What Two Dresses And A Pair Of Boots Reminded Me About Changing The World [DTDB049]

Dare To Dream Bigger: Practical Inspiration For Passionate World Changers

What Two Dresses And A Pair Of Boots Reminded Me About Changing The World [DTDB049]

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I skived off work yesterday. For a full two hours. Yes, I know I’m the boss, but as a self-confessed workaholic, I rarely take time off when the kids are at school.

But yesterday the sunshine was calling me and there was the small matter of desperately needing to get some fab new clothes to wear to Chris Ducker’s Youpreneur Summit in London, in a couple of weeks’ time. I found myself walking down the street in my new town of Salisbury (cathedral above – spire 123m, in case you ever need to know), wallet and keys in hand, almost without realising.

Over the next two hours, I learned some valuable life lessons that I hadn’t expected. And I share them with you in today’s Dare to Dream Bigger podcast episode.

And, as promised in the episode, here’s a sneak peek at the dress and boots!

Tweetables:

It's ok not to be an expert in everything. Sometimes asking a pro for help is a shortcut to success. (Actually, make that nearly always). Don't be afraid to ask for the support you need.Click To Tweet

Putting effort into looking and feeling your best isn't selfish. It's not an indulgence. It's an essential part of your #passionateworldchanger mission. #daretodreambigger #entrepreneurClick To Tweet

I’d love to hear from you:

I’d love to hear your answers to the two questions I ask at the end – via the comments.

And in other news: are you joining me for today’s live masterclass?

How To Write Your World-Changing Book – Made Easy

During the training session, I’m going to be taking you through:

10 reasons why your dream clients WISH you would write your book – aka why it’s a brilliant idea and could be really exciting
5 hidden reasons why most people will never do it – and how to avoid them
My step-by-step process for going from ‘nice idea’ to ‘brilliant, biz-growing book’

I know that the idea of writing a book can feel scary – even overwhelming. I know it can feel hard to imagine how you might find the time – or to know where to start – or to figure out which book to write and how.

So my intention today is to help you with that – and more – to help you to turn things around to see what you could create, with the right support.

Here’s where to grab your spot: www.clarejosa.com/authormastermind/masterclass/

Yes, there will be a replay until 7pm on Sunday (only if you have registered, above), but please do join us live, if you can – you’ll get so much more from the session.

See you there?

x Clare

Clare Josa | Author | Speaker | Mentor

P.S. Have you grabbed your spot on my November Author Mastermind yet?

P.P.S. If you’re at the Youpreneur Summit on 3rd / 4th / 5th November, make sure you say hello!

Proof That Passionate World-Changer CAN Achieve The Impossible: Outcome Of EU Vote On EUVAT Thresholds

Create, Take Inspired Action

Three years ago this week a small group of businesswomen met for the first time, having only previously chatted on social media. They were surrounded by some of the most senior people in the UK’s Treasury and HMRC and a government minister, who told them nothing could be done about the EU VAT law change that had accidentally closed down thousands of micro businesses.

Those women gave them hell over a change to EU VAT laws that all 28 Member State governments had voted in, which risked putting millions of microbusinesses out of business – or forcing them to trade illegally.

The law was a good idea – to make you pay VAT on digital stuff (think eBooks / MP3s / software downloads) based on where the CUSTOMER was, not the selling business. It was intended to stop the likes of Apple and Amazon avoiding tax by locating in low-VAT countries.

BUT We Needed EU VAT Thresholds

The sledgehammer that cracked the nut didn’t realise that most online businesses:

Are tiny, compared to Amazon, so don’t have an international tax team
Automatically sell internationally, because that’s how the internet works
Don’t have access to the data to prove where our customers are in the way the laws required, so we could’t comply with the new rules

Over the following two years, the volunteers who supported the EU VAT Action Campaign:

proved the disastrous unintended consequences of these laws with a 2000-business quantitative study
met with the UK government, including the UK Prime Minister and the most senior policy advisers at Downing Street
evidenced the need for EU VAT thresholds and proved to the finance ministries that they wouldn’t lose out by agreeing to them
got consultative status with the UK’s HMRC, HM Treasury and the European Commission, so we could represent the thousands of businesses who desperately needed their help
represented those businesses at the 2015 Fiscalis event, with representatives of all 28 Member States’ Finance Ministries – which was pivotal in proving the need for thresholds and convincing Finance Ministers to consider them
raised the profile of the problem with savvy social media campaigns, including a Twitter storm that got #EUVAT trending
got thousands of micro businesses taking positive action – writing to their MEPs, visiting their MPs, getting the word out there to create an unignorable case for the need for change
giving keynote speeches at the European Parliament, to motivate MEPs, the European Commission and business organisations to take action

I am honoured to have been a co-founder of that group, to have given those keynotes and to have spoken at the Fiscalis event. I am immensely grateful to the thousands of businesses who supported us over the past three years.

On 1st December last year, Pierre Moscovici announced proposals for EU VAT thresholds. This was a HUGE achievement from EVERYONE , but the proposals had to spend a year going through Tax Committee meetings, being debated and looked at from every angle. They could have been derailed at any point. Ironically, the work we did meant that there was no way to rush these changes through. The EU Commission took the impact assessment very seriously.

Over the summer, 26 of the 28 Member States had agreed to a €10k EU VAT threshold (for non-domestic digital B2C sales), below which domestic VAT rules would apply, and €100k EU VAT threshold below which simplifications to the rules would apply, allowing growing businesses to keep trading. We continued to work with the EU Commission and key Member States to help address the remaining objections.

And today was the Big Day – ECOFIN – the meeting of all 28 Finance Ministers – had to vote on the legislative changes. Here is what happened:

The new EU VAT thresholds won’t come into effect until 1st January 2019, so we are urging micro business owners to write to their tax authority and Finance Minister to ask what can be done to help them keep trading until they legally become exempt from these rules.

Thank you so much to everyone who helped us with this campaign. Over and over we have been told that the reason it succeeded is because it was positive, evidence-based and proactive, rather than looking to blame or sling mud. We couldn’t have done it without your support.

If you’re covering this news and want to interview me for comments, you can reach me here.

And if you’ve got questions, we’re continuing the discussion in our Facebook group: EU VAT Action Campaign Group.

Thank you!

P.S. Know anyone who was stressed about these rules? Are you part of any small business groups? Please share this update with them!

What You Need To Know, If You’re Relying On Your Payment Processor To Dig You Out Of The VAT-MOSS Mess

From Passion To Purpose

In the olden days, VAT law may have been complex, but one of the simple fundamentals was that the ‘place of supply’ for a digital product was considered to be the address of the supplier. In other words, if you signed up for one of my online courses, it was counted as having been sold in the UK, where I’m based, even if you were a German sitting on a mountain using your French mobile in the Italian Alps. The ‘place of supply’ bit was easy. It was my business address.

However, that meant that some clever bods in big businesses were able to use this to their advantage, to reduce their VAT bill. That’s why so many of the multi-national online businesses have been relocating to places like Luxembourg, where the VAT rates are currently lower than, say, the UK or France. They saved. You, as a customer, saved. But the tax man in your country was missing out.

So back in 2008, the EU decided to put a stop to this. And you can understand why.

Under the new EU-wide VAT legislation that comes into force on 1st January 2015, if you sell a ‘digitally-delivered product’ to a consumer, then the ‘place of supply’ is no longer wherever the business is based.

It is now wherever the customer is when they download the product.

And this includes everything from online courses to MP3 meditations to e-books to mobile phone apps to knitting and craft patterns.

Sounds simple enough, doesn’t it?

It means that if you’re in France and you buy an e-book, I pay French VAT to the French tax authorities. Of course, that could get rather messy once you factor in all of the EU member states, so the law kindly offers an easier alternative – a ‘Mini One Stop Shop’ (‘MOSS’) for VAT (hence the term ‘VAT-MOSS’). This means I collect the required information during the purchase process, fill in the online forms each quarter and my UK government sends the VAT to the individual countries on my behalf.

It’s really kind of them, isn’t it?

But there’s a problem. How on earth do I know where you are when you buy my course?

Now, if I were one of those multi-national online businesses with a gazillion super-clever techy geeks, figuring out where the customer is when they download is easy peasy lemon squeezy. Those firms have full access to all of the purchase information – including IP address (the location of the computer), banking details and more – pretty much everything apart from the colour of your PJs and your inside leg measurement.

For the multi-nationals, this new legislation is a tax headache, rather than a tech headache.

But just imagine the scenario: instead of having behind you the might of an IT army so large it would make Alexander the Great feel inadequate, you’re a sole trader or micro business, relying on third party payment processors like PayPal or Worldpay to act as the link between you, the customer and your product.

Things don’t look quite so pretty.

Whether you’re Amazon selling millions of Kindle books or Aunty Jen’s Yurt Yoga selling a handful of ‘how to de-stress with Jen’ online videos , the new VAT legislation requires you to prove where your customer was at the time of purchase.

And, unless you’re selling via a third party reseller, the onus is on YOU, as the micro business owner, to PROVE the place of supply.

And you have to do this by providing two non-contradictory pieces of evidence.

HMRC in the UK (effectively the UK government’s tax team) tells us that we need to know the following:

- If the purchase was made through a telephone box, a telephone kiosk, a wi-fi hot spot, an internet café, a restaurant or a hotel lobby, then consumer location will be the place where the services are provided – for example, the member state where the phone box/kiosk etc is located

- If they purchased my online course or your craft pattern or Aunty Jo’s yoga video on board transport travelling between different countries in the EU (for example, by boat or train), the consumer location will be the place of departure for the consumer’s journey

- If they bought through an individual consumer’s telephone landline, the consumer location will be the place where the landline is located

- If they purchased through a mobile phone, the consumer location will be the country code of the SIM card

If it was through a decoder (what’s one of those, when it’s at home, wherever that might be in the world?), the consumer location will be the postal address where the decoder is sent or installed

I can already hear the wave of WTFs (please excuse my language – the situation calls for it) echoing around the internet at this.

But you’ll be really relieved to know that, if you buy one of my courses or download one of my e-books or MP3s, I DON’T actually know whether or not you were at home, at work, skiving down at your favourite wi-fi cafe or if someone was sneaking off for a romantic weekend away with their beloved on the Eurostar to Paris. And that’s a good thing.

Unless we’re talking about the new EU VAT laws.

In order to be allowed to sell my ‘digitally-delivered’ products (i.e. downloaded, not live or face-to-face), I HAVE TO collect this information.

To comply with the new laws, I have to collect two (or three, if they don’t match) of the following types of evidence – and I have to check DURING the purchase process that they give the same country:

- Your billing address
  Ok, so you might give it to me, but plenty won’t, and that costs me sales, ‘cos I sound like a scary bunny-boiler if I ask for your physical-world address for an online e-book.

- Your IP address
  This is the geographic location of your computer. I CAN get it by manually trawling my website’s visitor logs, but believe me, I’d rather be creating radical life-changing stuff for you than losing the will to live, wallowing in my website’s databases.

- The location of your bank
  Woah! So if I ask you for that, then I reckon I’ll be left with about 1% of my customers. Creepy stalker-lady-credit-card-stealer-alert.

The country code of the SIM card you used, if you completed the transaction on your mobile (which 60% of my visitors do)
Again, I’m in bunny-boiler territory here. And frankly I’d rather spend the evening with my kids than surf Google to check out where your mobile phone number is from. Sorry!

And in case it wasn’t exciting enough, if you buy my online course using your French credit card whilst you’re on secondment for work in Hungary, then I have to collect a third piece of data to tip the balance and prove the ‘place of supply’. So my systems need to be able to collect at least 3 of the above pieces of information, just in case…

And I have to create a system that will collect and check all of this information faster than my chickens chase a slug, while your transaction is processing. If the data gives a ‘computer says no’ message, I’m supposed to turn you away.

And if I don’t collect the information – even if you’re based in the UK, like me – I’m breaching the laws because I can’t prove I don’t owe VAT to France or Slovenia.

Are you still feeling like doing business with me? Or have you run a mile yet?!

Now, following a ‘Twitter clinic‘ run by HMRC today, it seems that they are expecting the payment processors to do all of this for us.

(You’ll have seen these guys – they’re the PayPals and Worldpays and Sagepays and the likes used by smaller businesses to process credit card transactions.)

And, indeed, based on the thousands of comments I have been reading on Twitter and in the various Facebook groups over the past two weeks since awareness of this kicked off, most micro businesses are expecting that, too.

I should be breathing a huge sigh of relief…

But here’s the clanger…

I have been in discussions with by far the biggest provider of merchant services for micro businesses, PayPal, over the past week, and they can’t help us.

After dedicated to-ing and fro-ing, here’s what their legal teams allowed them to tell me:

Here’s What PayPal Said:

For small merchants, we can currently provide the following data that is on file with us:

1. The Country Code of the Buyer. This would be the country that the PayPal Account of the buyer is registered in.
2. The phone number of the buyer as it is registered within Paypal

These are the pieces of information we can provide, given the proper account settings and usage of Express Checkout.

This is confirmed both in their email to me and on today’s press release.

Here’s Why PayPal’s Solution Is A VAT-MOSS Waste Of Time

As I explained above, the information that I (and hundreds of thousands of other businesses – huge and teensy) am required to supply under the new EU VAT regulations is where the customer is at the time they purchase – NOT at the time when they created their PayPal account.

So knowing their registered address and phone number from their PayPal account is completely irrelevant, when it comes to complying with the EU VAT laws, as they currently stand.

It misses out everyone who purchases online at work, on a cafe’s wi-fi, via their mobile phone, whilst travelling, whilst at their friend’s house, whilst away on business – all of these cases are missed by relying on the address that was used when the customer first registered with PayPal – and that’s assuming they haven’t moved lately.

By law, we require their CURRENT address and their IP address (or SIM country code in the event of a purchase using their mobile).

And remember: the selling company is liable if this information isn’t collected correctly – NOT the payment processor. So that’s me, not PayPal.

PayPal’s email to me also shared another gem:

“The last piece of information you’d need is the IP address of the customer – this piece should collected by the webserver.”

In other words, PayPal is telling me that I have to manually find your IP address and check it is the same country as your registered address, before I sell to you – but that’s not going to happen if you’re buying at a time when I’m not sitting at my computer. Actually, it’s just not going to happen, any time. And that leaves me in breach of the laws.

PayPal is effectively washing its hands of the EU VAT-MOSS regulations.

They are happy to provide sellers with potentially inaccurate proof of location information and are telling us to manually trudge through our websites’ visitor databases to see if this matches with the customer’s registered address from the purchase.

This is not something I can do in real time. Yet the laws require me to do it DURING the purchase process.

So any business using PayPal is highly likely to end up breaching the VAT-MOSS laws.

And – broken record alert – the SELLER is liable, not PayPal.

Now don’t get me wrong. I’m not on a PayPal-bashing-mission, though their response to these legal requirements is woeful.

This problem goes further than PayPal. We’re still waiting to hear back from the other key players in the market as to whether they can help us to meet our VAT-MOSS obligations. What is scary is that these regulations have been in the pipeline since 2008 and no one has been checking that micro businesses can actually comply with them.

And it gets worse…

You also need to keep the data for 10 years, on an EU-based server.

The server bit leaves me stuffed – my eco solar hosting in California would immediately put me in breach of the VAT-MOSS regulations.

Then there comes the scary bit about having to abide by the equivalent of the data protection rules for each and every EU member state – as well as registering with each individual data protection commission, paying their feeds, and either becoming a world-renowned polyglot or paying translators to make sure you’re not breaking the law.

And this comes at a time when, as Sergio Maldonado, an international privacy compliance consultant, tells us, the EU Data Protection agencies have been telling businesses to stop collecting IP address information.

PayPal and their friends could handle all of this for us, if they processed the data, as HMRC is expecting. But they won’t.

Basically it’s impossible for small businesses to comply with VAT-MOSS law without paying for third party software solutions or selling through resellers and losing a huge cut of their sales.

What can you do?

We either need our payment processors to enable us to comply or we need an exemption (e.g. for businesses below the UK VAT threshold) from these onerous requirements.

- Get informed: Write to your payment processor and insist on them telling you EXACTLY how they will ensure you can comply with VAT-MOSS – you can use my checklists (above) as a crib sheet. Make sure you ask them whether THEY will do the VAT charging and distribution at the correct legal rates or whether you have to take the hit by selling at your usual price and paying the VAT via VAT-MOSS out of your margin.

- Lobby for an exemption: The evidence for ‘place of supply’ was designed as corporate legislation and I’m sure it was never intended to target micro-businesses – who have no sensible means of accessing that data.
  You can lobby for an exemption for small businesses (e.g. under the UK VAT registration threshold), so that just the customer’s address (something we can reasonably obtain) is required as proof of place of supply. If you’re in the UK, you could:
  - write to your MP
  - write to HMRC (vat2015.contact@hmrc.gsi.gov.uk)
  - and write to or phone Vince Cable (enquiries@bis.gsi.gov.uk).
  Vince runs the government’s Department For Business And Innovation and he is one of the few people in the country who could persuade HMRC to listen and potentially grant this exemption. At the moment, we have heard rumours that the person in Vince’s team who is handling VAT-MOSS is blissfully unaware of the tens of thousands of tweets or the numerous Facebook groups that have sprung up to raise awareness and get urgently-needed. Frankly, we need to make our voices heard.

Spread the word
The vast majority of micro businesses don’t even know about this legislation yet. Please spread the word by signing and sharing the petition, joining in with our Twitter #VATMOSS discussions and telling your friends on Facebook.

We’d love to hear from you!
How is VAT-MOSS going to impact your business?
Which questions do you have?
What actions are you taking?
And if you get answers from other payment processors to the questions we’re asking, PLEASE let me know, so I can keep this article updated. Thanks!
Please share via the comments!

Above all, please let’s stay positive. Although we can’t change the structure of the legislation at this stage, we ARE seeing amazing things starting to happen, as a result of the past two weeks’ campaigning. And more will come. Thank you for whatever part you chose to play in finding a solution for this huge VATMESS.
With love, Namaste,

Disclaimer: I am not a Chartered Accountant and this article is not intended to give financial advice. It is about raising awareness of a hugely important issue. It is ESSENTIAL that you get professional advice if you are making any decisions about how to comply with VAT-MOSS in your business. Thank you!

Seth Godin: Tribes – Is It Time For You To Change The World?

Inspirational Messages

Seth Godin has a unique way of cutting through the fluff and clutter, to present his inspirational message in a way you can take action on – fast.

And ‘Tribes‘ is no exception.

What ‘Tribes’ isn’t:

This isn’t a ‘how to’ book. It’s not going to take you, step by step, holding your hand through process that Seth would recommend. It does far more than that.

What ‘Tribes’ is:

Tribes is a book that kicks your butt to step up and move into your personal Dharma – your service. It helps you see through the excuses and fears that have kept you from living your dream and your passion; that have kept you playing small.

Most of us have been ‘sleepwalking’ through life (Seth calls it ‘sheepwalking’!).

We have a dream. We know we’re here to ‘do something’. We know, deep down, that we want to change the world. But we’re so stuck in the ‘old ways of thinking’, that we’ll reach our deathbed, without ever taking action.

Our biggest regrets will always be the things we didn’t do, rather than the risks we chose to take.

In ‘Tribes‘, Seth helps you wake yourself up. He shows you, clearly and simply, that no matter who you are, what you do or where you work, there are things you can do to make a difference.

This book helps you realise that you are here to live and breathe your passion – and that you can do that starting today – no more excuses. He then helps you figure out the importance of your tribe – those who are ready to hear your message. And those people are out there, today, waiting for you, even if they don’t know it yet.

You don’t have to be a manager; you don’t have to be an entreprener; you don’t have to have a position of authority – your tribe is waiting for you. They already share your interests and they’re waiting for someone with passion and courage to help them see how they can change things.

As I said, this book isn’t a ‘how to’ guide.

Instead, Seth takes each of your limiting beliefs and fears and busts them.

The simple act of reading this book – and trying his ideas on for size – has the potential to change your life. It has the potential to inspire you to become the leader of your tribe, to release your fears, to break out of your comfort zone and to initiate change.

Once you’re there, the ‘how’ will find you.

Are you ready to break free from sheep-like behaviour and step into your life’s purpose?

I know it’s scary. I know it can seem difficult. I know it could be outside of your comfort zone. But it’s time. That inner voice, calling you, is getting louder and louder.

Don’t wait till it has to scream at you.

It’s time to make a start.

And sharing the journey with others can make the difference between a ‘nice idea’ and living the life of your dreams.

Want to take a teeny first step?

Join our Ripple Effect group on The Transformation Club today (it’s free!) and connect with others who are leaving the world of ‘sheepiness’ behind them.

Are You Still Waiting To Change The World?

How To Change Your Life

“Think one person can’t make a difference? Try spending the night in a room with a mosquito.”

Paraphrasing Gandhi!

Most of us have a deep, inner calling to make a difference to the world.

Yet it can be so easy to fall into the trap of thinking “I can’t make a difference” or “who am I to take this on?”.

We all know how it works: it’s as though a fear of failure – or perhaps the even greater fear of success – keeps us from diving in and doing what we feel truly called to do. Sometimes the calling is so strong that ignoring it can lead to us feeling down and can even create “dis-ease” on a physical level.

We can put off stepping onto our “real path” for years, waiting until we feel “ready”. But the catch is: we rarely feel “ready”.

There will always be someone who knows more than you. There will always be someone who has more experience than you. There will always be someone who seems to have got there first.

Yet each of us can make a difference to the world – starting today. If we wait till we’re “ready”, there are so many people who will have missed out on what we have to share. Whatever your dream, whatever your calling, there’s no point in waiting till the circumstances are perfect – they never will be!

You don’t have to dive in to start – you can just dip your toe in the water.

The great thing is we don’t have to start with the big stuff.

We can start with the baby steps that make a difference to the world, one breath at a time.

Even sharing a smile with someone could lift their mood (and yours!) and start making a difference to the world.

Perhaps you could perform a random act of kindness, without expectation of gratitude or anything in return?

The amazing thing is that these baby steps soon build momentum. It becomes easier to see ways in which we – as individuals – could make a difference.

And then taking action becomes something we have to do – overcoming any fears or feelings of inadequacy.

If you have a secret yearning to make a difference to the world, one of the best ways to start is to share that yearning with someone.

It can be hard to open up and tell friends and loved ones, perhaps for fear of ridicule or embarrassment.

So I’m offering you a helping hand.

If you want to change the world – and want to tell someone about it – how about telling me? Making that commitment to get started or up your game is so much easier, if there’s someone there to acknowledge your courage. If you want to go public, you could post your dream on in the comments section for this post.

If you have a friend or family member you could tell, do so! Choose someone who you know will react supportively. Stepping onto your path might take less courage than you think, if you build a good support team around you.

The world needs you now. And you will never be more ready than in this moment.

Thank you for stepping on to your path.

Let me know how you get on!

With love,

Clare x

Want To Start A Happiness Epidemic?

Inspirational Messages

Why bother?
Why bother spreading happiness? Why put in the effort to inspire others to feel happy?

It’s simple, really. To give something away, you have to first believe you have it. So one of the best ways to feel happy is to help others feel happy.

It started with a smile…

It can start with a smile. You don’t even have to go the whole hog with a toothy grin. You can just smile with your eyes, if that feels more comfortable. Not sure how that works? Practise in front of the mirror. Make it real.

Aside: ever wondered why some celebrity photos just look “wrong”? It’s often because they’re smiling with their faces, but not their eyes, so we subconsciously spot the “fake smile”. It’s like we have a built-in “phoney smile radar”. There’s your random fact for the day!

Gandhi knew what he was talking about…

One of my all-time favourite quotes is from Gandhi. I see it so often on people’s profiles on Facebook that I know it’s one that rings true for many of us. Here it is:

Be the change that you wish to see in the world.

I apologise to the legend if I have misquoted him, but that’s the way I remember his words.

What does it mean?

If you want to see peace in the world, start with yourself. Rather than waiting for everyone else – the politicians, the corporations, the armies – to sort out peace, just be peace yourself and watch it spread.

So if you want the world to be a happy place, just be happy yourself. That will instantly start to affect those around you and will subtly lift your moods. If we all did this, well. You can work that one out, I’m sure!
<!– Read more on being the change you wish to see in the world. –>

Tell A Friend

If you know of any great happiness resources, tell a friend about them. You might know a great book, a great film or something else that has helped you feel happier. Share it with people.

Don’t do it in a way that leaves them feeling obliged and potentially embarassed, if they don’t feel the same way about it as you. That’ll just lead to them avoiding you…

Instead pass on the information out of love and let go of the outcome.

After all, it’s up to them to choose whether or not they want to feel happy. There’s nothing you could ever do to force or persuade them.

What are 3 things you could do to spread happiness today?

How about sharing them, via the comments box?

And if you’d like to connect with other happiness experimenters, how about ‘liking’ the Soul-Sized Living Facebook Page? And you could join in on the Soul-Sized Living forum. See you there! 🙂