Tag Archives: Sample Log

I Have Discovered That Keeping Track of My Hours Shouldn’t Require Hours of My Time

7 Jul

In your business do you have to help hold track of billable hours for the consumers? Do you really discover it absolutely annoying to constantly keep track of thirty different timesheets in Excel?

I simply have actually to reveal to you this brand-new tool an other VA shared beside me . It’s known as MyHours and it merely is the greatest software to track your billable hours. we finalized up for a free MyHours account (which they state will likely be going to a paid system at some point… I’m types of maintaining my hands crossed that they’ll forget about that small note they’ve made on their web site…) and I started utilizing it right away.

When you sign up, the very first destination you’ll need to get to is the Projects loss so you can establish your customers plus the various tasks you might possibly do for each customer. The next destination you really need to get is the Tasks tab and set up some associated with regular tasks which you perform. For myself, I utilized this area to put in things such as “Transcription”, “Web Maintenance” and “Administrative help.”

After you’ve got those two areas filled off, you can start utilizing MyHours (I told you it was simple!) within one of two methods – regular everyday view entry or entry through the MHlite program. The difference is the fact that regular everyday view entry makes use of within the whole screen along with to manually put in your start and end occasions. With MHlite, it really works much like a punch clock. You hit “Start Work” to start and “Finish Work” to finish and it also calculates enough time you’ve invested on that project / task.

One thing I would like to note is the fact that whether you’re with the day-to-day view or the lite version, here is certainly one line within the data entry that says “Notes.” I would personally highly recommend utilizing these and obtaining into the habit of placing data in there through the time you begin. we add a more comprehensive note so that my customer knows exactly just what it ended up being we worked on. In addition it enables me to seem right back and see exactly in which my time was invested.

The stating purpose of MyHours is also outstanding. You are able to pull reports that are sorted by customer, by task or by job. It instantly adds within the many hours invested in each area which makes invoicing your customers very simple!

we also believe it’s nice to use the software to trace just how much time I’m investing on the various areas of my own company. Composing e-zine submissions or blog entries for example. You can view exactly how much of the time is spent on your own business instead of IN your company.

Irrespective of your very own primary use of this software system, we give it two giant thumbs up. The convenience of establish and employ is extraordinary and I love which you can access it from anywhere. Enjoy!

 

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How Logging Helps You Defeat Sugar Addiction

5 Jul

Food logs. Could something become more boring? Probably. Despite that, I’m going to argue that food logs makes it possible to beat sugar addiction.

Let’s recognize that self-report can (and constantly will) have its subjective side – and that’s an obvious drawback. Yet it’s nevertheless a good deal more precise than a spoken a number of foods.

Research after research study features revealed that self-monitoring through record keeping (your food, your workouts, and much more) is a very helpful device. This keeps real whether you make use of a dietician or simply hold the wood for the own use.

And you don’t have to perform it forever! Even one or two days of logging shall help you make modifications that can help you beat sugar dependency.

Exactly why not simply eat and hope for top? During my knowledge, food logs can help you develop an understanding of food and eating behaviors that can not be coordinated in almost any various other way.

“we Usually Believed we Ate Even More Vegetables”

My customers may believe they know precisely what they eat, however they can be wrong. Exactly what they say they eat can be very various from exactly what their particular food logs reveal when they keep them and demonstrate to them in my opinion.

Consumers whom let myself know verbally whatever they eat might be explaining tendencies only, what they tend to have as a guideline. Those general explanations don’t (and can’t) integrate deviations through the standard plan – extra treats, unanticipated goodies, lunches out, dinner invites, drink usage, and so forth.

Food logs will frequently become much more precise. They give you an archive of all foods eaten, such as the ones you might wish to forget about, or tiny tastes and examples that are easy to forget.

Food logs can reveal food groups that might be missing, such as veggies or enough protein.

Essential food realities include even more than just which foods you eat. They include when you take in, section sizes, and duration of time between meals.

An accurate wood will also show part dimensions. Taken together, all this info will allow you to enhance your nutritional stability, which in turn can help you take manage of your sugar consumption.

Signing Shows Patterns Which Make You Stumble

Meals logs can show patterns. I don’t recommend that you attempt to analyze your eating practices and patterns while you’re keeping the log, but we really do suggest that you allow it to be easy.

One client kept their sign on their telephone. Every page had only one dinner at a time. To compare, say, their breakfast from time to time, I experienced to flip through three meals on each day – as well as program memorize each of his breakfasts since there ended up being no method to compare the dishes part by part.

At least use a log that shows a whole day’s food intake on a single web page. Seeing your very own habits boosts your awareness as well as your ability to change specific eating habits that can be obtaining into your way.

Nighttime binges, a typical problem, may be because of to skipping breakfast. The human body will have a tendency to “correct” the deficit by making up for it later on.

An equivalent fat modification can happen whenever you eat too little meals during the day. Once you know you’ll be gone all day long and feeling hungry, attempt to plan convenient meals or treats that don’t just take much time for you eat. Bring those foods to you, if required, so you avoid the starve-now-binge-later trap.

A customer of mine familiar with stay away from meals for hours because she always binged on sugar later within the day. She thought it would assist her reduce down on her calories in general. Needless to say, her day-to-day “fast” was one reason why she binged later. Another reason was what she ate in your day.

Nighttime binges can additionally be caused by mind chemistry. The nighttime enhance of endorphins (beta-endorphin) increases food cravings. That may coincide with end-of-day stress relief.

If you have got a practice of making use of meals – specifically sugar – for tension relief, it’s probably an end result of both stress hormones and mind chemistry, maybe not your absence of willpower. When stress finishes as your workday does, that can trigger sugar binges (or over-consumption in basic) at night. It might continue for a number of many hours.

Patterns like these aren’t necessarily something consumers can view themselves, which is another explanation why a food log can really assist.

Signing Reveals Everything You May Be Hiding

Meals logs can also reveal smokescreens – whether they’re deliberate or perhaps not. This will be certainly ideal illustrated with some actual instances.

One customer, a sugar addict, presented a food sign that has been detailed in nearly every regard. She included accurate tips on every food in every food she consumed, along along with her precise section dimensions.

When it emerged to veggies, though, the wood would just say “vegetables.” She never specified which ones – or how much of those she’d eaten.

It seemed like an obvious instance of concealing just how couple of vegetables she had been eating. If she tasted one little morsel of broccoli, was she detailing that as “vegetables”? Was she wishing I wouldn’t observe the vagueness because of the rest of the details?

we pointed aside the discrepancy between the accuracy everywhere else inside her own wood in addition to lack of precision pertaining to her veggie consumption. She appeared perplexed. As I recall, she muttered anything about having to become more accurate.

Performed she truly not understand what she was doing? Obviously, we couldn’t read her mind, but I half anticipated her to say as an alternative, “Oops, busted!”

Another customer reported that she had begun to eat veggies – one thing she wasn’t doing whenever we started working together.

This customer familiar with deliver the woman meals logs but never show them for me. One time, I inquired if I could begin to start to see the wood for the week. She looked worried but let me have a look at it. The only veggies she had eaten had been corn and carrots – not the ones I’d been hoping she’d start eating. I usually push green.

A 3rd customer told myself that, on her birthday celebration, she had consumed a piece of the cake a friend created for her. The woman food log revealed that she had consumed dessert every day for 5 times.

Logging Can Stop a Binge In Progress

Signing your meals can transform just what and how you take in. Many customers tell me that logging has made them more conscious of what they consume. Also better, they say it offers stopped all of them from consuming junk – only because they didn’t like to write it in their logs.

It’s practically instinctive to prevent writing in a food sign when a sugar assault strikes. I’d recommend that you continue steadily to maintain your log – even though you don’t like it. Possibly especially if you don’t like it. It can end the sugar assault cold.

One customer held having sugar cravings, but we never ever understood exactly why. Based on the food logs he showed myself, it didn’t seem possible that he’d nevertheless experience cravings. I never saw a single time with any sugar consumption, however he’d always inform myself just how tough he discovered it to withstand their sugar cravings.

I stated they’d get away in time, but he appeared amazed. (That should have already been a red-colored banner for me personally.) Finally, he admitted that he stopped signing each time he ate sugar.

It’s tough to keep logging when you are consuming foods you know will sabotage you, but it can transform your behavior really effectively. The next instance shows the alteration.

One customer ate sugar frequently and would then discover herself bingeing. That design occurred often. She would additionally end signing as shortly given that binge started.

We concurred that she would keep logging. She didn’t have to show me personally the logs, but she’d write down every thing she ate during the binge.

When she performed that, the woman binges got smaller. In addition to binge attacks became reduced than they certainly had been when she only abandoned her food wood.

Signing Helps You Track Your Glucose Attack

A meals wood can assist you track causes for a sugar attack. Did you take in sugar early in a single day? That may cause changes in both appetite and food choices, either that day or even the next time or more.

A customer as soon as asked if she could “take vacations down from signing” her meals. Clearly, I couldn’t end the lady from performing it, but we didn’t accept it.

It ended up being specific to encourage her sugar dependency. I pictured her preventing the log on Friday – not also at the conclusion of the day – next eating with untamed abandon for a number of days and re-starting her wood at some point on Monday. Or even Tuesday.

We might do not have record of the woman meals during those off-log times. I knew perhaps not keeping a record would motivate her to provide in to her sugar dependency and cravings. Without any wood, there would be no obligation and (in her own head) no outcomes.

Needless to say, she wouldn’t drop the fat she desired to lose, and we wouldn’t be able to coach the girl with any success because we’d have no record. She’d next most likely stop this system and inform other people it didn’t work.

Well, she performed simply take those times off from “logging” for a whilst. She made no improvements during that time. When she eventually decided to keep the woman log day in and day out, she lost the extra body weight she wanted to lose. She additionally got such a great health report that her doctor sent myself a thank-you note.

Then there was the woman who had already been to 8 various nutritionists together with held a food wood for every one of these. She informed me we happened to be truly the actual only real nutritionist just who actually read the logs. Yikes.

I can’t explain exactly why the various other professionals did what they did – or the way they could make useful suggestions without knowing what their customers had been eating.

The thing I understand is this: A food log is an excellent responsibility device, whether you reveal it to anybody or otherwise not.

 

Grow Your Sales Log and You’ll Always Be in Business

4 Jul

I take place to function as a self-employed professional in a culture exactly where most of the normal rules on company and economic climate do NOT purpose normally. Folks perform not purchase when it comes to explanations that many other consumers in other areas of the globe usually perform. Opinion polls are greatly affected here with what respondents think they should “say” based on whatever they understand is the most popular place or thinking, and(or benefits they think they may be able get) maybe not just how they actually “feel” about difficulties.

One example. Professor Janice Olawoye associated with University of Ibadan as soon as wrote in a paper posted back into the ’80s, about a well known specialist from overseas just who expressed frustration on getting informed that responses supplied by village respondents to questions like “What number of children have you offered beginning to” had been NOT completely honest.

The main explanation was that the village ladies who had lost babies at beginning or whoever children had died thought it was degrading to count children born that were no longer alive. Therefore a lady that has actually given beginning to six children, two of who died of malaria by way of example, would respond when you look at the questionnaire that she had only previously offered beginning to four children! The researcher, getting from the developed world, could not comprehend why the individuals thought because of this and question “Just how can someone ever before hold off a detailed survey whenever anyone do not give the truthful answers to your questions”? I still feel his pain – even now.

The Same Problem Exists In Business

In conducting business out here, the circumstance is comparable. You will frequently find that having a well prepared company strategy, having an MBA, and having large technical proficiency in your selected vocation might not be enough to make you the necessary patronage from your potential audience. So much else, little of it needing to do with ABILITY to provide the necessary product, service or option competently, has a tendency to be made use of to decide who wins the “contract” etc.

If you “know” just how to “BEG” or perhaps you know somebody from the inside, or perhaps you know somebody which understands someone from the inside, you may even win a task you’ve got NO proven competence or certification to do. That’s whenever you see people just who sub-contract big tasks to more competent – but much less attached – others at miserly prices, aided by the latter humbly accepting to complete the job for the peanuts offered!

I saw a great deal of this while getting started, and I also decided really early on that I would NEVER accept to focus in this way. I made up my mind I would personally learn how to make customers COME to me. Exactly How? By building my competence with time, and SHOWING it via every possibility clients give us to serve all of them – so that they can TELL OTHERS about me, by showing from the done items I deliver.

The end outcome: Boost inflow of the latest and repeat company.

How Come Numerous Startup – Even Well-known – Businesses Fail How They Do?

Many those that are extremely gifted in their selected vocations lack the company marketing abilities to make certain their organizations survival as profit generating enterprises. And it is why they eventually fail or continue struggling to stay afloat also although the business return amount may go up.

Practically all of the consumers I’ve done business with – since starting out 7 years back – have been tiny and Medium businesses. No huge names organizations. Yet they value my services enough to pay myself to build and keep software for them in a market in which various other big name businesses’ items are pirated, and marketed for as low as N150(about a buck)!

I’m the exact same man who – some many years ago – repeatedly got laughed out of people’s workplaces anytime I decided to go to present my Personalized Excel-VB Driven software Development solutions. A lot of occasions we became mocked by leads whom called me to my mobile times or weeks after we checked out them to ask me “So, how’s business going?” also as they laughed out loud.

From those slim very early years when we could count the amount of decent having to pay consumers we had on JUST one hand (five hands), I now serve an ever growing client base that needs us to preserve a customer help Service Record to keep track.

My success features come perhaps not only because of my proven competence in delivering satisfactory spreadsheet based approaches to a wide array of PAYING customers, but additionally because of my focus on – among other stuff -diligent/intelligent business advertising geared towards building a virile customer base to make certain sustained product sales patronage with time.

There needs to be one thing I KNOW (and knew whenever I had been getting started) that a good deal of folks out here do (and did) maybe not!

Therefore Just What Precisely Did/Perform we Really Do?

The next estimate provides a fast sign, and after that three crucial things are explained:

“Because its purpose is to produce a client, the business enterprise features two – and only both of these – basic functions: Marketing and innovation. Advertising and innovation produce results, all the rest are ‘costs’.” – Peter Drucker

1. I prefer a Practical Marketing Strategy that works well During my Biz Environment: In April 2002, I sent out my very first solution introduction letters and flyers to ALL the big rather than-so-huge title organizations I could determine within and outside Lagos. I held performing this for at the very least the very first three (3) years – in addition to putting magazine advertisements.

Over time we discovered one tough lesson: choosing the best clients for the services may not require that you do exactly what other people perform. I didn’t win a single project making use of those strategies. You have got to develop one thing which works in your favor – borrow ideas from other individuals, include a few of your very own, then TEST, TEST, TEST and TEST.

Just what we have stated above is what I have completed. It took me personally nearly four (4) several many years of dedication to get near as to what I perform today. Back after that finding clients had been a haphazard process. The truth is, out here we are lacking trustworthy business directories and yellow pages to consult within all of our look for potential consumers. The few offered directories are usually disorganised/unstructured rather than comprehensive.

With time, especially because of my restricted sources, this issue made it needed for us to eventually adopt exactly what I call a 100% door-to-door, foot soldier marketing and advertising of my items and services. Into the process, we slowly learnt what things to say and just how to state it to get employed or make a purchase. I realized that plenty of the stuff that we read from books on product sales and advertising from abroad especially created communities WILL LIKELY never work without intelligent adaptation to support the unique socio-economic realities of all of our society.

In essence, I created an advertising and marketing method suited to environmental surroundings in which I work. As an end outcome, nowadays I have known as up by prospective clients in search of solutions like those we offer.

In 2008, more than 95% of the brand-new or repeat business I have gotten has come as a result of my cellphone ringing, because of to an existing client needing me once more – or prospective client phoning according to a recommendation.

Review my article titled: “To Win Profitable Clients More Frequently, Get a hold of

2. I Create new items Aimed At handling REAL Identified Target Audience’s Needs: My experiences assisted me understand that individuals out here WILL get an application answer or service if it does one thing they wish, but which they have discovered they CANNOT get through the off-the-shelf commercial software whoever pirated copies are incredibly extensively available within the market.

Therefore, we merely set about offering real-world pertinent solutions that addressed the special peculiarities which businesses out here have to deal with, and which international software solutions try perhaps not to totally take care of – if at all.

The end result: remarkable enhance in customers’ perception regarding the relevance of the solutions we offer. The example right here: often the market may be rejecting you because you have never yet done enough THINKING on how exactly to communicate the worth you provide that can benefit all of them.

You truly needs to be happy to perform some “research” as you gather rejection encounters, to recognize exactly what they truly wish. The name of the guide by Napoleon Hill ended up being maybe not an error: “Think and Grow deep!”.

3. I Employ An Aggressively Implemented Zero Receivables plan: that is the absolute most important thing. Ensuring that I have the Most of the cash from EACH purchase into my hands, pouches or account.

You have actually got probably heard it said that “Cash circulation is the life blood of a company”.

Out here there’s a huge problem obtaining men and women to pay for practically anything they purchase from you. we think (as a customer of my own usually states), that just what you permit grows. After some unpleasant experiences in my previous years, we started asking for 100% advance repayment for my solutions. Folks paid – but I got to a point that I saw it was stopping me from getting more business.

Therefore we started asking for 70 – 75% advance, and next providing the customer as much as 10% off if s/he decided on to pay every thing ONCE. In that means, we got my money in, and did not have to wait lengthy periods, make unlimited calls and visits to get my balance.

Into the few cases when a customer tries to wait payment without convincing reasons, I simply use the strategy of “Confronting without getting Combative”, to bring force to keep. You may would like to try this, when you do not make use of it already. Very hardly ever has this did not work.

Read my article titled: “To Win even more Often in Life, Master the skill of Non-Combative Confrontation”

My reputation with my customers in this regard features received myself nicknames such as “Ijebu” – because relating to all of them I perform perhaps not joke about money”. However it features worked, and we also enjoy very good relations with nearly all of all of them – one in which there is mutual respect and consideration.

Other individuals have noticed it : for example, We have also had another service provider utilizing the same client ask: “Mr. Solagbade, exactly why is it which you always get compensated immediately and my payment is generally delayed?”, after he witnessed me obtaining on three various occasions.

 

Components of Cash Flows

28 Jun

A typical investment will have three aspects of money flows:

1. Preliminary investment

2. Yearly web money flows

3. Critical cash flows

 

1. Preliminary investment

Preliminary financial investment is the internet money outlay when you look at the period in which an asset is bought. A major factor of the preliminary financial investment is gross outlay or initial worth of the asset, which consists of its price (including accessories and free components) and freight and set up fees. Original value is roofed in the present block of assets for processing yearly depreciation. Comparable forms of assets are integrated in one block of assets. Initial price minus decline is the possessions book value. When a resource is purchased for growing profits, it would likely call for a lump amount financial investment in web functioning money also. Hence preliminary expense are going to be equal to: gross investment plus boost in the net functioning capital. More, in case of replacement choices, the current asset will need to be sold if the new asset acquired. The sale of the existing asset provides money inflow. The money profits from the sale of the current possessions ought to be subtracted to arrive during the initial expense. We shall make use of the term Co to represent initial investment. In rehearse, a big investment project may comprise of a number of expense components and include a large preliminary web money outlay.

2. Annual net money flows

an expense is expected to produce annual flows from functions following the preliminary money outlay happens to be made. Cash moves should be approximated on an after taxation basis. Some individuals advocate computing of money flows before taxation basis and discounting them during the before-taxation discount rate to find web current worth. Unfortunately, this will likely not work in rehearse since there does not occur an effortless and important way for adjusting the discount rate on a before-tax foundation. We shall relate to the after-tax cash flows as web cash flows and make utilize of the terms C1, C2, C3…… correspondingly for in period 1, 2, 3………n. Net money circulation is merely the difference between cash receipts and money repayments including taxes. Web money flow will mainly consist of yearly cash flows occurring from the procedure of an investment, however it is additionally be impacted by alterations in web working capital and capital expenses throughout the life of the investment. To illustrate, we first use the simple instance where money moves take place just from operations. Let us assume that all revenues (sales) are obtained in money and all expenses are compensated in cash (obviously cash expenses will exclude depreciation since it is a not-money cost). Hence, the meaning of web movement should be:

Net money flow = Revenue – Expense – Taxes

Notice that in equation taxes are deducted for determining the after-tax flows. Taxes are computed regarding the accounting profit, which treats decline as a deductible cost.

3. Critical money flows

The final or critical year of a good investment could have additional flows.

Salvage value

Salvage value is considered the most typical illustration of terminal flows. Salvage value may be understood to be the marketplace cost of a financial investment during the time of their sale. The money proceeds net of fees from the purchase regarding the assets will likely be addressed as cash inflow in the terminal (final) 12 months. As per the current taxation laws and regulations, no instant tax obligation (or tax cost savings) will arise from the sale of an asset due to the fact value of the asset sold is adjusted in the decline base possessions. In the instance of a replacement choices, aside from the salvage worth of the latest expense at the conclusion of its life, two other salvage values need to be considered:

1. The salvage worth of the current asset today (at the time of replacement decision)

2. The salvage worth of the current asset during the end of its life, if it were perhaps not changed.

If the existing asset is changed, its salvage worth not will boost the existing cash inflow, or will reduce the initial money outlay regarding the net possessions. Nevertheless, the firm will need to forgo its end-of-life salvage value. This means decreased money inflow within the last 12 months regarding the new investment. The consequences of the salvage values of existing and brand-new assets can be summarized as flows:

Salvage worth of the latest asset. It’ll increase money inflow within the terminal (finally) duration associated with brand-new financial investment.

Salvage value of the existing asset now. It will lessen the initial money outlay of this brand new asset.

Salvage worth of the current asset during the conclusion of its moderate life. It’s going to reduce the cash movement associated with the new financial investment of in the period in which the current asset is offered.

 

Call Logging Providing Solutions For Increasing The Productivity Of A Company

25 Jun

The current business houses particularly BPO’s (Business undertaking Outsourcing) record the conversations their workers fashioned with their consumers and consumers. Call logging is slightly different from this training that is additionally known as phone call recording. The whole procedure of phone call recording usually talks about recording a cellphone conversation this is certainly assessed by the senior individuals of a business to simply take additional actions in order to assess the individuals’ performance during the training session or work through any professional concern that includes recently already been raised by their present consumers or clients resistant to the staff’s user or company. This procedure is primarily concerned with enhancing the high quality of consumer connection service. In addition, obligation protection is the primary location in which this procedure generally suggests.

For some level, this procedure resembles the phone tapping in which a phone phone call is made when the participation of a third celebration is really so vital to be able to hear the whole conversation. This kind of recording is absolutely legal because both parties active in the phone discussion know that the telephone telephone call is being recorded.

There is a small bit distinction you can easily notice between this kind of recording and phone call logging. Call logging is a type of procedure for which collection and evaluating associated with the telephone call information requires place. This procedure acts various business sectors and is present in almost all for the little or huge organizations around the globe.

Call logging is primary associated with monitoring the prices of a business. Actually speaking, an organization comes to understand that in which a necessity of decreasing the cost is required once it’s mindful of the fact that how much each call is costing a business.

There are numerous businesses over the world, which use call signing technology to critically manage and manage phone telephone calls. Added merely, into the current situation, this technology has developed as one of many price effective additionally the output increasing ways for any business.

 

Blood Sugar Log

23 Jun

A bloodstream glucose log can be a valuable device in helping to monitor your amounts if you’re diabetic. Ask the physician just how many times you need to look at the blood sugar levels. Everyone’s wellness conditions are different, and your physician is going to make a recommendation based on your own private wellness situation.

You’ll wish to save the readings to help keep track regarding the leads to a sign. You’ll desire to be in a position to mention right back into all of them to see just how much you improve and or change in the long run.

Logs can be made use of for either Type 1 or Type 2 diabetes, whether you are on dental medicine, for instance tablets or drugs, or if you use insulin shots, or an insulin pump. The wood guide can assist you to scout out “trouble spots” therefore you can observe when is a good time for you eat particular foods along with just how different tasks and workout can impact your readings.

Keeping a wood is an outstanding way to monitor the effectiveness of your insulin consumption and assists to preserve normal blood sugar levels.

In this electronic age exactly where everything appears to be computerized, occasionally it’s wonderful to fall straight back on the old fashioned, hand written log book. You can easily carry it with you to your physician visits and go over your files along with your doctor.

Your log results are really essential. Your physician will make utilize of your documents to monitor just how many times your levels have been in your target range. This will be the way your doctor will determine if your medication requires to be modified. You need to take your sign to you every single see with your physician.

Keeping track of the sugar levels benefits you in a wide range of techniques.

A. it will help one to definitely treat reduced or high blood glucose before it becomes important.

B. it allows you to understand how workout and food influence your sugar levels and how much insulin to take if you are taking insulin.

Make examining your blood sugar degree a frequent routine and part of your everyday routine. As soon as you check your blood levels make use of the edges of the finger, perhaps not the ideas. The ideas of the hands are a lot more sensitive as compared to edges.