Lighting for Profits - Episode 263

From a small Christmas lighting side hustle to nearly 300 holiday lighting accounts, this entrepreneur built a business around his biggest Why: family and freedom. In this episode, he shares his journey through failed launches, GET LIT Christmas Lighting, and expanding into landscape and permanent lighting while focusing on marketing, sales, leadership, culture, and building a business that can run without him. Plus, family, travel, pickleball, golf, snowboarding, and the lessons behind building a business—not just a job.

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Episode Transcript

Welcome to Lighting for Profits.

All light.

All light. All light, powered by EmeryAllen. Here is your host, Ryan Lee.

All light.

All light.

All light. So excited. We got an awesome show lined up. I'm Ryan Lee, your host of Lighting for Profits, powered by EmeryAllen. It's gonna be a good one today. Uh, it's kind of crazy. I never thought this would happen, but we are trending. We're the number one outdoor lighting show in Tulsa, Oklahoma. Let's go. Um, listen, if you're looking to start or grow a landscape lighting place or landscape lighting business, you're definitely in the right place. Gonna, um, be an awesome show. Uh, kind of the theme of this podcast, maybe the, uh, the mission statement. Uh, we're here to educate and motivate to help you dominate. So gonna be one of those shows today for sure. Got a friend of mine, a client of mine, Rob Goodman with Lit Outdoor Lighting. And, um, Rob is a lot of fun and doing great in business, doing great in family and life and all these things. Um, but we're going to peel back the onion a little bit because I'm sure it's not all rainbows and sunshine, as they say. Um, but excited to have him on because just a good human being. You know when you meet someone and you're like, I want to be their friend. I want more of them in my life. That's Rob. So we're going to have him on. He is the founder, the owner, the operator of Lit Outdoor Lighting out of Tulsa, Oklahoma. And this is going to be a fun conversation. So again, if you're looking for hints and tips and secrets and, uh, maybe someone that could help you unlock something in your business, um, hopefully we're going to, uh, discover and have those couple, uh, things come up today. So reminder, uh, guys, we are just starting to promote Light It Up Expo. Depending on when you listen to this, uh, some people listen to the show every week, some people listen to it a month, two behind, or a year behind. Check, um, your email because we do have a, um, promo code for the early bird special. And, uh, I'm going to make you check your email. I'm not going to say it because again, it does expire. Um, we're only, we're only doing this for a few weeks, so if you want to come to Light it up Expo, it's March 1 through 4, Las Vegas, Nevada. It's going to be epic. It's going to be our biggest show yet. Um, go to lightitup expo.com, get your ticket, and if you need A promo code. Uh, well, check your email and um, big shout out to Lights for Decorators owner Jimmy Tompkins. These guys have been doing a lot in the outdoor lighting industry. If you need a product for holiday lighting, permanent lighting, landscape lighting, um, they obviously, you know, provide, uh, or supply really awesome product. But one of the things I like about Jimmy is he likes to win. He likes to help teach you how to win in your market as well. So go to lightsford decorators. com, get in touch with their team. They have lots of trainings throughout the year and uh, great support over there as well. Again, in just a couple of minutes we're going to have Rob Goodman, the founder of Lit Outdoor Lighting, Tulsa, Oklahoma. Good, um, friend, good client of mine. It's going to be a fun conversation. Probably, probably a, um, little bit better than some of the vendor conversations. No, it's going to be, it's going to be a blast. Um, before we have him on, I gotta get something off my chest. So a couple weeks ago we on one of our coaching calls in landscape Lighting secrets. We've got calls on lighting design, we've got calls on lighting installation, um, sales, marketing, um, profit, uh, and like knowing your numbers, we've got another one on recruiting and training, scaling, uh, um, and then I host just like a Q and A, like you can ask any question. And um, one of our members, um, I could, and I'm not going to use any names here, but I could just tell he was super frustrated. I mean definitely when I say a bit down and out, a, um, bit down and out. And um, what's crazy is just a few weeks prior, like this, ah, this same person was also on top of the world. Like, oh my gosh, this is amazing. Like just having, you know, amazing days, epic weeks, had like $100,000 a month. And um, suddenly, just a few weeks later, it was like I was talking to a different person. And um, what I want to talk about real quick is just positive mental attitude. Um, there's so many things that you can't control in your life. In fact, most of them, you can't. Um, we tend to want to control a lot of things that we just can't and then that's why we get frustrated. Uh, but the one thing that you absolutely can control, regardless of your circumstance, regardless of like what's happening to you, you still can control your attitude. Okay? And this is so important because, um, you know, you've heard me and you've heard, I mean, Simon Sinek wrote a book called Start with Why? But it's really important to understand your why, because, um, if you, if you write down your goals and share them with the world, then when challenges come up, like, has happened to this individual, um, you, you can, you can like, rebalance, you can get reset. Okay? Because you're, you're going to have a bad day, you're going to have a bad week. Um, hopefully not a bad month, hopefully not a bad year. But I mean, things are going to happen. Like, it's not always just awesome, awesome, awesome, awesome. Um, and there's a, There's a book I was reading called, um. Gosh. What? Why don't I just go blank on it? It was called, um, outwitting the Devil. So I've read this, um, a while ago. But when I read it, when I say read, I listened to books when I'm like, on an airplane and I listened to this a while ago and it, like, didn't hit me that hard. I mean, I wrote down a couple cool things or whatever. But, um, what changed was I was just kind of like, I kept drawing, getting drawn back to this book. And so I listened to it again just, um, literally like a week or two ago. And one of the things he mentions in there is this topic, um, called hypnotic rhythm. And hypnotic rhythm is like nature's surrounding law. So, like, that's like, why we have seasons. And there's like, you know, the summer and then the fall, and then the winter and the spring. Um, and kind of like most things in life, like, there has to be, um, evil for there to be good. Um, you have to feel sadness to feel happiness. Right? And so, um, the hypnotic rhythm is very interesting though. It's one of the reasons why, like, poor people stay poor. Like, if you're raised poor, you're more likely to just stay poor because, like, that's the rhythm that you got yourself into and you think is just normal. Right? And same thing with, like, why rich people tend to like, be rich. Because they're mind, like, they're, they're. That's what they're thinking. That's like their rhythm that they're on. Right? And so, um, the, the challenge with hypnotic rhythm is like, it can make negative patterns, like a negative mindset, negative attitude, um, actually become permanent if you don't break that pattern. And so, um, Tony Robbins talks a lot about like, pattern interrupt and really recognizing these patterns. And that's kind of key. Like, first you have to be able to like, recognize that there's a pattern going on. And I'll tell You this. Up until like, maybe uh, 10 years ago, like, I didn't, I had no clue about patterns. I didn't even have like, much intention to my life. I just was working to make money. And I thought I, that's what you're supposed to do. And it sounds dumb because, I mean, I'm 46, so that means up until 36 I didn't even know what I was doing with, with my life. And actually I kind of still feel like I don't. But for sure, up until 36 I was like, just working to be a provider. And you know, I don't know, I just didn't have like, mentors. I didn't have coaches, I didn't have accountability, I didn't have mentorship. I just, it just was uh, a thing where that was my hypnotic rhythm. I thought it was like normal to just do what I was doing. Now I have a different state now. My hypnotic rhythm includes always having mentors, always having community, right? And so now I'm constantly like, scanning the room, scanning the environment, looking for patterns. And once you can identify a pattern, then you can like, adjust it. And now you can. Now I'm into like this whole like, pattern creation, right? And listen, my, my mission is not to like, define your goal and to define your vision or your dreams or anything like that. But, uh, I'm telling you this, like, if you decided to start a business, then as part of your goal as becoming a business owner, one of your goals should be to have freedom. It just should be built into that because, um, you can find a lot of happiness working for someone else. Um, there's a lot of risk, a lot, a lot of risk of starting your own business. Um, and you take on a lot of stress, you take on a lot of different things that you don't necessarily have to take on as just an employee, right? And so if you are going to start, uh, your own business and take these risks and do all these crazy things, like, I feel like personally, like, freedom should be one of those things. And so, um, if you really want to like, um, get something you've never had, you're going to have to do something you've never done. And for me it was defining, okay, what do I actually want? Like, what am I actually doing this for? Am I doing this to just be a provider? Um, and that's when I had that epiphany of like, no, like, I could be a better, ah, father, I could be a better husband. Like, I could be a better person. I could be a Better leader. There's so many other things other than just making money to provide. And this is how you create patterns. Like you define where you want to go and then ask yourself what has to be true to get there. And there's going to be days like my client who's having a bad day, he was kind of having a bad week, a bad month, right? Those things are going to happen. So just plan for those challenges, plan for those problems, and just know, um, that it's going to happen. It's not all rainbows and butterflies all the time. So don't expect it to be perfect. Um, most of us have way too high of expectations for ourselves and what we're supposed to be doing and don't realize it's like, man, like there's other priorities other than just working 24 hours a day. So I, I just want to encourage you if you are having a bad day, having a bad week, having a bad month, whatever it is, like, you can change that. Like, you can literally change that today, right in this moment. Um, that's up to you. And that there's something very powerful about that, recognizing that, like, you do have control over certain things and you can control your attitude. If you just got shot down and lost your last four or five deals in a row, it's, it can be very depressing, it can suck because you're like, man, what's wrong with me? What's, what's wrong with this? But there was a time where you closed four or five deals in a row. So what changed? What pattern existed before that was working that now is not? And usually what happens is we get stuck in that hypnotic rhythm of negativity and we're doubting ourselves and we have these fears and all these things that are rising to the surface. And when you take that into your next proposal, your next consult, you're kind of running uphill. It's going to be really, really hard to close that deal because, um, it's an uphill battle. So you have to reset, like every single time. A lot of sales trainers will say you got to have a short term memory because, because of that, you know, it's like, yeah, okay, you just got kicked in the nuts. But, like, there's a next opportunity and how are you going to show up, right? And so personally, I try to reset after every opportunity, even good ones. I mean, sometimes I'll like to ride that momentum wave. But the challenge with that, even if you close four or five deals in a row and you're like, yeah, I'm the man. Like, no one could stop me. Whatever. You tend to, like, let your guard down a little, and you kind of tend to forget about the basics, the fundamentals, and then that makes you lose your next deal, which then compounds to your next loss, your next loss, next loss. So I really like to, like, reset and be like, nope, starting fresh. I wake up like, I'm poor every day, like, okay, this is what I got to do. This is how I'm going to serve my family. This is how I'm going to serve the community. This is how I'm going to, like, have impact in this world. So, um, hopefully that helps, uh, somebody out there. Um, I just had that experience with this customer, and it was cool to kind of see after this conversation on this call, him start to recognize that pattern and him start to realize, okay, I can do something about this. So I'm excited to catch, um, back up with him on the next call and see, like, hey, where are you at? You still stuck? Or did you, uh, decide to make something happen? So, um, thought I'd share that with you. Hopefully that will help one of you guys out today. Uh, you guys know that friends don't let friends install garbage lamps, So I hope you're not using something other than Emory Allen. Um, these guys make premium LED lamps for lighting professionals who demand the best. So don't settle for less. Upgrade your designs and installations today with Emory Allen. All you need to do is reach out to Jackson. His email is Jackson L at as in the letter L, not as in the last name L. Jackson lry Allen dot com. And he will hook you up with that discounted contractor pricing. Just mentioned that you heard about him here on, uh, Lighting for Profits, and he will hook you up. It's Jackson L dot com. All right, guys, now the time that you've all been waiting for, it's time to get our guest here. Um, plus, I need a drink. Let's get the music going. What do you guys say? Welcome to the show, Mr. Rob versus Goodman. What's up, Rob?

What's up? How's it going, brother? Excited to be here, man. Thanks for, uh, thanks for having me on to the, the world famous, uh, landscape lighting secrets. Man, it's good to be here.

It's kind of hard to believe that this is the number one outdoor lighting show in the world, but here we are.

I mean, city by city, you seem to be taking over very, very niche, uh, places like Tulsa, Oklahoma. But, man, your numbers are. Your numbers are good. Tell you what, Killing it.

They say Numbers don't lie. You know what I mean?

That's right. That's right. Good. Good to see you, man. Thanks for having me on.

Oh, uh, I'm. I'm stoked to have you on this. This, this show is so fun because I get to hang, uh, out with awesome people like yourself. Get to. I mean, I'm, I'm always taking notes, like, what's working, what's not. So hoping that we can just do that today. And honestly, like, when I have, like, I already know how this show's going to go, and I'm like, can we just do this more? Like, maybe. Maybe we should just hang out once a week.

I'm down. No, I'm down. Yeah. I don't know why. I carved out my whole week just for this. Uh, just. Just in case we go, you know, a couple days over. So I'm good.

I love it. My kids, my kids watch, like, I don't know if it's tick tock or YouTube or whatever it is, but they're like 24 hour challenge and they'll go try to like, sleep in a Walmart or something like that.

It's crazy, man. I don't know how they do it.

Could we. Should we try the 24 hour challenge? Like, how long could we actually talk about outdoor lighting without turning it off?

We'd have to have some other guests coming in because I, I don't, I don't think I could survive it. But, uh, but let's do it, dad.

Like 20 minutes from now.

Like, well, yeah.

Now what?

Hey, dude, if people are binge watching, you know, garbage shows, they, they should definitely binge watch. I mean, come on, we're better than most of those.

I, uh, love it. Well, do me a favor. Just give us a quick introduction of who you are, what you do, and I kind of want to know. I don't even know if I know, like, how did you even get into outdoor lighting?

Yeah, no, I don't even think I know. So I should probably figure that out. Um, yeah, so my name is Rob Goodman. I'm based in, uh, Tulsa, Oklahoma. And, um, yeah, um, I run lit outdoor lighting. Uh, we do. We started off with holiday lighting, um, seven, seven years ago. So we're going into kind of our eighth season with that. And then, um, yeah, eventually, you know, you start working on these higher end homes. And we basically just had clients over the years start asking us if we would, you know, look at their landscape lighting. Had never heard of that word before. And so, uh, so eventually we kind of just, yeah, started looking into is this something uh, that we could kind of bolt on and keep us busy year round. And um, rather than just having this seasonal business, because we just had a seasonal holiday business for a couple of years and so uh, it checked a lot of the boxes that we needed. And also I've always been a bit more of a creative, uh, type. And uh, it's just been really fun now doing landscape lighting for the last three or four years, um, bringing in that whole artistry side. Right. Like obviously you're building a business, uh, and you want to, you know, pay the bills and get uh, all the luxuries that come with owning a business. But there's that fun artistry side of it too, where you kind of get to flex and creativity. So um, well, yeah, basically got into it. Um, a buddy and I, right out of college, uh, went to Oral Roberts University, uh, here in Tulsa. And um, a buddy and I right out of it, uh, right out of the. I actually I backpacked Europe for a couple months and um, came back from that, you know, just broke and needing to do something. And I'd always kind of had some, you know, entrepreneurial endeavors, uh, you know, that I'd sort of done in my high school years and some hustles, you know, that had gotten decent. So we, we basically were just like, hey, what if we could uh, start a seasonal business? He wanted to be a full time missionary and um, and so we, we started this holiday lighting business to basically like, maybe it could fund his missions in the off uh, season when he comes back for a couple months to be with his family during the holidays. And so we kind of tried this. So we started Get lit crispus lighting in 2019 and uh, it's been off to the races, uh, ever since man. So I've. Since I bought him out and he's kind of doing full time missions and so I've got. That. Got the reins of it now.

Okay.

Yeah man.

So, um, after college you just explore different ideas you came up with. Oh, this would be seasonal to help him out. Um, how'd you guys do like the first, you know, season or two?

Oh, stumbled man. Just. We uh, I mean we had basically a truck and a ladder and uh, and a whole lot of uh, time on our hands. So we, we just. Yeah man. Like, just went around like I studied marketing in college and so I was like, surely I just paid a whole lot of money for this degree. I should be able to use that. So I took all my marketing brilliance and we pretty Much. Just did yard signs that first year, uh, which killed me, but, like, it was actually so effective. Like, even to this day, bandit signs, like, for holiday lighting, like, it's our best roi. It's our best dollars we spend on marketing, which is crazy. So.

Yeah, if you didn't have a degree, you wouldn't have known that. So that's good.

No, yeah, definitely not. Yeah. Had to get that degree, so.

Yeah. And you're still doing yard signs for holiday.

Yeah, we are, man. So, I mean, these days, you know, our marketing mix is. I mean, we've got 10 or 12 channels, you know, that we're. We're tracking our dollars and, you know, how much are we investing and what's the ROI back? And we're tracking a lot on the back end, but it's. It's nuts. Like bandit signs. Uh, yeah. To this day, like, that's still our best. We get about a 10x, uh, you know, on bandit signs, every dollar we spend, we get about 10 back. And so which is. Which is, you know, pretty. Pretty solid. So.

Yeah, that's awesome. And what's the market like there in Tulsa? Like, what's an average size job? Are you guys doing roof lines, tree wraps? Like, what. What's like there?

Sure. Yeah. Um, our. Our average size job, uh, from. From last season was at about 2200. Um, so. And that's, you know, I'm not. I'm not accounting, like, any bigger outliers. Like, that's just across the board average.

Yeah.

Um, so. But yeah, man, it's probably a pretty traditional. Tulsa is kind of like a. Like a mini Dallas maybe. Um, which I know you. You spent some time in Dallas, and so, um, you know, you've got your. Your really wealthy pockets and your nice neighborhoods. Um, so obviously we're, you know, we're targeting them with all of our. Our marketing efforts, but. But it's a pretty good size, um, pool to. To play in, so.

Okay, very cool. So when you. When you had your first. You had your clients asking you, like, all right, so can you guys fix these lights or can you install lights on the house? Did you just tell the first couple people? No, like, we can't do landscape lighting.

Never know. I've always been the type that's like, yeah, let's, uh, like, we'll look into that and get back to you, because I want to see if it's, you know, something worth pursuing at, uh, least, you know, when you're. When you're, like, young in your entrepreneurial journey, you just kind of say yes to everything. You're like, yeah, we can do that. Of course we do that, you know, so thankfully I was still in that, in that mode. But like, now if somebody's like, hey, can you clean our gutters? I'm like, buddy, we don't, we don't do better clean like that. You, you know. No, that's not in our scope. So, um. But yeah, those first few, I think it was kind of just like, yeah, we'll, uh, you know, we'll look into it and get back to you and then just get home and start Googling.

Watch some YouTube videos, of course, YouTube

University to fill in the gaps of my university, you know.

Okay, that's awesome. And so how's the, how's the bolting on of landscape lighting been going on? Because my, my background is similar. I, I was in window cleaning. My brother got into Christmas lights and then he had some clients ask him about landscape lighting. And I, I tell everyone this, but I don't, I hope it's true. Like, because people are like, oh, but I make so much money in holiday lighting. I'm like, yeah, but like, the landscape lighting business should like, dwarf your Christmas light business. Is that true or is that a lie?

Mike's telling people the truth. Oh, you are, you are. You just gotta give it enough time. I wouldn't say it has dwarfed it yet because we, we built up our holiday business too. We do about 250, uh, you know, installs and, and uh, it crunched into a couple months. But our landscape lighting over the last, uh, two seasons, it has out outpaced that. So. Cool. So I kind of swing back and forth, man. Part of me is like, I just want to do landscape lighting because holiday, like, you know, the nature of it, it's just, you're running a gun and then like, it's hectic and crazy. Like, I have a really good team. Um, and I've, uh, thank God, been able to kind of put some good, you know, right people in the right seats. Um, but part of me just wants to go full holiday or, sorry, full landscape. But then the holidays come around every year and like, it's so fun, like getting to light up people's houses with Christmas lights and like little kids come out and like, you know, it's like, makes their life. It's, it's awesome. So there's, there's a magic to it for sure.

Yeah. Yeah. What. What do you think? So, uh, you started marketing to your existing client base for landscape lighting, right?

Yeah, yeah, yeah. That's right.

What, what is like, what was the hardest part? Because there's a lot of people that get to that phase. They, they, they just almost exactly like you described it. It's like, okay, I could see how landscape lighting would be good, but there's a lot of people that start down that path and then realize, okay, maybe this is harder than I was originally expecting. What, what were some of those like hiccups and things that made you start to maybe think maybe I should just do holiday lighting.

Yeah. I mean, leads is that's like always your first, your first problem, right. Is like, do we have people who are actually, you know, raising their hand, interested? So yeah, I mean, you're saying specifically transitioning from holiday to getting into landscape.

Yeah.

Like what were some of the first challenges there? Yeah, I mean, I think leads and like you're saying that's what we did is just tapped into our existing database. Like I never, I really didn't market much outside of our existing client base the first year. Um, just because, yeah, I mean we had a good amount of people that we'd already done work for and they liked us. And so I think that's something that's, that's overlooked a lot is like, you've got a bunch of people who know and like and trust you, uh, in your database. Like tap into those and like, if you have time, like. Yeah, reach out to them, you know, sure, send an email campaign. But like follow up with a text and a call and like let them know, hey, this is, you know, something that we're offering now and we'd love to, you know, to do your home. So that, that, that seemed to work for a while until I felt like we kind of tapped our list there and then we started looking into, you know, other, other channels. So it's a good place to start for sure.

So after you feel like you kind of got your, the, the low hanging fruit there. What, what were some of the things that you did and what did. Was there some that were mistakes or didn't work?

Back to the, back to the yard signs? No, I'm just kidding.

Yeah. Yard signs all day.

That's. No, um, no, unfortunately the yard signs are not as effective. Um, which I knew. You know, it's, it's, they're both categorized under outdoor lighting, but holiday lighting and landscape lighting are just two very different businesses. Right. The sales cycle is, is so different. It's, it's, it's obviously longer with landscape lighting. So a lot of it is, you're kind of Learning this new process and like, um, yeah, so once we had kind of tapped our existing, uh, database, I had had a lot of success with, uh, postcards, like with just mailers. And, um, I just feel like, man, there's so much noise in the world. Like on socials, like Facebook ads. Everybody was like, do Facebook ads. Until this year, I had never run a Facebook ad. I just started doing that this year. But, uh, I've been pretty traditional in our media. Um, we sent out a bunch of postcards in those first couple of years. Um, and that, like, that was our primary lead generator was like, originally, uh, I was doing like the eddm, um, which is so tedious. Like, you design them yourself and then you bring them to like the post office. And like, it's carry the bag in. There are just boxes of postcards, which seems nuts now, but like, now, you know, there's other. Right. Like there's Syn Jam and dope marketing. And these I use. I use dope marketing. Um, and so, yeah, so that's. That was how we, for the first couple of years, really. And then just working on like, referrals, like, once you get a client, like, doing all that you can to just blow that client's mind and, um, building some incentives for them to share with their friends because, like, they want to share with their friends, but, like, if you give them a free maintenance for the year, that sweetens the deal. So we just really trying to take care of our installs that we were lucky enough to get and, and you know, make those lead to other, Other jobs. So that's a little bit of the first. First couple challenges there. Yeah, Yeah, I remember. Yep.

No, I love it. I mean, I don't know why, but I seriously, I love landscape lighting so much. Uh, it's just such a cool industry. And I think right there is like a pivotal moment where it's like this. There's a perceived barrier of entry because naturally most people are like, oh, you have to be an electrician, you're doing electricity. But then there's that next phase of like. Like you could just go put out a yard sign and you're going to get holiday lighting leads because Christmas is very special. There's a. There's an automatic deadline built in. There's a lot of FOMO built in which you would have learned about from your marketing degree. Um, probably like 12 classes on FOMO alone, you know.

Yeah, definitely. No, that's. That's basically it.

It has all these, like, natural marketing things built into it, like creating demand and all these types of things. And so, like, people see their neighbors getting it, and then it's like, well, uh, you're booked up three weeks. Well, when are you going to get ours done? It's like, that doesn't exist with landscape lighting.

So we.

We have to, like. So this is why I actually like it, because it's like this protected industry where actually the best people are, like, the best marketers, you know? And, like, they're usually not willing. Most people aren't willing to work through what you've done. Like, they get to it, and it's just a wall, and you're just like, hey, why is this so hard? Like, I can just do Christmas, you know?

Right, right. Yeah.

Like, you. It's just more comfortable to not do something new, especially if the new thing isn't working out like you really want it to. And most people, right then that's where they quit. So that's why I love this industry, because there's very few people like yourself that are willing to, like, break through that wall and be like, no, I. I can actually do this, you know, so. Oh, uh, congrats to you for, like, pushing through that.

Thanks, man. Yeah, no, it's. I mean, it's, uh. I think any business you get into, like, persistence and grit, uh, like, you have to know, like, you got to try this thing for months. Like, any new business, any buddies are ever like, hey, what do you think about this? I'm like, yeah, dude, just expect to, like, not make money for, like, a year, and you'll be okay. Like, that's something like Hormozi talks about a lot. It's just like, that delayed gratification, like, that goes so hand in hand. Like, you gotta love that if you're, you know, if you're getting into business. So. Thanks, man. You gotta. Yeah, you gotta be able to go a long time without, um, seeing huge results. And I think if you have the patience, um, you know, it can work out. But I'm also remembering back in those early days, like, I did a lot of the, um, like, nighttime demos. Um, and I'll say, like, before I even hardly did anything, I went to a conference and got around guys like yourself. Uh, I think, actually that's where. I think that's where we met originally was in, uh. It was AOLP, like, 2022. Uh, and it was like. I basically was like, all right, let's maybe look into landscape lighting. And I Googled it, and this event came up, and I was like, well, I guess there's a Lot of people that are doing it. So let's check that out. Um, so I went there and I met, like, you and Chris Aprstadt and Greg Matthews, and just, like, all the big dogs, um, and a lot of little dogs of the industry that I just, yeah, was able to, like, connect with and glean. Like, I remember Pat Harder's, um, telling me that, like, while I was there, like, this is. I go out and do nighttime demos. And he did nighttime demos for, like, 20 years. I don't know how, like, he just. He's a. He's built different. But, um, that was what I started doing is just like, uh, whenever we get a lead, like, whenever you can actually showcase, like, lighting is. It's such a feeling, right? And whenever you can actually showcase what it looks like on somebody's home. These days, we can do it pretty well, like, with AI, uh, or all the rendering softwares out there. But, like, dude, if you're new, that would be, like, my biggest piece of advice is, like, get lights, hook them up to batteries, and just take them out to people who are interested and, like, light up their house and they'll be like, I love it. How much, like, it sells itself. You could be a terrible salesman, uh, and a pretty terrible designer. Like, just putting lights on people's houses. Like, they will fall in love. They'll buy it from you. So I did that a lot, and that has some success. Um, but you don't do that forever, though. Once you have a wife and two kids, you want to get away from that. You want to keep them.

So you're not doing demos anymore, is what you're saying.

No, I'm not. Uh, we will still go out and do nighttime reveals for all of our projects, but I. I'm selling everything in the daytime. And just eventually it starts to become, uh, a numbers, uh, equation. I could do one nighttime demo an evening, but I can do four or five daytime appointments in a day. Um, over the last two years, we switched to that, and that's been good. So I did demos for a full year or two. Um, because not only are you learning, um, you know, you're selling and booking up your calendar, but you're. You're learning design. Like, dude, there's. There's. There's not. You can read about this all day. Uh, but actually getting out and putting lights on a tree and seeing how many lights and what type of lights should go on, what. And. And all the different types of fixtures and where to put them, even if you just start with a few, like, Getting that hands on training experience while selling, it's kind of a cool double whammy. So that's huge.

Yeah, that's huge. That's literally how I learned. I remember actually doing a demo. I mean, I'm sure this happened a lot, but there was one specific instance I remember like demo number three or four or something like that. And I'm moving the lights around to kind of like see, like, is that good? You know, like, is that too bright or whatever? And they're like, oh, that looks good. Like they're standing there watching me from the curve. Like that, that looks good right there. And so I'm like, okay. Yep, that's where we're going to put that one.

That's like, exactly.

Yeah. You're literally learning on the job. You're getting paid to learn. It's kind of awesome.

It's, it's the best. No, it, it really is. Yeah. Yeah. So, yeah, the, the design becomes early on, it's like you don't really care. You just want to sell lights and like, you know, pay the bills and like, you know, but, but the design starts to become, um, more and more important as you build the business because it's, it's a way that you set yourself apart. And I, you know, once, once guys have been in, you know, long enough, like, dude, going to Eli and um, going to some of these like, design intensive courses. One, it's going to help you, um, sell more jobs because your designs are going awesome. But two, it's going to help you sell like, I think my jobs have doubled or tripled since I went to Italy. Because now I know, okay, instead of putting two lights on this tree, like we can put 10 lights on this tree and make it look incredible. And so the client is like, client satisfaction goes through the roof. And also, you know, you're selling way more lights on jobs. So, um, that becomes, yeah, a big, big part of the equation for sure.

That's killer. Yeah. I really like Ellie. I went there for my first time after I sold my lighting business. It's like I don't even technically need it right now.

Perfect timing. Yeah.

Like, I should probably know like, what these different organizations do. And so I go to it and I, I was like, I don't know, I, I, I rubbed some of the people the wrong way. I basically said to, uh, Jan Moyer and to the president of Ilia at the time, I said, you guys suck at marketing because this is amazing. Like, what you guys do here is so good. And like, uh, I had A lighting business for 12 years. And I heard about Illy, but I didn't know what it was. And if. If you guys were good at marketing, I would have been here a long time ago. And it's unfortunate. So I try. I'm trying to, like, be like, the marketing arm. Like, guys, you need to go. This is awesome, you know, because it is really good. And I. I know I missed out. Like, like you said, like, I just would, like, put a couple lights on a tree, and like, people, like, thought it looked great, and I thought it looked great. And then you learn, like, how to create dimension and shadows and all these different things. It's like, uh, okay. And then what? Your confidence goes up, too. So you're not just, like, selling lights, like, sell 10 lights to sell 10 lights. You're. You're creating an experience for someone, and so they. They believe in you. And if they believe in you, then they're going to trust you and they're going to write you that check.

Uh, 100. It all. It all feeds. It all kind of feeds itself because, yeah, you're getting that confidence. You're becoming more of an authority, uh, and in the mind of the client, but also, like, in your local market, like, you are out. You start out designing everybody else in your local market, um, because of, like, how seriously you take this. And, yeah, it's awesome. So that's. It's a. It's a great move, for sure.

That's cool. Um, well, you mentioned, uh, starting a family. You got. You got twins. Um, how old are your kids now?

I did, man. I hit the. Hit the jackpot. We, uh, we have a boy and a girl, uh, one of each. Um, and they are, uh, about to be two, so they're 20 months.

That's awesome.

And just, you know, running our lives, man. They're, like, fully vocal and just active and climbing and jumping off of. I'm like, kind of like a bit of like an adrenaline junkie, I guess you could say. And, uh, I. I, you know, suspected that strongly. And then now that I have kids and I see all the, like, the stunts that they pull, I'm like, yeah, that's. That's coming from me.

That was on me, honey.

Sorry. Yeah, yeah, yeah. That's the bloody nose again. Yeah, that's on me.

That's cool that you got twins and it's a boy and a girl. I mean, it's like, how could you plan that better, you know?

Dude, it's. It's the best, man. We're. We're so Blessed. And I. I come. I come from a pretty, like, big family. We had six kids in our family, so everybody's like, boy and girl. You hit the jackpot. Guys are done, right? And I'm like, well, probably. Lord willing, we'll probably have more. So I just. Dude, I love kids.

It's probably about time. 20 months. I'm just saying.

Uh, not quite yet. I mean, you gotta think there's two. Okay. So you gotta double that. You think.

Yeah, something that's true. Yeah. So you're. You're telling me that you bought yourself extra time because there was two at the same time?

It was. It was strategic. You know, it's kind of a bogo deal. Buy one, get one, you know?

How. So how has that changed? I know it changes a lot. Like you said, like, no more demos, but, like, what else has changed? Because, you know, you're a provider, you're a father, you're a husband. How does that help you or limit you when trying to grow your business?

Yeah. Yeah, man. No, I think it's such. It's such a good question because, uh, speaking from. Yeah. Personal experience, that's all I have. But also what I hear from everybody is like, it's just kind of rocket fuel, like, having. Having, you know, introducing kids into the mix. Because, you know, before you have kids, like, you have a. You have a lot of time on your hands, um, and then you have kids and, like, that time gets shrunk. And so you have to be a lot more strategic, right. With, like, how you spend your time. Like, you don't. You don't. You say no to a lot more things, which. Which is, you know, which is. Which is good. Um, but I think it has, uh. It has forced me to, uh, I guess, like, freedom of freedom, um, of time has just kind of always been a big thing to me. And, um. Like, especially even from, like, I don't know, part of maybe my entrepreneurial, big part of my story is, like, my dad, uh, whenever I was a kid, like, he always worked for himself. And dude, like, he was at all of our sports games. And like, any. Any event ever, dad was always there 100% of the time. Like, I never remember thinking, like, oh, works. Work's taking priority. Like, like, he'd be home by, like, you know, early afternoon and just, like, ready to hang. And like, so. So seeing the example that he set and what you're talking about earlier, uh, you know, before I. Before I jumped on kind of that. That rhythm like, that he had, I think I saw that From a young age. And I was like, I want. I. I want that rhythm for my family. And so, um. So I think now that kids are in the mix, like, the example that I have been so fortunate to have for my dad, like, I want to pass that down to where, like, when my kids get older, like, yeah, dude, dad was always around. Like, he was always present. Um, he was never distracted. He wasn't out doing nighttime demos every night, you know, so. So it's. It's changed the way that I, um. That I. That I run my business in a lot of ways. Um, it's forced me to take things off of my plate. Um, it's forced me to. Yeah, um, delegate in certain ways that I wasn't before. Um, all the plates that you spin as an entrepreneur, like, you realize, like, dude, if you ever want to see your wife and kids, let alone invest great time into them, um, you got to find the right people to take those things. So, um, that's been one of the biggest, uh, maybe trends that I've noticed, is just trying to free up more of my time and so being okay with parting with a little bit of, uh, maybe profit or dollars or whatever, um, to make that investment into the people around me in the short term set in the long term, you know, that. That pays off. So, yeah.

Yeah, I think it's, uh. It's a good conversation because, like, when I was, like, when I was your age, uh, you know, when I was. When I was at that phase again, I didn't have a hypnotic rhythm to follow. I mean, I did. I was just doing what I knew, whatever. And so there was times where I was much more into my business than I was into my family, which is, like, one of my drivers now. I'm like, oh, man. Like, I can't let that happen to anybody else. Um, like, um, I'm like, that's not happening. And, like, that's like my own therapy if I can, like, prevent someone else from going through what I did. I mean, like, yes, I. Like, I did something good because it took me a while to learn this lesson. It truly did. I just thought, man, I gotta be a provider. I gotta be a provider. I was doing more demos than I should have. And it's not like my kids were young. It's not like I was missing, like, sports stuff or anything like that. But just looking back, I'm like, yeah, I could have been way more present. Um, I was so stressed when it, like, I didn't have to be. And so for you to have that like, level of maturity to say, like, um, what is the constraint and what would have to be true for that to be solved? I mean, that's huge. I think that's what it is, is people just have to like, I had the. I had the mindset of, like, maybe scarcity mindset. Like, if I do this, I can't have this. Whereas, like, an abundance mindset is like, well, you can have both, but just what has to be true. Yeah, I would need to have this person do this. They're probably not going to do it as good as me, probably not going to sell it. 70% might only be 40 or whatever. But it's like, okay, then what would have to be true for that to happen and have a successful business and be. Have a successful family? So it's cool to hear you, like, talk how you arrived at that, I guess.

Thanks, man. Yeah, well, I. Yeah, like I said, I. I can't take a lot of credit. I just, I had a really good model and then, um. Yeah, man, just. I mean, honestly, just, just to honor. Honor you for a minute, man, like, all that you've built out in this, in this program, um, from like, yeah, the classroom and the systems and processes and everything that you teach. But just as valuable, if not more, is just the people, like, the caliber of people that I've been able to get around, uh, being young enough in my business, um, that have just exponentially grown what I'm doing and taken me to the next level, uh, has been so huge. Um, I'm super blessed, man. So thanks for all you do. You're a big part of that.

That's so cool. Uh, ah, thank you. It's just awesome when you have this idea. I mean, I feel like you've had a lot of lives already and you're like, super young, but you've done a lot of cool stuff. When you have a vision for something and then it actually comes to fruition, uh, maybe even better than what you thought. And part of that for me, is actually honoring you guys. Again. I can have an idea, but if the community doesn't commune, um, it's kind of a problem.

Right? Well, the community is communing very, very well, so it's so cool.

And I, I love it because it's frustrating as, like, um, uh, man, as a father, when you tell your kids, like, man, you do this, do this thing and you'll be happy, and then they don't, you know, and it's the same thing in my business where I'm like, guys do this Thing. Follow this pattern. Follow this, right? And then I tell them, like,

oh, yeah, no, for sure. I. Yeah. 100. I watch my kids smack each other over the head, uh, you know, every day with whatever weapons they have. And, yeah, I can't imagine being in your position, being like, it's this simple. Like, just don't do that. And, you know, it's. It's probably a little bit of how you feel.

It's. It's exactly how I feel. You guys are hitting each other over the head, and I'm like, exactly. You don't listen. Well, um, you're doing awesome stuff. Um, you just. We just gave away at our secret, uh, summit, a bunch of awards. Um, you earned your, uh, lmc, the Lighting Millionaire Club. So congrats for earning that, sir.

I just. I just. I just so happened to have it right there.

That's awesome.

It's blurry, but. But thanks, man. Yeah, that's, uh.

That's.

Thanks, brother. That was. That was cool to cool to earn it.

Yeah. I mean, you know, for me, I. I can't tell if certain things are more important for me or for the community, but I'm like, I've always wanted to, like, have this. Like, we don't need trophies or anything like that, but, like, you just don't get recognized enough for being a badass, you know? And, like, business is hard, um, especially at the smaller level. I feel like it tends to get easier the bigger you get. And so I'm like, man, I just want to, like, recognize you for, like, you and your team, honestly, like, because it takes a team to do this type of stuff, but just recognize you and congratulate you. Because I think it's awesome, so.

No, I think. I think it is awesome, dude, because, yeah, like. Like, you. Like, you're saying, like, you really don't. You work so hard as. As a business owner, and, like, it's so rare to get any recognition. Uh, you get the opposite of recognition a lot. Like, you just get your teeth kicked in constantly. You're like, ah, all right, cool. Just keep going, I guess. And, um, so to. Yeah. To. To take a minute and to. To feel appreciated not just by you, but, like, all of your peers there that, like, you're. You're running with. Like, I have. Within the group, like, I have five or six guys that were. Were similar age. We're in a similar season, uh, and we're just, you know, running hard, trying to. Trying to build this thing as well as we can, and so to kind of, you know, look around and see. See you and all your homies. Uh, you know, uh, just, just getting to the next level is. It's really, it's exciting and it's, it's addicting for sure. So love it. Thanks, man.

Well, I want to talk to you about a little bit of more marketing. Um, you. You've got a, uh, past where you've actually, you're an actor. Like you've been in movies and stuff. Mike, dude. I mean, I have the Rob Goodman on the Lighting for Profits podcast. Like sign, sign my forehead, you know.

Yeah, I'm just right there.

What, what did you learn from that industry that you've been able to apply to your life or to business or to anything like that?

Yeah, uh, it's a great question. I think there is a lot of parallels. Um, a lot of acting is. It's marketing and sales. You are marketing yourself every sort of. So kind of how a look behind the curtain of how kind of the acting world works, um, is you'll get an audition, uh, you know, so you have to like sit in a self tape. And so, uh, I have my. I'm kind of upstairs in like our attic that has been converted to a loft once my kids kicked me out of my office. But like I've got my lights. Like that's where I, you know, do self tapes and stuff. And um, yeah, it's like basically every audition is some, um, similar to uh, kind of like a presentation where you're presenting lights. You know, uh, it's basically like you are presenting the product and acting is weird because I am the product, you're the product. Uh, but, um, but it's, it's honestly pretty parallel with, with landscape lighting, man, because sure you're, you are selling at the end of the day, like you are at a very practical level selling lights, but you're selling the experience. And, and it's like it's. It is you or your salesperson that is communicating that and that is um, compelling this person to book you for that job, you know, uh, for, for lighting. So, um, those would be some of the, some of the parallels. But I think like, for me man, it's, it's kind of always, um, staying ready. Like the whole like preparation, uh, uh, I don't. I'm going to butcher it. But basically like good things happen when preparation meets opportunity. Right? And so for me, like, I just try to always stay ready in case a big audition comes in. And in the same sense, like, I think in your business, like there are, there's uh, clients that we've served this year, that years ago, like I could have never imagined to light up their home at that level because I didn't have the preparation. And so I think, um. Yeah, man, I think like, just, just being, being ready to, um, getting to a place to where you can serve clients at a, at a higher level, um, getting there as quickly as you can, uh, like by doing some things we talked about earlier demos and just getting as much experience as possible under your belt. Um, so you're not selling one light when you could be selling hundred, you

know, so that's huge though. I mean, honestly, because like you said, like, you want to get into those bigger jobs, but a lot of times your, your confidence isn't there and it's like, well, how would I even get in with them? And if I did, where would I put the lights? Whatever. How would I install?

Sure.

I, um, think like you said, you know, obviously being prepared for that is massive. So.

Yeah.

Um. What, like when you, um. Trying m. To think how I want to phrase that, but I guess. Well, okay, let me go back right now. I've seen a couple of things you've done on social media, which I'm like, Rob, this is genius. Like, this is like leaning into like, who you are. I don't even know what your core values are, but I can tell what they are when I watch the video and when I talk to you. Is, uh, are you ever fighting that? Like I'm trying to be professional here versus I'm trying to be Rob Goodman?

Like, no, dude, I think I, I think I've started leaning into it more. I uh, woke up last year and realized like, dude, I've been ah, like a semi professional actor for uh, you know, five or six years now. And like, I basically like, I wasn't on our social media as much at all. And so I was like, that doesn't make sense. Like I can, I should be talking to the camera more. And uh, so yeah, I started leaning into that a little bit more this, this year. Just like having more fun on social media and just realizing like, I don't know man, you're. I think a lot of people overthink, like your branding and like your Persona, like how exactly you're coming across. Like, I think just do like just, just get in front of the camera and like, have some at bats and just let people. Yeah. See you and see your company and see what you're about. And so we're entering holiday season and I just filmed three, uh, or four, uh, like pretty High end meta ads, but actually we should link them, uh, whenever they come out because I think that. I think they're going to be funny. We basically ripped, uh, we basically just did parodies of like, cringy, uh, commercials.

Okay.

One of them, one of them I'm like running for like, campaign, like a campaign. Because like all campaign commercials, like, the local ones are just terrible. Like, they're just awful, you know, so I'm basically running like a local campaign, uh, that, you know, like that my campaign is like, we need to light up Tulsa better, you know, um, and then there's a couple other ones I'm basically just ripping. Like, like one of them is like a, ah, like a, um, prescription, uh, like Claritin, you know, like, you know those just terrible prescription commercials. So I'm trying to have more fun with our marketing and just in a way that like, I don't know, I think just thinking outside the box, I look at our local market and every single like, meta ad right now is like, hi, my name's James and I run this Christmas company and we do install and uh, design and store your lights. And it's like, dude, there's just copy and paste 20 of those. And so, yeah, I think a lot of marketing is how do you, how do you stand out? Like, how do you set yourself apart and uh, create enough intrigue and curiosity to where people are. Like, I want to get a quote from these guys. They look awesome. You know, they have some personality and I want to tell my friends about them. So that's what I'm trying to do more with our marketing.

Well, so I'm really good at giving unsolicited advice. Okay? So therefore the following exists. So, because I was thinking about you, your brand, like your personality and like, uh, and I looked at some of your stuff on socials and I was like, some of it matches exactly. And then some of it, I'm like, that's not. That's Rob. Like, Rob's cool, right? Like, Rob's funny. Like, I want to hire Rob and I, uh, I would hire you for anything. You know what I mean? Like, I like, just come over to the backyard, you know, so. But like, some of that wasn't coming out. It was just like, it was traditional lighting in it. Uh, oh, that's a cool project. But it's like, right, I already saw that, you know, so. Yeah, that's what I was thinking. I was like, that's uh, what I want to tell you is like, dude, I think you should lean in hard to Your personality to, like, thank you who you are. Just be authentic. Because that is like, that is money. Like, people, you know, like, everyone knows this. People buy from people they know, like, and trust. So, like, if, if you are being yourself, there's certain people that are going to be like, now that's a little offensive, you know, or whatever. That's fine. Like, you're. They're not your. Your customer. But the other people who like doing business with other authentic people are gonna, like, you're gonna soar to the top and, and it won't matter about price. It won't. They might still, like, you know, want to, like, negotiate or, like, break it up into phases, but they're gonna find a way to, to work with you. They're not going to be like, okay, well, these other guys are cheaper. They're going to be like, rob, yeah, you're my guy, dude. Like, how are these other guys half your price? And then it's just a conversation. You're still going to close the deal.

Totally. No, that's. That's so good, man. Yeah, I think that that light bulb kind of started to flicker this last year, and I, I've realized it more and more. Like, what are we doing? Like, why. Why are we not. Yeah, producing more fun, kind of funny content. Um, but I like, dude, again, a big constraint. There is time that is time consuming and there's a trade off there. And in the heat of the season, you're so busy, there's 40 things pulling you this many directions. But it's like, okay, just saying that is very important. I need to prioritize that. So that's all it is. I just need to prioritize that and make it happen more. But hearing it now from Ryan Lee, it needs to happen. So thanks for saying that.

Uh, again, really good at giving unsolicited advice. So what you choose to do with it, that's up to you. If it were me, I'd be doubling down on that. I'd be like, I'm gonna find time to do that and give up something else. Because, yeah, I think that's gonna take you like, that, that's gonna take you to the next level. Just because, uh, the more I've gotten to know you and, like, who you are and, like, all that, I'm like, dude, like, that you. You have something that a lot of people just don't have. Like, I could give, like, the perfect script to, like, the same people, and some people just are not going to do the same with it. Okay. Like, you've got this ability to get people to like and trust you very, very quickly. And I'm like, dude, why are you not like that's your superpower, bro. Like, lean into that and you're going to take over the world. That's just.

Thanks, man.

Magical suit.

That's. That's awesome. Thank you so much, man.

I appreciate it. Yeah, absolutely. Um, I almost forgot. We gotta, we started a new game we gotta play. It's called you make the call. Are you down to play? You make the call?

Kidding me? Absolutely.

Okay. It's very difficult. Um, but the rules are simple. I just ask you a question and you just say one or the other.

Okay, I'm m ready.

So we got, we got a new partner. They were at secret, uh, summit to call source, so.

Nice.

Um, we have a. I don't even know if I should say on the air, but we got a smoking deal if, if you, if you weren't paying attention. You need to reach out to them because they're giving you like, way better than this hookup. But this hookup cool too. They're giving listeners of, uh, lighting for profits 50 off the first month. You need to tell them when you reach out to them, you're with LLS and you get better than that.

But nice. Okay, I'm ready.

US Based call center. So you probably got like a bunch of people that you need to follow up with. Old leads, um, old people that didn't book. Old people that aren't ready yet. Um, they'll call them for you with an actual human being.

That's awesome.

Um, okay, so here's. Here it is. Ah, Tulsa. Tulsa. Tulsa, Tulsa barbecue or a great steakhouse. This is for your birthday. Birthday dinner.

Am I supposed to list one or

just like a. Ah, would you go. What would you go get for your birthday dinner? Tulsa barbecue or.

Yeah, yeah, yeah. There is a really good. There's. There are some really good steakhouses. I would lean that way if we're going, if we're going birthday. Uh, there's one called Hemingway's in town and, uh, it's kind of a speakeasy vibe. Okay. But, but done really well. And, uh, it is the best. I'm a big steak guy. It's the best steak I've, I've ever had. So.

Nice. What cut of meat are we going with?

Uh, I can't even remember what I got. Uh, something juicy. They have a tomahawk that's. That's really good.

You'll down a tomahawk. Huh? Huh.

Well, me and my Eight friends.

Okay. Yeah, I'm like, man, we provide dinner at our events. I didn't know you guys were ordering tomahawks.

Yeah, well, that's kind of what I expected, the next one, I guess, but, yeah, whatever. See if you can make it happen.

All right. How about pizza? Uh, or tacos?

Oh, uh, I'd have to go tacos. And, um. Are you saying locally or just in general?

Yeah, just general.

Okay. Just general. I have to go tacos. Dude, I love Mexico. I mean, especially when you can get authentic street tacos, like the kind that maybe make you, you know, throw up the next day. Food poisoning. That's. Yeah, I wanted that authentic. You know what I mean?

Yeah, you want it? You want to go back to the honeymoon?

Yeah, I do. I do.

Tacos or sushi?

Uh, I'd have to say sushi. Man, I do love some fresh sushi. Yeah. Yep.

Yep. Is. Did. Did you have sushi in Mexico, or is sushi, uh, a us thing for you?

You shouldn't. If they. If they offer it, you should say no, probably. No, no, I, uh, I probably. Maybe the best sushi I've had is, like, Hawaii. You know, they had, like, those poke bowls. It's like the freshest, you know, fish. I guess you can call it sushi. It's like a sushi bowl. So, yeah, yeah, you've.

You've done some crazy stuff in your life. Um, but, you know, you got a family now. Um, so if you go on a family vacation, you guys going to, like, a relaxing beach or is this like a, um, packed itinerary full of hikes and stuff like that?

Yeah, it's a good question. Depends on the family. If it's my family or my wife's family or just our family. My family.

Let's just say it's your. Your wife and kids.

Okay, my wife and kids only. Um, we're gonna have a. We're gonna have a mix. We're gonna have a hybrid in there where we're gonna do some fun stuff, some fun activity, because I, you know, I gotta do that. But then we also are gonna have some chill. Uh, the kids are there, you know, like, we've done like, an all inclusive with the kids. Like, that was nice because, like, you could do some fun, but then you could just not think about anything. So. Yeah, I like the older I'm getting, the more I'm liking chilling on vacation. So, uh, probably Mexico. Again, big surprise. Big, big, big shocker.

Um, so do you guys do, like, little, like, smaller getaways throughout the year or, like, one big trip? Like, what. What's your preference?

Yeah, I, um. We will typically do a handful of smaller getaways, and it depends on, like, if the kids are there or not. Like, they're almost two. It's like, obviously, you know, you can't leave them for, like, weeks at a time. That's frowned upon, I guess, uh, because we actually like our kids.

Um.

But, uh, yeah, so if they're not with us, like, we'll sneak away for, like, three or four days. Um, but we actually, uh. When this last summit happens in Utah, we flew in. We were in Colorado, uh, for two weeks, um, which was. That's. That's a lot. That's a big old trip. That was a long time with. With toddlers, so don't recommend. But, um. But, yeah, man. Like, we're. We're like, I don't think kids should slow you down. Like, I think you just take them with you. That's kind of like what I. What I believe. Uh, so we. We, like, they are almost two, and they've probably flown eight different trips, give or take. Like, we. They've. They've flown a lot. So that's, uh, awesome. Yeah.

That's cool.

Travelers. Yeah.

Well, so, um, your kids are gonna get older, and they're probably gonna do sports and do adrenaline stuff and whatnot. Uh, one of them. One of them wants to quit halfway through this sport, you know, through the season. Uh, you're gonna let them move on or make them finish?

Uh, it's probably a conversation, man, I think I would want to get into. Why. Why are they wanting to quit? Like, is it just because it's hard or. Or, like, is it, you know, like, is there any validity there? Or they just give it up because it's. Cause it's tough, you know? So it's, uh, probably. It's probably a teaching moment maybe, uh, but I don't know. It would depend on the reason. I can't be a definitive, uh. Yesterday.

I know you're not there yet. I think I was asking for personal reasons because I just have to do that right now, so.

Yeah, that's fine. I don't know yet, man. I am not, uh. I've not figured out parenting yet. I've just. I've gotten my toes in the water, and, boy, it's a wild. It's in wild waters.

I was hoping to get you caught up because, like, this was recorded, so then, like, you know, 10 years from now, it's like. No, but you said. You said right here I said I could. Yeah.

Also it depends on the sport. Like, I don't know, the older I get, I'm like, dude, tennis and golf are like awesome sports, but if they're playing, like, I don't know what's a gov. Sport? Ah, I don't even want to say it because who knows.

Yeah, yeah, we're going to make someone mad probably.

Yeah, exactly, exactly. Depends on the sport. All uh, right.

Business. Um, your book. Solid. Um, should you raise, you're going to raise prices and potentially lose out on some customers or add a crew and potentially risk quality slipping.

Raise prices. Raise prices every time. I mean I, that's my, that's my answer. I think that's what I would hopefully do. But I mean, I think you raise prices and you, yeah, you get better quality clients and you get more profit. If you add another crew, your margins are probably, you know, gonna be potentially crap and uh, and your quality is too. So I think raise prices.

All right. Uh, this one might be spicy. A big customer needs a job finished during a family vacation you've already planned. But taking it could open major doors, move the trip or pass on the job.

Mhm. That's a tough one, man. It would have to be a very, very big opportunity.

What's a big opportunity?

I could have to be like six figures and up. Like, it would have to be like, you know, a really big, uh, install to, to make like. I, I think because like, I don't know, like, if people ever want me to come out, like this is a small dose of that. If they're like, hey, we come out on Saturday or like Sunday. I, I don't man. Like that's, that was my family and I've been, I've been pretty decent about like drawing that line in the sand of like work and family boundaries. Um, because I know it's only going to get crazier as, you know, life happens. And so if it was a family m. Trip, I'd, I'd probably resort to that same thought process. Yeah. But depends on the size. Okay. I'm just, I'm only 100.

100 grand. And you know, they're probably going to get you more business. So that's why it's tough. I mean.

Yeah, yeah. Well, the ones who say they're going to get you more business, you can't trust. Because we've all heard that, right? Like, dude, I know everybody in town and they're like, okay, yeah, if you

can come to my house tonight. Friday night.

Yeah, Right.

And I know everybody you're just like, oh, my gosh.

Yeah, no, I would probably. Yeah, we'd figure out a way to make it work. We'd booked the vacation for the next week. Like, we, we figured out if it was, you know, it was big enough. Right.

Well, thanks for playing, uh, you make the call, Rob. Appreciate it, man.

Yeah, thanks for. Yeah. How about, uh. Hold on. Well, you're not getting off so easy.

Yeah, the game, the game's one sided.

Is it just one sided? It's not two player. It's just one player.

We can, we can do two player. I'm fine with two player. What do you got?

Well, which questions do you like the most? You asked me a lot of them.

Oh, you can ask me anything. I just made these up right before the show. Uh, I usually. Because, uh, I usually like to ask like, some, like, fun, personal ones because, like, I want to know if you like barbecue steak or sushi or tacos. Yeah, yeah, yeah, yeah.

Okay. I'm just gonna go a little basic because I like to ask questions too. You know, I don't have a podcast. Maybe I should start one just so I can ask cool questions.

Yeah, yeah.

Mountains, uh, or beach. I think I know the answer.

You think you know the answer? I mean, I'm gonna go beach. I live in the mountains.

I did not know, uh, the answer. Okay, because you live there, right? Yeah, yeah, that makes sense.

That makes sense because I, uh, mean, I, I love the mountains, but I, I live here because when we were in Texas, we would come visit Utah. Like that. That was the vacation. I was like, but I want to go to the beach for a vacation, but I can't because I go to the mountains. So I do love both, but I'm going. If I'm going on vacation, I'm going to the beach.

Okay. Okay. And this isn't either or. But which. Which beach was your favorite place to go?

Um, you know, I. It's. It's when I was a kid, I went to Hawaii a couple times. So it's been a long time since I've been there. And that, that place, to me was just magical.

It's paradise. Yeah.

Yeah, I'd probably say Hawaii. Even though, like, I haven't been there for a long time. I haven't taken my kids there, but we've had some cool, like, uh, fun vacations. I wouldn't brag that they're like, the best beach in the world, but, like, sure, we love them.

Yeah. Oh, yeah.

Like in Portugal, there's a couple beaches there that we just Absolutely. Loved. That's. That's probably our favorite favorite.

Nice. I have, I have not done Portugal, but I've heard it's pretty, pretty phenomenal. Okay.

It's terrible. No one should go there.

Yeah. And we definitely shouldn't put our next, like, secret summit, uh, in Portugal. That'd be a terrible idea. Right?

I. Dude, I'm down. It's hard getting people to commit because you got, you know.

Yeah, that's fair.

Because I would love to do some cool destinations, but I'm like, where's the easiest airport to fly into?

No, it's. It's fair. Yeah, yeah, yeah, I get it. Vegas coming up. Speaking of, that's gonna be fun.

Vegas should be easy. I think we're gonna have. It's, uh, gonna be fun. Bring your family.

That's what they wanted to bring the family.

Family vacation.

Yeah. Good. Family vacation. Yeah. Yeah.

One of my favorite beaches. Las Vegas.

Come on. Absolutely. I love it, man. That's gonna be fun.

All right. Is. That's, um, that's all that you make the call for today for me?

Yeah, yeah, that's it. No, I just, just had two questions. It's just been burning inside me.

Yeah, you've been wanting to know for this your whole life.

Had to. Yeah, yeah, yeah. Thanks for playing.

I really only have a couple more things I want to ask you about. Um, and I'm serious. Like, I feel like you've got such good experience now. You've progressed as a business owner, a leader. Um, I'm serious about this marketing thing. I think social media could be. That could just take off for you. Um, but I want to ask you right now about your sales process. So, um, what do you guys do? I know you said you're not doing demos anymore. Um, you pre qualifying them on the phone, going out and meet with them. Um, are you able to close those in person? Are you going back and emailing? Like, what is your process for, for sales right now?

Yeah, that's a phenomenal question that, uh, I think, I think needs to be talked about more. Uh, because, yeah, when I was trying to build out, when I was trying to switch from nighttime demos to like selling in the daytime, I was like, yeah, what is the formula? Like, what is the secret sauce? Like. Yeah, asking all those same questions. So, um, this is just, yeah, our personal, um, process, which, uh, is working pretty, pretty well. I, uh, don't know. We average out, uh, a 50ish percent, depends on the months, but 50 to 70% close rate. Um, which is cool.

Um, I think the close rate is always interesting conversation because, you know, some people will be like, oh, man, I close it, you know, 80% or whatever. And it's like, well, sure. There's so many leads. Yeah. It's almost impossible to compare.

No, you can't. Yeah. Because it's such an arbitrary number. Because it depends. Yeah. How much volume? Uh, like there's so many variables that go into that. So if you're.

If you're running a business that does 400 grand a year, you've been around 10 years and it's all referral. If your closing rate isn't super high,

is it a hundred percent? Yeah.

There's a problem.

Exactly.

You start introducing, like, cold marketing, direct mail, Facebook ads, like, all these things, like, of course it's gonna be different. Do you pre qualify? Some people say they do, but they don't. They don't do it how I would do it.

Uh, yeah.

What's their form like on their intake? I've seen forms that have 50 different fields. I'm like, okay. To me, that's ridiculous. But some people do that. So naturally, the people that do fill out the form, if someone's going to do that, they'll probably give you $10,000.

Right. They're going to give you two hours on the form. Yeah. I mean, I'll just walk through our process real quick, uh, and feel free to stop me if you have any questions. Love it. Um, so a lead will come in through our various marketing channels, and, um, typically, uh, our. Our admin will. Will field that call. And it's just kind of an initial phone call, just asking some questions, getting to know them a little bit, and then, um, and then she'll send them our form. Uh, I started building this out on. On High Level this year to automate some of this, but I've heard rumors that there is something that could replace that within the lighting.

Did we not get you on a. On a call?

Uh, not yet, but I've been texting Ryan.

Are you texting Ryan? Because honestly, we are done with the jobber. Integration.

Job integration. Okay, cool. That's what I was waiting on.

You need someone to test it on.

I'll be your guinea pig any day. Um, so anyways, a lead will come in, and then basically, yeah, they'll fill out an intake form. Then they'll get a text to book a call on our calendar for our discovery call. I do the discovery call, um, just because I want to get to know them right off the rip. And that's where I basically pre Qualify them. Our admin has asked some pre qualifying questions, but that's. I do believe in pre qualifying because I have a finite amount of time and I don't want to go to, uh, you know, 10 walkthroughs a day if only half of them are qualified. I think that's a waste of time. So, um, I do, I do some pre.

Qual. What are some things that. What are some things that you're, uh. Are you already, like, building a relationship? Are you telling them about yourself?

100%.

What types of things come up?

No, not to. I'm more. I'm more curious to get to know them. I think. I think that that's how any good relationship, um, starts is when I meet someone I don't like. I don't know about you. If they're like, let me tell you all about myself. And it's like, okay, this is fun. So I really just want to get to know them. I'm asking them, you know, what, what, uh, like, what made them call us? Uh, what's got you interested in landscape lighting, like, in the first place? Like, love it. That is a huge one. Um, that's going to really locate, like, where they're at. Like, is it their neighbors did it and they're jealous? Is it their grandma tripped and like, it's a. It's a functionality, a safety thing. Is it xyz? So, um, and then that, that kind of can lead more of the conversation. But what. Why'd you call us? Um. Um, so it's basically like, what's, what's their intent? Uh, you know, and then we get into like, what's. What's your vision? Um, you know, I just, I just kind of let them start to talk. I just want to get them talking and kind of just get some easy conversation going. So what's, what's their vision? Are they thinking in the front? In the back, I'll pull up their house on Google Maps and kind of just chat through. Oh, this would look nice on this tree. Just real soft, pitching some ideas. Right. Um, and then, uh, after a couple questions like that of kind of, what are you thinking? And, um, and then I'm starting to get to know them, their project, like, what portfolio we're going to show off that we've done. That's similar. Whenever I go do, like, I'm starting to learn what they're interested in, the styles that they're interested in. Um, and then a big one is like, what's their timeline? Um, so, like, how, how soon are you Looking to. To get this done. Um, you know, is this. And. And I'll even, like, explain. Like, the reason I ask is we've had people who, you know, will come out and they'll love our design. They'll be crazy about it, but they're like, yeah, I love it. We need to get a new roof first. It's like, yeah, what are you. What. Why are we here? Like, of course you need a new roof. You know, so timeline is important. And I'll ask them specifically, like, is this the next project, you know, on. On your list? Or, you know, are we, you know, half a year out, whatever, you know, how. How urgent is this to them? Um, so kind of getting a feel for that. And then, uh, if someone.

If someone does say, yeah, we do. Actually, it's funny you mentioned, because we do have to get a new roof and a new yard and a new house.

Uh, totally.

Will you say, all right, I think we should probably just schedule it in six months when all those things are, when you're actually ready to go.

I will. Personally, I will. Because, I mean, it depends on, I guess, like, how insanely amazing of a house this is. If this is, like, an estate, like, while I have their attention, I'm gonna go meet them. But, uh, if it's something. If it's maybe our average project, uh, that comes in, then it's like, okay, well, hey, just so I'm not, you know, we're not wasting your time, like, maybe we, you know, we pump this until some of those other projects are finished, you know, how's that sound to you? And because, like, a lot of the time, like, even it's just their landscaping. Is it done? And so I know I'm going to come out, put all these plans together, and then they're going to be like, well, this is good. But our landscaping is all going to get changed around, so we're going to have to change everything. So it's just, like, it's time. It's going to take you a lot more time and attention to switch that all around. So I want to make sure, like, they are qualified. Like, they have the means, they have the interest. And, um. And like, they. They're they're excited about landscape lighting. You know, that's. That's the gist of the prequel. And then, right then and there, um, we'll book them on our calendar. Like, for their walkthrough. Like, while I'm talking to them, I'll pull up our calendar and I'll book. I think it's Always important to like book the next thing while you're talking to them. Um, so we'll land on a time that works and then um, and then it's the in person. Um, sometimes I will do like the one, the one call close. Like if it's. I kind of have a threshold. Like if it's um. Basically if it's like sub 10k, I like, I like it's not too complicated but if it's like you know, much past that. Um, and even dude, just like a practical thing. It was hot this summer. I'm like, I would rather spend ah, you know, 30 minutes there with them and then I typically would actually have our sales, sales presentation on a video call like this. Um, or sometimes back in person, depending on the person, how old and techie they are. Um, so sometimes it's a one stop right then and there, but sometimes it's a, it's a two stop. So. But yeah, meet them at the door. We'll walk the property, get an idea of, of the scope, what their interest is. Um, again, I'm soft pitching ideas right and left. Um, I am trying to uh, drop the turd or drop the, the price anchor at some point throughout that, throughout that walkthrough of uh, it's usually typically like at towards the end once I kind of know what they are wanting. Um, I'll kind of just uh. You have a better way of phrasing it? I'm like, how do you, how do you word that?

Well, I do it, I do it as early as possible. And you're right. Like you don't, you don't actually know what's going to happen. So that's why they. People are like, I don't know, I don't want to say a number yet. But I'm just trying to do is get a number out and then. So if you don't know, you like haven't done the client interview yet. Are they doing the back. They want all these trees? Sure. I would, I would assume they're going to do everything. And so yeah, if I think, holy cow, like this is. This could be, you know, $30,000 project. Even though it might only be 10, I'm still going to be like, hey, you know, other projects we've done of this size have been 30, 40K. Hey, does that kind of sound like what you're looking for? And then they're gonna go, oh my gosh, no way. I mean we thought it was gonna. Yeah, yeah, yeah. And then, and then at least have that working number. You've got the anchor, and then you're doing your interview, you can say, hey, we could do this. Like you said, you throw out some soft pitch, some ideas, and then you could say, that might put us a little bit over budget, but we can always put that to the side for now if you want, you know, 100.

Yeah, yeah, yeah, yeah. Now that's exactly. And then I. I have just, um. I've been focused a little bit more on. On scalability this year. And so, like, maybe two or three years ago, I was like, I just went through illy, dude. I got a lot to prove. Like, I'm going to do some sweet designs, you know, like, that are, like, like, nuanced stuff that, like, I'll have to be here for every install. And. And so this year, my really, my goal was, how can I just do design consultations? Like, how can I basically just sell and completely remove myself out of the field? Um, and so, uh, for the great majority, like, pretty much, that is. That is what I did this year. So, um. So just so that I can. I can sell. And. And that's, like, one you got to be selling in terms of, like, um, things that your crew can install. Like, like, even, like. Like core drilling. Like, I was selling, like, a ton of core drilling the year before, and, like, it was just nuance and offset. Like, I kind of had to be there to run some of that. And so I just was like, this year, what if I just did less core drilling? Because it's. Yeah. And I could not be there now. And so. And, like, I have. I used to do all of our downlining. So, like, I've. I've hired and delegated all of our downlining to one of my guys. Now, like, that's basically all he does is downlining. And so, um. So that was. Yeah. So anyways, I don't know why I got on that.

Well, I actually love that you brought it up because, like, it's easy to just, like, say, like, on paper, you're supposed to do all these things. You're supposed to be the best designer in the world. And if it requires a cord drill, would you not do a cord drill? Like, do you sacrifice the design integrity? It's like, yeah, but we also live in a real world that we have twins and a wife, and, like, we have a life. And so, like, I think that's awesome, man. I mean, you have to figure out, like, what you want and what you're willing to give up in order to get it. That's really what it Comes down to.

Yeah. Yeah, 100%. Um, so. Yeah. But basically, then, you know, we'll. We'll walk the property. If it's a small enough one, I'll put plans together, I'll jump in my truck, put the plan. Plans together right then and there, present it to them, hopefully walk away with a check. Uh, if not, uh, then I'll, you know, uh, schedule a time to either jump on a video call like this, which I. I actually like the video call because you just have so much control over the presentation. Like, I probably. I probably sold at least half of our projects. Uh, this, you know, from this last landscape lighting season right here, like, doing. Doing a video call. Uh, because, like, you. Yeah. You just have full control over the flow of it and, like, what the next slides are going to be, what you're showing. So I. I don't. I don't mind that at all. And then, like, if I'm driving out an hour and a half, two hours away to a walkthrough, I don't have to spend six hours doing that. Like, I can just, you know, like, I can present to them and then go from there. So.

Yeah. Well, and Covid made this normal. Like, it's. It's expected to do that stuff, so.

Right. People expect it. Exactly.

I'm such a proponent, you know, of, like, closing deals on the spot, but I think sometimes people misconstrue what that means. It's like, it means helping someone make an educated decision as quickly as possible. And so if, like you said, if it's like a $8,000 job, I just don't think that requires two or three site visits.

No.

And.

No. No.

And then an email that's going to get ghosted. It's like, you know what, we're just going to put lights on each side of the window there, and then, like, a couple lights on each of these trees.

Yeah.

You know, I could, like, say some cool design terms right now to make it look better, but totally what it is. So it's eight grand. You guys want to do it or not?

Right? That's. Yeah. 100. Yeah. And I mean, an obvious thing is just, you know, and if you have listened to this podcast once, you know, this. But, like, never just emailing your designs, like, I always, uh, presenting your designs in person and, like, choreographing how you walk through those and, like, how you want this client, like, to make them feel. Like I'm using a lot of, uh, AI renderings to showcase what their house is going to look like. And you have to do that carefully because you don't just want to like, you know, blow it up and make it look like, you know, Vegas and then be like, we can do this. And like, you can't, you know, so like, obviously you gotta, you gotta design it like it's going to look like. And that takes some, some time to know how to do that. But, um, but whenever I show people like a really good rendering of what their house is gonna look like, it's the same, it's the same feeling that they used to get from like seeing the reveal or seeing the nighttime demo at night. But like now, you know, we could do it in the daytime and like. Yeah, I think choreographing your sales presentation, um, with what, what you're showing and the order you're showing it in and, you know, really building up all of this value, obviously before you get to, you know, you get to the price and then by the time you get to the price, they're like, oh, uh, that's it. You know, like, you know, like it makes sense. You know, like they're, they anticipated it being that much of an investment because of all that you're doing. So.

Yeah. That's awesome, man. Thank you. Thank you for walking us through it. I think something that I learned, if I had a lighting business today, I always had my office manager do all the pre qual and she would just uh, get them to the point where it's like, are you comfortable spending this kind of money or not? And then I would go out and do the appointment. Or once I grew, I had designers that would go do it. But I actually, I would try after hearing you, I like the fact that you're getting on the phone with them just uh, for that discovery call instead of just an office manager really asking those very intentional questions. And um, I like that I would, I would experiment with that to see if that helps my closing. That's cool.

Yeah, I think it's, it's. You could probably argue either way, like from a time standpoint you're going to spend more, a little more time on every one of those jobs. But like, it's an opportunity to already start building so much rapport.

Yeah.

And trust. And even like little things that they'll mention. Like I'll loop that back around during our walkthrough. It just makes them feel heard. Like this guy really, really knows what, what we want. Uh, a key step that I, I forgot to mention there is. We did put together, we built out, um, like pre sale videos um, this, this season of the client will receive three videos before we, before I ever get there. So from the time frame of us booking the appointment to me doing that design consultation, they get a video. Like one. It's about us. Ah, just going into a little bit of like about uh, about our company. Um, uh, that's the second one. First they get like, uh, what to expect during your design walkthrough. So how that whole thing is choreographed because we do the exact same thing every time. Like it's just again, it's building trust because I say, hi, I'm Robin. When we come to your house, we're going to do X, Y, Z. And then when we actually come to your house and we do xyz, like you've already started like subconsciously building trust in their eye. And this is uh, like some of that hormone he talks about is like everything that you're gonna do, just tell him you're gonna do that. And then it's like, wow, he said he was gonna do xyz and he actually did. So when he says he's gonna install $20,000 worth of lights on my property and make it look amazing, I now believe him. Whether they have like processed that or not, you've already built so much trust. Um, so there's what to expect in your design walkthrough. Um, kind of like an about us. Uh, and then, um, like styles of lighting basically, like down lighting and up lighting and path lighting. And then sometimes we'll do like a client testimonial. And these are the. I think they can vary in quality. Like they don't have to be high end production, but I've made mine all like real high end production because like, I want it to just feel like luxury, you know, from, from the jump. So.

Nice.

Um, so that has done some, that's done a good job of like pre, like pre suasion. Like you know, before we ever get there and I ever tell them anything, like they, they know a good amount about our company, the types of lighting we do, that people love us and like what to expect today. And so, um, that's. That's been good. Yeah.

I love it, man. Well, seriously, thank you so much for just sharing your story. Ah. What's working, what's not, what you like, what you don't, um, just kind of see how you've progressed. At least from my perspective. It's awesome. I mean, it's so cool to see what you're doing. Um, and business is hard. So like anytime someone's winning like, we. They need to be celebrated. So, um, keep at it, man. Is. Is there anything you want to share before we wrap up or just to tell people what your Instagram is? How people can get a hold of you? Anything like that?

Oh, uh, man. Uh, sure. Yeah, if you want to see what we're doing and see how I'm fixing all of our social media now that Ryan's told me to. Uh, we are lit. 918. That's all our area code, so it's like L, I T. 918. Um, and, uh, yeah, dude, get in touch if anybody has any questions. Like, I'm an open book. Um, if anybody has any specific questions about anything, like, just DM us there and be like, hey, you mentioned this on the podcast. Can you tell me more? And I'm happy to. So I guess, like, I don't know. My only message to anybody out there is like, dude, just.

Just.

Just keep going, man. Like, there's. There's really hard seasons of this business, and then, like, there's beautiful, fruitful seasons of this business. And I think with any. Any business, and I think if you can have enough persistence and grit to keep going, like, when it. When it really sucks, um, then I think you'll. You'll get to. You'll get to the good stuff. So just keep listening to Ryan and you're gonna be okay.

It's so good, though. It's such, like I always say, keep moving forward. I don't remember where I first heard

that, but that's it.

Just, like, the best advice ever, so.

It is, man.

Thanks for sharing that, because it is so true. We all have, uh. We all have so much more potential and ability than we're usually achieving at the moment, and we have those bad days, and it's that resistance that holds so many people back that push through it. Like you said, just. Just keep moving. Uh, good days are on the other side. So, Rob, thanks again, man. Really appreciate you.

Thanks so much for having me, brother. This. This is fun. This is fun.

Absolutely. Let's do it again.

Let's do it.

Okay. See Rob, everyone. Have an awesome week. Just go do what Rob's doing. You'll be fine in life. Have a good one.

See you.