Found an Electrical Problem? How Yellow Alert Starts Next Door | YT LIVE REPLAY

SPEAKER_02 0:00

Hello, hello, hello, and welcome to the Million Dollar Electrician Podcast, where we help home service pros like you supercharge your business and cook up those sales.

SPEAKER_00 0:12

I'm Joseph Witchani, and together with my co-host Clay New Meyer. We're here to share the secrets that help electricians sell over a million dollars in a single service band.

SPEAKER_01 0:20

Now it's time for sales. It's time for scale. It's time to become a million dollar electrician.

SPEAKER_00 0:33

Alright, coming in hot. We're alive. I'm digging it. Alright, what's a good net profit margin for a one-shop electrician? That's a great question to get into. We'll dive into that when Clay comes in and then he's able to join us. Clay is the specialist and master when it comes to organizing your business to be as profitable as possible. I am the architect of how to get your technicians to do it the best possible way. I love it. Good aim for 20%. I can dig that. I love that. Trampion. I think it's a cool name. I can get behind it. I can get behind it. I love the lion with the crown in the background as well. Where are you located? And is there anything I do to serve you? Any objections you're running into? Questions about process, how to make options, generators, all the fun things that make my brain tick. What do you got for me today? Quebec. All right, wonderful. I love it. I can be on it. What's up, Modern Electric? Glad to have you with us today. We're gonna have a fun one today. Clay's gonna come in and join us in a little bit. We're gonna get into a really cool program that's been able to generate a substantial amount of money for a lot of our clients. But uh before we get into it, while I'm holding down the fort, I'm gonna be able to answer any questions you guys have, um, be able to provide support. But my background and my specialty, if you're not getting into electric, is then how do we get your technicians to do it? How do you best do it? How do you handle objections? So, does anyone have any sales-related questions, options-related questions, projection-related questions? If you do, feed them to me, and I would love to serve y'all. Okay, quota to sauna, hot tub and EV charger all-in-one job. Client asked for found expensive and asked if there's ways to make it cheaper, but I couldn't find alternative options as it's so straightforward. That's great. Believe it or not, that's actually a really, really great question to get into. And the reason being is it sets us up perfectly for options. So here's the thing you have someone strings to pull this week, it's all good. All right, so the thing is is that each individual one of those sounds like a task in and of itself. And the customer's saying, I want an all-in project. Now, have you ever noticed that when you go shopping almost anywhere, they'll have a large number and then it usually slashed, and then they'll have you know, as low as that is the most basic tactic when it comes to gold price conditioning, where they had this expectation of a price high and then brought it to a price low. Now, the way we do it to work off that is actually a way to serve the client on a higher level. Rather than just say, I'm gonna offer you my bottom solution, take it or leave it. What we do is create a range of choices from the finest money you could possibly buy to the most bearable ones you could possibly do. Now, the reason why I'm bringing this up is because it may not be going lower, it may in fact be going higher. Because sometimes people won't complain that you charge too little and offer too little, but they will also go and pay someone more for a more complete service. So, what I would suggest doing is if there is a way to make this a more turnkey experience for the homeowner, such as I'm going to do the trenching, I'm gonna do the additional conduits, that's a great way to start. Bare minimum is then going through turnkeys. Going higher is then enhancing the experience. So, like as a result, you know, you want to talk about a hot tub. Well, what about a heated towel rack or heated walkway that gets you there, or the landscaping lights surrounding it, or the lights that allow you to enjoy it at night, or the dyna trap system that helps keep the bugs away in the summer. Your goal isn't to quote the thing, your goal is to learn why the thing needs to be quoted in the first place and then solve that emotional hole when you can realize why they want it, how you offer becomes easier to do. So if you uh while we continue on that before we go, I'm gonna pass it back to Clay. Um, if you have any questions as far as what options to offer, I would love to dig in with that and how to structure them by all means. But my first suggestion is to say make what you currently offered the floor and say, what can I do to make this easier for them to use, more enjoyable for the use, and if nothing else, how can I make them happier? If you can solve those three things, you will come with better options. My brother Clay, so glad to have you with us.

SPEAKER_02 4:43

Yeah, a thousand percent. First off, I want to triple down on what you just said. Uh, we were just talking about it in our uh Monday marketing class, too, with our inner loop members, and there's always this challenge, right? And I like to kind of bring this back uh to to address this challenge. And the challenge is like, are we really doing everything we can for the homeowner? Do we really have this nailed down? Is our team really performing with this? Are the leads good or are they crap? Are these just tire kickers, or do we have a conversion problem? We've talked about this before. Is like there's three major areas to any business and especially service. There's the demand that we create, the leads, the generation of actual leads, like prospective customers. There's the conversion of them into customers, and there's the skill set of actually going and serving those customers. You agree with that? No, I'm with you there. Makes sense. So when it comes to the conversion of potential customers, those questions kind of come back in, right? It's like, well, are these just tire kickers, shitty leads, or do we have work we can do on the conversion process, the sales process? And often it's both.

unknown 5:58

Yeah.

SPEAKER_02 5:59

So if I were to pull out and draw a triangle right now, just imagine a triangle at the top, there's what? What is it that we're supposed to offer these people that we go and visit? And that's what you're just talking about, I think, right? It's like, well, they called for a light, but is that really all that they need? There's a lot that goes into that, right? I'm sure we're gonna unpack that even more. And that's basically like if you listen to all what are we at, Tony? Uh, 389 unique episodes, whatever, however many episodes, if you listen to them all, you'll get that we spend a lot of time on the what. Like, what are we supposed to be doing for people? But the what's really illuminated by the why, and that's a sort of the other one of the other three points of this triangle. So if you imagine what's on top, and we follow like our four what's to get those out, and you go down to the why and realize, oh shit, you know, electricians are at a pinch point in an industry and they're really not helping us. So, Joe, I'm sure you have thoughts on this, but like, would you agree that we live in basically a capitalist democracy?

SPEAKER_00 7:08

I mean, I'm the best guy to jump on that thing wiggle, yeah.

SPEAKER_02 7:12

Not to take it too far, but really, like, money, you like if you want to know where the vote is, follow the money, basically. Yeah, it's sure there's an ounce of free will in this, and we don't go political here, guys. There's some free will, sure. Free will, but it's basically follow the money. Like the system's made for people to get rich and then get a hell of a lot richer. Well, it's also made so that business really does create a future. So the future is made on invention and creation. Well, that's what Federal Pacific was doing, or uh Federal Pioneer was doing when they created Canada US side Pacific Pioneer. That's what Zinsco was doing. That's where stab locks came from is creation, invention. Question is how often do we get creation and invention right in the first take? The first five takes, six takes, twelve takes.

SPEAKER_00 8:04

Nah, it's usually not. Yeah, naturally. There's a trial and error, there's an aim, fire, aim mentality.

SPEAKER_02 8:11

But these homes, the homeowners that you serve, tire kickers or not, the homes are built with these deficiencies in them. Even today, there's deficiencies, and we've identified that by talking about like the inspection authority and the problem they create for us, too, which is not doing a true 100% inspection. Some might say, well, that's unrealistic. Well, is it though? If we go back to the dollar signs and follow that, we realize, oh, well, government subsidizes companies to be able to create and and perpetuate the sales of this stuff. But what do they do on the back end to make it a circular economy that supports us with actually correcting these problems that they've made? I've never seen Zinsco held responsible.

SPEAKER_00 8:58

No, no, I can't tell you how many Federal Pacifics I've changed where no one said, you know, we should go back to the manufacturer and send the bill here. I'm sure they still got a great warranty. It's like, no, these things they did nothing about. They said, Whoops, sorry, don't use it anymore. We'll sell you another bottle.

SPEAKER_02 9:14

Yeah, so back to our triangle again. We had the what up top, and we're seeing, okay, there's more I could be offering, more I should be offering. Well, what's the why? The why is we're in the fucking pinch point, too, with the homeowners. No one's taking accountability for this gap that they've left to us. Here's why I think it's a gap and why it's a problem, and why we should all be passionate as you and I are about this thing, is because we're electricians. We were taught to work with our hands and to shut our mouths. But then when you go into business for yourself or you go into residential service for someone else, you know what the real gap gain is? Being able to open your mouth and say something valuable and relevant to a homeowner about the fucking problem that there is, which is backstab receptacles are still a common practice in construction because things need to move fast. Uninspected systems are still a common practice because there's not enough inspectors. Home inspectors evaluating a property before purchase is still enough because that's the way the business rolls. Like, yet you go to other countries, European countries have standards for an electrician must be in the home every so many decades, or so much time has passed. Like, there's a hundred percent inspection requirement. Do you guys get that?

SPEAKER_00 10:29

Yeah, it's not it's not common here, but remember we were talking with one of our clients in Belgium where it was just it was a requirement constantly. And I remember saying, like, what do you do in your home inspections? Like, no, these are state mandated, like, I don't even have a choice. Like, there's a exact curriculum we follow. Where the crazy part is is that like I've gone to inspections about someone who's just purchased a home and it just glosses over numerous concerns because either the guy didn't know, didn't want to bring it up, or didn't really care. Yeah, and that's a scary situation for someone who just purchased a home and you know, trusting the person was looking out for them.

SPEAKER_02 11:03

Absolutely. I've said it many times, but there's car facts. Where's house facts? Where's home facts? Which one's a bigger investment? Right? And so if you're an electrician, you buy into the why, you get okay, the what's the why informs the what's too. Then the only question left on the other side of this triangle is how in brackets, let's put a who there. Not everyone's going to be a great articulator of these whys. Not everyone's going to be able to master this. I like to think that we've helped a lot of people work on that journey from the what do I actually offer people? How do you guys turn these small little oh GFCI call or a light uh replacement or any of this small stuff and actually turn it into demand callado, as we've called it so many times? Well, it's by knowing what to offer. But as soon as they know what to offer, then they go, Oh, well, that's pushy. That's not right for them. Well, then you need to know the why. Well, now you know the why, you're so driven and passionate, like we are, to offer the what, but what you have is a missing how.

SPEAKER_00 12:07

Go ahead, brother, jump in. I I think a good example of this actually answers a question. So Shrampton, Shrampian uh was talking about the hot tub, sauna, EV, and was like, well, how do I offer? Well, like, what are we offering in this situation? And like a great example would be like the difference between someone who's using that hot tub for luxury, like an entertainment purpose, and someone who's using it as like a therapy tub or a spa tub. You know, someone who's using it for therapy purposes would really appreciate you know the heated walkway and the heated towel rack and maybe the additional lighting so they can use it all season. Whereas someone who's using it for entertainment purposes may love the dyna trap that's in the background, so it's nice in the summer, and may like you know, nice aesthetic lighting wrapped around it, but couldn't care about the heated towel rack. So the why indicates directly the what and the how is just how you get there.

SPEAKER_02 12:54

Totally. And modern electrical services, you're not wrong. I acknowledge that fully. Yet, every time I'm in a group of electricians uh in our night school cohorts, for example, every time I get the full vote on this, and where there are burnt up receptacles and devices, there are backstab terminations. And if we went to the science lab and broke this down, well, what holds that termination? Well, spring tension. Okay, do springs on your car need to be replaced after loading and unloading them over years?

SPEAKER_00 13:25

Maturally.

SPEAKER_02 13:26

So there's just right, yes, it's a UL listed, it's allowed, but should it be, knowing that we're having to come back and solve actual smoke and fire situations, you know, especially for outlets.

SPEAKER_00 13:39

Like, I can see to an extent someone making an argument for a non-movement or an entirely stationary piece of equipment, even then, it'd be questionable. But like if you think about an outlet, it's constantly in out, in out. I could take a piece of metal, no matter how strong it is, just do this all day, and eventually we're gonna have a give. And when that time comes happens, we could either be preventing the problem or you could be repairing the problem after the fact.

SPEAKER_02 14:03

Totally a thousand percent. And this, by the way, ties directly into this yellow card program, which we're gonna get to by the end here. But Trampian, valid point, right? So when someone says it's too expensive, which is a price objection, should we assume that they truly maybe open for an even more expensive option? I I would add a quick fix here. I wouldn't assume anything other than there is a gap. My why is in that gap to serve homeowners at the highest level and to not be assuming anything other than that I have a problem I need to solve, which is to educate people in a way that they can understand and make a real buying decision. And if my commitment is to that, then I'm offering those options every time with the relevance to them, anyways. And if they choose more, that's great. And if they choose less, that's fine too. The only thing I'm concerned with is you being the choice, because serenity prayer, basically, like if it's in someone else's hand, well, what's gonna happen? I don't know. You don't know. There's no guarantee. But I'm pretty sure, Shramping, you're here for a reason to do the right thing, to do the right thing in your business, to do the right thing for you and your electricians, and to do the right thing for the homeowner. That's a win-win-win in my book. So as long as we're doing the right thing, following a process that does the right thing, then I don't really care if they buy go cheap or expensive as long as they go with us.

SPEAKER_00 15:27

Yeah, there's actually a direct testimonial for this because recently Alec Wilkins just had a situation where he did this exact thing where the he was called in and the guy already had a quote. He's like, I've already given the job to someone else, but if you want to come take a look at it, you're more than welcome to. And ended up offering him a different range of options that otherwise was not offered to the guy. He was at a higher premium, but delivered a better service and a better quality of product. He then canceled on the cheap guy, gave the job to Alex, even though he was more, because he felt he was served better at that level. So the thing is, is that you know, I understand what you're saying, Trampian. Like, well, is it possible that someone's open for an expensive option? Change the word from expensive to valuable. If you're able to say, I'm not just offering a bigger ticket, but I'm offering something that justifies this ticket, such as a lifetime craftsmanship guarantee, or reliable service, or well-trained technicians, or your fact that you're very reliable, or even any of the services you offer in addition to all these things. Yeah, that's what makes you stand out. I mean, heck, it could even be the fact that you have a CSR. Like I actually just had to reach out to someone because I wanted to talk to them, and I sat on talking to an AI CSR and hated every second of the experience. Yeah, but if I talk to a person, I'll I'll justify that it's a higher investment necessary.

SPEAKER_02 16:46

Thousand percent. In fact, next week, I would love for us to dive into uh how to be premium, even when you don't yet feel it. You know what I mean? When you're early in, you look around, all you see is competitors with full wrapped vans. Man, we can hack that system and have you come across like a premium provider with the highest level of intent, taking care of people at that level and really feeling that level in a week, in two weeks, you don't have to wait till you can spend fifty thousand dollars on branding and wrap your vans and and whatever, right? Like, anyways, not to get too far from this, but I think that's a great topic for next week. Tony, if you could jot that one down, uh, that would be a lot of fun. So, exactly, this triangle serves us in a big way, right? We know the the what, we know the why, and we know the how or the who. Sometimes you put people in this position, they're just not going to enjoy it. That's why you see sales in our industry does take a bit of a special talent because you have to be passionate about it and want to communicate these things and want to help people decide to buy, to help them buy, which is a really important piece. The yellow card program that we're just seeing success with, we tested this with one of our clients. Um, in the last two weeks, they booked seven appointments and made one thirteen thousand eight hundred dollar sale. That's why it's important. That's why I want to share it. So, let me guys let me tell you guys what this thing is. By all means. For the very reasons that we just discussed, the only outside fact we need in this to help it along is to agree that homes aren't just built one off unless they're like a custom in a rural area, right? Most homes are established in basically spec home developments. If you guys agree with this, just throw a one in the chat so we know we're all on the same page here. Um, that's typically how I've done it. I've worked for GCs, worked as an electrician, worked along with other trades, have trade friends. There's always a bunch of homes, right? Being built at the same time. So the builders then are using the same materials, they're getting volume discounts by ordering things in bulk. They're using the same materials. Their whole mandate is to have the least amount of change so that they can make the most amount of money, even with the narrow margins that they were likely promised from accepting the work in the first place. If you're in spec homes, you get what I'm saying. Okay, so here's the thing: you just service someone's home, and let's say you did find a federal uh pioneer, federal Pacific, let's say you found Zinsco stab locks, whatever the situation was. Let's say there were safety concerns, cloth wiring, aluminum. I mean, the list goes on, right? And you service that one homeowner. Do you ever look around and think, man, I pay on average hundreds of dollars to get a new lead, and yet there's this neighborhood that I know very likely has the same problems I just solved for someone, and it's relatively untouched, and I'm waiting to try to capture them on like Google or my Yelp or some other channel to get them to call me when they're ready. And that's what we call intent. Those are leads with intent, meaning they're reaching out to us because it's time for them. They have some things rub them raw, they've got a problem, they have a need, they have a desire, and it's time. But the other side of marketing is interrupt. And what most electricians don't have either the process for or the brevity for is to go and do the good neighbor program. Now, Joe, traditionally, good neighbor program. We talk about the houses beside the one across the street, three to five typically. Yeah, a lot of times we don't expect them to be home and we hang a door hanger. But what this yellow card program does is go a step further. See, they take that why from our triangle earlier and they built their culture around it. And they say, look, this is our standards for panel safety. If it shows signs of overheating, if it shows signs of being one of these outlawed uh panel types or breaker types, if it shows signs of these types of wire or aluminum oxidization on terminations, if it shows any of this, then we have a mandate to offer a package that covers that. So what the yellow card program does is identifies these as yellow cards. Now, just like we name options by precious metals, what's a yellow card, Joe?

SPEAKER_00 21:33

So yellow card always comes out as a warning. You know, if you're playing, let's say you talk about soccer or football, you're gonna say, I got a yellow card, which means someone give you a warning compared to a red card, which is something burned down.

SPEAKER_02 21:43

Totally, fully agreed. And soccer is the most popular sport on the planet to this day. So most people understand what a yellow card is without an explanation. And so, what we taught this provider to do was we gave them a script and a small process to say, okay, hire. Someone to canvas these neighborhoods where you find these yellow cards. And they literally go door to door. This person, that's all they do. They try to bang 100 to 150 doors a day. And they literally say, Hey, we're with Service Loop Electrical. Uh, I'm I'm here today as part of our yellow card program. Have you heard of our yellow card program before? Basically, what this is is just letting neighborshoods know that there was a safety concern. We were just over here working at Jones' house, the one at the red door, just about a block down. And what we found at Jones was one of our yellow card program alerts. So it's our mandate. We've made it our mandate, uh, mandated, our mandate as an electrical provider, just to bring awareness to the community. I don't expect you to buy anything or anything like that. But while we're in the neighborhood, you could take advantage of our inspection services. Now, usually this inspection is about $199, but because we're already here with our yellow card program inspecting around some of the neighbors right now, we'll waive that fee if that's something you want to get done in the next couple of days here. Lo and behold, seven appointments booked and a sale at $13,800 for a panel and service upgrade. What are your thoughts on this, Joe?

SPEAKER_00 23:18

You know, I for the first thing that comes to my mind is I wish I knew how to articulate this better when I was running my team. And the reason being was that I remember going to this apartment complex that had all the same panels, all the same wires, and the same consistent issue was their kitchen lights would flicker. And I remember canvassing the area saying, We know why your kitchen lights flicker, but to have had the yellow cart articulation and could say, Here's why I'm knocking on all your doors rather than slipping a flyer under the door, I think that would have been way more effective and would have generated a lot more work, as well as probably potentially saved a lot of people because there was a reason, which was the panels were physically arcing out the circuits because they're old GE slims.

SPEAKER_02 23:59

Thousand percent. All we did go back to the triangle and think about that. We took the what, anchored it to the why. We knew we were passionate. The only thing in the way of doing this was increasing the how. We just said, Well, we're that passionate about it, it makes sense. We spend all this money, anyways. Why not wave a uh an inspection fee and try to get more grouped clients in a single area? And every time you find something, guess what happens? Realert, yellow card program again. So, absolutely uh game changer. You guys should consider this too, especially if you're early on. This is an advantage you have over the big guys, and you don't even realize it because maybe your marketing channels aren't fully established. Maybe you don't have a big investment in Google or SEO or websites or Google ads yet. Well, that's how all the big dogs compete. You could compete with them at the surface level, one-to-one, manoeymano, just by knowing there's an 80% likelihood that the neighbors got the same problems. Unless an electrician was in the home, how often does that happen? Not as often as we think. Crazy, crazy thinking. Uh, go ahead, Joe, sorry.

SPEAKER_00 25:10

Yeah, no, it's totally fine. Like I love you on a roll, man. I don't want to interrupt it. You know, it almost makes me wonder if there could be a level two option available as well. And the logic being is you've found it in house A and you canvassed the neighborhood and you said we found a yellow card. But imagine one of those other neighbors lets you in, and that other neighbor had a similar situation. I would say that would be even more important to then canvas again, but almost say, like, hey, you know, lo and behold, we found this problem, and we actually found it in multiple homes in this neighborhood as well. That's why we're doing a level two yellow card alert.

SPEAKER_02 25:42

Yeah. This person, not profiling, but who has success we just saw with it, uh, young Hispanic lady, uh, nice young gal, college student, let's call her. She's got you know, when you're young, I did door to door when I was young too. It's easy when you're young. It's like you don't seem so concerned, like asking out girls back in the day. And I would ask out anyone. Uh, nothing stopped me. I didn't get a lot of yeses from let's say uh tens, the dimes, Joe, but more no's than yeses, but that didn't stop me. I was young, I was full of it. I had all the spunk I needed to just go and get it, and I think that that fits that profile really well. Uh, modern had a great question though, a little bit earlier we should address before we wrap up. How about material selection? Cheap versus expensive, material sourcing, typical conduit fittings versus domestic, etc. I know I've got an opinion, but Joe, I think it's it's your turn uh for sure if if you have something for this.

SPEAKER_00 26:40

I'm happy to jump in. So it really comes down to I think we should always be using quality material, but the material itself isn't what should be selling the program or should be selling your service. The material is simply just a means to that end. Now, obviously, if you use cheap material, you're going to affect your long-term guarantees. Because let's say you take your builder's grade outlet that you could go actually, I'll put it in real camp. You go to Home Depot and they have a cardboard box of free-floating switches, which is a little plastic in front of them, and they're between 90 cents to $1.50 a piece. We know that those are going to be lower quality than the ones in the boxes that are $5 a piece. If we offer a lifetime crash and sit guarantee, it's in my best interest to use the better quality product so that I have less callbacks and more satisfied customers. So, in my personal opinion, the material is something that we're already accounting for because we assume we're premium, therefore, we're not going to be hacking in cheap material.

SPEAKER_02 27:44

Yeah. Yeah. I I would add to that just a question. And the question is, why offer cheap material? And I bet you the answer is trying to get your price down. That lines up. The only other reason would be time delay. But I would rather be a provider that plans to use premium materials and prices accordingly and has that preparation rather than wait.

SPEAKER_00 28:15

Yeah. Additionally, going into it, it almost makes me seem like, what does it cost you when that small, stupid thing doesn't work? Like if you think about it, you just did a redevice for your homeowner, right? And for whatever reason, one of them failed. Basic manufacturer defect, nothing you did. Well, now they're gonna say, Well, did you put cheap material in the house? Is it the way you installed it? Is there something wrong? Should I be looking out for more things? And now every time the light flicker, they think you did something. But if you were able to put in the quality material and prevent that defect, there's no question to your skill or your professionalism or the longevity of your work. So cheap material is easy to get and it's easy to output, but it can damage your reputation. And if you think about the difference between $1.50 and $4 in the grand scheme of things, is that $3 and change worth that getting a whole nother customer or tanking that relationship of that customer?

SPEAKER_02 29:18

Yeah, I fully agree with you. And I would say no. Um, Brad, final question. So the Canvas person basically an appointment setter for the electrician to follow behind another day. And the answer is absolutely. Yeah, a dedicated person saves your electrician's timing. I know guys have uh endlessly complained about the good neighbor program. No electrician wants to be doing door-to-door. There's a lot of value in this, though. It's really important when they uh they're seeing your van, seeing your yard signs, seeing you, experiencing you in their neighborhood, plus the yellow alert campaign is a superpower. And uh Brad, Brad's in the inner loop. So, Brad, we have a guide for this actually, um, that we can shoot you over also if it's something you want to look into. Um, but yeah, that's much more uh easily afforded, being that it's not a skilled tradesperson, it's just a person canvassing neighborhoods with a commission attached to the appointments they set and the sales that are made. So superpower, guys. Yeah, is that it? Are we calling it? That sounds about it. 1102. All right, man. Well, let's call it. Thanks, Modern. Uh, thanks everyone. Uh, Brad, uh, who else do we have? Shrampion was uh big contributor today.

SPEAKER_00 30:37

Yeah, brother Shrampian.

SPEAKER_02 30:39

Thanks so much for joining us. Come back next week, guys. Uh, these are also published on our uh podcast now. So they're in audio, they're on the YouTube channel. If you guys are listening to this, this is the live version of the podcast. You can come and join us. Uh currently they're running at uh 10:30 a.m. uh Mondays on our YouTube channel, 1:30 p.m. Eastern. Excuse me. That first one was Pacific or 1:30 uh p.m. Eastern. Did I get it right the second time? I think yeah, you got it.

SPEAKER_00 31:08

You got it, don't you? Right, Clayton.

SPEAKER_02 31:10

Anyways, come join us, guys. We have a ton of fun. We'll answer your questions. In fact, I have a backlog of questions that we're gonna start answering on these. This is the way to keep it fun, even when we have a big log backlog right now of client interviews. You can just get the me and Joe stuff solving real problems on the podcast, helping you guys accelerate your service and your business. And we look forward to it every week. So come join us. Thanks, guys, so much. Thanks, Joe. Thanks, everyone. Talk to you later.

SPEAKER_00 31:37

Be blessed, friends.