Evergy Will Pay 50% of Your Lighting Upgrade (Here's Exactly How) with Brandon McLey | Ep 74

And the rebate is via is it like an And the rebate is via is it like an actual check for the hardware? Is it actual check for the hardware? Is it actual check for the hardware? Is it recouped in energy savings? Both. recouped in energy savings? Both. recouped in energy savings? Both. » Yeah, I'm glad you brought that up. So, » Yeah, I'm glad you brought that up. So, » Yeah, I'm glad you brought that up. So, yeah. Um, yeah. So, it is an actual yeah. Um, yeah. So, it is an actual yeah. Um, yeah. So, it is an actual check for the hardware. Yes. So, EverGy, check for the hardware. Yes. So, EverGy, check for the hardware. Yes. So, EverGy, the grant money, the incentive money the grant money, the incentive money the grant money, the incentive money that's available is paying for the that's available is paying for the that's available is paying for the paying for the cost of the fixture cost paying for the cost of the fixture cost paying for the cost of the fixture cost of the project in a way. So, they're of the project in a way. So, they're of the project in a way. So, they're just putting money toward the project. just putting money toward the project. just putting money toward the project. Is it covering labor, covering fixture, Is it covering labor, covering fixture, Is it covering labor, covering fixture, whatever. But essentially the rule of whatever. But essentially the rule of whatever. But essentially the rule of thumb is it's covering about 50% of the thumb is it's covering about 50% of the thumb is it's covering about 50% of the cost of the project. cost of the project. cost of the project. » The Killer Growth podcast starts now. What's up guys? Guys, Sam McBay here What's up guys? Guys, Sam McBay here with the Killer Growth podcast and today with the Killer Growth podcast and today with the Killer Growth podcast and today I have Brandon Mley, founder, owner of I have Brandon Mley, founder, owner of I have Brandon Mley, founder, owner of » Titan Lighting. » Titan Lighting. » Titan Lighting. » Titan Lighting, baby. » Titan Lighting, baby. » Titan Lighting, baby. » Yes, indeed. » Yes, indeed. » Yes, indeed. » And I also pulled in and project » And I also pulled in and project » And I also pulled in and project management. So, we'll talk about that. management. So, we'll talk about that. management. So, we'll talk about that. » Yep. Absolutely. That's part of what we » Yep. Absolutely. That's part of what we » Yep. Absolutely. That's part of what we do. So, um putting together construction do. So, um putting together construction do. So, um putting together construction projects. Probably 40% of our business projects. Probably 40% of our business projects. Probably 40% of our business is new construction. is new construction. is new construction. » That's awesome. » That's awesome. » That's awesome. » Yeah. » Yeah. » Yeah. » So, let's hear your story. Uh we've » So, let's hear your story. Uh we've » So, let's hear your story. Uh we've we've talked a few times. We're in the we've talked a few times. We're in the we've talked a few times. We're in the same BNI group. same BNI group. same BNI group. » Yeah. » Yeah. » Yeah. » And I've not had anybody on about » And I've not had anybody on about » And I've not had anybody on about lighting yet. And you will be episode lighting yet. And you will be episode lighting yet. And you will be episode what? 76. Yes. Shocker. It's what? 76. Yes. Shocker. It's what? 76. Yes. Shocker. It's like I run into these guys all the time. like I run into these guys all the time. like I run into these guys all the time. They're everywhere. They're everywhere. They're everywhere. » Yeah. Exactly right. » Yeah. Exactly right. » Yeah. Exactly right. » But I chose I chose you, friend. I chose » But I chose I chose you, friend. I chose » But I chose I chose you, friend. I chose you. you. you. » Appreciate that. Yeah. » Appreciate that. Yeah. » Appreciate that. Yeah. Competition is tight, I'm sure. But Competition is tight, I'm sure. But Competition is tight, I'm sure. But yeah, luckily you mentioned BNI. I can yeah, luckily you mentioned BNI. I can yeah, luckily you mentioned BNI. I can just free flow between BNI groups. just free flow between BNI groups. just free flow between BNI groups. There's no other lighting guys. There's no other lighting guys. There's no other lighting guys. » That's true. Yeah. I remember when you » That's true. Yeah. I remember when you » That's true. Yeah. I remember when you visited our BNI and you're like, visited our BNI and you're like, visited our BNI and you're like, » "Dight lighting if you need any lights." » "Dight lighting if you need any lights." » "Dight lighting if you need any lights." And I was just kind of like, "Oh, And I was just kind of like, "Oh, And I was just kind of like, "Oh, » yeah. There's probably more to that. And » yeah. There's probably more to that. And » yeah. There's probably more to that. And then you had some great points about then you had some great points about then you had some great points about how, you know, some of it can kind of be how, you know, some of it can kind of be how, you know, some of it can kind of be free. We'll get into that, too, which is free. We'll get into that, too, which is free. We'll get into that, too, which is pretty cool. pretty cool. pretty cool. » For sure. » For sure. » For sure. » Let's go Let's go back to Brandon's » Let's go Let's go back to Brandon's » Let's go Let's go back to Brandon's story. I I like to go, you know, you can story. I I like to go, you know, you can story. I I like to go, you know, you can go as far back as you want to talk about go as far back as you want to talk about go as far back as you want to talk about what's what's what's » put you in this position today. Usually » put you in this position today. Usually » put you in this position today. Usually kind of feels like, you know, you get kind of feels like, you know, you get kind of feels like, you know, you get out of high school and then where are out of high school and then where are out of high school and then where are you going? you going? you going? » Yeah. Yeah. Absolutely. So, um, I was, » Yeah. Yeah. Absolutely. So, um, I was, » Yeah. Yeah. Absolutely. So, um, I was, as I mentioned when we walked in the as I mentioned when we walked in the as I mentioned when we walked in the door before we started here, I'm from door before we started here, I'm from door before we started here, I'm from Missouri. So, um, grew up a small town Missouri. So, um, grew up a small town Missouri. So, um, grew up a small town north of Kansas City, 2,000 people, 40 north of Kansas City, 2,000 people, 40 north of Kansas City, 2,000 people, 40 in my graduating class. So, small place, in my graduating class. So, small place, in my graduating class. So, small place, right? Um, went to school, got a got a right? Um, went to school, got a got a right? Um, went to school, got a got a scholarship, went to a school, Northwest scholarship, went to a school, Northwest scholarship, went to a school, Northwest Missouri State University. Uh, met my Missouri State University. Uh, met my Missouri State University. Uh, met my former employer there. So, went to work former employer there. So, went to work former employer there. So, went to work for a company called CED, Consolidated for a company called CED, Consolidated for a company called CED, Consolidated Electrical Distributors. Um, and that's Electrical Distributors. Um, and that's Electrical Distributors. Um, and that's what brought me to Witchaw. know from what brought me to Witchaw. know from what brought me to Witchaw. know from here how we met, right? So, worked here how we met, right? So, worked here how we met, right? So, worked for them, started in '06, worked for them, started in '06, worked for them, started in '06, worked here and they chipped me around Kansas a here and they chipped me around Kansas a here and they chipped me around Kansas a little bit. So, but uh yeah, been here little bit. So, but uh yeah, been here little bit. So, but uh yeah, been here since ' 06, spent a little stent in since ' 06, spent a little stent in since ' 06, spent a little stent in Emporia and back to Witchaw in 2014. Emporia and back to Witchaw in 2014. Emporia and back to Witchaw in 2014. They're a big billion dollar They're a big billion dollar They're a big billion dollar multinational company, but um yeah, in multinational company, but um yeah, in multinational company, but um yeah, in uh 2023 became time to exit there and uh 2023 became time to exit there and uh 2023 became time to exit there and start Titan Lighting. So, yeah, myself start Titan Lighting. So, yeah, myself start Titan Lighting. So, yeah, myself and a partner who they worked with me and a partner who they worked with me and a partner who they worked with me there at CED. Um yeah. there at CED. Um yeah. there at CED. Um yeah. » What did you do at CED? Uh yeah, so I uh » What did you do at CED? Uh yeah, so I uh » What did you do at CED? Uh yeah, so I uh my last stint there was managing my last stint there was managing my last stint there was managing essentially at a warehouse location here essentially at a warehouse location here essentially at a warehouse location here in Witchaw as well as overseeing six in Witchaw as well as overseeing six in Witchaw as well as overseeing six locations throughout Kansas. So sales locations throughout Kansas. So sales locations throughout Kansas. So sales there adjacent industry. So they're a there adjacent industry. So they're a there adjacent industry. So they're a wholesale electrical distributor beating wholesale electrical distributor beating wholesale electrical distributor beating the same sort same sort of industry the same sort same sort of industry the same sort same sort of industry we're in now. We feed the construction we're in now. We feed the construction we're in now. We feed the construction industry and maintenance and retrofits industry and maintenance and retrofits industry and maintenance and retrofits and whatnot. and whatnot. and whatnot. » Around electrical even beyond lighting. » Around electrical even beyond lighting. » Around electrical even beyond lighting. » Yeah, beyond lighting. So they that » Yeah, beyond lighting. So they that » Yeah, beyond lighting. So they that former company much more much bigger former company much more much bigger former company much more much bigger scope beyond lighting. Yeah. I'm much scope beyond lighting. Yeah. I'm much scope beyond lighting. Yeah. I'm much more Titans much more focused in on more Titans much more focused in on more Titans much more focused in on lighting. lighting. lighting. » Yeah. » Yeah. » Yeah. » Yep. Absolutely. » Yep. Absolutely. » Yep. Absolutely. » So, so what was the opportunity that » So, so what was the opportunity that » So, so what was the opportunity that transition you get into? transition you get into? transition you get into? » Yeah. » Yeah. » Yeah. » Like I'm going to do this part of it » Like I'm going to do this part of it » Like I'm going to do this part of it because of this and because of this and because of this and » Yeah. I I mean I » Yeah. I I mean I » Yeah. I I mean I » How much do you regret it Brandon? » How much do you regret it Brandon? » How much do you regret it Brandon? » Yeah. Right. You know. Yeah. » Yeah. Right. You know. Yeah. » Yeah. Right. You know. Yeah. » It was lucrative. Yeah. » It was lucrative. Yeah. » It was lucrative. Yeah. » Good. » Good. » Good. » Yeah. So miss that. » Yeah. So miss that. » Yeah. So miss that. » No. Uh that company took good care of » No. Uh that company took good care of » No. Uh that company took good care of me. But um you know corporate life, me. But um you know corporate life, me. But um you know corporate life, right? It's uh it is what it is. and we right? It's uh it is what it is. and we right? It's uh it is what it is. and we ran hard and uh and you know you get uh ran hard and uh and you know you get uh ran hard and uh and you know you get uh leadership changes right so that came leadership changes right so that came leadership changes right so that came down to that right so things down to that right so things down to that right so things happen but yeah been good for me I don't happen but yeah been good for me I don't happen but yeah been good for me I don't think I can go back to taking a paycheck think I can go back to taking a paycheck think I can go back to taking a paycheck unfortunately as my mentor says you're unfortunately as my mentor says you're unfortunately as my mentor says you're ruined now you know you can never work ruined now you know you can never work ruined now you know you can never work for anybody else for anybody else for anybody else » true yeah we're not hirable anymore not » true yeah we're not hirable anymore not » true yeah we're not hirable anymore not desirable » to be » to be » to be speak for yourself » so Ty where did the idea come from » so Ty where did the idea come from let's go into that let's go into that let's go into that » what was The light bulb moment, Brandon. » what was The light bulb moment, Brandon. » what was The light bulb moment, Brandon. » Yeah. » Yeah. » Yeah. » Oo. Wow. Yeah. » Oo. Wow. Yeah. » Oo. Wow. Yeah. » Put a graphic. » Put a graphic. » Put a graphic. » Wait, run it back. My reaction wasn't » Wait, run it back. My reaction wasn't » Wait, run it back. My reaction wasn't good enough. good enough. good enough. » Put a graphic in. Yeah. » Put a graphic in. Yeah. » Put a graphic in. Yeah. Yeah. Um Okay. So, uh Yeah. And they it Yeah. Um Okay. So, uh Yeah. And they it Yeah. Um Okay. So, uh Yeah. And they it working for this billion dollar industry working for this billion dollar industry working for this billion dollar industry in the construction uh industry. I in the construction uh industry. I in the construction uh industry. I noticed some a lot of things that I noticed some a lot of things that I noticed some a lot of things that I didn't like about it, right? Things that didn't like about it, right? Things that didn't like about it, right? Things that you don't you see that you wish they you don't you see that you wish they you don't you see that you wish they were different. Some politics that get were different. Some politics that get were different. Some politics that get involved, some things owners end up involved, some things owners end up involved, some things owners end up overpaying. overpaying. overpaying. um little nuances that slow down the um little nuances that slow down the um little nuances that slow down the project just all these hurdles and project just all these hurdles and project just all these hurdles and things in the industry that you don't things in the industry that you don't things in the industry that you don't like and so you see a better way to do like and so you see a better way to do like and so you see a better way to do it and so um yeah with the with the it and so um yeah with the with the it and so um yeah with the with the transition in leadership and seeing transition in leadership and seeing transition in leadership and seeing these reasons you know thought about it these reasons you know thought about it these reasons you know thought about it for half a decade and decided it was for half a decade and decided it was for half a decade and decided it was finally time some things need a catalyst finally time some things need a catalyst finally time some things need a catalyst right » yeah for sure so um yeah so I would say » yeah for sure so um yeah so I would say » yeah for sure so um yeah so I would say um um um » yeah [snorts] not for everyone » yeah [snorts] not for everyone » yeah [snorts] not for everyone » there's more hurdles than you ever » there's more hurdles than you ever » there's more hurdles than you ever anticipate but Yeah. Yeah. Yeah. No, anticipate but Yeah. Yeah. Yeah. No, anticipate but Yeah. Yeah. Yeah. No, it's been it's been great. it's been it's been great. it's been it's been great. » So, you carved out that niche. That's so » So, you carved out that niche. That's so » So, you carved out that niche. That's so that's an interesting niche to go into. that's an interesting niche to go into. that's an interesting niche to go into. Um, do you prefer niche or niche? Um, do you prefer niche or niche? Um, do you prefer niche or niche? » Yeah. Well, whichever. Yeah. Okay. I'm a » Yeah. Well, whichever. Yeah. Okay. I'm a » Yeah. Well, whichever. Yeah. Okay. I'm a niche guy. niche guy. niche guy. » You're n There it is. » You're n There it is. » You're n There it is. Whatever. I don't really care about you. Whatever. I don't really care about you. Whatever. I don't really care about you. You said it wrong. Yeah. You said it wrong. Yeah. You said it wrong. Yeah. » Like the French version. I don't try to » Like the French version. I don't try to » Like the French version. I don't try to church it all the time. » So, you uh find this niche. Fine. I'll » So, you uh find this niche. Fine. I'll give in. uh you go into this niche and give in. uh you go into this niche and give in. uh you go into this niche and then the business model is obviously then the business model is obviously then the business model is obviously find the things to sell, create the find the things to sell, create the find the things to sell, create the relationships. relationships. relationships. » I'm just going to try and figure out » I'm just going to try and figure out » I'm just going to try and figure out your whole business. Yeah. Like identify your whole business. Yeah. Like identify your whole business. Yeah. Like identify the vendors essentially the people that the vendors essentially the people that the vendors essentially the people that make the lights. make the lights. make the lights. » Yep. » Yep. » Yep. » Uh then find the people that need to » Uh then find the people that need to » Uh then find the people that need to source them. source them. source them. » Mhm. » Mhm. » Mhm. » Is the customer. » Is the customer. » Is the customer. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » And then we'll talk about who the end » And then we'll talk about who the end » And then we'll talk about who the end customer is. customer is. customer is. » Sure. » Sure. » Sure. » And then there's some electrical savings » And then there's some electrical savings » And then there's some electrical savings as well. uh opportunities uh converting as well. uh opportunities uh converting as well. uh opportunities uh converting from what to what. from what to what. from what to what. » Yeah. Absolutely. Yeah. Yep. Yep. Very » Yeah. Absolutely. Yeah. Yep. Yep. Very » Yeah. Absolutely. Yeah. Yep. Yep. Very well said, I guess. So, uh yeah. So, uh well said, I guess. So, uh yeah. So, uh well said, I guess. So, uh yeah. So, uh you know, some of those relationships you know, some of those relationships you know, some of those relationships were existing, right? Um some of the were existing, right? Um some of the were existing, right? Um some of the partners, the vendor partners came along partners, the vendor partners came along partners, the vendor partners came along with me alongside me as I made the with me alongside me as I made the with me alongside me as I made the transition as well as some of the transition as well as some of the transition as well as some of the client partners, right? So, um client partners, right? So, um client partners, right? So, um but you know, I I don't serve them the but you know, I I don't serve them the but you know, I I don't serve them the way I could and the way I did before. way I could and the way I did before. way I could and the way I did before. So, again, we're much more project So, again, we're much more project So, again, we're much more project focused. We work um project to project. focused. We work um project to project. focused. We work um project to project. We're very partner centric. So we don't We're very partner centric. So we don't We're very partner centric. So we don't work with everybody. We don't bid the work with everybody. We don't bid the work with everybody. We don't bid the whole industry when we work on a the whole industry when we work on a the whole industry when we work on a project. Oftentimes we're there to to project. Oftentimes we're there to to project. Oftentimes we're there to to deliver a value engineer so to speak um deliver a value engineer so to speak um deliver a value engineer so to speak um a proposal to a solution to the project. a proposal to a solution to the project. a proposal to a solution to the project. So um you know you're making a medical So um you know you're making a medical So um you know you're making a medical office or you know office or you know office or you know any office facility or your machine shop any office facility or your machine shop any office facility or your machine shop or anything like that right those things or anything like that right those things or anything like that right those things often get overdesigned. the engineering often get overdesigned. the engineering often get overdesigned. the engineering comes team comes in and they've comes team comes in and they've comes team comes in and they've used things in the past and they're not used things in the past and they're not used things in the past and they're not really familiar with pricing. That's not really familiar with pricing. That's not really familiar with pricing. That's not really part of their game. So they just really part of their game. So they just really part of their game. So they just they put in what they're familiar with they put in what they're familiar with they put in what they're familiar with or they god forbid they copy and paste or they god forbid they copy and paste or they god forbid they copy and paste from the last job or whatever it may be. from the last job or whatever it may be. from the last job or whatever it may be. And and the and who ultimately suffers And and the and who ultimately suffers And and the and who ultimately suffers is the owner of the building, right? he is the owner of the building, right? he is the owner of the building, right? he has no idea what he's what he's getting has no idea what he's what he's getting has no idea what he's what he's getting and he's not a lighting expert and he's and he's not a lighting expert and he's and he's not a lighting expert and he's just accepting other expertise that you just accepting other expertise that you just accepting other expertise that you know he purchased or whatever and know he purchased or whatever and know he purchased or whatever and therefore he ends up overpaying and therefore he ends up overpaying and therefore he ends up overpaying and sometimes lighting can be five or sometimes lighting can be five or sometimes lighting can be five or more% of the project. So it begins a more% of the project. So it begins a more% of the project. So it begins a significant cost and so um significant cost and so um significant cost and so um so yeah that's where we come in offer a so yeah that's where we come in offer a so yeah that's where we come in offer a valueoriented solution that you valueoriented solution that you valueoriented solution that you know maintains the scope of the project know maintains the scope of the project know maintains the scope of the project or the design so to speak um as much as or the design so to speak um as much as or the design so to speak um as much as possible while offering a a much possible while offering a a much possible while offering a a much more budget friendly uh solution. And so more budget friendly uh solution. And so more budget friendly uh solution. And so yeah that's that's a big portion of our yeah that's that's a big portion of our yeah that's that's a big portion of our um our kind of our value engineering um our kind of our value engineering um our kind of our value engineering side of our business. Um, side of our business. Um, side of our business. Um, » also we get brought into those projects » also we get brought into those projects » also we get brought into those projects kind of just to form the budget. So kind of just to form the budget. So kind of just to form the budget. So sometimes we get brought in early on the sometimes we get brought in early on the sometimes we get brought in early on the project and they kind of know what project and they kind of know what project and they kind of know what they expect to spend on lighting and so they expect to spend on lighting and so they expect to spend on lighting and so they allow us to kind of help them they allow us to kind of help them they allow us to kind of help them in the design phase. Um, so that's in the design phase. Um, so that's in the design phase. Um, so that's that's another portion of how we get that's another portion of how we get that's another portion of how we get involved. And then as you brought up um involved. And then as you brought up um involved. And then as you brought up um and how we met and how we met and how we met » a lot of what I what I talk about in BNI » a lot of what I what I talk about in BNI » a lot of what I what I talk about in BNI is something we do on retrofit projects. is something we do on retrofit projects. is something we do on retrofit projects. So currently um at least until August of So currently um at least until August of So currently um at least until August of 27, EverGy has money available from 27, EverGy has money available from 27, EverGy has money available from through federal grants because we've all through federal grants because we've all through federal grants because we've all heard the term reduce the strain on the heard the term reduce the strain on the heard the term reduce the strain on the grid, right? Buzzword out there. So grid, right? Buzzword out there. So grid, right? Buzzword out there. So Everdu is trying to reduce the strain on Everdu is trying to reduce the strain on Everdu is trying to reduce the strain on the grid. They don't want to build the grid. They don't want to build the grid. They don't want to build another nuclear power plant because God another nuclear power plant because God another nuclear power plant because God knows how much that would cost. And so knows how much that would cost. And so knows how much that would cost. And so um so yeah, um so yeah, um so yeah, » we're trying to reduce the strain. » we're trying to reduce the strain. » we're trying to reduce the strain. They've deputized people like myself to They've deputized people like myself to They've deputized people like myself to go out and get business owners, EverGy go out and get business owners, EverGy go out and get business owners, EverGy business customers to convert their business customers to convert their business customers to convert their lighting from old technology, lighting from old technology, lighting from old technology, fluorescent or you know the metal halite fluorescent or you know the metal halite fluorescent or you know the metal halite or or high pressure sodium like the or or high pressure sodium like the or or high pressure sodium like the orange lights you see. orange lights you see. orange lights you see. » You just that was going to be one of my » You just that was going to be one of my » You just that was going to be one of my questions was what were all the old questions was what were all the old questions was what were all the old versions of lights [snorts] before LEDs. versions of lights [snorts] before LEDs. versions of lights [snorts] before LEDs. You just I didn't know fluorescent the You just I didn't know fluorescent the You just I didn't know fluorescent the only one I was familiar with. So, so only one I was familiar with. So, so only one I was familiar with. So, so outside, you know, at night outside a outside, you know, at night outside a outside, you know, at night outside a parking lot, you might see the ones that parking lot, you might see the ones that parking lot, you might see the ones that are very blue, very blue looking, those are very blue, very blue looking, those are very blue, very blue looking, those are your metal haly, right? That's the are your metal haly, right? That's the are your metal haly, right? That's the older technology. And then the ones the older technology. And then the ones the older technology. And then the ones the ones you see on ones you see on ones you see on » are those the ones that also turn » are those the ones that also turn » are those the ones that also turn purple. purple. purple. » All right, so we talk about that. Let's » All right, so we talk about that. Let's » All right, so we talk about that. Let's let's table that. let's table that. let's table that. » Okay, sounds good. » Okay, sounds good. » Okay, sounds good. » All right, we we'll talk about purple » All right, we we'll talk about purple » All right, we we'll talk about purple lights in a minute. lights in a minute. lights in a minute. » High pressure sodium like you'd see the » High pressure sodium like you'd see the » High pressure sodium like you'd see the orange lights, you know, orange see them orange lights, you know, orange see them orange lights, you know, orange see them on the highway. Very efficient, lasts on the highway. Very efficient, lasts on the highway. Very efficient, lasts forever. Crappy lighting, right? Looks forever. Crappy lighting, right? Looks forever. Crappy lighting, right? Looks you can't see what's under everything's you can't see what's under everything's you can't see what's under everything's orange. Yeah. So, so all of those we're orange. Yeah. So, so all of those we're orange. Yeah. So, so all of those we're replacing, we can replace with LEDs with replacing, we can replace with LEDs with replacing, we can replace with LEDs with EverG money as well as your fluorescent EverG money as well as your fluorescent EverG money as well as your fluorescent tubes. So, all your all your interior tubes. So, all your all your interior tubes. So, all your all your interior lights, all your offices and things like lights, all your offices and things like lights, all your offices and things like that. that. that. » So, you say every money is is it like a » So, you say every money is is it like a » So, you say every money is is it like a rebate? rebate? rebate? » Yeah, it is a rebate. Yeah, exactly. So, » Yeah, it is a rebate. Yeah, exactly. So, » Yeah, it is a rebate. Yeah, exactly. So, it's based on whatever you're taking it's based on whatever you're taking it's based on whatever you're taking out. So, what are we taking out? We're out. So, what are we taking out? We're out. So, what are we taking out? We're going to replace it with something of going to replace it with something of going to replace it with something of equal lighting uh output, but it's going equal lighting uh output, but it's going equal lighting uh output, but it's going to be much more efficient, much going to to be much more efficient, much going to to be much more efficient, much going to last for 10 10 years, and no, you know, last for 10 10 years, and no, you know, last for 10 10 years, and no, you know, no maintenance for a decade. Um, and no maintenance for a decade. Um, and no maintenance for a decade. Um, and yeah, uh, have better quality lighting, yeah, uh, have better quality lighting, yeah, uh, have better quality lighting, right? More consistent, uh, the ability right? More consistent, uh, the ability right? More consistent, uh, the ability to change colors, change lighting to change colors, change lighting to change colors, change lighting output, all that's built into the output, all that's built into the output, all that's built into the fixture. So, a lot more flexibility with fixture. So, a lot more flexibility with fixture. So, a lot more flexibility with LED, right? So, LED, right? So, LED, right? So, » and the rebate is via is it like an » and the rebate is via is it like an » and the rebate is via is it like an actual check for the hardware? Is it actual check for the hardware? Is it actual check for the hardware? Is it recouped in energy savings? Both. recouped in energy savings? Both. recouped in energy savings? Both. » Yeah, I'm glad you brought that up. So, » Yeah, I'm glad you brought that up. So, » Yeah, I'm glad you brought that up. So, yeah. Um, yeah. So, it is an actual yeah. Um, yeah. So, it is an actual yeah. Um, yeah. So, it is an actual check for the hardware. Yes. So EverGy check for the hardware. Yes. So EverGy check for the hardware. Yes. So EverGy the grant money the incentive money the grant money the incentive money the grant money the incentive money that's available is paying for the that's available is paying for the that's available is paying for the paying for the cost of the fixture cost paying for the cost of the fixture cost paying for the cost of the fixture cost of the project in a way. So they're just of the project in a way. So they're just of the project in a way. So they're just putting money toward the project is it putting money toward the project is it putting money toward the project is it covering labor covering fixture whatever covering labor covering fixture whatever covering labor covering fixture whatever but essentially the rule of thumb is but essentially the rule of thumb is but essentially the rule of thumb is it's covering about 50% of the cost of it's covering about 50% of the cost of it's covering about 50% of the cost of the project. So, okay, the project. So, okay, the project. So, okay, » that's essentially it covers the cost of » that's essentially it covers the cost of » that's essentially it covers the cost of the material, the cost of the fixture the material, the cost of the fixture the material, the cost of the fixture itself, and then the end user has to pay itself, and then the end user has to pay itself, and then the end user has to pay for pay for an electrician to install it for pay for an electrician to install it for pay for an electrician to install it or or whomever if they're ambitious and or or whomever if they're ambitious and or or whomever if they're ambitious and handy, they can get after and handy, they can get after and handy, they can get after it themselves. And I have plenty of guys it themselves. And I have plenty of guys it themselves. And I have plenty of guys do that. Um, we do a lot of work with do that. Um, we do a lot of work with do that. Um, we do a lot of work with churches who have someone in the, you churches who have someone in the, you churches who have someone in the, you know, someone in the congregation that know, someone in the congregation that know, someone in the congregation that wants to help. So, yeah, there is wants to help. So, yeah, there is wants to help. So, yeah, there is opportunities to for self-install, so to opportunities to for self-install, so to opportunities to for self-install, so to speak. So, speak. So, speak. So, » yeah. » yeah. » yeah. » Yeah. Yeah. Yeah. So, you want to get in » Yeah. Yeah. Yeah. So, you want to get in » Yeah. Yeah. Yeah. So, you want to get in the nitty-gritty about purple lights? the nitty-gritty about purple lights? the nitty-gritty about purple lights? Sure. Sure. Sure. » Yeah. Okay. I'm in. Okay. All right. All » Yeah. Okay. I'm in. Okay. All right. All » Yeah. Okay. I'm in. Okay. All right. All right. So, right. So, right. So, » okay. Buckle up. Yeah. So, the first LED » okay. Buckle up. Yeah. So, the first LED » okay. Buckle up. Yeah. So, the first LED we all probably ever experienced. We all we all probably ever experienced. We all we all probably ever experienced. We all remember the clock radio. You might not remember the clock radio. You might not remember the clock radio. You might not be old enough. You know, I'm older than be old enough. You know, I'm older than be old enough. You know, I'm older than you. Clock. Yeah. » I didn't know there were clocks in like » I didn't know there were clocks in like » There was this thing called the clock » There was this thing called the clock » There was this thing called the clock radio. It's funny. My kids don't even radio. It's funny. My kids don't even radio. It's funny. My kids don't even barely know what the radio is, right? barely know what the radio is, right? barely know what the radio is, right? Why are these commercials playing down Why are these commercials playing down Why are these commercials playing down here? here? here? » You're talking about like a clock radio » You're talking about like a clock radio » You're talking about like a clock radio set on your nightstand, right? Nice day, set on your nightstand, right? Nice day, set on your nightstand, right? Nice day, alarm clock radio. And you switch first alarm clock radio. And you switch first alarm clock radio. And you switch first ones, you know, you had the old flip ones, you know, you had the old flip ones, you know, you had the old flip dial like in Groundhog Day or whatever. dial like in Groundhog Day or whatever. dial like in Groundhog Day or whatever. They went to an LED light, right? First They went to an LED light, right? First They went to an LED light, right? First first LEDs were red, first LEDs were red, first LEDs were red, » right? You all remember the clock radio? » right? You all remember the clock radio? » right? You all remember the clock radio? » They were in the clock right now. » They were in the clock right now. » They were in the clock right now. » It was red tracking now. » It was red tracking now. » It was red tracking now. » Yeah. Some of the first LEDs were exit » Yeah. Some of the first LEDs were exit » Yeah. Some of the first LEDs were exit signs, right? signs, right? signs, right? » Oh, » Oh, » Oh, » so they were red. So red is actually » so they were red. So red is actually » so they were red. So red is actually very easy to produce as an LED light. very easy to produce as an LED light. very easy to produce as an LED light. It's to manufacture red is easy. It's to manufacture red is easy. It's to manufacture red is easy. » Okay. » Okay. » Okay. » Then next, what came next? You remember » Then next, what came next? You remember » Then next, what came next? You remember green? Remember when we they've turned green? Remember when we they've turned green? Remember when we they've turned from red to green? You remember? Oh, on from red to green? You remember? Oh, on from red to green? You remember? Oh, on the clock. Yeah, the clock the green the clock. Yeah, the clock the green the clock. Yeah, the clock the green faces, right? So, we turn I remember faces, right? So, we turn I remember faces, right? So, we turn I remember both the colors. So, assume they were both the colors. So, assume they were both the colors. So, assume they were always green and blue. So, okay. So, so always green and blue. So, okay. So, so always green and blue. So, okay. So, so color some colors are easier to make color some colors are easier to make color some colors are easier to make than others. than others. than others. » Okay. » Okay. » Okay. » We can make white, but it's very » We can make white, but it's very » We can make white, but it's very challenging, very expensive. challenging, very expensive. challenging, very expensive. » Really? » Really? » Really? » Yes. But not blue. Blue is easy to make. » Yes. But not blue. Blue is easy to make. » Yes. But not blue. Blue is easy to make. Red's easy to make. So rather than Red's easy to make. So rather than Red's easy to make. So rather than making white LEDs, they make bluish making white LEDs, they make bluish making white LEDs, they make bluish colored LEDs and then they cover them colored LEDs and then they cover them colored LEDs and then they cover them with a phosphorus coating that with a phosphorus coating that with a phosphorus coating that changes that color to white. changes that color to white. changes that color to white. » Oh, okay. » Oh, okay. » Oh, okay. » Yeah. And actually fluorescent » Yeah. And actually fluorescent » Yeah. And actually fluorescent tubes are the same way. They're they're tubes are the same way. They're they're tubes are the same way. They're they're blue light. They have a fluorescent blue light. They have a fluorescent blue light. They have a fluorescent inside the glass that turns that white inside the glass that turns that white inside the glass that turns that white to light the lighting to white. Sorry. to light the lighting to white. Sorry. to light the lighting to white. Sorry. » So I'm going to make a prediction here. » So I'm going to make a prediction here. » So I'm going to make a prediction here. Is it the fluorescent coating that went Is it the fluorescent coating that went Is it the fluorescent coating that went bad and then it bad and then it bad and then it » Sam, you're a genius. » Sam, you're a genius. » Sam, you're a genius. » That's so cool. I've always wondered » That's so cool. I've always wondered » That's so cool. I've always wondered why. I've never I heard there's just a why. I've never I heard there's just a why. I've never I heard there's just a recall. That's all I ever heard. Yeah, recall. That's all I ever heard. Yeah, recall. That's all I ever heard. Yeah, those lights are bad. We There's a those lights are bad. We There's a those lights are bad. We There's a recall. recall. recall. » I mean, no way. You're right. Yeah. » I mean, no way. You're right. Yeah. » I mean, no way. You're right. Yeah. Yeah. Yeah. But it's something in your Yeah. Yeah. But it's something in your Yeah. Yeah. But it's something in your veins or whatever the conspiracy tin veins or whatever the conspiracy tin veins or whatever the conspiracy tin foil hat stuff was. It's foil hat stuff was. It's foil hat stuff was. It's » just cheap paint. » just cheap paint. » just cheap paint. » Just cheap paint. So, it was actually on » Just cheap paint. So, it was actually on » Just cheap paint. So, it was actually on the bulb itself. the bulb itself. the bulb itself. » Yeah. On the actual covering. Yeah. The » Yeah. On the actual covering. Yeah. The » Yeah. On the actual covering. Yeah. The covering. the paint that they cover that covering. the paint that they cover that covering. the paint that they cover that light in. light in. light in. » Wow. Yeah, they didn't really So, what » Wow. Yeah, they didn't really So, what » Wow. Yeah, they didn't really So, what depreciated that paint? depreciated that paint? depreciated that paint? » Well, I mean, they probably just used a » Well, I mean, they probably just used a » Well, I mean, they probably just used a cheap, you know, I mean, it's just cheap, you know, I mean, it's just cheap, you know, I mean, it's just random lemons around. So, random lemons around. So, random lemons around. So, » yeah, they didn't all go bad, I guess. » yeah, they didn't all go bad, I guess. » yeah, they didn't all go bad, I guess. » Yeah, exactly. You know, the » Yeah, exactly. You know, the » Yeah, exactly. You know, the » I think we had one in our street that it » I think we had one in our street that it » I think we had one in our street that it happened two times in a row. Really? happened two times in a row. Really? happened two times in a row. Really? Like it was the same one and it's like, Like it was the same one and it's like, Like it was the same one and it's like, oh, there it goes again. oh, there it goes again. oh, there it goes again. » Oh, that's interesting. Yeah. Some » Oh, that's interesting. Yeah. Some » Oh, that's interesting. Yeah. Some brand. Yeah. Yeah, but I suppose, you brand. Yeah. Yeah, but I suppose, you brand. Yeah. Yeah, but I suppose, you know, we all see the, you know, the car know, we all see the, you know, the car know, we all see the, you know, the car hoods where the paint peels off or hoods where the paint peels off or hoods where the paint peels off or whatever, you know, just one of those whatever, you know, just one of those whatever, you know, just one of those things. Just bad batch. things. Just bad batch. things. Just bad batch. » Yeah. What's that? The Dodge, uh, the » Yeah. What's that? The Dodge, uh, the » Yeah. What's that? The Dodge, uh, the hood on the Dodge and then the roof on hood on the Dodge and then the roof on hood on the Dodge and then the roof on the Trying to think of that. It's like the Trying to think of that. It's like the Trying to think of that. It's like predictable models and brands, you know. predictable models and brands, you know. predictable models and brands, you know. Well, that paint's coming off. Well, that paint's coming off. Well, that paint's coming off. » Yeah, exactly. » Yeah, exactly. » Yeah, exactly. » Yeah. So, that's » Yeah. So, that's » Yeah. So, that's » Did they improve that technology? Is it » Did they improve that technology? Is it » Did they improve that technology? Is it still Or is it just a better grade still Or is it just a better grade still Or is it just a better grade paint? paint? paint? » Yeah, I think it's just a better grade » Yeah, I think it's just a better grade » Yeah, I think it's just a better grade paint. I think there's, you know, paint. I think there's, you know, paint. I think there's, you know, there's there's lots of different brands there's there's lots of different brands there's there's lots of different brands making different fixtures, but a making different fixtures, but a making different fixtures, but a lot of them look very similar. So lot of them look very similar. So lot of them look very similar. So » So like, let's They can't see it, but » So like, let's They can't see it, but » So like, let's They can't see it, but like » Mhm. » Mhm. » Mhm. » that's a white light. » that's a white light. » that's a white light. » Yep. Well, probably blue. It's probably » Yep. Well, probably blue. It's probably » Yep. Well, probably blue. It's probably blue and then phosphorus painted over blue and then phosphorus painted over blue and then phosphorus painted over it. it. it. » Really? » Really? » Really? » I'm sure. Yeah. If you got in there and » I'm sure. Yeah. If you got in there and » I'm sure. Yeah. If you got in there and scraped that off, it'd be blue behind scraped that off, it'd be blue behind scraped that off, it'd be blue behind there. there. there. » Yeah. » Yeah. » Yeah. » Yeah. Cuz that one doesn't change color. » Yeah. Cuz that one doesn't change color. » Yeah. Cuz that one doesn't change color. Yeah. Yeah. Yeah. » But the ones that actually change their » But the ones that actually change their » But the ones that actually change their like they go yellow to white. like they go yellow to white. like they go yellow to white. » Yeah. Well, that's a so so that actually » Yeah. Well, that's a so so that actually » Yeah. Well, that's a so so that actually is is a technology where they have one is is a technology where they have one is is a technology where they have one that is very blue and one that is very that is very blue and one that is very that is very blue and one that is very white and maybe one blended in the white and maybe one blended in the white and maybe one blended in the middle and they phase and blend middle and they phase and blend middle and they phase and blend between them. between them. between them. » Gotcha. That's how they get to the Yeah, » Gotcha. That's how they get to the Yeah, » Gotcha. That's how they get to the Yeah, you're shout out. you're shout out. you're shout out. » Yeah. So, uh but yeah, so that's how » Yeah. So, uh but yeah, so that's how » Yeah. So, uh but yeah, so that's how they do that warm change and then they do that warm change and then they do that warm change and then of course there's RGB. Yeah. Yeah. Yeah. of course there's RGB. Yeah. Yeah. Yeah. of course there's RGB. Yeah. Yeah. Yeah. So, so now since we brought up this So, so now since we brought up this So, so now since we brought up this color changing from warm to cold, we can color changing from warm to cold, we can color changing from warm to cold, we can talk about one of my favorite parts of talk about one of my favorite parts of talk about one of my favorite parts of LED lighting. You ready? All right. LED lighting. You ready? All right. LED lighting. You ready? All right. Right. So, even behind you there's a Right. So, even behind you there's a Right. So, even behind you there's a warm, right? So, so one of my favorite warm, right? So, so one of my favorite warm, right? So, so one of my favorite things that you can do with LED lighting things that you can do with LED lighting things that you can do with LED lighting and one of the most interesting parts of and one of the most interesting parts of and one of the most interesting parts of lighting to me is that lighting to me is that lighting to me is that » are if maybe your audience is familiar, » are if maybe your audience is familiar, » are if maybe your audience is familiar, you probably may be familiar with the you probably may be familiar with the you probably may be familiar with the term of circadian rhythm. So, it term of circadian rhythm. So, it term of circadian rhythm. So, it explains how our the human body explains how our the human body explains how our the human body works with the sunlight, right? So as works with the sunlight, right? So as works with the sunlight, right? So as the sun transitions through the sky from the sun transitions through the sky from the sun transitions through the sky from morning to night in the morning we see morning to night in the morning we see morning to night in the morning we see very red light from the way the sun very red light from the way the sun very red light from the way the sun rays get affected by the atmosphere and rays get affected by the atmosphere and rays get affected by the atmosphere and then of course gets more cool as the day then of course gets more cool as the day then of course gets more cool as the day goes on and then warm again is sorry goes on and then warm again is sorry goes on and then warm again is sorry about your yeah sorry so as we see about your yeah sorry so as we see about your yeah sorry so as we see sunset red light again right sunset red light again right sunset red light again right » well humans have been experiencing that » well humans have been experiencing that » well humans have been experiencing that for thousands of years right so our for thousands of years right so our for thousands of years right so our bodies are very adapted to it so bodies are very adapted to it so bodies are very adapted to it so actually there's a lot of a lot of actually there's a lot of a lot of actually there's a lot of a lot of biology around what type of light our biology around what type of light our biology around what type of light our body is wanting to experience and win. body is wanting to experience and win. body is wanting to experience and win. Yeah. And so much so that some guys won Yeah. And so much so that some guys won Yeah. And so much so that some guys won a Nobel Prize several years ago. a Nobel Prize several years ago. a Nobel Prize several years ago. Women in who worked the overnight shift Women in who worked the overnight shift Women in who worked the overnight shift in hospitals were experiencing cancer at in hospitals were experiencing cancer at in hospitals were experiencing cancer at a statistically overwhelming rate a statistically overwhelming rate a statistically overwhelming rate and they discovered that it was their and they discovered that it was their and they discovered that it was their exposure to blue light exposure to blue light exposure to blue light » at night during the night shift » at night during the night shift » at night during the night shift » which is what I'm staring at on a screen » which is what I'm staring at on a screen » which is what I'm staring at on a screen all day obviously. all day obviously. all day obviously. » Yeah. Exactly right. Yeah. Yeah. Yeah. » Yeah. Exactly right. Yeah. Yeah. Yeah. » Yeah. Exactly right. Yeah. Yeah. Yeah. So, unless some, you know, Windows has So, unless some, you know, Windows has So, unless some, you know, Windows has night mode built in now where you can night mode built in now where you can night mode built in now where you can shift it to warmer light. shift it to warmer light. shift it to warmer light. » It's not bright enough, though. » It's not bright enough, though. » It's not bright enough, though. » My wife gets so mad in bed. She's like, » My wife gets so mad in bed. She's like, » My wife gets so mad in bed. She's like, "Would you turn your brightness down? "Would you turn your brightness down? "Would you turn your brightness down? Over there glowing Over there glowing Over there glowing like a fly." like a fly." like a fly." » Yeah. I just got a flash on all day. » Yeah. I just got a flash on all day. » Yeah. I just got a flash on all day. Yeah. Exactly. So, Yeah. Exactly. So, Yeah. Exactly. So, » yeah. Bad for you. » yeah. Bad for you. » yeah. Bad for you. » Interesting. » Interesting. » Interesting. » So, Mhm. » So, Mhm. » So, Mhm. » Just don't was Is there like a » Just don't was Is there like a » Just don't was Is there like a » Yeah. So, there are So, now you » Yeah. So, there are So, now you » Yeah. So, there are So, now you » This is just a doomsday. We're all » This is just a doomsday. We're all » This is just a doomsday. We're all doomsday. doomsday. doomsday. So we are see So we are see So we are see exactly. Um so you see it in exactly. Um so you see it in exactly. Um so you see it in uh in marine communities have marine uh in marine communities have marine uh in marine communities have marine environments. They're putting a lot of environments. They're putting a lot of environments. They're putting a lot of warm light out exterior lighting because warm light out exterior lighting because warm light out exterior lighting because it messes with animal patterns too. The it messes with animal patterns too. The it messes with animal patterns too. The turtles can't find the ocean if they turtles can't find the ocean if they turtles can't find the ocean if they have too bright a light. They think it's have too bright a light. They think it's have too bright a light. They think it's » I have heard that. » I have heard that. » I have heard that. » Yeah. Right. We've heard that. Yeah. So » Yeah. Right. We've heard that. Yeah. So » Yeah. Right. We've heard that. Yeah. So and so it's a big it's an important and so it's a big it's an important and so it's a big it's an important thing. So um in my own home I I at night thing. So um in my own home I I at night thing. So um in my own home I I at night we we go to lamps. We switched to lamps we we go to lamps. We switched to lamps we we go to lamps. We switched to lamps and they're all warm light and light and they're all warm light and light and they're all warm light and light and the lights low cuz humans are used to the lights low cuz humans are used to the lights low cuz humans are used to experiencing fires and whatnot. experiencing fires and whatnot. experiencing fires and whatnot. » Um but they have actually fixtures I » Um but they have actually fixtures I » Um but they have actually fixtures I have a few of them in my own home and have a few of them in my own home and have a few of them in my own home and sold them. So and sold them. So and sold them. So » um they actually have that programmed » um they actually have that programmed » um they actually have that programmed in. So they have the white light shift in. So they have the white light shift in. So they have the white light shift in them and they will shift with the in them and they will shift with the in them and they will shift with the sunlight. So warm shift from warm to sunlight. So warm shift from warm to sunlight. So warm shift from warm to bright during the day and then back to bright during the day and then back to bright during the day and then back to warm at night. warm at night. warm at night. » This is going to be my father-in-law's » This is going to be my father-in-law's » This is going to be my father-in-law's favorite podcast. Is that right? favorite podcast. Is that right? favorite podcast. Is that right? » He has been secretly changing my light » He has been secretly changing my light » He has been secretly changing my light bulbs in my house. He was the energy bulbs in my house. He was the energy bulbs in my house. He was the energy manager for the school district in town manager for the school district in town manager for the school district in town for a long time. Interesting. for a long time. Interesting. for a long time. Interesting. » And so he was always changing out bulbs » And so he was always changing out bulbs » And so he was always changing out bulbs and measuring electricity use. And I and measuring electricity use. And I and measuring electricity use. And I would just literally come into my house would just literally come into my house would just literally come into my house when I first got married. And this is when I first got married. And this is when I first got married. And this is for you, Steve. I just like walk in a for you, Steve. I just like walk in a for you, Steve. I just like walk in a room like, "Well, this is all room like, "Well, this is all room like, "Well, this is all different." Or I go in my closet and I'm different." Or I go in my closet and I'm different." Or I go in my closet and I'm like, "Where'd that bulb come from?" But like, "Where'd that bulb come from?" But like, "Where'd that bulb come from?" But he would just randomly change out stuff. he would just randomly change out stuff. he would just randomly change out stuff. He'd our lamps slowly would change. But He'd our lamps slowly would change. But He'd our lamps slowly would change. But he loves lighting. Yeah. Awesome. And he he loves lighting. Yeah. Awesome. And he he loves lighting. Yeah. Awesome. And he gets the color changing like Amazon gets the color changing like Amazon gets the color changing like Amazon bulbs, you know, where he can say, bulbs, you know, where he can say, bulbs, you know, where he can say, "Alexa, go to this lighting." "Alexa, go to this lighting." "Alexa, go to this lighting." » Yeah. Well, set the mood. » Yeah. Well, set the mood. » Yeah. Well, set the mood. » The red, blue, green. That's a whole » The red, blue, green. That's a whole » The red, blue, green. That's a whole different thing, right? You got the different thing, right? You got the different thing, right? You got the rainbow. So, so the just like there's rainbow. So, so the just like there's rainbow. So, so the just like there's there's light fixtures with different there's light fixtures with different there's light fixtures with different colors of white chips built into them. colors of white chips built into them. colors of white chips built into them. There's also the ability to have red, There's also the ability to have red, There's also the ability to have red, blue, green, much like a TV, right? So, blue, green, much like a TV, right? So, blue, green, much like a TV, right? So, with the TV, those three colors, you can with the TV, those three colors, you can with the TV, those three colors, you can you can manufacture any color, right? So you can manufacture any color, right? So you can manufacture any color, right? So blending a combination of those is how blending a combination of those is how blending a combination of those is how you get your ones you see now that you get your ones you see now that you get your ones you see now that are rainbow and they put them outside are rainbow and they put them outside are rainbow and they put them outside houses » and bulbs now have those uh switches uh » and bulbs now have those uh switches uh » and bulbs now have those uh switches uh on the uh the brightness level but it's on the uh the brightness level but it's on the uh the brightness level but it's not that it's the not that it's the not that it's the » the color the temperature we've been » the color the temperature we've been » the color the temperature we've been talking about talking about talking about » we just put right but I I had never seen » we just put right but I I had never seen » we just put right but I I had never seen that till I put a bulb in our bathroom that till I put a bulb in our bathroom that till I put a bulb in our bathroom in here on in here on in here on » and I went into North there's we could » and I went into North there's we could » and I went into North there's we could preset it. It's like on the bulb itself. preset it. It's like on the bulb itself. preset it. It's like on the bulb itself. » Yep. Yep. That's » Yep. Yep. That's » Yep. Yep. That's » I didn't know. I thought you just buy » I didn't know. I thought you just buy » I didn't know. I thought you just buy the temp. the temp. the temp. » Well, you used to be able to buy you'd » Well, you used to be able to buy you'd » Well, you used to be able to buy you'd buy the temp and I mean that's the cheap buy the temp and I mean that's the cheap buy the temp and I mean that's the cheap way to do it, right? You have it built way to do it, right? You have it built way to do it, right? You have it built in now. So, yeah. Very cool. You got in now. So, yeah. Very cool. You got in now. So, yeah. Very cool. You got five lamps in one. five lamps in one. five lamps in one. » So, and I will say, you know, for the » So, and I will say, you know, for the » So, and I will say, you know, for the for the homeowners, the interior for the homeowners, the interior for the homeowners, the interior designers, uh even the ladies, um designers, uh even the ladies, um designers, uh even the ladies, um » you know, it can affect the color of » you know, it can affect the color of » you know, it can affect the color of your paint, the color of the way your paint, the color of the way your paint, the color of the way your clothing looks, the, you know, the I clothing looks, the, you know, the I clothing looks, the, you know, the I mean, in my house, my wife wanted to mean, in my house, my wife wanted to mean, in my house, my wife wanted to change out the uh countertop. Had too change out the uh countertop. Had too change out the uh countertop. Had too much brown in it. like, "All right, much brown in it. like, "All right, much brown in it. like, "All right, well, let me just switch the light well, let me just switch the light well, let me just switch the light fixtures out." Oh, yeah. fixtures out." Oh, yeah. fixtures out." Oh, yeah. » Take the reds out. Put some more Put a » Take the reds out. Put some more Put a » Take the reds out. Put some more Put a cooler light fixture in here. So, cooler light fixture in here. So, cooler light fixture in here. So, » so you mentioned color temperature, 24K » so you mentioned color temperature, 24K » so you mentioned color temperature, 24K warm. The higher the higher the higher warm. The higher the higher the higher warm. The higher the higher the higher the number. It's actually a Kelvin the number. It's actually a Kelvin the number. It's actually a Kelvin scale, which is weird, but anyway, the scale, which is weird, but anyway, the scale, which is weird, but anyway, the higher the number, the bluer the light. higher the number, the bluer the light. higher the number, the bluer the light. So, sunlight at noon is about 65,000 So, sunlight at noon is about 65,000 So, sunlight at noon is about 65,000 Kelvin. Kelvin. Kelvin. » Okay. » Okay. » Okay. » Um, sunsets like 24, 22, 2,000. The » Um, sunsets like 24, 22, 2,000. The » Um, sunsets like 24, 22, 2,000. The redder you get, the lower you go. Yeah. redder you get, the lower you go. Yeah. redder you get, the lower you go. Yeah. So, makes sense. So, makes sense. So, makes sense. » Yeah. Yeah. There you go. So, um, so » Yeah. Yeah. There you go. So, um, so » Yeah. Yeah. There you go. So, um, so yeah. yeah. yeah. » So, did it change the counter top » So, did it change the counter top » So, did it change the counter top color? color? color? » Took the browns out, right? So, now we » Took the browns out, right? So, now we » Took the browns out, right? So, now we have a Now we don't need to buy, you have a Now we don't need to buy, you have a Now we don't need to buy, you know, whatever. know, whatever. know, whatever. » Wild » Wild » Wild » thousand of dollars worth of granite. » thousand of dollars worth of granite. » thousand of dollars worth of granite. Now we can just Yeah. So, Now we can just Yeah. So, Now we can just Yeah. So, » yeah. And he talked to you about our » yeah. And he talked to you about our » yeah. And he talked to you about our lighting problem at our house then, too, lighting problem at our house then, too, lighting problem at our house then, too, cuz they put in two different kinds of cuz they put in two different kinds of cuz they put in two different kinds of lights. lights. lights. » It was a whole deal. And there none of » It was a whole deal. And there none of » It was a whole deal. And there none of them are adjustable. them are adjustable. them are adjustable. » Yeah. Sure. » Yeah. Sure. » Yeah. Sure. » We have dimmer switches everywhere. None » We have dimmer switches everywhere. None » We have dimmer switches everywhere. None of them dim. of them dim. of them dim. » It's a long story. We won't get into it. » It's a long story. We won't get into it. » It's a long story. We won't get into it. Um, Um, Um, » I do love dimmer though. That's do I » I do love dimmer though. That's do I » I do love dimmer though. That's do I » I do love dimmer. » I do love dimmer. » I do love dimmer. » I know. They really help. » I know. They really help. » I know. They really help. » Lighting dimmers, occupancy sensors. » Lighting dimmers, occupancy sensors. » Lighting dimmers, occupancy sensors. Yeah. I don't Yeah. I don't Yeah. I don't » That is kind of why I've been in a few » That is kind of why I've been in a few » That is kind of why I've been in a few houses that have that. houses that have that. houses that have that. » Well, I'm just, you know, my kids won't » Well, I'm just, you know, my kids won't » Well, I'm just, you know, my kids won't shut off the lights, so it's like I'm shut off the lights, so it's like I'm shut off the lights, so it's like I'm just lazy, I guess. just lazy, I guess. just lazy, I guess. » Put a nickel in the jar. That's the » Put a nickel in the jar. That's the » Put a nickel in the jar. That's the rule. Like, I'm coming for piggy bank. rule. Like, I'm coming for piggy bank. rule. Like, I'm coming for piggy bank. » I like it. Bedroom light was on. No, I'm » I like it. Bedroom light was on. No, I'm » I like it. Bedroom light was on. No, I'm actually the worst culprit. Is that actually the worst culprit. Is that actually the worst culprit. Is that right? Let's be honest. I guarantee you right? Let's be honest. I guarantee you right? Let's be honest. I guarantee you every light in our basement's on right every light in our basement's on right every light in our basement's on right now cuz I was the last one to leave. now cuz I was the last one to leave. now cuz I was the last one to leave. That's great. That's great. » Uh yeah, I guess irresponsible. » Uh yeah, I guess irresponsible. » Uh yeah, I guess irresponsible. » Well, there's great control systems out » Well, there's great control systems out » Well, there's great control systems out there. I mean, you can you could we there. I mean, you can you could we there. I mean, you can you could we could uh make that thing when you're you could uh make that thing when you're you could uh make that thing when you're you could put a fob on your visor. When you could put a fob on your visor. When you could put a fob on your visor. When you get outside your geo fence, all your get outside your geo fence, all your get outside your geo fence, all your lights just shut off. When you get lights just shut off. When you get lights just shut off. When you get inside, they all come on. I mean, yeah, inside, they all come on. I mean, yeah, inside, they all come on. I mean, yeah, there's all the kind of cool stuff. there's all the kind of cool stuff. there's all the kind of cool stuff. » Yeah. » Yeah. » Yeah. » Yeah. I know there's so much more there » Yeah. I know there's so much more there » Yeah. I know there's so much more there that I've I've fallen behind on. Just that I've I've fallen behind on. Just that I've I've fallen behind on. Just even our new security systems that we even our new security systems that we even our new security systems that we put in. Yeah. put in. Yeah. put in. Yeah. » That could then connect all these light » That could then connect all these light » That could then connect all these light options. They're always like upselling options. They're always like upselling options. They're always like upselling the lights in the same app like for the lights in the same app like for the lights in the same app like for the door thing. door thing. door thing. » It's like well » It's like well » It's like well » it's expensive though. » it's expensive though. » it's expensive though. » Can be. Yeah. But I you know to your » Can be. Yeah. But I you know to your » Can be. Yeah. But I you know to your point about security I feel like I mean point about security I feel like I mean point about security I feel like I mean I ran a a warehouse was about I don't I ran a a warehouse was about I don't I ran a a warehouse was about I don't know we held about $4 million in know we held about $4 million in know we held about $4 million in inventory in Witchaw and I we had inventory in Witchaw and I we had inventory in Witchaw and I we had breakins and stuff. The thing that breakins and stuff. The thing that breakins and stuff. The thing that prevented breakins the most was when I prevented breakins the most was when I prevented breakins the most was when I lit the whole street up like it was noon lit the whole street up like it was noon lit the whole street up like it was noon you know and then it was like oh we'll you know and then it was like oh we'll you know and then it was like oh we'll just we'll just go to the next just we'll just go to the next just we'll just go to the next warehouse. Yeah. as like warehouse. Yeah. as like warehouse. Yeah. as like daylight outside. daylight outside. daylight outside. » Moving out. » Moving out. » Moving out. » There's a lot to be said about that. » There's a lot to be said about that. » There's a lot to be said about that. » Cops can see us well. So, » Cops can see us well. So, » Cops can see us well. So, » yeah. Yeah, that's a good point. » yeah. Yeah, that's a good point. » yeah. Yeah, that's a good point. » Yeah. So, and it's uh you know, we're » Yeah. So, and it's uh you know, we're » Yeah. So, and it's uh you know, we're going to be turning the corner, school going to be turning the corner, school going to be turning the corner, school times, days start getting shorter again. times, days start getting shorter again. times, days start getting shorter again. You know, everybody be thinking about You know, everybody be thinking about You know, everybody be thinking about it, going out of their parking lots and it, going out of their parking lots and it, going out of their parking lots and » noticing it's dark out there. And » noticing it's dark out there. And » noticing it's dark out there. And » so, how much direct to consumer like » so, how much direct to consumer like » so, how much direct to consumer like actual residential or just a residential actual residential or just a residential actual residential or just a residential remodel? You're I'm assuming you're more remodel? You're I'm assuming you're more remodel? You're I'm assuming you're more in the commercial space. in the commercial space. in the commercial space. » Yeah, that's correct, Sam. Yeah. So, » Yeah, that's correct, Sam. Yeah. So, » Yeah, that's correct, Sam. Yeah. So, mostly commercial. We do a little bit of mostly commercial. We do a little bit of mostly commercial. We do a little bit of residential. I would say most of our residential. I would say most of our residential. I would say most of our residential business actually is kind of residential business actually is kind of residential business actually is kind of in the overlap in the multif family in the overlap in the multif family in the overlap in the multif family space your apartment complexes right space your apartment complexes right space your apartment complexes right kind of overlaps between kind of overlaps between kind of overlaps between » uh yeah » uh yeah » uh yeah [clears throat] exactly so the res the [clears throat] exactly so the res the [clears throat] exactly so the res the tenant spaces become kind of residential tenant spaces become kind of residential tenant spaces become kind of residential and yeah and the clubhouse is very and yeah and the clubhouse is very and yeah and the clubhouse is very commercial so yeah um not a lot of commercial so yeah um not a lot of commercial so yeah um not a lot of residential to your point about direct residential to your point about direct residential to your point about direct to consumers this ever program I to consumers this ever program I to consumers this ever program I mentioned earlier does bring me into mentioned earlier does bring me into mentioned earlier does bring me into working with a lot of business owners um working with a lot of business owners um working with a lot of business owners um but mostly most of my clients are in but mostly most of my clients are in but mostly most of my clients are in the construction industry, they're um the construction industry, they're um the construction industry, they're um professionals or electricians. Yeah. professionals or electricians. Yeah. professionals or electricians. Yeah. » Yeah, that makes sense. » Yeah, that makes sense. » Yeah, that makes sense. » Uh that rebate concept you said 27 2027 » Uh that rebate concept you said 27 2027 » Uh that rebate concept you said 27 2027 » August of 27 at least. Um at least. » August of 27 at least. Um at least. » August of 27 at least. Um at least. » Yeah. Yeah. Yeah. They did kill the » Yeah. Yeah. Yeah. They did kill the » Yeah. Yeah. Yeah. They did kill the Missouri program. They ran out of money Missouri program. They ran out of money Missouri program. They ran out of money in Missouri already. So, um so yeah, I'm in Missouri already. So, um so yeah, I'm in Missouri already. So, um so yeah, I'm » Is that like a transparent budget to » Is that like a transparent budget to » Is that like a transparent budget to know how much is left in the fund? know how much is left in the fund? know how much is left in the fund? » No, it's not. They just say it's out or » No, it's not. They just say it's out or » No, it's not. They just say it's out or » Yeah. Yeah. Yeah. And it was kind of » Yeah. Yeah. Yeah. And it was kind of » Yeah. Yeah. Yeah. And it was kind of immediate. It was uh hey, the brakes are immediate. It was uh hey, the brakes are immediate. It was uh hey, the brakes are on and it's been messy over there. So, on and it's been messy over there. So, on and it's been messy over there. So, but I do think uh it will be in place but I do think uh it will be in place but I do think uh it will be in place here at least till another year. So, here at least till another year. So, here at least till another year. So, yeah. Um yeah. So, yeah. Um yeah. So, yeah. Um yeah. So, » how much infrastructure to swap out cuz » how much infrastructure to swap out cuz » how much infrastructure to swap out cuz it seems like a crazy cool opportunity it seems like a crazy cool opportunity it seems like a crazy cool opportunity and I and I've heard from some people and I and I've heard from some people and I and I've heard from some people you've helped do that with. Um does it you've helped do that with. Um does it you've helped do that with. Um does it take a certain scope of project for it take a certain scope of project for it take a certain scope of project for it to make sense? to make sense? to make sense? » That's a good question. I mean, not » That's a good question. I mean, not » That's a good question. I mean, not necessarily. Yeah, we've done some real necessarily. Yeah, we've done some real necessarily. Yeah, we've done some real small ones. I mean, I've done small ones. I mean, I've done small ones. I mean, I've done » little offices and doughnut shops and » little offices and doughnut shops and » little offices and doughnut shops and things like that. Um so, yeah. I mean, I things like that. Um so, yeah. I mean, I things like that. Um so, yeah. I mean, I think it it it works for anybody. Um think it it it works for anybody. Um think it it it works for anybody. Um there's no there's no there's no » per fixture rebate essentially. So it's » per fixture rebate essentially. So it's » per fixture rebate essentially. So it's even if you have 10 fixtures or you have even if you have 10 fixtures or you have even if you have 10 fixtures or you have a hundred it's a hundred it's a hundred it's » Yep. Yep. Exactly right. I mean you got » Yep. Yep. Exactly right. I mean you got » Yep. Yep. Exactly right. I mean you got to get a guy electrician to come. So to get a guy electrician to come. So to get a guy electrician to come. So some of that's uh some of that's uh some of that's uh » your labor goes up I guess right. Yeah. » your labor goes up I guess right. Yeah. » your labor goes up I guess right. Yeah. So per fixture is kind of getting more So per fixture is kind of getting more So per fixture is kind of getting more expensive but um but yeah I mean any expensive but um but yeah I mean any expensive but um but yeah I mean any project makes sense. I think the uh very project makes sense. I think the uh very project makes sense. I think the uh very biggest institutions I don't know you biggest institutions I don't know you biggest institutions I don't know you know where this is this audience is know where this is this audience is know where this is this audience is going but uh some of the some of they're going but uh some of the some of they're going but uh some of the some of they're going with us. going with us. going with us. » Yeah, right. They're going with us. I » Yeah, right. They're going with us. I » Yeah, right. They're going with us. I love it. some of the biggest uh love it. some of the biggest uh love it. some of the biggest uh institutions um you know it gets a institutions um you know it gets a institutions um you know it gets a little more complicated but there's also little more complicated but there's also little more complicated but there's also a lot more opportunities for savings a lot more opportunities for savings a lot more opportunities for savings right so not just with lighting but with right so not just with lighting but with right so not just with lighting but with any uh any of the areas where you any uh any of the areas where you any uh any of the areas where you can save energy there's there's lots of can save energy there's there's lots of can save energy there's there's lots of other savings so bring somebody in other savings so bring somebody in other savings so bring somebody in smarter than me when we get there but uh smarter than me when we get there but uh smarter than me when we get there but uh but yeah but yeah but yeah » they're easy to find » they're easy to find » they're easy to find » smart people are » smart people are » smart people are » well smarter than myself and » well smarter than myself and » well smarter than myself and yeah » yeah that's easy to find thanks for » yeah that's easy to find thanks for » yeah that's easy to find thanks for backing » » » » I'd allow you to say the same thing » I'd allow you to say the same thing » I'd allow you to say the same thing about me. about me. about me. » Uh so take me through your ideal client » Uh so take me through your ideal client » Uh so take me through your ideal client base. Uh your it's electricians. Is that base. Uh your it's electricians. Is that base. Uh your it's electricians. Is that kind of your number one referral source? kind of your number one referral source? kind of your number one referral source? » Absolutely. Yeah. Yeah. Yeah. So I I » Absolutely. Yeah. Yeah. Yeah. So I I » Absolutely. Yeah. Yeah. Yeah. So I I kind of think about it as three kind of think about it as three kind of think about it as three different buckets. So uh first bucket different buckets. So uh first bucket different buckets. So uh first bucket your architect, design, developer. We your architect, design, developer. We your architect, design, developer. We get involved with those guys in the in get involved with those guys in the in get involved with those guys in the in the early stages of a project. So they the early stages of a project. So they the early stages of a project. So they bring us in and they're thinking about, bring us in and they're thinking about, bring us in and they're thinking about, hey, we got this project that we know is hey, we got this project that we know is hey, we got this project that we know is going to be we need to be inside of a going to be we need to be inside of a going to be we need to be inside of a budget, right? When it comes to budget, right? When it comes to budget, right? When it comes to apartment complex developers, they have apartment complex developers, they have apartment complex developers, they have a very specific, hey, this thing, this a very specific, hey, this thing, this a very specific, hey, this thing, this whole project has got to be done for whole project has got to be done for whole project has got to be done for this many dollars. At this many dollars, this many dollars. At this many dollars, this many dollars. At this many dollars, it makes sense at at $2 over that, it no it makes sense at at $2 over that, it no it makes sense at at $2 over that, it no longer, we're not doing this project. We longer, we're not doing this project. We longer, we're not doing this project. We never get out the shovels, right? So, never get out the shovels, right? So, never get out the shovels, right? So, um, so we help those guys keep the um, so we help those guys keep the um, so we help those guys keep the project in budget and make it all the project in budget and make it all the project in budget and make it all the way to the finish line and not have any, way to the finish line and not have any, way to the finish line and not have any, you know, un unforeseen stalls because you know, un unforeseen stalls because you know, un unforeseen stalls because the longer it takes them to get a tenant the longer it takes them to get a tenant the longer it takes them to get a tenant in the first apartment, the long the le, in the first apartment, the long the le, in the first apartment, the long the le, you know, the more money they have out, you know, the more money they have out, you know, the more money they have out, they're not getting paid, right? So, they're not getting paid, right? So, they're not getting paid, right? So, » when from the minute they purchase that » when from the minute they purchase that » when from the minute they purchase that property and lots of the guys we work property and lots of the guys we work property and lots of the guys we work with, they manage the property from with, they manage the property from with, they manage the property from purchasing the land all the way through purchasing the land all the way through purchasing the land all the way through managing the tenants. So, they're managing the tenants. So, they're managing the tenants. So, they're they're they're the guy on they're they're the guy on they're they're the guy on the site the whole time. site the whole time. site the whole time. » Yeah. Um, [snorts] » Yeah. Um, [snorts] » Yeah. Um, [snorts] yeah. So, that's kind of that one yeah. So, that's kind of that one yeah. So, that's kind of that one bucket. I would say architects kind of bucket. I would say architects kind of bucket. I would say architects kind of fall on that, too. We work with a couple fall on that, too. We work with a couple fall on that, too. We work with a couple architecture firms that they get us architecture firms that they get us architecture firms that they get us involved early in the project. They're involved early in the project. They're involved early in the project. They're looking for a specific light fixture, a looking for a specific light fixture, a looking for a specific light fixture, a specific solution or they're looking for specific solution or they're looking for specific solution or they're looking for they know the whole project needs to be they know the whole project needs to be they know the whole project needs to be very budget oriented. So, that's where very budget oriented. So, that's where very budget oriented. So, that's where we kind of help those guys out. we kind of help those guys out. we kind of help those guys out. Um, then our next bucket, as you put uh Um, then our next bucket, as you put uh Um, then our next bucket, as you put uh electrical contractors, right? So, we electrical contractors, right? So, we electrical contractors, right? So, we help a lot of electrical contractors. help a lot of electrical contractors. help a lot of electrical contractors. Help them with projects. Everything Help them with projects. Everything Help them with projects. Everything from to your point uh I mean we do a from to your point uh I mean we do a from to your point uh I mean we do a very small amount of high-end very small amount of high-end very small amount of high-end residential apartment complex stuff. We residential apartment complex stuff. We residential apartment complex stuff. We do a lot of uh a lot of small commercial do a lot of uh a lot of small commercial do a lot of uh a lot of small commercial spaces, restaurants and even through spaces, restaurants and even through spaces, restaurants and even through big projects, big industrial projects, big projects, big industrial projects, big projects, big industrial projects, too. We've done some we've done some big too. We've done some we've done some big too. We've done some we've done some big industrial um agricultural type projects industrial um agricultural type projects industrial um agricultural type projects out west and some of the dairy barns out west and some of the dairy barns out west and some of the dairy barns out there. So, some ethanol plants around there. So, some ethanol plants around there. So, some ethanol plants around the country. We have a contractor we we the country. We have a contractor we we the country. We have a contractor we we follow around and help them follow around and help them follow around and help them » just logistically source material. They » just logistically source material. They » just logistically source material. They operate in some remote areas. Um some, operate in some remote areas. Um some, operate in some remote areas. Um some, you know, these farms can be, you know, these farms can be, you know, these farms can be, » you know, in the middle of nowhere a » you know, in the middle of nowhere a » you know, in the middle of nowhere a long way from a supply house, right? So long way from a supply house, right? So long way from a supply house, right? So they know what they need. We get it they know what they need. We get it they know what they need. We get it there for them and just generally there for them and just generally there for them and just generally take care of them. take care of them. take care of them. » So you're not limited to can you help » So you're not limited to can you help » So you're not limited to can you help anybody in the country essentially anybody in the country essentially anybody in the country essentially supplying product and Yep. Yep. We work supplying product and Yep. Yep. We work supplying product and Yep. Yep. We work all over. all over. all over. » Are you staying in the no on rebate » Are you staying in the no on rebate » Are you staying in the no on rebate opportunities in other states? Uh is opportunities in other states? Uh is opportunities in other states? Uh is that specific like with EverG our local that specific like with EverG our local that specific like with EverG our local » Yeah. » Yeah. » Yeah. » energy partner. » energy partner. » energy partner. » Yeah. So good question. I do not we » Yeah. So good question. I do not we » Yeah. So good question. I do not we don't we don't do a lot of energy rebate don't we don't do a lot of energy rebate don't we don't do a lot of energy rebate ever or or utility rebate projects ever or or utility rebate projects ever or or utility rebate projects anywhere else. We're ever trade ally as anywhere else. We're ever trade ally as anywhere else. We're ever trade ally as they call us. So we had to go take they call us. So we had to go take they call us. So we had to go take classes and get trained and you know classes and get trained and you know classes and get trained and you know operate. So I don't want to um blow too operate. So I don't want to um blow too operate. So I don't want to um blow too much smoke here because I you know it is much smoke here because I you know it is much smoke here because I you know it is it uh although it's a tedious process it uh although it's a tedious process it uh although it's a tedious process it's not exactly rocket science but uh it's not exactly rocket science but uh it's not exactly rocket science but uh but yeah so we are um we're trained so but yeah so we are um we're trained so but yeah so we are um we're trained so to speak by ever um to speak by ever um to speak by ever um » we got the opportunity I mean I think we » we got the opportunity I mean I think we » we got the opportunity I mean I think we have partners who will work all over the have partners who will work all over the have partners who will work all over the country so we we have the ability country so we we have the ability country so we we have the ability probably to um help people navigate probably to um help people navigate probably to um help people navigate those rebate programs elsewhere should those rebate programs elsewhere should those rebate programs elsewhere should they should they come about. Um they should they come about. Um they should they come about. Um » yeah that answers it. So » yeah that answers it. So » yeah that answers it. So » I those rebate programs I'm curious or » I those rebate programs I'm curious or » I those rebate programs I'm curious or how quick is that turnaround or does the how quick is that turnaround or does the how quick is that turnaround or does the rebate go directly to you on the rebate go directly to you on the rebate go directly to you on the hardware side? hardware side? hardware side? » Yeah, good question. » Yeah, good question. » Yeah, good question. » Yeah, good question Sam. So um it » Yeah, good question Sam. So um it » Yeah, good question Sam. So um it does take about 6 weeks to get the does take about 6 weeks to get the does take about 6 weeks to get the money, but just to ease the program. money, but just to ease the program. money, but just to ease the program. I've I've just we wait to get paid by I've I've just we wait to get paid by I've I've just we wait to get paid by Everg since they know how to pay us and Everg since they know how to pay us and Everg since they know how to pay us and they're used to used to writing us they're used to used to writing us they're used to used to writing us checks. So I usually just uh supply the checks. So I usually just uh supply the checks. So I usually just uh supply the material at a discount and I'm the one material at a discount and I'm the one material at a discount and I'm the one who waits to get paid. So, just as an who waits to get paid. So, just as an who waits to get paid. So, just as an added service, I don't, you know, I like added service, I don't, you know, I like added service, I don't, you know, I like to make things easy. So, there are to make things easy. So, there are to make things easy. So, there are opportunities to get billing rebates and opportunities to get billing rebates and opportunities to get billing rebates and things like that. I, you know, I and things like that. I, you know, I and things like that. I, you know, I find most people are more than find most people are more than find most people are more than willing to let me wait to get paid. willing to let me wait to get paid. willing to let me wait to get paid. » Sure. » Sure. » Sure. » Yeah. » Yeah. » Yeah. » Oh, you Okay. » Oh, you Okay. » Oh, you Okay. » Yeah. But the checks do clear, I » Yeah. But the checks do clear, I » Yeah. But the checks do clear, I will say, from seem they seem to have a will say, from seem they seem to have a will say, from seem they seem to have a the bank account solid over there. the bank account solid over there. the bank account solid over there. » But if an ever check doesn't clear, » But if an ever check doesn't clear, » But if an ever check doesn't clear, we're all in trouble. we're all in trouble. we're all in trouble. » Yeah. Exactly. » Yeah. Exactly. » Yeah. Exactly. Exactly. Right. Exactly. Right. Exactly. Right. » Yeah. That's interesting. That's cool. » Yeah. That's interesting. That's cool. » Yeah. That's interesting. That's cool. Um, so take me through uh startup Um, so take me through uh startup Um, so take me through uh startup to now. What's been what's been the to now. What's been what's been the to now. What's been what's been the hardest part about being independent the hardest part about being independent the hardest part about being independent the last three years? last three years? last three years? » Yeah, sure. Sure. Sure. So, you know, » Yeah, sure. Sure. Sure. So, you know, » Yeah, sure. Sure. Sure. So, you know, even working for a billion dollar even working for a billion dollar even working for a billion dollar company and thinking I was a, you know, company and thinking I was a, you know, company and thinking I was a, you know, manager and knew how to run a business, manager and knew how to run a business, manager and knew how to run a business, I would say I got a big education in I would say I got a big education in I would say I got a big education in money. money. money. » So, yeah, banking, money, how to get » So, yeah, banking, money, how to get » So, yeah, banking, money, how to get money. That's a that's a hurdle I did money. That's a that's a hurdle I did money. That's a that's a hurdle I did not anticipate. um that uh yeah, so not anticipate. um that uh yeah, so not anticipate. um that uh yeah, so that's I I feel like I continue to learn that's I I feel like I continue to learn that's I I feel like I continue to learn every day in the money side of managing every day in the money side of managing every day in the money side of managing a business. Yeah. Yeah. So um and I feel a business. Yeah. Yeah. So um and I feel a business. Yeah. Yeah. So um and I feel like I've been um been very blessed like I've been um been very blessed like I've been um been very blessed on that front. I um had somebody on that front. I um had somebody on that front. I um had somebody [clears throat] [clears throat] [clears throat] uh come to the table and help back uh come to the table and help back uh come to the table and help back us as we got started and I've worked us as we got started and I've worked us as we got started and I've worked with the bank. Um unfortunately they're with the bank. Um unfortunately they're with the bank. Um unfortunately they're not local, but they've treated us very not local, but they've treated us very not local, but they've treated us very well. American Bank at Iowa has just well. American Bank at Iowa has just well. American Bank at Iowa has just been absolutely fantastic to us. Um been absolutely fantastic to us. Um been absolutely fantastic to us. Um yeah, and so uh so yeah, that would be yeah, and so uh so yeah, that would be yeah, and so uh so yeah, that would be one big challenge. Um another challenge one big challenge. Um another challenge one big challenge. Um another challenge I would say I didn't anticipate. Um I would say I didn't anticipate. Um I would say I didn't anticipate. Um not to not to cry a river here or not to not to cry a river here or not to not to cry a river here or anything, but you know, you're uh my anything, but you know, you're uh my anything, but you know, you're uh my competitors through we have blow competitors through we have blow competitors through we have blow tissues. tissues. tissues. » Yeah, thanks. I need uh uh some hurdles » Yeah, thanks. I need uh uh some hurdles » Yeah, thanks. I need uh uh some hurdles in put my competitors put some hurdles in put my competitors put some hurdles in put my competitors put some hurdles in front of me that I did not anticipate in front of me that I did not anticipate in front of me that I did not anticipate or did not anticipate the size of those or did not anticipate the size of those or did not anticipate the size of those hurdles, let's say. So, you know, I hurdles, let's say. So, you know, I hurdles, let's say. So, you know, I think that's uh something that if I were think that's uh something that if I were think that's uh something that if I were to coach the next guy, I would uh to coach the next guy, I would uh to coach the next guy, I would uh » that would be part of my advice. » that would be part of my advice. » that would be part of my advice. » Yeah. » Yeah. » Yeah. » Yeah. Um and yeah, I think uh » Yeah. Um and yeah, I think uh » Yeah. Um and yeah, I think uh » you know, it's just myself and a » you know, it's just myself and a » you know, it's just myself and a partner now. Um we we have a few people partner now. Um we we have a few people partner now. Um we we have a few people that we pay uh we have some I guess that we pay uh we have some I guess that we pay uh we have some I guess people that help us in different ways people that help us in different ways people that help us in different ways that don't work for us full-time that don't work for us full-time that don't work for us full-time necessarily, and we have another necessarily, and we have another necessarily, and we have another contract salesman. But uh contract salesman. But uh contract salesman. But uh but yeah um but yeah um but yeah um putting another dinner table in in in putting another dinner table in in in putting another dinner table in in in the mix I think is is a scary uh a scary the mix I think is is a scary uh a scary the mix I think is is a scary uh a scary big step for me. Yeah. Yeah. Yeah. So big step for me. Yeah. Yeah. Yeah. So big step for me. Yeah. Yeah. Yeah. So Yep. Yep. Yep. » Yeah. It's good. I mean the inventory » Yeah. It's good. I mean the inventory » Yeah. It's good. I mean the inventory management timing management timing management timing cash flow is awful. We were in the I was cash flow is awful. We were in the I was cash flow is awful. We were in the I was in the retail side for a long time and in the retail side for a long time and in the retail side for a long time and yeah, learned the hard way about yeah, learned the hard way about yeah, learned the hard way about how much inventory you need, how quick how much inventory you need, how quick how much inventory you need, how quick you need it, and then based on the delay you need it, and then based on the delay you need it, and then based on the delay and then who gets paid first, it's yeah, and then who gets paid first, it's yeah, and then who gets paid first, it's yeah, there's just a lot. And then if you have there's just a lot. And then if you have there's just a lot. And then if you have different vendors and some have different vendors and some have different vendors and some have different terms and different terms and different terms and » different payments, that's that's tough. » different payments, that's that's tough. » different payments, that's that's tough. But yeah, being able to project, but now But yeah, being able to project, but now But yeah, being able to project, but now you got AI. So now, you know, you now you got AI. So now, you know, you now you got AI. So now, you know, you just be like, here's what's everything just be like, here's what's everything just be like, here's what's everything that could happen, right? Just help me that could happen, right? Just help me that could happen, right? Just help me out. Yeah, out. Yeah, out. Yeah, » Claudia, just tell me just » Claudia, just tell me just » Claudia, just tell me just spell it out and drop in all the spell it out and drop in all the spell it out and drop in all the vendor agreements. Uh what is the vendor agreements. Uh what is the vendor agreements. Uh what is the biggest opportunity for growth for you biggest opportunity for growth for you biggest opportunity for growth for you in in what sector right now? in in what sector right now? in in what sector right now? » Yeah, that's a good question. Um yeah, I » Yeah, that's a good question. Um yeah, I » Yeah, that's a good question. Um yeah, I think this Everdy program, like I think this Everdy program, like I think this Everdy program, like I said, continues to grow as more people said, continues to grow as more people said, continues to grow as more people find out about it. Everd did not do a find out about it. Everd did not do a find out about it. Everd did not do a great I don't want to speak ill poorly great I don't want to speak ill poorly great I don't want to speak ill poorly of them, but you know, their marketing of them, but you know, their marketing of them, but you know, their marketing has been I think it's been has been I think it's been has been I think it's been » it's kind of a double-edged sword » it's kind of a double-edged sword » it's kind of a double-edged sword marketing that, but I guess if it's a marketing that, but I guess if it's a marketing that, but I guess if it's a certain amount of funds certain amount of funds certain amount of funds » Sure. Yeah. » Sure. Yeah. » Sure. Yeah. » It's kind of like, hey, we we will just » It's kind of like, hey, we we will just » It's kind of like, hey, we we will just hand out more money. But hand out more money. But hand out more money. But » yeah, exactly. And I think their » yeah, exactly. And I think their » yeah, exactly. And I think their every's focus has been on the largest every's focus has been on the largest every's focus has been on the largest clients, right, that are going to move clients, right, that are going to move clients, right, that are going to move the needle the most for them, which is the needle the most for them, which is the needle the most for them, which is great, but that's not really my focus, great, but that's not really my focus, great, but that's not really my focus, per se, per se, per se, » which is why they recruit allies, » which is why they recruit allies, » which is why they recruit allies, probably. probably. probably. » Exactly. Right. Yeah. Well said. So, » Exactly. Right. Yeah. Well said. So, » Exactly. Right. Yeah. Well said. So, there's uh so yeah, there's a lot of there's uh so yeah, there's a lot of there's uh so yeah, there's a lot of opportunity out there to get the word opportunity out there to get the word opportunity out there to get the word out, so to speak, on that. I mean, I out, so to speak, on that. I mean, I out, so to speak, on that. I mean, I think there's the Sylvania company um think there's the Sylvania company um think there's the Sylvania company um that we all know, one of the big three that we all know, one of the big three that we all know, one of the big three that made light bulbs back years ago. that made light bulbs back years ago. that made light bulbs back years ago. They estimated that there's still 12 They estimated that there's still 12 They estimated that there's still 12 billion fluorescent light bulbs in the billion fluorescent light bulbs in the billion fluorescent light bulbs in the United States being burned right now. United States being burned right now. United States being burned right now. So, yeah. So, even So, yeah. So, even So, yeah. So, even are they still sold? are they still sold? are they still sold? » Yeah, you can still Yeah. Yeah. Yeah. » Yeah, you can still Yeah. Yeah. Yeah. » Yeah, you can still Yeah. Yeah. Yeah. Yep. Absolutely. Yep. Absolutely. Yep. Absolutely. » I guess just because of the fixture be » I guess just because of the fixture be » I guess just because of the fixture be about the only reason you buy it and about the only reason you buy it and about the only reason you buy it and » Well, they're still inexpensive. Yeah. » Well, they're still inexpensive. Yeah. » Well, they're still inexpensive. Yeah. Yeah. Yeah. They're still inexpensive. Yeah. Yeah. They're still inexpensive. Yeah. Yeah. They're still inexpensive. Yeah. So, I mean, yeah, we get into the Yeah. So, I mean, yeah, we get into the Yeah. So, I mean, yeah, we get into the nuance of that, right? The the nuance of that, right? The the nuance of that, right? The the » fluorescent wasn't necessarily » fluorescent wasn't necessarily » fluorescent wasn't necessarily inefficient, but it's just it's life inefficient, but it's just it's life inefficient, but it's just it's life shorter, right? So, you got the shorter, right? So, you got the shorter, right? So, you got the maintenance involved in replacing lamp maintenance involved in replacing lamp maintenance involved in replacing lamp and draft ballast don't last as long and draft ballast don't last as long and draft ballast don't last as long and all that. So, not only do they all that. So, not only do they all that. So, not only do they » the fixture not last as long as an LED, » the fixture not last as long as an LED, » the fixture not last as long as an LED, but then there's there's cost in but then there's there's cost in but then there's there's cost in maintaining them. So, yeah. maintaining them. So, yeah. maintaining them. So, yeah. » Um » Um » Um » then also, you know, I was just speaking » then also, you know, I was just speaking » then also, you know, I was just speaking with well actually um Jackie in our in with well actually um Jackie in our in with well actually um Jackie in our in our BNI group. Um you know, some people our BNI group. Um you know, some people our BNI group. Um you know, some people uh if you know how like a movie works, uh if you know how like a movie works, uh if you know how like a movie works, right? The the picture changes fast right? The the picture changes fast right? The the picture changes fast enough just faster than our eyeball can enough just faster than our eyeball can enough just faster than our eyeball can recognize it, right? So it seems like recognize it, right? So it seems like recognize it, right? So it seems like it's motion picture, right? Well, some it's motion picture, right? Well, some it's motion picture, right? Well, some people's eyes are a little bit faster. people's eyes are a little bit faster. people's eyes are a little bit faster. Those people can detect fluorescent Those people can detect fluorescent Those people can detect fluorescent lights flashing. lights flashing. lights flashing. » And so fluorescent lights actually » And so fluorescent lights actually » And so fluorescent lights actually flash, you know, with the with the herz flash, you know, with the with the herz flash, you know, with the with the herz cycle faster than our most human eyes cycle faster than our most human eyes cycle faster than our most human eyes can recognize. can recognize. can recognize. » I'm going to say bowl on that. You are » I'm going to say bowl on that. You are » I'm going to say bowl on that. You are » I'm going to say bowl. Tyler, prove me » I'm going to say bowl. Tyler, prove me » I'm going to say bowl. Tyler, prove me wrong. wrong. wrong. » No, he's right. » No, he's right. » No, he's right. » I knew he could see. I know » I knew he could see. I know » I knew he could see. I know you I I don't know that you've actually you I I don't know that you've actually you I I don't know that you've actually told me, but I have been in multiple told me, but I have been in multiple told me, but I have been in multiple situations where Tyler's gone, "Oh, situations where Tyler's gone, "Oh, situations where Tyler's gone, "Oh, that's fluorescent." that's fluorescent." that's fluorescent." » Yeah. » Yeah. » Yeah. » Just like that. Yeah. » Just like that. Yeah. » Just like that. Yeah. » That's why I wanted to stir him up. » That's why I wanted to stir him up. » That's why I wanted to stir him up. » Some people It's really bothersome. I've » Some people It's really bothersome. I've » Some people It's really bothersome. I've uh I've helped a church replace their uh I've helped a church replace their uh I've helped a church replace their lighting where they had uh Yeah. people lighting where they had uh Yeah. people lighting where they had uh Yeah. people in the congre a young girl in the congre in the congre a young girl in the congre in the congre a young girl in the congregation who really struggled being congregation who really struggled being congregation who really struggled being in the sanctuary because of it. So yeah. in the sanctuary because of it. So yeah. in the sanctuary because of it. So yeah. So anyway, So anyway, So anyway, » yeah, the buzzing on a balance, that is » yeah, the buzzing on a balance, that is » yeah, the buzzing on a balance, that is the worst. It's just like I the worst. It's just like I the worst. It's just like I don't want to exist anymore. When you don't want to exist anymore. When you don't want to exist anymore. When you sit in a room with some buzzing lights, sit in a room with some buzzing lights, sit in a room with some buzzing lights, I just I think that's a form I just I think that's a form I just I think that's a form of torture. If you want to torture of torture. If you want to torture of torture. If you want to torture someone, someone, someone, » I suppose we all have our own » I suppose we all have our own » I suppose we all have our own sensitivities, right? sensitivities, right? sensitivities, right? » Yeah, exactly. Minor noises for sure. » Yeah, exactly. Minor noises for sure. » Yeah, exactly. Minor noises for sure. Minor noises, less lighting. I could I Minor noises, less lighting. I could I Minor noises, less lighting. I could I could be in a cave with a little light could be in a cave with a little light could be in a cave with a little light and be fine. My wife is very dependent and be fine. My wife is very dependent and be fine. My wife is very dependent on good light. M on good light. M on good light. M » she has to go out. She she'll get low, » she has to go out. She she'll get low, » she has to go out. She she'll get low, which is you were talking about the which is you were talking about the which is you were talking about the energy and the uh circadian cycle that I energy and the uh circadian cycle that I energy and the uh circadian cycle that I » and she'll just literally like I got to » and she'll just literally like I got to » and she'll just literally like I got to get outside right now. Like and she'll get outside right now. Like and she'll get outside right now. Like and she'll just get outside in the sun just get outside in the sun just get outside in the sun » and just like literally recharge » and just like literally recharge » and just like literally recharge and then like a solar panel and then like a solar panel and then like a solar panel and then comes back in completely better and then comes back in completely better and then comes back in completely better mood, right? She's like, mood, right? She's like, mood, right? She's like, » "All right, I feel better." Like I just » "All right, I feel better." Like I just » "All right, I feel better." Like I just And I think she gets claustrophobic, And I think she gets claustrophobic, And I think she gets claustrophobic, too. Like she doesn't like closed too. Like she doesn't like closed too. Like she doesn't like closed spaces. She likes open spaces. But spaces. She likes open spaces. But spaces. She likes open spaces. But yeah, the sun and obviously vitamin D. yeah, the sun and obviously vitamin D. yeah, the sun and obviously vitamin D. There's all kinds of There's all kinds of There's all kinds of » Yeah, sure. Right. » Yeah, sure. Right. » Yeah, sure. Right. » Amazing things from that. » Amazing things from that. » Amazing things from that. » Yeah, that's interesting, too. Right. » Yeah, that's interesting, too. Right. » Yeah, that's interesting, too. Right. Vitamin D. I've heard that people in New Vitamin D. I've heard that people in New Vitamin D. I've heard that people in New York have like will experience York have like will experience York have like will experience unmeasurable levels of vitamin D during unmeasurable levels of vitamin D during unmeasurable levels of vitamin D during the winter time because all the winter time because all the winter time because all the buildings are blocking the sun and buildings are blocking the sun and buildings are blocking the sun and everything. So, you know, none, you everything. So, you know, none, you everything. So, you know, none, you know, they may get no sun exposure for know, they may get no sun exposure for know, they may get no sun exposure for months. months. months. » That's a good point. When we're in New » That's a good point. When we're in New » That's a good point. When we're in New York, it was weird. We rarely, which York, it was weird. We rarely, which York, it was weird. We rarely, which » based on the time of day when we went » based on the time of day when we went » based on the time of day when we went inside and came out, we never felt the inside and came out, we never felt the inside and came out, we never felt the sun. Yeah, sun. Yeah, sun. Yeah, » just because it's always on the wrong » just because it's always on the wrong » just because it's always on the wrong side of the skyscrapers. Yeah. side of the skyscrapers. Yeah. side of the skyscrapers. Yeah. » And snow and ice there stays for way too » And snow and ice there stays for way too » And snow and ice there stays for way too long in certain long in certain long in certain » certain parts. » certain parts. » certain parts. Shadowed always. Yeah. Can't get low Shadowed always. Yeah. Can't get low Shadowed always. Yeah. Can't get low enough. enough. enough. » Yeah. That's pretty interesting. So » Yeah. That's pretty interesting. So » Yeah. That's pretty interesting. So you're Yeah. Go ahead. you're Yeah. Go ahead. you're Yeah. Go ahead. » Another circadian rhythm thing, right? » Another circadian rhythm thing, right? » Another circadian rhythm thing, right? So I've recently heard that um So I've recently heard that um So I've recently heard that um » you know, as as we age, our eyes get » you know, as as we age, our eyes get » you know, as as we age, our eyes get worse, right? Decline. One one worse, right? Decline. One one worse, right? Decline. One one preventative measure is red light in the preventative measure is red light in the preventative measure is red light in the morning. So that early morning red morning. So that early morning red morning. So that early morning red light as it comes up apparently just a light as it comes up apparently just a light as it comes up apparently just a few minutes of exposure of that red few minutes of exposure of that red few minutes of exposure of that red light can like almost reverse um light can like almost reverse um light can like almost reverse um macular degeneration. macular degeneration. macular degeneration. » Really? » Really? » Really? » That's what I heard recently » That's what I heard recently » That's what I heard recently now. I don't know. now. I don't know. now. I don't know. » I know there's all these light therapies » I know there's all these light therapies » I know there's all these light therapies now. And I've heard of red light now. And I've heard of red light now. And I've heard of red light therapy, but I've never actually I therapy, but I've never actually I therapy, but I've never actually I always assume maybe it was like skin always assume maybe it was like skin always assume maybe it was like skin stuff too. I know there's like light stuff too. I know there's like light stuff too. I know there's like light therapy for skin. therapy for skin. therapy for skin. » Um but yeah, for your eyes that sounds » Um but yeah, for your eyes that sounds » Um but yeah, for your eyes that sounds So you just like stare at it like So you just like stare at it like So you just like stare at it like » just watch the sunrise, buddy. Get up » just watch the sunrise, buddy. Get up » just watch the sunrise, buddy. Get up early, early, early, » right? I tried that once. I remember » right? I tried that once. I remember » right? I tried that once. I remember doing that the first time. That was doing that the first time. That was doing that the first time. That was awful. awful. awful. » It was not at all what Haley and I were » It was not at all what Haley and I were » It was not at all what Haley and I were dating and she was going to Japan uh dating and she was going to Japan uh dating and she was going to Japan uh with her mom to see her brother. And so, with her mom to see her brother. And so, with her mom to see her brother. And so, you know, we're like early day. We're you know, we're like early day. We're you know, we're like early day. We're like, we're going to miss each other. like, we're going to miss each other. like, we're going to miss each other. Like, let's go look at the sunrise in Like, let's go look at the sunrise in Like, let's go look at the sunrise in the morning. And we drive out there and the morning. And we drive out there and the morning. And we drive out there and it comes up and we're both just like ah it comes up and we're both just like ah it comes up and we're both just like ah like it was so bright. Like, dude, we're like it was so bright. Like, dude, we're like it was so bright. Like, dude, we're just eyes watering like [clears throat] just eyes watering like [clears throat] just eyes watering like [clears throat] what are we doing? Like obviously it's what are we doing? Like obviously it's what are we doing? Like obviously it's more about it's like right before it more about it's like right before it more about it's like right before it comes up. comes up. comes up. » Yeah, there you go. Yeah, » Yeah, there you go. Yeah, » Yeah, there you go. Yeah, » we just missed time the whole thing. » we just missed time the whole thing. » we just missed time the whole thing. Yeah, like well it's it's risen. It's Yeah, like well it's it's risen. It's Yeah, like well it's it's risen. It's rising rising rising » and it hurts. » and it hurts. » and it hurts. » Sorry, that was completely tangent, but » Sorry, that was completely tangent, but » Sorry, that was completely tangent, but » uh Yeah, » uh Yeah, » uh Yeah, » maybe you got enough to make your eyes. » maybe you got enough to make your eyes. » maybe you got enough to make your eyes. I'm good for life. Yeah, I'm good for life. Yeah, I'm good for life. Yeah, » I knock on wood. I have good eyes thus » I knock on wood. I have good eyes thus » I knock on wood. I have good eyes thus far. So far. So far. So » Well, that's good. Yeah. Yeah. Yeah. My » Well, that's good. Yeah. Yeah. Yeah. My » Well, that's good. Yeah. Yeah. Yeah. My dad said that playing for glasses at 50. dad said that playing for glasses at 50. dad said that playing for glasses at 50. » Yeah. Yeah, I totally could see that. I » Yeah. Yeah, I totally could see that. I » Yeah. Yeah, I totally could see that. I think that's about when it happened to think that's about when it happened to think that's about when it happened to my my parents both started all a sudden my my parents both started all a sudden my my parents both started all a sudden needing things to read and needing things to read and needing things to read and » Yeah. Yeah. Yeah. Well, Kayla just got » Yeah. Yeah. Yeah. Well, Kayla just got » Yeah. Yeah. Yeah. Well, Kayla just got that uh red light therapy box at her that uh red light therapy box at her that uh red light therapy box at her » Oh, yeah. At her uh uh salon. » Oh, yeah. At her uh uh salon. » Oh, yeah. At her uh uh salon. » Mhm. » Mhm. » Mhm. » Yeah. I need to I need to look into » Yeah. I need to I need to look into » Yeah. I need to I need to look into that. that. that. » It sounds great if I don't have to look » It sounds great if I don't have to look » It sounds great if I don't have to look at it. at it. at it. » So, so I think if somebody It's pretty » So, so I think if somebody It's pretty » So, so I think if somebody It's pretty interesting your model that rebate interesting your model that rebate interesting your model that rebate program is pretty powerful tool. program is pretty powerful tool. program is pretty powerful tool. » Yeah. » Yeah. » Yeah. » Marketing tool, right? uh for business » Marketing tool, right? uh for business » Marketing tool, right? uh for business owners and then getting those obviously owners and then getting those obviously owners and then getting those obviously building out referrals. Um and I'm sure building out referrals. Um and I'm sure building out referrals. Um and I'm sure that's in other states, but essentially that's in other states, but essentially that's in other states, but essentially your lead funnel is it's pretty your lead funnel is it's pretty your lead funnel is it's pretty cool if they can afford the labor side. cool if they can afford the labor side. cool if they can afford the labor side. Yeah. Yeah. Yeah. » Right. That's kind of the And then if » Right. That's kind of the And then if » Right. That's kind of the And then if there's actual electrical savings, is there's actual electrical savings, is there's actual electrical savings, is there a way to offset the other half there a way to offset the other half there a way to offset the other half like in value? like in value? like in value? » Yeah. I mean, » Yeah. I mean, » Yeah. I mean, » we talked about some of them like it's » we talked about some of them like it's » we talked about some of them like it's going to look better. going to look better. going to look better. » You touched on it and I didn't get all » You touched on it and I didn't get all » You touched on it and I didn't get all the way there, but yeah, of course the way there, but yeah, of course the way there, but yeah, of course there's energy savings, right? So LED there's energy savings, right? So LED there's energy savings, right? So LED takes up I mean the rule of thumb I mean takes up I mean the rule of thumb I mean takes up I mean the rule of thumb I mean fluorescent to metal there's some fluorescent to metal there's some fluorescent to metal there's some differences but you know it's can be 80% differences but you know it's can be 80% differences but you know it's can be 80% less electricity right so usually you're less electricity right so usually you're less electricity right so usually you're seeing a payback even if they're paying seeing a payback even if they're paying seeing a payback even if they're paying for the labor they're payback is for the labor they're payback is for the labor they're payback is » you know a year and a half of » you know a year and a half of » you know a year and a half of [clears throat] just electrical energy [clears throat] just electrical energy [clears throat] just electrical energy bill savings right and then the fixtures bill savings right and then the fixtures bill savings right and then the fixtures are going to last 10 years or more so are going to last 10 years or more so are going to last 10 years or more so yeah they just keep on paying for yeah they just keep on paying for yeah they just keep on paying for themselves year after year so so yeah themselves year after year so so yeah themselves year after year so so yeah it's a it's it's a it's it's a it's yeah I mean usually if I get to the yeah I mean usually if I get to the yeah I mean usually if I get to the person who makes the decision, they person who makes the decision, they person who makes the decision, they almost always say yes because it makes a almost always say yes because it makes a almost always say yes because it makes a lot of sense, right? lot of sense, right? lot of sense, right? » Right. Yeah. » Right. Yeah. » Right. Yeah. » Yeah. » Yeah. » Yeah. » And I I'm assuming the consistent thing » And I I'm assuming the consistent thing » And I I'm assuming the consistent thing that goes away someday, the business that goes away someday, the business that goes away someday, the business model would be new a lot of new model would be new a lot of new model would be new a lot of new construction and remodeling obviously. construction and remodeling obviously. construction and remodeling obviously. So, keeping that side of your business. So, keeping that side of your business. So, keeping that side of your business. » Sure. Connected and growing. » Sure. Connected and growing. » Sure. Connected and growing. » Absolutely. Yeah. Yeah. And that's a » Absolutely. Yeah. Yeah. And that's a » Absolutely. Yeah. Yeah. And that's a bigger I mean that's a bigger part of my bigger I mean that's a bigger part of my bigger I mean that's a bigger part of my business today already. um you know the business today already. um you know the business today already. um you know the EverG program's a nice gravy on top the EverG program's a nice gravy on top the EverG program's a nice gravy on top and I do help some contractor I mean and I do help some contractor I mean and I do help some contractor I mean have some contractors that look to us have some contractors that look to us have some contractors that look to us that when they when they find these that when they when they find these that when they when they find these opportunities that they use us to opportunities that they use us to opportunities that they use us to help put it together though help put it together though help put it together though » as I mentioned the paperwork can be a » as I mentioned the paperwork can be a » as I mentioned the paperwork can be a little bit daunting so getting through little bit daunting so getting through little bit daunting so getting through the through the process but um the through the process but um the through the process but um » but yeah absolutely I mean say to your » but yeah absolutely I mean say to your » but yeah absolutely I mean say to your point um electrical contractors are point um electrical contractors are point um electrical contractors are really my my day-to-day in dayout really my my day-to-day in dayout really my my day-to-day in dayout clients right yeah clients right yeah clients right yeah » uh your leadfunnel concept how do to » uh your leadfunnel concept how do to » uh your leadfunnel concept how do to bring in new clients today uh outside of bring in new clients today uh outside of bring in new clients today uh outside of uh your existing referral base. uh your existing referral base. uh your existing referral base. » Yeah, I think uh so it's a lot of I mean » Yeah, I think uh so it's a lot of I mean » Yeah, I think uh so it's a lot of I mean we we uh there's programs in the we we uh there's programs in the we we uh there's programs in the industry that do a pretty good job of industry that do a pretty good job of industry that do a pretty good job of capturing the jobs that are happening in capturing the jobs that are happening in capturing the jobs that are happening in the market, right? So something you know the market, right? So something you know the market, right? So something you know if you're not in construction board or if you're not in construction board or if you're not in construction board or something. something. something. » Exactly right. Yeah. Exactly right, Sam. » Exactly right. Yeah. Exactly right, Sam. » Exactly right. Yeah. Exactly right, Sam. So yeah, so there's people capturing So yeah, so there's people capturing So yeah, so there's people capturing those. So, we try to chase those jobs those. So, we try to chase those jobs those. So, we try to chase those jobs when we find one that's the right when we find one that's the right when we find one that's the right opportunity for us that we have the opportunity for us that we have the opportunity for us that we have the right type of customers bidding on it. right type of customers bidding on it. right type of customers bidding on it. Um, oftent times, you know, as I said, Um, oftent times, you know, as I said, Um, oftent times, you know, as I said, we're customercentric, so we may only we're customercentric, so we may only we're customercentric, so we may only bid to one or two contractors on a on a bid to one or two contractors on a on a bid to one or two contractors on a on a project. But, um, oftentimes, you know, project. But, um, oftentimes, you know, project. But, um, oftentimes, you know, the sometimes happen is they'll see our the sometimes happen is they'll see our the sometimes happen is they'll see our number and then they will end up getting number and then they will end up getting number and then they will end up getting involved with another contractor who involved with another contractor who involved with another contractor who didn't use us initially just because, didn't use us initially just because, didn't use us initially just because, you know, now our number's out there, you know, now our number's out there, you know, now our number's out there, now it makes sense, people want to use now it makes sense, people want to use now it makes sense, people want to use us. Yeah. So, yeah. Yeah. So, I think us. Yeah. So, yeah. Yeah. So, I think us. Yeah. So, yeah. Yeah. So, I think our client partner base our client partner base our client partner base continues to grow that way kind of continues to grow that way kind of continues to grow that way kind of organically and slowly. I think we don't organically and slowly. I think we don't organically and slowly. I think we don't want to, you know, we're not looking to want to, you know, we're not looking to want to, you know, we're not looking to serve everyone in the market. We want serve everyone in the market. We want serve everyone in the market. We want some um we want partners that we can some um we want partners that we can some um we want partners that we can work with and have a trusting work with and have a trusting work with and have a trusting relationship with and you know, work relationship with and you know, work relationship with and you know, work together to to find solutions and not uh together to to find solutions and not uh together to to find solutions and not uh » you not be everything to everyone and » you not be everything to everyone and » you not be everything to everyone and not make it transactional, not make it not make it transactional, not make it not make it transactional, not make it necessarily about price. Um yeah, necessarily about price. Um yeah, necessarily about price. Um yeah, » although you know oftentimes that's what » although you know oftentimes that's what » although you know oftentimes that's what leads us to the project, but we like to leads us to the project, but we like to leads us to the project, but we like to think we offer uh solutions and um think we offer uh solutions and um think we offer uh solutions and um transparency that most don't. So transparency that most don't. So transparency that most don't. So » yeah, we will heal your eyes. We put » yeah, we will heal your eyes. We put » yeah, we will heal your eyes. We put these you could just start inventing these you could just start inventing these you could just start inventing concepts like that where it's like we concepts like that where it's like we concepts like that where it's like we stick red light at urinal and it just stick red light at urinal and it just stick red light at urinal and it just flashes your employees and their eyes flashes your employees and their eyes flashes your employees and their eyes restored. restored. restored. » That's that I just had to finally get » That's that I just had to finally get » That's that I just had to finally get out of my head. That was in my head. out of my head. That was in my head. out of my head. That was in my head. It's been there for about 20 minutes It's been there for about 20 minutes It's been there for about 20 minutes » and I just had to say it. » and I just had to say it. » and I just had to say it. » No wonder you have so many businesses, » No wonder you have so many businesses, » No wonder you have so many businesses, Sam. Yeah. So many ideas. Sam. Yeah. So many ideas. Sam. Yeah. So many ideas. » You know the sensor for the ernal that » You know the sensor for the ernal that » You know the sensor for the ernal that already blinks red. It's already there. already blinks red. It's already there. already blinks red. It's already there. Just got empower. Yeah. Just a little Just got empower. Yeah. Just a little Just got empower. Yeah. Just a little cell phone flash powered. Hey, we just cell phone flash powered. Hey, we just cell phone flash powered. Hey, we just cured your janitor. The custodial cured your janitor. The custodial cured your janitor. The custodial business will I mean it'll be a little business will I mean it'll be a little business will I mean it'll be a little tougher keeping it clean. There might be tougher keeping it clean. There might be tougher keeping it clean. There might be more missing, but like more missing, but like more missing, but like they're too scared to get so close. they're too scared to get so close. they're too scared to get so close. » It's good. better. You know, » It's good. better. You know, » It's good. better. You know, » okay, » okay, » okay, » once you've been blinded. » once you've been blinded. » once you've been blinded. » Where was I aiming again? Oh man, I » Where was I aiming again? Oh man, I » Where was I aiming again? Oh man, I don't even know where. As it flushes, don't even know where. As it flushes, don't even know where. As it flushes, right? right? right? » As it flushes. Yeah, there you go. For » As it flushes. Yeah, there you go. For » As it flushes. Yeah, there you go. For this. » Oh, it's too good. Um, so » Oh, it's too good. Um, so [clears throat] yeah, that makes sense [clears throat] yeah, that makes sense [clears throat] yeah, that makes sense on the lead funnel. Back to the lead on the lead funnel. Back to the lead on the lead funnel. Back to the lead funnel. funnel. funnel. » Yeah. » Yeah. » Yeah. » Uh, yeah. Bid board, referrals. Uh I » Uh, yeah. Bid board, referrals. Uh I » Uh, yeah. Bid board, referrals. Uh I also feel like it's uh I mean there's also feel like it's uh I mean there's also feel like it's uh I mean there's probably some opportunity to get the probably some opportunity to get the probably some opportunity to get the word out about Evergy that to the right word out about Evergy that to the right word out about Evergy that to the right players. Yeah. players. Yeah. players. Yeah. » So do you do much cold calling » So do you do much cold calling » So do you do much cold calling » in your business? » in your business? » in your business? » Not a lot. No. I mean I think you know » Not a lot. No. I mean I think you know » Not a lot. No. I mean I think you know when it comes to contractors I you know when it comes to contractors I you know when it comes to contractors I you know from my previous industry experience I from my previous industry experience I from my previous industry experience I know most of them lot of them. You know most of them lot of them. You know most of them lot of them. You know certainly I meet new ones all the time. certainly I meet new ones all the time. certainly I meet new ones all the time. I try to get involved in uh industry I try to get involved in uh industry I try to get involved in uh industry events right. So um just last week events right. So um just last week events right. So um just last week or earlier this week rather uh Wednesday or earlier this week rather uh Wednesday or earlier this week rather uh Wednesday go have lunch with the independent go have lunch with the independent go have lunch with the independent contractor group. So the non-union contractor group. So the non-union contractor group. So the non-union contractors get together monthly and contractors get together monthly and contractors get together monthly and just you know talk about whatever issue. just you know talk about whatever issue. just you know talk about whatever issue. So yeah so those opportunities So yeah so those opportunities So yeah so those opportunities give me a chance to give me a chance to give me a chance to » tell them what we're doing much like » tell them what we're doing much like » tell them what we're doing much like today and um remind them who we are and today and um remind them who we are and today and um remind them who we are and yeah get opportunities come out of the yeah get opportunities come out of the yeah get opportunities come out of the ground that of like I said people that ground that of like I said people that ground that of like I said people that I've known for a long time that maybe I've known for a long time that maybe I've known for a long time that maybe not working with Titan today but maybe not working with Titan today but maybe not working with Titan today but maybe they will be tomorrow. Right. So and they will be tomorrow. Right. So and they will be tomorrow. Right. So and [snorts] then yeah uh you know as you [snorts] then yeah uh you know as you [snorts] then yeah uh you know as you put it um the indust the everdue program put it um the indust the everdue program put it um the indust the everdue program gives us a lot of opportunities to meet gives us a lot of opportunities to meet gives us a lot of opportunities to meet a lot of business owners and you know a lot of business owners and you know a lot of business owners and you know they all have networks and so our name they all have networks and so our name they all have networks and so our name continues to spread and I think we got continues to spread and I think we got continues to spread and I think we got introduced to not only business owners introduced to not only business owners introduced to not only business owners but business owners within the but business owners within the but business owners within the construction industry because a lot of construction industry because a lot of construction industry because a lot of you know a lot of different businesses you know a lot of different businesses you know a lot of different businesses touch construction industry in one way touch construction industry in one way touch construction industry in one way or another. So, um, there are times or another. So, um, there are times or another. So, um, there are times where we're able to serve general where we're able to serve general where we're able to serve general contractors, too, you know, kind of the contractors, too, you know, kind of the contractors, too, you know, kind of the kind of helping put the project together kind of helping put the project together kind of helping put the project together and » Yeah. So, » Yeah. So, » Yeah. So, » yeah. Or they can tell the electrician » yeah. Or they can tell the electrician » yeah. Or they can tell the electrician that this is our supplier. that this is our supplier. that this is our supplier. » Yep. Yep. Exactly right. That makes » Yep. Yep. Exactly right. That makes » Yep. Yep. Exactly right. That makes sense. sense. sense. » Yeah. What's the What's the dream » Yeah. What's the What's the dream » Yeah. What's the What's the dream five 10 years from now? What are you five 10 years from now? What are you five 10 years from now? What are you What are you trying to build, Brandon? What are you trying to build, Brandon? What are you trying to build, Brandon? » Yeah. I'd like to grow it. Yeah. So, I » Yeah. I'd like to grow it. Yeah. So, I » Yeah. I'd like to grow it. Yeah. So, I think five years I think uh um I' think five years I think uh um I' think five years I think uh um I' obviously I'd like to grow this obviously I'd like to grow this obviously I'd like to grow this location. Um, I think location. Um, I think location. Um, I think » nice 10 employees doing about 10 million » nice 10 employees doing about 10 million » nice 10 employees doing about 10 million a year, maybe 12 would be would be good a year, maybe 12 would be would be good a year, maybe 12 would be would be good in 5 years. Um, 10 years from now, maybe in 5 years. Um, 10 years from now, maybe in 5 years. Um, 10 years from now, maybe a couple more locations in the region. a couple more locations in the region. a couple more locations in the region. » That's the next level. » That's the next level. » That's the next level. » Yeah, I think so. Yep. Yep. Helping some » Yeah, I think so. Yep. Yep. Helping some » Yeah, I think so. Yep. Yep. Helping some other people other people other people » start their dream, right? they have they » start their dream, right? they have they » start their dream, right? they have they uh have certainly seen their own uh uh have certainly seen their own uh uh have certainly seen their own uh holes and issues with the way the holes and issues with the way the holes and issues with the way the industry is doing things and I'd like to industry is doing things and I'd like to industry is doing things and I'd like to help support them and kind of you know help support them and kind of you know help support them and kind of you know be their bank and help them help be their bank and help them help be their bank and help them help them over the hurdles that I didn't see them over the hurdles that I didn't see them over the hurdles that I didn't see coming that you know we'll have some of coming that you know we'll have some of coming that you know we'll have some of that established and that established and that established and » kind of like a dealership model » kind of like a dealership model » kind of like a dealership model » yeah a little bit essentially yeah not » yeah a little bit essentially yeah not » yeah a little bit essentially yeah not necessarily franchise not necessarily franchise not necessarily franchise not necessarily ESO but some version in necessarily ESO but some version in necessarily ESO but some version in the middle where we help them we help the middle where we help them we help the middle where we help them we help them get going cuz I know the challenges them get going cuz I know the challenges them get going cuz I know the challenges that I faced and um that I faced and um that I faced and um » yeah that's Yeah, they're they come from » yeah that's Yeah, they're they come from » yeah that's Yeah, they're they come from all angles and so yeah, just helping all angles and so yeah, just helping all angles and so yeah, just helping somebody get past some of those, they'd somebody get past some of those, they'd somebody get past some of those, they'd be they'd have a, you know, couple year be they'd have a, you know, couple year be they'd have a, you know, couple year head start. head start. head start. » Yeah. » Yeah. » Yeah. » Yeah. So, but I think there's a lot of » Yeah. So, but I think there's a lot of » Yeah. So, but I think there's a lot of guys um like myself, you know, that they guys um like myself, you know, that they guys um like myself, you know, that they got to a certain point in their career got to a certain point in their career got to a certain point in their career and kind of see that, you know, working and kind of see that, you know, working and kind of see that, you know, working in that corporate world is not working in that corporate world is not working in that corporate world is not necessarily what they want. They'd love necessarily what they want. They'd love necessarily what they want. They'd love to do it themselves. They don't really to do it themselves. They don't really to do it themselves. They don't really see the angle. They don't really see the angle. They don't really see the angle. They don't really see the way, you know, the path. Um, the way, you know, the path. Um, the way, you know, the path. Um, » yeah. » yeah. » yeah. » You know, million reasons are they're » You know, million reasons are they're » You know, million reasons are they're staying stuck in the in the in the rat staying stuck in the in the in the rat staying stuck in the in the in the rat race. And, um, yeah, I like to help a race. And, um, yeah, I like to help a race. And, um, yeah, I like to help a couple of guys get out. couple of guys get out. couple of guys get out. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » What's your superpower? What is » What's your superpower? What is » What's your superpower? What is Brandon really good at, Brandon really good at, Brandon really good at, » man? We're all really hard on ourselves. » man? We're all really hard on ourselves. » man? We're all really hard on ourselves. » Yeah. » Yeah. » Yeah. » And we we tend to talk about what we » And we we tend to talk about what we » And we we tend to talk about what we suck at, but what do you suck at, but what do you suck at, but what do you » Yeah, sure. » Yeah, sure. » Yeah, sure. » What are you good at in business, you » What are you good at in business, you » What are you good at in business, you think? think? think? » I think I'm really good at at ideas, » I think I'm really good at at ideas, » I think I'm really good at at ideas, right? I'm good at the idea part. I'm right? I'm good at the idea part. I'm right? I'm good at the idea part. I'm not necessarily that good at seeing all not necessarily that good at seeing all not necessarily that good at seeing all the way to the finish line. So, I need the way to the finish line. So, I need the way to the finish line. So, I need good people around me to do that. Um, good people around me to do that. Um, good people around me to do that. Um, efficiencies. Got to hate efficiencies. Got to hate efficiencies. Got to hate inefficiencies. So, I'm very good at at inefficiencies. So, I'm very good at at inefficiencies. So, I'm very good at at » noticing those trying to and coming up » noticing those trying to and coming up » noticing those trying to and coming up with the idea to solve them. Maybe not with the idea to solve them. Maybe not with the idea to solve them. Maybe not maybe not actually solving it, but I maybe not actually solving it, but I maybe not actually solving it, but I feel like Yeah. So, you know, know feel like Yeah. So, you know, know feel like Yeah. So, you know, know thyself. I definitely know that I'm not thyself. I definitely know that I'm not thyself. I definitely know that I'm not the guy that's going to uh to to to the guy that's going to uh to to to the guy that's going to uh to to to develop the process or get down in develop the process or get down in develop the process or get down in the minutia and get it. I mean, I can do the minutia and get it. I mean, I can do the minutia and get it. I mean, I can do that. It's just, you know, that takes a that. It's just, you know, that takes a that. It's just, you know, that takes a lot of energy, right? Yeah. So, but lot of energy, right? Yeah. So, but lot of energy, right? Yeah. So, but yeah, I can spout ideas all day long. yeah, I can spout ideas all day long. yeah, I can spout ideas all day long. » Yeah. » Yeah. » Yeah. » Well, I mean, identifying it and if it's » Well, I mean, identifying it and if it's » Well, I mean, identifying it and if it's a legit problem, right, and here's a legit problem, right, and here's a legit problem, right, and here's here's the solution. I don't know how to here's the solution. I don't know how to here's the solution. I don't know how to make it, but make it, but make it, but » that's step one. » that's step one. » that's step one. » There's a lot of makers. » There's a lot of makers. » There's a lot of makers. » Yeah. And sometimes I even have the idea » Yeah. And sometimes I even have the idea » Yeah. And sometimes I even have the idea of how it should be made, you know, the of how it should be made, you know, the of how it should be made, you know, the 10,000 foot view. the 10,000 foot view. the 10,000 foot view. » Yeah. And it's getting down to Yeah. » Yeah. And it's getting down to Yeah. » Yeah. And it's getting down to Yeah. » Yeah. But gosh, little I mean, » Yeah. But gosh, little I mean, » Yeah. But gosh, little I mean, inefficiencies are one thing that just inefficiencies are one thing that just inefficiencies are one thing that just drives me up the wall. So, drives me up the wall. So, drives me up the wall. So, » yeah. » yeah. » yeah. » Well, good thing you're in lighting and » Well, good thing you're in lighting and » Well, good thing you're in lighting and » Yeah. Energy rebates. » Yeah. Energy rebates. » Yeah. Energy rebates. » Exactly. Make things more » Exactly. Make things more » Exactly. Make things more efficient. efficient. efficient. » That's awesome. Well, I I will say in » That's awesome. Well, I I will say in » That's awesome. Well, I I will say in the short time I've known you, I I even the short time I've known you, I I even the short time I've known you, I I even told Norris, I said, "This one's just told Norris, I said, "This one's just told Norris, I said, "This one's just going to be a lot of fun, and it's going to be a lot of fun, and it's going to be a lot of fun, and it's going to be hard for me not to just have fun to be hard for me not to just have fun to be hard for me not to just have fun because you're just a fun dude. BNI uh because you're just a fun dude. BNI uh because you're just a fun dude. BNI uh uh presentation just you're dry your dry uh presentation just you're dry your dry uh presentation just you're dry your dry your ability to go into dry humor just your ability to go into dry humor just your ability to go into dry humor just and just stay there no matter and just stay there no matter and just stay there no matter how uncomfortable people are. I really how uncomfortable people are. I really how uncomfortable people are. I really appreciate that about you. It's it's appreciate that about you. It's it's appreciate that about you. It's it's kind of refreshing like I'm just going kind of refreshing like I'm just going kind of refreshing like I'm just going to I'm just going to sit here. Oh, I to I'm just going to sit here. Oh, I to I'm just going to sit here. Oh, I don't care if you're uncomfortable. I'm don't care if you're uncomfortable. I'm don't care if you're uncomfortable. I'm I've got to I'm just going to I've got to I'm just going to I've got to I'm just going to lean into this. lean into this. lean into this. » Uh but yeah, I I I'm sure you're very » Uh but yeah, I I I'm sure you're very » Uh but yeah, I I I'm sure you're very likable and I think you do a good job of likable and I think you do a good job of likable and I think you do a good job of making people feel comfortable as well. making people feel comfortable as well. making people feel comfortable as well. » That's funny. in the short time I've » That's funny. in the short time I've » That's funny. in the short time I've gotten to know you and you do have gotten to know you and you do have gotten to know you and you do have good ideas and I' I've seen you execute good ideas and I' I've seen you execute good ideas and I' I've seen you execute some stuff. Um I really I love your some stuff. Um I really I love your some stuff. Um I really I love your website. You've done a good job with website. You've done a good job with website. You've done a good job with that. that. that. » Cool. Thanks, buddy. Appreciate that. » Cool. Thanks, buddy. Appreciate that. » Cool. Thanks, buddy. Appreciate that. It's gone through a few iterations. So, It's gone through a few iterations. So, It's gone through a few iterations. So, » it's come along. A » it's come along. A » it's come along. A » lot of come from these fingertips if you » lot of come from these fingertips if you » lot of come from these fingertips if you can imagine. can imagine. can imagine. » I know. Yeah. No, I Yeah, we can talk » I know. Yeah. No, I Yeah, we can talk » I know. Yeah. No, I Yeah, we can talk about that another time. I think I I about that another time. I think I I about that another time. I think I I think I know where what it came out of think I know where what it came out of think I know where what it came out of too potentially. too potentially. too potentially. » Yeah. Which was cool. I think you're » Yeah. Which was cool. I think you're » Yeah. Which was cool. I think you're using a good program if you're doing using a good program if you're doing using a good program if you're doing some of the work. some of the work. some of the work. » Yeah. » Yeah. » Yeah. » We can cut this out. This is completely » We can cut this out. This is completely » We can cut this out. This is completely relevant. relevant. relevant. » No, it's good. Well, you know, » No, it's good. Well, you know, » No, it's good. Well, you know, » but good job. Like I I remember meeting » but good job. Like I I remember meeting » but good job. Like I I remember meeting with you about that and I looked at it with you about that and I looked at it with you about that and I looked at it last night and I was like, "Hey, last night and I was like, "Hey, last night and I was like, "Hey, » good." » good." » good." » No. Cool. Well, I I appreciated sitting » No. Cool. Well, I I appreciated sitting » No. Cool. Well, I I appreciated sitting down with you and we had coffee and uh down with you and we had coffee and uh down with you and we had coffee and uh yeah, you've got um anyway, got my yeah, you've got um anyway, got my yeah, you've got um anyway, got my wheels turning ideas and you executed wheels turning ideas and you executed wheels turning ideas and you executed » well and uh you know, maybe we need your » well and uh you know, maybe we need your » well and uh you know, maybe we need your help someday. So, yeah. help someday. So, yeah. help someday. So, yeah. » Hopefully not. » Hopefully not. » Hopefully not. » Well, » Well, » Well, » I mean, look at that. I can't build a » I mean, look at that. I can't build a » I mean, look at that. I can't build a website like that. Tyler can. website like that. Tyler can. website like that. Tyler can. Well, you know, it's generating those Well, you know, it's generating those Well, you know, it's generating those [clears throat] leads, right? How do you [clears throat] leads, right? How do you [clears throat] leads, right? How do you take it from, hey, everybody needs a take it from, hey, everybody needs a take it from, hey, everybody needs a website, but you know, you want somebody website, but you know, you want somebody website, but you know, you want somebody to actually call you or reach out or to actually call you or reach out or to actually call you or reach out or how, however that is. how, however that is. how, however that is. » A lot of ways to do that, man. » A lot of ways to do that, man. » A lot of ways to do that, man. » Yeah. Exactly. Right. Marketing is a lot » Yeah. Exactly. Right. Marketing is a lot » Yeah. Exactly. Right. Marketing is a lot bigger than what we do. That's that's bigger than what we do. That's that's bigger than what we do. That's that's the like the longer we do it. It's like, the like the longer we do it. It's like, the like the longer we do it. It's like, man, there's so much that goes into man, there's so much that goes into man, there's so much that goes into » it is not at all what we do and it takes » it is not at all what we do and it takes » it is not at all what we do and it takes all of it. You know, it takes every all of it. You know, it takes every all of it. You know, it takes every piece of it and piece of it and piece of it and » some foundational things. So, » some foundational things. So, » some foundational things. So, » you mentioned it earlier. I think uh » you mentioned it earlier. I think uh » you mentioned it earlier. I think uh most of my probably wins or you know a most of my probably wins or you know a most of my probably wins or you know a lot of walking a lot of knocking on the lot of walking a lot of knocking on the lot of walking a lot of knocking on the door too a lot of lot of you know people door too a lot of lot of you know people door too a lot of lot of you know people that know me but I haven't seen them in that know me but I haven't seen them in that know me but I haven't seen them in a while and so you know that lukewarm a while and so you know that lukewarm a while and so you know that lukewarm call » I'm still here. » I'm still here. » I'm still here. » Hi. » Hi. » Hi. » Yeah. Hey. Hey. So » Yeah. Hey. Hey. So » Yeah. Hey. Hey. So » it's good. Well, thanks for coming on » it's good. Well, thanks for coming on » it's good. Well, thanks for coming on dude. I really appreciate you. dude. I really appreciate you. dude. I really appreciate you. » Appreciate you. Thanks for the time. » Appreciate you. Thanks for the time. » Appreciate you. Thanks for the time. » Yeah. Yeah. ---