I talked yesterday about mindset and at the time I really didn't know I was gonna create a series about it, but I'm gonna create a series about it. And we're gonna talk the next couple of episodes about mindset. And I said mindset is the foundation. Your mindset is the foundation for success, of maintaining success. I'm sorry. The foundation for maintaining success, not the foundation of success. It's the foundation for maintaining success. It's what keeps you focused on the prize. It's what keeps you focused on the thing that you need to accomplish. And so on a daily basis, you need to be renewing your mind. So what are some things you can do to renew your mind? That's what I wanna talk about, positive self-talk. David Goggins talks about the accountability mirror. And he talks about looking in that accountability mirror on a daily basis and telling himself truths and things that he knew that he needed to be able to do that day or that he had to accomplish that day. And he had to look in that mirror and say, did I accomplish this? Did I accomplish that? Or you didn't accomplish this. You didn't accomplish that. There was never a time when he called himself names. Never a time when he talked down to himself, he was just holding himself accountable in the accountability mirror, and take the accountability mirror a step further and have positive self-talk. I talk all the time about people talking into your life. Especially as kids, we get talked into our life. You can do this, you can do that. You can't do this. You can't do that. And that sets the foundation for our expectations in life. See, we're not born as Kings and Queens like we should have been with inside of our mindset, like the Royal family and Great Britain. You know, William was born as a prince, he was told his whole life one day, you're going to be king, William. It's amazing, right? Where we're born as individuals into a situation to where the people that are most predominant in our lives. Mostly parents, sometimes grandparents, sometimes aunts, sometimes uncles, teachers, things like that. And they're talking into your life and that talk then gets perpetuated by you. What you're good at. What you're not good at. I can do this. I can't do that. And so in order to be successful in order to maintain a foundation of success, you have to be renewing your mind daily, and a way to do that is through positive self-talk. Positive self-talk can help you correct that mindset on a daily basis. I'm not a loser, I'm a winner. I finish things. I complete things. I go the extra mile. I do what's necessary to make sh*t happen. That's all positive self-talk. And you need to be telling yourself on a daily basis because you see the renewing of your mind allows you to pursue the purpose that you created to pursue. So you want to make your mindset steel? That hard metal that can't be penetrated, practice positive self-talk on a daily basis. Tell yourself the things that are positive in your life. Renew your mind daily, DMN8 the day.

I talk a lot about mindset and how mindset is important to success, which isn't isn't wrong. Mindset is the foundation of maintaining success. It's not the foundation to success, it's the foundation to maintaining it. Cause all kinds of things to come at you on a daily, weekly, monthly basis to knock you off your goals, to knock you off of your pursuits. Mindset really it's like people think, oh well mindset is positive thinking, and that's part of it, that helps you to steal your mind. But mindset is more about where you're at today, where you want to go, and having no barriers to get there of yourself. So some people call it, you know, the Bible calls it, "killing your flesh" on a podcast, if you listen to it, they'll say "kill the clone", "kill yourself" because you see we're as humans we're made in an image of greatness, we're made in an image of greatness, but the problem is we're born, and we become part of this world, and then we begin to be told that you can't do something. You can't achieve this. If you're not as athletic physically, as you think you are in your mind, you're probably told, you can't play professional sports. And while that's funny, that's what makes people begin to change their minds. Like I want this goal once, I want this goal. And then people start talking into you, and they start talking, speaking into your life and you can accept that or you cannot accept it. You know, I've had people speaking in my life positively. I've had people speaking in my life negatively, and I didn't know at the time, especially teenage years, even younger than teenage years, didn't know at the time that that speaking into my life was causing or creating how I viewed the world, my inabilities or my abilities were defined by other people. And so it took years of becoming an adult and understanding that I'm not defined by someone else. I'm defined by the fact that I was born to be great. And my mindset is knowing that I have a purpose to perform, to be great. And so on a daily basis, I have to check myself at the door. I'm self, I'm not going to let you keep me back. I'm going to be great. I'm going to be better. I'm going to perform the purpose. And part of that purpose is I'm doing the work today. I'm doing the work today. You see, we get lost in our mindset looking 10 days out, 10 months out, 10 years out, when we need to be thinking about the here and the now and what can I do right now to impact what it is I'm trying to change. So your mindset is part of that. And you have to watch where you're getting your information. And so one of the ways to improve your mindset is to create what's called an information diet on a daily basis. Information like podcasts, maybe YouTube videos, books, things that you can invest your time, get information into your mind, and to change your mindset. The whole idea of being successful is the mindset is the foundation of being successful means they have to look to change your mind every single day. And one way to do that is through an information diet that provides positive information to help you change your mind. So go find daily podcasts, go find daily YouTube videos, go find books, and invest in the time to ingest that information. So you can constantly be keeping your mind on the prize and you can constantly be renewing your mind on a daily basis. In Romans 12, and I'm not a big Bible Thumper, but in Romans 12, Paul was talking to the citizens of Rome and he told them to transform themselves by the renewal of their minds on a daily basis. In order for them to become good and acceptable and perfect, they had to renew their minds on a daily basis. And so for, in order for you to become that person that you wanna become, that good person, that acceptable person, that perfect person, the person that walks in their purpose, renew your mind daily. You want to maintain a foundation of success, renew your mind daily, kill your clone, kill yourself on a daily basis, DMN8 the day.

Speaker 1: (00:42) Really, really, really, really close to ending February couple more days left in the month. You know, you started at the beginning of this year with some grand goals, maybe personal goals, financial goals, business goals. Where are you at with those goals? I mean, I'm on the daily having to refocus and reset. And if I don't, then I get off track from what I wanna accomplish this year. So are you doing that? Are you resetting? Are you refocusing on your goals? Are you trying to make sure on a daily basis that you're going to achieve the goals that you set in 2021 for 2022? Because if you're not daily trying to recharge, reset, refocus, you're gonna lose your way. Like we get, we come out of the end of the year and we're coming into 2022 and we're all motivated. We're gonna crush it. We're gonna kill it. We're gonna make sh*t happen. Right? And then we get punched in the face a few times, something happens that we weren't expecting. We have tragedy. We have sh*t that just sucks. You gotta reset. You gotta refocus, retarget, go get that goal. And if you don't do that, you won't achieve your goals. You'll make excuses and you'll reset your goal alright, you'll make it lower. You'll refocus your goal alright, you'll make your focus be lower. F*ck that. Don't do that. Make your mind steeled to the fact that you're achieving what you set in 2022. There's nothing gonna keep you from that goal that you set for 2022. There's no outside impact. There's no inside impact, family, friends, whatever it may be, I'm going to achieve X. You see, unless you have that singular focus to achievement, you won't achieve anything. And the unfortunate thing is in having a singular focus, other things get pushed aside. That's why you gotta have people running along with you, helping you in the areas where you are not the strongest. That's why you gotta have a team. That's why your whole team should be bought into your goal. That's why all the people around, "well, I own my business by myself." You probably have a family, maybe have friends. You need to tell these people that this is my goal, and I need your help achieving it. It doesn't mean they're gonna get in the trench with you, but they're going to look to motivate you and assist you, and support you. And at the end of the day, that goal is now doable. That goal is now attainable. If you get knocked off your perch and then you stop, you're gonna never obtain the goal. So set goals, knowing there's gonna be a bump, knowing there's gonna be something that knocks you off your perch, knowing you're gonna have to reset refocus, retarget, go in knowing, expecting it. It's like getting in the boxing ring with Mike Tyson and you know that jabs coming, that motherf*cker gonna hit me so hard. I know it's coming. So you've been preparing to get hit. And then when he hit you it wasn't as bad as I thought, when you get knocked off the perch, it wasn't as much of a setback as I thought, cause I was prepared for it. I was ready for it. Be prepared to go to war for your goals. You're prepared to go to war. You'll DMN8 the day.

From our office where we're sitting right now, I'm looking up on this hill and there's this new development that's going in. I think it's called park place point, it's on a, I don't know if it's on the highest hill in Northern Kentucky, but it's probably one of the highest hills in Northern Kentucky. It looks out over the river, downtown Cincinnati, phenomenal views, phenomenal views. I've driven past it many times, they used to have a sign that said homes starting at $700,000, and then they changed that a couple of months ago. And it says lots starting at $800,000, cause the home you were getting for $700,000 may or may not have had plumbing, may or may not have been able actually to live in that home because the lots were so expensive, and now they just changed it to lots starting at $800,000. Like you can't live on that hill for less than 1.5, two million, something like that. And those aren't big houses. They're like three-story, 2,400 square foot houses. But all of 'em have like a rooftop deck. It's pretty legit. It's pretty legit. But it got me thinking like you're up on that hill and like you rule the world. Back in the medieval days, kings would try to take the highest point and they'd set up their compound on the highest point, and then their goal would be to knock people off as they try to come up to that highest point and a lot of Kings survived for a long time, that way. But eventually, someone would figure out how to navigate that hill and take that king down. That's just like your business. Like you have a focus of getting your business to the top, get it to the top, get it to the top, get it to the top. And then you get it to the top. Then what are you gonna do? Think about Amazon. Amazon started in 1996 selling books online. I remember vividly because I used to go to like Barnes & Noble. There was another Joseph-Beth Booksellers was another bookstore nearby. I'd go to those bookstores, check out books, read books, like buy books. And then this guy, Jeff, we couldn't, we didn't know if his name was Beezos, Bezos. Like what the hell it was and this company "amazen", "amazen", huh? Which is really what Amazon was, "amazen". That's what he, what his idea was. 1996, I'm gonna sell books and everybody thought that was a joke. And here we are in 2021, they're worth a trillion dollars. Like it worked, but is he sitting on top of a hill? Like I'm done. I've achieved. No, no. That whole company innovates all the freaking time and they didn't get to the top of the hill by the books. They sell everything, anything and everything you want is on "amazen". You can buy groceries, you can buy clothes, you can buy car parts. You can buy house stuff. You can buy appliances. I mean, the list goes on and on and on. There's not much that you can't buy on "amazen". Amazon is what I'm saying, but they didn't get that way by getting up on a hill and then trying to take out their competition and see that's what we do as business owners, we worry about the competition instead of setting our sites on getting to the top. Then once we're at the top, then innovating to stay at the top. Are you trying to find ways to make your business be innovative? Are you trying to find ways to get your business to be the business that can't be taken off the hill? Or are you worried about everybody coming up the hill? Quit worrying about everybody coming up the hill and innovate to become the best business you can be. So your business stays on the hill and you'll DMN8 the day.

Your home service, one of the biggest things that you need to do to hit your yearly revenue goal is to crush Q1, to crush that first quarter. I talk to my clients about this all the time. Hey, I wanna hit my goal this year, my goal is this, okay, what's your first quarter goal? Well, it's this. Okay. We need to crush that goal. Like if you crush that goal, it'll be downhill. You don't get focused on the annual goal. And in fact, you don't get focused on the quarterly goal. You get focused on the daily, weekly, monthly goal, and that's where we get lost with crushing our goals. Like, because if you don't hit the monthly the first month and then you miss the quarter, it's gonna be a hard time hitting the annual, and so you gotta back everything up and start at the least common denominator and crush Q1. Like Q1 is out of the gates where you need to be. I remember 2016 was the first year that we had significant revenue in Q1 because we have sh*tty weather, number one. And number two, we never, we didn't market in the first quarter. We just didn't try. So we didn't make any money. Like literally, maybe 10 grand, something like that. So I decided 2016 like we're market, we're gonna be aggressive, and we did something stupid, like 60k I'm like, where did this come from? In 2017, we doubled down and we doubled that number in Q1. It's like, why weren't we doing this before? Well, cause we were stupid. And, we let our ideas and our thoughts hold us back instead of just trying. And we do that in a lot of different things. But with your goals, like if you are going to hit a goal, you can't let outside interference keep you from doing it. Like I was letting weather impact my thought process, impact my mindset. Screw that. Stop that. Don't do that. Don't let outside forces impact your mindset. Don't let impact what your goals are. Like you get a goal, you go after the goal and you achieve the goal. You do those things. You'll DMN8 the day,

One question that I see almost nonstop is the proverbial, "how do I". How do I? How do I get more leads? How do I make more money? How do I, how do I, how do I, I should write a song, How Do I? It would probably be a hit, put a little EDM bass thumping, snare driving. Like, how do I, how do I? How do I? The problem with that question is the last word of the question, I. Like, we want to know everything. We want to do everything. We want to control everything. When really you should be asking, who can I find that will do this? Who do I know that is good at doing this? Who can I delegate my stuff to? I say, all the time, you wanna DMN8, you need to automate, delegate, or innovate, but we wanna own everything. I own a business and I want to control everything that I can control. That's not gonna get you anywhere. It's not going to make you any money. It's not gonna make you successful. So stop asking the question. How do I, and start asking the question, who should I use to do this? That's the question you should be asking instead of being all up in yourself and wanting to protect your territory and not letting people be able to function in your business instead of how do I, who should I? You don't know everything because if you knew everything, you wouldn't be here today owning a home service business, listening to Gary Geiman on a podcast trying to grow it. So get rid of that ego. You don't know everything. I don't know everything. I just know what I know. And I know enough to know that I need help in areas, and I go get help. I know enough to know that I don't try to do sh*t that I'm no good at. That's what I know. And so you need to know too that how do I is the wrong question? Who should I, where should I, what should I? Not how do I. Stop asking that question and DMN8 the day.

Everybody wants to know what's gonna make them a millionaire. Well, maybe not a millionaire, but what's gonna make 'em money, right? What is going to make them money? There are a lot of things that make people money. But if you're in a home service industry, you have a home service business. You're the number one thing you need to do to make money, increased revenue is communicating with customers. Continuously posted something on Facebook the other day, and it was about email marketing. There are schools of thought people, "oh, email marketing doesn't work. Email market is not effective", or then there are people who write war and peace when they send out email messages. I had just gotten an email from Grant Cardone and he emails like six sentences long, and the subject line is, "Hey Gary, call me when you get this." It was pretty effective. It's good. But he was communicating now. I'm not his customer, I'm his prospect, but he's communicating. He communicates all the time. Same with Ryan snowman, Billy Jean, Sean Whalen. Like they sent out emails the freaking time. They're not war and peace, they are effective communication. Not all of 'em are selling, some of 'em are just giving you information and it's communicating. Communication. We get lost on this communication part. Well, cause we don't want to, this guy said in comments, I don't wanna come off spammy or salesy. Okay, so don't. Don't be spammy, don't be salesy. Like when you're dating and you take your girl out for the first time, you are not going to get in her pants, and if you do, you don't want to hang out with that girl probably much longer or guys vice versa, girls, whatever. Right? You get it. You gotta work for it. You gotta woo 'em same thing with your customers, you gotta continually woo 'em. Communicate. Make 'em feel pretty, make 'em feel special. Keep reminding them who you are. If you communicate with your customers on a continuous nonstop basis, and you're telling them things about your company, telling 'em things about your services, you're being a little funny, you're being a little engaging, maybe being a little educational. You'll keep them as a customer. You don't do that, your competition will do it, and they will gain them as a customer. So you wanna make a lot of money. You wanna have the business that you want when you get a customer continually communicate with that customer. You communicate, you'll DMN8 the day.

So I'm doing a Q&A today. We did a Q&A yesterday. If you didn't check, if you didn't get it, go back, check it out. It was, what's the best marketing to do starting out. Great question. Covered a couple of things today. Today, I wanna talk about, I got a question, this was actually a comment on, the post that I made. I wanna talk a little bit about out this and answer the question for this follower on social media as well as everyone that's listening. So the question was beginning to grow and needing to start to delegate out things that he does. And his question was, you know, what's the first thing I should delegate out completely. Now he already has somebody answering the phone. So that would be my first answer. His phone is answering the phone, but he already has somebody answering that. And I know that. So my second answer to him is paying your bills, like hiring a bookkeeper, 150, 200 bucks a month. Boom. They manage your checking account. They pay your bills, look at everything they give you know, have processes set up, have a CPA review there, work monthly, like do all this stuff to protect yourself, but hire a bookkeeper. Next thing you should hire, marketing, period. And in fact, depending upon where you're at in your business, like maybe marketing before the bookkeeper, but I didn't wanna sound like I'm biased, but I am. Those should be like one bees, bookkeeper, marketing. That's what you should hire because, in order to keep the engine running, you gotta constantly be marketing. And if you're out working in the field, or you're out training people, or you're putting out fires, then you're not keeping the engine running. And a lot of sales there's these dips and valleys there are these skyrocket mountains and then dips into the valleys, skyrocket mountains dips. And I was in the mortgage industry. I started in the mortgage industry. I was 23 years old and I remember like straight commission, there's no salary like I gotta make money. Right. Have to make money, gotta figure out how to make money. So like I went all in first 30 days, within 30 days, I made about seven grand and I had built up this pipeline that February I made another about, so that was a January, and then February, I made another like six grand, but I hadn't been working on building the pipeline. So in March, I made like two grand. I was like, wow, this sucks. Like, I've made 15 and three months. But if I would've pulled another six or $7,000 out, like I wouldn't have averaged five grand a month, I would've averaged probably seven grand a month. Big difference. Right. And so I had to get focused again. And so took off again, like April. Like April, I did like an $8,000 month, and in May did a $10,000 month and then June hit and I did like a grand. I was like, okay, stop doing this stupid sh*t, and it continued for like probably two more cycles, right? Until I realize, oh, you know what? I should hire someone to telemarket, to pull these leads, and then I could take the lead and turn it into a loan app. Bingo. I stopped having the dips and valleys and you see putting people into place to create stop gaps, so revenue continues is what you wanna be thinking about. You definitely don't wanna be sitting out, writing checks out, or setting up bill pays like people are like, well bookkeeper I can pay my bills online. You can, that's for sure, but they're not managing that flow, and you want somebody that gives you the ability to be able to manage your cash flow. Additionally, marketing, you want somebody to be able to manage prospect flow, keep prospects coming in the door. And you wanna hire companies that have proven track records have reviews across like not written reviews, but people are talking good stuff about them in other places. My favorite thing is somebody comes to me because somebody, you know, they heard somebody talking about me, great. In a group, they'll come to me and like, we'll talk. And then they'll be like, do you have any reviews? Motherf*cker, didn't you come to me because somebody was talking about my success? Sure. Go read my reviews. Absolutely. I got a ton of them, but you came to me from a review. You know what I mean? Hire companies that have people chattering about them. Good, good, good chatter. Now I've p*ssed a few people off don't get me wrong, but I've never not done what we said we were to do. And we never ever got to a point to where we weren't providing results. Like I would fire people because of communication issues or they weren't doing what they needed to do, or they had unrealistic expectations. Two months in, how come my phone's not ringing off the hook. You're cute. Do you know what I mean? It's never rang before. You've gotten leads. It's just not 10 a day yet. Sorry. Like, so if someone tells you, oh, we are hundred, like we're perfect. No, they're not perfect. Like there are issues somewhere. We're human beings, right? Every marketing company in the world has had issues. You have to find out who fits best with you and hire them, but definitely hire those two processes out as quickly as possible. Along with somebody answering your phone. You wanna run your business? You wanna work on your business instead of in your business, which is the catchphrase or whatever. Do those three things immediately. As soon as possible. You do those three things, you'll DMN8 the day.

What's going on? What's going on? I get questions sent to me in, comments. I get questions sent to me, DMS. They hit me in my DMS, slide into the DMS with some questions. So I wanna answer one of those questions on this episode and kind of give you kind of open your mind a little bit based upon the question that's they're asking. So this business owner, he's just starting out, obviously, he's worried about getting customers, which you should be. That should be your, that should be your number one focus every single day go. Who's got my money as Grant Cardone would say, who's got my money. I'm gonna go get my money. Who's got my money? It should be the first thing you ask yourself every single day. I coached two business owners, two brothers last year. And I was like, do you guys have a conversation about money every single day? Nope. Why not? Isn't that what's on both of your minds? Yeah. So you should start today with, who's got my money. Where's our money? Just start that like, if you got salespeople, you start that day, every single day who's got my money, period. So just starting out, what is the best marketing to start with? Great question. Appreciate that question. Believe that was from Arkansas. Ar-Kansas. So best marketing to start out. If I'm starting a business, I'm doing three things. The first thing is social media. I'm doing a couple of different things on social media. Number one, I am posting about my new venture on a daily basis. If not a minute-by-minute basis, I'm doing this on my personal profile too. So first thing makes your personal profile public. Why? Well, if you post something and somebody comes to you, it's not public, they're not gonna be able to share it. So you're gonna get, "can you please make the shareable?" That's my favorite. That's my favorite comment. It's my favorite comment, especially in private groups. No, you cannot make content in private groups shareable. It's the whole reason that the group exists. Go invite someone to the group, but I digress. On your personal profile, make it public. You own a business, f*ck the privacy, make it public. Okay. Now, post on social media daily, if not multiple times a day. If you want to know the best way to do it, start posting like every freaking hour. If you're not working post. "Hey, I learned this new thing today. Bought this new piece of equipment today. Check out what I did to my truck. Check out what we are doing with this equipment. Check out this job we're doing." On and on and on and use video. Use video, use video, use video, use video, connect, connect connect. Next thing, go into local community groups and search for your services that you are providing to see if they've been asked about in that group, if they have been, and I don't care how long ago it was, go like and comment. Like and comment on every single post. For bonus points, go into the post and like and comment on every single comment. Why? Your connection with them then puts them in the algorithm of seeing your sh*t when you do post in that group, or if your friends outside of the group. So do it. And if somebody's asking about your service, now, you gotta lead. Boom! And this is good for Facebook and this is good for Nextdoor. You should be focused on those two platforms, especially if you provide a service. Facebook. Nextdoor. Next thing set up your Google My Business. Well now called Google Business Profile. Go to business.google.com, set up your listing, fill every piece of information out. Be honest. Don't bullsh*t. If you're not open 24 hours, don't put it open 24 hours. If you don't work on weekends and you shouldn't. Don't work seven days a week, people, this is called a business, not death. Don't do it. Set up your Google Business Profile, period. Social media, Google Business Profile, and then update that profile on a weekly basis. Add pictures, add posts. Just do that. Just focus on that. You don't have to go and learn everything there is to know about Google Business Profile if you're starting out. Like just do the activity, just do the activity. Post photos, post photos, post photos, and what you're posting on social media. Here's a pro tip. You can post on Google Business Profiles. The third thing, get a WordPress website. And these are 1, 2, 3, like social media, number one, Google business profile. Both of those are free. Do it, do it, do it, do it. And then when you get some money and you should be able to get a WordPress website for a couple of hundred bucks to start with, and then you can get all the fancy bells and whistles, but get a WordPress website. And every service you provide should have its own page. Don't put all your services on one page. Your homepage should be about your company and the overall focus of what you do, and then you should have service pages for every service that you do and have a contact page, like do that. Don't worry about a gallery. Don't change your homepage every other freaking week. Like, get your homepage set upright. Add to the homepage, don't change it. Service pages, get them set upright and don't change it. Each page should have about a thousand to 1500 words. Should have pictures, should have calls to actions. What are calls to actions? How customers can communicate with you. A phone call, a contact form, like should be throughout the page. WordPress website, period. Get it. Don't go get a Wix. Don't go get a square space. Don't go get something from some company that they provide a custom-coded word website. These $49, $59, $79 a month jokes that aren't WordPress. Like they'll tell you that they're custom versions of WordPress. They aren't WordPress because if you bring it to us or any other WordPress developer, we have no idea what their custom coding is. That's why they do that. Okay. We can't work on 'em. We can't fix 'em. Get a WordPress website, not custom code it. Get a theme that is like divvy, preferably oxygen or Elementor something like that, and have a WordPress website built. Social media, post all the time, Facebook, Nextdoor, interact, Google business profile, set it up, update weekly, get a WordPress website. Do those three things. You'll DMN8 the day,

So we are in a three foundations of DMN8ing your market. The first foundation we talked about was automation, automating processes, things like customer follow-up, billing, review capture, some marketing. There's a ton of stuff you can automate. You set it. You forget it. You might have to, maybe you gotta pay attention to it monthly, but you said it, you forget it. Automating processes like número uno in your business. The next step, delegate processes, like you shouldn't be answering your phone period. Somebody should be answering it for you. Not a digital voicemail, no a human being. Preferably an employee, not a service, but if you don't want to get an employee, then get a freaking service to answer it. You're only gonna spend more money on service because you gotta train 'em, you're gonna get p*ssed off at 'em. Like the list is gonna go on and on. You should get an employee, but get a human being to answer your phone, who isn't you. Do it, do it already. Have somebody pay your bills, do it, do it already, like delegate these processes. And the final step of DMN8ing your market is innovating. Innovating. Taking something and doing it better. Building a better mousetrap, doing it, different, doing it in a way that's more successful, doing it in a way that crushes your competition. Part of our business was a Christmas light business, a Christmas light installation. And we had, there's a, just like every market, there's a ton of competitors. There are landscapers that will hang, you know, hang your lights. Other services. A national franchise that we're in our market and they all did this as we rent you the lights, we lease you the lights, blah, blah, blah, blah, blah. I was like, no, no, no, no, no, no. It's not what we're gonna do. Like we're gonna do us. You are paying us for the service of Christmas lights. So that means no matter what your Christmas lights will be on. And if they're not, you call us and we're out within it in 24 hours, regardless of the day, time, whether it doesn't matter, we're out within 24 hours to fix that problem because you are paying us for the service of lights. You don't own the lights. You're not renting the lights. You don't care about the lights. You just want lights on. So we started doing that as this concierge service and we were able to get our ticket average ticket up to almost $1,500. And we were able to help 200 plus customers in our market because we innovated. In this business of digital marketing, you know, everybody wants to rank page one, wanna rank page one. You know, there are factors related to that. One of 'em is credibility from Google. Like Google sees your website as credible because it answers questions that have information, blah, blah, blah, blah, blah. In service businesses, you have multiple things that have credibility about both the service you provide, and the location. So for instance, I have a page here, Pressure Washing Cincinnati, like that's a page, right? And so my credibility to Google should be both about pressure washing and answer questions to give information about pressure washing and also Cincinnati. Two completely things, two completely different things than I'm putting together. So it should have information about Cincinnati. And so what we've done is we've developed a WordPress plugin that brings credibility signals by using Wikipedia through the Google API, to provide information about the location. So you got the service and the location. You put the information together on the page, boom bada bing. You give Google service credibility, location credibility. It's a beautiful thing. It's a beautiful, beautiful, beautiful thing. And what we want to do is continually innovating. So the next thing that we're developing is a plugin for our clients to have ADA compliance. ADA is the disability act that was passed in the eighties, that related to wheelchair access to buildings. That's what it was built for. But now there are lawyers, bloodsuckers that are out there going after companies suing them if their website isn't ADA compliant, things like reads the page to you and if you're blind, it makes, you know, it could also make fonts bigger, it takes away like sharp contrast if you're epileptic so you don't go into a seizure. That list goes on and on and on. And so we're building a plugin. Those services can cost 50 to a hundred dollars a month. We're building a plugin to add to our clients' websites as part of the service that we provide. So they are ADA compliant. Boom! We're innovating. We're innovating. We are in-no-vating. I have a third plugin that we're developing, which will innovate as well. Basically, internal linking provides credibility links from pages and there are options out there, sure. But I don't like those options, I wanna build our own. So we'll have about four or five pieces of software that can be used to help customers rank be ADA compliant, like innovate. Seriously, you have to innovate. You don't innovate. You do things the same way all the time. Then you're gonna get passed by. You get passed by you're losing the game. So get your business automated, delegated, and innovative. So you can DMN8 the day.