Home Automation as a Business with My Auto Home

Greetings, folks, and welcome to the small business show at businessshow.co episode number 38 for Wednesday, October 28, 2015 here in Durham, New Hampshire. I'm Dave Hamilton.

And I'm Shannon Jean, coming to you from lovely Lafayette, California. How goes it, Dave?

You know, some days in small business go better than others and I'll leave it at that.

That's a, that's, that's a probably an understatement, but we will leave it at that. We'll rope around another show.

Yeah, I'm sure we will.

I'm sure we will.

Today we have a guest with us. Juan Kaleo is here. How you doing, Juan?

I'm well, guys. How are you?

Good. Thanks for coming on board.

Yeah, not a problem. Thanks for having me. I do appreciate it.

Yeah, yeah, sure. Definitely interested in chatting with you about your business, which is my auto home.

Yeah, that's right. Short for my automated home and not an insurance company, as a lot of people seem to think.

You know, someday though, that domain may be valuable for sale in that way.

So that is true.

There's a pivot point for you.

Right, right, right.

That's pretty good. So, okay, Juan, so tell us a little bit about what you do with your business and give us a little background on what's your story basically.

Yeah, sure. So my auto home, I work as a design, insulation training and support company for really automated products for the home. I like to think of myself as similar to what an interior designer does. You know, pull together all the resources out there from the home automation world and help the homeowners come up with a plan based on what they want of what products they should buy, how to install them. Either install them myself or get them installed and then train the homeowners on how to use those certain products. Yeah, kind of like a home automation designer, so to speak.

It's fascinating. Very timely business as you know, with Apple's home kit and all these other standards that are kind of vying for, for everybody's attention right now.

Yeah, exactly. Part of my reasoning to start this now was exactly HomeKit. Right. A lot of people, Apple spends a lot of money advertising HomeKit. And I kind of just wanted to jump on that bandwagon because I had a lot of people saying, hey, you know, I saw this commercial. Apple says, siri can turn my lights on. How. How do I do that?

Yeah, that's great.

You know, I'm, I want to interrupt here and I, I'm gonna let the Mac geek in me, you know, speak out A little bit. But as an opportunity for you to per us what it is you do, can you do me a favor and simply explain HomeKit as succinctly as might be possible?

Okay. HomeKit is, you know, the way I explain it to potential clients is it's really a backend that Apple has established in which different product vendors can interact with the iPhone or the iOS ecosystem, principally Siri, so that Siri can control those things to do things such as turn on your lights, lock your doors, close your curtains in a way that's much more user friendly than is really the norm right now. Being able to pick up your phone and say, hey, Siri, I'm going to bed and have her turning off the lights, closing the shades, making sure the door is locked, is much simpler than launching two or three different apps to take care of the same thing.

Brilliant. Thank you. That makes sense to me. Honestly, even as the Mac geek that I am, I didn't understand that until about three weeks ago. I mean, I understood that it was better, but thank you. That encapsulates it. I have no doubt there are people out there that hear the word homekit and say, I think I actually, I have no idea what it means, you know.

Yeah, yeah, It's a really good point. And you know that like the comment you made, having to have, you know, three, four different apps to do everything and all this kind of stuff and you know, I'm dabbling in it a little bit and that's kind of what I'm finding is all these kind of disparate spread out things like, man, this is kind of more trouble than it's worth, you know, in some ways.

Right, right. But it's, it's interesting because there have been companies doing home automation for a decade plus. Right. Crestron's probably the number one, the big behemoth in this space. And there they are in, you know, multimillion dollar homes and their setup, hundreds of thousands of dollars, you know, to install and support. And, you know, there's a yearly maintenance fee and they want to do everything, right. They want their one panel, their one app to take care of your entire world. You go into this one thing and you can do anything you want. And I think for a decade ago, you know, maybe even two or three years ago, that was exactly what people wanted. I want this one thing to do everything that I.

Very rich people.

Very rich people. I don't want to say that. Yeah. But what I'm finding now is for people like us, our age, our demographic, people who Understand the iOS who understand the iPhone. It's okay to pick up an iPhone and say, okay, this app does that and that app does that. And I can manage that in my head. So if I want my camera, I'll go to the Nest app. If I want my window shades, I'll go to Lutron, for example. The younger generations are even more in tune with that. So what I'm finding is that there we're kind of in the middle of a shift from. People are saying, well, I can't afford the Crestron. You know, I'm not going to spend half a million dollars to deploy this, but if I can spend a couple of thousand dollars and get five or six different things, you know, from different companies that achieve that same overall goal, I don't mind opening up this app for that and that app for that. And If Siri or HomeKit can integrate it all into, you know, one platform and make it as simple as using my voice, then even better.

Yeah. And it sounds like.

Correct.

If I'm wrong, you must spend an awful lot of time trying to educate your customers about how this works. Is that right?

Yeah, it is. It's definitely true. I was just in CD Expo two weeks ago at this point, and, you know, one of the conferences they had there, well, they made a huge point that education and setting up training sessions and just talking about these products is probably the biggest seller that a company like me, or, excuse me, biggest selling point that a company like me could ever do.

Yeah.

Hosting a demo and getting a product in front of someone and letting them see how it works and then letting their imagination figure out where and how they can use it in their homes. You know, the product almost sells itself.

Sure. Now, as a. I mean, I own a business that's in the service industry where we do things and diagnosis and all that kind of stuff. Are you. The one thing we've always grappled with is how to charge for all of those things. And do you find yourself, or do you have a method that you've come up with that you say, okay, you know, I come out and I'm going to do this, and are you billing for that education and that? I mean, on the one hand, you know, you're trying to get in the door and provide a quote. On the other hand, you're probably spending a lot of your time, you know, talking to people.

Right. So I've done two, you know, what I call bigger demos so far. One was with a real estate agency. The realtor that actually found the current place that I'm living in, you know, I kind of called back on her and said, hey, I'm started a business. Can you do me a favor and just get some of your realtors together? I'd love to talk about my business and the products and see how they fit, you know, in your world. And she was very kind enough to do that for me. And there was good feedback there. Right. A lot of people were interested in cameras for security and things like that. Now that I didn't charge anything for. Right, sure. Marketing. Really?

That's marketing?

Yeah.

There's nothing wrong with that.

Yeah, absolutely not. And then I did something similar in my building. My building happens to have like a space you can rent out, so I rented that out and invited other unit owners over and again talking about products, things like that. So that for me, that's all a part of marketing. And it's a relatively inexpensive marketing avenue, really, because it just takes my time.

That's great. So. So how long have you been. How long has my auto home been around? How long you been. I know you're Trent. You're relatively, I think, new getting going. How long you doing it?

Yeah, I incorporated in June.

Okay.

So five months or so.

That's awesome. Yeah, that's great. We talk here a lot about the transition from employee to employer or just even self employed. Making that jump seems to be a critical juncture and a lot of folks have a real tough time making that. Can you talk to that a little bit?

Yeah, sure. So this wasn't in the cards for me, you know, seven months ago even I worked for a top, you know, 100 Bank, BNP Paribas French Bank. And because of an internal shuffle that had happened, I was looking after one particular line of business they were merging, blah, blah, blah. Me and a coworker essentially started vying for the same position. At that point, you know, I really wasn't happy. Hadn't been happy in that role, hadn't been happy with that company for, I don't know, six months or so. Nothing wrong with the company, just the role wasn't for me. So when this happened, I really had an opportunity. Right. I was at a crossroads. Like, do I jump into a new role in this company and try to figure it out or do I take some time off? I've been working in Corporate America for 15 years straight since before I even got out of college. And I felt like it was a good time to take a break and really assess my life and see where I wanted to go. My wife was super Kind enough to grant me that wish. And so I bowed out gracefully. And two or three months later, I said, let me dive into this home automation thing and just see what I could do with it.

Sure.

Well, that's how a lot of businesses start. Right. You take a hobby when you have the opportunity to do so, and I think it's important to identify that. But, you know, you take a hobby and something that you've got some skill and interest with, and, and you, you develop it. You're right.

You've.

Yeah. Make it grow.

Yeah, that's great. And. And I think the, you know, I know you, you mentioned the support, you know, from your. Your spouse. That stuff is so critical, you know, that you have someone else that is completely on board with you. And, and yeah, they may have their doubts, just like, you know, we all do when we're starting. Starting something new. But that, that support structure is really important to have in place and maybe even more important than you coming to grips with. Okay, I'm going to jump off this and make this happen because you, you don't want to have the, you know, someone behind you that's not really behind you, you know.

Right, right. And having that conversation with her when I finally had decided for myself, I want to try to do this. Well, first, I want to take some time off, and second, I want to try to do this, you know, having that convers, the most difficult conversation I've ever had with her, it was even tougher than, you know, proposing to her as, you know, everybody knows how that can be. Because I just felt like, you know, we've only been married two years or so, and a big part of me was just saying, like, does this, you know, woman now think that I'm just trying to get out of my, you know, manly responsibilities of being a real job and providing for the home? Like, I don't, you know, and obviously she doesn't think that. Right. But.

Right.

No, that's a reasonable question to ask yourself. I mean, it's. It may actually, on the surface, or in retrospect, it may be. You may realize it was a silly question to ask, but that doesn't remove the validity of asking yourself that question. Absolutely. Yeah. What. What am I doing? Is this crazy? You know, the other people don't do this. Why am I doing this?

Yeah, right. Right.

Absolutely. Yeah. And it kind of puts you in, you know, in her shoes, if you will, of. Okay, what is she gonna. Her perception and that kind of thing. And, and from, you know, from an entrepreneur's thing you could be very excited and jumping out and okay, here we go. And. But, you know, from someone else that maybe doesn't have that same outlook on things, it can be terrifying.

That same character flaw, Shannon.

That's exactly. I wasn't gonna say that, but that's right. The same character flaw.

Yeah, it almost is. Really.

Yeah.

And when you think about it, you know, like my boss, the. The boss, I left the bnp, he sat me down, had tried to. His wife had tried to start up a small business as well a couple years back. And he told me, you're going to quickly realize that what you have here is someone putting money in your bank account every two weeks, whether you try 100% or not. Right. And most people don't in corporate America. Right. You run along at 60, 70%, unless you're a real go getter and money just comes in and you get used to it and it's a style of life and, you know, it hasn't happened for me in the last five months, you know, and it really is a different mindset.

Yeah. Well, I commend you for, you know, looking at this as a, you know, it's a challenge, but it's also a new opportunity and that, you know, part of that whole. Yeah. The check shows up in your bank, you know, can also just kind of numb you to what I look at some of the most exciting and great opportunities in your life, you know, with your spouse as well and all those things. I think it's a great journey that you're starting on and certainly has its ups and downs, but there's a lot more positive, I think, Right.

Your boss, your. Your former boss, I should say was right, though. I mean, you know, and I. Maybe not right in terms of the guidance that they were giving you, but the fact is true, right. You have. There's somebody putting money in your bank account. Whether or not you try 100%, that's huge. Right. And you have to, you have to come to terms with that yourself very, very quickly. Then this doesn't happen automatically anymore.

Right? Yeah, right, Totally. And I think I mentioned to you guys earlier that after this I have to run through an inter. And so the interview is back at bmp, I decided to take up a part time, you know, three day a week contracting gig there just to kind of stem the tide of the bank account. You know, the savings account is, you know, quickly approaching.

Yeah.

Critical.

Below our threshold.

I got it. Yeah.

And so while, you know, while I try to, you know, drum up business and keep doing That I figured three days a week wouldn't be bad. I can concentrate on the business the other four days.

And that's a great idea.

That's. That's not a bad gig, man. I. I wound up doing that too. When I. When I kind of transitioned from being an employee to a consultant, I did not do cold turkey. I was. I was working at Citibank, actually, of all places, and. And I sort of negotiated a very similar thing where I was working three days a week for them. And it. It allowed me to do many other things. And obviously, eventually that led to, you know, being out on my own and, you know, and all of that, but. Yeah, that's.

That.

Yeah, that's a good thing, man.

Yeah.

Yep.

Yeah, I agree. And looking at that, you know, all. I think all of us had some sort of safety net. Yeah, you just can't do it unless you're independently wealthy, you know, already. And, you know, so I think that's definitely a good thing to do, and it frees up your time and probably gives you the opportunity to maybe think on a broader level on the business versus, you know, okay, I got to, you know, do this every single day because I got to immediately start making some money.

Yeah, right, right.

Well. But it does limit, you know, one thing I've found. And actually, I'd love your thoughts on this because you're much closer to the start of your business than. Than that. I am. At least in terms of that. But doing it that way, you. Limiting the amount of time, Limiting the amount of days that you have to focus on your new business for me, actually forced me to really evaluate what was important as opposed to, wow, I've got seven days a week. I can do this.

I can.

I can get lost in every little weed that I want. And there's plenty of time to make my customers happy, you know, because there's two of them or something, you know. Yeah.

Yeah, that's definitely true.

Yeah. So it can be a good thing.

Yeah. I'm gonna have to reprioritize really a lot.

That's it. You cut out the. You just. Well, that's. That's not necessary. That's not necessary. I got 4 more hours left before I gotta. Okay, let's go. Yep.

Right.

Yeah, that's that sense of urgency. You know, I think that's. That is an important thing. So let's talk about marketing of your business. You mentioned a couple things, one of which I thought was brilliant, you know, getting invol involved with your local realtor, real estate people. How. What other things have you done to kind of get the word out and to market my auto home?

So obviously I have a website, you know, Facebook profile, Twitter account, you know, kind of covered all those bases, you know, from the outset. Try my best to post onto the Twitter and Facebook accounts as many times a week as possible with interesting news or discounts or things like that. My autohome has just recently become a Nest Pro affiliate. So now we can offer Nest products, things like that, with a discount and such. So, you know, every time something like that comes up, I try my best to get it out there on those channels. A designer friend that I have actually suggested, Houzz H O U Z Z sure. He gets a lot of. He's an interior designer. He gets a lot of hits through that portal. So he suggested I do that. So I am trying that now. And also the USPS has a, a great service. I think it's every door, direct mail. Oh sure, eddm. So you give them these postcards and they drop them, you know, and all the, you know, along particular routes in a zip code. And what I just found out is that Staples has that exact same service. They work with the USPS as well, but at a much better price. Oh, so you can go through Staples. Staples can print out the cards for you and then mail them off. And it's like a tenth the price of doing it through usps. So I'm trying all those avenues. Plus, I think as you guys have said in previous podcasts, you know, you talk to everyone you see, right? You have business cards in your pocket. You try to get in that conversation and hand out a business card to anyone you see. And, you know, my friends and family are probably tired of me talking about.

It, but I doubt that. I'm sure they're, you know, get happy to hear about it. And it sounds like, you know, you're passionate and excited about it, you know. Yeah, yeah, that's what you have to do. You have to get the word out. And so you're, you're kind of developing this, you know, the story of your business. And so, you know, when you're out there talking and everything, I mean, do you. Have. You had an opportunity to kind of develop, you know, a story, if you will, of like, oh, you know, this kind of thing happened and look how I solve this problem for this customer. I mean, do you have those experiences yet or are you still developing as you go along?

Kind of still developing as I go along. I think the story that really got me started and even Realizing what home automation could do and be for a homeowner is. Back in 2011, my wife had purchased an apartment in Brooklyn. New, you know, Shiny Horizon. They had a very small home automation set up in the homes. It was one of their, you know, one of the pluses for buying in this building. And, you know, we're sitting there and it was. It was cool. You know, you hit a toggle switch, you know, a little keypad, and three or four lights turn on. It was very basic. You know, one day during winter, my wife's coming home from work with her laptop bag and her bag and this and that. And, you know, I was sitting at the dining room table, and she opens the door and, you know, I see her kind of snake her hand in and try to find the light switch, right? It's a new apartment. There's still stuff everywhere. She doesn't want a trip. So she's like, okay, finds a light switch, comes through the door. And it was just a moment where I said, well, let me go help her first. And then I said, yeah, exactly. I think she yelled at me before, but I said to myself, why didn't that light just turn on? Right? Like, the home should be able to know when the door is open. Just turn on the light. It's dark out. Turn on the light. And I started looking into it, and of course, it's possible. And I got it working. You know, ordered a few things, and I got it working, and it was awesome. You know, a week later, my wife comes in, opens the door, lights turn on, and it's just a moment where she's like, that's actually cool. That's useful.

You know, all that geeky stuff you do. This is cool.

Exactly. Except for the point where we're getting ready to go out. Turn off all the lights. You know, that same night, Turn off all the lights. I opened the door to leave the house, and then the light went on.

Yes, of course.

And then I'm like, how am I going to turn this light off?

That's great.

Yeah.

So when you're. And this is, again, we're kind of geeking out a little bit, but I think it's. It's very interesting and timely when you're talking to folks, you know, about the automation and control and cameras and everything. Do you hear a lot about, you know, security questions and. Okay, so I'm gonna have these cameras at my house. I'm gonna have this on my phone, my door, and this guy. How do I. How do I know it's gonna Be secure. Is that a common thing or people just kind of blow it off?

Some people do, you know, focus heavily on security. A lot of people have asked me if I install, you know, alarm systems and things from alarm.com et cetera. And what I tell them is I don't personally see a. Not in my life. Your situation may be different. And that is not a service that, you know, 24, 7 monitored service is not something that I can provide with, you know, off the shelf components. But, you know, with, let's say a nest cam, you set up motion zones and if anything walks through your house, you get an alert on your phone. Now, that may not be great for everyone, but for me, I think that's given me a lot of peace of mind, especially when we're out on vacation and stuff, right. You get an alert, okay, the Roomba's running around cleaning things. That, that's not a problem. But if someone were to break into my apartment and stuff, I could see that, right? And I can save a clip of it on my, on my Mac and show the cops. And for me, that's more than I need. And it gives me that sense of security. So when people start talking about, you know, security and monitoring, I really ask them, well, what is it that you're trying to find? You know, what, what would give you that sense of, sense of mind? Is it just knowing that your kids have gotten home safe? Is it getting an alert on your phone if your smoke detector goes off while you' like, what sort of things do you really want to know about? And let's see if we can find something that won't cost you $100 a month to give you that. That peace of mind.

Sure. Yeah. And that, that makes a lot of sense. And I guess what I was going more with is like their privacy, you know, being worried about all this information or data that maybe, you know, Nest is gathering or, you know, putting the video in the cloud, all those kinds of things. I would imagine that, that unless they're. Again, I'm not sure if the. I mean, maybe some people just don't have a clue about it and are not worried about it, but I would think the just security of the data and the system itself would be an ongoing issue or a question anyway.

Yeah, actually, no, that's not a question that has come up very much. And I think it comes down to the fact that just people don't know enough to think about it or ask those questions.

I see.

But the products I am choosing. You know, it's funny I definitely try to go with much more reputable products. I had really liked Wink, and I still like Wink and I use it in my house and then, you know, they file for bankruptcy. So it's one of those things where it's like, it really is an evolving space and you have to kind of try to get in bed with the people who have been around and will probably be around. Lutron is big in this space as well. They have three major products that do homework automation. But I still get, you know, alerts from them probably every other month of, you know, their service being down for, for whatever reason, usually overnight. So it's really not a big deal. But yeah, those are. I think it's kind of the, the infrastructure still fleshing itself out. Security is definitely a top concern. People aren't asking, but I think it's just because people haven't thought about it.

Yeah, that's. I would think so. Yeah. Because, I mean, I have Nest cams at some different locations and I always like, okay, you know, and before I was setting up, you know, just IP cameras that I could control, but, you know, the ease of use, you know, with that camera is just. Is great. So you. But I always was paranoid about putting everything I had up there in the, in the cloud. But, you know, it's a front door, so not too worried about it.

Yeah. And when it comes to cameras, I think mine is, you know, I don't, I don't suggest putting them in bedrooms or bathrooms, anywhere private. Right. You know, I have one camera in my apartment. It's in the living room, faces the front door, and I know it's there and, you know, I keep it off, but I kind of always just go through my life assuming that someone's watching me. It's a little scary, I think, but I think it also keeps me safe. Right. You know, it's there for when I need it in case anyone ever gets into it or whatever. I'm aware it's there. I'm not going to do, you know, crazy stuff. And if I, if I do need absolute privacy, I just go and unplug it.

Yeah.

Turn it off. Right.

Well, and you can also do things like turn off the audio capabilities of the camera until you're remote. And now you want to hear what's going on, just turn them on.

Yep. Yeah, absolutely.

That's great. And you know, you mentioned some other, like, security companies. One thing I see around here is lots of the alarm companies. We have ADT and another large company called Bay Alarm. They are really pitching Automation and things with of course, a monthly service, you know. So how is your, what's your thought on how you would position, you know, my auto home, you know, small business versus like these, you know, big guys. I think even Comcast is pushing them out. You know, I've seen a flyer or two come over. What's your thoughts on that?

So I kind of see that as the same as a, as an interior designer for kind of like luxury homes. Right, sure. You can go with the big guys and they are going to have their sort of one suite of products that they try to push into your home, whether or not it fits perfectly. I can offer true customize, you know, true customization for your home, even down to something as the look of the light switches. Right. I mentioned, I was at CD Expo a couple weeks ago and a company called Savant has come up with a beautiful switch. And it might sound funny to say that, but it is a beautiful switch. Right. It has a dial and buttons and it just looks great. And you could tell they put a lot of time into how this looks because the high end homes care about things like how their switches look. That one switch cost 250 bucks. You know, it's not something that, you know, the Comcast or whatever is going to try to push to just anybody. Right. So I think it really comes down to that sort of mass market versus truly customizable difference and I can provide that. Right. We don't have to spend $250 on a switch. But you know, Lutron, Legrand, all these companies make beautiful looking things that might work in your home and might work with your style. That I can make work to do what you want as opposed to just settling for whatever, you know, AT&T is trying to push on you.

Yeah.

To do the same job.

That's good. Yeah. Makes sense that, you know, distinguish yourself and, and we, like we always say here, every business is a customer service business. And you know, I would imagine you're certainly going to kill them, you know, from that front.

Right.

Yeah, that's right. That's good. So, you know, I know it's a relatively new business for you. One of the questions that we always ask, you know, is hey, looking back at the beginning when you were just getting started, you know, what piece of advice would you give yourself that you know, now? And I'm sure even seven months into it, you're, you look back and go, oh, you know, if I'd only done this or that kind of thing. It's a, it's a real Valuable thing that we share with other small business owners that, you know, typically find themselves in the same position.

Well, I think in my position, Right. Having come from corporate America and now finding myself, you know, a couple of weeks away from going back, you know, I think I would, if I could speak to previous Juan, I would say, you know, stay there, you know, stay at that job. Try to scale back the role. Try to work with your boss to see if maybe you could, you know, do something totally different that gets you that three or four days a week and gives you a day or two to really concentrate on the business and try to build up a client base before, you know, taking the leap. I think it would have just had that, you know, like we said before, safety net.

Sure, yeah.

Keep everyone comfortable. Let me continue doing what I'm doing. Let me continue planning for the future, you know, with our savings and all that stuff, but allowing me to kind of exercise the muscles a bit of being an entrepreneur and being self employed, because, yeah, if it's nothing you've done before, those muscles are atrophied and you have no idea, you know.

Yeah. And that's right.

You know, spend two, three months trying to figure out how I'm going to tell people about my business. Right.

Yeah. No, that makes, that makes a lot of sense. And, you know, again, I commend you for getting out there. I mean, the thing I always tell especially younger people, it's like if. If you don't do it now, it's certainly not going to get any easier when you have, you know, your overheads different, you have some kids and these kind of things. All those things that really rely on that, you know, check that shows up every two weeks. Right. You know, those are critical things and wonderful things, but they can definitely slow you down or stop you from making that leap.

Right? Yeah, absolutely.

That's great. So we always talk about accountability and how it helps. And I'm a huge fan of being held accountable for my employees and this kind of thing. And I always tell them. So we'd love to have you. First of all, thanks for coming on the show. We'd love to come back, circle around sometime in the future and see how you're doing and get some more information from you and check in with you from time to time and see how your business is evolving.

Yeah, absolutely. I would love that.

That'd be great. That'd be good. Dave, you have any more questions for Juan?

No. This has been fascinating. Well, and I should tell everyone that you've written a few articles on home automation for us at Mac observer, and I'll happily link to those in our show notes too, because they've been great resources and I know you haven't written a ton for us and I certainly, you know, you've never been an employee of ours or anything, but I love it when I see anybody, especially people that I've worked with branching out on their own, trying new stuff. I mean, it's fantastic. So I'm, I'm really excited for you, man. And.

Yeah.

And I think what you're doing with the three day a week thing, if, you know, hopefully that works out. And I think, I think it's fantastic. I think it's absolutely good.

Yeah. Thank you. I appreciate it.

Yeah, you bet, man.

So any, you know, we're, we're definitely behind you on the small business show and people have questions or want to encourage Juan, you know, feedback@businessshow.co. and again, thanks for hanging out with us for a little while today, Juan, and we wish you all the best.

Yeah, thank you guys. And keep up with the show. We really love it. I have found it to be an invaluable resource. So. Yeah. Thank you guys for doing that.

You bet. Take care, everybody.

We'll see you next week.