What You Should Get Out of a Conference for Your Contracting Business with April Hall

Hey everybody, Jim Johnson here, the head coach at Contractor Coach Pro with a special edition of the Contractors training room. We're bringing this to you on Friday because Friday is the day that a lot of us as contractors kind of have some time, hopefully with a situation where you have kind of got your week behind you and you're kind of making decisions on, hey, what are the best things for my business? We have a special guest with us today. Her name is April Hall. She is with the SRC Summit and Storm Restoration Consultants, or Storm Consultants llc.

Right.

And president.

Correct.

Welcome joining us today.

Thank you. Thank you so much for having me. I'm excited to be here. Happy Friday everybody.

Yeah, happy Friday. I don't usually do these on Friday. Like Friday afternoons are like my time to actually get some work done. But this is work. I'm going to be speaking at your event and I'm super excited about that. This is my third or fourth year in a row of speaking at your event and I get to be one of the keynote people. So that's really cool. I got a cool plan of what I want to talk about with folks. I think it'll be something that they can take back and really, really apply to their business and their team. We got a lot of cool speakers, a lot of cool stuff. But before we get to that, let's talk about April a little bit. April, you've been at this a little while now and you. Yes, for a while, conference and events. Those of you that don't know April, April is, she's been around like, not like in a bad way, in a good way, like 10 years she's been hanging out in our industry. She's helped put on dozens of events, whether they be classes, courses, these big conference style events. And I've had the fortunate opportunity to work with her on most of those, like been able to like help her, you know, these there and speak and stuff like that. And I thought it'd be cool to kind of talk to her about like, what's the hardest thing about putting an event together?

Oh, wow. Where do I start? There's just a little. For this particular one, I mean there are so many moving parts. You know, we have the full vendor trade show. So you're dealing with, you know, putting sponsors together, the whole setup of that speakers. You know, for this particular one there's over 30 speakers. So just to get everybody in line for that is another task on its own. Right. Just from the planning of putting it from the venue to organizing the event, the stuff before you even get to the attendees to start promoting it is, you know, months and months of work on it, you know, in itself. So lots of planning. Gotta be very well organized as well.

That's why you're so much better at conferences than I am. You're a better planner. That's not my forte. I have a great team here that does that. But you guys do an amazing job. You really do. Like, everybody I've ever talked to has been like, hey, what a great process. That goes pretty well. So how many years is this now for this particular event, the Storm Restoration Summit?

So this one started back in 2013. It was a one day event. It was the Insurance Restoration Contractors Summit, IRC back then. Gosh, that started out for like hundred something people one day and then it grew to several hundred and it did to two into a three day event. So it's definitely come a long way. I rebranded it last year from IRC to SRC Summit.

Yeah, it was great. We had a fantastic time. I got to like throw passes with Roger Stauba. I got to listen to him speak. Who's the keynote this year? Like the main, like, wow, that guy's cool. I can't wait to hear him.

Well, John Hutailin is the main keynote. So he is going to be talking about quite a few new things that are happening in the industry. He's also an entrepreneur. I don't know if you happened to see my Facebook page the other day, but he's been working on a multi billion dollar deal with China. He's the CEO of American Ethane, so attorney, also entrepreneur. But he's going to be sharing the four contractor traps and how to avoid them. So these are new things handed down from the insurance companies that even the most experienced contractors may not know about. So we're gonna, he's gonna show you what those are and really how to handle them so you don't get in trouble. So that's amazing because, you know, we want to make sure that we're abiding by the laws and doing things right in this industry with integrity and so we can have a long sustaining business.

So I got an opportunity to see this. Like I was at another event this past week. It was really good and I got to meet with John, talk with him a little bit about what he's bringing. This thing is amazing. It is like. It is. Wow. We better pay attention as contractors. So good point. Like, that's an awesome person to have be the keynote. Now he's also involved with the apa. The APA is Going to be. Those folks are going to be there. It's the ones that stick up for the little guy, the homeowner that doesn't really quite get everything that's going on and, you know, got this $50,000 problem. And they're fighting a billion, billion billion dollar industry, APA standing behind them and helping them out with what they do. So we've got some of those folks coming as well, right?

Yes. Quite a few APA members are going to be speaking a part of the event. I'm on the board. I love the apa. I love what they do, what they stand for. They're definitely taking off of this industry. So it's something that, you know, everyone should be involved with if they're looking with the same, you know, aspect of, hey, I want to do this, you know, abide by the laws, do things right, and hold people accountable when they're not doing the right things.

You know, Doug Quinn puts it really well. He's like, if in any way, shape, form or fashion, you make a living from this industry that is insurance restoration, you almost have a responsibility to join the APA. It's very affordable.

Exactly.

It's about $1,000 a year to be a member of the APA, and your money goes to actually fight criminal action. You know, like, they're going after the insurance companies as criminals, not civil suits and stuff like that to take forever. Like, it's like, let's catch these guys at what they're doing with their bad face stuff. I think that's awesome.

Exactly.

I've supported it from the very beginning through the Catalyst Group, and now I just signed up as a member, so.

I know. I just saw that. Yay. Welcome to the.

Long time ago, right?

I know. I figured. I was like, why is Jim Johnson not a member yet? So I literally, like, I posted it. I was gonna like, drag you over the APA booth and be, here you go, you need to sign up.

So I'm vicariously a part of it. I helped Troy Clymer. He's one of the founding members that was through the Catalyst Group. He's a board member. So that's how that all went. I was actually supposed to be there, got sick, sent Troy instead, and so he's been handling that stuff. Thank goodness I got sick. It seems like a lot of work, so. Just kidding. Just kidding. So with the SRC Summit, there's been lots of questions about it, like, how is it different than some of the other events that are out there? And one in particular, like the IRE like, that's the one I hear all the time. I've had lots of people reach out to me personally. And don't get me wrong, IRE is a great event, but why is the SRC something that you should definitely be at too?

Well, they're two completely different events. You know, I've gone to the ira. I enjoy going to the ira, but personally I go just to, just to network and see the vendors and talk to the sponsors and, you know, just see people really. And when I talk with contractors, they pretty much tell me the same thing. That's, that's why they go to the IRA like a week and a half after the src. So I think, you know, people should definitely go to both. But the SRC is really about the best business practices. And so I really pride myself on getting the best speakers to put on stage to give actionable content that you can use right away in your business processes, just to streamline, help you streamline what you're already doing, make it better, increase your bottom line. I mean, some of the top topics that we're going to be going over are really designed by roofing contractors for roofing contractors. Because, I mean, I talk with you guys all the time and you tell me your pain points, your struggles, you tell me your wins, and that's how I design the SRC Summit. So it's really based on the hot topics in the industry that contractors must know. So is it a high ROI event? Absolutely. Will it help your bottom line will help you, you know, just work, have a better business process, will help you, you know, to set up a legacy? Yeah, we're going to be talking about a lot of things, but it's a very high ROI event. And hey, you should go to both. But it's completely different. You know, we're, we're, we're about the business side of the roofing.

Yeah. And, and so that business aspect of what you do as a, as a entrepreneur and as a contractor, so super important. The thing I think that's like, really sets you apart, like, unique. Unique. Not just kind of unique because there's some business classes and stuff like that. They're kind of boring at ira, but there's business. No offense, I already love you guys, but it is really storm. I mean, it's called Storm Restoration Contractor Summit. It's like, hey, we are going to network, we're going to meet, we're going to group think about, hey, how do we do what we do better? And I can't wait to bring some of that, like, this. This concept that we've got to step our game up. We really do. Like, we're as much of a problem as the insurance companies are. Until we realize that and do something about it to change this industry, it's going to continue down the road that it's on, and your conference makes those differences. Now, I just want to remind everybody that's, like, on the webinar, paying attention, being a part of this. You gu that are on Facebook out there. If you've got questions for April about the SRC summit, get them asked. If you hang out today, at the end of it, we're going to give you a coupon code to save some money right on the entry to the event. Okay, awesome. And so make sure you ask your questions, like, if you're wondering if this is the right thing for your business, why should you attend this event? Any question, anything at all, like, where you're going to stay. And if you heard my dog in the background, I apologize. They are here. I'm at home, like I said, on a Friday. But, April, you talked about going around and talking to contractors, and I know you and I talk quite a bit as well. What's it like? I mean, don't take this the wrong way, but you're a very pretty young lady, and you are a woman in kind of a man's industry. What's it. What's it like? Like, are there pros to that? Is there cons to it? Is it just a weird deal? What is it like?

That's a good question. Threw me for a loop on that one. It's different because people look at me, they're like, so you're a woman. You deal with all these contractors? Yeah, I do. I mean, 95% or more are, you know, are male. They're gonna be at the event. I have a lot more women this year. I'm super excited about that. And I'll tell you about a little bit more here soon. But, yeah, for the most part, if they don't know me or they don't really know much about the business, a lot of times they like to test my knowledge to see what I know. And when I answer their question, like, oh, okay, she does know what she's talking about. She has been in this industry. So I think. I think when you're a woman in a man's world, they tend to do that a little bit. So I guess, you know, maybe I just have to prove myself a little bit more to, you know, show that I have industry knowledge and that they can gain something from attending my event.

Well, take my word from it for it. She does. Like I've talked with her about it and she knows what's going on in our industry. She knows us. I'm sure her friends like look down on her, like, why do you work with a bunch of contractors and stuff? But we're not bad people. And she deals with a lot of the same things like a female that sells in our industry would deal with from a homeowner. Like they might open the door, but do they take them seriously once they do? And so the national women in roofing, they're going to be here. Is that right? Or do we have a women's panel?

What's going on? Yeah, I'm super excited about that. So I am part of NWIR Dallas. I'm on, I'm on the board for membership. So one of my goals when I first met this or I saw this, I signed up for IRE a couple years ago. I was like, oh my gosh, this is such a great organization. I want to bring more women into the industry so we can all network with each other, learn from each other, help one another. You know, you just, just help with confidence and dealing in this industry because it is male dominated. Right. And so my, yeah, my, my goal was really to bring more women in just for that. And NWIR really is something I believe in. So I do have a booth for nwir. They're going to be at the event, so they'll be sponsoring there. I've given them a booth because I want to help grow membership. And that's not just the Dallas chapter, but nationally. So any woman who attending the event, they can sign up. It's only $60 a year. My women's leadership panel. I'm super excited. I've got some amazing women on there. You know Marcia Roy from Country magazine and Jill. They're both going to be on. It's really cool. Met them a couple years ago and just, you know, we hit it off. We're women industry so it's great that we're helping each other out. We have quite a few on there. We should. Can you pull up the website?

We'll get there. We're actually. Brayden o' Go has already posted the website on here, so guys can just hop on. It's on Facebook, it's on the webinar. So they got that.

Yes, so.

So that's super awesome. I love Joe Bloom.

There's 10. Yeah, there's 10 of us total. So it's gonna be A really good panel. I'm really looking forward to it.

So Jill Bloom, one of my favorite people in the industry, one of my best friends, her husband Greg, also really good friends with him. She's done so much for this industry. And it's cool to see more women getting into it and not having that stigma, right? Like, oh my goodness, it's just a bunch of guys, contractors, redneck type thing. We got a question. So the question is, is this thing just for owners or is it for, you know, like managers, salespeople? Who's it for?

Well, yeah, I mean, what I typically see for these events is we get the majority of our owners and also general managers, but top salespeople. So this year I made it a little bit different. And we do have quite a few more of everyone attending with salespeople, especially on Saturday when we open it up. We haven't really got there yet, Jim, but I'm hosting a really cool thing to kick off the SRC. 2020 is the year of the Summer Olympics. And so I want to incorporate into the src. So the theme is going for gold in your business. So we have some of the top expert speakers from all over to help you achieve that status. But I wanted to do something super cool. So I'm hosting the first ever roofing Olympics. And so we're just going to be doing some different events to kick off the event on Saturday. Doors open at 1:30. I know that you want to do the cornhole. We got cornhole going on. We've got ping pong, which is. Which I'll be playing in. I can't wait. That's an Olympic sport. Baseball. We have like a radar speed pitch test. Golf. A lot of people like to play golf, so we are. I have a really cool golf simulator. You can play any course, the United States on it. But for sake of time and for everyone to participate, we're going to be doing the longest drive. GAF is sponsoring a really cool thing. We have some makeshift roofs coming in. They have a brand new shingle that just came out. And the SRC is the first to decide. It's hgv. And we are going to be doing a contest, the fastest and most accurate to nail these machine goals down. And so what I'm doing is cash prizes, anywhere from 200 to $1,000. And check this out. I'm going to do gold, silver and bronze medals. Look at this. Metal, huge, heavy. This is a gold medal.

You hurt my feelings. So one of the first things, like people that haven't watched Us before or listen to our podcast. They may not know this yet, but I tore my Achilles tendon almost a month ago. It was 29 days ago, to be exact. And one of the very first things I thought about. One of the very first things I thought about is me and Brian Soren playing beanbags and the long drive and the baseball thing. Like, those were things I was planning on being involved in. And so I can't do long drive, can't do the. The baseball thing, but I think I might still be able to pull off the beanbag deal.

So I think you can do it. Yeah, I think you can try.

Knee up on a scooter. Is that like, cheating or how does that work?

So we're gonna figure it out.

I need to get there early so I can practice a little bit.

Okay. Yeah, so. So that's open. So a lot of salespeople are doing it, too, to be part of that, just because it's fun. It's some team building this year, so I wanted to kick it off with something really fun. Now the prize is anywhere from like 200 bu to $1,000. And so what I'm doing is I'm also taking that and I'm matching it to charity. And so my charity is the gatehouse. They're out of grapevine with national Women are roofing. We were earlier this year, before Christmas, we donated well over 100 coats. Got everybody together for that organization. But what they do is they help women get back on their feet, whether they've been in a bad relationship and they had to get out, abuse, maybe if they're homeless, if they have children there. So the gatehouse really does help them get back to on their feet, help them find jobs. So that's what I'll be donating to. So, yeah, go back. And as your question, it's a lot of mostly owners, general managers, top salespeople. But with the roofing Olympics this year, it's bringing a lot more people so we can all network together and learn from each other. So I'm super looking forward.

Everybody's welcome, right? Like, and.

And there is, of course, yes, I've.

Noticed there's always content for salespeople. And really salespeople, you know, they do their thing, they go and sell. But there's more to it than just selling. It's growing in who you are, becoming leaders and things like that. And this is the type of place where you're going to get that kind of information. So one of the things somebody's looking for, the link for your src summit is src summit.com, right? Like it's that simple.

Yeah. Src src s u m I t dot com all right, everything's on the homepage. You just scroll down, it shows all the pictures, the roofing, Olympics, prices, everything was there.

So I usually ask a question up front, but I wanted to get to some of those other topics first. But I always ask this one and I waited a little while. So I want to ask it to you now if that's okay with you. Of all the things you've done, right, you've been in our industry for quite a while now. Of all the things you've done in your entire life, not including having children or family stuff in any way, what's the achievement you're most proud of?

Hmm, that's a good one. The achievement was proud of.

That's a great way of saying, let me think about this for a second.

Greatest achievement, probably more personal, but it has to do with business. And I would say really just the confidence to start all over again from scratch in this male dominated industry. So a lot of people may or may not know I went through a really terrible divorce. My ex husband and I, you know, we were running this company together, so as a majority owner and it was just a little bit difficult to go through because at the time I was like, do I keep doing this or not? And I really enjoy helping this industry succeed. I've had so many people, you know, call me and say, wow, you know, the events, I want to change my life. And so there was a point where I was like, wow, do I keep doing this or not? Because are people going to recognize me with a new name? And you know, I couldn't do the IRC for a couple years and I said, I'm going to do it. And I rebranded it and you know, just it was me having to overcome and get some more confidence to step up and do it. So I guess that's my greatest achievement so far.

You have done an amazing job. I think it's sometimes harder to come back from those kinds of things. Like this thing was going and we went through some trials and tribulations, obviously, and to bring something back to life, there's a little bit of trust there that's got to be rebuilt back up. And you've done fantastic job of doing that, not just with contractors, but the vendors and folks like me that we come to those things because we want to engage with contractors, help them get better at what they do. And your event has really become a really good place. Like, a great place to do that without all the extra, like, negative side of stuff, that dark side of the things that are in our industry. So that's been really cool. And I want to. I just want to say one more thing. I know I said don't say this, but you've been a great mom. Like you and what you do with Andreas and how you handle that on Facebook and sharing how that's going with you, too. It's been a pleasure to watch, so we're proud of you.

Well, thanks. Thank you.

It's been pretty amazing. So I got a couple more questions over here. Can you. Let me get over here one second. So what are some of the speakers? Like, just a few of the speakers that you. Just off the top of your head, you're like, wow, I'm pretty excited to hear what these guys have to say. My topic, just so you know, gonna go very in line with what you've got going, because it's all about building champions. And so that's. That's what I'm gonna talk about. So it's gonna go right in line with your Olympics and gold medals and all that stuff.

Awesome. I'm looking forward to. Oh, gosh, there's so many. I mean, we have a ton of excellent, excellent spe. Bill Childress, master closer. He's going to be going over, like, the top 10 roof sell objections, how to overcome those, you know, when you're at the door. So, I mean, this is great for anybody in the industry, especially sales, the sales guys. I mean, he is the master closer. That's all he does. He doesn't do anything else. He just teaches you how to close more roof sales. So I'm excited to have him there. I've. I've never had him speak at an event before. I've been following him on Facebook for some time, so I think he's going to bring a lot of value. Sam Strothers is another one. He. Last year, he went through just changes in, you know, reformatting his accounting process. So he, you know, he really redid everything and made some changes, and he's going to be sharing and revealing that accounting process. And so really his thing is, like, don't make the mistakes that I made in the front. You know, I've learned how to do it the right way, and now I know my exact bottom dollar. So in this industry, I see it a lot. Contractors, they say, oh, I'm profitable. This is exactly what it is. And by the time they actually do the math, it's way off. So I think it's so important to know your profitability, know where you stand, you know, when you don't account things for liabilities such as, you know, commissions, warranties, things like that, that all affects your bottom line. So he's going to be talking about that. That's something, you know, at other conferences. I've never seen that at another conference. So I like to bring things in that's needed for the industry that you can't get anywhere else. You'll see some of the same speakers, but, you know, you're not going to see what we're talking about at other conferences. So, like, I've got a $200 million commercial panel. I talk with contractors all the time, and they ask me, like, hey, I'm doing commercial, but I really want to get into the commercial market more. But I don't know the first step of to do it. So we're going to be discussing that. We're going to be discussing how to break into it. How did your more commercial work. That seems to be a thing where contractors really want to go for. So that one's a great one. There's so many. I mean, pull up src summit.com. there's over 30 industry expert speakers. I'm excited to have Jim there. He always brings a lot of value. Marketing panel. Joseph Hughes, he's going to be speaking. He's also doing a marketing workshop the day of, right before the Roofing Olympics kicks off. So, I mean, there is just so much knowledge and information you're going to learn at the src. The two things that contractors tell me after the event, they always say, wow, I had no idea I was going to learn that much. Basically like drinking from a fire hose, right? But it's something you can implement right away. So I like to give really good content that can be used right away in your business. So that's a big thing. And then the second thing is they always say they really enjoy the networking. And so in past events, I've always done the networking portion at the end of the event. And that's why this year I'm like, well, I'm going to just start it, help everybody break the eyes with the vendor trade show and the Roofing Olympics. And that way everybody knows each other from the beginning, and then it just makes up on events throughout.

That's awesome. So you mentioned something. It's like one of those things that sticks in my craw about conferences and events and stuff like that. We all go to him. I've Been going to him for 22 years. Like crazy, right?

Yeah.

And one of the things that always drove me crazy about is actually one of the reasons why we created Contractor Coach Pros. You go to the event, you hear all this information. It's kind of like this fire hose of information. And you come back to your office, you sit down, you're like, where do I start? Phone rings, there's like this. The world gets in the way. Do you have any advice for some of these guys, like how they might take notes or how they might go plan, game plan or goal set for after the event?

You know, everybody has a different way of learning. Some are auditory, some, like, people like to write it down, some people like to read it. So I do provide everybody with a workbook and have all the speakers in order for you to take notes right next to them. But also, if you purchase VIP and you like to watch things over again and listen and learn, I actually will record the entire conference. And so if you get vip, you'll be able to have that as part of your package. So I have an online training portal. So after the fact, when the SRC is done, all the breaks and stuff are edited out. I'll put that on the online portal so contractors can literally go back in and be like, hey, I wanted to hear what Jim had to say. I'm going to watch that again. Or, I wanted to hear what Dale had to say. You know, you'll be able to go watch it again. So repetition definitely helps with learning, but. But, you know, getting your notes and doing it right away as soon as you get back is the best way to implement. So awesome.

That is great advice. Couldn't agree with you more. We use reinforcement. That's the word, like, all the time. Take what we get, reinforce it as often as possible. So I'm a Texas contractor, and I'm thinking about coming to the SRC Summit. Is there any, like, special value that applies? That's a setup question. Just in case you guys didn't feel that coming.

Extra special value for the Texas contractor. Is that what you're saying?

Yeah, I'm a Texas contractor. What about that RCAT thing?

Oh, yes, rcat. So if you are a license. Thank you for bringing that up, Jim. There's so much stuff at the src, it's just, well, full of knowledge. But if you are licensed through rcat, RCAT partnered with the SRC Summit to offer CEU credit. So if you need to get your CEU credits for rcat, you can get them at the SRC Summit. So you definitely want to make sure to take advantage of that and get signed up.

You can get all eight hours. You need your license up to date. One event. I know mine, so you'll be good for that. I get those, like, at the end of every year. Everybody sends me their CEU stuff when you sign off on them and send them back. So, yeah, it's super cool. So we've got all kinds of cash prizes. We've got a place for owners, managers, and salespeople. We've got olympics. We got 30 plus speakers. We have an awesome host. And you putting this on. I'm super excited to come and speak at your conference. And I've got one more question for you before we leave. It's always like a surprise question. If you watch my podcast, you know about this question, but if you don't, you have no idea this question is coming. And so I asked you earlier, what's your greatest achievement today? And you had a very good answer. So now put yourself in the shoes that you're looking down on us. All right? Like, there was a casket and there was a funeral and all this stuff, and all the people that love and care for you are walking past your casket. What do you want them to say about you as far as the impact that you had on them?

Huh? That's a good question. I wasn't ready for that one. I really just got, you know, that I was passionate about helping people achieve success in the industry. And so, you know, I guess I could probably say, you know, I like Zig Ziglar a lot. One of my favorite quotes is, you can have everything in life that you want if you just help other people get what they want. And so I always really do love helping people succeed in this industry, and I love hearing back success stories. So I just want people to remember me as somebody here to help.

You know, that's a pretty good thing to be remembered as. It's very similar for me. I was just here to help people achieve their dreams. That's what we're after. That's what. What we're trying to do, and hopefully we do that, help them understand they can literally be a champion. And being a champion isn't necessarily what you might think it is. So I can't wait to share that with you guys and talk with you about that. But there's none of us out there that can't achieve what we want to achieve. We just put our mind to it. So, April, thanks. Really appreciate you having you today. Hope you enjoyed yourself in The Contractors Training Room and podcast Contractor Radio. You guys that are watching us share this along with other folks. They can join our group on Facebook, the Contractor Training Room. You can follow us on pretty much any podcast thing, like itunes or stitcher or Google podcasts, Spotify. Go look up Contractor Coach Pro. Subscribe to it and you'll catch all these things. If you happen to miss them, like you're busy or whatever, you can download them and listen to them while you're driving, working out. If you're bored like, you just say, hey, man, I gotta learn all that contractor stuff. No, I'm just kidding. We usually have really good stuff and once again, we did today with April, so it worked out really well. Thanks again, April. We appreciate it.

Thank you. Thank you so much for having me. I really enjoy doing this and I look forward to seeing everybody next weekend, the 25th through 27th, at the SRC summit.

I almost forgot something. We have a coupon code, right? That coupon. All you guys that hung out here, like, there's a bunch of you on the webinar, there's a bunch of you on Facebook. It's 100 bucks off, right?

Yes. The promo code is CCP all in caps for Contractor Coach Pro. So once you're on the website, srcsummit.com there's. There's three different tickets on there. One's general VIP and then group rates. This works on one to two people, save you an additional hundred dollars once you hit three people. Like the group rates are already discounted. You don't need any type of promo code. So the more you send, the more you save. But yeah, use CCP all in caps and they'll save you an extra hundred dollars off with Jim's promo code.

It's the only way you use those letters, CCP all in caps. So that's really cool. Hopefully that'll help you guys. We hope to see you there. I can't wait to meet you guys and come shake your hand. And please feel free to come shake my hand. Ask me anything you want to ask me on. I'm usually talk too much. So if you want to. If you want to know something, that's what I'm there for. We're there to help you guys. Not just get the knowledge, but hopefully get after it and make those dreams reality. Thank you very much, April. We'll see you in a week.

Thank you. All right. Thank you, Tim. See you then. Bye, everybody.