Speaker 1 (00:01):
So, raise your hand if you’ve ever taken a job just because you felt like you needed to work. Maybe the job wasn’t a good fit, or something just felt off, but you felt like you had to say yes. These situations could end up costing you time and money, and maybe even your reputation. We’re gonna give you three reasons today on why you should consider not saying yes. Welcome back to the K-Cup. Let’s jump in.
Speaker 2 (00:36):
Welcome back to the K-Cup, episode 21. I’m your host, Joe nor Tripp, and I’m here with founder and CEO John Kelly. And today we’re talking about the real cost of saying yes sometimes to too many things or, or the wrong things. And I kind of had a little twist on that title I said, or how to lose your business and Go Broke, because really that’s where, where that ends up if you do too much of that. So anyways you know, we’re talking again, like I said about you know, there’s oftentimes in, in whatever business you’re in, but in the construction industry in particular, there’s a lot of times where opportunities come your way and it’s probably not the best opportunity for you. Probably not the best scenario for you to say yes, but sometimes the nature of business makes us feel compelled to say yes. This is important for all business owners but especially important for general contractors Baton Rouge.
Speaker 2 (01:31):
And I know with 17 years in the industry, I know that you’ve experienced this before and even since, you know, my my time with you in the last six years, I know that we’ve had a couple situations I can remember where, you know, we probably after we ended the project, which we hadn’t have taken it, but we did anyhow. And of course we did a great job and, and, and did our best, but it still wasn’t enjoyable work because it wasn’t ideal, ideally suited for us, so Right. Give us a few examples of, of some of those types of projects that would not be wise for you to necessarily say yes to.
Speaker 1 (02:11):
Yeah. So, you know, just thinking about your question, I I go back to kind of early in my career you know, I set out to be a commercial contractor but I, I felt like I could never say no to residential leads or residential work. And, and I fought that for a, a number of years. E even though, you know, I, I had everything set up and was kind of tailored towards commercial. I felt like I had to say yes, and specifically as the team grew, I felt like we needed more work. Yeah. So I felt myself saying yes or found myself saying yes to more of that type work even though it just really wasn’t, we want, wasn’t what we were set out to do. Yeah. so not that every one of those jobs went bad, some of ’em went great but it also takes a different person to be able to work with homeowners and that kind of thing. Good point and another point I think general contractors Baton Rouge should really be keyed in to this.
Speaker 1 (02:59):
Yeah. And we just end up finding those jobs a little more difficult and not as profitable. So it took some time, but we eventually learned to say no to residential. But that would be one area that I would point out, you know, early on in my career, is just picking the line and, and sticking to it, you know? So really maybe it was really difficult for me to say no in that situation. Yeah. you know, other, other jobs that I can think of, you know, one thing is, you know, sometimes there’s owners who have an unrealistic timeline Yeah. For a, a, a project and, you know, we’ll find ourself needing a job or whatever, and maybe we agree to that and, you know, think that we’ll just kind of figure it out as we go. Yeah. But that’s probably a good job.
Speaker 1 (03:42):
That, or maybe any, maybe it’s not just time. Maybe there’s other unrealistic expectations Yeah. That, that they’ve kind of put out there that, that don’t feel right. So just be cautious about agreeing to something like that, you know? Yeah. That’s something that we’ve seen, you know, time and time again. And then it may be just as simple as you meet the owners, you know, you walk their site or you know, you thumb through their blueprints with ’em, and you just don’t build that rapport and your personalities just don’t click. And Yeah. You feel that early on. Yeah. And you feel like it may be a difficult situation, but yet you’re still willing to put yourself in it because Yeah. You feel like you need work. Yeah. those are all good examples of a, a bad place and a bad way to start a project.
Speaker 2 (04:25):
Yeah. That last one really gets my attention, because if you’re struggling to communicate in that relaxed state, when you’re just having those initial meetings, imagine when the, the heat is on, right? You’re in the project, the throes of the project, and, and there’s pressure and money’s being spent, and, and you have this already, you know, bad communication issue between the two of you. So that’s, that’s a good one to caution against for sure. Well, let’s, let’s dive into this a little deeper now. Let’s talk about these three reasons that we’re laying out for the, you know, whoever’s watching this or listening to this episode, so that if they’re, you know, venturing into becoming a contractor or really any service related industry where you work under a contract, these the same principles would really apply to you. There’s gonna be some situations where you just might wanna reconsider saying, you know, before you say Yes. Yeah. So let’s get into the first one, and that’s the subject of it’s, you know, effect on your time, how you can fall into this like, time trap. Really. Yeah. Talk about that a little bit.
Speaker 1 (05:30):
So, so before I jump into that, I was sitting here thinking too, you know, about your first question and 1, 1, 1 other you know, thing that you may say no to when you would say yes, kind of in a desperate time is just if there’s a scope of work that you don’t really do Yes. Or a type of work that you don’t really do Yeah. But you feel like you need work and you feel like, man, we already have the equipment. We already have this, we can go do that. Yeah. But if you don’t really know how to do it, it’s probably a good idea to say no. You know? And I think probably everybody’s, you know, can, can think of some situation where you’ve gotten yourself into that for sure. So anyway, just wanted to bring that up. That was one other one that was kind of in my mind as, as I was listening to you talk there. And if general contractors Baton rouge are listening, pay attention here.
Speaker 2 (06:13):
And it, it kind of applies to this first section about the time trap thing, because like, if you’re doing something you don’t really know or do well Right. It can really eat up a lot of time
Speaker 1 (06:23):
<Laugh>. Yeah. I think that’s the biggest thing about time is, you know, all projects take a substantial amount of time. I mean, way more than just the construction side of it. I mean, there’s lots that go into the initial pre-construction. You know, you’re going to the job site, you’re getting plans, studying ’em up, getting, getting on the same page with all your subcontractors, you know? Yeah. Getting an estimate sent in. All that takes a a lot of time. That’s right. And then once a project’s actually in construction, there’s quite a bit of project management that goes on. Yeah. so anytime you have a tough project, it just compounds all of that stuff. Yeah. you know, if it’s a job that we just, like we just talked about where you’re kind of trying to learn and figure it out as you go you’d probably bid at a tight margin because you needed some work. Yeah. You didn’t know how to do it, so now you’re cost yourself time and money. Yeah. And it’s just not a position you wanna find yourself in
Speaker 2 (07:11):
On the job training <laugh>.
Speaker 1 (07:12):
Right. And, and, you know,
Speaker 2 (07:14):
It’s expensive
Speaker 1 (07:15):
<Laugh>, and it, and it’s a few layers. Like if, if we don’t know how to do it, you know, from a management standpoint, and then we have a superintendent that don’t know how to do it. Yeah. It’s, it, it really starts to compound cost and, and time because you got three different layers trying to figure it out, trying to learn it. Yeah. And just, just not the best scenario to
Speaker 2 (07:32):
Be in. Yeah. Let’s break this down, like on a real general level. Like for somebody who’s just getting started, you know, in terms that they could really understand, like say for example, you’re a floor covering contractor and you know, this, this customer has this job and it’s, it’s a lot of gravy space, you know, laying tile for this customer, but right in the middle of it, it’s a floor drain and the floor drain’s cracked and it leaks or something. And they’re saying, you know, it’s just right there that, that little fitting, do you mind replacing that Right. While you do the job? And of course, you know, say you agree to that. Yeah. And then you spend three days as a, as a floor covering contractor trying to figure out how to do a plumbing job and probably eventually have to give in and call your, your plumber buddy. Right. And pay him to come fix it so you can finish your job. So what on the face looked like a gravy train turns out to be a real time suck. Yeah. And you lose money on it. Another great point for general contractors Baton Rouge.
Speaker 1 (08:25):
And what always happens in that scenario, and we’ve seen that scenario thousands of times since we’ve been in business, is what happens is you’re willing to take on the risk, but you end up doing something wrong or you end up breaking something. Yeah. And then the owner don’t wanna realize that cost, the cost becomes our responsibility. Yes. Even though we were, you know, in a sense trying to do them a favor. Exactly. and, you know, I can’t say that I blame the owner because they’re, they’re not the one that damaged it or broke it, you know, they’re clearly
Speaker 2 (08:57):
The expectation really wasn’t in line with, with
Speaker 1 (08:59):
What they want. Right. So that’s, that’s the best case scenario is you just say no, and, and you don’t put yourself on the owner in that situation.
Speaker 2 (09:07):
That’s right. That’s a great way to wrap that one up. All right. Any more thoughts on that first section about, you know, the, the possibility of losing time, valuable time? Well, what else can’t you do when your time’s getting lost? Doing, trying to figure something out? And especially of interest for general contractors Baton Rouge?
Speaker 1 (09:21):
Yeah. I mean, what I would say on that is when you’re, when you’re, you know, spending that much time on a project you shouldn’t have said yes to, you know, you’re losing good working time toward other projects that are going smooth, but in addition, you’re losing time to spend on other opportunities. That’s right. Yeah. That probably are a good fit. So, and, and obviously both of those could be detrimental because if you got a, if you got a project that’s going well, but you can’t give it the attention that you need, then you can be doing all the things that we talked about in the, in the opening, you can be costing yourself money, time, and even a reputation with a good client. That’s right. So, so that’s why it’s important to to really consider, you know, what you say Yes. And what you say no to
Speaker 2 (10:02):
Stay in your lane. Yeah, exactly. In, in Excel. All right. Good. Well, let’s get into this next reason. The second reason why you wanna reconsider saying yes to everything that comes your way, the, the, your quality reputation, you know, the, the reputation that you’ve worked hard to build it can be really damaged severely in this type of situation by saying yes to the wrong project. Talk a little bit about that and, and you know, if you have any personal experience about how you felt that threat and, and you know, the stress that kind of puts you under of trying to mitigate that so it doesn’t happen, you know, when you find yourself in that situation.
Speaker 1 (10:42):
Yeah. So, you know, the first thing I think about is, is when you hear, when somebody has something bad to say about a contractor, they use it. Say, oh man, they do terrible work. Or Man, they take so long to do stuff. Yeah. And that’s probably coming from a job that you shouldn’t have taken, because when we go do what we know how to do, it’s a efficient, it’s fast. It’s clean. Yeah. It goes according to plan. That’s right. Are there exceptions? Yes. There, there’s always little things that can hop, that can pop up, but when you’re doing a job that you probably should, should’ve said no to, it’s almost always gonna be a situation where the client ends up badmouthing you saying that you couldn’t do the work or you couldn’t do it fast enough. Yeah. The expectation was never right. That the job could never meet that timeline. Yeah. It
Speaker 2 (11:30):
Was impossible to begin
Speaker 1 (11:31):
With, but outta desperation, we you weren’t willing to tell ’em that in the beginning or you wasn’t willing to, you know what I mean? Yeah. Point that out. Yeah. And and, and now all of a sudden you got somebody out there bashing your reputation and saying, Hey, you know, Kelly can’t do this or whatever, contracting company can’t do this. That’s right. When it really all came down to a simple yes or no. Yeah. You know and then as far as the quality, you know, if you’re doing something for the first time, you don’t know how to do it. Yeah. I mean, chances are it’s not gonna look like you’ve been doing it for 30 years. Yeah. So now all of a sudden you got somebody knocking your quality. Yeah. When in reality it, it really, it’s not what you do anyway, you know? Yeah. Good point for general contractors Baton Rouge to pick up on.
Speaker 2 (12:11):
Yeah. And then like on the timeframe thing, like if you take a job with, with you know, the wrong expectation from the owner as far as the time it takes to get that job done you know, they set that expectation to, for you to have it done in order to try to meet it, you may do things that you normally wouldn’t do. You may find yourself literally Yeah, that’s true. Cutting some sort of corner or something to try to avoid not, you know, getting it done by that timeframe. But so then now you’re, like you said, you’re being scrutinized for quality. Yeah. You know, concerns and, and then eventually you’re probably gonna go over time anyways even Right. If you try to take those majors. So it’s really a
Speaker 1 (12:52):
Lose lose. And that may look like hiring a subcontractor that you wouldn’t typically use or you don’t know Exactly. ’cause Your go-to person can’t make the timeline. That’s right. And now you pick some or use somebody that you don’t know or not familiar with, and if they drop the ball at all, then,
Speaker 2 (13:08):
And they usually do in that situation because it’s someone you haven’t qualified, again, pay attention general contractors Baton Rouge.
Speaker 1 (13:11):
It’s all on you. Yeah. So just lots of different areas that, that <laugh> you could go with this for
Speaker 2 (13:18):
Sure. Yeah. So what would you tell those, listening to this episode about the importance of guarding your reputation? What kind of value do you put on that?
Speaker 1 (13:27):
I would say, you know, obviously that’s the, one of the most important things you can have is reputation. Yeah. So I would say make that a part of, if you’re saying yes or no, how can this affect my reputation? You know? Yes.
Speaker 2 (13:37):
That’s a great point.
Speaker 1 (13:38):
And, and, and then just one
Speaker 2 (13:40):
Of your qualifying questions, guard
Speaker 1 (13:42):
It, you know what I mean? And if you’re in a situation to where you don’t know how to do the work, it, it may be better that you offer up a contractor that you know, that can Exactly. Even though that goes against the grain a little bit, because you know, you’re trying to grow our company, or we’re trying to grow our company. Yeah. But there may be times when it’s just smarter just, just to suggest somebody that we know that can go do this very well. Yeah. And, and, you know, that does build our reputation. I mean, they say, look, you know, these guys, they’re a good company. I mean, they, they couldn’t do the work. They were able to give us somebody that could. Yeah. And now we, we, we do look okay, and we, we are, you know, building and keeping that reputation that we want to keep. Yeah. so that, that would be a good way, you know, to, to be able to say no but still kind of contribute and help the client, if you will.
Speaker 2 (14:27):
Yeah. So that’s a great example that you just gave, and hopefully those listening caught that point. Sometimes it’s better to take that opportunity and build a relationship outside of your own. Yeah. you, you know immediate circle there. Like, like you said, give the work to somebody else or refer the work to somebody else that you know is well suited for it. That helps you build relationships, builds communication with other or relationships with other, you know, people in the trades and stuff and, and down the road that could benefit you a bunch. So that’s a great opportunity. Definitely something that you should reconsider. And in doing so, you’re protecting your reputation. And that’s, like you said, that’s really the most important thing in this industry for sure. Reputation is key. So. All right. Any other part shots on the reputation thing before we move on to our third reason? <Laugh>, why you wanna reconsider saying yes to everything?
Speaker 1 (15:22):
No, o other than just kind of what we just said. I mean, reputation’s huge. I, I mean, it, it is, you know, it, it is your company. Yeah. And I mean, you, you know, in this case, we’ve worked 17 years to have a good reputation. It could take 17 seconds to lose it, you know? Yeah. so unfortunately, yeah, it’s very important to, to be conscious of that reputation, listen up here if you area general contractor Baton Rouge.
Speaker 2 (15:43):
For sure. All right. So let’s move into this third reason. And it’s a it’s a really sticky one. And, and I’m sure a lot of us have experienced this one, and that is the old cash flow trap. You know, you, you, you know how hard it is to build a business, you know that there’s stages of where you scale your business, and that usually means staffing up. And you know that every time you take on another bo a warm body, it’s money. Right. And so you’re always looking at that, that gross revenue coming through the, you know, through the doors. And look, with every business, there’s, there’s ups and downs in the, in the industry, there’s lean times, there’s Yeah. There’s times when everything is just, you know, booming and, and times are good. So everyone’s gonna get faced with this let’s call it an opportunity <laugh> at times where you’re tempted to really just cash flow your business.
Speaker 2 (16:42):
And, and maybe it is possible to cash flow in a, in a way where it isn’t dangerous necessarily or as dangerous, but it would probably require some real experience scrutiny to be able to figure that one out. But maybe you can just talk about that a little bit for us and explain the whole cashflow trap, how you can fall into it and, you know, what are some, I guess, I don’t know if you wanna call it a barrier or requirements that you kind of go by in your, in your mind before you decide to, to take a, a, you know, an opportunity that may not be the ideal opportunity, but you’re thinking that it could serve this purpose, you know, to keep business flowing or whatever. Yeah. So talk about that a little bit. ’cause That’s, this is a very difficult one.
Speaker 1 (17:33):
Yeah. I mean, obviously cash flow is, is very important. It’s, it’s kind of the blood of the business, if you will. Yeah. so, so very important to keep cash flow moving. Yes. I don’t even have to say that that’s known, but Yeah. You know, just looking at the scenario where you have a bunch of jobs that you’re set up to do and a bunch of jobs that meet all your criteria that are all yes. Jobs, if you will. Yeah. You know, those jobs need to be billed and paid on time and, and most of the time that happens. Yeah. It’s, you know, you go out there, you do what you’re supposed to do, you build an owner in a timely manner, they pay it in a timely manner, you keep going business as good as usual. Yeah. However, you start putting in some of these jobs that we’re talking about. Yeah. You know, jobs that, you know, maybe the timeline was not reasonable. You know, maybe the owner, you didn’t feel good in the beginning, all the things that we talked about. Maybe it’s not your kind of job, the scope of work is not your kind of job. Yeah. Well, margins are historically low. Probably <laugh> in construction, they at least feel like they are around here <laugh>. But
Speaker 2 (18:38):
Yes.
Speaker 1 (18:39):
Yes,
Speaker 2 (18:40):
They’re John
Speaker 1 (18:41):
<Laugh>, but so even these jobs that you, you’re saying yes to that that aren’t a good fit there, it is not like there’s these huge margins on them. They’re still at a pretty tight margin. Yeah. So, so what ends up happening is if you’re not meeting expectation of the owner, or you’re not doing the scope, you know Exactly right. Because you’re new to it or, you know, the scenario we talked about a while ago, you have a sub that’s not performing at a high level. Yes. We hired this sub to meet the, the timeline or to try to get the project done, you know, when the owner wanted it. Yeah. and all these scenarios, all of a sudden you have money cut off because the owner’s not willing to pay if we’re not doing it in 60 days when we said that we could, or Yeah.
Speaker 1 (19:26):
You know, if we, we have a sub that’s delaying it Yeah. Or whatever the scenario that you can run into with all these kind of jobs that you say yes to that you shouldn’t. Yeah. What ends up happening is cashflow becomes drug out. All of a sudden you are expecting X amount of money over four months Yeah. And you’re getting half of that. Now all of a sudden you’re not meeting any of your projections. Yeah. And things can get real bad and, and real uncomfortable. Yeah. And it’s a situation that you don’t wanna be in. That’s right. And, and the easiest way to avoid that is, and you know, in my experience, I’ve, I’ve, there’s plenty of times where I felt desperate for work. Yeah. But almost every time, a little bit of patience would’ve paid off. Yes. That that next opportunity comes. And it’s a good job
Speaker 2 (20:13):
Usually right after you take the one that you’re Right. Guts telling you not to take. Right.
Speaker 1 (20:16):
So almost always the opportunities ends up coming up. Yeah. So you just have to learn to be patient and say no in those situations, and it can literally fix your cash flow problem. Yeah. I mean, you know, cash flow, like you said, it’s, it’s important and these type of situations that we’re talking about today can absolutely kill cash flow.
Speaker 2 (20:39):
That’s right. So it’s those, it’s those, it’s ironic that it’s those projects that you take to try to cash flow that oftentimes backfire on you and become the ones that don’t really cash flow like, like you think they would or should.
Speaker 1 (20:55):
Yeah. I mean, that’s literally probably the whole episode in a nutshell right there. Yeah. <laugh>, you know what I mean? Like Yeah. It is, you put yourself in these scenarios because you feel like you have to, but at the end of the day, it really just hurts you worse than it helps you Yeah. So,
Speaker 2 (21:10):
Hurts you financially and potentially your reputation. Yeah.
Speaker 1 (21:14):
And, and all the other things we talked about time, other opportunities. Yes. You know, you waste so much time trying to get this one right. Yeah. That you missed three opportunities that probably were a good fit, you know?
Speaker 2 (21:25):
Yeah. So at the end of the day, the gist of this is I guess learning when to say no and, and when not to say yes.
Speaker 1 (21:36):
Yeah. And I think it’s fairly obvious. I mean, I think that I always know when I should have said no. I can think of a handful of projects that, that, you know, some of ’em, I end up getting some of ’em I didn’t end up getting mm-hmm <affirmative>. But I, I can think of projects from, from jump street from day one, I knew no was the answer, but I just didn’t wanna accept that, you know? Yeah. there, there’s quite a few in my mind right now that I, that I could, that I can think of.
Speaker 2 (22:04):
Thought you could power through it and change the
Speaker 1 (22:06):
Outcome. Yeah. And like I say, I didn’t get all of ’em. One or two of ’em, three of ’em I got, and at the end of the day I was like, man, I should have said no <laugh>. And then the couple the others that I didn’t end up getting, there’s actually, I can think of one project that I knew from the beginning I shouldn’t have got, or I should have, should have said no to. Fortunately, I didn’t get it. And it was literally a disaster all for the personal, on all fronts for the contractor that did get it. Yeah. so
Speaker 2 (22:30):
Yeah, we’ve heard of a few of those over the years.
Speaker 1 (22:32):
So I, I think, I think the answer is pretty obvious. I mean, I think once you look at a project from, you know, from a contracting standpoint, you kind of know Yeah. You know, obviously we could probably point out a few indicators, but I think for each individual that that it, it kind of personalizes. Yeah. But I think that at the end of the day, it’s pretty, pretty obvious. And, and I think everybody has a feel for that, that kind of has a thumb and, and knows the heartbeat their business, you know?
Speaker 2 (22:58):
Yeah. I mean, before you are in the business long enough to get the experience that you have now. Like you can sniff one of those out pretty fast, but while you’re building that experience, you and, and you’re lacking it, would, would you say that one, knowing your numbers is key? Yeah. First of all, definitely. You gotta know what your numbers are for your business, what you have to have to operate and what you don’t have to have. Right. And, and then also having some solid processes in place. Yeah.
Speaker 1 (23:29):
And be confident and, and, and, and, you know, whatever you do know, seek that out. Don’t, don’t, yeah. You know, go do what you know how to do. Yeah. At a high level. Yes. And hard work always pays off.
Speaker 2 (23:40):
Yeah, that’s right. So, so it may take a person really focusing in on what they specialize in and maybe making a little more effort pursuing that kind of work, you know? Right. A lot of work’s gonna flow at you, but it may not be the kind of work that you want in, in this industry. But to get the work that you want, you may have to become proactive, not just looking at public bids and throwing a bunch of bids out there and taking whatever sticks to the wall, right. So to speak. You may have to actually proactively market and sell yourself and try to find those opportunities that you are well suited
Speaker 1 (24:17):
For. Right? Yep. Absolutely.
Speaker 2 (24:18):
Yeah. And I, I know that we’ve, we’re working on that is something that you always work on when you’re, when you’re in business, but, but I think that coupled with experience, it, you know, you start to have less and less of these Yeah. Situations where you get in these jams, but,
Speaker 1 (24:34):
Well, I think the earlier you learn to say no, the, the better it, it, it serves you. There you go. ’cause If you’re saying no to things that don’t fit, you’re pursuing the things that do fit a lot harder.
Speaker 2 (24:43):
Yeah.
Speaker 1 (24:44):
So it just, I think the no’s very empowering in that sense. Yeah.
Speaker 2 (24:49):
That’s right. Good deal. All right, well that’s gonna wrap it up for episode 21. We’re glad you all came back to check us out for another episode. We hope you’re getting some value out these episodes. Wherever you’re catching us, whether it’s on YouTube, Spotify, apple Podcasts you know, there’s literally a, a dozen more. Buzz Sprout is another great distribution channel for the podcast. We hope that you will check out the show notes. We put links in there. You know, we can go to our website. There’ll be a link in the show notes to our websites for more resources. If you have questions about construction, you can fill out a web form there and book a call with us. There’s no problem in doing that at all. We, we look forward to the opportunity to get to talk to you about, if you have a project or a question about a project and you just need to run something by somebody, we’re more in active more than happy to you know, reach back out to you and have a conversation about something, please take a minute.
Speaker 2 (25:50):
It takes literally about 30 seconds to hit that subscribe button. When you hit subscribe, that’s what YouTube is waiting on seeing the subscriptions going up so that they push this out to more people that don’t get to see it. So everything is on, you know, is on a scale or a ladder with these algorithms. So the more you guys, if you value this information, if you just would like, share and subscribe, subscribe is so important that would really help us keep doing what we’re doing, producing this content. And hopefully you’re finding value in it. Hopefully you’re sharing it with those that you think would get value out of it. And come back and, and see us for the next episode. We’re gonna come back with some more helpful business tips that can be applied to not only the construction industry, but really any business itself. Those principles are really applicable across the board. So thanks for watching. Thanks for listening. Hope to catch you soon. Any parting words, John? Yeah. Don’t always say yes. Don’t always say yes. So are you ready to wrap this up? Let’s wrap it up. <Laugh>. He said yes to that, didn’t he? All right. Well, y’all take care. We’ll see you on the next one.