Protect Your Bids with Escalation Clauses with Isaac from Your Bid Helper

Hey,

Hey.

All right, welcome everybody. It's Wednesday. Time for my fence life. My favorite part of the week. Uh special guest today though, Isaac. I bet you half the people watching this already know who you are, but uh just in case, let's uh let's let them know. Okay. Well, I'm uh the in charge over here at your bid helper. So, I just help people with commercial and industrial bids and uh do the takeoffs and review the plans and stuff. So, uh that's what we do here. Yeah. So, real quick, your your bid helper um is that at the service where you actually uh you basically go and and read some of the plans and put together material lists and things for people. Yes. Yeah. So, most of the time most of the customers don't have us actually doing the pricing. Typically, we're we're downloading the plans and doing the takeoff and the material list and those kind of things. So, yeah. Yeah. Yeah. I was talking to somebody. God, I was on the phone talking to somebody and I wish I could recall a couple weeks ago and they knew who you were. Uh that was a contractor down in California. But you're not from California, right? No, no, I am from California. Yeah. Oh, you are? Okay. I thought for some reason I was thinking you were back east when we were talking one time. So, right now I'm in Nashville. Oh, okay. That's okay. But I was in California most of my life. So, oh, so that makes sense. It was a contractor down in California and they knew who you were. So, I was like, man, he's already he's already made his way over to the West Coast. No, I have a few customers over there as well. So, Oh, that's cool. That's cool. So, um today we're going to be talking about um and you probably come across this sometimes uh in some of the contracts or you maybe maybe come in the verbiage, but um are escalation clauses and I think right now with the tariffs that are I mean one day they're on, one day they're off. uh suppliers, you know, some suppliers are um are already increasing on the tariffs that are coming in um pretty soon and and some of the you know, Americanmade products are holding tight, but um what does that do on the bids, man? I mean, you're talking to people about bids all day long. Are people nervous? Uh, I haven't I haven't had a lot of customers that express being nervous to me, but I've heard some other people in the fence industry that are pretty nervous and uh, you know, wanting to buy m job materials for jobs that they haven't even sold yet. It's like, whoa, that that's pretty aggressive. If you want to go out and buy materials for a million- dollar job that you haven't even sold yet, but Yeah. Yeah. Yeah. And people are going to start stockpiling. And um and an escalation clause basically is something that helps protect your bid or you know once you basically once you um because you bid I mean a lot of stuff that we're bidding we we may not get a go ahead on it for 6 months and then even after we start um with everything increasing or um you know fluctuating sometimes with uncertainty you might get and not all of us buy all of our materials. It may be a big enough project where you're not buying all your materials before you start. You may be buying you know uh 25% of the materials and you're buying them as you go in a larger project you know as the as the materials are being delivered to you. And sometimes the manufacturers and and things like that will or the suppliers will adjust their pricing based off of what the current market value is. So yeah, to protect us from stuff like that, we got things like escalation clauses in there. And um it's easy for us just to say, "Hey, you should add an escalation clause, right? What the hell's that mean?" You know, what's the verbiage? You're just going to write in there that I'm going to um you know, a lot of people think, well, I'm just going to write in there that if there's a price increase, um I'm going to charge you more. And I that doesn't necessarily hold up. you know, you got to there's a lot of lot of steps that go in place to make an escalation clause actually um work, you know, and not end up in a big debate or a dispute with the customer. Um have you came across any of the escalation clauses? Uh I mean I've used them I mean in the contracts and stuff. So

We we've been through here this before, you know, with uh material price increases and that type of thing. So yeah, last year, you know, I mean, the last ones that we were really um when everybody was kind of really thinking about the increases was probably what was it 2021 after the after the CO stuff when the increases came up. And do you remember there being just a lot of people saying I can't get materials? I mean, and I was fortunate enough I had some really good suppliers that I was really um loyal to that kind of really took care of me through that. So I didn't I didn't struggle as much, but I had a lot of people saying, "Hey, you know, the gates were just shut at some of the suppliers. You couldn't go in. You couldn't get materials. They weren't setting up new accounts." Um, I have some ideas. I mean, not some ideas. I kind of I what I think is different about this time opposed to last time, um, is I think that, you know, last time we were, it wasn't necessarily a shortage of materials. They were just it was just all spitting out on ships and stuff out in the, you know, they couldn't get them into docks. They couldn't get them unloaded, you know, right? So, it wasn't that there was a shortage of materials. There was a shortage of materials with the suppliers, but that was only because they couldn't get access to them because it was all sitting out on the ships and there was no one to unload them, right? Yeah, but um you know, so as soon as that kind of opened up, the materials opened back up, right? So, um I'm I'm I'm wondering in the next six months if we're not being a whole different type of of material shortage because there's actually going to be a full-blown material shortage. Um, you know, if this stuff plays out like it is, except this time we won't have container load after container load sitting out on the ships, you know, already floating around. So, um this might be and you know, a bigger issue than we had last time. So, because of that, um the pricing is going to, you know, be adjusted. So, I wanted to kind of go through some of the steps to make an escalation cost to hopefully protect uh some of the people out there, the smaller companies that aren't aware of it. So, um let's do uh step one. Let's kind of go through the step one on these things. I mean, uh of what it takes to get in there. So, base price, obviously, every everything we do is going to have a uh a base price added to the escalation clause. So, this is where we're going to start with. That's going to be just your normal price that you got into it. And we're going to go through a couple of these things, but we're still going to do the uh uh what happened to Sean? the questions with Sean and Brian. So, I'm not I don't want anybody that that comes on this and says, "What would Brian and Sean say? Where is that?" It's coming, but we're going to wrap through a couple of these things so that everybody doesn't get bogged down on on this. Um, so we're talking the base price. Uh, it's the initial price, which would be your quote, what you're going what you're going to be going. You start with that. Um, what do you think are some of the trigger events on it? I mean, uh, what what would you think? What would be a normal trigger event in a in an escalation clause? Materials. Yeah. I mean, it's I don't really see forced labor being the issue, but the materials definitely is a one of them. Yeah. So, materials is what we're going to basically be focused on because that's kind of what everybody's worrying about right now. And it's hard it's hard for us to come back and say, um, hey, our labor costs went up. We were paying our guys more money. Um, you know, things like that. But if you were working for um say say it's a project where it you know the the labor costs are based off of prevailing wage or union wages or something like that and something gets negotiated and all a sudden prevailing wage goes up you could probably implement something like this but then you have to have um specified factors in it which is you know if it increases by over a certain amount or a percentage or a solid amount then that would trigger you know so if you had material costs um if you had material costs in you know in your job figured at a certain amount and materials in you know based off of your supplier went up a x amount amount of money. That would be a trigger event, you know, because we're not just worried about that. So, that's that's kind of what we're talking

About. So, step one, you got to have um part of your escalation clause a base price. Step two, you got to have a trigger event. What's going to trigger this escalation clause to actually um be activated to where you know the terms and everything's going to kick in. So, um then you have to have step three is going to be an escalation um formula. Uh you know, the price will be adjusted, but what's how's it going to be adjusted? it's going to be adjusted again by a specified amount or you know things like that. Um conditions and things like that. So we go in there and I think we'll get into more detail you know on that probably you know on another podcast we'll get into that. But um what what do you think man? What are your thoughts on escalation clause? You think they should do it or I mean I think you have to have some verbiage in your contract you know uh you know specifying especially if it's a like a special item you know a specialty material or something like that. Um, yeah, it could definitely be increased in price. I mean, I think not even just because of the times that we're in now, but just in general, you should have something in your contract regarding this, you know, regarding like, hey, if if our supplier changes, the only thing you're you might bid a job with 25 or 30% markup and they're not they may not be willing to pay you that 30% markup on this additional uh fees. you're going to probably have like a 10% fixed or something on top of the uh and and maybe they won't want to pay you any extra markup. Maybe they just want to cover the cost. So, yeah, you know, that's all stuff that uh is going to be part of the conversation, right, for your contract moving forward and stuff, but you're not really trying to get a bunch of extra profit anyways. You're trying to just make sure that your bases are covered. You know, you're being reasonable and being honest, right? Yep. Yeah. And I think that, you know, I mean, I'm I'm a firm believer that if a material increase is 5% or whatever, if you're if the difference between you making money or losing money on a job is 5%, you probably bid it too low in the first place. But we're not talking about 5%. We're talking about some of these uh you know, with some of these increases might be 25, 50, 60. I've seen it go as crazy as 70 80% increases. So, um it's definitely now is the time to start thinking about protecting yourself so that you can still make money because this is how we all feed our families. And uh you know I think a lot of times the smaller fence companies we we neglect this part of it and we go and we just blindly sign contracts right with general contractors and we think well if we don't sign them if we don't sign them uh you can't get the work. And I think I made some posts about that saying um people I'm like hey do you just uh redline and or do you redline you know do you not redline or do you just sign the contracts? A lot of people are like well you have to sign it. If you don't sign it you just won't get the work and you can't redline everything. Um have you what are your thoughts on redlinining? Oh yeah, we red line we redline stuff. A lot of stuff. Yeah. You kidding me? Oh yeah. They want a lot of times they want personal guarantees and all kinds of stuff. No, that was part of my job for for a long time at A1 Fence was like reading contracts and sending stuff to the GC. Hey, saying these pages and this is the stuff that we can't agree to. And because I mean they're going to pretty much make you agree to everything that they want you to agree to. And it's all a negotiation until you sign a contract. So yeah, I mean yeah. And you have to be if if it's important enough, you walk away, right? I mean, if if trying to ask you for something that you're not willing to do, but for the most part, I mean, you're going to just cross out what's unreasonable and what what you see is unreasonable. Yeah. And anything you don't understand. You know, again, we're not we're not attorneys or, you know, given legal advice here. And they had an attorney write that contract for them. And most of the time, the person that sent it to you doesn't understand what it all means either, right? So, if they don't understand it, then how are you supposed to understand it? So, if you haven't had an attorney review it and uh you haven't had a return attorney review it and send it back, then you basically are just blindly signing something, you know. But

Uh hey, let's not for

Sean's not here on this one, but we're going to answer these things together. So, I'll So, we'll start. Uh Nick, uh this again these these are all going to come from u fence industry only group on Facebook. Um probably one of the most active groups um for the fence industry on there. Um it says Nick on here is an all-star contributor. So Nick, thank you for that. We appreciate that. U where do you all are you sure student Susan didn't write this? What is this y'all stuff? Right. I'm afraid to keep reading it now. I feel like it's going to be a joke. Where do y'all like to get your company shirts um with logos made? Um I can't afford bulk orders at the moment. So looking forward to good looking for a good price and where do you order them basically? Um doesn't want to spend too much. Any recommendations regarding brands, color, etc. Have you ordered shirts? No. No, I don't have shirts. No, that I The only thing I can say because I've had hats made in the past and uh your local if you find a local shop that's like right down the street from your I've had good luck with local people who made hats and shirts for me in the past. So, that's something I recommend, but I'm sure you can find a hundred people to do it. Yeah, we've been getting shirts made for a long time. I think um we got a local local place we get them from. And I just I was reaching out to um Alex over at Brand Builders, too. So, I think that might be a good place to start. I know a lot of people that got their um their shirts and stuff and design stuff from them. So, brand builders, Alex Harris, and I think Canon Johnson and stuff as well. So, um yeah, I would uh I would definitely check that out. Um yeah. So, what you when was the last time you got some shirts, man? I know it's changed a little bit lately. I mean, it's uh everything went up a little bit, but uh not too bad, right? Yeah. No, I I didn't I can't remember the last time I had a shirt made. The last time I had hats, hats was the things that I had made. So, yeah. Yeah, hats. Yeah, I think uh for hats, True Line Express probably on the hats is uh you know, we we kind of run with on something like that. So, I guess there's people in our options. Go in the You know what? I think this is great. We'll have to go back and and get some of the answers on this uh post on fence industry only. Um let's see what else we got. Susan, whip it up. That was an easy one. David Cooper. Uh, I'm looking for recommendations for digital system um to keep track of pending jobs, track progress, save contracts, sketches, etc. I'm running four crews and I'm becoming challenged to keep up with this. So, you probably know quite a bit about different softwares and different stuff to track stuff with. Uh, I'm you know, I I can't say that I do, honestly. I know there's a lot of them out there, but I don't have experience with them. I mean, A lot of the companies that I worked with use like Excel spreadsheets which is really outdated but yeah. No, a lot of people there ain't nothing wrong with that. Uh Excel um Excel is great tool for new companies. I I mean I still do a lot of my quotes on Excel and stuff as well. So um I I'm glad that you said Excel because you know automatically we start thinking uh you know paid software programs and things like that and we are paying for Excel now. It's a monthly fee but um for us so we use Excel for a lot of stuff. So there's no shame if anybody's tracking their um their stuff on Excel um contracts and things like that and you can it's it's a great tool for saving stuff and it syncs well with you know with other stuff but u we use Jobber a lot jobber on ours we yeah we track a lot a lot of jobs um with Jobber and we tried some different platforms but I know I know there's a ton of a ton of them go to the fence show you'll probably see a bunch of uh you know oh yeah definitely all the ones that are um you know really working to support the industry are at the fence show in Las Vegas there's no doubt um so I would check that out and maybe go go on to fencow.com and take a look at the list of exhibitors that are exhibiting at our show because we've had a lot of contacts with most of them and I'm telling you those are definitely the people that are supporting um the industry and will

Probably be a good spot to to my first place I would check it out but for us we use Jobber and some other ones we've been trying out. Uh let's see what else we got. Justin Craig Woods I know this has been asked before. Oh gosh. Let's see what this is going to be. Huh. What is everyone using for invoice? This is kind of similar, right? Using for invoice estimate on that accepts payments. Okay, that's different. Um QuickBooks made a small fortune in fees off me last year, you know. Well, I I wouldn't think that it's going to be any cheaper to go anywhere else. I mean, the credit card processing fees are probably so similar. Um do you use any software that does any kind of payment collecting? I No, I don't. I have pe So people pay me through QuickBooks, but they pay me through their QuickBooks. So it's not like I send my invoices don't come through QuickBooks. Oh gosh. We um we probably send invoices and estimate in like three or four different ways. I mean we use QuickBooks, we use Jobber, we send them through Square. Um we've actually sometimes we'll do it through one of our platforms on GoDaddy. I mean, we probably send on an average week, um, we probably send it through at least four or five different platforms. And the fees are the fees, man. I mean, you're going to pay the anywhere from 2 and a half to 4% depending on what kind of credit card it is. And and you know, things like that, whether it's an MX or whether it's a rewards card or whether you're punching the card in manually. I do I can tell you this, if you can try to get someone to come in, if it's a large amount, we'll probably have them come into the office if it's a big material sale and swipe the credit card in person. one for security reasons, but two because the fees are a lot less if um probably at least a percent less if you have them swipe the card in person opposed to punching the um numbers in manually. So that's all I can say. But um yeah, they made actually I have a lot of customers that pay me through a Yeah. direct into my checking account, but I take Venmo, Apple Pay, PayPal, like you name it, I take it, you know, because people my service is like really reasonable. So it's usually like a few hundred dollars. It's not like lots of money. So, people pay me whatever is convenient for them. Venmo, Cash App, you know, like I take it all. Checks. I wait I wait three and four and five weeks for checks in the mail. Yeah. Yeah. And Stripe. Yeah. Sasha just mentioned Stripe. I use uh I use Stripe's one we use as well. But, um yeah. So, um good questions though, Susan. Uh again, thanks for bringing those up. So, we went through step one, two, and three. Step one, base price, right? Step two, we need a trigger event. Step three, um what's the formula that's going to be used if a if an event does get triggered? Step four, which I a maximum cap. Nobody's going to want I mean, you have to make this fair. Nobody's going to want to see um these unlimited increases based off of of whatever you can come up with, right? So, you have to have a maximum cap um to to put on this thing. And that's typically what you'd put in it. the more information you can put in your escalation clause that outlines and makes things clearer and makes it more of a fair exchange, the more likely this is going to hold up, right? Um opposed to just saying again, I I you know, I think a lot of us as um when we get started, we just start throwing in there, hey, price is going to increase if my price increases. Well, that wasn't enough information for you to actually be able to fight, you know, and odds are the the customer is not going to go ahead and sign it, you know, with that with that verb kind of verbage in vague. So, maximum cap. Now we've got time period. Um the price adjusts under you know under the clause to be made. Um and these increases may you know they're not people may just not want this thing increased uh you know daily or weekly every single time um you're doing it you know so you get a little tiny increase. So they may say this can only increase uh you know once a year or if it's a big project or maybe maybe um once a month or things like this when you're doing your invoicing. So you have to have a time period um you know basically upon the occurrence of the trigger of the event. So that's something that's important to get in there. Um, so we've got supporting documents like I was just saying earlier. So, this is where um you got to

Have something in there um that says what kind of supporting documents are you going to have when you're doing this? Well, one of the things that uh one of the ways they can get around avoiding avoid the price increase is like if the customer is willing to pay for the materials up front, right? because then it's like you can just buy the materials and if you have the space right to store it then you can you know so in the past I've you know we've built customers and we purchased well we had to take pictures of the the materials in our yard or whatnot and then they paid us right and then uh you can avoid the escalation all together if you have that but if it's a job with several years you know that you're you're performing for several years then yeah it's going to be a lot more complicated than storing material because if it sits in your yard for a few more years, they might not want the material. They might not like it. You know how the dust kicks up and the finish can fade on that stuff. So, even months though, cuz sometimes um you may, like I said, you may have put your bid in, you may get the go-ahhead on the contract, and like in Nevada, we're 3 to six months to pull a permit. So, it may have nothing to do with you working on the project. You may have got the go-ahad. You um you've got a deposit, but the project's not starting for 6 months or eight months because you're waiting on permits or whatever, whatever the factor would be. So, um, right now that in 6 months the price might be 50% higher. Who knows, right? So, um, you'd have this in there to cover yourself before even the job started. Um, so it is kind of it is kind of nice and if you but and also what you said, you may have it on the ground, but if you're counting on your inventory that you have in stock to be that that that material you're going to be including, you know, that says is protected. Well, you you have to replace that material. So, you know, at a higher cost maybe. So, you got to factor all that in there. So, we're at step six. So, step one, base price. Step two, we need a trigger event. And we're going to get all this uh we're going to get all this uh probably in the comments here. Step three, escalation formula. Maximum cap time period. We're at supporting documents. Now, you got to have something in there that uh notifies um basically is the notice. Okay. Um provided you got to provide something to the buyer, the sellers, everybody's got to be, you know, some sort of notice, a period of time less than x period of days um prior to the effective date of the price adjustment. So, you got to have some sort of base um pricing and stuff in there. and you got to you got to you know put some some documentation in there to note the the notices to be provided to the buyer. So um that again that's just you know they don't want to be hit you know every week with something new and they don't want to be kept up. You know how the tariffs are on one day off the other day on the one day and we can't you know you they're not going to want to get a text message every morning saying the price went up and said oh never mind. Oh the price went up. Oh never mind. You're never going to do work for that guy again. Right. So um but what happens if you don't agree right? What if there's a price increase? uh they don't agree with your supporting documents. Um they think it's BS. They think that you well you also own the material company. So therefore there's uh you know conflict since you're just creating the invoices yourself to justify the you know and that would happen right sometimes you're creating the invoices yourself to to justify the increase in pricing things like that. You got to have um what's going to happen if there is a dispute. That's step eight. That has to be on there. You know um are you going to go to arbitration? You know mediation whatever it's going to be. and per, you know, you typically want, you know, this is again where you want to bring your attorney and we're not attorneys, but you'd want that, you know, hopefully to be if it's going to be arbitration in in the state that you you live in because, you know, you got to be careful on that. I'm like, even in the contract you seen, you um you might be signing something and if you look at the um the dispute resolution, which is in a lot of the contracts, the arbitrations in New York, right? So, um you know, it's in New York

And then uh you got to fly to New York to do this, right? Well, if and your project happens to be in in Nevada or California. So now the costs go up for you to try to do the travel. So I typically change that and say it has to be in my state wherever the job's being done. So Sasha Yeah. Sasha says, uh, "What do you do if your distributor hold quotes for three to seven days?" Yeah. Oh, okay. What you do? Yeah. You have to protect yourself. Yeah. So he's right, you know. Well, I mean, I've had Yeah. I've had people say their quotes were good for two days before. So, but I mean Yeah. you're still gonna bid. You're either going to bid the job or you're not. I mean, there's really not I mean, a lot you can do. I' I've bid jobs and then uh was awarded them a year later actually. So, it's like but in an opportunity like that, you know, they understand that you know, it's been 12 months, right? So, yeah. You know, a lot can change in a few months. So, yeah. Oh, quick man. Quick. You got um you got any cool stuff going on right now? What are you uh you I mean, how many companies you're probably how many bids are you working on every week right now? Uh uh like eight to 10 bids. Yeah, something like that. Man, you must have one hell of an attention span. I uh I struggle with it. So, are you uh you're doing it all off the computer then? Uh no actual hard plans, right? Yeah. Yeah, it's all off the computer. Yeah, that's rough, man. I'm I'm still old school, man. I sit there for a while. After about an hour or two, I get so frustrated. I send it over to the blueprint place here and I print it out and uh Yeah. And I want to sit there. I want to get my pen out. I want to draw the lines and well I I highlight everything and measure everything so it's all dialed in but I also have somebody helping me with it so if things get busy you know I can send something her way so yeah. Yeah. Yeah. So um when are we going to get you back up to Vegas? I know we talked not too long ago. Oh I don't know. I don't have any plans right now to go back over there. October. I'm sure October. October you be up for the fence show. All right. We'll try to get we'll try to get you out there sooner because um as so everybody knows, Las Vegas Fence is planning on working u with Isaac, too. So, we're uh we're excited about this. Yeah, it's it's going to be it's going to be a good year. So, don't let all the the the talk about tariffs and material pricing increase, all that stuff scare you. Um you know, get out there and bid the stuff, but uh you know, definitely throw some stuff in to protect yourself. That's all, you know, and that and that way nothing can change. I mean, it's it's going to be uh still a great year, and I think the economy is going to boom. So, um I definitely don't want to Oh, no. The most important thing I don't I don't mean to interrupt you. The most important thing is like just be honest and transparent. You know, you got to just be upfront about everything. If you're respectful and you're honest, like there's no reason to to to lie or to, you know, be shady about anything. Like, if you're honest and transparent and you bring things up and the the customer is going to respect you, I mean, the the way that you handle the situation is is going to uh do a lot for your company moving forward. So just be honest, you know, be transparent. Say, "Hey, look, this is what's going on." I mean, even I don't watch the news, but even if you don't watch the news, like you people know what's going on. So yeah, it's just important that you are transparent with with your contract and your customers and you you walk them through it. You it's just like the sales process. You walk them through it. You you show them like, "Hey, they might say, hey, I want this fence." And you say, "Oh, that that fence wouldn't work here. You know, you need this fence." Right? So you guide them. You show them, right? Because you're the professional. It's the same thing with the tariff and the increase and like what however your contract is written, you know, you're you're gonna explain it to them like, you know, this is what could happen potentially. So hopefully they you can do the job for the price that you quoted it. But if not, you know, at least they're going to know, well, this is the alternate, right? If that doesn't work out, if we can't hold the price. Yep.

Yeah. So, um, we're It looks like we got some stuff going on, though. I'm just taking a look here. Uh, we have some different events happening. I think the very next one, speaking of Vegas, is uh Fence University's got the telephone entry quick start class. So, uh fenceuniversity.com to register for that. That's coming up March 24th. Um if anybody wanted to learn about uh telephone entry systems, we've got all kinds of stuff um on hand. I mean, so manufacturers have been sending us all kinds of really cool stuff. Door King, Security Brands, Sellgate. I know I'm probably going to forget some. So, I feel like, you know, you're always nervous every time you start listing stuff because you're like, there's always somebody you forgot. And then you're like, "Man, I wish I wouldn't have said anything at all." Right. It's always And you know who you know who's always watching and listening? The person you forgot. Right. Everybody you mentioned wasn't even watching your show except for the one person that's uh that's sitting at home going, "Are you kidding me? Why? He didn't mention me. I just talked to him at lunch." So, um lots of really cool stuff. We've got an entire um access control room basically that's set up um where we're going to be hooking those up to gate uh gate operators and things like that. So, you're going to be able to learn hands-on. Um, I know that's kind of the key, uh, that's a word thrown around a lot now because we've really kind of kicked that off. Um, because we believe hands-on is what you need. So, fenceuniversity.com, telephone entry, uh, quick start class. Um, actually, I think, man, when is the Mr. Fence retreats? I think starting tomorrow, right? Mr. Fencemy's retreat. So, um, he's got that going on. So, definitely go to um, u Mr. Fenceacademy.com and, you know, take a look at some of the stuff he's got going on for the events for that. Um, and then we're going to be at the CMM's open house, which is really cool. Um, Fence University, Mr. Fence Academy, Fence, uh, Fence Work Association. Um, we're going to be out there. Sean's putting, um, putting on a really cool show. I think, uh, we got a, uh, we're going to be going to a baseball game and all kinds of stuff. And I think I think there's only room for like the first 100 people to register tonight. And he's going to be mad if I say it, but uh, I don't even know. I'm probably inviting people that I'm not allowed to invite. So, um, there is a there there's a ball game going on. Tell Sean that I invited you. I don't care. He'll get over it. So, um, Sean with CMM, tell him that Brian invited me to this ball game, so make some room. Get I want on the bus or something, you know. But, uh, that's going to be that's going to be a lot of fun. Um, let's see. I think, uh, after that, we're going to, you know, go to Fence University, go Mr. Fence Academy, go um, pretty much anywhere. Fencocial.com. We start list all these things on the events page at fencocial.com as well. um if you want to get up to date with some links. Uh Isaac, man, thank you for coming on, man. I appreciate it. Everybody that's watching, hey, thanks. I appreciate it. Uh if you're watching this live, thanks for taking the time um out of your evening. I know everybody's tired. It's getting late for some of you. If you're watching this in the future, hey, thanks for tuning in. Um I know all this is being streamed to some other places like Apple Podcast, and I don't know how any of that stuff works, but Susan streams it over there. So, one of those one of those those things where you listen while you're driving or um hanging out or something. Again, have a great evening everybody. Isaac, thanks. Thanks for having me.