SB EP 77 - OMG, I'm Losing Bookings


SHOW NOTES


Ismail: [00:00:00] Coming up on Super Boothers the great Ryan Salinas is struggling to book his gigs. Yes even the great ones hit a bump in the road every once in a while. We dissect what may have gone wrong and out of fix it. Stay tuned. 

Ryan: [00:00:16] Come see me live at the Photo Booth Show Europe October 15th and 16th 2018 in Leicester United Kingdom. Learn from Industry experts, shop a range of high quality global providers and get to meet other photo booth just like you. Visist PhotoBoothShow.eu for more information. 

Ryan: [00:00:49] Hello and welcome to Super Boothers my name is Ryan. 

Ismail: [00:00:51] And I'm Ismail. 

Ryan: [00:00:53] I'm so depressed. 

Ismail: [00:00:55] You have been a little depressed lately. I don't know what's been going on. 

Ryan: [00:00:57] I have just been down in the dumps. Well I mean I know why I've been down in the dumps but that's more personal than anything else but business wise I have just been like missing out on a lot of bids that I'm sending . 

Ismail: [00:01:14] Wait a second. 

Ryan: [00:01:15] Business isn't booking. Like I looked at my August last year so August of 2017 compared to August 2018. I did sixty dollars less than last year. And I know that's not a huge difference however. First of all August is generally a big booking month. Second of all I booked a lot of business in the last week of August that I didn't think I was going to book. So I technically should've been lower. 

Ismail: [00:01:41] Now when you when you're counting those numbers are you looking at bookings made money collected or event that revenue that you. 

Ryan: [00:01:48] No, it's in the month for the month. So whatever revenue I collect in that month that's what I count for my goal. 

Ismail: [00:01:54] So it doesn't mean that the events took place in August. 

Ryan: [00:01:56] No, It just means that I either took money or the events happened and yeah. 

Ismail: [00:02:00] Now so the revenue is about flat, right. What about the number of events are you doing plus events are you doing same or you doing more? 

Ryan: [00:02:07] Let me double check. I want to say that I'm doing less. 

Ismail: [00:02:13] So that's it. If that's the case should I wait for you to confirm that? 

Ryan: [00:02:17] Let me hold on here. See this is my thing is that whenever I go through this I don't I don't worry about a number of events so much as revenue even though I get what you're saying. 

Ryan: [00:02:27] Yes the revenue should like match up with. 

Ryan: [00:02:30] I get that. 

Ismail: [00:02:31] But if you're telling me that you're doing the same revenue with less events although it doesn't feel like there is. 

Ryan: [00:02:37] Oh gosh unless I do the exact same number of events for and I ended up 60 dollars less. 

Ismail: [00:02:44] Oh that's that's terrible. 

Ryan: [00:02:47] Exactly. No, wait. That's a lie. I did. I did a thousand dollars and more. So I completely just lied right now. I did a thousand dollars more. 

Ismail: [00:02:59] Should we just restart the episode. 

Ryan: [00:03:02] No, no, no... I mean just knowing your numbers and I do not know these numbers off the top of my head. However I know where to access them rather quickly so I did. Oh yeah I guess that last minute event did book so I did a thousand dollars more however it should have been at least 15 percent higher is my point. I have lost out that I can think of in the last week about 15 grand worth of business and that is that just hits you where you live. 

Ismail: [00:03:31] Now I want to first of all. I could joke around and say Oh the great Ryan Salinas is losing out on bookings. But I want to commend you because a lot of people wouldn't be that honest right. So it just shows that no matter how great you are. 

Ryan: [00:03:45] I'm not that great. 

Ismail: [00:03:45] You can't book every job. 

Ryan: [00:03:46] Stop. Keep going. Stop keep going. No i'm kidding. 

Ismail: [00:03:49] This is a new humble... 

Ryan: [00:03:50] It's really funny because people will message me and be like oh you're like What did someone called me the photo booth Godfather I'm like ummmm no. Although I will have a hit on you. No. 

Ismail: [00:04:04] Sounds like you're the one from Brooklyn. 

Ryan: [00:04:05] Right?! 

Ryan: [00:04:07] You think so. 

Ismail: [00:04:08] But is there anything you've heard back from people that are not booking. 

Ryan: [00:04:11] Yeah I guess so. Most recently what happened. This is, well today is Wednesday. So last Friday I got a phone call that I did not recognize, I pick up the phone and she goes Hi I have a lot of questions. I'm like thank you so much. 

Ryan: [00:04:29] And again one of the little girl agency booking girls she calls and she says that she has moved on to a different a different agency that they've used me previously in Los Angeles. And she goes I'm working with this new client. I really want to use you can you please help me with you know the I spent 45 minutes with her going over all the questions she had until she was blue in the face and had no more. 

Ryan: [00:04:57] I mean we went over and lay out. We went over green screen we went over microsite we went over. You know iPad social sharing stations. I literally had Brian Ginsberg on the other line having him answer questions for me that I could go back to this client because there's a lot of custom... 

Ismail: [00:05:15] Another compliment to Ginsburg's customer service. 

Ryan: [00:05:20] That the thing is if I called at 3:00 in the morning he'd probably pick up so I will say that I probably get better service from him than most. 

Ryan: [00:05:27] But again he's incredibly responsive so I don't think that it's highly unlikely that you're going to get less customer service, I'm just saying I probably get a smidge more. 

Ismail: [00:05:40] And this is again to clarify this girl who spoke to you worked with her before. You have a history with her. 

Ryan: [00:05:47] This is horrible of me. I don't remember who she is. And from my understanding from what I can gather she wasn't my client. 

Ryan: [00:05:56] I think she worked with someone and it was just you know one of those were "Oh hi i'm blah blah blah, do you need any help." OK, no I'm good ,thank you but you know she was still in attendance and we still gave great customer service and she's still remembered to call me and you know I guess it's all I can ask for. However this was a two day event. It was at a rather large convention center. I really appreciated that she had very specific needs and questions. The more information that I have I'm able to kind of help her with whatever it is that she's trying to accomplish. So if you're telling me I just want to go from A to B, I can probably add something extra to get you just to that, just a little more production value you know whatever the case may be. Just to make you look better with your client. 

Ryan: [00:06:48] So I was able to kind of be very forthright with her and you know just help out a little bit more than most just because she gave me more information so I sent her the proposal and she goes Ryan. It's a little high. I said not a problem. I said where do we need to work around it. And she goes Well you know we can take off a sharing station the hours have been revised. OK. I sent her the revised proposal a little bit less because that's another thing is that our business is technically pure profit. 

Ryan: [00:07:18] I mean you can't tell me that you're spending you know 500 dollars on a thousand dollar rental that's just not going happen. I mean we have a high we have a higher profit than profit margin the most. So you know what if we take a hit on it that's fine because we're building the relationship with the client. So I would much rather get you know 100 grand out of her a year than you know only 50. 

Ismail: [00:07:39] And before you breeze past this point when she you know brings up the price. How exactly do you respond... Like you said not a problem will work around it. Do You just offer a discount? Do you try and take things out? 

Ryan: [00:07:51] I try and take things out or try modify the service a little bit even if it doesn't cost me anything that they can see something is changed a little bit. 

Ryan: [00:08:01] You know we won't do a custom microsite it'll just be a standard one or you know we won't include I don't know analytics or whatever. You just take out some of the features and that's how you justify it to the client. 

Ismail: [00:08:14] Now why don't you. Because I'm sure everyone else is wondering this when dealing with an agency people are chasing these corporate clients everybody wants this stuff. Why don't you instinctually say Oh no problem. I can knock off 10, 15, 20 percent because as you just said it's mostly profit. 

Ryan: [00:08:30] So again this is the issue is on the next go round they're going to expect that and a need to not kind of screwed myself over with the next event that comes through you know. 

Ismail: [00:08:43] I don't want to jump ahead in the story but it sounds like you didn't win this gig. 

Ryan: [00:08:52] Standby. I went over the revisions are sent of the proposal. I said listen I need to know by 2:00p.m. tomorrow I said we need to do a fire drill on our end, just and she's like I understand. Thank you so much. Let me get back with the client so send her the revised pricing sent her you know whatever and to answer your question. Yes I did knock off whatever just for the hell of knocking it off. She sends me an e-mail the next day and she said I'm so sorry I fought so hard for you. I wanted to use you. It wasn't my decision. The client ended up going with someone else. I said not a problem. And she goes but I have a perfect client for you in October or late October whatever. 

Ryan: [00:09:32] I said perfect. That's fine. 

Ismail: [00:09:34] That's interesting. So where you didn't really get a good reason as to why it's like the--. 

Ryan: [00:09:39] No, it was price it was price. She had told me on the phone what the issue was and with what this other company was doing I was just not going to hit that just for everything that we were doing. Even though we are pure profit. It's just not worth it because then it's your diminishing your value at that point. 

Ismail: [00:10:00] But now do you feel like she mentioned a future event. If the price was the issue now. Do you really feel like get it in the future? 

Ryan: [00:10:06] The price was the issue now for this particular client. They have other clients that are willing to pay for stuff. So no I don't think that. I'll lose any future ones. But this is another thing. I've also lost a couple of other ones just this just being one of them and it's getting to the point where I'm like Listen you tell me what you want to pay me and I will book it just because times is times is hard. 

Ismail: [00:10:29] It's likePriceline.com just make an offer. 

Ryan: [00:10:31] You know what this is Progressive. Name your price. And Ryan will deliver. 

Ismail: [00:10:38] But it sounds like that one. I don't know what else you could have done right. Is there anything you take away from that or is that just--- 

Ryan: [00:10:44] No---There's absolutely nothing else I could have done to win that piece of business other than come in five hundred hours shorter of what she wanted and for the time that it was it was like 10:00 in the morning to 8:00 at night. For two days and she wanted something absolutely ridiculous. And I just I just can't do that even though it doesn't cost me anything because it's going to cost me more in the labor. And I clearly already had the relationship there so I don't I don't really worry about it in that way. She knows the value of what my product and what I bring to an event is that's kind of think it was not horrible 

Ismail: [00:11:23] Do you feel concerned though? Well OK I understand what you're saying. Operate from a position of strength. So they know your value. But do you really ever get concerned like oh my god I mean I may lose this client? 

Ryan: [00:11:31] Daily. Are you kidding me? Oh my god with everything. So this is I think that with certain clients I don't really worry about it. I mean there are times where I will bid stuff high, just a bid it high because I don't want to do it. And there are times where a client calls your bluff. And guess what. Now you got to do it. That happened to me actually this last weekend. I did an event about an hour away from the office and was instantly regretting it. Even bidding it out. 

Ismail: [00:12:03] That's not that bad, an hour away. 

Ryan: [00:12:05] An hour and a half. Yeah. Down the steet. Well in Houston a regular event is an hour and a half away. 

Ismail: [00:12:14] You so this is happening more often are these other stories similar to this one. 

Ryan: [00:12:20] Yes, it's coming down to price. So this is the point where I have to reevaluate. How much I'm actually charging for whatever my market standard is. 

Ismail: [00:12:33] Now this is fascinating because I am sure a lot of people struggle with this right. There's other people undercutting them underbidding them you're losing jobs to other people. So I'm really curious to hear how you think about this and how you are going to go through analyzing your place in the market price. 

Ryan: [00:12:50] It happens. I mean I had this conversation with my friend Melissa she's a florist in San Antonio. Whenever I was a florist in Houston we would constantly call back and forth with each other saying you know oh all these brides are wanting to do you know nothing but white or it's I remember it was tangerine and fuchsia was such a huge color scheme and if I did one more black white and pink wedding I was going to put a bullet in my head. I mean that's just it's just very cyclical. That's just how our business is. I asked her I was like Well where are you at as far as delivery and she goes Ryan, I had to cut that out about a year ago. She said I found out I was losing too many clients over my delivery fee and the delivery was hovering about 20 percent for us. 

Ryan: [00:13:35] I mean so that in itself it's own line item. 

Ismail: [00:13:37] Now when she says she has to do away with that she actually just remove ir or did she roll in. 

Ryan: [00:13:43] She rolls it into wherever a little bit and then you just kind of get like new pricing. But still I mean even if you line item it you're going to see the line item if you compare it to another vendor. Well yours is a little higher. So I mean you just kind of have to figure out what works best for you. 

Ryan: [00:14:00] But for me. 

Ismail: [00:14:02] That's so interesting because it's really the same thing. You're still including the price somehow. 

Ismail: [00:14:07] But just the fact that it's a different line item is such that big. 

Ryan: [00:14:11] It's such a psychological thing. So yeah. So right now I'm kind of a little down right now. I'm not going to lie. So. 

Ismail: [00:14:20] Well why don't just sit in the chair my office you know lay down have a beverage. It's going to be okay everybody goes through this. Or. 

Ismail: [00:14:32] What are we going to do. 

Ryan: [00:14:33] I'll tell you what I did. ::Netflix Theme:: 

Ismail: [00:14:37] You you already did something.....that Makes no sense whatsoever. 

Ryan: [00:14:44] I went to bed watching Netflix and I had a little epiphany.

Ryan: [00:14:51] There's this new show. Pretty much. This show is going to change from Super Boothers to just Netflix and podcasts is really what it's going to end up changing into. So this the thing is, again I have always talked about you can get inspiration from anywhere. 

Ryan: [00:15:06] It used to be one of my favorite documentaries is called Joan Rivers: A Piece Of Work. 

Ryan: [00:15:13] It's my favorite documentary in the entire world. And the reason why it is I would get so down and this happens I think every six months or so I just get so like down on you know business and just thinking to myself like what am I doing wrong? But it takes you know my friends just like slapping me up so they can be like Ryan you've been doing this for how long. Like you're fine like calm it down like you're still here. And that's just the thing is in comedy there is no job security just you still being here is trophy enough or is an award enough. And what I really enjoy about that particular documentary with Joan Rivers is no one works harder. And I had this conversation with Dennie Hirsch in Vegas. Dennie Hirsch is actually just announced to speak in BoothCon in Melbourne next year Dennie and I will be down there and he's also doing masterclass. 

Ryan: [00:16:09] But anyways. But that was a thing that I kind of said to Dennie a while back at PBX in Vegas was "No one works harder than me." No one can go longer than me. I mean there are times where people will message me at all hours and I'll still respond. I mean I'm just generally always working on something. I think that's just a self-employed thing. However one of the attributes I really appreciate about Joan Rivers is that there's an analogy that's made is in show business you know lightning strikes you and you're big, and you're hot and you know on top of your game or whatever. 

Ryan: [00:16:51] Lightning can't strike you if you're not standing out in the rain and the analogy that was made here is no one can stand out in the rain longer than Joan Rivers. And you know just working nonstop and just trying new things and just waiting for that lightning to strike. 

Ismail: [00:17:07] I find myself. You mention going through cycles. So you're down right now. I find you know personally I go through cycles where you feel like a bum like you're not really doing enough and then you go through. 

Ryan: [00:17:18] I feel that daily when I wake up at noon. 

Ismail: [00:17:22] And then they go through the opposite sometimes you are still insanely productive and you just get things done left and right. And it's weird that it's like an up and down rollercoaster ride and you just can't keep it steady. I dont know if it's an entrepreneurial type thing. 

Ryan: [00:17:36] It absolutely is-- that's just being a self-employed small business owner. 

Ismail: [00:17:40] So you're still in the rut now. Do you still feel that way? 

Ryan: [00:17:45] Uhhh...a Little bit. I think I am. Maybe 30 percent out on the other end. Right now if I had to put a number to it and the only reason why I say that is because I have I guess my little like methods of how I do things. Again one of those things a couple months ago was redoing my office. 

Ryan: [00:18:04] No i'm not going to re-do it again. 

Ismail: [00:18:08] I was going to say, you say this happens what every six months or so what do you get out of it? Or what do you see pulls you out of it, what happens that gets you out of that rut. 

Ryan: [00:18:17] ::Netflix theme:: I forgot the point a little bit earlier, so I had do it again. So I went to go watch Netflix and there's a new show called Norm McDonald Has a Show. It Is such a laissez-faire, It's like the anti-night show like The anti late night show. He has Judge Judy and Jane Fonda and M. Night Shyamalan on and Chevy Chase and David Letterman and just this whole array David Spade was in there and they had this whole array of people and he asked them some really personal really in-depth questions in such a funny way. What I really appreciate about this is there's little nuggets of wisdom that can that really come from every single every single person you know. I don't know if you're familiar with Johnny Carson. However whenever he had The Tonight Show part of his big thing was he would have like you would he would have new standups come. If you did a good job he would ask you over to the desk and it was like such a big thing. Like a lot of amazing comedians go ahead. 

Ismail: [00:19:23] I said he was known for whenever he did that somebody you kind of become anointed as a successful comedian. That was what made you. 

Ryan: [00:19:31] That happened to Joan Rivers. Joan Rivers said she goes. Johnny Carson is solely responsible for my career. David Spade said that he was so nervous he went out. He did his set. You know he goes well what if he goes I just had this dream in my head. What if he asked me over to the desk and the production assistant was like you come back here I'm your boss. Johnny's not and he was just so nervous he did a set. It was amazing. Martin Short was in the chair next to Johnny Carson. Martin Short said he was so funny you should ask him over David Spade was so in his head. He walked backstage and didn't notice Johnny and Martin saying come over. 

Ismail: [00:20:14] Oh my god. 

Ryan: [00:20:15] Could you imagine that kind of. And no one knows this. You know Jane Fonda was just kind of you know telling her little opinion on you know what happened with her dad and the men that she's dated and you know just little nuggets that kind of pull away. Judge Judy. Judge Judy was she was an attorney in Brooklyn and she finally became a family court judge. 

Ryan: [00:20:41] And I believe it was a newspaper or maybe a small television program I'm not sure where they asked to bring cameras into the into her court and she was like yes. And that's kind of how you know the judge judy thing on TV got started. She goes. We were we were public servants. We didn't make a lot of money. We had five kids. And the question that Norm MacDonald asked was you know does the money make everything better. Which is a big misconception. So for me my mood being related to the amount of revenue that I have shouldn't necessarily be a good I guess barometer of it. But what she goes is you know what what the show Judge Judy has done and by the way she's the highest paid person on television per episode. 

Ismail: [00:21:32] People go. People don't know how successful she is financially becuase of that show. So it's mind boggling. 

Ryan: [00:21:38] Absolutely, She's the highest paid person. So she goes you know she goes what the show has done for me as she goes it has removed the financial stressor from my life. They're still the family stresser they're still the fame stresser and she was just kind of going in-depth on how there's a big misconception as to what fame or being successful is. 

Ismail: [00:22:00] So where can I find this? 

Ryan: [00:22:02] Netflix, Norm MacDonald and he has it's such a stupid show. But I'm it's so amazing how in-depth he gets and how he's able to pull this information out of people. I've binged watched the whole thing in a day. It was so horrible. Like. 

Ismail: [00:22:18] How do you have so much time to watch Netflix shows? 

Ryan: [00:22:21] I have like in my office. I have a gigantic TV and I just play it in the background whenever I'm working it's my process. 

Ismail: [00:22:29] It doesnt distract you? 

Ryan: [00:22:29] It's just how I operate. So my point that I'm trying to get at here is whenever I realize these things. First of all you realize what's important in life and you realize there are bigger things out there than revenue at the second time. I have a couple trips that I have to pay for, so I know I need to make that revenue. 

Ryan: [00:22:51] So again what are some things that I'm doing to kind of change, change my mood or change the mojo--or try and get my mojo back. 

Ryan: [00:22:59] One thing I did is I bought a magazine I bought a wedding magazine just to kind of like hopefully get inspired by you know seeing and I buy a lot of architecture magazines as well. So I will get inspired by that hopefully create something and hopefully be motivated enough to actually act on it and post it and put it on put on a website. I was just doing this thing with you where I was trying out this tintype portrait kind of little activation thing and I'm planning for no one. There is no active client that I'm working on it for. However it's just kind of something that I wanted to play with. 

Ryan: [00:23:40] And whenever I'm at this low point I use that time to try and be creative and try and get out of my little run. 

Ismail: [00:23:47] What's really interesting here is that you know there's probably two schools of thought where one people get into this kind of rut. Some people may does a double down and just bang their head against a wall and really just try to correct things. It sounds like what you do is you step away. Yeah you watch Netflix, you get a magazine. You play around with some tintypes. You distract yourself. 

Ryan: [00:24:09] But still being productive. 

Ryan: [00:24:11] That's the big thing is to find a way because it's another thing just to be you know bored and twiddle your thumbs and not really accomplish anything. But however at least I'm putting my like boredom to good use like by playing with the tintype you know. 

Ismail: [00:24:25] Now how does that stuff. That like I know it's kind of weird that you're saying don't really tie yourself to revenue but you kind of have to focus on the revenue number. 

Ryan: [00:24:36] I mean that's it's it's a game in the highest number wins. I mean that's just what it comes down. 

Ismail: [00:24:40] So how did this thing do it directly. Like I'm trying to struggling to see the connection between watching Netflix doing the creative stuff that you're doing going into a magazine. And how does that bring you back to booking more gigs and making more money. 

Ryan: [00:24:54] I mean it of all you just get out of your head for a minute and you give yourself an opportunity to realize like where is what am I missing here. And what I think I found missing is I'm clearly not setting myself apart. Than the next person because if the client doesn't see the value well that's my that's my mistake for not conveying the value. 

Ryan: [00:25:19] Enough I guess. Does that make sense. 

Ismail: [00:25:22] Well yeah. But even if it did convey value you know perfectly. Some people just are not. They don't see it or they don't have the budget or they don't want it. 

Ryan: [00:25:30] That's another thing is that I have to probably rethink my pricing a little bit if I've lost five events based off of pricing. I mean I probably need to realize that I'm pricing myself out a little bit and at least getting to the point where I book the client to where I can scale them up later. 

Ismail: [00:25:46] How do you think about the fact like right now. I don't know how much you follow the economy. Or how much listeneres paying attention economy. But the economy's booming like we are in. A huge bull run. The stock market's gone crazy real estate prices are crazy. 

Ryan: [00:26:02] It's going to go down. 

Ismail: [00:26:03] I agree with you eventually will go down. But right now. 

Ryan: [00:26:05] There's a big bubble again. 

Ismail: [00:26:08] I am agreeing with you but in this environment where there's so much good stuff happening. Why are you now losing things according to price. 

Ryan: [00:26:18] It's interesting you know and that was the thing is whenever the market kind of tanked in 2008 I was doing very well. I didn't really suffer from the market kind of tanking when the rest of the nation was eating cat food. 

Ismail: [00:26:35] The entire 2008, 2007, 2009? You didn't struggle at all? 

Ryan: [00:26:39] No. Not at all. I mean I think I mean so I made a tip of a thousand dollars in 2008. 

Ismail: [00:26:49] And your pricing wasn't modified at all. 

Ryan: [00:26:53] No, It was so strange. So. 

Ismail: [00:26:55] Now I don't know. 

Ryan: [00:26:56] This is another thing and I also don't think that Texas was affected as other industries were because. 

Ismail: [00:27:03] That is true. 

Ryan: [00:27:04] So this is another thing I also moved during that time to Houston and Houston. I mean at least 70 percent oil and gas and that just didn't get touched at all. If anything it increased. 

Ismail: [00:27:15] But that to me is like wow during the crisis you didnt really get affected but now in the boom you're having a hard time it gets worse. 

Ryan: [00:27:26] Isn't that strange. What is going on here? Trumps America. 

Ismail: [00:27:30] Unless that's an indicator that the economy is going to go down. 

Ryan: [00:27:33] I'm sorry I had to. 

Ryan: [00:27:35] Well this is another thing is I also changed my business model in 2008. So I was doing wedding planning the market tanked and I wasn't getting booked for wedding planning. So then I had to change my model and really start offering a product that's where the floral came in and the linens and lighting in the photo booth and that's where it all kind of started to snowball. But again it was just a shift in the market that you just kind of had to realize. I'm realizing now. This is another issue. Agencies are buying their own photo booths. 

Ismail: [00:28:07] Uh oh. 

Ryan: [00:28:10] Ruh-roh. So that's another thing you have to change is you know the value that you bring and with the way how I'm kind of seeing that is the content that I create. I would like to create newer cooler fresher content that nobody has. And it's hard to do that. I mean it's not easy by any means. 

Ismail: [00:28:30] You know for me what stands out here is that. Not just in this industry but in business in general. A lot of people like to put on this front of look how great I am. Look how great I Am. 

Ismail: [00:28:41] So I actually appreciate you being honest about hey everyone struggles and I hope the listeners that are listening to this. I'm sure a lot of people go through this all the time. But what you what you should be taking away is how we were analyzing this. Right. So we walk through with example that you had didn't get any reason other than pricing. Then you start looking at hey maybe my competitors I got to evaluate that price and it gets my price maybe I have to modify my packages. And then we also talk about the macro of the economy. So you can dissect this in different ways to hopefully try to position yourself and pivot your business into a better position. 

Ryan: [00:29:20] That's also another thing is I don't think I have been very nurturing of my business relationships. 

Ryan: [00:29:27] I think I've kind of let that go by the wayside a little bit. So what I'm doing now is I'm kind of making a list of. And again I'm very lax-a-dasical about this. I probably could like sit myself down for two hours and really write down everything that I need to do. And I do have an ongoing to do list. However one of the things I know I need to work on is reviews. I have horrible reviews online. And funny enough there was a client that's a sent me an email that was like I promised you a review. Thank you so much. Please let me know where I need to leave it. And I'm kind of holding off on it until I figure out like where all my profiles that I'm kind of getting into order because I'm redoing my Facebook and redoing my google my business and you know all that other stuff but I really try and hone in on what specific things do I need to work on or update or refresh that will help bring me business. 

Ismail: [00:30:22] What's really great about business to me is that you kind of get forced into course correcting. Right. So the businesses that lasts. You kind of get smacked around and like you said if you weren't during some things if you are following up if you are nurturing if you weren't asking for reviews if you aren't doing outreach. Your business will suffer and you get smacked into the corner in order to get back on track. You have to start doing these things. 

Ryan: [00:30:47] Oh My God, my lightjust went off. I just booked an event. Oh thank god! 

Ryan: [00:30:53] I'm telling you you need to get these Hue because whenever they change colors is the best feeling in the world. 

Ismail: [00:30:58] It actually just happened right before we start recording so that's two. In a span of like what half an hour. 

Ryan: [00:31:05] Praise little 8 lb 6 oz baby jesus. 

Ismail: [00:31:06] So forget everything we just talked about. 

Ryan: [00:31:07] It's all good. It's all better now. Thank you so much. 

Ryan: [00:31:22] Next week on Super Boothers. 

Ismail: [00:31:24] The real thing that kind of gets me the takeaways that Blockbuster was trying to do all these things and spying and copying and they're gone. And the takeaway for me is that they were so focused on the competitor but didn't focus on customer. Netflix was focused on the customer. How know we have a better service and they won.