1487: Maximize Home Service Profits: Deliver Options That Reduce Risk and Boost Sales with Matt Koop

Robert Plank 0:01 Matt Koop is here, the Vice President and Founder of the new flat rate Inc, they help home service contractors be more profitable through the use of automatic presentation systems that close jobs faster and for more money. But it's not just about making the money closing the jobs that's important, but also keeping your family together, keeping the finances stabilized, while also doing what you love and pursuing the dream. So Mr. Matt, glad to meet you. Glad to be speaking with you.

Matt Koop 0:32 Robert, thanks for having me. It's a pleasure to be here, my friend,

Robert Plank 0:35 it's a pleasure to have you. And so you've seen some things, you've dealt with some life experiences, and you learn some secrets. But what do you think, though, all those contractors need to know, the HVACs, the plumbers, like, where are they stuck? And just, you know, what's the current news? What do people need to know?

Matt Koop 0:52 Sure, yeah, let's talk about that and and to really see the picture, I think we need to go back in time a little bit, because it's important to know, kind of, why the industry keeps getting stuck and keeps having these, these problems. And so if we go back to the beginning, kind of, for the record, I started in the industry in 2000 I came in as a service technician in plumbing, electrical and HVAC. I became primarily HVAC and building science, but was in electrical and plumbing as well. And back in that day, it's important to remember that we were the solution to the to the homeowners problem, because there was no other source of truth. And so it's like, when we told the customer that they needed something, they had to take your word for it, because you were the professional and and, you know, they could go down to the public library, I guess, and look it up, but nobody was going to right. And so then when we when we fast forward in time, I was a service tech for four or five years, and all of a sudden we started ending up with this resistance that started showing up from customers, and it really had to do with around 2005 Google, which was founded back in 98 but it took them some time to get some traction. Google started to really become a thing, and they started connecting with your eBay and these other online sources of information, and they started to connect in a way that consumers actually used it. And so all of a sudden, I noticed, as a home service technician, that I would say something to a customer like, you know, Robert, you need this. And all of a sudden they would start questioning me, oh, well, what's that? Why do I need that? That's not what it says on here. And we started seeing these, you know, these Googlers, this these these smartphones and these different resources, even the laptops and stuff, people would start looking up what we were talking about and see that never happened before. If somebody wanted to really challenge you, they had to, you know, go get three estimates from other companies and take a lot of time. But when all of a sudden, Google and Amazon and eBay came into this space, we started seeing a problem very quickly. And what the problem was is, you know, back in the early 90s, the home service company that I worked for was my father's. We were virtually bankrupt, trying to be a time and material company, and we switched to what's called flat rate pricing, which is when you take all of the parts that that you install, and we change the sales price to just be a one off. So like, hey, you need this, you know, this bottle of water, and instead of it being $3 for just the bottle of water, I'll install it for you and everything for 300 bucks. Now, that could be a great deal for you, Robert, but there's a problem. When we started bringing eBay and Amazon into the conversation, it didn't matter what your flat rate price book was based on, it could be based on a negative profit, and it would be more money than they could see the part for online. And so all of a sudden we started having consumers, you know, homeowners, that started questioning the integrity of our industry. And they started, you know, thinking that the contractors were out to screw them over. If that makes sense, should I keep going?

Speaker 1 4:27 You can it's fascinating to hear about the evolution of all this, right, that it was just because of this thing that you think is supposed to be good, which I guess it is like the speed of information. You can look up something quickly. Well, now they can look up. Is this good cost for me, instead of in two or three days and two to three minutes, and it seems like, well, education, you think is good, but it's not good when it adds to the confusion or it makes them hesitate to buy from you. And so I can see definitely how these contractors have maybe. Already perhaps been in denial about it, or have perhaps been confused and said, Well, I'm trying all these ways to solve the problem. And then what you would hope that the path would be is they find someone like you who says, Hey, we've tried all those things you've thought of or tried, and when you say, hey, now we have a solution for this kind of enhanced information that the Infinity that's in everyone's pocket, so to speak.

Matt Koop 5:24 Well, absolutely, and I love how you how you said that, because it just is. It's so true. When we look at this enhanced speed of information and how it adds to confusion, you see where our industry messed up is. Is even today, all the service technicians and the sales people and the managers and business owners out there, they're being taught by an industry that's always done things the same way. And so they're being taught by by people that are saying, hey, 20 or 30 years ago, when I ran my company, this is how we did that. And there's nothing wrong with that. You know, we all learn from the people that came before us and and so I'm not doubting the wisdom of others, but we have to look at at what's changed. And so like when I started in the industry, all the sales classes and stuff that I went to Robert, they would tell us, they would say, well, it's our job to educate the customer so that they can make an informed decision. But today, we find the opposite of that, because, you see, the customer has all the education they want on their phone and in their mind, this is my reason not to have to know anything. That's my son, by the way, not to have to know anything about you know what you do. But when we go in and we try to get a customer to understand what a part on their heating and air conditioning system or plumbing system or electrical system, what it is and how it works, it creates that confusion, because they don't really understand the value that goes with it. And in the world of sales, it says, in a confused mind, says no. So what we did is, is, I remember when it was the shift started happening. At the end of 2007 we realized that we had to make a change. I had went to a big sales program, and they they taught us to look at things by delivering options, because people can't buy what they don't know about. And they taught us some other resources. But then I got thrown out of the house, like thrown out like a customer just absolutely went ballistic and drug me out of his house by my shirt, thinking that I was just here to rip them off. But in reality, I was, I was just a young kid that was trying to help him right, like I just wanted to, I just wanted to do good work. I wanted to help people. I wanted to do a good job. But I realized that I went in, when I went into that job, there was a huge expectation difference between what you know I knew was wrong and what the customer was thinking or hoping for or expecting, and things that I had done and said during that call adjusted their expectation. And so after I got thrown out, and I was ready to leave the industry, because it was pretty bad. Some some good mentors of mine, talked me off the ledge and asked me to give it another chance. And I decided I didn't want to do it the way we'd always done it anymore. I decided, You know what, if I'm going to do this, I'm going to deliver options to people in a way that not only can they understand, but in a way that they would want what I was offering, and I started realizing through trial and error, I mean, this happened over the last 15 years now, but through through trial and error, we realized a few things. Number one, people want to buy the future. They want to buy the future and in the world of being kind of proactive instead of just taking care of a problem. But we're in an industry that Robert if one part is bad, it always said, Well, if the part isn't working, then it's bad, but if it's working, the part is good, but that creates a big problem because it doesn't leave any room for the failure curve and the likelihood that if, if I have this one problem right here, this one part that's failed, it doesn't actually take into account that everything around It is the same age everything around it probably felt whatever caused that first part to fail. Fail. Does that make sense?

Speaker 1 9:48 Yeah, if you you're fixing one little piece of it, and everything around it is still maybe about to break or fail again,

Matt Koop 9:56 right? So, question for you, have you ever heard? Heard the term good, better, best, yes. So I want you to think about good, better best for a minute, and then I'll show you what we did. Because what we did is we looked at good, better best. And this is something that all of our listeners can do internally. It's just heck of a lot of work, but you can do it, and what it is is good, better best, traditionally says, Okay, let's take an item. Doesn't matter what the item is. And so on my desk here, I just happen to have some pens, and so I'm going to use them. And so it would say, Hey, here's pen number one, and it's a good pen, so it should sell for this price. And then pen number two, this one's a little better. It's got a little little better flowing ink, you know better, you know, smoother, right, whatever. So it's a little bit more money, but, but this one here, it's the best one. Now, the problem with good, better best is this is the way that that the home service industry views options even today. Is their product focused. And it says, hey, buy pen number one, pen number two, or pen number three. Take your pick, but either way, you're still buying a what still buying a pen. So none of these really, in the customer's mind impacts their future on a major way. And so what we did is we said, let's stop selling pens, because it, you know, all of our listeners, if we have anybody in the home service space listening today, you know whether you're heating, air conditioning, ELECTRIC, PLUMBING, handyman service, anything, my question for you is always, do you have a warehouse or storage room somewhere that has a bunch of parts and materials? And of course, everybody's gonna say yes, and I'll say, great. And then I'll say, but do you allow the general public to just walk into your parts room, take whatever they want off the shelf and check out at a kiosk? The answer unanimously will be no, and the reason is, you're not in the parts business. We don't sell parts. We never did we use parts to solve problems like we use tools. And so here in our company, I started changing how I was giving options. And it wasn't just good, better, best through trial and error. I tried 34567, options I landed on the best success is when I actually deliver five options in every job. And there's some psychological reasons to that, but when it comes to those options, I didn't want it to be good, better, best with a pen. Now I look at it and say, Hey, maybe the same pen is in every single option. But now, instead of just trying to sell a better part, let's talk about everything else that could fail next, the things that could disrupt their life, and so getting out of the pen, talking about an air conditioning for example, if their air conditioner unit outside has a part that goes bad, like a contactor, it's just a pretty, pretty common part to fail. Now, instead of just showing options for all different contactors, I'm going to say, Okay, well, if the contactor failed, what are all the other things that possibly need attention because their age? So now we're going to clean and service the whole unit. We're going to restore the coils, we're going to redo all the electrical connections. We're going to change the capacitors and the starting components. Maybe add some hard start kits or soft start kits. We're going to add some things like surge protection to protect the circuit boards and the expensive components to make them last longer with today's dirty power. Maybe even put out some brown out protection, or something that I get on it, since our power grid is running less power than we actually need, and that can burn out motors and things prematurely. And so I'm not looking at this from an angle of, what can we upsell? I'm looking at it from an angle of saying, how could I offer the customer an option that would reduce the likelihood that they would have another problem? And the answer is, we rebuild the whole area, and we give them the option to rebuild less of it if they want to. And so between our five options, our top option rebuilds that whole area all the way down to let's replace the part that failed. Let's start it up. Make sure everything else is okay, but they're taking the risk on the other ones that could go bad. Does that make sense?

Speaker 1 14:26 Yeah, and you're giving me flashbacks to different contractors that I've dealt with. Like, I had an AC unit failed eight years ago and just needed a new capacitor. And the guy like, showed me all these catalogs, and it was like, two different extremes, right? He was like, either I fixed this, or give you a whole new AC unit, twice the size, or give you the big house fans that go into the attic. And I was like, just fix the AC unit. And then, even last week, I had a sink fail. I had a hose fail. Needed a whole new sink. And with that, he just did the job. He just, he was great community. Could. Positive, responded by texting, came in, did the job, but there was no other upsell which I might have been open to, and I probably would not have been open to it if it was just like, here, do all this stuff just because. But if it was positioned the way you say, where it's all these things that extend the life of it, it's like, that's every homeowner's problem, isn't it? Things breaking left and right. So if you say we'll do this that's preventative versus fixing it later, that's way more interesting and exciting. And I, like I said, having flashbacks to just last week, new kitchen sink. Surprised that this wasn't offered to me. Hopefully

Matt Koop 15:38 it did a really great job for you last week there, but now just that's a perfect example, because when we started building what we have in the new flat rate, which is we actually went through over 120,000 possible jobs that a contractor will run into when they're working in your home, and we broke down what are all the Next most likely failures? We did things like interviewed homeowners insurance companies and asked them the question, hey, what's the leading cause of flood damage? What's the next leading cause of flood damage? And it's funny, because underneath your kitchen sink, there's generally six items under that sink that is the number one and number two cause of flood damage in a home, and rarely do plumbers ever offer to proactively take care of them all if they're not leaking. But yet, when they leak, they can have over 500 gallons an hour of water hit your floor. And so it's like if you're already in there, it doesn't cost much more money to just take care of them all at the same time. It can save you so much headache at that time. And the contractor can actually improve their profits on a high, high level. And so like, if I'm going to go in there and change anything like that, you know the items are, we're going to do new supply lines to not only sink, but your dishwasher and your ice maker as well. And we're going to go ahead and change all the angle stops, because that's the second cause of flood damage, is angle stops that are that are old and not working well. And so we're automatically going to going to do that in our premium options, because a couple more $100 could save you 30,000 you know, in damages. And if given the opportunity, and just saying, hey, you know, Robert, while we're here, can we just take care of all of our concerns and rebuild all this you put in this beautiful new sink, this beautiful new kitchen, can we just do it the right way? Well, if you need to save a little bit, we have other options, but this is the way I'd like to go. And the thing is, is we find that over 80% of consumers when we position it based on the systems that we're working in. In other words, hey, I want to I'm gonna take care of my concerns here, Robert in the water delivery system instead of, Hey, Robert, you need some supply lines. Because if you're not a contractor, you don't really know what a supply line is, like, You're not stupid. Don't get me wrong. I'm not saying that you are. I'm saying that that general customers, they don't really understand, and it doesn't sound like, Hey, do this or you're going to flood your house. And so they just don't do it. But if I just say, Hey, I'm a little concerned. I found a fault in your water, your water supply system, under under your sinks, a lot of it showing its age. I want you to worry, because we have some options. It just lets us reset everything under there, take care of it once. You don't have to worry about it again. And if we do that, hey, that's this option. Here. It might be $1,500 Robert, whatever the price is, it doesn't really matter. But we have these other options. And you'll, you'll instantly see that we have options all the way down to something that's going to be, you know, very, very affordable to you. So ultimately, you can, you can even, you know, pick what works for you. Can I show that real fast? Yeah.

Robert Plank 19:00 You want to click the button, yeah. Well, so while we

Matt Koop 19:02 did and just and then there's other things we can go into, but what we did is we have an app today that we've built presentations in for over 120,000 possible jobs that your your people are going to run into, and it's all based on just the one reason why you're there. And so like, in that case that we're talking about, like supply line replacements. I literally, in just a second, went in and selected an option for new supply lines, and our app automatically builds out five options for this customer, with the top option resetting and rebuilding everything under the sink all the way down to just taking care of the one that's the concern and so and the pricing is set up for the contractor, but like in this case, there's options from $1,300 down to $300 and so there's going to be something that fits the customer's budget. But the reason I wanted to show that is because when we when we deliver options like. Us, not in parts, but in hey, here's the systems and the concerns. When we deliver them like this, 80% of customers will choose one of these more premium options because they're choosing them on a proactive basis, not just to buy a fancier part. Yes, that makes sense. And so whether you use our software to do it for you, it just saves a ton of time. We've got about 15,000 man hours and just updating this content just the last two years. So saves you a ton of time. Or whether you build options out on your own, on the jobs, I encourage everybody that's listening to stop trying to sell apart, and instead realizing that the customer didn't call you for a part, they called you because of your unique abilities and your and your skills to solve problems and but when they did that, they just don't want you to have to come back. You know, as as a tradesman myself, Robert, I cannot remember how many times I've heard I'm talking hundreds, if not 1000s of times that I've had a customer say, Hey, Matt, I'm so glad you came, but please don't take offense. I hope I don't have to see you again for a long time, because every time that I show up, something was wrong, right, and it was disrupting their life. And so I learned that that people, pretty much anybody, will always find a way to give you an extra $1,000 if you can easily without confusing them, show them how you can reduce stress on their future. And when you can do things like say, Hey, I'm gonna make sure that you don't wreck your brand new kitchen here, that means something to somebody, you know, especially when they just had $30,000 for the cabinets put in, like they don't want the cabinets to get destroyed, even if you have insurance, you know, I had a leak in my kitchen one time, and it was without a kitchen for almost six months. It's just miserable, and nobody wants that

Robert Plank 22:08 to happen again, right? It's still a hassle, even if there's insurance involved. And so there's a lot of interesting reframes you are explaining here, right, with the emotion and the buyer psychology and and again, with this plumber I dealt with, I have a Pfister faucet. I get, you know, it's more low in, right? It's like, more like a delta. And they were like, well, we only work with moan we want you to upgrade to a moan faucet. And it's, I kept thinking, like, I know what they're doing, right? They just, they want to squeeze out a little bit more money, which is fine, but you're saying there's a better way to go about it than just saying, Hey, do a higher end brand than what you have here. And there's a lot of the kind of thought process here of like the prevention versus cure, right? The Cure once the sink breaks, that's more urgent. That's more we want to get out there, but it's it's more stressful, and it's more like you're saying they associate you with a bad thing happening. Wouldn't it be better to say, hey, we fixed the current problem, when we'll also solve the future problems. And man, I'd love to geek out with you all day on this, but I know we're limited on time, but one thing I want to make sure that we squeeze in here is I know that you kind of climbed the ranks with contracting work, so to speak, like you've seen some things, right? You've gone up different sort of levels. And so is there anything that stands out? Is there any like, either like, a mistake or something that's really important to keep in mind, that kind of every level where you've been in this industry?

Matt Koop 23:40 Yeah, and that's a great question. Thanks for asking that. So I think the thing that I'm most passionate about today and helping contractors solve has to do with their closing rate. And so they're go out and run a bunch of calls, and it's amazing how many times they go out, and they even do things for less than it costs to be there like today, because of marketing is getting so expensive in the space in order to get a service truck in a customer's driveway, the average cost for a home service company is, like over $315 before we even say anything to the customer. And so they're starting these jobs off negative, but yet they take on for whatever reason, this obligation that says we can't charge people money for little things. And so it's like, they'll go out and they'll they'll fix something simple for $89 because that was their service charge, because they're thinking in it from a mindset of, if it's a easy fix, it should be cheap. If it's a if it's a big something, then we can charge more. But in reality, the customer never asked us to lose money. And so in the world of the closing rate. I encourage all of them to start thinking of, instead of, how can I do the job cheaper? The question is, what else can I do to make sure that I still get the money that we need, but yet the customer gets a great deal as well, and because it's better for the customer to pick up the four or 500 or even more and do more work, and then everybody wins, versus me just taking a wrench out of my pocket and tightening up a little packing that charging them $100 and then three months later, they have a leak again. Well, not only did I lose 300 bucks every time, but now the customers pissed off at you, and they're not going to call you back, because in their mind, you couldn't fix it last time. So why would I call you back in the first place? And so I've seen that the more that I ask for from the consumer, the more work we can do for them to do a better job. And ironically enough, the more they call us back and refer us to their friends and family. I don't know if those people

Speaker 1 26:04 were asking for Yeah, that's a great place to be, and it's solving. Find more problems to solve, and that's such a good piece of advice for contractors or for business owners of any kind, right? Find where the problems are at. The average person avoids problems, but that's okay. That's the consumers. They want their problem solved, but when you're on the flip side of that, you want to find their problems to solve. And so you've given us quite an education so far, telling contractors how to maybe rethink a few things or go about things in different ways, especially using the new flat rate software that you showed. But you're the star of the show here, and then these final minutes, I want to make sure that we cover what's most important to you. So what do you think could be the missing question in our conversation? What should I be asking you? I just don't know what to ask you.

Matt Koop 26:52 I think it's that's a great question. I think it's what got you here won't get you there. It goes back to what I started with at the beginning, that we keep getting stuck in the way we've been doing things for the last, you know, 30 years in this space, and it was a big change for me, Robert, to to mentally shift into what we do now. But I'm so glad we did, because we're literally our passion is keeping families together by making contracting profitable, so that everybody that works under the contracting umbrella can make enough money to support their families with, you know. And the cool thing about that is we end up with happier customers all along the way. And so your question is really a challenge, is saying, Hey, today maybe asking yourself the question, What can I change? What can I do differently to justify charging more than I've ever charged before, and to be able to walk away from the job and say, I'm proud of what I did. I wouldn't do it any differently, and the customer got their money's worth. And if you don't know how to do that, by all means, give us a call at the new flat rate. You can you can go online and click on, get more information, or even get demo, and we'll take you through a demo. But even if you're not one of our customers, through the software platform, we've got incredible education, training, classes and stuff that can fill in so many gaps to what's changed from a buyer's perspective, from the homeowners today, and things that you can adjust in your company that will literally triple your profitability within just a

Robert Plank 28:36 couple of weeks. Very nice. And that phone number is 7062, 706-259-8892, we've been speaking with Matt Koop. That's K, O, O, P, from the new flat rate.com and what got you here? Won't Get You There. Boy, you said it. And you think about the just, the person that you are in your 20s, 30s, 40s and beyond, how just it's if you're doing it right, it's drastically different, right? Different goals, different strategies. And it just seems like a lot of adulting is you do weird activity A that leads to result, B, right? If you say, Well, I don't want my teeth to hurt. I don't want cavities, well, you have to put this stick in your mouth and move it around. Does that make any sense? No, but when you're a kid, they say that's what to do to avoid cavities. And likewise, raising your prices or presenting the offer in a certain way, or saying instead of just tightening the wrench, let me figure out a way to solve the problem. There are all these maybe counterintuitive things that we do right now at first, but then when you say, it leads to having a more stable business, then they it works and you repeat. It doesn't matter if it if it's awkward or weird or out of your comfort zone, it's what will make you have a business that succeeds. And you know, you touched on something there about like having your happy family. Family that stays together. And we've all heard the statistics, haven't we? Matt that, like so many of the family marital arguments are based on money or lack of it. And so if someone out there is a contractor trying to make it work, and they're making these maybe, like, you know, short sighted decisions based maybe on low self esteem that kind of has a ripple effect into their future. And I know that you're about to be an expecting grandparent, so you've got a lot figured out family wise. And so in these final few seconds here, can you speak to that somewhat just about, like, having the good money mindset, or, like, you know, stepping up for your family and your future?

Matt Koop 30:40 Yeah, and a good friend of mine told me one time, he asked me a question. He said, he said, Do you have, you know, resources or something that you do some sort of product or service that you deliver to your customers that can benefit their livelihood? And I was like, Well, yeah. And he says, then you have a God given responsibility to promote that and to help them say yes to it. And so as a contractor, even you know, as I'm as I'm talking to everybody I'm thinking about that, about, well, why do you have to be profitable? Because it's a waste of your God given given talent. If you don't like you have to stop and ask yourself the question, why is it our responsibility to pay for the customer's problems? And the reason is, is, if you're losing money, that's what you're doing. Because they never asked you to. They didn't call you and say, Hey, can you come fix this for free. Now, there might be a few that really need the help, but the vast majority of people that call for for a contractor to help them, they're planning on paying you. And whether you charge them $100 or $150 or 400 or 500 the chances are they're still going to say yes, and you know, it's, I find that it's incredibly rare that when we get a contractor's pricing in order of where it's actually supposed to be, so that they can be double digit net profit, so that everybody that works for them can get Christmas bonuses. It's incredibly rare for it to actually affect the closing rate with the customer at all, meaning it doesn't actually make less customers buy, if anything, usually more customers buy, because if something's more expensive, they're more motivated to make sure they don't have to do it again. So they're likely to even pick a more premium option, even above and beyond that. So I guess the big thing is, is it's our responsibility to be profitable, because otherwise we're stealing from not only our family's happiness, but from the families of all of the people that work with us as well. And I don't know about you, but like with my my granddaughters fixing to be born, I don't want to have to work 80 hours a week, you know, to be able to put food on the table and then try to squeeze in a few minutes here and there. If I want to take a day off, I want to take a day off, and I'm going to do that. And so we need to be making enough money to where you can spend the time with your family, because you don't get

Robert Plank 33:18 more, that's right, you're limited on that time, right? And it could end for any of us, any day, any moment. And it's time to be responsible and use those God given talents. Success is our duty, as they say. And so the place to go is the new flat rate.com email address info at the new flat rate.com and that phone number that we mentioned before is 706-259-8892,

Speaker 1 33:47 and we've been speaking to these frustrated contractors here, Matt. And if they say, you know, I want to start this conversation that Matt's talking about, and talk about possibilities in a new, better way. Is that just a good place to go, just the website, or is there a specific place you want to send these frustrated contractors to?

Matt Koop 34:04 Well, that's a great question. The website is perfect. There's a button at the top of the page under resources that says, Get demo. They can click on there and pick whatever time slot they want. They can speak to one of our live representatives, that this is somebody that works here with me directly, and they can take them through what we can do, plug them into the free resources and things that we have as well. We really here. Are here to work with them on whatever level of their business they are. And some of them maybe aren't ready to to be able to jump all the way in, but we probably have some resources that can help you, so at least jump on there, click, get demo, and grab a time slot to talk to one of our people, and we'll help you

Speaker 1 34:46 out. Very good. And we're hoping that if someone's at that point where they go to listen to a podcast, go to a website, click a button, book a demo, you're like, properly motivated, right? You say, Hey, I'm sick and tired of being sick and tired. I've tried it. This other way. Sign for a new way. Success is my duty, the new flat rate.com. Go there, click the button on the top to get that demo, and then someone from Matt steam will talk to you very soon, and you can be on your way to that future where you have time to relax, recharge, spend time with your family all those things that you wanted when perhaps you became self employed or contractor or started a business, but then at some point, wondered, What the heck happened? Why did it get so busy in the day to day? Well, it's time to pivot, come up with a better strategy, and the place to do that is the new flat rate.com they have this pricing software and training for H rack, electrical, plumbing and chimney contractors that leads to double and tripling service sales, consistent pricing and streamline processes. The new flat rate.com is the place to go, and thanks very much, Mr. Matt Koopfor being so helpful and entertaining and educational. Thanks for all that. Thanks for being here.

Matt Koop 36:04 Hey, thank you, Robert. I appreciate it. You.