I realized that all those concessions and all those freebies they were expected because that's what I was selling to a client.

That was my value ad. That's why they were hiring me. It wasn't because hey he's more money and he's doing all of these things.

It was because he's the same amount and he's doing all of these things.

So the fact that they got, you know, A, B and C for no additional cost, that was the value. and that was what I sold to them it was

differentiation at the same price which is not the right move. What's up y'all? How's it going?

How's it going?

It is a busy, heavy office week for me. I'm still trying to play catch-up from getting home from vacation.

catching up with emails, catching up with modern craftsmen, catching up with

with Modern Crafts, catching up with Contractors Coalition Summit,

catching up with coursework for Modern Craftsman.

We have school started. Sports are crazy right now. I have an

Induro club event a race coming up that we're prepping for so it's it's just crazy I feel like I can't even work

hopefully the rest of you guys and girls men and women are hanging in there. I'm sure that if you were of the age where you have a family and kids, this is a crazy time of year.

And it does provide a little bit of insight to me as to what my parents were

going through at the beginning of the year. I was one of five. My siblings are all very close in age so my mom had five kids at

one point under six years old.

So as excited as she was to get us out of the house

at summer, at the end of summer,

I'm sure that getting us into school and schedules

and sports and athletics was extremely chaotic and extremely crazy.

May have been simpler times at that point. It seemed that we played one sport a season and that sport lived in its appropriate season

and did not carry over to every other season.

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