Why Your Clients Shouldn’t Be Making the Decisions

Being “not salesy” sounds noble until it starts costing you real money. In this episode, we get into why custom clothiers need to stop hiding behind passivity, stop treating recommendations like pressure, and start realizing that guiding a client with confidence is one of the most valuable things you can do for everyone involved. This conversation will make you rethink what it means to be a good salesperson and own the title with zero reservations. 

Highlights:

01:20 - The marketing message you should be focused on: why what you’re doing actually works for your target.

04:10 - Why blanket statements about custom clothing are incorrect and how to respond to “over-researched” clients trying to debunk you.

10:26 - The feedback we got from a client that made us stop being passive and start leading with expert recommendations.

12:20 - How your desperation and the fear of being perceived as pushy is costing you major dollars.

14:50 - A real example of how we talk to clients now versus how we used to, and why confident recommendations eliminate the need to “sell” in the first place.

19:00 - Why your clients should never be leading the decision-making process.

24:00 - Why the most profitable thing you can do is make your client tell you no. 

27:00 - The shifts we’ve experienced since we stopped being “yes men”.

29:00 - Why a good salesperson has no cap on how much money they can make and why it’s your job to be challenging your clients.

32:25 - A final story about how a server at a restaurant demonstrated how to give a flawless recommendation. 

Resources + Links
Apply for Luxury Clothier Collective Mastermind  HERE
More resources for custom clothiers HERE
Watch on Youtube

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Appointment Only in IG: @appointmentonlypod

Transcript

SPEAKER_00 0:00

I remember for years we used to look at other people doing this and say, Man, how on earth are they getting these people who come in and buy multiple suits? Like we just never get that. How are they getting those people? Like we what is wrong with our people where they're not wanting to ever buy multiple suits? Well, and how would we know that our people weren't ever wanting to buy multiple suits? Because we never asked. It's as simple as giving them the option, making the recommendation. This is appointment only. The podcast for custom clothiers and entrepreneurs building profitable, high-end businesses. If you want control, profitability, and freedom from what feels like an endless hustle, this is for you. We're Kenny and Danny, twin brothers from day one and business partners for more than 15 years. We're sharing insights from our own experiences as luxury custom clothiers who built our own business from nothing. The highs, the lows, and what we've learned along the way that will help you build a high-end business you actually enjoy running and isn't running you. Clothier Coaching's official podcast. Appointment only starts now. Before we get into it between appointments today, there's something I saw on Instagram, and I want to get uh I want to get your take on this. And I want to just hear your thoughts. It was a real there's a lot of content out there. I'm just gonna say this. There's a lot of content out there that I see that bugs me. You know, I'm just gonna be honest. I feel like a lot of content out there, it's it's well, we've talked about this before. One thing that drives me absolutely crazy is people who sell custom suits, I think their content for the most part is very geared toward trying to sell custom, the idea of custom, concept of it to people who don't want to buy custom. They would they just want to buy something either inexpensive, quickly, or off the rack. And they and they're trying to explain like what custom is to these people. You get to choose your fabric. So I hate that. I think it's very it's very low-end, it's very low-hanging fruit. I I feel like we're at a point in our businesses, everyone listening, who cares about wanting to run a better business where really the marketing messaging you should be focused on is talking about why what you do will work for your target demo. Not trying to convince people who don't want to buy a custom suit that they should want to buy a custom suit. But on the other, on the other end, we also have a lot of people who are doing similar things to what we do. There's a lot of menswear influencers out there. And it, you know, I don't let it bother me. I don't lose sleep over it, but there's a lot of people out there who just say stuff to say it because they need content, and it's it's not accurate. So one that I saw this week, uh, or maybe it was a couple weeks ago, I can't remember, but it was someone talking about why a fully lined, he said, this is why fully lined jackets are cheap. Interesting. And it just I I had to stop because I was thinking, what a generalization to make. And no. And where are you getting this info? And why on earth would you be doing that to people who are scrolling? They're getting this information. I mean, can you when people come in and they've spent too much time scrolling on Instagram? We call those people, what what do we call them? Over-researched? Oliver. Yeah, Oliver the over-researcher. You know, there's a difference between being well-informed and over-researched, and I think that sort of context. It's a really hard bullseye, too, where at some point somebody who's well researched becomes over-researched, or somebody who's well-informed. They read one too many articles, and now all of a sudden they're over-researched, and we're feeling like we're being put on the defensive every time they ask a question. And it's it's been a while since we've had somebody like this darken our doors, but it used to happen a lot where we would get people through and it would become apparent within a minute of us working with this person that not only are they over-researched, but they actually believe that they understand custom suits better than we do. Yeah. It and I don't know if I don't know if it has something to do with how we're positioned now or how we carry ourselves in person now, but that used to happen frequently, where someone would come in and it was it was very clear that they actually think that they know more about custom suits. And it's that sort of content out there. And back in the day, it used to be blog posts, and now it's reels, and it's it's a lot of different people out there. And it we always, you know, we have to point out the irony of the fact that a lot of people who are doing tons of research, there there is an element of research that I want people to do. Oh, absolutely. I want them to understand what they're in for, the commitment that it involves, and you know, general ideas so that they can be well informed enough to make decisions. I would love for them to be well-informed enough where they put their hands on the clothing from us and they can tell whether it's high quality or not. Right. But they're not that well-informed because you can't be that informed from reading articles or or watching reels. You just because you think you know something or you read something that somebody said doesn't mean you actually have any experience. So if somebody's gonna say fully lined jackets are cheap, first of all, somebody hearing that is going to assume that if something at the store is fully lined at Brioney, that that's a cheap the the end of the reel. Is it because of like the handwork required for it? Yeah, it was basically because you can camouflage shoddy work behind a full lining. So yeah, I understand that that's true. And you know, maybe maybe a better hook for his reel. Well, maybe if maybe I maybe I got hooked. You did get hooked. Maybe it worked. Hook line and sinker. I'm just realizing gobbling up that bait. I think I got got just then because it, you know, here we are talking about it, but it obviously it's not true. But I really a better title for the reel would have been here's why unlined jackets, here's what a really expensive unlined jacket should look like on the inside. Yeah. Maybe that's what it should have been, rather than here's why all fully lined jackets are cheap. And the thing that I don't understand is this guy sells custom suits too. So he's kind of shooting himself in the foot doing it this way, unless he never sells lined jackets. But unless he never sells any suits. Maybe. And that could be. I don't know. Uh, but I I'm realizing as I'm talking about this that I think I fell for it. You did. And here we are, here we are giving it more airtime. But that sort of thing just, I don't know. I I feel like there's a lot of people out there, those blanket statements are designed to give you a reaction. They're not true. These these blanket statements that are objectives as it relates to style or clothing, they're all incorrect because there's there's very little that is truly objective. My idea, I mean, the guy we just worked with, he doesn't like the feel of cashmere. Okay. Yeah, exactly. He he wanted a really specific color of a uh jacket. And it's cashmere. Like I'm looking at it, it's like, oh yeah, this we're gonna sell a cashmere jacket to this guy. He did not like the feel. That is subjective because I'm I'm here saying, well, objectively, cashmere is a lot nicer than what you ended up liking, but there's nothing objective about it. There's so much personal preference. And going back to the idea of fully lined, I prefer fully lined. I do too. I've had plenty of half and third lined jackets, and I prefer the look and the feel for me of a fully lined. And those blanket statements that people make online or in articles, they are designed to elicit a reaction. And he got it. So congratulations to him. But I don't like that. I don't like when people, when people speak about things as it relates to my industry. Because, first of all, if somebody came in and they said, Oh, hey, I watched this reel from this guy and he said this, I'd be like, Yeah, that guy doesn't know what he's talking about. I don't even know who I don't even know who you're talking about. And I can tell you, if somebody said that to me, I would say, well, whoever did that reel doesn't know what they're talking about. Because feel free to open up any of our jackets and they're gonna be really clean, really sharp looking on the inside. It's the same idea with like home construction. Our best friend is a contractor, and he was telling me that a lot of a lot of big builders will, they won't finish the um, what do you call it when uh you're putting together like a wall? The framing. Yeah, the framing. Our friend will like saw off everything and make it really, really clean before putting up the sheetrock or the dry wall, just because that's who he is. But he's he said that that is nobody cares because it's gonna be covered up. Who cares what it looks like on the inside? But that's like saying all walls are cheap. I know I just have a problem with it. As someone who still works with clients every day and sells very high-end luxury custom suits, it bothers me when there are creators out there that are putting out content that is just a blanket statement and not true, and also providing clients with bad information to then go and then put the clothier in a position where now all of a sudden they need to debunk you because they heard something when they were scrolling. I just feel like there's enough bad info out there. Why do we need to be creating more? Why do we need to be creating more hurdles for ourselves as custom clothiers to try to answer and give people who are attempting to become informed, truly, that is what their desire is. They want to be informed before they buy something. Why would we bog them down with information that's not accurate? So it just bugs me. What we want to talk about here, though, rather than vent about that, was we want to talk about the importance today of giving your recommendations. I don't know why, but custom clothiers are so bad at this. I feel like a lot of custom clothiers feel as though they are order takers and they should just be saying, okay, here's what I want. Okay. There's no room for them to be an expert, and they are. That's why it's important to lead with your recommendations. And this was a lesson we learned many, many years ago, but we didn't learn it on our own. We didn't come up with this. It was one of our clients who told us that we were doing it wrong. At that, at the end of his uh final fitting, he said, Do you do you mind if I give you some constructive feedback? I'd rather you not. You know, I'm gonna go ahead and pass. Of course, we said, sure. And he said, I would have really loved it if you gave me more recommendations instead of it, kind of felt like when I was going through, I was choosing everything myself and I hired you for a reason because I wanted to hear what you thought about things. This was actually the first year we were full-time in business. Yes. So thankfully, it was early enough where we caught it. I'm so glad he said that too. And this was just some random groom, just some random groom we worked with. But that shaped the way that we take people through our process now. And listen, this might be something, pretend that your client just told you. If you've never heard this or you've been allowing your clients to sort of lead every appointment, maybe this is what you needed to hear today, too. Your clients don't want that. They hired you, they want to hear from you. And if you're saying, here you go, and you're just kind of letting them loose and you're letting them look through everything and you're not guiding them, you're not giving them any recommendations, you're not giving them any information, then you are probably doing yourself a disservice and your clients are not leaving thinking, wow, well, all those options, what a great time I had. They're probably leaving saying, that was so overwhelming. I don't think I ever want to do that again. If if you're a custom clothier and you are working with clients, you are the expert in custom clothing in the room. Whether they are well informed or over-researched, whether they've been swiping reels or not, you are the custom clothing expert. And for some reason, I think when when it comes time to actually work with a client and you're in a meeting where you know that money is going to be exchanged at the end of it, I think many custom clothiers have a tendency to revert into a I'm gonna be an order taker, I'm gonna play it safe, I'm not gonna put them in a position where they feel uncomfortable with me giving a recommendation. I'm just gonna let them do them. And then I will collect the payment on this at the end. And I I think where it stems from is the desire to not feel like you're being pushy. You're you're working with someone. A lot of custom clothierers don't even know if they're gonna make money at the end of the appointment because they're taking consultations, which is not even, I can't even get into it. I'm fatigued. I can't even talk about that anymore. The whole consultation thing. We talk about that in every single resource on clothiercoaching.com. We also give you a strategy for never having to do consultations ever again in Clothier Kingdom and Million Dollar Manual. But I'm not talking about that today. You know how I feel about consultations. But I think what happens with clothhiers is they're in an appointment and they're too scared because they don't want to push, because they don't want to be pushy, because they're feeling like they want to take what they can get, and they are afraid that if they're too pushy or if they come across as pushy, that the client, the customer, will be put off and won't buy anything. You're desperate. If you're in your meetings and you are serving as a glorified order taker, not even a glorified, an order taker, you're desperate. Yeah, no glory in that. Your clients want to hear from you. They want to hear what you would do if you were them. They want to hear what you're excited about. They want to, in the case that we just did, 25 minutes ago, we wrapped it. Your client wants to be able to show you a picture for what they want to do and have you immediately say, I think you should do this instead. So here's what happened: the guy comes in, he says, you know, I'm going to a wedding in Spain four months from now or whatever. Ethana. So you know, we were asking some questions. It's not his wedding, and he's just attending, but he has been going to the gym and he wants to look good, whatever. So he said, I actually have a picture of what I'm thinking. So we looked at the picture and like simultaneously, we both basically started telling him that because it was a picture, it was this picture here. I'll put it up on the screen on YouTube. But for those of you listening, it was a picture of like a navy blue pant with an off-white cream ivory jacket and a white shirt. You know, you can picture it. You've seen it before, you've done it before. It was that picture. And immediately, Danny actually beat me to the punch this time. Finally. Which is very, very un uncommon. I see, I didn't get the king. We have, for those of you who don't know, have you seen the movie uh Count of Monte Cristo? The Count of Monte Cristo, where they Or you know what? Maybe you've read the book.

unknown 15:57

Yeah.

SPEAKER_00 15:58

We've we know that know it by the movie. I've never read the book. Um I honestly, I bet I would love the book. You should listen, we should listen to it someday. When? I don't know. When you're on a walk, probably take all day. I'm not saying I'm not saying we should listen to it together. Oh. I'm saying we should individually listen to it. Listen to the book when you're walking, when you're mowed the lawn. I'm sure. When you're driving. You have a commute now. I do. You spend a lot of time in the car, listen to a book. When am I gonna listen to appointment only then? So the Count of Monte Cristo, you remember the thing where they they pass around the king and it's like kings to you, that sort of thing. Well, we have a little kingpin as well, because obviously we're the kings. And it turned into a sort of whoever sort of quote unquote won the meeting gets the king. And a lot of times we don't pass around the king. It's not every single meeting someone gets the king. But really, what it's turned into, it's it's a wow, good job. You made a lot of great recommendations and you sold more. You sold more, yeah, basically. And let's just say that the king has a permanent residence on my side of the for all I know, that king is super glued to Kenny's side. For all you know, we didn't even move with it. We don't even have it anymore. It's it's gone. But the reality is it could be super glued on Kenny's side, and I wouldn't know because I'm never getting it. Danny never gets it. But today, I mean, he didn't get the king today because he literally started talking over me to try to beat him to the punch. And he did. And he did beat, he did beat me to the punch. But what I said, I looked at the picture, I took one look at it, and maybe allowed that picture to digest and resonate with myself for a second and a half. And I said, Well, but before we do that, what we would have said, oh, yeah, a handful of years ago is, oh, okay, cool. Okay, so we'll find a blue pant, and then we'll find an off-white jacket and one white shirt, and there you go. Those of you who'd who've listened to Appointment Only since the beginning, those of you regulars out there, what do you think that we looked at that picture and did? I looked at that picture and I said, What I think you should do is you should do a full blue suit. And for this wedding, you can wear the pants of it with this jacket separate that we do. But then moving forward, you have a blue suit that you can reach for and wear for other scenarios. And then you also have this jacket pant combo. But that way we're not just doing one outfit, we're doing a couple different unique outfits, one of which is actually a pretty versatile one. And what I'll tell you, listening, you regulars, is Danny didn't need to do any of the qualification of why he thought it was a good idea. The guy was already nodding his head in agreement and thinking that was a good idea as soon as it came out of Danny's mouth. And he was sold. He didn't need he didn't need the sales pitch. He didn't feel like it was pushy. He was he was grateful, actually. And this was something that we specifically talked about this in six-figure upsells on which you can get on clothearcoaching.com. But this was like a light bulb moment that we had a couple of years ago, a few years ago. What on earth are we doing allowing our clients who have a very different type of understanding about clothes to be the decision makers and to be telling us what we're gonna do for them. When I hire an expert to redo my patio or to, I don't know, crack my back or do my blood work. I'm not going into those appointments and saying, here's what you're gonna do, here's what I'm gonna, here's what I'm gonna do, and here's what I need. I'm saying, I don't know, what do you think I need? And that's how we need to operate as clothe ears. We're the experts and they know it, which is why they're here working with me. I actually owe it to them to give my recommendations, not just as we're doing the styling, which is a whole different can of worms. Is it can of worms or can of beans? Worms. Okay. Can of beans? Yeah. Wait with Dennis the Menace. Someone's got Dennis the Menace on the brain. What about what's Dennis the Menace with beans? Like the homeless guy eats beans and then farts in the fire. Or maybe Dennis the Menace eats beans and farts in the fire. So that's like a core memory for you. I don't remember. I remember a can of beans in Dennis the Menace, and I remember it being a fire fart scenario. So yeah. Well, anyways, yeah, I'd say it's pretty core memory. That's a that's a whole that's a whole different uh can of beans there, but giving recommendations is something that you are obligated to do. And what if he didn't want to do that? What if he didn't want to buy a full suit and a jacket and a couple of shirts? Because that's another thing that's the easiest thing to do. The easiest thing to do is say, when you're gonna do a white shirt, we always recommend you did two. Done. It's so easy. And what are they gonna do? Say, oh, actually, no, I just want the blue pants and the and the cream jacket. Okay, so that's good. That's fine. And we gave our explicit recommendations to the client before this guy. He was coming in to pick up a blue suit and a white shirt. And he had not taken our feedback in the actual fitting when we put it together. He was just hell-bent on doing the one blue two-piece suit and the one white shirt. And we were talking him through things about what's next. He mentioned I might want to get a jacket down the road. And we said something along the lines of when you do that jacket, you know we're gonna recommend adding a pair of pants with that jacket because pants are never gonna last as long as the the top piece. What top piece? The sport coat, the jacket. Oh my gosh. The top piece total brain can of bean fart there. A total Dennis the Menace. Someone's been, someone's been spooning cans of beans. I'm just thinking too much about Dennis the Menace right now. So yeah. Just getting in my mind. Someone's got plans tonight. But we told him, you know, you know, when you do that, we're going to recommend this. He's like, oh, I don't know. And and I just stopped him and I said, my guess is you've never been on the receiving end of a phone call of somebody who had something happen to their pants, right? The guys in finance, obviously, it's a rhetorical question. The answer is no. And I just told him, because we get those calls every single week. So that's why we're recommending adding more pants because now you have a go-to blue suit. And I know your plan is going to reach, is going to be to reach for this thing. We don't want you to be in a situation where something happens. And not only do you not have a pair of pants to wear, but you don't have a suit to wear. And you're in the exact same scenario as you were before you scheduled this meeting in the first place. So because we get frantic phone calls of people with pant issues every single week, we aren't doing our job if we don't bring up the idea of you maybe having more than one pair of pants. He was like, you know, that totally makes sense. And I am open to doing more pants down the road. Okay, great. And now I've planted the seed. And now if something happens to his pants in between now and when he does come back around, the seed has been planted. The bean has been planted. The bean is in the can. The bean is in the can, getting ready to be eaten. But I I I think for so many people in general, not just clothiers, but so many clothiers, the worst case scenario is what? That the client says no, right? Okay, that's not that's not that bad. But so many clothiers are too scared to even hear the word no that they don't try. And they allow themselves to become order takers and they're not giving their feedback, they're not giving their recommendations, they're just saying yes, they're doing whatever they're asked, and they're calling it a day, and they're leaving hundreds of thousands of dollars on the table every single year with their existing clients. Yeah, this isn't about, oh, well, I gotta get more clients to do this. By the way, we get told no in every single meeting. It has to stop at some point, right? I mean, there the buying is gonna stop at some point. And it's up to our client that we're working with to say, I think I'm good there. Every time we're working with someone who wants a suit or wants two suits or wants five suits, I'm always recommending more, more jacket. Do you want this? Do you want that? Do you want an overcoat? Do you want more pants? Them tell you no. This is something that we heard from one of our mentors, Jeff Nicholson. We're both wearing his ties. Jeff Nicholson told us years ago, he was showing us how he likes to share to present accessories, pairing socks and ties and pocket squares and tell a color story. And we took that and we ran with it. In every single final fitting, we do the same thing. And he's he told us make your client tell you no. You have to make them say no. You're not doing your job as well as you could be if you're just being an order taker. And not only do they never have to say no, but all you ever say is yes. You're not doing your job as well as you could be. We are told no in every single meeting, including final fittings. Because, like we, like I just said, we tell color stories and we and we recommend accessories and we have additional pieces that we want to talk through when they're picking up their stuff, assuming everything fits well and works really great. We always have a plan for helping them. That's what we're doing. We're helping them. We're helping them with the needs that we know that they have, or we're trying to get ahead of needs that they might have. That's what we're doing. And maybe that's all you need to hear. Maybe you need to think about it in that way. Maybe it's just a bit of a mindset shift. Yes, are we upselling? Hell yeah. Are we making more money? Absolutely we are. But ultimately, you're also, it's not, you know, anytime we sell something to a client, they're not just giving us money, they're getting something from this as well. They're they're buying more things, which means you're making more money, but then they're also receiving more items, and they are becoming closer and closer to being all set. You're you're preparing them better by selling them more, and you're making more money in the process. So it truly is a win-win, and it just so happens to be part of your job. Just like showing the options and letting them see the high-end as well as the you know, mid and sort of entry, as well as designing stuff, as well as delivering what you sell. Part of your job is allowing people to buy more and eventually say no. And listen, we spent the first probably five or so years as custom clothiers as yes men. We spent the first chunk of time in this business as yes men. And we always heard from clients in that time and times after that they were running into, oh, you know, this thing happened, or or a client reaches out and and the buttons broke off at the dry cleaner, or I got a tear in my in my trouser. And all of these wear and tear things, if you're hearing about wear and tear things from your customers, that means they don't have enough. They don't have enough. And and it's your job to point that out. When I when something happens to one of my personal things, throw it away. Not necessarily, but I certainly am not in a rush to fix it. I've got plenty of other things that I can that I can wear. If if I spill on a white shirt, like who gives a shit? I'm just gonna put it in the corner. And next time I think to send it out to get cleaned, I will. If a shirt doesn't come back from the dry cleaner or it does, and all the buttons I won't even notice and all the buttons are cracked off, it doesn't matter to me. I've got enough stuff. I'm I'm fine. So if you're hearing things that are not that attitude from your clients, then you're not doing a good enough job of actually meeting their needs and getting them to the point where where they're prepared. On the flip side, we have also experienced clients who are coming in to do more clothes and they show up and I can see them walking up to the door and they've got a bunch of clothes draped over their, draped over their arm. We're like, oh shit. Oh boy, here we go. What is going on here? What's wrong with that easy thing? Oh, yeah, you know, dry cleaner broke all these buttons and uh this suit I really like, so that's why I brought this one in. And then these pants, like something happened the first time I wore them, like a thread popped, and kind of so I'm not sure if there's anything you can do about that, but it's that's somebody who's prepared where they're coming in to buy more, and they're also bringing in some other things, and of course we're gonna take care of that stuff. Of course we are, because you're continuing to meet your your needs and you're continuing to work with us, and we appreciate that. We are always happy to do complimentary touch-up things when somebody is an active client. Let's leave you with this because I remember for years I used to. I mean, you know how it is when you're in a market and you know who the other people doing what you do are, and you kind of know, you know, you know kind of what what market position they they occupy. I remember for years we used to look at other people doing this and say, man, how on earth are they getting these people who come in and buy multiple suits? Like we just never get that. How are they getting those people? Like, we what is wrong with our people where they're not wanting to ever buy multiple suits? Well, and how would we know that our people weren't ever wanting to buy multiple suits? Because we never asked. It's as simple as giving them the option, making the recommendation. Oh, I hear that you want to buy one suit that you plan to wear for the rest of your life. Might I recommend that we add a second that you can mix and match, and now all of a sudden they're buying two. That's your job. We weren't doing our job, and that's why none of our clients were buying multiple things, is because we weren't making the recommendation. And we we took such a false pride in, oh, we're not salespeople, we're not salesy. It's like, that's the job. Yeah. You you better wrap your mind around the fact that you're in sales because you're in sales, and you don't have to be a sleazy sales guy to be a good sales guy. But we just, for some reason, the idea of we're not salespeople, we we were like taking pride in that. And now it's like, hell yeah, I'm in sales. And and everybody too, I guess. It turns out. And everybody that I work with for everything that I do in my life, they're in sales too. Everyone's in sales, everybody's in sales, you included. The sooner you can wrap your mind around the fact that you are a salesperson, so you might as well be a good one. You don't have to be a sleazy one, but you can be a good one and you can take a lot of pride in being a good one. And being a good salesperson, the sky is the limit for the income that you can bring in. It is. Being in sales has the highest glass ceiling. In fact, there really isn't a glass ceiling if you're in sales. Okay. And the awesome thing about being in sales and making your recommendations and caring about the people that you're working with is that you selling more, making more, is helping them more. It is helping them more. It's actually helping them a lot less if you're a yes man. Now, sure, maybe you're they're not feeling any additional pressure in the meeting. And the idea is not that we're putting pressure on these people until they crack and buy a whole bunch of clothes. No. But they need to be challenged a bit. It is our job to get them a little bit out of the comfort zone. And they'll come in and they'll say, you know, I want to get out of my comfort zone a little bit and I want to do well. Have you ever considered that maybe you helping your client step out of their comfort zone isn't about the color of suit they buy. Maybe it's about buying more, being more set. Maybe that's the push out of their comfort zone that they actually need. We were in New York with our friend Jared, and we were at Theresi. They just got a Michelin star. That place is awesome, by the way. If you're ever in the world, I think they got another Michelin star. I think they already had one. Gotcha. If you're in, I would say if you're in New York, you should go, but you can't. Right. Because you can't get in. But the only reason we got in, because we went for lunch. So actually, maybe there's a hack for you. Go for lunch, go at open, and you should at least be able to sit at the bar. That's what we did. But anyway, we're sitting down. It this is gonna be expensive, right? This is an expensive place. It's a nice place. It's on all the lists of top Italian places in New York City. We show up, we know we're gonna spend money. There's a special on the chalkboard. It's some sort of a truffle pasta. And we we know we have to have it. So we're placing our order. We've got uh our server at the table with us. He's taking our order. We say, we're gonna we're gonna do this one to share, and then we're all gonna get our own stuff too. And he says, What would actually probably work better for you is if you all do a half portion of that special pasta. We're like, done. Great recommendation. Of course, all of us getting a half portion is gonna cost double what getting the one that we all are eating from is, but it's cleaner, it's a better recommendation. Well, because the half portion was still like 75% of the cost of the full portion. Yeah. So he ended up basically selling two full portions by selling us each one half. But that is what worked better. It worked better for us to do that than have one plate in the center that we're all reaching over our other food and grabbing, grabbing pasta noodles from a plate. And duh, it cost more. This guy understands his job. I'm here. I want you to tell me what you think I should do. And I'm probably gonna say yes. And I yes, I know that it's gonna cost more. But I don't eat at Teresi every day. Terese or Teresi? Teresi. Terisi. Oh, I said it right the first time. I don't eat at Teresi every day. Our customers don't buy custom suits every day. They're planning to spend money. How much is kind of up to you. And that's all for this week of appointment only. This appointment is over. We will see you at your next one. If you're a custom clothier and you want to be more profitable, less stressed, and work with more of your target demographic client who spends more and buys more often, we share our exact strategies on how to do that and our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your six-figure business into a custom clothing business that makes more than a million dollars every year. For higher touch, more direct access to us, we have a small mentorship group called Luxury Clothier Collective, where we're actively helping clothiers around the country become their markets leader. If you're serious about finally building that profitable luxury custom clothing business you've always wanted, this is your next move. Join the wait list and we'll let you know when enrollment opens again. Thanks for listening.