From One Suit to $28K: The Power of Valuing Your Time

Your clients’ time is valuable and so is yours. Today on the podcast, we break down how treating our time with respect has changed the way we qualify leads, lead appointments, and generate high ticket, predictable sales. We walk you through some of our lowest recent sales: two client inquiries that could have resulted in simple, one-item orders but became multi-thousand dollar sales because of our systems, standards, and order requirements. We also explain why luxury clients want you to take the lead, why custom means buying rather than shopping, and why the clients capable of making quick decisions are who you need to be targeting. 

Highlights:
02:26 - Valuing your clients’ time starts with treating your own time like it matters.

5:15 - Why you’re already working with your ideal clients and the opportunity is in learning how to lead them.

08:53 - Why selling becomes dramatically easier with clients who want your expertise and can afford your prices. 

13:10 - A lesson on redefining the word “versatile”: how we turned a simple request into a $7940 sale.

19:52 - Why the right sales process eliminates unpredictability and sets you up for consistent, high ticket sales. 

20:54 - Why we chose to enforce our multi-suit requirement during our slowest month.

23:49 -  How rush-order minimums protect your time, filter out indecisive clients, and make urgent work worth accepting.

26:15 - How a client who wanted “just one tuxedo” for a wedding ended up spending $28,220.

27:26 - Stop living in excuses: a reminder that you already have clients who are capable of spending more. 

31:08 - Why your focus should be on creating the systems that maximize everyone’s time. 

Resources + Links
Apply for Luxury Clothier Collective Mastermind  HERE
More resources for custom clothiers HERE
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Appointment Only in IG: @appointmentonlypod

Transcript

SPEAKER_00 0:00

What we said is what we say to everybody who has a deadline inside or even close to our window. So we said, hey, we can definitely hit your deadline, but you have to buy multiple suits. It can't just be the one thing for the wedding. The thing for your wedding can count as one of the things you buy, but you have to be willing to buy at least an additional suit or two. Then we can commit to hitting your deadline. 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. Hey regulars, we are between appointments. It's your favor, it's your favorite. We're bringing it back between appointments. Actually, do kind of like it. Yeah. And we're already suited up. We're already, it makes it so much easier. So here's here's how it looks for us when we when we're doing in-between appointments. It usually starts with us in the front of our shop and we're having a conversation. And we say, Whoa, we're conversating. We're conversating. Have you ever heard people use that word? Yeah. Did you know that's a real word? I always thought people would Oh, it is? I thought conversing is a word. I know. That's what I always thought. But I think conversating is a word. We're conversing, we're conversating, and we decide to actively it's the present participle of this non-standard verb conversate, which means to talk. Interesting. So there you go. Don't now you can't say you didn't learn something today. But we're we're talking with each other. We're just having a conversation. We're just conversating. We're conversating, really, is what it boils down to. And then we say, this actually would be something that would be worth talking about on the podcast. So we head back and we do an in-between appointments episode. Yes, we do. And that is that is why you're here. And we're glad that you're here. We're glad that you found us. And what were we talking about at the front of the shop that we decided was relevant enough where we wanted to put an entire episode out about? Well, I think it was about the fact that time is valuable. And it's not just our time that's valuable, it's our clients' time that's valuable. We just worked with somebody who we had worked with before, and his time is exceptionally valuable. He squeezed us in and between client meetings and flying out of town, placed in amazing order, and it was it all happened in an hour. Yeah. And six suits? Yes. Yeah. Six suits and uh uh six shirts. In an hour. And uh we were just talking about his time being valuable and the fact that we understand that his time is valuable because we treat our own time as if it has value as well. Something that most custom clothiers don't do. Most custom clothiers assume that their clients' time is more valuable than theirs. And they and they operate that way. Well, and and it that's true. That guy who just came in and left, his time is more valuable than mine. Oh, yes, object. He's got a hell of a lot more money than I do. And he has a big job. He's very important. He's here, there, jet setting all over the place. His time is super valuable, but that doesn't stop me from treating my time like it's valuable when we're together. Or in general, my time's valuable. Also, it's not a competition. Two things can be true. Admittedly, there was an episode that we tried to record that we're never coming out with. You're you're never going to be able to hear it. So just apologies. Where we went through an entire week of orders and we it was too long. It was we were telling too many stories, it was too boring. If you've ever sat with us at a bar and shared a beverage with us, we can be verbose, you know. No, we can be. And we recorded the episode. I started uploading it, we were thinking about it, and it just wasn't sitting right. But we're gonna do a version of that. What we want to do today is we want to take a couple of those appointments out of the week of orders that we had, and we're gonna talk through the start to finish. We're gonna read you the lead, we're gonna talk about what potentially other clothiers would have jumped to, made assumptions about how they would have handled that lead, and then we'll tell you how we handled the lead and what the outcome was. Before we get into this and before we dive in and read the emails and talk through this, there's just a couple of things that we want to share. We did already share these aren't the it's not the best sale we had all week. It's also uh, but it one of them is gonna be the lowest sale we had of the week. Still not a bad sale, still not bad, which is the other thing that I wanted to point out. This is this is the thing about when you're running a business that's for luxury buyers, for the right types of people, you get the right people coming in. That's the biggest battle is how do you get these people to come through your doors in the first place? Which leads me to peel it back one more layer, which is that there's nothing special about us. There's nothing special about our business. I mean, I think it's pretty special. We've worked worked really hard on it, and I'm very proud of what we've built, but there isn't anything that we're doing that you can't do. Yeah, there's nothing proprietary that we put into motion to get the types of clients reaching out to us that we that we have. And believe it or not, you are working with some of these people. You are working with some of these people already. It's not that you've never had them, it's not that you have no idea where they if they will ever reach out. They have reached out, you have worked with them, but it's about how you capitalize on who you're seeing and being able to identify the telltales within the leads, but also just operating your business in the way you operate your business. When you're running a luxury business, you get luxury buyers through. There's a certain way that you take them through the process. And what ends up happening, our experience, is that you end up getting a much better result, as do they. They have a better experience, but they end up buying more. So it ends up being a win-win for everyone. But it doesn't happen on accident. And we spent so many years thinking that we weren't working with these people. And admittedly, we're working with a lot more of them now than we were then, of course, because we're running a different business, different identity. We are attracting a lot more of our ideal client now than we were then. But I look back on some of the people, even some of the people that have grown with us that we met then, that we're working with now, we could have been having those sales then too, but we didn't even know what we didn't know. And if I would have been listening to this podcast five, 10 years ago, I don't even want to, I can't even imagine what the last decade would have looked like. I don't even want to imagine it because it almost starts to make me mad, the things that we could have and should have been doing. But that should be encouraged. I want that to be encouraging to think, listen, you're not, it's not like you need to burn your whole business to the ground and start from scratch. You're running a good business and you're already doing a lot of the right things and you're already working with some of these people. So, what would happen if you take what you hear today and you apply that to your business? I think you might be surprised what ends up happening to your bottom line. And it starts with taking yourself and your time seriously. I mean, at the end of the day, that that is where it starts. And people can pick up on that. And people can pick up on when you don't. And, you know, our our assumption is when people come in to see us, they want to maximize their time. So we should be operating it from a place where we're maximizing every single appointment for them. And that was a mindset shift that we had to, that we had to make when we decided that we are done catering to a specific type of person. Not that there's anything personally wrong with them. It's just not the type of person that was going to propel our business to where we needed it to be. And we were unapologetic about catering our business to who we actually wanted to work with. The mindset shift was when somebody comes here, they're open to our thoughts. When they come here, they've chosen us, they trust us inherently. If they didn't, there's so many places they could have gone, so many other places they wanted to go. If they wanted to buy something cheap, so many other options, they wouldn't be here. So, with that information, knowing that people who walk through the door want to be here, they want to hear our thoughts, and they're willing to pay our prices. How are our meetings going to look different now than they used to look? And before we get into it, I am going to just say this because it's true. This is quite the lead up, quite the build. It's like when you're at the base of a roller coaster and you start to get a little bit more. We're only going to talk through two meetings. It is so much easier to sell to people who have money than people who don't. Oh my goodness. It is so much easier to work with a $10,000 client than a $1,000 client. I don't know why I think clotheers they'll feel badly about just being straight up about that. I I think it's twofold. I think one, it's you actually do want to help people and take care of people. And I'm that same way. I want to help people and take care of people too. This guy's a bleeding heart. But it's so much easier to sell to people who have money. And it is so much easier to do a $10,000 meeting than it is to do a $1,000 meeting. It is. And one thing we've one thing we've learned, sorry to interrupt you, but uh one thing we've learned over the years is it's actually also so much easier to do a $30,000 meeting than it is to do a $5,000 meeting. Just based on how much stuff they're buying, their open-mindedness, the willingness to take your advice, the speed in which they're able to make decisions. It's so surprising, but that's been our experience. And the other thing too is it's easier to sell to uh people with money than people without. I think you asked you know what what is the hang-up that people have, why don't they understand that? I think I think well no, it's not that I didn't say why don't they understand it. I'm saying why why don't they feel comfortable uh acknowledging that and and like admitting that to themselves because they're $1,000 clients to other businesses. Sure. They are not ten thousand dollar clients to other businesses. But the thing is, you need to get over that hurdle yourself. You can't be so in your head about the place that you happen to be financially right now, where you are unable to cater to people who are in a further along stage of life or further along financially than you are. You yeah, you yourself do not have to be wealthy in order to speak the language that people who are speak, or to hang with somebody who is operating there. You don't have to have those same habits and routines and rhythms, but you need to be able to speak the language they speak. And and not necessarily to the to the degree where you're like, oh yeah, uh my place in the Hamptons is like this. You know, we're not talking about that. Where do you summer? We're not talking about that. We're talking about you have to have the ability to be the expert in the room and to lead and to be be authoritative at times and to leave nothing up for uh questioning as to the fact that you know what you're doing and you've done it before and you're gonna do it again later. Like that's really, I think, where where that hang up is is people who are selling to $1,000 clients exclusively. I don't think you're running your meetings in the right way. Just a lack of confidence all around. And I don't think you are confident enough in yourself to turn those people away, or to even be willing to turn them away. And we'll talk a little bit more about that later, but let's get into it. Yes, let's. So this one was very straightforward lead, sounds very similar to many leads I'm sure you get. This happens to be from uh a girl, a woman. Just reminding you, this one is the this is the lead that we said the result was our lowest sale of the uh week. Yeah, actually, looking at the month, I believe it might even be the smallest sale of the month. Yeah, but it's still not a nothing, it's not bad. But custom pantsuit items needed. That's one of the questions we ask in our lead. Items needed, not what do you want to talk about, not what are you looking for, not budget, not budget, items needed, custom pantsuit. Okay. By the way, most people are gonna go low in that column. It's very rare that we get a lead that says new wardrobe. Right. I mean, they they're doing their own sort of self-preservation here. It's the same behavior as we, you know, if you go to the car dealership, you don't, you're not gonna tell the salesperson truly what your max out budget is right away, or that you are open to getting the tricked out package. You want to see what they have and you want to see how it goes and you want to have the experience, but you know where your head's at. You also, by the way, know you're not gonna pay sticker price on anything you do buy, right? You know, so that's just something to keep in mind. I it it's important, I think, as custom clothiers to have comps and to have parallels to draw from. Buying a car is is a perfect one where that car has a sticker price. You ain't gonna pay that. Not after everything is all said and done. But anyway, custom pantsuit or suit would be another example of a lead that you could have in your in your uh inbox right now. Wedding suit. What does somebody need? I need a suit, right? Okay. So this woman comes in and it's enjoyable. We're having conversations, we're talking through all of the, you know, the measurements and the specifications and all of this. We get a sense for how she wears clothes, what she has liked about things she's owned, what she hasn't liked. Blah, blah, blah. Fast forward. This is the this is the most straightforward appointment. We're not gonna bore you with the details because she said she wanted a suit, and we did it. What we did do was as we were listening to her, she had mentioned, you know, some different speaking things and whatnot. And so we had planted the seed that it might be a good idea to do maybe more than just the one suit. So we did end up getting her to do another jacket. So we sold her a nice high-end, beautiful uh mohair suit with a very cool jacket that she could also wear in different ways. So we ended up being able to get her into more things, which will end up serving her much better than having to wear the same suit on repeat, because she's gonna want to wear it for her headshots. She's gonna want to wear it the next time she speaks, she's gonna want to bring it to her conferences, she's gonna want to wear it all the time. So at least having one additional thing right away will be super helpful. And she totally understood that. She got it and she bought it. And one thing that you're gonna hear all the time, whether it's a wedding lead or a business lead where they say, I need a suit, is they're they're gonna say the word versatility. Or they're at least gonna maybe not use that exact word, but they're gonna say, I want to be able to wear it in different settings. And it's important as a custom clothier to educate somebody on what versatility actually is. Versatility is not one unmemorable thing, it's having things that can be worn in addition to or instead of. That's where actual versatility comes into play. We talk about it all the time as that three-hanger business trick. I hope some of you wrote that down because that is that word versatility is one that I guarantee you you probably hear. And in addition to and instead of being the true definition, that's something we can use. That's like a custom clothier tip and trick and hack that information and reframing a word that almost everybody uses in a way where it really serves your bottom line and ultimately them better, a true win-win. Yeah, of course it'll serve them better because the more you have, the more wear disbursement exists and the fewer issues they're gonna have with their items. The more you buy, the better everything will wear and the longer everything will last. I mean, that that's just a fact. So when somebody comes in and they want a suit or that's what got them in, and they say the word versatility, or they say they want to have the ability to wear it in a whole bunch of different ways, you educating them on what that actually can look like as far as the closet is concerned, is important. And in the the example here that we're saying, she had come in with a pantsuit in mind, pantsuit on the brain. And when I recommended that, hey, you know, it might be a good idea to do a jacket separate, it was like a light bulb. She hadn't thought about it. So she's now taking her cues for me versus me taking her lead. And that's why she was in the room. She wanted to take our lead. And that's how you make it more versatile than just the one thing. And by the way, you know, these things are important, but they only work with buyers. This is one of the reasons why we don't take consultations and why we have emails that get sent out and prepare people to buy, because that's what custom anything is. It's buying, it's not shopping. And it doesn't matter how many things people say yes to if they're if the if they're in what they think is a consultation, there's no implications there. But with her being told, like, hey, you know, what about something like this to wear in addition to what you have here, with it being an easy yes, that tells us she's a comma decision maker. She's ready to buy, she's ready to do this thing. She wants to maximize her time. Her time is valuable, as is ours. We're here to get shit done. We're not just here to have conversations and and uh talk about a hypothetical closet one day you might start to do some work on. We're here to do some of that work today. So let's take a little bit of a bigger bite out of this apple and and actually uh make some things happen. So, anyway, fast forward, this ended up being a $7,940 sale. Yeah. So that's great. That's a great result. A great result for everybody involved. A great result for us when somebody says, Hey, I want, I want a suit, for that to be the total that ends up being spent for her, who says, Hey, I want a suit, for her to leave, having said, Oh, I, you know, not only did I get what I knew I needed and wanted, but I also got something else that I know I'm gonna wear too. And that's why when uh clothe ears ask us, where should my prices open? That's why it doesn't matter because that's not where our price is open. But I know if someone's coming in for a suit, I know what they're gonna spend. We've talked about this before. You can eliminate unpredictability when you run the right kind of business. You take the question a lot of the question marks away. There's so much we're out of control of in this industry that you got to harness the control that you do have. And our process that we that we train on in million dollar manual, and certainly the process that we have now trained our LCC clothiers in on, which is a lot more in-depth. It's actually it's as easy. It's not, it's not any more difficult, it's just a little bit different than the million-dollar manual sales process. That's how I know. I mean, I could have taught, I could have told you within a thousand bucks what that swipe was going to be before we even met her. And that's how predictable things can be when you're running the right kind of business for the right kinds of people. Let's talk about the second one. Okay. Let's let's give you the lead that came through. And this one's this one's a little more complex. So let's try, let's not try to get bogged down on too many of the nitty-gritties, but it's important to hear some of the details. So here's the lead. Looking to get fitted for a tuxedo, black crushed velvet jacket with regular slacks. Items needed. That's what that's the sentence that was said. Tuxedo, black crushed velvet jacket with with regular slacks. Where this came a little more complicated though was the deadline. It was within our techno, it was within our technical rush order, which is eight weeks for us. That's just so that we can all sleep well at night. And it was within that. It was close, but it was within that. And we both, you know, our phones go off at the same time. And we were both happy, we both happened to be on vacation when this lead came in. And it lead came in in early-ish July, which is historically a pretty slow month for us. And I think what most custom clothiers would have done, since this was barely a rush order, and before we say it, I want you to think. If you're driving your car, if you're sitting in your in your office, or if you're sitting at home, I want you to think what would you have done in this situation if you were in the exact same shoes as we were? You get that lead. It's like a little bit within your rush order, but it's still, you know, plenty of time. You know you can get it done. What would you have done? I think most custom clothiers would have said, you know, sounds great. Here's my availability. Yeah. I think so too. Just taking the easy sale. Easy tuxedo sale. And back in the day, that's what we would have done as well. But this time, even though we were slow, even though we're both sitting on vacation, presumably spending money. Where it always feels good to have appointments. I was racking up that tab on Arn Arnold Palmer's at the pool. It always feels good to come back to meetings after you're out of town. It just is it mentally feels great. Right. To see meetings in the calendar as you're looking ahead at what do I have going on when I come home? What most people would have done is they would have said, sounds good. I can make that happen for you. Here's some things. It's a little tight, but let's make it work. No biggie. What we said is what we say to everybody who has a deadline inside or even close to our window. So we said, hey, we can definitely hit your deadline. But you have to buy multiple suits. It can't just be the one thing for the wedding. The thing for your wedding can count as one of the things you buy, but you have to be willing to buy at least an additional suit or two. Then we can commit to hitting your deadline. He responded and said, Sounds good, I'm overdue anyway. Great. So he took our next available time. We ended up seeing him like the day after we got back. Before we get into that though, just you know what that sort of behavior tells me beyond that, oh great, he's going to come in and we're going to make a sale that actually, in my mind, justifies being prioritized beyond and above everything else we have in our in our queue. That tells me this person is able to make comma decisions quickly. Cheap clients wouldn't be able to say yes to that. And most people who reach out with a rush order and we say this to them and we say, hey, you got to buy multiple things. Most people say, never mind. Oh yeah, our order requirements are prohibitive for sure. And that's the point. Most of the rush orders that come through or the rush requests don't do it. Most of the time it's, oh, I don't need that, never mind. We don't have these requirements so we can work with the most number of rush orders possible. I I remember that when we were we were sharing some of that info during uh million dollar manual and we were doing like the live group chat and we were sharing emails. And one of the clothiers said, Well, that doesn't that prevent people from preventing people from booking? And we're like, Yeah, it sure does. Almost, almost 100% of the time. So often it prevents people from booking. And that's the whole idea. That's the whole point. Because we value our time even on a slow month, even on vacation, even when it would feel great to just get this easy appointment booked. But that's the thing, is it's not easy, it's quick. Yeah you got to prioritize it above everything else in your calendar, in your production schedule. Sometimes, especially if it's a wedding-related rush order, there are a lot of emotions. Now all of a sudden they're stressed and they're projecting that onto you. It isn't easy. It feels like easy money, but it's not, which is why we do this. It also guarantees that the right types of people who can make those decisions end up booking, which is exactly what happened here. Yeah, and uh it's it it just makes sense. The the the rush order minimum is what we found is the only thing that you can communicate quickly and efficiently, and that makes sense to people. We've tried to prohibit enough. Yeah, and that's prohibitive enough. We've tried everything, by the way. We've tried the fees, we've tried the okay, yeah, but the suit is gonna cost at least this. We've tried the, you know, what else have we tried? Anything you you're doing right now isn't a minimum. We tried it. We've tried it all. And what we found is that the minimum is the thing that works because it limits the number of rush orders that we work with and it guarantees that the rush orders we do take on are meaningful enough dollars. You know what I think? I think they get it. I think you get it. I think they get the point. I think you get it as well. Fast forward order total for this guy who said he needed a tuxedo by the wedding for his wedding. I need a wedding tuxedo that most clothiers would have said, sounds good. And when he came in, they would have sold him a tuxedo. He bought $28,220 worth of clothes, $28,220 worth of clothes. How many grooms do you have to work with to hit that dollar amount? How many single suit sales do you have to do to hit that dollar amount? Using your prices, using your, you know, your calendar. How much time would that take? Not to mention all the individual orders, all the individual deadlines, all the individual final fittings, God forbid you don't nail or fit, all the individual alterations. It's so much more difficult to do that than it is to work with one of the right people. And remember when we said that wasn't even our top sale of the week? We're not telling you that because we're trying to brag, we're telling you that because we're trying to encourage you that what's possible is possible. And you are already working with some of these people and tweaking the way you work with them just might get you those types of results too. There's nothing special about us. And I and I do want to just caution you against hearing that number. And if you're running a business where you haven't even sniffed that dollar amount sale, I want to caution you against saying, well, must be nice. Yeah. I want to caution you against hearing that and saying, well, easy for them. Must be nice. I don't have those types of people. Yes, you do. Because I think I think that gives you an excuse to live in. And I I I don't think you should live in that excuse because it it is an excuse and it's not true. Yeah, that's good. I I like that, and that's important. And and I agree. I mean, I'm putting myself back when we could have really used this podcast, and I would have said that too. Absolutely. I would have said, Oh, well, I mean, I remember talking with clothiers who were making those types of sales back then and thinking that, oh, oh, that must be nice. We I wish we could get our hands on even one person. Yeah, why couldn't we get one person like that? That would just it would change our whole business perspective. And that's it's crazy to look back on. I I I wish I could take us back in the day and and shake us and say, stop. You can do this. Yeah, you can do this too. I mean, you might want to tweak this thing, that thing, the way you're phrasing that thing, but you can do this. It's not out of, it's not out of bounds for you. It's not. And it's like you said, we're not, we're not saying these numbers so that we can brag on ourselves and brag on our business. We're telling you real things that happened. And had we, if we would have said, you know what, I remember texting Kenny. We were on vacation, we were texting each other. Should we enforce the the rush minimum on this guy or not? Like it'd be really nice to just get him in the calendar and check it off the list. The mean guy said yes. And bad bad news, Kenny said, Yes, enforce the thing. So we did. Had we put him in as just a wedding suit sale, we would have taken him through that, and he would have spent probably between five and eight thousand dollars for his wedding outfit, and that would have been it. Okay, so here's what really would have happened because there were some telltales in just us having done this, and we've met people like him, and we were having certain conversations, and you know, my alarms are going off. I'm you know, I'm able to identify, okay, this guy's a this guy's a decent buyer. My guess is we would have been able to get him to do a second outfit, right, had we not started with that order minimum conversation. But because we already knew he was planning to come in for two, we're thinking we could get him to do four. But if we if we he was in to do one, getting him to do two would feel like a win. Yeah, and that's why that's why I say five to seven, because I think he would have done an additional thing or two. Yeah. Um, you know, an extra pair of pants or maybe added a jacket. Uh like his wedding situation would have been that dollar amount, but we would have had a totally different lens and a totally different perspective on the meeting, where when he responds to our rush requirement and says, Yeah, that sounds fine. I'm overdue anyway, our our signals are immediately going off and saying, Well, he's he's already admitting he's overdue on clothes. So he's going to be open to hearing our thoughts. So we can take him through this process that he's gonna feel really thrilled about at the end of the day because he knows he's overdue. And after that meeting, you know, we got an email from him just saying, Hey, thanks so much. That was so fun. Like, good job. Yeah, the absolute perfect way to end that appointment. And just want to reiterate, again, this was not our top sale of the week. It was a good week. It was a good week. I'm not gonna act like it wasn't a great sale. It was great. And I'm not gonna act like every appointment we have is right along those lines because it's not. It was the lowest sale of our of our week. The the first one we talked, we told you about was the lowest. That's not the lowest sale we've had all year, you know. But that is it. So we're trying to keep this in perspective here. But even that lowest sale of our week may be getting close to the best sale of some of you listening, some of some of your week or your month or or your year. And that's okay. You know, it's it takes time to get to that point. But what we're trying to instill in you is that it's possible. It's possible to get these types of people. It's possible to identify the signs, and it's possible to hone what you're doing and to tweak how you're doing it in a way that gets you a lot closer to that result than you currently are. So that's just kind of what we were riffing on before we entered into our uh in-between appointments series. We calling it a series. What do we call it? I mean, I guess it's a series, I guess it's a series, third one or fourth one. But it starts with valuing your time. That's what we were having a conversation about up front, is these people who are coming in, they their time is valuable. So we better have a plan to maximize it. And hopefully, today's episode was proof to you that your time is valuable. Like if you do the math on what our hourly rate was, even on that initial client we talked you through, exactly. Pretty damn good. Pretty good, very good. So operate that way. Like your time is valuable because the people that you're working with, their time is valuable too. And they want to maximize it. And you should want to maximize your time as well. Right. Well, your time is valuable whether you believe it or not. That's it for this appointment. Thanks for coming with us between appointments. We have to get back out there because we have another guy coming in about 10 minutes. So we want to make sure that we're ready for him. This appointment's over. We'll see you for 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 in our resources available now on clothiercoaching.com, including Million Dollar Manual, our playbook for turning your sixth-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.