Ep 248: The Walkthrough: Your Sales Process Starts at the Front Door

An inquiry comes in. You're in the middle of an installation, juggling procurement, answering client questions, and managing a dozen other things. You tell yourself you'll respond when you have a minute to give that potential client the attention they deserve.

And suddenly, a day or two has passed.

Sound familiar?

In this episode of Designed for the Creative Mind, Michelle Lynne continues The Walkthrough, a series that takes interior designers through their businesses just as they would walk through a client's home. This time, she's looking at what happens after a potential client knocks on your door.

Michelle shares why getting from inquiry to first appointment seems to be taking longer in today's market, why a slow response can cost you a client, and how a thoughtful sales process can help you turn more inquiries into actual projects.

Because here's the thing: your clients shouldn't have to figure out how to hire you. It's your job to lead them through the process.

Michelle walks through the importance of responding promptly, assigning clear ownership of incoming inquiries, following up consistently, and using a CRM and email automation to keep potential clients engaged. She also explains how email marketing can nurture relationships with people who aren't quite ready to hire you yet.

Whether you're a solo designer wearing every hat or leading a growing team, this episode will help you identify where potential clients might be slipping through the cracks—and how to create a process that works even when you're busy.

In This Episode, You'll Learn:

• Why potential clients may need more reassurance and connection before booking their first appointment.

• How a slow response to an inquiry can influence a client's perception of your firm.

• Why a prompt, thoughtful reply is better than waiting for the perfect response.

• How assigning clear ownership of inquiries prevents potential clients from falling through the cracks.

• Why having someone screen inquiries can protect your time and help you avoid taking on projects that aren't the right fit.

• How to follow up without feeling pushy or salesy.

• Why a CRM is essential for tracking conversations and managing your sales pipeline.

• How email automation can help you stay connected with prospects when they're not ready to hire you.

• Why a consistent sales process is a service to both your clients and your business.

Key Takeaway

Follow-up is a service. When someone reaches out to your firm, they're expressing interest in working with you. It's your job to make the next step clear, easy, and welcoming.

A well-designed sales process doesn't pressure clients into making decisions. It helps them feel supported while ensuring that good opportunities don't disappear simply because you're busy.

Ready to Walk Through Your Business?

Are potential clients getting lost between their first inquiry and their first appointment? Or are you spending too much time trying to keep your sales process organized?

Michelle offers Sidemark Business Walkthroughs to help interior design firm owners identify gaps in their sales, marketing, operations, and processes. Together, you'll look at what's working, where things are getting stuck, and where you could use additional support.

Schedule your Sidemark Business Walkthrough using this link: https://api.mysidemark.com/widget/bookings/sidemark-business-walkthrough

Coming Up Next

In the next episode of The Walkthrough, Michelle takes a closer look at the interior design sales process, including the qualifying call, meet and greet, initial visit, scope of work presentation, and contract signature.

Enjoying Designed for the Creative Mind? Follow or subscribe to the podcast so you don't miss the next episode.

Transcript:
MICHELLE LYNNE (01:04)

Hey y'all, welcome back to the most recent series called The Walkthrough. I'm Michelle Lynn. You already know that. You already know you also already know how to walk through a client's home. One of the things that interior designers do, first thing we do is walk through, right? And we take a look at the light, the flow, the room that isn't working, and why. In this series, we're doing the same thing, but we're doing it with your business.

We're going follow one project from the first inquiry. Actually, last episode was even before the inquiry. Like, how do you get those clients to call? Okay. And then we're going to go all the way through the final punch list and we're going to walk through every room along the way. We've got marketing, which was last week, the sales, which is this week. We've got operations or proceed processes, design development, procurement, installation, and closeout. And some of these rooms might feel really great for you.

MICHELLE LYNNE (02:03)

Hey, before we get into today's episode, I have a small favor to ask. If you've been listening to Design for the Creative Mind and these conversations have helped you think differently about your design business, would you take a second to follow or subscribe to the show? It's a simple thing, but it helps more designers find us, and it means you won't miss the conversations we have coming up. I'm grateful you make room for this podcast in your week. All right, let's get into it.

MICHELLE LYNNE (02:29)

So as I mentioned, last episode was the front door. Somebody found you, they looked through your work, and they decided to reach out. Today is what happens when they after they knock. Okay, they're gonna knock on that front door, and we're gonna talk about how much you're actually in control of. what I've seen lately in my own firm, and I have inquiries coming in weekly.

Some of them are from meta ads. Okay, I'm running some meta ads just for some different juice. And then I have my organic clients coming in, my search engine optimization. I need to get back to that. So for now I'm running the ads to keep the pipeline full. But both funnels, funneling into the business, the meta-add inquiries and the organic inquiries, Google referrals, Instagram, wherever they're coming from, they're both acting the same way. And that is that.

They they inquire and then y'all, it takes a while to get that first appointment on the calendar for us right now. If you're having the same thing, it's it's you if if it's happening to you as well, I feel ya. But this is compared to a couple years ago when a client who reached out was just ready to ready to roll, right? We didn't have to chase them or follow up as often to get them to move.

Here's my theory. And this is just my theory right now. This is not gonna be the episode itself. But my theory is that right now, y'all, we are inundated. Like my nervous system is fried by the end of the week. And what I mean by that is we've got texts, we've got notifications, we've got social media, we've got emails. Did I mention we've got texts? And then this whole AI thing, right? Like we are stimulated.

And so I believe that our clients, they want more reassurance, they want more information, and they want more connection before they commit to anything. And that includes.

Before they knock on the door.

And you know, I get it. I get it. They're making big decisions with a lot of money. And if their nervous system is wonky like mine is, you know, then that they they might need to sit on it for a little bit longer. However, I am very grateful that once they're knocking on the door and once I get them to just like take that little step over the threshold and secure that first call, I'm very grateful that I've had a luxury sales process in place for quite a few years.

So that I can lead them instead of waiting for them to find their own way through. Right? I'm taking their hand, I'm leading them through the thro just, you know, through the threshold, and then we're having the conversation. Now, I didn't always have my luxury sales process. This is this is let's just say this is a room that I rebuilt in my own firm. But in a previous life, I was a sales manager in a recruiting firm. I so

I don't know why I didn't start it, but I think you know what the the sales that we do right now, it their sales are different in the interior design industry because this is a luxury and it's a high-ticket item. So it's not like we're selling them what face cream or something and they just check out and go. This is a high-touch, highly personalized service. So it makes sense that our sales process reflects that.

So we're gonna talk about the inquiry, the follow-up, the not ready, I'm not quite ready yet, client. And then I'll walk you through my sales process, the qualifying call, meet and greet, paid visit, and the scope presentation. Some of you may have learned a lot of this through some of the workshops that I did a couple years ago. Still, still the same process. If you've been one of my paid coaching clients, then you know the surface. And then we go a lot deeper in those paid programs with this process.

But it it's tried and trued. Tried and true. And it works. However, this process probably looks really different from what a lot of designers do. Probably from what most designers do. And that's on purpose. That's on purpose.

So let's talk about what happens to a contact form. Okay. It's either they either contact us, right? Either via our website, contact form, or they could leave a voicemail. What happened? We're gonna talk about the majority of mine coming through an inquiry form. Okay, whether it is from the website or from my meta ads. What is it? It lands in my inbox, right? And it's sitting in there with vendor emails, client questions, shipping notices.

You know, and all of the promotional email that I get. And or maybe it goes into a shared inbox, or maybe it goes to a couple of people just to make sure it doesn't get overlooked. Whatever it is, somebody sees it when they have a minute. And that may be the same day that the inquiry came in, or it could be Thursday, right? It's like, shoot, I didn't see this because I was busy I don't chasing procurement.

If you're not outsourcing it, you should be outsourcing it. But maybe that's what you're busy doing.

So I want you, listener, sweet, sweet listener, think about how long your last three inquiries waited for a reply. I hope many of you say, I get back to them within 24 hours, or I get back to him within an hour. That would be my hope. But realistically, I'm gonna bet the majority might wait a day or two because they're in the middle of an installation.

Or they're just too tired to deal with it. I mean, gosh, I can think of a ton of reasons. Like, I'll I'll get to that soon. I need to write my blog. And then soon becomes the next day. But here's what's happening. The client, like, what are they doing? They they they submit the website, they hit send. Hopefully they get an email back from you that says, hey, we received your intake form. Somebody's gonna be in touch with you soon.

Then

I wonder, are am I the only one that they filled out that form to? Maybe they filled out more than one form. Maybe they sent it to me and three other designers in my area. The first firm to respond well is going to set the standard that the other designers might get measured against. Okay? A slow reply. It doesn't feel neutral to a client. Like they want to hear from us. We live in the world of Amazon.

So even if they're going to pause and slow roll the process, they still want us to respond to them quickly.

A slow reply doesn't feel neutral to a client. It feels like a preview of what working with you will be like. And I get that. Like sometimes I just do not have the energy to call somebody back. Right? And technically, picking up the phone and calling somebody is the best way. But I'll find myself emailing because it's just like I don't want to talk to anybody. I'm all talked out. However,

There's also, and I'm saying this from what I've done, like what I'm guilty of, and also having coached so many interior designers for however many years now, what I've also seen. And that one is, hmm. I want to give this one proper attention. Okay. And and that's a good instinct, right? But it then it turns into like a five-day wait. And then it's Friday afternoon and nobody's answering their emails. So should I wait until Monday?

and I just I need to give it some some proper attention. But I'm gonna push back on that. A thoughtful, prompt reply beats a perfect reply that arrives too late.

So a prompt reply still is better than a perfect reply.

Days later. They're not judging it. You're the one who's being stuck in perfectionism. They just want to hear from you. They just want to know that you received their inquiry and that maybe you can help them. So if we think about the person on the other end of that website form, they're looking for help. Right? like if if I'm looking for help, I want somebody to respond to me quickly.

Now, I will say from my own experience, we would have inquiries going into a shared email instead of directly to me. And y'all, I didn't always log into that inbox consistently. And then I would assume maybe somebody else had replied to them.

And then they just wouldn't get replied to, or it was just a mess. I I thought it would be easier because I could segregate those inquiries, but it didn't work. So what we've done is ownership, like who's in charge of it. Right now, Hallie's been doing it for me. A lot of you guys probably know Hallie. She's been my right hand through my coaching season.

Through the interior design business bakery and so forth. And now she's rolled into us. I'm training her with a lot of things for ML Interiors Group. And then she's all so that she can serve in Sidemark and understand it from this side of the phone. So right now, everything, all of the inquiries are directed to her and I'm copied. But having ownership, and it could it could be me.

That's another part of the conversation I think we'll try to w weave in today, but it might be its own thing. The point is, is having somebody as the not just lead, but the ownership of that responsibility is key.

Actually, I want to talk a little bit about that. I don't I don't necessarily recommend that you're the first call. Now, if you are a solopreneur and you don't have somebody that you can outsource it to that you trust, then I highly recommend that first call is done by somebody who can act as your protector. I had lunch with a friend of mine who was actually an old coaching client years ago. And I I relate to this.

Anybody who calls, if they sound kind and they need help, like I want to save them like a little puppy, right? I can do it. I can help you. my gosh, absolutely. Even if it's not the ideal client, even if it's not gonna pay enough, but like my heart just bleeds for them. I'm guilty of that. I know a lot of y'all are too. However, when I am the one taking those initial calls, I'm not the primary designer.

My principal designer Juliana Mathers is for ML Interiors Group. Okay, she is this artist at heart with this beautiful talent that just translates into our clients' rooms. So why would I be the principal designer? She's better at it than I am. But I do get to give her my opinion all the time. The benefits. But I digress. If I'm taking those initial calls, I know.

that sh she, Juliana, is gonna have to be dealing with this client or this project that my heart is bleeding for. And I don't want her to go through that. You know how those difficult clients are. I protect her better than I would protect myself. Okay. Hallie's protecting both of us right now until she's done with this phase in her

but she's protecting us. So if you and so the person I had lunch with, getting back to that story, was doing the same thing. She was letting these people across her threshold that didn't serve her business as well, but she has a bleeding heart or a sweetheart. I'd like to rather say maybe it's a sweetheart versus a bleeding heart. and and s and serving some of these clients that just were not ideal for her. I suggested that she get her.

She's got a she has a fabulous right hand employee. Can't remember her name. Was it Heather? I think it was Heather. Anyway, I suggested that she have her call. Like, let this person do all of the screening and protect you. Give and you give her the parameters. This person can cross the threshold. This person gets turned away. This person can cross the threshold. This person let's discuss. So

She's not relying on this other individual to make subjective decisions. She's allowing this individual to screen people before they get in. And that I think is a really great practice.

Plus, they probably are not as distracted as the business owner. Y'all, we wear so many hats. my gosh, we wear so many hats. but what what happens when you have a good first response? Okay, whether it's you or the doorman, what it does a good first response is gonna turn around and acknowledge that person by name and address their project. Hey, Susie, thanks for reaching out.

I read that some of the details about your project and it sounds lovely. Here's our next steps. Okay, so you need to tell them exactly what happens next so that they aren't left guessing. And yes, in just a couple minutes, I'm gonna walk you through what happens next in my process, all the way through. and the goal is that it sounds like you're firm, warm and clear, not like an autoresponder. Now, I I think you should still have an autoresponder.

make that sound warm and friendly. It's going to be an autoresponder. Hey, we received it. We'll get back in touch with you. I think mine actually says, if you haven't heard from us in 24 hours, my inbox might have eaten it. Don't hesitate to give us a call. So but that's the personality of my firm.

But the thing as well, I still, you know what? Okay, here's a good example. Way, way, way back when I first started my business.

This was, I don't know, this could have been in 2008 or 2009.

A gal by the name of Elizabeth reached out to me and I don't remember yes, it was via email. No, it was it was via my website and I printed it out. I have that first inquiry somewhere. But what it does is I responded to her right away. Of course, because I was brand new and I needed the business. I was super excited and I had more time on my hands than I do now. But my point is, is that she's like, you know, I I reached out to a few people, but you were the first one who got back in touch with me.

And you know what? We are designing her bedroom next month. Like this is almost a 20-year relationship. I helped her with her home before she was selling it. I helped her with her ma her new when she got married, that home. We went through two iterations there. We decorated it and then renovated it. And then and then her single home, her newly single home. And now and we're gonna be doing her master bedroom in that same single home.

So the power of a prompt reply and securing that client isn't necessarily just that first project. And then I know I've probably lost some because I didn't get back to them quickly enough. Okay. So the the what I'm seeing is this new gap. I I referenced it a little bit earlier in the episode. And that's from getting an inquiry to a booked first appointment, y'all, it's taking longer than it used to.

Sometimes I almost feel like a crazy ex-girlfriend calling them that often. Okay. But you have to. You have to follow up on a regular basis because people are so busy and you know we're inundated. And design is not a must, it's a want, it's a need, but it's not like I'm bleeding profusely or I need to get a new kidney. Okay, so it doesn't take the same level of priority as some things. But what happens is that

As as business owners or as designers or as just creatives, and you know, I feel like I'm pretty like I love sales, but I do not I do not like the follow-up. Like, right? Let's just state it for what it is. That this is this part is the pain. But what it is, is like when you're following up and you're keeping track, and hopefully you have a CRM. Okay, you should have a CRM, which is a customer relationship manager. Sidemark is a CRM.

And it's also all this other sales and marketing stuff. But if you're not using Sidemark, you should be using, I don't know, Zoho, I think is one. I don't even know any others anymore. But it's where you keep track of things. Okay. Because what happens is is it's it this is where a lot of good leads are just gonna fade into the ether. Okay. And the problem is, is that it's usually while they're still interested.

Okay, it's just because nobody continues to keep that conversation going. I'm guilty of that. I'll have people call me, and it takes three times for me to call them back. I'm like, thank you for your tenacity. I know I'm a pain in the ass. But what it is, is it's not necessarily pressure, it's just more touches. And and I I want to call it it's more connection. Like they want to know there's a human on the other side. And

They are our clients for ML Interiors Group just need gentle follow-ups before they book. Yeah, they're still the there's still the clients that'll be like, yeah, I'm on, and boom, boom, boom, boom, boom, they're dreamy, and they just let us lead them through this process. But I think the new normal is that they just need to to con the connections, the contacts.

All right. So each touch should make the next step easier. And what I mean by that is if you are leaving them a voicemail, follow up with an email, include a link to book, a reminder of what that next call is, and maybe an answer to a a common question. And when you are following up on the regular, I'm not saying every day, I mean that would just be annoying.

Not every hour, but it's still initiated by you and it is still outbound. But remember, they inquired, they were interested at one moment in their life. Okay. And oftentimes I think that designers are just like, well, I don't want to be pushy. Like if they want to hire me, they're gonna follow up, right? And I think that it's common in our in our business.

I think I mentioned earlier that I was a sales manager in a previous life. So I know this is natural, but it's not natural for the artist.

So it's just something that needs to be done. And I'm the first to tell you I don't like it. It's just, it's kind of like eating your vegetables. You just need to do it, right? Hopefully you can put some salt on it and they taste better.

Follow-up is a service. You're helping somebody take a step that they already said that they wanted to take.

Y'all, you're not a used car salesman following somebody around the car lot saying, what about this one? What about that one? Let me tell you why this one is gonna be the best. No. They called, like they stepped up, they're they they're knocking on your front door. They're there for a reason.

So when you follow up that sounds like you, and these can be the I highly recommend some sort of automation, y'all. You can use automations through your email service. Sidemark does it, of course. heck, some of the AI agents can be doing it for you as well. You just need to program it. Okay. But the emails that you use and the text reminders that you use, they need to read like a person wrote them.

Not chatty g.

So if it's warm and it's friendly or it it sounds like you, it it's it's compared to you know a stiff or salesy follow-up, right? You all know what's been written by AI. I get warmer follow-ups from my dentist sometimes on confirming my appointments than some of these other responses that I've seen from interior designers. Like this is not the time to be like polished and professional.

I mean, you're not gonna be saying, hey girl, you left me a message, but it needs to be warm and it needs to sound like you.

And I'll tell y'all.

You cannot keep track of these things on a sticky note. I did a actually I did a business walkthrough the other day with a very well-established firm out of the Illinois Chicago area, I think. And it's all in her head or it's all in her inbox. Okay. Sticky notes, inbox flags, the whole I'll remember, or I'll put it over here on the whiteboard. It doesn't hold up, y'all, in an install week.

Okay, or if the client said, Hey, call me back on Tuesday, my husband will be home. We can look at our calendar and get the next thing going on. If follow-up depends on you having a free moment, just to remember, y'all, it's gonna disappear. And it's gonna disappear exactly when business is good. Okay.

So the inquiry responses, the follow-up sequences, the booking reminders, the appointment reminders are set up. And I'll tell you, if you need them, we can set them up for you in Sidemark through the build program. Like here, you don't even have to deal with the tech. Give us a couple of bucks, we'll set it up for you and make sure that it's in your voice.

For designers who want to build it themselves, we'll give you the tools, we'll give you some training and you do it yourself through the blueprint program. Okay, we'll do it with you, not for you. But the the point is, is that the follow-up keeps happening, whether you're in a presentation, whether you're on a job site, like all of these automations are running in the background.

Now, I will say that there are going to be these instances where the client's not ready yet, right? Maybe they are building a house, which they still need you early, but they don't always call. Or they they're working on a house closing, or a kid's headed off to college and they just don't have the bandwidth, or it's the holidays coming up, and you know what? Let I I'm not ready. Let's just talk after the first of the year. Whatever it is. They're serious, they're just not ready yet. Well,

Rock on. So you c you connect with them and you feel like you've got a a live one on on on the hook. Okay. And you get a they get that reply and then and then nothing. So after the holidays or after they close on their house or another house, if that one fell through or their children their child went away to college, then they're gonna hire whoever stays in touch, y'all. And if it's not you, they're hiring a firm that just has a better

Process, better follow-up might not mean they're a better designer.

So a callback again to episode one, like a regular useful email keeps you in the conversation without asking for anything. What I mean by this is email marketing is your long, quiet follow-up. So you could, in theory, when that client says, Hey, you know what, call me back, maybe not in January, because we're just recovering from the holidays, call me back the first half of February.

Okay, how are you gonna remember that? You could put it on your calendar, but what if it doesn't like flash in your face? And in the meantime, what if they meet another designer and they just hit it off and they they're calling before even hearing back from you? So that email series, your email marketing, is going to keep you in their inbox. Doesn't mean they're gonna open everything and read it.

But they're gonna keep it's gonna keep your name top of mind. So for example, when we have these inquiries, usually from meta ads, that just don't get back to us. Like I call them, we call 12, Hallie calls them two or three times, four times, or following up with the email, text, voicemails. We have a we have a standardized process. If they don't call back, at first Hallie was like, my God, what's gonna happen? Here's what's gonna happen, babe. You know we've got that email sequence going on in the background. They subscribe to it.

Or least I tagged them to subscribe to it when they inquired. that's a whole other episode, right? They're they're the I they're they're getting my nurture email series. Don't worry about it. They'll come back if they want to. Okay. So if you have email marketing, it is this long quiet follow-up. And things, and here's just some ideas to put in that. Okay. It could be a recent project, something you learned on a job. Like this could just go in your newsletter.

Newsletter, I know I hate that term too. I do. but it ever it's one everybody understands, so whatever you call it. it could be a seasonal note about planning ahead. I have what we call an evergreen nurture series. So when people reach me at ML Interiors Group, they get they get tagged when they submit a website form or if they do my downloadable, and then they get a series, just this short, concise sales series.

about what wherever they connected us. They're they're different. And then they flow into what I call my nurture series that runs for 12 months. It's evergreen. It doesn't matter when they hop into that, into that funnel and they're getting emails. And then they get my newsletters once a month that includes my blog. They're not going to forget about me unless they unsubscribe. And then if they unsubscribe, obviously they weren't going to hire me anyway. Okay. Their timeline is your reason to stay in touch, not a reason to stop.

And then every email should make it simple. Reply here. Book, use this link if you want to hop on a call. Like however it is to get to you, there should be multiple ways because I might not want to book a call on your calendar. I might just want to reply to you and have this conversation via email. So when they do come back, it feels like they're picking up the conversation with you. You might not remember them from three months ago.

But they're gonna feel like they've been in touch with you the whole time.

Does that make sense? Like y'all, I've had people come to me saying, yeah, I've been getting your email for years. Sweet. Good to know it's not just my mom reading them, right? So they've been getting them, they've been warming up, it just hasn't been the right time. And here's the thing: your emails are giving them a reason to hire you. You're pre-closing that sale.

Okay, once they call. let me see. How long are we going? This is is this getting too long of an episode? We're at 30 minutes. yeah, you know what? I want to go in my next episode. I I I want to respect your time. In my next episode, I want to talk about the sales process. We're gonna talk about the qualifying call. We're gonna talk about the virtual meet and greet. We're gonna talk about the initial visit, the scope of work, scope of work preparation and presentation, and the contract signature.

So let's let's put I'm gonna put a pin in that. I'm gonna put a pin in that. So

I just really want to say that in today's market, y'all, a sales process and a marketing machine that's running behind it and automations and the technology, like this process is a kindness. It is not pressure to the client.

And it's also a relief to the business owner.

That this lifeblood that's inquiring doesn't get lost. So I would really encourage you to go back and look at your last few inquiries, how long each one took to book to book a first appointment. And then what about that next appointment? I'm going to teach you the meet the qualifying call, the meet and greet. Qualifying the same thing as discovery, sort of. And and from there. And then what you want to do is you want to find out the steps where people where it gets sticky.

Okay, sometimes that's where follow up stopped. Or did you just follow up once?

on a on a similar note, as we're walking through this house.

I want to offer you the option for a sidemark business walkthrough. I referenced the one I was doing with a girl in Chicago the other day, where we walk through your business and see where you might need some more support. I will share referrals with you. I will tell you how and where Sidemark can help you with that. if we can't help you, I'll refer you to somebody in the industry that I know. Okay, some walkthroughs. We have we cover multiple areas of the business.

Others focus on the sale. We solve it, figure out where we can go from there. the sales and marketing side includes follow-up email marketing, something that we can take on right now. It could be meta ads, it could be website copy, it could be a new website, it could be brand. Like there's so many things. So the link to schedule is going to be in the show notes. If you want to hop on a call and walk through your business and see how I might be able to give you a hand through heck, just the resources that I have.

Like it's not all sidemar. and then so next week we're going to talk about the sales process. The week after that, I want to talk about operations or the processes and the procedures that run your business. So after they sign the contract, every project is different, but the process should be the same. Okay. So in the interest of your time and sanity, this that's it for this episode of the walkthrough. Again, if you like to do any of this for your own business, there is a link in the show notes.

schedule on with schedule with me at side mark okay we'll go through your firm phase by phase from how clients find you to how projects close or wherever you're hurting and then i can walk you through where things are connected where they're held together just by you okay i'm michelle in and this has been designed for the creative mind and i'll see i'll see you

In the next room. Is that what I wanna say? Yeah. I'll see you in the next room.