Episode 33: Lee Wells | Discount Games

In this episode of the "Ranch and Table Podcast," host Lee Wells discusses the topic of discounts and their impact on business. He delves into his strong stance against discounting products, arguing that discounts diminish product value and profitability.
Lee emphasizes the importance of maintaining fair pricing without resorting to discount gimmicks. He uses various examples, such as Chick-fil-A, Apple, and Hobby Lobby, to illustrate how successful companies avoid using discounts and maintain customer trust. Lee warns that discounting can indicate deeper issues like pricing, product quality, or marketing shortcomings. He offers insights on maintaining honest and trustworthy relationships with customers.
Lee also discusses acceptable scenarios for discounts, such as clearance items, special programs like Veterans Day meals, and charitable donations. He concludes by encouraging business owners to carefully consider their pricing strategies and avoid undermining their business models with frequent discounts. Lee expresses his hope that listeners will reflect on their practices and strive for profitability and customer trust.

Transcript

  Welcome to the ranch and table podcast,  where we discuss all things related to our Texas ranch and  our ranch to table restaurant located in downtown Rockwall.  I'm your host, Lee Wells.  Hello and welcome back everybody to the ranch and table podcast. Um, thank you for being here today with me. It's Lee Wells, and I am so thankful you've taken the time.

To join me and talk with, uh, talk with me about some things. I want to start out today by telling you this episode is brought to you by Wells Cattle Company, burgers and pies, downtown Rockwall. And, uh, if you don't know yet, it's, uh, the best burger I know how to make. Beef comes from my ranch and we put all the prime cuts in the grind So all the steaks roast brisket all of that goes in and makes some of the most premium hamburger meat  In the world and so I hope you come down and try us out  If you're ever in Rockwall home cut hand cut fries our own seasoning on those and then Handmade desserts,  all of it's scratch made.

So just come on and see us. We'd love to have you at a two Oh six North fan and in downtown Rockwall.  So thank you for being with me today. I kind of led in last week with the idea that today might be a little bit different and I was going to probably challenge our thinking a little bit. And so I'm feeling kind of spicy today.

I, um,  I want to start out by saying that.  I really want the very best for everybody in business. I hope you know that if you listen to my podcast, you know that I am for you. I am, I would never, ever, um, try to hurt anyone. I would always just try to build up and lift up and all of that. So I don't want you to be offended, but I do want you to think critically today with me, if you will.

And we're going to talk about  a topic that,  I think a lot of times we just, we just assume that it's okay. It's fine. Everybody does it. We've grown up in a,  oh, uh, a nation that does this a a whole, a whole society of people, and I wanna talk to you about discounts. I am not a fan.  of discounting our products.

I, I'm going to tell you why. And if you're one of them that, uh, one of those folks that has a business and you're always doing Some kind of promo, some kind of discount code, some kind of something. There's places for that, and I'm going to get to some of that in a little bit. But for the most part, I'm really not for discounting our products.

And I'm going to kind of explain that. But, uh, it might sound different. Because, I don't know if we talk about this. I don't know if we do. We've ever, uh, really thought about it. And so there's a chapter in my book, uh, burger brilliance. There's a chapter called discount games. And so if you have my book, um, and you've read it, then you know where I'm going with this, but, um, I'm sure there's lots of folks in this podcast that have not read my book and, you know, it's available for you to go to Amazon or come by the restaurant, get a copy.

I'd love for you to see some of the. Topics that I discussed, but this is one of the short sections in my book and it's called discount games and and I feel very strongly about it. I wrote about it. Now we're going to discuss it and I want us to get into this today. Um, and if you're ready, here we go.

Discounts diminish your product value  and your bottom line.  I'm going to say that again. So you heard me right discounts diminish your product and value You  Your bottom line  We are all in the business To make a profit And not simply stay busy  You set your prices  for what your formula ratio says You need to sell what you can sell during a day during a sales period A week a month you have to sell what you need to sell at the price.

You sell it at to be successful  And if If you're having to discount that to get business  I'm going to submit to you today. There's probably something else at play. There's probably something else going on that you need to look at Instead of discounting and we'll talk about that in just a minute, but discounting creates more issues and more lost business Than it ever brings in I know that's hard to hear.

I know i'm hurting someone's feelings right now. I really don't mean to  But you're in the business to make a profit you are there every day giving your soul your life to this your hours to this Your stress to this and you are doing it for a reason you're building something for your family Something that will live on beyond you.

Something that will touch other people's lives every day. You are not doing it to do it for free. You are not doing it as a service out of the goodness of your heart. You need to make a living. You need to put money back. You need to have a savings account. You need to have a retirement. You need to drive a car that starts and runs and preferably has air conditioning and, and, and.

Window 10 in a nice vehicle. You need to live in a nice home. There's nothing wrong with any of these things But when we discount too heavily we dig in  to our own pocket  And take money out of our own pocket that belongs there To give away to somebody who may not even deserve To walk into our door. I know that sounds hard.

I know it does. I know it does. I know it does but Let me prove it to you. Stay with me. Let me, let me make my case before you get on my case. Discounting, I believe, creates more issues than it, than it solves. And, um, there are a few,  um,  exceptions to this, and I'll get to those here in a minute, but successful companies do not depend on discount marketing to sell their products. 

Successful companies across our nation  do not depend on discounting. When's the last time you saw a Chick fil a  or a coupon for Chick fil a for 20 percent off or buy a Chick fil a sandwich and get one free.  If you look it up on Google, Chick fil a does not offer coupons for their products.  I looked it up before the show just to make sure you, I, I was talking, um, Uh, truthful here.

When's the last time you ever saw  Apple say, buy one MacBook Pro and get another one free?  You're, you're not even going to find a different price on a MacBook Pro that is one to one, apples to apples. They don't even allow discounting.  They're, they're price fixed.  And they don't have to discount. Now, sometimes you might find a cell phone carrier who's bought some iPhones, give an iPhone away at some kind of deal.

Well, that's the phone company that does that. Not, not Apple. They don't have to. Um, so when's the last time you, you saw a double double at in and out,  uh, buy one, get one free.  You're not going to because they don't need. To play those games They don't need that To be successful. They have found the formulas  to be successful without playing discount games  And if you're feeling defensive right now  And you're someone that uses the discounts in your business  Let's dig a little deeper.

Come on. Go with me  Let's ask this question. Why?  Are we discounting? What, what is the reason  that you feel compelled that a company would feel compelled  to discount a product that they've already got set at a fair price?  Are you looking for more customers?  That's probably it. Probably so because if you had a line wrapped around your building,  And you had all the business you could do in an eight hour period, 10 hour period, whatever your hours are, you wouldn't be discounting what you're doing.

That's just the way it is. You wouldn't have to, and you wouldn't.  You wouldn't discount it if you didn't have to do it. And so, usually it's for looking for more customers, more business, trying to fill slots and voids in our schedules and in our day, uh, that we need, that we need booked.  Because if you were completely booked,  and you were as busy as you could be, you wouldn't be discounting. 

Uh, Raising Cane's has a line around their building every day.  almost open to close.  And they have never to my knowledge  and to my Googling ever discounted a piece of chicken.  They don't need to.  Why would they offer something they didn't need to offer? Why would they slow down their process in their line with discounts and cards and different kinds of, of codes and things like that?

They wouldn't do it. They don't do it.  Their product sells.  Without discounts. That's the fact that's the bottom line, their products sell without playing the game of discounting.  So in many ways, discounts and people who discount their products,  it can be an indicator of a deeper issue.  Now, this is where we're going to get real.

And we're going to talk about it for a minute, because again, I'm here to help. I'm, I'm, I'm here to throw some ideas your way to. To help you think through some things and maybe, maybe retool a product or an approach.  Are discounts an indicator of a deeper issue? 

A product issue, maybe?  A pricing issue?  Maybe there's a customer service issue or a location issue?  Maybe there's a marketing shortfall somewhere and the only marketing that you know to do is to put out a 50 percent off, um, a 25 percent off on Mondays because Mondays aren't busy.  And maybe that's, that's a marketing approach.

Well, let me just tell you, there's a million other marketing approaches than just taking money out of your pocket  and giving it to somebody else.  So maybe, maybe the marketing needs to be retooled so that you don't have to resort to giving away your profits.  I believe sometimes most of the time, perhaps the issues that we find in people who discount on a regular basis, they're trying to make up for a lack somewhere else to gain more business.

And so  this is, this is what I want you to think about. Don't get mad. Just think  Many people  who discount  are number one, looking for more, looking for more business. Number two,  it could be that their price  is far above average  and the discounts make their products affordable. So say a boutique  style, um,  service.

Um, maybe, maybe someone that does facials or someone that does hair and nails or eyelashes are a big thing. I don't know anything about prices on any of that. Um, so I can speak generally without taking any shots at anyone. I've never had my eyelashes done. I've had my eyebrows threaded a few times.

That's weird, but my kids do it and they say, dad, your, your face is, uh, you know, I don't know. I've got a beard. I don't know why my eyebrows matter, but have three ladies in the house and I've had my eyebrows done recently.  Little known fact. I've had some pedicures and uh, I'm man enough to tell you I've had some pedicures and  those things are expensive.

But anyway, uh, my, my toes are in boots all day long every day. And so I'm, I'm not ashamed to tell you that. My toenails are probably not beach ready. So, um, they've, they've been working on me, but some of that stuff gets expensive. Maybe the pricing for these items are boutique pricing and they're really high.

And so the only way you can generate business is to bring the price down so that people jump on that and schedule and get in within that window where things are. Are a better price. Why not just price the things where they need to be, where you're selling them at anyway. Why not just cut the game  and just sell what you are going to sell at the price you need to sell it at instead of elevating a price.

So you have to play the game of bringing it down. I don't know. I'm, I'm throwing this at you as options.  Ideas.  Maybe, maybe the price is too high.  And you're really not selling it at that price or not very many at that price. So why not consider bringing that boutique price down to a place where people just come get their eyelashes done, or they just come get their facials and they just come get their Botox or they just come get whatever they get at the price they get it at.

And, and you stay busy like that. I mean,  I don't know, something to think about because there's some reason why People have to keep resorting back to discounts in order to get things done. And that's a hard way of running a business is having to try to coerce people into buying your product at a certain time because you brought the price down to a place where it probably should have been anyway.

So  set a fair price and stay busy.  And number three, could it be that people only buy that product When they feel that that product is Is finally at the right price and what i'm talking about here is Say like hobby lobby  It it's it's systematic it is it's cyclical what happens at hobby lobby and uh recently I bought a several frames and i've had several product projects going on and  Hobby lobby Is irritating to me because if you walk in on the wrong day And,  or you walk in on any given day and it says 50 percent off frames,  is it 50 percent off frames all the time?

Or is it just every other week? Or is it every third day? Or is it twice, twice a month? Or I don't know. I can't, I don't know. I don't shop there enough to have the pattern figured out. But what is the point of this 50 percent off all frames?  Not the ones that haven't sold for six months, but all frames. 

That's silly.  I'm sorry. I mean, I'm sure they're Hobby Lobby's doing great. They don't care what I think. I'm talking from a consumer point here. Why play that game? I don't want to buy a frame there that's not 50 percent off because they're 50 percent off enough of the time. I know I can wait a minute and go get them at 50 percent off. 

It's, it's a game. And who wants to play those games?  I, I, I don't. I don't, I don't want to play those games. But anyway, here's another one. Black Friday. It's become a joke. It's a joke. It's so silly. They raise their prices  just before Black Friday hits. And we watched them do this on Amazon and some other places.

We watched them elevate their price. And then they put these jokes on Amazon. Black Friday pricing out, which puts them almost right back to where they are normally throughout the year. We saw this, I was paying attention this year, and we saw this several times. It was a topic of discussion at our house. 

It make you feel like you're getting something special, and you're not. It's a game.  It's a game with your mind. It's a game with your money. It's a game with your time. And I don't think that we should put people through games to buy our products. I don't think we should game people into buying us or waiting to buy us or the products that we have.

I just don't think it should be that way.  Let me explain it this way.  You lose money at least three times, probably more  at least three different ways  when you play discount games.  Now pay attention. I want to, I'm going to prove it to you. Let's say I, a burger man  want to put a buy one, get one free burgers on Mondays deal together. 

Bogo Monday, we'll call it Bogo Monday. Now,  I could do that.  But if I do that, here's what happens. Number one, I'm going to lose money on Mondays  because half of the burgers that I've raised the beef on my ranch, ground all the steaks in,  put all the freshest ingredients, branded the bun, bought the buns from a bakery, Next.

I mean it's,  we get deliveries many times during the week. I mean, it's the freshest ingredients. I'm paying premium for all the things that we're buying. The best Mayo, the best this, the best that we're making five sauces a day. Okay? So on Monday I decide I'm gonna lose money  because I'm not busy enough, and so I'm gonna do buy one get one free burgers on Mondays. 

First of all, this is just so dumb. I can't, can't keep a straight face, but let's just say I want to do that.  And so I'm going to lose money on half of the food that goes out of my kitchen.  I'm not making a dime  and I still have overhead. I still have electric. I still have payroll. I still have taxes. I still have.

Mortgage, I still have everything that has to happen for you to come in and sit down and eat a burger, and me take care of the trash, and me take care of the cleaning, and me take care of the Coke machine and, and me have all the, the sauces and everything, right? So I have to have all that ready for you to come in and sit down and half of your table is eating for free. 

So i'm losing money on the product I'm, i'm really losing money in more than one way here, but we'll just call it one in all the overhead In all the salaries and everything the whole formula that i'm supposed to have calculated out as a responsible businessman And responsible for my own business and making sure that my structure pricing And and all of that works my business plan works.

I'm losing money on half  Of everything we do that night  That's one way that's the obvious one  and now i'm also going to lose money in other ways  I'm going to lose money because I have created Listen careful to this. I've created a primary day to buy  I've created a premium day to buy my product mondays are the day to go to wells because mondays  Half the people there eat for free  Bring your wife.

She eats for free. Bring two kids. One of them eats for free. It's buy one, get one free day. Mondays are the day to eat at Wells, right? Now this is fictitional. If you're just tuning into this part, please understand. This is a scenario that I will never do. Uh, it's just an example.  So I've already lost the money on half the food that's gone out. 

I didn't get a discount on making any of that food, on creating those cattle, uh, the beef, the, all that. No, I didn't, I didn't, I didn't have any kind of deals on my end, but you got the deal at the table. Then secondly, I've created this primary day to buy.  What happens on Tuesday?  Well, now on Tuesday,  I don't want to eat there. 

I don't want to, I don't want to eat there on Wednesday. I  I'm not eating there on Saturday. You know what day I'm eating at Wells? Monday.  Why?  He's losing money on Monday and I'm taking full advantage of it because that's just the kind of person I am.  So now I'm losing money on all the product and all the overhead.

I'm losing money because they're not coming on Tuesday.  They're not coming on Wednesday, Thursday, Friday, Saturday.  They're targeting now a primary day of Mondays to come eat with me.  What happens in real life real life gets in the way soccer games baseball games volleyball games We every kid is in every sport and it's amazing how kids and parents can navigate Multiple kids in multiple sports on every night of the week, but here's what happens There's all kinds of games that come up.

There's all kinds of stuff sickness  Job having to work late Things that get in your way to not be there now on monday So now not only are the people not coming on Tuesday or Wednesday, because Monday's really the day to go, but now they can't go on Monday because life got in the way. So I'm losing money again  because I've created with discounts.

I've created this other world force that is driving people's mind, their psychology on whether or not they're going to eat with me or not. Does this make sense? I hope I'm making sense. Cause I'm saying a lot of words. I hope I'm getting through to you.  I can't see you nod when it's on a podcast.  So I've lost the money first.

Now I've lost the money a second time because you plan to come back next Monday, but, but you didn't make it.  And then number three,  you are actually telling people when you do this,  that  you don't have to charge full price.  But you do every other day. So now there's this breach of trust. There's this again, psychological thing that happens that people may not even realize is going on.

It's a psychological hurt.  This leads to distrust that says, if you can do that on Mondays, why aren't you doing that for me on Tuesdays?  Why aren't you doing that for me on Saturday? If you can do that on Monday, why can't you do that any day? It's like when you go buy something on the internet. Have you been on the, think about this.

You've been on the internet and you, you're going to buy alpha brain, or you're going to buy  some product. I don't know whatever the product is. And they say  one bottle is 99. But if you buy two, we'll throw that bottle in for 75.  So we go from 95 or we'll call it 95, 95 to 75, just because I'm getting two. 

And today only, if you go for a third bottle, we'll give it to you for free or something like that. Now how in the world does that math work?  That and then, and then you go on and say you pick those three, cause that's a deal you can't refuse. And if in the next two minutes you buy this, we're going to throw in this. 

pill bottle catcher thing that sorts out your day to day pills. And we're going to bring, give you this free glass, uh, uh, the take a walk, take, take the drink with, uh, you're going to get all of this stuff in this whole package. What's 

going on?  I thought that bottle cost me 95.  Now I've got like five bottles  and a glass to drink it with and an organizer and all this other stuff for like.  Hardly any more money. It breaks down the trust  between the consumer  and the producer. It, it, it breaks the trust that that one bottle really cost 95 to produce and give you over to, to use.

Because you've just diminished all of your value of that 95 with all the other stuff that followed.  So now.  When you give  a discount,  you're telling me that your original pricing every other day  is really not your bottom line value pricing for me. That's really elevated. That's really jacked up  and it doesn't feel good to have to pay full price  when these other times you don't have to pay full price.

Do you see the game  that I'm describing?  Do you see the problem here?  And maybe, maybe  I hope it's making sense. Maybe it's clicking with you in your heart, in your mind. I would rather someone be straight with me and say,  this is what my food costs to serve it to you.  Of course, I'm going to make a profit on it because I've got to be here next year doing this same thing for you.

And if you want me here next year, this is the price I have to get today to be able to cover everything, put some money back and be ready to be able to do this again and again. So everyone understands that there's a profit built into something or who gets out of bed for nothing.  But whenever you start breaking that price down into places that it doesn't belong because you need business, because you have to feel like you're busy, because you're going to trade your sweat and your effort and your work for money that should be in your pocket. 

It doesn't make sense to the, to even the consumer if they stop and think about it.  And so what happens is, You create more negativity than positivity around your product, causing you to lose credibility and trust with your customers.  The more discounting you do, the more gimmicks that you pull,  the less trust  and value you have in your community. 

I'm going to take a cheap shot here and I hope, I hope my friends that are in this business don't get mad at me, but it's, it's like the mattress sells.  We're coming into the new year. I guarantee you, I don't have TV. I don't, I don't watch  cable and network TV and stuff like that, but  I'm pretty sure there's going to be car sales  and this low, low, low price.

And there's going to be these mattress sales.  And when I was young, I don't know if it's anymore because again, I don't watch TV, but. It was like every other week, a mattress  store was going bankrupt sale and going out of business sale. And then they were still there.  And, and this going out of business sale, we got to liquidate everything.

Everything must go. And then you look around and two months later, three months later, six months later, they're still in business. And then they say it again. And you're like, dude,  I don't think I believe you.  I don't trust you  and I'm not buying your stuff  because you lied to me. You said you were going out of business.

You said you were going bankrupt  and you played me to come buy a mattress at a price you could sell that mattress for at all times, but you don't.  And there's a distrust in a,  in a, in a brokenness that happens in that, in that relationship.  That is very, very hard to ever overcome.  One of the reasons I believe that we have done well as a business in Rockwall and all of the other businesses I do  is because I am honest to a fault.

I am. I am as honest and as straightforward as a guy you will ever meet. My dad was honest and it was almost a negative. He was so honest. He would be so honest with you. He could hurt your feelings. My dad was an old rancher, just a, just a  old school. And he told it like it was. I hope I'm a little more polished than that.

I hope I'm a little more refined than my dad was, but I'm telling you my dad, he could, he could hurt your feelings being honest with you because he would rather be honest with you and tell you the truth than, than for you to walk away thinking that he held something back or he didn't tell you the truth or.

He, he just, I think it was, he just loved people enough to tell him the truth.  And I, and I just have his DNA and his genes and I am my father's son a lot of times. And I, I would rather be honest with you and I would rather  let you know exactly what we're doing and why  then play games. And I believe that works very well in business, especially local business.

It does very well because people know what they're getting. They know they don't have to question what they're getting and we don't play games. I've never discounted a burger that I know of. I've never discounted anything that I know of because I try to give a price that's fair for what you're getting.

I try to price the food that we serve. At the right price for the value that you're getting and I stand behind that and I feel comfortable with that Yes, there's profit built in there has to be why would I get out of bed? why would I run the stress that I run if there wasn't some profit to send my kids to college and and send my get my my daughter a car last week because her  Because if I can't do the things that I need to do, what's the point? 

I don't think anybody worries about that. I don't think anybody cares about that as long as we're being honest with them and we're not playing games and discounts create a place for trust to be broken.  Operating a business is a relationship of trust.  People must trust that you are giving them the best price possible  every day. 

With a high level of trust,  you find that people will open their wallets, they are happy to pay what you require,  and when you offer those different prices,  that trust comes into question.  So now for the caveats. Here's the places where I feel like discounts are, are okay. They're acceptable, they're, they have a place.

Number one, clearance items.  I'm okay with that. When you need to get rid of something, get it out of the way, get it off the shelf.  Um, people expect that clearance you're probably not making money. You might even be losing money, but they understand that that's why you're doing it. That's why you are putting that price at half off so that you can move that even, even at a loss to make room for new products.

Makes sense. It doesn't break trust. It's understood you're actually being honest with them saying this is a clearance item I marked it down because it's got to go. It's my last three. They're weird sizes Um, they're in the way I've got a whole bundle coming of new product and i've got to make room for it And everybody's on the same page.

It's not a problem. It's no big deal. It's okay. You're not breaking trust.  They're willing for you to lose money and they'll buy it and they'll take it and and uh, You It's a, it's a win win. It's okay. Number two, special programs. I think of, um, Texas Roadhouse, another place that doesn't give any discounts because they don't have to, because they've always got a line out the door, but Texas Roadhouse does something that I admire. 

On Veterans Day, they do a thing where veterans eat free. Now,  to me, that's, that's perfectly okay.  Everybody knows on that day, they're going to lose money, but they're willing to lose money to give back to the community, to honor these men and women who  sacrificed, gave, was away from a family,  you know,  veterans.

I mean,  where would we be today if it wasn't for  our war veterans? I mean.  That's, that's a, that's an amazing cause and it's good, it's right and every, again, everybody knows it doesn't break any trust because everybody knows that day they're going to lose money. Because they're feeding so many vets, so many veterans that  there's no way they could, they could be doing great that day, but they're willing to take that loss to give it to them.

That's amazing. That's, that's not the same thing in my mind as a gimmick, just to get people in the door.  They don't need to do that to get people in the door. They're not slow  on Veterans Day anyway. They're going to be just fine, but they choose to do it. And I think because of their motivation and what they're doing, I believe that makes that okay.

And then number three, give backs, um, education, community programs, charities, um, all understandable. We do the same thing at our restaurant. We let youth programs come in and work for an evening and we give them back a percentage Um those kinds of things  And even discounting or giving away product We give away gift cards for raffles and things like that I don't think that's the same thing and I I think you'll understand and agree That's not the same thing as like a buy one get one free night um gimmick, I I these are the caveats and there's there's probably a couple more You If we were to sit and discuss it where a discount or a program, um,  that kind of thing would, uh, would make sense.

Like when we had, uh, Sterling Tea as our sponsor, they gave us a discount code. We asked you to use it. That is a marker that shows them how well their  advertising is doing. And it's an incentive for you to be a listener of this podcast. And they're willing to see. So those kinds of things that doesn't diminish.

Their product in my opinion,  we all have opinions But there are some things that I think that that are probably okay And then there's some things that I think that really hurt us and I hope you can See the difference and understand the issue to me Is when we try to build a business?  with a deteriorating discount program  That calls into question the general pricing and the business model that you set and if anytime you You know Undermine yourself. 

I don't think it's worth it and for you to say half off or for for this day or uh, you know 35 off on this day or You know third off on this product  kind of undermines or does undermine your business model That you're working on. I don't think we should ever do that. We should never sacrifice our business model in our pricing  At the cost of trying to get someone in because when you do that, like on the fictitional, uh, fictitious, uh, buy one, get one Monday that we were talking about while ago, we would just be busy without being profitable.

And I don't think that that's good for any business just to run around busy, to feel like you're busy. Um, especially when it hurts you in so many ways.  I think that  it's something to think about. I think it's something to talk about. I welcome your feedback on this. I would love for someone to  shoot me an email and say, you're wrong.

And here's why come on with it. I'm I'm, I'm, I'm a big boy. I can take it. Just be ready for my reply to come back to you. Um,  Nobody likes working for free or for little return. So stop discounting all of your profits away just to feel busy.  And, and I hope today didn't make anybody upset. I hope it. Might have maybe jarred you to think about way the way you do things and maybe rethink some of the strategies that you use and And I hope it was enough to make you stop and think  and um, but please don't be mad  Um, I want you to make more money than you ever have.

I want you to be happy in your business I want you to be fulfilled in what you get to do every day And um, I don't want you to diminish it with discounts if you don't have my book Um, i'd like for you to get it if you'd like williewellsofficial. com You can come by the restaurant, get one there. I'm there on Saturdays.

A lot of times, uh, I can sign it for you and, uh, notated for you. And as always, I'm, I'm always looking for feedback. I'm always looking for comments to come back through and, and people take a minute to say something about the podcast, whether you like it, you don't, whatever. Um, man, I'm, I'm opinionated and I don't mind your opinions, um, at all, at all.

So thanks for being here today. I really appreciate your time. I appreciate you thinking with me. I got kind of revved up and wound up there in the middle of that. So I hope that's not offensive to you. I just feel very strongly that we should be very purposeful for what we are doing and, and the services that we're providing and the work that we're doing to be the very best for our own families and to make sure that we're doing the right thing.

So. Uh, this episode of the ranch and table was brought to you by wells cattle company And come by and have a burger ranch to table have some hand cut fries homemade dessert Come by and see us and we've got some new news coming out real soon For those listening you may or may not have seen that we have a second location coming in the next few Weeks, so that's going to be fun to watch It's going to be a lot of work, but it's going to be worth it.

We're going to be in a new Week Area, a second location and serving a different part of our community. So looking forward to all of that. I'm Lee Wells on the ranch and table podcast. And until next time we say adios, farewell, goodbye,  so long.