The Two Decisions That Shape Your Entire 2026 (E.312)

 

“Zoom out before you zoom in. A year only works when you build it on purpose.” – Regan Robertson

Episode Overview

This episode gives dentists what they rarely get: a transparent walk-through of how real practice owners plan a new year.

Chad shows how calendar control prevents production problems months before they happen.
Maggie reveals how accountability — the honest kind — reshapes leadership and reduces stress.

Regan connects both perspectives into a single, practical rhythm any dentist can follow in under one hour.

By the end, you walk away with a year-building system you can start the moment the episode ends.

What This Episode Reveals

• Why most dentists “plan” the year but never actually set it
• How to reverse-engineer production using the right number of clinical days
• What to prune, adjust, or kill in your expenses before January hits
• Why emotional alignment matters as much as revenue
• How small accountability habits outperform massive goal lists
• Why self-awareness is a business tool, not a personality trait

What You’ll Learn

• The calendar steps that keep your schedule profitable
• How to run a simple year-end financial review without overwhelm
•  How a five-item accountability card keeps leaders consistent
• How to choose goals that are realistic, sustainable, and meaningful
• Why your happiest year may not be your highest-grossing one — and why that matters

If This Sounds Familiar…

• You end each year tired and hope next year “feels different”
• Your goals fade by March
• You avoid looking at numbers because it feels discouraging
• You want more control and less chaos
• You want a simple system that doesn’t fall apart by spring

Next Steps

Block one quiet hour before the year ends.
Print your calendar. Pick your days. Build your accountability list.
This one hour determines how the next twelve months unfold.
Then listen to the episode to finalize your plan.

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TRANSCRIPT

[00:00:00] Introduction: End of Year Planning for 2026

[00:00:00] Regan Robertson: Doctor before you end the year, before you hang up the ham piece and sign out for your beautiful, glorious holiday break with hopefully your loved ones and family, Dr. Chad Johnson, Dr. Maggie Augustine, and I want to give you something you can do quickly and efficiently so that your 2026 is set up for success.

[00:00:23] Regan Robertson: That’s right, Dr. Maggie. Nice to hear you today.

[00:00:26] Dr. Maggie Augustyn: Hello everybody.

[00:00:27] Regan Robertson: Woo. Get to be here. Chad, you’re getting your woos in. Hello.

[00:00:31] Dr. Chad Johnson: That’s right. Hey, hey.

[00:00:32] Regan Robertson: We all wanted to come together and talk about end of year planning. It’s something that we know you do. We know you all do, but I thought it would be really fascinating to get into Chad and Maggie’s practices and see what they focus on.

[00:00:46] Chad’s First Priority: Calendar Planning

[00:00:46] Regan Robertson: I, I don’t, I don’t think we need anything super comprehensive here, but quickly top. Top two things that you guys would do, uh, or do, do or plan to do or already have done to prepare for [00:01:00] 2026, Chad? Rapid fire. I’m gonna, I’m gonna hit you first.

[00:01:04] Dr. Chad Johnson: Uh, point number zero. You just said dooo. That was fine. All right.

[00:01:10] Dr. Chad Johnson: So wo I know first thing planning your calendar. You know, to me it, it’s, uh, you know. We’re already scheduling our re repairs into May and perhaps June of this next year. And some people might be like, shoot, I’m out 10 months. Good for you. But you know, like everyone’s at least six months out planning people’s six weeks in one week or six months in one week or something like that.

[00:01:29] Dr. Chad Johnson: So you’re, you’re outta ways and you need to figure out, are you gonna block off summertime? This is not a. Oh man, I’d never thought of that before. This is something, but you know, it’s something that you need to think about. How many days are you intentionally going to be at work and what are your goals for that year?

[00:01:45] Dr. Chad Johnson: Are you, you know, hoping to do a million dollars and work 200 days? We’ll divide that out and you need, you know, your, uh, your, your $5,000 days or, you know, stuff like that to be able to make that work. So. You just have to do that math and figure out, you know, are you going to make that [00:02:00] work with the amount of days that you’re going to be working, or do you need to change your budget accordingly?

[00:02:05] Discussion: Physical vs Digital Calendar Planning

[00:02:05] Dr. Chad Johnson: So that’s my first one. Wait, calendar planning.

[00:02:07] Regan Robertson: Wait. Okay. So for calendar planning, do you, uh, I’m assuming you do digital, maybe a Google calendar planning, but do you also have a, like a big annual calendar on your wall? Like Yes. PDA clients have requested that year after year for the Yes, the big one. So you do.

[00:02:24] Dr. Chad Johnson: It’s where do you put

[00:02:24] Regan Robertson: it in, like your break room or your office?

[00:02:26] Dr. Chad Johnson: Um, yeah, but I don’t leave it up forever. I plan it while I’m visualizing that, you know, uhhuh for continued ed, uh, for vacation time, anything like that.

[00:02:36] Regan Robertson: Maggie, do you have a calendar that you, do? You do, I’m assuming you pre-plan also, is that the case or do you do it quarterly?

[00:02:42] Regan Robertson: I do. Yeah.

[00:02:42] Dr. Maggie Augustyn: No, and nothing physical. Everything is, is kind of on my, on my Google calendar and whomever needs to have the ability to get on there to see where I’m at when I’m at. Has that,

[00:02:52] Dr. Chad Johnson: yeah, that’s what eventually go to.

[00:02:55] Dr. Maggie Augustyn: Yeah. I mean, I, I think it might be helpful to actually visualize the whole year.

[00:02:59] Dr. Maggie Augustyn: Month [00:03:00] by month. By month. Yeah. Um, to see kind of wh e especially when you have multiple doctors Yes. Or multiple providers I should say. That is probably very helpful. Like, Hey, which week can I and shouldn’t I take off so that the practice can continue generating an income if one is gone? Yep.

[00:03:14] Regan Robertson: There was a study that just came out that, uh, that humans are perceiving are indeed perceiving time differently post COVID, and that things are going faster.

[00:03:21] Regan Robertson: And I was just thinking this year, I’ve got the space right here that you can’t see that. I thought it, I should have my annual there because I’ve got a. I’ve got graduations coming up. I have, uh, spring break coming up, you know, for the kids. I’ve got places I’m gonna speak. I have girls trips, I have anniversary trips.

[00:03:39] Regan Robertson: Like all of those things stack up and I thought it would be really fascinating since the months seemed to be going by quicker and quicker. Not even just to have the calendar that has the month up, but something tangible that I can see other than my desktop. Uh, do you have all your CE planned out also?

[00:03:54] Planning Continuing Education for the Year

[00:03:54] Dr. Chad Johnson: Personally I do because, uh, I, like in January, I’m going to my last coist course. Um, and that [00:04:00] should land me, um, what, 25 hours? I think that’s right of, of continued. It’s three days, you know. Okay. That’s not right. It must be 30 hours. It’s just a hunk of big hunk of Is

[00:04:13] Dr. Maggie Augustyn: it a week? ’cause I mean, like that. No,

[00:04:14] Dr. Chad Johnson: this last, it’s just, it’s normally like three days.

[00:04:17] Dr. Chad Johnson: Mm-hmm. Or five days or six days, depending on, you know, if you’re doing a double course at a time and stuff. This one is just three days. And so it’ll be a Thursday, Friday, Saturday, and, um, I mean, yeah, 10 hours, 10 hours.

[00:04:29] Dr. Maggie Augustyn: At least 30, 30 hours. About 10

[00:04:30] Dr. Chad Johnson: hours. It’s 30 hours. Yeah. And so, shoot, I’m, I’m practically done for two years, starting in January.

[00:04:36] Dr. Chad Johnson: Uh, yeah. But

[00:04:36] Dr. Maggie Augustyn: come on, you don’t do it for the hours, right? Like No,

[00:04:38] Dr. Chad Johnson: exactly. But I’m just talking, you know, average dentist kind of thoughts. I’ve, yes, I have it planned out, but I don’t have like next October ideas planned out, you know, so. Mm-hmm. So I have I in the past. Yes. Maggie, how about you?

[00:04:52] Dr. Maggie Augustyn: I’ve got a good amount of my next year planned out.

[00:04:55] Dr. Maggie Augustyn: But problem with me is that when I don’t do go to ce, I get [00:05:00] itchy. So like yesterday I felt really empty and I just did a six hour course on surgery just yesterday. Like I, I just get really itchy and so then I bought another one, um, through osteo calm for nine hours for periodontal surgery. I just get really itchy.

[00:05:12] Dr. Maggie Augustyn: I have to do this. So like, I might have my year planned out, but I will add things. Mm-hmm. Um.

[00:05:18] Dr. Chad Johnson: Yep.

[00:05:18] Regan Robertson: Okay, Chad, number two.

[00:05:21] Dr. Chad Johnson: Um, doing to me like, um, going through, this is a nerdy one, so I wish it was a half one. We’ll see if we have enough time. Um, you know, going through your expenditures and reviewing, uh, you know, in productive Dentist Academy doesn’t talk about that.

[00:05:31] Chad’s Second Priority: Reviewing Expenditures and Budget

[00:05:31] Dr. Chad Johnson: ’cause a lot of times their supply side, you know, just out. Produce the problem and that’s okay. I’m not saying it’s bad, but you know, like when I’m oversimplifying, a lot of times it’s not, well get into the weeds of trying to find cheaper cotton rolls. That’s not what I’m talking about. But it is kind of an idea of going through and reviewing your expenditures and figuring out on your budget are you getting paid as a business owner and a dentist because you should get paid as both.

[00:05:57] Dr. Chad Johnson: Um, and. Um, uh, profit First is a great system to think [00:06:00] about doing if you are, uh, wanting to, you know, mentally ascent to the idea that you should be getting paid as a business owner when you’re working on the business. And if you’re a hundred percent shareholder, or 50% whatever, if you have, you know, a certain stake in the, in the office.

[00:06:15] Dr. Chad Johnson: Shouldn’t you having shares of that corporation be getting paid dividends on that at some point? Or shouldn’t there be a growth in the, the value of those and are you assessing that so you know, whether you’re reviewing your accounts receivable, um, adjusting your fees, which goes to the calendar planning.

[00:06:34] Dr. Chad Johnson: Um, but that would be my, my second idea is, you know, making sure. Uh, to go through and figure out, you know, are there any monthly subscriptions that you could get rid of? Things like that.

[00:06:43] Dr. Maggie Augustyn: Yeah, and I like that a lot. So we do this every month with our accountant, and if you’re looking for a good accountant, email me at Dr.

[00:06:49] Dr. Maggie Augustyn: maggie@myhappytooth.com. But, um, here’s what I wanna tell you. So recently, this is exactly what we did, and I don’t know if you notice, health insurance keeps going up. So our health insurance last [00:07:00] year jumped 18% this year. Mm-hmm. It jumped 12%. We are pretty heavy. Heavy. It only jumped

[00:07:05] Regan Robertson: 12% this year. You’re lucky it.

[00:07:07] Maggie’s Experience: Health Insurance Cost Increases

[00:07:07] Dr. Maggie Augustyn: Well, yeah. Yeah. Good. That’s true. I’ve heard much worse horror stories, but so, um, we, we are very, like, our benefit package for employees is really. Significant. Mm-hmm. But we’ve taken a big hit this year. This year just has not been very good for us. And so one of the decisions that we’re facing right now is restructuring how we pay for health insurance for our employees.

[00:07:27] Dr. Maggie Augustyn: Mm-hmm. And so this is this, because this is really like, this is, this sucks, right? Because the younger employees, they’ll still get maybe a 50% benefits. But the older employees, people like me, were like, my health insurance is $1,400 a month. Yeah. Uh, they’re gonna get a lower benefit. And at some point, you know, like someone said, well maybe that’s ageism.

[00:07:44] Dr. Maggie Augustyn: Well, it isn’t because in Illinois you can charge according to age for your health insurance. So then you can just give your, um, employees a gift card towards health insurance as opposed to saying, paying 50%. ’cause that just because then the person that does gets health insurance, [00:08:00] they get a raise of. 12% that year.

[00:08:03] Dr. Maggie Augustyn: Yeah. Right on that money. And then the other people that don’t get health insurance, they don’t. So all of that has just co mumbled, but again, allow, allowing yourself to look at the expenses and see really where there has been disproportionate increase in them, um, is, is something that we also look at.

[00:08:16] Maggie’s First Priority: Taking Accountability

[00:08:16] Regan Robertson: Mm-hmm. Wow. Okay. Maggie, let’s go to your top two things. Um.

[00:08:22] Dr. Maggie Augustyn: For me, one of the things that I, I struggle with, and this is like this European communist view of, of, um, watching everybody around me make mistakes and then not, um. Although this has significantly changed and not really taking responsibility or pretending like the mistakes that I’m making, just they, they don’t, they vanish.

[00:08:40] Dr. Maggie Augustyn: They’re like, oh, I’m the doctor. I can make the mistakes, but you guys can’t. So that has been a shift over the last many years, probably the last decades in my practice where I really just take significant, um, accountability for. The mistakes that I make. And so, um, this, this hall, this, not this Halloween, this, this Thanksgiving, the thing that I was most grateful for, that I told my team [00:09:00] is that, yeah, I keep effing up and you guys keep forgiving me.

[00:09:03] Dr. Maggie Augustyn: Mm-hmm. So for this year, one of the things that, and we, we have this all the time, right? In our minds, we are constantly trying to figure out where to go with our practice. And it doesn’t have to be a year end thing. Mm-hmm. It could, because like every day we have an opportunity to be new. It does, this does not have to be a year end thing.

[00:09:18] Dr. Maggie Augustyn: But for me, I just write down some of the ways that I want my, my practice to change. So for example, for this year, I’d like to do, um, I’d like to really get involved in lip artistry. Mm-hmm. Um, and TMJ, uh, and, and migraine treatment with Botox. I find that fascinated as a migraine sufferer myself, I took the certification courses.

[00:09:36] Dr. Maggie Augustyn: I really want to heavily implement that. I want to do more surgery. Um, shoot, what was my third thing? Well, you, you can kind of imagine. So, so you kind of make, oh, we wanna start billing medical. So you kind of make a robust list of the big changes that you wanna make. Okay. Um, and then the thing that I need to work on myself and that like is, is really how do I hold myself accountable [00:10:00] for the changes that I want to see in others, right?

[00:10:02] Dr. Maggie Augustyn: So if I talk about comprehensive care and talking to patients about migraines. Um, and things like that, that is something that I need to start doing. I can’t just rely on my team to do that. So I make a list of the things that I am going to be accountable for as I’m creating these changes so that they can witness my evolution.

[00:10:21] Maggie’s Accountability Tool: The Laminated Card

[00:10:21] Dr. Maggie Augustyn: Um. And that’s not always, that’s not always easy. It’s far easier to come to work and say, okay, y’all are gonna make these changes so that it’s easier for me to implement my changes. Mm-hmm. As opposed to heading to the front almost like that bird, um, that flies in a v and like, okay, well let me show you that I can do this first, that it’s easier for you.

[00:10:41] Dr. Maggie Augustyn: So it’s just kind of like a different approach that I have decided to do. So making a list, and then I, I know this is like super old school, okay. And like laminating a three by five card. Of these are the five things that I’m holding myself accountable for every day. And it’s right here on my desk and it doesn’t get moved, so I could look at it every single day.

[00:10:58] Regan Robertson: Do you do that now, or that’s what you’re going to do [00:11:00] for 2026?

[00:11:00] Dr. Maggie Augustyn: No, so I’ve always done that with my team. They had like these laminated three by five cards, but I’m doing the laminated three by five card for myself this year. I’ve never done that.

[00:11:09] Regan Robertson: And that’s to hold yourself accountable.

[00:11:12] Dr. Maggie Augustyn: Like, you can make a, you can make a, a screensaver if you want to.

[00:11:15] Dr. Maggie Augustyn: Right. It. It just has to be somewhere where you just have to see it all the time. So if you don’t do, oh, no. I love the idea

[00:11:20] Regan Robertson: of a phy, like a making a laminated card. That’s an effort. Like that takes effort. You have to really care what is, what is, do you, how do you, how can you come up with things that go on that list?

[00:11:33] Regan Robertson: Like how do you determine what goes on that list?

[00:11:36] Dr. Maggie Augustyn: So for me it’s just things that I want to change, but I don’t always remember to do. Like having a conversation with every, like, I think Wade Kiffer does something similar, like where he just has a list of things that he talks to every single patient and tells their he’s gonna take notes on, right?

[00:11:50] Dr. Maggie Augustyn: So, hey, have I talked to you about reviews, referral surgery needs? Hey, have I talked to you about lip artistry? Hey, have I talked to you about migraines? Hey, have we talked about medical [00:12:00]billing in our practice? Hey, have I asked you to? You know, you know, leave or, or ask another friend of yours to come see us.

[00:12:06] Dr. Maggie Augustyn: Like just making five things to make sure that I ask every patient. That’s, that’s an example of what I might put in that card. Yeah.

[00:12:14] Regan Robertson: So in this, so in this example for 2026, your laminated card that will sit on your desk will accountability. Things to keep you accountable so that when you focus on lips, that becomes a reality.

[00:12:26] Regan Robertson: When you focus on medical billing, that becomes a reality. So it is a, it’s a cheat sheet, if you will, or a reinforce, it’s a reinforcement sheet to keep you on the tracks so that you can execute your bigger vision.

[00:12:38] Dr. Maggie Augustyn: And if I struggled with like, let’s say, sending cases out, uh, let’s say I forgot to constantly send cases out, that would be on my list.

[00:12:44] How to Create Your Accountability List

[00:12:44] Dr. Maggie Augustyn: Make sure every morning when you come in or before you leave, whatever, when you wanna pick, all the cases are sent out. So whatever it is that you wanna hold yourself accountable for that year that you’ve struggled with. Perhaps the year prior is what I am going, that’s what I would put on the list. Now you can’t, it it can’t be [00:13:00] 12 though, right?

[00:13:01] Dr. Maggie Augustyn: Yeah, it’s gotta be, and you can change it the following quarter. Like if, if I have, these have become part of my, every day, every moment of the day realities where I do talk to my patients about medical billing and Botox and, and lip artistry. Okay. That’s like part of my character now. Then the following three months, I make a different list laminated.

[00:13:22] Regan Robertson: I think that’s absolutely fascinating to, to write something down that requires you to be accountable. Also, that in order to do that you have to be somewhat self-aware. Where do you think that you are naturally a self-aware person or is that something that you had to learn in order to get to that place?

[00:13:40] The Importance of Self-Awareness and Feedback

[00:13:40] Regan Robertson: I have

[00:13:41] Dr. Maggie Augustyn: a lot of, I have, I have a lot of really great people in my life calling BS out on me.

[00:13:46] Regan Robertson: So you feel you were open to receiving feedback? Mm-hmm. And then you take that into account? Yeah, because you can’t always see

[00:13:55] Dr. Maggie Augustyn: yourself accurately. You really can’t.

[00:13:57] Regan Robertson: No. No. Right. That’s, I think it’s one of the hardest things to do, and [00:14:00] I think it’s getting harder every day, especially with ai, if you use a chat bot of any kind, um, it’s, it can, well, it’s always puffing you up, right?

[00:14:07] Regan Robertson: Oh yeah. It’s always, oh my gosh. An excellent, such excellent question. Such a great question. You’re so inquisitive. So I think it, you know, the danger zone of us becoming less self-aware is, is very prevalent. So I think that’s fascinating. So, in, in my assumption then, you’ve talked to your team, people in your, in your team that you trust in addition to your community.

[00:14:25] Regan Robertson: To help you see some of your blind spots that might be preventing you from getting to go where you’re gonna wanna go.

[00:14:32] Dr. Maggie Augustyn: Yes, and And sometimes there’s people that have nothing to do with work, right? Like if I tell a story about what’s happening at work to my husband, he’ll call BS out on me from a blind spot that they might not see at work.

[00:14:44] Receiving Feedback from Multiple Sources

[00:14:44] Regan Robertson: Of all of those things, um, that you guys just shared, thank you for the simple everyday trick that somebody could do. Boil it down and give me your one takeaway. What is the, the, if you did nothing else but this one thing, uh, what would you do, Chad, to make your 2026 [00:15:00]a great year?

[00:15:00] Dr. Chad Johnson: I’m gonna break your rules.

[00:15:02] Chad’s Key Takeaway: SMART Goals

[00:15:02] Dr. Chad Johnson: I’m gonna say number one, it’s accountability. Because that’s the overarching theme. Okay. But number two is whatever your goals are, it relates to this with your accountability, make them smart goals. And when we talk about smart goals, it’s actually an acronym. So if you’ve ever, mm-hmm. Heard people say Smart goals before, maybe you miss the fact that the smart goals means that it’s specific, that it’s measurable, that it’s attainable.

[00:15:28] Dr. Chad Johnson: That it’s relevant and timely. So, you know, as you’re looking at the acrostic of a smart S-M-A-R-T, are you keeping everything. Doable. Because if it’s like, well this next year we’re gonna do $1 trillion worth of dentistry, it’s just like, okay, well that’s not smart, that’s dumb. And because there’s no way that you’re gonna get that done.

[00:15:50] Dr. Chad Johnson: Um, if so, if so, if you’re out there and you get that done, I remember I’ve always been your best friend. We need to go on a vacation together. Uh, I was wrong about [00:16:00] you and I apologize, but to everyone else, you can’t do that. You have to grow at a certain rate. So, um, accountability and then also make your goals, let’s just say attainable, you know,

[00:16:10] Regan Robertson: Maggie, how about you?

[00:16:11] Maggie’s Key Takeaway: Focus on Feelings and Happiness

[00:16:11] Regan Robertson: I’m gonna go on the

[00:16:12] Dr. Maggie Augustyn: opposite side of the spectrum and talk about feelings because. Big surprise there. So I met with, um, one of the people that we all know, and his name is Kyle Francis. Uh, and, and he evaluates your practice for a potential sale. And I, I got on a call with him and, and he’s like, well, you know, your practice has lost some, some worth, right?

[00:16:29] Dr. Maggie Augustyn: And he said, and, and then he said, but Maggie, this, I’ve never heard you say how happy. Like, you just cannot stop talking about how happy you are. Hmm. Um, and so I, I think, um, zoom out before you zoom in. Uh. We did, we, we, we did not have a great year, and I certainly lost a ton of, um, potential, uh, made a lot less money, took home a lot less money.

[00:16:47] Dr. Maggie Augustyn: But I think my team would also tell you that I have been the best boss this year, that I have ever been. I’ve been more compassionate, more kind. Um, and so I, I think when I make my [00:17:00]next year, I’m less likely to look at smart goals. Uh, the, the, the, the numbers of it. I, I think I may just also lead with, this is a sensation that I had last year.

[00:17:10] Dr. Maggie Augustyn: Okay. Given the money wasn’t great, but you know what, how, how do I have more years that they feel like I’ve been happy to be alive? Yep. And so, um. Maybe you can’t, maybe you can. Smart goal that I, I don’t know. Maybe you probably could if you sit down long enough to kind of zoom out, um, and then, and then you zoom in to, to see how you wanna move forward.

[00:17:28] Dr. Maggie Augustyn: Mm-hmm. Thank you. Yeah.

[00:17:29] Regan Robertson: I think this is enormously helpful. I love, I love the thought of zooming out, uh, before you zoom in for me. I know focusing on the why. I’m doing what I’m doing is going to be my area to focus on, uh, because there’s, uh, growth for growth’s sake is not always the best recipe for success.

[00:17:45] Final Thoughts: Zooming Out Before Zooming In

[00:17:45] Regan Robertson: And I think it, it’s hard to see in the moment and that’s why zooming out is so important. And I think, you know, to Chad’s testament, if your goals aren’t attainable, if they’re not really. Set out with intention and, and they’re not smart to the acronym’s point, your, [00:18:00]your likelihood of succeeding is drastically reduced.

[00:18:02] Regan Robertson: But not only that, it, it tanks, it tanks more than what’s on paper. I think it tanks your morale. And so I think these are kind of silent killers that that build up. So I appreciate your insights because there’s. Some really quick, tangible things that Dr. You listening can take advantage of. I would say, um, you know, take these seriously.

[00:18:21] Regan Robertson: Don’t take them lightly and find, find some time. Force yourself to have some quiet time before 2026 and get away from your family. Get away from everything. Go, I don’t know, go stay to LaQuinta Inn for a night and, and be with yourself and really, really reflect on the kind of year that you, that you wanna have and use these tools.

[00:18:39] Closing Remarks and Call to Action

[00:18:39] Dr. Chad Johnson: That’s right.

[00:18:41] Dr. Maggie Augustyn: Highly recommended.

[00:18:43] Regan Robertson: Well, thanks you guys for another fantastic episode at Listeners. That’s right. If you appreciate what you hear, we would love it if you would leave a review. We are on iTunes, we’re on Spotify. You can find us on YouTube, and if you have any feedback, email Regan, REGA [00:19:00] n@productivedentist.com.

[00:19:01] Dr. Chad Johnson: That’s right. Awesome. Thanks for listening everyone.