EP2: Three Approaches to Annual Planning: Tarot Cards, B.L.U.F.F., and the Pen-to-Spreadsheet Pipeline

Zach Oshinbanjo: [00:00:00] Today we’re going to be talking about how we all approach the laborious and tedious task of putting our calendars in order and getting things sequenced, how we’re going to approach the entire year.

Lee Zuvanich: Or the woo approach. That’s not planning oriented at all. 

Zach Oshinbanjo: A lot of different approaches. 

Lee Zuvanich: What comes to mind is not, there’s no calendar. There’s no list.

Because that’s energetically draining and what I really want.

To launch myself into the new year is something that will literally launch me. I want to feel motivated to tackle what my big vision is for the year. So if we’re talking about this like a problem statement, how do we approach the new year? How do we motivate ourselves to kick it off right? [00:01:00] I avoid all of the logistical stuff entirely.

What about you, Sarah? 

Sarah Schumacher: My approach to it is kind of a recap. How did last year go? What worked, what didn’t work? What is going to change about this year? This high level approach a post mortem and then looking to the future. 

I take the first week of the year off every year to do this. 

Lee Zuvanich: Yeah, I’m looking forward to hearing about that more.

Zach Oshinbanjo: I think my approach is somewhere in the middle. I try to lay out as much as I can of a plan. I look for a long term plan, see how things are going to go over maybe a year, five years, something like that. And then I also have quarterly or biannual check in where I observe where things are at and I make adjustments from there.

So I have a big picture, what am I looking to do? And then I walk back from there.

When you do have those expectations, things always come up. So you’re always going to have to come up with some contingencies and some different plans.

Sarah Schumacher: That’s actually pretty similar to what I do.

Lee Zuvanich: [00:02:00] I feel like Sarah’s going to have a contingency plan for her contingency plans. 

Sarah Schumacher: It’s not that much. It’s definitely not that detailed. I’m not rigid about it. You talk about the woo woo thing being different, but still a manifestation thing in some ways. What is going to matter to me this year. And part of it is just setting your intention going forward. Doesn’t mean that everything’s perfect But if you don’t do that, you’re just kind of wandering.

Lee Zuvanich: I’ll expand on my process a little bit and then we’re probably going to go in order of most to least woo.

For me, it’s exactly how I start a business. It’s how I start anything. That’s what, maybe that’s why I do it this way. It’s the idea of starting well, how am I going to start the new year? Well, and I do get a surge of energy at the beginning of the new year every year. So I use I try to knowing that that’s coming. I try to channel that energy Into what’s going to give me the biggest return on that investment of energy. I want more energy. I don’t want to start the new year like, Oh man, I got to [00:03:00] look at my calendar. I got to look at my to do list. I got to have a vision. I think anyone listening to this, who’s who takes that away from this podcast, you’re doing it wrong.

Cause Sarah’s process and my process and anything that is an operational approach, you want to, in my opinion, hit that last. So you start with your vision, and I like to do vision board, scrapbooking type things. Pinterest has this thing now where you can make a collage. And that has been really fun for me because I’m a visual person.

I see things very clearly in my mind. And I want to create images that I can reference later. Some people say make a vision board and make it your phones screensaver or wallpaper. So you see it all the time. I think there’s something to that. I don’t think it’s magic. I think it’s just the brain attracts and builds on the things it focuses on.

So. You know, you start your day with gratitude and you start your day looking at a vision that you gave yourself that you want for your year, then you are going to orient your brain [00:04:00] towards being open to those possibilities. And it does help things some people say manifest. I would say, come together. You open yourself up to more possibilities when you think really creatively and flexibly about what the future could hold.

So I try to think of the biggest possible vision that I could have for my life. Visualize it, make a visual reference for it. I use tarot cards sometimes. Not really as a woo thing, but more a tool for intuition. So you can lay them out and then look at past, present, future.

 It’s all an interpretive tool. It’s, it’s like tea leaves. It’s not magic, but whatever your subconscious brain conjures up when you Use this visual reference is important. You should pay attention to what’s coming up for your brain. I pull a, I don’t know, a card in a tarot deck that it was the tower or death what would that bring up for me?

Probably fears about my business dying. Maybe hopes [00:05:00] about new businesses or newer things that I’ve started to work on. What are my hopes for those things and how do I avoid or go, go towards or go away from what these cards are showing me? It’s a really weird way to unlock your creative subconscious and say, Oh, these are my secret hopes and fears.

So I use tools that help me pull together a creative vision for my year. Then once I have something I find really inspiring and motivating and like, fuck yeah, that’s totally what I want for 2025. I want to work out. I want to, hit the gym after sunrise every morning, and then I want to start the day full of energy.

 I want to generate this much in sales, whatever my goals are. After I do all of that, then I go into my calendar and I time block. So I do have a process. Just had to get there with me. But it has to start with, I create a vision that gives me so much energy. It’s what wakes me up in the morning.

I wake up full of inspiration to do this vision. Then I look at my calendar full of these little to do’s that just chip away at your [00:06:00] energy. I have to keep that tied to this big vision. And that’s kind of how I self generate all the motivation that I need to do all the things I do.

I time block, I make a to do list once I’ve got the vision. Then in the words of Zach, I just see what happens .

Sarah Schumacher: At the end of the day, that’s all we’re actually doing. Yeah.

Zach Oshinbanjo: as far as my method, I try to plan for chaos. I assume that a lot of the things that I’m going to try to do won’t necessarily come true. 

There’s one of the later X Men movies, Kevin Bacon has a character, Sebastian Shaw, and his mutant power in the movie is that he can absorb kinetic, solar, thermal, nuclear, any energy. And so one of his feats of strength that he does is he pulls a pin of a grenade, lets it explode. And then he does some absorbs and fight thing and he eats it or something like that. So I do that, but it’s for planning because I assume that things are going Whoa, out of proportion. Okay, let me rechannel redirect [00:07:00] do something different with it.

Lee Zuvanich: That’s amazing. 

Zach Oshinbanjo: So the easiest way for me to take that is bluff B.L.U.F.F. It’s a military term, bottom line up front. So when I try to put together my forecast or my plan, I say, okay, what do I want to accomplish? I might have a long distance goal , I want to compete on a local level in Muay Thai or something like that. That’s out there. I might need to train for two years. Haven’t been in fighting capacity in a long time. Then I walk it backwards I need to train I need to get on a more productive Dietary regimen I need to do all these things.

 It starts with the long range goal five years, Drop it down to a one year. Then my short term goal set or planning is always half year. So within a half year of where I’m at, I always have 10 things or so that I’m looking to accomplish. Then I [00:08:00] structure myself like a corporate fiscal calendar that starts January 1st every year.

So every January I have to review the fiscal year. And I have a couple of different things on there. Some things I wanna do with savings. Some different business aspirations, some ideas. Apparitions, , apparitions. Apparitions. 

Lee Zuvanich: Yeah. 

Sarah Schumacher: The apparition of the BOI report. 

Zach Oshinbanjo: Oh my gosh, I gotta do that. 

So basically this idea of what I want to do over the next year, next five years and having this put together. I set these goals, like even the Muay Thai thing. Like I might say, yeah, I’m going to do some Muay Thai. It’s going to be good. I’m going to eat good. I’m going to go around. I’m going to spar, I’m going to fight everybody. It’s going to be great. And then the next day I wake up like, ah, yeah my back sucks. I’m not doing that. Or my wife might be like, no, you’re not getting kicked in the head. Yeah. Okay. Well, scratch that Muay Thai, say, Wii Fit? 

Something a little less [00:09:00] aggressive. 

Lee Zuvanich: Wait, so how does this practically fit into the description you gave us before about here’s all the things that could go wrong. Is that what could go wrong? You’ve got your top line goal and then a bottom line. I fall, I’ll fall to the level of Wii Fit. Yeah. Like yeah, that’s really interesting.

Zach Oshinbanjo: It’s just not gonna go as I plan. Or like you’re jumping out the window, you’re like, I thought I had a parachute on

You’re like, well, I guess I can Jackie Chan style grab onto this flag and just, you know, para sell down to the ground or something. But it’s 

Lee Zuvanich: So you’re the one with the contingency point for contingency? I should have known .

Zach Oshinbanjo: Or kind of goes along you’re making micro adjustments. Maybe it’s not, I wanna compete 200 times in Muay Hai. Maybe 20, 20 is more realistic. So I make adjustments as I move towards it. And that’s more of the short term goal setting. 

Lee Zuvanich: That’s so, I forget the name of the book. You might know it.

The one about OKRs and KPIs and how you want 1 percent incremental improvements over time will get you to be the best. 

Sarah Schumacher: Yes. 

Lee Zuvanich: That’s. [00:10:00] Very much those principles, find a number to tie it to, make it real, where there’s data. Nothing will ever be right on target. You can use that data to know how to keep tweaking and looking for these little incremental gains, 

Zach Oshinbanjo: these, these tiny minute adjustments. I don’t know if I had that innately when I started out doing this process, I think I’ve probably have done it maybe the last nine years .

My experience when I was in the military. I was I was a mortar man. So, that job requires firing munition or ordinance at something that could be a mile away and you never really can pinpoint exactly. You just see, there’s this twelve by twelve square out there.

I think it’s about here. You can’t really account for full air control, the direction of wind and all these other things. So once it’s up in the air, it lands, you’re off by a couple inches and you have to read out a couple more inches. Okay. Read out on target. So it’s this adjustment process .

I find it to be realistic because that initial vision, initial [00:11:00] plan seldom comes to fruition.

Lee Zuvanich: I love that. And I looked it up. The book is measure what matters by John Doerr. It’s a good one. It’s dry, but just put it on audio while you make dinner. it’s honestly really great to practically apply what you’re talking about.

 If it really matters, you track it, you measure it, you adjust accordingly. You don’t just leave it up to chance. 

And you reminded me the way you described that I had a process for years that I’ve just kind of got more loose with, but I learned it through a Covey style training that my church had back when I used to go to church and it was really good for us.

I mean, I loved this resource they created where they describe Taking your goals, whatever that is, how many hours is that? How long is that gonna take you? Now break that down. So you’ve got your vision, then your goals, Then your habits and tasks. So that’s what I was trying to say before, is you don’t start with habits and tasks. You don’t go like, oh, I think maybe someone who’s healthy, they probably go to the [00:12:00] gym three times a week.

Okay, cool. Now I’ll do that. It’s what you said, oh, I wanna compete in Muay Hai, or I wanna do something measurable. I wanna maybe visually look this way or weigh this much or measure my arm mass or something, whatever the goal is, there’s something more exciting than that.

You know, I’m gonna win this competition. That’s so motivating. I like to break it all the way down to hours and also about once a year once or twice a year, I do a time study where I write what I’m doing down in 15 minute increments cause that’s what I was taught to do through this teaching.

Look at your life in 15 minute increments because whoever you want to be in 5 or 10 years is hidden in those little increments of time. You have to really get focused and block that time and be diligent and stay connected to that vision or your 5 years will pass and you will not be the Muay Thai fighter you wanted to be. You’ll be the guy who’s like, Oh, I really should go to the gym. 

Sarah Schumacher: It’s the goal planning [00:13:00] equivalent of first principles. So starting from first principles instead of just picking a thing. I think we all have the same process. Cause we all literally do the same thing. Yeah.

Lee Zuvanich: I feel like that’s the take away here.

Sarah Schumacher: Not the same process. We have the same starting point. Which is that you start with the big vision. You start Three to five years out, and then you bring it back in a year out, and then you break that back down into quarters is how I do it.

So, I think we really do all start from that point, but then we have different Things that we do after that. So I have the 12 week years, the book that I specifically recommend people check out and the concept, it’s the same thing. It’s start with the five year plan.

Pick your aspirational vision. It’s usually three to five years out. Then you bring that in to what are my annual goals? By the end of the year what are three to five things I want to have done.

That might be like a revenue number, that might be a specific goal of some kind. But that’s a bigger picture thing. And then I really zone in on the first quarter, because then I work in quarters. So that’s the whole concept of the 12 week year. You basically just, 12 week, it’s, it’s a quarter, same thing.

He had to come up with a [00:14:00] good title for the book, I guess. Because our brains can’t comprehend a year. You can set an annual goal in January, but in February, you’re not thinking about . You can’t, it just doesn’t work. So, I’m really zoned in on the first quarter, and the things that I need to have done in the next 12 weeks in order to work towards the annual goal.

And then those things get broken down into specific tactics, and then those get assigned to specific weeks. I usually have three things that I want to have done, or be at a certain point .

And then what are the steps I need to achieve those okay, so, in the first couple weeks of January, I’m going to do this, and then this is the thing I’m going to do every week, and so I literally map all that out. So I start with a review of the past year and the past goals, what, what worked? What didn’t work? Okay, let’s narrow that in a little bit more. What am I going to change this year? Okay, what are the things for this quarter? Now, what are the things I’m going to map out?

And I do all this by hand. I have a notebook. So I work all through this in a notebook.

I take off the whole first week of the year for annual planning. Not working on client projects. I’m [00:15:00] not doing admin stuff I will not allow myself to do any billing or any any of that at all. I’m specifically working on planning stuff I will map out all these things over the first few days by hand and then by the end of the week I will turn them all into goals and task lists in ClickUp. ClickUp is the project management system that I use. So I will map out specific things with due dates.

 Then I actually have Q1, list. With actual tasks with actual due dates associated.

It’s really easy to be like, Oh I’m five things behind. And I need to adjust, or this is clearly too much of a, I wish, this is too much of a time commitment, maybe I need to scale this back or whatever, and so That’s my real time adjusting. And then because it’s a quarter, then it’s a reset, so the last week of March, I’m doing the same thing again, I’m looking at what got done, what didn’t get done, how am I gonna adjust now, and how are things gonna change for Q2. You get a mini year, you get four mini years within the year to reset what you’re doing.

 I also bullet journal. I have a calendar spread that I do every month. So [00:16:00] every month I’m doing a reset as well.

Lee Zuvanich: So if people wanted to know, How to do what you do, would they just read, measure, not measure what matters? I, 

Sarah Schumacher: my specific process I actually wrote about in my newsletter last week. I will link to it in the show notes. Yeah, share, yeah. I have my bullet journal, I have my work notebook, and then I have ClickUp.

 I also have a whole another essay I can link to about my bullet journal process, which is not, I mean people look those up on Pinterest. I hate Pinterest. Sorry. I despise Pinterest.

And it’s always like, oh, it’s this beautiful, like, You know, art spread and water. Cause I’m like, nah, man, I don’t do that crap. It’s utilitarian. It is draw your own planner. Every month I draw the spreads of the planner, but I have specific things.

 I have people in each month, Oh yeah, this month I need to connect with these people. And that’s what keeps me on top of those things. So that’s the more personal aspect. And I have a whole nother post about how I do that too.

Lee Zuvanich: I would love to do a video where you take us visually through what you do. I could do that. We could go through what Zach and I do too. I want to see [00:17:00] it. 

Because that’s such a creative approach that I will never do. 

I wanted to ask earlier, If this theme is in any of our processes and we overlooked it, the top line is not goals it’s actually starting with values. The process that I was trained to do years ago with the 15 minute increments of your time study, and then now you convert over to, well, what are my goals and how do I break that down into tasks that can be measured and put on a calendar.

It’s this many hours to get to this level of proficiency for my goal, or whatever it is. When you go all the way back from calendar tasks up to the top, it’s not just goals that you’re inspired by, it’s values that inform your goals. So I might have the goal to be a millionaire, but I might also have the goal To have a really great relationship with my kids and I’m going to know what to prioritize by looking at my values and I have a higher value of being a good dad than I do of being very comfortably [00:18:00] well set for my future financially because of push comes to shove and you make me choose between making a lot of money or making enough to survive and be there for my kids more I’m going to choose my family. So then that informs the way that everything kind of waterfalls down into my day. 

Sarah Schumacher: I think that’s a bigger topic. If you’re gonna do this process where you look at the five year aspirational vision or whatever this is it may actually take you a lot more time if you’ve never done this exercise because you have to figure out what do you actually want out of your life.

And some people have never sat down and thought about that. So I think maybe for us we’re not bringing that up because we’ve already done that. I know for me personally I have a life mantra. Mission I have these principles, I read through this every day I have a separate section specifically about showing up as a parent, and these are things I have spent, a lot of time in the past working through, so I know how I want to show up in the world, and I know what my internal values are.

 So that’s the underlying foundation of everything that I do.

Oh, [00:19:00] well my business should make this much money this year because that’s what success looks like. If you’ve never thought about that, well, maybe, is that the right goal for you? I don’t know, have you thought about this? You do have to do some inner work on what your values are. In the 12 week year, he calls it the aspirational vision.

I think it’s maybe a better way to put it. Where do you want to be in five years? And then how do you get there on a practical level? 

Lee Zuvanich: Yeah, at the beginning of learning how to do this, it really helped me to have a list of values. I think the exercise I did, it was 20 things and you could circle all the things that resonated with you being an artist, being an entrepreneur, being a good dad, whatever it is, being physically healthy having fun, whatever fun is at the bottom of my list.

But for some people it’s at the top, they’re like, well, why have a life where you work all the time and then you never get to enjoy it. Yeah. So you’ve circled it, but then you have to narrow it down to your top three. Which is torture for me because I just feel like I’m chock full of values and aspirations.

But when you force me to narrow it down, family’s always at the [00:20:00] top and then contributing to my community in a meaningful way, those things are going to come ahead of financial success for me. Someone else might say, well, money’s got to be at the top. Otherwise nothing else matters because you’re not able to achieve your goal of being with your family more if you don’t have enough money to go on vacation or do whatever You need to do but it just comes down to personal values And yeah, you have to do the work to know who you are .

Sarah Schumacher: I have Six specific core value things so it is Intro statement, lead with the rules, core values, exit statement, and then I have a whole separate thing about showing up as a parent.

So this is a thing that I read through every day.

Lee Zuvanich: Every day? 

Sarah Schumacher: Yeah. Wow. Well, when I actually don’t just launch into work. Yeah, yeah. So if I’m decent about meditating in the morning, meditate, go through the mantra then start the day. When you mentioned the reset, your process being a reset for the things that you slacked off on the previous year, that is absolutely what this is for me as well. This is a starting over because December all that just went right out the window, right? 

I’m gonna get [00:21:00] back into that habit even the bullet journaling I write every night That was something I slacked off on because I was working at night instead cuz I had so much to do so it helps to recenter reset Now let’s get back to the baseline. The whole point of having a baseline is so that you can return to that when things get chaotic. And then too often we’re doing the opposite and we just let things get chaotic. It just takes more effort to stick with what you’ve established, but you have to establish it first.

Lee Zuvanich: The whole concept of doing the Eisenhower Matrix exercise, where you figure out what is actually both urgent and important, so that you’re not just doing urgent, unimportant firefighting all the time. 

Sarah Schumacher: Yep. 

Lee Zuvanich: I’ve been trying to teach that to my kids, showing them the Covey Big Rocks video. If you look it up, there’s Very retro looking videos from the 80s of someone with shoulder pads putting the rocks into a jar But it’s such a good visual. Oh, yeah. Yeah, this is a whole thing. 

My kids had never seen it somehow. I was like, how do you not have an inspirational teacher show you this? Inspirational teacher. So after I showed it to my kids, [00:22:00] we collected some big rocks, so I could literally make a thing at home and just show them you’re, this is you, you’re a big rock.

And everything else kind of filters in around you. And that visual helps me, helped me so much over the last couple years when I kept having to make decisions between work and family. The work doesn’t matter as much and I’m not as inspired to do it if I haven’t invested the time that my family needs from me.

Things start to kind of go off the rails if I don’t have my values and priorities in order and that’s not being reflected. And I realized, you know, I have maybe a vision board that shows my professional goals and success and all that . If I don’t include what really makes my definition of success, which is to be a, to be a good father that my Children are proud of and have a connection, a good relationship with.

If I don’t include that in that vision, I will never achieve all the stuff I’m trying to pack into my calendar because life and my values conflict with this thing. I tried to schedule. Right now. I don’t go to the gym first thing in the morning [00:23:00] because I stay up in the evening later than I would personally like to because I have teenagers who really want to spend time with me at night. That’s a huge value to me. I’m going to choose that over a 5 a. m. gym. 

Sarah Schumacher: Well that’s a conscious decision. It’s not like, oops, this thing happened. I hope it’s worked out. If you know the values that you have and you know the goals you have, you can make the choice to float around in between them.

Lee Zuvanich: Yeah. And my health is a huge value. So I can’t sleep four hours a night and be the perfect entrepreneur. I have to also get enough sleep, wake up at a reasonable time. And then I’m like, man, all those guys at the gym are just kickin ass without me right now at 5am like Zach, or what do you get up at 3am?

4. 30. 4. 30? So what would you say your values are? I’d love to know. Cause you seem to get a lot done.

Zach Oshinbanjo: I would say one of the things that I’m most focused on with everything I do, I try to keep this at the top in the forefront is I want to be able to create an environment where my family is able [00:24:00] to do the things that we want to do.

I’ve experienced or had an experience where choice in decision wasn’t something that happened a lot. You’re relegated to this is what’s left. It’s kind of the thing So I like the idea of choice and option. So I try to push myself so that My daughter can do it do the fun things she wants to do, my wife can do the things that she wants to do. Surprisingly to myself, I’m way more family oriented. Like, ten years ago, not a chance. I was just a rascally rabbit or whatever, just doing my own thing. But now I think it’s, that’s one of the most important things to me.

Just being able to have the capacity to do those types of fun and interesting things for myself. Yesterday we saw Lion King. I couldn’t have imagined a way better middle of the week afternoon, watching my daughter more than watching the movie just to see like Like, are you seeing, like, are you seeing, [00:25:00] like, what’s up, like just being able to capture all that.

I like to capture and have a lot of those moments. . I have myself in some some vision where I’m rocking on a chair, just could be by myself or with my wife or whatever I remember when my granddaughter saw Mufasa. That’s my daughter at the time. She saw Mufasa and just smiling blindly into the sun. 

Sarah Schumacher: I mean, honestly though, that’s kind of the whole point of doing the entrepreneur thing is so you can do stuff like that. But so often you don’t do things like that because you’re too busy managing the stuff So yeah establish that as a value and you’re like well if this is a value then I need to actually take advantage of the supposed freedom that I have By doing things like that, right?

I don’t do that often enough. 

Lee Zuvanich: That’s so true I think a lot of people find themselves to be entrepreneurs because their values came into conflict with their work environment 

Sarah Schumacher: very .

Lee Zuvanich: And so they’re very value oriented people and then you now are in a world where Your values drive [00:26:00] everything. Hope they’re good ones.

Hope one of them is to be organized and efficient. And it’s a whole nother journey. Why work in a corporate environment where my values aren’t shared with the C suite and I need to get out of here. All of a sudden you’re the executive and you have to choose between my kids want to see me today at this special event, but also my team needs this from me, what kind of boss am I?

And your values hit you there too. And it really does all appear in the calendar. You look back over the year, where did your time go? That’s who you want to be. 

Sarah Schumacher: Well, and that goes back to what we talked about last week too. You have the power to change that. That’s the whole point of doing this.

If you look at it and you don’t like how it is, you have the power to fix it. 

Lee Zuvanich: Yeah, that’s actually really motivating. I’d never done that before, but I could see looking back at my calendar of events and just be like, all right, how much time did I put into, Parenting. How much time did I put into this startup?

How much, how did I put into just doom scrolling? And I know I don’t really like the story that’s telling I’d like to change it.[00:27:00] 

So Zach, how do you get up at three 30 in the morning and go, what motivates you to do that, pack all that in? 

Zach Oshinbanjo: It’s a line between striving and wanting to just take better care of myself. And. Maybe there’s a little bit of self punishment in there. Just Hey, it’s motivating. Yeah, whatever works. People who free write and do a lot of different exercises. When I’m able to have this unfiltered or just uninterrupted experience for an hour and a half, hour and a half every morning. I’m the only person awake.

So I can just be in there. I’m listening to what I want to listen to. Which is Not Disney hits all the time. What I want to listen to and I can just work out. And that’s some of the most serene time. Obviously I enjoy time with family and things like that, but

that’s. My time. Yeah. That’s everything else is for other [00:28:00] people’s. 

Sarah Schumacher: That’s the best way to start the day. Love that. I love being up that early. Yeah. But I can’t, for me, that’s at night when I get the kid to bed and then I can work in, in peace.

So you’re just doing it in the morning, but I am more of an evening person. There’s something about starting the day that way versus ending the day that way. I think there is. Mm-hmm . Something more beneficial about that. It’s harder for some of us. 

Lee Zuvanich: Yeah 

Zach Oshinbanjo: We set out to cover planning how we approach planning and how we look at Forecasting for the year and I I believe to some version we’ve done that. 

Sarah Schumacher: I hope so. We’ll put lots of links in the show notes.

Lee Zuvanich: resources.

Sarah Schumacher: Cool. 

Zach Oshinbanjo: All right. 

Lee Zuvanich: Happy New Year.