The Christmas Light Industry Has a Leadership Problem | 28

Stop Letting Landscapers Ruin Your Lighting Sales | 30

When a client tells you your lighting design will look like "Disney World," it’s not their fault—it’s yours. In this episode of Captain’s Quarters First Class, Captain Matt breaks down why so many outdoor lighting business owners lose massive jobs to hardscapers and landscapers who don't know the first thing about real lighting design. If you are tired of losing $40,000 lighting jobs to guys charging $12,000 for a handful of front-lit fixtures, you need to change how you sell. Captain Matt explains why it takes more fixtures to create less glare, why a 129-fixture estate looks elegant instead of overwhelming, and how to communicate the true value of professional landscape lighting without relying solely on nighttime demos. Stop letting clients compare your custom lighting design to cheap solar lights or basic wash lighting. Learn how to position yourself as the premier lighting expert in your market and get paid what your design is actually worth. In this episode: * Why clients think your lighting design will look like "Disney World" * The real reason you are losing bids to landscapers and hardscapers * Why it takes more fixtures to create a softer, elegant lighting effect * How to explain the cost of professional landscape lighting to clients * The problem with AI mockups vs. real lighting design * Why front-lighting trees and 16-inch spacing looks terrible * How to sell high-end lighting jobs without doing a demo every night * The difference between a $175,000 lighting design and a $30,000 bid * Why solar lights will never replace wired low-voltage lighting If your plan is to let clients compare your work to the guy who just throws a few lights against a wall, you are already losing. The money you think you are saving by skipping the education process is costing you massive, profitable installs. Learn how to design it right. Sell the value. And get paid like the expert you are. --- Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to build a real outdoor lighting business? 🔹 Work with Captain Matt: https://www.captainmattoutdoors.com/   🔹 See Barefoot Lighting projects: https://barefootlighting.com/   🔹 Learn landscape + Christmas + permanent lighting: https://lightingtradeschool.com/

Can’t Find Good Employees? Stop Paying Like You’re Broke | 29

Fourth quarter is when the phone starts ringing, the installs stack up, and lighting companies either cash in…or completely choke because they waited too long to build a team. In this episode of Captain’s Quarters First Class, Captain Matt talks about training employees before the Christmas lighting rush, preparing crews for permanent lighting installs, and why so many business owners lose good employees, miss profitable jobs, and blame everyone except themselves. Christmas lighting can be trained quickly. Permanent lighting is different. Running data, installing power supplies, drilling into a home, troubleshooting boosts, and representing your company on a permanent installation requires real training, clear processes, and people who are ready before the fourth-quarter insanity begins. Because when the owner is stuck on a ladder training a new hire in October, he is not answering leads correctly. He is not selling at his best. He is not protecting the customer experience. And he is leaving money on the table. Captain Matt also goes straight at one of the biggest problems in the trades: owners who constantly complain that they cannot find good employees while underpaying people, failing to train them, giving them no clear standards, and expecting them to care more about the business than the owner does. In this episode: * Why lighting companies need to prepare for Q4 months in advance * Training Christmas lighting crews vs. permanent lighting installers * Why permanent lighting requires a dedicated, trained crew * How owners lose sales when they are stuck installing and training * Why hiring before the rush can open up more revenue * The real reason many companies cannot keep good employees * Paying employees well enough to represent your brand properly * Why processes and written standards matter in the field * How bad leadership creates bad crews * Planning for Christmas lighting, permanent lighting, and landscape lighting demand at the same time If your plan is to wait until October to hire, train, and figure out who is going to handle the work, you are already behind. The money you think you are saving by waiting could cost you far more in missed installs, dropped leads, burned-out crews, and clients who never get the experience your company promised. Build the crew. Train them right. Pay them like they matter. Then hit the season ready to win. --- Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to build a real outdoor lighting business? 🔹 Work with Captain Matt: https://www.captainmattoutdoors.com/   🔹 See Barefoot Lighting projects: https://barefootlighting.com/   🔹 Learn landscape + Christmas + permanent lighting: https://lightingtradeschool.com/

The Christmas Light Industry Has a Leadership Problem | 28

The Christmas lighting industry has plenty of people teaching installers how to hang lights. But after that? A lot of guys are left alone, confused, and taking business advice from random Facebook comments, suppliers pushing product, or people who have never actually built what they are pretending to teach. In this episode of Captain’s Quarters First Class, Captain Matt talks about why the Christmas lighting industry lacks real leadership, what most new installers are missing, and why bad advice can wreck your business before you ever get a chance to scale. This is not about attacking specific people. There are great people in the Christmas light industry doing great things. This is about the gap between installation training and actual business mentorship. Captain Matt breaks down why pricing advice, product advice, leasing vs. selling debates, and Facebook group opinions are often useless without understanding the contractor’s actual goals, numbers, market, and life situation. He also shares why hitting big revenue numbers does not automatically mean you built a healthy business. Sometimes $300,000 with control, profit, and sanity is better than chasing $1 million just so strangers on Facebook can clap for thirty seconds. In this episode, Captain Matt talks about: * Why the Christmas lighting industry needs stronger leadership * The danger of taking advice from random Facebook groups * Why pricing advice without context is usually worthless * C7 vs. C9 debates, branch wrapping pricing, leasing vs. selling, and other industry arguments * Why scaling for the sake of scaling can destroy your business * The difference between revenue, profit, freedom, and ego * Why your goals matter more than someone else’s business model * What real mentorship should look like in the Christmas lighting industry * Why contractors need support beyond installation training * How to build a Christmas lighting business around your actual life, not someone else’s scoreboard If you are starting or growing a Christmas lighting business, this episode is a wake-up call. Stop chasing random advice. Stop copying someone else’s dream. Figure out what you actually want, build the business around that, and surround yourself with people who will tell you the truth, call you on your bullshit, and help you win. --- Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to build a real outdoor lighting business? 🔹 Work with Captain Matt: https://www.captainmattoutdoors.com/   🔹 See Barefoot Lighting projects: https://barefootlighting.com/   🔹 Learn landscape + Christmas + permanent lighting: https://lightingtradeschool.com/

How Thunder Lighting Supply Became a Christmas Lighting Industry Powerhouse with Grant Fields | 27

Grant Fields from Thunder Lighting Supply joins Captain Matt for a behind-the-scenes conversation on the Christmas lighting industry, building a supplier brand contractors actually trust, and why training the next wave of installers is not “ruining the market.” In this episode of Captain’s Quarters First Class, Grant shares how he went from hanging Christmas lights in high school, running crews before most people even start a career, studying diesel mechanics, and eventually becoming one of the most recognizable faces behind Thunder Lighting Supply. Captain Matt and Grant dig into what really matters in the holiday lighting business: speed, systems, branding, customer experience, training, and staying organized before your company outgrows you. They also talk about: * How Grant got started in Christmas lighting as a teenager * Why Thunder Lighting Supply rebranded from Wholesale Holiday Lighting * The power of trade shows, buckets, branding, and being memorable * Why contractors should stop blaming new installers and start building better companies * Selling vs. leasing Christmas lights * Why free training helps elevate the whole industry * How systems and SOPs help Christmas lighting companies scale * Why outdoor lighting and holiday lighting are emotional services, not just products If you install Christmas lights, landscape lighting, permanent lighting, or you’re trying to grow a seasonal service business, this episode is packed with real-world perspective from someone who has been inside the industry from the ground up. --- Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to build a real outdoor lighting business? 🔹 Work with Captain Matt: https://www.captainmattoutdoors.com/   🔹 See Barefoot Lighting projects: https://barefootlighting.com/   🔹 Learn landscape + Christmas + permanent lighting: https://lightingtradeschool.com/

How Josh Trees Scaled a Christmas Lighting Business Without Competing on Price | 26

Josh Trees doesn’t do a ton of podcasts...and that’s exactly why this one matters. If you’re in Christmas lighting, this is a real conversation with one of the original builders of the industry. Not fluff. Not recycled motivation. Real talk on what it actually takes to build a Christmas light installation business, scale it, keep customers, delegate, and stop racing to the bottom on price. In this episode, Josh and Captain Matt get into business growth, training, retention, systems, commercial work, perception, branding, and the mindset required to stay in the fight long enough to become a legend. Whether you install Christmas lighting, build a landscape lighting company, or sell permanent soffit lighting, this episode hits the real operator side of outdoor lighting business. In this episode: * How Josh Trees got started before We Hang Christmas Lights became a known name * The truth about growing a Christmas light installation business * Why selling on price is a losing game * How to sell the experience, not just the lights * What delegation really looks like when you want to build a business instead of owning a job * Why commercial Christmas lighting can change your numbers fast * The role of systems, evaluation, and leadership in long-term growth * How bold branding moves can make you unforgettable in your market * The tiny house tour story and what it teaches about attention, marketing, and industry authority Josh also shares hard-earned lessons on risk, change, hiring, retention, and why most guys stay stuck doing everything themselves. This one is especially important for operators in the Christmas lighting world...but the principles apply across landscape lighting, outdoor lighting, and permanent roofline / soffit lighting too. If you want to build a stronger lighting business, keep better clients, and stop thinking like a technician only...this episode is worth your time. #ChristmasLighting #OutdoorLighting #LandscapeLighting #PermanentLighting #CaptainMatt #JoshTrees #BusinessGrowth #ChristmasLightInstallation --- Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to build a real outdoor lighting business? 🔹 Work with Captain Matt: https://www.captainmattoutdoors.com/   🔹 See Barefoot Lighting projects: https://barefootlighting.com/   🔹 Learn landscape + Christmas + permanent lighting: https://lightingtradeschool.com/