Most Christmas light installers think they’re killers in sales, right up until they try selling landscape lighting and everything falls apart. Deals stall. Clients balk. Suddenly the same guy who closes $6K, $10K, even $15K Christmas jobs can’t get someone to spend $4,000 on permanent lighting.

This episode breaks down why that happens and how to fix it.

Captain Matt pulls back the curtain on the brutal truth most Christmas installers never face:

- Christmas is easy because the value is already baked in.

- The nostalgia. The deadline. The universal hatred of ladders, tangles, cold weather, and take-downs.

- You didn’t create that value, you just show up and collect it.

Landscape lighting? Totally different game.

Clients haven’t installed it. They don’t know the value.

They compare your $400 fixture to a $2 solar stake from Walmart.

They compare your artistic design to their neighbor’s eight cheap uplights.

And that’s why most guys flop.

Inside this episode:

🔹 The psychology difference between Christmas buying and landscape lighting buying

🔹 Why your Christmas sales don’t make you a great salesman

🔹 How to rebuild value from zero when clients have no baseline

🔹 The real reason your Christmas clients don’t automatically trust you as a lighting designer

🔹 How to use December momentum to dominate Q1 instead of going broke

🔹 Why you MUST have a starter package, and how to build one profitably

🔹 How to run “over-the-ground demos” during takedowns to book installs for spring

🔹 The mindset shift every Christmas-to-lighting installer must make

🔹 The plan that keeps your rock rolling instead of starting from zero every year

If you’re tired of selling your face off for 45 days and starving the next four months, this is the episode that changes the trajectory of your business. You don’t have a sales problem, you have a value-building problem. And Captain Matt shows you exactly how to fix it.

Lights. Legacy. Living. Captain’s Crew. Sink or Swim. Ready to join Captain’s Crew?

🔹 Apply to work with Captain Matt or hire him for elite outdoor lighting design: https://www.captainmattoutdoors.com/

🔹 Explore design + install services at Barefoot Lighting: https://barefootlighting.com/

🔹 Join the movement at The Lighting Trade School: https://lightingtradeschool.com/