Inside This Optimized Shop, and the Fixes That Tripled Revenue

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Hey everyone, it's Mike Andes, I'm the founder of Augusta Lawn Care.
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We have 175 plus locations around the world.
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But today we're actually in a new location out in Austin, Texas.
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Ryan, the owner, actually has three other locations about four hours away.
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He just started these two locations 90 days ago.
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So you're gonna see kind of the behind the scenes, we're gonna take a shop tour.
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He's gonna share his current strategy that he's used to get over 100 recurring customers over the past 90 days, and just share some of the things that he's learned after doing five locations.
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I hope it's helpful for you.
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So we decided in the beginning, me, Joe, and I talked about it, and it was either get the first manager and then start getting team members, you know, so the manager can manage.
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Or you could just start getting all the managers.
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And what we thought is managers are salaries.
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So for one, it'll be cheaper for us than P4P.
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Surprisingly, our guys usually out-earn their managers during spring.
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Also, we know we're pricing competitive.
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Like if I need to go to 35, I will right now.
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I just want to get the yards, get the density so the managers aren't so worried about the P for P percentages once they learn it.
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And then we thought if we could have all the managers meshing together after one year, working together, doing projects and bids, you throw a team member in and they're in the culture.
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Those guys are used to it.
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The leadership seems established.
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You seem stable.
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Yeah.
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And so we thought, let's try that.
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That's why we did three at once.
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You get all the managers, then bring the team members.
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Also, for me and Joe, it's nice that the only people you're relying on four hours away are all manager.
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Not that your team members are lesser caliber.
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Like, I rely on them all the time.
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But it's nice to know, like, hey, you're the guy in charge.
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This falls on you.
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I'm sorry.
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I'm far away.
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Yeah.
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So basically, like, about 50 budget hours, so it's almost 100 recurring.
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Yeah, we're over 100 in Kyle, but we're like 90% plus biweekly, so it takes a high count.
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Got it.
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Very high count.
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You count budget hours more than you do customers.
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Because realistically, for say your northern locations that require weekly mowing right now, they're bagging.
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They need half of what we need.
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We're probably 95% biweekly.
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So for us, we add a customer that adds one BH a month.
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Okay, okay.
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So basically you have 110 customers right now?
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Yeah, for sure.
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I can actually pull it up and tell you.
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Let's see, I'll pull it up on the screen.
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So this is pretty much how me and Joe work.
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He sits in his laptop.
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You can look.
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We have our chargers routed through the chairs.
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It's through the chairs?
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Yeah, we just plug them in the wall and route them through the armrests.
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That way we can always reach them.
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But yeah, let's see.
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So if we come...
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So in Kyle, you'll kind of see our...
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So our naming convention tells us what services they have.
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If they're uppercase, they have it.
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If they're lowercase, they don't.
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So it's mowing, insects, grooming beds, healthy trees and shrubs, treatments, pet waste or yuck, and then exclamation point would be Christmas lights.
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What's the Y again?
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Yuck.
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What's that?
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Poop scoop.
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Oh, okay.
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I went through three hours of iterations to find a word that seemed reasonable, that matched the services, like healthy trees and shrubs isn't ideal, but, you know, I had the word bloom at one point, and we settled on mighty.
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Okay, all right.
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But we have, so we know that, and then we also have tags on all of them, so I can find just my
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resource tags.
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The ladies are in here a lot more than me.
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But let's see, mowing, so we have 88.
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And Kyle, and then scooping, we have 11.
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Treatments, we have 30.
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Usually do you get the treatments on just like after they start mowing?
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A lot of times we'll get the mowing from the treatments.
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They'll inquire about the weed control.
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We notice up here because we're mostly Bermuda, the weeds really stand out.
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A dandelions like, oh, wow.
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Versus you're saying Augustine is real bushy.
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The weeds kind of hide in it.
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So up here, people are like, I need to out my yard.
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It's an eyesore and the HOAs are intense.
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They're probably the things that need cut every week is the weeds.
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Yeah, it's the weeds.
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Yeah, so bed maintenance, we have 13.
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And then Oak Hill is significantly slower.
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I'll show you what I mean.
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For having all things being equal, add spin wise and effort and hours.
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Oak Hill sitting at three, so ten less for beds.
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23 mowing, so 60 ish less.
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And they've both had 20,000 door hangers put out.
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Four scooping and two treatments.
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And what's interesting is they border each other.
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Like territory-wise, they border.
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There's not five minutes between them.
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You can really see it if we go to our marketing map.
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So blue is where we've door hangered.
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They have the date and the door hanger design that we put out.
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And then if they're purple, that means they came from a web form.
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These are current customers.
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If they're yellow, they came from a door hanger.
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So we use purple ones to decide where to go door hanger next.
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Like for example.
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Wait, so if someone submits a web form, they're purple.
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Yeah, so like here we've had two web forms in the neighborhood that we have not door hanger.
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I would want to go door hanger that neighborhood.
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We've door hanger this one and it worked.
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Right.
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And we know here, we were there on April 25th.
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We did a $55 QR code, scoops a daisy on the back door hanger.
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And we had one, but we've had two web forms there.
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It's all new development.
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Yeah.
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That's cool.
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So if you do a door hanger situation, basically how you're... You could still submit a web form technically.
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Yeah, so...
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I would see that you did the door hanger.
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Yeah, so kind of what we did for our SOPs is we outlined where we door hangered and any lead, even a web form, that comes in that door hanger region for 28 days, the door hanger gets credit.
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We don't care if it came through Google.
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Oh, so it would then be yellow.
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Yeah, so what we do is we go through, right now I do it or the office.
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I'll look at the date it came in.
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I type in the address here.
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It goes to that map.
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I'll look at the date.
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If it's in the last four weeks, I give the door hanger credit because I don't think it's a coincidence usually.
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And I figure a law of averages.
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We've had a door hanger came in yesterday we put out 90 days ago.
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It was a February 28th door hanger came in yesterday.
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What?
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So I figure there's a lot of web forms that were also door hangers that are getting misallocated.
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So it's, you know, 28 days at the line.
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You got to draw somewhere.
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Yeah.
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And since everyone's going to ask this in the comments from Augusta, what are you doing on Google Maps for this exactly?
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Obviously, this is... Yeah, so you just go to like My Maps.
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That's what I Google it.
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You can go Google My Maps is custom.
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And then you can create whatever map you want.
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So I just have one called Door Hangers.
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Here's the Hill Country region when we were doing it.
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Here's Charleston when we were trying to map that out.
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Our Christmas-like customers from years ago.
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And that will take you right to it.
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And then in the top here, you can add a shape or a form.
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This is how I add my door hanger areas.
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What I do is we send them in WhatsApp.
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So I was working on it earlier.
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I type the street name in Google, then I draw a shape around it.
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And then I just go into co-pilot.
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I do it on Sundays.
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That's kind of like my therapy.
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I like looking at my approved quotes.
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So every Sunday, I sit in my recliner at home and...
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I'll go to Estimates, I go to Approve for this week.
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Let's see.
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It's easier for me to drive on my laptop than my TV.
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Hey, one nice thing that we could tell Josh in my video is we have this week on one of these, we don't have last week.
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I think it's on the dispatch board.
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We have this week, we have next week, and no last week.
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Last week is my second most used.
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Because I'm always like, I'm really worried about making sure last week on the dispatch board is fully closed.
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Next week is next week's problem.
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I'm looking at this week and last week.
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But let's do this week.
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So what I like to do is open them up, and I like to double-check my office and command center to make sure that the EMS capital, the MoTags here, and how they found us is Google search.
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But I will still always go put it in my map just to see if it's been within 28 days.
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So then I come here.
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So that one wasn't.
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So then all I do is you select new customers in May.
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I sort by month just so I could find trends.
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And then I just add it to map.
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And you guys are technically like almost going into your busy season here because of the heat.
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Yeah.
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So I was talking with the guy this morning.
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He was like, well, actually, like we're like in the thick of if not going in.
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Yeah, homeowners are going to drop off.
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Also, your other customers, your other companies become less reliable because their employees drop off.
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So their service is worse.
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So customers shop summertime.
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So you really got it.
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So you have spring rush.
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Everyone's starting.
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But when it gets hot and they're like, when it gets hot and everyone's like, oh, it's not 70, it's 100.
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Then all the new employees quit and then they miss service and then we pick up.
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So our biggest goal in the summer is to never miss service.
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And it's the only way we can lose.
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So then you add this, you would add this one in here.
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Yeah, and then what I do is it already has the name.
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I just leave the name there, not too worried about it.
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And then I just edit it.
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I make it purple and I make it a star.
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And there's no particular reason.
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Purple's Britney's favorite color.
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I do a star because I like the house icon for the door hanger.
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And I do the star because it's also in the quick menu.
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I don't got to hit find more or nothing.
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But yeah, so I just sit here and I go through these one by one every week.
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It's same thing here.
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I'll look.
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He's got the Mo tag.
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It's a Max AI origin lead.
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Google search is in here.
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So then I'll just make sure that they didn't Google us after they got a door hanger.
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And then I have a separate Excel sheet where I have all of our door hanger designs we've used with A, B, C, D. And then we have Brittany in the office counts how many of each door hanger because we're putting them out in 10,000 batches.
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So we know how many of each one we've gotten back.
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Do you filter like the three designs at the same time or mostly just like, hey, we're doing the simplify one?
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We just run them in batches.
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Got it.
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So have you seen a winner at all?
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Um, so yeah, I mean, there's always a winner cause we've done three.
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So the second one was better than the first one.
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Um, and we changed the price a little bit, also the design.
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We got rid of weekly bi-weekly went one price already on this one.
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We're running now.
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Like we're not even a maybe 20% through, but I know I want one QR code next time.
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I don't want to, I don't want the name, address, phone number.
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Cause everyone's doing the jot form.
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They're not typing it in.
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So that's a good spot for me to put like two basic instructions, check what you need, take a picture to kind of guide them more.
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Yeah.
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I'm already ready for the next one.
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I wish these were out so I could have the next ones.
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Has anyone missed up the QR codes, or is it just another thing they have to think about?
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No, but the biggest issue is if they accidentally scan the wrong one.
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Say they want the lawn care, and they get the wrong website.
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I just don't want the chance to lose them.
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It doesn't really matter to me which one they fill out.
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But I know just in testing, I have to use my hand to cover it.
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And it's just, let's make it easier.
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Yeah, that's good.
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And so when you look at this map, so like, for example, the ones that you're about to put out this month, where's your strategy on like, hey, I'm going to go this market?
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Well, let me show you a prime example on this one.
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Because this one came in, right?
235
00:11:58.389 --> 00:11:59.150
It says Google search.
236
00:12:00.051 --> 00:12:01.031
I put in the address.
237
00:12:01.552 --> 00:12:02.573
It's in a blue spot.
238
00:12:02.613 --> 00:12:03.533
So we door hangered there.
239
00:12:04.934 --> 00:12:07.376
Now, what I'm going to look at is we door hangered there on April 25th.
240
00:12:09.794 --> 00:12:10.875
I can see the date.
241
00:12:11.335 --> 00:12:15.459
So then what I'm going to do is look at customers since May 26th.
242
00:12:17.221 --> 00:12:21.905
So for me, that has been almost a month, 31 days.
243
00:12:21.946 --> 00:12:23.387
So they'll fall out of my 28th.
244
00:12:23.407 --> 00:12:24.368
So we're going to go web for them.
245
00:12:24.468 --> 00:12:25.169
Yeah.
246
00:12:26.109 --> 00:12:27.911
I just figure you draw the line in the sand.
247
00:12:28.071 --> 00:12:29.332
It's 28 days, four weeks.
248
00:12:29.352 --> 00:12:31.394
Interesting.
249
00:12:31.414 --> 00:12:31.835
Interesting.
250
00:12:33.330 --> 00:12:40.031
Also, if they would have mentioned the door hanger, Command would have attached it or Brittany would have mentioned the door hanger.
251
00:12:40.091 --> 00:12:40.371
Oh, right.
252
00:12:40.392 --> 00:12:41.952
This person just literally filled a form.
253
00:12:42.012 --> 00:12:42.612
Yeah.
254
00:12:42.652 --> 00:12:43.992
So they filled out the web form.
255
00:12:44.012 --> 00:12:45.513
We talked to them on the phone.
256
00:12:45.733 --> 00:12:48.173
That's why I pull it up just to check what they put.
257
00:12:48.713 --> 00:12:50.434
And then I usually will check the call notes.
258
00:12:50.474 --> 00:12:53.614
I'll go back to the very first call because I'm doing them every week.
259
00:12:53.634 --> 00:12:54.715
So I don't have a lot of history.
260
00:12:55.595 --> 00:12:56.495
Left a voicemail.
261
00:12:56.515 --> 00:12:57.155
Need to come serve.
262
00:12:57.275 --> 00:12:58.515
But basically, I'm just looking.
263
00:12:58.555 --> 00:13:00.136
They never mentioned the door hanger.
264
00:13:00.516 --> 00:13:01.296
And it's been over 28 days.
265
00:13:03.155 --> 00:13:09.257
But what that will clue me in on is that we got a web form in a neighborhood that we door hangered a month ago.
266
00:13:09.357 --> 00:13:12.258
So it's a great candidate to go be re-door hangered.
267
00:13:12.758 --> 00:13:14.858
We had three that came in when we did it.
268
00:13:14.978 --> 00:13:17.099
This one came in more than four weeks later.
269
00:13:17.299 --> 00:13:18.660
So probably go hit it again.
270
00:13:18.680 --> 00:13:20.240
That lady just shopped us this week.
271
00:13:20.540 --> 00:13:20.800
Right.
272
00:13:21.320 --> 00:13:22.281
Got it.
273
00:13:22.361 --> 00:13:26.642
As far as what we're doing for our overall strategy, as you can see all the blue.
274
00:13:27.894 --> 00:13:30.575
Right now we're more canvassing because we really don't know the area.
275
00:13:30.635 --> 00:13:32.435
Like we didn't live here or grow up here.
276
00:13:32.635 --> 00:13:33.675
It's really unknown to us.
277
00:13:34.475 --> 00:13:36.896
So we're trying to just hit as many neighborhoods as we can.
278
00:13:37.436 --> 00:13:40.837
I like to do the perimeter, like the outside, and then jump to another one.
279
00:13:40.877 --> 00:13:44.538
Joe does the same thing, 300 here, 200 there and see what comes in.
280
00:13:45.018 --> 00:13:51.519
But we're mostly just trying to canvas as much as we can this year, see which design is the most effective, which neighborhoods are.
281
00:13:51.559 --> 00:13:55.220
So next year we run the best design in the best neighborhoods in spring.
282
00:13:56.060 --> 00:14:00.223
And then I think next year our strategy will be more hitting our prime neighborhoods.
283
00:14:00.243 --> 00:14:03.185
Because when we started this year, we didn't have density anywhere.
284
00:14:03.645 --> 00:14:06.007
So this year we're like, well, where can we get density easily?
285
00:14:06.067 --> 00:14:08.629
And then next year we'll drill in on those neighborhoods.
286
00:14:08.989 --> 00:14:10.770
Got it.
287
00:14:10.990 --> 00:14:13.552
So the purple is the ones that are coming from the web forms, right?
288
00:14:13.632 --> 00:14:16.115
Yeah, purple is web forms or Google local service.
289
00:14:16.595 --> 00:14:18.157
I also distinguish between those.
290
00:14:18.757 --> 00:14:23.302
On Sundays, I will listen to our Google local service calls, go and tag them local service.
291
00:14:23.622 --> 00:14:26.325
And I put in their note that it's a local service just for me.
292
00:14:27.286 --> 00:14:30.869
But that's the only marketing we're running right now is door hangers, local service, pay-per-click.
293
00:14:31.130 --> 00:14:34.313
And right now you like, so you've got like 100 reviews essentially.
294
00:14:34.353 --> 00:14:37.216
What was sort of your strategy on a new market to get those?
295
00:14:37.943 --> 00:14:38.783
ask everyone.
296
00:14:38.963 --> 00:14:46.226
So we started off by running an employee contest for all the existing locations we have, and we got them up to 60 immediately just through that.
297
00:14:46.886 --> 00:14:52.968
And then we switched the automation from sending them to co-pilot first to just straight to Google.
298
00:14:54.288 --> 00:14:55.489
I talked to command about it.
299
00:14:55.549 --> 00:14:59.690
Brian Rand's recommendation was I wouldn't do that because you could get a bad review.
300
00:14:59.730 --> 00:15:01.650
And I told him I have full faith in my quality.
301
00:15:01.690 --> 00:15:03.911
Me and Joe are doing the work in the new territory.
302
00:15:03.991 --> 00:15:04.771
Ask for the review.
303
00:15:04.811 --> 00:15:05.492
It's going to be good.
304
00:15:05.712 --> 00:15:06.652
If it's bad, I'll fix it.
305
00:15:06.912 --> 00:15:07.553
via text on those?
306
00:15:08.513 --> 00:15:12.956
Yeah, so it just sends out, as soon as we complete the job, it doesn't say co-pilot and then.
307
00:15:13.176 --> 00:15:14.557
It just says, hey, the guys were there.
308
00:15:14.577 --> 00:15:15.338
Did you like your job?
309
00:15:15.458 --> 00:15:18.280
And we found the first week we did eight-time modes, we got five reviews.
310
00:15:19.581 --> 00:15:21.743
Austin is very much more quick on the reviews.
311
00:15:22.523 --> 00:15:25.765
They have Gmail accounts, you know, down south a little harder.
312
00:15:25.805 --> 00:15:26.766
But up here, it went quick.
313
00:15:27.707 --> 00:15:32.930
I would say Austin hit 100 reviews to Oak Hill 60 or something because of the amount of first-time modes.
314
00:15:33.311 --> 00:15:36.253
Oak Hill just hasn't had as many opportunities to get them.
315
00:15:37.112 --> 00:15:39.973
So in this area, are you ranking better in Kyle?
316
00:15:40.213 --> 00:15:42.054
Yeah, we rank really well in Kyle.
317
00:15:42.594 --> 00:15:46.576
One thing I was worried about in Oak Hill, when we first opened it, we were stuck on a name.
318
00:15:47.557 --> 00:15:49.297
I don't know if you remember, but I emailed about it.
319
00:15:49.378 --> 00:15:54.560
I kind of had the media team research it because we have lots of planned master communities in that part of town.
320
00:15:54.600 --> 00:15:56.541
We have Bear Creek, Shady Hollow.
321
00:15:57.341 --> 00:16:06.036
And so we went with Oak Hill and unknowing to us and the media, or the web team, I think there's an Oak Hill, Texas, way north by Dallas.
322
00:16:06.517 --> 00:16:09.201
And so I really think that skews our rankings.
323
00:16:10.210 --> 00:16:12.911
Also, it's tough for customers because they're like, well, I'm not near Dallas.
324
00:16:12.931 --> 00:16:17.473
We started getting leads from Longview, which is near Oak View, Texas, or Oak Hill, Texas.
325
00:16:18.394 --> 00:16:19.454
So I don't know.
326
00:16:19.494 --> 00:16:22.516
I figure it's one of those things like eventually people will get it.
327
00:16:22.636 --> 00:16:25.217
Google will figure out you're a neighborhood of Austin.
328
00:16:25.257 --> 00:16:26.598
Like, you know, just hammer it.
329
00:16:26.678 --> 00:16:36.042
But if it didn't turn around in a few years, then I would say maybe it should be called Cedar Valley or at least a name that's not also a city in Texas.
330
00:16:37.325 --> 00:16:39.086
But yeah, I don't think any of us knew.
331
00:16:39.126 --> 00:16:41.848
I didn't know until I got my first Longview lead and figured it out.
332
00:16:41.868 --> 00:16:43.670
And I Googled Longview to see where it was.
333
00:16:44.150 --> 00:16:46.452
And then I saw Oak Hill, Texas right next to it.
334
00:16:46.472 --> 00:16:47.672
And I was like, how unfortunate.
335
00:16:48.373 --> 00:16:50.094
But I don't think that's the primary problem.
336
00:16:50.114 --> 00:16:55.618
I think the primary problem is that it's a very established 40-year-old community that has existing providers.
337
00:16:56.739 --> 00:17:00.241
What's interesting is you still get quite a few of the yellow, like the door hangers.
338
00:17:00.582 --> 00:17:00.682
Yeah.
339
00:17:00.702 --> 00:17:02.283
You seem to be leading decently up there.
340
00:17:02.800 --> 00:17:07.908
Yeah, so if you notice, technically our Oak Hill location, like you see West Oak Hill right here.
341
00:17:08.909 --> 00:17:13.697
So our Oak Hill location is technically north of this line right here.
342
00:17:15.139 --> 00:17:16.861
So this would be all of these.
343
00:17:18.592 --> 00:17:23.315
This is technically South Austin that I haven't bought yet, but we do really well there.
344
00:17:23.695 --> 00:17:24.976
So we're just going to fill it in.
345
00:17:24.996 --> 00:17:26.337
My plan is to buy it this summer.
346
00:17:26.377 --> 00:17:33.822
As soon as we get 32 BHs between the two combined, that GM will take them both, give us time to fill in Oak Hill, figure out where we have to go.
347
00:17:34.803 --> 00:17:37.364
Because there's a lot of neighborhoods way north that we haven't hit.
348
00:17:38.965 --> 00:17:40.847
But another interesting factor is,
349
00:17:41.906 --> 00:17:44.368
So up here, north of Bee Cave, you see Lakeway?
350
00:17:44.448 --> 00:17:44.628
Yep.
351
00:17:45.149 --> 00:17:46.610
So this is another owner's location.
352
00:17:46.630 --> 00:17:47.831
He kind of borders all these lakes.
353
00:17:48.591 --> 00:17:50.172
He is also very slow growing.
354
00:17:50.292 --> 00:17:56.617
Same thing, low customer count, higher average lifetime value per customer, bigger properties, million dollar estates.
355
00:17:57.638 --> 00:18:02.461
But his lake properties border our Oak Hill properties that are taking off slower than all the rest.
356
00:18:02.682 --> 00:18:04.243
So I think it's a trend up there.
357
00:18:06.500 --> 00:18:09.141
We also have territory maps on here we can turn on.
358
00:18:09.421 --> 00:18:14.062
Are there bigger players up there or just longer established?
359
00:18:14.743 --> 00:18:15.543
I don't think there is.
360
00:18:15.963 --> 00:18:22.425
I think there's actually smaller companies that like, hey, we have three guys that spend three days at this five acre and it's fully groomed.
361
00:18:22.565 --> 00:18:26.286
And they have such a reasonable price, like my man hour rate.
362
00:18:27.066 --> 00:18:28.907
They're almost hiring a personal gardener.
363
00:18:29.007 --> 00:18:30.427
He does five houses on the street.
364
00:18:30.827 --> 00:18:31.167
I don't know.
365
00:18:32.008 --> 00:18:33.268
Much more personalized service.
366
00:18:35.164 --> 00:18:37.706
But yeah, so this is technically our Oak Hill territory.
367
00:18:37.766 --> 00:18:40.629
You can see how much that we have not.
368
00:18:40.649 --> 00:18:41.770
We don't rank at all over here.
369
00:18:43.031 --> 00:18:44.312
But it's also a brand new website.
370
00:18:44.772 --> 00:18:46.613
I wonder if Cedar Valley would work better.
371
00:18:46.774 --> 00:18:49.035
Do people in that area think of it as Cedar Valley?
372
00:18:49.836 --> 00:18:52.058
Yeah, so Craig's been here five years.
373
00:18:52.098 --> 00:18:54.500
He's from Ohio, but he knows the area way better than me.
374
00:18:54.920 --> 00:18:55.621
You can come over here.
375
00:18:55.641 --> 00:18:56.762
What do you consider it?
376
00:18:58.483 --> 00:19:01.105
Like do people from that area be like, I'm from Cedar Valley?
377
00:19:01.145 --> 00:19:01.846
They still say.
378
00:19:02.006 --> 00:19:04.508
Yeah, like if you live anywhere up here, what would you call it?
379
00:19:05.675 --> 00:19:06.455
There's Bee Cave.
380
00:19:06.495 --> 00:19:08.436
A lot of people know Bee Cave as Bee Cave.
381
00:19:08.476 --> 00:19:08.796
Right.
382
00:19:08.856 --> 00:19:10.557
And they pass around this area there.
383
00:19:12.198 --> 00:19:16.600
This area, South Austin mostly, right, to be honest.
384
00:19:16.720 --> 00:19:18.601
That's why we think- All this is South Austin.
385
00:19:18.621 --> 00:19:23.022
A lot of people know this area that's past the Colorado River.
386
00:19:23.182 --> 00:19:24.223
All this is South Austin.
387
00:19:24.612 --> 00:19:35.817
Do you think if we buy this territory next and we name it South Austin and we leave this one named Oak Hill, that we would still attract the searches for South Austin and we could just funnel them to our right CRM?
388
00:19:35.837 --> 00:19:36.037
Yeah.
389
00:19:36.818 --> 00:19:39.299
Because this is the future South Austin that we're going to buy.
390
00:19:39.339 --> 00:19:40.119
It's already mapped.
391
00:19:40.499 --> 00:19:43.281
We have it right now named Mancheck, but that's the one we're going to buy.
392
00:19:43.301 --> 00:19:43.961
Maybe.
393
00:19:44.161 --> 00:19:45.462
This is the one we already have.
394
00:19:45.762 --> 00:19:46.902
South Austin.
395
00:19:46.922 --> 00:19:48.883
And I would actually, I think he might be right.
396
00:19:48.963 --> 00:19:49.563
Cedar Valley.
397
00:19:49.983 --> 00:19:50.743
Cedar Valley.
398
00:19:51.624 --> 00:19:52.724
I don't know this section.
399
00:19:53.444 --> 00:19:55.085
It's easiest to update in the beginning.
400
00:19:56.466 --> 00:20:00.527
But if you look, so here's Kyle, Buddha.
401
00:20:01.447 --> 00:20:02.368
You see how close they are?
402
00:20:02.388 --> 00:20:04.368
They literally border right here where our shop is.
403
00:20:05.989 --> 00:20:08.190
So our shop, we're sitting right here, give or take.
404
00:20:09.468 --> 00:20:14.490
So we picked this, like I said, I picked the shop before I bought the territories because I could go on this tollway.
405
00:20:14.510 --> 00:20:16.331
If you look, this is the 45 tollway.
406
00:20:16.831 --> 00:20:17.872
Traffic flow is great.
407
00:20:20.193 --> 00:20:21.013
Our shop's right here.
408
00:20:21.033 --> 00:20:22.234
So we drive out of here.
409
00:20:22.314 --> 00:20:24.215
We hit the toll road right here every morning.
410
00:20:24.395 --> 00:20:28.877
We go straight to go South Austin, South five minutes to Kyle, North Oak Hill.
411
00:20:30.638 --> 00:20:33.379
And I can show you around outside, but we can dump here and everything else.
412
00:20:34.100 --> 00:20:34.780
Yeah, that's super cool.
413
00:20:35.340 --> 00:20:36.461
So you have more space in the back?
414
00:20:36.741 --> 00:20:37.421
Yeah, three acres.
415
00:20:37.701 --> 00:20:38.262
Oh, that's sick.
416
00:20:38.282 --> 00:20:38.962
And you get all of it?
417
00:20:39.569 --> 00:20:41.351
Yeah, so no one else uses it.
418
00:20:41.471 --> 00:20:43.753
I wouldn't say, like, technically in our lease we have all of it.
419
00:20:43.813 --> 00:20:45.214
Right, but you have plenty of space.
420
00:20:45.254 --> 00:20:46.816
Yeah, we dump and burn debris.
421
00:20:46.876 --> 00:20:48.277
Our landlord burns debris.
422
00:20:49.218 --> 00:20:50.999
He looks like he lives out of the trailer.
423
00:20:51.019 --> 00:20:52.020
It looks like an office.
424
00:20:52.161 --> 00:20:52.981
Yeah, he lives out of the big house.
425
00:20:53.001 --> 00:20:55.964
Dude, you can just roll that back here and be like a shop space.
426
00:20:56.024 --> 00:20:57.726
Yeah.
427
00:20:57.766 --> 00:21:00.088
That, like, semi-truck with the glass windows.
428
00:21:00.108 --> 00:21:00.308
Yeah.
429
00:21:00.903 --> 00:21:06.865
Yeah, but yeah, I think Cedar Valley might work, but I think naming the next one South Austin will help a lot.
430
00:21:06.885 --> 00:21:09.386
You can even see Google kind of calls it South Austin.
431
00:21:09.446 --> 00:21:10.726
Right, yeah.
432
00:21:10.786 --> 00:21:11.306
But yeah, I don't know.
433
00:21:11.326 --> 00:21:14.267
I've been really dialed in on the grand marketing up here.
434
00:21:14.287 --> 00:21:17.448
Not so much like a strategy like, well, this neighborhood because of these metrics.
435
00:21:17.488 --> 00:21:21.610
It's more like this many door hangers per week, they work as volume.
436
00:21:23.747 --> 00:21:27.129
which I think up here has been so successful because we don't get stuck in the weeds.
437
00:21:27.469 --> 00:21:28.069
Yeah.
438
00:21:28.770 --> 00:21:32.351
Even like, you know, my first year I did 500 postcards, right?
439
00:21:32.371 --> 00:21:33.072
I bought a brick.
440
00:21:34.032 --> 00:21:37.354
I followed, honestly, shout out Jonathan Florida Turf Bros.
441
00:21:37.394 --> 00:21:41.597
If you see this, I stole his design with the hearts and his family.
442
00:21:41.697 --> 00:21:43.999
I talked to him via email back in 2017.
443
00:21:44.039 --> 00:21:45.060
We started the same year.
444
00:21:45.380 --> 00:21:45.680
Oh, wow.
445
00:21:45.940 --> 00:21:48.382
Yeah, so I still communicate with him sometimes.
446
00:21:48.422 --> 00:21:50.503
But I copied his design, slapped my family.
447
00:21:50.523 --> 00:21:53.285
I made the whole thing in Photoshop because he didn't have a template for me.
448
00:21:53.345 --> 00:21:55.307
So I just took a screenshot and just copied it.
449
00:21:56.087 --> 00:21:58.288
And I went and I put them all out and got no customers.
450
00:21:58.908 --> 00:22:01.829
In hindsight, I know I went to a terrible spot now where I went.
451
00:22:02.569 --> 00:22:03.689
But I thought, man, I did 500.
452
00:22:03.709 --> 00:22:04.409
They didn't work.
453
00:22:04.429 --> 00:22:05.710
Door hangers are dead, right?
454
00:22:05.730 --> 00:22:06.650
Paper media is over.
455
00:22:06.670 --> 00:22:07.930
Did you do postcards or door hangers?
456
00:22:07.950 --> 00:22:08.490
Postcards.
457
00:22:08.550 --> 00:22:09.190
Okay, okay, got it.
458
00:22:09.430 --> 00:22:11.151
But in my mind, it was paper media.
459
00:22:11.251 --> 00:22:11.851
It's all the same.
460
00:22:11.951 --> 00:22:12.411
Didn't work.
461
00:22:12.771 --> 00:22:13.171
I knew it.
462
00:22:13.792 --> 00:22:14.352
What a waste.
463
00:22:15.392 --> 00:22:18.334
I was copying Jonathan for nothing.
464
00:22:18.474 --> 00:22:22.077
But up here, you know, like we don't do a batch less than 10,000.
465
00:22:22.617 --> 00:22:26.640
And my first year, I was like, I never did door hangers for seven years after that 500.
466
00:22:28.411 --> 00:22:29.071
We just didn't do it.
467
00:22:29.391 --> 00:22:30.052
I wrote it off.
468
00:22:30.292 --> 00:22:32.453
I started spending tens of thousands on Google, though.
469
00:22:32.473 --> 00:22:33.293
Hired agencies.
470
00:22:33.774 --> 00:22:34.314
Did all of that.
471
00:22:34.854 --> 00:22:36.235
Up here, we'll go do them.
472
00:22:36.255 --> 00:22:38.856
We probably put out over 1,500 for the three of us today.
473
00:22:38.936 --> 00:22:43.779
If I don't get a single call, I'm not any more upset tomorrow doing my 500.
474
00:22:44.299 --> 00:22:46.100
I know I got to get this 10,000 out.
475
00:22:46.120 --> 00:22:47.340
We'll go to the next design.
476
00:22:47.460 --> 00:22:49.041
I know the iterations that I want to do.
477
00:22:49.161 --> 00:22:52.343
I know they work because I take the time every Sunday, like...
478
00:22:53.095 --> 00:22:59.684
This is just your mental peace of mind because, like I said, we had one come in yesterday from February 28.
479
00:23:00.645 --> 00:23:04.490
If you're not tracking it, you're never in your head going to give yourself credit for that one.
480
00:23:05.130 --> 00:23:06.052
I would never believe you.
481
00:23:06.573 --> 00:23:14.140
So when you put them out, what would be the benchmark for you in terms of number of, like let's say you do 1,500 and none come in.
482
00:23:14.340 --> 00:23:15.621
So let's say that happens for three weeks.
483
00:23:16.122 --> 00:23:18.824
What's the benchmark of, hey, we need to be getting one customer every year?
484
00:23:18.884 --> 00:23:19.505
Is it 500?
485
00:23:19.565 --> 00:23:20.205
Is it 1,000?
486
00:23:20.225 --> 00:23:21.386
What's the math?
487
00:23:21.486 --> 00:23:28.552
I can tell you in the Oak Hill area, there's a big master plan community called Circle C. It's 6,600 homes, give or take.
488
00:23:28.572 --> 00:23:29.193
You looked up, Joe?
489
00:23:31.575 --> 00:23:33.497
We hit every one of them and got nothing.
490
00:23:34.415 --> 00:23:36.392
Yeah, we haven't been back, so around that number.
491
00:23:37.682 --> 00:23:38.222
Zero.
492
00:23:39.043 --> 00:23:41.664
6,600 houses, one master community.
493
00:23:42.044 --> 00:23:47.826
We even verified that one company doesn't mow all 6,600 or something.
494
00:23:47.866 --> 00:23:49.367
That would be wild, but, you know.
495
00:23:49.727 --> 00:23:51.268
Yeah, no, they're all individual.
496
00:23:51.748 --> 00:23:54.129
We talked to one homeowner in there, Joe talked to him.
497
00:23:54.149 --> 00:23:58.051
We got one yard after we talked to him, and he didn't do bed maintenance.
498
00:23:58.071 --> 00:24:00.812
He said he was paying 50, so we matched the price.
499
00:24:00.892 --> 00:24:05.394
But, yeah, out of 6,600, once we figured out that they do hire people, it's not us.
500
00:24:05.434 --> 00:24:07.035
The door hangers didn't work, and we just...
501
00:24:07.615 --> 00:24:09.417
It's not a neighborhood I think I'd go back to.
502
00:24:10.558 --> 00:24:11.518
But it takes that many.
503
00:24:12.219 --> 00:24:12.559
I don't know.
504
00:24:12.579 --> 00:24:13.380
I hit them all once.
505
00:24:14.341 --> 00:24:18.604
I think if you're new in an area, just hit every house once, man.
506
00:24:18.844 --> 00:24:19.985
Why guess what works?
507
00:24:20.005 --> 00:24:22.067
Just hit them all and look at your map.
508
00:24:22.487 --> 00:24:25.750
I have plenty of neighborhoods on here I can zoom in that we don't have a single house.
509
00:24:26.070 --> 00:24:29.713
You can see there's not one yellow mark in all these blues.
510
00:24:30.154 --> 00:24:31.355
We hit all those neighborhoods.
511
00:24:31.415 --> 00:24:31.615
Right.
512
00:24:33.343 --> 00:24:36.024
And then you come down here and you'll have 14 in one neighborhood.
513
00:24:36.044 --> 00:24:37.484
I mean, I was showing them earlier.
514
00:24:37.504 --> 00:24:40.465
We have two big neighborhoods across the street from each other.
515
00:24:41.566 --> 00:24:42.786
One did really well, one didn't.
516
00:24:43.666 --> 00:24:45.567
One thing we did is we started by our shops.
517
00:24:45.627 --> 00:24:46.727
If you notice there are dents here.
518
00:24:49.068 --> 00:24:49.688
Yeah, these ones.
519
00:24:54.330 --> 00:24:57.611
So all that separates these is the one main road that runs through town 1626.
520
00:25:00.495 --> 00:25:03.856
We had this many come in this neighborhood on February 25th.
521
00:25:04.016 --> 00:25:06.877
We had two come in on this side of the neighborhood on March 1st.
522
00:25:08.578 --> 00:25:10.918
Now that was one day probably?
523
00:25:10.938 --> 00:25:13.279
Yeah, we hit these over the course of two days.
524
00:25:13.359 --> 00:25:15.140
It's probably about, I don't know, 1,500 houses.
525
00:25:15.160 --> 00:25:17.621
You have to really zoom in to see, but they're dense.
526
00:25:17.741 --> 00:25:19.621
Oh, yeah.
527
00:25:19.901 --> 00:25:21.382
And then this one was the following day.
528
00:25:22.621 --> 00:25:23.843
or days, two days, give or take.
529
00:25:24.665 --> 00:25:30.655
But yeah, and what's interesting is we've only had two wet bleeds here in these neighborhoods, and they're two of the primary neighborhoods.
530
00:25:31.276 --> 00:25:33.940
But look at the door hanger effectiveness in the south one.
531
00:25:34.622 --> 00:25:35.904
Even though only one wet bleed.
532
00:25:37.397 --> 00:25:38.498
I think that's brand aware.
533
00:25:38.518 --> 00:25:39.859
That was all in the cutscene in a couple days.
534
00:25:40.059 --> 00:25:40.959
That was in February.
535
00:25:41.039 --> 00:25:42.520
Our grass was totally dormant and brown.
536
00:25:42.720 --> 00:25:44.181
We were door-angering, wearing hoodies.
537
00:25:44.501 --> 00:25:45.102
It was cold.
538
00:25:45.942 --> 00:25:46.763
And it was a fact.
539
00:25:46.783 --> 00:25:47.863
And you broke your foot, dude.
540
00:25:48.124 --> 00:25:48.364
Yeah.
541
00:25:48.904 --> 00:25:50.705
Yeah, trying to jump over a retaining wall to.
542
00:25:50.945 --> 00:25:52.386
Oh, I never heard how it happened.
543
00:25:54.228 --> 00:25:57.532
I can tell you the exact street I was door-hanging.
544
00:25:57.592 --> 00:26:03.458
The guy had a four-foot wall because we're hilly here, and you don't want to go down the driveway to get around the wall.
545
00:26:03.518 --> 00:26:08.224
So I took a running jump and jumped off my right foot to jump on the wall and tore my calf.
546
00:26:09.273 --> 00:26:11.855
And there was I just talked to the neighbor across the street.
547
00:26:11.875 --> 00:26:15.117
He was working on his son's bike in the driveway and we chatted a little bit.
548
00:26:15.137 --> 00:26:16.298
I helped him put the chain on.
549
00:26:16.698 --> 00:26:20.381
I went door hanger to his neighbor, jumped on the wall and all he did was hear me yell.
550
00:26:20.401 --> 00:26:21.922
I was like, oh, my gosh, man.
551
00:26:22.322 --> 00:26:23.163
And he walked over.
552
00:26:23.223 --> 00:26:24.164
He was like, are you OK?
553
00:26:24.184 --> 00:26:26.405
I just heard you yell and started seeing you bounce around.
554
00:26:26.425 --> 00:26:28.047
And I said, I think I just tore my calf.
555
00:26:28.087 --> 00:26:29.928
And he offered to give me a ride.
556
00:26:30.448 --> 00:26:33.030
All the grief us door hangers get.
557
00:26:33.090 --> 00:26:35.552
And this homeowner was like, do you need a ride to your truck?
558
00:26:35.592 --> 00:26:41.296
And I was like, I appreciate it, but I'm going to finish this street on the way back to my truck because I haven't hit it yet.
559
00:26:41.316 --> 00:26:42.277
And I don't want to hold you up.
560
00:26:42.777 --> 00:26:45.760
And I went down the road, finished my street, called Joe.
561
00:26:46.360 --> 00:26:48.081
I told Joe, I said, we're a man down.
562
00:26:48.201 --> 00:26:49.442
I can't work through this injury.
563
00:26:49.482 --> 00:26:51.424
I'm not being a little punk.
564
00:26:51.504 --> 00:26:52.144
It's really bad.
565
00:26:52.164 --> 00:26:52.805
Yeah.
566
00:26:53.205 --> 00:26:59.189
And then he got back in town, and I took my compression off when he got back in Monday, and my whole foot, all the blood, I went to my foot.
567
00:26:59.209 --> 00:27:00.871
And he was like, yeah, it's kind of a bad one.
568
00:27:01.191 --> 00:27:02.151
Oh, man.
569
00:27:02.171 --> 00:27:05.274
And I took off a week from doing door hangers, maybe five days.
570
00:27:05.734 --> 00:27:08.756
And then I got my cast, and we were back out there the next week.
571
00:27:08.936 --> 00:27:09.777
Let's go.
572
00:27:10.017 --> 00:27:10.818
Put out, like, 1,500.
573
00:27:10.838 --> 00:27:12.759
You want to show me outside?
574
00:27:12.799 --> 00:27:12.999
Yeah.
575
00:27:13.680 --> 00:27:14.840
Yeah, I'll show you this.
576
00:27:14.980 --> 00:27:17.022
This is our other area real quick that we're going to do.
577
00:27:18.158 --> 00:27:20.160
This is where me and Brittany do all of our work.
578
00:27:20.220 --> 00:27:22.101
That's where she takes all the calls up here.
579
00:27:22.141 --> 00:27:23.102
That's where I work.
580
00:27:23.162 --> 00:27:24.704
And then that's the third monitor.
581
00:27:24.784 --> 00:27:25.424
Dude, let's go.
582
00:27:25.464 --> 00:27:28.207
Dude, I remember the video you sent me of this place as a wreck.
583
00:27:28.327 --> 00:27:28.507
Yeah.
584
00:27:28.607 --> 00:27:29.708
I didn't know you.
585
00:27:30.188 --> 00:27:31.890
Did you have to, like, just clean it, essentially?
586
00:27:31.930 --> 00:27:32.891
That was the main thing.
587
00:27:32.911 --> 00:27:34.052
Yeah, we cleaned everything.
588
00:27:34.092 --> 00:27:36.574
We literally mopped the walls, painted all the wall decor.
589
00:27:36.594 --> 00:27:37.054
We did paint it.
590
00:27:37.074 --> 00:27:38.235
Yeah, brought in the pictures.
591
00:27:38.435 --> 00:27:39.656
Replaced some flooring.
592
00:27:39.676 --> 00:27:40.257
Wow.
593
00:27:40.697 --> 00:27:42.478
I've killed three scorpions in here this week.
594
00:27:42.939 --> 00:27:43.399
This week?
595
00:27:43.699 --> 00:27:45.961
I had one crawl down my arm on Sunday night.
596
00:27:46.401 --> 00:27:48.803
I flicked it off and Brittany smacked it with a flip-flop.
597
00:27:49.463 --> 00:27:54.106
That's awesome.
598
00:27:54.146 --> 00:27:55.767
How'd you find the property originally?
599
00:27:55.787 --> 00:27:56.788
Like on Craigslist or something?
600
00:27:57.028 --> 00:28:00.110
Yeah, so I tasked Jen with it, our bookkeeper.
601
00:28:01.051 --> 00:28:03.092
And your free time in December because it's slow.
602
00:28:03.352 --> 00:28:03.652
Okay.
603
00:28:05.337 --> 00:28:10.782
Can you try to find us a rural property where I can dump around anywhere between San Antonio?
604
00:28:10.942 --> 00:28:13.285
Yeah, so here's our equipment storage.
605
00:28:15.327 --> 00:28:17.809
It locks up, it's got the SimpliSafe on it.
606
00:28:18.269 --> 00:28:19.490
The alarm's right there.
607
00:28:19.871 --> 00:28:22.874
Our backpack sprayer's charging there and everything gets put up.
608
00:28:25.391 --> 00:28:28.773
Are you using the sprayers a lot for the chemicals?
609
00:28:28.793 --> 00:28:32.716
Yeah, we use them for all of our bed-baiting and spray, pre-emergence.
610
00:28:32.776 --> 00:28:39.020
We also can do deodorizers and sanitizers for the pet waste out of them and our weed control treatments.
611
00:28:39.541 --> 00:28:43.203
That one's set up with a, it's called a T-Jet herbicide nozzle.
612
00:28:43.483 --> 00:28:45.384
You don't switch the difference between one, though, do you?
613
00:28:45.465 --> 00:28:48.927
Nope, so that one's spray painted green because it's safe to spray in grass.
614
00:28:49.447 --> 00:28:51.048
That's selective herbicide only.
615
00:28:51.148 --> 00:28:53.470
All the ones that are yellow will turn your grass yellow.
616
00:28:55.189 --> 00:28:57.531
Yep, so we pull up here, the guys unload their trucks.
617
00:28:58.572 --> 00:29:03.156
We don't have trash service here, so every week I load this in the back of my truck and take it to the Rockport shop.
618
00:29:04.637 --> 00:29:05.978
This is where we do maintenance.
619
00:29:07.779 --> 00:29:10.642
All of our hand tools and extra mowers go back here.
620
00:29:13.484 --> 00:29:15.686
And then I brought these pallets from the nursery.
621
00:29:15.706 --> 00:29:20.270
Whenever we go buy mulch, I just get extra and I throw it on here so we have some on hand.
622
00:29:20.290 --> 00:29:24.253
Most of our jobs are less than 10 bags, so if I can avoid a run to the store,
623
00:29:24.582 --> 00:29:26.684
It's all the small little properties too in Austin.
624
00:29:26.784 --> 00:29:30.248
Yeah, we can't get deliveries to this property because of the logistics with the truck.
625
00:29:30.268 --> 00:29:32.891
So the downside is we can't have to bring all the mulch.
626
00:29:33.171 --> 00:29:37.316
But there's pre-emergent, that's for our May application, extra bag rock.
627
00:29:37.376 --> 00:29:39.518
We only have two types of bag rock.
628
00:29:39.558 --> 00:29:40.960
We only have two colors of mulch.
629
00:29:41.581 --> 00:29:43.603
We only use two pre-emergence all year.
630
00:29:43.923 --> 00:29:45.405
We will never need more pallets.
631
00:29:48.264 --> 00:29:49.845
So we looped through here to get around.
632
00:29:50.165 --> 00:29:52.606
These 18-wheelers were not here when I rented the property.
633
00:29:52.646 --> 00:29:53.626
They showed up last week.
634
00:29:53.886 --> 00:29:55.847
Oh, that's what I was referring to up front.
635
00:29:55.887 --> 00:30:00.329
These are old Formula One Austin VIP boxes.
636
00:30:00.389 --> 00:30:03.231
If you look inside, they have seats, and that's why they're all glass.
637
00:30:04.731 --> 00:30:05.732
So you just stack them?
638
00:30:05.752 --> 00:30:08.193
My landlord wants to turn them into apartments and rent them.
639
00:30:08.273 --> 00:30:10.154
They have no bathrooms and no plumbing and no AC.
640
00:30:10.214 --> 00:30:11.054
Oh, he wants to do them here?
641
00:30:11.234 --> 00:30:14.395
Yep.
642
00:30:14.435 --> 00:30:15.876
So that's his forklift.
643
00:30:16.676 --> 00:30:17.717
We've never got to use it.
644
00:30:18.008 --> 00:30:19.309
Yeah, it's crazy.
645
00:30:20.310 --> 00:30:22.812
But yeah, we can pretty much dump all back here.
646
00:30:22.872 --> 00:30:24.554
You can see there's a little bit of debris.
647
00:30:24.574 --> 00:30:25.675
That's actually my landlord's.
648
00:30:28.197 --> 00:30:29.719
Yeah, I'll show you behind these.
649
00:30:29.759 --> 00:30:31.440
His whole parcel is like three acres back.
650
00:30:31.600 --> 00:30:33.322
Yeah, it goes way back.
651
00:30:35.970 --> 00:30:38.712
So you can see mulch, clean out stuff there, that's us.
652
00:30:39.372 --> 00:30:39.972
This is all us.
653
00:30:41.153 --> 00:30:45.275
He actually likes it because he does some kind of natural gardening, permaculture.
654
00:30:45.515 --> 00:30:47.657
Oh, so he just like flips it with the skits here.
655
00:30:47.717 --> 00:30:48.397
Yeah, he wants it.
656
00:30:48.437 --> 00:30:49.678
He wants it for his permaculture.
657
00:30:51.239 --> 00:30:56.682
And this is, there's three 55 gallon metal drums under all that that we burn in.
658
00:30:57.022 --> 00:30:57.242
Wow.
659
00:30:58.603 --> 00:31:00.504
Yeah, so this is from the last couple of weeks of cleanups.
660
00:31:02.773 --> 00:31:08.197
So you usually just have, do they kind of split between doing the work and then just doing door hangers if they have the time essentially?
661
00:31:08.377 --> 00:31:17.242
Yeah, so right now essentially Joe is doing interviews when he can and then he works with Craig mowing to get the BHs done kind of Tuesday through Thursday.
662
00:31:17.863 --> 00:31:22.366
We'll all kind of tag team a cleanup or something usually Wednesday or Thursday morning, get it done while it's cool.
663
00:31:22.766 --> 00:31:25.848
A couple hours and then they go mow and then I've been doing all the door hangers.
664
00:31:27.776 --> 00:31:30.417
Yep, because we haven't got that second GM yet.
665
00:31:30.437 --> 00:31:32.878
We decided right away we were going to be very picky.
666
00:31:32.938 --> 00:31:34.639
We didn't mind mowing in long days.
667
00:31:34.659 --> 00:31:36.360
We will take our time with the managers.
668
00:31:36.740 --> 00:31:38.080
Yeah, I think it's smart to do.
669
00:31:38.340 --> 00:31:42.742
As long as you have the capital to burn, like just get GMs from the get, it's so smart.
670
00:31:42.802 --> 00:31:43.603
Yeah, I'm like, I'll do it.
671
00:31:43.643 --> 00:31:44.703
Let's train them.
672
00:31:44.723 --> 00:31:47.564
You can almost cover the cost as long as they're busy.
673
00:31:48.044 --> 00:31:49.485
You can almost cover like breaking up.
674
00:31:49.868 --> 00:31:55.595
Yeah, well, also, you know, they'll come on for, say, $1,200 a week, and we're $100 an hour.
675
00:31:56.135 --> 00:31:59.299
If you do 33%, I'm thinking it's cheaper to have a GMO salary.
676
00:32:00.120 --> 00:32:01.702
And they're not worried about my B.H.s.
677
00:32:01.842 --> 00:32:03.164
I can say, hey, I'll do that yard for $35.
678
00:32:03.204 --> 00:32:04.445
Yeah, they're fine with it.
679
00:32:04.926 --> 00:32:06.528
And they'll do the door hangers and everything else.
680
00:32:07.227 --> 00:32:10.911
Yeah, so we kind of, the employees kind of park where you guys are.
681
00:32:10.991 --> 00:32:12.112
Like, that's Craig's truck.
682
00:32:12.152 --> 00:32:13.593
We line up all down that fence.
683
00:32:14.474 --> 00:32:18.198
And then the plan is our other ramp rack trucks, this is going to be kind of the alley.
684
00:32:18.218 --> 00:32:19.139
This is the shotgun out.
685
00:32:19.259 --> 00:32:23.103
And they come in, we turn around this loop, and then line up.
686
00:32:24.392 --> 00:32:26.052
Taking up painting on the easel there?
687
00:32:26.432 --> 00:32:27.293
That just showed up.
688
00:32:27.693 --> 00:32:31.794
That showed up, those mattresses, this boat, these six 18-wheelers.
689
00:32:31.834 --> 00:32:34.194
What does he do, just like hoard stuff or?
690
00:32:34.374 --> 00:32:40.655
He owns a bunch of land and every once in a while he'll sell a chunk of 20 acres for a couple hundred thousand and then junk shows up.
691
00:32:41.215 --> 00:32:41.656
That's good.
692
00:32:41.676 --> 00:32:43.676
And he never gets rid of it, but it's all investments.
693
00:32:45.136 --> 00:32:52.758
It's a very nice guy, but we knew the property was right for us when I saw it on Google Maps and there were seven broken down cars in the front yard.
694
00:32:53.703 --> 00:32:54.503
Keep everyone else away.
695
00:32:55.223 --> 00:32:56.744
I mean, can you find a better one?
696
00:32:56.764 --> 00:33:00.704
This guy lets us burn 15 minutes from downtown Austin.
697
00:33:00.864 --> 00:33:02.005
Yeah, no kidding, right?
698
00:33:02.325 --> 00:33:04.725
Yeah, no, it's $500 a month per location.
699
00:33:05.065 --> 00:33:07.966
Our electricity is $60 a month because we split it three ways.
700
00:33:08.406 --> 00:33:09.466
Our internet's $25.
701
00:33:09.846 --> 00:33:10.706
Really?
702
00:33:11.466 --> 00:33:13.907
Well, our total internet's $75 with spectrum.
703
00:33:13.927 --> 00:33:14.467
Oh, okay, got it.
704
00:33:14.527 --> 00:33:16.187
And my three locations splitting it.
705
00:33:16.507 --> 00:33:19.008
Like, my overhead per location here is less than $1,000 a month.
706
00:33:20.737 --> 00:33:21.418
No dump fees.
707
00:33:22.319 --> 00:33:25.061
Austin hauls natural debris for free, so we only bring sticks back here.
708
00:33:25.722 --> 00:33:28.825
All the leaf debris and all that goes in paper bags and gets hauled off.
709
00:33:29.345 --> 00:33:30.146
We just coordinate.
710
00:33:30.166 --> 00:33:32.348
We have their trash app.
711
00:33:32.969 --> 00:33:35.852
We put the customer's address, like where the customer is, and they'll tell us their days.
712
00:33:36.572 --> 00:33:41.277
And then we go do their cleanups one or two days before their natural trash day, which is every two or three weeks.
713
00:33:41.297 --> 00:33:42.078
Do you have that in Rockport?
714
00:33:42.098 --> 00:33:42.198
Yeah.
715
00:33:42.918 --> 00:34:03.812
yeah we see dude when i went to north carolina the same thing i had not had never like played with like trying to schedule it and like okay so your thing is coming tomorrow i'll do the property cleanup the day before so i can just pile it we didn't know till customers started telling us like hey the hoa is not gonna have these bags out here for a week you need to come x amount of days before our natural pickup well down south we don't have natural pickup yeah no we
716
00:34:04.432 --> 00:34:05.373
You have to take it to the dump.
717
00:34:05.393 --> 00:34:06.914
You load it up, you drive there.
718
00:34:07.014 --> 00:34:09.795
So here it's like, man, I just got to take paper bags to a clean up.
719
00:34:10.456 --> 00:34:11.716
As long as I'm there on the right day.
720
00:34:12.157 --> 00:34:13.738
So it does have to be in the bags.
721
00:34:14.098 --> 00:34:14.338
Yeah.
722
00:34:15.058 --> 00:34:19.541
Yeah, I've been the bags on the street, and I think most customers are allowed 15 on their pickup.
723
00:34:20.041 --> 00:34:26.104
Even in Charlotte, there's certain neighborhoods, they would actually come with a crane, a little crane grabby thing, and you could just pile stuff.
724
00:34:26.204 --> 00:34:26.725
That'd be super nice.
725
00:34:26.805 --> 00:34:28.706
As long as it was under, I think, like six feet.
726
00:34:29.286 --> 00:34:30.567
They would come along and just pick it up.
727
00:34:30.707 --> 00:34:33.108
Dude, I was like, that's half the cost of a cleanup.
728
00:34:33.228 --> 00:34:34.769
It's just me hauling this all out of here.
729
00:34:34.789 --> 00:34:35.970
You want to see how far back this goes?
730
00:34:36.290 --> 00:34:36.711
Oh, sure.
731
00:34:36.731 --> 00:34:40.433
Do you think he'll mow this eventually?
732
00:34:41.313 --> 00:34:42.034
We had it mowed.
733
00:34:42.514 --> 00:34:43.334
This is a walk-in.
734
00:34:43.354 --> 00:34:44.295
This is a sweat lodge back here.
735
00:34:49.374 --> 00:34:55.279
But yeah, I saw the property and I was like, man, right on the toll road, all this junk this close to town.
736
00:34:55.620 --> 00:34:57.161
You've been driving around here the last day.
737
00:34:57.221 --> 00:34:58.362
Everything's developed.
738
00:34:58.462 --> 00:34:59.383
This is so rare.
739
00:34:59.783 --> 00:35:00.224
Yeah.
740
00:35:03.106 --> 00:35:03.566
What is this?
741
00:35:03.647 --> 00:35:05.969
Is this considered a city, this part?
742
00:35:06.029 --> 00:35:06.629
Or is this county?
743
00:35:06.729 --> 00:35:08.551
I have no idea.
744
00:35:10.070 --> 00:35:14.833
I just know he said he's the only non-deed restricted property left in this neighborhood.
745
00:35:15.594 --> 00:35:16.574
I'm sure he's proud of that.
746
00:35:16.775 --> 00:35:17.175
He is.
747
00:35:17.735 --> 00:35:19.436
And a sovereign nation license plates.
748
00:35:19.737 --> 00:35:20.577
That's crazy.
749
00:35:21.378 --> 00:35:28.202
So I knew when I had a landlord who's like, I don't follow government rules, that he wouldn't mind if I dumped and burned and we're his kind of people.
750
00:35:28.222 --> 00:35:30.884
Yeah, there's a sweat lodge.
751
00:35:30.904 --> 00:35:31.545
He covers up.
752
00:35:31.565 --> 00:35:34.787
He has a shaman that travels from New Mexico twice a year and does sessions.
753
00:35:35.263 --> 00:35:35.843
What?
754
00:35:36.083 --> 00:35:36.283
Yup.
755
00:35:36.583 --> 00:35:37.064
Wow.
756
00:35:37.084 --> 00:35:40.304
They do ayahuasca or some kind of paste or something.
757
00:35:40.344 --> 00:35:41.205
That's great.
758
00:35:42.025 --> 00:35:47.906
But they burn all the rocks out here and heat them up and then carry them in there and they cover it with their leather and whatnot.
759
00:35:48.526 --> 00:35:50.627
I'll show you their dystopian dining place too.
760
00:35:50.967 --> 00:35:52.367
Dystopian dining?
761
00:35:52.508 --> 00:35:54.188
That's how it was described to me when I came here.
762
00:35:57.165 --> 00:36:19.183
but yeah i call i talked to jim in the office told her we wanted to come somewhere between san antonio and houston and i was like hey just start looking anywhere down the 35 corridor for good shop space that we could run more than one location out of and we came across to this place to what like craigslist facebook what was he marketing i think she found it on a realtor's website and then when we called them they said oh you got to deal with the owner
763
00:36:20.764 --> 00:36:46.078
like they didn't want to deal with the property and we were like all right so then we called and then we showed up and it was an adventure wow is there a dining thing yeah yeah yeah this is it very interesting but yeah i mean it goes back probably about another 50 yards you can make it like a
764
00:36:49.608 --> 00:36:50.689
Yeah, there you have it.
765
00:36:50.889 --> 00:36:51.910
Dude, that's crazy.
766
00:36:51.930 --> 00:36:52.510
Let's go.
767
00:36:54.212 --> 00:36:56.374
I wish you would just sell me the whole property.
768
00:36:57.154 --> 00:36:58.015
What is this cost?
769
00:36:58.715 --> 00:37:02.398
Well, the neighbor right next door has roughly the same size parcel.
770
00:37:02.418 --> 00:37:05.801
He just passed away a few weeks ago, and it's listed for $580, I think.
771
00:37:06.402 --> 00:37:07.022
Similar size?
772
00:37:07.483 --> 00:37:12.687
Yeah, they tried to not have me find out about it because the landlord was super scared I'd steal his deal or something.
773
00:37:12.727 --> 00:37:17.591
But that guy left in his will that he's not allowed to buy it because he didn't like him that much.
774
00:37:18.435 --> 00:37:21.197
They've called about it, and the realtor said, I'm not allowed to sell it to you.
775
00:37:21.717 --> 00:37:22.118
What?
776
00:37:22.458 --> 00:37:25.200
So I told my landlord, I said, well, I can't steal the deal you can't have.
777
00:37:25.220 --> 00:37:26.781
That man said, over my dead body.
778
00:37:27.842 --> 00:37:28.182
Wow.
779
00:37:28.222 --> 00:37:38.570
He literally said something about he had a big geodome structure in his front yard, along with some other weird crap for like 15 years, and the whole neighborhood really does not like my landlord.
780
00:37:39.210 --> 00:37:41.752
So they put in his will that he cannot buy the land next door.
781
00:37:42.212 --> 00:37:42.513
What?
782
00:37:42.553 --> 00:37:42.913
That's crazy.
783
00:37:43.845 --> 00:37:44.385
But yeah.
784
00:37:44.585 --> 00:37:46.106
Just when you thought you had bad neighbors.
785
00:37:46.146 --> 00:37:48.306
Like, yeah, in my will, I don't want my...
786
00:37:48.446 --> 00:37:49.387
I'm going to buy it.
787
00:37:49.647 --> 00:37:54.608
Yeah, I have an automation set up to let me know if anything in this neighborhood comes for sale.
788
00:37:54.628 --> 00:38:00.030
Because I think even though it may not be deeded commercial, like, I could get away with it on these five-acre lands out here.
789
00:38:00.110 --> 00:38:00.870
We're doing it now.
790
00:38:00.950 --> 00:38:01.550
No one minds.
791
00:38:02.711 --> 00:38:04.211
If anything, we just mow the property.
792
00:38:04.271 --> 00:38:04.631
No one else.
793
00:38:04.671 --> 00:38:06.232
Hey, you'll be considered a good neighbor.
794
00:38:07.683 --> 00:38:08.544
Yeah.
795
00:38:09.525 --> 00:38:13.969
Yeah, I have videos of when we first got here, I can give you, of all the junk.
796
00:38:15.190 --> 00:38:16.291
But yeah, there's his beehives.
797
00:38:18.613 --> 00:38:20.095
Yeah, pollinators are a big deal.
798
00:38:20.715 --> 00:38:21.516
Wildflowers.
799
00:38:22.177 --> 00:38:27.261
We have the Lyndon B. Johnson, what's it called?
800
00:38:27.301 --> 00:38:28.663
Man, the president's wife.
801
00:38:28.703 --> 00:38:29.724
I can't think of her name.
802
00:38:30.805 --> 00:38:32.506
Her wildflower centers here in Austin.
803
00:38:32.947 --> 00:38:33.227
Okay.
804
00:38:35.385 --> 00:38:38.969
For the treatments of the chemical side, is it all sprayed or any granular?
805
00:38:39.129 --> 00:38:45.195
It's granular only for fertilizer and pre-emergent, and we spray only post-emergent.
806
00:38:45.395 --> 00:38:45.715
Got it.
807
00:38:46.016 --> 00:38:48.598
And then the mosquito thing is like some people ask that too then?
808
00:38:49.039 --> 00:38:55.445
Yeah, so the mosquitoes I didn't know anything about, but I started talking to our site one rep, and I was asking him about the mosquito programs.
809
00:38:55.905 --> 00:38:58.128
And then he kind of gave me some information.
810
00:38:58.188 --> 00:38:58.929
His name was Brad.
811
00:38:59.765 --> 00:39:02.446
I told him, I was like, well, how do I know that you know what you're talking about?
812
00:39:02.466 --> 00:39:03.767
Like, who do you represent?
813
00:39:03.827 --> 00:39:06.989
He was like, well, we represent a lot of the mosquito franchises in Austin.
814
00:39:07.009 --> 00:39:07.949
And I was like, give me names.
815
00:39:07.969 --> 00:39:10.190
And he was like, Mosquito Hunter, Mosquito Joe.
816
00:39:11.431 --> 00:39:12.391
He named four of them.
817
00:39:12.431 --> 00:39:13.332
And I was like, all right.
818
00:39:13.352 --> 00:39:15.333
And I was like, and they buy this exact product.
819
00:39:15.353 --> 00:39:17.054
And he was like, yeah, they use ProFlex.
820
00:39:17.094 --> 00:39:18.474
They use the IntiCare buckets.
821
00:39:18.494 --> 00:39:19.615
They use these sashes.
822
00:39:19.655 --> 00:39:20.996
They offer this misting system.
823
00:39:21.256 --> 00:39:21.436
Yeah.
824
00:39:21.696 --> 00:39:23.997
So I had him give me all the products they offer.
825
00:39:24.237 --> 00:39:25.458
And I got their programs.
826
00:39:25.618 --> 00:39:25.838
Yeah.
827
00:39:26.699 --> 00:39:29.240
And then I just took the best parts of each and made our own.
828
00:39:30.131 --> 00:39:32.752
When do they get bad here, mosquitoes?
829
00:39:33.232 --> 00:39:34.433
Oh, in the next week after the rain.
830
00:39:34.453 --> 00:39:34.653
Really?
831
00:39:34.793 --> 00:39:35.713
Give it a few days.
832
00:39:36.014 --> 00:39:36.374
Really?
833
00:39:36.394 --> 00:39:37.494
You won't be able to stand out here.
834
00:39:37.514 --> 00:39:37.994
Really?
835
00:39:38.635 --> 00:39:39.215
Even during the day?
836
00:39:39.295 --> 00:39:39.815
You can hear them.
837
00:39:40.355 --> 00:39:41.256
They're so big, you hear them.
838
00:39:43.176 --> 00:39:44.557
So like all summer long, then it's...
839
00:39:44.843 --> 00:39:46.744
Yeah, if it rains, any time it's warm.
840
00:39:47.265 --> 00:39:49.706
Oh, so, okay, okay, so it's not like a seasonal thing, it is year-round.
841
00:39:49.927 --> 00:39:50.987
Yeah, it's year-round.
842
00:39:51.067 --> 00:39:56.731
I would say when it's below, like, 45 degrees, which is like 90 days a year, we don't have mosquitoes.
843
00:39:56.871 --> 00:39:57.812
Got it, okay, well.
844
00:39:57.872 --> 00:40:00.834
Like, December through March 1st, you're mosquito-free.
845
00:40:01.074 --> 00:40:01.394
Really?
846
00:40:01.495 --> 00:40:02.735
Okay, okay.
847
00:40:02.755 --> 00:40:06.518
Yeah, but any time beyond that, if we get rain, then you're going to have one.
848
00:40:06.538 --> 00:40:10.581
And what does that usually, what does those treatments usually cost, like, for the customer?
849
00:40:10.601 --> 00:40:10.781
Yeah.
850
00:40:11.240 --> 00:40:13.301
I would say we do a monthly subscription.
851
00:40:13.421 --> 00:40:17.603
So an actual treatment probably cost us maybe $30 or less in material.
852
00:40:18.023 --> 00:40:21.685
The IntiCare buckets, we pay $10 or $11 for the bucket.
853
00:40:21.965 --> 00:40:22.225
Okay.
854
00:40:22.785 --> 00:40:27.247
And then I think it's $3 for a sash, which is the powder you dump in the bucket once a month.
855
00:40:27.907 --> 00:40:29.008
Oh, so you just go there...
856
00:40:29.649 --> 00:40:33.972
When the guys go to mow, they put water in the little bucket, dump the sash in there and put the lid on it.
857
00:40:34.253 --> 00:40:36.154
It's $30 a month if they want the buckets.
858
00:40:36.915 --> 00:40:42.779
The actual mosquito treatment, the ProFlex and where we mist the bushes, it's $40 a month.
859
00:40:42.799 --> 00:40:47.322
But it also covers fleas, ticks, cinch bugs, scorpions, spiders.
860
00:40:47.342 --> 00:40:50.365
Because the cross-check chemical, that's what it's labeled for.
861
00:40:50.585 --> 00:40:52.006
So we're like, hey, it does all this.
862
00:40:52.086 --> 00:40:53.227
But we do it for the mosquitoes.
863
00:40:53.247 --> 00:40:53.487
All right.
864
00:40:54.543 --> 00:40:57.606
And then there's ProFlex, which is you mist the mosquitoes with.
865
00:40:57.646 --> 00:40:58.627
It gets on the bushes.
866
00:40:59.187 --> 00:41:02.070
Basically, that gets on their skin when they contact.
867
00:41:02.130 --> 00:41:02.711
They fly.
868
00:41:02.731 --> 00:41:05.633
It gets on the other mosquitoes, so it stops the breeding cycle.
869
00:41:05.954 --> 00:41:08.376
So does the subscription kind of have you do all those things?
870
00:41:08.496 --> 00:41:11.699
Yeah, so we spray all the bushes as part of your standard treatment.
871
00:41:11.879 --> 00:41:14.622
And then if you want the Indicare buckets, that's an upsell.
872
00:41:15.400 --> 00:41:15.920
Got it.
873
00:41:16.001 --> 00:41:16.621
It's $30 a month?
874
00:41:16.801 --> 00:41:18.543
Yeah, well, it's per bucket.
875
00:41:19.123 --> 00:41:19.423
Oh, okay.
876
00:41:19.523 --> 00:41:20.524
Yeah, because we bring the bucket.
877
00:41:20.664 --> 00:41:21.565
We refill that bucket.
878
00:41:21.885 --> 00:41:23.667
Bucket covers 4,500 square feet.
879
00:41:23.687 --> 00:41:26.669
So most houses are one, but if they want to be extra, they'll put two.
880
00:41:26.930 --> 00:41:28.111
One in the front, one in the back.
881
00:41:28.911 --> 00:41:34.656
Yeah, but it's $30 a month per bucket, and they're the most effective, which is why they're the upsell, not the initial offer.
882
00:41:34.956 --> 00:41:35.257
Got it.
883
00:41:35.277 --> 00:41:35.777
That's cool.
884
00:41:36.237 --> 00:41:39.320
Yeah, the ProFlex works great, but the buckets are the cherry on top of it.
885
00:41:43.626 --> 00:41:44.766
Yeah, this is it.
886
00:41:44.926 --> 00:41:47.787
I think out of this location, we could do a million a year.
887
00:41:48.827 --> 00:41:51.028
This is in the running for our smallest location.
888
00:41:51.128 --> 00:41:55.749
Our Corpus shop is very well, land-wise is smaller, house-wise is close.
889
00:41:56.909 --> 00:41:58.370
And they'll do close to a million.
890
00:41:58.390 --> 00:42:00.430
They did over a million last year, but we cut projects.
891
00:42:03.851 --> 00:42:04.451
Corpus did?
892
00:42:05.951 --> 00:42:07.752
Corpus is the one like... Really?
893
00:42:07.992 --> 00:42:08.572
They'll rob you.
894
00:42:09.838 --> 00:42:12.440
Oh, that was the one with the... And you had all the cameras on it.
895
00:42:12.460 --> 00:42:14.141
That's the one with the 10-foot metal wall.
896
00:42:14.161 --> 00:42:15.342
Yeah, the dog.
897
00:42:17.843 --> 00:42:22.266
There's been eight break-ins on the road our Corpus shop is on in the last six weeks.
898
00:42:22.667 --> 00:42:24.248
What?
899
00:42:24.328 --> 00:42:26.009
13 catalytic converters stolen.
900
00:42:26.029 --> 00:42:29.091
The restaurant across the street broke into, and no one's touched our foot.
901
00:42:30.052 --> 00:42:35.595
It's been so bad, the landlord called me in January and asked me if I would like to buy it after he refused to sell it to me before.
902
00:42:36.096 --> 00:42:36.316
Really?
903
00:42:36.336 --> 00:42:36.496
Really?
904
00:42:36.951 --> 00:42:38.312
Yeah, three years ago, I didn't want to rent it.
905
00:42:38.332 --> 00:42:39.032
I wanted to buy it.
906
00:42:39.052 --> 00:42:39.573
He said no.
907
00:42:39.633 --> 00:42:40.834
And now he's like, are you still interested?
908
00:42:40.854 --> 00:42:42.154
Because no one else is.
909
00:42:43.735 --> 00:42:46.137
And I was like, yeah, it works for us.
910
00:42:46.157 --> 00:42:47.258
You think you're going to buy it?
911
00:42:47.498 --> 00:42:49.579
Yeah, I think I could probably get it for $70,000.
912
00:42:50.760 --> 00:42:53.582
It's literally an 8,000 square foot lot in the middle of town.
913
00:42:53.622 --> 00:42:54.222
Oh, yeah.
914
00:42:54.362 --> 00:42:57.124
It's got like a fallen down old barber shop, but it works.
915
00:42:57.944 --> 00:42:58.465
It has plumbing?
916
00:42:59.145 --> 00:42:59.345
Yeah.
917
00:42:59.385 --> 00:43:00.506
It has AC plumbing.
918
00:43:02.027 --> 00:43:02.487
Grand.
919
00:43:02.968 --> 00:43:06.350
Yeah, I mean, it's literally, it's not much bigger than this little front area.
920
00:43:06.931 --> 00:43:08.935
Yeah, it's really small, but it's...
921
00:43:09.035 --> 00:43:14.524
I could fit 10 ramp rack trucks, worst case scenario, stacked in that little land they pull out every day.
922
00:43:14.824 --> 00:43:15.866
Yeah, that's crazy.
923
00:43:15.886 --> 00:43:18.991
They don't got room to dump or any of that, but we... Who's running that one?
924
00:43:19.091 --> 00:43:19.432
Josh.
925
00:43:19.612 --> 00:43:20.053
It was Josh.
926
00:43:20.073 --> 00:43:20.494
Okay, cool.
927
00:43:20.674 --> 00:43:23.579
Yeah, Josh added the most customers last month out of all the locations.
928
00:43:23.639 --> 00:43:25.001
Wow.
929
00:43:25.241 --> 00:43:25.762
He's killing.
930
00:43:26.163 --> 00:43:26.564
That's good.