1 Customer Controls This $3M Landscape Business (Extreme Risk)

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No, there's not, I don't think there's a cash crunch.
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I mean.
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But we were negative $200,000 in operating costs for the year.
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And that was just like, what the ?
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Today we're in Louisiana visiting Scott and Kelly from Audemont Industries.
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They're like my sons and unlike his, and sometimes they don't like daddy.
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You lose some ass and you'll fit on the seat.
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You're not good at your role, making decisions, and you make everyone else frustrated when you're jumping in.
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They're on track for $3 million in revenue this year.
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I want them to be able to say, you know what, I make enough money.
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I can make as much money as I want.
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So I make over $1,000 a week, but that's not enough to grow in life.
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No, it's not.
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They do massive landscape installs, commercial lawn maintenance, and they also have a sod retail store.
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So we do a lot of Dior Horton stuff and a lot of DSLD stuff.
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It was like 10 acres of Bermuda sod and like 10,000 plants.
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It was huge.
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I don't want to build a $10 million business on the back of that because I saw too many of them go out of business too many times.
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But I do feel like there's a lack of trust between mid-level managers and the owner.
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You drop it, I'm picking it up.
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But hey, have I been on it?
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Have I been on it?
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In my mind, I thought it was supposed to be a four-month job.
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I did it like at two and a half.
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And I was like, dude, I killed it.
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And Scott's like, no, we were going to do it in two months.
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I was like, dude, that's not what you told me.
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The issue I'm seeing with Scott and Kelly is they can only see the good stuff.
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Look, we're humble.
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I had to do the digging to figure out the problems.
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We will never fix this website if internally we don't know who we're selling to and what are we selling them.
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This is the Business Turnaround Show.
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My name is Mike Andes.
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I'm the founder of Augusta Lawn Care and Homework Software.
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I travel the country fixing struggling businesses.
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Our goal is to give Scott and Kelly a strategy to turn around the company in the next six weeks.
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This is the most basic six-week plan I have ever created.
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You can do this probably within a day or two, okay?
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But if you do these things, I do believe in a couple months the business looks very different.
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This is Evander.
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He was actually the operations manager for the business.
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He's not the owner.
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He applied for the turnaround show.
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The owners don't know who I am.
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90% of our clientele is big HOA contracts and new construction work.
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We are the preferred contractor.
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for D.R.
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Horton and DSLD Homes.
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All right, so it sounds like they are gonna do like three million in revenue this year, but mostly commercial.
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And as soon as I hear like D.R.
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Horton, which is a national home builder, having contracts with them, I just know they're gonna be pinching every single penny and they're usually gonna be very low prices.
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And so he's identified that as the problem.
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We'll find out tomorrow if that's actually the issue.
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It's real quick.
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Usually we get here, I got four or five guys that are under the landscape side that I have a list of stuff.
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And we all have Jobber too, so they can see what they're doing on Jobber.
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We always have around 50 to 100 grand worth of past due invoices at any given time.
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But every morning, yeah, we have a little talk right before we get out and go do things.
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The lawn guys, they're doing the same thing every week.
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Last year in the third quarter, when I made that submission video, it was the day after we had a leadership meeting where they said we were $1.7 million in revenue at that point, but we were negative $200,000 in operating costs for the year.
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And that was just like, what the f***?
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Excuse my language.
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So this is the busted mower.
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So what exactly is broke?
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Is the knob on the front of the wait seat or...?
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My name is Scott Alford.
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I'm the founder and COO of Atomai Industries.
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Oh, that's where that seatbelt was too.
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Which one?
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So I saw there was a seatbelt in there on the- Yeah, I take them off.
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Hey, here are my bumps.
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How about you?
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You lose some ass and then you'll fit on the seat.
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I'm losing eyes, everybody.
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Okay, so it's this that goes into the seat, the bolt.
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My name is Alejandro Javel.
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My position here is supervise all the lawn and all the guys.
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So why don't we take bolt off, bolt off, swap a seat over.
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Yeah, this guy's so smart.
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I mean, anybody with a wrench can do that.
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Just pull the two bolts off, swap that seed over.
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And that's a short-term fix, I realize that.
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Sergio can make that decision when he gets there.
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If it's wet, just start cutting common areas and then go back to some of the pond banks.
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Not really, it's not a power struggle, but Scott, like the shop's here at his house.
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Sometimes he starts getting stressed about things and he like sticks his hands in and just tries to make changes.
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Complaints may start to add up.
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And right now we're just trying to get these properties cut, make sure we don't have a bunch of rough patches.
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Yeah, we need to order more blades.
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I have three boxes of blades in there, I thought.
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From the age of like 19 to 23, I worked for Scott when it was just him, his wife and his two kids.
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That was the company.
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My name is Kelly Alford and I am the founder and CEO of Atomaw Industries.
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I kind of outgrew what was going on here at that time.
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It used to be called Alford's, now it's called Atomaw.
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So I left and went to other landscape companies.
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I've worked for probably six or seven of the bigger companies in this state.
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I've worked for RCI, I've worked for Earthworks.
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He and I sat down and talked last summer around the same time we were talking with Matthew and I was like, OK, we were able to sort of place some things in the business opportunities open.
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And then Evander came back in.
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And so now we're looking at full fledged growth.
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Whoa!
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Good morning!
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How's it going?
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Scott, good to meet you.
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Nice to meet you.
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Kelly?
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Nice to meet you.
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Alex, great to meet you.
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And you do the lawn care side, right?
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Awesome.
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Heath-Ander.
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Heath-Ander?
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How you doing, bro?
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Matthew, great to meet you.
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And what was your department?
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Sales.
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So y'all just got it.
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First off, did anyone have no idea who I am?
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Like, okay, you did fantastic.
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Do you know kind of who I am?
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I watched the Top Dog Group in one of the two years.
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Okay, cool.
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That's not far from here.
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They're in Louisiana, right?
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Yeah, yeah.
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How far, that's like in, they're out in Tri-Streetport?
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I think so.
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Oh, that's a few hours.
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That's a few hours.
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They have, I see a trucker down here though, so they might have multiple locations now.
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Okay, okay.
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All right, well, if you don't know who I am, I understand why you're like, why is this 15 year old in here?
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So we have Augusta Long.
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We actually have a location not too far from here too.
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We have 200 locations around the U.S., Canada, and Australia.
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And so, yeah, we do this mostly to show other people how to run their business as well.
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Obviously, I don't charge for this.
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This is not like paid consulting.
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I don't get a dollar from this.
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But just to help, and then we document it so that other people can learn.
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It's funny because I've been telling them about this for a long time.
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I send them Mike's videos, and they're like, yeah, let's do it.
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And I don't think they've ever watched one all the way through.
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What led you to start that and start doing that?
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I ran my business for the first four years.
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We grew to about a million in revenue, just under a million.
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And then I got in a workplace accident, and I got caught in the PTO of a dump truck.
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And so in that time, I was working crazy hours, like 80 hours a week, not making any money, didn't have any systems in the business.
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I was literally on the hospital bed, like FaceTiming my crew to walk through the next job.
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I realized, fortunately, I was 21, 22 at the time.
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I was able to get through that time.
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But if I had a family or kids, I would have been bankrupt.
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And so I realized that so many other people were going through the same thing, but everyone just doesn't talk about it.
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And so partly why I bring the cameras is to show, first off, people are not alone if they're struggling.
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And that, secondly, there is a way out.
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Probably 70% to 80% of the people that we come out and do help with, they turn the business around and they succeed really, really well.
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Yeah, and that was really my question.
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What motivates you?
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You answered that.
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I appreciate that.
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Cool, well, this is the most people we've ever had coaching.
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Usually I'm talking about between people maybe.
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So I got myself an audience.
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Those are people.
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Matt, Alex, Evander, Kelly, and Scott.
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Okay, great.
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You're awesome.
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And you do sales, right?
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Yeah, so I run the side store, I do sales.
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I kind of take a lot of Scott's phone calls now that he's taking a little bit of his stuff.
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You know, kind of a little bit of everything.
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And when you say the side store, how much of the business is that retail division?
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I mean, we're hoping to do a million at the store this year.
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We're kind of on good weeks for the weather's good.
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We're averaging probably around 20,000, 25,000 sales.
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Okay, and what is that selling?
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Sod.
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Strictly sod.
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Pallet to grass.
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We have two different divisions.
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So we have a landscaping division, which is sod, installation, irrigation, drainage, everything that involves the landscape world outside of the lawn.
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And are you all wholesale or retail in that?
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Are you selling, are you?
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I try to go mostly after contractors.
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Wholesale.
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Because it's, you know, repeat business.
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But we are open to the public with a one pallet minimum.
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Okay.
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And, you know, we deliver.
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We have a truck with a donkey on the back that, you know, you can drop it for people and stuff.
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We literally do a truck aside every single day.
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So that's 22 pallets every single day.
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And we have so many houses that are side by side.
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So we send a whole truck, do one that has 10, one that has 12, whatever.
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So that's a constant thing.
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Do you all grow the side?
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Like, do you all?
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No.
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We work on the farm that's been in business for about 85 years.
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Got it.
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Got it.
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And they're just like, we'll ship you a whole ton of it, but you gotta figure out how to sell it.
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Well, we set it all up, basically.
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Organize it, schedule it.
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Because it's perishable.
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You got two days to get it down.
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So that's why it's a lot of back and forth.
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Each one of these neighborhoods has a different superintendent.
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And they all have houses that they're building and try to get closed and done.
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And they have final walks.
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They have all these things that they do before they sell the house.
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And he has had a house that we did the side on for two weeks now.
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but one side of it was not graded when we came to do the side so now he's about to close on the house tomorrow morning and it's not our fault it wasn't done he didn't have it graded and it's been raining for weeks probably four times during the meeting it's like man i have these people are coming in the morning i'm like patrick what do you want me to do so yeah now i'm gonna go pick this up i'm gonna go lay it it's gonna be a waste of gas a waste of time all the things and then go to pass pro after that so
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So I'm just here at my desk actually reviewing the footage.
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And I just want to say thank you to everyone that does allow us to come out for these turnaround shows.
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First and foremost, it is absolutely humbling.
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So big shout out to everyone that's ever been in the turnaround show.
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Over a hundred businesses that we've traveled to and done the turnaround show for.
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It's completely free for the owners and we don't pitch them or sell them anything.
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And it's all because of your support.
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So whether you're a member of HomeWorks, a member of Augusta Nation, you're inside the school community and home service boardroom, I just wanted to say thank you.
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And whether it be Atomaw Industries or another business doing over seven figures, I highly recommend if leadership is the constraint of your business, joining home service boardroom, I truly believe it's the recipe to be able to become the leader that is required to go from a million to $10 million.
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Okay, back to the episode.
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Last year we did around 2.2, 2.3 million in revenue.
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This year we're on target for around three.
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Is all of that new revenue from the retail side or has the retail side been growing?
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So the retail side has been growing.
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I would say this year we have added some new HOAs in the lawn account, the maintenance side of it.
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Right now about 100,000 this year on that side.
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00:11:52.681 --> 00:12:01.406
We've not gotten into our subdivision entrances yet this year, which will, last year was a big boost on a big project we did.
232
00:12:01.746 --> 00:12:05.628
Like that Tom and I job I talked about, that neighborhood community center, pool, all that thing.
233
00:12:06.808 --> 00:12:10.630
It was like 10 acres of Bermuda sod and like 10,000 plants.
234
00:12:10.690 --> 00:12:12.110
It was huge, huge job.
235
00:12:12.491 --> 00:12:15.952
And we have a few of those like in the pipeline that will happen.
236
00:12:16.232 --> 00:12:23.615
We've got five or six of them coming this year that will probably be a little bit larger than that big project last year total.
237
00:12:24.135 --> 00:12:29.617
And is that like someone like they did the whole development and they're like, hey, we just want someone to do the front really nice.
238
00:12:29.657 --> 00:12:30.518
So you've heard of D.R.
239
00:12:30.558 --> 00:12:30.778
Horton?
240
00:12:30.838 --> 00:12:31.458
Yes.
241
00:12:31.498 --> 00:12:34.820
80% of our revenue is everything we've done with Horton.
242
00:12:34.980 --> 00:12:35.800
So it's there.
243
00:12:36.060 --> 00:12:37.382
So we do a lot of D.R.
244
00:12:37.442 --> 00:12:39.805
Horton stuff and a lot of DSLD stuff.
245
00:12:40.045 --> 00:12:40.646
See what I'm saying?
246
00:12:40.666 --> 00:12:41.647
We kind of babysit Horton.
247
00:12:42.548 --> 00:12:43.930
Whatever they need, we make it happen.
248
00:12:44.470 --> 00:12:47.133
These are primarily going to be the local division of D.R.
249
00:12:47.173 --> 00:12:52.820
Horton, their entrance, the amenity centers, the pool houses, the
250
00:12:54.482 --> 00:12:57.985
pickleball courts have now become a big thing that they're putting into them.
251
00:12:58.165 --> 00:13:02.629
That's kind of a new service or department in that is like the service, the entrances.
252
00:13:03.350 --> 00:13:11.557
It's something we've piddled in for really a few years, but it's really something we are trying to expand moving forward.
253
00:13:11.677 --> 00:13:16.721
I don't think we even talked about like Kelly's in politics, like local politics, local government and stuff.
254
00:13:16.741 --> 00:13:20.545
She ran for like council or something last year for the parish, so they're like connected.
255
00:13:21.262 --> 00:13:31.840
So if you look at the current revenue, let's say this year it's three million, what's the kind of like percentage breakdown, do you think, in terms of maintenance, install, and then retail?
256
00:13:32.722 --> 00:13:34.305
So maintenance is,
257
00:13:35.292 --> 00:13:40.514
I think we're going to be somewhere around a million between the lawn landscape side of it.
258
00:13:40.594 --> 00:13:43.616
And that's what you manage?
259
00:13:43.636 --> 00:13:43.736
Yeah.
260
00:13:43.876 --> 00:13:48.798
The install side would probably be that 1.2 to 1.5 range.
261
00:13:48.978 --> 00:13:53.160
It's a pretty even distribution between three and that's basically each of your departments.
262
00:13:53.280 --> 00:13:58.042
Yeah, well, Matt's will be, so the goal this year is $1 million on the side.
263
00:13:58.082 --> 00:14:04.445
So, you know, we're talking three, but I think it's a possibility if the rain will stop some and give us a little break.
264
00:14:04.465 --> 00:14:06.046
It's raining for three weeks straight now.
265
00:14:06.947 --> 00:14:08.407
Then, you know, we could be 3-2 to 3-5.
266
00:14:10.645 --> 00:14:12.585
What were we break even last year?
267
00:14:12.746 --> 00:14:15.106
Like what was the kind of overall breakdown?
268
00:14:15.186 --> 00:14:23.408
So we realized back in, let's see, so it's 26, back in 24, we were not charging enough on some projects.
269
00:14:23.468 --> 00:14:27.349
We had had a consultant come in and they sort of helped us set a base.
270
00:14:27.729 --> 00:14:31.930
It was originally a sales thing if you were interested in selling your company.
271
00:14:31.950 --> 00:14:33.030
Yeah, mergers and acquisitions.
272
00:14:33.050 --> 00:14:39.232
Yeah, yeah, and we were not at that, well, I was sort of at a point I was really in a,
273
00:14:39.892 --> 00:14:40.873
In a place in life.
274
00:14:41.013 --> 00:14:43.175
Yeah, I was in a place in life I was really frustrated.
275
00:14:43.415 --> 00:14:43.656
Yeah.
276
00:14:44.056 --> 00:14:46.838
And we weren't really sure what direction to go.
277
00:14:47.439 --> 00:14:55.486
With Evander coming in last year, with a couple of the big projects, that's really, we made a good bump in profitability last year.
278
00:14:56.007 --> 00:14:59.370
I feel like we can make a bigger bump this year in the profitability side.
279
00:14:59.470 --> 00:15:02.092
Our number one problem is leads.
280
00:15:02.393 --> 00:15:05.375
We did the brand change and in the brand change,
281
00:15:06.236 --> 00:15:09.039
websites, whatever we're doing.
282
00:15:09.119 --> 00:15:09.759
It's solved momentum.
283
00:15:09.779 --> 00:15:11.581
Yeah, it's broke down on the side of the highway.
284
00:15:12.682 --> 00:15:16.445
And a few guys have been able to get hitchhiked down the road, but that's really about it.
285
00:15:16.505 --> 00:15:17.846
It's a pretty good analogy for it.
286
00:15:18.847 --> 00:15:22.129
And when did that brand change happen?
287
00:15:22.250 --> 00:15:23.010
February of 25.
288
00:15:23.050 --> 00:15:30.536
Yeah, so we made a name change almost two, well, a year and a half ago, from Alford's Landscaping to Atomai Industries.
289
00:15:30.837 --> 00:15:33.319
In my brain, every time I heard it, it was edamame.
290
00:15:34.530 --> 00:15:36.811
So, Adamah was tough to say.
291
00:15:36.951 --> 00:15:38.571
Adamah is a Hebrew word for ground.
292
00:15:39.532 --> 00:15:42.013
And it is the feminine word for Adam.
293
00:15:42.513 --> 00:15:48.535
So, through a journey, through a spiritual journey, it was, it literally,
294
00:15:49.509 --> 00:15:51.991
They're serving a commercial client, though, so it's not as important.
295
00:15:52.211 --> 00:16:00.096
Now, the house on the logo is a problem, but the name, I can roll with it because commercial, when you're selling B2B, is different in terms of being able to say it.
296
00:16:00.176 --> 00:16:02.937
Like, our motto is bringing life to your ground.
297
00:16:03.558 --> 00:16:13.124
And whether, so we have a sod store, whether it's that process, selling sod or landscape, we're planting seeds, and so it's a sowing and a reaping principle.
298
00:16:13.404 --> 00:16:15.405
Like, I couldn't say the name of the business.
299
00:16:15.865 --> 00:16:17.026
I feel like that's a problem.
300
00:16:17.326 --> 00:16:18.267
Well, I'll just start on this.
301
00:16:18.307 --> 00:16:23.270
So for those of you who haven't seen this, this is basically four reasons why a business will stop growing.
302
00:16:23.290 --> 00:16:29.074
Either lack of liquidity, money, lack of leads, which we kind of talked about already, a lack of labor, or a lack of leadership.
303
00:16:29.394 --> 00:16:36.359
And so we'll kind of go through some of the areas of opportunity for each of these, and then we'll figure out, like, what are the ones we're actually going to focus on and attack.
304
00:16:36.499 --> 00:16:37.900
So I'll just start at the top.
305
00:16:37.920 --> 00:16:41.042
So from a liquidity perspective, is there a cash crunch?
306
00:16:41.263 --> 00:16:43.064
I was looking at the balance sheet, et cetera.
307
00:16:43.504 --> 00:16:45.766
Is there a cash crunch right now, or is it like, we're okay?
308
00:16:45.786 --> 00:16:45.906
Yeah.
309
00:16:46.438 --> 00:16:48.361
No, I don't think there's a cash crunch.
310
00:16:48.401 --> 00:16:51.446
I mean, we've got 55 grand in a savings account.
311
00:16:52.066 --> 00:16:56.253
I've got two trucks that are basically sitting here every day, two trucks and trailers.
312
00:16:56.593 --> 00:16:58.175
I don't think we have any issues there.
313
00:16:58.756 --> 00:17:01.440
Okay, there's no massive debt that I didn't see or anything like that.
314
00:17:01.480 --> 00:17:01.941
Okay, cool.
315
00:17:02.001 --> 00:17:02.862
Just want to make sure we're clear.
316
00:17:03.022 --> 00:17:04.504
No, that's one of the things.
317
00:17:04.845 --> 00:17:07.148
I've been a tightwad all my life that's tried to pay.
318
00:17:07.268 --> 00:17:10.052
So when we make extra money, I'm like a squirrel.
319
00:17:10.132 --> 00:17:11.754
I was just, we just, we pay.
320
00:17:11.774 --> 00:17:16.340
Speaking of, when we built our house, literally, there was no wasted materials.
321
00:17:16.600 --> 00:17:19.844
It was literally down to the number.
322
00:17:20.580 --> 00:17:21.280
Okay, all right, cool.
323
00:17:21.321 --> 00:17:24.102
So we got 55K cash.
324
00:17:24.563 --> 00:17:26.504
Are you taking a salary from the business right now?
325
00:17:26.744 --> 00:17:26.904
Yes.
326
00:17:27.084 --> 00:17:27.625
Yes, perfect.
327
00:17:27.645 --> 00:17:29.506
And that's accounted for inside of that.
328
00:17:29.566 --> 00:17:29.886
Yes, right.
329
00:17:29.906 --> 00:17:33.389
All right, well, hey, if you're comfortable with 55K cash, I'm fine with it.
330
00:17:34.102 --> 00:17:36.663
I see that as like low for a $3 million business.
331
00:17:36.703 --> 00:17:37.823
I know, but I want to grow it.
332
00:17:38.123 --> 00:17:38.383
Yes.
333
00:17:38.863 --> 00:17:39.644
I agree with you.
334
00:17:39.664 --> 00:17:42.965
So we back up and we were low.
335
00:17:43.425 --> 00:17:48.306
I mean, you go through last year and we were a hundred grand in debt.
336
00:17:48.746 --> 00:17:52.287
So we paid about 80,000 plus off last year.
337
00:17:52.687 --> 00:17:54.308
The job was called Tom and Odd.
338
00:17:54.328 --> 00:17:55.488
That's the name of the subdivision.
339
00:17:55.608 --> 00:18:01.910
And after everything was said and done, I think we were like 80 grand, just straight profit for that job, right?
340
00:18:02.110 --> 00:18:06.193
They were going to use that to clear their credit cards or whatever.
341
00:18:06.473 --> 00:18:08.014
They said they were going to clear their debt with that.
342
00:18:08.234 --> 00:18:17.461
I can't quite put my finger on it, but I feel like there's conversations or things that have happened that's not being said to me inside this coaching.
343
00:18:17.501 --> 00:18:19.562
In my mind, I thought it was supposed to be a four-month job.
344
00:18:19.582 --> 00:18:20.783
I did it like at two and a half.
345
00:18:20.803 --> 00:18:22.184
And I was like, dude, I f***ing killed it.
346
00:18:22.204 --> 00:18:23.825
And Scott's like, no, we were going to do it in two months.
347
00:18:23.845 --> 00:18:24.926
I was like, dude, that's not what you told me.
348
00:18:24.946 --> 00:18:26.267
You told me this was like a four-month job.
349
00:18:26.567 --> 00:18:35.950
I don't know if there's been hard feelings, if stuff has been said, but it's not coming out on camera, but I do feel like there's a lack of trust between mid-level managers and the owner.
350
00:18:36.110 --> 00:18:42.192
I'm supposed to get a bonus quarterly, quarterly and on every job over $20,000.
351
00:18:43.012 --> 00:18:44.152
I want to say that's the thing.
352
00:18:44.592 --> 00:18:47.193
And we do quite a few of those, like very often.
353
00:18:47.473 --> 00:18:53.195
All the time we talk about how I want to give y'all bonuses, this, that, this, but it's just like, okay, so...
354
00:18:54.189 --> 00:18:55.430
How do we make that happen?
355
00:18:55.450 --> 00:18:56.431
What are we trying to even get to?
356
00:18:56.451 --> 00:18:57.712
Are we trying to build a $10 million business?
357
00:18:57.732 --> 00:18:58.913
Are we trying to build a $5 million business?
358
00:18:59.113 --> 00:19:00.975
Are we trying to build a business that runs without you?
359
00:19:00.995 --> 00:19:02.696
Like, I just need to know what's the finish line.
360
00:19:02.736 --> 00:19:03.957
I'll work towards whatever your goal is.
361
00:19:03.977 --> 00:19:04.998
I'm not trying to tell you how to run.
362
00:19:05.018 --> 00:19:06.259
I think all three of what you mentioned.
363
00:19:06.660 --> 00:19:06.960
Okay.
364
00:19:07.040 --> 00:19:08.361
Get to $5 million.
365
00:19:08.421 --> 00:19:09.542
Get to $10 million.
366
00:19:10.103 --> 00:19:12.384
Run a business without us having to be on site.
367
00:19:12.405 --> 00:19:15.287
We've got three men here that are extremely capable.
368
00:19:15.727 --> 00:19:20.353
Our real long-term goal is to see them handling divisions of the company.
369
00:19:20.513 --> 00:19:23.116
I want them to be able to say, you know what, I make enough money.
370
00:19:23.256 --> 00:19:25.478
I can make as much money as I want.
371
00:19:26.039 --> 00:19:29.462
Your growth will make the space for the company growth.
372
00:19:29.543 --> 00:19:31.405
It's going to make the growth for you financially.
373
00:19:31.425 --> 00:19:33.167
It's going to make the growth for you personally.
374
00:19:33.347 --> 00:19:36.831
Alex and I have had this conversation and me and Evander also where
375
00:19:37.351 --> 00:19:40.893
the external grows and the internal can't handle it, then it's going to overwhelm you.
376
00:19:40.913 --> 00:19:43.955
If the internal grows, then the external is going to grow naturally.
377
00:19:44.055 --> 00:19:47.977
And that goes back to that atom, the seed, the ground, and the personal life.
378
00:19:49.218 --> 00:19:49.438
All right.
379
00:19:49.518 --> 00:19:51.800
And what's holding us back from your perspective from getting there?
380
00:19:51.820 --> 00:19:52.540
Is it circling?
381
00:19:52.580 --> 00:19:53.561
We just need more leads.
382
00:19:54.802 --> 00:19:56.403
Leads are a big portion of it.
383
00:19:56.983 --> 00:20:00.846
I think we've got leadership pretty well in every area.
384
00:20:00.926 --> 00:20:05.128
Evander's got a couple of guys under him that we could expand divisions with.
385
00:20:05.669 --> 00:20:07.090
Same way with Alex.
386
00:20:07.790 --> 00:20:10.532
We do need one or two employees right now to fill some spots.
387
00:20:12.353 --> 00:20:18.061
But that's, you run through in this industry, attrition, it comes and goes.
388
00:20:18.101 --> 00:20:22.586
I mean, I left to go to Oregon three and a half weeks ago and we had every spot filled.
389
00:20:22.626 --> 00:20:26.952
We had a bunch of guys quit and we had some transitions there, so.
390
00:20:28.794 --> 00:20:31.735
you know, the, did I answer that question or did I chase a rabbit?
391
00:20:33.896 --> 00:20:39.038
What's funny is like, I can look at each of my businesses and see a hundred problems, gaping issues that we need to fix.
392
00:20:39.438 --> 00:20:43.640
And I think the issue I'm seeing with Scott and Kelly is they can only see the good stuff.
393
00:20:43.860 --> 00:20:46.541
I had to do the digging to figure out the problems.
394
00:20:46.821 --> 00:20:49.142
There was never even an admission of anything going wrong.
395
00:20:49.282 --> 00:20:50.743
I had to go find those things.
396
00:20:51.283 --> 00:20:59.719
From your all's perspective, out in operations, getting the work done, what are the current holes now that you see preventing that from happening?
397
00:21:00.462 --> 00:21:03.544
So I mean, if I'll speak on it, like you just said, we have two sitting trucks.
398
00:21:03.905 --> 00:21:07.407
Two skid steers and two trucks that are just available.
399
00:21:07.428 --> 00:21:11.010
I mean, if that's three times what I'm doing, that's three times the right there.
400
00:21:11.030 --> 00:21:12.291
That's three times what we're making.
401
00:21:12.331 --> 00:21:13.813
I mean, that's big, that's huge.
402
00:21:14.053 --> 00:21:21.018
See, those trucks could be operating every day right now, but they're not because of the lack of work that's in the pipeline.
403
00:21:21.058 --> 00:21:21.699
You see what I'm saying?
404
00:21:21.739 --> 00:21:23.981
And like, I do all the scheduling on the landscape side now.
405
00:21:24.001 --> 00:21:25.642
Like that's been the goal since day one,
406
00:21:25.942 --> 00:21:26.983
That's what I wanted to do.
407
00:21:27.103 --> 00:21:37.470
I thought when I was coming here to be operations manager, that I was going to be able to oversee, schedule out, and also sell and like not have to be in the field every day, right?
408
00:21:37.790 --> 00:21:39.631
I'm in the field every day right now.
409
00:21:39.651 --> 00:21:46.295
I've tried to take what I've learned from you to other businesses, and we implemented budgeted hours to all that stuff.
410
00:21:46.495 --> 00:21:48.157
We implemented at the company I was at before.
411
00:21:48.237 --> 00:21:49.097
At Evergreen, we had a .
412
00:21:51.279 --> 00:21:52.260
An actual P&L.
413
00:21:52.460 --> 00:21:59.565
It's like, here's this, here's this, here's this, here's this, and you know, everything was highlighted, you know, and you could see it all.
414
00:22:00.005 --> 00:22:02.447
Materials, like this, this, this.
415
00:22:02.707 --> 00:22:04.349
Like even at Evergreen, we did door hangers.
416
00:22:04.409 --> 00:22:04.909
We did all that.
417
00:22:04.949 --> 00:22:06.950
We did a crap ton of door.
418
00:22:06.970 --> 00:22:20.360
I'm talking about, we were paying, like on my weekdays or whatever, I'd pay my little brother, whatever the case, we were paying guys $10 an hour, you know, just around just to go, and we had them on the little app where we'd track them, and they put out tens of thousands of door hangers.
419
00:22:20.580 --> 00:22:22.101
I'm assuming they were residential though.
420
00:22:22.262 --> 00:22:23.403
Yeah, but exactly that.
421
00:22:23.483 --> 00:22:24.003
That's the thing.
422
00:22:24.744 --> 00:22:34.193
And that our wheelhouse is HOA commercial that, but it's also like, I know that's our, that's what we do, but we can also- Landscaping is residential as well.
423
00:22:34.393 --> 00:22:35.594
We are open to that.
424
00:22:35.694 --> 00:22:36.595
That part of it, so.
425
00:22:36.995 --> 00:22:43.258
I've tried to pitch the tree and shrub pruning, the fertilization weed control, because we did all that at Evergreen.
426
00:22:43.278 --> 00:22:47.561
At Evergreen we had like seven services they called, and then there was like the big three.
427
00:22:48.061 --> 00:22:55.345
I would love to have a guy that we train where he goes and gets his arborist license.
428
00:22:55.945 --> 00:22:57.968
Maybe we don't go into full trees.
429
00:22:58.489 --> 00:23:05.538
We did the job for Kathy Preston, we had palm trees, and I brought an arborist in and paid an arborist 800 bucks.
430
00:23:05.998 --> 00:23:12.908
You know, those are things that if we had a guy that worked through the knowledge, there's opportunities there for sure.
431
00:23:13.348 --> 00:23:17.730
Yeah, I think in my opinion, our ideal customer for this company is like Bass Pro.
432
00:23:18.310 --> 00:23:18.810
You know what I mean?
433
00:23:19.551 --> 00:23:23.292
Having that big account where it's a big long account, you know, only collecting that one big check.
434
00:23:23.953 --> 00:23:26.734
And I think that's where Scott's really been good at with focusing on that stuff.
435
00:23:27.034 --> 00:23:33.197
I think on the residential stuff, our ideal customer is somewhere, you know, a half a million dollar house that wants like about a $12,000 install.
436
00:23:33.537 --> 00:23:37.619
You know, somewhere around there to where we can send those guys out for a day, they get it all done.
437
00:23:38.039 --> 00:23:44.181
and then they're done, it kind of just creates a little bit of a scheduling nightmare whenever you start trying to do everything.
438
00:23:44.561 --> 00:23:46.361
We have $2 million locked in in accounts.
439
00:23:46.841 --> 00:23:48.842
So we're gonna do $2 million no matter what.
440
00:23:48.922 --> 00:23:51.883
When you say accounts, are you talking about maintenance or installations?
441
00:23:51.903 --> 00:23:52.783
Like jobs or social?
442
00:23:52.803 --> 00:23:59.185
Well, maintenance basically is because... Well, and installations because we are locked in to do those houses for Horton.
443
00:23:59.205 --> 00:23:59.745
Contract.
444
00:23:59.805 --> 00:24:00.505
Solid contracts.
445
00:24:00.565 --> 00:24:02.426
So some of these neighborhoods are gonna be 900 houses.
446
00:24:02.686 --> 00:24:02.826
Yeah.
447
00:24:02.906 --> 00:24:04.406
So that's work for the next 10 years.
448
00:24:04.466 --> 00:24:04.646
Right.
449
00:24:04.786 --> 00:24:05.347
You know what I mean?
450
00:24:05.387 --> 00:24:05.987
So it's like...
451
00:24:06.957 --> 00:24:13.301
We have a good opportunity to expand right now on other stuff, but we also have did a really good job building like a very solid base.
452
00:24:13.321 --> 00:24:20.144
Throughout the first half of this coaching, I was just listening to all these different perspectives and angles because I was trying to find like, what is the problem here?
453
00:24:20.304 --> 00:24:21.685
What can we actually attack?
454
00:24:21.705 --> 00:24:26.708
We can always keep adding more services, but we have to get clear on like, who's our ideal customer profile?
455
00:24:27.288 --> 00:24:29.149
And then how are we going to grow this business?
456
00:24:29.329 --> 00:24:33.892
They don't really truly know the goal of the organization or the problem they're trying to solve or the mission.
457
00:24:34.032 --> 00:24:36.414
Because contractors specifically will pull you in 100 different directions.
458
00:24:36.434 --> 00:24:38.075
They just keep wanting to do more stuff than them.
459
00:24:38.115 --> 00:24:38.335
Yes.
460
00:24:38.715 --> 00:24:41.397
And so we have to build the business what serves us.
461
00:24:41.697 --> 00:24:46.320
That lack of direction and that lack of focus is what's causing them to be scattered.
462
00:24:46.460 --> 00:24:47.941
And so we have to get clear on that.
463
00:24:47.981 --> 00:24:52.925
Otherwise, we're just like throwing like, you know, stuff against the wall and be like, we'll see who calls us.
464
00:24:53.765 --> 00:24:55.687
And that's pretty well what we've been doing.
465
00:24:55.707 --> 00:24:58.669
That was a great way to put those stuff against the wall to see who calls.
466
00:24:58.829 --> 00:24:59.169
Yes.
467
00:24:59.669 --> 00:25:00.630
And nobody's called.
468
00:25:00.770 --> 00:25:04.193
And so we have to understand, well, we can solve the leads problem.
469
00:25:04.273 --> 00:25:06.374
I can tell you right now the thing is to solve the leads problem.
470
00:25:06.714 --> 00:25:09.416
I don't really care about the leads problem because we can fix it.
471
00:25:09.656 --> 00:25:10.717
What leads do you want?
472
00:25:10.897 --> 00:25:13.159
I have yet to hear what leads do we want?
473
00:25:13.219 --> 00:25:14.460
Do we want more DR Hortons?
474
00:25:15.020 --> 00:25:18.342
Do we want residential customers that want a $5,000 install?
475
00:25:18.722 --> 00:25:20.023
Do we want more maintenance?
476
00:25:20.543 --> 00:25:24.086
Do we want to be able to install and then sell the maintenance package?
477
00:25:24.526 --> 00:25:25.887
Who's our ideal customer profile?
478
00:25:25.907 --> 00:25:27.188
Because that determines what leads we get.
479
00:25:27.588 --> 00:25:30.670
I can dump leads on you tomorrow by solving a few things on your website.
480
00:25:31.390 --> 00:25:35.713
I think, can we, let me ask a question.
481
00:25:35.833 --> 00:25:36.553
One second, sorry.
482
00:25:36.593 --> 00:25:37.854
I want to hear what you say.
483
00:25:37.994 --> 00:25:38.794
Go ahead.
484
00:25:38.814 --> 00:25:50.181
I think we want some of all the things that you said, that we want like more, more jobs worth $2,000, $5,000 and more grass cuts, more installs.
485
00:25:54.683 --> 00:25:58.325
And I think that will make all the company's fans a little bit more.
486
00:25:58.625 --> 00:26:07.209
I was really, really nervous when they told me Mr. Mike was coming, because you know, my English is not really, really good.
487
00:26:08.129 --> 00:26:21.215
And trying to explain, you know, my weaknesses in the company, and trying to hear and understand completely, you know, what can I change and what can I do better?
488
00:26:21.731 --> 00:26:26.534
I think the two departments on your end are the ones that's really interesting because it's more recession resistant.
489
00:26:27.115 --> 00:26:32.178
The building construction and the installs is basically an avenue to get them on the maintenance.
490
00:26:32.578 --> 00:26:35.160
Or sell them more solid or build the connections with the contractors.
491
00:26:35.460 --> 00:26:40.543
And we can take advantage of the boom and bust cycle of building custom houses, DR. Like D.O.
492
00:26:40.563 --> 00:26:45.086
Horton, if something changes in the economy, in six months they can change.
493
00:26:45.106 --> 00:26:47.628
Like your 10-year backlog can be gone.
494
00:26:47.648 --> 00:26:47.928
Sure.
495
00:26:48.128 --> 00:26:48.729
They just change.
496
00:26:49.249 --> 00:26:53.673
And so I don't want to build a $10 million business on the back of that because I saw too many of them go out of business.
497
00:26:53.773 --> 00:26:53.973
Sure.
498
00:26:54.113 --> 00:26:54.594
Too many times.
499
00:26:55.234 --> 00:26:57.496
I think, though, that it is a great way to make money.
500
00:26:57.516 --> 00:27:04.662
It is a great way to then create connections that then sell the maintenance and create goodwill for people to go buy more solid from us.
501
00:27:05.523 --> 00:27:06.964
That's the interesting model to me.
502
00:27:07.545 --> 00:27:12.069
And I think if we're going to go after residential, I would literally say you have to create a new brand.
503
00:27:12.229 --> 00:27:14.671
Because it doesn't look like a residential business right now.
504
00:27:14.891 --> 00:27:17.553
That's why you're not getting a bunch of leads like homeowners, like, Hey, can you come?
505
00:27:17.853 --> 00:27:19.054
I've never heard of you guys before, really.
506
00:27:19.074 --> 00:27:23.018
I just saw your trucks and I want a $2,000 little bed installed.
507
00:27:23.038 --> 00:27:25.720
You're not getting those because you're not speaking to that customer.
508
00:27:25.760 --> 00:27:27.301
And if you want to go that way, that's fine.
509
00:27:27.542 --> 00:27:30.344
It's just going to look like a very different business than what you're building right now.
510
00:27:30.688 --> 00:27:46.551
If the founder doesn't know the direction or the mission or where we're going, how can we expect anyone else that's following them to ever have clarity in terms of their role, what they should be doing, who they should be serving, what services we should be doing, what marketing channel, because we don't have any clarity or direction.
511
00:27:46.711 --> 00:27:49.232
And so I'm not saying what kind of business you should build.
512
00:27:49.252 --> 00:27:56.193
I'm saying we need clarity, because otherwise, I have heard everything from tree pruning and arborist
513
00:27:56.813 --> 00:27:59.515
to massive contract work with D.R.
514
00:27:59.735 --> 00:28:02.456
Horton, to mowing someone's lawn.
515
00:28:02.616 --> 00:28:05.438
He came in, he explained a lot of the stuff we was doing wrong.
516
00:28:05.478 --> 00:28:12.381
We was focusing in too much things at once, and that's been, I think, an issue for years.
517
00:28:12.581 --> 00:28:16.683
So I think clarity is important because, like, right now, when you get to your website... Yeah, I'll pull it up.
518
00:28:18.744 --> 00:28:19.485
Here's what it looks like.
519
00:28:20.317 --> 00:28:22.579
I hadn't even looked at it, I had not.
520
00:28:22.599 --> 00:28:23.559
That is a problem.
521
00:28:23.579 --> 00:28:25.380
That is a problem.
522
00:28:25.841 --> 00:28:27.082
Okay, so here's the thing.
523
00:28:28.102 --> 00:28:29.443
I can't even see your logo.
524
00:28:30.904 --> 00:28:31.484
It's cut off.
525
00:28:32.105 --> 00:28:33.086
Me neither, but I'm blind.
526
00:28:33.106 --> 00:28:34.707
See, most people aren't on a desktop.
527
00:28:34.727 --> 00:28:37.448
They're on their phone when they're- Here's the other thing, here's the other thing, okay.
528
00:28:37.468 --> 00:28:39.550
All right, I'm just gonna, I got to this page, okay?
529
00:28:40.106 --> 00:28:42.587
Grounded in excellence, creating beautiful results.
530
00:28:42.947 --> 00:28:44.048
Automa Industries.
531
00:28:44.708 --> 00:28:45.648
I don't know what you guys do.
532
00:28:46.409 --> 00:28:47.609
I don't know where you serve.
533
00:28:48.470 --> 00:28:56.573
I have to read the next three paragraphs of sentences, of text, and then down below that, there's six more paragraphs of text.
534
00:28:56.873 --> 00:28:58.194
And below that, there's,
535
00:28:59.360 --> 00:29:02.283
Pictures of Cabela's, oh no, sorry, Bass Pro.
536
00:29:02.723 --> 00:29:04.785
Like, I don't know what you do.
537
00:29:05.145 --> 00:29:12.772
The only two things a customer wants to know in the first five seconds of getting your website is do they serve my area and they do the services that I have a problem with?
538
00:29:13.233 --> 00:29:16.495
And if that's not clear in five seconds, they're leaving your website.
539
00:29:16.616 --> 00:29:24.363
It doesn't matter if you're doing B2B, business to business and going after property managers and contractors, or if you're going after Ms. Smith as a residential customer.
540
00:29:25.003 --> 00:29:27.324
they're still finding you ultimately online.
541
00:29:27.524 --> 00:29:30.205
No one knows about you until they have a problem with their lawn care landscaping.
542
00:29:31.126 --> 00:29:36.448
And so I need to make sure that when they have that problem, they show up to this website, I am the first person they think of for the solution.
543
00:29:36.908 --> 00:29:41.490
And right now I need to read about five minutes of text to understand what we did.
544
00:29:41.510 --> 00:29:42.491
Which nobody's gonna read that.
545
00:29:42.931 --> 00:29:46.592
No, like I get to the website, I'm serving, like what's this township called?
546
00:29:47.293 --> 00:29:48.954
Denham Springs, Livingston Parish.
547
00:29:49.214 --> 00:29:51.715
Right, Livingston Parish, we do sod,
548
00:29:52.535 --> 00:29:53.536
Retail, you can buy it.
549
00:29:53.676 --> 00:29:54.137
Here's a link.
550
00:29:54.677 --> 00:29:59.802
We install for large commercial projects and new builds.
551
00:30:00.382 --> 00:30:03.365
And we maintain properties that are commercial.
552
00:30:04.206 --> 00:30:09.611
And then those three link into, okay, they're interested in maintenance because they're a property manager for a big Cabela's.
553
00:30:10.011 --> 00:30:12.073
They're going in there and seeing the services that you offer.
554
00:30:12.353 --> 00:30:14.235
They're booking a link with an estimator.
555
00:30:14.755 --> 00:30:18.457
Even if they got a referral, they're searching you up online and they're looking at your website.
556
00:30:18.838 --> 00:30:27.403
And if that website is hard to navigate, doesn't look good on a mobile device, I can't see your logo, I can't understand if you serve my area or if you do my services, we're never going to get leads.
557
00:30:27.943 --> 00:30:33.206
So the lowest hanging fruit is just make sure that when people show up at your website, they know what you do and they know if you serve their area.
558
00:30:33.607 --> 00:30:38.290
If you do those two things and make it easy for them to get an estimate or sign up,
559
00:30:39.030 --> 00:30:41.031
you will probably get more estimates accepted.
560
00:30:41.371 --> 00:30:49.195
Right, that's just from the website perspective, but we will never fix this website if internally we don't know who are we selling to and what are we selling them.
561
00:30:52.217 --> 00:30:52.777
That's a good point.
562
00:30:52.797 --> 00:30:53.178
No, so...
563
00:30:54.638 --> 00:30:56.279
So...
564
00:30:56.319 --> 00:31:01.262
Thank you for pulling the shades up and saying, hey, look, that's direct, yeah.
565
00:31:01.749 --> 00:31:05.732
I feel like out of my side, in a way, it's like a logistics company kind of.
566
00:31:05.752 --> 00:31:05.892
Yeah.
567
00:31:06.212 --> 00:31:08.514
You know, I'm dealing with truck drivers and everything like that.
568
00:31:08.574 --> 00:31:17.441
So, you know, not to put another business in there, but we actually talked about getting a brokerage license because I've got like six... We've got like six flatbeds empty.
569
00:31:17.461 --> 00:31:18.721
We should sell insurance.
570
00:31:18.762 --> 00:31:21.644
Maybe we should do a little... We have so many trees.
571
00:31:21.904 --> 00:31:23.125
It's our nursery.
572
00:31:23.165 --> 00:31:24.366
Don't you think we should do a nursery?
573
00:31:24.506 --> 00:31:25.947
We're all the nurses.
574
00:31:26.187 --> 00:31:27.308
Oh, damn it.
575
00:31:27.528 --> 00:31:29.950
Anything that I know, specifically these three things we have to cut.
576
00:31:30.290 --> 00:31:30.450
Yeah.
577
00:31:31.461 --> 00:31:32.202
Like, my goodness.
578
00:31:32.462 --> 00:31:35.383
Honestly, the Sod is a completely different business.
579
00:31:35.864 --> 00:31:36.164
It is.
580
00:31:36.324 --> 00:31:37.105
It absolutely is.
581
00:31:37.205 --> 00:31:39.946
So I'm going to – I recommend making a whole new website for us.
582
00:31:39.966 --> 00:31:40.146
Yes.
583
00:31:40.947 --> 00:31:41.227
All right.
584
00:31:41.267 --> 00:31:45.950
So it's going to go on there as adamasod.com.
585
00:31:46.770 --> 00:31:47.711
It's going to look totally different.
586
00:31:47.731 --> 00:31:48.271
They're going to get there.
587
00:31:48.291 --> 00:31:48.992
You're going to see Sod.
588
00:31:49.012 --> 00:31:51.113
They're going to see installation of Sod.
589
00:31:51.553 --> 00:31:54.815
Like, it's going to say we serve this county, which is probably a larger area.
590
00:31:54.835 --> 00:31:55.696
It is, yeah, yeah.
591
00:31:56.115 --> 00:32:00.818
This county, this city, whatever, and we supply sign, delivery.
592
00:32:00.938 --> 00:32:02.879
Like, it should be like, I get there, I think, saw it.
593
00:32:03.179 --> 00:32:04.120
This is what I'm here for.
594
00:32:04.240 --> 00:32:13.005
And then on the Atoma Industries, it's like serving contractors since XYZ for installation and maintenance.
595
00:32:14.135 --> 00:32:16.616
Now I know what you do, who you serve and what you do.
596
00:32:16.997 --> 00:32:23.940
The challenging part, the reason I think we have to split the website is because who you serve on maintenance and install is completely different than who you serve.
597
00:32:24.140 --> 00:32:26.622
You're going to confuse the algorithm in terms of who they should show it to.
598
00:32:26.642 --> 00:32:28.923
So first one is Adam Asad, change the website.
599
00:32:29.043 --> 00:32:36.047
Next one on the current website, Automa Industries, have to redesign the site, but to be very clear, like I don't care if it's like down the middle.
600
00:32:36.287 --> 00:32:38.488
We have installs and we have maintenance.
601
00:32:38.708 --> 00:32:42.110
We serve these areas, contractors in these areas is who we serve.
602
00:32:42.664 --> 00:32:55.148
We've had some complications in the rebranding and the marketing side of it, because you make a name change from one that you've been in business doing for so long, changing websites, we've lost a little connection to the market.
603
00:32:55.288 --> 00:32:59.849
I guess that's one of the biggest things that I would say that we're looking for in the coaching side is to be able to connect.
604
00:32:59.909 --> 00:33:00.809
And Evander saw that.
605
00:33:01.049 --> 00:33:02.350
So can I ask you a question?
606
00:33:03.170 --> 00:33:10.432
So I just got back from an event where a guy that was in the event with me, he is a website builder.
607
00:33:11.332 --> 00:33:14.014
that focuses on the service industry.
608
00:33:14.794 --> 00:33:18.756
Do you have someone you recommend or do I just get on a call with him?
609
00:33:19.257 --> 00:33:20.317
I'm completely biased.
610
00:33:20.397 --> 00:33:22.058
We've built over a thousand.
611
00:33:22.759 --> 00:33:24.000
Oh, I didn't realize that.
612
00:33:24.040 --> 00:33:25.260
No, no, that's fine.
613
00:33:25.500 --> 00:33:26.581
Have the conversation with him.
614
00:33:26.721 --> 00:33:28.322
No, that's an easy answer.
615
00:33:28.342 --> 00:33:29.343
No, no, that's an easy answer.
616
00:33:29.363 --> 00:33:30.203
It's an easy answer.
617
00:33:30.303 --> 00:33:32.945
But like, I don't think getting more information is a bad thing.
618
00:33:32.985 --> 00:33:36.607
So like, also is he going to do like your SEO or anything like that?
619
00:33:37.298 --> 00:33:39.659
No, so listen, if that's what you do, you're here.
620
00:33:40.039 --> 00:33:42.240
I know, but like... Hey, you're in the industry.
621
00:33:42.300 --> 00:33:43.860
No, it's even an easier answer.
622
00:33:43.880 --> 00:33:44.701
But like, it's important.
623
00:33:44.721 --> 00:33:47.722
So like the, yeah, the two sides, we can build those.
624
00:33:48.102 --> 00:33:49.403
And I don't care if we do them or not.
625
00:33:49.483 --> 00:33:50.063
It's just a function.
626
00:33:50.083 --> 00:33:50.863
They need to be done right.
627
00:33:51.103 --> 00:33:52.484
They need to work well on a mobile device.
628
00:33:52.984 --> 00:33:56.345
It needs to be very clear who you serve and where you serve right at the top.
629
00:33:56.725 --> 00:33:57.846
It's a screen sod.
630
00:33:57.866 --> 00:34:00.607
It's a screen your ICP, your ideal customer profile.
631
00:34:01.007 --> 00:34:04.688
Our team will definitely talk to you, even if you go with them and give you some advice.
632
00:34:05.028 --> 00:34:06.569
Like we do 15 minute free consults.
633
00:34:06.929 --> 00:34:11.071
You can also go to our page, go to our work, and just look at all the sites.
634
00:34:11.471 --> 00:34:14.332
You can see all the ones we built and get an idea of what should be looking like.
635
00:34:14.752 --> 00:34:17.474
So if you use someone else, just be like, you know what good looks like.
636
00:34:17.754 --> 00:34:17.934
Yeah.
637
00:34:18.174 --> 00:34:20.595
And if you pull up on a mobile device, it's usually the telltale sign.
638
00:34:20.875 --> 00:34:21.735
Like, does it look good?
639
00:34:22.116 --> 00:34:22.376
Okay.
640
00:34:22.776 --> 00:34:22.976
Right?
641
00:34:23.416 --> 00:34:24.717
When a new lead comes in,
642
00:34:25.655 --> 00:34:26.655
Who does, is it she?
643
00:34:26.896 --> 00:34:27.876
Wanda.
644
00:34:28.176 --> 00:34:28.576
Wanda?
645
00:34:29.036 --> 00:34:29.837
Who does she contact?
646
00:34:29.917 --> 00:34:34.138
It's been between Matthew and I on who deals with it.
647
00:34:34.198 --> 00:34:37.380
If it's a HOA, I deal with it.
648
00:34:37.440 --> 00:34:40.841
If it's been an individual customer, Matthew's dealt with it.
649
00:34:41.241 --> 00:34:42.803
Everything that was SOD will go to you now.
650
00:34:43.643 --> 00:34:45.165
You are the SOD general manager.
651
00:34:46.166 --> 00:34:50.089
I hereby declare you, I knight you, the SOD general manager.
652
00:34:50.489 --> 00:34:54.733
Meaning she has full clarity when there's a lead to anything to a SOD, it goes to you.
653
00:34:54.793 --> 00:35:01.959
Whether it be delivery, a contractor talking about SOD, 100% Automa Industries is now Automa SOD, everything goes to you.
654
00:35:02.540 --> 00:35:05.623
Every other lead goes to you for maintenance or installation.
655
00:35:06.083 --> 00:35:11.233
Now, how I look at the two of you as operations, meaning he gets the work, you guys go do the work.
656
00:35:11.253 --> 00:35:15.281
So operations manager for installations, operations manager for maintenance.
657
00:35:16.043 --> 00:35:17.305
And any time any
658
00:35:18.598 --> 00:35:23.102
customer complaint issue comes in, to your point, this is the part that you actually have ironed out a little bit better.
659
00:35:23.122 --> 00:35:26.404
It's like, we're going to Evander if there's a project that's going south.
660
00:35:26.824 --> 00:35:30.547
We're going to Alex if there's an issue with a maintenance customer, right?
661
00:35:30.908 --> 00:35:36.312
But like, that's how you get out of the business is because as the business gets to four or five million, you hire, you replace yourself.
662
00:35:36.372 --> 00:35:37.853
And it's going to be a salesperson.
663
00:35:38.413 --> 00:35:40.655
But they're not going to be over inside.
664
00:35:40.955 --> 00:35:41.215
Correct.
665
00:35:41.356 --> 00:35:45.639
They're just going to be getting leads from maintenance and for installs.
666
00:35:45.974 --> 00:35:55.826
Well, the goal will be in that process is that Evander then moves into that spot, moves into what I'm doing while we build what he's doing.
667
00:35:55.926 --> 00:35:56.947
That's how we get him.
668
00:35:57.388 --> 00:36:00.912
I think that's how we get him out of the install side of it.
669
00:36:01.012 --> 00:36:02.434
The operation side of it.
670
00:36:02.894 --> 00:36:12.277
A founder that's nice, an owner that's nice, a manager that's nice, to appease their team will just, oh yeah, you'll be the salesperson, oh yeah, we'll do door hangers, oh yeah, we'll add this service in.
671
00:36:12.317 --> 00:36:13.037
Like, whoa, whoa, whoa.
672
00:36:13.838 --> 00:36:17.819
That actually shows that you as the leader don't have a clear vision of what the business should be doing.
673
00:36:18.179 --> 00:36:24.761
And that means saying no to some people and maybe hurting their feelings, but sticking to what is the vision of the company.
674
00:36:24.821 --> 00:36:27.002
And only the founder can really dictate that.
675
00:36:27.782 --> 00:36:28.723
Okay, do you want that?
676
00:36:29.263 --> 00:36:29.864
Eventually, yeah.
677
00:36:30.144 --> 00:36:38.750
Once we grow to a spot like where that's possible, and I think that it 100% is, you know, with what we have going on right now, you know.
678
00:36:39.370 --> 00:36:40.651
I'm trying to hustle in my life.
679
00:36:40.691 --> 00:36:42.293
Like I'm trying to get ahead from
680
00:36:42.993 --> 00:36:44.373
situations I've been in the past.
681
00:36:44.613 --> 00:36:46.354
I'm at a place, like I said, I'm 33.
682
00:36:46.874 --> 00:36:48.674
I've been doing this since 18, 19 years old.
683
00:36:48.714 --> 00:36:50.674
Been doing this the entirety of my whole life.
684
00:36:50.955 --> 00:36:52.515
So yes, that's what I would like to do.
685
00:36:52.695 --> 00:36:56.376
I don't want to be out on these job sites every day for another 10 years.
686
00:36:56.716 --> 00:36:57.576
You understand what I'm saying?
687
00:36:58.056 --> 00:37:05.757
I'm kind of riding a roller coaster where I'm just being a glorified supervisor and operations manager at the same time.
688
00:37:06.337 --> 00:37:09.698
And I think that's stunting my side of what I have going on.
689
00:37:09.838 --> 00:37:15.784
I think at scale though, any business as a leader, you end up getting to the point where you're not in the field.
690
00:37:16.164 --> 00:37:18.847
So the question is, do you want to get out of the field or do you want to get into sales?
691
00:37:19.407 --> 00:37:20.668
Two very, very different things.
692
00:37:20.688 --> 00:37:21.609
I know they're different things.
693
00:37:22.050 --> 00:37:34.822
Right, so if we scale the install side, would you rather have four projects that are massive going on and you're getting five million a year with multiple crews and you're not going to be in the field, but you're in operations, or do you actually want to go do sales?
694
00:37:36.140 --> 00:37:36.701
That's a great question.
695
00:37:36.821 --> 00:37:38.182
I feel like you're great at operations.
696
00:37:38.202 --> 00:37:38.302
Yeah.
697
00:37:38.342 --> 00:37:39.283
I'll just, my two cents.
698
00:37:39.303 --> 00:37:39.783
Yeah, yeah.
699
00:37:40.224 --> 00:37:41.945
I don't feel like sales would be your strength.
700
00:37:41.965 --> 00:37:42.326
Right.
701
00:37:42.406 --> 00:37:46.649
But we can grow the installation division to the point where you're not out on the job sites.
702
00:37:46.709 --> 00:37:46.990
Correct.
703
00:37:47.270 --> 00:37:50.253
It just kind of goes back to Evander being like, we should do door hangers.
704
00:37:50.933 --> 00:37:53.515
It's like, he doesn't have the full scope of the business.
705
00:37:53.736 --> 00:37:55.217
And we're like, I want to do sales.
706
00:37:55.237 --> 00:37:56.118
Like, no, like...
707
00:37:57.409 --> 00:37:58.349
are better at operations.
708
00:37:58.749 --> 00:38:03.411
I think in my mind, I just wanna get out the field, so I'm like, yes, let's go do sales, so I'm not doing this everything.
709
00:38:03.431 --> 00:38:06.672
But that's also the thing that's leading us to, we should go to door hangers, we should go do residential.
710
00:38:06.712 --> 00:38:10.753
And that's just me shooting things that I've seen, make up gaps and other things.
711
00:38:10.793 --> 00:38:11.813
I got you, I got you.
712
00:38:11.973 --> 00:38:15.114
As the leader, I don't just bend to whatever my team wants.
713
00:38:15.494 --> 00:38:17.195
Like, oh, they wanna do residential jobs.
714
00:38:17.315 --> 00:38:18.496
Great, we're doing residential jobs.
715
00:38:18.556 --> 00:38:19.396
Are we going to do door hangers?
716
00:38:19.716 --> 00:38:20.497
We're doing door hangers.
717
00:38:20.537 --> 00:38:22.478
No, here's the strategy for the business.
718
00:38:22.778 --> 00:38:23.559
Here's why it exists.
719
00:38:23.659 --> 00:38:24.419
Here's the mission.
720
00:38:24.900 --> 00:38:26.541
And you've got to fit within these parameters.
721
00:38:26.901 --> 00:38:28.922
But I then give them autonomy to do it.
722
00:38:29.262 --> 00:38:30.243
I want to have clarity.
723
00:38:30.703 --> 00:38:33.125
You will get out of the field when that division is big enough.
724
00:38:33.325 --> 00:38:33.705
Correct.
725
00:38:33.885 --> 00:38:38.088
To get that big enough, we need clarity for the customer to get more leads so you can sell more.
726
00:38:38.288 --> 00:38:38.468
Right.
727
00:38:38.528 --> 00:38:43.031
And eventually you will be out of the field because you'll have multiple crews at massive job sites.
728
00:38:43.211 --> 00:38:43.531
Correct.
729
00:38:43.771 --> 00:38:48.917
Scott's got to let go and let Evander do his thing out in the field and not jump in with the contractors.
730
00:38:49.758 --> 00:39:00.231
Evander's got to trust that Scott knows what he's doing in terms of focusing on the ideal customer profile and not letting him do random stuff inside the business that would hurt everybody.
731
00:39:00.491 --> 00:39:02.472
We wanted to, I bought the book.
732
00:39:02.492 --> 00:39:07.353
I bought the P4P book, know all about it, but that was something that he wants information on.
733
00:39:07.473 --> 00:39:10.995
And it's, but anyway, I was just letting you know, he's interested in that and how it works.
734
00:39:11.355 --> 00:39:20.078
I would say number one for me, priority would be pay for performance, P4P.
735
00:39:20.318 --> 00:39:21.878
I wouldn't even worry about P4P for now.
736
00:39:22.419 --> 00:39:28.881
We can, you know, down the road, you can address that, but like with, especially with big contract work, it is very difficult with P4P on a,
737
00:39:29.561 --> 00:39:32.002
I guess that's maybe what we needed more clarity on.
738
00:39:32.022 --> 00:39:34.862
So, but the, even so, so like we're on set salary.
739
00:39:34.882 --> 00:39:42.224
So some type of bonus structure that falls within the category of, Yeah, like definitely be able to do stuff, you know, profit sharing.
740
00:39:42.364 --> 00:39:43.544
Yeah, no, I don't get bonuses.
741
00:39:43.564 --> 00:39:47.625
I've gotten one since day one, I've been, I'm supposed to get bonuses.
742
00:39:47.965 --> 00:39:49.046
I don't get paid by the hour.
743
00:39:49.106 --> 00:39:50.286
So I'm on a salary.
744
00:39:50.326 --> 00:39:53.187
The more I work, the less I make technically speaking.
745
00:39:53.287 --> 00:39:57.848
So, so part of my desire is getting, um, savings to a certain point.
746
00:39:58.688 --> 00:40:02.551
Setting goals, getting there, and above that, doing profit sharing.
747
00:40:02.791 --> 00:40:08.436
If they're struggling to provide for their homes and their families, and it's really, really hard, they're going to want to go do something else.
748
00:40:09.016 --> 00:40:10.558
Look, I can afford to be a country club member.
749
00:40:10.578 --> 00:40:13.280
I play golf every day, but I also have a 12-year-old daughter.
750
00:40:13.680 --> 00:40:15.922
I'm about to get, I have a ring in my car.
751
00:40:15.942 --> 00:40:16.843
I'm about to propose.
752
00:40:16.863 --> 00:40:17.883
Like, I'm trying to have a family.
753
00:40:17.903 --> 00:40:18.744
I'm trying to do other things.
754
00:40:19.084 --> 00:40:19.685
You can't do that.
755
00:40:19.705 --> 00:40:21.666
I make $72 a year, $72,000.
756
00:40:21.686 --> 00:40:21.927
That's it.
757
00:40:22.507 --> 00:40:23.168
That's my salary.
758
00:40:23.648 --> 00:40:25.188
So I make over a thousand a week.
759
00:40:25.308 --> 00:40:26.269
That's that's what I make.
760
00:40:26.589 --> 00:40:28.449
But that's not enough to grow in life.
761
00:40:29.010 --> 00:40:29.570
No, it's not.
762
00:40:29.730 --> 00:40:37.752
But if they're being rewarded well for their labors, then that that'll get you through the hard days of the summertime.
763
00:40:37.812 --> 00:40:39.392
I think it's one of those things in my life.
764
00:40:39.452 --> 00:40:43.233
If I'm going to stay at Audemont, like there has to be some sort of sort of growth.
765
00:40:43.493 --> 00:40:45.394
You know, like I said, I'm comfortable for now.
766
00:40:45.474 --> 00:40:45.834
I'm good.
767
00:40:46.054 --> 00:40:46.414
We're good.
768
00:40:46.934 --> 00:40:48.795
But also, like, I want to grow.
769
00:40:48.855 --> 00:40:52.416
I want to see them grow so I can grow so that everything's copacetic.
770
00:40:52.716 --> 00:40:59.242
The challenging part with profit sharing is going to be the fact that it's difficult to do profit sharing for, let's say, a maintenance technician.
771
00:40:59.983 --> 00:41:00.123
Yes.
772
00:41:00.163 --> 00:41:03.666
If the SOD and the installs impact the profit and loss.
773
00:41:03.926 --> 00:41:04.067
Yes.
774
00:41:04.087 --> 00:41:07.069
Because now, like, it's like, well, I just make this random number at the end of the quarter.
775
00:41:07.089 --> 00:41:08.631
I don't really have any impact over it.
776
00:41:08.651 --> 00:41:09.972
Now you have a meaningless bonus.
777
00:41:09.992 --> 00:41:10.132
Yeah.
778
00:41:10.633 --> 00:41:12.915
Then no one knows how they get affected, right?
779
00:41:13.315 --> 00:41:17.899
That's, like, that's where P4P is helpful because, like, how hard I work, I get paid more.
780
00:41:17.919 --> 00:41:18.019
Okay.
781
00:41:18.660 --> 00:41:24.024
But like if you just throw a random profit sharing right now, like they're not going to feel in any control.
782
00:41:24.085 --> 00:41:25.406
It's not going to actually change behavior.
783
00:41:25.426 --> 00:41:26.767
They're going to feel it's arbitrary.
784
00:41:26.787 --> 00:41:28.408
They're like, why didn't we get a profit sharing?
785
00:41:28.588 --> 00:41:30.150
It literally becomes entitlement.
786
00:41:30.350 --> 00:41:30.570
Sure.
787
00:41:30.610 --> 00:41:31.571
Because there's use of it.
788
00:41:31.631 --> 00:41:33.753
And then they don't even know how it's like calculated.
789
00:41:34.133 --> 00:41:36.535
So like I would be very careful adding that prematurely.
790
00:41:36.855 --> 00:41:42.898
Team members get disillusioned when what you told them was going to happen, their expectations, don't match up with reality.
791
00:41:43.358 --> 00:41:53.063
And if you're going to sell them a bill of goods when it comes to onboarding, training, or recruiting them, and say there's bonuses every quarter, as soon as you miss one, we've got a problem.
792
00:41:53.624 --> 00:42:06.330
Versus being, here's your base pay, here's what the incentives look like, here's the open numbers of what it was last quarter and last year, and based upon these numbers from last year, if nothing changes, here's the bonuses you would make.
793
00:42:06.430 --> 00:42:11.575
We do need to build the cash reserves before you profit sharing because otherwise there are going to be months where you lose money and then what do you do?
794
00:42:11.615 --> 00:42:12.796
Take money out of people's paycheck.
795
00:42:13.116 --> 00:42:15.718
So like we need $200,000 in cash for this business.
796
00:42:15.778 --> 00:42:18.801
Just for the stability of the crew and their payroll.
797
00:42:18.821 --> 00:42:23.045
Like for a technician to know that you have one payroll in the bank account, I would be afraid.
798
00:42:24.343 --> 00:42:26.965
If I'm trying to feed my family, I need to make sure we have stability.
799
00:42:27.385 --> 00:42:29.167
And so I want that to be $200,000.
800
00:42:29.207 --> 00:42:30.107
That should be the goal.
801
00:42:30.207 --> 00:42:33.710
And then once we get there, we determine, okay, what are we willing to split with the team?
802
00:42:34.230 --> 00:42:36.972
And also from that is when you then replace yourself.
803
00:42:37.392 --> 00:42:42.656
If we had $200,000 in cash, we're giving distributions to the team, and now we can replace yourself.
804
00:42:43.197 --> 00:42:48.020
You have enough salary cap to be able to go find someone that's going to be expensive, but they know how to sell these jobs.
805
00:42:48.480 --> 00:42:50.542
But your exceptional skill is sales.
806
00:42:51.520 --> 00:42:52.584
I don't want you in operations.
807
00:42:53.006 --> 00:42:54.030
I don't want you in admin.
808
00:42:54.451 --> 00:42:55.475
I want you selling.
809
00:42:57.137 --> 00:43:03.438
And that's the whole part of every good salesperson is they want more than else.
810
00:43:03.478 --> 00:43:07.679
Hey, you ever seen Franco Harris from Dunnefield when that ball drops, I pick it up.
811
00:43:07.719 --> 00:43:08.519
That's my problem.
812
00:43:08.539 --> 00:43:09.940
You drop it, I'm picking it up.
813
00:43:09.960 --> 00:43:11.140
But hey, have I been on it?
814
00:43:11.160 --> 00:43:11.900
Have I been on it?
815
00:43:11.980 --> 00:43:12.640
All right then.
816
00:43:13.200 --> 00:43:14.781
How do you get dragged into operations right now?
817
00:43:15.161 --> 00:43:15.681
What happens?
818
00:43:15.741 --> 00:43:17.921
When are you like, I need to go, the ball dropped.
819
00:43:18.482 --> 00:43:20.502
What happened, like last thing that popped in your head?
820
00:43:20.682 --> 00:43:24.323
So one of the ways I get dragged in is, you know, the,
821
00:43:25.473 --> 00:43:28.435
the contractors, the builders that I've dealt with for so long, they call me.
822
00:43:28.595 --> 00:43:34.460
You know, when, when I've dealt with them for years, that's just, it's, they call me.
823
00:43:34.520 --> 00:43:36.241
Now I think one of the things.
824
00:43:36.521 --> 00:43:37.282
They're texting me right now.
825
00:43:37.302 --> 00:43:38.202
I have like 10 text messages.
826
00:43:38.222 --> 00:43:38.743
Yeah.
827
00:43:38.803 --> 00:43:40.004
And I probably do too.
828
00:43:40.064 --> 00:43:48.550
And that's probably one of the things that we need to break me getting out of the text message with the sod store or me getting out of the text message with the Horton guys.
829
00:43:48.570 --> 00:43:48.690
Yeah.
830
00:43:48.710 --> 00:43:52.813
Because if he's in that text thread, because if I see him, it's just like, he starts operating.
831
00:43:52.833 --> 00:43:53.654
He starts, he starts,
832
00:43:54.234 --> 00:43:57.517
I mean, like when we were in Oregon, I just put my phone down and I had to stay away from my phone.
833
00:43:57.537 --> 00:43:59.779
Well, for the first week, I didn't have a phone.
834
00:43:59.799 --> 00:44:02.622
But after that, I just literally left the phone.
835
00:44:02.642 --> 00:44:04.003
Do you have a company email coming to your phone?
836
00:44:05.044 --> 00:44:05.265
Yes.
837
00:44:05.485 --> 00:44:08.668
I do have company email, but I tell people, if you don't want to get in touch with me, email me.
838
00:44:08.708 --> 00:44:09.549
Okay.
839
00:44:09.689 --> 00:44:11.070
I'm really, really bad about email.
840
00:44:11.090 --> 00:44:11.831
This is so easy.
841
00:44:11.851 --> 00:44:12.571
Let's go.
842
00:44:13.793 --> 00:44:16.315
No email on phone.
843
00:44:17.951 --> 00:44:19.973
Okay, so this is great.
844
00:44:20.494 --> 00:44:26.941
Because the reason that they feel like they need to get out of the field is because you have not empowered them to take full control of their department.
845
00:44:27.121 --> 00:44:27.362
Sure.
846
00:44:27.742 --> 00:44:36.512
Most people, everything's gotta be so perfect and they're the only one that can do it perfectly and so they never let things go and they never let people fail on their dime.
847
00:44:37.394 --> 00:44:41.175
And so they'll actually just cause more trouble because now they don't cut the original email.
848
00:44:41.455 --> 00:44:43.516
They're just going to them via text message.
849
00:44:43.876 --> 00:44:46.457
What they are to speak to about Scott Rollin, Tom.
850
00:44:46.517 --> 00:44:47.257
Yeah, me too.
851
00:44:47.297 --> 00:44:48.878
Scott is very, very efficient.
852
00:44:48.938 --> 00:44:49.278
Yeah.
853
00:44:49.638 --> 00:44:53.079
He's the type of guy that it's like, you got like two weeks worth of work.
854
00:44:53.239 --> 00:44:54.539
You could have done in eight days.
855
00:44:55.439 --> 00:44:56.140
You know what I'm saying?
856
00:44:56.220 --> 00:44:57.320
It's like, he can do it.
857
00:44:57.400 --> 00:44:58.040
You know what I mean?
858
00:44:58.300 --> 00:45:00.381
He's very, very efficient with the scheduling and stuff like that.
859
00:45:00.401 --> 00:45:03.022
And he'll even come into the store and I'll have my little post-it system and stuff.
860
00:45:03.042 --> 00:45:04.622
And he's like, well, you can do this, you can do that.
861
00:45:04.642 --> 00:45:05.803
And he just can't help himself.
862
00:45:07.123 --> 00:45:10.166
He's got a very efficient way of scheduling and looking at that kind of stuff.
863
00:45:10.206 --> 00:45:20.417
And that's why most of us will stay, like, be trapped in our business is because what has served us so well and got us to where we're at now is the exact thing we have to shed that skin in order to get to that level.
864
00:45:20.497 --> 00:45:23.980
And so this, I also have a lot of pride in my efficiency.
865
00:45:24.301 --> 00:45:25.742
Like, everything is dialed in.
866
00:45:25.782 --> 00:45:27.044
You have not heard this phone ring.
867
00:45:27.084 --> 00:45:27.804
Like, nothing like that.
868
00:45:28.625 --> 00:45:33.927
That is the same thing that will keep me from getting to a bigger business because I take pride in being efficient.
869
00:45:34.027 --> 00:45:38.829
Versus at your size of business, the best thing you can do is be a good leader and make good decisions.
870
00:45:39.829 --> 00:45:44.851
You jeopardize both of those when you try to get into everyone's business.
871
00:45:44.891 --> 00:45:50.092
You're not good at your role, making decisions, and you make everyone else frustrated when you're jumping in.
872
00:45:50.693 --> 00:45:54.674
And so when you step into the side store and you have 5,000 ideas, you shut up.
873
00:45:56.905 --> 00:46:02.290
And when you have your weekly meeting with your GM, you say, hey, what worked well, what didn't work well?
874
00:46:02.550 --> 00:46:06.553
Here's a couple ideas I had, because by the way, out of the 10 ideas that you have, eight of them are bad.
875
00:46:07.294 --> 00:46:17.903
But you just spewed 10 of them, and now he's got to digest it all, figure it out, test it all, versus you taking your 10, putting it all in a list, digesting it, okay, these are the two that I actually think I want to get through.
876
00:46:18.223 --> 00:46:19.965
I'll have that in my one-on-one meeting with him.
877
00:46:20.205 --> 00:46:23.447
Now you come across as a controlled leader, instead of someone who's just like,
878
00:46:24.392 --> 00:46:26.974
dumps on someone and then they've got to digest it all.
879
00:46:27.614 --> 00:46:30.456
Trust is important every single level of an organization.
880
00:46:30.936 --> 00:46:35.199
As soon as the mid-level manager doesn't trust the owner, we have problems, right?
881
00:46:35.219 --> 00:46:36.540
They're gonna do things behind their back.
882
00:46:36.820 --> 00:46:39.122
They're gonna pull the technicians in a certain way.
883
00:46:39.362 --> 00:46:40.843
Culture's gonna get bad, et cetera.
884
00:46:41.043 --> 00:46:41.743
As soon as the
885
00:46:43.044 --> 00:47:02.477
owner cannot trust their mid-level managers they start doing things that like hiding will be information profit and loss statements pricing information they start making things up on the fly and telling people different stuff so anytime there's a break of trust up or down a chain of command it leads to bad stuff
886
00:47:03.097 --> 00:47:07.199
Here's the thing, you won't know how to solve the problem anymore because you're not in the thread.
887
00:47:07.820 --> 00:47:11.822
And so the best way to solve the problem will be to take the message they send you and send it to them.
888
00:47:11.962 --> 00:47:12.202
Yeah.
889
00:47:12.562 --> 00:47:17.444
And then what they're going to do is then contact the contractor, hey, Scott sent me the message, here's the solution.
890
00:47:17.645 --> 00:47:22.307
And what over time happens is they start realizing Evander has a solution.
891
00:47:22.527 --> 00:47:23.868
I don't need to go to Scott, he's a middleman.
892
00:47:24.608 --> 00:47:29.893
But what the problem is is when you want to jump in, you're ironing this fact that they know they can come to you.
893
00:47:30.313 --> 00:47:31.534
And that will take time to break.
894
00:47:32.015 --> 00:47:34.357
But if you get out of the thread, you don't know how to solve their problem.
895
00:47:34.377 --> 00:47:37.599
And then you don't contact the admin person like, hey, bring me up to speed here.
896
00:47:37.760 --> 00:47:39.381
No, I forward that to Evander.
897
00:47:39.781 --> 00:47:40.662
I send that to Evander.
898
00:47:40.702 --> 00:47:41.403
He'll take care of you.
899
00:47:41.483 --> 00:47:43.845
Evander texts the contractor, says, here's the solution.
900
00:47:43.865 --> 00:47:46.227
He starts realizing that Evander is the person you should be going to.
901
00:47:47.108 --> 00:47:48.149
That is hard.
902
00:47:48.429 --> 00:47:49.450
Very, very hard.
903
00:47:51.512 --> 00:47:59.596
Especially because you have such values around quality and excellence that it hurts you and you think that those might be compromised by you not jumping in.
904
00:47:59.856 --> 00:48:00.076
Yes.
905
00:48:00.596 --> 00:48:01.737
Well, that's because I've...
906
00:48:03.269 --> 00:48:04.710
micromanaged everything for so long.
907
00:48:05.090 --> 00:48:06.291
Great, I'm glad you said it.
908
00:48:06.432 --> 00:48:08.673
Yeah, I know that, I know that.
909
00:48:09.034 --> 00:48:12.276
Every business has humans and every time there's a human involved, there will be errors.
910
00:48:12.496 --> 00:48:16.039
Right now, he just knows about them and can solve them immediately because he knows everything.
911
00:48:16.259 --> 00:48:18.581
And so there is still going to be problems when he's not there.
912
00:48:18.721 --> 00:48:20.843
They'll feel bigger and more horrible
913
00:48:21.303 --> 00:48:25.968
and higher in volume and quantity when he's not there because he will feel out of control.
914
00:48:26.088 --> 00:48:30.973
And that is where you have to fight the inclination to just jump back in because ultimately that will keep the business small.
915
00:48:31.113 --> 00:48:34.476
And by doing that, it'll give you the ability to focus just on sales.
916
00:48:35.197 --> 00:48:37.760
And when you say you need more leads, we can solve that problem.
917
00:48:38.120 --> 00:48:43.045
I'm going to need a great salesperson that's not in threads with contractors that you've serviced for years.
918
00:48:43.125 --> 00:48:43.886
I agree.
919
00:48:44.246 --> 00:48:44.586
I agree.
920
00:48:45.227 --> 00:48:48.730
And then they will feel like they have more ownership of their role and of their department.
921
00:48:48.850 --> 00:48:51.992
And then when they double in revenue, they can take the credit because they did it.
922
00:48:52.192 --> 00:48:52.593
Correct.
923
00:48:52.813 --> 00:48:53.113
Right?
924
00:48:53.173 --> 00:48:53.353
Yeah.
925
00:48:53.753 --> 00:48:55.955
And so instead of thinking about like, what can I do for them?
926
00:48:56.015 --> 00:48:57.396
Or what services can I add for them?
927
00:48:57.436 --> 00:48:58.317
I want to get them to this.
928
00:48:58.817 --> 00:49:02.200
Just let them do their job and stay out of their hair.
929
00:49:06.406 --> 00:49:11.732
There's this saying in Spanish is that if you never get it wrong, you will never learn.
930
00:49:12.353 --> 00:49:15.316
One of the things that Mr. Scott always says is nobody taught me.
931
00:49:15.676 --> 00:49:16.677
I learned by myself.
932
00:49:18.072 --> 00:49:31.015
I understand that because all the long-care things that I know, cutting ponds, doing the slopes, weed eating, aging, all that stuff, I have learned them by myself pretty much doing it.
933
00:49:31.155 --> 00:49:32.915
You're like, can we get that recording back to me?
934
00:49:32.955 --> 00:49:34.496
Hey, how do you know that like back me up?
935
00:49:34.536 --> 00:49:37.076
Have I not been y'alls back when it comes to that?
936
00:49:37.136 --> 00:49:38.456
He's been great the last week.
937
00:49:38.716 --> 00:49:39.217
As the wife.
938
00:49:39.317 --> 00:49:41.097
So, okay, hey, don't worry.
939
00:49:41.117 --> 00:49:42.837
Hey, we have a six-week plan here.
940
00:49:42.857 --> 00:49:45.658
Scott's going to get out of all the text threads.
941
00:49:46.687 --> 00:49:46.827
Yes.
942
00:49:46.847 --> 00:49:48.348
And delete email off of his phone.
943
00:49:50.810 --> 00:50:02.057
When mid-level managers are so eager to see the owner get out of daily operations, this is also a bit of a something is going on here that's not being said to me, but it's happening.
944
00:50:02.177 --> 00:50:04.758
Usually, mid-level managers want the founder there.
945
00:50:04.778 --> 00:50:05.679
They want the leader there.
946
00:50:05.699 --> 00:50:08.140
They want someone casting the vision every day in front of them.
947
00:50:08.641 --> 00:50:13.203
And it's actually the owner trying to help them and empower them to take things off their plate.
948
00:50:13.263 --> 00:50:14.584
In this case, it's like, get out of here.
949
00:50:14.724 --> 00:50:15.545
We don't want you.
950
00:50:15.745 --> 00:50:27.727
I love this music to my ears because I'm a visionary and I have a lot, I've had a lot of ideas and so much of what you have said, I have mentioned when one way shape or another.
951
00:50:28.347 --> 00:50:36.989
And so it's beautiful to me because I'm like, you want this, but you, you're not letting go of this and you're, you see this and you're incorporating this, but you're still involved in this.
952
00:50:37.069 --> 00:50:38.329
And so thank you.
953
00:50:38.449 --> 00:50:40.730
So really my, my longterm, my desire,
954
00:50:41.972 --> 00:50:48.336
Personal-wise, there's a shortage of men in America, men that are fathers, that father and raise up young men.
955
00:50:48.396 --> 00:50:49.837
And that's really my desire.
956
00:50:49.877 --> 00:50:51.338
That's what I'm called to do.
957
00:50:51.358 --> 00:50:52.138
That's what I want to do.
958
00:50:52.278 --> 00:50:54.720
And honestly, I've got three sons sitting here.
959
00:50:55.140 --> 00:51:01.203
And I respect each of them deeply.
960
00:51:02.384 --> 00:51:03.725
I appreciate each of them.
961
00:51:04.625 --> 00:51:08.608
And as a dad, one of the hardest things is letting a son stand up and walk.
962
00:51:09.802 --> 00:51:11.403
You know, and these guys have done it.
963
00:51:12.183 --> 00:51:16.726
And so, no, it's music to my ears, but that's a little bit of my heart.
964
00:51:16.866 --> 00:51:21.388
That's a little bit of what I'm gonna walk out and do, and what I'm in the process of doing, so.
965
00:51:21.889 --> 00:51:24.830
It's like the trick, you can't crack the egg for them.
966
00:51:24.850 --> 00:51:27.432
You gotta let them peck out and step away.
967
00:51:27.652 --> 00:51:28.932
Yeah.
968
00:51:28.952 --> 00:51:29.213
Right?
969
00:51:29.413 --> 00:51:31.334
We treat our guys like family.
970
00:51:31.514 --> 00:51:32.514
I mean, they are family.
971
00:51:32.554 --> 00:51:36.236
Like, they're like my sons, and they're like his, and sometimes they don't like daddy.
972
00:51:38.755 --> 00:51:45.778
But truthfully, and so we invite that, you know, involvement and engagement.
973
00:51:46.039 --> 00:51:51.701
You know, it's not wrong to take that step or, you know, inappropriate by any means.
974
00:51:51.741 --> 00:51:59.045
There's sometimes that, you know, I want to talk to him and he always makes the time to talk to me.
975
00:51:59.245 --> 00:52:04.508
So, and whenever I have something in my head, I always try to speak it out if I...
976
00:52:05.757 --> 00:52:08.605
think that it's needed in the company.
977
00:52:08.705 --> 00:52:11.753
If it is something personal, I'll probably just keep it to myself.
978
00:52:12.155 --> 00:52:13.315
Look, we're humble.
979
00:52:14.055 --> 00:52:21.857
You know, just because we've been in business for a long time doesn't mean that we don't, you know, need some guidance or that we have all the answers.
980
00:52:21.957 --> 00:52:24.437
And we welcome that input.
981
00:52:24.598 --> 00:52:28.038
This is the most basic six-week plan I have ever created.
982
00:52:28.278 --> 00:52:31.959
You can do this probably within a day or two, okay?
983
00:52:32.679 --> 00:52:36.960
But if you do these things, I do believe in a couple months the business looks very different.
984
00:52:39.965 --> 00:52:46.108
Being that the websites were kind of my wheelhouse, obviously we got on the ball with that.
985
00:52:46.188 --> 00:52:57.674
So we reached out to one of our friends that he had already kind of communicated with in regards to a website and talked with them and then got the ball rolling.
986
00:52:57.794 --> 00:53:06.558
So we have already today have the Adamas side website is live.
987
00:53:07.399 --> 00:53:13.792
And then Atomaw Industries will, they're saying by the end of today, we'll have something.
988
00:53:15.548 --> 00:53:18.350
Very fast, quick response to that.
989
00:53:18.590 --> 00:53:21.651
And I mean, we love what they did with Atomar Sod.
990
00:53:22.511 --> 00:53:25.293
Can't wait to see what they did with Atomar Industries.
991
00:53:25.633 --> 00:53:29.134
Alex has done a done a really good job with the maintenance side.
992
00:53:29.194 --> 00:53:43.460
And, you know, and then getting Matthew into the the Sod store, really taking him away from the landscape sales, which has really been an easy transition for me just to go back into that go back into that sales portion of it.
993
00:53:43.480 --> 00:53:44.241
And I've enjoyed it.
994
00:53:44.981 --> 00:53:52.367
Um, I've always said I've, I've had a crazy high close rate because I enjoy just, I can sit and listen.
995
00:53:52.407 --> 00:53:53.808
A customer tells me what they want.
996
00:53:53.868 --> 00:53:54.889
They tell me what they want.
997
00:53:54.969 --> 00:53:57.991
We, we close the job and we go get the job done.
998
00:53:58.252 --> 00:54:05.738
The difference in Scott and what we've been doing the last month compared to the last year I've been back, he's a hundred percent successful.
999
00:54:06.498 --> 00:54:13.443
gave the trust and kind of let his hands off of it to where that I can make those wheels just, you know, turn and keep going.
1000
00:54:13.803 --> 00:54:16.485
And the only time that he chimes in is when I have questions.
1001
00:54:16.845 --> 00:54:28.914
So that's kind of one of the things too that I'm realizing is I need to just not call Scott at all about anything and just figure it out on my own because otherwise I just don't hear from him and then it goes.
1002
00:54:29.194 --> 00:54:30.015
So it's been great.
1003
00:54:30.155 --> 00:54:34.278
I like, I'm very happy with the way that it's been going the last month or so.
1004
00:54:34.738 --> 00:54:35.298
from mine.
1005
00:54:35.638 --> 00:54:37.859
There have been some phone calls and I go, why are you calling me?
1006
00:54:38.060 --> 00:54:38.620
Yeah, I know.
1007
00:54:38.880 --> 00:54:39.820
I know, I know.
1008
00:54:39.900 --> 00:54:41.461
I'm like, why are you texting me?
1009
00:54:42.321 --> 00:54:42.722
I know.
1010
00:54:42.802 --> 00:54:45.083
I'm like, I just need that.
1011
00:54:45.143 --> 00:54:47.384
I just want to say it's for both of us.
1012
00:54:47.524 --> 00:54:49.605
We're both learning how to keep.
1013
00:54:49.685 --> 00:54:50.145
That's right.
1014
00:54:50.485 --> 00:54:51.626
That's right.
1015
00:54:51.666 --> 00:54:52.846
The text threads pop up.
1016
00:54:52.986 --> 00:54:54.307
I ignore him.
1017
00:54:54.367 --> 00:54:55.267
He doesn't respond.
1018
00:54:55.467 --> 00:54:58.909
I'll say that he has not responded in the chat.
1019
00:54:59.229 --> 00:55:00.450
I'll just ask Evander.
1020
00:55:00.470 --> 00:55:02.050
I'm like, hey, do you need anything?
1021
00:55:02.090 --> 00:55:02.831
He's like, no, I'm good.
1022
00:55:02.851 --> 00:55:03.311
I'm like, OK.
1023
00:55:03.911 --> 00:55:18.036
We've added probably six or eight new continuous customers since Mike's been here, because that has been a focus of Matthew on that side of the customers that he's reaching out to, those that he's focused and putting his effort and his energy into.
1024
00:55:18.316 --> 00:55:24.639
So we've actually done a couple of commercials just through, well, I'm waiting on a contract.
1025
00:55:25.219 --> 00:55:26.179
We've got the approval.
1026
00:55:26.519 --> 00:55:28.160
It's actually a government project.
1027
00:55:28.722 --> 00:55:34.224
So once the contractor gets his final contract, then we'll get ours on that.
1028
00:55:34.264 --> 00:55:37.505
That's a job we'll perform probably in October.
1029
00:55:39.165 --> 00:55:43.426
We're waiting on two or three HOAs that we've bid in the process.
1030
00:55:43.567 --> 00:55:48.028
So I am focusing on contacting some of the larger
1031
00:55:48.608 --> 00:56:10.762
commercial contractors in our area while what we've done in the past works but also saying okay in the in the process um what i've realized is when some of these local jobs go up for bid i need to be at those meetings i need to meet every contractor that's there every contract that's on their list make sure i have their email so that when i submit a quote
1032
00:56:11.382 --> 00:56:14.244
My quote goes to every contractor that's there.
1033
00:56:14.905 --> 00:56:18.668
That way, if our price is in range, we have an opportunity with whoever gets the job.
1034
00:56:19.228 --> 00:56:22.911
For us, we just really are appreciative to Mike, his team.
1035
00:56:22.951 --> 00:56:32.739
We are appreciative to Evander, our manager over landscaping, who took the initiative to reach out to y'all because he is just a super fan.
1036
00:56:33.359 --> 00:56:36.902
And we've watched a few episodes and again, super impressed.
1037
00:56:36.922 --> 00:56:38.363
I was just watching, you know,
1038
00:56:38.834 --> 00:56:41.155
Mike going to Texas and seeing him in the cowboy hat.
1039
00:56:41.816 --> 00:56:43.036
Yeah, that was pretty cute.
1040
00:56:43.136 --> 00:56:44.937
So I'm excited for y'all.
1041
00:56:45.497 --> 00:56:48.679
And again, just really honored and appreciate it.
1042
00:56:49.114 --> 00:56:52.516
I appreciate Mike and Augusta and all he does.
1043
00:56:52.576 --> 00:56:55.818
These turnaround shows, they're interesting.
1044
00:56:55.998 --> 00:56:58.560
And in my life, it has helped.
1045
00:56:58.660 --> 00:57:06.165
It has helped the situation that I have been in, especially with this side of things with Scott and Audemars.
1046
00:57:06.265 --> 00:57:10.287
And I'm appreciative of the advice and the way that things are going.
1047
00:57:10.327 --> 00:57:11.288
So it's been great.