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I do lawn care, I do landscaping.
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All of a sudden, I have never got this reaction.
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This guy is kind of a high roller, big business owner.
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And he's like, oh, wow, that's a fantastic industry.
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I have never gotten that response ever.
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I generally don't think in the short term, it's going to bring a flood of new great workers into the market.
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Not a lot of crossover of like TikTok scrollers and people are going to be willing to work 10 hours out in the heat.
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I don't necessarily look at it and think it's positive.
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I mean, adding more people to the industry as competitors, I don't see how that helps us.
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We're a massive industry.
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The optimist inside of me says that if a whole bunch of newbies join an industry and then burn a bunch of homeowners, that the homeowners will actually start to value more.
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brand reviews, online reputation, a great looking website, professionalism.
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When you flood a market with anything, the cream rises to the top.
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There's this whole other element of everything you start to say no to also becomes bad review risk.
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It becomes negativity in the market.
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Like all these decisions come with real cost.
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And a lot of times by having crews come in one place, it's a bandaid around management.
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And that is I can see everyone.
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So like the system is me seeing their trucks going out the day at the beginning of the day, me making sure everything is safe, like tires, making sure that they show up on time.
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Like there's a lot of things that just become a bandaid of bad management.
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Hey, everybody.
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Welcome back.
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Good to see everyone.
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And thanks for showing up.
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Mike, what's been going on with you?
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Not much.
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We are, like we were talking about before the show, having a heat wave.
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It is 87 degrees in Washington.
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So probably your midnight temperature there in Dallas.
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But 87 is a nice mid-March temperature for us.
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This is totally random.
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I was thinking about this right before we hopped on today.
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So do your parents pay attention to what you're doing?
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Like, do they ever check out any of these videos?
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Are they very aware?
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They watch everything.
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Yeah, my mom and dad will comment on stuff all the time.
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Why?
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Was that going to dictate what you do in your cold open?
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No, it has nothing to do with it.
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It's like, that's why I said this is totally random.
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I was just thinking about it because...
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I was, you know, I see my parents quite a bit.
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And so my dad watches all these shows.
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Oh, let's go.
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Yeah.
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Yeah.
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So he watches everything I put out.
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So I was just curious if similar thing happened in your world, how aware your parents are of all the stuff you've been doing.
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That's interesting.
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Okay.
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So on that topic, does Tiffany watch your stuff or not?
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No.
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Oh, really?
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I think it's so funny.
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I love talking to creators where it's like either they watch everything or like they have literally, they don't even know the channel name.
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Yeah, no, Tiffany, there's zero, like less than zero chance she would watch any of this.
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So in the very early days of Service Autopilot with the Lawn Care Millionaire videos, Tiffany was doing something, like transcribing them.
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She did something to help us out at Service Autopilot.
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And so that's the only time she ever watched anything.
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And then she would comment to me about things I would say in those videos.
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So, but that was like...
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14 years ago.
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Last night, you said you went to bed at 11 p.m. On the video, you said 3 a.m.
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Exactly.
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So yeah, it's been a long time.
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There's no way.
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She doesn't really, we've been married a long time.
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So she doesn't really pay a lot of attention to what's going on in my business world.
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In fact, I think she's probably been shocked over the years when she'll show up at a conference or an academy event or something.
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It's like, why does everybody listen to you?
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You know, like that kind of a thing.
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Like, I hear you talking all the time.
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you're like, see, see, honey, you should be paying me.
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Yeah, exactly.
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So anyway, I don't know why the parent thing popped in my mind.
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I was just curious.
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Shout out, shout out John Potoschnik.
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Royal subscriber.
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Let's go.
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Yeah.
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All right.
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So I got a couple of things for you to open this one up.
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So I liked, I liked what you've done a couple of times where you kind of ask a question to get to know, I know your audience probably knows you pretty well, but actually I don't know how well they know you.
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So I came up,
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with a few questions that I don't know if your audience will know this about you, but it'll definitely be interesting for me.
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Okay.
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All right.
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So this is the way you're going to answer this is it's just an either or pretty easy.
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I've got, I got one in here where you just have to give an answer, but otherwise they're just either or.
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All righty.
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So I got six of them for you.
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All right.
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So the first one, would you rather be the person everyone calls when they're in a crisis or everyone calls when they're celebrating?
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Okay.
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I've thought about this a lot.
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Have you?
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Okay, yeah.
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So I am usually the first one, I'll be honest.
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I would prefer to be the second one.
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I almost always only get called when there's a problem.
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Not even just in business.
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I feel like just even in life in general.
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Do you feel the same way?
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No doubt.
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No doubt.
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I think I'm okay with it, though.
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I think I'm okay with it.
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I think I've found my place in life.
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I figured like, you know what?
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There's a place for the firemen.
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The guys who just sit around and wait for someone to call with bad news and then they come rushing over, but they're prepared.
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Yep.
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I probably don't help all my friends anyway, because I don't know.
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This is about you, not about me, but I probably don't help all my friends anyway, because I'm not really great about just texting friends and like, hey, how's it going?
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And chit-chatting.
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I'm like, I'm kind of more of a focus to the point business kind of.
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I can see in two or three years, we'll skip a beat.
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We'll jump right in.
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I don't need to be touching base every day.
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Yeah.
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So I probably push them away in that sense.
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All right.
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Would you rather be remembered by a hundred people who are deeply impacted by what you do and your conversations with them or a hundred thousand people who watch your content?
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A hundred.
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100,000.
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Okay.
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No, no, no, no.
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100, like the first one.
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Oh, the 100.
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Oh, good.
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Okay, good, good, good, good.
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Okay.
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That's the whole point of Augusta, in my opinion.
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A depth instead of wit.
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Love it.
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Love it.
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Would you rather Bree be your biggest cheerleader and encourager in your relationship or your biggest critic?
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Honest.
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Let's say honest critic.
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I'd have to be honest.
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I want her to be a cheerleader.
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Okay.
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Yep.
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I feel like there are other people in my life that do a good job of being critics.
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You have plenty of critics.
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I don't want this.
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I'm going home.
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Oh, shit.
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I hear you.
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All right.
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This is a question one.
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If you could have any hobby in life that takes a lot of your time, what would that hobby be?
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That takes up a lot of my time?
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Yeah.
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I just, I wanted to frame it.
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Okay.
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There's other ways to say this.
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It's more like I'm trying to get to what would be the thing that you would most love to be doing as a hobby that maybe you don't get to do because it would be pretty distracting from your business now.
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Okay.
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A lot of time could be overstating it.
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I'm just trying to understand what you're into.
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I'd actually have the faintest idea how you answer this.
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I would want to do more traveling with entrepreneurial couples and where the wife also loves fitness for Brianna.
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Love it.
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Okay.
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Are you a beach house or a mountain house guy?
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Oh man, that's hilarious.
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Uh, definitely beach house, beach house.
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Okay.
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Yeah.
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All right.
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So along those lines, would you rather have a beach house that you go to 20 times a year or private jet use 10 times a year?
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Oh man.
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Um, 10 times a year is not a lot.
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I'd feel wasteful.
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Um,
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Yeah, you got to travel at least a hundred.
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Well, I mean, you could have a jet card.
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True.
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But I did phrase it as you own the private jet.
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So unless you're doing a few hundred hours a year, like three, two, two hundred plus, it makes no sense.
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You're doing all the math in your head.
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Well, I've already done the math on this.
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Man, 10 times a year is not much, but that would be like.
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All right, well, I'll make it easier.
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20 times a year at a beach house or 20 times a year on a jet?
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Which would you rather own?
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Probably the jet.
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Okay.
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That'd be enough to do all the turnarounds and then one other trip a month.
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All right.
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Cool.
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All right.
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Love it.
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All right.
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Thanks for doing that.
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All right.
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So we're going to do, we're going to try to revive this hot take thing.
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Oh, really?
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You're going to next this phase two?
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I didn't win.
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Okay.
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All right.
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Are you, do you have two hot takes?
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Oh, no, I didn't have hot takes.
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You're opening up on this one.
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So go for it.
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Oh, man.
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I was, I wanted your hot takes.
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Oh, my hot takes?
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You're going to get...
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I wanted both.
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Okay, go for it.
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Your hot takes.
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I'll come up with some hot takes.
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I'm always...
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I got them loaded, you know, in the pockets, in the socks.
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Okay, see, I don't feel...
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I feel like I have to work on these things.
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Getting a little more edgy?
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Well, that and I just don't think I walk around life being overly controversial.
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I probably have hot take opinions and I just don't feel the need to say them.
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But...
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Hey, if you start, it's a slippery slope.
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You'll get to know very well which ones are controversial.
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All right.
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So I actually put thought into these two hot takes and I don't even know if they'll be that hot.
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All right.
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So my two hot takes, the number one, a business related one.
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And I've thought this for years.
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I think the E-Myth book is one of the most overrated business books ever written.
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I think it has one really great core idea, but otherwise I think it is a giant, it's taken a ton of business owners down, a giant waste of time and money in their businesses.
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No idea if that would be controversial.
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The reason why I think it could be, but maybe not with the audience is I hear so many people saying it's one of their favorite books they've ever read.
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Have you ever heard Michael Gerber talk elsewhere outside of that book?
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Or not really?
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Probably, but it's been a long time.
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Probably because I think it's overrated on paying attention.
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I'm sure, I'm sure it's, I mean, the concept of, you know, on these hot takes, we're not supposed to elaborate, but I love- I'm trying to get you back in that hole.
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You just gotta keep digging and digging.
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So the concept, work on your business instead of in your business, that's the whole book.
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Right.
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Don't need anything else.
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Okay.
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like that's it that's the idea don't go into that's like period exactly don't spend too much money don't need anything else got it i just think anyway i think it's wildly overrated i don't understand why everybody thinks it's the greatest book okay well i gotta follow up i gotta follow up on your hot take now what do you think about rich dad poor dad then
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Second book, man, this goes back a long time ago.
248
00:10:04.866 --> 00:10:07.328
The Four Quadrant book, whatever that was.
249
00:10:07.348 --> 00:10:07.648
Yeah, yeah.
250
00:10:07.808 --> 00:10:08.309
Rich Edport.
251
00:10:08.349 --> 00:10:08.809
Good book.
252
00:10:09.130 --> 00:10:16.397
The rest, I think he's a massive conspiracy theorist and a doomer and sells nothing but fear.
253
00:10:16.537 --> 00:10:16.717
Yeah.
254
00:10:16.757 --> 00:10:18.038
And he's eternally wrong.
255
00:10:18.078 --> 00:10:18.639
Such a scammer.
256
00:10:18.659 --> 00:10:19.119
Not a fan.
257
00:10:19.299 --> 00:10:20.080
Such a scammer.
258
00:10:20.140 --> 00:10:20.501
Not a fan.
259
00:10:20.521 --> 00:10:21.021
Not a fan.
260
00:10:21.081 --> 00:10:21.422
Yeah, agreed.
261
00:10:21.562 --> 00:10:21.842
Agreed.
262
00:10:22.062 --> 00:10:25.664
But I do think, I think his concepts were like good.
263
00:10:25.704 --> 00:10:27.585
Like it's good to get you thinking.
264
00:10:28.586 --> 00:10:31.507
But the four quadrant book, I thought that was a solid book.
265
00:10:31.567 --> 00:10:34.529
I hold to that as still, I mean, that was a long, long time ago.
266
00:10:34.789 --> 00:10:36.050
That's a solid book in my opinion.
267
00:10:36.210 --> 00:10:37.851
Well, I find interesting about both those books.
268
00:10:38.491 --> 00:10:57.542
is even though we have both discounted the authors for what they have said or other things they put themselves around, which both of them have their fair share to say in that, the core principle, the one line that we both can kind of, and 90% of the audience knows, they built their whole career around a very simple concept.
269
00:10:58.243 --> 00:11:00.784
So for example, like Robert Kiyosaki, it's like, it's the quadrant.
270
00:11:01.184 --> 00:11:04.725
It is your investor, you're a business owner, like very simple.
271
00:11:04.905 --> 00:11:08.566
And then for Michael Gerber, it's like work on your business, not in it.
272
00:11:08.966 --> 00:11:11.667
And then they built an entire ecosystem around that.
273
00:11:11.967 --> 00:11:16.968
And that's whenever I beat my head up against the wall, like creating concepts or frameworks, I'm like, what am I doing?
274
00:11:17.008 --> 00:11:18.189
I just need one simple line.
275
00:11:18.469 --> 00:11:21.490
I just need to spend more or save more than you spend.
276
00:11:21.910 --> 00:11:22.250
We're good.
277
00:11:22.910 --> 00:11:23.610
There it is, my career.
278
00:11:25.251 --> 00:11:25.851
Man, that...
279
00:11:26.954 --> 00:11:28.355
I actually hadn't really thought about that.
280
00:11:28.375 --> 00:11:31.035
That is a really, really good insight.
281
00:11:31.175 --> 00:11:32.596
That's their USP in life.
282
00:11:32.776 --> 00:11:33.956
That's their USP in business.
283
00:11:34.617 --> 00:11:37.037
And they built massive speaking careers.
284
00:11:37.138 --> 00:11:39.418
And yeah, that's a really great point.
285
00:11:39.758 --> 00:11:43.740
One thing I think that's interesting, by the way, is both of those books also had like a bajillion...
286
00:11:44.540 --> 00:12:09.356
sub categories of their books so like the e-myth there's an e-myth for landscape contractors there's the e-myth for accountants they made all these other books they most of the time just got like a another like a sub author to from that industry to come in but i actually found those more useful than like the e-myth book itself and same thing with even with uh the uh rich dad poor dad they did some other ones that were like ancillary to the core concept that went deeper
287
00:12:14.589 --> 00:12:14.889
Okay.
288
00:12:15.109 --> 00:12:15.409
All right.
289
00:12:15.870 --> 00:12:17.090
Yeah, maybe it's not controversial.
290
00:12:17.110 --> 00:12:17.430
I don't know.
291
00:12:17.550 --> 00:12:18.691
I just hear so many people say it.
292
00:12:19.551 --> 00:12:19.771
All right.
293
00:12:19.811 --> 00:12:22.032
So my second one, did you have something else?
294
00:12:22.052 --> 00:12:22.492
No, go ahead.
295
00:12:22.893 --> 00:12:23.093
All right.
296
00:12:23.453 --> 00:12:26.394
Since we both like health and fitness and all that kind of stuff.
297
00:12:26.714 --> 00:12:28.615
So this is one I think about a lot.
298
00:12:28.755 --> 00:12:32.077
The concept is this idea that living past 100 is...
299
00:12:33.161 --> 00:12:34.922
I think it's the new version of religion.
300
00:12:36.782 --> 00:12:41.724
And just like religion, most people don't even have the faintest idea what it means, much less what it's going to take.
301
00:12:41.904 --> 00:12:44.524
Or challenge their own beliefs on it.
302
00:12:44.805 --> 00:12:49.166
I think it's fascinating but wildly oversold is another way to put it.
303
00:12:49.426 --> 00:12:52.747
That everyone is going to live past 100 or that you need to?
304
00:12:53.087 --> 00:12:53.807
I think it's oversold.
305
00:12:53.867 --> 00:12:54.728
No, that you will.
306
00:12:54.848 --> 00:12:55.588
I think it's oversold.
307
00:12:55.848 --> 00:12:55.968
Okay.
308
00:12:55.988 --> 00:12:56.148
Okay.
309
00:12:56.824 --> 00:13:00.385
But I think I should have stopped with the I think it's a new version of religion.
310
00:13:01.265 --> 00:13:01.925
That was my belief.
311
00:13:01.945 --> 00:13:02.725
That was the hot take.
312
00:13:02.745 --> 00:13:03.486
Just leave it like that.
313
00:13:03.906 --> 00:13:04.566
That's my belief.
314
00:13:04.626 --> 00:13:07.667
Living past 100 is the new version of Christianity.
315
00:13:07.747 --> 00:13:08.007
Boom.
316
00:13:08.027 --> 00:13:08.767
There's your hot take.
317
00:13:08.867 --> 00:13:10.667
There's the title.
318
00:13:10.687 --> 00:13:11.568
The video is done.
319
00:13:12.088 --> 00:13:14.868
All right.
320
00:13:15.068 --> 00:13:15.969
So those are my two.
321
00:13:16.089 --> 00:13:18.289
I'll give you my hot take that came up on the fly.
322
00:13:18.389 --> 00:13:20.890
I actually had this as my non-financial advice, but I'm going to pull it forward.
323
00:13:21.603 --> 00:13:21.863
Okay.
324
00:13:22.324 --> 00:13:25.225
I think that you should lift weight seven days a week.
325
00:13:25.626 --> 00:13:26.086
Full body?
326
00:13:26.446 --> 00:13:26.766
You know.
327
00:13:26.786 --> 00:13:27.827
Doesn't matter?
328
00:13:28.147 --> 00:13:29.808
I would say either split or full body.
329
00:13:29.828 --> 00:13:33.811
If you do full body, you got to make sure you have programming to make sure you're not overstressing certain muscles.
330
00:13:34.191 --> 00:13:35.192
But you can do lower body.
331
00:13:35.212 --> 00:13:36.072
That's what I was getting at.
332
00:13:36.172 --> 00:13:36.413
Yeah.
333
00:13:36.593 --> 00:13:36.793
Yeah.
334
00:13:36.813 --> 00:13:39.295
So you do believe, you still believe in rest?
335
00:13:39.395 --> 00:13:39.535
Like.
336
00:13:40.135 --> 00:13:40.815
What do you mean by rest?
337
00:13:40.835 --> 00:13:42.196
Like of a muscle, of a muscle group?
338
00:13:42.216 --> 00:13:43.016
Yeah, of a muscle group.
339
00:13:43.036 --> 00:13:44.436
Yeah, yeah, of a muscle group, yes.
340
00:13:44.596 --> 00:13:53.499
But I think that so many people negotiate their rest days and then that's what leads to bad habits for a week or two or three where they fall out of their workout pattern.
341
00:13:53.539 --> 00:13:54.999
It's just like, make it a daily thing.
342
00:13:55.719 --> 00:14:01.081
If you start negotiating your one day rest day, you know, it's Sunday, oh, not feeling that great, I'll do Monday too.
343
00:14:01.201 --> 00:14:02.301
Yeah, yeah, yeah.
344
00:14:02.421 --> 00:14:03.842
So you just work out every day?
345
00:14:04.002 --> 00:14:04.482
Every single day.
346
00:14:05.462 --> 00:14:08.543
Do you, are you just a weights guy or do you do cardio?
347
00:14:08.951 --> 00:14:09.752
I do cardio as well.
348
00:14:09.892 --> 00:14:13.215
So basically with seven workouts in the week, I can move.
349
00:14:13.695 --> 00:14:20.701
If I'm trying to cut with more cardio, I'll do higher intensity and more of them, the workouts for cardio.
350
00:14:20.801 --> 00:14:25.865
And then if I am going to try to put on muscle, I'll reduce the intensity.
351
00:14:25.885 --> 00:14:31.129
So I'll usually do like just incline walking treadmill, for example, for my cardio days, and I'll do less of them.
352
00:14:31.149 --> 00:14:33.071
So I might do two of those a week instead of four.
353
00:14:33.871 --> 00:14:34.132
Okay.
354
00:14:34.232 --> 00:14:36.734
So when you're trying to cut, what are you doing for cardio?
355
00:14:37.610 --> 00:14:40.573
Usually I will do at least one trail run and then running stairs.
356
00:14:40.954 --> 00:14:42.155
So there's two cardio.
357
00:14:42.195 --> 00:14:49.642
And then I'll usually do another cardio of like pushing a sled or something intense, box jumps, very high intensity stuff where it's like short bursts.
358
00:14:49.863 --> 00:14:51.324
Usually 30 to 45 minutes.
359
00:14:51.845 --> 00:14:53.106
So you're more interval training?
360
00:14:53.386 --> 00:14:53.546
Yeah.
361
00:14:53.806 --> 00:14:57.050
Yeah, unless I'm doing trail running, which I just love running trails.
362
00:14:57.070 --> 00:14:57.350
You do?
363
00:14:57.650 --> 00:14:57.770
Yeah.
364
00:14:57.830 --> 00:14:58.851
Okay.
365
00:14:58.871 --> 00:15:00.273
But you don't necessarily run every week.
366
00:15:00.553 --> 00:15:04.276
If I, if I am in cardio or like I'm trying to cut a little bit and then yes.
367
00:15:04.696 --> 00:15:06.298
And I, I try to stay there most of the time.
368
00:15:06.318 --> 00:15:11.962
But if I'm trying to put on weight or mass, then going that hard on cardio is kind of detrimental.
369
00:15:11.982 --> 00:15:12.383
It's muscle.
370
00:15:12.703 --> 00:15:12.883
Yeah.
371
00:15:13.243 --> 00:15:13.424
Cool.
372
00:15:13.584 --> 00:15:14.584
I only had the one hot take.
373
00:15:14.645 --> 00:15:15.565
That's all I got.
374
00:15:15.986 --> 00:15:16.846
That was an interesting one.
375
00:15:16.966 --> 00:15:17.407
All right, cool.
376
00:15:17.507 --> 00:15:18.608
What have you been working on this week?
377
00:15:20.165 --> 00:15:29.828
Oh, so I'll kind of stay with the theme of what we've, what I've, the last couple of weeks I've been talking about, there's, I work on multiple things, but there's a theme.
378
00:15:30.688 --> 00:15:46.672
So I've talked about, I tried to knock out, finish up this marketing calendar, tried to finish up this master task list, which may be the way to describe that better is it's just, it's the strategy of every single thing that has to get executed and become a system inside our organization.
379
00:15:46.692 --> 00:15:47.432
Yeah.
380
00:15:47.672 --> 00:15:49.835
And then so it's what has to get built.
381
00:15:50.295 --> 00:15:56.142
And then it's the systems that have to run and be monitored on a daily, weekly, monthly, quarterly basis.
382
00:15:56.683 --> 00:15:58.185
That's what I was calling this task list.
383
00:15:58.505 --> 00:16:04.892
And so kind of staying with that theme, because it's a, it's a miserable project, I would say I'm not enjoying it.
384
00:16:05.513 --> 00:16:08.815
But the problem with so much of what I... Maybe this will be interesting to people.
385
00:16:08.835 --> 00:16:09.815
The problem with so...
386
00:16:10.275 --> 00:16:12.497
There's so many things I want to do inside the organization.
387
00:16:13.097 --> 00:16:19.720
And what I find the bottleneck to often be is that I might have a project such as...
388
00:16:20.000 --> 00:16:21.821
I'll just use this example.
389
00:16:22.521 --> 00:16:29.565
I know, for example, that a sizable percentage of revenue in our organization comes from 500 clients.
390
00:16:30.125 --> 00:16:30.826
Even though...
391
00:16:31.666 --> 00:16:32.687
We're not commercial.
392
00:16:33.607 --> 00:16:38.130
And it's just naturally some clients spend so much more money.
393
00:16:38.251 --> 00:16:45.195
And so if I just get a lot more of those clients, that's the fastest way to grow the revenue of the organization.
394
00:16:45.516 --> 00:16:46.997
So how do you get those clients?
395
00:16:47.317 --> 00:16:48.538
You go where those clients live.
396
00:16:49.118 --> 00:16:51.559
You go find that exact client type and you get more of them.
397
00:16:51.579 --> 00:16:52.319
You go to them.
398
00:16:52.699 --> 00:16:55.440
This is why I'm fond of offline marketing.
399
00:16:55.820 --> 00:16:57.661
It's not because I like offline marketing.
400
00:16:57.961 --> 00:17:02.443
Offline marketing is about the fastest way you could blow a crazy amount of money and get it wrong.
401
00:17:02.723 --> 00:17:04.423
It's that how else do you go get them?
402
00:17:04.463 --> 00:17:05.784
If I run Facebook ads...
403
00:17:06.384 --> 00:17:10.148
If I run Google Ads, LSA, I can't get the perfect client.
404
00:17:10.548 --> 00:17:11.629
So how do you be aggressive?
405
00:17:11.769 --> 00:17:14.372
Okay, so that's just an example of a project.
406
00:17:14.412 --> 00:17:20.277
So it's really easy to have all these projects in your business that you want to accomplish, but they never go anywhere.
407
00:17:20.658 --> 00:17:22.760
And the reason they never go anywhere is because...
408
00:17:23.340 --> 00:17:27.302
You understand what the project means, but nobody else understands what it means.
409
00:17:27.742 --> 00:17:28.582
Nobody thinks about it.
410
00:17:28.602 --> 00:17:32.384
So the documentation project of this is what the project is.
411
00:17:32.484 --> 00:17:33.884
This is what the steps look like.
412
00:17:34.204 --> 00:17:36.966
This is what the outcome looks like, what done looks like.
413
00:17:37.166 --> 00:17:41.007
This is what the KPI looks like so we can track this thing forever and have it run.
414
00:17:41.287 --> 00:17:42.208
This is who owns it.
415
00:17:42.848 --> 00:17:47.031
That's the worst part of getting, that's really hard.
416
00:17:47.091 --> 00:17:50.834
So I've got so many initiatives and they all move too slow.
417
00:17:51.355 --> 00:18:01.483
And the only way that I can get them to move faster and know who we need is to do that whole other side, which is a massive amount of work that will take me a long time to get it done.
418
00:18:01.963 --> 00:18:06.647
And so this week is fairly consumed with that, building out that other part.
419
00:18:06.827 --> 00:18:07.127
It was funny.
420
00:18:07.147 --> 00:18:09.828
I was talking to one of the owners in Augusta and they're just getting started.
421
00:18:10.208 --> 00:18:16.550
And he's like, the thing that I have learned most from your podcast with Jonathan is that you both just keep doing the same thing every single week and working on the same exact cast.
422
00:18:16.850 --> 00:18:18.110
I'm like, hold on a minute.
423
00:18:18.170 --> 00:18:21.611
It's been eight weeks of podcasts and I work in six weeks sprints.
424
00:18:21.631 --> 00:18:25.592
So there's basically one or two things I might've gotten done in that period of time.
425
00:18:26.092 --> 00:18:26.853
So I think it's interesting.
426
00:18:27.273 --> 00:18:33.660
It's one thing I had to learn is like, as the organization has grown is, I don't need to make 100 decisions a week or 100 improvements.
427
00:18:33.700 --> 00:18:36.683
It's like, what are the couple things if I make a big change on it?
428
00:18:36.883 --> 00:18:38.965
It could take a couple months or even years.
429
00:18:38.985 --> 00:18:41.688
It does, and it's so frustrating.
430
00:18:41.968 --> 00:18:44.210
And that's a great point, though, as we have to talk about this,
431
00:18:45.011 --> 00:18:47.432
Every week, every week.
432
00:18:48.152 --> 00:18:49.853
Am I getting anything done?
433
00:18:49.873 --> 00:18:52.914
Jonathan has been working on the marketing calendar.
434
00:18:53.034 --> 00:18:53.354
All right.
435
00:18:54.115 --> 00:18:54.595
And we're done.
436
00:18:55.415 --> 00:18:55.655
Yeah.
437
00:18:55.895 --> 00:19:00.077
So it's like, yeah, it's just, but that's what it takes to get this stuff to done.
438
00:19:00.457 --> 00:19:05.499
And I often, I'll end with this, but like I find this whole project incredibly frustrating.
439
00:19:05.699 --> 00:19:07.800
And of course, like you have got all these other things going.
440
00:19:07.820 --> 00:19:12.762
It's not like every minute spent on that, but that stuff is so critical.
441
00:19:12.782 --> 00:19:12.882
Yeah.
442
00:19:13.662 --> 00:19:20.525
And that if you don't do it, well, that's why nothing ever moves forward because everybody is constantly just jumping here and here.
443
00:19:21.145 --> 00:19:24.686
And then you're working on projects in the wrong order.
444
00:19:24.786 --> 00:19:27.147
There's a lot of thought that goes into moving fast.
445
00:19:27.708 --> 00:19:28.108
And that's...
446
00:19:28.948 --> 00:19:36.796
And I'm guilty of this idea that if I'm doing lots of things or moving around or trying to run multiple projects in parallel, it feels like we're making more progress.
447
00:19:37.276 --> 00:19:37.717
We're not.
448
00:19:38.017 --> 00:19:39.618
I've learned that the hard way over the years.
449
00:19:39.919 --> 00:19:43.662
It's all about working all these projects in a specific order.
450
00:19:44.143 --> 00:19:44.984
Yeah, 100%.
451
00:19:45.004 --> 00:19:45.724
That's why it takes a while.
452
00:19:45.945 --> 00:19:46.125
Yeah.
453
00:19:46.545 --> 00:19:47.346
Well, what do you got?
454
00:19:47.446 --> 00:19:48.086
I'm going to move.
455
00:19:48.166 --> 00:19:51.149
I'm going to change some of it because otherwise I'm going to be the boring same thing.
456
00:19:51.169 --> 00:19:55.032
Like I'm going to do the same thing every single week because there's only like a few core things I'm working on.
457
00:19:55.493 --> 00:19:59.096
But specifically, I'm taking action on what you mentioned last week.
458
00:19:59.336 --> 00:20:01.698
So for those that didn't watch last week's podcast, shame on you.
459
00:20:02.118 --> 00:20:04.420
But JP gave me a lot of good advice.
460
00:20:04.440 --> 00:20:04.781
Thank you.
461
00:20:04.801 --> 00:20:09.765
I have one, two, three, four, seven things I'll be doing here next week.
462
00:20:09.845 --> 00:20:11.707
So it's too much.
463
00:20:11.847 --> 00:20:12.988
It's a journey over time.
464
00:20:13.388 --> 00:20:25.535
So I basically took all the pieces of advice and I broke it over the course of the next year where I think I can attack each of them and where I think it's or I should better put where I think that information is relevant for me to actually take action on.
465
00:20:26.175 --> 00:20:30.438
So I couldn't this week I bit off some of the lower hanging fruit stuff.
466
00:20:30.498 --> 00:20:34.460
So I'm really looking at onboarding for homeworks, but I'm also looking at onboarding for Augusta.
467
00:20:35.080 --> 00:20:40.983
So I'm going through the exact process that a new location goes through when it comes to joining Augusta.
468
00:20:41.043 --> 00:20:45.506
Everything from like we have so many different layers of like you got to set your Google business profile.
469
00:20:45.526 --> 00:20:46.387
You get your website set up.
470
00:20:46.407 --> 00:20:47.547
OK, connect your Facebook account.
471
00:20:47.667 --> 00:20:50.629
OK, set up your homework account, set up command center, like set up your QuickBooks.
472
00:20:50.649 --> 00:20:52.730
Like there's like this huge laundry list.
473
00:20:52.750 --> 00:20:54.091
So I'm going through that.
474
00:20:54.171 --> 00:20:56.913
I haven't done that for three years myself.
475
00:20:57.253 --> 00:20:59.494
Obviously, I look at from afar, but just doing it myself.
476
00:20:59.814 --> 00:21:04.297
It's like, hey, this one word in the email makes me feel like I'm going to be getting this sooner than it actually takes.
477
00:21:04.877 --> 00:21:08.819
Uh, so we made a bunch of little improvements on the Augusta side and same thing with homeworks.
478
00:21:08.999 --> 00:21:13.982
So we started the whole onboarding call thing, like I mentioned last week, but I started listening to them.
479
00:21:14.182 --> 00:21:15.043
I started recording them.
480
00:21:15.743 --> 00:21:19.686
Uh, I started giving feedback to the support team members that were running that.
481
00:21:19.906 --> 00:21:21.066
And it was like really well received.
482
00:21:21.086 --> 00:21:23.568
I was very thankful because I was very much nitpicky.
483
00:21:23.588 --> 00:21:25.669
I'm like, don't say this word, say more of this word.
484
00:21:26.029 --> 00:21:26.950
Don't have this pause.
485
00:21:27.250 --> 00:21:28.511
Say it at the beginning of the call.
486
00:21:28.531 --> 00:21:29.211
Show this slide.
487
00:21:29.451 --> 00:21:33.754
Like I was very, I had this laundry list of things and shout out Tommy.
488
00:21:33.774 --> 00:21:33.934
Tommy.
489
00:21:34.614 --> 00:21:36.496
Uh, he's, he's the main one leading on the onboarding calls.
490
00:21:36.516 --> 00:21:37.617
He took it, took it like a champ.
491
00:21:38.217 --> 00:21:41.581
And so, uh, those are a couple of things I took action from we talked about last week.
492
00:21:42.041 --> 00:21:46.485
The other thing is I did add a couple engineering calls that I had taken off my calendar.
493
00:21:46.865 --> 00:21:53.431
I added them back on, uh, I already was in like the product demo stuff, but a couple more engineering calls that as the.
494
00:21:54.592 --> 00:22:01.354
refactors happening on events and we are doing the whole MCP access for the cloud connector.
495
00:22:01.374 --> 00:22:02.734
I just need to be in those calls.
496
00:22:02.914 --> 00:22:04.154
So you reminded me of that.
497
00:22:04.334 --> 00:22:04.995
I appreciate it.
498
00:22:05.715 --> 00:22:09.396
And so that's, those are some of the stuff I did based upon what we talked about last week.
499
00:22:09.856 --> 00:22:10.256
That's cool.
500
00:22:10.776 --> 00:22:13.917
Those call recordings are amazingly valuable to listen to.
501
00:22:14.497 --> 00:22:14.757
Yeah.
502
00:22:14.937 --> 00:22:16.557
Call recordings can be very frustrating.
503
00:22:18.018 --> 00:22:18.418
Oh man.
504
00:22:19.874 --> 00:22:23.076
I recorded a 5 for 50 video that was supposed to go out on Tuesday.
505
00:22:23.096 --> 00:22:23.596
Oh, yeah.
506
00:22:23.976 --> 00:22:27.999
And I didn't post it because I felt like I should hold it a little while.
507
00:22:28.139 --> 00:22:28.299
Yeah.
508
00:22:28.799 --> 00:22:32.521
And, you know, it's not knocking anybody, but it's a reminder to me.
509
00:22:32.601 --> 00:22:33.782
It's not knocking anybody at all.
510
00:22:33.822 --> 00:22:37.924
It's a reminder to me that you shouldn't listen to three call recordings here or there.
511
00:22:37.944 --> 00:22:39.745
You should listen like 70 in a row.
512
00:22:39.765 --> 00:22:39.965
Yeah.
513
00:22:40.966 --> 00:22:47.896
And then you'll really see all the places where it's like, gee, that script could be a lot better.
514
00:22:48.276 --> 00:22:49.919
You know, it's like, I'm not putting it on a person.
515
00:22:49.939 --> 00:22:51.060
I'm putting it on the company.
516
00:22:51.241 --> 00:22:53.163
Like, oh, wow, we could make this better and easier.
517
00:22:53.584 --> 00:22:54.926
So those call recordings.
518
00:22:55.547 --> 00:22:55.767
Wow.
519
00:22:55.927 --> 00:22:56.448
They're important.
520
00:22:57.548 --> 00:23:05.691
It'll never be perfect, but man, listening to call recordings or doing calls yourself and then comparing it to what the call recordings are.
521
00:23:05.711 --> 00:23:09.793
I don't care if you're talking about onboarding, customer service, sales calls.
522
00:23:10.233 --> 00:23:12.173
It's just like, it's just a constant.
523
00:23:12.233 --> 00:23:16.335
And if you don't go back and check it occasionally, it gets off pretty quickly.
524
00:23:16.495 --> 00:23:16.695
Yeah.
525
00:23:16.995 --> 00:23:17.315
Yeah, yeah.
526
00:23:17.375 --> 00:23:18.576
You're like, oh, it's in the script.
527
00:23:18.836 --> 00:23:19.096
Well...
528
00:23:19.765 --> 00:23:21.066
You know, things have changed, right?
529
00:23:21.106 --> 00:23:25.850
And so one thing that even this week we worked a bunch on was like the support chat.
530
00:23:26.030 --> 00:23:28.713
Just like what is prioritized when that pops up?
531
00:23:29.093 --> 00:23:30.314
Is it like help articles?
532
00:23:30.474 --> 00:23:31.555
Is it chat with someone?
533
00:23:32.036 --> 00:23:34.097
Is it most recent feature updates like in news?
534
00:23:34.358 --> 00:23:38.521
Like just re-changing that and then seeing what happened to the user behavior was very interesting.
535
00:23:39.942 --> 00:23:40.543
Little stuff like that.
536
00:23:40.563 --> 00:23:42.785
I've been really like very much in the weeds on it.
537
00:23:43.125 --> 00:23:43.485
It's been good.
538
00:23:43.505 --> 00:23:43.746
Yeah.
539
00:23:44.266 --> 00:23:47.669
Man, to optimize a business, you could literally work 100 hours a week forever.
540
00:23:48.089 --> 00:23:49.930
It just never ends, even with a team.
541
00:23:50.170 --> 00:23:50.411
It's great.
542
00:23:50.431 --> 00:23:51.211
There's so many things to do.
543
00:23:51.351 --> 00:23:54.073
Hey, if I could do that all day long, honestly, I wouldn't mind.
544
00:23:54.994 --> 00:23:56.275
The optimization?
545
00:23:56.375 --> 00:23:58.537
I don't mind the optimization part.
546
00:23:59.057 --> 00:24:02.740
It's the, I'll be honest, the stuff I did this past week, loved every minute of it.
547
00:24:02.760 --> 00:24:04.041
Because it's like, hey, change this.
548
00:24:04.261 --> 00:24:05.682
All right, next week, done.
549
00:24:06.690 --> 00:24:07.451
I like the improvement.
550
00:24:07.651 --> 00:24:08.611
I love the improvement.
551
00:24:08.731 --> 00:24:10.913
When tough takes six, 12 and 18 months.
552
00:24:11.633 --> 00:24:12.774
Oh man, that hurts my head.
553
00:24:13.474 --> 00:24:16.416
And when there's constant pain, it's not, you can change it quickly.
554
00:24:17.103 --> 00:24:18.263
Yeah, yeah.
555
00:24:18.764 --> 00:24:19.884
Are you a process person?
556
00:24:19.904 --> 00:24:21.584
How do you think about process?
557
00:24:21.604 --> 00:24:24.085
Like, do you live- I can get into process mode.
558
00:24:24.345 --> 00:24:27.506
Like, I can very much- Like, I know some people are like, I only like big thinking.
559
00:24:27.606 --> 00:24:33.928
I like strategy, but I can also really get into ops because I love constant improvement.
560
00:24:33.948 --> 00:24:35.088
Like, I just love making changes.
561
00:24:35.629 --> 00:24:40.230
I get stuck when I have the strategy and then implementing it is going to take a very, very long time.
562
00:24:40.590 --> 00:24:42.791
And in that period, I'm going to have a bunch of pain.
563
00:24:43.371 --> 00:24:46.812
Usually in the way of bad customer service or letting people down.
564
00:24:46.972 --> 00:24:49.554
Before we move on, how were you running operations in the business?
565
00:24:49.774 --> 00:24:50.134
I don't know.
566
00:24:50.154 --> 00:24:52.135
Do you think you're pretty good?
567
00:24:52.195 --> 00:24:52.635
I don't know.
568
00:24:52.695 --> 00:24:53.676
Pretty decent, I guess.
569
00:24:53.996 --> 00:24:54.356
Okay.
570
00:24:54.376 --> 00:24:55.417
Do you like it?
571
00:24:55.617 --> 00:24:56.218
Elements of it.
572
00:24:56.278 --> 00:24:59.139
Like, you mean out in the field, like my location?
573
00:24:59.219 --> 00:25:02.601
Out in the field or if you had to be the COO in the business and run all the ops?
574
00:25:03.282 --> 00:25:04.583
Just keep everything moving.
575
00:25:04.923 --> 00:25:06.464
HR stuff gets to me.
576
00:25:07.483 --> 00:25:08.044
HR is terrible.
577
00:25:08.124 --> 00:25:08.844
Nobody likes HR.
578
00:25:08.964 --> 00:25:09.305
Yeah.
579
00:25:09.505 --> 00:25:12.708
I'm convinced when you add HR, you just invite everybody to complain.
580
00:25:12.968 --> 00:25:14.109
Yeah.
581
00:25:14.509 --> 00:25:15.771
I don't like firing people.
582
00:25:15.851 --> 00:25:17.272
I usually give people too much grace.
583
00:25:17.652 --> 00:25:21.135
So I don't really enjoy that part, but I like making improvements to the system.
584
00:25:21.275 --> 00:25:22.697
That is like, I could do that all day long.
585
00:25:23.157 --> 00:25:30.924
If you said, I love firing people, that would really be a fascinating new insight.
586
00:25:31.464 --> 00:25:33.886
So I got four things for us to talk about this week.
587
00:25:34.407 --> 00:25:43.115
And the first one is this idea of should any company owner be allowing their trucks to go home with their team members?
588
00:25:43.755 --> 00:25:45.297
And how do you think about this?
589
00:25:45.397 --> 00:25:48.260
What are the pros and cons for people not doing it?
590
00:25:48.320 --> 00:25:48.881
Should they?
591
00:25:49.281 --> 00:25:50.342
It's that type of thing.
592
00:25:50.382 --> 00:25:51.183
How do you think about this?
593
00:25:51.223 --> 00:25:52.084
Yeah, this one's a tough one.
594
00:25:52.705 --> 00:25:57.810
I'll put the caveat that most of Augusta does not have their trucks go home with employees.
595
00:25:57.970 --> 00:26:02.776
However, the people that do, I have talked to all of them and every single one likes it.
596
00:26:03.656 --> 00:26:05.838
And so none of them have any regrets.
597
00:26:06.078 --> 00:26:11.862
I have yet to see any of them do it and then take it back, which I thought would be more often like, Hey, try this out.
598
00:26:11.902 --> 00:26:13.583
Didn't work out was really bad experience.
599
00:26:13.603 --> 00:26:16.466
And we went back to just everyone's starting out the Depot.
600
00:26:16.846 --> 00:26:25.612
I also feel like there's some confirmation bias in there because once you let your employees do it, it's like taking away a benefit that they're probably not going to be like, Oh yeah, we'll just drive back to the office again.
601
00:26:25.852 --> 00:26:27.954
It's kind of like the cat's out of the bag.
602
00:26:28.214 --> 00:26:30.396
But they have said nothing but good things about it.
603
00:26:31.096 --> 00:26:31.756
And so yeah,
604
00:26:32.557 --> 00:26:37.038
To kind of outline how I look at the downsides, obviously it's what if they steal customers?
605
00:26:37.178 --> 00:26:39.838
What if they use my equipment and the vehicle for personal use?
606
00:26:40.378 --> 00:26:43.499
I think the biggest downside for me is loss of culture, bringing people together.
607
00:26:43.519 --> 00:26:46.360
All of a sudden, they're essentially a remote on this island.
608
00:26:46.580 --> 00:26:50.280
Even if you bring them together once a week, still, it's kind of on your own.
609
00:26:50.700 --> 00:26:52.601
And at that point, it's like, why not just be a solo operator?
610
00:26:52.621 --> 00:26:53.601
Why not go start your own business?
611
00:26:53.681 --> 00:26:54.641
Oh, I have the equipment with me.
612
00:26:54.881 --> 00:26:56.942
I'll just go mow the neighbor's yard for free.
613
00:26:57.282 --> 00:26:58.842
So there's certainly downsides of that.
614
00:26:59.702 --> 00:27:11.469
I also think the biggest downside is it becomes a very asset heavy business because it's more difficult to have multi-person crews when you have them taking the vehicle to their house.
615
00:27:11.809 --> 00:27:17.713
Because either they've got to pick someone else up or they've got to meet somewhere and you create another bottleneck instead of the shop.
616
00:27:18.493 --> 00:27:23.658
And so usually I see when people take their vehicles home, it works best with solo routes.
617
00:27:24.118 --> 00:27:31.045
Parlaying with that is like if you have less equipment and less assets that are required per crew, taking the vehicle home starts to make a little more sense.
618
00:27:31.305 --> 00:27:38.712
But if I need $100,000 to get a decent setup for my crew, do I want to pay $200,000 to get two employees or do I want to pay $100,000?
619
00:27:38.912 --> 00:27:39.612
They double up.
620
00:27:40.293 --> 00:27:45.475
And so it's less asset heavy, more op heavy when it comes to having to take the vehicle home.
621
00:27:46.136 --> 00:27:49.858
The thing I like about it a lot is it really makes it forces you into good behavior.
622
00:27:50.578 --> 00:27:54.660
So, for example, you have to have better quality employees if they're going to take your vehicles home.
623
00:27:55.100 --> 00:27:58.882
If you're giving someone $50,000 and trust it, you're going to probably do a better job of vetting them.
624
00:27:59.522 --> 00:28:01.083
you're probably gonna do a better job of training them.
625
00:28:01.444 --> 00:28:06.087
It's also gonna force you to like offer less services so that you don't have to have as much equipment on the truck.
626
00:28:06.688 --> 00:28:08.449
And so I think it's almost like a forcing function.
627
00:28:08.730 --> 00:28:13.754
And a lot of times by having crews come in one place, it's a band-aid around management.
628
00:28:14.214 --> 00:28:15.375
And that is, I can see everyone.
629
00:28:15.415 --> 00:28:23.582
So like the system is me seeing their trucks going out at the beginning of the day, me making sure everything is safe, like tires, making sure that they show up on time.
630
00:28:23.602 --> 00:28:25.564
Like there's a lot of things that just become...
631
00:28:26.584 --> 00:28:29.547
A bandaid of bad management becomes I want them to meet in one spot.
632
00:28:30.148 --> 00:28:33.130
And again, my location, they meet in one spot.
633
00:28:33.231 --> 00:28:34.171
I just want to be very clear.
634
00:28:34.352 --> 00:28:41.939
However, as I'm starting another corporate location, we are going to be doing this model where the vehicles go home with the employees.
635
00:28:42.019 --> 00:28:42.299
Oh, really?
636
00:28:42.319 --> 00:28:42.419
Yeah.
637
00:28:42.559 --> 00:28:46.840
Yeah, and I think the biggest, like, the upside, too, is a lot less drive time.
638
00:28:47.380 --> 00:28:51.141
And it's not just the drive time for the crew.
639
00:28:51.161 --> 00:28:54.082
Like, we all think of windshield time as time between stops.
640
00:28:54.682 --> 00:29:12.146
But if someone wakes up at 6.30, is out the door at 7, shows up at your office at 7.30, diddle-dallies, gets some coffee, gets out, and then an hour later is at their first job, that's like an hour and a half a waste of time that they might have literally passed their first job of the day to get to your shop.
641
00:29:12.626 --> 00:29:12.806
Yeah.
642
00:29:13.047 --> 00:29:18.693
And so I think a lot about the startup time and then same thing at the end of the day, like they could very well.
643
00:29:18.713 --> 00:29:24.299
I remember seeing it's like on my route and be like, oh, they should just take the truck home is there 20 minutes away from the shop.
644
00:29:24.920 --> 00:29:27.783
They mowed their neighbor's house, came back to the shop.
645
00:29:28.364 --> 00:29:30.567
And then the next day we're going back to that neighborhood.
646
00:29:30.587 --> 00:29:31.488
I'm like, this is crazy.
647
00:29:31.568 --> 00:29:33.410
This 40 minutes drive that was not needed.
648
00:29:33.770 --> 00:29:41.212
So I think it forces a lot of good behavior, but I do think it becomes a lot easier if you have less equipment, if you have less material loading.
649
00:29:41.512 --> 00:29:43.773
If you have materials, it also gets a little more difficult.
650
00:29:44.013 --> 00:29:48.214
If you have debris, so if you're taking debris off-site, it gets very difficult.
651
00:29:49.394 --> 00:30:01.718
And if you have a solid training in place to where you can trust someone after a governed amount of time before they become, where they can take the truck home, or you do empower them to do that, there has to be a solid training process in place.
652
00:30:01.818 --> 00:30:03.118
Otherwise, just asking for chaos.
653
00:30:03.138 --> 00:30:03.378
Yeah.
654
00:30:04.287 --> 00:30:07.009
A lot of good insights from a mowing standpoint.
655
00:30:07.069 --> 00:30:11.111
How do you handle equipment maintenance and blades and all that type of stuff?
656
00:30:11.711 --> 00:30:11.911
Yeah.
657
00:30:11.931 --> 00:30:13.792
So I'll speak for what we're planning to do.
658
00:30:14.113 --> 00:30:20.096
Um, like at my location, the corporate one, um, there's a few different ways I've seen it work inside Augusta.
659
00:30:20.756 --> 00:30:31.022
And the one that I have observed, and I think we're going to probably be doing is we still will meet up once a week to be able to do the maintenance as well as just a cultural thing.
660
00:30:31.742 --> 00:30:38.328
And what some of the owners will actually do is they will just meet at like a Walmart or a Costco and everyone will just back up their trucks in a line.
661
00:30:38.529 --> 00:30:39.569
They're there for 20, 30 minutes.
662
00:30:39.589 --> 00:30:40.470
They do a team meeting.
663
00:30:40.550 --> 00:30:44.834
They do all the wins, pan out bonuses, check everyone's equipment.
664
00:30:45.195 --> 00:30:47.957
They do the checklist at the end of the day and just do the pictures in Field Force.
665
00:30:48.418 --> 00:30:52.982
They just take pictures like the checklist of the equipment at the end of each day.
666
00:30:53.242 --> 00:30:54.664
But then once a week is where...
667
00:30:55.264 --> 00:30:59.246
The manager is going to inspect everything and potentially replace parts and pieces.
668
00:30:59.626 --> 00:31:10.170
The thing that I have not seen animals do that I'm going to be testing out is the GM having a, again, when I talk about GM, I'm talking six to eight technicians, so six to eight trucks, and then a GM leading that team.
669
00:31:10.670 --> 00:31:13.351
That person having a van with backups for everything.
670
00:31:13.751 --> 00:31:17.413
So if something goes down in the field, they're going to go out, hey, swap out the mower.
671
00:31:17.733 --> 00:31:18.433
I'll take your mower.
672
00:31:18.453 --> 00:31:22.235
I'll take that off your plate and just keep them on the road as much as possible.
673
00:31:22.875 --> 00:31:24.315
And same thing with things like blades.
674
00:31:25.015 --> 00:31:26.896
I don't want them to have to like sharpen the blades.
675
00:31:26.996 --> 00:31:28.916
I want, hey, the blades come to you on the weekly.
676
00:31:29.176 --> 00:31:31.296
We'll get you the three or four sets that you might need.
677
00:31:31.637 --> 00:31:32.937
And it's all in your van.
678
00:31:33.257 --> 00:31:35.017
And then the vans are just kind of like copy and paste.
679
00:31:35.277 --> 00:31:38.378
The exact same, including the GM's truck, which is just a backup essentially.
680
00:31:38.878 --> 00:31:41.118
So that's kind of a direction I'm going with it.
681
00:31:41.638 --> 00:31:42.538
What is Field Force?
682
00:31:43.238 --> 00:31:43.619
Oh, sorry.
683
00:31:43.679 --> 00:31:44.919
It's just the mobile app for homeworks.
684
00:31:45.799 --> 00:31:46.299
Oh, okay.
685
00:31:46.519 --> 00:31:46.659
Yeah.
686
00:31:46.859 --> 00:31:47.099
Okay.
687
00:31:47.499 --> 00:31:50.260
And so you mentioned they take pictures of the equipment.
688
00:31:50.700 --> 00:31:51.840
Is that something they have to do every day?
689
00:31:52.535 --> 00:31:53.996
Yeah, like so it'd just be a checklist.
690
00:31:54.016 --> 00:32:03.100
So the form that they'd basically fill out is one of those after photos would be a photo of like certain types of equipment and even like keeping the vehicle clean.
691
00:32:03.520 --> 00:32:05.501
So it's mostly just checklists for the daily.
692
00:32:05.521 --> 00:32:10.003
And then the weekly is where we're doing an inspection of the equipment from the manager's perspective.
693
00:32:10.024 --> 00:32:10.964
Okay, that's interesting.
694
00:32:10.984 --> 00:32:13.625
So they're just looking at a picture to make sure the equipment looks good.
695
00:32:13.645 --> 00:32:14.566
It's all on the truck.
696
00:32:14.606 --> 00:32:17.107
The truck looks clean, the presentation, all that.
697
00:32:17.439 --> 00:32:17.700
Correct.
698
00:32:18.341 --> 00:32:18.622
Okay.
699
00:32:19.062 --> 00:32:19.443
Interesting.
700
00:32:20.024 --> 00:32:21.487
Now, do you guys do it before?
701
00:32:22.069 --> 00:32:22.710
Do what before?
702
00:32:23.051 --> 00:32:24.734
Where the crews would take the vehicles home?
703
00:32:24.754 --> 00:32:25.656
Or have you never done it?
704
00:32:25.676 --> 00:32:26.518
Yeah, way back.
705
00:32:26.658 --> 00:32:26.758
Okay.
706
00:32:26.778 --> 00:32:26.979
Okay.
707
00:32:27.564 --> 00:32:28.705
Yeah, we eliminated it.
708
00:32:29.346 --> 00:32:32.709
But we never... Yeah, but I don't think that means anything.
709
00:32:33.550 --> 00:32:39.475
Back when we did it, we let the crew take, or let's call it the foreman, take home the truck.
710
00:32:40.116 --> 00:32:44.039
But they brought it back each morning and picked up their team and loaded up their equipment.
711
00:32:44.320 --> 00:32:48.644
So you didn't get the efficiency of leaving from their home.
712
00:32:48.704 --> 00:32:51.206
And what you got was the...
713
00:32:53.548 --> 00:32:55.209
It was a massive recruiting tool.
714
00:32:55.309 --> 00:32:56.951
I think that's really what it came down to.
715
00:32:56.991 --> 00:33:02.195
You could recruit a lot of people that would have had a hard time getting there otherwise, but were great.
716
00:33:03.396 --> 00:33:05.398
Or also, we deal an H2B visa.
717
00:33:05.998 --> 00:33:10.482
So an H2B visa individual doesn't have a car necessarily.
718
00:33:10.542 --> 00:33:11.442
So how do they get to work?
719
00:33:11.863 --> 00:33:14.425
So those were some of the reasons why we did that for years.
720
00:33:14.845 --> 00:33:17.768
And then we geofenced the trucks at their place.
721
00:33:18.608 --> 00:33:22.051
And we've had a variety of different issues over the years, like anybody would.
722
00:33:22.111 --> 00:33:24.953
When you let trucks go home, they end up going out on the weekends.
723
00:33:25.514 --> 00:33:28.156
The one around them mowing on the weekends using our truck.
724
00:33:28.396 --> 00:33:30.178
And people might think it was city turf mowing.
725
00:33:30.658 --> 00:33:31.178
That's happened.
726
00:33:31.419 --> 00:33:32.780
You know, we've had all those problems.
727
00:33:33.460 --> 00:33:36.483
And so those are real issues that we experienced.
728
00:33:36.503 --> 00:33:37.704
But we eventually ended it.
729
00:33:38.644 --> 00:33:40.646
But that doesn't really represent my opinion.
730
00:33:40.686 --> 00:33:42.287
I don't have a super strong opinion on this.
731
00:33:42.347 --> 00:33:42.608
I have...
732
00:33:43.348 --> 00:33:48.451
I think that where it becomes the most interesting, I think you pretty much articulated it, frankly.
733
00:33:48.911 --> 00:33:56.515
But where it becomes most interesting is this idea of, does it allow you to run a little bit of a different business model inside the business?
734
00:33:56.555 --> 00:34:04.259
Would it allow you to maybe run a little different geographic market, but yet still keep the routes really tight?
735
00:34:04.560 --> 00:34:04.760
Yep.
736
00:34:05.280 --> 00:34:10.002
Like hiring closer to where your customers are versus where your shop is at.
737
00:34:10.222 --> 00:34:10.802
Exactly.
738
00:34:10.982 --> 00:34:18.165
You know, and if I was more of a, if we ran this at CityTurf, I could probably serve more areas, more markets than we would.
739
00:34:18.545 --> 00:34:20.305
There's no way we'd serve those markets now.
740
00:34:20.846 --> 00:34:26.067
But if I built some crews that lived in those areas and left from those areas, it changes the whole game.
741
00:34:26.308 --> 00:34:27.268
Then it becomes possible.
742
00:34:27.880 --> 00:34:29.802
Philip and I have talked about this over the years.
743
00:34:30.242 --> 00:34:31.043
Shout out, Philip.
744
00:34:31.183 --> 00:34:33.125
One day we're going to get Philip on the fire.
745
00:34:33.265 --> 00:34:33.585
One day.
746
00:34:33.625 --> 00:34:34.686
You'll never see Philip.
747
00:34:34.706 --> 00:34:35.347
We'll get there.
748
00:34:35.367 --> 00:34:35.887
We'll get there.
749
00:34:36.167 --> 00:34:36.768
It might take a while.
750
00:34:36.788 --> 00:34:37.989
Not going to happen.
751
00:34:38.049 --> 00:34:38.329
Oh, no.
752
00:34:38.449 --> 00:34:40.231
It's not going to happen.
753
00:34:40.971 --> 00:34:41.532
Shout out, Philip.
754
00:34:41.712 --> 00:34:43.594
Everyone in the comments, we've got to convince Philip.
755
00:34:43.634 --> 00:34:44.875
He'll never watch this video.
756
00:34:44.975 --> 00:34:46.336
It's not going to work.
757
00:34:47.357 --> 00:34:48.098
It'll never happen.
758
00:34:48.158 --> 00:34:48.558
It's okay.
759
00:34:48.578 --> 00:34:49.419
We'll keep chipping away.
760
00:34:49.639 --> 00:34:49.939
Sorry.
761
00:34:50.019 --> 00:34:50.560
I apologize.
762
00:34:50.600 --> 00:34:52.762
It would be amazing if it did, but it will never happen.
763
00:34:53.262 --> 00:34:53.822
All right.
764
00:34:53.842 --> 00:34:57.524
So where I was going with that, we've talked about this over the years.
765
00:34:58.025 --> 00:35:00.306
And I agree with him.
766
00:35:00.326 --> 00:35:09.470
There's this amazing value of bringing everybody back to the shop and having everything right there and seeing everything every day and being able to coach in the moment.
767
00:35:09.510 --> 00:35:10.971
There are so many advantages.
768
00:35:11.011 --> 00:35:13.933
So I think it just comes down to a lot of what you said.
769
00:35:13.953 --> 00:35:18.275
You can run either model, either model work, just depends on how you manage it.
770
00:35:18.595 --> 00:35:19.795
and how on top of you are.
771
00:35:19.835 --> 00:35:26.657
You know, I used to, I kind of said it before, I used to be partners with these guys in there, in a cleaning business.
772
00:35:27.417 --> 00:35:32.219
And we had properties all over the United States.
773
00:35:33.159 --> 00:35:42.221
And one of the lessons I got out of that business was that the markets that get served the best are the markets nearest to your office.
774
00:35:42.561 --> 00:35:45.422
Like, so nearest our corporate office, which was in Texas.
775
00:35:46.209 --> 00:36:02.061
simply because if you have to do a lot of, like if we have to go to Austin from here, if I got to go to San Antonio, if I got to go South to these other markets, you're going to do it, but you're not going to go see your clients and your team nearly as frequent as the people right near you.
776
00:36:02.201 --> 00:36:06.004
And so I do think that is a big giant risk.
777
00:36:06.024 --> 00:36:07.005
How do you handle that?
778
00:36:07.585 --> 00:36:13.830
Which is like, how do you, so you have these crews set up in different markets that allow you to spread out, but,
779
00:36:14.430 --> 00:36:15.450
What's the custom?
780
00:36:15.810 --> 00:36:16.271
What happened?
781
00:36:16.291 --> 00:36:21.952
What are the negatives like in terms of how often are you physically seeing the client doing inspections on the property?
782
00:36:22.312 --> 00:36:30.415
And that's where I think lower quality, lesser reviews, problems, brand harm creep into the business.
783
00:36:31.155 --> 00:36:36.697
And so that to your point, I think it just requires this really, really strong management.
784
00:36:37.097 --> 00:36:37.857
And if you look at
785
00:36:38.497 --> 00:36:48.339
the restaurant industry or so many other industries that run retail, they move to this hub and spoke concept, or they move to the district manager, regional manager concept because you need somebody.
786
00:36:48.759 --> 00:36:55.881
So if you end up spinning up 10 crews removed from your corporate office, so you're, let's just say you're not a franchise based business.
787
00:36:56.401 --> 00:37:00.581
You really end up quickly in this place where you still need management in that general area.
788
00:37:00.621 --> 00:37:06.763
That's going to see the client that's going to sell, going to meet, inspect the crew going to do training in the field.
789
00:37:07.063 --> 00:37:07.683
So it doesn't,
790
00:37:09.484 --> 00:37:15.147
It allows you to spread out, but it doesn't necessarily eliminate complexity is my theory.
791
00:37:16.128 --> 00:37:17.109
Let me steal, man, you.
792
00:37:17.269 --> 00:37:18.149
Let me steal, man, you.
793
00:37:18.169 --> 00:37:18.810
Yeah, yeah, do it.
794
00:37:18.890 --> 00:37:22.112
So when you first started saying that, I actually heard it opposite.
795
00:37:22.352 --> 00:37:27.055
And that was as if the employees are closer to the customers...
796
00:37:27.735 --> 00:37:44.143
Almost like instead of them driving 45 minutes to get to work, if they're 15 minutes away from the customer, would that potentially increase the amount of times that they're passing that property, the proximity to them, more likely to make sure that their property is up to spec because they're physically closer, they're living.
797
00:37:44.561 --> 00:37:47.582
Are we talking about a manager or the crew doing the work?
798
00:37:47.602 --> 00:37:48.543
The technician doing the work.
799
00:37:49.143 --> 00:37:49.363
Yeah.
800
00:37:49.503 --> 00:37:52.564
So, and maybe I don't know how you guys operate.
801
00:37:52.584 --> 00:37:54.225
I don't know how your GMs operate.
802
00:37:54.625 --> 00:37:59.307
But what I'm saying is I think the tech being closer to property all wins.
803
00:37:59.687 --> 00:38:00.507
That's fantastic.
804
00:38:00.868 --> 00:38:02.488
But then there's this other layer.
805
00:38:02.868 --> 00:38:07.050
I don't know how you guys operate where we inspect our properties and
806
00:38:07.270 --> 00:38:09.531
We go out in the field and we work.
807
00:38:09.551 --> 00:38:10.752
So manager inspects.
808
00:38:10.812 --> 00:38:13.813
A manager works really closely with the crews, trains in the field.
809
00:38:14.393 --> 00:38:16.534
A manager goes and deals like a client.
810
00:38:16.794 --> 00:38:19.575
If a client of ours has a problem, they can text us and we are there.
811
00:38:19.735 --> 00:38:20.796
Like we're on the property.
812
00:38:20.816 --> 00:38:22.537
You've got a dead spot, brown spot.
813
00:38:22.577 --> 00:38:23.397
You've got a concern.
814
00:38:23.437 --> 00:38:24.317
We have expertise.
815
00:38:24.337 --> 00:38:24.838
We are there.
816
00:38:25.218 --> 00:38:27.299
We'll roll a truck and we'll come see you.
817
00:38:27.599 --> 00:38:29.520
It's a more of a manager level.
818
00:38:30.240 --> 00:38:33.983
Uh, if you, if there are sales opportunities, we'll roll a truck manager will come see you.
819
00:38:34.603 --> 00:38:38.166
That's this part that I think that's what I was referring to.
820
00:38:38.186 --> 00:38:46.112
The technician all wins, but very quickly, as I build out a bunch of techs and crews in a market, then I need a manager that can do all those other things.
821
00:38:46.132 --> 00:38:47.333
That's what I was alluding to.
822
00:38:47.433 --> 00:38:47.633
Got it.
823
00:38:47.653 --> 00:38:47.754
Yeah.
824
00:38:47.774 --> 00:38:51.296
I guess I don't think about that as much because we, we could constrict to five mile radiuses.
825
00:38:51.697 --> 00:38:52.978
So that part is usually less.
826
00:38:53.018 --> 00:38:53.198
Okay.
827
00:38:53.278 --> 00:38:53.798
That makes sense.
828
00:38:53.838 --> 00:38:54.038
Okay.
829
00:38:54.058 --> 00:38:54.178
Yeah.
830
00:38:54.198 --> 00:38:54.399
Yeah.
831
00:38:54.679 --> 00:38:54.959
Yeah.
832
00:38:54.999 --> 00:38:55.179
Yeah.
833
00:38:55.259 --> 00:38:55.499
Yeah.
834
00:38:56.633 --> 00:38:58.933
I always think in city turf land.
835
00:38:59.154 --> 00:39:03.634
So in city turf land, it's like we're trying to keep, we got a decent sized market, but I'm trying to keep it tight.
836
00:39:03.674 --> 00:39:04.395
We're not me.
837
00:39:04.595 --> 00:39:05.615
We're trying to keep it tight.
838
00:39:06.195 --> 00:39:21.638
But if we ran this kind of a model, I could go to a whole bunch of cities well outside of our area and build out little pockets where we're not really going to want to spin up offices unless we go to a two office business, which we are a long way from being interested in that.
839
00:39:22.198 --> 00:39:24.963
And so that's kind of where I took us in this conversation.
840
00:39:24.983 --> 00:39:29.310
It's like, man, the cool thing would be we could go serve all these other markets I would never go to otherwise.
841
00:39:29.791 --> 00:39:32.676
And then I went into, well, if we did that, I still need a manager there.
842
00:39:32.696 --> 00:39:33.558
Right, yeah.
843
00:39:33.618 --> 00:39:33.798
So-
844
00:39:34.478 --> 00:39:38.881
And I think that's where, too, like adding complexity to the business makes this nearly impossible.
845
00:39:39.261 --> 00:39:52.230
Like if you're adding if you have 10 services and you're doing like snow removal and you're doing bush trimming and you're doing fertilization weed control and you're doing mowing and you're doing molten stall and you're doing patios like good luck trying to ever have your crew take their equipment home.
846
00:39:53.550 --> 00:39:57.731
Well, that's another... Well, in our business, we run our crew.
847
00:39:57.791 --> 00:40:03.673
We run separate F&W, separate mowing, separate pass, separate tree and shrub.
848
00:40:03.893 --> 00:40:04.993
All of our crews are separated.
849
00:40:05.233 --> 00:40:06.574
Mowing guys never trim bushes.
850
00:40:07.334 --> 00:40:08.754
They never fertilize.
851
00:40:08.974 --> 00:40:11.955
It's completely... Everybody is their independent expert.
852
00:40:12.556 --> 00:40:13.476
You raise a great point.
853
00:40:13.976 --> 00:40:20.598
To complicate this concept even further, if you're a simpler business model, you're predominantly mowing and maybe trimming.
854
00:40:21.238 --> 00:40:24.381
that this idea of spreading out might work a little better.
855
00:40:24.421 --> 00:40:26.383
But now I thought of something else.
856
00:40:26.444 --> 00:40:29.487
Let's say that I want to spread out mowing and trimming.
857
00:40:29.527 --> 00:40:33.211
That's the easiest thing to move into other markets if I can find the team members to do it.
858
00:40:33.911 --> 00:40:42.080
So then you come to our website and you read about CityTurf and we're pushing this whole idea of one company to handle all these things for you.
859
00:40:42.440 --> 00:40:43.521
We're just a text away.
860
00:40:44.422 --> 00:40:46.884
And then when they contest, it's like, oh yeah, yeah.
861
00:40:46.904 --> 00:40:50.766
Well, that's if you live in these five cities, but I'm sorry, you're over there.
862
00:40:50.806 --> 00:40:52.708
We only mow like that.
863
00:40:53.448 --> 00:40:54.649
Which city are you are?
864
00:40:54.749 --> 00:40:55.630
Yeah.
865
00:40:55.670 --> 00:40:57.291
So didn't even think of that.
866
00:40:57.331 --> 00:41:04.756
If, if in my world, we were trying to do this concept, it, you couldn't even pull it off because of our overall company.
867
00:41:05.396 --> 00:41:06.057
Silas.
868
00:41:06.117 --> 00:41:07.017
We'll call it the USP.
869
00:41:07.077 --> 00:41:08.578
What we're promising, what we're offering.
870
00:41:08.598 --> 00:41:08.819
Yeah.
871
00:41:09.019 --> 00:41:11.721
Like it would be a broken promise for a lot of the market.
872
00:41:11.941 --> 00:41:12.101
Yeah.
873
00:41:12.481 --> 00:41:13.322
Didn't even think of that one.
874
00:41:13.362 --> 00:41:16.406
So that's, this is the problem with all great ideas.
875
00:41:16.967 --> 00:41:19.310
It's like, oh, this is like, oh, this would be really cool.
876
00:41:19.330 --> 00:41:20.171
This would allow us to grow.
877
00:41:20.211 --> 00:41:30.865
But then when you think through the operational side of it, or the marketing or sales execution of it, this is where the complexity usually just makes things really, really hard to implement.
878
00:41:31.412 --> 00:41:32.392
Okay, side tangent.
879
00:41:32.952 --> 00:41:34.053
I made a whole video on this.
880
00:41:34.233 --> 00:41:36.873
I'm going to see if I can now disqualify my video.
881
00:41:37.193 --> 00:41:38.994
And that is when should you actually add a service?
882
00:41:39.074 --> 00:41:55.497
Because I think this is probably one of the biggest reasons for most home services across the board, every industry, that they end up either having a hard time scale, having a hard time not working 80 hours a week, ever finding a manager, et cetera, or just beating their head up against the wall until finally they quit.
883
00:41:55.858 --> 00:41:57.238
And that is just adding more services.
884
00:41:57.918 --> 00:42:03.240
So I tried to consolidate it down to a couple reasons as to why you would add a new service.
885
00:42:03.881 --> 00:42:14.786
So I'll give you my few that I came up with and then you see if there's any others that you can, because like, hey, I'm all for making more money, but when do I add more services is the key, or like the question.
886
00:42:14.886 --> 00:42:15.926
So I came up with a few.
887
00:42:16.226 --> 00:42:23.690
First one was if you need it to fill your off season, that is four to five months long, potentially a good reason to add another service.
888
00:42:24.270 --> 00:42:35.160
The other one I did was if you're in a very small populated area and you want to grow in size, you're going to have to like you're not going to be able to do one thing very well.
889
00:42:35.260 --> 00:42:35.560
Great.
890
00:42:35.600 --> 00:42:37.342
But it's 5,000 people.
891
00:42:37.382 --> 00:42:37.942
You have to.
892
00:42:38.062 --> 00:42:39.323
You're not going to build a $10 million business.
893
00:42:39.344 --> 00:42:39.444
Okay.
894
00:42:39.464 --> 00:42:39.584
Okay.
895
00:42:40.004 --> 00:42:41.344
So that would be the other one.
896
00:42:41.384 --> 00:42:50.146
And then the third one was the only other reason outside of those two I could come up with was you want to recoup your customer acquisition costs faster.
897
00:42:50.166 --> 00:42:50.766
Tack.
898
00:42:51.106 --> 00:42:51.286
Yeah.
899
00:42:51.546 --> 00:42:54.327
Be able to recoup that faster with a secondary service.
900
00:42:54.547 --> 00:42:55.927
Those are the only three I came up with.
901
00:42:56.027 --> 00:43:00.888
I came up with some other ones, but I couldn't really stand and defend them.
902
00:43:01.248 --> 00:43:03.328
Are there any others that you can think of?
903
00:43:04.729 --> 00:43:05.829
Those three are really solid.
904
00:43:05.849 --> 00:43:06.109
Yeah.
905
00:43:06.452 --> 00:43:07.633
It was Saturday evening.
906
00:43:08.334 --> 00:43:09.675
I was frustrated.
907
00:43:10.295 --> 00:43:18.742
I was trying to work with a couple owners and I was really frustrated because at the end of the day, I could see the issue is you have one had eight, one had 10 services when I looked at their list.
908
00:43:19.162 --> 00:43:25.307
And I'm like, everything I'm about to tell you is falsified because you have too much complexity and this will not work.
909
00:43:25.828 --> 00:43:27.069
But hey.
910
00:43:27.109 --> 00:43:29.251
It's not immediately coming to me.
911
00:43:29.451 --> 00:43:29.711
Okay.
912
00:43:30.191 --> 00:43:32.673
So those are... Those are three are pretty comprehensive, you think?
913
00:43:32.693 --> 00:43:33.034
Yeah.
914
00:43:33.674 --> 00:43:34.315
I think there's...
915
00:43:35.348 --> 00:43:39.812
So one that I would say is it's very similar to the very small area concept.
916
00:43:40.332 --> 00:43:44.436
It's that even in a bigger market, your CAC starts to...
917
00:43:44.536 --> 00:43:56.005
There comes a point where you enter a market, you're doing marketing, you're visual enough in the market where you can get clients, but then your CAC starts to go up.
918
00:43:56.025 --> 00:43:57.226
It's like diminishing returns.
919
00:43:57.267 --> 00:43:59.408
It gets harder and harder to go deeper in the market.
920
00:43:59.428 --> 00:43:59.749
Mm-hmm.
921
00:44:00.370 --> 00:44:02.871
It's back to, it's kind of talking about the same two points.
922
00:44:03.111 --> 00:44:04.391
One, CAC is going up.
923
00:44:04.811 --> 00:44:09.572
So it's like, okay, maybe we could add in the service and sell back into our base.
924
00:44:10.293 --> 00:44:13.654
And that would really help us grow revenue at a lower CAC.
925
00:44:14.134 --> 00:44:15.894
But that usually doesn't happen in a larger market.
926
00:44:16.494 --> 00:44:17.294
It can happen.
927
00:44:17.775 --> 00:44:22.736
It can, but it predominantly happens because people aren't spending enough money on marketing.
928
00:44:23.348 --> 00:44:23.508
Got it.
929
00:44:23.688 --> 00:44:26.532
So that's why I'm just trying to think about this out loud.
930
00:44:26.592 --> 00:44:34.600
It's like, that's why I feel like I've also thought of a couple other scenarios in my mind and they really all sort of go back to these three ideas that you just mentioned.
931
00:44:34.620 --> 00:44:36.823
So it feels very solid to me offhand.
932
00:44:36.843 --> 00:44:37.864
I'm not sure what I'm missing.
933
00:44:38.244 --> 00:44:38.365
Yeah.
934
00:44:38.385 --> 00:44:38.485
Yeah.
935
00:44:38.905 --> 00:44:39.125
All right.
936
00:44:39.165 --> 00:44:44.307
Well, that was my only thing, because I know this has a little bit of tie into like the trucks going home.
937
00:44:44.967 --> 00:44:45.207
Yeah.
938
00:44:45.368 --> 00:44:46.308
Adding complexity to business.
939
00:44:46.348 --> 00:44:50.870
And I genuinely believe this is I was trying to think the other day because I was just so frustrated with a couple of things.
940
00:44:51.310 --> 00:44:52.590
And I was like, what is the problem?
941
00:44:52.690 --> 00:44:54.551
And it almost always comes back to complexity.
942
00:44:54.571 --> 00:44:56.792
But then the complexity is added because of services.
943
00:44:57.526 --> 00:44:57.786
Yeah.
944
00:44:58.446 --> 00:45:05.328
Now I push back the thing that would invalidate any of those three potentially would be two things.
945
00:45:05.648 --> 00:45:09.628
One, this, maybe again, this is more city turf stuff in a bigger company.
946
00:45:09.668 --> 00:45:10.889
So I don't know if it'll resonate.
947
00:45:10.909 --> 00:45:12.009
I don't know if it's quite true.
948
00:45:12.029 --> 00:45:14.289
You just got to make this statement and argue with me.
949
00:45:14.309 --> 00:45:16.570
That's the point of the show.
950
00:45:16.750 --> 00:45:19.511
So the two things that invalidate this is there's a lot.
951
00:45:19.811 --> 00:45:19.971
Yeah.
952
00:45:20.391 --> 00:45:26.292
So we can add, we like, Hey, I need to add in our service so I can, uh,
953
00:45:26.872 --> 00:45:29.694
So I can be able to spend more money to go deeper in the market.
954
00:45:29.834 --> 00:45:32.656
So I can have more client acquisition costs.
955
00:45:33.017 --> 00:45:34.678
So I can spend more than my competitors.
956
00:45:35.058 --> 00:45:36.159
Therefore, I win more business.
957
00:45:36.599 --> 00:45:36.799
Okay.
958
00:45:37.460 --> 00:45:40.963
Well, the thing that I would push against on that is, okay, sounds awesome.
959
00:45:41.323 --> 00:45:44.825
Do you have the capacity and the money to even do the marketing?
960
00:45:45.086 --> 00:45:45.266
Mm-hmm.
961
00:45:45.775 --> 00:45:51.461
So it's one thing to add a service, but it's a completely different thing to actually sell the service.
962
00:45:51.882 --> 00:45:58.909
So if you've got 400 clients and you're adding a service, you're probably not going to sell 400.
963
00:45:59.310 --> 00:46:01.792
In most cases, you're not, frankly, even going to sell 200.
964
00:46:02.233 --> 00:46:03.855
You're not easily going to sell 200.
965
00:46:03.875 --> 00:46:05.656
You're probably going to easily sell 10%, frankly.
966
00:46:05.697 --> 00:46:05.817
Yeah.
967
00:46:07.779 --> 00:46:11.042
I've come to believe it might be closer to 10% that you usually sell.
968
00:46:11.402 --> 00:46:14.245
And then after that, it takes real effort to sell.
969
00:46:14.305 --> 00:46:15.887
They came in, they bought you for mowing.
970
00:46:16.147 --> 00:46:17.869
In their mind space, you're a lawn mowing company.
971
00:46:18.129 --> 00:46:19.090
You're not a pest company.
972
00:46:19.310 --> 00:46:20.351
You're not a tree care company.
973
00:46:20.532 --> 00:46:21.252
You're not a pool company.
974
00:46:21.272 --> 00:46:22.213
You're not a whatever else.
975
00:46:22.474 --> 00:46:25.717
It's really hard to get them to buy that thing.
976
00:46:26.077 --> 00:46:28.980
And then also, they might be buying that thing from somebody else.
977
00:46:29.000 --> 00:46:29.801
They're not unhappy.
978
00:46:29.821 --> 00:46:30.542
Mm-hmm.
979
00:46:30.882 --> 00:46:32.423
They're like, they're not unhappy.
980
00:46:32.643 --> 00:46:34.605
So it's like, yeah, I love you guys.
981
00:46:34.665 --> 00:46:36.727
I love them, but I don't want to make the call and fire them.
982
00:46:36.747 --> 00:46:37.727
I mean, why should I fire them?
983
00:46:38.308 --> 00:46:40.129
You're an unknown on that service.
984
00:46:40.490 --> 00:46:42.291
And so it's hard.
985
00:46:42.451 --> 00:46:44.072
It's really hard.
986
00:46:44.433 --> 00:46:49.177
One of the ways we move the needle pretty significantly... Well, we were really doing well in fertilization.
987
00:46:49.197 --> 00:46:52.479
We control when that became more of our focus than mowing.
988
00:46:53.120 --> 00:46:53.780
What going back?
989
00:46:53.840 --> 00:46:56.783
But boy, when we said the only way we work with you...
990
00:46:57.563 --> 00:46:59.505
is if you also buy fertilization weed control.
991
00:47:00.446 --> 00:47:04.989
Suddenly, tons of clients were like, okay, we'll use you for fertilization weed control.
992
00:47:05.310 --> 00:47:09.433
But before they were using us for mowing and other services, but not weed control.
993
00:47:09.853 --> 00:47:11.995
It wasn't that they didn't like their other company.
994
00:47:12.275 --> 00:47:15.158
It's that there was no reason for them to bother moving.
995
00:47:15.198 --> 00:47:16.719
They got a million other things going on in life.
996
00:47:17.039 --> 00:47:18.420
And I tell that story to say...
997
00:47:19.241 --> 00:47:21.202
It's way harder to get people to move.
998
00:47:21.262 --> 00:47:25.043
So when I think about adding a service in the business, I think about two things.
999
00:47:25.604 --> 00:47:27.364
Can we really even sell and market it?
1000
00:47:27.784 --> 00:47:29.605
Someday we might be able to, but can we do it now?
1001
00:47:29.765 --> 00:47:33.827
Otherwise, we just add lots of complexity for a really small bump in revenue.
1002
00:47:34.467 --> 00:47:36.648
And then the second one is who's going to own this thing.
1003
00:47:37.188 --> 00:47:45.790
So as the business gets bigger, let's say you have a GM and they've already got eight crews and they're just doing so much and they add another service.
1004
00:47:45.810 --> 00:47:47.031
Well, who owns the thing?
1005
00:47:47.571 --> 00:47:51.552
And it's back to my general belief that you've got these two engines in your business.
1006
00:47:51.572 --> 00:47:52.412
You got to get clients.
1007
00:47:52.432 --> 00:47:53.773
You got to get people to do the work.
1008
00:47:53.793 --> 00:47:55.593
And then in the middle, you got to manage the whole thing.
1009
00:47:56.134 --> 00:47:59.675
Those are the two engines that have to constantly stay in balance so you don't grow.
1010
00:47:59.695 --> 00:48:00.175
Yeah.
1011
00:48:00.775 --> 00:48:02.956
You could, it's a similar concept.
1012
00:48:02.976 --> 00:48:07.017
You could add this service and add this additional revenue potential.
1013
00:48:07.037 --> 00:48:12.699
But if somebody doesn't think about it all the time and own it from an ops standpoint, it's just not going to go very good.
1014
00:48:13.299 --> 00:48:16.980
And so those are the two things where I would say, you're listed three.
1015
00:48:17.120 --> 00:48:18.341
Yeah, totally agree.
1016
00:48:18.661 --> 00:48:22.582
But I could invalidate any of those if nobody's ready to do the other two.
1017
00:48:22.922 --> 00:48:24.183
It'll just be a giant mess.
1018
00:48:24.243 --> 00:48:30.445
And to your point, one day you wake up and now you've got eight to 10 services in your business and it's highly complex.
1019
00:48:31.022 --> 00:48:39.745
Yeah, like in the video, I talked about the impact to adding more services has on operations and admin, but the one I forgot as you were saying it, I was like, ah, is dilution of marketing.
1020
00:48:39.765 --> 00:48:43.207
Because now you've got to dilute your marketing message.
1021
00:48:43.227 --> 00:48:44.687
You only have so many shots on goal.
1022
00:48:45.268 --> 00:48:51.290
And so if you only have say 12 marketing messages to your existing customers in a year, if you have 10 services, you got one shot on goal.
1023
00:48:51.630 --> 00:48:56.052
If I only do one thing, I just can keep pounding that same message and I get really good at it.
1024
00:48:57.475 --> 00:48:58.357
I'm glad you brought that up.
1025
00:48:58.537 --> 00:49:00.940
Like several more rabbit trails we could go in here.
1026
00:49:00.960 --> 00:49:04.344
So in our openings, we're like, hey, Jonathan, what are you working on?
1027
00:49:04.384 --> 00:49:06.207
And I'm like, I'm working on my marketing calendar.
1028
00:49:07.660 --> 00:49:09.521
This is why I'm working on my marketing calendar.
1029
00:49:10.281 --> 00:49:14.283
If the only thing we did was mow lawns, pretty easy marketing calendar.
1030
00:49:14.763 --> 00:49:16.104
Acquisition, expansion.
1031
00:49:16.264 --> 00:49:19.085
Grass lawn, we make it short every single month.
1032
00:49:19.665 --> 00:49:24.067
And there's not much expansion, like not much selling more revenue because you're a mowing client.
1033
00:49:24.087 --> 00:49:24.708
We already got you.
1034
00:49:25.748 --> 00:49:27.769
I sell, we sell a lot of stuff.
1035
00:49:28.449 --> 00:49:32.551
And so how do you just not, to your point, dilute the messaging?
1036
00:49:32.591 --> 00:49:34.212
How do you figure out timing?
1037
00:49:34.292 --> 00:49:36.593
It's really, really complicated.
1038
00:49:36.613 --> 00:49:36.873
Yeah.
1039
00:49:39.975 --> 00:49:41.456
I think I've generally made the point.
1040
00:49:41.496 --> 00:49:55.564
I mean, just to pile on to what you said, that is why when I've been saying I'm working on this marking counter, if you saw this thing, it's very complex because of the volume of segmentation that we have to do and the consideration of timing.
1041
00:49:55.885 --> 00:50:00.788
And so many of the services that we sell are all should be sold at the exact same time period.
1042
00:50:00.808 --> 00:50:01.248
A hundred percent.
1043
00:50:01.268 --> 00:50:02.549
It's like, which one do we want to?
1044
00:50:02.609 --> 00:50:04.070
And you only got so many shots on goal.
1045
00:50:04.866 --> 00:50:05.226
Exactly.
1046
00:50:05.246 --> 00:50:15.849
And then there's other services where it's like, okay, that service will probably generate 400,000 in revenue in our business, which is like a rounding error, frankly, in our business.
1047
00:50:16.609 --> 00:50:20.890
So, but you can't segment that one except for the people that are already buying it.
1048
00:50:20.930 --> 00:50:22.350
So do I want to hit the whole list on this?
1049
00:50:22.690 --> 00:50:24.030
Or do we just never talk about it?
1050
00:50:24.350 --> 00:50:26.271
It's really, really complicated.
1051
00:50:26.831 --> 00:50:27.672
So great point.
1052
00:50:27.732 --> 00:50:31.114
I wanted to add one caveat or just like, maybe just say this one part.
1053
00:50:31.434 --> 00:50:34.396
I think what some people will hear one thing that you said and they're going to jump into it.
1054
00:50:34.416 --> 00:50:35.897
And I just want to be cautious of that.
1055
00:50:36.758 --> 00:50:39.380
You had mentioned that you said, hey, we require a second service.
1056
00:50:39.400 --> 00:50:40.461
And a lot of people said, yes.
1057
00:50:41.001 --> 00:50:51.288
I think the caveat to that that I have seen from my experience, at least, is when you do that, expect your customer acquisition costs to go up higher because less people that don't know who you are are going to accept both services.
1058
00:50:51.648 --> 00:50:54.030
And you put this huge filter on anyone that wants to come in.
1059
00:50:54.497 --> 00:50:57.278
And expect your LSA conversion cost twice.
1060
00:50:58.698 --> 00:50:59.298
I didn't say it.
1061
00:50:59.318 --> 00:51:03.359
Going back to some previous messages.
1062
00:51:03.439 --> 00:51:04.479
Yeah, 100%.
1063
00:51:04.539 --> 00:51:08.320
I just want to put that caveat because if someone has 20 customers and you're like, hey, I'm going to require it.
1064
00:51:08.760 --> 00:51:10.061
It'll destroy conversion.
1065
00:51:10.101 --> 00:51:13.902
Yeah, the conversion, it takes a huge hit.
1066
00:51:13.962 --> 00:51:14.302
It's it.
1067
00:51:14.622 --> 00:51:14.942
Yeah, yeah.
1068
00:51:15.762 --> 00:51:17.163
Just want to put that caveat in there.
1069
00:51:17.904 --> 00:51:20.066
Other than I got messages, I did what Jonathan said.
1070
00:51:21.947 --> 00:51:26.050
So you have to decide, is it the right strategic decision for the business?
1071
00:51:26.090 --> 00:51:27.892
Because all decisions come with the cost.
1072
00:51:28.332 --> 00:51:30.734
And that example right there comes with a massive cost.
1073
00:51:30.974 --> 00:51:34.217
When we went from, we'll take bi-weekly and weekly to just weekly.
1074
00:51:34.817 --> 00:51:37.858
that cost us money too, immediately.
1075
00:51:38.319 --> 00:51:49.843
It costs us not only in that conversion cost goes up, not only that, well, because you're not winning as much business, but also now you're at risk of bad reviews.
1076
00:51:50.023 --> 00:51:55.246
I mean, we've gotten bad reviews for not doing biweekly mowing.
1077
00:51:55.386 --> 00:51:58.167
Like somebody called us recently because we don't do Clover.
1078
00:51:58.187 --> 00:51:59.367
I don't even know what Clover is.
1079
00:51:59.528 --> 00:52:00.208
Clover...
1080
00:52:01.273 --> 00:52:02.075
So we don't do clover.
1081
00:52:02.095 --> 00:52:03.437
So we got us one star review.
1082
00:52:04.238 --> 00:52:05.400
We control of clover.
1083
00:52:05.440 --> 00:52:05.660
You mean?
1084
00:52:05.841 --> 00:52:06.642
No, no, no, no, no.
1085
00:52:06.702 --> 00:52:07.724
Mowing a clover lawn.
1086
00:52:08.425 --> 00:52:09.906
Oh my word, are you serious?
1087
00:52:10.486 --> 00:52:11.887
Can you explain to me what that is?
1088
00:52:12.368 --> 00:52:21.593
So it's like, so there's this whole other element of everything you start to say no to also becomes a review request, a bad review risk.
1089
00:52:21.674 --> 00:52:23.555
It becomes negativity in the market.
1090
00:52:24.215 --> 00:52:26.817
Like all these decisions come with real cost.
1091
00:52:26.897 --> 00:52:30.359
Good thing your phone agent knew what they were talking about when they said clover lawn.
1092
00:52:30.419 --> 00:52:33.481
Otherwise it'd be like, oh, would you like us to spray for broadleaf weeds?
1093
00:52:33.921 --> 00:52:36.003
And then you would go there and knock out the whole lawn.
1094
00:52:37.148 --> 00:52:43.994
I think they said we've only encountered this a couple of times in the existence of the business or something like that.
1095
00:52:44.194 --> 00:52:47.737
Anyway, my point is, it's easy to rattle off ideas.
1096
00:52:47.797 --> 00:52:50.199
It's easy to say, oh, stop doing biweekly mowing.
1097
00:52:50.339 --> 00:52:52.902
Oh, stop doing mowing unless you pair it with this other service.
1098
00:52:53.582 --> 00:53:08.126
All of those things, all these decisions come with the cost, which is back to then you got to think through how you script them, how you talk about them, how you serve the client, how you help people not be upset at you.
1099
00:53:08.186 --> 00:53:09.186
It's really complicated.
1100
00:53:09.206 --> 00:53:11.927
Back to why it's so much easier just to have a couple service business.
1101
00:53:12.207 --> 00:53:12.807
So much easier.
1102
00:53:12.927 --> 00:53:13.107
Yeah.
1103
00:53:13.347 --> 00:53:14.587
Well, we went down the rabbit trail.
1104
00:53:14.607 --> 00:53:21.330
We were talking about getting your trucks back to the technician's house, letting them take it home and gotten the rabbit trail services.
1105
00:53:21.350 --> 00:53:22.810
But I do think it's an important conversation.
1106
00:53:24.351 --> 00:53:31.513
I think it is if you tear apart for most businesses under a million, this is actually the thing that causes them a lot of problems.
1107
00:53:32.874 --> 00:53:39.136
Training the technicians, training your admin people, dilution of your marketing, dilution of your focus because you're just trying to do so many different things.
1108
00:53:39.824 --> 00:53:40.244
I agree.
1109
00:53:40.865 --> 00:53:41.105
All right.
1110
00:53:41.125 --> 00:53:42.205
So I'll throw another one at you.
1111
00:53:42.766 --> 00:53:44.887
So you've got three scenarios in life.
1112
00:53:45.347 --> 00:53:48.349
And I just think it might be interesting for the audience to talk through it.
1113
00:53:48.989 --> 00:53:51.710
Three different ways you could think about the long term of your business.
1114
00:53:52.631 --> 00:54:03.577
And I'll set this up by saying, I think in general, my messaging has very much put out this idea about building a business to a place where it's bigger and you can eventually...
1115
00:54:04.397 --> 00:54:06.499
to a large degree, replace yourself in the business.
1116
00:54:06.879 --> 00:54:10.241
You have other people doing a lot of the heavy lifting and the running of the organization.
1117
00:54:10.801 --> 00:54:15.305
So we'll put that out there as one of three concepts that you could build towards.
1118
00:54:15.485 --> 00:54:23.510
One where I build an organization where eventually I'm involved to a degree, but I... Or no, no, no, let's go with this one.
1119
00:54:23.911 --> 00:54:25.332
You've completely replaced yourself.
1120
00:54:25.412 --> 00:54:26.692
You do not have to run the business.
1121
00:54:26.732 --> 00:54:29.775
You still own it, but you do not run it whatsoever.
1122
00:54:29.795 --> 00:54:30.235
Right?
1123
00:54:30.435 --> 00:54:31.617
You're very uninvolved.
1124
00:54:31.957 --> 00:54:32.237
Okay.
1125
00:54:32.898 --> 00:54:34.641
So you become an investor.
1126
00:54:35.301 --> 00:54:41.470
The other scenario is you build the business and we'll call this one, I got this 100% from Claude,
1127
00:54:42.305 --> 00:54:44.808
Slow, we'll call this idea Slow Retirement.
1128
00:54:44.828 --> 00:54:45.609
I didn't know what to call it.
1129
00:54:45.629 --> 00:54:46.770
So Claude, help me name this.
1130
00:54:47.030 --> 00:54:48.252
We'll call this Slow Retirement.
1131
00:54:48.872 --> 00:54:49.072
All right.
1132
00:54:49.273 --> 00:54:58.923
And this is this idea that you're still involved in the business, but you've got an incredible leadership team that's doing most of the heavy lifting and you just get to do what you're best at.
1133
00:54:58.943 --> 00:55:01.085
Like you would say, I love...
1134
00:55:01.866 --> 00:55:09.390
marketing or I love selling the big deals or I love something, but I hate these 15 other things.
1135
00:55:09.430 --> 00:55:10.151
You don't do any of those.
1136
00:55:10.171 --> 00:55:16.774
You only do a few things in the business and you're totally cool working 10, 20, 30 hours some week.
1137
00:55:16.794 --> 00:55:21.337
You're just kind of doing the stuff you want and you feel no guilt about not working all the time.
1138
00:55:21.377 --> 00:55:23.338
You're just kind of working on the stuff you love.
1139
00:55:23.358 --> 00:55:24.499
We'll call that slow retirement.
1140
00:55:24.519 --> 00:55:26.140
That's the name that we came up with.
1141
00:55:26.660 --> 00:55:26.880
Okay.
1142
00:55:27.420 --> 00:55:29.181
So replace yourself completely.
1143
00:55:29.381 --> 00:55:30.261
You're an investor now.
1144
00:55:30.301 --> 00:55:31.922
You don't work on the business hardly ever.
1145
00:55:31.962 --> 00:55:34.323
You do quarterly meetings, that kind of thing.
1146
00:55:35.043 --> 00:55:39.164
You're monitoring your investment, slow retirement, as I explained.
1147
00:55:39.184 --> 00:55:42.225
And then the third one would be you build the sucker and you sell it.
1148
00:55:42.385 --> 00:55:43.446
You're completely out.
1149
00:55:44.166 --> 00:55:47.887
So the first part of this question would be, you can't say sell.
1150
00:55:50.248 --> 00:55:56.635
You can't tell your, you can, but you don't want to tell all your audience like, Hey guys, in about two years, I'm out.
1151
00:55:57.516 --> 00:56:01.480
So that, I know you can't say that, but I know you love the business anyway.
1152
00:56:01.540 --> 00:56:06.445
But so like, what would be, what would you think would be the dream of the three?
1153
00:56:06.665 --> 00:56:08.226
And what do you think maybe most people would say?
1154
00:56:08.247 --> 00:56:11.470
And then let's kind of talk through it like for the audience.
1155
00:56:11.783 --> 00:56:14.125
Yeah, for me, I don't ever want to retire.
1156
00:56:14.266 --> 00:56:15.707
I have no desire to sell.
1157
00:56:16.388 --> 00:56:20.151
I want to say ever, but that's what happens in life, right?
1158
00:56:20.492 --> 00:56:20.932
Sure, yeah.
1159
00:56:20.952 --> 00:56:21.753
You weren't expecting to sell.
1160
00:56:21.833 --> 00:56:30.702
I don't think I ever will, though, because I've seen too many times where people start to die faster after they get out of their daily operations of the business.
1161
00:56:31.202 --> 00:56:33.004
And I enjoy solving the problems.
1162
00:56:33.505 --> 00:56:35.547
I don't enjoy the problems, but I enjoy solving the problems.
1163
00:56:36.107 --> 00:56:37.309
And so slower- You like the outcome.
1164
00:56:37.469 --> 00:56:41.314
Yeah, slower time is definitely where I think about for myself.
1165
00:56:41.935 --> 00:56:47.262
And I think there's a big difference between having the business run without you versus running because of you.
1166
00:56:47.762 --> 00:56:48.904
And- Yes, yeah.
1167
00:56:49.004 --> 00:56:49.985
And I actually thought a lot about
1168
00:56:51.587 --> 00:56:54.048
you doing service autopilot, but then Philip running CityTurf.
1169
00:56:54.409 --> 00:56:56.650
It didn't like grow and double and triple.
1170
00:56:56.670 --> 00:56:59.632
You didn't take new markets, but it ran and like it was profitable.
1171
00:56:59.712 --> 00:57:00.532
And it went well.
1172
00:57:00.612 --> 00:57:02.873
Well, it grew tremendously during that time.
1173
00:57:03.033 --> 00:57:03.274
Oh, it did.
1174
00:57:03.294 --> 00:57:03.514
Oh, it did.
1175
00:57:03.534 --> 00:57:03.654
Yeah.
1176
00:57:03.674 --> 00:57:03.794
Okay.
1177
00:57:03.934 --> 00:57:04.894
Oh, yeah, yeah, yeah.
1178
00:57:05.135 --> 00:57:09.117
If I've ever insinuated that, no, no, it grew tremendously from the time I left.
1179
00:57:09.397 --> 00:57:09.597
Okay.
1180
00:57:09.617 --> 00:57:12.779
But if Philip and I could have worked together
1181
00:57:13.565 --> 00:57:20.688
It would have been vastly more than it is because we lost a big mark.
1182
00:57:20.728 --> 00:57:22.489
He's like, Philip could sell, right?
1183
00:57:22.749 --> 00:57:26.190
He may say he's not a good sales guy, but the guy could close.
1184
00:57:26.410 --> 00:57:29.331
He knows what he's because he knows the business so well he can sell.
1185
00:57:29.691 --> 00:57:37.174
But my point is we didn't have the marketing engine and the, I'm the push, push, push guy and Phillips to slow it down, get it right.
1186
00:57:37.194 --> 00:57:37.755
Kind of guy.
1187
00:57:37.935 --> 00:57:38.035
And,
1188
00:57:38.635 --> 00:57:42.217
if we had been working together this whole time, we would be a much better business.
1189
00:57:42.257 --> 00:57:44.558
It's not any negative whatsoever on him.
1190
00:57:45.659 --> 00:57:50.421
Just to be ultra clear, like if you had just left the business just to me, we just have a different problem.
1191
00:57:50.701 --> 00:57:52.102
I'd be all about grow, grow, grow.
1192
00:57:52.542 --> 00:57:55.804
We do okay at operations, but it wouldn't be the operational business it is.
1193
00:57:56.164 --> 00:57:56.424
Got it.
1194
00:57:56.445 --> 00:57:57.785
So I just want to be fair.
1195
00:57:58.045 --> 00:57:58.265
Yeah.
1196
00:57:58.305 --> 00:58:02.928
So I just wasn't able to be there because I was consumed.
1197
00:58:03.459 --> 00:58:10.725
Yeah, so I think kind of like a lot of times when I've looked at businesses where the founder's involved, that the focus tends to be more like innovation and growth.
1198
00:58:11.265 --> 00:58:18.591
And then if it's a CEO or an operations person leading, it becomes optimization, profitability, and just making those tweaks.
1199
00:58:18.671 --> 00:58:23.935
And then not only is right or wrong, it is I would rather be in the organization as the founder, hands-on,
1200
00:58:24.195 --> 00:58:29.301
But then I look at like Charlie Munger, Warren Buffett, like probably legend.
1201
00:58:29.922 --> 00:58:34.308
But supposedly like three days before Charlie passed away, he was heard this too.
1202
00:58:34.408 --> 00:58:35.429
OK, it could be legend.
1203
00:58:35.449 --> 00:58:36.050
It could be legend.
1204
00:58:36.450 --> 00:58:39.614
But like he's making trades, reading like that's how I want to go out.
1205
00:58:39.774 --> 00:58:41.416
I want to go out right till the end.
1206
00:58:42.237 --> 00:58:50.179
And I don't think I would do well in an unstructured schedule, unstructured environment without people that I'm able to help every single day.
1207
00:58:50.199 --> 00:58:56.921
And I think the slower time, like if I lost my purpose for what I'm trying to do every day, like I'd be, I'd be done.
1208
00:58:57.061 --> 00:58:58.962
Like, I think I would age faster.
1209
00:58:59.022 --> 00:58:59.802
I'd get grumpy.
1210
00:58:59.942 --> 00:59:01.962
I would not be on self-improvement as much.
1211
00:59:02.503 --> 00:59:05.503
And I just figured out, like, I did not really fall in love with the work.
1212
00:59:05.784 --> 00:59:08.564
And some do, like some people love, let's just use the green industry.
1213
00:59:08.584 --> 00:59:09.345
They love mowing grass.
1214
00:59:09.365 --> 00:59:10.665
They love doing the work.
1215
00:59:11.305 --> 00:59:13.146
And I just realized I can't fall in love with it.
1216
00:59:13.727 --> 00:59:19.711
And I fell in love with the people that are currently living out previous versions of me.
1217
00:59:20.112 --> 00:59:28.117
So like for me, it's like the 18 year old version where it's like I was leaving other stuff and moving into lawn care full time and got a lot of people saying otherwise.
1218
00:59:28.658 --> 00:59:35.403
And then at 21, having a business is 800, almost a million dollars in revenue, having no systems, getting in an accident and almost losing it all.
1219
00:59:36.063 --> 00:59:42.305
And so I just always think about those people and I can get very worked up and care a lot for those two individuals.
1220
00:59:42.766 --> 00:59:44.746
And what's nice is they just keep recycling.
1221
00:59:44.786 --> 00:59:48.308
Some people will be 45 years old and they look like the 21 year old version of me.
1222
00:59:48.608 --> 00:59:51.669
Some people could be 17 years old and look like the 18 year old version of me.
1223
00:59:51.869 --> 00:59:54.910
And so I just keep seeing those two people and that gets me motivated.
1224
00:59:55.250 --> 01:00:00.912
And for me to step away or like to sell or even be passive, I would just not feel like I'm able to have that impact with them.
1225
01:00:01.212 --> 01:00:02.073
That's me personally.
1226
01:00:02.093 --> 01:00:02.613
Yeah.
1227
01:00:03.053 --> 01:00:04.575
I actually am in the same camp.
1228
01:00:04.955 --> 01:00:15.564
My preference would be more the slow retirement because for almost every reason you just said, but I think you should build towards the replace yourself, which is how you end up with the slow retirement concept.
1229
01:00:16.045 --> 01:00:24.833
But I have fully subscribed to this idea that you should get to a place where you've hired people around you to do all the stuff you don't love doing and you're not the best at.
1230
01:00:25.473 --> 01:00:26.514
Not a new concept.
1231
01:00:26.554 --> 01:00:28.696
That's a concept that tons of people hold.
1232
01:00:28.756 --> 01:00:34.520
And if anybody's ever paid attention or knows who Dan Sullivan is, that's a big thing that a strategic coach that he talks about.
1233
01:00:34.540 --> 01:00:35.521
There's lots of people talking about.
1234
01:00:35.541 --> 01:00:36.342
It's not a new idea.
1235
01:00:37.162 --> 01:00:39.624
But it just completely resonates with me.
1236
01:00:40.345 --> 01:00:42.867
So I'm 100% in this slow retirement camp.
1237
01:00:43.507 --> 01:00:43.708
Yeah.
1238
01:00:44.428 --> 01:00:46.110
Again, I feel like I'm just going to repeat you.
1239
01:00:46.270 --> 01:00:49.233
I agree with exactly what you were saying along those lines.
1240
01:00:49.313 --> 01:00:49.753
It was funny.
1241
01:00:49.773 --> 01:00:53.316
Some of this came up when, so after our conversation last week, I was like, you know what?
1242
01:00:53.336 --> 01:00:55.438
I'm going to apply for tie year 21 and just see what happens.
1243
01:00:55.498 --> 01:00:56.539
I just wanted to see their process.
1244
01:00:56.900 --> 01:00:58.961
So I was able to get on a call with them, talk about it.
1245
01:00:59.182 --> 01:00:59.702
You did this?
1246
01:00:59.822 --> 01:01:00.183
Yeah, yeah.
1247
01:01:00.943 --> 01:01:02.184
And some of this was actually came up.
1248
01:01:02.284 --> 01:01:02.705
It was great.
1249
01:01:03.025 --> 01:01:04.967
Like, and they're like, where are you at in your career?
1250
01:01:05.127 --> 01:01:08.349
That was much more conversation around like the net worth stuff.
1251
01:01:08.570 --> 01:01:12.733
But it was more a matter of like, this is not really for the person actively trying to build.
1252
01:01:12.773 --> 01:01:14.715
This is for the person in like the second phase.
1253
01:01:15.395 --> 01:01:16.957
And it was a really good conversation.
1254
01:01:17.037 --> 01:01:19.258
I was just like their facilitator person for like 20, 30 minutes.
1255
01:01:19.298 --> 01:01:19.819
It was great.
1256
01:01:20.139 --> 01:01:20.399
Okay.
1257
01:01:20.439 --> 01:01:21.040
How interesting.
1258
01:01:21.400 --> 01:01:23.681
Did you call the main corporate office?
1259
01:01:23.701 --> 01:01:25.302
You would fill out an application.
1260
01:01:25.582 --> 01:01:25.903
Okay.
1261
01:01:25.923 --> 01:01:26.763
And then somebody called you.
1262
01:01:26.823 --> 01:01:27.624
And then they call you.
1263
01:01:27.644 --> 01:01:27.824
Yeah.
1264
01:01:28.204 --> 01:01:28.404
Yeah.
1265
01:01:28.424 --> 01:01:28.604
Yeah.
1266
01:01:28.884 --> 01:01:38.871
I would say that my experience, there's a lot of people still in the game, but they're definitely in the, they're definitely on the other side of the game to a large degree.
1267
01:01:38.891 --> 01:01:46.035
Like it's more about investing and more about investing in other businesses and maybe advising those businesses.
1268
01:01:46.635 --> 01:01:49.317
And then a lot of the guys that are still active, uh,
1269
01:01:49.977 --> 01:01:51.699
interesting are in real estate and private equity.
1270
01:01:52.819 --> 01:01:56.602
They're the, but a lot of the operators, huh?
1271
01:01:56.822 --> 01:01:57.843
Thinking about the Dallas chapter.
1272
01:01:58.083 --> 01:02:02.126
A lot of the operators are not very active anymore and missing it.
1273
01:02:03.307 --> 01:02:06.509
If they're younger, they're missing it and trying to figure out, they're like getting back into it.
1274
01:02:06.729 --> 01:02:14.515
I can't imagine being like, I was telling this the other day when we were, I saw this on the docket and I was like, if someone offered me a bunch of money now, even like the number I want,
1275
01:02:14.981 --> 01:02:15.181
Yeah.
1276
01:02:15.702 --> 01:02:16.904
Like, I'm 30.
1277
01:02:17.424 --> 01:02:18.886
What am I going to do?
1278
01:02:19.467 --> 01:02:21.029
You'll be bored in no time flat.
1279
01:02:21.190 --> 01:02:22.271
Like, there's always...
1280
01:02:22.551 --> 01:02:24.053
I don't know.
1281
01:02:24.815 --> 01:02:25.616
You'd be bored.
1282
01:02:25.696 --> 01:02:28.720
If I did that, I'd have to go get kids just to fill in time.
1283
01:02:29.421 --> 01:02:30.362
Even, I mean...
1284
01:02:31.183 --> 01:02:36.986
Even people in their 60s and older in the group, they have to be doing stuff.
1285
01:02:38.206 --> 01:02:44.789
You don't build things and then one day just completely turn it off and be completely satisfied is my belief.
1286
01:02:45.417 --> 01:02:45.617
All right.
1287
01:02:45.637 --> 01:02:51.439
So we're both working toward, I'm not going to say a hundred, 95, 95.
1288
01:02:51.580 --> 01:02:52.840
I love the a hundred idea.
1289
01:02:52.860 --> 01:02:55.281
And I think there are ways you can be like, maybe it'll happen.
1290
01:02:55.301 --> 01:02:59.203
I don't know, but I've got, yeah, that's a bigger topic, but I've got a lot of opinions on this one.
1291
01:02:59.363 --> 01:03:00.103
How old is your dad?
1292
01:03:00.783 --> 01:03:01.023
80.
1293
01:03:01.664 --> 01:03:01.984
Oh yeah.
1294
01:03:02.004 --> 01:03:03.344
So you're going to live a long time.
1295
01:03:03.464 --> 01:03:04.245
You'll live to a hundred.
1296
01:03:05.065 --> 01:03:05.425
We'll see.
1297
01:03:05.646 --> 01:03:06.606
I hope so.
1298
01:03:06.866 --> 01:03:07.647
I'm optimistic.
1299
01:03:08.167 --> 01:03:12.109
I'm going to do a video on this, a teaser video on this.
1300
01:03:12.289 --> 01:03:16.532
I spent, the headline will include the number.
1301
01:03:16.932 --> 01:03:19.353
I've spent $350,000 plus on longevity stuff.
1302
01:03:19.373 --> 01:03:19.493
Wow.
1303
01:03:22.568 --> 01:03:23.829
So I've got a video.
1304
01:03:23.849 --> 01:03:25.910
I have a, I've, I've done a presentation.
1305
01:03:25.950 --> 01:03:26.370
You can do it.
1306
01:03:26.410 --> 01:03:29.351
It could be like you in a sauna instead of having the dog.
1307
01:03:29.752 --> 01:03:36.135
We got $400,000 on longevity.
1308
01:03:36.355 --> 01:03:38.256
Just going to be upping the ante.
1309
01:03:38.756 --> 01:03:44.078
So I've kind of, and it's been over a period of time, but it's more around like performance and longevity.
1310
01:03:44.419 --> 01:03:46.660
So I've learned a ton and I have a lot of opinions.
1311
01:03:47.340 --> 01:03:48.201
Okay.
1312
01:03:48.301 --> 01:03:49.362
I love the health side.
1313
01:03:49.462 --> 01:03:49.742
Okay.
1314
01:03:49.842 --> 01:03:51.024
We got to digress.
1315
01:03:51.204 --> 01:03:54.747
So hot take was living to 100 thing is like a new religion.
1316
01:03:55.047 --> 01:03:55.288
Okay.
1317
01:03:55.388 --> 01:03:55.588
Great.
1318
01:03:55.608 --> 01:03:56.349
Yeah, I do.
1319
01:03:56.389 --> 01:03:57.249
Let's get specific.
1320
01:03:57.289 --> 01:03:58.030
Let's get specific.
1321
01:03:58.450 --> 01:04:03.815
Which one specific thing that you have done where you did it, you spent a bunch of money and you're like, this is overblown.
1322
01:04:04.096 --> 01:04:06.218
This is not worth it.
1323
01:04:06.738 --> 01:04:09.139
Oh, it's not that it's not worth it.
1324
01:04:09.579 --> 01:04:12.560
I think if you have the money, you could spend it.
1325
01:04:13.160 --> 01:04:17.381
Oh, the one thing I would tell you is, there's a lot I could say here.
1326
01:04:17.421 --> 01:04:20.122
If I could summarize it to one thing, here would be my one thing.
1327
01:04:20.742 --> 01:04:25.483
There is a lot of technology coming and really cool things happening.
1328
01:04:25.623 --> 01:04:31.931
interesting things that you can do, but they're not going to be widely tested and they're not going to be FDA approved.
1329
01:04:32.551 --> 01:04:37.437
And there's, and you're hoping that the data doesn't reverse.
1330
01:04:37.738 --> 01:04:41.822
So it's like, there's really promising mice studies that,
1331
01:04:42.343 --> 01:04:46.008
And there's a really small study that was done on humans and they're still alive.
1332
01:04:46.269 --> 01:04:50.535
We think this has got a lot of potential to extend your life.
1333
01:04:50.635 --> 01:04:55.582
You should do this thing, but you won't know for a decade if you should have or shouldn't have been doing the thing.
1334
01:04:55.983 --> 01:04:56.183
Yeah.
1335
01:04:56.464 --> 01:04:58.226
That is the majority of the stuff.
1336
01:04:58.927 --> 01:05:10.752
And so when we talk about all these things that are going to extend our longevity or extend our lifespan, it's like, sure, the heart stuff has been improving at 1% a year for a long period of time.
1337
01:05:10.772 --> 01:05:17.796
So meaning the number of people would have died from heart-related things, we're making a 1% improvement every year.
1338
01:05:17.996 --> 01:05:24.819
That compounds, that is a massive outcome today as compared to what the world looked like 40 years ago if you had anything heart-related.
1339
01:05:25.348 --> 01:05:26.868
We are making progress in cancer.
1340
01:05:26.888 --> 01:05:29.229
We're making progress in the big things that kill you.
1341
01:05:29.969 --> 01:05:40.072
But we're also, you know, but we're also like young people are now dying from more colon cancer and things like, so we're also going backwards in other areas, but we're making progress in the big things that are going to kill you.
1342
01:05:40.692 --> 01:05:45.933
But we need to make like vastly more process progress to actually impact lifespan.
1343
01:05:46.473 --> 01:05:47.813
So that's one level.
1344
01:05:48.233 --> 01:05:54.155
And then the other level is like, okay, what are all the things that you can do to extend your lifespan?
1345
01:05:54.175 --> 01:05:54.315
Yeah.
1346
01:05:55.015 --> 01:05:59.421
And how your cells age out and all this other stuff that can get kind of in the weeds here.
1347
01:06:00.182 --> 01:06:03.967
And so then that gets into what are the things you can be doing right now?
1348
01:06:04.007 --> 01:06:06.190
What are the modalities that you can be doing?
1349
01:06:06.771 --> 01:06:11.136
Like now we're not talking about exercise, sleep, and exercise.
1350
01:06:11.757 --> 01:06:12.717
We're not talking about that stuff.
1351
01:06:12.737 --> 01:06:15.798
Now we're talking about, is there something you can take?
1352
01:06:16.658 --> 01:06:20.219
Are there things you can do that are unusual and expensive?
1353
01:06:20.859 --> 01:06:24.339
And when you get into that stuff, that's where the hope is.
1354
01:06:24.519 --> 01:06:27.680
When people say you're going to live to 120, that's where they're expecting to move the needle.
1355
01:06:27.980 --> 01:06:31.701
That and then knocking out things like cancers and stuff that will kill you.
1356
01:06:32.421 --> 01:06:38.922
And so when you get into what are the things you could be taking, rapamycin is a widely popular one.
1357
01:06:38.942 --> 01:06:39.322
Mm-hmm.
1358
01:06:39.882 --> 01:06:58.897
Matt Foreman like you can go but then you could go even deeper than that there's only so much data on this stuff and so my point is it sounds like a wonderful story and a wonderful narrative I believe it will come together but how fast will it really come together and are you really the person that wants to be the guinea pig that's the that's the big theme
1359
01:06:59.423 --> 01:07:00.124
Well, this would be interesting.
1360
01:07:00.144 --> 01:07:00.925
Who dies first?
1361
01:07:01.145 --> 01:07:01.766
You know, who dies?
1362
01:07:02.166 --> 01:07:07.172
And then do the Optimus robots dig the casket, you know, put you down under.
1363
01:07:07.232 --> 01:07:08.574
That's which one's going to win first.
1364
01:07:08.794 --> 01:07:13.299
Are you going to live to 100 or are we going to have the Optimus robot doing the dirty work?
1365
01:07:13.359 --> 01:07:15.942
I think by the time I'm 100, which is 50, you know, years.
1366
01:07:16.063 --> 01:07:16.823
You're at halftime, bro.
1367
01:07:16.843 --> 01:07:17.805
You're at halftime, bro.
1368
01:07:18.363 --> 01:07:20.686
I'm at halftime, so I believe they will be digging.
1369
01:07:20.846 --> 01:07:23.970
Well, in my case, they're going to be scattering my ashes.
1370
01:07:24.230 --> 01:07:27.093
Oh, that's awesome.
1371
01:07:27.794 --> 01:07:28.375
Oh, that's so good.
1372
01:07:28.435 --> 01:07:28.635
All right.
1373
01:07:29.356 --> 01:07:31.278
All right, I got one more for us today.
1374
01:07:31.298 --> 01:07:31.639
Okay.
1375
01:07:32.179 --> 01:07:32.460
Okay.
1376
01:07:32.700 --> 01:07:34.442
Are you familiar with the book Die With Zero?
1377
01:07:34.462 --> 01:07:34.602
Yeah.
1378
01:07:34.762 --> 01:07:34.943
Yeah.
1379
01:07:35.548 --> 01:07:35.768
Okay.
1380
01:07:36.488 --> 01:07:38.129
And then you probably know the book.
1381
01:07:39.409 --> 01:07:41.429
You are probably like two years old.
1382
01:07:42.209 --> 01:07:46.530
But this because the book, The Millionaire Next Door.
1383
01:07:46.590 --> 01:07:47.711
That was a long time ago.
1384
01:07:47.731 --> 01:07:48.411
You know that book too?
1385
01:07:48.511 --> 01:07:48.651
Yep.
1386
01:07:48.851 --> 01:07:49.051
All right.
1387
01:07:49.591 --> 01:07:56.353
So if you know the premise of this, maybe tell, and I can give it if you want me to, but maybe give the concept of each book.
1388
01:07:56.413 --> 01:07:59.493
And then which one do you fall more towards?
1389
01:07:59.593 --> 01:08:02.674
The Millionaire Next Door idea or the Die With Zero idea?
1390
01:08:03.365 --> 01:08:03.605
Yeah.
1391
01:08:03.665 --> 01:08:03.926
Okay.
1392
01:08:03.966 --> 01:08:11.874
So as a summary, the millionaire next door basically was an old study, but it still holds true.
1393
01:08:11.975 --> 01:08:13.656
Which is why I said when you were like two.
1394
01:08:13.717 --> 01:08:14.417
Yeah, exactly.
1395
01:08:14.477 --> 01:08:15.759
Exactly.
1396
01:08:16.199 --> 01:08:18.902
I still remember reading it as a hard copy.
1397
01:08:18.922 --> 01:08:20.744
I remember reading in the back of our van.
1398
01:08:21.485 --> 01:08:21.805
Okay.
1399
01:08:21.966 --> 01:08:22.306
Yeah.
1400
01:08:22.386 --> 01:08:24.108
I would have been eight, nine.
1401
01:08:24.948 --> 01:08:25.909
I was kind of a weird kid.
1402
01:08:25.969 --> 01:08:26.210
Okay.
1403
01:08:26.230 --> 01:08:27.311
That's cool that you read it.
1404
01:08:27.331 --> 01:08:27.491
Yeah.
1405
01:08:27.591 --> 01:08:29.773
I probably read it when it's like 20 is my guess.
1406
01:08:29.853 --> 01:08:30.974
You know what's actually funny?
1407
01:08:31.074 --> 01:08:32.496
I didn't think about this until afterwards.
1408
01:08:33.076 --> 01:08:36.880
In that book, it talks about how like F-150s and Ford Accords, or sorry, not Ford Accords.
1409
01:08:37.888 --> 01:08:42.312
Ford F-150s and Honda Accords are some of the most popular vehicles for millionaires.
1410
01:08:42.713 --> 01:08:50.440
I bought a Honda Accord and I've bought a Honda Accord like since my, basically since I didn't have a work truck, I've been buying Honda Accords.
1411
01:08:50.560 --> 01:08:50.860
Anyways.
1412
01:08:51.301 --> 01:08:51.561
Okay.
1413
01:08:51.581 --> 01:08:52.942
Well, real fast on that.
1414
01:08:52.982 --> 01:08:56.485
So I read that book when I'm like 20 at my first job, which is a software company.
1415
01:08:56.626 --> 01:08:56.826
Yeah.
1416
01:08:57.266 --> 01:09:01.790
And I thought it was Jeep Cherokee and Toyota Camry, but it could have been a couple like, I don't remember.
1417
01:09:01.830 --> 01:09:02.571
We're talking.
1418
01:09:02.771 --> 01:09:02.931
Yeah.
1419
01:09:03.192 --> 01:09:03.432
Yeah.
1420
01:09:03.612 --> 01:09:04.512
There could have been multiple.
1421
01:09:04.532 --> 01:09:05.072
I don't remember.
1422
01:09:05.112 --> 01:09:07.133
Whatever it was, I know Jeep Cherokee.
1423
01:09:07.493 --> 01:09:09.314
I'm almost certain Jeep Cherokee was one of them.
1424
01:09:09.414 --> 01:09:09.654
Okay.
1425
01:09:10.334 --> 01:09:14.695
The owner of our company had the exact two cars in the book.
1426
01:09:14.775 --> 01:09:18.636
He was 100% the millionaire next door.
1427
01:09:18.656 --> 01:09:19.396
That's so funny.
1428
01:09:19.656 --> 01:09:20.777
I'm like, I read the book.
1429
01:09:20.817 --> 01:09:23.397
I'm like, this is 100% correct.
1430
01:09:23.657 --> 01:09:24.518
That's so funny.
1431
01:09:24.538 --> 01:09:25.078
It all resonates.
1432
01:09:25.118 --> 01:09:25.578
Anyway, go ahead.
1433
01:09:25.818 --> 01:09:33.947
Okay, so the concept million next door is basically the people that are rich don't necessarily have all the crazy flashy things, but rather they pretty simple.
1434
01:09:34.327 --> 01:09:35.529
They're living next door to you.
1435
01:09:35.809 --> 01:09:37.230
They've owned a business for 20 years.
1436
01:09:37.491 --> 01:09:39.333
They're doing simple, basic, boring things.
1437
01:09:40.374 --> 01:09:41.395
And it's not the flashy stuff.
1438
01:09:41.735 --> 01:09:57.190
The die with zero is essentially spending your money, whether it be to enjoy life or give it away by the time you get to death, because ultimately, why accumulate all this stuff if you're not going to enjoy it or see other people improve their livelihood because of it?
1439
01:09:57.490 --> 01:10:03.195
And so it's basically if in a perfect world, you could time your death to the point where when you die, everything was given away.
1440
01:10:03.435 --> 01:10:04.857
So that's the premise of both books.
1441
01:10:06.338 --> 01:10:07.678
I kind of... this is how I think about it.
1442
01:10:07.938 --> 01:10:10.940
So I kind of think of it like this, like this S-curve.
1443
01:10:11.460 --> 01:10:14.561
And I kind of think of it like save...
1444
01:10:14.621 --> 01:10:15.462
I might misspell this.
1445
01:10:15.682 --> 01:10:17.923
So... and then spread.
1446
01:10:18.423 --> 01:10:19.583
I kind of think of it like a farmer.
1447
01:10:20.004 --> 01:10:26.947
It's like, at this point, I'm stacking seed away and preserving it, putting it into a silo, whatever they're called.
1448
01:10:27.467 --> 01:10:28.408
I'm saving it a lot.
1449
01:10:28.488 --> 01:10:31.349
This is probably where I identify much more with like the millionaire next door.
1450
01:10:31.949 --> 01:10:38.853
And then the sewing part is where you grow, you expand, you exponentially are starting to see it in a business or investments, et cetera.
1451
01:10:39.173 --> 01:10:43.475
And then I'm a big fan of the spread part being like the last 25 years of my life.
1452
01:10:43.595 --> 01:10:44.336
Like if I look at 25, 25, 25,
1453
01:10:46.637 --> 01:10:48.117
That's kind of how in my brain I look at it.
1454
01:10:48.137 --> 01:10:51.419
So the first 25 years of my life, I was living on nothing.
1455
01:10:51.799 --> 01:10:57.961
And then now I'm in this phase, which is a lot of growth, but I'm not necessarily spending a lot of time giving the money away.
1456
01:10:58.501 --> 01:11:04.102
It's much more like I am trying to get a huge exponential return on the seeds I've stacked away.
1457
01:11:05.863 --> 01:11:07.343
Little squirrel stacking my nuts away.
1458
01:11:08.284 --> 01:11:09.844
And then eventually I'll get to the spread part.
1459
01:11:10.284 --> 01:11:13.826
I don't think I ever will have the ability to make this number go down.
1460
01:11:13.846 --> 01:11:14.886
I'll be honest.
1461
01:11:15.486 --> 01:11:17.128
I don't think I'll ever be able to give away principal.
1462
01:11:17.548 --> 01:11:21.952
I'll be able to make this level off, but I think with the right investments, you can give quite a bit away.
1463
01:11:22.012 --> 01:11:28.698
And if you have a large volume of, you know, principal, you don't really, you can't really give it all away.
1464
01:11:29.198 --> 01:11:33.782
So yeah, that's the kind of notion I've always thought is like, which of these phases I am in my end.
1465
01:11:34.343 --> 01:11:36.685
And once I got married, I feel like I kind of moved into this one.
1466
01:11:37.285 --> 01:11:39.448
Because I started saving every single penny.
1467
01:11:39.568 --> 01:11:40.790
I wasn't the millionaire next door.
1468
01:11:40.810 --> 01:11:42.392
There are certain things I would spend money on.
1469
01:11:42.793 --> 01:11:46.938
But I also know it's the time in my career where I will see the most exponential growth.
1470
01:11:47.499 --> 01:11:50.203
And then I do look forward to this other period of time.
1471
01:11:50.463 --> 01:11:54.348
I think the part that I am cautious of, I've seen other people do, is they try to do all three at the same time.
1472
01:11:54.869 --> 01:11:58.811
And they never really, they never get this inertia because they never saved money.
1473
01:11:59.111 --> 01:12:03.213
They were trying to get the, you know, the Aruba vacation two years into business.
1474
01:12:03.473 --> 01:12:04.394
So they never saved enough.
1475
01:12:04.794 --> 01:12:07.075
They never sewed enough and they never had anything to spread.
1476
01:12:07.095 --> 01:12:08.876
And so they kind of like look more like this.
1477
01:12:09.737 --> 01:12:11.417
And I want to avoid that.
1478
01:12:11.918 --> 01:12:13.879
That's how I think about it.
1479
01:12:14.519 --> 01:12:16.480
I feel like I should find somebody else to do this show with.
1480
01:12:16.992 --> 01:12:17.392
Oh no.
1481
01:12:17.713 --> 01:12:18.093
Oh no.
1482
01:12:18.133 --> 01:12:18.593
Did you?
1483
01:12:18.773 --> 01:12:20.415
No, no, no, no, no.
1484
01:12:20.755 --> 01:12:23.978
Cause, cause I don't have anything to argue with you on.
1485
01:12:23.998 --> 01:12:24.438
Like I agree.
1486
01:12:24.458 --> 01:12:28.281
Buy a private jet.
1487
01:12:29.222 --> 01:12:29.702
I agree.
1488
01:12:29.782 --> 01:12:31.263
And I'm kind of wired the same thing.
1489
01:12:31.283 --> 01:12:35.326
Like this idea that you get to the later part of life and you see your number going down.
1490
01:12:35.346 --> 01:12:36.247
It's like, not a chance.
1491
01:12:36.267 --> 01:12:37.088
This is not progress.
1492
01:12:37.168 --> 01:12:38.429
I can't be happy.
1493
01:12:38.469 --> 01:12:39.229
This is not good.
1494
01:12:39.690 --> 01:12:44.273
I do not need to buy more stuff, but if that number goes down, I would get anxious.
1495
01:12:44.734 --> 01:12:44.954
Yeah.
1496
01:12:44.974 --> 01:12:45.814
So I was like, yeah.
1497
01:12:46.675 --> 01:12:48.316
So that's why I was joking.
1498
01:12:48.336 --> 01:12:51.918
Like, okay, again, another similar opinion here, which doesn't make the show fun.
1499
01:12:51.938 --> 01:12:54.160
But I agree with you.
1500
01:12:55.080 --> 01:12:56.461
I got a couple of thoughts on this one.
1501
01:12:57.982 --> 01:12:59.243
One of the great lessons of my life.
1502
01:12:59.263 --> 01:13:02.765
So I started out very much save, save, save, invest, invest, invest.
1503
01:13:02.865 --> 01:13:07.327
It was actually, again, you've said it many times on the show, got married at 21, ended at 21.
1504
01:13:08.648 --> 01:13:10.768
I was brutally hard on Tiffany.
1505
01:13:11.469 --> 01:13:16.430
Like it was a thing that we had to deal with in our marriage.
1506
01:13:16.450 --> 01:13:19.650
Cause I was like, we're saving all your money, all your income.
1507
01:13:20.511 --> 01:13:23.871
And so she, and I came, I got married with like a hundred thousand dollars.
1508
01:13:24.231 --> 01:13:27.152
And so back then that's like hundreds of thousands of dollars today.
1509
01:13:27.852 --> 01:13:30.913
And so I saved all my money from 14 on.
1510
01:13:30.933 --> 01:13:31.773
I saved everything.
1511
01:13:32.473 --> 01:13:39.177
And so she always, I always made her feel like we had no money and we were going broke and we were going to starve.
1512
01:13:39.197 --> 01:13:41.038
And so it is this thing that.
1513
01:13:41.058 --> 01:13:47.321
Did you do that because you actually were afraid or because you needed her to think that so that you could get more money to invest in the business?
1514
01:13:48.007 --> 01:13:49.710
Because I was so focused on my goal.
1515
01:13:49.750 --> 01:13:50.891
We can't spend this money.
1516
01:13:50.912 --> 01:13:52.093
Yeah, it's more of that.
1517
01:13:52.153 --> 01:13:53.295
I just had all these goals.
1518
01:13:53.355 --> 01:13:57.261
So anyway, I'll just say that she helped me stop doing that.
1519
01:13:58.984 --> 01:14:03.391
And so, but still, I was very much like save, invest, invest.
1520
01:14:04.232 --> 01:14:05.253
And I don't know.
1521
01:14:05.873 --> 01:14:07.295
So I was same concept.
1522
01:14:07.775 --> 01:14:09.457
It's my belief in the five for 50 thing.
1523
01:14:09.477 --> 01:14:16.484
I think we're now it's like my whole premise for five for 50 all in whatever it takes, like do the time and this whole.
1524
01:14:16.744 --> 01:14:21.088
So I think I like the die with zero concept, but I...
1525
01:14:21.709 --> 01:14:25.610
I don't think it makes... Like the guy's worth, I think, hundreds of millions of dollars.
1526
01:14:25.670 --> 01:14:26.411
I forget his name.
1527
01:14:26.871 --> 01:14:29.512
It's an easier thing to say when you have a lot of money.
1528
01:14:29.572 --> 01:14:34.853
But when you're talking to the normal person, it might accumulate a half a million dollars in their lifetime and save it.
1529
01:14:35.134 --> 01:14:36.834
And then they're going to live on that social security.
1530
01:14:37.214 --> 01:14:38.795
It's a little bit of a scary message.
1531
01:14:40.256 --> 01:14:46.920
that it's almost the opposite of the Dave Ramsey message in that it's like the popular message or it's at risk of being the popular message.
1532
01:14:46.980 --> 01:14:53.243
People are very attracted to it because it gives them permission to maybe not do the saving and the investing earlier.
1533
01:14:53.284 --> 01:14:54.684
So I actually...
1534
01:14:55.305 --> 01:14:59.427
There's part of the message I like and there's a part of the message I'm like, I don't know, man.
1535
01:15:00.388 --> 01:15:03.610
It's another example of a book that I think it could have been written in one page.
1536
01:15:04.070 --> 01:15:05.312
Again, I like the book.
1537
01:15:05.332 --> 01:15:06.613
I sound like I'm being a jerk about it.
1538
01:15:06.653 --> 01:15:07.274
I like the book.
1539
01:15:07.314 --> 01:15:07.914
I like the idea.
1540
01:15:07.934 --> 01:15:09.716
I think it's a concept to think about.
1541
01:15:09.756 --> 01:15:12.379
My biggest takeaway from the book is actually less about the money.
1542
01:15:12.920 --> 01:15:16.003
I think there's two reasons why you don't change your attitude on money.
1543
01:15:16.644 --> 01:15:22.030
You have no idea what's coming in the future and saving and investing and protecting your business is really smart.
1544
01:15:22.614 --> 01:15:27.695
If longevity works out, which I'm in the camp of we're going to live longer if you do the right things.
1545
01:15:28.355 --> 01:15:29.756
How long do you need the money to last?
1546
01:15:31.916 --> 01:15:34.457
Historically, people were going to die in their 60s.
1547
01:15:35.257 --> 01:15:36.637
It's a very different world now.
1548
01:15:37.057 --> 01:15:38.438
You don't know how long you're going to need the money.
1549
01:15:38.458 --> 01:15:48.720
So if you're just like, hey, I'm just going to spend it through my 40s and 50s, you may find yourself in a really bad position when you don't really feel like you want to start a new business when you're in your 60s or 70s.
1550
01:15:49.840 --> 01:15:53.822
So I'm a, you know, it's like, it's a little bit of a scary message, I think, for most people.
1551
01:15:54.143 --> 01:15:57.885
Now, what I really like about the message, this is my favorite part of the message is two things.
1552
01:15:58.165 --> 01:16:09.831
One, if you're going to live a long time, and you have a lot of money, is there an idea around helping your kids in life earlier with money versus they essentially get the money when they're 65 or 70?
1553
01:16:09.871 --> 01:16:11.552
Nothing's going to change.
1554
01:16:11.592 --> 01:16:14.114
That was one of the best parts of the book, in my opinion.
1555
01:16:14.563 --> 01:16:15.783
That is to me.
1556
01:16:16.023 --> 01:16:18.924
And then the second part is, how do you bring more?
1557
01:16:18.944 --> 01:16:21.985
And this would be a Tim Ferriss message going back to the four-hour work week.
1558
01:16:22.305 --> 01:16:25.146
How do you bring more fun and adventure into your life earlier?
1559
01:16:26.287 --> 01:16:32.028
And I think that would be arguably the other, for me, big ideas.
1560
01:16:32.048 --> 01:16:36.410
I think entrepreneurs, and I'm just gonna give you my non-financial advice right now.
1561
01:16:36.470 --> 01:16:38.771
It's like, how do you, it's that.
1562
01:16:39.131 --> 01:16:42.692
I really believe in that, which was not how I was wired in the early days.
1563
01:16:42.712 --> 01:16:43.252
Mm-hmm.
1564
01:16:43.352 --> 01:16:48.755
which was just all in, which I think is the right messaging when you're young, like especially in your 20s.
1565
01:16:49.155 --> 01:16:53.538
Or if you're starting your business late, you have to do a season of all in whatever it takes.
1566
01:16:53.558 --> 01:16:55.739
You have to do it or you will not get there.
1567
01:16:56.360 --> 01:16:58.361
If you're following the Instagram message of...
1568
01:16:59.041 --> 01:17:00.682
have all the stuff and build the thing.
1569
01:17:00.702 --> 01:17:01.543
You will not get there.
1570
01:17:01.663 --> 01:17:02.323
Nobody does.
1571
01:17:02.724 --> 01:17:13.491
And so, but the other part of the message that I think is really good that he has is this idea that you could just say forever and you never know what is going to happen in life.
1572
01:17:13.931 --> 01:17:20.536
And if you haven't brought in some of the fun stuff, like going on the trips and doing some of those things, you've really missed out.
1573
01:17:20.676 --> 01:17:21.577
And I agree with that.
1574
01:17:21.837 --> 01:17:23.458
Those are my two big takeaways from the book.
1575
01:17:23.781 --> 01:17:30.727
Yeah, I don't know if it's directly said in that book, but one of the biggest takeaways, to your point, is doing things earlier.
1576
01:17:31.327 --> 01:17:39.414
But what I thought, I don't know if it's in the book directly or if I just came up with this, but I think of it now, whenever I'm thinking, I have this and I have this.
1577
01:17:39.794 --> 01:17:40.755
This is my money.
1578
01:17:40.775 --> 01:17:46.200
This is my youth enjoyment, being able to enjoy things.
1579
01:17:46.840 --> 01:17:47.001
And...
1580
01:17:47.661 --> 01:17:56.664
I can keep saving and saving and saving, but when I do the fun thing, I am going to have less energy and excitement around it because now I'm 85 years old.
1581
01:17:56.824 --> 01:18:00.425
I can't necessarily go and jump off a ski hill.
1582
01:18:00.845 --> 01:18:16.911
And so that really helped me because I was so on the other side and just to be occasionally be able to break away from it and be like, okay, I am willingly and knowingly, yes, I am spending more than I might feel comfortable with, but I'm doing it a period of my life where I'm going to enjoy it to its fullest
1583
01:18:17.571 --> 01:18:34.450
with the person I love the most, specifically Bree, but like, that has helped me a little bit, kind of break that frame, because I was just, like, yeah, even vacations, like, I would never go on vacation, like, goodness, it was just all heads down, you save every penny, my budget was under three grand a month, and that was for years, and,
1584
01:18:34.730 --> 01:18:37.252
And to be able to break out that occasionally has been helpful.
1585
01:18:37.832 --> 01:18:39.213
And this has helped me a lot.
1586
01:18:39.393 --> 01:18:52.402
And even like budgeting, for example, specifically things for Brie that like, okay, I need to create a space for her to spend money and not feel like every dollar needs to be squeezed or be ran through me.
1587
01:18:52.562 --> 01:18:52.802
Right.
1588
01:18:52.922 --> 01:18:53.903
And that was really helpful for me.
1589
01:18:54.643 --> 01:19:00.386
I do think the way you played it where I think you have to build something really amazing.
1590
01:19:00.406 --> 01:19:04.707
You do have to go into all in whatever it takes mode and be hardcore.
1591
01:19:05.288 --> 01:19:09.569
What happens to a lot of people that I don't think most business owners actually do that.
1592
01:19:10.050 --> 01:19:13.031
And it's some of the explanation for why they don't get what they want.
1593
01:19:13.131 --> 01:19:15.092
A lot do, but many don't.
1594
01:19:15.712 --> 01:19:22.234
But then the hard thing is after you go through a decade of that or whatever that period of time is, it's really hard to change that behavior.
1595
01:19:22.854 --> 01:19:26.034
And that's the trick.
1596
01:19:26.555 --> 01:19:31.796
And if you can pull that off, then you're engineering a really amazing life where it's like, yes, I did that.
1597
01:19:31.896 --> 01:19:35.397
And then I reinvented myself and I became this person that was a little more free.
1598
01:19:35.437 --> 01:19:37.837
We brought more fun and hobbies and adventure into our life.
1599
01:19:38.117 --> 01:19:40.138
But I was still very much in build the business mode.
1600
01:19:40.178 --> 01:19:42.378
And then one day, I reinvented again.
1601
01:19:42.438 --> 01:19:44.939
And now we are more into a spend mode...
1602
01:19:45.359 --> 01:19:47.039
a give mode or whatever the thing is.
1603
01:19:47.119 --> 01:19:57.082
I think that's a cool way to live life, but it's a really hard way because you've got to completely unwire the habits and beliefs and things that got you to where you're at in life.
1604
01:19:57.422 --> 01:20:15.106
Back to the Tiger 21 thing, one of the big observations that is had in that group is everything you do to build a really fantastic company and be a great operator and a great leader and a great investor in that business is very, very different than becoming a great investor in life.
1605
01:20:15.967 --> 01:20:18.571
So you've got to learn a whole new way of thinking and skills.
1606
01:20:18.611 --> 01:20:22.336
And I've often heard it said it takes about five years to pull that off.
1607
01:20:22.757 --> 01:20:23.818
Whether or not that's true, I don't know.
1608
01:20:23.938 --> 01:20:31.249
Do you think your sabbatical is really where you felt you unwombed that 100% or had you already done that work on yourself prior to the sale?
1609
01:20:32.698 --> 01:20:41.303
I would say that I had done a lot before the sale, but the sabbatical is like, it was, it was fantastic.
1610
01:20:41.744 --> 01:20:43.345
We should talk about it someday on the show.
1611
01:20:43.865 --> 01:20:50.429
It's, it was, it kind of got me over the hump on the rest of the stuff and maybe look at things differently.
1612
01:20:50.649 --> 01:20:52.110
Sabbatical is really, really valuable.
1613
01:20:53.330 --> 01:20:55.632
Okay, we'll have to go back.
1614
01:20:55.652 --> 01:20:59.996
But I've got a bunch of years on you here and maybe a bunch of years, unfortunately, on most people listening.
1615
01:21:00.456 --> 01:21:09.404
But I had already gotten to a place where I totally believed in people are the key to business, building a leadership team, working on the things you were best at.
1616
01:21:09.524 --> 01:21:10.325
I was living that.
1617
01:21:10.897 --> 01:21:19.900
And so when you get to that place in the business, your mind has a lot more free time to think about the strategy and the business itself.
1618
01:21:20.740 --> 01:21:24.642
And so I had already, we had already been doing traveling.
1619
01:21:24.902 --> 01:21:26.082
We traveled with the boys.
1620
01:21:26.502 --> 01:21:32.284
My joke is the boys already think they've seen the whole world and they haven't because we were already doing that before I sold the company.
1621
01:21:32.604 --> 01:21:35.125
Not to the degree after I sold, but we were already doing it.
1622
01:21:35.665 --> 01:21:39.667
And maybe that's be another thought is, I was interested in traveling
1623
01:21:40.287 --> 01:21:46.051
But I was very much build success, if you kind of think to as I was younger.
1624
01:21:46.631 --> 01:21:54.217
And then it was a long time ago, but for one of our wedding anniversaries, I wanted to travel and I've been talking about it.
1625
01:21:54.257 --> 01:21:57.279
But Tiffany's like, hey, I want to go to Italy or something like that.
1626
01:21:57.299 --> 01:21:58.239
And I'm like, well, I do too.
1627
01:21:58.900 --> 01:22:00.461
But she also wanted a bedroom set.
1628
01:22:01.201 --> 01:22:02.422
This goes back on quite a ways.
1629
01:22:02.863 --> 01:22:05.044
I'm like, we could get the bedroom set with the money.
1630
01:22:05.064 --> 01:22:05.504
Yeah.
1631
01:22:06.485 --> 01:22:07.525
And we'd have it forever.
1632
01:22:07.905 --> 01:22:10.266
Or we could go on this trip that'll be over in 10 days.
1633
01:22:10.306 --> 01:22:12.947
Like, so my brain was very much in the like thing we own.
1634
01:22:12.967 --> 01:22:14.627
It's like kind of like, we own this thing forever.
1635
01:22:14.647 --> 01:22:17.168
And Tiffany's like, nah, I kind of want the experience.
1636
01:22:17.188 --> 01:22:19.109
Like, and we did that thing.
1637
01:22:19.469 --> 01:22:20.989
And this was a long, long time ago.
1638
01:22:21.589 --> 01:22:23.970
And that was a bit of a switch for me.
1639
01:22:24.130 --> 01:22:24.250
Hmm.
1640
01:22:24.570 --> 01:22:27.172
But like, oh, wow, this is really one of the best things I've done.
1641
01:22:27.492 --> 01:22:35.558
And so the reason I tell that story is, this is another thing is after you get to a place in your business where you can come up for air, you're like, okay, I think we're going to be okay.
1642
01:22:35.858 --> 01:22:36.679
Still really hard.
1643
01:22:36.919 --> 01:22:37.980
Still need to be all in.
1644
01:22:38.600 --> 01:22:43.724
Can you start bringing a few, we'll just use the trip example or other things into your life.
1645
01:22:43.764 --> 01:22:47.967
Just experiment and see like what really grabs you and sort of gives you new energy.
1646
01:22:48.007 --> 01:22:48.107
Yeah.
1647
01:22:48.607 --> 01:23:01.672
And I think that's a really valuable concept is when you get away from the business or you do other things that are fun where your brain can't think about the business, that's really good for you as a leader and as a business owner.
1648
01:23:01.952 --> 01:23:05.453
That's another reason I'd advocate for how can you pull some of these things forward in life?
1649
01:23:06.093 --> 01:23:07.614
Because I think it'll help you.
1650
01:23:07.634 --> 01:23:07.974
Like this...
1651
01:23:08.614 --> 01:23:16.176
There comes a point where there's diminishing returns, working more hours and thinking about your business more and not disconnecting from it.
1652
01:23:16.196 --> 01:23:18.576
You're just too stuck in the weeds, as they'd say.
1653
01:23:19.577 --> 01:23:29.239
Bree loves when we have our podcast because she feels like I get to vent and talk to someone that I feel very close to and our experiences, et cetera, the way we see the world.
1654
01:23:30.039 --> 01:23:34.400
And what I think is so interesting is when you're talking, I feel like you're 30 years old.
1655
01:23:35.080 --> 01:23:40.244
And then, but you, I wish it was the 20 year experience gap on me where I can learn so much.
1656
01:23:40.264 --> 01:23:41.545
So it's like the best of best worlds.
1657
01:23:41.785 --> 01:23:46.509
Cause most of the time I talk to someone 20 years old and they don't, they're not going to be able to know the exact stuff I'm going through.
1658
01:23:46.749 --> 01:23:47.030
Sure.
1659
01:23:47.130 --> 01:23:49.932
And so I very much appreciate you've done a lot of stuff earlier.
1660
01:23:50.352 --> 01:23:51.153
Yeah.
1661
01:23:51.193 --> 01:23:52.134
I feel like I get talking.
1662
01:23:52.154 --> 01:23:56.017
So I hope it's, I hope it's a value to everybody that's listening, but I love this stuff.
1663
01:23:56.097 --> 01:23:57.958
Did you want to do the last on the docket about trades?
1664
01:23:58.779 --> 01:23:59.580
Oh yes.
1665
01:23:59.980 --> 01:24:00.180
Yeah.
1666
01:24:00.200 --> 01:24:00.340
Yeah.
1667
01:24:00.360 --> 01:24:00.560
Yeah.
1668
01:24:00.600 --> 01:24:02.602
I was going to, I was going to skip right over that one.
1669
01:24:02.842 --> 01:24:03.563
Glad you brought that up.
1670
01:24:03.870 --> 01:24:10.396
Yeah, so I think the basic premise is like I think right now all of a sudden it is now sexy again to have a home service business.
1671
01:24:10.997 --> 01:24:11.177
Yes.
1672
01:24:11.197 --> 01:24:12.598
Trades, blue collar.
1673
01:24:12.918 --> 01:24:14.380
It's popping off on TikTok.
1674
01:24:14.940 --> 01:24:19.585
You know, now if you get coins from a laundromat, you must be a millionaire.
1675
01:24:20.986 --> 01:24:25.850
And, you know, if you can turn a wrench, you're basically the equivalent of Mark Zuckerberg.
1676
01:24:26.571 --> 01:24:26.791
And...
1677
01:24:27.852 --> 01:24:31.253
So all of this attention, is this boom actually good for us?
1678
01:24:31.693 --> 01:24:39.476
All that are in the trades for our industry, or is this going to bring a whole bunch of, you know, flood the market with low price competitors.
1679
01:24:40.276 --> 01:24:46.418
And ultimately when it comes to our labor source, which is we've identified is always a constraint for home services.
1680
01:24:46.939 --> 01:24:50.320
Will this bring in better workers or just a whole bunch of more people?
1681
01:24:50.340 --> 01:24:52.421
They're like, Oh yeah, I saw on Tik TOK my grass.
1682
01:24:52.881 --> 01:24:56.262
I love the cathartic back and forth nature of mowing lawns.
1683
01:24:56.282 --> 01:24:56.442
Like,
1684
01:24:57.222 --> 01:24:58.002
Not really like that.
1685
01:24:58.643 --> 01:24:59.263
Yeah.
1686
01:24:59.643 --> 01:25:01.383
But is it going to bring a better workforce?
1687
01:25:01.663 --> 01:25:13.807
And if we're going to have Americans do the job and it gets harder and harder, like immigration, for example, are Americans going to want to do this work in the trades if we were to pay more, if we were to increase the wages?
1688
01:25:14.267 --> 01:25:17.788
And so from your perspective, I know you're just scrolling on TikTok left and right.
1689
01:25:18.288 --> 01:25:20.630
So all the time, you know, as soon as I get off here, I'll be back on it.
1690
01:25:20.670 --> 01:25:22.010
That's why you brought up the Cody Sanchez thing.
1691
01:25:22.030 --> 01:25:24.672
You've been watching all those, those boring business reels.
1692
01:25:24.892 --> 01:25:25.753
Goodness gracious.
1693
01:25:25.833 --> 01:25:27.354
I'm definitely familiar with it.
1694
01:25:27.794 --> 01:25:29.275
So, so where are you on this?
1695
01:25:29.355 --> 01:25:37.920
Cause I know last, so I was, I was visiting two, three weeks ago down Dallas and we went to a cooking night, Bree and I, right?
1696
01:25:38.060 --> 01:25:38.561
Yeah, yeah, yeah.
1697
01:25:39.509 --> 01:25:43.732
And it's so funny because I have three different ways I can go when someone asks me what you do for work, right?
1698
01:25:43.852 --> 01:25:48.195
I can say I'm a franchisor, I can say I do software, or I can say I own a lawn care business.
1699
01:25:48.996 --> 01:25:53.719
And usually you can kind of tell what I'm like, I can kind of, I can move things around, right?
1700
01:25:54.320 --> 01:25:57.021
I was like, not really wanting to go deep on this conversation.
1701
01:25:57.242 --> 01:25:58.663
I do lawn care, I do landscaping.
1702
01:25:59.083 --> 01:26:00.804
All of a sudden, I have never got this reaction.
1703
01:26:00.864 --> 01:26:04.367
This guy is kind of a high roller, does importing of spirits.
1704
01:26:04.387 --> 01:26:04.827
Yeah.
1705
01:26:05.007 --> 01:26:06.268
And big business owner.
1706
01:26:06.568 --> 01:26:08.509
And he's like, oh, wow, that's a fantastic industry.
1707
01:26:08.629 --> 01:26:11.790
I have never gotten that response ever.
1708
01:26:12.651 --> 01:26:17.073
So I do think it's interesting how like just the notion around our industry has changed.
1709
01:26:17.593 --> 01:26:18.253
That is interesting.
1710
01:26:18.273 --> 01:26:19.674
I've probably said this before.
1711
01:26:19.694 --> 01:26:21.175
I know I've said this before.
1712
01:26:21.195 --> 01:26:23.856
I don't know where, but that used to be by joke.
1713
01:26:23.896 --> 01:26:25.857
It's like, I could either say lawn care or software.
1714
01:26:25.957 --> 01:26:27.998
If I wanted to kill the conversation, you say lawn care.
1715
01:26:28.258 --> 01:26:30.859
So it's a fascinating take to hear you say that.
1716
01:26:31.199 --> 01:26:31.540
Wow.
1717
01:26:33.141 --> 01:26:34.663
I could argue both sides on this one.
1718
01:26:35.444 --> 01:26:44.254
I don't, I generally don't think in the short term, it's going to bring a flood of new great workers into the market.
1719
01:26:45.676 --> 01:26:46.016
I don't.
1720
01:26:46.577 --> 01:26:52.064
There's not a lot of crossover of like TikTok scrollers and people are willing to work 10 hours out in the heat.
1721
01:26:52.524 --> 01:26:58.288
They're suddenly going to be like, I knew for the first 25 years of my life, I only played video games.
1722
01:26:58.388 --> 01:27:04.753
But today, now that I've seen this, I'm ready to work in 100 degree heat, you know, nine hours.
1723
01:27:06.394 --> 01:27:08.736
Now, it's a little bit of my argument.
1724
01:27:08.796 --> 01:27:15.161
It's like where a lot of the jobs that our team members do, like, are they really stealing most of the American?
1725
01:27:16.102 --> 01:27:20.425
Even the stealing American jobs, like some of these things, I just don't think you can make that argument.
1726
01:27:20.485 --> 01:27:20.665
Yeah.
1727
01:27:20.825 --> 01:27:26.188
I think even if the wages got doubled, it's still not, on some of these jobs, it's not stealing American jobs.
1728
01:27:26.248 --> 01:27:34.472
But back to the real question, what I, so I would say I have no belief that in the short term, it's bringing more workers into our space.
1729
01:27:35.112 --> 01:27:38.794
In the long term, this is where I could make a little bit of a different argument.
1730
01:27:39.488 --> 01:27:43.931
where it might be impacting parents as the narrative starts to change.
1731
01:27:43.991 --> 01:27:56.359
And I'm noticing it to a degree that parents are becoming more okay with their kids, maybe not getting the college degree, not becoming the programmer or the whatever.
1732
01:27:57.280 --> 01:28:00.822
And that, so in the longer term, I do think that is a positive.
1733
01:28:01.162 --> 01:28:02.183
That's where I stand on that one.
1734
01:28:02.583 --> 01:28:15.351
Yeah, I've seen interesting, like when even out in the Bellingham shop here, one of the biggest reasons for sure when I was starting out, which is like, no, so long ago, was they would go to go back to college.
1735
01:28:15.932 --> 01:28:17.353
And that doesn't happen very much now.
1736
01:28:17.773 --> 01:28:25.396
Now it's like they've chose this lane and I don't know if it's societal pressure or like their parents not requiring them to go back or now the costs are so much higher.
1737
01:28:25.656 --> 01:28:28.797
But we're not losing them to going back to school as much.
1738
01:28:28.837 --> 01:28:33.479
It's like I'm 19, I'm 20, I'm in this industry or I know I'm doing blue collar.
1739
01:28:33.539 --> 01:28:35.840
I'm not going to like go back to school and take political science.
1740
01:28:36.480 --> 01:28:40.041
And so that has been an interesting thing in terms of tenor.
1741
01:28:40.281 --> 01:28:44.262
Like, I think what will be interesting is where will that best talent go?
1742
01:28:44.282 --> 01:28:48.363
And I think that kind of ties in what we talked about earlier about the vehicles going home.
1743
01:28:48.784 --> 01:28:53.465
What can you do creatively in your culture around the culture and compensation?
1744
01:28:54.025 --> 01:28:58.726
Like maybe P for P profit sharing, taking trucks home, like the best talent.
1745
01:28:58.766 --> 01:29:10.669
If we're going to rush, if we're going to get rushed with all this new talent, the best talent, the good ones, they're going to have options and the ability to have a creative comp plan or creative culture, I think is where they will end up falling.
1746
01:29:11.089 --> 01:29:12.050
Yeah, I agree with that.
1747
01:29:12.670 --> 01:29:18.051
And then you got me thinking the other one is, okay, as they come into the trades, which trades naturally win more of the people?
1748
01:29:19.132 --> 01:29:20.752
I don't know the answer to that exactly.
1749
01:29:20.772 --> 01:29:20.932
Yeah.
1750
01:29:22.085 --> 01:29:24.669
but not all trades will win in the same way.
1751
01:29:25.290 --> 01:29:25.511
Yeah.
1752
01:29:25.531 --> 01:29:26.412
Will they, yeah.
1753
01:29:26.612 --> 01:29:29.397
Will they go more towards plumbing and electrical and HVAC?
1754
01:29:29.958 --> 01:29:30.318
I don't know.
1755
01:29:31.020 --> 01:29:34.826
Then, then pool and power washing and lawn care.
1756
01:29:35.206 --> 01:29:35.527
I don't know.
1757
01:29:36.789 --> 01:29:44.357
Yeah, the one thing like last year when we saw a lot of this stuff happening, because I saw seeing this trend and it's like, how do we tap into this a little bit?
1758
01:29:44.377 --> 01:29:48.442
And that's almost creating a place for the technicians to move up inside the organization.
1759
01:29:48.462 --> 01:29:50.925
And this is where we're really focused on like 21 stages of success.
1760
01:29:51.526 --> 01:29:56.932
And they get a certificate, you move up, some people will tie comp to it or bonuses, but it's really like, okay.
1761
01:29:57.212 --> 01:30:00.116
how do I take a stage one entry level person?
1762
01:30:00.156 --> 01:30:08.406
But then there is things that they unlock or stages of, like ultimately you get a degree, it's just so you can say I have a bachelor's degree.
1763
01:30:08.426 --> 01:30:09.387
Like it's just a status thing.
1764
01:30:10.088 --> 01:30:13.312
And so can we create that inside of the organization
1765
01:30:13.832 --> 01:30:20.514
to be able to attract and then retain them so they don't go leave thinking they need to go someplace else or even go to another industry.
1766
01:30:20.755 --> 01:30:27.957
And I think that's where like HVAC, plumbing, et cetera, have a really good system in their industry around like apprenticeships, certificates, diplomas.
1767
01:30:28.377 --> 01:30:29.918
And they've formalized that
1768
01:30:30.518 --> 01:30:39.168
And I'm trying to create that kind of an Augusta is like you come in and you get these stages unlocked and you either spend more time, you gain more skills.
1769
01:30:39.628 --> 01:30:47.878
It's not like a universal language in this industry yet, but how can we take elements of what is revered in those type of trades and try to install it in our business?
1770
01:30:48.502 --> 01:30:48.943
I like that.
1771
01:30:49.183 --> 01:30:58.853
And going back to what you said earlier, what can you do that when somebody comes and interviews at your company and ultimately, hopefully works there, that makes this feel...
1772
01:30:59.353 --> 01:31:03.217
I'll use the example of more like a technology company and less like a lawn mowing company.
1773
01:31:03.317 --> 01:31:03.598
Like...
1774
01:31:04.318 --> 01:31:08.521
People want to work where it feels like they're in a professional environment.
1775
01:31:08.921 --> 01:31:11.203
They want to work at a place that feels like a growing company.
1776
01:31:11.683 --> 01:31:12.904
They want to feel cared for.
1777
01:31:13.444 --> 01:31:17.127
What feels more fun and new and exciting?
1778
01:31:17.647 --> 01:31:23.311
I've been to a lot of green industry companies over the years, and generally, they're not that exciting.
1779
01:31:24.311 --> 01:31:31.036
Some are, and so I think the presentation is quite important as well in terms of what's the environment that they're going to be working in.
1780
01:31:31.652 --> 01:31:37.073
I thought a lot about it too, even back to the topic of taking vehicles home, making sure they're new, nice equipment.
1781
01:31:37.414 --> 01:31:43.275
Because the other extreme is, for example, the owner operator put, hey, I'll meet you at the gas station, I'll pick you up in the morning.
1782
01:31:43.735 --> 01:31:44.875
It's not a great experience.
1783
01:31:44.895 --> 01:31:47.236
Like culturally, you're not gonna keep great people.
1784
01:31:47.716 --> 01:31:50.717
And so getting them together is an excellent way to have a culture.
1785
01:31:51.117 --> 01:31:58.039
But then are there other things I can do, like giving you a company truck or saying, hey, you can start from your house and not drive through rush hour,
1786
01:31:58.759 --> 01:31:59.780
to the shop every morning.
1787
01:32:00.300 --> 01:32:03.241
Are there things I can do to be able to keep that good talent?
1788
01:32:03.442 --> 01:32:04.962
Because they're going to go to other industries.
1789
01:32:05.122 --> 01:32:13.067
Even if they aren't going to go back to school, they're going to move on to an industry where they can make more money or gain certificates and education of some sort.
1790
01:32:13.547 --> 01:32:25.594
And so I would love to professionalize it somehow, like specifically in the green industry, because I just see so many people, to your point, moving to stuff like HVAC or plumbing, because it's like, hey, I'm not going to school, but my parents still want me to have like a track that I'm on.
1791
01:32:26.334 --> 01:32:28.155
And so I think a lot about that.
1792
01:32:28.692 --> 01:32:30.554
I think the trend overall is generally...
1793
01:32:30.614 --> 01:32:32.115
I'm definitely happy about the trend.
1794
01:32:32.235 --> 01:32:33.516
I think it's a positive trend.
1795
01:32:33.856 --> 01:32:36.318
I just don't think it's going to have a massive impact immediately.
1796
01:32:36.338 --> 01:32:37.379
But that's how all things work.
1797
01:32:37.720 --> 01:32:39.301
It's got to build and compound over time.
1798
01:32:39.721 --> 01:32:42.083
And then to the question, I think you... Or why?
1799
01:32:42.384 --> 01:32:43.765
I know what it was because I wrote the docket.
1800
01:32:44.045 --> 01:32:49.369
The question around the idea of, is it positive or negative for us as business owners?
1801
01:32:49.389 --> 01:32:49.910
Yeah.
1802
01:32:50.170 --> 01:32:50.550
I don't know.
1803
01:32:50.971 --> 01:32:52.793
I don't necessarily look at it and think it's positive.
1804
01:32:52.833 --> 01:32:56.176
I think it's, I mean, it doesn't help us in any way.
1805
01:32:56.436 --> 01:33:02.942
I mean, adding more people to the industry as competitors, I don't see how that helps us.
1806
01:33:03.463 --> 01:33:05.264
I don't feel like the industry needs more attention.
1807
01:33:05.324 --> 01:33:06.486
We're a massive industry.
1808
01:33:07.146 --> 01:33:08.567
Most of the trades are already massive.
1809
01:33:08.628 --> 01:33:13.692
So I couldn't come up with any reasons why it's necessarily positive, but I'm also not really worried about it.
1810
01:33:14.253 --> 01:33:15.274
Where did you stand on that one?
1811
01:33:15.804 --> 01:33:16.165
I don't know.
1812
01:33:16.705 --> 01:33:31.044
The optimist inside of me says that if a whole bunch of newbies join an industry and then burn a bunch of homeowners, that the homeowners will actually start to value more brand reviews, online reputation, a great looking website, professionalism.
1813
01:33:31.424 --> 01:33:33.427
And that's where my optimist's brains goes.
1814
01:33:33.587 --> 01:33:33.847
Yep.
1815
01:33:33.987 --> 01:33:34.187
Yep.
1816
01:33:34.488 --> 01:33:40.792
And, and so I think sometimes when you flood a market with anything, the cream rises to the top and it's just easier to identify good versus bad.
1817
01:33:41.573 --> 01:33:46.016
And I think that especially next 10 to 20 years, as the baby boomers get older, they have money.
1818
01:33:46.576 --> 01:33:50.919
They are not going to go to the cheapest person, but the masses like 80% of your customers.
1819
01:33:50.939 --> 01:33:51.040
Yeah.
1820
01:33:51.060 --> 01:33:55.303
They, they price is important, but there's the 20% that they do not care.
1821
01:33:55.343 --> 01:33:57.204
They want you to show up and they want you to be professional.
1822
01:33:57.824 --> 01:34:01.147
And I think they will be the customer I want to go after.
1823
01:34:01.167 --> 01:34:02.288
Um, um,
1824
01:34:02.888 --> 01:34:05.830
in terms of profitability, upsells, all the rest of it.
1825
01:34:06.611 --> 01:34:15.358
And I think that that bottom 80%, the bottom 60%, 70% of consumers, as they add competition, it will get more price competitive.
1826
01:34:15.938 --> 01:34:22.443
There'll be more chucking of trucks, more people going 1099 or doing cash into the table or whatever it is, trying to get benefits.
1827
01:34:23.084 --> 01:34:24.445
And I think that will never go away.
1828
01:34:24.585 --> 01:34:29.789
But just focusing on how do I go after the most premium, the premium customer is not choosing those people.
1829
01:34:30.289 --> 01:34:30.449
No.
1830
01:34:30.870 --> 01:34:34.755
And I think that would just be a bifurcation of like, what's obviously good versus bad.
1831
01:34:35.482 --> 01:34:49.672
I suppose there is actually an argument, now that I think a little bit more about it, that we might attract more really intelligent people into the market that might have gone to something completely different that raise investment capital to build something big.
1832
01:34:50.393 --> 01:35:04.243
And I generally feel that I can out-compete the person trying to build as fast as they can and get as many clients as they can as fast as they can from a customer service and quality standpoint.
1833
01:35:04.903 --> 01:35:08.205
But it is hard to outcompete them from a spend standpoint.
1834
01:35:08.245 --> 01:35:15.811
That's where what happens is they come in with so much capital and they don't care about making a profit that it just really pumps up the CAC.
1835
01:35:16.271 --> 01:35:18.653
And you have to fight so much harder to win the business.
1836
01:35:19.033 --> 01:35:23.116
That is a potential negative that seems pretty realistic to me.
1837
01:35:23.696 --> 01:35:29.641
The argument would be some individual that was going to go start a tech company or start something else now decides they're going to do a roll-up.
1838
01:35:30.441 --> 01:35:33.202
or a massive build inside the trades.
1839
01:35:33.342 --> 01:35:37.303
And it does, it's like, you know, you get enough of those in a market.
1840
01:35:37.383 --> 01:35:39.484
It does make it more expensive to build.
1841
01:35:39.984 --> 01:35:41.764
Jonathan, that's what all my haters say about me.
1842
01:35:42.224 --> 01:35:43.665
Well, there you go.
1843
01:35:43.745 --> 01:35:48.366
This young guy doing software, trying to roll up all these people, take us all over.
1844
01:35:48.906 --> 01:35:49.306
Goodness.
1845
01:35:49.946 --> 01:35:50.146
Yep.
1846
01:35:50.687 --> 01:35:53.127
Did I ever, I don't know if I, you probably don't know about this.
1847
01:35:53.167 --> 01:35:59.569
So I, in service autopilot, if I say Rockstar Launch, did I ever tell you about this thing called Rockstar Launch?
1848
01:35:59.609 --> 01:35:59.789
Yeah.
1849
01:36:00.084 --> 01:36:04.865
No, but is this the conspiracy theory that Jonathan was gonna take everyone's data?
1850
01:36:05.105 --> 01:36:06.226
Yes, yeah, yeah.
1851
01:36:06.426 --> 01:36:07.966
Oh, I don't know if it was the data one.
1852
01:36:08.246 --> 01:36:09.227
Or take all your customers?
1853
01:36:10.167 --> 01:36:10.947
A customer one.
1854
01:36:11.087 --> 01:36:14.588
So I had this, it worked really well.
1855
01:36:14.708 --> 01:36:15.909
I had this brainchild.
1856
01:36:16.569 --> 01:36:19.790
This is where I could just work on marketing and I'd be very happy and not do anything else.
1857
01:36:19.870 --> 01:36:21.790
So at ServiceLob, I had this idea.
1858
01:36:21.810 --> 01:36:27.372
It's like, what if we made up a fictitious company and we direct mailed all the...
1859
01:36:27.912 --> 01:36:29.073
green industry companies.
1860
01:36:29.953 --> 01:36:33.295
And we basically were announcing this new company that's coming in.
1861
01:36:33.375 --> 01:36:39.439
So it looked like it was going to homeowners, but they accidentally got the, they happened at their lawn care company or at the owner's house.
1862
01:36:39.539 --> 01:36:39.819
Oh yeah.
1863
01:36:39.839 --> 01:36:43.882
Got this marketing piece for this new come into the market, rockstar lawn care.
1864
01:36:44.062 --> 01:36:44.362
Oh wow.
1865
01:36:44.422 --> 01:36:48.804
And every, everything about it was like basically all the things we can do for you.
1866
01:36:49.725 --> 01:36:51.286
That all related back to software.
1867
01:36:51.426 --> 01:36:53.267
That's around technology.
1868
01:36:53.407 --> 01:36:53.687
Yeah.
1869
01:36:53.968 --> 01:36:54.268
And yeah,
1870
01:36:55.028 --> 01:36:58.491
it actually worked really well, but it also created a different problem.
1871
01:36:58.611 --> 01:37:08.019
And so I killed it after one mailing where we got all this rise up of people that thought we were going to start a lawn care company in their market, compete against them.
1872
01:37:08.360 --> 01:37:09.801
And so we were never going to do that.
1873
01:37:10.141 --> 01:37:16.907
I was just using it as an angle to get people thinking about the stuff they can't do in their business and maybe they need technology to run their business.
1874
01:37:17.728 --> 01:37:21.191
It really got an incredible response, but it caused a different problem.
1875
01:37:21.211 --> 01:37:21.431
So...
1876
01:37:21.971 --> 01:37:22.431
Oh, man.
1877
01:37:22.611 --> 01:37:23.251
That is great.
1878
01:37:23.732 --> 01:37:23.992
Awesome.
1879
01:37:24.352 --> 01:37:25.532
Well, non-financial advice.
1880
01:37:26.052 --> 01:37:26.952
Yeah, so I gave mine.
1881
01:37:27.252 --> 01:37:36.655
Go experiment with different things as soon as you can in life, like going on some trips, taking some breaks, doing more date nights with your spouse, like going on long weekends with your spouse.
1882
01:37:36.815 --> 01:37:46.137
Just try different things and see if they grab you in such a way as like, man, I need much more of this in my life and it would make my life much better and it wouldn't actually hurt the business.
1883
01:37:46.458 --> 01:37:47.878
That's like test that idea.
1884
01:37:48.398 --> 01:37:48.718
Very cool.
1885
01:37:48.998 --> 01:37:49.198
All right.
1886
01:37:49.218 --> 01:37:53.999
My non-financial advice is not so, so colorful and romantic.
1887
01:37:54.099 --> 01:37:58.840
Mine is make sure you freeze your credit on TransUnion, Equifax and Experian.
1888
01:37:59.221 --> 01:37:59.901
Very simple.
1889
01:38:00.581 --> 01:38:01.161
Good advice.
1890
01:38:01.501 --> 01:38:05.782
And it's really easy to unfreeze it for a day or two if you need to do a credit card application.
1891
01:38:05.822 --> 01:38:11.683
But if you're worried about someone opening up accounts and ruining your credit and all the rest of it, just go lock all your credit.
1892
01:38:11.923 --> 01:38:13.924
It takes you 10 minutes per to set up your account.
1893
01:38:14.464 --> 01:38:19.370
And then down the road, maybe a minute per to freeze or unfreeze your credit.
1894
01:38:19.871 --> 01:38:23.255
Does this advice come from pain or just good advice?
1895
01:38:23.735 --> 01:38:26.679
I recently needed to open up a credit card, so I unlocked all of mine.
1896
01:38:27.100 --> 01:38:31.425
And I try to recycle this information at least once a year to remind everyone.
1897
01:38:31.685 --> 01:38:34.308
So hopefully they don't have to go through the pain of an actual issue.
1898
01:38:35.810 --> 01:38:36.531
It is good advice.
1899
01:38:36.972 --> 01:38:37.232
Cool.
1900
01:38:37.833 --> 01:38:38.173
All right.
1901
01:38:38.293 --> 01:38:39.655
Any last words or are we good?
1902
01:38:39.955 --> 01:38:40.276
We're good.
1903
01:38:40.436 --> 01:38:41.297
We'll see everyone next week.
1904
01:38:41.497 --> 01:38:42.098
Thank you all for joining.
1905
01:38:42.158 --> 01:38:42.879
See you guys later.
1906
01:38:42.899 --> 01:38:43.480
See you next week.
1
00:00:00.151 --> 00:00:01.592
I do lawn care, I do landscaping.
2
00:00:02.212 --> 00:00:03.933
All of a sudden, I have never got this reaction.
3
00:00:03.993 --> 00:00:06.335
This guy is kind of a high roller, big business owner.
4
00:00:06.355 --> 00:00:08.636
And he's like, oh, wow, that's a fantastic industry.
5
00:00:08.776 --> 00:00:11.918
I have never gotten that response ever.
6
00:00:12.238 --> 00:00:19.783
I generally don't think in the short term, it's going to bring a flood of new great workers into the market.
7
00:00:20.043 --> 00:00:24.864
Not a lot of crossover of like TikTok scrollers and people are going to be willing to work 10 hours out in the heat.
8
00:00:24.944 --> 00:00:26.745
I don't necessarily look at it and think it's positive.
9
00:00:26.825 --> 00:00:32.546
I mean, adding more people to the industry as competitors, I don't see how that helps us.
10
00:00:32.686 --> 00:00:33.827
We're a massive industry.
11
00:00:34.047 --> 00:00:42.869
The optimist inside of me says that if a whole bunch of newbies join an industry and then burn a bunch of homeowners, that the homeowners will actually start to value more.
12
00:00:43.429 --> 00:00:48.351
brand reviews, online reputation, a great looking website, professionalism.
13
00:00:48.551 --> 00:00:51.092
When you flood a market with anything, the cream rises to the top.
14
00:00:51.212 --> 00:00:56.735
There's this whole other element of everything you start to say no to also becomes bad review risk.
15
00:00:56.815 --> 00:00:58.676
It becomes negativity in the market.
16
00:00:59.416 --> 00:01:01.897
Like all these decisions come with real cost.
17
00:01:02.137 --> 00:01:07.138
And a lot of times by having crews come in one place, it's a bandaid around management.
18
00:01:07.598 --> 00:01:08.779
And that is I can see everyone.
19
00:01:08.819 --> 00:01:16.981
So like the system is me seeing their trucks going out the day at the beginning of the day, me making sure everything is safe, like tires, making sure that they show up on time.
20
00:01:17.001 --> 00:01:20.562
Like there's a lot of things that just become a bandaid of bad management.
21
00:01:20.922 --> 00:01:21.442
Hey, everybody.
22
00:01:21.663 --> 00:01:22.243
Welcome back.
23
00:01:22.804 --> 00:01:23.564
Good to see everyone.
24
00:01:23.584 --> 00:01:25.406
And thanks for showing up.
25
00:01:25.906 --> 00:01:26.887
Mike, what's been going on with you?
26
00:01:27.187 --> 00:01:27.608
Not much.
27
00:01:27.748 --> 00:01:30.430
We are, like we were talking about before the show, having a heat wave.
28
00:01:30.550 --> 00:01:32.252
It is 87 degrees in Washington.
29
00:01:32.852 --> 00:01:35.414
So probably your midnight temperature there in Dallas.
30
00:01:35.534 --> 00:01:39.558
But 87 is a nice mid-March temperature for us.
31
00:01:41.827 --> 00:01:42.848
This is totally random.
32
00:01:42.868 --> 00:01:45.129
I was thinking about this right before we hopped on today.
33
00:01:45.189 --> 00:01:48.291
So do your parents pay attention to what you're doing?
34
00:01:48.351 --> 00:01:50.212
Like, do they ever check out any of these videos?
35
00:01:50.272 --> 00:01:51.152
Are they very aware?
36
00:01:51.272 --> 00:01:52.093
They watch everything.
37
00:01:52.473 --> 00:01:54.734
Yeah, my mom and dad will comment on stuff all the time.
38
00:01:55.734 --> 00:01:56.435
Why?
39
00:01:56.735 --> 00:01:59.096
Was that going to dictate what you do in your cold open?
40
00:01:59.196 --> 00:02:01.017
No, it has nothing to do with it.
41
00:02:01.437 --> 00:02:04.099
It's like, that's why I said this is totally random.
42
00:02:04.119 --> 00:02:05.820
I was just thinking about it because...
43
00:02:06.687 --> 00:02:08.488
I was, you know, I see my parents quite a bit.
44
00:02:08.608 --> 00:02:10.768
And so my dad watches all these shows.
45
00:02:11.028 --> 00:02:11.649
Oh, let's go.
46
00:02:11.949 --> 00:02:12.149
Yeah.
47
00:02:12.169 --> 00:02:12.409
Yeah.
48
00:02:12.449 --> 00:02:13.949
So he watches everything I put out.
49
00:02:14.029 --> 00:02:20.011
So I was just curious if similar thing happened in your world, how aware your parents are of all the stuff you've been doing.
50
00:02:20.251 --> 00:02:20.812
That's interesting.
51
00:02:20.892 --> 00:02:21.072
Okay.
52
00:02:21.092 --> 00:02:23.833
So on that topic, does Tiffany watch your stuff or not?
53
00:02:24.313 --> 00:02:24.533
No.
54
00:02:25.053 --> 00:02:25.353
Oh, really?
55
00:02:25.813 --> 00:02:26.593
I think it's so funny.
56
00:02:26.674 --> 00:02:33.476
I love talking to creators where it's like either they watch everything or like they have literally, they don't even know the channel name.
57
00:02:35.118 --> 00:02:40.180
Yeah, no, Tiffany, there's zero, like less than zero chance she would watch any of this.
58
00:02:40.580 --> 00:02:49.683
So in the very early days of Service Autopilot with the Lawn Care Millionaire videos, Tiffany was doing something, like transcribing them.
59
00:02:49.783 --> 00:02:52.064
She did something to help us out at Service Autopilot.
60
00:02:52.664 --> 00:02:55.245
And so that's the only time she ever watched anything.
61
00:02:55.585 --> 00:02:58.967
And then she would comment to me about things I would say in those videos.
62
00:02:59.647 --> 00:03:02.068
So, but that was like...
63
00:03:03.048 --> 00:03:03.668
14 years ago.
64
00:03:03.708 --> 00:03:07.770
Last night, you said you went to bed at 11 p.m. On the video, you said 3 a.m.
65
00:03:08.231 --> 00:03:08.771
Exactly.
66
00:03:08.811 --> 00:03:10.812
So yeah, it's been a long time.
67
00:03:10.852 --> 00:03:11.372
There's no way.
68
00:03:11.412 --> 00:03:14.133
She doesn't really, we've been married a long time.
69
00:03:14.193 --> 00:03:18.275
So she doesn't really pay a lot of attention to what's going on in my business world.
70
00:03:18.335 --> 00:03:24.918
In fact, I think she's probably been shocked over the years when she'll show up at a conference or an academy event or something.
71
00:03:24.958 --> 00:03:26.959
It's like, why does everybody listen to you?
72
00:03:26.979 --> 00:03:28.200
You know, like that kind of a thing.
73
00:03:28.220 --> 00:03:30.121
Like, I hear you talking all the time.
74
00:03:32.943 --> 00:03:35.044
you're like, see, see, honey, you should be paying me.
75
00:03:35.064 --> 00:03:35.824
Yeah, exactly.
76
00:03:37.586 --> 00:03:40.187
So anyway, I don't know why the parent thing popped in my mind.
77
00:03:40.247 --> 00:03:41.028
I was just curious.
78
00:03:41.408 --> 00:03:42.949
Shout out, shout out John Potoschnik.
79
00:03:43.269 --> 00:03:44.190
Royal subscriber.
80
00:03:44.230 --> 00:03:44.610
Let's go.
81
00:03:44.710 --> 00:03:45.431
Yeah.
82
00:03:46.271 --> 00:03:46.651
All right.
83
00:03:46.771 --> 00:03:49.313
So I got a couple of things for you to open this one up.
84
00:03:49.573 --> 00:03:58.379
So I liked, I liked what you've done a couple of times where you kind of ask a question to get to know, I know your audience probably knows you pretty well, but actually I don't know how well they know you.
85
00:03:58.799 --> 00:03:59.500
So I came up,
86
00:04:00.040 --> 00:04:05.142
with a few questions that I don't know if your audience will know this about you, but it'll definitely be interesting for me.
87
00:04:05.162 --> 00:04:05.682
Okay.
88
00:04:05.822 --> 00:04:06.082
All right.
89
00:04:06.282 --> 00:04:10.084
So this is the way you're going to answer this is it's just an either or pretty easy.
90
00:04:10.124 --> 00:04:14.206
I've got, I got one in here where you just have to give an answer, but otherwise they're just either or.
91
00:04:14.766 --> 00:04:15.086
All righty.
92
00:04:15.526 --> 00:04:16.707
So I got six of them for you.
93
00:04:17.067 --> 00:04:17.267
All right.
94
00:04:17.347 --> 00:04:25.270
So the first one, would you rather be the person everyone calls when they're in a crisis or everyone calls when they're celebrating?
95
00:04:25.290 --> 00:04:25.390
Okay.
96
00:04:25.470 --> 00:04:26.530
I've thought about this a lot.
97
00:04:26.950 --> 00:04:27.251
Have you?
98
00:04:27.391 --> 00:04:28.051
Okay, yeah.
99
00:04:28.071 --> 00:04:30.531
So I am usually the first one, I'll be honest.
100
00:04:31.052 --> 00:04:33.832
I would prefer to be the second one.
101
00:04:34.913 --> 00:04:37.913
I almost always only get called when there's a problem.
102
00:04:38.614 --> 00:04:39.594
Not even just in business.
103
00:04:39.634 --> 00:04:40.854
I feel like just even in life in general.
104
00:04:45.258 --> 00:04:46.359
Do you feel the same way?
105
00:04:46.819 --> 00:04:47.199
No doubt.
106
00:04:49.680 --> 00:04:50.320
No doubt.
107
00:04:50.500 --> 00:04:51.921
I think I'm okay with it, though.
108
00:04:52.001 --> 00:04:52.922
I think I'm okay with it.
109
00:04:52.962 --> 00:04:55.143
I think I've found my place in life.
110
00:04:56.666 --> 00:04:57.486
I figured like, you know what?
111
00:04:57.546 --> 00:04:58.727
There's a place for the firemen.
112
00:04:58.867 --> 00:05:03.569
The guys who just sit around and wait for someone to call with bad news and then they come rushing over, but they're prepared.
113
00:05:04.070 --> 00:05:04.270
Yep.
114
00:05:04.710 --> 00:05:07.612
I probably don't help all my friends anyway, because I don't know.
115
00:05:07.672 --> 00:05:14.695
This is about you, not about me, but I probably don't help all my friends anyway, because I'm not really great about just texting friends and like, hey, how's it going?
116
00:05:14.715 --> 00:05:15.936
And chit-chatting.
117
00:05:16.136 --> 00:05:20.918
I'm like, I'm kind of more of a focus to the point business kind of.
118
00:05:20.958 --> 00:05:23.920
I can see in two or three years, we'll skip a beat.
119
00:05:24.040 --> 00:05:24.740
We'll jump right in.
120
00:05:24.820 --> 00:05:26.021
I don't need to be touching base every day.
121
00:05:27.302 --> 00:05:27.783
Yeah.
122
00:05:27.823 --> 00:05:29.405
So I probably push them away in that sense.
123
00:05:29.465 --> 00:05:29.745
All right.
124
00:05:30.486 --> 00:05:40.438
Would you rather be remembered by a hundred people who are deeply impacted by what you do and your conversations with them or a hundred thousand people who watch your content?
125
00:05:40.759 --> 00:05:41.039
A hundred.
126
00:05:41.942 --> 00:05:42.162
100,000.
127
00:05:42.242 --> 00:05:42.462
Okay.
128
00:05:42.482 --> 00:05:43.443
No, no, no, no.
129
00:05:43.483 --> 00:05:44.243
100, like the first one.
130
00:05:44.544 --> 00:05:45.044
Oh, the 100.
131
00:05:45.184 --> 00:05:45.845
Oh, good.
132
00:05:46.105 --> 00:05:47.646
Okay, good, good, good, good.
133
00:05:47.666 --> 00:05:47.826
Okay.
134
00:05:47.906 --> 00:05:49.467
That's the whole point of Augusta, in my opinion.
135
00:05:50.067 --> 00:05:51.588
A depth instead of wit.
136
00:05:51.608 --> 00:05:51.888
Love it.
137
00:05:52.008 --> 00:05:52.269
Love it.
138
00:05:52.849 --> 00:05:58.392
Would you rather Bree be your biggest cheerleader and encourager in your relationship or your biggest critic?
139
00:05:58.873 --> 00:05:59.193
Honest.
140
00:05:59.413 --> 00:06:00.554
Let's say honest critic.
141
00:06:00.774 --> 00:06:01.374
I'd have to be honest.
142
00:06:01.394 --> 00:06:02.355
I want her to be a cheerleader.
143
00:06:02.655 --> 00:06:02.855
Okay.
144
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Yep.
145
00:06:03.396 --> 00:06:06.478
I feel like there are other people in my life that do a good job of being critics.
146
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You have plenty of critics.
147
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I don't want this.
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I'm going home.
149
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Oh, shit.
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I hear you.
151
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All right.
152
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This is a question one.
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If you could have any hobby in life that takes a lot of your time, what would that hobby be?
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That takes up a lot of my time?
155
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Yeah.
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I just, I wanted to frame it.
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Okay.
158
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There's other ways to say this.
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It's more like I'm trying to get to what would be the thing that you would most love to be doing as a hobby that maybe you don't get to do because it would be pretty distracting from your business now.
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Okay.
161
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A lot of time could be overstating it.
162
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I'm just trying to understand what you're into.
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I'd actually have the faintest idea how you answer this.
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I would want to do more traveling with entrepreneurial couples and where the wife also loves fitness for Brianna.
165
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Love it.
166
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Okay.
167
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Are you a beach house or a mountain house guy?
168
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Oh man, that's hilarious.
169
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Uh, definitely beach house, beach house.
170
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Okay.
171
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Yeah.
172
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All right.
173
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So along those lines, would you rather have a beach house that you go to 20 times a year or private jet use 10 times a year?
174
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Oh man.
175
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Um, 10 times a year is not a lot.
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I'd feel wasteful.
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Um,
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Yeah, you got to travel at least a hundred.
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Well, I mean, you could have a jet card.
180
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True.
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But I did phrase it as you own the private jet.
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So unless you're doing a few hundred hours a year, like three, two, two hundred plus, it makes no sense.
183
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You're doing all the math in your head.
184
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Well, I've already done the math on this.
185
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Man, 10 times a year is not much, but that would be like.
186
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All right, well, I'll make it easier.
187
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20 times a year at a beach house or 20 times a year on a jet?
188
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Which would you rather own?
189
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Probably the jet.
190
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Okay.
191
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That'd be enough to do all the turnarounds and then one other trip a month.
192
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All right.
193
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Cool.
194
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All right.
195
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Love it.
196
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All right.
197
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Thanks for doing that.
198
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All right.
199
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So we're going to do, we're going to try to revive this hot take thing.
200
00:07:52.594 --> 00:07:52.994
Oh, really?
201
00:07:53.014 --> 00:07:54.356
You're going to next this phase two?
202
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I didn't win.
203
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Okay.
204
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All right.
205
00:07:56.017 --> 00:07:57.439
Are you, do you have two hot takes?
206
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Oh, no, I didn't have hot takes.
207
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You're opening up on this one.
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So go for it.
209
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Oh, man.
210
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I was, I wanted your hot takes.
211
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Oh, my hot takes?
212
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You're going to get...
213
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I wanted both.
214
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Okay, go for it.
215
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Your hot takes.
216
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I'll come up with some hot takes.
217
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I'm always...
218
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I got them loaded, you know, in the pockets, in the socks.
219
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Okay, see, I don't feel...
220
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I feel like I have to work on these things.
221
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Getting a little more edgy?
222
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Well, that and I just don't think I walk around life being overly controversial.
223
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I probably have hot take opinions and I just don't feel the need to say them.
224
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But...
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Hey, if you start, it's a slippery slope.
226
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You'll get to know very well which ones are controversial.
227
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All right.
228
00:08:36.203 --> 00:08:39.745
So I actually put thought into these two hot takes and I don't even know if they'll be that hot.
229
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All right.
230
00:08:40.185 --> 00:08:44.127
So my two hot takes, the number one, a business related one.
231
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And I've thought this for years.
232
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I think the E-Myth book is one of the most overrated business books ever written.
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I think it has one really great core idea, but otherwise I think it is a giant, it's taken a ton of business owners down, a giant waste of time and money in their businesses.
234
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No idea if that would be controversial.
235
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The reason why I think it could be, but maybe not with the audience is I hear so many people saying it's one of their favorite books they've ever read.
236
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Have you ever heard Michael Gerber talk elsewhere outside of that book?
237
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Or not really?
238
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Probably, but it's been a long time.
239
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Probably because I think it's overrated on paying attention.
240
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I'm sure, I'm sure it's, I mean, the concept of, you know, on these hot takes, we're not supposed to elaborate, but I love- I'm trying to get you back in that hole.
241
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You just gotta keep digging and digging.
242
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So the concept, work on your business instead of in your business, that's the whole book.
243
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Right.
244
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Don't need anything else.
245
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Okay.
246
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like that's it that's the idea don't go into that's like period exactly don't spend too much money don't need anything else got it i just think anyway i think it's wildly overrated i don't understand why everybody thinks it's the greatest book okay well i gotta follow up i gotta follow up on your hot take now what do you think about rich dad poor dad then
247
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Second book, man, this goes back a long time ago.
248
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The Four Quadrant book, whatever that was.
249
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Yeah, yeah.
250
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Rich Edport.
251
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Good book.
252
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The rest, I think he's a massive conspiracy theorist and a doomer and sells nothing but fear.
253
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Yeah.
254
00:10:16.757 --> 00:10:18.038
And he's eternally wrong.
255
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Such a scammer.
256
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Not a fan.
257
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Such a scammer.
258
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Not a fan.
259
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Not a fan.
260
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Yeah, agreed.
261
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Agreed.
262
00:10:22.062 --> 00:10:25.664
But I do think, I think his concepts were like good.
263
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Like it's good to get you thinking.
264
00:10:28.586 --> 00:10:31.507
But the four quadrant book, I thought that was a solid book.
265
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I hold to that as still, I mean, that was a long, long time ago.
266
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That's a solid book in my opinion.
267
00:10:36.210 --> 00:10:37.851
Well, I find interesting about both those books.
268
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is even though we have both discounted the authors for what they have said or other things they put themselves around, which both of them have their fair share to say in that, the core principle, the one line that we both can kind of, and 90% of the audience knows, they built their whole career around a very simple concept.
269
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So for example, like Robert Kiyosaki, it's like, it's the quadrant.
270
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It is your investor, you're a business owner, like very simple.
271
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And then for Michael Gerber, it's like work on your business, not in it.
272
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And then they built an entire ecosystem around that.
273
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And that's whenever I beat my head up against the wall, like creating concepts or frameworks, I'm like, what am I doing?
274
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I just need one simple line.
275
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I just need to spend more or save more than you spend.
276
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We're good.
277
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There it is, my career.
278
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Man, that...
279
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I actually hadn't really thought about that.
280
00:11:28.375 --> 00:11:31.035
That is a really, really good insight.
281
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That's their USP in life.
282
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That's their USP in business.
283
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And they built massive speaking careers.
284
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And yeah, that's a really great point.
285
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One thing I think that's interesting, by the way, is both of those books also had like a bajillion...
286
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sub categories of their books so like the e-myth there's an e-myth for landscape contractors there's the e-myth for accountants they made all these other books they most of the time just got like a another like a sub author to from that industry to come in but i actually found those more useful than like the e-myth book itself and same thing with even with uh the uh rich dad poor dad they did some other ones that were like ancillary to the core concept that went deeper
287
00:12:14.589 --> 00:12:14.889
Okay.
288
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All right.
289
00:12:15.870 --> 00:12:17.090
Yeah, maybe it's not controversial.
290
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I don't know.
291
00:12:17.550 --> 00:12:18.691
I just hear so many people say it.
292
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All right.
293
00:12:19.811 --> 00:12:22.032
So my second one, did you have something else?
294
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No, go ahead.
295
00:12:22.893 --> 00:12:23.093
All right.
296
00:12:23.453 --> 00:12:26.394
Since we both like health and fitness and all that kind of stuff.
297
00:12:26.714 --> 00:12:28.615
So this is one I think about a lot.
298
00:12:28.755 --> 00:12:32.077
The concept is this idea that living past 100 is...
299
00:12:33.161 --> 00:12:34.922
I think it's the new version of religion.
300
00:12:36.782 --> 00:12:41.724
And just like religion, most people don't even have the faintest idea what it means, much less what it's going to take.
301
00:12:41.904 --> 00:12:44.524
Or challenge their own beliefs on it.
302
00:12:44.805 --> 00:12:49.166
I think it's fascinating but wildly oversold is another way to put it.
303
00:12:49.426 --> 00:12:52.747
That everyone is going to live past 100 or that you need to?
304
00:12:53.087 --> 00:12:53.807
I think it's oversold.
305
00:12:53.867 --> 00:12:54.728
No, that you will.
306
00:12:54.848 --> 00:12:55.588
I think it's oversold.
307
00:12:55.848 --> 00:12:55.968
Okay.
308
00:12:55.988 --> 00:12:56.148
Okay.
309
00:12:56.824 --> 00:13:00.385
But I think I should have stopped with the I think it's a new version of religion.
310
00:13:01.265 --> 00:13:01.925
That was my belief.
311
00:13:01.945 --> 00:13:02.725
That was the hot take.
312
00:13:02.745 --> 00:13:03.486
Just leave it like that.
313
00:13:03.906 --> 00:13:04.566
That's my belief.
314
00:13:04.626 --> 00:13:07.667
Living past 100 is the new version of Christianity.
315
00:13:07.747 --> 00:13:08.007
Boom.
316
00:13:08.027 --> 00:13:08.767
There's your hot take.
317
00:13:08.867 --> 00:13:10.667
There's the title.
318
00:13:10.687 --> 00:13:11.568
The video is done.
319
00:13:12.088 --> 00:13:14.868
All right.
320
00:13:15.068 --> 00:13:15.969
So those are my two.
321
00:13:16.089 --> 00:13:18.289
I'll give you my hot take that came up on the fly.
322
00:13:18.389 --> 00:13:20.890
I actually had this as my non-financial advice, but I'm going to pull it forward.
323
00:13:21.603 --> 00:13:21.863
Okay.
324
00:13:22.324 --> 00:13:25.225
I think that you should lift weight seven days a week.
325
00:13:25.626 --> 00:13:26.086
Full body?
326
00:13:26.446 --> 00:13:26.766
You know.
327
00:13:26.786 --> 00:13:27.827
Doesn't matter?
328
00:13:28.147 --> 00:13:29.808
I would say either split or full body.
329
00:13:29.828 --> 00:13:33.811
If you do full body, you got to make sure you have programming to make sure you're not overstressing certain muscles.
330
00:13:34.191 --> 00:13:35.192
But you can do lower body.
331
00:13:35.212 --> 00:13:36.072
That's what I was getting at.
332
00:13:36.172 --> 00:13:36.413
Yeah.
333
00:13:36.593 --> 00:13:36.793
Yeah.
334
00:13:36.813 --> 00:13:39.295
So you do believe, you still believe in rest?
335
00:13:39.395 --> 00:13:39.535
Like.
336
00:13:40.135 --> 00:13:40.815
What do you mean by rest?
337
00:13:40.835 --> 00:13:42.196
Like of a muscle, of a muscle group?
338
00:13:42.216 --> 00:13:43.016
Yeah, of a muscle group.
339
00:13:43.036 --> 00:13:44.436
Yeah, yeah, of a muscle group, yes.
340
00:13:44.596 --> 00:13:53.499
But I think that so many people negotiate their rest days and then that's what leads to bad habits for a week or two or three where they fall out of their workout pattern.
341
00:13:53.539 --> 00:13:54.999
It's just like, make it a daily thing.
342
00:13:55.719 --> 00:14:01.081
If you start negotiating your one day rest day, you know, it's Sunday, oh, not feeling that great, I'll do Monday too.
343
00:14:01.201 --> 00:14:02.301
Yeah, yeah, yeah.
344
00:14:02.421 --> 00:14:03.842
So you just work out every day?
345
00:14:04.002 --> 00:14:04.482
Every single day.
346
00:14:05.462 --> 00:14:08.543
Do you, are you just a weights guy or do you do cardio?
347
00:14:08.951 --> 00:14:09.752
I do cardio as well.
348
00:14:09.892 --> 00:14:13.215
So basically with seven workouts in the week, I can move.
349
00:14:13.695 --> 00:14:20.701
If I'm trying to cut with more cardio, I'll do higher intensity and more of them, the workouts for cardio.
350
00:14:20.801 --> 00:14:25.865
And then if I am going to try to put on muscle, I'll reduce the intensity.
351
00:14:25.885 --> 00:14:31.129
So I'll usually do like just incline walking treadmill, for example, for my cardio days, and I'll do less of them.
352
00:14:31.149 --> 00:14:33.071
So I might do two of those a week instead of four.
353
00:14:33.871 --> 00:14:34.132
Okay.
354
00:14:34.232 --> 00:14:36.734
So when you're trying to cut, what are you doing for cardio?
355
00:14:37.610 --> 00:14:40.573
Usually I will do at least one trail run and then running stairs.
356
00:14:40.954 --> 00:14:42.155
So there's two cardio.
357
00:14:42.195 --> 00:14:49.642
And then I'll usually do another cardio of like pushing a sled or something intense, box jumps, very high intensity stuff where it's like short bursts.
358
00:14:49.863 --> 00:14:51.324
Usually 30 to 45 minutes.
359
00:14:51.845 --> 00:14:53.106
So you're more interval training?
360
00:14:53.386 --> 00:14:53.546
Yeah.
361
00:14:53.806 --> 00:14:57.050
Yeah, unless I'm doing trail running, which I just love running trails.
362
00:14:57.070 --> 00:14:57.350
You do?
363
00:14:57.650 --> 00:14:57.770
Yeah.
364
00:14:57.830 --> 00:14:58.851
Okay.
365
00:14:58.871 --> 00:15:00.273
But you don't necessarily run every week.
366
00:15:00.553 --> 00:15:04.276
If I, if I am in cardio or like I'm trying to cut a little bit and then yes.
367
00:15:04.696 --> 00:15:06.298
And I, I try to stay there most of the time.
368
00:15:06.318 --> 00:15:11.962
But if I'm trying to put on weight or mass, then going that hard on cardio is kind of detrimental.
369
00:15:11.982 --> 00:15:12.383
It's muscle.
370
00:15:12.703 --> 00:15:12.883
Yeah.
371
00:15:13.243 --> 00:15:13.424
Cool.
372
00:15:13.584 --> 00:15:14.584
I only had the one hot take.
373
00:15:14.645 --> 00:15:15.565
That's all I got.
374
00:15:15.986 --> 00:15:16.846
That was an interesting one.
375
00:15:16.966 --> 00:15:17.407
All right, cool.
376
00:15:17.507 --> 00:15:18.608
What have you been working on this week?
377
00:15:20.165 --> 00:15:29.828
Oh, so I'll kind of stay with the theme of what we've, what I've, the last couple of weeks I've been talking about, there's, I work on multiple things, but there's a theme.
378
00:15:30.688 --> 00:15:46.672
So I've talked about, I tried to knock out, finish up this marketing calendar, tried to finish up this master task list, which may be the way to describe that better is it's just, it's the strategy of every single thing that has to get executed and become a system inside our organization.
379
00:15:46.692 --> 00:15:47.432
Yeah.
380
00:15:47.672 --> 00:15:49.835
And then so it's what has to get built.
381
00:15:50.295 --> 00:15:56.142
And then it's the systems that have to run and be monitored on a daily, weekly, monthly, quarterly basis.
382
00:15:56.683 --> 00:15:58.185
That's what I was calling this task list.
383
00:15:58.505 --> 00:16:04.892
And so kind of staying with that theme, because it's a, it's a miserable project, I would say I'm not enjoying it.
384
00:16:05.513 --> 00:16:08.815
But the problem with so much of what I... Maybe this will be interesting to people.
385
00:16:08.835 --> 00:16:09.815
The problem with so...
386
00:16:10.275 --> 00:16:12.497
There's so many things I want to do inside the organization.
387
00:16:13.097 --> 00:16:19.720
And what I find the bottleneck to often be is that I might have a project such as...
388
00:16:20.000 --> 00:16:21.821
I'll just use this example.
389
00:16:22.521 --> 00:16:29.565
I know, for example, that a sizable percentage of revenue in our organization comes from 500 clients.
390
00:16:30.125 --> 00:16:30.826
Even though...
391
00:16:31.666 --> 00:16:32.687
We're not commercial.
392
00:16:33.607 --> 00:16:38.130
And it's just naturally some clients spend so much more money.
393
00:16:38.251 --> 00:16:45.195
And so if I just get a lot more of those clients, that's the fastest way to grow the revenue of the organization.
394
00:16:45.516 --> 00:16:46.997
So how do you get those clients?
395
00:16:47.317 --> 00:16:48.538
You go where those clients live.
396
00:16:49.118 --> 00:16:51.559
You go find that exact client type and you get more of them.
397
00:16:51.579 --> 00:16:52.319
You go to them.
398
00:16:52.699 --> 00:16:55.440
This is why I'm fond of offline marketing.
399
00:16:55.820 --> 00:16:57.661
It's not because I like offline marketing.
400
00:16:57.961 --> 00:17:02.443
Offline marketing is about the fastest way you could blow a crazy amount of money and get it wrong.
401
00:17:02.723 --> 00:17:04.423
It's that how else do you go get them?
402
00:17:04.463 --> 00:17:05.784
If I run Facebook ads...
403
00:17:06.384 --> 00:17:10.148
If I run Google Ads, LSA, I can't get the perfect client.
404
00:17:10.548 --> 00:17:11.629
So how do you be aggressive?
405
00:17:11.769 --> 00:17:14.372
Okay, so that's just an example of a project.
406
00:17:14.412 --> 00:17:20.277
So it's really easy to have all these projects in your business that you want to accomplish, but they never go anywhere.
407
00:17:20.658 --> 00:17:22.760
And the reason they never go anywhere is because...
408
00:17:23.340 --> 00:17:27.302
You understand what the project means, but nobody else understands what it means.
409
00:17:27.742 --> 00:17:28.582
Nobody thinks about it.
410
00:17:28.602 --> 00:17:32.384
So the documentation project of this is what the project is.
411
00:17:32.484 --> 00:17:33.884
This is what the steps look like.
412
00:17:34.204 --> 00:17:36.966
This is what the outcome looks like, what done looks like.
413
00:17:37.166 --> 00:17:41.007
This is what the KPI looks like so we can track this thing forever and have it run.
414
00:17:41.287 --> 00:17:42.208
This is who owns it.
415
00:17:42.848 --> 00:17:47.031
That's the worst part of getting, that's really hard.
416
00:17:47.091 --> 00:17:50.834
So I've got so many initiatives and they all move too slow.
417
00:17:51.355 --> 00:18:01.483
And the only way that I can get them to move faster and know who we need is to do that whole other side, which is a massive amount of work that will take me a long time to get it done.
418
00:18:01.963 --> 00:18:06.647
And so this week is fairly consumed with that, building out that other part.
419
00:18:06.827 --> 00:18:07.127
It was funny.
420
00:18:07.147 --> 00:18:09.828
I was talking to one of the owners in Augusta and they're just getting started.
421
00:18:10.208 --> 00:18:16.550
And he's like, the thing that I have learned most from your podcast with Jonathan is that you both just keep doing the same thing every single week and working on the same exact cast.
422
00:18:16.850 --> 00:18:18.110
I'm like, hold on a minute.
423
00:18:18.170 --> 00:18:21.611
It's been eight weeks of podcasts and I work in six weeks sprints.
424
00:18:21.631 --> 00:18:25.592
So there's basically one or two things I might've gotten done in that period of time.
425
00:18:26.092 --> 00:18:26.853
So I think it's interesting.
426
00:18:27.273 --> 00:18:33.660
It's one thing I had to learn is like, as the organization has grown is, I don't need to make 100 decisions a week or 100 improvements.
427
00:18:33.700 --> 00:18:36.683
It's like, what are the couple things if I make a big change on it?
428
00:18:36.883 --> 00:18:38.965
It could take a couple months or even years.
429
00:18:38.985 --> 00:18:41.688
It does, and it's so frustrating.
430
00:18:41.968 --> 00:18:44.210
And that's a great point, though, as we have to talk about this,
431
00:18:45.011 --> 00:18:47.432
Every week, every week.
432
00:18:48.152 --> 00:18:49.853
Am I getting anything done?
433
00:18:49.873 --> 00:18:52.914
Jonathan has been working on the marketing calendar.
434
00:18:53.034 --> 00:18:53.354
All right.
435
00:18:54.115 --> 00:18:54.595
And we're done.
436
00:18:55.415 --> 00:18:55.655
Yeah.
437
00:18:55.895 --> 00:19:00.077
So it's like, yeah, it's just, but that's what it takes to get this stuff to done.
438
00:19:00.457 --> 00:19:05.499
And I often, I'll end with this, but like I find this whole project incredibly frustrating.
439
00:19:05.699 --> 00:19:07.800
And of course, like you have got all these other things going.
440
00:19:07.820 --> 00:19:12.762
It's not like every minute spent on that, but that stuff is so critical.
441
00:19:12.782 --> 00:19:12.882
Yeah.
442
00:19:13.662 --> 00:19:20.525
And that if you don't do it, well, that's why nothing ever moves forward because everybody is constantly just jumping here and here.
443
00:19:21.145 --> 00:19:24.686
And then you're working on projects in the wrong order.
444
00:19:24.786 --> 00:19:27.147
There's a lot of thought that goes into moving fast.
445
00:19:27.708 --> 00:19:28.108
And that's...
446
00:19:28.948 --> 00:19:36.796
And I'm guilty of this idea that if I'm doing lots of things or moving around or trying to run multiple projects in parallel, it feels like we're making more progress.
447
00:19:37.276 --> 00:19:37.717
We're not.
448
00:19:38.017 --> 00:19:39.618
I've learned that the hard way over the years.
449
00:19:39.919 --> 00:19:43.662
It's all about working all these projects in a specific order.
450
00:19:44.143 --> 00:19:44.984
Yeah, 100%.
451
00:19:45.004 --> 00:19:45.724
That's why it takes a while.
452
00:19:45.945 --> 00:19:46.125
Yeah.
453
00:19:46.545 --> 00:19:47.346
Well, what do you got?
454
00:19:47.446 --> 00:19:48.086
I'm going to move.
455
00:19:48.166 --> 00:19:51.149
I'm going to change some of it because otherwise I'm going to be the boring same thing.
456
00:19:51.169 --> 00:19:55.032
Like I'm going to do the same thing every single week because there's only like a few core things I'm working on.
457
00:19:55.493 --> 00:19:59.096
But specifically, I'm taking action on what you mentioned last week.
458
00:19:59.336 --> 00:20:01.698
So for those that didn't watch last week's podcast, shame on you.
459
00:20:02.118 --> 00:20:04.420
But JP gave me a lot of good advice.
460
00:20:04.440 --> 00:20:04.781
Thank you.
461
00:20:04.801 --> 00:20:09.765
I have one, two, three, four, seven things I'll be doing here next week.
462
00:20:09.845 --> 00:20:11.707
So it's too much.
463
00:20:11.847 --> 00:20:12.988
It's a journey over time.
464
00:20:13.388 --> 00:20:25.535
So I basically took all the pieces of advice and I broke it over the course of the next year where I think I can attack each of them and where I think it's or I should better put where I think that information is relevant for me to actually take action on.
465
00:20:26.175 --> 00:20:30.438
So I couldn't this week I bit off some of the lower hanging fruit stuff.
466
00:20:30.498 --> 00:20:34.460
So I'm really looking at onboarding for homeworks, but I'm also looking at onboarding for Augusta.
467
00:20:35.080 --> 00:20:40.983
So I'm going through the exact process that a new location goes through when it comes to joining Augusta.
468
00:20:41.043 --> 00:20:45.506
Everything from like we have so many different layers of like you got to set your Google business profile.
469
00:20:45.526 --> 00:20:46.387
You get your website set up.
470
00:20:46.407 --> 00:20:47.547
OK, connect your Facebook account.
471
00:20:47.667 --> 00:20:50.629
OK, set up your homework account, set up command center, like set up your QuickBooks.
472
00:20:50.649 --> 00:20:52.730
Like there's like this huge laundry list.
473
00:20:52.750 --> 00:20:54.091
So I'm going through that.
474
00:20:54.171 --> 00:20:56.913
I haven't done that for three years myself.
475
00:20:57.253 --> 00:20:59.494
Obviously, I look at from afar, but just doing it myself.
476
00:20:59.814 --> 00:21:04.297
It's like, hey, this one word in the email makes me feel like I'm going to be getting this sooner than it actually takes.
477
00:21:04.877 --> 00:21:08.819
Uh, so we made a bunch of little improvements on the Augusta side and same thing with homeworks.
478
00:21:08.999 --> 00:21:13.982
So we started the whole onboarding call thing, like I mentioned last week, but I started listening to them.
479
00:21:14.182 --> 00:21:15.043
I started recording them.
480
00:21:15.743 --> 00:21:19.686
Uh, I started giving feedback to the support team members that were running that.
481
00:21:19.906 --> 00:21:21.066
And it was like really well received.
482
00:21:21.086 --> 00:21:23.568
I was very thankful because I was very much nitpicky.
483
00:21:23.588 --> 00:21:25.669
I'm like, don't say this word, say more of this word.
484
00:21:26.029 --> 00:21:26.950
Don't have this pause.
485
00:21:27.250 --> 00:21:28.511
Say it at the beginning of the call.
486
00:21:28.531 --> 00:21:29.211
Show this slide.
487
00:21:29.451 --> 00:21:33.754
Like I was very, I had this laundry list of things and shout out Tommy.
488
00:21:33.774 --> 00:21:33.934
Tommy.
489
00:21:34.614 --> 00:21:36.496
Uh, he's, he's the main one leading on the onboarding calls.
490
00:21:36.516 --> 00:21:37.617
He took it, took it like a champ.
491
00:21:38.217 --> 00:21:41.581
And so, uh, those are a couple of things I took action from we talked about last week.
492
00:21:42.041 --> 00:21:46.485
The other thing is I did add a couple engineering calls that I had taken off my calendar.
493
00:21:46.865 --> 00:21:53.431
I added them back on, uh, I already was in like the product demo stuff, but a couple more engineering calls that as the.
494
00:21:54.592 --> 00:22:01.354
refactors happening on events and we are doing the whole MCP access for the cloud connector.
495
00:22:01.374 --> 00:22:02.734
I just need to be in those calls.
496
00:22:02.914 --> 00:22:04.154
So you reminded me of that.
497
00:22:04.334 --> 00:22:04.995
I appreciate it.
498
00:22:05.715 --> 00:22:09.396
And so that's, those are some of the stuff I did based upon what we talked about last week.
499
00:22:09.856 --> 00:22:10.256
That's cool.
500
00:22:10.776 --> 00:22:13.917
Those call recordings are amazingly valuable to listen to.
501
00:22:14.497 --> 00:22:14.757
Yeah.
502
00:22:14.937 --> 00:22:16.557
Call recordings can be very frustrating.
503
00:22:18.018 --> 00:22:18.418
Oh man.
504
00:22:19.874 --> 00:22:23.076
I recorded a 5 for 50 video that was supposed to go out on Tuesday.
505
00:22:23.096 --> 00:22:23.596
Oh, yeah.
506
00:22:23.976 --> 00:22:27.999
And I didn't post it because I felt like I should hold it a little while.
507
00:22:28.139 --> 00:22:28.299
Yeah.
508
00:22:28.799 --> 00:22:32.521
And, you know, it's not knocking anybody, but it's a reminder to me.
509
00:22:32.601 --> 00:22:33.782
It's not knocking anybody at all.
510
00:22:33.822 --> 00:22:37.924
It's a reminder to me that you shouldn't listen to three call recordings here or there.
511
00:22:37.944 --> 00:22:39.745
You should listen like 70 in a row.
512
00:22:39.765 --> 00:22:39.965
Yeah.
513
00:22:40.966 --> 00:22:47.896
And then you'll really see all the places where it's like, gee, that script could be a lot better.
514
00:22:48.276 --> 00:22:49.919
You know, it's like, I'm not putting it on a person.
515
00:22:49.939 --> 00:22:51.060
I'm putting it on the company.
516
00:22:51.241 --> 00:22:53.163
Like, oh, wow, we could make this better and easier.
517
00:22:53.584 --> 00:22:54.926
So those call recordings.
518
00:22:55.547 --> 00:22:55.767
Wow.
519
00:22:55.927 --> 00:22:56.448
They're important.
520
00:22:57.548 --> 00:23:05.691
It'll never be perfect, but man, listening to call recordings or doing calls yourself and then comparing it to what the call recordings are.
521
00:23:05.711 --> 00:23:09.793
I don't care if you're talking about onboarding, customer service, sales calls.
522
00:23:10.233 --> 00:23:12.173
It's just like, it's just a constant.
523
00:23:12.233 --> 00:23:16.335
And if you don't go back and check it occasionally, it gets off pretty quickly.
524
00:23:16.495 --> 00:23:16.695
Yeah.
525
00:23:16.995 --> 00:23:17.315
Yeah, yeah.
526
00:23:17.375 --> 00:23:18.576
You're like, oh, it's in the script.
527
00:23:18.836 --> 00:23:19.096
Well...
528
00:23:19.765 --> 00:23:21.066
You know, things have changed, right?
529
00:23:21.106 --> 00:23:25.850
And so one thing that even this week we worked a bunch on was like the support chat.
530
00:23:26.030 --> 00:23:28.713
Just like what is prioritized when that pops up?
531
00:23:29.093 --> 00:23:30.314
Is it like help articles?
532
00:23:30.474 --> 00:23:31.555
Is it chat with someone?
533
00:23:32.036 --> 00:23:34.097
Is it most recent feature updates like in news?
534
00:23:34.358 --> 00:23:38.521
Like just re-changing that and then seeing what happened to the user behavior was very interesting.
535
00:23:39.942 --> 00:23:40.543
Little stuff like that.
536
00:23:40.563 --> 00:23:42.785
I've been really like very much in the weeds on it.
537
00:23:43.125 --> 00:23:43.485
It's been good.
538
00:23:43.505 --> 00:23:43.746
Yeah.
539
00:23:44.266 --> 00:23:47.669
Man, to optimize a business, you could literally work 100 hours a week forever.
540
00:23:48.089 --> 00:23:49.930
It just never ends, even with a team.
541
00:23:50.170 --> 00:23:50.411
It's great.
542
00:23:50.431 --> 00:23:51.211
There's so many things to do.
543
00:23:51.351 --> 00:23:54.073
Hey, if I could do that all day long, honestly, I wouldn't mind.
544
00:23:54.994 --> 00:23:56.275
The optimization?
545
00:23:56.375 --> 00:23:58.537
I don't mind the optimization part.
546
00:23:59.057 --> 00:24:02.740
It's the, I'll be honest, the stuff I did this past week, loved every minute of it.
547
00:24:02.760 --> 00:24:04.041
Because it's like, hey, change this.
548
00:24:04.261 --> 00:24:05.682
All right, next week, done.
549
00:24:06.690 --> 00:24:07.451
I like the improvement.
550
00:24:07.651 --> 00:24:08.611
I love the improvement.
551
00:24:08.731 --> 00:24:10.913
When tough takes six, 12 and 18 months.
552
00:24:11.633 --> 00:24:12.774
Oh man, that hurts my head.
553
00:24:13.474 --> 00:24:16.416
And when there's constant pain, it's not, you can change it quickly.
554
00:24:17.103 --> 00:24:18.263
Yeah, yeah.
555
00:24:18.764 --> 00:24:19.884
Are you a process person?
556
00:24:19.904 --> 00:24:21.584
How do you think about process?
557
00:24:21.604 --> 00:24:24.085
Like, do you live- I can get into process mode.
558
00:24:24.345 --> 00:24:27.506
Like, I can very much- Like, I know some people are like, I only like big thinking.
559
00:24:27.606 --> 00:24:33.928
I like strategy, but I can also really get into ops because I love constant improvement.
560
00:24:33.948 --> 00:24:35.088
Like, I just love making changes.
561
00:24:35.629 --> 00:24:40.230
I get stuck when I have the strategy and then implementing it is going to take a very, very long time.
562
00:24:40.590 --> 00:24:42.791
And in that period, I'm going to have a bunch of pain.
563
00:24:43.371 --> 00:24:46.812
Usually in the way of bad customer service or letting people down.
564
00:24:46.972 --> 00:24:49.554
Before we move on, how were you running operations in the business?
565
00:24:49.774 --> 00:24:50.134
I don't know.
566
00:24:50.154 --> 00:24:52.135
Do you think you're pretty good?
567
00:24:52.195 --> 00:24:52.635
I don't know.
568
00:24:52.695 --> 00:24:53.676
Pretty decent, I guess.
569
00:24:53.996 --> 00:24:54.356
Okay.
570
00:24:54.376 --> 00:24:55.417
Do you like it?
571
00:24:55.617 --> 00:24:56.218
Elements of it.
572
00:24:56.278 --> 00:24:59.139
Like, you mean out in the field, like my location?
573
00:24:59.219 --> 00:25:02.601
Out in the field or if you had to be the COO in the business and run all the ops?
574
00:25:03.282 --> 00:25:04.583
Just keep everything moving.
575
00:25:04.923 --> 00:25:06.464
HR stuff gets to me.
576
00:25:07.483 --> 00:25:08.044
HR is terrible.
577
00:25:08.124 --> 00:25:08.844
Nobody likes HR.
578
00:25:08.964 --> 00:25:09.305
Yeah.
579
00:25:09.505 --> 00:25:12.708
I'm convinced when you add HR, you just invite everybody to complain.
580
00:25:12.968 --> 00:25:14.109
Yeah.
581
00:25:14.509 --> 00:25:15.771
I don't like firing people.
582
00:25:15.851 --> 00:25:17.272
I usually give people too much grace.
583
00:25:17.652 --> 00:25:21.135
So I don't really enjoy that part, but I like making improvements to the system.
584
00:25:21.275 --> 00:25:22.697
That is like, I could do that all day long.
585
00:25:23.157 --> 00:25:30.924
If you said, I love firing people, that would really be a fascinating new insight.
586
00:25:31.464 --> 00:25:33.886
So I got four things for us to talk about this week.
587
00:25:34.407 --> 00:25:43.115
And the first one is this idea of should any company owner be allowing their trucks to go home with their team members?
588
00:25:43.755 --> 00:25:45.297
And how do you think about this?
589
00:25:45.397 --> 00:25:48.260
What are the pros and cons for people not doing it?
590
00:25:48.320 --> 00:25:48.881
Should they?
591
00:25:49.281 --> 00:25:50.342
It's that type of thing.
592
00:25:50.382 --> 00:25:51.183
How do you think about this?
593
00:25:51.223 --> 00:25:52.084
Yeah, this one's a tough one.
594
00:25:52.705 --> 00:25:57.810
I'll put the caveat that most of Augusta does not have their trucks go home with employees.
595
00:25:57.970 --> 00:26:02.776
However, the people that do, I have talked to all of them and every single one likes it.
596
00:26:03.656 --> 00:26:05.838
And so none of them have any regrets.
597
00:26:06.078 --> 00:26:11.862
I have yet to see any of them do it and then take it back, which I thought would be more often like, Hey, try this out.
598
00:26:11.902 --> 00:26:13.583
Didn't work out was really bad experience.
599
00:26:13.603 --> 00:26:16.466
And we went back to just everyone's starting out the Depot.
600
00:26:16.846 --> 00:26:25.612
I also feel like there's some confirmation bias in there because once you let your employees do it, it's like taking away a benefit that they're probably not going to be like, Oh yeah, we'll just drive back to the office again.
601
00:26:25.852 --> 00:26:27.954
It's kind of like the cat's out of the bag.
602
00:26:28.214 --> 00:26:30.396
But they have said nothing but good things about it.
603
00:26:31.096 --> 00:26:31.756
And so yeah,
604
00:26:32.557 --> 00:26:37.038
To kind of outline how I look at the downsides, obviously it's what if they steal customers?
605
00:26:37.178 --> 00:26:39.838
What if they use my equipment and the vehicle for personal use?
606
00:26:40.378 --> 00:26:43.499
I think the biggest downside for me is loss of culture, bringing people together.
607
00:26:43.519 --> 00:26:46.360
All of a sudden, they're essentially a remote on this island.
608
00:26:46.580 --> 00:26:50.280
Even if you bring them together once a week, still, it's kind of on your own.
609
00:26:50.700 --> 00:26:52.601
And at that point, it's like, why not just be a solo operator?
610
00:26:52.621 --> 00:26:53.601
Why not go start your own business?
611
00:26:53.681 --> 00:26:54.641
Oh, I have the equipment with me.
612
00:26:54.881 --> 00:26:56.942
I'll just go mow the neighbor's yard for free.
613
00:26:57.282 --> 00:26:58.842
So there's certainly downsides of that.
614
00:26:59.702 --> 00:27:11.469
I also think the biggest downside is it becomes a very asset heavy business because it's more difficult to have multi-person crews when you have them taking the vehicle to their house.
615
00:27:11.809 --> 00:27:17.713
Because either they've got to pick someone else up or they've got to meet somewhere and you create another bottleneck instead of the shop.
616
00:27:18.493 --> 00:27:23.658
And so usually I see when people take their vehicles home, it works best with solo routes.
617
00:27:24.118 --> 00:27:31.045
Parlaying with that is like if you have less equipment and less assets that are required per crew, taking the vehicle home starts to make a little more sense.
618
00:27:31.305 --> 00:27:38.712
But if I need $100,000 to get a decent setup for my crew, do I want to pay $200,000 to get two employees or do I want to pay $100,000?
619
00:27:38.912 --> 00:27:39.612
They double up.
620
00:27:40.293 --> 00:27:45.475
And so it's less asset heavy, more op heavy when it comes to having to take the vehicle home.
621
00:27:46.136 --> 00:27:49.858
The thing I like about it a lot is it really makes it forces you into good behavior.
622
00:27:50.578 --> 00:27:54.660
So, for example, you have to have better quality employees if they're going to take your vehicles home.
623
00:27:55.100 --> 00:27:58.882
If you're giving someone $50,000 and trust it, you're going to probably do a better job of vetting them.
624
00:27:59.522 --> 00:28:01.083
you're probably gonna do a better job of training them.
625
00:28:01.444 --> 00:28:06.087
It's also gonna force you to like offer less services so that you don't have to have as much equipment on the truck.
626
00:28:06.688 --> 00:28:08.449
And so I think it's almost like a forcing function.
627
00:28:08.730 --> 00:28:13.754
And a lot of times by having crews come in one place, it's a band-aid around management.
628
00:28:14.214 --> 00:28:15.375
And that is, I can see everyone.
629
00:28:15.415 --> 00:28:23.582
So like the system is me seeing their trucks going out at the beginning of the day, me making sure everything is safe, like tires, making sure that they show up on time.
630
00:28:23.602 --> 00:28:25.564
Like there's a lot of things that just become...
631
00:28:26.584 --> 00:28:29.547
A bandaid of bad management becomes I want them to meet in one spot.
632
00:28:30.148 --> 00:28:33.130
And again, my location, they meet in one spot.
633
00:28:33.231 --> 00:28:34.171
I just want to be very clear.
634
00:28:34.352 --> 00:28:41.939
However, as I'm starting another corporate location, we are going to be doing this model where the vehicles go home with the employees.
635
00:28:42.019 --> 00:28:42.299
Oh, really?
636
00:28:42.319 --> 00:28:42.419
Yeah.
637
00:28:42.559 --> 00:28:46.840
Yeah, and I think the biggest, like, the upside, too, is a lot less drive time.
638
00:28:47.380 --> 00:28:51.141
And it's not just the drive time for the crew.
639
00:28:51.161 --> 00:28:54.082
Like, we all think of windshield time as time between stops.
640
00:28:54.682 --> 00:29:12.146
But if someone wakes up at 6.30, is out the door at 7, shows up at your office at 7.30, diddle-dallies, gets some coffee, gets out, and then an hour later is at their first job, that's like an hour and a half a waste of time that they might have literally passed their first job of the day to get to your shop.
641
00:29:12.626 --> 00:29:12.806
Yeah.
642
00:29:13.047 --> 00:29:18.693
And so I think a lot about the startup time and then same thing at the end of the day, like they could very well.
643
00:29:18.713 --> 00:29:24.299
I remember seeing it's like on my route and be like, oh, they should just take the truck home is there 20 minutes away from the shop.
644
00:29:24.920 --> 00:29:27.783
They mowed their neighbor's house, came back to the shop.
645
00:29:28.364 --> 00:29:30.567
And then the next day we're going back to that neighborhood.
646
00:29:30.587 --> 00:29:31.488
I'm like, this is crazy.
647
00:29:31.568 --> 00:29:33.410
This 40 minutes drive that was not needed.
648
00:29:33.770 --> 00:29:41.212
So I think it forces a lot of good behavior, but I do think it becomes a lot easier if you have less equipment, if you have less material loading.
649
00:29:41.512 --> 00:29:43.773
If you have materials, it also gets a little more difficult.
650
00:29:44.013 --> 00:29:48.214
If you have debris, so if you're taking debris off-site, it gets very difficult.
651
00:29:49.394 --> 00:30:01.718
And if you have a solid training in place to where you can trust someone after a governed amount of time before they become, where they can take the truck home, or you do empower them to do that, there has to be a solid training process in place.
652
00:30:01.818 --> 00:30:03.118
Otherwise, just asking for chaos.
653
00:30:03.138 --> 00:30:03.378
Yeah.
654
00:30:04.287 --> 00:30:07.009
A lot of good insights from a mowing standpoint.
655
00:30:07.069 --> 00:30:11.111
How do you handle equipment maintenance and blades and all that type of stuff?
656
00:30:11.711 --> 00:30:11.911
Yeah.
657
00:30:11.931 --> 00:30:13.792
So I'll speak for what we're planning to do.
658
00:30:14.113 --> 00:30:20.096
Um, like at my location, the corporate one, um, there's a few different ways I've seen it work inside Augusta.
659
00:30:20.756 --> 00:30:31.022
And the one that I have observed, and I think we're going to probably be doing is we still will meet up once a week to be able to do the maintenance as well as just a cultural thing.
660
00:30:31.742 --> 00:30:38.328
And what some of the owners will actually do is they will just meet at like a Walmart or a Costco and everyone will just back up their trucks in a line.
661
00:30:38.529 --> 00:30:39.569
They're there for 20, 30 minutes.
662
00:30:39.589 --> 00:30:40.470
They do a team meeting.
663
00:30:40.550 --> 00:30:44.834
They do all the wins, pan out bonuses, check everyone's equipment.
664
00:30:45.195 --> 00:30:47.957
They do the checklist at the end of the day and just do the pictures in Field Force.
665
00:30:48.418 --> 00:30:52.982
They just take pictures like the checklist of the equipment at the end of each day.
666
00:30:53.242 --> 00:30:54.664
But then once a week is where...
667
00:30:55.264 --> 00:30:59.246
The manager is going to inspect everything and potentially replace parts and pieces.
668
00:30:59.626 --> 00:31:10.170
The thing that I have not seen animals do that I'm going to be testing out is the GM having a, again, when I talk about GM, I'm talking six to eight technicians, so six to eight trucks, and then a GM leading that team.
669
00:31:10.670 --> 00:31:13.351
That person having a van with backups for everything.
670
00:31:13.751 --> 00:31:17.413
So if something goes down in the field, they're going to go out, hey, swap out the mower.
671
00:31:17.733 --> 00:31:18.433
I'll take your mower.
672
00:31:18.453 --> 00:31:22.235
I'll take that off your plate and just keep them on the road as much as possible.
673
00:31:22.875 --> 00:31:24.315
And same thing with things like blades.
674
00:31:25.015 --> 00:31:26.896
I don't want them to have to like sharpen the blades.
675
00:31:26.996 --> 00:31:28.916
I want, hey, the blades come to you on the weekly.
676
00:31:29.176 --> 00:31:31.296
We'll get you the three or four sets that you might need.
677
00:31:31.637 --> 00:31:32.937
And it's all in your van.
678
00:31:33.257 --> 00:31:35.017
And then the vans are just kind of like copy and paste.
679
00:31:35.277 --> 00:31:38.378
The exact same, including the GM's truck, which is just a backup essentially.
680
00:31:38.878 --> 00:31:41.118
So that's kind of a direction I'm going with it.
681
00:31:41.638 --> 00:31:42.538
What is Field Force?
682
00:31:43.238 --> 00:31:43.619
Oh, sorry.
683
00:31:43.679 --> 00:31:44.919
It's just the mobile app for homeworks.
684
00:31:45.799 --> 00:31:46.299
Oh, okay.
685
00:31:46.519 --> 00:31:46.659
Yeah.
686
00:31:46.859 --> 00:31:47.099
Okay.
687
00:31:47.499 --> 00:31:50.260
And so you mentioned they take pictures of the equipment.
688
00:31:50.700 --> 00:31:51.840
Is that something they have to do every day?
689
00:31:52.535 --> 00:31:53.996
Yeah, like so it'd just be a checklist.
690
00:31:54.016 --> 00:32:03.100
So the form that they'd basically fill out is one of those after photos would be a photo of like certain types of equipment and even like keeping the vehicle clean.
691
00:32:03.520 --> 00:32:05.501
So it's mostly just checklists for the daily.
692
00:32:05.521 --> 00:32:10.003
And then the weekly is where we're doing an inspection of the equipment from the manager's perspective.
693
00:32:10.024 --> 00:32:10.964
Okay, that's interesting.
694
00:32:10.984 --> 00:32:13.625
So they're just looking at a picture to make sure the equipment looks good.
695
00:32:13.645 --> 00:32:14.566
It's all on the truck.
696
00:32:14.606 --> 00:32:17.107
The truck looks clean, the presentation, all that.
697
00:32:17.439 --> 00:32:17.700
Correct.
698
00:32:18.341 --> 00:32:18.622
Okay.
699
00:32:19.062 --> 00:32:19.443
Interesting.
700
00:32:20.024 --> 00:32:21.487
Now, do you guys do it before?
701
00:32:22.069 --> 00:32:22.710
Do what before?
702
00:32:23.051 --> 00:32:24.734
Where the crews would take the vehicles home?
703
00:32:24.754 --> 00:32:25.656
Or have you never done it?
704
00:32:25.676 --> 00:32:26.518
Yeah, way back.
705
00:32:26.658 --> 00:32:26.758
Okay.
706
00:32:26.778 --> 00:32:26.979
Okay.
707
00:32:27.564 --> 00:32:28.705
Yeah, we eliminated it.
708
00:32:29.346 --> 00:32:32.709
But we never... Yeah, but I don't think that means anything.
709
00:32:33.550 --> 00:32:39.475
Back when we did it, we let the crew take, or let's call it the foreman, take home the truck.
710
00:32:40.116 --> 00:32:44.039
But they brought it back each morning and picked up their team and loaded up their equipment.
711
00:32:44.320 --> 00:32:48.644
So you didn't get the efficiency of leaving from their home.
712
00:32:48.704 --> 00:32:51.206
And what you got was the...
713
00:32:53.548 --> 00:32:55.209
It was a massive recruiting tool.
714
00:32:55.309 --> 00:32:56.951
I think that's really what it came down to.
715
00:32:56.991 --> 00:33:02.195
You could recruit a lot of people that would have had a hard time getting there otherwise, but were great.
716
00:33:03.396 --> 00:33:05.398
Or also, we deal an H2B visa.
717
00:33:05.998 --> 00:33:10.482
So an H2B visa individual doesn't have a car necessarily.
718
00:33:10.542 --> 00:33:11.442
So how do they get to work?
719
00:33:11.863 --> 00:33:14.425
So those were some of the reasons why we did that for years.
720
00:33:14.845 --> 00:33:17.768
And then we geofenced the trucks at their place.
721
00:33:18.608 --> 00:33:22.051
And we've had a variety of different issues over the years, like anybody would.
722
00:33:22.111 --> 00:33:24.953
When you let trucks go home, they end up going out on the weekends.
723
00:33:25.514 --> 00:33:28.156
The one around them mowing on the weekends using our truck.
724
00:33:28.396 --> 00:33:30.178
And people might think it was city turf mowing.
725
00:33:30.658 --> 00:33:31.178
That's happened.
726
00:33:31.419 --> 00:33:32.780
You know, we've had all those problems.
727
00:33:33.460 --> 00:33:36.483
And so those are real issues that we experienced.
728
00:33:36.503 --> 00:33:37.704
But we eventually ended it.
729
00:33:38.644 --> 00:33:40.646
But that doesn't really represent my opinion.
730
00:33:40.686 --> 00:33:42.287
I don't have a super strong opinion on this.
731
00:33:42.347 --> 00:33:42.608
I have...
732
00:33:43.348 --> 00:33:48.451
I think that where it becomes the most interesting, I think you pretty much articulated it, frankly.
733
00:33:48.911 --> 00:33:56.515
But where it becomes most interesting is this idea of, does it allow you to run a little bit of a different business model inside the business?
734
00:33:56.555 --> 00:34:04.259
Would it allow you to maybe run a little different geographic market, but yet still keep the routes really tight?
735
00:34:04.560 --> 00:34:04.760
Yep.
736
00:34:05.280 --> 00:34:10.002
Like hiring closer to where your customers are versus where your shop is at.
737
00:34:10.222 --> 00:34:10.802
Exactly.
738
00:34:10.982 --> 00:34:18.165
You know, and if I was more of a, if we ran this at CityTurf, I could probably serve more areas, more markets than we would.
739
00:34:18.545 --> 00:34:20.305
There's no way we'd serve those markets now.
740
00:34:20.846 --> 00:34:26.067
But if I built some crews that lived in those areas and left from those areas, it changes the whole game.
741
00:34:26.308 --> 00:34:27.268
Then it becomes possible.
742
00:34:27.880 --> 00:34:29.802
Philip and I have talked about this over the years.
743
00:34:30.242 --> 00:34:31.043
Shout out, Philip.
744
00:34:31.183 --> 00:34:33.125
One day we're going to get Philip on the fire.
745
00:34:33.265 --> 00:34:33.585
One day.
746
00:34:33.625 --> 00:34:34.686
You'll never see Philip.
747
00:34:34.706 --> 00:34:35.347
We'll get there.
748
00:34:35.367 --> 00:34:35.887
We'll get there.
749
00:34:36.167 --> 00:34:36.768
It might take a while.
750
00:34:36.788 --> 00:34:37.989
Not going to happen.
751
00:34:38.049 --> 00:34:38.329
Oh, no.
752
00:34:38.449 --> 00:34:40.231
It's not going to happen.
753
00:34:40.971 --> 00:34:41.532
Shout out, Philip.
754
00:34:41.712 --> 00:34:43.594
Everyone in the comments, we've got to convince Philip.
755
00:34:43.634 --> 00:34:44.875
He'll never watch this video.
756
00:34:44.975 --> 00:34:46.336
It's not going to work.
757
00:34:47.357 --> 00:34:48.098
It'll never happen.
758
00:34:48.158 --> 00:34:48.558
It's okay.
759
00:34:48.578 --> 00:34:49.419
We'll keep chipping away.
760
00:34:49.639 --> 00:34:49.939
Sorry.
761
00:34:50.019 --> 00:34:50.560
I apologize.
762
00:34:50.600 --> 00:34:52.762
It would be amazing if it did, but it will never happen.
763
00:34:53.262 --> 00:34:53.822
All right.
764
00:34:53.842 --> 00:34:57.524
So where I was going with that, we've talked about this over the years.
765
00:34:58.025 --> 00:35:00.306
And I agree with him.
766
00:35:00.326 --> 00:35:09.470
There's this amazing value of bringing everybody back to the shop and having everything right there and seeing everything every day and being able to coach in the moment.
767
00:35:09.510 --> 00:35:10.971
There are so many advantages.
768
00:35:11.011 --> 00:35:13.933
So I think it just comes down to a lot of what you said.
769
00:35:13.953 --> 00:35:18.275
You can run either model, either model work, just depends on how you manage it.
770
00:35:18.595 --> 00:35:19.795
and how on top of you are.
771
00:35:19.835 --> 00:35:26.657
You know, I used to, I kind of said it before, I used to be partners with these guys in there, in a cleaning business.
772
00:35:27.417 --> 00:35:32.219
And we had properties all over the United States.
773
00:35:33.159 --> 00:35:42.221
And one of the lessons I got out of that business was that the markets that get served the best are the markets nearest to your office.
774
00:35:42.561 --> 00:35:45.422
Like, so nearest our corporate office, which was in Texas.
775
00:35:46.209 --> 00:36:02.061
simply because if you have to do a lot of, like if we have to go to Austin from here, if I got to go to San Antonio, if I got to go South to these other markets, you're going to do it, but you're not going to go see your clients and your team nearly as frequent as the people right near you.
776
00:36:02.201 --> 00:36:06.004
And so I do think that is a big giant risk.
777
00:36:06.024 --> 00:36:07.005
How do you handle that?
778
00:36:07.585 --> 00:36:13.830
Which is like, how do you, so you have these crews set up in different markets that allow you to spread out, but,
779
00:36:14.430 --> 00:36:15.450
What's the custom?
780
00:36:15.810 --> 00:36:16.271
What happened?
781
00:36:16.291 --> 00:36:21.952
What are the negatives like in terms of how often are you physically seeing the client doing inspections on the property?
782
00:36:22.312 --> 00:36:30.415
And that's where I think lower quality, lesser reviews, problems, brand harm creep into the business.
783
00:36:31.155 --> 00:36:36.697
And so that to your point, I think it just requires this really, really strong management.
784
00:36:37.097 --> 00:36:37.857
And if you look at
785
00:36:38.497 --> 00:36:48.339
the restaurant industry or so many other industries that run retail, they move to this hub and spoke concept, or they move to the district manager, regional manager concept because you need somebody.
786
00:36:48.759 --> 00:36:55.881
So if you end up spinning up 10 crews removed from your corporate office, so you're, let's just say you're not a franchise based business.
787
00:36:56.401 --> 00:37:00.581
You really end up quickly in this place where you still need management in that general area.
788
00:37:00.621 --> 00:37:06.763
That's going to see the client that's going to sell, going to meet, inspect the crew going to do training in the field.
789
00:37:07.063 --> 00:37:07.683
So it doesn't,
790
00:37:09.484 --> 00:37:15.147
It allows you to spread out, but it doesn't necessarily eliminate complexity is my theory.
791
00:37:16.128 --> 00:37:17.109
Let me steal, man, you.
792
00:37:17.269 --> 00:37:18.149
Let me steal, man, you.
793
00:37:18.169 --> 00:37:18.810
Yeah, yeah, do it.
794
00:37:18.890 --> 00:37:22.112
So when you first started saying that, I actually heard it opposite.
795
00:37:22.352 --> 00:37:27.055
And that was as if the employees are closer to the customers...
796
00:37:27.735 --> 00:37:44.143
Almost like instead of them driving 45 minutes to get to work, if they're 15 minutes away from the customer, would that potentially increase the amount of times that they're passing that property, the proximity to them, more likely to make sure that their property is up to spec because they're physically closer, they're living.
797
00:37:44.561 --> 00:37:47.582
Are we talking about a manager or the crew doing the work?
798
00:37:47.602 --> 00:37:48.543
The technician doing the work.
799
00:37:49.143 --> 00:37:49.363
Yeah.
800
00:37:49.503 --> 00:37:52.564
So, and maybe I don't know how you guys operate.
801
00:37:52.584 --> 00:37:54.225
I don't know how your GMs operate.
802
00:37:54.625 --> 00:37:59.307
But what I'm saying is I think the tech being closer to property all wins.
803
00:37:59.687 --> 00:38:00.507
That's fantastic.
804
00:38:00.868 --> 00:38:02.488
But then there's this other layer.
805
00:38:02.868 --> 00:38:07.050
I don't know how you guys operate where we inspect our properties and
806
00:38:07.270 --> 00:38:09.531
We go out in the field and we work.
807
00:38:09.551 --> 00:38:10.752
So manager inspects.
808
00:38:10.812 --> 00:38:13.813
A manager works really closely with the crews, trains in the field.
809
00:38:14.393 --> 00:38:16.534
A manager goes and deals like a client.
810
00:38:16.794 --> 00:38:19.575
If a client of ours has a problem, they can text us and we are there.
811
00:38:19.735 --> 00:38:20.796
Like we're on the property.
812
00:38:20.816 --> 00:38:22.537
You've got a dead spot, brown spot.
813
00:38:22.577 --> 00:38:23.397
You've got a concern.
814
00:38:23.437 --> 00:38:24.317
We have expertise.
815
00:38:24.337 --> 00:38:24.838
We are there.
816
00:38:25.218 --> 00:38:27.299
We'll roll a truck and we'll come see you.
817
00:38:27.599 --> 00:38:29.520
It's a more of a manager level.
818
00:38:30.240 --> 00:38:33.983
Uh, if you, if there are sales opportunities, we'll roll a truck manager will come see you.
819
00:38:34.603 --> 00:38:38.166
That's this part that I think that's what I was referring to.
820
00:38:38.186 --> 00:38:46.112
The technician all wins, but very quickly, as I build out a bunch of techs and crews in a market, then I need a manager that can do all those other things.
821
00:38:46.132 --> 00:38:47.333
That's what I was alluding to.
822
00:38:47.433 --> 00:38:47.633
Got it.
823
00:38:47.653 --> 00:38:47.754
Yeah.
824
00:38:47.774 --> 00:38:51.296
I guess I don't think about that as much because we, we could constrict to five mile radiuses.
825
00:38:51.697 --> 00:38:52.978
So that part is usually less.
826
00:38:53.018 --> 00:38:53.198
Okay.
827
00:38:53.278 --> 00:38:53.798
That makes sense.
828
00:38:53.838 --> 00:38:54.038
Okay.
829
00:38:54.058 --> 00:38:54.178
Yeah.
830
00:38:54.198 --> 00:38:54.399
Yeah.
831
00:38:54.679 --> 00:38:54.959
Yeah.
832
00:38:54.999 --> 00:38:55.179
Yeah.
833
00:38:55.259 --> 00:38:55.499
Yeah.
834
00:38:56.633 --> 00:38:58.933
I always think in city turf land.
835
00:38:59.154 --> 00:39:03.634
So in city turf land, it's like we're trying to keep, we got a decent sized market, but I'm trying to keep it tight.
836
00:39:03.674 --> 00:39:04.395
We're not me.
837
00:39:04.595 --> 00:39:05.615
We're trying to keep it tight.
838
00:39:06.195 --> 00:39:21.638
But if we ran this kind of a model, I could go to a whole bunch of cities well outside of our area and build out little pockets where we're not really going to want to spin up offices unless we go to a two office business, which we are a long way from being interested in that.
839
00:39:22.198 --> 00:39:24.963
And so that's kind of where I took us in this conversation.
840
00:39:24.983 --> 00:39:29.310
It's like, man, the cool thing would be we could go serve all these other markets I would never go to otherwise.
841
00:39:29.791 --> 00:39:32.676
And then I went into, well, if we did that, I still need a manager there.
842
00:39:32.696 --> 00:39:33.558
Right, yeah.
843
00:39:33.618 --> 00:39:33.798
So-
844
00:39:34.478 --> 00:39:38.881
And I think that's where, too, like adding complexity to the business makes this nearly impossible.
845
00:39:39.261 --> 00:39:52.230
Like if you're adding if you have 10 services and you're doing like snow removal and you're doing bush trimming and you're doing fertilization weed control and you're doing mowing and you're doing molten stall and you're doing patios like good luck trying to ever have your crew take their equipment home.
846
00:39:53.550 --> 00:39:57.731
Well, that's another... Well, in our business, we run our crew.
847
00:39:57.791 --> 00:40:03.673
We run separate F&W, separate mowing, separate pass, separate tree and shrub.
848
00:40:03.893 --> 00:40:04.993
All of our crews are separated.
849
00:40:05.233 --> 00:40:06.574
Mowing guys never trim bushes.
850
00:40:07.334 --> 00:40:08.754
They never fertilize.
851
00:40:08.974 --> 00:40:11.955
It's completely... Everybody is their independent expert.
852
00:40:12.556 --> 00:40:13.476
You raise a great point.
853
00:40:13.976 --> 00:40:20.598
To complicate this concept even further, if you're a simpler business model, you're predominantly mowing and maybe trimming.
854
00:40:21.238 --> 00:40:24.381
that this idea of spreading out might work a little better.
855
00:40:24.421 --> 00:40:26.383
But now I thought of something else.
856
00:40:26.444 --> 00:40:29.487
Let's say that I want to spread out mowing and trimming.
857
00:40:29.527 --> 00:40:33.211
That's the easiest thing to move into other markets if I can find the team members to do it.
858
00:40:33.911 --> 00:40:42.080
So then you come to our website and you read about CityTurf and we're pushing this whole idea of one company to handle all these things for you.
859
00:40:42.440 --> 00:40:43.521
We're just a text away.
860
00:40:44.422 --> 00:40:46.884
And then when they contest, it's like, oh yeah, yeah.
861
00:40:46.904 --> 00:40:50.766
Well, that's if you live in these five cities, but I'm sorry, you're over there.
862
00:40:50.806 --> 00:40:52.708
We only mow like that.
863
00:40:53.448 --> 00:40:54.649
Which city are you are?
864
00:40:54.749 --> 00:40:55.630
Yeah.
865
00:40:55.670 --> 00:40:57.291
So didn't even think of that.
866
00:40:57.331 --> 00:41:04.756
If, if in my world, we were trying to do this concept, it, you couldn't even pull it off because of our overall company.
867
00:41:05.396 --> 00:41:06.057
Silas.
868
00:41:06.117 --> 00:41:07.017
We'll call it the USP.
869
00:41:07.077 --> 00:41:08.578
What we're promising, what we're offering.
870
00:41:08.598 --> 00:41:08.819
Yeah.
871
00:41:09.019 --> 00:41:11.721
Like it would be a broken promise for a lot of the market.
872
00:41:11.941 --> 00:41:12.101
Yeah.
873
00:41:12.481 --> 00:41:13.322
Didn't even think of that one.
874
00:41:13.362 --> 00:41:16.406
So that's, this is the problem with all great ideas.
875
00:41:16.967 --> 00:41:19.310
It's like, oh, this is like, oh, this would be really cool.
876
00:41:19.330 --> 00:41:20.171
This would allow us to grow.
877
00:41:20.211 --> 00:41:30.865
But then when you think through the operational side of it, or the marketing or sales execution of it, this is where the complexity usually just makes things really, really hard to implement.
878
00:41:31.412 --> 00:41:32.392
Okay, side tangent.
879
00:41:32.952 --> 00:41:34.053
I made a whole video on this.
880
00:41:34.233 --> 00:41:36.873
I'm going to see if I can now disqualify my video.
881
00:41:37.193 --> 00:41:38.994
And that is when should you actually add a service?
882
00:41:39.074 --> 00:41:55.497
Because I think this is probably one of the biggest reasons for most home services across the board, every industry, that they end up either having a hard time scale, having a hard time not working 80 hours a week, ever finding a manager, et cetera, or just beating their head up against the wall until finally they quit.
883
00:41:55.858 --> 00:41:57.238
And that is just adding more services.
884
00:41:57.918 --> 00:42:03.240
So I tried to consolidate it down to a couple reasons as to why you would add a new service.
885
00:42:03.881 --> 00:42:14.786
So I'll give you my few that I came up with and then you see if there's any others that you can, because like, hey, I'm all for making more money, but when do I add more services is the key, or like the question.
886
00:42:14.886 --> 00:42:15.926
So I came up with a few.
887
00:42:16.226 --> 00:42:23.690
First one was if you need it to fill your off season, that is four to five months long, potentially a good reason to add another service.
888
00:42:24.270 --> 00:42:35.160
The other one I did was if you're in a very small populated area and you want to grow in size, you're going to have to like you're not going to be able to do one thing very well.
889
00:42:35.260 --> 00:42:35.560
Great.
890
00:42:35.600 --> 00:42:37.342
But it's 5,000 people.
891
00:42:37.382 --> 00:42:37.942
You have to.
892
00:42:38.062 --> 00:42:39.323
You're not going to build a $10 million business.
893
00:42:39.344 --> 00:42:39.444
Okay.
894
00:42:39.464 --> 00:42:39.584
Okay.
895
00:42:40.004 --> 00:42:41.344
So that would be the other one.
896
00:42:41.384 --> 00:42:50.146
And then the third one was the only other reason outside of those two I could come up with was you want to recoup your customer acquisition costs faster.
897
00:42:50.166 --> 00:42:50.766
Tack.
898
00:42:51.106 --> 00:42:51.286
Yeah.
899
00:42:51.546 --> 00:42:54.327
Be able to recoup that faster with a secondary service.
900
00:42:54.547 --> 00:42:55.927
Those are the only three I came up with.
901
00:42:56.027 --> 00:43:00.888
I came up with some other ones, but I couldn't really stand and defend them.
902
00:43:01.248 --> 00:43:03.328
Are there any others that you can think of?
903
00:43:04.729 --> 00:43:05.829
Those three are really solid.
904
00:43:05.849 --> 00:43:06.109
Yeah.
905
00:43:06.452 --> 00:43:07.633
It was Saturday evening.
906
00:43:08.334 --> 00:43:09.675
I was frustrated.
907
00:43:10.295 --> 00:43:18.742
I was trying to work with a couple owners and I was really frustrated because at the end of the day, I could see the issue is you have one had eight, one had 10 services when I looked at their list.
908
00:43:19.162 --> 00:43:25.307
And I'm like, everything I'm about to tell you is falsified because you have too much complexity and this will not work.
909
00:43:25.828 --> 00:43:27.069
But hey.
910
00:43:27.109 --> 00:43:29.251
It's not immediately coming to me.
911
00:43:29.451 --> 00:43:29.711
Okay.
912
00:43:30.191 --> 00:43:32.673
So those are... Those are three are pretty comprehensive, you think?
913
00:43:32.693 --> 00:43:33.034
Yeah.
914
00:43:33.674 --> 00:43:34.315
I think there's...
915
00:43:35.348 --> 00:43:39.812
So one that I would say is it's very similar to the very small area concept.
916
00:43:40.332 --> 00:43:44.436
It's that even in a bigger market, your CAC starts to...
917
00:43:44.536 --> 00:43:56.005
There comes a point where you enter a market, you're doing marketing, you're visual enough in the market where you can get clients, but then your CAC starts to go up.
918
00:43:56.025 --> 00:43:57.226
It's like diminishing returns.
919
00:43:57.267 --> 00:43:59.408
It gets harder and harder to go deeper in the market.
920
00:43:59.428 --> 00:43:59.749
Mm-hmm.
921
00:44:00.370 --> 00:44:02.871
It's back to, it's kind of talking about the same two points.
922
00:44:03.111 --> 00:44:04.391
One, CAC is going up.
923
00:44:04.811 --> 00:44:09.572
So it's like, okay, maybe we could add in the service and sell back into our base.
924
00:44:10.293 --> 00:44:13.654
And that would really help us grow revenue at a lower CAC.
925
00:44:14.134 --> 00:44:15.894
But that usually doesn't happen in a larger market.
926
00:44:16.494 --> 00:44:17.294
It can happen.
927
00:44:17.775 --> 00:44:22.736
It can, but it predominantly happens because people aren't spending enough money on marketing.
928
00:44:23.348 --> 00:44:23.508
Got it.
929
00:44:23.688 --> 00:44:26.532
So that's why I'm just trying to think about this out loud.
930
00:44:26.592 --> 00:44:34.600
It's like, that's why I feel like I've also thought of a couple other scenarios in my mind and they really all sort of go back to these three ideas that you just mentioned.
931
00:44:34.620 --> 00:44:36.823
So it feels very solid to me offhand.
932
00:44:36.843 --> 00:44:37.864
I'm not sure what I'm missing.
933
00:44:38.244 --> 00:44:38.365
Yeah.
934
00:44:38.385 --> 00:44:38.485
Yeah.
935
00:44:38.905 --> 00:44:39.125
All right.
936
00:44:39.165 --> 00:44:44.307
Well, that was my only thing, because I know this has a little bit of tie into like the trucks going home.
937
00:44:44.967 --> 00:44:45.207
Yeah.
938
00:44:45.368 --> 00:44:46.308
Adding complexity to business.
939
00:44:46.348 --> 00:44:50.870
And I genuinely believe this is I was trying to think the other day because I was just so frustrated with a couple of things.
940
00:44:51.310 --> 00:44:52.590
And I was like, what is the problem?
941
00:44:52.690 --> 00:44:54.551
And it almost always comes back to complexity.
942
00:44:54.571 --> 00:44:56.792
But then the complexity is added because of services.
943
00:44:57.526 --> 00:44:57.786
Yeah.
944
00:44:58.446 --> 00:45:05.328
Now I push back the thing that would invalidate any of those three potentially would be two things.
945
00:45:05.648 --> 00:45:09.628
One, this, maybe again, this is more city turf stuff in a bigger company.
946
00:45:09.668 --> 00:45:10.889
So I don't know if it'll resonate.
947
00:45:10.909 --> 00:45:12.009
I don't know if it's quite true.
948
00:45:12.029 --> 00:45:14.289
You just got to make this statement and argue with me.
949
00:45:14.309 --> 00:45:16.570
That's the point of the show.
950
00:45:16.750 --> 00:45:19.511
So the two things that invalidate this is there's a lot.
951
00:45:19.811 --> 00:45:19.971
Yeah.
952
00:45:20.391 --> 00:45:26.292
So we can add, we like, Hey, I need to add in our service so I can, uh,
953
00:45:26.872 --> 00:45:29.694
So I can be able to spend more money to go deeper in the market.
954
00:45:29.834 --> 00:45:32.656
So I can have more client acquisition costs.
955
00:45:33.017 --> 00:45:34.678
So I can spend more than my competitors.
956
00:45:35.058 --> 00:45:36.159
Therefore, I win more business.
957
00:45:36.599 --> 00:45:36.799
Okay.
958
00:45:37.460 --> 00:45:40.963
Well, the thing that I would push against on that is, okay, sounds awesome.
959
00:45:41.323 --> 00:45:44.825
Do you have the capacity and the money to even do the marketing?
960
00:45:45.086 --> 00:45:45.266
Mm-hmm.
961
00:45:45.775 --> 00:45:51.461
So it's one thing to add a service, but it's a completely different thing to actually sell the service.
962
00:45:51.882 --> 00:45:58.909
So if you've got 400 clients and you're adding a service, you're probably not going to sell 400.
963
00:45:59.310 --> 00:46:01.792
In most cases, you're not, frankly, even going to sell 200.
964
00:46:02.233 --> 00:46:03.855
You're not easily going to sell 200.
965
00:46:03.875 --> 00:46:05.656
You're probably going to easily sell 10%, frankly.
966
00:46:05.697 --> 00:46:05.817
Yeah.
967
00:46:07.779 --> 00:46:11.042
I've come to believe it might be closer to 10% that you usually sell.
968
00:46:11.402 --> 00:46:14.245
And then after that, it takes real effort to sell.
969
00:46:14.305 --> 00:46:15.887
They came in, they bought you for mowing.
970
00:46:16.147 --> 00:46:17.869
In their mind space, you're a lawn mowing company.
971
00:46:18.129 --> 00:46:19.090
You're not a pest company.
972
00:46:19.310 --> 00:46:20.351
You're not a tree care company.
973
00:46:20.532 --> 00:46:21.252
You're not a pool company.
974
00:46:21.272 --> 00:46:22.213
You're not a whatever else.
975
00:46:22.474 --> 00:46:25.717
It's really hard to get them to buy that thing.
976
00:46:26.077 --> 00:46:28.980
And then also, they might be buying that thing from somebody else.
977
00:46:29.000 --> 00:46:29.801
They're not unhappy.
978
00:46:29.821 --> 00:46:30.542
Mm-hmm.
979
00:46:30.882 --> 00:46:32.423
They're like, they're not unhappy.
980
00:46:32.643 --> 00:46:34.605
So it's like, yeah, I love you guys.
981
00:46:34.665 --> 00:46:36.727
I love them, but I don't want to make the call and fire them.
982
00:46:36.747 --> 00:46:37.727
I mean, why should I fire them?
983
00:46:38.308 --> 00:46:40.129
You're an unknown on that service.
984
00:46:40.490 --> 00:46:42.291
And so it's hard.
985
00:46:42.451 --> 00:46:44.072
It's really hard.
986
00:46:44.433 --> 00:46:49.177
One of the ways we move the needle pretty significantly... Well, we were really doing well in fertilization.
987
00:46:49.197 --> 00:46:52.479
We control when that became more of our focus than mowing.
988
00:46:53.120 --> 00:46:53.780
What going back?
989
00:46:53.840 --> 00:46:56.783
But boy, when we said the only way we work with you...
990
00:46:57.563 --> 00:46:59.505
is if you also buy fertilization weed control.
991
00:47:00.446 --> 00:47:04.989
Suddenly, tons of clients were like, okay, we'll use you for fertilization weed control.
992
00:47:05.310 --> 00:47:09.433
But before they were using us for mowing and other services, but not weed control.
993
00:47:09.853 --> 00:47:11.995
It wasn't that they didn't like their other company.
994
00:47:12.275 --> 00:47:15.158
It's that there was no reason for them to bother moving.
995
00:47:15.198 --> 00:47:16.719
They got a million other things going on in life.
996
00:47:17.039 --> 00:47:18.420
And I tell that story to say...
997
00:47:19.241 --> 00:47:21.202
It's way harder to get people to move.
998
00:47:21.262 --> 00:47:25.043
So when I think about adding a service in the business, I think about two things.
999
00:47:25.604 --> 00:47:27.364
Can we really even sell and market it?
1000
00:47:27.784 --> 00:47:29.605
Someday we might be able to, but can we do it now?
1001
00:47:29.765 --> 00:47:33.827
Otherwise, we just add lots of complexity for a really small bump in revenue.
1002
00:47:34.467 --> 00:47:36.648
And then the second one is who's going to own this thing.
1003
00:47:37.188 --> 00:47:45.790
So as the business gets bigger, let's say you have a GM and they've already got eight crews and they're just doing so much and they add another service.
1004
00:47:45.810 --> 00:47:47.031
Well, who owns the thing?
1005
00:47:47.571 --> 00:47:51.552
And it's back to my general belief that you've got these two engines in your business.
1006
00:47:51.572 --> 00:47:52.412
You got to get clients.
1007
00:47:52.432 --> 00:47:53.773
You got to get people to do the work.
1008
00:47:53.793 --> 00:47:55.593
And then in the middle, you got to manage the whole thing.
1009
00:47:56.134 --> 00:47:59.675
Those are the two engines that have to constantly stay in balance so you don't grow.
1010
00:47:59.695 --> 00:48:00.175
Yeah.
1011
00:48:00.775 --> 00:48:02.956
You could, it's a similar concept.
1012
00:48:02.976 --> 00:48:07.017
You could add this service and add this additional revenue potential.
1013
00:48:07.037 --> 00:48:12.699
But if somebody doesn't think about it all the time and own it from an ops standpoint, it's just not going to go very good.
1014
00:48:13.299 --> 00:48:16.980
And so those are the two things where I would say, you're listed three.
1015
00:48:17.120 --> 00:48:18.341
Yeah, totally agree.
1016
00:48:18.661 --> 00:48:22.582
But I could invalidate any of those if nobody's ready to do the other two.
1017
00:48:22.922 --> 00:48:24.183
It'll just be a giant mess.
1018
00:48:24.243 --> 00:48:30.445
And to your point, one day you wake up and now you've got eight to 10 services in your business and it's highly complex.
1019
00:48:31.022 --> 00:48:39.745
Yeah, like in the video, I talked about the impact to adding more services has on operations and admin, but the one I forgot as you were saying it, I was like, ah, is dilution of marketing.
1020
00:48:39.765 --> 00:48:43.207
Because now you've got to dilute your marketing message.
1021
00:48:43.227 --> 00:48:44.687
You only have so many shots on goal.
1022
00:48:45.268 --> 00:48:51.290
And so if you only have say 12 marketing messages to your existing customers in a year, if you have 10 services, you got one shot on goal.
1023
00:48:51.630 --> 00:48:56.052
If I only do one thing, I just can keep pounding that same message and I get really good at it.
1024
00:48:57.475 --> 00:48:58.357
I'm glad you brought that up.
1025
00:48:58.537 --> 00:49:00.940
Like several more rabbit trails we could go in here.
1026
00:49:00.960 --> 00:49:04.344
So in our openings, we're like, hey, Jonathan, what are you working on?
1027
00:49:04.384 --> 00:49:06.207
And I'm like, I'm working on my marketing calendar.
1028
00:49:07.660 --> 00:49:09.521
This is why I'm working on my marketing calendar.
1029
00:49:10.281 --> 00:49:14.283
If the only thing we did was mow lawns, pretty easy marketing calendar.
1030
00:49:14.763 --> 00:49:16.104
Acquisition, expansion.
1031
00:49:16.264 --> 00:49:19.085
Grass lawn, we make it short every single month.
1032
00:49:19.665 --> 00:49:24.067
And there's not much expansion, like not much selling more revenue because you're a mowing client.
1033
00:49:24.087 --> 00:49:24.708
We already got you.
1034
00:49:25.748 --> 00:49:27.769
I sell, we sell a lot of stuff.
1035
00:49:28.449 --> 00:49:32.551
And so how do you just not, to your point, dilute the messaging?
1036
00:49:32.591 --> 00:49:34.212
How do you figure out timing?
1037
00:49:34.292 --> 00:49:36.593
It's really, really complicated.
1038
00:49:36.613 --> 00:49:36.873
Yeah.
1039
00:49:39.975 --> 00:49:41.456
I think I've generally made the point.
1040
00:49:41.496 --> 00:49:55.564
I mean, just to pile on to what you said, that is why when I've been saying I'm working on this marking counter, if you saw this thing, it's very complex because of the volume of segmentation that we have to do and the consideration of timing.
1041
00:49:55.885 --> 00:50:00.788
And so many of the services that we sell are all should be sold at the exact same time period.
1042
00:50:00.808 --> 00:50:01.248
A hundred percent.
1043
00:50:01.268 --> 00:50:02.549
It's like, which one do we want to?
1044
00:50:02.609 --> 00:50:04.070
And you only got so many shots on goal.
1045
00:50:04.866 --> 00:50:05.226
Exactly.
1046
00:50:05.246 --> 00:50:15.849
And then there's other services where it's like, okay, that service will probably generate 400,000 in revenue in our business, which is like a rounding error, frankly, in our business.
1047
00:50:16.609 --> 00:50:20.890
So, but you can't segment that one except for the people that are already buying it.
1048
00:50:20.930 --> 00:50:22.350
So do I want to hit the whole list on this?
1049
00:50:22.690 --> 00:50:24.030
Or do we just never talk about it?
1050
00:50:24.350 --> 00:50:26.271
It's really, really complicated.
1051
00:50:26.831 --> 00:50:27.672
So great point.
1052
00:50:27.732 --> 00:50:31.114
I wanted to add one caveat or just like, maybe just say this one part.
1053
00:50:31.434 --> 00:50:34.396
I think what some people will hear one thing that you said and they're going to jump into it.
1054
00:50:34.416 --> 00:50:35.897
And I just want to be cautious of that.
1055
00:50:36.758 --> 00:50:39.380
You had mentioned that you said, hey, we require a second service.
1056
00:50:39.400 --> 00:50:40.461
And a lot of people said, yes.
1057
00:50:41.001 --> 00:50:51.288
I think the caveat to that that I have seen from my experience, at least, is when you do that, expect your customer acquisition costs to go up higher because less people that don't know who you are are going to accept both services.
1058
00:50:51.648 --> 00:50:54.030
And you put this huge filter on anyone that wants to come in.
1059
00:50:54.497 --> 00:50:57.278
And expect your LSA conversion cost twice.
1060
00:50:58.698 --> 00:50:59.298
I didn't say it.
1061
00:50:59.318 --> 00:51:03.359
Going back to some previous messages.
1062
00:51:03.439 --> 00:51:04.479
Yeah, 100%.
1063
00:51:04.539 --> 00:51:08.320
I just want to put that caveat because if someone has 20 customers and you're like, hey, I'm going to require it.
1064
00:51:08.760 --> 00:51:10.061
It'll destroy conversion.
1065
00:51:10.101 --> 00:51:13.902
Yeah, the conversion, it takes a huge hit.
1066
00:51:13.962 --> 00:51:14.302
It's it.
1067
00:51:14.622 --> 00:51:14.942
Yeah, yeah.
1068
00:51:15.762 --> 00:51:17.163
Just want to put that caveat in there.
1069
00:51:17.904 --> 00:51:20.066
Other than I got messages, I did what Jonathan said.
1070
00:51:21.947 --> 00:51:26.050
So you have to decide, is it the right strategic decision for the business?
1071
00:51:26.090 --> 00:51:27.892
Because all decisions come with the cost.
1072
00:51:28.332 --> 00:51:30.734
And that example right there comes with a massive cost.
1073
00:51:30.974 --> 00:51:34.217
When we went from, we'll take bi-weekly and weekly to just weekly.
1074
00:51:34.817 --> 00:51:37.858
that cost us money too, immediately.
1075
00:51:38.319 --> 00:51:49.843
It costs us not only in that conversion cost goes up, not only that, well, because you're not winning as much business, but also now you're at risk of bad reviews.
1076
00:51:50.023 --> 00:51:55.246
I mean, we've gotten bad reviews for not doing biweekly mowing.
1077
00:51:55.386 --> 00:51:58.167
Like somebody called us recently because we don't do Clover.
1078
00:51:58.187 --> 00:51:59.367
I don't even know what Clover is.
1079
00:51:59.528 --> 00:52:00.208
Clover...
1080
00:52:01.273 --> 00:52:02.075
So we don't do clover.
1081
00:52:02.095 --> 00:52:03.437
So we got us one star review.
1082
00:52:04.238 --> 00:52:05.400
We control of clover.
1083
00:52:05.440 --> 00:52:05.660
You mean?
1084
00:52:05.841 --> 00:52:06.642
No, no, no, no, no.
1085
00:52:06.702 --> 00:52:07.724
Mowing a clover lawn.
1086
00:52:08.425 --> 00:52:09.906
Oh my word, are you serious?
1087
00:52:10.486 --> 00:52:11.887
Can you explain to me what that is?
1088
00:52:12.368 --> 00:52:21.593
So it's like, so there's this whole other element of everything you start to say no to also becomes a review request, a bad review risk.
1089
00:52:21.674 --> 00:52:23.555
It becomes negativity in the market.
1090
00:52:24.215 --> 00:52:26.817
Like all these decisions come with real cost.
1091
00:52:26.897 --> 00:52:30.359
Good thing your phone agent knew what they were talking about when they said clover lawn.
1092
00:52:30.419 --> 00:52:33.481
Otherwise it'd be like, oh, would you like us to spray for broadleaf weeds?
1093
00:52:33.921 --> 00:52:36.003
And then you would go there and knock out the whole lawn.
1094
00:52:37.148 --> 00:52:43.994
I think they said we've only encountered this a couple of times in the existence of the business or something like that.
1095
00:52:44.194 --> 00:52:47.737
Anyway, my point is, it's easy to rattle off ideas.
1096
00:52:47.797 --> 00:52:50.199
It's easy to say, oh, stop doing biweekly mowing.
1097
00:52:50.339 --> 00:52:52.902
Oh, stop doing mowing unless you pair it with this other service.
1098
00:52:53.582 --> 00:53:08.126
All of those things, all these decisions come with the cost, which is back to then you got to think through how you script them, how you talk about them, how you serve the client, how you help people not be upset at you.
1099
00:53:08.186 --> 00:53:09.186
It's really complicated.
1100
00:53:09.206 --> 00:53:11.927
Back to why it's so much easier just to have a couple service business.
1101
00:53:12.207 --> 00:53:12.807
So much easier.
1102
00:53:12.927 --> 00:53:13.107
Yeah.
1103
00:53:13.347 --> 00:53:14.587
Well, we went down the rabbit trail.
1104
00:53:14.607 --> 00:53:21.330
We were talking about getting your trucks back to the technician's house, letting them take it home and gotten the rabbit trail services.
1105
00:53:21.350 --> 00:53:22.810
But I do think it's an important conversation.
1106
00:53:24.351 --> 00:53:31.513
I think it is if you tear apart for most businesses under a million, this is actually the thing that causes them a lot of problems.
1107
00:53:32.874 --> 00:53:39.136
Training the technicians, training your admin people, dilution of your marketing, dilution of your focus because you're just trying to do so many different things.
1108
00:53:39.824 --> 00:53:40.244
I agree.
1109
00:53:40.865 --> 00:53:41.105
All right.
1110
00:53:41.125 --> 00:53:42.205
So I'll throw another one at you.
1111
00:53:42.766 --> 00:53:44.887
So you've got three scenarios in life.
1112
00:53:45.347 --> 00:53:48.349
And I just think it might be interesting for the audience to talk through it.
1113
00:53:48.989 --> 00:53:51.710
Three different ways you could think about the long term of your business.
1114
00:53:52.631 --> 00:54:03.577
And I'll set this up by saying, I think in general, my messaging has very much put out this idea about building a business to a place where it's bigger and you can eventually...
1115
00:54:04.397 --> 00:54:06.499
to a large degree, replace yourself in the business.
1116
00:54:06.879 --> 00:54:10.241
You have other people doing a lot of the heavy lifting and the running of the organization.
1117
00:54:10.801 --> 00:54:15.305
So we'll put that out there as one of three concepts that you could build towards.
1118
00:54:15.485 --> 00:54:23.510
One where I build an organization where eventually I'm involved to a degree, but I... Or no, no, no, let's go with this one.
1119
00:54:23.911 --> 00:54:25.332
You've completely replaced yourself.
1120
00:54:25.412 --> 00:54:26.692
You do not have to run the business.
1121
00:54:26.732 --> 00:54:29.775
You still own it, but you do not run it whatsoever.
1122
00:54:29.795 --> 00:54:30.235
Right?
1123
00:54:30.435 --> 00:54:31.617
You're very uninvolved.
1124
00:54:31.957 --> 00:54:32.237
Okay.
1125
00:54:32.898 --> 00:54:34.641
So you become an investor.
1126
00:54:35.301 --> 00:54:41.470
The other scenario is you build the business and we'll call this one, I got this 100% from Claude,
1127
00:54:42.305 --> 00:54:44.808
Slow, we'll call this idea Slow Retirement.
1128
00:54:44.828 --> 00:54:45.609
I didn't know what to call it.
1129
00:54:45.629 --> 00:54:46.770
So Claude, help me name this.
1130
00:54:47.030 --> 00:54:48.252
We'll call this Slow Retirement.
1131
00:54:48.872 --> 00:54:49.072
All right.
1132
00:54:49.273 --> 00:54:58.923
And this is this idea that you're still involved in the business, but you've got an incredible leadership team that's doing most of the heavy lifting and you just get to do what you're best at.
1133
00:54:58.943 --> 00:55:01.085
Like you would say, I love...
1134
00:55:01.866 --> 00:55:09.390
marketing or I love selling the big deals or I love something, but I hate these 15 other things.
1135
00:55:09.430 --> 00:55:10.151
You don't do any of those.
1136
00:55:10.171 --> 00:55:16.774
You only do a few things in the business and you're totally cool working 10, 20, 30 hours some week.
1137
00:55:16.794 --> 00:55:21.337
You're just kind of doing the stuff you want and you feel no guilt about not working all the time.
1138
00:55:21.377 --> 00:55:23.338
You're just kind of working on the stuff you love.
1139
00:55:23.358 --> 00:55:24.499
We'll call that slow retirement.
1140
00:55:24.519 --> 00:55:26.140
That's the name that we came up with.
1141
00:55:26.660 --> 00:55:26.880
Okay.
1142
00:55:27.420 --> 00:55:29.181
So replace yourself completely.
1143
00:55:29.381 --> 00:55:30.261
You're an investor now.
1144
00:55:30.301 --> 00:55:31.922
You don't work on the business hardly ever.
1145
00:55:31.962 --> 00:55:34.323
You do quarterly meetings, that kind of thing.
1146
00:55:35.043 --> 00:55:39.164
You're monitoring your investment, slow retirement, as I explained.
1147
00:55:39.184 --> 00:55:42.225
And then the third one would be you build the sucker and you sell it.
1148
00:55:42.385 --> 00:55:43.446
You're completely out.
1149
00:55:44.166 --> 00:55:47.887
So the first part of this question would be, you can't say sell.
1150
00:55:50.248 --> 00:55:56.635
You can't tell your, you can, but you don't want to tell all your audience like, Hey guys, in about two years, I'm out.
1151
00:55:57.516 --> 00:56:01.480
So that, I know you can't say that, but I know you love the business anyway.
1152
00:56:01.540 --> 00:56:06.445
But so like, what would be, what would you think would be the dream of the three?
1153
00:56:06.665 --> 00:56:08.226
And what do you think maybe most people would say?
1154
00:56:08.247 --> 00:56:11.470
And then let's kind of talk through it like for the audience.
1155
00:56:11.783 --> 00:56:14.125
Yeah, for me, I don't ever want to retire.
1156
00:56:14.266 --> 00:56:15.707
I have no desire to sell.
1157
00:56:16.388 --> 00:56:20.151
I want to say ever, but that's what happens in life, right?
1158
00:56:20.492 --> 00:56:20.932
Sure, yeah.
1159
00:56:20.952 --> 00:56:21.753
You weren't expecting to sell.
1160
00:56:21.833 --> 00:56:30.702
I don't think I ever will, though, because I've seen too many times where people start to die faster after they get out of their daily operations of the business.
1161
00:56:31.202 --> 00:56:33.004
And I enjoy solving the problems.
1162
00:56:33.505 --> 00:56:35.547
I don't enjoy the problems, but I enjoy solving the problems.
1163
00:56:36.107 --> 00:56:37.309
And so slower- You like the outcome.
1164
00:56:37.469 --> 00:56:41.314
Yeah, slower time is definitely where I think about for myself.
1165
00:56:41.935 --> 00:56:47.262
And I think there's a big difference between having the business run without you versus running because of you.
1166
00:56:47.762 --> 00:56:48.904
And- Yes, yeah.
1167
00:56:49.004 --> 00:56:49.985
And I actually thought a lot about
1168
00:56:51.587 --> 00:56:54.048
you doing service autopilot, but then Philip running CityTurf.
1169
00:56:54.409 --> 00:56:56.650
It didn't like grow and double and triple.
1170
00:56:56.670 --> 00:56:59.632
You didn't take new markets, but it ran and like it was profitable.
1171
00:56:59.712 --> 00:57:00.532
And it went well.
1172
00:57:00.612 --> 00:57:02.873
Well, it grew tremendously during that time.
1173
00:57:03.033 --> 00:57:03.274
Oh, it did.
1174
00:57:03.294 --> 00:57:03.514
Oh, it did.
1175
00:57:03.534 --> 00:57:03.654
Yeah.
1176
00:57:03.674 --> 00:57:03.794
Okay.
1177
00:57:03.934 --> 00:57:04.894
Oh, yeah, yeah, yeah.
1178
00:57:05.135 --> 00:57:09.117
If I've ever insinuated that, no, no, it grew tremendously from the time I left.
1179
00:57:09.397 --> 00:57:09.597
Okay.
1180
00:57:09.617 --> 00:57:12.779
But if Philip and I could have worked together
1181
00:57:13.565 --> 00:57:20.688
It would have been vastly more than it is because we lost a big mark.
1182
00:57:20.728 --> 00:57:22.489
He's like, Philip could sell, right?
1183
00:57:22.749 --> 00:57:26.190
He may say he's not a good sales guy, but the guy could close.
1184
00:57:26.410 --> 00:57:29.331
He knows what he's because he knows the business so well he can sell.
1185
00:57:29.691 --> 00:57:37.174
But my point is we didn't have the marketing engine and the, I'm the push, push, push guy and Phillips to slow it down, get it right.
1186
00:57:37.194 --> 00:57:37.755
Kind of guy.
1187
00:57:37.935 --> 00:57:38.035
And,
1188
00:57:38.635 --> 00:57:42.217
if we had been working together this whole time, we would be a much better business.
1189
00:57:42.257 --> 00:57:44.558
It's not any negative whatsoever on him.
1190
00:57:45.659 --> 00:57:50.421
Just to be ultra clear, like if you had just left the business just to me, we just have a different problem.
1191
00:57:50.701 --> 00:57:52.102
I'd be all about grow, grow, grow.
1192
00:57:52.542 --> 00:57:55.804
We do okay at operations, but it wouldn't be the operational business it is.
1193
00:57:56.164 --> 00:57:56.424
Got it.
1194
00:57:56.445 --> 00:57:57.785
So I just want to be fair.
1195
00:57:58.045 --> 00:57:58.265
Yeah.
1196
00:57:58.305 --> 00:58:02.928
So I just wasn't able to be there because I was consumed.
1197
00:58:03.459 --> 00:58:10.725
Yeah, so I think kind of like a lot of times when I've looked at businesses where the founder's involved, that the focus tends to be more like innovation and growth.
1198
00:58:11.265 --> 00:58:18.591
And then if it's a CEO or an operations person leading, it becomes optimization, profitability, and just making those tweaks.
1199
00:58:18.671 --> 00:58:23.935
And then not only is right or wrong, it is I would rather be in the organization as the founder, hands-on,
1200
00:58:24.195 --> 00:58:29.301
But then I look at like Charlie Munger, Warren Buffett, like probably legend.
1201
00:58:29.922 --> 00:58:34.308
But supposedly like three days before Charlie passed away, he was heard this too.
1202
00:58:34.408 --> 00:58:35.429
OK, it could be legend.
1203
00:58:35.449 --> 00:58:36.050
It could be legend.
1204
00:58:36.450 --> 00:58:39.614
But like he's making trades, reading like that's how I want to go out.
1205
00:58:39.774 --> 00:58:41.416
I want to go out right till the end.
1206
00:58:42.237 --> 00:58:50.179
And I don't think I would do well in an unstructured schedule, unstructured environment without people that I'm able to help every single day.
1207
00:58:50.199 --> 00:58:56.921
And I think the slower time, like if I lost my purpose for what I'm trying to do every day, like I'd be, I'd be done.
1208
00:58:57.061 --> 00:58:58.962
Like, I think I would age faster.
1209
00:58:59.022 --> 00:58:59.802
I'd get grumpy.
1210
00:58:59.942 --> 00:59:01.962
I would not be on self-improvement as much.
1211
00:59:02.503 --> 00:59:05.503
And I just figured out, like, I did not really fall in love with the work.
1212
00:59:05.784 --> 00:59:08.564
And some do, like some people love, let's just use the green industry.
1213
00:59:08.584 --> 00:59:09.345
They love mowing grass.
1214
00:59:09.365 --> 00:59:10.665
They love doing the work.
1215
00:59:11.305 --> 00:59:13.146
And I just realized I can't fall in love with it.
1216
00:59:13.727 --> 00:59:19.711
And I fell in love with the people that are currently living out previous versions of me.
1217
00:59:20.112 --> 00:59:28.117
So like for me, it's like the 18 year old version where it's like I was leaving other stuff and moving into lawn care full time and got a lot of people saying otherwise.
1218
00:59:28.658 --> 00:59:35.403
And then at 21, having a business is 800, almost a million dollars in revenue, having no systems, getting in an accident and almost losing it all.
1219
00:59:36.063 --> 00:59:42.305
And so I just always think about those people and I can get very worked up and care a lot for those two individuals.
1220
00:59:42.766 --> 00:59:44.746
And what's nice is they just keep recycling.
1221
00:59:44.786 --> 00:59:48.308
Some people will be 45 years old and they look like the 21 year old version of me.
1222
00:59:48.608 --> 00:59:51.669
Some people could be 17 years old and look like the 18 year old version of me.
1223
00:59:51.869 --> 00:59:54.910
And so I just keep seeing those two people and that gets me motivated.
1224
00:59:55.250 --> 01:00:00.912
And for me to step away or like to sell or even be passive, I would just not feel like I'm able to have that impact with them.
1225
01:00:01.212 --> 01:00:02.073
That's me personally.
1226
01:00:02.093 --> 01:00:02.613
Yeah.
1227
01:00:03.053 --> 01:00:04.575
I actually am in the same camp.
1228
01:00:04.955 --> 01:00:15.564
My preference would be more the slow retirement because for almost every reason you just said, but I think you should build towards the replace yourself, which is how you end up with the slow retirement concept.
1229
01:00:16.045 --> 01:00:24.833
But I have fully subscribed to this idea that you should get to a place where you've hired people around you to do all the stuff you don't love doing and you're not the best at.
1230
01:00:25.473 --> 01:00:26.514
Not a new concept.
1231
01:00:26.554 --> 01:00:28.696
That's a concept that tons of people hold.
1232
01:00:28.756 --> 01:00:34.520
And if anybody's ever paid attention or knows who Dan Sullivan is, that's a big thing that a strategic coach that he talks about.
1233
01:00:34.540 --> 01:00:35.521
There's lots of people talking about.
1234
01:00:35.541 --> 01:00:36.342
It's not a new idea.
1235
01:00:37.162 --> 01:00:39.624
But it just completely resonates with me.
1236
01:00:40.345 --> 01:00:42.867
So I'm 100% in this slow retirement camp.
1237
01:00:43.507 --> 01:00:43.708
Yeah.
1238
01:00:44.428 --> 01:00:46.110
Again, I feel like I'm just going to repeat you.
1239
01:00:46.270 --> 01:00:49.233
I agree with exactly what you were saying along those lines.
1240
01:00:49.313 --> 01:00:49.753
It was funny.
1241
01:00:49.773 --> 01:00:53.316
Some of this came up when, so after our conversation last week, I was like, you know what?
1242
01:00:53.336 --> 01:00:55.438
I'm going to apply for tie year 21 and just see what happens.
1243
01:00:55.498 --> 01:00:56.539
I just wanted to see their process.
1244
01:00:56.900 --> 01:00:58.961
So I was able to get on a call with them, talk about it.
1245
01:00:59.182 --> 01:00:59.702
You did this?
1246
01:00:59.822 --> 01:01:00.183
Yeah, yeah.
1247
01:01:00.943 --> 01:01:02.184
And some of this was actually came up.
1248
01:01:02.284 --> 01:01:02.705
It was great.
1249
01:01:03.025 --> 01:01:04.967
Like, and they're like, where are you at in your career?
1250
01:01:05.127 --> 01:01:08.349
That was much more conversation around like the net worth stuff.
1251
01:01:08.570 --> 01:01:12.733
But it was more a matter of like, this is not really for the person actively trying to build.
1252
01:01:12.773 --> 01:01:14.715
This is for the person in like the second phase.
1253
01:01:15.395 --> 01:01:16.957
And it was a really good conversation.
1254
01:01:17.037 --> 01:01:19.258
I was just like their facilitator person for like 20, 30 minutes.
1255
01:01:19.298 --> 01:01:19.819
It was great.
1256
01:01:20.139 --> 01:01:20.399
Okay.
1257
01:01:20.439 --> 01:01:21.040
How interesting.
1258
01:01:21.400 --> 01:01:23.681
Did you call the main corporate office?
1259
01:01:23.701 --> 01:01:25.302
You would fill out an application.
1260
01:01:25.582 --> 01:01:25.903
Okay.
1261
01:01:25.923 --> 01:01:26.763
And then somebody called you.
1262
01:01:26.823 --> 01:01:27.624
And then they call you.
1263
01:01:27.644 --> 01:01:27.824
Yeah.
1264
01:01:28.204 --> 01:01:28.404
Yeah.
1265
01:01:28.424 --> 01:01:28.604
Yeah.
1266
01:01:28.884 --> 01:01:38.871
I would say that my experience, there's a lot of people still in the game, but they're definitely in the, they're definitely on the other side of the game to a large degree.
1267
01:01:38.891 --> 01:01:46.035
Like it's more about investing and more about investing in other businesses and maybe advising those businesses.
1268
01:01:46.635 --> 01:01:49.317
And then a lot of the guys that are still active, uh,
1269
01:01:49.977 --> 01:01:51.699
interesting are in real estate and private equity.
1270
01:01:52.819 --> 01:01:56.602
They're the, but a lot of the operators, huh?
1271
01:01:56.822 --> 01:01:57.843
Thinking about the Dallas chapter.
1272
01:01:58.083 --> 01:02:02.126
A lot of the operators are not very active anymore and missing it.
1273
01:02:03.307 --> 01:02:06.509
If they're younger, they're missing it and trying to figure out, they're like getting back into it.
1274
01:02:06.729 --> 01:02:14.515
I can't imagine being like, I was telling this the other day when we were, I saw this on the docket and I was like, if someone offered me a bunch of money now, even like the number I want,
1275
01:02:14.981 --> 01:02:15.181
Yeah.
1276
01:02:15.702 --> 01:02:16.904
Like, I'm 30.
1277
01:02:17.424 --> 01:02:18.886
What am I going to do?
1278
01:02:19.467 --> 01:02:21.029
You'll be bored in no time flat.
1279
01:02:21.190 --> 01:02:22.271
Like, there's always...
1280
01:02:22.551 --> 01:02:24.053
I don't know.
1281
01:02:24.815 --> 01:02:25.616
You'd be bored.
1282
01:02:25.696 --> 01:02:28.720
If I did that, I'd have to go get kids just to fill in time.
1283
01:02:29.421 --> 01:02:30.362
Even, I mean...
1284
01:02:31.183 --> 01:02:36.986
Even people in their 60s and older in the group, they have to be doing stuff.
1285
01:02:38.206 --> 01:02:44.789
You don't build things and then one day just completely turn it off and be completely satisfied is my belief.
1286
01:02:45.417 --> 01:02:45.617
All right.
1287
01:02:45.637 --> 01:02:51.439
So we're both working toward, I'm not going to say a hundred, 95, 95.
1288
01:02:51.580 --> 01:02:52.840
I love the a hundred idea.
1289
01:02:52.860 --> 01:02:55.281
And I think there are ways you can be like, maybe it'll happen.
1290
01:02:55.301 --> 01:02:59.203
I don't know, but I've got, yeah, that's a bigger topic, but I've got a lot of opinions on this one.
1291
01:02:59.363 --> 01:03:00.103
How old is your dad?
1292
01:03:00.783 --> 01:03:01.023
80.
1293
01:03:01.664 --> 01:03:01.984
Oh yeah.
1294
01:03:02.004 --> 01:03:03.344
So you're going to live a long time.
1295
01:03:03.464 --> 01:03:04.245
You'll live to a hundred.
1296
01:03:05.065 --> 01:03:05.425
We'll see.
1297
01:03:05.646 --> 01:03:06.606
I hope so.
1298
01:03:06.866 --> 01:03:07.647
I'm optimistic.
1299
01:03:08.167 --> 01:03:12.109
I'm going to do a video on this, a teaser video on this.
1300
01:03:12.289 --> 01:03:16.532
I spent, the headline will include the number.
1301
01:03:16.932 --> 01:03:19.353
I've spent $350,000 plus on longevity stuff.
1302
01:03:19.373 --> 01:03:19.493
Wow.
1303
01:03:22.568 --> 01:03:23.829
So I've got a video.
1304
01:03:23.849 --> 01:03:25.910
I have a, I've, I've done a presentation.
1305
01:03:25.950 --> 01:03:26.370
You can do it.
1306
01:03:26.410 --> 01:03:29.351
It could be like you in a sauna instead of having the dog.
1307
01:03:29.752 --> 01:03:36.135
We got $400,000 on longevity.
1308
01:03:36.355 --> 01:03:38.256
Just going to be upping the ante.
1309
01:03:38.756 --> 01:03:44.078
So I've kind of, and it's been over a period of time, but it's more around like performance and longevity.
1310
01:03:44.419 --> 01:03:46.660
So I've learned a ton and I have a lot of opinions.
1311
01:03:47.340 --> 01:03:48.201
Okay.
1312
01:03:48.301 --> 01:03:49.362
I love the health side.
1313
01:03:49.462 --> 01:03:49.742
Okay.
1314
01:03:49.842 --> 01:03:51.024
We got to digress.
1315
01:03:51.204 --> 01:03:54.747
So hot take was living to 100 thing is like a new religion.
1316
01:03:55.047 --> 01:03:55.288
Okay.
1317
01:03:55.388 --> 01:03:55.588
Great.
1318
01:03:55.608 --> 01:03:56.349
Yeah, I do.
1319
01:03:56.389 --> 01:03:57.249
Let's get specific.
1320
01:03:57.289 --> 01:03:58.030
Let's get specific.
1321
01:03:58.450 --> 01:04:03.815
Which one specific thing that you have done where you did it, you spent a bunch of money and you're like, this is overblown.
1322
01:04:04.096 --> 01:04:06.218
This is not worth it.
1323
01:04:06.738 --> 01:04:09.139
Oh, it's not that it's not worth it.
1324
01:04:09.579 --> 01:04:12.560
I think if you have the money, you could spend it.
1325
01:04:13.160 --> 01:04:17.381
Oh, the one thing I would tell you is, there's a lot I could say here.
1326
01:04:17.421 --> 01:04:20.122
If I could summarize it to one thing, here would be my one thing.
1327
01:04:20.742 --> 01:04:25.483
There is a lot of technology coming and really cool things happening.
1328
01:04:25.623 --> 01:04:31.931
interesting things that you can do, but they're not going to be widely tested and they're not going to be FDA approved.
1329
01:04:32.551 --> 01:04:37.437
And there's, and you're hoping that the data doesn't reverse.
1330
01:04:37.738 --> 01:04:41.822
So it's like, there's really promising mice studies that,
1331
01:04:42.343 --> 01:04:46.008
And there's a really small study that was done on humans and they're still alive.
1332
01:04:46.269 --> 01:04:50.535
We think this has got a lot of potential to extend your life.
1333
01:04:50.635 --> 01:04:55.582
You should do this thing, but you won't know for a decade if you should have or shouldn't have been doing the thing.
1334
01:04:55.983 --> 01:04:56.183
Yeah.
1335
01:04:56.464 --> 01:04:58.226
That is the majority of the stuff.
1336
01:04:58.927 --> 01:05:10.752
And so when we talk about all these things that are going to extend our longevity or extend our lifespan, it's like, sure, the heart stuff has been improving at 1% a year for a long period of time.
1337
01:05:10.772 --> 01:05:17.796
So meaning the number of people would have died from heart-related things, we're making a 1% improvement every year.
1338
01:05:17.996 --> 01:05:24.819
That compounds, that is a massive outcome today as compared to what the world looked like 40 years ago if you had anything heart-related.
1339
01:05:25.348 --> 01:05:26.868
We are making progress in cancer.
1340
01:05:26.888 --> 01:05:29.229
We're making progress in the big things that kill you.
1341
01:05:29.969 --> 01:05:40.072
But we're also, you know, but we're also like young people are now dying from more colon cancer and things like, so we're also going backwards in other areas, but we're making progress in the big things that are going to kill you.
1342
01:05:40.692 --> 01:05:45.933
But we need to make like vastly more process progress to actually impact lifespan.
1343
01:05:46.473 --> 01:05:47.813
So that's one level.
1344
01:05:48.233 --> 01:05:54.155
And then the other level is like, okay, what are all the things that you can do to extend your lifespan?
1345
01:05:54.175 --> 01:05:54.315
Yeah.
1346
01:05:55.015 --> 01:05:59.421
And how your cells age out and all this other stuff that can get kind of in the weeds here.
1347
01:06:00.182 --> 01:06:03.967
And so then that gets into what are the things you can be doing right now?
1348
01:06:04.007 --> 01:06:06.190
What are the modalities that you can be doing?
1349
01:06:06.771 --> 01:06:11.136
Like now we're not talking about exercise, sleep, and exercise.
1350
01:06:11.757 --> 01:06:12.717
We're not talking about that stuff.
1351
01:06:12.737 --> 01:06:15.798
Now we're talking about, is there something you can take?
1352
01:06:16.658 --> 01:06:20.219
Are there things you can do that are unusual and expensive?
1353
01:06:20.859 --> 01:06:24.339
And when you get into that stuff, that's where the hope is.
1354
01:06:24.519 --> 01:06:27.680
When people say you're going to live to 120, that's where they're expecting to move the needle.
1355
01:06:27.980 --> 01:06:31.701
That and then knocking out things like cancers and stuff that will kill you.
1356
01:06:32.421 --> 01:06:38.922
And so when you get into what are the things you could be taking, rapamycin is a widely popular one.
1357
01:06:38.942 --> 01:06:39.322
Mm-hmm.
1358
01:06:39.882 --> 01:06:58.897
Matt Foreman like you can go but then you could go even deeper than that there's only so much data on this stuff and so my point is it sounds like a wonderful story and a wonderful narrative I believe it will come together but how fast will it really come together and are you really the person that wants to be the guinea pig that's the that's the big theme
1359
01:06:59.423 --> 01:07:00.124
Well, this would be interesting.
1360
01:07:00.144 --> 01:07:00.925
Who dies first?
1361
01:07:01.145 --> 01:07:01.766
You know, who dies?
1362
01:07:02.166 --> 01:07:07.172
And then do the Optimus robots dig the casket, you know, put you down under.
1363
01:07:07.232 --> 01:07:08.574
That's which one's going to win first.
1364
01:07:08.794 --> 01:07:13.299
Are you going to live to 100 or are we going to have the Optimus robot doing the dirty work?
1365
01:07:13.359 --> 01:07:15.942
I think by the time I'm 100, which is 50, you know, years.
1366
01:07:16.063 --> 01:07:16.823
You're at halftime, bro.
1367
01:07:16.843 --> 01:07:17.805
You're at halftime, bro.
1368
01:07:18.363 --> 01:07:20.686
I'm at halftime, so I believe they will be digging.
1369
01:07:20.846 --> 01:07:23.970
Well, in my case, they're going to be scattering my ashes.
1370
01:07:24.230 --> 01:07:27.093
Oh, that's awesome.
1371
01:07:27.794 --> 01:07:28.375
Oh, that's so good.
1372
01:07:28.435 --> 01:07:28.635
All right.
1373
01:07:29.356 --> 01:07:31.278
All right, I got one more for us today.
1374
01:07:31.298 --> 01:07:31.639
Okay.
1375
01:07:32.179 --> 01:07:32.460
Okay.
1376
01:07:32.700 --> 01:07:34.442
Are you familiar with the book Die With Zero?
1377
01:07:34.462 --> 01:07:34.602
Yeah.
1378
01:07:34.762 --> 01:07:34.943
Yeah.
1379
01:07:35.548 --> 01:07:35.768
Okay.
1380
01:07:36.488 --> 01:07:38.129
And then you probably know the book.
1381
01:07:39.409 --> 01:07:41.429
You are probably like two years old.
1382
01:07:42.209 --> 01:07:46.530
But this because the book, The Millionaire Next Door.
1383
01:07:46.590 --> 01:07:47.711
That was a long time ago.
1384
01:07:47.731 --> 01:07:48.411
You know that book too?
1385
01:07:48.511 --> 01:07:48.651
Yep.
1386
01:07:48.851 --> 01:07:49.051
All right.
1387
01:07:49.591 --> 01:07:56.353
So if you know the premise of this, maybe tell, and I can give it if you want me to, but maybe give the concept of each book.
1388
01:07:56.413 --> 01:07:59.493
And then which one do you fall more towards?
1389
01:07:59.593 --> 01:08:02.674
The Millionaire Next Door idea or the Die With Zero idea?
1390
01:08:03.365 --> 01:08:03.605
Yeah.
1391
01:08:03.665 --> 01:08:03.926
Okay.
1392
01:08:03.966 --> 01:08:11.874
So as a summary, the millionaire next door basically was an old study, but it still holds true.
1393
01:08:11.975 --> 01:08:13.656
Which is why I said when you were like two.
1394
01:08:13.717 --> 01:08:14.417
Yeah, exactly.
1395
01:08:14.477 --> 01:08:15.759
Exactly.
1396
01:08:16.199 --> 01:08:18.902
I still remember reading it as a hard copy.
1397
01:08:18.922 --> 01:08:20.744
I remember reading in the back of our van.
1398
01:08:21.485 --> 01:08:21.805
Okay.
1399
01:08:21.966 --> 01:08:22.306
Yeah.
1400
01:08:22.386 --> 01:08:24.108
I would have been eight, nine.
1401
01:08:24.948 --> 01:08:25.909
I was kind of a weird kid.
1402
01:08:25.969 --> 01:08:26.210
Okay.
1403
01:08:26.230 --> 01:08:27.311
That's cool that you read it.
1404
01:08:27.331 --> 01:08:27.491
Yeah.
1405
01:08:27.591 --> 01:08:29.773
I probably read it when it's like 20 is my guess.
1406
01:08:29.853 --> 01:08:30.974
You know what's actually funny?
1407
01:08:31.074 --> 01:08:32.496
I didn't think about this until afterwards.
1408
01:08:33.076 --> 01:08:36.880
In that book, it talks about how like F-150s and Ford Accords, or sorry, not Ford Accords.
1409
01:08:37.888 --> 01:08:42.312
Ford F-150s and Honda Accords are some of the most popular vehicles for millionaires.
1410
01:08:42.713 --> 01:08:50.440
I bought a Honda Accord and I've bought a Honda Accord like since my, basically since I didn't have a work truck, I've been buying Honda Accords.
1411
01:08:50.560 --> 01:08:50.860
Anyways.
1412
01:08:51.301 --> 01:08:51.561
Okay.
1413
01:08:51.581 --> 01:08:52.942
Well, real fast on that.
1414
01:08:52.982 --> 01:08:56.485
So I read that book when I'm like 20 at my first job, which is a software company.
1415
01:08:56.626 --> 01:08:56.826
Yeah.
1416
01:08:57.266 --> 01:09:01.790
And I thought it was Jeep Cherokee and Toyota Camry, but it could have been a couple like, I don't remember.
1417
01:09:01.830 --> 01:09:02.571
We're talking.
1418
01:09:02.771 --> 01:09:02.931
Yeah.
1419
01:09:03.192 --> 01:09:03.432
Yeah.
1420
01:09:03.612 --> 01:09:04.512
There could have been multiple.
1421
01:09:04.532 --> 01:09:05.072
I don't remember.
1422
01:09:05.112 --> 01:09:07.133
Whatever it was, I know Jeep Cherokee.
1423
01:09:07.493 --> 01:09:09.314
I'm almost certain Jeep Cherokee was one of them.
1424
01:09:09.414 --> 01:09:09.654
Okay.
1425
01:09:10.334 --> 01:09:14.695
The owner of our company had the exact two cars in the book.
1426
01:09:14.775 --> 01:09:18.636
He was 100% the millionaire next door.
1427
01:09:18.656 --> 01:09:19.396
That's so funny.
1428
01:09:19.656 --> 01:09:20.777
I'm like, I read the book.
1429
01:09:20.817 --> 01:09:23.397
I'm like, this is 100% correct.
1430
01:09:23.657 --> 01:09:24.518
That's so funny.
1431
01:09:24.538 --> 01:09:25.078
It all resonates.
1432
01:09:25.118 --> 01:09:25.578
Anyway, go ahead.
1433
01:09:25.818 --> 01:09:33.947
Okay, so the concept million next door is basically the people that are rich don't necessarily have all the crazy flashy things, but rather they pretty simple.
1434
01:09:34.327 --> 01:09:35.529
They're living next door to you.
1435
01:09:35.809 --> 01:09:37.230
They've owned a business for 20 years.
1436
01:09:37.491 --> 01:09:39.333
They're doing simple, basic, boring things.
1437
01:09:40.374 --> 01:09:41.395
And it's not the flashy stuff.
1438
01:09:41.735 --> 01:09:57.190
The die with zero is essentially spending your money, whether it be to enjoy life or give it away by the time you get to death, because ultimately, why accumulate all this stuff if you're not going to enjoy it or see other people improve their livelihood because of it?
1439
01:09:57.490 --> 01:10:03.195
And so it's basically if in a perfect world, you could time your death to the point where when you die, everything was given away.
1440
01:10:03.435 --> 01:10:04.857
So that's the premise of both books.
1441
01:10:06.338 --> 01:10:07.678
I kind of... this is how I think about it.
1442
01:10:07.938 --> 01:10:10.940
So I kind of think of it like this, like this S-curve.
1443
01:10:11.460 --> 01:10:14.561
And I kind of think of it like save...
1444
01:10:14.621 --> 01:10:15.462
I might misspell this.
1445
01:10:15.682 --> 01:10:17.923
So... and then spread.
1446
01:10:18.423 --> 01:10:19.583
I kind of think of it like a farmer.
1447
01:10:20.004 --> 01:10:26.947
It's like, at this point, I'm stacking seed away and preserving it, putting it into a silo, whatever they're called.
1448
01:10:27.467 --> 01:10:28.408
I'm saving it a lot.
1449
01:10:28.488 --> 01:10:31.349
This is probably where I identify much more with like the millionaire next door.
1450
01:10:31.949 --> 01:10:38.853
And then the sewing part is where you grow, you expand, you exponentially are starting to see it in a business or investments, et cetera.
1451
01:10:39.173 --> 01:10:43.475
And then I'm a big fan of the spread part being like the last 25 years of my life.
1452
01:10:43.595 --> 01:10:44.336
Like if I look at 25, 25, 25,
1453
01:10:46.637 --> 01:10:48.117
That's kind of how in my brain I look at it.
1454
01:10:48.137 --> 01:10:51.419
So the first 25 years of my life, I was living on nothing.
1455
01:10:51.799 --> 01:10:57.961
And then now I'm in this phase, which is a lot of growth, but I'm not necessarily spending a lot of time giving the money away.
1456
01:10:58.501 --> 01:11:04.102
It's much more like I am trying to get a huge exponential return on the seeds I've stacked away.
1457
01:11:05.863 --> 01:11:07.343
Little squirrel stacking my nuts away.
1458
01:11:08.284 --> 01:11:09.844
And then eventually I'll get to the spread part.
1459
01:11:10.284 --> 01:11:13.826
I don't think I ever will have the ability to make this number go down.
1460
01:11:13.846 --> 01:11:14.886
I'll be honest.
1461
01:11:15.486 --> 01:11:17.128
I don't think I'll ever be able to give away principal.
1462
01:11:17.548 --> 01:11:21.952
I'll be able to make this level off, but I think with the right investments, you can give quite a bit away.
1463
01:11:22.012 --> 01:11:28.698
And if you have a large volume of, you know, principal, you don't really, you can't really give it all away.
1464
01:11:29.198 --> 01:11:33.782
So yeah, that's the kind of notion I've always thought is like, which of these phases I am in my end.
1465
01:11:34.343 --> 01:11:36.685
And once I got married, I feel like I kind of moved into this one.
1466
01:11:37.285 --> 01:11:39.448
Because I started saving every single penny.
1467
01:11:39.568 --> 01:11:40.790
I wasn't the millionaire next door.
1468
01:11:40.810 --> 01:11:42.392
There are certain things I would spend money on.
1469
01:11:42.793 --> 01:11:46.938
But I also know it's the time in my career where I will see the most exponential growth.
1470
01:11:47.499 --> 01:11:50.203
And then I do look forward to this other period of time.
1471
01:11:50.463 --> 01:11:54.348
I think the part that I am cautious of, I've seen other people do, is they try to do all three at the same time.
1472
01:11:54.869 --> 01:11:58.811
And they never really, they never get this inertia because they never saved money.
1473
01:11:59.111 --> 01:12:03.213
They were trying to get the, you know, the Aruba vacation two years into business.
1474
01:12:03.473 --> 01:12:04.394
So they never saved enough.
1475
01:12:04.794 --> 01:12:07.075
They never sewed enough and they never had anything to spread.
1476
01:12:07.095 --> 01:12:08.876
And so they kind of like look more like this.
1477
01:12:09.737 --> 01:12:11.417
And I want to avoid that.
1478
01:12:11.918 --> 01:12:13.879
That's how I think about it.
1479
01:12:14.519 --> 01:12:16.480
I feel like I should find somebody else to do this show with.
1480
01:12:16.992 --> 01:12:17.392
Oh no.
1481
01:12:17.713 --> 01:12:18.093
Oh no.
1482
01:12:18.133 --> 01:12:18.593
Did you?
1483
01:12:18.773 --> 01:12:20.415
No, no, no, no, no.
1484
01:12:20.755 --> 01:12:23.978
Cause, cause I don't have anything to argue with you on.
1485
01:12:23.998 --> 01:12:24.438
Like I agree.
1486
01:12:24.458 --> 01:12:28.281
Buy a private jet.
1487
01:12:29.222 --> 01:12:29.702
I agree.
1488
01:12:29.782 --> 01:12:31.263
And I'm kind of wired the same thing.
1489
01:12:31.283 --> 01:12:35.326
Like this idea that you get to the later part of life and you see your number going down.
1490
01:12:35.346 --> 01:12:36.247
It's like, not a chance.
1491
01:12:36.267 --> 01:12:37.088
This is not progress.
1492
01:12:37.168 --> 01:12:38.429
I can't be happy.
1493
01:12:38.469 --> 01:12:39.229
This is not good.
1494
01:12:39.690 --> 01:12:44.273
I do not need to buy more stuff, but if that number goes down, I would get anxious.
1495
01:12:44.734 --> 01:12:44.954
Yeah.
1496
01:12:44.974 --> 01:12:45.814
So I was like, yeah.
1497
01:12:46.675 --> 01:12:48.316
So that's why I was joking.
1498
01:12:48.336 --> 01:12:51.918
Like, okay, again, another similar opinion here, which doesn't make the show fun.
1499
01:12:51.938 --> 01:12:54.160
But I agree with you.
1500
01:12:55.080 --> 01:12:56.461
I got a couple of thoughts on this one.
1501
01:12:57.982 --> 01:12:59.243
One of the great lessons of my life.
1502
01:12:59.263 --> 01:13:02.765
So I started out very much save, save, save, invest, invest, invest.
1503
01:13:02.865 --> 01:13:07.327
It was actually, again, you've said it many times on the show, got married at 21, ended at 21.
1504
01:13:08.648 --> 01:13:10.768
I was brutally hard on Tiffany.
1505
01:13:11.469 --> 01:13:16.430
Like it was a thing that we had to deal with in our marriage.
1506
01:13:16.450 --> 01:13:19.650
Cause I was like, we're saving all your money, all your income.
1507
01:13:20.511 --> 01:13:23.871
And so she, and I came, I got married with like a hundred thousand dollars.
1508
01:13:24.231 --> 01:13:27.152
And so back then that's like hundreds of thousands of dollars today.
1509
01:13:27.852 --> 01:13:30.913
And so I saved all my money from 14 on.
1510
01:13:30.933 --> 01:13:31.773
I saved everything.
1511
01:13:32.473 --> 01:13:39.177
And so she always, I always made her feel like we had no money and we were going broke and we were going to starve.
1512
01:13:39.197 --> 01:13:41.038
And so it is this thing that.
1513
01:13:41.058 --> 01:13:47.321
Did you do that because you actually were afraid or because you needed her to think that so that you could get more money to invest in the business?
1514
01:13:48.007 --> 01:13:49.710
Because I was so focused on my goal.
1515
01:13:49.750 --> 01:13:50.891
We can't spend this money.
1516
01:13:50.912 --> 01:13:52.093
Yeah, it's more of that.
1517
01:13:52.153 --> 01:13:53.295
I just had all these goals.
1518
01:13:53.355 --> 01:13:57.261
So anyway, I'll just say that she helped me stop doing that.
1519
01:13:58.984 --> 01:14:03.391
And so, but still, I was very much like save, invest, invest.
1520
01:14:04.232 --> 01:14:05.253
And I don't know.
1521
01:14:05.873 --> 01:14:07.295
So I was same concept.
1522
01:14:07.775 --> 01:14:09.457
It's my belief in the five for 50 thing.
1523
01:14:09.477 --> 01:14:16.484
I think we're now it's like my whole premise for five for 50 all in whatever it takes, like do the time and this whole.
1524
01:14:16.744 --> 01:14:21.088
So I think I like the die with zero concept, but I...
1525
01:14:21.709 --> 01:14:25.610
I don't think it makes... Like the guy's worth, I think, hundreds of millions of dollars.
1526
01:14:25.670 --> 01:14:26.411
I forget his name.
1527
01:14:26.871 --> 01:14:29.512
It's an easier thing to say when you have a lot of money.
1528
01:14:29.572 --> 01:14:34.853
But when you're talking to the normal person, it might accumulate a half a million dollars in their lifetime and save it.
1529
01:14:35.134 --> 01:14:36.834
And then they're going to live on that social security.
1530
01:14:37.214 --> 01:14:38.795
It's a little bit of a scary message.
1531
01:14:40.256 --> 01:14:46.920
that it's almost the opposite of the Dave Ramsey message in that it's like the popular message or it's at risk of being the popular message.
1532
01:14:46.980 --> 01:14:53.243
People are very attracted to it because it gives them permission to maybe not do the saving and the investing earlier.
1533
01:14:53.284 --> 01:14:54.684
So I actually...
1534
01:14:55.305 --> 01:14:59.427
There's part of the message I like and there's a part of the message I'm like, I don't know, man.
1535
01:15:00.388 --> 01:15:03.610
It's another example of a book that I think it could have been written in one page.
1536
01:15:04.070 --> 01:15:05.312
Again, I like the book.
1537
01:15:05.332 --> 01:15:06.613
I sound like I'm being a jerk about it.
1538
01:15:06.653 --> 01:15:07.274
I like the book.
1539
01:15:07.314 --> 01:15:07.914
I like the idea.
1540
01:15:07.934 --> 01:15:09.716
I think it's a concept to think about.
1541
01:15:09.756 --> 01:15:12.379
My biggest takeaway from the book is actually less about the money.
1542
01:15:12.920 --> 01:15:16.003
I think there's two reasons why you don't change your attitude on money.
1543
01:15:16.644 --> 01:15:22.030
You have no idea what's coming in the future and saving and investing and protecting your business is really smart.
1544
01:15:22.614 --> 01:15:27.695
If longevity works out, which I'm in the camp of we're going to live longer if you do the right things.
1545
01:15:28.355 --> 01:15:29.756
How long do you need the money to last?
1546
01:15:31.916 --> 01:15:34.457
Historically, people were going to die in their 60s.
1547
01:15:35.257 --> 01:15:36.637
It's a very different world now.
1548
01:15:37.057 --> 01:15:38.438
You don't know how long you're going to need the money.
1549
01:15:38.458 --> 01:15:48.720
So if you're just like, hey, I'm just going to spend it through my 40s and 50s, you may find yourself in a really bad position when you don't really feel like you want to start a new business when you're in your 60s or 70s.
1550
01:15:49.840 --> 01:15:53.822
So I'm a, you know, it's like, it's a little bit of a scary message, I think, for most people.
1551
01:15:54.143 --> 01:15:57.885
Now, what I really like about the message, this is my favorite part of the message is two things.
1552
01:15:58.165 --> 01:16:09.831
One, if you're going to live a long time, and you have a lot of money, is there an idea around helping your kids in life earlier with money versus they essentially get the money when they're 65 or 70?
1553
01:16:09.871 --> 01:16:11.552
Nothing's going to change.
1554
01:16:11.592 --> 01:16:14.114
That was one of the best parts of the book, in my opinion.
1555
01:16:14.563 --> 01:16:15.783
That is to me.
1556
01:16:16.023 --> 01:16:18.924
And then the second part is, how do you bring more?
1557
01:16:18.944 --> 01:16:21.985
And this would be a Tim Ferriss message going back to the four-hour work week.
1558
01:16:22.305 --> 01:16:25.146
How do you bring more fun and adventure into your life earlier?
1559
01:16:26.287 --> 01:16:32.028
And I think that would be arguably the other, for me, big ideas.
1560
01:16:32.048 --> 01:16:36.410
I think entrepreneurs, and I'm just gonna give you my non-financial advice right now.
1561
01:16:36.470 --> 01:16:38.771
It's like, how do you, it's that.
1562
01:16:39.131 --> 01:16:42.692
I really believe in that, which was not how I was wired in the early days.
1563
01:16:42.712 --> 01:16:43.252
Mm-hmm.
1564
01:16:43.352 --> 01:16:48.755
which was just all in, which I think is the right messaging when you're young, like especially in your 20s.
1565
01:16:49.155 --> 01:16:53.538
Or if you're starting your business late, you have to do a season of all in whatever it takes.
1566
01:16:53.558 --> 01:16:55.739
You have to do it or you will not get there.
1567
01:16:56.360 --> 01:16:58.361
If you're following the Instagram message of...
1568
01:16:59.041 --> 01:17:00.682
have all the stuff and build the thing.
1569
01:17:00.702 --> 01:17:01.543
You will not get there.
1570
01:17:01.663 --> 01:17:02.323
Nobody does.
1571
01:17:02.724 --> 01:17:13.491
And so, but the other part of the message that I think is really good that he has is this idea that you could just say forever and you never know what is going to happen in life.
1572
01:17:13.931 --> 01:17:20.536
And if you haven't brought in some of the fun stuff, like going on the trips and doing some of those things, you've really missed out.
1573
01:17:20.676 --> 01:17:21.577
And I agree with that.
1574
01:17:21.837 --> 01:17:23.458
Those are my two big takeaways from the book.
1575
01:17:23.781 --> 01:17:30.727
Yeah, I don't know if it's directly said in that book, but one of the biggest takeaways, to your point, is doing things earlier.
1576
01:17:31.327 --> 01:17:39.414
But what I thought, I don't know if it's in the book directly or if I just came up with this, but I think of it now, whenever I'm thinking, I have this and I have this.
1577
01:17:39.794 --> 01:17:40.755
This is my money.
1578
01:17:40.775 --> 01:17:46.200
This is my youth enjoyment, being able to enjoy things.
1579
01:17:46.840 --> 01:17:47.001
And...
1580
01:17:47.661 --> 01:17:56.664
I can keep saving and saving and saving, but when I do the fun thing, I am going to have less energy and excitement around it because now I'm 85 years old.
1581
01:17:56.824 --> 01:18:00.425
I can't necessarily go and jump off a ski hill.
1582
01:18:00.845 --> 01:18:16.911
And so that really helped me because I was so on the other side and just to be occasionally be able to break away from it and be like, okay, I am willingly and knowingly, yes, I am spending more than I might feel comfortable with, but I'm doing it a period of my life where I'm going to enjoy it to its fullest
1583
01:18:17.571 --> 01:18:34.450
with the person I love the most, specifically Bree, but like, that has helped me a little bit, kind of break that frame, because I was just, like, yeah, even vacations, like, I would never go on vacation, like, goodness, it was just all heads down, you save every penny, my budget was under three grand a month, and that was for years, and,
1584
01:18:34.730 --> 01:18:37.252
And to be able to break out that occasionally has been helpful.
1585
01:18:37.832 --> 01:18:39.213
And this has helped me a lot.
1586
01:18:39.393 --> 01:18:52.402
And even like budgeting, for example, specifically things for Brie that like, okay, I need to create a space for her to spend money and not feel like every dollar needs to be squeezed or be ran through me.
1587
01:18:52.562 --> 01:18:52.802
Right.
1588
01:18:52.922 --> 01:18:53.903
And that was really helpful for me.
1589
01:18:54.643 --> 01:19:00.386
I do think the way you played it where I think you have to build something really amazing.
1590
01:19:00.406 --> 01:19:04.707
You do have to go into all in whatever it takes mode and be hardcore.
1591
01:19:05.288 --> 01:19:09.569
What happens to a lot of people that I don't think most business owners actually do that.
1592
01:19:10.050 --> 01:19:13.031
And it's some of the explanation for why they don't get what they want.
1593
01:19:13.131 --> 01:19:15.092
A lot do, but many don't.
1594
01:19:15.712 --> 01:19:22.234
But then the hard thing is after you go through a decade of that or whatever that period of time is, it's really hard to change that behavior.
1595
01:19:22.854 --> 01:19:26.034
And that's the trick.
1596
01:19:26.555 --> 01:19:31.796
And if you can pull that off, then you're engineering a really amazing life where it's like, yes, I did that.
1597
01:19:31.896 --> 01:19:35.397
And then I reinvented myself and I became this person that was a little more free.
1598
01:19:35.437 --> 01:19:37.837
We brought more fun and hobbies and adventure into our life.
1599
01:19:38.117 --> 01:19:40.138
But I was still very much in build the business mode.
1600
01:19:40.178 --> 01:19:42.378
And then one day, I reinvented again.
1601
01:19:42.438 --> 01:19:44.939
And now we are more into a spend mode...
1602
01:19:45.359 --> 01:19:47.039
a give mode or whatever the thing is.
1603
01:19:47.119 --> 01:19:57.082
I think that's a cool way to live life, but it's a really hard way because you've got to completely unwire the habits and beliefs and things that got you to where you're at in life.
1604
01:19:57.422 --> 01:20:15.106
Back to the Tiger 21 thing, one of the big observations that is had in that group is everything you do to build a really fantastic company and be a great operator and a great leader and a great investor in that business is very, very different than becoming a great investor in life.
1605
01:20:15.967 --> 01:20:18.571
So you've got to learn a whole new way of thinking and skills.
1606
01:20:18.611 --> 01:20:22.336
And I've often heard it said it takes about five years to pull that off.
1607
01:20:22.757 --> 01:20:23.818
Whether or not that's true, I don't know.
1608
01:20:23.938 --> 01:20:31.249
Do you think your sabbatical is really where you felt you unwombed that 100% or had you already done that work on yourself prior to the sale?
1609
01:20:32.698 --> 01:20:41.303
I would say that I had done a lot before the sale, but the sabbatical is like, it was, it was fantastic.
1610
01:20:41.744 --> 01:20:43.345
We should talk about it someday on the show.
1611
01:20:43.865 --> 01:20:50.429
It's, it was, it kind of got me over the hump on the rest of the stuff and maybe look at things differently.
1612
01:20:50.649 --> 01:20:52.110
Sabbatical is really, really valuable.
1613
01:20:53.330 --> 01:20:55.632
Okay, we'll have to go back.
1614
01:20:55.652 --> 01:20:59.996
But I've got a bunch of years on you here and maybe a bunch of years, unfortunately, on most people listening.
1615
01:21:00.456 --> 01:21:09.404
But I had already gotten to a place where I totally believed in people are the key to business, building a leadership team, working on the things you were best at.
1616
01:21:09.524 --> 01:21:10.325
I was living that.
1617
01:21:10.897 --> 01:21:19.900
And so when you get to that place in the business, your mind has a lot more free time to think about the strategy and the business itself.
1618
01:21:20.740 --> 01:21:24.642
And so I had already, we had already been doing traveling.
1619
01:21:24.902 --> 01:21:26.082
We traveled with the boys.
1620
01:21:26.502 --> 01:21:32.284
My joke is the boys already think they've seen the whole world and they haven't because we were already doing that before I sold the company.
1621
01:21:32.604 --> 01:21:35.125
Not to the degree after I sold, but we were already doing it.
1622
01:21:35.665 --> 01:21:39.667
And maybe that's be another thought is, I was interested in traveling
1623
01:21:40.287 --> 01:21:46.051
But I was very much build success, if you kind of think to as I was younger.
1624
01:21:46.631 --> 01:21:54.217
And then it was a long time ago, but for one of our wedding anniversaries, I wanted to travel and I've been talking about it.
1625
01:21:54.257 --> 01:21:57.279
But Tiffany's like, hey, I want to go to Italy or something like that.
1626
01:21:57.299 --> 01:21:58.239
And I'm like, well, I do too.
1627
01:21:58.900 --> 01:22:00.461
But she also wanted a bedroom set.
1628
01:22:01.201 --> 01:22:02.422
This goes back on quite a ways.
1629
01:22:02.863 --> 01:22:05.044
I'm like, we could get the bedroom set with the money.
1630
01:22:05.064 --> 01:22:05.504
Yeah.
1631
01:22:06.485 --> 01:22:07.525
And we'd have it forever.
1632
01:22:07.905 --> 01:22:10.266
Or we could go on this trip that'll be over in 10 days.
1633
01:22:10.306 --> 01:22:12.947
Like, so my brain was very much in the like thing we own.
1634
01:22:12.967 --> 01:22:14.627
It's like kind of like, we own this thing forever.
1635
01:22:14.647 --> 01:22:17.168
And Tiffany's like, nah, I kind of want the experience.
1636
01:22:17.188 --> 01:22:19.109
Like, and we did that thing.
1637
01:22:19.469 --> 01:22:20.989
And this was a long, long time ago.
1638
01:22:21.589 --> 01:22:23.970
And that was a bit of a switch for me.
1639
01:22:24.130 --> 01:22:24.250
Hmm.
1640
01:22:24.570 --> 01:22:27.172
But like, oh, wow, this is really one of the best things I've done.
1641
01:22:27.492 --> 01:22:35.558
And so the reason I tell that story is, this is another thing is after you get to a place in your business where you can come up for air, you're like, okay, I think we're going to be okay.
1642
01:22:35.858 --> 01:22:36.679
Still really hard.
1643
01:22:36.919 --> 01:22:37.980
Still need to be all in.
1644
01:22:38.600 --> 01:22:43.724
Can you start bringing a few, we'll just use the trip example or other things into your life.
1645
01:22:43.764 --> 01:22:47.967
Just experiment and see like what really grabs you and sort of gives you new energy.
1646
01:22:48.007 --> 01:22:48.107
Yeah.
1647
01:22:48.607 --> 01:23:01.672
And I think that's a really valuable concept is when you get away from the business or you do other things that are fun where your brain can't think about the business, that's really good for you as a leader and as a business owner.
1648
01:23:01.952 --> 01:23:05.453
That's another reason I'd advocate for how can you pull some of these things forward in life?
1649
01:23:06.093 --> 01:23:07.614
Because I think it'll help you.
1650
01:23:07.634 --> 01:23:07.974
Like this...
1651
01:23:08.614 --> 01:23:16.176
There comes a point where there's diminishing returns, working more hours and thinking about your business more and not disconnecting from it.
1652
01:23:16.196 --> 01:23:18.576
You're just too stuck in the weeds, as they'd say.
1653
01:23:19.577 --> 01:23:29.239
Bree loves when we have our podcast because she feels like I get to vent and talk to someone that I feel very close to and our experiences, et cetera, the way we see the world.
1654
01:23:30.039 --> 01:23:34.400
And what I think is so interesting is when you're talking, I feel like you're 30 years old.
1655
01:23:35.080 --> 01:23:40.244
And then, but you, I wish it was the 20 year experience gap on me where I can learn so much.
1656
01:23:40.264 --> 01:23:41.545
So it's like the best of best worlds.
1657
01:23:41.785 --> 01:23:46.509
Cause most of the time I talk to someone 20 years old and they don't, they're not going to be able to know the exact stuff I'm going through.
1658
01:23:46.749 --> 01:23:47.030
Sure.
1659
01:23:47.130 --> 01:23:49.932
And so I very much appreciate you've done a lot of stuff earlier.
1660
01:23:50.352 --> 01:23:51.153
Yeah.
1661
01:23:51.193 --> 01:23:52.134
I feel like I get talking.
1662
01:23:52.154 --> 01:23:56.017
So I hope it's, I hope it's a value to everybody that's listening, but I love this stuff.
1663
01:23:56.097 --> 01:23:57.958
Did you want to do the last on the docket about trades?
1664
01:23:58.779 --> 01:23:59.580
Oh yes.
1665
01:23:59.980 --> 01:24:00.180
Yeah.
1666
01:24:00.200 --> 01:24:00.340
Yeah.
1667
01:24:00.360 --> 01:24:00.560
Yeah.
1668
01:24:00.600 --> 01:24:02.602
I was going to, I was going to skip right over that one.
1669
01:24:02.842 --> 01:24:03.563
Glad you brought that up.
1670
01:24:03.870 --> 01:24:10.396
Yeah, so I think the basic premise is like I think right now all of a sudden it is now sexy again to have a home service business.
1671
01:24:10.997 --> 01:24:11.177
Yes.
1672
01:24:11.197 --> 01:24:12.598
Trades, blue collar.
1673
01:24:12.918 --> 01:24:14.380
It's popping off on TikTok.
1674
01:24:14.940 --> 01:24:19.585
You know, now if you get coins from a laundromat, you must be a millionaire.
1675
01:24:20.986 --> 01:24:25.850
And, you know, if you can turn a wrench, you're basically the equivalent of Mark Zuckerberg.
1676
01:24:26.571 --> 01:24:26.791
And...
1677
01:24:27.852 --> 01:24:31.253
So all of this attention, is this boom actually good for us?
1678
01:24:31.693 --> 01:24:39.476
All that are in the trades for our industry, or is this going to bring a whole bunch of, you know, flood the market with low price competitors.
1679
01:24:40.276 --> 01:24:46.418
And ultimately when it comes to our labor source, which is we've identified is always a constraint for home services.
1680
01:24:46.939 --> 01:24:50.320
Will this bring in better workers or just a whole bunch of more people?
1681
01:24:50.340 --> 01:24:52.421
They're like, Oh yeah, I saw on Tik TOK my grass.
1682
01:24:52.881 --> 01:24:56.262
I love the cathartic back and forth nature of mowing lawns.
1683
01:24:56.282 --> 01:24:56.442
Like,
1684
01:24:57.222 --> 01:24:58.002
Not really like that.
1685
01:24:58.643 --> 01:24:59.263
Yeah.
1686
01:24:59.643 --> 01:25:01.383
But is it going to bring a better workforce?
1687
01:25:01.663 --> 01:25:13.807
And if we're going to have Americans do the job and it gets harder and harder, like immigration, for example, are Americans going to want to do this work in the trades if we were to pay more, if we were to increase the wages?
1688
01:25:14.267 --> 01:25:17.788
And so from your perspective, I know you're just scrolling on TikTok left and right.
1689
01:25:18.288 --> 01:25:20.630
So all the time, you know, as soon as I get off here, I'll be back on it.
1690
01:25:20.670 --> 01:25:22.010
That's why you brought up the Cody Sanchez thing.
1691
01:25:22.030 --> 01:25:24.672
You've been watching all those, those boring business reels.
1692
01:25:24.892 --> 01:25:25.753
Goodness gracious.
1693
01:25:25.833 --> 01:25:27.354
I'm definitely familiar with it.
1694
01:25:27.794 --> 01:25:29.275
So, so where are you on this?
1695
01:25:29.355 --> 01:25:37.920
Cause I know last, so I was, I was visiting two, three weeks ago down Dallas and we went to a cooking night, Bree and I, right?
1696
01:25:38.060 --> 01:25:38.561
Yeah, yeah, yeah.
1697
01:25:39.509 --> 01:25:43.732
And it's so funny because I have three different ways I can go when someone asks me what you do for work, right?
1698
01:25:43.852 --> 01:25:48.195
I can say I'm a franchisor, I can say I do software, or I can say I own a lawn care business.
1699
01:25:48.996 --> 01:25:53.719
And usually you can kind of tell what I'm like, I can kind of, I can move things around, right?
1700
01:25:54.320 --> 01:25:57.021
I was like, not really wanting to go deep on this conversation.
1701
01:25:57.242 --> 01:25:58.663
I do lawn care, I do landscaping.
1702
01:25:59.083 --> 01:26:00.804
All of a sudden, I have never got this reaction.
1703
01:26:00.864 --> 01:26:04.367
This guy is kind of a high roller, does importing of spirits.
1704
01:26:04.387 --> 01:26:04.827
Yeah.
1705
01:26:05.007 --> 01:26:06.268
And big business owner.
1706
01:26:06.568 --> 01:26:08.509
And he's like, oh, wow, that's a fantastic industry.
1707
01:26:08.629 --> 01:26:11.790
I have never gotten that response ever.
1708
01:26:12.651 --> 01:26:17.073
So I do think it's interesting how like just the notion around our industry has changed.
1709
01:26:17.593 --> 01:26:18.253
That is interesting.
1710
01:26:18.273 --> 01:26:19.674
I've probably said this before.
1711
01:26:19.694 --> 01:26:21.175
I know I've said this before.
1712
01:26:21.195 --> 01:26:23.856
I don't know where, but that used to be by joke.
1713
01:26:23.896 --> 01:26:25.857
It's like, I could either say lawn care or software.
1714
01:26:25.957 --> 01:26:27.998
If I wanted to kill the conversation, you say lawn care.
1715
01:26:28.258 --> 01:26:30.859
So it's a fascinating take to hear you say that.
1716
01:26:31.199 --> 01:26:31.540
Wow.
1717
01:26:33.141 --> 01:26:34.663
I could argue both sides on this one.
1718
01:26:35.444 --> 01:26:44.254
I don't, I generally don't think in the short term, it's going to bring a flood of new great workers into the market.
1719
01:26:45.676 --> 01:26:46.016
I don't.
1720
01:26:46.577 --> 01:26:52.064
There's not a lot of crossover of like TikTok scrollers and people are willing to work 10 hours out in the heat.
1721
01:26:52.524 --> 01:26:58.288
They're suddenly going to be like, I knew for the first 25 years of my life, I only played video games.
1722
01:26:58.388 --> 01:27:04.753
But today, now that I've seen this, I'm ready to work in 100 degree heat, you know, nine hours.
1723
01:27:06.394 --> 01:27:08.736
Now, it's a little bit of my argument.
1724
01:27:08.796 --> 01:27:15.161
It's like where a lot of the jobs that our team members do, like, are they really stealing most of the American?
1725
01:27:16.102 --> 01:27:20.425
Even the stealing American jobs, like some of these things, I just don't think you can make that argument.
1726
01:27:20.485 --> 01:27:20.665
Yeah.
1727
01:27:20.825 --> 01:27:26.188
I think even if the wages got doubled, it's still not, on some of these jobs, it's not stealing American jobs.
1728
01:27:26.248 --> 01:27:34.472
But back to the real question, what I, so I would say I have no belief that in the short term, it's bringing more workers into our space.
1729
01:27:35.112 --> 01:27:38.794
In the long term, this is where I could make a little bit of a different argument.
1730
01:27:39.488 --> 01:27:43.931
where it might be impacting parents as the narrative starts to change.
1731
01:27:43.991 --> 01:27:56.359
And I'm noticing it to a degree that parents are becoming more okay with their kids, maybe not getting the college degree, not becoming the programmer or the whatever.
1732
01:27:57.280 --> 01:28:00.822
And that, so in the longer term, I do think that is a positive.
1733
01:28:01.162 --> 01:28:02.183
That's where I stand on that one.
1734
01:28:02.583 --> 01:28:15.351
Yeah, I've seen interesting, like when even out in the Bellingham shop here, one of the biggest reasons for sure when I was starting out, which is like, no, so long ago, was they would go to go back to college.
1735
01:28:15.932 --> 01:28:17.353
And that doesn't happen very much now.
1736
01:28:17.773 --> 01:28:25.396
Now it's like they've chose this lane and I don't know if it's societal pressure or like their parents not requiring them to go back or now the costs are so much higher.
1737
01:28:25.656 --> 01:28:28.797
But we're not losing them to going back to school as much.
1738
01:28:28.837 --> 01:28:33.479
It's like I'm 19, I'm 20, I'm in this industry or I know I'm doing blue collar.
1739
01:28:33.539 --> 01:28:35.840
I'm not going to like go back to school and take political science.
1740
01:28:36.480 --> 01:28:40.041
And so that has been an interesting thing in terms of tenor.
1741
01:28:40.281 --> 01:28:44.262
Like, I think what will be interesting is where will that best talent go?
1742
01:28:44.282 --> 01:28:48.363
And I think that kind of ties in what we talked about earlier about the vehicles going home.
1743
01:28:48.784 --> 01:28:53.465
What can you do creatively in your culture around the culture and compensation?
1744
01:28:54.025 --> 01:28:58.726
Like maybe P for P profit sharing, taking trucks home, like the best talent.
1745
01:28:58.766 --> 01:29:10.669
If we're going to rush, if we're going to get rushed with all this new talent, the best talent, the good ones, they're going to have options and the ability to have a creative comp plan or creative culture, I think is where they will end up falling.
1746
01:29:11.089 --> 01:29:12.050
Yeah, I agree with that.
1747
01:29:12.670 --> 01:29:18.051
And then you got me thinking the other one is, okay, as they come into the trades, which trades naturally win more of the people?
1748
01:29:19.132 --> 01:29:20.752
I don't know the answer to that exactly.
1749
01:29:20.772 --> 01:29:20.932
Yeah.
1750
01:29:22.085 --> 01:29:24.669
but not all trades will win in the same way.
1751
01:29:25.290 --> 01:29:25.511
Yeah.
1752
01:29:25.531 --> 01:29:26.412
Will they, yeah.
1753
01:29:26.612 --> 01:29:29.397
Will they go more towards plumbing and electrical and HVAC?
1754
01:29:29.958 --> 01:29:30.318
I don't know.
1755
01:29:31.020 --> 01:29:34.826
Then, then pool and power washing and lawn care.
1756
01:29:35.206 --> 01:29:35.527
I don't know.
1757
01:29:36.789 --> 01:29:44.357
Yeah, the one thing like last year when we saw a lot of this stuff happening, because I saw seeing this trend and it's like, how do we tap into this a little bit?
1758
01:29:44.377 --> 01:29:48.442
And that's almost creating a place for the technicians to move up inside the organization.
1759
01:29:48.462 --> 01:29:50.925
And this is where we're really focused on like 21 stages of success.
1760
01:29:51.526 --> 01:29:56.932
And they get a certificate, you move up, some people will tie comp to it or bonuses, but it's really like, okay.
1761
01:29:57.212 --> 01:30:00.116
how do I take a stage one entry level person?
1762
01:30:00.156 --> 01:30:08.406
But then there is things that they unlock or stages of, like ultimately you get a degree, it's just so you can say I have a bachelor's degree.
1763
01:30:08.426 --> 01:30:09.387
Like it's just a status thing.
1764
01:30:10.088 --> 01:30:13.312
And so can we create that inside of the organization
1765
01:30:13.832 --> 01:30:20.514
to be able to attract and then retain them so they don't go leave thinking they need to go someplace else or even go to another industry.
1766
01:30:20.755 --> 01:30:27.957
And I think that's where like HVAC, plumbing, et cetera, have a really good system in their industry around like apprenticeships, certificates, diplomas.
1767
01:30:28.377 --> 01:30:29.918
And they've formalized that
1768
01:30:30.518 --> 01:30:39.168
And I'm trying to create that kind of an Augusta is like you come in and you get these stages unlocked and you either spend more time, you gain more skills.
1769
01:30:39.628 --> 01:30:47.878
It's not like a universal language in this industry yet, but how can we take elements of what is revered in those type of trades and try to install it in our business?
1770
01:30:48.502 --> 01:30:48.943
I like that.
1771
01:30:49.183 --> 01:30:58.853
And going back to what you said earlier, what can you do that when somebody comes and interviews at your company and ultimately, hopefully works there, that makes this feel...
1772
01:30:59.353 --> 01:31:03.217
I'll use the example of more like a technology company and less like a lawn mowing company.
1773
01:31:03.317 --> 01:31:03.598
Like...
1774
01:31:04.318 --> 01:31:08.521
People want to work where it feels like they're in a professional environment.
1775
01:31:08.921 --> 01:31:11.203
They want to work at a place that feels like a growing company.
1776
01:31:11.683 --> 01:31:12.904
They want to feel cared for.
1777
01:31:13.444 --> 01:31:17.127
What feels more fun and new and exciting?
1778
01:31:17.647 --> 01:31:23.311
I've been to a lot of green industry companies over the years, and generally, they're not that exciting.
1779
01:31:24.311 --> 01:31:31.036
Some are, and so I think the presentation is quite important as well in terms of what's the environment that they're going to be working in.
1780
01:31:31.652 --> 01:31:37.073
I thought a lot about it too, even back to the topic of taking vehicles home, making sure they're new, nice equipment.
1781
01:31:37.414 --> 01:31:43.275
Because the other extreme is, for example, the owner operator put, hey, I'll meet you at the gas station, I'll pick you up in the morning.
1782
01:31:43.735 --> 01:31:44.875
It's not a great experience.
1783
01:31:44.895 --> 01:31:47.236
Like culturally, you're not gonna keep great people.
1784
01:31:47.716 --> 01:31:50.717
And so getting them together is an excellent way to have a culture.
1785
01:31:51.117 --> 01:31:58.039
But then are there other things I can do, like giving you a company truck or saying, hey, you can start from your house and not drive through rush hour,
1786
01:31:58.759 --> 01:31:59.780
to the shop every morning.
1787
01:32:00.300 --> 01:32:03.241
Are there things I can do to be able to keep that good talent?
1788
01:32:03.442 --> 01:32:04.962
Because they're going to go to other industries.
1789
01:32:05.122 --> 01:32:13.067
Even if they aren't going to go back to school, they're going to move on to an industry where they can make more money or gain certificates and education of some sort.
1790
01:32:13.547 --> 01:32:25.594
And so I would love to professionalize it somehow, like specifically in the green industry, because I just see so many people, to your point, moving to stuff like HVAC or plumbing, because it's like, hey, I'm not going to school, but my parents still want me to have like a track that I'm on.
1791
01:32:26.334 --> 01:32:28.155
And so I think a lot about that.
1792
01:32:28.692 --> 01:32:30.554
I think the trend overall is generally...
1793
01:32:30.614 --> 01:32:32.115
I'm definitely happy about the trend.
1794
01:32:32.235 --> 01:32:33.516
I think it's a positive trend.
1795
01:32:33.856 --> 01:32:36.318
I just don't think it's going to have a massive impact immediately.
1796
01:32:36.338 --> 01:32:37.379
But that's how all things work.
1797
01:32:37.720 --> 01:32:39.301
It's got to build and compound over time.
1798
01:32:39.721 --> 01:32:42.083
And then to the question, I think you... Or why?
1799
01:32:42.384 --> 01:32:43.765
I know what it was because I wrote the docket.
1800
01:32:44.045 --> 01:32:49.369
The question around the idea of, is it positive or negative for us as business owners?
1801
01:32:49.389 --> 01:32:49.910
Yeah.
1802
01:32:50.170 --> 01:32:50.550
I don't know.
1803
01:32:50.971 --> 01:32:52.793
I don't necessarily look at it and think it's positive.
1804
01:32:52.833 --> 01:32:56.176
I think it's, I mean, it doesn't help us in any way.
1805
01:32:56.436 --> 01:33:02.942
I mean, adding more people to the industry as competitors, I don't see how that helps us.
1806
01:33:03.463 --> 01:33:05.264
I don't feel like the industry needs more attention.
1807
01:33:05.324 --> 01:33:06.486
We're a massive industry.
1808
01:33:07.146 --> 01:33:08.567
Most of the trades are already massive.
1809
01:33:08.628 --> 01:33:13.692
So I couldn't come up with any reasons why it's necessarily positive, but I'm also not really worried about it.
1810
01:33:14.253 --> 01:33:15.274
Where did you stand on that one?
1811
01:33:15.804 --> 01:33:16.165
I don't know.
1812
01:33:16.705 --> 01:33:31.044
The optimist inside of me says that if a whole bunch of newbies join an industry and then burn a bunch of homeowners, that the homeowners will actually start to value more brand reviews, online reputation, a great looking website, professionalism.
1813
01:33:31.424 --> 01:33:33.427
And that's where my optimist's brains goes.
1814
01:33:33.587 --> 01:33:33.847
Yep.
1815
01:33:33.987 --> 01:33:34.187
Yep.
1816
01:33:34.488 --> 01:33:40.792
And, and so I think sometimes when you flood a market with anything, the cream rises to the top and it's just easier to identify good versus bad.
1817
01:33:41.573 --> 01:33:46.016
And I think that especially next 10 to 20 years, as the baby boomers get older, they have money.
1818
01:33:46.576 --> 01:33:50.919
They are not going to go to the cheapest person, but the masses like 80% of your customers.
1819
01:33:50.939 --> 01:33:51.040
Yeah.
1820
01:33:51.060 --> 01:33:55.303
They, they price is important, but there's the 20% that they do not care.
1821
01:33:55.343 --> 01:33:57.204
They want you to show up and they want you to be professional.
1822
01:33:57.824 --> 01:34:01.147
And I think they will be the customer I want to go after.
1823
01:34:01.167 --> 01:34:02.288
Um, um,
1824
01:34:02.888 --> 01:34:05.830
in terms of profitability, upsells, all the rest of it.
1825
01:34:06.611 --> 01:34:15.358
And I think that that bottom 80%, the bottom 60%, 70% of consumers, as they add competition, it will get more price competitive.
1826
01:34:15.938 --> 01:34:22.443
There'll be more chucking of trucks, more people going 1099 or doing cash into the table or whatever it is, trying to get benefits.
1827
01:34:23.084 --> 01:34:24.445
And I think that will never go away.
1828
01:34:24.585 --> 01:34:29.789
But just focusing on how do I go after the most premium, the premium customer is not choosing those people.
1829
01:34:30.289 --> 01:34:30.449
No.
1830
01:34:30.870 --> 01:34:34.755
And I think that would just be a bifurcation of like, what's obviously good versus bad.
1831
01:34:35.482 --> 01:34:49.672
I suppose there is actually an argument, now that I think a little bit more about it, that we might attract more really intelligent people into the market that might have gone to something completely different that raise investment capital to build something big.
1832
01:34:50.393 --> 01:35:04.243
And I generally feel that I can out-compete the person trying to build as fast as they can and get as many clients as they can as fast as they can from a customer service and quality standpoint.
1833
01:35:04.903 --> 01:35:08.205
But it is hard to outcompete them from a spend standpoint.
1834
01:35:08.245 --> 01:35:15.811
That's where what happens is they come in with so much capital and they don't care about making a profit that it just really pumps up the CAC.
1835
01:35:16.271 --> 01:35:18.653
And you have to fight so much harder to win the business.
1836
01:35:19.033 --> 01:35:23.116
That is a potential negative that seems pretty realistic to me.
1837
01:35:23.696 --> 01:35:29.641
The argument would be some individual that was going to go start a tech company or start something else now decides they're going to do a roll-up.
1838
01:35:30.441 --> 01:35:33.202
or a massive build inside the trades.
1839
01:35:33.342 --> 01:35:37.303
And it does, it's like, you know, you get enough of those in a market.
1840
01:35:37.383 --> 01:35:39.484
It does make it more expensive to build.
1841
01:35:39.984 --> 01:35:41.764
Jonathan, that's what all my haters say about me.
1842
01:35:42.224 --> 01:35:43.665
Well, there you go.
1843
01:35:43.745 --> 01:35:48.366
This young guy doing software, trying to roll up all these people, take us all over.
1844
01:35:48.906 --> 01:35:49.306
Goodness.
1845
01:35:49.946 --> 01:35:50.146
Yep.
1846
01:35:50.687 --> 01:35:53.127
Did I ever, I don't know if I, you probably don't know about this.
1847
01:35:53.167 --> 01:35:59.569
So I, in service autopilot, if I say Rockstar Launch, did I ever tell you about this thing called Rockstar Launch?
1848
01:35:59.609 --> 01:35:59.789
Yeah.
1849
01:36:00.084 --> 01:36:04.865
No, but is this the conspiracy theory that Jonathan was gonna take everyone's data?
1850
01:36:05.105 --> 01:36:06.226
Yes, yeah, yeah.
1851
01:36:06.426 --> 01:36:07.966
Oh, I don't know if it was the data one.
1852
01:36:08.246 --> 01:36:09.227
Or take all your customers?
1853
01:36:10.167 --> 01:36:10.947
A customer one.
1854
01:36:11.087 --> 01:36:14.588
So I had this, it worked really well.
1855
01:36:14.708 --> 01:36:15.909
I had this brainchild.
1856
01:36:16.569 --> 01:36:19.790
This is where I could just work on marketing and I'd be very happy and not do anything else.
1857
01:36:19.870 --> 01:36:21.790
So at ServiceLob, I had this idea.
1858
01:36:21.810 --> 01:36:27.372
It's like, what if we made up a fictitious company and we direct mailed all the...
1859
01:36:27.912 --> 01:36:29.073
green industry companies.
1860
01:36:29.953 --> 01:36:33.295
And we basically were announcing this new company that's coming in.
1861
01:36:33.375 --> 01:36:39.439
So it looked like it was going to homeowners, but they accidentally got the, they happened at their lawn care company or at the owner's house.
1862
01:36:39.539 --> 01:36:39.819
Oh yeah.
1863
01:36:39.839 --> 01:36:43.882
Got this marketing piece for this new come into the market, rockstar lawn care.
1864
01:36:44.062 --> 01:36:44.362
Oh wow.
1865
01:36:44.422 --> 01:36:48.804
And every, everything about it was like basically all the things we can do for you.
1866
01:36:49.725 --> 01:36:51.286
That all related back to software.
1867
01:36:51.426 --> 01:36:53.267
That's around technology.
1868
01:36:53.407 --> 01:36:53.687
Yeah.
1869
01:36:53.968 --> 01:36:54.268
And yeah,
1870
01:36:55.028 --> 01:36:58.491
it actually worked really well, but it also created a different problem.
1871
01:36:58.611 --> 01:37:08.019
And so I killed it after one mailing where we got all this rise up of people that thought we were going to start a lawn care company in their market, compete against them.
1872
01:37:08.360 --> 01:37:09.801
And so we were never going to do that.
1873
01:37:10.141 --> 01:37:16.907
I was just using it as an angle to get people thinking about the stuff they can't do in their business and maybe they need technology to run their business.
1874
01:37:17.728 --> 01:37:21.191
It really got an incredible response, but it caused a different problem.
1875
01:37:21.211 --> 01:37:21.431
So...
1876
01:37:21.971 --> 01:37:22.431
Oh, man.
1877
01:37:22.611 --> 01:37:23.251
That is great.
1878
01:37:23.732 --> 01:37:23.992
Awesome.
1879
01:37:24.352 --> 01:37:25.532
Well, non-financial advice.
1880
01:37:26.052 --> 01:37:26.952
Yeah, so I gave mine.
1881
01:37:27.252 --> 01:37:36.655
Go experiment with different things as soon as you can in life, like going on some trips, taking some breaks, doing more date nights with your spouse, like going on long weekends with your spouse.
1882
01:37:36.815 --> 01:37:46.137
Just try different things and see if they grab you in such a way as like, man, I need much more of this in my life and it would make my life much better and it wouldn't actually hurt the business.
1883
01:37:46.458 --> 01:37:47.878
That's like test that idea.
1884
01:37:48.398 --> 01:37:48.718
Very cool.
1885
01:37:48.998 --> 01:37:49.198
All right.
1886
01:37:49.218 --> 01:37:53.999
My non-financial advice is not so, so colorful and romantic.
1887
01:37:54.099 --> 01:37:58.840
Mine is make sure you freeze your credit on TransUnion, Equifax and Experian.
1888
01:37:59.221 --> 01:37:59.901
Very simple.
1889
01:38:00.581 --> 01:38:01.161
Good advice.
1890
01:38:01.501 --> 01:38:05.782
And it's really easy to unfreeze it for a day or two if you need to do a credit card application.
1891
01:38:05.822 --> 01:38:11.683
But if you're worried about someone opening up accounts and ruining your credit and all the rest of it, just go lock all your credit.
1892
01:38:11.923 --> 01:38:13.924
It takes you 10 minutes per to set up your account.
1893
01:38:14.464 --> 01:38:19.370
And then down the road, maybe a minute per to freeze or unfreeze your credit.
1894
01:38:19.871 --> 01:38:23.255
Does this advice come from pain or just good advice?
1895
01:38:23.735 --> 01:38:26.679
I recently needed to open up a credit card, so I unlocked all of mine.
1896
01:38:27.100 --> 01:38:31.425
And I try to recycle this information at least once a year to remind everyone.
1897
01:38:31.685 --> 01:38:34.308
So hopefully they don't have to go through the pain of an actual issue.
1898
01:38:35.810 --> 01:38:36.531
It is good advice.
1899
01:38:36.972 --> 01:38:37.232
Cool.
1900
01:38:37.833 --> 01:38:38.173
All right.
1901
01:38:38.293 --> 01:38:39.655
Any last words or are we good?
1902
01:38:39.955 --> 01:38:40.276
We're good.
1903
01:38:40.436 --> 01:38:41.297
We'll see everyone next week.
1904
01:38:41.497 --> 01:38:42.098
Thank you all for joining.
1905
01:38:42.158 --> 01:38:42.879
See you guys later.
1906
01:38:42.899 --> 01:38:43.480
See you next week.
