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Hey everyone, it's Mike Andes and today we're gonna be headed over to Colorado and talking to a specific owner inside of Augusta Long here.
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He's 18 years old, he's already grown the business to almost $800,000 in annual revenue.
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He's just put it into profit mode and is thinking about starting a second location.
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He's got a great general manager and is trying to find another general manager.
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And so we're gonna be talking about what does it take to actually get a secondary general manager and what's the difference between leading technicians and then managing managers.
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That's a skill he hasn't learned, and at 18 years old, there's probably things that he's going to have to learn next year that will be difficult.
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So let's see if we can figure out a way to make that learning curve a little bit less steep, and how he can grow the business in the future, because he wants to get to millions and millions in revenue.
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Tens of locations.
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Bryson started off as a solo operator just a few years ago inside of Augusta Lawn Care, graduated this year from high school, and in doing that has grown up to almost $800,000.
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Let's go ahead and check in with Bryson from North Colorado Springs, Colorado.
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Augusta Long Care of North Colorado Springs.
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Let's go.
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Last year, 150,000 went to 550 this year.
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Got 65,000 working capital.
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Very good.
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We got five employees.
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Down to four as of this past week.
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Cool, yep.
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Trying to put a delay off.
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All right, you're doing Christmas, everyone's doing Christmas lights around here, let's go.
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That one for us is more of like a, we'll take what we get.
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Yeah, oh and you graduated this year, let's go.
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And, but snow is our main one.
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Winter services and Christmas lights are like, we'll send out the email, we'll take what we get, but snow's okay.
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Residential or commercial?
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Both.
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God, is he doing a little bit of both?
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Yeah.
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Okay, awesome.
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Not more on the residential side, but like,
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Okay.
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We do it for at least this year.
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Okay.
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Cool.
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Are you going to grow past a million, or are you going to throw this in the profit mode next year?
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We'll do a million, yeah.
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Okay, so you're going to go right through it.
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Okay, cool.
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Sweet.
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What can I help with?
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Well, I guess my personal thing is, like I said, my goal is 25 locations in the next eight to 10 years.
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Okay.
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Yeah.
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That changes things a little bit.
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Okay.
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We'll do it.
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So we're opening another location next year.
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Okay.
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We're splitting off.
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Okay.
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A current inside of your area?
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Correct.
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Okay.
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Because we have a pretty big, like, there's nobody else around us, so we can service wherever.
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Do you start as a solo operator?
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Yeah.
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Yeah, I was going to say, because we usually only give Norse to solo operas back in the day.
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Yeah, I came in January of 23.
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Dude, good for you.
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You're one of the last few.
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Let's go.
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That was when the Delta, the Alaska Airlines door fell off.
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Oh, yeah.
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And so they canceled it.
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My flight was not effective, but they kicked me off my plane to give somebody else who was an adult off their flight.
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And so I emailed you and Lee.
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I was like, I might not be able to make it.
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And I showed up.
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And you were like, is the minor?
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Did the minor make it?
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I'm sorry.
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But no, so I guess like that, yeah, so that's the goal.
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And Andrew's a big part of that.
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We've actually met at school.
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He's just incredibly bright.
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Cool.
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What's your monthly turn?
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Because you're growing quickly.
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So what's your monthly say in the last few months?
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Is it like 60,000?
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Yeah, like 55 to 65.
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Last month we had a big project with like 90, but like 55 to 65.
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Okay, cool.
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So we're at 415 as of today.
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Okay.
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So I guess my biggest thing is in the next couple of years, we're opening up another one next year, and the goal is possibly two in 2027.
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And I guess that's what Andrew's question is about, as long as we have the cash kind of thing.
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I need to figure out how to become the leader for that.
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And I guess what are the things that I should be working on to become?
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Because next year I will not be a general manager, we'll have two, Andrew being one of them, one being an undecided person.
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Okay, so you're not going to start the second one.
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You're not going to start.
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You're going to get a gentleman.
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I'll be involved, probably, but I'm not going to be the person in charge of operations and that and stuff like that.
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Okay.
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I will be very much a regional, so still completely.
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I will be doing nothing else other than working.
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You're good at sales.
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You're really good at sales.
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Okay.
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And so I need to figure out how to go from managing, like the spring went from managing zero people to five people, and that was like the weirdest, hardest time of my life.
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And I feel like it's going to be the same thing.
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Andrew's nice because we know each other so well that it's going to be almost like he's a little bit of a free pass as far as having to figure out how to, like I can tell him bluntly anything and he just accepts it.
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But I don't want to have to plan on, like I don't want to have to plan on like, oh, I can treat Andrew not as good as him.
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I can turn him out ever I want.
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I can be more blunt and just tell him, you did terrible at this, fix this.
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And he'll take it and he'll do it and he'll be good at it.
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But I don't want to be that person to him and so I need to figure out what are the couple things that I can do to go from zero gender managers to two to possibly four in 2027.
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Yeah, so the constraint for multiple locations is finding great general managers.
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The challenging thing when you get your first general manager to be great is you think that they're all gonna be that way.
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And you can build it two ways.
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One is you've tried to find and attract great GMs that are unicorns, like Andrew, and you grow slower because finding them is very difficult and you'll churn through poor ones very quickly.
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Or you make the systems in place where you can take someone who's kind of an A-B-plus player and it works.
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Now, putting an A- or B-plus player in an existing location that's in profit mode doing $600,000, $700,000 in revenue, very possible.
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Finding your second GM to be the sales-related GM in the next location is...
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Very difficult if you also lack the skill of managing managers.
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I would not warn you, I would just say caution, tail, is there's gonna be a huge learning curve for you next year.
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So just know you are stepping into very, very difficult territory next year.
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I think you'll absolutely crush it, and at your age you should take all the risk in the world.
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There's only upside.
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So learning that skill is super valuable, so I would take the risk.
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Just know that it is very difficult to have this location fresh into profit mode and then starting to get your second location with a sales-oriented GM that's going to have to be all like pounding doors.
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KPIs are much more around outbound versus much more profit.
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It'll probably be Andrew.
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Oh, you're going to move Andrew over.
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Yes, that's what I'm thinking.
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I would agree.
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So might as well throw the lesser skilled person.
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Yeah, I would agree with that.
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Especially because I'm going to be pretty much the RM.
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And so I still have very much a foot in everything.
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Where if something's failing, have that.
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And then have you found anyone for your first location yet?
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We have an idea.
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But it's not something where we come to them and be like, hey, do you want to do this?
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Right.
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So your question is really like... Like how do I just become the person that they deserve kind of thing?
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Because we are thinking about, like I've talked to Connor Hutchinson a lot in his model and stuff like that.
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So that's kind of what we really thought about.
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I've talked to him about like how can we take the dumbest person or like what they talk about in the e-myth where it's like how can you take a monkey and be able to make them manage a location?
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And so we, Connor talks, Connor's been talking a lot about like the home office thing of like building, building it to where...
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Because right now, somebody in command center gets a call.
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They can't handle it, so they have to come to me or whatever.
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But they can't handle it because they're not actually our phone reps.
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They're command center phone reps.
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But if I answered the phone, I could handle it on the phone the first time or if somebody who was actually in the business every time could answer it.
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So we thought about doing that just to literally take every routing, scheduling, all that stuff off the general manager's plate.
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Because obviously it's hard for command center to do because they're not here, but if it was an in-person thing.
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Yeah, so I'm a big fan of doing a home office, especially when you pass a million.
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I would also say, if you look at everyone that's successful in terms of home office in Augusta, unless I'm forgetting somebody, every single one that's successful has their spouse involved.
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I was going to say, yes.
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So let's go into that, Bryson.
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Back to that personal capacity.
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You need to do some interviewing.
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The reason I say that, though, is because if you don't have that, the reason many of them are successful is because they have someone who's willing to work 50, 60 hours a week, work on the weekends, on the evenings, et cetera.
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And so they have overcome the hardest hurdle in building an office with just someone that doesn't leave.
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Right.
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Because they're locked in.
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And so I'm a fan of that.
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I also ask myself, okay, if you want to get 25 locations, your spouse down the road probably does not want to be managing 15 people in the office.
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And so I would just think through that.
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And I believe in a way, because I know there's certain limitations with command center when you're great scaling.
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It forces you to build the business in a way that you can make a home office with a higher probability of success.
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Because what I find a lot of people that are not inside of Augusta, when they start getting an office person, they have so much autonomy.
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They become so much complexity and such lack of standardization because they don't have the funnel of like, oh, you can only do these three or four things.
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Your pricing has to kind of look like this.
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It has to all fit in the wiki.
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And so I would just kind of – I would put off making a home office as long as possible.
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We were thinking in 2027, it was like when we started.
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Yeah, and you know, we got three years, or two years to find a wife.
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No, I'm just joking.
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It's like 14 months, dude.
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Yeah.
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Well, get after it, bro.
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It'd just be a matter of, I don't think it's like, to be clear, I don't think you need a spouse.
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What I'm saying is they have de-risked
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creating an office by having someone who's not going to leave.
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And that's why I'm trying to have it be where I don't, like I'm not a manager at all next year, well, I'm a general manager at all next year, so that I can deploy, not that we do an office next year, but I can deploy my time to things like that, where it's like, great, I now have no more things to do.
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What can I fill my time with to grow?
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And I would just be careful with filling with admin-related tasks.
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Yes.
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That's my biggest fear when you're so growth-minded.
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In that phase, it would be more of like, okay, how do I – it might be admin by doing admin to train the first admin person.
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But obviously stepping out of that as soon as possible.
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Yeah, and Comanson next year's spring, by the way, is going to probably record all their training, their in-person training.
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So you could hand it off to someone to learn, so that'll help a little bit.
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We've never done it in the past because it's very difficult to do video training in person because they're doing a lot of role-playing, but we're going to try to figure it out this spring.
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So that would be helpful, but I would just put a big caution around, I'm going to build the home office now.
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For example, Connor was doing $180,000 to $200,000 a month in revenue and then started figuring out the home office thing.
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And we were like, right before I sold it to him, we were already considering it.
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Because like, hey, we got all these people, like, let's just get one person and kind of manage it all.
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And if we have a little bit of churn, fine, we can always hand it back to command center as long as we stay inside the systems.
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And so like, I would say if you don't have a spouse, I would just make sure you follow the systems enough to where if someone bounced, you can quickly hand it back.
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Yeah, that's what we were trying to do too is...
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Like in 25th, I said, we have four locations.
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Hopefully, like theory.
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Yeah.
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And that's where we can automatically start with like two or three people.
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Yeah.
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That way if one person leaves, it's not the entire thing.
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It's like, oh, if we have three people and one person leaves, the other person can just jump in and the other two people can leave.
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Yep, and when you hit four locations, you're growing at like 2.5 to 3 million.
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And from an admin perspective, what starts to happen is you start needing, you need specialists instead of generalists.
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So what happens is at like 1.5 to 3 million, you have this nice window for an admin, which is you have like two or three generalists.
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Then as you pass three million, you need specialists, which makes it hard because now you have a payroll person, you have someone who does sales, like the over the phone stuff, you have someone who does phones, for example, and now you actually have three or four different points of failure.
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This is what we went through when we had like 90 to 100 locations at Augusta, is we had to take command center, which everyone used to be trained on everything.
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Then we said, okay, now we have like five departments.
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But the problem was there's one or two people, and if one person was sick and one person was on vacation, I have no one to do payroll.
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And so there's like this nice happy medium, 1.5 to 3 million I find, when it comes to having a home office.
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And so I would just be careful about specializing.
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Once you get three or four people, too soon.
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It's almost like the wilderness.
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Yeah, you keep them in generalists for a bit.
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It takes longer to train.
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But having... You throw them in there and have the other people catch up.
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And that's the advantage of having a spouse in there.
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Because what you do is you make them a generalist.
218
00:12:19.267 --> 00:12:21.129
And if someone's out, they can fill in the gaps.
219
00:12:22.062 --> 00:12:33.569
So that's like, I tell you, I always just, a cautionary tale, and also just, when you, if you are dating and going after a girl down the road, and you're thinking about this, make sure it's like, do they want to be managing five or ten people?
220
00:12:34.129 --> 00:12:38.852
Because if not, they then need to just know, they need to be back up for a minute, and get an office manager.
221
00:12:38.872 --> 00:12:39.312
All they are all out.
222
00:12:39.878 --> 00:12:43.879
Yeah, and then like in the upcoming book, I actually have a whole comp stuff around office managers.
223
00:12:44.699 --> 00:12:46.659
You want them incentivized crazy.
224
00:12:47.399 --> 00:12:49.680
Like Liz, like incentivize them crazy.
225
00:12:49.860 --> 00:12:57.021
Because when they're gone, if they have five or 10 people underneath them, the waste in an office, think about the crew out in the field having waste.
226
00:12:57.461 --> 00:13:00.141
Admin can burn time and look busy all day long.
227
00:13:00.922 --> 00:13:09.383
They can go out and do like the coffee, then go to the bathroom and then like wipe down, do things on their computer, organizing, watch, training, and like be 10% efficient.
228
00:13:10.445 --> 00:13:14.532
And so you have to have someone that's like maniacally tracking every single thing they're doing.
229
00:13:15.273 --> 00:13:16.655
So there's a little more in the book.
230
00:13:16.676 --> 00:13:18.118
If you ever have questions, once you get there, let me know.
231
00:13:18.218 --> 00:13:20.622
But we're kind of talking way down the road.
232
00:13:20.782 --> 00:13:23.387
Next year, though, it's like we got to get another general manager.
233
00:13:23.767 --> 00:13:23.968
Yeah.
234
00:13:25.552 --> 00:13:25.752
Yes.
235
00:13:25.992 --> 00:13:29.835
And I think it'll be nice, too, because it's, again, Andrew is kind of a free pass.
236
00:13:29.895 --> 00:13:31.597
We're like, I know he's not leaving.
237
00:13:31.617 --> 00:13:33.158
Dude, you're taking so much for granted.
238
00:13:33.278 --> 00:13:34.959
Andrew's right there, bro.
239
00:13:35.159 --> 00:13:38.582
He's kind of locked in.
240
00:13:38.902 --> 00:13:42.725
It's not yours.
241
00:13:44.606 --> 00:13:45.547
It is weird.
242
00:13:45.587 --> 00:13:46.828
I talk about him in front of him.
243
00:13:47.689 --> 00:13:48.970
But, no, he's fantastic.
244
00:13:49.010 --> 00:13:50.591
And, like, he's not going to leave.
245
00:13:50.891 --> 00:13:51.251
Yeah.
246
00:13:53.088 --> 00:13:59.373
And obviously I don't want to plan on that, but as far as like what I'm expecting right now, it is nice because it will be kind of growing from me.
247
00:13:59.653 --> 00:14:07.599
As far as like the people that I only have a couple of piss offs before they actually piss off, um, it's only one person right now.
248
00:14:07.619 --> 00:14:07.979
Yeah.
249
00:14:07.999 --> 00:14:09.180
We have to like really figure it out.
250
00:14:09.280 --> 00:14:09.480
Yeah.
251
00:14:09.500 --> 00:14:17.206
And Andrew's just, at this point I think Andrew will be more of an asset of like actually helping me figure out the other person than taking away bandwidth from me.
252
00:14:17.266 --> 00:14:17.466
Yeah.
253
00:14:17.646 --> 00:14:18.067
Um, yeah.
254
00:14:19.892 --> 00:14:22.373
And so, yeah, I think it would be nice to just have to go to one person.
255
00:14:22.413 --> 00:14:24.113
And then after that, like, that'd make the jump.
256
00:14:24.133 --> 00:14:25.794
Because this year it was zero to five people.
257
00:14:26.134 --> 00:14:28.094
And it was the worst thing ever.
258
00:14:28.374 --> 00:14:28.574
Yeah.
259
00:14:28.634 --> 00:14:29.615
Yeah.
260
00:14:29.915 --> 00:14:30.915
Yeah, like, I think...
261
00:14:31.095 --> 00:14:31.855
It needs to be said.
262
00:14:32.416 --> 00:14:40.758
The biggest thing that comes, like, hiring managers, for example, in my opinion, is being really clear with expectations.
263
00:14:41.598 --> 00:14:53.230
I think this is where a lot of people in their first, like when they get their second or third GM, they start to go off the rails a little bit, is the expectations that they come in, like you got profit sharing and you're making, it's like, we need very clear expectations.
264
00:14:53.570 --> 00:14:58.054
Like if you're a sales related GM, you are doing these tasks and like all the time.
265
00:14:59.355 --> 00:15:00.955
and those clear expectations are important.
266
00:15:01.716 --> 00:15:05.256
And then having on-target earnings for your GMs, I would recommend that.
267
00:15:05.656 --> 00:15:19.819
So OTE, as we call it, it's like, especially because you now have a year of profit mode and it's been profitable, you're able to actually say, hey, if you manage this location and your base pay is 70,000 and you make 15% of profit sharing, based upon last year's numbers, 15% of $150,000, that's $21,000.
268
00:15:19.839 --> 00:15:21.699
On top of your base of 70, on-target earnings, $91,000.
269
00:15:26.720 --> 00:15:30.246
That way when you go out and go on Indeed and things, you can say your base is 70.
270
00:15:30.486 --> 00:15:32.750
It's not like an arbitrary way you could make them.
271
00:15:33.414 --> 00:15:42.782
The reason why locations that hire general managers that are in profit mode for at least a year prior is because you have confidence that when you tell them their compensation, you know it's going to happen.
272
00:15:43.182 --> 00:15:47.366
And you can say, if you just do what we did last year, your on-target earnings is this.
273
00:15:47.706 --> 00:15:51.849
And then what I show them, and we're working on a document for everyone to do this, you can tweak things.
274
00:15:51.869 --> 00:15:59.075
Like, okay, if you changed, if you increased revenue by this much and profit went this or you increased the efficiency here, here's what the earnings would be.
275
00:15:59.215 --> 00:16:00.156
Now it's not 91, it'd be 105.
276
00:16:00.176 --> 00:16:00.737
So they're...
277
00:16:02.478 --> 00:16:06.520
hitting something like in June, they know what it's going to end up being at the end of the year.
278
00:16:06.600 --> 00:16:10.883
Like, hey, if we can get to this revenue at this point, and we start pulling that, yeah, we have to get to.
279
00:16:11.035 --> 00:16:16.680
Yeah, because in profit mode, all I want them to be thinking about is retained earnings and distributions, right?
280
00:16:17.060 --> 00:16:27.009
And so if I have a year of profit mode underneath my belt, and I have $100,000 in profit, and I'm able to tell them, you get 15%, that's 15 grand in the bank if they just maintain.
281
00:16:27.670 --> 00:16:29.732
And so on-target earnings is something you can pitch.
282
00:16:29.752 --> 00:16:34.036
So for example, when I recently, my location, I was able to say your on-target earnings is $120,000.
283
00:16:34.056 --> 00:16:34.156
Sure.
284
00:16:35.578 --> 00:16:40.865
Your base is 70, but the GM made $120,000 last year because they get this percentage of profit.
285
00:16:41.105 --> 00:16:45.611
Now, if you tweak these things, you can get to 140, and that's what he got to.
286
00:16:45.851 --> 00:16:50.738
And so I would just lean a lot into on-target earnings and expectations.
287
00:16:51.198 --> 00:16:51.919
And just being like...
288
00:16:54.325 --> 00:16:57.728
Most GMs that quit in Augusta are quitting because of entrepreneur.
289
00:16:58.188 --> 00:17:00.170
That's actually the truth.
290
00:17:00.590 --> 00:17:05.074
And so I like the fact that you come in and be like, hey, what do I need to do that they want to work with me?
291
00:17:05.614 --> 00:17:07.896
Because most people will quit because they're manager.
292
00:17:08.536 --> 00:17:10.538
And so I would be careful of one thing.
293
00:17:11.159 --> 00:17:16.183
As an entrepreneur, you have been rewarded in the past for finding a problem, creating the solution, and executing on it.
294
00:17:16.883 --> 00:17:26.688
If you want to retain a great manager and an A-level person, they want to find the problems, identify the problem, they want to come up with a solution, they might run it by you, and then they want to execute.
295
00:17:27.549 --> 00:17:33.111
Just be careful with you always being the entrepreneur that hovers above, finds the problem, gets the solution, and then hands them a task.
296
00:17:33.692 --> 00:17:35.833
Because now they just feel like I'm a glorified technician.
297
00:17:36.433 --> 00:17:45.438
And that's the risk of having a working GM, is that they might just feel like a glorified technician that makes salary instead of P4P if you're just telling them what to do all the time.
298
00:17:46.158 --> 00:17:47.701
Instead of being like, what do you think is the problem?
299
00:17:48.222 --> 00:17:49.284
Okay, what would you do about it?
300
00:17:49.444 --> 00:17:50.085
That's the solution.
301
00:17:50.286 --> 00:17:51.428
Okay, how are you going to execute on it?
302
00:17:52.089 --> 00:17:56.076
And if you give them that opportunity, they can feel like an entrepreneur inside of the organization.
303
00:17:56.513 --> 00:17:58.654
I do think that's something I've gotten better at.
304
00:17:58.814 --> 00:18:01.175
That's what I wasn't great at in the spring.
305
00:18:01.215 --> 00:18:05.277
Honestly, it's come from just being so tired that I'm like, I don't care, dude.
306
00:18:05.297 --> 00:18:07.298
What do you think we should do?
307
00:18:07.379 --> 00:18:09.620
I'm not even trying to be a good man.
308
00:18:09.740 --> 00:18:12.761
I don't want to make a decision.
309
00:18:13.161 --> 00:18:15.503
But yeah, I think that's something I've had to get better at.
310
00:18:15.703 --> 00:18:23.867
Yeah, and then they feel like, and I think when a location as well, so for example, this location you hand off to the new person.
311
00:18:23.887 --> 00:18:24.047
Sure.
312
00:18:25.333 --> 00:18:27.195
you get no credit for this location going forward.
313
00:18:27.495 --> 00:18:28.416
It's 100% them.
314
00:18:29.137 --> 00:18:33.822
And this is the hardest thing from an ego perspective as you get multiple locations in profit mode, it has nothing to do with you.
315
00:18:34.442 --> 00:18:41.369
Right, so even recently when I talked about my locations, I showed my profit and loss, you know it's like, I didn't take any credit, I said I've never been there, nothing about me.
316
00:18:41.850 --> 00:18:45.914
Technically I've worked at Bellingham Shop for six years with no pay, right?
317
00:18:46.294 --> 00:18:47.235
But technically it's like,
318
00:18:48.196 --> 00:18:53.261
All the credit goes to them because you want them to be able to thrive inside that and take ownership of it.
319
00:18:53.762 --> 00:19:11.178
And that's the difference between the working GM model and what most – why you usually need to go to a $2 million business before you get GM is that if they are operating inside of the working GM model, they should be able to have the autonomy to hire, fire, make decisions, and find problems and give solutions.
320
00:19:11.779 --> 00:19:12.800
Just be very careful.
321
00:19:12.840 --> 00:19:20.007
You will lose really good people that are entrepreneurial if you just constantly suffocate them by coming up with solutions for them.
322
00:19:20.928 --> 00:19:23.110
And it's tough because you usually know the answer.
323
00:19:24.168 --> 00:19:30.234
The hardest thing is when a manager's going through something, and this is really difficult, and you know the answer, but don't jump in.
324
00:19:30.875 --> 00:19:36.380
You want them to come up with the solution, and you know they came up with three ideas, and you're like, no, that one's not going to work, that one's okay.
325
00:19:36.400 --> 00:19:38.182
And they've got to figure it out sometimes.
326
00:19:38.562 --> 00:19:48.572
So there's times where I've forgone hundreds of thousands of dollars knowing that there's a mistake going on in the business, but I need to let that fire burn so they make a mistake and come back to me and say, hey, I'm doing something wrong.
327
00:19:50.613 --> 00:20:00.889
because if I would have jumped in, I would rather them have 100% of their energy and discretionary effort going towards their idea than 80% of their effort going towards my idea.
328
00:20:04.013 --> 00:20:04.754
Andrew has a question.
329
00:20:05.054 --> 00:20:05.834
Oh, yeah, yeah, 200%.
330
00:20:05.854 --> 00:20:07.155
Good for it, dude.
331
00:20:07.615 --> 00:20:07.916
Mr.
332
00:20:08.016 --> 00:20:09.376
Perfect over here, bro.
333
00:20:09.416 --> 00:20:10.977
Goodness gracious.
334
00:20:11.118 --> 00:20:26.747
I am so... As we're scaling to four locations, the one in 2026, one in... Two in 2027, we were just wondering about the capital reserves that we should have as we're taking on a lot of debt.
335
00:20:26.907 --> 00:20:30.930
So for the two new locations in 2027, we were wondering about, like...
336
00:20:31.581 --> 00:20:35.905
what would be a reasonable baseline to go into the year with in cash?
337
00:20:35.925 --> 00:20:37.326
Because we were thinking – In 207.
338
00:20:37.446 --> 00:20:38.067
In 2027.
339
00:20:38.247 --> 00:20:42.931
We were thinking 200,000 roughly, but – Cash?
340
00:20:42.951 --> 00:20:43.492
Yeah, cash.
341
00:20:43.512 --> 00:20:44.933
Including starting two new locations.
342
00:20:44.953 --> 00:20:46.514
Okay, and you're financing everything.
343
00:20:46.555 --> 00:20:46.775
Yes.
344
00:20:46.955 --> 00:20:50.278
And then financing trucks and equipment and all that.
345
00:20:50.618 --> 00:20:53.661
for the new locations will add quite a lot of debt.
346
00:20:53.681 --> 00:20:55.402
Which is fairly hard.
347
00:20:55.422 --> 00:20:58.205
Just kidding, the one truck, they were like, we don't believe you.
348
00:20:58.265 --> 00:21:00.947
You've had a price history for four months.
349
00:21:01.007 --> 00:21:04.310
I've been pricing's age in the short history of the business.
350
00:21:04.750 --> 00:21:12.397
Do you have any recommendations for financing and capital reserves or anything to help grow at that rate?
351
00:21:12.837 --> 00:21:14.919
Yeah, do you have a good relationship with your parents?
352
00:21:15.720 --> 00:21:15.960
Yes.
353
00:21:17.389 --> 00:21:19.270
One truck is co-signed with them.
354
00:21:19.290 --> 00:21:22.050
That's what I was asking.
355
00:21:22.171 --> 00:21:25.712
I would rather give them a chunk of something just to be a co-signer.
356
00:21:26.152 --> 00:21:28.352
Not a chunk of equity, but I'd rather give them money.
357
00:21:29.013 --> 00:21:29.453
More money.
358
00:21:30.393 --> 00:21:31.553
Just so you can quickly scale.
359
00:21:32.294 --> 00:21:35.335
Again, if I was talking to someone else's family, I'd talk about this differently.
360
00:21:35.415 --> 00:21:36.855
You guys are 18, 19, let's go.
361
00:21:37.375 --> 00:21:38.035
Let's scale the thing.
362
00:21:38.656 --> 00:21:40.576
I would make sure your second location does well.
363
00:21:40.876 --> 00:21:41.857
I would not think about 2027 at all.
364
00:21:43.397 --> 00:21:51.003
Because you're going to get into such thick craziness next year when you have two locations because you no longer can be there at both of them at the same time.
365
00:21:51.723 --> 00:21:53.424
And so before you think – because here's the thing.
366
00:21:53.524 --> 00:21:56.126
Everyone thinks it's like linear growth in terms of location.
367
00:21:56.146 --> 00:21:59.068
Like I'm going to do one next year, then two the year, then three the year, then four.
368
00:21:59.088 --> 00:21:59.869
It's like no, no.
369
00:22:00.089 --> 00:22:05.513
How it's going to work is you're going to have one, two, two, two, two, five, ten, fifteen.
370
00:22:06.073 --> 00:22:08.055
Because you'll have to learn the skill of management.
371
00:22:08.635 --> 00:22:14.037
And so everyone thinks that like, oh, if I did it once, it's just gonna cop, no, it's a completely different business.
372
00:22:14.597 --> 00:22:19.459
And so I would focus first on how do I get my first location in profit mode, you've got that, check one.
373
00:22:19.959 --> 00:22:29.742
Then it's a matter of okay, how do I duplicate this in general management, learn the skill of management, get my second location up to 500,000, then you will have, like the world will be your oyster if you have this location.
374
00:22:30.580 --> 00:22:34.381
doing $750,000 to $800,000, in profit mode, $150,000 in distributions.
375
00:22:34.761 --> 00:22:42.783
Your second location in profit mode, not sucking cash, you will have a 2027 where you have to spend money or spend $50,000 to $60,000 in taxes.
376
00:22:43.704 --> 00:22:46.384
That's when you start the next location.
377
00:22:46.404 --> 00:22:54.066
And $150,000, especially if you have low, if you keep your living expenses low, that starts a whole location in cash.
378
00:22:54.086 --> 00:22:55.667
Or two locations, to your point,
379
00:22:56.790 --> 00:22:57.710
if you finance the trucks.
380
00:22:58.410 --> 00:23:12.054
But there's a real, like, I'm just, I am so pro the two truck, four employee, $500,000 model, and getting that to 500,000 like you have, and then raising prices.
381
00:23:12.514 --> 00:23:13.694
That is so profitable.
382
00:23:14.274 --> 00:23:17.855
And it's easy for a general manager to manage two trucks and three other employees.
383
00:23:18.722 --> 00:23:20.243
And it can absolutely do $500,000.
384
00:23:21.083 --> 00:23:23.904
Especially in this market where you guys are leaning into Christmas lights so much.
385
00:23:24.384 --> 00:23:28.246
And then, like, it is 100% possible.
386
00:23:28.986 --> 00:23:37.210
So even two trucks financed, you're looking at $2,000 a month with fixed, with insurance, starting on new location.
387
00:23:37.430 --> 00:23:39.090
It's all about how quickly you can scale it up.
388
00:23:39.530 --> 00:23:44.092
And if you have a location that's pumping off $150,000 in distributions, you need to spend that money or pay taxes.
389
00:23:44.112 --> 00:23:45.693
Yeah, our thought is like,
390
00:23:46.693 --> 00:23:50.095
Next year, obviously, that location could easily, it's a big area.
391
00:23:50.195 --> 00:23:58.560
So we'd probably go to grow to like, what people, like the 500, 700, 775, whatever kind of thing.
392
00:23:59.921 --> 00:24:07.345
Like we could probably do 100,000 in that easily, and a lot of profit, with all the difference being profit.
393
00:24:09.643 --> 00:24:16.913
And so what our plan is, is like, that'll be, we're just going to cut off a certain area, grow that back to 700 or whatever.
394
00:24:17.033 --> 00:24:23.102
And like, we're going to, we're going to raise prices heavy, obviously in that, and then not in the new location, split off the new location like June, um,
395
00:24:24.760 --> 00:24:35.927
So at that point in June, that would be like an $800,000 allocation, split off, $200,000, $300,000 of it, and then have it just keep funding the other – or funding the customers.
396
00:24:36.087 --> 00:24:41.450
Yeah, and if you wait a year or two, you're going to have such better terms going to a business, going to a bank.
397
00:24:41.571 --> 00:24:44.953
We have three years of profitability, or three years of at least records.
398
00:24:45.894 --> 00:24:47.556
And two years of really strong profits.
399
00:24:47.976 --> 00:24:49.939
You had three years of a credit card being ran.
400
00:24:49.959 --> 00:24:51.260
You'll have good enough credit by then.
401
00:24:51.581 --> 00:24:52.983
So I wouldn't overthink that part.
402
00:24:53.283 --> 00:24:56.667
I genuinely believe you start your second location when your first location in profit mode.
403
00:24:56.868 --> 00:24:59.331
You start your third location when you need to because of taxes.
404
00:25:00.539 --> 00:25:08.482
Because you would rather put 75 grand towards a new location and getting it ramped up, than spend $50,000 in taxes on $150,000 in distributions.
405
00:25:08.542 --> 00:25:11.844
I just genuinely think we'll have money going into 2027, I guess is like my point.
406
00:25:11.864 --> 00:25:16.466
We've grown to 550 and we had $3,000 in January, because we had no employees.
407
00:25:16.486 --> 00:25:18.727
So it was like we started winter with like 9,000.
408
00:25:19.027 --> 00:25:20.467
We weren't spending any money.
409
00:25:20.547 --> 00:25:23.268
So it wasn't like a super tight thing, obviously less money than I do.
410
00:25:23.569 --> 00:25:24.289
But now we have like,
411
00:25:24.769 --> 00:25:30.232
We just had 70 grand in the bank, and then we bought that truck and are putting wraps on stuff like that, so we're like 50 to 55.
412
00:25:31.612 --> 00:25:33.293
So we've made money on that 550.
413
00:25:33.353 --> 00:25:36.175
Now granted, I've paid myself some, not a lot,
414
00:25:38.683 --> 00:25:40.104
10, 15, probably 15,000.
415
00:25:40.184 --> 00:25:41.525
Are you planning on getting married next year or two?
416
00:25:41.725 --> 00:25:41.805
No.
417
00:25:42.025 --> 00:25:42.505
No, okay.
418
00:25:42.645 --> 00:25:44.226
Then you can keep it pedal to the metal.
419
00:25:44.587 --> 00:25:45.067
I'm just saying.
420
00:25:45.087 --> 00:25:45.867
What if more ads in for my life?
421
00:25:46.248 --> 00:25:46.868
Yeah, yeah.
422
00:25:47.368 --> 00:25:48.749
There's nobody currently in the picture.
423
00:25:48.909 --> 00:25:49.610
Yeah, it's okay.
424
00:25:49.690 --> 00:25:54.913
It'll perfectly align with the third location, getting married, having someone in the office, like, ugh, yes.
425
00:25:56.354 --> 00:26:00.857
Maybe they're older, they have good credit scores.
426
00:26:00.877 --> 00:26:02.538
Planning, bro, planning.
427
00:26:05.081 --> 00:26:05.241
Cool.
428
00:26:05.301 --> 00:26:05.501
Awesome.
429
00:26:05.521 --> 00:26:10.864
Yeah, I think the skill of management, I would just say in all, like, you're doing fantastic.
430
00:26:10.884 --> 00:26:11.825
You're way ahead of me at 18.
431
00:26:11.845 --> 00:26:12.085
Sure.
432
00:26:12.785 --> 00:26:17.728
And so the whole objective of Augusta is, like, to make it where you can do it faster than me.
433
00:26:18.028 --> 00:26:20.030
I spent five years beating my head against where you're at right now.
434
00:26:20.450 --> 00:26:21.470
So, like, excellent.
435
00:26:21.751 --> 00:26:26.293
I would say the skill of management cannot be underestimated in terms of how difficult that is.
436
00:26:26.413 --> 00:26:28.314
So what's the number that we need to have?
437
00:26:28.334 --> 00:26:31.236
Like, you said, like, start the third one when you have money that you need to, like, put somewhere.
438
00:26:31.416 --> 00:26:35.678
When your accountant is telling you in November, like, hey, you're gonna have a $50,000 tax bill if you don't do something.
439
00:26:35.718 --> 00:26:42.501
So what's that number then as far as like, okay, let's say we hit a number and we're like, okay, we go into 2027 and those are the, or 2028, whatever.
440
00:26:43.449 --> 00:26:47.833
What is that, like, is that number, including financing stuff, like, plus cash reserves for locations?
441
00:26:47.853 --> 00:26:50.455
Is that, like, obviously each location has a little bit of money in it.
442
00:26:50.495 --> 00:26:52.117
Is that, like, general fund, like $200,000?
443
00:26:52.477 --> 00:26:53.678
I'm not too worried about cash.
444
00:26:53.798 --> 00:26:56.741
I'm also worried about you're going to have a meeting with your account in November, December.
445
00:26:56.781 --> 00:26:59.784
They're like, you have $150,000 in projected earnings.
446
00:27:00.084 --> 00:27:01.665
It's going to go get taxed for $40,000.
447
00:27:01.686 --> 00:27:05.389
I just also want to be safe when having four locations, like a general, like...
448
00:27:06.020 --> 00:27:07.800
In general, I'm always looking for a month of revenue.
449
00:27:07.840 --> 00:27:12.161
So like every single time I'm looking at you guys' revenue, I'm taking this number, dividing it by 10, and saying do they have a fork in capital.
450
00:27:12.781 --> 00:27:13.722
And then they'll go to growth mode.
451
00:27:13.742 --> 00:27:15.262
Oh, they're in growth mode and they have enough cash.
452
00:27:15.302 --> 00:27:16.082
Yes, go, go.
453
00:27:16.282 --> 00:27:18.303
If this was 25,000, I'd be like, whoa, whoa, whoa.
454
00:27:18.843 --> 00:27:20.403
Let's hold off a year, right?
455
00:27:20.643 --> 00:27:22.464
So you have the green light to grow.
456
00:27:22.724 --> 00:27:26.604
Because as long as you have a month worth of cash flow in the bank, I'm, let's go.
457
00:27:27.225 --> 00:27:30.785
And now with trucks the way they are, I would recommend most people finance stuff.
458
00:27:31.285 --> 00:27:33.426
Get new, like it just starts to make pencil in.
459
00:27:34.091 --> 00:27:39.195
They said that if I had a 20 points higher on my credit score, the bot would have just automatically approved me for two trucks.
460
00:27:40.075 --> 00:27:43.198
But because it was lower, a person had to look at it.
461
00:27:44.283 --> 00:27:45.624
He's had a credit card for four months.
462
00:27:45.664 --> 00:27:45.864
Yeah.
463
00:27:45.884 --> 00:27:47.105
That's not going to work.
464
00:27:47.225 --> 00:27:47.885
Yeah.
465
00:27:47.905 --> 00:27:50.227
That's actually why I didn't get a lot of debt starting out.
466
00:27:50.507 --> 00:27:50.687
Yeah.
467
00:27:50.847 --> 00:27:52.268
Because I was so young, I couldn't get it.
468
00:27:52.668 --> 00:27:54.229
So it probably hampered growth a little bit.
469
00:27:54.870 --> 00:27:56.311
But it was also like a forcing function.
470
00:27:56.331 --> 00:27:57.812
Oh, I have to at least break even.
471
00:27:58.592 --> 00:28:00.774
So yeah, good job, man.
472
00:28:01.154 --> 00:28:01.554
Proud of you.
473
00:28:02.415 --> 00:28:03.956
Next year is going to be a wild ride.
474
00:28:04.156 --> 00:28:04.376
Yeah.
475
00:28:04.836 --> 00:28:11.281
So just don't let your ambition for the more locations hamper the fact that it's going to be difficult.
476
00:28:11.321 --> 00:28:12.042
You will learn the skill.
477
00:28:12.062 --> 00:28:17.587
That skill is the thing that unlocks you from a millionaire to a decamillionaire in the future is your ability to lead people.
478
00:28:18.207 --> 00:28:21.069
And just realize that takes time and a lot of mess-ups.
479
00:28:21.730 --> 00:28:22.751
You'll go through a few GMs.
480
00:28:23.612 --> 00:28:24.312
Set the expectation.
481
00:28:24.332 --> 00:28:25.233
You have not done it before.
482
00:28:27.114 --> 00:28:29.797
It's like if the first time you're on the lawn, you need training.
483
00:28:29.837 --> 00:28:30.978
The guy's going to make a couple yellow slips.
484
00:28:30.998 --> 00:28:31.398
You get it.
485
00:28:31.938 --> 00:28:33.400
The same thing happens with general managers.
486
00:28:34.379 --> 00:28:37.401
This is why if you talk to Dustin Biernick, for example, he got an excellent GM this year.
487
00:28:37.821 --> 00:28:41.202
He had to go through a couple to figure out, oh, this is what a great GM looks like.
488
00:28:42.203 --> 00:28:49.146
And that's why I'd lean on the coaching metrics so much, because if you can catch a bad GM in the first week or two, you can get him out.
489
00:28:49.727 --> 00:28:55.810
Just be very careful to not, especially when you go third location, but even your second one, make sure they're doing their weekly scorecards.
490
00:28:56.430 --> 00:28:59.872
That will catch, like the thing with Corey recently, when we were like, hey, he's doing fine.
491
00:29:00.172 --> 00:29:01.013
Metrics-wise, it's 22%.
492
00:29:01.053 --> 00:29:01.613
I've heard the game.
493
00:29:02.877 --> 00:29:07.118
That weekly scorecard saved me probably 50 grand if I waited two or three more months.
494
00:29:07.979 --> 00:29:12.080
And it's just all the pain that you have to get, you know, get them out of there, clear the deck.
495
00:29:12.340 --> 00:29:13.640
No one's left, everyone's been great.
496
00:29:13.940 --> 00:29:16.021
The location's been continuing to be profitable.
497
00:29:16.441 --> 00:29:18.922
Because those weekly scorecards, I was able to catch the fact, okay.
498
00:29:19.042 --> 00:29:21.083
Yeah, I listened to, yeah.
499
00:29:21.103 --> 00:29:22.203
So just make sure you do those.
500
00:29:22.343 --> 00:29:22.483
Yeah.
501
00:29:23.323 --> 00:29:23.823
Good stuff, man.
502
00:29:24.404 --> 00:29:24.584
Awesome.
503
00:29:24.664 --> 00:29:26.664
Nathan, sorry, did I answer your question?
504
00:29:26.784 --> 00:29:26.924
Yes.
505
00:29:27.144 --> 00:29:27.645
Okay, all right.
506
00:29:27.945 --> 00:29:28.765
Is there another question you had?
507
00:29:31.190 --> 00:29:32.090
Oh, we'll come back around.
508
00:29:32.130 --> 00:29:32.651
It'll be great.
509
00:29:33.031 --> 00:29:33.731
Okay, that was fun.
510
00:29:35.532 --> 00:29:36.092
Hey, real quick.
511
00:29:36.953 --> 00:29:40.714
I wanted to invite you to a private event that I'm hosting on Black Friday online.
512
00:29:41.054 --> 00:29:44.676
You can sign up at mikeandies.com slash blackfriday.
513
00:29:44.696 --> 00:29:48.718
I'm going to be doing hours worth of training that I've been working on for the entire year.
514
00:29:49.138 --> 00:29:52.479
Also, there's three massive announcements that I haven't even told my team about.
515
00:29:52.740 --> 00:29:54.000
It's at the very end of the live stream.
516
00:29:54.080 --> 00:29:54.921
I can't wait to share it with you.
517
00:29:55.081 --> 00:29:58.122
Go to mikeandies.com slash blackfriday and register quick.
518
00:29:58.502 --> 00:30:07.984
My issue, and actually, whenever you guys were announcing you were going to be coming, I had requested the breakthrough thing, just because I had no idea what I was doing at that point.
519
00:30:08.064 --> 00:30:12.626
It was in the middle of August, and now it's become like, okay, I have to sell stuff now, that's what I'm actively doing.
520
00:30:13.406 --> 00:30:19.547
But at that point, it was like what Garrett was talking about, where everything was going awesome, we were making a bunch of money, we paid off our franchise.
521
00:30:19.567 --> 00:30:22.448
That's the other thing, too, is we paid off our entire franchise fee and have...
522
00:30:23.028 --> 00:30:24.870
gained all that money and stuff like that.
523
00:30:24.890 --> 00:30:26.711
So everything was going perfect, no issues.
524
00:30:27.351 --> 00:30:28.953
And I was like, I have no meaning of life.
525
00:30:28.993 --> 00:30:30.914
I hate myself.
526
00:30:30.954 --> 00:30:33.616
All I'm doing is being a manager, and I actually hate being a manager.
527
00:30:33.656 --> 00:30:36.018
I hate being just a regular general manager.
528
00:30:37.820 --> 00:30:45.245
And I have no... We're making money, but also I know we need money for winter, so I shouldn't be spending this money, so what do I do?
529
00:30:45.726 --> 00:30:47.547
I shouldn't be risking this money to possibly make more money.
530
00:30:47.907 --> 00:30:52.531
And so whenever you go into the architect stuff where it's like, okay, no more fires are coming out of my plate,
531
00:30:53.477 --> 00:31:01.483
And at that point, I had, like, worked through my entire backlog of, like, well, the entire backlog that I had, not saying there was nothing else I could have done to get better.
532
00:31:01.503 --> 00:31:09.109
And that's mostly what I'm asking of, like, if you get to a point where you're like, okay, I've fixed every fire, every immediate thing that makes sense, do you have any work?
533
00:31:09.230 --> 00:31:12.532
Maybe it's just me keeping more track of, like, when I think of things, writing them down more often.
534
00:31:13.873 --> 00:31:20.018
Is there a place you go as far as, like, okay, great, I feel like I've solved everything and everything's working awesome, nothing's, or I guess, like,
535
00:31:20.692 --> 00:31:25.058
if it ain't broke, don't fix it as far as we're pocketing tens of thousands of dollars a month at that point.
536
00:31:25.538 --> 00:31:28.222
Where do you go to do things?
537
00:31:28.342 --> 00:31:30.605
I don't enjoy doing it, I just enjoy working.
538
00:31:30.625 --> 00:31:34.169
Yeah, that's really why we have multiple locations.
539
00:31:34.670 --> 00:31:38.474
Is because the problem that most people experience is they get one location that's very profitable,
540
00:31:39.035 --> 00:31:40.216
And then they're like, well I'm bored.
541
00:31:40.536 --> 00:31:41.297
All this keeps growing.
542
00:31:41.617 --> 00:31:46.581
And they grow it into something that they can't make profitable and super dependent on a bunch of mid-level managers.
543
00:31:47.102 --> 00:31:52.406
And so that's why I know next year you will not have this thought because you will be learning a brand new skill.
544
00:31:52.966 --> 00:31:54.748
And when you get a third location, same thing will happen.
545
00:31:54.828 --> 00:31:58.671
And then eventually at five or six, you're like, okay now training a regional's really tough.
546
00:31:59.271 --> 00:32:03.495
Like they've gotta think like a business owner and they've gotta manage managers.
547
00:32:04.396 --> 00:32:06.717
So that's in part why we do that.
548
00:32:08.630 --> 00:32:09.111
I will say...
549
00:32:09.131 --> 00:32:15.758
It was very hard in spring, and I figured it out.
550
00:32:15.958 --> 00:32:19.181
I figured out how to make my employees not quit and produce revenue.
551
00:32:19.642 --> 00:32:22.625
And a baseline, that's obviously the goal.
552
00:32:22.665 --> 00:32:25.568
And so I feel like I figured those things out, and I was like, great, what else do I...
553
00:32:25.828 --> 00:32:26.088
Right.
554
00:32:26.789 --> 00:32:33.214
The biggest unlock from money-making, I would say, is when you can go from deprivation to aspiration.
555
00:32:33.774 --> 00:32:35.636
So deprivation is there's pain.
556
00:32:35.936 --> 00:32:36.716
I need to pay the bills.
557
00:32:36.997 --> 00:32:37.717
I can't make money.
558
00:32:37.997 --> 00:32:38.838
Everything's falling apart.
559
00:32:39.098 --> 00:32:40.019
I have no cash in the bank.
560
00:32:40.099 --> 00:32:40.779
I need to go into debt.
561
00:32:41.200 --> 00:32:44.302
That deprivation fuels us usually for three to five years as entrepreneurs.
562
00:32:44.923 --> 00:32:51.468
And then there has to be this switch because if you don't, you'll stall out here because you're just so used to deprivation.
563
00:32:51.488 --> 00:32:51.988
Right.
564
00:32:52.348 --> 00:32:58.012
And so like the greatest entrepreneurs don't need to make more money, but yet they're making these huge risks, making big gambles, making acquisitions.
565
00:32:58.052 --> 00:32:59.753
They're going working 14 hours a day.
566
00:32:59.813 --> 00:32:59.993
Why?
567
00:33:00.013 --> 00:33:00.773
They're an aspiration.
568
00:33:01.694 --> 00:33:09.819
And so what can what can happen is we get addicted to the neurochemicals of cortisol pumping through our veins when there's problems going on.
569
00:33:10.179 --> 00:33:11.500
And that's all coming from deprivation.
570
00:33:12.873 --> 00:33:14.113
And so you're like, no money in the bank?
571
00:33:14.294 --> 00:33:15.234
You immediately know what to do.
572
00:33:15.294 --> 00:33:16.074
Go make more money.
573
00:33:16.334 --> 00:33:17.515
We got problems to solve.
574
00:33:17.815 --> 00:33:23.977
When that goes away, that's when you need a mission to fall back on as to why you're doing this because then that becomes aspirational.
575
00:33:24.257 --> 00:33:31.960
Yeah, and I guess I would almost argue that I've never been, this sounds super privileged, but I feel like I've never been in deprivation.
576
00:33:32.620 --> 00:33:33.020
I grew up like,
577
00:33:33.481 --> 00:33:35.443
Parents are very, like, higher middle class kind of thing.
578
00:33:35.563 --> 00:33:36.043
Pretty well.
579
00:33:36.063 --> 00:33:36.904
Garrett's been in my house.
580
00:33:37.165 --> 00:33:38.145
It's a nice house.
581
00:33:38.185 --> 00:33:38.966
Yeah.
582
00:33:39.026 --> 00:33:43.831
They just want someone to give them out of money.
583
00:33:44.852 --> 00:33:49.736
What was that big job in August that fixed everything?
584
00:33:50.057 --> 00:33:51.298
Did he clear 40%?
585
00:33:51.398 --> 00:33:51.618
Yeah.
586
00:33:53.680 --> 00:33:55.021
Yeah.
587
00:33:55.161 --> 00:33:55.502
Good.
588
00:33:55.662 --> 00:33:58.484
Yeah, I would almost argue that almost my entire journey has been aspirated.
589
00:33:58.504 --> 00:34:02.688
We had no money over the last winter, but it wasn't like a buying, because we didn't have people on payroll.
590
00:34:02.948 --> 00:34:05.670
It was just me, and we paid people to let us know.
591
00:34:06.271 --> 00:34:08.493
And so I'd almost argue that I'm always in that.
592
00:34:08.593 --> 00:34:13.037
It's not like this seasonal depression thing, where it's like, oh, I have nothing to do, and I don't feel like doing anything, or burnout, or whatever.
593
00:34:13.057 --> 00:34:17.100
It was literally, hey, I want to go, and all I want to do is work, and I feel like I have nothing to work on.
594
00:34:17.641 --> 00:34:22.065
It's like where I just needed to figure out, I need to figure out someplace of like, okay, if I have nothing to work on,
595
00:34:22.505 --> 00:34:27.129
I don't know what, not that I don't know what to pick next, I don't know where to find something to pick next.
596
00:34:27.149 --> 00:34:27.930
That's almost what I went through.
597
00:34:28.010 --> 00:34:29.091
It was going through like a month ago.
598
00:34:29.772 --> 00:34:35.197
And it was like, okay, I don't want to risk, like it would be the stupid thing to risk double cash because we don't know.
599
00:34:35.217 --> 00:34:38.119
Like this earlier, it's kind of a second spring rush, but for winter kind of thing.
600
00:34:38.139 --> 00:34:39.420
We don't know how it's going to go.
601
00:34:39.641 --> 00:34:40.802
I need money in the bank for winter.
602
00:34:42.975 --> 00:34:46.378
what do I do that doesn't cost much, much, much of money, all that kind of thing.
603
00:34:46.398 --> 00:34:49.860
So like right now we're building a landing page for snow that looks really good.
604
00:34:50.261 --> 00:34:52.923
Um, but like run ads against and stuff like that, but I'm not actually building it.
605
00:34:53.003 --> 00:34:55.665
I'm just telling some guy in Bangladesh how to do it.
606
00:34:56.065 --> 00:35:02.170
Um, and so it's like that kind of thing where it's like, I'm not spending a ton of money on it, but it's going to make stuff better.
607
00:35:02.190 --> 00:35:03.771
I just don't know where to find those things.
608
00:35:04.097 --> 00:35:04.237
Mm-hmm.
609
00:35:05.158 --> 00:35:12.945
So first off, I would say don't ever beat yourself up for the fact that you got a five-year leg up on everyone else in terms of never having deprivation.
610
00:35:13.280 --> 00:35:14.041
No, no, I'm not saying that.
611
00:35:14.061 --> 00:35:14.381
Yeah, yeah.
612
00:35:14.421 --> 00:35:16.002
I'm just saying that as like a foundation.
613
00:35:16.042 --> 00:35:17.023
No, I know, I know, I know.
614
00:35:17.063 --> 00:35:18.464
I'm just saying don't ever feel that way.
615
00:35:18.744 --> 00:35:22.887
Like if you got it, if you got the asset, use it, right?
616
00:35:23.227 --> 00:35:29.931
It's like what Alex always says, like Shaquille O'Neal never apologize for being seven feet tall and then therefore being able to make millions of dollars.
617
00:35:29.951 --> 00:35:31.272
So don't worry about that.
618
00:35:32.033 --> 00:35:34.715
That's why you're 18 and you're able to be having these problems.
619
00:35:35.295 --> 00:35:36.316
So I would say –
620
00:35:38.089 --> 00:35:40.511
You need to figure out a reason why you're trying to start.
621
00:35:40.551 --> 00:35:41.852
Like, why are you trying to start so many locations?
622
00:35:41.892 --> 00:35:42.953
Why are you trying to make so much money?
623
00:35:43.453 --> 00:35:44.234
Why don't I get by yet?
624
00:35:44.634 --> 00:35:44.854
What?
625
00:35:44.874 --> 00:35:45.675
I know why.
626
00:35:45.715 --> 00:35:45.915
Why?
627
00:35:46.235 --> 00:35:47.396
Because I want to do missions long term.
628
00:35:47.416 --> 00:35:48.997
I'd be able to, like, build things.
629
00:35:49.357 --> 00:35:49.658
Okay.
630
00:35:49.698 --> 00:35:50.398
Not be like that.
631
00:35:50.418 --> 00:35:54.041
Tell me, like, there's a place for it, but I don't want to do the missionary that, like, sends cards back.
632
00:35:54.061 --> 00:35:56.603
Like, can you donate $12 a month for the rest of your life?
633
00:35:56.703 --> 00:35:57.023
Let's go.
634
00:35:57.043 --> 00:35:57.663
So I can keep doing this.
635
00:35:58.044 --> 00:35:59.625
Yeah, dude, let's make a lot of money.
636
00:35:59.805 --> 00:36:00.986
How much money do you need to do that?
637
00:36:01.006 --> 00:36:01.706
A lot.
638
00:36:01.746 --> 00:36:02.127
How much?
639
00:36:02.327 --> 00:36:02.747
I don't know.
640
00:36:02.767 --> 00:36:03.808
So I'd get clarity in your goal.
641
00:36:03.828 --> 00:36:03.988
Yeah.
642
00:36:08.131 --> 00:36:19.015
But how does that, like if I can't find anything to do, like in aspiration I really want to do things but I don't know what to, it's not that I don't know what to pick, I don't know, like there's nothing to pick, I guess is my question.
643
00:36:19.035 --> 00:36:19.395
What do you mean?
644
00:36:19.575 --> 00:36:34.161
How do I find, like if I've completed everything, like it's September and we're going into winter, I've completed everything as far as like, I sprinted and we succeeded in this year, as far as like we're growing as much as we're gonna grow, as far as like we kind of the track for the rest, our run rate.
645
00:36:35.380 --> 00:36:36.541
And we've succeeded in that.
646
00:36:36.601 --> 00:36:38.262
And I really don't want to like start.
647
00:36:38.302 --> 00:36:39.483
I can't start working on.
648
00:36:39.563 --> 00:36:40.023
I can start.
649
00:36:40.043 --> 00:36:41.364
I can't do spring now.
650
00:36:41.424 --> 00:36:43.325
I can't skip this next couple months.
651
00:36:43.746 --> 00:36:47.148
So instead of these next couple months, it's the same thing people go through in winter.
652
00:36:47.188 --> 00:36:48.309
Hey, I want to work.
653
00:36:48.749 --> 00:36:51.611
I have goals to do as much as I possibly can.
654
00:36:52.667 --> 00:36:56.711
but I don't feel like I have anything to do because it's not like we can start a second location right now.
655
00:36:57.032 --> 00:37:06.142
So what's the next step as far as like, great, we've succeeded in this one location more or less, and we can't start this next one until in August, like the beginning of August, okay, nine months from now,
656
00:37:07.622 --> 00:37:08.122
Where do I go?
657
00:37:08.503 --> 00:37:11.405
So you're like, where do I find things that I'm like deep within to work on?
658
00:37:11.445 --> 00:37:14.046
Not where do I find the energy, but like where do I just find tasks?
659
00:37:14.567 --> 00:37:16.308
This is why like having a coach is important.
660
00:37:16.328 --> 00:37:16.488
Yeah.
661
00:37:16.688 --> 00:37:21.411
Because a coach will look at your P&L and be like, oh yeah, there's like five things here you need to fix and do better.
662
00:37:22.152 --> 00:37:22.372
Right?
663
00:37:22.572 --> 00:37:24.093
You look as good, like it's making profit.
664
00:37:24.153 --> 00:37:25.574
That is ultimately the finish line.
665
00:37:25.834 --> 00:37:27.455
But every good business can become better.
666
00:37:27.475 --> 00:37:27.815
Yeah.
667
00:37:28.236 --> 00:37:31.037
And usually outside eyes looks at him like, oh, whoa, whoa, whoa.
668
00:37:31.077 --> 00:37:32.158
Like what's up with your insurance?
669
00:37:32.178 --> 00:37:32.919
Like what about this?
670
00:37:32.939 --> 00:37:34.340
Like sometimes the best thing to do is,
671
00:37:35.140 --> 00:37:36.802
and everything's going right is play good defense.
672
00:37:37.323 --> 00:37:40.507
So immediately go into like, I'm gonna go with my insurance priced out.
673
00:37:40.607 --> 00:37:42.049
I'm gonna figure out all these efficiencies.
674
00:37:42.069 --> 00:37:43.270
Like go into that mode.
675
00:37:44.171 --> 00:37:44.872
I would also say,
676
00:37:47.711 --> 00:37:49.873
I do think clarity on your vision will be super helpful.
677
00:37:50.794 --> 00:37:54.297
It's really easy for me because 1,000 locations, very hard line.
678
00:37:55.118 --> 00:37:57.500
We need to, we're going public in eight, 12 years.
679
00:37:57.540 --> 00:38:00.062
There's lines you have to cross.
680
00:38:00.162 --> 00:38:04.667
And I would say that gives you a sense of deprivation when you have nothing to do.
681
00:38:05.147 --> 00:38:11.192
When you don't know what to do next, I am so not even close to where my goal is at, and therefore I need to be doing something.
682
00:38:11.233 --> 00:38:12.714
Well, what do I put that energy towards
683
00:38:12.894 --> 00:38:15.356
I guess in that case, I do feel the deprivation of wanting to be there.
684
00:38:15.436 --> 00:38:17.717
I've never felt deprivation of in the business, that kind of thing.
685
00:38:17.737 --> 00:38:20.679
But I do feel like, gosh, I'm not there and I want to be there.
686
00:38:20.920 --> 00:38:25.623
Yeah, I think honestly, if you get some clarity, I would actually determine, okay, what are the mission things you want to do?
687
00:38:26.003 --> 00:38:26.844
How much will that cost?
688
00:38:27.184 --> 00:38:27.904
And work backwards.
689
00:38:28.024 --> 00:38:28.925
How many locations will I need?
690
00:38:29.445 --> 00:38:31.147
How many will the movie be in profit mode?
691
00:38:31.307 --> 00:38:35.410
Work all the way backwards and know the math on that will give you a sense of, like, I'm behind.
692
00:38:36.050 --> 00:38:39.112
You know, like in the outside people, you seem crazy.
693
00:38:39.252 --> 00:38:40.153
Like, why are you working hard?
694
00:38:40.793 --> 00:38:44.576
It's a function of like, you know, the deprivation between where you are right now and where you want to be at.
695
00:38:45.937 --> 00:38:51.221
I would deploy as much energy as possible in those moments that you're like, hey, I have to wait six months for another vocation.
696
00:38:51.641 --> 00:39:00.608
I would deploy all my energy towards defense to make sure the person that comes behind you that is not at the level of entrepreneurship that you are is able to run the business and be just as profitable as you with it.
697
00:39:00.968 --> 00:39:02.129
You got to make the thing dummy proof.
698
00:39:03.027 --> 00:39:04.930
So that's like simplify and systematize everything.
699
00:39:05.251 --> 00:39:06.613
Simplify and standardize everything.
700
00:39:07.234 --> 00:39:07.374
Right?
701
00:39:07.394 --> 00:39:12.943
So anything that you do on a daily basis should be boiled down to how can I make a two-year-old understand this?
702
00:39:13.484 --> 00:39:17.991
Not because they're dumb, because I want the level of skill required to replace you as low as possible.
703
00:39:19.280 --> 00:39:21.121
And so usually I would just slip into defense mode.
704
00:39:21.261 --> 00:39:23.901
As soon as you go into that, everything's going easy.
705
00:39:24.001 --> 00:39:24.221
Great.
706
00:39:24.301 --> 00:39:25.102
Go into defense.
707
00:39:25.502 --> 00:39:30.023
Fix all the problems so that way when the next opportunity comes, you can go fully into it.
708
00:39:30.043 --> 00:39:34.444
Like 100% of it into it because this is so dumbied down for someone to hand it off to.
709
00:39:35.745 --> 00:39:36.105
Make sense?
710
00:39:37.120 --> 00:39:37.680
I know you've had...
711
00:39:39.321 --> 00:39:39.801
I'm so sorry.
712
00:39:39.921 --> 00:39:40.922
Just hide your...
713
00:39:40.982 --> 00:39:48.565
I thought of the back end of my question, I'm like, when it's a Friday morning, you open your computer, all the field work is done, there's nothing you need to do.
714
00:39:48.585 --> 00:39:50.706
Yeah, because we were more times, it's like, what do we do?
715
00:39:50.746 --> 00:39:51.006
Yeah.
716
00:39:51.973 --> 00:39:55.954
Yeah, so I would just, what does an architect do?
717
00:39:56.014 --> 00:39:57.295
An architect is not going inside the building.
718
00:39:57.315 --> 00:39:58.075
They step away.
719
00:39:58.355 --> 00:40:00.516
They create the plan for the feature, the blueprint.
720
00:40:01.056 --> 00:40:04.797
And then they look at areas of the building that need fixing or have problems or stress.
721
00:40:05.097 --> 00:40:06.077
And then they solve those.
722
00:40:06.617 --> 00:40:10.439
And the challenging part as entrepreneurs is you are running the business as an entrepreneur.
723
00:40:10.879 --> 00:40:14.380
The level of skill of someone coming behind you is not going to be at your level.
724
00:40:14.920 --> 00:40:16.620
And there will be churn at that position.
725
00:40:17.161 --> 00:40:23.082
And so you wanna ask yourself throughout the day, what are the things, when things were going bad, what was happening?
726
00:40:23.462 --> 00:40:24.463
And solve those problems.
727
00:40:25.163 --> 00:40:29.124
When everything's going good, you gotta solve the problems of the things that were happening when times are bad.
728
00:40:30.824 --> 00:40:34.525
Just because things are good does not mean it's like next spring rush is not gonna happen, it's gonna happen again.
729
00:40:35.425 --> 00:40:40.647
So how do I solve those problems, create the systems in place so that someone behind me can still operate this business?
730
00:40:42.376 --> 00:40:48.399
I missed conference in 20, 20, was it the 24, 2023, whatever you went through like your why.
731
00:40:48.419 --> 00:40:50.319
I've heard like all like the stuff about it.
732
00:40:52.440 --> 00:40:59.303
Cause I know you're like outside of the business schools are not, not unlike if that makes sense.
733
00:41:00.004 --> 00:41:01.524
How have you gone through like actually defined it?
734
00:41:01.544 --> 00:41:02.725
Cause right now I'm like, I don't know.
735
00:41:02.805 --> 00:41:04.185
I do like a lot as much as possible.
736
00:41:04.205 --> 00:41:07.807
Like I just want to work and then do that later on that kind of thing.
737
00:41:08.787 --> 00:41:10.848
how have you gone through actually defining that?
738
00:41:10.868 --> 00:41:17.672
Because it's like, ideally this, but if I could get to this, I would so much rather do that because you just do more of this.
739
00:41:18.552 --> 00:41:22.995
Yeah, so I have very superficial goals that are public because everyone can understand them.
740
00:41:23.015 --> 00:41:26.216
So it's like change the level of professionalism in the industry, we all know what that means.
741
00:41:26.476 --> 00:41:32.179
What professional means, great, you answer your phones, you show up in a uniform, you have trucks that are labeled, you're insured, all that stuff.
742
00:41:33.160 --> 00:41:37.622
On the personal media side, we say we want to make home service business owners rich.
743
00:41:38.002 --> 00:41:38.182
Right.
744
00:41:38.342 --> 00:41:41.285
And we say it very blunt on the nose that people get just get it.
745
00:41:41.526 --> 00:41:42.727
Oh, he wants to make people money.
746
00:41:42.887 --> 00:41:43.888
Cool.
747
00:41:44.569 --> 00:41:47.692
For me, I want I want people to avoid the pain I went through.
748
00:41:48.393 --> 00:41:54.118
And I don't want them to have to go through five, 10 years of unprofitability, being their head against one, almost getting killed because I didn't have systems in the business.
749
00:41:54.799 --> 00:42:01.281
And so that passion will outlive hitting the more vanity metric of like a thousand locations.
750
00:42:01.621 --> 00:42:07.982
Because every single time I talk to anyone, anyone doing under two million, I know exactly what their pains are and what they're feeling.
751
00:42:08.303 --> 00:42:13.464
And like the incredible immense load of pain and pressure that comes with not having systems in the business.
752
00:42:14.263 --> 00:42:15.684
And so I can empathize with them.
753
00:42:16.004 --> 00:42:18.625
I get very emotional and involved with them.
754
00:42:19.845 --> 00:42:21.365
So I used to preach back in the day, right?
755
00:42:21.385 --> 00:42:22.246
Because you know this language.
756
00:42:22.266 --> 00:42:28.868
So I used to preach, and after you preach, you get off stage, and you were like, I'm, me personally, I'm physically drained.
757
00:42:29.348 --> 00:42:31.329
Like, because your operating is a different level.
758
00:42:31.749 --> 00:42:33.970
And I get the exact same thing after talking to business owners.
759
00:42:34.530 --> 00:42:36.172
Because you care so deeply about the person.
760
00:42:36.192 --> 00:42:40.377
In this case, not their soul, but you care about solving pain for them and their business.
761
00:42:40.917 --> 00:42:45.743
And knowing that that pain causes pain in their relationships, pain in their physical life, mental health, and all the rest of it.
762
00:42:46.043 --> 00:42:48.886
And so I can't solve... Like, it is...
763
00:42:49.967 --> 00:42:52.669
It is a savior's complex.
764
00:42:52.689 --> 00:42:54.330
I think I will be able to change everyone's soul.
765
00:42:54.710 --> 00:42:57.411
But I know I can change just pain for them in their business.
766
00:42:57.791 --> 00:43:00.373
And if that, then it affects all these other aspects.
767
00:43:00.853 --> 00:43:03.214
And so I get really worked up and emotional about that.
768
00:43:03.615 --> 00:43:05.115
And so it's not a fake.
769
00:43:05.135 --> 00:43:05.636
It's not a facade.
770
00:43:05.656 --> 00:43:06.456
I don't have to put that on.
771
00:43:06.696 --> 00:43:09.858
And so anything that turns you on that way, I would just lean into it.
772
00:43:10.198 --> 00:43:14.561
And I'd create definition in terms like, oh, like, I felt really good doing those things.
773
00:43:15.161 --> 00:43:18.543
And then just like, how do I build a business that I get to do more of that?
774
00:43:18.683 --> 00:43:20.265
Where do I put a mind technical behind that?
775
00:43:20.305 --> 00:43:20.825
Or a seismic behind that?
776
00:43:21.646 --> 00:43:22.647
Because then you know what the goal is.
777
00:43:22.667 --> 00:43:24.769
So for example, if you're like, okay, I want to do missions.
778
00:43:25.797 --> 00:43:27.498
Is that, what is that?
779
00:43:27.858 --> 00:43:30.639
Is that like, are you talking about building orphanages?
780
00:43:30.659 --> 00:43:31.920
Are you talking about making schools?
781
00:43:32.060 --> 00:43:37.142
Yeah, I think it's on that side of like, I guess not necessarily like long term where I lived there for 10 years or whatever kind of thing.
782
00:43:37.202 --> 00:43:37.382
Right.
783
00:43:37.562 --> 00:43:48.326
Having it be, Garrett and I have talked to someone about this, of like having it be where it's like, oh, Bryson did this, so therefore Bryson would be a valuable asset to like whatever organization kind of thing.
784
00:43:48.446 --> 00:43:48.987
Okay.
785
00:43:49.047 --> 00:43:51.908
And then being more of like the, you know, higher up,
786
00:43:52.688 --> 00:43:55.570
position in that, almost like an advisor role kind of thing.
787
00:43:55.590 --> 00:43:56.871
But then also being able to be like...
788
00:43:56.891 --> 00:43:57.592
In a non-profit?
789
00:43:57.632 --> 00:44:01.654
Yeah, but also being able to... Because there's not as many issues of conflict of interest in a non-profit.
790
00:44:01.694 --> 00:44:04.536
If you're like, oh, well, I'm part of this, but also they need this.
791
00:44:04.596 --> 00:44:06.458
I can make this donation towards this.
792
00:44:06.478 --> 00:44:09.660
And I can actually know where that need is needed the most.
793
00:44:10.640 --> 00:44:12.842
Yeah, so I guess all of the above, both...
794
00:44:13.972 --> 00:44:17.613
having that be my actual day-to-day and then also having it be something where it's large monetary.
795
00:44:18.333 --> 00:44:19.073
Yeah, so...
796
00:44:19.293 --> 00:44:21.034
Towards large amounts of money towards that.
797
00:44:21.214 --> 00:44:25.815
In my opinion, this is my opinion, giving large sums of money mostly helps you in your brain.
798
00:44:26.195 --> 00:44:26.895
Sure.
799
00:44:27.295 --> 00:44:29.296
But... One second, one second.
800
00:44:29.816 --> 00:44:33.617
Giving that money to something that you're really passionate about is super awesome.
801
00:44:33.797 --> 00:44:33.917
Yeah.
802
00:44:34.077 --> 00:44:38.218
And how I would figure out more clarity around where you want to give that money to.
803
00:44:38.258 --> 00:44:38.398
I know.
804
00:44:38.918 --> 00:44:41.539
And I'd just get over there, I'd be like, where do I want the money to go?
805
00:44:42.080 --> 00:44:42.860
What do I want it to do?
806
00:44:42.960 --> 00:44:45.481
And then you have an emotional bond when you give the money.
807
00:44:45.862 --> 00:44:53.185
I guess I know what it would go, I guess it's Haiti and it's kids in Haiti, so that's rewarding since I was like seven.
808
00:44:53.225 --> 00:44:56.407
I like sometimes on weekends we'll go in contracts and do different meal packs.
809
00:44:57.288 --> 00:45:02.550
I started a meal pack in Florida that we did like a 1.5 million meals or something like that.
810
00:45:02.990 --> 00:45:04.911
So I know it's like that and around that.
811
00:45:05.312 --> 00:45:05.492
Yeah.
812
00:45:06.192 --> 00:45:06.972
As of now, right?
813
00:45:07.093 --> 00:45:07.353
Right.
814
00:45:09.862 --> 00:45:13.226
I guess it's more of just like, well, if you could do one of these things, that's awesome.
815
00:45:13.246 --> 00:45:16.810
But if I could work harder, make more money, and then do two of them, that's really cool.
816
00:45:16.950 --> 00:45:17.992
Or three, whatever kind of thing.
817
00:45:18.092 --> 00:45:18.953
Does that make sense?
818
00:45:18.993 --> 00:45:20.114
I guess that's what's hard.
819
00:45:20.134 --> 00:45:22.236
I know exactly what I want to do
820
00:45:23.072 --> 00:45:28.095
where I want to do it, but obviously everybody would rather do 100 times more if possible.
821
00:45:28.135 --> 00:45:32.817
And so I have a hard time putting like, oh, I want to make this much money, then I can be done, if that makes sense.
822
00:45:32.957 --> 00:45:37.660
Or be done with the business side of things and then still put that much effort into something else.
823
00:45:38.100 --> 00:45:42.582
I have a hard time being like, oh, well, I'll be done with growing.
824
00:45:43.823 --> 00:45:46.804
I'll be done with this, and then I'll put that effort into this.
825
00:45:46.944 --> 00:45:49.246
I have a hard time defining when I'll be done.
826
00:45:49.266 --> 00:45:49.786
It is a done thing.
827
00:45:50.248 --> 00:45:51.509
Most of the time that doesn't happen.
828
00:45:51.609 --> 00:45:53.570
Most of the time I see is people who give a little.
829
00:45:53.810 --> 00:45:55.231
When they get more, they give more.
830
00:45:55.571 --> 00:45:55.771
Sure.
831
00:45:56.491 --> 00:45:57.852
Yeah, and so that's my issue.
832
00:45:57.872 --> 00:45:59.133
I have a hard time defining.
833
00:45:59.313 --> 00:46:01.894
You said define how much money you need.
834
00:46:01.934 --> 00:46:02.355
I said a lot.
835
00:46:02.375 --> 00:46:03.455
You're like, well, to figure that out.
836
00:46:03.635 --> 00:46:05.016
I just don't know where that line is.
837
00:46:05.516 --> 00:46:05.696
Yeah.
838
00:46:06.357 --> 00:46:07.718
It comes from the architect.
839
00:46:07.858 --> 00:46:10.119
In the architect phase, I would really think through that.
840
00:46:10.779 --> 00:46:19.124
If you're thinking about from a legacy perspective or the feeling that you want or is it the thing that you want to see, really getting clarity on why do I give this money?
841
00:46:19.920 --> 00:46:22.062
Like that's a really important thing when it comes to philanthropy in my opinion.
842
00:46:22.082 --> 00:46:23.803
It's like, why am I giving this money?
843
00:46:24.664 --> 00:46:29.729
And then like, what do I wanna change in these people's lives or their circumstances or like the change in the world I wanna see?
844
00:46:29.989 --> 00:46:37.956
Great, what would be a number of people or like what's the impact I need to make and quantify that?
845
00:46:38.156 --> 00:46:42.119
The easier it is then to say backtrack it like, this is the size of business I need to get there.
846
00:46:43.180 --> 00:46:46.143
Instead of saying like an arbitrary number of locations, you might be able to get there with 10 locations.
847
00:46:48.057 --> 00:46:48.678
If that's the goal.
848
00:46:48.918 --> 00:46:50.299
But then you get to something double at 20.
849
00:46:50.339 --> 00:46:51.501
I guess that's my issue.
850
00:46:51.561 --> 00:46:53.362
I just don't know if there's a great answer to it.
851
00:46:53.523 --> 00:46:53.903
There's not.
852
00:46:54.464 --> 00:46:55.164
Only you know that.
853
00:46:55.224 --> 00:47:01.491
Because otherwise you'll be 85 years old trying to grow your businesses and be like, I'm one day gonna give to the kids in Haiti.
854
00:47:01.991 --> 00:47:10.139
And so you think about even over the course of a 40 year career, for example, yes, you can make more money, but eventually you run out of time.
855
00:47:10.700 --> 00:47:14.282
And so if you only have five years at the end of your career to give, it's like, it's so much.
856
00:47:14.343 --> 00:47:18.565
But what if you would have been able to grow half as big, but you did 20 years on it, right?
857
00:47:18.585 --> 00:47:26.391
I think I've more thought about it in like a span of years of like, what can I get to by 28 or – because that's 10 years – or 28 or 30 or whatever.
858
00:47:26.411 --> 00:47:32.375
More of like, hey, just do as much as possible until this time and then transition instead of coming to like a monetary thing.
859
00:47:32.635 --> 00:47:35.197
Because time is more definitive as far as like –
860
00:47:37.199 --> 00:47:38.543
Because that's a done, right?
861
00:47:38.603 --> 00:47:44.078
Money could keep going, but as far as years go, once 10 years is up, it's done.
862
00:47:44.539 --> 00:47:47.687
And then it's like, okay, we've created this off that, so now go do this.
863
00:47:47.707 --> 00:47:49.753
Yeah, only you can answer that question.
864
00:47:50.174 --> 00:47:50.795
Yeah, it's a tough one.
1
00:00:00.175 --> 00:00:06.657
Hey everyone, it's Mike Andes and today we're gonna be headed over to Colorado and talking to a specific owner inside of Augusta Long here.
2
00:00:06.837 --> 00:00:11.119
He's 18 years old, he's already grown the business to almost $800,000 in annual revenue.
3
00:00:11.479 --> 00:00:14.800
He's just put it into profit mode and is thinking about starting a second location.
4
00:00:15.160 --> 00:00:18.842
He's got a great general manager and is trying to find another general manager.
5
00:00:19.162 --> 00:00:27.385
And so we're gonna be talking about what does it take to actually get a secondary general manager and what's the difference between leading technicians and then managing managers.
6
00:00:27.645 --> 00:00:32.828
That's a skill he hasn't learned, and at 18 years old, there's probably things that he's going to have to learn next year that will be difficult.
7
00:00:33.089 --> 00:00:42.675
So let's see if we can figure out a way to make that learning curve a little bit less steep, and how he can grow the business in the future, because he wants to get to millions and millions in revenue.
8
00:00:43.215 --> 00:00:44.216
Tens of locations.
9
00:00:44.296 --> 00:00:52.621
Bryson started off as a solo operator just a few years ago inside of Augusta Lawn Care, graduated this year from high school, and in doing that has grown up to almost $800,000.
10
00:00:52.662 --> 00:00:56.344
Let's go ahead and check in with Bryson from North Colorado Springs, Colorado.
11
00:00:56.564 --> 00:00:59.169
Augusta Long Care of North Colorado Springs.
12
00:00:59.209 --> 00:00:59.810
Let's go.
13
00:01:00.310 --> 00:01:03.376
Last year, 150,000 went to 550 this year.
14
00:01:05.299 --> 00:01:06.942
Got 65,000 working capital.
15
00:01:06.962 --> 00:01:07.442
Very good.
16
00:01:07.462 --> 00:01:09.887
We got five employees.
17
00:01:10.980 --> 00:01:12.420
Down to four as of this past week.
18
00:01:12.601 --> 00:01:13.281
Cool, yep.
19
00:01:13.821 --> 00:01:14.761
Trying to put a delay off.
20
00:01:15.902 --> 00:01:18.342
All right, you're doing Christmas, everyone's doing Christmas lights around here, let's go.
21
00:01:18.362 --> 00:01:22.003
That one for us is more of like a, we'll take what we get.
22
00:01:22.223 --> 00:01:25.565
Yeah, oh and you graduated this year, let's go.
23
00:01:25.905 --> 00:01:28.465
And, but snow is our main one.
24
00:01:28.485 --> 00:01:33.727
Winter services and Christmas lights are like, we'll send out the email, we'll take what we get, but snow's okay.
25
00:01:33.747 --> 00:01:34.807
Residential or commercial?
26
00:01:35.167 --> 00:01:35.288
Both.
27
00:01:35.708 --> 00:01:36.808
God, is he doing a little bit of both?
28
00:01:36.828 --> 00:01:36.948
Yeah.
29
00:01:36.968 --> 00:01:38.188
Okay, awesome.
30
00:01:38.328 --> 00:01:39.969
Not more on the residential side, but like,
31
00:01:40.437 --> 00:01:40.677
Okay.
32
00:01:40.897 --> 00:01:42.739
We do it for at least this year.
33
00:01:43.019 --> 00:01:43.539
Okay.
34
00:01:44.440 --> 00:01:44.640
Cool.
35
00:01:44.720 --> 00:01:48.423
Are you going to grow past a million, or are you going to throw this in the profit mode next year?
36
00:01:48.463 --> 00:01:49.503
We'll do a million, yeah.
37
00:01:49.523 --> 00:01:50.464
Okay, so you're going to go right through it.
38
00:01:50.484 --> 00:01:51.585
Okay, cool.
39
00:01:52.025 --> 00:01:52.245
Sweet.
40
00:01:52.305 --> 00:01:52.966
What can I help with?
41
00:01:54.787 --> 00:02:00.051
Well, I guess my personal thing is, like I said, my goal is 25 locations in the next eight to 10 years.
42
00:02:01.092 --> 00:02:01.572
Okay.
43
00:02:01.612 --> 00:02:01.792
Yeah.
44
00:02:01.872 --> 00:02:02.973
That changes things a little bit.
45
00:02:03.053 --> 00:02:03.313
Okay.
46
00:02:03.553 --> 00:02:04.294
We'll do it.
47
00:02:04.494 --> 00:02:06.416
So we're opening another location next year.
48
00:02:06.556 --> 00:02:07.076
Okay.
49
00:02:07.116 --> 00:02:07.776
We're splitting off.
50
00:02:08.157 --> 00:02:08.317
Okay.
51
00:02:09.306 --> 00:02:10.789
A current inside of your area?
52
00:02:10.809 --> 00:02:11.169
Correct.
53
00:02:11.189 --> 00:02:11.390
Okay.
54
00:02:11.410 --> 00:02:16.538
Because we have a pretty big, like, there's nobody else around us, so we can service wherever.
55
00:02:16.579 --> 00:02:17.680
Do you start as a solo operator?
56
00:02:17.700 --> 00:02:17.801
Yeah.
57
00:02:18.659 --> 00:02:22.101
Yeah, I was going to say, because we usually only give Norse to solo operas back in the day.
58
00:02:22.121 --> 00:02:24.203
Yeah, I came in January of 23.
59
00:02:24.223 --> 00:02:25.224
Dude, good for you.
60
00:02:25.704 --> 00:02:27.385
You're one of the last few.
61
00:02:27.425 --> 00:02:27.745
Let's go.
62
00:02:27.765 --> 00:02:30.828
That was when the Delta, the Alaska Airlines door fell off.
63
00:02:31.448 --> 00:02:31.948
Oh, yeah.
64
00:02:32.069 --> 00:02:33.890
And so they canceled it.
65
00:02:33.990 --> 00:02:40.034
My flight was not effective, but they kicked me off my plane to give somebody else who was an adult off their flight.
66
00:02:40.234 --> 00:02:41.655
And so I emailed you and Lee.
67
00:02:41.675 --> 00:02:42.936
I was like, I might not be able to make it.
68
00:02:42.956 --> 00:02:43.497
And I showed up.
69
00:02:43.517 --> 00:02:44.978
And you were like, is the minor?
70
00:02:44.998 --> 00:02:45.798
Did the minor make it?
71
00:02:45.818 --> 00:02:46.319
I'm sorry.
72
00:02:49.561 --> 00:02:52.902
But no, so I guess like that, yeah, so that's the goal.
73
00:02:52.982 --> 00:02:54.823
And Andrew's a big part of that.
74
00:02:56.024 --> 00:02:57.004
We've actually met at school.
75
00:02:57.024 --> 00:02:58.065
He's just incredibly bright.
76
00:02:58.345 --> 00:02:58.505
Cool.
77
00:02:58.625 --> 00:02:59.745
What's your monthly turn?
78
00:02:59.785 --> 00:03:00.726
Because you're growing quickly.
79
00:03:00.746 --> 00:03:02.967
So what's your monthly say in the last few months?
80
00:03:03.007 --> 00:03:04.247
Is it like 60,000?
81
00:03:04.788 --> 00:03:06.408
Yeah, like 55 to 65.
82
00:03:06.929 --> 00:03:10.310
Last month we had a big project with like 90, but like 55 to 65.
83
00:03:10.350 --> 00:03:10.690
Okay, cool.
84
00:03:10.710 --> 00:03:13.452
So we're at 415 as of today.
85
00:03:13.472 --> 00:03:13.712
Okay.
86
00:03:17.481 --> 00:03:25.168
So I guess my biggest thing is in the next couple of years, we're opening up another one next year, and the goal is possibly two in 2027.
87
00:03:25.709 --> 00:03:29.472
And I guess that's what Andrew's question is about, as long as we have the cash kind of thing.
88
00:03:31.174 --> 00:03:33.616
I need to figure out how to become the leader for that.
89
00:03:33.816 --> 00:03:36.418
And I guess what are the things that I should be working on to become?
90
00:03:37.079 --> 00:03:43.445
Because next year I will not be a general manager, we'll have two, Andrew being one of them, one being an undecided person.
91
00:03:43.725 --> 00:03:46.107
Okay, so you're not going to start the second one.
92
00:03:46.728 --> 00:03:47.288
You're not going to start.
93
00:03:47.308 --> 00:03:47.949
You're going to get a gentleman.
94
00:03:47.969 --> 00:03:53.273
I'll be involved, probably, but I'm not going to be the person in charge of operations and that and stuff like that.
95
00:03:53.514 --> 00:03:53.654
Okay.
96
00:03:53.814 --> 00:03:56.096
I will be very much a regional, so still completely.
97
00:03:56.356 --> 00:03:58.117
I will be doing nothing else other than working.
98
00:03:58.137 --> 00:03:58.758
You're good at sales.
99
00:03:58.918 --> 00:03:59.719
You're really good at sales.
100
00:04:00.139 --> 00:04:00.279
Okay.
101
00:04:01.666 --> 00:04:09.170
And so I need to figure out how to go from managing, like the spring went from managing zero people to five people, and that was like the weirdest, hardest time of my life.
102
00:04:09.730 --> 00:04:11.511
And I feel like it's going to be the same thing.
103
00:04:11.571 --> 00:04:20.936
Andrew's nice because we know each other so well that it's going to be almost like he's a little bit of a free pass as far as having to figure out how to, like I can tell him bluntly anything and he just accepts it.
104
00:04:21.937 --> 00:04:28.560
But I don't want to have to plan on, like I don't want to have to plan on like, oh, I can treat Andrew not as good as him.
105
00:04:30.338 --> 00:04:31.559
I can turn him out ever I want.
106
00:04:31.599 --> 00:04:34.662
I can be more blunt and just tell him, you did terrible at this, fix this.
107
00:04:34.682 --> 00:04:36.763
And he'll take it and he'll do it and he'll be good at it.
108
00:04:36.883 --> 00:04:45.130
But I don't want to be that person to him and so I need to figure out what are the couple things that I can do to go from zero gender managers to two to possibly four in 2027.
109
00:04:46.682 --> 00:04:50.363
Yeah, so the constraint for multiple locations is finding great general managers.
110
00:04:50.843 --> 00:04:55.685
The challenging thing when you get your first general manager to be great is you think that they're all gonna be that way.
111
00:04:56.945 --> 00:04:59.086
And you can build it two ways.
112
00:04:59.326 --> 00:05:09.869
One is you've tried to find and attract great GMs that are unicorns, like Andrew, and you grow slower because finding them is very difficult and you'll churn through poor ones very quickly.
113
00:05:10.409 --> 00:05:16.794
Or you make the systems in place where you can take someone who's kind of an A-B-plus player and it works.
114
00:05:17.434 --> 00:05:26.281
Now, putting an A- or B-plus player in an existing location that's in profit mode doing $600,000, $700,000 in revenue, very possible.
115
00:05:27.341 --> 00:05:31.744
Finding your second GM to be the sales-related GM in the next location is...
116
00:05:32.828 --> 00:05:36.750
Very difficult if you also lack the skill of managing managers.
117
00:05:37.630 --> 00:05:44.073
I would not warn you, I would just say caution, tail, is there's gonna be a huge learning curve for you next year.
118
00:05:44.514 --> 00:05:47.755
So just know you are stepping into very, very difficult territory next year.
119
00:05:47.815 --> 00:05:51.257
I think you'll absolutely crush it, and at your age you should take all the risk in the world.
120
00:05:51.277 --> 00:05:52.077
There's only upside.
121
00:05:52.517 --> 00:05:55.759
So learning that skill is super valuable, so I would take the risk.
122
00:05:56.439 --> 00:06:08.303
Just know that it is very difficult to have this location fresh into profit mode and then starting to get your second location with a sales-oriented GM that's going to have to be all like pounding doors.
123
00:06:08.783 --> 00:06:12.744
KPIs are much more around outbound versus much more profit.
124
00:06:12.764 --> 00:06:13.585
It'll probably be Andrew.
125
00:06:13.605 --> 00:06:14.605
Oh, you're going to move Andrew over.
126
00:06:15.285 --> 00:06:16.446
Yes, that's what I'm thinking.
127
00:06:17.287 --> 00:06:17.808
I would agree.
128
00:06:18.108 --> 00:06:20.050
So might as well throw the lesser skilled person.
129
00:06:20.070 --> 00:06:21.011
Yeah, I would agree with that.
130
00:06:21.031 --> 00:06:22.973
Especially because I'm going to be pretty much the RM.
131
00:06:23.293 --> 00:06:26.616
And so I still have very much a foot in everything.
132
00:06:27.097 --> 00:06:29.239
Where if something's failing, have that.
133
00:06:29.559 --> 00:06:31.881
And then have you found anyone for your first location yet?
134
00:06:31.901 --> 00:06:32.682
We have an idea.
135
00:06:32.902 --> 00:06:37.047
But it's not something where we come to them and be like, hey, do you want to do this?
136
00:06:37.227 --> 00:06:37.567
Right.
137
00:06:38.748 --> 00:06:42.731
So your question is really like... Like how do I just become the person that they deserve kind of thing?
138
00:06:42.851 --> 00:06:47.535
Because we are thinking about, like I've talked to Connor Hutchinson a lot in his model and stuff like that.
139
00:06:47.555 --> 00:06:48.896
So that's kind of what we really thought about.
140
00:06:48.916 --> 00:06:57.723
I've talked to him about like how can we take the dumbest person or like what they talk about in the e-myth where it's like how can you take a monkey and be able to make them manage a location?
141
00:06:58.163 --> 00:07:03.428
And so we, Connor talks, Connor's been talking a lot about like the home office thing of like building, building it to where...
142
00:07:04.388 --> 00:07:07.732
Because right now, somebody in command center gets a call.
143
00:07:07.772 --> 00:07:09.774
They can't handle it, so they have to come to me or whatever.
144
00:07:10.094 --> 00:07:13.137
But they can't handle it because they're not actually our phone reps.
145
00:07:13.157 --> 00:07:14.318
They're command center phone reps.
146
00:07:14.358 --> 00:07:21.084
But if I answered the phone, I could handle it on the phone the first time or if somebody who was actually in the business every time could answer it.
147
00:07:21.625 --> 00:07:27.791
So we thought about doing that just to literally take every routing, scheduling, all that stuff off the general manager's plate.
148
00:07:29.297 --> 00:07:32.959
Because obviously it's hard for command center to do because they're not here, but if it was an in-person thing.
149
00:07:33.740 --> 00:07:37.603
Yeah, so I'm a big fan of doing a home office, especially when you pass a million.
150
00:07:38.623 --> 00:07:47.810
I would also say, if you look at everyone that's successful in terms of home office in Augusta, unless I'm forgetting somebody, every single one that's successful has their spouse involved.
151
00:07:47.830 --> 00:07:48.390
I was going to say, yes.
152
00:07:49.405 --> 00:07:53.207
So let's go into that, Bryson.
153
00:07:53.227 --> 00:07:56.149
Back to that personal capacity.
154
00:07:58.650 --> 00:07:59.611
You need to do some interviewing.
155
00:08:02.652 --> 00:08:12.478
The reason I say that, though, is because if you don't have that, the reason many of them are successful is because they have someone who's willing to work 50, 60 hours a week, work on the weekends, on the evenings, et cetera.
156
00:08:12.998 --> 00:08:17.441
And so they have overcome the hardest hurdle in building an office with just someone that doesn't leave.
157
00:08:17.861 --> 00:08:18.121
Right.
158
00:08:18.421 --> 00:08:19.382
Because they're locked in.
159
00:08:20.122 --> 00:08:21.644
And so I'm a fan of that.
160
00:08:21.984 --> 00:08:29.129
I also ask myself, okay, if you want to get 25 locations, your spouse down the road probably does not want to be managing 15 people in the office.
161
00:08:29.870 --> 00:08:31.831
And so I would just think through that.
162
00:08:32.692 --> 00:08:37.395
And I believe in a way, because I know there's certain limitations with command center when you're great scaling.
163
00:08:37.676 --> 00:08:43.160
It forces you to build the business in a way that you can make a home office with a higher probability of success.
164
00:08:43.780 --> 00:08:50.287
Because what I find a lot of people that are not inside of Augusta, when they start getting an office person, they have so much autonomy.
165
00:08:50.907 --> 00:08:58.715
They become so much complexity and such lack of standardization because they don't have the funnel of like, oh, you can only do these three or four things.
166
00:08:58.955 --> 00:09:00.456
Your pricing has to kind of look like this.
167
00:09:00.476 --> 00:09:01.678
It has to all fit in the wiki.
168
00:09:02.218 --> 00:09:07.843
And so I would just kind of – I would put off making a home office as long as possible.
169
00:09:08.464 --> 00:09:11.887
We were thinking in 2027, it was like when we started.
170
00:09:11.907 --> 00:09:14.269
Yeah, and you know, we got three years, or two years to find a wife.
171
00:09:14.409 --> 00:09:14.950
No, I'm just joking.
172
00:09:15.470 --> 00:09:17.152
It's like 14 months, dude.
173
00:09:17.652 --> 00:09:19.213
Yeah.
174
00:09:19.614 --> 00:09:21.916
Well, get after it, bro.
175
00:09:22.276 --> 00:09:26.099
It'd just be a matter of, I don't think it's like, to be clear, I don't think you need a spouse.
176
00:09:26.300 --> 00:09:28.502
What I'm saying is they have de-risked
177
00:09:29.082 --> 00:09:31.285
creating an office by having someone who's not going to leave.
178
00:09:31.305 --> 00:09:44.361
And that's why I'm trying to have it be where I don't, like I'm not a manager at all next year, well, I'm a general manager at all next year, so that I can deploy, not that we do an office next year, but I can deploy my time to things like that, where it's like, great, I now have no more things to do.
179
00:09:45.222 --> 00:09:47.305
What can I fill my time with to grow?
180
00:09:47.465 --> 00:09:50.166
And I would just be careful with filling with admin-related tasks.
181
00:09:50.206 --> 00:09:50.407
Yes.
182
00:09:50.747 --> 00:09:52.808
That's my biggest fear when you're so growth-minded.
183
00:09:52.848 --> 00:10:00.892
In that phase, it would be more of like, okay, how do I – it might be admin by doing admin to train the first admin person.
184
00:10:01.152 --> 00:10:03.293
But obviously stepping out of that as soon as possible.
185
00:10:06.677 --> 00:10:11.941
Yeah, and Comanson next year's spring, by the way, is going to probably record all their training, their in-person training.
186
00:10:12.261 --> 00:10:14.803
So you could hand it off to someone to learn, so that'll help a little bit.
187
00:10:16.004 --> 00:10:21.808
We've never done it in the past because it's very difficult to do video training in person because they're doing a lot of role-playing, but we're going to try to figure it out this spring.
188
00:10:22.169 --> 00:10:27.452
So that would be helpful, but I would just put a big caution around, I'm going to build the home office now.
189
00:10:27.492 --> 00:10:33.517
For example, Connor was doing $180,000 to $200,000 a month in revenue and then started figuring out the home office thing.
190
00:10:33.857 --> 00:10:37.018
And we were like, right before I sold it to him, we were already considering it.
191
00:10:37.038 --> 00:10:40.079
Because like, hey, we got all these people, like, let's just get one person and kind of manage it all.
192
00:10:40.339 --> 00:10:44.160
And if we have a little bit of churn, fine, we can always hand it back to command center as long as we stay inside the systems.
193
00:10:44.820 --> 00:10:52.042
And so like, I would say if you don't have a spouse, I would just make sure you follow the systems enough to where if someone bounced, you can quickly hand it back.
194
00:10:52.102 --> 00:10:53.542
Yeah, that's what we were trying to do too is...
195
00:10:54.423 --> 00:10:56.205
Like in 25th, I said, we have four locations.
196
00:10:56.326 --> 00:10:57.187
Hopefully, like theory.
197
00:10:57.207 --> 00:10:57.387
Yeah.
198
00:10:57.588 --> 00:11:00.131
And that's where we can automatically start with like two or three people.
199
00:11:00.372 --> 00:11:01.133
Yeah.
200
00:11:01.173 --> 00:11:04.278
That way if one person leaves, it's not the entire thing.
201
00:11:04.378 --> 00:11:08.725
It's like, oh, if we have three people and one person leaves, the other person can just jump in and the other two people can leave.
202
00:11:09.083 --> 00:11:12.668
Yep, and when you hit four locations, you're growing at like 2.5 to 3 million.
203
00:11:12.688 --> 00:11:18.316
And from an admin perspective, what starts to happen is you start needing, you need specialists instead of generalists.
204
00:11:19.017 --> 00:11:25.326
So what happens is at like 1.5 to 3 million, you have this nice window for an admin, which is you have like two or three generalists.
205
00:11:25.827 --> 00:11:39.710
Then as you pass three million, you need specialists, which makes it hard because now you have a payroll person, you have someone who does sales, like the over the phone stuff, you have someone who does phones, for example, and now you actually have three or four different points of failure.
206
00:11:39.730 --> 00:11:46.332
This is what we went through when we had like 90 to 100 locations at Augusta, is we had to take command center, which everyone used to be trained on everything.
207
00:11:46.852 --> 00:11:48.973
Then we said, okay, now we have like five departments.
208
00:11:49.313 --> 00:11:53.654
But the problem was there's one or two people, and if one person was sick and one person was on vacation, I have no one to do payroll.
209
00:11:54.747 --> 00:12:01.493
And so there's like this nice happy medium, 1.5 to 3 million I find, when it comes to having a home office.
210
00:12:01.613 --> 00:12:03.915
And so I would just be careful about specializing.
211
00:12:04.155 --> 00:12:05.736
Once you get three or four people, too soon.
212
00:12:05.756 --> 00:12:07.257
It's almost like the wilderness.
213
00:12:07.578 --> 00:12:09.279
Yeah, you keep them in generalists for a bit.
214
00:12:09.359 --> 00:12:10.780
It takes longer to train.
215
00:12:11.821 --> 00:12:14.904
But having... You throw them in there and have the other people catch up.
216
00:12:14.924 --> 00:12:17.366
And that's the advantage of having a spouse in there.
217
00:12:17.506 --> 00:12:19.127
Because what you do is you make them a generalist.
218
00:12:19.267 --> 00:12:21.129
And if someone's out, they can fill in the gaps.
219
00:12:22.062 --> 00:12:33.569
So that's like, I tell you, I always just, a cautionary tale, and also just, when you, if you are dating and going after a girl down the road, and you're thinking about this, make sure it's like, do they want to be managing five or ten people?
220
00:12:34.129 --> 00:12:38.852
Because if not, they then need to just know, they need to be back up for a minute, and get an office manager.
221
00:12:38.872 --> 00:12:39.312
All they are all out.
222
00:12:39.878 --> 00:12:43.879
Yeah, and then like in the upcoming book, I actually have a whole comp stuff around office managers.
223
00:12:44.699 --> 00:12:46.659
You want them incentivized crazy.
224
00:12:47.399 --> 00:12:49.680
Like Liz, like incentivize them crazy.
225
00:12:49.860 --> 00:12:57.021
Because when they're gone, if they have five or 10 people underneath them, the waste in an office, think about the crew out in the field having waste.
226
00:12:57.461 --> 00:13:00.141
Admin can burn time and look busy all day long.
227
00:13:00.922 --> 00:13:09.383
They can go out and do like the coffee, then go to the bathroom and then like wipe down, do things on their computer, organizing, watch, training, and like be 10% efficient.
228
00:13:10.445 --> 00:13:14.532
And so you have to have someone that's like maniacally tracking every single thing they're doing.
229
00:13:15.273 --> 00:13:16.655
So there's a little more in the book.
230
00:13:16.676 --> 00:13:18.118
If you ever have questions, once you get there, let me know.
231
00:13:18.218 --> 00:13:20.622
But we're kind of talking way down the road.
232
00:13:20.782 --> 00:13:23.387
Next year, though, it's like we got to get another general manager.
233
00:13:23.767 --> 00:13:23.968
Yeah.
234
00:13:25.552 --> 00:13:25.752
Yes.
235
00:13:25.992 --> 00:13:29.835
And I think it'll be nice, too, because it's, again, Andrew is kind of a free pass.
236
00:13:29.895 --> 00:13:31.597
We're like, I know he's not leaving.
237
00:13:31.617 --> 00:13:33.158
Dude, you're taking so much for granted.
238
00:13:33.278 --> 00:13:34.959
Andrew's right there, bro.
239
00:13:35.159 --> 00:13:38.582
He's kind of locked in.
240
00:13:38.902 --> 00:13:42.725
It's not yours.
241
00:13:44.606 --> 00:13:45.547
It is weird.
242
00:13:45.587 --> 00:13:46.828
I talk about him in front of him.
243
00:13:47.689 --> 00:13:48.970
But, no, he's fantastic.
244
00:13:49.010 --> 00:13:50.591
And, like, he's not going to leave.
245
00:13:50.891 --> 00:13:51.251
Yeah.
246
00:13:53.088 --> 00:13:59.373
And obviously I don't want to plan on that, but as far as like what I'm expecting right now, it is nice because it will be kind of growing from me.
247
00:13:59.653 --> 00:14:07.599
As far as like the people that I only have a couple of piss offs before they actually piss off, um, it's only one person right now.
248
00:14:07.619 --> 00:14:07.979
Yeah.
249
00:14:07.999 --> 00:14:09.180
We have to like really figure it out.
250
00:14:09.280 --> 00:14:09.480
Yeah.
251
00:14:09.500 --> 00:14:17.206
And Andrew's just, at this point I think Andrew will be more of an asset of like actually helping me figure out the other person than taking away bandwidth from me.
252
00:14:17.266 --> 00:14:17.466
Yeah.
253
00:14:17.646 --> 00:14:18.067
Um, yeah.
254
00:14:19.892 --> 00:14:22.373
And so, yeah, I think it would be nice to just have to go to one person.
255
00:14:22.413 --> 00:14:24.113
And then after that, like, that'd make the jump.
256
00:14:24.133 --> 00:14:25.794
Because this year it was zero to five people.
257
00:14:26.134 --> 00:14:28.094
And it was the worst thing ever.
258
00:14:28.374 --> 00:14:28.574
Yeah.
259
00:14:28.634 --> 00:14:29.615
Yeah.
260
00:14:29.915 --> 00:14:30.915
Yeah, like, I think...
261
00:14:31.095 --> 00:14:31.855
It needs to be said.
262
00:14:32.416 --> 00:14:40.758
The biggest thing that comes, like, hiring managers, for example, in my opinion, is being really clear with expectations.
263
00:14:41.598 --> 00:14:53.230
I think this is where a lot of people in their first, like when they get their second or third GM, they start to go off the rails a little bit, is the expectations that they come in, like you got profit sharing and you're making, it's like, we need very clear expectations.
264
00:14:53.570 --> 00:14:58.054
Like if you're a sales related GM, you are doing these tasks and like all the time.
265
00:14:59.355 --> 00:15:00.955
and those clear expectations are important.
266
00:15:01.716 --> 00:15:05.256
And then having on-target earnings for your GMs, I would recommend that.
267
00:15:05.656 --> 00:15:19.819
So OTE, as we call it, it's like, especially because you now have a year of profit mode and it's been profitable, you're able to actually say, hey, if you manage this location and your base pay is 70,000 and you make 15% of profit sharing, based upon last year's numbers, 15% of $150,000, that's $21,000.
268
00:15:19.839 --> 00:15:21.699
On top of your base of 70, on-target earnings, $91,000.
269
00:15:26.720 --> 00:15:30.246
That way when you go out and go on Indeed and things, you can say your base is 70.
270
00:15:30.486 --> 00:15:32.750
It's not like an arbitrary way you could make them.
271
00:15:33.414 --> 00:15:42.782
The reason why locations that hire general managers that are in profit mode for at least a year prior is because you have confidence that when you tell them their compensation, you know it's going to happen.
272
00:15:43.182 --> 00:15:47.366
And you can say, if you just do what we did last year, your on-target earnings is this.
273
00:15:47.706 --> 00:15:51.849
And then what I show them, and we're working on a document for everyone to do this, you can tweak things.
274
00:15:51.869 --> 00:15:59.075
Like, okay, if you changed, if you increased revenue by this much and profit went this or you increased the efficiency here, here's what the earnings would be.
275
00:15:59.215 --> 00:16:00.156
Now it's not 91, it'd be 105.
276
00:16:00.176 --> 00:16:00.737
So they're...
277
00:16:02.478 --> 00:16:06.520
hitting something like in June, they know what it's going to end up being at the end of the year.
278
00:16:06.600 --> 00:16:10.883
Like, hey, if we can get to this revenue at this point, and we start pulling that, yeah, we have to get to.
279
00:16:11.035 --> 00:16:16.680
Yeah, because in profit mode, all I want them to be thinking about is retained earnings and distributions, right?
280
00:16:17.060 --> 00:16:27.009
And so if I have a year of profit mode underneath my belt, and I have $100,000 in profit, and I'm able to tell them, you get 15%, that's 15 grand in the bank if they just maintain.
281
00:16:27.670 --> 00:16:29.732
And so on-target earnings is something you can pitch.
282
00:16:29.752 --> 00:16:34.036
So for example, when I recently, my location, I was able to say your on-target earnings is $120,000.
283
00:16:34.056 --> 00:16:34.156
Sure.
284
00:16:35.578 --> 00:16:40.865
Your base is 70, but the GM made $120,000 last year because they get this percentage of profit.
285
00:16:41.105 --> 00:16:45.611
Now, if you tweak these things, you can get to 140, and that's what he got to.
286
00:16:45.851 --> 00:16:50.738
And so I would just lean a lot into on-target earnings and expectations.
287
00:16:51.198 --> 00:16:51.919
And just being like...
288
00:16:54.325 --> 00:16:57.728
Most GMs that quit in Augusta are quitting because of entrepreneur.
289
00:16:58.188 --> 00:17:00.170
That's actually the truth.
290
00:17:00.590 --> 00:17:05.074
And so I like the fact that you come in and be like, hey, what do I need to do that they want to work with me?
291
00:17:05.614 --> 00:17:07.896
Because most people will quit because they're manager.
292
00:17:08.536 --> 00:17:10.538
And so I would be careful of one thing.
293
00:17:11.159 --> 00:17:16.183
As an entrepreneur, you have been rewarded in the past for finding a problem, creating the solution, and executing on it.
294
00:17:16.883 --> 00:17:26.688
If you want to retain a great manager and an A-level person, they want to find the problems, identify the problem, they want to come up with a solution, they might run it by you, and then they want to execute.
295
00:17:27.549 --> 00:17:33.111
Just be careful with you always being the entrepreneur that hovers above, finds the problem, gets the solution, and then hands them a task.
296
00:17:33.692 --> 00:17:35.833
Because now they just feel like I'm a glorified technician.
297
00:17:36.433 --> 00:17:45.438
And that's the risk of having a working GM, is that they might just feel like a glorified technician that makes salary instead of P4P if you're just telling them what to do all the time.
298
00:17:46.158 --> 00:17:47.701
Instead of being like, what do you think is the problem?
299
00:17:48.222 --> 00:17:49.284
Okay, what would you do about it?
300
00:17:49.444 --> 00:17:50.085
That's the solution.
301
00:17:50.286 --> 00:17:51.428
Okay, how are you going to execute on it?
302
00:17:52.089 --> 00:17:56.076
And if you give them that opportunity, they can feel like an entrepreneur inside of the organization.
303
00:17:56.513 --> 00:17:58.654
I do think that's something I've gotten better at.
304
00:17:58.814 --> 00:18:01.175
That's what I wasn't great at in the spring.
305
00:18:01.215 --> 00:18:05.277
Honestly, it's come from just being so tired that I'm like, I don't care, dude.
306
00:18:05.297 --> 00:18:07.298
What do you think we should do?
307
00:18:07.379 --> 00:18:09.620
I'm not even trying to be a good man.
308
00:18:09.740 --> 00:18:12.761
I don't want to make a decision.
309
00:18:13.161 --> 00:18:15.503
But yeah, I think that's something I've had to get better at.
310
00:18:15.703 --> 00:18:23.867
Yeah, and then they feel like, and I think when a location as well, so for example, this location you hand off to the new person.
311
00:18:23.887 --> 00:18:24.047
Sure.
312
00:18:25.333 --> 00:18:27.195
you get no credit for this location going forward.
313
00:18:27.495 --> 00:18:28.416
It's 100% them.
314
00:18:29.137 --> 00:18:33.822
And this is the hardest thing from an ego perspective as you get multiple locations in profit mode, it has nothing to do with you.
315
00:18:34.442 --> 00:18:41.369
Right, so even recently when I talked about my locations, I showed my profit and loss, you know it's like, I didn't take any credit, I said I've never been there, nothing about me.
316
00:18:41.850 --> 00:18:45.914
Technically I've worked at Bellingham Shop for six years with no pay, right?
317
00:18:46.294 --> 00:18:47.235
But technically it's like,
318
00:18:48.196 --> 00:18:53.261
All the credit goes to them because you want them to be able to thrive inside that and take ownership of it.
319
00:18:53.762 --> 00:19:11.178
And that's the difference between the working GM model and what most – why you usually need to go to a $2 million business before you get GM is that if they are operating inside of the working GM model, they should be able to have the autonomy to hire, fire, make decisions, and find problems and give solutions.
320
00:19:11.779 --> 00:19:12.800
Just be very careful.
321
00:19:12.840 --> 00:19:20.007
You will lose really good people that are entrepreneurial if you just constantly suffocate them by coming up with solutions for them.
322
00:19:20.928 --> 00:19:23.110
And it's tough because you usually know the answer.
323
00:19:24.168 --> 00:19:30.234
The hardest thing is when a manager's going through something, and this is really difficult, and you know the answer, but don't jump in.
324
00:19:30.875 --> 00:19:36.380
You want them to come up with the solution, and you know they came up with three ideas, and you're like, no, that one's not going to work, that one's okay.
325
00:19:36.400 --> 00:19:38.182
And they've got to figure it out sometimes.
326
00:19:38.562 --> 00:19:48.572
So there's times where I've forgone hundreds of thousands of dollars knowing that there's a mistake going on in the business, but I need to let that fire burn so they make a mistake and come back to me and say, hey, I'm doing something wrong.
327
00:19:50.613 --> 00:20:00.889
because if I would have jumped in, I would rather them have 100% of their energy and discretionary effort going towards their idea than 80% of their effort going towards my idea.
328
00:20:04.013 --> 00:20:04.754
Andrew has a question.
329
00:20:05.054 --> 00:20:05.834
Oh, yeah, yeah, 200%.
330
00:20:05.854 --> 00:20:07.155
Good for it, dude.
331
00:20:07.615 --> 00:20:07.916
Mr.
332
00:20:08.016 --> 00:20:09.376
Perfect over here, bro.
333
00:20:09.416 --> 00:20:10.977
Goodness gracious.
334
00:20:11.118 --> 00:20:26.747
I am so... As we're scaling to four locations, the one in 2026, one in... Two in 2027, we were just wondering about the capital reserves that we should have as we're taking on a lot of debt.
335
00:20:26.907 --> 00:20:30.930
So for the two new locations in 2027, we were wondering about, like...
336
00:20:31.581 --> 00:20:35.905
what would be a reasonable baseline to go into the year with in cash?
337
00:20:35.925 --> 00:20:37.326
Because we were thinking – In 207.
338
00:20:37.446 --> 00:20:38.067
In 2027.
339
00:20:38.247 --> 00:20:42.931
We were thinking 200,000 roughly, but – Cash?
340
00:20:42.951 --> 00:20:43.492
Yeah, cash.
341
00:20:43.512 --> 00:20:44.933
Including starting two new locations.
342
00:20:44.953 --> 00:20:46.514
Okay, and you're financing everything.
343
00:20:46.555 --> 00:20:46.775
Yes.
344
00:20:46.955 --> 00:20:50.278
And then financing trucks and equipment and all that.
345
00:20:50.618 --> 00:20:53.661
for the new locations will add quite a lot of debt.
346
00:20:53.681 --> 00:20:55.402
Which is fairly hard.
347
00:20:55.422 --> 00:20:58.205
Just kidding, the one truck, they were like, we don't believe you.
348
00:20:58.265 --> 00:21:00.947
You've had a price history for four months.
349
00:21:01.007 --> 00:21:04.310
I've been pricing's age in the short history of the business.
350
00:21:04.750 --> 00:21:12.397
Do you have any recommendations for financing and capital reserves or anything to help grow at that rate?
351
00:21:12.837 --> 00:21:14.919
Yeah, do you have a good relationship with your parents?
352
00:21:15.720 --> 00:21:15.960
Yes.
353
00:21:17.389 --> 00:21:19.270
One truck is co-signed with them.
354
00:21:19.290 --> 00:21:22.050
That's what I was asking.
355
00:21:22.171 --> 00:21:25.712
I would rather give them a chunk of something just to be a co-signer.
356
00:21:26.152 --> 00:21:28.352
Not a chunk of equity, but I'd rather give them money.
357
00:21:29.013 --> 00:21:29.453
More money.
358
00:21:30.393 --> 00:21:31.553
Just so you can quickly scale.
359
00:21:32.294 --> 00:21:35.335
Again, if I was talking to someone else's family, I'd talk about this differently.
360
00:21:35.415 --> 00:21:36.855
You guys are 18, 19, let's go.
361
00:21:37.375 --> 00:21:38.035
Let's scale the thing.
362
00:21:38.656 --> 00:21:40.576
I would make sure your second location does well.
363
00:21:40.876 --> 00:21:41.857
I would not think about 2027 at all.
364
00:21:43.397 --> 00:21:51.003
Because you're going to get into such thick craziness next year when you have two locations because you no longer can be there at both of them at the same time.
365
00:21:51.723 --> 00:21:53.424
And so before you think – because here's the thing.
366
00:21:53.524 --> 00:21:56.126
Everyone thinks it's like linear growth in terms of location.
367
00:21:56.146 --> 00:21:59.068
Like I'm going to do one next year, then two the year, then three the year, then four.
368
00:21:59.088 --> 00:21:59.869
It's like no, no.
369
00:22:00.089 --> 00:22:05.513
How it's going to work is you're going to have one, two, two, two, two, five, ten, fifteen.
370
00:22:06.073 --> 00:22:08.055
Because you'll have to learn the skill of management.
371
00:22:08.635 --> 00:22:14.037
And so everyone thinks that like, oh, if I did it once, it's just gonna cop, no, it's a completely different business.
372
00:22:14.597 --> 00:22:19.459
And so I would focus first on how do I get my first location in profit mode, you've got that, check one.
373
00:22:19.959 --> 00:22:29.742
Then it's a matter of okay, how do I duplicate this in general management, learn the skill of management, get my second location up to 500,000, then you will have, like the world will be your oyster if you have this location.
374
00:22:30.580 --> 00:22:34.381
doing $750,000 to $800,000, in profit mode, $150,000 in distributions.
375
00:22:34.761 --> 00:22:42.783
Your second location in profit mode, not sucking cash, you will have a 2027 where you have to spend money or spend $50,000 to $60,000 in taxes.
376
00:22:43.704 --> 00:22:46.384
That's when you start the next location.
377
00:22:46.404 --> 00:22:54.066
And $150,000, especially if you have low, if you keep your living expenses low, that starts a whole location in cash.
378
00:22:54.086 --> 00:22:55.667
Or two locations, to your point,
379
00:22:56.790 --> 00:22:57.710
if you finance the trucks.
380
00:22:58.410 --> 00:23:12.054
But there's a real, like, I'm just, I am so pro the two truck, four employee, $500,000 model, and getting that to 500,000 like you have, and then raising prices.
381
00:23:12.514 --> 00:23:13.694
That is so profitable.
382
00:23:14.274 --> 00:23:17.855
And it's easy for a general manager to manage two trucks and three other employees.
383
00:23:18.722 --> 00:23:20.243
And it can absolutely do $500,000.
384
00:23:21.083 --> 00:23:23.904
Especially in this market where you guys are leaning into Christmas lights so much.
385
00:23:24.384 --> 00:23:28.246
And then, like, it is 100% possible.
386
00:23:28.986 --> 00:23:37.210
So even two trucks financed, you're looking at $2,000 a month with fixed, with insurance, starting on new location.
387
00:23:37.430 --> 00:23:39.090
It's all about how quickly you can scale it up.
388
00:23:39.530 --> 00:23:44.092
And if you have a location that's pumping off $150,000 in distributions, you need to spend that money or pay taxes.
389
00:23:44.112 --> 00:23:45.693
Yeah, our thought is like,
390
00:23:46.693 --> 00:23:50.095
Next year, obviously, that location could easily, it's a big area.
391
00:23:50.195 --> 00:23:58.560
So we'd probably go to grow to like, what people, like the 500, 700, 775, whatever kind of thing.
392
00:23:59.921 --> 00:24:07.345
Like we could probably do 100,000 in that easily, and a lot of profit, with all the difference being profit.
393
00:24:09.643 --> 00:24:16.913
And so what our plan is, is like, that'll be, we're just going to cut off a certain area, grow that back to 700 or whatever.
394
00:24:17.033 --> 00:24:23.102
And like, we're going to, we're going to raise prices heavy, obviously in that, and then not in the new location, split off the new location like June, um,
395
00:24:24.760 --> 00:24:35.927
So at that point in June, that would be like an $800,000 allocation, split off, $200,000, $300,000 of it, and then have it just keep funding the other – or funding the customers.
396
00:24:36.087 --> 00:24:41.450
Yeah, and if you wait a year or two, you're going to have such better terms going to a business, going to a bank.
397
00:24:41.571 --> 00:24:44.953
We have three years of profitability, or three years of at least records.
398
00:24:45.894 --> 00:24:47.556
And two years of really strong profits.
399
00:24:47.976 --> 00:24:49.939
You had three years of a credit card being ran.
400
00:24:49.959 --> 00:24:51.260
You'll have good enough credit by then.
401
00:24:51.581 --> 00:24:52.983
So I wouldn't overthink that part.
402
00:24:53.283 --> 00:24:56.667
I genuinely believe you start your second location when your first location in profit mode.
403
00:24:56.868 --> 00:24:59.331
You start your third location when you need to because of taxes.
404
00:25:00.539 --> 00:25:08.482
Because you would rather put 75 grand towards a new location and getting it ramped up, than spend $50,000 in taxes on $150,000 in distributions.
405
00:25:08.542 --> 00:25:11.844
I just genuinely think we'll have money going into 2027, I guess is like my point.
406
00:25:11.864 --> 00:25:16.466
We've grown to 550 and we had $3,000 in January, because we had no employees.
407
00:25:16.486 --> 00:25:18.727
So it was like we started winter with like 9,000.
408
00:25:19.027 --> 00:25:20.467
We weren't spending any money.
409
00:25:20.547 --> 00:25:23.268
So it wasn't like a super tight thing, obviously less money than I do.
410
00:25:23.569 --> 00:25:24.289
But now we have like,
411
00:25:24.769 --> 00:25:30.232
We just had 70 grand in the bank, and then we bought that truck and are putting wraps on stuff like that, so we're like 50 to 55.
412
00:25:31.612 --> 00:25:33.293
So we've made money on that 550.
413
00:25:33.353 --> 00:25:36.175
Now granted, I've paid myself some, not a lot,
414
00:25:38.683 --> 00:25:40.104
10, 15, probably 15,000.
415
00:25:40.184 --> 00:25:41.525
Are you planning on getting married next year or two?
416
00:25:41.725 --> 00:25:41.805
No.
417
00:25:42.025 --> 00:25:42.505
No, okay.
418
00:25:42.645 --> 00:25:44.226
Then you can keep it pedal to the metal.
419
00:25:44.587 --> 00:25:45.067
I'm just saying.
420
00:25:45.087 --> 00:25:45.867
What if more ads in for my life?
421
00:25:46.248 --> 00:25:46.868
Yeah, yeah.
422
00:25:47.368 --> 00:25:48.749
There's nobody currently in the picture.
423
00:25:48.909 --> 00:25:49.610
Yeah, it's okay.
424
00:25:49.690 --> 00:25:54.913
It'll perfectly align with the third location, getting married, having someone in the office, like, ugh, yes.
425
00:25:56.354 --> 00:26:00.857
Maybe they're older, they have good credit scores.
426
00:26:00.877 --> 00:26:02.538
Planning, bro, planning.
427
00:26:05.081 --> 00:26:05.241
Cool.
428
00:26:05.301 --> 00:26:05.501
Awesome.
429
00:26:05.521 --> 00:26:10.864
Yeah, I think the skill of management, I would just say in all, like, you're doing fantastic.
430
00:26:10.884 --> 00:26:11.825
You're way ahead of me at 18.
431
00:26:11.845 --> 00:26:12.085
Sure.
432
00:26:12.785 --> 00:26:17.728
And so the whole objective of Augusta is, like, to make it where you can do it faster than me.
433
00:26:18.028 --> 00:26:20.030
I spent five years beating my head against where you're at right now.
434
00:26:20.450 --> 00:26:21.470
So, like, excellent.
435
00:26:21.751 --> 00:26:26.293
I would say the skill of management cannot be underestimated in terms of how difficult that is.
436
00:26:26.413 --> 00:26:28.314
So what's the number that we need to have?
437
00:26:28.334 --> 00:26:31.236
Like, you said, like, start the third one when you have money that you need to, like, put somewhere.
438
00:26:31.416 --> 00:26:35.678
When your accountant is telling you in November, like, hey, you're gonna have a $50,000 tax bill if you don't do something.
439
00:26:35.718 --> 00:26:42.501
So what's that number then as far as like, okay, let's say we hit a number and we're like, okay, we go into 2027 and those are the, or 2028, whatever.
440
00:26:43.449 --> 00:26:47.833
What is that, like, is that number, including financing stuff, like, plus cash reserves for locations?
441
00:26:47.853 --> 00:26:50.455
Is that, like, obviously each location has a little bit of money in it.
442
00:26:50.495 --> 00:26:52.117
Is that, like, general fund, like $200,000?
443
00:26:52.477 --> 00:26:53.678
I'm not too worried about cash.
444
00:26:53.798 --> 00:26:56.741
I'm also worried about you're going to have a meeting with your account in November, December.
445
00:26:56.781 --> 00:26:59.784
They're like, you have $150,000 in projected earnings.
446
00:27:00.084 --> 00:27:01.665
It's going to go get taxed for $40,000.
447
00:27:01.686 --> 00:27:05.389
I just also want to be safe when having four locations, like a general, like...
448
00:27:06.020 --> 00:27:07.800
In general, I'm always looking for a month of revenue.
449
00:27:07.840 --> 00:27:12.161
So like every single time I'm looking at you guys' revenue, I'm taking this number, dividing it by 10, and saying do they have a fork in capital.
450
00:27:12.781 --> 00:27:13.722
And then they'll go to growth mode.
451
00:27:13.742 --> 00:27:15.262
Oh, they're in growth mode and they have enough cash.
452
00:27:15.302 --> 00:27:16.082
Yes, go, go.
453
00:27:16.282 --> 00:27:18.303
If this was 25,000, I'd be like, whoa, whoa, whoa.
454
00:27:18.843 --> 00:27:20.403
Let's hold off a year, right?
455
00:27:20.643 --> 00:27:22.464
So you have the green light to grow.
456
00:27:22.724 --> 00:27:26.604
Because as long as you have a month worth of cash flow in the bank, I'm, let's go.
457
00:27:27.225 --> 00:27:30.785
And now with trucks the way they are, I would recommend most people finance stuff.
458
00:27:31.285 --> 00:27:33.426
Get new, like it just starts to make pencil in.
459
00:27:34.091 --> 00:27:39.195
They said that if I had a 20 points higher on my credit score, the bot would have just automatically approved me for two trucks.
460
00:27:40.075 --> 00:27:43.198
But because it was lower, a person had to look at it.
461
00:27:44.283 --> 00:27:45.624
He's had a credit card for four months.
462
00:27:45.664 --> 00:27:45.864
Yeah.
463
00:27:45.884 --> 00:27:47.105
That's not going to work.
464
00:27:47.225 --> 00:27:47.885
Yeah.
465
00:27:47.905 --> 00:27:50.227
That's actually why I didn't get a lot of debt starting out.
466
00:27:50.507 --> 00:27:50.687
Yeah.
467
00:27:50.847 --> 00:27:52.268
Because I was so young, I couldn't get it.
468
00:27:52.668 --> 00:27:54.229
So it probably hampered growth a little bit.
469
00:27:54.870 --> 00:27:56.311
But it was also like a forcing function.
470
00:27:56.331 --> 00:27:57.812
Oh, I have to at least break even.
471
00:27:58.592 --> 00:28:00.774
So yeah, good job, man.
472
00:28:01.154 --> 00:28:01.554
Proud of you.
473
00:28:02.415 --> 00:28:03.956
Next year is going to be a wild ride.
474
00:28:04.156 --> 00:28:04.376
Yeah.
475
00:28:04.836 --> 00:28:11.281
So just don't let your ambition for the more locations hamper the fact that it's going to be difficult.
476
00:28:11.321 --> 00:28:12.042
You will learn the skill.
477
00:28:12.062 --> 00:28:17.587
That skill is the thing that unlocks you from a millionaire to a decamillionaire in the future is your ability to lead people.
478
00:28:18.207 --> 00:28:21.069
And just realize that takes time and a lot of mess-ups.
479
00:28:21.730 --> 00:28:22.751
You'll go through a few GMs.
480
00:28:23.612 --> 00:28:24.312
Set the expectation.
481
00:28:24.332 --> 00:28:25.233
You have not done it before.
482
00:28:27.114 --> 00:28:29.797
It's like if the first time you're on the lawn, you need training.
483
00:28:29.837 --> 00:28:30.978
The guy's going to make a couple yellow slips.
484
00:28:30.998 --> 00:28:31.398
You get it.
485
00:28:31.938 --> 00:28:33.400
The same thing happens with general managers.
486
00:28:34.379 --> 00:28:37.401
This is why if you talk to Dustin Biernick, for example, he got an excellent GM this year.
487
00:28:37.821 --> 00:28:41.202
He had to go through a couple to figure out, oh, this is what a great GM looks like.
488
00:28:42.203 --> 00:28:49.146
And that's why I'd lean on the coaching metrics so much, because if you can catch a bad GM in the first week or two, you can get him out.
489
00:28:49.727 --> 00:28:55.810
Just be very careful to not, especially when you go third location, but even your second one, make sure they're doing their weekly scorecards.
490
00:28:56.430 --> 00:28:59.872
That will catch, like the thing with Corey recently, when we were like, hey, he's doing fine.
491
00:29:00.172 --> 00:29:01.013
Metrics-wise, it's 22%.
492
00:29:01.053 --> 00:29:01.613
I've heard the game.
493
00:29:02.877 --> 00:29:07.118
That weekly scorecard saved me probably 50 grand if I waited two or three more months.
494
00:29:07.979 --> 00:29:12.080
And it's just all the pain that you have to get, you know, get them out of there, clear the deck.
495
00:29:12.340 --> 00:29:13.640
No one's left, everyone's been great.
496
00:29:13.940 --> 00:29:16.021
The location's been continuing to be profitable.
497
00:29:16.441 --> 00:29:18.922
Because those weekly scorecards, I was able to catch the fact, okay.
498
00:29:19.042 --> 00:29:21.083
Yeah, I listened to, yeah.
499
00:29:21.103 --> 00:29:22.203
So just make sure you do those.
500
00:29:22.343 --> 00:29:22.483
Yeah.
501
00:29:23.323 --> 00:29:23.823
Good stuff, man.
502
00:29:24.404 --> 00:29:24.584
Awesome.
503
00:29:24.664 --> 00:29:26.664
Nathan, sorry, did I answer your question?
504
00:29:26.784 --> 00:29:26.924
Yes.
505
00:29:27.144 --> 00:29:27.645
Okay, all right.
506
00:29:27.945 --> 00:29:28.765
Is there another question you had?
507
00:29:31.190 --> 00:29:32.090
Oh, we'll come back around.
508
00:29:32.130 --> 00:29:32.651
It'll be great.
509
00:29:33.031 --> 00:29:33.731
Okay, that was fun.
510
00:29:35.532 --> 00:29:36.092
Hey, real quick.
511
00:29:36.953 --> 00:29:40.714
I wanted to invite you to a private event that I'm hosting on Black Friday online.
512
00:29:41.054 --> 00:29:44.676
You can sign up at mikeandies.com slash blackfriday.
513
00:29:44.696 --> 00:29:48.718
I'm going to be doing hours worth of training that I've been working on for the entire year.
514
00:29:49.138 --> 00:29:52.479
Also, there's three massive announcements that I haven't even told my team about.
515
00:29:52.740 --> 00:29:54.000
It's at the very end of the live stream.
516
00:29:54.080 --> 00:29:54.921
I can't wait to share it with you.
517
00:29:55.081 --> 00:29:58.122
Go to mikeandies.com slash blackfriday and register quick.
518
00:29:58.502 --> 00:30:07.984
My issue, and actually, whenever you guys were announcing you were going to be coming, I had requested the breakthrough thing, just because I had no idea what I was doing at that point.
519
00:30:08.064 --> 00:30:12.626
It was in the middle of August, and now it's become like, okay, I have to sell stuff now, that's what I'm actively doing.
520
00:30:13.406 --> 00:30:19.547
But at that point, it was like what Garrett was talking about, where everything was going awesome, we were making a bunch of money, we paid off our franchise.
521
00:30:19.567 --> 00:30:22.448
That's the other thing, too, is we paid off our entire franchise fee and have...
522
00:30:23.028 --> 00:30:24.870
gained all that money and stuff like that.
523
00:30:24.890 --> 00:30:26.711
So everything was going perfect, no issues.
524
00:30:27.351 --> 00:30:28.953
And I was like, I have no meaning of life.
525
00:30:28.993 --> 00:30:30.914
I hate myself.
526
00:30:30.954 --> 00:30:33.616
All I'm doing is being a manager, and I actually hate being a manager.
527
00:30:33.656 --> 00:30:36.018
I hate being just a regular general manager.
528
00:30:37.820 --> 00:30:45.245
And I have no... We're making money, but also I know we need money for winter, so I shouldn't be spending this money, so what do I do?
529
00:30:45.726 --> 00:30:47.547
I shouldn't be risking this money to possibly make more money.
530
00:30:47.907 --> 00:30:52.531
And so whenever you go into the architect stuff where it's like, okay, no more fires are coming out of my plate,
531
00:30:53.477 --> 00:31:01.483
And at that point, I had, like, worked through my entire backlog of, like, well, the entire backlog that I had, not saying there was nothing else I could have done to get better.
532
00:31:01.503 --> 00:31:09.109
And that's mostly what I'm asking of, like, if you get to a point where you're like, okay, I've fixed every fire, every immediate thing that makes sense, do you have any work?
533
00:31:09.230 --> 00:31:12.532
Maybe it's just me keeping more track of, like, when I think of things, writing them down more often.
534
00:31:13.873 --> 00:31:20.018
Is there a place you go as far as, like, okay, great, I feel like I've solved everything and everything's working awesome, nothing's, or I guess, like,
535
00:31:20.692 --> 00:31:25.058
if it ain't broke, don't fix it as far as we're pocketing tens of thousands of dollars a month at that point.
536
00:31:25.538 --> 00:31:28.222
Where do you go to do things?
537
00:31:28.342 --> 00:31:30.605
I don't enjoy doing it, I just enjoy working.
538
00:31:30.625 --> 00:31:34.169
Yeah, that's really why we have multiple locations.
539
00:31:34.670 --> 00:31:38.474
Is because the problem that most people experience is they get one location that's very profitable,
540
00:31:39.035 --> 00:31:40.216
And then they're like, well I'm bored.
541
00:31:40.536 --> 00:31:41.297
All this keeps growing.
542
00:31:41.617 --> 00:31:46.581
And they grow it into something that they can't make profitable and super dependent on a bunch of mid-level managers.
543
00:31:47.102 --> 00:31:52.406
And so that's why I know next year you will not have this thought because you will be learning a brand new skill.
544
00:31:52.966 --> 00:31:54.748
And when you get a third location, same thing will happen.
545
00:31:54.828 --> 00:31:58.671
And then eventually at five or six, you're like, okay now training a regional's really tough.
546
00:31:59.271 --> 00:32:03.495
Like they've gotta think like a business owner and they've gotta manage managers.
547
00:32:04.396 --> 00:32:06.717
So that's in part why we do that.
548
00:32:08.630 --> 00:32:09.111
I will say...
549
00:32:09.131 --> 00:32:15.758
It was very hard in spring, and I figured it out.
550
00:32:15.958 --> 00:32:19.181
I figured out how to make my employees not quit and produce revenue.
551
00:32:19.642 --> 00:32:22.625
And a baseline, that's obviously the goal.
552
00:32:22.665 --> 00:32:25.568
And so I feel like I figured those things out, and I was like, great, what else do I...
553
00:32:25.828 --> 00:32:26.088
Right.
554
00:32:26.789 --> 00:32:33.214
The biggest unlock from money-making, I would say, is when you can go from deprivation to aspiration.
555
00:32:33.774 --> 00:32:35.636
So deprivation is there's pain.
556
00:32:35.936 --> 00:32:36.716
I need to pay the bills.
557
00:32:36.997 --> 00:32:37.717
I can't make money.
558
00:32:37.997 --> 00:32:38.838
Everything's falling apart.
559
00:32:39.098 --> 00:32:40.019
I have no cash in the bank.
560
00:32:40.099 --> 00:32:40.779
I need to go into debt.
561
00:32:41.200 --> 00:32:44.302
That deprivation fuels us usually for three to five years as entrepreneurs.
562
00:32:44.923 --> 00:32:51.468
And then there has to be this switch because if you don't, you'll stall out here because you're just so used to deprivation.
563
00:32:51.488 --> 00:32:51.988
Right.
564
00:32:52.348 --> 00:32:58.012
And so like the greatest entrepreneurs don't need to make more money, but yet they're making these huge risks, making big gambles, making acquisitions.
565
00:32:58.052 --> 00:32:59.753
They're going working 14 hours a day.
566
00:32:59.813 --> 00:32:59.993
Why?
567
00:33:00.013 --> 00:33:00.773
They're an aspiration.
568
00:33:01.694 --> 00:33:09.819
And so what can what can happen is we get addicted to the neurochemicals of cortisol pumping through our veins when there's problems going on.
569
00:33:10.179 --> 00:33:11.500
And that's all coming from deprivation.
570
00:33:12.873 --> 00:33:14.113
And so you're like, no money in the bank?
571
00:33:14.294 --> 00:33:15.234
You immediately know what to do.
572
00:33:15.294 --> 00:33:16.074
Go make more money.
573
00:33:16.334 --> 00:33:17.515
We got problems to solve.
574
00:33:17.815 --> 00:33:23.977
When that goes away, that's when you need a mission to fall back on as to why you're doing this because then that becomes aspirational.
575
00:33:24.257 --> 00:33:31.960
Yeah, and I guess I would almost argue that I've never been, this sounds super privileged, but I feel like I've never been in deprivation.
576
00:33:32.620 --> 00:33:33.020
I grew up like,
577
00:33:33.481 --> 00:33:35.443
Parents are very, like, higher middle class kind of thing.
578
00:33:35.563 --> 00:33:36.043
Pretty well.
579
00:33:36.063 --> 00:33:36.904
Garrett's been in my house.
580
00:33:37.165 --> 00:33:38.145
It's a nice house.
581
00:33:38.185 --> 00:33:38.966
Yeah.
582
00:33:39.026 --> 00:33:43.831
They just want someone to give them out of money.
583
00:33:44.852 --> 00:33:49.736
What was that big job in August that fixed everything?
584
00:33:50.057 --> 00:33:51.298
Did he clear 40%?
585
00:33:51.398 --> 00:33:51.618
Yeah.
586
00:33:53.680 --> 00:33:55.021
Yeah.
587
00:33:55.161 --> 00:33:55.502
Good.
588
00:33:55.662 --> 00:33:58.484
Yeah, I would almost argue that almost my entire journey has been aspirated.
589
00:33:58.504 --> 00:34:02.688
We had no money over the last winter, but it wasn't like a buying, because we didn't have people on payroll.
590
00:34:02.948 --> 00:34:05.670
It was just me, and we paid people to let us know.
591
00:34:06.271 --> 00:34:08.493
And so I'd almost argue that I'm always in that.
592
00:34:08.593 --> 00:34:13.037
It's not like this seasonal depression thing, where it's like, oh, I have nothing to do, and I don't feel like doing anything, or burnout, or whatever.
593
00:34:13.057 --> 00:34:17.100
It was literally, hey, I want to go, and all I want to do is work, and I feel like I have nothing to work on.
594
00:34:17.641 --> 00:34:22.065
It's like where I just needed to figure out, I need to figure out someplace of like, okay, if I have nothing to work on,
595
00:34:22.505 --> 00:34:27.129
I don't know what, not that I don't know what to pick next, I don't know where to find something to pick next.
596
00:34:27.149 --> 00:34:27.930
That's almost what I went through.
597
00:34:28.010 --> 00:34:29.091
It was going through like a month ago.
598
00:34:29.772 --> 00:34:35.197
And it was like, okay, I don't want to risk, like it would be the stupid thing to risk double cash because we don't know.
599
00:34:35.217 --> 00:34:38.119
Like this earlier, it's kind of a second spring rush, but for winter kind of thing.
600
00:34:38.139 --> 00:34:39.420
We don't know how it's going to go.
601
00:34:39.641 --> 00:34:40.802
I need money in the bank for winter.
602
00:34:42.975 --> 00:34:46.378
what do I do that doesn't cost much, much, much of money, all that kind of thing.
603
00:34:46.398 --> 00:34:49.860
So like right now we're building a landing page for snow that looks really good.
604
00:34:50.261 --> 00:34:52.923
Um, but like run ads against and stuff like that, but I'm not actually building it.
605
00:34:53.003 --> 00:34:55.665
I'm just telling some guy in Bangladesh how to do it.
606
00:34:56.065 --> 00:35:02.170
Um, and so it's like that kind of thing where it's like, I'm not spending a ton of money on it, but it's going to make stuff better.
607
00:35:02.190 --> 00:35:03.771
I just don't know where to find those things.
608
00:35:04.097 --> 00:35:04.237
Mm-hmm.
609
00:35:05.158 --> 00:35:12.945
So first off, I would say don't ever beat yourself up for the fact that you got a five-year leg up on everyone else in terms of never having deprivation.
610
00:35:13.280 --> 00:35:14.041
No, no, I'm not saying that.
611
00:35:14.061 --> 00:35:14.381
Yeah, yeah.
612
00:35:14.421 --> 00:35:16.002
I'm just saying that as like a foundation.
613
00:35:16.042 --> 00:35:17.023
No, I know, I know, I know.
614
00:35:17.063 --> 00:35:18.464
I'm just saying don't ever feel that way.
615
00:35:18.744 --> 00:35:22.887
Like if you got it, if you got the asset, use it, right?
616
00:35:23.227 --> 00:35:29.931
It's like what Alex always says, like Shaquille O'Neal never apologize for being seven feet tall and then therefore being able to make millions of dollars.
617
00:35:29.951 --> 00:35:31.272
So don't worry about that.
618
00:35:32.033 --> 00:35:34.715
That's why you're 18 and you're able to be having these problems.
619
00:35:35.295 --> 00:35:36.316
So I would say –
620
00:35:38.089 --> 00:35:40.511
You need to figure out a reason why you're trying to start.
621
00:35:40.551 --> 00:35:41.852
Like, why are you trying to start so many locations?
622
00:35:41.892 --> 00:35:42.953
Why are you trying to make so much money?
623
00:35:43.453 --> 00:35:44.234
Why don't I get by yet?
624
00:35:44.634 --> 00:35:44.854
What?
625
00:35:44.874 --> 00:35:45.675
I know why.
626
00:35:45.715 --> 00:35:45.915
Why?
627
00:35:46.235 --> 00:35:47.396
Because I want to do missions long term.
628
00:35:47.416 --> 00:35:48.997
I'd be able to, like, build things.
629
00:35:49.357 --> 00:35:49.658
Okay.
630
00:35:49.698 --> 00:35:50.398
Not be like that.
631
00:35:50.418 --> 00:35:54.041
Tell me, like, there's a place for it, but I don't want to do the missionary that, like, sends cards back.
632
00:35:54.061 --> 00:35:56.603
Like, can you donate $12 a month for the rest of your life?
633
00:35:56.703 --> 00:35:57.023
Let's go.
634
00:35:57.043 --> 00:35:57.663
So I can keep doing this.
635
00:35:58.044 --> 00:35:59.625
Yeah, dude, let's make a lot of money.
636
00:35:59.805 --> 00:36:00.986
How much money do you need to do that?
637
00:36:01.006 --> 00:36:01.706
A lot.
638
00:36:01.746 --> 00:36:02.127
How much?
639
00:36:02.327 --> 00:36:02.747
I don't know.
640
00:36:02.767 --> 00:36:03.808
So I'd get clarity in your goal.
641
00:36:03.828 --> 00:36:03.988
Yeah.
642
00:36:08.131 --> 00:36:19.015
But how does that, like if I can't find anything to do, like in aspiration I really want to do things but I don't know what to, it's not that I don't know what to pick, I don't know, like there's nothing to pick, I guess is my question.
643
00:36:19.035 --> 00:36:19.395
What do you mean?
644
00:36:19.575 --> 00:36:34.161
How do I find, like if I've completed everything, like it's September and we're going into winter, I've completed everything as far as like, I sprinted and we succeeded in this year, as far as like we're growing as much as we're gonna grow, as far as like we kind of the track for the rest, our run rate.
645
00:36:35.380 --> 00:36:36.541
And we've succeeded in that.
646
00:36:36.601 --> 00:36:38.262
And I really don't want to like start.
647
00:36:38.302 --> 00:36:39.483
I can't start working on.
648
00:36:39.563 --> 00:36:40.023
I can start.
649
00:36:40.043 --> 00:36:41.364
I can't do spring now.
650
00:36:41.424 --> 00:36:43.325
I can't skip this next couple months.
651
00:36:43.746 --> 00:36:47.148
So instead of these next couple months, it's the same thing people go through in winter.
652
00:36:47.188 --> 00:36:48.309
Hey, I want to work.
653
00:36:48.749 --> 00:36:51.611
I have goals to do as much as I possibly can.
654
00:36:52.667 --> 00:36:56.711
but I don't feel like I have anything to do because it's not like we can start a second location right now.
655
00:36:57.032 --> 00:37:06.142
So what's the next step as far as like, great, we've succeeded in this one location more or less, and we can't start this next one until in August, like the beginning of August, okay, nine months from now,
656
00:37:07.622 --> 00:37:08.122
Where do I go?
657
00:37:08.503 --> 00:37:11.405
So you're like, where do I find things that I'm like deep within to work on?
658
00:37:11.445 --> 00:37:14.046
Not where do I find the energy, but like where do I just find tasks?
659
00:37:14.567 --> 00:37:16.308
This is why like having a coach is important.
660
00:37:16.328 --> 00:37:16.488
Yeah.
661
00:37:16.688 --> 00:37:21.411
Because a coach will look at your P&L and be like, oh yeah, there's like five things here you need to fix and do better.
662
00:37:22.152 --> 00:37:22.372
Right?
663
00:37:22.572 --> 00:37:24.093
You look as good, like it's making profit.
664
00:37:24.153 --> 00:37:25.574
That is ultimately the finish line.
665
00:37:25.834 --> 00:37:27.455
But every good business can become better.
666
00:37:27.475 --> 00:37:27.815
Yeah.
667
00:37:28.236 --> 00:37:31.037
And usually outside eyes looks at him like, oh, whoa, whoa, whoa.
668
00:37:31.077 --> 00:37:32.158
Like what's up with your insurance?
669
00:37:32.178 --> 00:37:32.919
Like what about this?
670
00:37:32.939 --> 00:37:34.340
Like sometimes the best thing to do is,
671
00:37:35.140 --> 00:37:36.802
and everything's going right is play good defense.
672
00:37:37.323 --> 00:37:40.507
So immediately go into like, I'm gonna go with my insurance priced out.
673
00:37:40.607 --> 00:37:42.049
I'm gonna figure out all these efficiencies.
674
00:37:42.069 --> 00:37:43.270
Like go into that mode.
675
00:37:44.171 --> 00:37:44.872
I would also say,
676
00:37:47.711 --> 00:37:49.873
I do think clarity on your vision will be super helpful.
677
00:37:50.794 --> 00:37:54.297
It's really easy for me because 1,000 locations, very hard line.
678
00:37:55.118 --> 00:37:57.500
We need to, we're going public in eight, 12 years.
679
00:37:57.540 --> 00:38:00.062
There's lines you have to cross.
680
00:38:00.162 --> 00:38:04.667
And I would say that gives you a sense of deprivation when you have nothing to do.
681
00:38:05.147 --> 00:38:11.192
When you don't know what to do next, I am so not even close to where my goal is at, and therefore I need to be doing something.
682
00:38:11.233 --> 00:38:12.714
Well, what do I put that energy towards
683
00:38:12.894 --> 00:38:15.356
I guess in that case, I do feel the deprivation of wanting to be there.
684
00:38:15.436 --> 00:38:17.717
I've never felt deprivation of in the business, that kind of thing.
685
00:38:17.737 --> 00:38:20.679
But I do feel like, gosh, I'm not there and I want to be there.
686
00:38:20.920 --> 00:38:25.623
Yeah, I think honestly, if you get some clarity, I would actually determine, okay, what are the mission things you want to do?
687
00:38:26.003 --> 00:38:26.844
How much will that cost?
688
00:38:27.184 --> 00:38:27.904
And work backwards.
689
00:38:28.024 --> 00:38:28.925
How many locations will I need?
690
00:38:29.445 --> 00:38:31.147
How many will the movie be in profit mode?
691
00:38:31.307 --> 00:38:35.410
Work all the way backwards and know the math on that will give you a sense of, like, I'm behind.
692
00:38:36.050 --> 00:38:39.112
You know, like in the outside people, you seem crazy.
693
00:38:39.252 --> 00:38:40.153
Like, why are you working hard?
694
00:38:40.793 --> 00:38:44.576
It's a function of like, you know, the deprivation between where you are right now and where you want to be at.
695
00:38:45.937 --> 00:38:51.221
I would deploy as much energy as possible in those moments that you're like, hey, I have to wait six months for another vocation.
696
00:38:51.641 --> 00:39:00.608
I would deploy all my energy towards defense to make sure the person that comes behind you that is not at the level of entrepreneurship that you are is able to run the business and be just as profitable as you with it.
697
00:39:00.968 --> 00:39:02.129
You got to make the thing dummy proof.
698
00:39:03.027 --> 00:39:04.930
So that's like simplify and systematize everything.
699
00:39:05.251 --> 00:39:06.613
Simplify and standardize everything.
700
00:39:07.234 --> 00:39:07.374
Right?
701
00:39:07.394 --> 00:39:12.943
So anything that you do on a daily basis should be boiled down to how can I make a two-year-old understand this?
702
00:39:13.484 --> 00:39:17.991
Not because they're dumb, because I want the level of skill required to replace you as low as possible.
703
00:39:19.280 --> 00:39:21.121
And so usually I would just slip into defense mode.
704
00:39:21.261 --> 00:39:23.901
As soon as you go into that, everything's going easy.
705
00:39:24.001 --> 00:39:24.221
Great.
706
00:39:24.301 --> 00:39:25.102
Go into defense.
707
00:39:25.502 --> 00:39:30.023
Fix all the problems so that way when the next opportunity comes, you can go fully into it.
708
00:39:30.043 --> 00:39:34.444
Like 100% of it into it because this is so dumbied down for someone to hand it off to.
709
00:39:35.745 --> 00:39:36.105
Make sense?
710
00:39:37.120 --> 00:39:37.680
I know you've had...
711
00:39:39.321 --> 00:39:39.801
I'm so sorry.
712
00:39:39.921 --> 00:39:40.922
Just hide your...
713
00:39:40.982 --> 00:39:48.565
I thought of the back end of my question, I'm like, when it's a Friday morning, you open your computer, all the field work is done, there's nothing you need to do.
714
00:39:48.585 --> 00:39:50.706
Yeah, because we were more times, it's like, what do we do?
715
00:39:50.746 --> 00:39:51.006
Yeah.
716
00:39:51.973 --> 00:39:55.954
Yeah, so I would just, what does an architect do?
717
00:39:56.014 --> 00:39:57.295
An architect is not going inside the building.
718
00:39:57.315 --> 00:39:58.075
They step away.
719
00:39:58.355 --> 00:40:00.516
They create the plan for the feature, the blueprint.
720
00:40:01.056 --> 00:40:04.797
And then they look at areas of the building that need fixing or have problems or stress.
721
00:40:05.097 --> 00:40:06.077
And then they solve those.
722
00:40:06.617 --> 00:40:10.439
And the challenging part as entrepreneurs is you are running the business as an entrepreneur.
723
00:40:10.879 --> 00:40:14.380
The level of skill of someone coming behind you is not going to be at your level.
724
00:40:14.920 --> 00:40:16.620
And there will be churn at that position.
725
00:40:17.161 --> 00:40:23.082
And so you wanna ask yourself throughout the day, what are the things, when things were going bad, what was happening?
726
00:40:23.462 --> 00:40:24.463
And solve those problems.
727
00:40:25.163 --> 00:40:29.124
When everything's going good, you gotta solve the problems of the things that were happening when times are bad.
728
00:40:30.824 --> 00:40:34.525
Just because things are good does not mean it's like next spring rush is not gonna happen, it's gonna happen again.
729
00:40:35.425 --> 00:40:40.647
So how do I solve those problems, create the systems in place so that someone behind me can still operate this business?
730
00:40:42.376 --> 00:40:48.399
I missed conference in 20, 20, was it the 24, 2023, whatever you went through like your why.
731
00:40:48.419 --> 00:40:50.319
I've heard like all like the stuff about it.
732
00:40:52.440 --> 00:40:59.303
Cause I know you're like outside of the business schools are not, not unlike if that makes sense.
733
00:41:00.004 --> 00:41:01.524
How have you gone through like actually defined it?
734
00:41:01.544 --> 00:41:02.725
Cause right now I'm like, I don't know.
735
00:41:02.805 --> 00:41:04.185
I do like a lot as much as possible.
736
00:41:04.205 --> 00:41:07.807
Like I just want to work and then do that later on that kind of thing.
737
00:41:08.787 --> 00:41:10.848
how have you gone through actually defining that?
738
00:41:10.868 --> 00:41:17.672
Because it's like, ideally this, but if I could get to this, I would so much rather do that because you just do more of this.
739
00:41:18.552 --> 00:41:22.995
Yeah, so I have very superficial goals that are public because everyone can understand them.
740
00:41:23.015 --> 00:41:26.216
So it's like change the level of professionalism in the industry, we all know what that means.
741
00:41:26.476 --> 00:41:32.179
What professional means, great, you answer your phones, you show up in a uniform, you have trucks that are labeled, you're insured, all that stuff.
742
00:41:33.160 --> 00:41:37.622
On the personal media side, we say we want to make home service business owners rich.
743
00:41:38.002 --> 00:41:38.182
Right.
744
00:41:38.342 --> 00:41:41.285
And we say it very blunt on the nose that people get just get it.
745
00:41:41.526 --> 00:41:42.727
Oh, he wants to make people money.
746
00:41:42.887 --> 00:41:43.888
Cool.
747
00:41:44.569 --> 00:41:47.692
For me, I want I want people to avoid the pain I went through.
748
00:41:48.393 --> 00:41:54.118
And I don't want them to have to go through five, 10 years of unprofitability, being their head against one, almost getting killed because I didn't have systems in the business.
749
00:41:54.799 --> 00:42:01.281
And so that passion will outlive hitting the more vanity metric of like a thousand locations.
750
00:42:01.621 --> 00:42:07.982
Because every single time I talk to anyone, anyone doing under two million, I know exactly what their pains are and what they're feeling.
751
00:42:08.303 --> 00:42:13.464
And like the incredible immense load of pain and pressure that comes with not having systems in the business.
752
00:42:14.263 --> 00:42:15.684
And so I can empathize with them.
753
00:42:16.004 --> 00:42:18.625
I get very emotional and involved with them.
754
00:42:19.845 --> 00:42:21.365
So I used to preach back in the day, right?
755
00:42:21.385 --> 00:42:22.246
Because you know this language.
756
00:42:22.266 --> 00:42:28.868
So I used to preach, and after you preach, you get off stage, and you were like, I'm, me personally, I'm physically drained.
757
00:42:29.348 --> 00:42:31.329
Like, because your operating is a different level.
758
00:42:31.749 --> 00:42:33.970
And I get the exact same thing after talking to business owners.
759
00:42:34.530 --> 00:42:36.172
Because you care so deeply about the person.
760
00:42:36.192 --> 00:42:40.377
In this case, not their soul, but you care about solving pain for them and their business.
761
00:42:40.917 --> 00:42:45.743
And knowing that that pain causes pain in their relationships, pain in their physical life, mental health, and all the rest of it.
762
00:42:46.043 --> 00:42:48.886
And so I can't solve... Like, it is...
763
00:42:49.967 --> 00:42:52.669
It is a savior's complex.
764
00:42:52.689 --> 00:42:54.330
I think I will be able to change everyone's soul.
765
00:42:54.710 --> 00:42:57.411
But I know I can change just pain for them in their business.
766
00:42:57.791 --> 00:43:00.373
And if that, then it affects all these other aspects.
767
00:43:00.853 --> 00:43:03.214
And so I get really worked up and emotional about that.
768
00:43:03.615 --> 00:43:05.115
And so it's not a fake.
769
00:43:05.135 --> 00:43:05.636
It's not a facade.
770
00:43:05.656 --> 00:43:06.456
I don't have to put that on.
771
00:43:06.696 --> 00:43:09.858
And so anything that turns you on that way, I would just lean into it.
772
00:43:10.198 --> 00:43:14.561
And I'd create definition in terms like, oh, like, I felt really good doing those things.
773
00:43:15.161 --> 00:43:18.543
And then just like, how do I build a business that I get to do more of that?
774
00:43:18.683 --> 00:43:20.265
Where do I put a mind technical behind that?
775
00:43:20.305 --> 00:43:20.825
Or a seismic behind that?
776
00:43:21.646 --> 00:43:22.647
Because then you know what the goal is.
777
00:43:22.667 --> 00:43:24.769
So for example, if you're like, okay, I want to do missions.
778
00:43:25.797 --> 00:43:27.498
Is that, what is that?
779
00:43:27.858 --> 00:43:30.639
Is that like, are you talking about building orphanages?
780
00:43:30.659 --> 00:43:31.920
Are you talking about making schools?
781
00:43:32.060 --> 00:43:37.142
Yeah, I think it's on that side of like, I guess not necessarily like long term where I lived there for 10 years or whatever kind of thing.
782
00:43:37.202 --> 00:43:37.382
Right.
783
00:43:37.562 --> 00:43:48.326
Having it be, Garrett and I have talked to someone about this, of like having it be where it's like, oh, Bryson did this, so therefore Bryson would be a valuable asset to like whatever organization kind of thing.
784
00:43:48.446 --> 00:43:48.987
Okay.
785
00:43:49.047 --> 00:43:51.908
And then being more of like the, you know, higher up,
786
00:43:52.688 --> 00:43:55.570
position in that, almost like an advisor role kind of thing.
787
00:43:55.590 --> 00:43:56.871
But then also being able to be like...
788
00:43:56.891 --> 00:43:57.592
In a non-profit?
789
00:43:57.632 --> 00:44:01.654
Yeah, but also being able to... Because there's not as many issues of conflict of interest in a non-profit.
790
00:44:01.694 --> 00:44:04.536
If you're like, oh, well, I'm part of this, but also they need this.
791
00:44:04.596 --> 00:44:06.458
I can make this donation towards this.
792
00:44:06.478 --> 00:44:09.660
And I can actually know where that need is needed the most.
793
00:44:10.640 --> 00:44:12.842
Yeah, so I guess all of the above, both...
794
00:44:13.972 --> 00:44:17.613
having that be my actual day-to-day and then also having it be something where it's large monetary.
795
00:44:18.333 --> 00:44:19.073
Yeah, so...
796
00:44:19.293 --> 00:44:21.034
Towards large amounts of money towards that.
797
00:44:21.214 --> 00:44:25.815
In my opinion, this is my opinion, giving large sums of money mostly helps you in your brain.
798
00:44:26.195 --> 00:44:26.895
Sure.
799
00:44:27.295 --> 00:44:29.296
But... One second, one second.
800
00:44:29.816 --> 00:44:33.617
Giving that money to something that you're really passionate about is super awesome.
801
00:44:33.797 --> 00:44:33.917
Yeah.
802
00:44:34.077 --> 00:44:38.218
And how I would figure out more clarity around where you want to give that money to.
803
00:44:38.258 --> 00:44:38.398
I know.
804
00:44:38.918 --> 00:44:41.539
And I'd just get over there, I'd be like, where do I want the money to go?
805
00:44:42.080 --> 00:44:42.860
What do I want it to do?
806
00:44:42.960 --> 00:44:45.481
And then you have an emotional bond when you give the money.
807
00:44:45.862 --> 00:44:53.185
I guess I know what it would go, I guess it's Haiti and it's kids in Haiti, so that's rewarding since I was like seven.
808
00:44:53.225 --> 00:44:56.407
I like sometimes on weekends we'll go in contracts and do different meal packs.
809
00:44:57.288 --> 00:45:02.550
I started a meal pack in Florida that we did like a 1.5 million meals or something like that.
810
00:45:02.990 --> 00:45:04.911
So I know it's like that and around that.
811
00:45:05.312 --> 00:45:05.492
Yeah.
812
00:45:06.192 --> 00:45:06.972
As of now, right?
813
00:45:07.093 --> 00:45:07.353
Right.
814
00:45:09.862 --> 00:45:13.226
I guess it's more of just like, well, if you could do one of these things, that's awesome.
815
00:45:13.246 --> 00:45:16.810
But if I could work harder, make more money, and then do two of them, that's really cool.
816
00:45:16.950 --> 00:45:17.992
Or three, whatever kind of thing.
817
00:45:18.092 --> 00:45:18.953
Does that make sense?
818
00:45:18.993 --> 00:45:20.114
I guess that's what's hard.
819
00:45:20.134 --> 00:45:22.236
I know exactly what I want to do
820
00:45:23.072 --> 00:45:28.095
where I want to do it, but obviously everybody would rather do 100 times more if possible.
821
00:45:28.135 --> 00:45:32.817
And so I have a hard time putting like, oh, I want to make this much money, then I can be done, if that makes sense.
822
00:45:32.957 --> 00:45:37.660
Or be done with the business side of things and then still put that much effort into something else.
823
00:45:38.100 --> 00:45:42.582
I have a hard time being like, oh, well, I'll be done with growing.
824
00:45:43.823 --> 00:45:46.804
I'll be done with this, and then I'll put that effort into this.
825
00:45:46.944 --> 00:45:49.246
I have a hard time defining when I'll be done.
826
00:45:49.266 --> 00:45:49.786
It is a done thing.
827
00:45:50.248 --> 00:45:51.509
Most of the time that doesn't happen.
828
00:45:51.609 --> 00:45:53.570
Most of the time I see is people who give a little.
829
00:45:53.810 --> 00:45:55.231
When they get more, they give more.
830
00:45:55.571 --> 00:45:55.771
Sure.
831
00:45:56.491 --> 00:45:57.852
Yeah, and so that's my issue.
832
00:45:57.872 --> 00:45:59.133
I have a hard time defining.
833
00:45:59.313 --> 00:46:01.894
You said define how much money you need.
834
00:46:01.934 --> 00:46:02.355
I said a lot.
835
00:46:02.375 --> 00:46:03.455
You're like, well, to figure that out.
836
00:46:03.635 --> 00:46:05.016
I just don't know where that line is.
837
00:46:05.516 --> 00:46:05.696
Yeah.
838
00:46:06.357 --> 00:46:07.718
It comes from the architect.
839
00:46:07.858 --> 00:46:10.119
In the architect phase, I would really think through that.
840
00:46:10.779 --> 00:46:19.124
If you're thinking about from a legacy perspective or the feeling that you want or is it the thing that you want to see, really getting clarity on why do I give this money?
841
00:46:19.920 --> 00:46:22.062
Like that's a really important thing when it comes to philanthropy in my opinion.
842
00:46:22.082 --> 00:46:23.803
It's like, why am I giving this money?
843
00:46:24.664 --> 00:46:29.729
And then like, what do I wanna change in these people's lives or their circumstances or like the change in the world I wanna see?
844
00:46:29.989 --> 00:46:37.956
Great, what would be a number of people or like what's the impact I need to make and quantify that?
845
00:46:38.156 --> 00:46:42.119
The easier it is then to say backtrack it like, this is the size of business I need to get there.
846
00:46:43.180 --> 00:46:46.143
Instead of saying like an arbitrary number of locations, you might be able to get there with 10 locations.
847
00:46:48.057 --> 00:46:48.678
If that's the goal.
848
00:46:48.918 --> 00:46:50.299
But then you get to something double at 20.
849
00:46:50.339 --> 00:46:51.501
I guess that's my issue.
850
00:46:51.561 --> 00:46:53.362
I just don't know if there's a great answer to it.
851
00:46:53.523 --> 00:46:53.903
There's not.
852
00:46:54.464 --> 00:46:55.164
Only you know that.
853
00:46:55.224 --> 00:47:01.491
Because otherwise you'll be 85 years old trying to grow your businesses and be like, I'm one day gonna give to the kids in Haiti.
854
00:47:01.991 --> 00:47:10.139
And so you think about even over the course of a 40 year career, for example, yes, you can make more money, but eventually you run out of time.
855
00:47:10.700 --> 00:47:14.282
And so if you only have five years at the end of your career to give, it's like, it's so much.
856
00:47:14.343 --> 00:47:18.565
But what if you would have been able to grow half as big, but you did 20 years on it, right?
857
00:47:18.585 --> 00:47:26.391
I think I've more thought about it in like a span of years of like, what can I get to by 28 or – because that's 10 years – or 28 or 30 or whatever.
858
00:47:26.411 --> 00:47:32.375
More of like, hey, just do as much as possible until this time and then transition instead of coming to like a monetary thing.
859
00:47:32.635 --> 00:47:35.197
Because time is more definitive as far as like –
860
00:47:37.199 --> 00:47:38.543
Because that's a done, right?
861
00:47:38.603 --> 00:47:44.078
Money could keep going, but as far as years go, once 10 years is up, it's done.
862
00:47:44.539 --> 00:47:47.687
And then it's like, okay, we've created this off that, so now go do this.
863
00:47:47.707 --> 00:47:49.753
Yeah, only you can answer that question.
864
00:47:50.174 --> 00:47:50.795
Yeah, it's a tough one.
