Full Transcript for Maximizing Profitability through Waste Reduction and SOP's - Kevin Scott - Muskoka Landscapers

I'm assuming that all of these guys that you're dealing with are like multimillionaires. Is that a fair assumption? Kevin Scott (05:45.154) Yeah, I'm sure there's a lot of bees around too. Enmanuel (05:50.704) my gosh, what the hell dude, who are you dealing with? Kevin Scott (05:55.822) Yeah, and keep in mind too, like it's such an interesting dynamic because they're not, you know, all customers have a different background and a different success story. But whether they're on Lake Joe or Lake Muskoka or they're over in Halliburton or Lake of Bays or north of us in Perry Sound, Georgian Bay, everybody's here for the same reason, right? Everybody wants to be by the water, in the boat. Enmanuel (06:10.02) Ahem. Kevin Scott (06:23.845) doing water sports, enjoying the sun, having drinks with friends, barbecues, parties, weddings. Yeah, it's just an amazing group. And don't get me wrong, there's people from all genres. There's people that bought a place 40 years ago that's a small lot, and then you've got these extravagant 25 plus million. dollar properties. it's the variance is amazing and everybody's got a unique story and we're fortunate to be able to help them, you know, create the stuff they're after and it's awesome. Enmanuel (07:08.729) Yeah, dude, I think that's freaking epic a couple of billionaires, of course, we're not gonna say any names unless you want to I'm just kidding. But dude, that's freaking awesome The fact that you guys are doing projects of that magnitude and by the way Kevin like are you from miss Coco? Like did you just happen to live in this motherland where people have a shit ton of money and they want to go and hang out there? Kevin Scott (07:15.277) No, I wouldn't do that. Kevin Scott (07:30.468) I grew up up here, but in a town outside of, you know, the lake area, I didn't grow up on the water. and I was here until I was about 20 and then I moved to the city. I was in Toronto for, for quite a while. and then I lived down there, with my wife for a long time, 10 years when I was in the golf construction business. and then, yeah, we've been back here since four. So we've been back in Muskoka for 20 years now, which was right around just, you know, just before we started Muskoka landscapers. Enmanuel (07:38.212) Mm Enmanuel (08:00.823) Amazing dude. I think that's freaking awesome so Kevin Scott (08:03.393) Yeah, it was an awesome place to grow up. mean, there's just so much fun stuff to do in the summer and the winter too. mean, it's, you know, we get lots of snow and lots of, lots of cool stuff to do for sure. Enmanuel (08:15.859) Awesome, Kevin. know what, Kevin, I'm gonna, pick your brain on this, on a couple of things, because you're probably one of the top landscapers that we've ever had on the podcast, right? Like as far as like business operation, the talent of the team, the smoothness that it is to work with you so hard to finish, and you probably are one of the top highest earners, if we're gonna be honest. So Kevin, let's get into this. How much money did... Or not much, that's a bad way to say it, but how much profit did Ms. Coca do in 2023? Not profit, but like growth. Kevin Scott (08:49.219) In 20, yeah, no, we've been, we've been, so what, what we've been focusing on Manny is how do we get our net up? We, we've been sticking around 10 to 11 million for the past four or four and a half years. And our focus now is, and it has been for probably four years now is not so much growth, but how can we eliminate waste? How do we get our SOPs more dialed in? How do we train our teams better? Enmanuel (09:06.532) Gross. Kevin Scott (09:17.91) How are we more efficient with our equipment use and material use? And I mean, there's, we could have a whole, we could have a whole podcast about waste, but we're just really focusing on trying to get our net up and every year we're able to gain a little bit. We're at a point now where we're happy with how everything's running and we're going to be looking to have a little growth spurt here in the near future. Enmanuel (09:42.693) Wow, awesome. you're doing 10 to 11 million rows. Kevin Scott (09:49.929) In sales, Enmanuel (09:51.365) grows in sales and then by any chance, I mean, are you open to share like what the profit margins are for like, for the like after expenses is it over 50 %? Like what is, what does it usually lie around? Kevin Scott (10:03.657) Well, no, our net, I mean, that's a tough thing in the landscape business, like because of the seasonality of it, depending on logistically where you are, you know, if you're in the Southern U .S. and you can go year round, it's a little bit better. But here we've basically got an eight to nine month season. So your costs still continue year round, but, your income dies off. So. We are generally in the 10 to 15 range and we're looking to be more, you know, 15 or slightly north of that net. Enmanuel (10:42.245) 15 % net, gotcha. how does one, how does one decrease the amount of waste, decrease the amount of time wasted? How does one go about that? Like what is your guys process for doing that as a team? Kevin Scott (10:59.071) Yeah, it's lot of systems, right? We've got a lot of SOPs in place for every position within the company and a lot of its training and a lot of consistency in the conversations about waste. We do a lot of granite flagstone installations, a lot of granite patios. We're currently paying anywhere from 30 to 45 bucks a square foot to purchase the stone. And then you're cutting it. So often we can waste up to 20%. Enmanuel (11:23.523) Holy shit. Kevin Scott (11:29.151) of the material. So, you know, on a project that's say 5 ,000 square feet, you know, you can, you can waste a lot of, a lot of square footage and a lot of money very quickly just by not utilizing the best pieces you have on site, not having an area to spread it out to see actually what shapes fit best. So you have the less waste logistics is one. This year, one of the things we did

that's helped a lot with logistics is we've outfitted everybody's site trailer. Some guys have containers, some guys have site trailers, but they've got like a fridge, coffee maker, microwave in there. We outfit them on Mondays with like drinks and coffee and creamers and all that sort of stuff so that there's no reason to have to leave site, right? There's no reason, I forgot my lunch. There's always protein bars and stuff like that that they have with them. We have a track them system now so we can log where everybody's driven each day. and see where they are on the screen, which really helps our delivery guy for operations. So there's a lot of good software in place too to help save waste. But ultimately it just comes down to training. Training and consistency on talking about it, how can we improve it? Because it's easy to waste. It's easy to waste material. It's easy to waste equipment time, fuel, labor hours, improper communication, you know. Somebody does something a different way because it's on plan one way yet it was supposed to be changed or, you know, the project manager didn't get the information to the supervisor in time and, know, they built it to plan and it was, it was different. yeah, there, there's a lot of ways to save. There's a lot of ways to save waste and it's, you really got to dive into it. Sorry. Enmanuel (13:18.841) Yeah, yeah, couple of things I want to expand on there too. So that's amazing that that's like so methodical. didn't really think of it like that. Like, okay, maybe you should get a fridge. The guys don't have to go out to get coffee or they don't have to get lunch. So that's super creative. so what's the goal there is to kind of, cause I'm sure they still get a lunch break, right? But instead of wanting to leave, they just stay on the job site, eat there. Cause what, what, what, what's the job? wastage there like on like going out eat and stuff like that I guess they just usually just take more time than what's allotted is that the issue Kevin Scott (13:50.939) Well, inevitably they have to because logistically we're on a lot of cottage roads. So to get back to a town, you can't do it in 10 minutes, get some lunch and be back in 10, let alone eat unless you're eating in the truck. so yeah, and not only that, but we've also, we invested a lot of money actually in, making sure that every trailer and container is outfitted with all kinds of spare tools, all kinds of backup equipment. Enmanuel (14:06.237) Mmm. Kevin Scott (14:20.037) filters, compressors, stuff that they don't use on a frequent basis, just so they don't have to leave. Like they've always got everything they need in that container. And that's improved a lot. It's a little bit of an outlay at the beginning, but being able to double up on equipment and, know, a saw goes down, they've got another one. You know, a lifter goes down, they've got spare parts. It's just exponentially saves time. which creates more workable time, more billable time. Yeah, so I think logistically that those are the things that we've done to try and cut down on waste. Trucks, all the delivery trucks trying to keep them full both ways. There's always material on site that needs to go back to the yard, making sure they're picking up and delivering as they go. Those are common sense things, but unless you really enforce it, it doesn't always happen. Enmanuel (15:01.701) That's freaking awful dude, and I appreciate it. Enmanuel (15:19.959) Oof. Unless you really enforce it, it doesn't always happen. That's a good one. That's a good... Kevin Scott (15:24.569) Well, you got to train your drivers, right? Like the drivers have got to be calling the guy, the site super on their way and say, Hey, I'm to be there in 10 minutes with your load of gravel. What do you got to go back? I've got nothing. Are you sure you got nothing? Is there any skids? there any, you know, like skids are now 35 bucks a piece. So you want to make sure they get back to the vendor. And, so yeah, it's just those little, those little moving parts that happen on every job site every day. like how do you improve just a little bit on everyone and. And that honestly can be the difference of three to 5 % net. Just with all these little changes, yeah. Yeah, it's dramatic. Enmanuel (15:59.289) Holy shit. Enmanuel (16:03.237) If you just told me yeah, if you're if guys are netting 10 to 15 That'll eat up to eat a five. Holy shit, dude. That is a big fucking deal Kevin Scott (16:12.886) Yeah, I mean, it's not it's not just those things to write. It's like equipment abuse, repair costs, you know, snow removal, like snow damage to equipment, snow damage to trucks, inefficient uses, use of the trucks or equipment. Yeah, office time, too much duplication in the office with the SOPs, like too many people looking at the same thing before it's approved. And yeah, there's a there's a lot of A lot of forms of waste. Enmanuel (16:44.261) Wow, yeah, I'm sure that takes up a lot of time, you know, there's a lot of meat 10 meetings to do one thing That's probably ineffective to us here. What you mean there But Kevin asked me I answer one question for me if you may So last time we spoke about the software, I think you guys are using element. Are you guys still on that? So what other softwares do you guys combine with that to be able to be logistically sound or do you guys just use one? Kevin Scott (16:59.008) Yeah, Ella Man, yeah. Kevin Scott (17:07.479) No, we use a couple of things. We use Google Drive to document where everything goes. So like all of our drawings, safety reports, any email correspondence, like every project has its own file and everything to do with that project goes in there. So Google Drive's one. We use the app that's called 4x4, which is also an LMN product, free app. The 4x4. Enmanuel (17:32.58) What they're called? Enmanuel (17:36.185) for action. Kevin Scott (17:37.31) The four at four and this thing's amazing. This was like a game changer when

we got it and it's free and I don't know why everybody does not use it. Even if you're not in the landscape business, it's amazing. So it asks your supervisor, we call it the four at three because we want it to be filled out at three o 'clock, not four o 'clock. So it asks the supervisor four questions. What are they planning on doing tomorrow? Which makes them think about what they need and what they're gonna do. What did I get completed today? So you get a report on what they did. What's slowing me down? So you know if there's any hiccups or sub trade in the way or they're waiting on a delivery or whatever it might be. And what do I need from you? Meaning what do I need from the office or operations? So it's only those four questions. Our guys all add five or six photos with it when they send it in. It goes to the design team, their project manager. I get it. Operations gets it. And for me, it's such a fantastic tool when your company is a little bigger or it's a great tool, even if you have a small company. But if we have 10 sites on the go, I can read the four at threes at three o 'clock and I know exactly what's happened on every project. I know where there's delays. know where somebody needs support. I know where I need to maybe call a customer or a builder or a sub trade, whether that's the light of fire or thank them or whatever it might be. But it really, really gives you a good snapshot of. what's happening in the field when you're not in the field all the time. Enmanuel (19:08.175) That's amazing. I'm actually going to look up the app right now because Kevin Scott (19:12.114) Yeah, it's fantastic. I see it all the time. Anytime I'm speaking or talking to people that ask what's a real, what's a useful tool that is probably one of the more useful ones. Enmanuel (19:24.239) But let me ask you, does anything get boring to ask the same thing every single day and get a report every single day or does it always change? Kevin Scott (19:29.221) No, because it changes every day. Right. The photos are updated. They've now progressed in the project. It helps with billing. Like you kind of can see based on the photos, where are they at for next draw? you can see if something doesn't look right. You can make a comment or call them or go to the site. It just kind of highlights if you've got any problems anywhere. but the main thing it does, Manny, is it reminds the supers to think about tomorrow. Right? They're not calling you the next day at 7 a going, hey, I need a load of gravel. The trucks are all gone already. Right? They're trying to get in the queue for the next day or the day after. So it really makes them think about this is what I'm doing tomorrow. yeah, I better call and get that. Or I better call that guy to come inspect or whatever it might be. Just gets them thinking about what's going on? What did I do? What do I need? What's slowing me down? Enmanuel (20:26.063) Dude, that is amazing. How does the app work by the way? Like where did those messages go? Kevin Scott (20:30.434) We use email. So the guys have the app on their phone and then every job has its own email list. So they just, they fill in the four questions. Enmanuel (20:39.909) The app will send it as an email To the group which means you guys all members of that group get it Dude you Kevin Scott (20:43.803) track. Kevin Scott (20:48.847) Yeah. So every job has its own group, right? Cause it might have a different designer, different project manager. Maybe there's a sub sometimes we include sub trades. If we have like a sub trade heavy job, like a lot of masonry work or something. It just, it just creates like a high level of communication for everybody involved to know if they're needed or if they see a problem to comment. It eliminates a lot of issues. Enmanuel (21:16.357) Dude, that is freaking sick. guys are pro - Kevin, I'm telling you, I've had guys on the podcast, but like, you guys are sound. Like, you guys are fundamentally sound, dude. Like, holy shit, I love it. What else do you guys do? Kevin Scott (21:27.184) Well, it's what makes the difference, right? It's what makes it, you know, if you look at industry standards, I think it's like 70 or 80 % of landscape companies make under 5 % net, which is damn close to zero. So it's a staggering number. It's something that, and you know, often what happens with a lot of those businesses, especially smaller businesses, they're making a low net. And the owner's likely not paying themself a wage. You know, so they're just taking money as they can when, when they can. and I think, yeah, I mean, that's that's a whole other thing that we can get into, but let's, let's finish with the software. So we have four at four. we have Google drive to, to library, everything, QuickBooks, which is our accounting system and LMN and QuickBooks Mary. So we are our general manager reviews, all the LMN reporting for the day. for the previous day, and then he enters it right into QuickBooks. So it does payroll and yeah, does everything. And then in the design end, we use a lot of CAD, a lot of Lumion, SketchUp. We're actually playing with Vectorworks now. I've actually got a separate design company now that's diving into Vectorworks called VAST, Landscape Architecture. But yeah, that's really, it's really those four. And then we have a few, like we use To Do List a lot. Enmanuel (22:28.783) Thank Kevin Scott (22:55.386) We use to do list for all the delivery trucks so that our operations guy can, if somebody's in a panic for something, he can prioritize the list for the delivery people. No, it's, it's an app. It's a, it's called the to do list. It's an app, super easy to use. what I love about it is I use it for myself personally as well, just as my to do list. but you can add files to it. You can add files to. Enmanuel (23:04.09) Is that a physical list or is it a where does it live? Kevin Scott (23:25.354) or photos to your album or photos to your item, your list item. But as things

get checked off, you can actually scroll down and go, okay, that's done, that's done, that's done. And you don't worry about it anymore. So for our operations guy with the delivery trucks, when they make the delivery, they jump on to do and go check that's done. And then they just go to what's next on their list. So the operations guy doesn't have to call them, doesn't have to text them. Just can see, okay, that's done. And if he wants to make an adjustment, because somebody needs, know, somebody's excavator's down, they need another excavator. I'll go to the yard and get another excavator instead of, you know, what was on the list. He can just make the adjustment. So to -do list is good. Lately, I've been getting into Slack with another business and Slack's an amazing app as well. I love it. You use that? Enmanuel (24:17.635) Yeah, a lot of guys big shout out to Sam from edge outdoor living do their system iced out too and he uses slack and it's very efficient I hear Kevin Scott (24:28.195) it's amazing. You can do the group huddles and share information and content, different threads. It's yeah, you can organize your whole life in there. It's amazing. It's amazing. But yeah, that's it really. And it goes. There's a lot of apps out there that you can use and a lot of different software companies, but those are really the ones that have worked well for us and they all mesh well together. And once you get used to using them, I mean, you just it's. Like clockwork, right? Enmanuel (24:58.309) Yeah, 100 % and I want to ask you two more things on that Kevin and then we get move on so What does an SOP look like for you guys? is there like a super unique beautiful looking document or is it just a basic? document in Google Docs with just Title and words like how does that look? Kevin Scott (25:15.327) Yeah, it's pretty simple. It's got, you know, obviously the letterhead and then the title. but I mean, we have a lot of them and we've, that's something we've invested a lot of time in, in the winter months when we have time and we review them every once in a while to make adjustments. Cause they're not always perfect, but no, they're not pretty or elaborate. just like bullet points from I don't know if you look at our workflow, it's like initial call, return within 24 hours, welcome package sent with it. LMN numbers started. You know, so now there's a place for everybody to put account their time. Design meeting scheduled. Like it just, goes through every piece of the job. That one is long. It's like. 80 or 90 items because it's got not only the flow, but who's responsible and how what's their timeline to be responsible for. So like when design turns it over to the PM for estimating, then estimate or PM has it for so long to get the estimate done. so it just, creates a lot of accountability and it's great for training new people because it's like, here's your, here's your workflow and this is how you fit into it. And this is what you're responsible to for

and to who. But we have it for operations, we have it for the yard, we have it for our GM, we have it for estimating. The site supers have it, the delivery people have one. And everybody's is different. Enmanuel (26:52.249) you guys access it like is that on the app on the phone like is your is your foreman on the field you know phone Google Drive Kevin Scott (26:57.789) Google Drive. Yeah, they can just pull it up in Google Drive. And what we've been working on a lot the past couple of years is sending out messages for everybody just to review their own, periodically, like every couple, three months. Because inevitably you need to make an adjustment or you get somebody who's always asking the same question. And often if they read through their SOP again, they'll be like, I'm missing that step. Or the other thing that is really useful for, say we get a call from a customer and they're like, hey, we didn't get our estimate yet. And maybe somebody missed a step, but at least we can now go back and go, okay, we were good to hear, we were good to hear, then what happened? And sometimes it's just human error or somebody was extremely busy and... missed it or thought they sent it and didn't or what you know whatever happens but at least now you've got a way to go back and say okay this is what happened how do we fix that you know how do we stop that from happening again sometimes it's by adding a backup but for for everybody i just think it creates like this really clear picture of what their job is who they're responsible to what sort of timelines they have to be responsible and for estimating it's huge because I believe that with LMN and the way we have all of our estimating templates set up in it, where our mistakes happen is not an LMN. It's in the takeoff stage, right? When people are doing their takeoffs on the plans, they estimate something incorrectly or forget to measure one spot. So now what we do is like a, a two system. So. Kevin Scott (28:55.472) two people, two PMs will do the same takeoffs on a plan and then they'll compare notes. Like, why did you have more time for that? Why did you have more topsoil than me? Why have your square footages higher than mine? And then they'll discuss why or somebody missed something. And then from there, we'll narrow that down into one cost or like a takeoff report and then we can load all that into LMN. And with LMN, because everything's preloaded, you can just. I need that four person crew with that equipment package. Boom. They're going to install flagstone at a rate of X. there's your, I've got 2 ,400 square feet. Put that in. You can build a million dollar quote in 20 minutes. Enmanuel (29:38.767) Dude. Holy shit. Kevin Scott (29:40.033) And whether I do it or my GM does it or another PM does it, if we're using the same takeoffs that have been peer reviewed, we're going to come up with the same number. Enmanuel (29:50.757) Yeah, exactly dude, this is my goodness kevin you blow my mind away dude because there's so many systems and things that I I didn't think of from that specific angle To make it work. But that's the difference what sets them 11 million 12 billion dollar company from one that's It's $200 ,000. It's fucking crazy Dude Kevin Scott (30:07.524) It's so easy to miss things on a plan, even on site. you, you know, you get your elevations wrong and you got to add 10 foot steps. you know, at home, like those, those treads are going to be 12 or 1400 bucks a piece. Plus you still got to install them. You got to get them there. Like all of a sudden that's a, you know, $15 ,000 forgot. Enmanuel (30:32.934) Wow, dude, that's insane and Kevin, you know what I actually like because they get these systems is what really sets you apart dude And it's freaking insane like you're probably one of the most sound guys that I've freaking had on dude And I think you're actually starting off a coaching program or not a coaching program But like a program for a landscaper's like can you tell me a little bit more about that, too? Kevin Scott (30:51.672) Yeah, so yeah, I'm super, actually really pumped about this. We're to be launching social media on the 23rd, which will be cool. And the platform will actually be live October 7th. It's called the Wealthy Landscaper. But it's going to be super cool. I've been looking for a way for a couple years now to develop something that I really enjoy, not only enjoy doing, but something that I think will really help people. And I think this is it. think with the team I have and the people I have helping build it, it's just going to be a community for landscape entrepreneurs to share information. We're going to have weekly blogs. We're going to have bi -weekly guests. And there'll be like really unique questions. But just a great area to share knowledge and have conversation. We've got this accelerator program that we're going to have going on it. We've got You know, we're talking about books a lot. We're going to have a lot of our SOPs in it. It's a, it's going to be a subscription based platform, but our SOPs will be available. Enmanuel (31:57.199) your shit like the SOPs were Miskoka? Dude, that is fucking insane. Cause that's weird of words. Kevin Scott (32:01.334) Yeah, yeah. And there'll be templates that people can modify. It is, it is, but it's one of the easiest ways for people to improve their business. And I think it's gonna be super cool. think we've got a lot of great industry leaders. We got some great affiliates that are offering some amazing discounts if you're a subscriber. Yeah, it's gonna be high. There's a lot to talk about with it and it's gonna be great to get the release going and I'm pumped about it. Enmanuel (32:37.071) Dude, no, no, no, let's get into it. I really want to learn more and I would love to see what I can do to even help. so the Wolfie, you mentioned two things, which is Wolfie Landscape and then like the Accelerator programs, they the same thing? What's the difference

between the two? Kevin Scott (32:50.837) No, well, the accelerator program is going to be within the wealthy landscaper. So what we're doing with the accelerator program, and this is one of the things I'm most excited about. Basically, there's so many people out there in the landscape industry that likely started in the field. And for whatever reason, that's how it goes. It always blows me away, actually, because you think about Enmanuel (32:55.001) Okay. Kevin Scott (33:19.361) how many people go to school for business all around North America, but never come out to open a landscape company. it is always, it's same in most trades actually. But in the landscape business, there's so many great opportunities to make three, five, eight, 10, 20, 30, like there's massive opportunity in the landscape industry. But you need the right people, you need the right team. And you need the right systems. So the accelerator program is something that I think is going to be fantastic for people who really want to improve and expedite their growth. And a lot of it for me is going to be revolving around them first, right? We've got this 30 question questionnaire that talks a lot about, you know, where do you want to live? What's your house like? Where are your kids going to school? You know, how many vacations are you taking a year? really get them to dive into the weeds of themselves and see what they really want out of their business and how they're gonna use their business to fuel their life and not the other way around. So inside the accelerator, we're gonna have three different groups. There's gonna be like one to three million guys that are trying to get from four to six, seven to 10. There'll be weekly group chats with your group so you'll be able to share ideas and how things are going for each other. I'm going to be doing a call once a month with everybody that's in the accelerator program one -on -one. And it'll be more to just measure their metrics. You know, there's a template they're going to work on each month. And it'll just be a lot of conversation about like, what's working for you, what's not, what are you struggling with? Talk about what other ideas could help. And, you know, like we were talking about earlier, growth in business or in life or you know, and to me they're one. It's slow, right? You gotta be slow and consistent. There's no magic bullet, there's no pill. There's lots of things that you can do like SOPs to improve your business quickly. But getting focused in on your net, you know, don't worry about the one to three million net. Like, let's make sure you're making 12 to 15 % before we start trying to grow. Kevin Scott (35:39.729) You know, let's get an org chart built. Let's get all these things built for the business you want to fuel the life you want. And that's kind of how it's going to work. So I'm looking forward to those monthly calls. I'm looking forward to helping guys. you know, I often think about what I would have done differently knowing what I know now. My third or fourth or fifth year in business would have been like, you know what I mean? Like you just, you'd blow yourself away with how quickly you could do it if you were focused and had KPIs and things to measure against based on the goals you want. And that was your focus. You weren't just constantly, you know, focused on things that don't really mean anything. And I'm getting on a bit of a rant here about it, but you know, one of the things that happens with entrepreneurs, and I'm sure you've been through it, but your home life struggles. You you get so focused in on your work and a lot of guys, especially in the landscape industry think, well, if I just work more or I just work harder, I work on Saturday, that's not always the best plan, right? Especially if your home life suffers or your family suffers. It's a struggle that's real for every entrepreneur. And I think with strategic planning, you can do both. Enmanuel (36:46.733) you Enmanuel (36:56.431) Ahem. Enmanuel (37:06.693) I and I love that. I actually haven't experienced that just yet because I'm 24 and I'm like, dude, I don't know how the fuck people that are, you know, when they start their business, maybe in their late 20s and their early 30s when they already have families, how they can do it because dude, like, especially for me, like, It's like dude like I'm grinding like I'm 12 hours every day 12 14 hours If I'm not, know working I'm like either sleeping or I'm at the gym or maybe I'll give myself an hour off a day max And it's dude. It's like and there's no choice like, know, like I'm not a super fucking millionaire Like I'm not even making that much money compared to some of them my clients that I do the marketing for It's crazy because I'm working so many hours getting paid so little but the experience is so valuable Kevin Scott (37:45.849) It's a grind for sure, but again, like now's the time to do it. I mean, I watch you do it on socials and it's awesome. think when you have that opportunity and you have the grind in you and you have a plan and wants and goals. Enmanuel (37:54.617) I couldn't imagine that having a family too, dude. Like, it's tough. Kevin Scott (38:15.5) That's the time to do it when you are single because you have the time, right? And you're not taking away from somebody else because you're working so much. But I think inevitably everybody gets to that point in their life where they have a partner, they have kids, aging parents, whatever it might be. And not only that, but like just other goals in general. Like I want to learn how to, you know, I don't know. Enmanuel (38:18.149) 100%. Kevin Scott (38:44.386) downhill ski, I want to learn how to go dive with sharks, I want to parachute, there's a million things to do in life, all these amazing places to visit. And somehow you've got to be able to marry that stuff in and reward yourself for all that grind, whether you're married single or not. I think it's just so

important to get that right because I think for years I didn't. I know that that took away from my family at the time when my kids were younger. And fortunately, you know, I've had some good success and I've had years of traveling and doing all kinds of cool stuff with my, with my kids and my wife and all of my family for that matter. but I could have been doing that a lot earlier if I was just a little bit smarter and I, I helped people manage their time better and utilize people I had working for me better. so I, You can have both. Enmanuel (39:44.067) You can have both and you're a shining example of it because I'm a big fan again Kev of what you're doing, dude But dude, I think it's freaking epic that you're doing this so so just to summarize one more time you so I could really understand it so And where is it? Is it gonna be like a Facebook group? How does it work? How does how? School or school community. Okay Kevin Scott (40:00.117) No, it's going to be on school. Yeah, yeah, it'll be a school community. It'll be very interactive. There'll be lots of like chat rooms so you can. That'll be one of the cool things about it is subscribers will be able to reach out to other people that they may have followed online or look up to or aspiring to be and hopefully generate conversations with them. Yeah, there's going to be a lot of interactive stuff. I'm going to be on there once a week on an interactive basis where there's like Q &A. Enmanuel (40:22.404) night. Kevin Scott (40:29.404) We've got a couple other people that are going to be doing the same thing. Also great people from the industry. Yeah. Enmanuel (40:36.779) And then so so the what so the school community is gonna be called the wealthy landscaper and Inside of that community there's gonna be an accelerator program that comes with it or no Kevin Scott (40:47.934) No, it'll be a different program. It'll be a different price point as well. But it'll be a lot more in depth. I think that's one of the things, you know, with your subscription, there's going to be all these tools available and templates and SOPs and blogs and interviews that won't be on socials. Like very specific stuff to the business and to entrepreneurs. So. And again, you know, because a lot of the conversations might not always be about just business. In the same breath, that's the goal. The goal is to share the information we've all got to help younger people or people that are struggling to get over a hump that they're, you know, have been at for a while or years. But yeah, it's going to be super cool. Enmanuel (41:39.069) Awesome, dude. I can't freaking wait for that to launch and then I know you also mentioned something about maybe like I think it was like affiliates in there like What who are you gonna be having into us an affiliate? What are they offering? What's that about? Kevin Scott (41:49.075) Yeah, I'm not going to announce who they are just yet because that'll be part of our kind of branding when we when we

start the socials. But we got some really we got some great ones. We got some great ones. And they're going to basically be offering discounts for equipment, clothing, know, hand tools, power tools, all that kind of stuff. So it's it's it's going to be good. And a lot of that was to help ease the ease the cost of the subscription. Yeah, and just just make it. Enmanuel (41:53.981) you're keeping your cars closed. Kevin Scott (42:18.993) more of a industry platform because those people will be offering a lot of content as well. Right. Our affiliates will be able to answer questions and we'll be having on some of them on for interviews and yeah, it's going to be super cool. Enmanuel (42:35.973) That's pretty cool too right there. And you guys will be able to get discounts, which is awesome. So quick question on it, Kevin, and it's probably going to be the most important point for some people to listen to. Like what's the kind of like the price point for the wealthy landscaper and then how much for the affiliate program? Cause those SOPs can be cheap, I would imagine. Or else I would buy them from you right now. Okay. Kevin Scott (42:52.048) Yeah, right. I actually don't want to say just now, Manny, because that'll be part of the launch as well. But yeah, it's going to be very affordable. And I think if people look at it as an annual cost versus what discounts are available and just not even with the discounts, but like what it will do for them, even on a small level and even just to be again with the consistency like Enmanuel (43:16.371) Mmm. Kevin Scott (43:21.543) You know. I think we're going to have all types of different businesses wanting to get on the platform. And I think there's going to be a ton of great sharing. And I think it's going to be great too for small, small guys that are, you know, the, the two or $300 ,000 a year maintenance companies. Cause I think there's a lot of value and, and those guys have the easiest, quickest route to growth. Often they do. So yeah, I, I think, I think a lot of the value is going to be in the monthly information that shared. that won't necessarily be public. Enmanuel (44:00.045) Right, right and damn dude, that's freaking awesome. And again, like it's like Because nothing against them. There's a lot of young coaches in the space and you know, they're grinding they're hustling and it's another stream of income for them because you know, They've made five hundred thousand. They've made a million dollars in revenue And then they started coaching and I'm not hating on them, but it's like, don't know. I'd rather learn from somebody that's more qualified. That's been in the industry that's got more than 10 years in the industry like you do that's made over $10 million fucking dollars per year in revenue. And to me, those things matter, right? So I think that it's cool that you're doing this because who else is more qualified? Very few. Kevin Scott (44:37.432) Yeah, well, thanks for that. But yeah, it's been

a long process to get there. man, like five, six years ago, not only did things change in my life, but things in the business. like we're going to talk a lot about focus and focusing on your team and the benefits of it. And like you're saying too, Manny, like I'm not trying to tell you how to run a 20 million dollar business because I don't know. I haven't done it. But I'm gonna. Enmanuel (45:09.259) Let's go! Yes sir! Kevin Scott (45:13.808) That's the plan. Enmanuel (45:13.965) I love that right there. I love that right there. And you've got the freaking hunger to fucking do it too, which is awesome. Kevin Scott (45:22.064) Well, think what I, my biggest asset is my team, right? We've got such a great group of people and such a good culture. And now that we've really invested this time and focusing in on net and waste and all the things to really make us chug along in a very consistent fashion, growth is easy. Even in today's market, there's lots of opportunity. Enmanuel (45:52.709) I agree, I agree. Kevin, I have one more question for you, man, which just came to me. What does it look like to work with a $10 million a year company? How do people reach out to you? Was it just referrals at this point? Do you have to send them a form? Do they come into element? How does that all look like? Kevin Scott (46:17.704) Sorry, man, you say that again? What are you asking? Enmanuel (46:19.813) Yeah, what is it like to work with a $10 million company? Like how does that look like? they, you, are they like, no, no, but like, like how does somebody work with you? Like a, like a client, like how, what's the process like? Is it just always referrals or are they going through your website? What does that whole cycle look like at 10 million? Kevin Scott (46:27.062) It's awesome. Kevin Scott (46:42.818) Yeah, a lot of our stuff is referrals. We get a lot of great referrals from architects that we've worked for in the past. We've got some close connections with a few architects that do a lot of work in our area. Builders, you know, we've got a lot of builders. But at the end of the day, a lot of it is through other clients. Because as big as our area is, you know, you have groups of people that are all friendly. or friends or related. So often, you know, if you've done a good job and things went well, then your name gets passed on and it's kind of yours to lose. We get quite a few customers from Instagram as well. But I would say 90 % of our work is referral based. Enmanuel (47:32.165) Nice. then do you ever like, do you have a filter for the like, what's the cheapest job you would take or project that you, is that even a thing or do you still take on $5 ,000, $10 ,000 projects? Kevin Scott (47:40.779) with Kevin Scott (47:46.833) No, we wouldn't go down to that unless it's for an existing customer that needed something or wanted to add something to their property. But we know that under a hundred grand isn't our sweet spot. Just the way our overhead is structured and our systems are structured. like technical long -term projects with lots of programming. In the same breath, we do a lot of jobs that are like... 150 to 250 where somebody's bought a cottage. They want a new set of stone steps and a pathway to the boat house, a bit of planting, maybe a fire pit, maybe a little outdoor kitchen. So a lot of those projects come along as well. And again, a lot of them are referral based, a lot of them are through Instagram. So it's funny, like we might only do 20 to 22 projects a season and we'll be from a hundred grand to 2 million. It just, it really varies in the season and what type of projects come in first to fill your schedule. Enmanuel (48:52.367) That's awesome, dude. I always wanted to ask you that, because like, shit dude, so like the minimum project you would take is a hundred grand. That's amazing. Holy shit, because I know guys are dope. Kevin Scott (49:01.002) Yeah, again, again, if it was a customer or referral from a customer and somebody needed a $30 ,000 patio or something, we would, would look after them. But yeah, often I'm often if we get things that are outside of our area a little bit or, or smaller than we'll refer them to a two or three really good contractors that, you know, specialize in those types of projects. yeah, which is, which is good for everybody. Enmanuel (49:09.133) Right. Of course, of course. Enmanuel (49:27.311) Beautiful. Enmanuel (49:31.745) 100%. Dude, I think that's beautiful. Kevin, again, I really, really freaking appreciate you being a guest on here for a second time. And I commend you on the wealthy landscaper community that you're starting up. How can guys find out a little bit more about that? I want to be respectful of your time. We've been on 50 minutes, so I want to start wrapping it up. But how can guys get in contact with you, learn more about the wealthy academy or wealthy landscaper accelerator? How can they do that? Kevin Scott (49:38.409) Ha ha. Kevin Scott (49:57.199) Yeah, they can go to the wealthylandscaper .community. Right now there's just a landing page there with a sign up. You can leave your email and then once we launch, we'll start sending you information. Like I said, socials will start on the 23rd and then official launch will be October 7th of the platform. Enmanuel (50:01.848) Okay. Enmanuel (50:18.221) October 7th is the launch awesome guys go ahead and sign up for that I mean look get on that newsletter get the updates can you repeat that link one more time cap where they can go right now to go and sign up Kevin Scott (50:29.191) Yeah, the wealthy landscaper dot community. Enmanuel (50:33.443) The wealthy landscaper doc community awesome. I'll also put that on the show notes Kevin dude, you've been an amazing guest again for the second time. So I appreciate you. Hope you have an amazing day. Take care Kevin Scott (50:44.499) Well, thank you to you, Manny, and keep killing it, man. Enmanuel (50:48.089) Yes, sir.