WEBVTT
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What's good, Pool Pros?
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It's your favorite nobody, Pool Boy True, coming at you live from the Tampa area.
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Former basketball coach, Turn Pool Pro, still yelling one more lap, but now it's just at a pool back.
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You're locked into True in the Loop on the Talkin' Pools Podcast.
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Now normally this is where I show somebody some love, but not today.
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Today, I'm putting myself on blast.
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This is my loss of the week.
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I get referred to a customer, vac to waste on a pool that has straight up construction debris in it.
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We're talking sand, broken tiles, and on top of that, regular pool debris.
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And me, I looked at it, I figured one day, easy.
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And I bid it like a one-day job.
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Drastically underbidded.
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Not just a little, drastically.
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Reality, four days.
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Not one, not two, not three, but four straight days.
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With a 45 minute drive each way.
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And then we got to refill this pool.
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But all we got is well water.
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So now the metals in the well water turned the whole pool a greenish color.
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More hours, more problems, way more than I ever calculated for.
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I bid it a sprint, but unfortunately ran a marathon.
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But here's the wild part.
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It flipped into a win.
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Cause when the job was done and it was time to pay, this man doubled it on his own.
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I didn't ask, didn't negotiate.
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He saw the work we put in and just paid double.
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Shout out to that customer because they didn't have to hook us up like that.
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But I can't rely on that.
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That was just luck and not a plan.
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The lesson I learned out of that was to price my back to waste jobs accordingly, especially anything with construction debris, a refill, or well water in the mix.
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Those are the variables that turn a one-day job into four.
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I know them now, and I definitely won't make that mistake again.
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Yeah.
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That was my L for the week.
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You know, we take those on the chin, learn from them, but we keep it pushing no matter what.
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There's a saying in this industry, you're not really a pool pro until the day you fall into a pool.
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Well, I made it almost a whole year without it happening.
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I was feeling real good about myself too.
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And then the day came when I fell into a pool and walked face first into a glass door in front of a room full of strangers.
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And all this happened before nine o'clock in the morning.
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Let me take you back there.
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This episode is brought to you in part by Pool Brain.
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Pool Brain gives pool professionals the tools to run smarter, more efficient, and more profitable service businesses.
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Check them out at poolbrain.com.
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About a year ago, last November, I was still grinding on my pool route, and one way I went about it was attending this realtor caravan that happens once a month, right in my own city.
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Because you can't get a route tighter than what's in your own backyard.
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Problem is, it landed on a Tuesday.
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And Tuesdays at that time happened to be my longest day.
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Because the first pool on my route was a 45-minute drive out before I started working my way back in.
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On top of that, I was training a new employee, Tanner, at the time.
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So I had a plan, wake up extra early, knock out at least three pools before the caravan, so the rest of the route wasn't staring me down afterwards.
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So I picked up Tanner, first two pools, we knocked them out, got them clean.
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Then we get to our third pool.
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Our system at the time was she tests the water, I brush and vacuum, she balanced, and after testing, she then comes back in nets.
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But while she was testing, she asked me a question about what she was seeing on one of the readings.
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Now I'm in such a rush, the clock is ticking down in my head the whole time.
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Gotta finish because I gotta get back across town because I don't want to be late for this caravan.
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So I go to step over towards her and moving too fast, not even looking down.
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Next thing you know, my foot doesn't land on the ledge like I thought it would.
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And in that half second, you know, the one where your brain knows what's about to happen, but your body can't stop it.
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And I'm just thinking, bruh, not today.
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I do not have time for this.
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And I go right in, shallow one, thank God, waist deep, but I'm soaked up.
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Phone wet, keys wet, wallet soaked through.
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Tanner's over there trying our best to hold in their laugh.
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And I'm like, nah, you good, bruh.
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Like, going to laugh is funny.
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But I couldn't really laugh as hard as I wanted to because I was just that irritated.
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But here's what was really going through my head.
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Everybody in the pool industry says you ain't a real pool pro until the day you fall into the pool.
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And that daggone there went a full year, and I'm thinking I dodged that bullet.
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And of course, the day it finally happens is the day I'm rushing, soaked, and have somewhere to be.
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The pool industry definitely heard me get cocky and said, all right, bet, watch this.
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So we finish that third pool.
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I'm dripping wet in the cool November air.
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We get back to the truck.
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The caravan's on my side of town, fortunately.
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So I run back home and throw on some dryer clothes real quick.
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Now at this caravan, it's a house full of realtors, about 12 to 15 of them, showing off their listings.
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And within this meeting, I get the chance to stand up there and tell them who I am, what my company is about, and how I can help them with any of their pools.
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So Tanner and I, we're posted up in the living room of this nice big old house.
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And through the glass door, I see there's a pool in the backyard, clean, beautiful, and I catch somebody walking back in from the pool area.
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So my head, I'm like, all right, bet, the door is open.
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So let me go check it out.
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So I walk straight forward, big old long glass sliding door.
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So Claire, you can't tell that it's closed.
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And next thing all you hear is dung, nose and forehead, full speed, straight into this glass door.
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The whole room just went silent.
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Everybody stopped, all heads turned towards me, and all I said was, yeah, I'm alright.
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So I slide open the door that I just ate.
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Me and Tanner go outside and book it straight for the equipment pad, and we just lose it, straight dying laughing.
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I mean, how?
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How do you fall into a pool and walk into a glass door?
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Not even an hour in front of a room full of strangers.
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We pull it together, walk back inside, rule it as our mid-presentation now.
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I look at Tanner and her face just starts turning bright red.
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I'm like, bro, like what's up?
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What's so funny?
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And she points behind me.
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I turn around, and there on that glass door are two big old grease spots, my nose and my forehead ingrained in that glass for the whole room to see.
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So now I'm trying to be slick with it.
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I'll pull my sleeve down, wipe my face grease off this man's door, man presentation, and that's when Tanner just loses it.
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I mean, she just bursts out, starts laughing in the middle of this whole presentation.
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Now here's the thing.
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After all that, we still had 10 more pools to go knockout.
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And all that happened before 9 o'clock in the morning.
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But we regrouped, got our composure back, and finished the whole route.
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And it barely took us any longer than a normal day would anyways.
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So that day I learned a valuable lesson.
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Life's gonna knock you down, sometimes literally, into the shallow end.
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You have mornings where everything that can go wrong actually does.
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You got two choices.
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You can let it wreck your whole day, or you can laugh in the face of it, shrug it off, and keep it pushing.
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That day we decided to keep it pushing and just laugh at ourselves.
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Remember, laughter is good for the soul.
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So that's how that day went, but enough about me falling into pools.
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I got somebody on the line.
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This man's out of Arizona, running Pineapple Boys, pool cleaning.
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Zach, what's good, my brother?
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Welcome to the show.
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Today on the show, we got Zach from Pineapple Pool Boys joining us on the True in the Loop show on the Talking Pools podcast.
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Hey, Zach, thank you for your time, man.
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Thank you for joining us.
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Yeah, thanks for having me.
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Yes, sir.
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Um, all right, so Pineapple Pool Boys, where did that name come from?
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Such a dope and unique name.
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Where did it name how did you create that name for us?
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Um so I was during COVID, I was working at Bank of America, I'd been there for like 13 years, and I was looking for anything else to do.
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Um, so I was always looking on this website called bizby sell.com.
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It's kind of like Craigslist for businesses.
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And I was looking at literally anything.
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Like I was looking at water and ice stores, I was looking at pool service, I was looking at landscaping, I was looking at pest control, I was looking at anything I thought that I could buy and then in a short time improve it.
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Uh, and just run it on my own and and get out of the get out of the corporate cubicle life.
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Um and my father-in-law is a pool guy.
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So I was kind of already look looking at pools a little more than the other options.
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Um and my wife had a surf shop t-shirt uh from San Diego that had like a pineapple skull on it, was a logo, and I was like, that's a really cool like graphic.
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I would like to use that for whatever I'm doing.
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And we have three uh boys, so I was like, well, maybe they'll work for me in the future.
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So I was like, pineapple pool boys.
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And my wife is an interior designer, so she knows how to use um CAD and some other editing software, so she uploaded the graphic and gave it a bottom jaw and put the sunglasses on it and changed it around a little bit.
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We added color to it, and then I had one of my buddies that I grew up playing hockey with, his sister went to school for graphic design.
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And so I sent her the file and I was like, hey, like clean this up a little bit, give me a couple options, but this is like your starting point.
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And so that a couple revisions later, we had the logo and the name, and I had didn't even have a pool company yet.
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Um, and then I eventually found a company I wanted to buy because on that website it was a lot of brokers selling like 100 pools, 160 pools, 300 pools.
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And I'm like, I don't even know anything about pools, I'm not buying that many.
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So I found a guy selling 12.
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It was his last 12.
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He had like 300 and he'd scaled down, he sold chunks off to his technicians when he wanted to get out of it.
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And he had 12 left that were just in his neighborhood.
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So I found those.
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I bought those um and started from there just a half a day a week.
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Yes, sir.
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Okay.
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I mean, that's such a dope store.
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I mean, first and foremost, just to incorporate your family's legacy, just on your pool company's name.
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I mean, like said, you you did that prior to even having an actual route.
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And then your route, I mean, your your route story is somewhat similar to mine's.
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Um, yeah, I I yeah, you said you got yours with 12.
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I got mine with 17, and then so you're you bought it with with 12, uh, working half days, because I'm I'm assuming you're still doing your Bank of America job at at this time as well.
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Yeah.
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Yeah.
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Okay.
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All right, so we go from that that first year, we go from twelve to the end of that first year.
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How many do we end up end up with uh pool accounts?
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So it's I started in November of 2021 with the 12.
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So I just had the 12 for those two months.
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Um and then like one of those twelve, she had her personal house that was in a different city.
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These were all in Scottsdale.
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Yes, sir.
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Then they were like maybe like three square miles in Scottsdale.
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And I live in Mesa, which is east of Scottsdale, and one of one of the pools was a rental house, but then the client called me and she's like, Hey, um, can you take care of the pool at my house?
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And I was like, Well, where is it?
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And it was not anywhere near those 12, but it was on my way home or on my way there.
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So I was like, Yeah, sure, I can do that too.
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And so then I had 13 and then a couple other referrals.
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I asked for some referrals.
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Um, because when that new year turned over, I knew that I wasn't going to be able to take four hours of PTO every week for the whole year.
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Um, so I asked my boss if I could go to four 10-hour days, and then so I had my whole Wednesday open.
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Um, so then I scaled up to 20.
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You know, I door knocked my neighborhood, I had uh door hangers and cards made, and I was just, you know, started doing pools for like friends or like friends' parents and stuff like that, and got up to 20 pools.
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And I was doing 20 pools in one day.
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Um and then there was a goalie on my men's league hockey team that subbed in, and he happened to be a pool guy.
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And at this point in time, I still don't really know anything about pools.
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I'm I'm I'm just you know, making it up as I go and learning as I can.
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And he tells me about this Facebook page in Arizona called Arizona Pool Techs.
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And there was probably three or four thousand pool guys, company owners, technicians, builders, everything in between on this Facebook page on in this group.
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So I joined that, uh, started meeting some people that I felt like I wanted to learn from.
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And then uh just one day I saw this guy's post.
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He's like, hey, um, I have a hundred pools that I need help servicing.
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Like he had 200 total.
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Um and he's like, I need help like now.
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And so I reached out to him and I was like, hey, you know, I'm new, I don't know much, but I have my own company with 20 pools, and I want to learn, but I only have 20 opportunities a week to learn something, to run into a problem.
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And all most of these pools were really easy, very simple, cookie cutter, basic, nothing special going on.
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So I wasn't gonna really run into a whole lot on those pools.
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Um, so I met with him and we had lunch, and he was like, Hey, as long as you're willing to work, like I'm willing to help you learn stuff along the way, but I I just need somebody in there with a net and a brush and a pole, and I need to just keep these pools from going green, because uh it was him and his him and his best friend, and his best friend um was a recovering alcoholic and he fell off the wagon, and now all of a sudden he's by himself with like 200 pools.
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So he was just really in a bad spot.
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Um so I just jumped right in.
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I took uh I took an unpaid leave of absence from the bank um to try this full time because I didn't know if I liked it full time.
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I had no clue.
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And we were moving into summer, so this was moving into summer of 2022, and all of a sudden I went from doing 20 pools one day a week to doing like a hundred a week.
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Um his routes were really tight, and most of his pools were really small and easy, but my Friday sucked.
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My Friday was like my longest day and my shortest day at the same time, like the shortest amount of pools and my longest time day, because they were monsters.
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There was lazy river pools, there were like 80,000 gallon diver pools, and I was getting paid the same per pool as on those easy, easy pools.
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And so throughout 2022, throughout 2022, I would take the money that I made from working for him, and I would go and I would find guys on that Arizona pool techs page that were selling accounts, and I would buy from guys that were desperate because they either lost a tech, a truck went down, someone got hurt.
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Um, I would buy outliers.
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Like if they if their outliers were in the area that I wanted to be in and they only had three or four to sell, I would buy three or four because I could get them for a really good price because there was only three or four pools.
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And I knew that they didn't want to go to them anymore because they were outliers.
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So they might have been asking like 800 bucks, and then I would offer them like 300 and they would say no, and I'd say, okay, well, I'll wait you out.
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And a month later, they would call me back and say, Hey, all right.
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And I'm like, all right, well, 300, 300 a pool.
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And they're like, okay, fine, whatever.
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And so um, but that Friday route, I went out and I bought 15 pools off of like a really bad company.
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I won't say their name, but I don't know if it was the leadership, the technician, everything, but these pools were in very high-end zip code, and they were not maintained well at all.
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And so I ended up buying those for like it was like 15, I think it was 15 pools for like six grand.
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Um and that was in August of 2022, and August is like our hottest month.
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It was brutal.
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So I'm going out, I'm still learning, I don't know much, but I needed to get rid of that Friday because I was like, that Friday sucks.
00:17:30.950 --> 00:17:35.589
So I bought a route and I told that the other guy, I was like, hey, I can't do your Friday anymore.
00:17:35.829 --> 00:17:42.309
And then right after that, I bought another 14 pools off of a buddy of mine in another city east of me.
00:17:42.629 --> 00:17:52.549
Um just because I knew that when I did pools for the other guy, um, I could do half as many pools that were mine and make more money.
00:17:53.109 --> 00:17:56.069
Just because uh how much he was paying you, is what you're saying?
00:17:56.629 --> 00:17:59.269
Like part how much he was paying you per pool essentially?
00:17:59.669 --> 00:18:09.990
I was getting paid fourteen, fourteen dollars per stop, and I knew that if I had my own route, even if it was at 120 plus camps, that's 30 bucks a stop.
00:18:10.389 --> 00:18:10.949
Understood.
00:18:11.269 --> 00:18:15.909
So I could do half as many pools and make the same amount of money.
00:18:16.149 --> 00:18:16.629
Agreed.
00:18:16.709 --> 00:18:18.629
Uh I mean, yeah, you you gave me so much, man.
00:18:18.869 --> 00:18:34.229
So, like first and foremost, I just got to give you your props, man, on holding down a job, but still going out your out of your way to doorknob, to still go out of your way to ask for for referrals, and then then still go out of your way to check these Facebook groups to get your your accounts up, right?
00:18:34.309 --> 00:18:38.469
I mean, you went from 12 to 20 and then from 20 to a quick 100, right?
00:18:38.549 --> 00:18:45.029
You know, because you was helping somebody else, all for the sake of like just trying to find out if this is something that you really want to do.
00:18:45.429 --> 00:18:56.629
Trust me, like I've I've only been in this, in this industry for, you know, for two years, but in this industry and in and in others that I've been in, nobody really working like that unless they know, or you know, unless they're really a goal getter.
00:18:56.709 --> 00:18:57.349
You know what I'm saying?
00:18:57.429 --> 00:19:05.829
So much props to you for like just really still working a corporate job and then taking the time off when you could to really knock out this many pools, right?
00:19:05.990 --> 00:19:13.349
Um so at this point in time in August of 2022, you went you was at 12 of that November, August of that 2022.
00:19:13.509 --> 00:19:16.949
Um about how many would you say you were at at that point in time?
00:19:17.990 --> 00:19:19.750
My pool, I had about 50.
00:19:20.149 --> 00:19:20.789
50, okay.
00:19:21.349 --> 00:19:22.309
So in less than a year.
00:19:22.549 --> 00:19:25.189
So in less than a year, you went from 12 to 50.
00:19:25.589 --> 00:19:28.869
And you and that and at this point in time, are you still just grinding and out yourself?
00:19:28.949 --> 00:19:31.750
Like no, no employees, no tech, just you, just you alone?
00:19:32.949 --> 00:19:34.149
No, yeah, it was just me.
00:19:34.469 --> 00:19:35.029
Yes, sir.
00:19:35.189 --> 00:19:36.069
Okay, understood.
00:19:36.949 --> 00:19:43.509
And it wasn't just service, so like that guy was also really, really behind on filter cleans.
00:19:44.069 --> 00:19:51.509
And so uh I would work Monday through Friday cleaning pools, and then I would work Saturday and most Sundays cleaning filters.
00:19:51.669 --> 00:19:53.829
And I did that for like months.
00:19:54.389 --> 00:19:57.029
And this is in the heat of the Arizona summer.
00:19:57.509 --> 00:20:05.429
And I would like hit up my buddies um because I was getting paid, uh, we made a deal to split the filter clean revenue half and half.
00:20:05.509 --> 00:20:09.349
So he was charging$125, so I got$62.50.
00:20:09.829 --> 00:20:12.949
Um, and I was tired, man.
00:20:13.109 --> 00:20:23.669
Like, but uh I would hit up my buddies that had W-2 office jobs, and I'd be like, hey man, do you want to come and uh clean pool filters with me on the weekend?
00:20:23.829 --> 00:20:26.629
I'll pay you uh 20 bucks a filter.
00:20:27.029 --> 00:20:28.469
And they're like, How many are we gonna do?
00:20:28.549 --> 00:20:30.389
And I was like, We'll probably do like six or eight.
00:20:30.629 --> 00:20:32.229
And they're like, sure, yeah, let's go do it.
00:20:32.309 --> 00:20:33.269
I'm not doing anything.
00:20:33.509 --> 00:20:42.069
And so I'm like, now I'm making 4250 a filter clean, I'm paying them 20, but we're able to get so many more done because we divide and conquer the four cartridges.
00:20:42.229 --> 00:20:46.709
I'm like, you go out to the front yard, I'm gonna stay in the backyard, let's clean these, let's let's get knocked out.
00:20:47.109 --> 00:20:50.389
Um and so we would do it that way.
00:20:50.629 --> 00:20:59.429
And the I was just focused on getting reps in and getting as much money as I possibly could so that I could buy more pools.
00:20:59.750 --> 00:21:03.829
Um because at this at this point in time, I had a business Instagram.
00:21:03.990 --> 00:21:07.269
I had six posts and like a hundred followers.
00:21:07.429 --> 00:21:09.109
I wasn't really focusing on it at all.
00:21:09.269 --> 00:21:12.149
I didn't really believe in Instagram or social media.
00:21:12.389 --> 00:21:19.669
Um, I wasn't a big social media person before um just a couple years ago with with pool stuff.
00:21:19.909 --> 00:21:20.469
Yes, sir.
00:21:20.789 --> 00:21:28.389
Um and so it was just grinding, and I would just work, I w I think the long most days I worked in a row was like 37.
00:21:28.949 --> 00:21:33.669
Um and I would take like one day off, and then I would work another 30 and then take one day off.
00:21:34.069 --> 00:21:34.389
Okay.
00:21:34.869 --> 00:21:50.469
So as you as you're working these, you know, 30 plus days in a row, at what point in time from because like say the beginning of 2022, you took uh uh or you were taking some time off by at least one day off of work, and then at some and then at some point in time in 2022 you took a leave of absence.
00:21:50.549 --> 00:21:55.669
At what point in time did you leave, you finally decide, okay, this is for me, I'm leaving my corporate job.
00:21:57.029 --> 00:22:00.869
The day I was supposed to come back to my corporate job was the day I quit.
00:22:01.189 --> 00:22:05.269
Um because I had to play a little bit of a game with the benefits.
00:22:05.750 --> 00:22:09.669
Um because my wife had just changed uh companies.
00:22:09.750 --> 00:22:22.309
She was an interior designer the whole time, but she changed companies, and so her benefits were gonna kick in in September and my benefits were gonna end uh whenever I quit.
00:22:22.709 --> 00:22:26.789
But if I got into the next month, they would carry through that month.
00:22:27.429 --> 00:22:30.389
So like my first day back was supposed to be August 1st.
00:22:31.269 --> 00:22:39.189
And two weeks before that, you know, my boss reached out, hey Zach, just checking in, you know, we're gonna start submitting for all your access to all the different systems again.
00:22:39.349 --> 00:22:41.189
Like, we're good to go August 1st.
00:22:41.269 --> 00:22:43.189
And I was like, Yeah, I'll see you August 1st.
00:22:43.429 --> 00:22:47.269
August 1st comes, I call him at 8 in the morning, and I'm like, hey, I'm I quit.
00:22:47.589 --> 00:22:48.949
And he was like, What happened?
00:22:49.029 --> 00:22:52.869
I thought you were coming back, and I was like, I had to I had to play the game a little.
00:22:53.269 --> 00:22:57.990
bit some of my health insurance would would carry through the end of August so they'd be switched to my wife's in September.
00:22:59.109 --> 00:23:00.709
And uh you know he was a little salty.
00:23:00.789 --> 00:23:01.909
He didn't like that very much.
00:23:02.069 --> 00:23:04.549
But you know Bank of America is a big corporation.
00:23:04.629 --> 00:23:08.709
They they they survived without me somehow they figured it out.
00:23:09.829 --> 00:23:11.349
I I wasn't worried about it.
00:23:11.429 --> 00:23:19.829
You know, at the same time they were trying to like they were trying to make me take a COVID vaccine even though I just had COVID and they didn't care and you know they don't care about me.
00:23:19.909 --> 00:23:20.629
They don't care about you.
00:23:20.709 --> 00:23:21.509
They don't care about anybody.
00:23:21.669 --> 00:23:35.829
You're in you're in you're a cog in the wheel and that was one of the main reasons I wanted to get out was because I just felt like I was wasting my life and wasting my potential sitting in a cubicle you know moving widgets for some corporation that doesn't know me or care about me.
00:23:36.789 --> 00:24:08.549
From one pool pro to another I'm I'm glad you had the intuition and and yes you your talents are far more uh needed out here in this pool industry than in that cubicle for short uh just in my short time of knowing you my brother you have given me so many words of wisdom so yeah I'm I'm glad you got out of that cubicle absolutely um all right so we're currently in September of 2022 we're around 50 pools at this point in time I kind of want to transition into like when did you because you're gonna because like you said you're you're having your friends come out of you on cleaner filters.
00:24:08.709 --> 00:24:15.509
So at what point in time or how many routes did you have or pools did you have where you're like you know what I know I need help at this point.
00:24:15.589 --> 00:24:26.709
I I you know I'm working too many days in a row I need to spend time with my family I need some help right so like at how many how many pools was that where you're like I know I need I I know I'm in need in need of some help at this point?
00:24:27.829 --> 00:24:30.789
So I just had my head down all 2022.
00:24:31.029 --> 00:24:59.349
Um by the end of 2022 I had 66 pools and I let the guy know I think in like November I was like hey I'm gonna help you I'm gonna continue helping you out through the end of the year but in January uh you're not gonna have me anymore I'm just gonna have my my pools only and and try doing this thing for real just solo as a business not working for anybody else and he was cool with it.
00:25:00.149 --> 00:25:04.069
So January of 23 I had 66 pools.
00:25:05.029 --> 00:25:16.789
I think I got up to about 80 85 um and I started having my first technician Connor um riding with me like every couple days.
00:25:17.349 --> 00:25:24.389
I would stack up a long day like 15 or 17 services plus a filter clean plus we're gonna go drain a pool.
00:25:24.629 --> 00:25:40.229
And on those days I would have him come with me and we would work and we did that for a couple months and then I was like do you want to come and work for me full time and he was like yeah let's do that.
00:25:40.549 --> 00:26:12.469
Um so that was June of 23 at about 80 85 pools I brought him on um he rode with me every day for four months uh whatever we were doing we were servicing filter cleans draining pools whatever we were doing we did it together um he would basically just show up at my house at about 530 in the morning and we'd start and then we'd come back home and jump in my pool and have a beer and hang out and then he'd go home and we do it all again the next day.
00:26:12.629 --> 00:26:17.990
Okay um and so yo so what what was it about Connor?
00:26:18.149 --> 00:26:25.990
Yeah what what was it about Connor that made you say like I mean obviously I'm I'm assuming you you knew Connor prior to this yes or no?
00:26:26.789 --> 00:26:28.789
Yeah I've known Connor since seventh grade.
00:26:28.949 --> 00:26:53.990
So there was a bond prior to so I I guess my question would be then what characteristics did Connor have that you're like you know what I know I'm willing to trust him like with going with me on this new journey that I that you're creating right because like it's it's one thing to like create something for you know you yourself but you're creating something for your whole family right so like you're having to trust Connor with like yo I need you to help me build this not only for me but also for my family.
00:26:54.069 --> 00:26:54.709
You know what I'm saying?
00:26:54.789 --> 00:26:58.469
So like what was it about Connor that you trusted or saw in him?
00:26:59.029 --> 00:27:10.869
We had a lot of conversations in the truck over those four months um and over the couple months where he was riding with meeters for a couple days a week and you know Connor's got a lot of integrity.
00:27:10.949 --> 00:27:21.750
He's a hard worker he's honest and uh I knew I knew him on a personal level and I knew that I already trusted him and that I could continue to trust him.
00:27:23.429 --> 00:29:11.429
So when he was riding with me again no no website still don't have a website today um still wasn't really even that active on Instagram and but because I had 66 pools and because there were two of us even on stormy weeks man we were leaving those pools sparkling clean and I started asking for referrals and getting referrals and we got up to about 120 pools um that we were doing together in one week um and even before I had Connor working with me I was trying to get my buddy David who was my second technician I was trying to get him to come over first because he was working in concrete and he was just breaking his back every day um but he you know he has a daughter and and he had bills and he needed assurances on pay um so he wasn't who came over first um but as Connor and I got maxed out we got up to 120 pools we're doing in five days um I broke Connor off with I think 50 pools we started with he had 50 so he was doing about 12 a day um and then I brought David on but now me and David only had 70 pools so I bought 38 more all at once from two different guys and so now me and David are doing about 110 but it's October it's cooling down it's not as bad um and we're just rocking and rolling we're doing 20 to 25 a day and uh at at the same time Connor's becoming more efficient and more confident in working by himself and me not being there.
00:29:11.669 --> 00:29:29.990
So we started scaling pushing more onto his route so then then over that over the four months that David rode with me you know we went from starting at like 110 pools down to like eighty m eighty or so because because now you was given more to Connor solo is what you're saying.
00:29:30.229 --> 00:30:00.389
Yeah shifting shifting some of that work over to Connor yeah okay and so after four months of David riding with me now we're into February of no March of twenty four and same thing I gave David 50 as he got more comfortable and better and quicker gave him more um and then I kind of transitioned into like just a floater like I was picking up the stragglers on routes that were too long.
00:30:01.669 --> 00:30:19.990
I was running around doing filter cleans I was riding with them sometimes still like especially after a storm I would try and ride with one of them if I knew that that was like a heavy debris day for them um I'd go ride with them and or have my truck and follow them for 10 of the pools just to help them out.
00:30:20.629 --> 00:30:22.869
Because again I still don't know everything at this point.
00:30:23.509 --> 00:30:31.269
I don't know everything right now but I knew a whole lot less in 2023 and 2024 than I know right now.
00:30:31.589 --> 00:30:37.509
Absolutely and so they would call with questions and I might not have the answer to the question.
00:30:37.669 --> 00:30:50.149
So then now I'm calling people getting the answer to the questions and then I would typically meet them there and show them what I was told and what I learned or I would make a video of me doing it to send it to them.
00:30:51.349 --> 00:31:06.469
But we were all just kind of learning as we went together and that was that was when I started um seeking out like mentors and uh going to business conferences.
00:31:06.629 --> 00:31:23.509
I met my first business coach there at one of those um started going to pool shows started more actively trying to educate myself on the chemistry side um and the equipment side and then I realized that there was still a lot on the business side I didn't know either.
00:31:23.669 --> 00:31:35.509
So that's kind of where I started working with the business coaches a little bit um and really I met a handful of mentors that I still lean on very heavily but I really leaned on them then.
00:31:36.149 --> 00:32:03.349
One of my buddies Galen Wood he owns Picture Perfect pool services he started off repair only after he um left working for another pool company he he started his own thing and he was like I'm repair only and I used to pay him so back rewind to 2022 when I was buying all those pools I would pay Galen probably like 200 bucks a day to ride with me and train me on my own pools.
00:32:04.469 --> 00:32:15.189
And I would go brush and net and he would go to the equipment and he would just look for repairs look for leaks look for stuff that needed to be fixed that I didn't even know what to look for.
00:32:15.349 --> 00:32:45.109
Obviously you see something leaking you're like that shouldn't be leaking but um so he taught me a lot about equipment and plumbing and setting valves in the in the best ways because when I was working a hundred pools a week half for me and half for the other guy like he wasn't with me so I wasn't learning as much as I could have been learning if I was with somebody right um so I kind of had to create my own education there.
00:32:45.189 --> 00:32:49.029
So I used to pay Galen to ride with me and teach me shit all the time.
00:32:49.269 --> 00:33:09.109
Alright so speaking of speaking of that pay right um this is like a two part possibly three part question so you have David and Connor riding with you you know for four months each you know at at different parts of of a season first question is how much are you paying them during that time?
00:33:09.349 --> 00:33:11.349
How much are you paying them during during that time?
00:33:11.589 --> 00:33:39.029
And then two, because now we're we're obviously you're the season one out of the three but you know those those two Connor and David are still learning especially like when they go I'll say specifically Connor when he was going out on his own and mistakes were made how did you communicate that and still also be able to maintain um a friendship when you had to discipline them on the mistakes that they had that they may have made during that time.
00:33:39.189 --> 00:34:30.949
So how much were you paying during the truck and how were you able to maintain that friendship even when you had to discipline them on the mistakes that they were making um so when they were in training I paid them each um 800 bucks a week um again they didn't really have any expenses outside of driving their car to my house um I you know I provided all the snacks all the drinks all the meals all the equipment all the tools all the everything and I just kind uh I I've always overpaid them um because I felt that it was fair um to pay them what I was paying them because if you're pay if somebody's working for you and they can't afford food or rent, um how much effort do you really expect them to give you?
00:34:31.190 --> 00:34:50.389
Exactly and I always saw that as my problem to figure out how to charge more so that I could keep more because I was going to pay that like if I had a pool where if I was paying them twenty bucks a stop and at the end of the month I only made ten dollars, that's a Zach problem.
00:34:50.789 --> 00:34:53.030
That's not a Connor problem.
00:34:53.429 --> 00:34:59.030
His pay shouldn't be diminished because I have a bad price on a pool.
00:35:00.710 --> 00:35:12.390
So I took a lot of things as learning experiences along the way because you're gonna gain knowledge through experience and money right you're gonna pay for it or you're gonna go through it.
00:35:13.190 --> 00:35:15.190
And I was doing both.
00:35:15.990 --> 00:35:26.390
And this whole time my wife wasn't working for herself yet she was a W-2 employee working at different design firm and she was making really good money.
00:35:26.550 --> 00:35:37.110
She made enough money to float the house um all of our bills so I didn't have a huge financial stress and she always believed in what I was doing and believed in me.
00:35:37.269 --> 00:35:49.269
And that gave me the freedom to kind of build in the inefficient manner I did it in um looking back I could have done it 10 different ways but I didn't know what I was doing.
00:35:49.430 --> 00:36:01.670
And so I was like I need my two two of my closest friends that I've known for 20 plus years doing this with me and I'm gonna make sure that they're taken care of because if they're taken care of they're gonna take care of me.
00:36:02.630 --> 00:36:19.110
If they feel like they're not being appreciated or they're not being compensated whether they're friends or not I wouldn't expect that person to give you 100% effort because I wouldn't would you absolutely not when I was at Bank of America and felt unappreciated they got about 40% effort.
00:36:20.070 --> 00:36:39.829
I couldn't agree more that's how I am with the with with my guy Garland um I'm I know for a fact um I overpay but it's limited for the same reason just because like when I was in the military and I didn't feel appreciated I know for a fact they wasn't getting 100% right so so now it's like you know these pools are you know our are our babies.
00:36:39.910 --> 00:36:51.829
So it's like you know if you're really taking care of these pools like like I know I need them to be I gotta pay you more just so that you know what I mean compensate I'm really being revalued I'm being respected so I really you know handle this on my own.
00:36:51.910 --> 00:36:53.190
So I couldn't agree more.
00:36:53.349 --> 00:37:06.309
If I didn't feel valued I I'm not really bothered and I I've told God this myself I'm like I've been in your shoes so this is why I want to treat you the way that I treat you because like when I wasn't treated this way, trust me you wasn't I I was that was no good.
00:37:06.390 --> 00:37:27.910
You know what I mean I'm I'm not really giving you all of my effort and energy that's for sure yeah yeah and and so I mean like it's not that I've never had to I don't know discipline them um I've always looked at as like uh I don't know coaching or training versus discipline.
00:37:28.150 --> 00:37:41.990
Yes sir um but I've always I'm a very blunt guy and I don't have a ton of patience and they both knew that about me well well before any of this um and they're and we're all the same age.
00:37:42.070 --> 00:37:49.190
We're all 38 years old so it's not like I'm having to deal with a 20 year old that I don't know with all these little soft feelings.
00:37:49.430 --> 00:37:53.349
Um you know both of them grew up playing competitive sports just like I did.
00:37:53.510 --> 00:37:57.349
Both of them had strong family and parents just like I did.
00:37:57.590 --> 00:38:08.070
And we had very similar upbringings um and values and work ethics and you know if they're if if they mess up I'll call them out on it.
00:38:08.150 --> 00:38:18.309
I'll tell them they messed up if I go overboard and maybe I say something I shouldn't have I will I will call them and I'll apologize for it um because I think that's the right thing to do.
00:38:18.789 --> 00:38:24.630
Hey man I got heated there I've been having a bad day it's a rough day whatever it is like I'm sorry.
00:38:24.789 --> 00:38:26.550
And they're like dude don't even worry about it.
00:38:26.630 --> 00:38:27.190
I get it.
00:38:28.070 --> 00:38:37.829
But that's just that's a that's probably not something that's gonna happen with other people I'm gonna probably have to um stay a little bit more composed.
00:38:38.070 --> 00:38:44.870
And also at the this whole time like I don't have any SOPs I don't have training manuals so if they don't if they forget something like that's my fault.
00:38:45.829 --> 00:38:53.349
It wasn't their fault because there's not a system that they're following right like they just learned from me as we worked together.
00:38:54.070 --> 00:39:10.550
And as we worked together I I was learning stuff so we were changing stuff constantly and so you know if you missed a basket I know that you didn't miss the basket on purpose you forgot and that happens I've missed a basket before you you left the pool and backwash I've done it.
00:39:10.710 --> 00:39:19.430
Now are you doing it every week that's a problem um are you forgetting to empty the basket every week that's a you're not forgetting you're just not doing it.
00:39:19.510 --> 00:39:20.470
That's a problem.
00:39:20.710 --> 00:39:25.750
Um so I think there's I also had to keep in mind of like well where's the gap?
00:39:25.910 --> 00:39:27.030
Like why did this happen?
00:39:27.110 --> 00:39:28.950
And most of the time it was my fault.
00:39:29.349 --> 00:39:38.710
Understood so you know I got to take that one on the chin if I if we have to go reservice a pool or something you know I would I would take that on the chin I'd go do it or I'd have them go do it.
00:39:38.950 --> 00:39:51.750
But we were all learning and growing together and the whole time I'm reminding them like hey guys like as we continue growing and scaling and learning and getting better and we get you know future state we have eight ten employees like I want you guys to be managers.
00:39:51.829 --> 00:40:00.550
I want you guys to be tech managers office managers warehouse managers like whatever you want to be I want us to grow so that we can create that role for you.
00:40:01.110 --> 00:40:20.150
And Connor used to be a teacher so he's really good at training and and articulating and David before we did concrete he was a a manager at Zoomies and at Skechers and so he's good at at retail and inventory and hiring and and dealing with the kind of people that you get in retail.
00:40:20.390 --> 00:40:30.870
So like they have skills that I see being very valuable in the future but those skills are only valuable to me as a pool company if they also understand pools.
00:40:31.110 --> 00:40:47.990
Absolutely just to piggyback off off of that point I'm glad you brought it up so you know the skill sets that they have and you also know just because you want to continue to scale um you're kind of running out of best friends to keep on giving these jobs to so you're gonna have to eventually hire you know outside of somebody that you you know don't know.
00:40:48.230 --> 00:41:36.950
So what would you say are the characteristics that you know that you know that Connor and David have that you've seen developed over the past you know two, three years you guys have been working together so what characteristics are you looking for in in the next employee that you don't know right like what like what are your you know your core values that you're looking for to somebody you have to be like you know what this is what I know I need to be successful with this you know with my company yeah so one of my business coaches um his his name is Jason Payne he owns state 48 roofing they're like a six or seven year old company but they've grown rapidly and he always says that you should hire for energy and passion and you can you can teach the other stuff.
00:41:37.190 --> 00:41:39.510
You can't teach energy or passion.
00:41:39.990 --> 00:41:54.870
I would add on to that you know just having a good moral character um holding yourself to a standard I know that when I worked at Bank of America even I'm gonna date myself a little bit but when I worked at Blockbuster um I wanted to be the best cashier that Blockbuster had.
00:41:54.950 --> 00:41:57.030
I wanted to be able to put the movies back the fastest.
00:41:57.190 --> 00:42:16.390
I wanted to be able to check people out the fastest when I worked at Bank of America it didn't matter if I was filing foreclosure claims back to Fannie Mae or Freddie Mack or I was uh rebuilding mortgage insurance document packages or when I was in uh risk and AML I always wanted to be the best at the task I was given.
00:42:16.630 --> 00:42:28.070
I wanted to be able to go get a new job at the bank and within six months be the top producer on the team or the department where other people have been doing this job for five, 10, 15 years and I'm better than you in six months.
00:42:28.309 --> 00:42:33.430
And all of that probably comes from me growing up playing competitive travel ice hockey.
00:42:33.750 --> 00:42:51.430
And in Arizona we would have to put together an all-star team of kids from our birth year from all over the state and we would leave the state two three four weekends a month to go play and my parents you know didn't have a whole ton of extra money and all that shit went to me and hockey.
00:42:51.590 --> 00:43:09.030
And so I always felt that I had to always give 100% effort because my parents were sacrificing to give me the opportunities that I had and I think those lessons just carried through my life of if I'm gonna put my name on it, it's gonna be the best that I could have done.
00:43:09.269 --> 00:43:16.309
And even when I was at Bank of America giving 40% I was still better than everyone else I worked for worked with doing the same job.
00:43:16.550 --> 00:43:23.750
It's just I realized that me giving a hundred and being five times better didn't result in me making any more money.
00:43:24.070 --> 00:43:25.750
But I still wanted to be the best one.
00:43:26.309 --> 00:43:40.309
Yeah no I'm I'm tracking no trust me I know how that corporate world goes man so for sure for sure you definitely have the school got crushed after a while the first five six years I was like I was really gung ho and then I realized like no matter what I do I'm getting 3% raise at best.
00:43:40.390 --> 00:44:52.630
So yeah you got the mentality and the um the drive to be like yeah you it was best that you worked for yourself absolutely for sure yeah you're in the corporate world um you're you're you're an outlier in in in that world that that's for sure um so one of my last questions as far when it comes to you know hiring hiring either outside or or hiring a friend right so when we're all you know getting started in in this business we typically want to look um you know to those around us you know closest around us because those are the ones we trust or whatnot so you got a poor guy coming up to you new in the game and he's thinking about hiring you know one of his friends or whatnot knowing what you know now based off of your experiences right um what would you say is one thing that they should think about act upon um prior to hiring a friend for their company to help them grow their company specifically I would have a very uh honest and frank conversation about what's expected um setting you know boundaries of listen, I'm gonna take care of you
00:44:53.269 --> 00:44:56.789
You cannot uh take advantage of me.
00:44:57.030 --> 00:44:59.590
I when I brought them both on, I said there's two rules.
00:45:00.550 --> 00:45:02.870
You don't be lazy and you don't lie.
00:45:04.070 --> 00:45:06.950
If you forgot to do something, just tell me you forgot to do it.
00:45:07.030 --> 00:45:08.789
Don't say you did it when you didn't do it.
00:45:09.349 --> 00:45:14.630
If you forgot if you didn't brush because you netted for 45 minutes, just say that.
00:45:15.670 --> 00:45:16.470
Just tell me.
00:45:16.630 --> 00:45:24.789
Because if a client calls, hey, Connor didn't brush today and I hey Connor, did you not brush that pool today?
00:45:25.190 --> 00:45:25.829
No, I did.
00:45:25.990 --> 00:45:28.070
Oh, they have you on camera and no you didn't.
00:45:28.710 --> 00:45:32.390
I mean that never happened because don't lie to me.
00:45:32.710 --> 00:45:33.110
Right.
00:45:33.670 --> 00:45:39.670
Um because the default is if there's a complaint, I'm gonna I'm gonna have your back.
00:45:40.150 --> 00:45:42.230
But you gotta give me a leg to stand on.
00:45:42.309 --> 00:45:44.309
I have to trust your word like gold.
00:45:45.269 --> 00:45:53.510
And we haven't really had any of those issues, and I think that's one, they're both mature adults.
00:45:53.750 --> 00:46:02.710
Um and I I think that I've treated them well enough where they're uh they're loyal, they're loyal to me.
00:46:02.950 --> 00:46:08.789
Um I mean, both of them are making more money than they ever made before in their whole life, and so am I.
00:46:09.110 --> 00:46:17.750
So uh I think that when you spread the well, like we don't get a whole lot of complaints, we get a lot of referrals, and we get a lot of compliments.
00:46:17.990 --> 00:46:31.190
Um I just went and did a filter clean and a service uh for one of our Paradise Valley clients, uh, our only pool with an auto cover, and they got their deck power washed and then they got their cover cleaned and washed.
00:46:31.349 --> 00:46:34.070
And that usually puts a lot of dirt in the pool.
00:46:34.230 --> 00:46:36.789
So she asked if we could come out and vacuum the pool.
00:46:36.870 --> 00:46:37.829
And I was like, you know what?
00:46:37.910 --> 00:46:44.870
Um, I'm gonna move your service from Tuesday and with Connor doing it to I'm gonna come do it on Monday, I'll vacuum the pool and I'll get your filter cleaned done.
00:46:45.030 --> 00:46:48.470
And when I got there, I ran into the client and they're only here seasonally.
00:46:48.789 --> 00:46:53.030
And she was like, I just want to tell you, like, we love Connor.
00:46:53.190 --> 00:46:55.349
He takes such good care of our pool.
00:46:55.510 --> 00:46:56.550
It's amazing.
00:46:56.710 --> 00:46:59.829
He's so nice to us, always hello, how are you doing?
00:46:59.990 --> 00:47:00.950
And I'm like, thanks.
00:47:01.030 --> 00:47:02.230
I'll let him, I'll let him know.
00:47:02.309 --> 00:47:03.990
But that was a completely unsolicited thing.
00:47:04.070 --> 00:47:05.269
She just walked up to me and told me that.
00:47:05.349 --> 00:47:06.309
And that happens all the time.
00:47:06.550 --> 00:47:07.190
For sure.
00:47:07.510 --> 00:47:18.150
And we we switched routes around, uh, not guys on routes, but we David moved, so we kind of moved his route around um to make more sense for his life.
00:47:18.470 --> 00:47:24.950
And sent out the email to the clients letting them know, hey, you're moving from Tuesday to Thursday, and you're moving here, you move here.
00:47:25.190 --> 00:47:26.309
No one complained.
00:47:26.470 --> 00:47:34.470
The only thing that they asked was, as long as it's still David, because they don't know how many technicians I have, but they're like, as long as it's still David, we're good.
00:47:34.710 --> 00:47:36.710
And I was like, no, yeah, it's still David, you're fine.
00:47:36.870 --> 00:47:38.470
And they're like, okay, cool, thank you.
00:47:38.630 --> 00:47:39.590
And that was it.
00:47:39.910 --> 00:47:44.150
But they, you know, I think that they feel a sense of responsibility too.
00:47:44.230 --> 00:47:47.670
I mean, they're they're making money to support their families.
00:47:47.910 --> 00:47:54.950
And if we lose pools, yeah, it sucks for me, but it really sucks for them because they get paid about 20 bucks a stop.
00:47:55.030 --> 00:47:58.630
So if you lose a pool, that's a thousand dollars a year out of your pocket.
00:48:00.789 --> 00:48:01.590
That's a lot of money.
00:48:01.829 --> 00:48:02.789
Oh, oh, oh, absolutely.
00:48:03.910 --> 00:48:07.430
If you if you messed up and we lost seven pools, you just lost seven G's.
00:48:07.750 --> 00:48:17.670
I'm glad you talked about that because earlier you guys said, so to piggyback off what you said, and something that you said earlier, um, you know, you you put you pay you guys what you pay though, right?
00:48:17.750 --> 00:48:21.750
Yeah, because you want to put you want to make sure you you're compensating them and and showing them respect, right?
00:48:21.910 --> 00:48:27.590
But if at the end of the day you're not making enough for you yourself, that's the issue with your pricing.
00:48:27.990 --> 00:48:38.390
So I kind of just want to know when you f from when you first came in to now currently, um, how did you what what did you base your rates off of?
00:48:38.470 --> 00:48:43.430
Like how did you come up with your initial rates to what they are to today?
00:48:45.670 --> 00:48:52.550
Um so my overhead's pretty low because we don't have an office or a warehouse.
00:48:52.630 --> 00:49:03.269
You know, my my overhead is, you know, my CRM, uh, my bookkeeper, my CPA, uh technology pretty much.
00:49:03.349 --> 00:49:06.230
It's it's not much, like not even a thousand bucks a month.
00:49:06.550 --> 00:49:12.710
And so and we charge for chemicals, so that takes a huge that takes a huge weight off.
00:49:13.269 --> 00:49:25.190
Um and when I first the first 12 pools I bought, they were at if it was a play pool, uh, no, no deep end, it was 120 bucks, all chems included.
00:49:25.430 --> 00:49:29.590
And the the deep end pools were 125, all chems included.
00:49:30.309 --> 00:49:33.829
And it took me about three months to realize that was stupid.
00:49:34.470 --> 00:49:45.670
And uh so and this is when prices are going absolutely crazy on chemicals because two chlorine plants had burnt down, and there's tab shortages, trichlor shortages.
00:49:45.910 --> 00:49:55.990
Um and so I called I had 12 12 clients, so I called all 12 clients and said, Hey, I know that you guys got your price raised twice last year before I bought your accounts.
00:49:56.150 --> 00:50:01.030
I don't want to raise your price again, and then in six months call you back and have to raise it again.
00:50:01.269 --> 00:50:15.590
So what I'm gonna do is I'm gonna keep your rate where it is, you buy a bucket of tabs from me for$200, and then I'll continue to eat the unknown increases in the other chemicals.
00:50:15.750 --> 00:50:22.870
And that was my starting point in going to a plus chemical pricing model.
00:50:23.349 --> 00:50:32.150
Um, and so when I look at a pool, when I go out to bid service at a pool, I think about how long it's gonna take me on an average basis.
00:50:32.390 --> 00:50:37.349
If I think on average I'm gonna be here for 15 minutes a week, that's an hour a month.
00:50:37.510 --> 00:50:39.829
What do I want to charge per labor hour?
00:50:40.070 --> 00:50:41.829
I want to charge$125.
00:50:42.710 --> 00:50:46.789
So that pool is$125 plus chemicals.
00:50:47.750 --> 00:50:54.230
If I think I'm gonna be there for 30 minutes, that's two hours, that's$250 plus chemicals.
00:50:54.950 --> 00:51:09.590
And I have pools where I haven't raised their base rate for two, three years because their chemical usage is so insane because they might have three teenage boys and two dogs that are swimming, and I am making a killing on the chemical side.
00:51:09.910 --> 00:51:29.030
So as long as I'm okay with where we're at, as long as we're not spending like two hours there and they're getting charged for one hour, if they're paying for one hour and we're consistently there for one hour, you know, I'll raise them a little bit, uh, maybe every couple years just to keep up with what our labor rate is at that time.
00:51:29.510 --> 00:51:34.070
Um, but I'm not gonna raise them 10 or 15% every year just to do it.
00:51:34.470 --> 00:51:41.829
If they're great clients, they pay on time, they do the repairs, they drain their pools, but they let us clean their filter without asking, they do all the things.
00:51:42.070 --> 00:51:45.829
I'm not really gonna mess with their rate very much because I'm making money on that pool.
00:51:45.990 --> 00:51:46.470
I will.
00:51:46.710 --> 00:51:47.110
Yeah.
00:51:47.269 --> 00:51:50.870
How did you um create your labor rate?
00:51:50.950 --> 00:51:52.390
Yeah, hook hook me up with that, please.
00:51:52.470 --> 00:51:55.910
Like, what what goes into creating your labor rate?
00:51:56.230 --> 00:51:59.990
I mean, I understand like how many hours you're gonna be there, but like what did you determine?
00:52:00.070 --> 00:52:04.230
Like, this is it, are you just essentially saying I want to get paid this many, this much money per hour?
00:52:04.309 --> 00:52:06.230
Is is it is it as simple as that?
00:52:08.390 --> 00:52:25.829
Um it would probably be a lot more complicated if I had company trucks and if I had a warehouse and an office and an office person, and I had all this if I had all these uh other expenses that aren't directly related to making money, um, my labor rate would probably be higher uh than it is right now.
00:52:26.150 --> 00:52:26.630
Understood.
00:52:26.870 --> 00:52:32.230
But honestly, I've never um you know put pen to paper to figure out that number.
00:52:32.309 --> 00:52:37.269
Uh 125 an hour was just kind of what most pool companies were charging for an hourly labor rate.
00:52:37.430 --> 00:52:37.590
Okay.
00:52:37.750 --> 00:52:39.829
And I'm like, well, let's just start there.
00:52:40.070 --> 00:52:40.630
Okay, cool.
00:52:40.870 --> 00:52:42.230
And so we started there.
00:52:42.470 --> 00:52:51.430
And you know, at the end of the year or at the end of the month, when you're doing your your books and your PL and you're making the money that you want to make, I was okay with staying there.
00:52:51.750 --> 00:52:57.269
Um, you know, if if if at the end of the day I made no money, then I'd be like, well, yeah, we need to charge more.
00:52:57.910 --> 00:53:01.430
But uh that hasn't been the case.
00:53:01.590 --> 00:53:18.390
Um and like I said, you know, the guys do a great job, so we gain the client's trust, and then when their pump goes out or their filter goes out or whatever, they trust us making the recommendation for for what needs to happen next, whether it's a repair or a replacement.
00:53:18.710 --> 00:53:29.430
Um and there's always like so many people are so concerned with getting more pools, and I think they need to be concerned with maximizing the profit per pool.
00:53:30.150 --> 00:53:44.390
Um taking care of all the all the little repairs and and gaining the clients' trust and showing them facts, numbers, how how much money they can save going from a single speed pump to a variable speed pump.
00:53:44.710 --> 00:53:52.070
Or um they can stretch their drains out another year if they convert to salt instead of being on tabs.
00:53:52.470 --> 00:53:54.309
Um all these different things.
00:53:54.390 --> 00:53:55.590
There's so many ways to make money.
00:53:55.750 --> 00:54:03.269
Upgrading their automation, you know, the the easy touchboard, you can't read it anymore because it got sun damaged, or it's you know, it's 16 years old.
00:54:03.430 --> 00:54:04.950
And it's time to upgrade.
00:54:05.110 --> 00:54:08.630
Well, if they trust you, they're willing to do things.
00:54:08.789 --> 00:54:22.390
If they don't trust you because they never know when you came, you got a new technician in the backyard every week, you're moving their day around all the time, you don't do a good job, they're complaining at least once a month, and then you come at them with, hey, we need to upgrade your automation.
00:54:22.470 --> 00:54:23.750
It's gonna be 2,500 bucks.
00:54:23.910 --> 00:54:25.349
They're like, No, I don't trust you.
00:54:25.510 --> 00:54:26.150
Who are you?
00:54:26.390 --> 00:54:27.349
For sure.
00:54:27.670 --> 00:54:28.789
Agreed, agreed.
00:54:29.030 --> 00:54:29.349
Okay.
00:54:29.590 --> 00:54:32.309
Um now that that that's that's some was some invaluable insight.
00:54:32.390 --> 00:54:39.910
And and one thing that you hooked, you had hooked me up with early on, which is um which allowed me to like start canceling some customers.
00:54:39.990 --> 00:54:46.710
And I don't know if it's a good thing or not, but once I got rid of that first one, I mean, it's it's been easier ever since.
00:54:46.870 --> 00:54:50.550
But it was you just saying um I'm losing money on.
00:54:50.630 --> 00:54:55.990
I'm essentially saying or asking them how much can I pay you to clean your pool for you?
00:54:56.230 --> 00:55:02.390
And when you hooked me up with that, I mean it was sucked, it's simple, but it was a mind blower to me for sure.
00:55:02.630 --> 00:55:08.150
And you know, for those, you know, who I tried to raise the rating if they if they weren't with it, I was okay, cool.
00:55:08.230 --> 00:55:09.910
And then we we parted ways.
00:55:10.070 --> 00:55:13.910
But that has allowed me to first and foremost get my route even tighter.
00:55:14.070 --> 00:55:25.590
And then two, what I've learned in this pool game over the past two years is like whenever I lose a customer, somehow, some way, another one, a better one, typically comes right along out of nowhere, out of left field.
00:55:25.670 --> 00:55:26.710
So I can't say thank you.
00:55:27.670 --> 00:55:30.309
A lot of times it's the same day that happens too.
00:55:31.190 --> 00:55:31.990
Literally.
00:55:32.230 --> 00:55:37.030
Yeah, so I'm I'm I'm forever uh eternally grateful for for you for your wisdom on that.
00:55:37.190 --> 00:55:45.030
All right, so before we get up out of here, uh a question that I'd love to ask, just because we we can all learn something from somebody.
00:55:45.269 --> 00:56:01.030
All right, over your course of uh your lifetime or just over the course of your your past few years uh being in the pool industry, what's one piece of advice that you were given that you still like lean on and use and and heavily heavily rely on, like to this day?
00:56:06.230 --> 00:56:09.349
Um history.
00:56:09.829 --> 00:56:17.990
Um when I started working with these two business coaches, I started work and they specialize in trades and service businesses.
00:56:18.630 --> 00:56:27.910
Um so I started getting into rooms with 30, 40, 50, 100 um service-based business owners and talking to them.
00:56:28.230 --> 00:56:37.430
And I think the biggest thing I learned was not that the customer's always right, but we are a service industry.
00:56:37.910 --> 00:56:39.590
We provide a service.
00:56:39.990 --> 00:56:46.710
And you need to keep that in mind and you need to make sure that you don't treat business as strictly transactional.
00:56:46.789 --> 00:56:49.430
It's very much relationship-based.
00:56:50.309 --> 00:56:53.990
Um, especially for people like us that have recurring revenue.
00:56:54.150 --> 00:57:00.070
You know, if we had a good client, we want to keep that client for as long as we possibly can.
00:57:00.789 --> 00:57:05.590
And I still have of those first 12, I still have 10 of them.
00:57:05.910 --> 00:57:12.870
One dropped because um I raised their rate and it was a rental, and he didn't want to pay the higher rate.
00:57:13.110 --> 00:57:19.510
And the other one, the house sold, and the new owners didn't want to pay for pool service.
00:57:19.590 --> 00:57:21.110
They wanted to try it themselves.
00:57:21.670 --> 00:57:27.110
And on that one, I was actually super happy that they didn't want to keep us on because that pool sucked.
00:57:27.430 --> 00:57:35.590
And we had already replaced the pump, the light, added a salt system, replaced the filter, um, and added an automation.
00:57:35.750 --> 00:57:40.390
So there was nothing left to do there besides service the pool and clean filters.
00:57:40.630 --> 00:57:44.150
Um, so I was perfectly happy with that pool going away.
00:57:44.390 --> 00:57:47.990
Um, but it's all about relationships.
00:57:48.070 --> 00:57:57.990
It's relationships with your clients, it's relationships with your employees, it's relationships with other business owners, it's relationships with your reps, with your distributors, um, with everybody.
00:57:58.150 --> 00:58:04.789
Um, you know, it's relationships with the guy that makes my hats, it's relationships with Primate because I love their pull.
00:58:05.030 --> 00:58:08.070
Uh it's it's all relationships.
00:58:08.390 --> 00:58:19.430
And if people can start thinking thinking of you as like a partner or a friend versus a competitor, you know, that's gonna move the needle a lot for you and your business.
00:58:19.670 --> 00:58:23.430
Um, I call, I don't, I don't do a lot of my own repairs.
00:58:23.510 --> 00:58:23.990
I do some.
00:58:24.070 --> 00:58:32.950
I do the easier ones, I do the ones that I I've learned how to do, but I'm not breaking down a heater to troubleshoot which component has failed.
00:58:33.110 --> 00:58:36.789
I have five or six guys that are really, really good at heaters and I call them.
00:58:36.950 --> 00:58:37.990
Hey, what's your schedule like?
00:58:38.150 --> 00:58:40.550
Can you can you get to this property this week?
00:58:40.710 --> 00:58:41.030
Nope.
00:58:41.190 --> 00:58:41.670
All right, cool.
00:58:41.750 --> 00:58:44.710
I'm gonna call so-and-so, and I'll just go down the line.
00:58:44.950 --> 00:58:52.390
And I just had a company in Awatuki, one of my one of my mentors, uh Damien, he owns Foothills Pool Carry and Repair.
00:58:52.550 --> 00:58:54.870
He's been doing this since the 90s.
00:58:55.110 --> 00:59:00.550
Um, and he knows everything, everything there is to know about pools.
00:59:00.630 --> 00:59:02.309
I'm pretty sure Damien knows it.
00:59:02.550 --> 00:59:08.470
Um and I just had his company come out and put in a pump and an automation at an Airbnb for me last week.
00:59:08.710 --> 00:59:09.910
Could I have done it?
00:59:10.150 --> 00:59:10.789
Yeah.
00:59:11.269 --> 00:59:12.870
How long would it have taken me?
00:59:13.030 --> 00:59:18.710
Probably a day and a half to do the quality that they did in four hours.
00:59:18.950 --> 00:59:19.510
Yes, sir.
00:59:19.829 --> 00:59:24.070
Um, so what can I do in that difference in time?
00:59:24.230 --> 00:59:31.110
How much more money can I go make doing other stuff instead of being at that one equipment pad for a full day at least?
00:59:31.670 --> 00:59:31.829
Yeah.
00:59:32.070 --> 00:59:41.590
And how many, you know, how many problems am I going to run into along the way that are unforeseen that now I have to stop what I'm doing, I have to get on the phone, I gotta call a bunch of people.
00:59:41.829 --> 00:59:44.070
I've always looked at it like time is money.
00:59:44.230 --> 00:59:49.590
And if I can go make money while I have someone else there already making me money, I'm good with that.
00:59:49.750 --> 00:59:49.990
Absolutely.
00:59:50.230 --> 00:59:53.590
And a lot of guys think I'm crazy because that's how I do it.
00:59:54.070 --> 01:00:03.590
And I think they're crazy for wasting, in my opinion, wasting time doing something that they could pay someone else uh to do it better than they could.
01:00:03.829 --> 01:00:04.230
Correct.
01:00:04.309 --> 01:00:07.349
That's why you're at where you're at, and you know, they are what they are.
01:00:07.430 --> 01:00:07.910
You know what I mean?
01:00:08.230 --> 01:00:10.150
I've never been super mechanically inclined.
01:00:10.309 --> 01:00:15.349
Like all the tools I own at today are because I'm in the pool industry.
01:00:15.750 --> 01:00:16.950
Like, all of them.
01:00:17.190 --> 01:00:17.670
Absolutely.
01:00:17.829 --> 01:00:25.269
Uh, you know, the little Home Depot little tool bag that you get at Christmas when you're 18 years old, like that got me through most of life.
01:00:25.510 --> 01:00:29.590
Screwdriver, a wrench, flyers, a hammer, like that was all I needed.
01:00:29.829 --> 01:00:41.269
Um But I think it's just been, you know, relationships I've I've I've made and curated and and uh nurtured over the years has has paid dividends for me.
01:00:41.590 --> 01:00:41.990
Absolutely.
01:00:42.150 --> 01:00:42.870
Understood.
01:00:43.110 --> 01:00:48.870
Um as somebody once told me, it's not what you know, is it's it's who you know.
01:00:49.030 --> 01:00:54.710
But then ultimately what he fought back on me almost is not just who you know, it's who knows you, right?
01:00:54.950 --> 01:00:59.030
Um who's also going to call you when they have an issue, right?
01:00:59.110 --> 01:01:03.269
So just making sure, like you said, just uh just building so solid relationships, right?
01:01:03.510 --> 01:01:09.910
So um I can't say thank you enough for reaching out to me when you did when I first entered this pool game, right?
01:01:09.990 --> 01:01:15.349
Like I said, I'm I'm eternally grateful for all the wisdom that you continue to um share with me.
01:01:15.590 --> 01:01:17.349
Um now as we get up out of here.
01:01:17.510 --> 01:01:21.110
I'm not the only one that needs you know your help or or your words of wisdom, man.
01:01:21.269 --> 01:01:22.789
How can people find you?
01:01:22.950 --> 01:01:27.910
Yeah, uh like I said you don't have a website, so where can people find you and get in contact with you?
01:01:29.750 --> 01:01:33.190
Uh my Instagram is the best place, just at Pineapple Pool Boys.
01:01:33.269 --> 01:01:35.030
There's a Z on the end, not an S.
01:01:35.670 --> 01:01:38.630
Um But really Instagram is the best spot.
01:01:38.789 --> 01:01:53.670
Um But I would one thing besides, you know, uh make sure things are based on relationships more than transactions would be uh go find a mentor.
01:01:54.390 --> 01:02:06.550
And it doesn't have to be a guy in the pool industry, go find a business mentor because you know, a lot of pool guys, their education and learning is more focused on chemistry and equipment.
01:02:06.950 --> 01:02:09.510
And that's okay when you're a single polar.
01:02:09.910 --> 01:02:15.670
But when you move into hiring people and actually turning it into a business, you need to learn the business side.
01:02:15.750 --> 01:02:22.870
So there's a million books you can read, there's a million podcasts you can listen to, but and there's a lot of scammers out there trying to be coaches.
01:02:23.030 --> 01:02:27.030
So I'd be wary of I'd be wary of people before you give them a bunch of money.
01:02:27.430 --> 01:02:33.829
But uh coaches, mentors are they're invaluable.
01:02:35.269 --> 01:02:38.230
Couldn't agree more with that as far as coaches and mentors.
01:02:38.390 --> 01:02:47.990
Um yeah, I I would be very lost in this world if I didn't have the coaches and mentors that are currently um helping me out.
01:02:48.150 --> 01:02:51.030
Absolutely, yeah, absolutely couldn't agree more with that for sure.
01:02:51.349 --> 01:02:56.550
Well, there's a guy out here um named Dean Aloet um with big family pools.
01:02:56.870 --> 01:03:05.430
Um and when he first got into pools, he found a mentor in in Beardman out in California.
01:03:05.910 --> 01:03:08.630
And they were on the phone nonstop all the time.
01:03:08.950 --> 01:03:15.349
And now Dean passes that information on to people like me and other people that want to learn.
01:03:15.670 --> 01:03:29.430
And you know, once you find one of those two really good guys that are genuinely good people that are running a good company, they've also got a few people that they talk to all the time and lean on, and maybe they'll bring you into that circle.
01:03:29.910 --> 01:03:35.829
And you start getting people helping you that have been doing this for 10, 15, 20 plus years.
01:03:35.990 --> 01:03:38.710
And uh the good ones aren't gonna see you as competition.
01:03:38.789 --> 01:03:43.990
The good ones are gonna realize that l lifting the industry as a whole is gonna lift their boat too.
01:03:44.070 --> 01:03:45.349
Rising tide lifts all boats.
01:03:45.430 --> 01:03:47.190
It's not just a saying, it's true.
01:03:47.430 --> 01:03:48.630
Um say it.
01:03:50.390 --> 01:03:51.349
I can't skip over that one.
01:03:51.590 --> 01:03:53.269
No, so say say that one more time.
01:03:55.269 --> 01:03:57.110
Rising tide lifts all boats.
01:03:57.349 --> 01:03:57.910
That's okay.
01:03:58.230 --> 01:04:14.870
So if you if you work on making everyone else that you see as competition better, then there's gonna be less uh shitty guys out there that are undercharging, that are ruining the industry because more people are getting better.
01:04:14.950 --> 01:04:25.030
They're going to classes, they're leveling up, they're structuring their companies legally, they're getting licensed, and they're in turn charging more because you have to, because it costs money to do these things.
01:04:25.910 --> 01:04:27.349
I know Florida's weird.
01:04:27.430 --> 01:04:32.630
Like you got like you guys can't really do much besides replace an O-ring or clean a filter unless you have a repair license.
01:04:32.870 --> 01:04:33.349
Correct.
01:04:33.510 --> 01:04:35.110
Yeah, for sure.
01:04:35.269 --> 01:04:40.710
Um that's a different topic for a different day, uh, because I definitely got some questions, some questions for you for sure on that.
01:04:40.870 --> 01:04:48.630
But uh I will say, as far as mentors, man, down here in Florida, um, the homie Don from Rev Up Apparel, man, shout out to him.
01:04:48.870 --> 01:04:51.349
He has definitely taken me under his wings.
01:04:51.510 --> 01:04:57.670
Um and realistically, he's the reason how I got hooked up with Rudy from Talking Pools Podcast.
01:04:57.829 --> 01:05:03.110
Uh he's also how I got hooked up with uh with Primate, who you who you're supporting over there right now, right?
01:05:03.190 --> 01:05:08.150
So, like you said, the industry is is is you know it's big, but yet small.
01:05:08.309 --> 01:05:16.309
Um, but you know, once you find a right group of people, in such a short amount of time, I'm I'm seeing that I'm starting to be put in different rooms with different people, right?
01:05:16.390 --> 01:05:17.910
And I'm just like, oh wow.
01:05:18.070 --> 01:05:23.910
Um how quickly things can change, your trajectory can change when you're uh when you do when you do good work, right?
01:05:24.070 --> 01:05:28.710
When you when you got a good moral character, and you're just around the right people, you know what I'm saying?
01:05:28.870 --> 01:05:31.349
So um, so yeah.
01:05:32.070 --> 01:05:34.550
Yeah, I mean, revved up is a great example.
01:05:34.630 --> 01:05:46.470
I sh I saw Revved Up at the Western Pool Show in Long Beach, California three years ago, met them, saw their product, liked them personally, ordered some product from them.
01:05:46.630 --> 01:05:49.990
And then people started asking me, where'd you get those shirts made?
01:05:50.150 --> 01:05:51.670
Here, here's their Instagram.
01:05:51.829 --> 01:05:53.190
Hit them up, they're awesome.
01:05:53.349 --> 01:05:59.110
And I've got probably 10, 15 people that have gone over there and spent thousands and thousands of dollars with them.
01:05:59.430 --> 01:06:03.590
And that's I'm not referring them because I get anything from it.
01:06:03.670 --> 01:06:06.630
I'm referring them because they're good people and they have a good product.
01:06:06.870 --> 01:06:07.510
Correct.
01:06:07.829 --> 01:06:10.789
And that's how business works.
01:06:11.269 --> 01:06:12.470
Yeah, yeah.
01:06:12.950 --> 01:06:20.950
Well, Zach, man, I can't say thank you enough, bro, for for your time, for your your words of wisdom and just dropping some jewels on us today.
01:06:21.190 --> 01:06:23.829
Um, that's all I got for you.
01:06:24.150 --> 01:06:29.750
Um, any any party words you want to give to the people, or or are you done dropping the jewels, man?
01:06:31.670 --> 01:06:35.190
I don't know how many how much of it is jewels versus me just rambling.
01:06:35.269 --> 01:06:41.430
I could talk for hours and hours, but um I would like I said, again, I'll just repeat it.
01:06:41.670 --> 01:06:55.269
Go find mentors, um, go find a business coach, um, and and just uh, you know, take your lumps, learn, you know, you're not You're not gonna make a million dollars on every job.
01:06:55.430 --> 01:06:58.470
Sometimes you're gonna price it wrong, but you still gotta do it right.
01:06:58.789 --> 01:07:03.190
And uh if you keep doing that, I think you'll be I think everybody everything will work out in the end.
01:07:03.349 --> 01:07:04.150
Yes, sir.
01:07:04.390 --> 01:07:07.829
Thank you, my brother, and uh we will be in touch with you soon.
01:07:08.070 --> 01:07:08.950
Stay blessed.
01:07:09.269 --> 01:07:09.829
Peace.
01:07:26.710 --> 01:07:28.870
Yeah, big shout out to Zach for pulling up.
01:07:28.950 --> 01:07:33.269
Y'all gonna make sure y'all follow, y'all show him some love on all social media platforms.
01:07:33.430 --> 01:07:35.349
Now, let's get into what you had to say.
01:07:35.430 --> 01:07:37.590
Cause this next one lit up my comment section.
01:07:37.750 --> 01:07:38.950
It's mail time, baby.
01:07:39.030 --> 01:07:41.510
So I posted something that got y'all going at each other.
01:07:41.750 --> 01:07:43.590
Real split decision in the comments.
01:07:43.750 --> 01:07:51.590
The question was, if the water levels are above the skimmer, do you tell the customer to drain some so that the water rests at halfway the skimmer?
01:07:51.670 --> 01:07:53.910
And ma'am, the comments were all over the place.
01:07:54.070 --> 01:07:57.110
Some of y'all, some of y'all were like, nah, I don't say nothing.
01:07:57.269 --> 01:07:59.430
Others were like, yeah, I tell them every time.
01:07:59.590 --> 01:08:02.710
So let me break down both sides because honestly, they're both right.
01:08:02.870 --> 01:08:04.630
Here's a case for not telling them.
01:08:04.710 --> 01:08:08.470
Say you just came through, balanced the pool, dropped all your chemicals in.
01:08:08.710 --> 01:08:14.710
Now you tell them to drain some water, but they drain too much because let's be real, people forget to set a timer and just walk away.
01:08:14.950 --> 01:08:18.869
Now they drained all the chemicals you just added, pools are unbalanced again.
01:08:18.949 --> 01:08:21.510
And worst case, you got an algae bloom on your hands.
01:08:21.590 --> 01:08:24.149
So the don't say nothing crowd, y'all got a point.
01:08:24.309 --> 01:08:25.829
You're protecting the work you just did.
01:08:25.909 --> 01:08:28.869
But here's the flip side, and this is where I typically stand.
01:08:29.029 --> 01:08:33.510
So let's say it's a pool with debris, uncaged, leaves on the surface, all of that.
01:08:33.670 --> 01:08:36.869
If the water's above the skimmer, the skimmer ain't pulling anything in.
01:08:36.949 --> 01:08:38.069
It's not doing its job.
01:08:38.229 --> 01:08:47.269
So now your pool's balanced, yeah, but now you're stuck there longer, hand skimming the leaves the skimmer should have grabbed because the water level is too high for it to work.
01:08:47.430 --> 01:08:50.789
Telling them to drain it down lests the skimmer actually do what it was built to do.
01:08:50.949 --> 01:08:53.989
So whether I land, honestly, it's a case-by-case thing.
01:08:54.149 --> 01:08:55.189
Both camps are right.
01:08:55.269 --> 01:08:59.430
They're just talking about two different pools, caged or uncaged, debris filled or clean.
01:08:59.510 --> 01:09:03.430
If it's a clean cage pool, maybe you leave it alone and protect your chemicals.
01:09:03.590 --> 01:09:09.589
If it's an uncaged, heavy debris pool, telling them to drain it down saves you time and makes the skimmer earnest.
01:09:09.829 --> 01:09:11.029
I don't believe there's one set rule.
01:09:11.109 --> 01:09:12.309
You just gotta read this situation.
01:09:12.469 --> 01:09:15.109
Shout out to everybody who jumped in that thread on both sides.
01:09:15.269 --> 01:09:19.189
Please keep the debates coming, because that's how we're all going to continue to get sharper.
01:09:19.349 --> 01:09:20.229
And you never know.
01:09:20.389 --> 01:09:22.949
You just might hear your question or comment on the next episode.
01:09:23.109 --> 01:09:24.469
All right, we're in the home stretch now.
01:09:24.869 --> 01:09:26.949
Now let's close it out the way we always do.
01:09:27.189 --> 01:09:28.630
The business tip of the week.
01:09:28.789 --> 01:09:30.549
This is part two of our mini-series.
01:09:30.710 --> 01:09:35.029
Last week we found our core values, but here's why the core values matter.
01:09:35.189 --> 01:09:39.029
The core values define your culture and who you are really as a company.
01:09:39.189 --> 01:09:42.710
When they're clear, they attract like-minded people to your organization.
01:09:42.869 --> 01:09:45.989
When they're applied, they weed out the ones who don't fit.
01:09:46.069 --> 01:09:51.269
And once you got them, you hire, fire, reward, and discipline based off of them.
01:09:51.429 --> 01:09:55.029
So this week, let's talk about the first place that shows up, hiring.
01:09:55.109 --> 01:09:56.630
And it starts with the job description.
01:09:56.789 --> 01:10:01.509
What I've done myself and what I've noticed from afar, most pool pros hire off of vibes.
01:10:01.750 --> 01:10:03.989
This person seems cool, says they'll show up.
01:10:04.149 --> 01:10:07.029
No job description, no standard, just a warm body.
01:10:07.189 --> 01:10:11.029
Three weeks later, you're frustrated because they're not what you needed.
01:10:11.189 --> 01:10:15.509
But how are they supposed to be what you needed when you never wrote down what you actually needed?
01:10:15.589 --> 01:10:16.630
So that's a you problem.
01:10:16.789 --> 01:10:17.989
You got to take the onus on that.
01:10:18.069 --> 01:10:23.269
So how do you write a job description that actually filters, pulls the right people in, and scares the wrong ones off?
01:10:23.429 --> 01:10:26.069
You can start by just asking yourself these three questions.
01:10:26.229 --> 01:10:31.429
Question one, what traits does your ideal tech actually have personality-wise?
01:10:31.589 --> 01:10:33.189
For me, they had to be self-motivated.
01:10:33.269 --> 01:10:34.869
They don't need me texting them to get started.
01:10:35.029 --> 01:10:38.149
They're cool with working alone, but can still hold a conversation with the customer.
01:10:38.229 --> 01:10:41.829
And for me, most importantly, they get a high off of serving people.
01:10:41.989 --> 01:10:43.909
That's what I was writing this job description for.
01:10:44.149 --> 01:10:47.750
Question two, what about this job made you want to quit?
01:10:47.989 --> 01:10:48.630
You personally?
01:10:48.789 --> 01:10:50.149
And be brutally honest.
01:10:50.309 --> 01:10:55.109
For me, this for the heat, June through August, it's an athletic event out there.
01:10:55.189 --> 01:11:00.469
And blowing way past the time on a pool because it's covered in debris and you can't leave until it's right.
01:11:00.630 --> 01:11:02.549
I put that in my job description.
01:11:02.710 --> 01:11:08.069
Because the person who can read that and still wants to apply is potentially the right candidate for you.
01:11:08.149 --> 01:11:11.269
Lastly, question three, think about your worst hire ever.
01:11:11.429 --> 01:11:12.949
What was their fatal flaw?
01:11:13.109 --> 01:11:20.469
For us, that individual had no sense of urgency, no motivation, wasn't vigilant, would walk right past dirt spots on the steps.
01:11:20.549 --> 01:11:27.829
So now my job description has a whole section that states, this role is not for you if, and I describe that exact individual.
01:11:27.989 --> 01:11:31.269
This one section has potentially saved me hours of interview time.
01:11:31.349 --> 01:11:34.630
Now, if you haven't hired anybody yet, don't worry, you can do this instead.
01:11:34.789 --> 01:11:40.549
Think about the worst coworker or the worst boss you ever had, the person who made you dread showing up.
01:11:40.710 --> 01:11:42.069
What was their fatal flaw?
01:11:42.229 --> 01:11:45.750
That's just as good because you already know what you can't stand working next to.
01:11:45.909 --> 01:11:48.389
Put that in your not for you if section.
01:11:48.549 --> 01:11:49.989
So let's take a look at what we just did.
01:11:50.149 --> 01:11:55.189
We figured out who we want, we got honest about the aspects of the job, and we name who we don't want.
01:11:55.349 --> 01:12:00.069
Put those three together, and here's what you get a job description that daggone there writes itself.
01:12:00.229 --> 01:12:06.469
So your homework for this week, answer those three questions and write the brutal, honest job description built off of them.
01:12:06.630 --> 01:12:11.589
Next week for part three, we'll actually get into the questions that you'll ask during the interview process.
01:12:11.750 --> 01:12:16.149
So you'll know if they're really the one before you hand over the keys to your business.
01:12:16.869 --> 01:12:18.069
Well, that's all, folks.
01:12:18.229 --> 01:12:21.750
Thank you for listening to True in the Loop on the Talking Pools podcast.
01:12:21.909 --> 01:12:22.710
See you next week.
01:12:22.869 --> 01:12:23.509
Stay blessed.
01:12:23.670 --> 01:12:24.069
Peace.
00:00:53.109 --> 00:00:53.990
What's good, Pool Pros?
00:00:54.149 --> 00:00:57.909
It's your favorite nobody, Pool Boy True, coming at you live from the Tampa area.
00:00:58.149 --> 00:01:03.750
Former basketball coach, Turn Pool Pro, still yelling one more lap, but now it's just at a pool back.
00:01:03.990 --> 00:01:07.430
You're locked into True in the Loop on the Talkin' Pools Podcast.
00:01:07.590 --> 00:01:10.870
Now normally this is where I show somebody some love, but not today.
00:01:11.030 --> 00:01:12.870
Today, I'm putting myself on blast.
00:01:13.030 --> 00:01:14.150
This is my loss of the week.
00:01:14.310 --> 00:01:19.349
I get referred to a customer, vac to waste on a pool that has straight up construction debris in it.
00:01:19.509 --> 00:01:23.829
We're talking sand, broken tiles, and on top of that, regular pool debris.
00:01:23.989 --> 00:01:27.269
And me, I looked at it, I figured one day, easy.
00:01:27.349 --> 00:01:29.269
And I bid it like a one-day job.
00:01:29.430 --> 00:01:30.870
Drastically underbidded.
00:01:31.030 --> 00:01:32.469
Not just a little, drastically.
00:01:32.710 --> 00:01:34.229
Reality, four days.
00:01:34.469 --> 00:01:37.829
Not one, not two, not three, but four straight days.
00:01:37.990 --> 00:01:40.069
With a 45 minute drive each way.
00:01:40.150 --> 00:01:41.829
And then we got to refill this pool.
00:01:41.909 --> 00:01:43.349
But all we got is well water.
00:01:43.509 --> 00:01:47.509
So now the metals in the well water turned the whole pool a greenish color.
00:01:47.750 --> 00:01:51.109
More hours, more problems, way more than I ever calculated for.
00:01:51.269 --> 00:01:54.390
I bid it a sprint, but unfortunately ran a marathon.
00:01:54.469 --> 00:01:55.430
But here's the wild part.
00:01:55.590 --> 00:01:56.710
It flipped into a win.
00:01:56.870 --> 00:02:01.429
Cause when the job was done and it was time to pay, this man doubled it on his own.
00:02:01.590 --> 00:02:03.429
I didn't ask, didn't negotiate.
00:02:03.590 --> 00:02:06.230
He saw the work we put in and just paid double.
00:02:06.390 --> 00:02:09.030
Shout out to that customer because they didn't have to hook us up like that.
00:02:09.189 --> 00:02:10.629
But I can't rely on that.
00:02:10.870 --> 00:02:12.469
That was just luck and not a plan.
00:02:12.550 --> 00:02:21.030
The lesson I learned out of that was to price my back to waste jobs accordingly, especially anything with construction debris, a refill, or well water in the mix.
00:02:21.189 --> 00:02:24.150
Those are the variables that turn a one-day job into four.
00:02:24.310 --> 00:02:27.030
I know them now, and I definitely won't make that mistake again.
00:02:27.189 --> 00:02:27.349
Yeah.
00:02:27.509 --> 00:02:28.709
That was my L for the week.
00:02:28.790 --> 00:02:32.069
You know, we take those on the chin, learn from them, but we keep it pushing no matter what.
00:02:32.150 --> 00:02:36.949
There's a saying in this industry, you're not really a pool pro until the day you fall into a pool.
00:02:37.110 --> 00:02:39.670
Well, I made it almost a whole year without it happening.
00:02:39.750 --> 00:02:41.590
I was feeling real good about myself too.
00:02:41.750 --> 00:02:48.550
And then the day came when I fell into a pool and walked face first into a glass door in front of a room full of strangers.
00:02:48.709 --> 00:02:51.430
And all this happened before nine o'clock in the morning.
00:02:51.670 --> 00:02:52.629
Let me take you back there.
00:02:52.870 --> 00:02:55.670
This episode is brought to you in part by Pool Brain.
00:02:55.829 --> 00:03:02.310
Pool Brain gives pool professionals the tools to run smarter, more efficient, and more profitable service businesses.
00:03:02.550 --> 00:03:04.949
Check them out at poolbrain.com.
00:03:05.509 --> 00:03:15.269
About a year ago, last November, I was still grinding on my pool route, and one way I went about it was attending this realtor caravan that happens once a month, right in my own city.
00:03:15.509 --> 00:03:18.629
Because you can't get a route tighter than what's in your own backyard.
00:03:18.870 --> 00:03:21.110
Problem is, it landed on a Tuesday.
00:03:21.189 --> 00:03:24.310
And Tuesdays at that time happened to be my longest day.
00:03:24.470 --> 00:03:29.350
Because the first pool on my route was a 45-minute drive out before I started working my way back in.
00:03:29.509 --> 00:03:32.709
On top of that, I was training a new employee, Tanner, at the time.
00:03:32.870 --> 00:03:40.069
So I had a plan, wake up extra early, knock out at least three pools before the caravan, so the rest of the route wasn't staring me down afterwards.
00:03:40.230 --> 00:03:44.389
So I picked up Tanner, first two pools, we knocked them out, got them clean.
00:03:44.550 --> 00:03:46.230
Then we get to our third pool.
00:03:46.389 --> 00:03:53.670
Our system at the time was she tests the water, I brush and vacuum, she balanced, and after testing, she then comes back in nets.
00:03:53.829 --> 00:03:57.910
But while she was testing, she asked me a question about what she was seeing on one of the readings.
00:03:57.990 --> 00:04:01.509
Now I'm in such a rush, the clock is ticking down in my head the whole time.
00:04:01.750 --> 00:04:05.990
Gotta finish because I gotta get back across town because I don't want to be late for this caravan.
00:04:06.389 --> 00:04:10.629
So I go to step over towards her and moving too fast, not even looking down.
00:04:10.870 --> 00:04:14.230
Next thing you know, my foot doesn't land on the ledge like I thought it would.
00:04:14.389 --> 00:04:19.990
And in that half second, you know, the one where your brain knows what's about to happen, but your body can't stop it.
00:04:20.149 --> 00:04:23.269
And I'm just thinking, bruh, not today.
00:04:23.350 --> 00:04:24.709
I do not have time for this.
00:04:24.870 --> 00:04:29.509
And I go right in, shallow one, thank God, waist deep, but I'm soaked up.
00:04:29.750 --> 00:04:32.470
Phone wet, keys wet, wallet soaked through.
00:04:32.709 --> 00:04:35.350
Tanner's over there trying our best to hold in their laugh.
00:04:35.430 --> 00:04:36.949
And I'm like, nah, you good, bruh.
00:04:37.029 --> 00:04:38.629
Like, going to laugh is funny.
00:04:38.709 --> 00:04:42.149
But I couldn't really laugh as hard as I wanted to because I was just that irritated.
00:04:42.310 --> 00:04:43.910
But here's what was really going through my head.
00:04:44.069 --> 00:04:48.149
Everybody in the pool industry says you ain't a real pool pro until the day you fall into the pool.
00:04:48.230 --> 00:04:51.750
And that daggone there went a full year, and I'm thinking I dodged that bullet.
00:04:51.829 --> 00:04:56.870
And of course, the day it finally happens is the day I'm rushing, soaked, and have somewhere to be.
00:04:57.029 --> 00:05:01.269
The pool industry definitely heard me get cocky and said, all right, bet, watch this.
00:05:01.430 --> 00:05:02.709
So we finish that third pool.
00:05:02.790 --> 00:05:04.790
I'm dripping wet in the cool November air.
00:05:04.949 --> 00:05:06.069
We get back to the truck.
00:05:06.149 --> 00:05:08.230
The caravan's on my side of town, fortunately.
00:05:08.310 --> 00:05:11.030
So I run back home and throw on some dryer clothes real quick.
00:05:11.189 --> 00:05:16.389
Now at this caravan, it's a house full of realtors, about 12 to 15 of them, showing off their listings.
00:05:16.550 --> 00:05:23.990
And within this meeting, I get the chance to stand up there and tell them who I am, what my company is about, and how I can help them with any of their pools.
00:05:24.150 --> 00:05:28.069
So Tanner and I, we're posted up in the living room of this nice big old house.
00:05:28.150 --> 00:05:35.270
And through the glass door, I see there's a pool in the backyard, clean, beautiful, and I catch somebody walking back in from the pool area.
00:05:35.430 --> 00:05:37.670
So my head, I'm like, all right, bet, the door is open.
00:05:37.750 --> 00:05:38.710
So let me go check it out.
00:05:38.790 --> 00:05:41.670
So I walk straight forward, big old long glass sliding door.
00:05:41.750 --> 00:05:43.430
So Claire, you can't tell that it's closed.
00:05:43.509 --> 00:05:49.590
And next thing all you hear is dung, nose and forehead, full speed, straight into this glass door.
00:05:49.750 --> 00:05:51.350
The whole room just went silent.
00:05:51.509 --> 00:05:55.830
Everybody stopped, all heads turned towards me, and all I said was, yeah, I'm alright.
00:05:55.910 --> 00:05:57.590
So I slide open the door that I just ate.
00:05:57.750 --> 00:06:03.990
Me and Tanner go outside and book it straight for the equipment pad, and we just lose it, straight dying laughing.
00:06:04.069 --> 00:06:04.949
I mean, how?
00:06:05.270 --> 00:06:08.150
How do you fall into a pool and walk into a glass door?
00:06:08.310 --> 00:06:10.870
Not even an hour in front of a room full of strangers.
00:06:11.030 --> 00:06:14.949
We pull it together, walk back inside, rule it as our mid-presentation now.
00:06:15.110 --> 00:06:17.910
I look at Tanner and her face just starts turning bright red.
00:06:18.069 --> 00:06:19.430
I'm like, bro, like what's up?
00:06:19.509 --> 00:06:20.310
What's so funny?
00:06:20.470 --> 00:06:21.670
And she points behind me.
00:06:21.830 --> 00:06:31.030
I turn around, and there on that glass door are two big old grease spots, my nose and my forehead ingrained in that glass for the whole room to see.
00:06:31.189 --> 00:06:32.949
So now I'm trying to be slick with it.
00:06:33.030 --> 00:06:39.910
I'll pull my sleeve down, wipe my face grease off this man's door, man presentation, and that's when Tanner just loses it.
00:06:40.069 --> 00:06:43.350
I mean, she just bursts out, starts laughing in the middle of this whole presentation.
00:06:43.509 --> 00:06:44.389
Now here's the thing.
00:06:44.629 --> 00:06:47.830
After all that, we still had 10 more pools to go knockout.
00:06:47.910 --> 00:06:50.470
And all that happened before 9 o'clock in the morning.
00:06:50.629 --> 00:06:53.990
But we regrouped, got our composure back, and finished the whole route.
00:06:54.069 --> 00:06:56.870
And it barely took us any longer than a normal day would anyways.
00:06:57.030 --> 00:06:58.550
So that day I learned a valuable lesson.
00:06:58.710 --> 00:07:01.990
Life's gonna knock you down, sometimes literally, into the shallow end.
00:07:02.069 --> 00:07:05.270
You have mornings where everything that can go wrong actually does.
00:07:05.430 --> 00:07:06.230
You got two choices.
00:07:06.389 --> 00:07:10.949
You can let it wreck your whole day, or you can laugh in the face of it, shrug it off, and keep it pushing.
00:07:11.110 --> 00:07:14.069
That day we decided to keep it pushing and just laugh at ourselves.
00:07:14.230 --> 00:07:16.230
Remember, laughter is good for the soul.
00:07:16.389 --> 00:07:19.270
So that's how that day went, but enough about me falling into pools.
00:07:19.350 --> 00:07:20.629
I got somebody on the line.
00:07:20.790 --> 00:07:24.069
This man's out of Arizona, running Pineapple Boys, pool cleaning.
00:07:24.230 --> 00:07:25.830
Zach, what's good, my brother?
00:07:25.910 --> 00:07:26.790
Welcome to the show.
00:08:27.350 --> 00:08:34.069
Today on the show, we got Zach from Pineapple Pool Boys joining us on the True in the Loop show on the Talking Pools podcast.
00:08:34.149 --> 00:08:35.909
Hey, Zach, thank you for your time, man.
00:08:35.990 --> 00:08:37.029
Thank you for joining us.
00:08:39.269 --> 00:08:40.549
Yeah, thanks for having me.
00:08:40.789 --> 00:08:41.509
Yes, sir.
00:08:41.669 --> 00:08:44.949
Um, all right, so Pineapple Pool Boys, where did that name come from?
00:08:45.110 --> 00:08:46.230
Such a dope and unique name.
00:08:46.309 --> 00:08:48.389
Where did it name how did you create that name for us?
00:08:51.830 --> 00:09:02.549
Um so I was during COVID, I was working at Bank of America, I'd been there for like 13 years, and I was looking for anything else to do.
00:09:02.710 --> 00:09:07.350
Um, so I was always looking on this website called bizby sell.com.
00:09:07.429 --> 00:09:09.669
It's kind of like Craigslist for businesses.
00:09:10.149 --> 00:09:12.870
And I was looking at literally anything.
00:09:13.029 --> 00:09:25.430
Like I was looking at water and ice stores, I was looking at pool service, I was looking at landscaping, I was looking at pest control, I was looking at anything I thought that I could buy and then in a short time improve it.
00:09:25.669 --> 00:09:30.789
Uh, and just run it on my own and and get out of the get out of the corporate cubicle life.
00:09:31.029 --> 00:09:33.990
Um and my father-in-law is a pool guy.
00:09:34.310 --> 00:09:39.190
So I was kind of already look looking at pools a little more than the other options.
00:09:39.430 --> 00:09:51.590
Um and my wife had a surf shop t-shirt uh from San Diego that had like a pineapple skull on it, was a logo, and I was like, that's a really cool like graphic.
00:09:51.909 --> 00:09:56.550
I would like to use that for whatever I'm doing.
00:09:56.870 --> 00:10:02.070
And we have three uh boys, so I was like, well, maybe they'll work for me in the future.
00:10:02.149 --> 00:10:04.789
So I was like, pineapple pool boys.
00:10:05.269 --> 00:10:20.789
And my wife is an interior designer, so she knows how to use um CAD and some other editing software, so she uploaded the graphic and gave it a bottom jaw and put the sunglasses on it and changed it around a little bit.
00:10:20.870 --> 00:10:27.830
We added color to it, and then I had one of my buddies that I grew up playing hockey with, his sister went to school for graphic design.
00:10:27.990 --> 00:10:35.590
And so I sent her the file and I was like, hey, like clean this up a little bit, give me a couple options, but this is like your starting point.
00:10:36.070 --> 00:10:43.830
And so that a couple revisions later, we had the logo and the name, and I had didn't even have a pool company yet.
00:10:43.990 --> 00:10:52.789
Um, and then I eventually found a company I wanted to buy because on that website it was a lot of brokers selling like 100 pools, 160 pools, 300 pools.
00:10:52.950 --> 00:10:56.550
And I'm like, I don't even know anything about pools, I'm not buying that many.
00:10:56.789 --> 00:10:58.550
So I found a guy selling 12.
00:10:58.789 --> 00:10:59.990
It was his last 12.
00:11:00.070 --> 00:11:05.509
He had like 300 and he'd scaled down, he sold chunks off to his technicians when he wanted to get out of it.
00:11:05.669 --> 00:11:08.149
And he had 12 left that were just in his neighborhood.
00:11:08.310 --> 00:11:09.909
So I found those.
00:11:09.990 --> 00:11:14.710
I bought those um and started from there just a half a day a week.
00:11:15.029 --> 00:11:15.590
Yes, sir.
00:11:15.750 --> 00:11:16.070
Okay.
00:11:16.230 --> 00:11:17.509
I mean, that's such a dope store.
00:11:17.590 --> 00:11:22.310
I mean, first and foremost, just to incorporate your family's legacy, just on your pool company's name.
00:11:22.389 --> 00:11:25.509
I mean, like said, you you did that prior to even having an actual route.
00:11:25.830 --> 00:11:29.750
And then your route, I mean, your your route story is somewhat similar to mine's.
00:11:29.990 --> 00:11:33.350
Um, yeah, I I yeah, you said you got yours with 12.
00:11:33.430 --> 00:11:42.550
I got mine with 17, and then so you're you bought it with with 12, uh, working half days, because I'm I'm assuming you're still doing your Bank of America job at at this time as well.
00:11:43.350 --> 00:11:43.830
Yeah.
00:11:44.070 --> 00:11:44.389
Yeah.
00:11:44.629 --> 00:11:44.950
Okay.
00:11:45.110 --> 00:11:49.750
All right, so we go from that that first year, we go from twelve to the end of that first year.
00:11:49.830 --> 00:11:52.950
How many do we end up end up with uh pool accounts?
00:11:55.190 --> 00:11:59.909
So it's I started in November of 2021 with the 12.
00:12:00.070 --> 00:12:03.029
So I just had the 12 for those two months.
00:12:03.269 --> 00:12:10.389
Um and then like one of those twelve, she had her personal house that was in a different city.
00:12:10.550 --> 00:12:11.990
These were all in Scottsdale.
00:12:12.389 --> 00:12:13.029
Yes, sir.
00:12:13.269 --> 00:12:16.950
Then they were like maybe like three square miles in Scottsdale.
00:12:17.110 --> 00:12:28.389
And I live in Mesa, which is east of Scottsdale, and one of one of the pools was a rental house, but then the client called me and she's like, Hey, um, can you take care of the pool at my house?
00:12:28.470 --> 00:12:29.830
And I was like, Well, where is it?
00:12:29.990 --> 00:12:34.789
And it was not anywhere near those 12, but it was on my way home or on my way there.
00:12:34.870 --> 00:12:37.029
So I was like, Yeah, sure, I can do that too.
00:12:37.190 --> 00:12:40.629
And so then I had 13 and then a couple other referrals.
00:12:40.710 --> 00:12:42.310
I asked for some referrals.
00:12:42.389 --> 00:12:51.350
Um, because when that new year turned over, I knew that I wasn't going to be able to take four hours of PTO every week for the whole year.
00:12:51.590 --> 00:12:58.710
Um, so I asked my boss if I could go to four 10-hour days, and then so I had my whole Wednesday open.
00:12:59.190 --> 00:13:01.669
Um, so then I scaled up to 20.
00:13:01.750 --> 00:13:14.550
You know, I door knocked my neighborhood, I had uh door hangers and cards made, and I was just, you know, started doing pools for like friends or like friends' parents and stuff like that, and got up to 20 pools.
00:13:14.950 --> 00:13:17.830
And I was doing 20 pools in one day.
00:13:18.070 --> 00:13:26.950
Um and then there was a goalie on my men's league hockey team that subbed in, and he happened to be a pool guy.
00:13:27.590 --> 00:13:31.430
And at this point in time, I still don't really know anything about pools.
00:13:31.509 --> 00:13:36.710
I'm I'm I'm just you know, making it up as I go and learning as I can.
00:13:36.950 --> 00:13:41.190
And he tells me about this Facebook page in Arizona called Arizona Pool Techs.
00:13:41.590 --> 00:13:50.550
And there was probably three or four thousand pool guys, company owners, technicians, builders, everything in between on this Facebook page on in this group.
00:13:50.870 --> 00:13:57.190
So I joined that, uh, started meeting some people that I felt like I wanted to learn from.
00:13:57.430 --> 00:13:59.909
And then uh just one day I saw this guy's post.
00:13:59.990 --> 00:14:04.789
He's like, hey, um, I have a hundred pools that I need help servicing.
00:14:04.870 --> 00:14:06.550
Like he had 200 total.
00:14:06.789 --> 00:14:10.070
Um and he's like, I need help like now.
00:14:10.470 --> 00:14:26.870
And so I reached out to him and I was like, hey, you know, I'm new, I don't know much, but I have my own company with 20 pools, and I want to learn, but I only have 20 opportunities a week to learn something, to run into a problem.
00:14:26.950 --> 00:14:32.629
And all most of these pools were really easy, very simple, cookie cutter, basic, nothing special going on.
00:14:32.789 --> 00:14:36.070
So I wasn't gonna really run into a whole lot on those pools.
00:14:36.310 --> 00:15:03.990
Um, so I met with him and we had lunch, and he was like, Hey, as long as you're willing to work, like I'm willing to help you learn stuff along the way, but I I just need somebody in there with a net and a brush and a pole, and I need to just keep these pools from going green, because uh it was him and his him and his best friend, and his best friend um was a recovering alcoholic and he fell off the wagon, and now all of a sudden he's by himself with like 200 pools.
00:15:04.230 --> 00:15:06.310
So he was just really in a bad spot.
00:15:07.110 --> 00:15:08.789
Um so I just jumped right in.
00:15:08.950 --> 00:15:17.990
I took uh I took an unpaid leave of absence from the bank um to try this full time because I didn't know if I liked it full time.
00:15:18.629 --> 00:15:19.430
I had no clue.
00:15:19.590 --> 00:15:30.310
And we were moving into summer, so this was moving into summer of 2022, and all of a sudden I went from doing 20 pools one day a week to doing like a hundred a week.
00:15:30.950 --> 00:15:38.710
Um his routes were really tight, and most of his pools were really small and easy, but my Friday sucked.
00:15:38.870 --> 00:15:47.110
My Friday was like my longest day and my shortest day at the same time, like the shortest amount of pools and my longest time day, because they were monsters.
00:15:47.190 --> 00:15:55.590
There was lazy river pools, there were like 80,000 gallon diver pools, and I was getting paid the same per pool as on those easy, easy pools.
00:15:56.950 --> 00:16:18.550
And so throughout 2022, throughout 2022, I would take the money that I made from working for him, and I would go and I would find guys on that Arizona pool techs page that were selling accounts, and I would buy from guys that were desperate because they either lost a tech, a truck went down, someone got hurt.
00:16:18.710 --> 00:16:20.389
Um, I would buy outliers.
00:16:20.470 --> 00:16:29.269
Like if they if their outliers were in the area that I wanted to be in and they only had three or four to sell, I would buy three or four because I could get them for a really good price because there was only three or four pools.
00:16:29.509 --> 00:16:32.789
And I knew that they didn't want to go to them anymore because they were outliers.
00:16:33.110 --> 00:16:39.990
So they might have been asking like 800 bucks, and then I would offer them like 300 and they would say no, and I'd say, okay, well, I'll wait you out.
00:16:40.710 --> 00:16:44.629
And a month later, they would call me back and say, Hey, all right.
00:16:44.870 --> 00:16:47.750
And I'm like, all right, well, 300, 300 a pool.
00:16:47.909 --> 00:16:49.830
And they're like, okay, fine, whatever.
00:16:49.990 --> 00:16:57.350
And so um, but that Friday route, I went out and I bought 15 pools off of like a really bad company.
00:16:57.509 --> 00:17:09.029
I won't say their name, but I don't know if it was the leadership, the technician, everything, but these pools were in very high-end zip code, and they were not maintained well at all.
00:17:09.509 --> 00:17:15.029
And so I ended up buying those for like it was like 15, I think it was 15 pools for like six grand.
00:17:16.149 --> 00:17:24.389
Um and that was in August of 2022, and August is like our hottest month.
00:17:24.470 --> 00:17:25.029
It was brutal.
00:17:25.109 --> 00:17:30.710
So I'm going out, I'm still learning, I don't know much, but I needed to get rid of that Friday because I was like, that Friday sucks.
00:17:30.950 --> 00:17:35.589
So I bought a route and I told that the other guy, I was like, hey, I can't do your Friday anymore.
00:17:35.829 --> 00:17:42.309
And then right after that, I bought another 14 pools off of a buddy of mine in another city east of me.
00:17:42.629 --> 00:17:52.549
Um just because I knew that when I did pools for the other guy, um, I could do half as many pools that were mine and make more money.
00:17:53.109 --> 00:17:56.069
Just because uh how much he was paying you, is what you're saying?
00:17:56.629 --> 00:17:59.269
Like part how much he was paying you per pool essentially?
00:17:59.669 --> 00:18:09.990
I was getting paid fourteen, fourteen dollars per stop, and I knew that if I had my own route, even if it was at 120 plus camps, that's 30 bucks a stop.
00:18:10.389 --> 00:18:10.949
Understood.
00:18:11.269 --> 00:18:15.909
So I could do half as many pools and make the same amount of money.
00:18:16.149 --> 00:18:16.629
Agreed.
00:18:16.709 --> 00:18:18.629
Uh I mean, yeah, you you gave me so much, man.
00:18:18.869 --> 00:18:34.229
So, like first and foremost, I just got to give you your props, man, on holding down a job, but still going out your out of your way to doorknob, to still go out of your way to ask for for referrals, and then then still go out of your way to check these Facebook groups to get your your accounts up, right?
00:18:34.309 --> 00:18:38.469
I mean, you went from 12 to 20 and then from 20 to a quick 100, right?
00:18:38.549 --> 00:18:45.029
You know, because you was helping somebody else, all for the sake of like just trying to find out if this is something that you really want to do.
00:18:45.429 --> 00:18:56.629
Trust me, like I've I've only been in this, in this industry for, you know, for two years, but in this industry and in and in others that I've been in, nobody really working like that unless they know, or you know, unless they're really a goal getter.
00:18:56.709 --> 00:18:57.349
You know what I'm saying?
00:18:57.429 --> 00:19:05.829
So much props to you for like just really still working a corporate job and then taking the time off when you could to really knock out this many pools, right?
00:19:05.990 --> 00:19:13.349
Um so at this point in time in August of 2022, you went you was at 12 of that November, August of that 2022.
00:19:13.509 --> 00:19:16.949
Um about how many would you say you were at at that point in time?
00:19:17.990 --> 00:19:19.750
My pool, I had about 50.
00:19:20.149 --> 00:19:20.789
50, okay.
00:19:21.349 --> 00:19:22.309
So in less than a year.
00:19:22.549 --> 00:19:25.189
So in less than a year, you went from 12 to 50.
00:19:25.589 --> 00:19:28.869
And you and that and at this point in time, are you still just grinding and out yourself?
00:19:28.949 --> 00:19:31.750
Like no, no employees, no tech, just you, just you alone?
00:19:32.949 --> 00:19:34.149
No, yeah, it was just me.
00:19:34.469 --> 00:19:35.029
Yes, sir.
00:19:35.189 --> 00:19:36.069
Okay, understood.
00:19:36.949 --> 00:19:43.509
And it wasn't just service, so like that guy was also really, really behind on filter cleans.
00:19:44.069 --> 00:19:51.509
And so uh I would work Monday through Friday cleaning pools, and then I would work Saturday and most Sundays cleaning filters.
00:19:51.669 --> 00:19:53.829
And I did that for like months.
00:19:54.389 --> 00:19:57.029
And this is in the heat of the Arizona summer.
00:19:57.509 --> 00:20:05.429
And I would like hit up my buddies um because I was getting paid, uh, we made a deal to split the filter clean revenue half and half.
00:20:05.509 --> 00:20:09.349
So he was charging$125, so I got$62.50.
00:20:09.829 --> 00:20:12.949
Um, and I was tired, man.
00:20:13.109 --> 00:20:23.669
Like, but uh I would hit up my buddies that had W-2 office jobs, and I'd be like, hey man, do you want to come and uh clean pool filters with me on the weekend?
00:20:23.829 --> 00:20:26.629
I'll pay you uh 20 bucks a filter.
00:20:27.029 --> 00:20:28.469
And they're like, How many are we gonna do?
00:20:28.549 --> 00:20:30.389
And I was like, We'll probably do like six or eight.
00:20:30.629 --> 00:20:32.229
And they're like, sure, yeah, let's go do it.
00:20:32.309 --> 00:20:33.269
I'm not doing anything.
00:20:33.509 --> 00:20:42.069
And so I'm like, now I'm making 4250 a filter clean, I'm paying them 20, but we're able to get so many more done because we divide and conquer the four cartridges.
00:20:42.229 --> 00:20:46.709
I'm like, you go out to the front yard, I'm gonna stay in the backyard, let's clean these, let's let's get knocked out.
00:20:47.109 --> 00:20:50.389
Um and so we would do it that way.
00:20:50.629 --> 00:20:59.429
And the I was just focused on getting reps in and getting as much money as I possibly could so that I could buy more pools.
00:20:59.750 --> 00:21:03.829
Um because at this at this point in time, I had a business Instagram.
00:21:03.990 --> 00:21:07.269
I had six posts and like a hundred followers.
00:21:07.429 --> 00:21:09.109
I wasn't really focusing on it at all.
00:21:09.269 --> 00:21:12.149
I didn't really believe in Instagram or social media.
00:21:12.389 --> 00:21:19.669
Um, I wasn't a big social media person before um just a couple years ago with with pool stuff.
00:21:19.909 --> 00:21:20.469
Yes, sir.
00:21:20.789 --> 00:21:28.389
Um and so it was just grinding, and I would just work, I w I think the long most days I worked in a row was like 37.
00:21:28.949 --> 00:21:33.669
Um and I would take like one day off, and then I would work another 30 and then take one day off.
00:21:34.069 --> 00:21:34.389
Okay.
00:21:34.869 --> 00:21:50.469
So as you as you're working these, you know, 30 plus days in a row, at what point in time from because like say the beginning of 2022, you took uh uh or you were taking some time off by at least one day off of work, and then at some and then at some point in time in 2022 you took a leave of absence.
00:21:50.549 --> 00:21:55.669
At what point in time did you leave, you finally decide, okay, this is for me, I'm leaving my corporate job.
00:21:57.029 --> 00:22:00.869
The day I was supposed to come back to my corporate job was the day I quit.
00:22:01.189 --> 00:22:05.269
Um because I had to play a little bit of a game with the benefits.
00:22:05.750 --> 00:22:09.669
Um because my wife had just changed uh companies.
00:22:09.750 --> 00:22:22.309
She was an interior designer the whole time, but she changed companies, and so her benefits were gonna kick in in September and my benefits were gonna end uh whenever I quit.
00:22:22.709 --> 00:22:26.789
But if I got into the next month, they would carry through that month.
00:22:27.429 --> 00:22:30.389
So like my first day back was supposed to be August 1st.
00:22:31.269 --> 00:22:39.189
And two weeks before that, you know, my boss reached out, hey Zach, just checking in, you know, we're gonna start submitting for all your access to all the different systems again.
00:22:39.349 --> 00:22:41.189
Like, we're good to go August 1st.
00:22:41.269 --> 00:22:43.189
And I was like, Yeah, I'll see you August 1st.
00:22:43.429 --> 00:22:47.269
August 1st comes, I call him at 8 in the morning, and I'm like, hey, I'm I quit.
00:22:47.589 --> 00:22:48.949
And he was like, What happened?
00:22:49.029 --> 00:22:52.869
I thought you were coming back, and I was like, I had to I had to play the game a little.
00:22:53.269 --> 00:22:57.990
bit some of my health insurance would would carry through the end of August so they'd be switched to my wife's in September.
00:22:59.109 --> 00:23:00.709
And uh you know he was a little salty.
00:23:00.789 --> 00:23:01.909
He didn't like that very much.
00:23:02.069 --> 00:23:04.549
But you know Bank of America is a big corporation.
00:23:04.629 --> 00:23:08.709
They they they survived without me somehow they figured it out.
00:23:09.829 --> 00:23:11.349
I I wasn't worried about it.
00:23:11.429 --> 00:23:19.829
You know, at the same time they were trying to like they were trying to make me take a COVID vaccine even though I just had COVID and they didn't care and you know they don't care about me.
00:23:19.909 --> 00:23:20.629
They don't care about you.
00:23:20.709 --> 00:23:21.509
They don't care about anybody.
00:23:21.669 --> 00:23:35.829
You're in you're in you're a cog in the wheel and that was one of the main reasons I wanted to get out was because I just felt like I was wasting my life and wasting my potential sitting in a cubicle you know moving widgets for some corporation that doesn't know me or care about me.
00:23:36.789 --> 00:24:08.549
From one pool pro to another I'm I'm glad you had the intuition and and yes you your talents are far more uh needed out here in this pool industry than in that cubicle for short uh just in my short time of knowing you my brother you have given me so many words of wisdom so yeah I'm I'm glad you got out of that cubicle absolutely um all right so we're currently in September of 2022 we're around 50 pools at this point in time I kind of want to transition into like when did you because you're gonna because like you said you're you're having your friends come out of you on cleaner filters.
00:24:08.709 --> 00:24:15.509
So at what point in time or how many routes did you have or pools did you have where you're like you know what I know I need help at this point.
00:24:15.589 --> 00:24:26.709
I I you know I'm working too many days in a row I need to spend time with my family I need some help right so like at how many how many pools was that where you're like I know I need I I know I'm in need in need of some help at this point?
00:24:27.829 --> 00:24:30.789
So I just had my head down all 2022.
00:24:31.029 --> 00:24:59.349
Um by the end of 2022 I had 66 pools and I let the guy know I think in like November I was like hey I'm gonna help you I'm gonna continue helping you out through the end of the year but in January uh you're not gonna have me anymore I'm just gonna have my my pools only and and try doing this thing for real just solo as a business not working for anybody else and he was cool with it.
00:25:00.149 --> 00:25:04.069
So January of 23 I had 66 pools.
00:25:05.029 --> 00:25:16.789
I think I got up to about 80 85 um and I started having my first technician Connor um riding with me like every couple days.
00:25:17.349 --> 00:25:24.389
I would stack up a long day like 15 or 17 services plus a filter clean plus we're gonna go drain a pool.
00:25:24.629 --> 00:25:40.229
And on those days I would have him come with me and we would work and we did that for a couple months and then I was like do you want to come and work for me full time and he was like yeah let's do that.
00:25:40.549 --> 00:26:12.469
Um so that was June of 23 at about 80 85 pools I brought him on um he rode with me every day for four months uh whatever we were doing we were servicing filter cleans draining pools whatever we were doing we did it together um he would basically just show up at my house at about 530 in the morning and we'd start and then we'd come back home and jump in my pool and have a beer and hang out and then he'd go home and we do it all again the next day.
00:26:12.629 --> 00:26:17.990
Okay um and so yo so what what was it about Connor?
00:26:18.149 --> 00:26:25.990
Yeah what what was it about Connor that made you say like I mean obviously I'm I'm assuming you you knew Connor prior to this yes or no?
00:26:26.789 --> 00:26:28.789
Yeah I've known Connor since seventh grade.
00:26:28.949 --> 00:26:53.990
So there was a bond prior to so I I guess my question would be then what characteristics did Connor have that you're like you know what I know I'm willing to trust him like with going with me on this new journey that I that you're creating right because like it's it's one thing to like create something for you know you yourself but you're creating something for your whole family right so like you're having to trust Connor with like yo I need you to help me build this not only for me but also for my family.
00:26:54.069 --> 00:26:54.709
You know what I'm saying?
00:26:54.789 --> 00:26:58.469
So like what was it about Connor that you trusted or saw in him?
00:26:59.029 --> 00:27:10.869
We had a lot of conversations in the truck over those four months um and over the couple months where he was riding with meeters for a couple days a week and you know Connor's got a lot of integrity.
00:27:10.949 --> 00:27:21.750
He's a hard worker he's honest and uh I knew I knew him on a personal level and I knew that I already trusted him and that I could continue to trust him.
00:27:23.429 --> 00:29:11.429
So when he was riding with me again no no website still don't have a website today um still wasn't really even that active on Instagram and but because I had 66 pools and because there were two of us even on stormy weeks man we were leaving those pools sparkling clean and I started asking for referrals and getting referrals and we got up to about 120 pools um that we were doing together in one week um and even before I had Connor working with me I was trying to get my buddy David who was my second technician I was trying to get him to come over first because he was working in concrete and he was just breaking his back every day um but he you know he has a daughter and and he had bills and he needed assurances on pay um so he wasn't who came over first um but as Connor and I got maxed out we got up to 120 pools we're doing in five days um I broke Connor off with I think 50 pools we started with he had 50 so he was doing about 12 a day um and then I brought David on but now me and David only had 70 pools so I bought 38 more all at once from two different guys and so now me and David are doing about 110 but it's October it's cooling down it's not as bad um and we're just rocking and rolling we're doing 20 to 25 a day and uh at at the same time Connor's becoming more efficient and more confident in working by himself and me not being there.
00:29:11.669 --> 00:29:29.990
So we started scaling pushing more onto his route so then then over that over the four months that David rode with me you know we went from starting at like 110 pools down to like eighty m eighty or so because because now you was given more to Connor solo is what you're saying.
00:29:30.229 --> 00:30:00.389
Yeah shifting shifting some of that work over to Connor yeah okay and so after four months of David riding with me now we're into February of no March of twenty four and same thing I gave David 50 as he got more comfortable and better and quicker gave him more um and then I kind of transitioned into like just a floater like I was picking up the stragglers on routes that were too long.
00:30:01.669 --> 00:30:19.990
I was running around doing filter cleans I was riding with them sometimes still like especially after a storm I would try and ride with one of them if I knew that that was like a heavy debris day for them um I'd go ride with them and or have my truck and follow them for 10 of the pools just to help them out.
00:30:20.629 --> 00:30:22.869
Because again I still don't know everything at this point.
00:30:23.509 --> 00:30:31.269
I don't know everything right now but I knew a whole lot less in 2023 and 2024 than I know right now.
00:30:31.589 --> 00:30:37.509
Absolutely and so they would call with questions and I might not have the answer to the question.
00:30:37.669 --> 00:30:50.149
So then now I'm calling people getting the answer to the questions and then I would typically meet them there and show them what I was told and what I learned or I would make a video of me doing it to send it to them.
00:30:51.349 --> 00:31:06.469
But we were all just kind of learning as we went together and that was that was when I started um seeking out like mentors and uh going to business conferences.
00:31:06.629 --> 00:31:23.509
I met my first business coach there at one of those um started going to pool shows started more actively trying to educate myself on the chemistry side um and the equipment side and then I realized that there was still a lot on the business side I didn't know either.
00:31:23.669 --> 00:31:35.509
So that's kind of where I started working with the business coaches a little bit um and really I met a handful of mentors that I still lean on very heavily but I really leaned on them then.
00:31:36.149 --> 00:32:03.349
One of my buddies Galen Wood he owns Picture Perfect pool services he started off repair only after he um left working for another pool company he he started his own thing and he was like I'm repair only and I used to pay him so back rewind to 2022 when I was buying all those pools I would pay Galen probably like 200 bucks a day to ride with me and train me on my own pools.
00:32:04.469 --> 00:32:15.189
And I would go brush and net and he would go to the equipment and he would just look for repairs look for leaks look for stuff that needed to be fixed that I didn't even know what to look for.
00:32:15.349 --> 00:32:45.109
Obviously you see something leaking you're like that shouldn't be leaking but um so he taught me a lot about equipment and plumbing and setting valves in the in the best ways because when I was working a hundred pools a week half for me and half for the other guy like he wasn't with me so I wasn't learning as much as I could have been learning if I was with somebody right um so I kind of had to create my own education there.
00:32:45.189 --> 00:32:49.029
So I used to pay Galen to ride with me and teach me shit all the time.
00:32:49.269 --> 00:33:09.109
Alright so speaking of speaking of that pay right um this is like a two part possibly three part question so you have David and Connor riding with you you know for four months each you know at at different parts of of a season first question is how much are you paying them during that time?
00:33:09.349 --> 00:33:11.349
How much are you paying them during during that time?
00:33:11.589 --> 00:33:39.029
And then two, because now we're we're obviously you're the season one out of the three but you know those those two Connor and David are still learning especially like when they go I'll say specifically Connor when he was going out on his own and mistakes were made how did you communicate that and still also be able to maintain um a friendship when you had to discipline them on the mistakes that they had that they may have made during that time.
00:33:39.189 --> 00:34:30.949
So how much were you paying during the truck and how were you able to maintain that friendship even when you had to discipline them on the mistakes that they were making um so when they were in training I paid them each um 800 bucks a week um again they didn't really have any expenses outside of driving their car to my house um I you know I provided all the snacks all the drinks all the meals all the equipment all the tools all the everything and I just kind uh I I've always overpaid them um because I felt that it was fair um to pay them what I was paying them because if you're pay if somebody's working for you and they can't afford food or rent, um how much effort do you really expect them to give you?
00:34:31.190 --> 00:34:50.389
Exactly and I always saw that as my problem to figure out how to charge more so that I could keep more because I was going to pay that like if I had a pool where if I was paying them twenty bucks a stop and at the end of the month I only made ten dollars, that's a Zach problem.
00:34:50.789 --> 00:34:53.030
That's not a Connor problem.
00:34:53.429 --> 00:34:59.030
His pay shouldn't be diminished because I have a bad price on a pool.
00:35:00.710 --> 00:35:12.390
So I took a lot of things as learning experiences along the way because you're gonna gain knowledge through experience and money right you're gonna pay for it or you're gonna go through it.
00:35:13.190 --> 00:35:15.190
And I was doing both.
00:35:15.990 --> 00:35:26.390
And this whole time my wife wasn't working for herself yet she was a W-2 employee working at different design firm and she was making really good money.
00:35:26.550 --> 00:35:37.110
She made enough money to float the house um all of our bills so I didn't have a huge financial stress and she always believed in what I was doing and believed in me.
00:35:37.269 --> 00:35:49.269
And that gave me the freedom to kind of build in the inefficient manner I did it in um looking back I could have done it 10 different ways but I didn't know what I was doing.
00:35:49.430 --> 00:36:01.670
And so I was like I need my two two of my closest friends that I've known for 20 plus years doing this with me and I'm gonna make sure that they're taken care of because if they're taken care of they're gonna take care of me.
00:36:02.630 --> 00:36:19.110
If they feel like they're not being appreciated or they're not being compensated whether they're friends or not I wouldn't expect that person to give you 100% effort because I wouldn't would you absolutely not when I was at Bank of America and felt unappreciated they got about 40% effort.
00:36:20.070 --> 00:36:39.829
I couldn't agree more that's how I am with the with with my guy Garland um I'm I know for a fact um I overpay but it's limited for the same reason just because like when I was in the military and I didn't feel appreciated I know for a fact they wasn't getting 100% right so so now it's like you know these pools are you know our are our babies.
00:36:39.910 --> 00:36:51.829
So it's like you know if you're really taking care of these pools like like I know I need them to be I gotta pay you more just so that you know what I mean compensate I'm really being revalued I'm being respected so I really you know handle this on my own.
00:36:51.910 --> 00:36:53.190
So I couldn't agree more.
00:36:53.349 --> 00:37:06.309
If I didn't feel valued I I'm not really bothered and I I've told God this myself I'm like I've been in your shoes so this is why I want to treat you the way that I treat you because like when I wasn't treated this way, trust me you wasn't I I was that was no good.
00:37:06.390 --> 00:37:27.910
You know what I mean I'm I'm not really giving you all of my effort and energy that's for sure yeah yeah and and so I mean like it's not that I've never had to I don't know discipline them um I've always looked at as like uh I don't know coaching or training versus discipline.
00:37:28.150 --> 00:37:41.990
Yes sir um but I've always I'm a very blunt guy and I don't have a ton of patience and they both knew that about me well well before any of this um and they're and we're all the same age.
00:37:42.070 --> 00:37:49.190
We're all 38 years old so it's not like I'm having to deal with a 20 year old that I don't know with all these little soft feelings.
00:37:49.430 --> 00:37:53.349
Um you know both of them grew up playing competitive sports just like I did.
00:37:53.510 --> 00:37:57.349
Both of them had strong family and parents just like I did.
00:37:57.590 --> 00:38:08.070
And we had very similar upbringings um and values and work ethics and you know if they're if if they mess up I'll call them out on it.
00:38:08.150 --> 00:38:18.309
I'll tell them they messed up if I go overboard and maybe I say something I shouldn't have I will I will call them and I'll apologize for it um because I think that's the right thing to do.
00:38:18.789 --> 00:38:24.630
Hey man I got heated there I've been having a bad day it's a rough day whatever it is like I'm sorry.
00:38:24.789 --> 00:38:26.550
And they're like dude don't even worry about it.
00:38:26.630 --> 00:38:27.190
I get it.
00:38:28.070 --> 00:38:37.829
But that's just that's a that's probably not something that's gonna happen with other people I'm gonna probably have to um stay a little bit more composed.
00:38:38.070 --> 00:38:44.870
And also at the this whole time like I don't have any SOPs I don't have training manuals so if they don't if they forget something like that's my fault.
00:38:45.829 --> 00:38:53.349
It wasn't their fault because there's not a system that they're following right like they just learned from me as we worked together.
00:38:54.070 --> 00:39:10.550
And as we worked together I I was learning stuff so we were changing stuff constantly and so you know if you missed a basket I know that you didn't miss the basket on purpose you forgot and that happens I've missed a basket before you you left the pool and backwash I've done it.
00:39:10.710 --> 00:39:19.430
Now are you doing it every week that's a problem um are you forgetting to empty the basket every week that's a you're not forgetting you're just not doing it.
00:39:19.510 --> 00:39:20.470
That's a problem.
00:39:20.710 --> 00:39:25.750
Um so I think there's I also had to keep in mind of like well where's the gap?
00:39:25.910 --> 00:39:27.030
Like why did this happen?
00:39:27.110 --> 00:39:28.950
And most of the time it was my fault.
00:39:29.349 --> 00:39:38.710
Understood so you know I got to take that one on the chin if I if we have to go reservice a pool or something you know I would I would take that on the chin I'd go do it or I'd have them go do it.
00:39:38.950 --> 00:39:51.750
But we were all learning and growing together and the whole time I'm reminding them like hey guys like as we continue growing and scaling and learning and getting better and we get you know future state we have eight ten employees like I want you guys to be managers.
00:39:51.829 --> 00:40:00.550
I want you guys to be tech managers office managers warehouse managers like whatever you want to be I want us to grow so that we can create that role for you.
00:40:01.110 --> 00:40:20.150
And Connor used to be a teacher so he's really good at training and and articulating and David before we did concrete he was a a manager at Zoomies and at Skechers and so he's good at at retail and inventory and hiring and and dealing with the kind of people that you get in retail.
00:40:20.390 --> 00:40:30.870
So like they have skills that I see being very valuable in the future but those skills are only valuable to me as a pool company if they also understand pools.
00:40:31.110 --> 00:40:47.990
Absolutely just to piggyback off off of that point I'm glad you brought it up so you know the skill sets that they have and you also know just because you want to continue to scale um you're kind of running out of best friends to keep on giving these jobs to so you're gonna have to eventually hire you know outside of somebody that you you know don't know.
00:40:48.230 --> 00:41:36.950
So what would you say are the characteristics that you know that you know that Connor and David have that you've seen developed over the past you know two, three years you guys have been working together so what characteristics are you looking for in in the next employee that you don't know right like what like what are your you know your core values that you're looking for to somebody you have to be like you know what this is what I know I need to be successful with this you know with my company yeah so one of my business coaches um his his name is Jason Payne he owns state 48 roofing they're like a six or seven year old company but they've grown rapidly and he always says that you should hire for energy and passion and you can you can teach the other stuff.
00:41:37.190 --> 00:41:39.510
You can't teach energy or passion.
00:41:39.990 --> 00:41:54.870
I would add on to that you know just having a good moral character um holding yourself to a standard I know that when I worked at Bank of America even I'm gonna date myself a little bit but when I worked at Blockbuster um I wanted to be the best cashier that Blockbuster had.
00:41:54.950 --> 00:41:57.030
I wanted to be able to put the movies back the fastest.
00:41:57.190 --> 00:42:16.390
I wanted to be able to check people out the fastest when I worked at Bank of America it didn't matter if I was filing foreclosure claims back to Fannie Mae or Freddie Mack or I was uh rebuilding mortgage insurance document packages or when I was in uh risk and AML I always wanted to be the best at the task I was given.
00:42:16.630 --> 00:42:28.070
I wanted to be able to go get a new job at the bank and within six months be the top producer on the team or the department where other people have been doing this job for five, 10, 15 years and I'm better than you in six months.
00:42:28.309 --> 00:42:33.430
And all of that probably comes from me growing up playing competitive travel ice hockey.
00:42:33.750 --> 00:42:51.430
And in Arizona we would have to put together an all-star team of kids from our birth year from all over the state and we would leave the state two three four weekends a month to go play and my parents you know didn't have a whole ton of extra money and all that shit went to me and hockey.
00:42:51.590 --> 00:43:09.030
And so I always felt that I had to always give 100% effort because my parents were sacrificing to give me the opportunities that I had and I think those lessons just carried through my life of if I'm gonna put my name on it, it's gonna be the best that I could have done.
00:43:09.269 --> 00:43:16.309
And even when I was at Bank of America giving 40% I was still better than everyone else I worked for worked with doing the same job.
00:43:16.550 --> 00:43:23.750
It's just I realized that me giving a hundred and being five times better didn't result in me making any more money.
00:43:24.070 --> 00:43:25.750
But I still wanted to be the best one.
00:43:26.309 --> 00:43:40.309
Yeah no I'm I'm tracking no trust me I know how that corporate world goes man so for sure for sure you definitely have the school got crushed after a while the first five six years I was like I was really gung ho and then I realized like no matter what I do I'm getting 3% raise at best.
00:43:40.390 --> 00:44:52.630
So yeah you got the mentality and the um the drive to be like yeah you it was best that you worked for yourself absolutely for sure yeah you're in the corporate world um you're you're you're an outlier in in in that world that that's for sure um so one of my last questions as far when it comes to you know hiring hiring either outside or or hiring a friend right so when we're all you know getting started in in this business we typically want to look um you know to those around us you know closest around us because those are the ones we trust or whatnot so you got a poor guy coming up to you new in the game and he's thinking about hiring you know one of his friends or whatnot knowing what you know now based off of your experiences right um what would you say is one thing that they should think about act upon um prior to hiring a friend for their company to help them grow their company specifically I would have a very uh honest and frank conversation about what's expected um setting you know boundaries of listen, I'm gonna take care of you
00:44:53.269 --> 00:44:56.789
You cannot uh take advantage of me.
00:44:57.030 --> 00:44:59.590
I when I brought them both on, I said there's two rules.
00:45:00.550 --> 00:45:02.870
You don't be lazy and you don't lie.
00:45:04.070 --> 00:45:06.950
If you forgot to do something, just tell me you forgot to do it.
00:45:07.030 --> 00:45:08.789
Don't say you did it when you didn't do it.
00:45:09.349 --> 00:45:14.630
If you forgot if you didn't brush because you netted for 45 minutes, just say that.
00:45:15.670 --> 00:45:16.470
Just tell me.
00:45:16.630 --> 00:45:24.789
Because if a client calls, hey, Connor didn't brush today and I hey Connor, did you not brush that pool today?
00:45:25.190 --> 00:45:25.829
No, I did.
00:45:25.990 --> 00:45:28.070
Oh, they have you on camera and no you didn't.
00:45:28.710 --> 00:45:32.390
I mean that never happened because don't lie to me.
00:45:32.710 --> 00:45:33.110
Right.
00:45:33.670 --> 00:45:39.670
Um because the default is if there's a complaint, I'm gonna I'm gonna have your back.
00:45:40.150 --> 00:45:42.230
But you gotta give me a leg to stand on.
00:45:42.309 --> 00:45:44.309
I have to trust your word like gold.
00:45:45.269 --> 00:45:53.510
And we haven't really had any of those issues, and I think that's one, they're both mature adults.
00:45:53.750 --> 00:46:02.710
Um and I I think that I've treated them well enough where they're uh they're loyal, they're loyal to me.
00:46:02.950 --> 00:46:08.789
Um I mean, both of them are making more money than they ever made before in their whole life, and so am I.
00:46:09.110 --> 00:46:17.750
So uh I think that when you spread the well, like we don't get a whole lot of complaints, we get a lot of referrals, and we get a lot of compliments.
00:46:17.990 --> 00:46:31.190
Um I just went and did a filter clean and a service uh for one of our Paradise Valley clients, uh, our only pool with an auto cover, and they got their deck power washed and then they got their cover cleaned and washed.
00:46:31.349 --> 00:46:34.070
And that usually puts a lot of dirt in the pool.
00:46:34.230 --> 00:46:36.789
So she asked if we could come out and vacuum the pool.
00:46:36.870 --> 00:46:37.829
And I was like, you know what?
00:46:37.910 --> 00:46:44.870
Um, I'm gonna move your service from Tuesday and with Connor doing it to I'm gonna come do it on Monday, I'll vacuum the pool and I'll get your filter cleaned done.
00:46:45.030 --> 00:46:48.470
And when I got there, I ran into the client and they're only here seasonally.
00:46:48.789 --> 00:46:53.030
And she was like, I just want to tell you, like, we love Connor.
00:46:53.190 --> 00:46:55.349
He takes such good care of our pool.
00:46:55.510 --> 00:46:56.550
It's amazing.
00:46:56.710 --> 00:46:59.829
He's so nice to us, always hello, how are you doing?
00:46:59.990 --> 00:47:00.950
And I'm like, thanks.
00:47:01.030 --> 00:47:02.230
I'll let him, I'll let him know.
00:47:02.309 --> 00:47:03.990
But that was a completely unsolicited thing.
00:47:04.070 --> 00:47:05.269
She just walked up to me and told me that.
00:47:05.349 --> 00:47:06.309
And that happens all the time.
00:47:06.550 --> 00:47:07.190
For sure.
00:47:07.510 --> 00:47:18.150
And we we switched routes around, uh, not guys on routes, but we David moved, so we kind of moved his route around um to make more sense for his life.
00:47:18.470 --> 00:47:24.950
And sent out the email to the clients letting them know, hey, you're moving from Tuesday to Thursday, and you're moving here, you move here.
00:47:25.190 --> 00:47:26.309
No one complained.
00:47:26.470 --> 00:47:34.470
The only thing that they asked was, as long as it's still David, because they don't know how many technicians I have, but they're like, as long as it's still David, we're good.
00:47:34.710 --> 00:47:36.710
And I was like, no, yeah, it's still David, you're fine.
00:47:36.870 --> 00:47:38.470
And they're like, okay, cool, thank you.
00:47:38.630 --> 00:47:39.590
And that was it.
00:47:39.910 --> 00:47:44.150
But they, you know, I think that they feel a sense of responsibility too.
00:47:44.230 --> 00:47:47.670
I mean, they're they're making money to support their families.
00:47:47.910 --> 00:47:54.950
And if we lose pools, yeah, it sucks for me, but it really sucks for them because they get paid about 20 bucks a stop.
00:47:55.030 --> 00:47:58.630
So if you lose a pool, that's a thousand dollars a year out of your pocket.
00:48:00.789 --> 00:48:01.590
That's a lot of money.
00:48:01.829 --> 00:48:02.789
Oh, oh, oh, absolutely.
00:48:03.910 --> 00:48:07.430
If you if you messed up and we lost seven pools, you just lost seven G's.
00:48:07.750 --> 00:48:17.670
I'm glad you talked about that because earlier you guys said, so to piggyback off what you said, and something that you said earlier, um, you know, you you put you pay you guys what you pay though, right?
00:48:17.750 --> 00:48:21.750
Yeah, because you want to put you want to make sure you you're compensating them and and showing them respect, right?
00:48:21.910 --> 00:48:27.590
But if at the end of the day you're not making enough for you yourself, that's the issue with your pricing.
00:48:27.990 --> 00:48:38.390
So I kind of just want to know when you f from when you first came in to now currently, um, how did you what what did you base your rates off of?
00:48:38.470 --> 00:48:43.430
Like how did you come up with your initial rates to what they are to today?
00:48:45.670 --> 00:48:52.550
Um so my overhead's pretty low because we don't have an office or a warehouse.
00:48:52.630 --> 00:49:03.269
You know, my my overhead is, you know, my CRM, uh, my bookkeeper, my CPA, uh technology pretty much.
00:49:03.349 --> 00:49:06.230
It's it's not much, like not even a thousand bucks a month.
00:49:06.550 --> 00:49:12.710
And so and we charge for chemicals, so that takes a huge that takes a huge weight off.
00:49:13.269 --> 00:49:25.190
Um and when I first the first 12 pools I bought, they were at if it was a play pool, uh, no, no deep end, it was 120 bucks, all chems included.
00:49:25.430 --> 00:49:29.590
And the the deep end pools were 125, all chems included.
00:49:30.309 --> 00:49:33.829
And it took me about three months to realize that was stupid.
00:49:34.470 --> 00:49:45.670
And uh so and this is when prices are going absolutely crazy on chemicals because two chlorine plants had burnt down, and there's tab shortages, trichlor shortages.
00:49:45.910 --> 00:49:55.990
Um and so I called I had 12 12 clients, so I called all 12 clients and said, Hey, I know that you guys got your price raised twice last year before I bought your accounts.
00:49:56.150 --> 00:50:01.030
I don't want to raise your price again, and then in six months call you back and have to raise it again.
00:50:01.269 --> 00:50:15.590
So what I'm gonna do is I'm gonna keep your rate where it is, you buy a bucket of tabs from me for$200, and then I'll continue to eat the unknown increases in the other chemicals.
00:50:15.750 --> 00:50:22.870
And that was my starting point in going to a plus chemical pricing model.
00:50:23.349 --> 00:50:32.150
Um, and so when I look at a pool, when I go out to bid service at a pool, I think about how long it's gonna take me on an average basis.
00:50:32.390 --> 00:50:37.349
If I think on average I'm gonna be here for 15 minutes a week, that's an hour a month.
00:50:37.510 --> 00:50:39.829
What do I want to charge per labor hour?
00:50:40.070 --> 00:50:41.829
I want to charge$125.
00:50:42.710 --> 00:50:46.789
So that pool is$125 plus chemicals.
00:50:47.750 --> 00:50:54.230
If I think I'm gonna be there for 30 minutes, that's two hours, that's$250 plus chemicals.
00:50:54.950 --> 00:51:09.590
And I have pools where I haven't raised their base rate for two, three years because their chemical usage is so insane because they might have three teenage boys and two dogs that are swimming, and I am making a killing on the chemical side.
00:51:09.910 --> 00:51:29.030
So as long as I'm okay with where we're at, as long as we're not spending like two hours there and they're getting charged for one hour, if they're paying for one hour and we're consistently there for one hour, you know, I'll raise them a little bit, uh, maybe every couple years just to keep up with what our labor rate is at that time.
00:51:29.510 --> 00:51:34.070
Um, but I'm not gonna raise them 10 or 15% every year just to do it.
00:51:34.470 --> 00:51:41.829
If they're great clients, they pay on time, they do the repairs, they drain their pools, but they let us clean their filter without asking, they do all the things.
00:51:42.070 --> 00:51:45.829
I'm not really gonna mess with their rate very much because I'm making money on that pool.
00:51:45.990 --> 00:51:46.470
I will.
00:51:46.710 --> 00:51:47.110
Yeah.
00:51:47.269 --> 00:51:50.870
How did you um create your labor rate?
00:51:50.950 --> 00:51:52.390
Yeah, hook hook me up with that, please.
00:51:52.470 --> 00:51:55.910
Like, what what goes into creating your labor rate?
00:51:56.230 --> 00:51:59.990
I mean, I understand like how many hours you're gonna be there, but like what did you determine?
00:52:00.070 --> 00:52:04.230
Like, this is it, are you just essentially saying I want to get paid this many, this much money per hour?
00:52:04.309 --> 00:52:06.230
Is is it is it as simple as that?
00:52:08.390 --> 00:52:25.829
Um it would probably be a lot more complicated if I had company trucks and if I had a warehouse and an office and an office person, and I had all this if I had all these uh other expenses that aren't directly related to making money, um, my labor rate would probably be higher uh than it is right now.
00:52:26.150 --> 00:52:26.630
Understood.
00:52:26.870 --> 00:52:32.230
But honestly, I've never um you know put pen to paper to figure out that number.
00:52:32.309 --> 00:52:37.269
Uh 125 an hour was just kind of what most pool companies were charging for an hourly labor rate.
00:52:37.430 --> 00:52:37.590
Okay.
00:52:37.750 --> 00:52:39.829
And I'm like, well, let's just start there.
00:52:40.070 --> 00:52:40.630
Okay, cool.
00:52:40.870 --> 00:52:42.230
And so we started there.
00:52:42.470 --> 00:52:51.430
And you know, at the end of the year or at the end of the month, when you're doing your your books and your PL and you're making the money that you want to make, I was okay with staying there.
00:52:51.750 --> 00:52:57.269
Um, you know, if if if at the end of the day I made no money, then I'd be like, well, yeah, we need to charge more.
00:52:57.910 --> 00:53:01.430
But uh that hasn't been the case.
00:53:01.590 --> 00:53:18.390
Um and like I said, you know, the guys do a great job, so we gain the client's trust, and then when their pump goes out or their filter goes out or whatever, they trust us making the recommendation for for what needs to happen next, whether it's a repair or a replacement.
00:53:18.710 --> 00:53:29.430
Um and there's always like so many people are so concerned with getting more pools, and I think they need to be concerned with maximizing the profit per pool.
00:53:30.150 --> 00:53:44.390
Um taking care of all the all the little repairs and and gaining the clients' trust and showing them facts, numbers, how how much money they can save going from a single speed pump to a variable speed pump.
00:53:44.710 --> 00:53:52.070
Or um they can stretch their drains out another year if they convert to salt instead of being on tabs.
00:53:52.470 --> 00:53:54.309
Um all these different things.
00:53:54.390 --> 00:53:55.590
There's so many ways to make money.
00:53:55.750 --> 00:54:03.269
Upgrading their automation, you know, the the easy touchboard, you can't read it anymore because it got sun damaged, or it's you know, it's 16 years old.
00:54:03.430 --> 00:54:04.950
And it's time to upgrade.
00:54:05.110 --> 00:54:08.630
Well, if they trust you, they're willing to do things.
00:54:08.789 --> 00:54:22.390
If they don't trust you because they never know when you came, you got a new technician in the backyard every week, you're moving their day around all the time, you don't do a good job, they're complaining at least once a month, and then you come at them with, hey, we need to upgrade your automation.
00:54:22.470 --> 00:54:23.750
It's gonna be 2,500 bucks.
00:54:23.910 --> 00:54:25.349
They're like, No, I don't trust you.
00:54:25.510 --> 00:54:26.150
Who are you?
00:54:26.390 --> 00:54:27.349
For sure.
00:54:27.670 --> 00:54:28.789
Agreed, agreed.
00:54:29.030 --> 00:54:29.349
Okay.
00:54:29.590 --> 00:54:32.309
Um now that that that's that's some was some invaluable insight.
00:54:32.390 --> 00:54:39.910
And and one thing that you hooked, you had hooked me up with early on, which is um which allowed me to like start canceling some customers.
00:54:39.990 --> 00:54:46.710
And I don't know if it's a good thing or not, but once I got rid of that first one, I mean, it's it's been easier ever since.
00:54:46.870 --> 00:54:50.550
But it was you just saying um I'm losing money on.
00:54:50.630 --> 00:54:55.990
I'm essentially saying or asking them how much can I pay you to clean your pool for you?
00:54:56.230 --> 00:55:02.390
And when you hooked me up with that, I mean it was sucked, it's simple, but it was a mind blower to me for sure.
00:55:02.630 --> 00:55:08.150
And you know, for those, you know, who I tried to raise the rating if they if they weren't with it, I was okay, cool.
00:55:08.230 --> 00:55:09.910
And then we we parted ways.
00:55:10.070 --> 00:55:13.910
But that has allowed me to first and foremost get my route even tighter.
00:55:14.070 --> 00:55:25.590
And then two, what I've learned in this pool game over the past two years is like whenever I lose a customer, somehow, some way, another one, a better one, typically comes right along out of nowhere, out of left field.
00:55:25.670 --> 00:55:26.710
So I can't say thank you.
00:55:27.670 --> 00:55:30.309
A lot of times it's the same day that happens too.
00:55:31.190 --> 00:55:31.990
Literally.
00:55:32.230 --> 00:55:37.030
Yeah, so I'm I'm I'm forever uh eternally grateful for for you for your wisdom on that.
00:55:37.190 --> 00:55:45.030
All right, so before we get up out of here, uh a question that I'd love to ask, just because we we can all learn something from somebody.
00:55:45.269 --> 00:56:01.030
All right, over your course of uh your lifetime or just over the course of your your past few years uh being in the pool industry, what's one piece of advice that you were given that you still like lean on and use and and heavily heavily rely on, like to this day?
00:56:06.230 --> 00:56:09.349
Um history.
00:56:09.829 --> 00:56:17.990
Um when I started working with these two business coaches, I started work and they specialize in trades and service businesses.
00:56:18.630 --> 00:56:27.910
Um so I started getting into rooms with 30, 40, 50, 100 um service-based business owners and talking to them.
00:56:28.230 --> 00:56:37.430
And I think the biggest thing I learned was not that the customer's always right, but we are a service industry.
00:56:37.910 --> 00:56:39.590
We provide a service.
00:56:39.990 --> 00:56:46.710
And you need to keep that in mind and you need to make sure that you don't treat business as strictly transactional.
00:56:46.789 --> 00:56:49.430
It's very much relationship-based.
00:56:50.309 --> 00:56:53.990
Um, especially for people like us that have recurring revenue.
00:56:54.150 --> 00:57:00.070
You know, if we had a good client, we want to keep that client for as long as we possibly can.
00:57:00.789 --> 00:57:05.590
And I still have of those first 12, I still have 10 of them.
00:57:05.910 --> 00:57:12.870
One dropped because um I raised their rate and it was a rental, and he didn't want to pay the higher rate.
00:57:13.110 --> 00:57:19.510
And the other one, the house sold, and the new owners didn't want to pay for pool service.
00:57:19.590 --> 00:57:21.110
They wanted to try it themselves.
00:57:21.670 --> 00:57:27.110
And on that one, I was actually super happy that they didn't want to keep us on because that pool sucked.
00:57:27.430 --> 00:57:35.590
And we had already replaced the pump, the light, added a salt system, replaced the filter, um, and added an automation.
00:57:35.750 --> 00:57:40.390
So there was nothing left to do there besides service the pool and clean filters.
00:57:40.630 --> 00:57:44.150
Um, so I was perfectly happy with that pool going away.
00:57:44.390 --> 00:57:47.990
Um, but it's all about relationships.
00:57:48.070 --> 00:57:57.990
It's relationships with your clients, it's relationships with your employees, it's relationships with other business owners, it's relationships with your reps, with your distributors, um, with everybody.
00:57:58.150 --> 00:58:04.789
Um, you know, it's relationships with the guy that makes my hats, it's relationships with Primate because I love their pull.
00:58:05.030 --> 00:58:08.070
Uh it's it's all relationships.
00:58:08.390 --> 00:58:19.430
And if people can start thinking thinking of you as like a partner or a friend versus a competitor, you know, that's gonna move the needle a lot for you and your business.
00:58:19.670 --> 00:58:23.430
Um, I call, I don't, I don't do a lot of my own repairs.
00:58:23.510 --> 00:58:23.990
I do some.
00:58:24.070 --> 00:58:32.950
I do the easier ones, I do the ones that I I've learned how to do, but I'm not breaking down a heater to troubleshoot which component has failed.
00:58:33.110 --> 00:58:36.789
I have five or six guys that are really, really good at heaters and I call them.
00:58:36.950 --> 00:58:37.990
Hey, what's your schedule like?
00:58:38.150 --> 00:58:40.550
Can you can you get to this property this week?
00:58:40.710 --> 00:58:41.030
Nope.
00:58:41.190 --> 00:58:41.670
All right, cool.
00:58:41.750 --> 00:58:44.710
I'm gonna call so-and-so, and I'll just go down the line.
00:58:44.950 --> 00:58:52.390
And I just had a company in Awatuki, one of my one of my mentors, uh Damien, he owns Foothills Pool Carry and Repair.
00:58:52.550 --> 00:58:54.870
He's been doing this since the 90s.
00:58:55.110 --> 00:59:00.550
Um, and he knows everything, everything there is to know about pools.
00:59:00.630 --> 00:59:02.309
I'm pretty sure Damien knows it.
00:59:02.550 --> 00:59:08.470
Um and I just had his company come out and put in a pump and an automation at an Airbnb for me last week.
00:59:08.710 --> 00:59:09.910
Could I have done it?
00:59:10.150 --> 00:59:10.789
Yeah.
00:59:11.269 --> 00:59:12.870
How long would it have taken me?
00:59:13.030 --> 00:59:18.710
Probably a day and a half to do the quality that they did in four hours.
00:59:18.950 --> 00:59:19.510
Yes, sir.
00:59:19.829 --> 00:59:24.070
Um, so what can I do in that difference in time?
00:59:24.230 --> 00:59:31.110
How much more money can I go make doing other stuff instead of being at that one equipment pad for a full day at least?
00:59:31.670 --> 00:59:31.829
Yeah.
00:59:32.070 --> 00:59:41.590
And how many, you know, how many problems am I going to run into along the way that are unforeseen that now I have to stop what I'm doing, I have to get on the phone, I gotta call a bunch of people.
00:59:41.829 --> 00:59:44.070
I've always looked at it like time is money.
00:59:44.230 --> 00:59:49.590
And if I can go make money while I have someone else there already making me money, I'm good with that.
00:59:49.750 --> 00:59:49.990
Absolutely.
00:59:50.230 --> 00:59:53.590
And a lot of guys think I'm crazy because that's how I do it.
00:59:54.070 --> 01:00:03.590
And I think they're crazy for wasting, in my opinion, wasting time doing something that they could pay someone else uh to do it better than they could.
01:00:03.829 --> 01:00:04.230
Correct.
01:00:04.309 --> 01:00:07.349
That's why you're at where you're at, and you know, they are what they are.
01:00:07.430 --> 01:00:07.910
You know what I mean?
01:00:08.230 --> 01:00:10.150
I've never been super mechanically inclined.
01:00:10.309 --> 01:00:15.349
Like all the tools I own at today are because I'm in the pool industry.
01:00:15.750 --> 01:00:16.950
Like, all of them.
01:00:17.190 --> 01:00:17.670
Absolutely.
01:00:17.829 --> 01:00:25.269
Uh, you know, the little Home Depot little tool bag that you get at Christmas when you're 18 years old, like that got me through most of life.
01:00:25.510 --> 01:00:29.590
Screwdriver, a wrench, flyers, a hammer, like that was all I needed.
01:00:29.829 --> 01:00:41.269
Um But I think it's just been, you know, relationships I've I've I've made and curated and and uh nurtured over the years has has paid dividends for me.
01:00:41.590 --> 01:00:41.990
Absolutely.
01:00:42.150 --> 01:00:42.870
Understood.
01:00:43.110 --> 01:00:48.870
Um as somebody once told me, it's not what you know, is it's it's who you know.
01:00:49.030 --> 01:00:54.710
But then ultimately what he fought back on me almost is not just who you know, it's who knows you, right?
01:00:54.950 --> 01:00:59.030
Um who's also going to call you when they have an issue, right?
01:00:59.110 --> 01:01:03.269
So just making sure, like you said, just uh just building so solid relationships, right?
01:01:03.510 --> 01:01:09.910
So um I can't say thank you enough for reaching out to me when you did when I first entered this pool game, right?
01:01:09.990 --> 01:01:15.349
Like I said, I'm I'm eternally grateful for all the wisdom that you continue to um share with me.
01:01:15.590 --> 01:01:17.349
Um now as we get up out of here.
01:01:17.510 --> 01:01:21.110
I'm not the only one that needs you know your help or or your words of wisdom, man.
01:01:21.269 --> 01:01:22.789
How can people find you?
01:01:22.950 --> 01:01:27.910
Yeah, uh like I said you don't have a website, so where can people find you and get in contact with you?
01:01:29.750 --> 01:01:33.190
Uh my Instagram is the best place, just at Pineapple Pool Boys.
01:01:33.269 --> 01:01:35.030
There's a Z on the end, not an S.
01:01:35.670 --> 01:01:38.630
Um But really Instagram is the best spot.
01:01:38.789 --> 01:01:53.670
Um But I would one thing besides, you know, uh make sure things are based on relationships more than transactions would be uh go find a mentor.
01:01:54.390 --> 01:02:06.550
And it doesn't have to be a guy in the pool industry, go find a business mentor because you know, a lot of pool guys, their education and learning is more focused on chemistry and equipment.
01:02:06.950 --> 01:02:09.510
And that's okay when you're a single polar.
01:02:09.910 --> 01:02:15.670
But when you move into hiring people and actually turning it into a business, you need to learn the business side.
01:02:15.750 --> 01:02:22.870
So there's a million books you can read, there's a million podcasts you can listen to, but and there's a lot of scammers out there trying to be coaches.
01:02:23.030 --> 01:02:27.030
So I'd be wary of I'd be wary of people before you give them a bunch of money.
01:02:27.430 --> 01:02:33.829
But uh coaches, mentors are they're invaluable.
01:02:35.269 --> 01:02:38.230
Couldn't agree more with that as far as coaches and mentors.
01:02:38.390 --> 01:02:47.990
Um yeah, I I would be very lost in this world if I didn't have the coaches and mentors that are currently um helping me out.
01:02:48.150 --> 01:02:51.030
Absolutely, yeah, absolutely couldn't agree more with that for sure.
01:02:51.349 --> 01:02:56.550
Well, there's a guy out here um named Dean Aloet um with big family pools.
01:02:56.870 --> 01:03:05.430
Um and when he first got into pools, he found a mentor in in Beardman out in California.
01:03:05.910 --> 01:03:08.630
And they were on the phone nonstop all the time.
01:03:08.950 --> 01:03:15.349
And now Dean passes that information on to people like me and other people that want to learn.
01:03:15.670 --> 01:03:29.430
And you know, once you find one of those two really good guys that are genuinely good people that are running a good company, they've also got a few people that they talk to all the time and lean on, and maybe they'll bring you into that circle.
01:03:29.910 --> 01:03:35.829
And you start getting people helping you that have been doing this for 10, 15, 20 plus years.
01:03:35.990 --> 01:03:38.710
And uh the good ones aren't gonna see you as competition.
01:03:38.789 --> 01:03:43.990
The good ones are gonna realize that l lifting the industry as a whole is gonna lift their boat too.
01:03:44.070 --> 01:03:45.349
Rising tide lifts all boats.
01:03:45.430 --> 01:03:47.190
It's not just a saying, it's true.
01:03:47.430 --> 01:03:48.630
Um say it.
01:03:50.390 --> 01:03:51.349
I can't skip over that one.
01:03:51.590 --> 01:03:53.269
No, so say say that one more time.
01:03:55.269 --> 01:03:57.110
Rising tide lifts all boats.
01:03:57.349 --> 01:03:57.910
That's okay.
01:03:58.230 --> 01:04:14.870
So if you if you work on making everyone else that you see as competition better, then there's gonna be less uh shitty guys out there that are undercharging, that are ruining the industry because more people are getting better.
01:04:14.950 --> 01:04:25.030
They're going to classes, they're leveling up, they're structuring their companies legally, they're getting licensed, and they're in turn charging more because you have to, because it costs money to do these things.
01:04:25.910 --> 01:04:27.349
I know Florida's weird.
01:04:27.430 --> 01:04:32.630
Like you got like you guys can't really do much besides replace an O-ring or clean a filter unless you have a repair license.
01:04:32.870 --> 01:04:33.349
Correct.
01:04:33.510 --> 01:04:35.110
Yeah, for sure.
01:04:35.269 --> 01:04:40.710
Um that's a different topic for a different day, uh, because I definitely got some questions, some questions for you for sure on that.
01:04:40.870 --> 01:04:48.630
But uh I will say, as far as mentors, man, down here in Florida, um, the homie Don from Rev Up Apparel, man, shout out to him.
01:04:48.870 --> 01:04:51.349
He has definitely taken me under his wings.
01:04:51.510 --> 01:04:57.670
Um and realistically, he's the reason how I got hooked up with Rudy from Talking Pools Podcast.
01:04:57.829 --> 01:05:03.110
Uh he's also how I got hooked up with uh with Primate, who you who you're supporting over there right now, right?
01:05:03.190 --> 01:05:08.150
So, like you said, the industry is is is you know it's big, but yet small.
01:05:08.309 --> 01:05:16.309
Um, but you know, once you find a right group of people, in such a short amount of time, I'm I'm seeing that I'm starting to be put in different rooms with different people, right?
01:05:16.390 --> 01:05:17.910
And I'm just like, oh wow.
01:05:18.070 --> 01:05:23.910
Um how quickly things can change, your trajectory can change when you're uh when you do when you do good work, right?
01:05:24.070 --> 01:05:28.710
When you when you got a good moral character, and you're just around the right people, you know what I'm saying?
01:05:28.870 --> 01:05:31.349
So um, so yeah.
01:05:32.070 --> 01:05:34.550
Yeah, I mean, revved up is a great example.
01:05:34.630 --> 01:05:46.470
I sh I saw Revved Up at the Western Pool Show in Long Beach, California three years ago, met them, saw their product, liked them personally, ordered some product from them.
01:05:46.630 --> 01:05:49.990
And then people started asking me, where'd you get those shirts made?
01:05:50.150 --> 01:05:51.670
Here, here's their Instagram.
01:05:51.829 --> 01:05:53.190
Hit them up, they're awesome.
01:05:53.349 --> 01:05:59.110
And I've got probably 10, 15 people that have gone over there and spent thousands and thousands of dollars with them.
01:05:59.430 --> 01:06:03.590
And that's I'm not referring them because I get anything from it.
01:06:03.670 --> 01:06:06.630
I'm referring them because they're good people and they have a good product.
01:06:06.870 --> 01:06:07.510
Correct.
01:06:07.829 --> 01:06:10.789
And that's how business works.
01:06:11.269 --> 01:06:12.470
Yeah, yeah.
01:06:12.950 --> 01:06:20.950
Well, Zach, man, I can't say thank you enough, bro, for for your time, for your your words of wisdom and just dropping some jewels on us today.
01:06:21.190 --> 01:06:23.829
Um, that's all I got for you.
01:06:24.150 --> 01:06:29.750
Um, any any party words you want to give to the people, or or are you done dropping the jewels, man?
01:06:31.670 --> 01:06:35.190
I don't know how many how much of it is jewels versus me just rambling.
01:06:35.269 --> 01:06:41.430
I could talk for hours and hours, but um I would like I said, again, I'll just repeat it.
01:06:41.670 --> 01:06:55.269
Go find mentors, um, go find a business coach, um, and and just uh, you know, take your lumps, learn, you know, you're not You're not gonna make a million dollars on every job.
01:06:55.430 --> 01:06:58.470
Sometimes you're gonna price it wrong, but you still gotta do it right.
01:06:58.789 --> 01:07:03.190
And uh if you keep doing that, I think you'll be I think everybody everything will work out in the end.
01:07:03.349 --> 01:07:04.150
Yes, sir.
01:07:04.390 --> 01:07:07.829
Thank you, my brother, and uh we will be in touch with you soon.
01:07:08.070 --> 01:07:08.950
Stay blessed.
01:07:09.269 --> 01:07:09.829
Peace.
01:07:26.710 --> 01:07:28.870
Yeah, big shout out to Zach for pulling up.
01:07:28.950 --> 01:07:33.269
Y'all gonna make sure y'all follow, y'all show him some love on all social media platforms.
01:07:33.430 --> 01:07:35.349
Now, let's get into what you had to say.
01:07:35.430 --> 01:07:37.590
Cause this next one lit up my comment section.
01:07:37.750 --> 01:07:38.950
It's mail time, baby.
01:07:39.030 --> 01:07:41.510
So I posted something that got y'all going at each other.
01:07:41.750 --> 01:07:43.590
Real split decision in the comments.
01:07:43.750 --> 01:07:51.590
The question was, if the water levels are above the skimmer, do you tell the customer to drain some so that the water rests at halfway the skimmer?
01:07:51.670 --> 01:07:53.910
And ma'am, the comments were all over the place.
01:07:54.070 --> 01:07:57.110
Some of y'all, some of y'all were like, nah, I don't say nothing.
01:07:57.269 --> 01:07:59.430
Others were like, yeah, I tell them every time.
01:07:59.590 --> 01:08:02.710
So let me break down both sides because honestly, they're both right.
01:08:02.870 --> 01:08:04.630
Here's a case for not telling them.
01:08:04.710 --> 01:08:08.470
Say you just came through, balanced the pool, dropped all your chemicals in.
01:08:08.710 --> 01:08:14.710
Now you tell them to drain some water, but they drain too much because let's be real, people forget to set a timer and just walk away.
01:08:14.950 --> 01:08:18.869
Now they drained all the chemicals you just added, pools are unbalanced again.
01:08:18.949 --> 01:08:21.510
And worst case, you got an algae bloom on your hands.
01:08:21.590 --> 01:08:24.149
So the don't say nothing crowd, y'all got a point.
01:08:24.309 --> 01:08:25.829
You're protecting the work you just did.
01:08:25.909 --> 01:08:28.869
But here's the flip side, and this is where I typically stand.
01:08:29.029 --> 01:08:33.510
So let's say it's a pool with debris, uncaged, leaves on the surface, all of that.
01:08:33.670 --> 01:08:36.869
If the water's above the skimmer, the skimmer ain't pulling anything in.
01:08:36.949 --> 01:08:38.069
It's not doing its job.
01:08:38.229 --> 01:08:47.269
So now your pool's balanced, yeah, but now you're stuck there longer, hand skimming the leaves the skimmer should have grabbed because the water level is too high for it to work.
01:08:47.430 --> 01:08:50.789
Telling them to drain it down lests the skimmer actually do what it was built to do.
01:08:50.949 --> 01:08:53.989
So whether I land, honestly, it's a case-by-case thing.
01:08:54.149 --> 01:08:55.189
Both camps are right.
01:08:55.269 --> 01:08:59.430
They're just talking about two different pools, caged or uncaged, debris filled or clean.
01:08:59.510 --> 01:09:03.430
If it's a clean cage pool, maybe you leave it alone and protect your chemicals.
01:09:03.590 --> 01:09:09.589
If it's an uncaged, heavy debris pool, telling them to drain it down saves you time and makes the skimmer earnest.
01:09:09.829 --> 01:09:11.029
I don't believe there's one set rule.
01:09:11.109 --> 01:09:12.309
You just gotta read this situation.
01:09:12.469 --> 01:09:15.109
Shout out to everybody who jumped in that thread on both sides.
01:09:15.269 --> 01:09:19.189
Please keep the debates coming, because that's how we're all going to continue to get sharper.
01:09:19.349 --> 01:09:20.229
And you never know.
01:09:20.389 --> 01:09:22.949
You just might hear your question or comment on the next episode.
01:09:23.109 --> 01:09:24.469
All right, we're in the home stretch now.
01:09:24.869 --> 01:09:26.949
Now let's close it out the way we always do.
01:09:27.189 --> 01:09:28.630
The business tip of the week.
01:09:28.789 --> 01:09:30.549
This is part two of our mini-series.
01:09:30.710 --> 01:09:35.029
Last week we found our core values, but here's why the core values matter.
01:09:35.189 --> 01:09:39.029
The core values define your culture and who you are really as a company.
01:09:39.189 --> 01:09:42.710
When they're clear, they attract like-minded people to your organization.
01:09:42.869 --> 01:09:45.989
When they're applied, they weed out the ones who don't fit.
01:09:46.069 --> 01:09:51.269
And once you got them, you hire, fire, reward, and discipline based off of them.
01:09:51.429 --> 01:09:55.029
So this week, let's talk about the first place that shows up, hiring.
01:09:55.109 --> 01:09:56.630
And it starts with the job description.
01:09:56.789 --> 01:10:01.509
What I've done myself and what I've noticed from afar, most pool pros hire off of vibes.
01:10:01.750 --> 01:10:03.989
This person seems cool, says they'll show up.
01:10:04.149 --> 01:10:07.029
No job description, no standard, just a warm body.
01:10:07.189 --> 01:10:11.029
Three weeks later, you're frustrated because they're not what you needed.
01:10:11.189 --> 01:10:15.509
But how are they supposed to be what you needed when you never wrote down what you actually needed?
01:10:15.589 --> 01:10:16.630
So that's a you problem.
01:10:16.789 --> 01:10:17.989
You got to take the onus on that.
01:10:18.069 --> 01:10:23.269
So how do you write a job description that actually filters, pulls the right people in, and scares the wrong ones off?
01:10:23.429 --> 01:10:26.069
You can start by just asking yourself these three questions.
01:10:26.229 --> 01:10:31.429
Question one, what traits does your ideal tech actually have personality-wise?
01:10:31.589 --> 01:10:33.189
For me, they had to be self-motivated.
01:10:33.269 --> 01:10:34.869
They don't need me texting them to get started.
01:10:35.029 --> 01:10:38.149
They're cool with working alone, but can still hold a conversation with the customer.
01:10:38.229 --> 01:10:41.829
And for me, most importantly, they get a high off of serving people.
01:10:41.989 --> 01:10:43.909
That's what I was writing this job description for.
01:10:44.149 --> 01:10:47.750
Question two, what about this job made you want to quit?
01:10:47.989 --> 01:10:48.630
You personally?
01:10:48.789 --> 01:10:50.149
And be brutally honest.
01:10:50.309 --> 01:10:55.109
For me, this for the heat, June through August, it's an athletic event out there.
01:10:55.189 --> 01:11:00.469
And blowing way past the time on a pool because it's covered in debris and you can't leave until it's right.
01:11:00.630 --> 01:11:02.549
I put that in my job description.
01:11:02.710 --> 01:11:08.069
Because the person who can read that and still wants to apply is potentially the right candidate for you.
01:11:08.149 --> 01:11:11.269
Lastly, question three, think about your worst hire ever.
01:11:11.429 --> 01:11:12.949
What was their fatal flaw?
01:11:13.109 --> 01:11:20.469
For us, that individual had no sense of urgency, no motivation, wasn't vigilant, would walk right past dirt spots on the steps.
01:11:20.549 --> 01:11:27.829
So now my job description has a whole section that states, this role is not for you if, and I describe that exact individual.
01:11:27.989 --> 01:11:31.269
This one section has potentially saved me hours of interview time.
01:11:31.349 --> 01:11:34.630
Now, if you haven't hired anybody yet, don't worry, you can do this instead.
01:11:34.789 --> 01:11:40.549
Think about the worst coworker or the worst boss you ever had, the person who made you dread showing up.
01:11:40.710 --> 01:11:42.069
What was their fatal flaw?
01:11:42.229 --> 01:11:45.750
That's just as good because you already know what you can't stand working next to.
01:11:45.909 --> 01:11:48.389
Put that in your not for you if section.
01:11:48.549 --> 01:11:49.989
So let's take a look at what we just did.
01:11:50.149 --> 01:11:55.189
We figured out who we want, we got honest about the aspects of the job, and we name who we don't want.
01:11:55.349 --> 01:12:00.069
Put those three together, and here's what you get a job description that daggone there writes itself.
01:12:00.229 --> 01:12:06.469
So your homework for this week, answer those three questions and write the brutal, honest job description built off of them.
01:12:06.630 --> 01:12:11.589
Next week for part three, we'll actually get into the questions that you'll ask during the interview process.
01:12:11.750 --> 01:12:16.149
So you'll know if they're really the one before you hand over the keys to your business.
01:12:16.869 --> 01:12:18.069
Well, that's all, folks.
01:12:18.229 --> 01:12:21.750
Thank you for listening to True in the Loop on the Talking Pools podcast.
01:12:21.909 --> 01:12:22.710
See you next week.
01:12:22.869 --> 01:12:23.509
Stay blessed.
01:12:23.670 --> 01:12:24.069
Peace.
