Owner Independence: Systems, Acquisitions, and Breaking the Revenue Plateau with Tim Jordan | Ep 39

What's up guys? Sam McVey here with the What's up guys? Sam McVey here with the Killer Growth podcast and today I have Killer Growth podcast and today I have Killer Growth podcast and today I have Tim Jordan with Service Catalyst. Thanks Tim Jordan with Service Catalyst. Thanks Tim Jordan with Service Catalyst. Thanks for being here, Tim. for being here, Tim. for being here, Tim. » Oh man, super happy to be here and have » Oh man, super happy to be here and have » Oh man, super happy to be here and have this conversation with you. Just excited this conversation with you. Just excited this conversation with you. Just excited to to tell some stories and learn. to to tell some stories and learn. to to tell some stories and learn. » Yeah, for sure. I love your hat, by the » Yeah, for sure. I love your hat, by the » Yeah, for sure. I love your hat, by the way. I'm a big fan of Good Company merch way. I'm a big fan of Good Company merch way. I'm a big fan of Good Company merch and like anybody who gets the rope hat, and like anybody who gets the rope hat, and like anybody who gets the rope hat, I'm like, you know, those costs, you I'm like, you know, those costs, you I'm like, you know, those costs, you know, it's a extra dollar or two a hat know, it's a extra dollar or two a hat know, it's a extra dollar or two a hat whenever you put the rope on it. So, I'm whenever you put the rope on it. So, I'm whenever you put the rope on it. So, I'm a big fan. Yeah, only 12 of these in the a big fan. Yeah, only 12 of these in the a big fan. Yeah, only 12 of these in the world. This we did for our founding world. This we did for our founding world. This we did for our founding members club. There was there was 12 of members club. There was there was 12 of members club. There was there was 12 of us. So, this is a this is a unique one. us. So, this is a this is a unique one. us. So, this is a this is a unique one. » That's awesome, dude. That's a good » That's awesome, dude. That's a good » That's awesome, dude. That's a good idea, too. I appreciate that. The gym I idea, too. I appreciate that. The gym I idea, too. I appreciate that. The gym I go to in town has uh like merch that's go to in town has uh like merch that's go to in town has uh like merch that's only allowed for uh powerlifters at a only allowed for uh powerlifters at a only allowed for uh powerlifters at a certain degree. So, it's like a certain degree. So, it's like a certain degree. So, it's like a powerlifting gym. Then there's like the powerlifting gym. Then there's like the powerlifting gym. Then there's like the weak people like me that just do weak people like me that just do weak people like me that just do generalized strength training. Um, but generalized strength training. Um, but generalized strength training. Um, but you have to like compete and there's you have to like compete and there's you have to like compete and there's like this one shirt I want and I'm like this one shirt I want and I'm like this one shirt I want and I'm like I'm just not my spine. The Lord did not I'm just not my spine. The Lord did not I'm just not my spine. The Lord did not make my spine to lift heavy weights, but make my spine to lift heavy weights, but make my spine to lift heavy weights, but I really want that merch. I really want that merch. I really want that merch. » You know, it's funny. I'm not like a big » You know, it's funny. I'm not like a big » You know, it's funny. I'm not like a big like merch produces leads, but we've like merch produces leads, but we've like merch produces leads, but we've gotten multiple leads. gotten multiple leads. gotten multiple leads. » Oh, really? That's awesome. Very cool. » Oh, really? That's awesome. Very cool. » Oh, really? That's awesome. Very cool. Oh, did we just lose his mic? I think we Oh, did we just lose his mic? I think we Oh, did we just lose his mic? I think we just lost your audio. Tim, can you hear just lost your audio. Tim, can you hear just lost your audio. Tim, can you hear me? Okay, me? Okay, me? Okay, » I hear you. You're back. You're back. » I hear you. You're back. You're back. » I hear you. You're back. You're back. » Am I back? » Am I back? » Am I back? » Yeah. Yeah. Yeah. I just lost your audio » Yeah. Yeah. Yeah. I just lost your audio » Yeah. Yeah. Yeah. I just lost your audio for a sec. All good. All right, dude. Um for a sec. All good. All right, dude. Um for a sec. All good. All right, dude. Um I don't know if you checked out any of I don't know if you checked out any of I don't know if you checked out any of the podcasts or seen any of the clips. the podcasts or seen any of the clips. the podcasts or seen any of the clips. Um but I kind of just like to start out Um but I kind of just like to start out Um but I kind of just like to start out with like who is Tim Jordan and how did with like who is Tim Jordan and how did with like who is Tim Jordan and how did he get into business and then we'll just he get into business and then we'll just he get into business and then we'll just have a conversation from there. So you have a conversation from there. So you have a conversation from there. So you can start wherever you want, man. And can start wherever you want, man. And can start wherever you want, man. And I'll interrupt you. I apologize in I'll interrupt you. I apologize in I'll interrupt you. I apologize in advance. advance. advance. » I love it, man. So, I'm a serial » I love it, man. So, I'm a serial » I love it, man. So, I'm a serial entrepreneur. From 21 to 27, I bought entrepreneur. From 21 to 27, I bought entrepreneur. From 21 to 27, I bought and founded five companies. We went from and founded five companies. We went from and founded five companies. We went from zero employees to 100 employees in that zero employees to 100 employees in that zero employees to 100 employees in that space. space. space. » Is that Is that it? That's all you've » Is that Is that it? That's all you've » Is that Is that it? That's all you've done? done? done? » It was so fun, man. I'm a dealmaker. I » It was so fun, man. I'm a dealmaker. I » It was so fun, man. I'm a dealmaker. I loved that time that time of my life. loved that time that time of my life. loved that time that time of my life. So, um you know, there was this really So, um you know, there was this really So, um you know, there was this really key moment in there. Um after we bought key moment in there. Um after we bought key moment in there. Um after we bought our second business, I was 24. Um, our second business, I was 24. Um, our second business, I was 24. Um, our second business was a flower shop. Um, second business was a flower shop. Um, second business was a flower shop. Um, and this, it was February 13th of 2013. and this, it was February 13th of 2013. and this, it was February 13th of 2013. I was standing in our flower shop um, at I was standing in our flower shop um, at I was standing in our flower shop um, at 5:30 and my wife walks in the door and 5:30 and my wife walks in the door and 5:30 and my wife walks in the door and she like looks at me. She gives me that she like looks at me. She gives me that she like looks at me. She gives me that look like only your significant other, look like only your significant other, look like only your significant other, somebody really close to you can give somebody really close to you can give somebody really close to you can give you like, why do you have three heads you like, why do you have three heads you like, why do you have three heads right now? So, what's going on? And right now? So, what's going on? And right now? So, what's going on? And she's like, why are you standing there? she's like, why are you standing there? she's like, why are you standing there? like why are you standing in the middle like why are you standing in the middle like why are you standing in the middle of 25 employees running around you like of 25 employees running around you like of 25 employees running around you like 10 customers on the floor ordering 10 customers on the floor ordering 10 customers on the floor ordering flowers you're doing nothing and I had flowers you're doing nothing and I had flowers you're doing nothing and I had this like out-of- body experience I this like out-of- body experience I this like out-of- body experience I remember like it was yesterday I remember like it was yesterday I remember like it was yesterday I was having a panic attack so we had 300 was having a panic attack so we had 300 was having a panic attack so we had 300 flower deliveries to happen the next day flower deliveries to happen the next day flower deliveries to happen the next day that my business completely depended that my business completely depended that my business completely depended upon I had no systems the system we'd upon I had no systems the system we'd upon I had no systems the system we'd inherited was like a triple layer carbon inherited was like a triple layer carbon inherited was like a triple layer carbon copy um like order tickets you could buy copy um like order tickets you could buy copy um like order tickets you could buy at at Office Depot. So, 300 deliveries. at at Office Depot. So, 300 deliveries. at at Office Depot. So, 300 deliveries. Business depended on 900 water soluble Business depended on 900 water soluble Business depended on 900 water soluble pieces of paper and I was frozen. I was pieces of paper and I was frozen. I was pieces of paper and I was frozen. I was freaking out, man. I had a I had to freaking out, man. I had a I had to freaking out, man. I had a I had to water them in one hand and I had flowers water them in one hand and I had flowers water them in one hand and I had flowers in another hand that a designer was in another hand that a designer was in another hand that a designer was probably waiting for and it was just probably waiting for and it was just probably waiting for and it was just like crazy. So, like I did what all like crazy. So, like I did what all like crazy. So, like I did what all entrepreneurs do, right? I got the job entrepreneurs do, right? I got the job entrepreneurs do, right? I got the job done. I was up till literally 3:00 a.m. done. I was up till literally 3:00 a.m. done. I was up till literally 3:00 a.m. keying in um addresses into Google Maps. keying in um addresses into Google Maps. keying in um addresses into Google Maps. I got back to the shop at 6:00, got the I got back to the shop at 6:00, got the I got back to the shop at 6:00, got the deliveries out. I was personally out deliveries out. I was personally out deliveries out. I was personally out delivering till 10:30 that night. I was delivering till 10:30 that night. I was delivering till 10:30 that night. I was like exhausted mentally and like exhausted mentally and like exhausted mentally and physically, emotionally, however, every physically, emotionally, however, every physically, emotionally, however, every way possible. And like I remember way possible. And like I remember way possible. And like I remember thinking like, I wonder if my team's thinking like, I wonder if my team's thinking like, I wonder if my team's going to show up tomorrow. Like they're going to show up tomorrow. Like they're going to show up tomorrow. Like they're just as exhausted as I am. So February just as exhausted as I am. So February just as exhausted as I am. So February 15th, 2013 15th, 2013 15th, 2013 is when I started systematizing my is when I started systematizing my is when I started systematizing my businesses. So right like in the middle businesses. So right like in the middle businesses. So right like in the middle of that growth span I had this moment of of that growth span I had this moment of of that growth span I had this moment of like I got to figure out how to do this like I got to figure out how to do this like I got to figure out how to do this in a way that like doesn't depend upon in a way that like doesn't depend upon in a way that like doesn't depend upon me. So um that is a big part of my me. So um that is a big part of my me. So um that is a big part of my story. Actually um Valentine's is a big story. Actually um Valentine's is a big story. Actually um Valentine's is a big part of my story. So we uh right before part of my story. So we uh right before part of my story. So we uh right before my 27th birthday we bought the largest my 27th birthday we bought the largest my 27th birthday we bought the largest flower shop in in Northern Colorado. It flower shop in in Northern Colorado. It flower shop in in Northern Colorado. It became the 15th largest flower shop in became the 15th largest flower shop in became the 15th largest flower shop in the country. Um, I succeeded a visionary the country. Um, I succeeded a visionary the country. Um, I succeeded a visionary pillar in the industry and we had to pillar in the industry and we had to pillar in the industry and we had to figure out how to do Valentine's Day a figure out how to do Valentine's Day a figure out how to do Valentine's Day a lot better. lot better. lot better. » Oh my gosh. » Oh my gosh. » Oh my gosh. » So yeah, that's that's like the high » So yeah, that's that's like the high » So yeah, that's that's like the high level of my story. We we had a blast level of my story. We we had a blast level of my story. We we had a blast from 27 to to like the next 10 years from 27 to to like the next 10 years from 27 to to like the next 10 years basically which brings you to today. And basically which brings you to today. And basically which brings you to today. And and luckily like the systems that I and luckily like the systems that I and luckily like the systems that I figured out how to to create and install figured out how to to create and install figured out how to to create and install and trust my team and design a and trust my team and design a and trust my team and design a culture of like afforded me owner culture of like afforded me owner culture of like afforded me owner independence. So, I had all of these independence. So, I had all of these independence. So, I had all of these businesses, but businesses, but businesses, but at the end of the day, like I still at the end of the day, like I still at the end of the day, like I still traveled. I was at my daughter's soccer traveled. I was at my daughter's soccer traveled. I was at my daughter's soccer tournaments. I uh I took 6 months soccer tournaments. I uh I took 6 months soccer tournaments. I uh I took 6 months off when she was born. I like I had all off when she was born. I like I had all off when she was born. I like I had all of this independence and they also led of this independence and they also led of this independence and they also led to successful exits. I've sold all but to successful exits. I've sold all but to successful exits. I've sold all but one of those companies fairly easily and one of those companies fairly easily and one of those companies fairly easily and very lucratively at this point. So, and very lucratively at this point. So, and very lucratively at this point. So, what I do now is try and help other what I do now is try and help other what I do now is try and help other early cycle service business owners like early cycle service business owners like early cycle service business owners like figure out how to how to do that, how to figure out how to how to do that, how to figure out how to how to do that, how to create owner independence, not through create owner independence, not through create owner independence, not through coaching or consulting. I I'm just I'm coaching or consulting. I I'm just I'm coaching or consulting. I I'm just I'm not really a coach. I'm not a not really a coach. I'm not a not really a coach. I'm not a consultant. So, um I've helped a few consultant. So, um I've helped a few consultant. So, um I've helped a few people significantly on along the way people significantly on along the way people significantly on along the way and I did that by just like being and I did that by just like being and I did that by just like being community for them. So, I'm I'm learning community for them. So, I'm I'm learning community for them. So, I'm I'm learning from them. I'm giving them resources and from them. I'm giving them resources and from them. I'm giving them resources and ideas at the same time and we're kind of ideas at the same time and we're kind of ideas at the same time and we're kind of building our businesses together. So building our businesses together. So building our businesses together. So that's the that was the genesis of of that's the that was the genesis of of that's the that was the genesis of of Service Catalyst. We're we're a a peer Service Catalyst. We're we're a a peer Service Catalyst. We're we're a a peer mentorship community. Um you know that mentorship community. Um you know that mentorship community. Um you know that stage in business where that stage in business where that stage in business where like you're working 60our weeks and like you're working 60our weeks and like you're working 60our weeks and you're still broke. you're still broke. you're still broke. » I have no idea what you're talking » I have no idea what you're talking » I have no idea what you're talking about. I've never experienced about. I've never experienced about. I've never experienced that. Yeah. that. Yeah. that. Yeah. » We help people get past that fast. like » We help people get past that fast. like » We help people get past that fast. like that's the whole idea like we help that's the whole idea like we help that's the whole idea like we help anyone also we're we're not high ticket anyone also we're we're not high ticket anyone also we're we're not high ticket coaching we help literally anyone get coaching we help literally anyone get coaching we help literally anyone get past that stage faster so that's past that stage faster so that's past that stage faster so that's beautiful yeah that's I've developed a beautiful yeah that's I've developed a beautiful yeah that's I've developed a passion I used to have this like desire passion I used to have this like desire passion I used to have this like desire to do deals which I still like doing a to do deals which I still like doing a to do deals which I still like doing a deal every once in a while but now I deal every once in a while but now I deal every once in a while but now I really have this desire to help our really have this desire to help our really have this desire to help our members like grow and develop their members like grow and develop their members like grow and develop their companies » that's awesome so let's uh let's talk » that's awesome so let's uh let's talk » that's awesome so let's uh let's talk about um uh Service Catalyst real quick about um uh Service Catalyst real quick about um uh Service Catalyst real quick peer I like the peer mentorship uh peer I like the peer mentorship uh peer I like the peer mentorship uh versus coaching consulting that's a versus coaching consulting that's a versus coaching consulting that's a great uh great um way to separate great uh great um way to separate great uh great um way to separate yourselves I think in that industry yourselves I think in that industry yourselves I think in that industry there's there's obviously plenty of uh there's there's obviously plenty of uh there's there's obviously plenty of uh coaches out there consultants out there coaches out there consultants out there coaches out there consultants out there uh lots of communities out there um so uh lots of communities out there um so uh lots of communities out there um so talk about what first off for I've got a talk about what first off for I've got a talk about what first off for I've got a lot of small businesses that listen to lot of small businesses that listen to lot of small businesses that listen to this a lot of them in town um and we had this a lot of them in town um and we had this a lot of them in town um and we had a guy on Dan Christ who's a business a guy on Dan Christ who's a business a guy on Dan Christ who's a business coach uh like I think a couple weeks ago coach uh like I think a couple weeks ago coach uh like I think a couple weeks ago » and uh got a lot of great nug gets out » and uh got a lot of great nug gets out » and uh got a lot of great nug gets out of him and um his model's a little of him and um his model's a little of him and um his model's a little different. There's no technology different. There's no technology different. There's no technology involved. It's just him and then he has involved. It's just him and then he has involved. It's just him and then he has these little uh Q groups where he gets these little uh Q groups where he gets these little uh Q groups where he gets business owners who don't have community business owners who don't have community business owners who don't have community together in person. So, it's very together in person. So, it's very together in person. So, it's very localized. localized. localized. » I love it. » I love it. » I love it. » Um right. And so, a lot of like his » Um right. And so, a lot of like his » Um right. And so, a lot of like his heart and passion. I told Tyler before heart and passion. I told Tyler before heart and passion. I told Tyler before this episode, I'm like, "This is going this episode, I'm like, "This is going this episode, I'm like, "This is going to be like having Dan Christ on again. to be like having Dan Christ on again. to be like having Dan Christ on again. It's just a different version of Dan It's just a different version of Dan It's just a different version of Dan Christ." Uh and I'm like, "I love I Christ." Uh and I'm like, "I love I Christ." Uh and I'm like, "I love I loved Tim. I love Dan." And they're loved Tim. I love Dan." And they're loved Tim. I love Dan." And they're doing it kind of the same way, but two doing it kind of the same way, but two doing it kind of the same way, but two different ways in a sense. Um, but different ways in a sense. Um, but different ways in a sense. Um, but that's his whole thing. Like his whole that's his whole thing. Like his whole that's his whole thing. Like his whole episode was about you have the worst episode was about you have the worst episode was about you have the worst boss in the world and it's you and we've boss in the world and it's you and we've boss in the world and it's you and we've got to figure out how to get you out of got to figure out how to get you out of got to figure out how to get you out of that position and become an owner, that position and become an owner, that position and become an owner, right? And not a employee that's mad right? And not a employee that's mad right? And not a employee that's mad at his boss, which happens to be at his boss, which happens to be at his boss, which happens to be yourself. Uh, but let's talk about yourself. Uh, but let's talk about yourself. Uh, but let's talk about service catalyst in how do you how do service catalyst in how do you how do service catalyst in how do you how do you participate? Um, is it a monthly you participate? Um, is it a monthly you participate? Um, is it a monthly dues? Um, what how does it work? What's dues? Um, what how does it work? What's dues? Um, what how does it work? What's the flow? Why should somebody be in that the flow? Why should somebody be in that the flow? Why should somebody be in that community? community? community? » So, two things. One is I love local » So, two things. One is I love local » So, two things. One is I love local small group masterminds. Like I I that small group masterminds. Like I I that small group masterminds. Like I I that's very aligned with what service that's very aligned with what service that's very aligned with what service catalyst is. Um it's a different style catalyst is. Um it's a different style catalyst is. Um it's a different style of than what we're doing, but I of than what we're doing, but I of than what we're doing, but I I love it. I think that it's that's I love it. I think that it's that's I love it. I think that it's that's super effective. Um super effective. Um super effective. Um » can I tell you another quick story? » can I tell you another quick story? » can I tell you another quick story? » Yeah, » Yeah, » Yeah, » please. » please. » please. » Yeah, » Yeah, » Yeah, » this is your show. I'm I'm just here to » this is your show. I'm I'm just here to » this is your show. I'm I'm just here to make sure you know we stay on time. make sure you know we stay on time. make sure you know we stay on time. So, May of 2023, uh, a guy named Mike So, May of 2023, uh, a guy named Mike So, May of 2023, uh, a guy named Mike posted in a local, very active Facebook posted in a local, very active Facebook posted in a local, very active Facebook group. Uh, would any service business group. Uh, would any service business group. Uh, would any service business owner uh, grab a beer with me? I'm new owner uh, grab a beer with me? I'm new owner uh, grab a beer with me? I'm new to owning a business and I need some to owning a business and I need some to owning a business and I need some help. I have some questions. So, I was help. I have some questions. So, I was help. I have some questions. So, I was so busy at that time in my life, man. I so busy at that time in my life, man. I so busy at that time in my life, man. I don't I think it was his vulnerability don't I think it was his vulnerability don't I think it was his vulnerability why I responded. I responded and said, why I responded. I responded and said, why I responded. I responded and said, "Hey, man. Yeah, let's do it." So, I I "Hey, man. Yeah, let's do it." So, I I "Hey, man. Yeah, let's do it." So, I I um pulled up to this like hole in the um pulled up to this like hole in the um pulled up to this like hole in the wall brewery in Fort Collins, Colorado, wall brewery in Fort Collins, Colorado, wall brewery in Fort Collins, Colorado, and like imposttor syndrome going wild, and like imposttor syndrome going wild, and like imposttor syndrome going wild, right? I'm like I'm about to walk into right? I'm like I'm about to walk into right? I'm like I'm about to walk into what amounts to be a first, you know, what amounts to be a first, you know, what amounts to be a first, you know, like a business first date, right? And like a business first date, right? And like a business first date, right? And I've never helped anyone before in my I've never helped anyone before in my I've never helped anyone before in my life. Like h how is my crazy serial life. Like h how is my crazy serial life. Like h how is my crazy serial entrepreneur career going to help this entrepreneur career going to help this entrepreneur career going to help this stranger? I might just be wasting this stranger? I might just be wasting this stranger? I might just be wasting this time. time. time. » Whatever. I get out of the car, go in. » Whatever. I get out of the car, go in. » Whatever. I get out of the car, go in. And I didn't know this at the time, but And I didn't know this at the time, but And I didn't know this at the time, but Mike's the kind of guy that comes Mike's the kind of guy that comes Mike's the kind of guy that comes prepared. So, I had a list of questions, prepared. So, I had a list of questions, prepared. So, I had a list of questions, right? And then he takes the answers to right? And then he takes the answers to right? And then he takes the answers to those questions and multiplies them by those questions and multiplies them by those questions and multiplies them by 10. Like, that's just kind the kind of 10. Like, that's just kind the kind of 10. Like, that's just kind the kind of guy he is. I didn't know that. Pretty guy he is. I didn't know that. Pretty guy he is. I didn't know that. Pretty quickly through the conversation, I quickly through the conversation, I quickly through the conversation, I realized I've been through every single realized I've been through every single realized I've been through every single one of these situations. I know an one of these situations. I know an one of these situations. I know an answer, the answer, a lot of resources answer, the answer, a lot of resources answer, the answer, a lot of resources to to help him. And this guy's just to to help him. And this guy's just to to help him. And this guy's just like giddy, right? So we we Mike at like giddy, right? So we we Mike at like giddy, right? So we we Mike at that time is is hand of mouth, new that time is is hand of mouth, new that time is is hand of mouth, new business, new family, just literally business, new family, just literally business, new family, just literally surviving. Chaos all around him, just surviving. Chaos all around him, just surviving. Chaos all around him, just surviving. So he texts me four just surviving. So he texts me four just surviving. So he texts me four weeks later and he goes, "Hey Tim, I've weeks later and he goes, "Hey Tim, I've weeks later and he goes, "Hey Tim, I've done everything you told me. I have a done everything you told me. I have a done everything you told me. I have a whole new set of questions. Can I buy whole new set of questions. Can I buy whole new set of questions. Can I buy you another beer?" I was like, "Sure, you another beer?" I was like, "Sure, you another beer?" I was like, "Sure, man. Let's do this." So we did this like man. Let's do this." So we did this like man. Let's do this." So we did this like month after month. Three months later, month after month. Three months later, month after month. Three months later, like he's growing. Three months later, like he's growing. Three months later, like he's growing. Three months later, we got a foundation of systems. Couple we got a foundation of systems. Couple we got a foundation of systems. Couple months after that, he's we're setting months after that, he's we're setting months after that, he's we're setting him up on a CRM and getting all that him up on a CRM and getting all that him up on a CRM and getting all that going. going. going. Like a year later, he's hiring his first Like a year later, he's hiring his first Like a year later, he's hiring his first employee. A couple years after that, we employee. A couple years after that, we employee. A couple years after that, we look back and we're like, "Okay, now look back and we're like, "Okay, now look back and we're like, "Okay, now you're systematized out of this growing you're systematized out of this growing you're systematized out of this growing business. It's highly profitable. You're business. It's highly profitable. You're business. It's highly profitable. You're starting another business. Your family's starting another business. Your family's starting another business. Your family's thriving. You're thriving. What worked thriving. You're thriving. What worked thriving. You're thriving. What worked here? And how do we do it for other here? And how do we do it for other here? And how do we do it for other people?" And that's when we came to the people?" And that's when we came to the people?" And that's when we came to the realization that it was less coaching, realization that it was less coaching, realization that it was less coaching, more community. Like we I was not more community. Like we I was not more community. Like we I was not telling him what to do in his business. telling him what to do in his business. telling him what to do in his business. I was sharing my experiences, asking him I was sharing my experiences, asking him I was sharing my experiences, asking him questions, giving him resources. In questions, giving him resources. In questions, giving him resources. In Argo, I was learning a ton along the Argo, I was learning a ton along the Argo, I was learning a ton along the way. So, it was this symbiotic way. So, it was this symbiotic way. So, it was this symbiotic relationship. But the point of the story relationship. But the point of the story relationship. But the point of the story is the other component is Mike 2 years is the other component is Mike 2 years is the other component is Mike 2 years before didn't have a 500 a month or before didn't have a 500 a month or before didn't have a 500 a month or a,000 a month or 10,000 a month for a,000 a month or 10,000 a month for a,000 a month or 10,000 a month for coaching. He coaching. He coaching. He Yeah. It It wasn't there. So, we Yeah. It It wasn't there. So, we Yeah. It It wasn't there. So, we » You can buy a $7 beer, » You can buy a $7 beer, » You can buy a $7 beer, » right? Yeah. Yeah. So, honestly, that's » right? Yeah. Yeah. So, honestly, that's » right? Yeah. Yeah. So, honestly, that's really I said earlier the genesis of really I said earlier the genesis of really I said earlier the genesis of service catalyst, but that relationship service catalyst, but that relationship service catalyst, but that relationship is the genesis of service catalyst. We is the genesis of service catalyst. We is the genesis of service catalyst. We set out on a crusade set out on a crusade set out on a crusade to um to um to um » create something that could replicate » create something that could replicate » create something that could replicate that was attainable for that was attainable for that was attainable for any price point, any service business any price point, any service business any price point, any service business owner. And how we landed on that was an owner. And how we landed on that was an owner. And how we landed on that was an online peer mentorship community that um online peer mentorship community that um online peer mentorship community that um provided 10 times the value of the provided 10 times the value of the provided 10 times the value of the monthly dues in just resources alone. monthly dues in just resources alone. monthly dues in just resources alone. provided some accountability meetings, provided some accountability meetings, provided some accountability meetings, some education meetings, and then we some education meetings, and then we some education meetings, and then we didn't design this at the beginning, but didn't design this at the beginning, but didn't design this at the beginning, but what it's become is this huge uh library what it's become is this huge uh library what it's become is this huge uh library of education that normally you would go of education that normally you would go of education that normally you would go out and pay for on a one-off basis. out and pay for on a one-off basis. out and pay for on a one-off basis. Biggest difference with Service Catalyst Biggest difference with Service Catalyst Biggest difference with Service Catalyst is we're $70 a month and there's no is we're $70 a month and there's no is we're $70 a month and there's no upsells. You get everything. We We will upsells. You get everything. We We will upsells. You get everything. We We will never upsell you. you get everything for never upsell you. you get everything for never upsell you. you get everything for the $69 a month. And um yeah, so that's the $69 a month. And um yeah, so that's the $69 a month. And um yeah, so that's what we're trying to do is we're trying what we're trying to do is we're trying what we're trying to do is we're trying to make accessible education to um early to make accessible education to um early to make accessible education to um early cycle service business owners and a cycle service business owners and a cycle service business owners and a community that will help them implement community that will help them implement community that will help them implement it and it's all growing in the same it and it's all growing in the same it and it's all growing in the same direction. We like the words owner direction. We like the words owner direction. We like the words owner independence. Um there's there's a lot independence. Um there's there's a lot independence. Um there's there's a lot of components to that. Some days it's of components to that. Some days it's of components to that. Some days it's profitability, some days it's legion, profitability, some days it's legion, profitability, some days it's legion, some days it's systems. It's all rolling some days it's systems. It's all rolling some days it's systems. It's all rolling up to the same thing. Owner up to the same thing. Owner up to the same thing. Owner independence. And we don't talk about independence. And we don't talk about independence. And we don't talk about this a lot because a lot of our people this a lot because a lot of our people this a lot because a lot of our people aren't in this mindset, but it's the aren't in this mindset, but it's the aren't in this mindset, but it's the same thing that will also help them sell same thing that will also help them sell same thing that will also help them sell their businesses lucratively when that their businesses lucratively when that their businesses lucratively when that time comes. time comes. time comes. » Yeah. Yeah. That seems like an amazing » Yeah. Yeah. That seems like an amazing » Yeah. Yeah. That seems like an amazing value. So, walk me through uh so service value. So, walk me through uh so service value. So, walk me through uh so service catalyst, you're in a membership portal, catalyst, you're in a membership portal, catalyst, you're in a membership portal, there's forums, I'm guessing there's there's forums, I'm guessing there's there's forums, I'm guessing there's you're talking about a resource library. you're talking about a resource library. you're talking about a resource library. So is there like video content of So is there like video content of So is there like video content of education as well inside this and is education as well inside this and is education as well inside this and is that being updated that being updated that being updated » regularly? Uh just walk me through if » regularly? Uh just walk me through if » regularly? Uh just walk me through if I'm in there, what do I get? I'm in there, what do I get? I'm in there, what do I get? » Yeah, so constantly. So um we have uh » Yeah, so constantly. So um we have uh » Yeah, so constantly. So um we have uh three and about to be four full online three and about to be four full online three and about to be four full online courses. So one is kind of an overview courses. So one is kind of an overview courses. So one is kind of an overview course from me that's updated quarterly. course from me that's updated quarterly. course from me that's updated quarterly. In fact, we just rolled out the most In fact, we just rolled out the most In fact, we just rolled out the most recent version two weeks ago. It's an recent version two weeks ago. It's an recent version two weeks ago. It's an overview of the concept of what are overview of the concept of what are overview of the concept of what are what's the breadth of the knowledge I what's the breadth of the knowledge I what's the breadth of the knowledge I need to have to own a business that need to have to own a business that need to have to own a business that thrives without me. Then we have a um thrives without me. Then we have a um thrives without me. Then we have a um course on creating better reels and ads course on creating better reels and ads course on creating better reels and ads for your business. How to get true for your business. How to get true for your business. How to get true engagement from your reels and ads. engagement from your reels and ads. engagement from your reels and ads. That's from one of one of my partners is That's from one of one of my partners is That's from one of one of my partners is a has a social advertising background. a has a social advertising background. a has a social advertising background. So it's hey I want to DIY this which a So it's hey I want to DIY this which a So it's hey I want to DIY this which a lot of these folks at least start there lot of these folks at least start there lot of these folks at least start there eventually. they often hire an eventually. they often hire an eventually. they often hire an agency similar to to yours, Sam. Um, agency similar to to yours, Sam. Um, agency similar to to yours, Sam. Um, which is great. We want to help them in which is great. We want to help them in which is great. We want to help them in both capacities, but there's a full uh both capacities, but there's a full uh both capacities, but there's a full uh 10-p part course on that. Uh, we just 10-p part course on that. Uh, we just 10-p part course on that. Uh, we just rolled out a HR foundations course. So, rolled out a HR foundations course. So, rolled out a HR foundations course. So, if you want to learn how to effectively if you want to learn how to effectively if you want to learn how to effectively both compliance and success from a both compliance and success from a both compliance and success from a cultural perspective, go from zero to cultural perspective, go from zero to cultural perspective, go from zero to five employees, we had HR consultant five employees, we had HR consultant five employees, we had HR consultant come in and shoot an eight-part course come in and shoot an eight-part course come in and shoot an eight-part course for us for that. Um, we have a course on for us for that. Um, we have a course on for us for that. Um, we have a course on if you want to buy a business. That's if you want to buy a business. That's if you want to buy a business. That's something that's very near and dear to something that's very near and dear to something that's very near and dear to my heart. Entrepreneurship by my heart. Entrepreneurship by my heart. Entrepreneurship by acquisition, eat. Um, it's finally acquisition, eat. Um, it's finally acquisition, eat. Um, it's finally coming into the secondary education coming into the secondary education coming into the secondary education realm. I'm doing some work with Colorado realm. I'm doing some work with Colorado realm. I'm doing some work with Colorado State University on that particular State University on that particular State University on that particular topic, but we have a seven-part course topic, but we have a seven-part course topic, but we have a seven-part course on that. So, there's all that stuff. And on that. So, there's all that stuff. And on that. So, there's all that stuff. And then there's like there are templates then there's like there are templates then there's like there are templates and checklists of stuff I use in my and checklists of stuff I use in my and checklists of stuff I use in my businesses, others use in their businesses, others use in their businesses, others use in their businesses. And then there's a lot of businesses. And then there's a lot of businesses. And then there's a lot of one single video um one single video um one single video um single video single template pieces of single video single template pieces of single video single template pieces of education. The biggest one is education. The biggest one is education. The biggest one is understanding your profit and loss understanding your profit and loss understanding your profit and loss statement as an owner. Like how does an statement as an owner. Like how does an statement as an owner. Like how does an owner simplify, digest, and manage their owner simplify, digest, and manage their owner simplify, digest, and manage their P&L? Cuz most of them aren't even doing P&L? Cuz most of them aren't even doing P&L? Cuz most of them aren't even doing it. They're just overwhelmed by it. And it. They're just overwhelmed by it. And it. They're just overwhelmed by it. And I have a framework that honestly I I have a framework that honestly I I have a framework that honestly I didn't even realize was a framework. didn't even realize was a framework. didn't even realize was a framework. It's just what I used and developed over It's just what I used and developed over It's just what I used and developed over the last the last the last » decade cuz I have an education. I have » decade cuz I have an education. I have » decade cuz I have an education. I have high level mentors. I have practical high level mentors. I have practical high level mentors. I have practical applications. So I just made my own applications. So I just made my own applications. So I just made my own framework in the back of my head. We framework in the back of my head. We framework in the back of my head. We turned it into something that's probably turned it into something that's probably turned it into something that's probably the single most powerful piece of the single most powerful piece of the single most powerful piece of content in in service catalog. So that's content in in service catalog. So that's content in in service catalog. So that's the resources. Yep. We have a a constant the resources. Yep. We have a a constant the resources. Yep. We have a a constant discussion forum. Um, we have two live discussion forum. Um, we have two live discussion forum. Um, we have two live weekly events that are that are weekly events that are that are weekly events that are that are available to any member and then we'll available to any member and then we'll available to any member and then we'll be expanding that here probably in April be expanding that here probably in April be expanding that here probably in April to at least one if not a couple monthly to at least one if not a couple monthly to at least one if not a couple monthly Q&A andor uh deep dives. Q&A andor uh deep dives. Q&A andor uh deep dives. » Awesome. That's great. On those uh two » Awesome. That's great. On those uh two » Awesome. That's great. On those uh two live discussions, is that you're just live discussions, is that you're just live discussions, is that you're just there teaching? Is it is there a Q&A as there teaching? Is it is there a Q&A as there teaching? Is it is there a Q&A as well in the middle of it or is it just well in the middle of it or is it just well in the middle of it or is it just um talking from you and your other um talking from you and your other um talking from you and your other leadership? leadership? leadership? » Two concepts. So one is Tuesday » Two concepts. So one is Tuesday » Two concepts. So one is Tuesday mornings. It's called scorecarding. I mornings. It's called scorecarding. I mornings. It's called scorecarding. I lead that personally. Um it's an lead that personally. Um it's an lead that personally. Um it's an accountability session. It's only 30 accountability session. It's only 30 accountability session. It's only 30 minutes 7:30 to 8. Um it's a concept minutes 7:30 to 8. Um it's a concept minutes 7:30 to 8. Um it's a concept that comes out of Gino Wickman's book that comes out of Gino Wickman's book that comes out of Gino Wickman's book Traction or better known as EOS or the Traction or better known as EOS or the Traction or better known as EOS or the entrepreneurs operating system. A entrepreneurs operating system. A entrepreneurs operating system. A scorecarding is a concept that we have scorecarding is a concept that we have scorecarding is a concept that we have education around, not just a live event, education around, not just a live event, education around, not just a live event, but it says that you should track three but it says that you should track three but it says that you should track three to five important numbers every single to five important numbers every single to five important numbers every single week in your business. And that's how week in your business. And that's how week in your business. And that's how you turn decision-m from emotion you turn decision-m from emotion you turn decision-m from emotion reactionary into datadriven effective reactionary into datadriven effective reactionary into datadriven effective decision-m over time. It's simple, decision-m over time. It's simple, decision-m over time. It's simple, right? Uh or it feels simple, but right? Uh or it feels simple, but right? Uh or it feels simple, but figuring out what those three to five figuring out what those three to five figuring out what those three to five metrics are and creating the scorecard, metrics are and creating the scorecard, metrics are and creating the scorecard, that's what the education is about. And that's what the education is about. And that's what the education is about. And then having the individual then having the individual then having the individual accountability to review those numbers accountability to review those numbers accountability to review those numbers every single week is what the meeting's every single week is what the meeting's every single week is what the meeting's about. So you show up um I give a little about. So you show up um I give a little about. So you show up um I give a little bit of information deep dive on the idea bit of information deep dive on the idea bit of information deep dive on the idea or or nugget on the idea not deep dive or or nugget on the idea not deep dive or or nugget on the idea not deep dive but a nugget on the idea of scorecarding but a nugget on the idea of scorecarding but a nugget on the idea of scorecarding and then everyone's um asked to review and then everyone's um asked to review and then everyone's um asked to review their own. They don't have to share their own. They don't have to share their own. They don't have to share the showing up to the event says that you showing up to the event says that you showing up to the event says that you are taking the time to monitor your are taking the time to monitor your are taking the time to monitor your numbers. Um and then a lot of people do numbers. Um and then a lot of people do numbers. Um and then a lot of people do share. I usually share one of my share. I usually share one of my share. I usually share one of my scorecards also. Um it's fun to scorecards also. Um it's fun to scorecards also. Um it's fun to celebrate wins. A couple weeks ago, celebrate wins. A couple weeks ago, celebrate wins. A couple weeks ago, everyone's scorecard was green as green everyone's scorecard was green as green everyone's scorecard was green as green can be. can be. can be. » Couple weeks before that is red. » Couple weeks before that is red. » Couple weeks before that is red. Everyone's just red. Look like crap. Everyone's just red. Look like crap. Everyone's just red. Look like crap. » You know what? That's the most important » You know what? That's the most important » You know what? That's the most important time. That's when people stop looking at time. That's when people stop looking at time. That's when people stop looking at their numbers and lose that habit of their numbers and lose that habit of their numbers and lose that habit of datadriven effectiveness. So that's what datadriven effectiveness. So that's what datadriven effectiveness. So that's what our scorecarding event is about. It's an our scorecarding event is about. It's an our scorecarding event is about. It's an accountability event. Our most popular accountability event. Our most popular accountability event. Our most popular event is ran by Mike from our earlier event is ran by Mike from our earlier event is ran by Mike from our earlier story. Mikew is an amazing MC of online story. Mikew is an amazing MC of online story. Mikew is an amazing MC of online meetings. meetings. meetings. » If you haven't checked out one of his » If you haven't checked out one of his » If you haven't checked out one of his webinars, there's there's a couple webinars, there's there's a couple webinars, there's there's a couple coming out that are amazing. Um, coming out that are amazing. Um, coming out that are amazing. Um, » uh, roast my, uh, digital ads is going » uh, roast my, uh, digital ads is going » uh, roast my, uh, digital ads is going to be one of them. Something you might to be one of them. Something you might to be one of them. Something you might say. Um, say. Um, say. Um, » so Thursday at noon to 1 is an hour. It » so Thursday at noon to 1 is an hour. It » so Thursday at noon to 1 is an hour. It is half education. Mike picks a rolling is half education. Mike picks a rolling is half education. Mike picks a rolling up topic. It's a a 52- week scheduled up topic. It's a a 52- week scheduled up topic. It's a a 52- week scheduled build um that can be viewed oneoff or build um that can be viewed oneoff or build um that can be viewed oneoff or will be built on the prior weeks for will be built on the prior weeks for will be built on the prior weeks for about 30 to 45 minutes and then the about 30 to 45 minutes and then the about 30 to 45 minutes and then the remaining uh 15 to 30 minutes is roundt remaining uh 15 to 30 minutes is roundt remaining uh 15 to 30 minutes is roundt Q&A wins and losses all that kind of Q&A wins and losses all that kind of Q&A wins and losses all that kind of stuff. stuff. stuff. » Yeah, that's awesome. Well, I love it. I » Yeah, that's awesome. Well, I love it. I » Yeah, that's awesome. Well, I love it. I I think that's a f first off, I love the I think that's a f first off, I love the I think that's a f first off, I love the price point um for the value metric. I price point um for the value metric. I price point um for the value metric. I like having a multiple to a value and like having a multiple to a value and like having a multiple to a value and you can pretty confidently say that at you can pretty confidently say that at you can pretty confidently say that at 70 bucks a month like hey this is a 70 bucks a month like hey this is a 70 bucks a month like hey this is a multiple 10x just on what's provided in multiple 10x just on what's provided in multiple 10x just on what's provided in the platform not to mention access right the platform not to mention access right the platform not to mention access right access is expensive your time is access is expensive your time is access is expensive your time is worth something so just creating worth something so just creating worth something so just creating access to someone who's already done it access to someone who's already done it access to someone who's already done it uh especially with your diverse story is uh especially with your diverse story is uh especially with your diverse story is everybody in that platform primarily all everybody in that platform primarily all everybody in that platform primarily all in the service industry in the service industry in the service industry » they are I would say there's a heavier » they are I would say there's a heavier » they are I would say there's a heavier bend towards trade services or home bend towards trade services or home bend towards trade services or home services, but um services, but um services, but um » there's others. There are um there's an » there's others. There are um there's an » there's others. There are um there's an HR consultant. There's there's um you HR consultant. There's there's um you HR consultant. There's there's um you know, some pro services that lean know, some pro services that lean know, some pro services that lean towards trades, I guess, would be towards trades, I guess, would be towards trades, I guess, would be the answer here. the answer here. the answer here. » Um and what's really interesting is » Um and what's really interesting is » Um and what's really interesting is I realize that my story and my I realize that my story and my I realize that my story and my experience is the magnetism. And it's experience is the magnetism. And it's experience is the magnetism. And it's not just that I have done it. I still am not just that I have done it. I still am not just that I have done it. I still am doing it. I own a a goodsized commercial doing it. I own a a goodsized commercial doing it. I own a a goodsized commercial residential window tinninging company residential window tinninging company residential window tinninging company right now that I'm actively involved in right now that I'm actively involved in right now that I'm actively involved in and asking questions and learning and asking questions and learning and asking questions and learning and service catalyst from. Um, but service catalyst from. Um, but service catalyst from. Um, but when you get in, what you realize is the when you get in, what you realize is the when you get in, what you realize is the members are the value. Sure, I'm there members are the value. Sure, I'm there members are the value. Sure, I'm there to help and facilitate a conversation, to help and facilitate a conversation, to help and facilitate a conversation, and I can see a 30,000 flip view because and I can see a 30,000 flip view because and I can see a 30,000 flip view because I've been through it souped to nuts a I've been through it souped to nuts a I've been through it souped to nuts a few times, but we have some members that few times, but we have some members that few times, but we have some members that are just they have unbelievable ideas are just they have unbelievable ideas are just they have unbelievable ideas that I am constantly learning that I am constantly learning that I am constantly learning from. There's a particular plumbing from. There's a particular plumbing from. There's a particular plumbing business out of North Carolina that business out of North Carolina that business out of North Carolina that's in the community. Uh his name's that's in the community. Uh his name's that's in the community. Uh his name's Chris. Um I learn from him every time he Chris. Um I learn from him every time he Chris. Um I learn from him every time he speaks. I mean so the speaks. I mean so the speaks. I mean so the » my story is the magnetism but the value » my story is the magnetism but the value » my story is the magnetism but the value is the overall community is the overall community is the overall community » talk about your learning curve here » talk about your learning curve here » talk about your learning curve here because obviously you knew a lot then because obviously you knew a lot then because obviously you knew a lot then you built systems that your floral uh you built systems that your floral uh you built systems that your floral uh story is perfect um but how much more story is perfect um but how much more story is perfect um but how much more have you learned since you started have you learned since you started have you learned since you started Service Catalyst that you maybe already Service Catalyst that you maybe already Service Catalyst that you maybe already kind of know but you didn't have in kind of know but you didn't have in kind of know but you didn't have in place cuz I feel like anytime I've place cuz I feel like anytime I've place cuz I feel like anytime I've spoken at an event or done an education spoken at an event or done an education spoken at an event or done an education seminar I end up learning way more and seminar I end up learning way more and seminar I end up learning way more and it forces me to teach, I have to learn it forces me to teach, I have to learn it forces me to teach, I have to learn and I and I have to systematize and I and I have to systematize and I and I have to systematize and consolidate what I know and figure out consolidate what I know and figure out consolidate what I know and figure out how to relay that information because how to relay that information because how to relay that information because what you're doing, a lot of what you're what you're doing, a lot of what you're what you're doing, a lot of what you're doing, right, is there's a lot up here doing, right, is there's a lot up here doing, right, is there's a lot up here that needs to be put into a system for that needs to be put into a system for that needs to be put into a system for an owner. Um, that you know, they an owner. Um, that you know, they an owner. Um, that you know, they might have all of that proprietary might have all of that proprietary might have all of that proprietary knowledge and you got to get it out, knowledge and you got to get it out, knowledge and you got to get it out, turn it into a system. Was there did you turn it into a system. Was there did you turn it into a system. Was there did you notice a pretty big jump in even just notice a pretty big jump in even just notice a pretty big jump in even just your knowledge just by starting Service your knowledge just by starting Service your knowledge just by starting Service Catalyst? Catalyst? Catalyst? um both knowledge and awareness. So, um both knowledge and awareness. So, um both knowledge and awareness. So, service catalyst was critical for service catalyst was critical for service catalyst was critical for me to have an understanding of how to me to have an understanding of how to me to have an understanding of how to break through a fairly significant break through a fairly significant break through a fairly significant revenue plateau at my own business at SG revenue plateau at my own business at SG revenue plateau at my own business at SG window tint, right? Cuz um revenue window tint, right? Cuz um revenue window tint, right? Cuz um revenue plateaus are more often systems based, plateaus are more often systems based, plateaus are more often systems based, less often marketing based. Um less often marketing based. Um less often marketing based. Um » so in my opinion um but so that like » so in my opinion um but so that like » so in my opinion um but so that like learning that was so critical for me to learning that was so critical for me to learning that was so critical for me to and not learning it. I mean I knew the and not learning it. I mean I knew the and not learning it. I mean I knew the basics of it basics of it basics of it » but me trying to help other people get » but me trying to help other people get » but me trying to help other people get through their revenue plateaus really through their revenue plateaus really through their revenue plateaus really brought home what the limitations were. brought home what the limitations were. brought home what the limitations were. And then I step back and I look at like And then I step back and I look at like And then I step back and I look at like well I'm doing the same darn thing in my well I'm doing the same darn thing in my well I'm doing the same darn thing in my business. So absolutely that business. So absolutely that business. So absolutely that it has really helped me both in my it has really helped me both in my it has really helped me both in my business to organize business to organize business to organize um the next steps right cuz that to me um the next steps right cuz that to me um the next steps right cuz that to me when I do do coaching for people the big when I do do coaching for people the big when I do do coaching for people the big thing that I try and do is okay we have thing that I try and do is okay we have thing that I try and do is okay we have this goal that we're going towards what this goal that we're going towards what this goal that we're going towards what is the next step that we need to take to is the next step that we need to take to is the next step that we need to take to get towards that goal how do we break it get towards that goal how do we break it get towards that goal how do we break it down into something actionable so a down into something actionable so a down into something actionable so a service catalyst is really helped me do service catalyst is really helped me do service catalyst is really helped me do that for my businesses. But I will tell that for my businesses. But I will tell that for my businesses. But I will tell you probably the biggest transformation you probably the biggest transformation you probably the biggest transformation in me personally is I have the benefit in me personally is I have the benefit in me personally is I have the benefit of an academic background in business, a of an academic background in business, a of an academic background in business, a strong prior generation mentorship and strong prior generation mentorship and strong prior generation mentorship and practical application. When I say practical application. When I say practical application. When I say practical application, I mean trying and practical application, I mean trying and practical application, I mean trying and failing over and over and over again. failing over and over and over again. failing over and over and over again. » I call it being punched in the mouth, » I call it being punched in the mouth, » I call it being punched in the mouth, right? Like just being punched in the right? Like just being punched in the right? Like just being punched in the mouth so many times. of that I have to mouth so many times. of that I have to mouth so many times. of that I have to figure out how to pair those all of that figure out how to pair those all of that figure out how to pair those all of that information down into actionable steps information down into actionable steps information down into actionable steps for our members. So me learning how to for our members. So me learning how to for our members. So me learning how to do that um has been has been do that um has been has been do that um has been has been transformational. I'll tell you I'm transformational. I'll tell you I'm transformational. I'll tell you I'm going to go back to that going to go back to that going to go back to that profitability um profitability um profitability um P&L as as an operator, right? As an P&L as as an operator, right? As an P&L as as an operator, right? As an example. So, that was just a reflex for example. So, that was just a reflex for example. So, that was just a reflex for me. That's just something that I've done me. That's just something that I've done me. That's just something that I've done for the past 15 years. I've learned it for the past 15 years. I've learned it for the past 15 years. I've learned it in school. Um, I took a a class called in school. Um, I took a a class called in school. Um, I took a a class called financial statement analysis. It taught financial statement analysis. It taught financial statement analysis. It taught me a lot of that. Um, when I arrived in me a lot of that. Um, when I arrived in me a lot of that. Um, when I arrived in the floral business at that the floral business at that the floral business at that big acquisition, my mentor there knew big acquisition, my mentor there knew big acquisition, my mentor there knew his P&L and percentages down to the his P&L and percentages down to the his P&L and percentages down to the penny like or down to the tenth of a penny like or down to the tenth of a penny like or down to the tenth of a percent, which was the pennies. percent, which was the pennies. percent, which was the pennies. So then I started managing my P&Ls as a So then I started managing my P&Ls as a So then I started managing my P&Ls as a percentage and it's so much easier if percentage and it's so much easier if percentage and it's so much easier if you ma break your P&L down as target you ma break your P&L down as target you ma break your P&L down as target percentages in different expense percentages in different expense percentages in different expense buckets. And when I say percentages, buckets. And when I say percentages, buckets. And when I say percentages, percentages of revenue, okay, I don't percentages of revenue, okay, I don't percentages of revenue, okay, I don't need% goes to payroll, x% goes to cost need% goes to payroll, x% goes to cost need% goes to payroll, x% goes to cost of goods, and this is what percent's of goods, and this is what percent's of goods, and this is what percent's left. Yeah. left. Yeah. left. Yeah. » But the opposite. So there's a book. I'm » But the opposite. So there's a book. I'm » But the opposite. So there's a book. I'm I'm going to steal this concept from a I'm going to steal this concept from a I'm going to steal this concept from a book called profit first. Actually start book called profit first. Actually start book called profit first. Actually start with the profit that I'm targeting, not with the profit that I'm targeting, not with the profit that I'm targeting, not what's left over. What is my target net what's left over. What is my target net what's left over. What is my target net profit percentage? Say it's 20%. That profit percentage? Say it's 20%. That profit percentage? Say it's 20%. That means I have 80% left to divide means I have 80% left to divide means I have 80% left to divide overilities, cost of goods sold, overilities, cost of goods sold, overilities, cost of goods sold, marketing, whatever my my expense marketing, whatever my my expense marketing, whatever my my expense categories are, right? Really really categories are, right? Really really categories are, right? Really really simplifies it. What it does is it helps simplifies it. What it does is it helps simplifies it. What it does is it helps you identify the red flags very quickly. you identify the red flags very quickly. you identify the red flags very quickly. So if you just look at percentages, you So if you just look at percentages, you So if you just look at percentages, you can find your problems. s if there's can find your problems. s if there's can find your problems. s if there's problems on your P&L and dive into the problems on your P&L and dive into the problems on your P&L and dive into the numbers there. If you look at all your numbers there. If you look at all your numbers there. If you look at all your numbers that fluctuate seasonally, that numbers that fluctuate seasonally, that numbers that fluctuate seasonally, that uh change as you grow, that small uh change as you grow, that small uh change as you grow, that small amounts here can mean large amounts, amounts here can mean large amounts, amounts here can mean large amounts, » it's very difficult to have discernable » it's very difficult to have discernable » it's very difficult to have discernable information. Whereas, if we just break information. Whereas, if we just break information. Whereas, if we just break it into a 100 piece pie, it's really it into a 100 piece pie, it's really it into a 100 piece pie, it's really easy to identify the problems and dive easy to identify the problems and dive easy to identify the problems and dive into that. into that. into that. » Yeah, » Yeah, » Yeah, » I'm not here to teach on that » I'm not here to teach on that » I'm not here to teach on that necessarily. necessarily. necessarily. I kept in our in our meetings, I kept I kept in our in our meetings, I kept I kept in our in our meetings, I kept saying, "Oh, what is your percentage of saying, "Oh, what is your percentage of saying, "Oh, what is your percentage of this?" I've never looked at it like this?" I've never looked at it like this?" I've never looked at it like that. Oh, okay. No problem. Profit as a that. Oh, okay. No problem. Profit as a that. Oh, okay. No problem. Profit as a percentage. Next. Oh, my target uh cost percentage. Next. Oh, my target uh cost percentage. Next. Oh, my target uh cost of goods ratio is 19% for you to what's of goods ratio is 19% for you to what's of goods ratio is 19% for you to what's yours? I've never even thought, yours? I've never even thought, yours? I've never even thought, you know, and so that happened over and over know, and so that happened over and over know, and so that happened over and over and over again. And I realized, hey, and over again. And I realized, hey, and over again. And I realized, hey, there are some things that I need to there are some things that I need to there are some things that I need to step back and show people some framework step back and show people some framework step back and show people some framework on that will help them quickly get to on that will help them quickly get to on that will help them quickly get to owner independence. I can't man it's owner independence. I can't man it's owner independence. I can't man it's very difficult for me to man me with a very difficult for me to man me with a very difficult for me to man me with a finance degree in in 20 years of finance degree in in 20 years of finance degree in in 20 years of experience in running my business to experience in running my business to experience in running my business to manage my P&L without percentages. If manage my P&L without percentages. If manage my P&L without percentages. If you pull up my QuickBooks and there's no you pull up my QuickBooks and there's no you pull up my QuickBooks and there's no percentage of revenue, I'm my profit and percentage of revenue, I'm my profit and percentage of revenue, I'm my profit and loss statement. I'm freaking lost, man. loss statement. I'm freaking lost, man. loss statement. I'm freaking lost, man. And so anyway, that's that's an example And so anyway, that's that's an example And so anyway, that's that's an example of me kind of learning, of me kind of learning, of me kind of learning, » hey, some of this stuff I need to peel » hey, some of this stuff I need to peel » hey, some of this stuff I need to peel back, back, back, » design the framework, and teach our » design the framework, and teach our » design the framework, and teach our teach our team or teach our members on. teach our team or teach our members on. teach our team or teach our members on. » Really good. How many of your businesses » Really good. How many of your businesses » Really good. How many of your businesses did you purchase first start? did you purchase first start? did you purchase first start? » Um, I have only started two businesses. » Um, I have only started two businesses. » Um, I have only started two businesses. um one being Service Catalyst, the other um one being Service Catalyst, the other um one being Service Catalyst, the other one being a niche home service company one being a niche home service company one being a niche home service company that I exited uh at the end of of 25. Um that I exited uh at the end of of 25. Um that I exited uh at the end of of 25. Um everything else we acquired. I everything else we acquired. I everything else we acquired. I absolutely I'm a huge believer in absolutely I'm a huge believer in absolutely I'm a huge believer in entrepreneurship by acquisition like I entrepreneurship by acquisition like I entrepreneurship by acquisition like I mentioned. Um mentioned. Um mentioned. Um » and how did that break that if you want » and how did that break that if you want » and how did that break that if you want to mind sharing break down the to mind sharing break down the to mind sharing break down the difference for you? So you did so forget difference for you? So you did so forget difference for you? So you did so forget we'll throw out service catalyst. So, we'll throw out service catalyst. So, we'll throw out service catalyst. So, you've you've bought some, then you've you've bought some, then you've you've bought some, then you start one. Which one came first? Did you start one. Which one came first? Did you start one. Which one came first? Did you buy first or did you start one first? buy first or did you start one first? buy first or did you start one first? » I bought SG Window 10 when I was 21 » I bought SG Window 10 when I was 21 » I bought SG Window 10 when I was 21 years. years. years. » Okay. » Okay. » Okay. » I literally found it on Bisby by sell » I literally found it on Bisby by sell » I literally found it on Bisby by sell for those of you that don't know. That's for those of you that don't know. That's for those of you that don't know. That's the Zillow for businesses to to be the Zillow for businesses to to be the Zillow for businesses to to be retraded. It was around even back then, retraded. It was around even back then, retraded. It was around even back then, which is unbelievable. Um, I established which is unbelievable. Um, I established which is unbelievable. Um, I established a relationship with a commercial banker a relationship with a commercial banker a relationship with a commercial banker that believed in me. I applied for an that believed in me. I applied for an that believed in me. I applied for an SBA 7A loan, was approved for it. It was SBA 7A loan, was approved for it. It was SBA 7A loan, was approved for it. It was a very small purchase. Again, we didn't a very small purchase. Again, we didn't a very small purchase. Again, we didn't come from money. We were bootstrapping come from money. We were bootstrapping come from money. We were bootstrapping all of this. Um, and yeah, so we we all of this. Um, and yeah, so we we all of this. Um, and yeah, so we we bought our first business when we bought our first business when we bought our first business when we were 21. Um, I will tell you, we failed were 21. Um, I will tell you, we failed were 21. Um, I will tell you, we failed at buying a business prior to that. at buying a business prior to that. at buying a business prior to that. Learned a lot of lessons. So um that Learned a lot of lessons. So um that Learned a lot of lessons. So um that's a piece. Um the reason that I that's a piece. Um the reason that I that's a piece. Um the reason that I believe in purchasing where possible believe in purchasing where possible believe in purchasing where possible versus starting is uh it mitigates so versus starting is uh it mitigates so versus starting is uh it mitigates so much risk. A lot of people look at the much risk. A lot of people look at the much risk. A lot of people look at the purchase price and loans service and purchase price and loans service and purchase price and loans service and it's like well it's like well it's like well » those are all based on free and » those are all based on free and » those are all based on free and available cash flow. So, I have relative available cash flow. So, I have relative available cash flow. So, I have relative certainty, at least way more certainty, at least way more certainty, at least way more certainty than a startup, that I'm going to than a startup, that I'm going to than a startup, that I'm going to have the cash flow to not only service have the cash flow to not only service have the cash flow to not only service my expenses, I'm going to have the free my expenses, I'm going to have the free my expenses, I'm going to have the free cash flow after that to service my debt. cash flow after that to service my debt. cash flow after that to service my debt. » Yeah. » Yeah. » Yeah. » If I have any aptitude for growth and » If I have any aptitude for growth and » If I have any aptitude for growth and increased profitability, I can pay my increased profitability, I can pay my increased profitability, I can pay my debt off quicker. What happens then? debt off quicker. What happens then? debt off quicker. What happens then? Now, I just have established cash flow Now, I just have established cash flow Now, I just have established cash flow that's going into my pocket. that's going into my pocket. that's going into my pocket. » Yeah. the failure rate, I don't know » Yeah. the failure rate, I don't know » Yeah. the failure rate, I don't know what it is, but the failure rate for what it is, but the failure rate for what it is, but the failure rate for startups versus the failure rate for startups versus the failure rate for startups versus the failure rate for acquisitions, don't even compare. acquisitions, don't even compare. acquisitions, don't even compare. » Um, » Um, » Um, » the other thing is right now there's a » the other thing is right now there's a » the other thing is right now there's a huge opportunity. There's tons of huge opportunity. There's tons of huge opportunity. There's tons of boomers who are planning to let their boomers who are planning to let their boomers who are planning to let their businesses dissolve. Yeah. dissolve. Yeah. » Walk away from. They never thought of » Walk away from. They never thought of » Walk away from. They never thought of their businesses having value. They've their businesses having value. They've their businesses having value. They've owned it and operated it as a job. owned it and operated it as a job. owned it and operated it as a job. Honestly, the case when I was acquiring Honestly, the case when I was acquiring Honestly, the case when I was acquiring back in the day, it was it was a back in the day, it was it was a back in the day, it was it was a little bit more complicated. Yeah. But little bit more complicated. Yeah. But little bit more complicated. Yeah. But um um um » that's interesting. » that's interesting. » that's interesting. » Yeah. There's so many more businesses » Yeah. There's so many more businesses » Yeah. There's so many more businesses out there that people that for sale um out there that people that for sale um out there that people that for sale um and the risk is so much less than and the risk is so much less than and the risk is so much less than starting a business from scratch. starting a business from scratch. starting a business from scratch. » Yeah. No, I 100% agree. I went a » Yeah. No, I 100% agree. I went a » Yeah. No, I 100% agree. I went a different uh trajectory than you did. We different uh trajectory than you did. We different uh trajectory than you did. We have a very similar story. Just you did have a very similar story. Just you did have a very similar story. Just you did it better than I did. That's what our it better than I did. That's what our it better than I did. That's what our first meeting I told you that I was our first meeting I told you that I was our first meeting I told you that I was like no we man a lot of what you're like no we man a lot of what you're like no we man a lot of what you're saying sounds really familiar and uh but saying sounds really familiar and uh but saying sounds really familiar and uh but uh yeah I still have a lot to uh yeah I still have a lot to uh yeah I still have a lot to learn. Um our first but to your point learn. Um our first but to your point learn. Um our first but to your point our first time to do an acquisition and our first time to do an acquisition and our first time to do an acquisition and we've only done it once we've only done it once we've only done it once » or twi I guess we have done it twice. » or twi I guess we have done it twice. » or twi I guess we have done it twice. The first one was an appliance store and The first one was an appliance store and The first one was an appliance store and it was the same exact situation. two it was the same exact situation. two it was the same exact situation. two baby boomers, uh, two separate baby boomers, uh, two separate baby boomers, uh, two separate businesses that we were able to acquire businesses that we were able to acquire businesses that we were able to acquire and merge them together in appliance and merge them together in appliance and merge them together in appliance service and appliance retail. But that's service and appliance retail. But that's service and appliance retail. But that's exactly what was going on. They were exactly what was going on. They were exactly what was going on. They were this close to just hanging up the keys this close to just hanging up the keys this close to just hanging up the keys and not selling. And it was a great and not selling. And it was a great and not selling. And it was a great opportunity for both parties great opportunity for both parties great opportunity for both parties really. Uh, both parties won on the really. Uh, both parties won on the really. Uh, both parties won on the deal and uh, it's still going today. And deal and uh, it's still going today. And deal and uh, it's still going today. And honestly, that was one of the most uh, honestly, that was one of the most uh, honestly, that was one of the most uh, by far most successful things we've been by far most successful things we've been by far most successful things we've been a part of. um uh my brother and I kind a part of. um uh my brother and I kind a part of. um uh my brother and I kind of doing all these startups together at of doing all these startups together at of doing all these startups together at the beginning. Um but yeah, looking back the beginning. Um but yeah, looking back the beginning. Um but yeah, looking back on it um my goodness, our very first on it um my goodness, our very first on it um my goodness, our very first company, it was hard. So talk about company, it was hard. So talk about company, it was hard. So talk about that. So you did the acquisition. So that. So you did the acquisition. So that. So you did the acquisition. So then you decided to do a startup. It was then you decided to do a startup. It was then you decided to do a startup. It was that the mold one by the way? I was that the mold one by the way? I was that the mold one by the way? I was looking at your portfolio, the mold looking at your portfolio, the mold looking at your portfolio, the mold remediation. remediation. remediation. » Um so you go do that startup, you » Um so you go do that startup, you » Um so you go do that startup, you exit it. Was it as good of a um exit it. Was it as good of a um exit it. Was it as good of a um obviously harder um because you have obviously harder um because you have obviously harder um because you have Yeah. zero and I don't know if you Yeah. zero and I don't know if you Yeah. zero and I don't know if you partner with someone strategically but partner with someone strategically but partner with someone strategically but could you do you mind sharing that just could you do you mind sharing that just could you do you mind sharing that just walking through that startup? walking through that startup? walking through that startup? » No, not at all. » No, not at all. » No, not at all. » So it was we partnered with an with an » So it was we partnered with an with an » So it was we partnered with an with an operating partner that had the concept operating partner that had the concept operating partner that had the concept and they had some proof of concept um and they had some proof of concept um and they had some proof of concept um for better or worse they'd run it into for better or worse they'd run it into for better or worse they'd run it into the ground and they didn't know the ground and they didn't know the ground and they didn't know the business management component of it. business management component of it. business management component of it. They didn't know um how to account for They didn't know um how to account for They didn't know um how to account for it. They didn't know how to market it. it. They didn't know how to market it. it. They didn't know how to market it. So they identified us as which So they identified us as which So they identified us as which happened a lot. That just happened to be happened a lot. That just happened to be happened a lot. That just happened to be one that we we do went after. But one that we we do went after. But one that we we do went after. But um yeah, so the reason I did that um yeah, so the reason I did that um yeah, so the reason I did that particular one as a startup is a it was particular one as a startup is a it was particular one as a startup is a it was so niche. There was no acquisition so niche. There was no acquisition so niche. There was no acquisition opportunity like not going to happen. opportunity like not going to happen. opportunity like not going to happen. And b we ran it super overhead tight so And b we ran it super overhead tight so And b we ran it super overhead tight so the uh risk was relatively low. and the uh risk was relatively low. and the uh risk was relatively low. and C, I didn't need the income. It was a C, I didn't need the income. It was a C, I didn't need the income. It was a pet project. Um, so it was pet project. Um, so it was pet project. Um, so it was extraordinarily successful. Um, we kept extraordinarily successful. Um, we kept extraordinarily successful. Um, we kept it extremely, it was never a big revenue it extremely, it was never a big revenue it extremely, it was never a big revenue business. It's really interesting. business. It's really interesting. business. It's really interesting. Everyone wants to talk about topline Everyone wants to talk about topline Everyone wants to talk about topline revenue. It maxed out at like 350 in revenue. It maxed out at like 350 in revenue. It maxed out at like 350 in topline revenue, topline revenue, topline revenue, » but you know what? » but you know what? » but you know what? Max, it was 32% net profit year after Max, it was 32% net profit year after Max, it was 32% net profit year after year after year after paying my year after year after paying my year after year after paying my operating owner 40% operating owner 40% operating owner 40% » year after year after year. And it cost » year after year after year. And it cost » year after year after year. And it cost me about 5 hours a month. So for me, it me about 5 hours a month. So for me, it me about 5 hours a month. So for me, it was probably the singular best was probably the singular best was probably the singular best investment that I ever did. But it had investment that I ever did. But it had investment that I ever did. But it had to have those components of to have those components of to have those components of um um um » you don't need to get paid, you have » you don't need to get paid, you have » you don't need to get paid, you have money to get it, you know, so it doesn't money to get it, you know, so it doesn't money to get it, you know, so it doesn't run out of resources. run out of resources. run out of resources. » Um and you well capitalized. » Um and you well capitalized. » Um and you well capitalized. » Yeah, you're well capitalized. You » Yeah, you're well capitalized. You » Yeah, you're well capitalized. You needed an industry expert, correct? needed an industry expert, correct? needed an industry expert, correct? » That's that's another reason for the » That's that's another reason for the » That's that's another reason for the success. Someone knew how to do the success. Someone knew how to do the success. Someone knew how to do the work. work. work. » Yeah. Had all the answers » Yeah. Had all the answers » Yeah. Had all the answers » to the specific trade. Yeah. Yeah. » to the specific trade. Yeah. Yeah. » to the specific trade. Yeah. Yeah. That's huge. That's huge. That's huge. » So, another area that I'm a big fan of » So, another area that I'm a big fan of » So, another area that I'm a big fan of for acquisition is growth by for acquisition is growth by for acquisition is growth by acquisition. For whatever reason, that's acquisition. For whatever reason, that's acquisition. For whatever reason, that's even less talked about. Like even less talked about. Like even less talked about. Like » for small service businesses, instead of » for small service businesses, instead of » for small service businesses, instead of opening a new business opening a new business opening a new business or a new electrician off, you know, new or a new electrician off, you know, new or a new electrician off, you know, new location service area for electrician in location service area for electrician in location service area for electrician in Denver when you're in Fort Collins, Denver when you're in Fort Collins, Denver when you're in Fort Collins, » why not buy a mom and pop, take their » why not buy a mom and pop, take their » why not buy a mom and pop, take their base of revenue, rebrand it, and then base of revenue, rebrand it, and then base of revenue, rebrand it, and then grow your own brand based on their base grow your own brand based on their base grow your own brand based on their base of revenue. It's cuz we're seeing this a of revenue. It's cuz we're seeing this a of revenue. It's cuz we're seeing this a lot right now in this particular lot right now in this particular lot right now in this particular economic climate where people grew too economic climate where people grew too economic climate where people grew too big too fast and um that's about big too fast and um that's about big too fast and um that's about expanding without a base of revenue. expanding without a base of revenue. expanding without a base of revenue. What we see happen all the time is What we see happen all the time is What we see happen all the time is people have a profitable business over people have a profitable business over people have a profitable business over here in Fort Collins and they take that here in Fort Collins and they take that here in Fort Collins and they take that and they say great I'm going to and they say great I'm going to and they say great I'm going to replicate the model in Denver and they replicate the model in Denver and they replicate the model in Denver and they take their profitable business start take their profitable business start take their profitable business start feeding a startup and don't correctly feeding a startup and don't correctly feeding a startup and don't correctly allocate how long it's going to take for allocate how long it's going to take for allocate how long it's going to take for that startup to get profitable. And so that startup to get profitable. And so that startup to get profitable. And so we we literally see that happen all the we we literally see that happen all the we we literally see that happen all the time. I have done it. I have done it. Um time. I have done it. I have done it. Um time. I have done it. I have done it. Um I had to I had to close an expansion in I had to I had to close an expansion in I had to I had to close an expansion in a in a poor economy for SG window tint a in a poor economy for SG window tint a in a poor economy for SG window tint that it's not that we weren't going to that it's not that we weren't going to that it's not that we weren't going to make it. It's that my profitable make it. It's that my profitable make it. It's that my profitable business was feeding this unprofitable business was feeding this unprofitable business was feeding this unprofitable expansion. Well, guess what? I'm about expansion. Well, guess what? I'm about expansion. Well, guess what? I'm about to do the same exact expansion. I'm just to do the same exact expansion. I'm just to do the same exact expansion. I'm just going to do it by buying a base of going to do it by buying a base of going to do it by buying a base of revenue first. So, I'm a big proponent revenue first. So, I'm a big proponent revenue first. So, I'm a big proponent of that as well. of that as well. of that as well. » That's good. Yeah, that's really good. » That's good. Yeah, that's really good. » That's good. Yeah, that's really good. Yep. Nope. Been there, done that. And I Yep. Nope. Been there, done that. And I Yep. Nope. Been there, done that. And I didn't learn the first time or the didn't learn the first time or the didn't learn the first time or the second time, but by about the third second time, but by about the third second time, but by about the third time, it was like, Samuel, stop doing time, it was like, Samuel, stop doing time, it was like, Samuel, stop doing this. this. this. It's so hard, especially when you're uh It's so hard, especially when you're uh It's so hard, especially when you're uh especially on the marketing sales especially on the marketing sales especially on the marketing sales side when you believe you can capture a side when you believe you can capture a side when you believe you can capture a market. It's just the time is so uh market. It's just the time is so uh market. It's just the time is so uh speculative and it's kind of like speculative and it's kind of like speculative and it's kind of like gambling honestly in some senses until gambling honestly in some senses until gambling honestly in some senses until you get enough information and you learn you get enough information and you learn you get enough information and you learn it. you learn how to do it the right way it. you learn how to do it the right way it. you learn how to do it the right way finally to realize how to do expansion, finally to realize how to do expansion, finally to realize how to do expansion, right? Um, and a lot of times you don't right? Um, and a lot of times you don't right? Um, and a lot of times you don't need to take expansion as far as you need to take expansion as far as you need to take expansion as far as you think. A lot of times you can do think. A lot of times you can do think. A lot of times you can do strategic expansion not too far away strategic expansion not too far away strategic expansion not too far away where resources you don't need as many where resources you don't need as many where resources you don't need as many resources to resources to resources to » pull it off. But yeah, that's really » pull it off. But yeah, that's really » pull it off. But yeah, that's really good. growth by acquisition I think is good. growth by acquisition I think is good. growth by acquisition I think is especially in uh these trade companies especially in uh these trade companies especially in uh these trade companies huge opportunity I think in the uh you huge opportunity I think in the uh you huge opportunity I think in the uh you know the appliance industry that I I got know the appliance industry that I I got know the appliance industry that I I got out of a year and a half ago there's a out of a year and a half ago there's a out of a year and a half ago there's a lot of opportunity right there um to to lot of opportunity right there um to to lot of opportunity right there um to to uh roll up some of those uh mom and pop uh roll up some of those uh mom and pop uh roll up some of those uh mom and pop shops um kind of similar to floral shops um kind of similar to floral shops um kind of similar to floral industry they just sell major appliances industry they just sell major appliances industry they just sell major appliances » did you do that in the floral industry » did you do that in the floral industry » did you do that in the floral industry did you roll up a couple of them did you roll up a couple of them did you roll up a couple of them » okay » okay » okay » yeah so we maxed out at I've um we in » yeah so we maxed out at I've um we in » yeah so we maxed out at I've um we in fact the biggest reason we exited is we fact the biggest reason we exited is we fact the biggest reason we exited is we either needed to roll we exceeded like either needed to roll we exceeded like either needed to roll we exceeded like the real economies to scale right we the real economies to scale right we the real economies to scale right we had now other limitations um basically had now other limitations um basically had now other limitations um basically technology there's not a ton of technology there's not a ton of technology there's not a ton of technology for flower shops um so we technology for flower shops um so we technology for flower shops um so we either needed to buy like 20 more or either needed to buy like 20 more or either needed to buy like 20 more or sell to the guys buying 20 more know sell to the guys buying 20 more know sell to the guys buying 20 more know that's what we ultimately ended up doing that's what we ultimately ended up doing that's what we ultimately ended up doing I'd like to make one other point on like I'd like to make one other point on like I'd like to make one other point on like expansion and founding and like that expansion and founding and like that expansion and founding and like that thought process. Something a really good thought process. Something a really good thought process. Something a really good friend of mine, really smart guy, in friend of mine, really smart guy, in friend of mine, really smart guy, in fact his first book is coming out, uh fact his first book is coming out, uh fact his first book is coming out, uh his name's Greg Raider, um told me told his name's Greg Raider, um told me told his name's Greg Raider, um told me told me a couple years ago, he said, "If if me a couple years ago, he said, "If if me a couple years ago, he said, "If if I'm going to expand or if I'm going to I'm going to expand or if I'm going to I'm going to expand or if I'm going to start something, I need to make sure start something, I need to make sure start something, I need to make sure that I have an unfair advantage." And that I have an unfair advantage." And that I have an unfair advantage." And » what he's meaning by unfair advantage is » what he's meaning by unfair advantage is » what he's meaning by unfair advantage is that there's something that there's something that there's something unique about you and your situation unique about you and your situation unique about you and your situation that almost makes it impossible to fail. that almost makes it impossible to fail. that almost makes it impossible to fail. Almost makes it so much so that it feels Almost makes it so much so that it feels Almost makes it so much so that it feels unfair. Right? So it let me give you an unfair. Right? So it let me give you an unfair. Right? So it let me give you an example. He was buying a commercial HVAC example. He was buying a commercial HVAC example. He was buying a commercial HVAC company. company. company. Well, he was the third largest Well, he was the third largest Well, he was the third largest commercial uh real estate broker in commercial uh real estate broker in commercial uh real estate broker in northern Colorado in his prior career northern Colorado in his prior career northern Colorado in his prior career and owned a owns a large commercial and owned a owns a large commercial and owned a owns a large commercial property management company in that property management company in that property management company in that particular footprint. particular footprint. particular footprint. » So he has this base of business for his » So he has this base of business for his » So he has this base of business for his HVAC company HVAC company HVAC company to that the HVAC company doesn't isn't to that the HVAC company doesn't isn't to that the HVAC company doesn't isn't even utilizing right now. So he has even utilizing right now. So he has even utilizing right now. So he has built-in growth. built-in growth. built-in growth. » Yeah. How can you create if you're going » Yeah. How can you create if you're going » Yeah. How can you create if you're going to expand if you're going to fi found to expand if you're going to fi found to expand if you're going to fi found something? How can you create an unfair something? How can you create an unfair something? How can you create an unfair advantage for yourself? So anyway, that advantage for yourself? So anyway, that advantage for yourself? So anyway, that's the framework that I that's the framework that I that's the framework that I » that I operate from and I stole it from » that I operate from and I stole it from » that I operate from and I stole it from Greg. Greg. Greg. » Yeah. No, that's yeah, that's beautiful. » Yeah. No, that's yeah, that's beautiful. » Yeah. No, that's yeah, that's beautiful. And vertically integrating too. I mean, And vertically integrating too. I mean, And vertically integrating too. I mean, that's that's kind of the unfair that's that's kind of the unfair that's that's kind of the unfair advantage that uh a lot of people do. advantage that uh a lot of people do. advantage that uh a lot of people do. And sometimes you say you're vertically And sometimes you say you're vertically And sometimes you say you're vertically integrating, but you really went off. integrating, but you really went off. integrating, but you really went off. You went off a little bit uh beyond what You went off a little bit uh beyond what You went off a little bit uh beyond what you offer. And I've done that a couple you offer. And I've done that a couple you offer. And I've done that a couple times, but you know, for example, be times, but you know, for example, be times, but you know, for example, be like our uh cleaning company has we like our uh cleaning company has we like our uh cleaning company has we added air duct cleaning and that was a added air duct cleaning and that was a added air duct cleaning and that was a beautiful addition. We've added other beautiful addition. We've added other beautiful addition. We've added other services that weren't, but we're already services that weren't, but we're already services that weren't, but we're already in the home, have a network with all the in the home, have a network with all the in the home, have a network with all the property managers, and we're cleaning property managers, and we're cleaning property managers, and we're cleaning carpets, and it's like, we should do air carpets, and it's like, we should do air carpets, and it's like, we should do air duct cleaning like the right way, and duct cleaning like the right way, and duct cleaning like the right way, and then let everyone know. And then that then let everyone know. And then that then let everyone know. And then that just rolled in immediately, right? You just rolled in immediately, right? You just rolled in immediately, right? You got an 8-year customer base that's got an 8-year customer base that's got an 8-year customer base that's already trust you to clean items in already trust you to clean items in already trust you to clean items in their home, upholstery, carpet, then you their home, upholstery, carpet, then you their home, upholstery, carpet, then you come in with an air duct cleaning come in with an air duct cleaning come in with an air duct cleaning system, and everybody already refers you system, and everybody already refers you system, and everybody already refers you anyway on the property management side. anyway on the property management side. anyway on the property management side. Um, that was one of the few that went Um, that was one of the few that went Um, that was one of the few that went well. well. well. trying those trying those trying those » sometimes the others don't go well » sometimes the others don't go well » sometimes the others don't go well because people do it too quickly. Uh because people do it too quickly. Uh because people do it too quickly. Uh meaning their core business isn't meaning their core business isn't meaning their core business isn't profitable and growing and they're profitable and growing and they're profitable and growing and they're trying to fix it by adding something trying to fix it by adding something trying to fix it by adding something else on. Um so that's we we speak on else on. Um so that's we we speak on else on. Um so that's we we speak on this a lot in service catalyst of hey if this a lot in service catalyst of hey if this a lot in service catalyst of hey if you're going to add a new product or you're going to add a new product or you're going to add a new product or service you only do it if your core service you only do it if your core service you only do it if your core product and service is growing and product and service is growing and product and service is growing and profitable. Otherwise, you need to fix profitable. Otherwise, you need to fix profitable. Otherwise, you need to fix that. Adding something new is not going that. Adding something new is not going that. Adding something new is not going to to fix that. So, that's the framework to to fix that. So, that's the framework to to fix that. So, that's the framework that we operate within when it comes to that we operate within when it comes to that we operate within when it comes to comes to kind of vertical integration comes to kind of vertical integration comes to kind of vertical integration within your own business. within your own business. within your own business. » That's really good. Um, was there a time » That's really good. Um, was there a time » That's really good. Um, was there a time a little more personal question, was a little more personal question, was a little more personal question, was there a time when things looked super there a time when things looked super there a time when things looked super successful, everybody thinks Tim Jordan successful, everybody thinks Tim Jordan successful, everybody thinks Tim Jordan is just killing it, but on the inside of is just killing it, but on the inside of is just killing it, but on the inside of the business, you're like, "This is a the business, you're like, "This is a the business, you're like, "This is a mess." Was there a time where you mess." Was there a time where you mess." Was there a time where you experienced everybody thought you were experienced everybody thought you were experienced everybody thought you were you were the bee's knees, but you go you were the bee's knees, but you go you were the bee's knees, but you go home and you're like, "This this could home and you're like, "This this could home and you're like, "This this could be broken tomorrow." be broken tomorrow." be broken tomorrow." » Um, » Um, » Um, running the running the running the 15th largest flower shop in the country, 15th largest flower shop in the country, 15th largest flower shop in the country, the largest in the state, the largest in the state, the largest in the state, um, at late 20s and early 30s. Looked um, at late 20s and early 30s. Looked um, at late 20s and early 30s. Looked very glamorous isn't the right word. looked glamorous isn't the right word. looked glamorous isn't the right word. looked very much like very much like very much like » it's beautiful. There were flowers. » it's beautiful. There were flowers. » it's beautiful. There were flowers. » Yeah. Yeah. I was I'm wearing suits. I'm » Yeah. Yeah. I was I'm wearing suits. I'm » Yeah. Yeah. I was I'm wearing suits. I'm speaking on stages. I'm you know getting speaking on stages. I'm you know getting speaking on stages. I'm you know getting interviewed for articles nationally and interviewed for articles nationally and interviewed for articles nationally and locally. Uh you know all of that locally. Uh you know all of that locally. Uh you know all of that kind of stuff. I was an industry leader, kind of stuff. I was an industry leader, kind of stuff. I was an industry leader, right? Um right? Um right? Um that was so hard, bro. that was so hard, bro. that was so hard, bro. We had first of all founder secession is We had first of all founder secession is We had first of all founder secession is a challenge. I love Spirro Palmer, the a challenge. I love Spirro Palmer, the a challenge. I love Spirro Palmer, the founder that I succeeded. Um, love him. founder that I succeeded. Um, love him. founder that I succeeded. Um, love him. Um, we'll see him every month this year Um, we'll see him every month this year Um, we'll see him every month this year or most every month this year. or most every month this year. or most every month this year. Founder secession is hard, man. We not Founder secession is hard, man. We not Founder secession is hard, man. We not only is only is only is there expectations, especially in a there expectations, especially in a there expectations, especially in a visionary founder like Spiro, there's visionary founder like Spiro, there's visionary founder like Spiro, there's also a lot of baggage that comes with also a lot of baggage that comes with also a lot of baggage that comes with it. in the culture that worked for the it. in the culture that worked for the it. in the culture that worked for the founder never works for the success founder never works for the success founder never works for the success person succeeding them. And so the first person succeeding them. And so the first person succeeding them. And so the first time was when we kind of unwrapped this, time was when we kind of unwrapped this, time was when we kind of unwrapped this, right? We're in our late 20s and we're right? We're in our late 20s and we're right? We're in our late 20s and we're like this culture is a disaster. like this culture is a disaster. like this culture is a disaster. At least from our experience, At least from our experience, At least from our experience, everyone hates each other. No one's everyone hates each other. No one's everyone hates each other. No one's speaking. speaking. speaking. None of the shops work together. So we None of the shops work together. So we None of the shops work together. So we have no economies to scale. These two have no economies to scale. These two have no economies to scale. These two shops are competing against each other shops are competing against each other shops are competing against each other actively, you know. So there was just actively, you know. So there was just actively, you know. So there was just this cultural like debacle this cultural like debacle this cultural like debacle that I had to figure out how to how to that I had to figure out how to how to that I had to figure out how to how to fix. So that was that was the first one, fix. So that was that was the first one, fix. So that was that was the first one, man. Literally man. Literally man. Literally » all hands meetings where the room hates » all hands meetings where the room hates » all hands meetings where the room hates each other. Like think about that. Think each other. Like think about that. Think each other. Like think about that. Think about walking into an all hands about walking into an all hands about walking into an all hands where these people feel like where these people feel like where these people feel like competitors. They feel like the last competitors. They feel like the last competitors. They feel like the last this person slighted them yesterday. this person slighted them yesterday. this person slighted them yesterday. Like it such a mess. Like it such a mess. Like it such a mess. » Yeah. » Yeah. » Yeah. » So that and then let's let's call it » So that and then let's let's call it » So that and then let's let's call it spade a spade. I don't need to I I can spade a spade. I don't need to I I can spade a spade. I don't need to I I can be transparent with you. Running a very be transparent with you. Running a very be transparent with you. Running a very large retail business is a cash flow large retail business is a cash flow large retail business is a cash flow disaster. Um we had $27,000 a month in disaster. Um we had $27,000 a month in disaster. Um we had $27,000 a month in rent payments. rent payments. rent payments. 27,000. You know how many flowers you 27,000. You know how many flowers you 27,000. You know how many flowers you have to sell to pay $27,000 a month in have to sell to pay $27,000 a month in have to sell to pay $27,000 a month in rent payments? Oh, rent payments? Oh, rent payments? Oh, » you know how many times Danielle had and » you know how many times Danielle had and » you know how many times Danielle had and I had to put six figures into that I had to put six figures into that I had to put six figures into that business » on cash to make it go to make payroll. » on cash to make it go to make payroll. » on cash to make it go to make payroll. » Not that wasn't profitable it was cash » Not that wasn't profitable it was cash » Not that wasn't profitable it was cash flow is a mess in retail flow is a mess in retail flow is a mess in retail businesses especially through co in the businesses especially through co in the businesses especially through co in the middle of all that like it was so hard. middle of all that like it was so hard. middle of all that like it was so hard. Such a challenge, dude. I um Such a challenge, dude. I um Such a challenge, dude. I um Yeah. But there are other times after Yeah. But there are other times after Yeah. But there are other times after Valentine's Day, after wedding season, Valentine's Day, after wedding season, Valentine's Day, after wedding season, we did a million dollars in wedding we did a million dollars in wedding we did a million dollars in wedding flowers um annually, which is insane. flowers um annually, which is insane. flowers um annually, which is insane. » Yeah. » Yeah. » Yeah. » Um there's some days we'd have eight or » Um there's some days we'd have eight or » Um there's some days we'd have eight or 10 weddings going on at one time. Um, 10 weddings going on at one time. Um, 10 weddings going on at one time. Um, every single time after Valentine's Day, every single time after Valentine's Day, every single time after Valentine's Day, Mother's Day, and wedding season, our Mother's Day, and wedding season, our Mother's Day, and wedding season, our team was burnt out to the bone. team was burnt out to the bone. team was burnt out to the bone. » Awful feeling as a leader. » Awful feeling as a leader. » Awful feeling as a leader. » Awful. Every single year we ask » Awful. Every single year we ask » Awful. Every single year we ask questions why we installed new questions why we installed new questions why we installed new processes. Like, do you Anyway, I I processes. Like, do you Anyway, I I processes. Like, do you Anyway, I I could I could go on on that, but like could I could go on on that, but like could I could go on on that, but like that's kind of a low-key time like that's kind of a low-key time like that's kind of a low-key time of just, oh, this looks so great. You of just, oh, this looks so great. You of just, oh, this looks so great. You just wrapped up a season where you did a just wrapped up a season where you did a just wrapped up a season where you did a million dollars in wedding flowers, the million dollars in wedding flowers, the million dollars in wedding flowers, the largest wedding flower business in the largest wedding flower business in the largest wedding flower business in the state of Colorado. It's like, yeah, state of Colorado. It's like, yeah, state of Colorado. It's like, yeah, people that I love, they hate me, right? people that I love, they hate me, right? people that I love, they hate me, right? They feel like I worked them to the They feel like I worked them to the They feel like I worked them to the bone. Like, you know, I did. And they bone. Like, you know, I did. And they bone. Like, you know, I did. And they didn't actually hate me, but I felt like didn't actually hate me, but I felt like didn't actually hate me, but I felt like they hated Yeah, that's just a hard they hated Yeah, that's just a hard they hated Yeah, that's just a hard culture to keep going whenever there's culture to keep going whenever there's culture to keep going whenever there's burnout. And by the nature of what you burnout. And by the nature of what you burnout. And by the nature of what you do, a seasonal company that has like do, a seasonal company that has like do, a seasonal company that has like highs and lows. Um, right. Like that's highs and lows. Um, right. Like that's highs and lows. Um, right. Like that's it's hard. I the uh uh inflatable it's hard. I the uh uh inflatable it's hard. I the uh uh inflatable business we mess around in for eight business we mess around in for eight business we mess around in for eight months. Well, it's hard to find people months. Well, it's hard to find people months. Well, it's hard to find people that only want to work on weekends and that only want to work on weekends and that only want to work on weekends and work 12-hour days work 12-hour days work 12-hour days » on Friday, Saturday, Sunday, right? Like » on Friday, Saturday, Sunday, right? Like » on Friday, Saturday, Sunday, right? Like that's that's not a great personal life. that's that's not a great personal life. that's that's not a great personal life. You have to be at a certain place in You have to be at a certain place in You have to be at a certain place in life for that to be okay. But no, I hear life for that to be okay. But no, I hear life for that to be okay. But no, I hear you, man. Thanks for being transparent you, man. Thanks for being transparent you, man. Thanks for being transparent about that. Just the pressure and um about that. Just the pressure and um about that. Just the pressure and um burnout you put on your people and burnout you put on your people and burnout you put on your people and when it's unavoidable, what was the and when it's unavoidable, what was the and when it's unavoidable, what was the best thing you did to keep that intact? best thing you did to keep that intact? best thing you did to keep that intact? What what was the best thing you did for What what was the best thing you did for What what was the best thing you did for culture uh during burnout seasons with culture uh during burnout seasons with culture uh during burnout seasons with high volume weddings and Valentine's high volume weddings and Valentine's high volume weddings and Valentine's Day? Day? Day? » Yeah. Um » Yeah. Um » Yeah. Um » did you buy them flowers? » did you buy them flowers? » did you buy them flowers? » No. Nothing. » No. Nothing. » No. Nothing. » They didn't want to see a flower ever » They didn't want to see a flower ever » They didn't want to see a flower ever again. again. again. Well, and there's not enough money Well, and there's not enough money Well, and there's not enough money in the world. in the world. in the world. Um, you know what it was is they had to Um, you know what it was is they had to Um, you know what it was is they had to know. I had to care for them as humans know. I had to care for them as humans know. I had to care for them as humans individually. individually. individually. Um, they had to know and not act. I Um, they had to know and not act. I Um, they had to know and not act. I wasn't making them feel this way. I wasn't making them feel this way. I wasn't making them feel this way. I was authentically doing it. our entire authentically doing it. our entire authentically doing it. our entire leadership team would authentically leadership team would authentically leadership team would authentically make them understand that they were more make them understand that they were more make them understand that they were more important than the next dollar coming important than the next dollar coming important than the next dollar coming through the door. through the door. through the door. » And um that sounds kind of like » And um that sounds kind of like » And um that sounds kind of like touchyfey. touchyfey. touchyfey. » Yeah. » Yeah. » Yeah. » But it's not, man. » But it's not, man. » But it's not, man. » But like how do you do that at scale? » But like how do you do that at scale? » But like how do you do that at scale? You had like a 100 people. How you know You had like a 100 people. How you know You had like a 100 people. How you know what does that like practically look what does that like practically look what does that like practically look like? Just hey, this is so every store like? Just hey, this is so every store like? Just hey, this is so every store manager, right? So all of them manager, right? So all of them manager, right? So all of them having to be on the same page of people having to be on the same page of people having to be on the same page of people first uh I'm assuming was the big part first uh I'm assuming was the big part first uh I'm assuming was the big part of it. of it. of it. » Yeah. Let me tell you something about » Yeah. Let me tell you something about » Yeah. Let me tell you something about that business. It it was 35% of it was that business. It it was 35% of it was that business. It it was 35% of it was employee owned. employee owned. employee owned. » Oh. » Oh. » Oh. » So Danielle and I owned 65% and 35% was » So Danielle and I owned 65% and 35% was » So Danielle and I owned 65% and 35% was employee owned. Actually that I haven't employee owned. Actually that I haven't employee owned. Actually that I haven't mentioned that but that's a big thread mentioned that but that's a big thread mentioned that but that's a big thread throughout my career. Currently Landon throughout my career. Currently Landon throughout my career. Currently Landon Steinamp who runs AXG window 10 for me Steinamp who runs AXG window 10 for me Steinamp who runs AXG window 10 for me on a day-to-day basis owns a big chunk on a day-to-day basis owns a big chunk on a day-to-day basis owns a big chunk of it. Also we we love having of it. Also we we love having of it. Also we we love having stakeholders there stakeholders there stakeholders there » also. So what that looked like is me at » also. So what that looked like is me at » also. So what that looked like is me at scale is me leading by example meaning scale is me leading by example meaning scale is me leading by example meaning every single one of those employee every single one of those employee every single one of those employee owners had to know that they mattered owners had to know that they mattered owners had to know that they mattered more to me than revenue growth than more to me than revenue growth than more to me than revenue growth than profitability than anything else. Right? profitability than anything else. Right? profitability than anything else. Right? And which is true. Right? If you're And which is true. Right? If you're And which is true. Right? If you're going to have a real culture, you can't going to have a real culture, you can't going to have a real culture, you can't you can't fake that, right? You you can't fake that, right? You you can't fake that, right? You you have to you have to be authentic about have to you have to be authentic about have to you have to be authentic about that. And then I had to create a system that. And then I had to create a system that. And then I had to create a system to have them deploy that to their teams. to have them deploy that to their teams. to have them deploy that to their teams. So what that looks like is culture-based So what that looks like is culture-based So what that looks like is culture-based hiring, right? Really focused hiring, right? Really focused hiring, right? Really focused culture-based hiring. Um culture-based hiring. Um culture-based hiring. Um consistent non I call it non-emergency consistent non I call it non-emergency consistent non I call it non-emergency meetings, right? non-emergency touch meetings, right? non-emergency touch meetings, right? non-emergency touch points with EOS would call them weekly points with EOS would call them weekly points with EOS would call them weekly L10s. I didn't know I wasn't using EOS. L10s. I didn't know I wasn't using EOS. L10s. I didn't know I wasn't using EOS. I didn't even had even heard of it at I didn't even had even heard of it at I didn't even had even heard of it at that time, but that's what it was. that time, but that's what it was. that time, but that's what it was. » Touching base with them on a weekly » Touching base with them on a weekly » Touching base with them on a weekly basis so that they have a support system basis so that they have a support system basis so that they have a support system that's modeling this people first that's modeling this people first that's modeling this people first culture. culture. culture. Um, Um, Um, yeah. And then yeah. And then yeah. And then leading by example at the store level, leading by example at the store level, leading by example at the store level, right? I wasn't in I was in each store right? I wasn't in I was in each store right? I wasn't in I was in each store once a week kind of a thing other than once a week kind of a thing other than once a week kind of a thing other than where my office was, right? where my office was, right? where my office was, right? But when I walked in, you're going to But when I walked in, you're going to But when I walked in, you're going to get a handshake from me. You're going to get a handshake from me. You're going to get a handshake from me. You're going to get a compliment from me. You're going get a compliment from me. You're going get a compliment from me. You're going to get a question about your family or to get a question about your family or to get a question about your family or your kiddos. The leadership your kiddos. The leadership your kiddos. The leadership has is challenging to scale, leadership has is challenging to scale, leadership has is challenging to scale, but the capable people have to find a but the capable people have to find a but the capable people have to find a way to make the team feel like people. way to make the team feel like people. way to make the team feel like people. and that's it's easier said than and that's it's easier said than and that's it's easier said than done. done. done. » Yeah. I I love that you're giving people » Yeah. I I love that you're giving people » Yeah. I I love that you're giving people stake uh in the company. I think that's stake uh in the company. I think that's stake uh in the company. I think that's a a wonderful uh beautiful vision for a a wonderful uh beautiful vision for a a wonderful uh beautiful vision for how small business can scale and you how small business can scale and you how small business can scale and you keep people for a long time and you know keep people for a long time and you know keep people for a long time and you know there's ways to do it like keyman equity there's ways to do it like keyman equity there's ways to do it like keyman equity and um or obviously just over time based and um or obviously just over time based and um or obviously just over time based on how long they stay tenure certain on how long they stay tenure certain on how long they stay tenure certain positions. Um, we've had I mean some of positions. Um, we've had I mean some of positions. Um, we've had I mean some of my bis business partners were employees my bis business partners were employees my bis business partners were employees first and then became business partners first and then became business partners first and then became business partners and um that's that's such a cool story. and um that's that's such a cool story. and um that's that's such a cool story. » The hardest part about it is there's so » The hardest part about it is there's so » The hardest part about it is there's so many different ways to do it that you many different ways to do it that you many different ways to do it that you get overwhelmed. I know I've had a lot get overwhelmed. I know I've had a lot get overwhelmed. I know I've had a lot of people ask what do you think is the of people ask what do you think is the of people ask what do you think is the best way to do it? People ask me that best way to do it? People ask me that best way to do it? People ask me that all the time. Hey, I think this person I all the time. Hey, I think this person I all the time. Hey, I think this person I should make them a partner. should make them a partner. should make them a partner. » What how do I structure it? Like do they » What how do I structure it? Like do they » What how do I structure it? Like do they have voting rights? Should they, you have voting rights? Should they, you have voting rights? Should they, you know, we don't have to un open that big know, we don't have to un open that big know, we don't have to un open that big black box, but black box, but black box, but » so situational. Um, and to me, the only » so situational. Um, and to me, the only » so situational. Um, and to me, the only real answer to that is they have to have real answer to that is they have to have real answer to that is they have to have some type of skin in the game. It some type of skin in the game. It some type of skin in the game. It doesn't have to be money, but it has to doesn't have to be money, but it has to doesn't have to be money, but it has to be something of true value. I prefer be something of true value. I prefer be something of true value. I prefer money. I think that's the easiest money. I think that's the easiest money. I think that's the easiest way, but they have to have something of way, but they have to have something of way, but they have to have something of true value that they invest in the true value that they invest in the true value that they invest in the business so that they're not gifted. business so that they're not gifted. business so that they're not gifted. I've tried giving it to people. But just I've tried giving it to people. But just I've tried giving it to people. But just it's an abject failure um more often it's an abject failure um more often it's an abject failure um more often than not. But yeah, I I'll tell you it than not. But yeah, I I'll tell you it than not. But yeah, I I'll tell you it it works when you figure it out. It it it works when you figure it out. It it it works when you figure it out. It it works really well. works really well. works really well. » Yeah. What So I I feel like a lot of » Yeah. What So I I feel like a lot of » Yeah. What So I I feel like a lot of small businesses uh uh myself included small businesses uh uh myself included small businesses uh uh myself included have experienced the you get stuck at have experienced the you get stuck at have experienced the you get stuck at that 300,000 a year to million and a lot that 300,000 a year to million and a lot that 300,000 a year to million and a lot of them think if I just get to that of them think if I just get to that of them think if I just get to that million mark it's going to be great. And million mark it's going to be great. And million mark it's going to be great. And then when you get to that million mark, then when you get to that million mark, then when you get to that million mark, you're like, I really need to be a you're like, I really need to be a you're like, I really need to be a little over two million uh for this to little over two million uh for this to little over two million uh for this to work, you know, just depending on where work, you know, just depending on where work, you know, just depending on where they're at. Um, but what's like they're at. Um, but what's like they're at. Um, but what's like the best advice? Like if they could change best advice? Like if they could change best advice? Like if they could change something immediately, they're listening something immediately, they're listening something immediately, they're listening to this podcast, they could change one to this podcast, they could change one to this podcast, they could change one thing immediately. Uh, what would be thing immediately. Uh, what would be thing immediately. Uh, what would be your advice to someone that's definitely your advice to someone that's definitely your advice to someone that's definitely feeling stuck? Um, from profitability to feeling stuck? Um, from profitability to feeling stuck? Um, from profitability to and you know, you don't like talking and you know, you don't like talking and you know, you don't like talking about topline revenue versus the bottom about topline revenue versus the bottom about topline revenue versus the bottom line. So, I'm kind of setting you up line. So, I'm kind of setting you up line. So, I'm kind of setting you up here also with telling me I'm asking a here also with telling me I'm asking a here also with telling me I'm asking a bad question. bad question. bad question. » To me, there's there's one thing I see » To me, there's there's one thing I see » To me, there's there's one thing I see constantly um in that space between 300,000 and a um in that space between 300,000 and a um in that space between 300,000 and a million, and that is a truly effective million, and that is a truly effective million, and that is a truly effective lead handling process. I'll tell you, I lead handling process. I'll tell you, I lead handling process. I'll tell you, I ask every business that joins a ask every business that joins a ask every business that joins a community or that I'm around about their community or that I'm around about their community or that I'm around about their lead handling process. about one in 20 lead handling process. about one in 20 lead handling process. about one in 20 uh give me an answer of what I would uh give me an answer of what I would uh give me an answer of what I would qualify as an effective lead handling qualify as an effective lead handling qualify as an effective lead handling process. Um what that means is process. Um what that means is process. Um what that means is the steps that I take from receipt of the steps that I take from receipt of the steps that I take from receipt of lead to paying customer. what are the lead to paying customer. what are the lead to paying customer. what are the steps that I take that make it most steps that I take that make it most steps that I take that make it most likely for that lead to become a pain likely for that lead to become a pain likely for that lead to become a pain and um what I see most often is most owners um what I see most often is most owners um what I see most often is most owners are either doing it themselves so they are either doing it themselves so they are either doing it themselves so they don't believe that they need or should don't believe that they need or should don't believe that they need or should have a process or B have a process or B have a process or B they have kind of treated each lead they have kind of treated each lead they have kind of treated each lead uniquely each time right they've uniquely each time right they've uniquely each time right they've adjusted and play and that's what they adjusted and play and that's what they adjusted and play and that's what they expect their team to do which confuses expect their team to do which confuses expect their team to do which confuses the holy heck out of their team. They the holy heck out of their team. They the holy heck out of their team. They may not tell them that but that's in may not tell them that but that's in may not tell them that but that's in reality what's happening. So the reality what's happening. So the reality what's happening. So the effective steps the I call it the right effective steps the I call it the right effective steps the I call it the right way of handling your weights whatever way of handling your weights whatever way of handling your weights whatever that is that could look completely that is that could look completely that is that could look completely different for you Sam than it does for different for you Sam than it does for different for you Sam than it does for me at SU but me at SU but me at SU but the question that you need to ask the question that you need to ask the question that you need to ask yourself is I get one lead this week. I yourself is I get one lead this week. I yourself is I get one lead this week. I only have one lead this week. What are only have one lead this week. What are only have one lead this week. What are the steps that I'm going to take to make the steps that I'm going to take to make the steps that I'm going to take to make it most likely that lead it most likely that lead it most likely that lead turns into a paying customer? To me, turns into a paying customer? To me, turns into a paying customer? To me, that is the most common bottleneck that is the most common bottleneck that is the most common bottleneck that keeps people submillion. keeps people submillion. keeps people submillion. » Now, you apply that same logic across » Now, you apply that same logic across » Now, you apply that same logic across your other areas of your business, i.e. your other areas of your business, i.e. your other areas of your business, i.e. pricing, i.e. P&L management, those pricing, i.e. P&L management, those pricing, i.e. P&L management, those kinds of things. It makes it quicker to kinds of things. It makes it quicker to kinds of things. It makes it quicker to push through that million-doll push through that million-doll push through that million-doll barrier, but at the end of the day, if barrier, but at the end of the day, if barrier, but at the end of the day, if you want one, it's your lead handling you want one, it's your lead handling you want one, it's your lead handling procedure. You need to do it better. Um, procedure. You need to do it better. Um, procedure. You need to do it better. Um, what I find what happened for me, SG was what I find what happened for me, SG was what I find what happened for me, SG was stuck for four years at the million-doll stuck for four years at the million-doll stuck for four years at the million-doll revenue plateau. Four years. You know revenue plateau. Four years. You know revenue plateau. Four years. You know what happens when you do that? This the what happens when you do that? This the what happens when you do that? This the story is is timeless, right? Leads are story is is timeless, right? Leads are story is is timeless, right? Leads are my problem. More marketing dollars. More my problem. More marketing dollars. More my problem. More marketing dollars. More marketing dollars. More marketing. Guess marketing dollars. More marketing. Guess marketing dollars. More marketing. Guess what happened to my margin? Right. Leads what happened to my margin? Right. Leads what happened to my margin? Right. Leads weren't the problem. weren't the problem. weren't the problem. » What margin? » What margin? » What margin? » Exactly. Exactly. So, because leads » Exactly. Exactly. So, because leads » Exactly. Exactly. So, because leads weren't the problem. So, now what I was weren't the problem. So, now what I was weren't the problem. So, now what I was doing is I was trying to break through a doing is I was trying to break through a doing is I was trying to break through a million dollar revenue plateau with my million dollar revenue plateau with my million dollar revenue plateau with my systems and procedures that got me from systems and procedures that got me from systems and procedures that got me from 200,000 to a million. If I want to get 200,000 to a million. If I want to get 200,000 to a million. If I want to get to 3 million, I got to build the systems to 3 million, I got to build the systems to 3 million, I got to build the systems at about a million bucks that are of at about a million bucks that are of at about a million bucks that are of quality for a $3 million business. quality for a $3 million business. quality for a $3 million business. That's that's the idea. If you're stuck That's that's the idea. If you're stuck That's that's the idea. If you're stuck at a revenue plateau, you got to look at a revenue plateau, you got to look at a revenue plateau, you got to look forward. What are the things in the forward. What are the things in the forward. What are the things in the future my company will need to be to be future my company will need to be to be future my company will need to be to be doing or to be true at that level? And I doing or to be true at that level? And I doing or to be true at that level? And I got to build those today. got to build those today. got to build those today. » Yeah, that's my » Yeah, that's my » Yeah, that's my » That's really good. That's really good. » That's really good. That's really good. » That's really good. That's really good. Well, and the multiplier, I love that Well, and the multiplier, I love that Well, and the multiplier, I love that visual of just that multiplier. Okay. visual of just that multiplier. Okay. visual of just that multiplier. Okay. Yeah, I'm stuck at a million, but let's Yeah, I'm stuck at a million, but let's Yeah, I'm stuck at a million, but let's just talk about what we need to put in just talk about what we need to put in just talk about what we need to put in place because we're going to be at 3 place because we're going to be at 3 place because we're going to be at 3 million. Um, so we have x amount of million. Um, so we have x amount of million. Um, so we have x amount of leads coming in. We're only closing this leads coming in. We're only closing this leads coming in. We're only closing this many. Um, but if those leads multiplied many. Um, but if those leads multiplied many. Um, but if those leads multiplied by 3x that we had coming into the by 3x that we had coming into the by 3x that we had coming into the business, uh, would our systems break? business, uh, would our systems break? business, uh, would our systems break? Most likely, and they're probably Most likely, and they're probably Most likely, and they're probably already broken, so we might as well redo already broken, so we might as well redo already broken, so we might as well redo them anyway. Uh, but that's great them anyway. Uh, but that's great them anyway. Uh, but that's great advice, dude. Um, just obsessing over advice, dude. Um, just obsessing over advice, dude. Um, just obsessing over that. I feel like, you know, you think that. I feel like, you know, you think that. I feel like, you know, you think about like Steve Jobs who wasn't about like Steve Jobs who wasn't about like Steve Jobs who wasn't necessarily the best engineer or but he necessarily the best engineer or but he necessarily the best engineer or but he was obsessed with that customer consumer was obsessed with that customer consumer was obsessed with that customer consumer experience with touching the product, experience with touching the product, experience with touching the product, how it felt, like just putting attention how it felt, like just putting attention how it felt, like just putting attention to detail on things that, you know, to detail on things that, you know, to detail on things that, you know, nobody was thinking about from the nobody was thinking about from the nobody was thinking about from the curves on the iPhone to um like how his curves on the iPhone to um like how his curves on the iPhone to um like how his app interface worked. Um but I I love app interface worked. Um but I I love app interface worked. Um but I I love that. That's that's great advice and we that. That's that's great advice and we that. That's that's great advice and we run into that all the all the time on run into that all the all the time on run into that all the all the time on the marketing side is they don't we come the marketing side is they don't we come the marketing side is they don't we come in and nothing's being closed. Well, I in and nothing's being closed. Well, I in and nothing's being closed. Well, I can't help them close more. Um, but they can't help them close more. Um, but they can't help them close more. Um, but they should join Service Catalyst and they'll should join Service Catalyst and they'll should join Service Catalyst and they'll close more leads. close more leads. close more leads. » Yeah, you know, definitely we we have » Yeah, you know, definitely we we have » Yeah, you know, definitely we we have education around that. I I haven't been education around that. I I haven't been education around that. I I haven't been any education around this. And honestly, any education around this. And honestly, any education around this. And honestly, these are the types of conversations these are the types of conversations these are the types of conversations that spur what education's next. I love that spur what education's next. I love that spur what education's next. I love the idea of the customer experience. To the idea of the customer experience. To the idea of the customer experience. To me, the fastest way to grow your me, the fastest way to grow your me, the fastest way to grow your business is to provide an unbelievable business is to provide an unbelievable business is to provide an unbelievable customer experience at all touch points. customer experience at all touch points. customer experience at all touch points. And the more that we as service And the more that we as service And the more that we as service entrepreneurs believe that and entrepreneurs believe that and entrepreneurs believe that and practice that, the quicker our business practice that, the quicker our business practice that, the quicker our business will not only grow but grow sustainably will not only grow but grow sustainably will not only grow but grow sustainably because there is a difference between because there is a difference between because there is a difference between growth and sustainable growth. growth and sustainable growth. growth and sustainable growth. » Yeah. Yeah. And you do you put in 20 » Yeah. Yeah. And you do you put in 20 » Yeah. Yeah. And you do you put in 20 more hours then now you're at that 60our more hours then now you're at that 60our more hours then now you're at that 60our week and you're finally making it but week and you're finally making it but week and you're finally making it but you have a 2% net margin. you finally you have a 2% net margin. you finally you have a 2% net margin. you finally take a paycheck and your life's take a paycheck and your life's take a paycheck and your life's miserable and you can't afford to hire miserable and you can't afford to hire miserable and you can't afford to hire the guy at 40 hours a week to take over the guy at 40 hours a week to take over the guy at 40 hours a week to take over your spot and it all goes back to your spot and it all goes back to your spot and it all goes back to systems 100%. systems 100%. systems 100%. » The the ideal client profile for service » The the ideal client profile for service » The the ideal client profile for service catalyst is the person you just catalyst is the person you just catalyst is the person you just described. They are have a successful described. They are have a successful described. They are have a successful business that makes money, but the only business that makes money, but the only business that makes money, but the only path for growth is for them to work path for growth is for them to work path for growth is for them to work more. more. more. » Yeah. » Yeah. » Yeah. » And that comes with all kinds of » And that comes with all kinds of » And that comes with all kinds of constraints as well. But if we paint it constraints as well. But if we paint it constraints as well. But if we paint it on the positive side, the only path for on the positive side, the only path for on the positive side, the only path for growth is to work more hours. The growth is to work more hours. The growth is to work more hours. The difference between that and an owner difference between that and an owner difference between that and an owner independent business is foundational independent business is foundational independent business is foundational systems that scale an owner mindset and systems that scale an owner mindset and systems that scale an owner mindset and trust have a trusting culture uh that trust have a trusting culture uh that trust have a trusting culture uh that your team operates within. your team operates within. your team operates within. » Yeah, that's awesome, dude. Thank you so » Yeah, that's awesome, dude. Thank you so » Yeah, that's awesome, dude. Thank you so much. Uh two things. One, uh what's the much. Uh two things. One, uh what's the much. Uh two things. One, uh what's the best way for people to uh participate, best way for people to uh participate, best way for people to uh participate, follow along, follow along before they follow along, follow along before they follow along, follow along before they join? Uh, is it Service Catalyst on join? Uh, is it Service Catalyst on join? Uh, is it Service Catalyst on LinkedIn? Tim Jordan on LinkedIn, LinkedIn? Tim Jordan on LinkedIn, LinkedIn? Tim Jordan on LinkedIn, Facebook, where's the best place they Facebook, where's the best place they Facebook, where's the best place they can keep up with what you guys are up can keep up with what you guys are up can keep up with what you guys are up to? to? to? » Yeah. Um, Tim Jordan on LinkedIn is is » Yeah. Um, Tim Jordan on LinkedIn is is » Yeah. Um, Tim Jordan on LinkedIn is is great. Tim Jordan CEO on on LinkedIn is great. Tim Jordan CEO on on LinkedIn is great. Tim Jordan CEO on on LinkedIn is awesome. Um, awesome. Um, awesome. Um, probably the highest value. Well, hey, probably the highest value. Well, hey, probably the highest value. Well, hey, we give a bunch of our stuff away for we give a bunch of our stuff away for we give a bunch of our stuff away for free just because we're not free just because we're not free just because we're not about payw walling knowledge, but I about payw walling knowledge, but I about payw walling knowledge, but I write a weekly newsletter that you can write a weekly newsletter that you can write a weekly newsletter that you can subscribe to at um the catalyst subscribe to at um the catalyst subscribe to at um the catalyst community.com. It's free. It's um all of community.com. It's free. It's um all of community.com. It's free. It's um all of this stuff. It's the stories. It's this stuff. It's the stories. It's this stuff. It's the stories. It's education. It's um yeah, it's it's it's education. It's um yeah, it's it's it's education. It's um yeah, it's it's it's community for people that are running community for people that are running community for people that are running these businesses trying to figure out these businesses trying to figure out these businesses trying to figure out how to not own a job and to own a how to not own a job and to own a how to not own a job and to own a business. So yeah, check me out on business. So yeah, check me out on business. So yeah, check me out on LinkedIn. Check out our website which is LinkedIn. Check out our website which is LinkedIn. Check out our website which is the catalyst community.com and yeah, the catalyst community.com and yeah, the catalyst community.com and yeah, would love to have you um love to have would love to have you um love to have would love to have you um love to have you plug into our newsletter. I have you plug into our newsletter. I have you plug into our newsletter. I have this fun assessment that I've spent way this fun assessment that I've spent way this fun assessment that I've spent way too much time building, but it is highly too much time building, but it is highly too much time building, but it is highly customized. It's the owner independence customized. It's the owner independence customized. It's the owner independence quiz. It's linked right on the website, quiz. It's linked right on the website, quiz. It's linked right on the website, but if you're just kind of curious as to but if you're just kind of curious as to but if you're just kind of curious as to the mindset and the steps, it's it's the mindset and the steps, it's it's the mindset and the steps, it's it's really individually diagnostic. So, you really individually diagnostic. So, you really individually diagnostic. So, you get a personalized get a personalized get a personalized uh not only where are you at, but where uh not only where are you at, but where uh not only where are you at, but where would I believe your next steps are? So, would I believe your next steps are? So, would I believe your next steps are? So, that's that's a fun way to engage. Also, that's that's a fun way to engage. Also, that's that's a fun way to engage. Also, » it's perfect. Uh, and then last thing, » it's perfect. Uh, and then last thing, » it's perfect. Uh, and then last thing, I'd love to have you on again with a I'd love to have you on again with a I'd love to have you on again with a more specific topic. Uh, if you would be more specific topic. Uh, if you would be more specific topic. Uh, if you would be down for that, and I only asked this down for that, and I only asked this down for that, and I only asked this when I do it in front of everyone, so when I do it in front of everyone, so when I do it in front of everyone, so you just feel a little pressure to say you just feel a little pressure to say you just feel a little pressure to say yes. And I apologize, yes. And I apologize, yes. And I apologize, » but I that's my last thing. I'd love to » but I that's my last thing. I'd love to » but I that's my last thing. I'd love to have you back on and dive into something have you back on and dive into something have you back on and dive into something maybe a little more specific uh into the maybe a little more specific uh into the maybe a little more specific uh into the weeds on uh from acquisition to weeds on uh from acquisition to weeds on uh from acquisition to building. Uh, I think it would be fun. building. Uh, I think it would be fun. building. Uh, I think it would be fun. And I want to bring some people back on And I want to bring some people back on And I want to bring some people back on with kind of shorter uh episodes where with kind of shorter uh episodes where with kind of shorter uh episodes where it's like a 30-minute deep dive on, you it's like a 30-minute deep dive on, you it's like a 30-minute deep dive on, you know, really um intense subject matter. know, really um intense subject matter. know, really um intense subject matter. I think that would really help our I think that would really help our I think that would really help our listeners on uh just growing and listeners on uh just growing and listeners on uh just growing and surviving being a business owner. I surviving being a business owner. I surviving being a business owner. I think that'd be a lot of fun. think that'd be a lot of fun. think that'd be a lot of fun. » I'll tell you acquisi business » I'll tell you acquisi business » I'll tell you acquisi business acquisition I think is the most topical acquisition I think is the most topical acquisition I think is the most topical thing that you could speak on. I I thing that you could speak on. I I thing that you could speak on. I I would or that you could produce content would or that you could produce content would or that you could produce content on. I would love to to have a deep dive on. I would love to to have a deep dive on. I would love to to have a deep dive on that. It's something that I'm on that. It's something that I'm on that. It's something that I'm passionate about and um I've done well passionate about and um I've done well passionate about and um I've done well and I've also messed up. So, I can share and I've also messed up. So, I can share and I've also messed up. So, I can share some of those stories as well. some of those stories as well. some of those stories as well. » Yeah, I love it. Thank you, Tim, so » Yeah, I love it. Thank you, Tim, so » Yeah, I love it. Thank you, Tim, so much. Appreciate you being on, much. Appreciate you being on, much. Appreciate you being on, » Sam. You're the man. I appreciate you. » Sam. You're the man. I appreciate you. » Sam. You're the man. I appreciate you. This was this was super fun. You're an This was this was super fun. You're an This was this was super fun. You're an awesome host. awesome host. awesome host. » Thanks, dude. Talk soon. ---