Never Settle: How a 32-Year Koch Veteran Built Two Businesses with Janelle Wilson | Ep 48

The Killer Growth Podcast starts now. The Killer Growth Podcast starts now. » » What's up, guys? Sam McVey here with » What's up, guys? Sam McVey here with Killer Growth Podcast. And today I have Killer Growth Podcast. And today I have Killer Growth Podcast. And today I have Janelle Wilson. Janelle Wilson. Janelle Wilson. » Hey, Sam. » Hey, Sam. » Hey, Sam. » Owner of 360 Painting. What's up? » Owner of 360 Painting. What's up? » Owner of 360 Painting. What's up? » How are you? » How are you? » How are you? » I'm good. » I'm good. » I'm good. » Good. » Good. » Good. » Thanks for making the journey over here » Thanks for making the journey over here » Thanks for making the journey over here from Wichita. from Wichita. from Wichita. » to fuel up. » to fuel up. » to fuel up. » Yeah, yeah. It's not It's no joke. Are » Yeah, yeah. It's not It's no joke. Are » Yeah, yeah. It's not It's no joke. Are you on the west side of Wichita or you on the west side of Wichita or you on the west side of Wichita or » Andover. » Andover. » Andover. » And oh, okay. Yeah, you're close. All » And oh, okay. Yeah, you're close. All » And oh, okay. Yeah, you're close. All right. You can't complain. right. You can't complain. right. You can't complain. » I can complain. » I can complain. » I can complain. » » » » I I enjoy my drive. You know, I go all » I I enjoy my drive. You know, I go all » I I enjoy my drive. You know, I go all the way to downtown to see you guys the way to downtown to see you guys the way to downtown to see you guys every Thursday at BNI. every Thursday at BNI. every Thursday at BNI. And I get my podcasts and audiobooks in And I get my podcasts and audiobooks in And I get my podcasts and audiobooks in and usually just phone calls. I wish you and usually just phone calls. I wish you and usually just phone calls. I wish you were listening. were listening. were listening. » What you're doing is you're BNI » What you're doing is you're BNI » What you're doing is you're BNI podcasting. podcasting. podcasting. » Yes, that's what I'm doing. Yeah, it's » Yes, that's what I'm doing. Yeah, it's » Yes, that's what I'm doing. Yeah, it's all my continuing ed. Um I've been all my continuing ed. Um I've been all my continuing ed. Um I've been meaning to ask you as a VP of our BNI meaning to ask you as a VP of our BNI meaning to ask you as a VP of our BNI group. Is that what it is, VP? group. Is that what it is, VP? group. Is that what it is, VP? » Yes. » Yes. » Yes. » Yeah. » Yeah. » Yeah. Uh can I listen to my own podcast and Uh can I listen to my own podcast and Uh can I listen to my own podcast and count it as an accreditation? I think we count it as an accreditation? I think we count it as an accreditation? I think we need to discuss this, add it as an need to discuss this, add it as an need to discuss this, add it as an accredited source. accredited source. accredited source. » » » » I might be able to be bought for that. » I might be able to be bought for that. » I might be able to be bought for that. » Yeah, perfect. All right, noted. » Yeah, perfect. All right, noted. » Yeah, perfect. All right, noted. Okay, well, I uh have only known you for Okay, well, I uh have only known you for Okay, well, I uh have only known you for when did I join BNI? Like October? when did I join BNI? Like October? when did I join BNI? Like October? » Yeah, not that long. » Yeah, not that long. » Yeah, not that long. » Not that long. Um but it's been » Not that long. Um but it's been » Not that long. Um but it's been [clears throat] fun. I think I've only [clears throat] fun. I think I've only [clears throat] fun. I think I've only met with you like three times, probably. met with you like three times, probably. met with you like three times, probably. But got to hear a little bit of your But got to hear a little bit of your But got to hear a little bit of your story and I thought it was really story and I thought it was really story and I thought it was really interesting and then been working with interesting and then been working with interesting and then been working with uh Sadie on your team and uh Sadie on your team and uh Sadie on your team and » She's great. Isn't she great? » She's great. Isn't she great? » She's great. Isn't she great? » Oh, she's awesome. Sadie's great. And uh » Oh, she's awesome. Sadie's great. And uh » Oh, she's awesome. Sadie's great. And uh yeah, I was like I told Sadie like, you yeah, I was like I told Sadie like, you yeah, I was like I told Sadie like, you know, we need to have Janelle. I think know, we need to have Janelle. I think know, we need to have Janelle. I think it'd be really fun. She's like, I think it'd be really fun. She's like, I think it'd be really fun. She's like, I think she'd be incredible on a podcast. she'd be incredible on a podcast. she'd be incredible on a podcast. » Um so yeah, I'm excited to hear your » Um so yeah, I'm excited to hear your » Um so yeah, I'm excited to hear your story. So here's how I want to do story. So here's how I want to do story. So here's how I want to do it, I think, would be great. it, I think, would be great. it, I think, would be great. Um Um Um I don't really know much of your story I don't really know much of your story I don't really know much of your story prior to 360 Painting, so I'd love to prior to 360 Painting, so I'd love to prior to 360 Painting, so I'd love to know I know you're at Koch Industries. know I know you're at Koch Industries. know I know you're at Koch Industries. » I am. » I am. » I am. » And so, I'd love to hear your » And so, I'd love to hear your » And so, I'd love to hear your professional journey, and then that professional journey, and then that professional journey, and then that moment you decided to do 360 Painting. moment you decided to do 360 Painting. moment you decided to do 360 Painting. » Well, I uh » Well, I uh » Well, I uh I went to uh Emporia State. I don't know I went to uh Emporia State. I don't know I went to uh Emporia State. I don't know if anyone out there went to Emporia if anyone out there went to Emporia if anyone out there went to Emporia State, but it was a great little school State, but it was a great little school State, but it was a great little school up there the road about an hour. up there the road about an hour. up there the road about an hour. » Yeah. » Yeah. » Yeah. » And uh graduated actually with a » And uh graduated actually with a » And uh graduated actually with a marketing and management degree. marketing and management degree. marketing and management degree. » Interesting. » Interesting. » Interesting. » went to Koch straight out of college and » went to Koch straight out of college and » went to Koch straight out of college and worked for Koch Oil Company as a worked for Koch Oil Company as a worked for Koch Oil Company as a division order analyst. And I don't division order analyst. And I don't division order analyst. And I don't know, you're from El Dorado, there's a know, you're from El Dorado, there's a know, you're from El Dorado, there's a lot of oil around here, right? lot of oil around here, right? lot of oil around here, right? » There is. » There is. » There is. » Refineries. » Refineries. » Refineries. Um my job was to keep track of who got Um my job was to keep track of who got Um my job was to keep track of who got the royalties off the oil that Koch the royalties off the oil that Koch the royalties off the oil that Koch bought off the land. bought off the land. bought off the land. » Oh, interesting. » Oh, interesting. » Oh, interesting. » And so, I did that for a few years. » And so, I did that for a few years. » And so, I did that for a few years. Had um some opportunities to work off of Had um some opportunities to work off of Had um some opportunities to work off of a mainframe and get us onto a client a mainframe and get us onto a client a mainframe and get us onto a client server type server type server type gig. Um so, I started doing kind of gig. Um so, I started doing kind of gig. Um so, I started doing kind of business analysis to get the team business analysis to get the team business analysis to get the team over to this new system, and that really over to this new system, and that really over to this new system, and that really started my journey, which is now IT. started my journey, which is now IT. started my journey, which is now IT. » Okay. » Okay. » Okay. » And I've been in IT for a long time now. » And I've been in IT for a long time now. » And I've been in IT for a long time now. I've been at Koch 32 years. I've been at Koch 32 years. I've been at Koch 32 years. » Wow. » Wow. » Wow. » Had a variety of different roles, a a » Had a variety of different roles, a a » Had a variety of different roles, a a variety of different businesses. variety of different businesses. variety of different businesses. » Yeah. » Yeah. » Yeah. » And um it's » And um it's » And um it's » They have a lot, I hear. They've » They have a lot, I hear. They've » They have a lot, I hear. They've got a little bit going on, but got a little bit going on, but got a little bit going on, but » of diversity, a lot of different » of diversity, a lot of different » of diversity, a lot of different opportunities. You know, it's a great opportunities. You know, it's a great opportunities. You know, it's a great company from the standpoint of I've company from the standpoint of I've company from the standpoint of I've never had to leave the company to never had to leave the company to never had to leave the company to experience a new opportunity or new experience a new opportunity or new experience a new opportunity or new challenge. challenge. challenge. So, that's been really great. Um So, that's been really great. Um So, that's been really great. Um » That is cool. » I I have » I I have I've been doing it for 32 years now, I I've been doing it for 32 years now, I I've been doing it for 32 years now, I can't believe it. I I've actually been can't believe it. I I've actually been can't believe it. I I've actually been married to Koch longer than I've been married to Koch longer than I've been married to Koch longer than I've been married to my husband. married to my husband. married to my husband. » Really? » Really? » Really? » Yeah. » Yeah. » Yeah. » » » » That's crazy. » That's crazy. » That's crazy. Well, they must be doing something right Well, they must be doing something right Well, they must be doing something right to keep you there for 32 years. to keep you there for 32 years. to keep you there for 32 years. » It's been great. » It's been great. » It's been great. » Both are residing » Both are residing » Both are residing » » » » Yeah. » Yeah. » Yeah. » Who's better? No, » Who's better? No, » Who's better? No, no, we're not going to no, we're not going to no, we're not going to » question. » question. » question. » a loaded question. » a loaded question. » a loaded question. » I don't know if I want to answer that » I don't know if I want to answer that » I don't know if I want to answer that one. one. one. » One is an escape from the other, right? » One is an escape from the other, right? » One is an escape from the other, right? That's If you ask my wife today, who That's If you ask my wife today, who That's If you ask my wife today, who just started working, you know, I mean just started working, you know, I mean just started working, you know, I mean » Some days I feel like Lance is married » Some days I feel like Lance is married » Some days I feel like Lance is married to Coke, too, though. I mean, he he's to Coke, too, though. I mean, he he's to Coke, too, though. I mean, he he's been such a supportive person as I've um been such a supportive person as I've um been such a supportive person as I've um taken my career where it's gone there. taken my career where it's gone there. taken my career where it's gone there. » Yeah. » Yeah. » Yeah. But you and you've traveled quite a bit, But you and you've traveled quite a bit, But you and you've traveled quite a bit, too. You've missed our weekly BNI and too. You've missed our weekly BNI and too. You've missed our weekly BNI and you'll be like in another country for you'll be like in another country for you'll be like in another country for work. What does that mean? work. What does that mean? work. What does that mean? » was in India last week. So, I have a » was in India last week. So, I have a » was in India last week. So, I have a team out there in India in Bangalore and team out there in India in Bangalore and team out there in India in Bangalore and oh, probably about 25 people in and um oh, probably about 25 people in and um oh, probably about 25 people in and um went out there to visit them and I don't went out there to visit them and I don't went out there to visit them and I don't know if you get out of the country much, know if you get out of the country much, know if you get out of the country much, but you start but you start but you start » Not often. » Not often. » Not often. » Uh you know, when you get offshore teams » Uh you know, when you get offshore teams » Uh you know, when you get offshore teams like that, it's super important to like that, it's super important to like that, it's super important to develop relationships with them and make develop relationships with them and make develop relationships with them and make sure that they feel like they're one of sure that they feel like they're one of sure that they feel like they're one of the team. I mean, if you just throw the team. I mean, if you just throw the team. I mean, if you just throw the work over the fence, you're never going work over the fence, you're never going work over the fence, you're never going to get what you need out of that to get what you need out of that to get what you need out of that relationship. And so, I spend a lot of relationship. And so, I spend a lot of relationship. And so, I spend a lot of time going and meeting with the team. We time going and meeting with the team. We time going and meeting with the team. We talk about the work they're doing. talk about the work they're doing. talk about the work they're doing. We talk about the opportunities in front We talk about the opportunities in front We talk about the opportunities in front of them and how they can contribute to of them and how they can contribute to of them and how they can contribute to the overall vision. So, yeah, I mean, the overall vision. So, yeah, I mean, the overall vision. So, yeah, I mean, it's couple times a year I head out that it's couple times a year I head out that it's couple times a year I head out that way. way. way. » Okay. » Okay. » Okay. » Um I've had an opportunity over the » Um I've had an opportunity over the » Um I've had an opportunity over the years to spend time in Singapore, years to spend time in Singapore, years to spend time in Singapore, in Europe, in London. in Europe, in London. in Europe, in London. And then of course um And then of course um And then of course um you know, here in the States, Houston, you know, here in the States, Houston, you know, here in the States, Houston, New York, um some of those other New York, um some of those other New York, um some of those other » Yeah. » Yeah. » Yeah. » [clears throat] » [clears throat] » [clears throat] » trading areas, which is you know, the » trading areas, which is you know, the » trading areas, which is you know, the last 15 years or so. last 15 years or so. last 15 years or so. Prior to going over back to the Central Prior to going over back to the Central Prior to going over back to the Central IT group, I spent in commodities trading IT group, I spent in commodities trading IT group, I spent in commodities trading and um led up some groups over in that and um led up some groups over in that and um led up some groups over in that area. So, area. So, area. So, » Okay. So, a lot of leadership, so a lot » Okay. So, a lot of leadership, so a lot » Okay. So, a lot of leadership, so a lot of team. Yeah, how many people are of team. Yeah, how many people are of team. Yeah, how many people are » Currently » Currently » Currently » under you? » under you? » under you? » I You know what? That's a good question. » I You know what? That's a good question. » I You know what? That's a good question. I I don't keep stats on that, but I I I don't keep stats on that, but I I I don't keep stats on that, but I think it's around 65. think it's around 65. think it's around 65. » Okay. » Okay. » Okay. » Um and I have a group of leaders at Coke » Um and I have a group of leaders at Coke » Um and I have a group of leaders at Coke that um that um that um are fantastic, you know, they make my are fantastic, you know, they make my are fantastic, you know, they make my job easy. job easy. job easy. And I've always believed that it's And I've always believed that it's And I've always believed that it's important to put smarter people around important to put smarter people around important to put smarter people around you than to try to be the smartest one in than to try to be the smartest one in than to try to be the smartest one in the room. the room. the room. » Sign of a good leader, they say. » Sign of a good leader, they say. » Sign of a good leader, they say. » you very much. » you very much. » you very much. » » » » So, what part of Coke are you? Are » So, what part of Coke are you? Are » So, what part of Coke are you? Are you in an IT group that's across you in an IT group that's across you in an IT group that's across multiple Coke multiple Coke multiple Coke » Yeah, so right now I'm in a group called » Yeah, so right now I'm in a group called » Yeah, so right now I'm in a group called Coke Technology and Coke Technology and Coke Technology and [clears throat] they kind of and [clears throat] they kind of and [clears throat] they kind of have more of an enterprise view. We work have more of an enterprise view. We work have more of an enterprise view. We work with all the different businesses. Think with all the different businesses. Think with all the different businesses. Think of it this way is we're we're like the of it this way is we're we're like the of it this way is we're we're like the um um um this is kind of a medical thing, but it this is kind of a medical thing, but it this is kind of a medical thing, but it makes sense. Like if you the makes sense. Like if you the makes sense. Like if you the hypothalamus of the brain, right? It's hypothalamus of the brain, right? It's hypothalamus of the brain, right? It's one of those things that runs in the one of those things that runs in the one of those things that runs in the background and when it's running background and when it's running background and when it's running well, all of the parts of the body are well, all of the parts of the body are well, all of the parts of the body are working well, but when the when the working well, but when the when the working well, but when the when the hypothalamus starts messing up, then hypothalamus starts messing up, then hypothalamus starts messing up, then um then um then um it it starts messing up a lot of other it it starts messing up a lot of other it it starts messing up a lot of other things. And and so it it it's the things. And and so it it it's the things. And and so it it it's the it's the critical but non-strategic it's the critical but non-strategic it's the critical but non-strategic aspects of the body that are important aspects of the body that are important aspects of the body that are important here. So, we run here. So, we run here. So, we run the servers, we run the infrastructure, the servers, we run the infrastructure, the servers, we run the infrastructure, the cloud systems, the cloud systems, the cloud systems, all of those things that are not bespoke all of those things that are not bespoke all of those things that are not bespoke to a business, but yet are important and to a business, but yet are important and to a business, but yet are important and they're more commoditized and they're more commoditized and they're more commoditized type of IT services. type of IT services. type of IT services. » So, are you only assisting enterprises » So, are you only assisting enterprises » So, are you only assisting enterprises owned by Coke? owned by Coke? owned by Coke? » Yes. » Yes. » Yes. » Great. » Great. » Great. Yeah, that's fascinating. Yeah, that's fascinating. Yeah, that's fascinating. » Yeah, I bet. I bet. Yeah. » Yeah, I bet. I bet. Yeah. » Yeah, I bet. I bet. Yeah. » Yeah. » Yeah. » Yeah. » How many different entities are they a » How many different entities are they a » How many different entities are they a part of? part of? part of? » don't even ask me that. I don't even » don't even ask me that. I don't even » don't even ask me that. I don't even know. know. know. » It's got to be » It's got to be » It's got to be » You know, when I first started out » You know, when I first started out » You know, when I first started out there, it was like 10,000 people. And there, it was like 10,000 people. And there, it was like 10,000 people. And there it's well over 100 now. there it's well over 100 now. there it's well over 100 now. » Jeez. » Jeez. » Jeez. » And multiple countries. There are » And multiple countries. There are » And multiple countries. There are entities that I'm not even aware of, entities that I'm not even aware of, entities that I'm not even aware of, » Are they the second largest privately » Are they the second largest privately » Are they the second largest privately held » Last I knew they were. » Last I knew they were. » Last I knew they were. » Yeah, okay. » Yeah, okay. » Yeah, okay. » Yeah. » Yeah. » Yeah. » Yeah. Yeah, cuz it was what was the one » Yeah. Yeah, cuz it was what was the one » Yeah. Yeah, cuz it was what was the one that was number It was like back and that was number It was like back and that was number It was like back and forth between Cargill. Yeah, it was forth between Cargill. Yeah, it was forth between Cargill. Yeah, it was Cargill and Coke like back and forth. Cargill and Coke like back and forth. Cargill and Coke like back and forth. And Cargill's been going through a lot And Cargill's been going through a lot And Cargill's been going through a lot of changes of changes of changes I've seen in the especially in the I've seen in the especially in the I've seen in the especially in the Wichita market. Wichita market. Wichita market. » That's right. » That's right. » That's right. » Um, that's crazy. Okay, so now let's » Um, that's crazy. Okay, so now let's » Um, that's crazy. Okay, so now let's jump into jump into jump into » I get into painting? » I get into painting? » I get into painting? » Yeah, so you've done that for 32 years. » Yeah, so you've done that for 32 years. » Yeah, so you've done that for 32 years. How long have you owned a painting How long have you owned a painting How long have you owned a painting company? company? company? » since 2022. » since 2022. » since 2022. » Okay, yeah. So not terribly long, 4 » Okay, yeah. So not terribly long, 4 » Okay, yeah. So not terribly long, 4 years. years. years. » Yeah, you know, I think that the biggest » Yeah, you know, I think that the biggest » Yeah, you know, I think that the biggest thing that drove to the painting, um, thing that drove to the painting, um, thing that drove to the painting, um, two things. One is, um, two things. One is, um, two things. One is, um, as a consumer, as a consumer, as a consumer, I've had some of my own personal I've had some of my own personal I've had some of my own personal experiences with home services. And and experiences with home services. And and experiences with home services. And and those experiences haven't always been those experiences haven't always been those experiences haven't always been that great. that great. that great. And and it starts with just being able And and it starts with just being able And and it starts with just being able to answer the phone. to answer the phone. to answer the phone. » Yeah. » Yeah. » Yeah. » And I and so when I look at these » And I and so when I look at these » And I and so when I look at these opportunities, I said, well, I can opportunities, I said, well, I can opportunities, I said, well, I can answer the phone. answer the phone. answer the phone. And that's not a problem. And and so And that's not a problem. And and so And that's not a problem. And and so that bar wasn't too high and there's that bar wasn't too high and there's that bar wasn't too high and there's a part of me that says, I can do better. a part of me that says, I can do better. a part of me that says, I can do better. By nature, pretty competitive person. So By nature, pretty competitive person. So By nature, pretty competitive person. So I I I » You don't You don't » You don't You don't » You don't You don't » It's exhausting. Yeah, yeah. You're » It's exhausting. Yeah, yeah. You're » It's exhausting. Yeah, yeah. You're on our numbers in our BNI on our numbers in our BNI on our numbers in our BNI group every week. I'm sitting there like group every week. I'm sitting there like group every week. I'm sitting there like trying not to make eye contact. Pretty trying not to make eye contact. Pretty trying not to make eye contact. Pretty low on the list. low on the list. low on the list. » better. » better. » better. » » » » I need to be more competitive. » I need to be more competitive. » I need to be more competitive. » So, yeah, it was I I know that we can do » So, yeah, it was I I know that we can do » So, yeah, it was I I know that we can do better in this space. Um, better in this space. Um, better in this space. Um, obviously home services is built upon obviously home services is built upon obviously home services is built upon relationships. You can go and paint relationships. You can go and paint relationships. You can go and paint anyone's home, but we really want to anyone's home, but we really want to anyone's home, but we really want to have it more based upon have it more based upon have it more based upon the experience, the relationship, and the experience, the relationship, and the experience, the relationship, and more than just a paint job. and more than just a paint job. and more than just a paint job. » Yeah. » Yeah. » Yeah. » And we And we want an experience and a » And we And we want an experience and a » And we And we want an experience and a positive experience out of out of it. positive experience out of out of it. positive experience out of out of it. » So service is a big category. Why paint? » So service is a big category. Why paint? » So service is a big category. Why paint? » Well, so that's the second part of it » Well, so that's the second part of it » Well, so that's the second part of it is, you know, what drove me to is, you know, what drove me to is, you know, what drove me to even considering it other than I know even considering it other than I know even considering it other than I know that I could do better. Um, that I could do better. Um, that I could do better. Um, that might have been the second part. that might have been the second part. that might have been the second part. The first part was The first part was The first part was even though I work for a company that even though I work for a company that even though I work for a company that really is really is really is embraces the idea of embraces the idea of embraces the idea of entrepreneurialship [snorts] entrepreneurialship [snorts] entrepreneurialship [snorts] and strategic decision-making and strategic decision-making and strategic decision-making and decision rights and pushing those down decision rights and pushing those down decision rights and pushing those down into the organization. into the organization. into the organization. There's still an element of true There's still an element of true There's still an element of true ownership that's missing and um ownership that's missing and um ownership that's missing and um and so what I've all I really enjoyed and so what I've all I really enjoyed and so what I've all I really enjoyed was that opportunity to like own it all. was that opportunity to like own it all. was that opportunity to like own it all. The whole supply chain. The whole supply chain. The whole supply chain. » Yeah. » Yeah. » Yeah. » From the time that you » From the time that you » From the time that you find a customer, acquire a customer, run find a customer, acquire a customer, run find a customer, acquire a customer, run them through the process. You know, all them through the process. You know, all them through the process. You know, all of a sudden now I have to start actually of a sudden now I have to start actually of a sudden now I have to start actually remembering the things they taught me in remembering the things they taught me in remembering the things they taught me in college cuz, you know, I think I was college cuz, you know, I think I was college cuz, you know, I think I was half asleep half the time. Accounting, half asleep half the time. Accounting, half asleep half the time. Accounting, marketing, marketing, marketing, finance, finance, finance, um sales, all of all of the things that um sales, all of all of the things that um sales, all of all of the things that you don't even really think um you don't even really think um you don't even really think um you need to know. need to know. need to know. Taxes. Taxes. Taxes. » Yeah. » Yeah. » Yeah. » I mean, I really slept through that » I mean, I really slept through that » I mean, I really slept through that class. Um class. Um class. Um » We I do every year. » We I do every year. » We I do every year. » But but then, you know, like the » But but then, you know, like the » But but then, you know, like the whole element of of owning it all and whole element of of owning it all and whole element of of owning it all and feeling challenged in a new way. and feeling challenged in a new way. and feeling challenged in a new way. Um it was that was that was the bug. Um it was that was that was the bug. Um it was that was that was the bug. That was the piece that was really kind That was the piece that was really kind That was the piece that was really kind of missing from just what corporate of missing from just what corporate of missing from just what corporate overall can get me. Because they're like overall can get me. Because they're like overall can get me. Because they're like very specific departments that have very specific departments that have very specific departments that have those responsibilities. those responsibilities. those responsibilities. » a silo of the whole thing. Yeah. » a silo of the whole thing. Yeah. » a silo of the whole thing. Yeah. » And even though I have exposure to those » And even though I have exposure to those » And even though I have exposure to those things, I didn't have true things, I didn't have true things, I didn't have true involvement and ownership of it. And and involvement and ownership of it. And and involvement and ownership of it. And and so um actually, you know what? I'm also so um actually, you know what? I'm also so um actually, you know what? I'm also HR and you can ask my team how great of HR and you can ask my team how great of HR and you can ask my team how great of an HR leader I am. an HR leader I am. an HR leader I am. » » » » It's the running joke. It's the running » It's the running joke. It's the running » It's the running joke. It's the running joke. I'm probably the worst offender. joke. I'm probably the worst offender. joke. I'm probably the worst offender. » » » » I'm probably the one that needs HR the » I'm probably the one that needs HR the » I'm probably the one that needs HR the most. most. most. » [gasps] » [gasps] » [gasps] » No, but it's great. I think it's really » No, but it's great. I think it's really » No, but it's great. I think it's really that entrepreneurial bug that was truly that entrepreneurial bug that was truly that entrepreneurial bug that was truly kind of that one last piece of kind of that one last piece of kind of that one last piece of fulfillment that I I was looking to fulfillment that I I was looking to fulfillment that I I was looking to have. And have. And have. And and so you couple that with and so you couple that with and so you couple that with why painting um why painting um why painting um we we we knew that starting a business we we we knew that starting a business we we we knew that starting a business is not easy and um is not easy and um is not easy and um when it came down to all of the when it came down to all of the when it came down to all of the aspects of starting it, why not look aspects of starting it, why not look aspects of starting it, why not look into a situation where somebody can give into a situation where somebody can give into a situation where somebody can give you some tools to get a head start? And you some tools to get a head start? And you some tools to get a head start? And so that's really why franchising was a so that's really why franchising was a so that's really why franchising was a little bit of an attractive thing for little bit of an attractive thing for little bit of an attractive thing for us. us. us. » Yeah. » Yeah. » Yeah. » Um they give you the tools, the » Um they give you the tools, the » Um they give you the tools, the processes to get started. And even at processes to get started. And even at processes to get started. And even at that, it's still hard. It's very hard that, it's still hard. It's very hard that, it's still hard. It's very hard [clears throat] and um [clears throat] and um [clears throat] and um and so we had met up with a broker, uh and so we had met up with a broker, uh and so we had met up with a broker, uh franchise broker. So I look at it this franchise broker. So I look at it this franchise broker. So I look at it this way. Franchise broker acts as a like um way. Franchise broker acts as a like um way. Franchise broker acts as a like um a matchmaker, you know, like a dating a matchmaker, you know, like a dating a matchmaker, you know, like a dating matchmaker. You you do interviews. matchmaker. You you do interviews. matchmaker. You you do interviews. They with the broker, they find out what They with the broker, they find out what They with the broker, they find out what you're looking for, what you're not you're looking for, what you're not you're looking for, what you're not looking for. looking for. looking for. I think we probably spent about 10 hours I think we probably spent about 10 hours I think we probably spent about 10 hours of our of our lives talking to this of our of our lives talking to this of our of our lives talking to this individual. And then what they did is individual. And then what they did is individual. And then what they did is they went they went they went » agnostic to like all franchises? » agnostic to like all franchises? » agnostic to like all franchises? » they're independent. » they're independent. » they're independent. » Cool. I never even knew that's a thing. » Cool. I never even knew that's a thing. » Cool. I never even knew that's a thing. » And so then they go back and they » And so then they go back and they » And so then they go back and they kind of assess what our interests are kind of assess what our interests are kind of assess what our interests are and where they think that we might be and where they think that we might be and where they think that we might be fitted. fitted. fitted. And then they came back with four And then they came back with four And then they came back with four different opportunities to look at. And different opportunities to look at. And different opportunities to look at. And what was interesting about it was what was interesting about it was what was interesting about it was when we went through the options, when we went through the options, when we went through the options, they never really told us the name of they never really told us the name of they never really told us the name of the company. They just described the company. They just described the company. They just described the aspects of the company aspects of the company aspects of the company because I don't believe that they wanted because I don't believe that they wanted because I don't believe that they wanted us to have a preconceived us to have a preconceived us to have a preconceived bias or notion about it. bias or notion about it. bias or notion about it. » And after hearing all four of them, they » And after hearing all four of them, they » And after hearing all four of them, they revealed the names and then we went revealed the names and then we went revealed the names and then we went and were interested in all four. and were interested in all four. and were interested in all four. And then we went back to meet the teams, And then we went back to meet the teams, And then we went back to meet the teams, meet at the franchise level, met the meet at the franchise level, met the meet at the franchise level, met the teams, started doing some more teams, started doing some more teams, started doing some more discovery. We took We took meetings and discovery. We took We took meetings and discovery. We took We took meetings and calls with other owners in each one of calls with other owners in each one of calls with other owners in each one of these spaces. these spaces. these spaces. And we reviewed, obviously being a tech And we reviewed, obviously being a tech And we reviewed, obviously being a tech person, you know, what kind of systems person, you know, what kind of systems person, you know, what kind of systems and processes do they have in place? And and processes do they have in place? And and processes do they have in place? And that was an important aspect. that was an important aspect. that was an important aspect. » Yeah. » Yeah. » Yeah. » So um » So um » So um just through process of elimination is just through process of elimination is just through process of elimination is is how we ended up on 360 paintings. So, is how we ended up on 360 paintings. So, is how we ended up on 360 paintings. So, yeah, here we are today. yeah, here we are today. yeah, here we are today. » It's it's it's so and I can't even like » It's it's it's so and I can't even like » It's it's it's so and I can't even like judge anybody that gets into an industry judge anybody that gets into an industry judge anybody that gets into an industry that had no background in it cuz that's that had no background in it cuz that's that had no background in it cuz that's 100% what I did. 100% what I did. 100% what I did. » Yeah. » Yeah. » Yeah. » I didn't know how to clean. I ruined a » I didn't know how to clean. I ruined a » I didn't know how to clean. I ruined a lot of carpets. That's the first thing I lot of carpets. That's the first thing I lot of carpets. That's the first thing I did. And I mean, we didn't know how to did. And I mean, we didn't know how to did. And I mean, we didn't know how to dry carpet, you know. Sorry to the first dry carpet, you know. Sorry to the first dry carpet, you know. Sorry to the first five customers we had. That was a rough five customers we had. That was a rough five customers we had. That was a rough week, right? Like we had no clue. And I week, right? Like we had no clue. And I week, right? Like we had no clue. And I think back to that moment and that's think back to that moment and that's think back to that moment and that's kind of what a franchise can mitigate, kind of what a franchise can mitigate, kind of what a franchise can mitigate, right? Like right? Like right? Like » Yes, yeah, a little bit. » Yes, yeah, a little bit. » Yes, yeah, a little bit. » you jump into it, it's like » you jump into it, it's like » you jump into it, it's like jumping into business with someone jumping into business with someone jumping into business with someone that's done it for 20 years, that's done it for 20 years, that's done it for 20 years, essentially, and combine all the essentially, and combine all the essentially, and combine all the different franchise locations, all that different franchise locations, all that different franchise locations, all that data they've collected, data they've collected, data they've collected, » Yes. » Yes. » Yes. » all those experiences, » all those experiences, » all those experiences, processes. It fast-tracks. So, even if a processes. It fast-tracks. So, even if a processes. It fast-tracks. So, even if a franchise is only, franchise is only, franchise is only, you know, 5 years old, you know, 5 years old, you know, 5 years old, fast forward, you can multiply that by a fast forward, you can multiply that by a fast forward, you can multiply that by a lot cuz they're probably acquiring or lot cuz they're probably acquiring or lot cuz they're probably acquiring or have people on the team that had a lot have people on the team that had a lot have people on the team that had a lot of experience of experience of experience » Yeah. » Yeah. » Yeah. » specific industry. And I feel like most » specific industry. And I feel like most » specific industry. And I feel like most franchises start with an acquisition of franchises start with an acquisition of franchises start with an acquisition of an independent an independent an independent » Yes, yes. » Yes, yes. » Yes, yes. » that has a ton of experience. Did 360 » that has a ton of experience. Did 360 » that has a ton of experience. Did 360 painting? What was the origin of 360 painting? What was the origin of 360 painting? What was the origin of 360 painting? painting? painting? » Oh, well, yeah, now I'm Now you're » Oh, well, yeah, now I'm Now you're » Oh, well, yeah, now I'm Now you're putting me on the spot. Like I really putting me on the spot. Like I really putting me on the spot. Like I really know the history there. Um, you know, I know the history there. Um, you know, I know the history there. Um, you know, I do believe that there was a do believe that there was a do believe that there was a individual, you know, I think part of individual, you know, I think part of individual, you know, I think part of that then decided that this is that then decided that this is that then decided that this is something that's scalable and I and I something that's scalable and I and I something that's scalable and I and I have enough in my processes and have enough in my processes and have enough in my processes and procedures that I can then branch this procedures that I can then branch this procedures that I can then branch this out. So, um out. So, um out. So, um » then was a good fit. Are they How many » then was a good fit. Are they How many » then was a good fit. Are they How many other types of franchises are under other types of franchises are under other types of franchises are under » The » The » The » Yeah, so like » Yeah, so like » Yeah, so like » franchisor? » franchisor? » franchisor? » The franchisor. » The franchisor. » The franchisor. » Yeah, it's it's the head the lead » Yeah, it's it's the head the lead » Yeah, it's it's the head the lead company's called Premium Service Brands. company's called Premium Service Brands. company's called Premium Service Brands. » Okay. » Okay. » Okay. » Um » Um » Um garage doors, garage doors, garage doors, » Okay. » Okay. » Okay. » um » um » um um handyman services, grout, um handyman services, grout, um handyman services, grout, » Hm. » Hm. » Hm. » uh maid cleaning services, » uh maid cleaning services, » uh maid cleaning services, plumbing, plumbing, plumbing, um um um » So, pretty much everything. » So, pretty much everything. » So, pretty much everything. » A of different things and they've » A of different things and they've » A of different things and they've acquired some other acquired some other acquired some other » um Melissa, the Closet. » um Melissa, the Closet. » um Melissa, the Closet. » Yeah, Kitchen Wise Closet Wise. So, » Yeah, Kitchen Wise Closet Wise. So, » Yeah, Kitchen Wise Closet Wise. So, yeah, they're they're part of that same yeah, they're they're part of that same yeah, they're they're part of that same family as well. So, yeah, Melissa's in family as well. So, yeah, Melissa's in family as well. So, yeah, Melissa's in our BNI group. our BNI group. our BNI group. » Yeah, yeah. Little shout out to them. » Yeah, yeah. Little shout out to them. » Yeah, yeah. Little shout out to them. Little shout out, yeah. Little shout out, yeah. Little shout out, yeah. Uh Uh Uh » And and the interesting thing is is » And and the interesting thing is is » And and the interesting thing is is having them here in the Wichita area, having them here in the Wichita area, having them here in the Wichita area, you know, we we have the opportunity to you know, we we have the opportunity to you know, we we have the opportunity to collaborate um collaborate um collaborate um because we're feeling the same because we're feeling the same because we're feeling the same pains, struggles, challenges. Um and so, pains, struggles, challenges. Um and so, pains, struggles, challenges. Um and so, you know, however we can help each other you know, however we can help each other you know, however we can help each other out. Um out. Um out. Um It's always good to have a brother or It's always good to have a brother or It's always good to have a brother or sister in the sister in the sister in the » Right. » Right. » Right. » in the neighborhood. » in the neighborhood. » in the neighborhood. » And part of the family kind of, you » And part of the family kind of, you » And part of the family kind of, you know, it's like a different know, it's like a different know, it's like a different uh segment of the market, but it's uh segment of the market, but it's uh segment of the market, but it's similar. You kind of have the same similar. You kind of have the same similar. You kind of have the same people around you, I'm assuming, at the people around you, I'm assuming, at the people around you, I'm assuming, at the franchise level. franchise level. franchise level. Across from plumbing to painting, Across from plumbing to painting, Across from plumbing to painting, they're working with similar. Yeah. they're working with similar. Yeah. they're working with similar. Yeah. » So, [snorts] » So, [snorts] » So, [snorts] uh uh uh back on not to keep um back on not to keep um back on not to keep um a stuck on this topic, but I'm curious. a stuck on this topic, but I'm curious. a stuck on this topic, but I'm curious. So, the painting, back to why the So, the painting, back to why the So, the painting, back to why the painting, that one seemed like the right painting, that one seemed like the right painting, that one seemed like the right fit. What was that moment where you were fit. What was that moment where you were fit. What was that moment where you were like, this is the service industry, like, this is the service industry, like, this is the service industry, specifically painting, or was it the specifically painting, or was it the specifically painting, or was it the model of it? What was really attractive? model of it? What was really attractive? model of it? What was really attractive? » Well, you know, I um » Well, you know, I um » Well, you know, I um you can ask Lance, my husband, and you can ask Lance, my husband, and you can ask Lance, my husband, and for years before I got super busy um for years before I got super busy um for years before I got super busy um with kids [clears throat] growing up, um with kids [clears throat] growing up, um with kids [clears throat] growing up, um he would say that I was like the Norm, he would say that I was like the Norm, he would say that I was like the Norm, you know, Norm from Cheers, how like you know, Norm from Cheers, how like you know, Norm from Cheers, how like everybody knew Norm when he walked in. everybody knew Norm when he walked in. everybody knew Norm when he walked in. Hey, Norm. You know, you'd walk in. Hey, Norm. You know, you'd walk in. Hey, Norm. You know, you'd walk in. Well, that was me at Sherwin-Williams. Well, that was me at Sherwin-Williams. Well, that was me at Sherwin-Williams. And so, I as a as an individual, I And so, I as a as an individual, I And so, I as a as an individual, I always would walk in and I'd want to always would walk in and I'd want to always would walk in and I'd want to repaint a room and I'd always be repaint a room and I'd always be repaint a room and I'd always be changing something. changing something. changing something. » Friday hits, what are you going to do » Friday hits, what are you going to do » Friday hits, what are you going to do this weekend? Oh, I had to this weekend? Oh, I had to this weekend? Oh, I had to Sherwin-Williams. Sherwin-Williams. Sherwin-Williams. » Oh, yeah. I mean, I was like the perfect » Oh, yeah. I mean, I was like the perfect » Oh, yeah. I mean, I was like the perfect DIYer for years. I love to paint. Very DIYer for years. I love to paint. Very DIYer for years. I love to paint. Very therapeutic for me. And and so, I felt therapeutic for me. And and so, I felt therapeutic for me. And and so, I felt comfortable in the space already just comfortable in the space already just comfortable in the space already just because I was such a because I was such a because I was such a I would say a a a a rookie, but very I would say a a a a rookie, but very I would say a a a a rookie, but very dedicated painter. dedicated painter. dedicated painter. » Yeah. » Yeah. » Yeah. » Um and so that made it easy » Um and so that made it easy » Um and so that made it easy um um um to to make that choice. It was It was to to make that choice. It was It was to to make that choice. It was It was new, but it was also something that I new, but it was also something that I new, but it was also something that I felt very comfortable with. felt very comfortable with. felt very comfortable with. » Yeah, interesting. That's totally my » Yeah, interesting. That's totally my » Yeah, interesting. That's totally my wife. Maybe she should start another uh wife. Maybe she should start another uh wife. Maybe she should start another uh 360 painting franchise somewhere else. 360 painting franchise somewhere else. 360 painting franchise somewhere else. Yeah. Yeah. Yeah. » » » » She loves to paint. » She loves to paint. » She loves to paint. » Like you need more to do, Sam. » Like you need more to do, Sam. » Like you need more to do, Sam. » Yeah, right. Oh my goodness. » Yeah, right. Oh my goodness. » Yeah, right. Oh my goodness. She doesn't let me paint. I'm not as you She doesn't let me paint. I'm not as you She doesn't let me paint. I'm not as you can imagine can imagine can imagine » Yeah, that's probably a good idea. » Yeah, that's probably a good idea. » Yeah, that's probably a good idea. » really I'm going to go fast. Like give » really I'm going to go fast. Like give » really I'm going to go fast. Like give me the roller. me the roller. me the roller. And oh, we don't need to prime this. And oh, we don't need to prime this. And oh, we don't need to prime this. » » » » Let's just go straight to the color. » Let's just go straight to the color. » Let's just go straight to the color. What could go wrong? Oh, now I see. It's What could go wrong? Oh, now I see. It's What could go wrong? Oh, now I see. It's important. Um okay, so fast forward important. Um okay, so fast forward important. Um okay, so fast forward through this. Your your husband's also through this. Your your husband's also through this. Your your husband's also in the service industry. in the service industry. in the service industry. » Yes. » Yes. » Yes. » Um how long has he been and what is he » Um how long has he been and what is he » Um how long has he been and what is he doing? What is his company? doing? What is his company? doing? What is his company? » first started 360, you know, like I » first started 360, you know, like I » first started 360, you know, like I still have my corporate job. And at that still have my corporate job. And at that still have my corporate job. And at that time when we started, Lance also had his time when we started, Lance also had his time when we started, Lance also had his corporate job. So we we started the corporate job. So we we started the corporate job. So we we started the business with in what they call a CEO business with in what they call a CEO business with in what they call a CEO model or a semi-absentee model. model or a semi-absentee model. model or a semi-absentee model. And from the very get beginning, we And from the very get beginning, we And from the very get beginning, we hired a general manager. hired a general manager. hired a general manager. » Yeah. » Yeah. » Yeah. » And um you know, » And um you know, » And um you know, it was an interesting journey because it was an interesting journey because it was an interesting journey because Chuck was with us before we even bought Chuck was with us before we even bought Chuck was with us before we even bought the business. In fact, we were talking the business. In fact, we were talking the business. In fact, we were talking to Chuck about this opportunity before to Chuck about this opportunity before to Chuck about this opportunity before we even picked which franchise we were we even picked which franchise we were we even picked which franchise we were going to go with. And so he was actually going to go with. And so he was actually going to go with. And so he was actually part of that decision part of that decision part of that decision » That's cool. » That's cool. » That's cool. » with us. And he went with us out to meet » with us. And he went with us out to meet » with us. And he went with us out to meet the team before we made the decision. the team before we made the decision. the team before we made the decision. He went through all of the training. Um He went through all of the training. Um He went through all of the training. Um and he's been there the whole time. and he's been there the whole time. and he's been there the whole time. But when we started our second But when we started our second But when we started our second franchise, at that point we knew that it franchise, at that point we knew that it franchise, at that point we knew that it was a be going to be too much to run was a be going to be too much to run was a be going to be too much to run both those businesses in a semi-absentee both those businesses in a semi-absentee both those businesses in a semi-absentee model. model. model. » So your husband has a fran- started a » So your husband has a fran- started a » So your husband has a fran- started a franchise, too. franchise, too. franchise, too. » Yes, we have two franchises. » Yes, we have two franchises. » Yes, we have two franchises. » Yeah, two franchises. Okay, that's where » Yeah, two franchises. Okay, that's where » Yeah, two franchises. Okay, that's where I was getting confused. No, I know he I was getting confused. No, I know he I was getting confused. No, I know he has a service company. I didn't realize has a service company. I didn't realize has a service company. I didn't realize it was a franchise. it was a franchise. it was a franchise. » a franchise. » a franchise. » a franchise. » And I can't remember what it was. » And I can't remember what it was. » And I can't remember what it was. » It's called temporary wall systems. » It's called temporary wall systems. » It's called temporary wall systems. » Temporary wall systems. Okay. » Temporary wall systems. Okay. » Temporary wall systems. Okay. » That's right. Um and a little bit » That's right. Um and a little bit » That's right. Um and a little bit different. It's more of a B2B business. different. It's more of a B2B business. different. It's more of a B2B business. Uh we work in construction spaces. We'll Uh we work in construction spaces. We'll Uh we work in construction spaces. We'll go out if if there is a remodel that go out if if there is a remodel that go out if if there is a remodel that needs to take place, but they want to needs to take place, but they want to needs to take place, but they want to continue to to stay operational. We can continue to to stay operational. We can continue to to stay operational. We can come in, put the containment, the wall come in, put the containment, the wall come in, put the containment, the wall containment in place, stay operational containment in place, stay operational containment in place, stay operational on one side, and construct on the other. on one side, and construct on the other. on one side, and construct on the other. » Interesting. » Interesting. » Interesting. » And um so I don't know if you fly much. » And um so I don't know if you fly much. » And um so I don't know if you fly much. Well, you don't get out of the country Well, you don't get out of the country Well, you don't get out of the country much, but do you fly much? much, but do you fly much? much, but do you fly much? » Yeah, a little bit. » Yeah, a little bit. » Yeah, a little bit. » Okay, well, we're actually at the » Okay, well, we're actually at the » Okay, well, we're actually at the airport right now cuz they're doing a airport right now cuz they're doing a airport right now cuz they're doing a remodel and those are our walls. remodel and those are our walls. remodel and those are our walls. » Those are your walls. Okay. » Those are your walls. Okay. » Those are your walls. Okay. » our walls. » our walls. » our walls. » How long will they be there? » How long will they be there? » How long will they be there? » Oh, um » Oh, um » Oh, um A few more a few more weeks. A few more a few more weeks. A few more a few more weeks. » Yeah. » Yeah. » Yeah. » Yeah, I don't know. I'm like » Yeah, I don't know. I'm like » Yeah, I don't know. I'm like » Yeah, it's interesting. » Yeah, it's interesting. » Yeah, it's interesting. » the business. I'm just curious how long » the business. I'm just curious how long » the business. I'm just curious how long that will be. I'm like, all I ask is how much will be. I'm like, all I ask is how much will be. I'm like, all I ask is how much money did we make this month? money did we make this month? money did we make this month? » Right, yeah. So he left his » Right, yeah. So he left his » Right, yeah. So he left his job and he's all in on that now. job and he's all in on that now. job and he's all in on that now. » Yeah, yeah, yeah. And and then he has » Yeah, yeah, yeah. And and then he has » Yeah, yeah, yeah. And and then he has oversight on 360 as well. So he's he's oversight on 360 as well. So he's he's oversight on 360 as well. So he's he's really involved. Um really involved. Um really involved. Um um and on the walls business, so we have um and on the walls business, so we have um and on the walls business, so we have the Wichita territory and you know, the Wichita territory and you know, the Wichita territory and you know, Wichita's very localized and then you Wichita's very localized and then you Wichita's very localized and then you have a lot of rural outside of that. have a lot of rural outside of that. have a lot of rural outside of that. It's it's one of those things where we It's it's one of those things where we It's it's one of those things where we we can pretty much serve all of the we can pretty much serve all of the we can pretty much serve all of the state. state. state. » Yeah. » Yeah. » Yeah. » But on top of that, we bought a couple » But on top of that, we bought a couple » But on top of that, we bought a couple of other territories, one in northwest of other territories, one in northwest of other territories, one in northwest Arkansas and one in Little Rock. So Arkansas and one in Little Rock. So Arkansas and one in Little Rock. So essentially, you know, we kind of can essentially, you know, we kind of can essentially, you know, we kind of can service all of Arkansas as well. So he's service all of Arkansas as well. So he's service all of Arkansas as well. So he's he's running back and forth now between he's running back and forth now between he's running back and forth now between Kansas and Arkansas and we have a Kansas and Arkansas and we have a Kansas and Arkansas and we have a we have a sales manager that's territory we have a sales manager that's territory we have a sales manager that's territory manager that's based out of Little Rock manager that's based out of Little Rock manager that's based out of Little Rock that works with us now. So we've that works with us now. So we've that works with us now. So we've got our first hire over there. got our first hire over there. got our first hire over there. » Crazy. » Crazy. » Crazy. » Um and yeah, it's been fun. I mean, we » Um and yeah, it's been fun. I mean, we » Um and yeah, it's been fun. I mean, we just love I don't know. It's like that just love I don't know. It's like that just love I don't know. It's like that second franchise. We just got this second franchise. We just got this second franchise. We just got this entrepreneurial bug and we just can't entrepreneurial bug and we just can't entrepreneurial bug and we just can't like it's kind of addicting. like it's kind of addicting. like it's kind of addicting. » Yeah. » Yeah. » Yeah. » » » » I know what you're talking about. » I know what you're talking about. » I know what you're talking about. » I'm sure you don't. » I'm sure you don't. » I'm sure you don't. Like, I learned this morning that you Like, I learned this morning that you Like, I learned this morning that you have like 15 other businesses have like 15 other businesses have like 15 other businesses that I wasn't even aware of. that I wasn't even aware of. that I wasn't even aware of. » That's wild. That's cool. That's really » That's wild. That's cool. That's really » That's wild. That's cool. That's really neat that's a I I think I had in my neat that's a I I think I had in my neat that's a I I think I had in my head that he had a service company cuz head that he had a service company cuz head that he had a service company cuz of the BNI reference. Uh and I I don't of the BNI reference. Uh and I I don't of the BNI reference. Uh and I I don't think we ever got to that point of it think we ever got to that point of it think we ever got to that point of it was also a franchise. Is it under a was also a franchise. Is it under a was also a franchise. Is it under a different franchise or different franchise or different franchise or » That's right. Yeah. » That's right. Yeah. » That's right. Yeah. » That's cool. » That's cool. » That's cool. » And you know, we had looked potentially » And you know, we had looked potentially » And you know, we had looked potentially at stacking with 360. at stacking with 360. at stacking with 360. You know, maybe Well, handyman services You know, maybe Well, handyman services You know, maybe Well, handyman services fit right in with painting. And so, it's fit right in with painting. And so, it's fit right in with painting. And so, it's a very attractive kind of business a very attractive kind of business a very attractive kind of business model. model. model. But, you know, we're thinking about But, you know, we're thinking about But, you know, we're thinking about um um um it's bigger than just painting and it's bigger than just painting and it's bigger than just painting and handyman services. We we try to think as handyman services. We we try to think as handyman services. We we try to think as strategically as possible on how strategically as possible on how strategically as possible on how these things really work. Um these things really work. Um these things really work. Um if if you're in a B2C business and it's if if you're in a B2C business and it's if if you're in a B2C business and it's home services, if you're having a home services, if you're having a home services, if you're having a downturn in home services, it's likely downturn in home services, it's likely downturn in home services, it's likely going to affect handyman as much as it going to affect handyman as much as it going to affect handyman as much as it is painting. is painting. is painting. And so, if we're going to diversify our And so, if we're going to diversify our And so, if we're going to diversify our portfolio, we were looking to do portfolio, we were looking to do portfolio, we were looking to do something more like a B2B something more like a B2B something more like a B2B in a different space, different business in a different space, different business in a different space, different business model. I mean, this holds this obviously model. I mean, this holds this obviously model. I mean, this holds this obviously holds a lot of inventory. Painting does holds a lot of inventory. Painting does holds a lot of inventory. Painting does not. not. not. Um and it's a rental model. And so, Um and it's a rental model. And so, Um and it's a rental model. And so, the way that we earn is different. The the way that we earn is different. The the way that we earn is different. The way that we acquire customers is way that we acquire customers is way that we acquire customers is different. different. different. And and so, that was really attractive And and so, that was really attractive And and so, that was really attractive to us. to us. to us. » Yeah. Yeah, that makes a lot of sense. » Yeah. Yeah, that makes a lot of sense. » Yeah. Yeah, that makes a lot of sense. So, take me through the model. Uh So, take me through the model. Uh So, take me through the model. Uh do you guys have painters employed? Do do you guys have painters employed? Do do you guys have painters employed? Do you have contractors? you have contractors? you have contractors? » No no employed painters. We subcontract » No no employed painters. We subcontract » No no employed painters. We subcontract through all of our painting. Um but, I through all of our painting. Um but, I through all of our painting. Um but, I will tell you, you know, we go through a will tell you, you know, we go through a will tell you, you know, we go through a fairly um strenuous vetting process. We We um strenuous vetting process. We We um strenuous vetting process. We We probably have probably have probably have um tested and let go of more painters um tested and let go of more painters um tested and let go of more painters than we've kept. than we've kept. than we've kept. » Yeah. » Yeah. » Yeah. » And and then, we have some crews that » And and then, we have some crews that » And and then, we have some crews that have been with us for a very long time. have been with us for a very long time. have been with us for a very long time. You know, we it's important for us to You know, we it's important for us to You know, we it's important for us to have a good working relationship with have a good working relationship with have a good working relationship with them and that they them and that they them and that they uh that we we value the work that they uh that we we value the work that they uh that we we value the work that they do and we want them to feel valued do and we want them to feel valued do and we want them to feel valued as well. as well. as well. Um Um Um so yeah, it's uh so yeah, it's uh so yeah, it's uh » That seems like the best for that type » That seems like the best for that type » That seems like the best for that type of industry especially, that seems like of industry especially, that seems like of industry especially, that seems like a no-brainer to me. a no-brainer to me. a no-brainer to me. To go the contractor route and I mean To go the contractor route and I mean To go the contractor route and I mean maybe having I don't know what point it maybe having I don't know what point it maybe having I don't know what point it makes sense to have internal staff, but makes sense to have internal staff, but makes sense to have internal staff, but it just seems like a tough it just seems like a tough it just seems like a tough a tough job to say that someone's going a tough job to say that someone's going a tough job to say that someone's going to paint for you for 20 years unless to paint for you for 20 years unless to paint for you for 20 years unless it's their own business and they can it's their own business and they can it's their own business and they can diversify. diversify. diversify. » Yeah. » Yeah. » Yeah. » Um and yeah, I think » Um and yeah, I think » Um and yeah, I think doing both sides of it does make a lot doing both sides of it does make a lot doing both sides of it does make a lot of sense cuz they can do the sub route, of sense cuz they can do the sub route, of sense cuz they can do the sub route, maybe the margins aren't as great, maybe the margins aren't as great, maybe the margins aren't as great, but then they can go after jobs that but then they can go after jobs that but then they can go after jobs that they quote directly, but there's they quote directly, but there's they quote directly, but there's probably a lot of subs out there I'm probably a lot of subs out there I'm probably a lot of subs out there I'm assuming that don't want to be front assuming that don't want to be front assuming that don't want to be front facing at all. facing at all. facing at all. » true and then there's a there's a » true and then there's a there's a » true and then there's a there's a cost to doing that business. So if cost to doing that business. So if cost to doing that business. So if they're not if they're not at a job site they're not if they're not at a job site they're not if they're not at a job site with paintbrush in hand working, they're with paintbrush in hand working, they're with paintbrush in hand working, they're not making money, right? I'm not I'm not making money, right? I'm not I'm not making money, right? I'm not I'm not making money when we're out selling making money when we're out selling making money when we're out selling jobs. I'm spending money to sell jobs. I'm spending money to sell jobs. I'm spending money to sell jobs through digital, you know, gas on the through digital, you know, gas on the through digital, you know, gas on the gas in the truck, gas in the truck, gas in the truck, » Yeah. » Yeah. » Yeah. » wear and tear on the vehicle, paying » wear and tear on the vehicle, paying » wear and tear on the vehicle, paying people to um be out there doing that. people to um be out there doing that. people to um be out there doing that. And so there is a cost to acquiring And so there is a cost to acquiring And so there is a cost to acquiring customer and um customer and um customer and um and so it it may not feel on the surface and so it it may not feel on the surface and so it it may not feel on the surface that the margins are as good for a that the margins are as good for a that the margins are as good for a subcontractor to go out and get their subcontractor to go out and get their subcontractor to go out and get their own work, you know, like a a smaller own work, you know, like a a smaller own work, you know, like a a smaller painting crew. painting crew. painting crew. » But on the other hand, if they're always » But on the other hand, if they're always » But on the other hand, if they're always there with a paintbrush in hand, if you there with a paintbrush in hand, if you there with a paintbrush in hand, if you look at the totality of it, they're look at the totality of it, they're look at the totality of it, they're probably making more money. probably making more money. probably making more money. » I I » I I » I I » » » » The temptation's real to think if I just » The temptation's real to think if I just » The temptation's real to think if I just go get the jobs myself, I'm going to go get the jobs myself, I'm going to go get the jobs myself, I'm going to make this much more until you realize make this much more until you realize make this much more until you realize you probably need to put 10% back in you probably need to put 10% back in you probably need to put 10% back in marketing. marketing. marketing. » Yes. Right. And that's right. » Yes. Right. And that's right. » Yes. Right. And that's right. » maybe more at the beginning and it » maybe more at the beginning and it » maybe more at the beginning and it doesn't ever stop. Like that engine just doesn't ever stop. Like that engine just doesn't ever stop. Like that engine just keeps going and keeps going and keeps going and yep. yep. yep. » Uh you've been really successful across » Uh you've been really successful across » Uh you've been really successful across the digital side um with that the digital side um with that the digital side um with that partnership. I I'm shocked. I mean in 4 partnership. I I'm shocked. I mean in 4 partnership. I I'm shocked. I mean in 4 years you've built you've built a pretty years you've built you've built a pretty years you've built you've built a pretty good business. good business. good business. What what do you accredit like what's What what do you accredit like what's What what do you accredit like what's been the best growth engine you've done been the best growth engine you've done been the best growth engine you've done across all things. There's a lot of across all things. There's a lot of across all things. There's a lot of ways to market. ways to market. ways to market. » Well, » Well, » Well, um um um I would say it's it's really leaning I would say it's it's really leaning I would say it's it's really leaning into the SEO part of it. Um into the SEO part of it. Um into the SEO part of it. Um you know, it's interesting to me with you know, it's interesting to me with you know, it's interesting to me with the brand there they offer a with the brand there they offer a with the brand there they offer a website but then the you have your own website but then the you have your own website but then the you have your own location specific site that sits under location specific site that sits under location specific site that sits under it. it. it. And um And um And um I'm I sit on a lot of different calls I'm I sit on a lot of different calls I'm I sit on a lot of different calls with a lot of different 360 painting with a lot of different 360 painting with a lot of different 360 painting owners and the question will come back owners and the question will come back owners and the question will come back often is like, well, you know, the often is like, well, you know, the often is like, well, you know, the digital marketer that we pay isn't doing digital marketer that we pay isn't doing digital marketer that we pay isn't doing anything. We're not getting anything out anything. We're not getting anything out anything. We're not getting anything out of it and of it and of it and then just, you know, in that same and then just, you know, in that same and then just, you know, in that same call I might get online and go look at call I might get online and go look at call I might get online and go look at their subsite on the location and I I their subsite on the location and I I their subsite on the location and I I look at it and I'm like, well, it's look at it and I'm like, well, it's look at it and I'm like, well, it's vanilla. There's nothing out there. vanilla. There's nothing out there. vanilla. There's nothing out there. Um you only get what you put into Um you only get what you put into Um you only get what you put into know, what do I accredit to? Um A lot of it is just the effort that goes A lot of it is just the effort that goes into what we're doing with our site with into what we're doing with our site with into what we're doing with our site with our SEO. Um our SEO. Um our SEO. Um Sadie has a huge part in what we're Sadie has a huge part in what we're Sadie has a huge part in what we're doing and what she's doing to work with doing and what she's doing to work with doing and what she's doing to work with our vendor or partner to get our vendor or partner to get our vendor or partner to get more localized content out on there, um more localized content out on there, um more localized content out on there, um before and after pictures. We're working before and after pictures. We're working before and after pictures. We're working on some blogs now. on some blogs now. on some blogs now. Um just Um just Um just providing more information about the providing more information about the providing more information about the services we offer. We just published a services we offer. We just published a services we offer. We just published a giant FAQ page. giant FAQ page. giant FAQ page. Um it's just putting the effort into Um it's just putting the effort into Um it's just putting the effort into those things that I think help drive a those things that I think help drive a those things that I think help drive a lot of that organic traffic. And and lot of that organic traffic. And and lot of that organic traffic. And and it's inevitable that you have to be in it's inevitable that you have to be in it's inevitable that you have to be in the digital space the digital space the digital space if you have to continue to pay money to if you have to continue to pay money to if you have to continue to pay money to be in the digital space. It gets very be in the digital space. It gets very be in the digital space. It gets very expensive. So, as much as you can drive expensive. So, as much as you can drive expensive. So, as much as you can drive some of that organic traffic, I want to some of that organic traffic, I want to some of that organic traffic, I want to put my energy there. put my energy there. put my energy there. » Yeah. You've talked to me about that a » Yeah. You've talked to me about that a » Yeah. You've talked to me about that a little bit. That your focus is to get little bit. That your focus is to get little bit. That your focus is to get away from maybe some other lead gen away from maybe some other lead gen away from maybe some other lead gen platforms. platforms. platforms. » Like I wasn't going to say it, you know, » Like I wasn't going to say it, you know, » Like I wasn't going to say it, you know, in case you had a tight relationship. in case you had a tight relationship. in case you had a tight relationship. » and I have a very love-hate » and I have a very love-hate » and I have a very love-hate relationship. relationship. relationship. » Never met an Angie I like. » Never met an Angie I like. » Never met an Angie I like. » Yeah, so Angie's list, what else is » Yeah, so Angie's list, what else is » Yeah, so Angie's list, what else is there? Like Thumbtack. there? Like Thumbtack. there? Like Thumbtack. Home Advisor I guess is more like a Home Advisor I guess is more like a Home Advisor I guess is more like a warranty thing. warranty thing. warranty thing. » Mhm. No, no, so there is actually so » Mhm. No, no, so there is actually so » Mhm. No, no, so there is actually so there was Angie's List and then there was Angie's List and then there was Angie's List and then HomeAdvisor. HomeAdvisor. HomeAdvisor. Those two have combined now. Angie's Those two have combined now. Angie's Those two have combined now. Angie's acquired HomeAdvisor. So now there's acquired HomeAdvisor. So now there's acquired HomeAdvisor. So now there's called Angie's Ads and Angie's list called Angie's Ads and Angie's list called Angie's Ads and Angie's list Angie's Angie's List and Angie's. And um Angie's Angie's List and Angie's. And um Angie's Angie's List and Angie's. And um And and so it's really one in the same And and so it's really one in the same And and so it's really one in the same now. now. now. » What's the worst part about those leads » What's the worst part about those leads » What's the worst part about those leads that you've experienced? that you've experienced? that you've experienced? » Have you ever heard a thing called spray » Have you ever heard a thing called spray » Have you ever heard a thing called spray and pray? and pray? and pray? » Yes. » Yes. » Yes. » That's what I hear. » That's what I hear. » That's what I hear. » That's what it is. Yeah. » That's what it is. Yeah. » That's what it is. Yeah. » So for those out in the » So for those out in the » So for those out in the podcast land, let me explain. Sorry, podcast land, let me explain. Sorry, podcast land, let me explain. Sorry, Angie. I've got to I've got to reveal Angie. I've got to I've got to reveal Angie. I've got to I've got to reveal the secret. the secret. the secret. » yes, expose. » yes, expose. » yes, expose. » it's this. It's like you subscribe to » it's this. It's like you subscribe to » it's this. It's like you subscribe to the service. You pay X number of dollars the service. You pay X number of dollars the service. You pay X number of dollars per lead that they send to you and you per lead that they send to you and you per lead that they send to you and you know, that cost can be anywhere know, that cost can be anywhere know, that cost can be anywhere from 50 to 150 dollars person per from 50 to 150 dollars person per from 50 to 150 dollars person per lead. And for all those people, Sam, you lead. And for all those people, Sam, you lead. And for all those people, Sam, you and I could be subscribing to that same and I could be subscribing to that same and I could be subscribing to that same lead. And um we both get the lead. And lead. And um we both get the lead. And lead. And um we both get the lead. And so there could be 10 subscribers. So 10 so there could be 10 subscribers. So 10 so there could be 10 subscribers. So 10 people could be paying that 100 dollars people could be paying that 100 dollars people could be paying that 100 dollars for that lead. That's the spray. for that lead. That's the spray. for that lead. That's the spray. Angie's like, "Yeah, I just made a Angie's like, "Yeah, I just made a Angie's like, "Yeah, I just made a thousand dollars." And then the rest of thousand dollars." And then the rest of thousand dollars." And then the rest of us we all pray that we're the one that us we all pray that we're the one that us we all pray that we're the one that gets the job. gets the job. gets the job. So it's a little bit of a So it's a little bit of a So it's a little bit of a » It's tough cuz it's » It's tough cuz it's » It's tough cuz it's » It's a it's it's a really tough business » It's a it's it's a really tough business » It's a it's it's a really tough business model as an owner to get your head model as an owner to get your head model as an owner to get your head wrapped around, but it is a it was a wrapped around, but it is a it was a wrapped around, but it is a it was a necessary evil necessary evil necessary evil to really generate the traffic. And then to really generate the traffic. And then to really generate the traffic. And then and then all we can do is is you know, and then all we can do is is you know, and then all we can do is is you know, apply the processes, the experience, apply the processes, the experience, apply the processes, the experience, show up best, provide the best value show up best, provide the best value show up best, provide the best value for the for the service, and then for the for the service, and then for the for the service, and then you know, hope that's what gets us the you know, hope that's what gets us the you know, hope that's what gets us the job. job. job. » So that's that's it's all coming back to » So that's that's it's all coming back to » So that's that's it's all coming back to me now cuz we haven't used it in so me now cuz we haven't used it in so me now cuz we haven't used it in so long. It's a long I mean, we we used long. It's a long I mean, we we used long. It's a long I mean, we we used Thumbtack for carpet cleaning and Thumbtack for carpet cleaning and Thumbtack for carpet cleaning and Angie's List long time ago, but Angie's List long time ago, but Angie's List long time ago, but the person applying on Angie's List the person applying on Angie's List the person applying on Angie's List knows that this is going to 10 people. knows that this is going to 10 people. knows that this is going to 10 people. » No, not usually. I don't I don't think » No, not usually. I don't I don't think » No, not usually. I don't I don't think so. so. so. » Because I thought the whole point of » Because I thought the whole point of » Because I thought the whole point of Thumbtack was almost like putting it out Thumbtack was almost like putting it out Thumbtack was almost like putting it out for bid, and then you would get 10 bids for bid, and then you would get 10 bids for bid, and then you would get 10 bids or and maybe [snorts] Angie's wasn't or and maybe [snorts] Angie's wasn't or and maybe [snorts] Angie's wasn't that way. that way. that way. » Maybe other consumers were more educated » Maybe other consumers were more educated » Maybe other consumers were more educated than I was because I well, I guess there than I was because I well, I guess there than I was because I well, I guess there is there is that, but there is there is that, but there is there is that, but » what I'm getting at is the core value to » what I'm getting at is the core value to » what I'm getting at is the core value to the customer is probably they say they the customer is probably they say they the customer is probably they say they pre-vet them. pre-vet them. pre-vet them. » Yeah, yeah. » Yeah, yeah. » Yeah, yeah. » maybe going to get the best price. » maybe going to get the best price. » maybe going to get the best price. » Yeah, maybe so. » Yeah, maybe so. » Yeah, maybe so. » So then it feels like a tire kicker » So then it feels like a tire kicker » So then it feels like a tire kicker because they're just going to look at because they're just going to look at because they're just going to look at the 10 options and go with the lowest the 10 options and go with the lowest the 10 options and go with the lowest price potentially is the fear, right? price potentially is the fear, right? price potentially is the fear, right? Cuz if you know there's nine others, Cuz if you know there's nine others, Cuz if you know there's nine others, then you're probably figuring out what's then you're probably figuring out what's then you're probably figuring out what's going to win it. going to win it. going to win it. » That's right. You know, I think that the » That's right. You know, I think that the » That's right. You know, I think that the biggest thing that struck me as I biggest thing that struck me as I biggest thing that struck me as I learned more about the process, you learned more about the process, you learned more about the process, you know, consumer, I used it, it worked out know, consumer, I used it, it worked out know, consumer, I used it, it worked out well for me. Yeah, there was the well for me. Yeah, there was the well for me. Yeah, there was the element of multiples reaching out to me. element of multiples reaching out to me. element of multiples reaching out to me. So I did know that happened, but So I did know that happened, but So I did know that happened, but what astonished me is how much it but what astonished me is how much it but what astonished me is how much it was costing. I didn't realize it was costing. I didn't realize it was costing. I didn't realize it was costing every single one of those 10 the costing every single one of those 10 the costing every single one of those 10 the same amount of money. And and that was same amount of money. And and that was same amount of money. And and that was disturbing to me. It's like, okay, if disturbing to me. It's like, okay, if disturbing to me. It's like, okay, if you're the one that gets the first you're the one that gets the first you're the one that gets the first contact, then maybe you should get contact, then maybe you should get contact, then maybe you should get billed for it, but then billed for it, but then billed for it, but then it you know, it you know, it you know, » Cuz I mean like Google, the way Google » Cuz I mean like Google, the way Google » Cuz I mean like Google, the way Google works is you see 10 options, then you works is you see 10 options, then you works is you see 10 options, then you just pick. And you do the effort of just pick. And you do the effort of just pick. And you do the effort of reaching out and getting a quote. So on reaching out and getting a quote. So on reaching out and getting a quote. So on Google in my mind, if you're the easiest Google in my mind, if you're the easiest Google in my mind, if you're the easiest to work with, you can they can very to work with, you can they can very to work with, you can they can very quickly get to a point of this is this quickly get to a point of this is this quickly get to a point of this is this is the price, this is who they are, is the price, this is who they are, is the price, this is who they are, right? And we call that CRO, conversion right? And we call that CRO, conversion right? And we call that CRO, conversion rate optimization, in that journey of rate optimization, in that journey of rate optimization, in that journey of why did they pick you on Google? why did they pick you on Google? why did they pick you on Google? What was their experience like? And then What was their experience like? And then What was their experience like? And then when they went to the next guy, when they went to the next guy, when they went to the next guy, hopefully, it's way worse. Right? That's hopefully, it's way worse. Right? That's hopefully, it's way worse. Right? That's kind of the whole game. Like, your hope kind of the whole game. Like, your hope kind of the whole game. Like, your hope is that when they interact with your is that when they interact with your is that when they interact with your website and they find you via Google is website and they find you via Google is website and they find you via Google is that it's just a better experience that it's just a better experience that it's just a better experience before they ever talk to you. before they ever talk to you. before they ever talk to you. » That's right. » That's right. » That's right. » And on digital marketing, that's like » And on digital marketing, that's like » And on digital marketing, that's like the, you know, the foundation of it, in the, you know, the foundation of it, in the, you know, the foundation of it, in my opinion. my opinion. my opinion. And it's it's frustrating and hard. And it's it's frustrating and hard. And it's it's frustrating and hard. And if you're not getting clicks, none of if you're not getting clicks, none of if you're not getting clicks, none of that matters. So, you also have to pay that matters. So, you also have to pay that matters. So, you also have to pay to play. to play. to play. » That's right. You do. » That's right. You do. » That's right. You do. » Which SEO isn't free. » Which SEO isn't free. » Which SEO isn't free. » So, I mean, like, my ultimate goal is to » So, I mean, like, my ultimate goal is to » So, I mean, like, my ultimate goal is to just to not have to to spend the money just to not have to to spend the money just to not have to to spend the money on those lead aggregators in the same on those lead aggregators in the same on those lead aggregators in the same way that I have. But for now, way that I have. But for now, way that I have. But for now, I'm still I'm still playing in that game I'm still I'm still playing in that game I'm still I'm still playing in that game and continuing to try to build out the and continuing to try to build out the and continuing to try to build out the branding and the digital the branding and the digital the branding and the digital footprint that we need to to footprint that we need to to footprint that we need to to help the community know that we're out help the community know that we're out help the community know that we're out there and offering a great service. So. there and offering a great service. So. there and offering a great service. So. » Yeah. What » Yeah. What » Yeah. What So, here's my take on painting that I So, here's my take on painting that I So, here's my take on painting that I think is interesting. We just started think is interesting. We just started think is interesting. We just started working with a a new client in Colorado. working with a a new client in Colorado. working with a a new client in Colorado. I need to connect you with. I need to connect you with. I need to connect you with. Um Um Um I feel like it's always hard to find a I feel like it's always hard to find a I feel like it's always hard to find a painter or for them to answer the phone, painter or for them to answer the phone, painter or for them to answer the phone, back to your original point. And back to your original point. And back to your original point. And especially like in a small rural town especially like in a small rural town especially like in a small rural town area, there's there's not a lot and it's area, there's there's not a lot and it's area, there's there's not a lot and it's usually like handyman construction. usually like handyman construction. usually like handyman construction. » That also paints. » That also paints. » That also paints. » That also paints, right? Not like » That also paints, right? Not like » That also paints, right? Not like exclusively painting. And now I feel exclusively painting. And now I feel exclusively painting. And now I feel like there's kind of this like uh like there's kind of this like uh like there's kind of this like uh I don't know, like momentum behind that. I don't know, like momentum behind that. I don't know, like momentum behind that. I feel like I'm seeing more painting I feel like I'm seeing more painting I feel like I'm seeing more painting brands pop up than I did, you know, 10 brands pop up than I did, you know, 10 brands pop up than I did, you know, 10 years ago. years ago. years ago. » Sure. » Sure. » Sure. » And I think that was a response to they » And I think that was a response to they » And I think that was a response to they were hard to find and they were hard to were hard to find and they were hard to were hard to find and they were hard to get a hold of and everybody's like, I get a hold of and everybody's like, I get a hold of and everybody's like, I wish I could find that Drywall's a great wish I could find that Drywall's a great wish I could find that Drywall's a great example. Like, do you have a drywall example. Like, do you have a drywall example. Like, do you have a drywall guy? Like it's so hard to find a drywall guy? Like it's so hard to find a drywall guy? Like it's so hard to find a drywall guys. That's a really common every guys. That's a really common every guys. That's a really common every general contractor says that's a gold general contractor says that's a gold general contractor says that's a gold mine. When you find one, you don't want mine. When you find one, you don't want mine. When you find one, you don't want to share. You don't want anyone to know to share. You don't want anyone to know to share. You don't want anyone to know about them. about them. about them. Uh and I feel like that was painting, Uh and I feel like that was painting, Uh and I feel like that was painting, too. It's just hard to find someone you too. It's just hard to find someone you too. It's just hard to find someone you could trust that does good work. And the could trust that does good work. And the could trust that does good work. And the good ones are like invisible. They're good ones are like invisible. They're good ones are like invisible. They're subs. So this model makes a lot of sense subs. So this model makes a lot of sense subs. So this model makes a lot of sense to me cuz like the best painters are to me cuz like the best painters are to me cuz like the best painters are working under GCs and construction working under GCs and construction working under GCs and construction companies and have their own deal. So companies and have their own deal. So companies and have their own deal. So it's kind of the same idea, but put it's kind of the same idea, but put it's kind of the same idea, but put on the a good experience, do some on the a good experience, do some on the a good experience, do some visuals. So talk about how are you guys visuals. So talk about how are you guys visuals. So talk about how are you guys separating yourself separating yourself separating yourself from people [clears throat] doing the from people [clears throat] doing the from people [clears throat] doing the same model. I'm sure there's other same model. I'm sure there's other same model. I'm sure there's other people doing the same model of people doing the same model of people doing the same model of maybe they have employees or maybe they have employees or maybe they have employees or maybe they're GCing the job or subbing out they're GCing the job or subbing out they're GCing the job or subbing out the job. But what do you What do you feel job. But what do you What do you feel job. But what do you What do you feel like right now is like your competitive like right now is like your competitive like right now is like your competitive edge in the painting world? edge in the painting world? edge in the painting world? » It's It's » It's It's » It's It's speed. It's It's our ability to speed. It's It's our ability to speed. It's It's our ability to mobilize. It's the way that we go mobilize. It's the way that we go mobilize. It's the way that we go through our process. I mean, one of the through our process. I mean, one of the through our process. I mean, one of the big things big things big things you know, sharing secret sauce here for you know, sharing secret sauce here for you know, sharing secret sauce here for you know, potential other companies, but you know, potential other companies, but you know, potential other companies, but Um it's important like if if you've ever Um it's important like if if you've ever Um it's important like if if you've ever experienced um going and working with a experienced um going and working with a experienced um going and working with a contractor, they'll come to your house, contractor, they'll come to your house, contractor, they'll come to your house, they'll give you a they'll give you a they'll give you a they'll they'll take measurements and they'll they'll take measurements and they'll they'll take measurements and then they'll say, "Hey, I'll send you a then they'll say, "Hey, I'll send you a then they'll say, "Hey, I'll send you a bid in a couple of days." And then 3 bid in a couple of days." And then 3 bid in a couple of days." And then 3 weeks later, you still don't have weeks later, you still don't have weeks later, you still don't have anything. anything. anything. So I So I So I to the best of our ability, we always to the best of our ability, we always to the best of our ability, we always provide the estimate on site before we provide the estimate on site before we provide the estimate on site before we leave. leave. leave. » Mhm. » Mhm. » Mhm. » So we come and take actual measurements. » So we come and take actual measurements. » So we come and take actual measurements. We do the math. We put the bid together. We do the math. We put the bid together. We do the math. We put the bid together. We'll present it to the customer on site We'll present it to the customer on site We'll present it to the customer on site before we leave. Ab- Offer them the before we leave. Ab- Offer them the before we leave. Ab- Offer them the opportunity to ask questions. We can opportunity to ask questions. We can opportunity to ask questions. We can talk about scope, change scope, add talk about scope, change scope, add talk about scope, change scope, add scope. scope. scope. » [snorts] » [snorts] » [snorts] » And and make sure that they » And and make sure that they » And and make sure that they understand what they're getting before understand what they're getting before understand what they're getting before we even exit the door. we even exit the door. we even exit the door. So I think that's a big thing. And then So I think that's a big thing. And then So I think that's a big thing. And then that's just the process, making it that's just the process, making it that's just the process, making it painless for them through painless for them through painless for them through communication, the way we do the communication, the way we do the communication, the way we do the hand-offs, the way we run the job, we hand-offs, the way we run the job, we hand-offs, the way we run the job, we check in, we make sure the crews are check in, we make sure the crews are check in, we make sure the crews are doing what they need to do every day. Um doing what they need to do every day. Um doing what they need to do every day. Um and just eliminate the stress from the and just eliminate the stress from the and just eliminate the stress from the customer. That's really our goal. customer. That's really our goal. customer. That's really our goal. » It's nice. You're going into it. That's » It's nice. You're going into it. That's » It's nice. You're going into it. That's like the biggest question in the I can't like the biggest question in the I can't like the biggest question in the I can't tell you how many people I've reached tell you how many people I've reached tell you how many people I've reached back out to and I'm like, "Hey, is that back out to and I'm like, "Hey, is that back out to and I'm like, "Hey, is that you going to send that quote over or you going to send that quote over or you going to send that quote over or when can you actually start on this?" when can you actually start on this?" when can you actually start on this?" » Our biggest challenge Our biggest » Our biggest challenge Our biggest » Our biggest challenge Our biggest challenge is that we do get a customer challenge is that we do get a customer challenge is that we do get a customer calling and saying, "I didn't get the calling and saying, "I didn't get the calling and saying, "I didn't get the estimate." It's nine times out of 10 estimate." It's nine times out of 10 estimate." It's nine times out of 10 just stuck in their spam folder. just stuck in their spam folder. just stuck in their spam folder. » Yeah, that's fair. Sitting in » Yeah, that's fair. Sitting in » Yeah, that's fair. Sitting in that file and for the first time. Yeah, that file and for the first time. Yeah, that file and for the first time. Yeah, that makes sense. that makes sense. that makes sense. How often do you close on the estimate How often do you close on the estimate How often do you close on the estimate in person? in person? in person? » Not as much as I'd like. » Not as much as I'd like. » Not as much as I'd like. Um Um Um it um not as often as you might hope it um not as often as you might hope it um not as often as you might hope or think. I I think that, you know, the or think. I I think that, you know, the or think. I I think that, you know, the consumer market is just they want consumer market is just they want consumer market is just they want to know what their options are and so to know what their options are and so to know what their options are and so nine times out of 10 nine times out of 10 nine times out of 10 our customers are seeking competitive our customers are seeking competitive our customers are seeking competitive bids. bids. bids. » Right. » Right. » Right. » Um interesting thing about it though is » Um interesting thing about it though is » Um interesting thing about it though is if we come in and we know that they have if we come in and we know that they have if we come in and we know that they have taken other bids and sometimes taken other bids and sometimes taken other bids and sometimes you'll hear a response of, "Well, your you'll hear a response of, "Well, your you'll hear a response of, "Well, your bid's your bid's like bid's your bid's like bid's your bid's like you know, $2,000 higher than the other you know, $2,000 higher than the other you know, $2,000 higher than the other guy." And and often when we start guy." And and often when we start guy." And and often when we start dissecting that, what we find is that dissecting that, what we find is that dissecting that, what we find is that they're not comparing apples to apples. they're not comparing apples to apples. they're not comparing apples to apples. A lot of times contractors will come in A lot of times contractors will come in A lot of times contractors will come in and say, "You know what? Here's the and say, "You know what? Here's the and say, "You know what? Here's the paint bid. It's $5,000." paint bid. It's $5,000." paint bid. It's $5,000." And say ours is $7,000. Well, what why And say ours is $7,000. Well, what why And say ours is $7,000. Well, what why is mine seven and why is yours five? is mine seven and why is yours five? is mine seven and why is yours five? Because they just got a the labor only Because they just got a the labor only Because they just got a the labor only bid. And they said, "You know what? I'll bid. And they said, "You know what? I'll bid. And they said, "You know what? I'll do the labor I'll do the labor for do the labor I'll do the labor for do the labor I'll do the labor for 5,000, but you go buy the paint." 5,000, but you go buy the paint." 5,000, but you go buy the paint." » Gotcha. » Gotcha. » Gotcha. » And ours is inclusive of paint. And so » And ours is inclusive of paint. And so » And ours is inclusive of paint. And so when you come down to think about a when you come down to think about a when you come down to think about a consumer going into Sherwin-Williams and consumer going into Sherwin-Williams and consumer going into Sherwin-Williams and buying paint, buying paint, buying paint, » Oh, yeah. » Oh, yeah. » Oh, yeah. » versus me going into Sherwin-Williams » versus me going into Sherwin-Williams » versus me going into Sherwin-Williams and buying paint, I I get them paint for and buying paint, I I get them paint for and buying paint, I I get them paint for less expensive than what they're going less expensive than what they're going less expensive than what they're going to buy it themselves. And so, you know, to buy it themselves. And so, you know, to buy it themselves. And so, you know, we try to level set and make sure that we try to level set and make sure that we try to level set and make sure that we're doing an apples-to-apples we're doing an apples-to-apples we're doing an apples-to-apples comparison when we're looking at comparison when we're looking at comparison when we're looking at competitive bids. competitive bids. competitive bids. » Yeah, what other advice do you have » Yeah, what other advice do you have » Yeah, what other advice do you have to someone when they're thinking about to someone when they're thinking about to someone when they're thinking about painting their house? What's the best painting their house? What's the best painting their house? What's the best » Use us. » Use us. » Use us. » Right. Yes. Yes. No, give us » Right. Yes. Yes. No, give us » Right. Yes. Yes. No, give us unbiased advice, Janelle, okay? Like unbiased advice, Janelle, okay? Like unbiased advice, Janelle, okay? Like what's a common mistake when you what's a common mistake when you what's a common mistake when you say, "I'm going to paint my house?" say, "I'm going to paint my house?" say, "I'm going to paint my house?" » um not all paints are created equal. » um not all paints are created equal. » um not all paints are created equal. » Mhm, there you » Mhm, there you » Mhm, there you » So, even if you're going to do it » So, even if you're going to do it » So, even if you're going to do it yourself, yourself, yourself, I it and even at this, I you can go I it and even at this, I you can go I it and even at this, I you can go and you go into Lowe's and you see and you go into Lowe's and you see and you go into Lowe's and you see the Sherwin-Williams sign. the Sherwin-Williams sign. the Sherwin-Williams sign. You'll see the Sherwin-Williams sign. You'll see the Sherwin-Williams sign. You'll see the Sherwin-Williams sign. You can get Sherwin-Williams paint at You can get Sherwin-Williams paint at You can get Sherwin-Williams paint at Lowe's. » But, it's not really Sherwin-Williams » But, it's not really Sherwin-Williams paint. It is Sherwin-Williams paint. It is Sherwin-Williams paint. It is Sherwin-Williams manufactured, but it's done under the manufactured, but it's done under the manufactured, but it's done under the formula and label of of Lowe's. formula and label of of Lowe's. formula and label of of Lowe's. » Got you. » Got you. » Got you. » So, it's not the same formula. Might be » So, it's not the same formula. Might be » So, it's not the same formula. Might be the same colors. It's manufactured in the same colors. It's manufactured in the same colors. It's manufactured in the Sherwin-Williams plant, and the Sherwin-Williams plant, and the Sherwin-Williams plant, and therefore they can stick a therefore they can stick a therefore they can stick a Sherwin-Williams label on it. Sherwin-Williams label on it. Sherwin-Williams label on it. » So, you're just saying it's a lower » So, you're just saying it's a lower » So, you're just saying it's a lower grade of paint. grade of paint. grade of paint. » Potentially. » Potentially. » Potentially. » Okay, got it. » Okay, got it. » Okay, got it. And so, you're a big, obviously, you at And so, you're a big, obviously, you at And so, you're a big, obviously, you at the beginning you're big the beginning you're big the beginning you're big » I mean, they've been This is what I love » I mean, they've been This is what I love » I mean, they've been This is what I love about Sherwin. about Sherwin. about Sherwin. You know, I can call my rep anytime of You know, I can call my rep anytime of You know, I can call my rep anytime of the day, day or night, and I get a I get the day, day or night, and I get a I get the day, day or night, and I get a I get an answer. And you know, sometimes you an answer. And you know, sometimes you an answer. And you know, sometimes you run into situations where you have a run into situations where you have a run into situations where you have a substrate that's not behaving properly. substrate that's not behaving properly. substrate that's not behaving properly. You need to figure out why a paint might You need to figure out why a paint might You need to figure out why a paint might be bubbling. I mean, is it just because be bubbling. I mean, is it just because be bubbling. I mean, is it just because there's a science behind it? It it's there's a science behind it? It it's there's a science behind it? It it's they're chemicals, and then they're chemicals, and then they're chemicals, and then they might have adverse reactions to a might have adverse reactions to a might have adverse reactions to a substrate. So, you know, we don't solve substrate. So, you know, we don't solve substrate. So, you know, we don't solve all the problems ourselves, and all the problems ourselves, and all the problems ourselves, and having the ability to call them in for having the ability to call them in for having the ability to call them in for help, then you know, and if there's a help, then you know, and if there's a help, then you know, and if there's a something that's going wrong on a something that's going wrong on a something that's going wrong on a substrate where a paint's bubbling or substrate where a paint's bubbling or substrate where a paint's bubbling or peeling, and we can't and we did all the peeling, and we can't and we did all the peeling, and we can't and we did all the right proper right proper right proper preparation for it, and it's still not preparation for it, and it's still not preparation for it, and it's still not working, working, working, » Yeah. » Yeah. » Yeah. » now they can take a sample, send it off » now they can take a sample, send it off » now they can take a sample, send it off to the lab, and we have a scientific to the lab, and we have a scientific to the lab, and we have a scientific answer. answer. answer. » Mhm. » Mhm. » Mhm. » And and so um then we have a course » And and so um then we have a course » And and so um then we have a course of action going forward. So, they've of action going forward. So, they've of action going forward. So, they've been a great partner that way, and been a great partner that way, and been a great partner that way, and regardless of the quality of paint, it's regardless of the quality of paint, it's regardless of the quality of paint, it's it's the relation back to relationships it's the relation back to relationships it's the relation back to relationships » that really gets us um you know, » that really gets us um you know, » that really gets us um you know, kind of back on this Sherwin-Williams. kind of back on this Sherwin-Williams. kind of back on this Sherwin-Williams. Now, I I have some great relationships Now, I I have some great relationships Now, I I have some great relationships with reps outside of with reps outside of with reps outside of Sherwin-Williams, and we'll use Benjamin Sherwin-Williams, and we'll use Benjamin Sherwin-Williams, and we'll use Benjamin Moore, we'll use PPG, we'll use other Moore, we'll use PPG, we'll use other Moore, we'll use PPG, we'll use other products. products. products. And there's actually some newer And there's actually some newer And there's actually some newer products that products that products that we're experimenting with for cabinets we're experimenting with for cabinets we're experimenting with for cabinets that are like Teflon. I mean, they're that are like Teflon. I mean, they're that are like Teflon. I mean, they're they're fantastic. So, they're fantastic. So, they're fantastic. So, um I'm not saying that everything needs um I'm not saying that everything needs um I'm not saying that everything needs to be Sherwin-Williams. to be Sherwin-Williams. to be Sherwin-Williams. » But but everything that we're working in » But but everything that we're working in » But but everything that we're working in are very high-quality paints. are very high-quality paints. are very high-quality paints. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » Yeah. » So, yeah. Understanding the paint » So, yeah. Understanding the paint » So, yeah. Understanding the paint » caution for uh you know, a DIYer is you » caution for uh you know, a DIYer is you » caution for uh you know, a DIYer is you know, know, know, you may think you're probably saving you may think you're probably saving you may think you're probably saving by going to Walmart or what to buy the by going to Walmart or what to buy the by going to Walmart or what to buy the paint, but you're probably painting paint, but you're probably painting paint, but you're probably painting in in in 2 years versus 7. 2 years versus 7. 2 years versus 7. » Mhm. » Mhm. » Mhm. » Or 10. » Or 10. » Or 10. » Well, what new technology has come out » Well, what new technology has come out » Well, what new technology has come out in paint that's evolved? in paint that's evolved? in paint that's evolved? » Um I think that the one of the big » Um I think that the one of the big » Um I think that the one of the big things right now, I know you've heard me things right now, I know you've heard me things right now, I know you've heard me talk about the Rain Refresh. talk about the Rain Refresh. talk about the Rain Refresh. » Yes. » Yes. » Yes. » Yeah, so it it's it's like » Yeah, so it it's it's like » Yeah, so it it's it's like » The rain cleans your house. You want the » The rain cleans your house. You want the » The rain cleans your house. You want the rain to do the work for you. rain to do the work for you. rain to do the work for you. » Yeah, that's right. Because Kansas is a » Yeah, that's right. Because Kansas is a » Yeah, that's right. Because Kansas is a very windy state. very windy state. very windy state. » Mhm. » Mhm. » Mhm. » Um and so there's a lot of dust in the » Um and so there's a lot of dust in the » Um and so there's a lot of dust in the air. It'll It'll adhere to the side of air. It'll It'll adhere to the side of air. It'll It'll adhere to the side of the house, and the house, and the house, and the rain will just wash it off. and the rain will just wash it off. and the rain will just wash it off. It beads up. Similar to like the Rain-X It beads up. Similar to like the Rain-X It beads up. Similar to like the Rain-X on the windshield, you know, when on the windshield, you know, when on the windshield, you know, when you know, when the rain hits the you know, when the rain hits the you know, when the rain hits the windshield. windshield. windshield. » that? Is that sprayed on? Is it Like a » that? Is that sprayed on? Is it Like a » that? Is that sprayed on? Is it Like a clear coat? clear coat? clear coat? » No, it's it's all it's all the same » No, it's it's all it's all the same » No, it's it's all it's all the same There's no clear coat on it. It's all There's no clear coat on it. It's all There's no clear coat on it. It's all the formula within the paint itself. the formula within the paint itself. the formula within the paint itself. » Oh, it's a treatment to the paint. » Oh, it's a treatment to the paint. » Oh, it's a treatment to the paint. » No, it's it's just in the paint. It's a » No, it's it's just in the paint. It's a » No, it's it's just in the paint. It's a It's the way the paint is manufactured. It's the way the paint is manufactured. It's the way the paint is manufactured. » Um Interestingly enough, too, like if » Um Interestingly enough, too, like if » Um Interestingly enough, too, like if you know a house is painted in Rain you know a house is painted in Rain you know a house is painted in Rain Refresh cuz if you took a piece of blue Refresh cuz if you took a piece of blue Refresh cuz if you took a piece of blue tape and try to put it to the side of tape and try to put it to the side of tape and try to put it to the side of the house, it won't stick. the house, it won't stick. the house, it won't stick. » Mhm. » Mhm. » Mhm. So when it comes to painting with Rain So when it comes to painting with Rain So when it comes to painting with Rain Refresh, we have to use stronger tape um Refresh, we have to use stronger tape um Refresh, we have to use stronger tape um when we're doing masking. when we're doing masking. when we're doing masking. » Yeah. » Yeah. » Yeah. Is that exclusive to Sherwin-Williams? Is that exclusive to Sherwin-Williams? Is that exclusive to Sherwin-Williams? » Yeah. » Yeah. » Yeah. » Interesting. Yeah. So that's Is there » Interesting. Yeah. So that's Is there » Interesting. Yeah. So that's Is there any other treatment people do on paint? any other treatment people do on paint? any other treatment people do on paint? Or the it's always within the paint. Or the it's always within the paint. Or the it's always within the paint. There's no such thing as a There's no such thing as a There's no such thing as a Besides like cleaning it a year like I'm Besides like cleaning it a year like I'm Besides like cleaning it a year like I'm talking maintenance. talking maintenance. talking maintenance. It's It's It's » You know, the biggest thing is just » You know, the biggest thing is just » You know, the biggest thing is just exterior is just power wash your house exterior is just power wash your house exterior is just power wash your house every year. Um you know, just get it every year. Um you know, just get it every year. Um you know, just get it keep it clean. That will help. keep it clean. That will help. keep it clean. That will help. » Is that » Is that » Is that Why does that help besides the look? I Why does that help besides the look? I Why does that help besides the look? I mean, the debris and dust is just mean, the debris and dust is just mean, the debris and dust is just gnawing away at the paint or gnawing away at the paint or gnawing away at the paint or » I mean, it's just another element. It's » I mean, it's just another element. It's » I mean, it's just another element. It's just » See, I thought washing my car for a long » See, I thought washing my car for a long » See, I thought washing my car for a long time. I always thought that was really time. I always thought that was really time. I always thought that was really dumb. dumb. dumb. » To wash your car? » To wash your car? » To wash your car? » To wash your car too much. Like Tyler » To wash your car too much. Like Tyler » To wash your car too much. Like Tyler over here, right? Little OCD. I just over here, right? Little OCD. I just over here, right? Little OCD. I just don't really get the logic of why I'd don't really get the logic of why I'd don't really get the logic of why I'd pay all this money if it's not ruining pay all this money if it's not ruining pay all this money if it's not ruining the paint. And then fast forward a lot the paint. And then fast forward a lot the paint. And then fast forward a lot of country roads later, of country roads later, of country roads later, uh there was, you know, then I the logic uh there was, you know, then I the logic uh there was, you know, then I the logic of like a mud blob with like a rock and of like a mud blob with like a rock and of like a mud blob with like a rock and it's just rubbing in there bouncing and it's just rubbing in there bouncing and it's just rubbing in there bouncing and Sorry, that was an inappropriate hand Sorry, that was an inappropriate hand Sorry, that was an inappropriate hand image there. image there. image there. Let me take Cut that out, Tyler. Let me take Cut that out, Tyler. Let me take Cut that out, Tyler. You know what I mean? Like You know what I mean? Like You know what I mean? Like But yeah, the more I and I think I saw But yeah, the more I and I think I saw But yeah, the more I and I think I saw something on YouTube, but it it was kind something on YouTube, but it it was kind something on YouTube, but it it was kind of crazy all the way down to the dust of crazy all the way down to the dust of crazy all the way down to the dust level how much how that's essentially like how much how that's essentially like how much how that's essentially like sandpaper to paint. sandpaper to paint. sandpaper to paint. » Yeah, that's right. » Yeah, that's right. » Yeah, that's right. » Like okay, fine. They're all right. I'm » Like okay, fine. They're all right. I'm » Like okay, fine. They're all right. I'm wrong. wrong. wrong. » just one of those elements. You think » just one of those elements. You think » just one of those elements. You think about it You think about rocks in the about it You think about rocks in the about it You think about rocks in the bottom of a river bed. The water just bottom of a river bed. The water just bottom of a river bed. The water just running along it even though it's a soft running along it even though it's a soft running along it even though it's a soft surface will eventually make those rocks surface will eventually make those rocks surface will eventually make those rocks smooth. And so you know, dirt, debris on smooth. And so you know, dirt, debris on smooth. And so you know, dirt, debris on paint, same kind of effect over time. So paint, same kind of effect over time. So paint, same kind of effect over time. So keeping it clean is important. keeping it clean is important. keeping it clean is important. » Yeah, so debris on paint then add water » Yeah, so debris on paint then add water » Yeah, so debris on paint then add water is could be a negative on it in the is could be a negative on it in the is could be a negative on it in the wrong context. wrong context. wrong context. » Yes, could be. » Yes, could be. » Yes, could be. » Yeah. » Yeah. » Yeah. » And so you know, the more you keep it » And so you know, the more you keep it » And so you know, the more you keep it clean » Yeah. » Yeah. » Yeah. » the better. » the better. » the better. » Yeah, that makes a lot of sense. I mean, » Yeah, that makes a lot of sense. I mean, » Yeah, that makes a lot of sense. I mean, when my car is cake when my car is cake when my car is cake » Plus it just looks better. » Plus it just looks better. » Plus it just looks better. » I got to scrub it real hard. I'm sure » I got to scrub it real hard. I'm sure » I got to scrub it real hard. I'm sure the harder I scrub it just looks better, the harder I scrub it just looks better, the harder I scrub it just looks better, too. too. too. » It does. Yeah. Yeah. » It does. Yeah. Yeah. » It does. Yeah. Yeah. » Please tell me you shower. » Please tell me you shower. » Please tell me you shower. » » » » Big fan of showering, okay? Cuz that's » Big fan of showering, okay? Cuz that's » Big fan of showering, okay? Cuz that's an odor issue, okay? I've never an odor issue, okay? I've never an odor issue, okay? I've never questioned showering. Big fan. I don't questioned showering. Big fan. I don't questioned showering. Big fan. I don't like BO. Also face oils, right? That's all Also face oils, right? That's all separate. That's going to be your next separate. That's going to be your next separate. That's going to be your next business. You're going to get into some business. You're going to get into some business. You're going to get into some type of type of type of lotion, shampoo thing, right? It all lotion, shampoo thing, right? It all lotion, shampoo thing, right? It all works together. Uh works together. Uh works together. Uh Yeah, perfect. Yeah, we're at the Yeah, perfect. Yeah, we're at the Yeah, perfect. Yeah, we're at the 3-minute mark and you're well, really 3-minute mark and you're well, really 3-minute mark and you're well, really let's do it in 1 minute. Um cuz you have let's do it in 1 minute. Um cuz you have let's do it in 1 minute. Um cuz you have a 9:30 hard stop on the call. a 9:30 hard stop on the call. a 9:30 hard stop on the call. So that man, that's hard. It's hard to So that man, that's hard. It's hard to So that man, that's hard. It's hard to do a last question cuz I feel like I do a last question cuz I feel like I do a last question cuz I feel like I could talk to you for a while. Um could talk to you for a while. Um could talk to you for a while. Um » Well, maybe we can do » Well, maybe we can do » Well, maybe we can do » Give me Yeah, there you go. We can do it » Give me Yeah, there you go. We can do it » Give me Yeah, there you go. We can do it again. Give me your uh personal mindset. again. Give me your uh personal mindset. again. Give me your uh personal mindset. You've had a successful career at Coke You've had a successful career at Coke You've had a successful career at Coke for 32 years. That says a lot. You've for 32 years. That says a lot. You've for 32 years. That says a lot. You've now helped set up two franchises with now helped set up two franchises with now helped set up two franchises with your husband. You've got the your husband. You've got the your husband. You've got the entrepreneurial bug. What what's the entrepreneurial bug. What what's the entrepreneurial bug. What what's the best thing you did in personal best thing you did in personal best thing you did in personal development to just be the development to just be the development to just be the sharp-witted, competitive gal you are. sharp-witted, competitive gal you are. sharp-witted, competitive gal you are. Like I love your tenacity and you're Like I love your tenacity and you're Like I love your tenacity and you're obviously I don't understand what you do obviously I don't understand what you do obviously I don't understand what you do at Coke, but you've done well. at Coke, but you've done well. at Coke, but you've done well. Give give us a nugget, some advice Give give us a nugget, some advice Give give us a nugget, some advice on just maybe personal development or a on just maybe personal development or a on just maybe personal development or a moment or something, a routine. Can moment or something, a routine. Can moment or something, a routine. Can really be anything. really be anything. really be anything. » Never settle. » Never settle. » Never settle. » Mhm. » Mhm. » Mhm. » Never settle. » Never settle. » Never settle. I think that's it. Um I think that's it. Um I think that's it. Um you know, I think that oh, this next you know, I think that oh, this next you know, I think that oh, this next thing is going to make me happy. thing is going to make me happy. thing is going to make me happy. » Yeah. » Yeah. » Yeah. » And and then and And there's more. » And and then and And there's more. » And and then and And there's more. Uh Uh Uh People think I'm crazy. I don't know. I People think I'm crazy. I don't know. I People think I'm crazy. I don't know. I mean, like even like Sadie was mean, like even like Sadie was mean, like even like Sadie was always in jest and always in jest and always in jest and everybody's like, "Do you ever sleep?" everybody's like, "Do you ever sleep?" everybody's like, "Do you ever sleep?" And I I do. I do sleep. But but I think And I I do. I do sleep. But but I think And I I do. I do sleep. But but I think that part of it is that if I'm if I'm that part of it is that if I'm if I'm that part of it is that if I'm if I'm not running with my hair on fire 99 not running with my hair on fire 99 not running with my hair on fire 99 nothing, nothing, nothing, um I'm not I'm not happy. And I find um I'm not I'm not happy. And I find um I'm not I'm not happy. And I find that when I'm not busy, that when I'm not busy, that when I'm not busy, I need to be busy. Like the more busy I I need to be busy. Like the more busy I I need to be busy. Like the more busy I feel like I am, the more productive I feel like I am, the more productive I feel like I am, the more productive I become because it becomes a matter of become because it becomes a matter of become because it becomes a matter of effective time management. effective time management. effective time management. » Yeah. » Yeah. » Yeah. » And um so, I don't know. It's just like » And um so, I don't know. It's just like » And um so, I don't know. It's just like I I just have never settle. And and you I I just have never settle. And and you I I just have never settle. And and you think that there's a point maybe you think that there's a point maybe you think that there's a point maybe that I that I that I just stop. just stop. just stop. » Yeah. » Yeah. » Yeah. » But I can't sit down. I've I've been » But I can't sit down. I've I've been » But I can't sit down. I've I've been sitting down for how long now? 45 sitting down for how long now? 45 sitting down for how long now? 45 minutes? I know I get to time to get up minutes? I know I get to time to get up minutes? I know I get to time to get up and do something. and do something. and do something. » put another domino up, right? Like » put another domino up, right? Like » put another domino up, right? Like that's the that's settling to you. to you. » Yeah. » Yeah. » Yeah. » momentum. So, momentum » momentum. So, momentum » momentum. So, momentum builds. builds. builds. » Yeah. Yeah. » Yeah. Yeah. » Yeah. Yeah. » I don't know. I just uh » I don't know. I just uh » I don't know. I just uh » Yeah. That's good. » Yeah. That's good. » Yeah. That's good. » I But I do. I will I will say I I do » I But I do. I will I will say I I do » I But I do. I will I will say I I do enjoy an occasional beach vacation where enjoy an occasional beach vacation where enjoy an occasional beach vacation where I'm really not doing anything at all. I'm really not doing anything at all. I'm really not doing anything at all. » Yeah. » Yeah. » Yeah. » So, uh » So, uh » So, uh » We all need something. » We all need something. » We all need something. » lounging around with a pina colada. » lounging around with a pina colada. » lounging around with a pina colada. » But you got to feel like you earned that » But you got to feel like you earned that » But you got to feel like you earned that pina colada, right? pina colada, right? pina colada, right? » That's right. That's right. » That's right. That's right. » That's right. That's right. » You got to feel like you earned it. » You got to feel like you earned it. » You got to feel like you earned it. » good to have the down time and » good to have the down time and » good to have the down time and such. But such. But such. But » Love it. » Love it. » Love it. » Um yeah, keep going. » Um yeah, keep going. » Um yeah, keep going. » Thank you, Chanel. Appreciate your time. » Thank you, Chanel. Appreciate your time. » Thank you, Chanel. Appreciate your time. » Yeah, you're welcome. » Yeah, you're welcome. » Yeah, you're welcome. » I'm motivated. » I'm motivated. » I'm motivated. » All right. » All right. » All right. » Appreciate you. ---