How To Successfully Acquire a SaaS Business: Key Strategies and Tips

So I've got a sort of a specific tactical question related to a B2B service. And very briefly the situation is that I work with online, typically online publishing companies. So companies that publish magazines and such, a lot of it's like specific trade publications, so print, but also online. And deals are closed on the phone. The work is performed virtually, so to speak. And so my highly specific question here is what do you recommend if anything for invoicing and collecting payments really to make it easy for the customer.

And for me, is it recurring at all or is it one time invoicing?

It can be.

No.

Okay, yes, I was going to answer too quickly. Not typically recurring. There can be repeat customers, but generally would be a one time, once at a time.

Who do you use as your payment processor for like credit card payments?

Well, I haven't done it that way yet. So I've, I've done this in a very manual, old fashioned way because I haven't jumped to anything. So I've accepted like, I've provided bank information for people to send me payments. But I'm looking to expand to use a processor too.

Okay.

So if I were you, I would do one of two things. So you can use Stripe for your payment processing, which is great because it has all, all the recurring features that you need. But it's expensive. So if you want the simple way, but a little more expensive than use Stripe, if you want something that's a little more headache and set up on the front end, but is cheaper, then I would use authorize.net with something like, I think it's Honeybook, so it's not just going to be authorized.net you're going to need a payment processor as well. I don't remember the name of the site, but there's a couple sites out there that will shop around for you. What you want is Interchange plus pricing. So Stripe and Shopify and all the big guys, they don't like that because Interchange plus means you basically don't pay anything for debit cards, maybe a tenth of a percent, but you will pay 2 to 3 plus percent for Amex. But most people use non Amex or debit cards. And so Stripe makes a ton of money when people pay you with a debit card. And, and then they make just a.

Little bit when they use Amex or a credit card.

So I would definitely suggest using Authorize.net, which is like the gateway for your processor and then finding a processor that will do Interchange plus pricing and shoot for a quarter of a percent or Less interchange plus just means like cost, like the non negotiable cost that they can't even get down plus a fraction of a percent for their gross profit.

Okay, that makes sense. And just to clarify one thing, I don't know if this would change your answer. I did include this information in what I sent to Heath, so you may have already factored it in, but I'm not taking orders on a website, so. Very old fashioned way of doing business. I understand, but does that change your answer at all?

No, I just think you should integrate some form of a website like use carrd C A R R D. Yeah, they have like a payment widget like or even PayPal. But PayPal is going to charge their own flat fees which are comparable to stripes.

It's not cheap.

So honestly I would go to upwork and just post a job for exactly what you need. Like I just need a simple website interface where I can send people a link to an invite, an invoice. You might not even need a website if you use something like Honeybook. You'll just kind of use the software to send them a link and then that link will include a way for them to pay that's linked to your payment processor through authorized.

Net.

Okay, kind of a mouthful, but that's.

What I would do. Not a mouthful, that's super helpful. I will look at that first. I'm not at the point where I'm running ads or doing any of the stuff that I hear a lot of people doing. So I'm starting without a site. So maybe that's a good way to do it at first. But I like your idea of card too, so I'll keep that in my back pocket.

Awesome.

Well, glad I could help. Thank you so much.

Yep, thank you.

All right.

Heath, are you there?

Let's see. Looks like you got disconnected.

All right. There you are, Heath.

All right. Sorry, kicked me out of the hosting. Corey. Corey's up next. He was with us last week but we couldn't get to him. I'm still working on the other folk, so. Corey, you're up.

Hey Heath. Hey, Chris. Can you guys hear me okay?

Yeah, it's perfect.

Awesome. I just want to say that last week's call was awesome. Even though I didn't get to talk, I got so much out of it. I remember you. You mentioned something about CARRD last week and I ended up using that and set up a quick website for my business as well. So I already started implementing what you mentioned. A little bit about me. I am the son of an entrepreneur. My parents are in real estate. I mean, you guys do mobile home parks? My family has done self storage and single family homes. I'm studying finance right now at University of Michigan and I'm looking to do something a little bit outside of my family business. About three or four months ago. And that's what I wanted to get a little bit of advice for right now. So we are running a cold email agency that connects staffing and recruiting companies with businesses that need very specialized talent. We have a pretty good system set up. We started our first campaign last week and we got three booked meetings in the first day, which was amazing. I'm so blessed and so grateful for that. And I think that that was a little bit of a fluke. We have not had that much success continued so far. But the reason for my question today was I just wanted to get your input, something like that. We're targeting staffing and recruiting companies with specialized talent. We want to connect them with. With businesses that might benefit from that.

Okay, so you did break up a couple times there during critical points. So are you running a cold email campaign for your agency or you have.

A cold email agency for staffing?

So it's both. The cold email is both my method of collecting my clients and my method of connecting my clients with other companies.

Okay, and what exactly do you sell?

So we've got a couple different ideas right now. So the first thing that we're running with is connecting a staffing and recruiting agency with a company that would need specialized talent. So, for example, we talked to a couple different businesses. They do like, they find people who have very niche knowledge in law, for example, or, you know, in the medical field. So connecting the recruiter, that would be our client, with a company that they can fill a space for.

Okay, and then what is your revenue model?

Well, that's. That's something we. We haven't got to yet. We have made an idea for that, but you know, we haven't. Haven't sold anything yet. What we're thinking is a flat fee for setup. You know, we're thinking something very cheap to start off, maybe $500 for the first month as like an onboarding and a technology fee. The setup that campaigns and then a price per book meeting. So we're thinking 500 bucks for the setup and everything, and then 300 bucks per. Per meeting set up with a client.

Okay, so it's a cold email agency targeted at recruiting and staffing companies. You're helping them find customers with cold email, right? Correct. And you're Correct. Did your question revolve around pricing or around strategy?

I can't remember what your exact question was.

You know what the question was? Trying to figure out who might benefit best from that. I'm thinking that, like, targeting a law firm is an okay idea. I'm just curious if you had any ideas about other companies that could benefit from very specialized talent.

What made you choose this industry? Is this what your background is?

It's not. My parents are in real estate, do self storage. I wanted to do something a little bit outside of that. I can always come back and work at the family business, but I wanted to take my stab at something new. The reason I chose staffing and recruiting is because I had a phone call with someone from my local area who is doing a very similar business model that I met on Twitter. And he mentioned casually, hey, you should reach out to staffing and recruiting companies because, you know, specialized labor is something. Since COVID has been a little bit harder to find and he told me that they make crazy money, I've talked to two or three different companies who do staffing and recruiting. One lady said that between 15 and 20% of their first year salary, which, you know, can be like 50 to 100 grand as a commission for them. So we wanted something high ticket, something it's going to be, you know, valuable to the customer that we connect with that business.

Okay.

All right, got it. So I love the idea. I love that you love that it's high ticket. If I were you, the only way to truly know what vertical to attack is to start in batches of five. I love the legal industry. Do you know specifically if you have any competitors doing this in a specific.

Vertical already with success, or are you just kind of taking a stab at that legal.

Well, I know that the mechanism works. I know that reaching cold email, using cold email as a mechanism to reach staffing agencies works. And I know that using it to connect the two businesses and book meetings would work. I don't know specifically the legal aspect of it. I'm not sure about that.

Okay, so have you named the business already?

Yeah, but it's.

It's always subject to change.

Okay, so always subject to change.

If I were you, I would name.

It something broad, Right.

And start with five different industries. And I would do a campaign of what. What are you using for your software.

For your cold emailing software?

Right now we're using smart leads for the sending software. We use Microsoft for the. The email accounts, and then we use list kit in order to get the leads.

Okay, I would start with five industries, 200 emails per day. So a thousand emails per day across all five industries. Keep the offer, keep everything the exact same, right? And in each email you're going to plug in, like we specialize only in finding talent for the blank industry. Like the email will be exactly the.

Same except for the industry that you're naming.

Keep the subject lines the same, keep.

Everything the exact same and, and run all five campaigns concurrently for at least two weeks.

So if we're looking at 10 business days across two weeks, 1,000 emails per day, you're gonna have a really good.

Sample size after two weeks.

And then just put the numbers side by side. And you've gotta be careful because your open rate, like a higher open rate does not equal a higher click rate.

Or a higher response rate.

And so what we found is a lot of times the lowest open rates correlate directly with a higher response rate and, or a higher response rate will correlate directly with a lower like lead.

Rate or whatever you call it, conversion rate or you know, appointment rate.

It's like you don't want to be fooled by the metrics and say, wow, this, this campaign has a 62% open rate because like who is actually getting to a phone call and how many.

Of those phone calls are actually getting to a sale?

And you're not going to know that.

For at least two weeks.

So don't, don't be fooled by the vanity metrics like open rate and even response rate or even like appointment set rate. But how many people after two weeks.

Time are willing to actually send you money for your services?

And then just that's. It depends on, on like what your preferences are. If, if you really want to hone it down, then pick a hundred industries and do this for six months, right? But if you're happy after two weeks with the industry that you found, maybe it's H Vac, maybe it's legal, maybe it's something you haven't even anticipated yet.

Then just go, go with that.

Rename your website like I would rename your website something specific to the industry and then change your outreach to say something like we only like find placements for the X industry. Like that's all that we do. We know you get emailed every day.

We are different. And here's why.

Like we know this industry inside and out, we know what your pain points.

Are, we know what your bottlenecks are going to be, but you just won't.

Like no one can answer that question better than data.

And you've got to figure that out.

That's awesome. Okay, I'll start. I'll start the split test. That was really interesting. I know you know like testing different, like different body copy for the email but I didn't think about split testing across industries so I'll definitely go and apply that. I really appreciate your time and your insight, Chris.

Of course. Yeah.

Good luck man.

Thanks.

All right, thanks Corey. Load up to any other listeners now if you want to ask Chris an advice just hit the request to speak and we'll do it. We'll pull you in and get you any advice from Chris has for you. So I'll just watch for any of those requests. Oh, here we go. We got Cameron asked but then he dropped.

How about Heath while we wait for people, I've got this one question. Question via email.

Sure.

I'm gonna do about the espresso catering business. So this guy at Defencanta says I work for an espresso catering business. We travel around to offer offices and schools that want to do employee appreciation. The owner has run it for 32 years, is looking to retire and has expressed expressed interest in selling. The quality of service is middle of the road. There are others that do the same with higher quality product and better marketing. I like the honesty there's but he has great word of mouth business and plenty of clients. He has mentioned dozens to multiple dozens but I have not confirmed this. He charges about $400 to go to.

A school and serve coffee for two hours.

I don't have much insight into his expenses and income but I'm curious how.

I'd go about evaluating this type of.

Business if I bought it. One way I would do add value and improve it would be to just raise the quality of product and maybe cut those contracts that don't add much.

And focus on the ones that bring in the most. 80, 20. Should we do one or more or are these two good enough?

So backing up. So let me summarize what he says. He works for an espresso catering business. Schools, companies, people, Corporations Pay him $400. Pay his boss $400 to go there.

For two hours to serve espresso. He has the opportunity to buy this business.

He doesn't really know exactly how many clients they have.

He's heard from dozens to multiple dozens.

So less than 100 we're going to assume and he says that their quality and customer support is middle of the pack. And his question is after I buy.

The business like what improvements should I make?

So first of all there's a good and a bad here. The good is that you know this business intimately. There's probably not skeletons in closet because.

You already work there. So, so that's great. You've already de risked. Call it 60%.

The bad is this business sounds like it's highly reliant on the owner. So who knows how much of this business is coming because they want to see the owner's face again, because they.

Like him and they've known him for 32 years and they've used him for.

32 years and they're just doing it out of habit. And so if someone else takes over, even if it's someone that already works.

For the company to to be determined.

If they keep ordering at all. So I would think that that risk is even bigger than the offset risk.

Of already working for the company.

So net of net. I think that this is a risky.

Proposition, maybe even riskier than just going on biz buy sell and buying the same company.

So let's say you do buy the business and it goes okay. I think there are ways to mitigate against that. Um, Dave Ramsey, for instance, he talked about ndr, non Dave revenue. They're trying to move him out of the company. It's a $400 million company that has.

Historically been highly reliant on him.

And he says today 70% of their.

Revenue comes from non Dave revenue.

People not named Dave. And so if I were this guy wanting to buy this business, I would start at 6 to 12 month, plan to move the owner out, working alongside the owner, meeting his contacts, following him, shadowing him. Just because he works there doesn't mean.

He necessarily is shadowing the owner at.

All times and letting all of the customers know, especially the recurring ones, that.

A transition plan is in place.

Because if he's willing to be patient and wait six to 12 months, then.

He can largely de risk and by the time he takes over, it will be a surprise to no one. And he can just keep crushing it.

And then at that point, if it.

Doesn'T matter what improvements he makes, because he already has a great business, even if he doesn't change anything.

So I didn't answer his direct question because he wanted to know what improvements should he make. I think you should start with customer service. I think if the quality weren't good, then he wouldn't have so much repeat service. But he just needs to brand himself.

As the younger guy that just really cares, that wants to do great by his repeat customers and he doesn't want to let them down. And he has big shoes to fill. Yada, yada, yada.

That's what I would do. So hope that helps.

Awesome. All right, we have Anthony wanting to ask you a question here, Chris. So I'll add him in.

If Twitter.

Will work with me.

All right.

Not letting me do anything, let me do Cameron. Oh, there you are, Anthony. All right, Anthony, come on mute and ask a question.

Am I speaking? Hi, Chris, thank you for being.

We can't hear you, Anthony.

Okay, yeah, I'm here. Okay, thanks for your time, Chris. I'm in income tax. Four seasons, so relatively new, but it's tax season time and I'm trying to grow my own client base over the last few seasons and I've kind of plateaued out. I'm not getting a lot of referrals. I'm hearing that I'm getting great service and getting good reviews. People are always coming back. I saw about the Ramsey lead buy, but that's kind of out of my budget.

So.

Yeah, I threw up a site on carrd. I'm not too keen to collect data on customers because of regulatory issues or accept a lot of payments through a website. But I get the tech stack and I can offer some consultation, maybe paid consultation. Stripe links. I've played with that. But more about like outreach marketing and kind of growing this business to get.

More income tax clients.

Correct, but specifically individual and self employed versus, you know, higher ticket clients where I would need EA or cpa, which I'm not planning on getting as I'm. I'm kind of too far down the road age wise to go back to getting a degree.

Okay, so what does your average customer look like today? Is it a business owner like you said?

And if so, yeah, average is self employed. Maybe a newly self employed person, like maybe getting uber income for the first or second year. Real estate agents and then healthcare professionals.

Okay, and what is like an average ticket size? Like what, what amount of gross revenue.

Can you expect from each client?

Yeah, gross rev on a yearly basis. Oh, per client?

Yeah.

Yeah, gross. Gross revenue before. Before expenses, around 350 to 400.

Okay, and that's basically every.

Every year per customer? Yes, every season.

And what does your churn look like?

How long are people staying with you on average?

Zero.

Very little.

I've had one client who just didn't return. Other than that, I've retained all my clients out of. Out of 15.

Okay, and what percentage of your business.

Do you think you could grow before really having to invest in the business?

Like what percentage would you like to grow realistically?

I mean, the total revenue is quite small, so it's not money that I use to live on per se. So yeah, I could reinvest what I make per season into it.

Okay, and what do you used to. Is this not your main thing?

What are you using to live?

Well, I do. It's parallel. Former recruiter, so. And I pinged Corey because I have some insights for him. Recruiting overseas in China and Asia for design positions. So I still do a bit of that. And then I work for a nationwide tax preparing software platform and I do like product help on that online remote. Okay.

Are you able to leverage that experience.

With the tax preparer to acquire new income tax customers?

Yeah, I can't like fish for clients through them directly, so. Oh, sorry. So I did join Intuit's new revenue share. 5050 revenue share. Whereas they drive traffic to you and you do a 50, 50 rev share with Intuit. That's a pilot program, so there's no data to go off.

Okay.

And of all your customers, which. Which customer profile do you like the most?

Like, what type of customer would you like to get?

Yeah. Cell phone, Self employed, maybe at the most complex level, maybe in a partnership, but preferably sole proprietor, one to three businesses, maybe some passive income through real.

Estate and on an industry basis.

Do you like real estate?

I'm agnostic about it, but they have unique specific needs and so one of my clients kind of pushed me towards that because that was her situation. But yeah, I like clients who are organized and have records.

Yeah, yeah, yeah.

Makes your life easier. Are your clients mostly local or nationwide?

Mostly clustered between Oregon and California, but I reside in Arizona.

Okay.

Okay, so you don't have a website then?

Correct, I do.

I just added a card site.

I just popped one up. Correct. With my domain tax End pro.

Okay.

Do you, do you get any referrals from people?

No, I have, not surprisingly. Well, not through my own client list. No. But when I was working at the Jackson Hewitt tax franchise. Yes. In fact, we grew year over year, was mostly referral.

Okay.

So if I were you, I would start brainstorming. Let's take an Uber driver or real.

Estate agent, for example.

Start brainstorming. Where are those people living online when they first become an Uber driver or.

First become a real estate professional?

Because it sounds like that's when you're.

Most likely to acquire them, is that correct?

I. That or when they get a 1099 in the mail and then they're confused.

Okay.

Looking for help.

Okay.

I'm thinking, how do you feel about Cold calling.

Oh yeah, I did tons of it in recruitment. It's all cold calling.

Okay. If I were you, I would get a list of brokerages in an area, pick an area that you have the.

Highest concentration of customers. Call it. Let's say it's Salem, Oregon.

I would get a list of real.

Estate brokerages there and it's, it's great because you can get their numbers super easily. We talked about this last week and.

I would just cold call the brokers and say, hey, this is who I am. I do tax prep, I do income taxes. I specialize in real estate agents. I basically never lost a customer, at least due to dissatisfaction. Do you have any new agents that.

Might need help with this?

And just like, just be very transparent. Be like we have a bunch of.

Customers or have a bunch of customers in Salem, Oregon. Like I know the industry or I know the area.

Do any agents come to mind that.

Might need help with this?

And just see what they say. Like just talk to five brokers, specifically.

Brokers, and see what they say because it's a lot easier to find a.

Person that can refer you 5 to.

50 different customers versus calling agents directly.

Another thing you can do is go.

To Zillow and just start browsing. You can do this yourself or you can do this at scale and sort.

By the date they were added to.

Zillow or realtor.com or wherever or sort.

By the lowest number of reviews. And those are either going to be.

Brokers or agents that are brand new to the business.

And if you can find someone, ideally you can find someone that is new.

To the business and has a disproportionate amount of reviews.

That's probably going to tell you that.

They'Re like a rock star. Like they're new to real estate and they're crushing it. Because let's say you learn in Salem, Oregon, the average agent has five reviews.

Total and you found three that have.

Been at it for six months and already have seven reviews.

Like those would probably make for a great client. A, because they're more likely to become a client. D, because they're probably going to have higher income.

Therefore I'm assuming they could be a little more complex, therefore you could charge a little more. What do you think about that?

Yeah, spot on. I like all those ideas. I also think maybe I could also do that in the healthcare space as well.

Oh yeah.

Are you familiar with what BCBAs are?

No, I'm not.

So it's a board certified behavioral.

Analyst. I don't know. Pretend that's true, don't look it up.

But it's basically the license that you.

Need to open an autism clinic.

And what's great about BCBAs is that.

They'Re publicly listed online and their license renewal date is listed online. And it's a super in demand profession that is growing double digits year over year.

And so anyone in the world can.

See when there's a new BCBA and.

They'Re going to make good money and it's all like their cell phone is listed online in every state. And so you could even say hey, like I assume that you have someone.

In your family or life with autism.

You could refer to that and say hey, like I hear great things, you're doing great work and I want to help you, I want to help you.

With your, with your income tax. Do you have anyone already doing that.

Or dentists? I assume that, you know, being publicly.

Listed in the healthcare spaces is more common than not. But all their data is right there.

And I bet they've never been cold call.

Cold called by, you know, a savvy recruiter who's comfortable cold calling that now is selling income tax services. Right. Like that's just not a cold call people get, which is good for you.

Yeah. Thanks Chris. Yeah, amazing journey and just keep, keep doing what you're doing.

Thanks.

Thank you again.

Thank you. Appreciate that. Right.

Thanks Anthony. Just a reminder everyone, anyone's welcome to get some advice from Chris. The things that we're he's happy to help with are how to grow a business, studies should you start or quit a job or business or not. Is this a good business idea or partnership help, employee help or even if you just want to brag about how awesome your business is, we are welcome to have that. Just you can hit the request to speak button and I'll add you in and we'll get you going. Anyone's welcome to do that?

That's Texas barbecue restaurants, all of the best emo bands from 2003. Also the best year for emo music.

Yeah. Why Teslas are superior to not or internal combustion engines.

Absolutely. I want to hear all of it.

Right?

We got Chris.

We got Chris.

Cool.

Chris, see if you can. There you go. Go ahead and unmute yourself. I'm going to ask away.

Hi Chris, can you hear me?

Yes sir.

Hi there.

I work in the software space as a software engineer doing contracting on a sort of 6 to 12 month basis. I'm looking at what can I do besides just selling my time. Previously I've created online courses that have done Reasonably well, like low six figures. But I'm interested in maybe buying or selling something. So I been looking at stuff on acquire.com and flippa.com do you think that's a good way to go? Like I'm talking about sort of low ticket existing websites that are making, I don't know, 500 to $1,000 a month. So they'd have a sale price between say 10 and $30,000 and then looking to grow them because they've effectively already got product market fit. Now I know there's probably, and there are a lot of bad deals out there, but do you think it is worth sort of trawling through to find a diamond in the rough or do you think that's potentially just more trouble than it's worth? Curious about your thoughts on that sort of approach.

I absolutely think it's worth doing that. And I think I know exactly what you should do. So I wish I had your skills. Okay, so you have an amazing skill set and I love that you want.

To put it to work outside of just a 9 to 5.

So if I were you, I would go to Acquire or Flippa as you've been doing, and I would find some sort of a SaaS product, maybe it's a plugin or Chrome extension or just a SaaS product on the WordPress site or whatever and find one that fits these criteria.

It's low ticket, it's really cheap and.

It has very low churn and the.

Owner has not raised the price in a long time, if ever.

Now you also want to make sure that their reviews are good. It could have low churn because it's.

$3 a month and people just don't think to cancel.

But we're assuming that it has low.

Churn because it's just a great product.

That people rely on that has 10x.

The value of whatever the owner's charging.

And then you're really not going to know until you start due diligence and talk to the owner and maybe even see if you can talk to some.

Of the customers about like ask if.

He can show you his customer database that's anonymized, you know, maybe just partial email addresses and just pick out five at random and say, can I talk to these guys? Can I just say like, hey, I work with owner name and I'm doing an audit and I just want to.

See how, how happy they are.

Get them on the phone and ask them like how integral is that product into their life? Like how much do they rely on? It is a top of mind. Do they, did they just forget to.

Cancel or somewhere in between?

And if you were to buy something like that, raise the prices. If you can a b test it, even better, right? I don't know what the platform looks like, but if you can take a.

10% of the customer base and raise the price from $5 a month to.

$30 a month and maybe 10 to 20% churn, like, wow, you've got a winner.

Right?

I would take another 10% of the customer base and raise it to four $50 a month and maybe the same percentage of people churn or maybe 80% of people churn. And you, and you think, wow, okay, I found the sweet spot.

I found the pressure point.

I would do exactly that. Like you're going to de risk partially by asking these questions and going into it with that strategy, but you're not really going to know until you get.

In there, you actually buy the thing and you, and you raise prices and.

Then literally like you could talk about.

Improving features and all that, but just, just raise the price. That's it. And just keep it going.

Yeah, that's. That definitely makes sense. One, one follow up question. What do you think about businesses like websites that are making money majority through AdSense, like you know, Google Ads. Is that just a. Too much of a tricky type business? Do you prefer the SaaS sort of sites instead of.

I don't mind that at all because there's a huge opportunity to turn off.

AdSense and turn on like a more niche or boutique. What's it called, like ad tech platform.

Because AdSense is like the lowest payer out there. So if they're wholly reliant on AdSense.

And you can buy it at a.

Decent multiple, then it's really the same strategy. Instead of raising the price, you just swap AdSense to a provider that I.

Can'T remember the name of right now.

But that's something that. Do you follow James Camp at all?

No, no, I'll check him out. Is he like a Adsense kind of guy?

He's like a. He buys small SaaS products and does.

Exactly what we're talking about and probably 80% of everything I told you I learned from him.

So he's pretty active on Twitter.

James Camp and he.

I would do an advanced search for James Camp and look for times that.

He'S talked about adsense because he's specifically mentioned this strategy before.

Awesome. Chris, I love what you do. Thanks so much for your help. Really appreciate it.

Thank you. Yep, hope this helps.

Right, thanks. Thanks, Chris. I Approve Jack here. We got Jack coming in now to ask some questions. Jack, just come off mute. There you go.

Hey, is that me?

Yes, sir.

Awesome. Chris, I have a couple of things, man. So, I live in Louisiana. I'm from Mississippi Tigers. I work in the oil field. So I'm gone 14 days at a time back here. 14 days at a time. And I've been trying to figure out how to get out of the oil field. Getting something a bit more lucrative. I have four daughters. The oldest is 15. Youngest is 11. Okay.

They live.

They live with their mom. So, first off, I don't have any real estate experience, but I have been following you in a bunch of real estate, SMB, Twitter. If I. If I beat the bricks and I find a mobile home RV park and reach out to you, any way you could kind of help me along with that first one? Maybe even partner with me?

Yeah, I'm happy to.

Okay, well, I'll.

Down there in Mississippi.

Yeah.

Yeah.

I noticed when you were down here in Baltimore, one. What was it? Outside of Baton Rouge.

Yeah.

Yeah. Okay, awesome. Well, I'll start looking for those. Now, your tweet, and I went back and referenced that about a month ago about starting the tree company. You laid out what you would do with links and so forth. So I, you know, I kind of tried looking around. I've been trying to figure out a crew, a sub, basically, because I don't care what field it's in. Well, at work, a guy, I was talking to him about a month ago at work. His stepfather passed away about a year and a half ago, but he had a little roofing company, and he was telling me about this crew. All they do is repairs. They don't do any new construction. Anyway, I went ahead and got on namecheap, got the domain. I've talked to this roofing contractor, and I think I'm about to. I think I'm about to go live with a website and start a roofing company. What do you think?

Good for you. I think I freaking love it. You're starting with a great crew. Is that. Am I hearing that right? That specializes in repairs?

Yeah.

And.

And I'm gonna go 50, 50 with this guy from work.

Okay.

I'm gonna go 50, 50 with him. It's his. His crew. Now. This crew works for several contractors. I put in for a home improvement license, got the domain, registered the llc. I've even priced the insurance here in Louisiana. Now, be being in Louisiana, but from Mississippi. He lives in Mississippi, but he's from Louisiana. I plan to go both states and. And just start with the website with some SEO.