Episode #7: From Car Yards To Pest Control (with Corey Artz)

All right, Corey, so thanks so much for joining us. Did you want to start with maybe introducing yourself and what your, what your role is at the local guys?

Yeah, of course, mate. Yeah, absolutely. So my name is obviously Corey, surname Arts, Artz A to the Z, mate. And my role is a pest control technician on the, the Gold coast area. So. Yeah.

Yeah, beautiful. Okay, great. No worries. Well, I just wanted to, I thought we'd get to know your story a little bit and your journey so far and how things have been tracking in your business and did you want to maybe start with us and let us know what you were doing before joining the local guys?

Yeah, mate, absolutely. So I was actually funnily enough, a car salesman for 20, 25 years.

Wow.

On the Gold Coast. So I come from that, I suppose that, that customer service background sort of thing. And funnily enough, I have three sons, Caleb, Ethan and Locky, who are 26, 25 and 21, who are all car salesman as well now.

Wow.

And I turned 50 last year and had a bit of a midlife crisis and wanted to get out of the industry. And I'd had a little bit of experience with chemical sales which kind of led me to, to pest control.

So. Yeah. Right, okay. What was the car sales industry like?

Brutal.

What's that?

Brutal, In a word? It would look, it was very. When you, I suppose what I say to my boys and, and my three boys are all very successful now in car sales. One of my sons runs a Hyundai dealership on the Gold coast and he's only 26 years old. Yep. But it's a young man's game. It's very, very, very long hours. You work every Saturday, you get phone calls after hours. It's just you're constantly on the go. It's. There's no, you just, you're constantly going, mate, there's, there's no break. If you have lunch, you have lunch. If you don't, you don't like, you sort of just you deal with it sort of thing. Good money, like, it's, it's fantastic. Money from young kids, the boys are all doing really well sort of thing. But no, I think I just had that midlife crisis when I turned 50 and really just had that real desire to work for myself. I guess so.

Yeah. Yep, yep. I, my only experience with the car sales is my father in law telling me that he went for a job once, many, many years ago, as in the car sales industry. And he did one day at it and I think it was partway through the day. And he said it was it like the word brutal comes to mind massively because he was just saying it was just run like a complete like army regiment. And it was like you sell, you sell, you sell. Like we don't care whether you breathe, we don't care whether you eat. You sell. Yeah. And he just couldn't believe it. He was an absolute shock.

Yeah. It's surprising actually, like in the 25 years that I spent in the industry, how many guys and girls I said I seen come in for a day and just quit. So generally they last one day or they're in it for life. And I was in it for life. I guess so.

Yeah. Well, well, yeah, kept you, kept you going. Well, so I'm guessing that would have, you would have developed some pretty thick skin going through that.

You become very broad shoulder, Jared.

Yep. Yeah, I could imagine, I could imagine. So then what was the, what was. Because quite often I speak to people, you know, and the, you know, they're in a position where, you know, you would have been there for so long and sounds like you were earning some pretty good money on there. Typically there has to be a certain pain point that gets to people where it's just. Sometimes it's a slow build up to it or other times it can be just be one incident or whatever that ends up just going stuff. This, this is, this is not for me and I have to jump out because to jump out of something where you're getting paid a good amount of money, you know, is paying the mortgage and looking after yourself and your family and all the rest of it. Typically I find when people jump from one career to another, it needs to be a big enough pain point for that to happen. Did you have anything in that regards where it was like that or was it just a slow build up over the.

Oh, I think it becomes like to be fair, I left the industry a couple of times.

Yep. It's just kept pulling you back in.

Yeah, exactly like it, it's, it's very stressful on your marriage. So my first wife and I obviously separated sort of thing. I'm not gonna blame the car industry, but I guess it's just the long hours, the stress and even the bad habits, you can, you can start to, to come up with sort of thing like you, you're going to the boys, you're drinking, you start to do things that probably not, not ideal sort of thing, but you're living that you're making a lot of money, I guess.

And.

Yeah, yeah, you just, yeah, it's it's.

You just in that world.

Yeah, exactly, mate. That's right. Yeah. And like I said, I don't, I don't begrudge younger kids. Like my three boys are all doing very well, they all make a lot of money and they're happy in the industry.

So I guess you get to a certain age point and then as you say, you know, you call it a young man's game and, and you start to mature a little bit and then you go, I don't want to be going out X amount of times a week and getting smashed and I don't want to be living this.

That's right, and working Saturdays, like working 8 o' clock till 6 o' clock every Saturday, like. Yeah, no, but mind you, I don't mind doing it. I'm happy to work out six Saturdays now while I'm working myself because I can make a decent, a decent income if that makes sense. But when you're doing this on your own terms, like you sell a car, you get paid, you don't, you don't like, it's, it's that simple sort of thing. So.

Yeah, yeah, okay, yeah, sure. No, that makes sense. Okay, cool. No worries at all. And so, so you obviously decided that you wanted to leave the industry. What was the reason for, for looking at starting your own business over, you know, going and finding another job, you know, whereas obviously could be a lot safer and more secure and what you sort of know, you could have easily picked up up another sales role or even if you were sick of sales, another account manager role or something in that same sort of field. What was the reason for looking at small business ownership?

Yeah, so funnily enough, I did actually do an account manager or business development role with a company called Car Groomers. So for two years I was traveling around Australia.

Car detailing.

Yeah, yeah, correct. Yeah, yeah. So commercial car washes mainly sort of thing, but car detailing, that sort of thing. So, so I was pretty much traveling the country selling car wash chemicals to car wash owners and that sort of thing. And when I was in Fun Enough Adelaide, I was working with a, a contractor down there and he was supplying chemicals to a, a pest control franchise. And I was looking at the, the prospects, I, I guess the prices he was selling the chemicals for. And then I was looking at the price of pest control treatments and I thought, whoa, like this is pretty cool. Like it's got to be something in this. So I, I started to delve a little bit more and spoke to a couple of pest controls on the Gold coast and that sort of thing. And I had a lady, a lady friend that I was working with. Her dad own one of the biggest pest control companies on the Gold Coast. So I spent a bit of time with him and, and I looked at. I actually looked at buying a car wash. I looked at buying a pest control franchise and looked at buying a commercial cleaning business and, and everything just everything sort of lent towards, I suppose, pest control. I made the phone call and spoke.

To Renee and what, what was, what was, what was the decision making between, you know, if you're weighing up cleaning and then buying a car wash and then pest control? Why, why did pest control win for you?

It was easy, mate. It was doing something different every day. Easy like just different every day. Whether you're facing a. Mice or a rat or a possum, you're killing spiders, cockroaches, ants, was just. I really like the idea of doing something different every day. I did not. I didn't want that monotony of doing the same thing over and over again. Like I was in the car industry selling a car. G'. Day. How you going? My name's Corey, blah, blah, blah. I just wanted to do something every different every day. And I really. Yeah, just, just that, really, really. That was first thing, I guess. And then I guess when I first, I first rang Renee, I just really like the, just, just the f. Like just the, you know, the local boys being that family sort of business sort of thing. And I just. Yeah, I love this. I think I did speak to a gym. So I spoke to James Home Cleaning as well with their franchise, that something. But I just, just the, the family values were the big thing that really brought me to the local guys. I guess so because I'm a family man. I've got three boys and my family's it. He's just everything to me. So. Yeah.

Yep, yep. So you mentioned Renee. So obviously Renee and Sean run the, the pest control division. So did you want to. How's the experience been? Like, obviously you spoke to then their husband and wife obviously here in South Australia. So I know Renee looks after a lot of the initial contact when you're speaking with someone and then Sean is a qualified pest controller that provides the technical support. Have I pretty much summed it up? I mean, how's the experience been with, I guess, both Sean and Renee in that regard?

Yeah, good, mate. They're fantastic, mate. Like, Renee calls me every Thursday as a yak and, and just checks up on me, you know, like, like it's not like. And Again, I can't obviously compete to another franchise sort of thing, but I can't imagine someone calling you every week and just having a yak and just seeing where your head that he going, hey, what can we do better? What can we do to help you guys out sort of thing. And I'm lucky in that I've obviously got my Haley as well. So without her I, I, I couldn't do it, mate, because I, I don't. While I'm a fantastic salesperson and I can sell myself, I, when it comes to the paperwork and invoicing, that sort of thing, I've got, I've got no clue. But I'm lucky.

We're just talking about computer, computer skills.

Yeah, yeah, I, I can't do it, mate. Like, I'm struggling, But. No, but Hayley's awesome, mate. Like, she, she, Yep. She does all the back end stuff for me. I've just gotta, all I have to worry about money is, is calling her clients, getting the appointments, getting out there, doing the job and come home again. Hey, sweetheart, can we invoice these people? And she does it like it's, yeah, she's great.

Yeah, Yeah. I was just speaking with one of the other guys last week and I can't remember who it was now. Oh, I know who it was. Phil from here in South Australia and he's got his partner L as well. And yeah, they were just talking of how beneficial. It's not, it's not a requirement, but it can be very beneficial when you've got your partner involved in the business and you know, tend to be, you're good at certain aspects of the business and then your partner is very good at other aspects of the business and you can, it's a very good yin yang if you, if you've got that.

Yeah, honestly, I couldn't do it without her, mate. Like, I could not do it without her. She's, it's a 50, 50 thing. Yeah, yeah, it's, it's fantastic. She doesn't want to go out and kill spies and pick up dead rats and that sort of thing. And I don't want the paperwork. It just, it works perfectly. Very pretty much like Renee and Sean. I guess it's very similar.

Yeah, yeah, no, absolutely, absolutely. So, so tell me, mate, how was the, I mean, the ongoing onboarding experience as far as, like, I know with pest control, the licensing can be quite daunting. We know it's definitely out of the three divisions that we've got the, the most extensive training that's required to, to be licensed. How did you go through that process? You did the in classroom training?

Yeah, I did mate, yes. As far as the training went, it was fantastic. Like it was just so thorough. It was quite daunting when you first go in, I guess because they start talking about, you know, the, the makeups of animals and blah blah blah and pests and these sort of things. So it's almost like, yeah, I don't, I don't need to know this but I, I guess now I'm starting learning. You do. Like it's starting to fall into places. So why they learn, why they teach these sort of things? It was, it was incredibly thorough. The practical side was also great. But I'm, I'm so happy that I went down and spent that two weeks with Sean because it just, it brought it all together I guess because there was also lots of things that were probably, you know, with absolute respect to npl, probably a little bit of overkill and that sort of thing. So Sean was able to simplify the process for most sort of thing and, and, and just put my mind at ease to say hey, you know what mate, that's not, you know, that's not rocket science, mate. This is what it is. You see the past, you kill it, blah blah, blah.

So yeah, yeah, yeah. And I think that's the thing like you get that really detailed technical ability in, in the licensing and I think that it's, it's critical to get that hands on experience and that obviously the two weeks training is part of that process with joining the local guys is then you can go out to real clients, you can do real jobs. You're getting that, you know that taste on being out in the field and doing the actual job properly. So then when you do go home and you're going out and you've done got your first lead and you're going out to do your first job. It's not quite as scary as what it might be if you had only that technical side and didn't have any of the customer side of stuff and that warm introduction to it. How was that, how was that first job that you did?

It was scary. It is actually scary. But I think, I think what it is mate, it's, it's coming from like I'm coming from a, you know, from a car salesman for my working life to a pest control technician. So really it's, while it's scary.

I've.

Got this philosophy, I've got this, these, the four Ps the person place product price, right. So When I first speak to a customer, so you got 40, 30, 20, 10. So it's person, place, product price. So if the customer likes you and you do the right thing by the customer, and I'm talking from the initial phone call, so you educate the customer, you show empathy to their problem, that sort of thing, and you try to educate them, it's the 40. It's exactly the same as selling cars. It's like, it's like anything. I'm selling the product. So 40% of, of their decision is made by where they like you, 30% is made by who they're doing it from. So in this case it's a local guy. So where they, they often say, hey look, refer to my Google reviews. 20 is obviously the product and then it comes down 10%. So if I do the right thing by a client, I present myself professionally, I educate them as to what I'm going to do. So I tell them what I'm going to do, I tell them what they can expect and what's going to happen and that sort of thing, that's 40% done. And then if I educate them at the local, we come from that sort of thing, there's 30. So I'm already at 70%. So of sale is already done. So now it's just about the product which are all obviously approved by the pharmaceutical or I can't remember it's even called, to be honest, mate. And the price becomes almost irrelevant. And even, even though our prices are incredibly competitive, when you give them a price and you've, and you've laid their groundwork, they say yes, and you, and you're assuming the business. So every time I make a phone call, say, hey, right, this is what it is, blah, blah, blah, I get through everything. When would you like that book? When would you like to put that in for? Not would you like to. When would you like to book that in for? And that's something that's really important to me. So.

Yeah. Yep. You're assuming the sale.

You assume the sale every time, mate. Every single time.

I think you're, I'm gonna steal a couple of these things, if you don't mind.

Yeah, you're right, mate. Yeah, thank you.

I'm not gonna repackage them and call them my own. This is great. Fantastic. Well, no, I, I couldn't agree more with, with every point that you're making, and I think that that stems on nicely to the next point that I was going to speak to you about is one thing that you're quite well known for, especially here in the support center is your very high reviews. I wanted to, to talk to you a little bit about that but you've already started to lay the foundation on that. I think it's painting a little bit of a picture for, for people that are watching this in regards to why you do get so many high reviews. I think you're one of us, our highest reviewed franchise partners across all three divisions and a huge amount of. Yeah, no, no, great work to you. And just you can you maybe talk on your philosophy on that? Because I know that you must. That doesn't happen. My mistake. I dare. Well maybe it does. Maybe it's just naturally who you are. But, but do you go into, clearly there's, there's some sort of intent that you go into with every single customer or some sort of philosophy that you go into with every single customer that has that natural overwhelming satisfaction from the customers. Can you talk about why do you think you get so many solid reviews?

It's asking the question, mate. It's that simple. So if I speak to a customer from the moment I meet and greet them. So my philosophy, and I've spoken to the girls who by the way are absolutely fantastic in the office about this. I've got a, I know we have a two hour rule, I've got a five minute rule. So I, I drop everything, I drop tools and I'll ring a client straight away. And even though I can't have an in depth conversation, I said look guys, just getting, you know, I've got you, I'll give you a call back in five minutes sort of thing. It's making that experience for them, it's educating them, it's telling what you're going to do, it's telling what they can expect and it's asking, it's, it's asking for the review. So it's saying, listen, Mr. And Mrs. Smith, hey look, if you think I've done a fantastic job, would you mind doing me a few a huge favor which is going to help me grow my small business. I always mention the word small business or small family run business. Would you mind giving me a review on Google? And could you do me a bigger favor? And if you've been unhappy with anything I've done, can you please let me know and allow me to fix it?

Yep, yep, love that.

Like it's not, it's, it's just asking the question.

And that's just your sound bite, isn't it? You just put that sound bite, you've got that sound bite in your brain. You just say it every single time. You probably don't even think think now because you've said it that many times.

It's in there. Just rinse and rep every single time.

Yeah, yeah, yeah.

No a lot and they're not all, they're not all going to but I've got a fairly good percentage that that do and will and that's ultimately where my referrals are going to start to come from.

Can I read you one of your reviews?

Yeah mate, yep.

I've got one here that I've, I've copied from before and I and I thought it give people a bit of a.

Is it a good one?

A hint on. No, it's minus one star. So the review goes phone the local guys pest control around midday on a Saturday and it was a long weekend. By 1pm Corey called and was at my place by 3:15pm A good, a good hour's travel. What have we got here? Great service and guided me through the whole process. He arrived early and even helped me mow the lawn.

I did, I made Nicholas lawns. Didn't even charge a gun.

I can't thank you guys and Corey enough. Having a property management background I truly know what service looks like. I will only ever use this company again both personally and professionally into the future. If I could give you 10 stars I honestly would. Corey had a good sense of humor and pitched in where many others wouldn't. Thank you so much Nicola.

Alison, well done. I've done both her neighbors since then as well too so.

Wow. And, and isn't that interesting? All right. Like I mean clearly you know we like going and assisting in mowing the lawn is, is not what we expect people to do. But isn't that incredible that now you've done both neighbors because you know what you've created there, you've created an absolute screaming advocate for the local guys but also specifically for Corey and his small, small family run business and you know any time anyone speaks to Nicola at a party or anything to do with termites or you know, pest control in general. Sorry. Whose name do you think is going to be thrown up any chance she gets?

Yeah, yeah. Corey.

Yeah yeah it's just. Yeah and I think that that sort of not only. I think you've covered both base points there one obviously it's about asking for the review. It's having a good way to be able to just friendly ask that but no one's Even if you ask every single person and you've provided a terrible service no one's going to. They'll just go, yeah, yeah, sure mate, sure, sure, sure. And never do it. But you know, if you're providing customer service like that and you're a likable, friendly person and you know your stuff and you're, you're going to that 40, 30, 2010 rule.

Yes, correct.

Yeah. I think that that's laying all the foundation to have not only a lot of reviews and positive reviews that come out of it, but ultimately a very successful business. Because as I said, you get a. You're going to have now. And I'm sure there's a bunch of Nicolas out there that are all saying the exact same thing. And then you just put that over a layer of time and before you know it, it's just, you know, people were just screaming your name and you just a very busy man, which is, which is a great place to be. So. Yeah, no, well done, mate. I think that that's incredible snapshot of the business that you've been. Been growing over this time. So. Yeah, I thought it would be great to. To share that one.

Thanks, mate, Appreciate it.

I wanted. Yeah, no worries. I wanted to ask you what's one of the most challenging things do you think about working for yourself? You've come from, you know, having a job for how, how many, many, many years, and now you're on this new journey of, of business ownership. What have you found? One of the most challenging things is the J Curve.

The dreaded. Like, seriously. But I. Look, I guess it's just.

Can you tell me what the job is?

Yeah, it's, it's, it's. It's because I set fairly high standards sort of thing, so I've always been reasonably successful at what I've done. But it's also me trying to put a lid on expectations, so. Going. You know what, Corey? Like, it's a slow burn, mate. You've been in it for four months now. Give yourself 12 to 18 months to build it sort of thing. It's not yet. Yeah, mate, you know what? Ryan wasn't built in a night.

It's.

It's one of those things you just gotta, you gotta deal with it. You gotta take the good with the bad. You can have good wish you can have bad weeks. It's just me accepting the fact that hey, it's not gonna happen overnight. And I also need to do my part as well when it comes to promoting myself and my brand and that sort of thing. So. Yeah, that's, yeah, that's probably.

I think that's One of the. I think you've hit the nail on the head. And I think that's one of the things that's hardest for people is. Is it's that delayed gratification. You might be working so, so hard. And it's. You're. You're exactly right. It's like Rome wasn't built in a day. It takes time to get that business to a place like, let's say, you know, Sean, your divisionals, who's obviously got, like, very large business now. He's got his younger brother Nathan working for him, and he's doing. You know, it's gotten it to a very large place and can't keep up. But he's seven years in, so it's on that J curve that goes like this. And he's at this point over here, on here. And you're still at those early days, obviously. You know, I think we're. What are we in now? Five or six months?

Four months. Like, it's four months. I mark myself too hard, mate. Like, it's four months. It's. Yeah, yeah, four months. Come on, Corey.

And are you starting to see now? Are you starting to see some of you. You start to. Because I know in my journey through business ownership and when I was on the tools, I always get told I was on the stickers, but when I was on the tools, you know, you would start to see little patches here and there, and then you'd go. Because I know you sent me a text message a couple of weeks ago, and there was a record week there, and it was. Yeah, impressive numbers there. So you start to see little things like that, and you go, oh, that's. You know, quite often someone's month wage that I did there. Like, okay, yeah, that one. You see those. You start to see those little things and. And then you go, all right, cool. I just need 51. 51 more weeks. Like that one.

Yeah, exactly. It's. It's like picking fruit, mate. Like, you just. Yeah, you know, you're gonna have your good weeks. You know, you can be bad weeks, but you've just gotta. You've gotta be patient. You have to be patient. And I get that now. I didn't at the start and I. There's a couple of times there I'll. I'd crack them and that sort of thing. And, oh, why's this not working? Why it's not working? Sort of thing. But sometimes you've got to take in the. Take a look at the mirror and. And have a good look at yourself. Sort of thing, you know, like, what can I do better to fix it sort of thing. So, yeah, it's gonna work. I've got absolutely 100. No doubt that I'm taking this to the next level. And it's. And it's gonna work for me. I 100 know that's gonna be fine. So. Yeah.

Yep. Yep. And I think that's the thing, right? Like, I think it's. You see those people that kind of. It's like the. The new plant or whatever is just about to break through the surface, and then all of a sudden, there's a lot of stuff happening underneath, and people don't sort of see that. So then they go, don't worry about it. And they try the next thing, and then they hit that same resistance and they go through and they keep. And they just keep trying different things and they spend all this energy trying 20 different things, and they're wondering why nothing's working. And it's like you need to just turn it off sometimes and just keep working the same plan. So you're right. No worries. And I think that that's. You know, we can see that. We've seen that because we obviously watch your SC card and we watch your business as it's growing and all the rest of it. And, you know, you've just gotten through. Through a winter, and so now we're. We're in spring here now, and things are starting to ramp up and get busier and stuff like that. So it's great to see. I think that you get. You see the wobbly legs of people. I guess it's like riding a bike or whatever, and everyone wobbles their legs at the beginning and they either fall over or they just kind of like, mentally trust the process and then keep going. And we can see it', like, starting to straighten up and it's heading in that right direction. And then you start to see those good things, like those record weeks and stuff like that.

Yeah, yeah, you're exactly right, man. And it's the same thing again. I keep referring the car sales. It's same thing, like, if you follow the process, you'll be successful. There's no ifs, but where's wiser maybes? If you do the right thing and you do what people tell you to do in the organization, you're going to be successful. And I know I'm going to be successful. Like, I won't. I will not take no for an answer. So.

Yep. Yep. So that was one of the most challenging things. What do you what do you find that's one of the things that you've enjoyed the most about being a small business owner?

I love working myself. Like just going to work, like just even if I work the same hours as I worked previously, I'm deciding that, like I'm making that decision sort of thing. I'm making better money per hour sort of thing. I love meeting different people. Like that's just the way I am for my, my sales thing. I just, I just enjoy building relationships and building rapport and meeting these new people and that sort of thing.

Yep.

And I love making money, mate.

Yep. Why not?

Freedom not to set free. Freedom that most afternoons and I, I Look, I advertise seven days a week, 7am Till 7pm that never happens, but most afternoons I'm home by 3 o'. Clock.

Yep.

Yeah, exactly. Yeah. So, yeah, yeah.

And that's, that's what I, yeah, I used to love about being on the road is, you know, just that flexibility. You know, you can be out there cranking the music, doing your own thing and you know, as you say, go out and pump out a few sites in the day and stuff like that. You can. I like you still enjoy that. Drive home where I felt like, yep, I've achieved something today. I've, I've, I've made the money for my family. That's a tick in the box for dad or husband or whatever I need to do. I've, I've done my part. So. Yeah, definitely, yeah. Yeah. I'm now chained to a desk and always get the girls in the office. All right, no worries. Well, I just wanted to finish up and, and try and add as much value to, to anyone that's sort of watching this who potentially might be looking at starting their own business or has gone into business for themselves and, and is looking for, for new advice on what they can do. What you've already given us some, some great advice. As I said. I'm going to steal a couple of those and call them my own.

You're welcome advice.

Would you, what sort of advice would you give to someone in those early days of business? Your, your. I mean, for someone like myself or even Sean or whatever, you know, Sean's seven years on, I'm a few more years on in business than that.

What would you.

And it's hard for us to remember back to those early days because it was so long ago, but for you it's still fre can actually pass on a lot more wisdom than we probably could because it's still fresher for yourself and you remember it a lot clearer. What sort of advice would you give to someone in that regard who's just getting things going? And all the rest of it was some of the best advice you could help to sort of.

Firstly is to go with your gut every time.

Yeah. Yep.

And, and don't. I agree with that, have unrealistic expectations of yourself. Like it's, it's going to be a slow burn and your first, your first small period is going to be struggle. Like it's gonna, it's gonna hurt, you're gonna burn some money and that sort of thing. But just look at the big picture. It's all about the big picture. Just do the right thing, treat your customers the right way as you'd be, as you'd expect to be treated, I guess, sort of thing. So just, just be kind to people. It's not, that's not hard. There's not enough kindness in the world nowadays, Jared, unfortunately, so which is a sad reality sort of thing. But just be kind to people, be empathetic to people, educate people about what you're doing and understand people. That's pretty much it.

Yep. It's. It's. It's not hard, is it? It's just.

It isn't, mate. It isn't for blokes like us, obviously. Some people it is. It's actually, it's actually a lot easier. It's a lot easier than it is to be, you know, a Jack. Like just be nice.

Yeah, yeah, yeah. And I think, you know, I say something very similar all the time. I think it's not difficult, it's. Sorry, it's very easy. Sorry, it's very simple, but it's not easy. I think that all you need to do is add value to people and then that's like. That's all people are looking for is an exchange value.

That's right. It's not rocket science, mate, is it?

Like completely fine. Yes.

Be kind.

So, and clearly that's what you're doing out there, mate. That's again why we're here, seeing all that feedback back and seeing some great results and scorecards and stuff like that. So great work, mate. Keep it up. You're doing a fantastic job. And. And we can't wait to see where the business is going to be in 12 months time, 5 years time and onwards. So, yeah, no, you, you're doing a fantastic job.

Thanks, mate. If you could do me a huge favor, mate, and just pass on my thanks to all the guys and girls in the office, mate, they are Seriously, they are. They're awesome, mate. They are absolutely. They could not do more to help me. They're fantastic. Love them.

Beautiful. No worries, Corey. Well, thanks for spending some time with us, mate. Much appreciated.

Thanks, Jared. See you, mate.

Cheers, buddy. Bye.

Bye, buddy.