Google LSAs: The Easiest Way to Add Leads Tomorrow

This is the literal easiest thing to do to just add leads tomorrow.

He had to keep turning it off 'cause he was just getting booked out way too much through LSA. But turning it off is just not, not acceptable.

In the 8 deals that we've done that have been distressed, I have personally gone in and solved it.

The whole system of LSA is built around get phone calls through it, do the job, and get a 5-star review.

Even in 2025, like, that's still apparently low-hanging fruit.

Go to YouTube, look up how to set one up, and start.

If you can do a change today that will impact you today, like, that's incredible.

What marketing problems are you not willing to fix?

Um, welcome back to Owned and Operated. I'm your host, John Wilson. Today I'm joined by my good friend Sam Preston, the CEO of ServiceScalers. Welcome back, Sam.

Thanks, man. It's good to be here. It's gonna be 2026. I'm done with 2025.

I'm super done. I'm super done with 2025. We did like a recap with Jack like a week ago.

Yeah.

And it was like, yeah, I'm ready. I'm ready for this. I'm ready for whatever's next.

Yeah. No, it's 2026 is going to be a better year for sure. For sure. But I'm also known as the optimist in my family. Like my brothers, like, bro, shut up. Shut up. And it was like, it's going to be a better year.

So yeah, a lot of the challenges for '25 feel like one-times, like the refrigeration changeover. I mean, weather, who knows? Like, we'll see what happens with weather. But yeah, hopefully all one-time.

Yeah, I mean, 2026 will either be a better year or I'm gonna gaslight the universe into believing it's a better year and we're just gonna make it happen.

I think that's the way to do it. Yeah, I think that's the way to do it.

For sure.

What do you have big up in '26? What's the goal?

A lot of traveling. Gonna try to put on a marketing conference. Hint, hint, you know, wink, wink. We'll see when we announce that. Want to hit a lot more conferences up, want to double in size, but like what CEO doesn't want to double in size, right?

I wouldn't mind.

Yeah, I wouldn't mind. Let's do it. You know, we're still small enough where we can double in size. We haven't gotten like so big that that's like, bro, that would actually break things. And so yeah, just a lot of new ideas, a lot of new things that we want to do for our clients, internally for our team.

Yeah.

To just be better.

Yeah.

And that's the pursuit. That's the fun part is just making this better and better.

It's awesome. This year we want to double, but we want to double EBITDA. So we want to go from 3.5 to 7, which I actually think we ended a little bit higher than 3.5, which is cool. I think we're potentially low 4s, but I got to wait for final numbers. But yeah, we want to get to 7. And the biggest way we're doing that is add-on acquisitions. So we closed one 48 hours ago.

Oh, dang.

And then, yeah, so we're like fresh. So I spent my morning there just like integrating, switching everything over, and then we announced to their team on Monday. And then we have 2 more that we're actively talking to, and we'll probably close at least one more in January.

Dang. Do you get the, like, when you make a big purchase, like a car, I've only done one acquisition, so like, I'm sure you get this feeling more often than not, but like you make that acquisition, the next day you're like, Was that a good idea? Was that a good choice? Just that doubt that creeps in, or is it always for you, you feel really good about it?

I feel good about it. Closing day is a big swing. So this specific acquisition, we closed in, I should actually do the math, but it was 20 days. It was quick. And I had to get it done prior to the end of the year. So we closed in about 20 days, maybe 25. So the whole thing moved fast.

Okay.

Which I liked. I thought was good. But no, I've had a lot of confidence the whole time. Now there's another one that we're working on that is a distressed situation. And that one I'm less, maybe I will feel regret of like, what did I do? Because It's going to be really hard work to sort of turn that ship around.

Okay. Well, why don't we talk nerdy about that for a second on both of them? But that first acquisition where you feel really good, tell me about the marketing. How was, in general, how was the marketing?

It's exciting. So our topic today that we're going to dive into is LSAs. So we're going to hit that, but I get really excited when I see these small businesses that either have not turned on LSA yet, Or have LSA turned on, just like not very often. Yeah, I know I've said this on the show before, but we were talking to another acquisition target, and they grew 50% last year. And the biggest change that they made was they turned on LSA, which is like like so easy. Like that's amazing. So yeah, so I get really excited when I look at these little little brands, and you still can do something. Like so straightforward to just double. Now, obviously, I'm gonna put this caveat out there. If it's only that easy because we have like a centralized platform to add a location onto, right? Like I already have HR, I already have a marketing team, I already have accounting. Like we have a robust structure. So for us, adding a new branch actually is not that complicated. Whereas like if that's your main thing, obviously doubling is very complicated.

Right.

So I don't wanna be like rude, But for us, this really is more leads will just allow this thing to explode. Do you get more— Yeah, that gets me really excited is when there's almost no ad spend, very high gross margin, very good net margin. That's like, okay, I can do something here.

Okay, so you prefer to come into a company that has very low ad spend, but has some of the marketing stuff going, but just clearly don't know how to turn it up?

Yeah. A lot of home service companies rely on referrals and they just don't have a great way to manage them. Most customers are pretty happy to recommend you, but without reminders or tracking, those referrals kind of disappear. So ReferPro helps keep that from happening. It automates referral collection, attribution, and payouts so your customers actually follow through and you can focus on the work that matters. Referral leads convert faster, cost less, and help your business grow without buying more ads. You can see how it works and book a demo at referpro.com or through the link in our show notes. Mention Owned and Operated for 20% off and a discounted onboarding because most people are willing to refer you. They just need a little help remembering. So if I'm looking at a company, because Google Business Profile and local service ads are like the same thing now, so how good's the, how good is the Google Business Profile? How many reviews? What's the rating? Is it like, is there easy stuff to optimize there? Like, can I get more reviews? Can I add the hours of operations? Does it, is it a service area GBP versus a storefront with the address? So like, what can I just fix? Is the GBP in a good area? Is it in a high wealth area or is it in a crappy area? Yeah, so the one we're, the one we just bought has 4.9, 400 reviews, They turn on LSA, but they mostly keep it off. So LSA does produce for them.

Yeah.

They just, for the most part, leave it off because they don't have enough people to run the calls, which like we can solve that. Um, so like, oh yeah, all those different things are what get me really excited about like, hey, this, this opportunity isn't even close to fully tapped out yet.

Yeah.

Like we could just turn on a lead aggregator. We can just add more budget to LSA and maybe we can add 3 plumbers And, you know, double it.

To me, that's, that's the ones where I like, I like where, you know, 'cause we get a lot of home service companies that'll come to us and go, hey Sam, will you just take, check out the marketing? Like, is this a good bet? And it's really hard when the, the company they're buying already does a great job in everything. Like, yeah, you can take that and you can grow it, but it's so much easier just like increase ad spend. Like it's just so much easier to like, oh hey, well like you're just not consistent.

Oh yeah.

You just need more team members. Yeah. Like those are like the easy fixes. Whereas like, hey, you, you actually have the biggest part of the market and you already own the majority of the SEO organic traffic and you already have a robust Google Ads.

You're in a highly high wealth area. How big is the customer list is another one. Because what I usually find is I'll find like 6,000 to 10,000 customers inside a database that have never been talked to once. So, okay, can I, can I put that into a rehash campaign And just generate calls here. So yeah, when I see just like that, great reviews, good GBP, an underutilized LSA, a decent-sized customer list, but doesn't have a tech stack to rehash, that is like, yeah, hell yeah, we can do something here.

No, I'm—

So anyways, so we did do something there.

We acquired them.

You did. We did it. We put our money where our mouth was.

Now the other one where you're not as excited, or like you're excited, but you're just like, I've got a couple red flags on this date.

Yeah, we're excited. Yeah, there's a lot of red flags. Distressed deals are just their own brand of complicated. What are you coming into? What are the liabilities? What are the unknown liabilities? What's the project? What's the culture like? What's the cost structure that you can't get rid of? What's the cost structure you can? We have officially completed 10 acquisitions in industry, so we've done a A handful of deals, and 8 of them have been distressed.

Okay.

So we have like a good handle on how to handle a distressed deal. You know, each one's a little bit different. Like, how did it get distressed? Why did it get distressed? Uh, can it be undistressed? Uh, so each one's a little bit different. Um, so we are excited about it. We feel like we have the chops to take it down. But it is in a new market, so that adds some complication. The big one is, in the 8 deals that we've done that have been distressed, I have personally gone in and solved it. And in that case, I can't do that. So that's one of the big, okay, how do I work through a leadership team with something that is really going to be hard?

Yeah.

It's going to be hard. I have done everything that needs to happen here, But I'm not the one doing it.

Yeah.

So how do we do it?

No, that's a good question. I have not gotten there in my own business yet. I bought one company and it was a, yeah, it was a lot of fun because it was a friend. And so like I got the, you know, the dirty insight and he wanted to stay on. He just wanted to be a part of what we were doing. So it's like, great, come on. Um, and so that was an easy one, but no distressed agencies yet. Maybe one of these days, or, or maybe I go after a plumbing company, you know, who knows?

I mean, hey man.

Yeah.

Distressed is interesting. We bootstrapped our way here. We're still us, myself as an owner, Brandon, my president, as an owner. So a part of the reason we've taken down distressed deals is because that's what we could afford.

Yeah.

I can't compete in the marketplace for $1 million EBITDA businesses. I just can't. I didn't raise a fund. We have to be creative in how we do things. So I think we've just naturally fallen into this rhythm of fixing businesses Because that's what we could afford to do.

Yeah.

Even the, you know, I bought my parents' business and then the second business was we bought like 13 months later and that was a distressed deal. Like revenue was sinking. They were losing 30 grand a year for like 5 straight years. And I was 26 and like we just went in there and like got it done. But if that was profitable, I couldn't have afforded it.

And I'm just going to push this back to marketing just because that's what we're talking about today. What marketing problems are you willing to fix and what marketing problems are you not willing to fix?

If a company had zero service presence, like it was 100% new construction with no service leads, I'd be out right off the rip. I don't want to solve that. I've had to do that a few times now and I'm a little tired. So if there's a decent service base and it is getting leads somewhere, I'm up for it. So I guess that would be my measurement. Like, is there any service? Even if it's all organic, then I would take on that problem. But if it's like 50/50 new construction service, like if it's any more weighted to new construction, I wouldn't even touch it. Because our playbook is shut down new construction. Day one if possible, or otherwise as soon as humanly possible, get rid of all new construction and pivot to service. So ideally you already have a service base to build from.

Is there any thought towards how many channels they're growing? Like this is a really good looking business, but it literally only has LSA. Doesn't have GBP, doesn't have Google Ads or any other marketing channel, just like one. So it's like, it's very, No, it doesn't matter.

I think I would take that on.

Okay.

Just 'cause that stuff's so easy, like signing up for, I mean, so much of it's the tech stack. So if a lead comes in and it gets collected and rehashed, that's all tech stack. So if you have a good tech stack, then I mean, any lead aggregator can be turned on in an hour. So it doesn't seem that complicated.

Okay. At least one channel driving and you'll go after it.

And what's the price? Price has to make sense. Yeah, doing deals. 2026. So we're probably gonna acquire 4 companies next year total, which would be the most I've ever done in a 12-month period. My previous record was 3.

We're here to beat records though.

Yeah, we're here to beat some records. So should be really interesting. The difference this time, Is, uh, we have a platform that we're building from. And when you're in the, like, when you're at the size we are, adding a new branch is complicated for a number of reasons. But, um, it's also like not that complicated.

Yeah.

Like our tech stack is pretty built in. We just plug it in. Our payroll stuff is built in. We plug 'em in. Our HR stuff is built. And it's just a lot of like, uh, let's just plug all this in over here. And let them do the good work they've been doing. Cool. Let's hit LSAs.

Do we start this off with the basics? Like what is an LSA? Or do we just like, does everybody already know this?

Well, some people don't. I mean, there was that, again, the guy that I told you about, he didn't even know that this was an option. And this is the, I mean, this is the literal easiest thing to do to just add leads tomorrow. Like it's very easy.

Yeah, so if you're not driving, if you're at a computer watching this on YouTube or something like that, please go to Google and search for your, um, your service and your location. Hit that enter button. That first thing that'll show up, it'll be— it'll say sponsored is LSA. It's a local service ad, or you'll see Google Guaranteed. Google is basically guaranteeing your work, I think, up to like $2,000.

Yeah, I think $2,000.

Yeah, it might have changed, uh, since I last looked at it, but it's guaranteeing you up to $2,000 your work. And so if Google is going to guarantee your work, they're going to be damn sure that you are good at your job.

Mm-hmm.

And so the whole system of LSA is built around, can you get a— get phone calls through it, do the job, and get a 5-star review? If you can do those 3 things well, Uh, you can win LSA. The best advice for LSA that I can tell you is to be consistent on everything. Make sure that you're posting consistent, making sure that you are, uh, marking everything inside the LSA account for, uh, phone calls or booked jobs, making sure you're going and getting 5-star reviews.

Yeah.

If you can do those 3 things, just that flywheel of consistency, You'll see your account grow and snowball.

It's surprising how overlooked it is. I think inside the sphere of people pushing, it's a known quantity. But again, I've talked to a few people as we've been talking to acquisition targets again this year, and it has come up multiple times of like, yeah, we turned on Google for the first time and we grew. And I'm like, How?

How?

How is this still low-hanging fruit? Which is, again, depending on where you are, to me, that's very exciting that even in 2025, that's still apparently low-hanging fruit.

Yeah, I was going through the call with the team, internal team, to look at how many of our clients are on track. We do that every Friday. And today we have like 93% of our LSA accounts on track, meaning that our clients are hitting their goals. Only 7% are off track. Their target goals. Which I don't know if you know from the agency side, that's high.

Yeah, that's crazy.

That's, you know, I'm making an A on LSA. And so it's probably the second most important marketing channel you should be running. And what I mean by that is like, GBP is your first, you have to have your GBP, but GBP, is connected to LSA. So you should be doing both.

Yeah.

And you should have a budget, even if it's just a small budget, you should have a budget for it. I personally, I'm under the impression, and the way I run my business is I would just have that budget always on, always trying to work it. Even if you don't, you're not getting a lot out of it, or if you're getting a lot out of it and you have to turn it down because you have too much leads, always just have a small budget of phone calls coming through.

We do a lot of like turn off. You know, marketing for us is a very active contact sport is what we call it. So like every day, three times a day, we're looking at the board. We're turning down budgets. We're turning up budgets. We're doing like whatever. And I think I think that is yeah the right way to do it. I like the idea of turning down, but something that this company that we just acquired is doing that I'm kind of a big fan of is they turn it down to like. $100 instead of to zero, whereas we turned down to zero. 'Cause then I think it probably like shows Google that there's always something versus like on, off, on, off, on, off. So I don't know, I liked that 'cause it still keeps something coming through, but not like full tilt.

Yeah, one of the biggest mistakes you can make in LSA is turning it off, even with too many leads.

Yeah.

What we have seen with clients time and time again is they will turn it down to zero because they have too many leads and then they go, oh hey, we need more leads, so we turn it on and then it just—

So it takes like a ramp.

Yep. Yeah, it's like a little ramp and it's like, yeah, you know, we try to warn you like, hey, just don't do it. Just throw $100 at it. It's worth $100 a week of wasted spend of phone calls coming through. But yeah, don't, don't turn it down to zero. Turn it down to something you can do. In fact, what I would do is figure out whatever your cost per lead is per like week and just set it to that. So if it's $70, $70 a week or whatever that is.

Your team's doing the work. Big Reputation makes sure that Google knows it. Some of the key areas they help are if you have multiple GBPs, they can post on every single one of them every day. They can send reviews by your closest GBP to wherever the job was completed, and they have built-in SEO heat maps that show exactly where you rank on the map pack in real time. There's no more manual updates, no more missed opportunities, just results. Get started free at bigreputation.ai and unlock 15 free SEO scans today. Yeah. How do you feel like Google's treating them right now? Pushing them harder, less? What do you think?

I feel a little bit of an uptick, not a crazy amount, but as you've seen over the last year, GBP has become the number one thing for driving leads.

Yeah, crazy.

Absolutely insane.

It's crazy.

What's the problem with GBP in Google's eyes?

It's fraudable, probably.

They don't make money for you driving leads.

Yeah, that's a good, that's a good point.

You know what they do make money off of? LSA. And so what we're seeing is like, you know, a year ago they made this transition to where your LSA and your GBP is like completely connected. You get one review for GBP, it's connected to your LSA. So what you can see is just like LSA is becoming more and more important because of that. And so the activities you're doing on your GBP will affect your LSA and your LSA, your GBP. In fact, we're We've trained our sales team that we want to sell both. And obviously, greedy capitalist who wants to build his business bigger, we sell as big of a contract as possible. But there is a tangible difference for when you're doing both those activities.

Oh yeah.

So if you are not doing LSA, or at least if you're doing it with another agency or if you have an internal, we just want to see the activity happening. If we're going to do the other service, I think my sister-in-law works at. I think it's Yahoo.

Might be Yahoo, and they're launching a home service lead generation tool, which should be kind of interesting. Like she's on that team that's like launching that project.

That's cool.

And it did remind me a lot of like, like you know, a new LSA or I'm it'll be really interesting to see how it actually looks. I'm not sure what Yahoo's. like percentage of searches versus Google's. But like, I don't think Bing has their own search function because maybe they team up with Yahoo. I don't remember how they get their data.

Yahoo is owned by Bing. Um, so is, uh, DuckDuckGo. Um, but like, I would not be surprised if ChatGPT launches its own Perplexity type of thing. Um, That would not surprise me.

Yeah, I mean, it makes sense. It makes sense. Yeah, it'll be interesting. GBP definitely became the dominant monster of 2025. It still is. We've been investing a ton into our GBPs and every dollar just continues to overproduce. But LSAs are exciting because they can still just ramp. And it does feel like just pure vibe, no data, You know, 2023, 2024, people were like, oh my God, LSAs are so like it's they broke. And then it seems like by combining it with GBP, like they're back to good again. Yeah. Because again, there's all these companies just like, oh, I added LSA and I doubled. And I'm like, yeah, okay. So it's clearly working for like the small contractor. I mean, maybe less for the large contractor, but like everyone I've talked to that did that. Is a small contractor, like $2 to $4 million.

Yeah, absolutely. I'm literally having a conversation on Monday with a guy who the issue we had this past year is he had to keep turning it off because he was just getting booked out way too much through LSA.

That's what's happening with this acquisition target too.

Like, it's just wild.

They turn it on and it just like explodes and they have to turn it off like a day later.

I feel like you just have to go figure out that people problem real quick and that, you know, you just have to because turning it off is just not, not acceptable.

It's pretty lame.

Yeah, it's not okay. For the rest of us struggling with leads, John, we can't be having people—

I know.

Other mistakes I see with LSA is just turning it on and forgetting it, you know, not posting to it.

That's what we used to do.

Not doing anything with it. I even have like, in our SOPs, our team will get in there and do like random shit. So like we'll get in, like just change the budget up a little bit and then the next day we'll change it down. We want to show Google that we're actively posting in there.

Yeah, Google wants to see activity.

Yeah. Obviously the biggest mistakes we see when we're auditing other people's is they have the wrong services selected or the wrong locations.

Yeah.

And so you just want to make sure that your locations are set correctly and get detailed with those locations. And then services is a tough one, right? Because sometimes you can't be as exact as you want. I have another conversation with a client who's gotten tons of LSA leads. The problem is they're all like low order values. And so he wants to go after like bigger order values and he just can't get it through LSA consistently. So we are trying to test out PPC because we can be a lot more choosy over the keywords and what we're willing to pay for.

Yeah. I mean, LSA is like, it, yeah, you really can't get specific. Like we'll, we'll uncheck all the boxes and, and make it like water heaters only. And we'll get faucet repair calls or like drain calls. Like it, it, it could do it. It just chooses not to. Yeah. Um, but yeah, I mean, maybe someone searches plumber. I, I don't know how it ends up that way, but like, yeah, we've experimented a lot of like, well, we have it just for water heaters, but we also just got this drippy faucet from LSA. So like, walk me through it. Uh, so yeah, it doesn't seem to work as you'd imagine.

Yeah, it, it is a little bit of annoying. Uh, from an agency standpoint, because every once in a while we'll get that angry email from a client who's like, hey, this is— this lead's not even in our service area. What the hell? It's like 4 hours away. And we'll go through and we'll look at the locations and we've selected it correctly. Yeah, it just came through. And that's, you know, I don't want to blame Google for just like trying to get a little bit more money grab. They're not doing it on purpose. They wouldn't do that.

Yeah, they wouldn't. They wouldn't do that. Google? No, they're good people.

They're good.

Yeah, that's fine. We're tight.

Um, but yeah, like sometimes that's gonna happen and you just gotta eat it. And just keep working through it.

Yeah.

Whatever you do, do not sue Google. I've seen that happen and it doesn't go well for them. So just don't do it. Yeah, I can imagine.

Yeah, that'd be a huge waste of money. Okay. LSAs at scale. I think we're running, we're not running at multi-location. Well, I guess we are as of 2 days ago. We used to, and we've run it on multiple GMBs for our External offices. Something that's kind of interesting—a friend of mine says this—and I am, I'm just like fascinated by because they probably know. So, so his opinion is, hey, I don't know how, but Google somehow figures out a way to feed us exactly the amount of leads that we can handle. Like if I'm Wilson. and Joe Schmo down the road is twice my size or half my size or whatever, Google just seems to know that. And if we both set our budget to $1 million a month or $1 million a week or however budget gets set, then it would still send us proportionate amounts of leads, which I just think is fascinating. So this was his experience. It's Matt from CalDAD. He'll— he, he's like, yeah, I don't know how, but we launch an LSA. They know that we can handle leads for 2 people, so that's what they send us. And then we slowly add more people, and then they add more. But this one over here that has 10 people gets sent enough leads for 10 people. And, and it is like— I'm like, yeah, that is— yeah.

Yeah.

That's weird. That is weird. Uh, so somehow, like, staffing is going to be, you know, Google knows.

Just add more people to your team. It doesn't have to be real. See what happens. It's the newest experiment.

Yeah, or like more vans or like, yeah, I have no, I don't know. But it is, uh, it is pretty funny. But so ultimately I think like more people equals more. You can either leave it on more or you can accept more or whatever, whatever Google's determining to send you more leads. 'Cause they have this like Divi system Where they spread the leads out.

Yeah.

Somewhat proportionally versus like a lead aggregator, 5 different people can buy the same lead at the same time. Google like spreads it depending on how much you can accept. So yeah, more people is a big part of it. Multi-location always seems, also seems to be a big part of it. Like this is a good reason to buy another branch or open a satellite office or something. Because it will give you access to more potential leads.

Yeah. I mean, more locations is always better because again, like they're going to— part of their algorithm to figure out who this lead's going to go to is proximity, like how close you are, how much you're willing to spend on a lead, you know, how well you do with answering a call and booking that call for a service. All those things matter. to Google. So—

I wonder if Google will hit companies if they use AI versus human.

I don't think they're doing that now, but I wouldn't be surprised in the future if there's something like that.

Because you get dinged for AI for SEO. Maybe it's YouTube. No, I'm thinking about YouTube.

Maybe it's YouTube.

Yeah, YouTube AI videos. So my point is Google has an AI detection tool I guess I don't really know what they're doing with SEO.

Nothing that I can tell yet. The big thing from an SEO perspective, and obviously this is not SEO call, but if the more unique your content is, the better it's gonna do. And then read time still matters. So if somebody jumps onto your content and then just leaves, like it doesn't matter how good the content is, it's just like they weren't reading it. So you wanna make sure that you're writing content in a way that people are sitting in there and actually reading it. Yeah, yeah, that makes sense.

Hard to do. Cool. All right, so LSAs, what's your, what's your take? You said second most important lead channel. Yeah, that feels right to me. Still underutilized. You know, there's these companies that are implementing LSA and growing by 50%, which is just like crazy. It's crazy to me. Uh, I'm like, is this 2015? I don't know. I remember when LSAs first came out, it was like 2018 or '19 or something. And it's easy. It's easy. It's put coin in, get lead out.

Yeah. I'm honestly envious. We don't have an LSA for marketing agencies. So maybe that's the next thing that we develop, but that would be sweet. But yeah, we have to do the hard work of finding new clients.

Yeah.

Whereas you can just start this. The reason why I'm going to put LSAs in S tier is one, everyone should have this. Like literally, it doesn't matter how big or small you are. I just, you've got to go get this. This is like you start the company on Wednesday at 2:00 PM. By 3:00 PM you have a GBP. By 4:00 PM your LSA is set up and you're trying to send in the papers to get approved, right? Like that is, that is the order of the things that you should be doing.

Yeah.

Before you go work with a marketing agency, you're, you're going to YouTube and you're gonna learn 80 to 90% of what we do from a marketing agency on YouTube. We got a couple of those, you know, secret sauce up our sleeves, but like you can run an LSA successfully without us. Go do it. And honestly, like the biggest reason why you get an agency involved is one, you're stuck and you don't know how to get unstuck. Or two, you don't want to go hire the person to do the work. It's just cheaper and easier to hire an agency to just do it. So like those are your 2 options. And so everyone should have it, in my opinion, everyone should have an ad spend budgeted for it.

Yeah. And doing it pretty much no matter what. Even if it's like $50 a day or something to just get that one lead. Keep it on, keep it cooking. Yeah, I agree. And it's just such low-hanging fruit.

Yeah.

It's like reviews. You can just go get more reviews and the business will be better. Now, obviously, it's slightly more complicated than that. You have to figure out tech stack or ask people or whatever, but it's something that you could do today to help yourself today, which that's a dream change in a business is I could do something today and I will get the reward of that today.

Yeah.

We did this negotiation About a year and a half ago, like 15 months ago, on equipment that involved a rebate and discounts and all that stuff. And 15 months ago, and next month we get the check from that negotiation. So like 16 months. Now granted, the check is really big, it's like $200 grand, but if you can, like that took 16 months. So like if you can do a change today that will impact you today, like that's incredible. Like, that's the— that's low-hanging fruit.

It's, it's one of my favorite things when we're jumping on, um, because it can be pretty easy, you know, from a setting standpoint, a client doesn't have it right or has never turned it on to look like superheroes by just like turning it on, um, and getting lead flows in. So it's, it's definitely a low-hanging fruit. Highly suggest it. You should be doing it. Uh, if at this moment you're sitting there going, man, maybe I should, or like you don't have one, just pause. Go to YouTube, look up how to set one up and start. Like, there's no excuse. By end of today, you should have this going.

Sweet. Any final thoughts?

No. Welcome to 2026, the year, if you don't already, you are going to get in LSA shape. You're going to work off that 2025 sweet Christmas pie and get into that LSA 2026 shape and get cracking. Yeah, 2026 for us is let's double EBITDA.

Let's see how we can do it. It should be fun taking down deals. We're back, baby. We're back.

Business is easy, you know, or it's simple. It's hard, but it's, but it's simple. Get more leads, sell more deals, sell more things. Yeah, Phil, you're good. You got this.

It's a beautiful, it's a beautiful cycle. All right. Thanks, everybody. Give us a 5-star review wherever it is you listen to shows.