EP 131: How I Turned My Cash Business Into a Cash Flow Business and Tripled My Profits!

Welcome to the Making of A dm. How I turned my cash business into a cash flow business. More importantly, tripled my profits. And with that said, let's get started.

I'm more Kevin's deal. I'm more Kevin's deal. I'm here to help and teach him what I know and how I did it to discover freedom. There ain't no question mark Kevin's. When you step in the doubt, he's close and deals. Time to tell them what the DM stand for. I'm a deal maker. A deal maker. But I'm not just a deal maker. I'm a dream maker.

Hey there, it's your boy, Mark Evan. Dm. Welcome to the Making of a DM podcast show. I'm sitting here in the treehouse looking around. It's fall. It looks absolutely. It's my favorite time of the year. It's beautiful right now. Today's show is going to be epic. I'm excited for five years from now, as I'm recording the show to you in five years from now, I'm gonna have people messaging me saying that they took this information and they were able to generate millions and millions and millions of dollars. More importantly, they were able to generate opportunities that has been in front of them this entire time to help them scale their business, generate more revenue, spend more time with their family, get more products, grow the company, sell the company, maybe even. And what I'm about to share with you is a treasure of opportunity. Before I do so, I want to say thank you so much for being here at the Making of a dm. I'm recording here on my little handheld podcast audio piece that I use. I've been using it forever. Helps the audio sound amazing in my opinion. And it's just easy. I like easy. And for everyone, thank you so much. That has been leaving five star reviews over on all the podcast platforms. It's absolutely amazing. Like I said, I read these things often. If I'm having a bad day or good day or anytime I'm looking for gratitude, I just get on there and see all the amazing comments. As I'm talking to you today, I want to share something with you. What? What? Again, what I'm about to share with you can change a lot of things in your life. Financially, on a monthly, consistent basis. Daily, consistent basis. But most importantly, when you decide to sell your company, this will help you sell your company for way, way, way more money. And what I'm talking about is how I turned my cash business into my cash flow business and it literally tripled, maybe even more my company very quickly. I know it sounds absolutely crazy, but hear me out, please. I don't care what industry in. I don't care if you're selling hot dogs. I don't care if you're selling steaks. I don't care if you're selling socks. I don't care if you're selling real estate. I don't care if you're selling H vac or window cleaning. It does not matter. Today's show is definitely a game changer for the people that capture what I'm saying. More importantly, implement it and execute it in their business. So what I want to talk to you about is the reason I love cash flow. Everyone's like, cash is king. Well, sort of. The real king is cash flow. See, athletes go broke when they make a lot of cash and then it goes away because the money stops coming in monthly, daily, weekly, right? Hourly, depending on. And then also lottery winners, right? You got the lottery winners, they win all this money, $100 million, and then they're broke two and a half, three, five years later. It's not because they don't have money, they don't have cash. They just don't have cash flow. And I always ask, like, would you rather have a million dollar, $10 million today, or would you rather have a hundred thousand dollars a month for the rest of your life? Right? A lot of people, dude, I'll take the 10 million and I'll make. Blah, blah, blah, blah, blah. Okay, cool, let's turn that thinking cap on because you don't have 10 million, nor do you have the a hundred thousand yet. It's just kind of a thought. But what I'm trying to do is put you in the mindset of how I'm thinking, how my buddies are thinking, how I wish I used to think a long time ago because I'd made a hell of a lot more money. But I started thinking in cash flow terms. I am kind of jaded a little bit, in a good way that I've got into the cash flow business at 18 years old. It's called real estate investing. That's why real estate investing is so cool to the majority of the world, because they can generate monthly residual cash flow on a consistent basis. Ideally on paper, it's what it looks like, but let's say I could make $500 a month on average with debt and all these things. But let's say each, each asset that I would buy on a single family space would make me 500 bucks a month. And out of that 500 bucks a month, I net that. But I want to make ten grand a month. So I got to flip my head, okay, $500 a month times 20 equals 10. So I need to buy 20 houses. The average house is a hundred grand. Now I need to raise $2 million or finance $2 million or somewhere around there, owner finance a little bit. You know what, again, I need to get $2 million in assets producing 10 grand a month. That'd be the simple, simple answer, right? I'm not in the game of life to only make ten grand a month. That's where we start though. We got to make a thousand a month to get to 10,000amonth, to get to 20,000amonth, to get To 50,000amonth. And beyond, way beyond. So I want to share with you here how my mind thinks and I hope this helps you a ton. I was sharing this with our thou. I have a thousand dollar month group, it's called the DM Alliance. That one group generates around a million dollars plus a year in the first year. Think about that. See, I'm sharing real stuff with you because I want to help you. I'm not trying to, you know, peacock or, or front, but I want to share with you real. That's going to help you make more money. And I'm going to share my stuff. Not what I think could happen, but what I've done, what I know people are doing. Most importantly, how I like, if you take this, you can do it as well. So it's not theory, it's real. So I have say a hundred members paying a thousand a month. That's a hundred thousand dollars a month. You might be thinking like, dude, I would never pay you a thousand a month. Okay, well that's you, not the other hundred people. See, one thing I realized early in life, I'm not for everybody. I'm for somebody. And let me understand the mindset behind this. They're getting a steal for a thousand dollars a month. See, when I came into this, I was thinking, how do I give a hundred thousand dollars a month in value or more for a thousand dollars? See, you're looking at price. My people are looking at value they retain in their long term. We have people that been in there since I started this year and, and we'll stay there forever. I hope. That's my goal because I want to help them. We're always evolving, all of us. But think about this. Every day I wake up, I want to bring a hundred thousand dollars of value to you for a thousand bucks. It's a great opportunity for both of us. We both win. Because it's not like you are a number to me. I know every single person in that group. But I want to see them succeed. I get excited when they have a new baby. I get excited when they grow their company. I get excited when they sell a company. I get excited when they're making, you know, new moves in their industry and pivoting and adding to their bottom line, et cetera. And I get excited to help them solve problems. But we were talking about this thing because my. We all work so hard. My window cleaning guy here charges me $800 to clean my windows here in Ohio. I like to have my windows clean once a quarter at least. If I'm having a party, I want to clean them. If we have a bad weather, you know, and they're. They're crappy looking, I want to clean them. Why? I like to look out a window that's nice and clean. That's just me. Yes. I could clean my own windows if I wanted to, but I'm not going to. So I used to. But for $800, they'll come over for a day and they'll clean the windows and they'll look absolutely amazing. The problem with this is my assistant has to call him. We have to schedule it, he has to come over, we have to pay him and blah, blah, blah. Which we want to pay him. I wish. Let's call, let's call it $3,600 a year one just to make for easy math. I wish he would just charge me $300 a month and come once a quarter and just set it up and put me in the schedule and just churn and burned. And then if I have a special event, my assistant could call him and then he could come early and we could either forfeit the one in the future or whatever, or pay for another one. Think about this. This window washer sitting at home right now as I speak to you potentially. And he's trying to think, man, I need to make some money. I want to get rich. I want to make money. But everything he does is transactional. If you truly want to get massively wealthy, I prefer the relationship side of the business, not the transactional side. Hear me out. When I switched to continuity to residual business models, it forced me to become deeper, relationship driven because I have to keep performing at a high level to keep you ingrained in the system, to help you, to help us. To help you. To help us. It's Very heavy on relationships. We can grow together. I like that model way better than hey man, give me 10,000. Good luck. Right? Yes, I'll provide the goods and all that, but now it's all on your shoulders. There's no accountability. There's no coming to me. If you need help, it's just pay it and move on. Next. Next. Customer number 2,343. Next. Instead, now it's like very personable. I get to grow with you. I get to see you evolve as a human being in life and in business. It's my favorite thing to see and do. So think about this window washer for a minute. If he simply would charge me 300amonth and queue it up, it'd make my life easier. His life would get easier, and he could do it unlimited amounts of time, which would give him consistency. I don't know about you, but what kind of business you're in. But when I was in just the straight cash business of just making money, we'd have huge ups and huge downs. Huge ups and huge downs. Huge up, up and then massive down. Right? Cause you're playing catch up. But when I created the residual model businesses inside of that, and I'm not saying you can't run these businesses in tandem, you can still go generate cash, but also be conscious of cash flow. Creating cash flow in every conversation I'm having. Hey, Ms. Nancy, you know you love your windows washed. Did you know I offer a service for 200, $300 a month? I could come out here once a quarter, take care of this, take this off your plate. You'd have the most beautiful windows in town. And I can get you inked up today. You could put it on your credit card and process every single day, every single month. On the 1st 15th, you tell me when you want to process and we'll make it happen. Not only that, in two months or three months, would you like to see me four times a year or six times a year? Right. Have packages. And then now all of a sudden, now you got 30 people paying you two to 300 bucks a month. Let's call it seven grand a month. That's an $84,000 cash flow business. But most importantly, the relationships that you're building inside of that. You have 30 people's houses you're going to once a quarter, connecting with them, you have additional services. Hey, did you know I could put rain X on the exterior of the windows? Hey, I see your window sashes are a little dry rotted. I'd like to get My contract out here to give you a bid and see if they can get over here and help make your window better. Because if not, you probably have another year or two and then you have to replace the entire window. But they could probably get some paint on that ASAP and solve it and you don't have to replace it for the next 10 or 15 years. Preventative maintenance. You're their eyes and ears. You become a person of value. You're not just a fucking window washer anymore. You're way more than that anyways. But we put ourselves in these little molds like I'm a window washer dude. You're way more than a window washer. I used to say the same. I'm a real estate investor. I'm way more than a real estate investor. I'm a business owner. I care about people. I want to help you become financially free. I want to help the seller. It's having trouble right now. I have a situation with a seller right now from my mother in law. Her best friend's really sick. 51 year old lady, massively sick, got a divorce, her husband left her, didn't pay the payment on the house. She's getting ready to lose her house to foreclosure on December 9th and I can help her. I don't care about how much I'll make. I'll make money, but I don't care about that. I more care about like it's my mother in law's friend. I want to help her. I don't work for free, nor do they. No one does and they nor should it be expected. Right? You talk about, hey, I'm a professional business. Here's what we do, here's how we do it. But I have a skill that I could help her. Just having a conversation with her relaxes her. When you're sick, as you know stress a massive problem when you're sick. It just makes it worse. But I'm able to help her out now and we're going to solve her problem. She's going to get some money to go move into a nice apartment. She can relax, she can have a little bit of capital in the bank. She can have her rent paid for a year and she can still get this off of her books. She doesn't have to go bankrupt. This will write off of. She'll just short sell and move on. We're way more than a real estate investor. We're way more than an H Vac person. We're way more than a window washer. We're Way more than a restauranteer. You're creative. You're a caring, loving person. You're a dad, a mom, a sister, a brother, an uncle, a cousin, a son, a daughter. So when they're at your house, every quarter, they can bring more value. And then when they do that, guess what? They, they have a list now. Now they have an H vac guy, a roofing guy, a painting guy, etc. Etc. Etc. Everything to do with the house, interior and exterior. Hey, Nancy, I'm in your house. I see your carpet got ruined because you had a leak in your roof. I know. I can't find any roofers or carpet people. Huh. Well, I know some. Here's two numbers. Give them a call. Tell them Steve Johnson had you give him a shout and let me know. You can become a person of value now to your colleagues, people you do business with. They refer you business. You refer them business. You can make money doing that. Think about that. Like I, I, I picture every customer we work with, like my dad, my mom, my uncle, my cousin, my grandpa, my grandma. I want to, like, I care about you. And if I see something, even if it costs money, I'm going to tell you, you don't have to do it, but I'm going to let you know. Hey, you might want to have some preventative. Check this out. Hey, I was driving down your driveway, hit three big potholes. You know, if you don't solve these potholes in the next, like, real soon, because winter's coming here in Ohio, well, you have to replace this whole damn driveway. Do you want to spend a thousand dollars or do you spend $12,000? It's a choice. You can do whatever you want. I'm just telling you because I care about you, Nancy. Think about that. What that does to your day. What does that do to your day? It's not like, oh, I gotta go wash some windows today. Another day, another dollar. No, it's so much more than that. Another person, another connection, another relationship. Not just with the client, but also with your colleagues, with people that are looking for business. There's roofers, there's driveway guys, there's painters, there's carpet cleaners. All these people are sitting at their office right now trying to figure out how to get more business. They're talking to marketing firms, they're talking, they're hiring people. They're talking to the sales team. We need more sales. You could be the best salesperson for them. Hey, Steve, if I get you a job, just give me 10% of whatever you charge you're going to know if they do it because you're going to go back there every quarter. Hey, Nancy, I see your garage door needs a little bit of elbow grease on it. You know, I know All American garage door company, that used to be my company, by the way. All American garage door company could come over here, they can either fix it or do preventive maintenance plan with them at 39amonth. And they'll, they'll grease your wheels once a quarter, they'll check your springs, make sure you don't get stuck in there in the garage or the garage door doesn't fall in the car. Blah, blah, blah, blah blah blah. Right? Preventative maintenance. If you think about this, you do this with your cell phone bill, you do this with your insurance, car and health and house. You do this with your cable bills, you do this with your electric, your water, your gas. You pay monthly cash flow. They've never came to you and said, Pay me $10,000 and you don't pay for gas? No, they want that 100 bucks a month for life. Pay attention. See, I never understood this for the. I understood it on a real estate level, but I never understood it in a business level. I had a course back in the day. I started selling in 2005. I was selling a thousand dollar course and I was literally for 252 weeks in a row, I did a live presentation helping people for five free. If they bought the course for a thousand dollars, I helped them show up. Rate was terrible. It was inconsistent. We had huge ups and huge downs in revenue. Right, because show up rate would be big if I sold a lot this week and then the next week it would fall off. So I'd have to resell more to get more on. Because interaction is what creates community and community creates growth and accountability. And it's just fun to be in a great community of people doing shit. If I look back, I would just charge $1,000 a month and then a hundred, excuse me, $1,000 up front or $500 up front or just have a front end qualifier. And then I would charge them a hundred bucks a month and then every month they come on, then they'd show up more because when they pay, they pay attention. See, it's easy to pay once and move on. We've all done that. Don't lie. I'm not the only one that's bought a book, bought a course and parked it in there, has me take the cellophane off of it. It's sitting there, I'm getting ready to though 17 years later, I'm coming for you, that person made a sell. I paid the money. But did either one of us really benefit to the level? We could have benefited because if they had charged me a little less or the same even, but charged me a monthly continuity on top of it to create accountability, to have some calls, I could call and touch base with them. I pay my fiduciary monthly. I pay my lawyers monthly. I pay my staff monthly. Do you get paid monthly? This is what we're talking about. And I don't care if you're in the construction business, maintenance business, snow plowing business, you know, construction business, book business, sock business, CD business, software business, restaurant business. This works. I'll share some stories with you. When I had All American Garage Door company, what I would have done different, I only went and did jobs and said, hey, it's a thousand dollars. Here you go. Thank you, have a great day. If I would have just added, hey Nancy, $1,000, but I'd like you to join the All American Club. For $29 a month. We'll have a preventative schedule set up on your plan and we'll come out, blah, blah, blah, whatever your schedule is. And we'll make sure not only that you get VIP service calls. So if your door breaks and you call in, we have a two hour guaranteed window. We'll be here. If you're not part of the club, we can't guarantee that, but that. But think about, you're selling, you do this, by the way, every electronics you buy. Would you like to add the two year maintenance plan on a chair, on a mate, on electronics that cost $20. I'm going to pay $12 for maintenance, right? I want you to think about this. This is big. There's book clubs, there's T shirt clubs, there's sock clubs, there's VIP clubs. I remember a cigar bar I belonged to in Boca Raton and I paid like 500 bucks a year for it. I got a box in a cool room with my name on it. I went to that box once, the day I got the box and opened it up just to be excited. I never used it any other time. But I always told my friends, hey, if you go in there, tell them you're with me because we got a 10% discount, right? So my head, I rationalized it. We only have to spend $5,000 at the cigar bar to justify that 500. But as you know, when you're making these monthly, these monthly or yearly commitments on a cash flow basis, you're not necessarily looking at it in a rational way at that moment, to me it made sense. I still like it. I had it for five years, so I kind of liked it. I did go in there. You did get VIP experiences. You did save 10%. You got, you know, certain cigars you, they'd have, you know, like vip, like come in and hang out with the cigar rollers and all that. So there's some cool little benefits you can do as well. There's a restaurant club and that I'm aware of, I in what they do, they have like a Golden Knife Club or something like that. Carnivore club or whatever. You pay $1,000 a year. It's a high end restaurant. But when you book a reservation, not only do you get a discount on the food on the reservation, but they also have your name on silverware. So when you show up, they have the table of four with Evans on the silverware. Think about that. A restaurant, you say there's no fucking way a restaurant could pull. Yes, it's high end restaurant style. You could do this anywhere. Hey, you don't have to have a reservation if you're part of the club. What if you had. And by the way, they have hundreds, many hundreds of people, let's say 500 people paying a thousand dollars a year for this value. Think about this, what it also does. It increases them coming into your facility because they like the experience. They have a friend in town they want to show off. So they come in, Evans, party of four. Come over to the VIP section, Mr. Evans. Here you go. And you sit down with your friends and they look down, they're like, holy shit, this has your name on it, dude. Do you own this restaurant? It's like, no. This is a VIP club, so it sells itself self. Think about, this is who we are, this is what we do. You got to be thinking on how to create residual cash flow. I have multiple things that create millions of dollars a year. And I always say if I don't work or work, it still comes in. The truth is you got to still work. You just have to work differently. I don't have to wake up to make money today. Money's already been made and I'll make more tomorrow and so forth. But I have to wake up to bring value. I have to wake up to bring the heat, if you will. I have to wake up to bring the experiences. I'm waking up and talking with my staff saying how do we create this amazing experience or create this badass gift to give to people in our community that's paying every single month and enjoy results. What are you doing? What could you do in your business? H vac roofing, siding. You're. Maybe you're. Maybe you're great at SOPs, Systems Operations and procedure manuals. You could sell that on a monthly retainer, say, if you're really good at doing it for CPA firms. You know, CPA firms that have 5 to 25 accountants on their staff or bookkeepers. I'm going to give you the best SOPs to utilize to grow your organization without all the headaches. What is that worth? Could be worth a lot. Maybe you have a software. Maybe you're a concrete guy. Maybe you're. Maybe you're. You're installing. You know, you do excavating. And there's a cool excavating software, CRM management, that you've discovered and or created and used in your business. And it's helped you make your life easier, makes you more money, get you more jobs, makes more profit for you, et cetera. You could sell that as a package for $3,000 down $200 a month. $200 per user or what, Whatever. I mean, it's endless. But it's all driven off of value. See, a lot of people are out there. Like, if you look at all software companies, why do you think Netflix is ginormous? Why do you think Google, like all these Apple TV and Disney plus, all the like, literally, they make billions of dollars at $7 a month. Now, I'm not saying we have that kind of market share that big, but we have a way different value, way different product, too. So we can charge a premium. And not everyone has the confidence to charge a th000amonth. I do, because I know I'm bringing way more than a thousand dollars a month, way more than $100,000 a month in value if they implement it. What's cool is the testimonials are off the hook. Plus I have another group. They pay over $4,000 a month, right? That's a $50,000 a year package. Think about this. You're out here busting your tail trying to figure out how to make 10 grand on a job. And I'm not saying you can't do these in tandem, like I said earlier. But what maintenance can you add to the product? What experience, user experience, can you put into your business to charge monthly or quarterly or a yearly fee? It anchors them into your brand. It gets people wanting to use your brand more. Software, SOP services, bookkeeping, accounting firms, restaurateers snow plowing here in Ohio, right? Five to three to six months. There's snow. So what do they do? Because I tell you right now, if you don't have a contract with the company and it dumps snow overnight, you're not getting out of your driveway unless you plow it yourself. You have to have a contract with them. They're going to charge you a monthly fee if it snows or doesn't snow. That's how it works. You know all those big malls and all those shopping centers, that's all contract driven. If you belong to any hoa, you know, that's all contract driven. You're paying a million dollars a year for landscaping and lawn care and snow removal. They're paying $83,000 a month. Right? And there's going to be add ons on top of that. But that's just going to get you to make sure I show up every day. I have seven guys on staff on the property to make sure this thing looks amazing. Takes money, but it also takes wherewithal to think how do I provide great value. I wish my landscaper would do this with me. I wish he would do a monthly program with me. Because for three or four months a year, it's very limited, very limp. Like, why not just charge me 3,000, 4,000amonth or whatever over 12 months? Every month he gets a check or a wire. I should say ach instead of very rough quarter. Last Q4 in Ohio is really rough, Mark. Q1's kind of tough. Well, what if you spread your risk to your clients and then to yourself, and instead of having huge upswings in the summer and terrible in the winter, why not just have the same every single month, 200,000amonth coming in like clockwork. Because we're not thinking like that, dude. I did a service. It's $8,000. That's what you got to pay. Okay, but you've worked with me for 12 years. You've been at my house every single day, every week mowing the lawn, you're pruning the trees, you're planting the flowers. Let's just. We already have a budget of what it costs. Let's just throw it into a monthly and just charge it. Hit my. Hit my account every month. That's what I'd rather do. I can budget accordingly. My teams can. My, my accountant can. They can. As a business owner, you'll increase your profits drastically. See another thing too, it allows you to hire better people because you have consistent money coming in. It's not one. Because right when you need to hire someone is usually when you're having a downturn or real high upturn, like where it's just shooting straight up. But then you're thinking, well, next week's gonna be really bad. And then when it's really bad, you're like, it's gonna get really good. So I gotta hire now. But I'm kind of scared because I don't have that much money coming in. But it's gonna get really good. It goes up and down, up and down. That's an entrepreneur journey. You don't want to be on forever. It's very tacking. I did it for years. Think about this. What can you add in your business to create monthly continuity? What if you have four staff members and it costs you 20 grand a month for these four staff members? What if you could. And it creates a lot of stress, because if you're like me as a business owner, I care genuinely if I hire you, it's a big fucking responsibility. I take it very serious. I'm not just hiring people just to hire people. I'm hiring people because it's a big responsibility. It's something I like, I take serious. I'm not saying you don't, but I know a lot of people. It's like, oh, they're just an employee, whatever. No, you're a team member, dude. We're growing something together. I care about you. I want you to care about me. More importantly, I want us to care about the client. So if we're fighting back and forth, we're taking all that energy away from the client, away from the purpose, away from the future. So let's get on the same page today, right? But picture if you could just take that off your plate every single month. You knew there was 20 grand a month coming in. What kind of weight would that lift off your shoulders? Knowing that your team is taken care of and anything above that and beyond is profit to the bottom line of the company? Be a big deal. I3x my profits and beyond with this model. When you sell a book, you don't have to sell a book for massive amounts of money. Obviously, there's not that much money in books. I give all the money to charity, by the way, in our books. But you could also have a monthly continuity, a book a month club. Instead of paying $27 for the book every month, for $15, I'm going to send you a book so they double their value because your book is almost $30. They're only paying 15, but what you're doing is creating community. By the way, I'm going to have a private Facebook group. You can ask your questions. Like it could be mentoring. It could. There's a guy. There's a bunch of these out there now, right? Butcher box. Like you can have meat delivered to your door every month for X amount of dollars. I do it with food trifecta meals. I spend like 300 bucks a week every week. Every Thursday they're at my doorstep. 300 bucks. 300 bucks. 300 bucks.300 bucks. Do you know what this does to your multiplier when you go to exit, by the way? So picture this. You're getting ready to sell your company. You have. Would you rather buy a company that makes $10 million a year, but it's like 1,300,000, 1.2 million. Oh shit, 50,000. Boom, boom, boom, boom. Or would you rather have a company that has like a steady line across. This is your residual business. I make 5 million a year. Residually comes in every single month like clockwork. Here's the attrition rate, here's the client value, blah blah, blah, blah. And then you have the other stuff in between that to make the up the other five. That $5 million residual line will get you a 10x multiplier. And then the other semi predictable but not as predictable as monthly continuity. You might get a 4x. Right. So now all of a sudden your business just become worth so much more because. And clients get a better experience. You get a better experience and the buyer pays you more money and they'll make more money. It's a win, win, win. I recommend everyone do this in some way, shape or form. Start asking yourself, I don't care what you even sell or do. This is mandatory to be thinking about how to charge something for monthly. But don't think about just the price. Think about the return of value. Like the return they're going to get on the value you're going to provide them. Like I said, Mine's a TH000amonth. And I have another one, almost 5,000amonth. They both work amazingly well. They both have different benefits and pro. But they all, they keep, they keep coming back. I have people in the. I have the people in the $50,000. Your program's been there almost eight years. March will be eight years. Think about that. Why are they staying around if it's so much money? Well, it's not a lot of money if you're looking, if you're just looking at dollars, it seems like A lot. But if you're looking at the value and extraction, what they get from it, it's massive. And like I said, the biggest thing that forced me to focus on value and relationships, not transactions. Transactions. That's how I started. I just cared to make money. I just want to make money straight up. But when I really started getting smart and mature in business, I understood the value of long term relationships. I understand the value and my value. See, you're not just a window washer. You're not just a siding guy, you're not just a roofer, you're not just a restaurateer, you're not just a landscaping guy. You're so much more. You got to understand you're showing up on a property, if you're in that field every single week, or if you're on the roofing and you're bidding projects, you could come down to the person and say, hey, I know I'm here for your roof, but I don't know if you know this, but three of your gutters are clogged. I don't really do that, but we have a program. It's $125 a quarter or $33 a month or whatever you charge. And they'll come out here and clean this four times a year for you. And the reason that's important is because as a preventative maintenance, if your gutters get clogged, it rolls back into your roof, it ruins your roof, it ruins your fascia, it ruins your soffit, could even potentially ruin your foundation. And then we're talking tens of thousands of dollars of damage. And the problem with that is it's always too late before you recognize it because water takes a long time to like, penetrate. But I'm starting to see some penetration. I see the gutters are close. Like they're. They're like, dude, tell me who to call. Now, I want this fixed. And then you make a sell. But it's not a sell like a hard sell. It's like a genuine, like, if you do not do this, this is going to happen, right? How do you think these Companies that do 5 minute oil changes make money? They don't make money on oil changes. You know that, right? They make money on their ancillary products that they offer you there. Hey, you want to top off your windshield washer fluid? It's only $7. Keep in mind, they paid a dollar for the windshield washer flood. There's nothing wrong with this, by the way. This is great marketing and great business practices because you're only paying. Your cheap ass is only paying $20 to get the oil change anyways. That's, that's like what it probably cost them to buy the product. Plus they got staff, plus they got rent, plus they got taxes, insurance, workers, comp, and everything else. Right? So. And marketing to get people there. But then windshield wipers, antifreeze, brake fluid, tire pressure checks, blah, blah, blah. It's a nice menu of stuff. And you're in control. But you only went there for an oil change for $20, and you're leaving paying $78. Is that good or bad? Whoa. Depends how you look at it. I think it's amazing. Why? Because I like to be proactive. I like to be preventative. Because it won't be good when you leave your ass down the street and you break down or overheat on the freeway with your two kids in the backseat in 92 degree weather when you're late to an appointment because you didn't want to spend the $7 to put extra antifreeze in your car when they asked you to. These are the things you got to understand. There's a business process to all this. I hope this information is starting like, aha, ahaha, aha. I don't care if you're a dentist. I don't care if you're a chiropractor. By the way, my chiropractor, I went to him, I'm like, dude, I want to pay for a whole. I want to pay for like. I think I paid for like 60 sessions. Actually, that's a lie. The first time I paid for 16 sessions and they expired. I only used like nine of them. So in essence, I almost paid double the what I should have. So I went back to him, I was like, dude, I want to buy 60 sessions, but I don't want them ever to expire. It was like a big deal. They've never had a client do that because they always expire. Because I'm like, it doesn't cost you anything to have me in this. You're already paying for the rent. You're already paying for your team to be here. I'm going to add on the schedule. I'm not taking anybody's time like this. It's not like you have people standing out the door every day, right? Put me in where I fit in and let me just fill the calendar with what my needs are. And they did it. Sometimes they don't even know they can do it right. So that's a chiropractor. What are you Offering your clients. Maybe you're, maybe you have like, like I said, like a software. Maybe you're like. This happened to me in my lending business, so I did a lot of real estate. I never realized I could be a lender as well while I'm doing my own real estate deals. So I started doing lending. Created massive amounts of cash flow for me, return on my money. Plus there was a club I had, it was called the Silver Platter Club. The only way you could borrow my money is if you pay $2,500 a year. 200 bucks and change a month. That's the only way you'd get my attention. Because if you're not vested, why should I be vested? It's only $2,500. Keep in mind you're borrowing 500 grand at a pop, right? So why that? It was just a separator in business and I had lots of people pay it and I made lots of loans and still made lots of income. See the thing is, is the restaurant for example, the thousand dollars a year or whatever they charge, that's just a separator. That's like, haha, I'm part of that club. This is why you belong to country clubs, this is why you belong to yoga clubs. This is why you belong to Peloton and all this. It's a monthly continuity. By the way, Peloton makes their money on the monthly, not the bike. The bike is the ends of the mean. The mean is they want your monthly money. You know that, right? So at the restaurant, when you're sitting there and you got your people there, you're actually advertising for them. It feels good, it feels cool. Your vip, you got your name on the, the silverware. It's a pretty cool feeling, right? Or you got your glass, you got your bottle of champagne, your bottle of wine, or in the case of the cigar bar, I got my cigars and I got my other stuff in there. And I want to show people I'm a, I'm a member, I belong. But it increases activity to the groom. Instead of coming twice a month, you might come three times a month, four times a month. And this, my friend, is how you 3x your income 3 extra. You know your business because you're going to increase business and interaction with your prospects because it's set up on a consistent basis. Think about what this does to scheduling too. If you're running any kind of like window washing and all that stuff, you can pre plan your schedule. And we all know they're all discombobulated. They're all like, run, you know, like their schedules on a piece of paper that spilled coffee already at 7 in the morning getting Dunkin Donuts, and they've already messed up their day. You could have actually professionalize your business, Hire better people to make your business better, to make you more money. Why? Because you have monthly continuity coming in. Cash flow will set you free. Cash will pay the bills. Cash will make you money, but cash flow will set you free. Cash flow will give you confidence. Cash flow will allow you to make moves that you never even thought were possible. My friend, Today's the day. Change it. Let me know what you're doing in your business to create monthly continuity. I'm very interested. I'd love to hear what you got going on, what kind of business you have, what you're doing, what you know, what kind of residual you do, what's your percentage of residual to cash business? Right, because it might be 50, 50, 80, 20, 10, 90, whatever. Let me know if I can help you. I will. I'm serious about this. It's your time. Let's get this cash flow kicking in. I would love nothing more than a year to three years, to five years from now. Do you message me and say, mark, I listen to podcast. Boom. I'm making $180,000 extra a month because of that one show that was free. Are you going to take action or you're going to sit here and watch everyone else crush it? It's a choice. Just like it is when that roofer's telling you to get your gutters fixed and you don't because you're trying to save $72, but now it's going to cost you $10,000 in the future, be smart, be proactive. Let's get to work. So with that said.

I'm here to help and teach him what I know and how I did it. To discover freedom. There ain't no question mark. Kevin's when he stepping the doubt, he's closing deals. Time to tell him what the DM stand for. I'm a deal maker. A deal maker. But I'm not just a deal maker. I'm a dream maker. The journey's where it's at. It's all about the process. Time to get over to the DM project from a small town in Ohio, so I know how it is. Can I come from a lot of money. I remember as a kid, wanted to make a honey rack. Didn't see no one making more than that. Graduated high school with a 1.8. They should have held me back. I hope my principals and teachers are alive just to witness this. I'm own boss I'm out here running two way figure businesses Walk away from it all and I'll be good But I've been called to help people just like y' all learn the game it's time to ball everybody chasing the money but I'm not chasing the money I'm out here chasing the purpose yo I've been working my whole life what got us where we at is it gonna get us where we wanna go? It's time to push time to learn time to grow to help and teach him what I what I know and how I did it to discover freedom There ain't no question mark Kevin's when he stepping the doubt he's closing deals Time to tell him what the DM stand for I'm a deal maker a deal maker But I'm not just a deal maker I'm a dream maker the journey's where it's at it's all about the process. Time to get over to the DM project I'm more get.

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