He Grew to $200K Fast… Then Everything Broke

Hey, everyone, it's Mike Andes, and today we're going to Colorado to talk with an owner inside of Augusta Lawn Care that just got started last year and went from 35,000 in annual revenue to $200,000 in annual revenue. So they're mostly a solo operator, but they've been growing very quickly, and there is chaos that happened in the Spring rush. Why? Because they literally went from 35,000 to 200,000, and they're learning a lot. And one of the things that can happen at that size is you feel overwhelmed. You don't know what to work on next, and you feel completely overwhelmed with all the chaos that happens during Spring rush when you're grow fast. So if you're just getting started or if you have a hard time prioritizing what to do next in your day, this will be a great watch. Here we go. Last year we had 35,000. This year on track for 200,000. We have working capital of 25k and yet one employed. So walk me through it. How have things gone compared to last year?

Dude, I'm drinking from a fire hose.

Actually, when you. When they said to, like, come up with a question, like, the only thing that I was, like, managing my personal bandwidth, like, I feel like there's been a couple of times where like, like, my brain was just broken. Like, just so much information coming in and trying to move things around got to the point where, like, I had to, like, I'm going to have to put a pin in this and come back later, let some things kind of let the phone settle.

Yeah. And is that. Is that a function of, like, things that need to get done or fires that happen throughout the day, that kind.

Of combination of everything? Just. So the one thing that I did notice is the more that I have my hands in the work, the less I get done. So I've almost forced myself to, like, there. There's certain things that, like, I make sure that I am myself personally generating the revenue to pay myself.

Okay.

So I'm making sure that I'm doing that. But it was just a big hurdle to get over to, like, let the guy. Cause early this spring, I think I had three guys and then just kind of fizzled out, and now I'm down to where I only need the one. But, yeah, just being able to take myself off the job site and actually go do other things that need to get done, like logistical stuff and whatnot.

Yeah, yeah. Like, one thing I think about a lot when you talk about.

You're in that weird phase where you're coming between solo operating and you start hiring people. And that's where it's, it's tough because if you're going to profitability, 200000 looks like you in the field 80 to 90 of your day. But being in the field 89 of your day also is what prevents you from getting to 500, 000.

Yeah, it's both your, your, both the engine and the anchor.

Right. And so one thing I like to think about is like sales ops for admin. One thing I see some people do when they're trying to delegate out of safe to get out of solo operations is what they'll end up doing is they'll actually start doing more admin, which is actually a lower leverage task. Typically you want to move up this.

Up the ladder in terms of leopards like admin tasks, let's call it $30 an hour task operations, you can make $100 an hour sales. Like that's a $200 an hour task. And so, and even for some, like I was talking to Joel earlier, he's okay. Sales is actually not my strength. And so his like marketing acumen though sets up more getting of the work. It's like creating the systems and the architecture for them to succeed at Christmas lights, etc. So the challenging part I think you're kind of going into as you get so much on your plate is like the thing I would be careful of is not sliding into this. Right. Because the more you, as you grow from 200,000, 500,000, get the sales side, whether it be coming with marketing plans, follow up calls, all of those things, that's like the higher leverage thing. But the problem is right now your size, you get all three of these dumped in your plate every day.

So I've always just been like, hey, what's the most important thing to work on right now? And sometimes that helps. The challenging part is when you're in growth mode, you and you're at 200,000, you're doing all three, you're doing the phones, then you're all of a sudden you're hopping over the job, then you're going to do an estimate. And so it can be a lot.

Yeah, yeah.

So was that kind of like the crux of spring rushes of managing three people and then you kind of still being the field, like that kind of stress?

Yeah. I mean so spring rush, like I didn't really. Because I was just so excited to have that much work land in my lap. Like I, like I was just happy to Be involved.

Yeah.

So it was actually later on, after the spring rush that I kind of like looked in the rear view and saw all like, the crap that I didn't address that's still back there smoldering. That needs to be addressed. So I almost had to, like, take a step back and go start cleaning up after myself.

And what was a lot of those things?

Admin, like, phone calls, like, follow, like, follow up phone calls, like, I won't lie during spring rush, like, I 100% drop the ball on that. I think I called three people back to follow up with, like, estimates. But then again, I had more work than I possibly could do. So by me doing that, I almost would've made my problem bigger.

Yeah, but. And the only time, really, honestly that I would say someone should, when they're at that size and their work is pouring in to still focus on sales is if you have so much capital to burn through.

Yeah, right.

So, like, we just left Jordan and he's like, I'm okay with losing 20 grand a month and. But he's going to get to probably $90,000 in recurring revenue in a year. But if you don't have that deep of a pocket, you have to still be doing operations. You have to be doing the work. And so, like, I think from a solo operator's size of business, like under 250,000, it's still a function of how do we optimize for getting the work done. And so I don't blame you during a spring rush to like, put that on the side for. To get the work done and generate the revenue. The question just becomes, like, what would work the 200,000? If you're getting to 500,000, that is likely the unlock to get to the 500,000 level. Right, right, right, right. So when you look back, what do you think you would change besides like, oh, I need to do it, but, like, what would you change so that you have the bandwidth to be able to do that?

Man, probably just managing, like, information coming in.

Because I don't know, I was trying to watch like every single one of your, like, Mike's minute masterminds and I don't know, all the videos and stuff and then just regular life information coming in and then the job itself. Information. Yeah. For whatever reason, I don't. I actually was a little insecure about it. Like, wow, am I too dumb for this?

But yeah, I don't. Yeah, I think it's just managing because, like, I don't. I have a habit where I don't really Listen to music, but I like to listen to like, podcasts and stuff. And I don't know, I wonder if that's just eating up a lot of bandwidth too, right?

Yeah. Like, I think.

One thing I would recommend, like for example, Mike Mania's Mastermind, is never watch it, just listen to it. Especially because you're a solo operator. You can just plug in your headphones. One thing that a couple friends of mine I've talked to, they struggle taking in any new information if they're trying to focus on something. So they will actually not listen to books and podcasts. Like, for me, I can be like, okay, I'm focusing three things, but I kind of enjoy listening to other stuff, working out or whatever. Like, also a podcast this morning I was listening to one about like, people who buy distressed assets. So, like, when the, the crypto thing happened at ftx, someone goes in there, buys these bonds, like, is it cool? I'm never doing that my whole life, but I enjoy it. Right? But I'm not like going away from that, being like, oh, I need to focus on that. I need to learn more about that. It just, it just entertainment. And so a couple of my friends I've talked to, they said, hey, like, if I'm focused on something and I hear other stuff, it just becomes noise and gets me distracted from these, like two or three main objectives. Yeah, yeah, yeah. And so, like, one thing I would say is, like, if you're going, do you think next spring you're going to make the jump, like to three solid. So 500,000.

Well, Mike, obviously, like pretty well. I made a massive jump this year. I don't, I'm not delusional. I don't think it's repeatable to do that year over year. But when you're going from a tiny number to a bigger number like that.

Oh, you're not going 500 year over.

Year growth next year.

Next year.

I mean, I'm gonna swing for the fences again.

Yeah. But yeah, I think, I think if I was you, I'd be like, when you look back at spring, like, hey, there are these two or three things that fell to the cracks. I would just make that my only objective. So, like, I, I believe if you look at 200,000 versus 500,000, the difference is the things that you probably missed and I would just focus on those. So it's like, I need to do follow up phone calls. That's it. I need you. Like, if you're getting caught in admin, like, it's a matter of like, hey, what of these is actually important and what things are just not the Firebird. Because during spring rush that's what sets up the rest of the year. Yeah. And if you're able to do a really good job of follow up getting set up to if you're able to double your recurring revenue, it sets up the rest of the year and then sets up your offseason like so there's such a cascading effect there. So if I was you, I would just sit down like hey, what are the two or three things that I need to do? And I don't care if you don't listen to Mike Miz Bachelor. Don't read the emails like you know what needs to get done. It's just about executing. And sometimes during spring rush you just have to be like, I am just thinking about this and that's it. Yeah. Especially when life happens because you got all this other stuff coming in and it's not like you can put that on the side sidelines. Right, Right. It's a family, kids or like, you know, loved ones, like that is priority and value have to get diverted. So sometimes it's been like what are the two, three things that caused me to fail this past spring? Or like not capitalizing opportunity. I'm only focused on that. Last year at Augusta Lawn Care the average location grew revenue by more than 27% and we're on track to beat that this year. If you want to see why, go to Augusta Lawncare Services.com franchise and watch over 50 videos and case studies of different owners that took their independent lawn care business and turned it into Augusta Lawn Care. And then I would time block. Yeah. So if it's follow up phone calls, like okay, on Mondays at this time everything gets turned off and I just do follow up phone calls. Okay. Right. And then. Or it's like, well, I don't get the estimates fast. Okay, great. Like we're going to set aside one hour at the beginning of every day or at the end of each day. And I'm just doing estimates. Right. Sometimes helpful on the weekend to do admin stuff because everyone else is quiet and you don't have ad operation stuff. Customers aren't calling, emails are happening. Like when it's mastermind doesn't happen. Like let that might maybe be the day you catch up because you could just get through things fast and you don't worry about the job and the project and all these things going wrong. Yeah. Yeah. But 200,000 to 500,000 is the hardest jump.

Yeah.

Because you're going from operations to now. Okay. Now I need to actually get other people to do the work that I've been doing. Because you've been able to brute force it, which is you go out and do the work. Right, right, right. So it's a tough, it's a tough job.

Yeah, I know that. My biggest ones that obviously follow up phone calls, but then my also biggest hang up is I'm not at all all that bright when it comes to like technology and stuff. So I need to figure out like advertising and like if he. I don't know if anyone ever. I don't know why you would. But if somebody would have looked at like my Google stuff, it probably looks like a child did it because basically he did.

Listing.

Yeah. Like so I don't, I just, so I just thought like when I look things up, I, I don't even use complete sentences. Like I just like pick out the important words and that's how I do a Google search. And so that's kind of what my Google page looks like.

Yeah. Like if someone was like me, they would probably search law care. So drop and the keyword and that will be the thing we write.

Yeah. Like I think.

First off I, I would be careful with labeling yourself as being bad technology. Yeah, being good with technology will be the thing that will allow you to get to a million plus down the road and allow it to be where you're not involved in everything. So labeling, I think to me it's important. Some people don't really care but like to me I would just not label myself as that. Yeah, yeah, you would say I, I have the capacity to learn that. I do not yet have the skill to learn technology. I've not learned that skill yet. Because you can learn it. And what's cool is like you can hop on office hours and like Nick will just do it for you. Right. Like tell them, hey, could on this one you just like go through my whole Google page and what they've been telling me on these. Did you just do it on my account? He'll do it. Someone like Joel who's like really good technology would also be like a great resource in terms like hey, I'm just not getting this. Can you just walk me through this real quick? Setting up like a Google tracking code, a Facebook pixel. Those are things that like in 30 minutes someone else could help you do.

Yeah.

So I think another part of is don't be okay feeling dumb. Like it's not a bad thing. And if you're like kind of Struggle with that. Like me, I'm just too dumb for this. That, that's fine. There's a lot of dumb people that are like extremely wealthy, great leaders, but they're just really, really good at being like, oh, they have the skill I don't have. I will go to them. And then they usually that person is humble enough to be like, I'm okay with being the dumbest person in the room. Like, one of the things that was most humbling to me is when I went to this, this, this conference in Austin and every single person there had had, they were probably all 50 plus million net worth and all had a business that did over 10 million. And like, you're just very humble and you're like, I will shut up right now and I will be quiet and I will take notes. And so I think the growth though, when you're in that position is off the charts. And I think in your position at your size, when you're going into where all of these people have been their past, like three to four years, like, take opportunity. Like that is such an opportunity. Like, I do not have the skill. Great. They do because they passed it. I. I'm gonna be able ask them what to do. So I just lean into that heavy. Don't worry about being dumb. Like, there are such, there's some people who have so much money and built great businesses and are like great leaders and like have great missions and people follow them. You're like, dude, they're stupid. But they're just really good at being like, yeah, I'm stupid. So hey, you, you're really good at that. Fix it for me. Right? And so like, I would just really lean into that. Don't, don't. You don't have to be smart. Yeah, you really don't. It's a liberating thing too. Cause then like if there are insecurities or like I wasn't educated or whatever like that you just like, I don't, I do not need that to be successful. Right. And I think the more you see examples of people that are quote dumb and they just crushing it, you give self cons like, okay, I don't have to be smart. And that's okay.

Got it.

Yeah. So you'll crush it.

Yeah.

The fact that, the fact, the skill that you have that most people don't have at your size is the ability to look back and be like, there was carnage. Most people in this event was like, hey, this is my first year, like in growth mode. We went from 35,000 to $200,000. I would take it. Take me an hour to break through. Like no, like there's three or four things. If you just fix it during spring rush, you'll go to 500,000. And so I would just really lean into the fact that you're in a community that all these people have unlocked what you're currently going up against. And don't feel bad to ask them, like, what's the unlock?

Got it.

Because like you all kind of went through bug hell with me. The unlock was me getting in that room and then just being an absolute idiot and be like, okay, so how do I hire the best engineers? How much do I have to pay them? What's the incentives gotta look like? What kind of code base? Why is this broken? What kind of code language should we be using? And just feeling like an app. Like that's the most novice like thing to ask. Like Joel would know. Like for me, for me as someone who's non technical to go to people and be like, okay, so like we're using php, why is this breaking? Oh, it needs to be in this other like react thing. Okay. Have no idea what that is. Thank you. And then just going on researching it. Yeah. You feel like an idiot. But that was the unlock and so I would just lean into it like hardcore. Don't feel, don't feel dumb. Especially in this term. Like so good job. Proud of you man.

Thanks.

Let's go. Stacy. Are you doing a little bit admin or backing or nothing really. Not yet. You're like, you're cheer. Yeah. Was it. Are you at the school admin position? No, I work at a bank. I'm in mortgage. Okay. How's that going? It's getting busier. Good. The interest rate's coming down a little bit. A little bit. Good. Yeah. We're community bank, so it's okay. A lot of everything to all mortgages. Mortgages like construction loans, anything consumer to picking up a little bit more. Yeah, I feel like that kind of hit this air a lot in the spread. Yeah. Like this past eight months, nine months. Not just the tariff thing, like we were talking a little bit, but even just like in general the interest rates and like there's been so much building here in the past five years. It hasn't.

Nothing in the economy has changed anything at all.

They just keep going. So. Yeah. Oh man. Awesome. Anything else I can help with?

I don't think so, no.

Okay, awesome.