His New Customers Won't Pay Off for 18 MONTHS! (Business Turnaround)

It could be two and a half years before you actually make money on these. Today we're figuring out how to take.

A $300,000 pool company and make it.

A million dollars in annual revenue.

Some customers think, you know, what are we paying for? You know, you're only here for 15 minutes.

My name is Mike Andes.

I'm the founder of Augusta Lawn Care.

We have over 150 locations around the world. What do you want to do?

I don't know. I'm always.

I'm always worried.

Okay. Why are you so afraid of everything?

This owner needs to be able to hire a general manager.

You get any calls at all?

Not yet, no.

Scale up his team and do so.

Without losing all the money that's in the bank.

I think I bought 10 pools for 20 grand, so.

10 pools?

Yeah.

20 grand.

That's pretty bad.

I'm not where I need to be.

You know, he'll need to hire a manager. He'll need to hire more employees. He'll have to create more systems and procedures. And if your age is the excuse you're using.

Yeah, both my guys are, like, 40. These guys could be my dad.

Well, you're gonna have to wait then, I guess, until you're older. And if someone's like, you should go to school. You won't even think about it. You'd be like, go fly a kite. Like, I got this million dollar business I built.

I mean, it seems cool now, but I don't know. Things change quick.

Yo, what's up, dude?

How you doing?

Good, man. This is a good place you got here.

Thanks for coming.

Absolutely.

It's my mom's, but.

Oh, really? Okay, cool. And then do you have your trucks that you kind of just park here?

I only have one other truck. Okay, so it's just this one in.

Do the guys usually then show up at the job sites with their own vehicles?

Yeah.

Honestly, I don't even, like, see them, like, really ever.

Really?

Really.

I mean, they call me maybe once a day, maybe.

Okay, so.

And it's just two.

So do they do part time or mostly full time?

Full time.

Really?

Yeah, yeah, pretty close. Full time, probably 30 plus hours.

So what's kind of the advantages of them just showing up with their vehicles versus if you did have, like, a company truck?

No. Yeah. So one.

One has another truck and then one uses their own truck.

Does that make sense?

Yep.

So, yeah, one has my truck, and then. And he just takes it home because.

We have to pay for parking here.

And it's like. I think it's easier.

I don't know.

Do you brand them with. With it all or. Not really.

That one's wrapped.

That one is. I. I was thinking about wrapping this one, but I'm going to get your take on this. I'm sure you're not going to like it.

Tundra.

It's a Tacoma.

Oh, dude. This is the new one.

The new one. Let's go. I'm sure you're not going to like the payment on it, so maybe. Maybe you'll tell me to return it. That's why I didn't wrap it yet.

Have you worked with pool companies before?

Yeah, I have.

Really?

And if you. The down low is if I didn't do lawn care.

Yeah.

I would do full clean.

No way.

Oh, yeah.

It's pretty simple.

Simple services. Simple, simple, basic. And so how do you get started with it?

I started with, like, 20 grand and I paid. So there's this broker, and they pretty much let you buy a route, and the person selling it to you has to, like, teach you.

Oh, really?

Yeah, for like a month. So they. They run you through. They teach you for a month, and they give you, like. I think I bought 10 pools for 20 grand, so.

10 pools? Yeah, for 10, 20 grand.

It's pretty bad, bro.

You have to do cleaning them for like, two years.

I don't know that I ever sit down and did the math and he flicked it out like that. Like, two grand for a pool is like taking you 18 months. Like, never really thought about that. That's a really good realization. Like, absolutely. Do not do that anymore.

I want to hear your take on this because I bought another one, another route to 20 grand for 30. So a little bit better, but they're not that good accounts and they're super low prices.

Yeah.

And then I bought another, like, 10 for 10 grand or something. And I was thinking about buying another one because it's just so fast.

It's not much money, but it's the most I've ever had. So that in the back of my head, feels good. And then knowing that I'm still making money feels good. And, like, I'm not in debt. Like, it's just the most comfortable I've been in a while. It's probably natural for me to feel like, you know, I'm in a good spot. I know if I stay here, it's gonna be hard because I've always been told, like, 2 to 5 is, like, the worst part. I don't know if that's true or not, but that's why I just want to get up to five as quick as possible, have more options with guys and stuff. Manager, maybe.

So why. Why would you not just get the lead yourself and kind of do lead gen yourself?

I think I'm lazy partially. But also I'm not good at it. I don't think, okay, I'm good at selling, but. Or decent selling. But the marketing side, it seems like I'm just like. I maxed out. Angie leads. Yeah, that's been working Yelp a little bit. Doesn't seem to be too good because.

If we're constantly buying them and we're basically paying like two grand a pool, we're just never going to be able to scale because it takes. You probably would. You know, your average ticket is per year. Like a thousand bucks.

Yeah. No, like. Like revenue.

Like revenue per customer.

Yeah.

Probably close to two grand.

Two grand.

Yeah, probably so.

But it takes a whole year to recoup the cost of acquiring them.

When it comes to buying accounts. Any sort of acquisition and you're buying out a competitor. What you want to compare the acquisition to is what if you would just spend that same money on advertising yourself and getting the leads yourself. For example, if you spend it on Facebook ads or Google Ads, or door hangers or every door, direct mail, what is your customer acquisition cost? In other words, what do you have to spend to get one new customer? If you only have to spend $50 to get a customer, but in the acquisition they're making you pay $200 per customer, just realize you're paying four times for the acqu. Compared to just going out and marketing yourself, which is fine. There's pros and cons to both acquiring the customers yourself as well as buying them from a competitor and having those customers immediately.

You spent $500 on a logo and some rebranding for someone off of upwork, and then you put that 30 grand towards marketing. I know the customer acquisition cost in this industry. You do not need to pay $1,000 or $2,000 per customer.

What have you been hearing for acquisition costs?

You can get under $300.

Okay.

Yeah.

It's simply a matter of dialing your Google Ads. Yeah. Like, you're just people that are looking for pool service.

We were doing some door hangers too.

I probably.

We've probably done like a thousand recently. And not too much. Yeah, not too much coming back, which is weird. I put like a free first. First month free too, which.

How many you get any calls at all?

Not yet, no.

Right.

I don't think so.

I actually I think I got one so far.

I got to be better about asking, but usually they mention the free month.

Because thing is this, even on a thousand door hangers, if you get one response.

Yeah.

Your. Your customer acquisition cost is still going to be less than $2,000 what you're paying to buy them.

Yeah, I think it was more.

I was like chasing like just fast growth, fast, fast, fast. And I was like, this is just so simple, so easy. Throw money at it. I have money to put money in marketing and buy pools, so I'll just.

Do that, you know.

Right. But like growth at all costs.

Yeah. Right now it's a little busier. Like I probably get to a week like from either Angie or Yelp or just like referrals or something, you know, usually like two a week recently, which isn't bad, but I'd like it to be faster.

Right? Yeah.

Really. Me probably just really needing to step up for a little bit, you know, longer. I let off the gas and then. Yeah, I mean you can get as many leads as you want, but if you're not closing them. And that's kind of what I'm doing is not taking the time to learn how to spend my money wisely.

Because even like here on your website. Yeah, it's like right here, there's really no place for them to get a quote. Like it says get a quote, but it takes you into the contact us page.

Right.

And then like the says inquire, like if. Right from the get go.

Yeah.

If you had the S request form right here, like immediately they know what to do. Fill out the form, get a quote.

So get you instead of contact, you probably get a quote.

Because like that button requires them to go different page. You're gonna have a drop off. Like I basically want that. What that is the inquire thing. I want that right on the homepage. Like right, right there. This gets moved over to the left side. Estimate request form on the right. So. Because people are gonna come to the.

Site wanting a quote and I think we got like. I don't know, I could check the traffic, but I think it was like over like 200 people visited and like. No. No leads.

No leads.

Yeah, it seems, I don't know, maybe that's normal.

Well, the bottom line is like people are coming to a full service site to get a quote.

Right.

We wanna make that as easy as possible. And that is get a quote above the fold on the homepage and not where you have to click a contact page or a get a quote page. And Switch to a different URL immediately, you have some sort of drop off.

Okay, so then how do you go about.

Once you max out a route and, like, there's like an off one, you know, and you have no room to put it where it makes sense, you know?

Well, how do you pay your crew right now? Is it a percentage of revenue?

Pretty much, yeah. It's like 30%, but I just pay them, like, per stop, so it's easy.

And the app does that for you?

Yeah, yeah, it calculates it.

Yeah. Because most of the time, if they have a job that's like, right next to another one, they'd rather work the extra 15, 20 minutes, because that money, that's like money in the bank.

Yeah.

And they'll go above capacity if needed just to get that job since it's so route dense.

But then you come to the point.

Where eventually they do overflow.

And do you guys move around customers just all the time?

Like, so we do plus or negative one day. So when we set them up, we'll say, okay, you're gonna be placed on the schedule Tuesday plus or negative one day.

Wow.

Based upon the schedule, based on the weather, based upon whatever.

That's crazy.

Then it gives us flexibility. Like, if I say Tuesday plus or negative one day.

Yeah.

It gives me Monday through Wednesday.

That is.

That doesn't make a ton of trouble with the customers. My customers, like, hound me for a time.

Really?

Yeah. Time of day, and that's, like, so hard.

So. So why. Why are they asking, is it locked gates? Is it.

They want locked gates. Dogs? Yeah.

Like, they don't want people, I don't know, too late or too early or they want to see them there. Maybe, you know, I don't know, because it's pretty fast. Like, a stop's 15 minutes, you know, Matt, usually. So a lot of customers kind of think, maybe not a lot, but some customers think, you know, what are we paying for? You know, you're only 15 minutes, and.

You'Re doing that once a month usually. Or is it once a week?

Once a week? Yeah, once a week.

Yeah. Cause, like, I think, like, one thing that I thought about if I ever do pool service was to do a video at the end of each visit because you guys aren't gonna get dirty. You're like. We're like. I've thought about this for lawn care, too, but the challenging part is, like, guys are pouring sweat, there's dirt everywhere. And, like, that's the trouble.

Yeah. It's probably as dirty as I can get.

Let's go, well, hey, you're around porn chemicals.

I felt dirty.

So like, you know, even if you made a video for them, each time that you came and it was like a selfie. Sal. Yeah, like, hey, it's Joe over here at your property. Got this done today. I added a little more chlorine, did a little bit more of the boring. Da da da da. Like that sort of a video proves that you were there and then puts less emphasis on them having to be on site when you're there.

When it comes to home services, ultimately what we're selling is labor. There is no labor being sold until work is being done on the property, which means anything besides actually doing the work on the property is waste. And the biggest cause of waste when.

It comes to route based jobs like.

Pool cleaning, janitorial, lawn care, etc. Is drive time. And you don't want to be driving all the way around town going an inefficient route, going from one place to another. It's very hard to be profitable when you're paying Labors 15, 20, $25 an hour and paying for a very expensive vehicle in terms of maintenance, giving and fuel.

I hired my first guy like probably less than six months ago.

Okay, cool.

So last year is basically herself. Yeah, she like $150,000 last year, basically by herself.

Yeah, I think, I mean, if that's what it says. Yeah.

And so your, your big challenge now is like switching from the labor, doing the work to now like managing the cruise. Right, Got it.

Yeah. And especially since I'm young, like my. Yeah, both my guys are like 40. Yeah, they're super cool. But I don't know. And it doesn't seem to be a.

Problem, but there's still a little thought.

In the back of my head like, you know, these guys could be my dad.

Yeah, I definitely have that thought. And kind of like the imposter type deal, being young and with customers too, I feel like it's kind of like a red flag or it's a little bit of a. I don't know, they'll judge you a little bit more. I feel like maybe watch over you a little bit more since you look young and they might not trust you as much. And same with my guys too. I feel that. Or they might not totally 100% trust me on like things like pay and I don't know, like if I make a decision or something, they'll maybe it's just, I feel like it's a little bit harder, you know, and maybe it should be Because I haven't had that much experience or life experience, so.

Yeah, no, I get it. I remember I was 18, hiring like 30 and 40 year olds.

Really?

Yeah. How old are you?

21.

I just turned 21.

Cool.

And so how did you find those guys? And then how do you manage them on like a daily basis?

Yeah, so I found him on. Indeed. And then. Yeah, just went through interviews and ride along, trained him for two weeks.

I don't know if that's enough or not, but.

But you're saying, like, you don't mean to generalize area in the morning and then like, when do you meet at all?

No, no, I mean, when was the.

Last time you saw them?

I saw what my other guy, like last week on accident, just at the Squire.

So, like right now, operation, like, what. What do you feel is the bottleneck.

For growth probably honestly leads and just kind of like a plan, I think.

Yeah.

You know, because I think so far, so good. I had to fire one guy previously. Didn't work out. And then so far these guys seem good.

Honestly, it was.

It was way easier than I thought. I thought it was going to be super scary.

And I thought he.

I thought he might like backlash me or like.

I don't know if that's the right word, but like, I thought he might kind of fight back and say like, oh, I wasn't a good boss or whatever. But no, he was totally super cool. I met up with him, he didn't even know was coming, which was terrible. It was sad and hard, but it was better than him trying to fight me on it or say, like, he's gonna come after me or something, you know, I mean, we took him through training. He had some experience before. I actually got a reference from a.

Different company in the area who put.

Who told him, told me that. Safe bet, you know, like, he's a good guy. Yeah, he was a great guy. I really liked him. And we were almost like friends, which maybe was a problem, but we were close in age, so I think he kind of took advantage a little bit. And I'm kind of hands off. I don't really like micromanaging. So. Yeah, he just kind of wasn't doing the reports and stuff. Customers were complaining about little stuff that he was forgetting. And then, yeah, I think the catcher was. I caught him drinking. He was drinking. I called him, he said he had a couple beers and then I got.

A call from some random guy on.

The road saying, yeah, your guy's falling.

Asleep at the stoplight. I was like, oh, geez, and so.

After that, I gave him another chance. And he said, like, oh, I promise. It was just that one day, like, really bad day. I was like, it's all good. He was going through, like, a breakup and stuff. I felt bad. And then the next Monday, he didn't show up. He, like, called in sick. Like, called in sick, though halfway through the day, he, like, texted me at, like, 11. Didn't call or anything. Just said, like, hey, you know, I've been sick all weekend. I can't come in today.

So the one guy takes your truck home, though, and, like, uses that from his house, just, like, driving from there.

Right.

And I have a tracker on it.

But I trust him. I mean, he asked me if he wants to use it for, like, personal sometimes. And I pretty much tell him yes.

Yes.

Where Joe's at in his business is very common when you're about his size of business. 2, 300,000 in annual revenue.

Why?

Because you're making a big transition from being a laborer, where you're out in the field doing the work to do, to being a manager. And that's really what you want to be focused on as you grow the business to 5, 6, 7, $800,000 in annual revenue. And that is getting your team on the same page, having meetings, having one on ones. And being a great manager is going to be the thing that unlocks the business and allows it to continue growing.

Here's the thing. I was thinking about rebranding because I.

Don'T really like that it's my last name.

It's hard to say, too, honestly.

Super tongue twister.

It's.

Yeah, so that's what I don't like. I have a little bit of a lisp, too.

Yeah.

When I say, like, KO Crew, like, yeah, Koku Pools. There's no way. You just picked Augusta and you're like, all right, this is it. This is the best name. No second thoughts.

Well, it's not about the name in terms of the branding. Like, the word Nike is basically a Greek God. Like, it doesn't have a whole lot of reference. Like, no one cares. But Krew is just hard to say. And so if it's. If it's hard to say, people will not remember it. Yeah, right. Was it co. Was it Crew?

They're like Joe Pools.

Yeah, exactly like Joe Pools would crush.

It's easier to remember.

Yeah, right. And everyone just thinks they're a pool guy. His name is Joe.

Right.

I think that there's a customer that's willing to pay 50% more what if your brand's bad? I don't think it's bad. I think, I think brand. It comes completely with attribution. Like, I think the name of the business, it might be tough to say, but like the branding is great. It looks like professional. You have a collared shirt. Let's go. Like that part, you've already beat 80% of the competition. But like, if you have a solid brand with a truck that shows up, guys that are professional, a service that sends automations with the picture and stuff like that, you already beat 80% of the competition and you can charge a premium price.

Having a cohesive design when it comes to your logo and the name of your business is important. And I'm not gonna lie, it's difficult to say his current business name. However, it's not the most important thing when you're first getting started. Until you've grown a business past 200,000 and you're starting to get employees, just focus on sales, doing door hangers, door knocking, posting on Facebook groups. Do whatever is necessary to get more jobs. Down the road you can figure out things like your branding and the name of your business. You don't need to be spending tens of thousands of dollars to get that figured out early on. I'd rather you just spend that money on marketing and getting more customers.

And so really like the bottleneck is getting more leads.

Leads and yeah, just a good plan and kind of like. Yeah, like what, what I should be doing. Like, you know, because I feel like I'm kind of all over the place a little bit. Like with what I'm doing, like these.

Past couple weeks since I hired the.

Last guy, I've just been in like a slump. Like, not really feeling like working. Like I have money, I have, like.

I don't really have to work.

And it's like, I know it's not going to last, but I just do nothing, you know.

But I see it like, I feel like once I start to get like competent and like think I'm doing well, that's when I like mess up, you know, or get lazy like I am now, you know, I need to feel that, that, that stress, you know, And I have plenty. I mean, I live at home with my mom. I have plenty to work for. So I think I just got to remind myself that I'm not where I need to be, you know?

Well, what do you want the business to do? Do you want to make $300,000 a year and you make 100 grand passively? Do you want to get to A million.

Exactly.

So why.

Yeah, no, I really want to get.

To a million because that'll be the point where, I mean, at least what.

I've heard is where you can hire a manager. I mean, hopefully I can have my mom. Real estate's not doing good. So for 1 million, 2, if I ever wanted to sell, it would be like a decent payday, maybe even close to retirement worthy.

So what's the goal? That's what I'm trying to get to. Like, is the goal to build big a business that has a bunch of big projects or is it to make a really money focus? We're going to make a bunch of cash.

Both.

Okay.

Bunch of cash first fantasy goal down the line just on a whim. Maybe want to build pools later on.

Got it.

But okay, definitely like this right now.

And so what, what is preventing us right now from going where we're at now to the million dollar business? That's cash flowing very well. Like right now. From a brass tax perspective. How much cash is in the bank now for the business?

60 grand.

Okay, so there's plenty of cash.

Is that plenty though?

That's another $300,000 business.

Yeah.

You have two months worth of revenue in the bank.

But what about the debt?

And that's what I.

How much debt?

Probably close to 60 grand.

Okay, so that was used to basically buy the trucks. Yeah, but those. That's on like fixed financing, right?

Yeah.

So like you're still from a cash perspective. You're fine, I think.

But I don't know, I'm always, I'm always worried.

I love the reassurance of knowing like, you know, he's looking at my numbers like that looks good. That looks fine. I thought he was going to say that's bad, but surprisingly enough he said that's good. Which makes me feel a lot better about the new truck and stuff. I was stressing about that it feels great to know from like him at least reassurance that like you got plenty of money to spend. Just throw it into, throw to leads.

You know what's gonna happen.

I don't know.

I know what's the worst case scenario?

Maybe I don't. Yeah, I don't know. Honestly, I have insurance too, so. Yeah, I mean.

Okay. Why are you so afraid of everything?

I don't know, I just.

I just don't like not having money, honestly.

Okay, why?

Probably like for me it was my.

Mom'S terrible at money.

Okay. That was my parents too. My parents terrible at money. I get where you're coming from. I understand the risk aversion because you never want to go back to a place of pain around money.

Yeah.

But also, like, if. If you're. You got to ask yourself, like, what's more painful? Being at where I'm currently at and not achieving my goals or risking going for my goals and failing.

Yeah.

You're 21. Let's play this out. Let's.

Over the same next two or three.

Years, you go for it and you fail.

Yeah.

Like, you're going to be 23, 24.

They'll be like, why didn't I go to college?

Like.

Yeah, but see that play out. Play out the options.

Yeah.

Right. So, like, right now, if you would have gone to college, you would have a $300,000 business.

And that's why I kind of feel a little bit worried about, you know, risking it all to something since I'm so young. I don't really know, you know, what I want to do long term, but, I mean, it seems cool now, but I don't know. Things change so quick.

The concern I have is, like, right now, even, like, once you've got a second employee, the fact that, like, you immediately default to, like, feeling lazy.

Yeah.

Like, it almost feels like as if you haven't committed to it.

Almost.

Yeah. Or it's almost like.

And you're talking about, like, a secondary plan of going back into engineering school. Like, what in the world, dude, you have a $300,000 business.

I think the pain right now is so little. You know, before I was in a lot of pain, and then I just. I wanted to work out of it. And then now it's like, it's decent enough. Yeah.

But I still do my mom's house.

Which is not ideal.

And then.

Well, even going legit with the business.

Yeah.

Would create more pain in the form of expenses. But also the thing that's probably going to be required to go to the next level.

What do you mean?

Like a shopping.

The contractor's license, actually paying everyone above board. Going and getting the website done. Actually, you generating the leads. Like, right now, who makes money in the pool service industry is the lead generators. I've looked at this industry up and down.

Really.

The people who make money are the people who get the crew, get the routes, and then sell them off.

No way.

100%. You paid $2,000 for someone. It takes 18 months. Why would I not? If I can just get the lead, service it for a month or two.

And then sell it to someone and get all the revenue and profit for the next 18 months today.

Look, the vast majority of small businesses don't even make it to 10 years in business. And so if you think that you're going to be able to run a business and have a plan B that you always could potentially default back to, the likelihood of success is very low. This is why I think a lot of entrepreneurs that become successful came to a roadblock and in their life, whether it be they didn't have a family that had money, they couldn't fund education, they came from a broken family. These are things that usually are seen as obstacles. But because someone's back is up against the wall, there is no plan B. And they have to get through the obstacle, they have to go forward. And that sort of motivation is what will keep an entrepreneur hungry enough to keep fighting the battle. When times get tough, I get too.

Comfortable and then I kind of screw it up.

Yeah.

And then cuz like two years ago I had a rough path and then two years before that I had a really rough path and then yeah, it's always like I mess up big and I'm like alright, I gotta really mess.

Up in the business or personally?

Both. Yeah, got it.

My parents got divorced when they're. When we were eight. So I think I was too young to even realize what was going on. But I think as I got older like the, you know, disciplinary side was missing and I think that's kind of where I went off the rails a little bit. But yeah, from 8 on I saw my dad maybe once a year if I was lucky, bad friends, a lot of drugs and stuff. And then just the things that drugs do, you know, you usually make bad decision on drugs. So I got into some trouble and I got on probation. I mean I love my mom, but I mean I was like probably so hard, you know, to control, like she couldn't control me and I was just total freedom, you know, like I could do whatever I want, you know, go to school or don't go to school, like nothing really matters. It was just all fun, fun, fun. And then yeah, probation hit and the officer was just.

Maybe he knew I needed it.

So like relationships kind of get messed up.

Drugs, all kinds of stuff.

Got it.

Well good for you dude. Like you turn stuff around.

Yeah, I mean I was young but.

Yeah, but yeah, but like that's what I'm saying is like be confident in that. Like some of it just comes back to confidence, right? Confidence that you can build a million dollar business. Confidence you don't need to go to school to get a degree. Confidence that like, the business is gonna do well, confidence that you're not gonna have money problems. And like, the things that have happened in the past, like, that was hard.

For me to get over.

Dude. When I was your age, I was the guy who was supposed to go to medical school and become a doctor when I was super young.

Yeah.

And so at 21, I had people emailing me, saying, what are you doing wasting your life? It's a throwaway of talent. You should be doing X, Y and Z.

Probably got.

Yeah. That's rough. Yeah.

So, like, part of it is conviction and passion for, like, what does. Like, that's why I asked you, like, what is the end goal of the million dollar thing? You've got to actually know that's your goal.

Yeah.

And why it's your.

I have reasons for it, but it's.

Like, you know, when you're comfortable.

Yeah.

It's like it takes away the reason, you know?

Yeah.

A little bit. A little bit.

Like, I would make it. I would. I would make the goal, like, it. Make it so successful. There is no plan B. And that the. The path for success is extremely clear. And if someone's like, you should go to school. You won't even think about it.

You'd be like, go.

Go fly a kite.

Yeah.

Like, I got this million dollar business I built.

I think I'm all in. It's just.

I don't. I think my, like, urgency to grow kind of shifts, like, in and out, you know, it's like some weeks or some months, I'm like, all right, I want to get to a million, like, as fast as I can. Like, I'm going to work, you know, every day, all day, you know, it's all good. And then, you know, there's some months where I'm like, you know, this is. What's the point of all this, you know, Like, I have no life. Like, you know, I should have a better balance, that kind of thing. So it fluctuates my urgency of scaling, you know, if that makes any sense.

I've been doing more calls. We.

We met for breakfast last week. So I think I'm gonna at least try to meet up with them, you know, once a week, maybe get just breakfast or something. But I don't know, it almost seems kind of unnecessary. But maybe I'm Maybe I'm missing the point, I think. I guess he said culture, huh? Yeah. So I think I gotta just keep. At least once a week, you know, go for breakfast or something and just.

Kind of hang out.

I mean, I talk with him on the phone a lot, you know, just throughout the day on little things. So, I mean, we kind of feel connected that way. But yeah, I think it's still probably worth seeing each other in person, you know, at least once or twice a week.

That is one thing I have been focusing on. And mainly the contractor's license because. Because that will open up the verification for the Google my business. But I was just talking with a like a third party Google Ads person yesterday about some options. Although Mike told me I should just study up, you know, on how to do it all. So I'm probably going to do that.

But it's weird because Google wants a.

Contractor'S license before you advertise.

At least so they say. But I started ads and they're taking my money. So.

What was huge though is his reaction to me buying routes. That was so huge because I know, I just never really thought it was that bad. And then he was like, dude, that is crazy. And so now for sure, I know, like, I'm never going to do that again.

I'm okay with, you know, forking out the money and going through the change. But it's more of I just can't think of a better name or just a name that like, I really like.

You know, because I don't want to.

Be in the same situation where I'm always thinking like, I don't really like this name, you know, like every time I say it I'm like, you know, like cringe a little bit almost. And I talk to friends and family.

And they're like, oh, I love your name.