Lawn Care Business Advice After Starting 50+ Locations (Tips for Landscape Business)

We are live. It's Mike Andes doing some Q and A. I had one of my general managers just text me on the east coast and they're like, it's like bedtime our time. It's 9:15pm so for those of you in the east coast, this is like bedtime stories with Mike, Q and A about lawn care, landscaping. Definitely the most exciting thing you'd ever have to be able to put you to sleep. So let's go ahead and jump into it. My computer, I do not have my charger on it. So we're going to go. As long as my computer is alive, I have 30 or 40% left on my battery. Let's go ahead and jump right into it with Q and A. But before we do, make sure that you have signed up for the conference. This is going to be a great conference. It's going to be a good conference too because I have a couple speakers outside of myself that have grown very large businesses. And so whether you are just getting started or you are wanting to really scale your company, there's gonna be a lot of really good information. I'm gonna be talking a lot about what I see on the horizon for 2022 as. As I've seen more and more trends, I'm getting more and more confident with kind of looking forward to the future and seeing what's gonna come. And so kind of the annual thing that I do at the conference is looking forward to what are the marketing trends, what are the hiring trends, what is coming down the pike. And so there's some really cool stuff that we want to talk about in terms of YouTube ads and targeting. There's a big shift on Facebook ads right now and Google Ads. So a bunch of stuff that we'll be talking about the conference that I can go really in depth with. We're going to talk about actually how to place a YouTube ad and how to really do a bunch of really cool targeting that they have now available. So a lot of really in depth stuff. And then also currently the one speaker I have already announced is Marcus, Marcus Vander Vliet. I've heard him talk a few times all the way back to when I first started my lawn care business. And he has ran massive companies out in the east coast in New York area and then he's now does consulting around the whole country. So he's a great speaker. It's gonna be a lot of fun and a lot of learning from him. And we're gonna have another speaker too. But I'm gonna wait to Announce that one until a little bit longer. So it's not gonna be like influencers. So if you're coming to like get a bunch of hyped up, it's not like that. It's mostly numbers marketing business stuff. And so but it goes. I really truly believe it can change your business. So it's not going to be a pitch fest. By the way, I'm not pitching Augusta Lawn Care or anything like that. It's for us to give back to the community and we don't make money on this event. We just basically we don't even cover the expenses by the time we have the event and the food and all the rest of it. So check it out. Just landscapebusinesscourse.com conference sign up. You will not be disappointed. And if you're considering, nah, I shouldn't go because we're in the middle of snow. Trust me. I really believe the knowledge that you will get will be much more than the money you would make on a snow route for a couple of days. It's like a Thursday, Friday, Saturday, so you're going to fly in Wednesday, you're going to come back to your house on Sunday. So you're going to miss a few days. And if you sub it out, you're snowplowing for a few days. I just guarantee you that the learning you're going to get from the conference will be worth your while. Let's jump in and go into Q and A questions here in the evening. And I know some of you are headed to bed, so let's get some of these questions. Answer Daniel's Lawn Care. Do you think it would be more efficient if I had an employee? If I had, if I had employed someone to work with me? Not necessarily efficient. Efficiency is a ratio. It's not a matter of quantity. Right. You would get more lawns done, but it doesn't mean you're more efficient. Your efficiency will probably actually drop a little bit by having a second person in your truck. Because there's always an overlap of time at the end of a lawn when you're waiting for them to finish the mowing and you're just finished, you finish the weed whacking early or vice versa. So there's actually less efficiency. Typically the more people you have on a, on a truck, however, it's quantity is and capacity are the two things that you're talking about. So capacity is how many trucks and equipment do you have to actually get lawns done? Because if you going to go solo and be optimally efficient, efficient Then you're going to have to go buy a bunch of trucks and trailers and equipment and all the rest of it, which you might not want to do if you have big properties. That's why usually big commercial sites are going to have three, four or five people getting out of a big truck with a bunch of equipment. That's the most efficient for that property size, but the most efficient for a small postage size. No lawn that is 5,6000 square feet or less is actually going to be usually solo. So it's more a matter of quantity and your capacity in terms of equipment and things. That's going to be the ratio you're actually talking about there. So you will get more lawns done. But whether or not it's more efficient is actually going to be determined by the route density that you have and the property size.

I would be able to smash out more properties that way, but I wouldn't make as much because I would have to pay them. Yep. So that's always that gap, you know, I've talked about before. You know, a lot of times people get 12 employees and they actually make no more profit because their overhead all of a sudden spikes. Because when it's working, when you're working by yourself, you can do 70, 80 profit margin. But as soon as you get an employee, yeah. It's going to drop dramatically. And when you get a second point, it's going to drop again because now you got a second truck and now you have payroll taxes. Now you have to get shop to store everything. So that's why a lot of times between 200,000 and 500,000 annual revenue, you will not see any more profit to the business because you're having those jumps in overhead. Preston. Hey, Mike, here's a question. I know you go for simple services because it scales well. Right now we do maintenance, fertilizer, pest control and irrigation repair. I often wonder if we are offering too many services. But a lot of our clients have us do everything for them. One stop shop. And they love it. My idea is if, if I'm going to stay in one location and maximize my maximize profit, I should keep offering all these services to maximize revenue per client. But if I'm looking to scale the multiple locations, cut down to just my two most profitable services because it will be easier to build or. Question keeps going. Oh man, I missed it. Sorry. All these questions keep pouring in. Sorry guys. Or because it would be easier to build systems, or would it be possible to scale to multiple locations with these four main services? Let me know what you think? Thanks. The way to easily, most easily grow your top line revenue is through adding services and adding locations and or geographical reach. How far you're willing to service properties. Those are also the two most inefficient, most unprofitable ways to grow your business. In my opinion. I'd focus on one smaller geographical one location in your case, Preston, and with one like one or two services, build that out to crazy wazoo and then you have, then you have a decision either a take those two services and copy and paste in different locations, which is I'm a proponent of, or two take that one location and start adding services. But most people will add services and add geographical reach way too soon. And that's why they will eventually grow their business out of business because they don't make a profitable pillar to the company before trying to scale. So there's no right or wrong. I lean towards keeping simple and then just copy paste, copy paste, copy paste. Easy to find labor, easier to get general managers, easier to be able to manage, less headache, et cetera, liability. But if you want to add these services, there's absolute value in increasing the lifetime value of your customer by adding more services to the same customer. That's the lowest hanging fruit. But there's going to be a downside and that is it's less profitable if you're going to keep trying to scale too quickly. So I just caution you to everyone, I'd caution everyone to just using number of services and geographical locations or reach or territory size as a way of growth. Those are the most unprofitable ways to grow is doing adding more services and just, you know, changing how many different cities you're willing to service. What is a good pay structure for a manager? In my opinion it should be a percentage of profit sharing. That's the biggest thing. Because as an owner having a general manager, the only thing I really can care about is that the bottom line is protected. You need someone that cares about the bottom line. And so you want to make sure they're having a big chunk of that profit as the business gets successful. And some people don't like the fact that they're giving away 25, 30%, you know, 35%. They're giving even profit sharing to their employees out in the field. But the bottom line is you need people to be thinking about the profit, profit margin. You need people to think, think about the bottom line as much as you would as the owner if you were there every single day. Because typically a general manager is someone that is Going to be there, you know, 100 of the time. There's the boots on the ground and you might be there for, you know, I don't know, 20 minutes a week or an hour, you know, every occasionally. So what can I do to get more leads? Have a full schedule.

Zachary James hello everybody. Is it a good idea to buy accounts? If so, how much is a reasonable amount? Vince Just type in Mike Andy's lawn. Acquisitions or mergers through. I have a whole webinar about an hour and a half from a couple years ago and I talk about the different ways to value a company as well as the ways to position your business in a way to sell it at the highest multiple possible. When do you guys start? Leaves our local market. We start probably next week or two. Honestly. Several of our franchisees have already got started. They're big down south on the oak trees and it's a big, big money maker for them. Very cool. Excited for the conference? I am too. How to smash it with fall sales. Yep. So definitely you're going to want to take your existing mowing customers and sell to them first. You should not spend a single dollar on marketing for fall cleanups until you've talked to all of your customers. Maybe it's their email or you could even use a door hanger like we have on lawncaremedia.com there is this door hanger here where you could actually put this in all of your customer's house when you're at their property and do a leaf cleanup. Property cleanup and give them the price. Literally just hang it up on their door. And so I would recommend that first and then go do marketing, do some yard signs. They're on lawn care media too. You can get those. But I would definitely be focused on hyper areas, like really hyper focused on certain neighborhoods and more specifically where you're already have mowing customers because you're already have brand awareness from people seeing your trucks. All right. What do you think is the best advertising method for starting up? Really to come down to the fact whether or not you have money, if you have money to spend, I'm talking a considerable amount, $5,000 or more. Online marketing is a good place to get started. Getting a great website from lawn care web design is a great idea if you don't have any money. If you're literally talking about a hundred dollars or two hundred dollars. I would be getting door hangers just like this, right. I'd be getting, you know, property cleanup door hangers. I'd be getting lawn mowing door hangers where I can put the price on here. I'd be going house to house knocking on the door. If they're not home, put the door hanger on. If they are home, you literally are giving them a price and trying to sell them on their property. So that's how I would get started if I was if no money in Bangkok because then you have time, you have time to knock on doors, you have time to walk down the street and put out door hangers. How we get clients to sign up for year round contracts even in the slow season, very, very difficult in my opinion. I am not going to try to sell the unsellable. Gary Vaynerchuk says that all the time. Also I don't want to sell into headwinds and headwinds in this industry is seasonality and so I'm not going to try to sell someone lawn care in the middle of winter. I can do that all day long. And you will get some. But your customer acquisition cost will be three to four times will otherwise when demand is high. So when you're talking about the supply and demand curve, which I need to do another video on that I do it in the course but I know the last time I did a public one was probably a year half ago. Supply and demand is an incredible concept if you can grasp it. And when it comes to marketing it's actually an inverse relationship when it comes to supply and demand because when demand goes up in marketing dollars, my customer acquisition cost actually goes down because people are looking for my service. Therefore I don't have to spend as much to get in front of them because they're natively going into website. That's why it's so important to have a great website going into the spring rush is because I need to be ranking high on Google when they come to look because natural demand is on the in on the increase. So I would recommend don't advertise and spend your marketing dollars into headwinds. It's like literally throwing cash. Let me try to do this. It's literally I want you to get this like kind of in your head. So if I have money and I am trying to make as much as I can on these marketing dollars, you know I could, I can you know spend a bunch of marketing right now and in the winter months trying to get lawn care customers but it's literally like trying to throw cash, it didn't work very well into headwinds which is hoping they'll blow up kind of like spread throwing your money into headwinds. You're not. It's not going to go anywhere. Okay. You want to be trying to spend 70 to 80%, if not more of your marketing dollars during the spring rush when demand is high and your customer acquisition costs will be much, much lower. So the reason that I'm really ramping up, even the past few weeks, a lot of people have been asking like, why are you focusing so much on the business content right now, the whiteboard, all this quote unquote boring stuff and not mowing lawns is because if you're going to get started right now, this is the time to get serious about building your website, getting your marketing ready, getting your buying your equipment. Because right now your equipment, you're literally looking at five to six months to get your mower potentially or truck. So you better make sure that you have, you're doing that stuff now. So that way in the spring rush you're actually ready for when you don't have headwinds, you actually have tailwinds, pushing your marketing dollars a lot further and able to get a lot more out of the money you spend on marketing. So I would not be trying to sign up year round contracts in the slow season. I would be trying to upsell my existing customers on ancillary and upsell services that are high margin to keep busy and then during the spring rush, staff up for being able to take advantage of the tailwinds. So when I do spend that cash and I throw that money at my marketing, that actually goes a lot. All right, good questions. You've been putting out non stop valuable content. Please keep doing your thing. Definitely inspiration keeps you motivated. Thanks Nicholas. Mike, how do you stay busy in rainy wash and winter? Yeah, we try to do winter services. So bush trimming all the stuff, fall cleanups, all the rest of it throughout the winter months, try to keep our crews busy. Our goal is to stay profitable during the winter in Washington state because it's so rainy, we can't do much landscaping projects because as soon as we get into the soil like it's never going to be dry. So we just have, we're working mud all the time otherwise. So we really have to focus on things that are property cleanups, you know, leaf cleanups, gutter clean outs. We have what we call winter services that we sell to our mowing customers. So we continue recurring services throughout the winter. How do you believe technology released at the GIE will change 2022? Well, well, I think is going to. So I'm gonna be at GIE by the way, for everyone that's on here, all 70 of you that are crazy on the east coast, it's like 9:30. Like we're gonna be at GIE. I'm gonna be there the entire week. We have two booths for Augusta Lawn Care and we have one booth for Lawn care Web design. So come say hello. I'm gonna be there. I'll be answering questions and talking to you and, you know, dapping it up and giving handshakes and hugs and all the rest of it. I've already had Covid, so I'm not worried about getting the Kovita. So you can come over and give me a hug and give me a handshake, and I'll be thrilled to talk to you with or without a mask. So in terms of technology at gie, though, what I'm looking forward to is I want to really be looking at some software as well as what that software is going to do for the labor force. There will be a lot of really cool technology this year. I'm sure the autonomy will be a big part of the. The what people are interested at gie. I can already see it. The ones that are autonomous, people gathering around and watching and oo gnawing over. But the ones that will actually make the difference for your business are going to be the. The machine learning and the software that will make your labor force more efficient. And so, you know, little hint, hint, we might, we might be offering software in 2022 that might be helpful. No? Who knows? Layman growing. How do you recommend. Who do you recommend for a virtual service center that connects to CRMs? I would actually look at your. So regardless of what CRM you're using, use your Facebook user groups for that specific CRM and just ask on there. Typically, you'll get a lot of good responses. So like Jill's receptionist is Jobber Pink collars his service autopilot. There's Call Boss, there's a few other ones that I know of. There's a few that I can't recommend because I've heard bad things about.

But anyways, I would just, you know, look, reach out to the CRM Facebook user group for whatever CRM you're using. Already found our snow sub. Yes, Zachary, you're coming to conference, obviously. Let's go. Yeah, I'm way behind them on comment on comments and questions. I apologize, but I'll get through as many as I can. What's a good startup? Starting setup for mowing really depends on what size of property you have. If you have smaller properties, just start with the push mower is radio advertising a good way to get more clients? Typically not. However, if the price is right I'll take you up on it. If I could get for a thousand dollars every single day on our local radio station, I'd probably do it. But typically you're again, all I care about is customer acquisition cost and typically most small businesses should be focusing on direct marketing instead of branding. And most of the time radio is going to fall into a branding category because you're not getting people to actually respond like they're not at work listening to the radio in the background like oh, I've got to call them. Potentially it could work as direct marketing during the spring rush when people actually need service.

Labor shortage is crazy. Any tips? There's lots of tips. If you are in the course Logan make sure you go to There is a webinar I did with 30, 30, 30 different ways to different tips and ideas. Just kind of off the wall ideas for finding employees that might be helpful. Helpful. Garrett Jarman which is better? Regular riding mower, a zero turn mower or stand on mower? Whatever you can afford to get started. The more commercial and obviously larger and more zero turn the better if you're doing big properties, but you might not need any of those if you're doing smaller properties. I have raised employee pay but still no luck. I want to start solo with superior cut quality over efficiency. I would like to charge a premium. What shall I charge and what should I buy? Also this would be residential lawns. You're going to want to invest most of your money. If you're going to charge premium, you're going to charge. You want to focus on like getting a really nice uniform. Like if you're going to be by yourself working, it looks like yeah, you're going to be so low. So like get a really nice uniform, maybe a collared shirt. Even get a great looking website if you design it by yourself that's fine. Weebly Squarespace get started. Get a great logo made on like freelancer.com or 99designs. Get it up there look really, really professional so you can warrant that high price, that premium price because you have a premium value, perceived value from the customer because of your branding. How soon revenue wise do you think you can get a general manager to take over the company? How do you keep up them on for a couple years? Yeah, so like I have general managers that we start from day one in the location but it's going to take six months to get them to profitability. Typically.

In terms of revenue wise like, if you want to take a good profit, like you want to take, you know, let's say 100 grand you want to take home, you're probably going to need to grow that business to at least 600,000. But if you're willing to grow into that over the course of a few years, then you could get general managers. From the beginning, you're seeing more capital. Carlos, knowing you specifically, you're a lawn care web design client. Thank you very much. Your site's looking very good. But knowing your situation specifically, I would say you need to probably grow to probably at least 6 to 700,000. So you can afford someone pay them 50, 60 grand as a base salary, and then like a 25% of profit, which at that point should probably be at least another 25 or $30,000, at least for them. So that becomes a good paying job for them, and you should be able to then step back away from the business and let them run it. Do you feel it's complicated to balance both landscaping and lawn care? And does it limit being a professional, one or the other? Definitely. I definitely do believe that. And that's why it's, in my opinion, better to choose one or the other. And then if you want to diversify, great. But again, most of the time, people diversify because it gets all their lawn care customers are asking for landscaping, so they just do it right. And then their landscaping customers are asking for gutters, and their gutter people are asking for tree service. And so you just all of a sudden they're getting all this equipment and all these different services that you have to train all of your crew on, and you come very inefficient and unprofitable. And that's why I see over and over and over. And I know for some people, they do a great job at it, and they do fantastic. But for the vast majority, I'd say 90% of people that get into this industry, their demise is by expanding too far away from a central point so they don't have any route density. And then two is they get into too many different services, and the labor crunch hurts them even more because it's harder to train up and find good people and make them profitable. Got my call with Lee tomorrow. Let's go, Harry. Yeah, lee has like 15 calls next two days. So for all of you have contacted Lee for the Augusta lawn care franchise, thank you so much. I have a cool video coming out probably tomorrow, the next day. It's been two years that we have had Augusta Lawn Care franchise two years ago this weekend our first 10 owners came into town and so I have a little bit of a tribute to them and a thank you to them because I really do appreciate them trusting me and taking a massive risk on me two years ago and so. Yeah, that's great, Harry. I'm really glad you're talking to Lee tomorrow. It's awesome. I want fall or fall cleanup yard signs. How should I design them? Quick flick. You. You could use Vista Print. They're great. You can use. Canva is also a really good tool everyone should use for designing things. If you want specifically yard signs though and you're not into Photosh shop or you're not good at designing. Please. Like this is why we made lawn caremedia.com so for $50 you get the, the yard design, yard sign designs and then. Or. But there's like 50 designs we have, right. So you know, we have fall cleanups, we have core aeration, we have hardscaping, pavers, mowing, like just a whole bunch of different services there. And we have them for postcards and door hangers and, and flyers and yard signs and so definitely yard signs. I would go there. Honestly, if you're going to spend two hours trying to design something, it's worth your 50 bucks just to go there, get the Photoshop files, be able to put it right into Vistaprint that's already sized for it. So I would Definitely recommend lawn caremedia.com leaning towards the solo mowing after you drop the video for the 4K Augusta sign up owner operator. Awesome. Logan. Yep, we have several people signing up for it already and really looking forward to it. The first training is in January for the solo operators and it's actually gonna be right before conference. So if you're planning to come to conference and you're thinking about the solo operator model, consider it in January because the 10th, 11th and 12th of January would be training for the solo operators. And then we're literally going 11th, 12th. Sorry, 10th, 11th, 12th would be training. That's Monday, Tuesday, Wednesday would be training for the solo operators. And then Thursday, Friday, Saturday we go directly into Landscape Summit. So you really come for the whole week and just get absolute saturation. It'll be so fun. So really looking forward to that. Gearhart, would you recommend hiring a teenager part time? They would be more helper. Do you think it's worth it? They're always for a man, two man crew. Okay, I see what you're saying. You'd have them with someone else. I'm not a huge fan. We have not had a lot of very good experience with people that are teenagers, especially under 18, just because they don't need the money. Typically now every people person situation is different and I've seen 16 and 17 year olds outwork 25 year olds every day of the week. So it really comes down to the person. But we have not had a very good, you know, percentage of success rate when it comes to 15, 16 year olds working for us. Sometimes they do a good job on the weekends, like cleaning up the trucks, fueling up the vehicles. If you know them, they're really responsible, but typically they don't need the money, so there's no reason for them that they have to come to work and they'll call out a lot of times for whatever reason. Our mowing crew is at full capacity. We want to start a second mowing crew this spring. What's the best way to bridge from them having zero lawns to a full, full route? Assuming it will take about four months to fill their route. What I would recommend is trying to sell your existing mowing customers on some projects to keep their schedule filled. So if you're going to be starting the spring, it's a great time to email all of your existing mowing customers, say, hey, if you want to spring cleanup, we can get you on the schedule. And now because you have this extra crew, you'll be able to get right to their property, do service, you know, next day or within a couple days. And then as their mowing route fills up, you literally just be like, okay, I'm going to go from five days a week where they can do ups to four, because then I filled up the first day with mowing, then three, then two, then one. So you can just fill their schedule up with mowing, but then use your existing mowing customers as a way to upsell for spring cleanups. I've always looked at projects and one time cleanups as a way to fill the schedule until you build up a mowing route. Okay, so get your truck, get your employees, upsell people to get, be able to get projects, one time jobs, mulch and cleanups, etc, fill their schedule. And then as you get customers trickling in from mowing over time, you'd fill up their schedule with a mowing route that's actually efficient. What is your retention? I'm across the board about 80% about. There's usually about a 20% attrition rate, pretty common in this industry because people move, people pass away, people sell their house, et cetera. So typically a 20% attrition rate or an 80% retention, those are inverses is pretty good.

What percent of your bids do you get? Typically I say if you are in hyper growth mode, between 50 and 70% of your bids being accepted. If you are in where you're not trying to grow very much, but you're trying to be as profitable as possible, and you're not really trying to grow top line revenue by more than 10% a year, then I would say 30 to 50% close ratio for estimates is where you're targeting at. And if you're getting above that, you probably want to actually raise your prices to bring your close ratio down. So you actually are not leaving profit on the table. When your machine breaks someone's sprinkler head, do you fix it or that for them or call a service that fixes it for them or they have to fix it themselves? Depends on the specific damage case. If it's really simple like just the head, most of our crew know how to dig them up and just pop one in. But if it's something anything more complicated than that, typically we're, we have several different local landscapers that do irrigation. Mostly solo operators that we can reach out to and they can fix the irrigation and we'll just pay them directly. I'm 27 and live in Florida and I have have about 40 accounts, half weekly and half bi weekly. Average price of $35. My father comes out and helps me on Wednesday, which I have 17 on the day. How many more yards should I get? What I would recommend is, you know, full capacity for you is gonna be 15 yards per day multiplied by five days a week. So you could probably get to 75 lawns before you hit capacity, assuming that your dad's helping you. I wouldn't go to 17 just because you're going to be at max capacity. Which means if you have any rain, especially in Florida, you need to kind of bake into the fact that you're going to have at least a half or to one full rain day every single week. And so I would say your max capacity is 75 with your dad or probably about 45 or 50 with yourself on the mowing route. Okay, I'm just gonna do a couple more. I'm like way behind on questions and I apologize for that. I know there's like literally 50 or 60 I haven't got to here, so I apologize. But let me just do a couple more. Which mower should I get? A commercial 21 inch self propelled mower or residential 30 inch self propelled mower? I most would be doing acre lots, but I need a self propelled mower for smaller lawns. If you're doing mostly acre lots, you should definitely get a 30 inch. You should try to get more than a 30 inch. If you're doing acre sized lawns, that's a lot of work. Like we don't. We, we have maybe five lawns in our local area that are over an acre and that we use the 30 inch mowers for. And we only use the 30 inch mowers because we're using them on all 95 of the other lawns that are, you know, 5, 6,000 square feet or less. But I wouldn't be doing that if I want to bring my father in more three day week. Hey, one more hair. What are you going to be doing at GIE this year? I'm going to be just shaking hands and talking to people. That's really why I'm there. Lee will be there to answer questions about Augusta lawn care. I'll be there to answer a question about lawn care Web design. Liz will be there. Chuck from over in North Carolina, he's gonna fly up for just a few hours there on Friday. He'll be there. So I really look forward to meeting a lot of you. That's really the main reason why I'm going. And I really hope that we can see each other in person for the first time in like two years. And if you don't come to GIE or even if you do, you should come to a landscape business course conference. The Landscape Summit in January. It's the 13th, 14th and 15th to the Thursday, Friday and Saturday. You're like, well, how much does it cost? It's 299. Trust me. We will not make a single silver penny, no copper penny, I don't know, red penny. We won't make a single red penny on this, on this conference. And guarantee you that we've already reserved the conference center. We have speakers coming, we have food. You're gonna have four meals at this conference actually. Well, four meals and then the first evening it looks like we might have like o d' oeuvres or like some snacks. Anyways, we're gonna have that catered and it's gonna be a much bigger facility than we've had in the past. So it's a lot of money going out and we have our whole team there and all the rest of it. And I'm not pitching things. This is not a sales pitch. I want you to come, I want you to learn, I want you to grow. And I want you to take 2022 by the horns and just kill it. And so we're going to be talking a lot about the labor shortage marketing that I really am predicting in 2022 is going to be a big, big shift in this in our markets. And I think it'll be really helpful. So I really encourage you to come, you know, book it off, schedule the tickets, you know, you know, you gotta, you gotta plan ahead, right? Because right now rental cars are brutal to find. And probably next year, the year after, we're gonna start doing these conferences in Seattle. So it's closer to the airport, but for now it's a little bit of a drive. But guess what? Southwest now flies in 10 minutes away from the conference center into Bellingham. Bellingham now Southwest flies right into Bellingham, which is like five to ten minutes from the conference center. So I really encourage you to be there. I just can't overemphasize enough. I want to see you, I want to shake your hand, I want to see you grow your business. And I really think that's going to be helpful for you in 2022. So really, really encourage you. To sign up for Landscape Summit, just go to landscapebusinesscourse.com conference. It's in the link of the video or the description of the video. There's a link to it. And it's going to be some very much hardcore business learning and knowledge. It's not going to be about equipment. It's not going to be about flashy, shiny things. It's going to be about business and numbers. And that is what will change your business in 2022. So thank you so much. I really do appreciate tomorrow make a bit of a video on a big Thanksgiving to everyone that has made it possible two year anniversary for Augusta Lawn Care Franchising. And I have a list of my first 10 franchisees and I want to kind of do a tribute to them and everyone else that's allowed me to get here. And you all are a part of that as well. So thank you so much from the bottom of my heart. Have a great week and look forward to seeing you soon either at GIE or at Landscape Summit.2022. We'll see you then.