Mike Minutes Mastermind 01/25/2023

August Nation, good morning. Let's go ahead and rock and roll. Let me just go ahead and drop this into Facebook real quick.

If I can find it. Mercy goodness.

All right, there's a whole bunch of questions that came in. Sixteen questions. So let me jump right into those this morning.

All right.

Boom, boom, boom.

All right, first question comes from Max Harwood from Burnaby says, can you tell us the story of hiring your best friend and the lessons you learned from the experiences? From the experience. Are you still friends with him? So I wouldn't say, like, he was my best friend, but he was definitely a close friend in terms of lesson I learned from the experience.

So what happened is when he started on, I think he was 12 bucks an hour. And then I offered him $14 an hour to go full time, like my second year or whatever. And then I gave him 16, and then I gave him 17, just like, just because he was doing a great job. And then when he wanted to leave, I offered him 20. And I think he kind of took that wrong. He took it like.

I should have offered him 20 before he wanted to leave. And so I don't know that for sure because he never said. He just kind of soured on me. So I'm guessing that's what it was, but I don't really know. And I guess what I learned, like, I didn't. I could not afford $20 an hour at the time. I know that for a fact. We were losing money, so it wasn't like I was doing it because we somehow could now afford it. It was because, um, I couldn't. Like, he was my first employee, and I was confident I couldn't lose him. So I offered him the 20 when he said he was going to leave. And at that point we had like three or four employees. And in hindsight, it was a really good thing that he left because the company needed to move on and get beyond. A lot of times, if you have one employee and you're not building your business on systems and you're building on personalities, the problem is you start making compromises in, in the business because you're trying to hold on to people. So you'll let them start at a certain time or you'll let them kind of dictate who they work with. Like, they start really dictating the business decisions when that's really not the best for the company or for the culture of the company. So in hindsight, it was a good thing that he left. And most time when you first start out, you'll start off with people you trust, friends, family, things like that. Because trust is the most important thing when you're small. As you begin to grow and scale, it's less about who you trust and it's more about who follows the systems, who's efficient, who takes responsibility, et cetera. But the easiest kind of benchmark is a lot of times, if you've known them for a while, you can kind of get through, wade through some of those initial questions. This is a response to my. This is in response to my. Oh, this is from Kyle Tarvin. This is a response to my question yesterday about the low impression ad strength in my performance max ads attachments on my settings. I'm not sure what else to change. A larger service area, maybe hands. Check it out. 35 top to lower. So you're getting everybody. Did you resubmit it?

Okay, so you're going to a pretty small area. I can't see any. Okay, so you're chart. You're. You're. Okay, so here he is. I think this might be it. You're trying to spend $75 a day on an area that probably has.

One second here. Let me get this exactly one second. I want to try to get this actually correct. So let's see here. So we have.

Here one second. Okay, okay. Okay. So we're looking at Oklahoma.

And we're looking at.

What's that? And.

I can zoom out here.

Cloud.

Sorry, I'm trying to get the name of. Okay, there's Shawnee.

Hey, I'm looking the wrong spot. I'm completely in the wrong spot.

So if you're looking at more, you're not really targeting more.

Population.

So like, if you were targeting more, you'd be targeting 60,000 people, but you're targeting kind of like the suburbs of that. And then you're excluding all that red spot. So I'm guessing in that blue area that you're showing, you have maybe 20, 30, 30, maybe 40,000 people.

I don't think that would typically be enough for them to turn it off like that. I would let the run the ad run, see how it actually performs. They might be just saying that because again, they're trying to increase their. Your reach so that way they can charge more money and make more money and more clicks. So keep that in mind. I would actually run the ad and see what it performs like over the next couple weeks, regardless of whether or not they're saying about low impression ad strength. But I do have, I have a feeling it's the fact that you're trying to spend $75 in a relatively small market might be it. And because you use those red things, I don't think it's really, really super important. But the red things like the exclusions around the area you're going after, try taking those off and see what happens there. That might be it. Potentially.

I would try that and then I'd run your. Run the ad and actually get some performance metrics. I recently got a P.O. box. I would like to link that to my wiki page. What's your wiki page? Oh yeah. Okay, gotcha inside. When I go into my Zooper account and click the Wiki button on the top right, a blank page shows up. Lonnie said once I get the P.O. box, I can add it to the wiki. Just not sure how to. So the wiki is a PDF. You can contact Command center and they can add it to this inside of Zooper. Unless they've recently changed it. The wiki is a PDF document that we have to upload. So if you want to add to it, just let Command center know they would add it to the PDF, then upload it into your Zooper account that way.

Unless they've made the change recently. But I don't think they have. So I think it's still a PDF. It's just a blank page like you mentioned. And we create that at Command center and then upload it into the wiki. It's not like service all part where you can actually.

Adjust it and edit it. Logan from Columbus. Hello. I saw the updated chart of accounts. I think it's a great improvement for us to be able to track our expenses better. Do you see a benefit to separating what's vehicle fuel versus equipment fuel? We get all of our equipment fuel from one place. I know we can get a tax rebate on highway. On non highway fuel. Is this something not worth our time or to be simple and worth doing? Thank you. Yeah, so personally I don't see the advantage because I've run the math and it's like I would save. I think it was like one year. I think it was saved like 400 bucks. But I would have to keep track of the difference between equipment fuel and highway fuel. And it's very difficult because literally the guys will fill up the truck and then they'll go to the.

The gas cans and fill those up. So I just decided it was not with their headache of trying to split it up. If you want to, you can. You will save more money. There is a tax credit for non highway fuel that you're able to take advantage of on your tax return. But it's something I have not found worth my time and I just do not want to make it a trial of tracking receipts and categorization of Was that fuel in the truck? Was that fuel in like you can kind of tell based upon that. It's the dollar amount. If you're just filling up equipment, it's like usually like 10, 20, 30 bucks. And if you're filling up the truck, it's like 80, 90, $100. So you can sometimes kind of just do it that way. But again, if the government ever audited you and like, hey, prove that this was all in your in your the cans for the equipment versus the truck, it'd be kind of hard, honestly. So personally I just don't want to deal with it. You can if you want though. I'm not saying you shouldn't. I like to save every dollar I possibly can, but I'm not going to save, you know, trip over dollars of my time versus pennies I could save with taxes. Kyle Tarvin asked do we get charged when we send an email to cc? I know the direct text and commit and phone calls with CCR charge. Just wasn't sure about the emails. It's based on the time they spend. So if you ask them to do a big project or do something from an email or a text or a phone call, doesn't matter. That's all being charged by time. So.

Forest, how do we get Google Analytics codes for conversions? So if you set up your own Google Analytics account, there's gonna be a code snippet that you get for conversions and then you can submit that to webgustalongerservices.com they can put that on your page again, ga4google analytics4 there's some serious holes in it. They've already.

Admitted this and I just, yeah, like I don't even think we have Google Analytics codes in ours. Like all my locations, I don't personally have it. I just care about the fact that I want to look at my cost per click, get people to the site and I can track how many people are submitting estimate request forms. Yes, from a conversion standpoint, but a lot of those are getting muckied up. We've tried to hide it behind just the estimate request form instead of the actual page. But even still, there's still ways to get around that from a code and cookies analytics standpoint, especially with the whole security thing. So you can absolutely do it 100%. But personally I haven't done it for any of my locations. It hasn't been worth my time. It's been better use of my time just to track my cost per click and my.

My what rate of people are just clicking on the ad is a form of percentage of how the ad is performing. So just my two cents. But you can absolutely do it. If you want to start your own Google Analytics account, connect it, you just send. There's a code snippet. You got to send a webustalongartservers.com I think there's a spot on the web portal, the one that where you can make edits that says add something. And I think in there you can also just copy and paste your snippet in there for Google Analytics.

Forest do you track conversions at Bellingham? Nope.

Forest Is it good to still run get more calls smart campaign from last year? Is it good to still run get more calls smart campaign from last year? I'm assuming you're talking about the one getting calls from Google. I would just run with a Google Max performance max because it has calls in there now as well as forms as well as pictures and videos and text. So I just go with performance max. If you're talking about Facebook, I would still do it a small amount of it. So I think my budget thinks $10 a day for new locations using the call now button for Facebook. But beyond that, I'd just be putting on Google performance max. Next question from Forest. Have you ever use this custom segment portion? If so, should I use it on a campaign or no, I'm not 100% sure if you are talking about Google or Facebook right now.

The custom segment, I would just use your audience because that's going to be based on your demographic. The custom segment is going to be like if you wanted to have if you wanted to upload your database of customers into the system and then it would just hit those people. The problem is you get such a small number of people going into it. A lot of times the ad campaign will be stopped because of due to lack of traffic. So unless you have 10,000 like I bet Bellingham could actually run a pretty effective custom segment now because they have 10,000 contacts. And so you know, every day there's probably a couple hundred of them online or like on Google and probably one or two of them a day are searching for lawn care. But again, even that the amount of traffic coming through is gonna be so low.

So custom segments are good when you have a lot of data upload. Or you could do like lookalike audiences. Like if people have gone to certain pages. But again, I typically just be going after the person that's actually currently searching for certain keywords. Forest segment photo. Okay, this is a photo.

Okay, so this is inside of.

Oh, you have Angie list on a different one. This is inside Google.

Who are people who have similar sites to. Yes, like what you could do if you wanted. You could have. What I would do is. Yeah, so this is. You're basically searching everyone that's ever searched anything. Yeah. So just be careful. You have a very wide net here. Because if someone has ever searched any of these sites, then you're going to be showing in front of them. Right. Totally fine. Just keep in mind that you need to make sure your demographics are tight because if someone has searched for TruGreen or Lawnstarter two cities over, you better make sure you're not getting in front of them because you're just paying for dumb ads or dumb leads. So I think it's definitely something you could do here. And that is using competing or lookalike audiences and.

Search terms is typically a thing that's going to be a little more stronger than just people have been to your competing company sites. But again, you can do this 100%. You're just going to restrict the amount of people looking for it. Because, for example, someone who's never done lawn care before has never been to any of those sites. You typically have two different types of customers. You have customers that are brand new. They are literally the people that are trying to save time so that they can do golf on the weekends and you won't hit them with this ad. And then second person is the person switching from another service. That's what this one's going after. Right. If you go after certain keywords though, you're gonna hit both of those audiences. So typically the ads that I create are on done for your ads. Kind of hit both of them by simply going after the keywords. But if you want to just go after that second audience of people switching over, you could do this. And then what you could do. If you're going to do this, by the way, what I would recommend doing is making some very pointed remarks about professionalism and switching services. Like, is your current service not. Are you not happy with your current services communication? Does your current lawn care company forget to do this? Are you tired of leaving a check under the mat? Like, if you want to go after these, that's what I would do. Because you're only going to be hitting people here that have. Are either Actively looking for other services or have been to other services. That's the only people that are going to see this ad. So again, the only thing I think you might run into here is problems with the amount of reach and.

Impressions on these because there's just less people that have been to those sites versus that are actively looking for lawn care landscaping outside of just that, those competitors. Right. Because that's probably 5% of your competition right there. Right. So just keep that in mind. I'm not saying it's bad, but I would run this as a secondary campaign first just to make sure it's actually even getting any traffic due to the size that you are. The net size just gets so much smaller. Kyle Tarvin, if command center is doing our scheduling, how do you know which crew to put on a job? We don't. That's really why we have to use the systems of invitation to the scheduling department because we do not know which of your employees is the best for specific services. Here we go. In our market, bagged mulch is standard and we have to go to the nursery each time we need mulch. We you wouldn't want a 75 bag mulch job on a crew with a ramp rack. You would need a trailer to haul that much mulch. Curious how that works. And if we need to specify the cc, what jobs can go on each crew. You know, so that, that's the part that's like very difficult scheduling and why standardization of your setups is so important. So whether that be okay, we have three trucks that are ramp racks. We know that those are always doing the mowing. And then you have three trucks that are always doing projects. They're all the same setup and we know those are your projects. That's the kind of setup that command centers, it can easily do scheduling for because we know how many budget hours your capacity is for projects and we know what your capacity is for mowing. So that's the type of setup that will work. If you're trying to juggle trucks around, you have a trailer, an enclosed trailer, a dump trailer, and then you put the ramp rack on and off like it's going to be a juggling mess. If we're doing scheduling for you, and this is what we ran into last spring, is if the standardization of the setups are not the same and the skill level of all the employees are not relatively same. It's very hard to schedule when you don't know the employees. Even you don't know the equipment. You don't know what materials like if it's bagged or not like that sort of thing. So yeah, that's why we have to do it by invitation only for command center. And I wouldn't recommend, I wouldn't put your eggs in the basket of getting into scheduling if you're not currently in it until after spring rush. We'll put a lock on new entrances into that program. I think maybe I'd have to talk to Liz about this, so don't hold me to this. But we'd potentially maybe after the spring rush think about doing some sort of like you could apply to. To be reviewed if you want it to be inside of the scheduling and invoicing department. But currently as it stands right now, it's based upon we reach out to someone that potentially could be in the program, we think based upon their setup, based upon the type of way that they're running the systems we could operate and actually be effective in scheduling invoicing. Because if it's not done right it's just a waste of money and time on your because it takes us twice as long to figure things out. So second next question. Caleb from Mare Island. Sorry, I'm kind of like fidgeting everywhere. This is the first time I've had a stand up desk in a very long time. It's fantastic. I have heard you mention starting a bank. What will the process look like in practice? Why is this a high value task for you? So yeah, this is a couple years away. I'm not spending any of my time or energy on this whatsoever right now. The reason I think it's the next step for us is because if we can control the service side and then we control the software side, the next part is the transaction. And again with the goal of being vertically integrated. If we can control all three of those, we have a big step forward on competition because we can do a lot more with how that process looks like and the value to the customer and some really cool stuff you can do things like rewards points all can be integrated. Referrals can integrate into their processing. There's some really cool stuff you could do. But I have spending 0 of my time actually thinking about right now. I just think that that's probably the next logical step in two to three years that we try to tackle.

Now.

Forest Target audience photos should we use these or These are not a good idea. Let's check it out.

Yeah, you can use these. Absolutely. Again, this is the same thing. So you're creating segments. You're either creating segments by keywords that they're Searching for, which is in my opinion the most effective or two things that they have searched for in the past. That's what you're using there. It's another segment or, or three like sites that they've been to before. These are all different types of segments you can use. I typically only show the first one because it's going to be the one that has the most traffic and usually gets the most results. However, if you want to go more niche, totally fine. What I'd recommend is make sure you tailor your ad campaign and your text and your video and your pictures to that segmentation. Right. This is why I don't, I don't do these because these are usually way less clicks, et cetera. But you can absolutely do that. Just keep in mind, if you're going back, say 60 days and saying whoever has searched for landscaping the past 60 days, I'm going to go ahead and target them. Great. Well, 60 days ago they were looking for landscaping, but they finished the project 20 days ago and now you're showing up in front of them. Is it even worth doing that? Right. So typically the highest value eyeballs are coming when they're actively searching for the term. And that's why I usually run my ads against that. But you absolutely can do it against lookalike audiences. That's audiences and segments that have been to other websites. That was your first one. And the second one is around people that have searched for certain keywords or terms anywhere on the Internet. Basically.

Yeah. So exactly what you're doing here, you're creating a segmentation. Just keep in mind what you're doing here is creating two segments that potentially could just be wrapped up in the top one, which is if they've ever searched these terms, they're probably going to become the. That would have clicked on these other competition, their ads. So what would be more important, more powerful, if you're actually wanting to use segmentation, is create the ads for the segments. So I would do, if I was you personally, I would create a done for you ad like we talked about, which is mostly targeting the keywords that people are searching for. Then I would do secondary, if you really want to go deep, I would go secondarily, I would create a different segment that would be targeting past search history. And that's your top one is here. And I'd create a third ad segment that is targeting websites people have gone to because there are different types of customers. Okay. So that third one, you're going to literally be making sure that your text is saying, pointing out the highlighting the issues with other competitors and why they would want to switch. Like switching is the big deal, right? If you're going after new traffic, people are searching lawn care, searching landscaping. There's a good chance that a piece of a part of them have never even got lawn care landscaping services before and they've never been to your competition site. So when you do two segments, just be careful, you're murking the waters. There's no reason to segment like that if you're just going to target everyone who's searching for it anyways. Right? So the only reason do segments like this is if you want to start creating different, different campaigns with different text and creative to go after that segment of customer. Otherwise, just stick with the generalized hey, if they're searching for lawn care, if they're searching for landscaping, I want to be popping up. That's going to cover the entire net. If you wanted to start zeroing in and get very technical, then you could create these different segments. But you need to create, in my opinion, to make it effective.

You should want to create.

Specific text and copy and creative for that audience. Otherwise it's like, why wouldn't you just show it to everybody inside the entire big net instead of going after the small piece in the net, you only do the zero in if you're going to actually segment and actually change the ads for them.

Max from Harwood Burnaby, do you have a cutoff date for winter services refunds? For instance, if someone calls at the end of February asking for a refund for all of December, January, would you refund them? No, we would not. Just the most recent invoice. If someone made a massive deal about it, I'd probably do something about it. Maybe like if they're really freaking out and they're actually a good mowing customer. But it's very rare. I don't know if I've ever had that happen. If someone did, if someone did do that, like I just use it, you know, one off basis. Like if, for example, they're out of country and you know that maybe I'd give them more flack, a little more slack on it. But typically it's like, look, if you, if you've done three months of service and just now are complaining about it, we'll refund you for the last month, but that's it. So.

Evansville, how do you feel about. How do you feel about. How, how do you feel about or how important do you think having copy and paste mowers is mean? The Same brand of zero turn, same brand stick equipment, same models, etc. That way every crew has the same level of success.

Okay, cool. So let me address that first. 100% very important for P4P to have the standard setup. So that way guys aren't jostling for which type of truck or which setup they're having secondarily. Especially as you grow in scale. Remember that this is only something I mentioned. In stages like four, I believe it is of growth. So after 500,000 where this becomes very important. Especially you have multiple locations if you're trying to get lots of the out of operations. The more standard your setups are, the better. 110% you don't have to think about. Even from a scheduling perspective, it's extremely difficult when you even just have two setups for mowing. Like oh, this setup is for larger setup, larger lawns and it has a trailer and a large mower. And we have another setup with.

Ramp rack and push mower only. Again, that's a whole nother layer to scheduling that makes it more difficult. So like at all my location that we're starting, as you've probably seen with Chuck's videos, it's the same setup. It's a truck with a ramp rack and a truck with a, with a dump trailer. And as we copy and paste the ramp rack setup for mowing, they're all the same stuff. 48 inch, zero turn, push mower, trimmers, blower, same stuff all the time. And if, and if, if that should be able to cover 80% of your. Whatever that standard setup is, should be able to cover 70, 80% of your lawns in your area. And just know that you're not gonna be able to serve everyone 20 to 30% of the lawns just not gonna be able to work out. And that's fine because you'd rather do that than go after 100% of the lawns but have four different setups for mowing. Number two, you were saying that you are going to start cracking down people that have not painted and branded trucks that are in the field regularly, et cetera, or what is the grace period. And at what point do you personally step in and make someone decommission a truck because it's a rust bucket, bad looking truck, et cetera. This will probably be addressed in the summer. We're going to create some more guidelines around this in terms of. Exactly. So there is no gray areas on this. I'm not spending a lot of time. I'm focusing on spring rush right now. But after that we will create better guidelines for this so there's no gray areas, you know exactly. You know, is there a year cut off pictures need me submitted, if it's beyond a certain year, things like that. We have to uphold the brand. And it might seem somewhat corrective if it's you that I'm going after. But just keep in mind, if I was doing this to the person next door to you, another Augusta location next to you, you would want to make sure that they're upholding the brand and they're not making it look bad by having a pink truck and a magnet on the side instead of decals, things like that. So this will be something that is very clear in terms of the summer. We'll have a very clear guidelines of what TR should look like and the branding for that. I do expect in probably a year or two to have a secondary option for wrapping the entire truck that will look slightly different and look pretty cool. Because I know that in some spots the paint job is starting to get pretty abhorrent and actually more expensive than the wrapping. So with wrapping you can do a lot more cooler stuff. You don't just have to stick to the tried and true decals. So that will probably become 2024. We'll start having some. A secondary option if you're wrapping that would be a little more comprehensive in terms of look. But we will stay updated on that later this year. Number three, what's the unspoken grace period of when we should have a new truck painted and branded? What if the truck is yellow, just not branded with logos yet. Just looking for specifics as I grow. Thanks. So again, this is something I will iron out in terms of what exactly this number is, how long it needs to have a paint job. You'll probably likely where when trucks are commissioned that you have to submit a picture.

And so this is again, give me whole summer to figure this all these exactly things out. Because like you said, it was kind of an unspoken grace period. I would highly recommend at least painting the truck yellow from day one. Right now I'm gonna say it's a recommendation. In summer and fall, we will have a more concrete on this. Please paint them yellow immediately. And if you need the truck right away, like you wait a little on the decals. But really it's like as soon as possible in terms of decals. But the yellow is something like I'm gonna have a pretty hard stickler on, like I really don't want them moving out there if they're not yellow. So more, more details on this to come again, this is not a matter of trying to crack down on anyone or, you know, anything like that. It's a matter of we got to protect the brand. And if the person next door to you was doing a poor job of this, you would want me to be enforcing it. So. Thomas from Issaquah, do you think that changing from a physical location on Google to just an area will affect ranking? Yes, it will. Because they're integrating with Maps so much. We are trying to decide if we should just adjust this as our location that we have currently is pretty far away of our service area. And we are getting a lot of calls in that area. Thoughts? I would recommend trying to get a UPS box I saw yesterday. Even someone got denied or their account got delisted or whatever off Google because of that. Keep in mind, I think it's Marysville. Nick, Keep in mind a couple things. Number one, if it does not have a suite number, it has like an L240. It's a telltale sign to Google immediately that this is some sort of a P.O. box or like a post office box, whatever it's called a mailbox. And what I would recommend doing is getting a UPS store where it's going to have an address with a suite number. And then more importantly, if they push back on that, you can prove that you get mail there. So if you can show a utility bill, you can show a credit card statement that has that address. That's what a lot of times they'll immediately revoke it. So we just had Mooresville. I think it was Mooresville. Sorry, Chuck, if I'm saying this wrong. It was Mooresville. They got canceled their Google account, and it's a UPS box. We didn't try to deny that. We just simply sent them mail and utility bills and credit card statements that show that address and our business name together, that this is real address, we actually operate out of here. And so I think what Google has done is relax the fact that they don't actually mind the mailboxes. What they don't want people doing is using those addresses as fake order to be able to just get on the map. But it is absolutely something I would be looking at consistently seeing Google integrate with their Maps more and more and more. I think they're eventually going to integrate local services with Maps as well. And so I would definitely be trying to make sure you have an actual physical address, even if that is a P.O. box or a UPS box inside of your market. Highly recommended. We have seen this be one of the highest Driving forces outside of reviews. In terms of ranking.

One of our locations, a few months ago, they were on the bottom page doing okay. In terms of ranking, they were like six, seven months into it. They changed to a physical address and went from like the bottom of page one to the second spot on page one in like two days. So again, just highly recommend you make sure you have a physical address somewhere close to your territory. It's not in it would be ideal. Landon Smith from East Tallahassee. Two questions. What is the easiest way to transfer views over Google profiles?

Okay, this is the first one. So this used to be an easier process. For some reason this has become much more difficult. So easiest way is to contact Google, say, hey, I own both of these accounts and you can actually just look it up, transfer.

Ownership of your Google reviews into a new account, something like that. They have a form that you submit.

Used to be a lot easier.

I've been seeing them being a little weird about recently. There's up in Delta, Canada, our location, I think it was Delta, our location up there. That was a little bit weird. So if they are weird about it, what you can do is just change the name of your old account to become Augusta Lawn Care, whatever, and then invite webgustaloncareservices.com to be the manager and we'll get everything connected on the back end. But it might take us a little bit of time because that's usually what we do before you come to training. So easiest way though, easiest way is to just tell Google, hey, I own both of these. I want all the reviews to go from this one into this one and then close this other one down. They should do that for you. Usually takes a week. Again, I've seen some weird stuff in the past month or two where this has become a harder process and we've just had the old location change the business name, invite us as a user and then we were able to make all the connections, the backend and set it up, etc. Second question. I asked a question yesterday about going into debt mid year. I know it depends on how much risk I'm willing to take. However, is this something you typically recommend to growing locations or no.

Misremembering from yesterday. So yeah, it's just hard to recommend it based without knowing like, okay, how much money do you have? Do you have a family that you're responsible for that you need to provide for? Are you. Have you already nailed down the fact that you have a lot of leads coming in and that's not gonna be the problem, it's gonna simply be, do you have the capacity in terms of assets and labor where you could hire and get more trucks and grow immediately? So there's so many factors here. I would say don't overthink this because we're not mid year, we're six months away from mid year. So see how the spring rush goes. Get a really good feel of, okay, what's my lead flow look like? Is asset base capacity the limiting factor? That is I need to go buy more trucks and equipment. If so, that's a very easy thing to fix. With debt. If labor is your. Is your capacity limit, you going to debt is probably not going to help. Like, it's not going to do anything right? So I would typically lean more towards going into debt on assets if it is in the middle of the year. If asset based capacity is your limiting factor, if it's hiring, if it's your personal capacity that is limiting your growth, going to debt is definitely not going to help those things. So hope that makes sense. Not trying to be vague, just the fact that it's just difficult to give that answer. There's this beautiful thing that saves me at least a minute every day now. Boom. I used to do it one at a time and it was a pain in the neck.

Let's go. All right, everyone, have a fantastic Wednesday. We'll see you tomorrow.