Mike Minutes Mastermind 09/26/2022

August Nation. Welcome to Monday. It's a new week. Let's go. I'm feeling fantastic. All right. We got a ton of questions, but I do have some announcements. I looked this morning. I think there was like 12 or 14 questions on the submission, but several important reminders for everybody.

First and foremost, make sure that this video is unlisted.

Boom.

All right.

Snow. If you are doing snow services, you must fill out the form that was sent out last week. It's not an option. We got all of zero form, form submitted last week. I know there's about 10 people that are doing 10 to 15 that are doing snow. So please, please, please, if you are doing snow services, you must fill out the form. You can look in your email because I sent it to everyone as a link as well last week. Before last. Please fill that out. We will not be able to serve you very well at Command center if we don't have that information and it's not standardized in your wiki. So just. You just gotta fill it out. It'll take you five minutes. It'll help us a lot when it comes to doing a better job of answering the phone specifically for your snow services in your market. So please fill that out. Do not wait until the first snowfly. We will just not be able to serve you as well. Okay. Second thing is, I should have pulled this up prior. I apologize. Give me one second. Inside of Zooper, we are seeing several people make this mistake and it is a matter of my fault because I am not showing this specific thing that you need to do on the tutorial videos. Give me one second. I'm going to share my screen. This is for Zooper users only. When you were sending out the one click estimate email, make sure you can see this. When you are sending out the one click estimate email, I've always showed the. Oh. Which, by the way, this is kind of cool. The operational dashboard here should now be operational on everyone's account. Obviously it's not in mine, but this is basically going to show your max metrics live. I wish I would have an actual account. Sorry.

Let me hop into here. Just hop into a random location. Give me one second here.

Boom.

Oh, I can't see it. Six there. I don't have access. My apologies, all. Let's say your operational dashboard is now active inside of Zooper. So. All right, let me back out of this.

Give me one second.

Okay. When you are in your one click estimate email and you are trying to send out that document, there's one thing that I keep not doing. And again, I apologize. And that is when you are sending a one click estimate email the very first time, you do need to go down and edit your links. So if you insert link here, right here and say we want to send click here to get a fall clip, you've got to click edit here and you've got to put your territory name in. So right here, you got to put your territory name in right here because otherwise it's just going to come as Wacom. So you got to put your territory name in here. I apologize. This, this video like this tutorial I have on the academy and I assume that you do this after training. But, but if you don't, because I have in everyone's checklist to edit this email. But if you don't, if you send a one click estimate email, it's all going to come back for Wacom, every single one. So the thing that's saving us right now at command center because we're getting these back and they're saying Wacom is the fact that we're able to see their contact information and search the database for them and hopefully aligns with the correct territory. That being said, we now have a lot of customers that have moved between territories and we have duplicates. Like someone that was in Austin moved here. Now we have two different accounts. So please, please, please, if you are in super, make sure you just go to any of your emails. You could go to any email template, doesn't matter. Click insert link and make sure that you edit these links. Okay. And I would just recommend before you send out a one click estimate email that you just click on the edit button and make sure it has your specific territory address. Right. So for example, this one is going to be going to you. This is a winter services opt out. You would put your territory name in here. Okay. I will try to do a better job of reminding you on every single.

Every single email or tutorial when I send those out. So I apologize, that's my bad. But please make sure you do that if you're sending out one estimate emails from super. Otherwise Wacom is going to get a ton of one click estimate emails and will not make sense.

All right, that's all I had for announcements. We have a ton of questions. I'm assuming these questions. Mike. I didn't look through the questions, but let me give you a quick update on what's going on with the headquarters.

Probably in part why I'm feeling so good today is making the decision last Thursday, Friday, and that is to sell some of the real estate and just get on with it with the headquarters. So there's a inclination that I might not even get a loan on the headquarters and just might sell more of my real estate.

So we'll see, we'll see what happens. Putting up things on the market. But on the weekend I did a lot of research.

Dug into a whole bunch of data on the Redfin data center. They have some great data.

I do not think the real estate market's going to go to direction. The next 12 months are going to be absolutely abysmal. So interest rates are going through the roof. People getting 7, 8% mortgage rates. It's gonna be in a bloodbath. So if you listen to the Fed chair list last week, he basically said, if you look, he literally said they are trying to have a.

A difficult reset and a difficult, what's the word? Correction. When, when a correction is, it is by theory 10 to 15% reduction in prices. When he says a difficult recession or a difficult.

Correction that's typically indicative of 20 to 30% reset. So I, I do not think it is out of question that real estate prices would go down 20% and at the same time interest rates will continue to fly. So.

As much as I, I, I, I hate selling real estate, I literally never want to sell real estate. I'm going to sell a good chunk of mine and if I do that I might just not get a loan on the, on the headquarter building. I'd feel better about that honestly, just from putting a business, the businesses in a good position. Obviously I don't like co mingling because all the real estate is my personal, like that's all my personal net worth is wrapped up in my real estate. So I'd probably, what we will probably do is have my separate real estate holding company do the building project and then just do a small rent from the, from the franchise, from the media group, from the local shop back to my real estate. Just keep it all very separate. So that is the plan for that. I do not know yet if we can get the loan or not. Like I said, in terms of whether or not I sell the real estate, I think I'll know pretty much in the next couple weeks. We're putting a good chunk of them on the market. We'll see what sells and we'll go from there. Okay, let me ask, answer this question and then I will hop into the form. So for those of us looking for a shop location or land, you project it being a better time and then refinance later or Will the high interest rates take away okay. Will the high interest rate take away okay? This is not the time to buy real estate. This is horrible time to buy real estate. Don't. Don't buy right now. If you're going to buy, wait six to 12 months for the actual pricing. Correct. And then you'll be buying at the same, same interest rates that you're seeing today. But then what you're going to be waiting for is the asset price will come down. And then, like you said, the Fed is going to turn around. Like, mark my words, late 2023, the Fed's going to come say, hey, we kind of overdid it on the interest rate hikes. We're going into this recession. We're seeing economic data. GDP has been down three to four quarters in a row. We're going to go ahead and ease the up on these interest rates and, and we're gonna, we're gonna reduce them and we're actually gonna start quantitative easing again. When that happens, that is the time to buy because your asset prices will be low and now your interest rates will start coming down and they'll lower faster than the market reacts to it. So.

That'S my guess.

Cool.

All right, let's hop into these questions because there's a bunch of them. Mercy. Goodness. Share. Whoa. Nope, not that one. Share screen. Boom. All right, here we go. Let's rock and roll. 1 of 14. Let's go. All right, zoom in.

It was very. I'm not gonna lie though. Everyone thinks that, like.

I'm all into, like, growth, whatever. I'm not gonna lie. There's something very nice about thinking that I just sell the real estate and have to be able to pay the headquarters off completely. There's definitely something releasing about not having that much debt, especially because the debt. What I'm very scared about the headquarters is your rates on building projects are not fixed until the end of the project. So I'm not thrilled about starting a headquarters project where my interest could literally be 2 or $3,000 more per month in 6 to 12 months. So it's.

We'Re going to go through quite a headache, if you like. If you listen to Jerome Powell's last session on Wednesday, I went through it word by word on the weekend. We are in for a rude awakening. Ah, it's gonna be abysmal. So.

So like, like earlier in this year, I had said, hey, it's gonna be a brief, quick, like six to 18 month kind of dip. And I, I kind of thought it'd be Starting about end of 2022, maybe like kind of 20, 23 people. It could be longer the way that they're talking.

I didn't expect Jerome Powell to have the kahunas to come out and say he's going to raise interest rates at the levels he's thinking. And so if he does.

Oh, it's gonna be a bloodbath anyways, Kyle. All right. Is there a dollar amount in revenue per truck you should be shooting for each month? Currently, our main mowing truck does roughly $15,000 on mowing. One landscape crew that does 20 to 25,000 and one split crew mowing and clamps. We are working part to 15K. In the spring, we were pulling much larger numbers. 100 to 150K per month total. With three trucks.

That is good. If you can do 100, 150K per month with three trucks, that means you would have six employees. And you're pulling in that much per month. That's pretty intense. Let's go.

That's. I don't know if that's possible. 100,000? Yeah. Feed 15,000 per month per employee. I can see a hundred thousand. I just can't see $150,000 per month. Three trucks. That'd be pretty intense.

But I'm not really shooting for revenue amount per truck. I'm not looking at that. I'm simply looking at budgeted hours per employee. And a filled truck in my mind is two employees, right? So if my budget hours per employee is 35 budget hours I'm shooting for, or 30, if you're being more conservative. 30 budget hours per week that you're trying to accomplish, that would mean that for every employee.

For every truck, I'm gonna have 60 budget hours on the schedule. Okay. So again, like, this is why you have a coaching call. Because the numbers, especially Lee and Chuck are both trained on the number. Like, they only look at the numbers. They're gonna like, should I buy another truck? They're like, oh, your budget hours don't make sense. Because ultimately, at capacity, you're gonna have 60 budget hours per truck. So 30 budget hours per employee, two employees per truck. That's 60 budget hours per week per truck. So then we multiply that by, so 60 hours per week. Multiply that. Let's just say 4.2, like, for the month. So you had 252 budget hours per month. Let's say that we're charging $80 per hour. That's $20,000 per truck in revenue. It's assuming it's full Capacity. Okay, so there's your $20,000. That's full capacity. And if you want to use that number as, like, your benchmark, go for it. You can. One landscape truck at full capacity can absolutely do $20,000 per month in revenue. All right, I got to move along. Mercy. Do you add any of your push mowers into your insurance policy? No, we do not. I think our mowers cost us a few hundred bucks a year. But just curious if this is something you would include under your coverage. No, we don't. I'm probably underinsured when it comes to local shops and my, my locations because I'm mostly concerned about liability and someone's suing me. I'm not super concerned about my 500 push mower or weed whacker or any of those things. I'm not going to make a claim over 500 or a thousand. Even 5,000 I don't make claims over. You literally have insurance so that you protect yourself from massive catastrophic issues. And I've learned this the hard way because when I was my first year of business, I thought like, insurance was the coolest thing. You just make a claim and it pays for whatever. And then all of a sudden, the next year, they didn't. They didn't renew me and my insurance. Six X multiplied by six because I made two small little claims. One for 3,000, one for 500 because the first one was a 3,000. Like, man, this is great. So then I made a Tylenol error, made it, made an insurance claim over. I was like, this is fantastic. 500 got. This is. This is awesome. And then the next year literally went from, I think it was like $100 a month to $600 a month. And I couldn't find a insurance care. For the life of me, I'd be getting ahead of myself. But I figured I'd ask anyways. When you get the 10 locations model working and approved, is it better to have all the locations right next to each other? This is a great question. Five mile territory touching or does it not matter? I figured it would be problematic having different franchises in between your locations. Is a great, great question. Okay, the 10 locations that we are doing will all be adjacent to each other. Two reasons why. Number one, the franchise fee will be reduced. When we do that, we're going to reduce the franchise. The initial franchise fee when someone's buying 10 if they're all adjacent to each other. Secondly, we're doing this because when they're all as close to each other, you can hire from within for your working GMs, this is the absolute biggest advantage of having multiple locations close to each other is that finding working GMs is the limiting factor of how fast you can grow the model. And when you have multiple locations, if you say four or five locations close to each other, you will absolutely be able to kick out working GMs relatively quickly. So for me personally, we're going to be starting them in groupings next spring in North Carolina and Washington state, and then I obviously have one in Connecticut, so we could potentially do a hub there down the road. But I really look at, hey, getting at least two or three or four locations in one area. So you can. Because getting the right working gem is the limiting factor of the model. So you have to. The best working gyms are going to come from within the company. Otherwise you're gambling by hiring from outside the organization. We talked about this last week how I paid Google Ads running and it doesn't show up for the first three pages or any of the pages that matter. At the same time, my organic website was ranked the first result after the paid ads like Angie's List. My question is why on earth would Google rank you higher for free versus rank you lower when you are paying them? Isn't that so counterintuitive? Why would rank you higher for free.

When you're paying them? Isn't it? I'm not 100% sure exactly what you're saying here, but I get the notion. The thing is this. You got to remember these lead services are paying way more than us. So it's not about like, oh, like I'm first here and first. It's not like that. It's like Andy's list and they are paying tens of thousands, hundreds of thousands of dollars in each of our states. And so we can't compete with their traffic. So the amount of traffic coming to their site is incredible. And that's why like we just, we really, we can displace them from an SEO perspective, but it usually takes a while because we can't compete with thousands of clicks every single day. And the reason they can pay for thousands of clicks every single day is because they're buying those clicks for two or three dollars and then they're selling them for 15 or 20 to contractors. So they make money like their customer acquisition cost or their cost per click is negative because every click that they get in, they're selling for way more. So.

I misspoke on my last question regarding the revenue recruit. I just looked and okay, thank you. I was Going to say, I just wanted to clarify on our big goals for. On your big goals for business and life, do you put specific time frames on those or just write those down as a goal and slowly work towards them? I write my goals and daily strategy each morning. This helps me get clarity in my life and what I need to be working on each day. Like personally I'm not a huge like five year, ten year kind of guy. Like, oh, I need to have this done in 5 or 10 years. I more or less have like the finish line where I'm headed and then I'm looking at the more micro, what I need to get done, more of a task list to do that. And I think daily, weekly, monthly is pretty good for that. The the longest I go out in terms of like specific time frames is a year, right? So like these, these are the goals for the year. But you know, ultimately the long term, 20, 30, 40 year, I don't know, like, I think much more in terms of finish lines. Some people don't like time frames and they like to have small wins, right? So if you're a small wins type of person, you might want to think in terms like this quarter this year, five year, two year, three year, four year. I used to really be big into like every year I'd write down my revenue and profit for like the next five years, like annual. But like it's a wild ankle guess everything changes.

So you know, I wasn't expecting even a year ago to think about doing all these corporate locations which is going to massively inflate my revenue from a corporate perspective, but then decrease my profit margins because I was like, oh, I'm just going to focus on the franchise. Well now it's like, well, I got. If I'm selling real estate, I want to deploy the cash in a better way and these locations do well. And I found a really good regional manager in the form of Chuck to be able to manage them for me. So you know, you just gotta be flexible. Like I think people get locked in these five or ten year plans. It's like, oh, this is the thing I'm doing. It's like, no, like figure out what you're doing today and make that optimized and then do that seven times. You gotta get yourself a good week and do that four times. You got yourself a good month, you got 12 times, you got a good decent year, right? So I think people just get way too heady with their goals. That's me personally though, because I'm not super.

I don't need small wins. It's not something I'm really.

Needing. Max. When I run a year to date report in my processor, it shows approximately 10,000 more in revenue than when I run the same report in service autopilot or QuickBooks online. Any idea whether it might be a discrepancy? Since I'm in Canada, my processor pay rock. This potentially could be a few things. This could be charge X. This could be credit card processing fees. Like in QuickBooks Online.

The processing fees have already been taken out by the time they hit the money. That would make sense for QuickBooks. I just said does not make sense for Service Autopilot because that should be accrual, whereas this is going to be cash. So this would make sense. In QuickBooks you are having less revenue shown because you have credit card processing fees being taken out prior. So you know exactly 3% is probably about $10,000 you're looking at. Service Autoplay though should be accrual. So that doesn't really make sense. I would have to dig into that more.

I'll just be perfectly honest. Some of the time the Service Autopilot reports are just inaccurate and I can't figure out why. Although I've ran reports when I got audited and they were like these are inconsistent and I'm like I have no idea why and I would go in manually and change stuff. So.

Yeah.

What would be your opinion on when you completed work for person? They did a walkthrough with the employees, approved everything that was done, give us a five star review and then call us in four days later saying that stuff was not done. Do we send the guys back even though we did everything correct or do we just chalk it up as everyone is human and it's possibly overlooked something and forgot when we were walking through?

Depends on the size of the issue. Like if we're talking about a quick little bush and he forgot to be trimmed or something, I'd be doing it especially to give you a five star review. Sound like a great customer. Don't, don't forget about the lifetime value of customer that that left you a good review and was happy and didn't show any signs of this sort of behavior before. If they were an absolute pain to work with, the guys resented being on their property and now they're doing this to you. That's a different story. It sounds like they're a pretty good customer. So it just really comes down to how long is that result? Like what's it going to cost you to resolve this issue if we're talking about 20 minutes, 30 minutes which most yellow slips honestly are that is there small little fixes I'd probably just go back and fix it.

Is a normal mowing client if a normal mowing client accepts a job where it requires a deposit anything over a thousand dollars for us and they have a card on file should she would send them the invoice for the deposit and wait for them to pay it or should we just charge the card on file and send them essentially the receipt showing a zero dollar invoice for the amount charged or is there some combination of something we should be doing different? This project is specific is a $2,400 deposit. So it's a larger one. But I would be I was more so just trying to find a blanket policy I could follow. Okay, so let me give you two answers. One, first and foremost, super is going to fix this because you can make it where the person has to pay the deposit before they accept the job. This is, this is a big deal in super and that is the ability to be able to force them to pay a deposit or force them to put a car on file before accepting a job. So when the job's accepted you already know you have the deposit. You already know you have a car on file. There's no questioning it. All right, asterisk next that to get through the next few months is personally if I had a cardinal file I'd probably go ahead and charge it. What you might want to do is on your thank you and welcome email let them know that you'll be charging their card today and then just charge at the end of the day. Right. So like hey we got thanks for accepting the estimate. We got you on the schedule is the thank you welcome email. We got you on the calendar for Thursday, the whatever October 5th, whatever. Today we'll go ahead and charge the car that you have on file and that's that I would just assume the sale in that in that regard. Again I don't like that it's another step. It's another friction point. It's another oh well can I use a different card? Oh can like all that garbage. I don't want to have to deal with it. I don't have to deal with a car that gets bounced that evening and then you have to go get another one and all the rest of it so that that issue will has been solved inside Super.

Just simply by sending a threshold on deposits and whether or not you will require a car on file to accept any job.

I'm not showing up on Google business listings. However, I know my account is active somehow because I am getting paid views and have been able to send my review link to get reviews. No matter how much I search with me or my wife's phone, I did not come up with searching directly for my name. Also, it's the last thing I'm waiting on for is Google listing. It's trying to connect my account to verify of 2 reviews but can't find either. Yep. So this takes a while. This takes a couple weeks sometimes for you to actually start showing up. If it doesn't show up in a couple weeks, then I'd be worried. But give it a little bit of time. You've just started getting your views. The link that you're sending out, that traffic is what's literally showing on your account. Likely you're not gonna be able to find it for a while. Google indexes sometimes every week, sometimes every two or three weeks. And that's why sometimes you'll see your account jump. If someone gets 30 or 40 reviews, they'll go from like fourth page, the first page. They can sometimes do it overnight when they get indexed. So.

Yeah, just be patient on both of these things. It just takes a little bit time for them to index things. It's not immediate, but if you wait if middle of October, this is still happening, Brendan, then feel free to reach out. But I haven't seen anything. I. I saw your reviews coming in on the weekend and I haven't seen any issues you. You would have like a suspension or something. Don't worry about it. Right now.

I'm running ads on Facebook and Nextdoor. Both of them say my ads are performing pretty well with a total of about 60 clicks last week on my link to our online estimate form. However, not a single one has led to an actual quote. Are these numbers normal? I know that there will still be attrition as people don't want to give up their info once on our site. But 60 to 0 doesn't seem right. This is actually less.

This is semi normal for Facebook and next door. A lot of clicks in order to get a lead. Right. So at training I use the, the example of 50 to 150 clicks to 1 that is like pretty good actually for Facebook and Nextdoor because you're paying so little for each click. Right. I have, we've. We stopped using Nextdoor because they only target by zip code instead of neighborhood now. So I have not been in tune with Nextdoor. I would personally not recommend using Nextdoor as a way to market especially when you're just getting started because it's so. It's the whole zip code now and you're wasting a lot of money in terms of waste, you know, marketing to neighborhoods you don't even care about or potentially don't even want leads from. So we haven't been using that. I'm not super sharp on it anymore because I literally haven't even looked at it for the past three months. We saw a very diluted product. They rolled out and I'm hoping they go figure something else out, which I don't reco. I don't think they will because of the current market environment and they're not going to deploy a lot of changes. But I wouldn't say what I would do is keep doing your Facebook ads, that's fine. But again, as we talk about at training, like most of my dollars I'd be looking at Google Ads, Google local services. I'd be doing every door, direct mail. I'd be doing yard signs, door hangers. That's where I'd be spending money. My money right now. Facebook is great for driving traffic to your site. So I think if you're doing this, if you're driving this much traffic to your site right now, there's a good chance that once your site gets indexed from your reviews because saw you were getting quite a few, there's a good chance you will show up if not on the first page, on the second page of Google when it gets indexed. So again, check it in a couple weeks.

First customer approved a quote and when they want to put a card on file it was invalid link. I got an email from Stripe before saying that my account was verified and ready to take payments. Yep, 100 know what this issue is. So Stripe was saying you're ready to get payments, but it means that your Stripe account is not correctly validated with Zooper. So there has to be that key. And remember I stated try to pay yourself an invoice from Zooper to make sure that the transaction goes through because 50 to 60% of people getting seven super. There's like a space at the end, an extra dot, something like that. And if that happens and it says invalid because that's happening on about half people just email the support co as well as Kevin and Siraj and like within 24 hours they'll tell you exactly what went wrong and they'll just change it for you. So in terms of troubleshooting, send them an email. I'd say within a day or two they'll fix it for you. But I would definitely Recommend Everybody, especially RedF. If you're new at a training, send yourself an invoice and make sure that the stripe is actually integrated correct with super, not just your stripe account set up. Yes, great. But it needs to be integrated correctly with Super.

Would be a bad idea for owners to pay themselves what your guys would make under P4P if they are doing the work. Yeah, this is a great idea. I like this. Currently I'm experimenting with solo route while John is still running two man crews. Currently I'm making about 25 per hour solo and they're making, they are making basically base rate of 16 per hour. I should also mention John is still in the field full time until he takes over the Moore location next year. I'm working two days a week and doing office. Okay, so you're basically working as a working gm. That's great. You're at the perfect size for that. As we talked about, you're making $25 if you're by yourself. So if you were a regular employee and you were doing a couple days a week with, with two people in the truck, you'd probably make around 23 $22 an hour, which is like six, seven dollars above base pay. That's great. And again, you would deserve that if you were working as hard as you probably are. So I don't think that it's too much to be saying that because an employee, if they can work as hard as you do as the owner, they should be making 6, 7, $8 more above base pay 100%.

So yeah, not a bad idea. The problem is when you start paying yourself as a P4P person is there are things you're doing throughout the day that are not just additive to the labor revenue. Things like answering phone calls, texting the guys, setting other things up, which can slow you down. And obviously you're working hard, but that's going to slow you down a little bit. So if you're with another crew member, for example, it's not really fair to them if you're paying on P4P because like you might need to do a phone call, you might need to be doing other stuff. So that's the only hiccup with paying yourself P for P.

I like to get your opinion on why we should or shouldn't do jobs for less than 40 to 50 per hour or 10 to 30 miles away. Example, I moved last year and all my old customers 30 plus were 20 to 30 miles away from my new house. I had budgeted most of them at $40 per hour to $60 per hour, too low. It was two full days of work. But my revenue from all Those customers, between 4,000 to 4,000, $5,000 per month. I know the reasons why you shouldn't travel that far, but could you support having a full day's worth of work that far away for that? No, you could absolutely not do this. The reason for that, the reason that this makes sense for you currently, Ken, is because as a solo operator, you have such low overhead. If you paid someone to go do these jobs and drive that far away, immediately, you'd be losing money. Based upon this per hour rate and the fact that they're 30 miles away, you would absolutely, 110%, without a question or doubt, unequivocally lose money on these jobs. So this works, and this is why most people go back to being solo, is because being solo hides a lot of the financial.

Pitfalls of the business and the issues. It hides the underlying problems of the business. Because you are a revenue producing employee of the business and you can have very, very low overhead. As soon as you add labor, which is going to cut your margin in half, in half, then that's when you start seeing the leaks and cracks of the business model. So that's why, in my opinion, everyone, you cannot make, you cannot make money in this industry, in my opinion. Now, sustainably, if you're charging under $60 per hour and if you're traveling more than 20 miles away with a business that does less than a million in revenue, you literally cannot make money if those two things are not checked, those boxes are not checked.

And you got to remember something real quick.

Augusta Lawn Care over the next 10 years will become, in terms of residential lawn care will become the largest player in the United States. Like, there's no question about that. Every other player is commercial. And as we grow, we will be doing 100 to 200 million in annual revenue of just residential lawn care. So when you hear other people Talking about traveling 10 to 15, 20, 30 miles away, they're commercial, they're really, really big, or they're doing hardscape and land and landscape construction. So don't get wrapped under the notion that that information somehow works for our model. It doesn't. All right, so just want to make that clear.

When customers call in for a same day service cuts, cleanups, project, etc. When we give an extra charge, can we give them an extra charge for VIP service? Let's say a client calls saying they need their crash cut this same day, but we're backed up, can we add an extra 15 to 20? 50. 15 to $50 for emergency call outs. I have clients call me all the time asking, can I come out the same day? Yeah, you could do this. You could also just do add to your initial MO price. Right? So, for example, you just move up your hourly rate for initial mows. So I know some people are charging $2 per minute for their initial mo. It's $120 an hour. And they do that. So that way if someone calls in as an emergency, they know they're crushing it when it comes to the amount of money they're making. So. Or you just have a fee. Like you could do that. I don't like really having flexible emergency fees because it means every single job coming through you and just the time it takes to make this determination is costing you in time more than 15 or $20 just to make that decision. Add that friction in. I'd rather create a system around it, like $2 per minute per man. Right. I know when you're solo and you're getting maybe one or two of these a week, it's like, oh, I can make an extra 100 bucks a week. Great. Yes, that will work. Go ahead and do it. Just know that will not scale. It's not going to scale for you to just randomly tack on fees to people because you're behind or they want it done tomorrow. You've got to create a system around that. And I would rather it be around that dollar per minute per man for the initial MO that is systematized across the board. Let's go. We finished all 14. You know, it's really lame when I delete these questions out every single day. I got to do them one at a time. And the page has to refresh. I don't know. First world problems. Cool.

Got it. Okay. That was all right. I think that's all we got. Happy Monday, everyone. Have a great week. If you didn't, if you missed it, Zach is able to now post for everyone on their Facebook, Instagram, etc. It's going to start this week. If you do not want that to happen or you do want that to happen, you'll want to watch the video that he posted on the Facebook group this morning showing you how to add or subtract Command center as a user on your account, make sure you do that. Especially if you have just got started in the past six months, which is not too many of you. Make sure you get that set up. And if you. If there's a break in that link. Over the next week or two, you probably get an email from the media team saying, hey, if you would like us to post for you, let us know. If not, we'll take your account off because there's some sort of a break in the connection. If you link up your Instagram to your Facebook account, it'll post on both of them for you. So, all right, guys, have a great Monday. Have a great week, and we'll see you tomorrow.