Review: Should You Join Augusta Lawn Care as Franchisee? (PROS vs CONS)

Hey everyone, it's Mike Andes from Augusta Lawn Care. And today I'm going to be trying to take an objective look and see whether or not you should join Augusta Nation as a franchisee and an owner here. And I wanted to take it as objective as I can because there are people who should not join. And I'm going to walk you through the steps of whether you should be a solo operator, a growth franchisee, or just not join Augusta. And so I'm addressing this because last week we launched what we call the solo operator model, which is the second way to join the franchise. And I got a lot of emails and people contacting and dming like, hey, am I a good fit? So I'm gonna try to outlay as much as possible because believe it or not, one out of five, only one out of five people that contact have contacted me in the past year became franchisees. Less than one out of five, more like one out of six or seven. And so the reason is, cause most of them, I tell them you should not join Augusta Lawn Care. So a lot of times people won't reach out because they think we're gonna try to sell them or anything like that. And it's just not the case because we want someone that's gonna join long term that's gonna be a good fit for you and your business. So today I'm on the whiteboard, I'm gonna lay out who should join the solo operator model, which is again gonna allow you to grow up to $20,000 per month in revenue. So typically we call it solo operator, but you could probably get an employee just depending where you're at and get up to that $20,000 per month revenue marker. You don't get a protected territory, you just can really operate wherever you want or you can be the growth franchisee where you get a protected franchise territory, 5 mile RAD.

Access to P4P and full service at command center and all the rest of it. There's a lot more details of the nitty gritty of all the details on augustalongerservices.com franchise. I need you to watch those and understand that because today I'm gonna go over really kind of assuming that you know that stuff. I'm going to go over whether or not you should join. Alright? And so I'm trying to do this because we have had a lot of people interested and I want to save you time. And for those of you kind of might be stepping back a bit, like trying to consider this as we head into winter, this is the perfect time to join Augustination. It's the perfect time to get started, come for training, get your website up and running. So it's ranking by next spring rush. Not just live, but actually ranking well. We consistently see the owners who start in November, December, January, their website's ranking are starting to rank really well in March, April, May, the franchisees who start in February, just getting started, they'll start getting busier in like July, August once their website starts ranking. So this is a perfect time to join. So I want to go over some of the things that why you should not join and try to take as objective a look as possible. Because obviously as a founder I have a massive bias. But I also wanted to just make you realize that most people I tell them not to join the franchise and I'm going to tell you why today. So there's three different options of today's outcome. And I think if you're considering after today and you're kind of considering a gust of nation, I think over the next couple weeks, months, pray about it. Make it a consideration between your spouse. It's something that you want to get a lot of information on. You want to talk to other franchisees, you want to talk to us here at the corporate level and see if it's a good fit for you and see if it would help your business. So let's just go over the three different categories. So should not. And then over here is the growth franchise model. So again you're going to check out the website to know if you do not know what the growth model or solo operator model is. That just is quick update. Solo operators are gonna be for people that wanna grow under $20,000 per month in revenue. So you can do like 150,000 a year perhaps growth model, you're gonna be able to do above that. Our highest location right now has done 198,000 per month in revenue. And our highest franchisee that joined this year did about 160, I believe $160,000 in revenue. So you can go a lot higher. We don't really wanna go much bigger than that. And I've talked about before in model is it's 800,000 to a million in revenue, eight to 10 employees, one general manager. As soon as you get above that size, above a million, typically above 8 to 10 employees out in the field, you're going to need mid level management which dramatically will decrease your profit margins because you have an extra layer of overhead. Now you have two managers or an estimator that starts to become much less profitable. We really like to. I'd rather copy and paste locations at 8 to 10 employees under one general manager instead of making a bigger and bigger and bigger location. That's why, like the Bellingham location, the past couple years, it's been around that $1.6 million, $1.8 million.

Range. And it won't get much bigger than that. And the reason for that is because we don't want more management. We want to be able to have profit sharing, have high profit margins, and just keep farming the business like I've talked about in the channel. So these are the three different options. I have a whole bunch of things written down. I just did it really quickly. And I'm doing this because I genuinely believe that 80% of you should not join Augusta. But I actually do believe one out of five people watching this should join Augusta. It's the best thing for your business. It's the best thing for your future. When you want to sell or pass the business along, or if you want to really grow and expand, it's also a great option. And I just mean that from the bottom of my heart. And I want to do what's best for your business. And I truly do believe that one of the five of you should join Augusta Nation. So for the solo operator, who should be joining the solo operator? Well, if you're gonna. If you have less than 20k, you should be joining the solo operator model. Okay, so it's only $4,000 to get started. We lose money every single time we sign a franchisee up in the solo model. Just our legal fees to get you set up is above what your initial fee is. So, like, we don't make money on your initial fee. We make money on your monthly fee. That is the same all the time. It's 699 under the solo operator model. And we don't make any money until year two or three on you. And when I say on you, I mean, like, we take every single dollar and some and invest it back into making the systems better. So whether or not we actually make money on you is probably not really relevant at this point. But at the end of the day, if you have less than $20,000 in your pocket right now or have access to less than $20,000, then I would recommend using the solo operator model. Also, if you want help with marketing and your website, so web site, if you went to lawncarewebdesign.com and got your own website built, it's 399amonth. So the fact that for 699, so $300 more, you get all the brand power of Augusta Nation Command center. And not just the website, but all the marketing. So all the print marketing and the digital ads on Facebook and Google, all the stuff that we do for you, the coaching, there's just a bunch of stuff. All of that is going to be included for 699amonth. So in my mind, if you're going to get. If you're considering lawn care web design at 3:99, it really makes a lot of sense to join Augusta Lawn Care. All right, next thing is I've talked about before, answer phones. So command center, under the solo operator model, will answer your phones. They'll send out estimates for you. It's called basic service. And you usually have a high bill here because you're under 20,000, you're maybe gonna have 40, 50, 60 customers, maybe a little bit more, just depending on your area and how much of your services are mowing. But command center will answer your phones for you, and they're gonna be paid. You only have to pay by the minute that they're on the phone. And so it's very efficient. You don't have to get an office person. You don't have to worry about training them, none of that. They can answer the phones for you. I'm trying to go through this a little bit faster here. Next thing is knowing your numbers. So on your coaching calls that happen every other month for the solo operators, you're going to have strategy, talking about your advertising, talking about your hiring, where are you at? Acquisition of different equipment, what the pros and the cons are the different decisions that you're going through in the business. That's going to be all happening on your coaching calls, and you're going to be forced to know your numbers because every two months on the solo operator model, you have a coaching call. And we're going to go over, like, what's your cost of goods? Where are you know, what percentage of your revenue went to labor? If you have an employee, what percentage of your revenue are you growing? Are you closing deals? Is your close ratio low? Do you need to adjust your pricing? These are the type of numbers we're going to be talking about on those calls. All right. Another reason you want to join solo, if you're just wanting to stay solo, you're like, hey, I'm not. You know, I already mow lawns by myself. Maybe I do nine, $10,000 a month right now. And you're happy. You're doing solo, that's what you want to do. I'd still say you should join Augusta because I truly believe you'll be able to charge 20% more in your prices simply by being part of the brand. So having the great website, having the uniforms, having the truck, having that appearance that when someone calls, there's someone on the phone and they're saying, Augusta Lawn Care, they're not just saying, hello, what can I help you with? Because they're an answering service. It's a further step of that high level professionalism that allows you to charge a premium price. And again, right now I'm kind of really talking to the money side because we're in business, that's what we're trying to do. We'll talk more a little bit about the mission of Augusta here in just a second. But the brand. Another reason to join the solo operator model, another reason is the price discounts. So price discounts. So for example, we just passed 50 locations. So we're really starting to right now get really focused on getting some national accounts. With big brands like Hustler, for example, their preferred vendor, you get 27% off anything you buy from Hustler. So if you're gonna go buy a 7, $8,000 mower, you literally save $2,000 just by being part of Augusta on that one mower. And literally tomorrow I have a call with Ariens, they're also joining. So Gravely machines will also get a good discount, a national account that we, our franchisees are able to go to and we don't take a single penny of that. That's different than any other franchisor, alright? We do not take any sort of middleman cut between the brand and you. We give 100% of it to our franchisees. And we actually have lost a couple brands that wanted deals with us because they basically had to have an intermediate or affiliate that we would get a commission on. I said, look, we can't do that because then if I go push it to the franchisees, they have to question whether or not I have ulterior motives. And that's the same reason why we have the flat monthly fee for the franchisees. Because I don't want you to think, oh well, they just want us to grow in revenue because they're getting a cut of a royalty, like a percentage of our revenue. So they have the. Of course we would then want you to grow because we make more money. So we cut that. So when you have a coaching call, when we have things that we're ruling out the franchise. You don't have to question my motives or your coach's motives or another franchisee's motives in telling you that you should do something to inflate your numbers. That's why we don't take a royalty. That's why we do not take a cut out of our price. The price discounts you get from the brands. So, like, 30% off on Vistaprint with free shipping, over $50. All the things that we have on the back end, the price discounts go directly to the franchisees. We don't get a piece of it. So ramp racks, trailerracks.com we have affiliation with these brands, and you get discounts. So just the one mower from a company like Hustler, who's one of our national accounts, literally 27% off, will save you a few thousand dollars on one mower purchase that just paid for what, like, five months worth of your monthly fees. Okay. All right, again, for the solo operator model. Last one is, if you have no experience, I really recommend this, and in the past is a big reason why we started the solo operator model, too, is if someone didn't have any lawn care and landscaping experience and they were like, I want to join a big. I want to grow a big franchise. I'd be like, look, you should really go get started.

And just make sure you like the industry. Make sure that it's something you love. Make sure you're okay with working outside, that you enjoy trimming bushes and trimming hedges and mowing lawns. And so if you don't have any experience, this would be a great place to start because you can always convert over into a growth model down the road. But this is a great place to get started without risking much capital. Like, it's $4,000 to get started, so it's not as much risk of capital, whereas over here, it's 15 to $20,000. So now talk about the people who should not, because this is actually why I want to make the video, who should not join Augusta Lawn Care? And this one's going to come across wrong, but I just. I'll explain it. And that is if you have pride of brand. So. And what I mean by that is, like, your independent brand. Okay, so I know this word pride is going to have a negative connotation, but I don't mean that. I mean, like, you just enjoy building something that you can call your own brand. Like, that you made it. And I don't think you should join Augusta Lawn Care because obviously you're gonna give it up. To be able to become Augusta Lawn Care. Now that being said, we do not have a non compete, which means you could run your business. Like say for example, you're like, okay, I'm gonna do hardscaping with Bob's Landscaping. I'm gonna do Augusta Lawn Care as well. You can do that. But in my opinion, if you're gonna build one brand, you're gonna focus on one business, you're probably gonna switch your one brand over to Augusta. Most of our franchisees do. And so if you don't like the idea of giving up that brand name and that affiliation you might have built in your local community, then I don't think you should join Augusta. I would say that most people overinflate in their mind what they think their brand is in their local community. This is something I had to realize even way back when I was changing the brand of Augusta. Cause we had to do change things for the trademark and all the rest of it. And when we got Max involved, our mascot and when we were doing all of that, I just realized that like we did not have a brand and we were already doing 50, 60, $70,000 a month in revenue. When you look at the grand scheme of things like people in the community and so I think people over emphasize this in their mind. They have this big image like, oh, people know me in our area. When it's like, look, if you don't have 10, 15, 20 trucks rolling around, people probably won't notice the difference. It's just the truth. Most small businesses are direct marketing based where people are looking on Google and they're finding you there.

They're typically going to hear word of mouth or they're going to see your truck rolling around. It's not like Apple where it's just a thing and everyone knows about it. But if you do want to grow your own brand, I understand that and I totally get it. That's why I try to have the free podcast and the videos and lawn care web design that you can make your website outside of Augusta Lawn Care Media to have a lot of your marketing for print done, et cetera. So next to the reason why you should not join Augusta, if you like to figure things out yourself. Like to figure things out yourself. So some people would be like, that's just dumb. Well then you're not this type of person. Because there are people who are literally do want to figure things out themselves and not just be told the answers. And that's not bad. That's not bad. A lot of entrepreneurs are actually like this, you'd rather just build it from scratch, learn the hard way. And you'll learn by trial and error and figuring out yourself. And you have joy in that. You really love that journey. And instead of just coming for training and learning it in a few days and maybe taking six to 12 months to really nail down the systems, you'd rather take three or four years to figure things out. I know for some people that's like, oh, that's weird. That's dumb. Some people like that. And I totally understand. I understand the pride and.

The joy of being able to figure something out on your own. That is very cool. So if you like that, and that's the way you are, probably should not join Augusta Lawn Care. This one's the one that we kind of like, filter people out on calls. And that is, if you can't work well with people, work well with humans.

The reason is because as you join something like Augusta Lawn Care and Augusta Nation, you're dealing with other people, right? And so especially if you haven't hired people, worked with other people that are your employees, and you're going to realize that people make mistakes. You're going to realize that a franchisee next to you, they do something that you don't like, or potentially Command center sets up something wrong for you. They're humans. And so if you don't work well with humans, probably not going to join. The good thing to join Augusta Lawn Care, because I'm going to make mistakes. As a leader, as a brand, we will make mistakes. And so if that really irks you and other people make mistakes or little things even, like, they mess up a phone number or an address, if that's going to really ruin your day, you should not join. Because I truly believe that any great movement requires a team. Any great movement you look through time has always included many people. It's never been one person doing their own thing that, like, changed the world. No. Maybe we know the one person out in front the leader, but it required a lot of people behind it. The movement actually requires many people. And so Augusta Luncker is made up of a lot of people at Command center, myself, Lee, the trainer, Liz Lonnie, all the people around at Command center that are trying to support. It's a lot of people. And we will make mistakes. We will make mistakes as we roll out new software. And when you're trying to create new tools, I will make mistakes personally and in the business, I will. So if that really irks you, you should not join Augusta Lawn Care. Last One here is if you do not like change, if you do not like change, this is kind of something we had at our last year's conference for the franchisees. And we said, change is hard, period. Change is necessary. And that's really the mantra that we have at Augusta Nations. Like, look, change is hard, but change is necessary to stay constantly evolving and improving the business and make sure we don't go extinct, to make sure that we don't go irrelevant because we were just taking it easy, doing the same old, same old. We change a lot. We're always constantly changing. The way that you see me constantly pushing myself is the way that we push the system. We're constantly evolving in the next year and a half software, we are investing heavily. Every single penny we make and more is going into building the software. And next year and a half, it's not gonna be like anything that people will see until a year and a half. It's like, oh, this is the real deal. And so there's a lot of change. Whether it be software, whether it be ways that we do certain things, whether it be. Be the marketing system. We're constantly changing. Literally, we've just finished hiring an ad agency to do Facebook ads to train us and figure out where can we change and alter our Facebook ads. The performance has been going down the past few months, and so we are constantly changing, evolving. And if you don't like that, you should not join Augusta Lanka. You're annoyed by me and the leadership, and you're going to be annoyed by the fact that, that right now we are switching software's command center. We're beta testing with one of our locations, and we're about to roll it out to our franchisees so we can do voice notes back and forth from command center to them out in the field so they don't have to take off their gloves while they're texting command center to let them know to do something on their account. So we're trying to do voice notes, but again, we're switching software that requires change. And we do that all the time. We make this kind of running joke. And that is the hardest thing about training people at Command center, when we hire people, there is the fact that every few weeks we are completely changing things. We're making things better, we're changing how we use things. And so that's a good thing. There's a good thing, in my opinion. But if you don't, if that really irks you, again, you shouldn't join because we will, I will annoy you when we are constantly modifying, tweaking, changing, especially with the software, it will be something that will really kind of annoy you. All right, who should use the growth model? So the growth model, again, is going to be $15,000. Currently, it's going up to 20,000 January 1st of 2022, for that initial fee. If you are in the military, active duty or reserves or guard, that will always be 15, by the way, it'll go up to 20,000, though, January 1, 2022, for everyone else. Just as a side note, so for someone who wants to join the growth, I really feel like you should have 50 to $100,000 either in cash or accessible. So even if you got a loan, we're okay with that. Depending on every single person's scenario is a little different. We do not have what a typical franchise would have, and that is requirements around net worth and cash. The reason is because I didn't get started with a bunch of money, and I'm not going to disallow the person that I was when I was 18 years old because I didn't have $400,000 net worth and $200,000 liquid. Does that mean that my first one or two or three years are gonna be a little harder? Cause I don't have the money and I'm a solo up? Yes, it's gonna be hard. It's not easy. Just because you join Augusta doesn't mean, like, things happen and, like, employees flutter in and angels come down. Like, it's not easy. The first couple years are always very difficult. Regardless. I just believe, I truly believe that being part of Augusta will help a lot in those first couple years. If you. If anything, to keep you aligned, centered, focused, and encouraged to keep moving forward. But also just from a monetarily standpoint, it's going to cut out that learning curve to get to profitability, to get to the point where you start to feel like you have momentum. But for the growth person, I really feel like you should have 50,000 to $100,000 either in cash or accessible. And otherwise, you should be looking at the solo operating model for your first year or two. All right, who else should be doing the growth? If you're looking at trying to build multiple locations, I feel like the growth model is for you. We have three of our franchisees that are starting their second locations next spring. One already has Take that back. Two more are starting in next spring. Very happy about that. As we head into our third year, that already some of the first franchisees are starting to start second locations. And so if you want 5, 10, 15 locations, that's hard to build the infrastructure in the back end. You can just tap into what we've already built and scale that out. Right. And so if you want multiple locations, it's much easier. I'll kind of go into why in just a second. But also if you want to be an absentee owner, now, absentee owner is going to require absentee owner. It's going to require either a, a few years of you building the systems up. And in my mind, really absentee owner in within five years, not within a year. The sooner you bring back from five years. So if you're like, oh, I'm doing three, you're gonna need more money. So this is gonna be even higher. If you're gonna want to be like, I don't want to even work there from day one, I'm gonna have a general manager and I wanna scale up to 10 trucks within two years. You couldn't do that. You're just gonna spend a lot more money on marketing, a lot more money on trucks and equipment and all the rest of it. So. But an absentee owner, someone who basically owns the business but doesn't have to be there every single day. This is what I have for my three locations that I own. I'm not there in operations, I don't do any hiring, I don't do the marketing that's done by the general managers. And so as an absentee owner, this is something that is required. What's required to have this is have systems in place and that's what you can tap into. Using Augusta Lawn Care. What we kind of believe in is if your goal is again to get 100k to $1,000,000 in annual revenue at each location. So each location, that's the goal here. Alright, so if you want to build a $5 million operation, you can. But I would recommend from Augusta Lawn Care standpoint, just get to a million, get one of your best people, make them a general manager, send them here for training, get a general and then make a second location that's more centralized to where all those customers are at. Instead of having one massive shop that's doing 5 million in revenue and your guys are traveling out an hour this way, an hour this way, an hour this way. Just have five locations, one in the middle and your four satellites with general managers. Each one they run independently. The general manager does all the hiring, all the firing, the marketing, the training. They're responsible for the success of that location. And so.

Again, GM training is another Reason why you'd be joining this the growth model, right? Because you're going to literally just send your general manager here, they'll get trained as if they're an owner and then you're literally giving them a percentage of profits, profit sharing and a salary and their first year maybe make a little bit of money, but usually not a lot of profit that first year because you're buying trucks and advertising, getting the thing started. But year two, three, they can make good money if they want to stay a general manager. So general manager training you, you can just literally send them here and they're gonna brought up to speed in terms of what they may be doing. So they come back to your location and again, you take your best people in your first location. You take one of your best people, like, hey, you know what, you're general manager quality. I'm gonna take you, send you to training and you're gonna start a second location over here. I'm gonna fund everything, I'm gonna do all the ads, but you're gonna get paid salary plus 25% of quarterly profits and you're gonna start the second location. So you can just copy and paste that like that's, that's the beauty of a franchise is you don't need to worry about, okay, well I've got to build up the back end with command center. I've got to build up the web infrastructure, I've got to build out how do you set up emails and phone numbers and connecting all these things. That's what you're able to tap into with the growth model as well as P4P software. So pay for performance not going to be as relevant if you're over here by yourself. Maybe it is if you have one employee. But mostly you're going to tap into the power of P4P software when you have employees and when you are scaling up the business. This is something that we're really looking forward to over the next several months, really start to improve it. Even this coming week, the design's changing and we're changing the way we do time cards and the whole nine. That's something that we have here and we built in house. So again, another person that should join the growth model is if you currently have a business and you're already doing like 200,000 to $400,000 and you just feel stuck and a lot of it usually is just like you kind of plateaued there, you feel burnt out. This is a horrible place to be at. Usually, especially on the higher end of this, you Just don't feel like you're making any money. You're working long hours, and you just need to be able to hand things off to Command center. They can do your payroll, they can do your onboarding, they can do your billing, your invoicing. They can do all the full service things. Because again, full service is growth. This is basic service. So phone calls, sending out ss, et cetera. But growth model, they can handle all your backend office. So that means that if you're between this 200,000 to 400,000 level and you're like, man, I just can't keep getting past this, I keep hitting this wall a lot of times because you're busy answering phones, you're busy putting out fires and doing this and running here when a lot of that can be handled by Command center. And put systems in place around like P4P and the yellow subsystem to make sure that you're not running around to jobs. You're letting your crew be more responsible, letting them take ownership of their job. And then scale past this, get past it. You can grow the business past that level. When you have systems and other people that you can rely on that if you get sick, Command center can literally run a location remotely. We've done this twice this year for different owners that got in bad spots with COVID and all the rest of it. Really, I shouldn't say that. There's been. There's okay, two. There's been two, and then a third one that we didn't really run it, honestly. He had Covid, but we didn't have to. Command center did not step in and actually run the location. But there's two other locations that we stepped in for about three to five days and basically ran the location. We communicate with the employees. Everything's running on systems. So, like, yes, the owner is an integral part of creating more sales at this size of business. But once the employees know how to use P4P and they're out in the field, Command center knows how to dispatch. Command center knows how to schedule for them. And it was not difficult. And so you have someone to back you up, someone that you can lean on. When you're just feeling out of it, you're feeling like you're down. There's someone to still make sure the business is running. Last one here is less capex.

So Cap X stands for capital expenditures that's going to come in the form of real estate and offices. When you're trying to scale the business, you do not need to go and buy A million dollar property with a big office when you're now scaling, because what you're going to do is you're going to find empty lots of gravel and land you can park your trucks on for literally 20 or 30% the cost of an office building. And you don't need the office building because command center can handle all the back end stuff for you and you only pay them as you go, like by the minute. So you don't need to go get an office building. And then again, if you're trying to do multiple locations, it's very difficult to find like five or six. And repeatedly just keep pumping out new locations. If you're every single one. You have to find a perfect location in terms of a building and land and all the rest of it. It's very, very difficult to find that, especially in this real estate market. It's extremely hard, expensive and difficult. Whereas now you don't have to buy real estate, you don't have to buy an office or get a really expensive 5, 10 year lease. You can get in there, get blank land and literally have a place to park because that's all you need for your business to now operate. That's how you can scale quickly, do two, three new locations every single year. This past year I started two new locations myself. I was the owner, I was an absentee owner. I got two general managers, they're starting their location. I didn't need to go build offices or find real estate or I didn't even go to their locations prior to them getting started. They didn't need, they came for training, they used the systems, they go get started. And you have much less capital expenditure as you're trying to scale the business up. So I hope that was super helpful and kind of answered some of your questions. Again, this is not something we ever try to pitch hard because we don't want you to rush this. This is something that we sometimes take a whole year. By the time someone initially talks to us, by the time they actually join Augusta Lawn Care as a franchisee. And so I encourage you, make it a matter of prayer. Talk to your spouse, talk to some of the franchisees, talk to other owners. There's not, you know, I'm not trying to paint this picture like Augusta's perfect. We are by no means perfect. I make mistakes. We made mistakes in this past spring. I completely underestimated the, the amount of calls and business that was gonna come in exponentially took off. And we were understaffed at command center. We literally were missing 20% of the phone calls, and they were going to voicemail. That's horrible. We fixed that now, but we made a mistake, and it was pretty hard there for about two months. And I make mistakes like that. I'm learning, and we make mistakes, and we're not perfect. And Gus is not gonna come build your business immediately. I just feel like with Augusta, considering the cost and considering what you get for it and considering the learning curve and the community that you get and all the intangibles that I didn't even talk about today, like having other people to bounce things off of that are using the same business model, people that are close by, that you can literally ask them for a couple employees because they're used to the system, they can literally come help you. You can rent a piece of equipment and share it for a day. Let's rent it on a Leaf vac and use it for two days, and I'll use it for two days. That's the type of thing that's intangibles. But I just hope that as next few months go by, as we go into the winter, we head into next spring, you just consider it. I really do believe that for many small business owners, joining Augusta Lawn Care will be the right decision. And if you wanted to know more about it or ask specific questions related to your specific scenario where you're at kind of on this grid, definitely set up a coaching call with Lee. Lee has started right from the field mowing lawns all the way up to being an estimator, an office manager, and is now helping with franchisees as a consultant on the monthly coaching calls. And so he'd be great to talk to. He kind of has seen everything. You know, he can pull all the skeletons out of the closet on me and all the rest of it, but you'll really enjoy a conversation with him, and he can see where you're at. So just go to augustalawncareservices.com.

Get a whole bunch of information there, some other charts breaking down numbers, a whole bunch of FAQ questions that I made, like 20 of them, answering other questions about the franchise, about territories and all that. But today, I just want to kind of address whether or not it should even be something on your radar. And I truly believe that for some of you, it will really help your business. So I'm Mike Andes, founder of Augusta Lawn Care, and I look forward to seeing you maybe one day here at Training.