Your Website is the Modern Business Card - Ep.43

Hey, everyone, this is Mike Andes, and you're listening to the Landscape Business Course podcast. Today we are talking to a course member who's recently joined Landscape Business Course, and it's been really exciting over here. Lots of course members signing up. We had the live webinars a couple weeks ago and good feedback from that. And the eight or so different course cohorts that we had was great. Getting lots of feedback from that. So Christian has recently been a member. He is in module 3 of the course and has a lot of questions about websites. So today we're really Talking about the 101 of creating your website, the first steps to take, and how that can change your business, completely revolutionize it. And so he's been running this business for 10 or 11 years, sort of plateaued in growth and revenue. So he's looking to change that, really scale it up. So obviously he joined the course and now we're trying to help him here a little bit on this call to set up his website, get him started, and really focus on the residential side of his business to scale that up and make more. More money. So he's gonna give you some context how he kind of started the business, numbers, you know, things like that. He can get some context about his business. Ground effects. Christian Brown, CEO, coming up.

Hey, Mike.

Hey, Christian. How's it going?

Going great, man. How about you?

Good. Good is my bad there. I know you were 7:30, but the guy before he had canceled, so I was just gonna see if you're available and it worked out all right.

Does this work for you now?

It sure does. And it's funny because I had a whole bunch of calls lined up this evening. So then I noticed that you're a lawn care and landscaping one, and those are my favorite. So had a whole bunch of them today. So good stuff. So. Yeah. So I kind of have a little bit of a download you gave me a couple sentences here of kind of what you need some input on, but kind of give me a little bit of background, like how you started it, how long you've been doing it, stuff like that.

Well, I actually had the business kind of fell into my lap about 10 or 11 years ago. I was a partner in an auto glass business and wound up working on a guy's windshield who was looking to get out of the business.

We talked about it a little bit, didn't really think much about it. A few months later he called me back.

Tells me, you know, he. He's moving, he's got some stuff he's Trying to get rid of pretty quick. That was, like, on a Thursday. We came to a. An agreement on some dollar figures, and by Monday, I was cutting grass.

Wow. Wow, that's pretty cool.

So, yeah, it worked out good, you know, and I am pretty much a maintenance guy.

Okay.

You know, when it comes to landscaping, you know, I do some seasonal color and some installs for my existing customers and stuff like that. But as far as, you know, retaining walls, fence, drains, you know, complete installs, I do very little of that. And I would love to get into it, but I don't know. You know, I'm a little intimidated by it because I don't know anything about it.

Yep. Okay.

So. And, you know, that's been about, like I said, about 10 or 11 years ago. And I try to stick to mostly commercial. I do some, you know, residential just because it's kind of nature the beast.

And so I've got 11 commercial accounts with. And some of them have multiple locations. So I probably have 22 different locations as far as the commercial ones go, and then about 30 residential customers and.

In my commercial business accounts for about 75% of my income.

75%?

75%.

Yeah. That's your commercial. Okay.

Yep. And with the property, residentials making up about 25% of it.

Okay. All right.

I'm just taking some notes here. All right. Yeah. So, yeah, that's actually really interesting because usually a company that's doing like, a company that's not usually like a million plus a year, usually residential is quite a bit more. So is that because that came with the business beforehand, so much commercial?

Well, when I bought the. When I bought the business, I had two accounts, and. And one of them wound up kind of screwing me over really bad to, you know, about. About 8 to $10,000 they. They took from me. And so really after that one, I had one pretty good size. Well, a really big commercial account. Then I just. I. I kind of focused on commercial because I felt like I could charge a little bit more for commercial. And, you know, they don't tend to complain. You know, they don't want to talk to you every time, you know, you're able to pretty much get in and get out.

Okay, all right, cool. All right, so right now. Right now in your email, you said you're doing about 10,000amonth. Do you have any employees right now?

I have one right now, and it's. I've just one of my big accounts. I had for four years.

An account. It was a local city here that I did. I Maintained the medians and the right of ways and four of the cemeteries for the city and, you know, the gothic count with a three year renewal and they renewed every year. And after the fourth year, they had to rebid the project and they had some people that come in and just.

It wasn't even an option. So I had two employees last year. I'm down to one this year probably, and I'm actually fixing to lose him. He decided to go back to school. So I'm probably going to be running solo for the remainder of my season, which is we cut, you know, through October and maybe just a few small cut in November. After that, it's pretty much just cleanups or whatever we can, you know, stir up.

Yeah, for sure. Okay. So are you kind of looking to see how you can grow it? Because obviously has it kind of been the same amount of growth for the past, you know, not a whole lot of growth for the past 10 years, like kind of just stable?

Yeah, pretty much. We, you know, and I got kind of comfortable.

With what I was doing. And it's one of those things where it's time to either.

Go totally solo and do just exactly what I can or grow it and let's see what we can do with it.

So is that kind of where you're at now? You want to grow it?

Yes.

Okay, so what are your. Kind of like just to break it down so I can kind of reverse engineer how I'll say something.

What is the end goal? Like, how much do you want? Do you kind of have a number? Do you have an employee count? Kind of your goals right now, the next, like say five years?

You know, Mike, I really don't have a number. You know, I've been listening to your podcast and watching your modules stuff and you know, I would, I would love to grow it, you know, 75,000amonth, you know, kind of like what your goals are. Yeah, you know, employee count. Whatever it takes to get the work done, you know, so.

Okay.

Yeah. Okay. All right. So you're, you're. One of your questions was about the website, so I want to look at that and then we'll kind of jump into some stuff. What's your website, if you don't mind me asking?

I don't, like, I don't even have a website.

I am.

And it's not a. I'm not anti social media. I'm just.

Yep.

I've just never, never done it.

Yep. That's fine. Even if you don't go social media. Like, I didn't get first either. When I first started out, even if you don't go social media, if you want to break into residential, where I would suggest. I always usually suggest people go residential until they hit a pretty substantial amount of employees, because then you have the task force to take on the big projects and be competitive and still make money.

So usually I would say if someone's not doing 100 grand a month in revenue, they should just be focusing on residential. Like this year we kind of started focusing on commercial, but we're already at 140 this month in revenue, and we're just starting to get into commercial. And I'm not even thrilled about it because the profit margins are lower. We're plenty busy with the residential side. And just because I can hire 10 more guys, if I go the commercial route, I'd rather hire five, deal with less drama, and then just make higher profit margin. So.

If you want to break in the residential market, the website is really key, very key. And then that's a conversation that we talk about in a few months. Once you've created the website. How do we get traffic there? How do you get on the first page of Google for your area? Just out of curiosity, what town are you in, Christian?

We're in Brandon, Mississippi is where we are. Which is basically.

Where. Jackson, Mississippi, which is the capital, is one of our suburbs here. I mean, we're a suburb of Jackson.

Okay, Jackson. Okay, one second. I'm gonna look up some stuff, see how many people in your area are actually doing SEO. Pretty good. Let's see here. Lawn care.

Okay, so I just put it in lawn care. Jackson, Mississippi, and.

Dependable lawn care. You have true green.

How big is Jackson?

Like people wise, do you know, Close.

To a million with the three children.

Wow, that's pretty big area.

Which is Hines Rankin in Madison. I would say probably familiar to Turtle, Kate.

And you're. You're in Brandon, is that correct?

Correct.

Okay, so let me go a little deeper than Brandon. Yeah, Jackson's pretty big, Brandon, because it looks like you. You have a grounds guys in your. In your city, don't you?

Actually, we do. A good friend of mine had the franchise and just sold it. He sold out last year.

Yeah.

So I. I know the grounds guys pretty well.

Okay, so. So when I search lawn care, Brandon, Mississippi, the first thing, the first organic search. So that's underneath the maps is home advisor. And then it goes to grounds guys. Then it goes yellow pages, then it goes Angie's List. Then it goes.

Really? The first independent landscaping company that has Their website on the first page is the.

Seventh in order on the first page. So just from looking at that, and I'm going to click on this, Murphy's Lawn and Landscape.

Your market is wide open online. And what I mean by that, Christian, is sometimes I'll do this for a company in their city. And there's 10 independent landscaping companies on the front page. And I have to tell them, hey, it's going to take a good solid year for you to get on the front page of Google. But for your area, this is just the facts that you can beat HomeAdvisor Yellow Pages, Andy's list, no problem. Like, literally within a couple months, you can be on top of them as far as SEO, because you're so much more pointed to your location and the keywords around your area. So if you really want to grow, I'd say the number one thing, without digging into employees or what your, how you're charging or estimate, like none of that. Like, if you want to grow, the website's gonna be where it's at. And it won't do you really any good though, until you do get high on the Google. You know, obviously down the road, social media is something you get into. Video is something you get into. But just by getting on that front page.

You'Re gonna see massive amounts of calls. And so I encourage you to do two things. One, do the website, but then two, download the app called, Let me just get the exact name. Here it is. It's called My Business. And it's actually just gonna be.

The way that essentially it's your Google page for your business account. And what you're gonna do is essentially it'll track how many times people call you and how many times they click on your link from Google. And the reason I encourage you to do that is because you're gonna see direct improvement in data coming from how you govern your website.

So essentially, if you have a smartphone, just my business Google. And that is gonna link up your business Google page. And I'd encourage you, if you don't have one, to make one. And then just, you know, put your address in there. Make sure you have your address and phone number in there. That's a big thing as far as the address. Cause it'll tell Google where you're at, which is important when someone like me puts in Brandon, Mississippi, that your address is in there. So once you do the app, you set that up, then you're going to create your website and then you're going to link that website essentially to that Google Page. And that can all be done from the Google app. And you actually have to create the website first. I know this is kind of a little bit of information, but I can send you the recording, but you'll make the website actually first so you can link it to the Google Page. And the reason you want to do that is really so you can see the direct results of your work on your website. So a lot of times it's easy to make the website, and then it's like kind of crickets. And you're like, oh, what's happening? And then it's like, do I spend more time on the SEO? Do I make. Do I put pictures up? Should I do? Well, it's really easy to track your progress if you can see exactly how many people have called you, how many people have clicked on your Google account. Is it actually working? Right. Like, right now I'm gonna open up mine. I haven't actually looked at it for a while, but so I'm just opening up my app. It's gonna give you kind of a rundown of everything you're doing on Google with your website. So just opening it up. So it has my plus page? Yes. Okay. All right. So it has my latest post on Google, which 121 people have seen. All it is is like a picture of one of our jobs. Then it has okay insights. So in the past 30 days, we've had just over 1300 people search for our business. We've had six people click on Directions, which is lower than usual.

We've had about 35 calls, and that means that people have clicked the call button on Google.

We've had 1467 views. So that's people clicking on the website, 107 actions, which is essentially someone either calling, getting directions to our place, leaving a review, things like that. And 1500 people have viewed the photos on our Google account. And then you can see on here how many reviews you have. Right now we have 22. Average rating of 4.8, whatever. So that app is really helpful. So once you do create the website, you can kind of really start to see where you're tracking. And I think once you get the website done, then we have another conversation of how to set it up. SEO stuff, figuring all that out. But honestly, to be perfectly clear, Christian, looking at your area, I would say you're in the top three of Google within two months, three months of working on your website. And I don't mean full time. I just mean getting up there and just kind of tinkering with it. A bit. And then I'd say you could be the number one pretty easily by the end of this year. And the number one reason how you're gonna do that is you're gonna get Google reviews from your clients at the end of the mowing season. Right now, nobody in your area is getting Google reviews. There's only one company, that's Scott's lawn care service, and they have two reviews. There's no one else doing this. And Google, because you're using a Google product, which is their review system, they're gonna bump you up super fast if you get a bunch of reviews, literally, if you got five, five star reviews right now, if you create a website tonight, you can link it up with your Google page and you got five reviews the next week, I can guarantee you'd be on at least the first page of Google in your area. If someone types in lawn care service and your city name, because they're just wide open right now. No one's like focused on this in your area. And this is where it's going like as far as marketing. And we can talk about, you know, print marketing and all the things. Like, we've tried it all and it works. And it does work. Like there's, that's always an option. But the more, like, the more and more I'm in this and the more and more I see it, your customer acquisition cost, how much money you pump into the system is greatly reduced. When you have a great website, when people in your area, right when they search anything to do with landscaping or lawn care, you are popping up. And like, literally we don't spend any money on marketing. And it's not because of word of mouth, it's because of our website. And I can just, I can literally just track how many people are clicking on it, what our conversion is. It's just that's how you're gonna grow. And you know, obviously down the road, having office location is a great way to build up the hardscaping aspect and all of that. But like, I can see, you know, I can see you easily tripling your company in the next year just by doing that, because your, your residential will just increase immense. Like your commercial, your commercial is more relationship based. You're dealing with property managers, you're dealing with the city, you're dealing with contracts. They're less likely to go Google a lawn care business. But your residential people, most of them are looking online. Like the first thing they do is either pull out their phone if they're younger, if they're not Younger, they're gonna be looking it up on Google Online. And so that's where you wanna be. Cause that's kinda where the eyeballs are at right now. And you know, in 10 years that might be totally different. You know, it might be a different ball game. But for right now, like the biggest thing you could do is really, you know, work on the, on the website. If you just created a simple one now, linked it up with your Google page, got some reviews, didn't really focus on the SEO or creating a blog on it or links. Don't worry about all of that. Work on that during the winter, even this year, even if you just got the website up, you just linked to your Google page and got the app, got it started and then just let it sit even and then come start November, December when you slow down a bit, start working on it a little bit more. We can even have another call and see how we can tweak it to get, get higher ranked up there.

But like that, that, that would be the one takeaway I would kind of share with you.

Now. Quick question.

Do you have anybody that you recommend for, for a website in this field?

Yeah, like I honestly I don't, I wouldn't recommend spending a bunch of money on it. Like if I were you, I would go to weebly.com and do a page with them. I don't have any sort of affiliation with them that are super, super simple. And if you're not like a designer, if you can use Microsoft Word, that's what I always say, you can easily use Weebly and our site. I don't know if you've ever looked at my site. It's not the best site in the world. It was created on Weebly though, and it looks somewhat decent and we ranked number one in our whole county regardless of what you put. So the reason I say that is because someone else in my area could hire them, probably pay them a few thousand dollars. They could make a better design look to the website for sure. Especially on mobile. However, Weebly, WordPress, Foursquare, all these companies that make these websites, they have SEO down. Like they have your pages load super fast, your pictures are optimized, like they're SEO friendly. And so that's what I would focus on right now. You don't need to be spending a bunch of money. You can literally go on Weebly. Get yourself your domain, make sure it has your business name or your something even. Like what's the name of your business by the way? Christian?

It's Ground Effects.

Ground Effects.

It's kind of close to grounds. Guys, just looking here one second, I am looking on, I'm seeing what your URL could be. Because like the reason I say that is because you could do something like ground effects.com if it's available or you could do something like brandonlawncare.com and then it just goes to your page. The reason I say either way, if I was you, if you're doing this long term, I'd try to brand and do grounds effects.com, it's like right now, ground effects.

Searching it. So right now ground effects.com is taken. But you could do ground effects.

Ground effects. I think my wife had actually looked at that.

Yeah. Lawn, you mostly don't get lawn care.

Mercy Ground effects. Lawn care is 350. Yeah. Like just get creative. You know, you can search, you know how to do that. Like search for that and then. But I wouldn't stress about that. You can get that on Weebly. I think it's like $20 a year for the domain. You know, you can get a pro membership which essentially allows you some cool features. On Weebly, I think it's like 10 or no, the starter. The starter package on weebly, it's like $10 a month. It allows you to have your custom domain, allows you to have no Weebly signature at the bottom of your pages, stuff like that. And literally you spend three, four hours working on that, you're gonna get a decent looking website. I'd just throw up some pictures. I'd have your homepage that explains kind of about your company. I'd have a contact page and I'd have some before and after pictures. And like I said, if you can make a Word document, you can easily drag in some pictures that super drag and drop essentially. And then come winter when you have some more time on your hands, we can work out. Okay, do we put captions on these pictures that are SEO friendly? We wanna mention zip codes. We want to dig into the SEO tools that Weebly gives you to make sure that your headers are correct and your titles are search friendly. Have you know, zip codes and city names and the things that you do, lawn care, landscaping, cleanup, blah blah, blah. That should all be like in all those different areas. But that's something you can work on in the winter.

If I were you, right now, the main thing is, you know, just kind of get started on the website.

Okay.

And the reason for that too, it's just so much more shareable for people. Like even, you know, word of Mouth. If they're going to give someone your phone number, that's fine, but that's like a business card. Whereas if they can say, just go to ground effects dot com, that person can remember that a little bit easier. Go home, search it. I'd put it on your trucks, if you're able to. Your website and stuff. Maybe you could wait on that till next spring once you developed a little bit more. Have some nice pictures, stuff like that, if that's what you want. But honestly, looking at your area, it's wide open. As far as the search side.

If we were to be talking in two, three months, we'd be working on doing one thing, and that's essentially dominating the search term lawn care brand in Mississippi. That's all we'd be doing. So we would make blog posts that have links that would have. We would mention that term a whole bunch, essentially. So anytime anyone in your area, they don't even have to put brand in Mississippian. If they just search lawn care or the landscaping, those two or three things that we'll kind of target, they'll. It'll always pull you up first if you've written blogs about it and you have links to other stuff. So we can work on that later. But literally, even without that stuff, you would see the results come next spring, really, is when you really start to see it, especially on the residential side.

So.

Well, outside. Well, outside of. Outside of that, we have a couple minutes. But outside of like the. The website stuff, is there something I can help with you? Because that's kind of like, in the future, like, that's going to kind of a little bit of a longer play, and I do think that's kind of the main thing I would focus on if I was you. But is there something else or anything else I can help you with?

Yeah, you know, like I said, we're going through the.

Course right now.

Okay.

I listen to a lot of your podcast and stuff, and you talk about, like, Facebook ads. How do you come up with, like, the design and content and, you know, for Facebook? I mean, how do you. How do you do that, Mike?

Yeah.

Yeah. So which are you on module two, then, right now?

You know, I'm sorry, you broke up a little bit.

Oh, sorry. Do you know which module you are in right now in the course? Is it two or three?

We're on three.

Okay. So you're kind of starting marketing right now?

Yeah.

Okay. Have you watched the video already on the website stuff? Kind of where I talk about it a lot?

We did. Right.

Okay. So, yeah, that's not even, you know, make a whole lot of sense even until you actually make the website. But then I'd go back and watch that whole module over again once you have a website. And same thing with the Facebook thing. Honestly, Facebook is a gateway to get them on your website. That's why the website's so crucial, because everything you do after that is essentially pointing people to a website. Everything from your email signature, it's gonna have a link to your website, your business card link to your website. Everything kind of goes through your website. And so Facebook ads, I wouldn't even worry about it until the website's something you can be proud of once they get there, because you want that to be the website is the new business card. So now if you're gonna spend a bunch of money to get someone to your website through a Facebook ad, you better be sure that that's gonna convert. Right. Cause you just paid for them to get there. So I'd focus on the website until next spring at least. And I think you'll be so blown away with how much business you get, you might not even want, you know, the ads until later in the year. But that being said, as far as Facebook ads, it's. You don't want to over complicate it. Like, honestly, you don't need design background. It's a picture, it's a little bit of text. It's simple. I actually created. There's a video on there at the end of module three that I actually walk through creating a Facebook ad. So you'll see that, and even that it looks complicated. And I kind of actually skipped some of the more complex things in there because it gives you a lot of data, but it's not super complicated. It's super simple. But like I said, I would create the website if I were you, and then watch that video, the whole module over again. And then next year, maybe then look at using Facebook ads or even Google AdWords or something like that online. But like I said, the business card is your website. And you want to make sure that if you're gonna pay for someone to get to the website, that it's gonna convert. And so work on that during the winter, I'd say, before we start focusing on getting people to the website.

Right?

Yeah.

Okay, quick question for you.

Yep.

How many guys do you keep or do you run on, like, your maintenance crew?

Yeah. So everyone has their own opinion on this, how this runs. And my opinion on this is unless, like, I really feel that until, like, like when you're a small business. I really feel like your employees, you should be kind of customizing it to how they like it. And what I mean by that is most guys don't want to be one or the other. This is from my experience. They don't want to just be mowing five days a week, but then they don't want to be building a wall. You know, walls and patios and cleanups, you know, five days a week. So most of my guys like to alternate. They like the change. They like every day at five, you know, around five o', clock, getting their schedule for the next day and not really knowing what it's gonna be. They kinda like that. We try to mix it up. You know, a few days of this, a few, you know, lawn care and mowing, and then you switch, so it's not too monotonous. Most of them, however, once they get into, like, if they want to start, kind of specialize, make more money, be a manager, then they focus on that. On the other hand, though, I make sure I stay in contact with them and say, hey, like, if you like a certain part of the job better, we'll try to accommodate, like some of the guys, they like to be on their solo mowing route. They go super fast, they're super efficient. They just like to plug in their headphones and go for it all day. They don't want to be on. They don't have to be talking to a client or, you know, focusing on laser leveling and stuff like that. Right. So. But then there's other guys that like, mowing for more than two days in a row. Absolutely drives them crazy. They want something a little more challenging, and then I just have to customize it to them. As far as efficiency, it's probably more efficient if you always had someone on maintenance and then you had other guys that were only landscaping because they'd get better at what they do. However, I'm more interested in making sure I keep my guys on board and long term. And so if they feel like, you know, lawn care needs a. If they want a day halfway through the week of landscaping or I try to do that, to just kind of break it up for them and then just stay in communication, that's the biggest thing, is stay in communication with them. And so when it comes to that question of, like, do I keep them on one thing or do I break them up? I always say, treat your employee. They should be the number one asset. They're. The most important thing is to stay in communication with them. That's the most important thing, if they want to be on one thing, go for it. That, like, that's better for the business. But on the other hand, you'd rather retain them and kind of customize their experience by switching things up if they want it.

Right. I know you're pressed for time, but one other quick question. How do you keep. How do you keep your guys full time in the winter? Because like here when, when, you know, when our season's over for, you know, pretty much December, January and February, I mean, we're, we're dead, you know, as far as we don't have snow removal, we don't have, you know, we're pretty limited. Do you rehire some in the spring or how do you do that?

Yeah. So especially as you grow, the number one way you're going to be able to grow, like, sustainably is having guys that you know are going to be coming back the year after, like their career. They're in it for the long term. And really though, it's tough to create a business like that until you have substantial revenue. You can pay them more, you have bigger jobs. So, like, honestly. So this is this. We're going into our fourth winter this coming year, and it's the first winter that I really feel I'm gonna be able to keep my guys busy if they want to be busy. And what I mean by that is, like, most of the guys are working 50 plus hours a week right now. They're happy to take it a little bit easier during the three months of winter that we have, and they're willing, they're happy to spend, to only work 20, 30 hours a week or go on vacation or whatever and travel however I need. I feel I'm like, obligated really to make sure that if someone has a family and they need to have the income throughout the winter, that I have the work for them. And so that's kind of how we kind of. This is the first winter where I feel confident we can do that, where it's like, okay, if you want your 40 hours, you can come get them. We'll have work for you. And so really when I was your size at 10amonth, and even up 30, 40, 50, even last year when we were 70, it was still not very busy. This is the first year and it just comes with size. It comes with the number of clients you have. You can email blast everyone out if you have a few hundred clients and literally just say, hey, we're doing this this week. Pressure washing, and you can fill up your schedule. We started, we have the dump trucks and everything. So that just opens up all the doors. So I could give you kind of like some practical tips to get some. But really to get like a full, like where you can keep guys full time almost year round, you really do have to have the scale. And that comes with having the residential, having, you know, a couple hundred clients. It just makes it easier. And so until you get through that, that kind of phase, like I like if I was to give you practical tips, I'd actually tell you, listen to the last podcast episode that I recorded yesterday. It was actually with a guy, he does windows and he had the same issue. And so we kind of hashed out a lot of stuff about seasonal businesses, how to keep your guys busy. And I actually gave him like some very specific tools. Like how do you like. For instance, we talked about going online and seeing open houses that are coming up and then asking the realtor, saying, hey, we can do it. You know, giving them essentially a quote for cleaning it up by this, you know, go through them, all the open houses on Monday, Tuesday that are gonna be up the upcoming week, and essentially going to those places, giving them a quote and send it to the real estate agent. It's also time to build relationships with the real estate agents, with property managers. It's a good time to do other services like pressure washing, gutter cleanouts, all our trimming work, you really can do that in the winter. And so we incentivize people. If they have a big job in September, I say, hey, we can do it in October if you want, like when you would usually do it. However, if you wait till December, you're going to get X amount off. And so that's, that's the gateway is essentially.

Reducing your price. That's the kind of the gateway to get winter work. So like when we're really like, we just go crazy in September, we're super busy and then it drops off pretty hard in November. So I said, hey, in September, I say, tell people, hey, if you can wait two months, we can do this work. And it's going to cost you 20% less. Most people go for it. And so that's the way, that's the entry way to do it. The best way is you don't have to discount your prices because you actually have work sitting around. And so for us, what we've tried to do is move all of the work for commercial jobs like trimming their cleanups, all of that we put in like December, January, February, and that's the beauty of having you have quite a bit of commercial. If you're able to move your contract around come renewal to the dates on which you do the trimmings and stuff, instead of doing it spring and fall, for instance, on your trimmings and cleanups when you're super, super busy, you can try to get them to do it in the winter when you actually have time on your hands.

Okay, well, looks like I'm gonna get busy.

Good, good, good. So let's stay in touch. Based upon your area though, Christian, I really think your website, you can really actually dominate your area with it. There's not much competition when the grounds guys are high in Google, you know, it's pretty easy to break into the market because their websites are all standardized across their entire platform. So like they don't, they don't have very good SEO because they have, they're trying to do SEO for the entire country. You can really, you can, you can kill them. So I, you know, definitely do the, do those steps. I will probably get you a recording of this so you can kind of go through it again. But then do the website, do the Google thing. Try to get some reviews on Google from your clients and then you can actually send them a link that will open it right up to where they need to essentially just type in a review. You can actually pre fill now five stars. So you can actually send people a link and it goes directly to your Google, your, sorry, your Google page where they can write a review and it's already pre populated with five stars and so they just gotta start typing away. Okay. So like, so like for instance on that one, if you go to our website augustalongrissers.com review, you'll see how we do.

What was that last?

Yeah, it's slash review.

No, before that.

Oh, augustalawncareservices.com oh, okay.

Okay.

Just our site. Yeah, no worries. Our site review, it's not on the main page because we give that to our clients. If they want to give us a review, we say, hey, go to this site. And we essentially just have four links. And if you click on the Google one, it should, as of a couple weeks ago, it should go to what I was just talking about where it'll automatically take you to Google. It'll automatically pre populate the five stars and then ask for your review to just start typing as long as you're already signed into YouTube or Google or Gmail or something because you just have to be signed in. But that's kind of like the, the thing I would do, you know, website, Google, try to get some reviews and then give me an email. And once you start slowing down in, like, November, and then we'll go on there and I'll give you some, like, items of exactly what we should be doing to get the SEO up. And the number one thing is gonna be getting Google reviews. So if you want to work on that beforehand, great. Obviously, you want it to be looking somewhat decent if you're pointing people in that direction. So I wouldn't herald it on the hills until it looks, you know, you have a contact page, you know me, how you started the business, and then some pictures. Like, that's the basic bare bones of what you need. And then we can get fancy during the winter.