WEBVTT
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There are a million problems in every home service business, but figuring out which problem to solve is many times the hardest part.
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Every single day you have employee issues, customer issues, jobs are going wrong.
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00:00:12.414 --> 00:00:19.995
Equipment is falling apart, but figuring out what are the big dominoes, the big issues that if you were to solve them would allow the business to grow.
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00:00:20.475 --> 00:00:21.716
That's the hard part.
5
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Today's video, I'm going to talk with 10 different entrepreneurs and we're going to discuss this whole problem and how to fix it.
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Hi, Mike.
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My husband and I have been watching your videos.
8
00:00:33.589 --> 00:00:37.693
We started about five years ago because of COVID.
9
00:00:37.754 --> 00:00:41.757
And my husband was like, why don't we start a lawn care company?
10
00:00:41.958 --> 00:00:42.618
So we did.
11
00:00:42.818 --> 00:00:49.465
So what happened is I decided to obsessively start to watch you and learn everything I possibly could.
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And I
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it's been amazing.
14
00:00:53.349 --> 00:00:56.932
And so I realized we were undervaluing ourselves and our work.
15
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And so this winter we were priced in a place and I was like, just, that's $150 right there.
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And he was like, well, usually it's 75.
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And I'm like, Nope, we're just going to go for it.
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And then it got easier from there.
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But, and I went out and I got the t-shirts and,
20
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And I threw one on and I just started from like an hour away, driving up to every house and every business.
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The last person that I talked to and handed out a flyer to, she actually is a property manager.
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And she's going to give me three properties right now.
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And that is a mind-blowing thing right there to try to figure out how to be professional.
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I'm trying to learn so that maybe we can get certified as a woman-owned business.
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Yeah.
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Yeah, it's all overwhelming.
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It's really super overwhelming.
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And so I wondered, my question is, should I give, she said that she wants it to be known that she's going to add 25%.
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for her upcharge or something when she presents.
30
00:02:04.943 --> 00:02:06.303
So we should just know that.
31
00:02:06.583 --> 00:02:19.330
And I wondered if somehow maybe because she says she has like 12 other properties, somehow maybe I should like try to, you know, give her like 5% discount or something.
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Yeah, so she's the middleman.
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She's subbing this work out to you.
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Yeah.
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I would not recommend taking the work.
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I think if you put your energy towards other things, you're going to grow the business better.
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That 25% that she's marking up is your profit.
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That's what she's going to go charge them.
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She's going to upcharge and get that work.
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And it's going to probably, revenue-wise, it's going to look good for you.
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But I can almost guarantee, like these relationships always end poorly.
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And the middleman just burned through...
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two small contractors that are willing to do low, low profit margin work.
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And so go ahead.
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We kept our prices up.
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Like we, we made it our new high price.
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Okay.
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Yeah.
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Then just a function of like, do they see the value of what you're doing?
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Like, I would not over think whether or not you get this one contract, like one contract and one customer has never saved me.
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And every single time I think I get a big one, I'm like, Oh, it's going to change everything.
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And it always doesn't.
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So I would never adjust the business based upon a customer.
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I would adjust the business based upon my goals.
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And so what I would be very careful of is being overwhelmed by this customer, by all these things that seem overwhelming, like technology, like changing the LLC.
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These are all things that can be overwhelming, or we just realize this is part of doing business and being careful about labeling ourselves as not being able to know technology and not being able to know technology.
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even when it comes to like women-owned businesses and things like that, there's no one ever been said that like they labeled themselves a women-owned business and immediately their business took off to the moon.
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It's do you solve customers' problems?
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And do you then deliver on that service at a high level?
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And do you do it efficiently?
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That's the only thing that matters.
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And so I would be very careful about labeling yourself or thinking that doing so is going to lead to success because the only thing that leads to success is doing work at a high quality, at a margin and consistently.
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And so I think-
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The steps you're making now, like even like upgrading the systems, the technology, upping your prices, all very good.
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Focus on those things because you can control that.
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You can't control if she accepts the job.
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You can't control whether or not the labels change, whether or not the LLs.
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It doesn't matter.
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Just focus on what you can control, and then you'll feel more in control because the things that you're actually working on, you can make a meaningful impact on.
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And so you can learn technology.
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Like I always think of – there's one owner inside Augusta.
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His name is Mike Cooper.
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He came training.
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He's like 60 years old.
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He came.
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I'm like there is – I told the leadership team after him.
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I'm like I'm really concerned from a technology perspective that he's going to be able to pick things up because we use a lot of software.
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Not just like Homeworks.
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We use paid for performance.
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We use QuickBooks.
81
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We have backend stuff for Command Center.
82
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We have a whole bunch of different apps.
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Like we have a lot of software.
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That guy now has two locations and uses AI probably more than me.
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That's, yes, you're so old.
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He's Christmas lights, but taking photos of every single house, then just telling AI to put a certain type of lights on there.
87
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And he would just send the client, the text message with a picture.
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Like he crushed it.
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And he's like more into AI and stuff more than I am.
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And so I would just know that like,
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Technology is a skill that you can learn.
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And if you have the humility to know you have a deficit, then you should be able to have the self-reflection to also gain that skill.
93
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So you can learn technology.
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You can learn how to change your prices.
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You can learn how to be professional.
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And to just focus on those skills because that's a binary as to whether or not that's valuable to the business, whether or not it's valuable to have this customer or a label or the LLC being changed, maybe it'll help.
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But I don't know that for sure.
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Yeah.
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Yeah.
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Well, thank you.
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So are you saying, what I hear you saying is focus on things that we can control that we know will make a difference and not so much things like that huge bid.
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Cause it's taken me like two days to put that together.
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It's three different commercial properties.
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My wife's been like grinding on this woman owned business and grants and changing LLCs and just looking for an edge.
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Yeah.
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You've got to ask yourself, the people that have got what you want and reached the goals that you aspire to have, if you ask any of them what made you successful, none of them are going to say, it's because I got a grant for being a woman-owned business or I changed the LLC structure of my entity.
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None of them.
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They will say, I...
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I had a great team.
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I had a great product.
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I found great customers.
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And I just focused on what I can control.
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And the thing that makes this really difficult is there's so many distractions that are out of your control.
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Politics, economics, go down the list.
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You can't control any of that.
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What I can control is get enough customers so I can hit capacity and raise prices.
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And that's all I think about because I can control that.
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And the minute that you feel in control, you can actually take action because when you feel out of control, you stop taking action and things take two days to send an estimate.
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Yeah.
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Yeah, so that sounds much more controllable, what you just said.
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I would take everything you're thinking about and all the problems and the things that you're kind of juggling, and I would just start asking, can I actually move the needle on this in the next 24 hours?
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If no, off my plate.
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Oh, okay.
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Okay.
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Yeah.
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So I guess kind of on another subject, and I know we're taking a while, we'll try to hurry.
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But the reason my wife was looking into the woman owned business grants is because we need to like add equipment, upgrade a truck, things like that.
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And our credit situation isn't to where we can just go out and get loans for those things.
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What would your success be?
1
00:00:00.471 --> 00:00:08.133
There are a million problems in every home service business, but figuring out which problem to solve is many times the hardest part.
2
00:00:08.653 --> 00:00:12.334
Every single day you have employee issues, customer issues, jobs are going wrong.
3
00:00:12.414 --> 00:00:19.995
Equipment is falling apart, but figuring out what are the big dominoes, the big issues that if you were to solve them would allow the business to grow.
4
00:00:20.475 --> 00:00:21.716
That's the hard part.
5
00:00:22.216 --> 00:00:27.957
Today's video, I'm going to talk with 10 different entrepreneurs and we're going to discuss this whole problem and how to fix it.
6
00:00:29.025 --> 00:00:30.526
Hi, Mike.
7
00:00:31.107 --> 00:00:33.529
My husband and I have been watching your videos.
8
00:00:33.589 --> 00:00:37.693
We started about five years ago because of COVID.
9
00:00:37.754 --> 00:00:41.757
And my husband was like, why don't we start a lawn care company?
10
00:00:41.958 --> 00:00:42.618
So we did.
11
00:00:42.818 --> 00:00:49.465
So what happened is I decided to obsessively start to watch you and learn everything I possibly could.
12
00:00:50.226 --> 00:00:50.466
And I
13
00:00:51.687 --> 00:00:52.948
it's been amazing.
14
00:00:53.349 --> 00:00:56.932
And so I realized we were undervaluing ourselves and our work.
15
00:00:57.432 --> 00:01:05.180
And so this winter we were priced in a place and I was like, just, that's $150 right there.
16
00:01:05.200 --> 00:01:07.362
And he was like, well, usually it's 75.
17
00:01:07.382 --> 00:01:09.163
And I'm like, Nope, we're just going to go for it.
18
00:01:09.604 --> 00:01:11.665
And then it got easier from there.
19
00:01:11.726 --> 00:01:15.969
But, and I went out and I got the t-shirts and,
20
00:01:16.670 --> 00:01:22.654
And I threw one on and I just started from like an hour away, driving up to every house and every business.
21
00:01:22.694 --> 00:01:29.518
The last person that I talked to and handed out a flyer to, she actually is a property manager.
22
00:01:30.458 --> 00:01:34.921
And she's going to give me three properties right now.
23
00:01:35.081 --> 00:01:39.904
And that is a mind-blowing thing right there to try to figure out how to be professional.
24
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I'm trying to learn so that maybe we can get certified as a woman-owned business.
25
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Yeah.
26
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Yeah, it's all overwhelming.
27
00:01:47.931 --> 00:01:49.414
It's really super overwhelming.
28
00:01:49.434 --> 00:01:57.989
And so I wondered, my question is, should I give, she said that she wants it to be known that she's going to add 25%.
29
00:01:59.920 --> 00:02:04.382
for her upcharge or something when she presents.
30
00:02:04.943 --> 00:02:06.303
So we should just know that.
31
00:02:06.583 --> 00:02:19.330
And I wondered if somehow maybe because she says she has like 12 other properties, somehow maybe I should like try to, you know, give her like 5% discount or something.
32
00:02:19.779 --> 00:02:21.520
Yeah, so she's the middleman.
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She's subbing this work out to you.
34
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Yeah.
35
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I would not recommend taking the work.
36
00:02:27.705 --> 00:02:30.908
I think if you put your energy towards other things, you're going to grow the business better.
37
00:02:31.348 --> 00:02:33.930
That 25% that she's marking up is your profit.
38
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That's what she's going to go charge them.
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She's going to upcharge and get that work.
40
00:02:38.434 --> 00:02:41.196
And it's going to probably, revenue-wise, it's going to look good for you.
41
00:02:41.636 --> 00:02:45.079
But I can almost guarantee, like these relationships always end poorly.
42
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And the middleman just burned through...
43
00:02:47.881 --> 00:02:51.742
two small contractors that are willing to do low, low profit margin work.
44
00:02:52.102 --> 00:02:53.303
And so go ahead.
45
00:02:53.903 --> 00:02:55.083
We kept our prices up.
46
00:02:55.483 --> 00:02:57.824
Like we, we made it our new high price.
47
00:02:57.984 --> 00:02:58.924
Okay.
48
00:02:59.064 --> 00:02:59.484
Yeah.
49
00:02:59.504 --> 00:03:02.125
Then just a function of like, do they see the value of what you're doing?
50
00:03:02.325 --> 00:03:10.247
Like, I would not over think whether or not you get this one contract, like one contract and one customer has never saved me.
51
00:03:10.708 --> 00:03:13.929
And every single time I think I get a big one, I'm like, Oh, it's going to change everything.
52
00:03:14.169 --> 00:03:15.269
And it always doesn't.
53
00:03:15.949 --> 00:03:19.893
So I would never adjust the business based upon a customer.
54
00:03:20.353 --> 00:03:21.975
I would adjust the business based upon my goals.
55
00:03:22.495 --> 00:03:32.284
And so what I would be very careful of is being overwhelmed by this customer, by all these things that seem overwhelming, like technology, like changing the LLC.
56
00:03:32.564 --> 00:03:42.453
These are all things that can be overwhelming, or we just realize this is part of doing business and being careful about labeling ourselves as not being able to know technology and not being able to know technology.
57
00:03:43.393 --> 00:03:50.415
even when it comes to like women-owned businesses and things like that, there's no one ever been said that like they labeled themselves a women-owned business and immediately their business took off to the moon.
58
00:03:51.015 --> 00:03:52.655
It's do you solve customers' problems?
59
00:03:53.175 --> 00:03:55.616
And do you then deliver on that service at a high level?
60
00:03:55.876 --> 00:03:56.876
And do you do it efficiently?
61
00:03:56.956 --> 00:03:57.897
That's the only thing that matters.
62
00:03:58.397 --> 00:04:09.379
And so I would be very careful about labeling yourself or thinking that doing so is going to lead to success because the only thing that leads to success is doing work at a high quality, at a margin and consistently.
63
00:04:09.920 --> 00:04:11.120
And so I think-
64
00:04:12.001 --> 00:04:17.429
The steps you're making now, like even like upgrading the systems, the technology, upping your prices, all very good.
65
00:04:17.669 --> 00:04:20.132
Focus on those things because you can control that.
66
00:04:20.413 --> 00:04:22.035
You can't control if she accepts the job.
67
00:04:22.296 --> 00:04:25.601
You can't control whether or not the labels change, whether or not the LLs.
68
00:04:25.781 --> 00:04:26.241
It doesn't matter.
69
00:04:26.642 --> 00:04:34.329
Just focus on what you can control, and then you'll feel more in control because the things that you're actually working on, you can make a meaningful impact on.
70
00:04:34.709 --> 00:04:36.291
And so you can learn technology.
71
00:04:36.591 --> 00:04:38.573
Like I always think of – there's one owner inside Augusta.
72
00:04:38.593 --> 00:04:39.354
His name is Mike Cooper.
73
00:04:39.374 --> 00:04:40.154
He came training.
74
00:04:40.355 --> 00:04:41.255
He's like 60 years old.
75
00:04:41.556 --> 00:04:41.836
He came.
76
00:04:41.856 --> 00:04:43.878
I'm like there is – I told the leadership team after him.
77
00:04:43.898 --> 00:04:49.303
I'm like I'm really concerned from a technology perspective that he's going to be able to pick things up because we use a lot of software.
78
00:04:49.523 --> 00:04:50.303
Not just like Homeworks.
79
00:04:50.323 --> 00:04:51.464
We use paid for performance.
80
00:04:51.484 --> 00:04:52.124
We use QuickBooks.
81
00:04:52.144 --> 00:04:54.025
We have backend stuff for Command Center.
82
00:04:54.225 --> 00:04:55.486
We have a whole bunch of different apps.
83
00:04:55.506 --> 00:04:56.927
Like we have a lot of software.
84
00:04:57.367 --> 00:05:00.828
That guy now has two locations and uses AI probably more than me.
85
00:05:01.109 --> 00:05:02.229
That's, yes, you're so old.
86
00:05:02.269 --> 00:05:08.092
He's Christmas lights, but taking photos of every single house, then just telling AI to put a certain type of lights on there.
87
00:05:08.112 --> 00:05:11.534
And he would just send the client, the text message with a picture.
88
00:05:11.614 --> 00:05:12.794
Like he crushed it.
89
00:05:13.314 --> 00:05:15.615
And he's like more into AI and stuff more than I am.
90
00:05:16.056 --> 00:05:18.257
And so I would just know that like,
91
00:05:18.877 --> 00:05:20.398
Technology is a skill that you can learn.
92
00:05:20.558 --> 00:05:27.382
And if you have the humility to know you have a deficit, then you should be able to have the self-reflection to also gain that skill.
93
00:05:27.762 --> 00:05:29.043
So you can learn technology.
94
00:05:29.383 --> 00:05:30.784
You can learn how to change your prices.
95
00:05:31.004 --> 00:05:32.445
You can learn how to be professional.
96
00:05:32.725 --> 00:05:43.151
And to just focus on those skills because that's a binary as to whether or not that's valuable to the business, whether or not it's valuable to have this customer or a label or the LLC being changed, maybe it'll help.
97
00:05:43.531 --> 00:05:44.471
But I don't know that for sure.
98
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Yeah.
99
00:05:45.232 --> 00:05:45.372
Yeah.
100
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Well, thank you.
101
00:05:46.733 --> 00:05:57.796
So are you saying, what I hear you saying is focus on things that we can control that we know will make a difference and not so much things like that huge bid.
102
00:05:58.096 --> 00:06:00.537
Cause it's taken me like two days to put that together.
103
00:06:00.577 --> 00:06:02.177
It's three different commercial properties.
104
00:06:03.097 --> 00:06:12.200
My wife's been like grinding on this woman owned business and grants and changing LLCs and just looking for an edge.
105
00:06:13.461 --> 00:06:13.621
Yeah.
106
00:06:13.641 --> 00:06:26.714
You've got to ask yourself, the people that have got what you want and reached the goals that you aspire to have, if you ask any of them what made you successful, none of them are going to say, it's because I got a grant for being a woman-owned business or I changed the LLC structure of my entity.
107
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None of them.
108
00:06:27.775 --> 00:06:28.456
They will say, I...
109
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I had a great team.
110
00:06:30.136 --> 00:06:30.977
I had a great product.
111
00:06:31.297 --> 00:06:32.297
I found great customers.
112
00:06:32.497 --> 00:06:33.977
And I just focused on what I can control.
113
00:06:34.277 --> 00:06:39.439
And the thing that makes this really difficult is there's so many distractions that are out of your control.
114
00:06:39.639 --> 00:06:42.399
Politics, economics, go down the list.
115
00:06:42.579 --> 00:06:43.479
You can't control any of that.
116
00:06:43.679 --> 00:06:47.820
What I can control is get enough customers so I can hit capacity and raise prices.
117
00:06:47.920 --> 00:06:50.321
And that's all I think about because I can control that.
118
00:06:50.361 --> 00:06:57.643
And the minute that you feel in control, you can actually take action because when you feel out of control, you stop taking action and things take two days to send an estimate.
119
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Yeah.
120
00:06:58.861 --> 00:07:02.126
Yeah, so that sounds much more controllable, what you just said.
121
00:07:02.526 --> 00:07:11.178
I would take everything you're thinking about and all the problems and the things that you're kind of juggling, and I would just start asking, can I actually move the needle on this in the next 24 hours?
122
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If no, off my plate.
123
00:07:12.840 --> 00:07:13.621
Oh, okay.
124
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Okay.
125
00:07:14.335 --> 00:07:14.495
Yeah.
126
00:07:14.776 --> 00:07:19.163
So I guess kind of on another subject, and I know we're taking a while, we'll try to hurry.
127
00:07:19.203 --> 00:07:31.643
But the reason my wife was looking into the woman owned business grants is because we need to like add equipment, upgrade a truck, things like that.
128
00:07:32.064 --> 00:07:36.671
And our credit situation isn't to where we can just go out and get loans for those things.
129
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What would your success be?
