# I Bought 5 Boring Businesses, 4 Failed - Last One Makes $70K/Month https://www.youtube.com/watch?v=3I9C2ObFQk0 Translation: es [00:00] 2023 we did 75,000 in revenue. En 2023 tuvimos 75.000 en ingresos. [00:04] 2024 we did 138,000. En 2024 tuvimos 138.000. [00:06] 2025 we did 550,000 En 2025 tuvimos 550.000 [00:09] and this year we are on pace to do about 850,000. y este año estamos en camino de hacer unos 850.000. [00:13] Ryan didn't start a business, he bought four different businesses and this one is paying off massively. Ryan no empezó un negocio, compró cuatro negocios diferentes y este está dando grandes frutos. [00:19] I think that I could be doing 10 million a year. Creo que podría estar haciendo 10 millones al año. [00:21] Wow. Guau. [00:21] Without quitting his job, he put his money into a portfolio of boring businesses. Sin dejar su trabajo, puso su dinero en una cartera de negocios aburridos. [00:25] These are all his businesses and the one that you could start for cheap or buy today. Estos son todos sus negocios y el que podrías empezar barato o comprar hoy. [00:31] I acquired another small little company in August of last year. Adquirí otra pequeña empresa en agosto del año pasado. [00:35] So, I invested in two locations of a franchise for a bespoke clothing company. Así que invertí en dos locales de una franquicia de una empresa de ropa a medida. [00:40] You're still working a day job. Todavía estás trabajando en un empleo diurno. [00:42] Correct. Correcto. [00:42] So, I buy a semi truck. Así que compro un camión semirremolque. [00:44] You buy one? ¿Compras uno? [00:44] I buy one. Compro uno. [00:45] Did you pay cash for it? ¿Lo pagaste en efectivo? [00:45] Did you use new, finance it? ¿Usaste nuevo, lo financiaste? [00:47] What's your how did you do it? ¿Cuál es tu cómo lo hiciste? [00:52] So, how did you get into the landscaping business? Entonces, ¿cómo te metiste en el negocio de la jardinería? [00:54] Why don't we go with that? ¿Por qué no seguimos con eso? [00:56] Yeah, so the long story short is that originally I was living in Miami in Sí, la historia corta es que originalmente vivía en Miami en [01:01] Brickell overlooking the Intracoastal. Brickell con vistas al Intracoastal. [01:03] Is that where you're from originally? ¿De ahí eres originario? [01:04] Or you said you're originally from Pittsburgh? ¿O dijiste que eres originario de Pittsburgh? [01:05] from Pittsburgh. de Pittsburgh. [01:07] But yeah, I lived 7 years in West Palm, then moved down to Brickell and then Fort Lauderdale and back to West Palm. Pero sí, viví 7 años en West Palm, luego me mudé a Brickell y luego a Fort Lauderdale y de vuelta a West Palm. [01:12] But I was at the time it was during COVID and I'm overlooking the Intracoastal and you know, I have the I have a great 9:00 to 5:00 job doing medical sales and I'm thinking I made it, right? Pero en ese momento fue durante el COVID y estoy con vistas al Intracoastal y sabes, tengo un gran trabajo de 9 a 5 haciendo ventas médicas y estoy pensando que lo logré, ¿verdad? [01:22] And uh COVID happened and fortunately I wasn't impacted, but I seen so many other people impacted even within my industry. Y ocurrió el COVID y afortunadamente no me vi afectado, pero vi a muchas otras personas afectadas incluso dentro de mi industria. [01:28] Yeah. Sí. [01:29] And I thought to myself, okay, you're too darn smart to be this darn stupid, right? Y pensé para mí mismo, está bien, eres demasiado inteligente para ser tan estúpido, ¿verdad? [01:33] To be relying on, you know, a business, you know, an employee. Para depender de, ya sabes, un negocio, ya sabes, un empleado. [01:38] So, you were doing like in-person, like door-to-door effectively medical sales? Entonces, ¿hacías ventas médicas en persona, como puerta a puerta? [01:42] Is that is that how you would describe it? ¿Es así como lo describirías? [01:43] Yeah, so essentially what we would sell, we would sell I was in a diagnostic space. Sí, así que esencialmente lo que vendíamos, vendíamos, yo estaba en un espacio de diagnóstico. [01:47] So, I was selling the diagnostic assays to medical professionals either in the hospital space or in clinic. Así que vendía los ensayos de diagnóstico a profesionales médicos, ya sea en el ámbito hospitalario o en clínicas. [01:56] And So, what would that actual process look like for you? ¿Y cómo sería ese proceso real para ti? [01:58] Were you given leads and then you had to go right ¿Te daban clientes potenciales y luego tenías que ir directamente [02:02] like how did that actually como fue que eso en realidad [02:03] No, it was really you go out and you you No, fue realmente que sales y tú tú [02:05] you hunt and whatever you kill. cazas y lo que sea que mates. [02:07] So you actually had to go out every now and again an inbound lead would come in or whatnot or maybe a referral from another physician but 95% of it was going out and and killing. Así que tenías que salir de vez en cuando llegaba un cliente potencial entrante o lo que sea o tal vez una referencia de otro médico, pero el 95% era salir y matar. [02:17] And was this your first first real job? ¿Y fue este tu primer primer trabajo real? [02:20] Um it was my first real sales job I would say. Um fue mi primer trabajo de ventas real, diría yo. [02:26] Not my first actual job but yeah it was my first I I would I would say probably my first big boy job anyhow. No mi primer trabajo real, pero sí fue mi primer, yo diría que probablemente mi primer trabajo de hombre grande de todos modos. [02:32] Yeah. And so it was how was it structured? Sí. Y entonces, ¿cómo estaba estructurado? [02:33] Was it mostly commission or was it salary plus commission? ¿Era principalmente comisión o era salario más comisión? [02:37] How did that work? ¿Cómo funcionaba eso? [02:39] Yeah it was salary plus commission base salary and then typically around 100,000 commission on target Sí, era salario más comisión, salario base y luego típicamente alrededor de 100.000 de comisión en objetivo [02:46] um structured that way. um estructurado de esa manera. [02:47] So commission plus salary. Así que comisión más salario. [02:50] When you say 100,000 commission meaning you were you were making $100,000 in commission or you had to make $100,000 to get commission? Cuando dices 100.000 de comisión, ¿significa que estabas ganando 100.000 dólares en comisión o tenías que ganar 100.000 dólares para obtener comisión? [02:56] So no the on target at goal 100% was 100,000 commission plus whatever the base salary was. Así que no, el objetivo al 100% era 100.000 de comisión más el salario base que fuera. [03:01] That's pretty industry Eso es bastante industria [03:03] standard within the medical space. estándar dentro del ámbito médico. [03:05] Um and so like how did they like how did they pay like pay you commission? Eh y entonces, ¿cómo te pagaban la comisión? [03:09] Was it was it percentage based on what you sold or like but did it depend on what it was that you're selling? ¿Era un porcentaje basado en lo que vendiste o dependía de lo que estabas vendiendo? [03:15] Like how did they actually structure that? ¿Cómo estructuraron eso realmente? [03:17] time with this company every company's a little bit different the way they structure it. tiempo con esta empresa, cada empresa es un poco diferente en la forma en que la estructuran. [03:20] At the at the time it was a growth goal of what the last year's was baseline. En ese momento, era un objetivo de crecimiento de lo que fue la línea base del año pasado. [03:26] So typically they'd add you know a 5% goal or 10% goal on the revenue that you your territory generated. Así que, normalmente, añadían, ya sabes, un objetivo del 5% o del 10% sobre los ingresos que generaba tu territorio. [03:34] And then you would be paid out based upon whatever that growth goal was. Y luego se te pagaría en función de cuál fuera ese objetivo de crecimiento. [03:38] And was is that because like most of the revenue you were getting was like recurring revenue that like it would just come back once you sold an account it would keep coming back. ¿Y es eso porque la mayor parte de los ingresos que recibías eran ingresos recurrentes que volvían una vez que vendías una cuenta, seguían volviendo? [03:46] Correct. Yes. Yes it was all recurring revenue. Correcto. Sí. Sí, eran todos ingresos recurrentes. [03:48] What was the target customer? ¿Cuál era el cliente objetivo? [03:50] At the time this was a pathology driven uh on the on the oncology side. En ese momento, esto estaba impulsado por la patología, eh, en el lado de la oncología. [03:55] So, pathology driven, some oncology as well, but we were heavy in the in the pathology going like after the um like the doctors themselves, after like the Entonces, impulsado por la patología, algo de oncología también, pero éramos fuertes en la patología, yendo tras los médicos mismos, tras los [04:03] administrative offices, like who would physicians, yeah. oficinas administrativas, como quiénes médicos, sí. [04:05] Physicians, whether it be an oncologist or a pathologist. Médicos, ya sea un oncólogo o un patólogo. [04:09] Medical directors. Directores médicos. [04:10] So, when you get a job like that, it's a your first big boy job, walk me through the the lead time or the the cycle of, you know, like when you first met a customer to like how long it takes them to actually purchase from you. Entonces, cuando consigues un trabajo así, es tu primer trabajo importante, explícame el plazo de entrega o el ciclo de, ya sabes, desde que conociste a un cliente hasta cuánto tiempo tardan en comprarte. [04:23] What did that look like? ¿Cómo se veía eso? [04:24] There would be instances where you would walk in and there was a an immediate need that you could solve for and you could walk out that day with, you know, maybe a couple processed specimens. Habría casos en los que entrarías y habría una necesidad inmediata que podrías resolver y podrías salir ese día con, ya sabes, tal vez un par de muestras procesadas. [04:35] That that sales cycle can take 3 years. Ese ciclo de ventas puede durar 3 años. [04:38] I mean, I have since I've been on board 4 years ago, I have literally leads that are still I'm working on, prospects that are just closing right now. Quiero decir, desde que me uní hace 4 años, tengo literalmente clientes potenciales en los que todavía estoy trabajando, prospectos que se están cerrando ahora mismo. [04:46] It's a 4-year cycle for a lot of these these larger institutions. Es un ciclo de 4 años para muchas de estas instituciones más grandes. [04:51] the reason I I brought brought up the cycle is I feel like um you know, it's hard for like when somebody starts an entrepreneurial journey, um everybody wants um you know, that la razón por la que mencioné el ciclo es que siento que, ya sabes, es difícil cuando alguien comienza un viaje emprendedor, todo el mundo quiere, ya sabes, eso [05:04] Quick success. Éxito rápido. [05:06] Um and everybody wants to say, "Okay, I'm going to I'm going to set up my shingle and then and next month I'm going to be profitable and making lots of money and living the good life." Um y todo el mundo quiere decir, "Vale, voy a poner mi negocio y el mes que viene seré rentable y ganaré mucho dinero y viviré la buena vida." [05:14] And the reality is that um you know, I think that sales is a great training ground for entrepreneurship because often times um you know, at least the the high-paid sales jobs have longer um you know, sales cycles because they're they're generally the longer the sales cycle, the more valuable the um the sale. Y la realidad es que um, ya sabes, creo que las ventas son un gran campo de entrenamiento para el emprendimiento porque a menudo um, ya sabes, al menos los trabajos de ventas bien pagados tienen ciclos de ventas más largos um, ya sabes, porque generalmente cuanto más largo es el ciclo de ventas, más valiosa es la um la venta. [05:32] Uh and um you know, I think it does take, you know, that persistence and patience um and process um that you, you know, are something you're doing consistently um and um to be able to see the results of that. Uh y um, ya sabes, creo que requiere, ya sabes, esa persistencia y paciencia um y proceso um que tú, ya sabes, estás haciendo consistentemente um y um para poder ver los resultados de eso. [05:46] And I think that that's kind of how entrepreneurship works and why sales is such a great place to start for that. Y creo que así es como funciona el emprendimiento y por qué las ventas son un gran lugar para empezar para eso. [05:52] Yeah, and I would agree with you totally, and and a lot of it also, too, is putting all of the pieces together, as well. Sí, y estaría totalmente de acuerdo contigo, y mucho de ello también, es juntar todas las piezas, también. [05:57] I mean, some of these long sales cycles, you're talking to different contacts from different divisions, and putting all that together, a lot of the times it's like herding cats, right? Quiero decir, algunos de estos ciclos de ventas largos, estás hablando con diferentes contactos de diferentes divisiones, y juntando todo eso, muchas veces es como arrear gatos, ¿verdad? [06:04] Yep. Sí. [06:05] So, yeah, it's it's been a it's been a really good learning curve for me, and it's been transferable over into what I'm currently doing now. Entonces, sí, ha sido una ha sido una curva de aprendizaje realmente buena para mí, y ha sido transferible a lo que estoy haciendo actualmente. [06:12] So, you you started in sales in COVID, and then you you decided you wanted to get out of the 9-to-5. Entonces, empezaste en ventas en COVID, y luego decidiste que querías salir del horario de 9 a 5. [06:15] Um, so, what does that look like? Um, entonces, ¿cómo se ve eso? [06:19] Yeah, so I was in sales for numerous of years, but once COVID hit, that's whenever I started to think bigger, you know, and I've always had this kind of entrepreneur mindset, like I wanted to do something on my own. Sí, estuve en ventas durante varios años, pero una vez que golpeó COVID, fue cuando empecé a pensar en grande, ya sabes, y siempre he tenido esta mentalidad emprendedora, como que quería hacer algo por mi cuenta. [06:30] But, once I was kind of seeing everybody else within the industry impacted, not just my industry, across the board, right? Pero, una vez que vi a todos los demás dentro de la industria afectados, no solo mi industria, en general, ¿verdad? [06:36] Uh, we're getting the phone call, "Hey, sorry, but we don't need you here right now, etc., etc." Uh, recibimos la llamada telefónica, "Oye, lo siento, pero no te necesitamos aquí ahora mismo, etc., etc." [06:42] That's whenever I started thinking, "Okay, I need to create other different revenue streams for myself." Fue entonces cuando empecé a pensar: "Está bien, necesito crear otras fuentes de ingresos diferentes para mí." [06:47] Like I said, I'm too smart to be this stupid. Como dije, soy demasiado inteligente para ser tan estúpido. [06:49] And I knew this in the back of my mind for years, and this was kind of like the point the tipping point for me to actually put things in the motion. Y lo supe en el fondo de mi mente durante años, y este fue como el punto de inflexión para mí para poner las cosas en movimiento. [06:57] And that's whenever I went out, and I was, you know, liquidated some things as far as some stock that I had, and Y fue entonces cuando salí, y, ya sabes, liquidé algunas cosas en cuanto a algunas acciones que tenía, y [07:05] Um, borrowed some money, and went out and purchased some real estate, and started to get in the real estate, bought a couple properties. Um, pedí prestado algo de dinero y salí a comprar bienes raíces, y empecé a meterme en los bienes raíces, compré un par de propiedades. [07:13] So, what type of So, so, I think that this is going to be interesting to me. Entonces, ¿qué tipo de? Entonces, entonces, creo que esto va a ser interesante para mí. [07:17] Everybody How did you How did you Why did you decide that real estate was going to be your answer? Todos ¿Cómo? ¿Cómo? ¿Por qué decidiste que los bienes raíces iban a ser tu respuesta? [07:22] What was the What was the thought process behind that? ¿Cuál fue el? ¿Cuál fue el proceso de pensamiento detrás de eso? [07:23] So, my parents always owned smaller little properties. Entonces, mis padres siempre poseyeron propiedades pequeñas. [07:28] Um, you know, and in Pittsburgh, you know, smaller properties, and that was for them, I was always kind of around that. Um, ya sabes, y en Pittsburgh, ya sabes, propiedades más pequeñas, y eso era para ellos, yo siempre estaba un poco rodeado de eso. [07:33] Um, so, for me, that was just natural to me. Um, entonces, para mí, eso era natural. [07:38] Also, it's kind of a dummy-proof as far as it's a little bit more I would say it's a more conservative approach to investing money than you know, actually going out and starting a business or buying a business simply because brick and mortar, the values typically stay around the same. Además, es a prueba de tontos en cuanto a que es un poco más, diría yo, un enfoque más conservador para invertir dinero que, ya sabes, salir y empezar un negocio o comprar un negocio simplemente porque ladrillo y mortero, los valores típicamente se mantienen igual. [07:58] Um you know, depending on what the you know, it's it's more it's more predictable, I would say. Um, ya sabes, dependiendo de lo que, ya sabes, es más, es más predecible, diría yo. [08:03] Um so, it's for me it just made the most Um, entonces, para mí, simplemente tuvo el mayor sentido. [08:05] Sense. It was the market was still good. Sentido. El mercado todavía estaba bien. [08:09] Interest rates were Yeah. Crazy low at that time. Las tasas de interés eran Sí. Increíblemente bajas en ese momento. [08:12] And to me I didn't really know what I wanted to do, but I knew this is a safe play. Y para mí, realmente no sabía lo que quería hacer, pero sabía que esta era una jugada segura. [08:18] I can always liquidate it, right? Siempre puedo liquidarlo, ¿verdad? [08:19] But I need to put money into something. Pero necesito poner dinero en algo. [08:21] I need to get my my feet wet. Necesito mojarme los pies. [08:24] So, for me that's why real estate was really the vehicle. Entonces, para mí, por eso los bienes raíces fueron realmente el vehículo. [08:26] And so, what was your first real estate deal? Entonces, ¿cuál fue tu primera operación inmobiliaria? [08:28] My first real estate deal was a single-family home. Mi primera operación inmobiliaria fue una casa unifamiliar. [08:30] Uh so, I owned a place in West Palm that I was renting out, but I lived there. Eh, así que, tenía un lugar en West Palm que estaba alquilando, pero vivía allí. [08:35] That was really my my main living space, but then I moved down to Miami. Ese era realmente mi mi espacio principal de vivienda, pero luego me mudé a Miami. [08:38] But I bought my first investment up in Vero Beach. Pero compré mi primera inversión en Vero Beach. [08:43] And so, it was a it was a single-family home? Entonces, ¿era una era una casa unifamiliar? [08:44] Single-family home. Yes. Casa unifamiliar. Sí. [08:46] And how did you finance it? ¿Y cómo la financiaste? [08:47] So, I did a um just a I think I had to put 20% down. Así que, hice un eh solo un creo que tuve que poner el 20% de entrada. [08:53] Trying to remember, but I think I had to put 20% down and then just through a a standard banking uh commercial loan. Intentando recordar, pero creo que tuve que poner el 20% de entrada y luego simplemente a través de un eh préstamo comercial bancario estándar. [08:59] And you still own that property today? ¿Todavía eres dueño de esa propiedad hoy? [09:00] I do. Sí. [09:01] How many real estate deals have you done? ¿Cuántas operaciones inmobiliarias has realizado? [09:03] I owned I have I still own that one. Yo poseía, tengo, todavía poseo esa. [09:05] I still own the house in West Palm Beach. Todavía poseo la casa en West Palm Beach. [09:08] I just sold a vacant lot in West Palm Beach. Acabo de vender un lote baldío en West Palm Beach. [09:11] And I owned two different duplexes, which were right next to one another, which was technically two different parcels, but it was technically a quad space in Delray Beach. Y poseía dos dúplex diferentes, que estaban uno al lado del otro, que técnicamente eran dos parcelas diferentes, pero técnicamente era un espacio cuádruple en Delray Beach. [09:22] And you sold and you just sold those? ¿Y vendiste y acabas de vender esos? [09:23] I sold those a couple years ago when the market I fixed them up. Los vendí hace un par de años cuando el mercado los arreglé. [09:25] I was doing short-term rentals. Estaba haciendo alquileres a corto plazo. [09:28] Had a property management company that was dealing with that. Tenía una empresa de gestión de propiedades que se encargaba de eso. [09:30] But the offers were just ridiculous, so. Pero las ofertas eran simplemente ridículas, así que. [09:34] Yeah, so you you you you played that market right. Sí, así que jugaste bien ese mercado. [09:36] But are you still buying real estate today? ¿Pero sigues comprando bienes raíces hoy en día? [09:38] I'm not. No. [09:39] Why not? ¿Por qué no? [09:40] To me in this market, I think post COVID things are just crazy inflated and the cap rates I just don't think make sense. Para mí, en este mercado, creo que después del COVID las cosas están simplemente locamente infladas y las tasas de capitalización, simplemente no creo que tengan sentido. [09:49] Plus more importantly for me, I just find real estate and no offense to anybody else, but I find it to be extremely boring. Además, y lo que es más importante para mí, encuentro que los bienes raíces, y sin ofender a nadie más, pero me parecen extremadamente aburridos. [09:55] Yes, you buy it, you can fix it up, but after that it's a waiting game. Sí, lo compras, puedes arreglarlo, pero después de eso es un juego de espera. [10:00] And tenants and toilets not really for me. Y inquilinos e inodoros, realmente no son para mí. [10:04] It's a boring longer play to me personally. Es una jugada más larga y aburrida para mí personalmente. [10:09] Real estate is more of a wealth preservation than a generation generation tool for me. Los bienes raíces son más una herramienta de preservación de riqueza que de generación para mí. [10:14] I just think that it's a nice place to stash cash if you have it. Simplemente creo que es un buen lugar para guardar efectivo si lo tienes. [10:16] Put it in brick and mortar. Ponlo en ladrillo y mortero. [10:19] Leverage hedge against that against inflation and things of that nature, but for me if I'm going to invest money into something, I want to invest something that I can scale. Apalancamiento para cubrirse contra eso contra la inflación y cosas de esa naturaleza, pero para mí, si voy a invertir dinero en algo, quiero invertir en algo que pueda escalar. [10:31] And to scale real estate, you have to have a lot of capital. Y para escalar bienes raíces, tienes que tener mucho capital. [10:33] You have to have a lot of capital and also, you know, my I I talk about it a lot, but my thesis and theory on it is that you know, um people are sucked into real estate because because it looks it seems simple. Tienes que tener mucho capital y además, sabes, yo hablo mucho de ello, pero mi tesis y teoría al respecto es que sabes, la gente se siente atraída por los bienes raíces porque parece simple. [10:45] It's like a it's like one of the simplest businesses you can operate as you just said. Es como uno de los negocios más simples que puedes operar como acabas de decir. [10:48] I mean like you um anybody can understand the cash flows at a basic level on real estate. Quiero decir, cualquiera puede entender los flujos de efectivo a un nivel básico en bienes raíces. [10:55] Um but you know, people are traditionally at least um leveraging those cash flows in massive ways and I think that actually introduces a lot more risk than Pero sabes, la gente tradicionalmente al menos está apalancando esos flujos de efectivo de maneras masivas y creo que eso en realidad introduce mucho más riesgo que [11:04] Oh, for sure. Oh, seguro. [11:05] than people um sometimes truly understand and I think that de lo que la gente a veces realmente entiende y creo que [11:10] Um you know. Eh, ya sabes. [11:11] That but I but people we we other than like the 2008 financial crisis um you know, people really have not um kind of had to see the the negative sides of that leverage um of real estate because real estate values have only gone up because interest rates have only gone down really over that over that period. Eso pero yo pero la gente nosotros nosotros aparte de la crisis financiera de 2008, eh, ya sabes, la gente realmente no ha tenido que ver los lados negativos de ese apalancamiento, eh, del sector inmobiliario porque los valores inmobiliarios solo han subido porque las tasas de interés solo han bajado realmente durante ese período. [11:31] Um and now with um, interest rates, you know, higher, um, you're seeing a lot of uh, pain in real estate and, you know, I it's not clear to me that like say the next 10 or 20 years is going to be as kind to real estate investors as the last 20 years have been when interest rates were a one-way train down. Eh y ahora con eh, las tasas de interés, ya sabes, más altas, eh, estás viendo mucho eh, dolor en el sector inmobiliario y, ya sabes, no está claro para mí que, digamos, los próximos 10 o 20 años vayan a ser tan amables con los inversores inmobiliarios como lo han sido los últimos 20 años cuando las tasas de interés eran un tren de ida. [11:48] Like even if if if interest rates just stay flat here, then you know, to me real estate is not it's not obvious to me that it's as good of a um, value as it was historically. Incluso si las tasas de interés se mantienen planas aquí, entonces ya sabes, para mí el sector inmobiliario no es, no me parece obvio que sea tan buen eh, valor como lo fue históricamente. [11:59] But at least that's my my thesis thesis on it. Pero al menos esa es mi tesis sobre ello. [12:03] Whereas in businesses you have control over um, how you can grow your cash flow and and um, you know, you have a lot more avenues to Mientras que en los negocios tienes control sobre eh, cómo puedes hacer crecer tu flujo de caja y y eh, ya sabes, tienes muchas más vías para [12:11] make money and um, if you know what you're doing. ganar dinero y um, si sabes lo que estás haciendo. [12:14] I agree totally. Estoy totalmente de acuerdo. [12:15] So, you started with real estate. Entonces, empezaste con bienes raíces. [12:18] Um, sounds like you had some early success with it, but then had to but then realized that the market was not going to let you keep keep doing this because prices got inflated. Um, parece que tuviste algo de éxito temprano con ello, pero luego tuviste que darte cuenta de que el mercado no te iba a dejar seguir haciendo esto porque los precios se inflaron. [12:25] So, what was your next move? Entonces, ¿cuál fue tu próximo movimiento? [12:28] Yeah, prices were inflated. Sí, los precios estaban inflados. [12:29] I kind of got bored with it and that's whenever I decided, "Okay, I need something that's going to really scratch the itch here as far as like entrepreneurship." Me aburrí un poco de ello y fue entonces cuando decidí: "Vale, necesito algo que realmente me rasque la picazón en cuanto a emprendimiento." [12:37] And that's whenever I sold the the two duplexes in Delray Beach, was liquid, crazy ambitious, overly ambitious, invested in a bunch of different things. Y fue entonces cuando vendí los dos dúplex en Delray Beach, estaba líquido, loco ambicioso, demasiado ambicioso, invertí en un montón de cosas diferentes. [12:48] Like what things? ¿Como qué cosas? [12:48] You made some money because you hit the real estate market right. Ganaste algo de dinero porque acertaste con el mercado inmobiliario. [12:54] Um, and you know, how much cash did you have? Um, y sabes, ¿cuánto efectivo tenías? [12:56] Can you Can you put me a rough order of magnitude of what we're talking about? ¿Puedes, puedes darme un orden de magnitud aproximado de lo que estamos hablando? [13:00] Yeah, I think I was sitting around a half a million. Sí, creo que estaba sentado alrededor de medio millón. [13:02] So, you have half a million dollars and what do you do with that half a million dollars? Entonces, tienes medio millón de dólares y ¿qué haces con ese medio millón de dólares? [13:07] So, I do what any crazy ambitious entrepreneur does. Entonces, hago lo que cualquier emprendedor loco y ambicioso hace. [13:11] You go out and you Sales y tú [13:12] Spend it. Gástalo. [13:13] You invest in things. Inviertes en cosas. [13:13] So, I invest what did you spend it on? Entonces, invierto, ¿en qué lo gastaste? [13:16] I want to know the details. Quiero saber los detalles. [13:17] I invested in two locations of a franchise for a bespoke clothing company, which I knew nothing about. Invertí en dos locales de una franquicia de una empresa de ropa a medida, de la que no sabía nada. [13:25] So, okay, so let's let's let's let's unpack that thought process. Entonces, está bien, desempacemos ese proceso de pensamiento. [13:28] You have half a million dollars because you hit the real estate market right. Tienes medio millón de dólares porque le diste al mercado inmobiliario, ¿verdad? [13:32] You're still working a day job. Todavía trabajas en un empleo diurno. [13:34] Correct. Correcto. [13:34] Medical sales. Ventas médicas. [13:36] And you have half a million dollars and you want to make more money with that from that half million dollars. Y tienes medio millón de dólares y quieres ganar más dinero con eso de ese medio millón de dólares. [13:42] And you go out and you buy a bespoke clothing franchise, two bespoke clothing franchises. Y sales y compras una franquicia de ropa a medida, dos franquicias de ropa a medida. [13:48] How much money did you put down down here? ¿Cuánto dinero pusiste aquí? [13:51] I think those were in the neighborhood 45 to 50 for the territories each and then like the ancillary equipment as far as like trunks and all that other stuff was probably another 15 to 20k each. Creo que fueron alrededor de 45 a 50 para los territorios cada uno y luego el equipo auxiliar, en cuanto a los baúles y todo lo demás, probablemente fueron otros 15 a 20k cada uno. [14:06] So, you're looking at about 150k. Entonces, estás hablando de unos 150k. [14:07] About 150,000 of your of your 500 bespoke clothing franchise. Unos 150.000 de tu de tu franquicia de ropa a medida de 500. [14:13] How did you come across this wonderful opportunity? ¿Cómo te topaste con esta maravillosa oportunidad? [14:17] I to be honest with you, I tried to erase it from my memory. Para ser honesto contigo, intenté borrarlo de mi memoria. [14:22] It was definitely a broker. Definitivamente fue un corredor. [14:24] How I was introduced to this broker, I have no idea. Cómo me presentaron a este corredor, no tengo idea. [14:26] I can't remember. No puedo recordarlo. [14:27] It's amazing when you have money to spend how people just come out of the woodwork, isn't it? Es increíble cuando tienes dinero para gastar cómo la gente sale de la nada, ¿verdad? [14:32] Like like yeah, it's it's pretty brutal. Como como sí, es bastante brutal. [14:38] Like fresh meat, right? ¿Como carne fresca, verdad? [14:39] Okay, but but but but like what was the actual process? Está bien, pero pero pero pero como cuál fue el proceso real? [14:41] So, like you got sold on this idea and you buy you spend the money on the franchise. Entonces, como te vendieron esta idea y compras gastas el dinero en la franquicia. [14:47] Yes. Sí. [14:47] And then what like what's next? ¿Y luego qué, qué sigue? [14:49] So, fast forward a year. Entonces, avancemos un año. [14:50] This is whenever I do all that after I you know, I fix this place up, sell it, I'm liquid, then I'm living in Fort Lauderdale at the time now. Esto es cuando hago todo eso después de que, ya sabes, arreglo este lugar, lo vendo, estoy líquido, entonces estoy viviendo en Fort Lauderdale en ese momento ahora. [14:58] And people are dressed nice and you know, I'm like there's a market here. Y la gente está vestida bien y sabes, pienso que hay un mercado aquí. [15:03] People are now starting to go back into the office. La gente ahora está empezando a volver a la oficina. [15:05] They have to you know, I Tienen que, sabes, yo [15:08] People are more dressed down now, but everything comes back, right? La gente está más vestida informal ahora, pero todo vuelve, ¿verdad? [15:09] So, I'm thinking I'm going to be ahead of the curve here. Entonces, estoy pensando que voy a estar a la vanguardia aquí. [15:11] This is a convenient way and Esta es una forma conveniente y [15:15] mind you, I don't want to do any of this. Ten en cuenta que no quiero hacer nada de esto. [15:16] I want to hire people to do all this. Quiero contratar gente para hacer todo esto. [15:18] You want the passive you want the passive income. Quieres lo pasivo, quieres los ingresos pasivos. [15:20] right? ¿verdad? [15:20] And that's what they sold me on, right? Y eso es lo que me vendieron, ¿verdad? [15:21] They to be hands-off. Ellos para ser discretos. [15:25] And I'm like drooling, right? Y yo estoy como babeando, ¿verdad? [15:27] I'm drooling. Estoy babeando. [15:27] And uh little did I know that was anything but the truth, but shame on me, right? Y uh poco sabía yo que eso era todo menos la verdad, pero qué vergüenza para mí, ¿verdad? [15:33] Um not them. Um no ellos. [15:35] Yeah, but so so you you got sold into the franchise like like I'm like where where were the like locations that you bought? Sí, pero así que así que te vendieron la franquicia como como yo digo, ¿dónde estaban las ubicaciones que compraste? [15:42] So Fort Lauderdale and West Palm. Así que Fort Lauderdale y West Palm. [15:45] Fort Lauderdale and West Palm, good markets. Fort Lauderdale y West Palm, buenos mercados. [15:46] Great markets for it. Grandes mercados para ello. [15:46] I'm thinking if they can be successful anywhere I mean mind you this was I think I was like territory four three or four, very new. Estoy pensando si pueden tener éxito en cualquier lugar, quiero decir, ten en cuenta que esto fue, creo que estaba como en el territorio cuatro, tres o cuatro, muy nuevo. [15:56] So so it was a new franchise. Así que era una franquicia nueva. [15:58] So you bought it and then you actually like sign lease for locations or Así que la compraste y luego realmente firmaste el contrato de arrendamiento para las ubicaciones o [16:01] No, no, no, no. No, no, no, no. [16:01] No, so fortunately I didn't That was one thing that I That was kind of the whole concept is you didn't have to do that. No, afortunadamente no lo hice. Esa fue una cosa que yo, ese fue como el concepto completo, no tenías que hacer eso. [16:07] Oh, they come to you like your office or your home and Oh, vienen a ti como a tu oficina o a tu casa y [16:09] I didn't want storefront, I didn't want all of that, you know, massive inventory, all of that. No quería local, no quería todo eso, ya sabes, inventario masivo, todo eso. [16:13] Like I didn't want anything to Como que no quería nada de [16:14] Okay, so so so you you buy the franchise Está bien, así que así que así que compras la franquicia [16:16] rights, then like like who's actually running who's who's actually running these franchises? derechos, entonces como como quién está realmente dirigiendo quién quién está realmente dirigiendo estas franquicias? [16:22] Well, it was supposed to be a manager that I was going to hire but it ended up being me. Bueno, se suponía que iba a ser un gerente a quien iba a contratar, pero al final fui yo. [16:28] And why did it end up being you? ¿Y por qué terminaste siendo tú? [16:30] Um for one And look, I don't want to push blame on anybody or anything. Eh, por un lado, y mira, no quiero culpar a nadie ni a nada. [16:36] I take responsibilities for my own actions, but the the playbook that they provided me that this is what was going to be the playbook turned out to not be so true and there was just absolutely zero support. Asumo la responsabilidad de mis propias acciones, pero el manual que me proporcionaron, que se suponía que sería el manual, resultó no ser tan cierto y simplemente no hubo absolutamente ningún apoyo. [16:51] And one of the things that when I met with the owner of the of the franchise, one of the things was like this is what I need, right? Y una de las cosas que, cuando me reuní con el propietario de la franquicia, una de las cosas fue como, esto es lo que necesito, ¿verdad? [16:56] If you guys can't provide this, then I don't want to get involved with it. Si ustedes no pueden proporcionar esto, entonces no quiero involucrarme con ello. [16:59] And there was in my opinion some very false promises that were made, right? Y en mi opinión, hubo algunas promesas muy falsas que se hicieron, ¿verdad? [17:06] So the support wasn't there and I was kind of standing there with my pants down around my ankles like, okay, well, this is not good. Así que el apoyo no estaba allí y yo estaba como parado allí con los pantalones bajados hasta los tobillos, como, está bien, bueno, esto no es bueno. [17:12] I think the thing people have to ask themselves when they're in your where where they're in the situation is if Creo que lo que la gente tiene que preguntarse cuando está en tu situación es si [17:17] there's this model um that basically is not capital intensive um meaning that there you're like it doesn't take a lot of money to start up. existe este modelo um que básicamente no requiere mucha inversión de capital um, lo que significa que no se necesita mucho dinero para empezar. [17:25] Um and you um can just easily hire somebody to to do all the um work, then um if that really was true, the person selling you the franchise would be way better off just going and doing that themselves rather than having you to do it. Y usted um puede simplemente contratar fácilmente a alguien para que haga todo el um trabajo, entonces um si eso fuera realmente cierto, la persona que le vende la franquicia estaría mucho mejor simplemente yendo y haciéndolo ella misma en lugar de que usted lo haga. [17:41] Um and so I think more often than not, these types of franchise schemes um are more akin to scams than they are um you know, real viable businesses. Y así que creo que la mayoría de las veces, estos tipos de esquemas de franquicias um se parecen más a estafas que a um, ya sabe, negocios reales y viables. [17:53] Right. Correcto. [17:53] Yeah, I I agree I agree wholeheartedly and you know, like I said, I don't think that there was anything malicious a lot of I think a lot of people get sucked into this. Sí, estoy de acuerdo, estoy de acuerdo de todo corazón y, ya sabe, como dije, no creo que haya habido nada malicioso, creo que mucha gente se ve atrapada en esto. [18:02] I mean like I've like I said, it might happen to my brother. Quiero decir, como he dicho, podría pasarle a mi hermano. [18:03] I've seen it I've seen it happen to a lot of people and um you know, I think that um it sounds so compelling because everybody wants to be in business for themselves or at least a lot of a lot of people watching this certainly want to Lo he visto, lo he visto pasar a mucha gente y um, ya sabe, creo que um suena tan convincente porque todo el mundo quiere tener su propio negocio o al menos mucha gente que está viendo esto ciertamente quiere [18:17] want to be in business for themselves. quieren tener su propio negocio. [18:18] And so the franchise the idea of a franchise is so compelling because it's like oh, I'm going to give you the business plan. Y así la franquicia, la idea de una franquicia es tan atractiva porque es como, oh, te voy a dar el plan de negocios. [18:24] I'm going to give you the playbook. Te voy a dar el manual. [18:26] Just follow this and you're going to be successful. Solo sigue esto y tendrás éxito. [18:27] Um it's the same way like the you know, um course sellers on YouTube or whatever. Es de la misma manera que los vendedores de cursos en YouTube o lo que sea. [18:32] Same thing like you buy this $5,000 course. Lo mismo, compras este curso de $5,000. [18:34] I'm going to give you the steps and you're going to be successful. Te voy a dar los pasos y tendrás éxito. [18:37] Um but unfortunately, that's just not how reality works most of the time. Pero desafortunadamente, así no es como funciona la realidad la mayor parte del tiempo. [18:42] Yeah, 100% and you know, nothing bad against franchises. Sí, 100% y sabes, nada en contra de las franquicias. [18:44] I think franchises can be great and and I think they have their place. Creo que las franquicias pueden ser geniales y creo que tienen su lugar. [18:50] So you spent 150 grand on that, you still have 350 grand. Así que gastaste $150,000 en eso, todavía te quedan $350,000. [18:52] What do you do with that? ¿Qué haces con eso? [18:54] I also that's whenever I got involved with the landscaping business simultaneously for the most part. También, ahí es cuando me involucré en el negocio de jardinería simultáneamente en su mayor parte. [18:57] So I bought them kind of so I bought a small little Así que los compré, como que compré un pequeño [19:03] wasn't really a landscaping company, it was a lawn care company. realmente no era una empresa de jardinería, era una empresa de cuidado de césped. [19:04] Small little lawn care company up in Orlando. Pequeña empresa de cuidado de césped en Orlando. [19:08] I won't name name the name of the company, but I rebranded it into what what I am now, but it had like oh god, 16, 20 clients maybe per month No diré el nombre de la empresa, pero la renombré a lo que soy ahora, pero tenía como, Dios mío, 16, 20 clientes al mes quizás [19:17] or So how how did you come across that opportunity and what did you pay for it? O, ¿cómo encontraste esa oportunidad y cuánto pagaste por ella? [19:21] That opportunity, I believe I came across that on BizBuy. Esa oportunidad, creo que la encontré en BizBuy. [19:24] BizBuySell. BizBuySell. [19:26] I think I bought I came across that on BizBuy. Creo que la compré, la encontré en BizBuy. [19:30] Uh I paid way more than I should have. Uh, pagué mucho más de lo que debería. [19:32] I bought that for a 100,000. La compré por cien mil. [19:35] Um even though in the grand scheme of things not a lot of money, but way overpaid for it. Um, aunque en el gran esquema de las cosas no es mucho dinero, pero pagué de más por ella. [19:40] It came with a truck, a trailer, some equipment, two employees, small little list, but definitely overpaid by at least like 3x. Venía con un camión, un remolque, algo de equipo, dos empleados, una pequeña lista, pero definitivamente pagué de más, al menos como 3 veces. [19:49] So what made you decide so you know, I think what I think is interesting is the psychology and I I I think I know that so many people find themselves in the situation. Entonces, ¿qué te hizo decidir? Así que, sabes, creo que lo que me parece interesante es la psicología y creo que sé que mucha gente se encuentra en esta situación. [20:01] Like I don't think it's I I don't think it's unique. Como que no creo que sea, no creo que sea único. [20:03] You had $500,000. Tenías $500,000. [20:06] You put you you decided at the same time to put 150 grand into this bespoke clothing franchise and to put $100,000 on a landscaping company in Pusiste, decidiste al mismo tiempo poner 150 mil en esta franquicia de ropa a medida y poner $100,000 en una empresa de paisajismo en [20:18] a city [20:20] not even like 5 hours away from where [20:21] you live. [20:23] Um so what what was the thought process [20:25] in doing both at the same time? [20:27] The thought process was ambitious, [20:29] seeing the big picture, seeing the [20:31] money, seeing the [20:32] So what So what was the big picture? [20:33] What was the big picture you [20:34] The big picture was me kind of like CEO [20:36] doing this and you know, kind of just [20:38] orchestrating and [20:38] So you think you want to have like your [20:40] holding company like you're you have you [20:41] had $500,000, you're rich now and you're [20:43] like, "Oh, I'm going to be a mogul." [20:45] 100%. That was That was That was [20:47] basically the mindset. Nothing could [20:49] possibly go wrong. And even if it does, [20:51] I have more money, you know, like [20:53] [laughter] [20:55] Not a good [20:56] Not a good It's a recipe for disaster [20:58] for somebody as as ambitious as I was at [21:00] the time, yeah. [21:01] Yeah, that's it. [21:02] Okay, so so you you you [21:05] you spent 100 grand on the the Orlando [21:07] um, landscaping company and um, were you [21:11] planning to operate that day-to-day or [21:12] you were just going to have that that [21:13] was going to just going to be managed [21:15] magically? [21:15] Yeah, so I my goal was to get a good guy [21:17] in there and and really run it as far as [21:19] like the operation side. It was so small [21:21] that I figured even just one solid guy, [21:23] I'll be fine, which turned out to be [21:25] true and [21:27] fortunately, I did find a really good [21:29] guy, Victor. He's still with me. [21:31] Victor, I love you. [21:32] [laughter] [21:34] But I Yes, and I'm going to make Victor [21:36] a lot of money one day when I exit. [21:38] That's for sure. But yeah, I got a good [21:40] guy in there. He manages it [21:42] for the most part. [21:44] Um, but [21:45] I'm getting Victor help. [21:46] Yeah. And so did you do [21:48] did you anything else with that money or [21:49] we is this is this is the extent of the [21:52] mogul here? [21:52] Oh, no, I still have money. [21:54] I still have money to spend. [21:56] So, I did I decide, you know what? [21:59] like 250 grand left, so okay. [22:01] I decide, I'm going to start a trucking [22:03] company. [22:04] Oh, no. [22:05] [laughter] [22:11] Wow, you really a five hundred dollars [22:13] dollar mogul [22:14] a mogul right here. [22:16] [laughter] [22:17] Okay. So, you're going to start a truck [22:20] trucking company. So, you [22:22] let's walk through this. [22:23] Yeah, so I figured I'll do that because [22:25] I know nothing about it, right? [22:27] That's probably a good idea. [22:29] So, um, and not just like a flatbed, I'm [22:32] going to buy a semi truck, right? [22:34] Yeah. Yeah. [22:35] [laughter] [22:36] So, I buy a semi truck. [22:37] You buy one. [22:38] I buy one. [22:39] Did you pay cash for it? Did you use [22:41] new, finance it, was how did you do it? [22:43] I put a hefty down payment, didn't I [22:45] finance some of it. [22:47] Um, but yes, so I did that. [22:48] a brand new truck? [22:50] Brand new truck. [22:51] Do you remember what brand? [22:53] Freight Freightliner. [22:54] Freightliner, yeah, okay. [22:55] Freightliner and then a um, a flatbed, [22:58] long flatbed. [23:00] The trailer. [23:01] Yep, the trailer. Bought that. [23:03] And um now I'm I'm [23:06] I'm cooking, right? [23:08] [laughter] [23:09] I I'm the I'm the smartest investor. [23:11] Look at what I've done so quickly. [23:13] So you probably you probably put in like [23:14] another, you know, whatever, 150 to 200 [23:17] grand, some of it maybe financed into [23:19] that if you bought I'm guessing if you [23:20] bought a new Freightliner and a flatbed. [23:23] Um So that shows up. Do you have your [23:26] CDL license? You driving it yourself? Or [23:28] what what are you what are you what are [23:29] you doing? [23:30] I have I have no CDL. I have no [23:32] intentions. I'm going to [23:34] I'm going to uh be incredibly smart [23:37] about this and I'm going to invest [23:38] $40,000 into a management company. [23:41] A 40 [23:42] management company. [23:43] You bought a trucking management [23:44] company? [23:44] Didn't buy it. I invested into it. Which [23:47] ended up being [23:48] What do you mean by invested into it? [23:49] Like somebody was starting one or [23:51] No, so it was basically they pitched it [23:53] as like this group that manages, you [23:55] know, trucking companies. You know, they [23:57] put the drivers in. They do all the [23:58] expenses. They basically, you know, [24:01] white glove service for you know, they [24:03] they manage your [24:04] put your asset to work basically. [24:06] Exactly. Exactly. And um they take It [24:10] was a small percentage after that as far [24:11] as what, you know, their revenue or what [24:14] you would take. [24:15] so um do you still own that truck? [24:18] So [24:19] for So it it it goes I I buy the truck. [24:23] I buy the I buy the trailer. I invest in [24:25] the management company. [24:27] I'm like sitting here like, okay, now [24:28] this thing's going to make me a bunch of [24:30] money. [24:30] I forget what the [24:32] what the [24:33] gross and the net profit ended up being, [24:35] but it was couple thousand dollars a [24:37] month, five, six, maybe even ten [24:39] thousand dollars a month in kind of like [24:42] quite frankly, with passive income. You [24:44] know. Um [24:45] And and did did that materialize? [24:47] So I buy the truck. I buy the trailer. I [24:50] invest the 40K into the management [24:52] company. [24:53] Two, maybe three weeks later [24:56] they filed for bankruptcy, the [24:57] management [laughter] company. [25:00] Because because after COVID freight [25:01] rates collapsed. [25:02] Yeah, so [25:04] and for all I know it was a scam. I [25:06] don't know. So I'm I'm standing there [25:08] literally with my pants down around my [25:09] ankles like, okay, I got this truck, I [25:11] got this trailer. [25:12] The monthly invoices are coming to make [25:14] the payments on the truck, the trailer, [25:16] you know, the insurance. [25:18] What did you do with the rest of the [25:18] money? You still probably have like a [25:19] hundred grand left. [25:21] Yeah, well [25:22] there was there was operating cost [25:24] during that period, you know, with other [25:26] things. So I did lose some money on the [25:27] trucking, you know, monthly. [25:29] The the bespoke stuff was still losing [25:31] money. Landscaping wasn't profitable cuz [25:34] what I [25:34] So so you're the mogul with all your all [25:36] your businesses losing money. [25:38] Yes. [25:39] Yes. [laughter] [25:40] Yes, I am the world's greatest loser. [25:42] I think it's a lot more common than you [25:43] think. I mean, I I I won't rehash it [25:45] here because I've talked about it on the [25:46] channel, but I did something similar in [25:48] trucking. I I I went a little bigger [25:49] than you. I had 45 tractors and trailers [25:52] um and ended up losing my shirt in truck [25:54] trucking and getting out of it. So I [25:56] I I had the I had a similar experience. [25:58] Entrepreneurs all make these types of [26:00] mistakes because when you see [26:02] opportunity everywhere, which [26:03] entrepreneurs [26:04] um are by nature optimist. You have to [26:06] be kind of an optimist to be an [26:08] entrepreneur or or to start anything [26:09] from scratch. And um that energy can get [26:13] you into these kind of crazy things and [26:15] and um the what's dangerous is sometimes [26:17] the sometimes they work and you get [26:19] lucky and you're like, oh, I'm I'm a [26:20] genius. And then when you think you're [26:22] doing really well, which is what [26:23] happened to me, [26:24] um you know, going into the the freight [26:27] business thinking um oh, I can do this [26:29] too. Um and then you end up um realizing [26:32] that um you know, it's a lot harder than [26:34] it than it looks. Um and almost always I [26:37] I've learned the hard way that the key [26:39] is to focus and to to figure out like [26:41] what is going to be your thing and to [26:43] focus and go all in on that and be the [26:44] best at that and you're going to be way [26:46] more successful doing that than you are [26:48] trying to be a mogul. But most of the [26:50] time but we see these big business [26:53] moguls and you say, "Oh, they're doing [26:54] all these things. I want to do all these [26:56] things." And you try to do this at your [26:57] scale and you realize that it doesn't [26:59] really work that well. [27:01] 100% and a lot of it just comes down to [27:03] systems and like you you said, I mean [27:05] focus. Uh one of the greatest simplest [27:08] things I've ever heard is a divided mind [27:10] is a defeated one and that's so true and [27:13] that's really where I was [27:15] I was at. I was, you know, day job, [27:18] trucking, bespoke, lawn care, real [27:21] estate still. [27:23] Still thinking like maybe I will buy [27:24] more real estate, you know, maybe I'll [27:26] do this, you know, I'm on BizBuySell and [27:28] I don't like literally had to like [27:30] stop looking cuz I'm I'm like I'm going [27:32] to buy this. [27:32] Cuz you're seeing opportunities. Like, [27:34] "Oh, I'm going to This is going to be my [27:35] thing. This is my lottery ticket." [27:36] Oh, and I was fortunate enough to where [27:39] that was kind of [27:41] where everything stopped, you know. [27:43] And so like what year was this? [27:44] So COVID happened what? 2020 [27:48] 2020 happened. [27:50] In the middle of So like yeah, 2020 all [27:52] the way up until like maybe 20 So I [27:55] think I bought my first place 2020, then [27:58] like a year and a half, 2 years So 2022 [28:00] maybe? 2021, 22? [28:02] Yeah, but like what when would you say [28:04] you shut down the trucking business? I'm [28:05] kind of look looking at where we are in [28:06] the timeline now. [28:08] The trucking business actually it limped [28:10] all the way to 2025. [28:11] Yeah, so so so so it's all I got all [28:14] kind of kind of recent. So you've gotten [28:15] through all this and um I guess a little [28:19] feeling a little defeated by after after [28:22] these fail some failures, what was the [28:25] kind of moment that launched I guess [28:28] what you're doing today? [28:29] So after kind of the defeat, [28:33] to be honest with you, there really [28:34] wasn't much [28:36] I kind of looked at it as more of like a [28:37] learning lesson than really anything [28:39] negative. And there was really no defeat [28:41] to me. I was just like, "Hey, this is [28:43] You're an optimist. You're a typical [28:45] optimist. You're an optimist. [28:45] I'm just [28:46] optimist and I'm saying well, of [28:47] [clears throat] course that happened. [28:48] You made all of these decisions. How [28:50] could you possibly think that that would [28:52] you know, work out in your favor. So, [28:53] the aha moment really was just kind of [28:55] like, okay, [28:57] that's in the past. [28:59] And if I think losing 300,000 or 400,000 [29:02] or 500,000 dollars a lot of money, well, [29:05] then I'm not cut out to be what I want [29:07] to be, right? You know, so I looked at [29:09] it as just really hard lessons learned [29:12] and I just will never make a [29:15] any of those mistakes again that I did, [29:16] you know, as far as [29:19] those bigger mistakes. [29:21] But, that was really the aha moment [29:23] where I said, okay, well, what actually [29:25] has [29:26] a legs, right, potential, and two, what [29:29] what are you passionate about? And [29:32] really was the land the landscaping [29:34] business and even though it was a a dud [29:36] still at that time, [29:38] there was so much potential and I [29:39] started to think, okay, every business [29:42] needs landscaping or lawn care, every [29:44] home needs a lawn every [29:46] you name it, it needs it needs it. [29:49] And it doesn't matter what the the [29:50] economy's like, the grass is still going [29:52] to grow, right? [29:53] Yeah. [29:53] It's still, you know, [29:54] and then I started to think, too, it's [29:56] mandated. Everything's an HOA here. You [29:58] can't let it grow. You can't let it die. [30:01] Replace it, cut it, etc. etc. So, it's [30:04] mandated. [30:05] And I thought, it's such a fragmented [30:08] like industry, [30:10] just come in with the mindset of like [30:12] what you've done in medical sales. Why I [30:13] was so successful in medical sales is [30:15] the effort and that I always made it [30:17] about the patient, right? [30:19] Yeah. [30:19] I always wanted to help people. [30:21] And that was really what I think [30:24] put me apart from so many other reps is [30:27] it was about money and closing a deal [30:29] where I was like, if I just take care of [30:31] the the need and the patient, the money [30:34] will come. [30:35] And that's when I started thinking, this [30:37] is a fragmented industry where it's [30:39] either one of two two It's a guy in a [30:41] truck [30:42] or maybe a guy in a couple trucks, [30:43] whatever, one a couple employees, or [30:45] it's these big box guys that don't care [30:48] anything about, you know, customer [30:50] service and whatnot. They just [30:52] bottom dollar, right? So, I said, "If I [30:55] can come in and come in with the mindset [30:58] of really helping people, invest in [31:01] their homes, there's potential here." [31:03] So, that was really the aha moment for [31:05] me, and that's whenever I decided, "All [31:07] right, I'm not just going to keep this [31:08] on the back burner. I'm going to really [31:10] focus, you know, 6:30 to 7:00 in the [31:13] morning till 9:00 till my day job. [31:15] Then, you know, if I can do anything [31:17] during the night the 9:00 to 5:00, I'll [31:19] do that as well. But, then I'm just like [31:21] focusing full heart wholeheartedly 5:00 [31:24] to 9:00, [31:25] which ended up, you know, always being [31:26] till 11:00 at night. [31:28] So, so what does that business look like [31:29] today? [31:30] So, I'll walk you through. So, 2024, I [31:32] think we 2023, we did 75,000 in revenue. [31:35] 2024, we did 138,000. [31:40] 2025, last year, we did 550,000. [31:44] And this year, we are on pace to do [31:46] about 850,000. [31:48] Wow, so you're growing growing [31:49] healthily. And that's you've expanded [31:51] out of out of Orlando or is all in [31:53] Orlando? [31:53] All in Orlando. [31:54] So, like how many employees do you have? [31:56] So, as of right now, we have six field [31:58] guys out in the field. I'm hiring [32:00] another guy, and then I'll have Victor [32:01] really officially being like the guy [32:03] overseeing everything, the field [32:05] operations manager. So, we'll have seven [32:07] in the field. I just bought another [32:09] truck, actually, yes- yesterday. Uh so, [32:11] I'll get that on the road. [32:12] That'll be four trucks on the road, four [32:15] different crews. [32:16] And I'll be looking to buy a fifth one [32:18] here. And um [32:20] seven field employees it will be. And [32:22] then I have a I just hired about a month [32:25] ago an administrative [32:28] operations manager. And then I have two [32:30] virtual assistants that handle a lot of [32:32] the administrative stuff as well. [32:33] Wow. So, what will success look like 5 [32:35] to 10 years from now for you in this? [32:38] 10 years is very hard to say. to see [32:41] that far out. Five [32:43] you know it. [32:44] I I know. And I I know it will, trust [32:46] me. Yeah, I I [32:47] And that's something that, you know, I [32:49] should really start thinking about. Um 5 [32:51] years is a little bit more predictable. [32:53] I think that I could be [32:56] I think I'd be could be doing 10 million [32:58] a year EBITDA. [32:59] EBITDA? [33:00] I think I could do 10 year Yes. [33:02] Wow. [33:02] Yes. [33:03] What um in in 5 years, you think you can [33:05] you you think you can go from here [33:07] Yes. [33:07] to to 10 million dollars of EBITDA in 5 [33:09] years? [33:10] Yes. [33:10] That's pretty aggressive. [33:11] Very aggressive. But, I think that [33:13] And so, like, walk me through what the [33:15] Okay, how are you going to get there? [33:17] So, [33:18] there's a magnitude of things, but first [33:20] of all, I'm now implementing systems, [33:22] right? [33:23] Yep. [33:23] That's like my number one thing right [33:26] now. And that's why I started hiring [33:27] people, but I started thinking about [33:28] systems and, you know, thinking of my [33:31] business as apart from me and not part [33:34] of me. [33:34] Yep. [33:35] And I started to thinking about, okay, [33:36] if I leave for a week, [33:39] what's going to happen? And then I need [33:41] to fill those gaps, right? So, I want to [33:43] be able to be able to remove myself, if [33:46] necessary, to where my business doesn't [33:48] need me to operate. I'm only a value add [33:50] if I'm involved. [33:52] But, putting systems in place, org [33:54] charts, delegating, systems, SOPs, [33:58] automation as much as I can, [34:01] and really getting this thing working [34:03] the numbers right to make sure that I'm [34:04] completely profitable, [34:06] everything's running smoothly. So, then [34:08] now that anything that's coming in [34:10] anything new has its own system, its [34:12] place, it falls right into place, and we [34:14] can grow and scale. So, that's really [34:16] where my mind is at right now is just [34:18] like implementing this these systems to [34:20] get this working like a McDonald's, [34:21] right? To where [34:23] I don't want a franchise, but to get it [34:25] to a point to where it's franchisable. [34:27] To get to 10 million dollars of EBITDA, [34:30] Uh, do you think revenue looks like for [34:32] that? Like, what what kind of EBITDA [34:33] margins are you targeting? [34:34] So, 20 to 25% [34:37] margins. [34:39] And [34:39] a lot of this is going to be done So, [34:42] internally, systems is going to be the [34:44] key to all of this, right? [34:45] key for any business. [34:47] I would agree. And I'm now just [34:49] realizing this as of pretty recently. [34:51] And I've known it, but like I've been [34:53] stubborn, right? I can do this. I'm like [34:55] I'll I'll wing it by the seat of my [34:56] pants. I've always just been kind of [34:57] that way, as you could probably tell. [34:59] [laughter] [35:00] And I'm realizing that that it's that's [35:03] great to be that way cuz you're not [35:04] afraid, but at the same time, reel it [35:07] back in. Let's actually think this [35:08] through and and get this thing. But, a [35:11] lot of it's going to be done through [35:12] merger and acquisition cuz I want to get [35:13] my sys- systems done down packed. [35:16] basically by buying other [35:17] buying other S&P [35:18] there's no way that I can reach 10 [35:19] million in EBITDA without It's possible, [35:21] but it'd be a lot harder. [35:22] I agree I agree I agree with you that [35:23] that that would be the logical the [35:26] logical place. [35:27] Right. And I've I've already done that. [35:29] I've I acquired another small little [35:31] company in August of last year in [35:34] Also in Orlando? [35:35] Correct. In the Bay Hill area. So, more [35:37] affluent area and whatnot. And we do we [35:39] focus more on affluent uh, residential [35:42] properties. [35:42] Yeah. [35:44] So, and that was a a learning experience [35:46] in itself, too, you know, the [35:47] integration, the employees, the [35:49] customers, the billing, all of that. [35:52] That caught me off guard. You know, I [35:54] knew [35:55] instinctively that that was going to be [35:56] a little bit of a challenge, but I [35:57] didn't realize it cuz it was even a [35:58] smaller company. I mean, I they [36:01] they had only what, 40 40 accounts or [36:04] something like that, but still even that [36:05] was it was a little bit of a wake-up [36:07] call. So, [36:08] the trick. That that that's that's [36:10] certainly the the trick. So, walk me [36:12] through um, what your [36:15] plan for finding businesses to buy is [36:19] going to be because in order to do this, [36:22] you're going to have to like not only [36:23] have like a business operating system, [36:25] which is critical, we kind of talked [36:27] about, but you're also going to have to [36:28] have an operating system around finding [36:31] businesses to buy. Is that building that [36:33] that pipeline? [36:34] Yeah, you know, I I think [36:36] in the the home service space [36:38] is there's a tremendous no no better [36:41] time than now to kind of go out and just [36:43] start talking to folks that own these [36:45] small businesses. There's a lot of small [36:47] businesses that don't even know that [36:49] they can sell their business. Like [36:52] these baby boomers that are now looking [36:54] to pack up shop and retire, a lot of [36:56] these folks don't even know that they [36:57] can [36:58] um sell their business. It's worth [36:59] anything, right? A lot of these folks [37:00] just pack up. So, I think you got to be [37:04] one of the things that I want to do is I [37:05] want to be proactive in, you know, [37:07] reaching out. Hey, you know, if you're [37:08] not currently in the market, you will be [37:10] here shortly. [37:12] I want the opportunity to, you know, to [37:13] walk you through some sort of and it's a [37:16] financial path for them cuz a lot of [37:17] them don't have a retirement plan in [37:19] place, right? They just work, they work, [37:21] they work, and they save. [37:23] So, this creates you there's a way that [37:25] you can be creative in financing, doing [37:27] seller financing that they're going to [37:28] receive, you know, a revenue stream for [37:30] the next 5 or 10 years. So, it's a [37:33] win-win situation for everyone. [37:34] Obviously, I mean, brokers and just I [37:36] think being more involved [37:39] I think people will start sorting me [37:40] out, you know, these brokers and [37:41] whatnot, off-market deals and and what [37:44] have you. [37:45] Um but, you know, traditional, you know, [37:47] just looking up stuff. But, I think [37:50] to get real good deals, so it's a win [37:52] for everybody, you got to be proactive [37:53] in reaching out to business owners. [37:55] Yeah. Yeah, my advice to you on that [37:56] would be [37:57] I think you if you applied [38:00] the same skills that you have in your [38:02] medical sales and [38:05] laser focused at on [38:07] um building a pipeline of people that, [38:10] you know, fit the [38:12] bill of, you know, businesses that, you [38:14] know, would be good acquisitions for you [38:16] and building the relationships in the [38:17] same way that you do with your medical [38:18] sales on that 2 to 3-year pipeline like [38:21] you are with medical device sales. If [38:22] you did that exact same playbook and and [38:26] applied that to you know businesses that [38:29] you could look to acquire that you would [38:31] find that you would be very successful. [38:33] Yes, that's it's a great thought [38:35] process. Yeah, and [38:37] like anything else it's it's a [38:39] relationship game, you know. [38:40] It's relationships, getting people to [38:41] trust you [38:43] and [38:44] it it it will be a long sales cycle [38:46] because you're not [38:48] going to you know catch everybody on the [38:50] exact day that they want to sell their [38:51] business. Everybody has their plan or [38:54] they have you know their own timelines [38:56] or their their own motivations and [38:58] you know building that relationship so [39:00] that when they are ready to do that [39:02] you're the first phone call. So you're [39:05] currently still you're doing this and [39:07] you have this big ambition, you're still [39:09] working a day job. What is your plan [39:11] there? [39:11] I'm optimistic definitely by the [39:14] That does not surprise me that you're [39:15] optimistic. [laughter] [39:18] By the end of the year I think it'll be [39:20] it'll be quits but I think that it may [39:22] even be sooner. Yeah. [39:23] So what is the [39:25] what is going to be the signal for you [39:27] that now that that hey it's time for me [39:29] to go all in on this? [39:31] Um I think [39:34] safety net. I think that there's a [39:36] safety net right now that it's saying [39:38] okay [39:39] I'm now at the point where [39:41] we're generating enough revenue and [39:43] we're profitable enough to where [39:45] I can step away but also having that [39:47] nine-to-five I make [39:49] darn good money and it's a safety net [39:51] and I think like any human you tend to [39:55] maybe [39:56] use that as a crutch more than you [39:57] should and although the money's great [40:00] and it it it'll I'll miss it initially. [40:03] I think the vision that I have [40:06] and taking my time away from that to [40:08] allocate it towards this will [40:11] far exceed [40:11] But is there like a like a revenue [40:14] target or like a profitability target or [40:16] a money target that you're like "Hey, [40:17] once I get there, I can do it." Like you [40:20] have that mapped out? [40:21] Yeah, I mean, it would be nice to match [40:24] what I'm currently making now. That [40:26] would obviously be nice. Uh [40:29] but I could live a a smaller lifestyle, [40:30] you know, a downgraded lifestyle for a [40:32] little bit. [40:33] Well, I guess what I what I'm trying to [40:34] get from you, and I think you need you [40:35] owe it to yourself, is you need to have [40:38] a target [40:40] that basically signals you to go. Like [40:43] you need to commit. Like like every [40:45] every time I've asked you this question, [40:46] you've you've come up with, "Well, I [40:47] think this would be nice." Or well, or [40:49] you're kind of like hedging. And so so [40:51] like I want to know what the like what [40:53] where where when are you going to [40:54] commit? [40:54] If if I'm being totally honest with [40:56] myself and you, [40:57] which I think it's I think that that [40:58] this would be the appropriate thing. [41:00] Yeah, now. [41:01] Now, I mean, yeah. [41:03] So what's stopping you? [41:04] Just myself. The the safety net. [41:06] Yeah. [41:06] You're scared. [41:07] Yeah. Yeah, it's it's [41:10] I think yeah, probably fear-based, you [41:12] know, FOMO, the fear of missing out. [41:14] If you're really serious about getting [41:15] to $10 million of EBITDA, [41:17] which is certainly doable in your time [41:19] frame. I mean, people have done um [41:22] people have done crazier things. Like I [41:24] was actually just listening to a a [41:26] podcast with a It's a [41:28] very private equity guy, but they [41:30] basically took a a business from $8 [41:32] million of EBITDA to 500,000 Sorry, 500 [41:36] million dollars of EBITDA in 6 years [41:38] um with no additional capital after that [41:41] that that that first business. And you [41:43] think about that multiple, I mean, in [41:45] And um [41:46] um [41:47] you know, it's it's certainly possible [41:49] to to to go from where you are to to $10 [41:51] million of EBITDA in a 5-year period. [41:54] Like um 100% doable. Um but [41:58] It's not going to be easy. [41:59] Right. And it's not it's not it's not [42:01] going to be a part-time endeavor. And so [42:03] ultimately, you're going to have to be [42:04] honest with yourself and either commit [42:06] like commit to it and and be [42:09] fully all in, [42:11] um or you know, [42:13] be comfortable with the fact that it's [42:15] you may not get there. Um, you know, [42:17] it's it's really it's really one of [42:19] those those things and only you can make [42:20] that make make that the right decision [42:22] for you, but you got to be honest with [42:24] yourself about what decision you're [42:25] making. [42:26] Yeah, it's definitely fear based and I [42:27] think a lot of it too is just I think [42:29] that I can do more than probably I'm [42:32] capable of as far as like juggling both. [42:35] Uh, but it quite frankly it's not fair [42:37] to both [42:38] both sides, right? They both deserve [42:40] attention. [42:41] not going to be able to I mean it's the [42:42] same problem that you found yourself in [42:44] when you, um, your instinct was, "Oh, [42:46] I'm going to do these three things, you [42:48] know, that are in completely different [42:49] industries and and kind of hedge [42:51] myself." And then what ends up happening [42:53] is you, [42:55] um, end up feeling it all because you're [42:56] not really focused and you're not really [42:58] committed. Um, [43:00] and sometimes sometimes burning the [43:02] boats [43:03] is the right answer. [43:04] Oh, yeah. Oh, yeah. Totally. [43:06] Let's say you quit your job tomorrow. [43:08] You decide, "Okay, I had this [43:09] conversation. I'm going to bet on [43:11] myself. I'm going to go all go go go all [43:13] in on this." Um, [43:15] what does your day-to-day look like [43:18] after that? Where are you going to be [43:19] spending your time? [43:20] Yeah, it's it's something that I I need [43:22] to spend a little bit more time in and [43:23] and one of the things that I actually [43:24] just did, uh, yesterday actually, I just [43:27] hired a a coach, a mentor in the [43:29] landscaping industry. So, a lot of my [43:33] time initially is going to be spent in [43:35] like the business and going through the [43:37] numbers with with that individual [43:40] and really understanding, you know, [43:43] where am I losing money? What do my [43:46] systems look like? Where are the [43:47] bottlenecks? How can you, again, going [43:50] back to like the systems, building out [43:51] more and more systems. Um, [43:54] I think [43:55] being a little bit more involved with [43:56] some of the topper top line clientele, [44:00] uh, you know, making sure that things [44:01] are going well, uh, upsell opportunities [44:04] by adding different service lines. I [44:05] want to get more in like the hardscape [44:07] industry as well cuz really right now [44:09] we're on the maintenance side. So, I [44:12] want to get more involved. I want to [44:13] build out a a uh [44:15] a team or a group of [44:18] contractors that can handle these [44:20] additional high-ticket services like the [44:22] hardscaping and things of that nature. [44:25] My advice to you would be [44:28] what if you could you really quit your [44:29] job tomorrow? [44:31] I would I would split my [44:33] time into two buckets. And the first is [44:36] the operating of your current business [44:38] and making sure that, you know, you you [44:40] really understand it and really [44:42] understand the um financial flows. Like [44:45] you understand your sales process, you [44:46] understand the systems of the business [44:49] as it is today. Like I like not even um [44:52] before you even start thinking about how [44:54] to expand it. I think like really [44:56] dialing in the workflow and the systems [44:59] of that that business that you have [45:00] today um and, you know, getting a [45:04] um [45:05] you know, having like a real kind of [45:08] like financial audit done by yourself [45:10] that, you know, you really understand [45:12] where all the money's going and like [45:13] what your profitability is and and all [45:15] that kind of stuff. So, that'd be like [45:16] one one bucket, you know, you know, [45:19] basically solidifying the the the [45:21] systems of the business that you have [45:22] today. [45:23] And then [45:25] especially given your background and [45:27] your skill set, I would be spending all [45:29] the other time building the pipeline of [45:32] potential acquisitions that you can do [45:34] through some type of an owner earnout. [45:36] And, you know, my my suspicion is like [45:38] if you really are committed to the $10 [45:40] million of EBITDA in a 5-year time [45:42] frame, [45:44] you're going [clears throat] to find [45:44] that you can actually buy [45:47] the hardscape expertise or the hard [45:49] hardscape clientele through that kind of [45:52] acquisition strategy probably through [45:54] owner financing much quicker than you're [45:57] going to be able to go and figure it out [45:59] yourself. [45:59] For sure. [46:00] Um then to me the right strategy is you [46:01] want to shore up what you've got to make [46:03] sure that, you know, it's it's, you [46:05] know, you've got a system that you [46:06] understand and then be spending all of [46:08] that time knocking on doors and doing [46:10] that cold calling and making those, um, [46:13] you know, [46:14] phone calls that are consistent with [46:17] your ambition of growing through [46:18] acquisition. Um, and have that be your [46:20] core competency like making your [46:22] relationships with, um, in that way and [46:24] then figuring out how to structure deals [46:26] that make sense for you and grow your [46:29] client base that way. Like that that's [46:30] how I would approach it if I were you. [46:32] No, that's that's great advice. [46:34] If you really have a system that you [46:35] understand that you can work and you can [46:37] fold that into, then, [46:39] you know, you're able to, [46:42] um, bring in the the you're you're able [46:45] to monetize these customer relationships [46:47] that these people have in a way that [46:50] like really they can't or nobody else [46:52] can because they don't have any [46:53] infrastructure. And so like you're going [46:55] to be targeting these very small [46:57] businesses that are basically people [47:00] that have a few contracts that are that [47:02] they're doing a lot of the work [47:03] themselves. I mean like that that's [47:04] basically, I think, who you're going to [47:07] be targeting. And in those cases, then [47:10] having some type of, uh, [47:12] earnout, um, whether it be owner [47:14] financing or just an earnout based off [47:15] of, hey, you know, [47:18] you know, we'll pay you over the next 3 [47:19] years, um, contingent on 85% of the [47:22] customers staying [47:23] staying with this over that 3-year [47:25] period. So it's like having a retention [47:26] type thing. That's oftentimes how [47:28] they're structured. [47:29] Um, but, you know, it's going to be a a [47:31] matter of kind of 100%. But then when [47:34] you get up to, [47:36] like let's say you you get up to larger [47:37] deals and you want and you're like, [47:38] okay, I'm going to buy a half million [47:40] dollar EBITDA business that's maybe [47:42] doing, um, you know, 2 million dollars a [47:45] year of of sales, that might be [47:47] bankable. Um, and then how do you [47:49] structure that? Um, well then maybe you [47:52] say, okay, well, um, I'm going to give [47:54] you 60% up front um, and a 40% owner [47:59] um, financing. But then with that 60% [48:02] you can probably get a bank to to [48:04] finance 50% of the deal or something [48:06] like that because like a cash flow on a [48:09] cash flow when they maybe give you two [48:10] times EBITDA on a small deal like that [48:12] which you know would be like 50% of the [48:14] the price in this hypothetical example. [48:16] So maybe you're putting down 10% you're [48:18] getting 50% from the bank and the rest [48:20] is owner financing. I mean that's a very [48:21] common type structure [48:23] which would allow you to do it with with [48:25] very little cash. Those are the types of [48:26] the structures that you're going to be [48:29] coming up with. Makes perfect sense. [48:31] Yeah. [48:31] Which is why like if you have those [48:32] eight hours a day [48:34] extra you want to be building the [48:36] relationships with those types of [48:39] people. [48:40] And that that is that is where you're [48:42] going to add the most value. [48:43] Yeah, that makes that exactly that's [48:45] what I was going to say. [48:46] your CR you're going to build your CRM [48:47] of all these like you would map out the [48:49] state of Florida or wherever you wanted [48:50] it to go and you say like I'm going to [48:52] find as many of these small mom and pop [48:55] landscaping companies as I can and make [48:57] relationships with as many as I possibly [49:00] can, take as many to lunches as I can, [49:01] let's get to know them. [49:03] And you know the when they are ready to [49:06] sell or when they've had a bad day and [49:07] they want to get out you want to be the [49:09] first person they call. That's the game. [49:11] [sighs and gasps] [49:12] I need to make the big leap. [49:14] Yeah, that that's a full-time job to do [49:15] that well. That's a full-time job. I [49:16] mean you're the guy to do that like you [49:18] can't outsource that. That's the thing [49:19] you can't outsource. You can outsource [49:21] everything else which is why you don't [49:22] want to focus on that. You want to be [49:24] focusing all your energy on the thing [49:25] you can't outsource. [49:26] Right. That's that yeah. [49:28] That's where I'm going to get the most [49:30] value out of my time. That's what I need [49:32] to be doing. [49:32] Yeah. I mean if your goal as you stated [49:34] and I think it's very clear to to to be [49:36] be clear with yourself about your goal. [49:38] Five years you want to have a $10 [49:39] million EBITDA landscaping business. You [49:42] intend to do that through M&A as you [49:45] call it. Um [49:47] so how are you going to get there? Well, [49:50] I think we just outlined the playbook. [49:51] Yeah. Merger and acquisition and also [49:53] different service lines. [49:55] Yeah, but you're going to get those [49:56] service lines through merger through [49:58] buying business. True. I mean like [49:59] that's that's the like I think you want [50:02] to simplify it as much as possible. You [50:04] don't want there to be an and. You want [50:05] to be like how are you like you're going [50:07] to build a $10 million EBITDA business? [50:08] You're going to do that through [50:10] rolling up landscaping companies. That's [50:12] what you intend to do. If you roll up [50:14] the landscaping companies, you're going [50:15] to expand your product line. You don't [50:16] need to add yeah like that's going to [50:17] happen naturally, right? [50:19] So, you want to get to that $10 million [50:21] EBITDA by rolling up landscaping [50:23] companies. That's your that's your [50:24] mission. [50:25] So, you know, how are you going to spend [50:27] your time most wisely to achieve that? [50:30] And it's going to be developing the [50:33] kind of Rolodex of people that are [50:36] likely to sell to you. [50:38] Yeah, and I think maybe I was a little [50:39] more clear. It wasn't like a niche. I'm [50:41] thinking, you know, 10 years down the [50:43] road, but [50:44] Well, I mean, I think get to $10 million [50:46] EBITDA first and then see what you want [50:48] to do. Um that's going to you're going [50:50] to you'll have as much optionality as [50:52] you want at that point. And then you can [50:54] then you'll then that's when you're [50:55] going to find out how ambitious you [50:56] really are. You hit that, then is when [50:58] you're going to find out how ambitious [50:59] you really are. But most people give up [51:01] when they get most people [51:03] like retire or kind of give up wanting [51:05] to grow when they get to that point, [51:06] which is fine. That's what most people [51:08] Hopefully you're not one of those [51:09] people. I'm not one of those people. [51:11] in a sense where like [51:12] Yeah, but you're delusional, but you're [51:14] going to keep you're going to keep [51:16] like trying to do too much and even [51:18] trying to like think in that more [51:19] mentality. [51:21] Um which I think [51:23] a lot of us do. I mean and like I've [51:26] made that mistake [51:28] over and over again. Every time that I [51:30] have tried to expand outside of like my [51:32] core focus, [51:34] um I've learned this lesson the hard [51:35] way. That's why I'm so confident in [51:36] telling you this. I've done it. I've [51:38] I've been that guy. [51:39] Um I still am sometimes. I I still like [51:41] entrepreneurs are all built to want to [51:43] want to do more. Like um it's natural. [51:46] Like I've made this mistake. Like, so [51:48] it's not a judgement at all. Um, but if [51:51] you really are committed to getting the [51:53] $10 million of EBITDA, [51:55] then the rolling up of landscaping [51:56] companies that we talked about, like, [51:58] I'm I'm 100% confident it is possible to [52:00] do that. Like, not going to be easy, but [52:03] it's possible. Um, and so, focus all in [52:06] on that, [52:07] um, and then earn the right at that [52:09] point to say, "Hey, I'm going to [52:11] diversify." And then you can throw money [52:13] at it in a way that you couldn't before. [52:14] Right. [52:15] But, I would get all the other ideas out [52:16] of my head and say, "I'm all in on [52:18] that." [52:19] Makes sense. Okay. [52:21] So, Ryan, [52:22] thank you very much for for joining me [52:24] on Boring Money. I can't wait to talk to [52:26] you in 5 years and find that, you know, [52:28] you you you hit this $10 million of [52:30] EBITDA, and then I'll still talk you out [52:32] of expanding the into full pool [52:34] services. I'll say, "If you want to get [52:35] to 50, you probably should keep doing [52:37] what you already know because it's still [52:38] a big enough market to do it." Um, but [52:40] we can have that conversation in 5 years [52:42] once you get to the once you get to the [52:43] 10. [52:44] Sounds good. Good to be with you, David. [52:45] It was a good time.