8 Entrepreneurs Compete for $100,000 - Episode 1
AAlex Hormozi
Small Business/StartupsAdvertising/MarketingManagementBuying/Selling
Transcript
00:00:00These eight business owners are competing for $100,000 in this golden ticket, which gives them
00:00:05access to an entire year of guidance from myself and the team behind my $250 million per year
00:00:10portfolio. They each have 60 minutes with me to explain their business, and by the end, I'll decide
00:00:14if they scale or fail. For those who are chosen to scale, I'll give them a personalized 90-day
00:00:19blueprint on how to grow their business, and 90 days later, whoever grows the most wins and walks
00:00:24away with a grand prize. My name is Alex Ramosi, and I've been in business for 15 years, and I
00:00:29recently broke the Guinness World Record for the fastest-selling nonfiction book of all time,
00:00:33making over $106 million in a weekend. And this is Scale or Fail.
00:00:50My name is Nas. I'm the founder of Flex Learning Moving and Delivery. We're based out of San Diego, California. The journey to this business
00:00:58was very accidental. I was a broke college student athlete. My friend from Austin came out one time and
00:01:04he just said, "You should be making some extra money and all it takes is just posting an ad online."
00:01:08It took me about 11 months out of fear to post my first ad.
00:01:12From there, I just realized how much you can grow this business and what's actually possible to do.
00:01:16I found out about the scaling workshop here in acquisition.com and I came in 2025. And since then,
00:01:22the journey has been growing. Growing this business is really important to me. I just want to show
00:01:27myself that I could actually do this.
00:01:28Good morning, Alex.
00:01:30Good morning, man.
00:01:30How are you doing?
00:01:32Good.
00:01:33Great to see you.
00:01:34Good to see you too, man. So tell me about the business.
00:01:37My name is Nas. I'm 29. I'm the founder of Flex Learning Moving and Delivery.
00:01:42We did about $300,000 over the last 12 months, profit being 62%.
00:01:47Our goal is really to expand to multiple locations with $2 to $4 million per location in the next two to three years.
00:01:55We'd love to paint the map pink with our pink trucks.
00:01:58Walk me through the business model.
00:01:59Most of our business come through local residential moves that represents about 90% of the revenue.
00:02:04We charge it based on an hourly rate. It's $165 for two professional movers,
00:02:09plus $150 for the truck and equipment.
00:02:12Are you the cheapest?
00:02:13No, absolutely not.
00:02:14Are you the most expensive?
00:02:15Up there.
00:02:16Okay. And how do you get customers?
00:02:19So being the second highest and best-rated moving company in San Diego, as you can see,
00:02:23like most of the revenue would be from Google Maps and SEO.
00:02:26It's kind of like organic.
00:02:27It costs about $1,000 to $1200 a month for SEO.
00:02:31And the main winner right now that we've been testing with would be the realtor outreach.
00:02:35Tell me about this realtor thing.
00:02:36So we would reach out to them and they would tell me if you have anybody like moving out,
00:02:40we'll give them that little offer of like anybody over $2,000.
00:02:44Then we will, you know, give them $250 off them.
00:02:47So for the realtors, the job is like, they pay so much.
00:02:51For example, this month out of 17 jobs on Google, we made $16,000.
00:02:58Okay. And out of six jobs with the realtors, we made $15,000.
00:03:04So it's over $3,000 per job with the realtors compared to any other channel.
00:03:08Okay. Anything else that's stopping you from scaling?
00:03:11Just not enough leads.
00:03:12We could easily double up the business, but as of right now, just not enough leads.
00:03:16Okay. Why do you even want to grow the business to begin with?
00:03:18Like you're already making money, right?
00:03:20There's different reasons. Number one is that my wife just quit her six-figure job
00:03:23about five days ago to bid on me.
00:03:26I know you heard that a lot, but this one is real.
00:03:29So she quit her job. She's bid on me. She trusts me on doing this. I'm not going to let her down.
00:03:32Okay.
00:03:33And then two, I've had guys that have been working with me for the last few years.
00:03:36And these guys, all they're asking for is just stable work so they can feed their families.
00:03:39Three would be my mom worked extremely hard for us to be here coming from Morocco.
00:03:43So her only dream in life is to own a house and it would be the reason to make that dream a reality.
00:03:48My mom has worked extremely hard her entire life for me and my sister to be where we are today.
00:03:55My mom's only dream is to just own her own house, which does not even require much.
00:04:01It's a quarter of a million dollars, 250,000. I could possibly regret that forever
00:04:07if I don't work harder enough to just get her that little thing that she has dreamed about.
00:04:13I really don't care. I don't care for a house. I don't care for a car.
00:04:17I just care for that because it's in me for me to pay back people that have stood with me
00:04:25when I needed it the most. And if anything, she's the only person.
00:04:28Last but not least, it's kind of like a little bit personal.
00:04:31People that have been against us, it's not really to show them that they're wrong,
00:04:34but just to prove myself that I could go a lot further.
00:04:36To show that you're right.
00:04:37Sure.
00:04:38I dig it. Okay, cool.
00:04:40This seems pretty straightforward. I've got a handful of things that I think we can do.
00:04:48So let me just walk you through how I kind of think of this large scale.
00:04:51So I think we'll start with the offer. All right.
00:04:55And then I want to work on the sales process a little.
00:05:00And then we'll talk about this realtor's thing.
00:05:05And then we'll go traffic.
00:05:09So if you think about fixing a business, I always fix things from back to front.
00:05:12So it's like the thing you sell, how we sell it, who we're going to sell it to,
00:05:16and how we can find out about it, right?
00:05:17Okay.
00:05:18If we're talking like big picture, basically you will become a commodity
00:05:21if you're using the exact same measured unit, right?
00:05:25Because they're just asking, what's the hourly?
00:05:27I'm guessing a lot of people get on the phone, right?
00:05:29Yes. What's the price?
00:05:30Yes.
00:05:30Right.
00:05:30And so I think if I were you, I would break that frame and just say,
00:05:35we don't do it by hourly.
00:05:36We just do it by job.
00:05:39And I can give you an estimate because at the end of the day,
00:05:41because someone might respond back, well, I just need to know what the hourly is.
00:05:44It's like, I can't have the guys drag ass and take all day.
00:05:47You'd rather get done quickly rather than take a long time, right?
00:05:50And you want it done well.
00:05:51Well, that's what we'll do.
00:05:52Yeah.
00:05:53Because that'll get you out of this kind of like, it's 120 here and there were 125.
00:05:56It's just like, it doesn't matter because they could take eight hours and I could take four.
00:06:00Yes.
00:06:00You know what I'm saying?
00:06:01The only issues with that is that a lot of these people would like to tell you what they have.
00:06:04And you can't really estimate that if you do a flat rate.
00:06:07Think about it like this.
00:06:08Like in order to scale the business long-term, it's like, we want to have something unique
00:06:14that's somewhat different, right?
00:06:16If we can.
00:06:17Now, if we're also selling a commoditized product, which is just sheer labor right now,
00:06:22plus a truck, there's not a lot of differentiators there besides maybe like pink.
00:06:26I'm trying to think of a way to get you out of the hourly race if possible.
00:06:30Because right now you're servicing kind of the lower end of the market, right?
00:06:33If you're servicing renters and kind of smaller homes.
00:06:36Yes.
00:06:36Because like, I'll tell you, when I moved, I honestly have no idea what I paid,
00:06:40but I'm guessing it's probably in the neighborhood of like $25,000.
00:06:43I have no clue.
00:06:44But the idea was I'm going to leave my house and then I'm going to show up at the other house
00:06:50and it's done.
00:06:51That was what happened.
00:06:52Yeah, that's for the rich.
00:06:53Yeah.
00:06:54No, exactly.
00:06:55Yeah.
00:06:55Well, have you heard my stuff?
00:06:56Yeah, yeah, yeah, yeah.
00:06:57Of course.
00:06:58You know where the money is?
00:06:58Yeah, yeah, exactly.
00:06:59Sell to the rich.
00:07:00Right.
00:07:00And so my point is not like, I'm not saying you all of a sudden
00:07:03overnight become ultra diamond, you know, whatever.
00:07:05Yeah.
00:07:06But what you realized was the realtors, it's not that the realtors are special.
00:07:10It's that you've got a taste of selling to people who have more money.
00:07:13Of course.
00:07:14Right.
00:07:14And so you made way more profit on those deals than you did on the kind of generic.
00:07:18And so that's why I asked about the offer because to me, there should be a white glove offer.
00:07:25To me, that's what's missing.
00:07:26So I thought about that.
00:07:27I did it.
00:07:29It worked.
00:07:30It worked a couple of times, but then I kind of just turned it off.
00:07:33Okay.
00:07:33Why?
00:07:36Because it wasn't selling well.
00:07:38Okay.
00:07:38Well, that's fine.
00:07:39The offer wasn't good.
00:07:40So I'm not, I'm not thrilled right now.
00:07:46Because you're just like, I'm a little bit more expensive and people get a little bit more value
00:07:50than they would with other people.
00:07:51And it's very hard to claim anything that's different besides the trucks being pink and
00:07:57the guys being better.
00:07:58And no hidden fees.
00:08:00Sure.
00:08:01Because material is included, like shrink wrap and moving buckets and all that stuff is included
00:08:05compared to other companies.
00:08:06They would just throw an extra $600 at the end of the bill.
00:08:08And you have to pay for it because you have absolutely no option.
00:08:10But they don't tell you that.
00:08:12And so it's done.
00:08:13But people still see the hourly rate being cheaper somewhere else.
00:08:16It's what's going to save the day.
00:08:17No, I know, I know, I know.
00:08:21Don't love it.
00:08:22I'm going to shift gears.
00:08:22Let's talk about this realtor thing.
00:08:24So why don't we say, let's just for fun, for shits and giggles, right?
00:08:29Yeah.
00:08:30You can have a VIP moving level, right?
00:08:33And then you have your standard moving level.
00:08:35I think that the realtors would be better served.
00:08:37They probably don't care about the $250.
00:08:39Because if they sold the house, they made way more than that.
00:08:41It's irrelevant.
00:08:42They want the referral and they want the people to know that it was a great experience.
00:08:45And so I think you probably get way more referrals if you said,
00:08:48I'll give everybody who you send a VIP service for the price of standard.
00:08:54That will probably mean more to them than getting $250.
00:08:58And then for them, they'll be able to be like,
00:09:00hey, if you go through me, he'll give you the VIP level service at the standard rate.
00:09:04Got it.
00:09:05To me, I think it's a lot more compelling.
00:09:06But what would the VIP be?
00:09:07I don't know.
00:09:08Create?
00:09:09Yes.
00:09:09Let's make it up.
00:09:09Got it.
00:09:10Okay.
00:09:10Okay.
00:09:10Okay.
00:09:11Yeah.
00:09:11That makes sense.
00:09:13In the cloud.
00:09:13Yeah.
00:09:14Well, I mean, you could offer to unpack.
00:09:15And if everybody says no, then that's that, right?
00:09:17Like, it's like, we'll even unpack it.
00:09:19And then people might just opt out.
00:09:20If you know most people do, then it's great.
00:09:21It's almost like a false offer.
00:09:23Okay.
00:09:23Because you know more about the customer than they do, which is the whole point.
00:09:26Or the VIP could be, I can give you like,
00:09:28movers with 10 plus years of moving experience that would take care of this entirely.
00:09:32Only reason I don't like that is from a model perspective,
00:09:34that'll be more difficult to scale.
00:09:36And I don't know how much that'll matter.
00:09:38So I'll tell you a different version of this, which is like,
00:09:40instead of doing 10 years, it'd be like, every mover has over 50 moves.
00:09:43Okay.
00:09:44And so I'll give you an example.
00:09:45So like when I had my trainers at my gyms, anyone can be a trainer.
00:09:49Literally anyone can be like you.
00:09:51I have low skilled labor.
00:09:52And then you can have a certified trainer, which they go through accreditations versus not.
00:09:56And you can also internally certify.
00:09:58And so what I did was I created three levels of internal certification.
00:10:00I'd be like, you're gonna have a level three master trainer.
00:10:02Most people were like, oh, wow, that's awesome.
00:10:04But it's just like, they just had to do some stuff.
00:10:05And for me, a level three was like, they'd done a thousand sessions.
00:10:08Fair enough.
00:10:08Or whatever.
00:10:09And so for you, you can be like, you have a level three mover.
00:10:10So we have different moving movers for different skill levels.
00:10:14And so you'll have all level three movers.
00:10:15Because what you're trying to do when you're selling a commodity,
00:10:18you're basically sowing seeds of doubt against the competition.
00:10:21So part of what you said was, well, they're charging 120 an hour,
00:10:24but that's because they're going to nickel and dime me over here.
00:10:26I'm not going to do that.
00:10:26That's basically sowing some seed of doubt saying, I'm actually different.
00:10:29That's basically what you're doing.
00:10:30You're saying, we're not the same.
00:10:31Yeah.
00:10:32Basically, how many other things can we do there?
00:10:34So we have speed, risk, and ease.
00:10:36So speed, since you're charging hourly, is probably not going to be a thing.
00:10:39Now, you could do speed in terms of like, we can come tomorrow,
00:10:41but they probably have a moving day that they are planned out doing.
00:10:44A lot of times, you do last minute moves, and we charge up a little bit.
00:10:47Yeah.
00:10:47Oh, yeah.
00:10:47People call today for today.
00:10:49It's like, my movers bailed on me.
00:10:50And that's the reason why a lot of people would go with cheaper movers, and then-
00:10:54Give the same day premium?
00:10:57I'm not clean.
00:10:58We're kind of like just avoid the same.
00:10:59No, no.
00:11:00Okay.
00:11:00Because sometimes we're so desperate for a job.
00:11:02So I'm like, yeah, whatever.
00:11:03I'll just take it.
00:11:04You know?
00:11:05I know.
00:11:06Got it.
00:11:07Okay.
00:11:08Okay.
00:11:09So you have the fee that other people are nickel and diming.
00:11:12And then, so the other kind of seed of doubt, right?
00:11:15So there's risk, speed, and ease, right?
00:11:17And so what we're hitting on with this kind of like master mover, if you will,
00:11:21actually sounds kind of nice, master mover, is the risk component, which is,
00:11:24listen, believe it or not, a lot of my competitors, they can win on price because
00:11:27they're just literally going to take someone off the street.
00:11:28When I say literally, I mean literally.
00:11:30And that you don't know if they have a record.
00:11:31You don't know like what's going on, right?
00:11:33None of my guys are, you know, ex-cons.
00:11:35And on your move for VIP, you get all level three master movers who've done at least 50 moves
00:11:39or 100 moves, whatever, make, make whatever you want to, right?
00:11:42So how does that sound in terms of the VIP?
00:11:44It's going to be around risk.
00:11:46So it's like, we're going to have this higher tier of mover and no, there's no extra thing
00:11:51besides the labor and we're going to include all the materials.
00:11:54If you do full service moves, there's like packing and unpacking.
00:11:57I love that a lot.
00:11:58Okay.
00:11:59So that to me is what you give these guys, the realtors, and you already use master movers
00:12:05as is, right?
00:12:06Yeah.
00:12:07So there's really no change between that and standard.
00:12:09It's just that if you have standard, you have the option of using cheaper movers.
00:12:12If all your guys are already quote master movers, then great.
00:12:15So I'll just go here, but basically our VIP, right, is going to be pack plus master, you know,
00:12:22master movers plus material.
00:12:26And then standard, I would say it's still pack, but it's just not master movers plus anyone.
00:12:34So that's probably not too big of a cost for you.
00:12:37For me, no.
00:12:38Okay, perfect.
00:12:39Well, then that's about the $250, but this feels significantly more premium
00:12:44than just doing 250 bucks off or 250 bucks to the realtor.
00:12:47Okay.
00:12:48Do you like that better?
00:12:49I like that a lot.
00:12:50Okay.
00:12:50So also when you're, when you're getting on the phone, I think you can just basically have these,
00:12:55these tiers.
00:12:56And I would start with VIP.
00:12:57That's how you would sell it to anybody or just?
00:12:59No, I would do it to everybody.
00:13:00I always start high.
00:13:02Okay.
00:13:02Because the thing is, when you get on the phone with somebody who has money, they don't care.
00:13:07They just want it done.
00:13:08Yes, I agree.
00:13:09And so you have to give that up, that person the opportunity to buy.
00:13:12Now, as soon as I know I'm on a budget, you're like, no worries, then just do standard.
00:13:15Perfect.
00:13:15So most people do this, but if you're on a budget, we have this.
00:13:18And then if someone still objects, then you basically have to walk down the seeds of doubt.
00:13:21So this feels like it's worth diving into a little bit.
00:13:24The issue that you brought up, you said Yelp you didn't like and Google Ads you didn't like, right?
00:13:27Yeah.
00:13:28Right.
00:13:28So to me, that's not a leads issue.
00:13:30It's a sales process issue.
00:13:31Okay.
00:13:32So we have to make you different in some way compared to everybody else.
00:13:35Mm-hmm.
00:13:35Okay.
00:13:36So we have our factors.
00:13:37So we have master movers.
00:13:39We have that.
00:13:40We have materials.
00:13:41We have that.
00:13:42Do you have insurance or anything like that?
00:13:43Yeah.
00:13:44Okay.
00:13:45Do you talk about it?
00:13:46License and insurance.
00:13:47Yeah.
00:13:47I mean, as an operator moving company, you're supposed to have license and insurance.
00:13:51Great.
00:13:52Great.
00:13:52These are elements, right?
00:13:54We need components to the offer.
00:13:56All right.
00:13:56Because again, think risk.
00:13:58So this is risk.
00:13:58This is ease.
00:13:59This is risk.
00:14:00What else do we have?
00:14:01We have speed.
00:14:02Speed.
00:14:03So I do think that if someone does same day, you can just say we have a same day surcharge
00:14:09of 10%.
00:14:10Okay.
00:14:10Just because I want you to get used to charging it because speed is one of the biggest things
00:14:14people pay for.
00:14:15If someone had someone back out and they need something to move today, that's when you can
00:14:19charge.
00:14:20And this might not sound like much, but again, when you hit 20 locations, this will add up
00:14:25because your margins are going to be 70%.
00:14:27You might be at 30% and all of a sudden a 10% lift or 20% lift, all of a sudden you're like,
00:14:31oh, shit.
00:14:31And it's all margin.
00:14:32Yeah.
00:14:32Right.
00:14:33So I'll say a day premium, start at 10%, but I want you to go to 20% over time.
00:14:39And you can basically keep moving up until they say no.
00:14:41So these are different components.
00:14:42We have our A, we have B, we have C, we're getting little pieces that we can talk on the
00:14:47phone.
00:14:48I have not tapped into every single piece of this business.
00:14:51I'm not even capped out yet.
00:14:52I haven't even done the obvious stuff that other businesses are doing.
00:14:56That's why I think I really have a huge advantage that we could grow the most.
00:15:00And that's really the only advantage that we have is that we're small enough to scale the most.
00:15:12Okay.
00:15:13What about a cap?
00:15:14Meaning?
00:15:15It's not going to cost more than this.
00:15:17Let's say they do an estimate.
00:15:19Yeah.
00:15:19How likely is it that they're off by 2x?
00:15:22Not by 2x, no.
00:15:23Okay.
00:15:24But at least a 30%.
00:15:25Okay.
00:15:26So what if we say 50%?
00:15:29I'm going to give you a buffer.
00:15:30I'll tell you why I'm saying this.
00:15:31If you get on the phone and say, hey, did the other guys give you a cap?
00:15:35And they'll be like, no.
00:15:37And you're like, oh, well, yeah, that's how they're going to get you.
00:15:40And then they're like, wait, what?
00:15:41And you're like, oh, yeah.
00:15:42I mean, like I can just take 20 hours to move one thing from here to there.
00:15:45There's not much you can do when somebody's on site.
00:15:48And they're like, oh, I didn't even think about that.
00:15:49It's like, right.
00:15:50So we'll be this and we won't exceed this.
00:15:52Got it.
00:15:53Unless there's a huge issue when we arrive on site.
00:15:56But that's basically like, are you the type of person who's going to be lying about this?
00:15:59No?
00:15:59Okay, great.
00:16:00Then it's fine.
00:16:01So it will not be more than this.
00:16:02Got it.
00:16:03Okay.
00:16:03And then that way, because again, we're trying to sow seeds of doubt.
00:16:06Like if they have two things, they're both 100 an hour, 90 an hour.
00:16:08Yeah.
00:16:09They're going to pick the 90.
00:16:10Of course.
00:16:10So we have to be like, oh, okay.
00:16:12Got it.
00:16:12So what insurance the other guys?
00:16:14Oh, they didn't mention.
00:16:15Oh, yeah.
00:16:15Well, for sure.
00:16:16If you're uninsured, then yeah.
00:16:17I mean, that's, that's the cost.
00:16:18But I'm assuming is nothing you have valuable.
00:16:21You know, like, no, I have some things that matter to me.
00:16:23It's like, great.
00:16:23Well, we have insurance that we can include.
00:16:25Do you know what I'm saying with this sale here?
00:16:27Yeah.
00:16:27It's going to come.
00:16:28It's going to come down.
00:16:29Yeah.
00:16:29And we're going to, we had to get this part here so that when we move to the sales.
00:16:32My brain is going like all over.
00:16:33Yeah.
00:16:34Right here.
00:16:35Okay.
00:16:36But fundamentally, because this is going to ladder into this, but we have our VIP and we have our
00:16:40standard.
00:16:40We're going to start everyone here.
00:16:42Yeah.
00:16:42And then we're going to, if they say, I'm on a budget, we'll say, no worries.
00:16:45We can do this for you.
00:16:46Yeah.
00:16:46Okay.
00:16:48All right.
00:16:48Yeah.
00:16:49It's opening up.
00:16:49I love it.
00:16:54All right.
00:16:55So sales process.
00:16:56So you were able to talk to all the people who came in on the, on the Google leads, right?
00:17:00Yes.
00:17:00Everybody immediately.
00:17:02That's great.
00:17:02The main objection we have is always price.
00:17:05It's always price.
00:17:06If they don't know what else to talk about, customers will always go to price.
00:17:09If you don't give them any other variables to consider.
00:17:12Okay.
00:17:13And this is what we're trying to do.
00:17:14Like, that's the point of the offers book is like, how do I, how do I break these two
00:17:17things of price and value?
00:17:18Yeah.
00:17:19Right.
00:17:20If, if there's apples and apples, you want apples and oranges.
00:17:23And even though you build the same way, we like, fine.
00:17:26I get that.
00:17:27Can we still make it different enough on all these other things that they're like,
00:17:30fuck, I didn't even think about that.
00:17:31Yeah.
00:17:32So when someone, when someone calls in, what's the first question you ask them?
00:17:38The day of the move.
00:17:39When are they moving?
00:17:40Just to make sure we have availability.
00:17:41Okay.
00:17:42So you ask for the day and then let's say that you're empty.
00:17:44Now what?
00:17:45Now I do ask how much stuff they're looking to move.
00:17:48Like, what's the size of the move?
00:17:49Okay.
00:17:49And you say size of your, what's the square footage of your stuff or what?
00:17:52No.
00:17:52How many rooms?
00:17:53We go by the rooms.
00:17:54Like, is it a one bedroom, two bedroom?
00:17:55Got it.
00:17:55And then the time is, for example, it's a two bedroom.
00:17:57I was like, great.
00:17:58Like, what are we looking to move?
00:17:59Yeah.
00:17:59And then it asks stairs or no stairs to have an idea.
00:18:01Like, okay.
00:18:02Like how long the job will take.
00:18:04Yeah.
00:18:04And then where the truck is going to be parked.
00:18:06We still want to walk through these other pieces, which is, okay, got it.
00:18:09Do you care about the qualifications of the movers that you have?
00:18:12They're like, I never thought about that.
00:18:14You're like, oh, okay.
00:18:15Because a lot of the guys have like ex-cons and people are like very uncomfortable with that.
00:18:18Believe it or not, it's actually 20% of the industry.
00:18:20I put some stats, right?
00:18:22Yeah, it's true though.
00:18:23No, no, for sure.
00:18:24Right.
00:18:24So it's like, do you care about the world?
00:18:25I don't want ex-cons in my house.
00:18:26And you're like, great.
00:18:28So, and you're, you're in your mind.
00:18:29You're like, okay, they want master movers.
00:18:31They're like, okay.
00:18:32So, um, do you already have all the materials to get all this stuff packed up and all that?
00:18:36Oh no, you don't.
00:18:37Okay.
00:18:38Packing.
00:18:38Got it.
00:18:39Right.
00:18:39And you're like, okay.
00:18:40You're like, got it.
00:18:41So do you have anything that's valued over $500?
00:18:43Obviously, yes.
00:18:44And they're saying, okay.
00:18:46Insurance.
00:18:47You're just listening.
00:18:47Right.
00:18:47Yeah.
00:18:50If it was, if it was today, then we'd include the date premium.
00:18:53If it's not, then we're like, okay, got it.
00:18:55So this is what we can do.
00:18:56We're 165 an hour.
00:18:58And if you go with us today, I'll include the master movers.
00:19:01I'll include materials and I'll include the insurance.
00:19:04If they do full, if they do full, full service, like packing, if we could pack for them,
00:19:08then we can include the materials for free.
00:19:09So that is the offer you were talking about.
00:19:11Yeah.
00:19:12Okay.
00:19:12And if they're like, oh, I can't do that.
00:19:14Then it's like, okay, we can still do it, but we're going to be at standard.
00:19:18If this is going to be the new VIP, make this 195 and make this 165, whatever.
00:19:22Okay.
00:19:22Okay.
00:19:23Okay.
00:19:23So this is VIP and this is going to be standard, right?
00:19:26I agree.
00:19:26Do you like that?
00:19:27Yeah.
00:19:27I love it.
00:19:29It's fantastic.
00:19:29It's awesome.
00:19:30Because that way, that way, again, we're already having a conversation with more detail.
00:19:35I just want to give you bullets so that, again, we want to get on the phones.
00:19:38Because how many, how many are you losing to price?
00:19:41Oh, a lot.
00:19:42Right.
00:19:42Like 40%.
00:19:44Yeah.
00:19:44Okay.
00:19:45So, so this is important.
00:19:46Right.
00:19:47So we want to make sure that they don't think that they're getting the same thing for less.
00:19:52We want them to know they're getting way less for less.
00:19:55So the way we've been selling is that if they kind of hit us with the price issue and like,
00:19:58hey, if you find anybody in this industry in San Diego right now that would match our reviews,
00:20:03we'll beat their pricing because they don't exist.
00:20:05No, of course.
00:20:05That's not.
00:20:05Yeah.
00:20:06But that's not, they're like, yeah, but whatever.
00:20:07Yeah.
00:20:08Yeah.
00:20:08If you can find somebody else that does insurance, has, has level three movers, includes materials,
00:20:13you know, and has a cap, by all means, I'll price match it.
00:20:16But like, I've never been in the price matching game in my whole life.
00:20:19I'd rather just be in the value surpassing game, which is if these things matter to you,
00:20:22we're the only shop in town that does it.
00:20:24If you don't care about having ex-cons in your house, and again, I have no beef with ex-cons,
00:20:28but people have perceptions, right?
00:20:29Yeah.
00:20:30If you have no issues with ex-cons, and you plan on doing the packing yourself,
00:20:33and you're okay with them potentially breaking it because they're not, they're not insuring
00:20:36anything, which honestly, it happens in 25% of moves.
00:20:39Yeah.
00:20:40And if you're the three out of four, it's great.
00:20:41If you're the one out of four, it's pretty tough.
00:20:43Yeah.
00:20:44Right?
00:20:44Yeah.
00:20:44And if you have no cap, and you don't care, because I can come in at $10 an hour,
00:20:47if you want, and I'll just take a week.
00:20:50Yeah.
00:20:51Again, it's like, we have to, like, you have to explain the whole, the whole system, right?
00:20:54And so what this is called is, I call it shifting from local to global, right?
00:20:58So like, you're thinking about this.
00:20:59I am.
00:21:00I'm thinking about this, not me, but the consumer, right?
00:21:03Yeah.
00:21:03And so all of a sudden, you give them way more variables than they thought about,
00:21:05because you know more about it than they do.
00:21:06Of course.
00:21:06And that's the point of a good sales process.
00:21:08And so they're like, I didn't even think about these things.
00:21:10And it's like, right, that's okay.
00:21:11That's what education is for.
00:21:12I'm educating you right now.
00:21:13Yeah.
00:21:13Right?
00:21:14Yeah.
00:21:14And so this is what it sounds like you really want, and that's what I can deliver for you.
00:21:18Because at the end of the day, if you get everything on time,
00:21:20nothing breaks, you have great experience.
00:21:22I was like, is that worth the extra 50 bucks?
00:21:23Oh my god, yes.
00:21:28Good, good, man.
00:21:28So this is what I want you to walk through.
00:21:30It's like, this will get you the deals you're losing.
00:21:32You're losing the price because they have nothing else to say.
00:21:36They're doing apples to apples.
00:21:37You're like, no, it's apples and oranges.
00:21:38But it's totally fair that they're charging less because they're not doing all this stuff.
00:21:41Which by all means, if you want us to not do that stuff,
00:21:44I can't because I have to have a level of service and you see our reviews.
00:21:46I'm not willing to, I'm not willing to sacrifice my reputation for that.
00:21:49Some people are though, because they're in and out of the industry.
00:21:52Yeah.
00:21:52They come in, they just start moving for short periods of time and then they get out.
00:21:56Yeah.
00:21:56I'm here for the long run.
00:21:57Right.
00:21:57Yeah.
00:22:06Now that we have a better idea of what our offers are, what we need to say is,
00:22:10I would include, we'll give them a free VIP upgrade or free white glove,
00:22:13if you want to just use that term, for anyone who you refer just so they think good things about you.
00:22:18Okay.
00:22:18They need to gain from referring you.
00:22:20Their customer has to see them better because they have the hookup.
00:22:23Right.
00:22:23People go to realtors because they're supposed to know the area better
00:22:26and they've done this more times than they have.
00:22:27Right.
00:22:27If you knew everything, you wouldn't need a realtor because you already know the houses,
00:22:30you already know the deal.
00:22:31Yeah.
00:22:31Right.
00:22:32So saying, oh, my guy, I've got an amazing moving company.
00:22:36They give all my customers free upgrades.
00:22:37That makes them look great.
00:22:39Right.
00:22:40Got it.
00:22:40Okay.
00:22:41I love the offer.
00:22:42So we did try SMS.
00:22:44We also tried emails.
00:22:45Emails did not get us absolutely zero conversion.
00:22:47Yeah, they're on their phone.
00:22:48That makes sense.
00:22:48Yeah.
00:22:48So SMS is what would give us some traction.
00:22:51And then what we've been trying lately is that we would just go follow them on Instagram.
00:22:54I think following and DMing would probably have a higher conversion than anything else.
00:22:57So what we tried is that SMS, if absolutely any response in a positive way,
00:23:01even like liking the text, I would find that person on Instagram,
00:23:05like go look them up and then follow them.
00:23:07Like, hey, I saw you like the message.
00:23:08We'd love to tell you more about what we have going on.
00:23:10I mean, I think start there.
00:23:12But I would take that list, feed it into AI and have an agent search online,
00:23:17find the Instagram, and then follow them from my account.
00:23:20Okay.
00:23:21And so every day I would DM 10 or 20 of them because you can't, you can only, you know,
00:23:24DM so many.
00:23:25Now, if they follow you back, then you can DM as many times as you want.
00:23:29Right.
00:23:30Yeah.
00:23:30So we could do, there's two considerations.
00:23:32So one is we could say, follow everyone.
00:23:34And then anyone who follows you back, then you DM.
00:23:37That's one option.
00:23:38Or you just automatically DM 10 or 20 cold, independent of whether they follow back.
00:23:42Okay.
00:23:42So you would actually do massive outreach instead of just like picking up the top 100 producers
00:23:46in San Diego?
00:23:47I mean, we should do that.
00:23:48I mean, start there.
00:23:49Yeah.
00:23:49That's why my, okay.
00:23:50My wife could do your job to actually take care of this realtor.
00:23:53So you're going to do your SMS.
00:23:55This is what you're currently doing.
00:23:56I don't think you necessarily change anything about that.
00:23:58That's fine.
00:23:58The second is the follow to DM.
00:24:04And I would say like, do you know anyone?
00:24:07We have our realtor special, which is VIP upgrade.
00:24:14I like that word upgrade.
00:24:16Yeah.
00:24:16Or white glove, whatever you want it.
00:24:18Yeah.
00:24:18And so that would be my auto DM back.
00:24:20Now, the third thing that I would do, because this is like a lot of the realtor
00:24:25offices, the brokerages, right?
00:24:26They have five, 10, 20 agents, right?
00:24:29I would want to go to the head of the brokerage and say, hey, I'll do a brokerage level deal for you.
00:24:33We'll give everyone who's an agent of yours VIP, like for free, if we can just be the first
00:24:38people you call when you have a move.
00:24:40And ideally, it's like, can you integrate us into your packet?
00:24:42Because that's the thing.
00:24:43It's like, they give people packets.
00:24:44Defenders list.
00:24:45Right.
00:24:45Exactly.
00:24:45So it's like, I want to be the only one in the list and I'll give all of your customers VIP
00:24:51upgrade.
00:24:51You can look at our reviews really good.
00:24:53That's where, because you want integration, because as soon as you get integrated in their
00:24:56sales process, as long as you could do a good job, they'll just, they're not going to look
00:24:59anywhere else.
00:24:59Yeah.
00:25:00I have two that I can like, let it call up today and set up an appointment for this upcoming,
00:25:03like tomorrow.
00:25:04Yeah.
00:25:04Because like one brokerage might sell 20 agents, right?
00:25:08Well, yeah, 20 agents.
00:25:09And then each agent might sell, you know, let's say a house a quarter on average.
00:25:12I'm just making it up.
00:25:13Right.
00:25:13Yeah.
00:25:13So it's like every brokerage is five houses a month.
00:25:16Okay.
00:25:17That's $15,000.
00:25:18Right.
00:25:18When an average of three grand.
00:25:20Per.
00:25:20Right.
00:25:21Yeah.
00:25:21And so it's like, okay, well, how many brokerages are there?
00:25:23Plenty.
00:25:24A lot.
00:25:24Right.
00:25:25And so I'd rather you sell one to sell 60 a year.
00:25:29Like that's what's worth your time.
00:25:30Look, let Jacob take the individual calls.
00:25:32Yeah.
00:25:33But you should be going out and getting the brokerage who's going to get you 60 houses a year
00:25:37each.
00:25:37And then like every week you bring another brokerage on.
00:25:39And that means like every week you're bringing another five deals a month on.
00:25:43And it stacks.
00:25:44Right.
00:25:44And then what's going to, the next bottleneck is going to be, you're not going to be able
00:25:47to manage the relationships.
00:25:49It's not there yet, but that's what's going to happen.
00:25:50And so you're going to need to hire one person to full-time manage the realtor.
00:25:53Developer.
00:25:54Yeah, exactly.
00:25:55It's just a farmer.
00:25:56My wife is going to be doing that for now.
00:25:57Great.
00:25:58So I think we target brokerages.
00:26:03Because this is the long-term flight.
00:26:04Like you, like, it's good to have the reviews you do and that's going to continue to compound
00:26:07and all that stuff.
00:26:08But where I'd like you to get is in the future at some point,
00:26:11you just start turning deals down that are too small.
00:26:13Like one bedrooms and some deliveries.
00:26:14You'd be like, it's just not, we're not there.
00:26:17Yeah.
00:26:17I'd like you to get there because there will be a day where you don't do deals under 3k
00:26:21or under 5k.
00:26:23Yeah.
00:26:23They exist.
00:26:23I know, trust me, I have to believe that they exist.
00:26:26They do exist.
00:26:26I promise you.
00:26:28Okay.
00:26:28So we have our offer.
00:26:29We have our VIP under standard.
00:26:30Now it's the key thing to differentiate us.
00:26:32We itemize all the elements inside of the sales process.
00:26:36So again, we can further differentiate from the hourly.
00:26:38If we're going to stick with hourly,
00:26:39then we still have to have as many different colors as we can here.
00:26:41All right.
00:26:41Okay.
00:26:43Then, and also, I'm very flexible on this.
00:26:46This might be able to be 225.
00:26:47Like, continue to keep pushing this VIP level up until people say no,
00:26:51because you always have your backup.
00:26:52You can always fall down to standard.
00:26:53Standard, yeah.
00:26:54But the people who have money will just, they'll spend more.
00:26:56It's just, it's a different monster.
00:26:58Realtors, we keep doing this, but I think these two will give you more leverage.
00:27:02This one is the biggest one.
00:27:03Okay.
00:27:04Can I ask one question?
00:27:05You want to show up in person here.
00:27:07And so here's how I do it.
00:27:09This is the process.
00:27:11Once you get any realtor thing, you need to show up in person to their office
00:27:16to meet all the other realtors in their brokerage, come, come with donuts,
00:27:19come with whatever, meet the head guy and say like, I had, you know, I set up Kelly.
00:27:23Was that a good experience, Kelly?
00:27:25Great.
00:27:26I can give every single one of your agents VIP upgrades for all of our moves for free.
00:27:31That's on me just because she was so great to work with.
00:27:34And it gives you something that you can kind of have as a nice experience.
00:27:37Yeah.
00:27:39Okay.
00:27:39What was the question?
00:27:40The question is about the SMS.
00:27:41Like, because now I have a list about 12,000 agents.
00:27:43What do you think the first SMS should be like?
00:27:45Should it keep you the same or it doesn't really matter?
00:27:47You're going to test it, man.
00:27:48You're going to see what the response right now is.
00:27:50But would you send the same thing to all of them?
00:27:51The smart cookie move would be look up the agent.
00:27:56AI can do all of this.
00:27:57Yeah, yeah.
00:27:57All of this AI can do.
00:27:58In this cloud, yeah.
00:27:59Yeah.
00:27:59So hook up AI to the list.
00:28:04Create an Excel sheet that has personalized information.
00:28:06Okay.
00:28:07And then have a template for it to then output what you think or what it thinks the personalized
00:28:12first text should be.
00:28:13Okay.
00:28:14And it'll give you the whole list of all hundred.
00:28:15You read them real quick to make sure that they sound like they make sense.
00:28:18And click go.
00:28:19Got it.
00:28:20Because then they could all be personalized.
00:28:21That's what I would test against just the generic opener.
00:28:23Got it.
00:28:24And if you want to be wild, you could probably, are you doing it from a, you're doing it from
00:28:28a true SMS, right?
00:28:29No, I was using a MailChimp.
00:28:31Is that, does it have like a, a, an iPhone, like a blue thing?
00:28:34No, not the blue bubble.
00:28:35No.
00:28:35Okay.
00:28:35Would you recommend the blue bubble?
00:28:36I would give it a shot.
00:28:37So I would say four blue bubble.
00:28:43And I would say just test it because it's going to be more, but if you have a higher response
00:28:46rate, then it's worth it.
00:28:48With an area code that's local.
00:28:50Yeah.
00:28:50And then five for this SMS here.
00:28:53Is AI personalization for that first message.
00:28:57It'll also make it less likely that you get put into spam.
00:29:01Because if the carriers see you spend the same thing to a hundred people,
00:29:04they, they spam the number.
00:29:05Yeah.
00:29:13So traffic.
00:29:13So there's a couple, a couple of smaller things that I think are worth doing.
00:29:16So right now, how are you getting the reviews?
00:29:18What's the review process?
00:29:19So as soon as we finished the move and the guys just ask for a review immediately,
00:29:22it was a huge favorite.
00:29:23It takes 30 seconds.
00:29:24It helps us tremendously.
00:29:25So what's the script for the guys to ask?
00:29:27If you guys think we did a great job, would you mind leaving us a five-star review?
00:29:30We'd highly appreciate it.
00:29:31It takes 30 seconds.
00:29:32So I would just add one little piece in, which is there's probably a leader on each
00:29:39job site, right?
00:29:39Yeah.
00:29:40So the foreman goes over and says, hey, you know, was this a good experience?
00:29:44Yes.
00:29:45Okay.
00:29:45Well, um, the guys get a little spiff from ownership for five-star reviews.
00:29:50So if it, if it means anything to you, it would mean a ton to those guys.
00:29:53And then you can just take who got the most reviews at the end of the month and give a hundred
00:29:56bucks.
00:29:56It doesn't matter.
00:29:57But like the likelihood that they'll just leave review six out of 10, if it's like
00:30:01these guys, it actually makes a difference for them.
00:30:03The likelihood that they'll leave, it's way higher.
00:30:05And it's better when it's not you, because you can't be like ownership.
00:30:08I mean, you can, but like, yeah, right.
00:30:11That's true.
00:30:12But it's easier for the foreman to just be like, uh, the owner gives, um, an extra spiff
00:30:17to the guys, um, if, if they get a five-star.
00:30:20Okay.
00:30:21So one is foreman review.
00:30:26Foreman owner.
00:30:28I'll say spiff.
00:30:29How about that?
00:30:30Perfect.
00:30:31And then two, do you do any social media?
00:30:34Apparently.
00:30:34Okay.
00:30:35So I'll bet you, you're losing to people who have better socials than you are,
00:30:40because obviously search is one thing, but the next thing you look at is, well,
00:30:43let me see if I can find these people on social and that'll make a big swing.
00:30:46And so can you maybe have the foreman do like a before and after?
00:30:51Um, like house full and house empty.
00:30:53Yeah.
00:30:54And then also empty to full.
00:30:56So basically it's four, it's, it's before, after at site one, before, after at site two,
00:31:01clipped into one.
00:31:02Okay.
00:31:02Cause you can just post those just before and afters.
00:31:05And if you get the review, put the five-star review at the end.
00:31:08Got it.
00:31:08Okay.
00:31:09So it's like, you're posting before and after review, before and after review, before and after
00:31:12review.
00:31:12Got it.
00:31:13Okay.
00:31:13So the organic is before, right?
00:31:16After at site one.
00:31:19And then again, before, after at site two, and then review.
00:31:26So it literally shows the full, right?
00:31:29End to end.
00:31:30Like this is what it was.
00:31:30This is what we did.
00:31:31This is where we went.
00:31:32This is what happened.
00:31:32And they said it was awesome.
00:31:35Over and over and over and over again.
00:31:36Okay.
00:31:37Yeah.
00:31:37And then if you can, I would get the realtor reviews because that's going to matter more
00:31:41again for, um, and when I say reviews, I mean really testimonials.
00:31:46Like on a video.
00:31:47Yeah.
00:31:47Okay.
00:31:48Yeah.
00:31:49I can definitely do that.
00:31:51Yeah.
00:31:51Yeah.
00:31:51And also, because the thing is, is the bigger, the bigger your organic following gets, right?
00:31:56When you go to that brokerage and you say, Hey, we're good movers.
00:31:59We've been in the area for a while.
00:32:00We just made a partnership with XYZ Realty.
00:32:03If you're looking to sell house, check it out.
00:32:04Like they love that.
00:32:05It's free promotion for them.
00:32:06And you just throw it in if they do the deal with you.
00:32:08Beautiful.
00:32:08Now when you have a hundred thousand followers that are local,
00:32:10makes a bigger difference than we have one.
00:32:12Got it.
00:32:12So because big picture, if we need the business to grow, right?
00:32:17One is we're having a more premium offer.
00:32:19So for the people who want to spend money, we allow them to do it, right?
00:32:23Yeah.
00:32:23And we're including things that other people are not mentioning, which are these elements,
00:32:28which then when we get into the sales process, we ask the normal questions,
00:32:30but then we ask their preferences, which they didn't think about to differentiate our price
00:32:35versus everyone else's.
00:32:36And then we can step down from VIP to, Oh, you don't actually care about those preferences.
00:32:40Oh, you're more on a budget.
00:32:41You don't care about that stuff.
00:32:42Fine.
00:32:43Because I promise you're not going to find these things at a different price.
00:32:48Then with our realtors, we're adding in the personalization for the AI.
00:32:51This is going to be more lead gen.
00:32:54This is going to be big, especially when it's paired with these, right?
00:32:58Brokerages is what I think you should do.
00:33:01This is the highest leverage thing that you can do is you go and get 20 agents at a time.
00:33:04As soon as you get one realtor who responds back, I would go in person.
00:33:09Got it.
00:33:09Because then it's like, you don't just get them.
00:33:11Because they're already a unit that can send you business every month, but they have five other
00:33:15people or 20 other people in their brokerage.
00:33:17That would be what I would go.
00:33:18That's, this is my, my big 20X lever.
00:33:21This is just to enhance that.
00:33:22This is the, this is the smallest piece.
00:33:24I wouldn't even obsess about it, but these are the bigger ones.
00:33:26Got it.
00:33:27So we can just boost the guy's reviews, just run the spiff play.
00:33:31And then from a long-term perspective, we can build up our organic by doing before and afters
00:33:36at every single site with a review at the end.
00:33:39I think we do all this stuff.
00:33:41This is going to be your, your biggest one.
00:33:45That's the biggest left for you.
00:33:46This is probably going to be like this.
00:33:48These guys are going to be your second biggest lift.
00:33:51And then this whole sales process that I outlined here
00:33:53is going to help you win those other 40% of deals.
00:33:56Long-term that'll compound too.
00:33:58Thank you so much.
00:33:59Appreciate you.
00:33:59Yeah, congrats.
00:34:05All right, let's see.
00:34:06So if we're looking at where you're at in the scaling roadmap,
00:34:08you're between three and four, mostly on the four side because you've got six employees.
00:34:11You're acting as a manager, right?
00:34:13It's your first full team.
00:34:14And so from a product perspective, you were saying yes to everyone who would pay.
00:34:17Yes.
00:34:18I mean, desperate, you know.
00:34:19Right?
00:34:20Yeah.
00:34:20No, you're good.
00:34:21This is the transition.
00:34:22You were getting feedback from different customers.
00:34:23So you were like, ah, do I do the cheap thing or do the expensive thing?
00:34:26I've got these very different.
00:34:27So to graduate, we have to specialize the product, which creates our V2, which is the VIP.
00:34:31And we price to serve that richer customer score.
00:34:33And just for the magic of the audience here, it's not like I had this and I wrote this after.
00:34:38We talked.
00:34:38No, it put me here when I did the whole thing online.
00:34:41But now you're here.
00:34:42Put me here.
00:34:42Yeah, yeah.
00:34:43But now you're here, right?
00:34:43Yeah.
00:34:44From a marketing perspective, we're talking to many unqualified leads,
00:34:46which is what we're dealing with.
00:34:47And so we have to make more content, which is what we're doing on the before and after side,
00:34:51right?
00:34:52And we're adding more qualifications and friction, right?
00:34:54Which goes into these elements of what we can do to kind of differentiate what we're selling,
00:35:00which from a sales process, speed to contact.
00:35:02Now, you haven't had it drop yet because you still need to get more lead volume in,
00:35:05right?
00:35:06And so we have to start tracking a little bit more on this side than you probably are.
00:35:11Now, from a customer success perspective, you've been doing fine.
00:35:13But as we scale, quality is going to be something that's going to drop.
00:35:16And so to move from here to here, we're going to have to have a quality assurance loop that's
00:35:20going to happen.
00:35:21That's not a problem yet.
00:35:21It's going to be.
00:35:22Okay.
00:35:24Thank you so much.
00:35:25Appreciate it.
00:35:25Thank you, dude.
00:35:26This is great.
00:35:26Thank you.
00:35:27Just looking back at all these other business owners, looking at them like they're bigger.
00:35:31They're very mature.
00:35:32I can tell that they have tapped into some phases of life that I haven't gotten to.
00:35:35I do for sure think that Niles has youth on his side, so full of energy and so full of optimism
00:35:44and excitement and definitely strikes me as an action taker.
00:35:47He was very positive, very enthusiastic and very young.
00:35:51That was my first impression.
00:35:52His niche is super accessible, especially where he's at.
00:35:55So I think he can really have a lot of success in what he's doing.
00:35:58I think the biggest advantage that I have out of everybody is that I'm small enough
00:36:02that I could grow the fastest.
00:36:11The idea behind this is who do we want to scale with over the next year
00:36:17versus necessarily where someone could potentially kind of fall off.
00:36:22The business is very straightforward.
00:36:25I think the biggest thing that I don't like about the business is I hate selling hourly
00:36:31with a vicious passion.
00:36:33And so I would do everything in my power to
00:36:38transition to only these realtors and only selling by job so that we can get out of this
00:36:45kind of like rat race and dealing with these high volume kind of BS.
00:36:49Also, the competitors that are going to compete at the bottom aren't going to be legit and the
00:36:52customers you're selling to aren't going to appreciate the difference because they are truly bargain shopping.
00:36:56And they might not have things of value.
00:36:58So they might not care if they break and things like that.
00:37:02I
00:37:10Dude, my heart can't do it.
00:37:12I honestly can't do it.
00:37:14I'm supposed to scale or fail you.
00:37:16And the fail has nothing to do with whether or not the business will fail.
00:37:20This plan will succeed.
00:37:21The reason that I particularly wouldn't want to do it yet is because I think you're too far away from
00:37:25getting to multiple locations, which is where I would gain more interest.
00:37:28Does that make sense?
00:37:30And so for only the purposes of our big, big term discussion,
00:37:36I will fail.
00:37:37But from a short term angle, you're going to do great, dude.
00:37:42All right, this will work.
00:37:44Once you get this dialed and you can move up the avatar.
00:37:47This is one step towards not selling for hourly.
00:37:50And we can start selling packages.
00:37:51We can start selling turnkey moves.
00:37:54That's where this becomes more interesting.
00:37:55And you can start getting into new markets with a clear differentiated product,
00:37:58which then will allow you to really scale.
00:38:02Cool?
00:38:02Sounds great.
00:38:03All right.
00:38:03Thank you so much.
00:38:04Appreciate you.
00:38:04Thank you.
00:38:07The one moment where I really felt like we were going to scale is when we mentioned the realtors
00:38:11and how much value we could get out of it in the next few months.
00:38:16But the moment when I knew it could be a fail is when I said in the very beginning,
00:38:20the goal is to grow to multiple locations.
00:38:21That was really stupid of me.
00:38:22I probably shouldn't have said that at all.
00:38:24But it is what it is.
00:38:25And we're just going to take the plan and work through it.
00:38:27The way I feel right now is I feel amazing.
00:38:30At the end of the day, it's his opinion.
00:38:32I'm very tenacious.
00:38:33So I'm just going to go back, take that plan that he just put on that beautiful white piece
00:38:36of paper.
00:38:37And we're going to go ahead and execute it for the next 90 days.
00:38:39And we'll see how we do.
00:38:41And we'll scale the business.
00:38:43We will absolutely scale the business.
00:38:44Basically, it's like, I want to be able to apply what we're good at to the business that can
00:38:49get the most out of it.
00:38:51And all of these things have to happen in the model for it to kind of get nailed before it can scale.
00:38:56And so right now, I think he's in the nail it phase more than the scale it phase.
00:39:00And so that's why all of these changes are really nailing the model before we scale it.
00:39:04To be fully transparent, I really did not have any expectations.
00:39:07Was I really surprised?
00:39:09Just a little bit.
00:39:10So in the next 90 days, I have already put a plan.
00:39:13I have already talked to somebody to get a second truck since we've been getting
00:39:16more of the bigger jobs with the realtors.
00:39:18My wife, that's all she does all day now.
00:39:21It's just realtors implementing with AI.
00:39:23So yeah, as soon as I go back, I'm going to have to tell my wife the truth.
00:39:30I can't lie to her.
00:39:30I'm sorry.
00:39:32I did not.
00:39:40I did not think this would be like this.
00:39:46Honestly, had they not come here, the business would have grown a little bit, but not at the
00:40:00level it's about to be, to be launched.
00:40:03And the reason why it's because I always keep this thing in my heart.
00:40:06Every single time somebody says, you can't do this thing.
00:40:10So I'm getting a little bit emotional, man.
00:40:13Every single time, every single time somebody said, I couldn't do certain things.
00:40:19I would just go and do it faster and better and stronger every single time.
00:40:24But I really think that roadmap is absolutely priceless.
00:40:27Priceless.
00:40:28Because we'll make that in, again, the $100,000 that we didn't get,
00:40:30we'll make it in two months even before these guys come back to the show.
00:40:33Maybe he'll change his mind.
00:40:41So two things.
00:40:41One, I referenced the scaling roadmap.
00:40:43Wherever you're at, you should check out where you're on there.
00:40:45Like, it's pretty spot on.
00:40:46It's because businesses are not as unique as we think they are.
00:40:49Patterns exist across all of them.
00:40:51So that thing's free.
00:40:52You can go grab it.
00:40:53But inside my offers book, I talk about,
00:40:56I think the first chapter is that you're selling commodity, the commodity problem.
00:40:59And if a customer can look at two things and say, these are the same,
00:41:02they will always take the cheaper item.
00:41:03And so our goal as business owners, unless your entire strategy is to be the cheapest,
00:41:08which is you want to compete in the commodities game and you built your whole
00:41:10business to be cheaper than everyone else.
00:41:12Unless that's your goal, which it rarely is.
00:41:14And it probably shouldn't be for service.
00:41:16Then you want to be on the other side of the spectrum,
00:41:18which is you want to be the value leader.
00:41:19And value leader is thinking about all the different components
00:41:21that a customer and all the problems that you could potentially solve for a customer,
00:41:25break them down kind of like I just did and say, okay,
00:41:27these are all the elements that a customer is not thinking about.
00:41:29But once I present them, they realize that these are actually two very different things,
00:41:32which then allows us to price for the right customer at a much more premium price.
00:41:36Thanks for watching.
00:41:37And we'll see you in the next scale or fail.
00:41:40Next time on scale or fail.
00:41:43I'm Mim Jenkinson and I teach crafters how to make stickers.
00:41:49If you double the amount of customers you have, does it break anything?
00:41:52Nope.
00:41:52Okay.
00:41:52So this is a pure demand issue.
00:41:54Right.
00:41:54Yeah.
00:41:54This would be a higher risk test, but one that I would strongly consider.
00:41:58I'm not risk diverse.
00:42:00Okay.
00:42:00We won't be talking hundreds.
00:42:02We have to.
00:42:02No, I get it.
00:42:02How many stickers do people make?
00:42:04Oh, thousands.
00:42:05Question is, do I want to spend a year working with you to scale this?
00:42:09Or do I think there's something that's going to get in the way?
00:42:12And so the verdict is,
00:42:13you