WEBVTT 00:00:04.260 --> 00:00:06.360 I'm so excited about this that I'm going to skip 00:00:06.360 --> 00:00:07.780 the whole intro. We're going to get right down 00:00:07.780 --> 00:00:09.460 to it. What do you think? Let's get into it, 00:00:09.460 --> 00:00:12.820 man. All right. So tell me about what just happened. 00:00:12.880 --> 00:00:16.780 Literally just happened. So I go in because we 00:00:16.780 --> 00:00:18.600 had some mold that we're looking at. And we go 00:00:18.600 --> 00:00:22.359 in and my pan under my HVAC unit. So we have 00:00:22.359 --> 00:00:24.859 an internal like, you know, where it comes in 00:00:24.859 --> 00:00:27.140 and you got the heating unit in there. And the 00:00:27.140 --> 00:00:30.739 coils, I guess, were freezing up. And my entire 00:00:30.739 --> 00:00:32.979 pan underneath was full of water to the brim. 00:00:33.020 --> 00:00:34.969 Yeah, yeah, absolutely. So I'm going in there 00:00:34.969 --> 00:00:38.390 and, you know, I'm looking in one of my pipes, 00:00:38.429 --> 00:00:40.170 like, you know, you have the little PVC and at 00:00:40.170 --> 00:00:42.149 the very top, it's got like an outlet valve. 00:00:42.490 --> 00:00:44.509 Well, that's where I was dripping down and into 00:00:44.509 --> 00:00:47.549 the pan. Right. So guy comes over and so I'm 00:00:47.549 --> 00:00:49.369 like, oh, I'm getting ready to be on HVAC podcast. 00:00:49.890 --> 00:00:51.990 Can I try something? We just launched. We've 00:00:51.990 --> 00:00:54.509 been working on this for a long time. Our AI. 00:00:55.600 --> 00:00:57.299 right because we're a video company and now we've 00:00:57.299 --> 00:00:59.500 added ai so i was like let's do something i'm 00:00:59.500 --> 00:01:01.079 gonna send you a text we don't do apps and then 00:01:01.079 --> 00:01:02.859 tap i was like you go in that room and you as 00:01:02.859 --> 00:01:05.560 a technician just talk to me through it just 00:01:05.560 --> 00:01:08.079 talk me through it what it was a one minute video 00:01:08.079 --> 00:01:10.780 and he's like it's here here here and here and 00:01:10.780 --> 00:01:12.599 i created in the meantime i created a prompt 00:01:12.599 --> 00:01:16.000 within our stuff that says hvac diagnosis i'm 00:01:16.000 --> 00:01:18.500 like what i want is try to diagnose it tell me 00:01:18.500 --> 00:01:20.519 how to fix it if you can't fix it tell me i need 00:01:20.519 --> 00:01:23.180 to call a technician output a report that i can 00:01:23.180 --> 00:01:25.760 look at And I mean, this guy is a technician 00:01:25.760 --> 00:01:28.879 and he's like, all right, let's try it. And so 00:01:28.879 --> 00:01:31.819 we run it through and then I hit the AI comes 00:01:31.819 --> 00:01:35.280 back with the report. It is spot on. The first 00:01:35.280 --> 00:01:38.560 thing that HVAC guys go, can I buy some stock? 00:01:38.959 --> 00:01:42.819 Really? It was spot on. He was, I almost had 00:01:42.819 --> 00:01:44.180 him stay because he just had, he's like, I got 00:01:44.180 --> 00:01:47.560 two more points. I was like, come on here. Come 00:01:47.560 --> 00:01:50.540 on back. I'll get you on video. HVAC, this young 00:01:50.540 --> 00:01:53.620 man, his mind was blown. He was like. on he's 00:01:53.620 --> 00:01:55.680 like this would have saved me like a call like 00:01:55.680 --> 00:01:57.260 he was blown because they had been here at my 00:01:57.260 --> 00:01:58.780 house the other day because i had the same problem 00:01:58.780 --> 00:02:01.840 but when the guy brushed out the um pvc a bunch 00:02:01.840 --> 00:02:03.739 of the dust went down there and just right where 00:02:03.739 --> 00:02:06.719 it elbows to go out of the house it was full 00:02:06.719 --> 00:02:10.159 of just dust and nasty stuff and but yeah and 00:02:10.159 --> 00:02:11.939 it nailed it and i can show you the report like 00:02:11.939 --> 00:02:13.900 i can show you the video show you the report 00:02:13.900 --> 00:02:17.210 it'll blow your mind And anyway, we're just getting 00:02:17.210 --> 00:02:19.710 warmed up. I mean, that's just the warmup. I 00:02:19.710 --> 00:02:22.330 mean, that's the appetizer. There you go. And 00:02:22.330 --> 00:02:26.090 we're talking about live switch. So James Hatfield 00:02:26.090 --> 00:02:28.389 from live switch. How's it going, my friend? 00:02:28.840 --> 00:02:31.039 Well, pretty dang good. My mind just got blown. 00:02:31.199 --> 00:02:33.500 I know. That's what we want to get out to the 00:02:33.500 --> 00:02:36.219 world, right? We want to tell the industry about 00:02:36.219 --> 00:02:38.840 what's happening and changing and give them the 00:02:38.840 --> 00:02:42.139 tools and skills to be more efficient in their 00:02:42.139 --> 00:02:43.900 work. Because really, I mean, that's what Life 00:02:43.900 --> 00:02:46.180 Switch is all about, right? It's becoming more 00:02:46.180 --> 00:02:49.039 efficient in the work that you do. And especially 00:02:49.039 --> 00:02:52.599 for like the smaller and the midsize businesses, 00:02:52.620 --> 00:02:54.139 especially like the small ones, like the mom 00:02:54.139 --> 00:02:56.830 and pop shops that... that I came from, they're 00:02:56.830 --> 00:02:59.330 trying to compete, you know, with some of these 00:02:59.330 --> 00:03:02.229 very well invested private equity, large firm 00:03:02.229 --> 00:03:05.689 corporations that are, you know, starting to 00:03:05.689 --> 00:03:07.530 kind of dominate the market. And some of the 00:03:07.530 --> 00:03:09.050 smaller companies, like, is there ways that we 00:03:09.050 --> 00:03:14.550 can like be more. productive with our time? Like, 00:03:14.569 --> 00:03:16.889 are there tools that can make us be more successful? 00:03:16.969 --> 00:03:20.229 I'm like, yeah, there are. And when I seen that 00:03:20.229 --> 00:03:22.729 you were introducing AI into what you're already 00:03:22.729 --> 00:03:25.689 doing, I thought, man, okay, I bet he's going 00:03:25.689 --> 00:03:27.990 to have something now. And so I'm like, you have 00:03:27.990 --> 00:03:32.669 got some. It's game over. I was teaching, I teach 00:03:32.669 --> 00:03:34.129 at the Breakthrough Academy and was teaching 00:03:34.129 --> 00:03:36.889 a bunch of roofers today, walking, just blowing 00:03:36.889 --> 00:03:39.870 minds, right? Like it's, you can't believe now 00:03:39.870 --> 00:03:43.500 that with AI, what people are used to. With ChatGPT 00:03:43.500 --> 00:03:49.240 and the rest, you type to it. We didn't type 00:03:49.240 --> 00:03:53.620 anything. Now we have video, photos, and audio. 00:03:53.819 --> 00:03:55.759 And we're running all that through. All that 00:03:55.759 --> 00:03:57.819 content. Yeah, because we're one of only a few 00:03:57.819 --> 00:03:59.819 companies in the world that do live video. Yeah, 00:03:59.819 --> 00:04:02.620 I know. Live video from me to him. He could have 00:04:02.620 --> 00:04:06.280 been back in his home office and had me talk. 00:04:06.360 --> 00:04:08.379 I go over here. It looks like that's full. That's 00:04:08.379 --> 00:04:11.810 full. And then run the AI on it and boom. Yeah, 00:04:11.849 --> 00:04:13.050 because that's one of the really cool things 00:04:13.050 --> 00:04:21.470 about AI. I'll use it for looking for additional 00:04:21.470 --> 00:04:23.990 content on articles that I'm writing. I will 00:04:23.990 --> 00:04:28.029 look for it for looking for prompts of things 00:04:28.029 --> 00:04:31.769 that I'm studying. I'll look for content that's 00:04:31.769 --> 00:04:34.689 already on the web that's in reference to a particular 00:04:34.689 --> 00:04:38.189 scenario because we're using so much basically 00:04:38.189 --> 00:04:42.170 Descript of video and photo. So I use air .inc 00:04:42.170 --> 00:04:45.569 to manage all of our content here at Esco. We've 00:04:45.569 --> 00:04:48.839 got like 55 ,000 different. items within our 00:04:48.839 --> 00:04:50.699 management system. And over the last few months, 00:04:50.800 --> 00:04:54.120 it's been utilizing the descripting tools to, 00:04:54.160 --> 00:04:56.600 you know, descript all of our videos, photos, 00:04:56.720 --> 00:05:00.139 and now it's starting to look for certain things. 00:05:00.300 --> 00:05:02.420 But what you're doing is like, you're doing that 00:05:02.420 --> 00:05:06.160 kind of in live time and it's looking for the 00:05:06.160 --> 00:05:08.000 things that it's seeing and then looking for 00:05:08.000 --> 00:05:11.399 solutions to those. Yep. Yep. It's looking at 00:05:11.399 --> 00:05:14.959 all that audio photos and putting it all through 00:05:14.959 --> 00:05:17.259 and video and putting it all through the AI to 00:05:17.259 --> 00:05:19.759 help. I kind of got like, you know, Iron Man, 00:05:19.819 --> 00:05:21.079 you know, it's like, you're the guy in the iron 00:05:21.079 --> 00:05:23.759 suit. Now you got Jarvis. This is, this is Jarvis. 00:05:23.980 --> 00:05:26.660 And this is like on top of what live switch was 00:05:26.660 --> 00:05:28.899 already doing for the industry. I almost kind 00:05:28.899 --> 00:05:30.879 of want to go backwards and because of this, 00:05:30.899 --> 00:05:32.860 we can like spend the entire podcast just talking 00:05:32.860 --> 00:05:35.959 about this. Yep. Let's take just a couple, let's 00:05:35.959 --> 00:05:37.519 take a few minutes and let's tell people about 00:05:37.519 --> 00:05:39.480 live switch. And then maybe we'll come back to 00:05:39.480 --> 00:05:41.740 the AI because I really do think that what you're 00:05:41.740 --> 00:05:46.199 doing is. It just revolutionizes the way we can 00:05:46.199 --> 00:05:50.759 use software in a company. It changed everything. 00:05:50.959 --> 00:05:53.339 So let me rewind the clock, right? Get your popcorn 00:05:53.339 --> 00:05:55.160 ready. This is a little bit of a story. It's 00:05:55.160 --> 00:05:58.540 a long story long. Not a long story short. It's 00:05:58.540 --> 00:06:00.519 a long story long. Long story long. Okay. Yep. 00:06:00.560 --> 00:06:04.220 So when I was coming up, I come from a blue -collar 00:06:04.220 --> 00:06:06.240 family. Dad built his own house from the ground 00:06:06.240 --> 00:06:09.069 up. I know how to work with my hands and I knew 00:06:09.069 --> 00:06:11.069 how to power wash and paint homes head to toe. 00:06:11.149 --> 00:06:12.350 My grandfather was like, why don't you just be 00:06:12.350 --> 00:06:14.550 a painter after you graduate here? And, you know, 00:06:14.550 --> 00:06:16.269 and so I did. And I opened a painting company, 00:06:16.370 --> 00:06:18.569 power washing company. I had multiple crews. 00:06:19.029 --> 00:06:21.170 And the problem I had at that time was I'd go 00:06:21.170 --> 00:06:23.970 to the bookkeeper and they would be speaking 00:06:23.970 --> 00:06:25.689 English to me. And I'm like, I don't understand 00:06:25.689 --> 00:06:26.990 a word coming out of that person's mouth. Because 00:06:26.990 --> 00:06:29.790 like most people, you know. I speak work. Yeah, 00:06:29.829 --> 00:06:31.730 I became an accidental business owner, right? 00:06:31.829 --> 00:06:33.610 I'm an actual, I know how to paint. Now I've 00:06:33.610 --> 00:06:36.089 got staff. I got a salary to hit and I'm trying 00:06:36.089 --> 00:06:38.949 to put food on my own table. And so I'm like, 00:06:38.970 --> 00:06:41.569 oh goodness. So I decided to go get my business 00:06:41.569 --> 00:06:42.910 degree. I'm like, I'm going to go get a business 00:06:42.910 --> 00:06:44.750 degree so I can understand the language of the 00:06:44.750 --> 00:06:46.449 finance and the business side of it because I'm 00:06:46.449 --> 00:06:48.790 an accidental business owner. So I do that. And 00:06:48.790 --> 00:06:50.470 as I'm coming out of business school, I meet 00:06:50.470 --> 00:06:52.509 a guy coming out of business school, but he's 00:06:52.509 --> 00:06:54.189 different. He has a landscaping company, but 00:06:54.189 --> 00:06:56.939 he... He's really good with the accounting. So 00:06:56.939 --> 00:06:59.920 he created a tool, an AI tool. This was 20 years 00:06:59.920 --> 00:07:02.180 ago. An AI tool. You could take an income statement 00:07:02.180 --> 00:07:04.379 and balance sheet, put it through, and it would 00:07:04.379 --> 00:07:06.579 tell you in layman's terms how you're doing and 00:07:06.579 --> 00:07:09.259 compare you to other people in your industry. 00:07:09.339 --> 00:07:11.079 I'm like, you're solving the problem that I'm 00:07:11.079 --> 00:07:12.720 having. He's like, I'm like, this is awesome. 00:07:12.860 --> 00:07:14.120 He's like, do you think you could sell it? I'm 00:07:14.120 --> 00:07:16.480 like, I don't know. I mean, I go knocking for 00:07:16.480 --> 00:07:21.399 painting. Maybe. So I start doing that. And we 00:07:21.399 --> 00:07:24.870 take that company from an incubator nobody. to 00:07:24.870 --> 00:07:27.470 one of the fastest growing companies in the country 00:07:27.470 --> 00:07:29.629 for three years were Inc. 500. And then we eventually 00:07:29.629 --> 00:07:31.910 sell it to KKR and it's a multi -billion dollar 00:07:31.910 --> 00:07:34.250 company. So that worked out pretty good. So that 00:07:34.250 --> 00:07:36.569 was the first me coming from the ladder into 00:07:36.569 --> 00:07:39.740 technology. So then we go into philanthropy. 00:07:39.879 --> 00:07:42.019 We create inmates to entrepreneurs. We put tons 00:07:42.019 --> 00:07:43.680 of entrepreneurs through our programs, teach 00:07:43.680 --> 00:07:45.560 them how to be business owners. And it turned 00:07:45.560 --> 00:07:47.939 into an ABC television show called Free Enterprise. 00:07:48.199 --> 00:07:50.819 My business partner is like a star of a TV show. 00:07:50.879 --> 00:07:53.019 I'm like, of course he'd be a TV star. Anyway, 00:07:53.860 --> 00:07:55.660 from there, we're like, hey, we're too young 00:07:55.660 --> 00:07:58.980 to put our boots up and call it a day. So let's, 00:07:58.980 --> 00:08:00.699 instead of starting from scratch, let's buy a 00:08:00.699 --> 00:08:02.620 company this time. So we found a company. We 00:08:02.620 --> 00:08:04.199 looked all over the world. We found a company 00:08:04.199 --> 00:08:07.939 and this company specialized is live video. There's 00:08:07.939 --> 00:08:09.459 only a few companies in the world that do it. 00:08:09.540 --> 00:08:11.579 Like we did the Superbowl the last three years. 00:08:11.660 --> 00:08:13.800 If you go to an MLB ballpark and scan a QR code 00:08:13.800 --> 00:08:15.860 and they put you on the Jumbotron, that's us. 00:08:15.939 --> 00:08:18.459 If you remember like the COVID, they had the 00:08:18.459 --> 00:08:21.459 NBA bubble for the all -star games and WWE wrestling. 00:08:21.540 --> 00:08:24.139 We powered all that. That was us. Okay. That 00:08:24.139 --> 00:08:25.839 makes sense. I've seen your name out there. I'm 00:08:25.839 --> 00:08:27.120 like, what in the heck are they doing in sports? 00:08:27.709 --> 00:08:30.230 Yeah. So now we get looped back around the HVAC. 00:08:30.509 --> 00:08:33.210 Well, the chief of police in Washington, D .C. 00:08:33.230 --> 00:08:36.490 comes knocking at the door to reinvent the nation's 00:08:36.490 --> 00:08:38.769 911 phone call because we all have like four 00:08:38.769 --> 00:08:40.809 cameras in our pockets and our smartphones. Right. 00:08:40.909 --> 00:08:42.610 So I had to come up with an idea with our computer 00:08:42.610 --> 00:08:44.830 scientist team. Like, how do we get in there 00:08:44.830 --> 00:08:47.610 when the citizen is compromised? You got no time 00:08:47.610 --> 00:08:50.210 to download an app and it needs to be so dang 00:08:50.210 --> 00:08:52.649 simple because somebody is in a compromised situation. 00:08:52.950 --> 00:08:55.720 I need to get those cameras. So we. figure out 00:08:55.720 --> 00:08:57.679 a way to go through a text message. You tap it 00:08:57.679 --> 00:09:00.440 and instantly we can get into your cameras and 00:09:00.440 --> 00:09:02.980 we can stream that video and audio anywhere, 00:09:03.100 --> 00:09:05.559 like right to the police car. So when it's called 00:09:05.559 --> 00:09:08.240 next gen policing situational awareness. And 00:09:08.240 --> 00:09:10.700 I was like, well, who else would use no app? 00:09:11.019 --> 00:09:13.559 See what I see. And you'll be back to my painting 00:09:13.559 --> 00:09:15.740 days. I'm like, oh, this is the next tell walkie 00:09:15.740 --> 00:09:18.000 talkie. But with my eyes, I don't even know what 00:09:18.000 --> 00:09:19.559 happened the next tell walkie talkie. I love 00:09:19.559 --> 00:09:21.139 that dang thing. It was a good piece. That was 00:09:21.139 --> 00:09:22.440 a good piece. Where did it go? You can drop them 00:09:22.440 --> 00:09:24.120 off from a 20 foot ladder and you can still use 00:09:24.120 --> 00:09:25.580 them. Yeah. And you're talking to everyone in 00:09:25.580 --> 00:09:27.299 your company. Like I didn't have the Waffle House 00:09:27.299 --> 00:09:29.279 with my truck and I'm like talking, I felt like 00:09:29.279 --> 00:09:31.919 a man, you know? So I was like, that's what this 00:09:31.919 --> 00:09:35.639 is. And so we get into home services and I meet 00:09:35.639 --> 00:09:37.480 with this guy and he's in the moving industry, 00:09:37.620 --> 00:09:40.000 like moving boxes of all things. And he's like, 00:09:40.039 --> 00:09:42.059 James, you're sitting on a pot of gold. Like, 00:09:42.120 --> 00:09:43.399 what do you mean? He's like, you should know 00:09:43.399 --> 00:09:46.259 this. He's like, the most expensive thing I do 00:09:46.259 --> 00:09:48.320 is I put one of my guys and one of my vehicles 00:09:48.320 --> 00:09:52.519 burning up gas just to go and, you know, do a 00:09:52.519 --> 00:09:54.960 bid. Well, my guy who was just here, he did it 00:09:54.960 --> 00:09:57.039 at no cost because the technician was just out 00:09:57.039 --> 00:09:59.139 here two days ago. Right. He's like, oh, I won't 00:09:59.139 --> 00:10:01.779 charge you. Well, somebody paid for that. The 00:10:01.779 --> 00:10:04.980 HVAC company who just sent him. Bless his heart. 00:10:05.019 --> 00:10:06.679 He's awesome. Now they're going to send their 00:10:06.679 --> 00:10:08.820 guy to sell me a whole replacement unit. So they'll 00:10:08.820 --> 00:10:10.080 make their money. I ain't worried about that. 00:10:10.139 --> 00:10:12.500 They're going to eat. Right. But he could have 00:10:12.500 --> 00:10:15.639 done that visit with me over our stuff. Right. 00:10:15.700 --> 00:10:18.679 So or a bid. The worst thing, like for the moving 00:10:18.679 --> 00:10:20.809 companies like James. I'll send one of my guys 00:10:20.809 --> 00:10:22.470 out behind the windshield. They'll get out there. 00:10:22.490 --> 00:10:24.169 We'll quote them. And the person's like, it's 00:10:24.169 --> 00:10:26.149 how much? He's like, no, I'm going to get two 00:10:26.149 --> 00:10:28.230 pizza boxes and all my friends. He's like, I 00:10:28.230 --> 00:10:30.570 want to eliminate those people, the tire kickers. 00:10:30.970 --> 00:10:32.870 He's like, I got the other folks that have the 00:10:32.870 --> 00:10:34.529 money ready to move. Maybe even the business 00:10:34.529 --> 00:10:37.149 is paying for it. I can quote it right there. 00:10:37.490 --> 00:10:39.429 And in fact, now you can run it through our AI 00:10:39.429 --> 00:10:41.750 and it'll give you the entire, I can blow your 00:10:41.750 --> 00:10:43.909 mind. It'll give you the. We'll talk about that 00:10:43.909 --> 00:10:47.149 in a minute. I'll slow down. But he was so right. 00:10:47.289 --> 00:10:48.950 I was like, oh my goodness. And this was three 00:10:48.950 --> 00:10:51.210 years ago. Now we've grown like, we're one of 00:10:51.210 --> 00:10:52.690 the fastest growing software companies in the 00:10:52.690 --> 00:10:54.330 country. We're under the hood of ServiceTitan. 00:10:54.370 --> 00:10:55.990 We're under the hood of Jobber. We're under the 00:10:55.990 --> 00:10:59.169 hood of HubSpot, JobNimbus, all the rest because 00:10:59.169 --> 00:11:01.350 they don't have live video and they definitely 00:11:01.350 --> 00:11:03.009 don't have live video through AI, what we're 00:11:03.009 --> 00:11:06.210 talking about. So it's been a ride. It's been 00:11:06.210 --> 00:11:08.230 fun and we're just getting warmed up. I got plenty 00:11:08.230 --> 00:11:10.570 more on the plate, but that's our long story 00:11:10.570 --> 00:11:12.990 long. Love it, love it, love it, love it. That's 00:11:12.990 --> 00:11:14.909 some great intel. I mean, you know, it shows 00:11:14.909 --> 00:11:18.950 us that you've been just running crazy with the 00:11:18.950 --> 00:11:21.389 technology now for a couple of decades. And now 00:11:21.389 --> 00:11:23.669 it's really entering into the whole service sector, 00:11:23.769 --> 00:11:26.190 you know, not just on HVAC, I imagine, because 00:11:26.190 --> 00:11:28.429 this is a service tool, right? I mean, this is 00:11:28.429 --> 00:11:30.490 for all service technicians, whatever you're 00:11:30.490 --> 00:11:32.960 working on. That's right. We're in everywhere. 00:11:33.059 --> 00:11:34.899 We've got electricians, painters, plumbers, power 00:11:34.899 --> 00:11:37.240 washers, holiday lights guys. I mean, ServPros 00:11:37.240 --> 00:11:39.139 use us a ton. The one -time plumbers, college 00:11:39.139 --> 00:11:41.519 hunks, like we're everywhere. It's just right 00:11:41.519 --> 00:11:43.940 now is, you know, teaching, right? Teaching, 00:11:44.000 --> 00:11:46.600 like we didn't have to use our video cameras 00:11:46.600 --> 00:11:49.120 back in the day, you know? And we just used the 00:11:49.120 --> 00:11:50.980 phone and we used, you know, our trucks and we 00:11:50.980 --> 00:11:52.720 got the job done and we went out and bid and 00:11:52.720 --> 00:11:55.600 went and serviced that and that was that. But 00:11:55.600 --> 00:11:57.419 now, like the chief of police, like after we 00:11:57.419 --> 00:12:00.200 got it done, he's like, he looks over his glasses, 00:12:00.259 --> 00:12:02.350 he's like, James! This seems so obvious. Why 00:12:02.350 --> 00:12:03.789 didn't we think about this? And I was like, chief, 00:12:03.809 --> 00:12:06.549 we didn't all have smartphones in our pocket. 00:12:06.610 --> 00:12:08.309 They give you one now when you're born. So you've 00:12:08.309 --> 00:12:11.429 got infrastructure. So let's use it and let's 00:12:11.429 --> 00:12:13.690 put it to work for, in this case, our home service. 00:12:15.029 --> 00:12:17.669 Why not? I mean, it's such an amazing tool. It's 00:12:17.669 --> 00:12:20.210 there on the site. You know, I've been spending 00:12:20.210 --> 00:12:22.269 a lot of time in this last couple of years in 00:12:22.269 --> 00:12:24.409 the social media realm, trying to promote the 00:12:24.409 --> 00:12:27.210 industry, just the trades in general. And what 00:12:27.210 --> 00:12:30.269 I'm realizing that I'm starting to be. you know, 00:12:30.269 --> 00:12:33.029 an influencer within our trade. And I was having 00:12:33.029 --> 00:12:35.710 a conversation this last week about, you know, 00:12:35.710 --> 00:12:38.950 what it would be like if I was a technician today. 00:12:39.169 --> 00:12:41.549 And I'd be like, I'd have like five GoPros on 00:12:41.549 --> 00:12:46.309 my helmet and my phone sitting on my chest. Well, 00:12:46.509 --> 00:12:49.350 a little company named Meta. It's going to make 00:12:49.350 --> 00:12:51.230 sure all you got to wear is glasses because that's 00:12:51.230 --> 00:12:53.049 where we're going next. I'm looking forward to 00:12:53.049 --> 00:12:54.929 that. People are like, man, that's, are you sure 00:12:54.929 --> 00:12:56.830 that's like, when's that coming? I'm like, that's 00:12:56.830 --> 00:13:00.210 like super, super duper soon. And we should be 00:13:00.210 --> 00:13:02.809 using it because it makes life so much easier. 00:13:02.909 --> 00:13:04.950 You know, when we look at technology, like I 00:13:04.950 --> 00:13:08.570 know that you have a lot of, I would say communications 00:13:08.570 --> 00:13:12.409 like history in your life, right? The evolution 00:13:12.409 --> 00:13:15.129 of communications has been part of your family 00:13:15.129 --> 00:13:20.419 history. communications has advanced because 00:13:20.419 --> 00:13:24.299 of technology right that there was a time when 00:13:24.299 --> 00:13:27.500 we took photographs you know with a slide of 00:13:27.500 --> 00:13:30.620 light and we captured light on a film right and 00:13:30.620 --> 00:13:33.840 that has progressed to a point where we're doing 00:13:33.840 --> 00:13:37.659 you know very high resolution photographs on 00:13:37.659 --> 00:13:40.460 our phones as well. And so it just really makes 00:13:40.460 --> 00:13:43.159 sense that we start using the combination of 00:13:43.159 --> 00:13:46.700 high quality inputs with good processors to give 00:13:46.700 --> 00:13:48.539 us high quality outputs. I mean, that's what 00:13:48.539 --> 00:13:52.080 LifeSwitch is doing. Good input, great processing, 00:13:52.240 --> 00:13:55.879 great output. That's right. And it's a very simple 00:13:55.879 --> 00:13:58.720 philosophy. And sometimes it gets muddied when 00:13:58.720 --> 00:14:01.100 we start looking at it as technology and change. 00:14:01.340 --> 00:14:09.470 And we misunderstand. The change doesn't have 00:14:09.470 --> 00:14:12.809 to be something that is difficult. The change 00:14:12.809 --> 00:14:15.870 can be easily if we embrace it. You can learn 00:14:15.870 --> 00:14:18.070 to use our stuff in five minutes. This is built 00:14:18.070 --> 00:14:20.370 by us, for us type of thing. I know what it is 00:14:20.370 --> 00:14:22.830 to live on a ladder. I know what my guys like. 00:14:22.990 --> 00:14:24.610 And everyone's like, oh, well, the home services 00:14:24.610 --> 00:14:26.610 are kind of knuckle draggers of tech. I'm like, 00:14:26.649 --> 00:14:28.809 no, they're not. No, here's the problem. We got 00:14:28.809 --> 00:14:32.480 engineers who code. who have soft hands they've 00:14:32.480 --> 00:14:35.539 never been on a ladder for their whole day you 00:14:35.539 --> 00:14:38.639 know working and they're building platforms and 00:14:38.639 --> 00:14:41.419 products from guy like i make my engineers go 00:14:41.419 --> 00:14:44.139 and like hang out and like go move boxes with 00:14:44.139 --> 00:14:45.980 our movers and they do right like you need to 00:14:45.980 --> 00:14:48.480 understand who the physical you're serving right 00:14:48.480 --> 00:14:50.120 right and you need to understand they're not 00:14:50.120 --> 00:14:52.059 knuckle drivers we just like one button tools 00:14:52.059 --> 00:14:55.419 my truck one button start my paint sprayer one 00:14:55.419 --> 00:14:57.899 button pull and it does the job i want a one 00:14:57.899 --> 00:15:01.600 button click And then I want it to do the job, 00:15:01.639 --> 00:15:03.679 and I want it to take over. The thing that we're 00:15:03.679 --> 00:15:06.659 doing now, bless everyone's heart, they're going 00:15:06.659 --> 00:15:09.440 into CRMs, and they're writing out everything. 00:15:10.279 --> 00:15:12.419 I'm going to give you everyone a clue. We hate 00:15:12.419 --> 00:15:14.899 that. That is not how I want to spend my day. 00:15:15.379 --> 00:15:17.480 But we've got to do it, because if you don't 00:15:17.480 --> 00:15:19.080 put it in there, we don't know what's going on. 00:15:19.600 --> 00:15:22.620 That's going away. It's going away. If your team 00:15:22.620 --> 00:15:26.220 can talk, we can take their... And if they're 00:15:26.220 --> 00:15:28.080 talking to a customer, we can transcribe it and 00:15:28.080 --> 00:15:30.820 put that in the CRM along with the video of the 00:15:30.820 --> 00:15:33.240 interaction and analyze it. You can analyze and 00:15:33.240 --> 00:15:35.659 say, where could my customer success person or 00:15:35.659 --> 00:15:38.019 salesperson sell better? What was our tone like? 00:15:38.120 --> 00:15:39.899 Where did this customer got pissed off? Where 00:15:39.899 --> 00:15:42.679 did that happen? AI can now come in right behind 00:15:42.679 --> 00:15:45.279 just like the Iron Man suit and help your sales 00:15:45.279 --> 00:15:47.679 team or help your dispatch team or help your 00:15:47.679 --> 00:15:50.000 technicians. It rolls through the whole dough. 00:15:51.289 --> 00:15:53.049 You're documenting. And that beautiful thing, 00:15:53.190 --> 00:15:56.350 if you ever want to sell your company, now you're 00:15:56.350 --> 00:15:59.769 documenting all your processes. So you're increasing 00:15:59.769 --> 00:16:02.570 the value. But we want to do it through easy 00:16:02.570 --> 00:16:05.690 ways for our team so we can focus on getting 00:16:05.690 --> 00:16:07.710 the job done or making sure the customer is happy 00:16:07.710 --> 00:16:12.809 and getting paid. Any successful software platform 00:16:12.809 --> 00:16:15.490 that has ever been developed really lives on 00:16:15.490 --> 00:16:17.889 that same principle. Give me the easy button 00:16:17.889 --> 00:16:21.259 for the things that I already do. Right? Like 00:16:21.259 --> 00:16:25.440 why was Amazon successful? It took something 00:16:25.440 --> 00:16:27.100 we already did and just made an easy button. 00:16:27.320 --> 00:16:33.019 That is it. Right? Why don't we take this, take 00:16:33.019 --> 00:16:37.559 the information that we have, put it in quickly, 00:16:37.740 --> 00:16:40.769 put it in much faster. I can tell you. I'm not 00:16:40.769 --> 00:16:43.990 a fast writer. I've become faster over time after 00:16:43.990 --> 00:16:45.929 I got out of the field when I was doing it very 00:16:45.929 --> 00:16:48.029 regularly for training. When I was in the field, 00:16:48.090 --> 00:16:50.909 it was not something that I could do very quickly. 00:16:51.029 --> 00:16:54.649 And especially if I'm on a tablet that is three 00:16:54.649 --> 00:16:57.409 quarter. It's taken me time to do this. It's 00:16:57.409 --> 00:17:00.309 painful. It's painful. And so there's a lot of 00:17:00.309 --> 00:17:02.669 information that probably should be in our service 00:17:02.669 --> 00:17:05.130 reports that are just never going to get there. 00:17:05.230 --> 00:17:09.019 Right. Right. What if it was as simple as. He 00:17:09.019 --> 00:17:10.920 said, just recording that conversation. I repeated 00:17:10.920 --> 00:17:13.960 back to my homeowner and put it into print. That's 00:17:13.960 --> 00:17:15.779 all, that's all I need. And that's all the verification 00:17:15.779 --> 00:17:18.380 anyone needs. Like if it's a call down the road, 00:17:18.480 --> 00:17:21.019 uh, Clifton Beck was out here at this, this call. 00:17:21.140 --> 00:17:23.640 And, uh, he didn't tell me about this problem. 00:17:23.680 --> 00:17:25.900 And I go, I'm Mrs. Jones actually says it right 00:17:25.900 --> 00:17:29.700 here at minute two, two and 37 seconds. He actually 00:17:29.700 --> 00:17:32.299 told you that this condensate panels rotted out 00:17:32.299 --> 00:17:34.200 and that it needed to be investigated. And you 00:17:34.200 --> 00:17:36.930 denied the service. Oh, and oh, by the way, when 00:17:36.930 --> 00:17:38.369 Clifton was out here, he put a bunch of marks 00:17:38.369 --> 00:17:40.390 on my wall. I'm like, well, actually, we did 00:17:40.390 --> 00:17:42.289 a live video, and those marks were even before 00:17:42.289 --> 00:17:45.210 I got in. You're adding the NFL instant replay 00:17:45.210 --> 00:17:48.869 to protect you from your customers. And if your 00:17:48.869 --> 00:17:50.230 team's like, oh, I don't want to be on video. 00:17:50.349 --> 00:17:52.809 I'm like, you do when Ms. Jones just blames you 00:17:52.809 --> 00:17:55.829 for something you didn't do. Exactly. And look, 00:17:55.950 --> 00:17:58.690 it's already happening. I've had a bunch of people 00:17:58.690 --> 00:18:00.869 listening. I remember going to the Jiffy Lube. 00:18:00.970 --> 00:18:03.789 I like to change my own oil. we've gone, you 00:18:03.789 --> 00:18:05.390 know, gone as you can. You sit in that little 00:18:05.390 --> 00:18:07.369 thing, you get a cup of coffee and you don't 00:18:07.369 --> 00:18:08.809 see what they're doing. It's like the wizard 00:18:08.809 --> 00:18:10.970 of Oz behind the magic curtain. Then suddenly 00:18:10.970 --> 00:18:13.210 the technician appears and tells you all the 00:18:13.210 --> 00:18:14.430 things you need to do. And you're kind of like, 00:18:14.450 --> 00:18:16.990 what did they do? Like, because of the lack of 00:18:16.990 --> 00:18:18.990 transparency, they might be doing the best job 00:18:18.990 --> 00:18:20.769 ever on your vehicle, but because you didn't 00:18:20.769 --> 00:18:22.730 see it, you're kind of like, I'm not sure. And 00:18:22.730 --> 00:18:24.630 now they want to upcharge me something. Well, 00:18:24.690 --> 00:18:26.869 now when you're going in and maybe you've had 00:18:26.869 --> 00:18:28.549 it happen. I mean, I'm getting a video from the 00:18:28.549 --> 00:18:30.450 technician. We put air in the tire. Here's I'm 00:18:30.450 --> 00:18:33.000 getting a video of everything they did. And as 00:18:33.000 --> 00:18:36.660 a customer, I like that. It builds trust. I actually 00:18:36.660 --> 00:18:38.700 don't want to go have my vehicle worked on anywhere 00:18:38.700 --> 00:18:41.000 else that doesn't have that. And this is the 00:18:41.000 --> 00:18:43.420 kind of thing that's happening right now between 00:18:43.420 --> 00:18:45.759 Amazon and things like this that are affecting 00:18:45.759 --> 00:18:49.140 you as a home service technician, owner, salesperson, 00:18:49.279 --> 00:18:53.400 and you'll be left in the dust. And it's all 00:18:53.400 --> 00:18:56.059 about speed, right? Here's what happens. I mean, 00:18:56.059 --> 00:18:59.259 I think we all know this. My HVAC went, I got 00:18:59.259 --> 00:19:01.359 water in the pan. What did we do? We called up. 00:19:01.680 --> 00:19:04.480 they picked up the phone and they sent the guy 00:19:04.480 --> 00:19:08.279 out well now you pick up the phone you send the 00:19:08.279 --> 00:19:12.539 video and you can you know lock in the work if 00:19:12.539 --> 00:19:14.539 you need it done but it it's what i'm trying 00:19:14.539 --> 00:19:18.160 to do is box people out of going to other you 00:19:18.160 --> 00:19:21.539 know hvac repair you get to the next call Yeah, 00:19:21.579 --> 00:19:23.859 exactly. And the other thing, and it blew his 00:19:23.859 --> 00:19:25.859 mind, the technician who was on property, I was 00:19:25.859 --> 00:19:27.579 showing him some of the things that our customers 00:19:27.579 --> 00:19:30.279 are doing with QR codes. They're getting these 00:19:30.279 --> 00:19:32.980 weatherproof stickers, putting their brand, their 00:19:32.980 --> 00:19:35.480 phone number, and a live switch QR code under 00:19:35.480 --> 00:19:38.339 it. And anybody can scan that QR code and take 00:19:38.339 --> 00:19:41.059 a video, and it uploads right to the cloud. Right 00:19:41.059 --> 00:19:44.160 into the same file. I could have scanned my HVAC 00:19:44.160 --> 00:19:47.380 unit. I could have hit record, taken a video, 00:19:47.460 --> 00:19:49.579 explained it. He could have shoved that thing 00:19:49.579 --> 00:19:52.019 through our AI. And I could have got a text response 00:19:52.019 --> 00:19:54.160 of whether the technician needs to come out or 00:19:54.160 --> 00:19:56.700 here's what's going on. Yeah. And you can triage, 00:19:56.720 --> 00:20:02.680 right? If it's something that a fairly new technician 00:20:02.680 --> 00:20:06.480 should be able to complete, now you know who 00:20:06.480 --> 00:20:08.420 you got to send. If it's a very complicated scenario. 00:20:09.250 --> 00:20:11.410 Don't send that first early technician out. You 00:20:11.410 --> 00:20:13.329 know which technician to send for this. Well, 00:20:13.349 --> 00:20:15.009 the other thing that companies are doing is they're 00:20:15.009 --> 00:20:16.750 sending the junior techs and the senior tech 00:20:16.750 --> 00:20:18.710 is actually staying behind the computer and they 00:20:18.710 --> 00:20:21.569 send the techs and they walk them through it. 00:20:21.589 --> 00:20:23.869 And we have laser guidance. They can laser guide 00:20:23.869 --> 00:20:26.269 the new guys around. Go here, do this. Oh, I 00:20:26.269 --> 00:20:27.910 forgot about that. Yeah, you got laser guidance 00:20:27.910 --> 00:20:30.109 already on screen for that. So you can pinpoint 00:20:30.109 --> 00:20:31.869 very exactly what they're looking at. It's not, 00:20:31.950 --> 00:20:33.970 hey, yeah, that thing in the background. It's 00:20:33.970 --> 00:20:38.630 this. Yep, exactly. We're seeing more of the 00:20:38.630 --> 00:20:40.890 remote diagnostics because of the labor shortage. 00:20:40.970 --> 00:20:45.690 We actually just now sent out a newsletter on 00:20:45.690 --> 00:20:49.029 one of our LinkedIn groups about our labor shortage. 00:20:50.079 --> 00:20:51.740 We all know that we're in a labor shortage, but 00:20:51.740 --> 00:20:53.039 the thing that we have to really think about 00:20:53.039 --> 00:20:57.099 is that approximately 40 % of all of the technicians 00:20:57.099 --> 00:20:59.420 in the industry today will be retired in 10 years. 00:20:59.900 --> 00:21:03.819 And the average family, the average young couple 00:21:03.819 --> 00:21:07.880 is having children at a rate of 1 .6 per couple. 00:21:08.269 --> 00:21:12.170 right that's a pretty significant drop in population 00:21:12.170 --> 00:21:15.630 over the next decade which you know in many aspects 00:21:15.630 --> 00:21:17.630 is is a great thing we're starting to understand 00:21:17.630 --> 00:21:20.170 our footprint on the world we're having smaller 00:21:20.170 --> 00:21:23.069 families we're going to hopefully you know manage 00:21:23.069 --> 00:21:25.250 our existence on this planet a little bit better 00:21:25.250 --> 00:21:28.680 but in that we also have to understand that Everyone 00:21:28.680 --> 00:21:32.640 has things that need to be fixed and we are going 00:21:32.640 --> 00:21:35.839 to continue growing in the HVAC refrigeration 00:21:35.839 --> 00:21:37.359 sector. I mean, look at air conditioning. Air 00:21:37.359 --> 00:21:40.339 conditioning is now growing in third world countries 00:21:40.339 --> 00:21:43.099 and other countries that have not traditionally 00:21:43.099 --> 00:21:45.119 developed air conditioning in new construction 00:21:45.119 --> 00:21:48.000 at an astronomical rate, right? So the demand 00:21:48.000 --> 00:21:50.140 for technicians is going to continue to grow 00:21:50.140 --> 00:21:53.220 while the supply of technicians is going to continue 00:21:53.220 --> 00:21:56.730 to decline, which means we have to use. remote 00:21:56.730 --> 00:21:59.849 diagnostic tools and use some of that experienced 00:21:59.849 --> 00:22:02.410 technician information, as well as artificial 00:22:02.410 --> 00:22:06.869 intelligence information derived from that, you 00:22:06.869 --> 00:22:09.369 know, that contract, that experienced technician, 00:22:09.430 --> 00:22:12.250 that tribal knowledge to help come up with some 00:22:12.250 --> 00:22:14.069 of these faster resolutions for technicians. 00:22:14.150 --> 00:22:16.750 So I'm all, I'm in like a hundred percent. I 00:22:16.750 --> 00:22:17.930 love what you're doing. Well, the other thing 00:22:17.930 --> 00:22:20.569 that all this enables when you have live video 00:22:20.569 --> 00:22:22.890 is you can hire people anywhere across the country. 00:22:22.930 --> 00:22:26.839 In fact, anywhere in the world. I have plenty 00:22:26.839 --> 00:22:29.079 of home service folks that have now hired remote 00:22:29.079 --> 00:22:31.400 staff, even overseas, like in the Philippines. 00:22:31.559 --> 00:22:33.380 And these folks speak perfect English. Sometimes 00:22:33.380 --> 00:22:36.440 you can better not believe it or not. We all 00:22:36.440 --> 00:22:38.319 think about the old school call center and I 00:22:38.319 --> 00:22:40.279 can't hear. And the guy says his name is Bob 00:22:40.279 --> 00:22:43.059 and we know it's not Bob, but like, this is not, 00:22:43.099 --> 00:22:45.559 it's not the same anymore. Like it's debunked. 00:22:45.559 --> 00:22:49.059 Like now you can have someone half a world away, 00:22:49.140 --> 00:22:53.440 do a remote sales diagnostic and send out a technician. 00:22:53.930 --> 00:22:57.630 And you're paying them $1 ,500 a month to be 00:22:57.630 --> 00:23:00.289 fully dedicated to you. And so it's better for 00:23:00.289 --> 00:23:02.529 your bottom line. It's faster for your customer. 00:23:02.650 --> 00:23:05.150 You can do 24 -7 coverage if you need to do that. 00:23:05.390 --> 00:23:09.029 And now you can run with your onshore local technicians 00:23:09.029 --> 00:23:13.650 closer. We just get comfortable. Here's the thing. 00:23:13.670 --> 00:23:15.630 Your competition is already doing it. This isn't 00:23:15.630 --> 00:23:17.750 a science fair project. It isn't like, oh, that 00:23:17.750 --> 00:23:19.900 sounds good. I'm like, no, no. you're competing. 00:23:20.099 --> 00:23:22.180 Like I have a guy, we just put a virtual conference 00:23:22.180 --> 00:23:24.759 on. He runs an eight figure in this case, moving 00:23:24.759 --> 00:23:28.079 company. All his salespeople are in South Africa 00:23:28.079 --> 00:23:30.680 and his sales manager is in Poland and they do 00:23:30.680 --> 00:23:34.059 eight figures and he's, and he's in Seattle and 00:23:34.059 --> 00:23:37.380 they are kicking, but all his local folks are 00:23:37.380 --> 00:23:40.319 all his technicians. Yeah, absolutely. That's 00:23:40.319 --> 00:23:43.079 your boots on the ground. That's it. So just 00:23:43.079 --> 00:23:46.240 warm up to it. So some people will listen. I'll 00:23:46.240 --> 00:23:48.940 never do that. Well, Here's the thing. When the 00:23:48.940 --> 00:23:50.519 iPhone came out, some people said they never 00:23:50.519 --> 00:23:53.599 want that in everyone's pocket. So it's an adoption 00:23:53.599 --> 00:23:56.940 curve. It's your comfort level. And I'm all for 00:23:56.940 --> 00:24:00.380 onshore, you know, in America, boots on the ground. 00:24:00.460 --> 00:24:02.619 Don't hear me wrong. But I also want you to understand 00:24:02.619 --> 00:24:05.500 when you can't find good local help and you know 00:24:05.500 --> 00:24:07.619 some of the people listening, banging their heads 00:24:07.619 --> 00:24:11.039 on the wall. Have you tried? I'll tell you what, 00:24:11.099 --> 00:24:12.980 I've got people saying, my best employees went 00:24:12.980 --> 00:24:15.119 over there in the Philippines because that person, 00:24:15.160 --> 00:24:17.019 a dollar stretches and they're taking care of 00:24:17.019 --> 00:24:18.980 their entire family. They have made it their 00:24:18.980 --> 00:24:22.819 career to be excellent at this. And they will, 00:24:22.859 --> 00:24:24.819 it's a yes sir, yes ma 'am. When do you need 00:24:24.819 --> 00:24:27.000 me? When do you work? You don't have to call 00:24:27.000 --> 00:24:28.980 to see if they're coming into work that morning. 00:24:29.279 --> 00:24:32.539 Yeah, I agree. As soon as we get done, I've got 00:24:32.539 --> 00:24:36.720 a call with a web developer. overseas just because 00:24:36.720 --> 00:24:40.779 of that. For me, it works out great because if 00:24:40.779 --> 00:24:42.819 I come up with a project and I would like to 00:24:42.819 --> 00:24:45.220 be able to get to it tomorrow, if I finished 00:24:45.220 --> 00:24:48.720 up a project right now and I worked with an editor 00:24:48.720 --> 00:24:51.460 here in the US, the editor would be working on 00:24:51.460 --> 00:24:53.990 this project tomorrow. which means I would be 00:24:53.990 --> 00:24:56.289 getting it a couple of days later versus someone 00:24:56.289 --> 00:24:58.650 that is 12 hours away. That's getting ready to 00:24:58.650 --> 00:25:00.289 start work. When I'm getting ready to finish 00:25:00.289 --> 00:25:02.750 work, I can hand over a project. They are going 00:25:02.750 --> 00:25:04.450 to be doing their project while I'm sleeping. 00:25:04.630 --> 00:25:06.230 And then when I'm ready to get back to work in 00:25:06.230 --> 00:25:08.329 the morning, my content is going to be ready 00:25:08.329 --> 00:25:11.509 for me to do some serious work. So we have to 00:25:11.509 --> 00:25:16.049 be thinking globally in, in using solutions and 00:25:16.049 --> 00:25:18.549 software to make us more efficient. I agree. 00:25:18.809 --> 00:25:21.980 And just, it's all about speed. I mean, if you've 00:25:21.980 --> 00:25:23.619 ever lost a job where you're like, hey, we're 00:25:23.619 --> 00:25:24.839 on our way out. And they're like, don't bother. 00:25:25.180 --> 00:25:27.019 We already got someone else. You lost because 00:25:27.019 --> 00:25:31.200 of speed. No other reason. That's it. 100%. Dang, 00:25:31.299 --> 00:25:32.619 this is some good stuff. I'm glad we got back 00:25:32.619 --> 00:25:37.779 together. Yeah, yeah. Where can we learn more 00:25:37.779 --> 00:25:40.279 about LiveSwitch? Two places. One, you can check 00:25:40.279 --> 00:25:42.880 me out on LinkedIn. Go to James Hatfield, LiveSwitch, 00:25:42.880 --> 00:25:45.180 and I will reach out, reach out. We can talk. 00:25:45.240 --> 00:25:47.079 I used to own and operate my own home service 00:25:47.079 --> 00:25:48.480 company, so I would love to talk to you about 00:25:48.480 --> 00:25:50.839 anything, really. Second, just go to LiveSwitch 00:25:50.839 --> 00:25:53.920 .com, L -I -V -E -S -W -I -T -C -H .com. Click 00:25:53.920 --> 00:25:56.539 on demo, and we'll put your hands on it. Try 00:25:56.539 --> 00:25:59.460 it. Give it a shot, and we'd love to have you 00:25:59.460 --> 00:26:02.660 use it and try it out. We have free trials. We 00:26:02.660 --> 00:26:04.420 also have 60 day money back guarantees. They're 00:26:04.420 --> 00:26:05.880 not locking into nothing. We don't do any of 00:26:05.880 --> 00:26:08.299 that nonsense and no decoder ring needed for 00:26:08.299 --> 00:26:11.759 pricing. None of that nonsense. We love easy. 00:26:11.779 --> 00:26:14.160 We love one click solutions and we love simple. 00:26:14.259 --> 00:26:17.119 That's just how we're, that's how we're wired 00:26:17.119 --> 00:26:20.319 up. Awesome. I encourage everyone to go learn 00:26:20.319 --> 00:26:22.960 a little bit more about live switch in ways that 00:26:22.960 --> 00:26:25.019 you can be more efficient at what you're doing. 00:26:25.200 --> 00:26:27.619 And we will see you all again next time on. Did 00:26:27.619 --> 00:26:29.720 you know the ESCO HVAC podcast?