WEBVTT 00:00:00.140 --> 00:00:03.359 Tell me about your vision. Hey, nice to be here. 00:00:03.439 --> 00:00:07.400 Thank you so much for having me. So my vision 00:00:07.400 --> 00:00:12.599 in terms of CFO Pro plus analytics was to be 00:00:12.599 --> 00:00:16.839 able to bring very high quality CFO services 00:00:16.839 --> 00:00:21.320 to emerging businesses that might otherwise not 00:00:21.320 --> 00:00:23.699 really have access to the types of tools and 00:00:23.699 --> 00:00:25.800 techniques and capabilities that we're able to 00:00:25.800 --> 00:00:34.060 deliver. Our capabilities derive from my own 00:00:34.060 --> 00:00:37.399 personal origins in private equity and growth 00:00:37.399 --> 00:00:39.979 equity investing, as well as being a professional 00:00:39.979 --> 00:00:44.479 CFO. And through that experience, I've been able 00:00:44.479 --> 00:00:48.460 to really distill delivering high quality CFO 00:00:48.460 --> 00:00:53.170 services using a few key principles. And the 00:00:53.170 --> 00:00:54.969 whole objective and the vision is that we can 00:00:54.969 --> 00:00:56.929 take these key principles and we can turn them 00:00:56.929 --> 00:00:59.270 into a repeatable service that adds a lot of 00:00:59.270 --> 00:01:02.850 value to all kinds of emerging businesses. Typically, 00:01:02.990 --> 00:01:05.730 we're servicing companies between $3 and $100 00:01:05.730 --> 00:01:08.609 million of revenue. And depending on the size 00:01:08.609 --> 00:01:10.890 and scale and where they are in their development, 00:01:11.030 --> 00:01:17.530 certain aspects of the approach that we take 00:01:17.530 --> 00:01:22.299 are more important. different phases of a business's 00:01:22.299 --> 00:01:25.420 evolution but what we do is create a customized 00:01:25.420 --> 00:01:29.980 uh solution for them that fits their needs exactly 00:01:29.980 --> 00:01:36.540 and uh the three things that we focus on as the 00:01:36.540 --> 00:01:40.379 main guiding principles are equity value creation 00:01:40.379 --> 00:01:43.260 for the owners of the businesses that we serve 00:01:43.260 --> 00:01:47.069 all decisions are being made With the thought 00:01:47.069 --> 00:01:49.849 of how does this add more value to the shareholders 00:01:49.849 --> 00:01:52.409 of the business? The second is a single source 00:01:52.409 --> 00:01:55.969 of truth. We try to streamline all the data flows 00:01:55.969 --> 00:01:58.209 and information so that the executives of these 00:01:58.209 --> 00:02:01.549 businesses are able to make decisions on information 00:02:01.549 --> 00:02:05.549 that they know how it's generated and they can 00:02:05.549 --> 00:02:09.490 all agree that this is the true information that 00:02:09.490 --> 00:02:11.490 we should be using to make decisions. And the 00:02:11.490 --> 00:02:13.530 third piece is due diligence readiness, which 00:02:13.530 --> 00:02:17.189 means that. We're always building our financial 00:02:17.189 --> 00:02:21.310 operation functions in a way that gives the founders 00:02:21.310 --> 00:02:23.729 and owner operators of these businesses the ability 00:02:23.729 --> 00:02:26.530 to talk to any third party at any point in time 00:02:26.530 --> 00:02:29.050 and be able to provide really good information 00:02:29.050 --> 00:02:31.849 about their business and kind of where they're 00:02:31.849 --> 00:02:36.289 headed. Thank you for sharing that. I'm going 00:02:36.289 --> 00:02:40.650 to take a step back on this approach. A lot of 00:02:40.650 --> 00:02:46.689 times. at least with my beliefs that the things 00:02:46.689 --> 00:02:47.990 I've been learning and things I've been growing, 00:02:48.110 --> 00:02:52.229 I really, really love Simon Sinek's talk about 00:02:52.229 --> 00:02:56.909 figuring out the why before the how and the what, 00:02:57.009 --> 00:03:01.729 right? And we take it a step further. We do it 00:03:01.729 --> 00:03:07.330 figuring out the who before the why. So for you, 00:03:07.409 --> 00:03:14.129 Sal, what would you say as... who you are and 00:03:14.129 --> 00:03:17.469 why you got started doing this the fractional 00:03:17.469 --> 00:03:20.750 cfo and got into this industry with your own 00:03:20.750 --> 00:03:26.569 um i'm guessing the you have some kind of a background 00:03:26.569 --> 00:03:29.469 in this when you do these things so why did you 00:03:29.469 --> 00:03:32.009 start doing these kind of services people what 00:03:32.009 --> 00:03:38.310 gap did you see um the gap that i saw was that 00:03:38.310 --> 00:03:43.860 um emerging businesses. And I happen to have, 00:03:43.960 --> 00:03:48.000 because I came out of the venture capital and 00:03:48.000 --> 00:03:50.780 growth equity investing world, I have a lot of 00:03:50.780 --> 00:03:53.300 relationships and people that I know that are 00:03:53.300 --> 00:03:57.599 involved in emerging companies. These are companies 00:03:57.599 --> 00:04:00.939 that are growing from like zero revenues to call 00:04:00.939 --> 00:04:06.340 it a hundred million. And I saw that there's 00:04:06.340 --> 00:04:11.969 a value proposition in terms of Financial operations 00:04:11.969 --> 00:04:17.350 and financial strategy where the businesses often 00:04:17.350 --> 00:04:21.990 view that as a cost center. And not as a strategic 00:04:21.990 --> 00:04:25.050 opportunity to spend money to grow their businesses 00:04:25.050 --> 00:04:29.269 more quickly and efficiently. But that's because 00:04:29.269 --> 00:04:30.790 they're always thinking about it in terms of 00:04:30.790 --> 00:04:33.930 hiring a full team. And obviously taking on all 00:04:33.930 --> 00:04:37.170 that overhead is very expensive. The opening 00:04:37.170 --> 00:04:42.529 that I saw and why this is. important in the 00:04:42.529 --> 00:04:46.029 market is that the services that we deliver can 00:04:46.029 --> 00:04:49.389 be really packaged into a permanent part -time 00:04:49.389 --> 00:04:54.610 service that are very, very affordable at smaller 00:04:54.610 --> 00:04:59.949 sizes of revenue. Businesses that are doing three, 00:05:00.110 --> 00:05:03.389 four, five, 10, 15, 20, $30 million of revenue. 00:05:03.509 --> 00:05:06.410 There's a way to package this strategic financial. 00:05:08.680 --> 00:05:12.720 service as well as the financial operations service 00:05:12.720 --> 00:05:16.300 in a way that's affordable for them and and that's 00:05:16.300 --> 00:05:24.920 why uh it's been created by my company what would 00:05:24.920 --> 00:05:28.699 you say that then how did you get started on 00:05:28.699 --> 00:05:31.120 this path like did you get did you have corporate 00:05:31.120 --> 00:05:33.399 job before this and then you went into entrepreneurship 00:05:33.399 --> 00:05:42.360 or were you So as a private equity, growth equity, 00:05:42.480 --> 00:05:45.899 venture capital investor for about 15 years, 00:05:46.040 --> 00:05:49.120 and I learned a lot about what it takes to make 00:05:49.120 --> 00:05:52.399 emerging businesses grow and succeed. Then after 00:05:52.399 --> 00:05:54.779 that, I became a CFO of an operating business 00:05:54.779 --> 00:05:57.839 that grew very quickly for about nine years I 00:05:57.839 --> 00:06:00.920 was there. And so I packaged together this investing 00:06:00.920 --> 00:06:03.939 knowledge and discipline and working with young... 00:06:04.160 --> 00:06:07.019 high growth companies with the actual hands -on 00:06:07.019 --> 00:06:12.980 training that i i basically you know went through 00:06:12.980 --> 00:06:16.079 myself as a as a first time cfo for nine years 00:06:16.079 --> 00:06:21.439 very successfully i was i had all this know -how 00:06:21.439 --> 00:06:24.279 and knowledge that could be easily translated 00:06:24.279 --> 00:06:30.490 into a package service for the types of companies 00:06:30.490 --> 00:06:32.689 that I had been working with for, you know, a 00:06:32.689 --> 00:06:35.730 couple of decades. You know, these are founder, 00:06:35.930 --> 00:06:41.029 family -owned, venture capital -backed companies 00:06:41.029 --> 00:06:49.389 trying to grow quickly and stumbling over the 00:06:49.389 --> 00:06:53.209 challenge of how do I invest in a finance function 00:06:53.209 --> 00:06:56.410 that's going to help me grow my business as efficiently 00:06:56.410 --> 00:06:59.149 as possible. And they stumble over that fact 00:06:59.149 --> 00:07:01.209 for what I said earlier is that they often view 00:07:01.209 --> 00:07:05.529 it as like this. I need a team to do this. You 00:07:05.529 --> 00:07:07.569 know, I need a bunch of full time people to do 00:07:07.569 --> 00:07:12.810 this. And what I realized from my background 00:07:12.810 --> 00:07:15.209 in getting started in all this is really that 00:07:15.209 --> 00:07:17.750 it can be packaged into a permanent part time 00:07:17.750 --> 00:07:21.269 solution. That's very customized to the situation 00:07:21.269 --> 00:07:24.750 that the company is going through and also evolves 00:07:24.750 --> 00:07:30.189 with them over time. Thank you for sharing that. 00:07:30.509 --> 00:07:34.069 When you say that entrepreneurs are stuck in 00:07:34.069 --> 00:07:38.730 this mindset, that they think they need a team 00:07:38.730 --> 00:07:43.550 to do this, I am a firm believer that a team 00:07:43.550 --> 00:07:50.610 helps you skip a lot of years of learning in 00:07:50.610 --> 00:07:54.410 your business journey. It helps you skip a lot 00:07:54.410 --> 00:07:56.449 of time that you would have given as a solopreneur. 00:07:58.129 --> 00:08:00.670 Clearly, your threshold goes beyond that, going 00:08:00.670 --> 00:08:03.610 from $1 to $3 million and over to $100 million 00:08:03.610 --> 00:08:07.269 worth in revenue. Usually, it's hard to get there 00:08:07.269 --> 00:08:10.110 as being a solopreneur. I would say you probably 00:08:10.110 --> 00:08:13.329 need a team of at least a few people to cross 00:08:13.329 --> 00:08:17.050 that threshold in revenue. When you say that 00:08:17.050 --> 00:08:20.949 you don't need a team, what do you exactly mean 00:08:20.949 --> 00:08:22.350 by that? I would love to hear your thoughts. 00:08:22.550 --> 00:08:26.769 That's a great question. that you you always 00:08:26.769 --> 00:08:31.410 need a great team and a cohesive corporate culture 00:08:31.410 --> 00:08:35.850 to grow your business what i am saying when i'm 00:08:35.850 --> 00:08:38.009 saying you don't need to think about hiring a 00:08:38.009 --> 00:08:41.029 full -time team in finance is what i'm saying 00:08:41.029 --> 00:08:46.730 to the entrepreneur is focus in on hiring the 00:08:46.730 --> 00:08:53.870 team that is driving your business Don't be confused 00:08:53.870 --> 00:08:58.549 that finance has to be a full team also as part 00:08:58.549 --> 00:09:02.230 of that journey, because you can actually take 00:09:02.230 --> 00:09:07.669 advantage of a fractional CFO service like ours 00:09:07.669 --> 00:09:11.529 much earlier on in your development. And it's 00:09:11.529 --> 00:09:14.669 going to enable you to do all of the other necessary 00:09:14.669 --> 00:09:17.350 team building that you need to do. So when I 00:09:17.350 --> 00:09:19.830 speak about not needing a full team, I'm speaking 00:09:19.830 --> 00:09:24.190 specifically about thinking, wow I need a CFO 00:09:24.190 --> 00:09:27.029 the CFO needs to work with a controller the controller 00:09:27.029 --> 00:09:30.429 needs to work with a bookkeeper when we package 00:09:30.429 --> 00:09:34.330 it together we deliver all those layers in at 00:09:34.330 --> 00:09:39.590 one price on a permanent part -time basis and 00:09:39.590 --> 00:09:44.730 we effectively become part of your team but we're 00:09:44.730 --> 00:09:47.830 not there full -time but because we're at we 00:09:47.830 --> 00:09:49.990 have so much expertise in how to deliver the 00:09:49.990 --> 00:09:54.210 service You feel all the capabilities of it in 00:09:54.210 --> 00:09:56.929 your business without having to see us every 00:09:56.929 --> 00:10:06.809 day of the week. And that gives you a huge amount 00:10:06.809 --> 00:10:09.850 of operating leverage in your business. Because 00:10:09.850 --> 00:10:13.789 now instead of spending, you know, thinking you 00:10:13.789 --> 00:10:16.629 need to spend four, five, six, $700 ,000 a year 00:10:16.629 --> 00:10:20.330 on a... on a finance department, you could be 00:10:20.330 --> 00:10:25.169 spending 120, 150, maybe even upwards of 200 00:10:25.169 --> 00:10:27.370 ,000, depending on the scope and the size of 00:10:27.370 --> 00:10:32.190 your business. So for 40 % of the cost that you 00:10:32.190 --> 00:10:34.870 thought you were going to expect, 30, 40 % of 00:10:34.870 --> 00:10:36.690 the cost of what you thought you were going to 00:10:36.690 --> 00:10:40.129 spend, you get the full service. What I joke 00:10:40.129 --> 00:10:42.570 around with my clients sometimes is like, we 00:10:42.570 --> 00:10:45.110 deliver all the meat without the fat, right? 00:10:47.060 --> 00:10:50.940 That's awesome. That's amazing. Another thing 00:10:50.940 --> 00:10:54.240 that I say to them also is like, you get all 00:10:54.240 --> 00:10:56.960 of the capability without the overhead and the 00:10:56.960 --> 00:11:01.419 water cooler time. That makes sense. And no bathroom 00:11:01.419 --> 00:11:04.779 breaks. Right. Yeah, we're there. We're like 00:11:04.779 --> 00:11:10.269 a paratrooper team. We're in there. And we're 00:11:10.269 --> 00:11:12.690 delivering high grade services that fit with 00:11:12.690 --> 00:11:16.490 your culture. You feel us as part of your team, 00:11:16.590 --> 00:11:21.330 but you don't need us there. You know, you don't 00:11:21.330 --> 00:11:24.110 need three people there 40 hours a week to get 00:11:24.110 --> 00:11:29.649 it done. Yeah. Yeah. You are on point on what 00:11:29.649 --> 00:11:32.470 you just mentioned, because if you think about, 00:11:32.649 --> 00:11:37.049 let's say, a million dollar company, at least. 00:11:37.600 --> 00:11:39.519 They are thinking about bookkeeping. They're 00:11:39.519 --> 00:11:41.379 thinking about taxes. They're thinking about 00:11:41.379 --> 00:11:44.840 investments. They're thinking about allocation 00:11:44.840 --> 00:11:47.960 of resources. They're also thinking about what 00:11:47.960 --> 00:11:50.299 they need to do with the money that's getting 00:11:50.299 --> 00:11:52.419 wasted. They want to see where the money is going 00:11:52.419 --> 00:11:57.419 in and out. And I think a CFO alone costs a lot 00:11:57.419 --> 00:12:00.559 of money a year, let alone a whole team to go 00:12:00.559 --> 00:12:02.919 through all this that you need. Most businesses, 00:12:03.080 --> 00:12:05.399 small businesses that don't make it anyway, they... 00:12:05.740 --> 00:12:08.279 They hire a bookkeeper maybe and then a tax guy 00:12:08.279 --> 00:12:10.519 at the end of the year to figure it out. And 00:12:10.519 --> 00:12:15.700 there's a different level of things that you're 00:12:15.700 --> 00:12:17.919 talking about. I think the people that could 00:12:17.919 --> 00:12:21.120 understand that would be very beneficial for 00:12:21.120 --> 00:12:25.200 them to see what he just mentioned. The bookkeeper 00:12:25.200 --> 00:12:29.620 is like a base level service. And I'll be honest 00:12:29.620 --> 00:12:31.279 with you, when you are thinking about really 00:12:31.279 --> 00:12:33.399 growing your business and transforming it into 00:12:33.399 --> 00:12:38.049 something great, um entrepreneurs fall into the 00:12:38.049 --> 00:12:41.269 trap of confusing accounting with finance and 00:12:41.269 --> 00:12:45.110 what i often say is that you know good finance 00:12:45.110 --> 00:12:47.929 people are pretty adept at accounting but it's 00:12:47.929 --> 00:12:50.370 very hard to find good accounting people who 00:12:50.370 --> 00:12:54.470 are very adept at finance because finance is 00:12:54.470 --> 00:12:59.610 so forward -looking and um it's it's really about 00:12:59.610 --> 00:13:01.590 the strategy and what you're going to do next 00:13:01.590 --> 00:13:10.320 and um The entrepreneurs confuse sometimes bookkeeping 00:13:10.320 --> 00:13:12.200 and accounting with finance. It's not really 00:13:12.200 --> 00:13:16.480 the same thing. But also what I would mention 00:13:16.480 --> 00:13:21.299 is that just in my own experience running this 00:13:21.299 --> 00:13:24.659 business, nine out of 10 companies that we get 00:13:24.659 --> 00:13:27.279 involved in have serious issues in their bookkeeping 00:13:27.279 --> 00:13:31.039 function when we get involved. When you start 00:13:31.039 --> 00:13:33.860 thinking about building a forecast and having... 00:13:34.080 --> 00:13:36.580 a set of books that are aligned categorically 00:13:36.580 --> 00:13:39.600 with how you're going to project the business 00:13:39.600 --> 00:13:42.320 and where you're going to invest your money there's 00:13:42.320 --> 00:13:44.879 usually an incredible amount of messiness in 00:13:44.879 --> 00:13:53.019 there um and uh in in a in a in a very sort of 00:13:53.019 --> 00:13:59.059 normal case there's usually a good you know 30 00:13:59.059 --> 00:14:02.419 to 60 days of rework in the books in order to 00:14:02.419 --> 00:14:04.799 be able to really leverage the historical information 00:14:04.799 --> 00:14:09.659 into forward -looking projections yeah for for 00:14:09.659 --> 00:14:17.960 most people um the the financial data is is not 00:14:17.960 --> 00:14:20.720 as valuable as it could be within five to ten 00:14:20.720 --> 00:14:25.139 years like even if their company was going for 00:14:25.139 --> 00:14:28.990 let's say If it was the exact same results, but 00:14:28.990 --> 00:14:31.210 their company was more five to 10 years down 00:14:31.210 --> 00:14:33.830 the road, that data would carry more leverage 00:14:33.830 --> 00:14:37.750 than it would than any other company before that 00:14:37.750 --> 00:14:40.809 part. Because most times those numbers are bogus 00:14:40.809 --> 00:14:43.830 anyway. Yeah, it also depends on how quickly 00:14:43.830 --> 00:14:48.190 you're growing. And by the way, you could even 00:14:48.190 --> 00:14:53.409 be growing at a modest pace and then hit a five 00:14:53.409 --> 00:14:57.730 -year mark. And now all of a sudden you do need 00:14:57.730 --> 00:15:01.370 a finance function and you've got very messy 00:15:01.370 --> 00:15:03.990 information for the last five years. That doesn't 00:15:03.990 --> 00:15:06.649 really help you at that point in time. That actually 00:15:06.649 --> 00:15:10.110 makes the process more difficult. And so what 00:15:10.110 --> 00:15:13.190 I always advocate is that if you are serious 00:15:13.190 --> 00:15:17.009 about growing your business, you really do need 00:15:17.009 --> 00:15:20.350 to think about the quality of your data and how 00:15:20.350 --> 00:15:23.690 it's being handled from a financial standpoint. 00:15:26.420 --> 00:15:29.080 Because that is actually going to become a very 00:15:29.080 --> 00:15:31.320 important asset for you as you grow. You're going 00:15:31.320 --> 00:15:34.080 to make better decisions. You're going to make 00:15:34.080 --> 00:15:38.039 faster decisions. You're going to sleep better 00:15:38.039 --> 00:15:45.120 at night. You are going to also be able to talk 00:15:45.120 --> 00:15:47.600 about your business more intelligently and credibly 00:15:47.600 --> 00:15:51.779 with outsiders. which is a key aspect of being 00:15:51.779 --> 00:15:54.399 a successful entrepreneur is being able to tell 00:15:54.399 --> 00:15:57.259 a story about your business and knowing what 00:15:57.259 --> 00:16:01.940 you're saying is actually backed by really good, 00:16:01.980 --> 00:16:06.659 solid financial and operational data. So it's 00:16:06.659 --> 00:16:10.980 never too soon, in my opinion. I think you're 00:16:10.980 --> 00:16:14.080 absolutely right. Most businesses, they're not 00:16:14.080 --> 00:16:17.580 focusing on creating resources, templates, and 00:16:17.580 --> 00:16:21.379 procedures. that backs up their departments. 00:16:21.879 --> 00:16:26.059 And that goes to all departments. And for your 00:16:26.059 --> 00:16:28.840 case, it's the CFO department, the financial 00:16:28.840 --> 00:16:31.500 department. Yeah, we get involved in a lot of 00:16:31.500 --> 00:16:34.279 other stuff too. But yeah, it is mainly in finance. 00:16:34.399 --> 00:16:37.240 But what I would say also to your audience is 00:16:37.240 --> 00:16:43.840 when we come in, we are not coming in with an 00:16:43.840 --> 00:16:49.070 attitude of... hey, this is the template and 00:16:49.070 --> 00:16:51.730 we have to fit it into your business. That would 00:16:51.730 --> 00:16:56.090 be a huge mistake. What we say is we have these 00:16:56.090 --> 00:16:59.289 three principles that we're trying to guide you 00:16:59.289 --> 00:17:01.570 to, right? Single source of truth, due diligence, 00:17:01.629 --> 00:17:07.150 readiness, and equity value creation. And we're 00:17:07.150 --> 00:17:10.450 going to come up with a solution that fits as 00:17:10.450 --> 00:17:14.920 painlessly as possible in your business. And 00:17:14.920 --> 00:17:16.259 by the way, if there's anything that's going 00:17:16.259 --> 00:17:18.500 to be particularly time consuming and painful, 00:17:18.579 --> 00:17:20.980 we're going to let you know right away. And then 00:17:20.980 --> 00:17:23.059 we can discuss whether we even want to do it. 00:17:23.480 --> 00:17:26.779 An important aspect of how we execute is this 00:17:26.779 --> 00:17:31.220 concept of quick wins, right? When we build out 00:17:31.220 --> 00:17:35.180 our infrastructure and our templates, we put 00:17:35.180 --> 00:17:38.140 them in place the same way software developers 00:17:38.140 --> 00:17:44.180 version software. We say. version zero is going 00:17:44.180 --> 00:17:46.279 to look like this. And then in 90 days, we're 00:17:46.279 --> 00:17:47.960 going to be at version one, and then we're going 00:17:47.960 --> 00:17:52.000 to be at version two. And the reason that we 00:17:52.000 --> 00:17:55.099 do it that way is that we don't want to walk 00:17:55.099 --> 00:17:58.519 into a client and say, it's going to be six months 00:17:58.519 --> 00:18:01.079 before you see any results from what we're doing, 00:18:01.200 --> 00:18:05.400 right? We know so much about how to execute this, 00:18:05.539 --> 00:18:07.920 that we can start delivering things relatively 00:18:07.920 --> 00:18:12.269 quickly that provide value to. to the clients. 00:18:13.690 --> 00:18:20.690 And so we can start instituting procedures, operational 00:18:20.690 --> 00:18:24.049 processes that they can start leveraging pretty 00:18:24.049 --> 00:18:27.589 soon in the process. It's not some giant project 00:18:27.589 --> 00:18:29.930 that you don't know when the end is going to 00:18:29.930 --> 00:18:33.890 be. We don't operate that way. And I don't think 00:18:33.890 --> 00:18:37.829 anyone should. I come from the marketing world. 00:18:39.289 --> 00:18:44.930 A lot of times when marketers, they're trying 00:18:44.930 --> 00:18:48.470 to show businesses, hey, you don't know what 00:18:48.470 --> 00:18:49.869 you're talking about. They'll give you numbers. 00:18:49.930 --> 00:18:53.710 Hey, what's your ROAS or what's your ad spend 00:18:53.710 --> 00:18:55.210 last time? What's your return on investment? 00:18:55.430 --> 00:18:59.210 They put some weird numbers in there. I can't 00:18:59.210 --> 00:19:01.509 even remember those terms. They make you think 00:19:01.509 --> 00:19:03.670 you don't know what you're talking about without 00:19:03.670 --> 00:19:05.730 even getting to know the business itself in the 00:19:05.730 --> 00:19:08.619 first place. What does the business want? Do 00:19:08.619 --> 00:19:12.039 they have goals? Do they have core values? Do 00:19:12.039 --> 00:19:15.420 what they're currently revenue at? Are they trying 00:19:15.420 --> 00:19:17.619 to go to a certain point? If they are, then are 00:19:17.619 --> 00:19:19.299 they willing to do the work that's necessary 00:19:19.299 --> 00:19:21.480 to grow to that point? Even if you grow them 00:19:21.480 --> 00:19:24.140 with leads, are they able to handle those leads? 00:19:24.500 --> 00:19:27.019 Can they successfully have a great experience 00:19:27.019 --> 00:19:30.079 with the client or all the clients that you bring 00:19:30.079 --> 00:19:33.200 in? Can they close the lease that you give them? 00:19:33.609 --> 00:19:35.910 And can they fulfill on those? Those are the 00:19:35.910 --> 00:19:38.349 questions most marketing teams don't ask. And 00:19:38.349 --> 00:19:42.029 that's when they project their vision onto yours. 00:19:42.430 --> 00:19:44.490 And that's not what you want. And I think you're 00:19:44.490 --> 00:19:46.309 on the right path when you say that we want to, 00:19:46.349 --> 00:19:50.430 instead of giving you a custom, instead of giving 00:19:50.430 --> 00:19:54.470 you a solution that's fit for everyone, even 00:19:54.470 --> 00:19:56.170 though the principle might work for everyone, 00:19:56.309 --> 00:20:00.150 it's important to get to know a business more 00:20:00.150 --> 00:20:03.559 before. before you come up with a system and 00:20:03.559 --> 00:20:06.519 solution because most cases, it's not the same 00:20:06.519 --> 00:20:09.099 case scenario, even though you're building towards 00:20:09.099 --> 00:20:13.180 the same thing. I would say every case is different. 00:20:13.619 --> 00:20:18.900 And the principles don't change because those 00:20:18.900 --> 00:20:22.319 work, you know, I've proven it in my career that 00:20:22.319 --> 00:20:26.200 those three things are transformative when they're 00:20:26.200 --> 00:20:29.369 executed correctly. I'll just say them again. 00:20:29.470 --> 00:20:31.630 It's single source of truth, due diligence, readiness, 00:20:31.849 --> 00:20:36.029 and equity value creation. But in order to implement 00:20:36.029 --> 00:20:44.690 them for, say, a franchisor who owns three Chick 00:20:44.690 --> 00:20:49.230 -fil -A's or to implement them for a digital 00:20:49.230 --> 00:20:57.069 marketing agency that has... operates its business 00:20:57.069 --> 00:21:01.450 with 20 subcontractors, you know, in India and 00:21:01.450 --> 00:21:03.569 sells all this business in the United States. 00:21:04.390 --> 00:21:06.690 They both want to do the same thing, right? They 00:21:06.690 --> 00:21:08.390 both want to grow and they both want to make 00:21:08.390 --> 00:21:13.809 higher profits, but so they fit into my three 00:21:13.809 --> 00:21:16.329 principles, but the way I would handle them is 00:21:16.329 --> 00:21:18.759 totally different. Thank you for being here today. 00:21:18.920 --> 00:21:20.700 I'm really happy that you tuned in to Vision 00:21:20.700 --> 00:21:23.319 Pros Live. I'm looking forward to seeing your 00:21:23.319 --> 00:21:26.119 reactions as these episodes continue to move 00:21:26.119 --> 00:21:28.059 forward. This is going to get more and more fun. 00:21:28.079 --> 00:21:29.940 We'll have more and more engagement as well. 00:21:29.980 --> 00:21:31.900 We'll invite people to participate in the show. 00:21:32.019 --> 00:21:34.059 And thank you for giving us your time and attention. 00:21:34.359 --> 00:21:37.000 Have an excellent time building out your vision 00:21:37.000 --> 00:21:38.359 and becoming a vision pro yourself.