WEBVTT

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Welcome back to the lawn hustle. The podcast

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built for lawn care pros, landscapers, and green

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industry entrepreneurs. If you're tired of guessing

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and ready to grow with purpose, you are in the

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right place. I am your host, Andy Wilson. I have

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16 years of experience in the green industry.

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No fluff, no hype, just proven strategies, honest

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conversation, and lessons learned from the field.

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Each episode, we dive into the pain points holding

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lawn care businesses hostage, pricing, marketing,

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strategy, mindsets, and scaling while talking

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with the industry leaders, brand partners, and

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operators who are doing the work. If you're ready

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to legitimize your business, sharpen your skills,

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and hustle smarter, welcome to the lawn hustle.

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Let's get into it. Today we have a special guest

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with us, Matthew McColdrick from McColdrick's

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Property Services. He has 3 ,270 followers on

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Instagram. Matthew, welcome to the Lawn Hustle.

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Thank you for having me. I'm excited to be here.

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Well, let's jump right into some questions I

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have on pricing. How do you calculate your mowing

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price per property? Do you have a flat rate?

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And then it goes up because I know my flat rate.

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Oh, cover the smaller yards. That's just the

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flat rate. If it's a huge property, then we adjust

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the price. Tell us how you calculate your pricing.

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Yeah, so I think I kind of have a slight advantage

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over a lot of people because I grew up where

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my father had been running a successful lawn

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care company early on and I know pricing had

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changed over the years but I was privy to You

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know how to accomplish the mowing and trimming

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of a lawn. So I kind of understand You know the

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the footprint if you will just by looking at

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it and when I started my business I was a little

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too cheap I had basically said, well, I want

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to test the model. I want to get these customers

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and I want to see if people are excited about

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it. And then as time went on, I figured out,

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of course, hey, I got to increase my price. And

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I figured that out by doing and also by calling

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a number of other. professional landscaping companies

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in the beginning of the season, because it's

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OK for everybody to give a shout and give a call

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to different companies and ask them, hey, you

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know, I'm just curious, what is your minimum

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for mowing? I'm potentially in the market to

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have my lawn or I know somebody who's looking.

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But either way, a lot of companies that are transparent

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and successful, they tend to have this information

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out there. So a lot of companies, including my

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own, we're trying to put the pricing on the website

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for most things within reality. so that people

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can look at it and say right off the bat okay

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he's too high for me or okay I love that price

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you know hopefully I fall in his minimum but

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my minimum is at $65 for the smallest of ones

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and basically It takes the same energy, whether

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it's a tiny lawn or a big lawn, as far as the

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unloading goes and then the loading back up.

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So I have a drop gate fee that I have to keep

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in mind. It's going to take a certain amount

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of time to strap everything down properly and

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what have you. And I mean, you're really getting

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out there and doing the same type of job, whether

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it takes, you know, 20 minutes or an hour, you

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still have to perform excellent. So you definitely

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have to have an average price. And we kind of

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settled at sixty five. We may see an increase

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with that. because you know of course everything

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continues to go up well everything is increasing

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and most places increase annually yes so you

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know I don't understand why people think lawn

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care shouldn't increase their price you know

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you tell a client I got to increase my price

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And sometimes the response is, you're already

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high enough. Sure. But it's just a matter of

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educating the client as to why you have to increase

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because we're in business to turn a profit. Yes.

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We're in business to make money, not to lose

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money and leave money on the table. You said

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your minimum price is 65 right now. If you increase

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that this year, what are you thinking about increasing

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it to 70 or higher or what? So I think every

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year I try to evaluate what is the cost of inflation

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for our country Because that's definitely something

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that has to be factored every single year The

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government is going to give an increase to a

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lot of people that are on a fixed budget through

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Social Security and etc Because of the cost of

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living increase So when you mentioned before

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that a lot of people get kind of excited and

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they say why should your price change? Well,

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everything changes for us, you know, our insurance

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goes up our fuel goes up the cost of the equipment

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now is exuberant to a lot of people. It's just

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massive, the amount of money that it takes to

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switch from gas powered equipment to battery.

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And now we're kind of seeing where we're being

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forced into that, especially with a state like

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Massachusetts, California, these green states

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where they get very excited about wanting to

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save on the carbon emissions and whatnot. So

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for me, it's going to cost me, let's say $25

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,000 to go grab, for example, a Greenworks mower

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in the spring to have an all fleet I'm gonna

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need to go incur these costs and I can buy an

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equivalent gravely mower for maybe $11 ,500,

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$12 ,000 for a stand -on and you know you could

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even buy one that's been demoed and get the same

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warranty and everything a little bit cheaper

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so when you talk about jumping into just today's

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technology different softwares even for design

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landscape design you know everybody needs to

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modernize and i think people forget that landscapers

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are not just a simple showing up with a push

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mower anymore it's if you're a real big player

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in the game you're also going to offer a lot

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more than just mowing you're going to offer a

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Big list of things that they're gonna be excited

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that you offer, you know Well, I think our industry

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has changed, you know used to People get laid

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off from the factory and they'd go run out by

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a mower start mowing some yards but When it got

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95 degrees outside, they were the ones that didn't

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show up They're the ones that didn't want to

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do the job because it wasn't their niche. It

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wasn't their passion. Correct. And so they just

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started picking up a few yards just to make a

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couple bucks. Sure. You know, and same thing,

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you know, young guys. And I'm excited about all

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the young lawn care operators in our industry.

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But a lot of times they would run and get a mower

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just to have some weekend spending money. Sure,

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but I think the industry has changed now and

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we're at a high professionalism in our industry

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right now our industries come a long way since

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when I started and I Think some of that has come

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with realizing You know, I'm not just mowing

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yards. I am providing a service to my clients.

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And it's been a paradigm shift. It's been a change

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in the way we think, how we operate, and what

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we look at our industry, and what we see when

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we look at our industry. We're not just cutting

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grass. We are service providers. So yeah, just

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like an electrician, you know, it's it's a necessity

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Exactly needs to be paid for and I just want

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to jump on real quick what you mentioned nowadays.

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Everybody's showing up that are the professionals

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anyhow with uniforms and matching hats and all

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these other things, because I think society,

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like you mentioned, has made a dramatic shift,

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especially with technology, modernization of

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colors and things that people get excited to

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see. So we need to vinyl wrap our trucks. We

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need to do all these things to be visually appealing

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and to actually fall onto their radar. Otherwise

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again, it drops into like those weekend warriors

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and nothing wrong with that But at the same time

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those guys definitely are not completely invested

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as you or I you know Exactly it it cost a lot

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of money To get the proper equipment to set your

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business up legally to You know save money for

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taxes to save money back for equipment purchases

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to pay your employees and pay them well and to

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pay yourself and pay yourself well. So there's

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a lot involved and some people just don't see

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it. I've never seen anyone at Kroger's fill up

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a shopping cart, get up to the cashier, they

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ring everything up and it comes to $300. I've

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never seen anyone say, well, that's too much.

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I'm only going to pay you $175. Right. Somehow

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they come up with the $300 to pay the bill because

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it's something they need. It's a necessity. And

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we got to start thinking when I price my jobs,

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I'm pricing them according to my value. Yeah.

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Perceived value is everything. And I'm pricing

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according to the perceived outcome that the client

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has. If they want a top quality job, they're

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going to pay top quality price. If I do the job.

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They might not be my ideal customer. And that's

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fine. We can move on. They can find someone else.

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And I wish them luck. Yeah, it's not personal,

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it's business. Exactly. So, and I tell some of

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the guys that are starting out, it's your price.

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You know your numbers, you know your value, you

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know the service that you're going to offer,

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and you know the quality of job you're going

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to do. So, don't let the customer dictate the

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price. Absolutely. Because that customer's not

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paying your bills, you're paying your bills.

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So you know what you need to make per job in

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order to turn a profit. If you don't know, you

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might need to go to work someplace else. Amen.

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You have to know your numbers. Yep. Bottom line.

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Yeah, and stick to it, because if you go to somebody

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and you tell them $85 or $110 for the mo, whatever

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it may be, and then all of a sudden you drop

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down to $80, they're going to say, either this

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guy doesn't actually believe he was worth that

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much, and he lied to me, and he was just trying

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to throw something at the wall and see if it

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will stick. That's not good business. And then

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all of a sudden, angry people or people that

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have a negative experience are most commonly

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going to tell 10 people about that. If a good

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person is going to tell an average of two to

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three. So it's power of how you work your words

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too, because stand up for your value. Make sure

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that they understand. Because again, you can

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walk away and still have a forever friend. Right.

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They call me later when they end up having the

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guy who is cheaper fail them. So, you know, always

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hold to your value, like you said. That is so

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good. And also remember. When you set your price.

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They're not just paying to have their grass cut

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They're paying for your reputation. Yes, they're

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paying for the years of work that you've put

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in and We've all heard it. Well, the last guy

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was only $45 Where's he now? Yeah. Yeah, we build

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trust in our brands and I think trust is so easily

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broken and it's so hard to garner it. But where

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are people's houses more than their own family?

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I mean, I see my customers more than their kids.

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So every week when I'm at Miss Jones' house,

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if I see the trash bucket down at the end of

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the driveway, I'm going to bring it up for them

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because why not? I'm there. It takes me one extra

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second. Chances are I already had to make a beeline

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up that driveway for Truman. So it's like, hey,

00:14:20.019 --> 00:14:21.820
just do these small things. Because again, that

00:14:21.820 --> 00:14:24.159
adds to your value when you care and you notice.

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And I am a visual king. bugs climbing up their

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homes whether it's an ant or god forbid termite

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or anything when I'm doing mulch work these huge

00:14:35.220 --> 00:14:37.860
crucial details when you call and stop and send

00:14:37.860 --> 00:14:39.940
them photos and tell them exactly what's happening

00:14:39.940 --> 00:14:42.179
hey you have a small piece of trim that's pulling

00:14:42.179 --> 00:14:44.679
away from your home I see water that's going

00:14:44.679 --> 00:14:47.620
where it shouldn't be all of those things that's

00:14:47.620 --> 00:14:50.580
our job If we're pros, that's our job because

00:14:50.580 --> 00:14:53.539
we should always be selling work, not just to

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sell it, but to make sure Mr. and Mrs. Jones

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understand to protect their investment. It's

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one of the best things you can make in the world

00:15:01.059 --> 00:15:03.139
is your home, but it's going to cause you headaches.

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So if you have a true pro like you or myself,

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we're going to make a lot of these keen observations

00:15:07.639 --> 00:15:13.279
for them. It's those little things that distinguish

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us from our competitors. Had an employee one

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time I told him we pulled up trash can was out

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by the road. I Said before you start take that

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can and set it up by the garage door He said

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is that our job I said no, but we do it anyways,

00:15:33.490 --> 00:15:40.409
yes And now that's the first thing he looks for

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when we go to jobs because he didn't think That's

00:15:46.549 --> 00:15:53.070
just a reputation builder. He just thought, you

00:15:53.070 --> 00:15:56.250
know, we don't get paid to move trash cans. That's

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why am I doing that? Yeah, exactly. But now he

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has bought into that. And it's always those little

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things. I had a customer a couple of years ago.

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Three days after Thanksgiving, he called me.

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And I had just finished up their property the

00:16:17.580 --> 00:16:20.779
day before Thanksgiving. Got all the leaves cleaned

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up, got the gutter and the roof blowed off and

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the gutters blowed out. Flower beds all cleaned

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out. And he called me three days after Thanksgiving

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and said, can you come by the house? I thought,

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oh boy. So I show up and I knock on the door

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he comes to the door and he hands me a card And

00:16:46.100 --> 00:16:50.179
he just said Merry Christmas So I didn't think

00:16:50.179 --> 00:16:52.419
anything at all about it I said, you know, you

00:16:52.419 --> 00:16:55.639
really didn't have to do that We enjoy working

00:16:55.639 --> 00:16:58.580
for you. We appreciate the work You know, we

00:16:58.580 --> 00:17:00.879
try our best to make sure your your property

00:17:00.879 --> 00:17:04.900
looks the best on the block and he said to me

00:17:07.400 --> 00:17:10.599
We want to do this for you because it's the little

00:17:10.599 --> 00:17:14.339
things that you do. That's not related to lawn

00:17:14.339 --> 00:17:20.819
care. Like if you see something going on, like

00:17:20.819 --> 00:17:25.319
one time a picket on a fence was cracked and

00:17:25.319 --> 00:17:27.920
split. I took a picture, sent it to him today.

00:17:28.519 --> 00:17:31.000
If you need me to, I can replace this picket.

00:17:31.099 --> 00:17:34.319
I noticed today it was cracked. Sure. Go ahead

00:17:34.319 --> 00:17:37.910
and fix it for me. Little extra money. Not a

00:17:37.910 --> 00:17:42.609
whole lot to replace one picket But it lets them

00:17:42.609 --> 00:17:46.930
know I care about your property Yes So I replaced

00:17:46.930 --> 00:17:51.069
it He said and I never have to care worry about

00:17:51.069 --> 00:17:53.869
carrying my trash can up to the the garage you

00:17:53.869 --> 00:17:57.849
do it every week He said the stuff you don't

00:17:57.849 --> 00:18:01.890
have to do but you do and I've serviced their

00:18:01.890 --> 00:18:07.890
property now for This will be my 15th season

00:18:07.890 --> 00:18:11.190
with them. All right, that's a win, baby. That's

00:18:11.190 --> 00:18:14.089
customer retention. And that's what doing those

00:18:14.089 --> 00:18:16.670
little things will do for you. When it comes

00:18:16.670 --> 00:18:19.029
time to renew a contract, they're going to be

00:18:19.029 --> 00:18:24.329
loyal to you because you prove to them that you're

00:18:24.329 --> 00:18:28.849
loyal to them. Absolutely. So when I got in the

00:18:28.849 --> 00:18:32.109
truck and was heading back to the house, I opened

00:18:32.109 --> 00:18:37.180
it up and there's a check in the card. Opened

00:18:37.180 --> 00:18:41.279
the check up. He wrote me a bonus check for $1

00:18:41.279 --> 00:18:45.420
,500. All right. That's awesome. And just said

00:18:45.420 --> 00:18:48.960
Merry Christmas. That's beautiful. So I told

00:18:48.960 --> 00:18:52.200
him, I told him, well, it's going to be a Merry

00:18:52.200 --> 00:18:55.819
Christmas now. Heck yeah. That's awesome. I love

00:18:55.819 --> 00:19:00.700
that. But just the years of doing what you don't

00:19:00.700 --> 00:19:05.119
have to do instead of just getting by. Doing

00:19:05.119 --> 00:19:07.640
the little extra things taking a trash can from

00:19:07.640 --> 00:19:09.940
the street up to the garage door. What's it take

00:19:09.940 --> 00:19:14.559
you 10 seconds? Exactly 15 seconds, you know,

00:19:14.619 --> 00:19:18.819
it's not a lot of time But that 15 seconds can

00:19:18.819 --> 00:19:26.839
make a huge impression So we were talking about

00:19:26.839 --> 00:19:30.359
pricing how often do you raise your price do

00:19:30.359 --> 00:19:34.019
you do it annually or Every other year, what's

00:19:34.019 --> 00:19:37.220
your plan? Yeah. So I'm doing it every single

00:19:37.220 --> 00:19:39.500
year now. When I first started the business,

00:19:39.740 --> 00:19:42.200
I kind of was doing that on a, you know, as needed

00:19:42.200 --> 00:19:44.380
basis. I really was trying to hold strong for

00:19:44.380 --> 00:19:47.440
people. But what I learned is, as you said, in

00:19:47.440 --> 00:19:51.380
order to grow and to provide efficient, effective

00:19:51.380 --> 00:19:54.900
quality services, you have to keep up with the

00:19:54.900 --> 00:19:57.440
times. So people get very excited and they think

00:19:57.440 --> 00:20:00.690
I'm going to lose somebody. It's OK. if you lose

00:20:00.690 --> 00:20:03.369
someone because if you're doing an excellent

00:20:03.369 --> 00:20:06.390
job and you're impressing everybody on your roster

00:20:06.390 --> 00:20:08.769
but then the only factor comes down to price

00:20:08.769 --> 00:20:11.410
you didn't really lose that customer for any

00:20:11.410 --> 00:20:13.529
other reason except they can't afford what you're

00:20:13.529 --> 00:20:16.109
offering and you don't want to lose people but

00:20:16.109 --> 00:20:18.210
you also can't lose yourself can't lose your

00:20:18.210 --> 00:20:21.430
family money you can't take the hours that you're

00:20:21.440 --> 00:20:24.140
literally bleeding into your business and not

00:20:24.140 --> 00:20:26.220
be paid for that you know and I see too many

00:20:26.220 --> 00:20:28.220
people struggling with that and I see a lot of

00:20:28.220 --> 00:20:31.420
people who don't understand pricing who come

00:20:31.420 --> 00:20:33.420
out here and try to tell everybody how to do

00:20:33.420 --> 00:20:35.599
things and then I'll see them make a post online

00:20:35.599 --> 00:20:38.019
saying hey you know how do you guys price snow

00:20:38.019 --> 00:20:40.039
work and I'm saying this is an influencer this

00:20:40.039 --> 00:20:42.640
is someone who companies are looking to and saying

00:20:42.640 --> 00:20:45.019
hey I want to send these guys all these products

00:20:45.019 --> 00:20:47.799
and stuff that's confusing to me because I believe

00:20:47.799 --> 00:20:51.220
we're supposed to be educated experts, you know,

00:20:51.220 --> 00:20:53.779
and it doesn't mean you had to go to a top 100

00:20:53.779 --> 00:20:55.920
high school like I did or something. You can

00:20:55.920 --> 00:20:59.680
go to any means of method by just having a YouTube

00:20:59.680 --> 00:21:02.019
degree, I always say, because the information

00:21:02.019 --> 00:21:04.799
is out there. I'm a big book fan. I have maybe

00:21:04.799 --> 00:21:07.380
like 40 something books on the whole industry

00:21:07.380 --> 00:21:09.740
that I'm involved with, which is property services.

00:21:10.039 --> 00:21:12.839
So we dive into a lot of things. But for the

00:21:12.839 --> 00:21:14.700
long side, that's that's the biggest facet of

00:21:14.700 --> 00:21:17.519
our business because we started with it. It's

00:21:17.519 --> 00:21:19.960
what my family was known. for and you know for

00:21:19.960 --> 00:21:22.099
pricing I think it's important every year so

00:21:22.099 --> 00:21:24.539
we've been doing it every year I do not agree

00:21:24.539 --> 00:21:27.460
that Pricing should go up multiple times in a

00:21:27.460 --> 00:21:30.619
year even if we have you know certain circumstances

00:21:30.619 --> 00:21:33.279
come about you can put act of God clauses in

00:21:33.279 --> 00:21:35.779
your agreements then you can have discussions

00:21:35.779 --> 00:21:38.539
with people but for me when I have people sign

00:21:38.539 --> 00:21:41.319
on that is an ink everything we do is with an

00:21:41.319 --> 00:21:43.839
agreement because we want to make sure they know

00:21:43.839 --> 00:21:46.460
that this is locked in for them and You know

00:21:46.460 --> 00:21:49.059
we can make educated guesses, but sometimes you're

00:21:49.059 --> 00:21:51.559
gonna lose a little But always when you have

00:21:51.559 --> 00:21:53.359
that strong relationship like the gentleman that

00:21:53.359 --> 00:21:55.319
you work for that you've had for so many years,

00:21:55.759 --> 00:21:57.700
you can have conversations with these people

00:21:57.700 --> 00:22:00.160
once they know you, once they trust you, and

00:22:00.160 --> 00:22:02.619
they believe in you. Some of my customers are

00:22:02.619 --> 00:22:04.839
my biggest diehards. I had a tough winter one

00:22:04.839 --> 00:22:07.740
year, and I won't give names here, but there

00:22:07.740 --> 00:22:10.400
was a lot of people who I spoke to, and I told

00:22:10.400 --> 00:22:12.380
them just my truths because they know I'm an

00:22:12.380 --> 00:22:14.519
excellent human out here. And just like yourself,

00:22:14.700 --> 00:22:18.140
I was blessed with $1 ,000 tip, $500 tip, all

00:22:18.140 --> 00:22:20.160
these wonderful gestures from these people who

00:22:20.160 --> 00:22:23.140
say, You know, Matt, I know you would never ask

00:22:23.140 --> 00:22:26.279
for something like this, but hearing your story,

00:22:26.359 --> 00:22:27.980
knowing that you've worked for me for this so

00:22:27.980 --> 00:22:29.759
many years, knowing what you're up against and

00:22:29.759 --> 00:22:31.440
that you're not just sitting stagnant, you're

00:22:31.440 --> 00:22:33.039
going out and trying to figure out new methods

00:22:33.039 --> 00:22:35.299
to add to your business to increase opportunity

00:22:35.299 --> 00:22:37.660
for when these things happen. But I want to invest

00:22:37.660 --> 00:22:40.509
in you because I love you. People say it to me

00:22:40.509 --> 00:22:43.430
all the time. I love you, Matt. And they say

00:22:43.430 --> 00:22:46.670
it to my guys. I exchange hugs all the time with

00:22:46.670 --> 00:22:48.630
the cutest old ladies who, you know, they're

00:22:48.630 --> 00:22:52.670
just longing for a connection. And a lot of these

00:22:52.670 --> 00:22:54.849
landscapers out here, they just say, oh, I'm

00:22:54.849 --> 00:22:57.029
going to get this done, fly through these. They

00:22:57.029 --> 00:22:59.430
don't want to talk to Mrs. Jones. They put their

00:22:59.430 --> 00:23:00.890
headphones on. They pretend they didn't hear

00:23:00.890 --> 00:23:02.769
them, and they get out of there. But that's a

00:23:02.769 --> 00:23:05.369
mistake. You know, you can't take five, 10, 20

00:23:05.369 --> 00:23:08.369
minutes every time, but you know, have a heart,

00:23:08.569 --> 00:23:11.089
have some compassion, because I believe having

00:23:11.089 --> 00:23:14.490
a heart leads to having a lot of additional business

00:23:14.490 --> 00:23:16.750
and a lot of people who, like again I said, will

00:23:16.750 --> 00:23:19.109
go lobby for you. So if you say, hey, I need

00:23:19.109 --> 00:23:20.759
a new customer. Guess what they're going to do

00:23:20.759 --> 00:23:22.640
when they go out for coffee. They're going to

00:23:22.640 --> 00:23:24.359
mention to people, hey, I just want to mention

00:23:24.359 --> 00:23:26.420
my snow guy said that he could take you on some

00:23:26.420 --> 00:23:28.039
more accounts. If you're not happy with your

00:23:28.039 --> 00:23:30.299
guy, this guy has been awesome for six years.

00:23:30.480 --> 00:23:32.500
You know, so that's a blessing when you hear

00:23:32.500 --> 00:23:34.339
those kind of praises, because word of mouth,

00:23:34.400 --> 00:23:38.019
guerrilla marketing is our number one fire opportunity

00:23:38.019 --> 00:23:43.000
in this business. It truly is. Well, one thing's

00:23:43.000 --> 00:23:45.740
for sure. You don't want to have to get new customers

00:23:45.740 --> 00:23:50.650
or clients every year. Sure, you want to retain

00:23:50.650 --> 00:23:54.829
them? you want to keep them you want long -term

00:23:54.829 --> 00:23:59.750
relationships and in order to turn a customer

00:23:59.750 --> 00:24:05.410
into a client You have to build a relationship

00:24:05.410 --> 00:24:11.609
with them Make them feel like They're as important

00:24:11.609 --> 00:24:16.740
to you as you are to them Yeah and that you need

00:24:16.740 --> 00:24:21.240
them as much as they need you. And that's so

00:24:21.240 --> 00:24:23.700
simply done by sending a thank you card to someone

00:24:23.700 --> 00:24:26.460
and a lot of companies I say send out a Christmas

00:24:26.460 --> 00:24:28.839
card, send out a New Year's card and if you can't

00:24:28.839 --> 00:24:31.059
afford all the postage and all this extras just

00:24:31.059 --> 00:24:32.940
drop it off at the last service you have with

00:24:32.940 --> 00:24:35.599
people because we go around and I'll tell you

00:24:35.599 --> 00:24:37.779
there's a lot of nurseries who will sell me poinsettias

00:24:37.779 --> 00:24:40.000
and things like this at a really low price near

00:24:40.000 --> 00:24:41.380
the holidays because they want to get rid of

00:24:41.380 --> 00:24:44.099
them and I tell my customers the truth. Hey,

00:24:44.299 --> 00:24:45.900
I'm delivering you this beautiful plant that's

00:24:45.900 --> 00:24:47.519
wrapped in foil with a card and everything. And

00:24:47.519 --> 00:24:49.319
I got a good deal on it. It's not about how much

00:24:49.319 --> 00:24:51.500
money I did or didn't spend on it, but I wanted

00:24:51.500 --> 00:24:53.220
to bless you with something beautiful that you

00:24:53.220 --> 00:24:55.460
could look at for a while and remember us while

00:24:55.460 --> 00:24:57.160
you're waiting for us to come back and start

00:24:57.160 --> 00:24:59.500
servicing your property again when the flowers

00:24:59.500 --> 00:25:03.440
are coming back up, you know? That is good. That

00:25:03.440 --> 00:25:12.809
is so important for customers to not just Build

00:25:12.809 --> 00:25:16.890
a route number Yes, but to build relationships

00:25:16.890 --> 00:25:22.170
with their clients and they they will keep you

00:25:22.170 --> 00:25:25.549
and They will they will go to bat for you. They

00:25:25.549 --> 00:25:29.450
will defend you they will You know, they'll stand

00:25:29.450 --> 00:25:32.750
up for you because let's face it things happen

00:25:32.750 --> 00:25:36.539
sometimes on a property And if you don't have

00:25:36.539 --> 00:25:39.220
people saying, yeah, I don't buy that, that's

00:25:39.220 --> 00:25:42.119
not the way he operates. He's been working for

00:25:42.119 --> 00:25:47.019
me for 15 years and everything that he sees,

00:25:47.579 --> 00:25:50.700
he texts me or he comes up and knocks on the

00:25:50.700 --> 00:25:53.420
door and tells me about it. You know, you don't

00:25:53.420 --> 00:25:57.119
want to just hit somebody's gut or downspout

00:25:57.119 --> 00:26:00.799
and act like you didn't do it. yeah amen that's

00:26:00.799 --> 00:26:02.740
dishonest and i'll tell you that will spread

00:26:02.740 --> 00:26:05.559
like wildfire you're the one that's on the property

00:26:05.559 --> 00:26:09.559
if you didn't do it who else is mowing the yard

00:26:09.559 --> 00:26:15.519
yeah yeah so and then it makes you appear to

00:26:15.519 --> 00:26:22.240
be dishonest yeah and untrustworthy And never

00:26:22.240 --> 00:26:24.420
be afraid to have a conversation I always tell

00:26:24.420 --> 00:26:26.779
people that because well people can get real

00:26:26.779 --> 00:26:30.920
excited and emotional our Job is to calm them

00:26:30.920 --> 00:26:34.460
and to stay calm on our own accord if you can't

00:26:34.460 --> 00:26:36.799
be calm You can't be a business owner because

00:26:36.799 --> 00:26:41.420
patience is everything you know What does your

00:26:41.420 --> 00:26:45.170
route density look like? So I'll tell you, we

00:26:45.170 --> 00:26:48.470
are blessed to have, you know, close to 65 accounts

00:26:48.470 --> 00:26:50.890
in the city of Worcester, and then we have a

00:26:50.890 --> 00:26:52.789
lot of different accounts in the surrounding

00:26:52.789 --> 00:26:55.309
towns, leading all the way out to where I live,

00:26:55.450 --> 00:26:57.349
and then a little bit out into Middlesex County.

00:26:57.710 --> 00:26:59.509
But we're in Worcester County and Middlesex.

00:26:59.609 --> 00:27:01.829
We don't mind driving to different locations,

00:27:02.130 --> 00:27:04.869
but we tell people, hey, you know, if we don't

00:27:04.869 --> 00:27:07.150
have five on the same street, unfortunately,

00:27:07.349 --> 00:27:09.130
that means we're gonna have to factor in how

00:27:09.130 --> 00:27:11.990
long it takes me to get from here to you. And

00:27:11.990 --> 00:27:14.069
then I have, you know, potentially most likely

00:27:14.069 --> 00:27:16.230
three people in the truck at all given times,

00:27:16.369 --> 00:27:19.769
me plus two. And so we need to factor in there

00:27:19.769 --> 00:27:22.390
hourly. So I have to do all this math. How much

00:27:22.390 --> 00:27:25.190
is my truck worth? What is it for mileage? Because

00:27:25.190 --> 00:27:26.849
we're claiming our mileage at the end of the

00:27:26.849 --> 00:27:30.069
year. So, you know, you got to keep every single

00:27:30.069 --> 00:27:32.029
thing accounted for. When you said know your

00:27:32.029 --> 00:27:34.269
numbers, it can sound very stressful, but it's

00:27:34.269 --> 00:27:37.579
actually extremely easy if you just take the

00:27:37.579 --> 00:27:40.599
time to relax and put it down, whether it's on

00:27:40.599 --> 00:27:43.900
paper or in a software program, whatever it is.

00:27:43.940 --> 00:27:46.339
But it's just very important to know your numbers.

00:27:46.880 --> 00:27:51.200
So I tend to love to have multiples, obviously,

00:27:51.220 --> 00:27:54.920
in a row. For example, in 01602 in Tadney Square,

00:27:55.279 --> 00:27:56.940
that's one of our honey holes in the city of

00:27:56.940 --> 00:27:59.880
Worcester because we service a lot of houses

00:27:59.880 --> 00:28:03.490
in those. streets and area and basically also

00:28:03.490 --> 00:28:06.910
1 -606 so off of Burko street in Worcester that's

00:28:06.910 --> 00:28:10.630
a heavily dense area so we can mow anywhere from

00:28:10.910 --> 00:28:13.650
You know, if it's a big day, you know, we could

00:28:13.650 --> 00:28:16.829
do 11 monster ones to 15, but we could get up

00:28:16.829 --> 00:28:19.410
to close to like 30 lawns in a day. So it really

00:28:19.410 --> 00:28:21.890
depends, hey, how close are they? And how many

00:28:21.890 --> 00:28:24.630
guys do I have with me? And then of course, the

00:28:24.630 --> 00:28:27.529
equipment's incredible because now that we have

00:28:27.529 --> 00:28:29.829
the Gravely mowers and we graduated from our

00:28:29.829 --> 00:28:33.190
old stuff, you really can do a lawn a lot faster.

00:28:33.269 --> 00:28:36.369
So someone might say to you, hmm, well, you know,

00:28:36.369 --> 00:28:38.529
it takes you only 20 something minutes to do

00:28:38.529 --> 00:28:41.160
my lawn, this would be cost well. 20 something

00:28:41.160 --> 00:28:43.640
minutes, but we're running three mowers that

00:28:43.640 --> 00:28:46.980
cost $11 ,000 or more a piece. So there's $33

00:28:46.980 --> 00:28:50.259
,000 running over your lawn, plus the fuel, plus

00:28:50.259 --> 00:28:52.259
everything, plus our insurance. You get a fat

00:28:52.259 --> 00:28:53.920
stuff. So when I show up to a house, I'm showing

00:28:53.920 --> 00:28:56.380
up with a hundred and something thousand dollars

00:28:56.380 --> 00:28:59.180
between my truck trailer and equipment. So hi,

00:28:59.480 --> 00:29:01.619
I'm a guy showing up, you know, with a lot of

00:29:01.619 --> 00:29:04.400
stuff and it's all dependable. So it's going

00:29:04.400 --> 00:29:06.259
to work, you know, so a lot of this stuff gets

00:29:06.259 --> 00:29:09.339
factored in, you know, but I love, I would love

00:29:09.339 --> 00:29:12.130
to have, a lot more customers just next door

00:29:12.130 --> 00:29:14.390
because you drop your gate once. That's beautiful.

00:29:14.730 --> 00:29:16.809
You just go down the sidewalk. And if you make

00:29:16.809 --> 00:29:18.769
a mess, obviously, on other people's, just clean

00:29:18.769 --> 00:29:21.150
it up, guys. It's not that hard because your

00:29:21.150 --> 00:29:23.029
image is everything. And then eventually you'll

00:29:23.029 --> 00:29:25.130
get the customer that's between those five houses

00:29:25.130 --> 00:29:27.150
that sandwich that you just don't have yet. So

00:29:27.150 --> 00:29:29.509
eventually you see, you know what? Let's do it.

00:29:29.549 --> 00:29:31.029
Let's make the whole neighborhood look awesome

00:29:31.029 --> 00:29:33.329
in one shot. There's nothing better than that.

00:29:33.349 --> 00:29:35.369
And in Milford, we're proving that, you know,

00:29:35.769 --> 00:29:41.890
I had an elderly aunt. She called and the guy

00:29:41.890 --> 00:29:46.450
that was mowing her yard for some reason just

00:29:46.450 --> 00:29:50.329
quit showing up. Sure. So she called me and said,

00:29:50.390 --> 00:29:52.910
Andy, she said, your mom told me you're mowing

00:29:52.910 --> 00:29:56.269
yards. She said, would you give me a price to

00:29:56.269 --> 00:30:01.789
mow my yard? I said, absolutely. Yeah. So I go

00:30:01.789 --> 00:30:07.630
there. I mow her yard. I mowed it three times.

00:30:08.470 --> 00:30:13.710
A lady across the street. Walked over This yards

00:30:13.710 --> 00:30:17.630
never looked like this before She said you do

00:30:17.630 --> 00:30:20.750
a great job She said would you give me a price

00:30:20.750 --> 00:30:26.450
to my yard? Absolutely The next door neighbor

00:30:26.450 --> 00:30:32.170
to her come over the next week And before it

00:30:32.170 --> 00:30:35.750
was all said and done I was doing eight properties

00:30:35.750 --> 00:30:43.160
on that one street one of the elderly gentlemen

00:30:43.160 --> 00:30:48.559
died, so his family sold the house. And out of

00:30:48.559 --> 00:30:51.420
those seven that was remaining, I'm still mowing

00:30:51.420 --> 00:30:55.359
those yards today. Nice. Good work. And when

00:30:55.359 --> 00:30:59.700
I pull up, I pull about middle ways between all

00:30:59.700 --> 00:31:03.500
the properties, drop the gate one time, roll

00:31:03.500 --> 00:31:07.819
the mower off. We mow seven properties in about

00:31:07.819 --> 00:31:11.730
an hour and 15 minutes. Alright, and then I pull

00:31:11.730 --> 00:31:16.410
back on the trailer so in that hour and 15 minutes

00:31:16.410 --> 00:31:22.809
Where we are just mowing blowing and going? You

00:31:22.809 --> 00:31:29.549
can make anywhere from If I'm at 65, I'm making

00:31:29.549 --> 00:31:35.329
about $430 that's awesome and an hour and 15

00:31:35.329 --> 00:31:39.339
minutes Nice job. That's a testament Then when

00:31:39.339 --> 00:31:42.019
we lift the gate up we pull out of the neighborhood.

00:31:42.019 --> 00:31:48.200
We drive two blocks I Unload I do a hearing aid

00:31:48.200 --> 00:31:52.859
doctor's office in an insurance office Those

00:31:52.859 --> 00:31:57.000
two properties are very small. I Can do both

00:31:57.000 --> 00:32:03.119
of those properties in about 15 minutes? So in

00:32:03.119 --> 00:32:07.640
15 minutes on the second stop I can make $130.

00:32:08.700 --> 00:32:14.920
Nice. So you're talking about in an hour and

00:32:14.920 --> 00:32:19.119
a half, you've made almost $600. Yeah, that's

00:32:19.119 --> 00:32:25.180
wonderful. It's because of that route density.

00:32:25.839 --> 00:32:29.759
And when I showed up at my aunt's house, I showed

00:32:29.759 --> 00:32:36.299
up and I showed out. Yep, you did. Yeah. the

00:32:36.299 --> 00:32:40.119
attention of people in the neighborhood. And

00:32:40.119 --> 00:32:43.640
now, you know, I'm still mowing. We go to Muncie

00:32:43.640 --> 00:32:47.660
once a week. It's about 13 miles from my shop.

00:32:48.839 --> 00:32:54.140
And we mow 23 properties every Friday in Muncie.

00:32:54.900 --> 00:33:00.400
Every other week, day of the week, we're in Newcastle.

00:33:00.579 --> 00:33:06.319
17 ,000 population. And my route is so tight

00:33:06.319 --> 00:33:13.180
because I've worked hard at establishing Areas

00:33:13.180 --> 00:33:16.859
of town. This is my Monday area. This is my Tuesday

00:33:16.859 --> 00:33:22.299
area Wednesday area because I want to keep The

00:33:22.299 --> 00:33:26.019
route tight because the last time I spent in

00:33:26.019 --> 00:33:31.140
the truck the more money I'm making You know,

00:33:31.519 --> 00:33:35.309
I've said it before We don't get paid to look

00:33:35.309 --> 00:33:40.529
out of a windshield. Truck drivers do. I'm not

00:33:40.529 --> 00:33:44.529
a truck driver. I'm a lawn care professional.

00:33:45.190 --> 00:33:49.069
And if I'm not blowing grass, I'm not making

00:33:49.069 --> 00:33:55.309
cash. Yep, that's fair. So, if I can give you

00:33:55.309 --> 00:34:00.710
some advice, not you necessarily, but people

00:34:00.710 --> 00:34:05.809
that are listening. Look at your route Tighten

00:34:05.809 --> 00:34:08.610
your route the less time you're in the truck

00:34:08.610 --> 00:34:11.789
The more profit you're going to make the more

00:34:11.789 --> 00:34:16.610
the more income is going to come in Just by tightening

00:34:16.610 --> 00:34:18.989
up that route because you're not spending time

00:34:18.989 --> 00:34:26.989
paying employees to travel You know you you're

00:34:26.989 --> 00:34:30.750
constantly out working you pull up you go a block

00:34:30.750 --> 00:34:33.760
or two drop the gate, move two or three more,

00:34:35.039 --> 00:34:37.659
lift the gate, drive another block or two, drop

00:34:37.659 --> 00:34:40.880
the gate, you move five or six in that neighborhood.

00:34:42.760 --> 00:34:47.239
The tighter your route, the better your profit

00:34:47.239 --> 00:34:52.539
is going to be, period. So that route density

00:34:52.539 --> 00:34:55.860
is very important. Amen because I mean trucks

00:34:55.860 --> 00:34:58.460
and trucks are one of the most expensive pieces

00:34:58.460 --> 00:35:01.219
of our business So you're saving so much wear

00:35:01.219 --> 00:35:03.480
and tear you're saving so much fuel even angel

00:35:03.480 --> 00:35:06.400
ID engine idling times, you know, I'll tell you

00:35:06.400 --> 00:35:09.969
just My truck alone, this F350, the newer ones,

00:35:10.010 --> 00:35:12.570
it's insane how much a break job costs, how much

00:35:12.570 --> 00:35:14.929
all these things cost. It's exuberant versus

00:35:14.929 --> 00:35:18.809
my 2003 F250s and whatnot. So guys with the older

00:35:18.809 --> 00:35:20.530
trucks, you know, maybe you could do some things

00:35:20.530 --> 00:35:22.670
a little cheaper, but at the same time, remember

00:35:22.670 --> 00:35:24.469
that can only last so long because you're going

00:35:24.469 --> 00:35:26.590
to have to buy a more expensive truck because

00:35:26.590 --> 00:35:28.929
that's the way the industry is going. So don't

00:35:28.929 --> 00:35:30.989
cripple yourself now. Make sure that you have

00:35:30.989 --> 00:35:34.550
a feasible way to get to your goals and aspirations.

00:35:34.889 --> 00:35:37.099
So write it down and stay down. dedicated, you

00:35:37.099 --> 00:35:41.179
know. Let's take a break and hear a word from

00:35:41.179 --> 00:35:45.639
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00:35:45.639 --> 00:35:49.090
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Eartha Pro, you run the outside work, we run

00:36:13.829 --> 00:36:25.559
the office. We're back with Matthew I Personally

00:36:25.559 --> 00:36:32.940
They're just a sponsor of my program It is a

00:36:32.940 --> 00:36:37.719
great program it's more towards like the Solo

00:36:37.719 --> 00:36:42.500
operator or the small small business That's what

00:36:42.500 --> 00:36:46.300
they gear towards to help them get into a good

00:36:46.300 --> 00:36:50.340
habit of having a software to help their business

00:36:50.340 --> 00:36:56.179
run more efficiently. Oh, that's okay. Let's

00:36:56.179 --> 00:36:58.679
talk about equipment. You said you use Gravely

00:36:58.679 --> 00:37:04.809
mowers. Why Gravely? So I will say this a lot

00:37:04.809 --> 00:37:07.969
of people get so excited about I need to have

00:37:07.969 --> 00:37:10.630
a gravely I need to have a right mower. I've

00:37:10.630 --> 00:37:12.590
driven them all I've used them all for different

00:37:12.590 --> 00:37:15.590
people I've worked for in the past and Gravely

00:37:15.590 --> 00:37:18.650
is an exceptional brand. We love them. They love

00:37:18.650 --> 00:37:20.949
us. They've been super kind to us They send a

00:37:20.949 --> 00:37:23.110
swag. They send us to the Patriots do all kinds

00:37:23.110 --> 00:37:26.250
of cool things But you don't pick it just based

00:37:26.250 --> 00:37:29.070
on Excitement you pick it on dealer support.

00:37:29.269 --> 00:37:31.949
So for us gravely is everything because gravely

00:37:31.949 --> 00:37:34.909
and errands They're basically made by Crandall

00:37:34.909 --> 00:37:37.449
Hicksco. They're a brand that is held by them

00:37:37.449 --> 00:37:39.530
and they're actually a local to Massachusetts

00:37:39.530 --> 00:37:43.030
situation. So in Westboro, Mass, we have Boston

00:37:43.030 --> 00:37:45.869
Lawn Mower. And I always say, pick it based on

00:37:45.869 --> 00:37:49.570
dealer support. So they have countless parts

00:37:49.570 --> 00:37:52.570
of these machines in stock. If there's a warranty

00:37:52.570 --> 00:37:55.349
issue, they knock it out like that. It's, you

00:37:55.349 --> 00:37:58.090
know, basically see what your dealer believes

00:37:58.090 --> 00:38:01.429
in. Who is closest to you? put it to the test.

00:38:01.670 --> 00:38:04.409
Asked for a demo model. So gravely happened by

00:38:04.409 --> 00:38:06.719
accident. I've always loved errands. It's something

00:38:06.719 --> 00:38:08.800
that my family's believed in forever, always

00:38:08.800 --> 00:38:11.860
run it. But Gravely, one of my neighbors, had

00:38:11.860 --> 00:38:13.820
worked for Gravely and he said, hey, you should

00:38:13.820 --> 00:38:15.659
give them a shot. You've been frustrated with

00:38:15.659 --> 00:38:18.159
your Cub Cadet mowers and we think you'd love

00:38:18.159 --> 00:38:21.039
it. So he gave me a demo to use. Then all of

00:38:21.039 --> 00:38:23.340
a sudden I found out, hey, most of these companies

00:38:23.340 --> 00:38:26.940
offer a zero percent financing over 48 months.

00:38:27.199 --> 00:38:29.780
So it makes it extremely attainable for the new

00:38:29.780 --> 00:38:32.519
guys coming in. And basically we said, you know

00:38:32.519 --> 00:38:34.440
what, let's give it a go. And Gravely is treated

00:38:34.349 --> 00:38:36.389
us with nothing but love and respect, whether

00:38:36.389 --> 00:38:40.469
it was out at Equip Expo, giving us extra benefits

00:38:40.469 --> 00:38:43.590
of being part of Team Gravely. But I'll tell

00:38:43.590 --> 00:38:46.570
you, just pick it based on what you have for

00:38:46.570 --> 00:38:49.809
support. And also, I'm not a Kohler guy personally.

00:38:49.889 --> 00:38:51.949
I've not had great experience with them. I know

00:38:51.949 --> 00:38:54.769
other people tell me, I love it. But I'm a Kawasaki

00:38:54.769 --> 00:38:58.570
guy. So if you can, if you can push towards a

00:38:58.570 --> 00:39:01.389
Kawasaki engine, in my opinion, they're truly

00:39:01.389 --> 00:39:06.440
a Japanese wonder. Well, you said it correct.

00:39:07.599 --> 00:39:11.739
And I can't stress this enough, dealer support.

00:39:13.400 --> 00:39:18.019
For example, my dealer here in town is a grasshopper

00:39:18.019 --> 00:39:23.119
dealer. Awesome. So I run grasshopper mowers.

00:39:24.800 --> 00:39:27.440
And I love grasshopper. Grasshopper has been

00:39:27.440 --> 00:39:31.860
good to me. Yeah, heck yeah. As a matter of fact,

00:39:32.059 --> 00:39:33.949
my phone rang one morning I was walking into

00:39:33.949 --> 00:39:38.429
the convenience store and it was a guy said told

00:39:38.429 --> 00:39:45.809
me his name said I'm the social media influencer

00:39:45.809 --> 00:39:49.610
for grasshopper and I wanted to find out if you

00:39:49.610 --> 00:39:53.329
were interested in becoming an ambassador for

00:39:53.329 --> 00:39:58.190
grasshopper well I thought it was a joke yeah

00:39:58.190 --> 00:40:02.309
so the next day I called grasshopper company.

00:40:02.889 --> 00:40:08.489
And I said, this guy called said he was an influencer

00:40:08.489 --> 00:40:14.190
for your social media and offered me an ambassador

00:40:14.190 --> 00:40:18.489
position. She said, Well, he's standing right

00:40:18.489 --> 00:40:21.309
here. Do you need to talk to him? I said, No,

00:40:21.349 --> 00:40:23.389
no, no, that's not I'll call him back later.

00:40:23.909 --> 00:40:26.530
I just want to make sure you know that it was

00:40:26.530 --> 00:40:31.090
wasn't wasn't a scam. And they sent me to Florida.

00:40:32.289 --> 00:40:35.750
filmed me mowing like a four million dollar property

00:40:35.750 --> 00:40:42.650
and made some commercials out of it and they've

00:40:42.650 --> 00:40:48.590
been nothing but great for me but if my dealer

00:40:48.590 --> 00:40:51.570
was a scag dealer I would have probably been

00:40:51.570 --> 00:40:56.690
driving scag mowers or if they were gravely I

00:40:56.690 --> 00:41:00.389
would have been driving gravely because all grass

00:41:00.599 --> 00:41:06.659
All mowers make tall grass short. Amen. But you

00:41:06.659 --> 00:41:09.940
want to buy something where you get the support

00:41:09.940 --> 00:41:14.539
that you need. And if you go down, they'll give

00:41:14.539 --> 00:41:17.960
you a mower to use while you're down. Absolutely.

00:41:18.440 --> 00:41:22.519
Or they'll take you, because you make your living

00:41:22.519 --> 00:41:25.440
cutting grass, and take you to the top of the

00:41:25.440 --> 00:41:30.590
repair list. Yes. Versus the whole mower. owner

00:41:30.590 --> 00:41:35.909
who might be down because if you're mowing 25,

00:41:35.909 --> 00:41:40.329
30 a day, you can't be down for three or four

00:41:40.329 --> 00:41:43.929
or five days or you're behind and look at all

00:41:43.929 --> 00:41:47.429
the revenue that you're losing because you're

00:41:47.429 --> 00:41:54.110
down. So that dealer support and my dealer used

00:41:54.110 --> 00:41:58.349
to sell Echo. Trimmers blowers hedge trimmers

00:41:58.349 --> 00:42:03.210
all the the accessories And for some reason they

00:42:03.210 --> 00:42:07.090
they quit selling echo and start selling steel.

00:42:07.550 --> 00:42:14.570
Yeah so prior to Them selling steel I ran echo

00:42:14.570 --> 00:42:18.190
that makes sense Because they were an echo dealer

00:42:18.190 --> 00:42:22.070
I could get fast turn around on breakdowns. They

00:42:22.070 --> 00:42:27.289
always had parts in stock So when they went to

00:42:27.289 --> 00:42:32.530
steal, I went to steal. Yeah, that makes sense.

00:42:32.969 --> 00:42:37.170
Dealer support. Yeah. And I could walk in there

00:42:37.170 --> 00:42:40.690
right now and find just about anything that I

00:42:40.690 --> 00:42:44.289
need. And they would be more than happy to help

00:42:44.289 --> 00:42:47.869
me out. Yeah, I love that. Great dealer support.

00:42:48.269 --> 00:42:52.710
That's what you want. Especially when you run...

00:42:52.619 --> 00:42:56.780
a legitimate business. And you just can't be

00:42:56.780 --> 00:42:59.960
down. When I first started, I was buying mowers

00:42:59.960 --> 00:43:03.420
off a Craigslist. Sure. That's a way to get going.

00:43:03.539 --> 00:43:09.219
I did the same thing. And when I went down, they

00:43:09.219 --> 00:43:13.239
were older mowers. Yep. Sometimes the parts weren't

00:43:13.239 --> 00:43:17.360
in stock. Exactly. So when I went down, it took

00:43:17.360 --> 00:43:22.789
me longer to get up and running again. So I work

00:43:22.789 --> 00:43:26.170
very hard to save money to do what a sale stuff

00:43:26.170 --> 00:43:28.250
whatever I could to come up with the money to

00:43:28.250 --> 00:43:32.969
buy a new mower So that I could have that good

00:43:32.969 --> 00:43:39.110
dealer Support I mean they know me. I know them

00:43:39.110 --> 00:43:44.050
we work together and The turnaround is so much

00:43:44.050 --> 00:43:48.750
quicker So if you know the family exactly if

00:43:48.750 --> 00:43:50.670
you're out there and you're listening to show

00:43:51.719 --> 00:43:58.059
Find you a great dealer. I could go to Muncie,

00:43:58.179 --> 00:44:04.119
13 miles, and find a SCAD dealer, an Exmark dealer.

00:44:04.960 --> 00:44:09.860
I could drive about seven miles to Middletown,

00:44:10.239 --> 00:44:16.260
find a Gravely dealer. But why drive when I have

00:44:16.260 --> 00:44:20.059
a grasshopper dealer three miles from my shop?

00:44:20.280 --> 00:44:24.579
Yeah, that's fair Yeah, I'm with you on that.

00:44:24.579 --> 00:44:30.360
So I it's not necessarily the brand for me It's

00:44:30.360 --> 00:44:32.880
the dealer support that makes the difference

00:44:33.800 --> 00:44:35.880
I think people forget too a lot of the hydros

00:44:35.880 --> 00:44:38.059
and everything. They're actually made by pretty

00:44:38.059 --> 00:44:40.599
much a couple of companies. So a lot of these

00:44:40.599 --> 00:44:43.119
parts are kind of, you know, they're similar.

00:44:43.119 --> 00:44:46.920
So it's really engine based for me and then obviously

00:44:46.920 --> 00:44:49.480
number one dealer support. And we started with

00:44:49.480 --> 00:44:53.920
a Toro Proline 1989 and a 1993. So ran into the

00:44:53.920 --> 00:44:55.880
same caveats as yourself where I had to start

00:44:55.880 --> 00:44:57.840
looking for parts, mowers and things because

00:44:57.840 --> 00:44:59.679
they weren't readily available. So I was scouring

00:44:59.679 --> 00:45:03.219
eBay. But again, time is something we can never

00:45:03.630 --> 00:45:05.690
We can't make more of it. We all have an invisible

00:45:05.690 --> 00:45:08.090
clock over our head. Not to sound, you know,

00:45:08.170 --> 00:45:11.130
sad about it, but we really do. Time is everything.

00:45:11.190 --> 00:45:13.210
So make every second matter in your life. And

00:45:13.210 --> 00:45:15.650
that starts with your business because the minutes

00:45:15.650 --> 00:45:18.590
you're wasting, and I don't say wasting in a

00:45:18.590 --> 00:45:20.590
negative sense, but the minute you're dedicating

00:45:20.590 --> 00:45:23.190
to your business and then you go beyond that,

00:45:23.510 --> 00:45:25.349
your family's going to start to sacrifice. Your

00:45:25.349 --> 00:45:28.650
own personal mind may sacrifice. And it's all

00:45:28.650 --> 00:45:31.690
about keeping a well rested, healthy balance.

00:45:31.710 --> 00:45:34.400
I'm not saying I'm not extremely tired that I

00:45:34.400 --> 00:45:36.519
don't work, you know, 40 plus hours in a row.

00:45:36.539 --> 00:45:39.820
Sometimes that does happen guys, but make sure

00:45:39.820 --> 00:45:42.320
that you're not losing time on silly things.

00:45:42.659 --> 00:45:44.079
So everything that you're saying right now, just

00:45:44.079 --> 00:45:48.019
it's, it's perfect. When your equipment, how

00:45:48.019 --> 00:45:52.380
often do you rotate your equipment? So I'll tell

00:45:52.380 --> 00:45:55.300
you, we actually bought a lot of the new stuff

00:45:55.300 --> 00:45:58.039
not too long ago, maybe within the last three

00:45:58.039 --> 00:46:00.099
to four years we made the switch to Gravely.

00:46:00.420 --> 00:46:02.780
So we don't necessarily need to get rid of those

00:46:02.780 --> 00:46:05.559
because we're able to mow lawns at such a fast

00:46:05.559 --> 00:46:08.639
rate that my hours actually stay pretty low.

00:46:08.940 --> 00:46:11.699
So I don't let my mower sit idling forever. The

00:46:11.699 --> 00:46:14.400
only time they idle is for one to three minutes,

00:46:14.400 --> 00:46:17.019
depending on how hard I ran it before I decided

00:46:17.019 --> 00:46:19.420
to shut it off in the trailer. A lot of times

00:46:19.420 --> 00:46:21.019
I leave it going for the full three minutes.

00:46:21.159 --> 00:46:24.079
as the manufacturer recommends. But for the mowing

00:46:24.079 --> 00:46:26.719
time, it's so quick. And if you have two or three

00:46:26.719 --> 00:46:29.019
of them going, you're just boom, boom, boom.

00:46:29.360 --> 00:46:31.860
So I just don't like to see people who let their

00:46:31.860 --> 00:46:33.800
mower sit on the side of the road running forever

00:46:33.800 --> 00:46:35.500
while they're having conversation and stuff.

00:46:35.619 --> 00:46:37.880
It's like, hey, yeah, it looks cool, maybe. But

00:46:37.880 --> 00:46:40.000
at the same time, it's just not practical. You

00:46:40.000 --> 00:46:42.239
got to value those engine hours, you know? So

00:46:42.239 --> 00:46:44.840
for us, we just, we... We take care of our stuff

00:46:44.840 --> 00:46:47.679
too. All my Echo stuff, even the old gray stuff

00:46:47.679 --> 00:46:50.039
that I've had forever, I'm not getting rid of

00:46:50.039 --> 00:46:51.920
it anytime soon. Because if you take care of

00:46:51.920 --> 00:46:55.099
your stuff, it will take care of you. Be cognitive.

00:46:55.800 --> 00:46:58.059
Have a maintenance book. We write everything

00:46:58.059 --> 00:47:01.000
down from serial number, model number, to when

00:47:01.000 --> 00:47:03.460
the oil changes were done, belt swaps, plugs,

00:47:03.739 --> 00:47:08.059
et cetera. All of that matters. Well, if there's

00:47:08.059 --> 00:47:10.760
someone out there that has a question about when

00:47:10.760 --> 00:47:15.690
should I? Upgrade my mower. Here's something

00:47:15.690 --> 00:47:22.070
you might think about. If your engine is a 26

00:47:22.070 --> 00:47:28.309
horsepower engine, times that by 100, 2600, that's

00:47:28.309 --> 00:47:30.929
roughly the amount of hours you'll get out of

00:47:30.929 --> 00:47:35.429
that engine. Before burnout, yeah. If you take

00:47:35.429 --> 00:47:39.730
care of it. Now if you want to trade it in, You

00:47:39.730 --> 00:47:42.889
keep it up to 2 ,600 hours. You're probably not

00:47:42.889 --> 00:47:47.989
going to get a whole lot of trade -in. So, back

00:47:47.989 --> 00:47:52.530
that down 300 or 400 hours and maybe sell it

00:47:52.530 --> 00:47:55.750
outright to somebody. You'll get more money out

00:47:55.750 --> 00:48:01.349
of it. Maybe that will help you understand when

00:48:01.349 --> 00:48:04.670
you should start thinking about upgrading your

00:48:04.670 --> 00:48:07.730
equipment. That's fair. I see a lot of guys selling

00:48:07.730 --> 00:48:10.590
them at around like 1 ,200, 1 ,500 hours. So

00:48:10.590 --> 00:48:12.269
what you're saying makes total sense, you know,

00:48:12.349 --> 00:48:14.309
get it a little underside there, then you have

00:48:14.309 --> 00:48:16.829
more value. And once you get over the thousand

00:48:16.829 --> 00:48:18.610
hours, you're potentially gonna have to rebuild

00:48:18.610 --> 00:48:21.449
hydros, get a new hydro. So I'd say do a lot

00:48:21.449 --> 00:48:23.730
of information research online, because you can

00:48:23.730 --> 00:48:27.289
look up on Aaron's page, typical mechanical issues,

00:48:27.469 --> 00:48:30.349
when failures may occur. So research is everything.

00:48:33.630 --> 00:48:36.610
Where did your first 50 customers come from?

00:48:37.710 --> 00:48:40.489
That's an awesome question. So we were, it was

00:48:40.489 --> 00:48:43.250
really weird. When I started my business, I put

00:48:43.250 --> 00:48:45.789
an ad in the newspaper and I said, let's see

00:48:45.789 --> 00:48:48.170
what happens. It was literally three lines. It

00:48:48.170 --> 00:48:52.730
said, if you need an honest, reliable landscaper,

00:48:52.969 --> 00:48:55.699
please call Matt. We want to earn your trust

00:48:55.699 --> 00:48:57.920
and business today. I didn't even have my business

00:48:57.920 --> 00:49:00.099
name in there. And I just had that because it's

00:49:00.099 --> 00:49:02.579
per word charge. You just want to get yourself

00:49:02.579 --> 00:49:04.820
in there. I was getting like 40 plus calls in

00:49:04.820 --> 00:49:07.059
a day sometimes or in a weekend. It was insane.

00:49:07.420 --> 00:49:10.300
So we got one call from a gentleman and he was

00:49:10.300 --> 00:49:12.860
a lawyer. He passed away, unfortunately, but

00:49:12.860 --> 00:49:15.380
his wife took over the empire. But this gentleman

00:49:15.380 --> 00:49:18.219
gave me a call and he said, hey, I heard that

00:49:18.219 --> 00:49:20.099
you're a great landscaper. And I saw your little

00:49:20.099 --> 00:49:22.320
article, your little ad in the newspaper and

00:49:22.320 --> 00:49:24.369
the telegramming is that. I was wondering if

00:49:24.369 --> 00:49:26.010
you could take a look at a few of my properties

00:49:26.010 --> 00:49:28.869
and I said okay i'll take a look at them go ahead

00:49:28.869 --> 00:49:31.170
and give me the properties this man kept going

00:49:31.170 --> 00:49:34.949
one two three four five six seven all the way

00:49:34.949 --> 00:49:37.050
down to number 18 and i'm writing all these addresses

00:49:37.050 --> 00:49:39.309
down like this guy is pulling my leg there's

00:49:39.309 --> 00:49:42.389
no way this is real i think this guy's a competitor

00:49:42.389 --> 00:49:44.610
maybe somebody's just trying to waste my time

00:49:44.610 --> 00:49:47.610
get me off the path of success so i called around

00:49:47.610 --> 00:49:49.429
i checked with a lot of people and i found out

00:49:49.429 --> 00:49:53.309
hey this guy owns 54 properties so you know i

00:49:53.309 --> 00:49:56.010
was blessed to have that fall in my lap and my

00:49:56.010 --> 00:49:58.329
family does have a strong name out here that

00:49:58.329 --> 00:50:01.309
my family worked so hard to bolster up and create.

00:50:02.250 --> 00:50:04.630
That definitely helped me have an advantage over

00:50:04.630 --> 00:50:07.949
some people. And so I really got my 50 customers

00:50:07.949 --> 00:50:09.989
right off the bat because he gave me half of

00:50:09.989 --> 00:50:12.869
his customers immediately. So I think I had 28

00:50:12.869 --> 00:50:15.969
from him right away. And then we had gotten a

00:50:15.969 --> 00:50:18.130
number of other people from the newspaper. So

00:50:18.130 --> 00:50:20.469
we hit 50 very fast. And then all of a sudden

00:50:20.469 --> 00:50:22.869
we were serving 250 different people, whether

00:50:22.869 --> 00:50:26.469
it was for a regular weekly routine, a once a

00:50:26.469 --> 00:50:29.190
year project, whether it be mulch every single

00:50:29.190 --> 00:50:32.860
year or just shrubbery and bushes. a combination

00:50:32.860 --> 00:50:35.719
of all that. So within your first year, everyone

00:50:35.719 --> 00:50:38.139
should have, I mean, if you don't, it's okay,

00:50:38.219 --> 00:50:40.880
but everyone should have the ability to get that

00:50:40.880 --> 00:50:43.579
if you live in a saturated area of populations.

00:50:44.079 --> 00:50:47.860
Worcester is over 220 ,000 people there. So that's

00:50:47.860 --> 00:50:50.320
huge for us, right? And if we want more there,

00:50:50.320 --> 00:50:52.539
we can have it. But we do enjoy working in a

00:50:52.539 --> 00:50:55.000
lot of these small towns where there's 4 ,000

00:50:55.000 --> 00:50:57.539
people up to 12 ,000 people. Your stuff's gonna

00:50:57.539 --> 00:51:00.559
be a lot safer, et cetera. So there's a lot to

00:51:00.559 --> 00:51:03.079
consider. But we got our 50 that through the

00:51:03.079 --> 00:51:09.480
newspaper. What marketing channel has currently

00:51:09.480 --> 00:51:16.480
given you the most leads? What do you use as

00:51:16.480 --> 00:51:20.789
far as a marketing channel? So for marketing,

00:51:20.869 --> 00:51:23.030
I'm kind of blessed, because when I went to Nichols

00:51:23.030 --> 00:51:25.389
College, which is heavily centered for business,

00:51:25.530 --> 00:51:28.090
and then I transferred to LaSalle College, that

00:51:28.090 --> 00:51:30.289
was also business -minded. In my high school,

00:51:30.349 --> 00:51:32.389
St. John's was very business -minded. So I was

00:51:32.389 --> 00:51:36.269
heavily burned into the marketing ideas and the

00:51:36.269 --> 00:51:39.230
classes to understand what I should do. So the

00:51:39.230 --> 00:51:42.099
newspapers were a honey hole. Not necessarily

00:51:42.099 --> 00:51:44.820
just your small newspapers. I've had examples

00:51:44.820 --> 00:51:48.260
where I pay $250 for an ad in one of these tiny

00:51:48.260 --> 00:51:50.960
newspapers and it yields nothing. It's not because

00:51:50.960 --> 00:51:53.940
I don't offer exceptional work and that our name

00:51:53.940 --> 00:51:56.519
is not known, etc. It's just smaller view base

00:51:56.519 --> 00:51:59.420
and maybe the newspaper has a little less weight.

00:51:59.840 --> 00:52:02.210
So I always tell people... You know, if you can

00:52:02.210 --> 00:52:04.630
advertise with like a radio station, as long

00:52:04.630 --> 00:52:07.429
as they're local and people really tune in, or

00:52:07.429 --> 00:52:09.789
if you can advertise through the newspaper, that's

00:52:09.789 --> 00:52:11.530
going to put you at a higher plateau than a lot

00:52:11.530 --> 00:52:14.050
of other people. And it is more attainable than

00:52:14.050 --> 00:52:17.130
everybody knows in some circumstances. I held

00:52:17.130 --> 00:52:19.980
close to the best that. Telegram and Gazette

00:52:19.980 --> 00:52:23.239
because I was only paying 140 bucks I think it

00:52:23.239 --> 00:52:25.940
was for a month for my tiny little ad and that

00:52:25.940 --> 00:52:28.500
was my secret I told nobody about it unless they

00:52:28.500 --> 00:52:30.400
obviously found out about it by seeing in the

00:52:30.400 --> 00:52:33.559
paper and Now I share with everybody that you

00:52:33.559 --> 00:52:35.559
know you can do those things, but you can also

00:52:35.559 --> 00:52:38.440
just do the old -fashioned door hangers You know

00:52:38.440 --> 00:52:41.559
you can send out direct targeted mailings You

00:52:41.559 --> 00:52:44.260
know if you're out and about and you see properties

00:52:44.260 --> 00:52:47.639
that constantly do look good, but it seems like

00:52:47.639 --> 00:52:49.750
the landscaper gets there later than they're

00:52:49.750 --> 00:52:52.250
supposed to, that, you know, you can make notes

00:52:52.250 --> 00:52:53.929
in your book. And then at the end of the year,

00:52:53.929 --> 00:52:56.730
when you sit down and you target your mailings,

00:52:56.989 --> 00:52:59.130
hit certain neighborhoods, hit certain people

00:52:59.130 --> 00:53:02.309
where you saw they have a pro, but the pro seemed

00:53:02.309 --> 00:53:04.449
to be dragging their feet a little, because those

00:53:04.449 --> 00:53:06.210
are opportunities for you to come in and say,

00:53:06.650 --> 00:53:08.530
hi, we know you have a professional service now,

00:53:08.530 --> 00:53:11.889
but unfortunately, you know, I have noticed I've

00:53:11.889 --> 00:53:14.030
sent out personal letters, people I have noticed

00:53:14.030 --> 00:53:16.949
that your beautiful property at some points tends

00:53:16.949 --> 00:53:20.110
to look a little bit. Unsightly and you deserve

00:53:20.110 --> 00:53:22.309
better. I see that you take great care in your

00:53:22.309 --> 00:53:24.849
gardens. I see the type of cars you drive I see

00:53:24.849 --> 00:53:27.090
that you picked a certain color shingle for your

00:53:27.090 --> 00:53:30.170
roof that you have a copper top for your gutters

00:53:30.170 --> 00:53:32.590
and everything It's like hey, you know those

00:53:32.590 --> 00:53:34.449
kind of people they definitely want excellence

00:53:34.449 --> 00:53:37.309
So gorilla marketing is huge going door -to -door

00:53:37.309 --> 00:53:40.889
still alive, you know I I say don't put things

00:53:40.889 --> 00:53:42.989
on people's cars stay away from putting things

00:53:42.989 --> 00:53:45.250
in people's mailboxes because that's actually

00:53:45.250 --> 00:53:47.969
a federal offense sounds crazy, but you can hang

00:53:47.880 --> 00:53:49.780
something on their little flag on the outside

00:53:49.780 --> 00:53:52.960
of it if you chose. But really respect people's

00:53:52.960 --> 00:53:55.800
property when you show up. But go into your local

00:53:55.800 --> 00:53:58.639
town police and say, hey, I want to go around

00:53:58.639 --> 00:54:00.420
door to door. These are the neighborhoods that

00:54:00.420 --> 00:54:02.119
I'm going to go to. They're going to give you

00:54:02.119 --> 00:54:04.360
a soliciting pass for the day. And most of the

00:54:04.360 --> 00:54:05.940
time, it costs you nothing. But it might cost

00:54:05.940 --> 00:54:08.880
you $10 for a quick permit or something. But

00:54:08.880 --> 00:54:11.880
do it the proper way because that's just your

00:54:11.880 --> 00:54:13.599
energy you're investing. It's not even necessarily

00:54:13.599 --> 00:54:16.760
money. So go to Staples, you can print out a

00:54:16.760 --> 00:54:19.559
thousand flyers super easy. There's a lot of

00:54:19.559 --> 00:54:21.760
websites now, you can print it out even cheaper.

00:54:22.420 --> 00:54:25.019
We've used Science .com, Vistaprint, a number

00:54:25.019 --> 00:54:27.500
of different places. We use Sticker Mule. They

00:54:27.500 --> 00:54:28.980
tend to be a little more expensive for some of

00:54:28.980 --> 00:54:30.880
the stickers and magnets and whatnot, but they

00:54:30.880 --> 00:54:33.599
make quality products. And you know, so I always

00:54:33.599 --> 00:54:37.619
tell people, marketing starts with you. You are

00:54:37.619 --> 00:54:40.739
your biggest asset, your mouth. that your hands,

00:54:41.000 --> 00:54:44.280
the ability to sell yourself right away. So just

00:54:44.280 --> 00:54:45.860
get yourself in the right room. Don't be afraid

00:54:45.860 --> 00:54:47.760
to go to networking events. We joined the Chamber

00:54:47.760 --> 00:54:49.820
of Commerce for a while. We don't necessarily

00:54:49.820 --> 00:54:52.679
see continued value in it at this point, but

00:54:52.679 --> 00:54:54.860
it allowed me to talk to so many people that

00:54:54.860 --> 00:54:57.340
said, you're incredible. I'd love to have you

00:54:57.340 --> 00:54:59.860
work for me. Hey, you know what? I'm a real estate

00:54:59.860 --> 00:55:02.099
agent. I'm going to call you for all my cleanups

00:55:02.099 --> 00:55:04.719
before I sell a house. Get in bed with real estate

00:55:04.719 --> 00:55:06.980
agents. Call your local real estate offices.

00:55:07.360 --> 00:55:10.199
Say, hi, this is what we're doing. We're insured.

00:55:10.420 --> 00:55:13.059
I'd love to speak to whomever decides on these

00:55:13.059 --> 00:55:14.900
things or at least get my name on the docket

00:55:14.900 --> 00:55:17.099
in case your main guy can't get to it. We're

00:55:17.099 --> 00:55:20.019
available. We're hungry and happy to serve. Always

00:55:20.019 --> 00:55:23.579
tell people you're happy to do it, that you love

00:55:23.579 --> 00:55:26.849
it. And don't just say it. Believe it and if

00:55:26.849 --> 00:55:28.210
you don't believe it like you said you got to

00:55:28.210 --> 00:55:31.010
go work for somebody else because the aura that

00:55:31.010 --> 00:55:34.590
you project in life is What's gonna yield you

00:55:34.590 --> 00:55:39.889
success in return, you know? Something as little

00:55:39.889 --> 00:55:44.849
as a t -shirt Yeah, or a hat. Yes. Oh, yeah,

00:55:44.849 --> 00:55:48.489
you can make a huge difference I'm standing in

00:55:48.489 --> 00:55:54.630
the post office Mailing some information out

00:55:56.300 --> 00:56:02.440
And I had my shirt on, t -shirt, my hat. And

00:56:02.440 --> 00:56:04.559
while I'm standing there, I felt someone tap

00:56:04.559 --> 00:56:08.079
me on the shoulder. Nice. And I turned around

00:56:08.079 --> 00:56:12.579
and looked, and it was a little old lady. Nice.

00:56:13.619 --> 00:56:17.679
She said, do you mow anyone's yard? I said, as

00:56:17.679 --> 00:56:21.380
long as they pay. I love that. And she laughed,

00:56:21.420 --> 00:56:24.050
and I laughed, and she said, Well, I want you

00:56:24.050 --> 00:56:28.469
to give me a price. Yeah. I said, OK, be happy

00:56:28.469 --> 00:56:34.030
to do that. I go give her a price. We agreed.

00:56:35.690 --> 00:56:39.170
I went the next week to start my service on her

00:56:39.170 --> 00:56:43.530
property. I noted she come out and said, Oh,

00:56:43.530 --> 00:56:48.690
it looks so nice. There were some a couple bushes

00:56:48.690 --> 00:56:51.289
on the side of the property that hadn't been

00:56:51.289 --> 00:56:54.780
turned for a while. So while I was there mowing

00:56:54.780 --> 00:56:57.519
I just fired up my hitch trimmer knocked the

00:56:57.519 --> 00:57:01.920
bushes down make them look better She said oh

00:57:01.920 --> 00:57:07.260
you even did my bushes Yeah So she got to talking

00:57:07.260 --> 00:57:12.099
to her neighbor I Go back the next week the neighbor

00:57:12.099 --> 00:57:18.380
walks out Says hey while you're here Could you

00:57:18.380 --> 00:57:22.800
squeeze my property in? So I got the neighbor.

00:57:24.360 --> 00:57:27.940
About two weeks later, the gentleman across the

00:57:27.940 --> 00:57:31.039
street, I'm over said, Hey, I've been watching

00:57:31.039 --> 00:57:35.400
you the last three or four weeks. He said, I

00:57:35.400 --> 00:57:38.460
usually take care of my own property. He said,

00:57:38.460 --> 00:57:41.760
but I'm getting old. Will you give me a price

00:57:41.760 --> 00:57:46.460
to start mowing my yard? So because I had that

00:57:46.460 --> 00:57:54.940
t -shirt on almost two months earlier, three

00:57:54.940 --> 00:57:59.679
jobs and I kept all three of them until they

00:57:59.679 --> 00:58:03.320
passed away. Sure. Yep. Because they were all

00:58:03.320 --> 00:58:07.099
up in age. The gentleman had some heart problems,

00:58:07.099 --> 00:58:12.699
but if I was just in there with a shirt on. Yep.

00:58:12.880 --> 00:58:15.099
Nobody would know who you were. They wouldn't

00:58:15.099 --> 00:58:20.000
know your shirts and your, your hats and your

00:58:20.000 --> 00:58:25.219
truck that is wrapped. You become a mobile. billboard.

00:58:25.219 --> 00:58:29.219
Yeah. Amen. So I'm, I'm telling you, if you want

00:58:29.219 --> 00:58:34.440
to attract customers, start selling yourself,

00:58:36.099 --> 00:58:38.900
make sure you have those t -shirts on, make sure

00:58:38.900 --> 00:58:41.539
you have at least a hat with your company name

00:58:41.539 --> 00:58:44.380
on it. And I like to put the phone number back

00:58:44.380 --> 00:58:47.820
by the snap. I haven't done that yet, but that

00:58:47.820 --> 00:58:54.650
makes sense. And you know, sell yourself. She

00:58:54.650 --> 00:58:56.849
would have never known I was a lawn care business

00:58:56.849 --> 00:59:01.230
owner if I didn't have that t -shirt on. Yeah,

00:59:01.230 --> 00:59:03.030
I always try to wear something with my brand

00:59:03.030 --> 00:59:05.269
on it. And I always have a pocket full of cards

00:59:05.269 --> 00:59:09.030
in my little holder there. Because every time

00:59:09.030 --> 00:59:11.030
I go out, there's an opportunity to sell. And

00:59:11.030 --> 00:59:13.289
it's not obnoxious. When you love what you do,

00:59:13.309 --> 00:59:15.789
people feel it. And then they're happy for you

00:59:15.789 --> 00:59:17.929
whether they need your service or not. They're

00:59:17.929 --> 00:59:20.489
just like, man, I want to love my life this much.

00:59:20.769 --> 00:59:23.320
It becomes so contagious, definitely. Well, they

00:59:23.320 --> 00:59:25.320
say if you love what you do, you'll never work

00:59:25.320 --> 00:59:33.320
a day in your life. Amen. It's true. So what

00:59:33.320 --> 00:59:39.199
services are you currently offering? Oh, just

00:59:39.199 --> 00:59:43.320
in general. So we offer a lot of services. We'll

00:59:43.320 --> 00:59:45.480
just stick to the landscaping side of it and

00:59:45.480 --> 00:59:48.420
the landscaping construction. But we'll do anything

00:59:48.420 --> 00:59:51.719
from mowing your lawn weekly or bi -weekly. Some

00:59:51.719 --> 00:59:53.480
people hate that I say that, but guess what?

00:59:53.599 --> 00:59:55.179
Some people can only afford every other week

00:59:55.179 --> 00:59:57.260
and our machines are powerful so they can chew

00:59:57.260 --> 01:00:01.559
through it. But I'd say mowing, mulching, trimming.

01:00:02.320 --> 01:00:05.900
We do a lot of... grass repair for sections of

01:00:05.900 --> 01:00:08.119
lawn that might be damaged, whether it's aerating

01:00:08.119 --> 01:00:11.739
it, overseeding it, dethatching it, top dressing

01:00:11.739 --> 01:00:16.460
it. We are out there doing sod installs. We do

01:00:16.460 --> 01:00:19.480
French drains. We do a lot of crushed stonework.

01:00:19.840 --> 01:00:22.599
We'll do anything that's outside of your anything

01:00:22.599 --> 01:00:24.539
that's outside of your house. And if we're not

01:00:24.539 --> 01:00:28.199
necessarily properly licensed for it or, you

01:00:28.199 --> 01:00:30.280
know, trained upon it, we're never going to say

01:00:30.280 --> 01:00:31.840
no, because we're always going to have someone

01:00:31.840 --> 01:00:35.000
in our arsenal that handle it and referrals are

01:00:35.000 --> 01:00:36.920
huge make a strong network of all the people

01:00:36.920 --> 01:00:39.519
out there that offer the services you don't offer

01:00:39.519 --> 01:00:42.260
because maybe one day you're able to offer hydro

01:00:42.260 --> 01:00:44.880
seating but for now support a local business

01:00:44.880 --> 01:00:46.940
support someone else who believes in your goals

01:00:46.940 --> 01:00:48.519
and aspirations because that's gonna go back

01:00:48.519 --> 01:00:50.420
to marketing where they're gonna start selling

01:00:50.420 --> 01:00:53.099
you to other people you know and I just think

01:00:53.099 --> 01:00:55.920
that for us there's not really a limit to what

01:00:55.920 --> 01:00:58.179
we'll do outdoors you know and what's cut the

01:00:58.179 --> 01:01:01.800
trees down everything you know well I look at

01:01:01.800 --> 01:01:07.349
my fellow business owners in town, not as competitors,

01:01:07.769 --> 01:01:14.969
but as co -workers. Yeah, I love that. Because,

01:01:16.429 --> 01:01:20.469
like you said, Hydrocity, we have a huge Hydrocity

01:01:20.469 --> 01:01:26.949
company in our town. I can get the job, hire

01:01:26.949 --> 01:01:29.389
him to do it, and still make a little money.

01:01:29.760 --> 01:01:32.340
Amen, and it's still got your seal of approval

01:01:32.340 --> 01:01:34.340
on it, and you're the one who helped that customer

01:01:34.340 --> 01:01:38.800
get it, and they won't forget that. And it helps

01:01:38.800 --> 01:01:42.940
when you build those relationships with other

01:01:42.940 --> 01:01:48.320
companies. It builds your company. Because like

01:01:48.320 --> 01:01:51.280
you said, you can offer things that maybe you

01:01:51.280 --> 01:01:57.780
don't necessarily master, but they do. So it

01:01:57.780 --> 01:02:00.719
benefits everybody. And I would say to everybody,

01:02:00.900 --> 01:02:03.179
even if someone's got a plumbing need or an electrical

01:02:03.179 --> 01:02:06.699
need, just make friends with... good top tier

01:02:06.699 --> 01:02:08.460
people. Don't just go find a plumber and say

01:02:08.460 --> 01:02:10.460
you want to be my plumber. Do your research.

01:02:10.559 --> 01:02:12.360
Understand who these people are. Look at your

01:02:12.360 --> 01:02:14.900
local pages. See who everyone keeps recommending.

01:02:15.380 --> 01:02:16.820
Then get in touch with those people and say,

01:02:17.199 --> 01:02:19.280
hey, I see you're a superior human out here doing

01:02:19.280 --> 01:02:21.699
great work. Do you mind if I refer my people

01:02:21.699 --> 01:02:24.360
to you? And then you're setting up that network

01:02:24.360 --> 01:02:26.760
where you're not losing opportunities. You're

01:02:26.760 --> 01:02:29.519
actually creating so many more. And then, you

01:02:29.519 --> 01:02:31.860
know, people are saying, wow, this is my one

01:02:31.860 --> 01:02:34.150
guy. my one -stop shop and that's how we were

01:02:34.150 --> 01:02:36.849
able to evolve to the property services. We don't

01:02:36.849 --> 01:02:39.150
have a plumber that's licensed in four states

01:02:39.150 --> 01:02:42.510
that is I'm paying a salary to but we have an

01:02:42.510 --> 01:02:44.889
agreement with this gentleman where all the properties

01:02:44.889 --> 01:02:47.340
that we manage for these different landlords

01:02:47.340 --> 01:02:50.179
that we attained through our landscaping services,

01:02:50.699 --> 01:02:52.280
now they don't want to stress. They don't want

01:02:52.280 --> 01:02:53.719
to answer phone calls at one in the morning.

01:02:53.820 --> 01:02:56.119
They want me to answer it. They want me to get

01:02:56.119 --> 01:02:59.599
in touch with my guy. So you can create so much

01:02:59.599 --> 01:03:03.800
opportunity by just not being afraid to be cohesive,

01:03:04.380 --> 01:03:06.699
collaborate. A lot of people are very selfish

01:03:06.699 --> 01:03:11.159
and narrow -minded. Think bigger. I think I can

01:03:11.159 --> 01:03:14.360
do this because people are incredible. The resources

01:03:14.360 --> 01:03:17.099
are there. You just have to have the drive and

01:03:17.099 --> 01:03:19.739
strive and the go -getter attitude and keep a

01:03:19.739 --> 01:03:22.519
smile on guys because while things do get tough,

01:03:22.780 --> 01:03:25.380
I think that having all those people behind me

01:03:25.380 --> 01:03:27.860
that are an army ready to go, and we have multiple

01:03:27.860 --> 01:03:30.079
of these people that, you know, in case someone's

01:03:30.079 --> 01:03:32.579
busy or overbooked or whatever, that we can go

01:03:32.579 --> 01:03:35.400
to. Because that is your most important thing,

01:03:35.800 --> 01:03:38.179
is trust that you build with somebody. So keep

01:03:38.179 --> 01:03:41.659
with that flow, you know? Well, as we wrap this

01:03:41.659 --> 01:03:44.199
up, why don't you tell our listeners where they

01:03:44.199 --> 01:03:48.420
can follow you, how they connect with you, if

01:03:48.420 --> 01:03:51.519
they want to follow your journey. Yeah, and I

01:03:51.519 --> 01:03:53.199
love that and I'm just gonna say I missed one

01:03:53.199 --> 01:03:54.639
thing with the marketing make sure you have a

01:03:54.639 --> 01:03:58.079
website an Instagram a Facebook tick -tock YouTube

01:03:58.079 --> 01:03:59.980
It's okay if you guys only have one follower,

01:04:00.039 --> 01:04:03.000
but we basically did the same thing as mentioned

01:04:03.000 --> 01:04:04.940
earlier We have you know over three thousand

01:04:04.940 --> 01:04:07.159
three hundred now. I think followers on Instagram

01:04:07.159 --> 01:04:10.079
is steadily rising per day It's a beautiful thing,

01:04:10.079 --> 01:04:12.980
but um make sure that When you look us up, you

01:04:12.980 --> 01:04:18.599
look for mpsllc .com. Basically, it's a very

01:04:18.599 --> 01:04:22.539
easy way for, I apologize, mps508 .com for my

01:04:22.539 --> 01:04:26.079
website. I am very tired, guys. But basically,

01:04:26.119 --> 01:04:28.019
you want to make sure that you have an easy way

01:04:28.019 --> 01:04:30.019
for people to search for you. So my last name's

01:04:30.019 --> 01:04:32.480
long, make Goldrick Property Services for the

01:04:32.480 --> 01:04:35.079
whole title. So we can be found by just typing

01:04:35.079 --> 01:04:38.780
mpsllc. Just in Google, type it in. It should

01:04:38.780 --> 01:04:41.199
bring you to a list of our type of things. we

01:04:41.199 --> 01:04:43.840
offer out there for social media and otherwise.

01:04:44.679 --> 01:04:46.599
And, you know, it's, it's one of those things

01:04:46.599 --> 01:04:48.659
where this can't be any more personal. I threw

01:04:48.659 --> 01:04:51.159
my last name on it because our family worked

01:04:51.159 --> 01:04:53.980
so hard to make that. So people say, I want to

01:04:53.980 --> 01:04:55.840
come up with a creative name for your business.

01:04:55.960 --> 01:04:59.420
And maybe something simpler, like taking ownership

01:04:59.420 --> 01:05:02.860
of your clan and your identity is something that

01:05:02.860 --> 01:05:05.059
people can look towards. And then, you know,

01:05:05.059 --> 01:05:07.139
you basically can build something for the future

01:05:07.139 --> 01:05:09.280
of your kids and your family and continue to

01:05:09.280 --> 01:05:11.940
honor the legacy. that's been created for generations,

01:05:11.980 --> 01:05:15.900
you know, so mps508 .com and definitely Instagram

01:05:15.900 --> 01:05:19.739
and Facebook as our biggest things. If you do

01:05:19.739 --> 01:05:23.960
not have a website, let me make a recommendation.

01:05:24.420 --> 01:05:28.019
Green Frog Web Design. Let's hear a word from

01:05:28.019 --> 01:05:36.199
Ezra McCarthy. Love it. Does your website look

01:05:36.199 --> 01:06:02.340
like it was built? So if you need a good website,

01:06:02.880 --> 01:06:07.300
contact Ezra with Green Frog Web Design. telling

01:06:07.300 --> 01:06:10.820
that professional lawn maintenance or the lawn

01:06:10.820 --> 01:06:15.219
hustle recommended you to them. And he will be

01:06:15.219 --> 01:06:18.780
happy to set you up with a website that will

01:06:18.780 --> 01:06:24.480
surely attract quality clients. I thank you for

01:06:24.480 --> 01:06:27.659
joining the lawn hustle. Thank you all for listening.

01:06:28.539 --> 01:06:31.679
It means a lot to me that you would spend some

01:06:31.679 --> 01:06:37.360
of your day listening to the lawn hustle. Matt,

01:06:37.380 --> 01:06:40.239
thank you. I appreciate you being here. Yeah,

01:06:40.239 --> 01:06:41.800
absolutely. And I look forward to seeing you

01:06:41.800 --> 01:06:43.940
at the next Equip Expo. And I hope everybody

01:06:43.940 --> 01:06:46.019
continues to look at the new tools out there.

01:06:46.039 --> 01:06:47.659
For example, when we show up at Square Barrel,

01:06:47.800 --> 01:06:51.019
we're ambassadors for those guys. It's some conversation

01:06:51.019 --> 01:06:53.659
starter. And these people that have premium homes,

01:06:53.960 --> 01:06:56.019
they are impressed by the new things that are

01:06:56.019 --> 01:06:59.199
out there. So always do some informational research,

01:06:59.400 --> 01:07:00.780
guys. Make sure you get yourself in the right

01:07:00.780 --> 01:07:03.659
circumstances. Well, do you have a discount code

01:07:03.659 --> 01:07:06.780
for Square Barrel? So I don't have one right

01:07:06.780 --> 01:07:09.039
now, but I'll definitely be posting something

01:07:09.039 --> 01:07:11.559
if John and family decide to offer something

01:07:11.559 --> 01:07:13.519
like that, but I can encourage you to do this.

01:07:13.800 --> 01:07:16.360
They are at most expos, including the upcoming

01:07:16.360 --> 01:07:19.059
in Mohican Sun. It's a hardscape expo, but if

01:07:19.059 --> 01:07:21.719
you come, he has day of show pricing and you

01:07:21.719 --> 01:07:23.699
can't beat that. And I'll tell you what, these

01:07:23.699 --> 01:07:25.900
barrels have changed the game for us. They're

01:07:25.900 --> 01:07:29.019
in every setup we have, all the different sizes

01:07:29.019 --> 01:07:31.480
and they make these beautiful covers. So if I'm.

01:07:31.610 --> 01:07:33.969
crushed from a long day of hard physical work.

01:07:34.230 --> 01:07:36.409
Sometimes I have to leave the cover on it and

01:07:36.409 --> 01:07:38.469
let the rain hit the cover, but it doesn't make

01:07:38.469 --> 01:07:40.409
the grass weigh a thousand pounds more, you know.

01:07:40.650 --> 01:07:43.489
So it's all the conveniences, you know. Well,

01:07:43.489 --> 01:07:47.030
thank you for that. Yeah. Appreciate that information.

01:07:47.489 --> 01:07:51.590
I'm intrigued by Square Barrel. I want to get

01:07:51.590 --> 01:07:57.190
some. Yeah, heck yeah. I appreciate you being

01:07:57.190 --> 01:08:00.289
a guest on the show. Appreciate you all listening.

01:08:00.940 --> 01:08:06.079
and leave us a five star rating and a nice review.

01:08:06.739 --> 01:08:10.380
It helps the algorithm push us to more listeners

01:08:10.380 --> 01:08:14.900
and that really goes a long way. So I appreciate

01:08:14.900 --> 01:08:18.720
your support and we will talk again real soon.

01:08:19.180 --> 01:08:19.920
Thank you so much.