 Liz is making fun of me. I'm just going, hi, this is Sean Toursport, Business Moves, it's Friday afternoon. Yay, it's Friday. Today is on the spot, our favorite day. Fridays are favorite for a lot of reasons. Liz, how are you today? I'm well, Tom, thanks. How are you doing today? I'm doing good. I am doing really well. Dan's with us today. Dan, show a little bit of us. I'm wondering who guessed that it was Dan, who figured it out. We have, oh, I don't even have my phone up yet to know who's there. Nobody knows anybody. Surely, we've got some people on, but nobody's saying anything in chat yet. I mean, you work with Dan a lot, Liz, why don't you introduce him a little bit before he shares his story? Oh yeah, Dan, the man with plan. Okay, so first I want to tell you though, Dan, on the right-hand side of your screen, where it says private chat, there's another tab that says comments. You can see it. I see that. Yeah. Okay, you're the first person. Nobody ever sees it. I always have to tell everybody. Okay, so yeah, I work with Dan in our MMA group and how Dan got dumped into our group is he signed up for foundations and part of the perks of being in foundations is six months in the MMA program. So that's how I know Dan and yeah, I feel like we've really gotten to know each other well because of that group. Would you agree? Yeah, yeah, fair enough. So what started at six months, I've already invested a little bit further and I'm locked in for another six months. So you're stuck with me for a full year. Aw. Yeah, when I thought that we might be losing you after only six months, I was like kind of crushed. Like, oh my gosh, you're the brainchild of a lot of the ideas that we do. And some of our best ideas, which I know we can't really talk about, but some of our best ideas were your brain children. So that sounds weird, brain children. Brain children. Yeah, brain children. It's a good group. Guys, I'm happy to be here and grateful for the opportunity and Liz obviously kicking off the quick introduction, but my name is Dan Smith and I'm the owner of Homemade Better out of Oklahoma City. And we're creeping up on four years in business now. So very much a small business still trying to find our way. But like most of you out there, we've had a lot ups and downs as of late, no difference. But my background is on the technical side. So it's been really fun and enjoyable blending the technical skill set that I've learned along the way with the new industry that I've kind of dug my heels into. Awesome. Well, we're going to have some fun here. Shortly we're gonna be answering a bunch of questions, but Liz, Sarah has a question I think for you. She wants to hear more about the clue on Dan that gave a lot of people, I guess gave it away. Yeah, well, the reason why I said the clue about Dan is he's not a face that's out there. Not a lot of people know who Dan is. I've met him. He's not one of the people that's in every single chat room talking about everything under the sun. He's kind of a workhorse. And he sort of puts his head to the grindstone and work, work, work, work, work. So not a lot of people know him, but I want him to get more out there. And so that's why we brought him on the spot business moves because he's one of the smartest people I've met. And I think that he has a ton to offer to our industry and I want to make sure that people have the opportunity to meet him and work with him. So another question. What you're saying is this isn't the last time you're going to see Dan. No. My head may not be able to fit in the frame next, next go round, but thank you. Come on, Dan, come on, you know, you know it's true. Leslie is saying hi. So I guess she recovered from yesterday. Hey Leslie. Thanks again. She's still vacationing. Yeah, of course she's recovering. Yeah, yeah, good to see you Leslie. Real quick before we get into on the spot. Next week, Greg Shuckers going to join us. And real quickly, he's got a lot of really good information on how he personally has been able to recruit talent from all over the world to help him in various aspects of his business. And he's going to share his tips and tricks on that. And if you can do it right, you can get some really talented people at a price that would probably surprise you. So you really want to be here Monday for that. Liz, why don't you share with us a little bit about Kathy Nicholson. All right, so Kathy is my son's girlfriend beyond sad. I don't know exactly what title she uses, but she's been in our family for, I don't know, four or five years now. And she is a nurse. She is going to school currently to be a, I can't remember, kind of nurse, some fancy nurse that does, oh, she wants to put you to sleep I think. Can't remember what it's called, anesthesia nurse. Anyway, she's got some special degree she's trying to go for right now. Anyway, the reason why we're bringing her on the show is she works in the medical field. Her family is all in the medical field, has been for decades. And I thought that it would be nice to have somebody that could talk to us more about COVID-19 where they are with therapeutics and vaccines. She's got a lot of information in that way. How the virus has spread a little bit more. I mean, I know we feel like we know a lot of the stuff, but I just thought it might be nice to hear it from the inside of you. It's a different perspective. What, that's what we're being classy on. And we're learning more every day and there's a lot of new stuff that we should be talking about. So I'm looking forward to that. You too. All right, and then we also have Aja on Wednesday. A lot of you probably know Aja. She is Laura Smiths from All Star, her operations manager. And I thought having her on here would be an awesome opportunity for all the business owners out there to sort of pick the brain of a very, very successful operations manager. Most of you know that Laura's daughter is undergoing cancer treatment right now and has been dealing with that for almost a year now, going on a year. And Aja has been running that operation. So I thought she could share with us some of the struggles, some of the things that she finds value in and being in this position. What are the hard things? What are you looking for in a great operations manager? So, because that's what she is. She's a great operations manager. She is great. Yeah, me too, Sarah. She is, I mean, she's talented. She is strong in technology. Tremendous amount of energy. If you've never met Aja before, you guys are gonna be blown away. You need to do that. Thursday. Now we have a secret guest on Thursday for On The Spot because this is our last Friday. What do I call it? Transmission, I guess. So that's the last one we're doing on Friday, at least for a while. Our plan is to move On The Spot to Thursday. And so next week's secret guest, the clue is that he is a true family man. He and his wife work in the business together and they had been married over 24 years, I believe. I believe they've been married a quarter of a century, maybe even more. And they have a very, very strong marriage that a lot of people admire and look up to. I think you just gave about four or five clues there. That's a good clue. It's a very, very deep and multifaceted clue, but that's fine. Oh yeah, you guys start throwing your questions up right now. Good job, Heather. Thanks for the talk. Yeah, because we're gonna get going. I'm up there. So, Liz, you're not in your car today. I am going to leave. I've got my, you know, I don't usually wear shoes in my house. I've got my shoes on. I've got my keys ready. Got my purse here. I'm ready to walk out the door as soon as we're done. So you guys need to queue your questions up because there's no more questions in queue. Liz, bye-bye. Yeah, I'm hoping we get out of here just a little bit early so that I'm not late to my meeting. So. Okay. So we did, we did deal day on Wednesday. That says yesterday because I showed this yesterday and yesterday it was yesterday. It was two days ago now. The deals that we shared on Wednesday are still out there. They're still active, but the clock is ticking. You know, soon as we're over here, if you guys are interested in a really good deal on Debbie's Speed Clean Employee Training System or getting a really good deal on the lady bug or if you're interested in the PHC training program, we've got an entire bundle there and that's all I'm gonna tell you, but you can save money and get a lot of extra cool stuff too. Go to the Facebook live that we did for Smart Business Moves two days ago on Wednesday. Watch it, get the deal, do it if you want to take advantage of it because you wake up in the morning, it's gonna be gone. Tom, I don't know if you know this, Dan bought 26 seats to the PHC program, right Dan? I did, I was just gonna say that I worked the numbers and I was identifying every price break I could and I got in at 26 and I feel like I got, not only did I get a deal, I got a better deal. So I'm pretty excited about that. Yeah, I'm glad you will love it and I know how you operate your business so it's gonna be a boon for you. Do you know that you also got 26 COVID classes? Yes, absolutely. I couldn't pass up the chance to the PHC program in itself as valuable, but obviously times are changing and news is changing every day and the updated COVID presentation I think is gonna be pretty strong and relevant and allows me to bring extra value to the team from an authoritative standpoint. That's not just me reading headlines, if you will. So that's kind of why I jumped in on that. So I guess Liz just spilled a little bit about what part of the deal is, but there's more stuff in it. I did this yesterday too, I'm so sorry. I am not good at this part of the game. But one thing, Dan, I'm sure you're aware of this. Those seats are good for like an entire year. So I mean, you don't have to use them all right now. You can kind of look ahead and say, well, how many people are gonna be training over the next 12 months and buying the bulk and save yourself a ton of money, especially with this deal day special, which will be expiring here by the end of the day. Hey Dan, do you mind sharing? I know that you shared this in the MMA group today and so you might not wanna share here, but do you mind sharing what your plan is for those? How you're gonna use them? Yeah, I don't mind sharing at all. I had a little bit of strategy in that. The 26 obviously gives me the benefit to pick and choose who I want. I mean, we can cover our whole team with 26, right? But I really wanted to incorporate time and position, responsibility, those that demonstrate themselves as being, have already either proven themselves or those are up and coming players on the team as opposed to just giving everyone the test, right? We all know in this industry, someone might be here today and they might not be here in three weeks. So while I picked 26, I'm going to be a little bit strategic about who gets the opportunity to go through the training. And I think that will allow me to get more for the dollar when we see who's in for the long run, if that makes sense. Yeah, I love that. And I know we had a couple other people in a group today that were talking about using it as part of their promotion package. So as you promote to the next level, you can take this test and then you get the certificate. And I was like, wow, y'all are so smart. A qualifier, right? To get that promotion or to get that raise, I think that's great. Yeah, me too. Yeah, I think y'all are so smart. You always have such good ideas. All right, do we have anything else, huh? Before we hit it? I think it's time to hit it. All right, so we have a couple of questions. It's gonna be a short call today. I got a feeling we're gonna get some questions going here. There's a few. Yeah, we might. All righty. Okay, Dan, you know how this works. We each get one minute on the clock to answer the question that's put before us here. If you don't get an entire minute, you can stop and we can move on to the next person or the next question if you're the last person to answer. We take turns answering first because there's some advantage to answering last. You get a little more time to think. Then again, disadvantages too because if everybody else has kind of thrown out all their great ideas, we pretty much left saying, yeah, but they say, so it can go both ways. So you see how he says that we all get a minute, Dan, but let's watch how many times Tom goes over a minute. Like I keep a little tally in my journal over here. Hey, for anyone that knows me, this is a stretch here for me to consolidate into 60 seconds. So this is, I'm taking this as a personal challenge. I was actually thinking that when Tom was saying, hey, if you don't use up all your time, I was like, that's not happening. That's not happening. You're too much like me that way except your answers are concise, just longer, but it's good information. You continually add information. Mine just get the same small piece of information blown into a million bits. Oh, I like Sarah's. Oh, Sarah, that's an intimidating question. Yeah, it's been fun. How can they come up there? We have a chance to think. Do we want to get started here with Heather's question? I think we should. Yeah, top. I'll just go ahead and go first and get us started. You guys ready? Let's do that. That's a good question, Heather. I don't know if I have any one particular automation to bring in more business. I mean, we've got basic campaigns that we run and their reminders that are set. We've got leads to follow up on and after a while the lead becomes a soft lead and they go into different campaigns. A lot of the automations that we use and in full disclosure, we use Made Central are about keeping customers because it's more important to keep customers that it is to churn them and always be looking for new ones. So we use automations to remind customers of when we're gonna be arriving and if there's any changes in their schedules those are automatically communicated through text or email or automated voice call. We use automations to send out what we call scorecards, quality checks. And a lot of that basically keeps customer satisfaction and keeps, helps you keep the customers that you have. And I'll keep that two seconds maybe for some other question, Liz. All right, I'm begging it for you. You ready, Dan? I'm ready, yes. All right, so I'll start off the same way. There's no one magical automation I think that's going to solve everything. But the accumulation of making things simpler in the office, saving time, tasks that are repetitive, the ability to connect one software piece to the other to achieve results that eliminate your ability to have to spend time to do them daily. I think we all understand the premise but not everybody understands the value of really digging into those automations. I'm hesitant, I'm a little hesitant to share here. The number one automation I think that kind of is the most impactful in our business has to do with seeking reviews, right? When we go out and do a good job, if the client is happy, if they're satisfied with our job, we have a little trick to solicit their feedback and get their Google review. We're happy about that. Or whatever. Oh, damn, by the way, when you're a guest, when you're a guest, you can have a few extra seconds. We're okay with that. My cadence was like getting faster. And I'm like, here we go. But Liz will remind you of it, ad nauseam, if you go over. So just saying. I'll find the balance. I'll find the balance. You ready, Liz? Yeah, all right. So I do not have any kind of a great automation to bring in more business. I wish I did. I don't. Probably the thing that we do to bring in more business is that we routinely contact our customers and we ask for referrals. So that is really, really old school. But you guys will remember, it was at last week, I think, maybe the week before when my daughter was on. And she touted that too. She said, one of the things that you gotta do that's always worked is keep asking for referrals from the people that you already work with. Since we contact our customers every single time we're going to clean, we contact them before to remind them we're coming. And we contact them after to find out if they were happy with the service that we have two opportunities every time we clean, they're called. That's more people. I saved your bacon or not, Lauren. You got two more. Thanks, Tom. Thanks. I like it. Okie dokie. Can Heather have two questions in a row or do I need to go somewhere else? Of course! If she has two questions in a row, she can have 10. She can go, girl. First in, first out. First come, first serve. That's a good question. I kind of like this. You ready, Dan? I'm ready. All right, so I will tell you this is almost a cheat answer, right? My favorite, most used software in the business that is not a CRM hands down is Zapier. We've all heard of Zapier. If you haven't, it is a collective software handshake. It's probably the way I could put that. You have software A, you have software B and Zapier sits in the middle and talks between the two of them. I think a lot of people in their industry are familiar with the ability to take Zapier. And I say it's a cheat answer because it almost ties to the automations, right? Connecting A to B to achieve a quicker C. Hands down Zapier is my favorite software piece that's worth every dollar that we pay for it every month. And we use it heavily. That's good, Dan. Yeah, all right. So my favorite thing that we use is Asana. It's a project management software. And I like it because I'm not in my office a lot. So I like to be able to see what everybody's working on and I like to be able to assign stuff. And we do something that we call a scrum. We follow a scrum methodology. And so tracking our scrum activities is a little bit hard when I'm not there but we can trust them in Asana. And that's it. For me, it's Asana. I just love using that program. Last one. I'm banking my $17. It's like I'm a layman or something, right? Yeah. Okay. Honestly, in terms of the most used software, nothing glamorous about this, but I'm kind of scratching my head. It's probably a toss up between ring central meetings and outlook. I spend more time in email than what I want to admit but it's just kind of the life I live at the moment. And I'm not going into the office very much at all. And I'm finding that I really don't need to and I'm still able to communicate using ring central meetings, which is really just a white label version of Zoom but we use ring central as our telephone system. So it kind of comes along for free. We use Office 365 suite. It's got several pieces of software where I use a lot. I use OneNote a lot. I use Planner, all the desktop stuff. We are doing so well. I feel like we should all get gold stars today. We're doing so, so well. Oh, shoot. There was a question there and I didn't even pay attention. So this is really isn't on the spot question, but also- Yeah, that's the one I want to be first on. I want to be first on that one, Tom. Okay. Are you? Yeah, I guess you are. Go Liz. Okay. So Sarah, Aja is speaking next Wednesday and I will, if you tell me, I'm not done Tom, I've got more to say. Oh dear, go ahead. And anything that you want to know, Rachelle, up from Aja, let me know in advance and I will tee her up so that she's ready to answer all your questions. I know a lot of people are going to want to hear about Oceans 11 and that's absolutely on the agenda. Okay. That's not a real question because- Yes it is. It was a real need. It was a real need for Rachelle. Yeah, there's nothing that, you know, same thing- That was a question. That was a question. I'm sorry. You gotta- I'm not first up on the $10,000, that's not what I mean. That was an interesting question. If you had $10,000 to invest Liz in your business right now- That was Tom. How would you spend it? You have to tell me what you would do, Tom. Okay. Just tell everybody. That is a really good question. And if I, you know, what's the best way to invest $10,000 in my business? I have, you know, recently made some investments in electrostatic sprayers. I believe that COVID is going to be with us for the foreseeable future and that the demand, there's opportunities to use that, those tools and those technologies to expand our business and to create a high level truck with customers in terms of, that's about it from a capital equipment side. I think the other part of it, we're actually doing this, we're spending a ton more on training. Training is really where it's at. I mean, customers want to be safe. They want to be able to trust that or people know what they're doing and it's all about health. And the more training you do, the stronger story you have and the stronger brand you can go. Dan, your honor. All right. Solid answers, Tom. You're talking about new equipment, new service groups, new training. I think for me particularly, if I had just an extra $10,000 that I was going to throw at investing in my business right now in this timeframe, I think I would pour that into a new website. Now we're talking about a hypothetical $10,000, right? We're just free money, I'm gonna assume here. But I would, if it is needed, if it's needed, I would invest in repositioning the website for present day relevance, right? We, in a pre-COVID world, our messaging was one thing and the argument can be made in a current situation, current times, maybe the messaging can be different and it can talk about your electrostatic sprayers. It can talk about the safety and trust factor that you bring to the marketplace. I would put $10,000 into a new website if it were me. Good answer. I like that. You are ready, Liz? Yeah. So one of the hazards of going last is somebody else always takes your answer. All right, and it serves me right for pushing off the answer. So mine would be website, I would put $10,000 into the website and then also online booking so that people can book faster but for like a COVID clean. So something that they could get really, really quickly. And everything around safety, health and I would focus it on the psychological help and the psychological safety versus the physical because everybody else is going physical. So I would hit on psychological. Great answer, Dan. Yeah. Well, I think that's solid. Yeah. The psychological side is the comfort level that people want whereas arguably a couple of years ago they wanted to make sure that it was clean and didn't think much beyond that. So yeah, relevant times. Yeah. Okay, Dan, you're up and the next question is, what is the most valuable position in your company other than yourself? That's a bit presumptive. I don't know if I would have gone that. Even that was an option. And what do they do? Okay. Okay, this is yours, go. This is me. Okay, hands down. This is gonna sound like such a opportunistic answer. Yeah, right? So my wife, my wife, Sunny joined the business about three months ago, right? And I'll just be candid and I'll be honest. I've been trucking along the way, trying to grow the business and this industry is dominated by mostly females. Maybe dominated is not the right word but there are more female owners than not perhaps. So I'm over here thinking like a man and I'm trying to grow a cleaning business like a man and then all of a sudden my wife comes in and she invokes an entirely different train of thought and all of a sudden we've had a remarkable outcome. So our VIP in office VIP player right now, hands down my wife. You're a smart guy. And really, before you go real quick here, Tom, I have to say that I talk to Dan every day or almost every single day and he's not just saying that to flatter his wife. He really does believe that. She really has brought a new dimension to the business that is- Game changer, yeah, it's been a game changer. No. I didn't want people to think you're just like buffing up your wife as it is the truth. You know my situation, Liz, you don't have to stretch my imagination to see how that could be true. Absolutely, your situation is very similar to Dan's, Tom, in that you kind of have a quiet wife that does like is a powerhouse. You ready to go, Liz? I am. So the most valuable position in my company is position that we call the culture coach and this position is responsible for a lot of things. Most of the time people think of it as the person that's in charge of like parties and stuff, barbecues, parties, plans, and anniversaries and birthdays and celebrations and she does all that, but really it's more about making sure that our mission and values are adhered to on a daily basis in a lot of different ways. It's her job to question everything we do around mission and values. I wish I had more time, I'd give you guys a quick example of an employee that was upset by something who was going against the office and turned out the employee was right and the office was wrong because I'm coming for value. Very good. I've got a lot of people in my organization, I've got a lot of positions that are valuable. I mean, Liz will carry on, I've got some people in my management rank that I'm really very fond of, but honestly COVID has got me looking at an organization and I've always had a deep appreciation for our cleaning professionals because at the end of the day, they're the ones that are generating the revenue to make everything work, but in the COVID-19 world, they're even more valuable. They're out there in the front lines dealing with some tough situations and this ties into my previous answer. We're investing heavily in training because quite honestly, if you give your cleaning professionals the opportunity to create all the value they're capable of creating, that makes everybody else's job in your organization easier. And I believe that we would all have better businesses if we put more focus on training our cleaning professionals. You've got an answer Tom, really good answer. Thank you. Dan has a really smart wife, who's that? There you go, you got one of her there. They might have insight to who I am and they're like, yeah, his wife's the smart one. I'm guessing, I'm guessing. Hey, get those suggestions for me and maybe talk to me in group on Monday. That'd be awesome, or send them over either way. You are up first this time, Liz. I am, what's my question? Okay. How can you deal with Airbnb hosts to ignore CDC guidelines and still has the same day check out, check in, no proper ventilation, no good sanitation as we are having just three hours between tenants and owner asks us to ignore all safety rules and complete project as soon as possible. That's something to be learned here. That's a good question. Yeah. You ready, Liz? Yeah. I'm gonna, hi, the question because it's covering your face and I'm hoping to be able to see you go. Okay, so my thinking here is that you have two options. One is that you either do what he says and put all of your people in jeopardy or you don't do what he says and you lose the job. In my world, it would not even be a question. I'm not going to put my people in jeopardy. So I would explain what I can do versus trying to talk to him about anything that he wants to talk about. I would explain to him what it was going to take for me to be able to do the job because I would still want to save the job but I'm not willing to put anybody's life or help at risk. Very good. Very good. I'm up next. Yeah, I'm kind of with Liz on this. Some people just don't make good fits as customers and this kind of sounds like somebody who doesn't really respect you, your business or the people that work in your business and that's the case that maybe you just need to have that discussion and say that you're not, your business isn't a good fit for what they need and one of a couple of things can happen. They might back off and say, okay, let's go ahead and follow the rules or you guys might shake hands and part ways. I don't know where Airbnb is with all of this. If they really care, if they monitor this in any way, if they would have any interest in knowing what you know but if you feel that the public is at risk, you might want to at least share some of this information with Airbnb as well. Dan, you ready? Yeah, I'm ready. So in the context of the question, it's written as host, plural. So I'm not sure if we're talking about one particular client which would be easier to handle and maybe as the other answers have been put forth, you either work with the individual or decide you don't want to work with the individual. But if you're collectively dealing with multiple people, there may be an opportunity for you to add value to the marketplace by explaining why you must abide by the CDC rules and what it's doing for them and what it's doing for their guests and ultimately what it's doing for their reviews and their reputation. Without doubt, I agree with Liz hands down. If we're talking about an integrity issue, if we're talking about pure neglect, I would not want to put my team at risk in any respect at all. But I would look first for the opportunity to show and demonstrate additional value by saying, this is how we operate, this is why, and this is the value that it brings you and then let them decide if we want to maintain that relationship. Very good. That was a good question. That was a good question. I see we don't have any questions over here, but I got two questions on the side on my phone here that I thought I could throw out there. I'm hesitant to because if I don't throw out these two questions that people gave me, we are here off the call early. But I think it's only fair. Do you want to type, Tom? I'm on it, go ahead. All right. What have you done to increase your chance of getting jobs during COVID-19? Oh gosh. Just saw the question. All right, and I'm warning you guys, no more questions coming through. I only have one more question. It's a small one. So we may be done early. If you guys are done hearing, then that's great. Otherwise, get the questions out there. Okay, Liz, you went first last time. That means I'm going first this time. Yep. Okay, one of the big things we've done is implement a communication program to stay in touch with all of our recurring clients. We wound up shutting down operations for four weeks and wanted to make sure that they knew that we weren't going away for good. And they understood why and appreciated the fact that we were trying to bend the curve, if you will, back when less was known and the ability to treat the disease was less than it is now. Now that we're back open, we still have clients that are concerned about contracting the disease and they're not ready to start service yet. So we're staying in touch with them. We acquired the accounts from a large competitor in one of our markets and picked up a whole lot of work that way. But a big part of it is just communicating with our incumbents. You ready, Dan? Yeah, I'm ready. Gosh, I wish I had a magic answer that would be good for everyone. I think to some degree that this might be market-centric, right? What might work well in my market may be different in another state that is defined more as a hotspot or perhaps the people that live there are a little more vigilant and hyper-aware, whereas other states, maybe not so much. In our case, we took a couple leaps of faith in engaging the community and engaging select segments of the community to reach out and kind of build trust, build relationship and lead with the ability to deliver with the safety precautions necessary to let that group and those people know that we are abiding by CDC guidelines. We're working in their best interest and as a result of that, we've seen an increase in business during the time where maybe not everybody has. And I think a lot of that has to do with developing that trust, communicating what it is that you're doing during this time. You took full advantage of the guest over time, Raul. Good job. Yeah, use your extra time and use my extra time. I rolled the dice. I thought, well, I can try to push the line. They're like, it's virtual. What can they really do to me? Wait, you wait, Dan. You will pay in group next week. Okay, I'm up. Yeah. You are, are you ready? Yeah. So I started when I got my PPP money, I started a group that was called House Clean for Heroes and I started giving away free cleaning to the Hero people in our neighborhood. You guys know, you remember that Heather came on here and she, that's national press for this idea. It's not me more business because obviously I was doing the free cleaning but it also opened up my network to this medical community and so those people had my name now in a bigger, better way and so we've gotten more jobs from those people. We've signed up some recurring service because of that. It didn't happen right away, but little by little. Cool. I wonder who's brilliant idea that was. Liz, that may or may not have been the trust factor that I was talking about with the select group. So you queued that up great. Okay, good. You have a suggestion here, social media. Okie-dokie, Liz, do you have one last question in your queue? Is this, is that a question? Social media and community groups? I think that was just a suggestion as something else to do to get more business during COVID now. That makes perfect sense. Yeah, where's my, where did I put it? I don't remember. Oh, okay, it is, what is your retirement plan? I'm curious who asked that question. That's a very forward-thinking question. I'm guessing it was somebody that was older, right? It is, so Dan, I think you're up first this time. Yeah. All right, so like many entrepreneurs, right? I've got the desire to do this today, but between now and next Sunday, I might have four more ideas and trying to keep on track and make sure that I'm focused on what is happening today is my current agenda. But when we talk about retirement plans, in my current age, in my current state, I kind of don't see, I'm not looking at a retirement plan. I'm looking at what can we do to grow the business to the next level? I'm looking at things like what will the next business be? I'm looking at what it might look like to have multiple businesses at the same time. So I can't answer that to the full extent because my brain isn't exactly focused on retirement. I'm more focused on how can I be successful here and deciding what the next venture might look like. Very good. Liz, you ready? Yes. All right, so I do not have a great retirement plan because truthfully, I just can't even picture retiring. It's just so like outside of the realm of my life and I am retirement age, but I just still don't even feel close to retiring. So my plan is to probably I would sell, I would sell the business and take the proceeds and live out the rest of my life. If it came to that, and I'm assuming that that would only happen if something happened to me, if I was injured in some way or I got very sick. Other than that, I don't see myself really retiring. I just don't. I see myself as always being part of my business even if it's just in an ancillary fashion. That's a quarter meetings or something. Working is fun. Working is fun. I like working. I love it, yeah. I'm kind of in the same boat. I have no real retirement plans. I enjoy doing what I'm doing and don't know what I would do if I wasn't doing this. I work as hard as I choose to and I have a friend who was asked that. His response was my retirement plan is work till I die. Well, my opinions might change on that at some point in time but for the foreseeable future, I'm just doing what I'm doing. No, I'm trying to build value along the way and make everything that I'm working on worth more today than it was yesterday and with the idea of it being worth more tomorrow but no immediate plans. You know, I feel like everything we've learned up until now is what has us operating today but don't lose sight on what you're learning today can be valuable for whatever you might be doing next. And I think that's something I think about often, right? I couldn't have gotten here if I didn't learn that. What am I learning now that's gonna get me there? Take it to the next place. And what's gonna be one thing. Yeah, I agree. It's, I guess that's what it is for me is when I think about retiring, I think of doing no work and I don't know what, gardening? I don't like to garden. I just, I can't think of what I would be doing if I wasn't, you know, like I love the MMA groups. What, if I wasn't doing that? I mean, I'm looking forward to foundations in March, we're gonna work like dogs. We weren't, how many hours do we, would you say we put in a week while we're there, Tom? We put in a good 80 hours, wouldn't you say? We're, it's a solid seven days. Some of them are 12 plus hours, 14 hours long. Easy seven day, easy seven day. Yeah, easy. That sounds like a wonderful vacation. Yeah, so I'm looking forward to that, right? It's far away, it's in March and I'm still like, I'm really, I'm already thinking about my presentations and what, which ones are being updated and upgraded and I can't help it, I love it. You know, Dan, I was talking about the book from book club, right? Last month, I'm like, oh, I'm modifying a whole big section of foundations around this idea, right? Yeah, I remember. I just can't even imagine that I will not want to be doing that and I'll want to do what? I don't know. I like to read, so maybe I'll just sit around all day and read, I can't, I can't picture it. So, oh. And plus you've worked so hard for many years to figure stuff out and kind of once things start making more sense, why do you want to stop now? It's just starting to get fun, you know? Yeah, like, like Greta said too, yep, if you're having fun, it's not work when it's not fun, I'll retire, yeah, I'm with you there. Julie, I know she can't wait for foundations either. So, yep, you're the class you offer. Yeah, that's the class that we have. Nine minutes before the top of the hour, I don't see any more questions. Neither, we're out of here early. So, just remember that, Greg's gonna be here on Monday. Greg, if you were with us the other week when he was talking about how he does his SEO where he's got two separate cleaning companies ranking on the first page and the market as big as Dallas, I mean, that and of itself has won accomplishment, but he's like a Renaissance man. He's got a lot of tricks in his tool bag. So he's gonna tell us how to get some help from different parts of the world where we can get a lot of talent at a lower price point. We're gonna go to cleaning business today. If you haven't subscribed, please do. It helps us, it'll help you. You'll get great information like newsletters with the most recent articles and special deals that we're doing and promotions and like analysis for deal day. And if you go to, I think we updated this smart business move, resources. Well, you're looking that up, Tom. Lucia, who is your company owner? You're right, her plan is working, right? She's a realtor, she's hands off, you're on vacation, she's on vacation, that does sound like a win. Vacations are good, just not doing anything. Who's your owner though? Love to hear that, company owner. All right, sorry, Tom, go ahead. No, this is looking good. Brandon's been really cleaning this up, huh? Busy little beaver, isn't he? Yeah, you guys, stay safe. It's a weekend, get some rest. We'll be back at it Monday. Have a good weekend. Bye-bye. Thanks so much for coming, Dan. Appreciate it. Yes, I'm sorry. Thank you for having me. I enjoyed it, and I appreciate the opportunity to participate. Thank you. This is the first time, but I promise you, it won't be the last time. I look forward to it, I'm standing here. Thank you guys.