 Okay, we are live. Hello. Hi, everyone. All right, we have lost our wingman, so we are literally winging this. All right, well, joining me right now is Katie Lambert and Nina Hazelwood. And right now we're missing our leader, Liz Trotter. She's having some technical difficulties, but she should be on with us in a few minutes. So, one of- No problem. We can talk about foundations all day without Liz. It's totally fine. All right. So what Liz was gonna talk about today is how you can take your business to the next level. And the two of these ladies have done that, so they are here to testify on what that means and what foundations has done for their business. So, Katie, I'm gonna start with you. Great. Can you tell me what life was like before you went to foundation? So give me an idea of what life felt like before you attended that event. Yeah, so actually I attended foundations in 2018 and it was in between my businesses. So I had actually sold my cleaning business in Hawaii a couple of months prior and I had not yet started clean clean in Denver. So it was very, very interesting to go there at the beginning with a brand new company. Before I was running my business out of Hawaii and it was a nightmare. I have to say it was a complete nightmare. I didn't know what I was doing. I didn't know how to manage people. And I was like three to four hours away from anybody I knew on the mainland. So like, you know, my older sister, she runs the cleaning service and she's always been amazing but like four hours time difference is a lot. So I struggled a lot in Hawaii. I didn't really know a lot of people out there too just mainly for the time difference. So when I came to Colorado and decided I wanted to start clean clean, I thought foundations was gonna be just perfect, which it was for in my opinion, I went to business school. I went to university and I was taught to work for somebody in a business. I was not taught to run a business or how to manage people or anything like that. And that's absolutely what I struggled with in Hawaii. So coming to foundations, it was like getting a master's degree in how to run a successful cleaning service. They bought you from, you know, very beginning all the way through every single thing that you would need, you know, policies, handbooks, and everything to do around the staff, around the clients, I mean, they take you through every single aspect of your business and you're there for an entire week working with other people who are working on the same thing. So not only is it an amazing course where you learn a lot, but you also get to work on your business while you're there and bring things back completed. So you have things ready to implement as soon as you get back. That's awesome. So Nina, same question for you. What was life like before you attended foundations? And Katie kind of went into it as well as what's life like now after you attended foundations? So, let me say my first design. Oh, yeah, here's Liz. I just wanted to say hi real quick and I really like your background, Carrie, so I'm coming to visit you. All right. I know, I was gonna say you guys have the same background. You have the same family room, you know? Yeah, I have no background here, so yeah. Well, just you and I will just hang out in the same room. I love it. I was just at Nina's business for, I don't know, was I there for like a week, Nina? So I feel like I just saw you. So seeing you on here is like, ah, all right, I can't wait to see what you have to say about foundations. Yeah, so I signed up for foundations because I found out that I was pregnant. This is like six, seven years ago. And when I went to foundations, I actually had like an eight week old baby. So I had just gave birth to my first kid in November of 2016 and then I went in 2017. When I went, my company was about $234,000 run rate. And it was just me, I had no management and I went to college for engineering and my parents are small business owners, but I literally really kind of knew nothing. It was absolutely crazy overwhelming in the sense that it's so much information, the binder they give you is thicker than like my hands with all the resources. But the cool thing was it's structured so that there's like classes, that you, you know, they're all, there's different classes based on different segments of how to, you know, successfully run a cleaning business. And then afterwards there's workshops and they also had this key takeaway sheet. So you could write down like any, there's just so much that it's like a, it's like drinking out of a fire hydrant, honestly, the first time you go. So they structure it really well so that you're able to, you know, write down takeaways and then also work on whatever you're learning. And one of my favorite things was at the very end, they had an annual action, like that you basically planned how you're going to implement everything you had learned. And I got so much out of it because I had absolutely no business background and I had only owned a company for like a little under two years or right over a year. So I got so much out of it that I went the next three years. I went the next year in 2017 with Katie. Then I went in 2018, I went in 2019. So I've gone to a lot of foundations since, I think I've gone to almost every one since. Well, both of you guys are registered for 2.0 too. Yeah, absolutely. So this is funny. So I think it was the last foundations, some people that had been multiple times, Nina, Sarah, you know, Katie, these people were saying, Liz, we need the next level. We love coming here, we love all the stuff, but we need like, what's next? What's the, you know, how do we scale now? We got, okay, we got money, we got that, we got all our systems, but now how do we scale? And I was like, all right, y'all. Well, I don't really know what, how, what, but if you give me some money, I'll put on a program. And so like that is not a lie. And they, they all gave me multiple thousands of dollars. And I was like, all right, well, I've got 50 grand now. I guess I better put on a program. And so that's kind of how 2.0 came to be. Wasn't even because I was trying to do anything. They're just like, yeah, anything you put on for the next level, we're there. We promise. We want more. But it sounds like it's a family reunion too, right? So once you, once you join foundations, it sounds like kind of like a, a reunion. Well, I want to say everyone from my class in 2018, I was just thinking about this. And almost, I mean, there are a couple of people I don't have, I'm not in touch with, but almost every single person I know from that class is over a million dollars right now. And that's, you know, four years later. So that's really incredible. That's a huge testament. Yeah. Well, and through COVID, I'm sorry, like. Yeah, through COVID, yeah. They do really create a strong bond just because it's so, it's so intense. We start first thing in the morning. Do we start at eight guys or eight 30? Eight, usually eight. Yeah, I'm down there earlier getting my coffee. I think it's changed some every year. And it goes back and forth. Every single year is different because we have new content. This year we have a brand new speaker. I'm so excited. Olu is going to be there, right? Oh, Olu's awesome. He's so amazing, right? Yeah. So I think we start right around eight 30 then, like our eight, I guess it is, Katie was saying. And we, we go until eight that night. Yeah, it's intense, but it's, you know, it's all really valuable information. It's not, it's not like, it seems like, oh my God, 12 hour days that's so overwhelming, but it's not because you get time to actually work on the things, you know, it's not like you're in 12 hours of classes. There's breakout workshops, you know, lunch. I mean, we're not, you know, sitting there watching, you know, watching the talk for 12 hours. No, and normally we talk, I think we talk for like 30 minutes, 45, and then we workshop for an hour. And then we take a quick break and then we have a presentation and then we workshop again. And then another break or I think then lunch. And then, so we do have a break after each thing, but we workshop every single thing that we teach. I think that's really a big piece of it. You don't, you might not finish exactly what it is, but you got enough going, enough started. They're like, okay, this is, this is part of what I'm gonna do. This is, and it's easy to finish it up when you actually put all the thought and everything into the beginning pieces of it. Yeah, well, and also you have it all available. So, you know, I'll be honest, it's a lot of things. There's so many different ways to run a cleaning business and they give you all, you know, all the tools and resources. So you can't expect that you're implementing every single thing, but it's amazing because you have it. And then as you're running your business later and then you're using, oh my gosh, crap. We're here, we need this and it's available to us already. So we go pull it from the foundations and then we're ready to implement it at that time. So you guys are both in the circles. Are you guys in the same circle? Different circles. Different one. Different circles. Both in mastery circles though. And so one of the things that we do in the circles that we're gonna be bringing to foundations this year, I'm super excited. Tom is going to be teaching about all of the core KPIs. So you know how we have all the core KPIs? Drive on the business. How much easier is everything using those core KPIs to decide what to work on, what's next, all that? Oh yeah, it's amazing. Well, and that's one thing the foundations taught me was, you know, working with the numbers, looking at the numbers, looking at the reporting. It used to be also overwhelming for me, but foundations, you know, really helped with, you know, showing us the core things. Like if you don't track anything else, track these things, and then, you know, you can work on it from there. So Nina, you never had problems with the numbers. You were always spot on with the numbers. That was the easy part of the business for you. What was the hardest thing for you? Do you remember? Managing people has always been the hardest thing for me, especially because when I went to foundations the first time, I was 22. Is that crazy? 22 years old. She was so crazy too. I can't remember if this is where, she was always like down, remember, she just had a baby. So she was always down early. She was always up late. She's that person that you find. Numerous times we have found her in a hallway before we are even starting working on things. I'm not exaggerating. Where were we, Nina, the one time, it was like four in the morning, and you were in the hallway of our hotel working on something because we hadn't opened our room yet. Yeah, it was one of the conventions, and we were all meeting in a hotel at like six or seven in the morning, before the convention started, and I was working on stuff. I don't know, but yeah, and that's, I've always had a really strong work ethic, but you just never know what to work on, what's next, what's most important, and one of the valuable things that I think really sets foundations apart is that with foundations, they, like Katie touched on this, but there's a lot of programs out there that give you like a way to do something, right? Like you can do all of these things. Here's all the steps, do it this way, and you'll be successful, but foundations really teaches you how, like it tells you, here's all the options, here's how they work, and it lets you figure out what works best for you because a commission, not everyone has to pay commission, not everyone wants to pay hourly. There's different positives and negatives, and different things work for different people, and so I think one of the most valuable things about foundations is they help you, they educate you. So like for me, after I got out of foundations, I figured out what I needed to work on and what I needed to do, and now like we're at about a two and a half million dollar run rate compared to 225,000 back in, however many, you know, 2017, 18, 19, 20, 22. Yeah, so like, seven years ago, but so one of the things is like it, they told me what to work on and I had tons of resources, but then the reason I kept going back here after a year was because the people aren't the same every year. A lot of times people don't spend multiple thousands of dollars and then go spend it to learn the same exact thing, and that's why we were like, we want 2.0 because we love the ability to hang out with their cleaning business owners for an entire week and literally they do life with them because you form such deep relationship. Yeah, that's awesome. Going through, go, not just- We're losing you, Jack. Yeah, we're losing you. But also like all of the time to talk about whatever after hours, like after classes in the morning between stuff, like, oh no. And that's why I kept choosing to go back. Yeah, and they're, everybody's still, not everybody, but for the most part, everybody that's at foundations, their businesses are not in a position where they can walk away for a week. It is clear that somebody comes to foundations and their company is just running smoothly while they're gone. That's something nobody really talks about. You all are rock stars because of that, right? You're walking away, you're putting stuff in place, you're trusting that people are gonna just hold it together as best they can until you get back. And it's not pretty a lot of times. Chris, were either one of you guys with- Yeah, it was 2018, that was the one I went to. And Chris, I think he turned his entire staff while he was there, didn't he? Yeah, his entire staff turned over. But now, I know Carrie's like, Liz, why are you trying to tell people what's bad and why they shouldn't come? But what I'm gonna say now is he's looking at three, three and a half, I think. So because it's, you gotta take that leap sometimes. There's not a perfect time. There really isn't, it's like everything else. Those big things in your life, you guys just don't, you just gotta get in there, make the change, do the thing. Here's one thing that I do wanna say. Foundations really, truly is not right for everyone. If you think that you're gonna come and we're just gonna teach you how to run a business and you're gonna do exactly what we tell you to do and then you're gonna have a business, you'll hate it. It will not, that is not what this program is at all. It is not a come learn how to run your business program. What it is is come learn how to run the company that you want to run successfully. So that means you are working on you. You're working on you, your business. We're helping you define what makes sense for you. What, what kind, like Nina was saying, what pay structure works well with what you care about. If you are a real big, for example, one of the business owners that I work with, she is heavily into the idea that she wants her people to be very successful, be very calm at work and to be able to work at a certain way, et cetera, et cetera. And she needs to pay her people hourly. She needs to, that's what works best for her. It's more important to her that her people are understanding their pay structure and that they have this very set amount of money that they make every time that they can count on. That's critical for her. Then we have other business owners that are thinking, listen, I need to grow quickly. I want everybody to be making money, but I need my profit margin to be strong so that I can reinvest, reinvest, reinvest. That's not an hourly business. You're not hourly, right? In that case, we're probably gonna recommend allowed hours, not even percentage for that business. We're gonna recommend allowed hours. And we're gonna help you talk through, work through why that might work. And you know what? We might be wrong. We might say, hey, check out allowed hours. Look at this. See this stuff here? Check it out. Does this sound like it'll match? No, because of this. All right, let's check out percentage. But the bottom line is we're gonna help you really figure out what will work for you. Yeah, oh yeah. You guys helped me a lot with figuring out that, for me, the fee split is the best because yeah, for all those reasons, the fee split is the best for me. So foundations really helped me figure that out. Yeah, and we don't know what it is also that is going to be important for you. One of the very first things we do before you even come to foundations, we give you a disk assessment. And we find out who you are, how you operate, how you like to operate. So for example, if we have someone that we know as a high D, which means that they're, have a dominant behavioral style, they like to be in charge. They like their own ideas best. They wanna do things their way even more. We're going to approach things in a different manner with that person. We're not gonna be pushy. We're not gonna try and shove things down their throat. But if I have somebody that's a high C, that's very scared, very resistant, very nervous about everything. Guess what I am. I'm gonna start shoving things down. Hey, listen, open up. You've got to, that's why you're here. Stop being afraid. You have to make the leap, do the thing. So it really is, I believe, very, very personalized. And we get to know our students, even though we don't really think of them as students, they think of them more as students, but our participants really well on a more one-on-one kind of a personal basis. We don't really think of the program as just this thing that we put on, and then we're done until the next year. We stay very connected with our people. It's one of the reasons why everyone that goes through the Foundations Program gets six months in the circles because we wanna make sure that they're supported, that they keep moving forward, that they keep doing the things because so easy. Katie, I think your first time going to Foundations, didn't you just completely have something happen and you just kind of dropped the ball? You're like, oh, could you do that? Well, because before, when you did Foundations, it was an online thing. I personally don't work well with, I can't even work from home and be productive. So going to the mansion with a complete game changer for me. Yeah, so we left that part out. We didn't even talk about the mansion and being on the beach. So I've never been there. So tell people about what that's like as far as being in a house with. What's that? It's awesome. It's so nice and it's really nice to be in a house full of other cleaning business owners. I enjoy that, but also, you have free time in the evening too. So it's a lot of networking, which is really nice. And you're in a really beautiful mansion. It has like hot tub and pool, which is really awesome. And the Atlantic Ocean is like right there with the beach. I know a lot of people get up in the morning and have their morning coffee out on the beach, which is something I'm totally going to do. So yeah, I love it. So it is, the mansion is literally on the beach. So you walk out your door, you're on the beach. It's not like you have to walk down. You have to pass the house. No, you're on the beach. So you're getting closer. What? You're looking at the beach all day long. All day long. While you're in classes. Yeah, I do love that too. And some people get, almost everybody gets really overwhelmed at some point in time, because it's like Nina said, it's a lot. It's like drinking out of a fire hydrant, not a fire hose, a fire hydrant, y'all. Because it is so intense. And most people will at some point in time just be like, okay, I need a break. The beach, hit the beach. 30 minutes on the beach, get centered, get some peace, get relaxed. And people are re-energized, come back and hit it hard again. So I feel like the beach is just really, when we originally set it up at the beach, it was just because we were looking for someplace that had 12 rooms with, 12 rooms with 12 bathrooms, right? We wanted everyone to have their own bathroom. And it was on the beach and it was like, oh, okay. Well, that'll be cool. We did not realize how amazing it was going to be to be on the beach and all the additional benefits. So we've had it at the same mansion every single year. Oh yeah. And it's an amazing house, location, everything. And we all just go back there and just drive by even if other people are staying there. My favorite thing was that I had never had a lot of the fancy foods that, Warren, was it Warren? And then made in, not Gina, is it Gina? Gina. They eat some incredible food and I had never experienced that in my life until I went to Foundations because there's a list. And before you go, whatever you put on that list of your favorite snacks and all that kind of stuff, it's at the mansion when you get there. So that was so fun. Yeah, I'm supposed to tell you all that. They're supposed to be surprised by all the fun little treats and snacks. Sorry. There's lots of little treats and surprises. And if someone has watched this for 24 minutes, I just gave you a little insider scoop, so. Yeah. So how many people attend Liz and how many spots do you have available right now? We have three spots available. Okay. It depends on the, we can have up to 20 people in the mansion for classes, but we can't have that many people stay in the mansion. There are only 12 rooms. Many people do share a room. I think, Katie, you're going to 2.0. You have three people in your room, right? Yep, yeah. So. They have some mumpeds in there. Well, no, we're not even having mumpeds. There's some rooms with three beds, so. Yeah, three singles. There are all different kinds of rooms. There's king-size rooms with a king-size suite. Everything from that down to, I think one room has two sets of mumpeds. Yeah. I think, yeah. And Katie's room has three. So some king suite, those are gone. King suites are gone. Sorry, all queen suites are gone. But we do have some doubles. I think, I think we have a double because we do have some people that are, when somebody is sharing a room, then they take the rooms that have the multiple beds, obviously. Yeah. So the thing that people sometimes like about sharing a room, especially if you're going to bring your husband, your general manager, your operations manager, if you have that type of relationship where you can share a room, the room is one price. And I believe it's $99.95. Is that right? I hope that's right. And the additional bed is only $2,500. So if you have two people that are sharing, you're going to share the 12,500 split between two people. It's a way to save some money. Yep. So like you said, like you, I just said, Katie's doing that. And Nina's coming with her husband to 2.0. So obviously that's a little bit different for them, but yeah, we get to write it off. Yeah. And they only need one bed. They don't need both beds over there. I was going to say something else and I forgot what it, oh, the other thing that I kind of wanted to hit on just a little bit more. Oh, except since Nina dropped a little nugget in there, a little Easter egg, before I save my other thing, I'll give a little Easter egg here as well. Anyone that signs up and mentions this webinar, by the 28th, last day of the month here, is it 28th, last day of the month here? We'll receive three one-on-ones that will be privatized. So one with me, one with Tom and one with Olu. We need typically all three focus on different areas. I focus on the people portion of the business. Tom focuses more on the numbers, operations portion of the business, and then Olu focuses on the marketing and sales. So these will be your choice, your timeframe when you want to do them, and one-on-one for your business. So that is how awesome are the one-on-ones, y'all, add foundations to help out. Oh yeah, they're great. That's right. Well, it's nice because you have the coaches with you all the time, and they're not all teaching. So there's one person teaching, and then you're all two coaches that will, you'll have time to sign up for one-on-ones and things like that. So anybody that signs up by the 28th will get priority. They'll get top three spots. That's awesome. Limited spots. All right. Where do they sign up, Liz? Where do they go to sign up? I've dropped a link here on www.crund foundations.com. Okay. And you can go there, and it'll take you directly to, I can, I might be able to share my screen. Not sure if I can or not. Actually, maybe you could pull it up. Probably easier for you, Mary, to pull up cleaningfoundations.com. I did put a link in the chat. I think I put it in the private chat though, now that I reckon. Oh yeah, I see it in the private chat. Oh, there's paper. I didn't even see all these comments. Pam, Linda, love foundations, the fact that you get a guidance around the business your way. Yeah, Pam, I'm sad that we're not going to see you. I miss you. Linda, she does our event management. Hey, Linda. And so she has all of the events catered. Who's awesome. Yeah. What's the website? Oh, hey, germwizard. What's your name, germwizard? Do I know you? Yeah, cleanfoundations.com. And did I drop it? I'm going to share the, is it present? Is that what it is? Present, share screen. Present, I would think, or no, I don't know, yeah. Never used it before. It should say, yeah, it does say present. How about this? So, there you go. Yeah, so it is cleaningfoundations.com. Look, it doesn't get much easier, y'all. There's the blue button right there. Register for foundations, 22 days. Oh, go down to those early bird specials. Those are, this is stuff that you will get, anybody that signs up by the 28th as well. Well, actually anybody that signs up for foundations period, get six months free of the strategic circles. We may support you. We want to be able to make sure that you're on track. I'll let you guys talk about the circles here in a second too. So people know about that. You'll get the CPB, profit maximizer. This thing is amazing. This is one place where you can have your level 10 meetings with your people. You can do your budget. You can do your cash flow. You can track all your KPIs. What else is in there, y'all? I can't even think of what else is in there. If you can think of it, it has to do with the numbers and the money part of running your business. It's in here. Oh, the core forecaster is in here. I don't know. If you can think of it, it's in here. The next thing is six months of leadership training for your office staff. So if you have someone that's working in your office, chances are good that they need more training. And so they can go into our success for managers circle for also for six months because they need to be able to get on board with all of the new changes and things that you're going to be doing over the course of the next year. And then lifetime access to foundation's training. You get to go to 2.0 only after you have been to the foundation's program. There's Tricia there down there, Tricia Lake. So I think a lot of people know Tricia Lake. Anybody remember where she was? Does it say on there? She's working on that $5 million mark right now. Oh, wow. She was about a million when she came to foundation. Yep, right at. I think she was closing that year. Yeah, and she is working in her business, but she's stepping away a lot more. She's able to, but she likes to work. So she'll step away a little and then she'll jump right back in there. Unlike Sarah Mitchell, I think she might be down here too. When Sarah came to the program, she was, I think, about Nina's size and a couple hundred thousand dollars. And now she has hired a general manager and she has stepped away and she's working on other things. She does the B&I for her company and her networking, but that's pretty much all she does. Oh my gosh, look at the old days when castle keepers had Volvo cars. So fun. And now it's more made central over there than it is castle keepers. Everybody's doing, oh, Heather is down there too. One organized mom, I saw. Oh, so one of the things, what do you guys recommend to use to be able to get more leads? I'm still trying to find a good platform than my name is Alejandro. Hi Alejandro. Well, I'm not the marketing guru, that would be Olu. To get more leads, he's always going to be pushing, everybody around us is gonna be pushing Google AdWords as the fastest, easiest way. It costs money, right? In our world, it's always money or time. You got one or the other, you rarely have both until you get to a certain size where you have both money and time at the same time. So you're kind of trading one for the other until you can get there. So yeah, Google AdWords is usually gonna be your quickest. SEO, definitely have to have good SEO so that people see your website and what you do actually works. This is a funny one, it's been years since I have really recommended this, but six packs are working again. Sending out or taking flyers to the two houses across the street from the house that you're cleaning to the right and to the left, those six packs are working again. They didn't for years and especially during COVID, I would say at least six years where they were like, but they're working a lot better again. So EDDM, people are having a lot of targeting success with EDDM. I guess that would probably be my first things that I would think to work on depending on if you have time or money or combination or where you are there. So I did want to say one more thing. I started to and then I said I was gonna drop the Easter egg instead so I'm gonna go back to that. And we talk a lot about what we're doing during the day and then you heard Nina and Katie both mention that the nights also and you're with these people, but I wanna talk about that just a little bit more. The people that are coming to foundations are people that are committed and focused to growing their businesses. These are not just the random people that you see on Facebook that are just wanna chat about, hey, what kind of vacancies do you use? I had this customer that blah, blah, blah, what should I do? They want me to give a $100 disco. I'm not saying that we don't have those conversations because we absolutely do. But this level of person that comes to this event are people that are committed to the growth of their businesses. So when we leave at eight o'clock, does the wine come out? Yes, I'm not gonna lie. Do people put on their swimsuits? Yes, they get into the hot tub, they let their hair down, they start relaxing, they do whatever, but they don't stop talking business. They don't stop creating those relationships, those friendships and finding their people here in this industry. Because finding your people in this industry, it's huge. I would take a guess that for both of you guys, some of your best friends ever are from foundations, agree? Oh yeah, for sure. I think Nina, probably your top two or maybe three friends are from. Three, yep. Yeah, so because you create much larger, bigger connections, support you throughout your growth. It's not just a class. The best connection I ever had, Liz, was Chris Willett, who's one of my competitors technically, but we both came to the same class. We actually were not direct competitors. He is on the south side of Denver, I'm on the north side of Denver, but I mean, that was an amazing connection. And I don't think I would have met him or other cleaning service owners in Colorado that are really like my best friends and we refer to each other the most. So that was definitely a huge connection I got from foundations. Yeah, I do think that those connections matter a lot. They do fun stuff too. So you guys do fun stuff and I don't know, one year they kidnapped Derek, took him out to a bar. That was you, wasn't it Nina? Didn't you kidnap Derek? Yeah. We did. And when Tom and I got to the mansion at eight in the morning, there was a sign saying, we kidnapped Derek. We don't want to start until 10 o'clock. Tom and I were like, bummer for you, we're starting at eight 30, better be there. And Derek better be there. So they had to let him go. He enjoyed being kidnapped just to be clear that they didn't really kidnap him, right? It was a very fun time that they had. I think that there's been a couple of groups that played, oh, what was that game that a lot of people were playing? Cards Against Humanity. That was a biggie that they would do in the evenings sometimes. But they do find a way to sort of relax and regroup and get ready for the next day because it, again, it's very, very intense, a lot of work. Oh, I think else you guys feel like we should say that we haven't mentioned, I can't really think of very much. Linda, you have anything else to add or PM that you can think of that we should tell people? Maybe we haven't. Can't think. I don't know, Dan Smith has been to foundations. A lot of the people that you know in our industry have been to foundations. They started off with foundations. Oh, I know one other thing that I wanted to talk about. So in the past, Main Central was not as big of a platform as it is today. You know, it was kind of up and coming and it was trying to get its sea legs and trying to figure things out. But now, Main Central's powerhouse, right? Y'all know. Main Central has a lot of power behind it. It's reporting, et cetera. Y'all are gonna be in a mansion with Tom Stewart for an entire week. I mean, and for those of you that don't know, Tom, he is so much more approachable than people think he is. How much different is Tom in real life, y'all, than people think? Oh, yeah. And he's like way more, well, I mean, he's laid back. He's way more laid back at the mansion than like, you know, you see him on his Facebook lives and things like that. Yeah, but people don't know. He's funny. He's got a great sense of humor. Yeah. But I think people kind of know this, but maybe not to this degree, he is passionate about our industry. Oh, yeah. He's passionate about helping people in our industry. Being in a mansion with Tom Stewart for a week as a Main Central user. Oh, yeah. You have no idea how advantage that is that it could be. Because no matter who you are, even you guys, you guys both use Main Central pretty extensively. Would you say you use it to its fullest degree? No. Yeah. Nobody does. No. I've been on it for like five years. There's so much to it. Since 2018. Right? There's so much to it. But Tom is definitely going to be there to show people how to get the most best use out of foundation. And not just in an hour-long class or, you know, having a quick conversation, although who will be tying Main Central into some of his financial courses. Of course, but just the ins and outs of foundations. And I know Denise, she's not here today, she could be here today, but she is so excited to come to foundations this year because the first year that she came, she was one of the people that was crying in the financial portion. She wouldn't mind that I told you this because it's overwhelming. It's a lot. And a lot of people have a lot. And she knows all of her numbers now. She's like, I cannot wait. I love it. Denise's awesome. I know, right? She is awesome. She cannot wait to go show Tom. What nobody wants to talk about, I know them all. She's so excited about that. That's awesome. I mean, it's a huge learning curve and you guys do such a great job because I mean, I think with that, where do you start? It's such a big thing with all of the numbers, keeping track of everything. And I think that's probably the biggest surprise for everybody when they get started with actually tracking their numbers. They're like, oh my God, I had no idea my payroll was so high and things like that. And then you start working on the solutions on how to fix those numbers. And it's really great. I think Pam is saying, I can't add her, but you can add her, put her comment up there, I think Carrie says, yeah, there's a lot to do. I know. This is so different to me. I didn't, I, okay. Because you're the host. Foundations is where my eyes were open to all the things I was not able to track without it. Oh yeah, she's talking about. Yeah, the numbers and stuff. Yeah, yeah. There are a ton of things. Yeah, that's true, Linda. Yeah, that's not something I hear that I really wish I hadn't got the foundations. Even people that left a baby for eight weeks don't say I wish I hadn't gone. Even people that turned over their entire staff don't say I wish I hadn't gone. Nobody says that. And it's a lot of work. Well, there ever be an online class version of foundation. So Melissa, we did, you might have come in late, but we did start out foundations with an online class. And we do have an online version that's been taped that you can purchase. It's older and we do modify foundations every single year and have the freshest, newest information, what's new, what's been learned. While we do have an online version, we just kind of scrapped the idea because it just does not provide the value that the in-person event brings to people. The people that went through the online version just have never had the same success as the people who do the live version. You really need to hear the stuff, learn the stuff, do the stuff, right? 100%. With somebody right there answering your questions. Yeah, but what about this? I don't know how to do this. This is confusing. This thing won't work for me. And when you're working in your business and stuck in the day-to-day whirlwind, there's no time to do any of that. You have to be able to step away. And I mean, the truth is, your business isn't gonna fall apart in a week. It's just not. You don't touch all of your clients in a week, so. Yeah, but people think it will. No, I know. I used to think that. I used to leave my business all the time traveling is like a big passion of mine. And so yeah, I would leave it and travel and it has, I mean, things have turned around. The last time I traveled is the first time where it's like, wow, I came back, everything's going great. We're actually bigger now and I can travel without things blowing up. But yeah, sometimes, you know, but in all the times I've traveled and all the times I felt like things have blown up, we've always recovered. Nothing's ever as bad as it actually was. Yeah, and it is true when you leave your business. I don't wanna lie to anybody here. You leave your business and it's not set up for success. You leave for a week. Things aren't gonna be pretty. You're going to have to step away from classes and go deal with some stuff. Nina, I'm pretty sure you ran payroll, right? While you were at five. I did, yeah. I think you probably did it more than one year, yeah? Definitely. Definitely more than one year. I still run and payroll. So you have to step away. You're still gonna be pulled into your business. You're still going to have to work, but you're pulled away enough that you can actually truly, truly, truly work on your business. Make the difference. Make the big differences and the big changes that, again, that foundational stuff gets. One of the very first classes that we have you do is define your business. What kind of a business are you gonna be? Are you gonna run solos? Are you gonna have cars? How are you gonna pay? Just define it. What is your company really? Not, what do you do? But what do you stand for? How are you going to run? What's your company gonna look like in five years? Don't just talk about what you're doing today. We wanna set your business up for success in the long run. And I actually think that's kind of why you were bringing everybody together here today, Carrie, so that we could get that message across. Success isn't an accident, right? People don't just fall into success. Now, some people on here are thinking, not me, I did. I got my company up to $500,000 and I didn't do any marketing. I haven't had any problems. Talk to me when you're out of your $650,000 value of despair. Talk to me when you get out of there. Cause that area from $500 to $650,000, Derek Christian coined this the value of despair because it is so once you get there, everybody can get their business growing to a certain point without having to do much, not looking at their numbers, not paying attention to how much money they have, not setting systems, everybody can do that. Everybody, not everybody, the vast majority of people can do that and can get there. It's the next step, y'all. That next step, you have to do some foundational changes to your business. It will not keep growing that way. And not only will it not keep growing, at some point in time, you will not understand how you have all of this money coming in and what about payroll? I have to make payroll on Friday and on Wednesday, I'm praying, praying, praying, praying that I get some business in because I don't know how I'm gonna make payroll. How does that happen? Companies are growing, growing, growing. They get to 500 and then all of a sudden money is staying the same, income's staying the same. Revenue is still being generated at the same amount but there's no money. The money is gone, no money for you. That's a big problem that we quickly help you figure out. We know exactly what that problem is. We help you get out of that. So once you get out, you're like, oh my goodness, so hard. And I'm not keeping that as some big hook or a secret. The reason why I'm not going into that is because it's not one thing. If it was one thing, nobody'd get stuck in the valley of despair. It is a combination of things that you have to get out of. And look at and pay attention to and then you can get out. And heads up y'all, comes again. You're gonna know there's another value of despair when you get larger, right? It's a different type. You had different foundational things. There's a devil at every level. There's a devil at every level. Yes, I love it. It's absolutely the truth too. All right, I see that we're straight up on 10 o'clock here at Carey. So I know we got started late because oof, I was having some serious tech issues. I'm still, I couldn't get into, I should be able to host the show, but not able to. Well, you teleported to Carey's house, so. Yeah, take me over there. Any last words y'all? Anything else you think people should know? My biggest takeaway from foundations was you can run a business or you can let a business run you. So that was something that I was able to use foundations to really help me learn how to put into play. Awesome, that's great, yeah. No, I mean, I just, I really suggest foundations for anybody that, well, I mean, honestly, anybody, whether you're just getting started, I came into the 2018 class and I didn't have a business yet. Or if you have, you know, over, you know, million dollars and multimillion dollars, there's always more to learn, more to just keep working on and I hate to say perfecting because I hate perfectionism, but you know, just keep getting it better. But I will say one of the people that was signed up for Foundations 2.0, she is now sharing a room with somebody else. And so we do have one room available for Foundations 2.0. So if that is something that you're interested in, that one you'd wanna reach out really, really quickly because that one, it had already been sold out for months. And yeah. And that's for people that are over a million in revenue. At least, yeah, you'll have to have a million in revenue or 1.2, a million dollar run rate or 1.2 in revenue, the past year, or you could have gone through Foundations. I've gone through Foundations. Oh, okay. All right, y'all. Thank you so much, Katie. Thanks, Nina. I appreciate it, you guys. If you need anything from me, let me know. You know, I'm always there for you. All right. All right. Thank you guys. Thanks, Carrie. Thank you. Bye. Carrie, talk soon. Bye. Bye-bye.