 God love you. Hey, good afternoon everybody. Tom Stewart here. I'm with Liz Trotter our guest today or Mark Baker and Tyler Burke Both with motivated brands, and this is smart business moves How are is everyone? Great. How are you Tom? How are you Liz? I'm awesome. I'm excited for the for the season. It's December. I'm ready I'm really really happy to see your smile as you know, you've got my favorite smile in the world You always cheer me up every time I see you and Tom is a pleasure. I didn't get to come to Vegas this year for the ISSA residential international trade show So I missed you both. I hope you had a great time down there We had a very good time. It was a great show. There were Meaningful number of house cleaning Businesses leaders there. It was a new venue. We were Doing it in Mandalay Bay this year going to be doing it the same place next year and in November. So We'll see you next year Surprisingly good, right? I thought oh Different place Mandalay Bay. I don't know what this is. You know, it's been kind of weak still since COVID But I was pretty darn good. I loved it You know, I think It was it was a good crowd. It was a good vibe the venue the venues a little bit smaller You would say oh gee that's bad, but it was really good because it was it was it was a good feel It was a good dynamic. I agree. I liked it being smaller Yeah, and I'm looking forward to next year and I'm looking forward to Tyler joining us. So he's a Residential professional house cleaner with our house cleaning division called motivated house cleaners and he is a pretty amazing man and Hopefully tonight we get a chance to talk a little about a story talk about motivated brands ink in our unique nano franchise business model and Tyler actually was a part of a beta test group we've been testing the business model for about a year and a half and He had a very successful 12-month test period that ended on November the 21st. I believe was a toddler was your first full year and I think he accomplished just a little over 700 bookings in that time He now has a full-time assistant. That's his employee and he does about four sometimes five bookings a day and He was rated about 60% of the time a little more than 60% of the time you got rated on those 700 plus bookings and he averaged a 4.97 out of five rating from his from the customers So of all the schedule bookings that we had he had never missed one booking one shift He he keeps talking about Jerry Seinfeld and he saw Jerry Seinfeld years ago Talk about his great success right because if you ever watch Seinfeld, you know the history he had the number one rated show in all of the world America in the world and He said he never broke his chain He used to write some comedy every day never broke his chain and Tyler's convinced that the key to his success Is being that he never breaks his chain So hopefully we get to talk tonight. I Definitely I definitely want to hear Tyler. I heard him say one word I think so I don't have a clue yet what his voice sounds like But I think before we dig in too too much into hearing what Tyler has to say etc I'm sure that there are other people out there like me that are just thinking What's a nano franchise business model? Like what is that? What do you mean by that? Well, you know who coined this term where did it come from? You know, maybe maybe talk to us just a little bit more about that Sure. Yeah, so basically the backstory is is that I had started as a you know a residential house cleaner working solo here in the St. John's Newfoundland and You know worked hard and was very dependable and I guess I built a bit of a reputation for myself And you know my business started to grow and as I started to scale I found that I Ran into troubles when it came to like a turnover of technicians, you know, there's a high turnover rate and you know I struggled with some operational Chaos that came with you know growing and growing and growing and I was just convinced that the root of all of the Customer dissatisfaction ultimately came from that high turnover rate it was really hard to have you know put in great training and to build say collective knowledge and When you know, you were turning over at a 250 percent rate Yeah, so I guess I set out to try to come up with a way to not just put a band-aid over the turnover issue But to get to the root of the issue and sure So I just tested iteration after iteration a business model trying to you know solve that challenge and what ended up happening was is that I Wasn't able to like it just kept everything. I tried wouldn't work per se and I guess I kind of came to a head Just when I had gotten back from the ISSA show in Las Vegas in 2019 and I realized that You know, I needed to come up with a solution and I sat down and I thought to myself, you know What is it about me personally like that makes me care so much like how come I care so much about my work? And I remember when I was working as a solo I was cleaning a neo angle corner shower, you know with the embossed acrylic And it had all the tracks and all of the soils had gotten into the tracks And I remember, you know, I didn't really know how to clean that well. I was using bad tools You know, I was using a toothbrush from dollarama and trying to use the jet spray to get it out and I Dollar general in your country It's a big box dollar dollar to store basically where everything costs five dollars Yeah There's a Costco. There's dollar emma. Did we share that that you guys are in Canada? I don't know if we did We're in Canada, but I'm glad you interrupted because I was digressing Yeah, hold on Before you go any further. What the heck tom we know mark. So we just assume that everybody We should have done that Maybe maybe just mark before you go further in maybe just give a real quick brief intro as to who you are Why you're even, you know So I'm the president of a canadian company a national can company called motivated brandsy And we help canadians write their own success stories by giving them an opportunity to love what they do and on a good living through nano franchising Same time we work really hard to consistently provide dependable quality and guarantee back services So what sets us apart is the way we deliver our services So each technician who performs the work in the field is an actual nano franchising business owner So as an owner as most people know, uh, it creates a level of commitment dedication That's really hard to replicate in any other type of work arrangement So as a result, they're very highly dependable And consistently provide quality work because well, nobody cares like an owner. Yeah, so nano franchising came about because You know, I remember when I was cleaning that shower. I thought to myself like this is good enough mark You need to move on and then I thought in my head No, it's not good enough. You have to set a good example for everyone else You know, there was no everyone else. It was just me It was a whole year before I even had an assistant and but that was kind of the mindset and when I asked myself Why do I care so much about my work? You know, it boiled down to I cared because it was my business, you know, I owned it It was a business. It wasn't just a job to me And you know, nobody cares like an owner and it hit me. Well, nobody cares like an owner Well, I'll just have to make everyone an owner So so I look to, you know business format franchising and as we all know, you know, anyone who's read Michael Gerber's famous books He myth, you know, he states that a lot of Small businesses are technicians turned owners and ultimately what ends up happening is is that, you know As they're physically doing the work in the field and they grow, you know, they become overwhelmed and ensnared And of course the business that was meant to give them freedom Entraps them and you know, he always said well, even if you're not going to franchise adopt a franchise prototype model and slowly work yourself out of the field and I really liked that concept. But at the same time I felt that, you know, turning the technicians into owners But there's a lot of people who take great satisfaction. I'm physically doing the work and I didn't want to dilute that level of ownership care so What I did was I created the model where I could remove all of the administrative entanglements that would bog someone down And so as a nano franchisors, we like to call her a franchisor We provide a really intense level of support services So our nano franchisees can always be the technician doing the work And what we also do is we intentionally keep it small by design So scaling is limited to the front nano franchisee who physically does the work with one to two onsite assistants Who helped that nano franchisee with the work, but they never work off site And tyler has just hired his assistant and you know, he's scaled out. So he scaled a little bit So tyler was part of this beta test group as I tested my theories to see and Yeah, it was it was highly successful our turnover went from, you know A couple of hundred percent down to about three percent and we've held that for three years now. So and Tyler had great success, you know, he earned just under six figures this year as a professional house cleaner in a small market and Was able to really change the trajectory of his life and hopefully tonight We'll get a chance to talk directly with tyler and He can tell us about his experience with the nano franchise concept and the house cleaning division of motivator brands I really like the concept mark of nano franchise. Is that Like a business model that has already been established in Canada or is that something that you Have not created Okay. Yeah, so basically when comes to business Nomenclature in canada in the u.s. You guys have the sba down there, which is like a small business association I think yeah, and you know, they categorize businesses in different sizes and we have in canada We have organizations as well to do that and what I always found was is when you say, hey, I'm a small business owner Well, a small business owner could be someone doing five million in sales and you have 89 employees But it also could be that, you know freelancer who worked solo and I found that the nomenclature just never fit so I realized there needed to be kind of a segment so that someone like tyler could articulate. Hey, I'm a nano business owner And people knew that man. Hey, it's it's me and up to two other people And you know, so when it came to franchising I need a nano franchising is a subset of business format franchising And and you know the big difference is is that the person who is the franchisee Always is the person who performs the work in the field They get this high level of services You know, they have an enhanced level of commitment and dedication because they have an ownership level of care And we provide them with support and structure and we helped them to be successful and their success is our success So Uh, so I have a quite a few questions, of course, but I see that we also have some questions over here Raquel is like similar to me. Like damn. Damn. I got questions We'll get you Raquel. I promise um My first question mark is so with the nano Actually, I guess before I start asking too many questions. We probably should hear from tyler But I do have one question. How I think I heard you say That to be this nano franchise to meet this definition It would be them and up to two other people, correct? Working for them So How does yeah assistance how does it work So is there sort of like cap on the size of business? That's what I'm hearing that there's a cap on the size of business It's intentionally small by design So it appeals to the you know the subset of people who for example It could be a technician who's working as a professional house cleaner a professional hair cutter You know in the service industry currently for an employer and sometimes they there's a lack of autonomy lack of control and Be quite honest with you. It's really hard to earn a true living wage Even if you know, you're working with someone who pays, you know One of the higher wages in the industry and it provides an opportunity for those people to You know Love what they do and earn a good honest living and move the needle forward in their life and you know get off the proverbial hamster wheel sometimes they can find themselves entrapped in And so sometimes they'll leave and they'll come over and it'll become a nano franchisee and their their own business owner So there isn't that aspiration necessarily to you know constantly scale and you know own franchise Like I say if you look at mr. Electric, you know great franchise owned by neighborly You know you could have the rights for an area like say st. John's newfoundland and you may have Seven technicians in that service area each in the bank But with us if there were seven people say with motivated hair cutters or household helpers or house cleaners Each of those technicians would be an actual nano franchisee And that could be multiple mean one service area Um, you know, so those who do want a degree of scalability for various reasons can add one onsite assistant or even up to two onsite assistants Okay, all right so I would love to hear from tyler like your experience the the different things that um Yeah, basically your experience. I don't want to ask you a million questions, but I'll uh, I'll certainly try my best to articulate everything. Um First of all, I'm not sure if I've thanked you for having me. I'm very nervous. I've never done anything like this before It's just fine If they'll let me on tyler, we got nothing to worry about You'll be good. You'll be good Um, so do you want me to start from basically the beginning? Um, sure That's for you like fill us in. Well, where's your story? How did you meet mark and How did you know how did I I had been working in health care for about five years? Um Since I was 16, you know, just working I I'd never been a business owner. I'd never had necessarily aspirations to be a business owner Um, mainly because I I didn't think that I had the aptitude for all the things that mark mentioned Um, the administrative side of things, you know um So to put it As distinctly as I can after five years of working in health care. I became disillusion um, so I started looking for something else. I didn't know what I was looking for but um Uh motivated brands came across my radar in summer of 2022 And I had been working as a supervisor in a retirement home For a few months at that time And I wasn't quite ready to pull the trigger on leaving that job. I was very comfortable in that role um But something about the so-called promise of of motivated stuck with me So by October, I realized that if I let the opportunity go by it was going to I felt like I would regret it. So I I took a risk. Um, I had, you know I wasn't earning much money, but I had a stable enough income that I knew leaving that behind as a dad of three children Um, it was a risk But I took the leap after meeting mark through The onboarding process Um, and I just decided, you know, I'm going to try this. I'm going to become a so-called house cleaner and My very first house was a move out clean It was a big empty house. I had done the online training. I had acquired all the gear and the equipment I had done practice cleans um And so I go there on the day it's nine o'clock in the morning. It's a monday morning And I meet the gentleman. He's a very nice man. He says here you go. Uh, here's the house and I basically have 12 hours to do you know this this pretty big house, uh You know move out. So it was empty, but it was still intimidating, you know It was the first time that I it wasn't the first time I cleaned the house, but naturally, you know Uh, once that clock starts and each minute that goes by, you know Somebody's paying for that time. It's real now. Yeah Immediately I just I go blank, you know, it's all tunnel vision. I completely forget what I'm supposed to be doing. I'm tripping over everything You know, I go upstairs into an empty bedroom. I start working on the window And you know the tracks are full of mold and build up and whatnot and an hour goes by and I'm still working on this window And every time I talk to mark and You know mark talks me down. I tell him like I'm straight up But I want I'm just getting over coven by the way Just that past weekend. I can barely speak my mouth congested He talks me down and and I get through it, you know I keep going hours and hours and hours go by It's nine o'clock at night now 12 hours have you left And I still have at least three or four hours of work left So I suck it off I take out my phone and I go to call mark and tell him like, you know, this is it's going well It's just taking me a really long time I realize that I have no service on my phone. I think oh something must happen with them Liz, this is all new to me. By the way, it's the first time I've heard anybody Oh my gosh I I realized when my phone has no service this this stinking feeling that Because I was so broke honestly I I knew that my bill was late, but I hadn't paid my bill and my service got cut off and so I'm instantly like Basically collapsed, you know, I close in on myself. I'm like, this is so humiliating This was supposed to be the first day of the rest of my life, you know, I put I put everything on the line for this Yeah So I realized like I'm in this house by myself. I have no access To any kind of wi-fi spot I know that I had to get in touch with somebody because they were gonna start worrying about me You know, because I I can't just continue working for three or four more hours So dejected. I pack everything up. I go home talk to my wife. Tell her what happened I had to use her phone to reach it to reach out to mark so that he knows I'm okay right Um and her being the technological wizard that she is she gets on the phone with the phone company He gets my phone restored and everything and I'm just completely defeated Just laying on the couch I had no idea what mark's reaction was going to be. I thought, you know, I just completely fumbled the whole thing I felt terrible So eventually Within about a half an hour of getting back home my phone dings And I see you have a new review Right, and this is the first time I've ever done a job where you know, I'm rated on my performance first time, you know I'd never I I'd worked in kitchens, but never as a waiter So I had no concept of receiving tips or anything like that So I opened it up as a five star review Wait, wait, I got to interrupt So this is like 10 o'clock at night Yeah In the app real time again notification thing. Here's your feedback on what you just did He's lying on the sofa. I know this part. He's lying on the sofa. He's dejected. He's had this experience So I didn't know it was this bad And and then he gets this five star review. Okay. All right. That wasn't it That wasn't the part that really brought my spirits back up I get another ding about five minutes later. You have a new tip And I look at it. It's a hundred dollars So I I sit back and I think, you know I had just come from making a thousand dollars every two weeks after taxes as an employee making minimum wage Yeah to just having made four hundred and fifty dollars in one day And I had been so wrapped up in my own sort of Self-loathing in that moment. I didn't even consider, you know, whether I done a good job at cleaning or not I just knew that the job wasn't done. I was in the kitchen I still had like a fridge interior and oven interior all these things that weren't completed But uh, this man who I still clean for Being as lovely and gracious as he was Reviewed me and tipped me very generously And basically I got up. I took all my cleaning cloths through them in the washer Switched them over to the dryer topped in bed every muscle in my body was burning like I had never experienced before and I had done hard physical jobs You know, I've worked as a personal care attendant. I'm not sure what the equivalent is in the states for that but you know This this was probably the hardest I'd ever worked And after talking to mark and explaining to him my coat has lied. I thought about lying and saying, you know, my phone died I knew that I knew that it wouldn't I knew that it wouldn't you know, I felt comfortable enough with mark to Just shoot straight with him even after knowing him just for these few days at this point And I told him what happened and he coached me through it and basically I went to bed and got off and did it all again the next day And I've been doing that for 12 months now. Just getting up and doing it all This is about Tyler, but I just want to say that three weeks ago. Tyler made $1,100 in tips in one week Wow $1,100 in tips in one was 1150 actually So, I mean, you got to keep in mind this particular mark is a very small market. We're in st Chance, Newfoundland It's a higher province only has a half million people the capital city He probably has access to about 70,000 clientele, you know The hourly rate in the area is about 34 dollars per person hour for maintenance stock maybe 43 per deep and You know, he earned $1,100 in tips and in one single week and you know I think under beta test period Tyler It's really weird calling him Tyler in front of other people because we always say mr. Burke to our customers right mr Tyler Burke a provider sir, man So, um, yeah, so he did about 700 or so bookings in his first year which ended on November the 21st and He never missed one single schedule booking. He is not missed a day's work since he started And again, he's he's been rated about 60 percent of the time a little over And he's got a four this one nine seven out of five way and I just want to tell you that really quickly So it's Out of you, of course because you know, I'm putting myself above you or colleagues, but like I just got to say Tyler I'm so proud of you. You've leaned into The business model you've leaned into the profession And he actually is our professional house cleaner and He done a deep clean on our house You know, I think it was we had really bad weather We have the most rain in all of canada except for one other city gets a few more millimeters And we get the least amount of sunshine in any major north american city We had bad weather and so it just so happened. We had the string of six week of bad weather Tyler came in did this amazing deeply in our house and it was the first sunny day We've had was the next day And my wife, nicole is like where are you going to go outside and play with scarlet? Why are you in the rec room still because it was a nice day? And I said, I just don't want to leave my home again I don't want to leave he's like she's like wise because because Tyler Like he made me fall back in love with my own home You know because the home was just so amazing like just every little thing like, you know You run your fingers down the back of the handles. I'm the same as deal fridge and they're no encrusted soils But there wasn't there wasn't a thing And I mean I have a keen eye for this Yeah, there wasn't a thing out of place and and even now when when Tyler comes by our house I just feel I just feel such a sense of gratitude To him, you know So thank you so much like you you make a very busy man's life Better and and every time I come home after you've been there I just I fall in love with my home every week again Your premise your initial premise mark was that With ownership going back to Michael Gerber's book and all of that there's A whole different mindset when when when you are the owner and You know, Tyler you were sharing you've you had, you know professional experience before meeting mark and in pursuing this this journey You know, is it is it different? I mean, is it a different? Did you were you always that awesome or is this something? The best way that I can articulate it is that Uh, I have always been a hard worker um But in healthcare, I was the guy that called in sick every week, you know We get up in the morning. I would get up in the morning and decide that day if I wanted to go to work Was it worth putting myself through this knowing what, you know, the end result was going to be which is 1200 bucks every two weeks so basically to answer your question it's it's It's hard for me to describe the difference between my life now and then And it's not just about money, but money is a big part of it because money essentially was the motivator the initial motivator Because I was tired of coming home to my children And being exhausted physically and mentally, which I mean we all do to an extent, but At the same time still struggling to provide for them, you know, and I come home from work and I'm tired these days still but They're looked after in a way that I had never been able to provide for them before, you know, I I sum it up like this. I went from making a thousand dollars every two weeks to $2,000 every week, you know To put a fine point on it like in terms of like the numbers. That's what it is and that's a huge huge Life-changing thing for me And the reason I do it Is the reason that that my life looks like that now is because I get up and do it every day Because I'm You know, no pun intended or maybe pun intended I'm motivated to do it every single day because I do feel a sense of autonomy over my life in a way that it was just Not possible before, you know I'm working underneath somebody and working on somebody else's schedule and somebody else's You know, what they decide my work was worth Yeah, you know that Brings me to a question that I have actually Tyler. I'm wondering how it was for you When you told your family members, listen, I'm going to go from the medical field Into house cleaning almost start cleaning some houses. How did that land? It was definitely Well, you know what and I it's tracked pretty well my wife was very supportive because I think she realized at that point that I Wasn't happy And I felt like I just wasn't I didn't feel like the version of myself that I wanted to be you know, I was 32 years old. I had actually left long-term care where I was Basically the highest I could go as a personal care attendant making about 25 dollars an hour I Had left that job to go to a different setting doing the same kind of work But in a different setting because I just felt like I needed Something different and I didn't know what I was looking for. I just knew it had to be different And that was a ten dollar an hour pay cut. I went for making 25 dollars an hour to 15 dollars an hour Because I felt like it You know, I needed something different So it wasn't all about the money Even though that was a very hard decision to take less money to try to find Purpose that that yeah purpose some meaning and so Yeah, I found that now through Doing something that I like I said it wasn't even on my radar. Yeah, like the thought of being a house cleaner I don't know. I mean that's It's certainly I mean you guys know as well as anybody. It's it's It's viewed as degrading work. I suppose. I mean, you know But by some it is Considered to be more of a menial ease of entry job And there are some cultures that do look down on it and it's definitely when someone Shoes is at its profession and that's something that we're working on, you know, like You know, a little girl a little boy is growing up. They don't look at mom and dad necessarily and say Hey, I want to grow up and be a professional house cleaner You know and you know, we're changing that, you know, we're we're one of the Like the mission of course is to help people write their own success stories And and love what they do and aren't a good living through nano franchising But the vision is to become Canada's largest franchise or and and what we want to do is we want to help Redisciple you wealth to the people on the front lines actually doing the heavy lifting like Tyler and so many more like it Um, so basically what we want to create is a situation where the level of professionalism The level of dependability the level of just how much he leans into his job as a professional is a really high level But it's but but hold on I think it's because I mean we keep going back and forth. Is he a house cleaner or is he on a business? I mean, well, he's both. He's a technician owners So so you they're not mutually exclusive right? Go ahead. How is he identifying though? He's not identifying as this low life house cleaner blah blah blah He sees himself it sounds like Of course, but that's a that's a culturally created right and and I guess what he's saying is is that you know He never necessarily and don't let me speak for you Tyler you jump in But but um, what I'm trying to say here is is that Through our nano franchise concept and redistributing the wealth And the ownership and the autonomy and the control into the hands of the people who are physically doing the work We're also elevating The level of professionalism dependability Quality workmanship that they bring to the consumer and that's also raising the perception of how consumers view professional house cleaners because their experience With people like Tyler and many more like him across the country Are really helping change perception Okay, I agree, but we got to get to some of these questions because yeah, this Rachel Rachel has been asking a ton of questions and she's got a run But she wants you to hit her up like messenger She is an admin of a made in canada Facebook group for just canadian professional house cleaners and it is an exceptional facebook group So if you're a canadian and you're in the house cleaning industry Go to facebook. They've been made in canada and rachel manages that group with another person and she's Rachel y'all because it's spelled like rechelle Rechelle, I apologize. Rechelle. All right. Let's get it in right. That's okay. Um, all right. So Uh, rechelle, hopefully you can meet up with mark get your questions answered But I know that what happens a lot of times is people see these questions over here And then they're waiting for those answers Yeah But we've been we don't been in a row and I didn't want to interrupt right in the middle of money Tyler's quarry Well go to the top and let's ask some of these questions I'm gonna talk for hours. He's the most articulate man. He loves to write and he reads a lot So I am not necessarily articulate in my vocabulary. So sometimes when we're talking he'll give me a word And they'll be like, oh, okay. I never thought of that word So when he talks tom, I'm the same. I could just listen to tyler because the way he articulates himself I'm gonna mute you right now mark so that we can talk I'm gonna mute you Yes, we're canada um That's good. It's like conso about this So this is kind of getting into that some bolts on the legal aspects of this and I guess this is specific to canada Yeah, so we're actually having we have a master franchisor in nevada So we'll actually be coming with six divisions into las vegas and nevada About the end of the first quarter. There's a lot of legalities when it comes to franchising And there's even more legalities when it comes to having a national business that also can operate in the united states And we don't require master franchisors here in canada But and correct me where i'm wrong because i'm not an american but my perception of america is It's like 50 separate little countries In some ways and and doing business across different states can sometimes be trade different rules when it pertains to to franchising. Yeah With us we don't require master franchisors in different territories. We can run everything from here So we've got some, you know, i've got some colleagues and peers and friends that i've done business with over the years and So yeah, we're rolling out into america as far as source deductions rakel Tyler is a one of the things we offer is an enhanced level of support services So for example when you know tyler is taking care of his bookkeeping and his accounting We have a very sophisticated automated system We give him the numbers he needs and even when he hired his first assistants You know, we did the pay stop every week for his assistant We did the source deductions. We sent him an email letting him know how much he has to remit to the cra, which is like irs for canada And but then after a few times we taught him how to do it for himself And now he does that for himself and we support him But we want to make sure that we like for example, his customers don't call him direct They don't have his phone number All communications come in through our customer our call center We have a you know a customer support center an omni channel support center and so, you know, if there's a feedback even bookings like he Manages his own schedule per se But you know, he will reach out to us on any schedule schedule changes that he might need to make for various reasons And we'll communicate with his customer on his behalf So he can focus on his core competency, which is Doing a great job delivering quality workmanship every day. How how is this? Oh, i'm sorry I know you have more questions here tom So let me just ask one question real quick because it's relevant to what mark just said and then maybe hit these again Sorry, so mark. How is being this nano franchise or different than being an independent contractor? Like where is that distinction there? Well, just think of mcdonald's mcdonald's is In each mcdonald's restaurant is owned by a business that is a franchisee Each individual human is a franchisee. It's the exact same concept The only difference is is that there's no dilution of ownership care You know, obviously if you look at subway, you know, obviously subway has standardization systems procedures business models that people follow And they consistently get a favorable and predictable result If they follow the system It's the same except for with say subway the people physically doing the technical work are employees They're not the franchisee Versus in our system, we've removed that level and the people doing the physical work are actual franchisees He is the owner the franchise and him are one in the same so, um I think I got a little confused there because I I think there are more More distinctions that I'm hearing so the person that owns subway They pay all of their own bills. They pay all of their own. They do all their own payroll So but it doesn't sound like unless I got that wrong tyler It doesn't sound like you pay all your own bills sounds like they're paid through the franchisor No, no, he's responsible like any franchisee, but what we do for example So let's say we look at say the technology for the call center. Yeah, obviously we we are able to You know build that using economies to scale He has a freelancer who would likely never be able to have you know a call center that has 247 365 You know college educated support agents answering the phones and Dealing with them and or even access to the kind of technology like for example, uh, tom is the founder of made central Which is a world class Uh in how you know a service industry software And you know typically a freelancer might not you correct me tom, you know have access to that, right? Uh versus versus because of our economies of scale We can at a fraction of the cost provide tyler with that. So like any franchise A lot of franchises offer managed services to their their licensees their franchisee We get to another level right because we understand that It not only might it not be something that a nano franchisee has an aptitude for they might not have a desire for it either Or even be good at it, you know Um So so what we want to Engle him with those stuff. We want to Um handle that on his behalf and do a great job for him But as far as the expenses of physically running the business no different than any other business there are his but we are able to Give him the ability to do things at such a high level At such a reduced cost that the economies of scale really work It's a value add and every franchisee is Able to be more successful because of the support you're you're offering Make sense. Okay, I get it asking about working for the cleaning companies I guess this is kind of part of that confusion as well I'll reach out to you tell independently and we can kind of talk about that or whatever and how that kind of works Yeah, okay Stacey really loves the story here as as as do I And Stacey started as a solo house cleaning Technician just like me and just like Tyler. So she can write I bet In Stacey's reminding us it's a form of caring for others. Absolutely. Yeah, absolutely Tyler um, do you mind if I ask you a question because I really Appreciate it like everything you had to say tonight And again, like I'm very grateful to you and to all the other, you know, nano franchisees and One of the big I guess Changes in mindset with me is becoming a servant leader. Now. I'm not a religious man per se but I have a lot of friends who are religious and they talk about like a Servant leadership and I really lean into that and and so that's how I perceive my role as a president of the company I'm a servant leader and you know, I'm in servitude to to Tyler and to to the other Tyler's, you know, and Tyler I just want to ask so like, you know straight shooting here. So, you know, tell me What it is about Motivated house painters and motivated brands ink that that really you like the best of what what what keeps you coming every day if I might ask it's It's most definitely the support. I mean I'm trying to think of a common example So for instance being locked out of a house, you know, we show up at the scheduled time the doors locked I get on the phone called support office within minutes. They'll reach out to you know Um, the customer and let them know that hey the doors locked Tyler's here um There's been times where or even just, you know If I'm struggling with the clean if I'm just in a house that's excessively soiled And I just feel like it's it's Outside of my ability. I mean more so in the beginning um I could get on the phone with mark directly and he could you know Because he was experienced in the fields It was just Yeah, it's hard to compare. I can't imagine how hard it was Or how hard it's been and still is for solo cleaners because I never had that experience I was very lucky to find motivated And this is like my first experience with being a professional house cleaner Um And I feel like that level of support has has been exactly what's allowed me to be a quote-unquote professional Rather than just you know Uh a struggling house cleaner, you know Yeah Being able to focus on the work and go there go to my customers houses every day and just focus on doing Five star jobs just banging them out, you know four houses a day. I do 20 houses a week So I do about 180 80 bookings a month, you know um and I credit my success to the ability Or my ability to do that Is because of the support that I receive. Yeah, because of the man's services because of what? Absolutely Yeah, yeah, that makes I think that tom because tyler you've never met tom in person, but you will at the next trade show um tom is a numbers guy like you've never met in your life and When you were talking about the 80 bookings tom was doing math He was doing the math tom am I wrong about that? I probably am wrong Yeah, that's a fun part of us Yeah, yeah, absolutely, and um, you know anyways tyler thank you so much for sharing that I really really appreciate you tyler actually I might have gotten the math wrong It's 20 houses a week so times four. Yeah. Yeah So he also opens up like Screen cleans first customers like he'll open up He'll open up probably over a six-week period He'll open up a full saturday where he can go and do a very long clean first customer So they don't go elsewhere because he's not like with me Of course christmas time before christmas knowing that january generally speaking here where we are anyway in canada You know, there's a bit of a lol afterwards And so he really you know he adds extra weekend shifts during that period of time And you know make sure that he earns good revenue because if it leans out a little bit in the new year or some of his maintenance customers might Suspend services that he's he's through that But tyler's actually being groomed to be the vice president of the house clean division And you know, he we've got a bit of a plan and I think he obviously you can he's very articulate and very very authentic and and um I think he'll bring to The providers out in the field across canada and in america He'll bring A level of like I understand what it's like to be you You know, I've done that and and you know, I'm just so excited for him And we're actually opening a new division next week called motivated household helpers And tyler's agreed to be a beta tester. So he's actually adding a shift a week. So um back in in My wife unfortunately has progressive heart disease And uh, so she's she's a young woman. She's you know, just you know early 40s And uh, so she's she's experiencing that and february past was just kind of a rough month for her um You know, I think you know between the cardiology visits and gp and specialists and Emerging room visits and ambulances. I think maybe about 20 times out of the 28 days We were at the hospital for a long period of time And I remember um, we had gotten back like four four in the morning and our little six year old Her older sister taylor had taken her overnight and helped out My wife obviously went to rest and I felt overwhelmed and through all the trials and tribulations of my life I don't think I've ever felt Overwhelmed in that manner before And my house was exceptionally cleaned Tyler is my professional house cleaner. I mean, it's immaculate But it was very disheveled. Uh, that's the right way to pronounce it. It was very Um unorganized. It was untoddy and I felt really overwhelmed And I just thought to myself like I just need help like I don't want someone to come in and do my work I don't want someone to clean my house. I just need help. I want someone to come help me like Hey, how about you? Tackle scarlet's toy room. I'll get those dishes done. You help me tidy that laundry away you know just some household chores And I felt that if I had that it could just get me over that So we're launching next week motivated household helpers and customers what they do is they They go online on demand and they book a basic standard of premium and a professional household helper Who's trained in organizational skills and all the things comes to the home and comes in and helps with some basic household chores And it could be helping someone, you know fold some laundry or could be helping someone You know do some dishes or Whatever they need And so toddlers agreed to be the beta tester for that And then of course he'll take over both divisions as the VP So I've got a couple of questions about that Tyler. So currently you have a full schedule, right? You're doing 20 jobs a week and so you're taking on this new thing Are you going to sell that to your current clients or are you planning on freeing up some time working nights? How where are you finding the time to do this or how are you? So I work Monday Friday 9 to 5 those are the hours that I chose initially to work So I do have a couple of gaps in my schedule right now outside of weekly and bi-weekly customers So what what the plan is is to actually leave those open so Until now those have been filled with as needed cleans You know one-off cleans So we're going to leave those open To accommodate the household helbert bookings and certainly I think my current existing customers would be A lot of them anyway would be open to it um And yeah, we're just going to take it one one booking at a time and I think it'll allow us to sort of branch into more of Housekeeping kind of a role and correct me if I'm I'm wrong on that mark, but um You know we as house cleaners We have a very specific task list, you know, we go into what house we perform this Check list. This is what you're purchasing. This is what we do I think what the household helpers is going to allow us to do Maybe what people are kind of Inclined to expect from a quote unquote house cleaner, which is oh well You guys don't do dishes and you don't do laundry That's no we clean surfaces But this other division it'll free us up to be able to do things like that, you know that are more in line with um housekeeping per se All right, so I have a question. So let's say you have mrs. Johnson And you clean house for her And now she hears about this. She's like, oh, this is amazing. I would like to also use that service um, can you just add on specific things like okay now we'll add on dishes or Now we'll start doing laundry As a franchisee or a nano franchisee this this is just again, you know Tyler isn't going to stay working as a franchisee for both Right. He's a nano franchisee in the professional house cleaning division. Yeah, motivated house cleaners. Yeah He's going to help me to test with this They come to repeat at both divisions But no for example when a consumer goes to you know, one of our websites like motivated brands.ca Or any individual website for any of the divisions You know or they log into their customer dashboard, you know, when they click book It pops up and they'll see the logos for each division and they can I want to book a household helper I want to book a pooper so that we have a division motivated pooper scoopers Where we come in and we do the pooper scooper and you know, you can choose now in this case, for example No, like if that will be outside the scope of services So just like when we're working with motivated household helpers Of course, we'll help you prep for your supper or get those dishes cleaned away from the children in the morning We're here to help you and you know, we'll spray and wipe the countertop of course But we're not going to clean your toilet like we have a division that does professional house cleaning You know, it's it's very light duty stuff that we assist and help with Um and also with household helpers, you know, people don't hire us to come in and just do those things Well, they sit back like we work alongside of them. We help them with their chores, right? So, you know, sometimes we people like for example, uh as organized as I am I struggle with uh hoarding And it took me many many years to unhort my house But unfortunately my office has become the new hoarding ground and Tyler is exceptional at helping with that So he's actually come into my office worked as a household helper and he was able to help me get things in a keep Not sure and throw away pile and something that has plagued me for years Within two hours. He was able to Make my office beautiful again And you know, so like it's a particular type of person that can can help people with that And sometimes you just you need another person with you And his empathy level is really strong, especially with his health care training. He he he didn't make me feel Like I was a loser. He didn't judge me because you know Of the way my office had become You know, he was like, hey, I understand It helps too that I'm a minimalist that I love throwing things away Okay I didn't feel bad and he helped me feel like hey, it's okay, buddy that this office has gotten out of control And i'm here to help and when I leave it's going to be better You know, and he he brought that to my life and and we're going to do that for people all across canna This is an inspirational story for for sure and You know mark what you're doing in terms of you know, basically creating this business model and finding people of the character and commitment that that that tyler has is You know, you're you're making magic here um Love love what i'm hearing here, but we're we're running up against the top of the hour and I want to make sure that we Don't wrap things up before giving everybody an opportunity to Know how they can find out more mark. I got your website up here. I'll take the URL I'll drop it in chat He's got some nuance to show you over there tone. I see a fancy suitcase makeup case Well, I just want to let you know that in January we launch everything is done, of course We just have to kind of pull the trigger we're launching canada's first ever a national house call hair cutting service So the business model it extends past, you know professional house cleaning and and pooper scooper So this is the set we have come in from china So basically what happens is they roll that into your house and you they come in and they Do your haircut in your office or in your house on demand So, you know, our goal is to help people write their own success stories across various different industries across canada and just tyler has Tyler, I hope we talked and he said it's okay to share this will be fast. We have three minutes left um Tyler is probably the only provider who's got my personal cell phone number and he called me on my cell one day and he said Thanksgiving or Thanksgiving is different than yours and he said mark. I want to share something with you and I said, you know, what's that and he said my in-laws live in another city and they're coming to um town for Thanksgiving and i'm treating our entire family to swiss chalet And swiss chalet is a franchise chain. It's a restaurant and it's not a low end But it's not a high end restaurant and he said that might not seem like much, but it's a big deal to me I find it hard to talk about it Well getting overwhelmed because he had no idea how much that meant to me, but I was able to help him Write his own success story and feel good that he could treat You know for the first time his in-laws and his family to this and that's why we do what we do every single day Okay in the minute we have left Tyler again, you know congratulations on on on your success. It's uh inspirational story and it seems like that, you know, we're you're really just getting started Seems like you've got a lot of uh, absolutely A lot of opportunity ahead of you. It's been um Sorry, I didn't mean to cut you off. I was just going to say it's been a life changing year for sure awesome Well, I think that everybody would agree that anybody that is working with mark is going to have a lot of opportunity coming their way Because he is never short on ideas Never short on inspiration Never short on creating that brand new thing that nobody's even thought of before. I'm a perfect example right here, right? I mean Looks like you got a great future Lined up for yourself there. I'm super happy for you, especially after hearing that story I'm like, I'm so glad it's all working out so well for you In tyler. So, you know, you know mark has has been a guest on smart business moves a couple times before and It's never boring. It's always entertaining, but this is I think this is the favorite, you know mark story by by far and i'm looking forward to Having you both back Again at some point in the future. I want to I want to hear, you know, you guys are still writing the story I want to hear hear how this unfolds. Yeah Um mark drop your url and chat so everybody can find your website. They can can get you there sounds like at Everything from technical. How are you doing it? I think I kind of got a vibe But there's probably some Folks out there in this industry are wondering if they've have opportunities, you know to partner with you in some form or fashion We're looking for that. We're looking for master franchisees franchisors in america in the various states and of course, you know We're always open to that, but we're running out of time. Liz. It's really good to see you I always makes me happy in the studio And tom as you know, I think the world of you and I'm really grateful that you gave me an opportunity to come on tonight And to tell people our story and totter appreciate you sir. And thanks for all the kind words tonight Oh, thank you. Thank you guys for having me having us With that we're going to call it a wrap Thank all of you. Uh, look forward to doing this again down the road. Everybody have a great rest of your week We'll be back next uh, wednesday five o'clock eastern till then take care. Bye y'all