Chad Riddersen & Kyle Voss - Epic Septic Co-Founders | Why Boring Businesses Beat Sexy Startups

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I need to understand where does this idea come from?

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The idea to do something that doesn't even cross people's minds.

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It's all about just finding a big problem to solve regardless of what industry it is.

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I've always just like helping people.

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Some advice for entrepreneurs, think about how you exit the business.

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Should somebody think about that from day one or is that something that you worry about later on?

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If you were to start at the end of mine, you might actually set a limiting belief for yourself.

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Today's guests are Chad Ritterson and Kyle Voss, the co-founders of Epic Septic and Service.

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Chad brings years of experience in entrepreneurship and marketing, while Kyle is a former professional football player and Marine Corps captain turned entrepreneur.

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Together, they saw an overlooked industry and built Epic to challenge the traditional septic business with bold branding, technology, and a scalable model.

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What would be the hardest lesson you guys had to learn building Epic?

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The hard part about it is like the opportunity cost.

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The moment you have this little soul that you have as like this baby, everything becomes so finite because you like... Oh, this is for a concern.

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You start to miss like a few things.

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Chad's on this journey with me and sacrificing so much time away, missing dinner with his boys, his wife.

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As they get older and more time you spend away, that guilt compounds.

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If you want to do something great, it requires great sacrifice.

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MyFitnessPal is a success story partner.

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Now, everybody wants more energy.

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Everybody wants better sleep.

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Everybody wants to feel sharper during the day, to not hit that wall in the afternoon where your brain just checks out.

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And people try a lot of things to get there.

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So new routines, new supplements, better sleep habits, more coffee, less coffee, all of the above.

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And some of that stuff works, but the single biggest lever you have for how you feel on any given day is what you eat.

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It's not the most exciting answer,

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Nobody's making a viral reel about eating lunch, but food is the foundation, right?

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Your energy, your sleep, your weight, your recovery, how you perform at work, how you feel when you get home.

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It's the one input that touches everything else.

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Now, the problem is that most people have no idea what they're actually eating.

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They have a general sense.

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They can say, I eat pretty healthy, okay, but,

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How much protein are you getting?

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And how does that break down across your day?

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Are you eating enough in the morning?

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Are you stacking everything at night?

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Those details matter a lot.

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And you can't answer those questions without logging what you eat and looking at the data.

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And that's why I use the MyFitnessPal app, because you log what you eat and it shows you exactly what's going on.

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Your macros, for example, that's just your proteins, your carbs, your fats.

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those are broken down by grams.

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And on premium, it breaks those numbers down by meals.

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So you're not just seeing one number for the day, you're seeing what breakfast looks like versus lunch versus dinner, and that changes things.

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Because your body doesn't run on daily averages, it runs on what you give it right now.

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The food analysis, another great feature, it shows you patterns across the week too.

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Where things are consistent, where they start to drift, and you're gonna notice how what you eat impacts your energy and why you wanna stay consistent, and when you don't, why you start to feel like you're hitting walls

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in the afternoon.

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Now the food logging.

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This is where a lot of people think it's going to be a whole thing.

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It's not.

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For example, I can say what I ate out loud.

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There's a voice logging feature and it's done.

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Or I can scan a barcode of something I ate, two seconds.

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There's also a meal scan where I just point my camera at a plate and the app captures exactly what I ate and all the macronutrients.

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And MyFitnessPal has the largest food database out there.

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So whatever I'm eating is already in it.

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And it remembers what I eat regularly.

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Also, it connects with over 40 fitness apps and wearables.

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So everything goes into one spot, all of my health, wellness, and nutrition.

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So if you have been trying to figure out why your energy dips in the afternoon, or why you're not sleeping as well as you used to, or why you just feel off and you can't put a finger on it, look at your food first, before you buy another supplement or you try some other hack.

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The answer is usually in nutrition.

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And this is the easiest way that I found to actually see what's going into your body and track it and pay attention to it and improve it.

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So do yourself a favor.

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Go to podcast.myfitnesspal.com and use code Scott.

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One more time, that is podcast.myfitnesspal.com.

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Code Scott.

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That's giving you 15% off MyFitnessPal Premium.

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You guys call yourselves brown collar.

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What does that mean?

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We're the brownest of the blue.

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That's where I, it's something that we've adopted because I come from like Brooks Brothers white investment banking collar.

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Kyle comes from a football pad NFL collar.

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I don't know if there's a collar in that, but that's where for us, like really embracing the dirty aspects of being septic empire builders.

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Yeah.

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When you think about all the different jobs you could do and all the different kinds of businesses you could go into, I don't think most people raise their hands and say, hey, I wanna deal with people's shit.

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I need to understand, as entrepreneurs, where does this idea come from?

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Where is the idea to do something that

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doesn't even cross people's minds?

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Where does it come from?

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That's a loaded question.

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I mean, for me, it's all about just finding a big problem to solve regardless of what industry it is.

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So I think a lot of people, they get predispositioned to doing what's cool in life.

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You know, like I want to go be an investment banker.

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I want to go be an actor.

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I want to do this fun, sexy thing.

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For me personally, like I've always just like helping people, getting my hands dirty, like sweating out in the field.

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Like I started in roofing, you know, that's what I did when I first got out of the Marine Corps.

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And septic's one of those industries that's 10, 15, 20 years behind what...

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big service industry is like plumbing HVAC electrical is like the big, big three or four septics.

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One of those ones that hasn't been touched.

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It's extremely fragmented.

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Um, nobody knows how to brand a market in this industry.

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And we saw that it was like, Hey, there's a big problem to solve septic in itself.

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A hundred to $150 billion total addressable market.

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There's tons of opportunity out there.

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Nobody's grabbed that bull by the tail or by the horns and went after it.

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And we're trying to do that.

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You know, this reminds me of, do you know who Scott Galloway is?

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Have you seen his content before?

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He's like a business podcaster, but he has this idea that everybody wants to go into vanity businesses.

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And a vanity business could be like an actor or an athlete or podcasting is very much a vanity business.

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Like it's like so sexy, even like being a startup software founder.

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Yeah, it gets glamorized.

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Vanity business.

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But the issue is in vanity businesses, like 0.001% of people really make money.

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Like how many podcasts out of all the podcasts on earth make over $100 million?

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Well, okay, Jay Shetty just got a deal.

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Joe Rogan's got a deal.

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Maybe Howard Stern has a fire SiriusXM deal.

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There's not a lot of podcasters that make real money.

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And these are not even, you know, billion-dollar unicorn podcasts are just...

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significant deals.

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But in all of these unsexy industries, it's not the 0.001%.

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If you are in like the top 1% or even the top like 5% of septic and there's a whole bunch of other unsexy, non-van, like you're flying private, you're killing it, your life is incredibly good.

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Why do so many people stay away from these unsexy jobs when there's so much money in it?

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I'll take a crack at that because...

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I'm the eldest child.

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I have wonderful parents.

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And not that they push me in any direction, but there is like, there may be like this external vanity that comes from like making my family proud.

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And that's something that going out of school and then going into investment banking, it's like, okay, like Chad's got it.

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Like that made sense from everybody's perspective.

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And then you kind of,

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You kind of go along in a career and there was an episode that you did where you were talking about career reinvention.

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And there's, you know, I think the likelihood of maintaining the same position role industry for an entire career, unless you're a podcaster, like it's pretty low.

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And so...

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Having this career reinvention, the odd thing, as I've had my own kind of reinvention and reincarnations in my career, which went from like iBanking to owning a marketing agency, now in a poop-pumping business, like that's something where my father,

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is like most proud of me now.

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He's like, Oh, finally you're doing something like for real.

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And so it's like all this time I was like a big charade thinking I was making mom and dad proud, which is something that I think is like just very much baked into my subconscious.

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The, the funny thing is like, this is the one thing they're like, Oh, this is going to be the big one.

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Chad, good word.

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So I think everybody has that expectation.

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I've actually, I don't know which podcast you're listening to, but I I've mentioned this several times where, uh,

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What people think success is, career success or, you know, other parts of their life, who they marry, where they live, a lot of it is dependent on what their parents actually sort of embed into their subconscious when they're kids.

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And I don't think a lot of people ever challenge it.

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And then I think one day you wake up and you're like, why am I even living the life that I'm living?

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And...

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There's a lot of reasons why people don't go into unsexy, like hard businesses.

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But to your point, I don't think a lot of people who are in your position who feel like

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their family wants them to do this thing, go into investment banking, go into the white collar corporate job, make a lot of money in a different way.

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I feel, I don't even think they really check to see if it's what they want, if it's what their family wants, if it's just what they think their family wants.

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And we kind of just live life on autopilot.

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And most people don't wake up until they're like 50, 60, and then they have this midlife, late life crisis about what am I doing with my life.

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So you kind of, Kyle, I don't know your whole story compared to Chad, but you kind of woke up and you said, the path that I'm on is not for me.

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This is like, I'm not getting lit up by this job in investment banking.

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Like, how do I do something?

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I'm still entrepreneurial.

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I still want to build something.

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I still want to be successful.

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Let me take a different road.

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So I'm curious.

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Chad, what made you pivot and sort of come to this realization way younger than most people?

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But then also, Kyle, did you have a similar story or is yours a little bit different?

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Mine's a little bit different.

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I kind of my story starting back, I'll start in college.

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Like I come from a small town in Texas.

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And, you know, my dad beat into me like sports, sports, sports, sports, sports.

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So you got to be a good athlete.

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Still a lot of expectations from the parents, though.

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Lots of excitation from the parents.

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It's like, go to college, get a degree, all that stuff.

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And I followed that.

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I was a good football player.

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I had a chance to play in a collegial level, played professionally for a brief stint.

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Then when I retired, a step away from football, I came back to America, and I got a corporate job.

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I got a software sales job.

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I was beating my head against the computer all day, every day.

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And my best friend I made...

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In college, he was a recon Marine.

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So our special form of special forces.

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I would call him every day just as like a confidant.

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It's like, hey, Aaron, I hate my job.

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Like, what do I do?

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He's like, Kyle, if you call me one more time and complain about where you're at in life without making a change, I'm going to fly down there.

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I'm going to drag you out of your office.

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I'm going to make you go quit your job and tell your boss like a little child.

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And you're going to come move in with me into a small town.

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I'm really you're going to join the Marine Corps.

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I'm like, yeah, right, whatever.

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Three days later, he knocks on my door because I shot him a text like I'm done.

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He's like, let's go.

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And I quit my job literally two days later.

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He helps.

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He called a moving company, helped me pack up my apartment.

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And I moved in with him.

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I because I I was drinking.

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I gained a bunch of weight after football.

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I was kind of like just lost, you know.

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And I went from, you know, three-mile time, 30 minutes, down to 19.

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I joined the Marine Corps and did that for 8 to 10 years, and I never looked back.

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And after the Marine Corps, I got off active duty four and a half years at this point.

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It was the next big transition in my life, and that one was even harder.

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It hit me like a break.

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For all the veterans listening out there, you probably relate.

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You get out.

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You do it for so long and you get out to the real world and you're like, man, what the hell is this?

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You're like, what do I do with my life?

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And I took a six-month hiatus just trying to figure it out.

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And my best friend, my other good friend who I played college football in, he ran one of the largest home remodeling companies in Austin.

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Their $100 million office called Power Home Remodeling.

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He's like, Kyle, you're not doing anything.

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Why don't you come work for me?

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I'm like, all right, what do you want me to do?

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He's like...

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you're going to come knock doors for me and generate leads for my sales reps.

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He's like, it's something for you to do.

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I'm like, okay, whatever.

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So I come fresh off the boat, my last deployment, leading 160 Marines on my last deployment as, as you know, as an officer to my first civilian job, knocking on doors for a roofing company, getting spit on and screamed at.

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My first week I got a guy pull a gun on me.

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I'm like, I'm right back where I need to be.

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This is awesome.

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And I, I,

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What that taught me, it, it, one, it, it helped me transition from military civilian life, but two, it, it gave me, it built, helped build the skills that I need to like be successful.

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Not only, not only in like society, but in the service business.

216
00:13:28.786 --> 00:13:35.709
Cause if you can go around and knock doors for a roofing company, really successful, you, you can, you can do anything, you know, it's, you gotta be pretty fearless when it comes to that.

217
00:13:35.729 --> 00:13:35.909
So I.

218
00:13:37.289 --> 00:13:37.669
I did that.

219
00:13:37.689 --> 00:13:42.711
I became the number one sales rep in the company of like 3,000 sales reps. Made more money I knew what to do with.

220
00:13:42.731 --> 00:13:50.194
I started my own roofing consulting business after that and went to go sell for a bunch of local mom and pop shops because they need to get sales reps. And I saw private equity get involved.

221
00:13:50.854 --> 00:13:56.336
I started rolling up roofing companies, the guys that I consulted for, and everything went to crap.

222
00:13:56.376 --> 00:14:00.858
And I didn't want to be dependent on an industry that's dependent on the weather either and insurance companies.

223
00:14:01.518 --> 00:14:02.558
So I was like, okay, what's next?

224
00:14:02.778 --> 00:14:05.079
And this is actually a good segue to how we got into septic.

225
00:14:05.139 --> 00:14:10.640
I want to like also just unpack like how did you – because you've both gone through so many different reinventions.

226
00:14:11.240 --> 00:14:21.143
So I want to go into septic, but I also want to understand like advice for people that are in both of your situations because the situations you just spoke about –

227
00:14:21.643 --> 00:14:31.868
coming from a family of high expectations, sports and career, and then you going through military, reinventing the civilian life, going through employee, reinventing the entrepreneur.

228
00:14:32.549 --> 00:14:39.072
I think you just literally spoke to like a couple hundred million people that are struggling in life and not happy.

229
00:14:39.132 --> 00:14:41.393
So like I need advice on how you did this successfully.

230
00:14:41.573 --> 00:14:42.474
Can I jump in real quick?

231
00:14:42.514 --> 00:14:43.094
Yeah, you can.

232
00:14:43.154 --> 00:14:48.457
Because I want to modify, like, I wasn't fully unhappy.

233
00:14:48.517 --> 00:14:52.340
Like, I actually liked going through the investment banking side, and I liked what I was doing before.

234
00:14:52.740 --> 00:14:57.463
But there was something deep down inside that was like, there is something else.

235
00:14:57.523 --> 00:15:00.385
And, like, that's actually the harder, in my opinion, the harder...

236
00:15:02.025 --> 00:15:23.264
reason for making a change it's if you're like if you're pretty happy it's way harder to try to try to leave that behind and go for something great because if you hate your life and you hate your job which a lot of people kind of get to that point eventually like it's a little bit easier like okay i'm gonna go like it's gotta be better than this the real hard transition is like i'm sitting in a fortune 500 job i'm making good money you know selling to whatever you know

237
00:15:23.764 --> 00:15:37.986
selling to Fortune 500 companies, like doing that whole thing, but to then go and take a leap into media or go take a leap into a septic tank or whatever you end up doing in life, like that actually is the probably more challenging decision to make in life.

238
00:15:38.428 --> 00:15:40.409
You don't know what's on the other side until you take the leap.

239
00:15:41.009 --> 00:15:47.853
If you're somebody sitting at your job right now, you're not happy, but you have that deep fire inside, like telling you to do something, listen to it.

240
00:15:48.554 --> 00:15:49.694
Something great's on the other side.

241
00:15:49.714 --> 00:15:51.635
You just have to take a leap and believe in yourself.

242
00:15:52.076 --> 00:15:56.058
Cut out what all your parents tell you, what your friends tell you, the pure pressure of society.

243
00:15:56.338 --> 00:15:57.819
If you believe in something, just go for it.

244
00:15:58.219 --> 00:15:58.999
Just like you, Scott.

245
00:15:59.560 --> 00:16:01.541
Did you ever think you were going to be a successful podcast?

246
00:16:02.201 --> 00:16:06.047
No, but but you but but you're like, dang, this is this is something that makes me happy.

247
00:16:06.067 --> 00:16:06.748
It fires me up.

248
00:16:07.129 --> 00:16:09.993
You came from a really demanding family, law enforcement.

249
00:16:10.013 --> 00:16:11.395
Dad was in special CIA.

250
00:16:11.475 --> 00:16:16.082
I don't know how much I can disclose on the podcast, but everything I've known about you and he was a hard ass.

251
00:16:16.102 --> 00:16:16.763
He was a hard ass.

252
00:16:16.803 --> 00:16:17.003
Right.

253
00:16:17.024 --> 00:16:17.384
But like.

254
00:16:18.105 --> 00:16:19.366
He's like, you're doing what?

255
00:16:19.486 --> 00:16:21.168
Like, you know, but look at you now.

256
00:16:21.608 --> 00:16:22.469
You believe in yourself.

257
00:16:22.489 --> 00:16:23.150
You took the leap.

258
00:16:23.330 --> 00:16:28.074
And if you never take the leap, you're never going to know what the other side looks like, man.

259
00:16:28.394 --> 00:16:31.557
I've reinvented myself so many times.

260
00:16:31.697 --> 00:16:32.378
It's not even funny.

261
00:16:32.498 --> 00:16:34.120
Football, Marine Corps, a bunch of jobs.

262
00:16:34.140 --> 00:16:35.321
People are like, what are you doing, Kyle?

263
00:16:35.701 --> 00:16:36.282
But I'm here now.

264
00:16:36.542 --> 00:16:37.523
And you'll find the thing.

265
00:16:37.543 --> 00:16:39.645
It could take you 20 times to find the thing.

266
00:16:40.005 --> 00:16:42.027
You will find the thing if you keep trying.

267
00:16:42.247 --> 00:16:49.014
Now listen, a lot of people, this is my biggest issue with everybody who's listening, who will listen to this and not do shit.

268
00:16:49.275 --> 00:16:49.515
Yes.

269
00:16:49.615 --> 00:16:50.456
With the information.

270
00:16:50.596 --> 00:16:52.498
They'll get motivated for two minutes and be like, no.

271
00:16:52.518 --> 00:16:53.319
I'm like, you know what?

272
00:16:54.060 --> 00:17:00.487
If you just write down one thing and then do it and you stop listening to my podcast and your life changed, like, you know, job well done, Scott.

273
00:17:00.547 --> 00:17:01.428
I'd be happy with that.

274
00:17:03.216 --> 00:17:04.958
There's two ideas that are really important.

275
00:17:06.119 --> 00:17:07.380
One, you need to take action.

276
00:17:07.600 --> 00:17:12.265
And if you're talking about golden handcuffs, if you feel like life's good but not great, doesn't matter.

277
00:17:12.305 --> 00:17:13.526
Like you live once, go do it.

278
00:17:13.946 --> 00:17:18.891
But the second thing about going into septic in particular and dirty jobs, it's,

279
00:17:21.127 --> 00:17:27.016
There's so many options to make money and live a life that you have not thought about ever.

280
00:17:27.537 --> 00:17:31.984
And I think that's not discussed enough.

281
00:17:32.044 --> 00:17:33.767
How many ways there are to make money.

282
00:17:36.592 --> 00:17:36.913
I don't know.

283
00:17:36.933 --> 00:17:40.195
I feel like it's like sometimes I feel like I'm oversimplifying.

284
00:17:40.215 --> 00:17:47.621
But if you just spend enough time focused on one thing, figuring it out, and you find a way to not have to quit that thing.

285
00:17:47.841 --> 00:17:54.666
I don't care if it's septic, podcasting, like outside of maybe you weren't born seven foot five and you're not going to play in the NBA.

286
00:17:55.027 --> 00:17:56.448
Most things most people can figure out.

287
00:17:56.788 --> 00:17:59.030
They put enough energy and time and resources towards that thing.

288
00:17:59.270 --> 00:18:05.052
In our society, we're distracted, you know, and we have this phone and we get motivated.

289
00:18:05.072 --> 00:18:14.334
I would say as long as you're curious, if you stay curious and you consistently seek knowledge and consistently try to learn new things, you'll find your thing.

290
00:18:14.734 --> 00:18:20.136
It's the golden handcuffs, like torture that, oh, I got this $250,000 a year tech job.

291
00:18:20.156 --> 00:18:21.276
I get to drive my Corvette.

292
00:18:21.696 --> 00:18:22.536
Everybody, I'm cool.

293
00:18:22.556 --> 00:18:22.956
Look at me.

294
00:18:22.996 --> 00:18:25.037
But deep down inside, you know, you're meant for something more.

295
00:18:25.617 --> 00:18:28.498
It's like, dude, just go do it, man.

296
00:18:28.778 --> 00:18:32.280
But I also want to add, there is power in the reinvention because- There is, yeah.

297
00:18:32.500 --> 00:18:41.905
Like if I were to put myself on a scale of investment banking, when I was like fresh out of school, I was like, I was at like, you know, mid-pack and, you know, but then I go and do marketing.

298
00:18:41.925 --> 00:18:46.347
I was like the guy who was the marketing agency owner that also knew investment banking.

299
00:18:46.367 --> 00:18:48.568
And I put myself in this like nice little category.

300
00:18:48.909 --> 00:18:51.790
And then we get into septic, which we haven't really talked about a whole lot.

301
00:18:51.810 --> 00:18:55.432
But like now we're all of these things that kind of- But does experience come?

302
00:18:56.112 --> 00:18:58.934
It's like that's where the magic is.

303
00:18:58.974 --> 00:19:06.900
Like the magic is actually in the reinvention because with your Fortune 500 experience, you can go land HubSpot as an advertiser.

304
00:19:06.980 --> 00:19:08.121
LinkedIn as an advertiser.

305
00:19:08.161 --> 00:19:10.622
Hewell as an advertiser.

306
00:19:10.923 --> 00:19:11.863
But not everyone can do that.

307
00:19:11.903 --> 00:19:18.188
Like it's because you can go sell and you have that meta skill set that puts you in the room with these huge companies and you're like,

308
00:19:18.748 --> 00:19:22.210
Yeah, this audience that's listening to this most valuable audience in the world.

309
00:19:22.370 --> 00:19:24.631
Literally, there's not a more valuable audience than what you have.

310
00:19:24.691 --> 00:19:29.334
People looking to make a change in business like that's there's nothing bigger than that.

311
00:19:29.854 --> 00:19:30.635
Still, I need to know.

312
00:19:30.715 --> 00:19:35.198
I need to understand because you all the different mental models that we're talking about.

313
00:19:35.558 --> 00:19:36.899
These are things that you both live.

314
00:19:37.814 --> 00:19:48.078
So what's interesting to me is, I don't know, maybe you'd listen to a podcast or had some inspiration, but I always like to understand why do Chad and Kyle look at the world differently than 99% of people?

315
00:19:48.118 --> 00:19:59.964
Why were you able to reinvent yourself repeatedly, go into an industry that really nobody has ever thought about going into when you didn't have parents that were in it, didn't have like a friend that was like, hey, I just had a hundred million dollar, billion dollar exit in septic.

316
00:20:00.344 --> 00:20:03.265
Like without the influence, people rarely take action.

317
00:20:03.385 --> 00:20:05.166
So what happened in your lives?

318
00:20:05.526 --> 00:20:06.207
Call me crazy.

319
00:20:06.627 --> 00:20:11.874
I don't know, but I've always loved, ever since I was a little kid, it started with sports.

320
00:20:12.755 --> 00:20:14.096
And I was never the fastest.

321
00:20:14.157 --> 00:20:15.038
I was never the strongest.

322
00:20:15.058 --> 00:20:16.139
And everybody always told me no.

323
00:20:16.359 --> 00:20:20.644
Every time I would like speak things into existence, like, no, Kyle, you can't start on varsity as a freshman.

324
00:20:20.684 --> 00:20:21.846
No, Kyle, you can't do this.

325
00:20:21.886 --> 00:20:23.368
No, Kyle, you can't go play college football.

326
00:20:23.828 --> 00:20:25.090
I wanted to prove people wrong.

327
00:20:25.551 --> 00:20:30.860
And I always want to put myself in the hardest environments possible just because I'm crazy.

328
00:20:30.880 --> 00:20:34.726
I always want to surround myself with people who are better than me, just consistently push myself.

329
00:20:34.786 --> 00:20:36.209
And to answer the question, like I.

330
00:20:38.750 --> 00:20:41.832
Again, call me crazy, but I put myself in positions to get my ass kicked.

331
00:20:42.313 --> 00:20:47.717
And through those ass kickings I've had every single year, it's built the calluses to help see the world in a different life.

332
00:20:47.757 --> 00:20:54.001
But if you're not willing to put yourself out there and get your ass kicked and actually enjoy it, like it's probably not for you.

333
00:20:54.161 --> 00:20:57.444
Entrepreneurship is probably not for you because it's not for the weak and it's been hard.

334
00:20:58.224 --> 00:21:03.348
This hasn't been an easy journey at all, but I enjoy every single minute of it.

335
00:21:03.388 --> 00:21:04.089
It's exhilarating.

336
00:21:04.636 --> 00:21:13.863
And someone who's listening to the success podcast here, the success story podcast, halfway through, you're already in your own rarefied territory.

337
00:21:13.943 --> 00:21:21.769
Like to be here listening to this right now puts you in a spot where you could have watched TikToks and scrolled into some deep, dark meme cave.

338
00:21:23.410 --> 00:21:27.813
I want to give people credit, too, for what they're doing actively as, like, they're listening to this.

339
00:21:27.833 --> 00:21:31.016
Because, like, there's so much distraction, which we're talking about.

340
00:21:31.296 --> 00:21:35.399
But to listen to long form, like you have here, and to really ingest this.

341
00:21:35.419 --> 00:21:38.822
Like, the only reason that we're on this, there's a guy named Richard Sloss.

342
00:21:38.922 --> 00:21:39.823
We call him number uno.

343
00:21:39.923 --> 00:21:41.124
Shout out Richard Kansas City.

344
00:21:41.204 --> 00:21:44.987
Yeah, and he was, like, he, like, sent us you, and he was, like...

345
00:21:45.687 --> 00:21:47.108
I have to go buy him a beer.

346
00:21:47.489 --> 00:21:49.230
We do need to buy him.

347
00:21:49.250 --> 00:21:49.810
He likes beer.

348
00:21:49.950 --> 00:21:51.171
He was like, this guy's legit.

349
00:21:51.352 --> 00:21:53.713
Like, the people that he interviews are insane.

350
00:21:53.873 --> 00:21:58.557
Like, he was talking about, like, all the things that you've talked about throughout these.

351
00:21:58.597 --> 00:22:03.101
And then the through lines, which I think there's the entrepreneurial through line, the bet on yourself through line.

352
00:22:03.441 --> 00:22:06.103
Like, being able to just, like, go out.

353
00:22:06.563 --> 00:22:09.205
We were talking in the preamble here, like, to be aggressive.

354
00:22:09.325 --> 00:22:12.128
I think as a characteristic in a lot of...

355
00:22:13.208 --> 00:22:33.760
like places in society being aggressive has been like something that you're like oh you can't can't be too aggressive like you can't want it that much but like you were talking about you want to get your ass kicked like that's an aggressive statement and i think there are realms where that degree of aggression is warranted septic is one of those certainly but like just aspects of business if you want something go after it aggressively

356
00:22:34.020 --> 00:22:36.502
Well, I know we still haven't answered the question how we got in the septic.

357
00:22:36.542 --> 00:22:37.842
I don't even know what's the question.

358
00:22:37.882 --> 00:22:38.383
Oh, that one.

359
00:22:39.083 --> 00:22:40.124
Which I could segue into that.

360
00:22:40.224 --> 00:22:40.644
Go for it.

361
00:22:40.684 --> 00:22:42.846
Okay, so how we got in the septic, finally.

362
00:22:44.227 --> 00:22:45.287
Tangent, tangent, tangent.

363
00:22:47.003 --> 00:22:47.443
So it came.

364
00:22:47.463 --> 00:22:55.348
So again, four and a half years ago or so, I got a factory Marine Corps, went into roofing, was making a transition, and I was done with roofing.

365
00:22:55.388 --> 00:22:57.229
Insurance companies raising premiums 2%.

366
00:22:57.649 --> 00:23:00.611
Everybody and their mom, there's no regulation or rules for roofing.

367
00:23:00.631 --> 00:23:04.373
So anybody with a hat and a shirt and a truck can start a roofing company, especially in Texas.

368
00:23:04.393 --> 00:23:05.453
There's no license requirement.

369
00:23:05.613 --> 00:23:06.354
It's the Wild West.

370
00:23:06.854 --> 00:23:12.619
And I was like, okay, well, I need a little bit more something defensible to bet the next 20 years of my life on.

371
00:23:13.280 --> 00:23:17.924
Ironically, true story, my neighbor at the time, sweet old lady, she's like 72 years old.

372
00:23:18.545 --> 00:23:19.646
I see this truck roll in.

373
00:23:20.106 --> 00:23:21.688
It looked like something out of a horror movie.

374
00:23:21.708 --> 00:23:23.129
It was rusted to all get out.

375
00:23:23.469 --> 00:23:25.311
Had no sign on the side.

376
00:23:25.331 --> 00:23:26.652
The guy that got out had no teeth.

377
00:23:27.052 --> 00:23:27.693
Smelled like pot.

378
00:23:27.733 --> 00:23:28.754
Like literally opened the door.

379
00:23:28.794 --> 00:23:30.195
Just whoosh, right in your face.

380
00:23:30.936 --> 00:23:31.917
And I'm like, okay, well.

381
00:23:32.357 --> 00:23:32.998
I fixed that.

382
00:23:33.318 --> 00:23:36.562
And then he took 15 minutes, pumped out one portion of the tank.

383
00:23:36.582 --> 00:23:37.243
No, we don't know now.

384
00:23:37.483 --> 00:23:41.467
All you pumpers out there, you know, you just don't pump one section of the tank.

385
00:23:41.868 --> 00:23:43.730
Left, charged her $1,500.

386
00:23:44.570 --> 00:23:45.431
And she was like freaking out.

387
00:23:45.451 --> 00:23:46.452
She's like, I don't know what to do, Kyle.

388
00:23:46.473 --> 00:23:47.133
So I followed him.

389
00:23:47.153 --> 00:23:48.314
I found him at a gas station.

390
00:23:48.675 --> 00:23:50.637
I said, hey, brother, you need to come back and finish your job.

391
00:23:50.817 --> 00:23:52.219
I convinced him in a very nice way.

392
00:23:52.559 --> 00:23:53.420
To come back and finish.

393
00:23:53.880 --> 00:23:55.621
So he was just scamming old ladies.

394
00:23:55.641 --> 00:23:56.622
He was scamming everybody.

395
00:23:56.963 --> 00:23:58.664
But this is the septic industry.

396
00:23:58.704 --> 00:24:00.265
And I'm like, I can fix that.

397
00:24:00.285 --> 00:24:02.007
And this is like, I don't care what it is.

398
00:24:02.027 --> 00:24:04.328
Septic, you know, carpet cleaning.

399
00:24:04.348 --> 00:24:05.689
It's like, okay, I can fix that.

400
00:24:06.250 --> 00:24:07.131
That's what I can fix.

401
00:24:07.291 --> 00:24:07.891
So I went to Chad.

402
00:24:07.911 --> 00:24:08.432
I'm like, Chad.

403
00:24:09.428 --> 00:24:09.928
This is it.

404
00:24:10.169 --> 00:24:11.409
I do guys know each other.

405
00:24:11.590 --> 00:24:12.230
We're brother-in-law.

406
00:24:12.250 --> 00:24:12.670
Yeah, yeah.

407
00:24:12.850 --> 00:24:13.411
Oh, that's right.

408
00:24:13.431 --> 00:24:14.452
Okay, so you're, okay, I understand.

409
00:24:14.472 --> 00:24:15.933
Our wives are sister, not married.

410
00:24:15.953 --> 00:24:16.873
I used to say our wives are married.

411
00:24:16.893 --> 00:24:17.554
It got really weird.

412
00:24:17.574 --> 00:24:18.755
No, I corrected it.

413
00:24:19.195 --> 00:24:21.497
We're not in a polygamous situation.

414
00:24:21.877 --> 00:24:22.818
That got me thinking.

415
00:24:22.858 --> 00:24:27.001
I'm like, then I went to my wife, and I bought the truck before I even got Chad involved, by the way.

416
00:24:27.021 --> 00:24:28.502
Did you even get Natalie's permission?

417
00:24:28.542 --> 00:24:29.022
No.

418
00:24:29.222 --> 00:24:30.243
You're still an investment banker.

419
00:24:30.443 --> 00:24:32.264
So at that point, Markie and Asia.

420
00:24:32.284 --> 00:24:33.065
Markie and Asia, okay.

421
00:24:33.225 --> 00:24:33.625
marketing.

422
00:24:33.705 --> 00:24:35.687
So I, I will on a whim, on a whim.

423
00:24:35.727 --> 00:24:36.387
I'm like, this is it.

424
00:24:36.567 --> 00:24:36.848
Boom.

425
00:24:37.028 --> 00:24:37.488
Light bulb.

426
00:24:37.988 --> 00:24:42.632
I called my Mac daddy, Mike, shout out Mac daddy, Mike, uh, who's our Mac dealer.

427
00:24:42.692 --> 00:24:43.372
He's a character.

428
00:24:43.492 --> 00:24:47.115
He'd be an interesting guy to have a show, but I'm like, make me a septic truck.

429
00:24:47.295 --> 00:24:48.155
I don't know what I'm doing.

430
00:24:48.376 --> 00:24:48.656
Go.

431
00:24:48.776 --> 00:24:49.556
So what did I do?

432
00:24:49.596 --> 00:24:50.317
I bought the most expensive,

433
00:24:50.417 --> 00:24:51.577
Expensive septic truck.

434
00:24:51.597 --> 00:24:56.779
I got raked over the coals on the first one still have it Really great, but I didn't know anything about it.

435
00:24:56.959 --> 00:25:06.323
We we put a really cool brand on it I wrapped it I was watching YouTube videos on my way to my first pump out We put a little Google map location had no idea what I was doing and first call comes in.

436
00:25:06.343 --> 00:25:08.144
I'm like, oh my god Like yeah, sir.

437
00:25:08.224 --> 00:25:09.484
He's like hey man, I need it pumped out.

438
00:25:09.504 --> 00:25:10.404
Can you make it out here?

439
00:25:11.245 --> 00:25:12.885
You know in the next couple I was like, yeah, sure man.

440
00:25:12.905 --> 00:25:13.566
I got you covered.

441
00:25:13.646 --> 00:25:14.406
He's like how much you charge?

442
00:25:14.446 --> 00:25:14.766
I'm like, I'm

443
00:25:15.106 --> 00:25:16.927
I don't know, like, yeah, 500 bucks.

444
00:25:16.947 --> 00:25:17.928
She's like, yeah, done, come out.

445
00:25:18.188 --> 00:25:21.370
And I was like $300 less than like everybody else in the area, you know?

446
00:25:21.730 --> 00:25:23.031
And I was like, okay, what am I doing?

447
00:25:23.091 --> 00:25:24.032
Watching YouTube videos.

448
00:25:24.092 --> 00:25:24.552
I show up.

449
00:25:24.692 --> 00:25:25.773
I'm like, oh, there's the green lid.

450
00:25:25.813 --> 00:25:26.633
Let's unscrew that.

451
00:25:26.993 --> 00:25:29.275
And I did it, and I got paid, and I was hooked.

452
00:25:29.855 --> 00:25:33.017
And, I mean, I don't know if we talk about like where we're like going to that.

453
00:25:33.037 --> 00:25:33.978
But that's how we got into it.

454
00:25:33.998 --> 00:25:37.220
That's how I literally just figured it out.

455
00:25:38.000 --> 00:25:41.422
Well, in the artillery community, I don't know if I can cuss on the podcast.

456
00:25:41.462 --> 00:25:42.363
You can if you want, but.

457
00:25:43.000 --> 00:25:43.720
You can bleep it out.

458
00:25:43.780 --> 00:25:46.362
But in the artillery community in the Marine Corps, it's called Fifi.

459
00:25:46.802 --> 00:25:47.122
Fuck it.

460
00:25:47.142 --> 00:25:47.562
Fire it.

461
00:25:47.582 --> 00:25:48.163
Okay.

462
00:25:48.463 --> 00:25:48.923
Fifi.

463
00:25:49.903 --> 00:25:50.224
Yeah.

464
00:25:50.244 --> 00:25:50.764
It's Fifi.

465
00:25:50.804 --> 00:25:51.664
So I full sent.

466
00:25:52.425 --> 00:25:53.065
Dispired it.

467
00:25:53.825 --> 00:25:56.587
Didn't know anything.

468
00:25:56.607 --> 00:25:57.767
I paid $200,000 on a truck.

469
00:25:58.067 --> 00:25:58.948
Didn't know what I was doing.

470
00:25:58.968 --> 00:26:02.009
And the first month I did $25,000 my first month.

471
00:26:02.049 --> 00:26:02.950
Just me behind the truck.

472
00:26:03.475 --> 00:26:04.716
Based on YouTube videos.

473
00:26:04.816 --> 00:26:05.256
On YouTube.

474
00:26:05.296 --> 00:26:06.376
Me just learning out on the fly.

475
00:26:06.416 --> 00:26:06.717
I do.

476
00:26:06.877 --> 00:26:07.037
Yeah.

477
00:26:07.057 --> 00:26:07.217
Yeah.

478
00:26:07.257 --> 00:26:08.257
And then you can go into the rest.

479
00:26:08.277 --> 00:26:09.758
But that's how we got into the septic industry.

480
00:26:09.778 --> 00:26:11.179
I think technically it wasn't 25.

481
00:26:11.219 --> 00:26:12.579
It was like 22 and change.

482
00:26:12.619 --> 00:26:16.301
Because we're under this whole like FDD, like because it's franchised now.

483
00:26:16.441 --> 00:26:16.921
And so like.

484
00:26:17.061 --> 00:26:17.942
We got to be careful.

485
00:26:18.362 --> 00:26:20.523
And then, and then it was like 56.

486
00:26:20.663 --> 00:26:22.464
I get a little lower.

487
00:26:22.604 --> 00:26:22.924
Yeah.

488
00:26:23.044 --> 00:26:24.105
Okay.

489
00:26:24.125 --> 00:26:25.005
54.

490
00:26:25.305 --> 00:26:26.045
And then it was like.

491
00:26:26.165 --> 00:26:27.446
I don't, I don't know the difference.

492
00:26:27.466 --> 00:26:29.307
So like if you get yourselves in trouble from.

493
00:26:29.607 --> 00:26:30.548
Yeah, no, no, it's okay.

494
00:26:30.588 --> 00:26:31.768
No, we will.

495
00:26:31.788 --> 00:26:32.549
We always toe the lines.

496
00:26:32.589 --> 00:26:34.710
We got a legal team.

497
00:26:34.810 --> 00:26:37.071
It was a million dollar run rate in the first 90 days of business.

498
00:26:37.131 --> 00:26:39.692
And it's like, oh, damn, the trades?

499
00:26:39.752 --> 00:26:42.714
You're telling me I worked like how long to get to a million dollars?

500
00:26:42.774 --> 00:26:45.716
I worked years to make an agency that was doing a million dollars.

501
00:26:45.776 --> 00:26:48.077
By the way, you're talking about your franchise disclosures.

502
00:26:48.257 --> 00:26:49.117
Yeah, that's what we're talking about.

503
00:26:49.137 --> 00:26:49.417
I understand.

504
00:26:49.478 --> 00:26:49.958
Yeah, yeah.

505
00:26:50.038 --> 00:26:50.298
Okay.

506
00:26:50.458 --> 00:26:52.379
Which we're in the clear on all that stuff.

507
00:26:52.439 --> 00:26:54.499
This is in the clear, public record.

508
00:26:54.619 --> 00:26:55.680
We already have soiled.

509
00:26:56.360 --> 00:26:56.880
We're safe.

510
00:26:57.260 --> 00:27:00.942
But the point is, in 90 days, you had a million dollar.

511
00:27:01.002 --> 00:27:01.982
So run rate.

512
00:27:02.182 --> 00:27:02.522
Run rate.

513
00:27:02.582 --> 00:27:03.042
Run rate.

514
00:27:03.122 --> 00:27:04.023
Okay, okay, okay.

515
00:27:04.303 --> 00:27:05.143
And so that's where.

516
00:27:05.603 --> 00:27:06.263
So like 83.33.

517
00:27:07.964 --> 00:27:08.345
Yeah.

518
00:27:08.385 --> 00:27:09.126
That's incredible.

519
00:27:09.206 --> 00:27:10.327
But this thing was, and this thing was.

520
00:27:10.428 --> 00:27:11.890
And it's a recurring revenue business.

521
00:27:11.950 --> 00:27:14.333
So there's, well, yeah, that's a great, great segue.

522
00:27:14.493 --> 00:27:15.615
There's five pillars to the segment.

523
00:27:15.635 --> 00:27:16.636
Got a lot of questions.

524
00:27:16.716 --> 00:27:18.339
Scott, five here in questions.

525
00:27:19.039 --> 00:27:22.364
For those of you who don't know anything about the septic industry, what is septic?

526
00:27:22.644 --> 00:27:24.447
Let me give you a brief history lesson on septic.

527
00:27:24.467 --> 00:27:24.707
All right.

528
00:27:25.531 --> 00:27:26.913
On-site wastewater, all right?

529
00:27:27.493 --> 00:27:32.719
Your billion-dollar wastewater treatment facility in Miami that treats all people's poop here in Miami.

530
00:27:33.219 --> 00:27:40.387
That same process of trash to aeration to treatment to in your Dasani water bottles, right?

531
00:27:41.508 --> 00:27:42.449
That's it.

532
00:27:42.509 --> 00:27:43.190
I'm just saying it.

533
00:27:45.617 --> 00:27:49.019
There's never an average chance of ever getting a designer sponsor.

534
00:27:49.039 --> 00:27:49.439
So straight.

535
00:27:49.879 --> 00:27:51.700
They're not owned by Coca-Cola or anything.

536
00:27:51.760 --> 00:27:52.600
Don't quote me on this.

537
00:27:52.620 --> 00:27:56.842
I believe this is like 82.75% accurate.

538
00:27:56.902 --> 00:27:57.362
I don't know.

539
00:27:57.742 --> 00:27:59.523
But back in the 80s, I think it was Reagan.

540
00:27:59.683 --> 00:28:00.003
I don't know.

541
00:28:00.203 --> 00:28:01.124
I don't know my president.

542
00:28:01.244 --> 00:28:03.184
I don't know my president's Reagan, not Roosevelt.

543
00:28:03.204 --> 00:28:03.925
Roosevelt's way.

544
00:28:03.965 --> 00:28:04.385
There's lots of.

545
00:28:04.545 --> 00:28:04.905
Yeah.

546
00:28:05.105 --> 00:28:08.146
But back in the 80s, every the whole thing was I'm putting it.

547
00:28:08.207 --> 00:28:08.967
We're providing.

548
00:28:09.527 --> 00:28:10.547
city infrastructure for everybody.

549
00:28:10.567 --> 00:28:12.448
We're going to put you on city sewer water utilities.

550
00:28:12.868 --> 00:28:14.688
Everybody's getting supported by us, you know?

551
00:28:15.028 --> 00:28:19.509
And they figured out real fast it was expensive to take that city sewer line all the way out.

552
00:28:19.929 --> 00:28:24.730
So all the people on the outskirts of the city, their water wasn't being treated.

553
00:28:24.931 --> 00:28:25.891
So people were getting sick.

554
00:28:26.191 --> 00:28:30.232
There were harmful pathogens, viruses, bacterias getting spread into people's drinking water.

555
00:28:30.552 --> 00:28:32.532
And like, oh, we need to figure something out.

556
00:28:32.972 --> 00:28:35.133
So on-site wastewater became a thing.

557
00:28:35.873 --> 00:28:43.359
The same technology that you have in your billion dollar wastewater treatment facility here in Miami is in a package unit in people's homes.

558
00:28:43.639 --> 00:28:46.461
It's called Onsite Wastewater Treatment Facility, OSSF.

559
00:28:47.101 --> 00:28:50.964
And that is a 100 plus billion dollar a year industry.

560
00:28:52.445 --> 00:28:53.086
across the country.

561
00:28:53.106 --> 00:28:54.146
People don't realize it.

562
00:28:54.607 --> 00:28:55.667
So back to the five pillars.

563
00:28:56.088 --> 00:28:57.548
A lot of people think we just pump poop.

564
00:28:57.829 --> 00:28:59.750
That is far from the truth.

565
00:28:59.970 --> 00:29:00.230
We do.

566
00:29:00.310 --> 00:29:00.951
We do that.

567
00:29:01.011 --> 00:29:01.311
We do.

568
00:29:01.351 --> 00:29:07.015
But there's pumping, which is pillar one, residential, commercial, grease traps and things like that fall into that category.

569
00:29:07.475 --> 00:29:09.476
You have maintenance with recurring revenue.

570
00:29:09.556 --> 00:29:14.800
So in certain states, and we can get into the craziness of septic across the country, but for high level stuff.

571
00:29:15.880 --> 00:29:32.963
Maintenance contracts, certain states, Texas, I can speak for Texas, for example, if you have an aerobic septic system, which is a certain type of septic system, the states and the counties require you as the homeowner to contract with a licensed maintenance provider in the septic side to come out three to four times a year, and it's mailbox money.

572
00:29:33.043 --> 00:29:40.845
You go out, you do the inspections, you have to file paperwork with the county to make sure that septic system is not dumping untreated water into the water table.

573
00:29:40.865 --> 00:29:41.725
Does that make sense?

574
00:29:42.805 --> 00:29:43.846
The third one is repairs.

575
00:29:43.906 --> 00:29:45.886
So there's that middle layer of things break on these systems.

576
00:29:45.906 --> 00:29:46.567
You go fix it.

577
00:29:47.007 --> 00:29:50.348
The fourth one, which is like big ticket items, is new system installs.

578
00:29:50.888 --> 00:30:00.712
So for range of reference, like residential installs, you look at, depending on the market you're in, like $20,000 to $60,000 to $100,000 on the residential side per install.

579
00:30:01.072 --> 00:30:07.895
And then on decentralized wastewater treatment facilities, on the commercial side, 3,000 gallons per day and up, you're looking at $300,000 to $30 million on that.

580
00:30:11.156 --> 00:30:14.497
When you get into that, it's the infrastructure business, right?

581
00:30:15.417 --> 00:30:21.558
And anytime you see like a pump truck on the road, this industry is run by small owner operators.

582
00:30:21.739 --> 00:30:30.281
There are some that rise to the top because a lot of guys start off in residential and then they get their first commercial job and they get hooked and they totally like just forget about that business altogether.

583
00:30:30.361 --> 00:30:34.262
But what sets us apart is we're true full service.

584
00:30:34.282 --> 00:30:35.922
We do all five pillars in our business.

585
00:30:36.242 --> 00:30:37.402
Inspections was the fifth one.

586
00:30:37.422 --> 00:30:39.903
The inspections, real estate for resale inspections is the fifth one.

587
00:30:40.951 --> 00:30:45.016
If you go, if you do your market research, pumpers typically only do pumping.

588
00:30:45.256 --> 00:30:46.197
It's super fragmented.

589
00:30:46.498 --> 00:30:49.742
Maintenance providers only run a maintenance provider service business.

590
00:30:50.002 --> 00:30:52.665
They don't do pumping and repairs.

591
00:30:52.826 --> 00:30:55.329
Installers only do installs and then inspect.

592
00:30:55.349 --> 00:30:58.653
They all kind of all do inspections, but they all refer business to each other.

593
00:30:58.913 --> 00:31:00.154
So it's like a good old boys network.

594
00:31:01.055 --> 00:31:03.757
But we're like, why do we want to leave all the other revenue on the table?

595
00:31:03.918 --> 00:31:05.018
Let's become full service.

596
00:31:05.379 --> 00:31:10.303
So if you look at every single septic company across the country, I would say the less than 1% of them are true full service.

597
00:31:10.503 --> 00:31:15.087
Is it because it's the case of, oh, it's just always the way we've done it?

598
00:31:15.867 --> 00:31:19.108
And then nobody wants to improve, modernize, change, whatever.

599
00:31:19.128 --> 00:31:20.109
And that's the opportunity.

600
00:31:20.209 --> 00:31:20.689
It's that.

601
00:31:21.009 --> 00:31:24.530
And then there's a big barrier to entry in the septic business.

602
00:31:24.951 --> 00:31:26.131
Capital equipment, right?

603
00:31:26.171 --> 00:31:30.153
Not a lot of people have money to fund, like keep reinvesting into the business.

604
00:31:30.193 --> 00:31:31.233
How much to get in?

605
00:31:31.473 --> 00:31:40.121
I mean, well, we can talk about the franchise, but if you were just an owner-operator and wanted to buy a used truck, you can buy a used truck for $150,000.

606
00:31:40.242 --> 00:31:40.882
Okay.

607
00:31:41.523 --> 00:31:41.843
You know?

608
00:31:41.863 --> 00:31:42.644
So it's not money.

609
00:31:42.704 --> 00:31:43.545
It's not zero.

610
00:31:43.585 --> 00:31:44.786
It's not a million.

611
00:31:45.146 --> 00:31:45.326
Right.

612
00:31:45.366 --> 00:31:51.272
Yeah, but the other problem with this industry is, unlike plumbing, HVAC, electrical, what's the fourth one I always forget?

613
00:31:51.452 --> 00:31:51.793
Roofing.

614
00:31:51.853 --> 00:31:52.193
Roofing.

615
00:31:52.313 --> 00:31:52.653
There it is.

616
00:31:53.334 --> 00:31:57.196
There's like industry-wide training programs.

617
00:31:57.216 --> 00:32:00.218
There's university technical trade schools for these universities.

618
00:32:00.738 --> 00:32:07.402
Plumbing and HVAC and electrical, I think it's 10,000 hours to get your journeyman or 8,000 to 10,000 hours to get your journeyman.

619
00:32:07.982 --> 00:32:10.463
So it's like when you get out into the field, you know what you're doing.

620
00:32:11.124 --> 00:32:13.085
In septic, talent pool is like...

621
00:32:14.617 --> 00:32:16.097
shrunk, right?

622
00:32:16.197 --> 00:32:22.899
The amount of time it takes to get your license in the state of Texas, it's a one-day course, and you pass one test, and you have your license within a month.

623
00:32:23.559 --> 00:32:23.899
That's it.

624
00:32:24.319 --> 00:32:25.940
There's no 10,000 hours to get your license.

625
00:32:25.960 --> 00:32:27.140
Then you can do whatever you want.

626
00:32:27.260 --> 00:32:29.760
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627
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628
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629
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630
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631
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632
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633
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634
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635
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636
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637
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638
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639
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640
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641
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642
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643
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644
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645
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646
00:33:33.385 --> 00:33:35.886
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647
00:33:35.906 --> 00:33:42.047
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648
00:33:42.207 --> 00:33:46.547
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649
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650
00:33:49.428 --> 00:33:49.888
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651
00:33:50.108 --> 00:33:52.670
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652
00:33:52.750 --> 00:33:59.353
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653
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654
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655
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656
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657
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658
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659
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660
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664
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666
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667
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668
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669
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670
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671
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672
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You want to hire somebody, you have to have your own standards or you're going to have like this very wide range.

676
00:35:38.101 --> 00:35:43.385
We have core values and we have a higher standard, but the best hires we've ever made in our organization come from outside the industry.

677
00:35:44.510 --> 00:35:48.973
And I want to bring it up to, like, the 30,000-foot level a little bit because I know people listen to this.

678
00:35:48.993 --> 00:35:51.815
They're like, maybe I'm interested in pumping poop.

679
00:35:51.855 --> 00:35:58.319
But I think, like, the business-building side of this is really interesting because when we came into this, Kyle went full send on a truck.

680
00:35:58.899 --> 00:36:01.841
And, you know, it was 180-some-odd thousand or whatever.

681
00:36:01.861 --> 00:36:03.322
It ended up being a little over – and then –

682
00:36:04.583 --> 00:36:06.844
And then all of a sudden the revenue came and ramped.

683
00:36:06.984 --> 00:36:10.965
And then you asked the question like, what are the challenges that people have?

684
00:36:10.985 --> 00:36:13.386
Like, why isn't everyone full service?

685
00:36:13.526 --> 00:36:18.347
My answer, and I come from a marketing background, but it's the ability to generate your own leads.

686
00:36:18.387 --> 00:36:21.308
Because a lot of those leads are good old boy, like refer, refer, refer.

687
00:36:21.828 --> 00:36:28.977
And if you can come out with a phenomenal brand and marketing, you now control the industry and you can just arbitrage labor.

688
00:36:29.017 --> 00:36:37.428
It's like, all right, if I can capture 50% of the leads in this market, then I'm going to get the ability to control where the labor goes and I make my margin off that.

689
00:36:37.748 --> 00:36:41.894
And so from an investor standpoint, we've created this phenomenal brand.

690
00:36:42.134 --> 00:36:50.685
And the number of door knocks that we get on a week-to-week, day-to-day basis saying, I will write whatever check you want to own a piece of this epic situation is significant.

691
00:36:51.046 --> 00:36:53.869
And all the time, because I almost went to private equity, I'm like...

692
00:36:54.570 --> 00:36:55.591
Yeah, you can go after.

693
00:36:55.631 --> 00:36:57.813
Like, I'm not going to sell to any private equity guy.

694
00:36:58.273 --> 00:37:02.757
Although, you know, that's where I get to say that because I was almost one of those guys.

695
00:37:02.797 --> 00:37:15.649
But it is something that the respect that we have for the owner operator, the type of guy that's like willing and gal, but willing to go out there and get their hands a little dirty and build an empire by scaling people and, you know, doing all that side is significant.

696
00:37:15.769 --> 00:37:27.594
We did want to rip the spirit of what Septic is, that it's owner-operator, small business, somebody who can literally start with a truck and run a million-dollar-plus-year business, starting with nothing, from ground zero.

697
00:37:27.654 --> 00:37:30.115
Like, I wanted to give the people that opportunity.

698
00:37:30.135 --> 00:37:30.475
Totally.

699
00:37:30.535 --> 00:37:32.496
And because no one's ever, no one's ever, like...

700
00:37:32.896 --> 00:37:35.358
Oh yeah, Private Equity, they went and bought up all these plumbing companies.

701
00:37:35.618 --> 00:37:36.519
And it's so nice.

702
00:37:36.559 --> 00:37:38.461
I'm so glad Private Equity owns all that.

703
00:37:38.901 --> 00:37:41.923
The only people that win are like the limited partners behind the scenes.

704
00:37:41.963 --> 00:37:45.206
Like the consumer loses, the management loses.

705
00:37:45.306 --> 00:37:48.509
Like there's one big fat cat winner that sits in.

706
00:37:48.789 --> 00:37:53.073
If we decided to go in plumbing, I'm competing against BlackRock and State Street.

707
00:37:53.113 --> 00:37:54.694
Like what chance do I have?

708
00:37:55.374 --> 00:37:55.995
But you know what?

709
00:37:56.015 --> 00:38:01.740
You say that, but I actually think a good chance because just because somebody buys it doesn't mean you know how to run it.

710
00:38:02.685 --> 00:38:03.345
I'm dead.

711
00:38:03.425 --> 00:38:09.468
Like so many people sell their company and then the non-compete expires and then the person that acquired it sucks.

712
00:38:10.008 --> 00:38:20.572
And I mean, look at Dave Portnoy with Barstool Sports or like, that's again, that's a good media business, but there's so many examples of you sell it, the parent company who bought it screws up,

713
00:38:21.112 --> 00:38:25.733
And then you either buy it back for pennies on the dollar or you start it again.

714
00:38:26.513 --> 00:38:31.555
I just had a podcast with Daniel Lubezki, who's the billionaire founder of Kind Bars.

715
00:38:31.855 --> 00:38:37.676
And he bought back a portion of Kind after selling it for, I think, 220-some million dollars.

716
00:38:37.716 --> 00:38:38.757
And he made a bet on himself.

717
00:38:38.797 --> 00:38:41.017
And now he sold it for billions.

718
00:38:41.157 --> 00:38:41.677
Sold it twice.

719
00:38:42.278 --> 00:38:42.458
Yeah.

720
00:38:42.558 --> 00:38:43.858
And a lot of people sell it.

721
00:38:44.118 --> 00:38:50.040
multiple times because just because somebody has capital does not mean they know how to run the business.

722
00:38:50.560 --> 00:38:51.681
I redact my statement.

723
00:38:52.121 --> 00:39:02.944
Yeah, no, I was actually, so I want to, we'll go more into this, but I was actually, I was just laughing because you're talking about private equity and I'm just wondering how this is going to age.

724
00:39:05.125 --> 00:39:06.885
The plans to go public.

725
00:39:06.925 --> 00:39:07.986
In five years from now.

726
00:39:09.193 --> 00:39:11.036
You only have so many different ways to exit.

727
00:39:11.256 --> 00:39:13.259
You could be Tommy Mello and sell it for two minutes.

728
00:39:13.319 --> 00:39:14.161
Could be Tommy Mello.

729
00:39:14.181 --> 00:39:14.762
Wait, hold on.

730
00:39:15.042 --> 00:39:16.324
We never said, well.

731
00:39:16.825 --> 00:39:18.808
No, I'll be on record.

732
00:39:18.888 --> 00:39:19.629
I'm joking.

733
00:39:19.689 --> 00:39:19.989
We can.

734
00:39:20.129 --> 00:39:23.114
No, I will go on record saying I hate private equity.

735
00:39:23.374 --> 00:39:23.655
I do.

736
00:39:23.995 --> 00:39:24.775
They ruin the trades.

737
00:39:25.115 --> 00:39:27.356
There's going to be so many people that agree with me, except for the private equity.

738
00:39:27.376 --> 00:39:30.517
In fact, the private equity people probably will agree with me in many cases as well.

739
00:39:30.737 --> 00:39:37.120
But there are certain alpha and edge that you get by aggregating a bunch of little turtles that you can have a little bit of economies of scale.

740
00:39:37.340 --> 00:39:38.360
You can build a real brand.

741
00:39:38.380 --> 00:39:39.580
You can bring professional management.

742
00:39:39.600 --> 00:39:40.201
You can go in.

743
00:39:40.461 --> 00:39:41.981
But ultimately, they're looking to trade.

744
00:39:42.121 --> 00:39:46.223
And I think if you can find people like the kind guy that are willing to go long and...

745
00:39:46.823 --> 00:40:11.624
play like reinvent a business not just themselves but reinvent business as well like this whole theme of reinvention is something that isn't just for humans it's for these ambiguous business entities the only person that could have turned that situation around i don't know if they were actually fledgling or not the only person to get it back to growth is the founder that founder energy is that is what created that opportunity you have the goal of of building this of epic to over a billion dollars in

746
00:40:12.345 --> 00:40:17.949
valuation and maybe one day revenue too, which would be an incredibly sized, a great company.

747
00:40:19.350 --> 00:40:19.910
How do you do that?

748
00:40:20.431 --> 00:40:22.732
How do you, so this whole industry is fragmented.

749
00:40:23.073 --> 00:40:26.615
You said there's like 100 billion, 150 billion dollar opportunity.

750
00:40:28.557 --> 00:40:30.398
Who are the big players in this industry?

751
00:40:30.867 --> 00:40:33.089
There's like maybe one.

752
00:40:33.429 --> 00:40:33.609
Yeah.

753
00:40:33.709 --> 00:40:34.190
There's one.

754
00:40:34.530 --> 00:40:35.431
And is that a billion?

755
00:40:35.511 --> 00:40:36.352
It's a lot.

756
00:40:36.432 --> 00:40:37.413
I don't know the revenue number.

757
00:40:37.433 --> 00:40:38.754
They've acquired like 60.

758
00:40:38.794 --> 00:40:39.895
It is a private equity roll.

759
00:40:39.915 --> 00:40:40.115
Oh, yeah.

760
00:40:40.135 --> 00:40:40.775
It's called Wind River.

761
00:40:40.795 --> 00:40:42.257
It's called Wind River and Dire Manor.

762
00:40:42.637 --> 00:40:45.539
Septic private equity specific, like focus?

763
00:40:45.760 --> 00:40:49.843
Strictly, if you go on their website, it'll show you all the local companies they've rolled up.

764
00:40:50.103 --> 00:40:50.283
Yeah.

765
00:40:50.504 --> 00:40:51.865
I think it's like 87 at this point.

766
00:40:52.325 --> 00:40:55.890
It's really hard to roll up septic because it is so fragmented.

767
00:40:55.910 --> 00:40:59.334
And any business that's doing south of two million is very key man risk.

768
00:40:59.534 --> 00:41:02.298
And you would put yourself in a position where you have to find that operator.

769
00:41:02.578 --> 00:41:10.728
And so what they've done now, I don't know all 70 entities, but if you can find that north of two million and some recur revenue from like...

770
00:41:11.269 --> 00:41:35.115
commercial then you have something of substance worth buying but we have so many people that come into the epic septic like franchise pipeline where they're like i went down a process with multiple other companies just like kyle and i went down processes and then they just disintegrate at the end because the operator gets spooked or it's like what am i going to do now or like i didn't that the ability to get in there's a lot of people that want to get into the most unsexy business ever which is septic

771
00:41:35.535 --> 00:41:48.423
And we've made Septic Sexy and we've provided this on-ramp that really is the only pathway for a lot of people, unless you're going to go in and acquire some like $10 million whatever entity, but you really are playing against private equity money at that realm.

772
00:41:48.920 --> 00:41:59.792
So when you think like some advice for entrepreneurs, think about how you like think about how you exit the business at some point or what's your plan?

773
00:42:00.012 --> 00:42:05.378
Should somebody think about who they're selling to or there's going to be some succession plan?

774
00:42:05.398 --> 00:42:06.679
They're going to pass it on to the kids.

775
00:42:06.999 --> 00:42:11.124
Like, should somebody think about that from day one or is that something that you worry about later on?

776
00:42:11.439 --> 00:42:14.342
I'm going to answer that and give you time to provide an answer.

777
00:42:14.782 --> 00:42:18.066
There is the adage, start with the end in mind or reverse engineer.

778
00:42:18.246 --> 00:42:26.214
And as much as I want to say that makes sense in an academic setting, did you start with the end in mind when you came to podcast land?

779
00:42:26.234 --> 00:42:26.935
No, I did not.

780
00:42:27.095 --> 00:42:31.759
Because the end that you would have put would have limited your belief of what was possible.

781
00:42:32.080 --> 00:42:39.747
And now you're in the unlimited game of media where you're going and doing billionaire interviews and you have all these crazy opportunities.

782
00:42:39.827 --> 00:42:42.670
And so if you were to start at the end of mine, you might actually set...

783
00:42:43.447 --> 00:42:44.648
A limiting belief for yourself.

784
00:42:44.688 --> 00:42:45.689
A limiting belief for yourself, yeah.

785
00:42:45.870 --> 00:42:53.497
But I think the other thing is if you don't enjoy the damn journey along the way, you also are going to just ruin your life again.

786
00:42:53.557 --> 00:43:01.806
Like if you leave your corporate job to go and pursue something that some guys on a podcast said sounded awesome, like you could also end up

787
00:43:02.006 --> 00:43:03.948
just in the same position that you were before.

788
00:43:04.228 --> 00:43:13.697
So I think if you set out to just enjoy a journey and build, build, build, be aggressive, create momentum, create opportunity for your family, you're going to die at the end of the day anyways.

789
00:43:13.737 --> 00:43:18.242
And so if you really care about how much is in the bank, like that's a problem in and of itself.

790
00:43:18.302 --> 00:43:20.784
And so let's find the infinite game that you want to play.

791
00:43:20.844 --> 00:43:22.105
That's what we should really be finding.

792
00:43:22.226 --> 00:43:24.187
Yeah, I think my comment on that is just like,

793
00:43:25.122 --> 00:43:32.364
As long as you love it and as long as you run hard, run fast, as long as you can until you'll know when the time is to, to, to let it go.

794
00:43:32.384 --> 00:43:32.944
Yeah.

795
00:43:32.964 --> 00:43:36.986
You know, just like you, like there's going to be a time where you don't want to do podcasting anymore.

796
00:43:37.006 --> 00:43:39.046
You're going to have to reinvent yourself too.

797
00:43:39.506 --> 00:43:50.810
Like we'll see how this one ages and you know, um, but you're doing something extremely successful now, but 10, 20 years down the road when you have kids, for example, you don't know how our lives have totally been flipped upside down with kids.

798
00:43:51.410 --> 00:43:57.335
Like, thank the Lord that we have supportive wives that let us come to Miami on a whim to talk to you.

799
00:43:57.735 --> 00:44:01.238
Yeah, that was like a 24-hour, like, hey, we're going to be there.

800
00:44:01.298 --> 00:44:02.159
Can I give the real story?

801
00:44:02.659 --> 00:44:03.880
We were in our headquarters.

802
00:44:04.140 --> 00:44:04.320
Yeah.

803
00:44:04.701 --> 00:44:05.581
And Chad's like, it's on.

804
00:44:06.282 --> 00:44:08.003
We didn't, this is the same clothes we wore.

805
00:44:08.424 --> 00:44:09.384
We didn't pack a toothbrush.

806
00:44:09.404 --> 00:44:10.025
We didn't pack anything.

807
00:44:10.045 --> 00:44:10.685
We went to the office.

808
00:44:10.705 --> 00:44:11.846
Got on a plane and we never came home.

809
00:44:12.086 --> 00:44:12.227
Yeah.

810
00:44:12.247 --> 00:44:12.367
Yeah.

811
00:44:12.867 --> 00:44:15.268
Which is a very wife unapproved thing to do.

812
00:44:15.729 --> 00:44:18.930
Like, like, they're like, you forgot your, you forgot your everything.

813
00:44:18.950 --> 00:44:21.532
So we, we, I don't know if we should say this, but whatever.

814
00:44:21.632 --> 00:44:25.694
So like, we were at a hotel, the hotel, um, mind you, we're brother-in-laws.

815
00:44:25.734 --> 00:44:30.656
So like, I was like, kind of like, I really think we should wash our clothes before we meet Scott.

816
00:44:30.736 --> 00:44:31.877
This is like behind the scenes.

817
00:44:31.937 --> 00:44:33.518
This is entrepreneurship in a nutshell.

818
00:44:33.538 --> 00:44:35.159
This is, this is just getting shit done.

819
00:44:35.179 --> 00:44:35.979
Getting shit done.

820
00:44:36.199 --> 00:44:37.539
And we're like, oh, it's a Nike dry fit.

821
00:44:37.559 --> 00:44:39.280
I don't think he'll be close enough to smell me.

822
00:44:39.300 --> 00:44:40.340
It's fine.

823
00:44:40.580 --> 00:44:46.742
And so Kyle's like, no, no, I think I should, like, wash our clothes before we meet on this really important interview.

824
00:44:47.642 --> 00:44:52.144
So he went downstairs in a towel to the little laundry.

825
00:44:52.204 --> 00:44:53.944
I acted like I was going to the pool.

826
00:44:53.964 --> 00:44:54.804
I had towels around me.

827
00:44:55.045 --> 00:44:55.905
We didn't have a change of clothes.

828
00:44:55.925 --> 00:44:56.125
I'm like.

829
00:44:58.246 --> 00:45:00.067
Looking around the corner, looking around the corner.

830
00:45:00.287 --> 00:45:00.747
Okay, we're clear.

831
00:45:00.767 --> 00:45:01.907
And I run into the laundry room.

832
00:45:02.168 --> 00:45:03.528
Boom, boom, quarter, quarter, quarter, quarter.

833
00:45:03.648 --> 00:45:05.769
Run back up, wait 30 minutes, fall asleep.

834
00:45:05.789 --> 00:45:06.469
Go down.

835
00:45:06.490 --> 00:45:07.670
Yeah.

836
00:45:07.730 --> 00:45:08.370
Go down, dryer.

837
00:45:08.410 --> 00:45:09.151
And then he, yeah.

838
00:45:09.251 --> 00:45:16.214
So we were texting you at like midnight when you're coming back down to Florida in like towels waiting for our same clothes to dry for today.

839
00:45:16.654 --> 00:45:18.935
So I was, I thought you guys were flying in early.

840
00:45:18.955 --> 00:45:20.436
I didn't know you were already here last night.

841
00:45:20.516 --> 00:45:21.536
Okay.

842
00:45:21.556 --> 00:45:24.858
We were in Atlanta with one of your guests, John Ostinson.

843
00:45:25.373 --> 00:45:26.474
I was at Atlanta this morning.

844
00:45:26.534 --> 00:45:26.814
Atlanta.

845
00:45:26.854 --> 00:45:28.195
I met with John this morning in Atlanta.

846
00:45:28.335 --> 00:45:31.618
He got on a plane, came down here, drove here, and we're about to duck.

847
00:45:31.938 --> 00:45:33.159
We listened to the John podcast.

848
00:45:33.179 --> 00:45:34.660
That was the one that we listened first of yours.

849
00:45:35.280 --> 00:45:39.804
And then he's like, he's the number one business broker in the entire country.

850
00:45:39.904 --> 00:45:40.244
I know.

851
00:45:40.284 --> 00:45:41.265
He's incredible at what he does.

852
00:45:41.465 --> 00:45:41.745
Yeah.

853
00:45:42.205 --> 00:45:51.449
And then everyone said on our team, like, yeah, you don't meet John first because he's the guy that you meet after you know what you're supposed to talk about, not supposed to talk about, and you're really refined.

854
00:45:51.970 --> 00:45:56.091
And at that point, we just had already booked the flight and we're going there.

855
00:45:56.331 --> 00:46:03.194
So entrepreneurship is so messy and so not the way that it's portrayed on social media.

856
00:46:03.254 --> 00:46:10.498
It's like everyone thinks it's like so sexy and fun and like you're fucking driving Lambos and all the other bullshit that comes with entrepreneurship, which is not the case.

857
00:46:13.000 --> 00:46:19.983
What would be the most important lesson or hardest lesson you guys had to learn building Epic?

858
00:46:20.003 --> 00:46:23.265
Because you weren't entrepreneurs, either of you really.

859
00:46:24.165 --> 00:46:25.806
Your parents weren't, I don't think either.

860
00:46:26.286 --> 00:46:29.028
So this is sort of like your first, I want to like...

861
00:46:30.081 --> 00:46:30.921
You guys are killing it.

862
00:46:31.782 --> 00:46:37.324
And not just the fact that the job is difficult and the industry is tough, but all the other behind the scenes stuff.

863
00:46:37.344 --> 00:46:43.646
It doesn't matter what you're doing, those crazy adventures in a hotel trying to get ready for an event or a conference or whatever.

864
00:46:43.786 --> 00:46:45.386
That happens to everybody.

865
00:46:45.506 --> 00:46:47.187
Everybody has those stories, nobody tells them.

866
00:46:47.207 --> 00:46:56.330
And I think that sometimes people are like, they choose to become entrepreneurs and there'll be a moment where they're doing exactly what you did and they're just like, what the fuck did I sign up for?

867
00:46:56.350 --> 00:46:57.651
But everybody I watch on podcasts

868
00:46:59.458 --> 00:47:01.919
they always try to be so polished.

869
00:47:01.959 --> 00:47:08.040
There's very few people who are willing to be vulnerable on these things, and I'm not afraid to get real and down and dirty.

870
00:47:08.640 --> 00:47:18.903
When I first started this business, I was taking two 3 a.m. emergency service calls, waking up while my wife was holding our baby, crying, because I literally...

871
00:47:19.683 --> 00:47:20.823
sacrificed everything.

872
00:47:20.843 --> 00:47:27.706
I gave up like, you know, I was made high six figures in roofing and I threw all that security away to bet on this.

873
00:47:27.806 --> 00:47:28.806
And my wife believed in me.

874
00:47:28.846 --> 00:47:48.794
But if you're not willing to sacrifice things, if you're not willing to sacrifice comfort, there's times where I go out in a two, three o'clock in the morning service call and I had the vacuum on pressure and I'd turn it on and I was covered in 20 gallons of shit water at 3am in the morning.

875
00:47:50.147 --> 00:47:51.088
Let me hear that story.

876
00:47:51.388 --> 00:48:00.057
You know, having panic attacks in the middle of the night, you know, because I'm so stressed because we're growing so fast and I don't know what to do.

877
00:48:00.637 --> 00:48:05.342
You know, if you're not ready for that, like, it's probably not for you.

878
00:48:05.863 --> 00:48:11.888
And riding the lightning financially, you know, when we first started it, we started eating into our savings real fast.

879
00:48:12.329 --> 00:48:13.951
Capital equipment, labor, growth.

880
00:48:14.571 --> 00:48:15.712
It goes fast.

881
00:48:15.772 --> 00:48:18.774
And you know that as much money as you make, you spend it just as fast.

882
00:48:19.294 --> 00:48:20.995
And especially starting in the growth phase.

883
00:48:21.655 --> 00:48:32.301
And, you know, we're in a better spot now, but you, you really have to, one, I think the biggest lesson for me, and I've finally started to get better about this is putting yourself first.

884
00:48:33.102 --> 00:48:34.283
You got to take care of yourself.

885
00:48:34.343 --> 00:48:41.447
If you're going to be the leader that others expect of you to like go through the day and like do a good job, like, you know, go into the gym, eating healthy, eating, eating, eating,

886
00:48:41.947 --> 00:48:45.750
You know, you have to take care of yourself first before you can take care of others.

887
00:48:46.130 --> 00:48:49.552
You have to be the best version of yourself for your wife, for your child, for your employees.

888
00:48:50.012 --> 00:48:51.413
You got to take care of yourself first, man.

889
00:48:52.294 --> 00:48:57.718
In the Marines, like it was drilled into me, like put your Marines first and like leaders eat last, like their whole methodology.

890
00:48:58.830 --> 00:48:59.711
It starts with you, dude.

891
00:49:00.132 --> 00:49:08.240
Like if you're not mentally good, if you're not physically good, if you're not spiritually good, there's no way you're going to be able to go out into the world and conquer and grow a huge business.

892
00:49:09.601 --> 00:49:14.966
Because when I first started out, and Chad will tell you, he's my brother-in-law, I see him every – he lives one mile away from me, by the way, down the hill.

893
00:49:15.226 --> 00:49:16.848
We see each other every day.

894
00:49:16.868 --> 00:49:19.551
It's been a journey.

895
00:49:19.949 --> 00:49:20.809
I can go vulnerable.

896
00:49:20.829 --> 00:49:23.390
I can actually go real vulnerable on this one.

897
00:49:23.870 --> 00:49:26.711
Like, I think the hard part about it is, like, the opportunity cost side.

898
00:49:26.932 --> 00:49:31.933
And so, like, you do something and there's, like, oh, like, I'll compare against the former salary I was making.

899
00:49:31.953 --> 00:49:35.295
And, like, you feel like, oh, that's a quantified opportunity cost.

900
00:49:35.375 --> 00:49:36.075
But then there's, like...

901
00:49:36.655 --> 00:49:38.076
the opportunity cost of time.

902
00:49:38.236 --> 00:49:47.362
And so you right now live in this pre-kid era of your life that time and space are fluid and infinite.

903
00:49:47.702 --> 00:50:01.650
The moment you have this little soul that you have as like this baby, everything becomes so finite because you like, this is for, you start to miss like, I don't actually want to cry, but you start to miss like a few things.

904
00:50:02.191 --> 00:50:04.212
Ah, can you say what I was going to say?

905
00:50:04.850 --> 00:50:08.402
Chad has two beautiful boys, Rome and Rocky.

906
00:50:09.245 --> 00:50:10.970
Um, I've known them since they were born and

907
00:50:15.031 --> 00:50:18.112
Chad, it eats Chad alive to be away.

908
00:50:18.252 --> 00:50:21.654
And the older my daughter gets, she's a year and nine months now.

909
00:50:21.834 --> 00:50:23.575
Like she started to remember things.

910
00:50:23.595 --> 00:50:24.876
She started to ask where daddy is.

911
00:50:25.596 --> 00:50:40.024
And the fact that Chad's on this journey with me and sacrificing so much time away, missing dinner with his boys, his wife, those precious moments that you remember as a kid when your dad would like throw a football with you in the backyard and play catch.

912
00:50:40.704 --> 00:50:41.605
He's missing that.

913
00:50:41.625 --> 00:50:41.725
Yeah.

914
00:50:42.605 --> 00:50:43.506
I'm missing out on my daughter.

915
00:50:43.526 --> 00:50:48.969
My daughter's a little younger at that point, but as they get older and then more time you spend away, that guilt compounds.

916
00:50:49.590 --> 00:50:54.112
But that's, those are the sacrifices you make to grow a company.

917
00:50:54.132 --> 00:51:00.877
It's like there's, dude, there's, if you want to do something great, it requires great sacrifice.

918
00:51:03.762 --> 00:51:05.303
I can talk again, I think, on the switch.

919
00:51:05.323 --> 00:51:05.563
Yeah.

920
00:51:05.824 --> 00:51:06.524
Are you okay, dude?

921
00:51:06.544 --> 00:51:07.325
Thank you.

922
00:51:07.345 --> 00:51:08.906
I didn't expect to cry on this podcast.

923
00:51:08.926 --> 00:51:10.027
It's not a cry podcast.

924
00:51:10.087 --> 00:51:13.069
Do you need a Red Bull or a Magic Mile?

925
00:51:13.109 --> 00:51:13.389
I don't know.

926
00:51:13.449 --> 00:51:14.350
Whatever you need.

927
00:51:14.530 --> 00:51:18.733
No, I think it's heart-wrenching because, like, the opportunity cost of us.

928
00:51:18.813 --> 00:51:20.374
I'll try to finish my comment there.

929
00:51:21.635 --> 00:51:29.177
Like when you miss something, like because they're evolving so quickly, you can miss like, you're like, oh, I was really busy for this week or this month.

930
00:51:29.217 --> 00:51:32.938
And it's like, oh, you miss like some actual life changing things for them.

931
00:51:33.078 --> 00:51:39.340
And that's where when you get into kid mode, which hopefully God willing, you'll be in that mode not too long from now.

932
00:51:40.300 --> 00:51:41.962
you want to be present for that.

933
00:51:41.982 --> 00:51:45.805
And I come from a former business where I got to be present for everything because I worked from home all the time.

934
00:51:45.845 --> 00:51:46.645
And so it was awesome.

935
00:51:46.725 --> 00:51:49.007
I was like marketing, virtual entity, all the things.

936
00:51:49.368 --> 00:51:55.633
But then there was something inside where I was like, I need the big, big one.

937
00:51:55.793 --> 00:51:58.275
Like that's where, you know, I've been around a lot of success.

938
00:51:58.295 --> 00:52:02.078
I've been a part of a lot of success, but I haven't had the one where I was like, that was me.

939
00:52:02.138 --> 00:52:03.559
Like I really wanted to hit a home run.

940
00:52:04.040 --> 00:52:05.881
And so that's what I'm going out.

941
00:52:06.282 --> 00:52:08.624
And with this endeavor, like we're on the pathway there.

942
00:52:09.164 --> 00:52:15.108
But to create opportunity in this world, like going in person like we did, we just got on a plane.

943
00:52:15.128 --> 00:52:26.435
Part of the reason, Scott, to tell you like the honest truth and why we didn't book this to the last little bit is like it's hard to book it far in advance because that's when you have to like tell your wife and tell your kids and make the plans.

944
00:52:26.475 --> 00:52:27.496
And it feels so much harder.

945
00:52:27.516 --> 00:52:31.558
But if it's like I wake up, go to the office and then all of a sudden I like send it.

946
00:52:31.679 --> 00:52:32.519
I shouldn't have done it this way.

947
00:52:32.539 --> 00:52:36.121
Like send a text message like, hey, we're going to be back not tonight, but tomorrow night.

948
00:52:36.141 --> 00:52:36.982
We're going to Miami.

949
00:52:37.022 --> 00:52:38.323
And that's not the words they want to hear.

950
00:52:38.983 --> 00:52:44.325
Um, but it was easier psychologically for me because it's like, oh, I'm just like gone a little bit longer.

951
00:52:44.345 --> 00:52:47.327
I'm not like going to miss as much as kind of where it is.

952
00:52:47.387 --> 00:52:56.311
But like, I don't know, I'm kind of going, going on this topic, but the opportunity cost and like, especially when you get a kid, it's like it's going to change the way you operate your life.

953
00:52:56.371 --> 00:52:57.291
It totally is gone.

954
00:52:57.491 --> 00:53:00.813
I'll add something to that because I think it's important.

955
00:53:00.853 --> 00:53:02.514
So I'm well aware.

956
00:53:02.635 --> 00:53:07.017
And thank you for opening up because I don't think a lot of people are comfortable.

957
00:53:07.698 --> 00:53:11.340
It's easy to say, you know, life's great, building the business.

958
00:53:11.581 --> 00:53:17.164
But I see a lot of people on the other side of 30 years of just building the business and ignoring everything else.

959
00:53:18.385 --> 00:53:24.773
And they won't say it, but you can see like part of their life is not complete, a majority of it.

960
00:53:25.293 --> 00:53:31.160
And I look at people who I sit down with who are wildly successful and have sold companies for hundreds of millions of dollars and some billionaires.

961
00:53:31.200 --> 00:53:32.742
And there's sort of like two versions of those people.

962
00:53:32.782 --> 00:53:34.785
Like one of them has maintained...

963
00:53:35.946 --> 00:53:39.952
the relationship with their kids, their family, their wife or their husband, and the other one hasn't.

964
00:53:39.972 --> 00:53:43.137
And the person who hasn't is just not happy and not fulfilled.

965
00:53:43.157 --> 00:53:47.022
And they're always chasing and trying to get something back.

966
00:53:47.844 --> 00:53:51.389
They let go and they shouldn't have let go of it and forgotten about it for so long.

967
00:53:51.929 --> 00:53:54.470
You've interviewed some amazing people.

968
00:53:54.490 --> 00:53:55.630
I haven't watched all your episodes.

969
00:53:55.650 --> 00:53:56.290
I've watched a couple.

970
00:53:56.830 --> 00:53:59.311
Have you learned anything like even off camera?

971
00:53:59.451 --> 00:54:05.712
Like what would be like the one thing that you've learned from some of these extraordinary people that you've interviewed on how to balance it all?

972
00:54:22.456 --> 00:54:25.257
and you not allowing things to distract you from it.

973
00:54:26.217 --> 00:54:32.739
I don't know if that makes sense, but the people that care about things outside of work, they just make it a priority.

974
00:54:32.979 --> 00:54:36.080
It's not like their life is easier or there's less commitment on their calendar.

975
00:54:36.100 --> 00:54:37.540
They block off time for it.

976
00:54:37.580 --> 00:54:38.581
They focus on it.

977
00:54:39.901 --> 00:54:46.526
They maybe, you know, they don't go after every opportunity, even if it's exciting, because that thing would conflict with the family thing.

978
00:54:46.566 --> 00:54:50.989
And they leave money on the table in some cases because family is important.

979
00:54:51.690 --> 00:54:57.014
I think that what I do, and I'm not like super proud of it, but sometimes I want kids.

980
00:54:57.995 --> 00:55:01.958
But I don't feel the pain of not having kids yet because I distract myself with work.

981
00:55:02.558 --> 00:55:03.879
And that's something that I'm working on.

982
00:55:04.119 --> 00:55:09.284
Like I'm consciously, and with Gina, and we talk about it a lot, like we have to create space in our lives.

983
00:55:10.025 --> 00:55:19.513
Because if you're single, it's not like, especially when you're building your own thing, it's not like you don't have to have downtime.

984
00:55:20.073 --> 00:55:21.414
Like there's always something for me to do.

985
00:55:22.333 --> 00:55:34.445
Like if I clear my inbox, which is rare, I can still like find another cool person to interview or I can go through my emails and somebody asked me to go on their podcast or come to this event in this part of the country or even outside the country.

986
00:55:34.465 --> 00:55:35.807
Like there's never an end.

987
00:55:36.267 --> 00:55:39.531
And all of it usually comes with some form of money or a cool connection.

988
00:55:39.571 --> 00:55:39.911
So it's like...

989
00:55:40.892 --> 00:55:44.015
But you have to be like, okay, that's not my priority.

990
00:55:44.035 --> 00:55:47.398
And if I keep this up, I can keep operating like this for the rest of my life.

991
00:55:47.679 --> 00:55:52.243
And then I'll just never have kids and I'll never miss them until one day, like I won't be able to work anymore.

992
00:55:52.263 --> 00:55:53.244
And then I'll have all the time.

993
00:55:53.284 --> 00:55:54.966
And all I'd be thinking about is why didn't I do this?

994
00:55:54.986 --> 00:55:55.146
Like,

995
00:55:56.791 --> 00:55:57.471
50 years ago.

996
00:55:58.071 --> 00:55:58.932
And I think about that a lot.

997
00:55:58.952 --> 00:56:05.734
And I just, you know, I just have to stop distracting myself with work and that's super hard for me because work is a lot of my identity.

998
00:56:06.074 --> 00:56:07.615
But I think that's what a lot of people struggle with.

999
00:56:07.715 --> 00:56:20.479
And then I just don't, I think I'm fortunate because I have like a, you know, the access to people who were in my position at my age and could have gone in both directions.

1000
00:56:21.039 --> 00:56:28.124
One being stop working all the time and build out a family and be fulfilled across all these areas of your life.

1001
00:56:28.184 --> 00:56:32.226
And the other version being I'll have kids later, I'll have kids later, I'll have kids.

1002
00:56:32.266 --> 00:56:35.028
And I just see the end result of that second person.

1003
00:56:35.048 --> 00:56:35.949
I just don't want to be it.

1004
00:56:36.629 --> 00:56:42.713
So then it's very easy for me to make a conscious decision to like not do as much and then have like focus on family and shit.

1005
00:56:42.813 --> 00:56:50.320
So a lot of the viewers you listen to, I would say all of them, but there's some 9-to-5ers out there that, to your point, have golden handcuffs.

1006
00:56:50.740 --> 00:56:55.844
With that in mind, what would be your message to them?

1007
00:56:56.825 --> 00:56:58.246
Somebody who wants to make a jump.

1008
00:56:58.627 --> 00:57:01.849
I mean, we have an answer to this, but somebody who wants to make a jump to go after something.

1009
00:57:02.550 --> 00:57:06.733
And are too scared to do that, what would be your... Well, I think you have to know what season of life you're in.

1010
00:57:07.494 --> 00:57:12.198
So in all seriousness, entrepreneurship is not for everyone, and it may not be for you now.

1011
00:57:12.718 --> 00:57:14.359
Or it could be, but you've got to figure that out.

1012
00:57:14.400 --> 00:57:17.762
So if you're going to make a jump, it's not going to be easy.

1013
00:57:18.122 --> 00:57:21.345
It's not going to be less work.

1014
00:57:21.405 --> 00:57:23.767
It'll probably be more work for less money in the short term.

1015
00:57:23.787 --> 00:57:24.668
Yeah.

1016
00:57:25.088 --> 00:57:30.144
But that's okay because if you do it for 10, 15 years, you'll find a way to make it work.

1017
00:57:30.586 --> 00:57:32.452
But is that where you're at in your life right now?

1018
00:57:33.838 --> 00:57:37.981
I think the answer is set proper expectations and know what it's going to take.

1019
00:57:38.622 --> 00:57:53.552
And if you just had a kid and you don't want to miss these, like I don't have kids, but I have friends with kids, and time goes by very quickly, maybe you don't do that just yet.

1020
00:57:54.293 --> 00:58:02.459
Maybe you work the 9 to 5 because you have 5 to 9 and the weekend's off and you can spend time with your kid.

1021
00:58:02.999 --> 00:58:04.580
So don't do what Kyle and Chad did.

1022
00:58:04.600 --> 00:58:05.160
Do it.

1023
00:58:06.381 --> 00:58:07.101
I think it's tough.

1024
00:58:07.321 --> 00:58:09.842
I think, like, listen, there's no right or wrong advice.

1025
00:58:09.882 --> 00:58:12.163
It's very unique depending on what you want your life to look like.

1026
00:58:12.303 --> 00:58:24.729
I just think that the worst case scenario is, like, if you don't know what you're getting yourself into, and then you're, like, you hate and resent your life because you signed up for something, you didn't expect it to be this much work, and now you're, like, missing out.

1027
00:58:25.969 --> 00:58:27.050
Kind of like what you're going through.

1028
00:58:27.070 --> 00:58:27.490
It's tough.

1029
00:58:27.750 --> 00:58:28.570
You'll figure it out.

1030
00:58:29.791 --> 00:58:30.011
But...

1031
00:58:32.221 --> 00:58:33.437
What you're going through is not.

1032
00:58:34.667 --> 00:58:37.768
a lot of people would not survive what you're going through.

1033
00:58:37.788 --> 00:58:43.989
Not like literally, but like figuratively, they wouldn't have the fortitude to deal with it, especially if they're on their own.

1034
00:58:45.110 --> 00:58:46.290
You have two business partners.

1035
00:58:47.610 --> 00:58:48.510
Third one's not here right now.

1036
00:58:48.550 --> 00:58:54.972
We'll get them on the podcast eventually, but you have like friends and peers that can help you through this.

1037
00:58:55.512 --> 00:58:56.872
Entrepreneurship is super lonely.

1038
00:58:57.673 --> 00:58:59.613
So if somebody is gonna do it, maybe that's the answer.

1039
00:58:59.853 --> 00:59:02.154
Maybe share some of the burden, you know, whatever it is.

1040
00:59:03.753 --> 00:59:06.075
I don't know if that's the best advice, but it's like the advice.

1041
00:59:06.855 --> 00:59:11.619
It's not going to make somebody feel good, but I don't care about making people feel good.

1042
00:59:12.400 --> 00:59:16.263
I want people that live a good life that they enjoy and lights them up.

1043
00:59:16.514 --> 00:59:21.280
I want to double click on a comment and also give you a compliment.

1044
00:59:21.600 --> 00:59:25.125
One was I thought it was really insightful what you said about the timing.

1045
00:59:25.145 --> 00:59:32.534
Because the podcast, especially the stuff that I listen to, is like super bro podcast stuff where it's like, the time is now!

1046
00:59:32.874 --> 00:59:33.715
And it's in a voice.

1047
00:59:33.735 --> 00:59:33.855
Good.

1048
00:59:36.197 --> 00:59:37.197
There's nuance to that.

1049
00:59:37.237 --> 00:59:41.198
Like the time might be soon, but the time isn't always now.

1050
00:59:41.258 --> 00:59:45.579
Or like if it is like, you know, it's your own journey, but like you got to be conscious of the sacrifice.

1051
00:59:45.599 --> 00:59:49.179
So I think your comment about like the right timing is very insightful.

1052
00:59:49.599 --> 01:00:01.962
The compliment that I wanted to give you is like, you are in a very fortunate position through all the work that you've done, where if you get into dad mode, Scott, Scott the dad, what are you gonna call yourself as a dad?

1053
01:00:02.342 --> 01:00:03.662
Dad Scott, Scott dad?

1054
01:00:03.922 --> 01:00:05.243
I guess Scott's the dad.

1055
01:00:05.303 --> 01:00:05.623
I don't know.

1056
01:00:05.643 --> 01:00:06.004
Scott's the dad.

1057
01:00:06.084 --> 01:00:06.384
I guess.

1058
01:00:06.464 --> 01:00:07.305
I don't mind that.

1059
01:00:07.325 --> 01:00:08.826
We'll put him on to it.

1060
01:00:09.206 --> 01:00:15.611
But now you're like putting on this like new identity because you have Scott the podcast success story.

1061
01:00:15.631 --> 01:00:21.575
And that's something that's like grown as a media empire quickly but also slowly at the same time.

1062
01:00:21.615 --> 01:00:23.216
It's like the 10-year overnight success.

1063
01:00:23.276 --> 01:00:26.478
I think it was 2019 was your first endeavor in there.

1064
01:00:26.639 --> 01:00:30.261
And so, yeah, to be able to do in seven years as much as you have.

1065
01:00:30.601 --> 01:00:31.842
Like if you were to actually –

1066
01:00:32.883 --> 01:00:59.790
take a paternity leave as they call it in like the normal nine to five like you could actually do it and like you could Scott the podcaster could still you could put that back on and no one would know the difference like you could go out have a baby spend six months being Scott the dad and learning what that new coat of armor feels like and there's not everyone that gets that luxury so the fact that you've been able to accomplish what you have and feel confident in what you've accomplished.

1067
01:01:00.270 --> 01:01:02.992
is like a really blessed and fortunate opportunity that you have.

1068
01:01:03.012 --> 01:01:03.832
So it's a compliment.

1069
01:01:03.852 --> 01:01:10.215
Yeah, you've built something where you're able to, like whenever the time does come, you can just enjoy that time.

1070
01:01:10.235 --> 01:01:12.857
I would challenge you to enjoy it because it's going to be a really big challenge.

1071
01:01:13.397 --> 01:01:15.358
I would say one more thing too.

1072
01:01:16.198 --> 01:01:18.820
And this is actually kind of how you set entrepreneurs up.

1073
01:01:18.880 --> 01:01:24.762
And I think it's actually a really interesting, this is what I was talking to John about with like franchising and whatnot.

1074
01:01:25.843 --> 01:01:27.924
There's so many versions of entrepreneurship.

1075
01:01:28.844 --> 01:01:30.605
So there's versions of entrepreneurship

1076
01:01:31.507 --> 01:01:38.711
where you, I don't really agree, this is the best way to do it, but like you quit your job, you go all in, you build something from scratch.

1077
01:01:38.731 --> 01:01:44.914
This is like the glorified social media, Stanford, whatever, right?

1078
01:01:45.074 --> 01:01:55.480
I think for most people, if they really want to build something, there's easier ways to do it where it doesn't candidly like destroy your life for the first five plus years.

1079
01:01:56.020 --> 01:01:58.882
This is like how you guys set up all your franchise with Epic.

1080
01:01:58.902 --> 01:02:03.326
This is like, you're talking about John, he does this for a living and he's such, it's not just like a plug for franchise.

1081
01:02:03.346 --> 01:02:07.669
There's a lot of other ways to build a business without destroying your life.

1082
01:02:07.749 --> 01:02:08.930
But I just think like,

1083
01:02:10.813 --> 01:02:14.656
Just build a life you actually want and find a vehicle to get yourself there.

1084
01:02:14.736 --> 01:02:21.921
And there's like whether or not it's going into a septic or a random unsexy industry that no one's ever spoken about.

1085
01:02:22.382 --> 01:02:26.424
There's like so many things that you can do to build a life that you actually want to live.

1086
01:02:26.705 --> 01:02:30.648
That is not what Instagram is going to advertise to you.

1087
01:02:31.288 --> 01:02:32.929
Tell them about Richard.

1088
01:02:32.969 --> 01:02:35.370
Our first franchise fits that mold perfectly.

1089
01:02:35.490 --> 01:02:39.813
What's wonderful is Richard didn't even have to quit the big Fortune 500 situation.

1090
01:02:39.833 --> 01:02:41.514
He makes an amazing amount of money.

1091
01:02:41.934 --> 01:02:46.717
And then he's like, I want to build something that my kids can be proud of, which is interesting.

1092
01:02:47.857 --> 01:02:59.885
Kids don't really care about the Fortune 500 thing as much, but when they see mom and dad going out there and building something that they own, there's something intangibly valuable about that.

1093
01:03:00.365 --> 01:03:12.353
And so for the Scots of the dad of the world, so to speak, there's the full send, high risk, potentially high reward of startup, figure it out on your own.

1094
01:03:12.713 --> 01:03:14.054
And then franchising, which...

1095
01:03:15.775 --> 01:03:21.016
The word franchise, like franchising gets a bad rap in certain situations where even Kyle and I were like, are we sure we want to do this?

1096
01:03:21.076 --> 01:03:24.217
Because there's some connotations and some bad apples and all the things.

1097
01:03:24.257 --> 01:03:28.938
But like when you talk about with John, you're talking about like it's kind of its own asset class.

1098
01:03:29.198 --> 01:03:32.719
It makes a sexy spin on an unsexy industry in many ways.

1099
01:03:33.119 --> 01:03:41.861
Creates a playbook where if you were going to accomplish something over a five year period with the right playbook, you know, connections, buying power, marketing power, etc.

1100
01:03:42.081 --> 01:03:43.602
You might be able to accomplish that in two years.

1101
01:03:46.103 --> 01:04:12.042
leave your family like destitute or leave you still can be like chad the dad and like be able to build something where my risk tolerance has to adapt slightly because i'm no longer the guy who graduated from usc that can go and like travel the world and do whatever i want and be remote and like you know that was me like a couple but now i'm like i got rome and i got rock and i my two little boys and like the risk that i take

1102
01:04:12.542 --> 01:04:18.865
It is this compounding lever where if I go and something breaks, it breaks them, which would break me.

1103
01:04:18.985 --> 01:04:19.765
That would break me.

1104
01:04:20.206 --> 01:04:29.330
So that's where the opportunity to do something of like a trodden path of franchising this instance, it's a really interesting opportunity.

1105
01:04:30.038 --> 01:04:31.459
I don't know if you, is that what you want to re-say?

1106
01:04:31.760 --> 01:04:37.545
Well, in the famous words of Josh Cohen, you're in business for yourself, but not by yourself.

1107
01:04:37.925 --> 01:04:39.267
Noom is a success story partner.

1108
01:04:39.467 --> 01:04:41.809
Now, here's the thing that nobody tells you about losing weight.

1109
01:04:42.249 --> 01:04:43.711
Losing it isn't the hard part.

1110
01:04:44.071 --> 01:04:44.892
Keeping it off is.

1111
01:04:45.212 --> 01:04:52.399
Almost anyone can white knuckle a few good months of diet and exercise, but then work gets crazy and routines break and it all comes right back.

1112
01:04:52.519 --> 01:04:55.542
I have built my entire career and my life around one idea.

1113
01:04:56.042 --> 01:04:59.423
Systems beat motivation and weight loss is no different.

1114
01:04:59.703 --> 01:05:02.604
You need something that holds up when life doesn't cooperate.

1115
01:05:02.804 --> 01:05:04.585
And that's exactly what Noom is built for.

1116
01:05:04.965 --> 01:05:08.106
Noom is a health and wellness app that combines GLP one medication.

1117
01:05:08.406 --> 01:05:12.067
That's the weight loss medication that everyone's talking about with behavioral support.

1118
01:05:12.327 --> 01:05:13.968
So the medication kick starts the weight loss.

1119
01:05:14.328 --> 01:05:21.230
And then the psychology side, the daily lessons, the food logging, the real coaching, that builds the habits that make it stick.

1120
01:05:21.611 --> 01:05:22.891
Even if you stop the medication.

1121
01:05:23.211 --> 01:05:23.711
And it works.

1122
01:05:23.952 --> 01:05:27.114
People lose 37% more weight with Noom than with GLP-1 alone.

1123
01:05:27.474 --> 01:05:29.295
Noom helps you lose weight and keep it off.

1124
01:05:29.555 --> 01:05:30.416
And that's the difference.

1125
01:05:30.596 --> 01:05:32.877
The Noom GLP-1 program starts at $39.

1126
01:05:33.037 --> 01:05:35.079
It's delivered to your door in as little as seven days.

1127
01:05:35.119 --> 01:05:37.921
So start your GLP-1 journey today at Noom.com.

1128
01:05:38.201 --> 01:05:41.003
That's N-O-O-M.com Noom.

1129
01:05:41.343 --> 01:05:42.264
Lose for keeps.

1130
01:05:42.684 --> 01:05:47.367
Initial one month subscription from $39 plus tax and $99 plus tax per month.

1131
01:05:47.407 --> 01:05:52.090
Thereafter cost of medication, not included final pricing depends on program selection.

1132
01:05:52.230 --> 01:06:02.378
Results based on a January 2026 analysis of 14,203 NoomGLP1RX program members who logged weight over a 40-week period.

1133
01:06:02.899 --> 01:06:06.401
Higher app engagement was associated with greater weight loss at 16 weeks.

1134
01:06:07.242 --> 01:06:08.424
NetSuite is a success story partner.

1135
01:06:08.624 --> 01:06:10.146
Now you probably know NetSuite already.

1136
01:06:10.166 --> 01:06:16.355
It's a software that a ton of companies use to basically manage everything, their finances, their inventory, their HR.

1137
01:06:16.415 --> 01:06:17.597
It's just all in one place.

1138
01:06:17.818 --> 01:06:19.820
Now they just came out with NetSuite Next.

1139
01:06:20.021 --> 01:06:22.244
This is the AI version of all.

1140
01:06:22.264 --> 01:06:22.704
all of that.

1141
01:06:22.724 --> 01:06:27.347
So now you can ask it a question the way you'd ask someone on your team who just knows everything about your business.

1142
01:06:27.667 --> 01:06:28.588
It gives you the answer.

1143
01:06:28.848 --> 01:06:34.571
It keeps you up to date on all the things you need to know about your company and your business without you having to go digging for them.

1144
01:06:34.812 --> 01:06:40.435
And it has these AI agents that take care of all the routine work in your business that eats up everybody's day.

1145
01:06:40.695 --> 01:06:45.516
Now, the bigger picture here is that AI is starting to change how teams actually work together.

1146
01:06:45.816 --> 01:06:49.597
It's happening incredibly fast, and most companies don't have a plan for it.

1147
01:06:49.837 --> 01:06:50.497
NetSuite does.

1148
01:06:50.797 --> 01:06:56.279
They have a free guide called Aligning for the Agentic Era, how AI is changing everyday work.

1149
01:06:56.419 --> 01:07:01.440
It breaks down how AI could reshape the way your whole organization works and what your business should be doing to get ahead of it.

1150
01:07:01.640 --> 01:07:04.341
If I needed a tool like NetSuite, it's what I'd use and you should too.

1151
01:07:04.621 --> 01:07:13.585
So if your revenues are at least in the seven figures, get our free business guide, Aligning for the Agentic Era, How AI is Changing Everyday Work at netsuite.com slash scottclary.

1152
01:07:13.865 --> 01:07:17.567
The guide is free to you at netsuite.com slash scottclary.

1153
01:07:17.827 --> 01:07:20.248
That's netsuite.com slash scottclary.

1154
01:07:20.348 --> 01:07:21.650
Monarch is a success story partner.

1155
01:07:21.730 --> 01:07:22.451
Now, quick question.

1156
01:07:22.591 --> 01:07:24.573
Do you know where your money went last month?

1157
01:07:24.653 --> 01:07:26.395
Not roughly, but exactly.

1158
01:07:26.515 --> 01:07:27.216
And most people don't.

1159
01:07:27.436 --> 01:07:28.378
And I didn't for years.

1160
01:07:28.418 --> 01:07:30.560
And that is most of our money stories, right?

1161
01:07:30.640 --> 01:07:34.365
When we first start our career, we have one income and one account, and you can kind of wing it.

1162
01:07:34.605 --> 01:07:36.868
But once you're running businesses, once you're investing...

1163
01:07:37.148 --> 01:07:42.471
Once you're carrying 50 different subscriptions that you stopped paying attention to, winging it gets super expensive.

1164
01:07:42.691 --> 01:07:43.711
Monarch fixed that for me.

1165
01:07:43.791 --> 01:07:46.533
It is the personal finance app that tracks everything.

1166
01:07:46.593 --> 01:07:50.655
So that means accounts, investments, savings goals, spending all on one screen.

1167
01:07:50.775 --> 01:07:54.477
The first week I had it, it fired recurring charges I'd been paying for months without realizing.

1168
01:07:54.597 --> 01:07:56.358
And every single week, the AI recap

1169
01:07:56.698 --> 01:08:00.301
tells me if spending spiked, if my net worth moved, and what bills are coming.

1170
01:08:00.321 --> 01:08:03.563
And I can just ask it, hey, can I afford this trip without touching my savings?

1171
01:08:03.623 --> 01:08:06.726
And I can get a real answer based on my actual numbers.

1172
01:08:06.846 --> 01:08:09.007
It is a financial advisor in your pocket.

1173
01:08:09.268 --> 01:08:11.129
It costs less than an hour with a real one.

1174
01:08:11.269 --> 01:08:13.050
So write your own money story with Monarch.

1175
01:08:13.271 --> 01:08:17.854
Use code success at monarch.com and get your first year of Monarch Core half off at just $50.

1176
01:08:18.114 --> 01:08:21.617
That's 50% off your first year at monarch.com with code success.

1177
01:08:21.957 --> 01:08:34.460
So you've gone through this, this sort of learning experience, building Epic, and you've, and you've learned, I mean, like, you know, you, you stress about parts of it because it's so hard and it's a lot of work and it takes you away from your family.

1178
01:08:35.380 --> 01:08:38.961
Ironically, it's like incredibly successful and you're growing.

1179
01:08:39.181 --> 01:08:51.444
And I know that you're on a couple of different shows, you were talking about like a playbook to get to a billion and you can actually break it down, which is incredibly, you know, any entrepreneur, oh my God, this is exactly what I want.

1180
01:08:52.786 --> 01:09:01.205
but the question more is around how do you, if you go back and tell Chad and Kyle when you were just starting out,

1181
01:09:02.948 --> 01:09:07.490
like a piece of advice that would help you decide how you want to be entrepreneurs?

1182
01:09:07.530 --> 01:09:09.951
Like, how do you think through what your life should look like?

1183
01:09:09.971 --> 01:09:12.873
Because I think you would probably, maybe you do things differently, maybe you wouldn't.

1184
01:09:13.553 --> 01:09:21.077
But like, what's that piece of advice for somebody who's now in a job, who is trying to decide, should I start something from scratch?

1185
01:09:21.557 --> 01:09:22.737
Should I stay in my job?

1186
01:09:23.078 --> 01:09:25.539
Should I invest into a franchise?

1187
01:09:25.819 --> 01:09:32.182
Like, how do they, what's the decision framework that you should have done that you hope somebody else would do?

1188
01:09:32.718 --> 01:09:36.439
I don't think there's a perfect decision framework, but it goes back to what you said earlier.

1189
01:09:36.659 --> 01:09:38.879
Knowing what phase of life you're in, number one.

1190
01:09:39.420 --> 01:09:41.100
Doing an audit of yourself, number two.

1191
01:09:42.620 --> 01:09:43.621
Write it down.

1192
01:09:43.641 --> 01:09:44.841
Write your pros and cons.

1193
01:09:44.881 --> 01:09:46.361
Where am I at financially?

1194
01:09:46.381 --> 01:09:47.201
Where am I at spiritually?

1195
01:09:47.221 --> 01:09:49.742
Where am I at at this phase of my life?

1196
01:09:49.842 --> 01:09:51.502
Do I have the ability to do this?

1197
01:09:52.963 --> 01:09:57.604
But at the end of the day, no time to jump is perfect at the end of the day.

1198
01:09:57.664 --> 01:09:58.944
There's no decision matrix.

1199
01:10:04.026 --> 01:10:04.386
box.

1200
01:10:04.506 --> 01:10:05.807
There's no perfect way to do it.

1201
01:10:05.927 --> 01:10:12.633
And I would just say it comes down to knowing yourself, doing the research, whatever industry you want to go into, do diligence.

1202
01:10:13.113 --> 01:10:15.455
Do not do what I did and just buy a truck and figure it out on the web.

1203
01:10:15.815 --> 01:10:17.137
There's so much information out there.

1204
01:10:17.157 --> 01:10:21.100
We live in the most amazing, amazing, I almost sounded Canadian there for a minute.

1205
01:10:22.701 --> 01:10:25.103
But we live in the most amazing time in history.

1206
01:10:25.523 --> 01:10:28.686
There's so much information out there for you to make educated decisions.

1207
01:10:28.706 --> 01:10:29.326
We have AI.

1208
01:10:29.346 --> 01:10:30.447
We have all these tools.

1209
01:10:30.727 --> 01:10:32.008
Like, leverage that.

1210
01:10:32.529 --> 01:10:32.929
Learn that.

1211
01:10:32.969 --> 01:10:34.830
Like, do so much due diligence.

1212
01:10:34.850 --> 01:10:37.993
You know that industry backwards and forth before you even make the jump.

1213
01:10:38.413 --> 01:10:40.435
There's so – like, don't go blind like I did.

1214
01:10:40.735 --> 01:10:45.919
If I just took, like, six months to do, like, deep dog – like, the way I do diligence is the Marine Corps way to do diligence.

1215
01:10:45.939 --> 01:10:47.560
Just run head first and figure it out later.

1216
01:10:47.820 --> 01:10:48.561
He's a little bit different.

1217
01:10:48.801 --> 01:10:49.302
But, like –

1218
01:10:49.962 --> 01:10:51.424
Like, do your research.

1219
01:10:51.464 --> 01:10:54.687
Do diligence and get to a point where you feel confident enough to make a leap.

1220
01:10:54.727 --> 01:10:56.349
But at the end of the day, it's going to have to be on you.

1221
01:10:56.369 --> 01:10:59.172
You're going to look at yourself in the mirror and be like, I'm doing this shit or I'm not.

1222
01:10:59.252 --> 01:11:01.174
Like, it's going to be a personal decision.

1223
01:11:01.274 --> 01:11:03.716
I'll take a swing at that question because I think it's a good question.

1224
01:11:03.877 --> 01:11:04.117
The...

1225
01:11:05.598 --> 01:11:13.743
There was one point in my life where I had like five really good tangible decisions, each one of which would have changed my entire direction of my life.

1226
01:11:14.083 --> 01:11:18.506
And that was what was making my college decision, which I'm assuming some percentage of your audience is in that world.

1227
01:11:18.786 --> 01:11:22.468
But you can make the same setup for business because a lot of people run into a situation like...

1228
01:11:22.868 --> 01:11:23.950
It could be an epic franchise.

1229
01:11:24.010 --> 01:11:25.452
It could be an ice cream parlor.

1230
01:11:25.472 --> 01:11:26.573
It could be a podcaster.

1231
01:11:26.613 --> 01:11:27.494
It could be whatever.

1232
01:11:28.035 --> 01:11:29.657
You have lots of exciting opportunities.

1233
01:11:29.677 --> 01:11:32.741
How do you figure out which one of those opportunities to really run at?

1234
01:11:32.781 --> 01:11:37.367
Because what we were talking about before is like, run aggressive, run for a long distance.

1235
01:11:37.387 --> 01:11:39.791
This is like a big decision to make.

1236
01:11:40.191 --> 01:11:45.839
Now, for me, I had a stepmom at the time where there was a lot of problems with her.

1237
01:11:45.859 --> 01:11:47.481
She was cheating on my dad and all this stuff.

1238
01:11:47.821 --> 01:11:51.546
But she gave one really fabulous piece of advice.

1239
01:11:51.566 --> 01:11:52.848
But that was really good advice.

1240
01:11:52.888 --> 01:11:53.789
Yes.

1241
01:11:54.631 --> 01:11:55.972
That piece of advice is like...

1242
01:11:56.513 --> 01:12:00.194
All right, Chad, you're sitting here and you're looking out at all of these decisions.

1243
01:12:00.254 --> 01:12:05.276
And so I was looking at the I was looking at Notre Dame, which in Midwest is like the equivalent of Harvard.

1244
01:12:05.316 --> 01:12:07.277
It's like Harvard and there's Notre Dame at the same level.

1245
01:12:08.157 --> 01:12:10.098
And then I also had Boston College.

1246
01:12:10.478 --> 01:12:11.579
I had Northwestern.

1247
01:12:12.899 --> 01:12:16.681
I got, I wait, well, I wanted to go to University of Pennsylvania, go to Wharton.

1248
01:12:16.701 --> 01:12:17.542
I got denied by them.

1249
01:12:17.562 --> 01:12:19.183
So I didn't care about my decision anymore.

1250
01:12:19.503 --> 01:12:26.828
And now I went to like a football competitor of Notre Dame, USC, which a lot of people on the East Coast are like, cool, that's South Carolina.

1251
01:12:26.848 --> 01:12:30.890
I was like, no, the West Coast version, like it's the Southern California, bougie rich kid version.

1252
01:12:31.051 --> 01:12:34.273
And so that's where my, I couldn't make the decision.

1253
01:12:34.293 --> 01:12:36.194
It was a really hard decision for me to make.

1254
01:12:36.654 --> 01:12:41.257
And my stepmom in her finite wisdom in this moment, she's like, okay.

1255
01:12:41.577 --> 01:12:44.858
In your brain, Chad, like, make the decision, like, go through the decision mentally.

1256
01:12:45.038 --> 01:12:55.122
And so, you know, imagine yourself a year from now at Notre Dame, imagine yourself a year from now at USC, and all of a sudden, like, everything faded away.

1257
01:12:55.142 --> 01:12:56.502
And I was like, this is...

1258
01:12:56.682 --> 01:12:59.944
The only place that I want to be in my life is like sunny Southern California.

1259
01:12:59.964 --> 01:13:00.685
I was from Minnesota.

1260
01:13:00.705 --> 01:13:04.027
So maybe it's like my inner Canadian that was like viasing this decision.

1261
01:13:04.147 --> 01:13:11.132
But like it was the one that had the right level of football with the right amount of AP credits with all these different things I evaluated.

1262
01:13:11.152 --> 01:13:15.935
But if I like ripped my head off and I took, you know, like I no longer was thinking about the decision.

1263
01:13:15.955 --> 01:13:17.076
I was feeling the decision.

1264
01:13:17.436 --> 01:13:19.237
That was where it was completely obvious.

1265
01:13:19.257 --> 01:13:19.778
I have to go to USC.

1266
01:13:19.798 --> 01:13:19.998
Yeah.

1267
01:13:20.098 --> 01:13:20.478
And I loved it.

1268
01:13:20.498 --> 01:13:21.298
It was the best decision.

1269
01:13:21.338 --> 01:13:22.959
I met my wife there in ballroom dancing class.

1270
01:13:23.199 --> 01:13:27.399
My entire life would have been so different had I gone to Notre Dame.

1271
01:13:28.199 --> 01:13:32.900
I ended up Catholic anyways, but I wasn't even Catholic at the time, and I somehow found my way to Catholicism through that.

1272
01:13:33.240 --> 01:13:40.162
So this is kind of my way of making decisions, might be to rip your head off and think about that future state of heart.

1273
01:13:40.462 --> 01:13:42.842
It was also like also knowing where you're at in life.

1274
01:13:42.862 --> 01:13:43.642
Chad was 18.

1275
01:13:43.742 --> 01:13:45.163
He's like, let me close my eyes.

1276
01:13:45.223 --> 01:13:47.063
I'm going to be Southern California, hot chicks,

1277
01:13:47.563 --> 01:13:47.943
Let's go.

1278
01:13:49.104 --> 01:13:50.325
When I came, it was like, be real.

1279
01:13:50.825 --> 01:13:52.386
There was literal sunbathing.

1280
01:13:52.406 --> 01:13:53.928
There was sunbathing in the quad.

1281
01:13:53.988 --> 01:13:55.549
It was like out of a movie.

1282
01:13:55.569 --> 01:13:56.449
You were just sick of wearing it.

1283
01:13:56.469 --> 01:13:58.751
If you went to Notre Dame, everybody's covered up and cold.

1284
01:13:58.771 --> 01:13:59.832
You know, it's boring.

1285
01:14:00.032 --> 01:14:00.312
I know.

1286
01:14:00.412 --> 01:14:01.753
Do you mean oyster Notre Dame?

1287
01:14:01.793 --> 01:14:02.574
Just like Minnesota.

1288
01:14:02.634 --> 01:14:04.595
Yeah, you're from.

1289
01:14:04.775 --> 01:14:12.000
I want to break down how you build a business to a billion dollars in revenue and break it down in a way.

1290
01:14:12.020 --> 01:14:15.843
Because if somebody says, oh, yeah, I wish my business was a billion dollars in revenue, but...

1291
01:14:16.728 --> 01:14:23.510
The only other person I've actually heard do that, ironically, was Tommy Mello, who broke down exactly how he's going to build.

1292
01:14:24.130 --> 01:14:32.332
I was listening to a reel that he did two years ago on School of Hard Knocks when he literally said, I'm going to be a billionaire in two years.

1293
01:14:32.412 --> 01:14:34.232
And now he just sold for $2 billion to KKR.

1294
01:14:34.252 --> 01:14:34.913
So congrats, Tommy.

1295
01:14:35.053 --> 01:14:35.453
Selling.

1296
01:14:35.753 --> 01:14:36.333
Or is that done?

1297
01:14:36.393 --> 01:14:36.773
Selling.

1298
01:14:36.853 --> 01:14:37.173
Selling.

1299
01:14:37.193 --> 01:14:37.413
Yeah.

1300
01:14:37.473 --> 01:14:39.054
Not finished transaction yet.

1301
01:14:39.634 --> 01:14:40.554
It depends when this airs.

1302
01:14:41.551 --> 01:14:41.751
Yeah.

1303
01:14:42.372 --> 01:14:43.212
It's what I had been.

1304
01:14:43.292 --> 01:14:44.113
Knock on wood.

1305
01:14:44.173 --> 01:14:44.794
I like him a lot.

1306
01:14:44.814 --> 01:14:46.995
Give Tommy a round of applause.

1307
01:14:47.015 --> 01:14:47.856
Tommy, good job.

1308
01:14:47.876 --> 01:14:48.597
He skilled it.

1309
01:14:49.397 --> 01:14:51.519
And he broke down.

1310
01:14:51.999 --> 01:15:01.227
While I was looking at some of the podcast clips, because he was on the show about a year ago, and there was another one that pulled up, and it wasn't School of Hard Knocks.

1311
01:15:01.247 --> 01:15:06.511
He was on another show, and he was talking about how he broke down to his managers.

1312
01:15:06.771 --> 01:15:09.854
He said to his managers in the room, we're going to be a billion-dollar company.

1313
01:15:10.615 --> 01:15:21.466
And not billion dollars in terms of valuation, billion dollars in revenue, which is a wild amount of money.

1314
01:15:22.106 --> 01:15:27.252
And he said, what I need is I need, I think he said, how did he say?

1315
01:15:27.292 --> 01:15:32.977
He said he needs 2,000 techs doing half a million dollars a year.

1316
01:15:33.878 --> 01:15:37.921
And if 2000 texts do half a million dollars a year, then let's work backwards from that.

1317
01:15:38.101 --> 01:15:42.123
And let's figure out, okay, so for that, how many recruiters do we need?

1318
01:15:42.343 --> 01:15:56.032
And he had mapped out, like he reverse engineered exactly to the employee, to the activity, to the task, how to turn 2000 texts and $500,000 a year into a billion dollars in revenue.

1319
01:15:56.072 --> 01:15:57.253
And it just was so clear.

1320
01:15:58.193 --> 01:16:04.778
And I mean, this is the mind that you have to have to exit for two billion plus, which he's on his way to do.

1321
01:16:04.818 --> 01:16:17.667
So you were speaking about how to build your company to a billion dollars in revenue, and I want you to break down how you think through it, because just by you breaking it down, I think that's how all entrepreneurs should know their KPIs.

1322
01:16:18.587 --> 01:16:24.349
And it makes these revenue milestones, goals, KPIs, like way more manageable.

1323
01:16:24.909 --> 01:16:26.950
But I don't think many people do it properly.

1324
01:16:26.970 --> 01:16:27.550
Know your numbers.

1325
01:16:28.171 --> 01:16:29.631
Chad is probably the best one.

1326
01:16:29.651 --> 01:16:30.031
He's a number.

1327
01:16:30.051 --> 01:16:31.252
I was a Marine, you know.

1328
01:16:31.872 --> 01:16:36.374
But we're going to approach it a little bit different than Tommy approached it.

1329
01:16:36.394 --> 01:16:38.314
Because franchising, you can still get there.

1330
01:16:38.394 --> 01:16:39.115
It's just different.

1331
01:16:40.135 --> 01:16:43.458
Um, it's still a numbers game at the end of the day, but just chat.

1332
01:16:43.498 --> 01:16:46.481
I'll do quick numbers because then I put the heart behind or do you want to?

1333
01:16:46.501 --> 01:16:50.604
Yeah, no, you go do the quick numbers and I'll just give like, are you public about your revenues now or not?

1334
01:16:50.624 --> 01:16:57.390
So there's parts that we can be public ish about, but we have to be careful on how we talk about like earnings and things like that.

1335
01:16:57.470 --> 01:16:58.591
But, but let's just do.

1336
01:16:58.671 --> 01:16:59.512
We can talk off the record.

1337
01:16:59.552 --> 01:17:03.593
There's a top down and a bottoms up analysis when we get into investment banking in terms of things.

1338
01:17:03.853 --> 01:17:07.635
Tops down is like, we look at a hundred billion dollar industry, can we get 1%?

1339
01:17:07.675 --> 01:17:08.855
Hell yeah, like let's go.

1340
01:17:08.915 --> 01:17:10.856
We can build a billion dollar enterprise value through that.

1341
01:17:11.536 --> 01:17:21.819
But then the bottoms up, which is what Tommy did, cow, I'm so bad at microphones, which what Tommy did, that's really like the more gritty, real road mapped version of it.

1342
01:17:21.939 --> 01:17:26.221
And so for us, if we have 100 franchise locations,

1343
01:17:26.681 --> 01:17:28.562
And these might have varying degrees of territory.

1344
01:17:28.582 --> 01:17:34.364
But there's like 1,000 to 1,100, we believe, especially if we include our Canadian brothers to the north.

1345
01:17:34.384 --> 01:17:35.425
We get a lot of inquiries in Canada.

1346
01:17:35.445 --> 01:17:38.286
Yeah, there's a lot of great septic up in Canada, not surprisingly.

1347
01:17:38.346 --> 01:17:42.567
A lot of Canadians are not living in that grid, right?

1348
01:17:42.587 --> 01:17:43.888
They're off the grid a little bit.

1349
01:17:43.908 --> 01:17:46.929
They have a lot of cottages, a lot of wealthy people.

1350
01:17:47.009 --> 01:17:49.990
Canada is a multi-billion dollar septic industry.

1351
01:17:50.010 --> 01:17:50.771
Yeah, multi.

1352
01:17:50.831 --> 01:17:51.611
It's a great industry.

1353
01:17:51.831 --> 01:17:52.672
It's all septic.

1354
01:17:52.752 --> 01:17:53.012
All of them.

1355
01:17:53.092 --> 01:17:56.293
All these cottages, all these homes in these smaller towns, they're all septic.

1356
01:17:56.373 --> 01:17:56.633
Yeah.

1357
01:17:57.033 --> 01:18:05.716
So if we can include our Canadian brothers there, there's definitely, we're grabbing, let's just say 10% of like the sellable markets there.

1358
01:18:06.496 --> 01:18:11.378
Kyle likes to think about in football terms, it's like, if there's a professional sports team there, we should be able to build a monster in it.

1359
01:18:11.518 --> 01:18:16.240
And then, so now let's just say we found, you know, a hundred, a hundred of these find us is really what the way it goes.

1360
01:18:16.680 --> 01:18:22.802
And then each one of those is going to be doing, now this is where I have to be careful on earnings claims, but that's where like,

1361
01:18:23.362 --> 01:18:27.247
The margin of this business, you can imagine it's a trade business.

1362
01:18:27.307 --> 01:18:28.629
And we're not razor thin margins.

1363
01:18:28.649 --> 01:18:30.691
We're a nice margin in a business like this.

1364
01:18:31.092 --> 01:18:38.060
And so for a couple million dollars worth of revenue, which Kyle kind of go into the revenue trajectory here, you're able to drive a...

1365
01:18:39.642 --> 01:19:01.972
aggregation of these this is where tommy gets to answer better than i do because he was just the guy in all this but in aggregation um if let's just say each one is doing five hundred thousand dollars of profit we now get up to in aggregate we have a hundred of those at fifty million dollars of profit that's coming off of this these are generalizations these are generalizations hard and fast rules that every franchise will hit but this is an average yeah

1366
01:19:02.612 --> 01:19:03.494
I want to answer the question.

1367
01:19:03.534 --> 01:19:05.316
I don't want to get sued after the fact.

1368
01:19:05.376 --> 01:19:10.143
But now you've created $50 million of profit that's coming.

1369
01:19:10.163 --> 01:19:11.786
Let's just call that EBITDA.

1370
01:19:12.126 --> 01:19:16.853
And then when you look at trade multiples, now Tommy's multiple is probably significant.

1371
01:19:17.013 --> 01:19:17.394
He's got a point.

1372
01:19:17.414 --> 01:19:17.554
Yeah.

1373
01:19:39.007 --> 01:19:45.431
Just like Epic, you could envision an opportunity where it's not just septic, it's all these other things in this Epic universe.

1374
01:19:45.451 --> 01:19:46.851
Sounds like a comic book.

1375
01:19:46.891 --> 01:19:58.278
So long story short, 100 franchisees, which we know we can close to 100 franchisees, doing a scaled version, which Kyle will talk about how that scales, where they're getting $500,000 a year of profit.

1376
01:19:58.458 --> 01:20:03.000
We've created a system that's doing a billion dollars of realistic enterprise value.

1377
01:20:03.400 --> 01:20:06.962
Now, that's where, Kyle, I've wanted to give it over to you because you can go through growth mode on this.

1378
01:20:06.982 --> 01:20:08.023
You probably have things to add on it.

1379
01:20:08.203 --> 01:20:10.944
We did an analysis of the entire country on hot septic markets.

1380
01:20:11.284 --> 01:20:12.765
I think it's like 1,000 to 1,500.

1381
01:20:12.785 --> 01:20:14.185
Like 1,500, right?

1382
01:20:14.525 --> 01:20:22.688
If I ever have one truck in every single one of those markets, there's a million dollars in revenue potential in each one of those markets.

1383
01:20:22.769 --> 01:20:24.589
And there's 400 million people in the United States.

1384
01:20:24.609 --> 01:20:27.750
I just have to find less than a percent of that.

1385
01:20:27.970 --> 01:20:29.471
And that turns you into a billion dollar.

1386
01:20:29.491 --> 01:20:30.531
Yeah, absolutely.

1387
01:20:30.832 --> 01:20:31.032
Yeah.

1388
01:20:32.677 --> 01:20:41.224
And it's something that I know I want to be a little bit more transparent on this, but that's where because we're under all these FDD regulations, there'll be this is a good reminder.

1389
01:20:41.244 --> 01:20:43.607
Maybe we just disclose how we do that on our FDD.

1390
01:20:43.987 --> 01:20:44.848
Yeah.

1391
01:20:44.908 --> 01:20:45.808
But anyways, that's where.

1392
01:20:46.329 --> 01:20:52.254
Well, I think, no, but you it's not it's not a bad idea because also people listen to this.

1393
01:20:52.714 --> 01:20:57.478
We just spoke about the fact that they are looking for like different ways to entrepreneurship.

1394
01:20:57.538 --> 01:20:57.739
So.

1395
01:20:58.339 --> 01:21:01.045
What we just really spoke about was, okay, you want to start your things from scratch?

1396
01:21:01.086 --> 01:21:01.306
Cool.

1397
01:21:01.527 --> 01:21:05.516
You want to join a franchise or you want a different way to become an entrepreneur?

1398
01:21:05.536 --> 01:21:06.278
That's also cool.

1399
01:21:06.298 --> 01:21:06.398
Yeah.

1400
01:21:07.482 --> 01:21:12.643
There's various degrees of risk, of time, of energy required to do both.

1401
01:21:12.723 --> 01:21:23.185
And like pure entrepreneurship, building Epic from scratch, or a version of Epic, or it doesn't have to be in septic, is like the most extreme version of entrepreneurship where you give your whole life to this thing.

1402
01:21:23.686 --> 01:21:29.627
So maybe it's important to also break down like the alternative path, which is, okay, if you want to join a franchise,

1403
01:21:30.287 --> 01:21:31.148
What are the margins?

1404
01:21:31.188 --> 01:21:32.509
What does it mean to join a franchise?

1405
01:21:32.529 --> 01:21:33.449
What's the difference?

1406
01:21:33.469 --> 01:21:34.590
What's the risk?

1407
01:21:35.151 --> 01:21:38.953
Because not everybody knows what a franchise even means versus just starting.

1408
01:21:39.074 --> 01:21:40.114
I'm going to answer it.

1409
01:21:40.174 --> 01:21:41.535
He's going to actually answer it.

1410
01:21:41.575 --> 01:21:50.982
But some serve pros of franchise that I respect, within these mega franchise brands, you have these mega operators.

1411
01:21:51.823 --> 01:21:56.486
You can run a $100 million enterprise company under a franchise business.

1412
01:21:56.566 --> 01:21:57.007
For example,

1413
01:21:57.607 --> 01:22:02.113
There's the Olsen, shout out Olsen, Olsen, Team Olsen in ServPro.

1414
01:22:02.974 --> 01:22:04.856
He, I think, I forgot where he started.

1415
01:22:04.936 --> 01:22:06.118
I think he started off in Colorado.

1416
01:22:06.298 --> 01:22:09.722
But from there, he started like acquiring territories.

1417
01:22:09.742 --> 01:22:10.363
What does he do?

1418
01:22:10.483 --> 01:22:10.944
Sorry.

1419
01:22:10.964 --> 01:22:12.105
ServPro is restoration.

1420
01:22:12.125 --> 01:22:12.506
Okay, cool.

1421
01:22:12.606 --> 01:22:14.627
Restorate ServPro, like the green trucks are down here.

1422
01:22:14.667 --> 01:22:16.147
They're all over Florida, I'm sure.

1423
01:22:16.167 --> 01:22:18.648
There's a lot of hurricanes down here.

1424
01:22:18.708 --> 01:22:23.970
But he bought one territory, and then he went bonkers and grew it to scale.

1425
01:22:23.990 --> 01:22:29.652
And he runs, I believe it's over $100 million in enterprise value and just his ownership in ServPro.

1426
01:22:30.052 --> 01:22:31.153
And there's these companies.

1427
01:22:31.873 --> 01:22:33.994
I forgot what Josh said, but...

1428
01:22:34.574 --> 01:22:40.379
Within these franchise organizations, like there's these investors that these entities that go public that own franchises.

1429
01:22:40.579 --> 01:22:43.542
Because I think when people think franchise, they think that they're playing small.

1430
01:22:44.823 --> 01:22:47.005
But this is what you're saying is not the case.

1431
01:22:47.465 --> 01:22:53.610
So the episode where John talks about how the big investor mind individual goes at this with the alternative asset class.

1432
01:22:53.650 --> 01:22:56.313
And that I think is an interesting lens to view it through.

1433
01:22:56.633 --> 01:23:12.210
Because you can also look at it as like an interesting degree of diversification where it's like you have your 401k, you may still have your Fortune 500 salary, and then you've created this new path of income through a franchise brand and it lends itself well to individuals who have...

1434
01:23:12.650 --> 01:23:36.122
like other things going on because there's this nice playbook you install a gm the gm runs the playbook you add your value in the way with your connections your on your mentorship your things but when we look at how we can add value systemically i.e as a franchise there's a couple of things that we look at and this is the big three is like the technology the brand and lead generation and then you get into the systems the processes and the training the playbook

1435
01:23:36.542 --> 01:23:38.084
There's some other things that we do around that.

1436
01:23:38.325 --> 01:23:42.571
But the technology, we have this whole epic operating system that helps out with maintenance contracts.

1437
01:23:42.911 --> 01:23:43.973
It's AI enabled.

1438
01:23:44.033 --> 01:23:45.655
It brings down the administrative costs.

1439
01:23:45.716 --> 01:23:46.276
It's awesome.

1440
01:23:46.677 --> 01:23:50.282
The second thing that we have is all like the marketing demand generation.

1441
01:23:50.503 --> 01:23:51.464
I come from a world with...

1442
01:23:51.544 --> 01:24:13.088
my own marketing agency where my clients were harvard university and go daddy i helped the guy get a grammy nomination and worked in the music industry and that's where brand marketing all that like you you better be getting that if you're going into a franchise system just like mcdonald's if you open up a mcdonald's which we walked by one on the way here people walk in the door just because it's mcdonald's and they're you know they're hungry

1443
01:24:13.848 --> 01:24:16.089
And they do a lot of advertising for that.

1444
01:24:16.109 --> 01:24:17.450
And so that's another thing you're paying for.

1445
01:24:17.790 --> 01:24:18.830
I need demand generation.

1446
01:24:19.050 --> 01:24:21.852
And then the playbooks and the training and the systems and the processes.

1447
01:24:21.912 --> 01:24:24.493
So for us, we have this like marine that's involved.

1448
01:24:24.533 --> 01:24:28.955
So we're able to use a lot of that same military mindset when we develop SOPs.

1449
01:24:29.195 --> 01:24:33.417
And so we have our sit rep in the morning that our driver sends to make sure his day is going to be fully optimized.

1450
01:24:33.837 --> 01:24:36.318
And that playbook, we're talking about the investor mind who can invest.

1451
01:24:36.438 --> 01:24:49.580
install the GM or maybe your own GM at the beginning and you spin it up for a couple months, couple years, and now you install someone to replace yourself and now you're really humming and maybe you're Team Olsen and you're starting to aggregate other operators in your own system.

1452
01:24:49.600 --> 01:24:55.561
And so you can imagine a world where even within this mothership, I think the other one that you look at is like 7-Eleven.

1453
01:24:55.821 --> 01:25:03.963
That's like a minnow eating whale situation where you had 7-Eleven, which was fledgling in America, and then you had Japan where these guys were crushing in Japan.

1454
01:25:04.263 --> 01:25:08.670
And they had a totally different way of working with their franchise, like their franchise brands.

1455
01:25:08.710 --> 01:25:10.673
They were there and kind of let them do their own thing.

1456
01:25:10.953 --> 01:25:14.178
And all of a sudden the Japanese were like, oh, we're just going to acquire all of America.

1457
01:25:14.198 --> 01:25:16.161
And now this is like it's an amazing story.

1458
01:25:16.361 --> 01:25:20.027
Like that literal franchisees went and acquired the franchisor.

1459
01:25:20.891 --> 01:25:24.876
I think that, I mean, that is, I didn't know that story.

1460
01:25:25.276 --> 01:25:27.418
I did actually, I had no idea that happened.

1461
01:25:27.478 --> 01:25:28.620
Look into the 7-Eleven story.

1462
01:25:28.660 --> 01:25:29.160
It's nuts.

1463
01:25:29.321 --> 01:25:30.902
I have a lot of respect for 7-Eleven.

1464
01:25:31.002 --> 01:25:34.146
If you go to their merch store, they sell like diamond encrusted 7-Eleven.

1465
01:25:34.166 --> 01:25:36.168
They do all this stunt marketing, which is kind of my world.

1466
01:25:36.288 --> 01:25:37.390
I didn't know this at all.

1467
01:25:37.410 --> 01:25:38.951
The cult of 7-Eleven is significant.

1468
01:25:38.971 --> 01:25:39.212
Yeah, dude.

1469
01:25:39.232 --> 01:25:39.412
Yeah.

1470
01:25:39.592 --> 01:25:40.032
It's crazy.

1471
01:25:40.092 --> 01:25:43.554
You go there and like, yeah, this will be a good onscreen segue thing.

1472
01:25:43.594 --> 01:25:45.415
But like shout out to 7-Eleven.

1473
01:25:45.435 --> 01:25:49.958
I've never shouted them out before, but that's where I don't even shout anything out because I don't have an audience.

1474
01:25:50.218 --> 01:25:53.160
Shout out the pizza and corn dots at two in the morning.

1475
01:25:53.220 --> 01:25:55.861
They put their sushi and they have all the.

1476
01:25:55.902 --> 01:25:57.102
I've been to 7-Eleven in Japan.

1477
01:25:57.142 --> 01:25:57.362
You have.

1478
01:25:57.382 --> 01:25:58.043
It was amazing.

1479
01:25:58.063 --> 01:26:01.625
But I didn't know they I didn't know this whole story behind them.

1480
01:26:01.645 --> 01:26:02.826
All the 7-Eleven lore.

1481
01:26:02.846 --> 01:26:03.566
I had no idea.

1482
01:26:03.686 --> 01:26:03.926
Oh, yeah.

1483
01:26:04.026 --> 01:26:05.166
That should be your next podcast.

1484
01:26:05.246 --> 01:26:06.167
That would be an amazing guest.

1485
01:26:06.207 --> 01:26:07.687
Find that big dog in charge.

1486
01:26:07.727 --> 01:26:07.927
Yeah.

1487
01:26:08.347 --> 01:26:10.348
Whoever pulled that one off, you can find him.

1488
01:26:10.368 --> 01:26:13.429
Well, and what they did, too, not to go too deep in the weeds.

1489
01:26:13.689 --> 01:26:19.791
They created these micro-distributions around regions so that what they have is fresher food that's coming in.

1490
01:26:19.811 --> 01:26:22.971
Because 7-Eleven, the corn dog version, that's what was killing people.

1491
01:26:23.011 --> 01:26:24.812
Because in America, you've got to look jacked like Scott.

1492
01:26:25.032 --> 01:26:26.372
And it's not from corn dogs.

1493
01:26:26.432 --> 01:26:28.233
It's from meat and meat and then more meat.

1494
01:26:28.913 --> 01:26:36.016
But in order to get fresh meat into your local place like you have What did you eat when you're at 7-eleven in Japan did you have anything cool?

1495
01:26:36.156 --> 01:26:45.400
It was like the little like seaweed wraps Rice things with like the tuna in the middle of I can't remember what it's called Anyone know for the audience?

1496
01:26:45.760 --> 01:26:53.524
I'm supposed to I lived in Japan for a year and so I'm supposed to know I forgot the name but lived on this delicious Yeah, but all of all of it was fam delicious um

1497
01:26:54.142 --> 01:26:56.703
But that's where they brought that model to America.

1498
01:26:56.743 --> 01:26:57.743
That model didn't exist.

1499
01:26:57.763 --> 01:27:01.724
They innovated that model of bringing freshness from these little distribution all the way out there.

1500
01:27:01.945 --> 01:27:06.746
And so America, they're doing that same playbook where they're bringing in more food, which 7-Eleven.

1501
01:27:06.766 --> 01:27:14.269
Well, I had Jim Keys on, who was the old CEO of 7-Eleven and CEO of Blockbuster, but we didn't go into that part of it.

1502
01:27:14.669 --> 01:27:15.749
We didn't go into that part of it.

1503
01:27:15.809 --> 01:27:21.271
But like how 7-Eleven in Japan is like a massive logistics business.

1504
01:27:21.911 --> 01:27:26.915
So they're fresh shipping like multiple times per day, which is why the food taste.

1505
01:27:26.996 --> 01:27:29.758
I don't know if 7-Eleven in the U.S. has the same.

1506
01:27:30.078 --> 01:27:30.539
They're trying.

1507
01:27:30.579 --> 01:27:31.660
They're trying, but it's hard.

1508
01:27:31.680 --> 01:27:32.680
The U.S. is massive, too.

1509
01:27:32.781 --> 01:27:34.262
Like you're not on a little baby.

1510
01:27:34.282 --> 01:27:35.983
Japan's a big island, but yeah.

1511
01:27:36.023 --> 01:27:36.184
No, no.

1512
01:27:36.224 --> 01:27:39.767
Smaller in terms of geographical footprint than the U.S., yeah, for sure.

1513
01:27:40.167 --> 01:27:45.251
For somebody that's listening to this, because this audience is split, half of them are in a nine to five.

1514
01:27:45.271 --> 01:27:46.312
The other half of them.

1515
01:27:47.313 --> 01:27:52.597
Most of them are looking at entrepreneurship in a traditional sense, like they're trying to figure out how to start a business from scratch.

1516
01:27:54.179 --> 01:27:58.462
I want you to leave some sort of last words of wisdom for both groups.

1517
01:27:58.522 --> 01:28:09.430
So the person who's in the nine to five right now who probably has thought at some point about starting a business but has shied away from it, or the person who is building something right now and is just trying to build from scratch and it's not working out.

1518
01:28:10.591 --> 01:28:13.954
What is the last piece of advice, words of wisdom you want to leave both of them?

1519
01:28:15.093 --> 01:28:44.093
let me answer the nine to five one because there's a lot of people who think and they're great at thinking and then for whatever reason they don't do because I think the nine to five is something that is probably the most powerful unlock of it's the most powerful unlock of potential there's so many individuals that have so many amazing skill sets and they're stuck in some corner of some monolithic company where it's like man I never thought it'd be so good at like HR implementation of some ER I don't know what this is it helps them realize

1520
01:28:44.173 --> 01:29:02.444
their own potential yeah but and and like being able to start going from idea to action you don't even need all the plans like all the stones don't need to be set out in front of you for you to skip across the pond on you just need to start taking the one step in front of the other and and maybe if this is a helpful exercise for people plan it failing

1521
01:29:03.124 --> 01:29:04.205
Plan your first one is going to fail.

1522
01:29:04.225 --> 01:29:08.287
That way the pressure of making a success is no longer there.

1523
01:29:08.307 --> 01:29:11.089
But I'm just going to do this one for fun because it's supposed to be fun.

1524
01:29:11.249 --> 01:29:12.470
And this is a fun thing in my life.

1525
01:29:12.750 --> 01:29:14.891
And I'm going to be a Pokemon card collector.

1526
01:29:14.931 --> 01:29:17.173
And I'm going to be like the best collector ever was.

1527
01:29:17.413 --> 01:29:18.193
The greatest of them.

1528
01:29:18.253 --> 01:29:19.674
What's the Pokemon phrase?

1529
01:29:19.914 --> 01:29:20.955
Kyle collected Pokemon.

1530
01:29:21.215 --> 01:29:22.956
But that's some gotta catch whatever.

1531
01:29:23.036 --> 01:29:23.977
Gotta catch Moe's the phrase.

1532
01:29:23.997 --> 01:29:26.759
But what's the statement in like the song where it's like Pokemon?

1533
01:29:26.879 --> 01:29:27.199
I don't know.

1534
01:29:27.559 --> 01:29:28.680
Pokemon.

1535
01:29:28.740 --> 01:29:29.681
I'm going to be the very best.

1536
01:29:29.701 --> 01:29:30.962
I'm going to be the... No one ever was.

1537
01:29:31.363 --> 01:29:33.064
Thank you, Scott.

1538
01:29:33.084 --> 01:29:34.786
That's right.

1539
01:29:34.806 --> 01:29:35.987
I'm going to be the very best.

1540
01:29:36.067 --> 01:29:37.148
God, it was a Pokemon.

1541
01:29:37.168 --> 01:29:37.409
Yeah.

1542
01:29:38.329 --> 01:29:39.671
Were you actually in the Pokemon card?

1543
01:29:39.951 --> 01:29:41.492
So it was hockey and Pokemon.

1544
01:29:41.512 --> 01:29:44.615
That was like the... Let's land the point.

1545
01:29:44.635 --> 01:29:45.236
Okay, fine.

1546
01:29:45.276 --> 01:29:47.258
Yeah, we're going to talk about Pokemon.

1547
01:29:47.819 --> 01:29:51.002
So we came out of the podcast with you today, Scott, not to just...

1548
01:29:51.502 --> 01:29:55.525
toot the horn of epic, even though that is like, we can't, we're wearing all this epic drip.

1549
01:29:55.565 --> 01:29:57.386
I even put hats like secretly in there.

1550
01:29:57.947 --> 01:29:59.788
So we have subconscious epicness happening.

1551
01:30:00.529 --> 01:30:02.090
So that wasn't even the point.

1552
01:30:02.110 --> 01:30:06.893
The point is like, you know, illustrate a story and then the rest has gravitational pull.

1553
01:30:06.913 --> 01:30:14.139
If someone is actually interested in septic, like there is a whole rabbit hole that lands in the sludge of septic at the very bottom that we'd be happy to take them on.

1554
01:30:14.559 --> 01:30:28.372
But if there is an interest in going into any industry, whether it's a septic industry or otherwise, trades possess a really interesting characteristic where you have these legacy family businesses where this current generation is like granddad's business that they've taken over.

1555
01:30:28.412 --> 01:30:35.158
And they don't care at all about the business, but they're making like a million dollars a year doing whatever the heck some random corner of trade is.

1556
01:30:35.479 --> 01:30:40.023
If you came in and you just went like God mode, like go like, I'm going to just...

1557
01:30:40.363 --> 01:30:44.946
I'm going to be insane and I'm going to do all the things like you can compete at a level that no one.

1558
01:30:44.966 --> 01:30:52.972
And if you look at it from a professional sport, which Kyle played professional football, he was going up against crazy competitors and he's an amazing athlete himself.

1559
01:30:53.292 --> 01:30:57.475
But it was hard to find a way to play on Sunday in this industry.

1560
01:30:58.275 --> 01:31:22.933
we can play at a level that no one competed against like that the ability to come in with a better brand in this industry compared to my prior life which is all this like big tech like it that world changes so quickly it's so hard to stay on top of the latest implementation of ai you go to if you find yourself an industry that's forgotten in a corner an industry like septic and you bring your white collar badass approach to something you're gonna crush

1561
01:31:23.093 --> 01:31:28.695
you're gonna, and you put it at a local or regional level, you're gonna destroy, there's no one else like it.

1562
01:31:29.175 --> 01:31:36.537
Put polish, especially in this industry, if you put a little polish in any really blue-collar brand, you're gonna crush.

1563
01:31:36.997 --> 01:31:38.598
That's where the opportunity is.

1564
01:31:38.638 --> 01:31:39.439
It's where the opportunity is.

1565
01:31:39.459 --> 01:31:42.240
Like, to close it out, why Epic, right?

1566
01:31:43.281 --> 01:31:53.207
Like, if you're considering, like, a trade, not just Epic, but any trade, if you're looking for something to actually get your hands on and actually feel that you're making a difference, this is the infrastructure.

1567
01:31:53.227 --> 01:31:55.948
Because every trade that you have, you're actually contributing to society.

1568
01:31:56.269 --> 01:32:02.252
You'll be able to go drive 10, 20, 30 years down the road and say, look, look, son, I put that roof on that building.

1569
01:32:02.272 --> 01:32:06.075
Hey, look, son, like, I was responsible for making sure that those toilets for us right there.

1570
01:32:06.095 --> 01:32:08.416
It's something you can actually build in the world.

1571
01:32:08.516 --> 01:32:10.978
And put your hands on and it'll be there for generations.

1572
01:32:10.998 --> 01:32:12.760
Your legacy will be there for generations.

1573
01:32:13.020 --> 01:32:14.622
I can't say the same about software.

1574
01:32:14.962 --> 01:32:23.671
You know, I can't say the same about certain white collar trades, but in the trade, in the actual blue collar, brown collar trades, the stuff that you do at your community lasts a lifetime as long as you're on this earth.

1575
01:32:23.931 --> 01:32:24.832
And that's exciting to me.

1576
01:32:24.892 --> 01:32:25.853
If that's exciting to you.

1577
01:32:26.533 --> 01:32:31.418
Everybody's stressed about AI, which could be its own podcast, but this industry never goes away.

1578
01:32:31.678 --> 01:32:33.520
Where can people connect with you guys?

1579
01:32:33.580 --> 01:32:34.701
You have your own podcast.

1580
01:32:34.721 --> 01:32:37.124
So drop website, socials, podcasts.

1581
01:32:37.144 --> 01:32:38.425
We'll put everything in the show notes too.

1582
01:32:38.445 --> 01:32:42.309
So on YouTube, the podcast is called The Epic Uncut Podcast.

1583
01:32:42.469 --> 01:32:48.055
Also, if you want to find our handle, any social media platform, it's at EpicSepticCo, C-O.

1584
01:32:48.476 --> 01:32:52.360
So you find us on any social media platform, TikTok, Instagram, everything.

1585
01:32:52.700 --> 01:32:53.381
EpicSepticCo.

1586
01:32:53.961 --> 01:33:02.766
Both of you, each one of you take this, if you could, you know, you've had a crazy journey, you did not expect to end up where you are at today.

1587
01:33:03.367 --> 01:33:14.453
When you first started out from white collar investment banking, joining the military, if you could go back and give your 20 year old self one piece of advice, what would it be and why?

1588
01:33:15.192 --> 01:33:21.035
At 30, I really wanted to have, for whatever reason, my number was $30 million by the time I turned 20.

1589
01:33:21.095 --> 01:33:22.995
I wanted to have $30 million by the time I turned 30.

1590
01:33:23.576 --> 01:33:26.057
And that's something that I did not hit.

1591
01:33:26.717 --> 01:33:28.258
And it pissed me that off.

1592
01:33:28.518 --> 01:33:31.519
And I'm like now trying to make up for lost time.

1593
01:33:31.539 --> 01:33:44.685
And the advice that I'm giving to myself, as much as it's good to have a goal, we've talked about this before, to sprint towards, to work towards, I think the journey along the way, that was like my high school quote in the yearbook was like,

1594
01:33:45.165 --> 01:33:49.287
It's good to have a journey, but it's the journey that matters at the end.

1595
01:33:49.347 --> 01:33:50.628
It's good to have whatever it is.

1596
01:33:50.648 --> 01:33:52.869
It's good to have a goal, but it's the journey that matters at the end.

1597
01:33:53.209 --> 01:33:55.950
I can't even say my own high school year of a career.

1598
01:33:56.050 --> 01:33:57.411
But it's so important.

1599
01:33:58.051 --> 01:34:00.312
I think for me, it's don't take yourself so seriously.

1600
01:34:01.072 --> 01:34:03.253
Don't take everything so seriously.

1601
01:34:03.273 --> 01:34:05.274
Yeah, you can have high standards.

1602
01:34:05.314 --> 01:34:06.815
Yes, you can have these crazy...

1603
01:34:09.436 --> 01:34:12.600
crazy journey as you go on, but man, just enjoy the ride, man.

1604
01:34:12.840 --> 01:34:16.966
Like if you're going to go on a journey, go it and just expect to fail, but have fun doing it.

1605
01:34:16.986 --> 01:34:18.968
You know, I always take myself so seriously.

1606
01:34:19.008 --> 01:34:24.795
I used to beat myself up when I would like lose a game or, or just, just go, you know, just have fun.

1607
01:34:24.896 --> 01:34:26.498
Just let it ride, dude.

1608
01:34:26.518 --> 01:34:26.838
I love it.

1609
01:34:26.958 --> 01:34:27.679
Thank you.

1610
01:34:27.799 --> 01:34:28.320
Thank you, Scott.