Episode Transcript
[00:00:00] Speaker A: Welcome back to Create wealth through franchising podcast and Kim Daily tv. In my studio today, a new friend. His name is Matt Hollis. All the way from the other side of the world. Where new where Kim Daly is in Boise, Idaho. Matt is a franchisee of Pool Scouts. So, Matt, welcome to the studio of Kim Daly tv.
[00:00:20] Speaker B: Thanks for having me, Kim. Looking forward to it.
[00:00:22] Speaker A: I am looking forward to capturing your story here. So you, if you follow me, you know that my listeners love to know, like, what was happening in your life. Let's go all the way back to the beginning. What was happening in your life when you answered the call to franchising?
[00:00:38] Speaker B: So I was. Prior to franchising, I was working in the corporate restaurant world and Covid hit in 2020, and everybody's lives kind of got turned upside down. And it was at that point that I kind of decided, hey, I'm not really wanting to be in this. In this corporate restaurant industry anymore. And I started looking at ways that I could be my own boss. I could control my own destiny. And so I started looking at different franchise models, lots of different businesses and industries, and I came across pool Scouts. Really loved the family ideology of pool scouts. Loved the support that they offered and determined after some research and some studying out here in Boise, Idaho, that there was a market for it. So that's what kind of drew me into pool service Pool Scouts, you know, because I love the franchise model. Working for corporate restaurants, I had a lot of the support from a marketing team and financial team and training and all that kind of stuff, which was great, which I loved. A lot of processes and structure. I didn't want to reinvent the wheel. So that's what drew me to franchising and a great partner in Pool Scouts.
[00:01:58] Speaker A: That's a great answer. So many things I want to go back to. But let me ask you this question. So from restaurants to cleaning pools and maintenance of pools. So it's not obvious.
So when you were looking for. Or maybe it is when you were looking for, like, franchise criteria, what were some of the criteria that were most important to you that made pool scout sort of rise to the top?
[00:02:24] Speaker B: You know, it's. It started with, with Dave and my, My. My franchise development team that they.
He was available all the time. I could call him, I could text him, I could email him. We got along great. When we were doing our weekly calls, I was given information for or other pool scouts franchisees that I could give them a call, send them an email, set up a time to do validation calls and talks And I really felt that there was no punches being pulled.
Everything was transparent. This is what it is. This is what you need to do. Here's some of our success stories column. Reach out to them. Let them tell you about pool scouts. So that was great.
And really, it was the support. I had been used to that and was really comfortable and familiar with that, with the corporate, corporate restaurants. And so I wanted to have somebody behind me that I could call and reach out to when I had questions, because I didn't have any pool experience. I had a summer of being a pool boy when I was in college, but that was it. That was 20, 25 years ago now. So I didn't have any pool experience, but I. So. So I wanted the support behind me. And they. They've been great.
[00:03:41] Speaker A: So what I'm hearing in that matters, it was the who, not the what, that you are really leaning into finding that partnership and support, not buying or investing in a widget.
[00:03:52] Speaker B: Correct? Yeah, correct.
[00:03:54] Speaker A: Did you work with a franchise consultant or were you doing this homework all on your own?
[00:04:00] Speaker B: I was doing it on my own. I was doing it on my own. I didn't have another agency or anybody else helping me. I was. I was doing a lot of researching and. And, you know, googling and youtubing and going down all kinds of different wormholes. But I came across pool scouts through an entrepreneurship blog or podcast that I was listening to.
And. And there was a. There was a. There was an ad about pool scouts on there and a story about them. So I. I found it, got some information, dug a little deeper, and then I gave Dave a call and started learning more about pool scouts.
[00:04:37] Speaker A: Kudos to you. Because for most people, when they try to go it alone without an experienced franchise consultant, they can really end up just in the, you know, in the depths of it without knowing how to say yes, confident that they've done all the right things. So that. That's really great. How long did that exploratory process take you to get from, like, when you first started thinking about owning a franchise to signing your franchise agreement? No judgment, just a question. I'm just curious.
[00:05:06] Speaker B: Yeah, it was probably. It was probably close to a year from. From what. I mean, I had thoughts about franchising, and I had done some real vague and general research and trying to determine what I wanted to do, what I thought would be profitable.
You know, obviously I need to make a living and support my family, but, you know, so I started thinking about it and kind of determining what I wanted to do. But really, when I started getting into it. It's probably about 10 to 12 months from when I started really deep diving, from when I started talking to pool scouts to when I signed my franchise agreement. Probably close to. Close to a year.
[00:05:44] Speaker A: Okay. Yeah. When? And did you know that franchise consultants exist?
[00:05:49] Speaker B: I did. I did.
Yeah. And I looked into it a little bit. I just thought that it was something that I didn't necessarily want to pay for, and I thought that I could manage it on my own, which maybe I got a little bit lucky.
[00:06:04] Speaker A: For those who are listening, our services are totally free. There's no fee ever. You don't ever pay a franchise consultant any fee. So there's that. And, like, where I was going with that is for the listener out there, if you are out there trying to do this on your own, a year is a really long time. Sometimes territories get sold in that amount of time before you are even confident that you know enough to pull the trigger on a franchise. And there's a lot of value that an experienced franchise consultant like Kim Daly can add to your process. And I mean, my average candidate is signing a franchise agreement maximum three months from start to finish. I'd say More typical is 8 weeks start to finish. Yeah. Which may seem fast to you, Matt, but that's because I know the steps, I know the process. I know how to help you, you know, zone in on the right types of franchises that match the characteristics that you're thinking about that you're looking for.
And then I have these 20 years of relationships with people like Kevin Wilson at Buzz Franchise Brands, and that I know it's always the who, not the what. So it's really amazing that you did this homework and that you aligned yourself to who, not what, because even this morning, I was coaching somebody I'm working with who I'm no longer working with. But, you know, she was just dialed into the widget, and no matter what I said to her, it just got argumentative. She was like, well, I have to be passionate about the widget. And I'm like, well, you will be passionate about the widget, but first you got to fall in love with the people. Right. Because the widget has to be adaptable and changeable to the times, and it's the people behind the widget that adapted and change it, and it's the people that you're learning from on how to become a confident business owner. That's where the real joy is here. Right. So it's not like a transition transaction. This is a relationship. It is a partnership. And so even just speak to that a little bit, Matt, when you, when you thought about, like, you were. You were a pool boy at one point in your life. So I just had to say that I was like, I wanted to interrupt you, and I'm like, oh, the. The pool boy buys the Bull Scouts franchise. But it's. It wasn't about, like, pool cleaning, except that you saw a market in Boise. It was. You've said it multiple times. It was about the people, the process, how available they were to you, the level of support that you knew you were going to get here, which equated to something you were familiar with from your past job. Correct?
[00:08:18] Speaker B: Yeah. And, you know, I had signed my franchise agreement. A good little story. I signed my franchise agreement, but before I got my first vehicle, before I cleaned my first pool, I flew out to Raleigh, North Carolina, and spent three days with the most tenured pool scouts franchisee in her territory. And I worked with one of her techs and did a full day's route in the van with one of her technicians, cleaning pools and learning. I spent a day with her, with her repair technician and went out and kind of saw what his process was. I spent a day in the office and in the warehouse with her, kind of going through what she does of answering calls and leading her team and problem solving and all those things. And I did all that kind of stuff before I even went out and answered my first phone call as pool Scouts of Boise. So that was a really good learning for me. It was a really good introduction, another introduction to the people of this franchise. Not just the, not just the franchisors, but the franchisees, other people that have. That had made the same decision that I did and to see how successful she was and how much more successful she's become.
I've visited other franchisees since then after I've opened up, you know, after my first season.
I'm in a seasonal market, so the wintertime out here in Boise is pretty cold and pretty snowy. Not a whole lot of swimming pools are open. Not a whole lot of people swimming. So I took a week and went to Arizona and visited with a couple of franchisees in Arizona and spent a few days out there to. To learn and see what they were doing and get. Get better familiarized and acclimated to what I could be doing and needed to be doing to be successful. So it's again, that, that, that family feel, that support, that transparency, that. That's really. That was really appealing for me. And like you said, the people of it not Just the, not just the product or the widget.
[00:10:17] Speaker A: I love that answer. And that Raleigh franchisee has been a guest on Kim Daily tv.
[00:10:23] Speaker B: Fantastic.
[00:10:25] Speaker A: Yeah, yeah, she, she told an amazing story. And as I recall, she worked in retail and was looking for something where she had more controllable hours. She didn't have to work holidays and weekends. I remember the interview, even though it was a couple years ago, I remember it like it was, it just happened. And, and she at the time, I think, had like, I want to say, 13 trucks or something on the road. She was very successful. And I heard at our convention last week that I'm just returning from that she was the number one franchisee last year in 2025. So I know she's gone on to continue to grow, do great things. And she had no background in pool cleaning. She literally came from retail.
[00:11:02] Speaker B: Yep, yep. Tiffany.
[00:11:03] Speaker A: Yeah.
[00:11:04] Speaker B: Kitty and I had a lot in common. That was one of the reasons why I, I reached out to her. I could have gone to Virginia Beach, I could have gone to Florida or Dallas, Texas, but we had a lot in common. And so I reached out to her and said, hey, you know, are you available for this? And she was very welcoming, you know, so good. So, yeah, it was, it was a great experience to, to, to kick off my, my Pool Scouts career, basically.
[00:11:27] Speaker A: It's so good and it's so true. I have videos on Kim Daily TV about the best kept secret in franchising that nobody is talking about. I think that might be the actual title of the video in case anybody wants to go watch it. But. And what I'm talking about is this validation that Matt is speaking of, right? So we buy a franchise because we want support. You want tools and systems, and that's all great, right? You got to, you get in, you go through training.
But the nuances of the business, it's true in my case, as of being a franchise consultant, it sounds like it's true in Matt's case and many, many other franchisees. The nuances that we pick up along the way really come from the family of other franchisees who are out in the field every day, coming across the same challenges in the same time, right? When the economy is changing or the competitive landscape is changing or the season is changing or the things are changing and you're bumping up against yourself. You don't have to sit there and spin your wheels. You can pick up the phone or go visit another franchisee. And we're, we're not competitors. We're all shareholders in the same brand. So if I know something that can help you, why do I want to keep it to myself? I want to help you because that raises the brand equity that we all have. And when I go to sell my business, you know, that's a multiple that's higher typically than a mom and pop business. Why? Because the name Pool Scouts, because the name Planet Fitness, because whatever the name is, has that equity in the consumer's mind. And that's money. And that's what we're all doing. That's why we all work together. It's so great. I love it. Okay, so you joined your franchise. Did you say it was during the pandemic you were doing this? So did you start in 2021 or 2022?
[00:13:04] Speaker B: I started in September of 2021 is when I cleaned my first pool with Pool Scouts of Boise. September of 2021. And we're coming up, we're, we're going to be, this will be our fifth full season here in 2026.
[00:13:16] Speaker A: Amazing.
So talk a little bit about your growth and your experiences and like so far, has it been what you expected it to be? Harder, easier? About the same, yeah.
[00:13:28] Speaker B: So, I mean, it started out with me and, and only me. I, I answered all the phones, I, I booked all the appointments, I scheduled, I ordered all the parts. I, I cleaned all the pools, I cleaned all the, all the hot tubs. I had people that would help me from time to time, part time if I needed an extra set of hands. But basically for the first two seasons it was me by myself. And then I had a part time assistant that was helping me. And then in the last couple of years I've been able to hire some full time employees and I've got more vehicles now. I've got three vehicles.
We're, you know, I used to, I used to work one day a week during the winter time. Now we're, you know, now I'm working five days a week and I've got another guy who works three to four days a week full time during the winter. So we're busy enough. I'm a seasonal market, as I mentioned before. So we're not like Florida or Texas where these pools stay open 365 days a year.
We shut down for a few months.
So it's nice to get a little bit of a break. But I'm finding now as we're growing and we're busier that I'm not getting as much of a break during the wintertime. So that's a good thing because I've got Revenue coming in, which is fantastic, and more of it. But it's also. I'm. I'm not able to take the entire winter off like I did during my first few years. But. But I knew eventually that would. That would not be the case, that I. I wouldn't be working seven months out of the year. I'd be working 12. Whether that's servicing pools and hot tubs or preparing for the next season and getting things ready to go and hiring and. And. And stocking and all that kind of stuff and planning.
But we're. We're. We're growing, and that's great, and we're looking forward to another. Another big season coming up, which is going to start before we know it.
[00:15:25] Speaker A: So is that a choice that you made, to start as that sort of owner, operator, man in the van, doing all of the things, whether it be to keep minimum cash flow into the business and maximum out, or just so that you could learn it and control it? Was that a choice you made or is that the pool scout's way?
[00:15:43] Speaker B: No, it was definitely a choice that I made. So, yes, it was because of financial reasons. I just couldn't afford to pay somebody while I sat at home, you know. And then number two, which is more important was more important to me is I wanted to learn the business. I want to learn what I was doing. I wanted to be able to get to know my customers. I wanted to be able to know what their dog's names were in the backyard. I wanted to be able to know what the routes look like. I wanted to be able to have as much knowledge and experience as possible so that I could train my guys when I brought them on. Hey, this is how we do things. This is how. Where we park the van. This is what we do on the app, and we're taking pictures of before and after.
I wanted to have that experience. And then, you know, I brought on a couple guys that had a lot of pool experience.
But after a few months of working with them, I realized that I probably knew more than they did, or at least the way that I wanted it done. And the way that I saw the vision that I had for. For the company and the way that I wanted it to be. To be run and the way that I wanted it to operate so great that I had some guys that had experience, and I learned a lot from them. But there's a loss also. You know, sometimes you bring on some of those people that maybe don't have the best of habits, and you try to change those, but maybe They've been doing something a certain way for 20 years and it just doesn't work anymore or we need to, we need to adjust and adapt. So it was great. And I've got some great team members now and I've got some great guys that, that are teaching me things every day. But I'm able to, I'm able to teach them then some things too. So it's great. And I feel really knowledgeable about everything that I'm doing, basically almost everything. Am I a pro at of all? No way. But I'm learning still. But I feel like I have a really good foundation for what needs to be done. And you know, more importantly to me is that I know my customers and I, I, I talk to them first name basis where we, you know, sending text messages or phone calls, hey, I don't know what's going on with this, but I have a really good relationship with them and I built that up over, over five years. So that, that was really important to me too.
[00:17:51] Speaker A: Is your retention rate high because of that, Matt? I'm guessing so.
[00:17:54] Speaker B: Yeah, it is, it is. You know, and, and I come from a background of hospitality and of service, being in the restaurant business. So that was one thing that was real important to me to bring to this pool industry.
I think the pool industry as a whole gets a bad rap.
Maybe sometimes it's accurate, but I think in general gets a bad rap for being unprofessional.
You know, you hear these stories of pool boys and, you know, all these kind of crazy things, but, but in reality, we're strangers in somebody's backyard, so we need to be trustworthy, we need to be professional, we need to show up on time, we need to do the job the right way.
And so I have a lot of those attributes and skills that I learned in the restaurant business that I bring to the pool business. And I think my retention and when people get to know me and we send them text messages when we're on our way, we send them emails. When the appointment is complete, we send them, you know, pictures and notes on how their pool is doing, what their hot tub looks like, before and after. So all those things kind of lead to the breaking of the trend of the unprofessionalism that I think sometimes goes along with, with the, with the pool industry.
And so that, that's, that's helped out a lot too. But that was a vision that I had when I started pool scouts, is that I want to be the best in service in my area. And I think that we do a pretty good job of that.
Yeah.
[00:19:22] Speaker A: Do you ask for reviews? Do you have like a whole bunch of five star reviews?
[00:19:26] Speaker B: Yeah, we, we do, we do pretty good on the, on the Google reviews and we, I need to do a better job of asking for them, of reaching out to my customers, say, hey, if you have a minute, jump online and tell us how good we did. I, I reward my technicians. If they get a, if they get a five star Google review, they get a bonus. So all those things are great. And I want other people to know how good we are also because I'm, I'm really proud of it and I, and I know that we do a good job. So I want to, I want to let other people know that we can, we could take care of them in their backyard oasis and their, their pool just like we do. All the, all the customers that we have now so could do better, but we do pretty good.
[00:20:07] Speaker A: I love it. I love it. So you mentioned that you, in the beginning you had a pretty deep winter season and now you're staying busy through the winter. Is that because you have a lot of hot tubs? Are you doing commercial work? What's keeping you busy? And that's the first question. The second question is right now, does the winter look like what your regular season look like? And that you're manhandling all of that.
But as the winter picks up, it'll look like what your full season looks like. Where now you have technicians now out there helping you. Like, are you doing, are you running kind of that same pattern of like, well, while we're leaner in terms of customers, I'm going to be the one doing it. But as we grow, then I'll scale back.
[00:20:48] Speaker B: Yeah, so, so the first part of your question, yes, we do a lot of spas, which we do year round.
We have quite a few people that use their spa more often in the wintertime because it's cold and snowy and.
[00:21:02] Speaker A: They want to get time to get.
[00:21:04] Speaker B: In that hot tub in 104 degree hot tub.
And then, you know, when it's 100 degrees out here in the summertime, nobody, you know, people don't want to get in their hot tub. So maybe we go from a, a less frequency of service. But we have a lot of hot tubs that we service that keeps us going in the wintertime. We also have a handful of pools that we service year round. The customers keep them open year round and they heat them up and they bring the heat down when they don't want to use them. And they'll, they'll crank it up and they're having a New Year's Eve party or a, or a birthday party or something like that.
[00:21:35] Speaker A: How fun is that?
[00:21:37] Speaker B: Yep. And then we, so we go out there on a weekly or bi weekly basis in the wintertime and clean and balance the pool. So we have some of those, we do a little bit of commercial work. But for the most part, the commercial pools out here are closed down for the, for the season and they'll open up around Memorial Day. So mostly hot tubs, which is great because now to your second question is. I do some of the hot tub infield work now, but I've got a, I've got a full time employee who does that work for me three to four days a week. I'll go out with them maybe a day or two a week and help and train and watch and, and coach or, or help him solve problems. But there's a lot of days where he's out on, most of the days he's out on his own doing it. But in the past, yes, it was me, you know, scaling business scales down. So I've gotta, I've gotta let some guys go. They, they get laid off, they go on unemployment, they work their second job, whatever it might be, and then I'm going out and doing all work just because I, I've gotta, I've gotta cut the costs a little bit. But now we're busy enough where I'm, I'm getting enough calls, I'm doing enough things where I'm needed in the office and I, and I can afford to have somebody out doing, doing the work so I can keep bringing in more work. So, you know, it's been great, it's been great that, you know, this winter and last winter I've been able to keep some of my guys on, on staff all year round.
[00:23:07] Speaker A: And you're picking up clients now like, you're starting to, like, when will you really kick into your spring marketing season? And when do you start in Boise? When do you start opening pools? Like around May 1, or does it depend on when the snow ends?
[00:23:20] Speaker B: Yeah, it's weather dependent, but. So every year is a little bit different, but for the most part, yes, May 1st. I mean, we open the majority of our pools in the month of May. We May is the busiest month of the year with repairs and pools that are already open and then all the pools that we open.
[00:23:37] Speaker A: Is it your most profitable, is it your most profitable month? Because pool openings are more expensive than regular.
[00:23:45] Speaker B: May is a Great month.
So that's always exciting, but it's a lot of work. It's busy.
It's pretty chaotic.
You never know what happens to people's equipment and people's pools when they sit for three, six months in, you know, below, the mice get in and eat.
[00:24:04] Speaker A: Your heater, as was the case with my pool heater last year.
[00:24:08] Speaker B: Yep.
[00:24:08] Speaker A: So that's always a fun thing to tell a customer.
[00:24:10] Speaker B: Yeah, it's not. But unfortunately, that's just the way that it goes. And, you know, stuff can't last forever. If it's taken care of and you've got the preventative maintenance and that kind of stuff, it can last a little bit longer. But it's that it's never a fun conversation to tell somebody that, you know, multiple thousands of dollars need to be spent on a new piece of equipment. But that's, you know, it's just the, the nature of the beast in this business. But yeah, it's full, but it's great. You know, this, this, this winter and last winter, I was able to keep people on and, and businesses were increasing and, and, and really beginning in March is, is when we really start to crank up some of the advertising and some of the, the calls and emails and text messages to customers saying, hey, let's get on the schedule. The sooner we do it, the better. That way we can address problems like heaters and, and valves and all that kind of stuff. We could do those repairs before we get into swim season so that as soon as, as soon as it starts getting warm, let's get you in the pool. Because the swim season is only six months, seven months out here. So you got to make, got to make the most of every single. Every single day, every single week. Right?
[00:25:15] Speaker A: Exactly.
[00:25:15] Speaker B: Yeah.
[00:25:16] Speaker A: My pool company, my pool cleaning company schedules the openings. The day they open my pool, they schedule me for next year's opening, which I love. I like, I'm. Because I'm at what I do for work. I'm very aware of how, like, the psychology of what they do. And they're already like, we're already scheduled for the closing in 2026, and the pool hasn't even opened. It won't open into your point until, like, early May. So I. And you know, and like, and then, like, I'm sure any day now they're going to be sending me the email. I don't know if your customers have to buy their own products, but they, they'll, like, look at your inventory. Here's the sheet. Here's what you used last Year, they send me my thing and then they say, and then you can pre buy and get a discount. So they're raising, they're taking money and a lot of money in, in January and February from pool chemical sales and they deliver them to me and then they, the pool cleaners come and I don't know if that's how it works, but I'm very aware of, like, all the little things that they're doing think are genius because now you're just like, they're, they're leading my process. I'm not saying, oh, do I want to use them again next year? They're just assuming and beating me to the thought. And I love it. I think it's so great. And so I've been a customer since they built my pool. They just keep coming every year, and I just keep doing it. Even though I complain about how much it costs, the cost keeps going up. I just keep doing it right.
[00:26:35] Speaker B: Those are some great ideas. I'm taking some notes now on what I'm going to start doing, you know, this season. When I booked their opening and when I booked their closing chemicals, it got it. Those are, those are great ideas. I like the, I like the thought behind some of that stuff. Especially when you're, you know, everybody's busy. Everybody's busy. So if we can take something off their plate and, and I know we do a good job, so I'm, I'm not concerned about, oh, maybe this person thinks I'm forcing them to use us. I know we do a good job and they have every right to make that decision on who they want to take care of their, their property. But I like that idea of getting them on the schedule.
[00:27:12] Speaker A: It's just.
Yeah, yeah, Use the law of assumption. Yeah, they're going to go with me. So let's get to, like. So you're, what are you. When you started this business, you had, you had a vision of your life. And I, I want to know, like, right where you're standing right now. Are you living that dream or do you see it on the horizon? Like, how close are you to being in what you wanted the day you signed that franchise agreement?
[00:27:39] Speaker B: Yeah, you know, I'm, I'm, I'm getting closer. I don't think I'm there yet, but I'm getting closer. I love the fact that I can be at home and around my kids more.
I love the fact that in the wintertime I can take them to school, I can pick them up.
Obviously, our busy season is in the summer and they're back in school at the beginning or they're still in school at the beginning of the season and back in school at the end. So it kind of overlaps. But you know, I love the fact that I'm around them more and so that's, that's been great financially. It's, it's, it, we're getting to the point where things are, are better, things are, are. I can see the growth, I could see the profitability. I can see some of the financial freedoms that, that are down the road.
And it's great to be able to hire some of these people and keep them employed year round when that's not very traditional out here in this market.
And, and we're getting busy enough to where we can, you know, I can get some good people and get them on staff and being paid and being able to, to have a paycheck coming in year round. So that's rewarding to see that too. But we're, you know, each year it seems they closer. Every, you know, the beginning of the year, I look back at my financials from, from 2025, 24, 23, and I can see, see I could see how things are improving. Oh my gosh, look at how, how many pools we cleaned last year. Look at how much revenue we, we brought in and, and what could I do differently to, to bring more of that to the bottom line and into, into my bank account essentially?
What can we do? And it's exciting to see that lots of things to improve on, lots of challenges, but it's, it's, it's exciting to see where you came from five years ago to where I am now. It's, it's incredible. It's. And it's really fulfilling almost more than, and then, you know, some of those other things, it's just the, just the fulfillment of achieving something.
[00:29:35] Speaker A: So well said. There's so much more that goes into the success or the definition of wealth. When you're a business owner, the money comes, but the money comes after we become that person, after we figure out how to serve our customer. And that's what you've been doing that, right? You've been perfecting the art of serving the customer and becoming inside of yourself a successful, confident business owner. And it's on that frequency and vibration that all of the money that you want lives. So we have to become that. And then the money comes, which I love. I'm a business coach, I can't help myself. But that was so well said and it's awesome. And you know, in this kind of business for the listener. If you're working with me to figure out what's the right type of business, you have to consider that. Yeah, you're like, oh, five years. Wow, that sounds like a grind. You know what, he's got kind of two whammies against him. One, he's got a reoccurring revenue model. So there's two different types of ways we can bring in money. We can have a one time high ticket. Like if you renovated my kitchen, right, could be an average ticket of $20,000 or $50,000. Or we can have that reoccurring sale. And intuitively, almost all the candidates I work with go right to reoccurring until I point this out and I'm like, look, reoccurring is amazing in years three, four and five. But ain't nobody like that business in year one, two and three, right? Because you got small dollar amounts and they've got to incrementally grow. And there's a point of diminishing return with your marketing. You can't just like triple down on marketing and think you're going to triple down on customers. It's time in market, right, Matt? It's time in market and then referrals start coming and people see your trucks and they start calling. And so, and so there's that. And then he lives in a seasonal market. So there's two things here that are working. But listen to his happiness, listen to his joy, listen to the fulfillment. So you. Yes, like sometimes we have to be patient in receiving the money that we all want when we're business owners. But there's a lot of other things that have to come before the money ever comes. Look, I'm a business coach and I meet many people who are in business who are not seasonal and who have one time tickets and they're still not making money.
And it really has to do more with their mindset, it has to do more with how they're feeling and thinking about their business than anything else.
So I think you're doing amazing. I think you're, you know, right on track. And I might like to have you back at your eight or nine year mark to see, okay, Remember when we had that conversation at year five, like, look what you've done now. Because imagine where you'll be in five more years, right? And especially compared to when, for those people on the sideline, when you're like, you know, is this the time to invest in a business or not? Well, every year that you sit and just debate that Instead of get in and do it prolongs when you get to your happily ever after, right, Matt?
[00:32:22] Speaker B: Yeah. Yep. It takes time and it is a grind and it is a lot of work.
But that's, but that's part of the, for me anyways, that's part of the fulfillment is saying, man, look at, back to what I was doing three or four years ago to what I'm doing right now in the month, you know, in the middle of January. It's, it's night and day and to see how much we've grown, see how much I've grown personally and professionally, to see what I've, what I've been able to do and help some of my, my, my team members do in their lives has been very rewarding and fulfilling. And it's just, it's, it, you know, it's, it's the journey. It's not the, it's not the end result that I, that I look at a lot of the times that, that just, that makes it really, really fun and really rewarding to, to do so. Yeah, I'd love to come back in three or four years, so.
[00:33:12] Speaker A: Well said. And you know, I'm sorry that you no longer have your full winters off. Okay, buddy?
That means you're successful year round.
[00:33:20] Speaker B: I'm not either. I'm not either because I drove my kids crazy. I drove my girlfriend crazy because I was at home all the time and I was just, just driving them nuts with.
[00:33:29] Speaker A: Everybody's happy. Matt's busier.
[00:33:31] Speaker B: Yeah. They're like, oh, good, he's not here. Or oh, he's, he's too busy in the office. He's working. So we can, we can run amok here in the house.
[00:33:37] Speaker A: So.
[00:33:38] Speaker B: They're so good. They're not, they're not mad about it either. And neither am I.
[00:33:42] Speaker A: Neither am I. I love it. Well, this has been an awesome and inspiring story, and I want to close it by asking you the question I ask all of my interviewees. So for those people who may be out there on the sideline who are thinking about calling Kim daily but who haven't yet filled out my form, who are just thinking, oh, she too busy for me? Or oh, am I ready for her? Maybe her, her services are too expensive. It's totally free for you, Matt. What advice, knowing what you know now, what advice do you have for that listener who's just been thinking about it and thinking about it but hasn't yet taken action?
[00:34:15] Speaker B: I think you said it before, the longer that you wait, the more you're delaying your happy ending.
So get out there and do it. Take the step.
Don't be afraid to make mistakes. Don't be afraid to make errors. Don't be afraid to, to, to be stressed out because it's going to happen. But you got to get out there and do it. And you, you gotta, you gotta take that step, make that leap. And, and, and as long as you've got the faith and the trust in yourself and great coaches and teammates, put in the work and, and you'll have, you'll have that, that success story, you know, one day. But the longer you wait, the, the further away that that gets.
But get out and do it.
[00:35:00] Speaker A: So well said. Thank you so much, Matt. You've been an amazing guest. Thank you so much. Good luck to you and God bless you in your up and coming season.
[00:35:06] Speaker B: Awesome. Thank you so much, Kim. I really appreciate it.
[00:35:09] Speaker A: Thank you. And for those who are on the sideline, you heard the man. He said get up and do it. So there's a link in the description below. If you would like Kim Daly to be your franchise consultant and your daily coach, find your way to that link right now, fill out the form and I promise I'll reach out to you within 24 hours. And until next time, please don't forget that my name is Kim Daly and I want to be your daily coach.
