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Contractor Rapid Success Framework (Step by Step) · Contractor Business Builder Podcast

• 0:00
  If your business can't run without you, you don't own a
• 0:03
  business, you own a job. Scary thought.
• 0:07
  I'm breaking down in this big year.
• 0:08
  The five step framework that I use with successful contractors
• 0:13
  to help them grow, scale and get their time back.
• 0:17
  And see this very often with construction companies.
• 0:19
  They want to scale, they want to grow.
• 0:21
  You're probably in this board for watching this video.
• 0:23
  You want to expand and you know, be successful in your
• 0:27
  construction business. The problem is often the focus
• 0:31
  is too much on the other parts of the business without getting
• 0:35
  the reach right first. So this is the rapid five step
• 0:38
  process. We're starting with R, which is
• 0:40
  reach. And you need to have pent up
• 0:42
  demand in your marketing, in your clientele because I just
• 0:46
  did way too much. And you know this with
• 0:48
  construction businesses, there's these big ups and downs in the
• 0:51
  amount of projects you have, in the amount of leads that come
• 0:54
  flowing in. So if you're always trying to
• 0:56
  meet demand, you're going to have a very inconsistent
• 0:59
  business and get into a lot of trouble.
• 1:01
  I've been there, I've, I've had my business go sideways and gone
• 1:05
  through those, those dips that I just, I hate those times because
• 1:08
  it's that it seems like the world's going to end.
• 1:10
  You're pulling out your hair and you are just no frustrated and
• 1:13
  overwhelmed. So you need reach because you
• 1:16
  want to make sure that you have more demand than you can
• 1:19
  facilitate. That may sound like it's going
• 1:22
  to, you know, make problems for you, but in reality, that's when
• 1:26
  you can get choosy about the clients that you take on.
• 1:28
  That's when you can start to raise your prices because you
• 1:31
  know you've got lots of needs, you've got lots of projects.
• 1:33
  You don't need to take everything that comes along.
• 1:35
  You don't need to just keep the guys busy.
• 1:38
  So things you want to focus on for getting a lot of reach right
• 1:42
  up front before you start to scale and grow is your, you
• 1:45
  know, your marketing channels. Social media is big and I'm not
• 1:49
  big on that. You have to be posting on social
• 1:51
  media every single day and any of these big, you know, millions
• 1:54
  of followers or any of that stuff.
• 1:56
  But just get your bases covered. Get your profile set up, get
• 2:00
  some links on there, get your logo or nice picture of like a
• 2:03
  project he did so that anybody searching for you on social
• 2:06
  media or if they see your post on social media, go to your
• 2:09
  profile. There should be a nice picture
• 2:11
  yourself, a cover photo with your logo or your company.
• 2:14
  They should know what you do and there should be a link to your
• 2:16
  website for them to go get more information so that you're not
• 2:21
  just letting these leads drop off.
• 2:22
  And then from there, just schedule like a weekly post.
• 2:26
  You don't need to be posting every day.
• 2:28
  I mean, if you can rate, but social media is is just a bunch
• 2:31
  of noise at the end of the day. And yes, there's ways to do it
• 2:35
  effectively, but ultimately it is more like a branding type
• 2:38
  thing. And your direct response from
• 2:42
  social media for construction company is, is not typically
• 2:45
  going to happen that much. People will know about you.
• 2:48
  But ultimately, like the people that are going to see posts on
• 2:51
  social media are people that probably are your friends or
• 2:54
  family or people that already really know you well.
• 2:56
  So yes, be present there, but don't go overboard. e-mail
• 3:00
  marketing is low hanging fruit. If you don't have e-mail
• 3:02
  marketing set up, go get it set up after this video and so
• 3:06
  bored, reach out to us, drop a comment below.
• 3:09
  We've got software that will help you with e-mail marketing
• 3:11
  and it is again very easy, especially with Chubb T I've got
• 3:15
  other videos on how to do this with chat TBT.
• 3:17
  Create emails with your voice, with your branding, with your
• 3:21
  ideal client in mind, with your content.
• 3:23
  You put it in there, it does its work.
• 3:25
  Yes, you got to move things around and copy paste the punch,
• 3:28
  but it's easier than ever today. And e-mail marketing keeps your
• 3:32
  leads nurtured very strong because like I said, you need
• 3:36
  this reach off the bat to have a certain amount of leads in order
• 3:39
  to get everything else in place. Because if you're building like
• 3:42
  a House of Cards, it's very easy for it to fall over.
• 3:45
  You need like marketing, having that marketing and that reach
• 3:48
  and that lead generation is, you know, those systems in place is
• 3:52
  what's going to help kind of create the fuel to the fire to,
• 3:56
  to grow and scale your business from there.
• 3:57
  You want to be visible on all the search engine.
• 3:59
  So Google My Business profile, go get that set up.
• 4:02
  And you know, there's a bunch of other ones being Yelp and all
• 4:04
  these other directories online. Go get all those set up very
• 4:07
  easy. After all that kind of stuff is
• 4:10
  is taken care of, you may look into, you know, online ads or
• 4:14
  get a marketing agency. A little caveat to marketing
• 4:17
  agencies is just make sure you know what you're getting and
• 4:20
  make sure that you're paying for results.
• 4:23
  And that's very clear from the outset that you know there's
• 4:26
  going to be an investment period for marketing to kick in.
• 4:29
  But at the end of the day, if you are three months or six
• 4:32
  months in and you know it's your return on investment is is
• 4:36
  nowhere to be seen and you're not getting leads, You need to
• 4:38
  have that tough conversation. The last point of every talking,
• 4:40
  both for reach, is your referral network.
• 4:43
  This is a slower process, but it's also the strongest type of
• 4:48
  leads that you can possibly get growing your referral network.
• 4:50
  So you should always be outwardly looking to connect
• 4:54
  with other people in your industry.
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  The best are typically ones who have the same clients as you and
• 5:01
  are not in a competing business. So this could be architects,
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  designers, real estate agents, moving companies, maybe it's
• 5:08
  your cleaning companies, whatever trade comes before you
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  in the process or whatever professional comes before you in
• 5:14
  a process. Those are good people to know
• 5:16
  because they're going to be in touch with your ideal clients
• 5:19
  before they're ready to, you know, build or design or, you
• 5:23
  know, get whatever type of service you offer.
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  So always be building referral network.
• 5:27
  Those are ones that are directly related.
• 5:28
  Your referral network can also be influential people.
• 5:31
  So if you know, like really established business owners,
• 5:33
  people that just have a lot of contacts or very, you know,
• 5:36
  publicly well known, of course, those are great connections as
• 5:39
  well. And it's not enough to just make
• 5:41
  a connection and be like, yeah, if I see someone, I refer you
• 5:44
  and you know, you do the same, right?
• 5:46
  You want to invest in a relationship.
• 5:48
  You want to, you want to have the relationship about more
• 5:50
  about you giving to them and what you can provide to them.
• 5:54
  And you have to take the initiative to follow up.
• 5:57
  I set reminders every three months to follow up with key
• 6:01
  people in my network. I would suggest you do the same,
• 6:03
  especially if you just met them at like a networking event or
• 6:06
  someone like connected you and you had a conversation.
• 6:09
  Set a reminder 3 months. And this should all be automated
• 6:11
  and in this CRM system. But you know, every three
• 6:13
  months, six months, reach out to them, phone call, hey, how's it
• 6:16
  going? Just checking in, how's
• 6:17
  business, you know, yada, yada, just a touch base.
• 6:20
  And that's how you keep those warm and you build those
• 6:22
  relationships which are super important.
• 6:24
  So that's the first part of this five step process is you want to
• 6:27
  get reach. If you're struggling with leads
• 6:30
  or the amount of work you have, then this is the place you need
• 6:35
  to focus and you need to stay focused on this marketing to get
• 6:39
  enough reach to then build your business off of.
• 6:42
  You hear me talk about like systems are the foundation of
• 6:44
  your business, but without marketing that foundation has
• 6:48
  nowhere to go and you can't get established because you don't
• 6:51
  have any money to finance the, you know, the, the building of,
• 6:54
  of your business. So number one is reach.
• 6:56
  Our next one is administration. So we're doing the rapid, rapid
• 7:01
  process here. Administration.
• 7:03
  The next step to scaling quickly is once you have that marketing
• 7:06
  set up, now get an admin person, go hire virtual assistant if you
• 7:11
  have to couple hours a week, whatever the minimum is that you
• 7:14
  can afford at this point in time, you need an assistant
• 7:18
  yesterday. If you don't have a good
• 7:20
  assistant, go and get one. That should be your next step.
• 7:22
  After you have that like a good reach and you've got that pent
• 7:26
  up demand for for, you know, project the administration
• 7:29
  person. This could be, you know, an
• 7:31
  assistant. Whatever the process for hiring
• 7:35
  and delegating to this person. I've I've got another video, but
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  what you need to be thinking about now is start.
• 7:41
  My one of my favorite lists is a delegate.
• 7:43
  This list. So I start, I have a list
• 7:46
  ongoing things whenever I'm doing something in my business
• 7:49
  and it's like this is a little bit boring or I could easily
• 7:53
  have someone else do this, I throw it on my delegate this
• 7:58
  list. That way when you hire this
• 8:01
  person, you've now got a huge list that you populate of all
• 8:04
  the different tasks that person can do.
• 8:05
  You'll still need to create some training materials and, you
• 8:08
  know, some process behind it. And you know, it's not like you
• 8:12
  can just hand off that list and hope for the best because it's
• 8:14
  just going to be a disaster. But now you've got a big scope
• 8:17
  and you can kind of prioritize like, yeah, they could do this
• 8:19
  or they could do this. And and it's very easy then to
• 8:23
  create a little training or some sort of instructions and have
• 8:26
  them, you know, take with it and run with it.
• 8:28
  As far as your first like SOP document, there is like the
• 8:32
  easiest way to get a SOP in place is just to record yourself
• 8:37
  doing whatever the task is. So if that's invoicing a client,
• 8:40
  you just do a screen recording and, you know, invoice the
• 8:43
  client that can that end up self is the easiest way to get a
• 8:46
  quick training in place. The new assistant or you know,
• 8:50
  administration person can then watch the video and do the task.
• 8:54
  I would say that it works well, but it's probably going to hit
• 8:58
  6070% and you're going to still probably have to, you know, ask
• 9:01
  a bunch of things. And the thing with the video is
• 9:03
  they get outdated pretty quick because programs change your
• 9:06
  structure of the business changes all you know, things
• 9:09
  change videos, you know, to record them does take a lot of
• 9:12
  time. So from there though, from that
• 9:14
  video, the next step is to have an SOP document.
• 9:18
  And I like to have both of those because some people are going to
• 9:21
  be more visual. They could read through it.
• 9:22
  They're more, you know, like the standard type education model
• 9:25
  where you read, you read what you need to do and then, and
• 9:28
  then you go and execute more. Other people are more visual.
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  They need to see it. Plus there's just levels of
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  detail, especially when you're using programs or doing certain
• 9:35
  things on a screen that is going to be not like you're not going
• 9:40
  to get in, you know, a written document when you're building
• 9:43
  the video, make sure you're talking through it.
• 9:45
  So, you know, I click here and now I'm going to go do this.
• 9:48
  And now I, I, I check out the estimate and I confirm that we
• 9:53
  were this or on the project. So this is, you know, just talk
• 9:56
  your way through viewing the actual SOP.
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  That's how you get your first SOP in place.
• 10:00
  You can do the video and then have your assistant write the
• 10:03
  SOP. So little quick tip here, CHEAT
• 10:07
  SHEET here is do the video and then ask your assistant, Hey,
• 10:11
  can you please, you know, go through this video, ask me if
• 10:15
  there's anything that's unclear or if you got stuck anywhere.
• 10:18
  And then I want you to, to write out a document.
• 10:20
  You can transcribe the video. Use chat should be T to create
• 10:24
  the P You know it, it works, it'll get you there, but there
• 10:28
  are there are, you know, better structures, but that'll work.
• 10:30
  There's a lot of different ways to do it, but essentially those
• 10:32
  are the two pieces making sense. You got me here.
• 10:35
  This is helping so far. Could this be with thumbs up?
• 10:37
  Super appreciate you for doing that.
• 10:38
  I really try to put out the best content here because I want you
• 10:41
  to grow your business fast. I've been through this situation
• 10:45
  myself, my own contracting business.
• 10:46
  I worked with clients every day on how can they scale?
• 10:50
  How can they build systems? How do we get things in place
• 10:52
  for them to make their life easier?
• 10:54
  It's I know the pains of being overwhelmed and having a million
• 10:58
  and one things come at you. So I'm really want to create
• 11:01
  very streamlined, specific advice to help you build your
• 11:04
  amazing business. So as far as the administration,
• 11:07
  two things that they should always be doing for you is your
• 11:11
  e-mail. So have them manage your e-mail.
• 11:13
  I'm sure you get a lot of spam emails.
• 11:14
  You probably get a lot of emails from clients.
• 11:16
  So organize emails and make sure that you know they're there.
• 11:21
  Probably had like maybe depends on what kind of emails are
• 11:24
  getting, but like 30% at least are probably like garbage or
• 11:28
  don't really need to do anything.
• 11:30
  There's probably about 10 to 2030% that is like for your
• 11:33
  information, you don't really need a response.
• 11:35
  It's just like someone sending you information.
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  Then you got like 30 to 40% that you as a business owner are
• 11:40
  going to have to respond to or provide some insight to.
• 11:42
  But you can train your admin more and more as the user inbox
• 11:46
  to formulate response and you can always approve their
• 11:49
  response so they can create a response to.
• 11:51
  It's like, you know, Joe Smith, message us about their project.
• 11:55
  He's wondering about their schedule they created.
• 11:57
  You know, this e-mail is a response.
• 11:58
  Does this look good to you? You can be like, yeah, that
• 12:01
  looks great. Send it off, right?
• 12:02
  So that it only takes a couple seconds of your time to review
• 12:05
  it. Or it's like, no, make sure you
• 12:07
  add, you know, this additional information or, or whatever,
• 12:09
  right? So have the managing your your
• 12:10
  e-mail inbox. We'll save you a ton of time.
• 12:12
  And then you're scheduling. If you have specific, like you
• 12:14
  should have calendar links to help like people book
• 12:17
  appointments with you, which will help a lot.
• 12:19
  But your admin should be looking at your schedule.
• 12:21
  You should have open conversations about, you know,
• 12:25
  your work schedule, working hours, where to fit things in,
• 12:28
  try to bulk, bulk and number of stuff at one time and that as
• 12:34
  well, you know, reception for answering phones and things like
• 12:36
  that. So that Emma person, if they can
• 12:38
  save you 5/10/20 hours a week, you're again going to be in a
• 12:42
  much better place to scale rapidly.
• 12:44
  And that brings me to my next thing.
• 12:45
  So we got RI and now we got P, which is paid.
• 12:49
  You need to get paid. You got your marketing, you got
• 12:51
  your admin person and you got to make sure that you are efficient
• 12:54
  in your business because if you're not getting paid
• 12:57
  properly, when you start to scale, you're going to add
• 12:59
  overhead and you're going to have less control and management
• 13:03
  and on, you know, frontline insight as you grow and expand
• 13:07
  that you're going to have to have a certain level of margin
• 13:09
  and amount of money in order to facilitate that growth making
• 13:13
  sense. So paid.
• 13:15
  What I mean by that you need to make sure you're getting paid on
• 13:17
  estimating. So this I'm not saying you have
• 13:20
  to you can't do free estimates. What I'm saying is you're
• 13:23
  estimating has to be at a level that you know that when the
• 13:27
  project is complete, you are making your margins.
• 13:29
  That means it's accurate, it's priced to current prices, not
• 13:32
  using, you know, historical prices from six months ago or a
• 13:35
  year ago, that you've got a good templates and review process so
• 13:39
  that nothing is missed, everything is organized and that
• 13:43
  your margins are accurate. So if you've got 20% margins or
• 13:47
  40% margins or whatever they may be, you, you put your, your
• 13:51
  markup on there. And there's, there's a
• 13:53
  difference between, you know, markup margin.
• 13:54
  But assuming that you know that you then know your overhead, you
• 13:58
  know your contingencies, you know how far projects can swing
• 14:02
  out, you know one way or the other, got job costing in place
• 14:05
  that you know which type projects are your most
• 14:08
  profitable, which services are your most profitable.
• 14:10
  If a project went sideways and you lost money on it, you know
• 14:14
  how much money and where you lost money.
• 14:17
  So being able to know that you're going to get paid
• 14:20
  properly when you produce an estimate is like most important
• 14:23
  thing because that's like upstream, right?
• 14:25
  That's where you've got that marketing built up.
• 14:27
  You're estimating is where you make your money.
• 14:29
  It's not like when he gets you get paid during the project and
• 14:32
  when it's complete, but getting money when the project is
• 14:35
  complete doesn't mean you made money and it's in your pocket.
• 14:38
  Estimating is where that happens.
• 14:40
  So super important for estimating profitability.
• 14:43
  Again, having a system in place where you know that your salary
• 14:49
  as the business owner, as the business manager is covered and
• 14:53
  you're going to be profitable. On top of that, you're not
• 14:55
  operating on all profit just goes to you and there's no money
• 14:59
  left or right. So having a proper amount of
• 15:02
  profit, that profit is what you build your wealth on, what you
• 15:07
  build, you know, your future life on.
• 15:09
  And that profit, it shouldn't be used for this, But you know that
• 15:13
  if times get tight or something, it negatively impacts the
• 15:17
  business. You've got some buffer there and
• 15:19
  you can maybe, you know, decrease your profit a bit to
• 15:22
  help facilitate the business and get you through those tough
• 15:24
  times. And then the final thing with
• 15:26
  getting paid is your financial management.
• 15:28
  This is how you have your banking set up.
• 15:30
  This is how you have just the, the systems and processes and
• 15:34
  the administration that I mentioned earlier will be a big
• 15:36
  part of this to making sure that invoicing is going out on time.
• 15:41
  If paint clients are are late on payments, that there is a
• 15:44
  process to remind them about payments, to collect payments to
• 15:47
  make sure that cash flow is going through the business, that
• 15:50
  you're looking at your, your reports that your bookkeeping in
• 15:52
  place. So getting all this right is the
• 15:54
  next step and you know, being able to scale rapidly and having
• 15:57
  that rapid success. So I got two more points coming
• 15:59
  up here. We got I&D to make out this
• 16:01
  rapid five step framework, which is going to help you grow.
• 16:06
  The next step, the fourth step in this process is invest.
• 16:10
  So you've kind of got your bases covered now with your reach,
• 16:13
  your administration and getting paid.
• 16:15
  Now you need to invest because you know that you're good and
• 16:17
  your other departments. Now you can start to invest in
• 16:19
  people, you can start to invest in systems and you can start to
• 16:22
  invest in wealth. So those are the three areas
• 16:25
  that you need to be investing in.
• 16:26
  The first one, people. Now that you've got your your
• 16:29
  bases covered, you can now bring in more people.
• 16:32
  So your your marketing is in a good place.
• 16:34
  They're going to get more projects, you're going to start
• 16:36
  to expand and you need to have systems for bringing in good
• 16:40
  people. And you got to invest in the
• 16:42
  people that you already have with good training with helping
• 16:46
  them kind of get to that next level.
• 16:48
  Or if they're not able to do that, bringing in people that
• 16:51
  can be, you know, foreman or project manager or operations
• 16:54
  manager, sales manager or whoever that you know, next
• 16:58
  group of people will be to help you build out your business.
• 17:01
  Coupled with that is system. So systems and people.
• 17:04
  That is what that's what a business is built on and the
• 17:08
  systems investment, it could be new technology, but typically at
• 17:12
  this point, you probably already have some good software in
• 17:14
  place. You may have to like optimize
• 17:16
  your tech stack to some degree. But the systems that I'm talking
• 17:19
  about is investing in creating really solid processes for every
• 17:24
  stage of your business. Because you've already got your
• 17:26
  administration person, they commit help you with this.
• 17:29
  And you know, if you want additional help and you want to
• 17:31
  know actually how to do this or someone who's already done this
• 17:33
  and can just give you the systems and you can run with
• 17:36
  them, reach out to us. That's what we do.
• 17:38
  We help systematize businesses. Different systems you want to
• 17:41
  get in place is like for people. You need to know who your ideal
• 17:44
  employees are. You need to have a hiring
• 17:46
  process to make sure you're asking the right questions,
• 17:48
  you're doing your due diligence. Then a good onboarding process
• 17:51
  for your employees as well as good onboarding process for
• 17:55
  clients. Then training for your employees
• 17:57
  to make sure they're training, having milestones, having
• 18:00
  retention programs so that you're not doing all this work
• 18:03
  with hiring and training someone and then they leave in six
• 18:06
  months or a year or even 2 years.
• 18:08
  You want those long term employees to help grow and build
• 18:11
  your business. Yeah, same thing with like the
• 18:13
  client experience, like I mentioned, your project
• 18:15
  management. So just heavy on systems and
• 18:18
  building systems. Go check out some other videos.
• 18:19
  I've got videos on every specific system that you need to
• 18:22
  systematize for your business. And the last thing you're going
• 18:25
  to start investing in at this stage is your wealth.
• 18:27
  This is what is going to enable you to have some Peace of Mind.
• 18:31
  It's what's going to enable you to know that there is a life
• 18:35
  outside of your business. And it's just going to give you
• 18:37
  some confidence to know that even if things don't pan out or
• 18:41
  the economy goes down or whatever may happen, you've got
• 18:45
  like this, you know, nest egg or whatever golden egg have like
• 18:48
  investments that are generally growing your wealth and
• 18:51
  providing income and you can retire off of when the time
• 18:54
  comes. Hopefully this making sense that
• 18:57
  the the investments that I mentioned is like you're pulling
• 18:59
  wealth, that profit outside of your company and you're
• 19:01
  investing could be in stocks, real estate, you know, whatever.
• 19:04
  I'm not going to give you specific investing advice on
• 19:06
  this video, but there's a lot of different safe places to put
• 19:11
  your money that it'll grow overtime and you want to be
• 19:13
  thinking long term, 10/20/30 years out.
• 19:16
  Alright, moving on to #5 we are going rapidly here.
• 19:20
  The last part of being able to scale rapidly and grow your
• 19:25
  business is to detach. Your business is your baby.
• 19:29
  You've, you've, you, you know, you founded it, you've grown it,
• 19:34
  you've been out there every stage of the way.
• 19:36
  You, you're very closely in tune with your business.
• 19:40
  But in order to grow, you need to detach from your business,
• 19:45
  you need to be able to delegate, you need to be able to trust
• 19:48
  people and you need to be able to do this with leadership
• 19:51
  skills. And there will be this will be a
• 19:54
  comfortable because if you're outside of your comfort zone,
• 19:57
  you're going to have to give up some control that you're used
• 19:59
  to. You're going to have to create
• 20:01
  systems and have a level of leadership that people know what
• 20:05
  to do. They know how to make decisions.
• 20:08
  They are aware of how the company operates without you
• 20:14
  constantly having to tell them or be.
• 20:16
  Involved with all the little details so that is a very
• 20:20
  difficult thing to accomplish. But if you follow those those
• 20:24
  first four steps that will get you on your Rd. there very, very
• 20:28
  quickly. The reason this is difficult is
• 20:30
  because you are comfortable where you're at right now and
• 20:34
  you may not even realize this, but you're used to being able to
• 20:37
  manage being able to talk to every client if there's a
• 20:39
  problem, you solve it right. So you're kind of that hero.
• 20:43
  You're the, you know, the big kahuna in your company by being
• 20:47
  able to like get back and like empower people and trust people
• 20:51
  to make decisions, to create documents of like, this is how
• 20:54
  we make decisions. This is our mission, our vision,
• 20:57
  and this is where we're going as a company.
• 20:59
  Being able to express yourself very candidly about like, hey, I
• 21:03
  need you to handle this. This is what I think about this
• 21:07
  situation, but I need your feedback.
• 21:08
  I hired you to be smarter than me to be able to make these
• 21:11
  decisions and to grow into this role.
• 21:13
  So I'd like you to be able to take this, you know, when people
• 21:16
  make mistakes, how do you do that?
• 21:18
  When do you decide if someone's not going to be a good fit for
• 21:20
  the company long term? I talking to a good friend of
• 21:23
  mine the other day. He's got a general contracting
• 21:25
  company. He's had to let go some very
• 21:28
  long term key employees and his business because they were not
• 21:34
  aligned with the business visually, like with the vision
• 21:37
  of the business as it as he was planning long term.
• 21:40
  He can be uncomfortable your employees for you to detach
• 21:42
  because they're used to always calling you or getting your
• 21:45
  advice or, you know, being a little bit lazy because it's
• 21:48
  like, oh, I've got a problem. I'll call the Bloss or I'll call
• 21:51
  whoever right. And that so that, that part of
• 21:54
  the business is kind of like the last kind of step to getting
• 21:57
  rapid scaling and be able to detach, being able to get out of
• 22:01
  the day-to-day and just have that, that ability to be the
• 22:06
  business owner, work on the business instead of in the
• 22:09
  business, which is what I mentioned in the beginning is
• 22:11
  doing a job or do you own a business?
• 22:13
  And this is how you own a business.
• 22:14
  So making sense, you are doing good, you're on your way.
• 22:18
  Go check out these other videos we got here to help the load the
• 22:21
  systems and, and complete this process.
• 22:23
  I'll see you on the next one.