Latest / The Inspired Stories Podcast / Paul Dorsey's Journey from Paper Boy to Jantize America CEO and Franchise Innovation

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Paul Dorsey's Journey from Paper Boy to Jantize America CEO and Franchise Innovation · The Inspired Stories Podcast

0:04
Welcome to another edition of the Inspired Stories podcast
0:08
where leaders share their experiences so we can learn from
0:11
their successes and be inspired by how they've overcome
0:14
adversity. My name is Anthony Cotispodi and
0:16
today's guest is Paul Dorsey, CEO of Jantis America.
0:21
They have been providing commercial janitorial services
0:23
for over 28 years, with a mission to develop long term
0:27
relationships through high quality cleaning and exceptional
0:30
customer care. Their commitment to being
0:33
trusted custodians for businesses nationwide has helped
0:36
them earn a place in Entrepreneurs 2025 Franchise 500
0:41
list, recognizing their growth and success across multiple
0:45
locations. Now, under Paul's leadership,
0:48
the company focuses on supporting franchisees,
0:51
emphasizing an affordable path to ownership and a high success
0:56
rate. Paul's background includes years
0:59
of experience in franchise sales and business development, where
1:02
he has served in various roles at prominent franchise systems.
1:06
This journey has given him the expertise to guide new
1:08
entrepreneurs as they grow within the Jan Ties Network.
1:12
His story will inspire anyone looking to turn big dreams into
1:15
real results. And before we get into all that
1:18
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addbackbenefits.com. All right, back to our guest
1:59
today, CEO of Jan Ties America, Paul Dorsey.
2:03
Thanks for making the time to Share your story today.
2:07
Is there sound effects in the background or anything?
2:08
Wow. Because that were those were
2:10
some accolades. Man, and that was all you.
2:13
So let's let's get into it and let's hear more.
2:15
About it right off of chat BT or did you go to my website or
2:19
LinkedIn right? We did our research.
2:21
I've got a crack team that's behind all this.
2:23
It all sounds good, but I'm just a regular guy, right?
2:27
Well, let's let's hear about that regular guy kind of coming
2:29
up through the ranks. How did you first get your start
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in, I guess both the cleaning industry as well as the
2:34
franchising space, Paul? Andrew, I want to make sure that
2:38
we're crystal clear, Anthony, that I'm not in the cleaning
2:41
industry, OK? I am, I am a franchisor.
2:44
I, I, I sell and support actual aerie developers or master
2:50
franchises who buy major territories like the football
2:55
city, whether it be Tampa or Cincinnati or Charlotte or
2:59
Atlanta. Those area developers then
3:02
subfranchise and they award local unit franchisees within
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their territories. So we have 7-8 area developers,
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couple 100, I don't know, 350 or so unit franchisees up and down
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the East Coast from Sarasota, FL all the way up to Springfield,
3:23
MA where my brother runs a territory up there.
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So I'm and then going to the franchise, I think of myself
3:31
more of an IT guy. We had our area developer call,
3:34
we have our own Jan man, our chat BT where all the dynamic is
3:39
there. We have our own Jan View
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proprietary software. But the franchisees, the area
3:45
developers can look at their billing, their credit, the
3:48
collections, their training, all these things set up.
3:51
So going for even more than a franchisor, I think of myself as
3:55
an IT company. So this is really interesting.
3:58
So the model here is that you've got what you say, 7 or eight of
4:02
these master area developers. Yes, that terminology to master
4:06
franchise area developer, regional director, they, they're
4:10
a number of different names for that guy or that gal.
4:14
And is that person sort of acquiring all the master rights
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there or they're actually an employee of the franchisor and
4:21
then that's their responsibility to sell out the rights?
4:24
They're purchasing the territories.
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The territories are 75 to $95,000.
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So if you want Tampa or you want Dallas, then I'll teach you how
4:33
to create residual income streams by awarding the local
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unit franchisees. So my area developers don't
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actually pay royalties, they collect royalties.
4:46
Interesting. So they're not the ones who are
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at your master area developers. They're not hiring the crews,
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they're not going out and finding the customers.
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They're finding people who want to buy a smaller section of
4:58
their territory and set up their own business to go find the
5:01
clients and hire the cleaners. Well, you've done your research,
5:04
yes? So the air developers put an ad
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on Google or online or franchise.com.
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It says be your own boss, own your own janitorial business.
5:13
The customers are guaranteed from that they, they meet with
5:18
the area developer. The area developer needs a small
5:21
office, small executive office with a conference room that they
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can meet with potential unit franchisees.
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And don't get me wrong, there's rules and regulations and
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franchising, it's governed by the Federal Trade Commission.
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But they, they in a nutshell, the unit franchisees pay the
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area developers an upfront Commission for X amount of
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business and the average initial investment is say I don't know,
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fifteen, $20,000. Well, Robert chess in in
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Raleigh, NC 2 hours and a half up the road where my 94 year old
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mother lives. Independently, Robert has
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actually awarded 100 unit franchises in Raleigh, NC
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proper. 100 individual franchises within one
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metropolitan area. Yes.
6:15
So what does the geographical, you know, geofence look like for
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an individual franchise in the city of Raleigh?
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It I want you to go a little bit higher.
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So it's 128 billion, but with AB $128 billion a year industry.
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And that was before COVID. Now it's probably even more
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'cause everybody's using somebody to clean that medical
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facility, to clean that logistics center, to clean that
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gym, to clean that office building, to clean that
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convenience store, to clean that restaurant.
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There's so much business out there and that would go back to
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the the The area developer hires 2 sales guys.
7:00
The average sales guy is out knocking on doors, bringing in
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the customers for the unit franchisees to service.
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The unit franchisees are great customer service and great
7:12
operational people. They do no sales.
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The Area Developer is a sales and marketing machine.
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Interesting that area developer has to bring in all the business
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for his franchisees. And then my office take in the
7:26
back of the house taking care of all the billing, the credit, the
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collections, those hassle of eggs.
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So everybody has a vested interest whether it's 10,000 or
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it's $70,000 to make sure that customers totally satisfied.
7:39
Oh, interesting. OK.
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So you're also, not only are you taking the sales component off
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of the plate of the individual franchise, you're also taking
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off the the billing and the collections part of it, which is
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a huge administrative headache. It's it's again, it's all
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automated. It's AI 10 years ago or I know
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more about AI and automation than most of the IT guys do.
8:01
OK. So what does it mean to have an
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individual franchise in the city of Raleigh?
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It's not like I've got this five block area then, right?
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It's like I'm just another one of the people that the master
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area developer is sending business to, is that right?
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And I could be working in any part of the city.
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The unit franchisees do not buy a territory, they buy customers.
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So you could literally have one unit franchise cleaning the
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Toyota dealership and right across the street you have a
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different franchise, Susie cleaning the Ford dealership.
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OK. Say more about because you said,
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you know, I really view myself as an IT person.
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Say more about the technology infrastructure that you guys
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have in place. In the Janview takes care of all
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the billing, the credit, the collections.
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It's a proprietary software that I've been working on for the
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probably past 10 years with different IT Wranglers from
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Wells Fargo QuickBooks, where I've merged it all so the unit
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franchisees could log on their cell phone and see all their
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customers, who's paid, what's paid, what's the deductions?
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There's training videos. There's everything else they
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need to use to run their business on the Janvue app.
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It's the only one in the industry.
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And you've been in sort of the industry for a bit, right?
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You, you came up Janet King and Jan Pro Systems.
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What, what were the experiences like there and how did that help
9:31
kind of shape the approach that you take their gentiles?
9:34
Well, it's a common sense approach.
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I can't. I came up in the newspaper
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business. I was a paperboy, right?
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Delivered over 500 papers every day in Springfield, MA.
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Now it wasn't just me and my dad in the back of the station
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wagon. Well, I hired Chloe and Tom
9:54
Stang and McFarland and Frazier. Gosh, I remember and Stangy and
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all the rest of the guys, they would all deliver 25 papers.
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Springfield Republican would I'd go collecting.
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That was the best part. 12 years old or 15 years old and going,
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am I going collecting tonight? On Friday night.
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And all the neighbors would pay me $0.10 a paper times five days
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a week or 20. Then I'd give Chloe and Stanger
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and Frazier and Smitty all $0.15.
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So I was making $0.10 in all the papers they do.
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I knew nothing about business or royalties, but it certainly did
10:28
the same thing with the bubble gum.
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We'd go to Rice's fruit farm and buy buy the the fireballs for a
10:34
bag for $2.00 and I'd sell a meat 2 for $0.25 in the at the
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playground. So it kind of goes all back to
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are you born a leader or can you train, Are you born a
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entrepreneur or do you train yourself to be an entrepreneur?
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So it continue, it goes, you know.
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So you, you were born. You were born a leader.
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Well, with six older brothers and three older sisters, you
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think so, right? So you were the youngest of 10?
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Yes. OK.
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And so you, you took your share of.
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And they all work for me now. Just see how.
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They're all in the business. They all work for me now, right?
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The the the lawyer, the CPA, all those guys are now working for
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the entrepreneur. OK, that's fun.
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OK, so how did the opportunity to join Jantis come about?
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I was then waiting tables and, and bartending another position
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throughout college where I took as that was my business.
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And I also realized somewhere along the line where gosh, I
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could make 15%. We used to work our butts off
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like your water would never go low when I was waiting.
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I mean, we were lucky to get 15%.
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That was a great tip. But nowadays it's automatically
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32%. Why?
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Whoa, whoa, right. Tip was supposed to be to ensure
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prompt service. So I was waiting tables those,
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even those tables I took as my own business.
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I had 4 tables each night, right?
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And sometimes I had to pay rent or I had to do what I had to do
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to pay my bills. And I never forget one night I
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had the four tables that were actually in the middle of the
12:19
dining room at Barley and Rye down in South Charlotte.
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And each time the Hostess would walk over to my table with A4 or
12:29
A6 or, or or two people, she'd say something to them.
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And then she would actually point to the window where there
12:36
was booths and then people would go to the booth.
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So I, one night I got to her and I listened because I really
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needed to pay my rent that next week.
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And the Hostess said to the customers, the guests that were
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coming to dine, do you want this table or would you rather have
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the booth over here? 95% of the people all went to
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the booth. Again, my rent was due.
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I had to go to the and I, I told the voice, the Hostess of the
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time, I'm afraid of her name. Lisa, can you go or try this, go
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to the booth and say, do you want this booth or would you
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rather have this nice table with the chandelier signing?
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And then what happened, 95 of the sudden the people wanted to
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sit under the chandelier in the middle of the restaurant.
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They didn't want the squeaky booth.
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So another aha moment that it's how you present or the questions
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that you ask the people is where you get the answers.
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I know I didn't answer your question.
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I told the silly story, but that was certainly the process behind
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it. So I was waiting tables.
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I saw an ad or of course I was oh, Paul, you should be a sales
13:45
guy. I don't sales guy.
13:47
What what is that? I am a sales guy.
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I'm selling Perry water and and and steaks.
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I saw an ad in The Charlotte Observer in the Sunday paper and
13:58
it said outside salesperson. I went interviewed, was
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interviewed, saw for the job and they said I actually said what,
14:08
what what's an outside salesperson?
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And the manager said, will you go outside and you knock on
14:16
doors and that and, and they were going to pay me.
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They're like, we're going to pay you $350.00 a week plus
14:24
commissions. And of course then I'm like,
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what's commissions? And they said, well, it's like
14:30
getting a tip at the restaurant, but it's not 15% on $100, it's
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15% on $1000. Wow, that that's a Commission
14:43
low. And.
14:44
So you were you were interested. This is very.
14:45
Intriguing not only was I interested because guess what
14:49
Anthony there was no cell phones right We I, I, I don't think we
14:54
even had a pager and So what are.
14:58
We talking about like late 90s, late 80s, early 90s.
15:01
Yeah, early, early 90s, maybe later.
15:05
And they and I said to myself, so wait, you're going to pay me
15:09
to go outside? And I, I could play golf.
15:12
No one would know. I could go to the mall, I could
15:14
sleep in. No one will know.
15:17
And I still remember Terry Brady, the manager of that
15:20
location, said to me, I won't know tomorrow, Paul, but I'll
15:24
know in 30 days. Good point.
15:28
All right, what do you mean you'll know?
15:30
Well, because Terry was a professional and Terry know his
15:34
KPIs, key performance indicators.
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So if I follow the KPIs, Kerry knew I was going to close deals.
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First year I sold over $1,000,000 worth of commercial
15:47
cleaning contracts in Charlotte, NC.
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What was your goal? What was?
15:51
What was the no? Goal I had, I had.
15:53
No goal I had. I wanted to pay my rent and play
15:55
golf on Friday. What was the goal the company
15:57
set for you? What was their expectation?
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$3000 a month worth of new business, month after month
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after month. 3000. Yes.
16:04
So you surpassed that by a fair margin.
16:08
Yes. OK.
16:11
And and why what were you doing that was so impactful?
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So I I was. Following I was this, then I
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learned what a script and I learned what a system is.
16:22
Save yourself time, energy and money.
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Follow the script, follow the system, follow the brownie
16:28
recipe and those brownies are delicious.
16:31
If you deviate from the recipe of those brownies, they taste
16:34
like bad. And So what did you learn about
16:39
that system? What was maybe, maybe a
16:41
component that kind of surprised you at the at the time where you
16:44
look back on it now and you're like, Oh yeah, Like that's,
16:47
that's really common sense and it was so critical to me closing
16:50
those deals. You need to put the effort in
16:56
and let the cookies bake in order from the come out like
17:02
Nana's. And if you go back to remember
17:06
Nana's cookies, she didn't just stick them in the oven and
17:08
pulled them out. She had to let them cook for a
17:10
while. And whether it was a timer on
17:12
the stove or a little timer on the side, she you had to let the
17:16
process work. You had to let the process
17:18
create because nothing good happens overnight.
17:21
But you also have to follow the process.
17:23
You have to knock on 25 doors a day.
17:26
You have to call 25 people. You got to go to a chamber
17:28
meeting. You got to do all the things
17:30
that's set up in the process. That's proven success going back
17:35
to the franchise, whether it's McDonald's or Jiffy Lube or
17:38
Jantize America, we all have a step by step by step system.
17:44
Save yourself time, energy and money if you follow the system.
17:49
So I want to go back to that cookies in the oven kind of
17:53
analogy. So are you saying like, hey, you
17:56
met with somebody today, you should have explained service
17:59
dropped off a car, whatever that sort of that first step is,
18:02
Maybe you're not like calling them again right away the next
18:04
day. Maybe there's like a, a waiting
18:06
period like you follow up in a week or two weeks.
18:09
Is that what I'm hearing you say?
18:10
Well. What I what we say at Jan Ties
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America is we don't want to be your janitorial company, we want
18:18
to be your next janitorial company.
18:24
Say more about that What? Why is the word next so
18:26
important there? Because everybody's using
18:29
somebody, right? Whether it's a podcast or
18:32
whether it's health benefits or whatever, this everybody's using
18:36
somebody. And I'm happy with my guy, but I
18:39
might not be happy with them tomorrow or the next day or 12
18:43
months from now. So you want to come up with a, a
18:47
way or you have come up with a way to sort of stay top of mind
18:50
with these people that are already using somebody else so
18:52
that when eventually their current provider makes them
18:57
unhappy that you guys are, oh, let's let's call Jan ties.
19:02
Those are the guys that we're going to give the next shot at.
19:04
Yes. OK.
19:06
And and how do you do that? Is it like a monthly follow up
19:09
or you you mailing them things or what's what?
19:11
What's that process? Yes, it all goes back to the IT
19:16
and the process and the AI that we have set up through our CRMS
19:21
and other systems and whether it's a phone call or it's an
19:25
e-mail or it's a George stop by with some Donuts or whatever it
19:30
is. Yes, we want to be the next
19:32
janitorial service. Got it.
19:34
OK. So you're doing outside sales
19:37
and which, which company was this at the time?
19:39
Is this Jenna King? It is.
19:41
It was. And so you were there for, I
19:44
don't know, maybe 5 or 6 years and then you moved on to be the
19:48
sales Director at Jan Pro Systems.
19:51
Tell us about that. I would have never, I would have
19:53
never left Janie King. I would still be working at
19:57
Janie King, maybe in Dallas with the Jim Kavanaugh and Jerry
20:02
Crawford, who is still a great friend who passed away.
20:05
Janie King is actually the world's largest franchisor.
20:09
It's not Subway. It's done.
20:11
But the it's just not sexy to say, oh, Janie King, Janie King
20:15
got. Bless them, they have an aerie
20:18
developer. They call them master franchises
20:21
in every single major major city of the world.
20:26
Wow going back to this concept works to have aerie developer
20:31
ever be working at their strengths.
20:34
I was at Janney King and I sold. Great account.
20:39
It's called the Cameron Brown Building, and anybody who's
20:42
listening and knows Charlotte, they know the Cameron Brown
20:45
Building was the old lawyer's office.
20:48
It's still down there, but it's dwarfed by about, I don't know,
20:51
40 stories now with all the other buildings around.
20:55
Cameron Brown building was a contract.
20:58
It cost $50,000 a month to clean that building.
21:03
Wow, we scrubbed the floors, we dumped the trash.
21:07
You're again, you're changing labor for dollars, laborers for
21:10
dollar. They got to pay somebody.
21:13
Also the other story. Hey, the, the, the Panthers or
21:15
the football team, they can go on strike.
21:17
The Hornets or your basketball team, they can go on strike.
21:21
But if the janitors and the trash collectors go on strike,
21:24
you're going to have problems, right?
21:27
Oh, and we've seen it. We've seen it before.
21:29
I mean, there cities across the world where you'll see that
21:33
there's a major, you know, strikes in this area and, and
21:36
things deteriorate pretty quickly.
21:38
People people don't like their trash piling up.
21:40
Right. It's not sexy, it's not
21:41
glamorous, but it's the millionaire next door.
21:43
The guys who get involved and understand the concept never
21:48
would have left. Janney King sold 40.
21:51
At that time I was also a straight Commission guy.
21:54
No one was paying me 350 bucks a week anymore.
21:57
I was if I don't eat, I don't. If I don't close, I don't eat.
22:02
But I was closing ten $15,000 a month worth of business.
22:05
Month after month. I was supposed to get 100% of
22:08
the first month of everything that I closed.
22:12
The deal was closed. Customers started up and I went
22:15
to my managers and I said pay me.
22:21
Well, they didn't pay me and they made-up all this silly
22:25
excuses and this and that and blah, blah, blah.
22:30
And they jerked me around. They didn't pay me like come on,
22:36
man, we I'm growing all this business.
22:38
You're not going to pay me. What's that mention if the
22:44
managers and if that master franchise back in 1990 or ever
22:49
it was would have sat me down Anthony and said, Paul, I want
22:53
to teach you a business. There's a thing in business
22:56
called cash flow and you just sold that account for 40,000
23:02
bucks and we're going to resell that account to the franchisees.
23:05
But I'm not going to have any cash flow in for two or three
23:09
more months. And then I could pay or let me
23:11
pay you 10,000 now and keep your and then a 10,000 tomorrow or
23:16
10,006 months from now. And then you'll have a book of
23:19
business all set. But instead of educating me and
23:23
sitting me down and teaching me about cash flow in business,
23:26
they wanted to try to screw me over.
23:31
Relationships don't last very long on that.
23:33
Kind of foundation, but again, it goes back to the whole
23:35
transparency that you you go to a big franchise conference and
23:39
the title is transparency for all.
23:42
But then they're hiding all this crap behind the mirror or behind
23:45
the the curtain. Guess what?
23:49
The same time here's how small the franchising or your industry
23:52
or the car dealership or anything is the next day ring
23:56
ring my phone rang and it was Jack Lapointe, the founder of
24:00
Jantro, hey Paul I'm open an office in Charlotte.
24:05
I want you to run it had. You met him before.
24:09
No. OK, he just knew of you by
24:12
reputation. Yes.
24:15
What? And then Jack sat me down and he
24:17
said says nothing. It says little to do with the
24:21
actual cleaning of those buildings or you knocking on
24:25
doors. This is more about awarding
24:29
those franchises. Let me show you how we award
24:33
these unit franchises. At that time, I thought
24:39
McDonald's was actually owned by Ronald McDonald's and all the
24:43
corporations had no idea what a franchise was.
24:48
All right, so this is your first introduction to the franchising
24:52
world. They're not changed.
24:53
I thought Applebee's, I thought all the things were, No, they're
24:55
not changed. They have owner operators and I
24:58
learned all about franchising. Of course, now there's been all
25:01
those movies and more people are generally educated than the
25:04
others. But it does go back to your
25:07
misconception. Just because I have Jan ties
25:10
them, I'm sure it doesn't mean I'm in the janitorial business.
25:13
The guys at McDonald's, they don't buy those McDonald's
25:18
because they love the hamburgers or they go back there and and
25:21
flip the fries. They buy those because they're
25:24
money making machines. Just like an area developer or a
25:29
master franchise. You want to build a money making
25:32
machine that builds residual income streams.
25:37
OK. So you were at Jan Pro Systems
25:41
where you learned about franchising for the first time.
25:44
You were there for probably about five years and learned all
25:48
about sort of the franchising concept, and then somehow the
25:51
door opened up for you to join Janties.
25:55
Is that what came next? And I would have never left Jant
25:58
Pro. And did they did they hose you 2
26:01
on your payments? No, no, no, no, I never.
26:05
They learned. I learned about business
26:07
ownership, but I was just an employee.
26:09
Still, you continue even in franchising, you have all these
26:12
employees trying to sell ownership of something that they
26:16
could never buy or would never want to buy themselves.
26:19
So it comes kind of like a little oxymoron.
26:22
What do you mean you're not? You wouldn't buy that doggy
26:25
daycare franchise. Why are you trying to sell it to
26:28
me, which is the salesman's creed.
26:30
I would never sell anything to anybody that I didn't think was
26:33
the best for them. Jack Lapointe Jantro taught me
26:40
about business ownership. Even though I was doing it
26:44
already as a paper boy and a waiter and a bartender and a
26:50
sales guy, I never really understood and wanted to get
26:54
into the equity of the business for the long haul or the short
26:59
haul. Jack or Bob, give Me 2%, give me
27:05
3%, give me 4. Give me something that I have a
27:08
vested interest because this is what I'm selling.
27:11
But the carrot was continually dangled in my.
27:16
It was just, it was on that stick that just kept moving out
27:18
further and further so you couldn't get to it.
27:20
Well, again, that's funny. Is is it the carrot or the
27:23
stick? Does everybody know what that
27:27
means? The carrot or the stick?
27:29
Explain. The the carrot is the
27:34
inducement, the stick is the the the sort of the negative
27:37
punishment, no. It the stick is just used so you
27:40
can never reach. You never get hit by the stick,
27:43
do. You, oh, you're talking about it
27:45
in a different way. Yeah.
27:45
So the, the, the stick is holding the carrot out in front
27:48
of you in this, in this metaphor.
27:51
And so, yeah, you're, you're trying to get after it, but the,
27:54
the distance between you and the carrot doesn't ever close.
27:56
And so that's why you looked for other pastures and found
28:01
Gentiles. Some people think the stick is
28:03
made to spank them on, but it's not.
28:07
You can't spank somebody in order to get something if they
28:11
don't want it. So that carrot and the stick
28:14
analogy, did I use it or did you use it?
28:18
I think I botched it up first, so let's set the record
28:23
straight. The carrot was dangled in front
28:24
of you and you couldn't get to it.
28:26
And So what happened next? No matter how hard you hit me
28:30
with the stick, I could never get it.
28:32
But you never want to be hitting the the mule or the person with
28:36
the stick because that doesn't work and it goes back to that.
28:39
That person has to want it themselves is the analogy of the
28:45
carrot and the stick. So how did the doors open up for
28:48
Jantis? Sick of making money for
28:51
everybody else and not having ownership of it my own.
28:55
So I started searching around and searching around and
28:58
learning more and more and more about franchising.
29:01
I spoke to a lot of franchising guys back in the days who was
29:05
called a uniform franchise offering circular UFOC.
29:10
I had to speak with some franchise attorneys and they had
29:14
a fear factor. It's going to cost me a couple
29:16
$100,000, my first born child and if I do anything wrong I
29:21
could go to jail. And I think some of that stuff
29:26
still goes along today. So in my search I found Jan Ties
29:32
America and Jerry Gorbowski, the founder in Livonia, MI where
29:40
Jerry made his millions already with the.com bubble of the early
29:46
90s. Remember that?
29:48
I do. Jerry had Janti set up more like
29:53
that franchise or franchise E model where the unit franchisees
29:59
would come and invest that $20,000.
30:02
They would then get a truck or a van and they would also learn
30:05
how to do their own sales and marketing.
30:12
Jerry, what I meant, I was like, Jerry, there's a better way to
30:15
do this. We can do it this way.
30:17
We put that area developer in there.
30:19
We have everybody working his strengths.
30:21
He said, all right, whatever, Paul, if that's what you want to
30:23
do, you can do it in Charlotte. Prove me wrong.
30:26
Well, again, I opened the Charlotte territory and I sold,
30:29
you know, 45 unit franchises within a short time period.
30:35
Now how did you do that back then?
30:36
Was this like early 2006? Sunday Paper.
30:41
We had little classified ads in Sunday papers or the weekly or
30:44
the reminder what not. Yes.
30:46
And then 2006, that was probably Craigslist, free ads and
30:52
Craigslist and all those other things that are no longer
30:55
successful. 2016, we did award another territory in the Tampa
31:03
area. And myself and those two guys,
31:06
Chris and Dean, we went to Jerry and said, hey man, we want to
31:10
buy you out. You get you're sitting up in
31:12
Livonia and nothing's happening. We want to grow this thing.
31:15
We're going to do this that and the other thing, bring in that
31:18
technology edge that I was working on and we bought out
31:23
Jerry. And then you were able to put
31:27
this model in in a lot more geographical locations in the
31:31
US? Wouldn't that be nice?
31:34
OK. No, man, Andy, I had not one,
31:39
but I had two partners. As of today, we don't sell any
31:45
franchises where it's a 5050 split.
31:47
There has to be somebody with at least 51% and somebody with 49%.
31:53
I mean being business and and partnership.
31:56
It's like a marriage and now they say 6066 O percent of all
32:02
marriages fail. God bless you.
32:08
Thank you. I've been married for 25 years,
32:13
coming next Tuesday, been the highs and lows, more highs than
32:19
lows of marriage, two kids, but partnerships are tough.
32:25
And then I want to say there was a going back to Nana's cookies.
32:28
Somebody's hand was always in Nana's cookies, getting more and
32:31
more cookies. And I'm like, come on, man, Your
32:33
wife's getting paid $70,000 a year to answer phones.
32:37
And I'm not easy, You're right. So there becomes some and I
32:40
ended up buying out Dean and Chris and then moved everything
32:44
back to Charlotte, started the national expansion 2016, 2018 is
32:50
when we started to launch and bring on more area developers in
32:54
those other territories. And So what, what territories do
32:57
you have right now? What?
32:58
Where can we find you guys? Sarasota, FL, Atlanta,
33:05
Greenville, Spartanburg, which is a small market but it doesn't
33:09
matter the size of the territory cause guy has 70 unit
33:13
franchisees down there and does, I don't know, six $700,000 a
33:17
month worth of nightly janitorial services.
33:20
Then we go to Charlotte, Greensboro with Bobby Roberts
33:23
and Raleigh, jump up to Springfield, MA, Hartford.
33:28
My brother Mark runs that territory over to Tarek in
33:32
Nashville, Sean in Louisville and Norma in Colorado Springs.
33:37
What is a typical sort of life cycle for a new master area
33:42
developer? They come in, they put some
33:44
money down with you. How long before this kind of is
33:48
looking pretty rosy to them? I don't want to make any
33:52
earnings claims, although I would say 12 months and we have
33:55
some benchmarks and things. Then they could talk to the
33:58
other guys. Yeah, because going back to the
34:00
system, the it's not a one man show the air.
34:02
It's a full time job to start to sell the unit franchises or
34:06
award the unit franchises and then you got to hire 2 sales
34:09
guys out doing what Paul did 20 years ago, knocking on doors.
34:15
Average sales guy still in his race should be bringing on three
34:18
to $5000 a month worth of new business month after month after
34:22
month. So they at the end of 12 months,
34:25
I want the area developers doing, you know, at least 70,
34:28
maybe closer to $100,000 worth of monthly facility services.
34:34
Thus the area developer then collects a 9% royalty because
34:38
they are a franchisor in their territory and a 7% management
34:43
fee or we call IT support fee. Now we can't manage anybody.
34:47
So 16% of the gross revenue stays with that area developer.
34:51
So 12 months break even, 15 months profitable and then you
34:58
could grow. You could again just have a
35:00
calculator and do not want to make any earnings claims because
35:03
there are rules and regulations. But you can talk to the other
35:07
area developers, look at our franchise disclosure document
35:10
and get all that information. And if somebody is interested in
35:13
exploring being one of these area developers, how do they go
35:17
about doing that? I mean, they could call me on my
35:20
cell phone or they could call John and friend Dev or Karen or
35:23
Lavanya. The the number here at Gentis is
35:26
704-503-7141, although we also have a website,
35:31
jantisfranchise.com. And this is very important to
35:36
Anthony because the end user, whether they're getting that oil
35:41
changed or they're getting that hamburger or they're getting
35:44
their building clean or they're getting their hair cut, they
35:48
could care less about franchise. Matter of fact, some people get
35:52
upset if you're a franchise because their father bought a
35:56
franchise or their father bought a distributor or they heard some
35:59
horror stories about something else.
36:01
So we really separate the whole end use customer jantis.com from
36:06
the whole employee ownership at jantisfranchise.com.
36:12
Gotcha. So jantisfranchise.com is where
36:14
somebody can learn more about it and who are the kinds of people
36:17
that you're looking for? What are their backgrounds
36:19
typically? What are the personality traits?
36:21
What do you like to see? You right, an entrepreneur who's
36:28
kind of maybe doing his own thing for a while.
36:31
You understand, he's out there, you know, getting business.
36:35
He doesn't have any reoccurring revenue streams and wants to
36:39
understand residuals in the territory and he can file.
36:43
I don't want you to have any sales because we, we, we're
36:46
sales trainers. I want you to have a step by
36:49
step by step system for success. So you're not looking for a
36:54
sales background, you're looking for more of a business?
36:56
Background empire builder Empire.
36:59
It's an empire builder, yes. And so this is somebody who
37:03
maybe doesn't have sales experience, but they've got
37:05
really good people skills. Guy Ludwig, Greenville,
37:08
Spartanburg, no sales experience.
37:11
Now he's the chairman of the Area Developer Council and he's
37:16
8, but he's hired like 3 sales guys in Greenville.
37:20
He's got operations, got he He can manage people.
37:22
Yes, the people factor. Yeah, that's important.
37:29
Can you share an example maybe of an innovation or a method
37:31
that you've introduced since buying your partners out that
37:35
has really improved the quality or efficiency and either the
37:40
operations kind of for the, you know, cleaning people or just
37:43
the the overall franchise model? Well, again, our our motto is if
37:46
it's dirty cleaning and and your mom taught you how to clean,
37:49
it's not we're not doing any, you know, high level clean room,
37:53
hospital cleaning. We're, and don't get me wrong,
37:58
there's airborne pathogens and all those things that the
38:01
franchisees are trained upon. But our biggest is, is going
38:05
back to what I mentioned before the the Jam View proprietary
38:07
software. So when Jerry and Chris were
38:09
here, they have, it's so and so paid.
38:11
It's so and so paid. So no, look at the Jam View
38:14
report. It's right there.
38:15
It updates at 7 O clock every night, every time the customer
38:18
pays Jam View Upstate update. So everything's there.
38:20
So it's it goes back to the transparency of accounting.
38:25
Yeah. The the technology that you've
38:27
layered in there for the collection selling pieces sounds
38:31
like it's it's a huge efficiency gainer, of course.
38:34
Where do you see this going? Where's Jantis going in the
38:37
next, call it five years? What's the future plans?
38:46
I mean, as I mentioned too, the the goal in the future is Jantis
38:51
Taiwan. And that's who was in my office
38:55
last week. Because I don't care whether
38:58
you're in Toledo or Tampa or Taiwan, wherever there's an
39:02
entrepreneur who wants to be his own boss, well, there's a an
39:07
empire builder who understands scalability.
39:10
This concept works because whether you're in Tampa, Toledo
39:15
or Taiwan, there's so much business out there.
39:21
So you're already looking international?
39:25
I mean, Canada's international. Are you there?
39:28
In negotiations with some guys in Canada now, although when we
39:33
get confused with the area developer and master franchise,
39:35
I believe that'd be a true master franchise to take over
39:38
the whole country of Canada. We we would change the the flag
39:42
to a Maple Leaf here and do some different things.
39:45
He has Canadian currency, so the GM view would have to be set up
39:48
differently and stuff too. And he would then award the
39:52
local area developers who would set up the unit franchisees.
39:55
So yeah. So some different considerations
39:58
as you move into different countries, but but you've
40:01
already got your eye on that kind of expansion.
40:03
Of course. And we already have the the
40:04
legal team and the support and the systems set up to do it
40:08
again in Toledo or Tampa. I would rather grow in the
40:12
Southeast because I meant I keep mentioning Tampa or or or I mean
40:16
15 area developers in Florida. So there's a huge opportunity.
40:21
No, California not going West unless there's a West Coast guy,
40:25
is it? Because you want to be able to
40:28
physically visit with people and you want to travel to be easier.
40:30
People want to zoom with them, yes, But then again, there's
40:34
some strict franchise rules and regulations.
40:36
There's franchise registration states.
40:39
We're in the Southeast and we're still shaking hands and doing
40:42
business because we're good. Honest Bible Baptist guys who
40:46
are going to take care of and be ethical.
40:48
But there's other times in franchising too.
40:50
You know, I just sold 100 franchises in California.
40:54
Well, no, you didn't. You can go to jail for that.
40:58
Why would you go to jail for selling 100 franchises?
41:00
Because they weren't registered. Oh.
41:03
Yeah, they get different rules there.
41:04
Some, yes. The different rules of franchise
41:06
registration states are similar to the the, you know, selling
41:09
stocks and bonds. You got to be licensed.
41:12
They have brokers now there's franchise brokers.
41:14
Oh, you're going to. No, not in these states.
41:16
You can't. You have to have your real
41:18
estate license. You can't sell that house.
41:20
You didn't go through these classes.
41:23
Take a little bit of a detour here.
41:25
Yeah, talking. About you, man, I wanted.
41:28
To get the spotlights on you man, but I want to.
41:31
Hear because we talked about it is the sun is creeping, right?
41:33
Right. It's my window.
41:35
Yeah. You've got a Halo around your
41:37
head there. But I want to hear about a
41:40
challenge, personal and professional, that you've had to
41:43
overcome in your life. Maybe something that, you know,
41:45
almost took you down. What was that?
41:48
How'd you get through it? What did you learn coming
41:49
through the other side? Which one do you want first?
41:53
Sometimes it. Sometimes it all kind of
41:55
mingles. Exactly.
42:01
Business Challenge is the area developer, the master franchise.
42:07
The concept is so unique, even if you get online in Google
42:13
master franchise or area developer, there's there's less
42:16
than like half a percent. But if you Google franchise,
42:20
you're gonna have all these other things so that the the
42:23
terminology is not used because you don't know what you don't
42:27
know. So whatever is the opposite
42:30
analogy of preaching to the choir, I'm spreading the gospel
42:34
to unknown and and people are actually buying other
42:39
franchises, whether it be the fence franchise or it may be the
42:42
cleaning franchise, or it may be the restoration franchise, or it
42:46
may be the power washing franchise.
42:48
And they don't even know the area developer or the master
42:52
franchise is available to them at a lower cost with much, much
42:56
greater return on the residual royalties.
43:00
They don't know. And how many guys I spoke to and
43:03
there's maybe some other videos out there.
43:06
It's like if I only knew this. So again, it's psychiatry that
43:13
you don't know what you don't know, and you don't know what I
43:17
don't know, and I don't know what you don't know.
43:24
I don't know if I'm ready to share any of my personal.
43:28
Well, let's let's go back to focusing on the, the, the
43:30
business one then. So how do you kind of how do you
43:33
work through that? How do you address that?
43:35
I continue to speak with guys like you who may have a
43:39
different audience that may be thinking of entrepreneurship and
43:45
whatever it is. Maybe it's a franchise, maybe
43:47
they're starting their own restaurant business, maybe
43:49
they're going to do a lemonade stand.
43:50
If I can help anybody in your audience with my 20 years of
43:54
experience and what I've done, even setting up a franchise
43:57
disclosure document that the lawyers still charge all this X
44:00
amount and then they copy and paste stuff.
44:03
So you have to know more about franchising than the lawyers
44:06
know about franchising. And it comes from reading books
44:08
and listening tapes and the education factor that you put
44:12
into your position. You mentioned reading books.
44:15
You have a favorite, a book or or a podcast, something that has
44:20
been really. Helpful Stories is my favorite
44:22
book. Right.
44:23
I've been listening to it for years now.
44:25
Been so inspired I called in and it's like I want to inspire some
44:28
people. Man, I love it.
44:30
We're happy to have you here. But no, man, I'm a big I, I, you
44:33
know, the Audible's been out, so I'm listening to books all the
44:36
time. You, the first one that came to
44:39
my mind that you mentioned was certainly the Robert Kiyoxi Rich
44:44
Dad, Poor Dad series, which I think I read that 10 or 12 years
44:47
ago. I still go back to that.
44:51
You know, you get more about reading the book than you do
44:53
listen to the audibles, but there's still a lot of stuff you
44:56
can listen to. It's called Automobile
44:58
University. Don't sit there and listen to
45:01
the sports talk radio or the news talk BS Put an audible tape
45:05
on about business and listen to it or motivation or whatever it
45:09
needs to be. Yes, leaders are readers.
45:13
Like it? What's your superpower, Paul?
45:17
I'm just so, I'm so transparent and I'm so confident.
45:23
And so I was actually called blunt because I questioned some
45:28
of the things that they were doing.
45:31
And I came and I, I don't know if it's No Fear or no care.
45:35
There may be a little bit of both in there too.
45:37
And I was in the meeting. I bluntly asked them, please
45:39
explain this to me. What are you going to do from
45:41
there? Here's a great example too, at a
45:44
franchise convention. And this was the franchise
45:47
transparency in franchise. I was honored to be on a panel
45:52
and up there was the ice cream guy, the sign guy, the
45:57
restaurant guy. And I think I was up there and
46:01
somebody it was a broker meeting and one of the brokers said can
46:04
I see, can I see it with a UFOC? So it has been did can I see the
46:09
UFOC ice cream guy says well, no, no, you got to sign off on
46:15
it. You got, you got to make sure
46:17
through and you can't see it. The sign guy says, well, I'd
46:20
send it to you, but it has all my secret recipes in there and
46:23
the, the, the financials and everything else.
46:26
I, I don't want to send. And the pizza guy said something
46:29
else. But oh, you got to go through a
46:30
Bureau broker, you can't have it, blah, blah, blah.
46:34
And I said to the guy, what's your e-mail address on the stage
46:39
at billsmith@aol.com? And I pulled up my BlackBerry
46:44
and I sent it to him. And at the podium was one of the
46:47
franchise attorneys from the IFA, the International Franchise
46:51
Association. And they looked at me and they
46:54
said, you can't do that. Why?
46:58
Why? Is everybody else hesitating?
47:00
And why did that attorney kind of wag his finger at you?
47:03
I don't know. I looked at him and said, gosh
47:05
guys, I just did and I'll be at the bar having a beer.
47:10
If anybody really wants to get transparent in this convention
47:14
for the rest of the weekend, 'cause I can't deal with this BS
47:17
because there is too much BS and sales and no one wants to tell
47:21
anybody thinking I'm gonna hurt your feelings or step on your
47:25
toes whether it's right or wrong.
47:27
And you know what, that might even be some of the issues with
47:30
the country we're having right now.
47:32
That's the. Last one, and that's in that
47:33
specific example that you have there like OK, so each of these
47:36
different franchisors, they don't want to share because it's
47:39
got some secret sauce or something they don't want to
47:41
share. But it was there a legal reason
47:43
that you're not supposed to share it without collecting like
47:46
some information from people? No, because they're and they're
47:49
scared again. Go start your own janitorial
47:51
franchise. What do you want to know?
47:52
If you can do it better than me, God bless you.
47:57
That's what they're afraid of, huh?
47:58
Somebody's going to take your blueprint.
48:00
And yeah. Yeah, you're going to steal my
48:03
wallet again. My, I said something, I think
48:05
going back to how well I was raised with all my brothers and
48:08
sisters, I, I, I, I left my bike outside one night and we got all
48:13
upset. I got, I got to wake up, I got
48:15
to get my bike. I left it outside mom at the bus
48:17
stop or something. And my mother said, Paul, if
48:20
your bike is stolen, that means that person needed it more than
48:23
you. We can get another one.
48:26
Might not be the Schwinn, but it might be something else.
48:29
And ever since that day, it's like, I don't care.
48:32
Do you want anything in mind? You don't ask and I'll give it
48:34
to you. Well, my brothers are like that
48:36
too. So again, I think it goes back
48:39
to how people were raised and maybe it was a different.
48:42
It was your upbringing, huh? That's an interesting anecdote
48:45
there. Yeah.
48:46
How about you? Seen that?
48:47
You seen that comedy, too? Or the guy?
48:49
Remember when you know, people would come, Ding Dong, ring the
48:52
door. But Poppins, Poppins here, make
48:56
some coffee. Everybody would hang out and
48:58
stuff for an hour or so. I mean, Nelson rings the door,
49:01
but everybody's ducking under the couch.
49:03
I'm not here. Well, yeah, we.
49:06
We have to text somebody before we call them.
49:08
Hey, I was thinking about calling you.
49:09
It's now a good time. And then you call them to ask,
49:12
hey, can we come over to visit? Yeah, you don't.
49:15
Nobody does the pop in anymore. That would be unusual.
49:17
I'm popping in. You're popping in.
49:20
Paul's still a popping inner. Yeah.
49:23
How about, you know, looking back at maybe something in your
49:26
past where? Man, at the time, it felt like a
49:28
mistake. It felt like a misstep, but now
49:31
when you look back on that moment, it's like you've got
49:33
some gratitude for it. Can it?
49:35
It pushed you in a different direction.
49:36
It propelled you to do something that wouldn't have happened
49:38
otherwise. Well, I don't recommend this to
49:40
everybody, but I was married for six months and I came home and
49:43
told my wife, hey honey, I quit my job and bought a franchise
49:47
today. Can I get on your insurance for
49:51
a little while? How'd that conversation go over?
49:54
Well now as I mentioned, it's being a 26 years later and she's
49:58
been a full time mom taking for our kids for the last 18 years,
50:02
so I think it's worked out pretty well.
50:05
But did it really feel like a mistake at the time?
50:08
Scary. Scary, yeah.
50:13
Because but then I also learned later in life too, and I mean
50:18
fear is a liar. Oh, say more about that.
50:21
Well, again, I think there's a great song too.
50:23
Fear's a liar. They'll the fears of your, your,
50:26
your psyche, your Holy Spirit's going to tell you or not.
50:29
This is fear. You can't do that.
50:31
All the bad things are going to happen and not stay positive,
50:35
which goes back to business ownership.
50:37
Yeah, there's going to be ups and downs, but you got to stay
50:39
positive. And I've come up with that too.
50:41
I've been saying it so long with how you doing, it's great.
50:44
Everything's great. And then as you say, it's great.
50:47
You become great. Take it till you make it.
50:50
Yeah, and it works. What's the best decision you've
50:55
ever made for your business? Besides the podcast with you.
51:01
Yeah, that's the obvious one. What's the number 2?
51:08
The best decision that I ever made for Jantas American, the
51:11
business is our mission statement, and our mission
51:15
statement is we're a Christian company.
51:17
Everything I do is to try. I had to put the word try in
51:21
there later on to try to honor and glorify God.
51:24
We want to build mutual, transparent relationships with
51:29
my franchisees, area developers, vendors, customers, employees.
51:34
We want to be honorable yet profitable.
51:37
And we make mistakes and we realize mistakes.
51:39
We want to fix them right away. That's probably one of the most
51:42
proudest things. And if I could teach that and
51:47
have all the franchisees and all the franchisees employees
51:51
continue to understand that, that we're in it for the
51:54
mission, not the Commission, then more and more and more and
51:59
more things come. So if you're worried about all
52:02
this accounts only, you know, 35% profit in this one.
52:06
No, we're, we're workmanship do whether you're making 5 bucks or
52:09
500,000 bucks, your workmanship never changes.
52:14
So it's the mission you got to be in it for the and not in the
52:18
Commission. And you can tell really quick
52:20
the sales guys who are in it for the Commission.
52:24
And I used to be one of those when I waited tables and needed
52:26
my or the guys who are in the mission because I have a sincere
52:31
desire to help other people. And if I can help somebody else
52:35
get what they want, whether it be start a janitorial business,
52:38
whether it be start a franchise, whether it be something else,
52:41
then more and more people are going to help me get what I
52:44
want. And that's just how the world
52:46
is, because all these where. Does the where does the driver
52:51
for this mission come from? Where's this fire?
52:58
How'd it start? I got saved when I was 36 years
53:02
old, man, and Jesus said, hey, Paul, this is what I want you to
53:07
do. And all those the guys were
53:08
getting screwed at these other places because they weren't
53:11
making any more money than they should be.
53:13
This is where you can make a nice living and take care of
53:16
your family and your friends, and this is where you do so.
53:19
I really believe it's a passion of mine that I've been placed in
53:22
this position as a guardian, which is the name of my LLC, to
53:26
guard over and watch over some of these franchisees and some of
53:31
these janitor guys who are being taken advantage by others.
53:35
How did you get saved? What was that process?
53:42
1988, diagnosed with polycystic kidney disease.
53:50
I was always a good guy as you didn't It didn't matter where I
53:54
went to church. I had a great upbringing.
53:56
I was a very good guy and I I I knew about God and Jesus in my
54:04
head and I knew and recited all the prayers in the Catholic
54:08
Church and never missed a Sunday as a ritual thing that I
54:12
continue to do. Well, lo and behold, I had this
54:17
health situation near death where I was on dialysis and they
54:22
had a chance to sit down and start to think about the
54:25
afterlife and what what am I really here for?
54:28
So I started to read the Bible and as I started and read with
54:32
the book of John, it started to come alive and all these
54:35
questions that I had were like answered to me through my heart.
54:40
Lo and behold, professed my faith in Jesus, believed that he
54:47
died in the cross for my sins and has saved me and ever since
54:50
then. Don't get me wrong, I'm a
54:51
Sinner. Said a cuss word the other day.
54:54
Had a beer at the golf course. So I all make mistakes.
54:57
But it goes back to Jesus died for those sins for me 2000 years
55:03
ago and I believe that. And because of my belief in
55:07
that, all these other things happen that have put me in this
55:12
position today. And you're reminding me of that
55:15
now on this call, too, because there's been other times where I
55:19
wouldn't say anything. Here's a story for you.
55:22
We were cleaning the Charlotte Knights baseball seat.
55:24
It was $16,000 a month. And Jeff, one of my unit
55:28
franchisees, was down there. John wasn't happy.
55:33
I wasn't there's peanuts on the floor.
55:35
Hey Jeff, we got to make some change.
55:37
We met with the GM John of the Knights Castle.
55:39
Jeff was in the conference room. I was in the conference room and
55:42
John looked at his voice said Jeff, is your unit franchise.
55:44
He has to go or I'm going to cancel Paul, you get I get
55:48
somebody else in here this weekend.
55:51
John left the room. Jeff's like all of said, give me
55:54
one more chance, one more chance and I hear this voice like does
55:59
this guy know Jesus? I'm like, man, I don't have time
56:02
for that right now. This voice in my head again,
56:07
Paul, you got to tell him about Jesus didn't have time for this.
56:11
I'm in the middle of Knight's Castle.
56:12
I got a $16,000 a month business that I got to save and then I
56:16
asked Jeff. It's like Jeff never met Jesus,
56:19
man. This isn't about this.
56:20
Jeff professed he asked Jesus to come into his heart that day in
56:24
the Knight's Castle. Wow, wow.
56:29
That was Memorial Day, or the date 2 days before Memorial Day,
56:34
whatever that was, 2005 or 2006. You know what happened the next
56:39
Monday? Jeff was in a tragic accident.
56:43
He died. So the Spirit moves me in ways
56:53
that people think are crazy, sometimes even in this
56:57
conversation. But if I don't listen to the
57:00
call of the Spirit, well then I'm not who I say it.
57:06
That's powerful story. I appreciate you sharing that,
57:11
Paul. And this this all started for
57:13
you with a health scare that had you thinking about larger
57:18
purpose. Why am I here?
57:19
What's the afterlife? And it started you reading the
57:22
Bible, and something opened up inside of you.
57:24
Again, I've had more and more. I got investors coming at
57:27
Gentiles like you could be charging more, you could be
57:31
charging 25 percent, 30% royalties like those other guys
57:35
do. It's like I don't need any more.
57:38
And then I did an inner city mission on Saturdays.
57:41
I'm the Bible quiz show guy. We drive these broken down buses
57:44
and the broken around ministries and we tell people about Jesus
57:47
and that's what life is all about.
57:49
And that's why I'm in the position so I'm able to tell
57:53
those stories. But then it can.
57:57
Yeah, it is. You're going to make me cry,
57:58
man. Is there something more you want
58:01
to say about that? You have another story along
58:03
these lines. No, I'm good.
58:05
OK, we'll wrap up with one. A bit of a softer question.
58:10
You and I reconnect a year from now, Paul, and you're really
58:13
excited you're celebrating something big.
58:15
What's that big thing you're celebrating one year from today?
58:21
I. Because of this podcast that
58:24
we've had today, I'm able to express my relationship with
58:29
Jesus in a better way without having to think I'm going to
58:33
offend you or anybody else. Because at the end of my day or
58:38
the end of my life, that's all that really matters.
58:42
And if it's a year from now, I hope I'm able to tell more
58:47
people that story and perhaps have a it's like impact or plant
58:54
a seed with some others to go read the book of John like I
58:58
did, or to look at some other things so they too can have that
59:02
same relationship as I kind of like the Schindler.
59:08
It reminds me of that Schindler list movie, Man, you know, is
59:11
there one more I can sell my phone?
59:13
Is there one more I'll sell my computer?
59:17
Because it doesn't. I don't know all this other.
59:20
It just doesn't matter. Paul Dorsey from Jantis America,
59:24
he's in it for the mission, not the Commission.
59:26
I want to be the first to thank you for sharing both your time
59:30
and your story with us today. I really appreciate it.
59:32
Thank you, folks. That's a wrap on another episode
59:35
of the Inspired Stories podcast. Thanks for learning with us
59:37
today.