Latest / Epic Entrepreneurs / What Would Change If You Treated Your Home Like An Investment with Kaylee Holley, HomeSmiles Virginia Beach

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What Would Change If You Treated Your Home Like An Investment with Kaylee Holley, HomeSmiles Virginia Beach · Epic Entrepreneurs

• 0:45
  SPEAKER_00: All right, everyone.
• 0:46
  SPEAKER_00: Welcome to this week's episode of Epic Entrepreneurs.
• 0:49
  SPEAKER_00: I am Cliff McCray with Action Coach Business Growth Partners, where we work with local business owners to turn big ideas into real scalable growth.
• 0:57
  SPEAKER_00: Today I'm excited to be joined by Kaylee Holly with Home Smiles Virginia Beach.
• 1:01
  SPEAKER_00: Kayla, how are you doing today?
• 1:03
  SPEAKER_01: I'm doing good, Cliff.
• 1:04
  SPEAKER_01: How are you?
• 1:05
  SPEAKER_00: I'm doing great, and we're really, really excited to have you.
• 1:07
  SPEAKER_00: So if you don't mind, let's go ahead and jump right into it.
• 1:10
  SPEAKER_01: Sounds good.
• 1:11
  SPEAKER_00: All right.
• 1:12
  SPEAKER_00: So, you know, for those of you who may not know it yet, you know, what is Home Smiles Virginia Beach and what exactly is the company?
• 1:19
  SPEAKER_00: What problem are you trying to solve for homeowners?
• 1:21
  SPEAKER_01: So Home Smiles, Virginia Beach is a preventative maintenance company.
• 1:25
  SPEAKER_01: And most people are like, what's preventative maintenance?
• 1:29
  SPEAKER_01: Well, it's like the little things like cleaning your gutters, doing some pressure washing, dryer vent cleaning, all those things around your house that need to be done, and you just don't do.
• 1:41
  SPEAKER_01: So what we're trying to do is, you know, have the homeowner take care of those little tasks so they don't create big problems.
• 1:51
  SPEAKER_01: So, you know, like your gutter's not working, you could get some severe roof damage, foundation issues, so all that.
• 1:59
  SPEAKER_01: Just one simple thing that could be fixed with a phone call ends up a lot more phone calls, a lot more money, and a lot more trouble for the homeowner.
• 2:08
  SPEAKER_00: Yeah, yeah, no, I get it.
• 2:09
  SPEAKER_00: Now, Kaylee, who are you as a person?
• 2:11
  SPEAKER_00: What do you have going on in your personal time?
• 2:13
  SPEAKER_01: So, personally, I am a transplant.
• 2:16
  SPEAKER_01: I was originally from Washington State, was there for like 25 years and came to Virginia, was only supposed to be temporary, met my my husband, and we ended up deciding to start the business because we knew it was something that we think Hampton, the Hampton Roads is needed.
• 2:34
  SPEAKER_01: So yeah.
• 2:35
  SPEAKER_00: Okay, okay, good deal, good deal.
• 2:37
  SPEAKER_00: So do you miss uh do you ever miss Washington?
• 2:39
  SPEAKER_00: You said Washington State, right?
• 2:41
  SPEAKER_01: Yes, Washington State.
• 2:43
  SPEAKER_00: Yeah.
• 2:44
  SPEAKER_00: Do you miss it at all?
• 2:45
  SPEAKER_01: I do, I really do.
• 2:47
  SPEAKER_01: It's um it's great.
• 2:49
  SPEAKER_01: I have family and friends there, so I think that's probably what I miss.
• 2:52
  SPEAKER_01: It was great for a season.
• 2:54
  SPEAKER_01: Weather is wonderful, I will say, not all this hot, humid summer weather here that we're having.
• 3:01
  SPEAKER_01: But, you know, there's different seasons in life, and now I'm calling Virginia home.
• 3:07
  SPEAKER_01: So it's great to go back and visit, but love it here.
• 3:10
  SPEAKER_00: Yeah, yeah, no, I get it.
• 3:12
  SPEAKER_00: So, you know, Kaylee, most people wait until something actually breaks before they call someone.
• 3:18
  SPEAKER_00: So why are we so bad at preventative maintenance when it comes to our homes?
• 3:22
  SPEAKER_01: Because we don't see it.
• 3:23
  SPEAKER_01: We don't see the need.
• 3:24
  SPEAKER_01: We're so busy with everyday life and don't realize it.
• 3:28
  SPEAKER_01: You know, us the culture here in the US is, you know, we work in like 10, 12 hour days, go home, you have your kids, you know, your dog, y'all take your dog for a walk.
• 3:39
  SPEAKER_01: And the last thing you think about is your gutters.
• 3:41
  SPEAKER_01: You don't look up, you don't look at the roof, you don't think about your dryer vent, you know, you don't you just it's out of sight, out of mind.
• 3:48
  SPEAKER_01: And you don't realize it until it's actually broken or something severely happens.
• 3:55
  SPEAKER_01: And then you gotta fix it.
• 3:57
  SPEAKER_01: So it's just we're busy.
• 3:59
  SPEAKER_01: I think that's the thing.
• 4:00
  SPEAKER_01: If you don't have a plan for it, if you don't know about it, you just you just don't know how to do it.
• 4:06
  SPEAKER_00: Yeah, yeah.
• 4:07
  SPEAKER_00: And I also think too, uh uh procrastination kind of gets in there a little bit too, right?
• 4:11
  SPEAKER_00: Because I think some people do know about the problems, but they don't probably like I'll just I'll take care of it eventually, and then eventually it never comes.
• 4:19
  SPEAKER_01: Exactly, exactly.
• 4:21
  SPEAKER_01: Especially, you know, like we all have that.
• 4:23
  SPEAKER_01: Like I have some picture, some well hang, some things I need to hang on my wall, and yeah, I'm procrastinating to hang it up.
• 4:29
  SPEAKER_01: But you know what?
• 4:30
  SPEAKER_01: We all have that list, and it's like if it doesn't become that important at that time, you're gonna go with something else.
• 4:36
  SPEAKER_01: It's like, do I cook dinner or do I change the HVAC filter in my home to make sure my you know my HVAC is running properly?
• 4:43
  SPEAKER_01: It's like, yeah, let me just cook dinner because that's what's needed right now.
• 4:46
  SPEAKER_01: It's just those little the choices that you have to make.
• 4:50
  SPEAKER_00: Although if that HVAC goes out, you're going to be complaining.
• 4:54
  SPEAKER_00: You and your family are going to be complaining pretty well, like you said, especially up here when we're dealing with this hot, humid weather, this heat wave or whatever it is we're dealing with right now.
• 5:01
  SPEAKER_00: It's pretty hot.
• 5:02
  SPEAKER_01: Exactly.
• 5:03
  SPEAKER_01: And so it's also trying to educate homeowners too.
• 5:05
  SPEAKER_01: It's like, hey, you know, you need to do these things so you're not stuck in a in a rut with like your HVAC is is out, you know, and you have no sort of AC and you're dying with this humidity inside.
• 5:18
  SPEAKER_01: But it's like, hey, if you, you know, did the proper maintenance, it most likely wouldn't have.
• 5:23
  SPEAKER_00: Yep.
• 5:24
  SPEAKER_00: Yeah, no, I agree.
• 5:26
  SPEAKER_00: Now, you talk a lot about protecting one of family's biggest investments, you know, their home.
• 5:31
  SPEAKER_00: Was there a moment when that mission really clicked for you personally?
• 5:35
  SPEAKER_01: When it clicked for me personally, I will have to say it's probably my own personal experience because I own a home and I home, it's and I had some issues where it's like, hey, if I would have known this stuff before I got into it, and I would have seen that like all this preventative maintenance could have helped me and you know, save me like$20,000 with having that information and having someone out come out and look at it and tell me what I needed to do, it would have helped.
• 6:05
  SPEAKER_01: It would have saved me, you know, just those minor things that could lead to a huge problem.
• 6:10
  SPEAKER_01: Because I had a little, I had a leak.
• 6:12
  SPEAKER_01: So, you know, a lot of people don't understand around your toilet, you have a wax seal and some that needs to be replaced after a significant amount of years, or else it could cause water damage.
• 6:24
  SPEAKER_01: So then I had to get my whole floor removed and redone.
• 6:28
  SPEAKER_01: So now it's just like the education part too.
• 6:30
  SPEAKER_01: It's important for homeowners to know these things because it costs a lot, costs a lot of money.
• 6:37
  SPEAKER_01: One simple$5 wax ring,$20,000 later.
• 6:43
  SPEAKER_01: I don't know if that answered your question, but that's kind of the one thing that sticks out to me personally when it comes to preventative maintenance and why I'm passionate about it.
• 6:53
  SPEAKER_00: It does, it does, definitely.
• 6:55
  SPEAKER_00: So, what's something home earners think is completely normal that actually tells you they may have a major maintenance issue boring?
• 7:03
  SPEAKER_01: That's a tough one.
• 7:05
  SPEAKER_01: I will I'm trying to let me think about that one.
• 7:08
  SPEAKER_01: Yeah, because you get calls.
• 7:10
  SPEAKER_00: I know you field calls and questions all the time, and I'm sure if you see something and you're like, ooh, I don't that sounds like that's a deeper issue.
• 7:16
  SPEAKER_01: Yeah, I will say the the squishy floor, you know, like oh my my with the subfloor issues, I think too.
• 7:23
  SPEAKER_01: It's like, oh, like my floor's a little squishy.
• 7:25
  SPEAKER_01: That one's concerning, you know, or if they have their AC is in the the attic and they have, you know, water droplets coming from their vents, you know, those are a sign where it's like, hey, maybe if this needs to get checked out because the water damage is huge.
• 7:43
  SPEAKER_01: You know, a lot of people have their water heat some well, not a lot, but I've seen a lot more people have their water heater and their AC unit in their attic.
• 7:51
  SPEAKER_01: And so sometimes water with the condenser, the AC unit, could end up causing a huge leak.
• 7:58
  SPEAKER_01: You know, thousands of dollars of repair.
• 8:00
  SPEAKER_01: I actually visited a lady's house this morning who had that happen too.
• 8:04
  SPEAKER_01: And it's like, hey, if you see it happening or you hear those weird sounds, you know, you should call someone to take a look at it because that could hopefully save you in the long run the cost of having to replace and fix everything.
• 8:18
  SPEAKER_01: So I would say water, you know, just like why is my roof bubbling?
• 8:24
  SPEAKER_01: Why do I have a leak coming through my window?
• 8:27
  SPEAKER_01: Any sort of water damage is a huge one.
• 8:30
  SPEAKER_00: Yeah, yeah, no, it is.
• 8:32
  SPEAKER_00: And you're talking about with the with the grow attic thing, you're talking about like where it spills over, like where the where it spills over, like the water that collects from the AC spills over and damages the water heater.
• 8:43
  SPEAKER_00: Is that what you're talking about?
• 8:44
  SPEAKER_01: Yeah, so and it it goes out over, they usually have something underneath it to contain the water, but sometimes and then it could come out and then cause water damage.
• 8:53
  SPEAKER_01: So if you haven't been properly getting those maintained as well.
• 8:56
  SPEAKER_01: Or you know, sometimes water heaters, they're old and they sometimes they'll break or they'll have an issue, and then your water heater starts to leak everywhere.
• 9:05
  SPEAKER_01: And if it's in the roof, that's not good, or if it's downstairs as well.
• 9:09
  SPEAKER_01: So those are main things I would be worried about as a homeowner.
• 9:15
  SPEAKER_00: Yeah, yeah.
• 9:17
  SPEAKER_00: Now, Kaylee, every you know, business franchise owner has a moment where they think, you know, what did I get myself into?
• 9:24
  SPEAKER_00: What has been that moment for you specifically?
• 9:27
  SPEAKER_01: Oh, okay.
• 9:28
  SPEAKER_01: Just one moment.
• 9:29
  SPEAKER_01: I say there's a lot of them.
• 9:30
  SPEAKER_01: So I think it's more along the lines of like, especially with us, we have a franchise.
• 9:38
  SPEAKER_01: You know, you're supposed to get have the tools to help you.
• 9:40
  SPEAKER_01: It's supposed to be a little easier for someone to start a business, but I will say it's a lot of learning and knowing the market you're in, because what works working for someone else isn't gonna work for you.
• 9:53
  SPEAKER_01: So I will say the hardest part is being able to grow the business and be able to help the people in our area with what they need.
• 10:03
  SPEAKER_01: So, like, yes, we talk about preventative maintenance and everything else, and we want to educate everyone on that.
• 10:11
  SPEAKER_01: But I feel for me, it's realizing that everyone needs a handyman.
• 10:16
  SPEAKER_01: They need someone to just fix it right now and maybe learn about the preventative later.
• 10:21
  SPEAKER_01: It's always like the emergency mode.
• 10:23
  SPEAKER_01: So I think for me, the biggest shock was the urgency of hey, this needs to replace right now.
• 10:31
  SPEAKER_01: Because I was in the under the impression of when jumping into this business that it's like, yeah, we'll do preventative maintenance, but nah it's like we just got to do some education first and then preventative maintenance later.
• 10:44
  SPEAKER_01: I feel is the change for me.
• 10:45
  SPEAKER_01: That was a big shocker.
• 10:48
  SPEAKER_01: Not not a lot of people know what it is.
• 10:49
  SPEAKER_01: So I think that's because I I did after I had my issue and my situation with my home, but it's just a lack of in information out there for homeowners, or they just don't know where to get it.
• 11:03
  SPEAKER_01: Or there's no, there's not a lot of classes, people don't go like you know, to homeownership 101 or how to take care of your home.
• 11:11
  SPEAKER_01: Like, I need to do all these things.
• 11:13
  SPEAKER_01: So I think that was the main, the main shocker for me, the one item that made me think, huh, what'd I get myself into?
• 11:23
  SPEAKER_00: Yeah, yeah, yeah.
• 11:25
  SPEAKER_01: Because it's a lot of uh learning and growing and trying to adapt to what you need to bring to your market in your area and what your clients and customers need.
• 11:37
  SPEAKER_01: So just being adaptable.
• 11:40
  SPEAKER_00: Now, and and this next question is probably it's hypothetical, but you know, let's say if you could wave a magic wand and you know, instantly fix one challenge or one thing that you're dealing with that could be better in your business tomorrow.
• 11:53
  SPEAKER_00: What would you fix?
• 11:55
  SPEAKER_01: I think it would be for us currently is having, you know, staffing.
• 12:02
  SPEAKER_01: It's really hard in this area to find good quality people to work.
• 12:08
  SPEAKER_01: And I think that would be the main one.
• 12:11
  SPEAKER_01: And so then we could also then grow as a business and you know, educate homeowners and be able to help out our community because we have a lot of we'd have a lot of older retirement areas that they just need some help, you know, they just need some education, need someone to go out there, a lot of military in our area.
• 12:33
  SPEAKER_01: So I think it would be having staff and compassionate people to be able to go out and you know help help our community.
• 12:41
  SPEAKER_00: Now, if you were able to let like let's say if you were able to get a staffing influx of a bunch of candidates, they're all you know amazing, 10 out of 10, you're able to make them offers right on the spot.
• 12:53
  SPEAKER_01: Yes.
• 12:53
  SPEAKER_00: With the current, you know, processes and everything that you have in place, would you be able to handle that if you were able to hire everybody that you wanted to?
• 13:02
  SPEAKER_00: Or would you need to make some changes in the world?
• 13:04
  SPEAKER_01: Well, I feel like depending on how many employees too, you would we would definitely have to scale up to that amount.
• 13:10
  SPEAKER_01: But right now, I feel like we have a lot of relationships that we've built and that we're continuing to build with HOAs and property managers, about like education with homeowners and renters.
• 13:25
  SPEAKER_01: And I feel like we could scale it when when needed.
• 13:30
  SPEAKER_01: We're at the point where we would be able to scale.
• 13:34
  SPEAKER_01: Did that answer your question?
• 13:36
  SPEAKER_00: Yeah, yeah, it did, it is.
• 13:39
  SPEAKER_00: Now, Kaylee, what would you say is the most expensive maintenance mistake homeowners can make?
• 13:45
  SPEAKER_01: The most exp waiting, waiting to the last minute, or just saying, I'll do it later.
• 13:52
  SPEAKER_01: That's one of the most expensive ones.
• 13:54
  SPEAKER_01: Is just compla like the the complacency and like putting it on the back burner.
• 14:01
  SPEAKER_01: I think that that's the biggest thing, because you know, one day it could be fine, two days later, not so fine.
• 14:10
  SPEAKER_01: And just you know that you need to be educated.
• 14:13
  SPEAKER_01: So it's one of your biggest invest investments.
• 14:16
  SPEAKER_00: Now, if someone was listening, you know, to the podcast episode today with you, Kaylee, and let's say they spent just one hour this weekend taking care of the home, what should they do first?
• 14:26
  SPEAKER_01: Well, I would ask a couple questions.
• 14:29
  SPEAKER_01: When was the last time they cleaned their dryer vent?
• 14:32
  SPEAKER_01: When was the last time they did a walk around their foundation and took a look at where their gutter runoff is?
• 14:39
  SPEAKER_01: Because you've had some rain, you know, a lot of people we had some really torrential downpours.
• 14:45
  SPEAKER_01: And, you know, just look and see, are my gutters clogged?
• 14:50
  SPEAKER_01: Do I have siding that is off the house?
• 14:55
  SPEAKER_01: Is my like take a look, go walk into your street, look at your roof.
• 14:59
  SPEAKER_01: Is your roof good?
• 15:01
  SPEAKER_01: So I would say just doing a walkthrough of your house with a different set of eyes rather than your everyday, oh, I'm just gonna do this and that.
• 15:09
  SPEAKER_01: Put down a list, look at your gutters, look at your roof, look at your foundation, your siding, look inside, check your dryer vent.
• 15:19
  SPEAKER_01: You know, if you haven't, YouTube it.
• 15:21
  SPEAKER_01: There's a lot of things that you can do just by searching on the internet.
• 15:26
  SPEAKER_01: Like a lot of people don't know you need to drain your water heater every year, so it helps maintain the life of it.
• 15:33
  SPEAKER_01: So there's, I would say start with a list, go outside, spend an hour, just look at it.
• 15:41
  SPEAKER_01: Search your home like you're trying to buy one.
• 15:44
  unknown: Okay.
• 15:44
  SPEAKER_00: Yeah, that's true.
• 15:45
  SPEAKER_00: That's true, right?
• 15:45
  SPEAKER_00: Yeah, because we we're we're so picky when we're trying to buy a house, right?
• 15:49
  SPEAKER_00: Oh, I want this, I want that.
• 15:51
  SPEAKER_00: But uh once you get into the home, it kind of that kind of disappears a little bit.
• 15:55
  SPEAKER_01: Especially because you see it every day.
• 15:57
  SPEAKER_01: You don't you don't think about it.
• 16:00
  SPEAKER_00: Yeah, I like that.
• 16:01
  SPEAKER_00: That's good advice.
• 16:02
  SPEAKER_00: Now, what would you say is the craziest thing you have found during a home inspection or maintenance visit?
• 16:08
  SPEAKER_01: Ooh, the craziest thing, I will say, it has to do with animals.
• 16:13
  SPEAKER_01: There was see underneath your gutter area or your fascia in your house, there a squirrel got stuck in there, created a nest, everything, got up on the ladder trying to inspect it to see how we could repair it.
• 16:26
  SPEAKER_01: And the squirrel literally almost yes scared me half to death.
• 16:32
  SPEAKER_01: So it jumped out.
• 16:34
  SPEAKER_01: So I will say that was the one crazy thing that's happened to me when it just inspection-wise is squirrels living in the eaves or in your roof line.
• 16:45
  SPEAKER_01: It happens a lot.
• 16:47
  SPEAKER_01: Got a call about a bird the other day.
• 16:50
  SPEAKER_01: So some of those things that would be one of the craziest ones.
• 16:55
  SPEAKER_01: Another one would probably be a leak where you could see all the way down to the second floor or the first floor from the second floor, you know, just straight on water leaking.
• 17:08
  SPEAKER_01: And that was also that was due to some plumbing issues.
• 17:11
  SPEAKER_01: So it's just there's a lot of things that happen, and you know, people just don't know how to fix them.
• 17:18
  SPEAKER_01: Or, you know, the trees growing in the gutters, you got a four, like a two-foot-long tree growing in your gutters, causing it all sorts of issues.
• 17:28
  SPEAKER_01: Those are some fun ones, too.
• 17:31
  SPEAKER_00: Okay, okay.
• 17:33
  SPEAKER_00: Now, you know, and this might be hypothetical, but let's say if someone shadowed you for an entire day or let's say even for an entire week, they could have kind of shadowed you and watched everything you do, how you run your franchise.
• 17:45
  SPEAKER_00: You know, what would surprise them the most about how you run it and operate it?
• 17:49
  SPEAKER_01: I think it would just be the flexibility that we have in being able to do multiple things and just the way that we run our business.
• 17:59
  SPEAKER_01: We, you know, we try to do it like kind of like a family first model, but we try and be more community-based.
• 18:06
  SPEAKER_01: Like we're not gonna tell you, hey, we're just gonna slap something on it.
• 18:10
  SPEAKER_01: We wanna explain it to you.
• 18:11
  SPEAKER_01: Like, this is the reason why it needs to be done.
• 18:13
  SPEAKER_01: The communication behind it.
• 18:15
  SPEAKER_01: Give them their options.
• 18:17
  SPEAKER_01: A lot of handyman or people that you know to fix things, they'll just give you the cheapest option or what they think would be would work.
• 18:25
  SPEAKER_01: But it's like, hey, you know, you need to have options, you need to see, we're gonna tell you how it is.
• 18:29
  SPEAKER_01: You're like, we're not gonna do, you know, uh, well, I don't know if I can say this, but like a half half job, you know, we're we want to do the full thing.
• 18:38
  SPEAKER_01: So it's more education and being community first.
• 18:41
  SPEAKER_01: It's like we want to take our time with someone and explain and make sure that they're okay.
• 18:46
  SPEAKER_01: Because I mean, making changes to someone's house is huge.
• 18:51
  SPEAKER_01: And some people aren't okay, you know, they need to feel comfortable with it.
• 18:55
  SPEAKER_01: So they'd they'd see that we are we do a lot of different things.
• 19:00
  SPEAKER_01: It's really busy, but we're overall very community-based and we run, we try and run our business honest.
• 19:09
  SPEAKER_00: Now, now, Kayleigh, if your house could talk and tell you something, what's the first thing it would complain about?
• 19:14
  SPEAKER_01: My house personally?
• 19:16
  SPEAKER_00: Yes.
• 19:17
  SPEAKER_01: Okay, my house personally would probably be like, I I need a one thing, full disclosure.
• 19:23
  SPEAKER_01: So, guys, I usually pay attention to detail, but I have one shutter on my home that needs to be readjusted.
• 19:30
  SPEAKER_01: It's like two inches lower than all the other shutters.
• 19:34
  SPEAKER_01: And I'm like, But the thing is, is it's one of those things, it's a it's not necessarily gonna hinder my home.
• 19:41
  SPEAKER_01: It's just appealing on the outside, but I would say it's telling me to fix it.
• 19:47
  SPEAKER_00: Okay.
• 19:49
  SPEAKER_01: But I feel like for all the preventative maintenance stuff, I I have a list because you know, I have to.
• 19:55
  SPEAKER_01: It's this is this is a business I run, so I need to make sure my house is good.
• 19:59
  SPEAKER_01: But it it would say, you know, hey, take care of me.
• 20:03
  SPEAKER_01: Make sure I survive another how many years.
• 20:06
  SPEAKER_01: Because it, you know, you want to make sure your home is taken care of.
• 20:12
  SPEAKER_01: You know, you you live under it, and no one wants something bad to happen.
• 20:18
  SPEAKER_00: Now, how do you create trust when you're asking a homeowner to let you into one of their biggest investments?
• 20:26
  SPEAKER_01: You know, start up a conversation.
• 20:29
  SPEAKER_01: I just, you know, everyone is different.
• 20:31
  SPEAKER_01: You want to just be open, honest, be a real human.
• 20:35
  SPEAKER_01: You know, don't sugarcoat anything.
• 20:39
  SPEAKER_01: I feel like some people like to sugarcoat things, and you know, it's important just to tell them how it is.
• 20:44
  SPEAKER_01: Be like, hey, we could do this, we can't do this.
• 20:47
  SPEAKER_01: Maybe this is out of our realm.
• 20:49
  SPEAKER_01: We'll try and find you someone else.
• 20:51
  SPEAKER_01: So I think just being open and honest with your customer and just, you know, having that conversation, being friendly, it that shows so much than just going and be like, hey, this is what you need to do, and that's it.
• 21:09
  SPEAKER_01: You know, it's just carrying on a conversation, like, you know, hey, how's your day?
• 21:13
  SPEAKER_01: How could I help you?
• 21:16
  SPEAKER_01: Just be a human being.
• 21:18
  SPEAKER_01: Don't be a robot like a lot of these other companies.
• 21:20
  SPEAKER_01: They have their script.
• 21:21
  SPEAKER_01: I know that's important, but you know, you just gotta be personable.
• 21:26
  SPEAKER_00: Now, Keely, what separates great employees in your business from average ones, would you say?
• 21:31
  SPEAKER_00: I know you talked about that earlier that you kind of you have a hard time looking for staffing.
• 21:35
  SPEAKER_00: So if somebody's potentially listening listening to the podcast, and maybe they're interested in position, what what would separate them if they wanted to uh come on?
• 21:43
  SPEAKER_01: Honestly, if you're willing to learn, you're willing to teach, you you understand the importance of having a great work ethic.
• 21:53
  SPEAKER_01: And honestly, um if someone's able to loves some, you know, to get their hands dirty, hard day work, get to make a difference in people's homes and help homeowners out, I think that's a huge one.
• 22:11
  SPEAKER_01: It's just an honest, down to earth person who's responsible and would show up.
• 22:18
  SPEAKER_01: Like, I feel like that's all you could ask for.
• 22:21
  SPEAKER_01: You want someone that's that's willing to learn.
• 22:25
  SPEAKER_00: Now, have you ever had Make a difficult decision that ultimately made the company stronger?
• 22:31
  SPEAKER_01: I would say yes.
• 22:32
  SPEAKER_01: We have.
• 22:33
  SPEAKER_01: I feel like there has been some scenarios where, you know, you hire someone, they're great up front, and something, you see something or something happens, and you're like, hmm, I don't know about that.
• 22:48
  SPEAKER_01: And I will say for us, it's important to make sure that we have a great team and you know, we're a family business.
• 22:56
  SPEAKER_01: So we want to make sure we have that family atmosphere.
• 22:59
  SPEAKER_01: And, you know, we all play as a team, we all, you know, work as a team.
• 23:03
  SPEAKER_01: We want our clients to be happy and everything else.
• 23:07
  SPEAKER_01: So I feel like being that is one of the major things that we've had to realize is that whoever we bring on to our team needs to also reflect like who we are as a business.
• 23:19
  SPEAKER_01: And that is one of the major things that we learned that you guess people could you could get, you could get anyone to come work, but is it gonna be the best fit for you and your business?
• 23:31
  SPEAKER_01: I think that's one of the major things that we have done to help improve our business and grow our grow our business, as well as building relationships with other business owners.
• 23:43
  SPEAKER_01: I think that's a huge one as well, because they're in it with you, especially like new business owners.
• 23:51
  SPEAKER_01: Like we've only been in business for a year and a half now, and we don't, we were not perfect by any means, but it's we've gotten here because we've taken we've taken the information from previous business owners or listened to their input.
• 24:09
  SPEAKER_01: Or you should try this, you should try that.
• 24:12
  SPEAKER_01: And it's helped us.
• 24:13
  SPEAKER_01: It's helped us grow and networking, you know, you never know who you'll meet.
• 24:18
  SPEAKER_01: And it's important to carry those relationships to where you could, you know, continue to grow.
• 24:25
  SPEAKER_01: So I think those are kind of our main hard decisions that we've done is like prioritizing networking and building those relationships.
• 24:34
  SPEAKER_01: And I think as well as making sure we have the right people in our team to make sure we grow in the way we want to grow.
• 24:45
  SPEAKER_00: Now, what would you say gives Home Smiles of Virginia Beach an unfair advantage over its competitors?
• 24:52
  SPEAKER_01: Well, I would say that one call and you could have a lot of things in one call.
• 24:58
  SPEAKER_01: We could do all sorts of stuff.
• 25:01
  SPEAKER_01: So it's supposed to be like a one-stop shop.
• 25:04
  SPEAKER_01: We can offer you handyman services, we could do your dryer vent, pressure washing, we'll do gutter cleaning, we'll do window cleaning, you know, with other services.
• 25:14
  SPEAKER_01: We make sure that your home's taken care of and you don't have to call all these other vendors.
• 25:19
  SPEAKER_01: We're licensed, we're insured.
• 25:22
  SPEAKER_01: And I think that's a main thing, too, is like you have a lot of people in this space, at least the handyman space, that aren't insured and they don't have that license to if something were to happen.
• 25:34
  SPEAKER_01: You know, a lot of homeowners, it would be on them if someone were to get hurt and they're hiring a handyman that doesn't have someone who's insured.
• 25:42
  SPEAKER_01: And that that's a huge liability for the homeowner, too.
• 25:45
  SPEAKER_01: So that would that puts us apart from other businesses.
• 25:51
  SPEAKER_00: Now, oh okay.
• 25:52
  SPEAKER_00: So, and I appreciate you getting through that here.
• 25:54
  SPEAKER_00: So we're gonna get into what's called the quick fire round.
• 25:56
  SPEAKER_00: And how this works is I'm going to give you one word, and then I just want you to tell me the first thing that comes to your mind when you hear each word in regards to running your business, your franchise, and then kind of give me kind of a paragraph on why you chose that, if that makes sense.
• 26:09
  unknown: Okay.
• 26:10
  SPEAKER_00: All right.
• 26:11
  SPEAKER_00: First word is home ownership.
• 26:14
  SPEAKER_01: Learning experience.
• 26:18
  SPEAKER_01: So I think that would be, you know, home ownership.
• 26:22
  SPEAKER_01: If you're new at it, it's definitely a learning experience.
• 26:25
  SPEAKER_01: You learn so much from what you gotta do to take care of your home, budgeting your home, knowing how to deal with contractors or different, you know, utility services that you have to maintain information and go back and forth and figure things out.
• 26:44
  SPEAKER_01: I think that would be the best one for homeownership.
• 26:49
  SPEAKER_00: So and preventative maintenance is next.
• 26:53
  SPEAKER_01: Okay.
• 26:53
  SPEAKER_01: Preventative maintenance.
• 26:54
  SPEAKER_01: Important.
• 26:55
  SPEAKER_01: It's very important because it's a huge, huge.
• 27:03
  SPEAKER_01: I don't think a lot of people realize the fact that putting something off can create so much damage for your home, your time, your money, that if you would have just done it, taken the time to do it, it would have saved you thousands of dollars or hundreds or thousands of dollars.
• 27:23
  SPEAKER_01: It really depends, but in my case, it was thousands.
• 27:27
  SPEAKER_00: Customer service.
• 27:29
  SPEAKER_01: Extremely important.
• 27:31
  SPEAKER_01: I think customer service is one of the major things that anyone trying to have any sort of service wants and and should and should have.
• 27:45
  SPEAKER_01: We are we try to be super transparent with our customers.
• 27:49
  SPEAKER_01: We send them, you know, information like when we're headed out.
• 27:54
  SPEAKER_01: And it's I feel like the handyman or any sort of blue-collar work always gets a bad rep for, you know, no not showing up on time, not coming, having bad customer service, like, you know, not sending them an invoice for like weeks on end, or even just setting up an appointment and not showing up.
• 28:13
  SPEAKER_01: So I've I will say customer service is so important because I've heard of so many clients that we've had that had an appointment with someone, didn't show up, never called, you know, and that's just it's so hard.
• 28:31
  SPEAKER_01: Like that's especially for someone who takes time off work and stays there.
• 28:35
  SPEAKER_01: So customer service is huge for us because we understand the importance it is for the homeowner that they're taking their time away from the day that we also need to do our part and be, you know, be there.
• 28:51
  SPEAKER_01: Yeah.
• 28:52
  SPEAKER_01: I think that's it.
• 28:54
  SPEAKER_00: Okay.
• 28:54
  SPEAKER_00: Leadership.
• 28:59
  SPEAKER_00: Leadership is next.
• 29:00
  SPEAKER_01: Leadership.
• 29:03
  SPEAKER_01: Hold on, let me think about this one.
• 29:07
  SPEAKER_01: This is a tough one.
• 29:08
  SPEAKER_01: For our business, I will say it's like for one word.
• 29:13
  SPEAKER_01: Let me think.
• 29:13
  SPEAKER_01: Sorry.
• 29:14
  SPEAKER_00: Or one phrase.
• 29:15
  SPEAKER_01: Or one phrase.
• 29:17
  SPEAKER_00: Yeah.
• 29:18
  SPEAKER_01: I will say leadership is valuable in the way that you know, you want to lead by example.
• 29:30
  SPEAKER_01: You want to lead in a way that people can follow you and grow with you.
• 29:36
  SPEAKER_01: And you want to make sure that you're leading in the space that you're in.
• 29:40
  SPEAKER_01: You want to be able to give them the value and the perspective.
• 29:47
  SPEAKER_01: Yeah.
• 29:48
  SPEAKER_01: Sorry.
• 29:49
  SPEAKER_01: This is harder than it.
• 29:50
  SPEAKER_01: This is hard.
• 29:52
  SPEAKER_00: Everybody says that.
• 29:55
  SPEAKER_00: You're not the only one who said that.
• 29:57
  SPEAKER_00: Everybody says that to come in.
• 29:58
  SPEAKER_00: They're like, man, this is difficult.
• 30:00
  SPEAKER_00: Um it seems easy, right?
• 30:01
  SPEAKER_00: Quick fire, boom, boom, boom.
• 30:03
  SPEAKER_00: But no, it's no, it's not.
• 30:05
  SPEAKER_00: Yeah.
• 30:07
  SPEAKER_00: Next word is growth.
• 30:09
  SPEAKER_01: I think that would growth would be an opportunity.
• 30:14
  SPEAKER_01: You know, it's an opportunity to improve, grow the business, and see where it ends up.
• 30:21
  SPEAKER_01: I mean, having the option to grow is great.
• 30:23
  SPEAKER_01: It means that you're succeeding and you're doing your part in growing your business.
• 30:28
  SPEAKER_01: So opportunity.
• 30:30
  SPEAKER_01: And to be great, and be better.
• 30:33
  SPEAKER_00: Stress.
• 30:39
  SPEAKER_01: Um, let me see.
• 30:43
  SPEAKER_01: Stress is difficult.
• 30:45
  SPEAKER_01: I will say it's trying to manage it is very difficult, especially being being a business owner.
• 30:55
  SPEAKER_01: It gives you it kind of it's it's hard to deal with.
• 31:01
  SPEAKER_01: I will say, it's trying to find that balance.
• 31:03
  SPEAKER_01: So I think stress is is difficult, but in the end, if you find a balance in how to maintain it, it could be good for you as well.
• 31:11
  SPEAKER_01: Because some stress is good.
• 31:13
  SPEAKER_01: It makes you accountable.
• 31:15
  SPEAKER_01: And hey, I need to get these deadlines done.
• 31:17
  SPEAKER_01: I need to do this, but it's also making sure you have the balance to where you could still be and do what you need to do without getting overwhelmed.
• 31:26
  SPEAKER_00: Hiring.
• 31:29
  SPEAKER_01: This is comical.
• 31:31
  unknown: Sorry.
• 31:34
  SPEAKER_01: Should I say the word comical?
• 31:35
  SPEAKER_01: I shouldn't.
• 31:36
  SPEAKER_00: Uh I will say I mean it's your truth.
• 31:39
  SPEAKER_01: Yeah, it's funny.
• 31:41
  SPEAKER_01: Hiring, I will say it's comical at this point in time.
• 31:43
  SPEAKER_01: It's you never know who you'll find or who will, you know, apply.
• 31:50
  SPEAKER_01: I think it's just going with the punches.
• 31:54
  SPEAKER_01: You know, we've been trying to find some good people for a while now, and it's like, hey, you know what?
• 31:59
  SPEAKER_01: It's okay.
• 32:00
  SPEAKER_01: Not everyone is gonna be the greatest fit for us.
• 32:04
  SPEAKER_01: Not everyone is gonna be able to do what we do.
• 32:07
  SPEAKER_01: There's a lot of people who are already working, you know.
• 32:09
  SPEAKER_01: We don't have a lot of the workforce in this area, it's very difficult.
• 32:14
  SPEAKER_01: I've talked with multiple owners, and it's the same thing all around.
• 32:19
  SPEAKER_01: It's hard to find good employees.
• 32:21
  SPEAKER_01: And so I think, you know, just staying comical.
• 32:23
  SPEAKER_01: Having, you know, it it'll come when it comes, you know, just keep trying.
• 32:29
  SPEAKER_01: Keep getting out there.
• 32:30
  SPEAKER_01: But I think for me, it's more, you know, you gotta laugh about it sometimes.
• 32:35
  SPEAKER_01: I think I shouldn't have chosen that word, but you know, that was the first thing that came to my mind.
• 32:40
  SPEAKER_00: Yeah, no, no, I I get it.
• 32:42
  SPEAKER_00: I mean, the way you explained it, it makes sense.
• 32:43
  SPEAKER_00: So no, I like that.
• 32:45
  SPEAKER_00: And the last word is success.
• 32:47
  SPEAKER_00: What does success mean for your franchise?
• 32:49
  SPEAKER_01: For our franchise, I think it would just be the knowledge of it would be preventative maintenance.
• 32:55
  SPEAKER_01: People knowing what preventative maintenance is.
• 32:58
  SPEAKER_01: I think that's our main goal for people to understand that you know, taking care of your home is is one of the best things you can do for it.
• 33:06
  SPEAKER_01: And for yourself too.
• 33:08
  SPEAKER_01: Making sure that you know the tools, you know the resources, like we have opportunity for you know, for us to take care of it for you, or we could even go and you know, tell you what you need to do.
• 33:22
  SPEAKER_01: So I think that would be the main goal for us in our area is just the preventative maintenance factor and knowing, like, hey, you these are ways that you can take care of your home and just yeah, for that's it.
• 33:37
  SPEAKER_00: Okay, perfect.
• 33:38
  SPEAKER_00: So I appreciate you getting through that quick fire round there.
• 33:41
  SPEAKER_00: So now, do you think preventative home maintenance will become more popular over the next 10 years?
• 33:47
  SPEAKER_00: Or do you think I mean with the with the you know social media and everything that's kind of going on right now and AI, do you think people will get better at taking care of their homes, or do you think you'll you'll kind of always have a place here?
• 33:58
  SPEAKER_01: I hope so.
• 33:59
  SPEAKER_01: I will say I hope people start taking care of their homes and know what preventive maintenance is, but I feel like there'll always be a place for us in this, in this business because, you know, either they know how to do it, they don't have time, they want the convenience of not having to do it, or they just, you know, some people just don't, they don't know and they never will know and never choose to know because they'd rather, you know, throw money at the problem, which is totally fine.
• 34:27
  SPEAKER_01: So I think our business here will definitely be fine.
• 34:31
  SPEAKER_01: And I hope homeowners will take advantage of the internet and AI and learn the things that they need to learn to better equip themselves to, you know, take care of their investment.
• 34:43
  unknown: Okay.
• 34:43
  SPEAKER_00: Okay.
• 34:44
  SPEAKER_00: Now, how do you think technology and you know, all this talk of AI and self-automation, how do you think that will change the home services industry?
• 34:51
  SPEAKER_01: Honestly, I think it's still gonna grow.
• 34:55
  SPEAKER_01: I think a lot of the the trades are a dying field.
• 34:59
  SPEAKER_01: A lot of people don't know how to do it.
• 35:01
  SPEAKER_01: I'm hoping more people will, maybe with you know, learning how to do things.
• 35:07
  SPEAKER_01: But I think the trades will always be there.
• 35:12
  SPEAKER_01: Maybe not so much the preventative maintenance side, but the trades, you know, people people always need someone to take care of, you know, their floors or putting in a new window or, you know, building a new fence because some people just don't want to do it.
• 35:27
  SPEAKER_01: And I think I think we'll be fine.
• 35:31
  SPEAKER_01: It may give opportunity actually for some people, you know, with losing their jobs or having to, you know, with AI changing and a lot more you know, technology-based programs coming into play and some people losing their jobs.
• 35:46
  SPEAKER_01: Maybe it's a good transition for them to get into a field that, you know, is probably gonna stay around for a while.
• 35:52
  SPEAKER_00: Okay.
• 35:53
  SPEAKER_00: Now, yeah, and I talk to, I mean, I talk so much so many trades people, trades owners all the time.
• 35:58
  SPEAKER_00: And yeah, I keep hearing the same thing that just a lot, not a lot of people are coming out of school and wanting to be in the trades.
• 36:05
  SPEAKER_00: Everybody wants uh, you know, a business job or a corporate job or phones to get customer service, stuff like that, or you know, a lot of people want to be screamers these days and Twitch and YouTube channels and all that stuff.
• 36:17
  SPEAKER_00: It's so true.
• 36:18
  SPEAKER_00: Everybody wants to be that.
• 36:19
  SPEAKER_00: So yeah, trades is not looked at.
• 36:21
  SPEAKER_00: It's just it's just weird, but I I don't know if that'll I don't know if that'll change or it'll get better.
• 36:25
  SPEAKER_00: I don't I don't know, but like you said, it provides opportunities for the people that do do it.
• 36:29
  SPEAKER_00: And but you know, like you said, you're just having a hard time you know finding staff that can fill some of those roles because not a lot of people are coming out of school ready for that, right?
• 36:36
  SPEAKER_01: Yep, exactly.
• 36:38
  SPEAKER_01: Yeah, I think it's a lot of I'm sorry.
• 36:42
  SPEAKER_01: Oh no, I was gonna say I just think it's a lot more like you know, talking to kids in schools and letting them know that there's other options, you know, just have to be better community-based and see the need for it.
• 36:54
  SPEAKER_00: Yeah, that's true.
• 36:57
  SPEAKER_00: Now, where do you personally want uh Home Smiles Virginia Beach to be by 2030?
• 37:01
  SPEAKER_00: I know we hear that we hear that year date and 2030 seems like it's a long time away.
• 37:05
  SPEAKER_00: It's a big number, but it's no, it's actually only three, three and a half years away is 2030.
• 37:09
  SPEAKER_01: So right there.
• 37:11
  SPEAKER_01: It's kind of crazy.
• 37:12
  SPEAKER_01: I mean, honestly, I was just trying to keep my head above water the first year.
• 37:15
  SPEAKER_01: So I mean, 2030 is is it's big.
• 37:19
  SPEAKER_01: I mean, on it, I would love to have, you know, right now I'm just working from my home office.
• 37:24
  SPEAKER_01: I'd love to have a place where I could, you know, have a you know, brick and mortar, multiple vehicles, you know, having the just a community base, being able to get back to the community more and you know, just educating, maybe getting some education classes in for homeowners, working on that, and you know, just growing and giving back to our community.
• 37:47
  SPEAKER_01: That's where I would love to be in 2030.
• 37:51
  SPEAKER_00: Okay, okay.
• 37:53
  SPEAKER_00: Now, in you know, you I want you to be as candid as honest as you can in the answer to this next question, but let's say if uh another franchise owner is is listening to the podcast episode today with you, Kaylee, and let's say they're just having a hard go of 2026.
• 38:06
  SPEAKER_00: I mean, we're already more than halfway through the year already.
• 38:09
  SPEAKER_00: Uh you know, let's say they're just feeling stuck or overwhelmed in their in the franchise business, you're just not having a good go.
• 38:15
  SPEAKER_00: Things are rough, they just they can't make a go of things.
• 38:18
  SPEAKER_00: What's a piece of advice you'd want them you'd want them to hear from you today?
• 38:23
  SPEAKER_01: Honestly, it's seasons.
• 38:25
  SPEAKER_01: It's seasonal, I feel.
• 38:26
  SPEAKER_01: Like, just wait, wait for it, you know, it's gonna be okay.
• 38:30
  SPEAKER_01: You're gonna get your ups and downs.
• 38:32
  SPEAKER_01: You know, last week I was like, what in the world am I doing?
• 38:34
  SPEAKER_01: This week's good.
• 38:35
  SPEAKER_01: There's ups and downs.
• 38:36
  SPEAKER_01: It's seasonal.
• 38:37
  SPEAKER_01: So just keep going, keep your head up, you know, learn to, you know, prioritize what you need to do to be the best you you can be for your business.
• 38:47
  SPEAKER_01: And sometimes that means saying no to things.
• 38:50
  SPEAKER_01: So I will say that's that's one of the main things, you know, just keep your head up, keep going.
• 38:55
  SPEAKER_01: You know, it's not all sunshine and rainbow.
• 38:58
  SPEAKER_01: Sometimes there's storms, just weather it.
• 39:01
  SPEAKER_00: Now, what's next for Homesome Miles Virginia Beach?
• 39:04
  SPEAKER_00: What should people be excited about coming in for the near future?
• 39:07
  SPEAKER_01: So we launched this year yearly maintenance plan.
• 39:11
  SPEAKER_01: So, like some of those preventative things I mentioned earlier in the podcast, we do that.
• 39:15
  SPEAKER_01: We'll come out quarterly and knock those things out for you so you don't have to do them yourself, which is kind of nice.
• 39:22
  SPEAKER_01: So if you like the luxury of having enjoying your weekends and not having to do homework, home maintenance, then there's that.
• 39:29
  SPEAKER_01: And then also we're just looking at building more relationships with different HOAs and you know, different offices and it educating homeowners about the importance of preventive maintenance.
• 39:42
  SPEAKER_01: So that's what's that's what's new in our in our worlds.
• 39:46
  SPEAKER_00: Okay, okay.
• 39:47
  SPEAKER_00: And you did say you were looking to hire.
• 39:49
  SPEAKER_00: So you want to go into that a little bit more and kind of what you're looking for?
• 39:52
  SPEAKER_01: Yeah, we'd love to hire.
• 39:53
  SPEAKER_01: I mean, honestly, someone who wants to work for an amazing boss, aka me, come on.
• 40:01
  SPEAKER_01: Just someone who's flexible, also great attitude, you know, hard worker, shows up, is trainable.
• 40:11
  SPEAKER_00: Yes, I mean you seem like a cool boss, so I definitely would like to, you know, that doesn't seem like a bad opportunity to me.
• 40:17
  SPEAKER_00: Oh, Kayla, are you still there?
• 40:19
  SPEAKER_00: I think I lost her.
• 40:21
  SPEAKER_01: Oh, sorry.
• 40:21
  SPEAKER_01: Yes, I'm there.
• 40:22
  SPEAKER_01: I'm here.
• 40:22
  SPEAKER_01: Sorry.
• 40:23
  SPEAKER_00: Oh, okay.
• 40:23
  SPEAKER_00: Yeah, I lost you for a second.
• 40:24
  SPEAKER_00: Okay.
• 40:25
  SPEAKER_01: I was probably I had a phone, I had a call come in.
• 40:27
  SPEAKER_01: I thought I to put it on do not disturb, so sorry.
• 40:30
  SPEAKER_00: Oh, okay.
• 40:31
  SPEAKER_00: Yeah, no problem, no problem.
• 40:33
  SPEAKER_00: What was I gonna say?
• 40:33
  SPEAKER_00: No, I was saying you you had ended there with you know, somebody shows up everything.
• 40:37
  SPEAKER_00: I was saying that you sound like a pretty chill.
• 40:39
  SPEAKER_00: You sound like a pretty cool boss, so I, you know, I don't think that's a bad option.
• 40:41
  SPEAKER_00: Yeah, I do.
• 40:43
  SPEAKER_01: That's what I'm saying.
• 40:43
  SPEAKER_01: Who doesn't want to work for me?
• 40:45
  SPEAKER_01: I'm I'm pretty chill.
• 40:49
  SPEAKER_00: So, where should anybody who's interested uh reach out to you, or where should we go to apply to the position?
• 40:55
  SPEAKER_01: Honestly, you could reach out to me.
• 40:57
  SPEAKER_01: My number is 757-500-9102, and then that will be me.
• 41:02
  SPEAKER_01: You could talk to me directly, or just we're on Instagram, Facebook, Home Smiles, Virginia Beach.
• 41:08
  SPEAKER_01: You could send us a DM, also message us, or just you could even inquire on our website, but the best way to reach me personally would be through our social media or my number.
• 41:20
  SPEAKER_01: So that'd be the best way.
• 41:22
  SPEAKER_00: All right, perfect, perfect.
• 41:23
  SPEAKER_00: All right, Kaylee, this has been fantastic.
• 41:26
  SPEAKER_00: I really appreciate you coming on and sharing your story and your perspective and your real behind the scenes of building your home ownership business and you know, making sure people protect their biggest investment in their life, their home.
• 41:35
  SPEAKER_01: Yeah.
• 41:35
  SPEAKER_00: Um, do you have any you know wise words or anything you want to, you know, give to the people before we go ahead and sign off?
• 41:42
  SPEAKER_01: Yeah, just make sure if you haven't cleaned your dryer vent this year, make sure to do it because you know, a lot of people there's a lot of home fires from dryer vents.
• 41:50
  SPEAKER_01: So that's gonna be my one safety tip is make sure you're clean your dryer vent.
• 41:57
  SPEAKER_00: Okay, okay.
• 41:57
  SPEAKER_00: Make sure you clean your dryer vent.
• 41:59
  SPEAKER_00: You heard Kaylee.
• 42:00
  SPEAKER_00: All right, Kayleigh.
• 42:00
  SPEAKER_00: Well, thank you so much for coming on.
• 42:02
  SPEAKER_00: I really appreciate you.
• 42:03
  SPEAKER_00: You've been great, you've been a blast, and uh yeah, really, really, really appreciate you and wish you continued to success in the future.
• 42:08
  SPEAKER_01: Thank you.
• 42:09
  SPEAKER_00: All right, thank you.