Latest / The Good Builder Podcast / The Daily Dose #331 | Matt Hope on Wattle Court, Thirteen Weeks And The Builder You Choose

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The Daily Dose #331 | Matt Hope on Wattle Court, Thirteen Weeks And The Builder You Choose · The Good Builder Podcast

• Az (00:57) Good morning and welcome to the Good Builder Podcast. I am pumped for this one today. And we've had this gentleman on here before. You know I've worked with this guy, and I actually rate him as one of the best operators in Australia. And that is no lie. He's a businessman. Way too much. Mate, you're a businessman. You're a great builder. You've run lots of building companies. You've run one of the most successful segments of a certain building company that I've ever seen. And As we talked about before, the Cromrader in that group and the results you achieved were always top of the list, basically, of the entire Australia. You've now gone on to open, I think, one of the most exciting franchise opportunities in Australia. And you know what the best thing is, Matt? What's that, man? You've got s room. You got room. You've got room to grow. You've got room for builders to come in. Yep. And that's not because you're unsuccessful. You've only just started. Yep. And you wanted to set the foundations right and set your builders up right. Yep. I know this is now going beyond the intro, but for instance, your Sunshine Coast builder here who I know very well, Mark Stoffels. Yeah, no trade base, no nothing coming up here, as you said. Yep. 42 builds in his Second. Second year, yeah. Yeah. Yeah. Yeah. Market Debs, mate. They're just they're phenomenal people and like they're exactly the sort of people obviously we want to partner with as as part of one court. And as you said, mate, they moved from they were on the Gold Coast, moved up to the Sunshine Coast, no trade base behind them, brand new brand, and yeah, in the second year to get forty two sales is is pretty phenomenal. So no, they're doing a great job. Absolutely. And I think that's a a team effort from the brand and it's a team effort obviously from the franchise. For everyone out there, you probably heard me a thousand times now. I'm super passionate about franchising. Yep. I think that I love builders, And that structure that a franchise, a good franchise group, by the way, can provide a builder is unmatched. Yep. which I think you've been through it but I just wanted to ask you, because we missed out on it last time, you reminded me of that when you walked in the door, mate. Yeah. Where did Wattle Court? Tell me the the original story or the origin story of Wattle Court. Why Wattle Court? What's the name? Yeah, mate, it's it's one of those things because obviously when you're going out and creating a new brand, it's one thing, you know, and and I had a few mates that were joking about it being Hope Homes. And I was like, I just I didn't I didn't like putting my name as part of the brand. I wanted the brand to be independent of me and something that was going to be growing to be to bigger than than myself. And so I went through a few iterations and I worked with a branding agency to to go through it. But the name that I came up with, as I said being Wattle Court, is what we ended up on. But the reason it it ended up there was because Grow I grew up in in regional Victoria and you know and we were obsessed with sport, right? In regional Victoria's when I was a kid, like sport was everything. And and one of the things that I always loved was that any Australian team, no matter what they were playing in, what sport it was, you would watch it and you would barrack and you'd shout at the TV and and it was three o'clock in the morning, you'd get up to support the Australian cricket team playing in India or or or whatever. but it was one of those things that I looked at and go, Well, why are these guys, why do our national teams wear green and gold? And I didn't actually understand the the the reason for that. Well, there go. So you know, we're red, white, and blue flag and what have you, but we're green and gold. And it actually comes back to the golden wattle. And it's the wattle is our national emblem and it's the reason that our teams wear that the green and gold. My God. you've learned something today, Matt. I appreciate that. I I don't know why. That is why. That's the that's why. So the the the wattle has been a national emblem. It was part of the coat of arms in nineteen two. And if you look at the old school coat of arms, the wattle is what actually what holds up the kangaroo and the emu. a as as part the coat of arms, which I which I really liked. So there was that origin to it. But the the when I looked further into it, it was like, well, how did the wattle tree actually get its name? And and the reason was that when the first settlers came to Australia and they had to construct the first homes here, they actually used the branches of the wattle tree to actually interweave the post using a a construction method called wattling. So They the wattle tree became the wattle tree because the branches were perfect to build these homes, the first homes in Australia from the from European settlement. So I just love that origin story of like, yes, it's a national emblem. Yes, it's something that constructed the first homes in Australia, but it's also, as I said, it's a national emblem because it's it's in every state and territory, it's it's on the it grows in the beaches, it grows in alpine areas, it grows in the deserts, and it's in every every single part of of Australia itself. And it just became a real a a symbol of resilience and rejuvenation. It's one of the things that actually it first blossoms after bushfire. The golden water is one of the first things that germinates after that. And the heat from the fire is actually what germinates the seeds for it to replenish. So I just I love that what the symbolism or what the brand meant. But then obviously most importantly why it's bottle caught is because that's the street I grew up in in in regional Victoria. And my God. And so where we where we grew up, like my dad skills, man. Like Chaos. So my dad was in the army, so we we moved around lots. Like I've I moved out of home at 17 and I'd lived in 27 houses when I moved out of home. but Wattle Court was the only home we built as a family. And it was actually my my uncle Terry that built the house, and my other uncle Adrian was his his apprentice on side. And we actually I used to ride my bike around there after school and annoy Uncle Terry, and it was my first sort of You know, knowledge of the of the construction industry was this house coming together. And so I remember mum and dad rocking up one day at a site in the old XC Falcon that dad used to have. And mum was pregnant with my sister Kim. And mum had bought fish and chips. And so with my older brother, we went and sat on the on the slab. Was that frame stage? So the trusses had just gone up. And we went and sat on the slab where our kitchen table would eventually be and had the fish and chips on the on the concrete slab. And that feeling that mum and dad had at the time, so I was spot seven. And I just remember that feeling of mum and dad and the excitement of this home coming together. And I was like, that's what I want to build into this brand is that feeling for mum and dad that builds for it through us that I want them to feel that feeling that my mum and dad felt at that time. I reckon you have, Matt. No, that's I reckon you have. Like not only I think through the delivery of your homes, like we we know Mark and we know a few of your franchises, and they do an astonishing job. And you see what clients say about you, but yeah, even the brand feels like that actually that is It feels so warm. I I think it's one of the best executed brands and I think it's part of why you've been successful as well. I appreciate it. I like the coming from a marketer that you are, I appreciate that. Well, I'm not as good as you, mate. Like obviously look at look at model court, mate, look at that story. Like you know, model branches are perfect for building. Like even that little symbolism and those things. mate, and then you lived in model court and what it meant to you. Yeah. Mate. And that's that's you. Like that's passion, that's you. I love it. That's fucking phenomenal. Thank you, Matt. I appreciate that. I didn't expect that. You said, before the plot everyone, Matt was like, mate, last time we didn't talk about the origin of the thing. I thought that was a bit less of a story. I didn't realize so much thought had gone into it. This is like the the the first brand that I've ever created from scratch. Like I've worked with other brands and built other brands through various industries, but like starting your own brand from scratch, this, you know, this is everything to me. So it's everything to me and my family and the guys that basically set the foundations of the brand with me. So it does mean a lot to us, not just from the origin story, but for where the brand came from and where we're progressing to. And I said, and the team we're building, I'm just so pumped with where we're at as a brand and how we've grown and the guys that we're putting together. So as you said, we're not we're not growing super fast because we don't want to be. So we put 13 weeks into every new builder that starts with us. And so but every builder that we we choose and that chooses us. Has to be that real synergy between us. So it takes a long time to work that out. Yeah. And then as I said, we put that 13 weeks into that builder. So we work around obviously the the builder schedule because they're obviously all the guys are busy. So they've got a lot of them with young young families and they've got construction businesses to run. So what we generally do is about an hour, hour and a half with them online every single morning, and that'll set to task for that day. And then we've got a 13-week program that that works through before we actually launch them into their particular market. So yeah, we we make sure that they're set up to win from day time. Wow. I know that you know, other franchise groups and potentially one I'd been involved in, but in other states not yours, there wasn't really a process for people coming into the business. And so I think that inhibited, I remember I shouldn't say this, but there was another franchise in New Zealand called Stonewood Homes. And anyway, we we we used to do a bit of their consulting and we picked up franchisees and most of them would last three months and then bail. Right. And that was the biggest thing. They got no induction. They knew nothing about the business. I'm sure you do a great one. They didn't understand the process. Yeah. You're you're building in those thirteen weeks, Matt, what are you doing? Are you building all the foundations to kind of give give them good business skills, how to run a building business properly? Yeah. And kind of showing them that stuff rather than the craftsman. It's nothing ri no, it's nothing about construction because one one thing the guys that come to us, they have a good construction knowledge, right? As you said, builders that's the one thing they're taught really well. is how to be good builders from the sense of putting a house together in in the best way possible. So the guys that we partner with, yes, we do our checks and balances to make sure they do that well. But everything we do is about the business systems, the sales and marketing, you know, obviously running everything through the software in terms of how that works. And even like that 13 weeks, we actually don't go into a lot of the software because we only really get to that point once they're using the software for that particular point. So once they get to that point, we then work through with them individually. So if you you could sit someone in a boardroom and teach them for two weeks, but literally by the time they get to that part of the software, they've completely forgotten what you've you've taught. So that's much of the feedback I used to hear. Yeah, that's right. So we we teach them like at the relevant points for that for that particular business. So I've got a fantastic team behind me. So it's not just it's not just me obviously involved in that process. It's you know Greg who's our systems manager is a fantastic guy. Kale who's our sales and marketing manager is phenomenal. And then we obviously have some external guys who you know we bring in at different t times to help train the guys to Especially from a sales point of view. It's one of things that a lot of builders haven't had great experience in. So we make sure that we sort of help them through that process as well. To go, right, here's step one through to step forty five of how you deal with, you know, a a a sales process and how to bring how to bring people on board with you. No, you are practically out there in the market just doing what we're supposed to do with the good builder. Basically. Yeah. And that's about You're turning builders into good builders and it's proof. Yep. And that's the thing. We don't want to replace what phenomenal what builders already do either. Yeah. I mean, like they A lot of these guys are fantastic operators. So we want to come alongside them. We don't want to replace what they're already doing. and especially in local markets, you know, regional markets, you the guys have generally got a a good reputation, they've got a good trade base, you know, they're building for a fair few years. Some of them have been there, you know, five years, some of them have been there twenty years. and so we want to come along alongside them and elevate them as a as a builder, not not replace what they're already doing. That's Yeah. That's what you're doing. Yeah. You're making them more efficient, better businesses off they go Yeah, 'cause as you said it's it's a it's a tough industry. Like in terms of there's so many elements to it. I I'd actually don't think and I take my hat off to builders that are doing every part of it well. But as you said, there's so many elements to it that you just don't have time for. And especially if the guys are on s who are on site building, yeah, and they're trying to do their ordering and invoicing and you know, we're gonna dabble in, you know, trying to get some social media posts out there and mate, I don't know how they have time for their family and they certainly have don't have time to basically have time off for themselves or anything like that. So that's model we built into is hey let us add all those elements into what we're already doing and build your model one that you can you know have some time for you and your family but also you know build an asset that you can sell in time as well and and that's one of the other things is that builders generally like we talked about with hope homes yeah yeah yeah they have their own their own name behind them and it's just not a saleable asset. No. So by by using a franchise system and and and and partnering with a brand that allows them to build equity into something that then becomes saleable when they sell. And younger guys like we're finding Some guys are talking about, yeah, I want to be sell the asset in ten years. Some guys are like, Wait, I want to do this for life because it's it's it's gonna be a a fantastic business for the long run. Yeah. And that's fine. It does it can work either way. Yeah. but as I said, it's just up to the builder and and how we work with them. That's so cool. We're talking about builders, mate, you've got some pretty exciting news. Have you got some new franchisees on or a new franchise? We've got a new one just launching at the moment we're about a month into their into their training at the moment out at Dumbo. We'll head down there on a jet, I reckon. But I'm not at not at private jet level yet, but I I can't really receive it. You will be. I'm sure you are. I used to watch you actually when we're at GGAs, I remember one thing. I think we're gonna Hawaii. And I remember like me standing in line, you know, in that line and you just go, whoosh, game the freaking mate, that's when you fly you just fly a lot, right? So 'cause I do a lot of regional travel, so you just rack up the points with with the airline. So it makes you gotta use them somehow. Yeah. But we will we will head to double on a jet to go and have a chat. This particular family that have taken over the franchise. Tell me a little bit about them and the market out there, if you don't mind. Fantastic, yeah, fantastic young guys. They've got a good name, great name in the local market, two brothers. They've got a great combination of skills as well. So one's the builder, one's an accountant by trade. yeah, which is phenomenal. Like it's terms, I said it's it's it's rare that we we can get that combination together, but as you know, mate, how important that that is. and so look, I'm really excited. I'd like that just the time I've spent with them so far, as said they're about a month into their training, about two months away from two months away from launching. but yeah, they've they've worked with some fantastic builders. They know that they know the Dubbo market very well. They worked with Mars Group out at Dubo as well. which is yeah, those guys mate, honestly, I'd take my head off to to where's Mars and and what they've done in in regional New South Wales, especially. But you were saying they're doing stuff in regional Queensland as Yeah. honestly I've never seen a business have a crack like that. Like honestly, I'm just like he's got a fantastic story about, you know, coming from rugby league, starting with what was it, a truck and a wildcat or something. And then he's built this billion dollar publicly listed company. Yeah. And then my wife seen him drink beer through his nose apart. You know what I mean? And then this is the thing. And and we we were like, whoa, like we saw the thing and and we just an article came up was like, yeah, Wesmares just bought this for like two billion, and we were like, Yeah. guy that drunk beer through his nose. Yeah mate, you can take I'll take the boy out of you can take the boy out of rugby league, but you can't say rugby league out of the range. God bless you mate. Yeah exactly right. As I said, it it doesn't matter the background people come from if if you're they're gonna have a serious crack like he's done and and and build his donor just absolute respect to blokes like that, that's for sure. Yeah, but you've got he used to work with Wes. Yeah, he used to work with Wes in terms he was actually he he built with Wes but also he wow he was hip Wes trained him to be his helicopter pilot as well. So He's got some wild stories. Actually, I'll I won't tell any of his stories. I'll save them for when you do a podcast with him. We'll do an after dark on one day as we're talking about. But that is wild. That is so cool, man. Yeah, so excited to bring those boys on board. And then we're in discussions with a with a few guys in regional Queensland, and we're pretty close to signing our first franchisee for regional Victoria as well. So which will which will be awesome. So that'll give us obviously coverage in in the three states that we're aiming to to be in. And so really for us, we've got Look, seventy five markets between those three states that we can grow into. Yep. And I think we've talked about this before, but I don't really care which of those markets we go into because all of them can work. It's more about who is the builder that we're going to partner with in that particular market because that's much more important than the region. Those seventy five markets they'll all work as long as we partner with the right person. Yeah. So for me, my most important job in the business by far is actually meeting and and working out who those builders are. And finding that right name that Well, we've got a lot of listeners out in regional Queensland and regional Victoria. And as I said, guys, like honestly, I've seen both sides of the coin. Like we've worked with individual builders that are trying to we we've worked with builders that have tried to start up building business. It it's so painful. And then the system implementation and all that sort of stuff, Matt. Like honestly, if I was a builder and I wanted to grow and have a serious business, I'd go straight into franchising. Yeah. Like it is really the shortcut to Success in a way. Yeah, I think I think you're right. It's true. Yeah, yeah. It's it's one of those things where I said there's just so many different elements. And I think the franchising just gives you that ability to go, hey, I want to, I want to grow. I talk I talked with a builder yesterday actually in Regional Vic, and he was a fantastic build. He's got a fantastic team. He's he's turning over a good amount of money, but he wants to get to that next level. Yeah. And he's like, well, we're just a bit stuck in in where we are. And that's where you can go from being right, that $3 million turnover business to a 10 million plus turnover business. Yeah. I feel like franchising gives you that. And you know the other thing, Matt, we did talk about this before, but imagine having people like Mark Stoffels on your side, Horst and the guys down in C we had like imagine having them dudes on your side. Like they were serious operators they are serious operators and when I worked with them they were serious operators still. Yep. Like to have that to pick up the phone and go, G'day Mark, like I'm I'm going through this. Yeah. How do how do I have you been through it before? Yeah. Fuck it. Of course I have. Spot on. Like I said, between Dave out at Southern Highlands, horse and the He's looking good. Yes, he is. He's he's very fit at the moment. He's he's deadlifting bloody 200 kilos or something on the other I think I'm gonna have to do a deadlift competition with you, Dave. I like you, mate. I love what you're doing, but you have weapons out there, man. Yeah, mate. And look, we've got like w we do our internal communication through Slack. So it's just one of those things where the guys will literally get on there and go, hey, dealing with this at the moment. And the guys will just get on there and give feedback on the Slack channels, just going, Here's here's what I've done before, here's my strike rate with you know, using that sort of method, or dealing with a customer does this. It's like the guys will just be like, give them their deposit back, move them on, it's it's not worth the hassle. Like the just that, as you said, that internal advice from guys who have been there, done that. It's the network of guys behind you. It's not just us at HQ. Yeah, it's all at that network of of Unbelievably good builders that are so keen to see the brand succeed. Yeah. And really passionate about sewing into young builders. So that's the thing. So so as I said, we've got a really good mix. It was funny that the first three couples that signed on with us, they're all grandparents. And so, and so we had to get some young people in. That's not bad. No, no, no. like that experience made's phenomenal. And as I said, like for us to build the foundations of a brand around those three guys was phenomenal. And then the next three guys we've got are all in their thirties and young kids and and all that sort of thing. But As you said, they've that next generation coming through. So as I said, we're sort of dealing with a with a good mix of guys as well. You know, I talked to this lady named Danny from the she's a neighbor, but she runs originally the QBCC. yeah. Right. And this is not really a tangent, it's actually an application to what you just said, Matt. She said to me, I said, What's the biggest problem with our industry? And I'm expecting trade shortages, material supply. She said the loss of knowledge. Wow. From older builders that have been in the game. Yep. And then can pass it on to the younger one. She said that is what's gonna make our industry great again. Sound like Donald Trump, but whatever. But that's what she said. You know what I mean? But like that's what she said to me, man. Yeah, interesting. and I think a franchise system inherently captures that. Yeah, and you said you're right. And it might not be shared outside of that franchise system. Yep. But fuck You know why? Because it's your franchise system and that's where the knowledge sits and and I know they're good guys. I'm not saying I I probably shouldn't have said that, because I know I could get Mark Stoppels on the pod and he'd share all his knowledge to the internet industry because that's who he is. Yeah. But day to day, you're getting that in a fucking bubble that is all yours. Yeah. And look at the other thing as well that's important as part of that, and it's a it's a good point you bring up because it's one of the reasons we do only exclusive territories for each of the markets, because each builder is more than happy to help out every other builder because they're not crossing boundaries. You're not having the same customer go from one to the other. They have full protection over their own exclusive market they're dealing in. So they're like, right, so I'm gonna help this guy because he's I'm never gonna compete against him. If you get two builders in the same market, mate, they won't tell each other what to stick a timber timbersworth. They'll give you an answer, but not the right one, exactly. They'll make something up. whereas as I said, the exclusive territory part, that's why I feel like that's such an important part of what we changed in our model was to make sure that everyone's market, whether it's metro or regional, Has their own exclusive boundary that you cannot cross over unless, as you said, the builders themselves have an agreement. If you've got a past customer that wants to build a second home and but the guys agree that amongst themselves. Like it's but you have that protection. I've heard in other franchise groups, and I have a good friend or someone we worked with in a franchise that that's up the road here and and he was pissed off about that, man. Like he was pissed off about you know, the franchise or allowing anyone to build in his channel. Yeah, yeah. That's wild. Yeah. But I I even saw in like other markets, like this was years and years ago. I had like a first sort of example of this that was a particular market in New South Wales was actually in Coffs Harbour, where we were opening one franchise into that market, and another franchise builder there had three franchisees. And those three franchisees can buy and build about 25 homes a year. And our guys were building about 50 homes a year just with having that one exclusive territory. And I think that's one of the things is that as I said, if you can build one builder And build him to be much more successful in his own market as opposed to three builders competing against each other. Because they just won't be as successful as what you could do if you could put all your time and effort into that one builder in one market. Yeah. Yeah, wow. Yeah. Very cool. Get your exclusive area. I'm gonna put all the links below. So I appreciate that. Well, just I I'd put that in the middle of the point 'cause sometimes I forget. So I'm like I'll put it all below. I appreciate that. Honestly, like I I do, and I'm not just having fun with him out, you I wouldn't Not I would always have you back on him, but I always greatly respect you and I know what a good operator you are and and you can see the results in model core, which is pretty cool. But like what is what are some of the things that are inhibiting building right now? Like small builders, what what are they up against beside all the shit that you help them with, Matt? And they're up against like well, they'll never implement a system. They will never have a sales process, they'll never have that. They're all the things that they can control but find very hard to implement, which is why a franchise system is great. But what other things out there? Like how's the how'd the elbow budget go for you? Maybe No, no, no, I and I just I don't appreciate the question because it's one of those ones where look, I think in terms of when you look at it on the service, on the night when the budget was announced, I was actually quite excited because they obviously cutting you know, the the concessions from negative gearing from existing property, yeah, but leaving it in new building, I thought was a was a really big win for the building industry. But what we've also seen is that whole budget has sucked the confidence out of the market. So Kayla and I, who's my my marketing manager, we were going through the stats the other day just on Google. And the the actual people searching for new home construction at the moment across the market, not not for us, but across the market has dropped fifty percent. We've heard it. Yeah. Since since the from big builders you're telling me that, mate. Yeah. So our numbers have have held up in terms of leads, which has been good. But in terms of that when we're looking at it going, right, well, let's see what how the market's feeling. So we review the entire market and what it's doing. And and as I said, mate, that's just a confidence zappa of what has ha happened in that budget. As I said, I I think it's a good thing we're getting good inquiry on duplexes and things like that. and that's been that's been good from that side. But the fact that as you said, you get all the mum and dad mum and dad market pulling out of going, whoa, whoa, whoa, we just we need to wait and see what's happening in the world at the moment because we just don't have the confidence to be able to move forward. And I as you said I can guarantee you the big builders are feeling that at the moment. They are. They are. I I I said to you, Matt, I had a One of f Queensland's fastest growing builders and I know you are too. But talking to them and they're like, We're down by half in terms of opportunity. What's going on out there? Yeah, yeah, yeah. so yeah, really interesting. But funnily that I've had a converse thing happen with franchise inquiry because when builders start going quiet, they start going, Hey, how can I grow? And they'll they'll obviously start researching things like looking at franchising and going, Well, maybe I need to partner with someone. So we've actually sent a a an uptake in In that side of things. So there should be. Absolutely. And that and that, you know, but you know what the thing is, Matt, and and what we try and educate our audience is don't wait till it's that time. Yeah, yeah, yeah. Because you still got your thirteen weeks to get into the system. It takes time to get in there. Don't don't wait till things go quiet. And I'm not just trying to tempt people to get a franchise, but I'm like we know that the residential construction industry is cyclical. Yeah. We're gonna go through some tough times. It's been a while. Why not make it easier, mate, that I've been at it? Yeah, why not make it easier, Matt? Yeah. Why not just like set the foundation right? If you can do it yourself, do it yourself. But you have to be a very special person to do it yourself. And a lot of resource behind you as well. A huge amount of resource to be able to put beh put it behind you. Yeah. And I know you're talking resource, both money and intelligence. Yeah. Like you need a systems guy. Yeah. You really, who's gonna get one? Yeah, yeah, exactly. You have sorry, mate, you mentioned back there you've got internal design and drafting. Yeah, yeah. So in terms of yeah, so in terms of that's a big advantage for our guys. So In terms of the internal resource that we have, Pat, who who works with our franchisees daily. So if you use one of our standard designs and a customer comes, likes that design, but doesn't suit particular block, Pat will redesign the home for them and get it out to the franchisees within twenty four hours. So that's we have that turnaround for the franchise so they can make the sales quicker. And as you said, that's sort resource builders just aren't gonna have in place. That's what we're talking about. Yeah. Like that you have no product that fits on a block, you can't build a home. Yeah, or they've got to go through an external designer, draw it up. It's just the time involves you do lose the customer over over that time period. Yeah. That is phenomenal. Hey, that that is so cool. Well, in terms of areas, right, we've talked about regional Queensland, regional Victoria. Are you seeing a lot of a lot of growth in the regional areas? Where where exactly are all your franchises right now? Yeah, so obviously we start the the Sunny Coast is where we started my head head headquarters is based here on Sunny Coast obviously and then Mark and Debs have got their office here in Richardor. they also look after the gimpy market as well. So we other also do bigger territories as well. So the guys have that opportunity to be to be big. So he's getting a lot of builds up there. our second franchise was Daven Renee O'Brien out in the Southern Highlands, so they cover out to to Goldburn as well. So they're they're covering out those markets. Horston Mel the Northern Beaches in Sydney, they're phenomenal, phenomenal guys. They're doing you know an exceptional job. They're getting a huge amount of duplex inquiry at the moment, which is really unbelievable. Like, I mean, the beaches and your paint. multi million dollar sites for a knockdown rebuild. But, you know, they've they've as I said then spilled it spending another two and a half, three mil on on putting a duplex on that site as well. So still there's still money in the market. and then we've got Brad in Mid Coast at Atari, Brad Corton, he's a legend of a bloke, like he's smart too man. Very smart dude. Yeah. He wrote an article that he put on LinkedIn and sent it to me. Yep. And I'm like, I'm not trying to get you Matt, but I'm like I'm work the good builder. I might make your opinion and the shit you were talking about was better than the shit I think about. And I was like, you are on it, bro. And he's a young fella. He's a young dude. And and as I said, but he's he's got he's got a good local name in the market. And when we first when we first started talking, one of the things was like, he's got a lot of elements together, but there was still a lot of elements that, you know, as I said, he just didn't have time for. Like he the guy works long hours already. But at the same time, like he set a goal for his first 12 months with us. He doubled That goal inside contracts in the first 12 months with us, which he couldn't believe that he's actually achieved. But it's honestly he's been, you know, phenomenal from that side. and then Josh and Zoo in southwest Sydney. So they look after that that Camden Campbell Town market out to sort of Wallandilly. Is that the Olympian? That's the Olympian. Josh the Olympia. His wife will love that you brought that up. he's the Olympian. So yeah, he's a he's an Olympic shooter. and so he's actually just going through the process at the moment about you know, making the Australian team again for the LA Olympics. And so he wants to do LA and then also wants to be able to qualify for Brisbane in 2032. And he thinks that's probably enough. But as I said, he's he's just announced they've got two two young kids as it is. They've just announced they're having twins. So they're gonna have four under about I think six. my god. Building business, trying to requalify for the Olympics. So yeah, those guys are pretty busy at the moment. And then as said the boys out at and Dubbo who will launch in the couple of months. So so they're the guys we've got on board as we speak. So we've got the five in New South Wales at the moment. one in one in Queensland and Sunny Coast. But I said the expansion for us is is through those regional markets in Queensland, New South Wales and Victoria. Yeah. And then once we get that sort of good foundational base of of franchisees here in Australia, we'll then look at going over to New Zealand as well. in time. Yeah, which will be which will be exciting. Matty Mate, I can't wait. I want you know our community, if there is honestly anyone out there to jump like Just have a chat. Yeah, yeah. Like I think the best thing to do if for any builder is really just to have a chat. I remember I had a builder that was so close to signing up to a different franchise before he started. And he said the chat in itself was good and refreshing. He didn't end up signing. And and that was okay. Whatever, it's not for everyone. No. But it it showed him what was possible. And I think he's since tried to do it, hasn't done it. Probably hasn't done it at all, to be honest with you. But He's got the idea in his head of what he has to do. Yeah, and and one you one of the good points you bring up about that is that so we have that initial chat, which is like sometimes you can work out either way in that hour chat as to as to whether it's for you or not. But the second step we do of that is we actually do a full discovery day. So the we get the builders to come up to our office, they spend a day with me and my team, go out and meet Mark and Debs at the Sunny Coast office, and we look, we don't hide anything. We'll give you the whole expose everything of what we do as a business. So you as a builder can then go, Right, is this for me? I've got all the information I need now to make a decision. And then it allows us also to spend some time with the builder and go, hey, is it someone that we want to bring into the into the brand as well? Because as I said, we're we're being very selective about who we bring in because as you know, mate, you've got to get every one of those decisions of who you bring in is incredibly important to get right. So yeah, we spent a lot of time on that. You know what I'm thinking of starting, Matt? What's that, mate? The good builder tours. And I'm gonna get builders, I'm gonna get a bus with a good big good builder along it. And I'm gonna drive along work sites and I'm gonna pick up builders and I'm gonna take them to Wattle Court. Because man, you know what I'm thinking. Good, I like this. No, because you know what I'm thinking. What I'm thinking about is like builders pay to go to these, I golf days and industry events where they learn nothing. Yeah. They really don't. Yeah. And they spend a lot of money on that shit. Like, even don't come to our events because you're not gonna learn nothing. Just listen to the pod or read our articles. You just won't. Like you don't. You don't practically learn anything, like practically, you know. You can pick up stuff. Yeah, you can definitely pick up stuff. But I've listened to a lot of your podcasts. But you do, but you don't like you have to fucking don't know, piece it all together. Like really it's hard to piece together. I sit here all day, mate, going, Am I fucking what is we what are we doing here? And is everyone picking up what I'm putting down? The growth and you what you've done here is phenomenal. I don't know, I think they just laugh at me, mate. But the other th but why? Imagine picking up. Taking them out to a bit like to bottle court builders. Yeah. And go on, let's just fucking hang here for the day and see how they do it. Yeah, yeah. But that is where you're gonna pick up every what system do you use? Yeah. that's your sales process. Or what do you do here? Yeah. What are you using under your slabs? you're using not waffle pods, you're using something else. Yep. Mate, there's a lot to pick up from you. Yeah. I think that would be a day. Like be serious about it, don't waste time. But for those serious builders out there, I think that's a day well worth spent. Regardless of what happens in the end. exactly right. I'm not trying to waste your time either, mate. Not at all, mate. As I said, like any anyone that like I said, that's why we spend that hour as well. Because I we I spend that hour with the guys on the phone first to make sure, hey, is this someone that we're gonna invest that day into? Yes. Because because at the end of the day we we wanna make sure that's right from both sides. Yeah. free to work like I was proposing. But you keep your bus. It'll just be the unofficial tour, everyone. Mark and Dev will be like, What fucking you again? What's the thirty people rocking up to our office? Well you I am Asian and you know that the you know the Asian tours that they have you know over there and you carry the flags. Yeah, the umbrella up the front there. My wife looks at those people and goes, Shoot me now. I would never get on one of those tours following the umbrella around. Tell your wife that I'm gonna start. Yeah, she won't be on it, mate. Don't worry, she won't be on your bus. No worries. Sorry, this has been awesome. that's cool, Matt. Well, you know when you get a builder on, when you get a builder on, like on a serious topic, you get a young builder on, right as you're talking to right now. What are some of the biggest things that you pick up that you go, that's what you know, what are the major things builders are missing or not thinking about, Matt? Yeah. That you're able to, when they come into your business, they go, like, whew, like this is good. You know. Yeah, I think look that the the It's funny, there's so many different elements to it. But I think that that sales and marketing front end and how much time and effort has gone into that side of the business is one of those things that that I think a builders probably don't have that time to spend into that. So, you know, obviously we put an incredible amount of time into into our our branding, into our socials, into you know, even simple things like Google AdWords where you're generating leads from. But then it gets on to okay, when I'm on site, right? So you rock up on site and there's a there's a safety sign, there's there's site wrap, there's you know, a branded car, there's the right uniforms, there's tradies in in your shirts and jumpers. It's like it's all those different elements where our guys don't have to worry about any of that. They get on a online website and go tink, tink, tink, tink, and it out it goes to them. So w we look after all that for their on their behalf. So yeah. When you need new site wraps, bang, you just come on order and it's looked after you. Well it looks professional. Yeah. And that's right. And and so we obviously even spend time with the guys about, you know, even how to like put the site wraps up. One of the things I hate wow. I see some b some builders spend so much time and money on site wraps and then the supervisor will come along and just put a massive cut through them because obviously the the the wind through that blows over the fences and I'm like if you just get it made out of the right material in the first place you're okay you don't have to slice up your your site wraps. So it's just even simple things like that that hung well, hung professionally, how the site's presented, like all those things. That's all marketing. that but the guys don't see that. and then even things like you know reviews, like how much time and effort goes into building a review base. So if you look at across and I'm gonna jinx myself now but Every single builder we've got on board, if you look it through product review, Google reviews, anything like that, every single one of them is five star. We have not had it less than a five star review because of how that customer service is built into every element we do. Because again, that's marketing, mate. That's your that's your next build that's coming through those things. So you watch now someone's gonna come and four star us like no just bugger them anyway. If they do, if they do, I've got a contact in Google. I'm gonna tell them to fucking take it off. Because you know what, Matt, you are completely right, mate. People builders don't think about that stuff. Yeah. But if you and I know you follow us here at the Good Builder, but we've been doing a lot of research into consumers and how they're thinking and researching builders at the moment. Yeah. There has never been a bigger time we actually surveyed five hundred consumers. And they are de risking their builds so much that coming down to the website, how it looks, yep, the identity, how the builder turns up is all is is a big part of who they of sorry, how they make a decision to choose a builder. Yeah. Matt. You know what I mean? Yeah. You're spot on mode. That that trust element is is construction in a nutshell. And if you can't build a brand that people trust, then again, you're gonna really struggle to get customers on board. So that's that's where everything And that's all taken care of. Yeah. Do you know what I mean, Matt? Yeah, again that and that comes down to the most important part of our branding, but it most important part of the branding internally is the builders we have on board. So if we get the wrong builder who's not gonna have that ethos behind them about doing it, then obviously we it goes awkward. So if you bugger up in Toowoomba, it's gonna affect our guy in Dubbo. Like it's so we've got to make sure that every builder is looking after every other builder because obviously the brand permeates every part of of the market. And if one builder's doing the wrong thing, it affects the entire brand. So we're obviously not gonna allow that either. Yeah, that's why I love the way you think about things, Matt. You know, like a lot of builders, you think about everything holistically and how it affects your entire building business. I see a lot of builders and especially the ones that aren't supported by a franchise system, they'll they'll look at one thing and think that's it. And they'll become so fixated, we need a new system. But the system's not the problem. The customer experiences over here. Yeah. You don't know how to pinpoint that. And they just don't have that I'm not trying to bag anyone out there, but they just don't have that knowledge and that business knowledge and the operational knowledge of running a business. Yeah. And And that's where you I think you step in and really, you know Get builders to that next level, raise the bar as we say here at the good builder, and then keep them growing and while you're doing so. And and the other is, mate, as you said on that, like it w but builders are are so consumed with the business because there's so many elements that's going on that they're trying to look after. They don't have time to go, all right, well what's next? So for us, like one of the things that we have to do internally at at HQ is to go, all right, so AI has obviously developed a crazy amount in last three years, but a ridiculous amount in the last six months in terms of how much it's being implemented. And so we've got to go, right, so how can we utilize these tools? For our builders to make their businesses better. So we're implementing now AI tools that do like the takeoff side of the business for for builders. So we're developing all that out ourselves at the moment. So you can upload a plan, it'll automatically do all the takeoffs for you. You still have the ability to go in and check what it's done before you approve it to then generate into a quote and it'll auto-generate that quote into a beautifully presented document to be able to then get out to the client. So you've then taken eight hours work and made it an hour's work. So that's that's part of what we've got to do from our perspective to make our guys better every single day. Sign me out. The good builder is no more. What on caught. What on caught. Well actually, if you want a good marketer to partner with, if you're a builder and you look at partner with adds bio franchise, that'd be phenomenal. I'm up. mate, you know I wanted to become a builder. This is quite I I'm I don't know if I'm qualifying myself as I'm talking to you. I'm kinda like, probably make a bit more money than I do with the good builder. I love the industry. Great brand. Mate, I walked in this morning and saw that massive sign you've now got out the side of the building. Magic said What will call phenomenal. All right, let's go. With a big wall's cobranted. You know what I mean? Yeah. Yep. You're a funny one. I should have fucking done that. Anyway. Well, Matt What you looking at? Like what's the plan for the next twelve to twenty-four months water court? Like what are you what are you working on now inside and outside of getting new franchises on as well, if you keep mind? Yeah, as I said, mate, as I said, that software side's a really big part of obviously what we're developing out at the moment because obviously we use external software, but we also use internal software. So from that side, we're we're putting a lot of money into developing those software systems to make it as easy for our guys. Because at the end of the day, our software's got to be developed just for us in the way that we build, so it'll never be something that take commercially out to market, it's something that we really need because we've got to look after our niche and what we look after, not every segment of the market, which is, you know, the the way that most guys like you know, I've talked with most builders now. They'll they'll like a build exact or something in place that they're using. They don't use all the elements of it, but they use parts of it. But again, with partnering with us, we help you build that out with our software to make sure that it looks after all the elements of your business that you want to do, not just beyond the price and yeah. I know I know a builder who's using like two And hooking them into each other. Yeah, right. And you're going like, my God, what the hell's going on there? So you're completely right, like bespoke software. Yeah. So you're working on that's a big part of What else, Matt? and in terms of said, from from a marketing side of things, we're always obviously always working on on those systems to obviously make sure the brand's continually elevated because it's also one of the things that, you know, getting content made for our guys, again, it's one of the things that they haven't got time to do. So we have an external content creator that we get send out to the in the individual markets. You got the best content in the industry. wow. I appreciate that. Thank you. Sorry. I appreciate that. That's just my I just came to mind when you spoke content. I love what you do. Yeah, yeah. Amazing. It's quality based like the and I know people at my daughter's school around here that that notice your content will probably be building with what I'll call. Yeah about it. Yeah. Interesting. Yeah, your videos and all that. And I said like we make phenomenal we make it all look beautiful and all that sort of thing. But the craziest thing is like the local builder With his phone on site, doing a little video that he posts, we'll get much more interaction. And that's and that's one of the things that p builders forget is that how important it is just to put yourself out there and do that. So we we make our builders more confident because we make do this external content stuff. But then they get better to be able to have the confidence to go and as I said, shoot that video on site. And so it doesn't it doesn't agree. It's just it just needs to be real, it needs to be done. And that's what a lot of builders miss, I think, is is just having that. And again, it's just it's another thing that they Don't have time to check off, but yeah, we'll look after it for you. yeah. I reckon some builders just don't do it too, because they're like, how the fuck am I gonna actually do this job? You know what I mean? As well. Or if I get more business, how am I gonna fucking tap it off? That's right. We were like that when I had Avondale Homes, we were like that. We're like, should we do some marketing? no, no, no, because we'll fuck it up. Like we won't we'll fuck up the build. We can't take on any more customers. Yeah. We're dealing with angry ones, so yeah, I don't want another one. And look, that that is actually a really good point, is that a lot of builders are so limited. Like Queen Queensland's probably a a bit better in the way that their insurance system works up here, but in New South Wales, Victoria, they're so hamstrung by home and warranty insurance that we help like you've got to have a long-term view of that. You're not going to go from two and a half milli 10 million in one year, right? But we're we've got great brokers that we work with, a guy that I've been working with for 15 years. wow. who basically will work with the builders, they'll be two and a half one year, they'll be four the next year, they'll then get to six, then they get to ten. So you've got to look at it over a over a over a 10-year period, you go, right, I can't be where I wanna be next year. But if you look over a longer period, then yes, you will get there eventually. Let's help you work that out so we can grow as much as we possibly can each year and and and get to those numbers that you want to look at. But none. mate, that's none mate. If you're talking about builders in New South Wales and and and Vic, it's been there, man. Yeah, it's a huge biggest builder in New South Wales. Yeah, we were third we got to third biggest in New South Wales with with thirty-four officers. but in terms of as I said, it was something I worked on weekly with the guys was was home and was warranty insurance through iCare in in New South. It was just it's an absolute nightmare. but in terms of just trying to grow, and I understand like you've got to have checks and balances to decide if builders aren't growing too quickly, but it's just working through to make sure you can get as much growth as you possibly can sustainably over time. You know, as I said, I I'm happy builders can't go from two and a half to ten million in one year. but at the same time we want to work with them to make those steps each and every year to make sure they're getting better every year as well. And have that clarity. Hey. Yeah. A lot wouldn't underst kind of understand that process. Yeah. I think that's We do again, it's one of those things that you think about well, we're just showing no, no, I I know, and that's what I'm trying to probe because there's a lot. Well even like in two two weeks' time, right? So I in not next week, the week after, I sit down with each of our builders and we do this every six months, we do our biannual review. So we go through every element of their business with them. And we do it we do it over Zoom so that as I said it doesn't take so much out of their day. We can take the notes that we need to, but we go through their financials, the sales numbers, the you know, the survey results, the the Google reviews, like all those different elements that make up their business and go right, how can we help? Let's make some adjustments here. So we review what's been done and then we plan for the next six months. So we do that twice a year with every single builder to make sure that as I said, they've always progressing their business as well. And the guys love it because it's like it's it's a time for them to go, right? It's that's this point in time where I get to sit down with Matt and actually talk through all those elements and then they get thinking about right, how can we better and the ideas don't all come from us, that's for sure. It's just the fact that we've got such a great network. Yeah. That I'll be like, all right, well, Brad in Tari gave us this idea and and and Dave will go, fantastic, we're gonna implement that. And it's just those crossover ideas because I get to have all the conversations. So yeah, yeah. And I I've interviewed a lot of builders now, a lot of local builders, a lot of builders that would probably fit the mold of what you're looking for, good builders that want to improve. And they and what I see is They go looking for the golden egg. And every single time he fucking picks up one little thing, but he's like, never helps the holistic business. Yeah. If you're looking for the golden egg, this is why I'm passionate about franchise systems. It's fucking right in there. That's where it is. Yeah. Like if you want someone there to h not hold your hand but be there and offer true support, platforms that you can integrate that you don't get given a I don't know, PDF download, you could put your email address in for and work it out your fucking self. Yeah, yeah. And have it for you. Yeah. That's what you do, Matt. But like is it ego for builders that they want their name and bring on the door? What is it? Yeah, so guys get do get tied to their own name. And I certainly certainly understand that 'cause like sometimes guys have had their own name building into a market for twenty years. Yeah. But it's the guys who can go, Right, but what is that actually worth at the end of the day when I go to on sell that name? So for us It's not just about Waddle Court coming in and overtaking your name. We we partner with your name. So that's you're the face of the business and your local. I see that. Yeah. Yeah. So that's that's a huge part of of of what works for us. But like on that on that builders coaching side that you're talking about, one of the things that we've just seen from from that side is that it it's it's a cookie cutter approach that one size fits all. Thank you. And and for us, what we do is for each individual market, we adapt the system to that builder and to that market. So like our our estimating systems, for example, Greg spends weeks and weeks with the guys in learning the way that they build. Because, you know, it's one of the the questions I always ask builders is like, how how many bricks are in a square meter? Right. They always change the answer. It might be somewhere between 48 and 52. And they are so dead set on that number. And it's like, mate, that's your number, that's your number. We work with them on on using that number in their estimating system. But even like the building methodology behind that they the way that they build, we adjust the systems to the way that they build. I love it. And we adjust the marketing to the way that they're known in their market. Because no no two markets are exactly the same. And no two builders are exactly the same. So we've got to adjust those things each time. And and franchising, we have the time, effort, and resources to put into each and every builder and tie our success as a business. And this is why I love franchising. My success is completely tied to the franchise's success. Yeah. If you don't build, I don't make a cent. Yeah, you don't. So you don't but you've got all the overhead. Yeah, yeah. You've still got the team with all my wages and everything still comes. Yeah. Yeah. So I said, so we're passionate about building ways. Yeah, and that's like my that's what got me into franchised 'cause it wasn't just about me building a business. It was about it was about me building other businesses. Yeah, and and and watching the success of other people. And in turn I became successful through that. And yeah, and that was that was what was phenomenal for me. And so you should be because you're providing intelligence and and and a service and, you know, support that they don't do themselves. And you've got fucking room to move, man. Yeah, we've got room to grow. That's so sorry, I think I cut you. You were into what you're up to. you're deep in software. What about supplier agreements and things like that? Talk to me a little bit about that because our yeah, some don't do them, some do. Yeah, no, it's it's funny that. So in terms of like suppliers are and we've sort of got to the level now where suppliers are taking notice of it and reaching out. And we did actually a fantastic supplier day down in Sydney with so we got all this all of our key suppliers there. And instead of them having to stand up the front of the room and present where everyone's bored off their brain, as I'm sure you've seen a thousand times. What we did is more like and the the suppliers called it speed dating. So we set them up on their own individual. They had a fifteen minute time slot with each individual franchisee. So they those one on one conversations with every single franchise. That is cool. And we just did we rotated the suppliers through after morning tea, after lunch, into the afternoon tea. So the s the our guys got to meet sort of, I think it was twenty one different builders over the course of the day, twenty-one different suppliers over the course of the day and have those one on one relationships. And for the suppliers, they loved it because they got to hear the real war stories of what these guys are going through on the ground. That's it. So it's not just yes, pricing's a a big part of it in terms of what makes the supplier do work and the advantage of building in volume and all those things, but it's the support you get behind it. So if you've got a problem with the local rep in your particular market, most guys just don't use that supplier anymore. But what actually happens is now the guys will call me and say, Hey, you're having this issue, I'll talk to the state manager. The state manager will get it fixed. Right. So it's just like it it means that you don't have to just walk away. Yeah, that's support of just that and they said the and the quality product. So Quality product, quality support and pricing, those three things are what we basically base all of our supplier partnerships about. And and look, we've got some great supplier partnerships coming together at the moment. So yeah, super excited about that. Yeah, that's what I mean. We could talk all day. You know what I mean? There's so many different elements of things that you do that you handle like not fully handle, but you you definitely support and handle to a degree for builders like that they just wouldn't think about or or or understand. Yep. Would I ask some what what's another one more thing, Maddie, that builders are surprised about when they jump into a franchise you know, system that you've seen. I th I think it's the the the thing you brought up before about the support from the other builders and how important that becomes because it it's g I think guys underrate that they judge us from a HQ perspective on what we're bringing to them and which is you know, which is fair because obviously we're the ones they're signing with. But at the same time that that network that we've got and we've got the same network amongst our Our sales consultants, where they're they're in group chats having these conversations with each other around going, all right, I've just had this issue I'm dealing with. And then it's not just the salespeople, the builders in other areas. So we had one yesterday where Mark Stoff has actually jumped on and was helping one of the sales consultants in what in another market going, Hey, I've been through same thing. Here's how I dealt with it 100% success rate. And so that consultant's gone out, done the same thing, got success through it. So as a just having that, those people to be able to base off, have those conversations with that. are in your industry, they're living and breathing what you're doing every single day. yeah, I think that's what really makes good franchising work is is just the fact that you are so in interwoven with each other about making this thing a successful thing. And it's from the you know, you know, receptionists in in the front of the office to the supervisors on site to your estimators. It's not just about the builder and the franchisee. And look, pretty much all of our teams, actually all of our teams are husband and wife teams at the moment. Yeah. And I think one of the other things is just how much we value and builders, you know, are predominantly men, but how much we value the the builders' wives input in the business because the elements that they always have though, Matt. Yeah, we've always had great teams in that in that side, which is which has been phenomenal because those that team and and what they bring in terms of an experience to the actual business itself is huge. And the builder can't do everything, and and generally the wife is running the internal operations. You know, running all the the job administration contracts, you know, people underrate how much time and how much can go wrong in that process as well. So running that cis side really well while the builder is focused obviously on the construction estimating side, having those elements come together works really well as well. So we make sure obviously that, you know, it it's a big thing for me if I'm of getting a builder and and it's a husband and wife team, that that means a lot to me because it's it's what I've seen be the most successful over the years as well. Yeah. And and you know what I love about you, Matt, is that At GJ Gardner, I remember, you know, we were trying to be pretty innovative at at at corporate offices and things like that. We'd be like, we should do an award for the admin on that, and you know, traditionally being females and things like that. You already had all that sorted. You were doing all this stuff. You know, and and it's not, you I'm not just sprooking women in construction and things like that, but you identified who were the important parts of the business. Yeah. And and showed recognition. And that's why you were third biggest builder in New South Wales and I can see that same culture go through I can see that same culture go through Royal Court when you sprung it up and I saw a horse and I forget his wife's name. Mel Horst Mel Mel yeah Mel Horst and his daughter. yeah Daisy Day Daisy's cool yeah I remember hanging out with her in Queenstown actually when I was dressed like Tupac and pissed as fuck. That was good fun. And we were you know when we went on that island? Yeah yeah I was dressed as who was you here like I remember when you were talking Tupac and and we were just having she was just like She was Cleopatra. right, yes. At the time. But That's classic. Mate but like they're good good people. Yeah, I'm sure you always recognise Mel and Daisy and and it's not just the recognition, you you really brought to light what they do in a business. Well the beauty of the Northern Beaches office, like you got Horston Mel, but you've also got Daisy Mark. So Mark who's Daisy's husband. Yeah, yeah. He's the he's the general manager of of the business. He's a phenomenal operator as well. And I wasn't walking around with Daisy in that sense. jeez. Yeah, he's boy, You what I'm saying? No, no. so no the as I said, mate, it's just having those multiple layers of people involved in the business is is phenomenal, which is good. Thanks, Tupac. We're actually gonna be in Queenstown with our crew at the end of September. So we're doing our annual summit. Over in Queenstown in September. So we've got all the crew heading over there. Queenstown's like one of my favourite places. Yeah, good. Come back as two-pack at Queenstown. There's no dress up. damn it. No, that was fun, Maddie. Nah, very cool, mate. Look, you know, unless you've got anything else, Maddie, like, honestly, I I just really think that all our build community out there, we're gonna send an email out with this podcast. pressure though. Just to give a bit of information about what you do. like for me, Matt, and for us at the Good Builder, what's of really importance is I just don't want to talk shit on a podcast all the time, really. Yeah. I want to provide our build community with a real opportunity. I know we've had some fun because we know each other. And I but I fully trust you, mate, and I know what you do, and I've seen your results, and you're an amazing operator. But I want to give like I want to connect builders with the right people. Yep. better their businesses and you're it mate. I appreciate that. So I would I would really like all jokes aside, I know we've had some fun 'cause he's the legend of a bloke. But mate, the the most weapon of an operator, the builders there are great and was just you know, I'm gonna put out an email and just put a bit information out there for the people out there, you know, your landing page, book the alerphone call and I reckon you should go do that tour or pick you up in a bus or whatever you want to do. Look, we'll talk about the bus idea. We'll talk about bus idea. There's everything else I really appreciate. Thank you, Span. I shouldn't have finished with that. That was really sincere until then. But but it is really sincere and I really think you've you've created a great brand, a great business and your builders are flourishing. So we would love more of our community to jump into yours. Awesome mate. Really appreciate it. And yeah, no, I appreciate as I said the what you're doing in the industry, mate, because as I said it's like one of the things where I think this is a real gap in the market. And as I said, the builders are They're they're listening every morning, which is which is awesome. So congrats. Yeah. No, thanks Maddie. Thanks, Mike. Freaking legend.