In this episode, Buzz Franchise Brands is a fast-growing multi-brand franchising company that builds companies that get people talking. With a primary focus on providing quality home services, the Buzz Franchise Brands family is made up of three brands: Pool Scouts, residential pool cleaning and maintenance provider, Home Clean Heroes, a residential cleaning brand and most recently, British Swim School, a swim instruction franchise that provides swim lessons and water survival skills to kids of all ages.
Our vision is to become a leading multi-brand franchising company providing key services to people, homes and businesses. We keep people at the core of our business because it is through leading, empowering and servicing people that we make a difference in our communities.
Each day our mission is to enable people to realize their dreams. Whether that dream is tied to a financial goal or independence of business ownership, we keep this mission top of mind every day.
Franchise Friday, where you can watch or listen as we explore franchising, entrepreneurship, and small business ownership, speaking with the franchise industry thought leaders and subject matter experts that shape the Future Of Franchising. #FranchiseFriday – For more about our podcast, visit our website: https://futureoffranchising.com/ Produced by Franchise Source Brands International and The Entrepreneur’s Source.
In this episode, Buzz Franchise Brands is a fast-growing multi-brand franchising company that builds companies that get people talking. With a primary focus on providing quality home services, the Buzz Franchise Brands family is made up of three brands: Pool Scouts, residential pool cleaning and maintenance provider, Home Clean Heroes, a residential cleaning brand and most recently, British Swim School, a swim instruction franchise that provides swim lessons and water survival skills to kids of all ages.
Our vision is to become a leading multi-brand franchising company providing key services to people, homes and businesses. We keep people at the core of our business because it is through leading, empowering and servicing people that we make a difference in our communities.
Each day our mission is to enable people to realize their dreams. Whether that dream is tied to a financial goal or independence of business ownership, we keep this mission top of mind every day.
Franchise Friday, where you can watch or listen as we explore franchising, entrepreneurship, and small business ownership, speaking with the franchise industry thought leaders and subject matter experts that shape the Future Of Franchising. #FranchiseFriday – For more about our podcast, visit our website: https://futureoffranchising.com/ Produced by Franchise Source Brands International and The Entrepreneur’s Source.
Hey everyone, welcome back to franchise Friday the podcast with the entrepreneur source. My name is Melissa Pang. I am the member relationship strategist here. And I have the honor of having Rita Iglesias here with me today from brands Hey girl, welcome. I am doing so good. I'm better now that I have the chance to speak with you. And I'm just so excited that we're going to talk about buzz and Beyond Today, and you and I could chat for hours. So when we condense it down into into something good, but I'm excited as to what we talked about today. And I'll let you do a little intro. But I wanted to just say for all the people out there readers, the person that you want to know, okay, people, her personality lights up a room, she's not afraid to say what's on her mind. So if you need some truth, you go to read up while we read more books than the entire population of the US put together. And she chooses her candidates and her team and friends like gold. So what more could you want? And I love that you're part of the community. But let your welcome and but let's start with little introduction. So how'd you get into franchising and about the buzz franchise brands sure love about it, what you want to share. So I actually started off my career in hospitality in the hospitality industry working for a South African hotel company. And I loved it, I loved I got to travel all the time, I would go to South Africa, multiple times. And it was really an enjoyable industry to be part of. But like many things, many good things coming to an end, you know, you have to find something else to segue into. And when the hospitality industry was taking a hit, especially in that 2009 2010 era, I wasn't going to keep working in hospitality, you know, I wasn't gonna keep going down that. So when, when I was let go from the organization that I was with, I sought out the help of a recruiter who said to me, Listen, you've got great sales experience, great marketing experience, you've done the tradeshow circuit. I'm looking for something like that, but it's a franchise company. You don't know anything about franchising, but they're willing to teach anybody, you know, they, they cannot teach somebody to have a personality or know how to approach you know, potential candidates, but they, you know, they, they can teach you, you know, franchise regulations and everything that goes into it. So I said, Yeah, sure, Sign me up. So I started, I started with happy and healthy products. And I was under the leadership of a really strong team. And quite frankly, you know, the CEO and President of company, she was the owner of this organization. So obviously, everything that was done, she took it really to heart, you know, and really focused on the franchisees and the system, and making sure I was properly educated in it. Through that I of course not only learned about franchising, but I also learned about the importance of the relationships with members like coaches. That was my introduction into the world of you know, coaching and candidates and working in collaboration with the entrepreneur source. And, and really, I just, it opened up a whole new world to me, you know, when I was growing up, my mom and dad were entrepreneurs at heart. But always everything that they set up, did not work out, you know, they were like, Oh, we're gonna own a secondhand shop. No, we're gonna own an antique store, not the thing. We're gonna start catering. You know, like every I, you know, bless their hearts, they had all the desire in the world, but they just didn't have the proper structure. They didn't know how to go about it. So there was always something that came through and ruined it for them at one point, you know, they were their vintage shop was robbed. And they didn't have the proper insurance in place. They didn't have what they needed for it. And that's that it's a wrap. And so, all of those different ways of you know, wanting to become an entrepreneur, they ultimately just decided, you know, what, it is what it is, you know, the workforce until we retire and unfortunately, because of a lot of the decisions that they made. My father retired in his 70s My mother retired in her 70s You know, and I just, it's sad to think about her see, when I then look at oh my goodness, what this world of franchising looks like. It will isn't just about the McDonald's or the Dunkin Donuts, there's so much more to it, it actually breaks my heart a little bit, because I think, gosh, if my parents had only known, you know, if they had only known about these opportunities, they probably could have established a franchise, maybe even two or three, and would have been set there, their desire, that heartwarming feeling of I want to be an entrepreneur, I want to own my own schedule my life, you know, take control that could have come true, if they just known about it, or just on the resources were there. And once my eyes were open to it, there was just no going back. I, so many pieces of that story resonate, because not only what we do in franchising, I think when you're in the space, you know, franchising, and you're like, of course, it's great, of course, it's awesome. On your side, you're talking to so many candidates, so you get to actually introduce it, even more so to so many people. But even just thinking, how many people don't realize it's out there, but they're like your parents, and they have this entrepreneurial like, itch, but you just think I'm never gonna open a McDonald's, I don't have a million plus dollars lying around, not knowing, listen, that little shop down the road is actually a franchise, and you don't even know it. And so more and more education about it is phenomenal. So and I didn't actually realize that that like that little background story. So thank you for sharing. I love it. Well, and today in orange, a little bit about like Buzz and all of those things. But normally, I chat with people about their franchise development experience, and what's really important when you're working with candidates and those types of things. But it actually was International Women's Day yesterday. And I mean, we're all about celebrating women every single day. Okay, that's what we do here. And we're both very fortunate that we work at companies, I think that really allow for that. But today, I'd love to really talk with you about your experience as a woman in franchising in business, and what that journey has looked like for you, from when you started to where you are now. And you can go really anywhere with it. But maybe let's start with you coming into the industry as a woman starting at a woman owned company, and what that was like what that taught you and then have there been barriers, or things that have come up along the way that absolutely so work through, you know, I'm a loud and proud Latina, you know, my I'm a first generation Dominican American. So, you know, my parents immigrated to this country in the 60s. You know, so when I look at my family, I'm actually the first in my generation or my you know, line on the tree or branch on the tree to be in corporate America in in terms of the females in my family, you know, they've gone on to do great things, you know, nursing, owning small businesses, but stepping into the realm of corporate America. That was that was me for the first time, and I'm the baby. So there, buddy, really setting the path for me there, you know, and nobody, unfortunately to, you know, to follow in the footsteps, again, in my generation in line. So I was having to figure it out for myself and quite frankly, there were times where I was uncomfortable. You know, we talked about imposter syndrome, I have that more often, you know, than I care to even admit to because I was either the only woman in the room, the only person that looked like me in the room. You know, my hair is naturally curly. I was very self conscious about those things. And I found myself starting to change who I was or how I would behave. Because I didn't want to stand out. I didn't want to be noticeable in a negative way. I was always afraid, oh, if I'm too loud, you know, it's going to be a thing. I'm going to be told to bring it down. If I look a certain way I might be told I look unprofessional. You know, you're always given this image of what what a woman should look like. I've never been one for the six inch heels. I'm a shorty but I stand loud and proud with that. You know, but I've never been one for that look. And when you look on TV, that's what you see. Right? The pencil skirt and the blouses and the high heels and that's a woman in corporate America or the blazer suit, you know, and all those things that I was like that is just not me, and I don't want to do it. And so I I just always had a little bit of discomfort and try to figure out like, Well, who am I? And how do I fit into all of this. And really, sales is where that started to become more of a thing that allowed me to be myself. Because in sales, I realized soon into it, I am not going to get anywhere by just pitching people all the time, you know, I am way more comfortable. And I realized that I thrive when I actually build a relationship with the people that I'm in. So when I stepped into franchise development, I hated associating it. In terms of sales, I really didn't ever, like franchise sales being the part, you know, the title or the role, I always liked it looking like franchise development, because quite frankly, if you look at the process of somebody coming into it, they aren't they develop themselves and a knowledge and, you know, for the business as they're going along, you know, they're, they're opening up who they could see themselves as in this business, you know, they're looking at, at their opportunities in a development, you know, setting not in any other way. So for me, it was like, Well, if I start to, if I relate, if I tell them my story, if I talk about my desire, you know, to to have more control of my schedule, and really how this type of role allows me that it allows me that opportunity to have more control of myself, my success is based on how hard I work, you know, just like a franchisee you know, what I do or what I accomplish, it's, it's a result of what I'm putting into it. And so, kind of correlating the two always felt like it was just going to make that more comfortable, and started making me think less of what I looked like, and how I'm being perceived by other people. And instead, I started to sit a little straighter, and think I deserve my place at this table. Because of what I accomplished, or what I do, how well I, you know, do end up, you know, satisfying my position and role, how well I do relate to those people and befriend them I'm, I'm a I'm a habitual, renter, of anybody and everybody that I work with. If, yeah, I can tell that if I develop a relationship, you get to know each other. You know, I always joke around and I say, when you're going through the franchise development process, we date, you know, I'm the person that you're dating and getting to know, then I bamboozle you at the altar, when you get handed over to operations and marketing and everybody. I'm like, Well, this is technically the bride, sorry. What I love that, you know, I love that process, I love that that whole, you know, the energy that I get to put into it. So when I developed, you know, that security of what I am and what my role is in the process, I started to think less about who's in the C suites? And do they look like me? Is it all men? Are they all, you know, a different color, a different nationality? What does it matter? You know, I started to think less about, ooh, you know, who I am in the room and who I said and more about what I'm bringing to the table. And in that security, you know, in that I started to feel less comfortable about, you know, less uncomfortable, I should say about what I also had insecurities, you know, towards which were, if I wear my hair currently, or if I do highlights if I color if I just that, you know, if I ever do anything towards my ethnicity? How many piercings do I have? If I have tattoos, which I do, you know, all these things started to become less important to me in terms of should, should I care about your opinion of it and more, more of just, that's just part of who I am. And it's, leave it or take it, that is what it is, you know, and so it just started to become less of an important item. And then on top of that, I started to you know, see more and more in the industry, women coming up in every aspect. You know, I look at you and I were clearly, you know, strong women. And we are, you know, ethnic, we're POCs you know, so I look at this, and I think look at how lovely This is. You know, did I think I would have been doing this 10 years ago? Absolutely not. Absolutely not. But I see it now and I love it. And I look at for example, as I look at the amount of coaches that you have, how many strong females are in those roles, you know, and the organization itself, lending itself To my career, I have worked for some phenomenal women. And I've developed some great mentors as well along the way. And that has helped seeing other people that look like me or understand where I'm coming from, that can only strengthen you. And I think that that also lends itself when I'm speaking to women that are interested in getting into franchising, too. Because there's a lot of great talented women who have a desire to be an entrepreneur, but have that fear of will who is on the other side of this, who's who's judging me? Who's looking at, you know, what I will bring to the table? What Are there any other franchisees, like me, there's so much that goes into that, and that's what I'm, I'm loving that I'm getting to see more and more of that in the industry itself. But also, just in the organizations that I've had an opportunity to represent, especially, you know, now more than ever, you know, being with with bus franchise brands, all of the brands we represent have excellent females in franchisee roles, as well as within our organization. I know you mentioned that yesterday was International Women's Day, we had like a big email group just going around of all the women just saying so proud to work with you so proud to know you. And it was such a beautiful thing, it was so inspiring, because that's the energy that you want to see. And I will say, this isn't a you know, just a rah rah, for the ladies, it's equally important to have supportive men around you, and, and men that they don't care who you are, what you are, where you came from. They're just we're equals, and we're here, we're here together, that is just as important as anything else. And I am so proud of a lot of the men in the industry and again, within my organization in particular, that are just respectful and they give credit where credit's due. And that is really what what helps more than anything else to a man and thank you for putting it in there at the end to about, there's like so much that I want to talk about, but about a shout out to the men as well who are a part of this in supporting and helping these women to get into roles, whether it's on the corporate side, or whether it's as franchisees building up their businesses on all different fronts, because I know I've had mentors, both men and women who I have really supported me in and helped me grow and figure out what it is I want to do and develop that personality, and feel comfortable. And I would say to anyone out there, and I will drag this at women, but in general, if you feel like you're in a place where you can't be yourself, and whatever. However, you you know, identify as you know, a person of color, well, it doesn't matter, you know, just if you can't be yourself and your personality. And obviously there's level of professionalism they have to display but then you may want to look at am I in the right place, because you'll know you're in the right place when you have people who support you and you don't feel like it's more about I'm so excited about what I can bring to the table and bring to this team, as opposed to I I feel like maybe they don't look at me the same way or that I'm not valued the same. So those are just two things I would say. And then back to oh my gosh, just so many good things. Love it. We are very fortunate, like I 10 years ago, no never would have what I have thought that I'd be sitting here having a conversation with you about this in an industry that is actually does allow for a lot of diversity and is becoming more and more diverse as time goes on. Like we were just at the IFA convention. And there's different committees for diversity and these different things. And franchising, as an industry allows it doesn't discriminate. People with any kind of background or from any kind of walk of life can be given the opportunity to kind of change their lives through franchising, again, whether you're on the sales side or the operation side or the franchisee side. It offers that which is amazing and why I love it here. And because we get to connect with like you and all these other great great women in the industry, who really build each other up up. So I love all of those things when it comes to So, the imposter syndrome, that's very interesting because I 10 out of 10 suffer from that, maybe, maybe less now, hopefully less now than before, but it still comes up where you're just like, I don't know, if I deserve this, or that I need to work harder in order to stay in the seat that I'm in right now. Or to prove myself whatever it is, does that still come up for you? And how do you get a climb occasionally still have it? Absolutely. You know, again, I'm, I'm thankful for having gentleman or, you know, really great, you know, companions and colleagues. But for example, I, you know, I'm the lone lady, you know, in our franchise development department now. And while I've never experienced for one second, being, you know, put out and I think a lot of that has to do with, I just don't let that happen either. But I've never I mean, I've never experienced it I've ever had, but it could be easy to fall into, like a it's, you know, it's the good old boys club. And I'm, and you know, it that hasn't come up. That doesn't happen to me, it hasn't happened to me now. But I've suffered it for a long time, where I was in organizations where it was a lot of men in leadership, I didn't really see any women. And I would walk into the room and again, here I am, you know, all all loud and whatever what's going on, guys, you know, and, and I'm a jovial person. I'm a jokester, you know, I never crossed the boundaries of professionalism. But my I, I'm like, basically, the best way to put it is I'm like a peacock. You gotta let me fly. You know, the movie quote, like, I'm absolutely right. Yeah. There's a big personality. I would walk into a corporate meeting or corporate room, and I would absolutely just kind of get into my see, and just like, oh, man, and it would just, it would make me feel very uncomfortable. And I hated it. Because I was like, you know, why am I why am I letting that happen to myself? Why am I doing that? You know, to give you the greatest example of how I know I've overcome this, too. I mentioned earlier, you know, like the hair this that I had a cousin a while ago who said to me like, Why do you always try it in your hair? Why don't you ever let it go currently? And I said, Well, it's just easier, you know, it's easier to manage it to maintain. But in the back of my head, I knew it's because it makes me feel more professional. It makes me feel like I'm more put together and more in control. And that was something for me to get over not nobody told me. Oh, you should, you know, it was it was a thing I was putting on myself. Because again, what I was seeing what I was looking at in the industry. And I started to get really paranoid about that. And then I started saying, well, it's it's a matter of preference. Why should I let anybody else's opinion? Well, we had our conference, our national our company convention in November, in Cancun humidity Central, okay. I think day one, I walked in there, and I was like, hair straight, what's going on? And like, by that night, I looked like a chia pet. I was out of control. And I said, you know, what am I doing? Why am I even trying to keep up this thing? And I just the next morning, you know, like, I was just your curly, let her fly the rest of the convention, I was going, and I got so many compliments and people don't know, your hair. Was that curly? And they were so you're so kind and so complimentary. And you know, that helps. But really, I think it was also just me being like, oh, you know, what it is what it is guys was is that we're going in, and my person just, it's like, it's this or it's not a good look, you know what I mean? And I and so it was I only did I went with it to myself afterwards, I watched the video clip of you know, the recap of the conference. And I saw myself in a couple of the clips with my hair, okra. And I thought, all right, that's nice. You know, there, there I go. And that was that it was I didn't focus on the silly and it sounds. So you know, it sounds superficial, really, when you think about it, but it's amazing how your confidence can be raised or brought down by something as simple as, oh, is anybody looking at me thinking? She's wild? You know, she's like, well, there goes the wild, unprofessional, uneducated or whatever the case may be. You know, I went to school I didn't, I don't have an MBA, I don't have anything that you know, would elevate the status. I actually initially went to school for forensic psychology. That's a story for another day, and kind of eventually decided I'm gonna get into marketing instead. And here I am in franchise development, you know, the way of the world or how it goes. And again, those are things that you would say, oh my gosh, you know, somebody with 20 years experience left, and I look at it now. And I think, well, my nearly 13 Shouldn't be diminished by anybody else's experience. You know, if I'm shorter than everyone else, if I'm, you know, any any more louder if am i Anything else, this is who I am. And it you know, we just need to accept it. As I'm nearing 40 I just, I'm also much more comfortable with who I am. So therefore, I think it makes me care less, I started to look at it as in my life, in my personal life, I'm happy, I'm healthy, I'm successful. You know, with the goals that I've set for myself. I know who I am. I know that what people sometimes think they see is not what I am, you know, as you mentioned earlier, I love to read I'm I consider that almost a self education over you know, anything else. I people may not believe it. But yeah, I love instrumental in classical music. It's what I actually find more soothing or relaxing than anything else, you know, my Spotify actually put that out there quite, quite grandly at the end of the year. It's, you know, and so I think, look, you wouldn't know that unless you got to know me. And so I started viewing that my perception or my imposter syndrome, and I started putting that into the people that I'm talking to, and realizing like some of their discomfort I've had, I've had candidates flat out ask me, Well, how many people of color do you have in your franchise? How many are women? How many that they are just asking these questions outright. Now before it used to be a little, you know, a little more of a taboo subject, you know, by now, I'm being asked directly. And I'm so proud that I get to turn around and say, Oh, we have this many, what you know, of this nationality, this color, this background, this gender, whatever the case may be, you know, we've got it. And I think all of that has also helped who I am in this industry and how I see myself because I'm no longer a minority in it. I'm actually pretty, pretty much in the melting pot of what's going on. And that that in and of itself has taken away some of that impostor syndrome that I, I did suffer 13 years ago, but I just don't feel it anymore. Right. I love that. Because I'm like, and I think too, it does, like you said mindset, and people could listen to this and say, that seems like such a silly thing like hair or the way that I dress or if I'm wearing heels or not. But and again, this isn't just per pertinent to women, I think you have men who come in as well and suffer from imposter syndrome, or this feeling like I have to fit into a mold. And if I don't, what are people thinking of me, and at the end of the day, it's not like you don't want to victimize yourself or whatever you will grow time also helps anyone and I think to this industry, like this industry has helped shaped who I am today. 100% And once you get comfortable with yourself as well, a lot of that does go away, but I think it is good to know like, first of all your the team that surrounds you, and can say you are so good at XYZ and we love this about you. So we do need a little you know, positive affirmation here and there. But also, internally knowing I bring a lot to the table and it's not exactly what Jess is bringing to the table isn't exactly what you know, Brian's bringing to the table, but I'm here for a reason I love what I do. And I know that I'm good at it, you know, and then also you being able to relate to candidates even just like in what you do, so you're not a franchisee, but those different like lifestyle aspects and your goals and how you know, you talk to people and your skills and things like that there's this great parallel to the franchisee side as well. So I love that you make those shapes and it's important to be able to decide it's connect properly man or woman, whatever the background, you know, you that you're they're basically their liaison, you know, into whatever the organization is, and especially with what I represent now, you know, we have they're great service brands. And so when you're looking at service brands, you have to also take into account you're looking at people that are going to invest in them who are more than likely, you know, looking to own and operate or have a semi absentee model They can then elevate, you know, and grow in whatever way. Who are their employees going to be, you know, who are they going to be overseeing or working with? What's their community going to look like, when you have to take into account all of those bits and pieces that make up, you know, the, their journey or what they need to be viewing when they're looking at the franchise? I think that's just as important, as you know, showing them, you know, an item 19? Or what kind of marketing support you're gonna get, or anything else? It's right, what's that life going to be like? And therefore, who will you be in this franchise, and again, back to women, you know, in franchising across all of our brands, with home clean heroes, with British swim school with Girl Scouts, every single one of our brands, has very successful women at the helm of each of those franchises, not only as a franchisee, but also within the actual brand, you know, corporate support side, you know, we have excellent and very, you know, talented marketing directors across all of our brands, you know, our CMO is a, a lovely female to, to work and be guided under, you know, and all of our directors of marketing across all of the brands, you know, are as well. And even, you know, some of the business coaches, trainers, with British swim school, our aquatics team, you know, they're, they're led by just a heck of a personality, as well, you know, and so, those, when you see those kinds of things, you're strengthened by it as a woman, and especially as a franchisee, because, hey, I have someone I can relate to someone, I can talk to someone I can be guided by, that gets me, you know, and it's not supposed to be that way. But it is. These are human beings, you know, they're running a business, but they're still human beings, you know, and they're, there are people that Yeah, exactly. And so those are, those things are just as important as anything else I have, I have something I can show them. As a result of, you know, a franchisees efforts I have somebody they can relate to in one way or another. But then, on the corporate side, they have excellent support as well. And we are so much in alignment on that as well. Because at the entrepreneur soars. It's, it's very similar. We have such strong women on our, like leadership team, and part of the just home office team. And then also, and I love that we are now bringing in many more women, franchisees, and again, they have the background of, you know, people of color veterans, all different walks of life. And it's, it's phenomenal. So I love that we are part of that. And what would you say to I mean, there's so many good takeaways from this, but two women who are maybe just getting into franchising or starting their journey in franchising or business in general. What What would you, I would say, don't underestimate yourself and your abilities. You know, if you were a stay at home mom, for many years, and now you guys have decided to start a business and you want to go out and do this. Don't worry about the corporate or business experience you've had, because let me tell you, you are the CEO of your home. And so talk about somebody having experience at being able to manage multiple things at once, you are probably going to be a fantastic leader and motivator for your you know, for the team that you're overseeing. So you shouldn't think about oh, well, if I don't have any experience with this, I don't know. That's what a franchise is for. It's to help guide you and provide you the system and the structure that you need. We are going to support you in that well we can't teach you is how to be a great motivator, how to be somebody that's organized how to be somebody that is capable of managing more than one thing at a time. Because that's what a franchise is to you know, you have people that you're managing, there's a product that you're managing, there's a service that you're overseeing. There's so much that goes into it. So you shouldn't underestimate yourself if that was your history. And and you know, vice versa. I worked in corporate America all my life. I don't know anything about how to maintain a pool service. Well, that's all right. We didn't need you to that's You don't need to know that. Yeah, we're gonna support you guys. We're gonna guide you you know, some of these businesses Yeah, they might not look like the sexiest on the in the world you know, but when you want a business that is a strong organization and support system for you, when you want something that is going to produce recurring revenue, this is not a one time basis. But this is something that has an opportunity for longevity, whether it is a swim lesson, whether it is a residential cleaning service, or whether it's pool, you know, services being done for you, all of those things, they're recurring revenue. And that's what you really want to make sure that you're getting into when you're looking for a business. Because once you learn and get over your own, I don't know anything about that, once you're you're educated in it, you're trained, and you know how to run those systems. When lesson, just take it away, let it let it do its thing it's going to eventually. So you need to need to get over the fear that you have, of what you can do or what your knowledge of what you're getting into is, that's that's not necessary, don't need to be a marketing guru. That's what we have marketing support for, you know that there's so many pieces and elements that go into it. So that's what I would say to somebody that's looking to get into a business become a franchisee you can sometimes be your own worst enemy in the process. So, you know, don't, don't look at this as just what you know, or what you're bringing to the table, but rather what you're going to receive and what you could accomplish in the long run. And then for anyone that wants to just get into franchising in general, whether it's in the development side, you know, as a coach or anything of that nature, I would just say, Listen, this is about connecting people with what could be the perfect opportunity, you have to think about what is making them unhappy, that is opening them up to this conversation with you. There's something at, you know, basically in the background that's making them say, I don't like that, I want to see what my other opportunities could be. associate yourself to that, you know, to what that could be an empathize with anybody that you're working with, you have to remember, you have the knowledge they don't, you know what, what the outcome could be, they don't, and in most cases, it's their money, not yours, you know, so you have to be empathetic, absolutely, you have to be, what their journey is and what they're going through. And really understand that as best as you can, that they don't need you to be their best friend, but they need you to be the person that's going to give it to them straight. And don't be afraid to to break up with somebody if necessary. I rather you know, take away somebody's dream, and then you know, hurt them in the long run. And that's that those are the kinds of pieces that you really have to understand when you're looking at the franchise development side. It can be really fun, it can be really exciting, it is exhilarating. When you finally get somebody to that point, you know, and they're like, I want to do this, let's go. It's exciting. Again, I'm not the one at the altar, but I got them there, you know, we got them there. It's really, it's exciting. And it's, you know, it's something that that you need to take joy in and especially celebrate with them. And again, in my case, I don't just say like, alright, well, high five, and good luck, and I hope everything goes well for you. Like, I like to stay in touch. I like to know how they're doing I like to know how things are going. And I still consider some franchisees that I have brought on board to many of the organizations that I've been with a good friend, and you know, somebody that I know of, and, you know, even send gifts to or get Christmas cards from and it's, that's, that's a it's a beautiful thing, you know, to be able to participate in that and see that and be part of someone's journey. So that's why I think for insurance development is is something that I'm excited to be part of and definitely excited to be able to do for many years to come. And that's how it's done ladies and gentlemen love it and like I have nothing else to add to all those things other than there's a reason that you are in the place that you are right now. It was such a great cup because you attract that with just the way that you approach things. How you approach people, it's people think franchising, like especially you said franchise sales that just feels like wrong to you. Because people go into it thinking yeah, there's so much there's so much money here I can make a lot of money doing franchise sales and selling these businesses and it's that's not it at all. It's that franchise. You know, we talk about development but franchise like you're helping and people, you're educating people and we get to do that. So it's a completely different approach. And it makes such a big difference when the way that those things that you just talked about that's how you're approaching your conversations with the with your candidate