Successful Life Podcast

Mastering Sales & Communication: Lessons from Brandon Saiz NCB

August 04, 2023 Corey Berrier/ Brandon Saiz
Successful Life Podcast +
Become a supporter of the show!
Starting at $3/month
Show Notes Transcript

Welcome to the Successful Life Podcast. I'm your host, Corey Berrier, and I'm here with Brandon Saiz. Did I see it right? You got it? Yes sir. Dang. Good morning dude. How are you brother? You got it? I'm doing great. How are you this morning? I'm good. Good to see you. So good to see you as well. So Brandon, you have alright, so tell everybody a little bit about what you do, where you are. You're in New Mexico right? We're in Albuquerque, New Mexico 29 years old. We started the business three years ago, mid pandemic. All the craziness and chaos that brought chip shortage, equipment shortage was definitely advised not to open a business. We did it. We did it anyways, and we're making it happen. So, you know, it's interesting, I've talked to a couple of people that have, you know, that have started around 2020 and I, you know, one would think that, holy shit, that would be a terrible time to start, but I really think it might have been the best time to start. Yeah. So I kind of thought that as well. I was at a different company at the time and I personally had my best year and it was one of those things that I just felt it was time and when I did it we got off and running to actually a pretty, pretty good start. We did over a million our first year. So from zero to a million the first year. Oh yeah. Yeah. We did. We did over. So walk me through like the craziness that had to have happened in that year.'cause you don't, I mean, first of all, we don't, we're not born knowing how to run a business. Right. You had never run a business before. Right. No sir. Big thing for me has always just been speed, fail fast and win fast. And that's how we were able to be successful that first year. Everyone down here is probably pretty familiar, but I was a big Angie's List guy only for the volume, and that's all that I cared about was volume. Get as much names as possible. Post as much as possible. And like I said, just speed, focusing on volume. Big pipeline. Try to make a pipeline. Build a brand. That's right. So, So, so Angie's, you said Angie's for the list, right? Yeah. No, we don't really use it so much anymore. I was just giving the example of that first year, but just still that, that's interesting because, you know, I, I don't know if I've ever had anybody tell me that they've depended on, and so that was your primary source of leads, which look, I mean, it works. What made you choose Angie's List? Just outta curiosity. Well, they called me. I thought it was a spam call at first, and that's just kind of what I rolled with. I wouldn't say it was our only, I'm just mentioning it. So Angie's List is anyone that's used it, it's very frustrating, but you get a lot of names, addresses, and emails. So we were getting these names, addresses, and emails and putting them into our C R M right away. So whenever we started to send out direct mail or anything like that, we already had this pipeline. So that's how we used it. It wasn't like a, oh, we built a business off evangelist. You definitely can't do that. So, Yeah. No, that may I'm actually even shocked that you said c r m is that you had the foresight to, to do that because most dude, I've talked to people that still don't use the C R M. Yeah. No, we're big on processes. You know, I try to follow a lot of the big names in the game and you know, model and mimic. Yeah. Who's been your biggest inspiration, would you say? Business wise? Yeah. I like Grant Cardone a. I like Victor Rancor a lot. I like Ishmael Valdez a lot. I know those two are the butt heads a little bit, but those are two big guys that I follow. Ken Goodrich is great. Business wise that's probably what I would say the most. I mean, it's pretty good examples, but those, all three of those guys have made a whole bunch of money as the industry. Yeah, they're all pretty similar as well, so That's fair. That's fair. So take me back to when, you know, before 2020, before you started this business, were you were in this industry. Have you always been in this industry? Yeah. I've pretty much done, been involved in this industry my entire life. I started really young. My dad would help, have me help him. Do you know swamp coolers? We did gas lines as well. That's how I started. I actually worked for a very small company and I used to have a little giant ladder. An Altima and I would go do a bunch of changeovers for him and just do whatever it took. You know, I've always kind of had that mentality to just go after whatever I saw. Well, I, you know, I you to be a business owner, you kind of have, you have to have that. You gotta do whatever it takes. And if you are the guy that has to sweep the floor or mop the floor or clean up shit, you just have to do it.'cause you're the owner. Still do. Yeah. It's what it's, yeah. You have to be relentless. You have to be persistent. There's a bunch of little words we could use here, but Absolutely. You have to be persistent. You know, you gotta know where you're going and believe in it. Self-confidence is huge when you're in this game and when you're trying to get somewhere. Dude, that I agree wholeheartedly. I, so I wrote a book, nine Simple Steps to Sell More Shit. And the very first chapter is on, is called Confidence to Close. Because if you don't have confidence you're never gonna get to the end of the sale period. Yeah. Yeah, you have to believe in what you're doing. You know, if I don't believe in it, none of these other guys are gonna believe in it. When we're starting out that first year, and I'm trying to build a brand and recruit people, if I'm like, Hey man, you know, this might work out. I'll think be like, well, fuck that. I don't wanna be, I don't wanna do that. But I'm saying, Hey, look, we're gonna be the best there is. You need to show up and be here and we're gonna make it happen. You start to, to stack, you know, people and a brand. Yeah. And it builds more confidence in you as well when you start to lead people and they start doing what they need to do. Absolutely. And it really makes a difference. And it makes a difference between you talk to your customers 100%. Yeah. Agreed. So you've kind of been in, you know, and for everybody listed, you cover multiple areas in the industry. You cover plumbing, heating plumbing, hvac, what else? Drains. Drains, okay. And you're thinking about getting into electrical? We will be getting into electrical. Yes. Okay. Hopefully within the next year or so, we're looking to buy out a company actually here, so. Okay. So like that's kind of in process maybe? It sounds like kind of. I'm working on it, yeah. All right. That's cool. So, had, did you start out in did you start out with all three of those or did you add one as you went? No, so we actually started out with both HVAC and plumbing. I have a little bit of experience with plumbing, so I kind of just picked it up and kept that again as a volume thing for property managements or for people. I wanted to make sure that I offered that as well. Would definitely mostly HVAC was my background. So I am curious because I know a little bit about drains not the side that you know of it, but I understand the business side of it a little bit. Yeah. And so let me ask you, when you go out, what primarily the drain calls that you go to, what are the problems? Because I know different areas. There's different problems, like I'll give you a quick example. Texas, for example, the Earth and I guess it's called sentiment or something like that. So it's sentiment called S. Yeah, there you go. Yeah, right. It's where the ground moves, right? Yep. It shifts pipes, so that's a little bit different call than we would have in North Carolina'cause that we don't have, we don't deal with that issue here as far as I know. Yeah, so, well, there's quite a few different problems. Most of'em are blockages of course. Just the simple stuff. And then that same thing where the ground moves and the pipe goes like that, or like that it settles, right? So those are probably the most popular ones, as well as breaks. We have a lot of cast iron out here, so we get a lot of calls for breaks and different things like that. What is the, so it's wild. It's wild to me to think cast iron breaks. Oh it destroyed. There was actually a cast iron vent that had busted, which was super strange, like, and this was about a year or two ago. And it flooded his entire bathroom. So anytime it rained or anything like that, it just went in there and wherever that it dipped, it just settled and. Destroyed the whole thing, the vent side of the pipe too. Not the main side. I can't imagine, you know, that's what you know, so it's interesting. I was listening to a podcast with welding along on it, and he was talking about, okay, he had a couple of people, he had people coming in town. It was like two weeks before they were coming in town and I guess he had a a drainage backup or something and it backed up into his house. Like that was, I'd lose my mind. Yeah. Drains are a fun thing. You know, we had one with it was a three story apartment and it went out to the main street and the main line backed up. We didn't know that. And what we did, which was a huge mistake at the time. We undid the drain at the bottom of the sink, which is on the first story. All the back pressure came back up and into the house, into the apartment. Now. We stopped it. We stopped it and like it didn't do any damage, but it was full of back pressure. It was a fun time. I bet you have seen some really nasty stuff. Yeah. Yeah. You do it enough. See some nasty stuff. So, so the name of your company is N C B. I'm interested since I don't know Yes sir. What exactly does that mean, and is there some significance behind that? Yeah, of course. So it was actually a company, my dad started a long time ago. I took over the name. So the first the initial stand for Nathan, Christopher, and Brandon my name. Okay. My total brothers passed away when I was one, passed away when I was 18, and the other one I was 26. So it's just like anything, you know, it's a brotherhood, but you wanna make sure that they're with you on any big journey. You grow up with them, they have your back. It meant a lot for me to carry the name my dad chose, and to make sure that they, their name is in it as well. So, if you don't mind me asking what that's bizarre that you had two brothers pass away. Do you mind me asking why? Yeah. So one had a mental illness. He was actually schizophrenic who was crazy to say the least, you know, that was my best friend. The other one, the oldest one, Nathan, it was substance abuse. It was alcohol. Some opiate stuff and different things. So that's how, that's the path that one went down. Well, look, dude, I mean, I'm a recovering alcoholic. I've been, I hadn't had a drink in almost 14 years. You know, I've been down that path. All of it. Every bit of it. Yeah. Yeah. And I'm lucky I'm not dead. No, for sure. And it, 1414. You know, go going into this year is drinking was actually something that I really gave up. I have a drink every now and again as far as being socially, but to bring it back to business, you know, it came down to what are you willing to give up to go up. So even just like for you, you probably had to give that up to get to your next destination to level up. I'll tell you interesting story. So I haven't had a drink in 14 years, but I did smoke weeded for a little while. Got it. Gotcha. But I'll tell you in fact, it was three months ago when I quit, so it's not even been that long. But, and the reason that I, the reason I stopped smoking weeded is because spiritually I was disconnected. Yeah. And, you know, in, in the program, and I guess, and not really supposed to say what it is, I really don't give a shit. But it's a 12 step program. Everybody fucking knows what I'm talking about. You know, it, that's not a part of it that, you know, you, I guess you could do that and be in that program. But for me, I under, you know, I had been through the steps years ago, several times. And so I knew going back into this,'cause I look, I went out, I stepped out of, I, I stepped out aa, I stepped out for like six years and that was during time that I was smoking weeded. I stopped going to AA because I was smoking weeded. I just, Kind of moved on. I don't know, ego, I just decided that I didn't need it. And that was the wrong decision. And I didn't realize that for a long time. And I've, you know, I've created a bunch of havoc in my life, even not drinking. Basically it's called a dry drunk, still act like you're drinking but you're not drinking. But I was smoking weed and I had to let that go because. I just, you know, like you just said, it's exactly what you're talking about. In order for me to move forward, that had to go. Yep. Yes sir. Yeah, that was a big pivoting point. You know, as I wanted to continue to scale and grow business, you have to sacrifice more and more. It comes at a price and what are you willing to give up to go up is some of the best advice that I've ever gotten. Yeah, a hundred percent. But you've never struggled with like addiction or anything? No, I wouldn't say addiction so much, but kind of like business related. I was going to the military when I was 19, kind of the weeded story here. I was going to the military. I was 18 or 19 years old, and I got pulled over and I got caught with the, or I got caught with the possession charge that I didn't tell the military about, and I was supposed to be leaving in a week. They stopped me. They discharged me from the military and I was going to the military for this. So it's all related to what I'm still doing today, but yeah, that, that had came up. How hard was that when you got that call? I was devastated. You know, I was, like I said, I was 18 or 19 years old. I always wanted to be in the military. I knew I was always gonna do hvac. I wanted to travel, I wanted to experience it. You know, if you've ever gone into the military, there's a, it's like a multi-step process. You know, you have to do a bunch of stuff, sign a bunch of paperwork, you have to enlist, you have to do a hand, whatever. You gotta stay the night at a hotel. And it was kind of like my dream at the time, you know, I've always liked the military and I was I was devastated, but, you know, it played out. It is what it is. It played out in my favor. Right after that, I went straight to school. I got on with the right companies, different company. Started running. Are you I guess looking back now, are you glad that, you know, a lot of things in my life that happened that I thought were not good, not for me, but looking back, things that have happened, they've happened for my benefit, not, I'm not a victim in a lot of this stuff. Right. Absolutely. I feel like it may be at the time, but looking back, I, I'm really grateful for, I mean, look, I've been, I've had DUIs, I've got caught with drugs. I've done it all. Yeah. No, certain things need to happen, you know, I would never look back and regret anything. It is what happened. But at the end of the day, I'm here now. I built a decent business. I have a great group of friends and I'm excited with where we're at, so I would never look back and hope for something else. You can't look back anyways, where, you know, we don't live there, so That's right. You can't really live anywhere but right now. Correct. You can only be present. That's right. No, exactly. It's hard to do though. So you, are you married kids? Are you? No, no kids, no marriage. Just a little french bulldog. Well, that's okay. Hey, look, it gives you opportunity to and time to focus on what you're doing because look, what you're doing is busy. It's hard to do. Yeah, absolutely. Absolutely. And again I don't regret nothing. I'm pretty content with where I'm at and even the opportunities that this has gotten me, so I'm not hurting. So how many guys do you have working for you? How much, how many staff do you have working for you? Yeah, we have 14 now. Wow. How do you like managing people? So managing people's different, you know, it's not something I was fully used to, solely for the reason that, you know, when I was in the field and I was a tech, you have tunnel vision. You know, you're focused on your day, your schedule, your bonus, your revenue and all that. When I had to pivot to management, it was different because I had to learn that not everyone's gonna think like me. Not everyone's gonna act like me, and it's my job as a leader. To now build these guys up. And that's what was, it was just different. It wasn't something that I was used to. So it was a learning curve and that's what business is all about, you know? Hundred percent. Alright, so let me ask you this. You're a fairly young dude compared to me anyway. When you look at your technicians and you look at your staff or do you have any younger technicians that work for you? Yeah, we have actually quite a bit. I think. We're a pretty young company. We. 21, 22, because almost everybody's younger than I'm, besides probably three or four people. Well, because you're younger, it may not seem like it's much difference, but here's my question, you know, Look when I was coming up, it's just things were different, right? Things were very different when I was coming up. You work your ass off, you do what you have to do, and right now, I don't know that a 21 or 22 year old has that mindset, but maybe you can shed some light on that. Yeah. So I would agree with that to an extent. I can honestly say the ones that we have are great. So one of'em started us with us when we were, when I was, when he was 19. I'm sorry. And he was the, when we were working out of my house, he was the first one to show up every day at 7:00 AM so I can really back that up. We have another guy he just turned 21 and he is usually the first one here at the shop every day. You know, we tell everybody he's seven 30. He's here between, he is here about seven 20 every single day. See, that's awesome. To be honest, I guess I've been lucky or I've just got around the wrong group of people because the ones that are younger are phenomenal. For sure. So when you bring in new people on what kind of criteria do you, I mean, what are some of the main things that you look for that you say, well, these are the, it's a red flag. There's no way I'm hiring this person, or, this is such a great trait, you know, I gotta have this person. Well, there's a few things, right? A red flag when we were interviewing somebody is he said he wasn't gonna put us two weeks into another job. To me, that's a red flag because I'm all about, you know, ethical ethics and morals. And it's just important that you do your part and if you, that company had you on for three or four years, you need to put your two weeks in. So to me, that's a red flag. No. No. I mean, some people do. Yeah. And that's their opinion. You know that's their choice, right? I think it's lots of times they feel like they're in a jam, and so they feel like they have to hire the person, which is the wrong move in my opinion. But what are some of the positive traits that you look for? Positive traits is when people come in here with a good attitude, not to be basic, but then when they're like, you know, I'm just looking for a better opportunity. They trust when they trust me to come in and say, Hey, you know what? For some reason I've heard good things about you guys, and I trust that you can take me to the next level. That's a big one for me because I remember being a 19 year old kid in a warehouse and just wanting the next opportunity and wanting to grow so bad. I just wanted the next opportunity at a company the right tech, the right journeyman to work under whatever it was. I wanted that next step. So that's a green flag. When somebody comes in here, they're early. And they wanna get to the next level because I know what it takes to get to the next level and I know I can help them get there. Hell yeah, dude. I love that answer. So what would you say what would you say the company's biggest struggle is? Could be with techs or c s r, whoever it is. What would you say, you know, that y'all don't do the best of your ability? Well, there's a few things. I think we can maybe manage calls a little bit better at times. Maybe start our days earlier, technician wise, start earlier be more proactive throughout your schedule, which is on me to kind of teach that and coach that up. And there there's a few things. If I could get nitpicky, you know, we have a great team and all that, but if I was to sit here and get, you know, nit nitpicky there, there's quite a bit outbounding, we could outbound better because especially when you're in the shoulder season and different things like that. You have to know how to outbound direct mail follow up. So all that follow ups, a big one. You know, follow up. It's huge. If you're in sales, even a technician, it's huge. A hundred percent. So how's that? What does that process look like for you guys? When we're following up. Yeah. So let's just say new customer ca calls in c s r answers. She books the, he or she books. The call technician goes out, the deal doesn't close. What happens next? Hey, it'll go to me. They'll let me know that. And then And you make call? Yeah. Yeah. Yep. Okay. So I'm a big kind role that I understand position. I'm. I'm a big Grant Cardone guy. I'm a big sales guy, and I love the follow up game. I love the persistence. I love the push of it. I love the strategy of it. It's a huge strategy and once you're able to start closing, you're never gonna be slow. And I can say that we haven't really had a very slow time ever since we've been here. So, yeah, I look I don't love, I don't love Grant Cardone, but for this you've gotta be persistent. You've gotta be, yeah. And look, I actually do this for another company. I do exactly what you're talking about. Like I do their follow up. Okay. Because look it, it's a pretty wide open game out there. Most people are not like you. Most people don't do follow up. Most people, it's the owners are busy putting out fires or doing whatever the hell they're doing. And I get that and it's real easy to get sidetracked with all the other shit you've got going on. But it sounds like you got a big different mindset than most of those guys. I do. Well, I'm just really big on sales and I know that. You know, no matter how many mistakes I've made, I don't wanna say like this, but I have to say it like this. No matter how many mistakes I've made, I knew that I could sell my way out of a, out, out of an issue if we got slow. I knew for a fact if you gave me a follow-up sheet, we're selling something and it's going in today, tomorrow, next week. So again it, I had to be extremely disciplined that way. I didn't just rely on being able to sail decently, you know? But I knew I could and I could. I know it's been a big Big difference for us. Now, do you, alright, so let's just say technician gets to a house. He's get, he's pitching a new system or assuming that he, do you have service and selling technicians or do you have service slash They do both. Okay. They, yeah, they do both. Yep. Do you help them close the deal over the phone? How does that work if they get jammed up? Yeah, so a little bit, you know, I've never actually called a customer. I try to leave it on them. That way they can get better. You know, Victor Rancor? Oh yeah. He has a Profit Rocket Blueprint. Yep. That's been huge for us. So we've done courses or meetings on some of that sales stuff, and he talks to you about how to go into the call and how to sell and different things of that nature. So that's been big. So for hvac, how many options do you give? Three. Okay. And usually, obviously they land in the middle, typically Mo most of the time. Yeah. You know, I know some people have gotten like five to seven. I think everybody has their own opinion. To me, that's too much. But, you know, I understand that everyone's gonna work it a little bit different. I agree with you because it's, you know, it's overload. I can't remember. It's there's a, there's actually a term for it. Man, I can't remember what it is, but I'll tell you a quick story. So this is, this will paint the picture. They did a a, they did a, not a survey, but a Well, let's just call it a survey. And so they, it was in a grocery store and the first weekend they had three jars of jelly, right? Yeah. And they, it, they sold, I don't know, 50 jars of jelly that weekend because they were letting people try it, like you go into Sam's Club or whatever, right? The next weekend they set out like 12 jars of jelly, and they sold like 30% of what they sold the weekend before. Because there's so many choices, you wind up not making a choice. For sure. And that's kind of what I've noticed when I try to go too crazy with options is I personally feel like you're gonna get lost in the weeds because I get lost in the weeds as well too. You know, like, it's kinda like too much going on. These guys don't know anything about HVAC and you're talking about app draws and two stages and single stages and 80%, 90%, and they're just man, just gimme the three best options and then explain it. But it's also easier to explain to'em, you know, I found it easier to sell. Yeah. You know, you're talking product to benefit Dump is the look, your customers don't give a shit about the specifics of that. They care about one thing, two things. Is the damn thing gonna work? And how much is it per month? That's about the biggest two questions they have. If you can answer that, you're good. But if you start throwing out all these terminology and stuff, you're gonna lose them. Yeah. And it makes sense. You know, it's just like you, when you go to whatever store or anything like sometimes. Or like, I was at a restaurant a few weeks ago and this guy's giving me like 30 options about the menu. And I'm like, I don't know, I just like seafood. Like, what do you have on that? You know? But it was, he was like running down this crazy list and I looked at who I was with and I was like, I, he lost me after like the first thing. It was too much. Yeah. Yeah I still can't remember what it's called, but there is a terminology for that. So, so you got kicked outta the military. That was a good thing. I think you, I think so, yeah. You said you did a million the first year, right? So what are you currently doing? We'll do 3 million this year, so we'll go zero to six in three years. Man, that's pretty impressive. It's not bad, you know, like I said, we have a very good team and my best friend helps me run business, so, we've been able to put together a good team. And would you say because of the systems and processes that you have in place have helped you scale like you have 100%? Yeah. You know, we, so this last year we really focused on systems and processes. We moved our c r m, we moved our s e o company, and we have hammered the systems and processes, the ethics of just the company come in, shirt tucked in with a collared shirt. You know, we've tried to hammer this stuff. We're in nice vehicles, we're moving to a new acre and a half property we just bought, you know? And that's been the biggest thing is to focus on systems and processes and speed. You gotta, with urgency of course. That's right. A hundred percent. I love that you. The appearance is super important. I it's mind blowing to me when I see some of these companies that their guys look like they just crawled out of a landfill. Correct. It's pretty insane that they even allow it. It's, and then it also kind of blows my mind that people would even wanna, you know, you gotta carry yourself with a little bit of pride here, you know? Agreed. So now you mentioned that you've got nice vehicles. Did you, are they branded pretty well? Yeah pretty well. Did you go through somebody to get that done, or how did you do that? Yeah, so it's just our logo and then a lot of the vehicles that we bought, they added the wrap to the loan. Okay. But did you go through somebody like Dan Antonelli or No. No. No. And he's great, you know, but ours is a pretty simple logo. I, we've had pretty good luck with it. The biggest company in town has a very simple logo, so, How much is the biggest company in town doing in comparison to you, if you don't mind me asking? Strictly hvac. They'll probably do between about 18 and 25 million. Yeah. You're pretty close on their heels though. And you're a third, you'll be a third of the way there in three years. Yes. Yes, sir. That's wow. Company. Yeah. The, there's only about a million people in this market, so it's not a huge market, but it's not a small market either. Okay. You also mentioned SS e o, so who are you using now for that and who were you using? It's called we were using a company called Ali. Ali outta Texas. Okay. They didn't, I'll leave it, that we decided to move on. Yeah. And then we went to this company, first Click Digital is what it's called. They're here in Albuquerque and they've done a phenomenal job for us. They've taken us to the first they've gotten us everywhere that we needed to go. We track calls. How much time did you take them? Yeah. From the time you hired them until now or to when you started getting on the first page of everything. How long we just started? Yeah. Yeah. We just started working with them this year. I think we just got on the first page probably the last few months. It's still not bad. No. Like I said, they've done good. You gotta spend a little bit, you know, the more you spend, as long as you're spending correctly with the right company. Help you get there. We brought'em on last October, but they had to do a bunch of stuff to clean up for us. You know, I don't know if you're familiar, but anytime you hire the new SS e o companies, it's kinda like a complete overhaul of what was there before and they rebranded and reworked it completely. So it did take a little bit of time. Yeah, a hundred percent. I think a lot of people, you know, I think a lot of people think the ss e o and Ss e o is unbelievably important. However, it's not the quick, it's not, it's the long game. Right. It's not a quick turnaround at all. Correct. But it is what it is. Yeah. So marketing is superior to sales, like how you're saying SEO is the most important. It truly is. You know, you can only sell so much. You can only sell when you get the lead. You can only sell when you're at the house. That's right. So marketing is huge. It is something we've really harped on and I believe it's taken us been able to take us to this next level this year. Alright, so I'm gonna throw one more question at you. In terms of reactivating your customer list, when I say reactivation campaign, do you know what I mean by that? Just rehashing with the customer. Yeah. So like, you know, do you send out a monthly newsletter? Do you send out something to keep your customers thinking about you as their primary go-to service person? Yeah. Yeah. So all the time really we post every, we post twice a week on Facebook. We post twice a week on Instagram. The other thing that we do is we email out a coupon or some sort of discount or some sort of service every week. We send that out every Monday. And then we have our service contracts, of course, which we're trying to really push those because the more memberships you have, the more value of your business. That's right. So, obviously you started out with zero memberships. How many memberships have you been able to grow to since you started? I. A few hundred. We just rolled them out I think around February or March. So we sold quite a few. We were probably, you know, each guy was probably selling multiple a week. It makes sense. Memberships to me makes sense if you're selling when you go to the appointment. What was that? Memberships make sense as long as your guys are also selling at those, when they're going out to do the service work. Yes, absolutely correct, because I tell'em all the time, this call covers you for about an hour. That's it. You know, there's no revenue in this because we do hours like a flat price. It's like, for example, ours 2 25, we're collecting that on front end. There is no. Technically I'm making a dollar next time you go out there and service it. So I try to tell them that they have to find something. Ethically, you always do everything ethically correct. Of course. You don't ever go in there and say you need a new water heater because for whatever reason it's like at the bottom you need a new one. It's good that we were out there and diagnosed it, but now when your guys, let's just use the water heater for example. When they go put a heater in, how do you. Make sure if something goes sideways with that water heater, they know to call you. Do you put a sticker on it? Do you put a magnet on it? How do you do with that? No, we weren't gonna start doing that. I didn't know how, I felt too much about, I don't know how you are on those. I never knew how I really felt about those, putting those magnets and stuff like that. I felt like when I was at different companies and even doing this, I would always go to people's houses that had another company sticker and I'm like, well, they called me out. They didn't even call these guys out. So, I guess how I view it is if my water heater's leaking and it has happened, and if there's a sticker on the front of it, that's the perfect person. I'm gonna call your a hundred percent. Yeah. And you know, I'm definitely not opposed to it. I think it's definitely something we should be doing. I was just saying why I haven't put the emphasis on it yet. Yeah, I mean, that makes sense. It's just another, you know, just one more thing that you do. It's just a little bit extra. That's right. When you're trying to get better is, the 0.001 is sometimes what you need, and if a sticker is gonna get us that 0.001 extra better, let's do it. Yeah. Do you make I just, I've got one more question for you. Do you have when your guys go out, do they make sure to let's say they're going out for a hot water heater, do they make sure to let the customer know that, Hey, if you have eight fact problems, if you have. We also cover that stuff. Yes. Yeah. Absolutely. They all do. Like I said, especially in this market specifically, everybody pretty much does heating and cooling. I mean heating and plumbing, HVAC and plumbing. And I make sure these guys let them know that as well. That makes sense. Well look, Brandon, I appreciate this dude. This has been a killer conversation. You're super smart dude. Be 29 years old, so Yeah. Percent. We've got a long way to go. You know, we are where we are, but I think the sky's the limit for the people that we're around. And we wanna be the best in New Mexico and that's what we're gonna work towards. I love it, dude. Where can people find you? Where are the social media channels they can go to? Yeah, you can get me on Instagram. It's Brandon Unders, the three Zs. It's Brandon size on Facebook. Brandon, size on face, on LinkedIn. I'm on pretty much everything. Is NCB mechanical com. Perfect. Well, listen, my friend, I appreciate you. Awesome. I appreciate your time. I look forward to this one coming out. You got it, brother. Thank you. Yes, sir.