The Profit of Pressure Washing with Robert Eisenstadt
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And man, you know, it's kind of in vogue right now. And I keep hearing a lot of it. And it's thanks to people like Cody Sanchez that are talking about buying businesses and doing these things. And there is so much money in home-based businesses. And I'm talking about not home-based businesses necessarily. Home services business is what I meant to say. Home-based would be like selling Amway.

Home services businesses. Is there so much money? So I said to myself, I want to have somebody home services on. I've had some of the greats on through here. Tommy Mello's been through here. You know, just some of the greats have been through. But I wanted to get, it's kind of hard if you're starting out to listen to a dude like Tommy Mello that's banging out, you know, $200 million.

And I said, let's get somebody that's doing extremely well. That's a little closer to the starting line than the finish line and get a little bit different perspective for you. If you're out there listening and thinking, I want to start a business. And even if it's not a home services business, if you're just getting started in business,

I wanted to hear kind of some of the lessons because this dude's doing it well, man. He has gone really fast to taking something that you would hear and say, that's a little silly into a real businessman that's doing well. So ladies and gentlemen, welcome to the program. This is Robert Einstadt. Thanks for having me. How are you, buddy? I'm doing good. He's Iron City in German, we just learned. That's what we learned. He is the proprietor of Property Pros, which is a pressure washing business.

And I know you're thinking, this dude's out doing people's driveways. Is that where it started? No, actually. No, you went right for the big stuff, right out of the box. It kind of fell in my lap. I started with a chain of gas stations. Okay. But I started my business as a carpet cleaning business. So you started that. Well, let's go back up a little bit because, you know, most great entrepreneurs are, I like to think, the nature versus nurture. And most of them are made not born. It is what it is. So tell me about you growing up, dude.

Yeah. So, uh, I was born in Chicago, Illinois, middle-class household. Uh, dad was always at work. Mom stayed at home. Uh, when I was eight years old, we moved to Vegas because my aunt was starting to get sick. My dad's sister. So we moved out to Vegas. Uh, both of my parents were, they sold shoes. So they worked at Nordstrom literally my entire life. We moved out to Vegas and, uh,

It was just kind of like this crazy roller coaster of death since as soon as we moved here. His sister died, all my cousins started dying, and then all of my friends started dying. And this is like over like a... How? How?

I don't really remember how my aunt passed away or my cousins passed away, probably heart attacks or something. How did your friends start dying? So, yeah. So when I was 17 years old, my best friend growing up, it was the first person I met when I moved to Vegas.

Uh, he committed suicide by a self-inflicted gunshot wound to the head. I was with him three hours before, and I found him two minutes after he shot himself. He did it in our neighborhood park. Oh my gosh. Yeah. Me, my ex-girlfriend, uh, his mom and his sister found him. And, uh, at 17 years old, it was like extremely gory. Uh, it really messed me up for a long time. I mean, I couldn't walk in the dark alone for six months.

I mean, I could still to this day, like picture his shoes were set perfectly what he was wearing. Like I could picture everything. It was very traumatic. Yeah. It's terrible. Uh, less than a year later, my other closest friend died on a street bike. He hit a city of Henderson vehicle, uh,

A city Henderson vehicle pulled out. He hit the B or he hit the T bone to the car, went through the windshield, hit the B pillar, which the B pillar is where like your seatbelt comes out. Yeah. Broke almost every single bone on his body. D gloved his arm. So basically his arm got skinned. Um, by the time I got there, I saw his bike on the ground. I was like the second person there, uh, his shoes, all that stuff went to the hospital. By the time I got to his hot, to the hospital, his nose was completely flush with his face. It was,

It was crazy. There was like blood all over the hospital room is nuts. Oh God. He, he died I think twice on the way to the hospital. And then obviously, you know, there was a lot for a kid to take in. Yeah. And then I think a few months later, another good friend of mine overdosed. The other closest person I grew up with also overdosed. All these people were getting into drugs and doing all these crazy stuff. And is that never really your thing? No, never. You're not really. I mean,

Everybody's tried stuff or whatever, you know, but I don't think I really have a super addictive personality. Yeah. So were you a good student? No, dude, I was horrible. I hated school. I hated school. I was getting in fights all the time because I was getting bullied.

which is so funny too. Like all the people that get bullied in school always end up doing well in life. And then all the boys, like, uh, I got in a fight in my high school locker room or whatever. Some dude was drawing a swastika on my locker. I ran and tackled him or whatever. Got in a fight. Uh,

got suspended got kicked out of school whatever and you know he ended up passing away i don't know from what probably a drug overdose yeah dude i tell my kids all the time my kids don't have a lot of trouble at school but every now and again you'll have somebody that does you know kids are terrible all of your anti-bullying stuff like school not working kids are still terrible they will always be terrible they're just terrible and when my kids deal with something that's just dumb i always tell them like

here's the truest thing I've heard. The people that are giving you the most grief, this is the highlight of their life. They're like 17 years old and this is it. They're the ones 30 years from now are going to be going to every high school reunion

reliving the glory days, baby. It's going to be like, yeah. So don't worry about it. Right. Coming up. If that's something that's happening to your kids, just always remind them of that. I mean, those people are just struggling so much internally. Yeah. They don't know how to deal with their emotions. What has nothing to do with you. It has to do with their shortcomings is what it is. Nobody ever tries to nobody ever hates down. You know what I mean? They always try to pull the people they perceive above them down. So that's how it works. What was the first hustle for money, man?

Selling weed. Selling weed. I wasn't smoking it. I was just selling it. I've always wanted money. I was the kid that, again, we did okay. We had a roof over our head. We had food on our table. But if you wanted, you had to go get it. Yeah, we didn't have extra money. And so I see all my friends with bikes and all this stuff growing up. I didn't get that. We had toys. It just wasn't always the best, and I've just always wanted the best.

And so as soon as I could, dude, I probably started selling pot at 14, 15 years old. And then I turned into the guy that started paying for everybody to do everything because I wanted people around me and, you know, whatever until I got too big for my bridges and learned a lot of lessons. Um, so, um,

That was kind of like my first hustle. Did you voluntarily leave the industry or was there an intervention? I learned a lot about finances at that point too. Like I was getting fronted, what it was called, you know? Yeah. And I spent some money on a street bike that I shouldn't have spent. And then there was threats and all this kind of stuff. And I had to like go to my pops and be like, Hey man, I need to borrow some money.

This is kind of serious. And so he lent me the money and I was done. Yeah. You know, see, I'm trying to teach my kids about credit a little bit different way than that. They all, my, my kids carry credit cards and you know, they charge all the stuff they want through the course of the month, but on the first of the month they have to pay for it.

And yeah, if you're short, I'd use some 25% interest or whatever they're short. - Yeah, dude. - And they, you know, you would pay 25% interest a couple of times before they're like, damn, this sucks. - Yeah. - So now it's very much within their means of what they earn. - That's why I only use American Express now. - Yeah. - Like the charge cards and then like the platinum and the gold or whatever for the benefits, but it's a charge card, it's not a credit card. So I'd pay it off at the end of every month. - Yeah, dude, if you're not paying your credit cards off every two weeks, you're doing it wrong.

Okay, let's talk about this. So, so you obviously didn't excel in high school. So there was no college was not necessarily on the horizon for you. So what did you, so did you always go out and just right into the carpet cleaning or do you have a couple of terrible jobs where you're terrible? I had quite a few jobs. So, uh, 11th grade, I got pulled out of school because of my anger problems in high school. Uh, I tested out, I got my GED, my good enough diploma. Um, and

I wanted my diploma. I missed one question, didn't get it. So I had to go get a job. My first job was at Del Taco. Okay. Yep. And it lasted about a week. I just have, I've never been good with authority. And I find that with most entrepreneurs, but I've never been good with authority.

Last about a week, I quit. I went back to selling weed again. Tried and true. Yeah, it lasted like a little bit until I ended up getting a job as a photographer for some attractions like up on the stratosphere at the top, the zip lines. Then I became a tour guide for the zip lines, like the flight lines out in Boulder City. They're closed now.

I don't know if you ever got a chance to do it, but it's awesome. The flight lines where? Oh, Boulder City. Yeah. No, I never did. It's closed now, but it was really cool. It was a great job. And then I ended up becoming a lot porter at a Ford dealership. And from the lot porter, I went to like a loop tech pretty quickly. And then from there, I went to a service advisor. And the service advisor was the last job I ever had. And by that time, so.

When I was 20 years old, my parents got divorced. My mom moved to Florida. When I was 21 years old, it was a Saturday, November 8th, 2014. I was at work and that's the day my dad died. So I was 21 years old. I was at work. I got a phone call from his boss and my dad was always a hard worker. His boss calls me on my cell phone. I didn't even know she had my number.

Calls me and goes, hey, your dad never showed up for work today. He's never missed a day in the 30 years, whatever. Yeah, we're worried about him. I just want to make sure he's okay. And I'm like, that's weird. So I call my ex who was at my house that night. I had worked super early. And I was like, hey, is my dad still there? And she goes, I don't know. I already left. I'm like, hey, can you please go back to my house and see if my dad is still at the house? She pulls up to the house, walks into the house, walks into my dad's bedroom. And she calls me and she goes, Robert, your dad's not waking up.

And so it's kind of a blur. Yeah. But yeah, I called 911. Didn't say anything to anybody. I left, went home. By the time I got to my house, my house is full of cops and paramedics. And so he suffered his third heart attack and passed away in his sleep. Thankfully, he was like peaceful, you know? Yeah. And they gave me like four or five days off of work, but it wasn't enough. I mean, it was just me and my dad. He was upside down on his house. I was helping him cover bills.

And like, so I have all this stress of a funeral where I'm going to live, like all this stuff. I tried going back to work for like two days. All I could do is sit in my office and cry. And I'm like, dude, I'm useless here. And they're like, sorry, we need you here. And I'm like, well, I'm sorry. You could pound sand. I'm done. So I quit and, uh, went to Sedona, Arizona for a few days, cleared my head and just told myself I'll never let anybody tell me what I can and can't do ever again.

Dude, it's so interesting because you hear that story. There's a lot of tragedy in that from the time you were 17 and this terrible stuff you saw and now you're 21 and dead. So many people, man, would just have gone in the tank at that point. You hear these stories like, well, this is the reason all of these reasons, all of these, the story is why I'm a complete screw up, right? You hear this. This is the justification for my behavior in being a drug addict and being a

self-sabotaging behavior that just gets me nowhere. So what is the difference in you, you think, that made you take that and use it as fuel instead of as luggage? It's just perspective, man. Life is just, everything in life is just perspective, right? Like you can look at a situation and think, woe is me, or you could just be a victor out of that pain, right? So it's like, I've seen

Throughout the tragedy, I've realized the main thing is I know that I could die tomorrow. I could die. I could leave this podcast. I could die on the, on the way to my office. Like I have a very clear understanding of that. Right. So it's like, why wouldn't you try? Why wouldn't you try and do something great? Why wouldn't you try and benefit other people's lives? Why wouldn't you try and give your kids everything that you never had? Right. So it's like,

Yeah, I could sit there in my sorrows, but that does nothing for me. And the thing that I fall back into a lot of times is like, I look at like emotions, anxiety, depression, and then presence, right? So like my...

of depression is living in the past, right? My perspective of anxiety is living in the future. Yeah. So happiness comes from the present and happiness is never a destination. How Buddhist of you. Yeah. Right. Well, I mean, seriously, that's Buddhist philosophy. And that's great. You know, I've, I've written some books. I don't, I don't pay attention too much of whatever it comes from or whatever. No, dude. Hey man, whatever works. It's so funny. I say it all the time in here, man. It's like you,

You know, you hear things in, in like, I'll say things even here in the podcast and I'll think, man, that was really profound. And then like every now and again, I'll tell you a funny story. Every now and again, I'll run into the person that said it first. Right.

Right. And I'll think like, like I just, cause it's just, if you, if you're a student of life and other people and you listen to what people say and you try to get the most information that you can to better yourself and those around you, there's going to be bleed over of thought process. And you can't remember where you heard everything, but I had Ari Mizell on here.

And a couple of weeks ago, Ari's great, dude. He's the master at efficiency. He's like the efficiency master. Literally wrote the book on it. And apparently I'd read that book at some point because I was like, here's what I like to do, Ari. I like to, you know, I turned all of the notifications off on all of the apps on my cell phone so I'm not distracted during the day. And he's like, oh, really? Where'd you hear that? And I'm like, I don't know. Maybe I thought I was like, or maybe it was chapter three. Top Readers.

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I was like, holy shit. That's funny. But it is. It's true. So listen, I say this. Never apologize for spreading good information, regardless if you don't recall the source. Never apologize. Always remain a student, man. That's like... Yeah, dude. Never apologize for that. That's good stuff. So...

Yeah. But, but, but again, man, so many people like would have, you would have used your story and spiraled the wrong way. And you chose to say, okay, look, I'm going to make something out of this. And that's the key though. Yeah. Chose.

You chose. Yeah. Everybody has a choice. You could do whatever you want. Like, it's like that old, like saying that your parents used to tell you, like you could do anything you want as long as you put your mind to it. It's true. Yeah. Just have to choose to do it. Like I could choose to be a depressed junkie and sit on the couch all day and do drugs, or I could choose to go make something in the world. Yeah.

Yeah. That's what I choose. Now that we're quoting other people, the movie Young Guns, dude, as stupid as this is, I always remember there's a scene in Young Guns where Kiefer Sutherland's talking about, talking to somebody, your past is like a paper book novel. When you're done with it, you throw it away and buy a new one. And I think that philosophy of being able to choose what happens next and not wallow in what happened before is really a difference maker for a lot of people. Yeah. Which is amazing. So back to your story, you decided not to

Not to stay in the job that gave you no bereavement time, which is a little crazy to me. Decided not to stay in the job. What was the first choice or what's your decision process now? I was trying to open up a restaurant. I wanted to open up. I started with the Capriotti's, but there was no allocation for any locations here in Las Vegas left at that time.

So I went to try to open up a Buffalo Wild Wings. You had to have a 750 K liquid. I didn't have that as a 21 year old kid. I did get $80,000 for life insurance. Most of that went to like bills. I ended up getting a tattoo done of his portrait and stuff. And I bought myself a truck. And then I went to a party one night and I was talking to my buddy and he goes, dude, you should just start a carpet cleaning business. I work for this guy that does carpet cleaning and he makes pretty good money.

and i was like absolutely not i'm not doing that a week went by and i was like i just i have to start something yeah and so i called him you felt the wheels starting to time to sink into the sand dude i had to do something yeah right i got to get some i get some ford motion and i tell everybody i'm like dude whatever you start doing it's probably not going to be what you end up doing you just got to start learn some lessons and you'll you know you'll adapt and transition yeah

And so I called him back up. I said, "Hey, give me your boss's phone number." Got ahold of him, went and bought like a whole truck and truck mount, box truck, no air conditioning. And I told my buddy, I said, "Hey, quit your job. Come teach me how to clean carpet. I'll guarantee you a paycheck of 800 bucks a week. And we'll try and figure this out." That lasted, I don't know, maybe like seven or eight months until I went broke. - Why'd you go broke? - I had no money coming in. I didn't know how to run a business. I had no idea what I was doing.

So I had, you know, my friends or whatever would pay us to do their house, you know, just to kind of help us out or whatever. But I mean, I'm knocking doors left and right. Nobody's doing anything. You know, I'm trying to get into apartments, all this stuff. And so it got to a point where it was like, I either need to shut down my business and go get a job. Okay. Well, hang on, let's back up. So let's learn, let's learn a lesson from this. So, so,

You hired your buddy to teach you how to clean carpets. Yep. But cleaning carpets had nothing to do with running a business. Right. So you'd have been better off hiring his boss to teach you how to run a business. For sure. Because honestly, the cleaning carpets, you could probably watch a YouTube video. But again, you know, young, dumb, naive. Well, here's the thing though. People don't understand that they think the process or the service or the product is so important and they don't understand that.

Understanding how to market it, understanding how to run a P&L and understanding how to actually make money in cash flow business, that's the value of the knowledge. The product or process can be applied to anything. It took me a long time to learn that. Thankfully, I did by hiring coaches and mentors and all that stuff. But yeah, so-

I went broke paying him and it was basically either shut down my business and go get a job or I have to let him go either way. He was getting, he was losing his job. Yeah. Thankfully he was super cool with it. We're still friends. He just went back to his job that he had previously. And I just started knocking doors as hard as I could. Yeah. Because he can always just clean carpets anywhere. I probably knocked the door here at, at some point because I was going to real estate and property management companies. My thought process was how can I get the most amount of work where

with the least amount of visits as possible. So property management companies, apartment complexes, those kinds of things. And so I went, got on with a couple of property management companies, started cleaning carpets until I got to like a thousand bucks a day. And I was like, all right, like I'm doing- Now I'm feeling better. I'm doing okay. Like my bills are paid, whatever.

But then, you know, life happens. I had a baby and then I started going broke again. It wasn't that I was losing business. It's just my, you know, my lifestyle increased. I had a child I had to care for and all this stuff.

And so I went to one of the property management companies and I said, hey, I literally can't pay my rent this month. Do you have anything I can do? And the license, the business license that I had was an R25, which is a handyman license. And it was like right place, right time. The property management company had a work order sitting on their desk. It was $2,200. And she goes, well, if you have a handyman license, you can go do this job. Our handyman just flaked.

I was like, yep. Took the work order, went and maxed out my credit card at Home Depot, got all the materials, worked in that house all night and made the 2,200 bucks. And I was like, maybe I have something here, you know? So we started working on properties, getting them ready to rent again, you know? You know a lot about it. Yeah, sure. So going in paint. Property preservation is what you're doing. That's what it's called in the business, what you're doing. So paint, drywall, paint.

tile repairs, carpet cleaning. And we added on maid services. That was a joke. Just anything I can get my hands on. Right. And all right, we'll stop for a second because this is another good lesson, right? When you're trying to scale a business, you can go deeper, you can go wide. Right. And what that means is to go, let's say you have one thing that you do, you do, let's just call it a painting. You're a painter, right? You can either go out and find five, you know, if you're doing a thousand jobs a year painting, right?

The only way to scale is to go out and find 2000 jobs a year painting, or you can find out what your customers that you're doing paint for what they also need. And then you can add other trades and other, and you can start doing bolt-ons that can help them, your existing customer base become a one-stop shop. For me, the best way to do that, I don't know what you did, but for me, the best way to do that is to find other people that are already doing that business and then say, Hey, look, I'll bring business to you.

We'll split the fee. We'll split the cost. I'll become the marketing arm. And then when you take over and you become 50% of their total business, well, then you say, Hey, look, let's become partners. How'd you do it? The lesson comes. The lesson comes. You got to trust me. The lesson. So we're taking the lumps first. Okay. Trust me. The lesson comes. All right. My buddy calls me one day and he goes, Hey, we fired our pressure washing contractor. Do you want the contract? Sure.

I went out and bought a $15,000 pressure washer. No idea what I'm doing again. And started cleaning these gas stations. I just started learning. YouTube University definitely helped me that time. I started learning, started learning. So I'm cleaning carpets during the day, working on houses during the day. And then I'm out pressure washing gas stations all night. I'm working myself to death.

And fast forward, you know, quite a few years, this went on a few years. My wife, again, I'm so busy. I have no time to pay attention to anything. I'm trying to, you know, run all this stuff. I have at this time, I have probably eight or nine trucks out on the road. We're doing bathroom remodels, all this kind of stuff.

My wife goes through my books without me knowing I was losing $20,000 a month and I had absolutely no idea. Whoa. There was so much money coming in and so much money going out. I didn't even know how to read a PNL. Where were you leaking money? Materials. I just, I just, I wasn't running a business efficiently. I was overpaying on labor. Insurance was crazy. There was not just one thing. Right. And so I,

She was like, you need to figure this out fast. But it was, it was like a constant game of robbing Peter to pay Paul credit cards. Right. So like everything that I was doing was pretty much on net 30 or net 45. So I'd get paid from those jobs, go pay off my credit card and then use that credit card to go fund the next job. And so it was just that constant game, but there was money coming in and going out all the time. It felt like I had money. Yeah. I didn't. Right. Right.

And so just in 2020, end of 2021, we shut everything down to just focus on pressure washing. And this is where that go deep or go wide thing kind of funnels in, right? I only had that one account, which was at that time, eight stores because they had acquired two more. And so it was like probably close to $7,000 a month. I was like, okay, I can live off this. Like I'll figure it out.

And so that was three, four years ago and now. - Well let's take a look. So you were doing all this stuff 'cause you went, you started going wide with everything that you could do. And did you start, here's a problem a lot of people have, is they like to take all of their income and dump it in one big bucket.

And then all of their expenses and dump them one big bucket when they do this. So they don't understand what's actually working and where they're actually getting their money. They don't understand like every facet of your business has got to make money. And if it doesn't, you got to get rid of it. And so the problem is people, you know, start dumping all of, all of the revenue from all these different little services into one bucket. And then they don't realize that they're losing money because of this, this, this, and you could cut back.

get rid of three of these things, save all of this time and still be as profitable or more profitable with less headaches. Yeah.

The CPA, hiring a good CPA and like a good bookkeeper to reconcile my books does wonders because now everything is like broken out. They started compartmentalizing revenue, didn't they? I'm like, oh yeah, well yeah. And we have other services now and I'm like, oh, okay. Like this is what's doing super well. This is what we can adjust. Yeah. So again, just massive learning lessons, but I don't regret any of those, right? Like I'm super happy that I had all of those fails, all of those lessons because now I know.

Well, you were failing successfully, as I like to say. Failing forward. Failing forward, yeah. Yeah, I'm failing successfully, which I've done in quite a few businesses myself, so I get that. That's cool. So when you really drill down now on pressure washing is this is the best bang for the buck of everything you were doing, which obviously having a good accountant and compartmentalizing these things helped you see that. Yep. So you started just with gas stations, and now you're like, I need to grow this. Yeah. How do you grow? Relationships.

Okay. Everything is just relationships, shaking hands and kissing babies. Yep. So again, same thing I didn't want, I don't want to be doing driveways and stuff. So we're a commercial pressure washing business.

So we service large industrial complexes, retail shopping centers, grocery stores, gas stations, hospitals, those kinds of areas that need to have that service done on a consistent basis regardless for two main reasons. So there's CAMS. You know what CAMS are? Community Area Maintenance Fees. They're paying that money regardless. Somebody is going to do it.

it might as well be me. And then there's ADA reasons, you know, coefficient of friction. If you know, let's say somebody walks outside and slips and falls, there's a thing actually called a tripometer that they can measure the coefficient of friction of your surface outside. And if it's above a 0.8, then you can get sued. You're liable. Does everyone know that they don't have commercial property? No, no, no. We're, we're working on the lunch and learns are a big thing. I don't know if people ever try and do lunch and learns here for you.

But lunch and learns are a big thing. That's your time to be able to educate the client, right? So we're working on framing all this out now and building out the educational portion of our business to where we start educating the client on a deeper level. Dude, I would make my marketing pieces for you. You're just brainstorming. Seriously, my marketing pieces would look exactly like the service of a lawsuit. Yeah. That's exactly what it would look like. It would say like, someone slip and fell.

Your coefficient or whatever it is on your sidewalks is X or whatever you said it was. And now here's a lawsuit. They're suing you for a million dollars at the bottom of it. I just say, or you can avoid all of this by having us pressure wash your sidewalks. Cause literally that'd be like, holy shit. And now they're reading it. And then they get, they might be mad at you. I don't know, but it would definitely get me to read, read whatever you sent me in the mail. The only reason though, like look at your car. Yeah. Do you want to go to a gas station and step out in some nasty shit?

Or do you want to like, you don't have to detail your car after you go to a gas station, right? Like you want it to be clean. So again, everything is marketing and marketing is everything. So it's like, you want to be able to attract good clients to your store so they can pump fuel at your store and make you money. Yeah.

So now, so, but, but now in that small time, right. Just since you, since you zeroed in on pressure washing, now it's been four years. Yep. You guys are North of seven figures in sales every year. Yeah. Yeah. And relatively still small crew. Yep. So what's the plan going forward? How do you scale it? How do you scale from here? Yeah. So it's, it's, it's so interesting. I love it. So, well, number one, we've added holiday lights, which is just fun. Right. That was my way to tap into a residential market.

seasonal, kind of fun. But as far as the pressure washing goes, we've been building all these crazy different systems to help us scale, which we've been building them by hand, right?

So basically we have a different tiered technician platforms. Once you get to like the third tier, you're able to go out on your own and train another person. So we have a two man cruise. Once that other person is trained to that third tier, they can go out on their own and add another person. So it's literally just like multiplying, right? So just separating, adding, separating, adding. Does that make sense? Yeah. Separating, adding.

Here's the question. I'm just trying to think of all the ways that if it was me, how do I market my...

How do I market my pressure? The commercial industry is so much different than the residential industry, man. Yeah. Well, I'm saying, but the commercial, like I, like I would maybe have a dude, I would maybe have the name of my company with a stencil with my phone number and I'd find a really dirty like parking lot or sidewalks in a shopping center. And I would just lay the stencil down on the sidewalk and just, yeah, we've done that. Just pressure wash it, clean out a thing. How, how, how expensive,

Yeah.

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Sign up for Greenlight Infinity at greenlight.com slash podcast. What's the equipment to test if the sidewalks are slippery? The tripometer is about 10 grand. I mean. But insurance adjusters are usually the ones that have it. Yeah, but I'm saying. I know. But what if you had it? I know. And you could like, hey, man, here's a serious risk. If somebody falls out here, you're going to get sued because here's your numbers. Like, I'll give you a free test. Yeah.

the free test of the tripometer. It's, it's, it's definitely been a thought process. Um, I just haven't pulled the trigger. All right. No, dude, this is what we do in here, man. I'm just sitting here trying to, uh, it,

it's definitely been a thought process. See, cause now I'm thinking I'll get a tripometer. I'll send out there and I'll start sending you leads. And then when my leads become 50% of your business, Oh, TRIB. Yeah. Tribometer. Yeah. It sounds better. Tribometer. Well, that's why I say this isn't really what it should be. So now I'm thinking, see, this is my problem. This, this conversation right here. Somebody asked me that day. They said, uh,

because I've made a commitment to myself to not go to any of my mastermind groups between now and when my book comes out. Why? Because conversations just like this, because now you're thinking about buying a tribometer and going out to generally leads for pressure washing business instead of what I would need to be doing. All right. Here's what we'll do. Because this is how my brain works. Here's what we'll do. Go ahead. You do that. Okay.

go, go generate revenue and then become 50% of my business will become. See, I don't need to do that because I need to focus on what I'm doing here. See, this is just so distracting. This is how my brain works. I'm just like, dude, there's a lot of money in this. All jokes aside, service business is it's never going away. Yeah. It's, I truly enjoy it. I love being able to serve people, serve our clients. Right. And it's so easy to just at least now add businesses to it.

- Well, dude, it is something that like, okay, for example, a friend of mine, buddy of mine, Todd Haskell. Todd, if you're listening, how you doing? Old friend of mine from back in the day from the restaurant business. Recently, and this dude was a lifer in the restaurant business. And I was so happy to see that he had quit, finally got out of it. He was a lifer at like managing restaurants.

I knew him a million years ago when I worked in corporate restaurants and he finally got out of the business and started a pressure washing business and he's just doing residential. And I thought to myself, man, that's great. And how, how,

how rewarding that must be for him after having to deal with a boss his whole life to now he gets to take care of him and do whatever he wants to do. And I guarantee just from watching him online, he's making more money than he was making running restaurants. Guaranteed. Probably. Just doing residential. So, you know, it's so AI will never replace what you do.

nope just won't happen you know i talked about chat gbt taking over the old power washing space which is awesome someday oh and there's also a big difference between owner operator yeah having a business but uh i mean there i'm sure you can relate to this some days you just want to throw in the towel you're like this dude this is a lot well i always say if you don't want to quit at least once a week and go work at mcdonald's you're not entrepreneuring hard enough but here's the thing but okay i'm gonna hit you with the kent clothierism here it comes ready

What would happen to your business if you just walked out the door for six months and didn't call, didn't do anything, just left for six months? What would happen to your business? Continue to operate.

That's what I'm talking about. So you have a company, not a job. A lot of people that own businesses think they own companies when really all they're doing is they're their own boss in a job. And you want to know what now for the first time in my life, it would continue to grow as well. It would continue to grow. Yeah. So you, you made some key hires over the last little bit. Who are the key hires? You make business development managers. Okay. Yep. Uh, sales operation managers, somewhat of an HR spot, I guess. Yeah. Um,

How'd you make those tires? How'd you find them?

I actually, for the operations manager, I went through a platform called Hirebus. Have you ever heard of it? So have you ever done like a personality test? Of course. So it's basically a platform. The operations manager cost me five grand. So I pay $5,000. It does all of the ad funnels and hiring for me, basically. So that's included with my ad spend on like Indeed and ZipRecruiter.com.

You put out the job ads. They do all of the pre-screening for you. So you only get the finalists. So they do like phone interviews, Zoom interviews, all these kind of different questionnaires. They have to do a personality test. It's called a right seat score. So you have to test a certain. And they help you come up with what those tests. Yeah. And so I get the finalists. Yeah. And then I interview the finalists. And that's it. It was five grand to get this done. Yep. And the amount of time that you say, dude. Huh?

The amount of time you would spend with that is insane. And getting the right person in the right seat is so important. - So important. - Nothing will sink your business faster than having the wrong people in the wrong seat.

But let me say, I want to shift gears a little bit now because you and I have a similar kind of issue that we deal with very different, but the same, um, and both challenging in itself, which is for those of you guys that don't know this about me, I suffer from something called trauma, general neurology. It is a neurological disease where for periods of give or take six weeks, uh, don't know when they start, don't know when they stop, just shows up, takes off.

effectively if the wind blows on the left side of my face, it feels like a taser is touching me. I literally am getting electrocuted on the left side of my face. They call it, I have the suicide ailment is what they call it is the name for it. So yeah, it sucks. And, and recently, Robert, I know last year we talked about it, but, but you got diagnosed with a neurological disorder as well. Yeah. Yeah. So in 2023, end of July of 2023, yeah.

Actually, because my son was born July of 2023. So two weeks after my son was born, I got diagnosed with multiple sclerosis. Yeah, because we were on the boat. Yeah. Yeah, I remember that. Yeah. Right before that happened. That was actually, I think, the day before. Day before, yeah. Or no, no, no. The day...

It was like the day before. Yeah. It was right before. Yeah. That's crazy. I forgot about that. That was right before. Yeah. We went surfing on your boat. That was awesome. Um, but yeah, so July of 2023, my son was born. Um, and basically two weeks after he was born, I started losing vision in my right eye, not losing, but it just went super blurry. Um,

And, you know, I got diagnosed. Yeah, there's a there's a long story to that. I don't know if you're trying to get in. No, no, no. Well, no. I mean, the point being is this is, you know, again, it's about what you choose and having this stuff that pops up.

You know, you can use it as fuel or you can use it as, as, as luggage. And it just depends on what you, it's going to go on the trunk or the tank. Check this out. So I was in the hospital for six days, right? Spinal taps. They pumped me full of steroids, solumadrile. That was the worst part of it. Two days after I got out, I was on a plane to Nashville for a business convention. Yeah. Cause you just got to keep going. Yeah.

I mean, life's going to hand you a bunch of weird things, man. You just got to keep pushing through it. Yeah. I mean, and you know, we were just talking before this, it's happening again right now. Like today's like day two or three where my vision is starting to get super blurry and I have a bunch of pressure in my eye and I'm sure the headaches are on the horizon. You know, they're coming. Um,

But dude, like I still went to the gym this morning. I still made it here this morning. I'm still going to go work my ass off today. It's just like little speed bumps. They slow you down. They don't stop you. You know what I mean? I don't know. I don't, I don't, I mean, it's a little bit different, right? Like I deal with fatigue, loss of vision. Sometimes the fatigue is probably the worst for me. You deal with,

feeling like you have a hundred volts. Yeah. It's definitely an interesting thing, but at the same time, I don't like, even when it's going on, I don't call in. Like I'm, I'm still here. Yeah. I'm still working. I write down. I've, I've now, I have a note on my phone that explains what's going on. So when I'm out in public and it hits me and I just have to stop for a second and I just show people the note on my phone. Oh, do when it hits me like, like for that 45 seconds, I, you can't do anything. You're being electrocuted.

That's crazy. Yeah. So the fact that I can barely get my phone out of my hand, it hurts like really bad. What were you doing when like this? Were you the first time it happened? Were you in a meeting? Oh no, dude, I woke up and I wrote, I woke up, I rubbed my left eye.

and got shot out of the bed. Like I, like I just licked, like I ripped the cord out of the lamp and licked it. What? Yeah. I thought I had a stroke. I'm like, did I just have a stroke? Like, cause you don't know, right? It's just so weird. So I immediately Googled, touched my face, got electrocuted and it came right up. I knew what I had before I got diagnosed in 15 seconds. So did you go see a neurologist? Oh dude. So many neurologists. So many. Yeah. So many.

And now for me, luckily there's a surgery they can do. So if it sparks up again, they're going to cut a, they're going to cut a quarter size hole out of my skull behind my ear and then go in and essentially just kind of wrap duct tape around that nerve is an easy way to say it. So it doesn't happen anymore. And I've already met with the surgeon and he was very calm about it. He's done it many times, but yeah, that's just, it's no way to kind of to live. Cause it's the, I mean, it's not like you smack your face. It's like if the breeze gets on it, really like the dude, but the first time this happened, I,

two years ago now the Knights were going we're in the playoffs walking from valet at park to the arena and

when it was windy yeah it was almost impossible what yeah i'd had a hoodie i had to wear a hoodie to every game and i'd hold it down trying to keep the wind off my face i had to hold it down over my face trying to keep the wood on me yeah i'm glad you're doing better now yeah i'm good right now life is good now i was well but yeah but no but dude the message is you know i think the reason i want to talk about that is so many people again man

You're either looking for an excuse to succeed or excuse to fail. And I think through the course of your life, you've always found a reason to succeed and nothing is going to stop you no matter what it is. And I think there's some magic in that. And I think if more people had that, there'd be a lot happier people on this earth.

I mean, I think, I forget who says it, but I mean, you can have success or you can have excuses, but you can't have both. Yeah. You know? I think it's every father on the planet says that. Yeah, probably. But I don't know, man. It's like, I don't focus on anything besides...

like where I'm going, you know, like my ship is headed North. You can get on the ship. I'm not trying to pull you. It's just like, it's, it's going to happen. It's not, it's not if it's when, you know, are you somebody that has written goals? Do you write your goals out? Do you do that? No, I don't, I just, I don't feel like I need to write them down cause I just visualize them so heavy. Okay. Like I could, I could, I believe in manifestation. Like, do you know the red car theory? Yeah. Yeah, sure. So,

Say it for those of you, for somebody who might not have heard it. It's a red car theory. It's like if you drive a red car, you're going to drive around and you're going to see red cars everywhere. Like I drive a lifted F-350 dually. I see them everywhere. I don't know if you see your cars everywhere. I don't see a lot of my cars everywhere. But when I do, I notice. Yeah, right. But that's because it's what you're focused on, right? So it's like I try not to let these little things affect my day. Like...

Andy Frisella says your bitch voice. It'll pop in my head for a minute. I'm like, no, I don't need that. This is what I'm focused on. So I just focus on where I'm going, what I want. I can visualize. I could see myself being in the house on the vacations with the vacation houses and the cars and the perfect family and all that stuff. Nothing's ever perfect now.

But the visualization is there. Bro, I'll give you a freebie. It's one of my favorite uses for chat GBT. I have everybody on my team do this. You know, people used to make vision boards where they get all these magazines and they cut bullshit. Yeah, that ain't exact enough. Dude, you can tell chat GBT to create an image of exactly what you want. Like exactly what you want.

the right color, the right, this, the right, this, you can put you in it, can do whatever. And then you have those images. If you go to the gym at my house, I've got a whole wall of visualizations of things that I want to come true. And in a bunch of like, I take them off because a lot of them do. Right. Cause I,

Every morning as I'm on the treadmill, I'm looking at those things and I'm feeling like what it's like if they're actually have already happened. Right. But that is like one of my favorite uses. So even if you're not like a big goal writer outer dude, use that bro. Especially if you're visual and you like to visualize that use chat, GBT and just like, Hey, this is what I'm trying to achieve. Chat GBT is starting to be a game changer for me.

Bro, I... Like crazy. I use it every day. Have you built out... Well, you have a bunch, but have you built out like your own personal assistants? Oh, dude, I have nutritionists. I have...

my chat GPT, I have a nutritionist on there that knows my macros and everything I want to eat. It's like, I used to track all my macros on my fitness pound stuff. Now I just take pictures of what I'm eating and it automatically tracks the macros. And then towards the end of the day, if I like need to hit a certain like level of stuff, I take a picture of what's in my fridge and I take a picture of my pantry and it tells me what to eat. What? Yes, dude. It's,

And then like, so in that nutritious thing is also does my workout. So I'll take like progress pictures of myself in the mirror from the front and side, say based on my progress pictures, alter my workout to improve the areas I need to work, do

So chat GBT is my trainer. It is my nutritionist. It's everything. That is crazy. It's wild. Did you have to do a bunch of prompts for that? No, I just told it you're my nutritionist. And like literally the first time I said, like, you know, I've liked, I'd like to scale with like all of the stuff on it, like BMI and fat percentage and all that stuff that shows you the visualizations of everything in your body with the scale.

And I just put all of that data into it. I said, you know, I'm 53 year old dude. I'm six, four. And here you go. Here's my weight. And here's all this. Here's my BMI. Here's my fat. And I want to, this is where I want to go. Give me a diet. They'll get this on a workout plan. I get there and I give it. Yeah. But okay. That is a key though. Like you have to give it all of the details. Yeah. Yeah. You can't just say, but dude, you can take a picture of yourself and say, I want to have a perfect physique based on what you see. What do I need to do?

That's crazy. People, people don't see. That's the thing that people aren't using enough of chat. GPTs are not uploading images into it. They're not turning the camera on. That's where the magic is to be a carbone.

And I took a picture of a half-eaten plate. Top reasons your career wants you to move to Ohio. So many amazing growth opportunities, high-paying jobs in technology, advanced manufacturing, engineering, life sciences, and more. You'll soar to new heights, just like the Wright brothers, John Glenn, even Neil Armstrong. Their careers all took off in Ohio, and yours can too. A job that can take you further, and a place you can't wait to come home to. Having

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Sign up for Greenlight Infinity at greenlight.com slash podcast. Spicy rigatoni. And I was like, oh, I forgot to track this. And it was like, oh, you're at Carbone. Uh-uh. Yes, dude. It knew where I was. I think that's off my phone knowing where I was. But it knew where I was. It knew that was spicy rigatoni. It looked on their website, found the nutritional content for it, and then logged it. Wow. That's crazy.

The easiest thing that I've found as far as like the business side of using chat GPT for me is like basically just asking a bunch of questions on what I want. So like I built out two different personal assistants, a life personal assistant to make sure I'm more present and you know, um,

just being the best father I can present with my family, all that kind of stuff. And then a business assistant. And I basically just said, these are the two assistants I want. I want you to help me with this, this, and this, what prompts do you need to know in order to help me curate this? And then it just listed a bunch of questions. I copy the question and then I just paste the question and answer it, paste the question, answer it. And I have like two personal assistants that,

I did something similar with a life coach thing. I said, I want to find blind spots in my life of where I can improve. Ask me 200 questions in every aspect of my life, like 50 in each, in four different aspects of my life, and figure out where I can improve. And dude, it asked me 200 questions about family, fitness, faith, and business. And it spit out a manual of what I need to work on. Wow. Like an 80-page PDF if you need to work on it.

Dude, I have loaded data from our company into it. Like all of our sales data, everything into it. I load our P and L's in where, you know, analyze this, your, your job as COO, tell me where I'm leaking. Tell me I'm doing this. I mean, if you're not using that for everything you do, you're nuts. If I have a difficult situation with an employee, I'll say, here's my situation. What should I do? Oh yeah. You know, because I've negotiated contracts with it. Everything. It's wild. Do you have any kind of fear?

No, I don't. In the space that I'm in, I don't. In real estate in general, I do not have it. I mean, with ChatGPT. Like it taking over the world? Well, just like uploading all of your information. I mean, I've uploaded like P&L sheets in there. Analyze this. Where can I improve? Because here's the thing. What could somebody really do with that data? What could they really do with the data? I think if anything, the fear should be from – I think you're already seeing –

If I was India, I'd be very worried. Pakistan would be very worried because all the outsourcers are done. Oh, yeah. I mean, they're just data entry outsourcers. You're cooked. I wonder how VAs are doing. You're cooked. They're all cooked. I have old VAs that I used for years, like constantly emailing me. Sir, please, do you have any work? Because now I've just automated so much of what they used to do.

With GPTs or with the automations you can run within Google, that network within Google Sheets and everything else, I've just automated so much of it that I don't need him anymore. I mean, dude, my brother-in-law is in the software business. And full systems that it used to take him months to spin up for people.

He can spin up now in a matter of a couple weeks with no help. - It's crazy. - Because he's just telling it and it's just spitting the code out. Like, and out it comes. It's wild. - What businesses, like top five businesses do you think that AI is not going to affect? - Not going to affect. Well, I can tell my kids all the time, right? Like the number one thing I try to teach my kids is by the time they are adults, and I'm talking about 30, right? My kids are 17 and 15. By the time they're in their 30s,

The skill set that will be most in most in demand in this world is the ability to look at another human being in the eye and connect with them on a visceral level. If you can do that because their whole generation is heads and they're all like this, right? The ability to communicate with another person and reach them is still going to be in very high demand. But like real estate, like what we do.

And this is not a shot at people that are listening to this and say, well, that's not true, blah, blah. Why, you know, like you look at what...

orbits did to the travel industry. Like people kind of stopped going to travel agents as much. I still love a good travel agent, especially if I'm planning an elaborate trip. I love a good travel agent. So they just can't be replaced. But that industry as a whole got, got, got condensed because of orbits and those, those, those, you know, travel websites. Um,

The reason that I don't think real estate will ever get replaced like that, like Zillow trying to create an end-to-end seamlessly agentless transaction, it'll never happen. And here's why. Because the majority of people on this earth, when they're making the largest single financial transaction of their lives, they still need somebody there to tell them it's okay. Most people.

they want somebody to say this is the right move yes there's a hint there's a certain fraction of the population that can do this without real estate i understand that but a lot of people still like somebody to say this is the right move like i don't know about crypto but i know a handful of dudes that know everything about it and if i'm going to trade some crypto i want them to tell me it's okay would you argue asking ai

If this is the right move would be a more beneficial thing. And the only reason I'm saying that is because it was on a commercial side, but I had it. I had chat GPT negotiate my commercial lease. No, which is fine. But here's what you have to understand. Chat GBT again at this current iteration, and it may become cyborgs. I don't know, but it does not have the ability to look another human in the eye and connect on a visceral level. True.

Whereas I can look across the table at a first time home buyer that's scared to death. Am I doing the right thing? And because of my heart, I know it's the right thing because I've done this 5,000 times. I can tell them, guys, this is what you need to do. And they believe me at their core and everything is okay. Until a computer can replace that interaction, I'm not worried about it. I think it makes good people better at their jobs and it will eliminate the people that suck. Yeah. Okay. So real estate? Yeah. What else?

I think as much as it can do for law, I think as much as it can do for contracts and everything else, I still think a good lawyer is worth his weight in salt. I think medicine, you're always going to need people to say this is okay, even though I think you're going to watch the advancements in medicine go away.

in the next couple of years. Dude, my good buddy Nick sent me a thing yesterday and it was a company where now it's full genetic testing and they can create an AI replicant of you in cyberspace from your genetic testing and then based on, they'll do your blood work every six weeks and then they can say this perfect version of you should be aging at this rate and

versus the real you and then they can make changes in your genomes with peptides based on what's going on and it's like five or six grand a year and my response no i think the full service is like 12 grand a year and my response back to him was in three years this is going to be 49 bucks a month yeah like that's how fast this is going it's quantum leaps you know you see i think you're going to see i think you'll see cures for some of this stuff hopefully things like als hopefully things like ms

We'll get cured because the computer can just compound and interact the data so much faster than we can. Have you dove into, what is it called? Worms. What is it? What? Little worms inside your brain. Little worms in your brain? Not maggots. Nope. You're losing me here, buddy. I don't want the worms in your brain. Do you want the Neuralink? No, no, no.

medicine as far as like you eat sushi or whatever there could be. Oh yeah. Yeah, sure. I'm drawing a blank. Parasites. Parasites. Thank you. Of course. Yeah. Yeah, of course. There's a bunch of new studies coming out saying that like MS and other neurological issues caused by parasites. Yeah.

Wow. So I actually need to go down there today. But do you like a parasite cleanse? Yeah, dude. I have friends that have had all of these crazy issues. They go on this huge parasite cleanse and they feel better than they ever have in their entire life. And they're literally urinating out parasites. Oh, my God, dude. I'll try anything like that. Like, I'm game. I'm your huckleberry friend now because, dude.

I believe that all of the things that we've been putting in our body and the environment is trying to kill us every day. Oh yeah. Firmly believe that. Right. Look at testosterone. Yeah. What was the average of testosterone back in the sixties? What do you got? Probably like 1200. Yeah. Now it's 400, 300. Yeah. Yeah. You know, and like, but what does that come from? Diet, diet, you know, a lot of the women back then weren't on a birth control.

So the pheromones that they're releasing aren't as often or frequent or strong. All of these things are like, I mean, I'm not even going to get into the whole, because neither one of us is qualified to talk about it, but that's okay. Well, dude, look, man, I appreciate you coming on and telling your story. I hope it's,

inspirational to somebody that's out there that's trying to start a business, man. You can just do it, man. Just try, especially when you're young, right? Because even if you fail, you got plenty of time to figure it out and try again. Yeah. I mean, what's the worst that happens? You end up where you are. Yeah, exactly. What's the worst that can happen? You stay exactly where you are. And with that note, we'll see you next week.

What's up, everybody? Thanks for joining us for another episode of Escaping the Drift. Hope you got a bunch out of it, or at least as much as I did out of it. Anyway, if you want to learn more about the show, you can always go over to escapingthedrift.com. You can join our mailing list. But do me a favor, if you wouldn't mind, throw up that five-star review, give us a share, do something, man. We're here for you. Hopefully, you'll be here for us. But anyway, in the meantime, we will see you at the next episode.

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