From SBA Loan to High 8-Figure Exit

It wasn't, I wanted money, but it was really like the driving force was protecting the business, making sure the mothership could stay afloat, you know, in any sort of storm. And so with that, what that meant for me was I like invested a lot into marketing because I wanted to get the word of mouth out there and I controlled all of the marketing.

So I worked with Google and Microsoft and Facebook and they all have teams in house that will help you run your campaigns and we'll tell you, do you want to try this? Do you want to try that? And so what that did for me was two things.

That, that I feel like will save a company 10 to 20% of their marketing spend. Because I think agencies typically take around 10 to 20% of your spend is, is my understanding of how they will work. So one more of our dollars went, more of our marketing dollars went to marketing.

And then coming from outside the industry, everything that we put out I obviously had, I approved it all. And so for me it was like, well, I felt like if it makes sense to me who didn't really know much about this industry, then it might make sense to somebody like you will, that doesn't know a lot about H Vac as well. And so that was a big component of it.

And then I, I early on learned sales as well. We had a sales guy that wasn't performing well. I go to the owner, the old owner, and I said, hey, he's not doing well.

Would you teach me how to do H Vac sales? And by now, by that time, him and I had had a pretty good relationship because I really was. 7am I'm there. I was 7 to 7. 7am to 7pm I was generally one of the first people there and generally one of the last.

Unless a crew was working late on a job and they, you know, they got back at like eight or something. But for the most part, I was there all the time. And it. So that bought me a lot of respect from not just the team members, but the old owner.

So a lot of people at that company were willing to invest and help teach me. If folks needed something on a job site, I'd run them out on the job site. So when I asked the owner about teaching me how to do sales, he said, sure.

So for like the next 30, 60 days, half the sales calls that came in, him and I would go on and we'd go together and he would teach me about the ductwork and airflow and he'd like, you know, look at these. Count these registers, open these up. Here's how you size up windows.

Here's how you do a load calc on the house. And so reading the nomenclature on a, on a furnace, air conditioner, heat pump, I can look at it. I could come to your house right now, Will, and I could sell you a system.

Like, did they. I could size up your house, be like, here's exactly how much airflow you need. So that's how much I leaned in. So you take that, you couple it with the marketing and just things started to come together for us. Where.