So franchisors typically operate at scale when you get to a certain amount of units and

royalties are coming in. So remember, you know, my franchisees, what's great is they're going

to compound. Their business is going to grow year over year, right? So our 7% grows with them.

Right. What's nice about franchising, it is somewhat like a technology where, you know, as our,

you know, if you want to call them cohorts as, as franchisees join us, they need a lot of support, right, when they first buy.

And so, you know, I've got 12 people on the team for 30 franchise owners.

It's unheard of.

There's brands of 300 locations.

They don't have 12 success coaches and people.

We are franchise owners because we're adding so many so quickly,

they all have immediate problem fires every day, three, four times a day, six months in,

they have different problems a year and they don't call as much, right? And we still support

them but in a different way. And so for us, it's a pretty capital intensive business.

You know, you mentioned, I mean, I went into this with, you know, several millions of dollars in infrastructure before we ever even saw a dollar

come in. Welcome to the home service expert, where each week, Tommy chats with world class

entrepreneurs and experts in various fields, like marketing, sales, hiring, and leadership, to

find out what's really behind their success in business.

Now, your host, the Home Service Millionaire, Tommy Mello.

Before we get started, I wanted to share two important things with you.

First, I want you to implement what you learned today.

To do that, you'll have to take a lot of notes, but I I want you to implement what you learned today. To do that, you'll have to

take a lot of notes, but I also want you to fully concentrate on the interview. So I ask the team to take

...