He launched a sweaty startup in high school. Now he'll be a millionaire by 18

today we're trying something new we have three high school students ninth creators tenth creators eleventh graders that all are running their own business while they're in school and not just like oh here's my idea these guys have real revenue tens of thousands of dollars in profit that they're making as you out of fourteen year olds it's crazy and so we invited them in we're doing office hours with them so they bring us their biggest problem and we try to help them solve it in like ten minutes and whether you're a high school or a college student or you're just running your own business i think there's gonna be something in this for everybody because there's a beauty of these kids who they're like i just don't know anything but they're crushing it yeah it there's a lot of people who listen to this podcast podcasts that wanna start something and they overthink it and there's a beauty to being ignorant and these kids are ignorant and because of that they create amazing stuff and i think that you should steal that added i feel like i could rule world i know i could be what i want to put at all in and like a days off on a goal travel never looking back alright we're doing some the font today we have high school students who have existing businesses they're running businesses they're making a lot of revenue they have making money and they're here for office hours and this is all part of our buddy na who's here with us he's running this new thing called the formidable fellows i think not this is like a pre precursor you you wanna launch a school someday a new school for entrepreneurship and this is kinda your your mvp is that right you started giving out grants to middle and high school students yeah so we're building a national work of schools of it takes a while to build physical schools so my friend raj and i started something called the formidable fellowship and yeah we kinda i think like gen z's is probably gonna be the most entrepreneurial generation and we saw a lot of them out there and so we started a profit with five hundred k were given thousand dollar grants to middle and high school entrepreneurs and so kinda i just had our first class had twenty three grand ts you'll meet three of the great ones today and yeah you know kind of along the way other awesome entrepreneurs their mesh from hubspot sean and g from industry dive a bunch of other folks have been contributors so so now we've got you know even more capital to give out to these young entrepreneurs this is like your second mountain so basically you started a called cb insights that is in the range of a hundred million dollars in revenue or something like that now is this like your this is what you do after you've made a bunch of money and you wanna impact the world positively besides creating you know business intelligence tools yeah it's it's a second it's it's the second mountain i think that's a good way of putting it right i think like if you could build a system that increases human potential like that's a pretty tremendous thing to do and i think we can do it in a way that we'll make money and eventually rival the public school system that's our goal alright well five hundred k and how you find these kits so they reached out you reach out to them how'd do you find all these founders yeah we reached out to a lot of entrepreneurship teachers at schools and that was i think primarily the way a little bit of social media some parents who found us on twitter and linkedin but yeah i think a lot of them just you know word to mouth and so yeah we got a few hundred applicants the first go around you know qualifications where you had to have revenue so that was kind of a hard filter we had there's a lot of folks who have sort of a dream or they're starting something to burn a college application and we didn't want that we wanted people who were actually building and so yeah we narrowed it down pretty quickly and found you any revenue in middle school or high school i barely had facial hair yeah it's pretty insane like when i was a kid in in grade school it was like make a business plan and like fake present it to a board of directors and you think that like like you know what i mean like dear board of directors and it was nonsense and i'm seeing their bios and this is so much more interesting than what we were doing what were you i mean at that fourteen i don't even think i knew what that word entrepreneur matt yeah definitely didn't my business plan was like mac cheese but double the cheese that was the whole big alright so we're gonna do this we're gonna see what we got they're calling in literally from school by the way which is hilarious like someone came on and their lunch they'll bell for like recess game water or something that was amazing alright so let's try this out let's go lincoln alright my name is lincoln snyder i'm a senior at lake dallas high school my business is sunshine exterior so we clean windows gutter power wash fence staining and holiday lighting we're located in dent texas the main goal is to help the homeowners project their investment obviously i'd have a clean home year round my business is two years old last year we did sixty thousand dollars in revenue at about just above fifty percent margin hold on pause real quick sam do you know why he's good did you hear what he did there that was some sophisticated high level stuff he just did where he goes he's talking about cleaning gutter and he because we opponent and homeowners protect their investment i didn't say we clean your gutter what's the biggest investment in your life your home wouldn't you wanna protect it wow lincoln i'm already impressed continue yeah so last year it is fifty thousand at just above fifty percent margins this year i plan to grow by a hundred and fifty percent to a hundred and fifty thousand dollars so you've made thirty thousand dollars as a junior in high school is that about right i was a senior it was this year this year okay well not well but yeah twenty school year yeah yeah okay wow alright that's that's wild so just just to recap you go to homeowners you'll power wash you'll clean their gutter you'll clean the windows you'll put up christmas lights whatever you gotta do home services and you did sixty thousand last year as a high school senior and you're think you're gonna do a hundred fifty this year that's that's the correct correct alright yes and then so it's me and i have two ten ninety nine sub contractor employees so right now i'm completely off the fields so that means that they're doing all the jobs and i'm the one in charge of booking scheduling finding the clients and how do you do that lincoln how do you get customers so primary acquisition source right now is next door it's a neighbor platform with surrounding communities hey kinda we we complain about stuff all the time on next door you no need to explain yeah yeah so yeah i kinda go on there my angle is i'm a local high school student i own a window cleaning pressure washing we do those services if you like a free estimate check out our website we'd be happy to give you a quote and lincoln how do you do that because my understanding is you can't post on next door unless you've been verified as having an address or you got a postcard card that shows you live in the neighborhood they don't want people from outside the neighborhood best day how do you do that is that a new feature or am i just out a little list so i posted just my neighborhood okay so i guess in that area i am confined to my my neighborhood on that app but it's been enough homes to keep me busy i think we got maybe ninety customers last year off the next door just between margin dude if you're listening to helping people i hope we had on this pod saying i don't have an idea i don't have this you know this doesn't scale all this bullshit his eighteen years old they made thirty grand and it was from posting on next door in his neighborhood of his own personal neighborhood yeah that's insane that's and by the way how did you hear about you know ana nun is a tech guy in new york city how does someone in texas who does power washing here about this internet shit like i was doing fortunate so there is a teacher who's a part of a teacher blog and i'm not well known but some of the people at my school know that i own my own business and do a kind of power washing window cleaning things like that and so she told me about it and then i submitted my application and wow this is cool dude okay so what's your question before i start brainstorming because i'm i'm fired up alright so it's it's a pretty deep question i'm trying to figure out how to reliably acquire customers through paid advertising my current struggle is advertising on a small budget and not having the skills my question for you guys is should i pay to acquire those skills through paid courses so far what i've been doing is kinda trying to learn on youtube i don't think that it's in enough to learn fully so i think that i might get more out of paid courses and content seminars whatever that might be or do you think that it would be smart you just allocate a semi large budget to paid advertising and learn the skill on my own and kinda have to figure it out as i go alright i got a bunch of opinions sam you wanna go first do you want me to go i have a bunch of opinions i think yes to all yeah basically yeah do do all i don't know what your definition of a large bunch of it is the best way to learn is to do it and a a lot of people will shit on online courses i think that's nonsense most of what i've learned in this internet world has been buying an online course i bought a copy course that changed my life i would i would i would suggest you do that i don't know what the course offerings are but if there's a local services paid marketing course one hundred percent do it i don't know what a lot of money for you is but if you have to spend up to two thousand dollars as long as it has good reviews do it by the way i think if you emailed anybody who runs that course you say hey i'm eighteen years old i badly wanna learn this i don't have the cash to be able to put that up or you know i'm willing to pay it kind of next year using the profits of this and i'll be your best testimonial for you you know i i think you can get those courses for free out of goodwill so so i wouldn't even let cost be a barrier but like sam said i think learning is an attack on all fronts so you've you've you've done the right thing you've figured out what to learn and if you're committed to being obsessed with it it's do it yourself then it's watch for youtube stuff then it's do a paid course of some kind buy a book whatever and then the the the last one you didn't mention that i would do is want helped me when i went into commerce so five years ago i had never done a e ecommerce physical brand before and i had never done paid ads before and fast work to now you know i probably run forty fifty million dollars of paid ads and gotten pretty good at it and so what's what was the learning curve one thing that really helped me was instead of just going straight to a course i started doing it myself so i had my bearings that i knew what i didn't know on a very low scale budget and then what i did was i found somebody who already was winning with that method so i found either a friend or for somebody nearby and i said hey i really think you what you're doing is great i'm young i wanna learn and i basically went and i said can i come by for the day and i just wanna ask you a couple questions about paid ads and they're yeah sure come over and then they come you come over and then you end up opening up their facebook ad account with them and you start asking them questions and if you do it right and if you're an earnest genuine person you're likable like it seems like you are you'll find somebody who will also give you that kinda like real world real time type of mentorship and they'll just tell you the ins and out and they'll also tell you oh your out account got shut down email this guy or hey that's normal here's what happens right so they'll tell you stuff that you can't find just you you know generically on the internet so i would also do that but it's a war on all fronts when it comes to learning you should be doing all of them and then the ones that are giving you a more rapid rate of learning do more of those less of the others as you go you'll figure out what's do it work for i would also suggest so i'm looking up next door next door is not a big company if i had a guess they have a thousand employees or less i would google next door account manager or i would go to the top i'd google next door cmo or next door director of marketing something v vp or above and i would email them and i was explained this is what i did i got i just built a business that is about to it is doing six figures as a senior in high school i'm gonna advertise on next door do you have any type of first time customer credits and i would bet a lot of money that they will give you one to two thousand dollars in ad credits on next door to learn their platform and then i would do the same thing for what's the other one sean that the guy started athena started t thumb tac the same i would do next door thumb pack i would email as high up person as you can in marketing probably start you run next door ads yes so that was kind of part of my question what i did last year for christmas light installation i really you do that too i do if you need christmas flights hey i could fly out if it if the price works out but yeah so i ran the ads and they did they did extremely well which kind of it it's almost frustrating to see that it worked and then now i can't get it working again but i think that's kind of with paid as it doesn't work for a while but when it does work it explodes pay ads this is a constant game of cat and mouse it's constant iteration constantly trying things constantly goes up and then goes down it that's that is completely normal for paid ads but it's you know the you just have to zoom out and say wow this is a magic money machine i'm putting in a dollar and i'm getting three back out every day this is incredible how do i do more of that and so that's totally normal yeah i think sam's idea of like reach out to their marketing team and find their account rep and be like hey i'm okay kid i got this great story i wanna learn this where do i who learn from who's the smartest at this can you help me do you guys have ad credits available i would love to be a testimonial for the same sort of thing again use your assets to try to get it to make it happen if you need help by the way i think i know people at next door that i might be able to connect you with so okay so that's by the way hold but before we move it on from that don't do what we're saying first the first thing you should do is you should type out a letter and you print one thousand copies on your printer at home and you get an and and you wanna make this look not professional i don't want this to be professional i want it to be a typed letter from you that's a shot a paper clip photo of you like on the on the thing or like not like a big company act like a senior in high school i act like a mature senior in high school and printed it out fold it up put it in an envelope and go and put that in a thousand homes and i went that i want you to google the gary hal dollar letter so it's the there's a famous copywriter gary hal and he wrote this letter and he staple her paper clip a dollar bill to the top of it and that was very attention getting people had to pick what is this why is there a dollar on this thing one dollar right one dollar took his like open rate and his read rate from you know zero to to ninety five percent type of thing and then he wrote this letter you could do your version of the dollar letter i think that would be tremendous successful so i think sam idea is great here but i think there's even the that you do before that which is you already have something working or giving any new ideas why don't you advertise why don't you go do yelp ads craigslist whatever you already figured out that you could go into a communities next door type something and and what was this sixty thousand dollars came out the other side so how do you just do that again in the neighborhood next to years can you find a friend or a kid in that neighborhood say i will pay you a hundred dollars and you were gonna type this message in your next door on this sequence because they they can post because they live there right and so go get activate basically your brand reps your affiliates to just clone the script you did in your neighborhood in the two neighborhoods next to you and see if that gives you another sixty k per neighborhood yeah so i'm doing something similar i'm not sure that i would say it exactly the way i'm doing it because i'm not sure it's that's necessarily the right way to it because i know that next where you're really supposed to be a neighbor in the community but to your point i am doing hat is gray my friend had is gray i'm good with that i i'm at that a region i'm kinda going by radius of different next door neighborhood communities and going from there yeah you're hacking in the system that's good you're happy assist right can we yeah just become your angel investor real quick and absolutely i kinda wanna see where the story goes over the next two years this is gonna be kind of insane lincoln have you heard of do you know a guy named brian sc have you ever heard that name sounds familiar but google you should google this guy he started very similar to you it took him years and years to get traction ten years to get traction now his company called one eight hundred got junk and he whole he wholly owns it and it does a billion in sales a year so he's a billionaire you should you should write him he's a or i can introduce you he's a friend of mine and he will absolutely talk to you but you you just kinda shut up and do this for about twenty years and the results are gonna be pretty great yeah yeah that's how this business works right you just kinda put your head down and get after it yeah but the beauty is you don't know it's twenty years at the beginning you just think it's just right around the corner and you just think it's right around the corner for the next twenty years well he can get rich you you're gonna get rich as you go if you own the whole thing like these companies can be great if you if you do it right are you going to college it sounds like you graduated now or you're about to graduate i'm about to graduate i'm going to college yes is that maybe michigan is the goal i got introduced through formidable fellowship to someone at michigan who's kinda gonna introduce me to people on campus and so that'll be they have a good business school and like chicks or what are you talking about who who trying to beat on campus what what are you talking about like some professor some dean some people because i haven't gotten accepted yet it's still in do they either are gutter cleaned i don't understand why do you care about their progressive i have good grades and everything but the kinda what it takes to get out of state and to that good of a school what do you know do you have like a teal fellowship part of this where you just pay people to drop out once you once you realized that they should just keep going as an entrepreneur yeah i mean i could probably pay one person but bank on that my parents my dad is a vp spectrum so not no entrepreneurship but he does kinda in the business realm my mom's and nurse do they understand do they do they cri not criticized they probably criticized you do they say speck down your name yeah yeah like it just sit at the head of the table now at dinner though do they are they like lake this is a fun hobby but you know maybe you should consider something more serious or do they and you don't don't do disrespect your parents publicly but or or or are they like hey you got a gift this is working and keep going they're very traditional in the way that they want me to go to college and they that's a good answer it's a fun thing to do i'm in high school but yeah on do you have a service where you talk to these kids parents no we don't you know i you know i think so yeah i posted about lincoln getting into you michigan and i guess luckily some people have reached out right because that's where he wants to go i mean any of these guys probably could skip college and just go pro and business but you know i gotta respect what what they wanna do of course but yeah no obviously if any of them wanted to i'm not sure they would you know they could they could be formidable you know without college for sure link lincoln just to put in perspective real quick you said you did sixty k last year you'll do a hundred fifty k this year of revenue you're gonna make more money than your professors yes roughly fifty percent profit margin forty fifty percent so last year is thirty thousand so a little over thirty thousand bucks let's say you can roughly hold that you're getting close to having a million dollar business already so you let's say you're gonna doing a hundred k your profit right now grow and you basically two x the business arguably that could be you know somewhere between four hundred thousand dollar business to a million dollar business like one more year ever that and you're a million seasoning exactly just to put that perspective of like the opportunity and i guess like wanna make sure i wouldn't have known that when i was your age well i wouldn't known know how to do any of the shit you did but even if i was there i wouldn't have really had that perspective because you kind of as a as a business owner a small business owner you sort of value your business just on what you eat at the end of the so you're like oh i made thirty thousand dollars i did a whole bunch of work that's great but you know that doesn't pay for one year of college whereas you look at it like i'm one year away from being a millionaire if i just literally get two more neighborhoods on board or one more neighborhood to to to do the same thing that i just did right so you you are you are very close to a very meaningful sized business and i hope you you know continue that as your yeah new angel health yeah i i i don't think people truly grasp this that if you do this is a huge general generation if you do roughly three hundred grand of seller earnings or sorry of business owner earnings ballpark in most cases you are worth one million dollars i think that if people understood that they would probably keep going a lot harder and i would bet that a lot of the people teaching business at michigan some percentage of them you would be richard richer than them before you graduate college and yeah and i definitely understand what you guys are saying because the way i think about is i compare okay a thirty thousand dollar salary which is my i made last year like an entry level job anywhere but going to the point of doubling it every year what's you're you're not going to do you're not gonna double it every year but you're gonna double for a few more years maybe you should you honestly based on what you just described to us do you actually have a path where you could probably four x this business in one year because you've done all of this in a single neighborhood and guess what like you know a lot of businesses are like this where they're what i call pond businesses it works at one pond it'll work at all ponds businesses like any any app that takes over a high school will actually be able to take over every high school so snapchat for example when snapchat got hot it got hot in two la high schools and investors who are smart knew right away that sure on the surface that only looks like a few thousand users but if it works at one high school and two high schools it's gonna work in fourteen thousand other high schools because all high schools are the same in the same way that your neighborhood is probably similar to a thousand other neighborhoods or more it's across the country and you should be able to sell local services using the same exact blueprint and model that you're doing in those neighborhoods and so i think that your are what you haven't done yet is just replicate it so like you know do it in another neighborhood yet but you said that your next door ads were working and you said that you're starting to be able to post in new neighborhoods i would i would be i would actually be surprised if you can't triple this business just doing that just doing that properly yeah so the i mean the next door has from last year i'll kinda run through the numbers it was a nine dollar cost per lead thirty dollar customer acquisition cost and a six hundred six hundred and fifty dollar average transaction value so twenty one to one row as so i think that just based on twenty one to one and by the end of this year if i just pump as much as i can into those ads i think i'll be and look it'll go down it won't stay twenty one to what but doesn't matter three to one you're laughing you like could huge margin of safety i thought you said you didn't know what you're doing like you said christmas lights i guess but window cleaning i don't know i guess well the christmas lights is because there's a a time there's an urgency on that so that's why it's such an easy sale so but your your your website's is great have you seen his website sean no i it's h h i think h h pressure cleaning dot com your else in funky but the domain yeah but the the website's is great welcome to sunshine exterior okay why not sunshine exterior dot com well i have the sunshine exterior texas but saying i need six months before i can transfer the domain because i just bought it on a different hosting platform because i needed emails with a branded domain there's you could definitely transfer our domain faster whatever yeah that part's not right it doesn't take six months but okay great let me ask a different question do people come back do they do it again like do you have you been in business long enough to know the repeat rate yeah so didn't do a great job of tracking it and not quite enough to know the repeat rate i'll start seeing the repeat this year because most of my customers were from last year but from first three to second year i would say it's probably close it's low probably ten percent okay wow that's great okay congratulations anything anything else linked it before we before we let you go because this is kinda great one question so if you guys were in my position right and you are going to against your parents judgment not go to college what advice do you have for someone in that position alright so the pitches like this you're gonna set them down and you're gonna say mom and dad let me show you the potential outcome so what what what what you're near a and m maybe i i don't know where you're yeah okay that's what we say calls yeah i would say look the average salary that i graduate of biz of in the business administration school is this i don't know what it's going to be probably eighty grand i'm already going to make that and if you go to what's the the broker that we like sean quiet light brokerage yeah you go to quiet light brokerage dot com and you say here's how much these businesses sell for in one year i'm going to already be well above the average in terms of of of earnings for first second and third year graduate a and m business admin graduate or whatever i'm gonna be already out earning that all i'm asking for is one year you don't need to support me financially all i need is your blessing i just want you to say get after it go and achieve your dreams because look if you look at all of the change in the world it all a lot of it is is due to someone who just went out and got after it and made a lot of money and i'm trying to do that and if it doesn't work after one year i'll do what you asked me to which is go to a great school but just give me twelve months to make this happen and i don't want anything except for your emotional support how's how's does that pitch sean is that good enough it's great that's exactly right you wanna ask for the gap year not the full four so so you you don't have to make this like long term life altering decision just say hey i'd like to basically i wanna take a gap year and really give this my all i think i'm gonna learn a i'm already learning a lot and i think this can really grow into something and does you know after schools is about learning so that you know the way you know hey school is great but in education is more important like the thing i would go to school for is to learn about business i've already learning a ton about business this way and i'm gonna learn so much more if i if i just take this year and focus on it hey at the end of this year you know what maybe i'll actually you know decide hey college is the right move i wanna be around friends and i wanna do all that and in which case no harm done one gap year and if this really takes off we reassess at the end you know i can go the other way and actually maybe maybe continue on this path but i wanna take a year and i think i i would start with that so i think the ask is a year not to not to never go to college yeah and then you let them know that like the reasons why and how you're thinking this through and that you want their support that they believed in you you know all up until this point you just want them to keep believing in you hey you see how that lands so you got your little emotional manipulation you have your puppy dog clothes you can you got it all under the hood we got a lot of stuff going on there but that's what you wanna do and then you see how that goes but at the of the day like look sometimes just you know you it might come to this i hope it does but it might come to this where they say no you gotta do this this is you you're you don't know what you're talking about blah blah you may have to decide for you what's most important right that's coming of age that's to eighteen year old and there are plenty of stories of people who do it and then years later their parents are like you know holy crap i didn't know i didn't understand at the time you know you know they come around to it you at the end of day you gotta take control of kinda like what you want for your life but i think that the one year asked should land i think you got like a fifty to seventy percent success rate with that alright the the sorry the the the median salary of a an account student at a and m is sixty thousand dollars yeah you you're gonna beat that this year that that's gotta that's gonna be the numbers that you present to them alright but well they might not it might not all be only be about that you know people parents ultimately they just want you're good right so they're like we want you to have this education you have your degree that's just like safety and that idea plus we want you to have that experience or young blah blah blah so there's like other factors too so i wouldn't you know i would try to understand so like let's say they say no you gotta do this before you start arguing with them just ask them what get get curious be like okay so like you know it seems like school's got a couple different parts right there's like the learning part which i think i'm getting a lot of here there's friends and social life and then there's like you know the safety out of having your degree like which one is it for you why why do you feel like it's so important what what is the part that really you know let me help me understand and they'll let them articulate it and then you know exactly what you need to smack down because they've served it up to you about what the reason is that they think you gotta go to college our your parents republican lincoln they are well you don't wanna go to college it'd be around a bunch of sis blue hair woke liberals they're gonna turd you gay like hey a n though a m's is a bunch of you anywhere in texas really oh no you cannot trust the higher education system you it is un trust they're gonna absolutely make can question things that you you do not wanna be tainted by that i was and and for college i would say their main points are so obviously there's the income chart from college graduates to non college graduates which is different for being an entrepreneur right that's just going to the workforce that's kinda one of their things and other one is kind of the people that i meet and the shift on perspective from being out of college ugh i could send some protest pictures my friend of columbia university and we are gonna come into your parents that college is not the place to be for you that'll work that'll work we're gonna try aya let's give you a shot let's see if your your audio video is working so on wanna do an intro for him you wanna be his his bruce buffer his dana white here yeah so ion is a ninth grader fun fact went to the same high school as me has built an awesome baking business but i think he'll he'll fill you and he says he's a phenomenal entrepreneur yeah alright hi my name is aya like alain said i'm a freshman in hundred and central high school in ringo new jersey so i'm the founder and ceo of teens to table we sell homemade baked goods to local establishments across new jersey and school suppliers as well so my business is one year old and last year i did four k in revenue this year i expect to grow over six hundred percent and aim to do at least twenty five thousand dollars which is really exciting so in addition to my business i am also a competitive chess player and so right now i'm trying to figure out how to hire people to help with my production while also maintaining both efficiency and quality and so currently i bake everything myself from cookies yeast to brownie and that really ensures my consistency but i'm considering bringing a small team to keep with the growing demand that i'm get currently gaining so ion am before before we go into your question let's just get a little more context on the business so it's baked goods you sell it to who you said classes and teacher or who are you selling to yeah so i sell to local establishments so bakeries ice cream shops and then i also sell it to schools so when schools serve food and lunch there's usually my cookie on the shelf as well okay gotcha you're making all the cookies right now you're going and you're selling them how are you getting that sale you're going and you're knocking on doors what's the pitch yep so the pitch right now is i usually either go to the bakeries and go to the ice cream shops and just go in person or on the phone and i say hey i'm fourteen years old and this is actually something that aston a lot of people and i really find that interesting so i say i'm fourteen years old i'm the founder of teams to table and i pretty much tell them when i do usually when i go in i bring samples in my cookies just to make sure they like it and everything's good that i start with the pitch either can i sell and put a table up or can i put it on your shelves gotcha okay and you said you're gonna grow the business six hundred percent so how are you gonna get go from four thousand to twenty five thousand is it just knock on more doors or is there something more to yeah so now it's more into the school suppliers so i'm supplying currently to macho and pom which are two school suppliers in my local area so i'm hoping to get more districts and more schools so currently i just got an order for seven hundred cookies between the two suppliers and i'm in contact with two other suppliers are mark and another supplier in the local area for my school so both of these plus our watches and pom tony should hopefully get me to twenty five thousand dollars yeah and why do you have a bunch of some type of like curry and and and other pizza and stuff on your website is that just a stock images that you that are placeholder holders for now or are you actually gonna make more stuff oh so that's actually the future goal to bake more stuff so those are the things i've made so far along from baking i love to cook so i love to cook like mediterranean food indian food mexican food so apart from the baking that's just another one of my passions and hopefully as i go later on to my business i can incorporate those as well have you thought about putting cookies on your website believes are there not cookies on tell food in mustard tomatoes and avocados and but a cookie would definitely be cool alright so so sounds like you are you're going full break bad dude you're going up the supply chain you're fine to the the distributors good are these cookies by the way i i need to know what are we dealing with here so the cookies they're really big have you ever guys tried la cookies from new york yeah yeah that's how they are so that was my goal to design those recipes and i i think i craft the code there so that's how the ko taste how much money do you have in the bank you you did four k last year i i imagine you're doing check four k four k that's what i said four k you and you're doing a like checking account accounting which is basically just like is my bank account going up how much do you have in your bank account so in my bank account i have around two point one can i'd say alright cool understood that's pretty good okay and so now your question was something around scaling up or hiring right what was the question right yeah so right i'm trying to hire people because with the new school suppliers that i'm getting and then mo and pom tony it's really hard to just do this myself now especially since it's gonna be around hopefully projected one thousand to two thousand cookies per week so i'm considering bringing on a small team to keep up with the growing demand and so my biggest concern for this as i use a commercial kitchen because i can't do this really in my house so they charge by hour so if i hire people to work am i gonna lose my profits and all of my money because they're not gonna be as efficient as me when i bake the cookies and then at the same time i worry you that the quality of the cookies could suffer because the people i hire might not follow the exact same process and if they add one more teaspoon let's say of baking powder that might skew off the whole recipe wait so you said that you're doing fifty a thousand cookies a week so fifty two thousand a year and how much in revenue so revenue it's gonna be around twenty five k so projected it okay cheap right yes with the cookies since they're bulk ordering i don't make a lot of profit off of them right now let's walk through that you get an order typical order will be how much how many cookies so a typical orders are around six hundred cookies great six hundred cookies on that six hundred cookies what are you charging that that end customer or the not the let's assume it's not going straight to the customer but you're it sounds like you're selling to the school district or the bakery or the the wholesale relationships how much are you charging wholesale for that right so for wholesale it's eighty cents per cookie so between seven hundred and eight hundred i make around four hundred dollars in revenue okay and then what does it cost you to to make those cookies yep so i make two cookies i make an oatmeal chocolate chip and i make a chocolate chip both on the oatmeal cost twenty seven cents to make and the chocolate chip cost twenty eight cents to make okay gotcha so you're basically sixty six percent gross margins on the on the cookie itself and that's like includes the kitchen cost and everything or that's literally just the ingredients yes so that includes everything from packaging to the commercial kitchen and to the ingredients and do you have like your excel file that basically kinda shows your your unit cost and your percentages and when you do that what is it what do you see when you're when you're add in the labor do you see that the profits go to zero or do because you're that was your question you're like will my profits go away that's kind of an excel question not a sean sam crush really right like what does the excel tell you so it really depends just based on like minimum wage say fifteen or sixteen dollars per hour it depends on how many actual people are higher so right now i've been trying to experiment with two or three and see if that works in its spreadsheet and right now and my profits are going pretty pretty much to zero so i'm making like twenty to thirty dollars per per order so i just wanted to see if there was a better and more efficient way to do this without like choking all profits raise your prices that's easiest use way so basically i think there's like only two or three ways to grow business right you sell more of what you already have you sell the same stuff to the current customers but you get them to buy more whether it'll larger quantity or more often or you raise prices so you those are like so you know there's a great book called getting everything you have out of everything you got and it just walks through like those are the only three options sounds like you're selling a lot more stuff if you're gonna grow six hundred percent but you probably should charge more i would think i don't know anything about the cookie business but i think that sounds really cheap right how hard is the sale is the sale really easy if the sale really easy you should charge more how how often are you turn down when you're asking these people to buy your stuff so it's quite a bit so right now with mo and pom tony i signed a contract with them so that's pretty much going till the end of the school year for me so till june so with them pop tony is actually only taking forty cents per cookie so to me that's like that's a really cheap thing because i'm really making twelve or thirteen cents of profit per cookie so with them i'm making like a total of barely anything for profit with palm or with mach on the other hand i make eighty cents so they charge listening to this u we're giving out all the leverage so i i make around eighty cents from them as they charge me for a dollar so i feel like in my question like a follow up is if i raise the prices do you think there's they would say we don't want to for you to put your products anymore or is that a possibility well definitely a possibility but it's one you gotta figure out so it's two ways to figure this out you can go to your existing customers assume you have a good relationship with them let's assume they're happy if you could tell you could be like hey how is this going for you they're like oh it's great like awesome i really love working with you you know i'm fourteen years old i'm figuring this out as i go and one thing i'm learning is that i'm providing to you guys five hundred a thousand cookies because right now i cook all of these by myself i need to bring somebody in if i do that i'm i'm not gonna make any profit and so i was wondering would it be possible like for us to raise the price here and go to a dollar a cookie or ninety five cents a cookie or whatever it is that way i'm not losing money providing your business and see what they say they might look at you and your puppy doll guys and they'll just say yes they might say no and you'll find out right and then would you go to that next bakery you you're gonna go cold test them and they're never even gonna know about the eighty cent you just go to them straight away and you say it's dollar ten a cookie and then you say these cookies are amazing this is a have you ever been to the bakery in new york this is a new york city cookie that i'm bringing it to right so you're you have to up the perceived value of the cookie through your packaging through your story through through the benefits that they get working with you and you could say hey i am gonna be able to you know tell everybody in our local community that you guys support you know this young entrepreneurs blah blah so you gotta find a way to be able to charge a higher price and so i think that's your easiest lever because you're not gonna be able to get labor for that much cheaper but you can get more margin out of every cookie that you sell and you don't wanna grow broke so if you have the wrong model right you have the wrong cost structure today and you're say you do go get these bigger contracts and you're cooking ten thousand more more cookies well you're just literally gonna grow broke if you do that right because you're gonna have to hire just fulfill those orders but if you don't have the margin to support it you will go out of business and so and by the way i think you could test these things so you first you test it in excel then you broke on one other person and you know you can always cut bait with that person if it turns out that you're not able to you know optimize them full fully to to get the cost out to get the benefits out of it but you know you just go sort of one step at a time i wouldn't go get two or three people i'd start with one and then move to two move to three as you figure out that bottle right okay yeah that makes perfect sense thank you yeah you might also wanna try to sell to a richer customer so who is gonna be less price sensitive alright if you go to local businesses you go to real estate you know the guy who's killing in real estate down there you go to the dentist you go to people who are themselves local entrepreneurs that are making enough money where they don't care if it's eighty cents of cookie a dollar a cookie or two dollars a cookie really they like the story they like you and they wanna be supportive i think that might be helpful versus going to somebody like mark mark i think literally provides food like prisons and in school cafeteria right there the it's gonna be harder to get wiggle room with them than it is to to get you know the local dentist to to say sure thing about yeah or local car dealerships things like that that story is so much better when you have your face on it with a with a with a story and then your stuff right there you you should maybe do you have like a sign so that let's say i am the car dealership and i do carry your cookies like they could just give away a free cookie to every customer who walks in by the way they're selling cars i think a pretty known sales tactic because you you know sam used to do this right you go negotiate with somebody off craigslist what's the first thing sam brings oh yeah it's called the rule reciprocity so basically i do something nice to someone whether it's something really small like i go hey you know i was gonna meet you to look at this car that i just brought a coke i went got a coke you you wanna a coke a coca cola as well and then the rule reciprocity states that when you do something nice to someone they will always or almost always do something nice back and it's oftentimes not in proportion to the gift that you gave them so you do one little small things nice they'll do something a lot bigger in return because you always wanna just like be even right yeah so i would go to like a local car you should go local college car dealer and just say hey i wanna provide you guys cookies every week that you guys can just give out to customers that they come in trust me there's have you ever heard of the rule of reciprocity people are much more likely to wanna buy when they're eating eating a delicious cookie and they feel taken care of and this thing's gonna cost you a dollar but if you closed even one more sale this whole year this whole year right you know that's a thirty five thousand dollar sale for you you know this this pays itself back in spade and so you can make a pitch like that and you can go get actually like contracts with people who are willing to pay more right so simple rule of businesses sell to the people who have money know i wanna see you i wanna see it give like a speech like a waffle wall street where it just like ed with like sign on the dotted line for christ you know what i mean like i wanna see if i'm like like pitch is hard yeah actually that is one piece of advice i'd give you which is that look this this probably won't be your last business this is the first business this is your starter business and you're gonna learn a whole bunch you're cannot get more value out of the story you're creating than the cookies that you sell my first business was a shoot sushi business we probably made i don't know fourteen thousand dollars of profit in the one year of operations that we were we were working on that thing but the story that i told about how we cold called to food network chef and how i went door to door selling sushi how we you know reverse engineer the pos systems to figure out all the sales of all chipotle stores in the colorado area those stories got me bigger and bigger opportunities as i went they got me speaking opportunities they got me into accelerators they got me other other doors open and so one tip for you is while you sell the cookies you should be building the story so the story of yeah i went into the car dealership i i gave a a talk called how you can increase sales by six hundred percent like me and i thought the the car salesman about the rule of reciprocity and then how they they they became customers my cookies even if it's not a lot of cookies it's an awesome story and putting yourself in those positions will build your skill and build your story which ultimately is gonna be a lot more valuable than the cookies that you sell i believe okay yeah that that sounds really great and that's really for the car dealership that's a great thing to put in mind for me even even though i have these suppliers i think it's good to start advancing and thinking about more places to sell so i think that's a really that's really helpful guys yeah alright thank you man you're you're killing it keep going just it's amazing how far you are at at fourteen alright next abigail where yeah abigail hi where are you from i'm from odessa missouri oh nice i'm from missouri too hey sean i posted abigail instagram i want you to click it and i want you to look at what her hobby is so scroll down you're gonna see like it looks like some prompt photos but keep on scrolling down and you're gonna see that at her free time she's a race car driver what yes okay triple threat yes entrepreneur sprint car driver how does you get into that abigail so actually i'm a third generation sprint car driver so my grandpa drove race cars and my dad driven race cars and then i kinda just passed it on down to me it's awesome amazing okay so abigail how old are you and what's your business i am a senior at odessa high school i'm seventeen years old and my business is growing and selling cr so like mum which is like something you'd per on your front porch during like the fall season in halloween so that's what i do right now my business is two years old last year i made fifteen or this past summer i guess i made fifteen thousand in revenue and this year i expect to grow by one hundred percent and aim to do at least thirty thousand in revenue goddamn damn okay so explain the business so where do the flowers come from who do you sell them to so how my business works is i actually order the mum which we call k because they're like about this big and i order them from a company in north carolina i also have to oil order fertilizer so we can make sure the plants get nutrients that they need i have to order the soil and then the pots for it so that all goes into the price for the mum and then we have about a two week long process of putting it all together because we have to mix the soil and then we put them into color blocks and then put the mum in the color block it's a really really long and tedious process and then i then we put them on our what we call runs and then like big tarp with watering lines and for the next like three to four months i spend watering and then after it's they're ready to go and they're fertilize and watered and they're grown to about as big as they can get we market them to schools and fundraiser and i also do retail at my own house so i try to post that on social media and try to hand out flyers to like local tabs and post them at local businesses wow that is a lot of work yeah i'm looking at this this picture which is just like a field or like these like long long rows of these pod plants with the watering system is this where where do you do this is this your what is going on so i live on forty acres and about thirty acres is leased out for farmland and the rest of it is for my mum pretty much so anywhere we can put them on the yard we pretty much put them there and right now we're in the process of building a greenhouse so from my profit with my mum i've been able to buy a greenhouse so that i can have a place to start my mom's and also a greenhouse is a good place to have a steady revenue for the other six months out of the year where i'm not growing them so you sorry so i missed the part of you you're selling so you're selling to said you said school fundraiser businesses and you're handing out flyers you said so who's the core customer who's the who's the main customer so right now we're trying to do wholesale as our core customer so that if like what we do is i'm in mfa so f mfa chapters will sell it a fundraiser sean doesn't know what the d mfa is you gotta you gotta spell this out okay used to stand for future farmers of america but we've kind of veer away from that because we don't want it to be the stereotypical about cows and like farming what we really do right now is we promote youth and agriculture and leadership in agriculture and we're pretty much growing the next generation of agriculture at so sean if you grew up in a in a a more rural environment if you're in high school like you kind of by default join the f mfa there's millions of millions of millions of members and it was kind of like a thing like instead of boy scouts or girl scouts or maybe not set but it's similar to that in rural areas you join the f mfa and you get like your f mfa jacket and they're like pretty you're they're pretty famous what do you do once you join they you you go out for me i currently serve as my local chapter president in area six sentinel and i'm running for a missouri state office so what i really do is i do public speaking events and stuff like that so it's really shapes to be into i who i am because right now talking to you like i am not nervous and i know that my freshman year i would have been completely nervous because i never did public speaking and it kinda just shapes you to get those like life skills that you need in the long run okay college acceptance letter alright that was a great great essay so you okay so sorry so you're you said your core customer's whole what does that mean who's who's the buyer so right now we're trying to do contracts with re with like hardware stores around us so we have a couple like hometown kind of hardware stores and then some bigger ones that are all across missouri and right now we're just kind of focused on missouri because delivering my product is kinda one of the hardest parts so we actually get to use my sprint car trailer to deliver all of the moms so that's kind of that's kind of funny how it flashes and how much profit did you do this last year we did fifteen thousand and you did fifteen thousand in revenue i thought you said yep how much in profit so our profit was about i think seven to eight wow alright because that's just because of like each year it fluctuates like how much the soil is gonna cost or how much the pots are gonna costs and our really our big cost this year was making those runs and now we already have those so it's something that we can pack away for like the fall and the wintertime and then we can put them out next year and that's another cost we don't have to pay for so abigail ago let me ask you a question if you wanted to sell ten times more moms how would you do that like not you said you're gonna double your sales what if you wanted to go ten times bigger what would you do i think that right now that's kinda what i'm like my question to you guys was gonna be just because i like to do the wholesale part of it but i also know that i can't grow how much i wanna grow just doing wholesale but i think really right now my biggest thing is going to be just getting my company out there and like promoting it better to other companies so that they would possibly sign a contract for us so we can have that fixed amount that we're gonna sell to them like you know i went to farm khan which was this conference in san about this it was actually in kansas city and you know there was like five thousand people there they're all farmers and if they had heard your story on stage i think a lot of people would have handled your a cards hey let me know how i can help love what you're doing i'm so excited that somebody and somebody in this next generation is excited about agriculture it's great to see i wanna support that i think there's a lot of that goodwill and i wonder if maybe the faster way to ten x your sales would be like who's the ceo of whatever home depot or whatever like the wholesale story is that her case hardware hardware like how do you go to them and be like hey i wanna be in your store like that is my goal that is my dream and i i wanna get my mom's on your shelves how do i make that happen and you just i think if you hustle more to the top you could actually get more growth faster than going bottoms up in this case because your your story is your asset right yeah the the flowers might be great but your story is with the real differentiator how many other people are there with your story zero and so how do how are you using your story to unlock the growth is what i would be doing whether it's telling your own story on tiktok it's getting on stage at places like farm con or the f mfa annual whatever event or it's getting that cold sending cold emails every single day to the ceos of all of the major distributors or retailers until one of them patient meeting and puts you on their shelves if you listen and we did this episode with nick mow he was this guy in new zealand literally like on the other side of the earth making toys by himself and he was like i emailed every retailer in every country every single day and he's like i just kept doing that until they finally cracked and they would tell me oh i'm not not interested and one day they would be like can i see a sample or hey are you gonna be at that show i'm going to the show if you're there i'll i'll i'll take fifteen minutes and meet with you and he would fly there and make it happen and i think if you ten x your approach towards getting the major distributor i think you you might leap frog into a much bigger space because otherwise the way you describe this like i'm tired just hearing how you grow these things like it is so much work to just get the product made that i feel like you it's only worth doing that if you're gonna be able to have like land some like major sales versus then it's also double the work to go set to every school for a fundraiser and mom and pops i think that's just like too much work there's also us for all y'all there's a small window that you have where you're like this prodigy now lovable yeah that that's gonna go away all but you've got this like two to maybe six your window where you being pest that's just cute and awesome and then in a few years it's gonna be annoying and weird and so what so wow that so while that window is open take it you know take that opportunity it's a any a brand who was eighteen and they got written up in the in tech crunch is like the young hotshot prodigy he's twenty three now and he's like he feels washed up he's like i can't use my store like my entire stick was that i was young he's like nobody wants to hear about a twenty three year old prodigy there's no such thing and not you're not a ph anymore yeah it's like a it's like a it's like a blind painter you know like you you gotta use everything you can use that story like you know you can get away with a lot right now and the same stuff that you're gonna be able to get away with now you're not going to be in the future and so i would definitely do exactly as sean saying which is go hard use on going to the top and you you you you you're not really annoying when you're eighteen doing this yeah abigail in the next thirty days do you think you could get a meeting with the ceo of either ace hardware or home depot i think i don't know i think that that is something that like this sounds crazy to me like i feel like i probably could just because i'd like to say i'm a very well spoken person and very like good with my words but right now i just had like a lot of other things going on so it's hard to like focus all of my time on my business because i am a senior this year so that's just like kinda hard that's the only time i think that the the excuse is valid i would say right that that is the only time that i will accept that excuse i wanna give everyone listening and you guys a little bit of feedback that i learned when i was a little bit younger which is the most powerful people on earth are one colby email way and because of email and because of instagram which you guys have grown up on and all these and everything else on social media you would be shocked at how small the world is and it sounds insane to say email the ceo of this large billion dollar plus multi tens of billions of dollar company that sounds insane but i think that you are literally i wouldn't say one email i would say you're one email and twenty follow ups away from just about everyone on earth and there's been times where we i even email them jeff at amazon dot com and i think i followed up like twenty times and i gotta know thank you but just it's just proof that you are you're much closer than you think to just about every single person you you wanna reach particularly some type of executive alright i'm gonna show you something real quick abigail before you know fifth period starts here so just check this out alright there's this guy on twitter right now his named son he's or his twitter handles summit he's building z fellows which is another young student program i think it's a stanford but just check out this there's a cold email that my friend nico who's now a a famous venture capitalist he invest in snapchat really early on again off a cold email okay you might not be able to read this i'll read it to you it's him emailing elon musk okay so i'm giving you the the ceo of home depot and ace harbor this guy emailed elon musk and he goes dear mister musk hey says i'm a graduate student at stanford and taking this class blah blah i'm writing a paper about tesla strategy because i think you're such an innovative company and we're gonna put together our recommendations on the future of your corporate strategy since you're the chairman of tesla i thought it'd be great if you could do a short interview with you in person over the next few weeks to talk about your strategy i'm aware that you receive dozens of similar requests on a daily basis that's why i'll do my best to make this not only useful but an entertaining experience for you and your company's execs hopefully we're able to contribute first class recommendations i have to sign an nda blah blah i look forward to hearing hearing from you i would be grateful if you would participate in our research and then elon writes back okay if you can limit the meeting to twenty minutes or schedule for late in the evening and this was nico as a student there's another email of him by way honey give get a good email that's i'm not gonna have an email those that was not and let me show you another one i just saw a the lawyer today so the cool thing about following this guy to twitter is every day he's tweeting out us cold email somebody sent so this is corey levy who runs z fellas down so it this is him emailing andy rod the tennis player mom so he's not andy rod his mom so he finds his mom's email address and he goes dear missus rod because as you already know from my previous emails my name is corey levy from houston texas i'm twelve turning thirteen and i'm a big fan of your son andy i know andy playing this tournament in houston i was wondering if i could meet him and or hit with him before i've been dying to hit with him for the last two years please email me back corey and then she says corey thinks for so the note andy gonna be houston as the turn is closer reach out again i'll definitely make a arrange for you to meet him can't promise she'll hit with them but i'll try please keep a touch and keep playing tennis it's a great sport turns out corey was like thirty four when he wrote that email though so it's kinda weird it when showed up he's still got a baby face actually so abigail i say all that to say this which is one you should follow this guy because if you see every day a cold email that works it'll go from that sounds crazy too this is perfectly normal and that's one of the reasons why people should listen to this podcast is one of the reasons why you should follow people on twitter who are inspiring because they will make the crazy seem normal and that's all you need is to lube yourself into believing it's normal to actually make it happen the second thing i'll say is you described the process of like a multi month pot and moving and arranging and watering and kissing and touching the flowers to make them all work and then i was like hey could you send a cold email you're like i don't know i got a lot of class coming up so i challenge you which is i think this email is gonna be the least of your worries i think sending a cold email every day we'll take you literally no no more than ten minutes and i think you've got that ten minutes i think so because you just showed me your ten acre farm you're doing by yourself so so what happens is that familiar work feels comfortable and feels easy unfamiliar work feels hard and you you sort of talk yourself out of it you tell yourself a story about why it's you're seeing or you don't have time in reality the thing i'm telling you is a lot easier than the stuff you're already doing so that's my challenge to you whether you you choose to accept it pick one hundred people who you want who you wanna reach okay spend you only thirty minutes a day for the next month and follow up with each of them ten times until they say no thank you or yes and your your reply rate if you're any interesting or any good is gonna be about ten percent so most everyone's gonna say no or not gotta reply but i promise you ten percent out of a hundred is gonna be awesome it's gonna change your life one one more thing go google sam park cold email go read sam's cole bills he sent to recruit speakers to hustle khan dislike you know random conference that he was starting and the follow ups is where the magic is so there's the initial email which a few brave people are willing to do then there's the four follow ups that sam was sending that nobody's willing to do i would go read those the other thing is there's a great story of tim ferris abigail do you know tim ferris i not believe so wow that's amazing sam she knows us tim ferris we're holy shit dude our heroes are their grandparents you know what i mean like alright so tim has this christ tim wrote this book called the four hour workweek week and he's this great guy he's gonna be podcast so he has a story where he went to a stanford business school course and he offered a challenge he said i will give a round the world ticket so an all expense paid around the world playing ticket to anybody here who can get in touch with the whoever could cold email and get in touch with the highest kind of a most hard to reach person so the whole class reach out to whoever you want whoever gets the person highest on the food chain gets around the world ticket and he by the end of the class i don't i'll butcher the exact store you can go read it but by the end of the class he he's like okay so who who got who and i think one person got like i don't know bill clinton or something like that and he's like oh amazing who else did other people get and most people like i think of the classic only four or five people got anybody and he asked he's like what what was the difference was your cold email script and it was basically that like eighty five percent the class ninety percent of the class didn't even try they just perceived it to be too hard anybody that tried reached somebody and then within that group of people some people literally reach like a former sitting president and so i think that there's a lesson in there which is that like most people just won't even try and this is something that sounds hard but actually not that hard especially when you have your type of story i think it will actually be trivial easy for you you'll be surprised the ceo of ace hardware you if you email it you will be the most interesting email he got that day because guess what there's not a lot of other eighteen year old sprint car drivers young entrepreneurs who are selling are are interested instant agriculture who are actually out there doing it and not even just talking about it there's there's only you know a couple and nobody's emailing him so think it's gonna be a lot easier than you think it's something i'll definitely give it have to give it a try alright i'll take hey thank you yeah in you you're you're fantastic i'm gonna get cold email you every day tell you cold email them alright i think that's that's day is be a good reminder i and you'll have to invite us to ad odessa i wanna watch one of your races i wanna drive the day definitely definitely where did you say you're from missouri i'm from saint louis yeah i'm from saint louis you're heard from saint louis yep i'm from o odessa which is just a little bit east of kansas city yeah we're a lot of people like if you told sean that he wouldn't know anything but yeah you know the difference between can't casey and saint louis is like la a and s f sean so not that pretty much but alright who we got next by the way a recap abigail shoot your shot cold email used your story to to go to the top and think about how you could ten extra business instead of two extra business and follow up until you die yeah sam cole emailed his way out of missouri and you can too ana none thank you for bringing these folks to us yeah absolutely let me just plug real quick march fourteenth our next deadline so formidable fellowship dot org and i think for just generally this has given me like an amazing amount of hope in like the next generation because i think the stories you hear like you know he's just scrolling away on tiktok ruin wasting way their life and like we see honestly hundreds of like amazing young people you met just three of them today so yeah so you know if if you like what these guys do please support them by cutting on by moms are you just doing good in the world now is that what's happened you're just doing good no i mean no this i mean this is fun this is a lot of fun yeah well he he he puts a lot of wind in my sales he put up about five hundred grand or something of you and your partner's money he's just doing good this is amazing good yes call the second mountain this is what you do when you we do we got seven hundred grand with donations now so i mean we got lots of money for grants so if there's young entrepreneurs if parents are hearing this you know we've got a lot of parents who reached out saying this inspired their kids to start a business so hopefully we'll see them in six or twelve months so yeah i mean it's pretty dope like what has started to happen and we're only four and a half months in so we're still doing this that's great question that's what i'm asking myself this is amazing alright you know there's we can you can just we can just join us sean it's alright all the infrastructure set up that took the longest so just it's like a hype man because that's kind of my skill yeah we don't really have my myself but yeah yeah we need a hype man for sure no no but these guys you know these guys are great you know if you need to buy moms cookies you need to you know you want your you want your home and to protect that asset as lincoln said you know where to go dude it's also awesome not to hear about ai do you know what i mean like yeah which is great which is great but like it's like you know these guys are actually doing the damn thing like in real life yeah it's it sounds awesome to hear different different stuff yeah i i think the other thing we have like a podcast with these guys called future titans and like ion goes through a story of like emailing and going door to door like a hundred times and getting rejected right and so i think like the things that they learn out of building their businesses are phenomenal you know abigail walks through this like h culture issue which is like way above my pay grade where like the moms were getting over watered in one area and like just the problem solving they're doing is unreal compared to like anything they might do like in an academic setting so yeah no it's super i'm gonna send to you guys a copy of our boy nick the hub book the sweaty start how to get rich doing boring things because you guys are all doing sweaty startups this is great i'll i'll send you guys get get us your addresses i'll send you guys a copy and thanks for coming guys you're you're way ahead of the curve and you know we'll joke and we'll we'll teach you guys and give you a hard time but you're you're doing amazing stuff and i hope you're proud of yourselves and thanks for coming on the pot alright that's it i feel like i could rude world i know i could be what i want to put it all in it like a day's off on a less travel never looking back