we would take the business and divided into three parts.

So the before unit, the during unit, and the after unit.

And the during unit is the part of the business that does what it is that you do.

So your capacity and ability to install a new garage door.

If somebody called you up and said,

hey, can I get a new garage?

You've got the team.

You've got the knowledge.

You've got the ability to go out there and do it.

That's the during unit.

And they pay you, and that's great.

Now, the sides of that, the before unit,

it's like we treat it like a separate business.

We treat it like an independent unit of your business who acts like a supplier to your during you.

That's the way to think about it.

Okay.

Is think about setting up a business that's a supplier to your during unit.

What they're supplying is people who want to get a garage.

Yeah.

So they find people, educate them, motivate them, make an offer, and they say yes, and then

you go into the during unit and you do the job.

Now where most people, most businesses fall down is they

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