What's the first jump from six to seven figures, then seven to eight, then eight to nine, you know, what changes? Well, the early days, you can't, your first hire is probably the hardest. And you're trying to multitask. You're trying to handle it all. You're the best at everything. Yeah. Like, you're trying to delegate and even real estate flipping houses. You know how to put out fires. You know how to do things. you got the relationship with the contractors.

You're the ones that knows the, uh, every single cycle and the process. So you try to hire somebody enter you and you're like, tell me you pull the permit for this. Or tell me you didn't call this carpet guy. I've already got a relationship with it. It's like they're making these little mistakes and you get so annoyed.

Yep. And that's what stopping you from becoming a millionaire or a million dollar business is you're a control freak. You expect people to read your mind. You don't create manual standard operating procedures, checklists and processes along the way. Yep. So the first thing that's the hardest is just letting go and saying, look, this person might do 70% of what I could do. But if I hired 100 of them, they're at 7,000% of what I could be at. Yeah. And don't forget all the mistakes you made, Ryan, when you got started. You screwed up. You cut something you were supposed to cut. You hired the wrong guy under the table. you know we've all made these mistakes and when somebody makes them for us we're like we're so

angry yeah we're like you idiot you should call me i've already made this mistake but we've never

had them come in and said here's how you're going to learn here's the process and literally

the coolest thing is when you identify exactly how you want things done.

Yeah.

And you created an LMS for them and you're training them and you're putting them in a situation where they can't fail.

And it's all documented in a proper way that anything they can ever need is there for them.

Yeah.

So that's step one. Step two,

getting a 10 million, this is, this is hard. I think you got to have the right brand.

Okay. I think it's more about brand and it's about learning how to acquire clients.

Okay. And the clients, I look at internal clients and external clients. External clients are the homeowners.

Internal clients are my coworkers. You got to get really good at building that. I need leads,

any technicians. I need leads. I need installers. And just capacity planning. And for me,

it took getting the right brand.

Does brand, so A1 at that point, or was it Tommy Mello or both?

It was A1.

Yeah, it was we did about $6.5 million in 2014, jumped to 12.

So 2015 was when we were north of 10 million. And here's the thing.

You need a really good number too. You need people. By the way, I just got this text for my wife

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