Dec. 14, 2020
Bootstrapping Business and Developing Your Entrepreneurial Skills with Bryan Clayton
In this episode, host Eric Dickmann interviews Bryan Clayton. Bryan is the CEO and co-founder of GreenPal, an online marketplace that connects homeowners with local lawn care professionals. GreenPal has been called the “Uber for lawn care” by Entrepreneur magazine and has over 100,000 active users completing thousands of transactions per day.
Before starting GreenPal, Bryan Clayton founded Peachtree Inc., one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired by Lusa holdings in 2013.
Bryan‘s interest and expertise are related to entrepreneurialism, small business growth, marketing, and bootstrapping businesses from zero revenue to profitability and exit.
Eric Dickmann can be found on Twitter @EDickmann and LinkedIn at https://www.linkedin.com/in/edickmann and my website https://ericdickmann.com
Bryan Clayton can be found online at www.yourgreenpal.com on Twitter @YourGreenPal and Instagram @YourGreenPal
Episode Summary: The episode summary can be found at https://fiveechelon.com/bootstrapping-business-develop-skills-s3e16/
If you'd like to contact us with feedback or guest inquiries, please visit:
https://fiveechelon.com/podcast
For more information about Virtual CMO strategic marketing consulting services, visit The Five Echelon Group at https://fiveechelon.com
Episode #47
Send us your questions or comments
Buzzsprout - Let's get your podcast launched!Start for FREE
Marketing Automation with HubSpot
Try HubSpot’s all-in-one marketing software to simplify campaign management and drive new leads.
Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.
WEBVTT
00:00:01.947 --> 00:00:08.310
The Virtual CMO podcast is sponsored by the strategic marketing consulting services of The Five Echelon Group.
00:00:08.577 --> 00:00:22.940
If you’d like to work directly with The Five Echelon Group and receive personal coaching and support to optimize your business, enhance your marketing effectiveness and grow your revenue, visit Five Echelon.com to learn more and schedule a free consultation.
00:00:24.702 --> 00:00:26.952
Welcome to The Virtual CMO podcast.
00:00:27.193 --> 00:00:28.928
I'm your host, Eric Dickmann.
00:00:29.263 --> 00:00:41.622
In this podcast, we have conversations with marketing professionals who share the strategies, tactics, and mindset you can use to improve the effectiveness of your marketing activities and grow your business.
00:00:41.673 --> 00:00:44.762
This week, I'm excited to welcome Brian Clayton to the program.
00:00:45.003 --> 00:00:53.103
Brian is the CEO and co-founder of green pal on online marketplace that connects homeowners with local lawn care professionals.
00:00:53.432 --> 00:01:15.662
Green pal has been called Uber for lawn care by entrepreneur magazine and has over 100,000 active users completing thousands of transactions per day before starting green pill, Brian founded peach tree, one of the largest landscaping companies in the state of Tennessee growing it to over$10 million a year in annual revenue before it was acquired.
00:01:15.972 --> 00:01:17.862
I think you're going to love Brian's story today.
00:01:17.983 --> 00:01:22.572
He loves helping entrepreneurs and sharing what he's learned along his business journey.
00:01:22.915 --> 00:01:25.495
Hey, Brian, welcome to the virtual CMO podcast.
00:01:25.525 --> 00:01:27.114
I'm so glad you could join us today.
00:01:27.114 --> 00:01:27.444
Hey, Eric.
00:01:27.474 --> 00:01:28.284
Thanks for having me on man.
00:01:28.825 --> 00:01:46.045
This is exciting, because when we first connected, I got excited about this interview because as an entrepreneur, my first company, if you will, was a lawn service company, I used to have a small business with a few friends and we would mow the lawns of houses that were for sale.
00:01:46.045 --> 00:01:51.144
So the real estate agents are the homeowners of the builders needed somebody to take care of their lawns.
00:01:51.355 --> 00:01:55.111
And so we found a unique niche and actually, that was by spending money.
00:01:55.231 --> 00:01:56.792
All throughout high school.
00:01:56.941 --> 00:02:00.061
So that was a little bit of my excitement about this interview.
00:02:00.061 --> 00:02:02.792
I'd love to hear a little bit about your backstory.
00:02:02.971 --> 00:02:06.331
How did you get to the point where you founded this company today?
00:02:06.912 --> 00:02:07.662
So that's funny.
00:02:07.691 --> 00:02:08.532
I hear that a lot.
00:02:08.532 --> 00:02:11.622
Something about the grass cutting business that is.
00:02:11.711 --> 00:02:12.942
So many fundamentals.
00:02:12.942 --> 00:02:15.822
In the lawn mowing business that just apply to all business.
00:02:15.852 --> 00:02:17.502
And it's kinda cool that you got your start.
00:02:17.502 --> 00:02:18.162
Mowing grass.
00:02:18.192 --> 00:02:18.762
I did too.
00:02:18.792 --> 00:02:23.651
I was drug into entrepreneurship about kicking and screaming by my dad on a hot summer day.
00:02:23.921 --> 00:02:25.812
Who forced me to go mow the neighbor's yard.
00:02:25.861 --> 00:02:28.731
He actually helped me do it and taught me how to cut grass rights.
00:02:28.852 --> 00:02:30.442
And we made 20 bucks and split it.
00:02:31.042 --> 00:02:32.032
And, I got hooked.
00:02:32.032 --> 00:02:33.502
I got hooked on owning my own business.
00:02:33.532 --> 00:02:40.972
I got hooked on entrepreneurship and by the end of that summer, I had 10 or 12 customers and I just kept at it, kept mowing grass as a way to earn extra money.
00:02:41.421 --> 00:02:44.931
And I kept doing it all through college and studied business in college.
00:02:44.931 --> 00:02:54.472
And by the time I was 25 years old, I had around 50 employees and I kept that growing that business into one of the largest landscaping companies in a state of Tennessee.
00:02:54.861 --> 00:02:57.921
Over 150 people,$10 million a year in revenue.
00:02:58.282 --> 00:03:03.322
And then in 2013, that company was acquired by one of the largest landscaping companies in the United States.
00:03:03.412 --> 00:03:09.171
And so going from zero to$10 million in revenue, no helpers to 150 people.
00:03:09.200 --> 00:03:11.721
Was a hell of a journey learning how to build a business.
00:03:11.768 --> 00:03:13.538
The hard way and to try on air.
00:03:14.018 --> 00:03:17.518
And, and then when I sold that business, I kinda got bored and wanted to start another one.
00:03:17.548 --> 00:03:24.407
The idea for green Powell was just very, Obvious to me, because I saw how hard it was for homeowners to find a good lawn mowing service.
00:03:24.737 --> 00:03:35.598
And so green palette is in a sense that Uber for lawn mowing, if you need to get a grass cutting service, you just jump on green pals app and you'll get hooked up with a good one and less than a minute, and been out this business for seven years.
00:03:35.877 --> 00:03:41.397
we have several hundred thousand people using it to get their lawn mowed, and we're going to do$20 million in revenue this year.
00:03:41.937 --> 00:03:43.228
That's an amazing story.
00:03:43.258 --> 00:03:50.467
And, just to go back to something that you said, which I think is really interesting, so many young people get an experience.
00:03:51.008 --> 00:03:56.828
As an entrepreneur with a small business, mowing the neighbor's lawn or, the old lemonade stand or whatever.
00:03:56.828 --> 00:04:06.751
And sometimes that really gives you the bug because you can see putting in a little effort, if you have a good idea, can make a reward in terms of the income that you produce.
00:04:06.931 --> 00:04:09.691
So what do you think it takes to be a good entrepreneur?
00:04:10.010 --> 00:04:10.401
Yeah.
00:04:10.461 --> 00:04:11.151
to that point.
00:04:11.151 --> 00:04:12.050
Mowing grass.
00:04:12.080 --> 00:04:15.001
And there's fundamentals there that you're talking about business.
00:04:15.031 --> 00:04:16.980
it's a relentless focus on the customer.
00:04:17.310 --> 00:04:18.841
It's a very competitive business.
00:04:18.841 --> 00:04:21.901
It's one that you have to flat out be better than your competition.
00:04:21.968 --> 00:04:25.077
so it teaches you to, to understand what our value proposition is.
00:04:25.437 --> 00:04:34.257
And if you stick with it, it's one that can help teach you systems and processes and routines, because a lot of it is based on the same processes on a daily basis.
00:04:34.307 --> 00:04:39.017
There's a lot of fundamentals that go into all businesses that you can learn in the lawn mowing business.
00:04:39.387 --> 00:04:47.327
and so for me, great entrepreneurs, understand that they are working not only in their business, but also on their business.
00:04:47.358 --> 00:04:53.507
And that's one that took me a long time to figure out the difference between being self-employed and actually having a business.
00:04:53.817 --> 00:04:56.127
I didn't figure that out until probably year six or seven.
00:04:56.127 --> 00:04:59.427
I was just working myself to the bone.
00:04:59.458 --> 00:05:02.307
I was trying to keep this business afloat just through sheer will.
00:05:02.608 --> 00:05:15.218
And it wasn't until I had an epiphany almost to understand that, okay, I have to take a step back and I have to delegate some time, during the week to work on the business, develop the processes around what it is we're doing or else I'm never gonna make it.
00:05:15.577 --> 00:05:18.338
I basically figured out that I had just built myself a job.
00:05:18.637 --> 00:05:20.947
And then I started to really build myself a business.
00:05:20.947 --> 00:05:24.338
And after about four or five years of doing that, I actually had something.
00:05:24.398 --> 00:05:25.958
I had something that could run without me.
00:05:26.317 --> 00:05:30.848
There are a couple of things there I'd like to drill into a little bit more, but, as a business start.
00:05:30.848 --> 00:05:42.415
So if we take this scenario even further, when you start out in a lawn mowing business as a kid in high school, You're using the lawnmower that your parents bought you and, they probably fill up the gas tank for you.
00:05:42.565 --> 00:05:44.336
So it's basically pure profit, right?
00:05:44.336 --> 00:05:48.536
You're going out, putting in a little labor and then receiving a reward for that.
00:05:48.745 --> 00:05:51.963
But the reality is that most businesses don't work that way.
00:05:51.963 --> 00:05:54.514
There's an investment that you have to make in your business.
00:05:54.514 --> 00:05:56.853
And I know that you're a bootstrap business.
00:05:56.853 --> 00:06:07.084
Talk to me a little bit about what it means to bootstrap your own business and what it really takes in terms of ongoing investment to grow something like you've grown today.
00:06:07.482 --> 00:06:08.531
Yes for me.
00:06:08.531 --> 00:06:14.096
My personal philosophy is that bootstrap businesses are the best way to attack growing a business from scratch.
00:06:14.096 --> 00:06:17.696
And so I feel like a revenue is the best form of financing.
00:06:17.696 --> 00:06:18.146
There is.
00:06:18.206 --> 00:06:19.617
It was beaten into my head.
00:06:19.666 --> 00:06:26.293
as a kid, when I was cutting grass, I would, I had these headphones that I would listen to all day long and I listened to talk radio.
00:06:26.593 --> 00:06:29.564
And every day at two o'clock, the Dave Ramsey show would come on.
00:06:29.954 --> 00:06:36.043
And so I was basically about a fault forced to listen to Dave Ramsey, talk for four hours every day.
00:06:36.043 --> 00:06:44.454
And one thing that at the core of his teaching is building your business debt free living debt-free, using debt as sparingly as possible.
00:06:44.454 --> 00:06:45.923
And that's how I built that company.
00:06:46.004 --> 00:06:49.754
I took it from one truck to over 90 trucks that were going out every day.
00:06:49.783 --> 00:06:53.863
Every one of those vehicles was bought from the revenue that the business generated.
00:06:54.403 --> 00:06:58.603
And so that was just my ethos, my philosophy on how to build that company.
00:06:58.963 --> 00:07:00.793
And, it meant a couple things.
00:07:00.853 --> 00:07:04.033
it meant that I had to move slower at it.
00:07:04.124 --> 00:07:08.113
It instilled like a sense of discipline and a relentless.
00:07:08.363 --> 00:07:13.774
adaptability and to how I ran that business, because it had to grow off of its own revenue.
00:07:13.774 --> 00:07:19.124
So for me, building your business off of its own sales is a good way to force that discipline.
00:07:19.153 --> 00:07:25.244
It's a good way to always be focused on doing the right things and focus on only two or three things at a time.
00:07:25.673 --> 00:07:42.264
and it's one that can help you, in a sense, like not make mistakes, because if you take on, let's say, a credit line for$100,000 or$250,000 before you know it, if you don't deploy that capital wisely, not only are you in the same spot you were when you took it, but now you're$250,000 in debt.
00:07:42.293 --> 00:07:43.134
And so now guess what?
00:07:43.134 --> 00:07:44.574
You don't have a business, you don't have a job.
00:07:44.603 --> 00:07:45.713
You got a chain around your neck.
00:07:45.747 --> 00:07:47.127
And that's something that always scared me.
00:07:47.127 --> 00:07:51.697
It was something that, I didn't ever want to like, not have to run the business, but I didn't want to.
00:07:52.148 --> 00:08:02.538
And building a debt-free building it with no outside capital was one that allowed me to always focus on the I always focus on doing things better than our competitors and building a sustainable company.
00:08:02.658 --> 00:08:05.807
And that was one of the reasons why I was able to get it sold was because it was debt-free.
00:08:07.290 --> 00:08:10.141
Hey, it's Eric here and we'll be right back to the podcast.
00:08:10.141 --> 00:08:15.000
But first, are you ready to grow, scale, and take your marketing to the next level?
00:08:15.211 --> 00:08:21.571
If so, The Five Echelon Group's Virtual CMO onsulting service may be a great fit for you.
00:08:21.841 --> 00:08:27.750
We can help build a strategic marketing plan for your business and manage its execution, step-by-step.
00:08:27.990 --> 00:08:30.540
We'll focus on areas like how to attract more leads.
00:08:30.810 --> 00:08:34.951
How to create compelling messaging that resonates with your ideal customers.
00:08:35.311 --> 00:08:38.880
How to strategically package and position your products and services.
00:08:39.211 --> 00:08:43.620
How to increase lead conversion, improve your margins, and scale your business.
00:08:43.951 --> 00:08:51.721
To find out more about our consulting offerings and schedule a consultation, go to fiveechelon.com and click on Services.
00:08:52.171 --> 00:08:53.431
Now back to the podcast.
00:08:55.912 --> 00:09:11.572
when you looked out and you want it to start a new company and you started Green Pal, I don't know about you, but if I drive around my neighborhood on any given day, there will be dozens and dozens of different trucks from different companies, all doing lawn care within the neighborhood.
00:09:11.871 --> 00:09:19.251
And so looking at that as a potential business venture, I got to say, there's a lot of competition out there.
00:09:19.251 --> 00:09:23.751
So clearly you looked at it and said, this is both a problem and an opportunity, right?
00:09:23.751 --> 00:09:34.491
Because there are so many people that are out there doing this, but yet you saw that there was an opportunity to create something in a very specific niche that allowed you to exploit that opportunity.
00:09:34.642 --> 00:09:42.111
Talk a little bit about what your thought process was there, because I think it's so important for businesses to understand that they have to find that runway.
00:09:42.111 --> 00:09:46.251
They have to find that niche and they can be successful even in a crowded space.
00:09:46.942 --> 00:09:47.481
Yes.
00:09:47.511 --> 00:09:48.892
And you certainly can be.
00:09:48.922 --> 00:09:50.591
And, for you're exactly right.
00:09:50.591 --> 00:09:52.572
It's a S it's a hyper competitive business.
00:09:52.572 --> 00:09:54.221
The barriers to entry are pretty low.
00:09:54.642 --> 00:09:59.652
And you can, in many parts of the country, you can swing a dead cat and hit five lawn mowing services.
00:10:00.162 --> 00:10:02.142
Especially like in Florida and Southern California.
00:10:02.206 --> 00:10:18.567
And so you have to figure out, okay, what is a, not only do I have to do a great job at the service, I have to, do a good job of getting customers and keeping them, but you have to figure out some kind of structural, competitive advantage, some kind of way that you can compete better than your competition is.
00:10:18.567 --> 00:10:21.206
So for us, one thing that we did was we looked at.
00:10:21.256 --> 00:10:23.267
what was called route density from day one.
00:10:23.576 --> 00:10:38.326
we knew that, if we could just get 10 clients on one street, or 10 restaurants on one side of town that we could do a better, more consistent service at a better price than the hundreds of competitors that are services that our customers could call.
00:10:38.716 --> 00:10:46.996
So that was one, one thing that we've, that we did very early on when we got out of the hustle of just running a business, trying to figure out how we're going to build a company was okay.
00:10:46.996 --> 00:10:48.226
We can focus on.
00:10:48.557 --> 00:10:58.966
Being more efficient in our operations and only soliciting and trying to grow our client base who are within like a minute or less drive the existing clients that we have.
00:10:59.116 --> 00:11:00.437
So we can reduce drive time.
00:11:00.466 --> 00:11:03.226
We can reduce time wasted that the customer doesn't want to pay for.
00:11:03.466 --> 00:11:07.246
And we can do a better, more consistent job at a better price than our competitors are doing.
00:11:07.576 --> 00:11:23.616
So that was one structural advantage that we developed early on in running that business that carried through, through the 15 years of running, it was always have a relentless obsession with operational efficiency and to do it better flat out, just better and more and more reliably than our competitors in our market was.
00:11:24.697 --> 00:11:25.866
Yeah, that's very interesting.
00:11:25.866 --> 00:11:46.701
What are the things that I preach to my clients is this idea of reducing friction in your business as a way to provide better customer service and really grow your business and when I looked at what you guys were doing from a purely, from a customer standpoint, what I actually wrote these down, I saw that you were reducing friction in a couple of ways.
00:11:46.821 --> 00:11:51.110
You were connecting clients with service providers, which can be a huge chore.
00:11:51.110 --> 00:11:51.530
If there.
00:11:51.890 --> 00:11:57.110
Dozens of people in the neighborhood who are providing service, how do you even know who to call?
00:11:57.270 --> 00:11:59.520
because a lot of times they were even working during the day, right?
00:11:59.520 --> 00:12:03.260
And there are never going to pick up a phone call second, who's the best one.
00:12:03.260 --> 00:12:12.000
How do you know if a company a is better than company B there's very little way of knowing that I'm helping people understand pricing.
00:12:12.000 --> 00:12:13.921
what should I expect to pay for this?
00:12:14.071 --> 00:12:19.850
Because I think everybody just test the waters and see what people are willing to pay, but you help people understand what they should pay.
00:12:20.091 --> 00:12:21.980
And then the last one was really around.
00:12:22.037 --> 00:12:23.267
Payments themselves.
00:12:23.476 --> 00:12:25.216
So many of these businesses.
00:12:25.386 --> 00:12:26.466
operate by cash.
00:12:26.496 --> 00:12:30.517
they want to receive a check or something like that, but we all know we're going to a cashless society.
00:12:30.517 --> 00:12:31.836
People like to pay by credit cards.
00:12:31.866 --> 00:12:33.336
They like to do things online.
00:12:33.486 --> 00:12:36.006
So really removing the friction there.
00:12:36.206 --> 00:12:40.947
does that sound about right where those, some of the key points that you were looking at in terms of developing this business?
00:12:41.336 --> 00:12:41.907
Absolutely.
00:12:41.907 --> 00:12:42.626
Yeah, you nailed it.
00:12:42.657 --> 00:12:45.927
You went down and just hit all of the points of our value proposition.
00:12:45.927 --> 00:12:51.897
And that was, these were all the problems I saw in the industry running in it for 15 years after selling that company.
00:12:52.116 --> 00:12:56.917
I thought, okay, I see what Airbnb is doing for accommodations and what Uber and Lyft are doing.
00:12:56.917 --> 00:12:59.947
And to your point, reducing friction for getting a ride somewhere.
00:13:00.336 --> 00:13:05.616
And I thought, okay, this green pal needs to exist for this industry because it is fraught with friction.
00:13:05.677 --> 00:13:07.267
If you need to get your grass cut.
00:13:07.537 --> 00:13:10.897
You're going to have to dial for dollars and call 10 phone numbers.
00:13:11.136 --> 00:13:15.846
And leave 10 voicemails and hopefully some of them will call you back and then maybe they might come out and give you an estimate.
00:13:15.846 --> 00:13:21.006
And then if you hire them, how do you even know they're going to show up on the day they're supposed to, are they going to do a good job?
00:13:21.246 --> 00:13:22.777
And then how do you deal with the payment?
00:13:22.777 --> 00:13:24.976
Lee is still people leave a cash under the mat.
00:13:24.976 --> 00:13:28.376
And it's just, this whole process is fraught with friction.
00:13:28.797 --> 00:13:35.486
And that is what we attack as a digital service, as a digital marketplace is too, is the reduce and eliminate all of that friction.
00:13:35.817 --> 00:13:38.486
And so you can literally get done in 60 seconds.
00:13:38.486 --> 00:13:40.017
What normally would take you hours?
00:13:40.216 --> 00:13:44.086
you just jump on the app and you'll get quotes from five service providers in your neighborhood.
00:13:44.297 --> 00:13:46.667
You can read reviews and see what other people are saying about them.
00:13:46.697 --> 00:13:49.126
Look at statistics about how often they show up on time.
00:13:49.456 --> 00:13:52.277
We measure all of that and present it to you so you can then hire them.
00:13:52.527 --> 00:13:54.356
Right off the shelf, like ordering an Uber.
00:13:54.836 --> 00:13:57.246
And so let's take an a seven years to get there, but that.
00:13:57.697 --> 00:13:59.856
Vision has almost stayed the same.
00:14:00.167 --> 00:14:04.067
knowing that's what the problem we were attacking and that's the friction we were looking to resolve.
00:14:04.397 --> 00:14:06.767
And even to this day, we still searched for the friction.
00:14:06.767 --> 00:14:08.836
and one, one way we do this, we literally.
00:14:09.226 --> 00:14:10.456
Use our own service.
00:14:10.456 --> 00:14:18.047
We sign up for our own service every week to try to identify friction and understand how can we make this easier, more reliable, and faster.
00:14:18.557 --> 00:14:23.386
And that's one, one, one piece of advice I give to business owners is to do business with yourself.
00:14:23.726 --> 00:14:25.106
it doesn't matter what business you're in.
00:14:25.106 --> 00:14:28.317
If you're in the construction company, or if you own a pie shop.
00:14:28.976 --> 00:14:34.346
Do business with yourself, understand, call the front office, understand where the friction is in your business?
00:14:34.626 --> 00:14:38.386
because so often we get in the trenches of building companies and we focus.
00:14:38.417 --> 00:14:39.677
We make every decision from.
00:14:39.706 --> 00:14:42.376
From company logic and not customer logic.
00:14:42.677 --> 00:14:51.126
And so we almost have to get in that customer's shoes on a continual ongoing basis to understand what customer logic is because we lose sight of it.
00:14:51.397 --> 00:14:53.017
And to understand where that friction is.
00:14:53.706 --> 00:14:54.756
That's such a good point.
00:14:54.756 --> 00:15:01.777
Customer experience is such a key in today's world, because there are so many companies out there that are setting the standard very high.
00:15:02.047 --> 00:15:12.456
And if you're not looking at things from a customer's perspective, you can really miss those points of friction that your knee you need to work on as a company to make it a better overall experience.
00:15:12.697 --> 00:15:20.167
I'm curious too, from your service provider standpoint, there are a lot of businesses out there that I find are penny wise, pound foolish.
00:15:20.407 --> 00:15:34.836
that they don't accept a credit card because they're worried about paying that small, transaction fee or they don't take Amex because it's slightly higher than a master card, or they insist that you use their personal cash app because they want to go around.
00:15:35.292 --> 00:15:36.732
the process completely.
00:15:37.003 --> 00:15:43.533
Did you find most pushback from the providers or the service providers that you're working with to say, now I'm dealing with a middleman.
00:15:43.533 --> 00:15:48.842
I have to give up some of my income in order to sign up for this service.
00:15:49.533 --> 00:15:50.822
Yeah, that's a great question.
00:15:50.822 --> 00:15:54.722
So when you're building a multi-sided market like this, you almost have to customers.
00:15:54.722 --> 00:16:01.202
We have the homeowners that need to get their grass cut, but we also have to build a product and a platform and a solution to service providers.
00:16:01.222 --> 00:16:03.503
that literally makes their life better.
00:16:03.773 --> 00:16:05.903
It has to, or else they won't use it.
00:16:06.173 --> 00:16:09.232
And if they won't use it, then they're not there to be ordered off the shelf.
00:16:09.712 --> 00:16:10.942
And so we've over time.
00:16:10.972 --> 00:16:16.163
I've had to understand, okay, this is, these are the things that the tools that service providers need.
00:16:16.393 --> 00:16:20.363
these are the things that they're willing to pay for the things that they're not, this is what they care about.
00:16:20.423 --> 00:16:21.082
Here's what they don't.
00:16:21.562 --> 00:16:26.623
And over time, you're delivering more value than the transaction fee to use the platform.
00:16:26.623 --> 00:16:29.143
And also the credit card processing because you're right.
00:16:29.263 --> 00:16:31.182
A lot of the service providers.
00:16:31.452 --> 00:16:38.753
Are weekend warriors, maybe they're a teacher or they're a fireman, or they work full time and they mow yards on weekends.
00:16:38.783 --> 00:16:48.993
And in the afternoons, we probably half of our service providers fit that description is so they're not, they're not very sophisticated in their understanding and love and logic on how they approach business.
00:16:49.293 --> 00:16:55.173
And they're looking at that dollar or$2 transactional fee and the credit card processing, or like, why do I have to pay this?
00:16:55.533 --> 00:17:01.232
Then, so you have to over time demonstrate that your platform is making them more money.
00:17:01.442 --> 00:17:02.763
Than they could otherwise.
00:17:02.982 --> 00:17:05.772
and so hopefully they come to the arrangement.
00:17:05.803 --> 00:17:08.113
They understand that I don't have to do bookkeeping anymore.
00:17:08.323 --> 00:17:09.883
I don't have to send out invoices.
00:17:09.883 --> 00:17:11.952
I don't have to wait 45 days for my money.
00:17:12.252 --> 00:17:14.383
I don't have to worry about if I'm going to get paid or not.
00:17:14.563 --> 00:17:16.542
And over time they're conditioned understand.
00:17:16.542 --> 00:17:18.192
Yeah, this is the only way to do this.
00:17:18.192 --> 00:17:24.522
The only way to run my business, because I can just do one thing, which is do a great job of taking care of my customers.
00:17:24.732 --> 00:17:26.173
I don't have to worry about marketing.
00:17:26.173 --> 00:17:27.853
I don't have to worry about bookkeeping.
00:17:27.853 --> 00:17:30.282
I don't have to worry about mailing out invoices.
00:17:30.583 --> 00:17:33.063
And, and nine out of 10, suppliers, get it.
00:17:33.272 --> 00:17:33.903
Some don't.
00:17:34.123 --> 00:17:38.113
but nine out of 10 do, and you're not going to please everybody, but there's the ones that get it.
00:00:01.947 --> 00:00:08.310
00:00:08.577 --> 00:00:22.940
00:00:24.702 --> 00:00:26.952
00:00:27.193 --> 00:00:28.928
00:00:29.263 --> 00:00:41.622
00:00:41.673 --> 00:00:44.762
00:00:45.003 --> 00:00:53.103
00:00:53.432 --> 00:01:15.662
00:01:15.972 --> 00:01:17.862
00:01:17.983 --> 00:01:22.572
00:01:22.915 --> 00:01:25.495
00:01:25.525 --> 00:01:27.114
00:01:27.114 --> 00:01:27.444
00:01:27.474 --> 00:01:28.284
00:01:28.825 --> 00:01:46.045
00:01:46.045 --> 00:01:51.144
00:01:51.355 --> 00:01:55.111
00:01:55.231 --> 00:01:56.792
00:01:56.941 --> 00:02:00.061
00:02:00.061 --> 00:02:02.792
00:02:02.971 --> 00:02:06.331
00:02:06.912 --> 00:02:07.662
00:02:07.691 --> 00:02:08.532
00:02:08.532 --> 00:02:11.622
00:02:11.711 --> 00:02:12.942
00:02:12.942 --> 00:02:15.822
00:02:15.852 --> 00:02:17.502
00:02:17.502 --> 00:02:18.162
00:02:18.192 --> 00:02:18.762
00:02:18.792 --> 00:02:23.651
00:02:23.921 --> 00:02:25.812
00:02:25.861 --> 00:02:28.731
00:02:28.852 --> 00:02:30.442
00:02:31.042 --> 00:02:32.032
00:02:32.032 --> 00:02:33.502
00:02:33.532 --> 00:02:40.972
00:02:41.421 --> 00:02:44.931
00:02:44.931 --> 00:02:54.472
00:02:54.861 --> 00:02:57.921
00:02:58.282 --> 00:03:03.322
00:03:03.412 --> 00:03:09.171
00:03:09.200 --> 00:03:11.721
00:03:11.768 --> 00:03:13.538
00:03:14.018 --> 00:03:17.518
00:03:17.548 --> 00:03:24.407
00:03:24.737 --> 00:03:35.598
00:03:35.877 --> 00:03:41.397
00:03:41.937 --> 00:03:43.228
00:03:43.258 --> 00:03:50.467
00:03:51.008 --> 00:03:56.828
00:03:56.828 --> 00:04:06.751
00:04:06.931 --> 00:04:09.691
00:04:10.010 --> 00:04:10.401
00:04:10.461 --> 00:04:11.151
00:04:11.151 --> 00:04:12.050
00:04:12.080 --> 00:04:15.001
00:04:15.031 --> 00:04:16.980
00:04:17.310 --> 00:04:18.841
00:04:18.841 --> 00:04:21.901
00:04:21.968 --> 00:04:25.077
00:04:25.437 --> 00:04:34.257
00:04:34.307 --> 00:04:39.017
00:04:39.387 --> 00:04:47.327
00:04:47.358 --> 00:04:53.507
00:04:53.817 --> 00:04:56.127
00:04:56.127 --> 00:04:59.427
00:04:59.458 --> 00:05:02.307
00:05:02.608 --> 00:05:15.218
00:05:15.577 --> 00:05:18.338
00:05:18.637 --> 00:05:20.947
00:05:20.947 --> 00:05:24.338
00:05:24.398 --> 00:05:25.958
00:05:26.317 --> 00:05:30.848
00:05:30.848 --> 00:05:42.415
00:05:42.565 --> 00:05:44.336
00:05:44.336 --> 00:05:48.536
00:05:48.745 --> 00:05:51.963
00:05:51.963 --> 00:05:54.514
00:05:54.514 --> 00:05:56.853
00:05:56.853 --> 00:06:07.084
00:06:07.482 --> 00:06:08.531
00:06:08.531 --> 00:06:14.096
00:06:14.096 --> 00:06:17.696
00:06:17.696 --> 00:06:18.146
00:06:18.206 --> 00:06:19.617
00:06:19.666 --> 00:06:26.293
00:06:26.593 --> 00:06:29.564
00:06:29.954 --> 00:06:36.043
00:06:36.043 --> 00:06:44.454
00:06:44.454 --> 00:06:45.923
00:06:46.004 --> 00:06:49.754
00:06:49.783 --> 00:06:53.863
00:06:54.403 --> 00:06:58.603
00:06:58.963 --> 00:07:00.793
00:07:00.853 --> 00:07:04.033
00:07:04.124 --> 00:07:08.113
00:07:08.363 --> 00:07:13.774
00:07:13.774 --> 00:07:19.124
00:07:19.153 --> 00:07:25.244
00:07:25.673 --> 00:07:42.264
00:07:42.293 --> 00:07:43.134
00:07:43.134 --> 00:07:44.574
00:07:44.603 --> 00:07:45.713
00:07:45.747 --> 00:07:47.127
00:07:47.127 --> 00:07:51.697
00:07:52.148 --> 00:08:02.538
00:08:02.658 --> 00:08:05.807
00:08:07.290 --> 00:08:10.141
00:08:10.141 --> 00:08:15.000
00:08:15.211 --> 00:08:21.571
00:08:21.841 --> 00:08:27.750
00:08:27.990 --> 00:08:30.540
00:08:30.810 --> 00:08:34.951
00:08:35.311 --> 00:08:38.880
00:08:39.211 --> 00:08:43.620
00:08:43.951 --> 00:08:51.721
00:08:52.171 --> 00:08:53.431
00:08:55.912 --> 00:09:11.572
00:09:11.871 --> 00:09:19.251
00:09:19.251 --> 00:09:23.751
00:09:23.751 --> 00:09:34.491
00:09:34.642 --> 00:09:42.111
00:09:42.111 --> 00:09:46.251
00:09:46.942 --> 00:09:47.481
00:09:47.511 --> 00:09:48.892
00:09:48.922 --> 00:09:50.591
00:09:50.591 --> 00:09:52.572
00:09:52.572 --> 00:09:54.221
00:09:54.642 --> 00:09:59.652
00:10:00.162 --> 00:10:02.142
00:10:02.206 --> 00:10:18.567
00:10:18.567 --> 00:10:21.206
00:10:21.256 --> 00:10:23.267
00:10:23.576 --> 00:10:38.326
00:10:38.716 --> 00:10:46.996
00:10:46.996 --> 00:10:48.226
00:10:48.557 --> 00:10:58.966
00:10:59.116 --> 00:11:00.437
00:11:00.466 --> 00:11:03.226
00:11:03.466 --> 00:11:07.246
00:11:07.576 --> 00:11:23.616
00:11:24.697 --> 00:11:25.866
00:11:25.866 --> 00:11:46.701
00:11:46.821 --> 00:11:51.110
00:11:51.110 --> 00:11:51.530
00:11:51.890 --> 00:11:57.110
00:11:57.270 --> 00:11:59.520
00:11:59.520 --> 00:12:03.260
00:12:03.260 --> 00:12:12.000
00:12:12.000 --> 00:12:13.921
00:12:14.071 --> 00:12:19.850
00:12:20.091 --> 00:12:21.980
00:12:22.037 --> 00:12:23.267
00:12:23.476 --> 00:12:25.216
00:12:25.386 --> 00:12:26.466
00:12:26.496 --> 00:12:30.517
00:12:30.517 --> 00:12:31.836
00:12:31.866 --> 00:12:33.336
00:12:33.486 --> 00:12:36.006
00:12:36.206 --> 00:12:40.947
00:12:41.336 --> 00:12:41.907
00:12:41.907 --> 00:12:42.626
00:12:42.657 --> 00:12:45.927
00:12:45.927 --> 00:12:51.897
00:12:52.116 --> 00:12:56.917
00:12:56.917 --> 00:12:59.947
00:13:00.336 --> 00:13:05.616
00:13:05.677 --> 00:13:07.267
00:13:07.537 --> 00:13:10.897
00:13:11.136 --> 00:13:15.846
00:13:15.846 --> 00:13:21.006
00:13:21.246 --> 00:13:22.777
00:13:22.777 --> 00:13:24.976
00:13:24.976 --> 00:13:28.376
00:13:28.797 --> 00:13:35.486
00:13:35.817 --> 00:13:38.486
00:13:38.486 --> 00:13:40.017
00:13:40.216 --> 00:13:44.086
00:13:44.297 --> 00:13:46.667
00:13:46.697 --> 00:13:49.126
00:13:49.456 --> 00:13:52.277
00:13:52.527 --> 00:13:54.356
00:13:54.836 --> 00:13:57.246
00:13:57.697 --> 00:13:59.856
00:14:00.167 --> 00:14:04.067
00:14:04.397 --> 00:14:06.767
00:14:06.767 --> 00:14:08.836
00:14:09.226 --> 00:14:10.456
00:14:10.456 --> 00:14:18.047
00:14:18.557 --> 00:14:23.386
00:14:23.726 --> 00:14:25.106
00:14:25.106 --> 00:14:28.317
00:14:28.976 --> 00:14:34.346
00:14:34.626 --> 00:14:38.386
00:14:38.417 --> 00:14:39.677
00:14:39.706 --> 00:14:42.376
00:14:42.677 --> 00:14:51.126
00:14:51.397 --> 00:14:53.017
00:14:53.706 --> 00:14:54.756
00:14:54.756 --> 00:15:01.777
00:15:02.047 --> 00:15:12.456
00:15:12.697 --> 00:15:20.167
00:15:20.407 --> 00:15:34.836
00:15:35.292 --> 00:15:36.732
00:15:37.003 --> 00:15:43.533
00:15:43.533 --> 00:15:48.842
00:15:49.533 --> 00:15:50.822
00:15:50.822 --> 00:15:54.722
00:15:54.722 --> 00:16:01.202
00:16:01.222 --> 00:16:03.503
00:16:03.773 --> 00:16:05.903
00:16:06.173 --> 00:16:09.232
00:16:09.712 --> 00:16:10.942
00:16:10.972 --> 00:16:16.163
00:16:16.393 --> 00:16:20.363
00:16:20.423 --> 00:16:21.082
00:16:21.562 --> 00:16:26.623
00:16:26.623 --> 00:16:29.143
00:16:29.263 --> 00:16:31.182
00:16:31.452 --> 00:16:38.753
00:16:38.783 --> 00:16:48.993
00:16:49.293 --> 00:16:55.173
00:16:55.533 --> 00:17:01.232
00:17:01.442 --> 00:17:02.763
00:17:02.982 --> 00:17:05.772
00:17:05.803 --> 00:17:08.113
00:17:08.323 --> 00:17:09.883
00:17:09.883 --> 00:17:11.952
00:17:12.252 --> 00:17:14.383
00:17:14.563 --> 00:17:16.542
00:17:16.542 --> 00:17:18.192
00:17:18.192 --> 00:17:24.522
00:17:24.732 --> 00:17:26.173
00:17:26.173 --> 00:17:27.853
00:17:27.853 --> 00:17:30.282
00:17:30.583 --> 00:17:33.063
00:17:33.272 --> 00:17:33.903
00:17:34.123 --> 00:17:38.113