Episode•September 28, 2026•30 min

EP290: The real cost of inexperience | Contractor Growth Secrets

Are you stuck trying to do everything on your own as a contractor? Brad breaks down the hidden price of inexperience and why hiring experts for tasks outside your core skills is crucial. Valuable advice on delegating without abdicating, managing time wisely, and boosting contractor profits. Learn to stop bottlenecking your growth and focus on what matters most. In this episode, Brad talks about: The true cost of DIY projects in your business Why your time is not free and how to assign a dollar value to it The dangers of trying to figure everything out on your own Real-life examples of costly mistakes made by business owners Strategies for effective delegation and management Links to resources: Join our new community on Skool: https://www.contractorprofitblueprint.skool.com Get your free ebook and labor burden worksheet for the first 100 sign-ups! Grab my free job costing worksheet and start job costing every job right away. https://go.hammercrm.com/widget/form/4Bws6E9GGX0RZPoED1bn Want to go deeper? Check out the Contractor Profit Blueprint: https://www.thecontractorprofitblueprint.com/ Book a strategy call with Brad: https://hammerandgrind.com/qualification-website Enjoying the podcast? Visit our website at https://www.hammerandgrindpodcast.com for the latest episodes, resources, and more. Have a question, story, or topic you'd like us to cover? Leave us a message here: https://www.hammerandgrindpodcast.com/voicemail. We'd love to hear from you, and your message could be featured on a future episode! Help us get the word out to other contractors by leaving us a review or sharing our podcast! Hosted on Acast. See acast.com/privacy for more information.

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Transcript

0:01

There is a real cost that doesn't show up anywhere on your profit and loss. And that real cost is your inexperience. Contractors try to save money by doing everything themselves. They do their own bookkeeping, their own marketing, their own website, their own sales, their own hiring, their own payroll, their own estimating, sometimes even their own legal work. And they justify it by saying, why would I pay somebody to do something I can do myself? But that's the wrong question that you should be asking. The question is, what is it costing you to have an inexperienced person doing this job? Because just because you're the owner doesn't mean you're the best person to do everything in your business. And sometimes the most expensive employee in your company is you. Hey, welcome to the show. I'm your host, Brad Hebner. I'm a licensed general contractor, author of The Contractor Profit Blueprint. And I help overwhelmed contractors boost their profits and regain their freedom by showing them how to charge what they're worth. In this episode, we're talking about what's the real cost of inexperience in your business. And it's actually much, much more expensive than what you probably think it is. So what are we talking about? Like in the intro, we're saying, hey, I'm the owner. You know, I built this business from scratch. I know how to do everything. I know how to do on the tools. I can build a house from the ground up. I can do this and this and this. I am awesome, right? I mean, ego wise, I can do everything. And so therefore, why would I pay someone else to do this job? Now, let's talk about the real, another real cost. And that is it does cost things. You know, it does cost money to do things. If you need a new website, it's going to cost. you know, eight, $10,000 for a new website, there is a hard cost there that we have to consider. However, the cost we're talking about is you trying to build your own website in nights and weekends, or even obviously during the working hours, because here's the reality of it. And as someone who's built multiple websites, you're going to spend, you know, anywhere from 20 to 100 hours to build a website. Now, does AI help you do things much faster? Absolutely. Is that still the best way to use your time? Absolutely not. Because the truth is, you don't know what works well. Right? Do you know like, how do you do your H1 tags and your H2 tags? Do you know how to do, set up your metadata for the, you know, for AI and for SEO? Do you know how to do all that stuff? Most of you probably never even heard those terms. Right? Oh, well, Brad, AI tells me what I did. Guys, that AI. is awesome. I've been using AI for like over three years since it first came out. AI is tricking everyone to think that they're now the expert and they're not, right? Now, does it help you? Absolutely. Use AI as much as you can. It's a force multiplier. I love AI. I use it every day. You should absolutely use AI. But does the AI make you all of a sudden a website builder? No. Does it make you a marketing genius? No. There's still inexperience, even with AI, that causes things in your business when you're doing it yourself to not get the best results. Okay? Again, yes, if you have zero money available, you're just starting out, you can leverage some of these things because my philosophy is bad, good, great. Like if you have a bad website, a really bad website, that's still better than not having a website. If you have a good website, that's better than a bad one. If you have a great website, obviously that's the best version of that. And apply it to anything. Marketing, branding, whatever. Sales, all that stuff. All that stuff, yes, there is a bad, good, great philosophy or funnel, if you will, to get to the best. But we're not just talking about those things. Because not everything can be done with AI. We're not just talking about that stuff. So let's break down some of these things. because it's important to talk about this. I went to a two-day business conference for a group that I'm in, a coaching group that I'm in as a student, and they had this two-day business conference, and it was absolutely awesome. I mean, it really was. You get the network. There's about 36 or so other business owners of all genres. I mean, I think that was the only contractor in the room or business coach who works in the construction industry. There were speakers and authors and, I mean, just the whole gamut of people that you can come across. And as a sidebar here, if you can get into rooms like that, it's one of the best things that you can possibly do for yourself and for your business. Being around other people who are doing amazing things in their business. And being able to rub shoulders with them and talk to them and, you know, just have those conversations, get feedback on what they're doing in their business and what's working and helping you. I mean, it's just amazing. You'll notice if you go to the YouTube channel now, it says I've actually rebranded the YouTube channel. It now says the Contractor Profit Blueprint with Brad Hebner. It doesn't say the Hammer and Grind podcast anymore. As we start to change some of the branding and have a more focused direction on where I want to go. That's where we're at. So if you ever get the chance to do that, and we will be actually putting on some of those events here in the near future. So make sure you pay attention and look out for some of that, those announcements, because they are, it is a great opportunity to get into a room like that, especially at a very small scale where you get to actually have real conversations with people. All right. So, so when it comes to inexperience, we natively understand this. on the job site, right? Like nobody wants to hire the guy who says, oh, I got 10 years experience. And then you hire him and he acts like he's never done it before, right? So we understand this on the job site. We already understand that, you know, we wouldn't put somebody in charge who's never installed tile before in a $30,000 master bathroom and say, just figure it out, right? A tile job. You've never installed tile. Great. Here's $30,000 worth of tile. Go figure it out. That's like no one would ever do that ever. That's I mean, you're like, Brad, that's common sense. Like, are you think I'm stupid or what? But yet we do that to ourselves in our business all the time, every day. I'll figure it out. I'll figure it out. I'll just figure it out. This is why I always say that dumb, you know, dumb business owners usually are more successful than smart business owners, because smart business owners think they can figure it all out themselves. And they can because they're smart, but they don't look at the cost of the inexperience of trying to figure it out. themselves, right? So you know that if you put somebody in that $30,000 bathroom situation, you know, it's going to take longer, you know, they're going to make mistakes, you know, they're going to waste material, you know, the quality is not going to be very good. And you know, somebody experienced may eventually have to fix it anyways. Like you know, these things I'm not, I don't have to tell you, you already know these things, right? That's the cost of the inexperience. But then We get into our own business as the owner and somehow think that those rules never apply to us anymore. They don't apply to us as a business owner. We know it on the job site, but in our business, it doesn't apply. We're special. We're the exception. We can figure it out. I mean, I was having a conversation with someone just yesterday, and this was the conversation. I'm like, You know, there's parts of my business that are not where I want them to be because I'm stuck because I do a lot of the stuff myself. And I, you know, I am a smart person in the sense of I can figure things out. And, you know, having ADD and liking to be the problem solver, like it's fun to try and figure stuff out. Is that the best use of my time? Absolutely not. It's not. It's absolutely not the best use of my time. And so it's always a constant battle for me to be able to say, can you do this? Yes. Should you be doing it? No. Right. Can you do it? Yes. Should you be doing it? No. So capability doesn't equal responsibility, right? You can learn QuickBooks. Absolutely. You can learn Facebook ads. You can learn how to build a website. You can learn SEO, how to write contracts, how to run payroll, how to design a logo. You can figure out HR. The question isn't, can you do it? The question is, should I be the person doing that? And by the way, some of these things I knew from the very beginning, I had a little bit of foresight to know not to do it. I've never done payroll, ever. If you put a gun to my head and said, do payroll, I would die. I literally have no idea how to do payroll because from day one, I always had someone else doing payroll for me. I never needed to learn how to do it. And people are like, well, Brad, it only takes 10 minutes to do it. It's super easy. That's not the point. The point is not whether it's super easy. The point is, why should I learn how to do that? So you shouldn't be the one learning how to do everything in your business. Here's the thing. I had a conversation yesterday on a coaching call. Your time is not free. I've said this 100 times. Your time as a business owner is not free. There is a real cost. And then when you add in the inexperienced side, the cost is even greater. Everything you do in your business should have a dollar amount assigned to it, and it should be providing value to your business. In the book, Dan Martell's Buy Back Your Time. Great book. You should read it because this is a lot of the philosophies that I'm talking about is that you need to, you shouldn't be doing a task that a $15 an hour employee or a $5 an hour VA can be doing. You shouldn't be doing that task, period. You should be hiring people. There's no reason for you to do it. Okay. So the time isn't free. This is where owners screw up. They'll say, I saved a thousand dollars because I did it myself. Brad, one of my clients was one time on a call, and I've mentioned this before. He was doing all the plumbing in his bathroom because it was going to save him some crazy number, $3,000 or $5,000, something like that. He was doing it himself to save that money. Sounds like a good idea. Man, if I could save $3,000, I'm putting an extra $3,000 in my pocket, Brad. Yes, but... What if that same time, that same day, you were out there and you sold one or two or three jobs, or you sold $50,000 worth of work? You lost that opportunity on that day because you chose to save $3,000 or you chose to save $1,000. There's real hard costs there. So when you say, I've saved $1,000 because I did it myself, did you? Did you actually save $1,000? So let's say an expert would charge you $1,000. You hire an expert to do something, they charge you $1,000, and you save that $1,000 by doing it yourself. So you spend three hours researching it, two hours watching YouTube, five hours trying to figure it out, three more hours fixing it, and another two hours screwing with it later. That's 15 hours that you spend of your time to save $1,000. Was it worth it, right? What could you have done in that 15 hours? Like I said, you could have sold another job. You could have followed up with leads. You could have built relationships. You could have trained your team. You could have improved your production. You could have job-costed projects. You could have worked on something that only the owner can do. You could have worked on processes, some SOPs. You could have done training. There's all these things you could have done during that 15 hours. But Brad, I did it on the nights and weekends. It doesn't come out of my work time. It comes out of my free time. Well, do you have a family? Like maybe you're single? Great. You have a family. You're stealing from your family. There's a cost there. Your family has to pay the price. You're not paying it. Your family's paying it by not having you around. That's a real cost. Okay. It's a real emotional cost. So your time has opportunity costs. Free labor from the owner isn't free. That's what I just said. Your time is not free. Stop thinking about your time as free. I tell people all the time, especially new members coming in, the worst possible thing you can do with your time as an owner is going and getting materials. The worst thing you can waste time on. You should not be going and getting materials as an owner of a business, right? I'm not talking about the exceptions. I'm talking about the norm, right? Is there going to be one exception where you go get it? Sure. Great. The problem is you want to use the exceptions as the everyday norm. They're called exceptions because they happen very, very infrequently. You treat exceptions as the norm. That's your normal day, right? So there's more time than a cost. There's more than a time cost that goes with this. Okay, so time. You take five hours to do what an expert does in one, right? Mistakes. You don't know what you don't know. So you don't even know if you made mistakes. You have to do a rework. Now you have to fix what you did incorrectly. Because you don't know what you don't know. I think it was earlier this year. I set up, I built my own claw bot. If you guys remember back then, there's a new claw bot. It was an open source AI. You can build your own claw bot and it does everything for you, right? There's all kinds of security concerns. So me, you know, figuring out how to do stuff because I like tech. I said, I can build my own claw bot. You know, I did have access to a YouTube video that shows you how to do it and blah, blah, blah. And I used AI. And, you know, I went and got a private VPS server, virtual private server. So it wasn't tied to my stuff. And I had all the security and I did all this stuff. And I'm telling you, I spent probably close to 40 hours trying to get this thing to work over the course of a week. Maybe, maybe not quite 40, but I mean, at least 20 hours because I spent two full days and probably more than that. So, I mean, at least 20 up to 40 hours of my time trying to build this claw bot that was going to be great. The last time I used the claw bot was probably two months ago. Now I still have it. I could still use it. And there's still some, you know, I still can get some value out of it. But I spent all that time setting up something because it was a new trendy thing to do. And I thought it was going to be great only to not even use it anymore. That's what we're talking about here. Again, this stuff isn't lost on me. I'm just as susceptible to it. Right. So we do the reworks because we did it incorrectly. We have missed opportunities. So while we were figuring out why I was spending two days trying to, you know, get this stupid thing to work, I could have been following up on leads. I could have made some sales, whatever. Right. So you're not doing, you're not out there doing the higher value task. Then you get poor results, right? Sometimes you complete the task, but very badly. It doesn't come out with the exact result that you wanted, or you get delayed results. Right.

14:56

Hey, just a quick timeout from the show. If you're a frustrated contractor who's dealing with low profit margins, stuck working on the tools every day or doing free estimates for people who are never going to hire you in the first place, I invite you to my private contractor community, The Profit Club, where contractors just like you are adding two to three times more profit each year without producing any more jobs and finally getting completely off the tools to never do another free estimate again. So if you're ready to increase your profits, stop doing free estimates and get off the tools, then all you have to do is click the link in the show notes to learn more about the Profit Club and see how it can easily two to three times the cash in your pocket, give you a proven sales process that will convert more jobs with ease and get you off the tools once and for all. And the best part is you can do all of this without having to produce more jobs than you currently are. Click the link to learn more. Now let's get back to the show.

15:50

Sometimes you get delayed. poor results. Like you built it. It works great. Now, a little bit later, you add more complexity, you hit a ceiling or you see where the faults are. Now you got to go back and redo it. So delayed results, you know, it takes you six months of learning something that an experienced person could do in like one, you know, one week or one day, right? There's real costs to this, right? So the cost isn't simply what it would have cost to hire someone. It's also against everything else, all of the repairs, all the rework, all the lost time, so on and so on. So let's talk about the dilemma, the $500 versus $5,000 decision. And this happens constantly. So an owner doesn't want to spend $500 on someone who knows what they're doing. Brad, I'm not going to pay somebody to come in and do this or that. I'm not going to pay someone to come in and... do a contract. I'm not going to pay an attorney $500 to write a contract. I can just use AI to do it for me. Right. But the mistake costs them $5,000. So you, you do your AI version of the contract so you can save $500 or more. And then you go and you sell a job and there's a legal problem. And the contract you did actually doesn't protect you at all. And it ends up costing you thousands of dollars. And that's just, that's just one, you know, one example. It could be anything. So you're not, you know, the $500 savings is costing you $5,000. That's buying a $5,000 lesson because you didn't want to spend 500 bucks. This happens all the time. I see it every day, every single day. And sometimes those lessons are a hell of a lot more than just $5,000, like a lot more. We talk about this all the time in the profit club where people are doing things themselves and then learning lessons the hard way, right? It happens all the time. Here's the next best example. besides websites and marketing, doing your own bookkeeping, right? Having your wife come into your business and do bookkeeping for you, even though she's never done bookkeeping a day in her life. And you think that's going to save you money. You're going to have someone who's never done bookkeeping manage your money. Dumb guys, dumb. Now, if she is a CPA and she wants to help you on the side, great. How about it? She's got the experience. If you're, you know, You don't hire your wife to come in and do a bunch of admin stuff because you don't want to and then not even pay her. If your wife is doing work in your business, she should be paid for her time. And if you can't afford it, then you're not doing something right in your business, period. That easy. So bookkeeping is a great example, right? The owner wants to save money. I'll do my own books. I'll do my own payroll. Okay, great. But do you actually know how to do bookkeeping? And what's the cost of that if you do it wrong? Maybe you categorize things incorrectly. You don't reconcile accounts right. You don't understand the cogs. You don't do job costing correctly or even constantly. You don't understand the financial side of it. You don't keep things current. Talking to somebody here who's actually had to go back like two, three, four, five years in their QuickBooks and completely reenter every single transaction because there was one thing that was... coded wrong or put in the wrong category or didn't get put in. I'm telling you, I've probably spent 40 hours just going in and fixing my books because I didn't have set up correctly in the beginning or I didn't know what I was doing. And I just, you know, made some stupid mistakes because I was trying to handle it myself. I've done that. It sucks going over. And I mean, I'm talking about going back and doing your books like five times. like deleting a year's worth or two years worth, and then doing that same thing four or five times for an entire year of every transaction. It's mind numbing and it's dumb, right? So, and the problem with QuickBooks specifically is you make a mistake today. You don't know about it until six months later or next year when you do your taxes or whatever. That's when it shows up. And then guess what? You got six months worth of undoing to do, right? So that's why you shouldn't be doing your own books. We already talked about marketing. Like that's a prime example where Mark, everybody wants to do their own marketing and you should be doing some of your marketing, like content marketing, but things like building your own website. I talked about, you know, writing your own copy on your website, taking your own photos. If you don't, if you're not very good at photos, right? Like if you need to hire a professional to come in and do professional photography for your website, do that. If you're doing a, a TikTok video, then you can do that yourself. That's great. Right. But trying to run your own ads, making your own graphics. Google ads and all that stuff. We have guys in the group all the time posting, hey, look at my new vehicle wrap I'm having done. Brad, you said I need a vehicle wrap. I'm going to do a vehicle wrap. Here's my vehicle wrap. Guess what? They did it themselves. It looks like shit. I go in there and say, hey, looks like shit. Go back and hire a professional. They go back. A week later, they come back with a new version of it. It looks like a different pile of shit. I'm like, who's your designer? Who's doing this? Oh, it's me. Like, oh, that's your problem. Go hire a professional designer and stop screwing around with designing a vehicle. Do you guys understand that even within graphics and logos, there's color theory that go into it? Like legitimately, the colors you pick will invoke different emotions within people. So there's literally color theories. There's space that goes into how you space things. These are, I mean, all you got to do is go on TikTok and look for like logo designer. And there's guys out there that talk about how they design logos and how they do spacing and all this stuff. It's like 20 years worth of experience just in how you space logos to make it look proportionally correct. And you think you're going to figure it all out on your own. No, you're not, right? Do you want to have the best possible outcome? Yes, then hire a professional. You're not a professional. Stop trying to be one. AI doesn't make you a professional. Just telling you right now. AI is like, it's like the alcohol. AI gives you the false confidence that you think you can do anything in your business. You don't need to build your own CRM with AI. You don't need to have your own custom dashboard with seat with AI and build it yourself. There's it's already out there, guys. This stuff already exists. You just didn't do enough search. You don't need to hire someone. I had another contractor. I was talking to him. He's been struggling for a long time. And I'm like, dude, you need to get in the profit club so he can help you. And then he posted, said, hey, I'm meeting next week with someone who's going to build me a custom invoicing software. I'm just shaking my head like, no, stop. You don't need to have a custom built invoicing software. That's just somebody who's going to take advantage of you. You guys stop. buying into that crap about people are going to build you AI this and build you custom this. No, it's some 22-year-old kid who thinks he's now an expert because he watched a few courses on how to use AI, and he's going to build you this custom software. No. Who's going to maintain it? What happens when he leaves? Who's going to be responsible for it? You build this custom software your customers log into, you don't have the correct security protocols on the back end of it. Someone hacks it, steal their information. Guess what? You're screwed because you wanted AI to do it because you thought you had to have some custom software just special for you. No, you don't. Stop building your own crap. You don't need it half the time. He's trying to solve a problem with invoicing. I told him all you need to do is invoice when your job's over. He's a service business. I was like, dude, just invoice when you're done. You get done with the job, you send an invoice right there in front of him. You don't need to hire someone. to do invoicing for you or build some custom invoicing platform. All you need to do is just do the work. We're solving for the wrong thing. It's another podcast episode. Half of you guys are solving for the wrong problem. And a lot of it's because you're trying to do it yourself, right? So I can keep going on and on and on. This stuff happens with sales. It happens with hiring cheap people, right? Not trying to do your own hiring. Go hire a professional recruiting service. I don't care if it costs you $5,000. It's cheaper than you doing it yourself. You're going to hire someone, train them up for six months, spend all the time, money and energy and resources to train them up. And then you fire them or they quit because you hired the wrong person because you don't know what you're doing. Hire professionals. And if you charge accordingly, if you actually charge what you're worth, you can pay for all these services. You don't have to do it yourself to save money. If you are listening to this and you do things in your business to save money, you need coaching right now. Like right now. Because if you have the right profit margins in your business, you don't need to do it yourself. You don't need to save money. You will have the money you need to hire all the experts and exponentially, you know, your growth will happen. You can 10X your growth. Most of you are stuck where you're at because you try to do everything yourself and you don't know what you're doing. And that's the hard reality of what's going on. There's also a learning curve tax. So when you're doing it yourself, right, you're trying to figure it all out. I mean, you should understand like, All the stuff, the numbers, the pricing, the sales, the customers, the people, the operations, all that, there's learning curves to all of it, right? Understanding something and being the person responsible for executing it forever, there's a difference there. You need just enough knowledge to understand it, to be able to manage it, but you don't need to be the expert at it. If you're going to hire a recruiting firm to do all your managing, you just need to know just enough to be able to have a conversation with him. You don't need to know how the whole process works because you just, quote, want to know what happens one day if I got to get rid of them. I need to know how to do it. No, you don't. You don't. You don't need to know every single thing that happens in your business. You need a team of people, whether they're in-house, subcontractors, you know, services that you use. They need to be the experts. And you just need to know how to manage those people. You need to ask, what is your highest value work you can do? What I call the MVP, right? You need to know what that is. You need to know, I'm sorry, not MVP, VPH. You need to know what your value per hour is. I don't know where MVP came from. You need to know what your VPH is, what your value per hour, right? Everything you're doing that does not match your value per hour, you should be using someone else. Okay. So as we kind of wrap this up here, I tell my guys all the time this. Delegate, don't abdicate. What does that mean? Abdicate means you give someone the keys to the castle and you walk away and never check on them. You know, I hear this all the time. Office manager in Bezos, $2 million from an electrical company. And I'm thinking, like, how does that even happen? Like, seriously, how does that happen? Well, because the homeowner went the opposite direction, like way in the opposite direction. They hired the first person that could do the job and then never checked on them. Oh, you know how to do books and run an office? Yeah, I do. Okay, great. Here's the checks. Here's the check writing privileges. Here's the bank account information, blah, blah, blah, blah, blah. Have at it. Make my life easier. And I never check on them. That's abdicating. That's what abdicating is. You need to delegate and have safeguards in there to make sure stuff's not being taken, you're not being taken advantage of. Okay. So don't go all the way on the other end of the spectrum and just hire everyone and, you know, don't have any checks and balances. You still need to be able to manage that. The question you need to ask before you do it yourself. The next time you catch yourself saying, I'll just do it myself. When you hear that here, you need to stop and ask yourself this. How long is this realistically going to take me? What's my time worth? What's the cost if I screw it up? What's the cost if it takes me six months to get good at it? What if I'm not doing this or what am I not doing while I'm doing this? Could somebody experienced produce a substantially better result? result in a shorter period of time? And is this something I actually need to learn, or simply something I need to understand well enough to be able to manage somebody else? And then you can make that decision, right? So being resourceful is great, especially when you're starting out and you're new. That's great. Sometimes we have to, you know, bootstrap things and we have to do stuff ourself. Done it many, many, many times. Totally understand that, right? But eventually the I'll figure it out myself becomes the bottleneck in your business. And that's where The I feel I'll figure it out myself turns into my team asked me every single day for everything. The second I walk in the door, my phone just blows up with what should I do? What should I do? What should I do? You created that for yourself because you use the I'll figure it out myself operating system, if you want to call it that, right? You built a business because you were willing to learn how to do things other people couldn't. But if you wanted that business to grow, eventually you have to recognize something. There is a cost to an experience. You're an experience. Your time has a cost. Your mistakes have a cost. Your learning curve has a cost. Your missed opportunities have a cost. And sometimes writing a check to somebody else who's already good at something that you're not is a hell of a lot cheaper than you spending the next six months learning, implementing, screwing it up and fixing it and being mediocre at it. Right. You don't have to be the best person in everything in your business. You just need to build a business where the right person is doing the right work. Guys, that's the end of the episode. Thanks for hanging out with me. As I mentioned in the intro, work with overwhelmed contractors who want to boost their profits and regain their freedom. And we do that by showing you how to charge what you're worth. If that's something you're interested in, you can always reach out to us, book a call. Happy to talk to you, see what's going on in your business and see how we can help you. Also, our school community is up and going. Make sure you go check that out. The link's in the show notes. Go to the school community. It's free. Join there. All kinds of free stuff. The book, my e-book's in there. There's the job costing, all kinds of worksheets and stuff to help you. Plus the community, you can go in there and ask questions. We'll help you out. There's not a reason you can't win, except because you're trying to do it yourself. You're trying to figure it all out yourself. Stop being the bottleneck in your own business. Until next time we meet, guys, I want you to take away one thing, and that is profit is not a dirty word.