Aaron Harper

Right.

And so

With franchising, we don't bring in people who have typically power washing experience.

We bring in sophisticated people who are coming from a white-collar background.

They've maybe worked at a business that they've been an employee at or they've owned other businesses that have been successful.

And so oftentimes it's their first business.

And so I'm like, you don't need to be passionate about the business.

You need to make sure that you feel comfortable doing the needs of the business.

And like, what is the actual needs of a power washing business?

Well, we're a B2B sales and marketing company that does power washing.

Like we do 60, 70% of our business is commercial, which takes longer sales cycle.

It's being in your community.

It's shaking hands.

It's being the mayor of the town.

So that's a sales business.

Whereas like if you get into like commercial cleaning or residential cleaning, like it's a recruiting business.

Like you're going to lose people and you just need to keep recruiting.

Like there's a demand for cleaning clearly, but you're going to lose people.

So it's like what is the actual business doing and like what do you like doing and what are you good at on a daily basis?

And that's how you kind of become less emotional.