David Royce

Right.

Yeah.

And multiples, you know, they're anywhere from one to three times revenue.

So.

Yeah.

So it's, it's all baby steps, right?

You start with a single location and little by little, you start figuring things out.

Um, it's, it's a very complex answer if you really want the whole story, but you know, most people start out as a technician probably, right.

Or, or a sales rep and they go, okay, I'm going to go get a few friends.

Uh, you know, once they get going, uh, they're probably very likable, you know, they're, they're good with customers.

They'll bring a few friends in and then they get stuck where they're kind of like, I call it like the tech technician mindset.

Right.

And for that spot, it's like you got to get your head out of the business or out of that mindset and start managing people.

And it's hard because it's expensive for most people to go, I'm no longer going to be servicing customers.

And then there's this new mindset.

You get into the manager mindset and you're managing maybe 20 different people, 30 different people.

But then it's like, how do I actually scale?

And that's a whole other skill set.

And so like what got you here won't get you there.

And then what got you here won't get you there.