Mark Stubler
Appearances
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Still treating your real estate business as a side hustle? At Joe Homebuyer, we help real estate entrepreneurs scale to full-time with right strategies, training, and community. Join a winning community of go-givers. Get access to weekly strategy calls, leadership training, and industry expert masterclasses. Plus, we'll help you get more deals across the finish line and increase your profits.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Because what I see in my own business is we have roughly a 10% conversion from someone who we actually contact, right, is how we say it, to someone who becomes an opportunity. It's about 10%. So if we have... A hundred conversations, someone who's actually somewhat interested to keep that conversation going and going into opportunity, as you guys say, is about a 10%.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So there would be 10 people out of the hundred conversations.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah, and the same thing is, what does it say? If you shoot with stars and then on the moon? That's right. Vice versa, something like that, right?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So, now, in terms of your franchisees, who would be, like, I love the model. Here's why I love the model. Us coaches, and I'm still a coach and will likely coach until the day I die, because I fucking love it, okay? Yeah. We show them how to do it in most cases. In my case, I actually do it with them. Sure. Specifically because I'm holding the hand of a brand newbie, right?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So it's like helping a child walk. You do it with them. The franchise model to me is like the next phase of that, right? Where coaches don't do it justification because they just tell you what to do and say, go do it. Great. Fine. There's a place for that. Some people do. 99% of people don't, right? Right. What I do and what you do, what I do and what you do, very similar.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Where you grab their hand and say, we're going to do this together. That is a big switch in mentality. And not only that, Joe Homebuyer has an operating framework, right? So let's talk about the operating framework for a second. You're the CEO and let's just almost role play to the thought of like, hey, Justin, I want you to be a Joe Homebuyer.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
What are the value adds that Joe Homebuyer brings to an investor who's active, but they're a little lost, they're getting deals done, but they're just, they still kind of have the wobbly legs, right? What are the value aspects of Joe Homebuyer?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah, and I think that's a major problem in the space, right? There's the masterminds that we're all a part of that talk about scale, right? Okay. Then there's the let's get started. And in the middle, somewhere, somehow, probably because of marketing, right? The growth cycle gets phased out. People forget to just grow what they've been doing. That's right. Gain some consistency in your business.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So I talked about the book, The Traction, right? And it's like you and your partner, and he's going to have his own episode, but you guys are kind of the epitome of the integrator and the visionary. Talk to us about that component of what you guys have done within the franchise.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And that's where Joe Homebuyer can really, really help, right? If you're actively doing deals, I mean, do you guys have some level of like entry level? Not entry level, but what I mean is like a barrier of entry for someone. Like if someone comes to you and says, Mark, I saw you on Justin's podcast. For God's sakes, I would love to have the support of Joe Homebuyer, a brand person.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I'm honest, I'm humble, right? I have the four H's. What does that look like for you guys? What if your real estate business ran like a machine with constant deals, higher profits, a roadmap to financial freedom? That's exactly what we help entrepreneurs achieve at Joe Homebuyer. We provide the sales, negotiation, and marketing training that separates top investors from the rest.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
But it's more than just education. It's execution. You'll get weekly strategy calls, expert lead masterclass, deal reviews, and real-time business coaching so you can scale with confidence. Plus, you'll be surrounded by a community of self-driven, winning entrepreneurs who push each other to new heights.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And for those of you who take this production to the next level, you'll qualify for our exclusive President's Club, where you'll be rewarded by luxurious vacations, recognition, and high-level networking. If you're serious about turning your side hustle into a business that thrives, General Homebuyer is your path to scaling fast and winning bigger.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
As many of you know, I'm constantly on the move, juggling multiple businesses, traveling, and ensuring I get my morning workouts in. Staying fresh isn't just a preference, it's a necessity. But let's face it, after back-to-back meetings, juggling two kids at home, and the hustle and bustle of everyday life, body odor can become an issue. But here's the deal.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
at shopmando.com. That is S-H-O-P-M-A-N-D-O.com. Please support our show and tell them we sent you. Smell fresher, stay drier, and boost your confidence from the head to the toe with Mando.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Well, you know, community is everything. I think we have a mutual friend. Pace Morby has shown what can happen with community, right? Well said. He just, you know, him and I talk a lot and he's just like, Colby is just, no one's willing to put this much effort in traveling. But what I do see about what he's done is he's built a tribe that just bleeds the right blood.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I mean, it's amazing. And so I love that about Joe Holmeyer. Again, maybe what are some of the assets like a Joe Holmeyer would get? Because again, it's one thing to just have someone say, I'll hold your hand. And that leans into just coaching. What are some things that like someone can be like, man, I got to really consider doing this franchise thing.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Thejoeway.com.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
There you go.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I think I'm going to pause you there because I think there's a lot of people out there that their first thing is like, well, how much money do I have to spend on marketing? But what you just said really should highlight to most people that they don't think about it. Economies of scale. When you have the Joe buying power, right? Joe home buying, Joe home buyer buying power. That was a mouthful.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
That's what we do. We just throw so much against the wall as visionaries that someone has to put that mess into an organization.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
In marketing, whether it's PPC, whether it's direct mail, whether it's the relationships, because you have 80 of these franchises spending money, you can reduce the effective cost. Justin Colby going out. and doing the same, you know, mail count, I'm not going to get economies of scale. That's right. Right. And people don't realize the power of something like that. That's right.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Now, talking as a CEO, do they need to be at that level? Do you almost come in and help them understand and think more as a CEO? No.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And that's a muscle I talk about from stage. When I speak on stage, I talk about leadership because I think it's a muscle most people don't even know how to work out. It's almost like legs day, right? Like, you know, it's out there and kind of exists, but it's this thing you're just like... But you avoid it.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
But that is a muscle that if you own a business, being a leader has to be worked out because... As you just said, you're not just leading. If you're going to be a solopreneur, fine, don't be a leader. I mean, it's just you and there's no one else in the organization.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
But if you're going to run a real business, run a franchise, and you don't know how to be a leader, you're going to struggle for a long time. Do you guys have that kind of training or do you guys have live events within Joe Homebuyer? What is kind of the support that you can give a franchisee regarding to leadership?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Huge. This is a big factor for me. This is a bit, we're very much in alignment because I would even tell the solopreneur, they need you more than anyone else. Because they have no community. They don't have someone. They don't have a trainer to lean on. They don't have leadership. They don't have Cody. They don't have Mark. They don't have. That's right. And they're just trying.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And literally, as the guy who teaches most of these people, they want it. And I've been able to give them the roadmap to go get it, exactly how to catch the fish, right? That's right. And then, you know, that is the differentiating factor of coaching versus now what I now do and what you guys are doing at the next level, right? I do newbie, you guys go growth, right? That's right.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
The solopreneur really needs to be looking you guys up. This is, you know, I'm talking to all of you out there that are like, I've done some deals. I can't really figure out what the fuck I even did to get the deals. This is where you want to lean on Joe Homebuyer, right? Go to the website. What was the website again?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
The Joe way. Because again, as a solopreneur, it is the most difficult position to be in is to feel like you don't have the community that you don't have somebody can lean on that. You're just, you kind of get it, but you're not really getting it.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Right. So the event, and I'm hoping this comes out before the event. When is the event?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Love that. And so talk to me a little bit about – The franchisees, the KPIs, let's lean a little bit more into the business, the day-to-day business, right? That I think a lot of people, they've heard, they've watched YouTube videos. What are some of the expectations on Joe Homebuyer franchisees, you know, within a year? What kind of...
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
benchmark or what kind of you know what are the expectations that you would say hey if you are one of our franchisees and you go all the way in you don't tiptoe in the short you know in the shallow end that's right what are you saying to these franchisees
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
You just said something that's so imperative, right, is we're all part of many masterminds. I just came back from boardroom. People think that they should be the CEO, and they don't account for a COO role. A COO really is the operational manager, right? They are the true integrator looking at the operation. Talk to us about what are the things that you gave up in your role to that COO.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
In more of a, historically speaking, like coaching model, how many times do they have access to you guys as the franchisors or any, you know, whether it's you or Cody? Every day. Every day.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I mean, that's phenomenal, right? Again, you guys are collaborating and putting together a platform that really speaks volumes for that person. I call it the growth plan, right? Where you're like, you got to figure out how to do more. You're doing it, but you don't really know where the next steps are, right? And that's really, really powerful.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I know one question most people are going to say is they're listening to this. Well, how much is it? Go to their website. Go to their website. That's the answer, right?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And so the franchisee has, is there an expectation on like type of deal? Do we focus only on wholesaling? Do we focus only on fix and flipping because we're buying? What is the kind of expectation on exit strategy or, you know, what I call being a dynamic real estate investor doing all three? What do you guys want to do?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah, because I, you know, again, I'm like, you want to do them all. Like being a one, if you're a hammer, everything's a nail. So if you're just a wholesaler, then you're only going to underwrite to wholesale deals.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
But if you're a fix and flipper also, you might understand, or a buy and hold landlord, you should be doing them, but you also could be a better wholesaler because you understand the metrics that they need to run by.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I think it should be the only approach, frankly. You know, and a lot of our mutual friends are wholesale, wholesale, wholesale. And I go, I get it. But really, you don't need credit to raise money. You don't need, you know what I mean? I understand it de-risks everything.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
But you also need to teach them, like, if they have something they want to fix and flip, and they just so happen to have a couple bucks, like, if that's the best decision for that property, right? What is the best potential of the asset?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And that's what you want to be able to teach them. That's what you want to guide them to. Because, We fix and flip. We buy and hold. We wholesale.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So why do we want to limit the people that we're trying to help to just stick to one bucket, right?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
People who can't teach are some nonsense. I think it's kind of changed. I don't know. I mean, because we've just all been around so long. I feel like the biggest and best teachers are the ones that are the most active and not just they couldn't. That's right. So anyways, that is huge.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I think it's really important that they know that they're going to be taught to wholesale, fix and flip, and buy and hold. And all verticals work, and it's always the best potential. I think anyone out there that is really looking for something that can give a baseline, that can give a framework, you've got to seriously consider this.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
I mean, genuinely, some of the bigger names in our industry from Jerry and Brent, both incredible human beings, great business owners, if they're bought into the franchise and it's good enough for them... Should be good enough for you guys too.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Any final thoughts that you kind of want to wrap up as the CEO of Joe Homebuyer, as someone who works on building the community and the culture, what do you want to say to the people maybe listening, considering something like this?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Congratulations.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
That's phenomenal, actually.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
If you want to stop grinding and start growing, Joe Homebuyer is your competitive edge.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
That's a great way to end it. I genuinely believe that people, you can't, your success cannot out-level or outreach your ability for self-development.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
You can't outpace it.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Your success cannot outpace your ability to develop yourself.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Dude, it's been an honor. It's been awesome. I see big stuff between Joe Homebuyer, Justin Colby, the whole working state. It's true, brother. You guys got to check out Joe Homebuyer. Go to the website again. What's the other one?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Follow Mark. This is great. I really think anyone out there, if you're actively doing any level of deals, you have to consider a franchise for nothing else than community, being able to be around these two individuals as leader of the franchise and the experience they bring. I mean, this is phenomenal, dude.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
If this was impactful, if you know someone that might need Joe Holm by our franchise, make sure you share it with two of your friends. See you on the next episode.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah, absolutely. And not everyone can wear all the hats. Right. And so a lot of people get into business partnerships for what I would consider the wrong reasons. They bro out. Hey, bro, let's have this idea and get all hopped up on some caffeine and go start this thing. Right. That's not their true reason to have a business partner.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
You know, what you guys have been able to build really is that yin and the yang that can help create something powerful. Right. But even then, as a CEO, you are doing something I think most CEOs don't do, which is still continue to leverage. Right. Because, again, I'm mentioning it is the CEO tends to think that they should be the culture leader. They should be the KPI leader.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
They should be the operational manager. They should. that's not necessarily the role of the CEO per se. And so you're already doing something that's really impressive. And that's why you have 80 franchises. And let's talk about that. I want to talk about the franchise. I want to talk about Joe Homebuyer. Please. You know, I've done this business now 18 years, right?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
It is still just my company, right? What are the benefits of a franchise? And then the second layer of that question will be like, what is the difference between a licensing of a name versus a franchise of a name?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Funny that you do that, you know, and since we were talking just a little while ago. So I have a community called REI Live. I'm taking away the coaching model. The coaching model is the $10,000, $15,000, $20,000 coaching model. That's right. I'm saying, no, no, no, I want to partner with you. And I'm taking newbies who have no way of getting their first deal.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Like, I don't want to say no way, but very seldom chance. Sure. And helping them create certainty, which creates the confidence so they don't just get their first deal, but they get their 10th deal. And they can say, hey, you should probably be Joe Homebuyer.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
That's right. And it's because when the alignment of the coach slash leader or the franchisor, right, that alignment and everyone fighting for the same thing creates the actual result that everyone's looking for.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
So talk to me about your franchisees in the sense of what are the marketing strategies you guys lean on to create those leads?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
How many leads a month would a franchisee, what are your kind of metrics? What would it be a goal for a franchisee? Do they need to create 30 leads a month through their marketing? I love this question.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
The Science of Flipping family, welcome back to another episode. I'm super fired up about this. If you guys have ever read the book Traction, there's usually a visionary and there's an operator or an integrator. This franchise owner, Mark Stubler, and his partner are the epitome of exactly that, a visionary and an integrator and operator. And today, I have Joe Homebuyer.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah, I mean, you know, an easy way that I say is data-driven, right? You're able to make decisions based around your KPIs so you can pivot one way or another. Now, let's talk... I love Loac. You guys make that up? We did. I like that. I like that a lot.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
That's brilliant. So... The reason why that's important to me is because I tend to deal with the newer type of investor, someone who's been around in every coaching program, every Facebook group, every listen to every episode of mine and everyone else's podcast. Right. But they haven't been able to figure it out. As a coach of a newbie, my number one question is how many offers have you made?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
And almost always it's zero. Right. And I said, well, there's zero chance you'll ever get a deal. That's ironic. You've never gotten a deal. Right. And that importance of a KPI, which has some irony to it, when you start to grow your business and become a Joe Homebuyer franchisee, the same importance is how many leads do you bring in? How many opportunities do you have?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
How many appointments do you go on? And then how many contracts did you make?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Like that last one, the contracts, it's amazing. And I've done coaching for over a decade. People stop making offers for some reason. And I'm making this point to go into my next question. I have seen, and I'm curious to see what you guys think about this franchise, more people are worried about the marketing and lead generating than they're worried about the salesmanship and conversion.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
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The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
What's happening?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
You guys have 80 franchises.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
You couldn't have said it better. I mean, literally, that is the truth. I want everyone to rewind that. I want you to say it again because that is really the importance of our business. Say it one more time.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah. And too often people get caught up in a lead, lead, lead, lead, lead. And I say, yeah, but how many offers, but what have you even done to even get that ball down the field? Right. And so what are some metrics that you're shooting for with the low act for people? Like what, what would you say is your metric for your franchise is saying, Hey, if,
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
If you have this type of, do you have percentages that you can stick to?
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Dude, I love that because, you know, it's funny being in business as long as I have. You realize every time you kind of realize where you're at, you're like, oh, I wanted to be there. But this is just the beginning. I have so much further I can go.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Become an opportunity.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
Yeah.
The Science of Flipping
Scaling to 80 Franchises: The Power of Systems & Teamwork | Mark Stubler
No, that's the right metric in my opinion, right? There will be people who would tell you that it should look a different way. But I just talk to cold calling because it's the lowest – Cost, typically, with the highest lead volume, but also the most challenging to get it from a lead to an opportunity, right?