Lighting for Profits - Episode 151

This week on the show we welcome Chase Lord who co-founded MEGAH SoftWash in 2016. They've grown it to $1.3M with a 20% profit margin and are on track for $2M in 2025. Owning commercial real estate, they're pushing beyond the typical "pressure washing" image.

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Episode Transcript

Welcome to lighting for profits. All Light. All Light All Light. Powered by Emery Allen. Get rid of your excuses. Your number one source for all things, landscape lighting. That's where the magic can scale a business. We really had to show up for each other from lighting design, install, sales and marketing. You're a scaredy cat salesman. We discuss everything you need to know to start and grow a successful landscape lighting business. What do you think a hippo has to do with your business? Right. Usually it's some weird childhood thing.

Some bully kicked your butt. I think the key factor here is trust. Here is your host, Ryan Lee. All light. All Light. All Light. Oh, man. We got a good one today. Oh, I'm excited. My name is Ryan Lee. I'm the host of Lighting for Profits powered by Emery Allen. We are broadcasting live from the studio in my house. It's like by my front door, it's not that awesome, but it's exciting to talk about. I'm excited to talk about landscape lighting. Excited to talk about profitability growing your business.

If you're looking to start or grow a landscape lighting business, you're definitely in the right place. We're here to educate, motivate, to help you dominate. So, uh today we got an awesome show. We got an awesome guest, uh a friend, an associate, uh just an awesome uh person overall. We got Mr Chase Lord. Uh He's actually owned several businesses and is starting new ones. I guess he's bored, you know, being successful and stuff. So, uh just recently started his own outdoor lighting business as well, Azalea outdoor lighting.

So I'm excited to riff with him and find out about his journey. Um This guy is remarkable. So, uh yes, it has been said that there's a Bromance going on. We'll find out in a little bit. I'm not exactly sure. Um I know, I, I just don't know if the feelings are mutual, so we'll, we'll get to that. Uh But I'm excited to have chase on and you're gonna, you're gonna want to stick around for this one. Um By the way, guys, thank you so much for your reviews.

Thank you for your support. I've been asking, I've been begging. Uh, we're up to 60 reviews on Apple, which I know some people have like 60,000, but I'm like, dude, I got 60. It's like the coolest thing, uh because it's hard to get a review for a podcast and, uh I just really appreciate you guys doing that. So, thank you so much. Uh We've even got like 33 on Spotify. I mean, I'm like really proud of this stuff guys. Um So thank you so much like it, it really, it really means a lot.

Um And uh just a reminder. Well, actually, I don't know if I've even announced this, but uh the end of August. So just in a couple of months we got secret summit coming up. Secret summit is the landscape lighting Secrets. It's a members only event, ok. It's coming up here at the end of August in beautiful uh Park City right here in Utah. So if you've never been to Utah, you are missing out, especially Park City. It's beautiful that time of year, it's gonna be epic and I want to see you there.

We're gonna have some guest speakers, some breakout sessions, some masterminding. It's a two day event, but you got to be a member of Landscape Lighting Secrets. So if you've been on the fence and you're like, I don't know, like is this a scam? Well, if it was a scam, you would have known by now because we've been doing this for four years. So if you're on the fence and you're like, I just don't know, like do it now, I promise you, you're gonna want to be at this event, you gotta be a member.

Uh We've got some and we're, we're gonna be announcing some major changes to the Landscape Lighting Secrets program uh at that event and you're gonna want to be in the program because if you're grandfathered in, you're getting the ultimate hook up. We want to see you there. So uh just go to landscape lighting, sees. com, book a strategy session with me. We'll get on the phone, get you some clarity, find out where you're at, where you want to be and really help you get some, some clarity on your business.

I mean, it's, it's the ultimate uh strategy session, uh clarity call. So landscape lighting secret. com And uh also I want to thank Emery Allen, of course. So let's be honest, were you really happy with the way your last job turned out? I know a lot of people are and I'm like, dude, have you seen your job? But listen, was it OK? Or do you think it was missing something if I could, you know, drop a suggestion, mix it up, do some A B testing and uh give Emery Allen a try.

Uh You know, a lot of my clients have been using them, even people who aren't clients have been using them. Super satisfied. Uh Emery Allen is confident you and your customers will, will be happy with the final effect, right? So they've got the lowest va highest cr I in the industry, a better experience is what you can expect with Emery Allen. So um they've got lots of different options and colors. Wattage's beam spreads all this stuff. So in order to get the discount, you want the hookup, you want the homie hookup just email Tom G at Emery allen.

com and he will give you that hookup. Just mentioned you heard about him here on lighting for profits. And again, it's Tom G at Emery allen. com and you'll get the discount. So don't waste your time. Don't go to the website unless you want to overpay just email Tom G at Emery allen. com and uh again, just get your account set up. They got that single source led and uh it looks really good, just super clear. So guys, um before we have chase on again, we got Chase Lord.

If you missed at the very beginning, we got Chase coming on, he owns several businesses including an outdoor lighting business. And uh, he's got uh a resume of success and a really cool backstory and we're gonna learn about some of the things that he's learned along his way. Um He's even been a coach, he's even launching new things. It's gonna be awesome. So stick around in just a couple of minutes. We're gonna have chase on before we do. I want to talk about something that's really, really important.

And uh lately this is becoming, this is gonna become more and more of a topic pretty much every single day, every single week for the next probably two years. Is anyone struggling with leads? Is anyone struggling getting high quality leads lately? Um Are you worried about the economy? Like what's gonna happen? Right. And uh I'm about to drop a truth bomb that some people ain't gonna be able to handle. Ok. Uh, you know, for some reason, uh, if you don't own a franchise, uh, you kind of grow up in business like despising franchises.

Am I right? Like, are you guys like that? I don't know why that is. Exactly. But generally speaking, the independent companies do not like franchise companies. And it's kind of weird but it's kind of true. And, um, I also found myself in this exact same mindset as an independent business owner. And so I think it comes down to a few different things, one of them probably being pride. You know, I remember thinking like, well, I'm doing all this on my own. I don't, I don't need any help.

So that somehow makes me better. Right? And I know that's weird but, but that's just kind of like how it works and I, I can't explain all of it. But, you know, and even a lot of, a lot of franchise owners, uh, they don't like being in a franchise either because they have to pay the 8 to 103%. Right. All their revenue gets sucked out, uh, 8 to 10% of it. And that's like half your profits and it gets old. Right. But I do wanna do something that's a little bit different.

I wanna give the franchises a shout out because honestly, um, I want to give them a shout out today because they do whether you like them or not, they do a lot of really good things like very, very well and a lot of things that are really crucial to success. So the one thing that I really wanna talk about is this notion of investing. OK. So franchisors and whether you like them or not is irrelevant. At this point, we're talking about this. So, but franchisor they require the franchisees to invest usually a minimum of 40 to $50,000 in advertising to start up their very first year and maintain that minimum every single year and it might, and it might change based on their revenues as well.

So this is super important because like, well, why do they do this? You know, and by the way, this is on top of the franchise fee, this is on top of the start up cost of equipment, uh trailers, tools over overhead vehicles and, you know, all the other things that, that goes with starting up a business. And so here's why they do this, they do this because 82% and this might be made up. I don't know, I got this off Google guys. So let's, let's, I don't know if Google's true or not anymore, but it's probably close to true.

82% of small businesses fail because of cash flow problems, ok? Whether it's 83% or 79 who cares? We do know this, the majority of businesses fail because they run out of money. Like, that's just the truth, right? And so if you were an owner of your business, do you know what your number one job is? You know what your number one job is? It's to not run out of money. If you run out of money, the game is over, the game is over. Ok? And if you're playing monopoly, you can, like, put up some properties and do some weird stuff, but like pretty much the game's over, like you ain't gonna come back and win that one because someone's got hotels and they're gonna dominate.

Ok. So why then do franchisors require their people to spend more money if you're trying to not run out of money? But they're spending more money out of the gate before they've even made money, right? Isn't that negative cash flow? And it's like, well, yeah, it, it, it is negative cash flow. But another way of saying this is investing, OK? Investing is the key you guys, uh everyone thinks they know the definition of investing. And I used to think I knew too and while most people might know the, the definition of investing, only a handful of people, only the people that are succeeding right now, truly understand what it means.

There's a difference between, you know, knowing the definition and understanding what it means. So I'm about to weed out, OK? I'm about to weed out the pros from the amateurs at this point. So, you see, if you truly understand what in investing means, you wouldn't be saying things like, well, I, I can't afford to pay someone that, you know, the guy doesn't have any experience. I can't afford to pay him 03 an hour. He doesn't even know what he's doing. Ok. Are you guilty of saying that I can't afford to do direct mail?

It's too expensive. I can't afford to hire an office manager. I can't afford to hire a salesperson. I can't afford to wrap my van. Ok. I can't afford to spend five grand a month on advertising. If you're saying these things, your mindsets off and, and if you're saying those things, you think that investing is the same thing as it's as spending, right? You think that those things cost you money? And I've learned sometimes the hard way that they're completely different. Those things don't cost you money. In reality, they make you money, right?

That's the definition of an investment. Like it makes you money, it yields a return. So this is why franchises have an unfair competitive advantage when getting started. Ok. And there's so many people that don't own a franchise that, you know, talk trash on franchises or whatever. And then they're like, man, I'm slow. I don't know what to do. It's like, well, have you invested, have you invested in yourself? Have you invested in your business? Because these franchises require people to invest, right? And this is like, this is an unfair advantage out of the gate because they're spending 5 to 10 grand a month to win the game.

Listen, if you want to build or be a million dollar business, you better start acting like one. Ok? And here's what I mean by that, like, and by the way, some people are like, well, I don't want to be a million dollar business like, ok, we're using as an example. So relax like maybe you only wanna do 500,000, which if you wanna only do 500,000, maybe you shouldn't be a business owner like just go work for someone, right? But and maybe you wanna do 5 million. I don't care what the number is but you wanna start acting like who you want to be.

So you'll never become that person if you don't start acting like it, right? So if you want leads, then you need to build a marketing machine, a marketing machine that gives you 235, 10 times the amount that you put into it, right? And if you want to do this, then you better be ready to invest because the marketing machine requires an input. You can't just tap it on the side, you can't just wait around. You can't be like man, when, when that machine is gonna turn on and give me some leads like you have to plug it in, you have to put some inputs into it. OK?

So remember to build a business requires you to take risks and that includes financial risks. So 503% of revenue is what is going to be required to build and grow a business. And if you think that's crazy, then again, maybe this game is not for you, but you need to, you need to be prepared to invest this money to grow your business. So you gotta pay to play. That means for your first million in sales. These numbers are like gonna blow some people away. They're your first million in sales.

You're gonna have to be prepared to spend 100 and $50,000 that year to generate $1 million. Ok? And that, that seems scary to a lot of people because when you do the math, that's $12,500 a month. And people are like, dude, I can't afford that. Well, that's because you're spending, not investing, you can't afford to spend 12,500 a month, but you can afford to invest it, right? Because I promise you this no one that's investing that kind of money right now is slow. They're fine. They're booming and people are like, how are they growing when I'm dying?

Well, they're investing, you're spending, ok? That's this is it guys. It's not a secret, it's not a landscape lighting secret. This is just reality, right? The successful business owners are risking their spending, they're investing in their business every single week. And this is how it works. You guys, you have to be prepared to do this. Now, what's cool is once you get to a million, you don't always have to stay at that 15%. Ok. When I had my business, I was very aggressive and people are like, well, how'd you do it?

Well, I spent money. Right. I invested and I was willing to take risks and guess what? Not everyone worked. Like some, I had one, magazine I invested in $03,000. We didn't even get one lead from it. Like that sucks. Don't do what I did. Right. But I didn't know it didn't work until I tried it. Right. And I wouldn't say like if you have $20,000 go try one thing like you need to diversify. And luckily at that point I was diversified. So, yeah, I was down 00093 here, but this other 00083 yielded me 00073 00063 00053 whatever it was. Right.

And so sometimes things are up, sometimes things, things are down. But overall you win. And I'm just telling you right now, the people who are not slow right now and are doing well, they're not waiting for the phone to ring, they're making the phone ring. Ok. And so like I said, whether you, whether you like franchises or not, that's irrelevant. They do a lot of right things and one of them is requiring their people to invest. So, take a page out of their book and require yourself to invest, no excuses.

This is a requirement starting right now to be a business owner. If you can't afford to take risks, then maybe you shouldn't be doing this. Ok. Then the next thing is like, well, people are like, oh, I don't have the money. What do you mean? You don't have the money, like find the money. And this is why I'm such a super fan of pricing. Like I could talk about this 00043 00033 because if you can't afford it, then raise your price because honestly, it's not that you can't afford it.

You can't afford not to, you have to raise your price to be able to afford to do this stuff. Ok. So I don't care if it's a business line of credit, a credit card, rich uncles like I don't care like there's money out there, ok? Get creative, make this be a priority for yourself and you will find a way to win this game. And I'm telling you like whoever can outspend their competition in marketing is the one who's gonna win. And this is kind of a blanket statement.

There's, there's some like details and stuff that we have to like dig into which we're not gonna do today. But just know that if you're not willing to invest, if you're not willing to spend money on marketing, invest in marketing, you can't expect the phone to ring. Ok? And I've got clients on both ends of the spectrum right now. The ones that are slow wondering what the heck to do and they're not investing in marketing. And then I've got people on the other side that are like, we're, we're booked out weeks like we, we can't handle the, the lead flow. Right.

And it's not their market. It's not how long they've been in business. It's how much they're willing to invest into marketing. So I, I don't think it's fair to complain until you've invested 00023%. Right. And what's cool? Like I said, when I, when I got started, I was really heavily investing into it after a while. We, we actually kept our marketing spend the same. But years 00013, especially those 00003 and eight, you start to get a lot of repeat business. A lot of referral and this is like gravy train, right?

And a lot of businesses can't make it that far because of cash flow. They run out of money. But if you can make it that long, you're gonna start to get all this other business. The year I sold my business, we did $21000,211200 in repeat business alone. $21800,2152. That's more than a lot of lighting businesses do in a year. And we didn't have to pay 2120% for that. Right. So we went from spending 2120 to 5000% on, on uh, on marketing down to like 21500 to 21000% simply because we grew our revenue without growing our, our investing.

So lots of different ways to win, but you gotta be willing to take risk. You gotta be willing to invest. Hope. That makes sense. If not, if you're not in my free Facebook group, it's landscape lighting secret. Just look for it on Facebook. Join that. Tag me any questions I'm here to help my, my goal you guys is to help you for free. So that when you, when you are ready, you can join the coaching program and you're playing with Vegas Money. It's like you've already won by the things that we teach you on this podcast.

And so then you just come with Vegas Money and like, yeah, II, I didn't have this money before. So now I can afford to invest in training in coaching and advertising. That's the goal here. Um All right, enough about me. It's time to get our guest on. Let me know if you guys are ready. I'm super excited. If I can find the button, then I'm even more excited. Let's go. What is up, Mr Chase Lord? What's up, dude? Thank you. This is so good to be here with you.

I'm excited, man. We've uh we've gotten to know each other over the last year or so and uh we, we have in person meet ups, we have meet Zoom meetings and we follow each other on Facebook. Get to know each other's families a little bit. So, thanks for being here, man. Yeah, thank you. Well, I'm excited to have you on for a lot of different reasons. Um I'm a secret admirer slash non secret admirer. You, you know that and um you're just an overall like great dude.

You're always smiling, your, your, your energy is contagious. Like you, you've coached a lot of people. You've had a lot of success, you've had some not in successes but you overcome it, right? And you're always willing to talk about it. So I'm hoping we can get into some of that today because it's like, it's pretty sexy online. Like I'm always like posting like, oh look, I was riding dirt bikes with my family and I'm not posting like these long grinding days where I've got these headaches and I'm laying on the couch because I can't open my eyes and I'm like, oh, I can't stare at this computer monitor anymore.

So we'll talk a little bit about the good and the bad, the ugly. I love it. Yes. Do me a favor real quick. Uh Just introduce yourself. Tell us how you got your start into entrepreneurship. Yeah, absolutely. Chase Lord Augusta, Georgia. Um I run a company called Megasoft Wash. Recently started Azalea Outdoor Lighting. We have been in business full time for seven years. I washed my very first house in February of 2120. Uh Miss LaShawn Tanks Le's house. I can remember being at her house, I just bought this pressure washer.

And as, as I'm standing there and the neighbor walks over to ask me to wash his house, I'm washing her house. I blow the top of her light s gots off and it just like flies off the neighbors. Like, hey, could you give me a price? So we've gone from that buying a $500 truck with 387,000 miles on it to now, you know, we run a fleet of six trucks. We've got another location in Baltimore with our business partner up there. Uh I got a wife and three kids.

I've been married to my wife August for will be 17 years, a 13 year old son, 11 year old daughter, eight year old daughter. And uh I love me some Jesus. So I, I don't want to miss that part as well. I am, I am far from perfect in this thing. So I wanna like full disclosure. I am a ball of mess and so I don't know a lot, but what I do know, uh I wanna fully give today or however I can to serve your audience and I wanna say Ryan, man, thank you for your consistency in producing this podcast.

I don't know if I've listened to every podcast, but as we were talking about earlier, you and I have worked out a lot together in the mornings at about 403 a.m. So, hopefully you, you're feeling the effects of that. I'm getting ripped, I'm getting ripped. So, keep it. I'm glad one of us is, that's probably the earliest I wake up is, is when you're, uh, working out in the gym with me. 5 a.m. Eastern. That is, I like going to bed at that time, I think three o'clock my time.

Yeah, it's about bedtime for me. Well, no, I appreciate you saying that. I mean, you know, it's, it's easy to like, I'm, I'm just like you like, it's easy to just see the good stuff. But like there's, there's days that are grinds and there's days like man, does anyone even care that I'm doing this podcast and uh there's self doubt and all that stuff. So I, I really do appreciate you saying that. Yeah, and I, I wanted um I know you're gonna lead me in this, but I, I did want to comment on your intro where you talked about marketing and you said the number one job for an entrepreneur is to not run out of money.

And so for us December 1 to February 27 we lost $89,000 in our inside of our business. It, it's the winner. It's a tough season. We're carrying guys over. We're doing light takedowns on our Christmas lights in January. No revenue from those guys. And then January February, I, I have this saying lately and I tell my clients, I'm like, boys, this ain't 2020 anymore. 2020 is gone and you mentioned leads. It's funny how, how many people got into business in 2020 or you know, me even like I would even call myself a COVID baby.

If you were to term it as far as business, I was able to take advantage of what ended up being the shot in the arm for the home service business. And if it were not for us over the last few years, really dialing it in setting aside retained earnings, there's no way you make it through losing $87,303 over a three month period without having that money set aside and being prepared. Now, the good news is from March 1 until today wrote this number down. We have generated 100 and 68 K in profit during that period.

So anyway, I just wanted to, wanted to mention that, uh, I'll leave you with this last thing on marketing and I'm kind of taking over your podcast. So I this is, this is how it's supposed to go. I already got it out of my system. So now you just talk for 45 and we're good. So, Grant Cardone, all of my coaching clients could probably repeat this because I've said it so many times people don't buy from you because they don't know you. And the only way they're gonna know you is if you invest, if you're out there, if you're putting yourself out there, people buy from people that they know, like and trust and I know there's a lot of older guys and, um, I think your, your podcast guest from last week, the Hardscape landscape guy he talked about, you know, there's a lot of guys, you know, I, I've been working for 20 years.

Never spent a dime on marketing. It's like, can you imagine your business if you had invested or if you had a social media page where you were the guy that everybody knows. Everybody knows Ryan's the lighting guy, right? Everybody knows J CJ C Chows. He's the Christmas Light. Mr Christmas Lights. Everybody knows these guys. It's because they put themselves out there. So people buy from people they know like and trust, there's a reason why you put out videos of you riding mini bikes and dirt bikes, you know, through the mountains and going on trail hikes because people know you, they love, they love that about you and they trust you, they know that they can trust you.

So I'm done talking and I'll let you if you're done talking. This is bad. Like we need you to keep talking. Well, it's, it's a great perspective on marketing because some people think, well, I can't afford it. There's a lot of stuff you can do that doesn't cost money. Like how much, how much effort and energy and, and time of your day. Are you putting into those things? That gets people to know like and trust you in your community. It could be in person events, it could be social media.

It could be uh going on to those group pages, the community pages, Facebook Mall, all those and like sharing, it doesn't have to be like, hey, here's an ad that's 350 off do our service. It could be like, hey, there's a cool thing coming up. Anyone want to go to this and they're like, they get to know you as the, the authority for something in, in your, in your community. So, yeah, great advice. Yeah, absolute and thinking long term, like so many of us, especially young entrepreneurs. It's hey, we gotta get the quick dollar.

I went and pulled our report real quick. You were talking about repeat business. I looked at last year our repeat business on, let me tell you on one point thr a little over 1.3 million. We had $794,000 in repeat clients last year. Now we are a little more, you know, reoccurring than, than the lighting, you know what you guys would be doing with installs. But yeah, just, it's all about nurturing that client don't go for the short buck. It's about a client experience long term in keeping these clients coming back.

Yeah, I love it. Well, let's talk about that a little bit. I think like I hear, you know, you're over, over 0003 million in sales for your washing business. And I don't know if people think that's a lot or not. I, I think it's a ton. What's the average ticket of your clients? Yeah. So we're at 880 is our average ticket? Yeah. So that's why I think that's huge. Like 880. So that's, that's just serve 1291 clients last year. That's crazy. And that blows my mind when you got like an average ticket of landscape lighting.

That's way higher than that. So like to get to, that would be like getting into like $10 million in landscape lighting. Yeah, that's most, I'm like, man, we should have started an H VAC business or something with a higher average ticket price here. The grass is always greener. Right. Yeah. Right. Exactly. What, what was the hardest part of getting to maybe where you're at now? I mean, really, I'd say a million, but it's kind of where you're at now too. Like, because I don't know if this was true for you when I started those first couple of years that honeymoon phase.

Uh like, it didn't matter if things sucked. It didn't matter if I was poor. It didn't matter if I worked 26 hours a day. I don't even know how it's possible, but I just loved it. I was like, this is so cool. And then after that, that's when like Lindsay comes in and is like, you're, are you, my husband, like, we need to go to, like, counseling and stuff. And so then, like, reality kicks in and it's like, I don't know, I might just get a job. I think it might be easier getting a job.

How, what are, are those phases true for you? Like, what, what was some of the most challenging parts getting to where you're at now? Yeah, I think, and you, you, you, I think you may have talked about this with Josh Latimer. But you know, the hardest part for an entrepreneur is not sucking all of the money out of their business. Let's say someone does $200,000 in revenue in their lighting business. They say, well, I have a 70% profit margin. Therefore, I take 50% as owners pay, but we have nothing to carry over a year to year.

And so pressing Paul's on the jet ski and the hot tub and all the things. It's a hot tub. Come on. Trust me. I would love to be in a hot tub with my smoking hot wife. That's a whole different story I think. And even now to be honest, I've made the same amount of personal income over the last three years in my business. But it's because we are strategically not pulling that money out. We're reinvesting into our business. Um In fact, doing that, positioned us to be able to buy our first commercial property.

We just bought a 12003,000 square foot building, a 2.5 acre lot. We our latest tenant just got in there. So that thing's fully rented. But being, being patient in the short term with a long term vision and it's really hard for me. Like II I made this comment the other day and I make it all the time. Uh I unfortunately get my value in life. This isn't right. I'm working on it on how much money I make and how much sex I have with my wife like as a man, those are the two things that like, yeah, that's my measuring.

And so I'm trying to course correct that. But yeah, someone's ability to look long term and be able to be patient. And I'm talking, I'm gonna look at myself in the the camera right now. Be patient. Play the long game right now. OK. So that, that for me, that's the struggle. Well, asking for a friend. So what should our values be if, if it's not those two? Yeah, man, this is so good. So I don't know how deep we want to go on this, but I wanna go chase.

My value is not in how chase Lord sees me. My value is in how my creator sees me. Looking through the lens of Christ, looking at me. That's what he sees. And I need to be able to see myself as Christ sees me and not as Chase sees me and I've got you guys. I, I'll pitch this real quick. My wife, we did about six episodes of the podcast. It's coming back, Chase Freedom Podcast. If you just look up Chase and Mandy on youtube, and I'll share a little bit of my story of how I was finding my value in the wrong things and finding my value in some addiction issues.

And so for me, it's, it's just a constant battle, a constant correction. My value is not based on what I think I'm worth in a period of time even on the highs. Like I think that's we go on this emotional roller coaster instead of our value for what it is. Our value doesn't increase or decrease in the eyes of our creator based on how we perform in our business or with our family or anything like that. Gosh, that's so good. That is so good. You know, when I come home from our, especially our in-person meetups that we've been in, we're, we're in the same mastermind and we do like calls and stuff like that.

But those in-person meetups are just special and I come home for those and I, and I tell my wife I'm like Lindsay, like I, I think I'm Christian like I believe in God, I believe in Jesus. I, I worship him. I do all this stuff but I, I get around people like cha and, and I'm like, gosh, I don't know if I'm Christian enough like, because you, you always tie it back into that, you know, and it's that I'm just being honest, like, that's not where my first thought goes.

And I'm like, man, what's wrong with me? But even that's a problem, like, don't, don't think like that. But um it's just, it's a huge example to me and I'm like, man, I love being around these guys because it, it reminds me it kind of re read, it, repositions my trajectory. Like what is my focus like? Because you know, we're, I'm talking about it's called lighting for profits. We're always talking about profits. But like what is our focus? Like our goal is to serve God. You know what I mean?

And that's for our family, that's for our friends, our community. Like we, we need to build value in him. And if, if you're doing it like you like, congratulations. That's freaking awesome. And we need, we need Christian men and women, but we need successful believers with a ton of money that can make a positive impact, a lasting impact on this world and on the kingdom. So yes, lighting for profits is 100%. We need, you know, we need landscaping, we need pressure, washing for profits. H VAC for profits, all the things so that we can do the things.

There's, I don't know if you've, if you've watched the news, there's a little, the enemy is using a lot of profits for bad and we need, we, that's why you're doing. What you're doing is so that you can empower people for good. 100%. Yeah. No, I mean, that's, it's kind of crazy and I, and I think you, you see this a lot too and, and I know some of the programs that you're releasing, like we're just trying to fix an earlier version of ourselves because we've, we've screwed up so many times and it's like, man, if I could just help one person be a better father, be a better husband, be a better leader, be a better uh business owner and, and to the, to their people like that just, that just feels so good.

Like yes, of course, we want to make money and stuff and we got to put food on the table. But like that is why we do it, it feels so good that they thank you. And you're just like, dude, I can't believe I did that. Like I saved someone's marriage potentially. I saved someone's business potentially. And then that, that, that ripple effect is huge as we know. Absolutely. Well, um So did we answer the question? What was the question? I don't even know what was, what was, what was the hardest part getting to a million?

Yeah, I think it being patient. Oh Yeah, you did. Yeah. Being patient. Not pulling the money out of the business and bringing your family along the way. Even my wife, she's like Hey, I thought we were gonna be making more money at this point and you weren't gonna be so bogged down in the business because it, it has been a hard season I shared with you guys in a three month period. How much we lost. It takes a lot of effort. It doesn't just magic. You don't magically come back for that.

So we are making sacrifices on our end to increase profit, to streamline. And so bringing your family along in that process is hard and my wife does not work in the business with us. She helps a little bit. She writes thank you notes. But there are a lot of things that I try to guard her from in the business because this, this thing is hard. So I mean, if we were to sit here, I could tell you so many just wounds and scars that I have from this thing.

And as you know, and so many I I what is the average range of the entrepreneurs that you coach inside of landscape lighting? Secrets range in terms of what? Yeah, yeah, sorry. Annual revenue. Well, we have anywhere from like zero like they're just starting up to like 44 or 5 million. So you would you say on average it's less than 500,000 on average for sure on it. Even even guys that have been in it for years, you know, I would say on average under 500 K as, as the coaching industry.

And, you know, I've coached for the last couple of years. Uh, I've coached dozens and dozens of businesses. I know more about other people's pnls and all the things that I could ever know about my own. I think we've done a poor job of really clearly communicating. We've told so many people work on your business, work on your business, on your business. Don't work in your business. But we're coming into a season where that was easy to say when leads were flowing in like crazy. You know, you get a massive return on Google on anything you did.

But as we get further and further away from 8003 we, you know, some people say we're going into a, a tough economy guys, you're gonna have to get in the trenches with your guys at times. I'm not saying don't be a slave to your business but be willing to get out there and do the things. Yes. 100% at some point, the goal is for me to get off every day at 2 p.m. work Monday through Thursday, spend the rest of the time with my family. But right now we're in a tough season.

And so just for those guys who are under 500,000, they're continuing to try to grow, know that it's, it's still hard. We have, we, I say we, but you guys know what I mean? The coaching industry and the people who are pitching the programs. We, we say all these things and hey, do like me and you two can have, you know, you can exit your business and have just this free, free life where you don't worry, there's, there's worries at, at these levels too. Oh, big time. I, I honestly think that that's the hardest phase.

I mean, they're all, they're all difficult phases but when you're, when you're small like that and you, you have no choice but to, unless you do have a rich uncle, which most people don't. If they did, they probably wouldn't be listening to this. Like you have to do all the things. You, you are the receptionist, you are the office manager, you are the purchasing agent. You're, you're doing everything, you know. And um, it's, it's really, really difficult, but that's why when we say work on your business, like, ok, what does that mean?

Like, you've got to find time to, to, to be disciplined with those tasks that need to get done. Otherwise you're just putting out fires all the time. Right? Well, and I love, this is the last thing. Just kind of on this topic that I'll say it feels really good to be a fireman to go in and put out a fire. And it's like, oh man, you know, the guys tag you in slack who? Huge, shout out to chase for helping out on this job. Huge. Shout out for this and the clients are like, oh my goodness, you're amazing.

You came out and did this, um, like, be careful not to be the, you know, employee of the month as a fireman. And so I, I just, I say working in your business, but that doesn't mean you're in the field every day, you get rid of two guys so that you can take over and run that one group. Yeah, because that's the temptation. Some people are like, well, I'll just let that person go because then that's 30,000, 40,000, 50,523 a year that I'll just pay myself and then they just hire themselves as a full time firefighter again.

And they don't consider the opportunity, cost of them not being out there shaking hands, kissing babies. Getting to know people. Are there any tricks that you've done to, to help get yourself out of the field? Oh, man. Hm. Be willing. Uh Love it. You said invest, right? We talked about investing in the beginning of this. Don't see your employees or don't see a technician as an expense. They, they cost of goods sold, but they are absolutely an investment. So it was, and this is all kind of, it's all intertwined together.

We talked about not having to pull all the revenue out of your business. If, if there's an encouragement, don't level up every time every year you grow. Let's say, you know, we went, we did 46 K part time our first year. Then we did 200 then we did 500 then we did 750 we did 975 and then 1.11 point, you know, three so on. But the tendency is, oh, I can get a bigger house and a nicer car. And so we level up this lifestyle but then we say we can't afford to hire these employees.

And I, I have 100% been guilty of that. But yeah, being willing to replace yourself, our everybody's like, Chase, how did you hire your first employee? And then your next, I trained everybody in the beginning stages. Now I don't, but in the beginning stages, I brought my first employee in, I worked with Ryan, my very first employee that started with me May 2nd 2017, Ryan Prince. He just celebrated seven years of working with us. He's my salesman. I worked with Ryan for like 203 months straight up. Yeah, it was six months before I sent him out on his own because it was, you know, new in business.

But you train that guy. Ryan trained the next guy and just being willing to invest said a lot to say a little. No, I think it's great. I mean, that's the thing. Most people view it as I can't afford, I can't afford to hire someone. If I hire them, then what's gonna happen to my paycheck? They're right. They can't afford it because they decided that they could afford all the other things and now they can't afford it inside of their own business. Yeah. Yeah, I could see that.

I mean, my, my whole, like, epiphany was literally when I, when I, I was changing a light, I was doing maintenance for a client and I missed a phone call. This lady, like a, actually she answered my phone call when I called her back and she's like, oh, no, we got someone else to come out. I'm like, well, I know I could still come out and, and our average job was $5000 at the time. She's like, no, we already got someone coming out and she really wouldn't let me meet with her.

And I was like, holy freaking cow lady. You won't let me meet with you. Like, do you know who I am? I'm sweating my balls off in a tree here. I'm trying to like serve the client at the highest level. Like she wouldn't let me come out and then I just did the math 5, 1015, all the people who didn't return my call when I did call them back. It's like that, that's where I learned. Investment. I'm like, wait. So at the time I, I hired someone for 30 grand for the year to answer the phones.

And that was so scary because I'm like, again, if I pay her 30 I need that 30 for my family. But I learned real quickly on that phone call. And it was a valuable lesson that that $30,000 investment is gonna at least help me make an additional 100,203 in sales, 200,000 in sales, whatever it was. And I don't, I don't remember the numbers how it ran, but that was a huge, huge moment for us because now my time was freed up to go grow the company to go do sales. And now she was doing all sorts of stuff and she had ideas to help us organize and to get uh meetings in place and checklists and all this stuff that like II I wanted to do, but I didn't have time to do so.

Yeah, man. Team members are literally our, our greatest. I don't know if they are our greatest, they're probably our greatest investment in the company. I think they are. I'm gonna go ahead and say it right now. I agree. I said it, I add final answer. Um OK, so I was gonna ask you, but it kind of ties into what we're talking now. Like, is there a point where you, you started to feel like you got a hang of it where you're like, OK, this is what freedom feels like.

Like, you know, it's, it's not even in my business now. Like, I'm like, OK, I got this, I got freedom and then I'm like, oh crap, I gotta go work a ton to like, get caught up if I, if I don't do this thing, we will not be in business six months from now or whatever. So, is there a time where you feel that, that time freedom or are you, are you there? Have you had it? Yeah, I mean, I've, I've had it. And you, you've seen the, the roller coaster image of just kind of the entrepreneurial cycle of, you know, you're at the top.

I've got this and then you go down, you're like, oh no, and then at the bottom like I suck, I quit all that. So, I mean, I think just at the very beginning was hard. Uh February of 2016, I washed my first house. I was working almost every hour that was available during the daylight as well as working a corporate job. So at that point, yes, it's all in the, the best things that I ever did where I started to find the most freedom. We hired an office manager very early in when we first got in.

But I hired my first service manager or production manager and that was when I really kind of found that freedom is when every client call back or service call didn't come to me or the guys weren't calling me every five minutes and asking me, I actually had that, that point in between. So I think for guys who don't have that and they're out there, you know, they're huffing and, you know, puffing they've got, you've got to get an admin in place. We love virtual assistants. Absolutely love them.

Um, we have a virtual assistant from the Philippines Annie. She's amazing. But that next key position is that service manager, production manager that's inside of my business, my cleaning business. Um, you know, way more on the landscape lighting side. I don't, I don't know, exact, I don't want to advise that for someone because I don't know that industry, but the more you, the more separation you can put between you and the client on the day to day, that that's where the, the, that's where the freedom is found and, and I can testify to that because two months ago, I lost my production manager who had been with me for two years and we haven't replaced him until the next couple of weeks.

We just posted the position and that time, freedom has not been there. Like I have felt like a slave to my business. So we've quickly realized that's a key position inside of our business. Well, because you're the interim production manager. Absolutely. Yeah. And that's a hard job. Well, this is one of the reasons why I, when someone gets to a million, I'm like, all right, let's get to two. Let's get to three real quick. Like we've, we've got to go there now and they're like, what I, I did the thing and I'm like, you, you are completely vulnerable right now because this happened to me.

I had one sales guy did. Awesome. You know, like I'm selling a million, he's selling a million. But then all of a sudden he, he's gone. Wait, well, who's gonna fill in? Who's got his sales appointments? Oh, I am. Oh, the office manager is going on a vacation? What we give vacations around here? Why would we give vacations if she goes on vacation? I have to work. Like that's not right. Let's not give vacations like, see how that works, right? And so I realized, man, when, when you grow a business, it gets easier to have a bigger business and people don't realize this, they're like, I just wanna stay small.

I don't want the stress. I just, I don't, you know, I just are like, and they sound like that. I don't know why they changed their voice but they're just like, I just wanna, it's just weird but they do. So, but it's like, no, the, the Jeff Bezos has way less stress than what we are doing. I promise, right? Because he has people doing things. And so if you have redundancy in your business, as soon as you hire one sales guy, try to get two. As soon as you have an office manager, get a receptionist, as soon as you have one install team, get to like those redundancies are huge.

And II, I remember being in both phases where I was like, I had to have those hard conversations with my wife. I'm like, we can't go on vacation now because I got to be the guy. What do you mean? I thought you had, I thought you said being an entrepreneur is awesome and you get to control your own schedule. Well, we do, but in two weeks I can, I can control my schedule. Like you don't control anything. Right. So it's, that redundancy is huge. So if you, if you know you're, you're at that point now where you're not in the redundancy phase, so it's happening to you and then your freedom just gets sucked up again. Yeah.

And I think the, the important thing like if these guys, uh you know, just talk to my brother out there if you're going through a hard time, like there's nothing wrong with you. You're not broken, you're not the world's worst entrepreneur that's out there. You're just going through a season. And so knowing that this too shall pass and we keep having to remind ourselves that that this is a hard season and you go through hard seasons and we'll come out better on the other end of it. Yeah.

Well said, I think I uh forget about that sometimes I have a tendency to just like come on, do this, do this, do this. But it's like, man, I, I've been there, man. It's, it's not easy. Um The book Atomic Habits comes to mind, just get 1% better every day and that's huge. Like, because you, you do have to improve. Like, don't, don't be happy with where you're at, but you'd be surprised what a 1% improvement every day will, will yield you. Um I got a question about your partner and that would be interesting to see how you respond to this.

He's probably listening, right. But what's the hardest part about having a business partner? Uh So literally, the first thought that came off my head is splitting profits is the hardest part, right? So, yes, we do have, you know, we got, we're doing over a million dollars in revenue, but just the fact of having to split profits. However, that's probably the worst part. I have been extremely blessed with an amazing business partner. Um I, you know, I spend more time with my business partner than I do my wife.

So, um one of us is the work wife can't uh you know, whether it's him or me, we won't say. But uh you know, it is with a business partnership, there is a lot of give and take, give and take. There's a lot of grace that has to be given on any given day. I could be just in a terrible mindset. He's in a good mindset and it's being patient with one another and kind of bringing each other up, being very understanding and gracious of, OK, somebody had, you know, business partner a has this fantastic idea of this new business that we're gonna start and it's gonna make us $10 million and just letting that play out.

And then it's like, ok, maybe that wasn't a great idea, but being uh so splitting profits the hardest thing and then what I, I'll kind of split off of this and say, my number one advice, if you have a business partner is define roles quickly is division of responsibility. So we talk about, you know, visionary integrator. And I think as a business partner, you have to have both of those big picture and I'll keep this short the way we separate it is. Um, he sells it and I figure out how to get it done, right?

So you've got sales and then you've got production and he said, hey, I've got this, I'm like, sell it and I'll figure out how to get it done. So I take the guys and I'm res and, and we both intertwine. I get calls from the sales guy. He gets calls from the, from my technicians out on the field. But really knowing our key core places, what our strengths are. That's huge. Honestly, I, I found the book traction. A friend gave me the book traction. I read that and it, I, I'm not like super emotional person, so like a tear didn't come out, but like it tried to come out.

And I knew when I read that book that my brother and I's business was not gonna last like in its current state. I was like, oh my God. And it even says it in the book, it says like, like you're gonna have to make hard decisions. Like people that are there right now are not going to be in your business. You might break up with your partner. And I was like, oh dude, this is sad. Like, I, I can't believe this because my brother and I were trying to be both be visionaries.

We didn't know about the delegation and stuff and we're just 5050 partners, like split the profits, you know, what's the big deal? But the whole time he's trying to go left, I'm trying to go right, we go down the middle. No one's happy like, well, we know what happens with that, right? So there has to be sacrifice, there has to be, there has to be resolution. And so, you know, I'm, I'm still kind of saddened about it, but it ended up being a good thing. It got me to where I'm at today.

Uh And you know, there's learning experience and all that stuff. But yeah, I agree, man. Ro role definition and responsibilities is just huge that, that will help so many people out. Absolutely. So, um we are in the same mastermind together. What? And I know you've been involved with Conquer both as a uh attendee or coaching client and, and also as a coach. Um What, what impact has has coaching, like you being coached as coaching had on your business. I, I think it, I think coaching is everything inside of my business.

I first met Josh Latimer in February, uh or excuse me in August of 2016. And, and from that moment where Josh, I'm like creeping, I met Josh on Facebook and I'm like creeping around and he literally says, chase, he's like you can come over here like I wanna be your friend. And so that, that initial interaction and then I, I was blessed with the honor and the opportunity to be in a mastermind with Josh latimer, Casey Hamilton and a guy named Ron Gibson. Um and those guys were extremely impactful for two years.

Um That made just all the difference and then just Conquer was amazing. I love everybody inside of Conquer. Shout out to brain Vaughan coach Keda, all the amazing coaches. I am a lot of who I am today because of Conquer. Um but the systems and the processes and being able to shortcut, like I think of landscape lighting secrets. You're literally taking just I, I don't know how much you invested into your own with, you know, into your own training and coaching. But someone literally getting that at pennies on the dollar for an investment of what took you years to learn and you learn even more as you're coaching, other people or people will say, well, Ryan doesn't own a landscape lighting business Yeah, but this joker has looked at more people's company structures and their problems and their, they've overcome and the profit loss and balance sheets and all the different things.

And so for me, massive value in community community gives so much clarity. And so I fully believe in it obvious, you know, you and I have been in this mastermind and we made a very significant investment into this mastermind um to be around people like one another. People like Debbie Sardone Jeff later, all these guys so massively believe in it. I still coach on a small scale. I coach a handful of guys love the guys that I work with. Um, I did, I stepped away from Cocker just, I was teaching people not to trade dollars for hours and I, I found myself unfortunately as a coach trading dollars for hours and so had to, it was one of those corrections that I had to make back.

So now I work with a, a very small handful of people right now, but absolutely believe in coaching. I love it. Yeah, I appreciate you sharing that. It's, uh, it's one of those things when I had my lighting business, I did not believe in coaching. I mean, II, I don't even know if I knew what it was. I was just my head down working, but I just, I just didn't have that mindset to like, go look for help, you know, I was just pretty stubborn And so now it's kind of like, ironic because I'm on the completely other side of it.

And so it's crazy because I don't, I don't get mad if people are like, no, I, I don't want to do it. Like I, I get frustrated because, and we've talked about this, you guys have helped me a lot with this. Sometimes I like, let people make decisions that are actually wrong for them because I'm like, yeah, it's ok, you know, and I'm like, no, like I'm very passionate about helping people and you guys, you guys have really helped me out with. This is like, man, this could be the thing if they decide to join this program, this could be the things that changes the trajectory of their family, their, their future, their legacy like and that, that really got me focused on like, no, like, yeah, people need this just like I tell people, people need landscape lighting, people need landscape lighting, secrets from me today.

Like I'm, I'm sold on that. Like, why would I let someone not do it? Like that's why I'm so like just like guys, stop me, stop messing around, do these things. And I, and I find myself being maybe not as uh empathetic as you are. You're like guys, it's hard, it's, it's ok. I'm like, this is not OK, you gotta do this, this and this but uh you know, we have different personalities. So yeah, and I think that, the last thing I'll say on that is the value of the community of knowing that you're not alone.

And, you know, we talk a lot about mental health nowadays and everybody's like, just suck it up, get through it. But the ability to be in a group and, and you've been on calls before where I've gotten in there and I'm just down in the dumps and, and guys just come in and absolutely pour into you. And so having access to that when I teach my Chase freedom framework, I talk about having a brotherhood to lock arms with and to walk, get in the trenches with you and go through the hard things because i it's not all rainbows and unicorns in business.

Yeah, you're in the honeymoon phase. Year one, year two and you're making money and you're growing, especially if you were growing during COVID. Um I guarantee you get to years 5678, 53003, like it gets hard, you go through a hard season so don't go it alone. Yeah. They say it's lonely at the top and it is very, very true. Um Well, so you know, this, I admire you very much. You're a natural influencer, very charismatic. Um I don't, I don't even, well, I know this. I know you don't know your full potential and it's like, dude, how do you not see this?

How do you not know this? Right? And I mean that as a true fan. Boy, you know the bro, the Bromance is real like you are. So you are, you're just capable of just conquering everything. Like, and one day you're going to have this like wake up moment and I like, you know, you have these hints of it but like it's gonna just hit you over the head and be like, let's go and you've had your business now for, you know, 78 years. And I also know that the journey has not been easy.

What, what would you tell the younger chase? Lord? Oh, that's a deep question because there's a lot of gray hair later. Um You know, 888 years ago is a long time. Don't Josh, Josh Latimer preaches this don't sacrifice your family on the altar of business. And I think that would be the encouragement is, don't, don't keep your wife out of the business, keep her just talk to her. I think I, and again, you can go watch our youtube channel and I'll share some of my story. I spent so many years trying to guard myself from being found out that I wasn't vulnerable.

I didn't bring my life, my wife on the journey. And so I, I would tell Chase, yes, go hard in business, set boundaries. Um be present with your wife and your kids and don't just make an excuse that you're sacrificing for them and you have to provide is bring them on the journey you know, you can always go back and earn $100,2000 but you can't go back and get your five of your kids life or that one week trip that you should have taken with your spouse or that recital that you should have been, been at.

Well said, yeah, I feel a lot of this similar stuff like, man, I, I was doing this for them but then you're not there and like, it's, it's a, it's a weird and a bad situation to be in. So I appreciate you sharing that. Um Tell us a little bit about uh where you're at now. So you decided you, you, you got into some commercial real estate, you got your washing business, you know, it's up and down, it's, but it's still up. I mean, it's still, yes, it's up and down.

But in the wash business, December to February and even the first quarter is traditionally a very tough season. So Josh the other day on a call was like, dude, why are you beating yourself up? Do you normally make money in this season? I'm like, no, he's like, OK, you happen to lose a little more money than you normally make. And so it's still a phenomenal business. So, but you know, I can get you off there. The only up and down is like, you know, you lose your production manager so you gotta step back, you're gonna solve that.

Everything's fine. Uh But why did you decide to launch Azalea outdoor lighting? That's a fantastic question. You even asked me that probably six months ago, as I, I can remember where I was, when you and I had this conversation and you were like literally talking me out of joining landscape lighting secrets. Because so many people are in my position, they have this business and they think, oh man, you know, I've hit this threshold or this milestone inside of my business, I've made all the money I can make in this business.

I'm gonna go start this other business because I'm God's gift to the service business world and I know I can absolutely crush it. Um So a little bit of, you know, miss being misinformed and, you know, uninformed optimism, I guess is what I would call it. But we started, we decided to do this, we know that inside and I'm gonna get eaten alive for saying this. I only want my service business. There's a sweet spot for us and I won't say how many crews that is or what that spot is because I don't wanna influence anybody's decision, but we have decided what functionally operates really efficiently with the maximum amount of profit.

So for us, we were looking for that different vertical where we could cross sell to an extreme, you know, very same client avatar that we wanted cross selling opportunities. And so we went from, we tend to serve a higher end client, we call ourselves a luxury service. We say we're the highest price. We don't tell our clients this, but you know, we are the highest price soft wash cleaning business in the area. We wanted to serve a different client. So what if we could build a $21200 million soft wash business over here and then eventually grow a $2800 million lighting business over here, completely debt free.

We're carrying $252 million in pro or excuse me, $220 million in revenue with a goal of a million dollars in profit that becomes attractive. Big picture. Um This has kind of been our vision. A lot of people, you know, Pat Clark does an amazing job of this. He, you know, he like precision pro wash for a very long time. He has since he's doing his thing now where they're Franchising. I think he's Franchising. But for me, I don't want to travel, I'm in my home office which the sun's coming down.

Um and it's lighting me up, but I want to be in my home office. I want to be able to walk through that closet door and go be with my family. And so I didn't want to travel. I don't want, we do have one mega soft wash location, but I don't want 220 locations. We want to create a portfolio of service based businesses in the Augusta area that can cross sell and feed each other and just put off crazy amounts of profit. I love it. Sorry, go ahead.

No, the only thing that's gonna change is you're gonna have 5003 million in washing and 2500 to 2000 in lighting. I mean, let's go. We can change the numbers because it's here in the, in the online space. Like when you start buying like, courses and things online, if you've ever gone through someone's funnel, there's a thing called a high ticket back end offer. It's like, you know, get it for, get the book for free and then there's an Upsell and Upsell and then there's this high ticket back and offer that costs thousands of dollars.

Well, that's exactly what you're gonna do. You've got this washing thing that's, you know, it makes money like you're gonna make money. But then it's like, hey, let us introduce you to our, a little secret weapon over here, our high ticket back and offer 220-K, 10-K, 10-K, 10-K 0 50 K 0 0003 K 0, like that, this is where it gets fun. And, and you've got those people that know, I can trust you to tie that back into what you said before. Like they're already super fans, like let them buy more from you without traveling without going to a new location.

So I think it's genius. Um I think the one thing we've talked about is I think the multiple streams of income is obviously amazing. I've, I own a couple of different businesses, but you've got to be able to make sure that, that first one, the second one, the one that it's consuming your time now is a well run machine that doesn't require you to work 40 hours a week. Otherwise the new machine is not gonna just take off. Right. Absolutely. Yeah, I wrote down this quote, um, a gentleman named Tom Kroll, uh put this up on his uh social media the other day.

He said, dear entrepreneur, if you're not willing to put someone on it full time, put it down. And I thought it was such a very simple and great topic of, you know, we came out of the gate on lighting, you know, we did 30,000 in the first six weeks or whatever it was. And then I got, I got pulled back into my soft wash business. And so this quote has been rolling around in my head of OK, we've got to create some freedom from the soft wash side if this lighting thing is going to be successful.

And so, yeah, that, that's a, that's a very tough one and it's everybody you hear, I guess Kiyosaki or all the guys talk about seven streams of income. Yes. But those guys also have full time teams that are in place and they're more of, they sit on a board seat and they more, you know, direct these different companies instead of the integrator in all of these businesses. Yep. Yep. Big time. Um ok, so let's kind of uh uh kind of wrap things up. I think it's awesome by the way, what you're doing, what you've done so far. Congratulations.

Like freaking killer 1200 clients, 800 average ticket. That just blows my mind with landscape lighting, dude. You're gonna, I I just can't wait for you guys to like get to that point where it can be your, your new baby because you, you, you've already one, you've already got like um you're, you're further along than when you started your pressure washing. I mean, so the start up phase is gonna go so much faster. You've already got this client list. You've already got this gold mine. You're sitting on the potential is so big for you.

So I'm so excited for that. And uh and, and one, at one point, I will force you to join landscape lighting secrets. But let's talk about some other things that you're doing. Um I know it's not officially launched, but Mandy and you have been working on some things. Uh Tell us about what you've been working on together. Yeah, absolutely. So uh about, let's say back in November, we launched our very first chase freedom, elite couples mastermind. We went through four weeks where we got on a call with three other couples and we just walked through, what does it look like to be an entrepreneurial spouse?

What does it look like to lead and love your home. Well, and we went through kind of the, the key areas of, of life of faith, money, how to, how to handle money. God's way, how does God tell us to, how to handle money? And so we went through those four weeks, absolutely phenomenal feedback. We are looking to launch that again. We've been on a little bit of pause. March is our peak season for us. So we absolutely peak in March. And then so that's a little bit on hold.

But she and I are looking to bring that back. That is our passion is sharing our story with other people to let husbands and wives know that they are not alone in this journey in, in so many different areas. So yeah, that's kind of our, our passion project. We need to invest some more time in that again. I need to free up. I need to free up myself so that we can focus on that. Well, I'm excited for you. I know it, whether it starts tomorrow or next year or whenever it is gonna be like, I mean, I just, I just love to see you two together and your passion and the ability that for you guys to be vulnerable, you're, you're gonna impact so many lives, you know, like I've learned a lot from you and I'm like, oh yeah, I need to be better here in NBA.

So it's just cool that there's someone like you guys that are willing to be leaders, willing to be vulnerable because you know how it is. I mean, you're doing it because you didn't used to be like that, you know, and uh there's a lot of us that need that. So um really excited about that and then uh tell us about your uh legacy blueprint as well. Yeah, so recently invested in war plan with Josh Latimer, if you guys haven't heard of War Plan A I with Josh, it's unbelievable second and none marketing platform that has come out.

And so the last two years, I'm kind of all over the place. The last two years, I've coached uh a group of four guys and we've just done life together and I love coming in every week, checking in on these guys. I mean, we truly are that brotherhood. We, I call the guys the four horsemen. Um But I love that model of coaching, obviously. Yes, I have a 52 week blueprint um that are called a Legacy blue blueprint that focuses on those kind of five key pillars, faith, finance, um all the different relationships, all those things, but I want to do more of that.

I wanna instead of the volume focus on coaching 20 you know, 20 5300 businesses at a time. Like I wanna, I'm at a position in my life where right now not, this won't be forever. This is gonna be kind of short term, but I wanna get together with the guy who's early or the guy who's doing 500,000 or the guy who is just struggling and wants somebody to get in the trenches with him. So I'm, I'm opening up, I've got one, possibly two groups that are gonna open up very small group because I found as I was coaching all these businesses, I was giving a little bit to each person and I want to be able to give my, I mean, you and I have, you know, we've spent time together like I'm all in on somebody.

Like I wanna know everything about you. I wanna know your wife's names, your kids' names. I wanna know your production manager's name, your office manager. I wanna know your technicians. And what are they like? And I wanna know, hey, what makes this person tick? Like I, I probably said it four times of getting in the trenches with you. I wanna know what you're doing. And so, yeah, we're get, I'm getting ready to launch another group for that. So if anybody's interested, definitely, you know, shoot me a message.

Not everybody is a good fit. I don't have all the answers as I said at the beginning of the call. I don't know a lot. But what I do know I'm good at and I wanna be able to share that and give that to others. It's awesome, man. I, I, I'm super proud of you. Uh I mean what I said earlier, like I don't, I don't, I really don't think you understand your full potential yet. Um It's freaking amazing. So I highly encourage if, if, what you heard from Chase today, whether you, you've known him for years or not, if you're thinking, man, this might be my guy, like he probably is your guy.

So at least just get on a call and then you guys can figure out if it's, you know, because it is just a small group. I'm sure you want to make sure it's a good fit, but check him out guys, just connect with him on Facebook. Um Thanks so much, Chase. Like I, I, I'm congratulations on your success. Uh Congratulations on overcoming adversity getting to where you're at now and I feel like even though you've already conquered a lot, like you're just getting started. So, thanks man.

Appreciate it. Thank you. Thank you. All right guys. That was awesome. Thanks Chase. And uh everyone just uh probably listen to the episode like 20 times and then take some notes and then implement the stuff. Love you guys. All right, everyone have an awesome week.