Homeless to $3M: A Plumbing Owner’s Comeback

Kale Forrester launched his plumbing business in 2022, doing $500,000 his first year as a sole proprietor, and doubling his revenue every year, hitting $3 million in 2025. And the craziest part of it all? Just a few years earlier, he was homeless. Hear his story, how he battled back from drug addiction and living under a bridge, to taking the leadership lessons from rehab, and applying them to lead his team of five honey girls. So Kale, not too long ago, you were freaking homeless in the streets, and today you're running a successful plumbing business. You're going to do what? 3 million this year? We'll do 3 million this year. Did, first of all, congratulations. That's freaking rad, right? It's not too often that I get guys on my show, and I'm just going to be like, freaking rad, right? It's not too often that I get guys on my show that have lived on the streets, been in the lowest of lows that have just, ugh, so give me a little bit more of that. So obviously there was like a huge transition, something that sparked, like, changed you. If I remember right, you were like living underneath a bridge. I was living underneath a bridge in a place of, it's town west or downtown Tulsa, and that's just kind of where I called home. It was the closest place from the hospital that I had just AMAed myself out of. What does AMA mean? Against medical advice. Okay. All right, a little bit of a rebel. A little bit of a rebel. Okay. I get, yeah. I was in a, I got, I got found by some police officers in a part of Tulsa that was not friendly to be in, just beaten. Dude, how many times were you arrested over the years? So many times. Like, I was not a good addict. I'm assuming so. Right? Like living under a bridge, you can't be a great one. No. I mean, there's a lot of, you know, farmhouse wives that are addicted to drugs and they're pretty good ones, right? Undercover. They don't know. So you were under a bridge. Yeah. A little bit, so dude, how many times? Like, is it 10, 20, 40? What was it? What's gotta be at least 10? I would give at least 10 times 10 times. Oh, I can't say. Yeah. Okay. And how long was that for? As far as the, like, how long were you living homeless? Oh, gosh. I was at least a year. Okay. I was a year on and off the streets. Because if you consider homelessness also living in trap houses, what's a trap house? So it's the place that has no gas, has no electric, has no water. So we're talking cardboard? Yeah. Whatever. 10, it's something. It's something on the side of the street that you... It's flooded out basement in a... Oh, no, it's in a house. It is a house. It's a house that you broke into. Yeah, but it's... Got it. Got it. Boarded up house. In the infrastructure. Lots of them in Detroit. Got it. Yeah. And few and probably a Tulsa. Yeah. All right. Guys, got it. You know, so I think you know this, but I spent a couple of years in Oklahoma. Yep. And Oklahoma's a fun, fun place. Yeah. Interesting. Lots of drugs. Yes. Right. Like, I remember sitting in this house of somebody's in, in, in, uh, Choctaw, Oklahoma. And she's like, these forests, you can smell the meth cooking. I was like, dude, what is going on here? Oh, man. There's always like just some funny jokes from, uh, from Oklahoma that I remember. Like, uh, did you know that, uh, the toothbrush was invented in Oklahoma? No, I didn't know that. Yeah, otherwise it would be the teeth brush. Fair enough. Yeah, joke. Dad jokes. I'll take it. Uh, just joking. But, uh, no, Oklahoma's got a sweet place in my heart. So you're sitting homeless for a year underneath the bridge. Like, what does day to day life look like? Data day life looks like, uh, going to a gas station, asking for dollars from strangers, uh, going to where my sister worked, which was a short ways away, uh, because you're walking. Yeah, walking. Yeah. And she's a waitress there. So I know that you got like a backpack, like, where you were, you pack and stuff around. You got stuff sitting underneath the bridge. Like, what, what does your personal possessions look like? High glass case. That's it. That's it. Cause that's where you keep your tools for the lifestyle you're living. I mean, and we're talking math, we're talking what, a connoisseur of all flavors didn't matter. You know what I mean? What anything to get the next high. Innocent dischained. Yeah. Just got to escape reality. You know, it's crazy. The fact that I even know what like, uppers and downers, I've never had drug in my life. Yeah. But I had this, this college course I had to take, where they educated me on like drugs. I'm like, what? Like, you want me to get into this? I don't know what to understand what this is. Yeah. Yeah. That's crazy. Okay. So you're, you got your toolkit, you're going, you're doing your thing, you go to the, you beg for a few dollars, you go to where your sister works, what's happening there? Just getting a free meal. You know, getting a free meal and then asked to leave. So you, see, had some people that were like concerned about you. For sure. Which, not all homeless people do. It, yeah. You know, I still, there's still a connection to, to family that I had and tried to maintain. But it was in there, they just, they grew to where, which they needed to, to get their distance. Because it was, it's painful for them too. Hey guys, it's Chris. If you're finding value in what you're hearing, go ahead and like and subscribe. That way people just like you can find this content for free here on YouTube. Now let's dive back in the show. So let's back up. What got you there? Like, got me to the streets? Yeah. Just life choices, you know? There's a, it's followed me my whole life where I'm a quick starter. But I couldn't, I couldn't finish, you know? So being directionless, not knowing what I wanted to do with my life. And then being in a small town and small community to, to not, to not have that, that answer. The only thing left to do. And you said it yourself in Oklahoma, there's a lot of drugs, you know? So while all my friends went to college or, or to work, the, the workforce and stuff, the party never kind of ended for me. So how old are you when you tried your first drug? Oddly enough, I was a late bloomer. If you count alcohol, 14. But, but turn into the harder stuff was, was 21. Okay. And you served in the military? I did. Before then? No. That was my escape from my drug use. What I thought was going to be my escape from drug use was joining the service. And what did you find? More drugs in the service? No, I actually, I found a purpose. I found a purpose and I found a calling. I was a great soldier. So no drug use, well, while you're in the military? Yes. Yes. But towards the end. Okay. But towards the end. And that was kind of my exit. And what branch of the military? I was in the army. Okay. You know, next for your service? How long were you in? I was in for, from 2011 to 2016. So I got a super long stint. And in fact, that's why it was a five year stint. It's like four, six. Okay. Got it. Any deployments or, you know, you know, served in Afghanistan? It was a 240 Bravo gunner on a trail vehicle. Okay. Sounds dope. I don't know what exactly what that means, but dope. Glorified, cool way of saying that I pulled a security for some convoy missions, you know. So Gunner sounds like you were just on a freaking 50 caliber. Well, 240 Bravo is a large, you know, machine gun. It's not the 50 cow, but it is, you know, it's, it's pretty sweet. Okay. Sick. Belt fed? Oh, yeah. Oh, yeah. I need me one of them. You got to know, you got to understand that. Yeah. Okay. Special license. Dude, I have a few guns myself. You a gun guy? No, I'm a gun guy. Got a handful of them. Yeah. Yeah. Just a few things. I got more than my fingers and toes. So we're chilling. Cool. Yeah. Yeah. Washington State, Open Carry State. You know, there's a lot of people on the west side that wouldn't want to agree, but you know, here we are. I love that. Oklahoma constitutional carry. Oh, nice. You don't even need to have a license for it. Yes, sir. Love me some okey. Okay. So you're in the military. You come home. You have a kid? So I actually met his mom while I was in the service. Okay. You know, she's from Kentucky. So yeah. So, you know, back brought her to Oklahoma. That relationship lasted all of 15 months. Just enough to get married to have a kid. And then I again felt when I came back home, just back to the drugs. For no reason. Just immediately. Just immediately. Yeah. So you started though in Gaff canestan. Was it opioids or what was it? Yeah. Because that's a big home of the opioid, right? Oh, yeah. And Hashi Sh. Funny story. The home that I bought was about to be sold to the bank because they were behind other back taxes. The previous owner grew poppy flowers and was selling them as decorative poppy pods by the pound. And they were number one on Google. Which, by the way, is legal to do until you mash them up and give them to do an undercover cop in a form of tea? So that becomes a little different. That becomes a little bit different. But yeah, that's a. It's literally altered this plant. Yeah, crazy. But yeah, opioids. Man, those things, they have destroyed a lot. They destroyed a lot of the society. They have. So you got back into that game. Come home. How long before and shortly thereafter? Shortly thereafter, you know, the wife's gone. You know, she's not. We're not in the same household anymore. And it's because of the drugs. Because of the drugs. Yeah. Because of the drugs. You know, you promise being the man of your word and stuff whenever you build yourself up in a woman's mind. Yeah. Like, I'm going to take care of you. We're going to have a family, all those things. And then you don't follow through. And at this point, you're in the trades or no? No. Okay. What were you doing for day-to-day work? You just just living on that nice, like, did you have what's it called? Were you were released medically or whatnot from anything like that? I just stopped showing up. Just stopped showing up. Yeah. So how are you living? It's kind of an ego check, too, man. But realistically, I was living off my mom and dad. And she was working. And you were how old at this time? Yeah. I hate to say it. I think I was about 25. Yeah. Yeah. Yeah. 25, 26. Okay. So yeah, man, living a mom's basement. Mm-hmm. Yeah. Wife is making money. She's like, I'm out. Yeah. Peace. Peace. You got a kid. Got a kid. Got a boy. What made you say, hey, it's still a living mom's basement. I want to go live underneath the outside. So I guess realistically, what happened is whenever you venture to town so often, and eventually you can't get a ride back home, you're kind of just there because you're cooked. Yeah. You're just stuck. And then the pursuit, the pursuit of the drugs becomes the most pressing matter. Yeah. You know, so not needing to go back home. I just got all night to figure out how I'm going to get the next one. Did you ever feel like, man, I kind of like it out here on the streets, better than going home? Never not one day at all. You know, I had a friend that was homeless and so late for three years. And sometimes he, like, by choice was like, no, I don't want to come home. Yeah. Like, I want to be here. This is actually like my place. Yeah. And it's kind of interesting. I thought that was a, he since has been claimed for 10 years or whatnot. But yeah, he went through some, some pretty rough times getting there. Yeah. Good congratulations and good for him. I love that. That's a good success too. But yeah, so you're there. You're, you're turning to a what changed? So again, I didn't live, you know, eventually stopped living at home. But there became that pivotal moment to where, for me, because nobody gets to dictate what your bottom is. You know, I mean, it's not this physical place, the bottom for me. I found that it's more of a spiritual thing, you know, the feelings of self degradation, whatever that is for you. And some of us have a higher tolerance for paying than others. And I finally found my moment and my spot whenever I wasn't allowed to come back home. You know, because there was always that time where I could, I could go back to my mom's house. So you said, mom and dad were always like, Hey, we love you. We're good Christian folk. We're going to take care of our son. Yep. And then, and then some clicked and said, it's done. Almost caused my parents divorced. Didn't know it. You know, those were the nighttime conversations. So dad was pissed. Mom was, what? Okay. Dad was done. We're done here. So your dad was like, we're not doing it. And your mom was like, no, let him home. Yeah, got it. Good for him. Yeah. I mean, that's that's the exercise of the good masculine energy. That we need, you know, we lack in 2025, good, rigid, masculine energy. And the reality is you need the yin yang, you need the balance between the masculine and the feminine. Too many masculine have gone towards the feminine. Too many feminine have gone towards the masculine. And we like, dude, good on your dad. Yeah. Yeah. Yeah. I give him a lot of, a lot of credit. My mom too. For having, you know, like, again, like I say, you know, that distance that they needed to do to create safety for themselves, the biggest thing that I ever, I stole from my parents. Of course. But the most hurtful thing that I ever did to my mom that I took from her was her piece of mind. You know, is your child going to be okay? Where is he at tonight? Yeah. That's going to be devastating. I couldn't even think I have a kid now. You've got five. Yeah. So they cut you off. And then you're like, so what clicked? I think it was that moment. It's so crazy too how things kind of line up. I'm not to get too involved in it or whatever, dig too deep on it. But what I found for myself and my experience this far in life is the more I fought against or the more I tried to pursue that drug, the more roadblocks would be put in my path. Yeah. And the more the more doors over here were opening up to not do it anymore. So it was actually on my way to my mom's house to just show up on her for her to pay me to leave. You know what I mean? Right. One of those things. Like, yeah, yeah, yeah. Just get out of here. 10, 20 bucks, what it would just leave. Yeah, yeah. Kind of thing. But I got we got pulled over. And there and I had it in my mind too, because we're in a field. We're in Oklahoma. So they're like, I can. This is big cop. I could outrun this guy. You know, I can just open the door and run because I know whenever you run me, my name and stuff, I'm going to go spend a few nights somewhere. But I didn't do it just again. There was like, uh, it was just a voice that happens. It's not up in the mind. It's kind of in the chest. It was like, don't do that. And I found myself in jail. And I made one phone call. It was to my mom. And it wasn't for her to bail me out. It was just for her. Again, that peace of mind that I spoke about. For to know that I was okay. I was probably going to go to prison. But not to not to worry anymore. And I don't need you to come get me. Yeah. Because I was done. Yeah. It was just done. You would hit the bottom. Yeah, I was there. You know, and it's so interesting about like the swing, right? You got to like, when you finally hit the bottom, it allows you to bounce. Yeah. You know, allows you bounce back up in the other direction. Where it's just you're always like flirting with that bottom. And so good on your parents for like creating that hard bottom for you and allowing you to fail essentially. Yeah. And so you go from there and how long do you spend in jail? Oh gosh, it was eight months between two counties. Oh, wow. I had racked up a whole lot of grint. It's, I'm not a cool addict. You know, I didn't have, I'm not a hard, right? Hidden guy is granted. You look me up is grin and petty arsenies. Pety petty. Yeah. You know, I'm stealing stuff from Wal-Mart and trying to pawn it at the pawn shops and they would import land they would encourage you to. They would be like, dude, 900 please take it. Yeah. But you know, hey, entrepreneurial spirit. You know, I was managed to get the next one off me. Yeah. So, uh, but yeah, no, it was, uh, and there was that moment, you know, made the typical jailhouse prayer like I'm done. I'm done with this life. I'm done with doing this. I need your, I need your help and guidance. You know, what does that look like? And then just I started, you know, falling in line with some. And then shortly thereafter you met your person. Yeah. Yeah, that's cool. How did you guys meet? So, uh, we're the typical don't do this rehab romance. Uh-huh. You know, I was pursuing her and she was acting like she's... So when you talk about rehab, was it true rehab? Cause you went to prison for nine months, that's got to be some level of rehab, right? Almost. Correct the language a little bit. Okay. Again, I've never been to prison. Okay. No jail. I've been to jail. County jail. I gave that to you. I know. There's things. There's things. It's a thing. I don't want to take anything away from anybody that's been. Yeah. I did a long haul in county, which is pretty hard time. You know, get wrecked. Yep. At least you weren't out in Arizona. We're county jail. They put you, they dress you in pink and you live in the desert. Kind of fun. But, uh, it sounds like you're good. Sounds like a good time. Yeah. But yeah, so, so you go and you do that time, I gotta assume that's some level of rehab for you from a standpoint of like your cut cold and then you went to rehab shortly thereafter? Yeah. I got a... So this is the way for me is, you know, again, like I said, I was in the army and I just kind of stopped going. I was a good soldier though. I was a good soldier. All my command always said the same. You know, I can follow an order or follow direct charge. So they gave me when they discharged me, it wasn't in a negative light. Yep. So I got, I got blessed and got to go into what's, what's called veterans treatment court. And this, yeah, it was so crazy too, because I never thought about rehab. And I was going to prison. I was like, I was good. I was gonna sign my time, do my thing, get out. And I told that judge that too. And she looked at me and she said, son, don't throw your life away. You got this available. What about treatment? I was like, oh, I didn't know the option. Yeah. Yeah. Okay, okay. So I did a 90 day stay in a treatment center. And that's where you, that's where you made your lady. That's where I met, that's where I met Brittany. Awesome. That's so cool. So what was it about this experience that you've been able to draw on and apply to what you're doing now with, with your plumbing company? Because you launched this company about four years ago, initially chucking a truck, doing it your thing, doing your thing, do a 500,000 year one as a one-man show, selling it, installing it, doing the work, right? Oh, yeah. And you've almost doubled in revenue every single year for the last four years, phenomenal. What was it about being homeless, going through rehab and everything else that has been able to influence what you're doing now? Because obviously you're doing something right. Yeah. I truly believe that it's, it's a first and foremost, getting clean was the, was the first step in that process of getting clean. Like you can stop using drugs, but you got to replace that with something. Yeah. You got to figure out what that thing is. And I found that in a fellowship, you know, a group of men. And it was, you know, walking the same road as me, but had found their way out. And I, and it was really simple, which that's the secret. It's so simple. Just do whatever they're doing. And then that'll work. Because they've been cleaner longer than me. Yeah. So like in business, it's kind of the same strategy as, is, follow the people that have found success where you want to have success. So get addicted to business. Don't do business one or one. Yeah, business one or one. I go full in all in, addicted personality. Come on, baby. There's a level of that that I carried with me, though, from the addiction, is like whenever I get bought into something, I'm all in. Yeah. You go all in. Dude, there is something to be said about addicted personalities. Yeah. Right? Like for every strength, there is a weak part, right? And vice versa, you can, you can create with a hammer. You can also destroy. Yeah. Right? And so like, like understanding that these things that have led to terrible things are actually the things that can make us be incredible. And so being an addict, going and finding your people, seeing these mentors or whatnot that will walk the same path. Yep. Yep. Pretty phenomenal. Oh, yeah. And so like give it, like, give us a little bit of the journey. So you go and you work for somebody else and you're in the trades or whatnot. And I know you and Dylan met along the way. This was what five years ago. Five years ago. Yeah. So tell me about that. Like, where did you guys come across each other? Was it an event? What, like, what was happening? You want to fill that? Yeah. But we, uh, I was speaking. It was throwing COVID. There was a trainer that I trained with that had a, speaking like a trades event. It was in Vegas. I think it was right when, when every, the casinos started opening back up. Everybody was bundled up in the house for 18 months and everybody wanted to get together. Everyone would hate my computer screen. I hate looking at myself in the mirror. I'm, it's time to shower. Let's go. Trying to, trying to grow a company, but you're trying to do it by yourself because nobody else. So it was like the first event post, like COVID. Yep. Everything's open again. I had an offer to, uh, speak at one of these events. And that's where I met Kale where I was a plumbing salesman kind of talking. My, I guess, my claim to fame for him was that I was doing $3 million a year, uh, $3 million a year. And I guess it was, for me, it was normal. It was not my act. But it wasn't common around the rest of the country. Yeah. And so you guys immediately connected and like, what was it about each other's like, man, we, let's, let's keep working together. Keep mentoring together and, and, uh, you know, building something together. Oh, man, I've said it a hundred times. I'll say it again. It's, uh, I'm about building relationships and life and in business. And if, if you, if you carry yourself with, with, with being genuine, like who you are, your true value always lies in being yourself. And you could read that from Dylan across the room. Yeah. And, and that and being a plumber, you know, I'm a plumber. That's respectful. Yeah. And I mean, we're the best trade around. Yeah. Yeah. Yeah. Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś Ś to kind of do his thing. They're just throwing questions at him and stuff. They want to know all about it. How's this guy, how's this guy doing? There's no other, and in 3 million in plumbing, man. We can only do that in age vac. Yeah, you gotta be a liar. Yep. But so I approached him after he finally got off stage, got his number, and I've never been, I mean, heck, you know that now. I'm not afraid to text or talk or shoot a message and stuff, you know. I don't care who you are. Yeah. If I'm reaching out, I get access to you. I'm gonna talk to you. Yeah. So that's the thing. It's so interesting to like look at like you're both your failures and successes. Obviously there's some like core aspects that are leading to your success. One, the fact they like you, you want help, you ask for help, you're looking to other people to mentor you or whatnot. And two, like when you see something that works, you do it. Yep, right. And that I think is probably the hardest thing for most business owners that are kind of capped out. It's because they want to figure it out themselves. There's a little bit of ego that's like, you know, I'm the man, I can do this. I'm already doing enough greatness here. And so then they fail to implement. They like, I mean, looking at your story, like you did like a huge rebrand. Tell me about like how that rebrand really, when did you rebrand? I was been over 18 months ago now. Okay, tell me like what you did from a rebrand standpoint, like did you change your trucks? Your logo, everything and like, and what impact? Because this is a really key thing for anybody that's watching from the trades. It's just like really understanding and owning a brand is so imperative to building a good local company. And so yeah, the walk us through that a little bit. So I think the whole thing too about the branding process is that it is absolutely more than just a logo. It should be. It should have voted for me. I found that it's so true. Because you can listen to the people talk about it, but it is a real thing. I always knew that I wanted to carry my story, my beliefs and my values from life into what I'm doing today. And so that rebrand process was, it was like 18 months long. It was not, it was an investment for sure, but I wish I would have done it sooner, you know? And the whole transition to that was how to, how to speak by just being seen, what it is that I do, what it is that we're capable of and the value that we can put into your home. Yeah. And I think we nailed it. I think who we'd chosen, the direction that we went, we absolutely nailed it. We changed vans, we got more vans because we were able to buy more vans. Stationary, business cards, shirts, what it... All the things. I mean envelopes, you know, yard signs, door hangers. I just got some stickers done for some, because we're going into the winter. So I had thought I had a great idea. And I was like, man, we ought to get those insulated outdoor spigot covers. They have some at home depot. They're like, they're burgundy, like our brand colors. And I was like, we got a sticker kind of custom made slapped on there. And I said, every home that you guys go to from now on, I don't care if they buy anything. Go give them a free. You put them on. Yeah. You don't even ask them if they want, put them on. Love it. Yeah, love it. It's like going in the magnet on the fridge. Yeah. Yeah, that's awesome. So, I mean, clearly you're an implementer. Like you learn something and you go and you implement, you've been able to like, say double revenue. What have like been some of the key decisions and changes that you've made over the last four years that have driven those numbers? Sales process. Understanding your numbers. For anybody starting, I've been to the world's worst at KPI trackers. I didn't, I just, I'm a good communicator. I'm a great communicator, actually. That's why. I think the first step that you have to do in doing any kind of a business is you need to be able to sell it. You've got to be able to, and sell you shouldn't have a negative connotation. How can you communicate the value you're giving somebody? Absolutely. And I was able to do that. So that, getting that as a process, a well-rehearsed thing that you can give to the next guy down from you needs to be, we got binders. We have three ring binders. Love it. That is the sales flow process step-by-step, how to dispatch her stuff. I mean, simple, stupid. You can't mess this up kind of thing. Parts list, all kinds of stuff in these binders. Better assigned to the vehicle, not the guy. Love it. So it doesn't matter what vehicle you go into. Right. You have this binder. It is the mastons manifold. Perfect. So doing things like that will help your team become successful. And for me, what I'm finding is letting go of the control pieces and actually trusting somebody, you got to verify, too. Trust me, verify. Yep. To take that on. So I know you're really big into health and tracking things like that. You were the ororing. We're not even sponsored, but I'm happy to shout it out because it's freaking rad. And mine's beat up because I refuse to take it off when it works out. Yeah. Same thing. Same, dude. I want to track, dude. I've been wearing this thing three and a half years, dude. And it's been phenomenal. I look at that thing every single day. Every day. Oh, yeah. I'm resilient AF. Yeah. And I think that's just a good indication of how you got to run business. You need to know all your key indicators across the board. We call them impact metrics. Just the things that move the needle. How was my sleep? How was my health? How was my sales? Was my closing rate? Well, how many leads do we generate today? Yeah. What was the revenue gross profit margin net profit? What does our monthly nut look like? How do we get to? How do we get to break even? What product should we potentially be expanding into? What would that look like to our bottom line? So on so forth? What's our next three, four, five key hires to be able to go and grow? Yeah. And you know, too often, guys in your revenue range, because you guys are going to close what about three million this year? We'll do three. That's sick. Too often in that range, we call that a level two business. And in the level two and level three, I see this all the time. It is just entrepreneurs trying to make decisions by gut feel. Gut feel matched with what I call bank account accounting. And essentially what bank account accounting is, is there enough in? Yeah. Can I afford it? Yeah. And most, that is the most terrible decision you can make because man, how often are a lot of these guys sitting on deposits from another customer? It's not even cash that can actually be recognized or they're not tracking their accounts receivable correctly. And I mean, dude, I've seen guys that have completely wiped out and distributed out their bank account and they still have $300,000 in working progress. And it's like, dude, how are you going to, how are you going to fund that? Like, oh, you're going to do that with the next, that's called a Ponzi scheme. Yes. Yes. Yes. It's interesting. Dylan, I always interested to know like, so you've been in the trades how long? 15 years now. 15 years. And mainly in the sales side? Start off as an apprentice plumber, then work my way up and then probably 10 years of that it's been selling. Awesome. Awesome. So tell us, man, 10, 3 million a year, like what, what have you seen to be like a few, like if you could share with the world one or two principles that change your life, got you to 3 million a year, what would it be? So what we build here and everywhere that I help with is, is having a game plan, right? We're not going into into houses, just hoping to sell something and hoping to provide solutions. Like we have a set process or I have a set process that we built out to where we have a game plan of how the conversation is going to roll. What questions that we're going to go into answers that we already are aware of. So we're not going in just blindsided. Like we have a plan every single one. And I don't even think we do it. I don't even do it 100% of time. I do, it just constanke, it's just doing 70% of the time. Too loud to be successful. I don't have to think, I don't have to think about rebuttals. I don't think about questions. I don't have to think about how we're going to do things. I already have written down and I have a plan of how we're going to do it every single time, everything we call. So it's just mindless, right? So it's worth to watch repeat method of how we're doing it. Yeah, there's absolutely nothing beats a process, right? And of course you're going to have those different unicorns that can be able to like, hey, I don't follow the process on a close this much or what not. But the reality is you can't recruit all unicorns. Yeah. You've got to build unicorns and you build them by getting C and B players and training them up to BAs. And frankly, at the end of the day, it's all about having that nice quality process. So I think going back to the branding that it's yeah, we're considerably in the trades are $3 million now for branded with the sales process that the same as $100 or $20 million company. So we are small now, but we're doing the exact same things that they're doing, at least in the sales process. And we look like a bigger company. So I think when the brand changed and there was a confidence aspect of it, like we have the matching polo with the matching hats with the matching wrap, right? That it instinctively just changed. The revenue just jumped doubled when that happened, right? Because like the technician is now confident that they have the matching logo, the shirts, the hats, the truck. So now that they even see it, that they were even more confident to provide those premium solutions, not just the truck on a coming in a white truck anymore. Oh, yeah. It was it was a night and day difference. I love it. Now, Kale, along the line, have you always been a higher price product, 55, 60 percent gross margins? Or did you change that along the line? It's always stayed pretty consistent for myself. Cool. I'm a big personal budgeter. So being mindful of where I spend money at and who I spend it with has always been very cautious. And I've never used my company like it's a piggy bank. Yeah. Amen. Man, that is like one of the most key principles that I hit home with entrepreneurs all the time. It's like quit robbing the growth capital from the business to fulfill your personal ego. Yeah. And like the watch, man, wait for the exit. And I'll go wait until you go and sell this thing. Don't you, you ain't that cool because you made 200 grand. Like, like, that's a good job somewhere else. Yeah. So dude, good on you for, for reinvesting. Like you've obviously done a lot of big moves, meant the money on the branding. You're hitting 25 percent net margins. Like, what's the, what's the goal from here? So the goal from here is to keep pushing it. Like I want to back engineer six million because I can do it safely. You know, we're securely without, without blowing out my team that I currently have without blowing out any capital that we currently have put back. We can grow into six over a 12 month period and back engineered that of like, how many we have to hire. Why not 10? I mean, you know, if we want to talk about getting a little bit more out of personal safety zones, you know, it could be done. Why not 15? Dude, now you're just flirting with them. So I am a firm believer that any startup company can get to 15 to 20 million year one. I am a firm believer and do that without outside investment. Yeah. Like I believe that you can cashflow that. I've seen it. I've done it. I've done it. And I just for anybody that's watching this, like our goals are too small. Our goals are too small. And I know all the excuses that come in like, well, I don't need that much money. I feel like I, you know, I would be good with 5 million year. I'd be good with 10, no, that's bull crap. That's literally just you trying to self sabotage so you don't hit your full potential. And the reality is is like if you have a great product, you have a great service, then why wouldn't you want to be able to go and do it unlimited and impact the most lives possible, the most employees, the most customers and whatnot. Like dude, we owe it to the world to bring our product and service. Like imagine if Jeff Bezos did not follow his dream. Yeah. Like dude, how much worse would our lives be if we didn't have Amazon available at our fingertips? That'd be miserable. Dude, right? Like dude, I live, I live 15 miles out of the country, right? And outside of the city and like dude, I can have Walmart delivered to my drawer. I can have Amazon delivered the next day. Like my life is better because of Jeff Bezos. Yeah. I don't want to hit on him because of billionaire. I'm praising that man's name, dude. He has created so much value and had he like stopped it like, I just want to deliver books. Right? Yeah. Like how much were it like I honestly believe that as great business owners, we have a moral obligation to grow and deliver as much as humanly possible because why wouldn't we want to bless the world. Right? And that's why I do as a believer in Christ, like I believe that the ultimate calling in this world is to be an entrepreneur. I think it's the closest Christ like thing that you can ever do. It's a value creator. And like to create such a wonderful blessing. And so like I love to challenge you guys like why not more? Why not more? Why not more? And I'm not talking about for the cash. Like cash is like the ultimate magnifier. You're good, dude. You're going to do great things with more cash. That's true. And if you're bad, dude, you're going to do terrible things with more cash. And so like we need more good people with cash. Yeah. And you know, when I see and hear your story and it just like inspires me, like I shared with you, you know, before this is like, you know, dude, I had a, I had a, I had a friend this last week that I got a Facebook message from, from a sister. Tell me that he's gone. And I was heartbroken. And just the fact like he worked with me back in 2013, saw the capability that this guy had in drugs just ruined his life. And I see guys like you that have overcome it. Like dude, what a message. What an influence. So why not more? Yeah. You know, and, and so that would just be my challenge to you today, man, is like, think bigger. Yeah. Think bigger. Not, not do more. It's think bigger because, you know, kale, if I asked you right now, I said, dude, I need you across the street tomorrow. How you getting there? However, I need to. How would you get across the street if I just, what's that? I'll walk there. You'd walk there, right? Why not the jet? Why not the jet? Why would you take the jet across the street? Just across the street. Just across the street. And if I said, I need you in New York tomorrow, how you getting there? I'm taking your jet. Why aren't you walking? Because it's so far away, right? The key thing when we set big goals is we think of different tools to get there. Yeah. And when we think small, we only ever think about the small tools. So my challenge to you today is like, let's say some big dude, get it, get after it, set a New York goal, a London goal, something that only will allow your mind to use the jet. Yeah. And so that's just my encouragement to you today. Brother, I appreciate you making the trip out from Oklahoma, both of you coming from Dallas. Yeah. That's huge. I want to give you the opportunity to share with the world. Like if there was one message that you could share with the world from a spiritual side, a business side, whatever it is, I want to give both of you guys this opportunity to share it. What would it be? I think the highest aspiration of the human heart is to reach out and change the life of someone else. So if you're going to like to your entrepreneurial spirit and like you speak of, I believe in wholeheartedly in that the growth of my company will affect the lives of the people that work for me and that affect the lives of the people that choose to do business with me. Appreciate that. Thank you. Dylan. Mine is not only do it for you, we do it for everybody else. Like if you have that entrepreneurial spirit and you can push, there's other people that need to be pushed, right? Change other people's lives. Change, we talk about changing the three or four guys that we have in life, like change their lives. If you don't want to do it just for yourself, do it for them. They need it too. They need to be pushed. And if you have the driving force to do it and the energy to do it, you can change not only yours, but everybody else's lives around you. Amen, brother. I can say there is nothing more fulfilling knowing that you are helping and assisting and putting the food on the table for thousands of employees or customers or providing an incredible service or product. Like that is the ultimate aspiration. And one of the reasons why after retirement, I decided I said, I got to launch next level because I believe that the way that I can change the world is through entrepreneurs. Entrepreneurs hold the golden ticket. People come in thinking, hey, I need a paycheck. Got an opportunity. And if we can show them how to be better human beings physically, economically with their associations and their spirituality, like we will change the world way faster, then any president or governor or local PTA council member, whatever it is, we hold that ticket. And I would just encourage that to anybody that is watching this show, take full advantage. Guys, I appreciate you. We're going to have their contact information in the notes until next time.