Contractors Are Sitting on a 90% Margin Service (And Don’t Know It Yet)

Today, I have the opportunity to share with you another incredible opportunity. This opportunity has the potential to save 20,000 lives in the United States every single year. If you're a contractor, you need to listen to every single word that is going to be shared in this episode where we can talk about how you can improve your bottom line by adding this incredible service to your portfolio. so jeff you're out selling this product that some people might think is crazy you're true you're right there so i get that often so tell me like what is this radon stuff i mean frankly like never heard of it until a little bit ago well at home sometimes they say that i invented it this invisible gas is this snake oil or what are we talking about we've been called snake oil salesman as well yeah definitely i mean you did start off in car sales nice nice tie-in i like that yeah it's true i i felt like i was going up the ladder a little bit right car sales real estate and then i just went to snake oil so i don't know took a side turn so no but i mean it is a serious issue we're talking about 16 of actual uh lung cancer is being caused by this so like tell me more you're as surprised as i was when i learned about it right it's it's it's it's it's an amazing thing it's invisible so that's the snake oil that's where that comes in it's an invisible radioactive gas that's natural it's in the ground everywhere can't smell it can't smell it can't taste it nothing all right you can only test for it okay use a tester and then you send that test away to the lab sounds a lot like carbon monoxide had they not added a thing to make it be able to smell exactly right yeah okay definitely interesting uh but radon kills a lot more people than carbon dioxide really oh yeah you're kidding me yes wow yeah tell me more huge so like you said 16 of all lung cancer is caused by radon gas and that's in the world that's a it's a stat by a bunch of different of the scientists all over the world and um and so why aren't more home service companies offering this i think it's a lack of knowledge and unknown it's an unknown when i talk to people about it there's a lot of the population if they're doctors or if they're contractors or if they're school teachers that don't know about it yeah it doesn't really matter what they do i've taught many doctors about radon that are cancer doctors yeah they didn't know anything about it right so so what you tell me i mean it's frankly these are the kind of industries i love where it isn't a demand-based service because like most home service companies are in the demand space, right? Toilets leaking, call a plumber. HVAC ain't working, call a technician, right? Like boom, boom, boom, boom, boom. And the demand stuff, the problem with that obviously is that the price keeps getting driven lower and lower. There's a cheap guy down the street that's willing to do it for X, Y, and Z. I need it now, let's go. Versus these educational type products that are actually real, right? Like that we're dealing with the consequences, but we don't know it. Right. Exactly. Which is, uh, in my, in my book, I love that stuff, right? Like, uh, that's why I love the solar industry because a lot of people didn't realize like they had a choice outside of just paying their electric bill every single month. They didn't realize the pain that they're in currently, which I would say is akin to what you're speaking to. Right. People don't know they're dealing with it. Most definitely. It's, it's, uh, it's, it's exciting for me to be able to educate. It's, it's, it goes right back to my why of teaching and serving i can teach people about this thing that's an unknown that they didn't know about that could be causing them harm them and their family and they didn't know can you can you explain what radon is yeah sure no problem let's go right back to the beginning go back to the beginning it's important so radon is a radioactive gas how's it created and it's created by the breakdown of uranium in the ground so wherever there's uranium in the earth that uranium is breaking down radioactively are there certain places in the world that have more uranium than others yes most definitely yeah it depends on where it is now three percent of the earth's crust is made up of uranium and then that spread like you said different areas or north america are one of those areas in one of those areas that has a lot of uranium in the ground what is uranium isn't uranium used for like radioactive like yeah most definitely there's mines for uranium right mine uranium i've been asked a lot of time can we do anything with radon i haven't figured that out get outside right so so you're telling me that radon is the byproduct of uranium correct okay yes it's one of the byproducts it actually forms a bunch of different metals and then at one point it turns into a gas and why is it so bad for us well because it like we said it's invisible you can't see it smell it taste it so you don't know it's there but we breathe it in so what happens is when it comes outside in your front yard and goes out into the atmosphere it doesn't hurt you it's in the atmosphere dissipates dissipates but when it gets stuck under your house right when you build a house and you put a big concrete slab down on the floor you just stopped radon from coming out of the ground so it builds up under that house and then can i just say how cool it is the way you say house i was out and about So clearly you're, you're not from the U S correct. How did you know? And, uh, you're like the, the president of this like association, right? The radon in Canada. Yeah, exactly. I've been involved in organized radon for nine years now. All right. Sorry. I took you, I, I, uh, you know, I take you away from it. So you built the house on here. You built the house. All right. And, uh, your, so your concrete slab is stopping it, right? It's like a cap on the earth. So the radon can't get out. Got it. then you build your house in your house. Every time I say that now. I'm sorry. I'm sorry. Now you sound Canadian. I'm sorry. So when you build that house and you make it nice and tight and the walls are insulated and vapor buried, and we're in Canada, so we need to make them tight and insulated. Yeah. As you guys do here as well. So when you make that nice and tight, heat, and then you introduce heat, right? What does heat do in the air? It rises. Right. So as heat goes up in your house, it creates a positive air pressure upstairs and a negative air pressure in the lowest level. So slab or basement doesn't matter, but it's a negative air pressure right there. What does that mean? It's sucking stuff up? Exactly right. Your house is like a vacuum cleaner on the air. It sucks in humidity. It's why we need dehumidifiers in basements sometimes. It follows the same pathway. Got it. So it's coming in through your sump pit. It's coming in around your plumbing pipes, the coal joint between the concrete floor and the concrete wall, that little gap. That's where the radon's all being sucked in. But the problem is we can't see it. So is this mainly an issue with newer homes or older homes? that's i get that question all the time yeah so it it's me it's a it's a geological lottery okay so it doesn't matter how old the house is it matters what ground it's sitting on but i mean older homes are less airtight windows those type of things so probably less of an issue most definitely because okay you have dilution right natural dilution coming in through those and as we so high electric bill no radon you're feeling good i wouldn't say no because you can still get some crazy high levels right but lower than it would be got it here's the problem when we start renovating our homes and making them more energy efficient which is a good thing right we're saving on energy we're saving saving on costs but when you do that you actually increase the rate on because now that stack effect with the heat rising is tighter like you said there's no more dilution there 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 that back in the show. We talked about this. Obviously, you own a window company too, separately, but I used to have single pane windows in my 1950s house. The suction, the air, could escape from the non-tightness of the windows. But when I put high efficiency windows in, there was no, I felt no disillusion. Phenomenal for the window, but the radon has nowhere to go. Exactly. Which is why this is such an important thing as we have introduced high efficiency systems, much more insulated homes, the radon gas cannot escape. So you're just living it and breathing it. Yeah, living it and breathing it. And I've been into many homes that have really high levels of radon, like extremely high. And when you breathe the air, you don't know. It's no different than mine in your house. So when we talk about 20,000 Americans that are dying a year from radon, is it all associated with cancer or are there other things that radon shows up in your health? That's a great question. And it's one we get fairly often. The studies have all been done on the lung cancer. It's really the lung cancer. We have feelings about what else could be causing it or what else it could be causing. We don't know until we start really fixing it on a large scale. But we will see lung cancer rates reduce as we test and mitigate homes. So really, I mean, it's a minimum of 20,000 Americans are dying per year. That's just associated that's just associated with cancer we have no idea the the other ways that it's impacting our health and showing up in our energy and our those type of things that's right there's more studies being done now that are that are seeing correlations uh we're not yet ready to say causation yeah but the correlations with some other pretty serious illnesses so does it work that when you're breathing in the radon then something in the the radon gas changes some chemistry in your lungs and then that's what causes cancer sort of i'll explain it so radioactive and i've learned a lot about radioactivity before it was all in comic books right that's all we knew about radioactivity and your your skin's melting right or radioactive and you become a superhero those are the better comics right there yeah so when when uh radon or anything radioactive when it radioactively disintegrates it breaks down and forms the next thing it's kind of cool radon actually is not the thing that hurts you. Radon is a sexier word, but radon, when it breaks down and goes through its disintegration, it turns back into a metal, polonium or bismuth. There's way harder to spell and they're not that sexy. So we talk about radon and they're harder to test, but those little microscopic pieces of metal they floating around in the air and you breathe them in they tend to get lodged in your lung and they go through their disintegration and break down to lead radioactive lead after that And if they stuck in your lung and they disintegrate the energy that gets shot out when the radioactive disintegration happens, if that damages your cell, that cell replicates and it's cancer. Okay, so sounds very technical and I probably will never understand it. But let's ask the question that all the home service guys are wondering. What's the average ticket? Yeah, yeah. What's in it for me? How do I go? And so, like, what are you seeing for, like, when you identify, hey, this home needs it, what are you doing for that home? Great questions. There's a bunch of them there, and I'll unpack them. So what we do first is we have to measure how hard your house is sucking on the ground when we're fixing it. So go there first, right? You have to measure that with micromanometers. micromanometers and then you figure out how how can i get the radon from from coming into the house i want to get it out so we suck under the floor we're going to drill core drill down through the floor and we're going to make sure air is moving underneath so what's happened when you're sitting on a slab you're just going to drill through their floor correct yeah where well well wherever they'll let us i mean we're talking in the garage we're talking but we're going to try to stick in the mechanical room of course okay so what happens if you're not built on a slab you're built on like a crawl space is is my house an issue is my house an issue it's it's it's still an issue okay and you don't have a concrete floor to stop it in a in a crawl space with a dirt floor right let's say well there's nothing to stop it so it's actually that stack effect is sucking more radon in okay you'll have you have higher chances it's worse and the fix means that now i have to install a complete airtight air barrier on the floor, thick plastic. And then we suck underneath that plastic instead of underneath the floor. Okay. So we have to install a barrier and then suck underneath that. So it gets, it gets to be more expensive and our guys don't like. So this is just a test. You're going and drilling in their, on their slab. No, no. Testing is simple. Tell me the, tell me the test. Testing is really easy. So in the States and Canada, there's different regulations, of course. So in the States, you can test for 48 hours. You put a tester in your home, 48 hours later, send it to the lab, and then they'll get your results. There's no instant results. I can't walk in with a little, you know. Because radon is dynamic. Yeah, it's dynamic. It depends on the weather and temperature. It's all over the place, right? And it's coming in, breaking down, coming in, breaking down. So it goes up and down every hour. Okay. And we can see that. And really, in Canada, we say we have to test for 90 days, not two. So we're waiting. Oh, yeah, yeah. You want to wait 90 days. That's the regulation. If I want to sell something to a customer, I got to wait 90 days? In Canada. Oh my gosh. Another reason why I don't live in Canada. It's cold up there too. Oh my gosh. What about here in the U.S.? It's 48 hours. 48, thank you. You do a 48 hour test. Here's the problem. Here's the only problem. We found it. We found that when you test in the summertime, when the heat's not on, and you only test for 48 hours, you might get a low level and it's high in the winter. So in Canada, we test 90 days in the winter. Here it's different. But there's different regulations for each state. So there, and there, I think there's about 30 or 32 states that have regulation for radon testing mitigation. Interesting. But really the testing is fairly inexpensive. You can do it yourself. And now in the last three or four years, they've come out with these digital radon monitors. Right. So now you can put one in your house. Yeah. You got to wait 24 hours and then it's going to show you a number. One of the things I love about the radon test kits the most is that it's, it's objective. It's not like you might need this or this happens. It's like, hey, if you test for radon and you have high levels of radon, the logical conclusion is radon mitigation. Is there a chance that I could like show no radon for a year and then all of a sudden radon starts pumping up into my house? I mean, does that happen? That can happen if you're using the short term test in that wrong season, right? That can happen. But typically, no. Typically, we say that if you test, then test every five years. if it wasn't high, let's say, right? Test every five years or after a major renovation, especially energy efficiency-wise. Are there any like thermostats or whatnot that have this tester built in? Not yet. Why? I'm sure there's people talking about it. Oh my God. If you haven't, like who's the guy out there? Get it done, shoot. I know a couple of those guys that are talking to some people. Mike, seems like a no-brainer. Good night. Well, the digital monitors I was telling you about, those digital monitors, they'll show you a level and then you just keep watching it. So how much do I charge a homeowner to go and do this service? Testing is cheap, but the mitigation is where the dollars are. Okay. So the testing is like your loss leader, right? We do testing for free at times, whatever, right? Why not give out testers? Yeah. How much is a tester cost? So retail, okay, 50, 60 bucks. Wholesale. Yeah. How much am I paying as the dealer? You're going to pay half of that probably. 25 bucks. I would think so. So if I'm giving somebody- You buy them in bulk, you know what I mean, right? Okay, so I'm paying 20, and we're talking CAD or USD? Good question. So I'm talking CAD. Oh, CAD is 25. That's like $5. It's pretty much free. It's cheap. Oh, my gosh. Testing is not that expensive. All right, yeah, we're giving that crap away for free. All right, good, good. All right, always good to know. Okay, so we're talking about, yeah, so like $15, $20 that I can go and I can give a test away from free. When am I charging the customer? What's my cost, actually? because say, you know, not everybody charges the right way. No, exactly. And it really depends on your business model. Okay. Right now, what I'm seeing in the States is a lot of the rate on business is geared around real estate transactions, right? Because they see that as a great time to have a test. They do the 48 hour test. But what happens with the pricing in a real estate transaction, from my experience, is that the seller is now having to fix that to stamp the deal as good. The seller doesn't care about value, right? It's hard to sell the- So wait, are they doing radon testing in real estate? But is it required? There are some states that it's required. Which states? I know Maryland is one of them. Really? My spot in New York had it. Yeah, yours had it. In Minnesota and California. Massachusetts has a lot as well. Every transaction requires a radon test. In some states. Not a lot. I mean in these states. Yeah, exactly. Wow. Interesting. Okay, so that's when usually it's getting fixed. Right. But if you're fixing it for the seller, you're going to have a downward pressure on your price because the seller is moving out and they just have to have it fixed. Yep. I like to, I like the education part, right? Like you said earlier. So I like to educate outside of a real estate transaction. Absolutely. Then you're dealing with the homeowner who's conscious about their health. They have got young kids, they got grandkids, they work out in the basement and they want to make sure they're safe. Right. So dealing with them, then you can really talk about putting that better fan in. So for that, I mean, we're talking about what we can charge them, but what are, like, are we putting a product in? Is it just plastic? Is it labor? Like, how am I fixing this radon issue? Great question. We didn't answer the pricing thing yet. Yeah. We'll get to the price. I just want to know, like, what does it look like? Yeah. What does a fix look like? Yeah. I just go in and wave a wand and then I walk out. So it is snake oil. It is snake oil. It is. I knew it. Just joking. No, no. I'm joking too. So remember that the house is sucking on the ground. Okay. Right? So I measure how hard the house is sucking on the ground. Yes. And then I want to reverse the air pressure differential. I want to make it so the house isn't sucking on the ground. So I start sucking under the floor a little bit harder than the house is sucking. And then I see. That's five times with that sound. You say suck and I have to. I have to. And then we spit it outside. So we actually just, we redirect the radon. We're not getting rid of it. We can't get rid of it. And then what we install is four inch PVC pipe and an inline radon fan. and then vent it to the outside. So what you're telling me is it's the majority labor. Correct. Okay. And plastic, like what is a typical plastic PVC fan? You get schedule 40 PVC pipe, right? You need the thick wall stuff. You don't want that radiation coming into the house. And in the States, the fan goes on the outside, and you have to have an electrical disconnect there for the fan on the outside, weatherproof, of course. And then in the States, you have to vent it up above the roof line. Okay? It's a little different that way. In Canada, we vent it right at the rim joist. this sounds like a product of how much is your life worth? Exactly. 80, 90% gross margin all day. Yeah, you're 60 for sure. Oh, 60 if you're a wuss. Come on. So if you're doing it in the wuss way, the average ticket is between $1,500 to $3,500. Yes. Depending on the CAD? No, that's USD. That's USD. Okay. So I have spoken to some mitigators, like the ones that are doing the real estate transaction, They're down under that two grand number, but it shouldn't be there. How much is your life worth? Six grand at least. Oh yeah, exactly. I mean, this is a life insurance policy here. Yeah, exactly. I mean, what do life insurance policies sell? I mean, that is thin air. We're also, we're just thinning out the air here. Yeah. And I'm going to put some pipes in. So there's something in there when I'm done. It's not just magic wand. Right, right, right. And then we have to test it. So we test after we fix it to prove that we fixed it. Oh, I love it. And man, when you reduce it, you can reduce it by 90 to 99%. So now you're taking that lung cancer risk and just chopping it right down. Dude, I am opening a radon shop tomorrow. And then you have the monitors to monitor the radon in and out. Yeah. Pardon me? Then you have also on the fan, the monitor that tells you what the radon levels are. Yeah, so different states have different regulations. At home in Canada, we just have a visual monitor. It's like a YouTube manometer. It just shows the fans operating. Here in the States, a lot of them are requiring an audible one now as well. and you can add that as an option. So there's an audible alarm. If the fan happens to turn off, it'll tell you. It's not testing the radon levels. It's just the operating of the fan. But we now have digital monitors, what I'm introducing now in Canada, and it's available in the States, a company called EcoSense. It's an eco-guard and you can put that in the house. There's no screen on it and I can remotely monitor my customers' radon levels. So if they ever go up I Johnny on the spot I can guarantee the fix It a nice recurring revenue model and then you tie that in with your maintenance plan Like the membership Exactly The thing that I love about this is that it testable it verifiable it objective it has a very good average ticket, and any trade shop can do it. Yes. Right? It's just about, hey, I'm at your house. A lot of these houses in this area have radon. I'd love to put a test here for the next 48 hours. They could roll it into the financing that they're doing. I'm over here calculating the monthly payment, what we're going to get this thing done for, you know. So here we are. Of course, we're going to charge at least $5,000 for this type of service. We're going to roll it in on our average, you know, 10-year loan that we're doing for HVAC or whatnot. And, yeah, 10 years, $899, we'll get that. I mean, is $63 a month worth of your life? Really? I mean. Yeah, that's easy. That's easy. I mean, dude, I pay more for home security and that's just peace of mind. Exactly. So, I mean, that's a simple sale. It's not that complicated. Once you can educate, and we try to educate not on fear, but you have to talk about the fear. Because there's, like we said, there's 21,000 people every year, Americans. That's 21,000 Americans dying every year from a preventable cancer. Right. So, if we tested every house and building, it's not just houses, right? Anything that's in contact with the earth. If we test every building and house and mitigate all the ones, we get to my goal of reducing lung cancer by 15%. I love it. And I just undershot it. 16% is caused by lung cancer. But I like that wow effect. You'll leave that 1% for someone else. Well, it's not for me. This is not my goal in person. I love it. This is for everyone. I love it. And that's why I'm here. Right. You guys are going to help me get to my goal. I love it. By talking to your contractors about this. That's right. And then I'm just going to have my small little part in it. Oh, it's a... It's fun. Yeah. Yeah, it seems like a beautiful add-on. How many hours does the typical home take from a labor standpoint? Because, I mean, frankly, as a contractor, one of my biggest concerns isn't necessarily, can I add additional services? What does that additional service take away from my other services that I offer? Right. And so just that opportunity cost. For sure. What is the average? Like everything, like all jobs, there's the easy ones and the hard ones, right? And sometimes we don't know until we get in there. Yeah. But for your typical radon mitigation job, I'm going to say 90% of them, it's a one-day deal. Okay. We send two guys, you know, when I start. Two guys one day? Yeah. And you could probably do it, one guy, but two guys is safer. And especially in the states where you're going up the side of the house. And no skilled labor required, right? There's certification. Okay, there is. There's certification. And like I said, I think there's 30 or so states that have certain certification requirements. But it's not a big barrier. It's not a bad barrier. We're talking testing. what like what do you have to do yeah you take a course pass test exam it's it's not a long process every laborer involved has to do it it depends on the state but in i would say you have to have one guy on the site that's a certified mitigator that's the best practice and then a helper really interesting yeah interesting and sometimes my guys we pay them performance pay and some guys sometimes my guys are done at noon and they made their money for the day it's hard to schedule two a day unless you're really in your regional area you start knowing your housing stock and what the what's under the slabs yep right if they're all gravel and it's nice and easy you could probably get to a point of two a day if it's dirt it's harder if it's dirt or sand now you have to have other tools are there guys that have scaled large businesses only offering this service yeah for sure yeah like what's what's the biggest out there like what what kind of possibility we talking about here there's there's a radon company in the states that's in 10 or 20 states already and what kind of rev are they doing any idea i don't know i don't know idea no i don't know myself yeah i always like to see okay hey what in the market who's doing the best at least that is possible yeah exactly and so yeah that would be uh interesting to to find out who do you see uh adding this type of service to their product offering are you seeing guys that just like only radon providers right now we're seeing just only radon providers but i can see the future of what this is going to be so this isn't be currently being added on as like hvac for electrical none of this a few guys right once in a while you'll see but not not like the big companies coming in and adding it as a service and that vertical you can add i mean you those those contractors have a database the database is the gold mine right so now you're not going to real estate transactions. Right. Now you're going to your database of people that love you. They've already dealt with you. You have their own membership plans. And it's just, can you test for Radon? You're testing for free or little to nothing. Right. And then now you have. We're here for your yearly checkup on your system included. We're doing this Radon test. Here we go. Interesting. And the upsell is like in the, for HVAC world, the IAQ system. Right. Now the IAQ system is a natural parallel offer to any new system. Yeah. Repair a place that you're putting in. radon is going to be i mean i believe it fully i believe it fully it's an easy upsell for the homeowner the second piece is that the industry of radon is where the trades were in the 90s it's a guy in a truck that doesn't know about the sales processes he doesn't have sophisticated systems he's the guy probably doing the labor he's doing the labor and selling it himself doing it all yeah and so just what i mean just adding software just adding sales systems the sops and the most important thing, which is the education for demand. The marketing play for this is going to be huge because all homeowners have a vested interest in keeping themselves safe and their families safe. And this is a way to do that. Levi, I need you to put this down behind the camera and mark my words. We will own the largest radon provider in the United States. We will have 600 locations. Put it down. Nice. Sounds awesome. I'm all about education-based marketing. Education-based marketing is the easiest way to make a crap ton of money. Yeah, definitely. You've got regulation too, right? Some regulations in some states. Give me some regulation and education and we feeling good. Isn't it true, Jeff, that in some states, I don't know in the states, but in Canada, don't you have to? Like when we did the job together in New Brunswick, that was a requirement to mitigate for radon. New construction building. We did it together. We didn't even talk about that. but yeah great point Trent yeah in Canada it's been in the national building code of Canada since 2010 really since 2015 so it's not snake oil it's not snake oil oh okay or we convinced those guys too I guess whatever yeah might be um and there's states that require right on undergrounds like rough-ins right so they gotta put the pipes under the floor to collect it yeah uh in Canada next year we're going to be putting the pipe right up through the roof some states have that as well So in a new construction, you'll rough it into the foundation where it's automatically getting piped out. Not piped out, but it's like a radon ready system, right? So they'll put collector pipes under the slab and a stub pipe with a cap. That's typically where they start. It's not fixing radon, but then easier to connect to when a radon guy comes in. Okay, he comes in with the fan. Yeah, he doesn't have the core drill now. He just comes on, hooks on, if it's done right. But that's an opportunity for a radon company as well. they've been put in by plumbers in the in the past that don't really understand or haven't been educated on radon so that they're not being put in 100 right so back to the process when there is a slab and you have to drill through it are you drilling only in one spot you're drilling in multiple spots we start with one right we start with as as least invasive uh work as possible so we start with one five inch hole and then we have to drill little quarter inch holes in the other corners just quarter inch to create the vacuum corner quarter inch corner of inside the home correct so i'm pulling back carpet that's easier yeah okay and the tile yeah tile tile you it's a quarter inch so you go right in the grout line you can do that be careful don't crack a tile we do it sometimes and i'm just i'm just drilling quarter inch hole down through the floor we put a tube down below and then we're measuring the air pressure sub slab and we turn our fan on and it's called pressure field extension diagnostics now that's mandatory in canada and it's not mandatory in the states it's like advanced radon mitigation in the states but are basic in canada and that's really what i would love to teach the guys that are adding this because then you're coming in as the best of the best what percentage of homeowners are pissed off when they learn what has to be done not that many you know really you know because we can explain it to them when we leave you drill a little hole and you can what about my wood floor what are you doing to my wood floor yeah i'm gonna ask your wife where i can drill first but we can go in a closet in behind a door right and but it's not the corner but if it's not in the corner like my corners there's no closets i know that it doesn't have to be the corner that's in a in a perfect world i'm testing in the corner okay right but luckily luckily i i'm not on a slab i have a crawl space so we're chill okay right well or you're gonna have to go and put all kinds of plastic through i am gonna have to put a real thick vapor barrier down sealed right up and suck under that and that that's way more money it's way more expensive which means more markup more markup more money more profit all right we are only hitting crawl spaces it's gonna be fantastic i'm gonna come to yours first and then we'll show you how to do it all right come to yours all right i love i'm i'm loving this i'm loving this so you said mapping radon um off air we talked about like one thing you're doing is you're going to try and find out where radon actually exists how do i do that as a business owner where do i find out the hot pockets so there's some mapping that exists out there most people want to look at mapping to make sure their house is not in a level that's high so it's like google.com backslash radon or something exactly google maps yeah yeah exactly there's an association so there is an actual like worldwide map that you can say this is a hot spot no only um only certain states have it certain states will have a good mapping and some don't have any mapping at all so be if there if there isn't mapping it's just testing well in the mapping you shouldn't use the mapping where it says it's low there's less than nine percent of the population that have tested so you using mapping based on nine percent information oh oh so so this isn this is done by residential tests that have been done Correct Not like some agency that knows where all the radon is Well, they use that and they also will use uranium deposits. Okay. So it's a radon potential map. Like there's a good one in Canada, radon potential map, but that's based on the uranium in the ground. So if it shows that it's low, low chances, it doesn't mean there's no chance. It means there's low chance. So testing is the best way. I'm going to see what Chad GBT has to say about our location. This is like discovering America. You know, it's like this is uncharted territory, not that much testing. We're getting on a boat and going, but we know something's great on the other side. Exactly. And I want to get back to the question you asked about how do you know where the radon is, right? Well, as a contractor, okay, so we're talking about contractors adding this as a vertical right now, right? That's where my mindset is. Well, you have a database of clients. test all their houses for free and find out where the radon is. Now, you know, you know more than anyone else. So as a radon contractor in Canada, I know where the higher levels of radon are and then I can focus on those areas. So it's, you're creating your own demand and it's outside of a real estate transaction, right? So you can sell that value and those memberships. Got it. So I'm pulling up the old chat GBT here. There's some in Washington. Yeah. So it's saying, you know, the, uh, the U S environmental protection agency, the EPA says that, uh, the action needs to be taken at a 4.0 Pico. What is that? Pico curious per liter. Pico curious per liter. Never heard that word in my life. Um, all right. And it says, EPA also says there's no complete, there's no completely safe level of radon. That's correct. Okay. Zero is safe. It doesn't exist. Okay. Got it. Got it. So you should fix it if it's between two and four, and it says the average indoor radon concentration in the U.S. is currently at 1.3 and outdoor air is typically 0.4. Exactly. Got it. There's no zero. Okay, so there's no zero. Some organizations suggest a lower threshold for action. So they actually, instead of saying that you need to take action at four, they say all the way down to like 2.7 or whatnot. Yeah, four is the action level, but it's not a safe level, right? So as you're approaching four, like why not fix it? In Europe, they use a number lower. That's why they're saying the two is the lower number. Some countries in Europe will use that as their action level. In Canada, of course, we have to use a different measurement unit from you guys. So your four is equal to our 147, and we set our number at 200. So our number is even higher than yours. Is there lifetime warranties on the fan? There's a five-year warranty on the fan. Five-year warranty on the fan. Most of the good fans are five-year warranty. you have to have a minimum of a three-year warranty for it to be a radon fan what's the average lifespan of a good fan we've seen some fans like anything that will last a long time now we've been doing it for 10 years so we have fans that are still running out there okay right um but we also see fans the bearings go whatever stuff happens with the mechanical what's the replacement on the fan the the cost of the fan there's a there's a wide variety of fans right so you can start from a hundred dollar fan i'm talking about cost here not on the retail side hundred dollar fan to a five hundred dollar fan right and the reason i like the the value sell is because i'm selling that five hundred dollar fan because i can adjust it how many do it your selfers are out there they're like yo i got radon i'm doing it myself there's a few of those like they're everywhere right so you're going to see some of those but really when you're dealing with radioactive gas and is your wife really going to want you to you to fix the lung cancer you know what i mean so right love it and are you certified sir it creates more work for us because a lot of when they do that they actually increase their radon and because they're not sure what they're doing yeah and then we got to go in and fix it are you familiar with the zones in the united states like zone one well it just says zone right here it says it says pasco which is in benning county the epa map show a moderate potential for elevated radon and then says parentheses zone two zone two so what does that mean uh i'm not sure on that that's that's that's the american side and i don't I don't know where they qualify those, but it's going to be in the mid-range. Gang Americans with their inches and gallons and miles. Miles is a different deal. You guys do inches and feet? Yeah, man. But then you do kilometers? And pounds for my weight. Wow, how does that work? We're like hybrids. Oh, yeah. Junior America, if you will. I don't know. Let's not go there now. Come on. You guys have less population than California. Yeah, that's true. But we've got a lot bigger country. Yeah, it's true. A lot more radon. A lot more radon. That's why I'm up there, man. That's why I'm up there. So, oh, so a red zone. So this is what I'm seeing. Red zone is the highest potential, and that's zone one. Okay. Okay. So zone two is the next highest, which is orange. And then you have a yellow zone, low potential. So here in the state of Washington, very interesting. You're not very far from Canada, you know. Yeah, yeah. As we get closer to the Canadian border, it gets redder. It does. Interesting. It does. Interesting. So there's more radon up in Canada than there is in the United States. Yeah, Canada is the third highest country in the world for uranium deposits. What are the number one and two? No idea? Europe, I think Sweden maybe. Yeah, I'm not marketing there. Oh, but interesting. Yeah, so like, I mean, two hours from us up in like Spokane County, Stevens County, I mean, these things are red. These things are red, dude. Most definitely. But also in the Southwest, Vancouver, I mean, dude. Oh, Vancouver, yeah, there's a lot in BC, man. Yeah, no, no, no. other vancouver we have a vancouver washington yeah i'm sorry yeah but i but i get it so interesting interesting yeah um add those locations to the list levi so how hard is it for a trade shop if they wanted to add this vertical like what does somebody need to do in order to do it like do you have to have trained technicians do they just have to be good at sales yeah trained technicians right you need a certified trained technician my opinion in a in in a contractor you know if you're adding it as a vertical you want to rate on champion you want someone who's going to really take it and champion it because you're going to get into those tricky ones so that you need that guy having someone in your corner as well like coaches like next level pros let's go like jeff jeff mickey leblanc right we can help with that stuff right it's not it's not simple simple but it's not that complicated so there's a pathway to follow you coach more on like the process and the product or you also coaching on like marketing and sales or just process and product mostly process and product i have i have the ideas on the marketing in sales based on what I've learned over the last nine years. But I, you know, I'm not competing with you guys. I appreciate that. I'm here for a reason to learn. There we go. There we go. So you're the president of the association. How many members do you have in your association up there? So we're about 300 members in Canada. So multiply that by 10. And would you say the average member, is it a one man band doing a truck? Is it, I mean, how many of them are teams multiple of one or more than one more than one yeah i don't have the all the stats but most of them are that that one guy that's so proprietary yeah exactly so he's a technician first right and he may have been a plumber or an hvac guy and heard about it yep and get in sometimes they still have their plumbing tools in the van because when radon's not busy right because they're not marketers right they're not out there driving that business and they tend to they tend to rely on the marketing that's done by the lung associations and the people that are not trying to sell it to just trying to educate or And then they get the calls. And what percentage do you think they're getting from subcontracted work through builders and that type of thing? Not a lot? Zero. Zero? Almost zero in builders. Builders has been a hard... Well, if you're not a marketing person and a salesperson, it's hard to talk to a builder. They don't want to talk to you. And all you're going to do is increase their costs. And they certainly don't want to hear that. What about referrals from real estate transactions? Is that a lot of the business? That's where I think a lot of it is coming in the States for sure. Now at home, I have a builder that I put a radon system in every house he builds. Like over and above fan and everything above code. We've done it for four or five years, but I'm also a marketer guy that goes out and goes after that. So there's a few of that, a few of those guys out there that's happening, but really the majority of the Radon guys out there are, they're, they're waiting for the phone to ring instead of making it ring so much. I mean, this sounds like, this sounds like an exciting opportunity. One of, one of the few that I like can get revved up might've been one of my most, uh, you know, I, I don't see, I don't see too many opportunities out there where I'm like, yo, yeah, that's my alley. And this one make it 700 locations. And that revs me up, man. I love talking about, I've been talking about radon for nine years. Yeah. Right. Wherever I go, I'm teaching someone about radon, but to be able to get into a network like your network and have you say those words, I get goosebumps, man. I literally do. Let's go. We're going to reduce rate. We're going to reduce lung cancer. Oh, dude, you do 15, I'll do 14 of it. You know, let's go. I'm okay. I just want you under my wing. Hey, I love it. I love it, man. This is exciting stuff. I think there's a huge opportunity for any contractor out there to look at adding this on. I think Jeff's a great resource. What's the best way to get a hold of you if someone's like, hey, I need to learn more about Radon. I need to understand how to put this in my arsenal. How are they reaching out to you? Email is the best way. Okay. So Jeff, J-E-F-F. I spell my name that way. J-E-F-F. Normal. Normal. Perfect. At Radon. And I have to spell Radon because it gets spelled a whole bunch of different ways. It's easy. R-A-D-O-N. Simple. Repair. R-E-P-A-I-R.ca. Now I'm Canadian. Remember, there's no calm there. A. Jeff, at RadonRepair.ca. Don't forget about putting in your house, all right? let's get it Jeff at RadonRepair.ca awesome awesome Jeff well it has been a pleasure to learn about this like I mean again when even I mean Trent is a pretty good salesman and he did a mediocre job like tell me about this so like sitting down with you is just getting me fired up perfect man I love it well you've got me fired up all week so I appreciate having the opportunity to reciprocate alright thank you awesome thanks guys thanks Jeff