hey what’s up guys it’s jordan with the laundromat resource podcast this is show 88 and i am pumped not just because it’s
show 88 2 8 man that just feels like uh yes i don’t know something special about 2 8 turn them on their sides and it’s two infinities oh my goodness but also because we have chuck post of pbi laundry consultants here uh on the podcast with us today and it’s this this episode is like uh chuck just comes with his uh many years of experience in this industry with like a basket full of knowledge and wisdom and he just kind of like turns it my light just went out he just kind of like turns it over and dumps it all out in front of us uh here and it is incredible in fact whenever i have a podcast guest on i am like taking notes as we go through writing down the smart things they have to say and the things that i need to you know remember and learn from them um and i try to write down quotable quotes when they say them and i’m pretty sure chuck is holding the record now for the most quotes written down i think i wrote down like 10 or 12 quotes from chuck just from this one episode so much good stuff there’s a lot of like little nuggets in there and then there’s a ton of just huge like conceptual things that he just kind of gives to us uh here so you’re gonna get a ton out of this whether you are new to the industry or you’ve been in this industry a long time uh chuck’s got something for everybody so super good episode real quick before we jump into it with chuck uh huge welcome to everybody all the new members uh that have been joining both pro and free members over there atlanta resource dot com uh the community is just ah i get so fired up about this community it’s growing by leaps and bounds every single day which honestly i don’t care that much about how quickly it grows but what i care about is the quality of that community and is that community are we helping each other uh level up right and i’ve been saying this from day one we are all better when we’re working together and we’re helping each other out and uh man i believe it and i see it happening and that’s really what jazzes me up so welcome to all you newbies uh to learn my resource over there if you haven’t joined yet launchmapresource.com join uh and man yeah dude just welcome welcome welcome all right uh another thing that i’m brand new i’m trying out i’m calling it the fast lane and the fast lane is just uh man a quick little uh tip or piece of advice on how to use laundromat resource to help you accomplish your next goal uh and you know as laundromat resources continue to grow there’s a lot of stuff on there now we’ve got you know a lot of information a lot of different ways to digest the information a lot of different options on different things and it can get a little overwhelming now as it’s grown to a little bit of a miniature behemoth there so fast lane is going to give you real quick i mean quicker than this normally this is my lengthy explanation real quick uh just piece of advice on how to best leverage laundromat resource to help you get to whatever the next level is for you buying your first laundromat optimizing your laundromat or scaling your laundry business all right so today’s fast lane uh i just want to point to i’m not sure if i’ve ever brought this up before but we have a bunch of free guides that you can download um at laundryresource.com dash guides um and that link again and all the links from this episode will be on the show notes page laundromat resource dot com show 88 or if you’re on youtube it’ll all be down below uh make sure you subscribe and all that uh wherever you’re listening or watching consuming this subscribe and give us a rating and all that stuff okay anyways laundromat guides uh we’ve got guides on you know laundromat due diligence how to buy a laundromat how to get a free laundromat how to finance a laundromat how to sell your laundry map we’ve got all kinds of free guides there so go check those out utilize those to help you get to the next level of your business cool that was a relatively lengthy fast lane but i will get better and faster i know that’s the thing that i get criticized the most for and now i’m still going okay anyways uh last thing i want to say before we jump into it with chuck is that uh this episode was so good that i think a lot of you guys especially you newbies but even if you’re looking to scale your business maybe add on some new locations chuck and i and and possibly his partner chris mason from pbi laundry consultants um are going to do a webinar on march 24th um at 4 00 p.m pacific best coast time 7 p.m eastern on due diligence we’re going to be talking about due diligence um and again that’s relevant for if you’re buying your first one it’s also relevant if you’re buying uh you know your next one because chuck knows his stuff chuck and chris both they know their stuff really well that’s a free live webinar there’ll be some question to answer stuff you can find out uh information on that on the home page of the website if you’re listening to this when this is coming out or you can go to laundromat resource.com events where all of our events online offline webinars all that stuff will be located all right so come join us for that webinar uh it’s gonna be really really good super informative and you’ll be convinced of that by the end of this thing all right let’s jump into it with chuck post from pbi laundry consultants oh chuck how are you doing man thanks for coming on the show jordan great good to be here i’ve been looking forward to it for a while oh yeah well i i mean like i’ve known you for a little bit and i am super excited when you said you’d come on the show and so i am looking forward to a great conversation here i know you’ve got a lot of experience in this business and you got a lot of wisdom to share and in fact i’m anticipating having to reign you in a little bit because you i know you have way more to share than we could possibly cover uh you know in one podcast which is why we’re gonna do the webinar uh later so let’s start from the beginning though maybe not the beginning beginning like the beginning of time but let’s start from who who are you and give us like a 30 000 foot overview of you if that’s even possible and and then i want to get into how did you get into this industry okay well you know i i’ve been in the business now 37 years i i joined maybe well late 84 actually but started working in 85 and um you know developed a new laundries primarily at that time uh because selling equipment was kind of a rough road to pull you know i and i i realized that very quickly and said current laundry owners weren’t interested too much in buying equipment and back then of course you know we’re talking you know 40 top loaders and four 20 pounders yeah right right 50 pounds single stack single dryer you know so now i’m trying to give away my top loaders like somebody yeah really yeah well i like top loaders in this laundry myself no but not not in a proportion i might in a 32 laundry store i might have two or four top loaders because i’m a traditionalist a lot of people like them still and quite frankly you flip the lid and get in there like the old-fashioned ways and if you have some dirty clothes and stuff and really feel like you’re part of the wash there are percentage of people but i charge for it i charge to 28 pounders 20 25 less or so than i do for the top loader yeah that keeps the turns in check and but it makes it available for the people that want it it’s appreciated and i find that you know after after we’ve adjusted everything and you know all is equal that the turns are almost identical between the 20s and the tops so but so i don’t i i i do like kaplan they do have their place but uh you know not not as a major part of the store you know just as a minor part of the store love it okay so i i mean i can already tell but we’re gonna get okay we need real fast go back up sorry about the airplane so anyway you know okay i was in the bicycle business and i was in business 11 years i imported bikes i brought in the first uh uh uh uh imported uh uh you know general factory mountain bike into the country i started back in the lightweight 10-speed business and i was working with japan and taiwan and europe and it was an amazing experience but um it had seen its course for me i’ve been through a couple different companies and a couple different product lines and i designed the bikes that you know that that we put out at that time we had 32 models of bikes and i’d figure out the orders and did a lot of analysis so i i learned it off a lot back at that time uh but we were owned by renault and it was closing or creating a lot of problems and i i wanted to kind of move on so i was running around and i was thinking about being a business broker it seemed absolutely natural to me because i relate well with people in business i’m a problem solver you know and um so um i was at one of my shops in san francisco and a guy comes in his name was chuck as well chuck beard wonderful guy and uh he was buying a bike he was a viking you know and i sat around we we talked for a lot and stuff and he was telling me about his business and i just fell in love with that yeah you know finding locations to put laundries in and rebuilding laundries and stuff like it sounded like a dream and it was right up my alley so i i i kept after him i you know he didn’t think i was serious for a long time but i kept after him and finally he put me on and i i i took sacramento and the valley areas up into reno and you know pretty big spread of area and um started out just going to one laundry after the other um you know several laundries every day and that’s what i still do you know every time i’m out i travel the country yeah uh you you know that jordan your your listeners don’t uh but i live and work out of an rv bus and i spend the winters in in california but the summers i travel different parts of the country i’ve seen i’ve i’ve visited good laundries and bad laundries in 48 states you know and you learn a lot you learn a lot about what they’re doing and how they’ve ended what their challenges are and the differences in the costs and things like this are really vary all across the country but there’s still there’s a there there’s still that norm you know but anyway i i was excited and uh i started working and i i got things figured out pretty quick and i started building you know four or five stores a year which is a pretty good number and um in fact i i in davis california in 1987 i believe it was it could have been 88 but i think it was 87 uh i i developed the first coinless laundry in a in california and it was uh just basically a computer system with everything tied in you go to the counter you pay and they turn it on you know and it was uh it was kind of incredible it was uh uh uh really a pretty terrific start to in fact it turned just recently after all this time it was retooled a while back and it’s ready for a retool now if it’s not underway so uh you know it just say and that’s the way it is so i started i really started out prematurely building stores i hadn’t really known the business you know uh but i had good guidance uh uh you know the wasco map guy that worked with me at that time um was uh was was knowledgeable and he helped me put the models together and we started putting in more front loaders at that time so when we started really using front loaders already popular on the east coast uh but new here and it was real hard to convince people you know i mean uh the big water savings was good i mean but it wasn’t it is now you know we were using three and a half gallons per pound to wash back him you know and it was so it’s about equal maybe a little bit better than doppler’s result so there wasn’t that advantage so much but space wise and everything else so it it it was it was an interesting career right from the beginning and um when i when i started uh focusing more on retooling stores and brokering stores when i really started to learn things going in and finding the mistakes and figuring out how to change them you know that and that’s my character find a thing and make it better that’s that’s it just isn’t that the way it it is or should be anyway i mean you know we we’re here to to uh make an impression you know uh to share ideas and things like this and um you know that’s that’s uh that’s this has been a great experience because i’ve made a lot of money for a lot of people a lot of a lot of families have prospered through my work and that that’s probably the most meaningful thing at this stage in my career uh to me is is how much help i’ve been you know uh and and or and at least try to be you know uh with every uh with every client but anyway um i i continued i built and rebuilt stores left and right brokered stores and trained other people and and um you know but i still wasn’t in the operations probably until i was into the business for about six or seven years and when i really started to focus on the operations i mean i understood the consumer the user of the washers which is a great benefit you know but at the same time um you know the elements of value uh themselves but breaking them down and understanding how each one plays and how important it is to line them up and things like this it takes time to understand that and it was five to ten years before i really fully understood it and uh of course i was a busy man i was running a company in san diego i had 20 employees i had we were doing opl which is you know the on-premise laundry systems uh hotels and motels we owned 60 of that market in san diego in the 125 rooms and uh and then laundries and of course laundry was my primary focus because it was most interesting jimmy and uh and we did very very well the collapse of 09 and other issues with uh personnel and stuff uh uh we made a decision to close it uh but i guess the ultimate decision came because we weren’t getting paid for this repair slows down a business real fast yeah it does but anyway um so um as time went on you know um uh uh when when the collapse the financial collapse came about um you know we chris and i my he’s my son-in-law i’ve been with me for 17 years he’s no neophytes he’s a master consultant and uh he um uh he and i decided to to go this direction a lot of people were being hurt people were losing these investments you know uh that they they’ve made and you know it’s heartbreaking um uh you know you don’t know this business until you’ve had to sit there with people who are are damaged and try to get them out of it you know and and that’s one thing i pride myself on i’m a problem solver right i’m very good at seeing the path towards things and that’s one of my my gifts and and um that i was given uh to share and and i use it you know and i i look for those paths and i get them uh to the best position they can be and and and in the in in the in the stream of that i’m usually making someone else prosperous and taboo you know because we’re bringing in somebody that’s starting with this challenge with the past of their own that these people were no longer in a position to explore so um yeah and you know just if i can go off a little bit you know that that’s really the whole thing about this business you know uh i know we’re going to talk about the book in a little bit but in the book you know i named it the american dream business yeah it can be uh but but you know it it it should be a really the the most fun and pleasurable thing you can do and it is for us i mean we we enjoy but you know putting a laundry together is a lot of work and you have to line everything up just right but but the beauty is is that is that uh the opportunity is so big uh right now uh we’re gonna get more into that too and i will i’m anxious because what i see going forward is amazing you know and it’s being it’s being proven and it’s something i’ve been you know looking forward to forever you know how long it took us to get something other than a quarter uh to be able to use something other than a quarter i mean even a dollar coin i tried like to get world uh drops on there which had a quarter and a dollar for years and i kept getting promises and promises they never did it you know one of the best things that have happened since the stack you know just think where we’d be without the stack dryer today we could have stores we wouldn’t be able to compete in the marketplace actually yeah doubling our prices are increasing considerably because it limits the amount of machines you can do so these advances have been wonderful and the opportunities that we’re leading into now are much greater and that’s not just because of the equipment and the new thought that is being put into our business you know there’s we have a lot of imagination a lot of not entrepreneurs uh new people coming into this business are getting more information and we’re trying to make sure that guys like you ever and me and others are all trying to make sure that people aren’t making these big mistakes and losing their shirts it’s just not necessary this is a wonderful business and almost every laundry can prosper if it has a path and that’s the key and that’s where people tend to fail they don’t understand the path they don’t understand the timelines of the equipment and the lease and how they fit together let’s say you want to buy a store with maybe you have a 15-year lease and you buy a store with nine-year-old equipment you know or eight-year-old equipment well you’re going to be forced to retool that store so timing the timing of that becomes an issue doesn’t it how do you decide the timing because you’ve done the analysis and you have the plan you know what to expect and you know what the costs are going to be and you know what the benefit’s going to be and in our experience you know the return on investment is anticipated at 20 to buy a laundry but on the work that we do after it averages over 35 in other words if you buy a laundry for a hundred thousand dollars and put 300 into it you’re in a heck a lot better position than you are if you do it the other way around in theory if it’s done right the market is there you know so there’s there’s a lot of analysis that goes and i did i started doing this you know when we were building stores way back you know and learning this part of it but i i like to get to know the the customers uh they’re gonna use the store i like to drive through the the streets and look at the apartments and see how many bicycles there are out the front of the houses and things like that and you know of course you can examine the demographics to find out how many people were households and you know how many are renters and what the incomes are and uh you know and of course the hispanic market is a big thing in a lot of areas where hispanics popular they like to use laundries and they have big families uh and they’re wonderful customers you know and uh so they they bring a lot to the table where they where they’re located so you look at all these different things and you drive through the area and you examine the uh other laundries and stuff and it starts to come to light you know and then through our analysis we we pay very close attention to the performance of the existing laundry and uh and and you know through diligence uh the new model pretty well builds itself and that can happen you know if you own a laundry and you say say your equipment is eight or nine years old well i don’t care if it’s three years old actually if you can see by replacing that equipment with different equipment is going to pay you 35 percent and the current equipment’s paying you 20. well you know it’s in the end it’s just worth what it’s worth sitting on the floor now right i mean it’s not really worth income anymore it’s costing you income by being there so don’t be afraid to get rid of it but yet people hold on to them until they can’t operate and in markets where the water costs are high which is a good percentage of the country you know uh uh the payoffs are tremendous we’re looking at water uses of under one gallon per pound you know uh i’ve watched where we were you know the the old law school mats i remember mark stern was with washington at the time yeah and you know mark and uh i was like i said we’ve got to get the water down mark we’ve got to get the water down this is back in oh i forget when uh 2005 i guess or 2004 and they were going to be coming out with the g6 the the first automated machine you know it was on amazing i went to the factory and visited and it was an amazing uh amazing uh thing and and i said you gotta get the water down just chuck don’t worry about the water you know this is the most efficient machine we’re gonna be about down we’re gonna be all the way down to about 2.2 improvement of over three so yeah yeah but um you know water’s been an issue and if i can go into the woods further as to as to directions and things you know life has changed overnight you know yeah you hear a lot about pricing and everybody’s worried about costs going up and things like this oh my god how is going to affect me you know i’ve been through a few of these times you know when when inflation was 17 and interest was 21 you know yeah when uh uh uh there have been a lot of different times uh uh the laundry is completely sustainable but it suffers too especially on my end you know on the developers and on the on the seller’s end equipment and that sort of stuff because people pull back it’s wrong but they do you know because they can give good deals during that time they don’t get on letters right um but at any rate um the the um the industry is is going in a way where you just have to learn how to navigate those things you know it’s you’re not going to change anything okay but you’ve got to survive you’ve got to pay very close attention to your models right now and and that you’re performing snuff and you’ve got to have the ability to and the guts to raise your prices accordingly you know we’ve had most of our clients raise their prices you know 12 to 15 and we’ll probably take another bump later in the year from the way i’m seeing things coming about but you just don’t go out and raise prices on people you put up you have a strategy for that i never i never raise prices uh uh uh like this unless i give something back to the customers too to start with i give them a good explanation uh you know just a couple of lines explaining saying you know we’re always going to be as competitive as possible you can but this is necessary due to the cost reasons you know something like that have it in a couple languages if you need to and then and then uh a run a promotion you know in all of my i’m extremely sensitive the fact that we do cater in a big part of our bases low-income rental markets you know and it’s important to always be able to be understanding of that so when you’re raising your prices why not have off-hour pricing during certain times of the day on certain machines to allow those people to come in you know you can do it during your slowest hours and it’s important to know what you can do at nighttime you can do a daytime whatever works in your market area but by doing that you’re not only gaining that business but you’re gaining uh a stature in the community you know by running promotions and supporting community events the laundry is not just necessity of life business everybody understands that they don’t understand the degree of it but they understand it’s a community service necessity of life business you know and and um serving the community is is your key to success but yet it’s been overlooked they’ve been little quarter factories you know when you look at a laundry oh you gotta oh you’re you’ve got a gold mine you got a quarter factory there you know and so and that’s how people get it they oh you’ve got the easy lives you never have to work you know things like that these are killer statements you know some of them is true we know that but they’re killer statements anyway um you mean by killer statements what you know the the the idea that laundry is easy is absolutely true okay you can go out and you can buy a laundromat and operate it and almost put no time into it successfully if you put everything into place you know to think that you’re going to go in and buy a laundry and conditions in and sit back and collect your check you’re kidding yourself you’re on the way down there’s only two directions in life what up or down so you know when you buy a laundry um you have to do a lot of investigative work you know we in in our due diligence we we don’t miss a trick i mean we look at every single thing you you hear so many people after the fact oh i bought the store and two months later my heart was just too much the swamp clothes didn’t work i didn’t realize something difficult didn’t work it was winter time when i bought it you know and so many there’s so many things that are overlooked not to mention the sustainability issue is necessary and it’s not that you have to demand that the seller repair all these things they’re not going to deferred maintenance is a factor in our life and the degree is based on an individual operation but but you know you have to be aware of what your challenge is right you know it’s like with water use they say well it’s a card store so why should i carry about the water are you kidding me if it’s using too much water you don’t want to find out why to reduce it right if it’s not using enough well you still should probably think why i mean what is going on or is setting so low is that how is that affecting the customer you know the the the facts contain the logic for the advanced thinking of the model you know so like that’s why i tell people you know buying a laundry is not a decision it’s a process the majority of people that look for a laundry never buy one and you know uh you know there’s reasons for that too which you know basically they’re not prepared they don’t know enough yet to make that decision and when they do they they’re in fear and then they find out how much they have to put into the store usually that’s the later side you know if they haven’t taken some guidance or know the business usually they find out after the fact how much extra money they have to put into it and that some of the machines may not be going to last too long or they’re the wrong mix for the store and things and they’re looking at what they have to spend again but they weren’t prepared for you know they get out a lot of people just can’t put it together before and just just as out of a lot of those people an awful lot of them and happy but they need the guidance they need to understand the business and they need to be willing to to work a little bit in understanding you know people go to school for a long time for things people think they can come in and buy a laundry it’s so easy to operate they just collect quarters you know and it’s not like that you and i know that you found out the hard way i did sadly and but a lot of people do and you’re right like you know like like you said you’ve you’ve sat in those meetings where families are crying because they’ve made mistakes and it’s cost them financially and you know i was in that situ i wish i wish i would have had someone like you or you that i you know found when i was in my situation because it was pretty awful right and i didn’t know what to do i didn’t you know and so i’ve been there but i’ve also now consulted like you with a lot of people who have been sold the easy button and uh and and not given the proper tools and the proper training and you know to to be able to operate a laundromat you know successfully and so it ends up biting them and they lose money and it causes stress and you know it’s it’s tough it’s tough well and the key all comes down to the model you know the model that you go forward with all of your planning and that’s the thing you you need to um be able to take take the information that you learn in in the acquisition uh to develop a new model and make sure what the costs are and and how it’s going to perform and stuff you have to do this during the the escrow period you don’t want to close on a store that you find out you’re going to be able to improve you have to under you have to have the exit strategy in place and comfortable before you before you close can you can you talk a little bit about the model like what can can you give us maybe some examples or like what do you what do you mean when you say you have to determine the model during that escrow period uh what what does that look like okay well there’s there’s a series of models that we work that we that we do in our our system okay and the first one is uh basically we take the stated model and that’s just the information that he’s given i have this many machines and they’re this old and i’ve been them for that much and i have this many dryers and this is how many minutes and then this is how much i make on the various ancillaries and this is all my expenses okay so we take that i don’t i never challenge that i’m gonna find out for myself i i honestly i don’t care if a guy’s lying to me or not if i did i’d have to get a different business okay not everybody does this business but enough to you know there’s like 35 000 or more laundries across the country you know and so we have a lot of different personalities operating but anyway you know you you take that stated information and then we do what we call the restorative model basically that’s that’s a deferred maintenance check we go through and we examine all of the documents all the to see if his income is is looking to be that way and of course we started a coin collection in our use analysis uh you know at a specific time we we do a very detailed use analysis that i don’t want to try to go into now but but it’s it’s very detailed and uh very telling you know people say oh you can’t do that well she can’t you know if it’s not right you have to know why right i mean isn’t that what diligence is you’re not just looking for issues that are not right are they correctable do i need to correct them how do i do that can it be done what’s the result you know i mean there you know there’s only about 230 different issues that need that kind of attention you know in the laundromat so yeah you really have to yeah yeah i was just gonna say and that that why question is just as important as the what question right if not even more important and it doesn’t matter if things are looking fishy or if things are not lining up or if thing or if there’s a problem also when things are going good you want to ask why right because you want to you know say okay well why is that happening and how can i continue that up or how can i apply that across different aspects of the business or how can i incorporate that into my mental model of the laundromat so that i can apply that to my next one when i get there or you know so you want to ask that why questions crucial well and and let me just say you know it’s it’s the expert witness work that i do that has taught me more than any single event uh or any other any other aspect of the business and i’ve done a lot of them now and i’ve got two cases i’m working on now and every one of them are interesting but i have to go back in time and recreate the income and make make make it make the argument of what the income actually was based on certain factors and numbers and things like that sometimes i have very little information to go on and it makes you dig you know and it’s that digging uh the things i come up with uh uh uh are are you know are are things that most people would ignore that can be catastrophic sometimes uh as for instance there was a a a client in in florida that we were working with and uh we were going through and he had a pretty good store it looked pretty good it needs some retooling and things like this but it all looked really good he was really excited and we got him in conversation we had him looking at the market area and stuff he says oh just you know i’m sure this is a good area there’s a new center that’s just built down the street uh he would have never if he wouldn’t have said that or we wouldn’t have had him looking around and talking to him about these things he would have overlooked it and i said we’ll go down and find out if there’s a laundry plan and sure enough sure enough there was he didn’t buy that story we ended up lowballing some support two stories most do you know we if you want to get into that sometimes but but um the fact is is that uh you know that was that was a late discovery and really saved him from spending at least twice what he should have was that he should be uh for the store so he ended up not buying the store the guy wouldn’t come down that little but at the same time that’s the kind of stuff that we come up with uh um we come up with a lot of different things you know uh um people people will say g chuck you know um i like this store i mean it has has some work we need to replace some of the machines but you know it’s pretty good um and i’ve looked at the other stores and they’re real crappy you know you scared the heck out of me [Music] give me their addresses let’s go and see if they’re ready to reach well yet you know because don’t go away i you know we were told three years ago yeah just do we have time for a short story do it real quick yeah it’s in the book but i you know when i was a kid i was anointed you know cuss you know and we there was a laundry being built was the first one i ever saw it was uh 1959 i guess somewhere around there you know and uh um i we played in the dirt uh when they were digging the sewers into it and you know played in this place at night when they were done working and when it was done we’d go in and lift the tops of the top of the top loaders up and scoop up nickels and vines which is what they use mostly then and we take that and on saturday and go to the movies and we come back and we jump in the free dryers and write you know so that was my first early experience in monuments well chris and i had uh the final free tooling that store that was awesome five years ago and it was a great experience it’s still a great store and it’s better by far now i mean it’s just it’s a story that was in a market uh protected market uh that really could go as far as the person is willing to take it and it is as far as he was willing to take it because i had a whole lot more ideas to give him but he said uncle and it’s but it’s doing great and and that’s that you know uh that’s the kind of businesses is that we don’t go away we’re we’re built in a place we’re meant to be there to the walls crumble around us uh but leases are a complicated issue now you know they always have and it’s always been a challenge but getting long-term leases are harder now than ever but the the survivability of a laundry is very good and markets don’t decrease too often i mean population tends to grow in most of markets so you know when a new market when a new laundry comes in uh or or one of those old laundries retool you know you need to be aware that it’s happening first of all and you need to put a plan into it you don’t go discount the first thing i tell people is to fix up your store make it as nice as you can get rid of all your deferred maintenance you know make this as new as possible if you’re going to replace anything you know start thinking about it if you’re not sure what to do yet wait and until you’ve taken the hit from the new store but get everything ready and then bump all of your prices before the store is open so that when they come in to compete against you they’re competing against a fatter people with a fatter piece of pie you know in other words if you’re all at a dollar and a half you know and he comes in and promotes his store at a buck he’s going to bring everybody’s business in now everybody’s at a buck and a half well a couple of those people around him probably going to go down to a buck 2 or 75 cents to compete against him muddy up the market i know market areas that have suffered for years because of this kind of activity when a new laundry’s coming in you want to prepare for it you know it’s you’re not going to make it go away the water fees are going to keep that store there for a long time but getting the leases you know uh and that sort of thing uh are still the biggest challenge uh there’s no getting around um can we i mean can we talk about that for a second what are some of the challenges that you’re seeing with leases right now oh from you know i always try to see everything from the other person’s perspective as good as i can when i’m dealing with them you know i try to find out about people uh that i’m working with and what their incentives are you know what bothers them and things like that so when i go into a landlord i’m usually pretty prepared and uh of what kind of challenge i’m going to have and uh the biggest challenge of course right now is getting the lease extensions uh and this sort of thing you know a lot of leases a lot of people don’t don’t have good model management skills so they let their leases slide a little bit and you know if you’re gonna renew your lease i mean if you’re gonna if your lease is up for option then you should request an additional option to be extended to the end of that so you’re maintaining your lease continuously you know the majority of laundry owners don’t do that so we have to go in modify is silly they’re going to sell their business they should have a good strong lease and make everything as good as possible beforehand otherwise i come in or you come in or somebody else comes in there and they’re going to negotiate the lease on the buyer’s behalf we might piss off the landlord or or or make him think some things that are to your dishonor you know i don’t want i mean i i if as representing buyers i want to negotiate that lease i want to get the best lease i can for that buyer okay when i’m to go working with sellers i said you firm up your lease ahead of time okay so that you you don’t want that broker to come in and money with your lease you want to sell lease if you want to do anything with it after the fact that’s fine and that’s the you know that that makes the most sense that’s the and only the buyer can do that you know or the seller can do that otherwise you have to have the buyer to do it i found that it’s it’s difficult to go in and pre-condition landlords from leases with landlords without a buyer in hand so a lot of times you’re taking listings as a broker you don’t even know if you’re going to be able to sell it you know that challenges we all know so but this is the place now in today’s market i wouldn’t sign a 25 year lease unless the last two were market options maybe even with an outpost of some sort you know i’d have if i were going to sign a lease with a laundry owner now as a landlord right as a as a landlord excuse me now yeah i i would i would be um uh certain that uh the store would be maintaining some conviction i may have pauses in the lease it would you know require that there’s no more no less than no a certain percentage of machines are always working uh i would have requirements of two attended hours a certain amount of attendance to do these things should be worked out with landlord within the within the terms of lease and once again you know who’s going to do that for you if you’re buying a store who’s going to do that for you well the seller you’re going to ask him to go and try to restructure the lease for you are you going to rely on the broker who’s really mostly interested in getting it done you know and a lot of us you know are really going to do everything we can to structure the best lease but in doing that are we going to possibly step on the seller’s toes you know i mean that’s one of the reasons why a dual agency is more common in our business than not we cooperate with others but we don’t cooperate with people that understand the business i mean uh because we have to make sure the buyer is getting the right information and so on so at any rate if i were going to write a lease as a landlord today i i would put conditions and i would i would be happy to sign a 10-year lease that’s a very reasonable amount of time if you see if you want a laundry in there you know i and i would probably give them five-year options it would roll over pretty comfortably you know maybe with a bump you know if i’m skeptical i might say okay with subject to a bump of up to 15 depending on the cpi between now and then and the adjustments therefore and then then after that um i probably say well i’ll give you two market options you know but i won’t give you two straight up options and i won’t renegotiate that so the market’s too skeptical you know so i mean uh i apologize to all of you out there that are hearing this and disappointed or thinking that i’m spreading stuff into the wind that shouldn’t be there but it’s true this is this is the atmosphere we live in and laundry owners have to um uh have to be prepared to know enough about their model they have to be more understanding of the conditions and the elements of value and how it plays together now because their future like most of the world’s in business is is more vulnerable today you know they they’re um how what kind of an extra strategy do you have uh when you have a 15-year lease okay depending on the age of the equipment you know it’ll vary but it can be very difficult you know uh now theoretically normally we would say okay well we will let it run down to you know 11 or 12 years and then we you know go in and retool it and we hit the landlord up for an extension to justify it and things like this and that’s all fine and but if you’re doing that today that might be different so you’re you’re you’re taking a bigger gamble in some cases today you have to have faith in the business but on the other hand and then the price isn’t going up the construction costs dramatically you know labor costs all that yeah labor construction um lease rates you know uh it’s it’s all problematic machine pricing the equipment’s going up we’re going to keep going man 15 already this year uh typically and and i know there’s another bump planned in june july so you know we’re not done yet and um it’s it’s a it’s a mountain decline there’s no getting around it but the effort is worth it where we’re headed we’re going into you know we’ve been a back shadows business all of our lives you know we’ve talked about is oh yeah that’s it i don’t like those places they stink you know dirty and things and we’ve come a long ways for most of us from there you know much larger maturity people are trying to keep the stores clean there’s still an awful lot of rags out there but yeah and then we’re in in locations where we can keep prince club and things like this well we’re reaching your time in some markets where you know three dollars a foot is going to be cheap you know we have to be able to learn how to step up but the opportunity to do so is terrific for a lot of different reasons what’s happened in these last couple years really excelled out one thing i see is that the opportunity for the community uh servicing a necessity of life of business is is that they can enhance their community activities uh increase ends large you know i put sanitizers in store stores where market area is right and they’re tremendous business growers people don’t have those at home or is clean and smells nice and if you have off-hour pricing where a lot of your lower income especially any problematic customers would tend to come at that time and they’re not there in the evenings and things like this you know we are attracting more and more people you know we’ve always kind of relied on those low-income renters so we’ve been getting like you know ten percent of the population you know using laundromats and less in some cases it’s pretty bleak when you consider what we bring to the table we don’t even we until recently we haven’t even tried to get the other group now with fluff and fold more people doing service dry clean agency work uh nicer ancillaries more comfortable atmosphere uh dog washes in the in the stores uh uh lucy’s started years ago with a really good concept of putting in you know uh starbucks and mcdonald’s and those kinds of businesses uh mainstream businesses inside their property um they did that to offset the rent you know they made a mainstream businesses you know and in great areas and getting them large and in order to average out a lower rental base to justify their their their uh pricing they were getting higher rents from these franchises and this sort of thing it’s a very good thing to think about going forward because we need to be able to bring in larger volumes of people at a at a vend rate that makes more sense in better locations it’ll attract and the opportunities there the also the lifestyles have changed so much today people don’t go out and do things as much as they do so when they do they want to have a better experience you know and if you can make that experience nice you know i a a girlfriend i had and i used to meet at laundry every tuesday night so we could do that together and spend some time and you know uh take off and get some coffee and stuff like that and then we’d go out afterwards so it was our meeting spot and yeah and that’s true with a lot of people it’s a place where life happens you know and and uh it doesn’t have to be um the dredge uh that it is it’s up to the laundry owner to make it a better experience and every time they make it a little bit better um they bring in a larger percentage of the population from a different area you know if you’re promoting and reaching out that’s why i say your base level really is based largely on that rental and lower income area in a laundromat even regardless of where you are you have to say okay this these people need to use the laundry i can count on them where does that take me now how do i make a real business out of it from there you know and that’s that’s the challenge um that’s a that’s that’s where i really spend my time is is analyzing the markets and and looking at the sort of thing and that’s that’s the fun part of the job i’m laying out a laundry we have four retools going on right now and a couple deals in escrow and we don’t do a lot of brokerage now we we only do our own clients uh for one thing we don’t we don’t take general listings and we don’t uh unless it’s a suitable retool for one of our uh consulting clients then we hook those up but uh for the most part we rely most primarily on on just consulting and then we take on uh specific projects and um we just signed on and i’ll i’ll get into this another time because it’s preliminary but we have something really big coming we’re probably going to be putting together some extremely high scale stores uh new stores uh into the marketplace um in the next couple years uh we’re uh in negotiations now with a plan to do that and they’re going to be beyond what what you see right now uh so pretty excited about that but there’s just so many things happening in our business there’s so much opportunity out there now this water costs aren’t going to go down they’re going to go skyrocket i know what the sewer and water fees and and systems are like across the country i travel i you know i know how much water i have to cart my rv with me depending on where i go you but that said apartment owners and that sort of stuff are also going to be charging for water more and more you know a lot of older departments especially are the water and sewer fees are paid so they don’t have individual meters so this is this is dying off and has been dying off and will continue and people are going to be paying their own uh water fees now i just saw an ad it was great it was it was a uh one of these uh rental places a washer and a dryer eighty seven dollars a month nothing that sure doesn’t compete with a laundromat yeah doesn’t compete with a laundromat you know if they’re paying their own water fees if they have a family of three it’s a break-even point i figured it out only three that’s about a break-even point to own that washer and dryer how much laundry are three people gonna do in that one washer and dryer they’re gonna be washing three loads a week i mean three three loads a week piece okay that’s that’s a lot of laundry to have to do well you know if you don’t want to dredge your clothes off to the laundromat you know i mean that’s fine but when they get backed up the laundry is still there if they believe in the laundry if they know it’s clean it smells nice and everything else you know they have to use it there’s also the fluff and fold option you know here’s a tip for laundry owners out there i always use fluff and full i like fluff and fold i have a washer where i wash my cookie stuff and in my rig you know i have a washer and dryer in here but um but my main stuff i take in but i won’t go to a laundry unless they also have a certain service attached to it in other words if they need to do the drop off pick up and delivery or not pick up a delivery but the drop off uh dry clean agency and insert laundry because i don’t want to go to two spots to do that work but my fluff and fold down at a laundry that offers that support so yeah just a just a tip there are a lot of people like that you know uh so keep that in mind when you’re developing your fluffy folders that what do you do with the people’s shirts you know i mean i wear jeans most of the time nowadays and and sweats and stuff because i’m not out in public as much as i used to be uh except i dress up a little bit in the videos you know but uh um a lot of people uh you know but but i want my shirts to be clean i want them to be you know ironed and properly finished because people do see that more you buy with jeans almost anywhere in but um the opportunity also is there because i have a lot of faith in um our our manufacturers i think they i always felt like we’re pulling them into something but they’ve always risen to the challenge and we’re not done in this equipment i believe between you and me and your audience the next real generation of equipment is going to be so far advanced and so efficient that we will if we prepare for that have the opportunity to take on a lot of the home market a lot of the upper end market you know we’re going to do it backwoods and dirty stores we’ve got to we’ve got to put those stores out there that are capable and have a reputation the only reason they don’t do it at a laundry is because it’s too convenient for them to do it at home and as as we we have the opportunity to bite into that market over these next generation over the next 10 years i believe uh and really make this business a difference by getting uh uh better locations and and different operations good policies and procedures you know um when i was in europe i i took some time uh i was i i stumbled in college uh on my career choice uh i was hit in the head by a sense of reality and uh uh i decided i need to think things out so i put a pack on my back and i went the year for europe for 18 months and bummed around i worked right where i could and you know did anything i needed to move uh throughout europe and things at that time i was in germany and uh by the audubon station there was usually a little you know restaurant type thing a little cafe actually and they’d have donuts and rolls and all this sort of stuff and they served espressos and coffees and you would you would wait there you know until it was time for your autobahn to show up and they were little stand-up tables and it was really nice and they were fantastic you know they were so fantastic when i bought a bike shop a little later because i was i went into that business first i actually put those tables in the floor to work on because i just thought that that was really a sociable way of doing quick business you know so anyway um i i i wondered to myself why we don’t have coffee shops like that and it just bothered me a lot of time i wouldn’t end up business and wasn’t interested in it when starbucks came on and i first saw it i just didn’t get it finally somebody figured it out and i sat there and i watched expecting one donut shop after the other to upgrade the stores the donut industry the donut shops just let that market go away from yeah they did thousands of stores across the country i don’t want the laundry business to do that you know when i started in the bicycle business it was just coming to its own too before that they were all dirt shops you know you can’t help smell the rubber when you walk into them but you know i mean they were just dirty and grungy and they’re like you know they repair everywhere and so you know i was really all about really making nice professional stores good displays and all the sort of things from the very geek though so i when when i left the bicycle industry stores really stepped up and they were very nice and that sort of thing and i felt proud that i had a part to do with some of that in the stores that i worked with then i come into the laundry industry a big challenge still yeah yeah i think they actually stink yeah well i i think it was uh i want to say i’m pretty sure it was peter stern who came on the podcast you know a little while back and he made a prediction that i that makes a lot of sense to me i think i agree with it and he he kind of compared it to lawn care right super easy super convenient to store a lawn mower in your garage or a shed or something everybody used to mow their own lawns you know and that was just kind of part of the regular rhythm of chores that that people did and now just about nobody mows their own lawns right there’s at least around here in southern california there’s gardeners doing all the lawn care uh and it’s it’s almost ubiquitous around here right and and he kind of made the prediction of the comparison and saying hey i think in the next however many years it ends up taken laundry is gonna go the way of lawn care uh because it’s just gonna get it’s just gonna make more sense it’s gonna get less expensive for people to do that than to do it on their own they’re gonna buy back their time you know nobody likes to do laundry anyways you know there’s a whole laundry list no pun intended of reasons why that very well could be the case and i think it probably will be the case well yeah i i and i think we’re just on the onset of it so if you’re called to that’s a call to arms for people looking to get into this business and for current owners to upgrade their stores and be prepared for a much greater future and i i i don’t want to see people avoiding getting this business just because they can only get 15-year leases you know i don’t want to see people avoiding this business because they think the challenge and the costs are too great you know i i want people to look at the rewards and of course you know they have to be where have the wherewithal but i want them to be able to take a look at this business for where it’s going and be a part of it and and there’s nothing but prosperity ahead i i can’t think of a better business there’s nothing that’s going to shake it off its ends as long as we’re wearing clothes that have to be washed you know uh and um that’s that’s just a fact of of of this of where this business is going well um yeah go ahead sorry no no please go ahead i was just gonna say it’s a pretty good transition to i mean so your book i have it right here yeah so it’s called the laundromat in american dream business and an entrepreneur’s playground you mentioned it earlier um and i mean you’re talking about how it’s it’s an american dream business here and and all that so i mean let’s flush that out a little bit and talk about you know why do you why do you call it that why did you name the book this and you know like you said there’s i wrote down the quote owners need to need to get prepared for a much better future and there’s nothing but prosperity ahead right i wrote that down because i love that and obviously you believe it you wrote the book on it right so talk a little bit about you know about that i’d love to uh thank you uh for for the plug and and uh uh i certainly loved we’ve been talking about the book the whole time actually right you know i i i there there’s a little poem uh on the back of my book you know it was something i read at a a guy’s business i was selling yellow pages of the sideline one time and he had it there and i copied it down and it’s been on my wall and my belief what kind of life i want to live uh um all my life uh but and it just it means that my my life and work are all blended together nobody knows if i’m working or playing and i’m always really doing both you know and i really do i live in an rv bus i i work whenever i work i do work 24 7 people get emails that were written at 3am and they think what do you do you know i’m working 70 hours a week or 80 hours a week i’m not i work normal amount of hours but i’m always on i’m always ready to take a call from a client i’m always uh thinking uh i can’t help it when i see something you i’m sure you do the same thing jordan it’s in any entrepreneur and it’s certainly in everybody who’s career minded uh that things will trigger thought and and you explore them and things like this so the book is basically a bunch of experience all written down in a way that not only tells you what to look out for and what to look for and what how to how to understand what you’re looking at but it it gives them an insight as to what can happen if they make certain kinds of mistakes uh what are the consequences of some of their actions how do they play the game you know i want i want people to prosper in this business i mean that’s that’s my dedication and chris is too our dedication uh we had always tagged ourselves buyers brokers we’re taking that off we’re dedicated to a better industry that’s what it really is we’re our dedication is to helping one laundry owner at a time create his dream in in light in line and in light of what’s what we see is the future of this business you know we want them to be prepared to take advantage of it and and i believe in community more than almost anything else even though i don’t really live in a community i’ve always moved around i believe in that community you know and i believe that being a part of it is a big part of this business the ones that are you know i mean if there are events you know why not have a free dry event or where all the money goes to this charity that comes into our dryers this day you know what wonderful types of opportunities we have in this business you know you can get uh community leaders on your side and these people deal with low income they deal with the families the sports teams and all these sorts of things it pays to be a little bit active you know if you’re hands off get yourself a good go-to person that manager that is going to care enough and give them these challenges and reward them you know but participate in your community be a part of it when people think about where to do their laundry it shouldn’t come as a surprise when they come to you you should be the first one uh whose mind comes to you so this book is designed to give people uh the incentives and the ideas and and uh the the uh let them see how they go about it what’s available to them you know uh what’s the complications how they need to prepare themselves especially that i don’t like we’re very careful that people have the wherewithal to complete these projects i mean extremely because i’ve seen so many people who weren’t you know we want them to know the challenges they had not just the after they take over but for the next several years going down the road and this book kind of shows people how to do that the entrepreneur’s playground is my favorite part of the book and that’s that we’ve been talking a little bit about that my god use your head you know ray kroc saw a a path for mcdonald’s from the mcdonald’s brothers who had i think three stores or something like that at the time and they they just had really clicked into a pattern in the system that was making sense when he came in you know they they couldn’t advance their thinking and he literally took it away from him because of you know you don’t want to be ray crawford’s dude i mean you want to be ray crocking’s business not not mcdonald’s brothers you know you want to be able to to have a vision and explore it and be dramatic you know uh don’t be afraid uh to uh don’t limit your choices thinking what’s a laundromat you know you don’t know but test it don’t do anything especially anything expensive or permanent that you don’t know is going to work you know and and there and that’s one service that we we provide we bring a lot to the table i can see paths pretty well and i can understand opportunities pretty well and i can see understand the populations very well and i can kind of put them together to see if that you’re making sense or not and i might bring some things to the table that’s kind of stuff that we do for our existing clients and new ones but but use your imagination use your entrepreneurial skills you know i mean um an entrepreneur uh is not somebody that has ideas if somebody has ideas and exercises or somebody that takes ideas and exercises that sees the path and goes there that’s an entrepreneur you know people think it’s the idea guy idea guys are a diamond dozen everybody’s got ideas like i yeah if i could use 10 of my ideas i i’d have to live an extra 100 200 years and i have ideas every day you do too i do yeah you know would it be nice biggest problem i’ve ever had is not exploring all the opportunities i see yeah uh there was a very major manufacturer when they were first starting up in a garage making parts for things for bicycles he’s become um a world known name now you know uh offered me the job mark to to do the marketing stuff i was with chaton bicycles at the time zoned by renault and i was really turned on with what i was doing and i didn’t want to make that change and he brought another guy in and became a very successful company and i i don’t i don’t think it’s right to name it right now but everybody you know this in this listing would know that name now i don’t know that that would have happened if i had been gone on there it might have changed everything for the you negative who knows the outcome would have been but opportunities do come along recognizing understanding what kind of path there is and then deciding if that’s the right path over this this path over here those are the choices of an entrepreneur so um that said uh you are challenged you know to use those skills and those skills mean making it nicer consider and and this is this i stole this example from somebody who i tried to challenge on it but wouldn’t accept the challenge so i sat there thinking dang now he thinks i feel this one but anyway consider you make a bathroom in your laundry you know if you’re gonna have a bathroom in there anyway with a nickel lock or not you’re gonna have a bathroom in your laundry make it as nice or nicer than they have at home put a changing table in there if you have kids in the area or there’s a chance that you’ll need have a chair in there for ladies to sit have the necessities that you need make it smell nice put a plant in it may have a little music pumpkin or if you have regular music then make sure it’s going into the rest make that experience nice because people will avoid laundries with bad bathrooms and if they’re nice and they’re really nice they’ll enjoy the store and sell their tell their friends and you’re gonna gain more customers if that bathroom costs you ten thousand dollars it takes very few extra customers to pay for that for a couple years right yeah absolutely yeah think of these things people almost i tell things that uh laundry owners sometimes and it just baffles me when i get their responses it’s almost like they’re afraid they’re gonna make more money no i’m not gonna do that you know oh they don’t need they don’t care you know i’ve i’ve been in laundries where there’s water on the floor constantly because these leaks and the drains are clogged and things like this how do you do this and he was in a college studies these kids don’t give a damn you know we sold that store and we were told that store let me tell you something i guess they did because a whole lot more of them come in now you know and it’s just it’s amazing that you know you you’ve been in them too and most of your your active uh searchers have been in stores that literally have a that mildew set all the time uh machines are unkept a lot of them are broken down you know i mean i’ve been in stores where they were in that condition and still had customers pointing in where only a few machines are working and we go in there and start jackhammering and they’d still be coming in just an fyi i don’t close the stores typically when we retool me neither yeah yeah it’s a necessity of life you know i don’t want to send make those people go somewhere else so i’ll section off a small section and do you know and work towards it’s uh you know it’s i don’t like closing stores for any reason but anyway so but but they will they’ll come in under the worst conditions and and do their laundry and there’s that segment because they need to you know i’ll be in stores that are just terrible and people are obviously not enjoying themselves and say you know why do you come here and he said i don’t know you know i came here when i was a kid with my mom i just always come here you know people are creatures of habit it takes a little work to get people to come from one laundry to another oh one more thing i wanted to get into is that i’ve i’ve never really run into a situation where a new laundry has come into a market and destroyed another laundry that wasn’t recoverable okay i mean you know the cape i i’ve gone to laundry markets and retooled three stores within a couple miles over a few years and every one of them are doing significantly better than they did before proportionately the same which means they’re running at about 35 percent of reinvestment or better you know so that’s that’s an amazing uh uh thing now how does that happen how all of a sudden are all these stores doing more business in a single market area they had to cut into the market you know the more hamburgers more mcdonald’s they put out the more business they all did right mm-hmm well mcdonald’s doesn’t get scared when jack in the box opens across the street just means more people are going to go to that section to do the work you know don’t be afraid to competition i have people i’ve guided with two laundries on a single uh shopping center you’ve probably run into some of those yourself that i mean it’s not common but you know i can think of a half dozen or more i know of that are like that and even they compete well with each other and get their own segment of the market by taking a look at the others business you know the education in this business is everything the more you learn the more you listen you know uh the better you understand uh people uh this is a shortcut society and the younger people are even more so you know for a good reason they grew up on tidbits of information instead of volumes and and you know you have to check yourself you really need more than that you need to put more time into how you’re going to put your market together how are you going to put your model together rather and how you’re going to implement it and you have to put you you know have staffing that’s that’s going to support it you have to pay whatever it’s going to cost and you have to build a model that supports what it’s going to take to properly you know provide the services that you think the community deserves it’s just that simple it’s all logic you know as beautiful as it can be and as mystical as the ideas can be and as far reaching as some of them might go it’s really very logical as to how you build a model once you’ve established where your base is and assured yourself you’re going to get it you can take it as far as you want i i literally can go into a store i i retooled three months ago and give them new ideas you know i can i i’ll probably never stop as i said sometimes the owner just says uncle chuck i don’t i you know thanks come back in a year i can’t call anybody because the growth potential of the laundry is terrific you know if you know it how did you get it so yeah and that’s i mean i love that because i think to uh you know ideas be get ideas it’s a muscle right so if you stop thinking about your laundromat and looking at for ways to improve it and looking for ways to improve the service you’re providing and all that that muscle kind of atrophies and then it’s hard for you to even you get blinders on right you don’t see the puddles of water that are on the ground you don’t smell the mildew smell you know anymore because it’s just your laundromat right and you’re not looking for ideas on how to improve your business how to improve your service how to improve the customer experience but if you’re training your mind to say okay you know hey where are the opportunities here and i think even more importantly if you can get an outsider’s perspective somebody who knows the industry somebody like you or like chris or like any of the number of other you know consultants or people in the industry who can kind of come in from the outside and say uh hey have you thought about this have you thought about this and you know it’s like anything right when it’s your own thing you get you need that outside perspective yeah that that tunnel vision sometimes you need that perspective to stimulate the ideas again so if you’re somebody out there who you know maybe you’re you’re stagnant in your business or even slightly declining or you haven’t really done anything to your business uh in a while you know i i always try to advocate hey do do one thing one noticeable thing i used the word dramatic earlier i wrote it down i love that do one thing uh every single year to improve your laundromat and to demonstrate to your customers that you are taking care of it that doesn’t have to mean you know you know drop two hundred thousand dollars on equipment every year uh it might one year um but it you know it could mean hey redo the floors put some paint on the wall redo the bathroom you know like look for ideas uh your business so i love i love that you said that and that you’re right you’re an idea farm i like that yeah well that’s it it’s the fact and like i say it’s not i the the book is is really i think the most complete book uh out there as far as going into the details and the operations and how to succeed and and what to look for and stuff but it comes down to the fact that what’s like we said earlier buying a laundry is a process the first step of that process is information you know uh too many laundry owners they get an idea of boy laundry really sounds like a good idea they think about it they think about it and they think about it and then they go out and they start calling on ads you know and i i get them all the time you know when we run ads for listings that we do have you know i’ll get 40 calls you know and three of them might might actually be potentially serious because people just don’t know what to expect and then they when they start hearing some of the horror stories they get scared they walk away whatever the fact is is if you want to get into this business you start doing your education and you start developing your team you prepare yourself you prepare a financial package you know for yourself so you get a lender on board that will give you a a uh some kind of a statement if you can you know that you’re qualified for investments of this amount uh you you get uh you find service people in the market area and start talking to them they might know of laundry’s for sale too you know there’s there’s a process you don’t want to go out and stop shopping london’s you don’t want to be sold to laundromats you want to buy a longer map there’s a big difference you want to make those decisions based on wisdom and performance and education and study and analysis you know you don’t want to buy it because somebody said oh you’re going to make a killing on this you know what’s the biggest false statement you’ve ever heard jordan i you know mine is this yeah the equipment’s older it’s kept in good condition you gotta you’ve got to deal with the equipment it’s got to be kept working move on you know so easy yeah yeah the least comes up in about seven or eight years you know yeah yeah well i i think for me it’s like yeah you know here here’s what your return on investment’s going to be when you buy a laundromat based on this pro forma right well there’s a whole lot that’s got to happen to you know make whatever numbers they’re saying work you know and i see that all the time too yeah i mean there’s yeah exactly uh i i never challenge the center’s uh sellers numbers or words you know with them i because as soon as you do they stop talking to you and i want to get all the information there’s a grain of truth or at least something that will keep me to take a better look at in almost every word they say you know so um you don’t want to to put them on the defense where they’re not telling you things anymore so just listen you know our diligence system if you if they use that they will not be full they’ll know that laundry much better than the seller did i that’s a guarantee we make you know i mean you will know that store thoroughly you’ll know the the problems and you know the challenges i had you’ll know that you you you can deal with you know i mean for the for my entire life i’ve i’ve always been a risk taker i’m very i have a very solid center jordan but i’m a big risk taker and things that i choose to do and i have one checkpoint i say you know what’s you know what’s the worst scenario can i handle it is it worth it so it’s three thoughts take me there you know and and then i you know i try to live my life on the basis of ability guts and performance you know you put those together pretty pretty challenging you know yeah i mean i love that kind of rubric to to work through making a decision on whether you’re going to do something and i think you know i think even just you know if you’re somebody like i i’m sure you do too i have i do consulting calls all the time with people who are like man i’ve been thinking about buying a laundromat for 10 years or you know whatever i’m like why haven’t you right and you know there’s a litany of reasons but uh but yeah i mean if you’re somebody who’s sitting on the fence like that first of all just know there’s nothing wrong with that right if that’s you that’s you and that’s where it is so that’s there’s nothing wrong with that but if you’re trying to actually if you have some goals that you’re trying to accomplish it’s going to require you to take some action right and it might require you to take some risk but going back listen to you know that rubric that chuck is talking about and put yourself through that rubric right like if you’re thinking about buying a laundromat you know ask yourself the three questions right is that what were the three again is it huh what what’s it gonna cost what’s what’s the worst scenario if i do this uh what’s it gonna cost and is it worth it worth it yeah exactly and you know put yourself through that rubric and if you can you know kind of check off those three questions and and have a good understanding of that then it’s time to start taking some action maybe that action is you know call and check up or find a consultant or or well that’s what we recommend yeah absolutely absolutely which by the way yeah if you take that if you take that i’m sorry jordan if you take that and and you you uh um you know you check your abilities make sure that you’ve got everything in place you prepare yourself and you have the guts then it’s all up to you to perform it and that that that is the combination that will get you there you know it’s good thorough planning you know uh uh shrewd but fair negotiations and and a good plan of attack and implementation you know i mean those are those are the things that people have to do too many stop at the beginning a lot of people once they think they want a laundry uh they just want to buy a laundry but it was tough you know when i wanted a motorcycle i went up on a motorcycle i didn’t you know i i i mean you know we’re all that way to some degree but this is business you know you’ve got to you’ve got to stop yourself and check yourself a little bit and you’re putting a lot on the line this is not an easy business people put their life savings in these businesses so uh you know you need to be cautious so and you can’t lose that life savings too yeah you don’t want to just take a statement and and listen to that real real nice guy and think he’s just telling you everything there’s always more to know like i said i’ll learn i learn from everything i do and i learn new stuff every time i repeat it you know and that’s what learning is uh and i understand things differently and better which leads to new questions so you know i i encourage people when they’re searching it’s it’s not the amount of time you take it’s how you spend it and when you buy a store you know plan on six months of of real model building in hands-on model building performing your plans you know training your staff too many people just hire people you know the way they treat your customers will make a difference in your business the policies of things that they do and procedures your employees will be happier you know you pay whatever it’s going to take to employ to get the right staff and replace you know you just continually replace them until you get a team and then you can you’re free to pay a little bit lower wage to the new ones that come on after that you know but you’ve got to have that in place that’s everything if you if you don’t you won’t have that hands-free experience successful you know you’ve got to have a team or at least you know smaller laundry it may just be a go-to person who spends maybe three hours a day there you know in divided ships however the model uh occurs we we explain what the model breakdowns are in the book too uh but you know the thing is is it is that you’ve got to have everything lined up and you have to exercise it those first six months don’t necessarily require physical time you know it requires mental thought focus planning learning more more education and having the team ready to carry those things out you know when we reach all store i i only go to it four or five times during the course of the retail that’s all i need i know who i’m dealing with the contractors and i know what they’re there they do we can answer most of the questions wherever we are there are videos and things like this so chris who my partner and brother and son-in-law who who uh works with me owns and operates a family laundry he and his dad own a very nice store that we retold years ago because nobody would touch it and we did and it’s been been uh profitable for a long time now he goes in there twice a week and he spends two to three hours a day and he always jokes because i give him a hard time but he said you know he says yeah i know if check went in there he’d be out in an hour you know and that’s just the fact you don’t have to spend a lot of time there in fact with card systems you can go in once a week although i like two weeks two times a week visit myself i i you wanna talk to your employees and you know a few things you’re on the pulse a little bit yeah right but but boy those cameras are beautiful i want good camera and i want to be able to communicate in with them you know if i see something happening i don’t like say the police are being called you know especially in self-serving stores i love cameras and i i i’m very good at managing employee via camera i’ll call call every employee on staff at one point or another during a week or two and ask them something about what’s going on right then at the store say you know i notice the guy seems a little confused back there by the door can you go check on him for me they they i swear one of them asked me so you don’t have a family in the bathroom do you guys of course not that they were being watched 24 7. but truthfully i go on cameras a couple three times a day only takes four or five minutes and i check it and these are stores that i oversee for people i i oversee several or you know give oversight rather i should say to several laundry owners uh some i’ve dealt with for a long time and i keep an eye on their store i keep they give me their numbers so i can see when it’s time to promote it and they keep me informed of what’s going on so we kind of continually work together to keep the store going forward and i have a store that we’ve retooled uh we retold uh partially and then fully and now we’re bringing in a couple of uh super size 135 pound washers into it so every we get it to a point you know like i said i don’t like to do things basically i like if i’m going to put in those 20 and 30 dollar machines i wanna make sure that they’re gonna perform right so we that and uh we made the space and and uh so you know uh the growth of the laundry can continue three years down he might not talk to me for a couple years or something like that if you you know if he starts going along he’s done all he’s willing to do he says uncle you know and then sometime down the line he he’ll call back and you know we’ll go over it we’ll come up with the next kind of attack and that’s just you just keep it going that way you know and that’s good because as long as laundry owners i just said they get tunnel vision um they stop they stop appreciating the the asset they have uh and this sort of thing a little bit and uh they need a tick in the rear end they need to see the opportunity again to get excited and as you say i think every year at least you know i like people to look at their leases every six months and i like them i like them to follow their numbers continuously and and our clients we like them to send them to us weekly you know i look at weekly numbers for about 11 stores right now you know and just just kind of see how they’re doing and the beauty is this is that there is a there’s an absolute balance to how a store should perform you know and if you go into a store that’s uh uh you know messed up and stuff you’re gonna see the turn levels all over the place you know you go to the store after we did it there’s a perfect balance and it’s seasonal adjusting around the center right i never use 30 pound washers in the store you know people are creatures that have you’ve got to have a lot of the same washer you know enough of them to satisfy the market during the busiest time if you split 30s and 40s you know you know so if you get into 50 machines some more you can then you can start thinking about having both in but it’s one of the other 40s make more money so i put those in but you know so there’s a way to develop stores that are logical uh you have to understand the market and and then you you can grow seven or eight terms in any of my store and there are ways to do it by you know uh promoting and manipulating certain things we’re able to keep those numbers going forward for a long long time awesome well i mean this there’s been so many like crazy nuggets and in fact the book is the same way there’s just so much in there uh it’s like stuffed to the covers so i’m going to ask you about how people can find that in a second not yet uh we do have a couple segments i want to run by you i think anybody listening to this is going to be interested in hearing your answers to uh these uh questions so segment number one is called secret sauce [Music] and here’s here’s what secret sauce is what what’s if you had to give and and there’s gonna be a lot of it depends on the scenario on this but it’s good to give one kind of general piece of advice to laundromat owners something that can help them maybe take their business to the next level uh what piece of advice might you give well as a basis you know it’s it’s the well-known you know safety cleanliness minimizing deferred maintenance keeping the lights on and keeping it smelling good you know just the basic operational stuff the real sauce going forward you know is in staffing you know i’m convinced that having staff will add at least one half turn to almost any laundry you know if it’s staffed and you have the opportunity for bringing in more ancillaries and providing additional services with staff i think i think laundries need to face the facts that now this is a big market uh uh jordan with a lot of different areas and a lot of different operational requirements there’s certainly places where the self-service laundry uh will last forever you know there’s always room for them the uh uh and and there are areas where they don’t they can’t justify replacing equipment they’ve got to keep them going because the water fees don’t help and the market’s just not that expensive there’s always those those sidelines but for most most markets if you’re in a populist area you know you need to to beef up the staffing even in a self-service line and in the book i have i have examples of how you can do it but i believe that a self-service laundry requires 10 percent of the income should go to staff and i i believe that’s true in almost every situation now if something in the market area requires additional staffing then you either got to raise your prices added ends larry’s or or increased turns in order to justify it but the base model levels should be sustained with a 10 staff cost um and and and other things will pay any overages to that now with that you can have somebody there three or four hours a day depending on you know what you’re paying in different areas uh and that’s not bad coverage that means that place is always going to be clean people know it and it means that during the busiest times the day there will be a presence for maybe an hour you know or so so the people know that they’re being taken care of the trash is being picked up somebody said hi and smile you know i mean these things go a long ways and if you’re in an area where you’re you’re in larger stores you know and you have a greater opportunity you’re fully staffed or eight hours a day or whatever i mean these things have to be worked out staffing is is really one of the key um issues facing us going down the road uh along with paying higher rents and getting into better market spots staffing is the next step in professionalizing your business into going mainstream as i said earlier and i don’t know if i even finished it because we got sidetracked but you know this business has always relied on the uh low income and rental business you know but the majority of the population that doesn’t use our services as much as our target you know uh so you have to put in the the things and conditions and uh that are going to attract those people and uh and that’s where the real prize is you’re not going to do that without staffing people won’t feel safe no matter how much you keep the store clean if there’s not somebody there there’s always going to be an element coming into a laundry we can’t be keep people out you know um uh if you have homeless situations there are ways of dealing with the homes go to laundry cares for one you know they have some good programs that i believe in very strongly and and also you know we have our own systems uh that we’ve dealt with these situations a lot you know let’s face it we go into retools and some batteries i’ve had to deal with game problems and that’s a lot much harder still but we it’s still magical still now uh but um you know um but but when you get that base level and then you’re really ready to explore you know once you get the place where people are appreciating you you can increase staffing as you increase business you know now you’ve gotten to a point and then you then you you can go idea crazy to bring people in and if you run out of them give me a call oh yeah we got problems or call jordan you know yeah we got the human idea farm right here we are idea farm that’s right uh awesome i mean i think that’s great secret sauce i love the the staffing angle and i think it’s only gonna get more important as we go forward like you said like the opportunities going forward a lot of that has to do with creating uh ex experiences or uh in in positive environments and and uh you know and and that kind of came out all throughout even like in your create a nice bathroom talk right it’s like this environment this experience um and and also the service element of what we do it used to be like hey these things were empty all the time and uh people just kind of came and went as they went and there are still you know that model still does exist however even in that model like you wanna hire somebody yes who’s gonna do a good job at cleaning when they do come in and clean but also who’s gonna do it with the smile i had a i had a cleaner one time she was feisty and i rolled up one time she did a great job of keeping things clean and was nice most of the time to people but i rolled up one time and she is just yelling at the top of her lungs at a customer and i was like what is happening here right like it it makes a difference if you have somebody who’s good um in helping you create that environment and also um you know adding that service element whether even if that’s just in a unattended self-service laundry model there’s still a service element there um where you know they’re going to be interacting with people so that was great advice no it is you know and you’re right you didn’t see experience and if it’s negative then you know chances are people won’t come back you know their friends get things you know like i talk a lot about branding and perception you know and and i mean everybody’s on a branding kick right now branding themselves branding this man what is branding really branding branding is perception branding is creating a perception perception is basically three things right perception is what you see okay and what you’re told to see or or or you know led to see and what you can’t ignore those are the total elements of perception so if you over brand and you don’t live up to it then the third element will come in and blow you right out of the water you’ll get negative reviews and everything else you don’t want to over brand you want to brand sincerely but you want to brand loudly you know you want a brand significantly enough to attract the population that’s available to you you know uh and but then you want to live up to that brand so you know it’s all about those those uh three things what you what you physically see what you’re led to see and what you can’t ignore and keep that in mind in everything that you do and uh making these laundries better and that sort of thing i think that’s a real key thing to understand but it’s all about that people people see themselves as inferior when they use inferior types of businesses in places to do their business there’s they feel stereotyped even if they you know they’re quite comfortable there they’re still stereotyped oh you use a you’re a renter oh i i’m in in this in the wintertime i’m i no at a resort where a lot of the people own the space and i keep debating it just doesn’t make sense i mean you know really when i look at the future here it doesn’t really make sense so there’s an element of those people that look at the rest of us who lease spots for six months or so like oh you’re not an owner you know like this so but that’s that’s just the way things are you know make yourself make your customers feel more important by giving them a place where that when they come there they’re not feeling in strength it doesn’t stink well i have to go there i don’t have a washer and dryer no oh i go there i mean i always enjoy myself i’ve met great people there smells good music’s good you know they’ve got games and stuff to play and you know uh i mean it’s a whole different thing or you know sometimes i’ll leave it and they’ve got this deal where i can put it in the washer and come back and it’s all folded and i pay a little bit less for the than the fluff and full because of it you know and i like to wash my own clothes anyway you know i mean these sorts of things you just you have to understand if you’re looking at what they’re experiencing you know then you’re going to grow something and build something that’s going to to enhance that right if it’s paying off well they really like that i’m going to do it again you know and it’s just that’s just it’s there’s no magic to it it’s just a you feel it you feel it inside yourself that these things is timely don’t ignore those feelings it’s the you’re being told something by yourself you know uh it’s time to you know this place thinks i’ve got it i’ve got to take this out you know one of my favorite shows is bar rescue and yes i’d love to be able to treat some of my clients the way he does but i’m not painful you know because really you do have to change the person’s thinking sometimes yeah they if that’s the biggest challenge you can change a place to make it beautiful but if they’re not on board you know if they don’t get it if they’re not you know tracking with you it may just be an added expense to their their their proposition you know we try to engage and encourage our clients in those regards i want to know that the people are up for that right before i take him there you know what i’m throwing up in the backseat my car so you know it’s just it’s just the way it it it is so um there’s just a lot to it it’s it’s a wonderful business the sustainability of it and the potential and and the creativity that the lens itself um is limitless this can’t be involved for 37 years and let me tell you you know it’s not my scenario to own property and phone laundries and things like it’s my my my place is getting things done moving on following up moving on i like change you know people see me throughout my life that i they half of them never recognize me until i open my mouth because i’m my appearance changes i’ve been huge before you know i had long hair short hair uh a beard no beard i like change change stimulates me keeps me going and and um business is like that you keep it if you keep it changing and improving uh it’ll last forever yeah i love it rv life is perfectly suited for you uh then with all that change uh okay so our next segment that we have is called pro tips pro tips and pro tips is for maybe the person getting into the business for the first time what piece of advice would you give to somebody who’s maybe looking to buy their first laundromat well um i’ll tell you quite frankly don’t go out start shopping laundromats right away you know the biggest reason why newbies don’t don’t perform or don’t buy a laundry isn’t because they lost interest in the idea it just became too complicated and and and maybe they got stepped on a couple of times you know if you go if if you’re in an active market which it is right now and expected to continue to be with the exception of maybe a bump or two because of financial situations over these next several years it should be an upward market so in an active market when you look at a laundry you have to be able to recognize whether or not that has a path for you quickly you can’t you can’t bounce around for two weeks you know when when when laundry’s come available you’ve got to be able to to be ready to perform quickly and then you have to know how to invest you have to be able to be confident that you’re going to be able to investigate the things necessary what laundry should you stay away from none of them ones that obviously are going to be too small or too big but but you know if it looks like it’s going to fit in your budget you should look at everything see what path it has too many people you know take a look at the problems and they just they don’t know how to get it there the real the fact is is that every store is going to have those same problems to a degree or another you know so don’t be afraid of of the problems look for the opportunity and if you’re not if you’re not going to be able to do that then you’re probably in the wrong business nobody should enter this business so in any kind of a serious way expecting they’re never going to reach a laundry or have to replace equipment or have homeless issues they have to be ready to accept those challenges so they have to be prepared within themselves and that’s the biggest mistake that people make and that’s the thing you want to avoid as i say get yourself prepared get yourself understand your financial wherewithal very very well okay this is a big place people make mistakes they bury themselves into something they’re not going to be able to perform on they dance around and waste a lot of people’s times while they’re looking for money and things like this and let me tell you brokers don’t have time you know a broker is quite different than a than a consultant uh there’s it’s a it’s a whole different role people should understand what that is uh a broker’s not there to teach you he’s essential he brings product to market and he guides you through it he gets all the information you need but is he the one that should tell you how to operate the store and how much of an investment you’re going to need and what the deferred maintenance is or not well there are some that are capable of it but whether or not you want to rely entirely on on somebody that has that motivation that’s why we don’t do the brokerage that we used to i could easily do both you know and be very effective at it jordan don’t because it creates a cloud of of doubt in our client’s mind so we forfeited so we we because our credibility is everything being trusted is the most important thing so at any rate prepare yourselves uh uh uh get to know about business and what what you have to watch out for and by all means go out to every laundry in your area and and get to know we we have a report that is is really important to get started with because it gives you all the information you need to get you get more and more each time you visit it don’t don’t rely on the mark of the stores that are on the market only you know you need to just get out and look at all the stores um and and search effectively and then be able to recognize it don’t get overrun because you’re not ready you know as brokers if somebody comes to me and they say i’d like to i went over that story you told me about i really like it i want to buy it you know it’s a meaningless statement if they’re not prepared in my eye i can’t sell it to you our our policy is simple you know we we only represent our own clients so if you’re going to buy a laundry and we’re going to represent you as a buyer you have to be a consulting client because it’s too much for me to tell you and it’s too likely i’m going to tell you stuff that’s going to make you change your mind and as a broker i can’t even afford to do it right you know broker would right it’d be crazy i mean they’re going to tell you what you they’re not going to be dishonest with you but you know they’re not going to say well you got to really watch out for this down the road and stuff they only go so far you need to know all these things so it makes sense to have somebody else on your team in addition to that broker who’s bringing you and supplying it your broker can help with diligence but you have to know what to obtain and whether or not you’re getting the right information and things like this you know you have to understand that during that diligence period you have to see 10 years 15 years down the road you know people are too short-sighted uh that’s a problem bigger today than ever you have to be able to say this business is sustainable if you make it so and in order to do that you’ve got to be able to look 1015 down the road what can i expect what’s it going to cost what will be the benefits is it worth it you know back to that old you know the scenario that we talked about earlier you’ve got to be able to analyze those things as you go through the experience you’ve got to know what you’re going to do with the store what it will generate and there’s going to be sufficient and you have to know what the costs are you’ve got to know what the deferred maintenance is this is the biggest mistake people make they don’t they don’t look at enough there’s many many things uh when you see our diligence list and our our upcoming uh new diligence package that we’ll be selling it is income passing you know uh and the biggest uh uh uh one person we have a a marketing person that’s come on staff and uh she’s looking at laundries for herself and she said you know i really love this this is fantastic i tell you something but it scares me how do i get it how do i get all that information what we tell you in that package she just saw a pdf but in the actual package it will actually have comments sections and everything else and we have guidance for it but we’re going to do that another time but there the the amount of diligence you need to do is extensive it doesn’t mean you’re going to get this guy to correct everything the seller likely will not correct the majority of what you find but you need to know you’re going to have to yeah and if it’s going to be too significant you need to take that into consideration in your valuation you know after diligence there’s to be a re-evaluation based on facts so uh you know and that that’s the way it should be um this is a wonderful business yeah i love every minute of it and uh as you can guess i could talk about it all along you keep going and which is why i which is why i think it’s great i that you know and hopefully we can get chris to join us too but we’re going to do a webinar and you know if you’re interested in coming to this webinar uh check out laundromat resource.com events and that’ll be uh posted there chuck i got a couple questions for you we have called recommended resources but i want to customize it for you specifically so first question of recommended resources is if anybody wants to pick up your book what’s the best way that they can find it and again it’s called the laundromat an american dream business and an entrepreneur’s playground how can they find that well we haven’t started to promote it yet but we are starting right now so it’s hard to find through the search engines unless you put in the laundromat by chuck boats and then it’ll come up it’s available at amazon the other sites however i’ll link it too uh for anybody who wants to buy it yeah it’s best to go to our website and buy it there we give away a lot of information we have weekly webinars uh for for especially designed really for the new laundry uh uh buyer we encourage you to come to those uh we have them weekly uh and if you go to our website and that is pbi laundry.com uh the acronym stands for my old and instill existing brokerage business post business investments so it’s pbi laundry dot com and uh the book is available there uh i think it’s 49 or 47 or something like that and uh you can sign up for the webinar if you like and be by all means read some of the things i’ve written and some of the things that we do we provide an area of services from one hour up to full full term we our most popular uh program uh is a uh an acquisition package that does not end until you’ve actually acquired a laundry even if you go off market for a year so you can come back and utilize it and uh and it includes uh all of the activities around due diligence uh there’s a kit you need to buy for that that’s not too expensive but it includes the entire thing no other expenses and we’ll get you there you know no matter what it takes because once we sign you on we’re dedicated you can also buy our time in hours uh if you don’t need as much um and we have other packages as well so by all means get the book at pbilandi.com um and um you can reach me directly at chuck at pbi laundry dot com or chris at chris pbilandi.com awesome and i will include links to all of those things i’ll include a direct link to the book i’ll include a link to pbi laundry.com i’ll include your email addresses all on there and everything so if you want to get a hold of chuck you will have the ability to do so if you want to pick up his book and check it out it is filled with uh nuggets of information all throughout uh it’s like uh the pot of gold at the end of the rainbow there and so you know you’ll be able to grab that and uh if you want to check out some of the other kits that there they have now and that they’re also putting together there’s more kind of coming out a big one coming yeah so you can uh you can check that out too we’re coming out with a full do-it-yourself kit which includes all the tools necessary including the due diligence kit uh and the model building kit and build your advanced model yourself with all the uh guidance necessary as far as how it how the operations work and how to get information and then tobacco uh that’s included and then we also will be backing that up with our consulting if you like uh as far as guidance into the more specific areas analysis and uh any any particular questions that you’re not sure how to deal with or want a second opinion on so i think that package will allow the entrepreneurial reminder person who doesn’t want to be led to be able to do it himself and still be assured that he’s doing it right and getting the right guidance um you know we’ve we’ve shown this to the lenders they love it and uh um uh you know it will be a i believe a real big thing uh going forward this will be the way to get into the business um i think from now on so we look forward to we’ve got a couple other big things coming uh uh that we’ll get into in our next conversation too and uh uh in addition to our our kits and that sort of thing awesome chuck this has been incredible i appreciate you taking the time uh i don’t know wherever you’re at where are you at right now i’m up in a little town called iguanga which is actually uh off of highway 79 about 20 minutes from uh about a half hour from temecula and uh 45 minutes to palm springs okay you’re localish i’m on a on a a big 15 uh uh whole golf course uh and extremely comfortable beautiful beautiful spot to spend i’m too far away from anybody to go away and do anything so it’s just it’s wonderful to work relaxing in this environment well you know what you’re not too far away to get out of my reach so i appreciate you spending the last uh you know a couple hours or whatever it’s been now uh hanging out with me sharing your story sharing all this wisdom and information and again pbi laundry uh dot com yeah dot com right and again all those links will be in the show notes or if you’re on youtube they’re down below in the description chuck thank you again man can’t wait to talk to you soon and looking forward to you anytime jordan you enjoy it thank you have a good day you too a lot [Music] all right i mean if you made it this far you maybe had to listen to that thing in chunks but if you made it this far you know chuck knows this stuff and hopefully you got a lot of really good a lot of really helpful and useful things out of that episode i’m sure you did uh for me personally remember man put this stuff into action for me personally one of the quotes that i wrote down i just want to share with you is owners need to get prepared for a much better future there’s nothing but prosperity ahead so prepare yourself for a much better future in this industry love it chuck thank you again make sure you come join us for the webinar on march 24th that’s 2022 when this is coming out and if it’s past that date past that time that webinar and all of our webinars that we’ve done are available to pro members um so just sign up for a pro account there and go to the pro member hub and you can get to the webinar archive there um and see that webinar and all the other webinars we have a ton of webinars included there all right cool we will see you guys next week on the podcast for show 89 peace [Music]
