Welcome back to the essay 
Welcome back to the essay 
Weekly Talk show Mike Allen 
Weekly Talk show Mike Allen 
here with cohost Cody Owen and 
here with cohost Cody Owen and 
special guest Dylan Rothenberg 
special guest Dylan Rothenberg 
of uh originally Sudbury 
of uh originally Sudbury 
Ontario, but now of Kingston 
Ontario, but now of Kingston 
Ontario up in the north, so uh 
Ontario up in the north, so uh 
don’t I go way back he was 
don’t I go way back he was 
actually probably the first 
actually probably the first 
simple growth automation 
simple growth automation 
clients so uh we’ve known known 
clients so uh we’ve known known 
each other quite a bit and uh 
each other quite a bit and uh 
talk some serious business and 
talk some serious business and 
particularly around snow 
particularly around snow 
removal. so the time we get 
removal. so the time we get 
into right now um doesn’t 
into right now um doesn’t 
really seem like it’s ready for 
really seem like it’s ready for 
snow but if you’re in the north 
snow but if you’re in the north 
or northeast uh right now, it 
or northeast uh right now, it 
is. The time you wanna start 
is. The time you wanna start 
thinking about snow removal 
thinking about snow removal 
contractor renewal and 
contractor renewal and 
marketing if you haven’t 
marketing if you haven’t 
already so I’m gonna probably 
already so I’m gonna probably 
suggest you behind the eight 
suggest you behind the eight 
ball already. so we thought it 
ball already. so we thought it 
was no better time to bring in 
was no better time to bring in 
the expert of all things, snow 
the expert of all things, snow 
removal and uh disruptive as 
removal and uh disruptive as 
well uh of different 
well uh of different 
technologies and equipment that 
technologies and equipment that 
uh Dylan had been using in his 
uh Dylan had been using in his 
company. Max Lawn care so uh 
company. Max Lawn care so uh 
dealing with people haven’t met 
dealing with people haven’t met 
you before if you wouldn’t mind 
you before if you wouldn’t mind 
just giving a little background 
just giving a little background 
on how you got into the uh 
on how you got into the uh 
lovely world of landscaping and 
lovely world of landscaping and 
particularly snow removal and. 
particularly snow removal and. 
Sudbury Ontario Yeah. So it’s 
Sudbury Ontario Yeah. So it’s 
uh definitely a unique segment 
uh definitely a unique segment 
to be in for sure uh long 
to be in for sure uh long 
hours, but basically I started 
hours, but basically I started 
out with just a landscaping 
out with just a landscaping 
company We eventually uh 
company We eventually uh 
especially being in Sudbury 
especially being in Sudbury 
where we get uh 250 plus 
where we get uh 250 plus 
centimeters uh a year on 
centimeters uh a year on 
average, it was just um the 
average, it was just um the 
logical solution to roll into 
logical solution to roll into 
snow removal eventually uh 
snow removal eventually uh 
kinda picked off uh picked up 
kinda picked off uh picked up 
fairly slowly but as we started 
fairly slowly but as we started 
dialing in our services, a 
dialing in our services, a 
little bit better that was the 
little bit better that was the 
most explosive part of our 
most explosive part of our 
business and um by the end of 
business and um by the end of 
it before. My business actually 
it before. My business actually 
that was probably about sixty 
that was probably about sixty 
to 70% of our actual total 
to 70% of our actual total 
revenue. um so, yeah definitely 
revenue. um so, yeah definitely 
use some some pretty unique 
use some some pretty unique 
equipment uh at least for our 
equipment uh at least for our 
market, It’s becoming a little 
market, It’s becoming a little 
bit more and more popular now 
bit more and more popular now 
with our uh tractor snowblowers 
with our uh tractor snowblowers 
and and stuff like that. But 
and and stuff like that. But 
I’m sure we’ll we’ll get into 
I’m sure we’ll we’ll get into 
that a little bit deeper. Yeah. 
that a little bit deeper. Yeah. 
and that’s something that uh to 
and that’s something that uh to 
be honest, I had never really 
be honest, I had never really 
seen uh until I saw uh I 
seen uh until I saw uh I 
believe it was protex uh snow 
believe it was protex uh snow 
warriors or something like 
warriors or something like 
that. it was uh a documentary 
that. it was uh a documentary 
they did it was the Vine 
they did it was the Vine 
Company up out of um I’d be 
Company up out of um I’d be 
Quebec Canada. And they had 
Quebec Canada. And they had 
kinda revolutionized the way 
kinda revolutionized the way 
they plowed snow up there and 
they plowed snow up there and 
they get so much freaking snow 
they get so much freaking snow 
that you can’t plow because the 
that you can’t plow because the 
mountains of snow literally 
mountains of snow literally 
twelve to fifteen feet on each 
twelve to fifteen feet on each 
side of the road and the 
side of the road and the 
driveway so they went in and 
driveway so they went in and 
created this inverted uh snow 
created this inverted uh snow 
blowing opportunity and a lot 
blowing opportunity and a lot 
of guys like yourself um about 
of guys like yourself um about 
the same time jumped on to that 
the same time jumped on to that 
And now in the states, it’s 
And now in the states, it’s 
probably not that uh well 
probably not that uh well 
adapted so if you’re looking to 
adapted so if you’re looking to 
actually see what this looks 
actually see what this looks 
like here, I’ll actually blow 
like here, I’ll actually blow 
up my screen and then we’ll get 
up my screen and then we’ll get 
into the content but uh if 
into the content but uh if 
you’re watching live on the 
you’re watching live on the 
Facebook here or uh listen to 
Facebook here or uh listen to 
the podcast, it’s worth 
the podcast, it’s worth 
checking out the live stream 
checking out the live stream 
here because it’s. Very 
here because it’s. Very 
interesting, what this actually 
interesting, what this actually 
looks like here so you can 
looks like here so you can 
kinda see it. uh here’s Dylan 
kinda see it. uh here’s Dylan 
standing in front of a couple 
standing in front of a couple 
of the tractors that he owned 
of the tractors that he owned 
uh in his business, but um 
uh in his business, but um 
really interesting in the back 
really interesting in the back 
of the snow blower, just an 
of the snow blower, just an 
inverted uh snow blower that 
inverted uh snow blower that 
drops down and shoots 
drops down and shoots 
everything else out. So uh it 
everything else out. So uh it 
allows you to move a lot 
allows you to move a lot 
quicker and we’re gonna talk 
quicker and we’re gonna talk 
about the benefits and 
about the benefits and 
disadvantages of actually 
disadvantages of actually 
attract your mounted 
attract your mounted 
snowblowers well and if you 
snowblowers well and if you 
look in the links of the essay 
look in the links of the essay 
weekly here on the Facebook 
weekly here on the Facebook 
live Um there is an additional 
live Um there is an additional 
article that Dylan has been 
article that Dylan has been 
featured in Snow magazine the 
featured in Snow magazine the 
three keys to revolutionize 
three keys to revolutionize 
your markets so in this. Dylan 
your markets so in this. Dylan 
was kind enough to break down 
was kind enough to break down 
uh through the main things he 
uh through the main things he 
did to differentiate himself in 
did to differentiate himself in 
that market and pretty much go 
that market and pretty much go 
out and dominate so uh have a 
out and dominate so uh have a 
little added bonus content of 
little added bonus content of 
there. Yeah, let’s drop the 
there. Yeah, let’s drop the 
link to that article again. I 
link to that article again. I 
think you gave everyone the 
think you gave everyone the 
link to join our broadcast. Uh 
link to join our broadcast. Uh 
yeah I did didn’t I yeah 
yeah I did didn’t I yeah 
welcome to the show everyone 
welcome to the show everyone 
welcome to the show. Alright, 
welcome to the show. Alright, 
here we go let’s have allowed 
here we go let’s have allowed 
to handle the technology here, 
to handle the technology here, 
so I appreciate that Cody 
so I appreciate that Cody 
Alright, so we’ve got that and 
Alright, so we’ve got that and 
that should be in the notes 
that should be in the notes 
live here uh in a few minutes 
live here uh in a few minutes 
so we’ll see what else is 
so we’ll see what else is 
joining the show. It’s a 
joining the show. It’s a 
special guest in a few minutes 
special guest in a few minutes 
um but I guess the first thing 
um but I guess the first thing 
Dylan I really wanna talk about 
Dylan I really wanna talk about 
here is uh marketing and one of 
here is uh marketing and one of 
the things that I was really 
the things that I was really 
impressed with you right out of 
impressed with you right out of 
the gates when we met was your 
the gates when we met was your 
approach to marketing. so would 
approach to marketing. so would 
you mind breaking down how you 
you mind breaking down how you 
wanna actually marketed your 
wanna actually marketed your 
snow removal services and then 
snow removal services and then 
did it transition and did? The 
did it transition and did? The 
type of marketing and the 
type of marketing and the 
content from when you went to 
content from when you went to 
uh snow plowing with actual 
uh snow plowing with actual 
trucks to the actual um 
trucks to the actual um 
tractors was there was there a 
tractors was there was there a 
difference uh play on the 
difference uh play on the 
marketing there? Yeah. So when 
marketing there? Yeah. So when 
we first started marketing it 
we first started marketing it 
pretty heavily uh we were just 
pretty heavily uh we were just 
doing the plowing and the thing 
doing the plowing and the thing 
we kinda found was there was a 
we kinda found was there was a 
wide range of people were 
wide range of people were 
charging for a driveway or a 
charging for a driveway or a 
lot. um commercial lots are 
lot. um commercial lots are 
gonna differ entirely. uh you 
gonna differ entirely. uh you 
most likely need to um do a 
most likely need to um do a 
specialized quote. But we 
specialized quote. But we 
really wanted to have like 
really wanted to have like 
simplified upfront pricing for 
simplified upfront pricing for 
our residential customers and 
our residential customers and 
kinda change the conversation, 
kinda change the conversation, 
where instead of their calling 
where instead of their calling 
for a quote. They don’t really 
for a quote. They don’t really 
know when you’re getting back 
know when you’re getting back 
to them, they had already seen 
to them, they had already seen 
all of our content on our 
all of our content on our 
website on our postcards door 
website on our postcards door 
hangers whatever that might be 
hangers whatever that might be 
and they could already kind of 
and they could already kind of 
place where they were in the 
place where they were in the 
pricing structure and they were 
pricing structure and they were 
calling us more to maybe ask 
calling us more to maybe ask 
one or two final questions and 
one or two final questions and 
then actually sign up for the 
then actually sign up for the 
service instead of a week or 2 
service instead of a week or 2 
week long estimate and finally 
week long estimate and finally 
getting to sign-up process so 
getting to sign-up process so 
when we are able. To kinda turn 
when we are able. To kinda turn 
on the jets when it came to 
on the jets when it came to 
marketing, we were able to 
marketing, we were able to 
actually accept much more 
actually accept much more 
customers rather than have it 
customers rather than have it 
be a big burden on our office. 
be a big burden on our office. 
That was kind of the very 
That was kind of the very 
initial starting of it when 
initial starting of it when 
we’re still doing the actual 
we’re still doing the actual 
plowing um basically everything 
plowing um basically everything 
it kinda changed. We were 
it kinda changed. We were 
growing steadily but nothing 
growing steadily but nothing 
really to write home about I 
really to write home about I 
when it came to the snow 
when it came to the snow 
plowing the minute we got the 
plowing the minute we got the 
tractor uh basically everything 
tractor uh basically everything 
had changed. there was actually 
had changed. there was actually 
already another company in our 
already another company in our 
market that was well capital. 
market that was well capital. 
Had purchased several uh very 
Had purchased several uh very 
nice brand-new tractors before 
nice brand-new tractors before 
us, we’re kind of a little bit 
us, we’re kind of a little bit 
late to the jump in our 
late to the jump in our 
relatively small market uh but 
relatively small market uh but 
the the service was so unique 
the the service was so unique 
and so different compared to 
and so different compared to 
all the plowing companies that 
all the plowing companies that 
uh with the right marketing, 
uh with the right marketing, 
we’re actually able to explode 
we’re actually able to explode 
that segment. so we started off 
that segment. so we started off 
with just like the regular uh 
with just like the regular uh 
Facebook ads, Google ads and 
Facebook ads, Google ads and 
stuff like that um and I 
stuff like that um and I 
thought it was interesting to 
thought it was interesting to 
note that uh our best 
note that uh our best 
performing Facebook ad that we 
performing Facebook ad that we 
ever had. We tried you know. 
ever had. We tried you know. 
Discounts catchy little phrases 
Discounts catchy little phrases 
whatever that might be we’ve 
whatever that might be we’ve 
even tried. radio advertising 
even tried. radio advertising 
stuff like that, But the thing 
stuff like that, But the thing 
that perform the best that I 
that perform the best that I 
found this kind of unique was 
found this kind of unique was 
literally just a video about uh 
literally just a video about uh 
thirty to 42nd video of a guy 
thirty to 42nd video of a guy 
doing a driveway with a snow 
doing a driveway with a snow 
blower. I mean it kinda makes 
blower. I mean it kinda makes 
sense when you think about it, 
sense when you think about it, 
but I found that very unique 
but I found that very unique 
that we probably had over 
that we probably had over 
100000 views of that video on 
100000 views of that video on 
Facebook of people just 
Facebook of people just 
watching a guy do a driveway 
watching a guy do a driveway 
with this unique technology. So 
with this unique technology. So 
in that and it kinda, I think 
in that and it kinda, I think 
that makes sense uh because a 
that makes sense uh because a 
lot of us are kinda engaged and 
lot of us are kinda engaged and 
if it’s new, we wanna figure 
if it’s new, we wanna figure 
out how is it gonna work? 
out how is it gonna work? 
What’s it look like um and as 
What’s it look like um and as 
you’re kinda looking at that 
you’re kinda looking at that 
marketing play Dylan uh once 
marketing play Dylan uh once 
people saw that video what it 
people saw that video what it 
actually looks like and how it 
actually looks like and how it 
operated was, there’s certain 
operated was, there’s certain 
things based on the regular 
things based on the regular 
plowing with the truck versus a 
plowing with the truck versus a 
tractor was their benefits, 
tractor was their benefits, 
pros and cons that were 
pros and cons that were 
highlighted in that marketing 
highlighted in that marketing 
content. How did you use the 
content. How did you use the 
ability of that track to 
ability of that track to 
differentiate yourself from 
differentiate yourself from 
that market? Yeah. So there’s 
that market? Yeah. So there’s 
there. A couple of main points 
there. A couple of main points 
you touched on one of them, the 
you touched on one of them, the 
fact, especially in Sudbury, 
fact, especially in Sudbury, 
you’re you’re 100% right by the 
you’re you’re 100% right by the 
end of the winter, Sometimes 
end of the winter, Sometimes 
you’d literally have on a 
you’d literally have on a 
regular uh winters like six to 
regular uh winters like six to 
eight feet of snow banks at the 
eight feet of snow banks at the 
end of your driveway right, it 
end of your driveway right, it 
becomes quite a bit of a hazard 
becomes quite a bit of a hazard 
um and and you actually do run 
um and and you actually do run 
out of room sometimes with just 
out of room sometimes with just 
a regular truck where you have 
a regular truck where you have 
to back and push it up into the 
to back and push it up into the 
lawn. so on heavy winters, 
lawn. so on heavy winters, 
people would literally have to 
people would literally have to 
call like a backhoe or a loader 
call like a backhoe or a loader 
and actually push those banks 
and actually push those banks 
back in their lawn with the 
back in their lawn with the 
snowblower there was. That you 
snowblower there was. That you 
have full visibility all winter 
have full visibility all winter 
and there was never no matter 
and there was never no matter 
how intense the winter was. 
how intense the winter was. 
there was never a chance of you 
there was never a chance of you 
having to call someone to 
having to call someone to 
actually relocate the snow. 
actually relocate the snow. 
That was that was really easy 
That was that was really easy 
point So go ahead. Oh uh I 
point So go ahead. Oh uh I 
wanted to ask a question and 
wanted to ask a question and 
this might be like because I 
this might be like because I 
grew up in Texas and the most 
grew up in Texas and the most 
snow I’ve ever seen is like you 
snow I’ve ever seen is like you 
know a half inch one winter 10 
know a half inch one winter 10 
years ago. um how is a 
years ago. um how is a 
snowblower creating like not 
snowblower creating like not 
creating a bank and this is 
creating a bank and this is 
probably just me not 
probably just me not 
understanding the technology so 
understanding the technology so 
feel free to no. No. It’s a 
feel free to no. No. It’s a 
great question. So rather than 
great question. So rather than 
like the typical residential 
like the typical residential 
snowblower where you’re kinda 
snowblower where you’re kinda 
pushing it and it’s it’s going 
pushing it and it’s it’s going 
up right. This has quite a bit 
up right. This has quite a bit 
more power, so you could 
more power, so you could 
literally launch the snow, you 
literally launch the snow, you 
know 3040 feet up in the air 
know 3040 feet up in the air 
right uh depending on the size 
right uh depending on the size 
of the tractor that you have so 
of the tractor that you have so 
by putting it so far back 
by putting it so far back 
initially and then eventually 
initially and then eventually 
being able to load the snow on 
being able to load the snow on 
top and on top, you never 
top and on top, you never 
really ran out of room. It’s 
really ran out of room. It’s 
dispersing it. okay. Yeah cool. 
dispersing it. okay. Yeah cool. 
Yeah. and these are these are 
Yeah. and these are these are 
big agricultural tractors. 
big agricultural tractors. 
These aren’t just like a little 
These aren’t just like a little 
track you get down to home 
track you get down to home 
depot lows. These are these are 
depot lows. These are these are 
good size uh almost a cab of a 
good size uh almost a cab of a 
backhoe. Put it in perspective, 
backhoe. Put it in perspective, 
it’s not seeing these things 
it’s not seeing these things 
they’re they’re good size 
they’re they’re good size 
machines um and they’ve got a 
machines um and they’ve got a 
lot of horsepower off the back 
lot of horsepower off the back 
end. um so talk about the 
end. um so talk about the 
benefits they’re in the 
benefits they’re in the 
differentiation of that 
differentiation of that 
equipment. Dylan uh one of the 
equipment. Dylan uh one of the 
things I found interesting is 
things I found interesting is 
it actually look like if I had 
it actually look like if I had 
done my research right that you 
done my research right that you 
actually GPS enabled the 
actually GPS enabled the 
tractor um but to take on it is 
tractor um but to take on it is 
a lot of us in the snow 
a lot of us in the snow 
removal, including myself, head 
removal, including myself, head 
GPS and all our trucks and 
GPS and all our trucks and 
salts and loaders um but do you 
salts and loaders um but do you 
actually open up the GPS to 
actually open up the GPS to 
your client base? Yeah. That’s 
your client base? Yeah. That’s 
a great question. We did not 
a great question. We did not 
for the commercial just we 
for the commercial just we 
didn’t really want to open 
didn’t really want to open 
ourselves up to kind of the 
ourselves up to kind of the 
liability potentially there, 
liability potentially there, 
but for all of our residential 
but for all of our residential 
customers for sure um and it 
customers for sure um and it 
was something we kinda had to 
was something we kinda had to 
look at uh just to the volume 
look at uh just to the volume 
of requests and and calls that 
of requests and and calls that 
would come in during a storm. 
would come in during a storm. 
We were kind of looking at any 
We were kind of looking at any 
way possible to diminish that 
way possible to diminish that 
amount of response during a 
amount of response during a 
snowstorm when everybody’s 
snowstorm when everybody’s 
wondering where where are you 
wondering where where are you 
guys or whatever? Snow started 
guys or whatever? Snow started 
late at night so by opening up 
late at night so by opening up 
the GPS um we’re basically able 
the GPS um we’re basically able 
to allow them to look and see 
to allow them to look and see 
where their specific tractor 
where their specific tractor 
was so as we were dispatching 
was so as we were dispatching 
the the different tractors they 
the the different tractors they 
are all numbered each tracker 
are all numbered each tracker 
at a number and then the root 
at a number and then the root 
had a number as well. The 
had a number as well. The 
customers actually started to 
customers actually started to 
kind of realize that okay 
kind of realize that okay 
tractor number six, for 
tractor number six, for 
example, was their tractor so 
example, was their tractor so 
when they got the dispatch a 
when they got the dispatch a 
tractor number six is your 
tractor number six is your 
tractor. Here is the login most 
tractor. Here is the login most 
people would save it on their 
people would save it on their 
phone. In the app and they 
phone. In the app and they 
would actually log in and see 
would actually log in and see 
that and not everybody but like 
that and not everybody but like 
fifty to 75% of them were 
fifty to 75% of them were 
actually really good at that 
actually really good at that 
and um you know kinda diminish 
and um you know kinda diminish 
the amount of calls coming into 
the amount of calls coming into 
the office, which is huge 
the office, which is huge 
during a stressful snowstorm. 
during a stressful snowstorm. 
Yeah, I can’t I you know, I 
Yeah, I can’t I you know, I 
wish you’d shared that with me 
wish you’d shared that with me 
in the earlier years because I 
in the earlier years because I 
tell you I almost had some 
tell you I almost had some 
heart attacks along the way I 
heart attacks along the way I 
mean in Callahan’s we’re 
mean in Callahan’s we’re 
plowing uh at our hay day uh 
plowing uh at our hay day uh 
when we cap it at 600 
when we cap it at 600 
residential driveways, so you 
residential driveways, so you 
can imagine obviously very 
can imagine obviously very 
similar to what you’re doing in 
similar to what you’re doing in 
Sudbury when that if you if you 
Sudbury when that if you if you 
don’t have that kind of volume, 
don’t have that kind of volume, 
you can imagine what that looks 
you can imagine what that looks 
like you know. 600 driveways 
like you know. 600 driveways 
are getting all done. You’ve 
are getting all done. You’ve 
got you know, fifteen or twenty 
got you know, fifteen or twenty 
vehicles or tractors going out 
vehicles or tractors going out 
the call volume and especially 
the call volume and especially 
a massive storm. uh was 
a massive storm. uh was 
unbelievable and the worst was 
unbelievable and the worst was 
one that they actually the city 
one that they actually the city 
would shut down the main 
would shut down the main 
streets to just plow trucks and 
streets to just plow trucks and 
emergency vehicles and you get 
emergency vehicles and you get 
so many calls you couldn’t go 
so many calls you couldn’t go 
anywhere you literally would 
anywhere you literally would 
get out of your driveway in 
get out of your driveway in 
behalf of the snow, but 
behalf of the snow, but 
everybody wanted to know when 
everybody wanted to know when 
you’re gonna be there so the 
you’re gonna be there so the 
ability to open that up and it 
ability to open that up and it 
was one of the things in the 
was one of the things in the 
article um that I really. The 
article um that I really. The 
snow magazine based all around 
snow magazine based all around 
Dylan’s outfit is how he had 
Dylan’s outfit is how he had 
that transparency the 
that transparency the 
communication um, and, in 
communication um, and, in 
addition how some of the 
addition how some of the 
utilize the power of service 
utilize the power of service 
Autopilot to go out through his 
Autopilot to go out through his 
estimate process and actually 
estimate process and actually 
communicate uh through 
communicate uh through 
different mediums such as um, 
different mediums such as um, 
email and text, so kinda 
email and text, so kinda 
dialing into that Dylan um now 
dialing into that Dylan um now 
that we’ve kind of set our 
that we’ve kind of set our 
marketing play and we’ve kinda 
marketing play and we’ve kinda 
differentiate ourselves based 
differentiate ourselves based 
on the equipment. We’re using a 
on the equipment. We’re using a 
different features of that 
different features of that 
equipment and the 
equipment and the 
communication. What did your 
communication. What did your 
estimating process look like 
estimating process look like 
and I know you had an 
and I know you had an 
interesting approach to it. So 
interesting approach to it. So 
I’ll kinda let you explain it 
I’ll kinda let you explain it 
but uh would you kind of mind 
but uh would you kind of mind 
breaking that down? um the 
breaking that down? um the 
estimating process and how you 
estimating process and how you 
broke down the different 
broke down the different 
service offerings uh all inside 
service offerings uh all inside 
service Autopilot. Yeah, for 
service Autopilot. Yeah, for 
sure so even though our pricing 
sure so even though our pricing 
was very very upfront and it 
was very very upfront and it 
was visible on our website and 
was visible on our website and 
like I said earlier, people 
like I said earlier, people 
were calling more so to sign up 
were calling more so to sign up 
due to even the little bit more 
due to even the little bit more 
limited liability when it comes 
limited liability when it comes 
to residential snow removal, we 
to residential snow removal, we 
still have to get every single 
still have to get every single 
person to sign off on something 
person to sign off on something 
so you’re you’re. Uh 
so you’re you’re. Uh 
essentially the only variable 
essentially the only variable 
that we really needed for the 
that we really needed for the 
driveways was driveway size, so 
driveways was driveway size, so 
I know some people do driveway 
I know some people do driveway 
square footage. We simplified 
square footage. We simplified 
it even more how many cars 
it even more how many cars 
could you squeeze into your 
could you squeeze into your 
driveway? um so basically 
driveway? um so basically 
anything up to six cars was our 
anything up to six cars was our 
standard price couple of years 
standard price couple of years 
back that was about 405 or 
back that was about 405 or 
sorry 499 550 plus tax um so we 
sorry 499 550 plus tax um so we 
we would actually send them a 
we would actually send them a 
proposal uh in service 
proposal uh in service 
Autopilot, they kinda have this 
Autopilot, they kinda have this 
unique installment amount um 
unique installment amount um 
feel that you can pull from so 
feel that you can pull from so 
we’re able to offer them. A 
we’re able to offer them. A 
seasonal rate with the 
seasonal rate with the 
discount, but then also have a 
discount, but then also have a 
secondary um kind of merge at 
secondary um kind of merge at 
the bottom. It’s said if you 
the bottom. It’s said if you 
were looking to break this into 
were looking to break this into 
six installments, we also have 
six installments, we also have 
that option and we would give 
that option and we would give 
them the installment amount and 
them the installment amount and 
I’d say about 25% of people 
I’d say about 25% of people 
would just respond back and 
would just respond back and 
say, okay. I’m gonna sign it, 
say, okay. I’m gonna sign it, 
but let’s proceed with option 
but let’s proceed with option 
two, which was essentially the 
two, which was essentially the 
flat rate billing for um I 
flat rate billing for um I 
think it was either the five or 
think it was either the five or 
the 6 months of the contract. 
the 6 months of the contract. 
Um we we. Have a kind of like 
Um we we. Have a kind of like 
the template um services for 
the template um services for 
sidewalk shoveling and salting 
sidewalk shoveling and salting 
as well, but we were we were 
as well, but we were we were 
able to get quotes out 
able to get quotes out 
basically within seconds while 
basically within seconds while 
on the phone with people, we 
on the phone with people, we 
wouldn’t even tell them to like 
wouldn’t even tell them to like 
get off of the phone because 
get off of the phone because 
we’d say, hey your quote is 
we’d say, hey your quote is 
done uh we send it over uh they 
done uh we send it over uh they 
basically accept it right then 
basically accept it right then 
and there as soon as we got the 
and there as soon as we got the 
acceptance back, we grab the 
acceptance back, we grab the 
credit card and that was 
credit card and that was 
essentially the extent of our 
essentially the extent of our 
estimating process. Our terms 
estimating process. Our terms 
were right at the bottom of the 
were right at the bottom of the 
estimate proposal, so there’s. 
estimate proposal, so there’s. 
Contract that they have to sign 
Contract that they have to sign 
or anything like that, and I’m 
or anything like that, and I’m 
sure most people know, but 
sure most people know, but 
obviously it saves the PDF 
obviously it saves the PDF 
right in their files. So there 
right in their files. So there 
is no question as to what 
is no question as to what 
they’re actually accepting. So 
they’re actually accepting. So 
just a quick recap, so you’ve 
just a quick recap, so you’ve 
got a couple of different 
got a couple of different 
options, one for an installment 
options, one for an installment 
or paid upfront and the process 
or paid upfront and the process 
was you basically closed over 
was you basically closed over 
the phone to simplify the 
the phone to simplify the 
process. You may have checked 
process. You may have checked 
it on maps or pro plus or maps 
it on maps or pro plus or maps 
plus or smart maps, but the 
plus or smart maps, but the 
idea of even really create that 
idea of even really create that 
speed so very similar to what 
speed so very similar to what 
John Potosi of Ami talks about 
John Potosi of Ami talks about 
those are your gateway services 
those are your gateway services 
the services that you’re 
the services that you’re 
selling over the phone and 
selling over the phone and 
you’re closing immediately. so 
you’re closing immediately. so 
you took that to the next level 
you took that to the next level 
and said, Hey how many cars can 
and said, Hey how many cars can 
you fit in that driveway? 
you fit in that driveway? 
approximately it’s gonna come 
approximately it’s gonna come 
out in the wash. Get that 
out in the wash. Get that 
process going and then you had 
process going and then you had 
them actually sit on the phone 
them actually sit on the phone 
while you quoted it live and 
while you quoted it live and 
you literally closed them over 
you literally closed them over 
the phone and have them sign 
the phone and have them sign 
and accept the electronic 
and accept the electronic 
signature inside service 
signature inside service 
Autopilot on their phone. So 
Autopilot on their phone. So 
I’m assuming probably you can 
I’m assuming probably you can 
handle sales and price 
handle sales and price 
injections when they got to the 
injections when they got to the 
letter of the law in the actual 
letter of the law in the actual 
contract itself is that is that 
contract itself is that is that 
a fair assessment of the 
a fair assessment of the 
process is there anything else? 
process is there anything else? 
We missed no you’re 100% bang 
We missed no you’re 100% bang 
on and you’re right. We did 
on and you’re right. We did 
basically pull up the street 
basically pull up the street 
view while we’re talking to 
view while we’re talking to 
them, I mean you can’t really 
them, I mean you can’t really 
take their word for bond about 
take their word for bond about 
how many driveways they think 
how many driveways they think 
they could fit. so you’re 
they could fit. so you’re 
you’re you’re right, We would 
you’re you’re right, We would 
pull that up. We’d verify the. 
pull that up. We’d verify the. 
And that’s really all we have 
And that’s really all we have 
to enter into the estimate The 
to enter into the estimate The 
pricing come in based on the 
pricing come in based on the 
price matrix and and you’re 
price matrix and and you’re 
right, We will answer any 
right, We will answer any 
objections right then in there, 
objections right then in there, 
okay is that it seems like a 
okay is that it seems like a 
big concern with a lot of 
big concern with a lot of 
people, especially in the 
people, especially in the 
service. Autopilot ecosystem is 
service. Autopilot ecosystem is 
how do I go out and actually 
how do I go out and actually 
get these estimates out there 
get these estimates out there 
quickly. Usually it’s I gotta 
quickly. Usually it’s I gotta 
go Bop around town when I’m 
go Bop around town when I’m 
done doing my aeration 
done doing my aeration 
overseeding and my fall 
overseeding and my fall 
cleanups and now I’ve got to 
cleanups and now I’ve got to 
spend the next 3 hours driving 
spend the next 3 hours driving 
around haphazardly looking at 
around haphazardly looking at 
all these driveways. So what 
all these driveways. So what 
you’ve done is created this on. 
you’ve done is created this on. 
Buying process well before it 
Buying process well before it 
was really a thing in the 
was really a thing in the 
service industry. so that’s 
service industry. so that’s 
really interesting. I think one 
really interesting. I think one 
of the keys to success by 
of the keys to success by 
watching you from afar is the 
watching you from afar is the 
ability to have people buy 
ability to have people buy 
immediately. um you know over 
immediately. um you know over 
the phone or through the 
the phone or through the 
website through those processes 
website through those processes 
and service autopilot. So we’re 
and service autopilot. So we’re 
all accustom to the Amazon and 
all accustom to the Amazon and 
Netflix to Uber the door dash 
Netflix to Uber the door dash 
like people want it when they 
like people want it when they 
want it and they wanna check it 
want it and they wanna check it 
off their list so well before 
off their list so well before 
that major shift in buying 
that major shift in buying 
habits, you know Dylan’s out 
habits, you know Dylan’s out 
here. Cody You know probably 
here. Cody You know probably 
three 4 years before that, so 
three 4 years before that, so 
that was pretty interesting, 
that was pretty interesting, 
especially that snow magazine 
especially that snow magazine 
article. If you check out the 
article. If you check out the 
link it kinda breaks down and 
link it kinda breaks down and 
even greater detail step by 
even greater detail step by 
step how he did that um so as 
step how he did that um so as 
we’ve kinda down to find the 
we’ve kinda down to find the 
process uh you’ve got several 
process uh you’ve got several 
hundred plowing accounts. What 
hundred plowing accounts. What 
did that look like in your 
did that look like in your 
business? um to actually go out 
business? um to actually go out 
and renew those contracts. so I 
and renew those contracts. so I 
know it Callahan before we put 
know it Callahan before we put 
a system to it. That would be 
a system to it. That would be 
almost a two to two and a half 
almost a two to two and a half 
month process to actually go 
month process to actually go 
out to. Clients um the first 
out to. Clients um the first 
couple of rounds is pretty 
couple of rounds is pretty 
easy, but then we were 
easy, but then we were 
literally having to get on the 
literally having to get on the 
phone and chase these folks and 
phone and chase these folks and 
then anybody who didn’t sign 
then anybody who didn’t sign 
back up. We’re trying to go 
back up. We’re trying to go 
back out and fill those gaps. 
back out and fill those gaps. 
So I’m kinda curious how you 
So I’m kinda curious how you 
tackle tackle that and max lawn 
tackle tackle that and max lawn 
care it was there any tips that 
care it was there any tips that 
you could share with us for 
you could share with us for 
anybody watching right now 
anybody watching right now 
going out to renew their snow 
going out to renew their snow 
removal contracts, whether it’s 
removal contracts, whether it’s 
a smaller company, maybe doing 
a smaller company, maybe doing 
seventy or eighty driveways or 
seventy or eighty driveways or 
a company doing upwards of a 
a company doing upwards of a 
thousand, I mean um I’m 
thousand, I mean um I’m 
assuming these tactics are. 
assuming these tactics are. 
Scale depending where you’re at 
Scale depending where you’re at 
Yeah, for sure, so we actually 
Yeah, for sure, so we actually 
tried to we were one of the 
tried to we were one of the 
first ones in our area to 
first ones in our area to 
actually try to auto renew uh 
actually try to auto renew uh 
very common in the south, but 
very common in the south, but 
in the northern markets, 
in the northern markets, 
really, no one auto renew you 
really, no one auto renew you 
essentially lose all your 
essentially lose all your 
customers and then you need to 
customers and then you need to 
resign. everybody back up every 
resign. everybody back up every 
spring or every fall so with 
spring or every fall so with 
our full year um customers we 
our full year um customers we 
really try to cement in their 
really try to cement in their 
minds that you’re signing up. 
minds that you’re signing up. 
you can cancel at any time but. 
you can cancel at any time but. 
An auto renewing service uh how 
An auto renewing service uh how 
everybody still needs kind of a 
everybody still needs kind of a 
reminder, though, especially if 
reminder, though, especially if 
they’re not a full year 
they’re not a full year 
customer that you know you 
customer that you know you 
still have service with us and 
still have service with us and 
we are coming back so we kind 
we are coming back so we kind 
of uh altered the automations 
of uh altered the automations 
that we had just to remind them 
that we had just to remind them 
so at the end of the season, we 
so at the end of the season, we 
would kinda remind them. you 
would kinda remind them. you 
know. thank you for being such 
know. thank you for being such 
a great customer. uh just just 
a great customer. uh just just 
a reminder that your services 
a reminder that your services 
do auto renew will be by uh I 
do auto renew will be by uh I 
think it was roughly October 
think it was roughly October 
1st to stay on your driveway 
1st to stay on your driveway 
again and if you prepaid, we’ll 
again and if you prepaid, we’ll 
take your pre-payment at the 
take your pre-payment at the 
same time as you did last year 
same time as you did last year 
if you paid monthly your 
if you paid monthly your 
monthly payments will start. Um 
monthly payments will start. Um 
but we’re always hit them with 
but we’re always hit them with 
another automatic emails, so 
another automatic emails, so 
everybody who had the the 
everybody who had the the 
tractor snow blowing in our 
tractor snow blowing in our 
service Autopilot with 
service Autopilot with 
essentially gets another email 
essentially gets another email 
usually about September uh just 
usually about September uh just 
reminding them that you know 
reminding them that you know 
we’re gonna come and stay on 
we’re gonna come and stay on 
your driveway and all those 
your driveway and all those 
other things again. So most 
other things again. So most 
people were kind of regimented 
people were kind of regimented 
to that process. You’d get a 
to that process. You’d get a 
small influx of people that you 
small influx of people that you 
know obviously wanted to 
know obviously wanted to 
cancel. you can’t please 
cancel. you can’t please 
everybody um and then other 
everybody um and then other 
people that wanted to change 
people that wanted to change 
their service or. Just had an 
their service or. Just had an 
informed you but this email 
informed you but this email 
reminded them and we’re pretty 
reminded them and we’re pretty 
much able to buy September have 
much able to buy September have 
a fairly accurate count of who 
a fairly accurate count of who 
was actually renewing right, 
was actually renewing right, 
the amount of people that were 
the amount of people that were 
basically confirmed again. We 
basically confirmed again. We 
had a valid credit card on file 
had a valid credit card on file 
we hadn’t heard anything back 
we hadn’t heard anything back 
from them and we almost use 
from them and we almost use 
that email and then the staking 
that email and then the staking 
of their driveway as a way to 
of their driveway as a way to 
as a secondary reminder to weed 
as a secondary reminder to weed 
out the people that potentially 
out the people that potentially 
didn’t want us. uh we build 1 
didn’t want us. uh we build 1 
month in advance for all of our 
month in advance for all of our 
monthly customers as well so 
monthly customers as well so 
that there was no. We’re 
that there was no. We’re 
showing up um even though it’s 
showing up um even though it’s 
an auto renewing service, there 
an auto renewing service, there 
was no chance that we’re 
was no chance that we’re 
showing up come November 1st 
showing up come November 1st 
and then try to charge their 
and then try to charge their 
card and it was declining and 
card and it was declining and 
they never got back to us about 
they never got back to us about 
wanting to service. so we tried 
wanting to service. so we tried 
to reduce the risk of a 
to reduce the risk of a 
accounts receivable and cancels 
accounts receivable and cancels 
by addressing it months months 
by addressing it months months 
in advance, doing sort of a 
in advance, doing sort of a 
theme that I’ve heard and kinda 
theme that I’ve heard and kinda 
all three of the things that 
all three of the things that 
we’ve talked about is really 
we’ve talked about is really 
taking a big load off of the 
taking a big load off of the 
office staff. Uh by by trying 
office staff. Uh by by trying 
to set up processes that help 
to set up processes that help 
customers serve themselves, 
customers serve themselves, 
make things easier for them, it 
make things easier for them, it 
was that was like the offices 
was that was like the offices 
throughput like a big 
throughput like a big 
bottleneck for you or were you 
bottleneck for you or were you 
just like focus on streamlining 
just like focus on streamlining 
everything and it just so 
everything and it just so 
happens that we’re talking 
happens that we’re talking 
about the few things that 
about the few things that 
impacted the office. No. That 
impacted the office. No. That 
was a huge point of like a 
was a huge point of like a 
reason why we made that 
reason why we made that 
decision by the end of it we we 
decision by the end of it we we 
have basically about a thousand 
have basically about a thousand 
driveways that we’re doing. And 
driveways that we’re doing. And 
that becomes a pretty momentous 
that becomes a pretty momentous 
task to to renew all those 
task to to renew all those 
people, especially when the 
people, especially when the 
conversation for 8090 percent 
conversation for 8090 percent 
of them is I’m back up. You 
of them is I’m back up. You 
still have my credit card right 
still have my credit card right 
charge it. They just want the 
charge it. They just want the 
service right. so it’s it’s 
service right. so it’s it’s 
kind of a little bit for that. 
kind of a little bit for that. 
everybody’s still has this this 
everybody’s still has this this 
old tactics regimented that you 
old tactics regimented that you 
need to send them a fresh 
need to send them a fresh 
estimate you need to do all 
estimate you need to do all 
these things right. so we 
these things right. so we 
really just thought that was a 
really just thought that was a 
little bit crazy to be 
little bit crazy to be 
perfectly honest and we really 
perfectly honest and we really 
try to cement in our market 
try to cement in our market 
that if you if you. We’re gonna 
that if you if you. We’re gonna 
continue to come if you don’t 
continue to come if you don’t 
want us, We’ll we’ll cancel and 
want us, We’ll we’ll cancel and 
I did lighten the load, 
I did lighten the load, 
obviously very substantially on 
obviously very substantially on 
the office if any of my older 
the office if any of my older 
office employees are are 
office employees are are 
listening to this, they’ll 
listening to this, they’ll 
probably because we definitely 
probably because we definitely 
filled up all the time with the 
filled up all the time with the 
new sales and that was kinda 
new sales and that was kinda 
what we wanted right to be able 
what we wanted right to be able 
to focus on new sales and um 
to focus on new sales and um 
continue to grow the business 
continue to grow the business 
that way rather than spend 
that way rather than spend 
months and months on renewals. 
months and months on renewals. 
Awesome. So I know I’m I’m just 
Awesome. So I know I’m I’m just 
taking a look at a couple of 
taking a look at a couple of 
notes on the screen that I had 
notes on the screen that I had 
and it basically you know you 
and it basically you know you 
went in and increased 
went in and increased 
deficiency with the machines. 
deficiency with the machines. 
Uh you started selling early um 
Uh you started selling early um 
one thing we didn’t touch on um 
one thing we didn’t touch on um 
that I’m assuming is did you 
that I’m assuming is did you 
use any of the database or 
use any of the database or 
anything inside service 
anything inside service 
Autopilot far is um automations 
Autopilot far is um automations 
or even a manual process to go 
or even a manual process to go 
in and say hey, it looks like 
in and say hey, it looks like 
you’ve got either regular lawn 
you’ve got either regular lawn 
mowing or the automated uh lawn 
mowing or the automated uh lawn 
mower but uh service, but you 
mower but uh service, but you 
don’t have snow removal is 
don’t have snow removal is 
there any segmentation of the 
there any segmentation of the 
database to actually upsell 
database to actually upsell 
that service to kinda create a 
that service to kinda create a 
year-round client? Yeah. So. 
year-round client? Yeah. So. 
Mentioned a little bit of 
Mentioned a little bit of 
shameless self promotion for a 
shameless self promotion for a 
simple growth I was the uh 
simple growth I was the uh 
first automations client. I 
first automations client. I 
believe that they got 
believe that they got 
transferred over to service 
transferred over to service 
auto when they first had their 
auto when they first had their 
automation so that made it very 
automation so that made it very 
simple to segment based on who 
simple to segment based on who 
actually had the service who 
actually had the service who 
potentially cancel the service 
potentially cancel the service 
um who had gone a quote for 
um who had gone a quote for 
that service before so we can 
that service before so we can 
kinda start to have those 
kinda start to have those 
different conversations, but 
different conversations, but 
for sure we basically segmented 
for sure we basically segmented 
into a couple of emails we 
into a couple of emails we 
weren’t necessarily bombarding 
weren’t necessarily bombarding 
them uh but we made it. Simple 
them uh but we made it. Simple 
for them to respond to those 
for them to respond to those 
emails and not necessarily sign 
emails and not necessarily sign 
up but request a quote or book 
up but request a quote or book 
a call to speak to us and uh I 
a call to speak to us and uh I 
forgot the exact subject line 
forgot the exact subject line 
of it, but um there there was 
of it, but um there there was 
one that we we used to kind of 
one that we we used to kind of 
an odd subject line for the 
an odd subject line for the 
very last email that almost 
very last email that almost 
made it seem as though like um 
made it seem as though like um 
I should have pulled it up, but 
I should have pulled it up, but 
it was essentially like there 
it was essentially like there 
was a mistake or something and 
was a mistake or something and 
the open rate on that last 
the open rate on that last 
email was just absolutely 
email was just absolutely 
insane but the mistake. Play on 
insane but the mistake. Play on 
it was that they made a mistake 
it was that they made a mistake 
for not hiring us, but the 
for not hiring us, but the 
subject line almost grabbed 
subject line almost grabbed 
everybody off to pull that up 
everybody off to pull that up 
and put that in the notes, but 
and put that in the notes, but 
uh we did use a segment of a of 
uh we did use a segment of a of 
a couple of emails to at least 
a couple of emails to at least 
nurture those people. but then 
nurture those people. but then 
we’re also targeting those 
we’re also targeting those 
neighborhoods with with 
neighborhoods with with 
postcards and um another thing 
postcards and um another thing 
that I wasn’t sure we’re gonna 
that I wasn’t sure we’re gonna 
touch on that. I definitely 
touch on that. I definitely 
wanna mention is um a 
wanna mention is um a 
relatively low cost option for 
relatively low cost option for 
the marketing was actually our 
the marketing was actually our 
driveway markers as well. so 
driveway markers as well. so 
every single one of our. Was 
every single one of our. Was 
orange and every single one of 
orange and every single one of 
our our driveway markers was 
our our driveway markers was 
orange as well. so they’re 
orange as well. so they’re 
about three inches wide by 
about three inches wide by 
about six feet wide and when 
about six feet wide and when 
they’re new to your market, 
they’re new to your market, 
they look really obscure and 
they look really obscure and 
kind of ugly, but eventually 
kind of ugly, but eventually 
everybody kinda got over that 
everybody kinda got over that 
uh since you put two on each 
uh since you put two on each 
side or one on each side of the 
side or one on each side of the 
driveway to mark your driveway 
driveway to mark your driveway 
and yes, it helps you find the 
and yes, it helps you find the 
driveway in the middle of the 
driveway in the middle of the 
night. So you’re in GPS in 
night. So you’re in GPS in 
every house when you can’t 
every house when you can’t 
really see the house numbers, 
really see the house numbers, 
six foot tall, you’re not. Bad 
six foot tall, you’re not. Bad 
boys by the end of it by the 
boys by the end of it by the 
end of the season, sometimes 
end of the season, sometimes 
they they were hidden um but I 
they they were hidden um but I 
was also really really key 
was also really really key 
marketing thing right, so 
marketing thing right, so 
they’ve got a couple of these 
they’ve got a couple of these 
postcards. They’ve probably got 
postcards. They’ve probably got 
some of these emails um and 
some of these emails um and 
then they start driving home 
then they start driving home 
down the street and they see 
down the street and they see 
six driveways in a row with 
six driveways in a row with 
these markers right and this is 
these markers right and this is 
in like early October. so every 
in like early October. so every 
day they’re driving past these 
day they’re driving past these 
markers and it kinda starts to 
markers and it kinda starts to 
regiment that almost every 
regiment that almost every 
single person on my street has 
single person on my street has 
these guys so they look at the 
these guys so they look at the 
website. And then they may get 
website. And then they may get 
hit with another email or 
hit with another email or 
another postcard, and it just 
another postcard, and it just 
starts to kinda drive 
starts to kinda drive 
everything home as like a full 
everything home as like a full 
body approach. Weird Cody are 
body approach. Weird Cody are 
you seeing any similarities 
you seeing any similarities 
well before Jonathan Potions a 
well before Jonathan Potions a 
five of dominate your market? 
five of dominate your market? 
Uh Dylan has single-handedly I 
Uh Dylan has single-handedly I 
think taking at least six of 
think taking at least six of 
the seven things that Jonathan 
the seven things that Jonathan 
broke down in about 45 45 
broke down in about 45 45 
minutes to literally dominate 
minutes to literally dominate 
your market um so he literally 
your market um so he literally 
went out through the Facebook 
went out through the Facebook 
ads and Google and casted. He 
ads and Google and casted. He 
went to offline marketing to 
went to offline marketing to 
build density through door 
build density through door 
hangers um branding through the 
hangers um branding through the 
tractors that we’re all orange 
tractors that we’re all orange 
and the plow state. so when 
and the plow state. so when 
Jonathan tells about his 
Jonathan tells about his 
business city turf lawn care 
business city turf lawn care 
company, one of the things that 
company, one of the things that 
he scaled the 10000000 beyond 
he scaled the 10000000 beyond 
uh an annual revenue 
uh an annual revenue 
residential only was that the 
residential only was that the 
city turf yellow trucks would 
city turf yellow trucks would 
literally just be dominating 
literally just be dominating 
this they would consistently 
this they would consistently 
see them in the neighborhoods 
see them in the neighborhoods 
and that’s all I saw very 
and that’s all I saw very 
simple. If you’ve got a 
simple. If you’ve got a 
thousand driveways and you. 
thousand driveways and you. 
Track is that I’m seeing they 
Track is that I’m seeing they 
just um Max Lawn care orange in 
just um Max Lawn care orange in 
their sleep. These things are 
their sleep. These things are 
just pumping through 
just pumping through 
reinforcement, then you’re 
reinforcement, then you’re 
hitting them with emails and 
hitting them with emails and 
postcards and everything in 
postcards and everything in 
between. So it’s really 
between. So it’s really 
interesting that if you’re 
interesting that if you’re 
gonna compare the two 
gonna compare the two 
businesses, I think there’s 
businesses, I think there’s 
some key factors if you’re 
some key factors if you’re 
watching this just starting out 
watching this just starting out 
in snow removal or really 
in snow removal or really 
looking to go out and grow that 
looking to go out and grow that 
business is it isn’t just one 
business is it isn’t just one 
secret uh silver bullet. It’s a 
secret uh silver bullet. It’s a 
combination of things that 
combination of things that 
Dylan is so kindly breaking 
Dylan is so kindly breaking 
down to us but that off the 
down to us but that off the 
line to the offline marketing. 
line to the offline marketing. 
And then building route 
And then building route 
identity if you’re being 
identity if you’re being 
awareness and going in and 
awareness and going in and 
doing that and then taking the 
doing that and then taking the 
pain of actually signing up and 
pain of actually signing up and 
the process and expediting that 
the process and expediting that 
um and those factors at least 
um and those factors at least 
from looking at the outside is 
from looking at the outside is 
what II really think amongst 
what II really think amongst 
other things. Dylan has been 
other things. Dylan has been 
the key to your success as a 
the key to your success as a 
lot of other people using uh 
lot of other people using uh 
essay and kind of following 
essay and kind of following 
Jonathan’s um footsteps that I 
Jonathan’s um footsteps that I 
know obviously uh this is well 
know obviously uh this is well 
before SA five. I got you know, 
before SA five. I got you know, 
I gotta give you a credit man 
I gotta give you a credit man 
to go out and do your homework 
to go out and do your homework 
and figure out the systems and 
and figure out the systems and 
processes whether it’s through 
processes whether it’s through 
reading. You know just coming 
reading. You know just coming 
up on your own uh but really 
up on your own uh but really 
really impressive there. How 
really impressive there. How 
you how you did that um and I 
you how you did that um and I 
guess it’s kinda wrap this up. 
guess it’s kinda wrap this up. 
Cody if you have any questions 
Cody if you have any questions 
but uh I guess Dylan would be 
but uh I guess Dylan would be 
is my question would be um what 
is my question would be um what 
would be what you know now if 
would be what you know now if 
you knew it earlier when you 
you knew it earlier when you 
first started snow removal, 
first started snow removal, 
what would be the one or two 
what would be the one or two 
takeaways um in in hindsight, 
takeaways um in in hindsight, 
like if you knew this when you 
like if you knew this when you 
first started how would you 
first started how would you 
have changed or what we’ve done 
have changed or what we’ve done 
to pivot? uh that’s. Question 
to pivot? uh that’s. Question 
so the the first thing that 
so the the first thing that 
comes to mind is just being 
comes to mind is just being 
more selective uh when you’re 
more selective uh when you’re 
first starting to grow and 
first starting to grow and 
you’re you’re actually getting 
you’re you’re actually getting 
some traction. It’s it’s 
some traction. It’s it’s 
definitely hard to say no to 
definitely hard to say no to 
those things so if I was to 
those things so if I was to 
relaunch my business, I 
relaunch my business, I 
definitely wouldn’t do like 
definitely wouldn’t do like 
residential plowing and all 
residential plowing and all 
these other things and and even 
these other things and and even 
commercial plowing even though 
commercial plowing even though 
it definitely brings in some 
it definitely brings in some 
nice sales the level of uh 
nice sales the level of uh 
servers that. They compared to 
servers that. They compared to 
this driveways is is a 
this driveways is is a 
basically a completely 
basically a completely 
different business model um so 
different business model um so 
that I would say it would 
that I would say it would 
probably be the main thing and 
probably be the main thing and 
just really focusing in on this 
just really focusing in on this 
one service um that was really 
one service um that was really 
the key like it was more than 
the key like it was more than 
the 8020 principle. It was like 
the 8020 principle. It was like 
the 90.5 principles if we just 
the 90.5 principles if we just 
focus on this from day one um 
focus on this from day one um 
we’ve got a lot further and had 
we’ve got a lot further and had 
way less headaches it. the only 
way less headaches it. the only 
thing I wanna touch on is kinda 
thing I wanna touch on is kinda 
honing in on that. More we 
honing in on that. More we 
would take rental properties, 
would take rental properties, 
we would take other little odd 
we would take other little odd 
properties like that, and that 
properties like that, and that 
actually ended up kind of 
actually ended up kind of 
hurting us in a sense where 
hurting us in a sense where 
like you, said the influx of 
like you, said the influx of 
responses on a big storm could 
responses on a big storm could 
be massive. Well, It’s even 
be massive. Well, It’s even 
more massive when you’re 
more massive when you’re 
dealing with rental properties 
dealing with rental properties 
that have like six tenants that 
that have like six tenants that 
could be kind of trying to 
could be kind of trying to 
contact you right. So not all 
contact you right. So not all 
of those driveways were rental 
of those driveways were rental 
properties, but even if two 300 
properties, but even if two 300 
of them that could be 1800 
of them that could be 1800 
people. That are potentially 
people. That are potentially 
wondering where these guys are, 
wondering where these guys are, 
and they don’t know the ins and 
and they don’t know the ins and 
outs of the landlord sign 
outs of the landlord sign 
either. um so it definitely 
either. um so it definitely 
causes some issues there. we 
causes some issues there. we 
would have just stuck to cookie 
would have just stuck to cookie 
cutter Nice neighborhoods with 
cutter Nice neighborhoods with 
accessible driveways and the 
accessible driveways and the 
tractors snow blowing and I 
tractors snow blowing and I 
think um we would have a lot 
think um we would have a lot 
more of an efficient of the 
more of an efficient of the 
business and that’s interesting 
business and that’s interesting 
that you mentioned. That’s a 
that you mentioned. That’s a 
standardize the actual type of 
standardize the actual type of 
property your servicing, so 
property your servicing, so 
we’re talking about snow 
we’re talking about snow 
removal right now. Uh there was 
removal right now. Uh there was 
a. Callahan’s, as well, so we 
a. Callahan’s, as well, so we 
had unbelievable route density. 
had unbelievable route density. 
It’s an older neighborhood and 
It’s an older neighborhood and 
we had originally started. 
we had originally started. 
We’re literally it had to be a 
We’re literally it had to be a 
square driveway and the idea 
square driveway and the idea 
was twelve to 1300 square feet, 
was twelve to 1300 square feet, 
but we had such great density 
but we had such great density 
with the lawn care in this 
with the lawn care in this 
area, and we’re really older 
area, and we’re really older 
homes that we thought this 
homes that we thought this 
would just make sense. It’s 
would just make sense. It’s 
gonna be low hanging fruit but 
gonna be low hanging fruit but 
what we found is when we got 
what we found is when we got 
out of our perfect product fit 
out of our perfect product fit 
just like you’re mentioning 
just like you’re mentioning 
Dylan. Some of these driveway 
Dylan. Some of these driveway 
swooped around the side of the 
swooped around the side of the 
house. they’re up against the 
house. they’re up against the 
house. they had the drive the 
house. they had the drive the 
the house and then the 
the house and then the 
driveway. Garage was off like 
driveway. Garage was off like 
Kiddie corner on a forty-five, 
Kiddie corner on a forty-five, 
so we didn’t ever really have 
so we didn’t ever really have 
issues of plows rubbing up 
issues of plows rubbing up 
against the sides of houses 
against the sides of houses 
hitting garage doors things 
hitting garage doors things 
like that and when we got away 
like that and when we got away 
from the standardization of 
from the standardization of 
what we are good at what the 
what we are good at what the 
equipment was set up for uh we 
equipment was set up for uh we 
have the same issues. I mean we 
have the same issues. I mean we 
had one truck that was buried 
had one truck that was buried 
behind the house literally for 
behind the house literally for 
like seven or 8 hours and the 
like seven or 8 hours and the 
storm of like over a foot of 
storm of like over a foot of 
snow, but it was because we got 
snow, but it was because we got 
out of what we are good at. we 
out of what we are good at. we 
kind of got greedy and thinking 
kind of got greedy and thinking 
like well if we we stretch this 
like well if we we stretch this 
out a little bit, we can get 
out a little bit, we can get 
more work so. That’s a big take 
more work so. That’s a big take 
away, not only for snow removal 
away, not only for snow removal 
for lawn care and cleaning as 
for lawn care and cleaning as 
well uh but particularly for 
well uh but particularly for 
snow. If you’re equipment is 
snow. If you’re equipment is 
not set up for you haven’t 
not set up for you haven’t 
standardized it. um that’s a 
standardized it. um that’s a 
big issue and and I guess we 
big issue and and I guess we 
didn’t really talk about this 
didn’t really talk about this 
beforehand but um based on the 
beforehand but um based on the 
standardization of your 
standardization of your 
equipment and standardization, 
equipment and standardization, 
particularly if you’re to do it 
particularly if you’re to do it 
again of the actual driveways 
again of the actual driveways 
um did that lead to any uh I 
um did that lead to any uh I 
guess benefits in your training 
guess benefits in your training 
as far as being able to. The 
as far as being able to. The 
training as well and and what 
training as well and and what 
did that look like because you 
did that look like because you 
know it’s snow removal with 
know it’s snow removal with 
plowing occasionally, you’ll 
plowing occasionally, you’ll 
see some guys or girls get um 
see some guys or girls get um 
like real, dry soil or maybe 
like real, dry soil or maybe 
some loose gravel and at least 
some loose gravel and at least 
be able to manipulate what that 
be able to manipulate what that 
looks like because you can’t 
looks like because you can’t 
train until it snows and when 
train until it snows and when 
it snows, you gotta be out 
it snows, you gotta be out 
there. so was there the ability 
there. so was there the ability 
to at least train folks on 
to at least train folks on 
those tractors before you had a 
those tractors before you had a 
snowfall and in in since you’ve 
snowfall and in in since you’ve 
trained folks on the tractor 
trained folks on the tractor 
versus the plow, what’s the 
versus the plow, what’s the 
difference? I obviously don’t 
difference? I obviously don’t 
know, but I mean I’m assuming 
know, but I mean I’m assuming 
there’s gonna be a bit of a 
there’s gonna be a bit of a 
different learning curve or is 
different learning curve or is 
it the same. No definitely 
it the same. No definitely 
different learning curve. uh 
different learning curve. uh 
the other thing I didn’t 
the other thing I didn’t 
mention was every single. one 
mention was every single. one 
of our tractors is hydrostatic, 
of our tractors is hydrostatic, 
so there was no gears to shift 
so there was no gears to shift 
um anything like that you’d see 
um anything like that you’d see 
on larger tractors basically if 
on larger tractors basically if 
you could drive like a go cart, 
you could drive like a go cart, 
you could probably drive one of 
you could probably drive one of 
these tractors in a couple of 
these tractors in a couple of 
minutes. now, you’re not gonna 
minutes. now, you’re not gonna 
be perfect doing twenty 3040 
be perfect doing twenty 3040 
driveways an hour uh but you’re 
driveways an hour uh but you’re 
gonna be able to go out there 
gonna be able to go out there 
and actually do it so that 
and actually do it so that 
definitely shortened our 
definitely shortened our 
learning curve in our training 
learning curve in our training 
um down quite substantially uh 
um down quite substantially uh 
definitely. To plow truck, 
definitely. To plow truck, 
where you definitely need to be 
where you definitely need to be 
more careful and there’s so 
more careful and there’s so 
many more factors than simply 
many more factors than simply 
just back in drop it turn on 
just back in drop it turn on 
the PTO and drive out um so we 
the PTO and drive out um so we 
were able to basically train 
were able to basically train 
someone up to be functional in 
someone up to be functional in 
the driveway, not super 
the driveway, not super 
efficient, I’d say within like 
efficient, I’d say within like 
twenty to 30 minutes um but for 
twenty to 30 minutes um but for 
them to become an expert. 
them to become an expert. 
Obviously there was a couple of 
Obviously there was a couple of 
week learning curve, so we 
week learning curve, so we 
would always try to uh get 
would always try to uh get 
those people out quite early uh 
those people out quite early uh 
during the storms, but 
during the storms, but 
honestly, I’m. Experience this 
honestly, I’m. Experience this 
too, no matter what amount of 
too, no matter what amount of 
training it seems like we did 
training it seems like we did 
before the season began the uh 
before the season began the uh 
the first storm is always 
the first storm is always 
interesting to say the least 
interesting to say the least 
and I kinda got firsthand 
and I kinda got firsthand 
action with that again actually 
action with that again actually 
helping the company that had 
helping the company that had 
bought me out um last year 
bought me out um last year 
during the first storm of the 
during the first storm of the 
season, so it was a pretty 
season, so it was a pretty 
interesting perspective Just 
interesting perspective Just 
talking about this. I got the 
talking about this. I got the 
snow anxiety uh kicking in 
snow anxiety uh kicking in 
already so I uh if you’ve never 
already so I uh if you’ve never 
plowed snow or run a business. 
plowed snow or run a business. 
um you know you don’t know. No 
um you know you don’t know. No 
anxiety is, but anybody’s 
anxiety is, but anybody’s 
watching this knows if you I 
watching this knows if you I 
don’t care how big the business 
don’t care how big the business 
is how removed you are. If 
is how removed you are. If 
you’ve sold your business, I 
you’ve sold your business, I 
will tell you uh even after 
will tell you uh even after 
going on 2 years now with 
going on 2 years now with 
Callahan’s uh being acquired, I 
Callahan’s uh being acquired, I 
still wake up in the middle of 
still wake up in the middle of 
night when I see snow when I 
night when I see snow when I 
get uh I get the snow anxiety. 
get uh I get the snow anxiety. 
I’m like a little kid licking 
I’m like a little kid licking 
the window like oh it’s 
the window like oh it’s 
snowing. uh what’s going on out 
snowing. uh what’s going on out 
there. So it’s interesting that 
there. So it’s interesting that 
uh you know there’s such 
uh you know there’s such 
commonalities, no matter where 
commonalities, no matter where 
in the market um but as we’re 
in the market um but as we’re 
we’re talking about that 
we’re talking about that 
equipment in that tree, I also 
equipment in that tree, I also 
I guess uh naively wanna know 
I guess uh naively wanna know 
cuz. People are intrigued by 
cuz. People are intrigued by 
the equipment set up uh what’s 
the equipment set up uh what’s 
it look like far as visibility, 
it look like far as visibility, 
so not be a tall guy myself. 
so not be a tall guy myself. 
Sometimes I’d have to get the 
Sometimes I’d have to get the 
old uh phone book out of the 
old uh phone book out of the 
old uh you know out of the 
old uh you know out of the 
house to be able to put it on 
house to be able to put it on 
you so I could see over the 
you so I could see over the 
back of the truck and from the 
back of the truck and from the 
back it up. So what’s that look 
back it up. So what’s that look 
like are those seats adjustable 
like are those seats adjustable 
is it? I’m assuming it’s almost 
is it? I’m assuming it’s almost 
a glass cab three-sixty. So are 
a glass cab three-sixty. So are 
you are you having a better 
you are you having a better 
visibility? Is it just is it 
visibility? Is it just is it 
safe or is it easier to 
safe or is it easier to 
manipulate uh around those 
manipulate uh around those 
driveways? Yeah. It’s great 
driveways? Yeah. It’s great 
visibility compared to a truck 
visibility compared to a truck 
for sure and. Thing that people 
for sure and. Thing that people 
don’t realize about the 
don’t realize about the 
tractors is most time you think 
tractors is most time you think 
of a tracker. you think it has 
of a tracker. you think it has 
like the attachment in the 
like the attachment in the 
front and like maybe something 
front and like maybe something 
in the back well. All we have 
in the back well. All we have 
in the front was basically I 
in the front was basically I 
think it’s about eight suitcase 
think it’s about eight suitcase 
weights and the right down near 
weights and the right down near 
the tires so you had literally 
the tires so you had literally 
full visibility out in front of 
full visibility out in front of 
you. There is no bucket 
you. There is no bucket 
anything like that. so the 
anything like that. so the 
maneuver ability and the 
maneuver ability and the 
visibility was completely night 
visibility was completely night 
and day compared to uh compared 
and day compared to uh compared 
to a truck for. The other thing 
to a truck for. The other thing 
too, is you back in with these 
too, is you back in with these 
blowers cuz they’re inverted so 
blowers cuz they’re inverted so 
you’re back into the garage and 
you’re back into the garage and 
then you drive forward. uh so 
then you drive forward. uh so 
you’re never backing out onto a 
you’re never backing out onto a 
road like you would with the 
road like you would with the 
plow truck, which is very 
plow truck, which is very 
common. You’re always driving 
common. You’re always driving 
forward out onto the road, 
forward out onto the road, 
which definitely helps quite a 
which definitely helps quite a 
bit. Um you know, inevitably, 
bit. Um you know, inevitably, 
you’re gonna be doing some 
you’re gonna be doing some 
plowing during the day um on a 
plowing during the day um on a 
busy road and backing up, you 
busy road and backing up, you 
know you could be stuck in a 
know you could be stuck in a 
driveway for easily 20 minutes, 
driveway for easily 20 minutes, 
but if you can pull out quickly 
but if you can pull out quickly 
uh you’re able to actually 
uh you’re able to actually 
kinda. Do it and then maybe 
kinda. Do it and then maybe 
back in if you need to do 
back in if you need to do 
another pass. So there’s 
another pass. So there’s 
there’s so many benefits uh if 
there’s so many benefits uh if 
anybody is looking to to 
anybody is looking to to 
actually implement this um I 
actually implement this um I 
definitely definitely recommend 
definitely definitely recommend 
it. awesome. Cody any closing 
it. awesome. Cody any closing 
thoughts your questions for 
thoughts your questions for 
Dylan. Um I know it’s a little 
Dylan. Um I know it’s a little 
bit outside of your with snow 
bit outside of your with snow 
and probably the most snow and 
and probably the most snow and 
ice you’ve seen is probably in 
ice you’ve seen is probably in 
the snow cone, but uh I it 
the snow cone, but uh I it 
we’ve definitely seen enough of 
we’ve definitely seen enough of 
uh you know the uh service auto 
uh you know the uh service auto 
pilot ecosystem in this 
pilot ecosystem in this 
industry and it continues to 
industry and it continues to 
grow. um I remember my talk in 
grow. um I remember my talk in 
front of four 500 people at a 
front of four 500 people at a 
SCA um last year in Pitts. In 
SCA um last year in Pitts. In 
the top 100 there for the snow 
the top 100 there for the snow 
contractors um that industry 
contractors um that industry 
and the technology and 
and the technology and 
everything that’s going on 
everything that’s going on 
continues to evolve um and I 
continues to evolve um and I 
know a lot of people that work 
know a lot of people that work 
with simple growth as a 
with simple growth as a 
certified adviser, um recently 
certified adviser, um recently 
like right now, the big push is 
like right now, the big push is 
that I need to get these 
that I need to get these 
estimates set up or the 
estimates set up or the 
contract set up for snow. So is 
contract set up for snow. So is 
there anything that you’re 
there anything that you’re 
seeing in the essay side of 
seeing in the essay side of 
things that uh would be 
things that uh would be 
applicable to deal or just 
applicable to deal or just 
thoughts or comments before we 
thoughts or comments before we 
wrap it up here a bit. Yeah. 
wrap it up here a bit. Yeah. 
Actually, I had one more 
Actually, I had one more 
question for Dylan. As someone 
question for Dylan. As someone 
who clearly had like really 
who clearly had like really 
wrap their brain around 
wrap their brain around 
marketing for service 
marketing for service 
businesses, what do you 
businesses, what do you 
recommend other business 
recommend other business 
owners? read or watch like Is 
owners? read or watch like Is 
There’s something that really 
There’s something that really 
sticks out as like a turning 
sticks out as like a turning 
point for how you thought about 
point for how you thought about 
marketing? Uh that is a great 
marketing? Uh that is a great 
question. So honestly not so 
question. So honestly not so 
much um like books per se with 
much um like books per se with 
regards to my specific snow 
regards to my specific snow 
removal or or marketing 
removal or or marketing 
strategy for that. but the one. 
strategy for that. but the one. 
They kinda comes to mind is 
They kinda comes to mind is 
like there’s people doing this, 
like there’s people doing this, 
whether it’s snow removal or 
whether it’s snow removal or 
something else. There’s someone 
something else. There’s someone 
that’s doing it. That’s doing a 
that’s doing it. That’s doing a 
really good job at it so you 
really good job at it so you 
don’t need to completely 
don’t need to completely 
reinvent the wheel um and you 
reinvent the wheel um and you 
know being a first mover in the 
know being a first mover in the 
market is great, but sometimes 
market is great, but sometimes 
being a second or a tenth 
being a second or a tenth 
mover, it’s actually even 
mover, it’s actually even 
better. you can take like the 
better. you can take like the 
best parts of each one of these 
best parts of each one of these 
businesses and implement them 
businesses and implement them 
right from the get go rather 
right from the get go rather 
than making all of these 
than making all of these 
mistakes so whether it comes. 
mistakes so whether it comes. 
Or the actual business process, 
Or the actual business process, 
um there’s people out there 
um there’s people out there 
like Ottawa and Montreal 
like Ottawa and Montreal 
specifically and lots of places 
specifically and lots of places 
all throughout Ontario uh doing 
all throughout Ontario uh doing 
this and doing this amazingly 
this and doing this amazingly 
well so you can definitely 
well so you can definitely 
replicate those models and 
replicate those models and 
marketing models to have 
marketing models to have 
success right out of the gate. 
success right out of the gate. 
Awesome feedback cuz I know a 
Awesome feedback cuz I know a 
lot of people in the states 
lot of people in the states 
right now are looking at this 
right now are looking at this 
and trying to figure it out. Uh 
and trying to figure it out. Uh 
there’s one guy locally that I 
there’s one guy locally that I 
think he’s got one tractor. 
think he’s got one tractor. 
He’s kinda got dialed in, but I 
He’s kinda got dialed in, but I 
don’t think the ability to. 
don’t think the ability to. 
That has really been done at 
That has really been done at 
least in um in my market and 
least in um in my market and 
we’re right now. we’re the 
we’re right now. we’re the 
third uh Rochester New York 
third uh Rochester New York 
actually is the third largest 
actually is the third largest 
snowfall market in the whole 
snowfall market in the whole 
United States. so if it hasn’t 
United States. so if it hasn’t 
really been adopted here, I 
really been adopted here, I 
think that, at least in the 
think that, at least in the 
states, this is uh kind of the 
states, this is uh kind of the 
next shift of snow removal. One 
next shift of snow removal. One 
thing you didn’t hit on Dylan. 
thing you didn’t hit on Dylan. 
I always felt that it was an 
I always felt that it was an 
issue at least in our market is 
issue at least in our market is 
was the turf damaged 
was the turf damaged 
significantly last with these 
significantly last with these 
snowblowers, I know sometimes 
snowblowers, I know sometimes 
in a rough winter, we would be 
in a rough winter, we would be 
literally spending thousands 
literally spending thousands 
and thousands of dollars just. 
and thousands of dollars just. 
Materials not even including 
Materials not even including 
the labor to fix these lawns We 
the labor to fix these lawns We 
destroyed. yeah, that was 
destroyed. yeah, that was 
definitely something we had 
definitely something we had 
plastered all over our 
plastered all over our 
marketing materials as well, um 
marketing materials as well, um 
just to kinda put some scarcity 
just to kinda put some scarcity 
into to people’s minds. Maybe 
into to people’s minds. Maybe 
not scarcity is the correct 
not scarcity is the correct 
word but people even though it 
word but people even though it 
might not be 100% true they 
might not be 100% true they 
associate plows with 
associate plows with 
potentially after you implement 
potentially after you implement 
these tractors with special 
these tractors with special 
cutting edges people associate 
cutting edges people associate 
this plows with damaging 
this plows with damaging 
driveways whether it’s asphalt 
driveways whether it’s asphalt 
or interlock uh versus this. 
or interlock uh versus this. 
That I’ve kind of um special UH 
That I’ve kind of um special UH 
MW kinda hard and plastic 
MW kinda hard and plastic 
blades that won’t scratch the 
blades that won’t scratch the 
interlock so as soon as you 
interlock so as soon as you 
kinda start cementing that in 
kinda start cementing that in 
people’s minds that hey, we’re 
people’s minds that hey, we’re 
not gonna damage the driveway 
not gonna damage the driveway 
and there’s no need to drive on 
and there’s no need to drive on 
your lawn like a plow where you 
your lawn like a plow where you 
actually do need to push the 
actually do need to push the 
snow considerably far back. um 
snow considerably far back. um 
they instantly start thinking 
they instantly start thinking 
about this is the only 
about this is the only 
reasonable option to do it as 
reasonable option to do it as 
long as the prices is valid and 
long as the prices is valid and 
then when they see the price 
then when they see the price 
and the amount of service that 
and the amount of service that 
they can get because you. More 
they can get because you. More 
efficient it almost sells 
efficient it almost sells 
itself, so that’s awesome. 
itself, so that’s awesome. 
Dylan appreciate you drop us 
Dylan appreciate you drop us 
some knowledge on us here um 
some knowledge on us here um 
obviously uh Cody thanks for 
obviously uh Cody thanks for 
joining us as well today uh as 
joining us as well today uh as 
a weekly here coming up. uh 
a weekly here coming up. uh 
we’ve got a special guest uh 
we’ve got a special guest uh 
hopefully gonna be announcing 
hopefully gonna be announcing 
later uh next week um headliner 
later uh next week um headliner 
and then the following week we 
and then the following week we 
will be diving into accounting 
will be diving into accounting 
and financial numbers as well. 
and financial numbers as well. 
so kinda rounding it out if you 
so kinda rounding it out if you 
have any suggestions if you’re 
have any suggestions if you’re 
watching the ESA weekly talk 
watching the ESA weekly talk 
show on Facebook, live or the 
show on Facebook, live or the 
podcast uh feel free to drop us 
podcast uh feel free to drop us 
a note of any suggestions um 
a note of any suggestions um 
that you’re. As well, uh don’t 
that you’re. As well, uh don’t 
forget if you are part of the 
forget if you are part of the 
ecosystem, we’ve got uh SA the 
ecosystem, we’ve got uh SA the 
basically on-demand digital 
basically on-demand digital 
conference. basically that is 
conference. basically that is 
gonna be going live. I believe 
gonna be going live. I believe 
in November uh is the tenth and 
in November uh is the tenth and 
eleventh Cody. I believe you 
eleventh Cody. I believe you 
are correct. I don’t have the 
are correct. I don’t have the 
date. I believe it is, but 
date. I believe it is, but 
right at the beginning of 
right at the beginning of 
November as always uh obviously 
November as always uh obviously 
this would have been as a seven 
this would have been as a seven 
but uh some individuals like 
but uh some individuals like 
myself are are are some 
myself are are are some 
long-time goers having this 
long-time goers having this 
one. so I think I say probably 
one. so I think I say probably 
made a decision that uh this 
made a decision that uh this 
would be essay so hopefully a 
would be essay so hopefully a 
covert is dying down and we’re 
covert is dying down and we’re 
back in shape next year, We can 
back in shape next year, We can 
have a seven proper and uh we 
have a seven proper and uh we 
can get the pin that we. Seven 
can get the pin that we. Seven 
so we are officially saying 
so we are officially saying 
that I say seven is delayed to 
that I say seven is delayed to 
next year and this is kind of a 
next year and this is kind of a 
whole separate event, but 
whole separate event, but 
honestly, it’s gonna be just as 
honestly, it’s gonna be just as 
good as a normal conference, 
good as a normal conference, 
except if you don’t have to buy 
except if you don’t have to buy 
a plane ticket, you don’t need 
a plane ticket, you don’t need 
a hotel room. you can I mean if 
a hotel room. you can I mean if 
you wanna travel somewhere you 
you wanna travel somewhere you 
can cuz uh it will all be 
can cuz uh it will all be 
online. You can watch it from 
online. You can watch it from 
uh Acapulco if you want so I 
uh Acapulco if you want so I 
love it, but absolutely 
love it, but absolutely 
excited. Marcus she is gonna be 
excited. Marcus she is gonna be 
the keynote speaker. Martha 
the keynote speaker. Martha 
Woodward, one of the certified 
Woodward, one of the certified 
advisers uh gonna be doing one 
advisers uh gonna be doing one 
of the head. Myself as well, uh 
of the head. Myself as well, uh 
represents simple growth. I’m 
represents simple growth. I’m 
gonna have a whole bunch of the 
gonna have a whole bunch of the 
service. Autopilot team is 
service. Autopilot team is 
gonna be out talking as well, 
gonna be out talking as well, 
amongst other probably late 
amongst other probably late 
arrivals that are are soon to 
arrivals that are are soon to 
be announced. so if you haven’t 
be announced. so if you haven’t 
checked out the early bird 
checked out the early bird 
pricing is still uh in a fact 
pricing is still uh in a fact 
that can be found on the 
that can be found on the 
service Autopilot website as 
service Autopilot website as 
well. so we will see you again 
well. so we will see you again 
next week as a weekly talk show 
next week as a weekly talk show 
1 PM eastern 12 PM Central 
1 PM eastern 12 PM Central 
Dylan Cody Thanks once again 
Dylan Cody Thanks once again 
and we’ll see you guys next 
and we’ll see you guys next 
week. See ya see ya. 
