GIE+EXPO 2018 | How to Max Out Your Client List Without Compromising on Price

[MUSIC PLAYING] OK. Hi, everybody. Good morning. Good afternoon almost. So we’re here to talk about how
to maximize your client list without compromising on price. So kind of what we mean– what the meaning
is behind that is there is obviously someone
cheaper around the corner all the time. Always. Right? So how do you max out your
client list without it being– when your customers can go
to someone cheaper tomorrow? How do you keep your
customers for life? So I have Kristy and Brian
Bose from MIL-SPEC Landscaping in Clarksville,
Tennessee right here. Here’s Brian, here’s Kristy. And then I have– Yeah. Look at Rebecca’s the
only one clapping. And then I have Travis
from Snow’s Lawn Care– What the– –in Evansville, Indiana
here with me today. They have been Jobber
customers since when? Two years? Two years? Yeah. That sounds about right. Like ever since we started. It was really tried
in a spreadsheet for about 0.5 hours. And that was it. OK. And then how about you? How long have you been a
Jobber customer, Travis. I think it’s been a little over
two years with you guys since– OK. I think we was right
when you guys started. Oh, we were started in 2011. So it would’ve been– no, it would have
been actually 2015. OK. So it’s three years. Yeah. Awesome. Well, thank you. So my first question is I know
customer service is really important to the three of you. What is your approach
to customer service? Especially keeping in
mind that whole there’s someone cheaper around
the corner all the time. Travis, why don’t you go first? Tell me about your customer
service philosophy. Mine? I make sure that I let the
customer know that we’re going to show up every week
basically at the same time and they’re going to
get the same quality. The same quality, the same
employees, and we’re actually– we are fully– I mean, you can’t
say fully insured. But we are insured. So– OK. And how do you let
them know about how it’s going to be the
same employee every time? Is that something
you do in person? Or– Mainly, yes. Yeah. Because I tell them it’s
me that they’re getting. OK. Perfect. Brian and Kristy, your
approach to customer service? I really think like for us, it’s
more about– just because it’s just us, right? So it’s just Kristy and I.
We don’t have any employees. So our clients kind of
understand that, if you will. And it makes it more personable. So whenever we’re there, we’re
always the ones that they see. So they don’t see anybody else. It’s just us. Right. And then I think like other– I mean, we can try and
communicate with them and share stuff on Instagram,
and through our social media channels. And they get–
believe it or not, they get excited when we post
like a picture of their house. Or they go, that’s my shrub! Yes, that’s your shrub. So it’s really just being
personable, if you really will. I mean, I– What do you do about bond? Yeah. That bond with the customer. And you have crews,
Travis, right? Yes. So how many crews do you have? And how do you still maintain
that personal touch then when it’s not you? Actually, I have a landscaping
crew, an irrigation crew, and the mowing crew. So, basically, we
use the Jobber. And that’s how we keep
everything utilized with them. And then I personally
go to every job after. Oh, wow. Yeah. I spend a lot of hours making
sure all my customers are getting what they’re paying for. So that’s worth it to you
to go to every job after? Oh, yes. That customer’s my– that’s
what runs my business. If I don’t have that customer,
I don’t have a business. Right. Where do you think
people get caught up? Because some people probably
wouldn’t feel like they had time to go to every job. Like, do you have any
advice for someone on where they could basically
get some of that time back? Stay small. Yeah? How small? Small enough to where
you can manage it. OK. Not get overwhelmed. Because I don’t say
small by 200 accounts. I mean, if you got– basically, like them two,
I mean, if he goes out and he does 200,
and she can do 200. They can go to every one
of them accounts theirself and split up. Basically with me, it’s
just me and then my foreman. So he does all my
irrigation accounts. So he focuses on that. So all my landscapes, I do
follow ups with all of them. So if I feel that I’m
getting overwhelmed, then I know I’m getting too big. OK. So Brian and Kristy, I
know you guys basically– your client list was maxed
out after one season. Yes. How did you get there? What did you do for marketing
that let you basically say, cut off new clients
after just one season? Jobber. Jobber told you to cut it off. Jobber came to us in the night. No. What do you think? We sold ourselves. We were out there mowing later,
when people get home from work, so that people actually saw us. And then everybody was talking
about how easy it was to pay. And so we ended up just getting
neighbors, and neighbors, and neighbors because everybody
was talking and seeing us and seeing our quality of work. Yeah. I think when you
first start out, you kind of have to do
some things that you wouldn’t normally do, or things
that we don’t do now, right? Right. Like mow on the weekends. Right. So you want to be
on the weekends. You want to be out
there mowing and working when people are at home, right? Not at work. When you first start off. Now do we do that to this day? No. No, we don’t. I mean, we’re– we’ve
given away, I think, probably over 60– More like over 100 probably. Like passed on clients? Yeah. This year. Yeah. We passed on a 100
different mowing accounts. OK. But we changed our name
too, to landscaping. Right. Yeah. Yeah. Yeah. How about you, Travis? So you have a really
consistent client list. What are your marketing tips
to basically get to that point where you have a
strong client list? We started– my focus was
when we started the mowing, we listened to our customers. And when they basically
told us that wished this person done this,
wish this person done that. And I just started– just started feeling
the customer. And then whenever
they said, hey, we want that one stop shop. So I started marketing
it as a one stop shop. So I roughly– I mean, we
have probably over a hundred accounts with irrigation. And then right now we’re
scheduling for all blow outs, which that’s a job in its own. So and then you got your
service visits and, I mean, so– So really just like
listening to them and marketing yourself
as a one stop shop. Brian, did you– oh, did
you to add to that, Travis? Yes. Your customers is your boss. Right. When you’re on their property
you want to make them happy. I mean, that’s all it’s
about is your customer. Can I ask how you pass that
information on to your crews? Like some of that we wish you
did this, we wish you did that? Treat that property
like it’s your own. Right. And that’s what you basically
try to drill into them? Got it. It seems like you had something
to say about listening to the customer. Yeah. I mean, I think he’s dead on. Because we get it too, right? And we’re two totally
separate areas. That when you meet a new client,
or a potential client anyways, that’s one of the first
things that you hear is they didn’t show up, or
they did horrible at this, or they didn’t blow off the
driveway, or off the sidewalk, or they got grass in my mulch. Or– They’re mowing the grass
when it’s pouring down rain. Yeah. Yeah. Just running up the yard. Would you– The notes? The notes? Well, even though
it’s just Brian and I, there is notes in
Jobber where you can write like this
person doesn’t like this. And this person, you
know, make sure that you do that when you’re there. And we use that maybe
a couple of times. But it’s just us. But that would be
helpful for crews so that you can see the details. Yeah. Yeah. Do they use it? Do your guys use it? Actually, yes. When we– the things I
like about the Jobber part, is whenever you
got a work order, you employees do
not see any pricing. Nothing. All it is, is the amounts
that needed in it. And then you put
in notes for them. And there’s actually
another spot just for the customer
and your employee that you can have the notes. Like internal notes, right? Yes. So basically you
go to the property and you say, hey, this
customer, their code to their gate to get in their
backyard is yada yada yada. Right. So that’s only in there. Nobody else can see it. Right. So then when you go
to that property, they pull up the Jobber or
whenever they hit the timer, use the timer on property
so you can actually minimize how long they’ve been there. And plus the GPS, so you
know where they’re at. Right. And basically whenever
that customer is there, you say, hey, they want the
tree branches picked up. Well, you’re on another job and
you’ve got five other customers out there on another property. You put in that note, or
send a note to them say, hey, the customer needs these
trees picked up today. These tree branches picked up. Can you haul them off? So it’s basically just
store the note in there and they can see it. Right. And then you’re not on
the phone or texting all the time yourself. Exactly. Answering those questions. So here’s the thing, right? And everyone hears me say this
in our little Jobber video about increasing efficiency
and reducing waste, right? Any time spent in the truck
driving, that’s waste, right? So it’s wasting fuel,
it’s wasting man hours. Man hours is money, et
cetera, et cetera, right? If you’re going to spend half
a day on a Sunday or Saturday doing a spreadsheet,
or a PowerPoint, or whatever you’re use to– other than Jobber, right? Then that’s waste, right? Because your time
is worth money. So you really have to nug down. And I think that
that’s where Jobber– I guess I’m like shamelessly
plugging Jobber right now. It’s obscene that we’re
in the Jobber booth. But I honestly, I
mean, I don’t even know where we would
be without Jobber. Like the one thing– lawnmowers are going
to come and go, right? Yeah. There’s always the shiniest,
newest piece of equipment out there. Obviously, we’re sitting
in GIE right now. However, this right
here, like, literally, if you want to be efficient
and streamline it, and run like a lean, mean
fighting machine, this is why we chose Jobber. I mean, literally, we get in the
truck, it’s just the two of us. Kristy hits send on the invoice. And before we’re even in the
next job, we’ll get paid. You know, it’s like,
hey, it’s like ding! Oh, you’ve been paid. Or this person paid. It literally makes it so easy. And you just go over your dash– I mean, I could talk
about this forever. I mean, how much we love it. We appreciate it. Yeah. Thanks for having us here. Speaking of getting paid, how
many of your customers pay online versus cash, check? And what do you prefer? I think I know what your answer
will be based on your last– Hey, Kristy, you got this. Tell them about Russ. Tell them about our
80-year-old veteran. He’s awesome. Well, all of our clients now
pay us, except for one, I think. Online? Yes. All pay through Jobber. And then we have one
guy who is probably 80, old war vet,
and finally wasn’t home when we had cut his lawn. And I was kind of
excited because I didn’t have to wait for the check. And I sent him an
invoice to his email. And he paid. And the next time
we were there, he said, did you get my money OK? Was everything OK? Did it go through OK? And I was like, yeah. And he’s like, it was so easy. I just hit pay. Amazing. It’s like, yeah,
it’s pretty easy. So did you convert Russ to
full-time online payments? Yes, I did. Yeah. Good job. Yes. Easier for you, too. One less trip to the bank. Yeah. Well, you got to– So look at it like this. [MICROPHONE FEEDBACK] And time is money, right? So add it up. So I add it up, right? If I have to get a check, right? So I got to walk to the door. I got to pick up the
check under the mat. I got to walk to the truck. I got to sign the back
of the check, right? Now, OK, let’s just it. You got online
depositing, right? [INAUDIBLE] Or you got to go to the bank. Or you got to go to the bank. Right? So even if you do online
depositing, right? So now I got to sign the check. I got to scan the
front of the check. And then I got to scan
the back of the check and upload it, right? OK. So take that. Let’s just say
that’s five minutes. Right. And let’s just say
you mow 20 yards a day and that’s five minutes, right? I mean, do the math. How much time are you spending
just uploading checks? Or going to the bank? Or going in the bank? Right. Too much. Too much. I mean, literally,
like Kristy gets in and it’s like 7.6 seconds
later, she sent the invoice with Jobber, so– Travis? And the fun part is you don’t
have to worry about receipts. So then you [INAUDIBLE]. And then you go write all the– Right. On the envelope. And then you got to
put a stamp on it. And then you got to send it out. And then you got to wait
a week for that customer to sit there and say,
hey, we sent our check. And then you’re
waiting and waiting and waiting and waiting. Right. And then you’re
like, wait a minute. Now I got to wait until
the end of the month before we can do
invoicing and all that. So as soon as we’re
done with the job, all it is is one
click, complete. And then send, and you’re done. All the employees can do it
when they hit a complete, if you give them the access. So you only limit as
much as you can to that– Employee. So I mean, all they can see–
if you don’t want them seeing pricing, you don’t
want to see them– seeing the information,
or even if you want to use them just as a– a couple of my
employees, they don’t use anything but the
clock in, and clock out. It’s got its own
time clock in it. So whenever they come to
the job, they clock in. And then we use it
as the time clock. So it’s automate. Right. And then also go back to the
beginning about the customer thing, there’s also a
database for customers– The cloud. The client hub. If they want to request work–
so, say, they’re in Florida and they say, hey, I’m sorry. Can you change? We’re having a birthday party
or my daughter’s graduating, they can send you a request,
the work request form. And it just basically–
they put in all their notes and it sends it to you. And then all of a just
change it in, what? Two clicks. Change it over. And then you can
give her a price. And then it’s approved. Right. And there’s no
sitting on the phone. Yeah. That’s awesome. So that’s a true story? Yes. Oh, very cool. So, you look at the
client hub, right? For the customers. The great thing
about the client hub and where it really shines– I’m talking really shines– is if you have
commercial accounts. So we have all the
Valvolines and Good Years in our local area. So it allows the Vice
President and the office staff to be able to go
in the client hub and look at all the
different invoices without ever having to
call us or contact us. They can go see them for
each one of their properties. And here’s the
best thing, right? I’ll tell you something
that we implemented and this is kind
of crazy right now. Giving away our secrets. We don’t answer
the phone anymore. I’m not kidding. Like, you call
our business line, and it will go
straight to voicemail. OK. And in the voicemail, right? Because some of this is
about training your client. So in the voicemail, it says,
hey, right now we’re busy. Which normally we are. We’re always on a job. I’m on a tractor,
a mower, you know, on skid steer or something. So whenever we’re
on a job we kind of feel like they get our
full attention, right? But in the voicemail
that they get it says, hey, please text us. Right? Please text. And as soon as they text us– and this kind of goes towards
like, hey, how serious are you about wanting landscaping
done or something like that. So please text us. And then what we text back is
our Jobber work request link. Oh, awesome. So you get their info. Yeah. Because here’s the great thing. When you’re talking to
somebody on the phone, right? I don’t know about
you, but how many times have I like missed a
number or somebody said, my email is [email protected] And I’m like, good
night, man, I– you know, so if you’re like, hey, text us. And then you send
in the work request, then it forces them
to fill it out. And then they’re automatically
uploaded into the system, right? And now, my whole point of this,
it’s coming to the conclusion is– now you have a record of it. That’s the greatest thing. That’s why we use
text and email. Because we never run into he
said, she said issues ever. Right. So the personal side of it is we
were there face-to-face, right? Got it. So you’re– I’m sorry. Go ahead. If it’s digital, email
and text is fine. They’re going to see
us face-to-face anyway. Yeah. But also there is
a spot on there– so, basically, all you
guys are out there. And I’m saying,
I got your email. The next step of that. And the person wants to know,
when do I need to be home? So you can send them a
reminder straight into that. And it sends them reminders
straight to the email. And it says, hey, we will
be here at that time. Yeah. So automatically
they’re saying– and then they can click
on it and confirm. Right. And so it does–
it has its own– it’s [INAUDIBLE]. Yeah. It does everything. I mean, even the guys that don’t
know anything about technology. I hate technology. So now my phone, I use
the software and the app. So I go in between both. I like the software
on certain things. But I like the app
on the other things. Right. But, I mean, you get
the whole nine yards. You get GPS. You get a time clock. And the whole customer. Easy. You just click on
it and it’s started. You can set it in by if
you learn how long it takes to mow the properties. So, basically, you say,
I had 17 properties to take care of this week. I can go through and I
know exactly the time it takes to do. I can utilize it and get it
down to 15 to 20 minutes. You can put it in and then
it keeps everything in order. And then you could
also go in the map and it can show you the
fastest route, the best route, for off of your time. Right. So it’ll just even get you
quicker off of the map. So what I feel
like I’m hearing is a theme where you choose
to automate things like routing, and client
reminders, and getting in like work requests, and
all of that type of stuff. You automate that
so that you can spend more face-to-face time. You can visit every
single job after. You two can be totally present
at a job and not distracted. So you’ve chosen
the right things to basically put to technology. And what’s important to you
to keep like face-to-face. We actually turned off
our client reminders. Because– Why? Especially when you
get a lot of rain. You know, people don’t
put two and two– it’s literally, right? I mean, I don’t
know about you guys, but we get like
the text messages. Like, hey, I know
it’s wet outside. Yes, it’s raining. Like, it’s getting long. When are you getting– so– We have to turn them
back on because they’re so used to Jobber that
they think we quit. That we’re no longer
servicing their yard. So we are getting
those text messages. Are you guys still
cutting our lawn. And so they’re really
scared right now that we’re not mowing. So they got used to Jobber
and then I was like, I am turning these off. Because it’s just reminding
them that we didn’t show up because it rained or
something like that. It’s funny because
you had said earlier, you’re like, it’s about
training your client. So you trained them
into that habit. Yes. Yeah. Really trained them
into the Jobber. Yeah. They need it. So actually, I guess– I don’t know– [INAUDIBLE] Go ahead. You can talk about it. So, basically, I
know a lot of people I have other questions
about whenever– everybody uses QuickBooks. So Jobber actually
integrates with it. QuickBooks Online, yes. So I don’t think there’s
nothing that it really doesn’t integrate with, is it? There are some. We don’t integrate
with everything. But we integrate
with lots of things. QuickBooks Online, yes. It seems to be a really
important one for the lawn care landscaping community. And then a new
thing that we just started, we did a
[INAUDIBLE] or POS system. OK. So Jobber actually– we had
to go through and figure out which one. Because we started
a retail side. Oh, nice. And then the nursery. And so Jobber helps
out with that also. So it integrates with
our POS system too. Perfect. So it just feels like
one kind of system that you’re working with. It’s all ran together. That’s amazing. So I guess taking a step
back with the maximizing the client list without
compromising on price, I’d be curious to
know, let’s say someone reaches out about
getting you guys to do a job. And what is that
conversation when they say well so-and-so
will do it cheaper? What is your approach to that? I’m just curious? Call them. Easy. That’s exactly– I’m not– like, I’m not– look,
where we’re at, right? You have to have your you have
to have a price structure that is driven by the market. OK? You can’t go, hey, I’m going
to charge like $65 a cut. And every single other
person is charging 40. You’re going to die a
very fast death, right? But you’ve got to– I guess you got to decide
where you want to be. I joke around a lot. Do you want to be a company
or do you want to be Bob the beer money guy? You could be one or the other. I mean, you got to
start somewhere. Hey, cool. But I’m running a company. I have multiple licenses. You know, we have insurance. I think same thing with Travis? Yeah. This is what puts our
food on the table. So, I mean, it’s not the guy
driving, pulling a bicycle down the road, with a push mower
attached to it, and said, hey, I can come and do your house. I can mow your property for $20. Which is OK if
you’re like a kid. Yes. I mean, if a high schooler
is out there doing it. Yeah, good job, guys. But you look at quality. I mean, when we all do
it, we do it for a living. So we’re not just going out
pulling a truck with a little B trailer and a
Craftsman push mower and a Craftsman weed-eater. Yeah. With no insurance. No license. Right. And that’s OK. Right? I mean, you’ve got
to start somewhere. I got it. But that’s where that
price change is, right? Because our overhead, if
you will, is insurance. It’s different licenses. You know, it’s
continuing education, all that other stuff. Like, with landscaping,
Kristy’s like, hey, you know, go get that golden unimus. And I’m like, what? What? You know, or like
more [INAUDIBLE].. I mean, she knows everything
by its scientific name. But again, that’s kind
of what you pay for. Like, do you want that expert
who is licensed and insured? And– You stick to that. Some people do, right? I mean, some people don’t. The people who
don’t, I don’t really want them to be our
clients anyways. Does that make sense? Where it turns into
more of a hassle. It does. It costs you more at the end of
the day than it does just to– And believe it or
not, those clients, the ones that are like, oh, my
last guy did it for like $30. They’re the nit
pickiest ones, too. Aren’t they? I don’t know if
I’m like you, but– Most of the time if you
get a call in the middle of the season and
they’re saying, well, the guy was
doing it for $20, I mean, they’re
basically already gave us a badge at the face,
saying, well, we already know– all they’re going to do– a lot of people like
to shop the market. So I get it. I mean, everybody wants
to get the price down as low as they can. But at the end of the day,
we have an actual business. And we have to put
food on our table. I don’t get out of the
truck for less than $45. That’s it. There’s your rule. There’s your line. I mean, that’s the kind
of line in the sand. I mean, and I think
as a business owner, you have to eventually
find out where your line is and draw that line. And then stick to it. I mean, we have a price
that we charge per acre, or a half acre,
or 3/4 of an acre. There’s a business in our town
that does it by obstacles. I’m not kidding. He looks at like the
satellite imagery and goes, I count 12 obstacles. So it’s going to cost $72.50. Good night, guy. That’s even worse than me. I try to keep it easy, right? I mean, that’s–
we’re simple folk. I will ask if anyone has any
questions before I kind of get into my last question. Any questions about pricing? Maximizing that client list? No? OK. Nobody? Crickets. You guys have covered it all. You guys as pumped up
this we are about Jobber? I’m pumped up. So I just want to kind
of close with more of a passion question. Entrepreneurship, it’s tough. It’s hard work. It’s long hours. I know you guys wanted to
get to Louisville earlier than you did. But you guys were up until
11:00 the night before working. Why do you do it? We do it because
it’s satisfying. Once the work is done, to see
like what we have created, and the before and after
of what we’ve done. I mean, even with
mowing, I mean, it’s night and day between the
lines with like the stripes on it now and the edge. And it’s actually
weed-eated which was never weeded by
Bob the beer money guy. So all those weeds on
the house are gone. I’m into landscaping. So it’s just– it’s beautiful. We love doing it and
making the client happy. Because a lot of times we
hear we hate our landscaping. You know, it’s ugly. And we try to close our
eyes when we walk past it. And I just want people to
love their landscaping. And if they want something
simple, I can do simple, you know? So that’s why we do it. I mean– And I think for me I spent
22 years in the military and then retired. And I just wanted to not
really have a boss anymore. And I wanted to do my own thing. And I like being outside. How’d that work for you? [LAUGHTER] As a boss, like,
we made t-shirts. And she was like,
do you have one that says CEO on it that
I can put on my t-shirt? And I’m like, yeah,
that’s about right. I mean, I just fix stuff
and drive the truck. That’s basically
where we’re at now. A beautiful partnership. It’s not so beautiful sometimes. I mean, because
we live together. We work together. There’s– So much honesty. I love it. There’s definitely some train
wreck moments that we have. But all in all, I mean,
it’s been a great learning experience. I mean, we love it. I mean, it’s just being outside. I mean, you’re kind of
the master your own fate. And you can drive in
the green industry wherever you want to go, right? We started out in lawn care. And now we’ve switched
the landscaping. And I mean there’s all kinds
of stuff that you could do. Travis is over
here like partying. What is this? Yeah. Speaking of entrepreneurship,
Travis is getting calls. It never ends. It’s good. Look at this. Is that a work request? Yeah. He’s getting like
Jobber work requests. What are they asking you? What do they need done? It’s the appointment
availability from 7:30 AM to 3:30
PM on November 9. Please let us know the date
works for irrigation system to be blowed out. Beautiful. Does it? So I can actually just
go straight in here– Just drop the mic now and leave. That’s it. That’s awesome. A drop the mic moment. OK. So speaking of entrepreneurship,
Travis, why do you do it? I can say many, many
reasons why I do it. One was because
I have four kids. And I don’t know. I enjoy being outside. I grew up on a farm. So I work inside. And I don’t like being in– this is driving me
nuts inside here. Claustrophobic. Because, yeah, it’s basically
being claustrophobic. But that’s basically
the same what they said. I mean, when you go
out there and you put your pride into that one
job, at the end of the day when you’re taking
pictures of it, I know you sit down and
look at your pictures. The pictures does not do the
justice as it is in real life. Because you’re
looking at the job. Look at the picture. And it’s like the
picture doesn’t show how beautiful the yard is. So that’s why when I
started my website, it says, mainly the main word on there
is because life happens outside. Yes. That’s my main– because
where’s everybody at? You’re always outside
during your grilling. I mean nobody has time for it. So I love to take the pride,
trim the bushes, I mean, go that extra mile
for that customer. So I don’t know. I love what I do. Just love it. I mean, there’s no
other word to say it. Because I just enjoy
being outdoors. Perfect. And, hey, on one final note. Like, for anybody who
wants to see kind of– or hang out, or you want to
come up and look at Jobber, we will literally open
up our Jobber account and you can see our books. Thank you. So [LAUGHS] that’s
about as transparent as it could get for us. All right. So yeah, we’ll– well, no we can
just use one of these, right? Yeah. You can sign into one of yours. We’ll just sign into our– If anyone wants to see the
MIL-SPEC Landscaping Jobber account, get a demo
from a customer. Yeah. If you don’t want to see
like the Jobber demo, you want to see the
no kidding here’s– The real life. –raw Brian and Kristy
data, that’s no problem. OK. Yeah. If you would like to
talk to Brian and Kristy. See our day-to-day life. See Travis’ day-to-day
life, please stick around. Ask them questions. So, again, that was Travis
with Snow’s Landscaping. Snow’s Lawn Care. Lawn care. Oh, my gosh. It’s because they
changed their name. We did. Travis, Snow’s Lawn Care,
Evansville, Indiana. Snow’s Lawn Care on Facebook. It’s actually Newberg, Indiana. Oh, my gosh. This is horrible. [INAUDIBLE] He’s now selling mums. Now selling mums. You’ve got to get
the plug in for mums. You need to put it
in Jobber so that you can remember it that way. Sorry. And then Brian and Kristy
Clarksville, Tennessee, MIL-SPEC Landscaping. MIL-SPEC Landscaping on
Facebook and Instagram. Yes, that’s true. And I will not be eating any
barbecue here in Kentucky, because I’m a Tennessean. Listen, I’m not going
to be a traitor. I can’t– I respect that. Got to stick to your roots. That’s it. Can we give them a
round of applause? Thank you, Brian,
Kristy, Travis. [APPLAUSE]

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