How I Would Build a Service Business in 2026 (If I Had to Start Over)

Intro: Welcome to Scale or Fail

00:00I'm about to help a complete stranger build a $7 million per year business. I'm going to give him a step-by-step road map on exactly what he needs to do. And 90 days later, we're going to check in with him to see what actually happened. And for all the business owners watching, I've scaled 10 businesses past 10 million, three past 100 million, and I've realized an important lesson, which is that businesses behave in patterns at all levels.

00:18And so, you can take any of the principles and tactics and apply them to your specific business and industry. At its current size, there are far more similarities than there are differences. And so, with that being said, let's go

Kaleb's Roofing Company

00:28meet Caleb. Ready to rock? I'm ready to rock and roll, brother. All right. Tell me about the business. So, first off, my name is Caleb with a K. I own Keys Roofing Company, also with a K. Yeah. All right. Alex with an A. Nice to meet you. So, we are a premium and luxury roofing, gutter, and downspout contractor in St.

00:43Louis, Missouri. Hey, what's going on, folks? This is Caleb with [music] the K, the Kingdom Building Castle Contractor. So, we've been in business for 2 months. The current revenue, um, we're a little bit shy of 41,000. Profit is 24,248, so I'm at about 59%.

00:56So, you're doing only 20K a monthish right now. All right. Correct. The goal within the next 3 years is going to be 7 to 10 million. Okay. Love that. So, how you get customers? So, the way that we get customers, um, two primary acquisition channels currently is door-knocking.

01:10So, I do a ton of canvasing and then also referrals, whether that's doing a great job for the person that I currently meet or people within my internal network. So, walk me through the money stuff. Yeah. Um, so with the money stuff, I have two streams of revenue with the full replacements.

01:26My average ticket year after year is about 18 to 25,000. The greatest thing about being the solution for the smaller problems is these jobs, Alex, they typically chunk up to those jobs. So if I'm coming through and I replace one down spout for somebody, run a gutters, what have you, nobody will else will even show up to even attack that job, which then qualifies me to get the next job and all their future jobs.

01:50How many doors do you need to knock to get a sale? Oh man, I have a high um close rate on that. So if I knock 20 doors, I'm getting a sale. Yeah. Like it's like that. Yeah. No, it's like that. It's like that. Like that. [laughter] All right.

02:04Um what's stopping you right now? So what's currently stopping me is um having more salespeople because if I have two more salespeople, one project manager, I'm 100% confident 7 to 10 million is very doable. Okay. Um why is this important to you?

02:22I would say this is important to me because um I have two kids at home. So Wayan is three. My son August is 10 months old. Oh, congrats. Oftentimes we look to our parents, oh like you know how to be successful and they'll give us all these things.

02:34And for me as dad, I need to show my kids what winning looks like. So that's first and foremost. But also secondly is I believe the roofing experience is primarily across the board terrible for both customers and roofing salespeople alike. So, the ability to solve this problem gives salespeople a great ecosystem to come and sell and actually be paid for what they do.

02:56Yeah. And then it allows me to have satisfied customers in the St. Louis area with the unmatched offer that I do. Um, all right. Hop on to the side and then we'll uh we'll dive into it.

The Fix: Raising Average Ticket Sales

03:07Awesome. [music] Okay. So, um, the big thing that you right now have to deal with is like there's one of you and there you don't have that many like it's a small business, right? Right? And I'm not saying that as a slide. I'm saying just factually, right?

03:21Um and so you're going to be resourcing strength both time and money. And so I want to focus all efforts on the highest return stuff that you can do right now. Um what's very good about your business right now, honestly, is you because at any given point, you can knock 20 doors and you get a deal.

03:38Yep. Right. And so that reliability of being able to just basically go get money um is something that a lot of entrepreneurs don't know how to do. And that gives you a lot of what I'll call like cats have nine lives. like entrepreneurs uh need as many lives as they can and knowing how to go get money is one of the ways to do that.

03:52So, I think it's super good. Um there's a couple key decisions that I wanted to like walk through because one of the considerations I had was like, okay, was there a world where we could get repair average tickets up more meaningfully? Yeah.

04:03And so, say 7K is gross profit on the replacements. Sure. Does that sound fair? Yeah. Okay. So, if we have 7K replacements, right? Um, what is the gross profit on a repair? Oh, I'm at like 64%. And that average ticket is 1,500. Yep. So, $1,100 um gross profit on repairs.

04:29So, I'll tell you where I was originally thinking was basically, is there a world where, let's say we get this gross profit up to $2,000. Is there a world where you think you could sell three times as many repairs as you could replacements?

04:39100,000%. Right? So, this is what got more interesting to me was like I love when there it's like when when there's something that's been cast aside by other people, right? Like no one wants to do this particular thing, but then you orient a business in such a way that you can actually make really good gross profits on it.

04:51Part of me was running out the idea of like what if we just did repairs and you did an absolute like you just became you systemized the living out of it, right? So, what is the aggregate amount of all repairs? What would that ticket look like?

05:03So, if you did everything minus replacement, these should really be selling for like 2500 to 5K. The reason that this is interesting to me is that like if we can get this thing to two, three, you know, 4K. Sure. This becomes an incredibly interesting business.

05:18Yeah. Just from the sheer volume that you could do and the reliability of revenue cuz the obvious one is cool. We do repairs and then we try and upsell the upsell the roofs. Like that's fine. Um but I just like that you have this angle a lot.

05:28Hey, it's Alex from the future. I just thought it might be really interesting to see what actually happens to Caleb when he implements this stuff. And so we're going to show you how much his revenue increased by at the end. How has the business changed since switching from uh chasing full roof replacements to repair volume?

05:42And it's interesting because I was doing like 15 to 20 services per month, but with the new model, I do about 60 to 80 per month right now. And so it's more than quadrupled in terms of uh services sold, built, and collected on. So I would say that it's it's been working.

06:01Our roof repair techs, they do about 3 to five jobs per day. Um, I have one currently. Once the second one comes on, I mean, we're doubling up even on that. Well, I would say that was pretty good. That uh that was a good one of those one of those good ideas out of nothing to add.

06:18Let's just run this out and like

The Fix: Systematize with VSLs

06:22run out a version of the future. Okay. So, let's just say that we try and get really really sexy with our repair sales motion. Sure. All right. So, all the repairs we try and get our foot in the door quite literally, right? Mhm. We get our repairs and then they go to um have their onboarding call with Amanda.

06:40Right. Prior to the onboarding call, I would love to have them watch a VSSL that talks about the other the benefits of what you guys do. It's a long-term investment. Blah blah blah blah. Right. Um, and then Amanda then tries to close them on a menu close of, okay, uh, you got this thing, but you probably don't need this.

06:58You probably don't need this, but what you really going to probably want to take care of is this and this, which, you know, my my partner didn't have enough time to to talk about, but given what we now know about it because we did a little bit more work than just talking to you.

07:07Um, we're all going to be there. We're going to have the dumpsters out. We're already going to have the tarps open. It's like you might like the the hood's going to get popped, right? So, you might as well just have us fix everything while we're here.

07:18Getting the first sale is the hard part. Getting the approximate sale is significantly easier. Way easier. Right. Can I ask you a question about this? So, with the VSSL, so I have a a high quality YouTube channel. Is a VSSL kind of the same as a YouTube or is that different?

07:31It's it's has a more specific purpose. As you scale the sales team, you might want this video to be more targeted in terms of like more s. Okay. Right. And so the the VSSL structure looks more like this, which is you have your intro and then you're going to have your promise of like, hey, in this video I'm going to explain X, Y, and Z, which is the promise that they want.

07:47you're gonna have an amazing roof and blah blah blah and it's gonna help you avoid this pain that you probably dealt with in the past x y and z. Um, and so you might not believe me because you just met me and so let me just give you some proof of Angie and Daniel and so and so that are all around this area have houses as big or bigger than yours so you can feel like I work with people of your caliber.

08:05Um, and so in this video I'll show you the plan of how we actually do that. And so then we have old way new way which is the way that the current industry looks is this. and our special K right uh process is X Y and Z and that's why it's very different than the you know the old way of doing things and then we say okay now clients typically have a couple questions around this stuff and so we have objection number one through whatever n uh objections that they have and with each of those you just break the beliefs you're like uh they think this here's why that's

08:35wrong or they didn't know this this is what's right and here's proof and so you know Angela a similar question. She owns whatever house down the street and um she thought this it actually works like this instead. Um and so here's proof, right?

08:50So each one of those is basically that's just a belief breaking mechanism over and over again. And so that way your sales guy when he comes back after, you know, walking the house and this is like a 7-minute video, whatever. Um you be like, "Oh, video give you a little bit more context."

09:02It completely edifies them, edifies the company, gives a shitload of social proof and stats. Yep. And so like I would also bring in something like uh you know uh houses that have some sort of roofing plan um resell at a higher value. Like I would put those pieces into it.

09:15So it's like you're actually not really paying for this. Uh you're going to pay for it either way. It's just you get to enjoy the house without all the issues the whole time, but it ends up reflecting your home value. I see. So you might as well just like the worst thing you can do is fix all these things the day that you sell the house and you could have just had a nice roof this whole time and sold it for the same value, but instead you're just fixing your house for the next guy.

09:36Makes sense. Okay. That's how I would sell it. Sure. Right. Um, and so this is before you actually close, but then you before you talk to Amanda, right? They should still watch another one. So they watch one when you're on camp like on property and then cuz [clears throat] this is about the first sale.

09:52Understood. The VSSL that they're going to talk to you from Amanda. So this is VSSLs in general. But the VSSL that they're going to see when they talk to Amanda is about the other stuff. Got it. So it's just it's just framing the conversation.

10:02So this is probably more a little bit more about us and working with us in general. This is going to be more about other things that people don't know about like their roots. Mhm. So it's you get the difference. I'm thinking about that. Got it.

10:13Yep.

The Fix: Maximizing Door to Door Sales

10:15Now I think that in terms of scale, you should go all in door to door. Okay. It's what you're good at. Like I don't think we need to be cute about this. Sure. Um and just get really violent with it. Nice. I'm down for that. Yeah. I just It's like I have full focus on this.

10:29If you just every 20 doors and maybe it's every 40 for your guys or every 50 for them, whatever. like it's like I want to go make money. It's like great. So, you know, your commissions I don't know what would a commission on this be. So, we do 10% on repairs.

10:43So, let's say the average uh repair we can get that to like 4K revenue, right? So, 4K revenue, they're going to get 400 bucks. Yep. Right. Divided by uh 50 doors. So, it's like, want to go make 10 bucks? Knock that door. Want to make another 10 bucks?

10:56Knock that door. Want to make another 10 bucks? Knock that door. It's just like it just makes it really straightforward for them. So, it's like how much money do you want to make? Just knock that many doors. That's the piece, right? Yep. Um, and I think you building out this DDD army is like the clear straight shot.

11:09When I came back from scale or fail, my biggest thing was like, how do I go all in on door knockocking and just basically do more of what's working and just sell more jobs, get more services completed. Uh, that dedication has resulted in us doing literally more than four times the sales velocity that we were doing.

11:28And quite honestly, I feel that I'm a few deletions in terms of my own like habits that I got to kick or like delegations I got to put out there of selling 20 to 40 more services per month. Awesome. I mean, at the end of the day, it always comes down to the team.

11:43So, kudos that he was being a good leader and pushing credit down because that's

The Fix: Cleaning up with Maintenance Memberships

11:48what you got to do. Okay. So, what are you doing on the back end when you deliver the house? So, like full job's finished is what you're saying. Mhm. So, we have like a cleanup process, too. So, like I make sure that the house is better looking than how we left it.

12:02And then the first thing that we're going to do is ask them for a Google review. I also come from a background of like financial advising and mortgage. So, I want to make sure LTV is high. And the way that you do that is you actually stay in good contact with your clients.

12:14I get a lot of business just by I call these people every six months to a year. I have detailed notes. Hey, how's your kids doing? Let me give you a cool little thing. What you got? Okay. [laughter] So you're going to do your like you're going to get your review and you're going to get your reel.

12:27So what I do is give an incentive. So I want to say, hey, so what most people do is they sign up for our, you know, diamond roofing call whatever you want. VIP. Mhm. And it's $15 to $20 a month. Just paid annually. So it's 180 to 240. Depends on the market, right?

12:45You can go a little higher if you want to. And uh we put uh $2 for every $1 that you put on this into future repairs. Typically people need to get their roof checked once a year. Um and so we'll come out for that to check on everything, make sure it's up to date, and we'll take it out of the repair that we have to do.

13:04Okay. Okay. So you're you're more talking about like a the maintenance program, like something like that. Okay. Yeah, I like that. Yeah. And then if you want to, and this is like where we can we can get a little bit niftier. It's like you can make this $500 a year.

13:18Um, but if you just leave us a review, we'll knock it down to 200. Okay. And now we have a little a little carrot. Yeah. For them. But at the end of the day, you don't we just we don't even care about the money. We care about the fact that we're going to have appointment see that we're going to go out to see the person.

13:32Yeah. And then Yeah. sell more stuff. Let's do that. Yeah. Good idea, dude. Yeah. I actually do this for a living. Um, so we have launched it and I've put a few offers out there on it. I'll be the first to tell you that I need to find a better way like in my sales motion on how to get that through and an offer that really makes sense.

13:52Uh, there's been some commercial maintenance that we've done that we've done a fantastic job on, but in terms of like throwing that on residential, I'm still finding my way. I'll have to ask that. I'll have to ask Cale about that when I see him.

14:04Um to figure out where where he's putting it because it's probably a timing thing. Um and I'll have to see how he's actually like scripting the words around it. Um because if you can tack that on the end, it takes the business from being onetime business to recurring business, which is obviously significantly more valuable and dramatically increases LTV.

14:20So, it's one of those like it's kind of it's sometimes just tweaking a couple things. Um and then all of a sudden it's like boom, it clicks and then you're getting 80% or buying it. So,

The Fix: The Menu Close [Kaleb's BEST Unlock]

14:31because you're starting out, the It's funny because the the bigger the business, the more tailored the um advice has to be because there's just more moving pieces and considerations. The earlier like at at the hypothetical stream at the beginning, the first step of starting a business is always the same, which is that you will need to start an LLC of some kind so that you can accept money.

14:49Yeah. Yeah. Right. So, it's like if every if you're at zero, the steps are identical. And if you're at a zillion, the steps are entirely unique. You're a few steps from zero, eight weeks. Right. Yeah. Um, and so, uh, the process here is really, really straightforward.

15:01We need to add tweak this front end VSSL, add a backend VSSL. Amanda needs to follow a script in terms of like, um, I like the menu close. So, the menu the the the the menu the menu process works like this. Step one is that Amanda's going to unsell what they don't need.

15:18Mhm. So, she gains trust. She's like, "Hey, looks like you're this is fine. Looks like this is it. You probably have a couple years on this. Don't worry about that. Don't worry about that." And then they're like, "Oh, wow. She's not going to try and upsell me a bunch of shit."

15:27You're like, "Yeah." The second thing um is we're going to we're going to prescribe what we do think they need. So, you don't need this. You don't need this. You don't need this. You don't need this. But what I am saying is you're probably going to need this and this and this.

15:43Mhm. Now, would you prefer A or B? Gotcha. Would you rather have a male or female person doing the install? Would you rather start on Monday or Tuesday? Would you rather like Yeah, it doesn't matter. Like would you rather the neon nails or the the white nails?

16:00Coffee or water? It's a fake. Yeah, it's a fake choice, but it just makes the clothes a lot easier. Mhm. And then four, [panting] card on file. Mhm. Great. You just put that on the card that we already the payment method we have on file. Awesome.

16:13That's the script. Yeah. So, welcome. We're excited to really have you. I looked at some of the images. Um, it looks great. Look, you know, your gutters look great. The blah blah blah looks great. You know, beautiful home that you got here.

16:23So, I don't think you're going to need this and this and this. You are going to probably need to take care of this. And so, would you rather this or this? Great. You want to take care of that with a card file? I mean, we already have the hood popped up.

16:32That work for you. Great. Nice. Yeah. Super smooth. Yes. And we're good about this, too. So, we could definitely do that. Buttery. Nice. And so, that's a script for Amanda to follow. Cold. Love to see it. How is the menu upsell going in terms of like prescribing people a solution?

16:47Uh, taking something off the table. This has been one of the most the most effective strategies that I've injected into my business because I get to give my raw authentic opinion to people and it automatically builds that trust because not every product is for every person.

17:06So I have to look at the variety of solutions that I have and say this one is made specifically for you Janet for this reason. Um people like that the menu epsile absolutely slays. It is my favorite of the If you had to ask me what is my favorite chapter in the money models book, it is the menu upsell.

17:22It's in the upsell section. If you have any kind of transactional sale that's like you're not doing a super complex thing, but it's like you can do it in one conversation. It absolutely slays. Like it is it is I have I spent so long honing that process.

17:34If you have the opportunity to use it, it's in the book. My book's online for free. If you want the hard copy, you can grab it. But like

The Fix: Let Customers Pay for Speed

17:41it crushes. We This is the process because all we're doing is we're going to increase average ticket with this via menu uh sale process. The two VSLs, one for you and then one for her. We're gonna get more reoccurring business on the back end with our little membership that we're going to credit towards any repairs.

17:57Mhm. You're going to need to do it either way. So, you might as well just not even feel it. Sure. And then we shove scale door to door. Got it. I had a speed incentive in play, too. It's all margin. Yeah. Oh, for sure. So, the way I think about like the reason that I'm such a big proponent of speed, right, is let's say that you've got So, you got house A, B, C.

18:17We'll put a little put some roofs on for for keys, right? Yeah. So, we've got house ABC. If like we have to do this amount of work and this amount of work is going to take the same amount of resources, but if C wants to pay us an extra th,000 and A is still very much within the window of like an acceptable time period to get the repair done.

18:35Mhm. We might as well just make it C B A or CA B, whatever. But literally just reshifting the order of the work by allowing people to spend more to go first just makes more money. Correct. And so when you do the end of your repair thing, it's like, hey, you know, we always try to be really fast, but for a lot of our clients, you know, time is money.

18:53um we have a 20% um priority sure boost. So if you want us to get this done um for sure by the end of the week and if we don't we don't even charge it. Uh we basically put you at the front of the line and then you don't have to worry about it.

19:07Okay, I'm with that. Yeah, that's good. Cuz if I mix that, I have like a prepayment incentive. So yeah, and I mean speed's all margin and in this business margin matters a lot. Ton. So I would say you can tack that on to the initial here. Yeah.

19:19But if we can get the average ticket up to that 2, three, 4K because of this motion. And then you add your speed piece in, all of a sudden you guys can start doing two, three, four repairs a day. It's like doing a full roof replacement a day.

19:32That's what I'm saying. Like that's why I love the repairs because I'm not competing with anybody on these guys think they're too good for it. Yeah. I just like it. I love I if I can I love high volume businesses just because there's more stability.

19:43the the reps get way more like the sales reps get way more reps um in because the sales cycle is much shorter. There's way less um administrative uh headache with the insurance and the payment that's delayed. There's there's basically no cash flow constraints with the business and you can just and then you just add more of these and that literally becomes the machine.

20:03So I actually have not only rolled that out but had some of my first takers as of recently um a commercial client that had an emergency on their job. Uh basically threw him a quote out there. was like, "Hey, we could either do this next week or I can get to it tomorrow for x amount more um extra 300 bucks of like straight margin."

20:21Uh they took it, got the job completely done, they were super satisfied, and not only was it like effective, but they wanted to buy the next job right after it. So, speed works, baby. If you're ever not sure how to add margin to a business, especially if you're supply constraint, meaning you have more people who want your stuff than you have the ability to do, add speed incentives for people to just move to the front of the line.

20:42You do the same amount of work and you just make

The Scaling Roadmap

20:45more money. There's a lot of things that are very exciting right now and it's also new and whatever. Sure. But like we need to knock more doors and we sell more repairs. Gotcha. How's that sit? That sits really well with me. I mean I came here for some clear direction and I feel I have actionable steps on what needs to have happen.

21:02So it's just a matter of debriefing it with the team and putting systems in play. Simple. Barry. Cool. Appreciate you. Nice to meet you, bro. I think we have a little scaling road map. What's that count right now? Uh four, five once Alejandro, my sales guy joins.

21:18Alejandro. Alejandro. Where we at? So that's going to be 1 to four to 5 to 9. You're right in this little little transition here. Mhm. So what we were talking about today was basically specializing our product. Okay. Right. Um from a marketing perspective, uh the free stuff, you've like you're already on your way with this in terms of making the content.

21:36Mhm. Uh so you're you're you're on the right direction with that. Sure. Uh from a sales perspective, you're going to probably have to track this maybe a little bit more than you are right now cuz right now you're the it's you. Mhm. Um but as the team scales up, this is going to probably be the next piece that you're going to want to have to install.

21:52Um and then you do, it sounds like you have better tracking on the back end because you have some experience there. Um but in order to get to this next level over here, that's what we have to basically check those boxes off. And you have about half of them.

22:04So I think you are ready to like gas this. So um with this I want you to think about sales people as your new customers or your new avatar. Yeah. And some of the marketing that you're going to do is to go get these guys so that all of a sudden you can have four guys on your team or five guys on your team and you can probably easily manage that on your own.

22:22Mhm. And then that's what's going to allow you to unlock this. The thing and that's again with with volume comes reliability. And with reliability you can get you can you can decrease costs because you can forecast. And so fundamentally what you're what you're discussing is like I can start forecasting out that if I know I'm going to hit this volume then I can cut my cost basis in half or by 2/3.

22:37It's like okay yeah and that's how business is done. Yeah. Right. In the beginning it's always super rocky because everything's really volatile and it's feast or famine. That's why I like the reliability of this in the beginning. So we get cash flow and there's a heartbeat in the business.

22:49Uh and then everyone just kind of like water starts flowing through the pipes. Straightforward though. Yeah.

The 90 Day Update

22:55Like it. Well I want every entrepreneur to win. And so I think what's more important or more interesting is what actually happened when he executed all the stuff um that I outlined for him over the next 90 days. And so that's what we're going to show you.

23:05Give me the update. So what was what was revenue 3 months ago again? So it was a little under 32,000 and then um I guess it's been 90 days since then is so uh what is it now? So right now I am at 250,000. So like yeah it's like 247. Hell yeah.

23:22But it's been rolling, bro. Like when I came on I was sub 20 reviews. So I'm at 62 fivestar reviews, 85 services built, sold, and collected on whereas I was at 32 over there. Hired the repair tech. It's been a lot of stuff, dude. Like I've never tried this hard in my entire freaking life.

23:40And I absolutely love this. Which things did you do that uh made the biggest impact? So I went all in on door todoor first off and I had to figure out how to structure that. Alex, who genuinely helped me the most, I would say. So, I actually went and got an ERP system.

23:54So, it's like a custom CRM that is built for us that is allowing me to like run the jobs the way that I want. So, now that I have the repair tech, um I am doing three to five services every single day. Mhm. Right. My guy um it's it's been wild too cuz he actually ended up having meniscus surgery yesterday.

24:14Ah, and his brother filled in his role. So when they both come on at the same time, I'm going to take that 3 to five services a day and it's really going to look like six to eight and I am just going to win by just absolute violence. I have decided.

24:28I mean that is the uh that is the I think the the first thing we said was go all in on door to door as primary growth engine. Yes, the VSSL. So I'm shooting the VSSL come next week. Your prescription idea has been monumental to in terms of I'm going to talk to people about hey let's say all the gutter guards.

24:44Yeah, there's one option that no, you don't want this because of XYZ and then I'm prescribing what they need. So that consultative aspect to selling is increasing trust a lot and then people are just taking every recommendation. The menu upsell, baby.

24:58Yeah. So, so tweaked the tweaked the motion, went all in on door todoor, tweaked the tech so you could sell more. Um, and yeah, and you're getting in only the the big dogs in terms of producers, right? Oh, yeah. It sounds like a pretty productive 90 days.

25:16I've had a monomomaniacal focus on most everything he's put into that list and I've ROIed on every single move. Asking myself too is like, you know, how can I do more? Like, I've never tried this hard in my entire life. And you know that the advice is good when all you really feel that you need is like, hey, I just need 90 more days.

25:34Like that's I'm satisfied. Oh god, he's satisfied. That's good. [laughter] Um, yeah, it's nice when stuff works without I mean, what's interesting is like, think about how if you play a video game and you've played the game before, how fast you move through the levels until you get to a level that you haven't played [clears throat] before.

25:54Like, that is the advantage of having some insight from ahead looking back saying, "Hey, man, just go here, go here." And what you don't see is like, well, I stayed stuck here for 3 months because I didn't know what to do. So, it's like when you have the right directions, you can just the only uh hold back is just pure execution, just absolute violence.

26:10and he said he's got my monomaniacal focus and what he's doing and it's showing everything that you told me has worked. I will say that. Well, I love to hear it and congrats on going from 30K to 240K [laughter] uh in 90 days. It's all you, dude.

26:24That's all you. I'm glad we could just be one small one small step in there. Yeah. All of Appreciate you, brother. All right. And so that was this episode of Scale or Fail. Stay tuned for the next one as they all compete for $100,000 in a year of working on scaling.