Have a podcast in 30 days

Without headaches or hassles

In this episode we interview a builder who recently returned from a 3 week hunting expedition. He spent countless hours training to be able to hit one of his big bucket list items. He had no cell phone or internet access, yet, after being gone for 23 days his business was running better than when he left it.

This wasn’t always the case. There were times in the past when this builder would go on vacation and come home to a train wreck. He has discovered that if you want your business to run successfully you have to take yourself out of the equation.

The problem is most people simply don’t believe this can take place!

Show highlights include:

  • The stark contrast between builders running their business versus managing their business (0:35)
  • Why a rigid calendar gives you more free time (5:33)
  • How putting yourself first allows you to be there for others (6:11)
  • Why working out at the gym lets you get more work done in less time (7:07)
  • The “Freedom Equation” get your freedom back (11:09)
  • Discover how to get the right people on the bus, let them do what they love, and keep them focused (12:46)
  • How writing in a journal can manifest your personal and professional goals (14:28)

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Read Full Transcript

If you want your business to run successfully, you have to take yourself out of the equation.

Welcome to another episode of Builder Nuggets, the show where builders and remodelers discover how to build thriving businesses while working less. I'm Duane Johns and together with Dave Young, we share the elements of success that have helped hundreds of contractors like you build better lives.

(00:27): Today's guest just came back from a dream three week hunting expedition. He spent countless hours training to be able to hit one of his big bucket list items. He had no cell phone or internet access yet

(00:35): After being gone for 23 days, his business was running better than when he left it. Yeah, David, this is in stark contrast to what we hear most from business owners. Folks, we talk to when it's around vacation, start taking time off. They struggled to find the time for a real lengthy vacation. And some of them they'll even say they haven't taken a real vacation in years. And for those few that do manage to get some time in, they don't really detach. I know we've all been there. I've been there. Today's guests he's been there, but he's sure not there anymore. And he's going to share some of the elements he's put into his business to give them this kind of free. So today on the show, we've got Kevin Collins, he's a custom builder and remodeler in the blue Ridge mountains of North and South Carolina.

(01:20): And I've had the privilege of getting to know Kevin personally and professionally over the last several years. So I'm excited to have him on the show. And as a fellow builder, we have shared some horror stories and some successes together. We've also shared a little bit of Kevin's story in our exit strategy podcast. This is where we talked about a builder who was going through a period where he was looking at possibly slowing down his business and figuring out what to do next too. Now the flip side of that, going through a transition and is now in a position to be acquiring additional businesses and is looking at opening additional offices right now. So Kevin, you just came back from an Epic experience, a trip of a lifetime first off. Tell us about your trip. Well, Hey guys, I appreciate you having me on my trip was amazing.

(02:10): So I love to spend time out West. I love to hunt most of the time and it's just something I grew up doing and I love to do. And one of the reasons I wanted to work for myself early on was so that I could take time away from my business. Obviously, guys that run their businesses know how hard that is to do, but I had an amazing trip. I was able to detach. I was able to communicate a little bit, well, my life and occasionally, but very rarely. And I didn't need to, honestly, it was probably one of the first trips I've ever taken where I really could absolutely 100% detach and know without a doubt that everything was being taken care of and handled the way that I would want it taken care of and handled whiles gum, which is absolutely amazing. And you think about most people when they work for themselves and they go to town, you have this unbearing weight on your shoulders and what it takes to get out of town.

(03:08): And then you have this weight on your shoulders while you're out of town and it's confirming worry. And then you come back to what a lot of people refer to as a nightmare. And then they tell you, it wasn't even worse. Going out of town is complete opposite of that. There's a very little piece and feeling like you're going to come home to a shitstorm, amen. And a lot of builders. And a lot of people work in the sales and what we hear from them all the time. And I personally hear is that I can only go out of town three or four days at a time, or it's a nightmare just trying to get out of town for a week. And here I am, I'm gone for three weeks. I'm literally, I don't know if you guys even know this I'm home for a week and a half.

(03:46): And I get a phone call from a friend that says, Hey, we're rolling out to Illinois to do some hunting. You want to go? I just opened up my calendar and looked at it. I just have now six days clear with no appointments other than miscellaneous, all the stuff. And a little bit of housekeeping, ask my why you care. Absolutely not. And I'm gone and we're going to have later for another, almost a week. And I come back and things are great and I'm home this week. And then I'm gone for another 11 days is amazing, but it took a lot of work to get there. And it takes a lot of things to make that happen. I'm not the exception. It's absolutely possible. Most people just don't believe it can take place and it absolutely can take place. It's all about certain things you have to put in place to do that. Kevin, two years ago, could you have done

(04:32): This two years ago? I still went out of town, but it was the biggest storm I've ever seen. When I returned. It was really, really difficult. Being gone. Three weeks was really difficult. I might've been able to be gone two weeks and it was still been a nightmare. I still would've had to have a sat phone to call in and check. My clients wouldn't have been, wouldn't have been happy about it. It was a lot different. It was just night and day different in it. It honestly, at times it wasn't worth going out of town. And I can't tell you the amount of trips that I actually had scheduled over the last 15 years that I've had to cancel sometimes two days or 24 hours in advance where I've already bought plane tickets. I've already got my tags. I've got cars rented and I've had to cancel due to the fact of 100% business related issues. And so that was extremely disappointing. And I, I just, two years ago, three years ago when we talked, I just couldn't do it anymore. I just absolutely was sped up. Forget, just taking the time to make the trip you had to make time to.

(05:33): Yeah, absolutely. I mean, there's been a lot in my life has changed. There's a lot of boundaries when I sit down and do my calendar. The first thing I put on my calendar is my family priorities wife. And I sat down and we talk about what's going on in our family. And I have kids that are just had my eight year old turn nine. I've got two nine-year-olds right now. I've got a 15 year old and I got $2 in college, you know, between looking at sporting advanced. And my girls coming back home are going to see and vice versa. And so that's the first thing that goes on my calendar. The second thing that goes on on my counter is what I personally want to do for myself. And that's taking time to exercise, to stay fit. Honestly, just have a better quality of life.

(06:11): And then it's when I'm meeting clients and when am I doing my office stuff? And so it's really important to keep your priorities straight in for me. And I even tell the people that work for me, the first thing I want you to do on your calendar is determine what you need to do for your family this week, before you put anything down for work, that's a priority. And so not only do I do that for myself, I want the people who work with me to do that as well. You know, it's interesting you say that because it really resonates after we had a guest on Steve bark house talking about the life plan that he's laid out. And one of the things that I really took from that was putting yourself first, not being selfish, putting you're putting yourself first so that you can be there for other people by taking the time to put yourself and your family first, to get you in a mental state of mind where you can be better for those around you, your team, your clients, and everything else, correct.

(07:07): I'll absolutely a hundred percent. I mean, you can't, you can't perform at your best. If you don't take care of yourself three years ago, I ran around ragged. I mean, I was miserable. It was just too much. I mean, if you, if you were to ask my wife and I mean, that's what she would tell you. She would tell you I was just overworked. I was stressed. I was not fun to be around. You know, the changes have been astronomical, not just in being able to take vacation, but marriage, family, personal time. I mean, you talked about getting ready for that. You know, when I went out West, I mean, I dedicated a lot of time to training five, six days a week. I mean, I was going on three hour bike rides. Obviously I play in his schedule that, and we're still able to get work done, but I feel like I'm able to get so much more done in less amount of time when I take care of myself.

(07:55): So two or three years ago, your family life, wasn't what it is. Now, your relationship, your with your wife, wasn't in the same place that it's in now, you were running around ragged, I think were the words you use. And there's probably a lot of people, a lot of builders out there that are feeling the same thing or their staff were feeling that same thing right now. What was it that changed for you? How did you do it? My wife, and I'm going to start back to a point in time where I literally just kind of broke down, was done and my wife and I sit down and talk and I said, I need to come up with a better plan. And we talked about downsizing our business and not do as much work, but in the day that really wasn't what we all do because we love to give, I started a three-year journey and I told her, I felt it would take three years and I spent three years researching better ways to do business and knew that I wanted to go with custom homes.

(08:46): I liked the client relationship and Jordan, what I did, I loved, or some contractor base. A lot of them were breakthroughs now. And a lot of our clients that we built for over the years are great. You know, I didn't want to give that up. That was a huge part of my life. And that's what I've known for so long. I just knew there had to be a better way of doing it. I just didn't know what that was. And I spent literally three years researching and talking to people, you know, and how I have to tell you, I mean, I had people coming in, I paid people to come in and look at my business. And in the day they're all like, you know, you really can't change anything. This is what you make in your profession. This is this, this is that.

(09:21): And it really wasn't what I wanted to hear. I just wasn't willing to accept that because it just wasn't fun anymore. And it needed to be fun. It needed to be enjoyable. Honestly, Dave, I mean, I'll tell everybody you reached out to me, might have been the second time you'd reached out. And we started talking, we talked for quite a while and it was probably a six month decision. It took me to get there, but I ended up switching my business over to Alair homes and I'm not trying to sell their homes. I'm just telling you, that's where I ended up. They offered what I needed. And at the end of the day, I tell people, they offer this massive backend platform support structure for a guy like me, who knows what I'm doing. Business-Wise of building houses to go out and be super successful and do more of what I do and not be buried in the weeds.

(10:05): And so when I was able to get out of the weeds, I was absolutely absolutely able to fly and the processes and systems that are in place, that we follow made it easy for me to hire people and bring and create this team. And basically when I started, I wanted to create a culture and we have essentially done that. We have created an unbelievable culture in my office. We're creating a new culture in another office that we required and we're expanding and it's, it's been insane. It's absolutely been unbelievable. It's fun to walk in and have those conversations. It's nice knowing that I'm out of town and I have project managers that are employees that are running these jobs and they're taking care of things and I'll the day on everything. It's just absolutely a game changer and is completely way running my business where before it was myself and probably two people in the office helping, and it just, we could not keep up and in today's market and in technology based with cell phones and constant communication and instant gratification, you know, we have to be there for our clients.

(11:09): They expect that. And so if you put yourself in the driver's seat, as first and foremost, the most important person are you're involved in every aspect of your business. There's no time for freedom. Absolutely not. And so what I looked at was how do I take myself out of the equation? How do I put other people in place to do these things and put them in the equation? And by doing that, it has created an unbelievable amount of freedom, not just for myself, but for the people who work for them. I've got guys that worked for me that were framing contractors and did construction. And those guys were working 75 hours a week. And they're miserable. It's complete opposite. Now that we're in like 42 hours a week and they have a life, they have vacations, families are priority. Again. One of the things that

(11:54): I've noticed with your group or one of the biggest differences in the before and after is not just the culture, but the focus each of your team members knows exactly what they're supposed to do. There's a process that they follow that process is the same every single time. And you happen to use a layer to achieve that. But when we're talking to anybody in the builder nuggets community, and we're talking about the elements that you need to have in your business. So you may find those elements in your peers, in a different coaching group, through, through a business coach, through a remodeler's advantage through a layer. But the important thing is, is that you recognized that you weren't happy, that you felt like you could do more, that you weren't living to your potential, and you went and did something about it. And you started to talk to other people, you spoke to business coaches, you went on this hunt.

(12:46): And so for other people on this Hunter, this exploration for how do I find my path? You did the right first thing, which was talk to everybody. You can in the industry and explore the different options. And we encourage everybody to explore those options with us because we want to help others achieve this same success that you're having. But in order for it to work, when you discover the plan that is going to work for you, a lot of it is about empowerment and autonomy, putting the right people in the right spot and then giving them the framework and the support to go and succeed. And that's what you've been doing to get yourself out of the weeds, as you said, and those we say often, so what are some of the secrets, or what are some of the strategies or tactics that you recommend to any builder out there? We're getting the right people in the bus and then having them doing something that they love and keeping them focused.

(13:43): My brother runs a company and it's not in the building as well. It's not constructionist landscape and architecture. And he struggles with the exact same thing, just like we struggle in our industry. And we're talking about that. And I, I would encourage anyone who is at that point to one first to understand, then it can be better. A lot of people just don't think it can be better in the first thing to overcome is to understand and believe that it really can be better because there are people who are doing it better and they're not the exception. There's other people doing it. It's out there. Two would be to really sit down and focus on what is important to them and how will they want to run their business. And for a lot of people, they don't, they don't even feel like they have the time to sit down and do that.

(14:28): But I would really encourage them to setting whether it's by themselves or whether it's with the peers that they work with, whether their spouse to sit down and write out, how do you want your life to look from personal to family to work and do those things. And if you can do those things, once you figure that out, go out and start doing your research, start talking to people, start figuring out what it is you can do to make those things happen. But if you don't write it down and you don't take the time to at least start right there, you're never going to get where you want to go. You're always going to be spinning around and you're going to be in what I call that jar, which is inside of that jar. And you can't see out of it clearly. And so you can find people that can see in that jar. Clearly when you step outside of your comfort zone and you go talk to others and you ask them what they see in your business, but you, at first, if I've answered your question, right, you've got to write it down for yourself. You've got to figure out what it is that you want personally.

(15:34): Quick reminder, that the best way to get the most out of this podcast is to engage with the builder nuggets community, visit our website@buildernuggets.com and follow along on Facebook and Instagram. Do you think it's scary to let other people look inside your jar? For most builders,

(15:52): People just hold that people don't want to open up this door into their business and expose in their mind what they believe is how unsuccessful they are or how things are going. Or it may be a train wreck. And they don't want people to know that. Prior to me changing my business, people couldn't believe that I actually changed my business because they came up to me and they said, why in the world would you do that? Like you had an amazing successful business on the outside. That's the smoke and mirrors. I didn't perceive that. I didn't tell people why this amazing business. They just thought we did on the inside. It was a flipping train wreck. It was miserable. It was a tornado. It was just a contained tornado. And it was not fun. And any bill around talk to, if I can get them to be open and transparent, they'll tell me the same thing. Yeah.

(16:43): There's some real gold there. And I'm sure Duane has been busy making time stamp notes for that, that last bit was particularly powerful. I'm going to switch gears a tiny bit here and talk about people. So Kevin, one of the things that makes you successful and allows you to come home to a business that is being well run, it's not just the systems and it's not just the infrastructure and the support that your people might have, which you have implemented through your transition and are now running efficiently. But it's also your ability to attract and retain a different caliber of of person. You have. You have people that are actively top people that want to come and be a part of your team. You've created a magnet to what you're doing because you're, you're growing. You're expanding word is getting out that this is a phenomenal place to work. What's, what's different about how you find people

(17:42): Early on. I had a couple of team members and we really wanted to change the culture. And we knew that was the most important thing. I had no idea how successful that would be in what we were doing up front. I mean, I kind of went into that with this wishlist of what we wanted. But again, that goes back to you got to really stop and write down what it is that you want. And you got to not settle for anything less when you settle for less, you end up with, and if you don't settle while it might take longer to get there, you're going to get there and you're going to be at a better place. And so we realized early on, we were not going to sell. What I didn't realize was that as I hired some key people to our approach early on, they actually wanted to come work for us, which was very surprising.

(18:27): I thought I was actually going to have to sell them, but they, they believed in what we were doing as they came to work. For me, it was almost like I never had to go out and try to find anyone else. It's like they started coming to us and it wasn't just through me. It was through my project manager being on a job, meeting another person and them asking my project manager, what is it like to work for Kevin? Was it like to work for Alaris, Holmes, Clemson? And they shared the story. I didn't have to. I actually just signed an employment agreement yesterday for a new, actually two for two new project managers, one for an office and one for here. And they both went to workforce, which is amazing, but it is all about the people at the end of the day. You're only as good as the people that work with.

(19:13): And one of the things I'll say in my office and you all are here for me is that no one works for me. They all work with me and I work with them and I'm not there to run them. I'm there to support them, to help them to teach them. But also at the same time, I find that they do the same for me. They helped me. They teach me, I'll learn from them is a two way street. And if you'll treat it like a two-way street and not an employee employer relationship, you're going to get 20 times more out of them than you ever thought possible. People want to believe in what they're doing and they want to be part of the team. If you create that atmosphere, you're going to get it all day long. One of the biggest elements we talk about here on this show is the mastermind, the power of it.

(20:04): You know, you've really taken full advantage of, of just access to other people and what other people have had success with. And what's impressed me the most, I think, is you've looked at this as the entire package. That's something you said before struck me, especially as a builder is when you talk to many builders, HBA events, builder events, all these things. And as you said, it's Oh great. Everything's going great. And one of the reasons I think is because nobody really has a way to measure what that means you don't most of the time, if you're busy, well, then you're doing great. And, but there's so many other things, and that's what you've taken the time to work on. Besides just being busy, you're working on the culture, you're working on the processes, the systems becoming better leaders, empowering other people. That's very telling what you've done.

(20:50): And, and the fact that you've worked on the entire business and not, not in it because you've got the people to do it. That's, that's been a huge change. Absolutely. You're a hundred percent. Right. And that's, I mean, it's something I don't want to get off topic here, but you mentioned like how do you measure your business? How do most people measure? Three, four years ago, I measured success by being busy. I went through a men's group through my church. And what I realized was that, man, I am so screwed up here. This is I've got it completely backwards. I felt for the longest time being busy was being successful. And that's what I hear from most builders. When I go talk to them, anybody that runs her own business at the level, we run it at, they're not working for a large corporation and they feel like man, we're covered up.

(21:36): We're successful. And what I realized was there was absolutely the complete opposite when I broke it down. And this is where we talked earlier on going back and writing out what you want your business to look like. And so for me, when I did that, I did measure my business and how I want it to be successful, but it wasn't necessarily just financial. It was how I want my business to be. So I can have personal time so I can have more family time so I can have more freedom. So it will be better for my clients. That was one of the number one decisions for my business was how did I want my business to be ran, to be better for my clients? Because if I can create something or do something or be part of something that made it better for my clients, I knew without a doubt, it was going to be way better for myself and my entire team.

(22:26): And so I'll always go back to that and a hundred percent, that's the case. I tell people that today, they asked me why I changed my business and I tell them. And one of the things I always talk about is I wanted it to be better for my clients. I wasn't willing to continue to do business the way that we were doing it. We built an amazing house. I mean, our houses aren't any better today than they were four years ago. But that process from the day we talked to the day we finish is a hundred times different it's way better. And then the followup process is even better than that. I had a client the other day, who I bumped into told him, thanks because I hadn't seen him for awhile. And I said, Hey, I just wanted to come up to you and tell you, thanks.

(23:10): I've been wanting to get together. But all this stuff going on in the world today has enabled us from, you know, being able to get together and have a meal or, or have a drink. But I want to tell you, thanks for allowing us to do project. And it was a small project, maybe $125,000. It's not something we typically would do, but we did it because we could. And what he told me was what I want to hear from every class. And it will have to tell you how amazed I am that you guys actually did everything you said you're going to do before you did it. You over communicated, you showed up. When you were going to show up, you've met the schedule. Actually you got done before. You said you would, and you wrote me a $4,000. Check back. How about fell over?

(23:52): When my wife told me we're getting money back and I just started laughing. I said, so it's the complete opposite of what you expected. He said, it's the complete opposite of what I've ever experienced. And it's not just our office does it better than everybody else. There are other builders out there that do things great. We all know that there's some amazing builders out there, but for us, that's what I want to hear from all of my clients. I want to be able to know that I can bump into them. My wife see him in a grocery store. We can have a drink. We can go have dinner. We're invited to their house for tailgating parties that just reassures that we've done an amazing job. And out of that, I'm able to meet some amazing people and create some great friends and be part of the community. That's why I didn't want to give up what I did. I said early on, I enjoyed those things and I wanted to continue to do those things. It was important to me. I never expected that it would be this good. And I'm not sitting here just trying to blow smoke, but I have to tell you it is that good. I literally will probably have been gone. What four, five weeks out of the next eight weeks. And I've got a trip in January. I'll be gone for two and a half, three weeks.

(25:08): Luckily my wife lets me go on these things. Not every wife will allow her husband to go do that stuff, but she's okay with me going to do this because I actually have a ton of time when I'm at home to spend with my family. And so that's the other aspect. When you are working nonstop and you are running ragged and you're meeting clients late at night and you're working 70 hours a week. And on the weekends, you don't have time for your family. I have time for my family. Now. I don't have, I mean, I'll work this Saturday to meet somebody. And it's the first Saturday meeting that I've had in over a year. And I'm only meeting them on Saturday because I'm leaving Monday for 11 days to go hunting.

(25:55): And my life's good with it because I am so involved on a daily basis when I'm home. And I travel a little bit in the fall, I meet new people that know me. That's what I do. But that's the other aspect is like, even if you are home, are you actually home? Are you really there? Not just physically, but are you there in all other aspects? I am five years ago, three years ago, I was not talk about some specific things that are happening or you're going away. You're not going to be around to be communicated with how do you go away and know that I don't have to worry about it. It's getting done. I'm a little bit different than most people. I have a saying in my office. And I tell the people in my office, this very thing that we're not promised tomorrow.

(26:42): We're not promised tomorrow. And I know that personally. And so I have tried to set up a business to where something happened to me. And you know, I step on the sidewalk because I'm looking up at some bird and get run over by a truck the next day and never miss a beat. What did miss abate probably, but would things stop? Absolutely not. We have processes in place, procedures in place. People have dedicated positions that they do. You heard me early on say, I took myself out of the equation. If you want your business to run successfully, you have to take yourself out of the equation. You cannot be the one I'll be all in what you do. So we talk a lot in office about accountability and I hired a new project manager in North Carolina. And so we're talking about that because he felt a little overwhelmed.

(27:33): And so we went back to the basics and we went back to his calendar and I said, let's talk about your calendar and how you set it up. Because he said, I just felt like there's so much accountability. And I said, I get it. I understand that I've been there. But I said with accountability comes freedom. And he didn't understand that. So he broke his calendar down from the very first thing I told him, sit down with your wife and talk about what you need to do for your family the next week, and then next week. And then it's the work, this, these meetings that you have to do. And then it's this other stuff, but also your personal stuff. And this is how you create freedom. This is how you do that. And more accountability you have, the more freedom you have, it's the complete opposite of what people think. But that's what I realized is absolutely amazing.

(28:21): If you can't prioritize the things in your life, how can you prioritize any of the other things you're doing? That's gold right there. One of the things you've been able to do, Kevin is take the things that you've learned, the systems and processes that you've put in place, the structure and nobody ever perfects it, but you've been optimizing it. You've been using it to attract a killer team that is empowered and has the autonomy to go and do these things because the rules and the guidelines and everything are set in place, you're able to focus on your highest and best use, which is generally the leadership things that you spoke of and the higher level business development things within the community. And we didn't even touch on the community projects that you've been doing. But I think our audience would also in the exit strategy episode that we taped earlier, we talked to, we touched a little bit on how novel it is that you're actually taking what you learn and going into other markets. You've begun partnering with other established builders who may not have an exit strategy, may not have some of this infrastructure in place may not have the bandwidth to implement all these things on their own, or don't even know where to start because so many people don't know where to start, but it's pretty exciting what you're doing. Tell us what's next for you.

(29:39): I'll tell you a little bit about what's going on and what's next. So we, obviously, I have a glimpse in the office, very successful, not just from financial aspect, but from how it's ran and the culture. As I said earlier, we have expanded up into North Carolina. The light talks away solar homes where Ridge like talks away. I was able to partner with a builder. Who's been in the business for 40 years as a guy who had no exit strategy. Most builders are lucky. If they ended up with a house that's paid for it. A nice truck is sad to think of that, but most builders don't know that's exactly where they're at and save a little money along the way if they can. But at the end of the day, they worked their entire life. They create a business to build a business and it's not worth anything.

(30:26): It's absolutely worthless. All they can do at the end of the day is tell somebody they're done taking work home. We shut the doors and turn the lights off. That's unfortunate in my business before that was like that. And I told you, I had somebody come in and look at it and value it. And at the end of the day, that's really what it was worth. Nothing. We've got an office. We can burn it early this year. It's already super successful. There's always a little bumpiness in the beginning. I'm not going to tell everybody this, you know, all blue bars and daisies. It's not as business, but it's great. It's going great. I mean, we're, we're going to take a business that had dropped down to about two or $3 million a year. We may do as much as eight to $10 million. And that doesn't come from being lucky that doesn't come from, just thanks to in a place that only comes from having a backend support and platform that we have to be able to go out and do these things.

(31:19): So again, I can focus on what I'm great at, which is my highest and best use. And it comes from the people that we put in place while we're there. And we put some amazing people in place to actually came to me and want to be part of that and want to be part of that growth and part of that culture. And so we're creating a new culture up there. We're bringing new people in, in Washington, this tight place we're already talking about and having discussions where our next office is going to be. And so we are going to continue to expand. And all I say, our expansion is going to come at the right, that the people come to us and the work appears in terms of it just doesn't show up, but it could be like, Hey, we're starting to pick up work over here.

(32:02): That's 30 miles from this office. And so it's a great way for us to expand and to grow. And whether that comes from us, doing it organically over their own people, or whether it comes from us, partnering with another builder who is looking for a way to exit his business, which is a really great way to do it because I'll always say there is unbelievable value in partnering with someone who has a successful business that has relationships that has subcontractors, that has vendors, that has clients that love them. And while those guys might be buried and overwhelmed, there's light at the end of that time, maybe one day you guys will get the interview, a partner up there, but our goal for him, cause he was buried. He's been in business for four years and he was the guy that ran everything. He's a guy that hasn't taken a week long vacation in 15 years.

(32:53): He's exactly what we were talking about and to change that for him. I think what's inspirational about talking with you. Always Kevin is the amount of energy you're putting into other people, the amount of energy that you put into your own personal development. And then you're willing to share what you learned with everyone else. And we appreciate you coming on the show today, sharing what you've learned, sharing where you're going with it. And we wish you continued success with that. You've got an empowered team that looks after things very, very well while you're away. And we love hearing the stories of your, your success, the personal success stories that you're creating and the culture that you're creating all throughout your company and the amazing experiences that you're creating for yourself, for your family, for your staff and for the community and for anybody else who is willing to adopt these things, it can be done.

(33:51): So it's quite inspirational and thanks very much, man, for joining us today. Absolutely. I appreciate it guys. I couldn't do what I do. A lot of people don't know that a hundred percent I'm successful because of guys like you make it enjoyable. It's been great working with you. And I'm looking forward to talking with John up there. And then in the new office around Lake talks away high, I had that conversation with him a week ago. He's actually starting to think about what a two or three week vacation would look like. And that's pretty exciting. We're helping, he takes one step. There you go.

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