[0:02] Tommy Green: perfectly seamless to do that. It's far from perfectly seamless.
[0:06] Tommy Green: Perfectly seamless is the very opposite of that.
[0:09] Tommy Green: Maybe my my smooth talking makes things sound too easy, but no.
[0:13] Nirav Chheda: Um, you know, [music] welcome back to NEMT Experts.
[0:29] Nirav Chheda: I have a very interesting multiaceted entrepreneur guest with me today, Tommy Green.
[0:35] Nirav Chheda: Tommy, how you doing? I'm doing well.
[0:37] Tommy Green: How are you today, Nirav? Rocking and rolling.
[0:40] Nirav Chheda: Thanks for being with me. So, Tommy, you interestingly are an entrepreneur in many different ways.
[0:48] Nirav Chheda: One of your focus areas is NEMT.
[0:51] Nirav Chheda: You run your own NEMT business.
[0:53] Nirav Chheda: You contract out to other NEMT businesses.
[0:56] Nirav Chheda: And we'll get to your franchising a bit a bit later, but you want to just give the audience a quick background about yourself.
[1:03] Nirav Chheda: And I know you have a very colored background, so this could take up the whole episode, but if you want to just, you know, hit on focus, we're going to focus on the background right now, right?
[1:12] Tommy Green: Yeah. Uh yeah. No, I appreciate that.
[1:14] Tommy Green: Uh yeah, as you said, I am an entrepreneur.
[1:17] Tommy Green: I have my hands in a few different businesses.
[1:20] Tommy Green: Um, but one business that really keeps my attention every day and makes me uh really work uh is my non-emergency medical transportation business.
[1:30] Tommy Green: Um, it's one of the businesses that, uh, I accidentally kind of got into, um, but ended up being uh, one of my, um, best revenue streams, uh, most lucrative businesses in terms of like feeling good about what you're
[1:45] Tommy Green: doing. Um and it it's uh turned into a passion of mine.
[1:50] Tommy Green: Um and uh that this industry is a is a wide openen industry um for anyone who uh wants to work hard, have a little customer service um and you know get people to their well-needed medical appointments.
[2:07] Tommy Green: Um so it's it's been a real fun ride into the industry.
[2:12] Tommy Green: Uh we we're about five years in now.
[2:14] Tommy Green: Um and we've learned a lot in that five years about this industry.
[2:18] Tommy Green: We did everything wrong you could do possibly um to start.
[2:23] Tommy Green: Um and then that helped us learn how to do right by you know getting the right licensing uh finding the right territories and really honing in on what makes a company money.
[2:33] Tommy Green: Um, so, um, it's been an interesting ride, but, um, uh, we're still in it and it's, um, uh, going going up right now and it's about to get a lot more interesting for you, which we're going to touch
[2:46] Nirav Chheda: on in this episode. But, you know, you and I were talking the other day about how NEMT it's I mean, compared to the other businesses, uh, you know, the other entrepreneurial endeavors that you have going on, it's probably
[2:58] Nirav Chheda: one of the more boring businesses, but in a good way.
[3:02] Nirav Chheda: like you know it's resistant to economic cycles or whatever is going on.
[3:07] Nirav Chheda: People always got to go for healthc care appointments.
[3:10] Nirav Chheda: Um, and you know, you have this book out that basically explains, you know, the five great reasons to own an NEMT business.
[3:21] Nirav Chheda: And you're known for helping NEMT business owners go from zero to one.
[3:27] Nirav Chheda: and um especially because you have this background in you know SEO digital marketing you know building your online presence that's seems to have played a big role in you building up safe travels which is your NEMT business and
[3:43] Nirav Chheda: brand um so I mean today's episode is going to be focusing on an NEMT business you know how to get from zero to one uh marketing your business winning private pay working with other NEMT businesses in your area.
[3:58] Nirav Chheda: And um Tommy, I just want you to take it off with the marketing piece.
[4:03] Nirav Chheda: So, you know, you're an NEMT business.
[4:05] Nirav Chheda: You're just starting up. You're new.
[4:07] Nirav Chheda: You got to start getting trips in the door by letting people in your area know that you exist and you're available to take trips.
[4:14] Tommy Green: Um what's your takeaway? Yeah, I know that's the that's the tough part, you know, um figuring out how to get business, right?
[4:21] Tommy Green: So, a lot of it's easy.
[4:22] Tommy Green: I won't even say it's easy.
[4:23] Tommy Green: You know, it's it's still difficult to get started, but once you actually do get started and you're up and running, how do you get people to know that you're available, right?
[4:31] Tommy Green: So, that's when you really have to invest in your online presence.
[4:36] Tommy Green: Uh your digital marketing footprint and your online presence of your business is really more important than you actually driving the vehicle.
[4:45] Tommy Green: Um you have to put those seeds in the ground, your digital marketing seeds.
[4:49] Tommy Green: When I say that, I mean like all your SEO and uh and digital marketing work that has to be put in the ground because those things take time to bloom.
[4:57] Tommy Green: Um so the more that you understand digital marketing, understand that you need your Google My Business page optimized, understand that you need your website optimized for your local area.
[5:09] Tommy Green: Um the more that you understand that, the more that you can actually build on that digital marketing profile.
[5:16] Tommy Green: And with having that strong digital marketing profile, what that's going to open up for you is the private pay transportations that we spoke about, it's going to open up the relationships with other transportation companies that you'll begin to
[5:30] Tommy Green: build. It's also going to open up private pay opportunities with uh facilities um who see your digital marketing profile and they're like, "Oh, okay.
[5:38] Tommy Green: Wow, this company looks trustworthy. They have a great website.
[5:42] Tommy Green: Their Google My Business page is all updated.
[5:45] Tommy Green: uh they have five stars on Google.
[5:47] Tommy Green: Uh let me call this company and see if they're available.
[5:50] Tommy Green: Um so that sort of trust that you build with that online community um is what really drives in business in this uh industry.
[5:58] Tommy Green: Um the more that you can make that robust profile across all those platforms.
[6:03] Tommy Green: And there's there's a lot of different platforms out there um that'll help you boost that.
[6:08] Tommy Green: Um, but once those are all optimized, you'll see yourself sitting close or to the top of Google.
[6:14] Tommy Green: Um, and those companies that sit there are the ones that reap the benefits of private pay, um, relationships, and just all the things that come with being at the top of Google.
[6:25] Nirav Chheda: Yeah. And Tommy, this is like a whole topic unto itself, like how to build your online presence, right?
[6:31] Nirav Chheda: Um, I mean, I think a lot of any new NEMT business owners like they sort of know that they need to do that, but unlike you, you know, probably a lot of people don't have a background in digital
[6:41] Nirav Chheda: marketing and building an online presence.
[6:43] Nirav Chheda: So, I don't know, can you could just give some color on like, you know, if I'm a new NEMT business owner, I know I got to build my online presence to win business in my area.
[6:53] Nirav Chheda: Like, what's sort of like the main checklist points that I need to go through?
[6:57] Nirav Chheda: and you know if it's too much for me like what leverage what resources can I leverage to learn what all I need to do and how to do it.
[7:05] Tommy Green: Absolutely. Great question. So, um, you know, at a high level view, a 100,000 foot view, um, you know, you will want to have a strong website that's optimized.
[7:14] Tommy Green: Um, if you go to our website, uh, ridewithsafetravels.com, I'm sure, uh, Nirav will have it right there somewhere.
[7:22] Tommy Green: Um, ridewithsetras.com, you'll see a good example of a website that is completely optimized for our local community.
[7:31] Tommy Green: Um our website is uh it sits at the top of Google for all of relevant search terms um like wheelchair transportation, airport transportation, um all these different search terms but combined with our area.
[7:47] Tommy Green: So wheelchair transportation in Boynton Beach, wheelchair transportation in Palm Beach County.
[7:52] Tommy Green: Um so those sort of keywords are what's going to help you uh rank for the website.
[7:58] Tommy Green: So going to our website is a great example template for you to see the types of content that needs to be created on your website in order to start ranking in your area.
[8:10] Tommy Green: So a localized digital marketing strategy has to be implemented on your website.
[8:16] Tommy Green: Um and again these aren't things that are overnight.
[8:19] Tommy Green: So, the quicker that you figure it out and implement it, the quicker Google will read it and rank you, and put you in positions that you need to be.
[8:29] Tommy Green: Um, but the longer you take, then the the adverts, the longer it's going to take for Google to read it, rank you, and, you know, customers to actually find you.
[8:39] Tommy Green: Um, so that that's number one.
[8:41] Tommy Green: Your website has to be strong and has to be optimized for your local community.
[8:46] Tommy Green: Um, number two is going to be your Google My Business page.
[8:49] Tommy Green: Um, will also have to be lo um optimized for your local area.
[8:53] Tommy Green: Um, that's going to have to describe the services that you do in that area.
[8:58] Tommy Green: Um, it allows you to pick a few different areas um on the Google My Business.
[9:02] Tommy Green: So, um there's um you can you can choose the areas that make the most money, I guess, that that make the most potential for revenue.
[9:13] Tommy Green: Um, so you know that's so your Google My Business page has to be um optimized.
[9:17] Tommy Green: Then also your your listings across all of the different directories that live on the internet, which there are a lot.
[9:25] Tommy Green: Your map quests, your TomToms, your all those directories that you kind of forgot about, they all still live on the internet and they all still need information.
[9:36] Tommy Green: So, um, the more that you sweep across all of those with your information, it just feeds more into Google that you're a business, that you're alive, that you are actual company, and it'll help you rank more and more
[9:49] Tommy Green: and more. Um, so again, these are 100,000 foot views of these sort of things.
[9:54] Tommy Green: But um you know these are just some of the key components to a strong digital marketing profile that will allow your transportation company to stand out amongst the other transportation companies that are available.
[10:08] Tommy Green: Um because most um companies in this industry don't really have a strong digital marketing presence.
[10:16] Tommy Green: So for you to take the investment to do that will easily jump you above a lot of those companies who haven't invested in something like that.
[10:25] Tommy Green: So um you know again 100,000 foot view but you know I'm giving a lot of gems away that you can if you do your research you can dig deep and pull a lot of success out of those things
[10:36] Tommy Green: I just said. Um, but yeah, it's it's something that either you have to have the knowledge within your company or you'll have to hire out to find that knowledge to implement.
[10:48] Tommy Green: Um, but the people that implement are the people that that win that race.
[10:54] Nirav Chheda: So, Tommy, I'm going to play devil's advocate for a moment here.
[10:57] Nirav Chheda: That all sounds like a lot of work.
[10:59] Nirav Chheda: I'm a new NEMT business owner.
[11:01] Nirav Chheda: Like, why don't I just go sign up for some brokers in my area?
[11:04] Nirav Chheda: Boom. I don't have to do much marketing work.
[11:07] Nirav Chheda: I get a source of trips.
[11:09] Nirav Chheda: Why do I have to do all this digital marketing?
[11:11] Nirav Chheda: Is it really that worth it?
[11:12] Tommy Green: Great question and that's a great devil's advocate question.
[11:15] Tommy Green: So that's the um that's the dilemma in this industry.
[11:19] Tommy Green: Do you want to get guaranteed rides from these brokers that you speak of um which hand out all you know lots of rides every day and have you busy a lot or do you want to go after the
[11:32] Tommy Green: private pay sector which um have a higher return on investment um than the uh than the than the broker.
[11:43] Tommy Green: Brokers typically pay you less. They'll try to pay you a lot less than the market is bearing at the time.
[11:51] Tommy Green: Um so you you'll find yourself busy, but what is your bottom line?
[11:57] Tommy Green: How much money of do you keep from those?
[12:00] Tommy Green: you know, what does your revenue look like versus a company that's focused on their digital marketing that's seeing, you know, 80% private pay and 20% broker um rise versus the person who's getting 80% broker rise and 20% private
[12:19] Tommy Green: pay. Those are two different bottom lines there.
[12:22] Tommy Green: Um, and I my devil's advocate answer would be compare those bottom lines.
[12:28] Tommy Green: you know, compare the revenue versus your private pays that you'll be able to bring in, which um come with repeat business and come with, you know, relationships with um hospitals and nursing homes versus um just living strictly off
[12:44] Tommy Green: your brokerage um which, you know, they don't pay a lot.
[12:49] Nirav Chheda: Yeah. Yeah. So, do this for me, Tommy.
[12:51] Nirav Chheda: Like, let's say I'm sold. I do the digital marketing.
[12:54] Nirav Chheda: I want to get private pay coming, you know, searching me, finding me online and coming towards me.
[13:00] Nirav Chheda: Break down the private pay for me.
[13:01] Nirav Chheda: Like, am I gonna get facilities calling me?
[13:04] Nirav Chheda: Am I gonna get individual passengers calling me?
[13:06] Nirav Chheda: Like, what portion of which, how does that work?
[13:09] Tommy Green: Great question. So, um, with with living at the top of Google for your searches that you need, like your wheelchair transportation, your stretcher transportation, when you live at Google, top of Google, um, you get everything.
[13:22] Tommy Green: you get a good mix of um facilities calling you saying, "Hey, you know, we're looking for a transportation company because our last transportation company doesn't they don't do a good job.
[13:33] Tommy Green: So, you know, we have about 20 rides a week.
[13:35] Tommy Green: Um, can you give us a quote?" So, you know, you'd be working on quotes like that for different types of facilities from nursing homes to hospitals.
[13:43] Tommy Green: Um, those calls come in very often.
[13:46] Tommy Green: Um, you also get co calls from like facilities that need um well, we're here in South Florida.
[13:51] Tommy Green: This might not be across the country, but um that need emergency um plans.
[13:57] Tommy Green: So when they need transportation companies in place in their emergency plans in order to get their emergency plans passed.
[14:04] Tommy Green: So they'll reach out to a company like us to say, "Hey, you know, we have 40 people in our facility, if we have a hurricane, um can we contract you guys to transport all of our people from one
[14:16] Tommy Green: facility to wherever we're going?" And then you make those agreements and now you're the emergency transportation facil uh transportation company for multiple facilities in an area.
[14:27] Tommy Green: Um those calls come in. Um, but I would say the majority of the calls are going to be people, individuals actually looking for a ride for themselves, for a loved one, um, for for anybody that, you know, in
[14:41] Tommy Green: their family that needs a ride to a medical appointment that they have coming up or a surgery they have coming up.
[14:48] Tommy Green: Um, it's that's your that's the bulk of that private pay, people looking for information on how to get transportation for themselves or a loved one.
[14:57] Tommy Green: Um, but in a combination of all those things, uh, you're going to find great opportunities for revenue and great opportunities for business relationships, great opportunities for repeat business.
[15:09] Tommy Green: This is where that customer service thing I spoke about earlier comes into play.
[15:13] Tommy Green: The better your company is at just being nice, answering the phone, smiling, hey, how are you?
[15:19] Tommy Green: How can we help? Um, thanks for your business, those sort of things go such a long way in this industry.
[15:26] Tommy Green: Um, and it turns into repeat business, repeat customers, um, referral business, um, and a lot of legs on that A lot of legs on that octopus.
[15:38] Nirav Chheda: More than eight legs on the octopus.
[15:40] Nirav Chheda: [laughter] segment. So, let's say you do this.
[15:48] Nirav Chheda: You build your online presence. You know, it takes time.
[15:51] Nirav Chheda: You do it right. you start getting all these inbound requests for all different kinds of private pay.
[15:57] Nirav Chheda: Now you have this good problem of getting more trip requests than you can handle yourself with the vehicles and drivers you have.
[16:06] Nirav Chheda: Tommy, you've done a lot of like working together with other NEMT businesses in your area.
[16:12] Nirav Chheda: You you build the online presence, you get trip requests, and then you work with others to get those trip requests fulfilled.
[16:19] Nirav Chheda: Can you tell us about how that has worked out for you?
[16:22] Tommy Green: Yeah. Um, so once you live up there at the top of Google, like you said, it's a great thing to have a lot of inbound calls.
[16:30] Tommy Green: You're going to have to have a strong team to start taking all these inbound calls and making sure that you know you're trying to convert them.
[16:36] Tommy Green: But once you do that and you start converting them, sometimes you outweigh your your workforce.
[16:43] Tommy Green: So, what I found successful is just um reaching out to some of the other top transportation companies in the area um and just beginning to build a relationship.
[16:53] Tommy Green: Hey, you know, uh we're a company here in South Florida.
[16:58] Tommy Green: Uh we sometimes get some overflow business.
[17:01] Tommy Green: Would you be interested in partnering with us um with some of our overflow business to work together?
[17:07] Tommy Green: Um a lot of times, most of the times they'll be like, "Yeah, sure.
[17:10] Tommy Green: No problem." you know, you know, we're all for that.
[17:13] Tommy Green: And uh you work up a small agreement um so that you know, no one steal each other's customers and you know, just something simple.
[17:20] Tommy Green: You don't want to make it too, you know, too too contracty.
[17:24] Tommy Green: Um but that typically works out and they'll want that extra business.
[17:30] Tommy Green: They'll they'll like that relationship. uh you you work out some pricing that works out for both of you where hey if I'm able to provide you volume or you provide me a slight discount on the trips they typically
[17:42] Tommy Green: say yes and it's just you know it's kind of a a relationship building negotiation of how are we going to do business together right um and during that process you know numbers get thrown around and you finally you
[17:54] Tommy Green: know land on something that makes sense for everybody and as long as that stays consistent now you can just give them the extra business that your business can't handle.
[18:04] Tommy Green: Um, so if you've one day you get too many trips for your vehicles, call them up.
[18:08] Tommy Green: Hey, I've got a, you know, a trip from this city to this city.
[18:12] Tommy Green: Do you have any availability? Oh, yeah, we do.
[18:14] Tommy Green: Great. Let's go ahead and book that.
[18:16] Tommy Green: We'll send you the information. So now you've able to one uh take care of a customer who called you for your transport, but two, now you're building a stronger relationship with the companies in the area who um get
[18:29] Tommy Green: a clean transport, private pay. They get paid right away.
[18:33] Tommy Green: So it's not like a um the other problem with being going through brokers is they don't pay you right away.
[18:39] Tommy Green: So they typically pay you 90 to 120 days in a rear.
[18:43] Tommy Green: and a lot of companies can't, you know, can't stomach that much wait time for money.
[18:49] Tommy Green: So, with us and with private pay, you're paid right away for your transport.
[18:54] Tommy Green: So, they like that. Um, it gives us the ability to get a slight discount um for being able to provide the transports.
[19:00] Tommy Green: So, it's worked out well for us.
[19:03] Tommy Green: Um, we have great relationships with the companies that are around us.
[19:07] Tommy Green: Um, and as we expand, we'll continue to kind of find relationships that make sense for us with others.
[19:15] Nirav Chheda: Tommy, it seems like a really good path to go.
[19:19] Nirav Chheda: Like, you build up your online presence, you get all these trip requests, and now you're essentially passing off ride requests to other NEMT businesses, and you know, you're taking your, you know, revenue in the middle.
[19:32] Nirav Chheda: What are some of the risks or concerns or things to, you know, be aware of when you're trying to get into that kind of business?
[19:41] Nirav Chheda: Because, you know, it seems all nice and it seems great and I'm sure it really is, but I'm sure that it's not, you know, just perfectly seamless to do that.
[19:51] Tommy Green: It's far from perfectly seamless. Perfectly seamless is the very opposite of that.
[19:56] Tommy Green: Maybe my smooth talking makes things sound too easy, but no.
[20:00] Tommy Green: Um, you know, these the other flip side of that is some of these guys say no.
[20:04] Tommy Green: You know, you reach out to them, hey, you know, would you like to be involved with no, we're not interested.
[20:08] Tommy Green: We've got enough business. We don't need you.
[20:10] Tommy Green: Great. Okay. You know, whoa. You know, so you get that too.
[20:14] Tommy Green: Um, so that's definitely part of the process.
[20:16] Tommy Green: But when the ones that do say yes are handling business for you, um, things are out of your control.
[20:24] Tommy Green: So, it's not your drivers, it's not your systems, it's not your you can't follow along as you would normally um with your own thing.
[20:33] Tommy Green: So, um sometimes issues happen that aren't that clearly aren't your fault as the person who booked the trip, but you have to take the blame because you're the person who booked the trip.
[20:47] Tommy Green: So, we've had some instances where, you know, the driver was extremely late or something happened and safe travels is blamed for it even though we broker the work out to someone else.
[20:59] Tommy Green: So, we have to take the good with the bad, right?
[21:02] Tommy Green: Yeah. You know, granted, these companies are supposed to be great and everything and do everything 100%, but we're all human.
[21:08] Tommy Green: Things happen. You know, especially in transportation, things happen.
[21:12] Tommy Green: We understand that, but the customer will never understand that.
[21:15] Tommy Green: So, as the person that as the company that's doing the brokering, you have to know that all the things that come with that other transportation company, you have to now deal with the good, the bad, and the ugly.
[21:29] Tommy Green: Whether they did something good or bad, it's now your fault.
[21:32] Tommy Green: Um, so you have to do that.
[21:35] Tommy Green: So, that's what makes it you have to be very selective about who you partner with, right?
[21:39] Tommy Green: So, we have a very strict one strike policy, right?
[21:43] Tommy Green: If you um do anything that uh affects our customer base, well, we're done using you.
[21:50] Tommy Green: Um if you steal any of our customers, we're done using you.
[21:54] Tommy Green: So, you know, you have to set rules in there so that you can try to mitigate risk, but you'll never mitigate that 100% um with dealing with a company that is not Yeah.
[22:08] Nirav Chheda: Yeah, for sure. Yeah. I want to get Tommy to your franchising bit.
[22:14] Nirav Chheda: So you have your NEMT business under the brand Safe Travels and you are going through the process of essentially franchising out your brand to other people who want to be entrepreneurs and want to start their NEMT businesses.
[22:30] Tommy Green: Can you talk about that? Yeah, so um we have built a strong brand uh safe travels transportation.
[22:38] Tommy Green: Got my logo here. I don't know if you can see it there.
[22:41] Tommy Green: Uh, it's a it's a great name.
[22:43] Tommy Green: Um, people trust it. Our our website's very wholesome.
[22:47] Tommy Green: They uh, you know, we've built a good customer base and we probably get two to three requests a week from people asking to franchise the business like how can I franchise?
[22:58] Tommy Green: How can I franchise? So, um, you know, after getting about 45 of those requests, we decided to go ahead and figure out the process of actually being able to be available as a franchise.
[23:12] Tommy Green: So, uh, we worked with a company, uh, they helped us get through the franchise document process, um, in order to make Safe Travels Transportation a franchiseable transportation brand for anyone in the country.
[23:25] Tommy Green: Um and then um we are now franchiseable.
[23:31] Tommy Green: So uh it was a lot of paperwork, a lot of back and forth lawyers, uh trademarking, a lot of um a lot of paperwork.
[23:39] Tommy Green: We'll just leave it at that.
[23:40] Tommy Green: Um and um but on the other side of that paperwork and time comes the ability to uh sell a franchise, um sell your business model, sell our logos, and be able to really help people get a leg up
[23:54] Tommy Green: in this industry. Uh everything that I spoke about on this call is what a franchisee would get as being a franchisee all that different because I wanted Tommy I wanted to tie this back to the first part of
[24:06] Nirav Chheda: the conversation about building your online presence.
[24:09] Nirav Chheda: [laughter] Smart man. How does how does doing the franchise give you a leg up in that online Absolutely.
[24:16] Tommy Green: So everything all that complicated stuff I mentioned earlier from 100,000 feet up and all that stuff um comes with being a franchisee of safe travels transportation right so we have our own uh consulting firm uh safe which we
[24:34] Tommy Green: help entrepreneurs all around the country learning the industry get in the industry um at different points some people are already in the industry some people are trying to get in so we consult at all different levels um but
[24:46] Tommy Green: Now that whole consulting is also part of your franchise.
[24:50] Tommy Green: So as a safe travels franchisee, we're going to help you with your web presence, your Google My Business presence, uh all your directory presence, um everything to help all local um traffic that needs that transportation to find your
[25:07] Tommy Green: website, find you at the top of Google get to you faster.
[25:11] Tommy Green: We're gonna help you understand. Some some people don't even want to understand.
[25:16] Tommy Green: Some people just want it done.
[25:17] Tommy Green: So, we're gonna help you get it done.
[25:20] Tommy Green: And if you want to understand, we'll teach you along the process.
[25:23] Tommy Green: But um our goal is to get every one of our franchises um ranking at the top of Google so they can really reap the benefits of private pay.
[25:33] Tommy Green: And then if they want to supplement with brokerage work um then we help them do that as well.
[25:38] Tommy Green: But our main focus is your digital marketing presence so that you can really um get into the revenue faster so that when you get into brokerage you can wait that 60 to 90 days um and feel more comfortable
[25:52] Tommy Green: um as that money comes in on the back end.
[25:55] Tommy Green: So yes, uh you can find out all the information about how to be a franchisee, what it takes um uh the the money that it takes to uh to invest um everything required.
[26:10] Tommy Green: Um and we are uh we're looking to sign our first franchisee pretty soon.
[26:14] Tommy Green: We got a lot of good calls in it right now.
[26:17] Nirav Chheda: Awesome. And for everyone watching, I'm putting Tommy's website link in the description of this video.
[26:25] Nirav Chheda: thanks so much. This has been awesome and educational.
[26:29] Nirav Chheda: Um, any final thoughts you want to leave the viewers with?
[26:33] Tommy Green: Um, yes, I always leave everyone with this.
[26:37] Tommy Green: Um, fall in love with the word how.
[26:41] Tommy Green: A lot of the things I said on this call today, you may have sat there and said, "Well, how do I do that?" Or, "How, you know, how do I get to that point?" Um, fall in love with
[26:51] Tommy Green: that. The more that you discover how, the more that you conquer how, the more that you get on the other side of how, the better your life's going to be, the better, the more things you're going to triumph.
[27:03] Tommy Green: Um, the how is the biggest stopper for entrepreneurs in general, the word how.
[27:10] Tommy Green: So, get over the word how, figure it out, kick its butt, and meet me on the other side.
[27:18] Nirav Chheda: All right, let's kick some butt.
[27:20] Nirav Chheda: Run, Bambi, run. My man, let's do it.
