Next Level Pros - Homeless to $3M: A Plumbing Owner’s Comeback

Episode Date: November 11, 2025

From living under a bridge to running a $3M plumbing company — this is how Cale Forester rebuilt his life and business from the ground up. We dive into how Cale’s veteran-owned plumbing shop has doubled revenue year after year without outside investment, fancy tech, or massive crews.Cale and fellow trades leader Dylan Moya sit down with Chris Lee to reveal the simple systems, rebrand strategy, and sales process that turned a “chuck-in-a-truck” startup into a multi-million-dollar operation.If you own a plumbing, HVAC, or home-service business and want predictable growth built on process—not luck—watch until the end for their exact playbook.Partner Spotlight: 1SEO Digital Agency: At Next Level Pros, we teach you the best ways HOW to market your business. If you want additional hands-on help executing, we trust 1SEO, our marketing partner. They implement SEO, PPC, Google Local Services Ads, and high-performance websites that turn stronger operations into booked jobs. Learn more or book a consult: https://1seo.com/next-level-pros/

Kale Forrester launched his plumbing business in 2022, doing $500,000 his first year as a sole proprietor, and doubling his revenue every year hitting $3 million in 2025. And the craziest part of it all? Just a few years earlier, he was homeless. Hear his story, how he battled back from drug addiction and living under a bridge, to taking the leadership lessons from rehab and applying them to lead his team of five plumbing crews. So, Kail, not too long ago, you were freaking homeless in the streets. And today you're running a successful plumbing business.

You're going to do what, $3 million this year? We'll do $3 million this year. Dude, first of all, congratulations. That's freaking rad, right? It's not too often that I get guys on my show. that have lived on the streets, been in the lowest of lows, that have like just, oh. So give me a little bit more of that. So obviously there was like a huge transition, something that like sparked, like changed you.

If I remember right, you were like living underneath a bridge. I was living underneath the bridge in a place of town west or downtown Tulsa. And that's just kind of where I called home. It was the closest place from the hospital that I had just AMA'd myself out of. What does AMA mean? Against medical advice. Okay. All right.

A little bit of a rebel. A little bit of a rebel. Okay. I like it. Yeah. I was in a, I got a, I got found by some police officers in a part of Tulsa that was not friendly to be in, just beaten. Dude, how many times were you arrested over the years? So many times.

I was not a good addict. I'm assuming so, right? Like living under a bridge, you can't be a great one. No. I mean, there's a lot of, you know, farmhouse wives that are addicted to drugs and they're pretty good ones, right? Undercover, they don't know. So, you were under a bridge, a little bit. So, dude, how many times?

Like, is it 10, 20, 40? What was it? Well, it's got to be at least 10. I would give at least 10 times, 10, 12 times. Oh, my goodness. Yeah. Okay. And how long was that for?

As far as the... Like, how long were you living homeless? Oh, gosh. I was at least a year. Okay. I was a year on and off the streets. if you consider homelessness also living in trap houses what's a trap house so that's the place that is uh has no gas has no electric has no water so we're talking cardboard yeah yeah whatever tent

it's something it's something on the side of the street that you let it out basement in a oh no it's in it's a house it is a house it's a house that you broke into yeah got it got it got it got it got Got it boarded-up house. Condemned Structures. Lots of them in Detroit. Got it. Yeah. And few in probably a Tulsa.

Yeah. All right, guys, got it. You know, so I think you know this, but I spent a couple years in Oklahoma. Yep. Yeah. And Oklahoma's a fun, fun place. Yeah. Interesting.

Lots of drugs. Yes. Right. Like I remember sitting in this house of somebody's in, in Choctaw, Oklahoma. And she's like, these fours, you can smell the meth cooking. I was like, dude, what is going on here? oh man there's always like just some funny jokes from uh from Oklahoma that I remember like did you know that the the toothbrush wasn't been in Oklahoma no I didn't know that yeah

otherwise it would be the teeth brush fair enough yeah that's dad jokes I'll take it I'll take it just joking but no Oklahoma's got a sweet place in my heart so you're sitting homeless for a year underneath the bridge like what does day-to-day life look like um day-to-day life looks like uh going to a gas station asking for dollars from strangers uh going to where my sister worked which was a short ways away uh because you're walking yeah walking yeah and she's a waitress there so i know you got like a backpack like we were you packing stuff around you got stuff sitting underneath the bridge like what what does your personal possessions look like eyeglass case that's it that's it that's it because that's where you keep your tools for the lifestyle you're living.

I mean, and we're talking meth, we're talking what? A connoisseur of all flavors. It didn't matter. You know, I mean, whatever. Anything to get the next high. Uppers, downers. Just got to escape reality. You know, it's crazy.

The fact that I even know like uppers and downers, I've never had drug in my life. Yeah. But I had this college course I had to take where they educated me on like drugs. I'm like, what's like, are you want me to get into this? I don't understand what this is. Yeah, yeah. That's crazy.

Okay, so you're, you got your toolkit, you're going, you're doing your thing, you go to, you beg for a few dollars, you go to where your sister works, what's happening there? It's getting a free meal, you know, getting a free meal and then asked to leave. So you, so you had some people that were like concerned about you. For sure. Which not all homeless people do. Yeah. You know, I still, there's still a connection to family that I had and tried to maintain.

but it was in their they just they they grew to where which they needed to to get their distance because it's painful for them too hey guys it's chris if you're finding value in what you're hearing go ahead and like and subscribe that way people just like you can find this content for free here on youtube now let's stop back in the show so let's back up what got you there like got me to the streets yeah just life choices you know there's uh it's a it's followed me in my whole life where I'm a quick starter but I couldn't I couldn't finish you know so being directionless not knowing what I wanted to do with my life and then being in a small town and small community to not to not have that that answer the only thing left to do and you said it

yourself in Oklahoma there's a lot of drugs you know so while all my friends went to college or or to work the workforce and stuff I the party never kind of ended for me so how old are you when you tried your first drug? Oddly enough, I was a late bloomer. If you count alcohol, 14, but turn into the harder stuff was 21. Okay. And you served in the military? I did. Before then? No, that was my escape from my drug use. What I thought was going to be my escape from drug use was joining the service. And what did you find? More drugs in the service? No, I actually, I found a purpose. I found a purpose and I found a calling. I was a great soldier. So no drug, no drug use while you were in the military.

Yes. Yes. But towards the end. Okay. But towards the end. And that was kind of my exit. And what branch of the military? I was in the Army. Okay. Thanks for your service. How long were you in? I was in four from 2011 to 2016. So not a super long stint. And in fact, that's what, a five year stint? It's like four or six. Okay. Got it. Yeah. Any deployments or any? Yep. Served in Afghanistan. I was a 240 Bravo gunner on a trail vehicle. Okay. Sounds dope. I don't know whether. Exactly what that means, but dope. Glorified, cool way of saying that I pulled security for some, for some convoy missions, you know.

So gunner sounds like you were just on a freaking 50 cow, like, no? 240 Bravo is a large, you know, machine gun. It's not the 50 cow, but it is, you know, it's pretty sweet. Okay. Sick. Belt fed? Oh, yeah. Oh, yeah.

I need me one of them. You got to know, you got to understand that. Yeah. Special license. Dude, I have a few guns myself. Are you a gun guy? I'm a gun guy. Got a handful of them?

Yeah. All right. Just a few things. Nice. I got more than my fingers and toes, so we're chilling. Cool. Yeah. Washington State, open carry state.

You know, there's a lot of people on the west side that wouldn't agree. But, you know, here we are. I love that. Oklahoma constitutional carry. Oh, nice. They don't even need to have a license for it. Yes, sir. Love me some.

Okay. So you're in the military. You come home. you have a kid so i uh i actually met his mom while i was in the service okay you know uh she's from kentucky so yeah so you know back brought her to oklahoma uh that relationship lasted all of 15 months just enough to get married to have a kid and then i again felt when i came back home just back to the the drugs for no reason you know just immediately just immediately yeah so you started though in afghanistan

Was it opioids or what was it? Yeah. Because that's a big home of the opioid, right? Oh, yeah. And hashish. Yeah. Funny story. The home that I bought was about to be sold to the bank because they were behind

on their back taxes. The previous owner grew poppy flowers and was selling them as decorative poppy pods by the pound. And they were number one on Google, which by the way, is legal to do until you mash them up and give them to an under cup in a form of tea. No, that becomes a little different. That becomes a little bit different. But yeah, that's a...

Chemically altered this plant. Yeah, crazy. But yeah, opioids, man, those things, they have destroyed a lot, destroyed a lot of the society. They have. So you got back into that game. Come home. How long before?

And shortly thereafter. Shortly thereafter, you know, the wife's gone. You know, she's not, we're not in the same household anymore. And it's because of the drugs. It's because of the drugs. Yeah. It's because of the drugs. You know, you promise being a man of your word and stuff whenever you build yourself up in a woman's mind, you know, like, I'm going to take care of you, we're going to have a family, all those things. And then you don't follow through. And at this point, you're in the trades or no? No. Okay. What were you doing for day-to-day work? You're just living on that nice, like, did you have, what's it called, where you were released medically or whatnot from anything like that? I just stopped showing up. Just stopped showing up? Yeah. So how were you living?

you know i it's kind of an ego check too man but like realistically as living off my mom and dad and she was working and you were how old at this time yeah i hate to say it i think i was about 25 yeah yeah yeah 25 26 okay so yeah man living living a mom's basement yeah yeah wife is making money she's like i'm out yeah peace peace you got a kid got a kid got a boy What made you say, hey, instead of living in mom's basement, I want to go live underneath the outside? So I guess realistically what happened is whenever you venture to town so often, and eventually you can't get a ride back home, you're kind of just there. Because you're cooked.

Yeah. You're just stuck. And then the pursuit, the pursuit of the drugs becomes the most pressing matter. Yeah. You know, so not needing to go back home. I just got all night to figure out how I'm going to get the next one. did you ever feel like man i kind of like it out here on the streets better than going home never not one day at all yeah you know i had a friend that was homeless in salt lake for three

years and sometimes he like by choice was like no i don't want to come home yeah like i want to be here this is actually like my place yeah and it's kind of kind of interesting i thought that was uh he since has been clean for 10 years or whatnot but yeah he went through some some pretty rough times getting there. Yeah, good congratulations and good for him. I love him and that. It's a story of success too. But yeah, so you're there. You're, you're turning to it. What changed? So again, I didn't live, you know, eventually stopped living at home, but there became that pivotal moment to where for me, because nobody gets to dictate what your bottom is. You know what I mean? It's not this physical place, the bottom for me. I found that it's more of a spiritual thing, you know,

the feelings of self-degradation, whatever that is for you, and some of us have a higher tolerance for pain than others. And I finally found my moment in my spot whenever I wasn't allowed to come back home, you know, because there was always that time where I could, I could go back to my mom's house. So they said, mom and dad were always like, hey, we love you. We're good Christian folk. We're going to take care of our son. Yep. And then something clicked and said, done. I almost caused my parents divorced. Didn't know it. You know, those are the nighttime conversation. So dad, dad was pissed, mom was, what, okay? Dad was done. We're done here. So your dad was like, we're not doing it. And your mom was like, no, let him home. Yeah. Got it. Yeah. Good for him.

Yeah. I mean, that's, that's exercising the good masculine energy. Yes. That we need. You know, we lack in 2025 good, rigid, masculine energy. And the reality is you need the yin and yang. You need the balance between the masculine and the feminine. Too many masculine have gone towards the feminine, too many feminine have gone towards a masculine. And we like, dude, good on your dad. Yeah. Yeah. Yeah. I give him a lot of, a lot of credit. My mom, too, for having, you know, like, again, like I say, you know, that distance that they needed to do to create safety for themselves. The biggest thing that I ever stole from my parents. Of course. But the most hurtful thing that I ever did to my mom that I took from her was her peace of mind. You know,

is your child going to be okay? Yeah. You know, where is he at tonight? Yeah. That's got to be devastating. Yeah. I couldn't even think. I have a kid now. You've got five. Wow. Yeah. So they cut you off and then you're like, so what clicked? I think it was that moment. It was, it's so crazy, too, how things kind of line up and not to get too involved in it or whatever, dig too deep on it. But what I found for myself and my experience thus far in life is the more I fought against or the more I try to pursue that drug, the more roadblood. would be put in my path.

Yeah. And the more, the more doors over here were opening up did not do it anymore. Yeah. So I was actually on my way to my mom's house

to just show up on her for her to pay me to leave. You know what I mean? Like one of those things. Like, just get out of here. 10, 20 bucks, whatever, just leave. Yeah, yeah.

Kind of thing. But I got, we got pulled over. And I had it in my mind, too, because we're in a field. We're in Oklahoma. So they're like, I can, this is a big cop. I could outrun this guy.

You know, I can just open the door and run, because I know whenever you run me, my name and stuff, I'm going to go spend a few nights somewhere. But I didn't do it. Just, again, there was like a, it was just a voice that happens. It's not up in the mind. It's kind of in the chest. It was like, don't do that. And I found myself in jail. And I made one phone call.

It was to my mom, and it wasn't for her to bail me out. It was just for her, again, that peace of mind that I spoke about, for her to know that I was okay. I was probably going to go to prison but not to worry anymore and I don't need you to come get me because I was done I was just done you would hit the bottom

yeah I was there you know and it's so interesting about like the swing right you gotta like when you finally hit the bottom it allows you to bounce yeah you know allows you to bounce back up in the other direction whereas you're always like flirting with that bottom

and so good on your parents for like creating that hard bottom for you and allowing you to to fail, essentially. Yeah. And so you go from there, and how long do you spend in jail? Oh, gosh, it was eight months between two counties. Oh, wow.

I had racked up a whole lot of grant. I'm not a cool addict. You know, I didn't have, I'm not a hard, hitting guy. You can look me up. It's granted petty larceny stuff. Petty theft. Yeah, you know, I'm stealing stuff from Walmarts and trying to pawn it at the pawn shops. Dude, in Portland, they would encourage you.

Yeah. they'd be like, dude, 900, please take it. Yeah. But, you know, hey, entrepreneurial spirit, you know, I always managed to get the next one off me, you know? So, but yeah, no, it was, and there was that moment, you know, made the typical jailhouse prayer. Like, I'm done.

I'm done with this life. I'm done with doing this. I need your help and guidance. You know, what does that look like? And I just, I started, you know, falling in line with some. And then shortly thereafter, you made. your person. Yeah. Yeah, that's cool. How did you guys meet? So we're the typical don't do this rehab romance. Uh-huh. You know, I was pursuing her and she was acting like she was. So when you

talk about rehab, was it true rehab? Because you went to prison for nine months. That's got to be some level of rehab, right? Correct the language a little bit. Okay. Again, I've never been to prison. Okay. Jail. I've been to jail. County jail. I get that. I know. There's a thing. It's a thing. I don't want to take anything away from anybody that's been. Yeah. I did a long haul in county, which is pretty hard time. You don't get wreck. Yep. At least you weren't out in Arizona where county jail, they put you, they dress you in pink and you live in the desert.

Kind of fun. Yeah. Sounds like a good time. Yeah. But yeah, so you go and you do that time, I got to assume that's some level of rehab for you from a standpoint of like you're cut cold. And then you went to rehab shortly thereafter? Yeah. I got a so this is the way for me is that you know again like I said I was in the army and I just kind of stopped going I was a good soldier though I was a good soldier you know all my command always said the same you know I could follow an order follow direct charge so they gave me when they discharged me it wasn't in a negative light yep so I got I got blessed and got to go into what's what's called veterans treatment court and this it was so crazy too because I'd never thought about rehab I was going to prison I was like I was good I was going to sign my time

Do my thing, and get out. And I told that, judge that too. And she looked at me and she said, son, don't throw your life away. You got this available. What about treatment? I was like, oh, I didn't know the option. Yeah. Okay.

Okay. Yeah. So I did a 90-day stay in a treatment center. And that's where you met your lady. That's where I met. That's where I met Brittany. Awesome. That's so cool.

So what was it about this experience that you've been able to draw on and apply to what you're doing now? now with your plumbing company because you launched this company about four years ago initially chucking a truck doing it your thing doing your thing do a 500,000 year one as a one man show selling it installing it doing the work right and you've almost doubled in revenue every single year for the last four years phenomenal what was it about being homeless going through rehab and everything else that has been able to influence what you're doing now because obviously you're doing something right yeah um i truly believe that it's it's uh first and foremost getting clean was the was the first step in that process of getting clean like you can stop

using drugs but you got to replace that with something yeah you got to figure what what that thing is and i found that in a fellowship you know a group of men uh and it was you know walking the same road as me but had found their way out and i and it was really simple which that's the secret it's so simple. Just do whatever they're doing and then that'll work because they've been cleaner longer than me. Yeah. So like in business, it's kind of the same strategy as, is follow the people that have found success where you want to have success. So get addicted. Right to business. Don't do. Not me. Right. Yeah, business 101. Go full in, all in. Addicted personality. Come on, baby there's a level of that that i carried with me though from the addiction is like whenever i get

bought into something i'm all in yeah you go all in dude there there is something to be said about addicted personalities yeah right like like for every strength there is a weak part right and and vice versa you can you can create with a hammer you can also destroy yeah right and so like like understanding that these things that have led to terrible things are actually the things that can make us be incredible and so being an addict going and finding your people seeing these mentors or whatnot that have walked the same path. Yep, yep. Pretty phenomenal.

Oh, yeah. And so, like, give us a little bit of the journey. So you go and you work for somebody else, and you're in the trades or whatnot. And I know you and Dylan met along the way. This was, what, five years ago? Five years ago. Yeah. So tell me about that.

Like, where did you guys come across each other? Was at any event? What was happening? You want to fill that? Yeah. I was speaking. It was during COVID. COVID, there's a trainer that I trained with that had a speaking like a trades event.

It was in Vegas. I think it was right when, when the casinos started opening back up, everybody was bundled up in the houses for 18 months. Everybody wanted to get together. Like, dude, I hate my computer screen. I hate looking at myself in the mirror. It's time to shower. Let's go.

Trying to grow a company, but you're trying to do it by yourself because nobody else. So it was like the first event post, like COVID, everything's open again. I had an offer to speak at one of these events. And that's where I met Kail, where I was a plumbing salesman kind of talking. I guess my claim to fame for him was that I was doing $3 million a year. $3 million a year. And I guess it was for me, it's just normal. It was God in my eyes.

But it wasn't common around the rest of the country. And so you guys immediately connected. and like what was it about each other's like man we let's let's keep working together keep mentoring together and and uh you know building something together uh man i've said it a hundred times i'll say it again it's uh i'm about building relationships in life and in business and if if you if you carry yourself with with with being genuine like who you are your true value always lies and being yourself and you can read that from dylan across the room yeah and that and being a plumber you know i'm a plumber that's respect

respectful. Yeah. You know what I mean? We're the best trade around. Yeah. You heard me electricians. So getting to hear Dylan from the stage and the success that he found. And you could see the room. He says his claim to fame in my eyes as 3 million plumber or whatever, but that was

the whole room was HVAC owners that had just acquired a license. And they hear Dylan talked from the stage about that. And none of them can figure out how to get their plumbing department into a gear all right to drive revenue and be performing and be profitable so they didn't even give him a chance to kind of do his thing they're just throwing questions at him and stuff they want to know all about it

how's this guy how's this guy generating three million in plumbing man we can only do that in age fact yeah you got to be a liar yeah but so i approached him after he finally got off stage got his number and i've never been i mean heck you know that now i'm not afraid to to text or talk or shoot a message and stuff you know i don't care who you are yeah if I meet you and I get access to you. I'm going to talk to you. Yeah. Yeah. It's, it's so interesting to look at like your both your failures and your successes. Obviously there's there's some like core aspects that are leading to your success. One, the fact they like you, you want help. You ask for help. You're looking to other people to mentor you or whatnot. And and two, like when you see something

that works, you do it. Yep. Right. And and that I think is probably the hardest thing for most business owners that are kind of capped out. It's because they want to figure it out themselves. There's a little bit of ego that's like, you know, I'm the man. I can do this. I'm already doing enough greatness here. And so then they fail to, you know, implement. Like, I mean, looking at your story, like, you did like a huge rebrand. Tell me about like how that rebrand really. When did you rebrand? I was been over 18 months ago now. Okay. Tell me like what you did from a rebrand standpoint like did you change your trucks your logo everything and like and what impact because this is a really key thing for anybody that's watching from the trades is just like really understanding

and owning a brand is so imperative to building a good local company and so yeah the walk us through that a little bit so i think the the whole thing too about the the branding process is that it's it is absolutely more than just a logo it should be it should evoke uh for me that i found that it's so true because you can listen to the people talk about it, but it is a real thing. And I always knew that I wanted to carry my story, my beliefs and my values from life into what I'm doing today. And so that rebrand process was, it was like 18 months long. It was not, it was an investment for sure.

But I wish I would have done it sooner, you know? And the whole transition to that was how to speak by just being seen what it is that I do, what it is that we're capable of and the value that we can put into your home. Yeah. And I think we nailed it. I think who we chose and the direction that we went,

we absolutely nailed it. We changed vans. We got more vans because we were able to buy more vans. Stationary, business cards, shirts, what it... All the things. Nice. I mean envelopes, you know, yard signs, door hangers.

I just got some stickers done for some... Because we're going into the winter. So I thought I had a great idea. And I was like, man, we ought to get those insulated outdoor spigot covers. They have some at Home Depot, so that are like, that are burgundy, like our brand colors. And I was like, we got a sticker kind of custom made slapped on there. And I said, every home that you guys go to from now on, I don't care if they buy anything.

Go give them a free. You put them on. You don't even ask them if they want. Put them on. Love it. Yeah. Love it. It's like on the magnet on the fridge.

Yeah. Yeah. That's awesome. So, I mean, clearly you're an implementer. Like you learn something and you go and you implement. You've been able to, like I said, double revenue. What have like been some of like the key decisions and changes that you've made over the last four years that have that have driven those numbers? Sales process.

Understanding your numbers for anybody starting, I'm the world's worst at KPI trackers. You know, I didn't, I just, I'm a good communicator. I'm a great communicator actually. That's why. You know, I think the first step that you have to do in doing any kind of a business is you, you need to be able to sell it. You've got to be able to and sell, should. have a negative connotation. How can you communicate the value you're given somebody? Absolutely. And I was able to do that. Uh, so that getting that as a process, a well-rehearsed

thing that you can give to the next guy down from you needs to be. We got binders. We have three ring binders. Love it. That is the sales flow process step by step, how to dispatch your stuff. I mean, simple, stupid. You can't mess this up kind of thing. Parts list, all kinds of stuff in these binders that are assigned to the vehicle, not the, guy. I love it. So it doesn't matter what vehicle you go into. Right. You have this binder. It is the Maston's manifold. Perfect. So doing things like that will help your team become successful. And you got you, for me, what I'm finding is letting go of the control pieces and actually trusting somebody. You got to verify too, trust but verify. Yep. To take that on. So I know you're

you're really big into health and tracking things like that. You wear the aura ring. Like we're I'm not even sponsored, but I'm happy to, like, shout it out because it's freaking rad. And mine's beat up because I refuse to take it off when we work out. Yeah. I want to trick everything. Same, dude. I want to track. Dude, I've been wearing this thing three and a half years, dude.

And it's, it's been phenomenal. I look at that thing every single day. Every day. Oh, yeah. I'm resilient AF. Yeah. And I think that's just a good indication of, like, how you got to run business, right? Like, you need to know all your key, key indicators across the border.

We call them impact metrics, right? Just the things that move the needle. How was my sleep? How was my health? How was my sales? Was my closing rate? How many leads that we generate today? You know, what was the revenue, gross profit margin, net profit? What does our monthly nut look like? How do we get to? How do we get to break even? What product should we potentially be expanding into? What would that look like to our bottom line? So on, so forth. What's our next three, four, five key hires to be able to go and grow? Like, and, and, you know, too often, guys in your revenue range because you guys are going to close what about three million this year we'll do three

that's sick um too often in that range we call that a level two business and in the level two and level three i see this all the time is just entrepreneurs trying to make decisions by gut feel gut feel matched with what i call bank account accounting and essentially what bank account accounting is is there enough in yeah can i afford it yeah right and that is the most that is the most terrible decision you can make because, man, how often are a lot of these guys sitting on deposits from another customer? It's not even cash that can actually be recognized or they're not tracking their accounts receivable correctly. And I mean, dude, I've seen guys that have completely wiped out and distributed out their bank account and they still have $300,000 in work in progress. And it's like, dude, how are you going to fund that?

Like, oh, you're going to do that with the next deal? That's called a Ponzi scheme. Yes. Yes. Yes. Yes. It's interesting. Dylan, I always interested to know, like, so you've been in the trades, how long? 15 years now. 15 years. And mainly in the sales side?

Start off as an apprentice plumber, then work my way up, and then probably 10 years of that it's been selling. Awesome, awesome. So tell us, man, 10, 3 million a year. Like, what have you seen to be, like, a few, like, if you could share with the world one or two principles that change your life got you to 3 million a year, what would it be? So what we build here and everywhere that I help with is having a game plan, right? We're not going into houses, just hoping to sell something and hoping to provide solutions. Like we have a set process or I have a set process that we built out to where we have a game plan of how the conversation is going to roll, what the questions that we're going to go into answers that we already are aware of.

So we're not going in just blindsided. Like we have a plan, everything we've gone. And I don't even think we do it, I don't even do it 100% of time. I do, it just can stay inconsistent doing 70% of the time to allow us to be successful. Like I don't have to think, I don't have to think about rebuttals. I don't think about how we're going to do things. I already have it written down and have a plan of how we're going to do it every single time, everything we'll call.

So it's just mindless, right? So it's rinse-repeat method of how we're doing it. Yeah. There's absolutely nothing beats a process, right? And, you know, of course, you're going to have those different unicorns that can be able to like, hey, don't follow the process and I close this much or whatnot. But the reality is you can't recruit all unicorns, right? Like, you got to, you got to build unicorns. And you build them by getting C and B players and training them up to BAs.

And frankly, at the end of the day, it's, it's all about having that nice quality process. Well, I think going back to the branding that it's, yeah, we're considerably in the trades with $3 million now, but we're branding. with the sales process that's the same as $100 or $20 million company. So we are small now but we're doing the exact same things that they're doing at least in the sales process and we look like a bigger company. So I think when the brand changed

and there was a confidence aspect of it like we have the matching polo with the matching hats with the matching wrap, right? That it instinctly just changed. The revenue just jumped doubled when that happened. Like the technician is now confident that they have the matching logo, the shirts, the hats, the truck. So now they even see it that they were even more confident to provide those premium solutions,

not just the chucking a truck coming in a white truck anymore. Oh, yeah. Like it was a night and day difference. I love it. I love it. Now, Kale, along the line, have you always been a higher price product, 55, 60% gross margins, or did you change that along the line? it's always stayed pretty consistent yeah for myself but i'm a i'm a big personal budgeter yeah so being

mindful of uh where i spend money at and with and who i spend it with yep um has always been very cautious and i've never used my company like it's a piggy bank yeah you know so amen man that is like one of the most key principles that i hit home with entrepreneurs all the time it's like quit robbing the growth capital from the business to fulfill your personal you go yeah you know and like the watch man wait for the exit and i'll go wait until you go and sell this thing don't you you you ain't that cool because you made 200 grand like you like you that's a that's a good job somewhere else like so dude good on you for for reinvesting like you've obviously done a lot of big moves spent the money on the branding you're hitting 25% net

margins like what's uh what's the goal from here so the goal from here is to keep pushing it like i want to back engineer six million because i can do it safely you know or securely without without blowing out my team that i currently have without blowing out any capital that we currently have put back we can grow into six over a 12 month period um and back engineered that of like how many we have to hire why not 10 i mean you know if we want to talk about getting a little bit more out of personal safety zones you know it could be done why not 15 dude Now you're just flirting with danger. So I am a firm believer that any startup company can get to 15 to 20 million year one.

I am a firm believer and do that without outside investment. Yeah. I believe that you can cash flow that. I've seen it. I've done it. I've done it. And I, just for anybody that's watching this, like, our goals are too small. our goals are too small and I know all the excuses that come in like well I don't need that much money

you know I'd be good with 5 million a year I'd be good with 10 minutes no no that's bull crap yeah that's literally just you trying to self-sabotage so you don't hit your full potential and the reality is is like if you have a great product you have a great service then why wouldn't you want to be able to go and do it unlimited and impact the most lives possible, the most employees, the most customers, the whatnot. Like, dude, we owe it to the world to bring our product and service. Like, imagine if Jeff Bezos did not follow his dream. Yeah. Like, dude, how much worse would our lives be if we didn't have Amazon available at our fingertips? That'd be miserable. Dude, dude, right? Like, dude, I live 15 miles out of the country, right? And, you know, and, you,

and outside of the city and like dude i can have walmart delivered to my drawer i can have amazon delivered the next day like my life is better because of jeff bezos yeah and a lot of people hate on him because a billionaire i'm praising that man's name dude he he has created so much value and had he like stopped or like i just want to deliver books right yeah like how much And, like, I honestly believe that as great business owners, we have a moral obligation to grow and deliver as much as humanly possible. Because why wouldn't we want to bless the world, right? And I, and I, and I, that's why, dude, as a, as a believer in Christ, like, I believe that the ultimate calling in this world is to be an entrepreneur. I think it's the closest Christ-like

thing that you can ever do. It's a value creator. And, like, to create is such a wonderful blessing. And so, like, I love to challenge guys of like, why not more? Why not more? Why not more? And I'm not talking about for the cash. Like, cash is like the ultimate magnifier. If you're a good dude, you're going to do great things with more cash.

That's true. And if you're a bad dude, you're going to do terrible things with more cash. And so, like, we need more good people with cash. Yeah. And, you know, when I see and hear your story and it's just like, inspires me like i i shared with you you know before this is like you know dude i had i had a had a friend this last week that i got a facebook message from from a sister tell me that he's gone and uh i was heartbroken and and just the fact like he worked with me back in 2013

saw the capability that this guy had and drugs just ruined his life and I see guys like you that have overcome it like dude what a message what an influence so why not more yeah you know and and so that that would just be my challenge to you today man is like think bigger yeah think bigger not do more it's think bigger because you know kale if I asked you right now Now I said, dude, I need you across the street tomorrow. How are you getting there? However I need to. How would you get across the street?

If I just there. What's that? I'll walk there. You'd walk there, right? Why not the jet? Why not the jet? Why don't you take the jet across the street? Just across the street.

Just across the street. And if I said, I need you in New York tomorrow. How are you getting there? I'm taking your jet. Why aren't you walking? Because it's so far away. All right. The key thing when we set big goals,

is we think of different tools to get there. Yeah. And when we think small, we only ever think about the small tools. So my challenge to you today is like, let's say something big, dude. Get after it. Set a New York goal, a London goal, something that only will allow your mind to use the jet. Yeah. And so that's just my encouragement to you today.

Brother, I appreciate you making the trip out from Oklahoma. both of you coming from Dallas that that that's huge I want to give you the opportunity to share with the world like if if there was one message that you could share with the world from a spiritual side

a business side whatever it is I want to give both of you guys this opportunity to share it what would it be I think the highest aspiration of the human heart is to reach out and change the life as someone else so if you're going to like to your

entrepreneurial spirit and like you speak of I believe wholeheartedly in that the growth of my company will affect the lives of the people that work for me and that affect the lives of the people that choose to do business with me I appreciate that thank you Dylan mine is not only do it for you would do it for everybody else like if you have that entrepreneur spirit and you can push there's other people that need to be pushed right change other people's lives change we talk about changing the three four guys that we have lives like change their lives if you don't want to do it just for yourself do it for them like they they need it too they need to be pushed and and if you have the driving force to do it and the energy to do it like you can you can change not only

yours but everybody else's lives around you amen brother yeah i can say there is nothing more fulfilling knowing that you are helping and assisting and putting the food on the table for thousands of employees or customers or providing an incredible service or product like like that is the ultimate aspiration. And one of the reasons why after retirement, I decided, I said, I got to launch next level, because I believe that the way that I can change the world is through entrepreneurs. Entrepreneurs hold the golden ticket. People come in thinking, hey, I need a paycheck, got an opportunity. And if we can show them how to be better human beings physically, economically with their associations and their spirituality, like we will change the world way

faster than any president or governor or local PTA council member, whatever it is, we hold that ticket. And I would just encourage that to anybody that is watching this show take full advantage. Guys, I appreciate you. We're going to have their contact information in the notes. Until next time.