I Judged 10 Businesses Live. One Makes $68K/Month - Ep. #339
00:00We did 750 sessions a month.So revenue is 68,000.68,000 a month, a year a month.Okay.I am in so hard on this.I don't know anything about health care or veterans.And for that reason, I'm out.Just kidding.
00:14I've just always wanted to say that in a real setting.I bring nothing to the table, but I would be 100% in, take my money.I just want to give you $5,000 for none of your business.It's just to help you grow your business.And then $20,000 to help spread awareness.I honestly don't know if I have enough gas money to get back to Canada tomorrow, so that really means a lot and thank you.Quick heads up before we start today. This episode is going to sound a little different because it is a little different.This summer I rented out an innovation studio in Provo, Utah, called IHub, and about 400 people showed up.
00:48We had 10 founders walk on stage and pitch me, plus Nick and Brandon, two friends of the pod that you'll recognize.They pitched us for real money, and they only had two minutes to pitch, and then we had 10 minutes to grill them.of them just had ideas on the back of a napkin. One is already doing over 60 grand a month.This isn't quite perfect studio audio and it's not supposed to be, but we did put actualmoney into a few of these businesses. And then the audience voted on a winner at the end.And you're going to find out who. Welcome to TKO Live. Also, we're going to do this again inProvo, probably on November 14th or so, 2026. And we're going to do a four or five city tour in Texasof the same thing. So be on the lookout for that. Please enjoy. We are going to bring up our
01:31First pitch here, we have Aman Harden with the Utah Veterans Massage.All right. So my company is Utah Veterans Massage. About three years ago, I've started a lot ofdifferent businesses. None of them have been super successful doing so many different things,digging trampoline holes, things like that, had some success, but learned a lot of lessonsalong the way. Three years ago, I was doing construction, remodeling, and had been working it for a longtime getting super burned out, having a hard time going to work. And one night I was just sitting down,like rubbing my shoulders. I was like, oh, you know what? I got to switch this up. And so I hadthe thought I could be a massage therapist. So did a super accelerated program four months. And then I
02:16became a licensed massage therapist and started working with the first place I worked was a medicalmassage company. Started working with veterans. And it was so rewarding to be able to check inwith a veteran like each week and and their pain going down and down in a wheelchair and thenhim saying this is the first time in 15 years I haven't felt pain. So a bunch of stories like that,very motivating to be working with this population. Now as an entrepreneur, of course, I'mobserving the place I'm working. And this niche with veterans is really interesting because theyget 12 free sessions. They don't have to pay a dime for it. So it's, and it also pays $90 per session,which as a brand new massage therapist is huge.
02:59So I started my own company.It took me like eight months to figure out how to get in the network with the veterans.And so 18 months ago, rented a room for a day a week and then just built over time.12 months ago, I was doing 70 sessions a month.And this month, we have seven locations now and we did 750 sessions a month.So the revenue is 68,000 and 20,000 of that, about.is profit. So it's been a really amazing niche. My goal is to expand to 40 other states.Oh, 68,000 a month, a year, a month. Okay. So up 10-10-act year over year. Yeah. Okay.
03:39What are you looking for here? I'm looking for 100,000 for 5% equity stake and also a partnerwho's taken a healthcare business multi-state. Ideally, possibly.Yep, here. Never heard of her. Are you a veteran?I'm not. Okay.So you've got how many locations?Seven locations and three that independent contractor therapists own that we send clients to them.And when you say locations, do you have leases that you sign or are these independent contractors who are going to home?That's nothing over a year or lease.
04:08We do have leases.They're small buildings, one and two room locations.Most of them are about 500 months, 6 to 650 a month.So is this a place people come to or are you going to their home?They come.They come up.How are you scheduling?Who's actually putting that stuff together?
04:22Who's doing the schedule?We train our therapist to just rebook the clients after we have a really,awesome scheduling software. Okay, so the therapist themselves are actually not only doing thework, but they're doing all the admin work, but they're doing all the admin work. We do all thebillion, all the insurance back end. They just show up. All they say is, uh, do you want to rebook forthe same time next week? Put it in the software that way. My wife, who's the scheduler and our otherscheduler don't have to do it. What's that? What are you going to do with the hundred grand?What's that? What are you going to do with the hundred grand? Expand faster into these other states,
04:49uh, yeah, and hire an operations manager. There's a lot of little day-to-day things that aretaking my attention right now.Remind me against it was $100,000 for 5% equity.This is Shark Tank.Oh my gosh.So they say on there, right?For those of you who don't know, Nick actually has lots of experience in scaling healthcare to multistate.So, yeah, you made a joke as if everyone knew, but maybe everybody did.
05:14So my experience is home health, hospice, home care.I also had a medical billing company, medical billing and practice management company.And I've owned and operated multiple locations of those businesses.we the businesses that I owned,we only ever got up to about $20 million in revenue,but multiple states.The businesses that I've managedto have done $100 million plus a year.
05:34So very familiar with this space.Are you thinking of going private payor are you getting credential with,is it the VA who's paying for these 12 sessions?Yeah, the VA through TriWest.So it's an insurance.Okay, 100%.And so you're in with them in Utah.
05:47It's really, really hard to like scale.$68,000 is,it's like awesome for what you're doing right nowin Utah, but if you want to go multi-state, there's a big lag between launching in those statesand actually getting credentialed and then being able to take paying clients. And they may be differentbusiness formats, right? Like here in the state of Utah, it might be the Tri-West says, you've got 12visits totally paid for by us. You're good. No pre-authorization needed. But Nevada might be differentin Idaho and Washington and California. Like every state's going to be different. So do you have a plan
06:16to actually get into each one of those states or is this just like, I want 100 grand, I'm going tohire an ops manager and then we're going to figure it out. Do you actually have a plan behind that or isI need this money to be able to hire somebody who can help me figure that out.More of that. More of the second. Yeah. So the way that I've worked is like grow, expand and then figure it out, right?Things get more challenging. Things come up. The next step is to go into one state, Arizona.There's a huge demand there. As far as the credentialing, it is the same. Licensing is a little bit different in each state.And you have to hire independent contractor therapists in each state. But the credentialing is the same, same process, which I've automated.but I used to took me.
06:50It took me like eight months to do this.I can take someone through it in about 25 minutes with the automated systems.I don't know anything about healthcare or veterans.And for that reason, I'm out.Just kidding.I've just always wanted to say that in a real setting.I'm still in.I love massages.
07:06So that's why I'm still in.There's free massages in this for whoever invest, by the way, lifetime.How are you getting your customers currently?So we haven't spent a single dollar on marketing.The reason we have so many.small office locations instead of one central is the VA will call us based on the geographicproximity to the veteran. So we have a lot of little ones. So we get a large volume of clients that way.Would marketing work for something this specific or is it always going to be through the VA?
07:34So one vertical we can go into is medical and deep tissue massage, which is a rare thing. There'smostly spa massage. So we could market for that, use the same office locations, same therapist.It's just a little bit different vertical or focus on this at the moment.And where are your seven locations right now?We got one in Orham.We have one in West Jordan.We have one in like Murray-Salt Lake area, South Ogden, Central Ogden.We just opened one in Logan.
08:03We got one coming in Sandy.Ken, you said 68K a month, 20K profit.How much of that profit is like fixed versus variable?Obviously, the more massages you're doing, the more therapists you need.But how much you know what's saying?Yeah, we've been growing pretty fast.So generally, we pay the therapist $50, which is a pretty good amount, especially for medical massage.Our revenue is about 30 to 35%.
08:31As we expand locations, we get a little bit more percentages.So you collect 90, you pay them 50, then you have 40 to play with, and then you got some costs, though.30, a 39 place.Yeah, yeah.Is it always going to be 90?Is it 90 in every state?No, so Texas is like 109 or more than that.Different States, California, it's more.
08:5289 is about the lowest.It's just, it's a Medicaid rule.But, so, but yeah, it doesn't go below that.It just increases overtime.I do a lot with AI and the automations to reduce paperwork.Do you have a functional mobile app?Yeah, okay.And people are using it to book regularly?
09:09We have, we, because it's like HIPAA involved, so we have an app that we pay like a subscription,but as far as like all the back-end administrative stuff, yeah,We have all that automated.Okay, so we have two minutes left.I'm going to, no, please, please.Okay, so first of all, I freaking love this space.That's why I'm still in this space.Just to help you guys understand,
09:29the reason he's going after the VA in particularis because they're guaranteeing a certain number.If he starts going mass market,it's going to be really difficult for him to acquire customers.And he's got to worry about the KAC and the LTV, etc.He already knows he's got a fixed 12 visitsthat he's going to get paid for by the BA,which is awesome.
09:43And the reason he's saying in the clinic,way more profitable.So stay out of home.Like don't, just don't do it.Say no to drugs.Friends, don't let friends offer health care in the home.All right, it's like, it's very hard.It's very hard.
09:54Here's where I'm at with it.I think it's a great business.You're at $68,000 a month, which is great.Your margins are great right now because you're small.You're about to hit the threshold, and you've already identified it.You need somebody else.So it's going to take investment to get the right people in place, and you're movingfrom one location, one owner operator to multiple locations.
10:12And as you scale, you're going to have things like, we've got to figure out payroll.and we're going to have to figure out AP.How do we control quality, right?How do we make sure that this therapists are actually doing what they say they're doing?How do we screen them?How do we have best practices?How do we make sure we're collecting?Oh, do we need preauthorization?
10:25Do we not preauthorization?Now, I know at the VA, you're going to have processes dialed in, but if you go to other states,there's going to be a problem.So for me, $100,000 at a 5% stake is, do the math, $2 million in value.I don't think you're there yet.I think you are absolutely going to grow into that.I'm very interested in the business because I think you found a really cool niche,and it sounds like you're growing fast
10:45and I would be interested in helping fund the expansion.In particular, I'm not super keen on fundingan individual business office manager.You're going to need that role anyways.I think what you need is a C-O-O.You need someone to come in and partner with youto scale the business.Or if you're like really great at ops,
11:03you need the business biz dev person to come in, right?So I don't know you well enough yetand we could ask a ton more questions,but I think your next hire is actually figuring outwhere your deficit is and then hiring to supplement that.But I love the business.I'd love to figure something out with you, like to help you grow.But the current valuation and the current asking, yeah, I'm not interested.
11:25You're kind of in this messy middle right now where you can't really raise it like a traditionalbusiness valuation, but you can't raise it like a tech valuation like Zealwood yet becauseit doesn't sound like your app is far enough along yet.So to me, you'd almost do yourself less of a disservice if you built out your app.a little more, got a lot more revenue running through the app, and then you could say,hey, it's a 10 million valuation because we're an app now. Like, we're a technology company nowthat happens to choose massages, right? So I would be interested in investing once your firstsecond state is approved and like you're generating revenue in that state, even at a higher
12:00valuation. I would rather invest later at a higher evaluation once you de-risk that second state,just based on what I'm hearing Nick say, because I don't know anything about this, but he does.and if your app were built out more as well,if you were more of a technology company,that's where I'm at.Did I miss that?Sorry, did I miss that?Is this an app first company or is this a services first company?
12:20Services first company that uses the app to automate everything that.Okay.So you're developing like your own internal operation.We've got to be done.But if you pass his due diligence,I would be interested in helping out on the tech side.So I would be in if he's in.I'll see.
12:38I was going to say the exact same.Sam, but I'm in of Nixon, but let's talk.All three.Okay.Thank you so much.Thank you.Yes.That was awesome.
12:47Give it up again for Ammon.Somebody always has to go first.So thank you, sir.That was amazing.So next up, we have Cam Finley with Go seeds.Hey guys.Like 100 million people, hundreds of millions of people in the world.I love sunflower seeds.
13:02Who loves sunflower seeds?Yeah.I love them so much.I have them in my mouth right now.Now that I think about that,I should probably spit them out.Do you guys have a napkin?No, okay.
13:12All right.I bought my own cup.That's okay.Come on now.Come on.Guys, there has to be a better way, right?There has to be a better way to consume sunflower seeds.And this is it.
13:23This is ghost seeds.It's simple and it works and it's amazing.Brotherin, today is the first day of the rest of your lives.Okay?Think what we can do with this product.Close your eyes for a second.Think what we can do for wife on husband insults,profanity from spilled seeds.
13:41We can eradicate it, guys.Our nation will never be stronger.Let me show you how it works.This side, you open the small side, you get fresh, amazing seeds.You shut that.You open the other side, and you spit the, the, thank you.You spit the shells in here.Your wife loves you.
13:59You don't make a mess.It's clean.It's compact.You buy it like this.You can fit a whole bag of seeds.You can't touch this yet.Dude, wait till the pitch.I know, right?
14:08Okay? So I want to make seeds clean and usable.Okay? My wife and I, we have 10 kids. We have a lot of seeds and we don't want spilling.So we use these to help keep them contained. And who wants to get cracking?Yeah.I just know that wife on husband profanity for seeds was that big of an issue.Go spill seeds in your car and see.What are you asking for?So this is an idea. My buddy and I have had this idea.
14:38for years and years and years and we just love it and it works well for us and when the opportunitypresented self i said let's get serious let's go so this is like a sippy cup for seeds for dads sureso is this your seed round then that's it i like it i like good one okay hey dude we don't want tomake a shell of a mess everywhere we want to be contained okay you go a lot of good puns uh thisreminds me of like the chip like Pringle's chips right so it is I assume easy to manufacturethis at scale for cheap prices because people throw those away what does this cost do you knowlike at scale it depends on scale but we think we can get those for a dollar 20 full of seedsall the packaging what do I don't buy sunflower seeds very often what do sunflower seeds sell for you
15:30can get a pack of seeds the same amount of seeds you can get it for three dollars and 20 cents at a gasstation. Okay. So this could command a premium to that, I would assume, if it's the same amount of seats,but with the throwaway aspect. Absolutely. Do you know what you'd want to retail it for?So I think we'd want to be right under $5. Yeah. Yep. Yeah. We want to be right under $5 or you don'tpitch it as being reusable. Of course, you could reuse it. So we have thought about making reusableones that have like the New England Patriots on it or whatever sporting, right? So we're thinkingabout you could brand those for schools, for your favorite sports team, for your favorite Disneyprincess, whatever you want. Then you could unscrew the bottom and replace it with new seeds,
16:13but these are going to be disposable. Yeah. Okay. Do you have a patent on this yet?Headed there. Your head is a pending? Yeah. So provisional. Are you open to this being a packagingcompany or does it have to be a seed company? No. So I just met a guy who does a lot with Buckees.You know what I mean? Never heard of her. What if we had that one B2?two teeth, then we have the big one be a beaver tail. It could be pretty sweet. So I want torevolutionize seeds. I want to revolutionize seeds. And I think Go Seeds, the packaging is the key torevolutionizing the seed industry. In your professional industry, like do you have experience making,selling, distributing something like this? What does your professional background look like?
16:53So I have, I've had a company that we had little eyeglass repair kits, sold the $750,000licensing agreement.Then I have a thing called B-com buzzers.Check them out.They're awesome.They help people with stress and anxiety.So we're building that company.We've built the, it was called SOS Optical in the past.
17:13And I worked for the governor's office for 20 years, helping small businesses succeed.So I've seen a, well, it's been a few governors, right?So, yeah, Utah.Enoch.Raise your hand if you know where Enoch is.City of Enok.Okay.All right.
17:26Yeah.We're the sinners that didn't get translated the first time.We're trying to figure it out.It's a great place.Come to Enoch.It's a good one.You buried the lead there.You've already signed a licensing deal for a previous business.
17:38That's a big deal.That's a big deal.That's a big deal.It's not that hard to have a great product.People want to buy it.Can I eat these?Are these?Those are yours, guys.
17:46Okay.Those are those are other, I don't eat seeds, okay?Are there other seeds that this would work for?I don't know much about seeds.Those not only work for seeds.They work for snacks.They work for nuts.Our company is called Go Seeds.
17:59But it also has go nuts.So you can do those with pistachios.You can do it with, I mean, the future is unlimited.How many different seeds do people eat but spit out part of?So you have sunflower seeds.You have pumpkin seeds.I'm really intrigued by seeds right now.Sure.
18:15Obviously.Yeah.You have magic beans?I'm kidding.I'm kidding.So if you go into a gas station, I, everybody go into a gas station and say,what is one of your number one sellers?Hands down at sunflower seeds.
18:28Next is beer.But sunflower seeds have a great throughput.They sell all the time all day, every day, at convenience stores.I literally, well, I drove down here.I literally have a big cup from my, from my kitchen.It's nasty, full of seeds, shells.Yeah.It's seed shells, she sells by the sea short.
18:46It's disgusting.So I would absolutely be a consumer who would buy something like this.Yeah.Tell me, because I missed it.What are you asking for?Like what you didn't say.So I'm asking for a strategic partnership.That's what I want.
18:59I want strategic partnerships.We can work together to revolutionize seats.I'm very interested, FYI.Yeah, I love it.Yeah.I am in so hard on this.This is like, this is like Brigham Young saying this is the place.This is the seas.
19:15This is the seat.I like it.So five hour energy won because they took the energy drink and put it on the counter,not in the core.No competition on the counter, right?Liquid death won because they put bottled water in a can.Dude wipes won because they made,wives for dudes, right? It goes on and on. And so the whole episode was about changing the form
19:33factor and you win. Gruin's took athletic greens powder and put it in a gummy form and soldfor $1.2 billion in 30 months, right, after founding. So I'm all in on a new form factor.I'm like whatever you want, like strategic partnership. I'm in like Flynn, baby. Let's do it.I love it. I go seeds. One question. One question. This is your wife? This is my beautiful wife.10 kids? 10 kids. Stand up.Everybody cheer for my wife.And she must have the patience of a saint if you're married to this guy and has 10 kids.10 children.
20:06That's incredible.That's incredible.We're so blessed.We're so blessed.She says 11 kids because, you know.So you're the king of seeds.That's it.The king of seeds.
20:15In more ways than one.Great job.Listen, I'm bringing Brandon with me because he's a Facebook ads guru and this would crush with Facebook ads.So are you in or what?Yeah.Let's do it.Let's go to the moon, fellas.Nick, what are we doing?
20:27Do you have any healthier experience?This would be perfect for old people.Yeah.They're dentures.Anyways, I'm in.I bring nothing to the table, but I would be 100% in.Take my money.Let's do this thing.
20:39Let's do it. Yeah, yeah, yeah, yeah.That's a three-peat, guys.Let's go.Seeds.Yes.Let's go.Okay, that was awesome.Yes.
20:46If you guys stay after Cam is going to be up, after this whole show,he's going to do an improv bit kind of just like on seed puns.Like everything, everything seed puns.Man, awesome.Congrats.That's good.Up next, we have.have Mr. Tom Hamilton with Next DeKamp.
21:02So it was right around this time last year that I took my son out to a football game.It was a Saskatchewan Rough Riders.For you guys that don't know where Saskatchewan is, it's a place in Canada that's a square,really hard to spell, really easy to draw.I took him out there for the pregame.He took his shoes off.He's at least part golden retriever.Took his shoes off, ran to the bouncy castle.
21:21I went over to the half-price beers.Kept an eye in the shoes, went and grabbed my beers, came back.And by the time I got back, I finished one beer, and his shoes were still there.I went back to the Bouncy Castle and looked, and they're not like they were when we were a kid.They go straight through.There was an out.They're not contained.So I went and I saw it and my stomach dropped.
21:38Thought, where is my son?He's about that tall wearing a green shirt and I had no idea.I looked into a room like this and everyone was wearing green.I didn't know what to do.I felt like a bad dad because I don't know how tall this is.I don't know what color shorts he is wearing.Thank you, moms for paying attention to that stuff.I didn't know what kind of shoes he was wearing because they were sitting outside of the bouncy
21:57chaos and still. So around that same time, I saw some people making a technology or usingNFC technology to make business cards. I thought, well, why can't I just go and buy a 3D printer,make one of these for him? He can put it on himself. If he gets lost, he can go up to a strangerand say, hey, can you call my dad? Around that same time, one of our neighbors, around 1 3rdin the morning, woke us up because she was locked out of her house. She had dementia.And that's when I learned about the problem with dementia and wandering. And it's really tragic.If you're not familiar with it, 60% of the people that have dementia wander. And if they're notfound within 24 hours, it's usually death or CS injury.
22:28And so what this is, it's a product that allows anyone that wants to participate in helpingsomeone that's lost or confused to get back with a simple tap with their full.So this is a thing.And I hope because we're not completely shard take on my bridge the rules here, I can't giveyou an honest answer with that.I'm visiting from Saskatchewan.I just came down yesterday.I woke up in Saskatchewan.
22:50I've gone across two provinces and three states in the last two days.So let's make this easier.You don't have to have a number.Yep.You know, I was going to get today.So the ask.How can we help?The ask is, is it A, this product only works if people know how to use it.
23:04And B, my real goal out of this is to start building my reputation down here so I can get an E2 visa and my family down for the States.Awesome.This has gotten really big traction up in Canada.It's made national news.I'm in the riders now.They invite me into the stadium.We've had live returns.The Alzheimer's Society of Ontario is picking it up.
23:23So, again, not closed yet, but we have a remote.A quarter of a million to $500,000 in orders coming through pretty soon.So do you have any revenue yet?Yes.Right now I'm making about $10,000 a month.Okay.Is this 3D printed and the NFC chip is inside this?That's correct, yes.
23:37Can users print their own?Like, do they have choices or can they customize their own?How does the shape work of this?So I am making different shapes or different people.People can make their own.The tool is actually, if you're marking, the chip is, the product isn't that.That's actually the advertising expense.They're about 30 or 40 cents to make to get those in people's hands.
23:58So if you think of like a credit card as a piece of plastic with a chip,is everything that's going on behind where the chip is.I keep them free.There's no app, no subscription, and there's no tracking.Okay.So I think this is amazing.I love the effort that you put in to come here.I love your story behind it.
24:15I love the fact that you sold your story.I like to say sell your story.You did that.You incorporated your kids.You pulled on the heartstrings.I don't.I don't mind that you said you don't know what you want.Like, we have a whole category for just ideas, right?
24:29So I personally, I just want to give you $5 grand for none of your business,just to help you grow your business, and then $20,000 of like free marketing to help spreadawareness.That's what I want to do.You should take him up on that offer.That's a really good offer.I honestly don't know if I have enough gas money to get back to Canada tomorrow, so like thatreally means a lot.
24:49And thank you.I'm actually also asking him for $5,000 for nothing, mayor, tonight.Come on, three takes.It's more than I normally get.Farrow, but.So how similar is this to like an air tag?Does it work the same?No.
25:03It's actually,so from a marketing thing,I've reversed benchmarked it.Okay.So like I'm going,like opposite.I'm going,what they do,
25:11I'm not going to try and compete with Apple.It's exact opposite.This is what it is.There's no app.There's no battery,no subscription.They're cheap to make.Up in Canada,
25:18we have,like I'm modeling after,after system we have something calledthe Warramp Keychains.They're a little barcode.You're going to put in your keychains and they're free.if someone finds your keys on the ground,they pick it up, put it in the mailbox,
25:28the post office get you the keys back.And so it's mild or left to that.And what I wanted to be,I don't ever want to market to the painof the people that are the caretakers,the dementia, or people that are nonverbal autistic.So I want to normalize the use of everyone having itso that it creates a network.
25:43And if you have one on it,it just says you're going to participate in helping.And I really believe that love is going to win.And this is just like the simplest way.Like we can all get together and say we're going to take care of each otherand then argue about the stupid shit that we do nowadays.I love all that.I have to ask some other questions out of curiosity.
26:00How much does it cost to make this thing and how much do you sell it for?They don't sell.They're all free.They're all free.Well, so that's all backup.There's institutions.They're $5 each.The hard cost is somewhere about 40 cents each to make.
26:15So I only do a larger order.So it's like minimum of like $5,000 an order.And I'm doing like large events, like festivals, football games.I really see this could be in every sporting event or anywhere.can take off. So I'm an idiot. So please figure this. Is the product, I can go and scan thisif somebody's lost? So we have these all clips I make and if a kid, if they're saying atthe football game or if they're at the state fair, you clip it to them. And if they get lost,or separated, rather than them, rather than like security, someone have to find them and bring
26:44to security, any parent that recognizes what you can do can tap it and call the parent instantly.Why not? How much more expensive would it be to add an RFID chip so that I could actually trackwhere that person is.That's not the point.The point is that it.I know,I know it's not the point.But so I work in health care.
26:59And we,I don't know,I don't know people knew that.And we have a lot of patients in dementia units.You know,is they're locked units.And the reason they're locked units is because they wandered.And like you said,
27:09if they get out,it's a problem.So if I bought this for my facility and I said,oh,I want to give this mixture my residents are safe,the first time one of them escapes.Gosh,that sounds so terrible.
27:21The first time one of them gets out without permission.I'm going to think, gosh, I wish I could track them, right?If I lose my son at a sporting event, the first thing I'm going to think is, gosh, I wish I could track him.So for me, I'm as a customer or a consumer, I'm just having a hard time trying to, like, why would I not buy something that could actually then track?It's completely fair.And it's a tool.Every tool has it, it's positive and it's negatives.But why not?
27:45So how much would it cost it at an RFID chip?That wouldn't be the business.Because the thing is you're now asking me to compete with Apple with air tags, and that's not my link.So I wouldn't want it. That's not my, like, they're a different thing. And again, you know dementia. So once you start tracking someone, there's dignity that's lost. And there really is there's a lot of people out here that don't know the signs of wandering. And if you do see them, we've just kind of lost this ability to see someone that needs help. And our instinct is to take the phone and start recording them. And so this really just wants to train a behavior is what we're doing is train a behavior that if you see someone that looks like they might need some help, you can look for this. They could be a type 1 diabetic. They could be a nonverbal autistic. That if we see one of these things or if we find a set of key,or put her on a dog that we're going to help each other.That's really.I agree that that's not the business.I think you should stay open-minded to that could be a part of the business.
28:30Not that it has to replace what you're doing, but we want to eliminate friction.And as humans, like we're already accustomed to Life 360 and air tags.And you don't need to be Apple.You could be an air tag for kids or air tags with people with dementia.And it doesn't have to replace what you're doing.I'm just saying as you're having conversations with the owners of these facilities,just float it.It's like, hey, would you ever, like, what's the harm in just?
28:52saying, would you ever, oh, now that, you might hear, yes, that's what I want.This is cool, but that's what I want.And then you're like, wow, there's a signal there.I should go there.That can be humbled that I'm always open to suggestions, suggest from people.Another idea.I love that you said sporting events, we're almost at a time, but you could, if you had asporting event with 10,000 people, you could give it away for free, give it to the organizer.
29:12They handed out for free.It's going to cost you 300 bucks, right?30 cents per.That's what I'm doing.3,000 bucks.That's what I said.$3,000.bucks and it could be free like for a month, but then there could be a QR code where you could
29:24charge like a dollar a month and people could keep using it with their kid forever if they wantit. It's free no matter what for the event, but you can make recurring revenue as well.Always open to that, but there's something about people right now, the atmosphere of beingover-subscribed and no app. So I'm really kind of, as marketing play, is taking away this frictionof people feeling that they don't want another app, another subscription. So getting them usersso that the big institutions will come and foot the bill. I love it. I really do.do. I love your passion around it. I love that you were inspired by your son and he's involved with it.I hate that you're trying to build a new product and a new marketplace. To me, that it's always
29:59scary when you're trying to change the consumer behavior of the mass consumer. But that being said,I would be willing to offer you $5,001 of value. Just kidding. I would be willing to introduce you to a number offacilities in the healthcare side. So I have many facilities. I know.Many people. They're the past. No, I have a lot of, I have a lot of relationships with skilled nursing, assisted living, long-term care facilities. And so if you just want to get market research from these individuals with the setup pitches, conversations, I'm more than happy to introduce you to those people. Thank you. Appreciate it.Yes. That was awesome. All right. Really good energy. That was great. You guys stepped it up. All right. Up next, we have Nisha and Dushar with Secure Pocket.Okay, I got to start with a little trigger warning, okay, because I am going to talk about urine and feces.Okay, so just prepare yourself.Okay, so I'd like you guys to imagine a cute little baby who has just had a blowout, a diaper blowout, and it's all over them, right?
31:04Well, this happens to adults also, okay?So just use your imaginations all over the bed, all over the person, in their hair, on their wheelchairs, on the floor.And it's because adult diapers fail to their job.And the industry has not innovated diaper design ever.Okay.So we have solved the problem.This is the secure pocket containment brief.It's a double layer system with a hole in it.
31:34And it works.It contains.It holds everything.This is, hold on a second.So do you, do I put it on?I mean, if I have to, wouldn't be the first time I crap my pants.It may not be your size.Wow.
31:49So, so they're just, it's here.Yeah.Yeah.And I got this.This is not like, so it's a small size.Yeah, this is a smaller size.Yeah, that's a small.That's a small size, Nick.
32:00Please hold your comments.Okay.Do you have a pat?We have a pet.Okay.You already have the-boiled pat.Oh, nice.Okay.
32:10Well, he already know his health experience.He's going to brag about that yet again.Who knew we were going to have like four heads?health things today.Um, yeah, did you do you have revenue yet?We do not.We are pre revenue.We just launched soft launched our we funder like two weeks ago.
32:26Nice.What is the what's happening with that currently?Um, we have quite a few appointments set.And we do have our lead investor.His name is Benjamin McGee and he's, um, a businessman, but also it's all in healthcare.And so he has used the product and says there's nothing like it.Um, and everyone who has trial.our product has just raved and begged us for more, but we hand sell them at this point.
32:52So there's only so much we can do.That was my next question.Is it possible to manufacture those at scale without hand selling?Yes.That exact design?Yes.Do you know what like your minimum quantities are going to be and what your cost to producea unit's going to be?
33:06Yeah.So everything has been settled on.So we have found the faculty who is going to produce this thing for us.So that's the biggest thing.So right now in the diaper market, the machines,they cost around $1 million, $2 million, $3 million.So it's not easy for any guy to get in.But we have found a way.
33:22Do you know how big of a problem this actually is?We actually gone and surveyed and said X number of facilities say this is a problem.No, we haven't done that.We have not done that surveying.Yeah.And the CEO that we spoke to, he said in the just like the loose stool department,there isn't like a huge demand.But his diaper is for much more than just the loose stool.
33:45This is for heavy, heavy output.I love the idea.Personally, I would focus on licensing this or selling it upstream to a large manufacturerbecause you're getting into two businesses.One is the diaper design business and one is a manufacturing business.Those companies already have it figured out.And so you're going to be competing against them on two vectors, which is just really difficult.I do love this idea.
34:07I would love to help you in any way that I can.I can't remember what your was a 300,000 for a machine.I'm not super interested in that because I think that that is just a whole different vertical that I'm not super interested in.But I'd love to help you figure out a way to get this in front of a large distributor and manufacturer.And did you say, you didn't say 300,000 for what?Like 300,000 and told us that's not.But you're asking for 300,000 exchange for?Yes.
34:32So we're asking for 300,000.Do you want to know, like what we're using that for?No, like equity.Have you already like?Well, we're like zero revenue.new right. We haven't started yet. So we're using a safe note. Okay. Okay.Yeah, four million. Okay. Yeah, you know, I don't have much to bring to the table here. I think it's a goodidea. And I think obviously we always hear about the stories of like the elderly population is
34:58increasing and they need more help and there's lots of business opportunities there. So I think it'san awesome idea. And I think you should take him up on his offer. And I wish you the best. I,I love your mission behind this. I think that's the biggest strength there. Like it, it's something youhave experience with and I that's very commendable.I'm kind of surprised that Nick wasn't more excited about it.And I'm.Me too.Holy defaulting to him.
35:20No, I like I really trust his opinion here.So that has me looking at it a little differently.But I do want to email my investor list on behalf of you to see if they'd be interested in it andgive it a good, hearty go.But I personally wouldn't be interested.But I wish you to very best.Thank you.That'll be wonderful.
35:36Nice job, guys.That was not easy being in front of a huge crowd and talking about.Output. Well done. Well done. Output. Yeah.All right. We have a duo going up with Cameron and Jason for Pickapath letters. Give him a round of a plus.All right. So if your kids are anything like ours, they love getting mail addressed directly to them.I'm Cameron. This is Jason. That's the simple idea behind Pickupath letters.What if we turned that thrill of a kid running to the mailbox, grabbing a letter, ripping it open because to address to them,And we turned that into an experience, one that fostered, you know, learning, reading, and just kind of the joy of anticipation.
36:20Yeah, so that's what we did.So twice a month, your child will receive a letter in the mail, and it's just one chapter of the story.And then it will be professionally written and beautifully illustrated, so no AI.And it's just, you know, we plan on having various stories, genres of stories.And then what the twist is is at the end of each letter, your child will then make a choice.So it will help the heroes guide the story.And that choice actually determines what comes next.There are different variations to the next chapter.
36:52And so along with that, that's what separates us from like any other of the child subscription letter services is that element of choice.And so this unique experience sparks their decision making, critical thinking, their imagination, and such.So we wanted to show kind of we have the product, right?We've built it.We have one story available.It's called Skyers Quest, another one on the way.This is one of the letters.Inside is a chapter written at the end.
37:22At the end of choice, or Henry and I were going to go into the hills or into the forest, right?After they've made that choice, coloring pages to kind of color scenes from the story.We've recently introduced a gift bundle.That includes a book.They can put it in.and build their own book as they received their letters.Stop talking. Take my money. I'm dead serious. I'm in. I think this is an incredible idea.Chris and I both interviewed someone, the flower letters.
37:48We're very familiar with it. Yeah, this is freaking incredible and they did it the right way.It sounds like you guys are really focused on the story. Having a four-year-old who runs the mailboxmultiple times a day because they've been trained now that Amazon delivers multiple times a day.I just, like the minute you said, your kid running in the mailbox, I thought of him.So I don't know what you guys are asking for, but whatever it is, I meant.Yeah.So we are just starting.No, no, no, no.
38:12You're asking for something.Yeah.No, we're just starting.We send our first letters in January.We've got a handful of subscribers, most from our content generators that we're startingto kind of have them build that content for us.We do have a few paid subscribers that we've gone through meta ads, kind of doing a trial there.You're picking off in the January that's coming up?
38:32No, no.You kicked it off last January.Okay.Yeah.So how many,How many subscribers do you currently have?23.Okay.
38:39This reminded me of goosebumps.I don't know if you guys read the.There were some choose your own ending goosebumps,buts that were pretty fire.Yeah.So love the idea.What are people paying for each month for the subscription?And what about for the bundle?
38:53Yeah.The hundred bucks would be for the six month story.We have a second story in the works by the same author because she did an incredible job.And I think that one we're looking at 140,150 for a 12-month story.And so that's where we're at right now.How does the kid get their choice back to you?Yeah.
39:13So ideally, the whole pen pal idea would have been awesome, right?But there's kind of the time limitation.So parents will either send a text.So we send text reminders because we have to get the choice back before the next letteris generated and sent.So we're sending reminders to the parents' phone number throughout kind of the timethat they're reading it.and they can just simply respond hills or forest,
39:37and then it'll take that.Or at the end of the letter,there's a QR code that they can scan.It'll bring up a web pagethat they can then submit their choice to.Are you manually sending these texts currently?No, it's all automated.So we're using Go High Level right now
39:51for our CRM automation.Okay.So you don't have like a set, fixed monthly pricethat you are sold on right now.Do you know your cost though?What a month's worth of, you know,two letters and post?Like, what does that cost?
40:04Yeah.So for the bundle, our margins are about, what was it, 80%?75% to 80%.Yeah, actually, yeah, I don't want to know this.I want to know just if somebody does monthly.Just on monthly air.It's like.It's like, so we had it at 1499.
40:21That's kind of what competitors are around.Yeah, yeah.And margins are like 85%.So it's mostly shipping.I think this is one of your biggest assets.Like snail oil businesses are exploding.and I think they're going to keep exploding.I think with AI, things are just going to go offline more and more.
40:38My wife actually has a snail mill business, snail mall supper club.com.And what they like is getting stamps every month that they can put in their passport.So the passport has 12 stamps with spaces.They're all kind of differently shaped.Then every month they get to put that in there.And it helps with churn.It helps it feel more engaging.And I think that could be a big asset of this because the kid is going to want to finish it.
40:58And I love that you have a coloring page in here because that makes it more interactive.I just think you shouldn't like, this shouldn't be an afterthought.I like the idea of selling a yearly subscription too.Yeah, totally.We've priced it so that the gift bundle is like no brainer, right?Like for the gift bundle, it's $100.Right?If you just want the story, it's 75.
41:19Right.So who wouldn't, you know, like, that's, we're aggressively pricing that way because we wantthem to have that, right?Yeah.Have that asset.Have it be something.So lucky you.I had to talk with a guy in Rexburg, Idaho, like three months ago.
41:32We just had one chap, but he owns the domain name pen pals.com.It's like a mid-six figure domain name that he's never touched.He bought it because he had an idea.And the reason he talked to me is because he wanted ideas on how we could monetize it.And we talked about some stuff, but I never followed up.I don't think he's ever done anything with it.I would love to put you in touch with him because he's like begging for guys like youthat already have an idea that he could, they could just plug into his domain name.
41:55So I don't know if you're interested in that, but like having the credibility of penpals.combehind what you already have could.be huge. I would just ask really quickly, what's your churn and why do you only have 23subscribers? You launched in January. That's a long time. Yeah. Yeah. Our churn is, I think we,we've lost two customers along the way, right? One kid got adopted. One, it didn't,like it just didn't feel good. They just didn't like it. So that's what. To clarify that,the family had purchased, or sorry, the, I think the foster. The family had purchased the child.It's getting weird, dude. To clarify, the family had purchased.
42:32family was in the process of purchasing the child.I think the foster home that had purchased the experience for the child and the child got adopted.And so they're like, we don't need the letters coming here anymore.And I think we asked.They couldn't let the kid keep the like story going.Yeah, they said they wanted them to start anew with their family.They'd moved on and it was important for them to help with the transition.That's the weirdest thing.
42:52I don't know.Yeah, I've never lost a client to adoption before.That's a crazy story.Yeah.But. So, yeah, to be friends.think like we saw this last minute and we like we don't have an ask because we don't haverevenue really you know we're just here because we kind of got stunted on how do we findcustomers for this right we neither of us know anything about social media about ads and so we've
43:19tried finding partners for that the one person we've had we had run the little meta campaign thatwe did I think we spent a thousand or fifteen hundred bucks and that's how we got 10 customersand we're like, okay, that's not working.Let's turn it off.Maybe we got to figure out our offering.Maybe we got to figure out like our funnel, you know.And so I would say we're all in as customers.Okay.
43:41He's already said he's for sure in.I'm for sure in.Like this, this is for sure a moneymaker.His wife's doing a letter thing.My wife is also actually starting one, not competitors of yours.I think there's a lot of money in this space if you do it right.But yeah, I'm in on like the investing industry.strategic partnership side for sure and as a customer.
44:03I think this is awesome.I'm going to say this and hand up to you.My mind goes to essentially go into flower letters and either pitching a partnership orpitching some type of equity investment because their biggest problem is actual authors andM.Grovin's.Yeah.And we've reached out to him a couple of times.
44:17We're like trying to get them because we've seen.You could connect us.I'll connect to you.Yeah.So I'm with Nick.I'm all in for a strategic partnership.But meta ads like that's a non-negotiable.I would not find an expert.
44:28You got to dig in.Like dig in at the week.You got to learn the ads yourself because that is how this entire business grows.You have two distribution channels in the snail mothers says paid ads, organic video.That's it.So like ideally you pull both levers, but for sure go paid because paid is less of a skill,I would argue, than organic because you can just poke more money in.And I would not be disheartened by spending, you know, 1,000 to get 10 customers because
44:52that's just like your next 1,500 will get 30 customers and your next will get 60 cut.Like you just got to give it more time.Yeah, that's what I do.So I would love to help you with this.This has a lot of potential.Awesome.You just have to crack that one code and then your gold.Yeah.
45:07Thanks, guys.Awesome.Thank you.Nice.Great job, guys.That was awesome.I'm kind of still stuck on the fact that there's a really happy kid out there with a family that still doesn't know how the hero got out of the dark forest.Yeah, we need to find that kid.
45:20Can somebody find that kid?Awesome.Coming up next, we have Mr.Jake Nelson with the doghouse app.So,tonight I want to speak to all the gentlemen in the house, especially those who are in committedrelationships. If you've ever forgotten something important, whether it was, you know, what yourwife said 10 minutes ago, or to get milk on the way home from work, or whatever, or forgot to plan
45:46something, or didn't plan something, or didn't set reservations or anything, you suffer what'scalled men suckitis. It's the most prolific disease among married men. It's not contagious. It's notcontagious, but it is very curable. I have in my hand the inspiration behind the cure to menpsychitis. This is my wife's journal. It is like a glimpse into the mind of a woman. It is crazy.On February 14th, 2008, only five months before or after I got married, my wife, five months,my wife wrote this. It's not emotional, but I'm, anyway, I'm standing here. I'm standing here.in just my apron and heels.I expected Jake home an hour and a half ago,
46:32but of course, he's magically decidedto not come home right after school.Dinner has been on the table and is cold.She goes on to say, you know, the ambianceand the low light and the music and her plans for the evening,but it's a family show, so I won't go too much into that.But that was five months after I got married.We were newlyweds and we were in love with each other.
46:52We still are.But that journal entry inspired something in me.Well, several months ago this year, my wife reached out to me. Two minutes. My wife said men need women coaches to guide and direct them through their relationships to improve their relationships. So I started the Dog House app, which is an AI-driven relationship assistant that's like a chief of staff for the important relationships in your life. It's out there right now. It's only a web-based app, but it's brand new. And that's it, the doghouse app.That's what she was helping for.That's what you were having for.And that's what's motivated view of the many songs she had on her playlist.It repeated 17 times while I was.Okay, so let me just get this straight.
47:40This is the doghouse app.It helps you.Basically, you're getting a second wife to tell you what to do.Even more.We are in Utah.No, sister wives.Yeah.It's a good start to the next phase of the truth.
47:51Yeah, yeah.No.It's higher law, brethren.So her idea was to, she was,have women coach men guide them through the relationship.And he said, no, no, no, I know better than you.It's going to be AI.It's going to be AI.
48:04Yes, got it.It is, it, it will, it is a payment-based app.So you subscribe because it's utilizing AI, which is cost money.But it's working with this AI coach to, when you onboard, it knows your significantothers quirks, her color code, her birth order, her horoscope, what things she likes, what shehates her favorite flowers, restaurants, all that stuff.And it will nudge you.Hey, make sure you set a reservation for next week's appointment, whatever.
48:35Send her a spicy text, all that stuff.I had a flashback to my favorite episode of the office, the deposition, where Jan was reading Michael's performance report.I am out of carrots.I'm out of sticks.I actually don't have a lot of value to add here because I'm not a bad husband.But I'll try to have a...Just kidding.Just kidding.
48:55My wife's right there.Plug yours.I'm just kidding.So first of all, do you have any free users?Like, have you had anyone use this?I have no users.It's only on the web.It's not on the store yet.
49:07Version one is like my, almost like my beta testing opportunity to basically,I really want to gauge interests and, you know, prove the market the match.And a mobile app is the goal here, right?Yes, your web app now.Okay.So it's an AI wrapper where you can upload custom info.it's the chat bot for husbands to become better, right?Not as much of a chatbot as really just an...
49:32Coach.Yeah.Yeah.Okay.Is it safe to say like it's like a better help for husbands?Like, uh, yes, kind of.Could you chat with it?Yeah, I mean, you could add that function, right?
49:42Yes, of course.And it's the email chat function.It just has a, it does have an AI screen that you go to and it will help you generate,um, women close your ears.It'll help you generate thoughtful, creative, um,text messages to send to your significant other based on her mood and all the other things that it knows.Real question.Does it know?
50:06Can you have it know where your wife is at in her cycle?Serious question.That is part of it.You can add her.Okay.That's alludeal phase, etc.I'm learning about this also currently.So, so how much are you going to charge?
50:24Right now it's set for $20 a month?Okay.But I'm not set on price, but based on...I'm assuming the cost is going to largely be based off of how much the person individually is using it because it's just going to be token costs.Yeah.So what I really need is to determine how much a basic general user uses in...Because it costs me for my...I use base 44 to build the app.
50:49Yeah.It costs me credits in my base 44 account.And so I need to know how much credits that single use.users using. Yeah, you would need to get it off of base 44. That's one tip. Tip number two isyou would have to integrate some other LLMs aside from like Claude and Chad GPT to havecheaper token costs because I think that monthly price is going to be too high. I think it should be like$999 or $4.99 a month. But you can drastically cut those token costs. But I actually do thinkis a good idea. Absolutely love the idea. I think that's a real problem. There's three big
51:24barriers that you don't have to have the answer for right now, but I think that you're going to face.The first one is what's the model? So is this your wife is, you know, the back end for it, or are youusing just any LLM? We're going to use Claude, Opus, whatever, 4.8, and they're going to give thesetailored answers? You don't have to answer that right now, but that is one thing that I think isreally important. It's like, why would I choose this, right? Like, why would I choose the advicethat's going to give me? That's just AI. The second piece is going to be onboarding. Like,to me, I just, this is an onboarding nightmare. How are you going to get the information needed in orderto then push notifications and give tailored solutions, right?
51:58We're going to get Oath for Gmail and Outlook,and we're going to get their texts.And having onboarded OpenClaw or Claude co-work or any of those things,it's difficult to get all the information that you needin order to actually launch it.And then the third thing that I'd be worried about isthis is really a distribution play.It's not a huge moat.
52:18So anybody could spin this up.And so what's your plan to acquire customers?You've got to figure out a way to get in front of customers.unless you had a lot of cash bind and you're going to go, I don't know, onto Facebook or you're going to partner with somebody like Chris where he talks about it and all of a sudden you've got eyeballs on it. But the distribution for me is key. For all of those reasons, I think you're really early. I love the idea. I'm not super interested in funding where you are right now, but I think you're on the right path to start proving some of this out. Thank you.Yeah, and I would love to help provide as much guidance as I can because I think there's some legs to this if you pull off a few things.There's a bunch of questions I want to ask. But the interest,of time, we'll ask one, how, I know this is kind of, this is just an idea, you've kind of builtit, it's kind of an idea, how serious are you about actually going all in on this? So,
53:04I'm very emotionally attached to the concept of, essentially, I've recognized that men havethis intention gap that, where it's, it's not a lack of love and appreciation for theirwives, it's just sometimes an inability to execute with intention. And so this, this hits super homefor me, because I've experienced so many issues in my marriage where just I fall short constantly.And I am very passionate about making, helping make men better in their marriage. So on a scale fromone to ten, I guess, nine out of passion level. I would, I would suggest that you find, there's athat uses Facebook ads to teach men how to dance.Have you seen those ads?
53:55They like absolutely crush it with Facebook ads.I feel like that's the same type of marketing strategy that you need to use.Whatever they're doing, like go to meta ads library, see what they're doing, who they'retargeting, what they're spending, what do their ads look like, copy that playbook.If you're able to get this into a mobile app approved in the Apple App Store and you have like,call it 50 paying customers with your turn under 15%, which I don't think it would be that hardto do.I think it's an inevitability that you get to that point.
54:22If you get to that point, I'm very interested in investing real money.But I would like to see it at that point.Yeah.Yeah.Any else?That's fair.Thank you.Okay.
54:31Thanks.Thanks, guys.Jake, that was awesome, man.Thank you so much.I know you're a good husband because your wife let you borrow her journal.All right.Next up, we have Chris Prinster with the cast iron spa.There we go.
54:47It came to me.Cast Iron Spa.Yes.A little spa day for my cast iron here and for myself, of course.So about a month ago, my wife was standing at the stove and she looked at our cast iron and said,wow, it really needs a spa day.And I said, that's a business, I think.And so I popped on my favorite AI platform and looked into it and I'm like, this seems doable.
55:15It seems somewhat doable.So, yeah, I had a feeling that this business could be something that we all know cast iron is hard to clean.We will clean it with soap and water every now and then.But if, you know, a family member uses our cast iron to cook tomatoes, for example, and our season it might get messed up, things might get weird, and it's low on time.And so the idea is that people basically take their cast iron, whether it's grandmas that they found in the garage, mail it in, and then I will clean.the cast iron in a professional way and send it back to them.Do the first season, send it back.And it'll just be a mail-in business.
55:56Long story short.And my plan is to use the cleaning process that's pretty visual,like the before and after effect for social media marketing.And yeah, that's my idea.It's just an idea right now.I'm one of the idea presenters.That's it.Okay.
56:11So just to be sure we understand the business,this is like a mail-in cast iron cleaning service.Or seasoning service or both.Yeah, so I don't know too much about the industry.I'm just, I figure that there could be some seasoning aspect to it,but from what I'm seeing is it might be kind of expensive to mail it.I'm not a percent sure on shipping and stuff like that.So you probably want the full treatment to have it work.
56:38And I've looked up some companies that kind of do this.They, they are companies that sell cast iron cookware.and they, what they do is they have a side service of restoring cookware.So I've seen charging some around like $60, like the minimum points for that when it doesn'tand customer pays for shipping and margins are pretty good.It does not too expensive to clean.It just takes a little bit of time.Okay.
57:05So I'll start with the pessimists and end with the optimist.What I don't like about the business is I have an e-commerce background.shipping those is going to cost like 15 bucks each way.Plus, also just the fact of them taking all the time and effort to ship it for like something fairly quick is kind of imbalanced, right?Whereas if it took them five hours, they'd be willing to spend 30 minutes to ship it.But if it only takes 30 minutes to clean it, spending, you know, $30 just to ship it plus your fee, it doesn't really make sense.That's my pessimistic take.My optimistic take is I think this could absolutely crush if you'd be willing to switch the model a little bit.
57:39And that's use short form video to show the timeline.of you cleaning stuff, the before and after, there's a guy that does this with blackstonesthat just crushes. All he does is cleans blackstone grills, and he's monetized that in somany different ways. There's another girl called like a clean girl where she goes to gravestonesand she takes like this spray and she cleans gravestones with a time lapse before and after.They'll get 100 million views, 10 million views just because it's the perfect type of contentfor vertical short video. So I think if you somehow find a way to buy like all the crappiestcast irons you can find on eBay or whatever and just make this a content business and leverage it
58:17into selling a product like a cleaning solution for cast iron, I think that would absolutely crushbecause that's how the clean girl did it. She's actually, I know the guy who started that account.She's kind of an industry plant and he hired her to be the face of the brand and they just sella cleaning product and they use short from video to sell it and they're absolutely cleaning up,pun intended. And I think you could do the same clean girl business model with for guys for that. Ithink that would absolutely crush, but I just don't like the model as it sits today. But you're inthe idea phase, so I think you're still kind of figuring out. Look good. I'm sorry for what I'm aboutdue to you. Oh, no. You have an idea. You don't have a business, which is totally fine.
58:56No, yeah. That's totally fine. Chris and I have burned a lot of money on ideas that were not yetbusinesses. I would be more than willing to put money into ideas. I love ideas. Yeah. But you didn't reallycome up here prepared. It was like, I think sending Cassard might be expensive in the mail. Yeah. I'm not reallysure what the economics are. No, I think there is a market for it, right? Like, everything that you saidwas qualified. And so what I would recommend to you is the next time you have a pitch in frontof 200 plus people and however many eyeballs are going to come on this, just have a business plan,right? Just be able to speak more to the specifics because as an investor, I would not invest in thisright now because I'm really investing in you. And you didn't give me anything to say like,
59:32gotcha. I want to invest in, what was your name? Sorry, sorry, I'm Chris. Chris. Okay, also Chris.I want to invest in Chris, right?Because that's where you are right now.The idea is almost irrelevant.Right.Do I believe in Chris or do I not believe in Chris?And that's where I am right now.That's why for me, it wouldn't fit.
59:48So in Chris's offense, I've done a poor job of communicating.There is like a section just for ideas.And Chris have basically no time to prepare for this.So I agree with you.But also, I didn't really tell Nick like the full concept of all his stuff.So that's on me.So this was all last minute thrown together.You have an idea.
01:00:06I found a Friday.Yeah.We're just doing this with the content guys.I think what Chris said, that's what I was going to say.I think you should do that regardless.I think you should basically start making time lapse videos of you cleaning those things.Yeah.Or even ASMR type videos of you cleaning those.
01:00:25Yeah, that's what I was thinking.And because he saw those ones.I haven't seen the ones that he mentioned.But on my feed, I see versions of this.But it's a company that does cars, just super dirty cars and they clean them.It looks amazing.I've seen another one that does rugs.It's captivating.
01:00:41And then the, yeah, the mower guy.That guy goes viral.Yeah, SB, yeah, he goes viral every video because he just finds the dirtiest front yards.And then just says, can I basically clean up your yard for free and I'll film it?So that's what he does.Anyway, you should do that for that and maybe branch out and clean other things.There's a few things at my house, actually.You could come over.
01:01:05Yeah, that need cleaning.but because you can either then pitch your idea to the people in the comments or maybe you go the cleaning product route.Yeah.But regardless, you need to get good at making videos for either one.So I think you should just start that.Yeah, it makes sense.Completely agree.If you post two videos that each get over a million views, which is not as hard as you think, in this niche, it would not be that hard.
01:01:31I will invest real money into like you doing something with that content.I don't really care what.But if you're like committed to like actually making content in this niche,I don't care if it's a product or your sponsorship ads,whatever, I will invest real money in you.All right.Thank you.Cool.
01:01:46Appreciate you all.Chris, seriously though, like definitely do that.And when you do email us, we, we want to see that content.That would be awesome.There were a couple time lapse named in here,but they forgot one really big time lapse goat.And he's in this room right now.We have Tyler Mufford with his stump grinding time lapse.
01:02:07That is the ultimate time lapse.Yes.And we are just talking about it.Those crush.So whatever you have, time lapse it.Definitely.Okay.Brandon says hype it up.
01:02:17So obviously that wasn't hyped up enough.So guys, let's go.We have one more here.James Lincoln with Goodly Grove.Here we go.All right.I could have used some water for the last two hours.I didn't want to walk by the cameras.
01:02:31But I will say before I start,I was a nursing assistant in college, and that diaper would have been amazing to have on patients.That is a job that I don't think about often.I put it in the back of my mind.Okay, so I'm James.I own Goodly, and we are a marketing agency for home service businesses.Probably the most boring business, we'll hear it tonight.I started it as an MBA student three years ago, a little bit of a little bit.
01:03:03over three years ago. I was here at BYU. And over the last three years, we've grown to just about1.5 million in annual recurring revenue on a $450 average revenue per customer per month. So a prettylow ticket, but it took a while to grow. But the nice thing is nobody really makes that muchof our revenue. So churn doesn't affect us that much. We did that with me being an MBA studentand having a full-time job for nearly half of the three years.It's been about 12 months that I've been full-time in the business.And yeah, I don't know.It's not anything crazy.
01:03:41It was meant to be like the path to a bigger thing,but it just kind of has grown to become the thing that I'm doing,despite my best efforts to have that not be the case.So the ask right now is $450,000 for 15% of the business,a $3 million evaluation.and that will be used just to blow up the sales team.I've got one salesperson.He's been working with me for three years.
01:04:03He's been the sole salesperson of company for the last two years.It's been a little over two years since I've sold.We've got a few STRs that are overseas.And that's really like the only obstacle for us right now is sales.We just need more sales, more people to throw at sales.We've tried remote sales.That's not great.I think we need an in-person sales office.
01:04:24And I'm looking for the money to do that.and a strategic partnership with someone who knows how to do it.Thank you, James.What did your growth do when you finished your MBA?Like, once you went full time on this, what happened to growth?I had a graph.I wish I knew the numbers better, but it was pretty steady through the MBA.In the last 12 months, we've gone from, I think we were at 70,000 of MRR.
01:04:49So it took us about two years to get 70,000.And since I've been full time, we've gotten up to 122.So, okay, detail.What does your average customer look like?what type of business, what size business?Yeah, they're small, right?They're primarily, we're all cold calling.That's how we get our customers.
01:05:03And so we tend to deal with smaller businesses at Don't have gatekeepers.They're generally doing between 300,000 and 1.5 million.Some of like the HVAC businesses will do a little bit more because they can do more with the owner operator.But yeah, their owner operator businesses.Initially, we kind of sold to everybody.So we do have some customers still, you know, we have accounts still that are not home services.But for the last two years, it's been exclusively home.services. What's like the 80-20? Are you like a bunch of tree trimmers, bunch of, or is it all over
01:05:31the map? It's all over the map. Okay. It's funny. I wish there's an 80-20 because they say there'salways an 80-20 and I have yet to find that to be the case. So 450 average revenue per month.What were your margins again? Our net margin is 45%. Wow. Okay. Are you building this on a platform,like high level or something else? What's the 80-20 of what you're offering for them? Like voice agents,paid ads, website, SEO. And we recently offered paid ads. I think about 10,000or MRR and spade ads.Okay.Building a website and helping them get inbound leads?
01:06:02Yeah, I would say like truly it's like websites and Google Business Profile Management, right?Like the SEO, you know, isn't all as robust as it probably could be because of the price point.What is your turn?A 3% a month.Net revenue retention is 78% at 12 months.Okay.Hit me, dude.I was a little nervous to get in front of you for this.
01:06:21So if I hit me.I already know you.Yeah.Yeah.And I, and we just tweeted back and forth.fourth year of the day.We did.Love to see the progress.
01:06:31Yeah, sorry.That sounds weird.So SEO and websites, how much you use AI?We are nearly AI native at this point.I do still have some team members that are driving the AI,but we're building true AI agents at this point.The do what?On page optimization, onboarding, Google Business Profile optimization,
01:06:53Posts, new pages, you know,Are you doing citations?Not well.Okay.I'm doing any other stuff.I'm trying to hire, but I've had no luck so far.Okay.Um, okay.
01:07:07I'll just say what Brandon is not saying.Brandon owns a direct competitor.I know.Am I right here?Okay.That's what's going on here.For proof that we were, in fact, blinded these pictures.Yeah.
01:07:18Um, I'm an investor in Brandon's company.Um, but I love what you're doing.Like, I always love what I'm doing.I, no, not more.I'm just.We're not as good at it. It's proof that I love the industry because I have already invested in the industry. So that gives me pause. My business partners right here. That would be a very awkward public conflict of interest. The valuation also gives me pause. I don't even know what to say, but I love what you're doing. And that's really good growth. What's your favorite coding language? Let's put everyone to sleep. Oh, man. Just kidding. Okay, here. Here are my concerns. Number one, you'reYou said $450,000 to grow.Typically, Brandon, you correct me, if you have a business as doing well in this space,
01:08:03the cash flows from a business your size can be enough to generate sustainable growth.Totally.So my concern is, do you have a low margin business?No, 45%.No, so then why aren't you going faster?5%.Yeah.So you do $1.5 million a year, you're netting, let's say, $650 to $700.
01:08:21Yeah.No, above that, $700 to $750.How much are you spending on ads a month?Zero.Well, like, why would you take an investment to, like, oh, you don't want to let your money on fire.You want to like an investment?Yeah, you know the truth?That's probably it, right?
01:08:34Okay.I, uh, three years ago, it was absolutely broke, you know?And so I've got three kids.It's a fourth on the way.And, uh, we've seen stock filing cash.It's hard to be.To be outside of our family.You're right.
01:08:44Yeah.No, but like, you know, I could absolutely do that.You know what I mean?I probably should do that.I think at this point, I've been doing this for three years.And I'm like, I think that there's probably somebody that knows.how to do this better than me, that kid show me how to do it. I don't need to figure it out.I'll let go, Chris. I would be much more inclined to invest if I had seen, like, you've tried
01:09:07and you've burned some money and you're like, all right, I figured out the formula. I just needgas to pour on the fire. I'm not trying to build the fire with your money. Like, I got the fire going.And so I would just encourage you dig into, I don't even know, but the funnels that you have.But so that when you take the money, it's not being learned how to do it. You're just pouring thatmoney on the fire so that there's growth. I would be, I think you already have a good thing going.I think there is a lot of low-hanging fruit that you could do. I do happen to know your industry andbusiness very well. I would be interested in investing if there's a way where I could make surethat you wouldn't become a bigger competitor of my own. It's an aqua hire. Yeah. Yeah, or a merger.
01:09:49I'd like to purchase you right now for $10 million. So done. Yeah, let's do it.But no, I think there's something there and I would love to talk more.I'll follow Brandon's lead on this.I think you're going to get a bunch of customers when this airs and you deserve every bit of it.We all have four kids.You're about to have four.I'm proud of you.You're doing Southern Austin and you're profiting.
01:10:11And I know that feeling of like scarcity, trying to let go of that and trying to like takethat step of faith into the darkness.And you're just about there.So I do encourage you to burn some of that money on ads because there are people in this industry,finding customers with paid ads, which is a lot more.efficient than cold collard but yeah no you don't need to but thank you for coming and pitchinggood day thank you guys all right all right that was everybody that was awesome huge round of applausefor everybody that came up and pitch yes so now we have the people's choice award that everybody
01:10:45gets to vote on we'll tally that up i just want to thank you guys for coming um it's like i have thebest job in the world i talk about business and i get paid for it so i genuinely don't believe likeI need any thanks from anyone because I have such an amazing job in life.So I just thank you.Thank you guys for being here, honestly.And if you want to get something out of this, do something.Like, leave here and go start something.Go do something that is the biggest gift you would ever give to me.
01:11:10Not that I deserve anything or need anything from you, but go like put down the podcast,go start something, earn some revenue, and your life will be immeasurably better.You ready?All right.This was good.This was really good.Okay.So I'm going to give you the top three.
01:11:24starting with third.In third place, we have 38 votes for Utah Veterans Massage.Awesome.Awesome.Okay, so first and second, we're tight.Tight.Second place with 100 votes, pick a path ladders.And first place with 102 votes.
01:11:44Go seeds.That was awesome.So rad.Guys, we are done for the night.Thank you, guys.This is awesome.
There aren't comments yet for this episode. Click any sentence in the transcript to leave one.