HVAC Success Secrets: Revealed

EP: 232 Nathan Keller w/ Free2Grow - AI Answering Services Evolution Mastering Growth

• Nathan Keller

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🚀 Exciting Insights from HVAC Revealed Podcast with Nathan Keller 🚀

We had an enlightening conversation with Nathan Keller on our latest episode of HVAC Revealed, and I wanted to share some key takeaways with our LinkedIn network. Nathan Keller, co-founder of Free to Grow, took us through the transformative journey of his company from a human-based call center to an AI-powered customer service enterprise. Here are the highlights:

🔑 Key Takeaways:

  • AI Integration for Enhanced Efficiency: Transitioning from human agents to AI-powered customer service reduced costs, improved efficiency, and enabled 24/7 customer support. This evolution has allowed them to service more customers while ensuring high-quality interactions.
  • Proactive Quality Assurance: By establishing a QA team to monitor calls and address customer frustrations proactively, Nathan’s company significantly improved their booking rates. This approach emphasizes fixing potential issues before they escalate.
  • Trusting Intuition in Decision Making: Nathan stressed the importance of making decisions based on intuition rather than overanalyzing, which has been pivotal in the company's agile and growth-focused strategy.

Nathan’s journey illustrates both the challenges and opportunities that come with embracing AI in customer service. For more in-depth insights and to hear the full conversation, tune in to the latest episode of HVAC Revealed!

#HVACRevealed #AI #CustomerService #BusinessTransformation #Leadership #ProactiveManagement



Find Nathan:
On The Web: https://www.free-2-grow.com/




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Nathan Keller:

Going with our gut probably earlier, and making some decisions a little bit earlier. As opposed to sitting back and, overanalyzing.

Evan Hoffman:

Hey, welcome back to another HVAC Success Secrets Revealed with Thaddeus and Evan. Super excited for today's conversation. We get to have on an old friend of ours. Someone who's been a guest on the show before as well as Nathan Keller. He is the co founder of Free2Grow, which is a home service based company that is focused on home service, certain servicing company, I should say, focusing on helping the trades with their front end call management and last time I'm on the show, they've gone through some pretty big pivots in their organization and really excited to bring that part of the conversation in. How do you pivot? How do you completely transition and transform your business and how it is that you serve customers? It's no easy feat. I think they've done a pretty fantastic job with it. I know him and I have stayed in touch quite a bit over the last two years just going back and forth on some of the transitions and changes that they've gone through, but it's pretty remarkable to see what they've done and how impactful those changes have been. And so getting into assessing risk and how do you go about doing that? I think it's going to be a pretty fantastic conversation for today.

Thaddeus Tondu:

My words, exactly. I was hoping you're going to leave with something else. So you give me something to say, but Hey, you took all the words right out of my mouth. Of course, today's episode would not be possible without our sponsors in no particular order. Elite Call, Chiirp, Service World Expo, and On Purpose Media. Have you ever thought about outbounding your database to fill your dispatch boards with lucrative service and sales appointments? This fall is going to be huge for that, by the way. So enter in Elite Call, a U. S. based call center that does just that. For over 20 years, their dedicated teams don't just make calls, they integrate directly with the service. The most popular of CRMs to be able to do what they need to do on a regular basis. And so don't let your competition get ahead. Let Elite Call connect to your customers. First, visit elitecall.net to learn more.

Evan Hoffman:

Love Elite Call. And we have Chiirp, who also helps with outbounding your database, but they do it in a different way. Transform your home service business with Chiirp, the ultimate automation toolbox. Capture more leads, connect instantly and skyrocket your sales. Summertime lead flow is high. You need to have our systems in place to be able to convert those leads into booked opportunities. And that's exactly what Chiirp does. They integrate seamlessly into platforms like Service Titan and Housecall Pro, offering automated text messages, emails, and even ringless voicemails. You can also boost your Google reviews with them as well, and your customer loyalty with proven rehash programs. Schedule your demo today and get an exclusive 25 percent off your first three months visit chiirp.com/hssr All right.

Thaddeus Tondu:

Join us actually for the most magical contract experience at the Service World Expo in Orlando, Florida from October 15th to 17th this year. So keynotes, breakout sessions for our workshops, social mixers, an exhibit hall of industry leading products and podcasts like ours network with other residential contractors, hear from amazing keynotes, all designed to help contractors like you elevate your business. for business. Register now. Use our promo code secrets100 for 100 off. Visit serviceworldexpo.com to register today and we'll see you there.

Evan Hoffman:

And last but certainly not least, we have On Purpose Media, your go to home service marketing expert for all things web design, SEO, and PPC. We build stunning user friendly websites that convert visitors into phone calls, which is the most important thing when it comes to your website. You also get that enhanced visibility on Google where people are searching for your services. When the problem arises with effective pay per click ads and top of mind awareness, SEO and of course we'll turn your online presence into a lead generating powerhouse. Visit onpurposemedia.ca to start your digital transformation today. Nathan, what's going on, man? So we want to give us a quick update here on free to grow. We definitely want to dive into some of the difficulties and struggles that you guys were going through and where the pivot kind of came from, but give us a quick 30 second update here on, on what free to grow is. And then we'll dive into some of those pivots that you made.

Nathan Keller:

Absolutely. Yeah. So free to grow or as we call it internally free to grow 2. 0 here is we are providing AI voice services for HVAC, electrical, plumbing, and garage door businesses. We're extending out past that as well. We're getting into some lawn care, some roofing with the advancements in AI and lack of need of, thorough training of people and that sort of thing. We can get in those industries a lot easier, but we're still working in that core area of HVAC, electrical and plumbing.

Thaddeus Tondu:

Voice AI. What's that even mean? Well, you might be listening to like a voice AI. How, huh? What?

Nathan Keller:

Yeah. So we're, we actually have essentially automated AI voice that is taking calls for customers, booking them within their CRMs sending out text message alerts, email alerts to customers. When something gets booked, we're able to send those off to technicians. We're able to dispatch technicians for emergency purposes when we have a lot of other features and functionalities that are actually in our pipeline coming out in the next 30, 45 days here as well.

Evan Hoffman:

And that's the thing. with AI is that things can happen so quick and you have to pivot on a dime.

Nathan Keller:

Yeah it's so fast.

Thaddeus Tondu:

It was probably more about the voice AI parts or are you, there's two schools of thought when people look at this from the consumer side of things and calling into the business and hearing an AI and booking it directly in there. Some people want humans and some people don't want humans and people understand that maybe it might be an AI assistant helping out to be able to book things in there. When you look at, I guess the nuances and complexities of sometimes a human being on the other end, are you fully replacing the CSR or is this for overflow or is this for evening time after hours, or is it all of the above?

Nathan Keller:

So we have some smaller customers that are using it all the time our core business right now are customers that are using it for overflow after hours and weekends and we have many, our scripting is completely customizable. We have some customers that aren't, choose not to introduce it as AI. We tend to stay away from AI because people get, still get a little creeped out by it, depending just because lack of knowledge or whatever else. We will prompt it with, Hey, this is so and so's digital assistant. We're able to answer your questions and get you on the schedule within 90 seconds. And that is a very drops that barrier a little bit. And people tend to say, okay, great. I can get on the calendar.

Thaddeus Tondu:

Digital assistant. I love the rephrase and the reframe from AI. Cause you are right with people here. Hey, I'm your AI assistant. What? I got to trust you to AI, but Hey, digital assistant. They know. It's like climate change. It's like global warming versus climate change.

Nathan Keller:

It really is. Yeah.

Thaddeus Tondu:

Shit, just a different day.

Evan Hoffman:

It's reframing it, right? And we do the same thing naturally anyways when it comes to sales, when it comes to CSRs and scripting and all of that kind of stuff. It's reframing whatever it is that we're trying to do. And I know there's many sales coaches that I'll teach you to do that. Instead of calling it a capacitor that we need to replace, they'll call it something different so that it's framed differently in the customer's mind. So the pivot that you guys made, what frustrations were you having? And how did it get to that point where you finally said what broke the camel's back, so to speak, for you to make this pivot?

Nathan Keller:

Yeah. Going back about so we're coming up to the end of our fifth year in business and obviously up until six months ago, we were a very human based CSR as a service business, right? Where we had agents across the country that were taking calls, booking appointments, doing happy calls, all that stuff for our customers. 18 months ago we had we developed an AI tool internally to integrate with our Slack in order for our agents to get information faster. They Slack to I think it was, Slack bot. Hey, what's so and so's mailing address? Do they do this for the service? And, spit out all this information. The developer that we were working with at the time, I just flat out asked him, I said where's the voice play in all this? Like, how far out are we? Is this something that's on your radar or anything like that? And he told me, he said, you know what, it's, I can't tell you how far out it is cause it's so unpredictable right now, but. It's coming. I haven't heard anything that would be a useful, or a good use case for you yet. But, keep your ears open, keep your eyes open, all that stuff and watch out for it. I was like, okay, sounds good. Six months ago, I heard a recording for a pest control business. And it was a pretty darn good recording. And I was like, you know what, I need to figure out who this is. I reached out to the guy. One man developer he was doing sales, everything else. And this guy is young guy dropped out of UPenn, been coding since he was 10, just off the wall, smart, the type of technical person that everybody kind of hopes and dreams that they can find one day. And I talked to him and just said, Hey, what's, can you do this for, a certain subset of our customers? He said, yeah. So we started working with them. I had a very honest conversation with my partner and we said, you know what? We really think the writing's on the wall here as far as the direction of where this is going. If we do this, we can serve as more customers at a lower price point because before we were charging anywhere from 2, 500 to 6, 000 a month, depending on the size of the customer we can cut that by, almost seven eights at the end of the day. And we can really, make hay with this, service a lot of people 24 7, everything out, it's everything that, when you go to an outsource human based call center, it alleviates those issues. Because with those you have, wait times before the call is even answered. When you get a someone on the line, you get put on hold because they got to figure out what account they're working for and everything like that and all this other stuff. And it eliminated that. So We started working with them with a few of our customers and we just said, you know what let's try to acquire this guy's business. So we did, and he is our CTO now. He's awesome. Just like I said, off the page, smart. We brought in a chief science, a chief of science who works on our core infrastructure, day in, day out, improving voices, latency responses, just making things more human-like. And then we shifted a couple of our CSRs over to onboarding essentially. So we have people with decades and decades of experience as CSRs that are now looking at this and helping script things out for people. And it makes their lives more enjoyable too, because they're not answering, two 50 calls in a day. They're just, sitting back and working with owners and tweaking things here and there. And then we have a QA team that sits back and listens to calls and says good, bad, or otherwise. And then we make changes from there. As a human based business, our onboarding time was anywhere from three weeks to, five weeks, depending on how responsive customers would be, us bringing people on, training them. And every summer we would just, we would do this, cause we'd get busy with new customers. We'd have to hire people up. Our services would drop because we can't hire fast enough. And, it just it wasn't working. So we just constantly had this revenue up and down, and now we're finally in this area where we're just steadily climbing, right? We would be happy last summer. We would be happy bringing, two, three customers on a month and we're doing 10 a week.

Evan Hoffman:

That's wicked. so a couple of questions on this your QA team that's listening to the calls and judging it how often, how many calls, like what percentage of calls are they actually listening to? And what is it that they're listening for?

Nathan Keller:

They're listening for, calls that are ending quickly. And why? Is it a call that just dropped or is it someone that's getting frustrated and that didn't get escalated the right way? Cause we can escalate calls onto from overflow purposes during business hours. We can escalate calls up to human people back in somebody's office or if they do have a manager that's available at night, we can send it off to them. They're listening for basic frustrations and then, when they're looking at it and we always have, we have metrics involved where it's saying, okay, this is a good call. It got booked. This is a successful call. It got booked yada. When we first started, I think our booking rate was in the 30 and 40 percent, and now we're north of 75 percent, and it's just constantly climbing.

Thaddeus Tondu:

So you guys doubled your booking rate? We had somebody give a math example on what it would mean to do that. I think it was Brigham Dickson had that on our show and like the, you double your booking rate and like the cascading effects that it has on your business. Phenomenal. Especially after hours and weekends. Like overnight, like now you're not having somebody necessarily on the phones, but here's there's continuity in your scripting, right? The thing is when you send it to a call center now you don't know who's actually going to be answering the phone and actually like they have to pull up everything They have to understand your business the AI already knows it's already dialed in and that's like the I mean I'm assuming probably one of the reasons why that booking rate has went up one of many reasons.

Nathan Keller:

Exactly. It's the consistency, right? You're training it, you're training during the onboarding period, which takes about five days, right? Before I said that with a human based business, it took five weeks, right? And after that, you're just making tweets, right? You're changing a little thing here and there, but you're not having to retrain, bunch of people over many different shifts or anything like that. You're making the tweak.

Evan Hoffman:

The thing I wanted to point out with it is the idea of having someone who is evaluating every single call that comes into the business and then is providing some type of a scoring system, even for whether you have a CSR or you have AI CSRs, you still need to provide that feedback back so that you can continue to improve and get better performance monitors, performance gained. You invest the time to be able to do that. So you could get a better result at the end of the day and something that was even more sellable. How often is a home service company actually spending the time to do that? And that's a big issue that I know we've seen from a marketing side of things because we listen to calls.

Nathan Keller:

And our idea behind it was, okay let's be proactive about it. So we can have people that are listening to these calls, judging them, making, make, putting their grades on them. And then the next day we say, okay, here, this batch of calls, we got to make this improvement to fix this batch. And telling the customer about it as opposed to a customer coming to us, later in the day and saying, so and so botched this call.

Evan Hoffman:

Imagine that a vendor that actually comes to the customer proactively.

Thaddeus Tondu:

I don't have it very often.

Evan Hoffman:

All right. What would you say to the contractors that say, I don't want to lose the human element of it. I want to keep humans talking to humans and connecting with humans.

Nathan Keller:

I get it, right? I, when we made this pivot we lost a lot of customers that wanted to keep that human component. We made up that revenue in three weeks, but we definitely lost some. I understand it, but I think. There's not one sales call that I go into right now where they're not dealing with the same stuff that we dealt with when we had CSRs that were working remote. and believe me, we, the ones that we kept were the really good ones that were diligent and we moved them into positions that are, Better quality of life and everything else, right? They have a more enjoyable job now. But, you have, there's people that, don't show up to work. They have hangnails and they can't type, right? All this stuff. It's like everybody's heard every excuse in the book and it's there every contractor is dealing with the same stuff, right?

Thaddeus Tondu:

Every business is dealing with that.

Nathan Keller:

They are.

Thaddeus Tondu:

In terms of analyzing the risk and determining, how to pivot and why to pivot and then actually doing it, what sort of learning lessons learned were from that? What was the biggest takeaway? If you were to do it again, What would you not do?

Nathan Keller:

That's a good question. I think in some time, a lot of times we probably as owners my partner and I can tend to overanalyze things. I think the AI thing, the AI voice thing, we're still early on in this right now. There's a lot of players out there, but we're all the other players along with ourselves are early on in this. I think selling a lot. They're selling a lot, but it's I think going with our gut probably earlier, and making some decisions a little bit earlier as opposed to sitting back and, you know, overanalyzing.

Evan Hoffman:

So how do you balance chasing the business you're becoming with the business that you're in right now? Now you've pivoted, you've transitioned into being the AI call center. That's the business that you are right now. The business, cause there's two types of business that you're always running. Tony talks about this. Tony Robbins. Got to mention them every time. Check them off on the bingo sheet.

Thaddeus Tondu:

Hey, it's Tony Robbins, everyone.

Evan Hoffman:

But

Thaddeus Tondu:

he talks about

Evan Hoffman:

the two types of businesses that you run. You run the business that you are today and the business that you're becoming tomorrow. You guys were running the business of human based call center while testing out the AI. Now you're in the AI game and now you're testing out different service lines to be able to continue to grow that and continue to expand and help more people. How do you balance the focus as a business owner? Because you're getting pulled and it's so fun to continue to chase new things. But until you get that thing that you are today to being the best it could possibly be, you might not have a tomorrow. So how do you continue to balance those two things of focusing on today versus getting too caught up in what you're becoming tomorrow?

Nathan Keller:

So I would say the way we're balancing that right now Is obviously, with the acquisition of Jerry's company, who's our CTO and bringing in Ben, who is another one that has a hell of a resume when it comes to machine learning, letting those guys focus on tomorrow, and Ben's focused a little bit on the here and now with the current infrastructure and keeping that, going and everything else. With Jerry focused on the features and functionalities that we're getting to right further down the line and how we can continue to add to that stack, it's allowed for my partner and I and he works more on partnerships with larger organizations and that sort of thing. And myself focus on sales, focusing on, okay, the day to day, right? What's, focus on sales, focus on logos and continue down that path and then, we meet as the four of us every single day. But then, every six weeks we have a big Friday meeting where we're talking about future, right? Where we're talking about, okay where are we on the roadmap of things and what's the market like for it, right? And there's been ideas out there that we've we've all talked about, swatted down. And then there's other ideas where it's holy crap that's something that's really good. And a lot of those ideas are coming from our current customer base where they're like can it do this? And the answer's Yeah, it can do that. And then taking that and basically turning it into a product.

Evan Hoffman:

You guys saw the problem and knew that you were not the ones that needed to solve it. You had to go out and find the person who was going to lead you into that and lead you down that path. And now you've given them the responsibility of you're our future. We're going to go get shit done today. At what point did you realize that you needed to find someone that was going to be this person for you and how did that relationship start? How did you maintain it and then lead it to the acquisition of it?

Nathan Keller:

It started by, me cold calling this guy.

Evan Hoffman:

Not being afraid to pick up the phone.

Nathan Keller:

Yeah. Yeah. Setting up a demo with them and saying, Hey man, I heard what you have. I'm interested in hearing more and how that can work for our customers. And then it just organically grew from there. And we said, okay, you're, he was, that guy was trying to be everything to everybody with this company, right? He was doing the development. He was doing the marketing. He was doing the sales. And it's the guy was stretched so thin. and now him able to do what he does best, which is focus on technology and growth and development and that sort of thing. But it was a very organic process. It was me talking to him and then all of a sudden we had. Conversations with Charlie and myself and him and then all of a sudden, we're based in St. Louis, Missouri. We bring them into St. Louis. He's based in San Francisco our chief of science is out in New York. And it was like, okay this works. We got this really. a cool team. We got, we have a great onboarding specialist and she has been a CSR with us for 20 plus years and she's doing a fantastic job with these customers. four partners in this, which is Jerry, Ben, Charlie, and myself. We have a very unique relationship. Charlie and I are the meathead ex athlete, let's go sell, knock down doors and just, go through things. And then we have these really high technical guys that are constantly, the wheels are turning and thinking about new products and improvements and that sort. But it just, we've meshed incredibly well.

Thaddeus Tondu:

And that leadership dynamic of different personalities for partners, for, probably personalities and for lack of a better word, egos in a room. You mentioned the ex athletes, have a little bit more of that, that, that part of swing and part of things. If somebody has an idea and you're having this dialogue and there's disagreements, what sort of conversations are you guys having to be able to disarm that and be able to move forward?

Nathan Keller:

You know what, it's one that we all know our roles really well. And obviously if there's a, if it's something that they're coming up with and I'm sitting there going, guys, I'm the one that's talking to customers day in, day out or prospects day in, day out. We can't go this route. We have to go this route. And they'll understand what that is. And then at the same time, them coming back and saying, okay, we have, we've been talking to the customers that have signed up and. Here's some changes and here's some additional features and functionality that we need or want or should be doing and then it's me going Okay, that makes sense and then putting that pitch together on how we sell that But we all have our roles and responsibilities, right? It's with Jerry working on kind of the future state of tech, Ben doing the current state of tech and then, Charlie and Charlie doing like the high level business development and then myself working in sales, we all stay in our lanes as much as we can. But, when it comes to decision making, it's, it doesn't really get contentious, right? Because I think we all understand where our level of expertise lies.

Thaddeus Tondu:

Let's dive into the random question generator, and then I want to segue into another topic, one that you mentioned within outside those lines and so random question generator is brought to you by On Purpose Media, where of course, anytime that you want a free marketing assessment or analysis, hit us up onpurposemedia.ca forward slash marketing dash analysis. Hopefully that was the right link. Evan is reading that out lately. So if it's wrong, blame him, not me. Actually, no, just blame me. I'll take all the blame on that one. Random question. We're gonna ask you three questions, or we're gonna give you three choices. You don't get to know what the question is. You want question one, you want question two, or do you want question three?

Nathan Keller:

Three.

Thaddeus Tondu:

All right. What was the last thing that you googled and it can't be a work? question.

Nathan Keller:

Oh, man.

Thaddeus Tondu:

It's quick, go delete my history. Don't look at that one.

Nathan Keller:

Honestly, I think my

Evan Hoffman:

private browser or

Nathan Keller:

no I got a text from my wife cause my kids are starting school tomorrow and it had something to do with their school. Cause they have some when they want to buy a lunch and we had to figure out how to log in and fill their accounts with money, I think that's literally it.

Thaddeus Tondu:

I guess I'm looking at the future state and again, I don't, you guys can keep what you're, what you guys are working on close to your best. When you look at a home services business, HVAC, plumbing, electrical obviously leveraging a service like you guys would make sense because obviously from the CSR side of things. What sort of AI tech what other AI tech should a home service business be looking at putting into their business?

Nathan Keller:

I would say anything on the marketing side, I truly believe is a good value add for them. that's where, engaged with a marketing company now and it's like everything is being delivered so much faster because of that. There's so much out there. The big thing I would say and is the technology is great, it works fast. It's getting more and more accurate, but it's also you would still have to do your own homework and put your own work into it a bit. We have a really good client that's actually publishing an article about their transition to AI. It's a HVAC business out of Columbus, Ohio. And the owner's publishing an article in the ACHR news that should be out, I think, September, October. And they made the switch to AI for overflow after hours and weekends. And he sent us a draft of the article before he sent it in to him. It's really honest, transparent And really good when he made this transition, and he said, it's not a silver bullet, but it definitely solves a lot of issues. and he did this in the middle of peak season.

Evan Hoffman:

What are the big hurdles or questions or frustrations that owners have had so far with the AI or why are they afraid to get started with it?

Nathan Keller:

There's a lot that are in I've gotten a lot of like regional pushback. Hey, I have a lot of older customers, not sure how they're going to deal with this. We get a lot of that. And then with that, it's okay, it takes time. Totally get it. There's no, I don't have a good rebuttal for that. The first one we launched with was in Dothan, Alabama, which is a pretty rural area and it's gone really well and continue to go. Do better week over week. But I would see we get a lot of regional pushback. We get a lot of owners that really say, Oh, I don't know how my customers would feel, but it's okay, I get that. And that's where, they're getting emotional about it. I think where the owners out there that sit there and say, you know what, over a weekend, if I get 15 calls and I booked 12 of them, I have three people that are off, but by the, I don't care.

Thaddeus Tondu:

I'm going to figure out some math here. Cause I want to I'm going to use some random examples on this. But so you think about it, if you, let's just say for a million dollars in revenue this is where the rebuttal comes into to any owner. That's I'm on the fence. You went, you said you went from 30 to 40 percent booking rate to a 75 percent booking rate. Was that correct?

Nathan Keller:

Yeah.

Thaddeus Tondu:

Okay. So if you have to get let's just say a million dollars in revenue, 2, 000 blended ticket, right? Making it up 500 calls roughly. Okay. Again, forgive my math. If I'm not exactly a hundred percent accurate on this, different businesses are going to be a little bit different, right? So 500 calls to get 2 million in revenue, that's 1, 250 calls into your business. If you were to book every single one of those calls, that's at 40%. If you were to 75, that's 937 calls and 937 times up by 2000, that's 1. 875 million dollars, you can literally add, this is just a random math example, right? Massage your numbers and how you look at that. You could add eight hundred thousand dollars for every million dollars in revenue theoretically, if you just increase your booking rate by adding in AI to it. Hey, Mr. Business Owner, do you think like people are already doing it. Your number's right there. You've literally almost doubled the booking rate by having an AI, a digital assistant. Answer the calls.

Evan Hoffman:

Anything else you want to leave us with here before we wrap up?

Nathan Keller:

No, man. I appreciate the time, guys. This is always fun. Always fun.

Evan Hoffman:

Do you want to hit them with the last question?

Thaddeus Tondu:

I'll drop this one more time. free to grow. com. We'll put that in the show notes. And if you just want to book a call with him directly, calendly.com/nate-free2grow is how you get in touch with them. So thank you so much for taking the time out of your day to come on and chat with us about some of the things that you guys are doing. And more importantly, the pivot, I think that was a pretty big business lesson and learning lesson from a lot of people is to just trust that gut a lot more. And I think if we have that natural intuition as entrepreneurs, as business owners, as leaders, we're probably in better spots and that speed to implementation is a key thing. So thank you for. That's a wrap on another episode of HVAC Success Secrets Revealed. Before you go, two quick things. First off, join our Facebook group, facebook.com/groups/hvacrevealed. The other thing, if you took one tiny bit of information out of this show, no matter how big, no matter how small, you're All we ask is for you to introduce this to one person in your contacts list. That's it. That's all one person. So they too can unleash the ultimate HVAC business. Until next time, cheers.