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Forging Success: Jarrod Twiss' Journey from Ranch Roots to Fencing Industry Leadership

• Courtney Twiss • Episode 48

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Get ready to be inspired by Jarrod Twiss, Vice President of Ranch Fence, as he takes us on an extraordinary journey from his rural ranch roots to becoming a trailblazer in the fencing industry. Raised in an environment where resourcefulness was second nature, Jarrod's upbringing taught him to tackle challenges head-on, setting the stage for his future success. Joined by his wife Courtney, Jarrod opens up about their shared journey from college sweethearts to managing multiple projects while raising a family, emphasizing the power of adaptability and commitment in both business and personal spheres.

Listeners will uncover invaluable strategies for business growth as Jarrod details how financial transparency and delegation of responsibilities can transform a company. Learn how implementing a leadership team and hiring a fractional CFO have enabled Ranch Fence to operate smoothly and achieve impressive milestones. Jared shares the significance of investing in young talent through high school programs, fostering financial literacy, and providing pathways for career advancement, contributing to the company's low turnover rate and enduring success.

Exploring themes of determination, ownership, and resilience, this episode draws inspiration from influential reads like "Extreme Ownership" by Jocko Willink and "The Ideal Team Player" by Patrick Lencioni. Jared and our lineup of inspiring guests discuss the excitement and intimidation that come with scaling a business, highlighting the importance of seizing opportunities and implementing new systems to sustain growth. With confidence and a shared commitment, the conversation promises insights and encouragement for anyone looking to push their business and personal aspirations to new heights.

Connect with Jarrod on:
www.ranchfenceinc.com
www.instagram.com/jarrodtwiss/
www.instagram.com/ranchfence/

Follow us:
www.instagram.com/allthingstwiss
www.instagram.com/askthegeneral
https://www.youtube.com/@nowpodcastforreal

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Speaker 1:

21. I was 21 in that picture. Jeremy put this thing, put the picture up to the camera so we can see 21-year-old Courtney. It's on the desk. Yeah, that's not a yacht. I had a really cool belt on. That was like a thing in the early 2000s, old fashionista. Welcome to episode 48 of Now Making Moves in Real Estate. Today's guest is Vice President of Branched Fence, with over a decade in fencing industry, a degree in agriculture business from Cal State, chico, and certifications in OSHA 30 and 10. He is dedicated to delivering top-quality fencing solutions. His expertise in construction, commitment to safety and focus on on-time, on-budget project delivery making a meter in the field. I've known this guy for a really long time. I don't even we'll probably. I don't hear it. It's a little long time, yeah.

Speaker 2:

High school junior high.

Speaker 1:

Yeah, long time and we're on, you know. Anyways, welcome, mr Twist, to the podcast. J-rod, otherwise known as J-Rod or Jared, my hubby, my bestie. Besides this lady, this is my work wife and this is my own husband, Just kidding.

Speaker 2:

I would work together as well.

Speaker 1:

Thanks for joining us. Tell us what's going on on your side of the world, Well it's an honor to be here.

Speaker 2:

When Courtney proposed this, when we were going up to Tania, she said hey, you want you on the podcast. I go wow, I never really thought about being on your podcast. I've listened to not all the episodes but quite a few and you guys have really come a long way. So I mean I'm proud of you. You guys get traction and downloads and subscribes and your banter's good. Thank you, thank you.

Speaker 1:

The thing is is that we want to talk about you because our listeners, as you know know, are real estate agents but also entrepreneurs, and that this was so crazy about jared I was just talking to lauren about and I was like do you know that jared like lived in like like a structure like I don't even know he had like barn. Well, I didn't even call it a barn. I'm like it was a structure, like I don't even know if he had like a barn. Well, I didn't even call it a barn. I'm like it was a structure of some kind, but I don't even think he had like water or electricity. I may or may not have any of that breadth, but it's what I remember to my story. So, from that to what you have got today, it's significant, it's really awesome. But let's talk about how you made that happen.

Speaker 2:

Well, I don't want. It is true I, my bedroom, was in a barn, but it had a concrete floor and steel building, I mean, and it is true we didn't have power through the power lines but we did have a generator. And I mean it wasn't because we were, you know, dirt poor, we just lived very rural on a ranch and I mean, let's just put it this way, you didn't go to town for milk Like you planned that out the next day when you went to school. It was, you know, it was a good life. It made me think, let's put it that way. It taught me how to be resourceful and think and hard work and all that good stuff I love. Can I tell the story, Court, about how you, the first time I took you out there to that ranch?

Speaker 2:

Oh yeah, I was such a city girl so, according, I met at college at chico state and, uh, we were coming home to the ranch and there's a part of part of it was across the street across the road, I should say and there was a water line that goes from one side to the other and someone, someone ran over the water line I've cut the hill to, anyways, the water was shooting all over the road and flooding and, uh, we didn't have water to the house and my parents weren't home at the time. They were coming home later. We were just early and you know, like three o'clock in the afternoon, and, uh, at this point they did have electricity. They got powered, the power came after I moved out and the phone we didn't have a phone either, but anyway, so I'm, I'm saying I got to get this thing fixed. I shut the well off and do all this stuff.

Speaker 2:

She goes. Well, should we call a plumber? And I go? One is Friday afternoon, no plumbers are going to come out here. And two, if I were to call a plumber, my dad would lose his mind. So, yeah, I took the thing in the shop, cleaned the part up. It was just a, uh, you know, compression union and, uh, put it all back together. She was just oh dreamy over me after that.

Speaker 1:

that's really not I'm gonna marry this guy. He knows how to do everything, everything.

Speaker 2:

It really wasn't that impressive, but I guess coming from suburbia it was.

Speaker 1:

Yeah Well, I still feel that way about you. I pretty much feel like you can do anything, which is why we've had so many overlapping projects all these years.

Speaker 2:

We were on one this morning.

Speaker 1:

That's true, we were over at our rental.

Speaker 2:

Yeah, that's kind of what. After that I went to college and then we what was our story? We got out of college in 2003. That's when the economy was just taking off. So, yeah, we got a house and then I started working here in 2005, just trying branded on family, the family business branch.

Speaker 2:

That's right. So it was the family started it, and then I'm the one that's left, and now you know this wasn't part of the master plan, but it seemed to be working out um. And then we had some kids and then I thought, well, I guess I better get good at this quick. So this is going to be my job, at least for until I could sell it or get out of it. But then it ended up working out really well and here we are so, and you are now.

Speaker 1:

I mean, you started with what did the makeup of ranch fence look like, and what does it look like now?

Speaker 2:

Well, I mean, it started out, of course, with me actually installing and trying to do bids in the morning or at night, do the banking on the way to a job site, stuff like that, but uh, and then we got a few more crews and a few more people and you know, courtney, his father was a big uh, a big help with business advice and uh, you know, he kind of came in and assessed what we were doing and gave me a lot of just kind of guidance and a direction to scale this thing up and um, uh, you know. So now we have, uh, you know, we've done jobs where you know are, famously, we've had helicopters fly the material in, uh, you know, the top of big sur and uh, looking overlooking the pacific ocean to, you know, going down to military bases, uh, with, you know, a lot of clearance where they make missiles or where they do trainings, and I don't know what else would be done well, I was just thinking about the scope, like it was literally your dad, your brother.

Speaker 1:

It was an old pickup truck. It was for cat. I think it's like a cast side hustle to how many people now are part of ranch met.

Speaker 2:

Yeah, I mean, we had, we, when we started it was a 1966 chevy with a flatbed and, uh, my Toyota, two wheel drive, and, uh, you know, and then we built up, we got, you know, now, now we do a lot. Now I'm I was just looking I think we have, uh, over 20 employees, you know, um, most of them are installers, and we have, you know, a lot of equipment and new trucks and big excavators and, you know, like the big ones that need semis to haul them and stuff like that. So, yeah, we've, we've grown quite a bit, you know. I mean, you know, now we're in the millions.

Speaker 2:

So it's a different, different game now and a lot of leadership and structure, you know, of course, and delegating it. You know, all this stuff, like you hear, working on the business and not in the business. You know, my focus now has been, I guess my theme of this last year and this next year is going to be to remove myself from most tasks and focus on what I am good at and what I enjoy. So that means hiring and incurring more overhead, I guess, which we've always been the really lean, mean machine, and now we're just hitting that ceiling and bouncing off of it, as our cfo says so we gotta get you know, we just gotta get uh out of our own way, if you will, and I'm glad to do it I think what's crazy about everything you just said is I remember when I came up with the theme of her long wall.

Speaker 2:

What Now? I remember. I remember some of the counseling he gave me. I was like, yeah, all right lady, I think I got it. But yeah, you had some good advice.

Speaker 1:

Well, our listeners probably don't realize. So Jared and I have worked in the same building for years, so he was growing ranch fence, I was growing, twist, real reality, the lending and the hotel came. Later, michelle and I started working together in our mobile home on the fence yard of the kitchen table, the kitchen table with old, used computers that didn't even have wifi. We had that little plugin. Then we decided, well, we'll move into the office with Jared, which our office was, a converted shipping container on Bents Yard and we were just picking up desks for Sharon, who's your right-hand gal, michelle and I from your SBCA, which is like our what do you like? Where you go? Get Like Goodwill, goodwill, like a Goodwill, and we're all working together and it was that.

Speaker 1:

But that version of jared compared to the version of jared, now, oh man. So what I'm trying to get at is a question of like you looking inward, because there was something like there was this evolution of Mr Twist, like I feel like when I was first around you it was like I'm the, I'm the guy, I'm the ranch fence guy, very generous and still generous and giving back to the community and all the things, but that's another topic. And now you're like this dude that's like embrace all the things, like you like embrace Trello. You've got a fraction CFO, you've got. Like you know, like, you're like just you know, like I was just saying it was just the ball, like what happened.

Speaker 2:

I think a few things. I mean, we don't have an exit strategy now and at some point I'm going to exit, whether we, you know, whether I die or sell or something right, I'm not going to do this forever. And once I realized that, you know, maybe sometimes you're able to step back and think right, think in the silence and get some clarity. And so one of the biggest things the epiphany I had was the business is going to be worth triple if it doesn't need me other than just other than just some guidance or pointing. You know the ship in the right direction every few weeks.

Speaker 2:

Um, I remember I was at a fence convention in Las Vegas, um and uh, just going into the classes that they, they host there, and I came out and one of the guys was saying or the speaker that was having the talk, I think he said you know, his business is to get businesses ready to sell and then he gets a percentage of it. Well, he got one of the businesses ready to sell, you know, cleaned it up and got processes in place and some EOS, and the owner said you know what? This business is so fun now and so profitable and so easy. I don't think I'm going to sell it and the guy was complaining you know he's not eating his cut now and I thought, yeah, let's get the business to that stage now and not sell and not or exit or whatever. I have absolutely no plans to sell or to exit, but, yeah, I want to get this thing elevated so that I can you know, come in and have coffee and cause trouble and give guidance, you know, and not be the guy all the time.

Speaker 2:

So I don't know exactly what the transformation was for it, but maybe just the uh and maybe it's, you know, just a natural progression of uh, you know, fulfilling this stage and then now you're to the next stage, you know, and everyone's at a different pace. For that right, as you know, some people just right out of the gate I mean our, our growth has been very slow and steady but very, very firm. And I'm sure you guys had talked about Courtney's and my story of, you know, having to start over, and grateful we did because it got some foundation in our, I guess our processes. But it has hindered us a little bit because we've been more cautious than bullish.

Speaker 1:

So so what would you say? I know I mean, basically I hear you saying like you recognize that you needed to kind of get out of your own way at some capacity, at some point growing in order for this thing to get in such a bitching scene. You do, it's a mouthful. What do you think is the number one thing or the most important thing that you've implemented to help me get through that change in Ray Wilder's?

Speaker 2:

life. Well, this last few years, well, since we hired our fractional CFO, he's been also a coach, and a daily coach. You know, I make sure I have a stand-up with him every morning, you know, on the phone, and he's kind of just and also one of the freeing moments and I've heard other people discuss this, you know, in all the self-help books that we, you know, motivation and business books that we listen to and read, I don't know where the heck it was, but it was about transparency, financial transparency. And once I did that with our leadership team, you know, our, our circle of trust, that was a big moment Because at first I was looking at their faces going, you know, are they going to be okay with it? You know, seeing this kind of money floating around.

Speaker 2:

But then once we, you know they, got educated and they saw that no, no, no, that's pre-tax. And then we got to have retained earnings and then, sure, I make a pretty good living, but it's not near as much as, you know, one would think by looking at the, you know, net income. And so once we were able to open that up and then I was able to, you know, delegate to our project manager and our office manager to start handling some of those financial decisions, you know, whether it be invoicing or bidding or you know and actually putting together some sort of, you know, rev share and stuff like that. It was able to let us grow quite a bit more. I mean as a matter of fact. I mean this year we're, you know, up a whole bunch than last year and you know, supposedly 25 is even going to be bigger and better. So, yeah, that's awesome.

Speaker 1:

Yeah, that's awesome. Yeah, it's good. It's been fun to see the growth for for all of you guys. You know you have such a low turnover with your routine as well, which is pretty uh abnormal in the construction industry and quickly that you've been able to retain. You have this program with high school boys and FFA and welding program from the high school. They can work for you as a high schooler and you and all the stuff around the yard working on our projects, our investments. Yeah, then growing and getting on the fence line to then becoming foreman, to now be on your leadership team, it's pretty amazing Well it's easy, right?

Speaker 2:

Well, not easy. Simple, but not easy. It is nice, though, a little added benefit of having the real estate side. You know I'm able to coach some of these young boys up, or young men, and coach them up and get them going, and then get them on some of these young boys up, or young men, and coach them up and get them going, and then get them on some of these high-paying construction jobs, you know, which they love to brag that they're making more than the teacher that used to nag at them. And then you know we teach them. You know the Ramsey fundamentals, and then you guys come in and get in my house. Yeah, and it's pretty good that is a great wording.

Speaker 1:

We just had two of them close in the last few weeks. They're yum. Some of them are not even 21. I was trying to think of how many yes, maybe not 10. So far, but quite a few under 24 that have been able to buy homes in this climate, which is because of you guiding them from such a young age on how to.

Speaker 2:

And, by the way, courtney, I tell you this, but with all the holidays and Gage is working in the shop helping out you know those guys and he had a really, really big smile on his face and he took me aside and goes. Did you hear I got a house? I go. Oh, yeah, I've been hearing about it and so he's just really, really happy. Yeah, it's just, it's fun to see him, you know. I mean he's 20 years old, you know, bearing the out of high school.

Speaker 1:

It's amazing. We've got another one where we're getting ready to help that has a goal of saving a hundred thousand dollars and he is young, very, very young, and he's going to do it and it's a phenomenal. It's pretty phenomenal. I remember when he's like I'm being the trash on right there Dallas.

Speaker 2:

Yeah, but he also brings his lunch. I look out there I see who's going to the gas station to get last-minute food and who's bringing leftovers.

Speaker 1:

Well, one thing I want to touch on, if you guys are okay with it, because I think part of Jared's secret sauce it's another thing that could seem easy but is not is just your crazy, crazy tenacity. You two actually have a support of you. Neither one of you will take no for an answer, like not, like I don't say that lightly, you know don't take no for an answer. No, like legit. People say you guys can sell ice to an Eskimo's. Both of you, jared and chill, I feel like have that in common. But, jared, I mean, there's so many situations over the years where you're just like no, we're doing it, we're moving forward, and I think that's something that translates in all industries. And how do you do it? How would realtors mirror what you've done to be successful?

Speaker 2:

Um, I would, you know, and maybe it's, uh, my temp I don't know, this is not really necessarily intentional, but maybe it's my temper, or maybe it's my necessarily intentional, but maybe it's my temper or maybe it's my, um, just uh, lack of patience, for, you know, maybe it's even a downfall, but maybe it's a lack of patience for, um, incompetency. But I always, when I get on the phone and order or try to get something, and I, um, and I'm with them and I tell, I tell them, and someone says, well, I don't know if we have it in stock and I don't know if you know we, this can be done. I go, hey, look, lady, there's a thousand stinking reasons why this isn't going to work. Let's find the three. That is going to work and then let's focus on those three. Can we do that? And then, and then she thinks I'm a jerk. But then we get her boss and then we go around.

Speaker 2:

I go, okay, can we focus on these three things and none of that other crap? And, uh, you know, so that's one thing I do. And even I tell those young boys that even you know, when we're on the tractor and we're like, well, this tractor we don't have, you know the tractor's only at a quarter tank. Okay, well, let's use up that quarter tank and in the meantime we'll start solving this problem. But let's focus on what we can do, right? I think a lot of that came from growing up that way. My dad would you know. Like, let's just take a step forward. I may not have the whole thing figured out, but we're going to go this direction and then, when we go this direction just like the rental we're on right now, right, there's a million things we could have tore the place down.

Speaker 1:

But some of our contractor friends were saying they see our vision now.

Speaker 2:

Yeah yeah, we cleaned it up and did a bunch budget demo and you know brushing and stuff like that. But I don't have all the answers and we don't have all the funding for that project budgeted quite yet. But we do have this much and we have this ability and we have this tool. So let's implement those, move the project forward and then open it up and it'll start to take shape and then we'll make more decisions. That's I don't know. I don't know if you want me to go like deep into like Jocko and all that stuff, but you know it's just um, it's also rank, what you feed. You know everyone says you. You know you are the top five and the proximity principle. My dad used to say if you lie with dogs, you get fleas and the reverse is the same. So that's the same thing. Just be around those type of people.

Speaker 1:

Well, you bring up Jocko and I definitely think you have. You and many on your team have demonstrated the extreme ownership that he always talks about. I met you and I got to meet him at an entre leadership summit, which was awesome, especially for your team to see him in the first set. I don't know. I think that's part of it. I liked the way you phrased it, where you just focused in on you. Let go of all noise. Maybe that's really it. Just let go of the noise Where's really it. Let go of the noise.

Speaker 2:

And this is first a few little things that we can't do unless it's on that yes, and and here's the the reality of it too I need to take that same advice when it comes to business and focusing in on in the office. I'm not as good at that. Um, you know, I love to be outside with those guys, I love to do that type of construction and I love to negotiate, figure it out, but when it comes down to the diligent stuff, I'm like, oh well, you know the login doesn't work. I ought to hack with it.

Speaker 1:

I'll go back outside so you know about logins not working, the oh the tech side of it, oh my gosh tech side of it, oh my god I have a three-time rule, if it.

Speaker 2:

If it doesn't work in three times, then all right. Well, it's not that important, let it go. Someone else can zoom, someone else can figure it out. I'm not, I'm not gonna ruin my whole day. I like that. I like that.

Speaker 2:

Uh, I did want to say a little hack to the listeners. If there is people working with, you know, blue collar folks, a lot of blue collar folks don't like reading, they don't like listening to those books. A lot of it goes over them or through them, or they don't retain it Right. Well, two of them that I've been able to really uh get our team, or, you know, our installers, to listen to and to resonate with, is the, uh, the jaco, extreme ownership, because it's a great one about telling stories and that the principle. And then uh, uh and a very interesting story about ramadi and iraq. And then the other one that's easy to listen to as well and it's a little bit silly story but is, uh, you guys know which one I'm getting at is, uh, hungry, humble, smart with by patrick leccione. So, you know, get those two. Those are the easy reads or easy listens. And you know, versus Simon Sinek you know that guy, he's tough to take in.

Speaker 1:

They're not an active in the right yeah, so so what's what's on the the horizon for ranch fence in 2025? Like like they put up listening to this a year from what do you think? Spamance of change more accomplished in a month? Tough question.

Speaker 2:

Yeah, yeah, um yeah, where I will you know um that is like that is the 100 how you responded.

Speaker 1:

responded when I told you your thing was a bunch of shit, like 10 years ago. Remember Exactly the response you were like and what was a bunch of shit 10 years ago, pretty close.

Speaker 2:

Yeah, our first million dollar project where I had to negotiate project where I have the girl. Yeah, the shell brought her, uh, her uh, pharmaceutical sales background in and tried to tell me how to do it.

Speaker 2:

How to do it, and I was like I think I got this. And she's like no, no, no, no, here's how you're gonna do this. We talked about burying and all that stuff. Yeah, you came in this office. I should turn the camera around it. But you came in, you shut the door and I was like what's up, I need to talk to you about this. I go I think I have it. I built this place, we're pretty good. She goes no, you, this is serious. You need to mirror, you need to talk to him and you need to tell why this is going to work or what. This won't work. And it worked right. Remember, I called you actually think?

Speaker 1:

I think I said this is shinnit and you need to start over and and, and your response was exactly that. You were all oh, and then you go ahead and killed it, got your guys first million dollar job, so you got to kill this question whether I wanted to go with this financially, or tangible things or with the office.

Speaker 2:

Yeah well, 25 is supposed to be big. Right, according to a lot of the economic reports and they were saying this, you know, before the trump thing and all that they've been saying 25 is going to be really, really big. And and so what do you do with your money to plan for that? Do you uh, you know pre-buy material when it's inexpensive? Do you hire a talent and help? Uh, do you invest in equipment and machinery and efficiencies? So we've done a few of those things.

Speaker 2:

Um, I haven't bought a lot of material quite yet, uh, just because our jobs are getting more specialty and I don't know exactly what we're going to need. But we have upgraded a lot of our equipment. We got a truck, uh, being built right now and I plan on getting another one here soon. Um, but I think the big thing is going. I would like to get another truck, another foreman, which that's a tough spot to fill.

Speaker 2:

We need to get a project engineer, slash estimator and then also, I think I want to focus in on getting a project manager, moving that guy out into the superintendent role. So you know, we can get in the field and keep our quality up. So you know, there's just some key roles that I'm focusing in on. Uh, the project engineer, take a lot of weight off of me. The project manager would free up our you know, our uh, the guy with the most knowledge in the field so he can actually do superintendent stuff and uh, I mean we've made a lot of big strides. I think, as far as equipment goes, we're pretty good shape. I might buy a truck.

Speaker 1:

I hate saying that in front of Courtney, but Well, we bought like five this year, four or five, yeah, I know More, more equipment. What about? For me, yeah what about For me, yeah, like, what about what's Jared going to be doing in a year?

Speaker 2:

I'd like to I don't want to tell my. I don't want to tell my wife.

Speaker 1:

I know what I was going to say for him and I know he won't want me to say it. I was going to say he'll be floating in our pool. We're getting a pool in 2025. It's documented. Everyone that listens to this needs to reach out to Jared and say Courtney needs a pool. Yeah, yeah, yeah. Send pool designs on Facebook, jared. In fact, that is your social, so everyone can know where to find you.

Speaker 2:

I don't know if you guys would know Grinchpins, Grinchpins Inc.

Speaker 1:

I do know that every time we go to get ready for it, we buy another building or property. Keep buying rentals. And I want pool, I want the rentals and a pool.

Speaker 2:

We have equipment. I told you I'd build the pad for the pool, anna pool, what we have equipment. I told you I'd build the pad for the pool and then we'll see what happens. And if we don't get it, we'll get the Costco thing to go back on top.

Speaker 1:

Absolutely not happening. Not happening.

Speaker 2:

Damn pool. It's going to be the death of me.

Speaker 1:

And we'll just get it over with. And you just only have a few more years and those girls are going to be gone, so you got to enjoy that sadly. Anyways, okay, a pull equipment. Jared's going to be getting some people to help him so he can go do things that he wants to go do.

Speaker 2:

Yeah, I think that's what we're going to do and then, you know, kind of elevate, some people get some more systems. We really got to focus on our system so we could scale. You know, we're, we're. Uh, I got a lot of travel. I'm going to go to a couple of fence conventions, a dove hunt, um going to another outdoor living coaching session actually next week. Yeah, I got I'm looking at the calendar, that's what I'm looking at up there. So we got, you know, quite a few trips planned for. That's gonna it's gonna be a big travel year so okay.

Speaker 1:

So where did people find you? Because you might actually get some business out of this podcast too. Like what if there are some people that have some big, sick big, because you, and that's probably cute, famous ladies.

Speaker 2:

Uh, with all the followers, to tell you the truth, I, you, you guys, would know where to follow me more. I don't have a follow.

Speaker 1:

Just give your cell phone, okay.

Speaker 2:

I don't.

Speaker 1:

He's on Instagram and Facebook. You can either look him up near Jared Twiss J-A-R-R-O-D Twiss or Ranch Fence Both of those ways.

Speaker 2:

Yeah, our website is ranchfenceinccom right, so if you.

Speaker 1:

Google that he's looking at his computer to confirm his website.

Speaker 2:

I was wondering what's happening.

Speaker 1:

Well, thank you, jared, for joining us. It's been such a pleasure to be part of your journey and watching you. I think that at the end of the day, you and I just don't miss Savage up bringing it here and Nariposa, you know where. You just gotta like make it happen or it won't happen.

Speaker 2:

So yeah, I, you know. And how about you, ladies? I mean, you guys are the ones that are really killing it and went a different path and had the struggles and this and that, and then now it's just on fire.

Speaker 1:

Well, I have to say we're all wanting to scale. This year, let's do it.

Speaker 2:

Yeah, yeah, that's one a little secretly, a little intimidating for me is that for the, you know the over over the last decade, more than a decade, every year has been bigger and better, some years barely. But you know some years, you know 30, 40, 50 growth and, uh, this has been one of the biggest years, I think, maybe the biggest year over year growth. Some stuff is still coming in today and tomorrow to like finalize and I'm going oh geez, gotta beat this next year. We definitely we're not going to be able to do it the way we've been doing it. We got to get the systems in place to scale this because it's it's been hard, it's been a lot of work on a lot of people.

Speaker 1:

So yeah, no doubt you'll, you'll, you'll do it so, and we'll do it. We just gotta all right, all right well, thank you, ladies, and uh, yeah, thank you, hon. Thanks for coming on. Yeah, we'll see you.