On today's episode of Gathering the Kings. I'm a $500,000 business. I wanna go to 7 figures. I wanna hit that $1,000,000 mark. And I start sitting down with you and other guys doing 5 to $10,000,000. And you guys are talking about culture and bringing in a VP of sales and hiring maybe a COO, like, some of the higher level buttons that we push. I don't believe that's helpful for me at 500,000.
What would you say to that person who's seeking advice trying to get into maybe what would be the wrong rooms? What's up, everybody? I'm Chaz Wolfe, gathering the king's podcast today. I've got Jesse Bugs here on the king stage. My brother, Jesse. How we doing? I'm doing good. How you doing? I'm good, man. It's Monday, freaking morning. Right? Like, you got the mindset poster behind you. The hard work late night thing behind you. I'm freaking ready to go with this conversation.
Glad to have you here, ma'am. Thank you. I'm about to be here. It's gonna be fun. Yeah, dude. Tell some kind of business that you have. So it's an exterior remodeling. So we do siding, roofing, windows, build a lot of decks. We're from Washington State. So Yeah. Well, our focus is just on on exterior work. Love it. Love it. There is a a lot of motion in that industry.
People are realizing probably from a couple years ago with COVID just that their space doesn't have to be confined to the indoors, right, Chaz they can have a a brilliant outdoor space as well. And here you come. Yeah. No. Absolutely. Yeah. The our our deck market in this area is is huge because they they cost us the Seattle area.
So cost, building a new house or even in addition to 100, 200, 300,000 dollars, Whereas you can build a depth for much less than that and get the same type of square footage. So yeah. It's it's crazy busy. Yeah. I love that so that you're utilizing that need, but framing it in a different way.
Most families love Dex. I know that our family, when we moved in here to our home, We try to spend as much time out there as we possibly can, especially in Seattle where you've got maybe not as, like, crazy hot months. It would be even more enjoyable, I would think. Yeah. No. It's and a lot of ours, obviously, we get not the best weather. So a lot of ours we have cover. So it's Mhmm. People wanna be able to enjoy a space. And we have nature. I mean, it we've got trees.
We've got when it is summer and it's nice. I mean, there's not a more beautiful place. So being able to be outside and enjoy that. People realize that. So we go out and we we build their dream. That's awesome, man. I love I love that you said that you're building their dream. I wanna know what's your dream. What what's getting you up every morning? What's the bigger picture? Yeah. Like, there's always the motivations of life, but what's, like, the deep seated burning desire, and Jesse.
A little backstory. So my parents have been married for 40 plus years. My mom, before my parents got married, she owned a barbershop. Okay. When she got married and she got pregnant, she decided she was going to sell that and stay at home and raise me and my brother. And so my dad stayed at home or didn't my dad didn't, you know, she stayed at home. My dad went to work. He didn't have a college degree or anything like Chaz, so he works a regular whereas he made boxes. And he did that to Sephora.
So we were we weren't going for, but, you know, growing up now and becoming an adult realizing some of the things we did and some of the ways that we lived and Yeah. Getting the the goodwill shopping and the how we got our shoes and all of this. I realized like, well, we really weren't we made it work, but, I mean, it was it was definitely Yeah. If they they were very, very good with their money, but there's a lot of things we weren't able to do.
One of the the memories that sticks out most is when I was in elementary school, I did really Wolfe in school. I liked school, and there was a chance where I could go into one of these gifted programs. I had a trip to Australia. But Wow. We couldn't afford it. And so I wasn't able to do it. And so in the back of my mind, I was like, dang, well, should we be able to do that? And so growing up in high school, because I was good at school, I was a hit.
So I was able to instead of graduating early, I worked half days. My senior year started working at 16, and then worked half days, my senior year, and I saw At 16, I was cleaning shelves after 6 months I was selling and started making really good money in the middle of high school. And so that just Kinda clint just like this money thing I can solve. I bought my first car, finance, I paid for it. My agent had to co sign, but while I was in high school.
I'm I'm making car payments and stuff like that. And so just realizing how much of a struggle it had to be or Chaz I've gotten older, how much of a struggle I had to be from my parents to coordinate makes things work and and living that paycheck to paycheck. It just was I was like, I don't want myself and my family. I I don't wanna go through that. Like, I I need to go to the next level.
I need to figure out what it is to unlock to make sure that If we wanna go on a vacation or if we wanna go out to a nice dinner or anything like that, we can do that. So that's that's really the main motivation I think that it all boils down to. Yeah. There's a lot going on there. A similar story to myself, but I'm sure similar to many people that are listening. And it's one of, like, hey. I didn't have the opportunity, but that doesn't mean that I can't create the opportunity.
Why do you think I mean, all of that makes sense. Like, I think our stories actually parallel. Pretty scarily similar. But there's there's like an underneath emotion to that. Chaz is that for you? Like, what's what's the chip been on your shoulder? Because you figure out the money game and and realizing that you have the power to to take care of it is one thing. But what's the what was the emotion underneath that that you're feeling?
To me, to keep going, it's it's like a game, but it it's like that I I put baseball growing up and I play video games. I did. So it it's a competition thing almost, and and not necessarily. Sometimes it's it's with other people, but just being able to to know that I'm getting better that I'm winning it in one fashion or another. I think really just it's kind of like a fried thing. I feel good. I've been growing up. I kind of I never really fit in in a lot of groups.
Fit. I I got along with a lot of people. I had a lot of acquaintances of I could fit in with any group, but I didn't have a ton of close friends. So it was kind of doing something like this. You know, you're able to stand out did the same thing in in sports and things like that. It was just kind of a way to to feel like you're standing out in a way. You know what I mean? Yeah. Do you feel like that rings true today as an entrepreneur even or as a dad or as a husband now?
Like, all of these things. Like, do you feel like you're still, like, just a little bit different than everybody else? Yeah. Yeah. It's it's it's it's kind of, a motivating factor a little bit, but, I mean, part of my story too is is knowing that I'm I'm not different than anybody. So my parents are both also, alcoholics, and they they've been sober my entire life. Wow. But you know, I stayed away from from drinking and drugs an extremely long time.
But, you know, when I turned 21, I had tried drinking a couple of times in high school, but nothing crazy. Then I turned 21. I was like, well, it's legal. Like, there's nothing wrong. Right. For warning me, like, hey. There you you could get yourself in trouble. It it's not necessarily. They don't know if it's genetic, but it's pretty much a genetic So you need to be careful.
I was like, I'll be fine if I, like, don't worry about it and come to find out from 21 to 25 was, a crazy He crazy time in my life and found out, like, okay. You know what? I can't drink. Oh, and and going through that and then getting sober and then and realizing part of that issue was thinking that I am different. So Yeah. It's kind of a a a balancing act of knowing like, hey. I I am different. Than other people. But at the same time, you know what?
You and me, me and and whoever's listening right now. That we're not different. We're the same thing. There's whatever struggles I'm going through, whatever successes I'm it's all mutual. When when it all comes down to it. Like, you I wanna have Chaz. I feel like myself, so I don't feel so mundane, but I have to taper that down because I don't wanna be so unique that it causes issues. Yeah. Yeah. There's there's a really an interesting conundrum here that you've created, which I love.
It's actually I I was listening to a video from Alex Ramosi, and he was talking about, basically, the three things that that make people successful, and one which is they think that they're better than everybody. Not like that they're better, but that they that they're special. And then the second is that they're not good enough. It's like wait a sec. How is that possible?
And but I think you just actually gave a just a really great description there of there is a little bit of a, like, a a chip on our shoulder or, like, a passion that we have or a uniqueness. Right? Like, no, I'm different. Like, I haven't really been able to ever fit in with people until I found other business owners that are kind of intense and and wanna go after life like I do. Now I fit in, but Outside of that, it was, like, not. Right? Okay. Fine. But then to your point, I'm no different.
Like, someone listening today is like, man, if Jesse can do it, I can do it. Or if Chaz can do it, I can do it. That's like our our main point of the show, but I've had to think that same thing for myself even. Right? Like, I'm looking at guys that are way far beyond me going. They put their pants on the same way. They they've just persisted or done things either longer or better. Or in a in a different format.
So I just need to keep iterating, keep changing, keep persisting, keep going, whatever that looks like, and and then I get there. Right? And so I I actually love that that flip side of the coin. We wanna add anything to that? Anything bubble up for you on that? Well, just kinda like what you were saying with the seeing other people that are are at the next level or or multiple levels above you, it's it that steal like an artist's phrase is always one of the ones that I love.
If there's someone doing something, and they're succeeding at it. There's a blueprint for it. So if if you're able to to figure out what that blueprint is, sometimes it takes a little bit of work. You've you've gotta figure out what they're doing, but but there's a blueprint for everything. It's just like riding a bike. So if you're able to figure that out, if if person a is able to do it, then then we be in person b over here Chaz there's nothing that can stop me from doing that.
We can figure it out. Yeah. Yeah. I think I learned that when I was pretty young in my early twenties, I was in a sales organization and sales manager and was prospecting for my team and trying to find new contacts and new leads for us to call and And I had a pretty good system, and I felt really good about it. We were one of the top teams, and one of those other teams just started crushing it. Like, every week, like, crushing me. Crushing everybody.
And it it obviously didn't take long for me to realize that, obviously, they were doing something different. Right? Okay. Fine. But there was like a, like, an ego there of I didn't wanna ask. Well, at that point, it's not that I didn't I just didn't Chaz was his thing. I didn't wanna steal it. I didn't I it was just his honey pot, if you will, which is fine.
I still believe Chaz, but your point that you just made, I think, is really important Chaz rather than looking at someone who's further down the road and either thinking, oh, it must be it must be nice or they had something give it, like, whatever the negative thought is or even my thought, which was Oh, that's just his thing. And I'll and I, like, that's what we're here for them. And I've gotta go figure out my own way. It's like, no. There's a blueprint.
He's doing something that could probably be duplicated, and I should probably figure out what it is. Or at least what's the process? Maybe that's his maybe he found a lead source. That's really great. Good for him. But I can take the same thought or same mindset and apply it to a different lead source. Right? Is that kinda what you're saying? Yeah. No. Exactly. And and to kinda expound on that too.
It's one of the things I've had to learn in in business and and being sober is it's not knowing the answer and and being able to say, hey. What are you doing to get this result? There it it's not a a weakness. Yeah. In being able to sit down, self reflecting, okay. I'm not necessarily doing bad, but, obviously, I see over here, this is working better. And instead of just going, Wolfe, how the hell am I gonna figure this out?
And then sitting there and spinning your tires and trying to figure it out, being able to just go up and go, Hey, Chaz. I noticed that you're doing this a whole hell of a lot better than me. What are you doing Right. To get And and instead of taking that inside of myself and being like, man, like, I couldn't do it. I had to ask for help. It's like, that's That's normal. Like, that's that's how every Chaz that nothing that anyone says or does or it it's all been done before.
Unless you're you're you're a Jeff Bezos or an Elon Musk, where it's something like that, the 1 out of a 100,000,000,000,000, whatever, it's been done before. So, you know, it's not the person that you're looking at, they want the first one to do it either. They they probably ask for help too because they realize the same thing as, like, hey. If I ask, I can expedite how quickly I can get to where I wanna go. Yeah. Yeah. Yeah. It really is.
It's it's the we're in a car, and the guy won't ask for directions and My wife wants she just wants to get there faster. Yep. And the reality of that moment is that there's a little bit of, like, intrigue to figuring it out to me or maybe maybe you or the listener in that moment when we're a little bit lost. And so I don't think that we're trying to take that away.
That curiousness or, like, the adventure of, like, let's just see where this path takes us because I think that's bread in a winner, or that's that's, like, an ingredient to figuring things out and being unique. But it We're on a timeline here, or if you have a desire to get to a certain location by a specific time or a certain result, why not stop and ask for help? Right? No. It's it's definitely a balanced thing. Blake, we've talked about it.
It's it's you you wanna do it on your own, but at some point, you gotta realize, like, hey. When when do you flip the switch? There's a balance. Like, you wanna be self sufficient, but at the same time, you wanna be effective and efficient no matter what whether you're doing it on your own or if you're asking for help. Yeah. So, Jesse, if you're asking if you were asking me that in in, like, question form, what I would say in response to that would be that it's like both.
Like, you have to be able to go, like, forge the trail, take action, yet also ask for help at the same time. And I think what we're saying that a lot of people do is just forge and take action, thinking that that's the commendable thing. Like, go figure it out first. And then ask for help. But it's it can't be the reverse either. It can't just be like, don't go do anything and just start asking for help, right, because that doesn't that doesn't look good to someone who you're asking help from.
Not you don't have anything going on. Would you agree with that? Yeah. No. Absolutely. But it's kinda the the taking out a horse to water type of thing. If if all you're doing is asking for help and have the power behind it to continue doing it. I can show you, you know, how to build systems and processes, you know, how 3 of the sales team. I can I could show you how to do all of Chaz?
But if you can't then take what I give you and then take it over here and implement with the same type of that's right. You know, power that I had. When I did it, they got the results that I got, You came to me for a reason. You're like, hey. I see you've got this really good sales team. You guys are doing amazing. How did you do it? Well, let me show you. Like, the thing that I can't give to you or to anyone in the audience is the work ethic behind it to, like, push that through.
I can give you all the steps processes, paper, whenever it is, I can give you all of that. But if you don't take the same type of power behind that and be like, hey. I you know what? If Jesse can do it, I can absolutely do it. Let's figure this out. Then you're able to succeed if you're just taking it, expecting it to be some Chaz you're gonna take and, you know, lose £40 and get a sitch package. That stuff doesn't work. You've gotta you've gotta put in the work to get it done.
Yeah. Yeah. I agree with you. What do you think about the, I guess, mentality of someone seeking help? But knowing knowing their level or or knowing, like, where they are in business. And so let me give you let me let me construct this question and let me have you answer it. I'm a $500,000 business. I wanna go to 7 figures. I wanna hit that $1,000,000 mark. And I start sitting down with you and other guys doing 5 to $10,000,000.
And you guys are talking about culture and bringing in a VP of sales and hiring maybe a COO. You know what I mean? Like, some of the higher level buttons that we push. I don't believe that that's helpful for me at 500,000. So if I'm if I'm that person, maybe not necessarily direct advice for the $500,000 person, but what is what would you say to that person who's seeking advice trying to get into maybe what would be the wrong rooms?
I mean, when you're looking at something like that, I mean, there's a reason that those positions or those larger aspects of the business are there. And and so deconstructing that and shrinking it down a little bit as to why why is that needed? It there are these people over here are looking for a VP of sales. Well, why are they looking for a VP of sales? How many sales guys do they have? What is the sales process that he that they're using. What is the VP of sales gonna be doing?
Like, what is the process and what is the VP of sales gonna take over? Am I doing that already as the business owner of this $500,000 business? Am I doing some of this stuff? Maybe if I started, doing some of these things that I'm I didn't even wasn't even aware where things I should be watching. Right. And then start doing it yourself and realizing, oh, I was missing this. I didn't have a procedure for this. The this VP of sales is gonna be running reports on this, this, and this.
I don't even know what those reports are. I need let me go read or ask and figure out what is this Alright. API port? What is this and and figuring it all out and and kinda deconstructing it. Yeah. And going, okay. Well, you know, I'm not at 10,000,000, but, you know, I can still use these same processes because, obviously, if I'm at 500,000,000, I wanna get 10,000,000 at some point. If this guy is using it, I'm gonna have to have it at some point.
So I might as well start addressing it or at least acknowledging it existence now and figuring out where I can fit it in. Yeah. Yeah. I loved actually the way that you broke that down. What I took away from that was your curiosity. You were in, quote, unquote, the wrong room in my example, but you were curious enough to take what you heard, and you didn't just write down. Hire a VP. And then you come back and go, okay. I gotta hire a VP. No. Like, skirt, that was wrong. Right?
Like, the understanding that I'm not at their level, okay. Fine. But how do I approach this? It was curiosity. You said, okay. Well, how do I apply it? What's the process? What are the questions? What are the reports? Like, I just started getting curious or you started getting curious in that example. So what do you think that you've been able to do to have that mindset? Because I think that's that right there. Just being open minded or being, like, hungry for the next, what do I do?
And not just saying, what do I do? But, like, getting in there and being curious and figuring it out. What's that look? Like for some. And something I've Chaz, I mean, honestly, since I was a kid, when I was I was a kid, I took the bar computers at 8 inch. It's just a curiosity of kind of understanding anything.
A lot of times, I'll look at businesses that are are completely they have nothing to do with construction, remodeling anything, looking at coaching groups and ecommerce businesses and and some of these software companies and just kinda seeing how they function, how they operate. It's just especially being in business now and doing this. It's just a curiosity of of humans. I've been a social person since I was in kindergarten. I've always talked to people.
It doesn't matter if I'm at the mall, if I'm on the street, If you're gonna talk, if it's in an elevator, so that curiosity just transferred with me. And so no matter what it is, just looking at it and saying, like, why did they do that? Right. I just was kinda diving deeper and just kinda having that that open mind, not really judging. I may not like a specific product or idea, but instead of going, well, let's see why this isn't good. It's just like, well, what are they doing?
Why are they doing it? That's right. Two amazing questions. I love your approach. Give us a little bit of your background. So before before doing exterior remodeling, what were you doing? How did it lead to this? So, like I said, so who I started working at 16. Was cleaning shelves at a pie end. They sold fireplaces, hot tubs. I was cleaning shelves, stocking shelves, realized quickly that I saw it with the sales people. I was like, they're just talking to people. I was like, I can do this.
So so I convinced the owner Eventually, after about 6 months, I started selling there. Worked there for about 4 years. And I had a lot of sales goals there, but that really just kinda started the I realized all I had to do to make a good amount of money was talk to people. Well, that was yeah. I'm 34 now, so that was that was 16 to 20 or now 16 to 19, I think, that I worked there. And I was making 5, 6, $8000 a month at a high school kid as an eighteen year old.
So that was like and and like I had said earlier, coming from where I I came from and how I grew up, like, that type of money, like, buying a new car. Like, my parents were never able to do. So having all that stuff Chaz, like, k. I'm onto something here, and kinda really stayed in that kind of realm of of people. So cameras, I've done cell phones. I've done Like you said, pops up fireplace.
I've sold a 1,000,000 different things, and then eventually, it kind of all landed to I'd always built up. I just had a base salary type of a thing, and then I'd work commissions on top of that. Right. Being in sales for as long as I knew a lot of people in car sales and doing other things where it was a 100% commission. So I thought I was like, well, what does that look like? And and so I just started researching. And kind of was more intrigued with home services.
But it's just like cars, but selling cars just didn't really I didn't want to be that used car salesperson Sure. On quote. Yeah. Just I didn't really grab my attention. And so I was looking into home services. The my business partner now, actually, with the business we're in. He's been in it forever. And so I'd known him for quite a Wolfe. And so I asked Tim, how do you get into the home services? How do you get into in home sales? He so he gave me a couple of pointers. I just went online.
It was applying to places, found a place to hire me. Got the interview, got hired on, started selling there. I sold a $125,000, and I I'm $25 in sales in the 1st 2 weeks. Which is it? They probably liked you on that. Oh, yeah. Yeah. And that was and been in sales was good money. And so but that's $12 in 2 weeks. That's 10% operation while I was making. And I was like, Holy crap. Like, this is this is a different level, and it was it was a bit of a jump. I'd always Chaz, like, a base.
So going in, it's like, you don't have that. You've got no safety cushion. You've just gotta either show up or show out. Like, it's one or the other. And and so I didn't give myself the option. So I actually only sold for about 6, 7 months. The owner of that business realized, obviously, I was able to sell, but I was able to put the jobs together really well. I was organized. There wasn't things missing. So he was like, hey. Why don't you come in and help me in the office?
When I came on, I was the first I was the first salesperson that they had hired on other than the sales manager. Yeah. And so they were kind of expanding. So he's like, hey. Why don't you come to the office and help me put these things together? And he he was running the business out of a notebook. Literally paper and pen. And and doing all Chaz. So being, like I said, I've been taking computers apart since I was, like, six years old. So I know technology. So I was like, hey.
There's some better ways that we can do this. Yeah. Fast forward implemented a whole bunch of different systems, processes, programs, and things like that to keep everything streamlined. And then went from when I got hired on, we are doing about 3,000,000 a year in sales. And then I was there for three and a half Years. When I left, it was about $18,000,000 a year 12. Company. When there was There was just some some differences between myself.
My business partner actually ended up working there as well. If he was running sales, I was running operations, and there was just some some differences on how me and him wanted to run things versus how the owner was doing things and we were involved there. I learned all Chaz everything I needed to know business wise. And it was just kinda that next jump betting on yourself. It's like, hey. You know what? We we know everything that we need to do.
We can do this without any any handcuffs, any any overs. We can do it the way that we wanna do it. And so Right. We made that jump and we had the blueprint. Like, we were talking about before. We we went from 3,000,000 to 18,000,000. It's like we had the blueprint. We knew the things that we needed to do to put place. And so it's like, why not do it for ourselves instead of somebody else?
And so we've made that jump and and We're a year and a half into the new business now, but, you know, we're just shy of 5,000,000 last year. We'll probably do 68, maybe even 10 this year. Wow. 6, 8, 10. Like, that's a that's a that's a wide range there. Yeah. What do you think at at your point? Because, I mean, with I don't know if the listener just caught on what you just said. 18 months in, 5,000,000 in the 1st year.
6, maybe 8, maybe 10. That's a that's that's a lot of growth happening very quick, and that's probably why you don't have the exact number because it might end up in a lot of different places. What what's the biggest variable for you in that? You have the blueprint. Hey, Charles Wolf here.
As many of you know, I have been on an absolute mission to help entrepreneurs from all across the country in many different industries, level up their game and grow their business, and intentionally connect with other entrepreneurs. We do that obviously through the podcast, but We also have a peer to peer mastermind group specifically for 7 to 9 figure business owners.
We are bringing some of the best and most successful entrepreneurs and minds together in a regular and a super intentional way to not only grow our network, but to be able to leverage And at a certain point in business, success becomes about leverage, leveraging time, leveraging resources, leveraging key relationships, This is exactly what we're doing inside of the peer to peer mastermind group called Gathering the Kings, specifically for 7
to 9 figure business owners, So if that's you, if you're ready to level up your 7 to 9 figure business, even to the next level and get around other big hitters just like you, want you to go to gathering the kings dot com, flood a short application, and, it'll come to an application, call with me and I wanna chat with you to see if it might be a good fit. Talk soon. I know that you're following, obviously, a map. You're you're doing it. You're literally repeating it.
But with that wide range, what's the difference between ending at 6 or ending at 10 this year for you guys? A couple of different things. I mean, one is just the the influx of being able to continue ramping up the inflow of leads and and the incoming business. If if we're say at 5,000,000 a year, we were getting 8 leads a day in order to get ideally, you're just thinking if you wanna get to 10, then we gotta double that. We gotta get to 16. So how are we how are we getting there?
And then number 2 is the consistency. That's our pace would have been from the get go. It was 10,000,000, but market things change. Things are different. The the beginning of the year didn't didn't pan out, you know, with the way our economy was and the way things were kinda set up, it didn't go ideally. And so we built up to it. So it's it's just consistency on on now. We've got this new plan. If we're sticking to this new plan, it stays in the same trajectory of what we're doing.
We know where we're gonna land. Yeah. What do you think has been the the greatest single decision that you've made in the last 18 months. I mean, jeez, you're talking about 5,000,000 and then jumping to 10,000,000 was the plan. I mean, most people just to do 10,000,000 at some point in the distant future would be a dream. And you're talking about doing it in in year 2. What What's been the single most good decision that you can nail down to what's led you to success you've had so far?
Single most I think just just having that that goal. I mean, that that's been the the goal from the start and and Just thinking bigger from the beginning. Yeah. I think we had a a a little bit of an advantage. We came from scaling from 3 to 18,000,000, so we already knew what as possible and that doing it, it it's not a a I think it can be done. We were doing it.
We were just doing it for somebody else, so just knowing that that growth and that possibility is there and just setting, I mean, the the the goal was 10,000,000. But, I mean, even the 1st year, that was still the We knew that that wasn't gonna be attainable with not having a fully staffed up sales staff, but the goal was still 10,000,000. So that everything was being built on that bigger idea. We it's 10, 20, 30,000,000. We know what's possible in our market and what we're capable of handling.
And so kind of for the audience, maybe you don't have the advantage of where we came from we were already doing AT and L. We just for this company, now we opened up our own, it's it's still the concept of just having that idea that is just a step above. So whatever your goal might be, I'm not gonna discredit that goal. That's a great goal, but but maybe what would be the next step or even a step above that? Like, where where is that?
You have to have that at least somewhere in your mind because That's right. If you if you get to this goal here and you haven't been thinking, then the next thing you know, you're like, okay. I made it. But you didn't. And then you become stagnant and and in business, if you if you're not moving in an upward direction, you're you're heading backwards. You you're not doing the right thing and being able to kinda make sure you're looking a couple of steps ahead. You gotta have those bigger boards.
Right. Let's flip the coin. I love the bigger think. I think that a lot of people overthink and have small goals. And even myself, I there's been moments where I've thought really big and been like, yeah. But and then you lower it. Right? That's pretty natural, actually. And so it's it's tough in those moments to press into, now I can do it.
To your point, you kinda saw how it happened before, so you had a greater belief that it could happen for you because you were doing it already, like you said, so raising the belief. Flipping the coin, uh-uh, I wanna I wanna hear the bad decision. So something that you've done, I don't know if you can actually be able to articulate something because it seems like it's gone pretty Wolfe.
But something inside of the last 18 months or maybe even before the other company, what's been like, oh, never do this. Well, I mean, the biggest mistake is and and this is just it's Happened more than what's just the life thing it's it's. When you when you've learned something and you know that it's not going to work, Don't do it again. You've already tested this theory out. Right. Back in, it was in October. It was October or November of last year. Leads were dying down a little bit.
We didn't know what we were gonna do, so we were gonna ramp up some of these roofing leads that we knew we could get. But We knew from previous experience from working in this industry for 4 or 5 years that those leaves don't really pan We didn't do a good job oversight. We didn't we already knew going in. It wasn't gonna be a great idea, but we didn't really keep an eye on it.
We just kinda let it run, and and we spent probably four times the amount on marketing that we should have and put ourselves in a bit of a Wolfe. And it was we we knew better. See, after it was all said and done and the dust settled, it's like, it wasn't a surprise. We didn't have to dig and go, what did we mess up? We knew what we messed up. We we knew going in it was gonna be messed up, but we're like, no. For whatever reason, this time is gonna be different.
When you've gone through something, and and you know what the outcome is, learn from your mistakes. You don't if you, like, don't repeat them. Yeah. There's another way to do it. You don't run it keep beating a dead horse. You you try it. And if nothing wrong, if something doesn't work. There's just another way. Yeah. Yeah. It's a it's a very optimistic approach.
I was listening to Jordan Peterson a couple days ago when I was working out part of a little motivation thing that plays on YouTube, but he said that there's a form of self sabotage that almost everybody does, but that it's a little bit, like, secretive. Like, it's not like super obvious, I guess, although his point is that it's fairly obvious. He was saying there are things that you do. Hey. That you shouldn't. And then that was it. Like, that was the end of the sentence.
And to your point, it's like, okay. Well, we knew better. Gosh. Dang it. Why did we do that? And I think if the listener is honest, I know if I'm honest, I can look back and I can go, okay. Well, yeah, there's been several things I've either done or decided on or whatever.
It is a form of self sabotage, whether it's because we are just not using the brain power to come up with a new solution or We are being lazy and wanna just try it to see if it'll work again just because we don't have any other options. There's a lot of potentials of why we do that or eat that type of food or not work out or not make sales. Whatever the thing is that you should be doing, that you're not, or the thing that you are doing, that you shouldn't Right? Yep. No. Absolutely.
It's it's in life, my sobriety, and everything. I've learned a lot of things. I know the right way I'm supposed to do certain things, but I don't know. I guess I talk to a lot of successful people. Think it's just a human nature thing sometimes. You just go into a situation. This is not what I'm supposed to be doing right now. You're telling yourself that in your head as you're doing it. And then the result happens exactly like you thought it was, which was not the result you wanted.
And you're like, how did I end up here? Then you're like, well, I know how I ended up here. Yeah. Yeah. It just happens. Yeah. It's real. It's very real. Well, I I can obviously see that you haven't played that played that out too many times because of your extremely fast growth, but I Chaz see how over the course of time you've been able to stack wins in that way. And also the times that where we where we fail and lose and and repeat those those dumb things, Their opportunities for us to learn.
It's just a repeated opportunity that you could you could have already learned it. Yeah. No. Absolutely. Get rid of those things as we as we move across. Okay. I wanna go tactical on you here. What's the KPI that you're tracking right now? The most important thing, the one thing that you'd pick. KPI that we're tracking the most right now. Well, it's a 5050 right now because we're ramping up where we're getting and how many leads we're getting.
So the the one is just the amount of lead flow and and what leads are booking from what sources. Sure. And then the closure associated with the Which one? Chaz we with each one. So it it's kind of both, but it it's mainly based on the lead sources because we're we're dialing in where the good leads are coming from, where to allocate more money to on on what we wanna ramp up and what we wanna use more of to be able to keep growing at this exponential growth that we want to.
Yeah. I wanna point out something to the listener just real quick because Chaz it thank you for sharing that. It's it makes sense. It's not necessarily growth and profitability, although those things are attached to that, what you gave was, at some point, the business owner And typically, what I found is is that this 1 to $3,000,000 mark, where they make the transition from technician to owner, and then there's another level owner to, like, expert marketer.
And it's like, expert marketer is actually above owner. Because owner is operations and it's systems and it's SOPs. All that's just very fine. But marketing is like this ever creative thing that changes and flows lead generation is what you called it, but it's like this. We have to figure out all these unique ways to get people interested in us. Or to tell the world about us or our services. And so that could be being on a podcast. That could be buying leads from a source.
That could be your website. That could be trade shows. I mean, there's just so many different creative and unique ways to to generate leads. And so I just appreciate your honesty there of like, hey. Well, in order to increase the business, We have to increase leads. Like, that's kind of the math equation. Right? No. Absolutely. When I and I work and talk to a lot of smaller local contractors here.
And one of the things when we set this up is A lot of the other stuff Chaz far as the the pricing and the profitability and the margins, we sent those numbers up said be able to we keep track of them, and and we know where we're at, but we don't have to go through it with such a fine tooth comb because we have it built to where there's a little bit of of leeway.
There's some fluff in there to where It doesn't have to be a fine tooth comb that we're going through that so we can focus our efforts on the growth. Because if I have to sit there, hours a day coming through every job. We got 30 jobs going on right now. And so if I had to go through each one and and make sure Are we to the penny on budget this job and then this job and then this job. I'm not gonna have time to go through 30, 20, 30 job. I don't have time to look in 5.
Which doesn't give me the ability to put any time. And even doing those 5, I don't have time to then go over here and go, what can I do to expand? I'm wasting all my time over here. So we preemptively set up everything before it's like, k. We can track this. We know where we should be. We can quickly track to make sure nothing is catastrophically messed up that's gonna hurt us, but we'll have to go through with the fine tooth comb.
So our our main focus can be over here on getting more leads and then training more salespeople and then growing instead of trying to perfect something so So small, it it you were able to kind of focus on on the growth and then kinda just keep everything fluid if that makes sense. Yeah. I love it. What what business resource would you recommend for the listener? Maybe a book, maybe a podcast, something that you've gotten some great nuggets from.
Boy, you talked about Alex Ramosi, the his book, it it can be I mean, even in I went in a little bit, honestly. Like, I don't know. How's this gonna help me? Because a lot of he didn't use gym watch. It's online. I didn't see commerce. I'm like, how's this gonna Help me. I'm in home sales. I'm selling roofing and siding. And, like, how is this gonna help? You know, me. I'm not building an offer for someone to click a button and buy. They're online. They're clicking to set an appointment.
I was like, how's this gonna help me? But there's if you go into it, after I started reading it opened up my mind, I'm like, hey. Well, instead of trying to judge this book, like, Chaz I take these principles? The the principles are are wide ranging. That's right. Not even just in business, just on how you're able to offer yourself up. To other people to help to add value to do whatever. And then there's just a lot that you can add there.
Yeah. And so that that's Probably the best book I've probably read in the last couple of years, at least. Yeah. Yeah. And that's funny how that works. How we walk in thinking that it's it's not gonna be good for us at all, but it ends up being the best book you've read in the last couple of years. Yeah. Nope. That's that's just how it works. Yeah. There's a lot of value in that book. Actually, his value equation is is genius. And so I love I love going back to that.
In fact, I'm in the midst of building a new offer. We're launching what's called Gathering the Kings University. And so I'm in the process of working through that book. We've got all the everything set up, but we're trying to figure out what the actual offer is. And so pretty exciting to to have a road map, to have a blueprint, to your point. Exactly. From a guy like that. Okay. I had a question for you about family.
Before we were hit the record button, I was telling you we just got back from Bermuda and doing the family mastermind thing and marriage and parenting and work life obsession is is is the phrase that I use. I wanna know you've clearly have an addictive personality as most entrepreneurs do. And so you've just found now the things to be addicted with. Or obsessed with. Business building teams. That's how you've been successful in your business. Cool. How have you done that?
In other areas of your life, your marriage, your kids, that stuff like that. Beatty. It all kinda happens the same way, but it's it's just You you find something that you enjoy, and then you just figure out more ways in different ways that you you can enjoy it. And and my my wife and I just got married a couple of months ago, but we've known each other. We Been together now for almost 4 years. Though we've known each other for a while longer than that, and it's It's just it grows.
So when you you find something that you like and enjoy, you just figure out more ways, different ways, to to enjoy it. What's kind of the it's it's the opposite. What I'm able to do with my relationship with my wife, family, businesses, is find new ways to to love or enjoy it, and it continues to grow, which is the opposite of where I came from with my addictive personality with drinking and relatives that that there was less and less ways that I could figure out ways to enjoy it.
The more I did that stuff, the the the Wolfe things got. It was it was a negative. The more I dove into it, the further down in the negative, I went Yeah. With these things. These are positive things in my life. Right. The the business is good. Family is good. Kids are amazing. Like so being able to figure out more ways to appreciate my wife and love her. Things get better. Yeah. When I when I focus and I and I I figure out more ways to do things in business, the business rose.
Wolfe, when when my wife and I are planning things, we're going to Disneyland here and we leave. We're we're driving. And so we we leave Thursday morning. We're driving down to Disneyland. So, finally, so that's gonna be Good luck. I know. It'll be it'll be a trip. But Yeah. Good batter and different. Yeah. We It'll be an experience. We've got a 7, a 10, and a 13. Oh, he'll be fourteen year old this year.
Yeah. So is it gonna be we wanna throw them out of the car every once in a while on the chair? Absolutely. Probably. Yes. But when everything is all said and done, the it it's that's a memory that you you you can't replace on it. And and and it's it it's not going to be a negative you just figure out more ways to pour in and figure out, Kayla, I really enjoy this. 1 or more ways I can enjoy this. What's what's more joy that I can get out of this? How can I do that?
And just Yeah. It just you just keep doing it. Yeah. Yeah. It's it what you gave us is just really, really simple. I don't want the listener to overlook the simplicity of finding something that you enjoy, and going all in is what I'm hearing Jesse say. And also the distinction here between the negative things of life and then the positive things. And that's really what work life obsession Chaz this phrase that I use is all about.
It's Look. The reality of it is is that your superpower is to be able to go all in a 100%. Most entrepreneurs have this. Whether that's used for drugs, alcohol, or whether that's used for business and family, it's the same skill set. It's the same superpower. And so you've just directed your energy towards the positive things, as you've said, and you've gone all in. And repeatedly, Not just once, but now I wanna find new ways to be enjoying. Now I wanna find new creative fun things to do.
Maybe it's Disneyland. Hey. You know what? We're not gonna fly even though we can't. We're gonna drive just to See what that's like. All of those things are creative members, and maybe you never do that again. Who knows? That's regardless of the point. The point is that you're exploring and you're obsessing over. Let's just try this. Let's do that. Let's have fun, which is actually what I've heard you say this entire podcast about the business. So I appreciate that.
I got one last question here for you, Jesse. If you had the opportunity, reach back into time, speak directly to the younger, Jesse.
What would you tell It's funny you just wet down the the the the all in tangent right before this because I the the biggest thing that that I think it had held me back and where I saw exponential growth was when I just made the decision to to bet on myself when when I was younger, I have the the base salary that I had the cushion with the KMC, but I can make it a little bit more.
I still had some extra earning potential, but if if I was to talk to my yourself, it's like, do you have the potential to do whatever it is that your thinking, you just have to jump in. Gotta take the dive and just jump on in, take it on, and and figure it out from there. Like, the they're never gonna know anything fully getting into it. But but holding yourself back, trying to go, well, should I do it now? Should I wait 6 months? Should I Right.
Just do it because the sooner you're able to jump in and do it, the quicker you're able to reap the rewards and and and investing in myself and and all Chaz thing. I'm my best asset. My 4 more than myself, unable to get more for my family, the business is gonna do better. My life is gonna do better. So all of that stuff, if I'm foreign to myself and make myself better and I I I've been on myself, I know that I'm gonna make sure that everything is handled, but then the house is handled.
The family is handled. The kids, the wife. Everything is good. Because I know That's that's who I am. Right. And so if if I'm gonna bet on anybody, no offense to you, Chaz, but I'm not gonna be like, hey. I'm gonna bet on Chaz to figure this out. No. That's not what I'm gonna do. I'm gonna I'm gonna figure this out. And so to do that in every aspect of my life, the sooner I could have done that, I'd be Chaz much more further along than I am now. Yeah. Appreciate the honesty there.
I think that's that's a decision. We kinda hinted at it a few minutes ago. It's the decision that we have to make repeatedly because Chaz soon as you jumped in, I'm sure that there were moments where you're like, what did I do? You may have had one this morning, potentially, because that's kinda how it rolls, but there's always the opportunity to to re go all in or to re any up. How Chaz the listener find you, Jesse?
If if they're in your area, first off, tell us where you're located, the services areas that you got, maybe give us a rundown of your services again. And or if they're an entrepreneur and they wanna reach out and get to know you a little bit, how can I find you? Yeah. So business wise, so we're Washington State we're on the western side.
So with most of Western Washington, so greater Seattle area, for the most part, there there's not much If you're from the areas from about Everett down to Shahelas, that's kind of our area that we cover. Siding roofy windows decks is our main focus pretty much any any large scale projects on the outside of the house, though, we can help with. Websites, hhsremodel.com. And personally, if you're trying to reach out, Facebook's just Jesse Boggs.
I got a boom check mark, so I don't think there's any things with me yet out there, but I got a I had a few 1000 followers on Facebook, so I'm sure it'll happen at some point here. And then it's just Jay Boggs official for anything else. Instagram's really the only one that I'm kind of on, but I I don't think that's much. I'm I'm mainly a Facebook person. I I use Instagram for my motivational inspiration, following people that are are ahead of me. Doing the thing. Doing the thing.
And so that's where I'd grab my motivation with a kid. They can do it. I can do it. Well, that's fine. Well, you've been that person. I'm sure to many people here today. And even for people listening that are further, down the road. I know if they're listening today, they have an appreciation for everything that you've accomplished in such a short time, but really your story has been building. It's kinda like that success poster behind you.
A lot of work that's been happening for years years years and years and then poops out the skyrocket of of growth. So Thank you for being here. And not only just your expertise and just your honesty has been appreciated, but, dude, I'm excited. You're on, like, a rocket, and I'm just like, wanna latch on a little bit so I'll see if I can get some of the heat, man. I appreciate you. Wishing nothing but blessing to you and your family and your team for all you have going on in 2023.
Thanks for being here. Thanks, Jazz. Appreciate being here. Thank you for listening to gathering the Kings today. I hope that you were able to pull out a few nuggets to go apply into your business right away. More importantly, though, I hope that you're realizing that it takes more to be successful than just being by yourself doing it all on your own. Carrying the weight all by yourself.
What I have realized, not only in my own journey from multiple businesses and multiple different industries and now interviewing over 2 or 300 other very successful 7, 8, and 9 figure business owners is that it's tough to do it alone. And so gathering the Kings exists to bring together successful entrepreneurs. In fact, we are putting together 1000 Kings specifically who are grateful, but not done.
We're intentionally assembling kings who fight tooth and nail for their business, family communities, and here's what we believe, that in the pursuit of excellence in those areas, that it ignites within us the responsibility to govern power and forge a lasting legacy. So if that relates and and resonates with you and you know that you need people around you, sharp qualified other very successful business owners. I want you to go to gatheringthekings.com.
I want you to take a look at what we're doing and see if it makes sense for you to be part of our pursuit to 1000 kings. Talk soon.