On today's episode of gathering the Kings. So you gotta make sure that you have the right attitude no matter what, wake up, you get a phone call, You can't let that ruin your day. You gotta change it, flip it. Nobody's gonna see you. You know, nobody's gonna see you hurting. Nobody's gonna see you tired. Nobody's gonna see you this. You know, nobody's gonna see what you go to, so you have to have that right attitude and make sure you make the best of it.
You are listening to Gathering the Kings with Chaz Wolfe. Featuring fellow 78 and even 9 figure business owners who have real battle scars from business and life, but have prevailed as the king that they are designed to be. We welcome high performing entrepreneurs to the stage in order to reveal the reel of the reel. On what it takes to build a successful business today.
We dissect the good and bad decisions they've made along the way Chaz give a true and accurate picture of the journey of assess and how you too can get there. Through this dialogue, you will learn the value of growing your network and surrounding yourself with power players and kings like today's guest. Grab your pen and notebook because we're about to dive in. Hey, everybody. Chaz Wolf. I'm back to you this week.
My guest Kenneth Price comes from the restaurant space, but that is not where he Chaz, landed fully. He's actually crossed over in to the trade space now. And I want you to hear his mindset around doing millions in the business and starting a brand new business from scratch and how he has gone about that. I think that there's a ton of nuggets in here and another young guy that I brought to you that is just figuring things out, had a large amount of success along the way.
But before that, he is super detailed in just the grit that it takes or that it took him to get to the place that he finally struck gold and started getting some success. So I can't wait for you to hear this one. Grab that pen and paper. Here it comes. Alright, everybody. Chaz Wolfe, I'm your host, gathering the Kings, and we're back. Got Kenneth Price on the stage today, dude. Welcome to the show, man. How are you? Good. Good. Good. Awesome, man.
And we've ever been been excited for this for the past few weeks since I heard from you. Yeah. Man. You know, I've been anxious and and couldn't couldn't, couldn't wait for it to come. So now it's here. I'm excited to have your have your story, you know, your young guy, And you and you've had success in a couple of different industries, and so I'm excited to to draw upon your experiences.
But first, for the listener, of tell them what kind of business is that you have right now and and where you're headed? I own some restaurants, pizza, restaurants, bought pizza guys. I own HVAC company. You know, we're we're headed I mean, we're growing right now. Kind of the restaurant, I'm I'm kinda keeping stable, but the HVAC is kinda where I'm putting all my might too and my focus on because we're expanding into California and growing into California now. So That's exciting.
So multiple industries, and so we'll have lots to talk about as far as, like, your your growth and how you got there. But for for the purposes of of right now, I mean, you were already a 7 figure business owner, quote, unquote, as we like to say here in Gathering of the Kings, before you start your HVAC company. So tell me, like, what motivates you at this point to keep pushing?
Like, why not just hang on to the restaurants, be a top performer, why press into a brand new industry, brand new business all over again? It was when you first started, you know, you you you think of things a certain way, and then as you get into it, your thought process changes, you know, the levels to it changes. So, I mean, it's just, you know, life is so much better. You know? You have companies running.
When you're bigger in a company, it's the bigger your company is, the easier it is to to manage, the easier it is to handle, you know, when your employees are making, you know, $15 an hour, you know, starting wage, versus in the bigger fields, you know, we have employees making a 150,000 a year. Right? That's, you know, it's easier to those people They work, you know, especially those guys making a 150,000, they work, and it makes it so much easier. You know?
Yeah. It's, I mean, just from a from a labor perspective, that's a huge part of, a building a business, but then even just as you're breaking down just the different, industries that you're in and and, you know, restaurants and franchises like you, you and I are both in. And then, of course, service Wolfe, like, you it's just a totally different animal. So definitely wanna pick your brain at some of that.
But what I'm hearing you say is that you're just not you're not quite satisfied that you want more. Yeah. Absolutely. I you know, I'm on another another house on the beach, a couple more vacations. You know? I know that's that's What do you think that stems from for you? Like, was that Was that did that come from, like, your parents showing you that you could always get more, or did that come from a different place in your way you're raised? Like, what? Where's the company?
Necessarily, you know, I grew up pretty much raised raised myself, you know, brothers and sisters around, you know, you know, didn't have a dad. You know, so I grew up from from nothing in a small town in in Guam. You know, so we, you know, same thing. It was it was a hard life. You know, are we gonna need? Power's gonna be on this month. It's not gonna be on next month, you know, living a tent for 2 years on the Thorn blew our house down. You know?
Oh. Yeah. So, you know, I grew up in a real tough life, you know, you know, and I think the great thing about it was, you know, there was no electronics. We didn't own any Wolfe on the entire time. We had bikes. We had trees. We had rocks. We had all kinds of stuff that that we played with. You know? Chaz kind of, you know, helped develop who I am today. Of course. Yeah. So that was that was a big thing on it.
No real influence till later in life to the, you know, meeting some people that are, you know, that that that were in my position when I wasn't nobody before. You know? And I Yeah. So tell I mean, talk talk about that. Like, I mean, obviously, I'm sitting over here curious. Like, how do you go from, living in a Kent and Guam with wondering whether there's gonna be power or food to multiple seven figures in a biz in multiple industries.
Like, and you're a young guy, like, and you and you say, I want more. You know, like, there's Chaz obviously worlds apart from each other. Give us just a little bit of a snapshot of, like, how how did you get introduced to business? Like, why are you an entrepreneur today? When I first came out to America, it was I came at 18. You know, parents sent me out here with kinda just whatever money else they had left to send me out here to, you know, play some sports and go to school.
Wow. You know, it was it was Was that like a lifelong dream of theirs to, like, let's let's get let's muster up enough energy and money to get to get our son to go to the United States. Yeah. Well, it was it was something, you know, I, you know, my stepdad at the time when he came to our life about 16, 17, you know, he was it was a good choice for us, But it was I wanted to come out and actually spend time with my brother. So I never really, you know, I haven't seen my brother in 10, 12 years.
And I always looked up to him. You know, he was out here doing live, great guy. You know, and Mike was, you know, he was an awesome person. So I wanted to spend time with him, and then, he actually worked at a pizza place. So I I hopped on I hopped on. I worked on the pizza place. Started doing flyers, door hangers, because I didn't have a car, stayed with him and his girlfriend in his girlfriend's parents' house. Wow. You know?
So and then, you know, started doing flies during Chaz in a car, just kept looking at everybody. And the whole time I was here, I I I was I felt different. You know? I just it's like, I was thinking different when I would talk to people, think I was crazy. They wouldn't understand me. And, you know, so it it was it was a really tough try to to fit in. I tried my best to fit in, but, you know, then you know, I go down. You start making up some lies and fit in, and it didn't feel right.
You know, I started wanting to fit in and all these things trying to paint a picture of who I am and It wasn't really who I am. So kinda over the years after I I started working with pizza guys. The owner, who actually is one of my best friends now, I saw his lifestyle. You know, he pulled up in a forest. He You know, he has different cars. He's great guy, humble, takes vacations, a family man, go pick up his daughter and go get ice cream after school. I was like, That seems like a life.
I want that. Yeah. I want that. So from that point, that's kinda where, you know, it took off and saying, okay. Hey. I can do this. You know, if if he can do it off a pizza, I can do it off a pizza. So Why do you think in that moment? Because I I that moment that you described, I know we've all felt it.
And I've and I've probably had employees feel that, you know, about me Wolfe not well, I mean, I'd hope all those things, those attributes that you said, but as at least as far as, like, maybe I want that lifestyle or, like, man, how do you like, he's the owner, like, oh, the owner. They have so much, you know, whatever. Whatever that thought is, right, that that trickles. But I guess what I'm trying to say is that in that moment, how do you because you have two ways.
You can either think, oh, that's, like, that's his. And I I I'm not worthy of that or I'm not good enough or it's unfair that he has that and I don't. But then the other way is where you went, which was I see that. I want Chaz. And so I need to emulate that. I need to do what he does. What like, why do you think you were on that side of the train track of let me go do what he's done. Yeah. I I think it's more about attitude.
Attitude is is the biggest thing you can have as a person because just like you you stated, Simple. You can look at it this way. You can look at it this way. You know, you tell me something. I can take it like this. You know, I can take it, you know, give me criticism. I can take it in a bad way and say, you're me or I can take in a good way and say, well, you know what, Chaz? I'm gonna learn from it, and I guarantee I'm not gonna make that mistake again, and I'm gonna be better. You know?
And and and being able to have the right attitude is really is really a, you know, part of something that you need to kinda be in the entrepreneurial world. That's for sure. You gotta wake up in the morning. Everybody's coming after you. Employees coming after you, you know, everything. That you gotta make sure that you have the right attitude no matter what, wake up, you get a phone call, and you can't let that ruin your day. You gotta change it, flip it, and nobody's gonna see you.
Know, nobody's gonna see you hurting. Nobody's gonna see you tired. Nobody's gonna see you this. You know? Nobody's gonna see what you go through, so you have to have that right attitude and make sure you make the best of it. Yeah, man. I think that, you know, the perspective that you're giving is that perspective is everything. Right? Like, the attitude or perspective that you have on any sort of, given situation is is gonna make her break what happens next.
And so for you, what happens next is you said it doesn't matter that I'm from another country. It doesn't matter that I didn't have a dad. It doesn't matter that I don't have any training. It doesn't matter that I don't have a Porsche now. Doesn't matter that I'm I don't even have a home. I'm living with my brother in his girlfriend's parents house. Like, all of these things don't matter. I'm I want what you want. And so what'd you do? Like, did you just get in his back pocket?
Did you go get a loan? Like, your first restaurant, like, tell us the story. So so I I got into door hangers, and then, from door hangers, you know, I started work I started work from did a little bit door hangers, half honestly, half not honestly, you know, But, you know, the half that I did kinda came back. So he saw Chaz. You know? So I started doing more, like, started working inside the store, saved up, bought a car, became a driver, did flyers driver. It's all that, hey.
I can make some money out of it. You know, started working, like, Man, a 100 hours, 120 hours every 2 weeks, 130 hours every 2 weeks. I was like, man, I can do something with this. You know, I I can keep going. Everybody else wants to call off work and not close and not do this, I'm here. I'll do it. So I started working 7 days a week, started making money, And then, became a manager, like, 6 months, and then, you know, became a manager, a store manager in, like, a year.
And then from there, he just I guess he he he saw potential. He actually took the time to actually train me and teach me. So Yeah. We went into a he had a store that was failing. He put me in the store. They said, just do Chaz I say. And and we'll we'll we'll both do good, right, both come out of it. And and I fell. I film, and I failed for the reason. But give me explain it first before I actually say it. So, you know, he said Listen to me and do, as I say, it will be good. I went in thinking.
I was a hotshot. I knew it. I knew it all. I got this. He let me go for about a year. I would lose 6000, 7000. Like, 10 grand sometimes. 2 grand. Like, you know, so A lot of trust. Yeah. So and he would just let me run it and run it. He would be there all the time training me, training me, training me, training me, Then one day, you know, I finally told him I was like, hey. What do I gotta do? He goes, are you ready? I said, yeah. He goes, shut up and listen. Yeah. And just do.
That's what he told me. Yeah. He goes, are you ready to shut up, listen, and do? I said, yes. He says, okay. Do this, this, and this. Go out. What I don't hang out is do this, this, and this. I did exactly, as you said, in 3 months, we started making money. Wow. Yeah. And then from there, we, you know, we kept growing the store. We hit records in in the entire corporations. We were number 1 for, like, two and a half, three years straight, you know, breaking breaking records of nonstop.
And then after about 2 years or so, he had another store that was failing. And, So we went out there. We started running a little bit. Got to hang a bit a little bit. It was, you know, it was a tough location, you know, a very tough location. We made a deal. My rent at the time was $1800. That was my rent. You know, and my wife and my my 2 kids. And or actually one kid at the time and $1800 run. And, he get he said, okay. I'm gonna give you $25100 a month. That's all you're gonna get.
But you're gonna get 50%. Oh. And I'm thinking in my head, I'm like, I can't even pay my rent. I can't pay my kids. You know what I mean? I can't do this. You know, I literally. So You know, we started with I took the deal because I believed in him. I, you know, I believed in him that he would always, you know, be there. Right? That was the that was the determining factor for you. Like, Chaz was. Because I'm so scared. I wanna take care of my family, but I'll do it anyway because I trust.
I trust to you. Yeah. So I I trusted him, but you know, throughout the years, I've always talked to him about business. I always talked to him about, you know, growth and everything and and and success. And, you know, so at at that point, I did it. We were failing about 6 months, 7 months, store wouldn't turn around. You know, it's just the location. At this point, everything we were doing, we're doing, we're doing right. We're running. I mean, you're talking 12% labor at the time.
That's, you know, I mean, like, in insane. You know? We we I was running day in night, day night, me, I even have my wife inside the store, you know, you know, sleeping. So at we at the point, we couldn't keep up with our bills because we're only making 25100. So we lost our house. We lost our car. Went down to one cell phone, and we started sleeping in the store for about a year.
And then we, you know, we stayed in the store, and, that's where we just we, me and my wife, we knew we we knew we had do it. You know, there there was just no question. We just did it every day and night, and at a certain point, it got pretty tiring for her. So My brother-in-law, her oldest brother, took us in. We were fortunate enough, you know, and no questions asked, took us in fed us. We couldn't we couldn't buy milk for our kids. Chaz buy diapers for our kids.
So Wow. His brother, her brothers actually took care of us and bought Chaz, you know, And, I lost my car. So her her youngest brother actually loaned me his car, and he had the final ride to work so I could go and do it. So we had a lot of, like, people that were kinda, like, supporting us in between that, you know, when we fell. And then probably about 6 months after that, all of that happened, store. Like, I was ready to quit.
I was, you know, my wife's like, oh, I'm stuck in there on day night. You know, I'm I'm, I wanna give up on the gun. Why do you think that you didn't, like, up until this point? You know? Like, you had so many reasons. You just gave us so many reasons why 98% of the people listening would have been, like, f this. Yeah. I meant it was it was, you know, I mean, arguing, you know, you go into arguing with your Wolfe, your your marriage starts messing up. You know what I mean?
And and then you gotta come home. You don't see your kids. You don't, you know, you don't you don't have time for this. You're your head is nonstop going. You're you're going crazy. Like, I'm doing so much wrong. I'm doing this wrong, that wrong. You know, I can't do anything right. But at at that point, you know, it it I couldn't explain it. You know, at that point, later, it took a few years to kinda realize, like, I know I got through it. You know?
And and and it was it it was more is because I I had no choice. My back was against the wall. You know what I mean? And and For some reason, it's just like it it it just it's it's just all instinct and you just kept going and kept going.
And it it had to be it, you know, it had to be the, you know, just just the the opportunity that I never had, and it sticks to me all the time that I wanna be able to give my kids a stepping stool as a platform way above me so they don't ever have to turn the dirt You know what I mean? They have that foundation and the walls up already, and they just gotta build the roof and go. You know?
Yeah. That's kind of, you know, one of my biggest things that that just keeps me going is I wanna make sure that they have that platform that you don't need to start from the bottom. You don't need to do this. You that all that thing is about 3 kids, this, rich kids, Chaz, that's you don't listen to those things. You know what I mean? I want you to be successful already. You know, I want you to have the opportunity to make your choices. Yeah. You know, dude, what you wanna do.
Do what you wanna do. All those things. So that was kinda the biggest thing is is giving them that opportunity and that platform above me that that I had to build it and, you know, what it's like. I I mean, I just so appreciate your vulnerability and sharing, the struggle, man. I mean, I don't know. I just said it a couple minutes ago, but I don't know how many out of a 100 would have stuck it out.
And so do you think that, like, just sheer perseverance is what eventually cracked, and the stores started doing well, or was it was it something tactical that you tried new that just, like, worked or or Give us give us, I mean, the rest of the story there. You know, it was just it's hard, you know, it's hard to say. I mean, we've we've quite a bit of stores, you know, over the time, probably another 5.
You know, so, I mean, it was kind of It's just one of those locations that just he he he just gotta keep getting the name out there. Keep getting the name out there, and and you gotta get it in front of them. Not a month. Out 2 months. You gotta get in front of them. 2 years showing. Right. You know, this is who I am. This is who I am. This is who I am coming meet me. You know? And, you know, it took a while for the community, you know, and it was Pleasanton, California.
So, you know, that that that market there was pretty you know, the the the demographics is a lot different than many other places. You know? So, yeah, so that's kind of We stuck to the same thing that we know were, you know, go out. We'd give out pizza. I would walk into every business. Doesn't matter what. Every business whose pizza had introduced myself. You know? I mean, marketing don't get better than that. You know, I'm coming in. Hey, up Chaz. I got pizzas for you for lunch. You know?
Yeah. You got 5 guys. I got two pizzas. Here you go. I'm just gonna try to say hi. That's it. It doesn't get better than that, you know, in the pizza industry. So, you know, we did that nonstop, nonstop, nonstop, nonstop, and just still did it. And so out of the, you know, we continued it, and we we didn't stop because we knew eventually it was gonna eventually it was gonna I didn't know it, you know, and my buddy did. And I just I had to listen, shut up and listen.
So I just kept going and doing it. And eventually, it just popped off, and it was just insane from there. I'm glad I'm glad I'm glad I did. Yeah. I mean, obviously, like you said, it turned into not just a a happy ending with that location, but you guys have built multiple more. And, and I know you have a huge conglomerate now. And and so at some point, you thought to yourself, okay. I've given away enough pizza. I wanna try to do something different.
Was that or is that was there a different reason for switching almost doing a 180, not I I really have no room to talk. I mean, I'm I've got retail franchises. I got real estate, and then I have, you know, strategy groups. You know, so I was like, I'm in three different places. And it seems odd, but, they all coincide together for my purpose. And so if someone doesn't know my purpose, then they maybe be confused on why I'm involved. But for you, transitioning from pizza to home services.
Like, tell us about that transition for yourself. So, you know, I mean, throughout the years, I've always same people in, you know, in the restaurant industry, just stay in the restaurant industry, you know, and and as times are changing, you know, search and are gonna do a lot better than others. You know, certain restaurants are gonna have a lot more challenges than we used to have. So, you know, it it was kind of just keep trying to find something different that I can go bigger.
I want it to go bigger. You know, I I I wanted I wanted some business that I can do 7, 8, $9,000,000 in sales, you know, and and have no no stopping. You know, I don't wanna be focused on doing 2, 3,000,000 in sales. I want 8, 9, $10,000,000 in sales. You know, so I went to my buddy and, you know, he I've always been asking him to let's partner up. Let's do something good. Let's do something good.
So, you know, he he made a bet that if I can build a business, make it successful and, make it very profitable, then we could go into something together. So, and, of course, I was like, you know, put the money up. No. You're in money. So I had to find out, you know, here's what you're gonna realize along the path is that if you're if you can go do that, then I'm not saying that you won't need him, but he the the value that he brings might be ancillary.
You know, you might have already made contacts along the way. You might, you know, there's there's all sorts of different values, and so I'm not trying to get you to x-ray him, but if you can go prove it to him, basically, you're gonna prove it to yourself is what I'm saying. You know? Right. Correct. Yeah. Which is incredible. Yeah. Absolutely. So, you know, if he decided he said HVAC. I said, okay. You sure? Yeah. I gave him 30 different businesses. I I wanna do automotive. I wanna do this.
You know, I I look at automotive world. I've never seen one person running automotive shop. Honestly. Directly. Oh my gosh. I've never seen one person, a business owner Chaz runs an auto shop, how it should be. Right? I'm tech like, bro, we should we should do a call out right now Chaz if anybody listening runs an auto shop or knows anybody that actually can prove that they run an auto shop, honestly, I'll tell you what, man. I wanna meet that guy because I you're right.
I don't know of anyone personally. Yeah. I know. And with and and owning a a delivery franchise, We we have a lot of auto repairs done in multiple different cities across the state or across the country. And I'll tell you what. Still still last week, we were trying out a new We've been doing this for 10 years. We were trying on a new auto repair shop last week. Yeah. That's how we are in our fleet, man. I I got have to take their trucks to different places all the time.
They can't even find, you know, find stuff. And the and it's like, it sucks. They do they make some money already, but they don't. They don't know how to run it. You know? I'm like, they might be good people, but business wise, you know, I would never put my money up with them. But, you know, so that's what I think. I see those things, and I'm like, I wanna invest in this because I can Right. I was trying to already. It's there already. I can just go in.
Fixed a few things, and boom, I'm gonna make ten times more money than they've, you know, than they're making already. Right? And he's like, no. No. No. He goes going to HVAC. I was like, okay. So I didn't know anything about HVAC. I didn't I didn't know what's the difference in the furnace, the air handler, I know how to switch a button, and that's it. So I was like, okay. So I bought some tools, hopped on YouTube, hopped on some forums, just kept reading, kept reading, kept reading, Yep.
Kept watching YouTube. Then finally a month later, you know, I got everything on, you know, I hit him. I called my CPA. He said I need the business license, get everything together, called my insurance agent, get me insurance. Yep. And get me everything I needed to make sure, you know, and and at that point, it was pretty a little bit easier to get the business structured is because, you know, everything on the ins yeah. Everything on the insurance side. Well, I have a pearl that handles that.
Everything, you know, my counting side, my bookkeeper side, you know, there's there's pros and teams that that handle that stuff that make it ten times easier for you to to put your focus on just the business, just your sales, your growth, your company, your so, you know, that was a a big thing in in in growing the company. And, so it it it it was kind of a a hard thing to do because going into a customer's house, I would have to go in. Work on it a little bit. Go back out. Then, no. YouTube it.
Google it. Go back in. Right? I try this try this, fix it. Boom. And then, you know, I was like, okay. I started getting really. I had no choice but to get good at it. So I became Good. Like, within a month, I started tearing out new units, installing new units, you know, you know, and then, I had my cousin with me. And, good, you know, great people.
I brought him on with me, which was one of the best decisions I've ever made because you know, he he he helped get the company to where it's at today. And, you know, we then we hired another employee because we're we couldn't handle it. We hired another employee. And, every every person we hired, we're we were like, doesn't matter what we pay them? Like, you make $45 an hour or we're like, but can you do this is what we're gonna expect. You gotta do this, this, this, this, and you gotta do it.
Right. There is no, you know, you to customers' house. It's 100%. You know? So Yeah. I love that. Yeah. So that was it. And then, we grew from we grew from there to where we are here now today. That's awesome, man. I love I and and I remember talking with you offline, you know, just chatting about you watching YouTube videos and googling different answers and and and knowing I I Chaz can I can only imagine how difficult that must have been, not the actual task of doing it?
I'm sure that was difficult too. But the knowing of Chaz you know how to run a business a very successful and multiple businesses even then. But to but to dial yourself down for a a short period of time to learn a task so that you could then zoom back out, right, and begin the hiring process. And and you had mentioned offline. You didn't say it now, but you had mentioned hiring on some folks that, like, were killers in the industry.
They knew what they were doing way better than you, which is which is what you knew that you needed to do at the beginning But to even get the ball moving, to get even even a little bit of revenue in the door, you had to go learn a new skill set and you dialed yourself down, someone who was owning multiple businesses.
You dial just help down to one little task of learning how to repair and uninstall and reinstall or whatever those individual service calls were like, but you did that for a short period of time. So that then you could then, bro, scale, push into the marketplace in a new industry. So my question behind all of that preface is this. Obviously, for you, you already Chaz the ability to see high level in a business, in a big business, multiple locations.
But for the for the majority of business owners, they get into that place. Right? They whether they had to learn it on Google or dot YouTube or maybe they already knew the skill. And so they start their business, their HVAC business, or their their online marketing business, or their whatever. Fill in the blank. And and so they start learning and and spending the time like you did. Oh, I don't know how to do it, so I Google it. Or I I YouTube it.
And then they're they're constantly stuck in this day to day. What they never end up getting to is the zoom out, which is what you knew from the beginning that you needed to do. And you even said, I brought her my cousin, which was allowed me to think a little bit bigger when then we brought out someone else. We brought out someone else. And every time we keep thinking, we're just thinking, hey. This is this is a standard. Here's what you're stepping into. You're creating systems.
Really behind all Chaz. You didn't say that, but that's what you were doing. You were creating systems that you could plug people into. And so why do you think it's so difficult for people to get to that place? Which obviously was much easier for you because you had already done it. But if you hadn't been able to, like most people, why did they get stuck there? Do you think?
I I I think it's more about they're thinking, you know, first of all, they, you know, a lot of people invest in so much other things instead of investing in themselves. That's where you should always start. Right? You gotta invest in yourself first. Once you invest in yourself first, you gotta they're they're afraid to pay somebody $45 an hour, $50 an hour, but if this guy can bring me back 10,000 a week, I don't I can pay him $80 an hour. It's not gonna matter to me. You know?
So that their freight's pay more to be able to get that growth. And in business, you're I wanna focus just mainly on the sales. Right? I have other people that can put everything else in line. If I can bring more people through our door and They are man managers, can structure everything else and make the numbers as good as they can. I'll bring the business to the door. What?
To to, you know, to answer Chaz, it it's kind of like a You know, it it it depends on the person is because most of the people, they don't want more. So true. They don't want more. And and there's majority of the people that don't want more. And if you don't want more, that's fine. You know? But just don't expect so much. Don't expect this. Don't, you know, don't come after us for more money or anything like this, you know, because there's you want more money.
There's more work to do, more things to do, and there's always more money. But for the people that that that are listening, you know, for for your audience, you know, they want Right? So Right. So now for the people that want it, they don't get to that level is because they get too close minded. You you have to you have to think that I'm not best at setting up my company. I'm not the best in insurance. I'm not the best at at my service. I'm not the best at install.
But if this person is better than me, I'm gonna praise him and say, I love you. You're you're better than me. I wanna learn from you. I'm gonna take on take you in. And let's go grill this side. If I see that my marketing is is sloppy, I'm not doing a great job. Sales are slowing down. I'm gonna go find me a marketer. Right? That knows what he's doing.
Chaz a track record, you know, that that that that is it it Chaz the energy I love and the vibe that I love, and I'm gonna pay him what he wants to focus on my marketing because he's better than me. So and then finding individuals all the way in in in in that's how you grow. You have to have people because there's many people are better than you at at many other things. Yeah. Yeah. It's so good.
And and as an owner, a lot of times, an owner operator, because that's what we're talking about, the owner operator. Right? And because he's operating at the same time as owning, He gets stuck in the operation as opposed to the owning. And, and you're right Chaz you gotta get out of your own way. I love how you said, though, that finding somebody better than you Not not because you wanna grow. Yes. Chaz, obviously, that you're giving us the key on how to grow.
But it it's because of no ego Chaz the way that you just described it had everything to do with ego or humility, which is which is one of the things you mentioned earlier at the beginning of the show is that that guy that you wanted to emulate, although he had a bunch and he had lifestyle and he had the car and he the time to spend with his daughter, you saw him as someone as humble or someone who, you know, held things with an open hand.
And I think that that's a a great perspective because you can't give something away to someone and genuinely believe that they're better than you. If you think that you're better than them. Yeah. And it it's, you know, it just it it devalues your relationship with them and and, you know, you know, you you wanna give the praise where it is due.
And and as long as you understand that, you know, I'm many of the other people, I wanna get to a 100 employees and if I think I'm better than all of them and I have to do it myself and be stuck in the operation, I'll never get past clients. Yeah. Take that thing and and let them do it. And, you know, they're gonna make some mistakes and Yep. Get get with it. Teach them and grow together. That's how you do it. I love it.
You know, as you were saying that it made me think of, that it's not even really just the fact that that the owner operator isn't good because most times they are Right? And that's that's usually the MS. It's like that's the reason that they fall into that trap is because they are pretty good. They are maybe the best in their immediate circle. It's not that it's not that they're not the best. It's that they just haven't found anybody better yet.
And then even if they have found them, they haven't given them the rope to go far enough away in their own way to be able to show that they're better. And those are kind of 2 different problems. But if you're listening right now, I mean, what what Kevin is breaking down right now is so good. And he's not even and he probably even know he's doing it. I'm trying to delineate, down for you, of just the masterful words Chaz he's given to you.
But, I mean, man, get out of your own way, hire other people. Find people that are better than you have no ego. What else? What are we missing on this list here that that you wanna give to them? Yeah. I mean, you know, I mean, it comes down to Take a step back. Take a step back. Take a step back and and and just look. Look. If you're if you're doing something over and over and over and over and over, That's good.
And, you know, you need to change it because what you should be doing is something different. Something different. Something different. Something different. Because if I'm just focusing on customer service inside customer service inside, hire somebody to focus on your customer service.
We are focusing on on marketing, hire somebody to focus on your marketing, in in in the beginning, you know, there's a lot of people that that can't, but then you gotta go you you bring that revenue in, focus on your numbers, crunch your numbers, Get it to where you can. Like, I had no choice because my HR Chaz to be profitable. I had to do the work. I had to do the work because I couldn't just I had just x amount of money, and I couldn't put more money into it.
And I had to do the work to gain some revenue, gain some money, put some away custom expenses back. And then go for it. And then you you can make 5000 yourself by getting somebody else. They can make you 2000. Now you're making 7000. You know, and so on and so on. Next guy's gonna make you another 1000, maybe, and next guy's gonna make another 1000. The more people you have, the more money you're gonna make.
Yeah. Yeah. And and I think that that's a switch that a lot of people, it's tough to get to when you see a person that you're hiring as in addition to the revenue line and and making them own that that piece of it, I think it's difficult for every business owner to actually tie it to it unless they're a a literal salesperson. That's pretty easy.
But but when you when you're when you're building out your team, whether it's your accountant, whether it's a customer service person, like you said, whether it's a, you know, a person who's flipping pizzas in the back, depending upon what type of business we're talking about, every individual person should be connected to the revenue line. And the more people you have, generally speaking, there should be more revenue.
If not, then there's something either broken or the business can't be scaled anymore. That's that's where you you get stuck, and that's where you know, it's like you gotta make a decision where you run it, make some money, put some things together, and go bigger. Yeah. 100%. Yeah. I love everything we've talked about here.
Real quick before we go to the speed round, do you have any sort of, like, you know, process for making decisions that's just really helped you out as far as how to make good decisions. We've talked a lot about good and bad decisions here in your journey, but any process that you can give to listener on how do you make good decisions? So how I make good decisions, you know, so the I, you know, till this day, you know, I I like to feel like I am I'm really good. Right? I know I'm good. Right?
And I know I'm good, but I gotta kick myself back. Stay humble a little bit more in I always ask. So if I'm growing into a certain business or I'm investing into something different, I'm gonna go find I find somebody that's doing it. So, you know, if I'm gonna go into real estate, HS, I need some advice on real estate, I'm gonna call you 3 weeks straight. You know, I'm gonna learn everything I need to learn from you to say, hey.
This is what not you know, I by the time I'm done with you for 3 weeks, then I'm gonna okay, real estate is gonna be good. This is where I should put my money into things like that. So Right. I always call my, you know, my good friend, Abe, and, you know, say, hey, What do you think about this? What do you think about this marketing strategy? What do you think about this?
You know, I call some some other friends, and and I I consult with them, and and I always get their ideas, get their feedback, but it mainly comes back to, you know, he's been a really great friend and really great mentor to me. You know? And, he's been around, you know, sixty five years old, He's been around quite some time, a bunch of business, and he's way more high than than me. So, you know, he's been through it. He's done it. So taking his advice is kinda where I where I go where Yeah.
Where I make my decisions. I love it. I love it. You gotta have that sounding board and there's lots of lots of ways to get that. I think that you gave several examples there of ways to do that. So I I appreciate the scality of of giving it. Most people, they they, you know, if you don't have somebody to find, you know, business owners, they're loving. They're caring. They care about their employees. They they wanna help other people. Right?
You can't just go into business and be very successful. And and, you know, you see, okay. Hey. This guy walked up to that guy, you know, he brushed them off or didn't wanna tell him it's wrong timing, wrong timing, but go walk into, go walk into a restaurant, a nice restaurant, find the owner, and ask him a few questions. He'll answer it. He'll answer it. And and, you know, go do that. If you if you need to learn about marketing, go say, hey. Is the owner here? You know, okay.
Can I speak to you for a few minutes? I just had a few questions. Ask him just, you know, I'm a business owner. I'm trying to grow my stuff. I just you know, I'm in the same industry as you, not too far away. He'll give you the advice. I guarantee because you walk into my business and you say, I own a pizza place. On the next county over, and I'm just trying to get some advice because I'm struggling all these things. What do I gotta do, or what do you think what do you suggest? I'll tell you.
You know? Yeah. Yeah. Exactly. Getting the information is as easy as that. You just have to do the work. Yeah. I love I well, really what you're breaking down is initiative. Like, if you want more genuinely, then then you'll figure out creative ways to find the information that you need. And and it can go as far as making cold calls like you've described and and finding people who you don't know yet all the way to paying to be in a room at a conference or within a mastermind or or whatever.
You know? And, obviously, that's that's in essence what Chaz conference is a lot of folks to do? Go go into conference with people that know it. Go in conference that people are trying to teach you about it because I mean, I just sent all my employees to the Las Vegas convention. You know, I didn't go, you know, I had other things to take care of, but I sent all of them. And I said, you go, take notes, put everything together.
You know, they came back with a whole bunch of stuff, different mindset. They've learned a lot, and it was it was worth it. Ready to roll. Exactly. I love that, pouring in. I I don't know the moment that I've poured in that in Chaz way, investing into your people where it doesn't it doesn't pour right back out. So we're gonna transition to speed round here. I got I got some answered or some questions. I want you to give some some strong one word answers.
I might dig in for more, but, Give me give me those, those strong quick answers. First question is this, Kenneth, if you, again, if you could only pick one metric in all of your businesses, HVAC, pizza, whatever. Only one metric to track. What would it be? That's it. That's a hard one. You know, I mean, it comes down too because there's there's so many small things that that that is more important than the bigger things, right, than than just one big thing.
But overall, one metric would Chaz I would have to track in in in in terms of growing the company, in terms of sales, in terms of in what context, you know, it it depends on which we're growing overall. I mean, if we're talking in terms of just making sure the business is running and growing, You know, it would have to be number of people you meet. You know? Interesting. I think You know, you the more people you made, the, you know, the the greater it is.
So, you know, you're networking, I think. Yeah. Interesting. If I need 50,000, if I go out and put out 50,000 flyers, you know, versus if I go out and I put up 5000 players, only 5000 people I'm gonna meet and see me. You know, out of that 5000, I'm gonna get 5 out of that 50,000. I'm gonna get 500. Right? You know, so I I think that's a big that's a big difference in a in a in a business 5 to 500, for sure.
Right. So I think whether you can reach you know, whether you you can reach 30 people or 100 people. You have more chances of bringing more people consistently to your dorm growing year. Yeah. I love that. I mean, in essence, lead generation, unto the acquisition process in your business, but what you just said, it really it stemmed something that I hadn't really talked about much in any of my shows, but I wanna bring it up, see what you think about it.
I'm gonna kinda do a little left turn here, but, in essence, the the number of people that you're talking about, on the front end whether it's views, whether it's downloads, whether it's, you know, eyeballs to see your your, billboard, whatever. Is that it gives you a perspective of how many more. So just that quick glance was 5 to 500.
And what it made me think of in my mind was that a so many small business owners don't realize what it takes literally to get to a million bucks, to get to 7 figures. And and I bet you if they did the math backwards on what their sales would shake out to from a $1,000,000, it's probably not that many customers. Right?
So, like, in your HVAC business, you have your average install and your average repair And then you and then you know, generally speaking, from your sales, how much is repair, and how much is installed. And so just by knowing those metrics, you should be able to go, okay. For example, purposes, we have, on average, half and half, half repair, half install. Our average install is, let's just say, for easy math 5000, and our average install is 500.
Okay. So if I divide a $1,000,000 by half, that's 500,000. So I take 500,000. Divide by my average 5000 install. That means I need 100 installs over the next 12 months. Divide that 100 out by a year that's 8.33 installs a month. That's it. That's eight people. It's 8. It's not 800. It's not 8,000,000. It's 8. Yeah. On the service side, you got 500,000 divided by a $500 ticket, which means you need a 1000 clients. Divide that out by 12 months. You have 83 clients over the course of the month.
If you wanna divide that out by, let's just call it, 4 weeks on average, That's 20 clients, 5 clients a day. That's it. That's nothing. That's it. Can you can you can you now now it goes back to it. Can you go out and talk to twenty people a day. Now you now you know what you're after to your point. Right? And so if you can just go shake more hands, you have better chance at the 500 people coming in for your pizza. But but I think knowing the number makes it that much more real.
Because when you hear Like, when I just did that math, I know you've probably done the math because you're a sharp guy. But me doing that math for you on your HVAC, you need you need 4 clients, 4 or 5 service clients a day. Yeah. And you need 8 a half. 2 installs a week. That's it. Like, bro, I mean, that's super easy. Yeah. That that's it. It it and it comes down to it and you break it down to it and you you need eight, ten people a week. That's it. That's all you need. That's it. That's it.
And so so now you can go creative, go ham on your marketing, whether it's Facebook ads or you're connecting with people organically on social media or you're just door knocking. You're just going door to door in a neighborhood or you're going door to door in a shopping complex. Like, I need eight people this month. Eight people. That's it. I need to do 8 installs this month. I'm gonna do 500 k. That's it. That's all I need to know. Thanks.
And if you don't know what to do, there there's so much you know, to take a course, take something. People are you know, there's so much knowledge out there. There's so much things that you can sign up for that people can can understand, like, you know, like, what to do if you don't know it. You know? I'm fortunate enough to have somebody, but, you know, I I see it all day. There's, you know, there's people out there that that'll give you that information. Go go to classes.
Go sign up for conferences. Go to this thing, that thing. And you can find out different things and try a little bit what works for you and your business and things like that. Yep. You know, I'm old fashioned because that's all I've been doing. I'm going up up in thousand flyers I'll take some tape, and I'll tape it to every door around. I guarantee it. I It's working. I'll still do it till this day. And I I won't I won't do anything else different than than that. You know? Exactly. Exactly.
And people just don't like it because they don't like going and going to somebody's house. I'm like, hey. Right? Oh, you're gonna need 10 of them tell me to get out. Go away. It doesn't matter. 10 of them call me crazy or this and that. I'm still looking for it. Everybody else. You know, you can't change your system because one customer complains or anything else. Yeah. Yeah. Well, it's such a cool, now knowing your story. You know?
So the listener can hear you at the end talk about, you know, give away thousands of buyers or pizzas for that matter, whatever it is. Like, go shake thousands of hands or hand out thousands of pieces of material digitally or in person. And and people will come through the door, but it's it's a whole lot easier to hear that and think, yeah. Yeah. Chaz, I know.
But, like, you know, I don't I don't, like, I don't know how that applies to me, but now hearing your story, before all that, I know now in that moment that it was about to break for you. Like, literally, everything had pretty much broken. And the only thing that you had that you held onto Chaz, I shake some more hands. I gotta shake some more hands. I gotta hand out some more flyers. I gotta I need I need I need more people to know about my pizza. I need more people to know about my pizza.
And you held on to that enough so to where eventually the momentum picked up and I'm the momentum picked up and not just for that location, but now multiple locations and now not just that business, but now multiple businesses and the same principles that you've learned over here from this from this guy now apply in in industries across the nation, which is what I love of getting getting together with entrepreneurs is because what you know in pizza
works for me in real estate or what I know in franchising works for you in HVAC and so forth and so on. You know what I mean? It makes it. It makes it easier because everybody's tried some some different things, some different methods, and some people have been in your shoes, tried the same thing you tried, and Somebody's, you know, there's somebody's already done it. You know? They Right. Necessarily comes down to it. There's there's no formula. Like, go back to the there's no formula.
You just need a bunch of people. That's all. Go. That's the formula. That's it. You just need a bunch of people. Go go get you a crew in the group that that don't that that already been through it and and is a step above you or that that wants to keep growing and learning together, and that's why we'll figure it out. That's right. I love it. Okay, man.
We we have, we have we have come to our time, but, dude, this has been just absolutely incredible someone wants to connect with you because they just have enjoyed your story, they wanna find you on social or your website. How can they find you? How can they connect with you? Yeah. I mean, yeah, I'm not on too much social media. But, you know, I You did say you're old school? Yeah. K Price, 671, is my Instagram. K? Yeah. I'm usually on. That's probably the only thing I'm really on.
Find him on the Graham. Yeah. Cape Price, 671. I am hopefully, eventually, I can get into a little bit more as I grow on, I start building it. So, oh, this is gonna be I'm gonna say now this is gonna be the start of my network. There you go. There you go. There you go. Where I'm gonna start really, really growing and start being more into the, you know, by getting more people to see who I am now versus, you know, out here. So I love that part of the story.
I mean, in in all seriousness, it's it's the brand gathering the Kings is partially why it exists is because we wanna help people get to that place where they're getting out of the warrior stage into the king stage. And so you've done here today. You've helped a lot of people with Chaz.
But then even that, what you just said, part of stepping into kingship is realizing the influence that you have and realize enough the people around you that are counting on you and and the people that need you to tell your story and or, you know, offer your product or whatever it is. It's no longer just about the x's and o's of the business. It's about the influence that comes along with and all the other angles and telling your story as a part of it.
So thank you for being kingly here today, with us on, gathering the Kings. But I appreciate it. Yeah. So you get it, man. We just gotta they just gotta And there was a book by Patrick McDavid. It's called Doing The Impossible. K. Chaz was that was a book I read over and over and over. There you go. And, kinda like, that was, like, seeing that guy and seeing where he's at today. I'm like, yep. I want him in our network. You know? That's I'm gonna meet him.
One day, I'm gonna meet him and sit down on the table across from him and be like, I used to watch your videos. That's right, man. I love that. I love that. Well, we appreciate you being on the show here today. Of course, we wish you absolutely nothing, but the best of of, well, I was gonna say luck, but you won't need luck. The best of success in in all of your businesses and, and your family the fact that you're crushing it for them, I'm sure, has to feel good.
So thank you so much for being on the show with us today. Awesome, Chaz. Thanks for having me. I appreciate you. Have a good one. Thanks for listening to gathering the Kings. We hope you got a ton of value today and learned a thing or 2 about taking your business to 7 figures and beyond. If you desire more and want a community around you to help you get there, I want you to go to gathering the Kings dot com.
That's gathering the king's dot com, and I want you to apply for our next becoming a king 90 day intensive. We are extremely exclusive by nature as a group. What that means that we're really wanting only the entrepreneurs who take their business and targets super serious to apply. So if that's you, you think you got what it takes to level up your business. I want you to go to gatheringthekings.com and apply, and we will see you on the other side.