E48: Scaling Your Business with Brian Kelley, Founder and CEO of Stewart Kelley and Associates

Jim: What is up Remote Start Nation! Welcome to another episode of Remote Start. I'm Jim Doyon, your host, and on today's episode we're gonna be talking about starting a business as well in as well as learning some of the ways our next guest has been successful in scaling his business of recruiting talent for privately own and Fortune 500 companies. Brian Kelley is the founder and CEO of Stewart Kelley and associates and classic recruiting. In addition, Brian is the chairman of the HBK group, a diverse investment company consisting of a wide range of companies from staffing firms to industrial services. In this episode, Brian and I are gonna look at the question of can you go months without any pay. We're gonna get into the discussion of operational finance, and do you have the stomach to start something from nothing? We're also going to be discussing what it takes to have a healthy, positive mind and the ability to take no as an answer. Without further ado, I'd like to welcome Brian to the show. Brian, welcome. How are you?

Brian: Jim, thank you. I'm doing well, I appreciate you having me on the show, that's for sure, yeah, excited.

Jim: Absolutely. I'm excited to have you. We had a little bit of a conversation before the show. I think there's gonna be a lot of value here for the listeners today. So definitely excited and honored that you gave us the time today. So with that said, let's get into it. Tell me something about you that we wouldn't know if we just met.

Brian: You know what? I'm not any different than anybody else, I'll tell you that much. I'm one of these, I guess if you were to look at me, I'm a person that lives well below my means. I came from a blue collar family, I went to college and from there, I worked for many different companies, but there was one day I decided I wanted to get into the recruiting business, but I didn't want to get into the staffing business. I wanted to get into the head hunting business. And so when I got into it, I said, I'm gonna be much different, I was gonna be the Jerry McGuire of it all. And that was kind of my little tagline at one time when I first started the business. And so, and what that meant was we really wanted to care for the candidates that we were representing for the clients and not just use 'em as a dollar and not just use them as a number. Really, we're gonna find the right people and represent them as we're gonna work with them every day. So, you know, for me that's, I'm no different than anybody else, but I go out every day making sure when we work it's we make sure to find the right candidate, that's for sure.

Jim: That's awesome. And you know, putting your client first, that's always a great way to grow and scale any business, I'd like to go into the conversation of you said you had worked for a lot of companies and then one day you decided to get into this industry and start Stuart Kelly and Associates. Let's talk about that, was there a certain moment, was it something that you had thought about for a long time and what was it that helped you to jump into taking action.

Brian: There was actually, it was, I remember looking to advance my career, went to a recruiting, firm, and they had two interviews with two different companies set up, and the first one I walked into it just, you know they didn't even speak English, and when I walk, walked out of the room, I told them, I go, they don't speak English, you know, I'm trying my best, and they, oh we didn't know that. And then I went to the next room for another company that they had me interview with which would, was a pretty good fit, but when I left here, I went, this tells me right here that they don't filter the right people for the right job, nor do they work with their clients, the correct way for the candidate. And from there I went, I would never treat people that way, ever, if I was a recruiter or a head hunter, I'd be the total opposite, I would actually work with these people. I mean, you know, you wanna actually represent them, like they're gonna work beside you every day in the office with you, and I, from that point, I was like, I'm gonna get into the business one day and this is what I'm gonna do, and that's what I did, so yeah.

Jim: And walk me through, so you made that decision and then what was it like to, did you just say, like you had, there had to be some steps along the way to get started or to just pick up the phone and start saying, Hey, I wanna represent you.

Brian: It was hard right out of the gate, I'm not gonna lie. It was, you know, I had a bit of a business background, customer service, background, sales background, so kind of a little bit of all, so, you know, was it recruiting? No, didn't have that background, but it wasn't about recruiting and it was about having the right connection base. And, you know, that's where, on the sales side, I think that helped me, and so when I got into the business, that's how I started. I started contacting my old contacts and was basically, I started a firm, you know, and we'd love to help. And I know the business that you're in to my connection base and I said I could find the right people for that because, well, I used to be in that business or into that field, and that's pretty much that's how it started. Yeah, my contacts got the people started moving and then started self-branding myself and then just started growing the company.

Jim: What was the biggest obstacle that you overcame in starting it?

Brian: Biggest obstacle, I would have to say was probably the mental part of it, going months without a paycheck because I had left a company that I got paid every two weeks. So that was probably the biggest part. Not having a paycheck because you're commission paid now, and so it was probably my biggest part was to mentally go two, three months and you don't get any kind of commission tip ‘cause you're starting a new firm, you're starting a new company. And so that was probably my biggest part of it all.

Jim: That's, I can relate to that, one of my biggest, the second company that I started and ran was our a clothing brand that my business partner and I started and I left another, company that my first job outta school. And it was nice that that consistent paycheck that, you know, you felt secure insurance, all those things, and that was a big sticking point was going from, you know, making great six figure salary to not making anything for a long time, and I remember that first paycheck we finally, my business partner and I finally fa paid ourselves and I think I went out and bought a nice dinner and like really celebrated. And it was like, man, this is, you know, I don't wanna say, it's like you finally feel like you made it, but it's like, wow, okay, maybe I'm doing something right.

Brian: Yeah, no, that's definitely, it's you know, since I've started the business, I've had the pleasure of talking to entrepreneurs. And people that are just starting a business and they ask me, you know, what I do financially or how I started, and it's been great. And I tell them, I go, I'm not the, not the normal person, you know, because I live well below my means. And so meaning that I try not to buy extravagant things. And so I always say, well, there's gonna be some rainy days. And I said that and what happened in 2020 we had a thunderstorm come through. It was like a hurricane.

Jim: Yeah, we sure did. Well, let's hit on, let's continue talking about, you know the finance part, the going months without pay for anybody starting up in as a new business, or maybe you're already started. Let's talk about the question, can you go months without pay.

Brian: That's the biggest thing. What I always tell folks when they wanna start a business is I always try to tell them, you know, think about your own expenses, what you have, if it's rent or home or mortgage, car payments, credit card debt and so on, student loan, whatever you have, so take that with a 12 months and you take that entire 12 months, you put it down, you calculate everything you're gonna need, you need to eat, you need gas, you need insurance, and so on. So you gotta calculate all that. So put that all down and that's your actual total that you really need to live off of for 12 months. And then mentally you should think, Hey, I'm gonna live off this amount of money and I'm gonna think I'm not even gonna have one sale, not one placement, you know, but you know, you're gonna get sales, you know you're gonna get placements, but what you're doing is you're putting, a little bit of a safety net for yourself back there. Because, it may take you six months to get the first sale. It may take you six months to get your first placement, and you know, mentally you're gonna defeat yourself because you're gonna go, God, I'm not getting any money. I don't have anything to live off of. And that's where you gotta have that money saved up, you know. That's probably the biggest thing I tell everybody, is on the finance side, that really make sure to, you know, before you start it out, get (A) business plan together and (B) have the finances ready to go, and you don't have to have a million dollars, you don't need to, you know, and especially in a business like mine, I have no inventory.

Jim: So your recommendation there is before you go in and start your own business, wherever you're working, whatever you're doing now, save up that nest egg, work backwards, understand how much money you need to make over that course of that time to live your lifestyle and then save up and do that before starting a business.

Brian: Correct. If it's the biggest thing, I think what fails a lot of people is they have a great, but they never put a business plan together, you know they don't know what it really takes, what are the full expenses of doing that type of business, and what happens is they get into the business and then they find out, oh my gosh, I've gotta have all this money, for either if it's rent or for a 20% surcharge when I buy products or if I ship things out and so on. So there's all these added expenses that they don't do. And then what happens is when they actually have their finances, set up, they go down and they go, why? I did have a year saved up, but the problem is I didn't add in all this or that, and the next thing you know, they're only good for about six months. And that's why 12, try, you know, when you, when you really have it, make sure that business plan is down right to the bottom, you know, you gotta make sure everything, and then you put a little, you know, extra safety net in there too with a little bit as far as finances go a little bit more, but that's probably the biggest thing. I see so many people getting business and they're out of business within the first year because, well, they're tapped for money. They just can't do it, so they had a great plan, you know, great, maybe a great product, great service, just ran outta money.

Jim: Well, I also see too, like, well, let me ask you this first, when you started, did you have a business plan laid out?

Brian: I did, I put my whole business plan out, figured out what it would take, you know, I had to self brand myself, self brand, the company, nobody knew who I was, you know, just my contact base, that was it, and I had to go up against people that were in business for 20, 30, 40 years, you know, and how I had to advertise, how am I gonna be better than them? So that was the biggest thing. So for me, I went through my whole business plan, how is I gonna advertise myself? How is I gonna market? And so on. So that, you know, and the same way, where am I gonna go get my client base at? So that was one of the biggest things, so when I started out, yeah, it was amazing. So it was, I'm very happy I did that, that's all I can say. Because I went several months without a paycheck and I finally got the first check, it was amazing. I was finally making a living off this, you know, so. And I was very grateful, that's for sure.

Jim: That's awesome. And I think it's very important to have an understanding, like I look at it from, you know, our agency now, we do a lot of branding and we help businesses to connect with their community. And I think a lot of a business plan doesn't need to be this extensive, you know, 30 page plan, I don't think, and I just talked about this recently on another episode, like I feel like a lot of times businesses fail cause people spend so much time in the weeds trying to figure out a business plan, trying to set up their product, having the perfect product instead of just getting it in front of their customer instead of asking a customer the right question so then they can build off of what the customer actually needs. And I feel like if there should be to your point of having a business plan, I feel there needs to be a structured approach to almost like a framework, and it can always change. It can always be evolving. But I feel it's, first you start with understanding your customer, you understand your service and how you can serve them the best, and then you pick up the phone and just start dialing, and the rest of the stuff I think would come into play and, and will help but yeah, I think I agree with you on the business plan. I think a lot of people get too heavy involved in, I need this extensive plan I'm gonna take to the bank, it's more of a guide you can follow, right.

Brian: And I agree with that, you don't need a book, as far as a business plan, but to go into business without anything is crazy, you know, you've gotta have, just write it down, and get your steps, what you're gonna need, right with you. You don't need 30, 40 pages of a business plan, you're not starting, you know, a 500 million company right out of your garage, you're starting something small, you're an entre. So that means you're either, hey, working in your basement, your garage, a home office, somewhere, you know, just like many of the grades that have started, and that's so you don't need much. So yeah, for a, you know, 30 page business plan, no, you don't need it.

Jim: Let's talk a little bit about, you know, operational finances and some of the things that you can give advice on for the Remote Start Nation of, all right, you're in this position, you've laid out a plan that you can follow, you've started to, you know, hit the ground running, you've got a nest egg built up, now what?

Brian: You know, one of the biggest things, once you get your finances and you're moving and your business is starting to grow a little bit, that's where, you know, you start, evaluating what do you really want? Do you really want to grow to, into something big or do you wanna stay to something small? For me was never about growing something that would have 20, 30 people in a room. And I didn't want a staffing company like that, those were the ones that I don't like. I just don't like them. I call them the used car salesman, and I have no problem ever telling that to people. I didn't want that, I wanted the smaller version, I wanted the version that actually works with the client base, really close and works with the candidates very close. So staying small is what I wanted. And so I think that's when you do get money started coming in, start looking at ways that you can start building the company. Do you have a future? Put money into the company, but also give yourself money, you've gotta live and you gotta live comfortably. But always remember too, and I always tell us to entrepreneurs, there's two parts when you own a business, one is, that bank account that has that business money, that's not your money, that's the business's money, that means that you only get X amount from that. I've seen that so many times, and this is very true, but I've seen people take that money out of that bank account, they'll go buy a boat, they'll buy a car, all this stuff, cuz they go, well, I've got $75,000 already, you know, and I'm only six months into it, and it's like, well correct, but you're gonna need that to live off of your business is gonna need it and so on. So when you just took that, you know, $30,000 to go buy your boat, well hopefully your boat can help you with your business, you know? But that's what I tell them, that that's not your money. So you have to mentally stay there and go, that's the business money. So once you can separate the two, I think that's when you really grow in a business. And that's, I guess, for me, that's really been my biggest part.

Jim: I like that, I like that advice because to me it's, you don't have to be big, it's how do you wanna live your lifestyle? How do you, what type of business as an owner, that's one of the perks about us in our roles is we get to decide what we want, which fits us best. And you know, it goes back to understanding your why, it goes back to really getting a good feel of what you're passionate about and what you want to do. And once you understand that, like in your case, you didn't want to be a big company, you wanted to stay small and and give that one-on-one service, which means, that's your steady growth is finding those customers that you can really have that great connection with. And so it's different from everybody. So I think that's really good advice Remote Start Nation, like you don't have to be, you know, the next unicorn, you don't have to be this huge agency, think about what makes you happy and follow that path.

Brian: That's correct. You remember, you're getting in for a few reasons. One is, so you can be your own boss, which means that you have the flexibility to do things that you wanna do, for you and your family, or is it maybe, you know, something that you can learn more from and so on. I mean, there's several different reasons why people get business and yeah, I think that's something you gotta remember that you know, entrepreneurs, they all have a little bit of difference when they get into business and why they went into business. So, yeah.

Jim: What is, so when it comes to the finance side of the business, finances and cash flow, you've brought up some good points. So I want to ask you, like, is there one piece of advice that you can give for a business just starting out or in the younger stages that you really want to stick and it could be anything in that realm, but having to deal with finances and cash flow?

Brian: On the cashflow side is come up with an amount that you think that you can live off of for a salary. First off what is the bare minimum that you can live off of, if is that, and I know it's gonna sound funny, is it 30,000, is it 50,000, 60,000? And people are gonna go like, heck with today's inflation, I could never live off that. But really you should put it down on paper, what can you really live off of? Well, that's what I would pay yourself then, live off the bottom line, try it out, you know, because again, the rest of that money, it's not yours, it's the business money. You need that to survive, you need that for your future, you wanna grow, you want to keep moving with your company, you know? So I think that's the biggest thing is to find out your minimum price that you could live off of. You know, as far as, when you're an entrepreneur, as it takes a while for your business to get going. Not everybody, it's probably in the single percentiles that you know, there are people that just take off, right away, well, you're not in that lucky club, I guess, you fit the rest of us, it takes a few years to get you really up and moving. But yeah, I guess that's my advice, I guess, is to look at the minimum price you can, you know, or excuse me, minimum, dollars that you can live off of and that would be the best thing to do.

Jim: I think that's really good advice. In an earlier episode, one of my first episodes I kind of go into and it came across because, someone I was trying to help start her business, her biggest hold up was she just didn't think she could afford it, she didn't think she could make enough money to make it happen, and so she didn't wanna go off on her own. And what we did was we really looked at what you just said, you lay out your minimum, that doesn't mean that you know as it goes and you start making more, like you can take a bonus if the business has that right, that cushion and whatever else, but it's understanding what that minimum is to live your desired lifestyle, then you look at your product, and it could be a service, but look at it as a product of, if I sell one unit, what is that money that I have coming in? How many units a month do I need to live that desired lifestyle that I wanna live? And once you break it down for her, it's design and branding, and when we broke it down, she had to basically book, it was like, I think 20 hours a week of business. In order to live the lifestyle she's living now, and so it was an very easy decision at that point for her when she stopped and really thought about it in that sense of putting, putting it in a like work it backwards, but start with what is the minimum you have to live off of. So yeah, I really agree with that advice.

Brian: And you know, it's funny, I find a lot of entrepreneurs, they don't know a lot about their business or they don't know a lot of the financial side. And it's funny, and when I talk about this, I've spoken to folks that have been in business for 25 years sometimes. And they're like, well, how do you write that off? How is that even a business expense? And I go, right there, I go, you're not that involved in your business side of your business, you should know that, don't l don't leave everything up to your accountant. You should know things, you know, and that's where I find a lot of people don't really get into the business part of it all on the finance side and really understand how does it work? Because again, you wanna be secure, you started the business for one reason, remember that. And once you keep that going, you'll do it for the remainder of your life, your working career if you're lucky, but understand the business part of it. And I tell that to folks all the time, get to know all the finance side that you can, because once you do, you, you'll be helping yourself a lot more.

Jim: That's good, that's a good point. Let's talk a little bit about, you know, the mental side about, you know, it's tough to start a business and statistics show that a lot of businesses fail, most businesses fail. Let's talk about what it takes and, you know, being able to stomach it and having that happy mind to get you through things.

Brian: That's the biggest thing causes anxiety, it's when you start a business, it takes a lot mentally, ‘cause there's gonna be several, several times you get told no gonna be several times, people are gonna tell you your prices are too high and so on your product, this and that good, maybe if you bake pies or make cookies, well, I can buy it from a vendor, you know, and that makes, x amount more for much less, but that's the biggest thing, it's the mental part, it's gonna defeat you very quick, and how do you get through that? So, I always tell that to folks, look for a way to vent out of that. And that's meaning either, you know, either getting Tai Chi, yoga, something you gotta separate yourself, because if you keep listening to the nos' and all this other stuff that people tell you, I don't want your service, you are gonna fail. But you gotta remember that you were in business for one reason, to sell a good product or a service and so on. So keep moving, you're good, you've got the intentions to keep moving, it takes a lot every day. It takes a lot to wake up and stay positive and keep hitting at your business every single day. It's just, if you don't, you are going to fail, but you know, that's the biggest driver. If you anybody that follows me on LinkedIn, I'm, you know, I always post on LinkedIn, I'm a big person on positivity, I get up every single day, a mentor of mine taught me this, I get up every single day and I think that I'm completely broke, and that's my mindset and my business, that's exactly how I go to work every day, that I am completely broke and I've gotta do everything in my power to keep moving. And once you have that hunger to keep moving you, you'll do very well. But if you keep listening to all the people telling you no, well you're gonna give up pretty fast, and that's why, you know, for me, when I was in college, I think I remember them saying that 98% of the businesses failing the first year. Well it's probably ‘cause some of it's mental and in the other's financial. But that mental part takes a lot, trust me, I know.

Jim: That's a very interesting take. I've like, I have a routine in the morning, it's in, you know, for me it's like exercise a little bit of like reading and just quiet time in the morning before anybody else is up. You know, my biggest thing is like clearing my head through riding my bike or, you know getting out and just being in nature. But to go at it every morning with the a the thought of, I'm broke. I have to get out there and survive to make it, that's very interesting. And I could see how that could, like, that could be a big driver.

Brian: You gotta remember that. When you have that mindset, you, you're gonna go, well, I'm not gonna get a pay, they're gonna come from my house, they're gonna come from my car, I don't have any money, you know, I've gotta get this business moving, I gotta get some kind of you know, annual streaming of cash flow coming in somehow. And that's where, you know, every day you gotta get up and keep doing it, and if you get very lazy with it and go you know, I could take a couple days off, it's my own business. Well, you're gonna see the effects of that. So, but for me, it works, and so I'm always looking for ways to build myself up and build the self branding of our company as well.

Jim: I love it. Remote Start Nation, it's so cool to have different guests on the show and you know, as entrepreneurs of everybody that I've interviewed on this podcast, it's so much fun to sit here and you know, Brian, for you and I to have this conversation and both go after it in different ways, but both have an an effect of it is just a different way of creating that in our minds to keep us going and dealing with the stress of owning your own company. So I really appreciate your honesty and sharing that with us and I think Remote Start Nation, I really hope you can take some, some value from that ‘cause it's really cool to see different sides of it, so thank you for that.

Brian: All right, you're welcome, yeah, certainly.

Jim: The one more thing we wanted to hit on you and I had discussed before that we think is very important. And the stage of, you know, starting a business is that taking no, or not taking no for an answer. I'd like to have you discuss that a little bit more with the Remote Start Nation.

Brian: Sure. Take notes, why did they say no right away? Did you get any feedback from it? And then start looking at your business, who'd you call on and why'd they say no, you know, did your approach it when you first started speaking? Did you throw your price out right away or what did you throw out? So you need to take notes every time of every call or every time you show up at someone's door, why did they say no? So take the notes from it and start learning from your, from your past going, well, you know what? I'm gonna try this on the next one, because when I got in, I had my trailer cookies and I showed them my cookies here, and they were like, eh, yeah, these are too small, you know, we sell bigger ones here, you know in the self wraps and so on, but in my world, on the staffing side, what are you gonna have? Just call them and say, well, you know what, we're gonna undercut everybody, you know? That's, I'll work you with you, that way doesn't work that way. So you, you have to take the notes and figure out, you know, what is the way that you can benefit yourself from every time? So you can turn those no in the yes, and that's by a not taking, you know, the mental part, just put it away, you know, you're gonna start with a bunch of nos, but it's the yeses. And then again, when they say yes, why did they say yes? Take the notes down. So now, you know for every time you make a call, stop in front of you know what works for you, and this is your approach for you, again, you're self-branding yourself, you're going to someone's store, you're going, you know, either on a Zoom or you're calling somebody, you're self-branding yourself. How are you going to sell yourself to them and your service or your products? So that's the biggest thing when, I always tell that to folks, they're definitely getting into the business, make sure you take down every note from the nose and the yes.

Jim: Yeah, I love that. The more that you can go back and look and you know, be critical of yourself and don't sugarcoat it, like actually be critical and understand like, I didn't do this right. There's a reason why I'm failing in this area, or there's a reason I'm succeeding in this area. And if you can do more of the succeeding part, your business is gonna scale. So it's up to you.

Rian: There's, you know, I spoke with a small entrepreneur, single person and they were having trouble with their business and, like I told them, I go, you know, you love doing what you're doing today, but is it making a living? No. So maybe you have to go back and do something a little bit different with your business and basically something that pays the bills, pays you to get a paycheck, but also pays your rent, but then also gives you the opportunity to do what you really like in that business or that service. And, it's not always, you can just keep in doing a, you may have to put B, C, and D in there too. And that means that you know, if you like, I don't know, I'll use a quick example if you like working on cars, well but you don't like doing oil changes, you know, and you don't like putting tires on? Well, I'm sorry, the oil changes and tires you're gonna have to do ‘cause that's what pays the rent here, that's what pays the, the bills, but you still fix the card, you know and do the work you like, but the other stuff, well pays the bills, you know, so you gotta be willing to do that, sometimes to get the business going until you can get to a point where you can start separating that workout.

Jim: Right. Hiring the people around you to take the stuff on that you don't like.

Brian: That's correct. Yeah, it's, I'm in a little bit different business where, you know, I headhunt and so it's you know, I try to take on doing as much as I can. So I work with, our clients and for me, I work, nationally as well as a little bit internationally as well, so I do work a little bit with folks in Europe, but a majority of it is here in the United States.

Jim: So Brian, our episode's coming to an end here soon, but before we go, I want to hit on a little bit more, tell the Remote Start Nation, who for you, for your company, who's your perfect customer? So if someone's listening and they're interested in, you know, growing their business, who would be a good fit for you?

Brian: For our company, for Stewart Kelley and Associates, our biggest, client, I would say is for the people that really can't find anybody. I've been known. That's pretty much, I'll give you a kind of a quick one here had a gentleman call me, he owns eight stores here locally within our area, and I didn't, it was kind of a weird way how he said it, but he goes, I heard you're like a hunting dog, you get a scent and you go after it. And he goes, I've tried, you know, several other firms, and they all came, no empty handed, but I was told you are the person, and this was actually from another recruiting firm, they said that you'd be the person. And so it was a kind of a weird compliment, but I took it. So that is something that I've been count known for, if, you know, you can't find the people, and I'm not saying I'm the perfect God that's gonna create these people for you. I pretty much have honed my skills where I've been very fortunate to find these people in some ways. So, yeah.

Jim: That's great. And to get a referral from a competitor, basically, like that says something that's pretty cool.

Brian: Yeah, I've had, several, which, but in turn when I do get folks candidates sometimes that I think would be a better fit, I do send them back over to, even them, kinda help because they sent, you know, a client to me and they respect me, there and so it's kind of funny, I go against the largest, you know, staffing companies in this world, but I have a good working relationship with them, which means that they know where their lane's at, and I know where my lane's at, and I stay in mine.

Jim: And it's a great relationship to have.

Brian: I do what I'm good at, that's it.

Jim: That's awesome. Brian, where can the Remote Start find you? Where should they reach out to you?

Brian: So we're at, www.stewartkelley.com. So again, we work domestically, and we work in pretty much majority of all the industries, so just reach out to us and certainly we can we'll see if we can help you out with any open positions that you can't fill.

Jim: Excellent. My last question here before, before I let you go today, what's the biggest takeaway from our, our episode today that you can leave the Remote Start Nation with? What's something that we either talked about or maybe we didn't hit on that you wanna make sure to hit home with the Remote start Nation?

Brian: Be willing to risk, take the risk a hundred. If you get to a certain age, and I'm not at that age yet, might look like that without my hair, but, what I'm gonna tell you is take the risk because all the worst that can you actually can do is fail. That's all, that's all. But take the risk, be willing to do your own business, ‘cause if you don't, you're gonna go 10, 20, 30 years from now going, ah, I should have started that, just take the risk, what's the worst that can happen? It fails that, I can't say that enough to people, so yeah.

Jim: I love that. That's great advice. With that said, Remote Start Nation, I hope you learned as much as I did today and could put some of what Brian shared with us to work for you as he said, take the risk.

Brian, thank you so much for joining us today.

Brian: Yeah, thank you. I truly appreciate it. Thanks.

Jim: Absolutely. Remote start Nation, remember, leave a comment, subscribe, and the most important thing, share this episode with your community who you think could learn from what you heard here today. Until next time, go start something, start today, take the risk and build a lifestyle you desire by taking action. Until next time.