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- [00:01]
Mail Shark
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- [01:03]
J Money Maker
This is H Vac Masters of the Hustle with your host, J Money Maker.
- [01:11]
Austin
Looking at the city like I already.
- [01:14]
J Money Maker
Own it multiple years. I too, yeah, I'm a hustler cuz I'm a hustler. Let's go. Let's go. Welcome to HVAC Masters of the Hustle. This is your host, J Dub Moneymaker and welcome to episode 311. And first off and foremost, I believe that we all have a Spartan in us. It is my job, my duty and my obligation to to bring that beast out and that's what we are going to do on this episode. I'm excited to come live to you on this Sunday because we are going to be dropping some bombs. We are going to be helping people out. Someone across the nation needs this story today to help them with whatever journey struggle that they might be going through and I am super excited. But first off, this podcast is brought to you by Mail Shark. At Royalty Heating and Air we've been using Mail Shark and with the upcoming season of summer right now that we just started, I'm telling you all, we've been in business for one year and our phones are ringing. We have absolutely amazing response with how the Mellers are the clients that we're bringing in. I just ran one this week actually to tell you a story about what got them to call us was just the graphics of the mailer itself. Their team did an absolute amazing job which allowed us the opportunity to get in the door and sign them up for a club membership which allows them to be on our membership. So I'm super excited. And also Nuva Thermostat. Excited to be a part of the Nuva team. As we all know, the the Nuva thermostat is made by the contractor for the contractor put your logo on the thermostat. Self branding awareness, which I'm going to talk about this with my upcoming guest today and I'm super excited. Let's go ahead and give them a big hand. Let's welcome Mr. Austin into the hot seat. What is up, brother man?
- [03:45]
Austin
What's going on? Jason? Thanks for having me, dude.
- [03:48]
J Money Maker
Well, I'm so excited because I got to really get to know you the last couple months as not just a business owner, but also as a really good friend. And you got to open up, talk about your journey, your life and where you are today. Right. You've had a lot of struggle, but a lot of growth. And I think a lot of people on the podcast that listen to H Vac, Masters of the hustle or just being in the trades in general, someone might need to hear this story or might be going through something like this. And I think that this is an impactful podcast today. So y' all might want to pull over. You might want to take out a notepad. You guys might want to understand that there's going to be some bombs dropped right here. First off, Mr. Austin, talk about your, your venture real quick of how did you meet? Myself?
- [04:46]
Austin
Yeah, so that was kind of an interesting story. So I actually went to another H Vac event in, in Arizona and it was a good experience. I. It made me question a few things. I kind of, you know, it was a lot to take in. It was a high volume company and that's the goal obviously for all of us. But yeah, I came back feeling, you know, I guess a little bit defeated in a way. I don't really know why, but it just, it was a weird time for me. And I was sitting in the airport, this is probably 8:30, 9:00 clock at night. And I had been following you for a while and, and I saw you walking towards where I was.
- [05:33]
J Money Maker
Arizona.
- [05:33]
Austin
Yeah, in Arizona. And I hollered at you when you were walking by and dude, you came over and we started chopping it up and it was cool, man, because people have, you know, people have give off like a vibe and really instantly I felt comfortable with you. I felt like I could talk to you about stuff. So, you know, hats off to you for that too. I mean, that's, that's something that you can't fake. You either have that or you don't. And you were very welcoming. I mean, shoot, here we are, you know.
- [06:09]
J Money Maker
Yeah. And a couple months ago it started in an airport in Arizona and then you ended up coming to one of our Beat the Heat promotion events that we here had here in Sacramento, here locally. What did you think about the Beat the Heat? Because you just came back from the event and I said, hey, I'm actually having an event this upcoming week, come check it out.
- [06:32]
Austin
High pressure sales isn't necessary. And this is not to say that it doesn't work because it obviously works, but that doesn't, it doesn't fit who I am as well. So you know, to really kind of see a different way to see how you do things. I mean the, the knowledge is the main thing. I mean when you educate a customer the way that you do, they almost feel obligated to say yes. I mean it's just, it's almost a no brainer if you educate them enough. Totally two different tiles styles of sales. They both work, but I'm kind of going this direction a little more. It was, it was good. It was a, it was a great event. You're, you got the gift of the gab as they say. For sure, for sure.
- [07:20]
J Money Maker
It's just really giving and focusing on the customer experience. And that's something that I always train and teach. Right. People say, hey, what? You know, first people try to over complicate things and I think that it's really just simplified just to really not focus on the next call, but focus on the call that's in front of you in hand and really truly understanding the full customer experience from different departments within the company. But before we start talking about the customer experience and diving really deep, right, I want to have the listeners listen to your story of what is your venture. How'd you start in H Vac? But before starting the H Vac story, what was your challenging, most deepest moment that you had to overcome to get you to where you are today?
- [08:13]
Austin
I mean we could be here all day really going over my story. When I was so in 2007 or 2009, when I was 19 years old, I got in a motorcycle accident up in Tahoe. Separated my shoulder, broke my wrist. With that came pain pills. And it's something I think about too. And it's hard, it makes me almost emotional. But I, I remember the first time I was sitting on the couch and I had taken a couple Vicodin I think is what they gave me, or Norco is one of the two. And it was this moment of like relief. I've never felt relief like that. And it was right then. I mean, I have a picture perfect memory of it. I know I knew that I was hooked. I Knew that I'd been searching for that feeling my whole life. And it's a weird, it's a weird deal. I mean it'll, it grabs you before you even know it and it's too late at that point. But so that's really, you know, where it all started. Yeah.
- [09:28]
J Money Maker
So you went through an accident, a surgery and ended up getting prescribed pain medication and you went through a spiral which went from pain medication through different other type of resources. Anything that you could really get your hands on to get that fixed, right?
- [09:50]
Austin
Absolutely. I don't know how deep you want to go on that, but I mean it took me to the streets, I bounced around state to state trying to run from my problems. Suffered from addiction, knows you cannot run from them. You got to face them head on. I do good for six months. I'd start working my way up at a company. I'd get fired because I would be strung out. And I mean, anything you can do, you name it. Yeah, it was non stop. And eventually I was living actually out of my truck. I lost my job, was in my truck. I ended up getting arrested for a warrant for unpaid tickets. They towed my truck and I didn't have the money to, to get it out. And from there the only place left was the streets. I mean I remember in this, you.
- [10:46]
J Money Maker
Know, not couch hopping but physio on.
- [10:49]
Austin
The streets, 100 on the streets. The first night I slept outside was behind a Safeway in like, you know, the little concrete barriers where they put the garb, roll out garbage cans in there. I slept in there. And I remember that being, boy, such a low point. It's like, wow, I came from a good family. I mean I had, they would have done anything for me. But you know, until you get it figured out for yourself, there's nothing anybody can do for you until you do it for yourself.
- [11:23]
J Money Maker
That's impactful right there. Exactly what you just said. And it's a daily struggle, right? It's not something that it's, hey, you kicked it, went to whatever type of treatment facility or whatever way you were able to overcome it, but it's a daily struggle that you got to overcome every single day. But let me ask you a question. Being on the streets, going to where you are today, what was the defining moment to you? That was like the light bulb moment, like, okay, I need to do something and I need to do something quick.
- [12:01]
Austin
You know, it's tough to track it down to one moment. I got very lucky. I was, I was court ordered to a six month program and you know, I had bounced around, done a bunch of 30 day programs. It's just not enough. And even from that program, I mean I left twice. I, it was just, it was never ending. But I was forced to be there long enough to where, you know, you're, you're, your brain starts bouncing back, everything starts functioning properly. And I mean I, I just knew that I, I, I always knew, even when I was on the streets, I knew I was better than this. I knew I was going to come out if it didn't kill me first. I knew I was going to do something good with my life. It's weird talking about it at all.
- [12:52]
J Money Maker
And here you are today, right?
- [12:55]
J Dub Moneymaker
Yeah.
- [12:56]
J Money Maker
Where now you're a business owner and a lot of people wanted me to bring on a story of what the venture looks like. Right. So talking about now you're off the streets, you find H Vac. How did you find H Vac?
- [13:16]
Austin
So fortunately for me, and, and that's a good point, I'm glad you brought that up. Was I tr. The trades have a big part of what saved my life. I, before all during all of this, I was able to actually go to a trade school. I went to one in Phoenix, Arizona. So I got a skill going for myself. You know, I, I had plenty of people try to talk me out of the trades. Oh, there's no money in the trades, this and that. But to have a skill that the better you get, the more you will get paid for that skill. I mean it's, you can take that anywhere. So fortunately for me, I already had that skill. And really getting out of that program, I moved this way and man, I just started hustling the same way that you do on the streets to survive. I mean, I just carried that over to my work. I mean I was working non stop for companies doing side work. Anything I could do to just get myself and my lady ahead. And I did enough side work. And that's really when I started realizing, man, you know, let's, let's really do this right.
- [14:27]
J Money Maker
And you never worked for an H Vac company, you just did the side work. And then you ended up one day saying, you know what? I think I'm gonna start my own company. Am I correct?
- [14:38]
Austin
No, not necessarily. I did refrigeration the most. My career was refrigeration. I did a little bit of H Vac and, but moving here, I'm from Salinas, California, where nobody has air conditioning hardly. I mean it's hot if it's a 80 degree day. So moving here it was, you know, it was pretty apparent to me where the money was at in this area. So no, I worked for a couple companies around here.
- [15:06]
J Dub Moneymaker
Yeah.
- [15:07]
J Money Maker
Okay. And when was it the defining moment where Austin's light bulb now went off? Okay. Where now I want to start the venture to start my own company.
- [15:18]
Austin
Sure. So that I was working for TDR Enterprise out at El Dorado and making good money. We were prevailing wage work, but I was gone. I had my son about two and a half years ago and we would be gone five days a week, you know, most weeks. And I just did not want to be the dad that was gone 24 7. And that really was the light bulb moment was my son. I knew that I needed to provide a better life than I had and for my lady as well. And you know, that's. I see the opportunity here. You know, I'm still new at the, with my business, but there's a ton of opportunity. Obviously. Look at everybody.
- [16:03]
J Money Maker
Absolutely. And how long ago did you say that you started your company?
- [16:10]
Austin
So we started in May, end of May of 2024. Oh man. Besides everything I would say, you know, I would have to say sales. Honestly, I didn't. This might sound dumb, but I didn't realize how sales based it is and, and that's part of the business. And I had never had any formal training so I think properly educating the customers and really having a process in place was, was a struggle.
- [16:45]
J Money Maker
Now when you talk about sales. Right. And you're talking about processes, how were you going in there in 2024 when you first started your company?
- [16:58]
Austin
I mean, absolutely winging it. You know, most of them were referrals. So I kind of already had some trust built in. I'm lucky to where I'm. I am a people person. I can conversate with people. Well, I don't, you know, people don't have their guard up when I come in, so that helps a lot. Their barriers are already down, but it was no process, it was winging it. You know, that's all there is to say.
- [17:26]
J Money Maker
Now when you went in there and you winged it and everything like that, how were you getting your opportunities as a startup company in 2024?
- [17:35]
Austin
Referrals. So when I first went to, went into business for myself, I sent out, I did a Facebook post, an Instagram post, and then sent text messages out to most everybody in my contact list. I had some customers built up because I had been here three, four years doing side work. So I had a good amount a couple apartment complexes. So I had you know, a decent amount of work as it was.
- [18:02]
J Money Maker
How'd you get into the. So, I mean, there's a lot of companies that are just now starting off, and this is their first summer. Okay, how do they get those contacts? Or how are you able to find those contacts to go to the apartments? Because I remember you telling me that you got a massive job at the beginning, and I forget how many system replacements it was, but that was able to keep. To start the momentum. Right. So how were you able to get something like that?
- [18:32]
Austin
Knocking on doors, grinding. Grinding, absolutely. I mean, it doesn't matter if I'm at the grocery store, gas station. I mean, I'm always trying to find someone that I can chat with about it. I mean, it gets brought up. You'd be amazed. I mean, you know, you're in. Gets brought up all the time. I mean, I'll overhear someone talking about H Vac and, you know, I'm going to get in that conversation. So really not being scared to go up to anybody, hand out a card, just even. Just introduce yourself. I mean, it doesn't take much to just say hi and introduce yourself, shake a hand.
- [19:08]
J Money Maker
So I talk about being uncomfortable real quick. I mean, you did a couple different things to be uncomfortable, right? First off, you met me at the airport a couple months ago, and you were out there waving like some crazy dude, right? Hey, I know you. No, I'm just kidding. For real. No, he really was. I was also curious. No, but. But, like, you know, standing out, doing something like that, right? Going to two events, right. As a business owner, to network and put yourself out there in an uncomfortable situation. So talk about being on the podcast right now, talking about your story, right? Talk about being uncomfortable, putting yourself in uncomfortable situations, being a business owner, being uncomfortable taking the risk, being uncomfortable having a family instead of just being easy and being complacent. Right. And comfortable and going to work for someone. You said, no, I have a bigger dream, a bigger vision. So talk about being uncomfortable real quick, Austin.
- [20:16]
Austin
Well, I can tell you most things for me are. Is uncomfortable. I mean, I'm kind of. I can be a hermit, to be totally honest. So being a business owner and dealing with, you know, people 24 7, that's tough for me. I mean, as a. It's human nature to seek comfort. I'm guilty of it. We all are. But it's the feeling that you get when you know that you put yourself out there. You, you know, you took a chance, you know, you could fail, you could do great. You're it, it's a chance and it, and it's tough to make that decision, but it's very apparent to me there's nothing in life that's good, good is going to come your way without getting uncomfortable and taking the risk. There's just, if you want a mediocre life, fine, you know, that's on you. But I want nothing to do with that.
- [21:06]
J Money Maker
I don't want anything to do with that. So going out there, hitting the streets, grinding, meeting people, shaking hands, you were able to land an opportunity which. How many system change outs was that?
- [21:19]
Austin
So that was close to 50. 47.
- [21:22]
J Money Maker
So 47 system change outs going out there, shaking hands as a new company starting in 2024 to help keep the momentum going right now. Talk about what was it in 2024 of your revenue and what did you feel like maybe your biggest challenge or what would you have done different? 2024.
- [21:48]
Austin
So we did from May, well, pretty much from, you know, June to end of the year, we did right around 500,000. You know, a good portion, six months. Yeah, but a good portion, you know, was obviously that apartment complex. That helped. But hey, it was work. You know, I went out there and.
- [22:08]
J Money Maker
Got it and this was okay. And this is you as a business owner. I think you were telling me your first year, it was just really you. Right. And you were. How are you finding installers and help to, to sustain? I mean, just sanity.
- [22:26]
Austin
Yeah, yeah. You know, I do know sharing. I mean, with other small contractors, we would share guys. I had a kid, Brody, that was working for me. He did a great job, but he ended up moving on to a better company. But I mean, a lot of it was by myself. I mean, you got to be willing to at first to work till 8, 9 o' clock every single night. I mean, it's, it's a sacrifice.
- [22:54]
J Money Maker
But now can I, can I ask you a question real quick? I gotta kind of pause you.
- [22:59]
Austin
Sure.
- [22:59]
J Money Maker
Why'd you say he moved off to a better company?
- [23:04]
Austin
Honestly, my lack of leadership, I would say is honestly the, the main reason. He was a younger kid, new in the trade. You know, I was, I'm guilty of it. I was kind of an. And that's, you know, being a business owner, the one thing that I've really noticed, if you want to learn about yourself and who you really are, not who you tell people you are, go start a business because it's going to bring all your flaws to the surface extremely quick. If you're a procrastinator, I mean, anything the list Goes on. It's. You got to be dialed in. But at the. On the flip side, it's good because it, you know, it brings things to your attention that you need to work on. And leadership's a tough one.
- [23:54]
J Money Maker
Talk about lack of leadership. So something that you're able to identify as a business owner, which I think is something important to talk about, because a lot of business owners listen to this, and maybe they don't think they lack leadership. Right?
- [24:08]
J Dub Moneymaker
Yeah.
- [24:09]
J Money Maker
But it's funny, because when I talk to their team, their team usually has something different to say about their leadership skills that they might have. Right. So talk about your lack of leadership skills that you felt like you had and that you had to work on and what you progressed and how were you able to work on those skills, and are you still working on them?
- [24:30]
Austin
Oh, absolutely. 100. The big one for me was showing emotion. And I know we talked about this before, you know, if something would go south or there'd be an issue, it would be very apparent on my face, and my employees would know about it. So I'm really working on, no matter what happens, you know, keeping your composure. I mean, not, you know, you could be having a full meltdown inside, but you still got to be there as the leader, and you got to keep. Keep the ball moving forward. You know, you can't just throw your hands up in the air and just say it. You know, you got to be there. You gotta be. Everybody needs it. I mean, you're the one driving the direction of the business. And. And I'm not talking like, I got this all figured out, because this is a.
- [25:19]
J Money Maker
You know, what would you say? You said that when we were together, you're like, man, it's crazy that you don't show your emotions. Like, yeah, it's always cool, calm, and collective.
- [25:29]
Austin
I mean, yeah, I'm sure anybody that knows you, that's just how you are. It's. You always got that little grin on your face, and you're just, you know, you don't look like you're just chilling, but you got a lot on your plate, which has been a good thing for me. I was talking to Jessica about that, actually. You know, I'm. I can be the total opposite, and I'm just trying to put myself in the rooms with people doing better than myself. I mean, it's really all I can say.
- [25:57]
J Money Maker
Talk about that. Why? When. What made you change that mindset? Because a lot of people want to be the smartest one in the room. They want to be the loudest One in the room.
- [26:07]
J Dub Moneymaker
Yeah.
- [26:08]
J Money Maker
I always want to be the guy in the corner taking notes and definitely be, not be the smartest one in the room. I want to be the dumbest one in the room.
- [26:17]
Austin
Yes. Yeah. 100. So that's another thing that being out on the streets will teach you too is when you're around those people, you know, you, you yourself, you're a low life as well. But when you get clean and you try to move your life forward, some of the old habits stay. It's easy to. You know, it's weird because I know I'm a good person, I came from a great family, but it's almost like you identify with the low lives and the losers you. I honestly felt more comfortable with them. So being with like super successful people at the beginning intimidated me, as weird as that sounds, you know, But I've over time doing the right thing, getting some confidence going. I mean it's, it's, it's motivating. You know, I see what you're doing. There's a bunch of other guys that I don't need to name that are out there killing it. And I mean that literally. You know, the Bradley podcast, when I saw you, I saw, you know, several guys on there. I mean that just opened my eyes. I didn't, I had no clue that the opportunity was out there like this, to be totally honest with you.
- [27:26]
J Money Maker
And that's why I always tell everyone and if you're listening to this podcast right now, dream big and let that sink in. And when I say it, I mean I'm gonna say it again. Dream big. If you would have asked me 15 years ago when I started this in a shop as the warehouse duct cleaner. Real. Really? The warehouse shop guy? Right. Uninstalling the install trucks, throwing the trash away, restocking everything, replenishing them, picking up stuff, dropping stuff off, doing duct cleanings, to being able to be install helper, learn how to install systems, how they communicate, to servicing, to being able to sell systems, to be able to train. Right. And show people what's possible. The four minute mile. I would have never thought that. So talk about what are your dreams? When I say dream big, Austin for you. You know, you've been doing this game for two years now. You're on this road still being a green owner as well as myself with royalty right here. One year. So we're both, we're both one year in.
- [28:41]
J Dub Moneymaker
Yeah.
- [28:42]
J Money Maker
So, okay, let's talk about, let's talk about this real quick. Okay. Both of us being one year in okay. You've been able to go into royalty. You've been able to see what we have there. What do you feel like is the same, different. What have you learned? What were your takeaways?
- [29:05]
Austin
Oh, man. A list of them. I'd say the main one is being willing to spend the money. You know, know that going into business, of course, not cheap. No. We all know starting a business costs a lot of money, but to present yourself like a bigger company. And I've really been noticing this lately, you know, because I had. Our trucks were just, you know, nothing fancy. We're working on that right now, though. But when you see a truck like yours or these other guys, I mean, newer trucks and a nice wrap, cool uniform, cool logo. I mean, that makes a difference. I remember when I used to work for companies, I would, like, see a truck on the. Like, a cool truck that I liked the colors and stuff, and that's how I chose who I applied for, because I'm like, oh, I want to drive one of those trucks. So it matters. You know, there's a lot of other things that matter, too, but that does.
- [29:57]
J Money Maker
You know, as an employee, you want to drive something a little sexy, right?
- [30:01]
Austin
Yeah, for sure.
- [30:02]
J Money Maker
Something that's an eye turner.
- [30:03]
Austin
Yeah. 100.
- [30:06]
J Money Maker
Well, one thing you mentioned. Let's talk about it real quick. So your name right now, you're wearing your company logo. Right. Talk about something that you and I talked about. Rebranding.
- [30:20]
J Dub Moneymaker
Yeah.
- [30:21]
J Money Maker
How far are you. What's the process you're in right now? Because I don't really know since our conversation.
- [30:27]
J Dub Moneymaker
Yeah.
- [30:27]
J Money Maker
What does that look like right now for you?
- [30:30]
Austin
So we had another discussion, and this. I don't think I've even told you this yet, but we're still. We're figuring out the name right now. I'm struggling with that because I personally really like the name and I get a lot of comments, but I was advised on the name, the word attack in the company name. I guess you could take that how you want it, but.
- [30:53]
J Money Maker
Well, let's ask them real quick. You know, those that are listening on different platforms right now. If you guys could comment in the comment section. What do you think of the name? Air Attack. Air Attack Heating and Cooling, as you can see, get. Get up nice and close in that camera real quick so they could see your brand, everything right there. So what do you all think? Thumbs up, thumbs down? Do you think it's a little aggressive? I'm just a little curious. Yeah, I don't. I don't have any suggestion. I'm not going to tell them where I stand until I see what the new brand new logo looks like and kind of talk about. So you are in the momentum of production with that.
- [31:36]
J Dub Moneymaker
Yeah.
- [31:37]
Austin
Okay, now, so.
- [31:38]
J Money Maker
Yes.
- [31:39]
Austin
And, and keep in mind, before anybody talks too much, this was like 150 fiver. Anybody that's ever needed a logo probably knows about Fiverr. So I won't be offended if, if you're honest.
- [31:52]
J Money Maker
Well, and that again, that's being a new startup company, right? Trying to find different avenues, but really something that you already just talked about and identified is as a new company, you still have to look like a big company. I mean, come on, everyone, you're in a big market, a small fish with some big giant fish that's been there for years and years, gobbling up acquisitions, taking over, growing these massive freaking monsters, right? And as fishermen, our clients, right, they don't want to catch the little fish, us little guys, right, they want to catch the big fish. So how do we look like the big fish? How do we go out there and look like we've been in business for 10, 15, 20 years? How do we look like we're a $20 million operation company? How do we look like we have 50 employees? How do we look like our trucks stand out, right? So talk about the rebranding. I'm sorry I cut you off a little bit, but talk about your logo, the process of what you're in and the excitement that you have as a new owner to, to be in production.
- [33:07]
Austin
It is exciting. That's another, another lesson I've learned is trying to move on things quickly. You know, it's really easy to get in functional freeze and I'm guilty of it. So really making a decision and standing on that decision, whether it's good, bad, you're gonna learn. But as far as the logo, I mean, we're trying to figure out the name, but we're, we'll get that going here. And yeah, I mean, it's just the truck. It makes a huge difference. I mean, if you're gonna do it, you know, if you don't have the funds at the beginning, fine, do what you got to do to get by. But if you do, which we do, I mean, wrap your trucks, you know, like, they don't have to be brand, brand new, but put out the effort to, like you said, look like a twenty million dollar company.
- [33:57]
J Money Maker
Well, one thing that I want to talk about is as a company, right, and maybe also being on the street and going through the life challenges that you went through. Right. You are also holding on to your money. Money. You know, you and I had that conversation, and you're like, dude, I got X, Y and Z in the bank account, and it's just sitting there.
- [34:20]
J Dub Moneymaker
Yeah.
- [34:21]
J Money Maker
But I'm scared to spend.
- [34:23]
J Dub Moneymaker
Yeah.
- [34:24]
Austin
I'm holding on 100.
- [34:27]
J Money Maker
Talk to the business owners right now about your conversation with me, and you seen what I'm doing.
- [34:36]
J Dub Moneymaker
Yeah.
- [34:37]
J Money Maker
And being able to make that decision because you just made that decision two weeks ago.
- [34:42]
Austin
Yeah.
- [34:43]
J Money Maker
Talk about the emotional decision that you had to go through.
- [34:46]
Austin
Yeah. I mean, that's my own, you know, deal that I'm working on, but pretty much being on the. For as many years as I was. You're broke 24 7. You got nothing. I mean. I mean, no money for food, nothing. I mean, as poor as you can get. And so having money, it's very easy to want to, like that scarcity mindset where it's like, oh, if I spend this and it doesn't go well, it's never going to come back, even though I know it will. So that's. That's a block for sure, you know, and you've been helping me with that because I've, you know, I see what you're doing and, and you're, you know, you're not scared to make a move on something. It's just sometimes it's just again, it's putting yourself in the rooms with the right people. I mean, it really makes a huge difference. You've done a lot for me in the short time we've known each other. I mean, it's. It's been a blessing.
- [35:45]
J Money Maker
Well, you've been a blessing too, man. You've been absolutely amazing to. To get to know and to be a good friend, too.
- [35:52]
J Dub Moneymaker
Yeah.
- [35:53]
J Money Maker
But talk about, as you're growing. Culture. Culture is important, okay. As you're growing comes growing pains. Okay. And keeping culture lined up with processes and procedures and really the outcome of the best customer experience possible.
- [36:12]
J Dub Moneymaker
Yeah.
- [36:12]
J Money Maker
Talk about, how are you creating culture? What's your culture like? What do you want to create as you continue to grow?
- [36:21]
Austin
I mean, that's a big one we're working on right now because again, at the beginning, you. You don't know until, you know, you just start working on it. But, you know, social media is a big one. I'm really starting to hammer on social media. I mean, and again, I'm not here to give anybody advice. I'm just telling my experience because I've, you know, I don't have a huge company. I haven't done anything spectacular yet, so. But.
- [36:49]
J Money Maker
You have done something spectacular. Hang on, you're talking about a challenge, which is something that is someone's biggest, deepest, darkest demon, and you've been able to overcome it and come out the other side.
- [37:04]
J Dub Moneymaker
Yeah.
- [37:04]
J Money Maker
Which thousands, hundreds and thousands of people have not.
- [37:08]
Austin
For sure.
- [37:09]
J Dub Moneymaker
Yeah.
- [37:09]
J Money Maker
Okay. So don't limit yourself, brother, and say that you haven't created something special yet or done anything special yet.
- [37:18]
J Dub Moneymaker
Yeah.
- [37:18]
J Money Maker
Because you have. And this is just a whole different chapter of the momentum.
- [37:23]
Austin
Sure.
- [37:24]
J Money Maker
Of what the past was. Right.
- [37:25]
J Dub Moneymaker
Yeah.
- [37:26]
J Money Maker
So I, as I continue to mentor you. Right. I want to fix your mindset, that it's not living in the past for sure. Right.
- [37:34]
J Dub Moneymaker
Yeah.
- [37:34]
J Money Maker
But, but it's also understanding that, hey, I have done this, I have created this, I've done something special. You've been doing something special.
- [37:45]
J Dub Moneymaker
Yeah.
- [37:45]
J Money Maker
So.
- [37:48]
Austin
As far as culture too, I mean, I'm, I, I truly care about people, so I think that makes it a little easier for me because I want to see people succeed, you know, really getting to know your employees, what works with them, what doesn't work with them. And again, this is all a learning curve, but we're really just trying to work on becoming that company that someone wants to work for. And it really starts with, you know, I made the excuse that, oh, I'm a new company. I don't need the nice logo and this and that. I just need to get started. But there's a lot of things you can do, be doing. You know, that was actually even my invoicing at first. I mean, I was doing paper invoices instead of having house Call pro set up. So like, just little things like that. I mean, I think if I had to do it over, although I'm still at the beginning, I would have spent a little more time getting everything set up. So when we did start running calls and doing work, it. Everything flowed a little, a little bit better. Um, can get chaotic really fast. And on top of all of that, you're invoicing. I mean, just all of it. It's, it's, it's non stop at the beginning, you know, I mean, it just never. Your job never ends. You do the work, you go home, you do the office work. It's. It's a grind. Yeah.
- [39:14]
J Money Maker
You know, talking about hiring. Okay. As a new business owner, that's very fearful for people because you're taking on another family.
- [39:25]
J Dub Moneymaker
Right.
- [39:25]
J Money Maker
You're fulfilling promises. Talk about as you're growing, you know, you're, you're hiring right now. Talk about the emotion of Growth and the fear of hiring people and maybe the. The. Also the challenge of finding people.
- [39:48]
Austin
Yeah, right now it's been a challenge for me so far. I think. I think really for me, finding that. Right. Key player first, that can kind of guide some of these guys, too, because, you know, there's only so much time in the day, so I'm really just. Yeah, the hiring's been tough. I've gone through a few people, you know, I think really vetting them. I think at the beginning, I was a little too loose with it, and I kind of just took their word for it, and it came very apparent very quickly that people were. Will exaggerate what they actually know and their skills. So I think really vetting them, you know, but again, it comes back a lot to being the owner and being the leader, too. You know, I've. I saw firsthand with the guy that quit recently what happens when the culture goes downhill. I mean, we were in a slow time. You know, it was that typical March, April kind of slump, and we had been a little slow, but I was using it as time to kind of train and. And do that. But I was stressed and. And it showed. And I mean, I could tell within not too long. I mean, I saw him. And this also comes down to the person, you know, you got to be able to fight through this. He. You know, these people need to be able to buck up and hang on. But I saw he was defeated, you know what I'm saying? And, yeah, he ended up leaving, so. But we got a good replacement.
- [41:29]
J Money Maker
But, I mean, and that's. Things that happen as a business owner and challenging things, and you gotta. I always say we're playing chess, right. And we're always moving and adapting and trying to be a chameleon and adapt to what we're doing.
- [41:42]
J Dub Moneymaker
Yeah.
- [41:43]
J Money Maker
But also one thing that you said is social media.
- [41:45]
J Dub Moneymaker
Yeah.
- [41:46]
J Money Maker
And one thing that I told you is your social media sucks. Right. And that you got to get out there a lot more and create more content, video and stuff like that. So talk about what you're going to start doing to be different and to get yourself a little bit uncomfortable because you're saying you're like me. I'm an introvert, y' all.
- [42:06]
Austin
Yeah.
- [42:07]
J Money Maker
It's crazy to think that, right, J Dub, being on stage, doing podcasts and doing training, traveling, but being uncomfortable.
- [42:16]
J Dub Moneymaker
Yeah.
- [42:16]
J Money Maker
Talk about it.
- [42:18]
Austin
I mean, I'm on a podcast as a new business owner with not much to show. So that's, you know, an uncomfortable situation. This is all new to me. But yeah, the social media thing, it's been, obviously it's been a huge deal for a long time. But it, for whatever reason, I'm a late bloomer. I guess I finally am realizing like, that is your brand. I mean, that is not only that. I mean, it's the amount of people you can reach off social media is unbelievable. So it's, it's not a maybe do it, it's a have to do it, you know? Yeah. Getting on camera, talking myself. What we really want to do is I want to start doing, you know, just filming these jobs, like getting little clips of the guys talking, working, you know, all of it. Little tech tips, how to tips. I mean, there's so many different directions you could take it. You could do kind of more funny clips. So, yeah, we're working on that.
- [43:21]
J Money Maker
So I, I gotta ask you a question and I want you to be a hundred percent honest. Okay, 100. Honest. You're in my market. Well, you're, you're not really in the market. You're kind of in my market, but you're about 45 minutes. You install and you service a lot of Davis community.
- [43:40]
J Dub Moneymaker
Yeah.
- [43:41]
J Money Maker
But you do come to Sacramento, Roseville, Rockland, and leaking probably every once in a while.
- [43:46]
J Dub Moneymaker
Yeah.
- [43:46]
J Money Maker
But one thing that you see is the royalty installs.
- [43:50]
J Dub Moneymaker
Yeah.
- [43:50]
J Money Maker
Okay. What are your thoughts about it?
- [43:54]
Austin
I like them. Yeah. You know, the bubble wrap and the cabinets or in the furnace closets and the platforms. I, I do like that. The LED lights, I think are a really cool touch. I wanted to actually talk to you about that. I, I, I go back and forth with that. Like, let's hear it. Oh no, I just go back and forth because like, do they don't see it, the customer? I guess it's more for maybe the tech going up there, you know what I'm saying? And see it and they're like, oh, hell yeah, that's badass. I, I'm just curious, I'm genuinely curious on the.
- [44:31]
J Money Maker
So, so when you install a system.
- [44:33]
J Dub Moneymaker
Yeah, right. Yeah.
- [44:34]
J Money Maker
Regardless if they're going in the attic. So if it's a closet unit or garage. Garage unit, they're gonna see it.
- [44:40]
Austin
Sure.
- [44:40]
J Money Maker
Right. But if it's an attic unit, I mean, are you still presenting pictures or videos knowing they're not going up there? Right.
- [44:50]
Austin
Absolutely.
- [44:51]
J Money Maker
So how much cooler is it when you could create a video real quick of their install and show them a video with cool colors and effects and this and that and hit play, knowing that they're not going out there again, it's the exposure experience.
- [45:07]
Austin
Yeah, for sure.
- [45:08]
J Money Maker
But then also it's looking at these installs like a piece of art.
- [45:13]
J Dub Moneymaker
Yeah.
- [45:13]
J Money Maker
Okay. So knowing that maybe one day, I mean, the goal in the mission is always to retain them and keep them as your client, right?
- [45:22]
J Dub Moneymaker
Yeah.
- [45:22]
J Money Maker
But maybe one day, one of my competitors, maybe your ass might go up there, right?
- [45:27]
J Dub Moneymaker
Yeah.
- [45:28]
J Money Maker
And all of a sudden, you walk in the attic and you see our nice badges. Royalty right there.
- [45:35]
J Dub Moneymaker
Yeah.
- [45:36]
J Money Maker
And then all of a sudden you turn the attic lights on and you see our LED like strips.
- [45:41]
J Dub Moneymaker
Yeah, totally.
- [45:42]
J Money Maker
It's like, it's just. Oh, that's a royalty install. It's also knowing that if I line up, you know, marketing, you talk about wraps and stuff like that. White truck syndrome. If I line up 10 different installs from 10 different companies.
- [45:59]
J Dub Moneymaker
Yeah.
- [45:59]
J Money Maker
And I stand back 20ft, right?
- [46:02]
J Dub Moneymaker
Yeah.
- [46:02]
Austin
I get.
- [46:03]
J Money Maker
Everything's going to look the same. Yeah, everything's going to look the same. But if I stand back and I have 20 installs and there's one with lights on.
- [46:14]
J Dub Moneymaker
Yeah.
- [46:15]
J Money Maker
Which one's going to stand out?
- [46:17]
Austin
No. 100%. I think the private label is the dopest part for sure. That's.
- [46:22]
J Money Maker
That's definitely 3D printing, y' all.
- [46:24]
J Dub Moneymaker
Yeah.
- [46:24]
J Money Maker
If you're interested, I've had so many companies. I think that's what we're gonna start doing. I'm gonna do a little side hustle. And if you guys want these badass custom made 3D badges, I gotcha. I'll make them myself. Send me your information. Jdub@h vac. Masters of the hustle.com. there's a couple different things that also I want to touch on before as we're drawing to a close on this podcast. Mr. Austin, what is your goal for 2025 with your business?
- [47:02]
Austin
I would like. We have. I have one install crew. I still think big. I know, I know. I'd like to. I'd like to hit a million dollars this year in sales. And I know that's not huge. Trust me, I know. But for. For me, and we're not even just for me, but that's a good milestone. I'm big goals, dude. Like, honestly, like, I'm not. I'm a pretty simple guy. But, dude, I want all the nice, too, for my family, my son. So, like, I want to be loaded, to be honest. Like, a lot of it's for me personally is for the money part. But at the same time, I get more satisfaction when I finish a job at the customer telling me, like, hey, dude, my house has never felt this good, that brings me so much more satisfaction than the paycheck at the end. And that's the honest to God truth. So I think my intentions, and again, I'm not saying this, anybody that really knows me would vouch for this but I think my intentions are there and I think that's going to work in my favor. You know, real quick.
- [48:09]
J Money Maker
Also talk about the importance of the review. Social media, Google reviews, testimonials. Right. Something that you're working on, something that maybe was out of sight, out of mind previously, but now knowing how important is it to you and what have you been doing to start gauging and gearing up and getting those.
- [48:29]
J Dub Moneymaker
Yeah.
- [48:30]
Austin
So I mean, I don't know why I didn't. I mean it's obvious. The first thing I do when I want to spend money somewhere or go somewhere is I look at the reviews every single time. I mean no questions asked. So the fact that I wasn't hammering on those before just didn't make a lot of sense. But every single, I mean House Call Pro too. When I invoice them, boom. Are automatically sends it. But at the same time I'm. What I was thinking about doing is getting like some five dollar Starbucks gift cards don't. And then get. If they do a review right there. Handing them a gift card.
- [49:07]
J Money Maker
Being different.
- [49:08]
Austin
Yeah. Just incentivize a little bit.
- [49:10]
J Money Maker
I mean one thing that we do on our installs, let's see if I have any real. And then I mean I got these little ones. We'll give these to the husbands and then I give them to my employees too. But we'll get these to like you know, dude that likes to hunt or something like that.
- [49:28]
J Dub Moneymaker
Yeah.
- [49:28]
J Money Maker
And when they open it, it's engraved.
- [49:32]
Austin
Oh, there it is. That's sick.
- [49:37]
J Money Maker
But the custom ones for the wife for the kitchens are absolutely beautiful as well. Yeah, but that's being different.
- [49:44]
Austin
No, for sure. A little better than a five dollar gift card.
- [49:47]
J Money Maker
But we have royalty hats that we give kids little crowns.
- [49:52]
J Dub Moneymaker
Yeah.
- [49:53]
J Money Maker
Being different. I actually just, I. I don't want to say this so but I am to be a little bit different. I thought it would be, would be really cool especially with all these summer events happening. Like you know, we're going to be doing a lot of home shows and you know, different chili cook offs and hot rod shows and this and that. And how cool would it be for. I know when I was a little kid, I mean me and you were both tatted up.
- [50:19]
J Dub Moneymaker
Yeah.
- [50:19]
J Money Maker
Licking stick tattoos of royalty hidden in.
- [50:22]
Austin
There yeah, no doubt.
- [50:24]
J Dub Moneymaker
Yeah.
- [50:25]
Austin
You know? Yeah.
- [50:26]
J Money Maker
And I don't know, man. My son had these ones licking sticks that, like, you could sit there and scrub, and they stayed on for two weeks, dude.
- [50:33]
J Dub Moneymaker
Yeah.
- [50:34]
Austin
So for sure.
- [50:35]
J Money Maker
No, I mean, it's just getting your logo in front of them, you know, and, yeah, kids are gonna put some licking sticks, whatever.
- [50:43]
Austin
Yeah, you know, I love it.
- [50:45]
J Money Maker
It's hot. Oh, man. Royalty heat in there.
- [50:48]
J Dub Moneymaker
Yeah.
- [50:49]
J Money Maker
You know. Hey, air attack. Yeah, let's give them a call.
- [50:53]
J Dub Moneymaker
Yeah.
- [50:54]
Austin
Well, that's one thing, too, that I've Watching you do. And I. I've known. I still really love doing the work, believe it or not. Like, I. I honestly enjoy being up, crawling around an attic, banging out an install. Like, call me crazy, but I used to always love coming to work. But being able to get myself out of the business as far as doing the installs, that's been a lot harder than I thought it would be, actually. You'd think you'd be like, that'd be the first thing. Get yourself out of the attic. But I know that'll free up a lot of time for me, too, so.
- [51:29]
J Money Maker
Well, Austin, as we're drawing to a close, let me ask you, what's the bigger impact for you? Or bigger picture? Or not even bigger picture. You want to do a million this year?
- [51:42]
Austin
I want to do a million this year.
- [51:43]
J Money Maker
Three years from now, would you envy? Manifest it, bro. Close your eyes. Yeah, manifest what? Do you see yourself? Where do you see your family? Where do you envision your life? Speak this in existence?
- [51:59]
J Dub Moneymaker
Yeah.
- [52:00]
Austin
I mean, three years from now, I mean, to break that 5 million mark would be great. Just have a crew. Like, what means more to me? I know the money will come. What means more to me is building. Like I said already said, is building a company that people see and they're like, dude, I want to work for that company. If. I know if you can do that, there's. There's a lot of other variables, but the rest will fall into place. So, really, a company with amazing culture, and I've seen them. I've been experienced it. I mean, that's. That's one of my main goals. I really just want to, you know, have that kind of company and. And take care of my family, man. And, yeah, I don't know.
- [52:46]
J Money Maker
There's listeners from business owners, installers, CSRs, dispatchers, supervisors, service technicians, sales professionals.
- [52:56]
J Dub Moneymaker
Yeah.
- [52:57]
J Money Maker
What would you like for them to get out of this episode of H Vac Masters of the Hustle? What is your sign off to everyone across the not nation, but the world.
- [53:10]
Austin
I would definitely say, and I know this is a cliche, but just never giving up. I mean, I can't tell you the. How dark of a place I was mentally. And for me, even just being where I'm at today is a win. So really, I. Anybody struggling with addiction? I mean, there's all kinds of addictions. Food, whatever, nicotine, I mean, obviously drugs. But it's. It's no way to live. I mean, it will keep you so trapped. I mean, you are in mental anguish. It's the worst thing that you could ever have to go through, even though you're choosing to do it. But I think just never give up, man. Yeah, I'm just grateful to be here.
- [53:57]
J Money Maker
So, yeah, obstacles and challenges happen, but it's how you go through those barriers, y' all. Until next time, late, later.