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Back when I was getting my lawn care business off the ground, I was juggling routes, invoices, and customer notes with paper and prayers. It was chaos. Until I found Yardbook. Yardbook gave me the structure. It helped me track chemicals, route efficiently, invoice faster, and most importantly, it helped me grow a profitable business. If you're tired of duct taping your systems Together, go to yardbook.com and sign up for free. And if you're ready to go premium, use promo code PAYJACK to get your first 30 days on me. Now let me flip this, because not everyone has a pricing problem in the way you might think. I had another owner, and we looked at his numbers, and his pricing was actually solid. There's no major red flags. He wasn't undercharging, but he had a different issue. He didn't have enough work. So now the instinct might be, well, lower your prices and be more competitive. But that would have been the wrong move. Instead, we focused on volume. Strategically. He already had a few customers in a really good neighborhood. So we leaned into that. We created a simple introductory offer for that area. Only now, it was nothing crazy, but it was just something to get attention and create some momentum. And it worked. You know, at the end, what we ended up doing was because we knew what his numbers were and he was pretty consistent with a profit margin that he wanted. We, because we knew those numbers. Now somebody's gonna throw this in my face and say, well, you get lower prices. You just said you're not gonna do that, but you did it right here. Yes, we did, but it's only because we knew the numbers. When you know what your bottom line is, when you know what your break evens are and you know what your bottom line, your. Your profit margin is, typically, that's very powerful. It's so powerful because now you have the opportunity to go ahead and, you know, play with it. You know, think. Think of pricing as an. Not only as something that's kind of boring with putting, you know, a plus B plus C equals D. Well, you could. There's an art to it as well. You know, this goes with sales and marketing. Well, I shouldn't say marketing so much, but really the sales end of it. But the thing is, if you're a salesperson or you know, say you're big enough to have sales, somebody come in and do it for you, or if it's just you, when you know what it actually costs your business, what it actually, what margins you're trying to achieve. You could strategically come in and be like, okay, well, you know, we're going to strike this one neighborhood, and we're going to have an offer just for them. What's the goal? Our goal is to get more clients. We want more penetration. We want to get more people in this neighborhood because they are our ideal client. And all we really need is exposure. And not to mention, we already have clients in this neighborhood. So we just kind of want to fill the gaps in between our existing clients, too. So what you could do is, what we did was we devised a program, an offer, just for this neighborhood, and it did lower the price a little bit, but it was an introductory rate. You know, it wasn't going to stay there forever. We had a thing where it was like, hey, for the first, you know, for the first, like, three months of this season, you know, you're going to get this rate, and then things will go to normal price. Most people were like, yeah, let's go. Let's try it. You know, and once they started seeing the results, the phone kept ringing. And by the end of the season, you know, he had picked up 27 new customers in that neighborhood. Now, that's a lot. You know, I mean, if you're thinking about that, not everybody uses services like this. So in order, it's not like every single house on the block has a service provider. It'd be wonderful if they did. But, you know, to gain that many people in, you know, that time of the season was pretty impressive. And here's the best part. He was not chasing work, right? The neighborhood started seeing his trucks. They see his results. And now in the new year, this new season, his phone is blowing up. And he didn't. You know, we could talk about this a little bit later, too, but they. He wasn't having to spend as much money on ad spend. He'd done a lot of legwork in this neighborhood, and people, his reputation started to precede him, and now they're all calling him. So to break this all down. So what does this tell us? You know, pricing is not always just about raising your rates. It's about understanding your numbers well enough to make the right move. So in one case, we raise prices to reduce the stress and increase profits, and in the other case, we maintain pricing and increase the volume. Strategically, these are two completely different situations, but two completely different solutions, but both required clarity, the clarity of your pricing. So here's the truth. You know, too cheap, you're gonna. You're gonna get too much work and it's gonna bury you. If you're too expensive with no work, it won't sustain you. So you need to find that balance. And the only way to do that is by understanding your numbers and not guessing or not copying competitors. We're not just kind of feeling it out, but we actually know. And this is one of the lessons that I want to leave you with, is I want to teach you is how powerful one thing, one. You know, just this one. I'm going to share more with you as the week goes on here. But you know, just this one thing can change your business dramatically. That's pricing. So I know, I know today we focused on pricing. I keep saying it, but pricing alone doesn't fix everything. Because even if you're charging correctly, there's still more opportunity sitting right in front of you. So tomorrow I'm going to show you how to how I personally added over 18,000 in revenue to my my own business this season and I did it without adding a single new client. And once you see it, you're going to start to realize you've probably been sitting on the same opportunity this entire time. So as always, I hope you got something great out of this. Please listen for the rest of the week. I invite you to we usually do Monday, Wednesday, Friday, but this we're doing one every single day of the week this week. But as always, God bless. Keep pushing through and we'll catch you on the next one. Thank you once again for listening. If you've enjoyed the show, please leave a review and share it with fellow business owners. Your support means the world to me and helps keep the show going strong. I want to give a special shout out to our friends at Yardbook. Their continued support has been instrumental in bringing this podcast to you week after week. If you haven't checked them out yet, visit yardbook.com and see how they can give you the tools to streamline and manage your lawn care business. Also, don't forget to explore the resources and upcoming events that I've collected just for you in the show Notes. These are curated to help you stay ahead in your business with the latest tips, tools and networking opportunities. Whether it's a new tool, an insightful article, or an event you don't want to miss, I've got you covered. Until next time, keep pushing through and God bless.