The Most Overlooked Path to Wealth — Transcript

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1. 0:00and you're making over half a million dollars a  year. I think franchising is probably the most
2. 0:04overlooked path to wealth creation in America.  It's super accessible. The revenues are high.
3. 0:09The cost to get in is low. You can get going in  less than 30 days. Okay. I like to go fast. How
4. 0:14are people out there buying franchises with  none of their own money? There's an express
5. 0:18loan where you can get half a million dollars  in less than 60 days. Wow. What would you say
6. 0:22is the cheapest franchise concept that you  would put your own money into right now?
7. 0:28garage renovation business. They do like epoxied  floors, custom shelving with slapboard and
8. 0:33stuff. The average revenue is over a million. No  heavy equipment. There's clearly a ton of demand
9. 0:38and not a lot of supply. Is Subway the worst  franchise deal in America? Defend your answer.
10. 0:50My friend Alex knows more about how to get  wealthy from franchising than almost anyone on
11. 0:54this planet. So today I flew him here to Dallas,  Texas to ask him, "What franchises can I get into
12. 1:00with a very low startup cost and a very high  profit potential? What should we look out for
13. 1:04in a franchise that appears to be legit but is  actually shady? Which franchises are fads? Which
14. 1:09are the next big thing? What are some overlooked  franchises that are making people millionaires?
15. 1:19Okay, I have in my notes here freight brokerage  franchise. Yep. So, the first one I brought is a
16. 1:26really interesting business. It's in the freight  brokerage category, which essentially is you in an
17. 1:31office. It could be at your house. It could be a  small office where you're helping people that want
18. 1:35to move goods, uh, pairing them with carriers that  have, you know, trucks and logistics and routes,
19. 1:40etc. and then you're making the spread on  what that vendor is willing to pay to move
20. 1:44their items and what the supplier is willing to  charge for moving those items. So, you make the
21. 1:50difference. It's really B2B sales. So, it doesn't  cost a lot to get into this, but some of these
22. 1:55individuals are putting up really big numbers.  Let me pull exactly what the average is. So,
23. 2:00the average franchisee in this business is doing  over a million dollars a year in revenue. And this
24. 2:05is a mature UK and Europebased concept that's  moving to the US for the first time. They're
25. 2:10actually headquartered here in Dallas. Okay. So,  you say a million a year in revenue. That's not
26. 2:23doesn't require you to have an office. You could  work from home. You're on the phone a lot. Emails,
27. 2:28it's a relationship business. I'm assuming once  you get in with a good company, then they're
28. 2:32probably going to send you a bunch of shipments  on a regular basis. Yep. and they've built all the
29. 2:35tech, the back end, they help with the carriers,  they help you with initial customers. And that's
30. 2:39where things get a little complicated like how do  you price things and how do you do that? A lot of
31. 2:42these independent freight brokerages build this  in-house. It's a lot of money, software engineers,
32. 2:48etc. And so they provide all of that. The kicker  though is they do charge one of the highest
33. 2:52royalties that I've seen in franchising outside of  Chick-fil-A even, or Chick-fil-A is the highest.
34. 2:57They're up there. They charge 30% royalty on the  gross margin, not on the revenue. Okay? Okay. And
35. 3:04this is actually common in freight brokeraging for  a number of reasons because of all the investment
36. 3:09into technology and the relationships are pretty  defensible. Okay. So, let's break that down.
37. 3:14Let's say that there's a shipment from, you  know, Los Angeles to Seattle. Um, and it's a
38. 3:22$10,000 $10,000 shipment. Break that number  down. Where does all the money go there? Yep. So,
39. 3:27you'll make about a 40ish% margin on the 10,  let's say. Was it 10,000? 10,000. So you'll
40. 3:33make four grand. Then the franchiseor is taking  30% of that 4 grand. 1,200 bucks. So they'll take
41. 3:391,200 bucks. The rest is left for you to cover any  local expenses you have. If you do rent an office,
42. 3:44if you have decided to start scaling and hire  more sales reps, more account executives,
43. 3:50that cash would be left for them. Otherwise,  you're pocketing the rest if it's just you and
44. 3:53a home office. Okay. Your cost of goods in this,  you know, freight brokerage example on the 10K is
45. 3:58$6,000 in cost. So you're you're left with four.  the franchiseor is taking 30% of that. Okay? And
46. 4:05presumably it's because your overhead is not that  high, right? Whereas with a restaurant, that 30%
47. 4:10might be 8%. And I'm I'm hoping and assuming that  they help you find customers. Yes. Cuz if I if I'm
48. 4:17a franchiseor and I take such a fee, it's going  to be because I'm feeding them leads all day.
49. 4:22Good leads and then all the technology and they  are handling all of the back office. They handle
50. 4:28they're running all of your invoicing, carrier  payments, carrier relationships. Really, you're
51. 4:33just effectively B2B sales. Yeah. Okay. I have  to think that the since this is a relationship
52. 4:39business, the churn is pretty low. Like once  you have a good relationship, it's recurring
53. 4:43revenue essentially. Yeah. And you can upsell into  warehouse management, facility management, other
54. 4:47services that carriers and buyers need alike.  Okay. So the average revenue is a little over 1
55. 4:54million across all the different open territories  today. And then the average margin is about 40%.
56. 5:00So you're making 400k in gross margin before you  pay that 30% royalty. Wow. Okay. So net margin
57. 5:08would be 30% less than 400 grand. Is that Yeah.  So take 120k off, you're at 280k. Okay. Average
58. 5:1728% net margin. Some are significantly lower, some  might be significantly more. Yep. And it depends
59. 5:22on what your local operating costs are. If you've  got a nice office and you got a team of six,
60. 5:26I imagine the average isn't that big yet. Those  are probably the top quartortile performers and
61. 5:31they're in the multiple millions making a lot more  that justify adding headcount and an office. Cuz
62. 5:36if you have a team of six, your your percentage  margins are probably going to be lower, but your
63. 5:47is also really interesting. This is one of the  highest revenue generating franchises that that
64. 5:52I've seen and it's commercial facility management.  So, think about office buildings, warehouses, all
65. 5:59these different properties. Let's say you and I  own a bunch of them together. We now have to deal
66. 6:02with landscaping and HVAC going out and janitorial  services and striping the parking lot and all
67. 6:08these things that come with owning a property.  This franchise or this business handles all that.
68. 6:13It's one, for lack of a better word, one throat  to choke. It's one relationship and they handle
69. 6:18everything else for you. And they make a very,  very, very high volume of revenue. The highest
70. 6:24grossing revenue franchisee in 2025 in their FDD  did over $50 million in revenue. And the average
71. 6:31is doing 9 million in revenue. Holy crap. For the  franchisee, not the franchise? The franchisee. You
72. 6:36say facilities management. How is that different  than being a commercial property manager?
73. 6:41It's effectively the same thing. You're just  handling I mean I guess even property managers are
74. 6:47handling the whole thing. You're effectively being  the property manager for the building, but it's a
75. 6:51franchise model instead of an independently owned.  So you're also finding tenants and evicting.
76. 6:57You're not doing that. It's actually just the it's  just the maintenance. So I guess that would be the
77. 7:00different the differentiator then. Um it's kind  of an unbundled version of a property manager.
78. 7:05Yeah. You don't have to deal with leasing up the  units and and working with tenants that way. Okay.
79. 7:09We'll make sure that an extra dumpster gets out  there, that the lines get striped, etc. Yep. Hey,
80. 7:14believe it or not, about 62% of you don't actually  subscribe to this channel, even though you see my
81. 7:19videos in your feed. So, just take a second, hit  the subscribe button, maybe even the notification
82. 7:24bell, and it would mean the world to me. You  said 6 million was the average. 9 million is
83. 7:29the average revenue. And what are the net margins  on that? So, their gross margin is a little over
84. 7:34three. It's 3.3 million average margin. So  33.5% margin off of an average of 9.8 million.
85. 7:43It's almost 10 million in in average revenue. Holy  crap. And my guess is that again it's almost like
86. 7:47this GMV thing. So you hear with like Instacart,  they're doing billions of dollars in revenue.
87. 7:51Well, they're just transacting billions of dollars  of groceries. Instacart's taking a membership fee
88. 7:55or some smaller amount. My guess is the revenue is  so high here because they're saying, "Hey, we're
89. 8:00charging for janitorial, landscaping, etc. they're  having to pay those that revenue and then passing
90. 8:07it on because even the the royalties is on gross  sales not margin but I imagine that you know 65%
91. 8:13that's going out the door is to the subcontractors  and so you're still left with a lot you probably
92. 8:19don't have a lot of overhead or cost at that  point because you're outsourcing every bit of the
93. 8:24services actually happening. Do you know how much  like lead generation the franchiseor provides on
94. 8:29this one? This one is more on you and they charge  a lot less of a royalty as a result. So it's 5% of
95. 8:34gross sales is the royalty. Okay. Are they going  to help you find and vet like the line striper
96. 8:38the So that's on you too. So that's where I think  as the franchisee you're getting a brand. They're
97. 8:44helping with some brand awareness and marketing.  They probably have national tenant or you know
98. 8:48landlord relationships with some of the large  property owners. But from there they exclusively
99. 8:53say or they specifically say in the FDD you  are responsible for building the subcontractor
100. 8:58relationship. So that's where the the rub is  probably the headache of running this business
101. 9:01is I got to go find good contractors, but we're  3, you know, 3 million in gross margin um and a
102. 9:08pretty good business. Yeah. Worth the headache.  I mean, any given franchise is an terrible fit
103. 9:13for someone and an amazing fit for someone else,  right? So I'm thinking if you're a 40 to 60 year
104. 9:19old dude that's been doing real estate for a  while, either commercial or residential, you've
105. 9:23got a bunch of contractors in your back pocket,  you have relationships, you speak the language.
106. 9:28uh you could plug into a bunch of stuff, you're a  leasing agent, this could be a great fit for you.
107. 9:33Yeah. If you have no experience there and you're  going in cold, you have no sales experience,
108. 9:37it could be a terrible fit. Yeah. I asked  too, you know, why are the top five, you know,
109. 9:41why are some of these folks doing 50 million? And  they said the main differentiator is that they've
110. 9:45had five years of B2B sales experience before  joining as a franchisee. It's fundamentally a
111. 9:51sales leadership business. Okay. So, that's the  other type of person, B2B sales. Work from home,
112. 9:56you don't need an an office to do this. Okay.  And you can hire as needed. You don't need to
113. 10:09The first two were more B2B. You can do it in your  your comfort of your own home. So oil filtration
114. 10:13if you think about all these restaurants there's  tens of thousands hundreds of thousands of QSRs
115. 10:18restaurants in the United States. quick serve  restaurants, right? Yep. QSA. Yeah. Quick service
116. 10:22restaurants. Those are like your McDonald's,  your Bojangles, Burger King, etc. But there's
117. 10:27also restaurants that just have, you know, fryers  and oil. They have to do something with that oil.
118. 10:32They can't keep reusing it over and over and over.  And so this concept has a proprietary truck that
119. 10:37comes on site. They run a hose into the building  through the back door and they filter that oil
120. 10:42on site. So, they clean it, they pull out the  gross chunks and things, and they actually put
121. 10:47different chemicals into it to to cleanse it and  make it, you know, more more useful again. They'll
122. 10:51do full-blown replacement of the oil as well, and  they'll take that uh unusable oil and they'll sell
123. 10:56it to other people that can use it in different  businesses, like bofuel or Correct. Okay. So,
124. 11:02sorry, let me make sure I understand this correct.  Does this remove the need for a restaurant to
125. 11:05have that nasty pit in the back where they  dump all the oil? It does. Okay. Yeah. So,
126. 11:10like they're they're coming and they're taking  it out and removing it from the site entirely
127. 11:13or they're cleaning it on site. They're pumping  it into their vehicle, running it through their
128. 11:17proprietary process and then putting it back into  the filtering it. Yeah. So, I'm just picturing a
129. 11:21big like kind of like my kids uh aquarium. They  have this big filter that sits outside of it with
130. 11:26two tubes. One of it sucks all the dirty water out  and then the other one spits all the clean water
131. 11:31back in. They're doing that with oil. or if the  oil is just too far gone, they're just taking it,
132. 11:37putting it in a tank, taking it to a different  facility, recycling it, selling it as bofuel,
133. 11:41whatever, and replacing it with clean stuff. So,  there's multiple revenue streams. There's the
134. 11:46recycling on site. There's the full pull resell  over here. So, I'm taking what you think is trash
135. 11:51to you as the restaurant owner. I'm making money  on it. And then I'm selling you new oil. So, I've
136. 11:55made money twice here in this instance that you're  happy and, you know, thrilled about. And then they
137. 12:00also do full drain cleaning and replacement. So  they start to get into some of the equipment and
138. 12:05then they also do refrigeration and freezer  cleaning and maintenance as well. What about
139. 12:10like hood and vent cleaning? They don't do that  yet, but I wouldn't be surprised if they start
140. 12:14to. So they have four or five revenue streams  now. Yeah. I mean, once you get your foot in the
141. 12:18door of a small business and they like you, you  might as well keep adding more and it's recurring
142. 12:22again because this has to happen on a certain  frequency and cycle. And people don't understand
143. 12:27like there's 30,000 McDonald's, but there's like,  you know, 500,000 no-name mom and pop restaurants.
144. 12:34Yeah. Just in franchising alone, there's about  a million retail locations open, 400,000ish are
145. 12:41food. Wow. And that's just franchising. So to  your point, however many oneoff Alex and Chris's
146. 12:47Rib is out, you there's there's two to three  times more of those. Wow. Okay. So this is also
147. 12:54probably relationship. Well, it's it's heavy on  sales. Yep. Uh it's highly recurring as long as
148. 12:59you don't screw it up. I have a friend that does  this business. He doesn't own a franchise. He's
149. 13:03he's ran it for 20 years. He also does hood vent  cleaning. He does like Panda Express and he has
150. 13:09like, you know, probably like franchiseors that  have multi-units and um he does really well. I
151. 13:16know he does well. Uh he founded it himself. But  any concept that works as a standalone, not any,
152. 13:21but I would say most concepts would also work  as a franchise. This is no exception. Okay. So,
153. 13:27what are what are the revenue numbers, the profit  numbers, the and the fees that the the franchise
154. 13:33or take? Yep. So, this one's lower revenue. It's  517,000 in revenue for one territory. And that's
155. 13:39average. That's the average. Okay. soon as  you start doing multiple territories. So in a
156. 13:43route based business like this, they're giving you  either a radius or you know a set of zip codes or
157. 13:49a set of households in a you know again a certain  polygon again. So for one territory which they
158. 13:55you know they draw 517,000 as soon as you get into  multi- territory the average goes to one a little
159. 14:01over one a.5 million. Okay. And I think part of  that has to do with you again you're using the
160. 14:05same equipment base for the most part. You might  maybe adding trucks, but you're getting to upsell
161. 14:09those four or five different revenue streams to  an exponential number of, you know, different
162. 14:14businesses. And so you start to get, you know,  more leverage out of the existing assets that
163. 14:18you already have in those trucks because you're  servicing a wider range. Economies of scale. Yep.
164. 14:23Do you know how many units or territories they  have in the US today? They have a lot. Let me
165. 14:28pull up the exact number. This one's been around  for a while. They were also founded in the UK,
166. 14:33but they've been in the US since 2002. And they  have 377 territories across 119 franchises.
167. 14:41Okay. So that means the average franchisee has 3.2  territories. Okay. Any idea how saturated this is?
168. 14:49Like how many territories are left for these guys?  They seem further along than the other two we've
169. 14:53they're further along. They're actively trying  to grow. They're growing every year. I think they
170. 14:57have room for another couple hundred territories.  A lot of mature brands, you mentioned McDonald's,
171. 15:02granted it's retail 30,000 locations. This one's  servicing a wider, you know, radius. It's going to
172. 15:07be less than 30,000, but it's definitely more than  377. Yeah. On the three we've talked about so far,
173. 15:13if we were to make a scale of like a brand new  franchise with zero territories, that's a one.
174. 15:19And a 10 would be like a Subway or McDonald's,  that's very mature. Mhm. Crumble would be like
175. 15:25an eight or a nine. Yeah. Right. Where would  you put all three of these so far? Yep. So,
176. 15:30the freight brokerage, I would put them at a  six or a seven overall because they have such
177. 15:36a presence in the UK and Europe. In the US, two or  three. Yeah, it's new. They don't have as much of
178. 15:41a presence here. There isn't a national brand yet  in franchising for freight brokerage in the United
179. 15:46States. And I think they have a good good shot at  being the first. So, that one earlier emerging,
180. 15:51more risk comes with that. The second one is the  facilities management concept. They've been around
181. 15:57forever. They start out doing just janitorials  and they've added all these other services on.
182. 16:01They've been around since I think 1961. So 100  plus units already open, sold, profitable, high
183. 16:06revenue numbers. I would give them more of a eight  or nine. Okay? So less risky, more proven, longer
184. 16:12tenure, more established. Yeah. I want you to  do something right now. Open your bank statement
185. 16:16and add up every single software subscription  that you're paying for. your CRM, your email
186. 16:20marketing tool, text message platform, calendar  booking app, funnel builder, review management,
187. 16:25even a separate form builder or automation tool.  I've talked to business owners paying $500 to
188. 16:30$3,000 a month across eight or 10 different tools  and half of them don't even talk to each other.
189. 16:36So then they go pay for Zapier on top of that just  to make things connect. Highle replaces all of it.
190. 16:41CRM, email, SMS, funnels, websites, calendars,  automations, reputation management, invoicing,
191. 16:46one login, one dashboard, one bill starting at 97  bucks a month. A guy in my community was paying
192. 16:523.47 just for ClickFunnels, 99 for Mailchimp,  25 for Calendarly, 79 for a review tool,
193. 16:59and 49 bucks for Zapier just to glue it all  together. That's 600 a month if you're not
194. 17:03counting. He moved everything to high level and  cut his software cost by over 80%. But the best
195. 17:08part isn't even the savings. It's that everything  just works together natively. A lead fills out a
196. 17:12form on your funnel that creates a contact in your  CRM, which triggers a text and email sequence,
197. 17:18books an appointment on your calendar, and then  ask for review when the job's done. One workflow,
198. 17:22zero duct tape, and then you can white label the  whole platform to resell it to other businesses
199. 17:26as your own software. Charge them 2 to 500 bucks  a month. Check out gohighlevel.com/tkopod. They'll
200. 17:32give you a 30-day free trial to see what I mean.  The third one, same thing. And they've been around
201. 17:37since the early 2000s in the United States since  1960 I think in the UK. 1996 sorry in the UK and
202. 17:44then 2002 in the US. Okay. So probably another  seven or an eight there. Okay. Is there like a a
203. 17:50right number to get in with a franchise? So that  that's an interesting question because it comes
204. 17:55down to your unique risk tolerance. So when people  ask me like well which one would you buy because I
205. 17:59just want to buy that. You look at all these I'm  like well my answer is going to be way different.
206. 18:02I have a much higher appetite for risk than most  people do inherently. And so like I couldn't work
207. 18:06at a Chick-fil-A even though Chick-fil-A will pay  me 6 to 800 grand a year in profit. Amazing job.
208. 18:13It's a job. Yeah. You're less of a business owner  in my opinion. Great money. Some people would
209. 18:17love that's a 10 out of 10. They've been doing  it forever. They got this thing down. They are
210. 18:20all the way dialed in. Yeah. I wouldn't want to  do that even though the money is great and it's
211. 18:24proven. I like getting in at these like threes or  fours because I have more upside because sometimes
212. 18:29they'll you can get equity. You can invest in the  business the franchiseor. you have way more white
213. 18:33space to develop way more territories than  Chick-fil-A. I can only get one of them. And
214. 18:37so like I like the idea of empire building and  you know scaling to a 10 plus unit portfolio.
215. 18:42I'm developing 10 pop-up bagels right now. It's  I think you told me that. Yeah. So like I like
216. 18:47that. It's an early brand but lots of promise  and upside and big well-known investors behind
217. 18:52them and a great executive team. Um so I like  that kind of stage. So to answer your question
218. 18:57of like is there a right number? I tell people if  you're more riskaverse, try to find a system that
219. 19:02has more than 50 units already open. 50 units  is usually like that magic number. You have to
220. 19:07choose a number. Yeah. 50. 50 is it because the  brand is now royalty profitable and sufficient.
221. 19:13So they have less of a need to just sell units to  anyone who can, you know, get into the business
222. 19:17and be an operator. So they're much more selective  on the operators that they pick. That's a good
223. 19:21point. and they're less, you know, dependent  on franchise fees out of the gate to fund that
224. 19:26early growth before they get to profitability on  the royalty side. And so once they've done 50,
225. 19:31they've seen a number of things. They've been  in different markets. They've probably made the
226. 19:34mistakes they need to on marketing and lead genen  and all these other things. Still not perfect, but
227. 19:38early enough they can get in and still have a say  and enough whites space and upside. Not so late
228. 19:42that you're purely buying a job. Yeah. Because  from what I understand, those first 50 or whatever
229. 19:48territories, they're not self- sustaining. like  they're relying on those upfront fees to pay the
230. 19:53bills, but you're saying they get to a magical  point where their percentage fees over time
231. 19:57cover their overhead and then start to become  profitable and then they're in a a luxurious
232. 20:02position to make better decisions. Y whereas for  those first few franchises they probably have to
233. 20:06make some compromises that they wouldn't have made  at number 51 or there's this chart and I'm going
234. 20:11to maybe butcher this a little bit but it's on one  axis it's the val it's the franchiseor's value and
235. 20:16then what you get as a franchisee over time on the  x- axis on the y it's the you know the cost of the
236. 20:23value so at first the franchiseor is providing  a ton of value but they're getting nothing from
237. 20:28the franchisee in the form of royalties because  you're starting at zero no revenue there's nothing
238. 20:32coming in Over time, the value the franchiseor  provides starts to decline, but the value that
239. 20:38you're paying, the money that you're paying them  in royalties, they intersect eventually at one
240. 20:41point. And so, five years in, you as a franchisee  start to forget all that value that you got,
241. 20:46didn't really pay anything for and you're like,  why am I doing this? I'm six years in. I know
242. 20:50what I'm doing. I'm an expert at this oil business  or whatever it is. But the franchiseor has front
243. 20:55loaded so much of that value. This happens a  lot in systems that franchises need to ask the
244. 21:00question hey what are you doing for me lately  franchiseor and that's where lead genen and
245. 21:04you know national brand campaigns and investment  in technology that you and I as an oil you know
246. 21:10filtration franchisee might not be building  homegrown AI agentic technology to make our
247. 21:26well-known, got in over his head and told them  like, "Hey, I'm struggling. Can I sell this back
248. 21:32to you?" And they're like, "No." And then they  were like he's like, "I might have to declare
249. 21:35bankruptcy." And they were like, "Can you can you  give us that in writing?" And he's like, "Yeah,
250. 21:39I guess." So he did. And they're like, "Okay,  thank you. We're taking this back." Wow. Because
251. 21:42they didn't want to show on their FTD that they  had a closure. Is that common? This is common. So
252. 21:48if we do keep this on, this is like a good good  fact for anyone looking at buying a franchise
253. 21:52business. There's the item 20 in the FTD and that  shows how many stores have been open that year,
254. 21:58closed that year, and then transferred that year.  So what sophisticated franchiseors do that want
255. 22:03to hide closures is they transfer them to either  themselves as a corporately run location or they
256. 22:09convince another franchisee to buy it or someone  a new person coming in to buy that existing.
257. 22:14So if you look at transfers and there's a high  number of them almost look at a transfer as a
258. 22:19closure like what happened here? Why did you  really it should be it should be looked at that
259. 22:23I would if I'm looking at a concept like why did  they all have 10 transfers last year and 40 this
260. 22:29year like that's not normal for a system this  early in its life. Yeah. If it's sub five sub
261. 22:3410 years and they have a ton of transfers why are  this many people getting out if it's going well
262. 22:40they're just they just hold on. But closures  and transfers are the numbers. Obviously,
263. 22:44closures are more obvious. Transfers are a way  to hide closures. Yeah. More often than not,
264. 22:50unless it's a really mature brand and they just  have like Wendy's as an example, they're average
265. 22:54age of their franchisee is 64 years old. Average.  And so it's just an older brand, older system. A
266. 23:02lot of those individuals don't have succession  plans. So Wendy's is looking to sell like 700
267. 23:06and some locations in the next I think it's 10  to 12 months. Wow. It's a lot fast. It's like
268. 23:11they are going to have a lot of transfers.  That doesn't mean necessarily that Wendy's
269. 23:14is failing and it's still a good brand and yes,  they have competition across all the other big,
270. 23:19you know, burger players, but that's an example  where it's a mature system where transfers maybe
271. 23:24just make a little bit more sense based on  the life cycle of where they are. Gotcha. So,
272. 23:28that's something to look out for is transfers.  Item 20 transfers. 19 finance stuff, 20 transfers.
273. 23:35Yeah. It was sad because he I I heard the story  cuz he had to sell his house. He had to sell his
274. 23:39house. my friend brought bought it and now  they have to rent it they rent it back from
275. 23:44him and I don't even think they had to declare  bankruptcy because of the franchise. I think
276. 23:48they were having other issues but it was just a  double doozy because no one ever knew that that
277. 23:55happened on the FDD but he kind of got screwed  but just like run it run it through Chad GPT
278. 24:02like Chad GPT could have totally seen that before  he emailed that in writing to the friend. That's
279. 24:07that's the problem I have. I think I used to be  a pretty big franchise skeptic for this reason.
280. 24:11I hear all these horror stories. We've all heard  tons of them. But I also have a ton of friends
281. 24:14who have started independent businesses or bought  independent businesses and have horror stories. It
282. 24:18wasn't until I started really looking under the  hood to see that all right, franchising is still
283. 24:23small business. It's just a business model  on top of a bunch of different industries,
284. 24:28health and wellness, hospitality. Yeah. Food,  etc. Yep. And franchising has a 85ish percent
285. 24:35success rate after a fiveyear period. It's 50%  for independent businesses. So after five years,
286. 24:41half of independent businesses are shutting down.  Franchising shot. So you have a better shot,
287. 24:45but you're still going to you're still going to  hear these horror stories of the, you know, the
288. 24:4815 or so that shut 15% that shut down. They lost  everything. They declared bankruptcy. And I think
289. 24:53it's it's almost like these outlier cases are  louder. You hear about them more because of the
290. 24:57way they happened. This is what gives franchising  a bad rep is it's this kind of shady character,
291. 25:01this brand that wasn't being a good partner. They  were trying to do these transfers and so you just
292. 25:06need to identify those and find ways to flag them  just like you would buying a house looking for
293. 25:10structural issues or mold or whatever else. There  just isn't as many guard rails and protections as
294. 25:18there should be. I'm usually not a huge advocate  for regulation. And this is an area where I'm
295. 25:22like, why is the government not stepped in and  said, "Hey, when you buy a house, you have to, you
296. 25:26know, you use a if you use a real estate agent,  they're licensed in that state. They have to
297. 25:31disclose how much money they make and when." Yeah.  Um, but in franchising, it's the wild west. The
298. 25:35broker doesn't take a financial decision. Yeah.  With less collateral backing. At least the house,
299. 25:40you have the asset backing. At this, you could be  buying a a lease in a strip center that you've put
300. 25:45two or 300k into renovating the space, and if  the business doesn't work, there's no recourse.
301. 25:49Mhm. And that's the issue here. I think that's why  again franchising gets a bad rep and that's why,
302. 25:54you know, we're building this platform and, you  know, on this mission to go educate people on what
303. 25:58to look for and give you the data to make the best  decision for you and your family or your business
304. 26:02partner that you can. Please, I need you. I need  you to send me your stories. If you or someone
305. 26:08you know made thousands of dollars in a short  period of time with a business, a side hustle,
306. 26:12a growth hack, I don't care what it is. I want  you on this podcast to give you free publicity
307. 26:17and to help grow my podcast. So, if that's you, go  to tkos.com, fill out the form. If it's a friend
308. 26:24of yours, send them tkos.com, have them enter  your name, and I'll give you a thousand bucks
309. 26:28for the referral. That's tko yes.com. If someone  is like dead set on jersey mics, and they're like,
310. 26:35I want to own a jersey mics. And they had they  could choose between buying into it, buying a
311. 26:39territory, starting from scratch, or they go to  bis by sell and see a jersey mics for sale that,
312. 26:44you know, profits 70k a year selling for 200  grand. If they are dead set on jersey mics,
313. 26:50what's a better option for them? Would you  say if I can get into an existing one for a
314. 26:55deal because the operator is tired or burned out  or you mentioned earlier, I own 10 of them and
315. 27:00this one happens to be a 2-hour drive time from my  closest store, so my GM is driving out three days
316. 27:05a week and it's a headache. Um, and they're kind  of willing to let it go because it's a headache.
317. 27:09Those are always the best outcomes because  you're not having to now build millions of
318. 27:13dollars in equipment. You're paying a multiple on  cash flow instead. Yeah. Yeah. And so they likely
319. 27:18lost a little bit or broke even. I'm making up  for I get the other side of that zero game. I'm
320. 27:23getting the benefit of not having to go build a  brand new building or you know renovate a whole
321. 27:28new site. And so I would rather in a restaurant  specifically. I'd rather buy existing if I can.
322. 27:33But it sounds like your upside might be a little  capped. It's already known unless they're really
323. 27:37screwing it up and you have a way of not screwing  it up. you know, it feels like the the downside
324. 27:42to that option is your upside is more known, more  fixed, but you're also your risk is is less. Well,
325. 27:47and do I own another portfolio of similar concepts  in the area and it's easier for me to just plug it
326. 27:56you right now? Yeah. So, the the last one is a  fuel delivery franchise. And so, okay. They also
327. 28:02do deaf, which is diesel exhaust fuel or fluid.  and they'll go to these large long uh long haul
328. 28:09trucking businesses, also uh local logistics as  well, and they'll replace fuel and deaf on site so
329. 28:16that you don't have to make another stop with both  your trucks, but also your heavy machinery. So,
330. 28:20they're fueling up your, you know, Bobcats and  other, you know, tools that you have. And that's
331. 28:24the franchise that they're delivering you fuel  and doing it on site. Do they do consumer stuff at
332. 28:29all? This one specifically is commercial. All it's  all B2B again, it's all mobile. So they only do
333. 28:34like B2B stuff exclusive. Yeah, B2B mostly fleets.  They boats at all? I don't think they do boats. I
334. 28:40didn't see anything about boats. It's all been  in yards and refules for vehicles and equipment
335. 28:44on site. Okay, so what what are the numbers on  this one? Yep. So this one is pretty interesting.
336. 28:50The average revenue is just under 5 million. Wow.  But the margins are a little bit lower because I
337. 28:55think we're back into that kind of GMV territory.  This is fuel, too. Yeah. Okay. So what are the
338. 29:00margins? So 5 million gross revenue. They're  walking away with a little over a million in
339. 29:04gross profit. Okay. Which is a little misleading.  It's not like the overhead is four million. It's
340. 29:09the gas. Like the ga the margin on gas is low.  So a million in gross profit. Do you know what
341. 29:13net is? I don't have net. A lot of franchises are  weary of posting that in their item 19. Is there
342. 29:19any upside for that? I mean, if it's really good,  there's upside, right? Yeah. So, I look for that,
343. 29:23too. Like, if it's a if it's a new brand, they try  not to show just because it's small data. And then
344. 29:29if it's a more mature brand, you do see it a lot.  And if they don't show it and they're mature over
345. 29:3350 units and they don't show it, there's usually  some sort of red flag. And I would at least ask,
346. 29:37why are you guys not showing it, they might have  had a bottom 10% that just really drag down the
347. 29:42average. And similar to publicly traded companies  in their uh what's the quarterly filing? S9 or S1
348. 29:48S10. Yeah. What S? Yeah. Similar to publicly  traded companies, you'll see all sorts of
349. 29:52adjusted EBIT uh and madeup metrics that you just  read the footnotes and be smart about. plug them
350. 30:03cost for all four of these concepts and then we'll  just cover them real quickly again. So number one
351. 30:08was freight brokerage. Yep. How much does it cost  to get involved and how much of that cost can you
352. 30:12finance? Yep. So the freight brokerage one because  you're doing it at your home, small office,
353. 30:17small team, it's mostly you B2B sales, it's 75,000  to 193,000. How much of that is the upfront fee
354. 30:24to the franchiseor? So the franchise fee is  typically $35 to $60,000 depending on the brand.
355. 30:32For these guys specifically, it's about 50,000.  Okay. And the rest is technology software fee,
356. 30:37training. They also are required in the FDD  to put three months of working capital. So
357. 30:41a lot of times that range is including three  months of cash. There's probably a minimum too,
358. 30:45like three months of working capital or  $30,000. Well, so they're required in the FDD,
359. 30:50the franchise disclosure document in the  item seven, that's your startup cost,
360. 30:54okay section. So whatever that number is, they're  legally required to show three months of working
361. 30:58capital. I tell people double or triple that.  You probably need six to nine months of working
362. 31:02capital. That's true for any business franchise or  not. You should have enough for a rainy day and it
363. 31:06to take longer to get to profitability. They're  just for whatever reason the FTC said 3 months
364. 31:11is the number you are required to show. Okay.  So call it 125 would be the the middle median
365. 31:17between those two numbers. How much of that can  you finance and how you finance 90% through SBA
366. 31:22loans on the high? Like that's the best you're  going to get realistically probably 70 to 80%
367. 31:27can be financed. You need to come with 10 to 30%  of of these numbers. So if it's let's say 125,
368. 31:33you need to come with to 25 grand. And could you  borrow that from friends and family if you need
369. 31:38to? Yep. And I mean the SBA process is probably  a little annoying, right? I've done a few. So, I
370. 31:44used to own a number of laundromats and I remember  all the horror stories of SBA, you have to, you
371. 31:50know, give blood, you know, give a blood sample  and everything else and it honestly wasn't that
372. 31:53bad. They make you fill out a personal financial  statement of PFM, which you do that if you buy a
373. 31:57house. You're doing it anyway. And once you do  it once, you have all the information. Like,
374. 32:01the annoying part is doing one of those personal  financial statements cuz you're having to find
375. 32:05accounts and over here and brokerage statements  and retirement stuff and that part's a little
376. 32:09annoying, especially if you own other businesses.  You have to start pulling some of that stuff, too.
377. 32:12But once you do it one time, you can go shop at  20 banks and find the right partner and the right
378. 32:17rates. And guys, tkowners.com, that's my community  where people are building businesses. I do AMAs,
379. 32:23Q&As's every week live. You can ask me anything  you want. You can have accountability partners.
380. 32:28It's about a thousand people in there building,  starting, growing businesses. Check out TKO as
381. 32:32in the Kerner office. TK owners.com. I even  had the individual I mentioned that owns 120
382. 32:38locations. He told me recently cuz he's a pop-up  franchisee as well. He's like, "Look, I I'll even
383. 32:43entertain SBA still at times." He's like, "It's  a necessary evil." Yeah. He's like, "It's a good
384. 32:47source of cash. It's a good source of capital. You  can borrow up to 5 million." An aggregate. I think
385. 32:52they actually increased the limits recently. And  then there's an SBA Express loan where you can get
386. 32:56half a million dollars in less than 30, less than  60 days. Wow. So, you could use that for this and
387. 33:00you can keep doing it after the 60 days is up.  You can do it again for another location up to
388. 33:045 million again. Up to half a million per SBA  Express loan. So, yeah, you could use that for
389. 33:08all of this or most of this. And then 5 million is  the aggregate. So yeah, you can do 10 territories,
390. 33:1310 locations. Okay. And yeah, I used to think 5  million was like like you had to buy one business
391. 33:19and you might as well get as much close to 5  million as you can. But you could do that across
392. 33:23multiple businesses, multiple loans. It's like a  line of credit basically. Y and what the applying
393. 33:28the first time is the hardest part and then after  that they probably just want updated statements,
394. 33:32right? And the brand too, this is also a  caveat, the brand has to be on the SBA registry,
395. 33:37which most franchiseors do because they understand  they want more franchises are going to be doing
396. 33:41this. Yep. Outside of SBA, the other options  for financing this are friends and family and
397. 33:47are there any other like conventional bank loans  or options out there depending on your personal
398. 33:52standing. If you have enough collateral and  assets, you can get conventional loans. Like we're
399. 33:57entertaining conventional loans for the pop-ups  we're developing. They might come with a personal
400. 34:01guarantee. They might be more relaxed and just  require a corporate guarantee. It depends on the
401. 34:05health of the franchise system as well. And banks  love franchising because there's 100 units or 50
402. 34:11units or even 20 units of the same business out  there today that they have data on and financials
403. 34:16on that make them feel better versus Chris and  Alex's bagel shop that we're doing for the first
404. 34:20time and they're like what is Yeah. Yeah. What  what how do you know these this perform is right
405. 34:25and that this will actually do this? Yeah. So  franchising again is derisked statistically you
406. 34:30know shown but from a bank's perspective also  derisked because they have way more data and
407. 34:33locations to look at. So for freight brokerage if  the range is 75 to 150 then theoretically if you
408. 34:40finance 90% of the 75 very base case is 7500 cash  in which you could borrow from friends and family
409. 34:47up to like 30 40 cash in which you could borrow  from friends and family. What was the next one
410. 34:52again? The next one was the facility management  where you're doing you're effectively a GC
411. 34:56managing 20 subs to go do cleaning, landscaping,  HVAC maintenance, etc. This is one that has
412. 35:01very high revenues. The total range that they  have is 229,000 up to 410,000. Okay. So again,
413. 35:1029 to 100K cash from you or friends and family  and finance the rest with SBA. Yep. So sub Yeah,
414. 35:18sub six figures to get into the city if you  borrow money. Okay. And then the third one was oil
415. 35:23filtration and that because you have trucks again  you can start with one. So this range is smaller.
416. 35:28It's as soon as you start with one 140,000 to  163,000. Okay. So 15 to 50k give or take. Yep. Um
417. 35:55own money into right now? So, the cheapest and  I don't know if I would personally run it, but
418. 35:59I would do with a kid or maybe a spouse or find  a high school kid that would want to do it with
419. 36:03me and they could learn entrepreneurship through  it. But it's Card My Yard is the brand. And it's
420. 36:07$10,000 to get into it. So very cheap. And it's  these yard signs that are like happy birthday
421. 36:12Chris or congratulations. And it's like the most  quintessential suburb activity. Yes. So easy. It's
422. 36:18almost like art the modern paper boy route I would  say. And you can make 30-ish grand a year doing
423. 36:23that. Wow. So it's like a nice little side hustle.  Could be fun to like work with again son daughter
424. 36:27on it and relatively low risk, low investment  part time. If I handed you 150 grand right now,
425. 36:34what franchise would you buy into today? So, one  that I really like that 150k would allow me to do
426. 36:41is this garage renovation business. They do like  epoxied floors, custom shelving with slapboard and
427. 36:47stuff. The average revenue is over a million.  No heavy equipment. It's just a team of two or
428. 36:53three individuals coming to pour the epoxy and  and hang shelving. Yep. And you know the Damon
429. 36:59John from Shark Tank. Yeah. Recently used this  company and was on Instagram talking. They did
430. 37:03such a fantastic job. So the brand is great, the  quality is great, the revenues are fantastic,
431. 37:07and the overhead is pretty small. I like services  businesses because you can get going in less than
432. 37:1230 days. Okay. I like to go fast. Yeah. I  actually interviewed an epoxy flooring guy
433. 37:16right there a couple months ago. He doesn't own  a franchise, but he does really well. So again,
434. 37:29people rich? The one that comes to mind is brands  that do accessibility infrastructure for seniors.
435. 37:38So like they're coming and putting ramps into  your home. They're putting those like kind of
436. 37:42elevatorish things that go up your stairs. And the  baby boomers, you know, this aging population. We
437. 37:48have 10,000 people I think a day turning 65  or older. It's a ton of people. And we'll do
438. 37:53like random market surveys where we call into  Philadelphia or Cincinnati and we act as though
439. 37:57we have a parent that's aging and we want to put  them into a facility or see if there's inhome care
440. 38:01available. Every city we call doing this wait  list wait list 6 months 12 months every city.
441. 38:07So like there's clearly a ton of demand and not  a lot of supply. But I like the idea of building
442. 38:12the infrastructure versus the care itself. Yeah.  It's because there's less liability, there's less
443. 38:18labor I have to manage. You come in, you build  a infrastructure and you're out. So, I don't
444. 38:22know if that's boring or not. Kind of is. You're  building like ramps. I know. And they do millions
445. 38:26of dollars. Mill some of these franchises. And  one of the brands I'm thinking of is, you know, 10
446. 38:30million plus a year in revenue, very good margin.  It's funny because I have a phrase for this type
447. 38:35of business and it matches perfectly that type  of business is I call them grandparent businesses
448. 38:40where you know why is being a grandparent better  than being a parent? Because you come in, you see
449. 38:45the kids, you play with them, they're happy, you  sugar them up, they need a nap, then you bounce,
450. 38:50right? That's a grandparent business. This is  literally a grandparent business where you're
451. 38:53not managing them. You're coming in, you put a  handrail next to the toilet, thousand bucks, I'm
452. 38:58out. Yep. Right. The insurance pays for it in many  cases. So yeah. So there's like no payer. Like
453. 39:03that's another brilliant business model is like  the incentives are aligned. It feels good. Like
454. 39:08I talked to some of these franchises in this these  exact businesses and they genuinely feel very good
455. 39:14about what they're very missiondriven. Like I  made a huge difference in someone's life and
456. 39:17in a family's life. they now get to stay in their  home x years longer because of what I did. If you
457. 39:22or someone you know went to chat GPT and said,  "Make me money." And then it did, I want to hear
458. 39:28from you. I want to have you on my podcast to hear  your story. If it's you, great. You'll get free
459. 39:33publicity. If it's your friend, great. I'll give  you $1,000 for sending your friend. Send them to
460. 39:43are franchise owners failing today even if they  have a great system and a great playbook? I say
461. 39:50the wrong person in the right franchise is still  the wrong franchise. Okay? And that's because
462. 39:56their background doesn't align with it. Their risk  tolerance doesn't align with it. It's like you
463. 40:01take this ex-military guy who's great with running  a squad of people, but doesn't want to stand in
464. 40:06front of a room of 500, maybe is more shy, but is  good with a smaller group. He's probably not going
465. 40:12to want to do like doortodoor sales or like get on  a behind a computer all day and on a phone selling
466. 40:16you freight brokerage. Probably be terrible at  that. versus the person who very outgoing uh life
467. 40:23of the party, you know, loves to win, is good at  convincing and persuading people. Probably good
468. 40:28at both of those things with better at home  selling freight brokerage. Yeah. And so it's
469. 40:33just it's it's really the fit. This is all about  fit, I've realized. And our whole platform and our
470. 40:38whole goal is get people into the right thing,  not the one that makes the most money, not the
471. 40:42one that it's because that's how you're going to  you have to persevere and do the work. And if you
472. 40:46suck at the work or you hate the work, you're not  going to persevere and you're going to fail. As
473. 40:50soon as you're out of the game, you're out. If you  stay in it and work hard enough and long enough,
474. 40:53you're going to have some level of success. Well,  that's why you could take two amazing humans,
475. 40:57put them together, they get married, and it  becomes a toxic relationship cuz they're just
476. 41:00bad for each other and with other people, they'd  be perfect. Is Subway the worst franchise deal
477. 41:05in America? Defend your answer. I think today,  absolutely. I've So, a little inside information.
478. 41:13We interviewed someone at my last company who  was a franchise business coach for Subway. So,
479. 41:18every brand has these coaches that help franchises  and they're assigned to 10 of them a month or
480. 41:22whatever. And she had told me, she's like, "Yeah."  I was like, "Why are you leaving and why do you
481. 41:25want to come work with us?" She's like, "It's  just becoming too cannibalistic and toxic." Like,
482. 41:30"What do you mean?" She's like, "We're at a point  where we're opening stores now a block or two away
483. 41:34from another and the goal is to like let them  fight it out and we'll we'll we'll take the the
484. 41:39best one and we'll close the other one." I'm like,  "That's someone's life again." investing in stores
485. 41:43and renovations. Like they're knowingly doing that  as part of their strategy. And if they survive,
486. 41:48some of those owners are taking home 20 grand  a year, 30 grand a year. Yeah. I think it's
487. 41:52terrible. There's way better options. At one  point, it was probably exciting and all the
488. 41:57rage and rave and you know, if you got in early,  probably could open a hundred stores and have made
489. 42:02a lot of money, but at what cost and what expense?  And that's where to me like your individual morals
490. 42:07and ethics. You have to decide for yourself. Are  you fine being very combative and that extreme
491. 42:12competitive or you borderline unethical or not?  Um, and I just I wouldn't be able to. How are
492. 42:18people out there buying franchises with none of  their own money? So the individual I I mentioned,
493. 42:25he had a background in operating things and it's  like that gave him a unique skill that capital was
494. 42:31attracted to because the capital didn't want to  go run a 100 person team or a 200 person team but
495. 42:37this individual was a good operator. And so I'd  say if you have a unique skill set where hey I can
496. 42:42come in and provide something that others don't  have. And in this case if you don't have capital
497. 42:46you need to come with something else. You can't  just be like hey I have this idea give me the
498. 42:49money let me go do it. you need to prove or have  some level of proven track record to say hey I can
499. 42:55compliment you in a way that you currently don't  have today and most of the time that's operating
500. 42:59and so my advice would be go get some level of  operational experience it's why I tell people like
501. 43:04of course we want people to buy businesses and be  entrepreneurial whether it's franchising or not
502. 43:07but if your goal is to own and build multiple  businesses you just need to get in the game
503. 43:12whether it's a side hustle the card my yard thing  or freight brokerage or or just having a job like
504. 43:17an operator doesn't have to be an entrepreneur No,  just being proven at your job, your we I'll give
505. 43:23you a real life example now. Like for pop-up,  we're developing 10. Dan and I have a number of
506. 43:27other things going on. So we're busy. We have  capital. We can operate, but we can't operate
507. 43:32five things at the same time. And so we brought an  an operating partner on who, to your point, hasn't
508. 43:37necessarily been the owner on the other side  before, but she has operated multiple businesses,
509. 43:42multiple locations as like a GM, as a district  manager. But now we've given her equity upside,
510. 43:48you know, pretty meaningful equity that she would  have might not have had anywhere else or otherwise
511. 43:52that she if she does well here the next three to  five years will be able to parlay that into now
512. 43:57I own half 60 70% and I'm attracting the capital  to go do my own thing, but she's having to earn
513. 44:03that right these next three to five years in this  kind of first meaningful way that she hasn't had a
514. 44:08chance to do before. Gotcha. So it's going to take  that person longer, but it's possible. Yeah. When
515. 44:12you're looking at a franchise document, what is a  red flag that makes you run away every time? Yeah,
516. 44:18we talked about it a little bit earlier,  but the the closures and the transfers,
517. 44:21especially if they're trying to hide things,  or if the item 19 doesn't have profitability
518. 44:25or footnotes that are clearly made up, like, oh,  this revenue is just the top 10 locations. Like,
519. 44:32why aren't you showing the other not even 90%  but the other 95%? Because you're only showing
520. 44:37the 10 absolute best. Why? or if this isn't in  the document necessarily, but if the brand is ky
521. 44:44about introducing me to other franchises, like let  me talk to some that have failed. Let me talk to
522. 44:48some that are performing well. Let me talk to some  that are middle of the road because I need to know
523. 44:52what's happening here in the system behind closed  doors under the hood. And the best way to learn is
524. 44:57to talk to people actually doing it. Do you ever  say like because if I'm a prospective franchisee,
525. 45:02I don't want to say, "Hey, give me some names of  some people I can call." I want to say I want to
526. 45:07see all of your franchises and I'm going to pick  a few secret shop. Yeah, you should. Just like if
527. 45:12you were interviewing someone for a job, you give  me your references, Chris, and you're going to
528. 45:16give me your best your best friend, your your wife  and Yeah. Versus if you give me those. But then
529. 45:23what I do during the interviews, I say, Chris,  everywhere you've worked, who was your boss there?
530. 45:26What would they say to you? How do you spell their  name? Yeah. Yeah. Cuz then I then I go find them
531. 45:31and I do talk to them and especially if it was  one that was not on your list. And so, same thing
532. 45:35here. here. If you're looking at a franchise,  they're going to give you the three that are the
533. 45:38best performing people probably. And then you need  to go, it's your job in your diligence process,
534. 45:43and we'll help you with this. If you want to work  with us, go find the other franchises that filed
535. 45:47bankruptcy or aren't in the system anymore.  And there's ways to do this. There's ways to
536. 45:51find this information and go talk to them. Yeah.  Now, if people do want to work with you, what do
537. 45:56they do? How do they find you? The easiest thing  is to go to fr.com, franzy.com, and then we put
538. 46:03out a ton of content as well. We have a podcast  called The Exit Plan, which is individuals sharing
539. 46:08their stories of leaving corporate America to go  become a business owner, franchise or not, as well
540. 46:13as people that have built large portfolios and  have exited them to private equity or other large
541. 46:18operators. So, we tell those stories and then  Alex from Franie on Instagram, Twitter, Tik Tok,
542. 46:25etc. And we'll link to all those places. Anything  else you need to share, Alex, that we might have
543. 46:30missed? I think we covered a lot. I appreciate  you having us on. And again, I think franchising
544. 46:34is probably the most overlooked path to wealth  creation in America, and we're on a mission to
545. 46:39help put a spotlight on that. Thank you, Alex.  Thank you. If you like this content, please
546. 46:44share with a friend, hit a like or a comment  below, and we'll see you next time on the Kerner