So you said you've got, with one of your business, you've only got one staff member now where you previously had 150 and you're actually doing more work, which conservatively 150 times, what are their wages? If you're doing a similar amount of work in similar charges,

Yeah, we were spending hundreds of thousands of dollars a month on wages.

We were spending hundreds of thousands of dollars a month on advertising.

I mean, we scaled this business up.

It was crazy, insane.

I mean, it did very, very well.

But I kind of like my model now where it just runs.

that high for returning mattresses?

And I heard this quote, walk by vision, not by sign.

Yeah, yeah, I live by those words.

Over the last three decades, people have paid me millions of dollars to fix their messes.

It's funny, this morning, I was working on a file on a real estate company, never mentioned names, but this company, is only about 3000 agents strong, but every time they recruit another agent and another agent, another agent, and their view is we just keep recruiting agents.

We're going to come up, but every time they recruit an agent, they're actually losing money because they're not making enough money off their agents and off their transactions to make any sense.

Like their business model is just flawed.

So of course people pay me millions of dollars to fix messes and whatnot.

of course and my next question for you is what separates entrepreneurs who survive a downturn from those who don't

Just curious, what are your thoughts?

Well, first of all, there's a reason that I'm in this business and not something else.

It's a trillion dollar industry.

Each year, I mean, so many transactions.

But the easiest way to explain it is Uber came along.

You can still catch a taxi.

There's still taxis out there.

Exactly the

And could you walk us down that path and elaborate a little bit more on what you've seen evolve over the years?

This is too funny because I always explain the real estate industry this way.

It's like the Flintstones meets the Jetsons.

We have these old school legacy brokerages and anybody who's watched the news lately or even followed any of the markets, you'll see that there's these new companies that have been around for a handful of years and they're buying up these big, massive, old, relic real estate companies.

I'm not going to put names to nothing.

It's not fair.

But Probably a good thing because guess what? The old guys, the legacy models weren't making money.

What should that high octane fuel cost? Where should that be poured?