Show Summary:

Wayne interviews Freddy and Lucas of Northeast Motor Repairs about launching their shop from scratch and overcoming early financial struggles. They explain how trust, communication, and coaching helped them correct underpricing, improve processes, and quickly boost profitability. The team shares how implementing a parts matrix, TechMetric, and structured systems transformed their workflow and customer experience. Freddy and Lucas highlight the value of mentorship, integrity, and learning from mistakes. They also discuss future goals, including scaling to multiple locations and building a business that runs without their daily presence.

Host(s)

Wayne Marshall, CEO & Industry Coach

Aldo Gomez, Industry Coach

Guests:

Freddy & Lucas, Owners of Northeast Motor Repairs

Show Highlights:

[00:00:00]  – Wayne introduces Freddy, Lucas, Aldo, and the Northeast Motor Repairs success story.

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Episode Transcript Disclaimer

Episode Transcript:

Wayne Marshall: Hello, this is Wayne Marshall, coach and CEO here at the Institute. I welcome you today as we have gathered to, uh, interview in this webinar, one of our existing customers, Northeast uh, motors Repair. Today we're. Freddy and Lucas joining us along with Aldo, who is one of our other coaches, and, uh, also helps with our APG program, our advisors performance group program, and, uh, have this opportunity to visit with these folks as to what they've been doing, the success they've been having.

Wayne Marshall: As to some of the things that have been going on is they have started this business from scratch just about 18, 19 months ago to where the success of what they're having today. So, gentlemen. Welcome, glad that you're here with us today. Uh, today I'm gonna start off with, uh, Freddy first. Freddy, I want you to gimme just a little bit of background, if you would, of what first drew you into this industry and why you do what you do.

Freddy: Sure thing. Yeah.

Wayne Marshall: Thanks for having

Freddy: us. So, um, I began selling cars with my father and I was always business minded, and that's actually what I studied in, uh, college. And what drew me into this was actually that we needed to get cars repaired to sell. And that's how I met Lucas. We started working together and, uh, finally reached a goal that we had collectively to open up a, a repair shop together.

Freddy: And actually the business here was so busy that we weren't actually able to repair any of the vehicles we had for sales. And we started making that transition over to to work here at Northeast Motor Repairs.

Wayne Marshall: If you would do me the honor, uh, for those that'll quickly find out, uh, Lucas is very fluent in Spanish and learning English, so we're gonna do part of this, uh, webinar today in Spanish. So. If you would ask that same

Aldo: Sure. Absolutely. So, uh.

Aldo: Excellent. So what, what, uh, what, uh, uh, Lucas has shared is that from his native country, is that, uh, fuel is not the greatest grade of fuel. So he started at a young age working on mainly Carre systems and such, and that's when he began learning to work on vehicles from the necessity of having subgrade fuel.

Aldo: And he met Freddy's, uh, Freddie Senior or Freddy's father. Years ago, and Freddie's senior or Freddie's father would call and ask, uh, Lucas for help every now and then. And it became more and more often. And Freddie Senior at one point said, well, you know, what's it gonna take for you to work with us full time?

Aldo: And uh, here we

Wayne Marshall: are. So, so question here, and I'll start with you, Freddy. Uh, what's been one of the biggest challenges, because as I've already asked, and we know, and for the, for our audience, you guys are not related. You're just your friends. Uh, and you know, in a lot of cases when we talk to people in this industry, you get brothers or cousins who come together.

Wayne Marshall: And sometimes in this case, friends, um, in the year and a half plus you guys have been working together, what's been some of the biggest challenges that you have faced to get this business going and started? And then, yeah, we'll jump over to Luke, uh, Lucas and his,

Freddy: yeah. So one of the things that, uh, we knew when we began a business is that, um, we're cognizant that many businesses can fail, especially being friends or.

Freddy: Brothers or anything related like that. Mm-hmm. So from the very beginning we, we really laid out that anything that we had come up, we would immediately address it. And we wouldn't let at any point there be a moment where there was something we had bubbling up inside. I think it was really important to let any of that stuff out immediately so that way we nipped it in the bud and we could continue moving forward.

Freddy: And actually, um, as we progress, there's less and less of those moments, but it was important to take care of the ones that. We're gonna begin from the very beginning, so that way it wouldn't evolve into anything and we could continue a successful, uh, business relationship.

Aldo: Fantastic. Okay.

Aldo: Okay, so Lucas's answer to, to the same question was that, um, that they had a, that Freddy and Lucas had established a long time ago. Foundational trust where mm-hmm if a situation, obstacle, an issue came up, that there was a hundred percent confidence and trust within the team that they could figure it out.

Aldo: And there's no reason that, uh, that we can't all tackle that problem.

Wayne Marshall: Yeah, I agree. You know, it's when you start any business, and especially when you start a business from scratch with partners, there's challenges. And if you can't have good, clear, concise collaboration and communication. You guys are, you are.

Wayne Marshall: It can just blow up and it can turn into a very disastrous, which nobody wants. I mean, obviously you did this not as a hobby, but to build it and create something that can become your career and something that has longevity and legacy to it based on past conversations that I know we've had. Um, so.

Wayne Marshall: Thinking about that and as we just talked about you guys coming together, share a little bit of, you know, 'cause there's a many of people that we work with that are starting their business or their service industry, business from scratch, and they're trying to build it up. What was one or two really big challenges or growing pains or hurdles, however you wanna look at it, that you had to overcome in those early days when you started up.

Freddy: Yeah, so we were definitely doing a lot of things wrong the first few months. The first few months we would be negative in the bank account every week and every month and many, many months. Lucas and I couldn't afford to pay ourselves anything. Um, we were definitely scraping through and a, a huge problem that we actually addressed early with, uh, the help of the institute was that, um.

Freddy: We were working on too many cars, so we were working on too many cars and still negative in the bank account. What we realized was that we were undercharging and undervaluing our worth, um, and that would really, ultimately, ultimately even lead to, you know, miscommunications with clients, uh, time crunches that we could not meet.

Freddy: And, uh, ultimately it was, it was hard for everybody, for us, and the clients included. Mm-hmm.

Wayne Marshall: What would you add to that, Lucas? I'll let, uh, Aldo help cover.

Aldo: Perfect. So

Lucas: the,

Aldo: uh, what Lucas has, has added to that is that, aside from the difficulties of overworking on cars and such was that, uh, they, there was no process yet on how to process customers from when they show up to when they leave. And they often felt like, uh, somewhat. A vote without a rudder. Right.

Aldo: Or, or lost on what, what to do with the customers. And since they've been introduced to the institute, we've been able to bring a lot more process and framework into the organization where, uh, we can figure out what the next step or we know what the next step is.

Wayne Marshall: Yeah. No, we, uh, I remember some of those first calls that we had and we're looking at. Everything that's going on, and I, I wanna tell a quick story because I love the story. Freddy and Lucas. Mm-hmm. Um, we had our very first call and you laid out and you were very transparent with the challenges. What was going on?

Wayne Marshall: You, you know, the money in the bank and XXY. I mean, we just went through it and I can remember we said, well, I know I told you right away. I said, if, if you do anything. Raise your rate and raise your rate right now because you are, you are right. You're undervaluing, I believe what you're doing and your services.

Wayne Marshall: So we talked and we left and uh, two weeks went by and we had our second phone call or second zoom call with you. And I remember you kept both, got on, you both had big smiles and I said, how's it going guys? Who were like, we got money in the bank, right? Because up until then it was a struggle. You didn't always have money in the bank.

Wayne Marshall: And all of a sudden it's like, yeah, we've gone two weeks, we've been busy, and today we've paid all our bills and we still have money in the bank. Right? And it's the simple things of knowing your numbers. Aldo preaches it. When he talks to the advisors program, we talk about it and his stuff. It's, you gotta know your numbers and you gotta know where you're going and what you're doing.

Wayne Marshall: So, um, yeah, it, it was, it brought a lot of joy to us to sit there and talk and see that, hey, we made a difference in the matter of two weeks, we moved the needle. But, you know, and I know that wasn't, that was only the beginning. There was a lot more we've done as we've been working through some of the things.

Wayne Marshall: What are some of the key items that you felt have done the most for you, besides just raising your rate, but what are some of the key items that have paid the biggest dividends or done the most for you as you've been building out and fixing or putting the processes in place?

Freddy: Yeah, so Lucas and I have actually been talking about this a lot lately, and there's, there's some things that we noticed from the very beginning that, um, was very helpful.

Freddy: So, um. We found the institute on, uh, U2. We noticed a, a podcast that spoke about a parts matrix. Mm-hmm. And as soon as we, we implemented that, that gave us results right away and we were able to, um, see the benefit of it. And that's actually what led us to subscribing and then joining this team. When we had our meetings, um, you suggested that we get a, uh, different software programs.

Freddy: So we ended up using Tech Metric that was able to consolidate and put a whole bunch of different, um, tools together that allowed us to save a ton of time. Uh, I remember focusing and I used to have to. Uh, use the parts matrix, but we'd have to use it, grab a calculator and put in every single number and every part number one by one and spend hours to create.

Freddy: Once inro, it would be ridiculous time wasted, but as soon as we implemented, uh, type metric, we would save hours and be able to help a lot more people and do a lot more things like I, uh, dbis where we'd be able to send inspection reports and things like that. It looks more professional, it looks way more professional, and because it is.

Aldo: Fantastic. So

Aldo: parts matrix.

Aldo: Fantastic. What a, what a what a great answer. And, uh, what a special team it is here based on, you know, what Lucas's response was. And Lucas is, uh, saying that he was a bit apprehensive about wanting to move forward on any kind of, not just training, but not knowing Sure. What move to make. And it, and Freddy really led the way in a very.

Aldo: Good form, like a true leader moving forward in that the, that uh, the in coupled up with the institute, then Freddy and the Institute, then Lucas now being able to trust Freddy, that they're gonna make the right move in the right direction. Uh, it's that Freddy has been, uh, spearhead. The move forward and getting and then enrolling with the institute, which has given Lucas some more confidence in, in what he probably would've not held back on.

Aldo: So that's huge.

Wayne Marshall: It is. Well, I've, I've, I've said it to both of you before. I mean, I couldn't be more proud of the success, uh, the growth. Just how you've approached from, not that you guys didn't approach it with a level of professionalism, but it's been a lot of fun to work together. And what makes it so much fun is that as we continue to move and look back.

Wayne Marshall: I mean they're, I mean it's like every month it's just up and up and up and up. The numbers just continue to improve. I know overall, operationally, just taking your average ro, it's up, your GP gross profit, it's up. Your parts margin, it's up. I mean, we can just keep going down the list. And what's so exciting is that as you see this, 'cause you guys are both in your twenties, you're young men and you've got so much in front of you.

Wayne Marshall: And I'm gonna ask this question, we'll talk a little bit about it, but you got so much in front of you of what you can do that it's thrilling, at least for myself. And I think although you too, I mean, we get to live vicariously through your success. So when you get excited, I get excited, right? That's what makes this so much fun and why I was looking forward to having this conversation with you.

Wayne Marshall: At the same time though, I think, you know, when I think of our audience and the people that do look in and listen and watch our webinars, there's always those nuggets because you know how hard it is to start a business. I don't care if you start in your twenties, thirties, forties, it's, it's hard.

Aldo: Mm-hmm.

Aldo: If

Wayne Marshall: there's one or two key pieces of advice that you would now give as you look back 18 months, what would it be?

Freddy: Man, that is a hard question, but there. There's something that I, I started actually telling people whenever, whenever anyone asks me, uh, any advice, I realized really quickly that you need a coach in any new area that you're gonna, um, adventure into the best way to get the results you want.

Freddy: And then some who would be to find someone to guide you through it. Someone who's already taken those steps and can skip so many failures or, or open your eyes to see that you would've never seen. Yeah. Think that. That's the number one thing for me is to find a coach. Anybody to help in there?

Wayne Marshall: Yeah. Well, a coach or you know, a mentor, you can call it because.

Wayne Marshall: I shared, I've shared many stories with both of you guys that, you know, early in my career I was very blessed to be able to meet some gentlemen and different people, uh, that took an interest in me to help me and mentor me, people I could reach out to and talk to. So when I was in my twenties and thirties and I was starting my careers, these people were invaluable.

Wayne Marshall: Now, sadly, because I was young and they were older, many have since passed away. So I always look at it as I've told you both. Now it's my turn. I'm now the older guy, so to speak, and I'm now the one who can help pay it forward for those who did it for me. So that's part of my thrill of working with both of you is seeing that I, you know, again, 'cause.

Wayne Marshall: I'm a little older than both of you, but it's something that I can now give back and I can see the difference. And you're right. Um, I know what it did for me. I know Aldo, you and I have talked, you had some great mentors and people early in your career who you've shared their names and the things they did for you to get you to where you are today.

Wayne Marshall: And there'll be a day, Freddy and Lucas, I challenge you. You're gonna have the opportunity to do it for somebody else. Absolutely. That'll be the challenge as you bring in that next young kid someday that wants to become tech or whatever in this industry, you're gonna be able to pay it forward to them also.

Wayne Marshall: But I'll let, sorry, I'll let Lupus talk a little bit now and I'd be curious what he would say on it.

Aldo: I we're gonna, we're gonna make it a little different. I'm gonna say if, if, if Lucas met Lucas from four years ago, what would Lucas say to to Lucas four years ago? Okay, so.

Lucas: Repair shop.

Aldo: Okay. Lucas said that if he were to meet Lucas four years ago, that uh, that he would say, you know, because you are a technician and you know how to work on vehicles, that doesn't necessarily mean that you know how to run a business. And, uh, do not, do not, uh, do not be, do not have any reservations about asking for help or some kind of coaching to help you learn about those things.

Aldo: There's nothing wrong with it.

Wayne Marshall: It's a, it's a humbling thing to be able to stop and realize I can't do and know everything. And it's not a sign of weakness if you gotta ask for help. To me, it's a sign of strength that you recognize. Where you can do something well and where you need to improve. And the better you do at recognizing those shortcomings.

Wayne Marshall: 'cause again, we don't know. We don't know at times. And until we get an opportunity to have some of those discussions and that interaction, that's how you grow and that's how you challenge yourself to step up. And it's no different what you guys both said about early on in the business. You know, if we're gonna have disagreements, we have this, we gotta be, we gotta make the commit to each other to have those hard conversations so we can build and grow and create something with that, I'd be curious, I'd like to hear a little bit more because you've shared, but let's expand.

Wayne Marshall: You've had good growth. You're doing real. You're obviously, 'cause you're still new and you're growing, but you're having the best year ever. You've had multiple record months because you just do better and better and better and better. Now we're starting to get ready to go into 26 and beyond. And I know you've shared a little bit in our conversations of what some of that looks like in top line revenue, which obviously trickles into other success of profitability.

Wayne Marshall: But let's look even before that. Where do you guys wanna really go bigger, more locations, acquiring, changing your services, expanding into other things. Talk a little bit about what that future now starts to look like.

Freddy: Yeah, so we definitely, we definitely dream a lot together and we have a lot of goals we wanna reach.

Freddy: Uh, we'd love to have more shops. We wanna be able to open a whole bunch. And even for this one here in particular, we are excited for the day that we don't have to be inside the building. We're excited to be able to, um, own a shop that can run itself, be able to employ the right people to give the, the.

Freddy: Right service to our customers and be able to trust that they'll be able to handle it and us be able to manage it from afar. That would be one of our ultimate goals. And then from there, being able to spend to more shops and, and, and just multiply that.

Aldo: Mm-hmm. So, Lucas is, is seconding on what Freddy said and that, that, uh, the idea, it sounds like the, the, a big goal is to have the shop running like a well willed machine, right? Where they don't have to be present and you get to work on the business rather than in the business and, uh, to look at other opportunities.

Wayne Marshall: It is gonna come. I, I have all the confidence. I think it's, it's just not a matter of if it's when, it's just a matter of some time, which is hard to sometimes be patient. As a young man, I've been, I had big goals and dreams. I was wanted a happen. Let's go, let's go. I wanted to get it done in the next month too.

Wayne Marshall: But some of these things do take time. Right. The biggest thing I guess I would say that I've recognized with is the foundation you're building. You know, if you're gonna take these next steps and move up to these other things, be it another location, the better the foundation of what you're building today and getting all the processes and the procedures and just what it takes to service the customer or the marketplace.

Wayne Marshall: It gets a lot easier to do number two, number three, number four. 'cause it's just more of the same. But if we build and we continue to build, I mean that's what I, we tell all of people who do scale. It's not, you know, it's not that hard. If we build the right foundation, then it's easy to start building on top of it and continue to, to grow it up there.

Wayne Marshall: Um. As you know, being a business owner is different, as you've already talked a little bit about, is much different than working in the business. Now you're having to work on the business. If you could give a piece of advice to a young entrepreneur or someone who's wanting to, maybe there's a tech listening today and they're thinking, I think I could do my own thing and do what you guys did.

Wayne Marshall: If you could give them some advice as a young person, as you guys are, what would that be?

Freddy: Oof. That's another, that's another really hard question. Um, ah, we actually had someone who, who did ask us a very similar question. Um, he needs, he needs to be prepared. Uh, there's, there's a lot coming. Um, and to be really honest, a lot of it is, is really financial.

Freddy: So I think there's a huge. Financial aspect that you have to be prepared for. And actually what I told him was that you, you're gonna wanna pay a coach so you or someone to mentor you, or a guide or anyone who's already been there. Um, because again, there's, there's so much that you don't know, that you don't know because there's just, just really is.

Freddy: And I think that that's a really important thing. I, I just echo what I said before that, that that's the number one thing.

Aldo: That's a great point. Lucas said that, uh, what he would advise a, a somebody is to be, uh, patient and to, uh, be ready to be prepared and not only prepared for what's to come as far as the work part of it, but uh, prepared for a lot of, uh, a lot of, uh, trial and error. Meaning don't get discouraged. It happens to everybody.

Aldo: Everybody trips and falls. And to be okay with that and be patient, patient with what's happening and patient with yourself so that you don't get overwhelmed, it's good.

Wayne Marshall: No, it is good advice. 'cause it is. We are gonna make a mistake. We are gonna have some failure. Um, you know, it's, it's just an opportunity to learn, you know, it, the, the character building aspect of it is not so much always what happened.

Wayne Marshall: It's what we do next and what we choose to do next. And I know it's no different than the conversations we've had. The story you just shared, Freddy of, uh, we had a challenging customer and client. And didn't know if you're gonna be able to work together as you went forward. And you know, we discuss. But what was great is that you didn't deviate from your, your integrity, what you wanted to do, the ethics of how to run the business.

Wayne Marshall: And by standing on that and maintaining that foundational aspect, what happened? He left. But then it came back because you stood on the right grounds. And when you do things with the right intentions, you do it with that honor. As we've already talked, even though you'll have mistakes and things like this happen, what was that conversation like and what happened when he called you back up and he says, can we start at a fresh slate and let's just rebuild?

Wayne Marshall: Mm-hmm. Doing the right thing. It's, it's painful sometimes, but if you do it right and you do it with honor, and we had that whole conversation, how do you, you know, deal with a challenging customer? More times than not, you will end up on the right side of this. And that's the toughest lesson I had to learn as a young person.

Wayne Marshall: And I think it's really cool how much you've already learned at an age. I didn't know it yet. I learned some of what you're learning in my thirties. You guys are so far ahead of me, just think of where you're gonna be.

Freddy: But yeah, no, that, that was huge. We, that was really important and that it really was a, a testament that, um, if we do the right thing, we put the right foot forward.

Freddy: People will notice and people do really appreciate good work. If anyone, that's something else that that's, that's good advice. If you do good work, that people will notice and you'll get recognized for it. You just have to give it some time.

Aldo: It does.

Aldo: Same. See? Mm-hmm. Yeah. So, yeah, they just, that, uh, that, um, through that Lucas is an agreement that through the, um, following, being, setting up guidelines and making sure that you don't deviate from your process and you have a good foundation of how you want the business to run that eventually, uh, the people that didn't fit in the picture in the beginning come back and now they wanna fit in the picture.

Wayne Marshall: Mm-hmm. Yeah. No, they see it. So again, that's, I think that's really good advice that we've discussed. I know you've embraced it and it, I mean, I loved hearing the story when you shared to the guy left. He basically said he was never gonna come back. I said, you know what? That's a kind of business he had.

Wayne Marshall: You don't need it. But he did come back and he came back with a little bit more, uh. Respect or appreciation for what you stood for and what you're gonna do and deliver. So. I complimented you on it. First time I compliment you. Again, it's hard to do that when you're growing and you need, and you want every customer, you want all the business.

Wayne Marshall: But you've realized, just as you said early on, I think it's a really important statement to make for our audience to understand is, is that. You had a lot of cars at one time, but not all business is good business. Mm-hmm. And volume, why it looks good on paper at the end of the day doesn't necessarily make you money.

Wayne Marshall: No, it doesn't. So it's being smarter and being wiser of the type of business you get. And that's why I know one of the early things we talked about from an operational standpoint is have a good intake. You know, get the appointment, get the customer in everything that Aldo talks about from an advisor standpoint, you know, get a good intake, get the customer in, get the information, get an understanding now, gives you guys an opportunity to do a good inspection and, and come back with a nice deliverable.

Wayne Marshall: What their car needs and how to go about it, and how to build that relationship, which builds trust. You know, in this industry sometimes our, our industry isn't looked at very favorably that we can be, you know, a, a business that is not of the highest integrity. But that's what we wanna do. We wanna be, and it's something we talk about, you guys talk about already.

Wayne Marshall: We wanna be a company of character and we wanna be such that people trust and they see and they come to us because that's what's really gonna help grow and change that mindset of people as they do look at. What a repair shop does and how they treat people. You're not doing that. You're not doing it at all.

Wayne Marshall: So, um, we

Freddy: actually, we just had a conversation right, right before this call, and sorry to interrupt you. We just had a conversation with the client before this call. It's exactly what you said. Um, he mentioned it. What we delivered was far beyond what any other repair shop does. Uh, we. Sent videos, photos, inspection report of everything that we suggested that the, the customer get to keep his vehicle in tip top shape.

Freddy: Um, and it weren't twisting his arm or anything like that. It was a simple presentation so that he knew exactly what's going on in his vehicle and he appreciated that because he said that his family mechanic goes ahead and just repairs. What he thinks needs to be repaired, not what the client says. So what we really like to do is give the, the client the power, give them a chance to know what's going on.

Freddy: And really, it's a, it's a, it's a business to client relationship that we need to respect and, and really care for.

Wayne Marshall: So now, you know, and, and this, the time goes by quick as we're fast approaching, kind of getting a little closer to the end here. I'm curious. I know, uh. Personally, I know some things that you've shared, Freddy, I know you don't have any children at this point.

Wayne Marshall: Lucas does. Mm-hmm. Is there gonna be a second generation, other generation, and would that be a goal, an aspiration to uh, have your family engaged and more involved?

Aldo: Yeah. Lucas says that it, it's something that's crossed his mind. His son's only two years old, so there's a, there's a long ways between there and or here and then for now. Right. And that and that. Uh, but he definitely knows that there's gonna be a, a, uh, that the automotive industry is gonna live. As long as we know forever, right?

Aldo: Yes. And there'll always be some kind of employment or something there for,

Aldo: and Lucas says that his son also loves, uh, toy cars. So maybe it's, it's already, it's already, it is blood.

Aldo: That he

Lucas: loves to go

Aldo: play, uh, you know, cars out in the, out, out in the driveway and such.

Wayne Marshall: I know we, we laugh guys, but um, as you know, I've got, I only had daughters who are now married, but I got grandkids. I got a grandson. And at an earlier age, since I. On cars and have my own home shop and everything he loves.

Wayne Marshall: And, and this started at seven, eight years of age, I would let him take things apart that I knew I was never gonna put back together anyway, so I didn't care. But that's how you learn. And at a very young age. I mean, he was only eight years of age and I'm already putting him in my skid steer. I'm teaching him to do other things.

Wayne Marshall: Uh, he's now 12. He can drive a manual transmission, I mean, on their property. I'm not on the road do that, you know? But it is a cool, and it's a great industry and it can be very rewarding. So you never know. You might be two today.

Aldo: Yeah, but

Wayne Marshall: just wait. You'll be surprised when he is five and six and he goes, dad, I wanna tear that apart and see how it works.

Wayne Marshall: S I've let my grandson do it. It's coming. I've let my grandson do it already. That's how they learn. That's how I learn.

Aldo: If, if I may ask a question, we'll start with Lucas. Would that be okay? Yeah. Lucas.

Aldo: Perfect. So I asked Lucas what, uh, what his expectations were before they enrolled with the institute and what they were of the institute. And he said that realistically he never would've thought that he would, they would gain, they would cover so much ground so quickly, and that in the early part of the business, it seemed like a black hole.

Aldo: They could never get out of, and they were surviving month to month and month. So they've been, so, Lucas and I, I imagine Freddie too has been blown away by the amount of, uh, about, by the amount of change they've been able to make so quickly and in such a positive way. Hmm.

Wayne Marshall: Let, I'll give Freddie anything else you wanna add to that real quick or,

Freddy: yeah.

Freddy: So. Truthfully, the, the thing that I, I hoped for was profitability, and we got that, but there's way more, way more than that. What we got was so much growth, um, mental growth. We learned so much. And I told you Wayne, recently, I think on our last call that something that I've really gotten from you guys, and I've been talking with Lucas and our service advisor, Alicia, was that.

Freddy: The amount of discipline that I see, like radiating off of, of the both of you and how much it's affected the way that we wanna do things here. It's made us so much more productive, so much more motivated, and again, just disciplined and able to, to just get things done that need to get done.

Wayne Marshall: Thank you.

Wayne Marshall: Mm-hmm. It's very, and I, I know, uh, in our conversations that, and it's just how it happens. I mean, we've, we've talked about. So much and we get very. Uh, personal about your business, you know, your lives, all the things that are going on, because what you're doing and starting a business, it touches and affects everything.

Wayne Marshall: I mean, everything that you're doing and how you're doing it. Um, yes, it, it's very, and I said it earlier, it's very rewarding to be able to work with you guys to see the results and to see the growth of that you guys are both having on a personal and professional. Um. Yeah, I'm honored that, you know, even though we might talk a lot of business, both of you guys, we end up talking family.

Wayne Marshall: You've asked me other questions that go above and beyond, um, right. I guess that's what happens when you become an elder statesman, I guess is how you can look at it. So, uh, for that I say, Hey, I'm blessed to say thank you for those kind words, but it's exciting and I'm you bright, bright.

Wayne Marshall: Freddy as his or, uh, Lucas, excuse me, as his family grows, you know, you just have a newer baby that wasn't that many months ago. And now Freddy, you're gonna grow because you're soon gonna be getting married. And, uh, yes, and, and another exciting step in life. And it's great to be able to be part of that journey with you and all these different things that go on and, uh, yeah.

Wayne Marshall: We're just excited for and I'm, and it's been awesome to be able to do what we're doing even today. And because I know Lucas, your English is getting better and better and better, but it's been awesome to have, although we part of, and to be able to have these conversations in Spanish that we can truly all come together, work together, and make good things happen.

Wayne Marshall: So guys, I can't thank you enough for taking the almost one hour of your time outta your busy day because you're not a large shop and I know you guys are really hands on for your success and where you're going and, uh, yeah, this is exciting. So thank you very much and I thank the audience for being with us and, uh, attending and listening.

Wayne Marshall: Hopefully there are some nuggets here that can, uh, be helpful.

Freddy: Yeah, hope so. Thank you guys for everything. It's, it's been a pleasure to, to be on.

Wayne Marshall: Nope. Alright, friends, have a great time. Again. Good luck, good holidays, and we'll be talking a lot more soon. Thank you. Thank.