January 31, 2023 • 29 mins
Excerpted from post article https://futureoffranchising.com/podcast/franchise-friday-episode-211-with-mike-condon-of-homewell-care-services/ where Melissa speaks with Mike Condon of HomeWell Care Services
Mike Condon, Medical Equipment Executive Helping Others Transition Into Business Ownership.
I worked in the medical equipment industry for 10+ years where I got to develop the skills and business acumen that enabled me to succeed in my later endeavors. I’m a passionate franchise professional who cares for and loves to help people. I’ve always been enthusiastic about sharing my values and creating healthy work environments for my team and the people around me which led me to venture into franchising.
I want to pay my experience forward by helping more people understand the power behind franchising. Now with HomeWell Care Services, I am able to educate others on the opportunity within the home healthcare space with a company that is about culture, fit, and belief in their franchise owners.
Home care is never a one-size-fits-all solution.
That’s why HomeWell provides a holistic approach, resulting in a personalized experience based on individual needs. You get the qualified, professional assistance needed, along with compassion, and peace of mind—ensuring a comfortable life at home, right where you belong.
HomeWell Care Services is one of the nation’s premiere in-home care providers franchised by HomeWell Franchising Inc.
Our agencies serve seniors and others in need of home care throughout their local communities with personalized in-home care plans designed to suit each client’s specific needs. Originally founded by a caregiver, our passion to help others drives us to make a difference in the lives of our clients, their families, our owners and employees, and our communities. Our primary goal is to bring more enjoyment to the lives of those who find it increasingly difficult to function well on their own.
HomeWell Franchising Inc. prides itself on helping entrepreneurs not only realize their dreams of business ownership, but also give them the means to make a positive impact in their communities. We seek franchise owners who are committed to bringing the mission of HomeWell Care Services to life in local markets across the U.S.
HomeWell Care Services currently has over 40 open locations representing over 85 territories across the U.S. and Canada. HomeWell is focused on strategic expansion across the U.S. through franchise-owned development. With many territories available, the company expects to have over 100 HomeWell Care Services franchises by 2023.
In fact, HomeWell Care Services has been recognized as a 2021 Home Care Pulse Endorsed National Provider. This endorsement recognizes only the top home care providers in North America. This designation demonstrates our commitment to quality and providing outstanding client and caregiver satisfaction.
Franchise Friday, where you can watch or listen as we explore franchising, entrepreneurship, and small business ownership, speaking with the franchise industry thought leaders and subject matter experts that shape the Future Of Franchising. #FranchiseFriday – For more about our podcast, visit our website: https://futureoffranchising.com/ Produced by Franchise Source Brands International and The Entrepreneur’s Source.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Unknown (00:14):
Hello everyone, Melissa Pang here with the entrepreneurs
source. So happy to be here withMike Condon of home welfare
services franchises. Hi. Hi,Melissa, how are you today?
I am doing very well. Absolutelythrilled to be here with you. So
thanks for taking some time. Iknow that out entrepreneur
(00:35):
source and home Well, we've beenworking together for a little
bit of time now maybe about ayear,
I would say I think like, Aprilor May will be April will be a
year.
Yeah. So a little under a year.
And it's been fantastic and loveworking with you. And the whole
team over at home well. But Iwant to before we dive in to
some of some of the topicstoday, I wanted to give you a
(00:57):
chance to kind of talk to usabout your background. And oh,
there's a little diversitythere. You have come with that.
A little different spin thanmaybe some other people on the
franchise development side. So Iwill How'd you get here?
Yeah, that's it's always a funstory to talk about. My path has
(01:17):
definitely been one very similarto a lot of the clients that we
work with, right? So I was inthe med device world for for
over 15 years. And I loved it. Ilove the healthcare space. And I
was really fortunate to have agreat corporate career. But like
many of the clients that we dealwith, you kind of run out of
(01:38):
runway and you look at your lifeand say, hey, could I do this a
different way? And one of thethings I love about franchising
is there's always thatopportunity to look at that. So
after a great 15 year career, Ilooked at myself and my wife and
said, How do we pivot. And oneof those ways, we started to
look at franchising. And I wasfortunate enough to become a
(02:00):
consultant, not with Te s butwith another brand. But that's
not neither here nor there. Butit really got my foot in the
door and understandingfranchising, understanding the
space and really what we wantedto create. And through that
process, my wife and I wentahead and started purchasing
franchises in the health andwellness space. And we currently
(02:21):
still own and operate a multiunit franchise brand here in the
in the Detroit, Michigan area.
And so for me, it was to thepoint where it was very similar
to a lot of our clients, tiredof the corporate rat race, and
how do we exit and find a builda path for ourselves. And, you
know, as we've gone through thatjourney, I really wasn't
planning on joining corporateAmerica again, but I had a
(02:44):
tremendous opportunity withsomebody I respect very highly
in this space. We've hadconversations regarding
regarding the home healthcarespace and the brands and, you
know, he kind of presented me anopportunity to get back and give
back to franchising. One of thethings I love about this space
is we're able to help peopleunderstand that vision of being
their own boss, but but alsohaving a system to help them be
(03:06):
successful. So I joined thehotel team back in July. And
it's been a great experienceever since that so fortunate to
experience all walks of lifehere in franchising.
I love it because you bring somany unique perspectives to the
table, especially in the rolethat you're in, you know,
(03:29):
talking to candidates who areexperiencing what you did years
ago and found your path forward.
That and you know, we talkedabout income and lifestyle
wealth and equity people arelike most of the stop talking
about it, but it's so importantbecause it's like that you found
that and then what I find alsoreally interesting is you did go
back to a corporate like to ajob, but for probably different
(03:50):
reasons than previously.
Yeah, you know, for me, it was Imissed as a as a 15 year sales
person, I hate the word sales,but that that's what we were and
that's what we are right so forme, I missed the team atmosphere
I missed the camaraderie thatthat a lot of the corporate side
(04:14):
brought to me I worked for I wasfortunate enough to work for
some very great companies likeJohnson and Johnson that that
company culture was veryimportant to them. And one of my
requirements as I told my formerboss and our CEO was, you know,
I wanted to work for people thatbelieved in the same thing I
believed in. And and, you know,to my delight, it has been
(04:34):
nothing short of what they toldme during the interview process.
So it's been a great fit for memore culturally than anything.
So I really have the opportunityto Marriage Marriage, both sides
of of, of my happy space ofstill continuing to educate and
help people understand thefranchise space and still run a
another franchise company aswell. So it's been a lot of fun.
(04:57):
I love it. And I would love toknow from your perspective div
of, you know, you, you are abusiness owner you own there,
you're a franchisee as well. Andthen going back to home well,
there had to have been somethingthere that really did speak to
you, you touched on it, youknow, culture and aligning with
beliefs and things like that.
But what is there anythingspecific about home? Well, that
(05:19):
really speaks to you as to whatthey're doing in the industry or
what they're doing infranchising. And then also, you
know, what about that speaks toclients and candidates?
Yeah, I do believe that. We allknow that in the in the non
medical homecare space where welive, there's a lot of options
(05:40):
in the franchising world. Youknow, I think, as a franchise, E
and my healthcare background,I've personally researched a lot
of them because of the interestin the space and, and it just, I
love this space a lot because ofmy healthcare background. So
I've had an opportunity toevaluate a lot, what kind of
drew me to home well, was reallythe kind of outside the box
(06:04):
thinking that that ourleadership team has brought to
the space. Obviously, what we doon a daily basis is very similar
from a non medical companioncare side. However, I think more
importantly, what we bring, thevalue that we bring to our
franchise owners is somethingthat that we do very well and
it's something we're focused ondaily, from from the ELT all the
(06:28):
way down, even through Fran devof when we talk to clients as
they go through our discoveryprocess and our their education
journey with us. It's abouttaking them, what we say is
we're able to back it up on thefranchise services side. And I
think aligning those twomissions is is something that
our clients as they go throughthe journey, and then they end
(06:50):
up signing with us, we hear thatrepeatedly that those two lineup
that we didn't, we didn't talkabout something on the front end
that we can't deliver on theback end. So as I went through
my evaluation journey with home,well, that's something that
stuck out to me and said, Okay,I can believe in this because as
a franchisee, and as aconsultant in this world before
that doesn't always match up. SoI think that's really important
(07:12):
to me that when we talk aboutrecruiting the right type of
owners into our franchise, thatwe can match those two up so
they can have, you know, successwith us. And we know we can
deliver success to them.
I again, that's just it's funny,because it's almost like yeah,
of course, you're gonna havelike those two sides talking to
each other. No, no, no, yeah.
Not always like that. And it isreally important, because, you
(07:35):
know, I've talked to other Iforget exactly who it was, but
he was speaking about, you know,we actually have our teams like
meet to get like, we're on thesame page. So that once again,
it all comes down to clientcandidate experience. Yeah.
Which we talked about a lot. ButI think it's really interesting
(07:55):
that that's one way you providea great client experience,
candidate experience, what theyhear from you, they, they're
going to get it and you alsohave that like, trust in your
own team. What I'm saying tothis candidate, it's going to
get delivered.
Yeah, I think that's a greatpoint. Right. And we talk about
(08:15):
a lot about that on our on oursame thing. We have a franchise
development call with ourfranchise, operation side,
right, a weekly call, and wetalk about a lot of these
things. Because the last thingwe want to do is mislead
anybody. And I think that's veryimportant when you're when
you're talking with and dealingwith people that are choosing to
make a huge investment andchange their life because of and
(08:37):
I think we take that, you know,probably, obviously we take it
very seriously. But we we alsowant to make sure we're saying
the right things that alignwith, you know, what we're
delivering on the back end. Sothat continuity of language
across the board is reallyimportant to us and making sure
we're delivering on that.
And no, I love that. I'm sayingabout our own like, like, do we
(09:00):
do that? And it's a Is thatsomething that was already in
place? Like how did they get tothat point? Is that something
that home? Well said when theybegan franchising? This is what
we want to do, or has itdeveloped over time, like Yeah,
I think it's definitelydeveloped over time. You know,
home well, homos been through atransition, you know, 2018 we
(09:22):
had a new new ownership come in.
And I think what what Bruce,when he came in and he purchased
the company really brought tothe table were how to think
about franchising as afranchisee not just a franchise
or what support systems do weneed, what type of resources can
we bring to them to ensure theirsuccess? Now, we all know in
franchising, you still got to goout there and do the work, that
(09:43):
franchisors job is not to do thework for you but to give you
every resource to help you besuccessful. And I think making
sure those align when we talkabout that in the franchise
development side and talkingcandidates through the journey,
making sure they understand Butthen showing them how we're
going to support them to besuccessful those how those two
came together. And I think Bruceand and our leadership team when
(10:05):
they came in in 2018, and 2019,kind of reform the company to
really that's the main focusoutside of that. So it's been a
nice transition. And I thinkthat's now why you see our
company going through this nicegrowth phase, because those are
much more aligned than they everwere, you know, prior to 2018.
That's really cool. And thatalso explains a lot of why out
(10:29):
like entrepreneur, source andhome well just mesh so well
together, because you're focusedon the franchisees journey and
their success. And the coacheson our side are focused on their
clients, like journey and theirsuccess. So it just pairs up so
beautifully. What I findsometimes, is franchises. I
mean, we all love our brand. Andso it's really easy to get into
(10:54):
all the like features andbenefits. And, you know, I was,
you know, like, how manytoppings are on the pizza, or
the brand of like cleaning stuffthat we're using and these
things, and that's great. Butthat doesn't speak to a
candidate or to a client, like,wow, now I know, I'm going to be
successful because of thislaundry list of items. And so
(11:15):
you guys, I do see that as likevery actually quite forward
thinking. While it's like it issomething that maybe shouldn't
be, but not everyone does itthat way, like people lead with
sometimes that features andbenefits laundry list as opposed
to here's your success and howyou're gonna get there, which
(11:37):
and I do think the importantpart of of when we talk about
franchise development as awhole, right, I think especially
working with with coaches, andpeople that are referring their
relationship to you, I think oneof the most things, important
things we really talk about andwe work on with our team is,
listen, we want that person tohave a great experience, right?
(11:59):
We want them to learn whetherthey ended up purchasing a home
well, franchise or not, is Iwill say is almost irrelevant.
Because at the end of the day,they have a great franchising
experience and educationalexperience with us. And they end
up not making the decision topurchase a home. Well, we want
them to go back to a te s coach,right and say, Thank you, that
(12:21):
was awesome. But for whateverreason, it wasn't right for me,
what else do you have? And Ithink that is something that is
probably missed a lot in thisspace from a franchise
development side, because we'reso focused on, hey, listen, I
got to sell so many territories,I got to do that. And from our
perspective is it's more abouthow do we give them a great
experience? And if they end upbuying, that's awesome. But if
(12:43):
they don't we want them to havethat great experience, because
there is a franchise probablyout there that's right for them.
At this time, maybe it's justnot ours. And that's okay. And I
think being okay with that isprobably the hardest part for
any salesperson, right? You,you, you have a number and yet
you want to hit it, let's behonest, but at the end of the
day, that's that's, that is notthe goal, you know, because more
(13:05):
times than not if we do theprocess and journey the right
way, they're probably going toend up staying with us. But if
they don't, that's okay, too.
So, again, just thinking aboutit in a little bit of different
context, I think is isimportant. And that's how we
think about it here at homewell, and how we're going to
think about moving forward.
And you mentioned in thebeginning to were with home,
(13:25):
well, you like that, like moreout of the box thinking if you
want to say it that way. And Ithink just hear you talk about
the way that you approach,franchise development,
franchisee success, and evenlooking at just franchising in
general definitely speaks tothat being out of the box. And
(13:45):
it's not necessarily like wehave the most out of the box
technology. And we're doing allof these wild things. It's like,
these components that are, youknow, what it, you're not
looking short term, you'relooking long term. And I think
that actually does set you apartfrom a lot of other brands who
want that quick, like flash inthe pan like, Yeah, so 100
(14:08):
territories, and then we're goodto go. But that's not
no and, and, you know, I mean,we're in the home, non medical
home healthcare space, noteverybody wakes up and says, I
want to open up a non medicalhome care. I mean, that doesn't
happen, right? I mean, and ifyou do send them our way, we'll
be happy to take care of them.
But But in all honesty, youknow, the opportunity they have
to a lot of the candidates thatgo through with us, they, they
(14:31):
hadn't think about this, butthen they they look at it and
say, Hey, this is an awesomeopportunity to provide for my
family build a legacy, whatevertheir goals are, and are we able
to match those and they end upfinding out that Yeah, well,
there's a lot of things thatcheck the box with with home
well versus, you know, someother concepts that maybe we're
looking at. And I think in indoing that, you know, our goal
(14:53):
is also to give them options,right. And so, I know you know,
we had some great success lastyear with the zero franchise
fee. And you know, somethingthat says, hey, we're going to
kind of put our money where ourmouth is. And our support system
is going to produce people thathave great outcomes, right? So
let's give people less reason togo somewhere else and give them
(15:14):
options to, to buy into oursystem. We know that franchise
fee scares a lot of people, itscared the heck out of me when I
was looking at franchises,right? I mean, that's, that's a
big check, too, right? No matterwhat the amount is up. So how do
we give people options to feelcomfortable to say, I know I can
be successful. And as a brand,we know we can we can deliver on
that success?
(15:37):
Yeah, I think that is, Iactually had forgotten that you
guys do that. And that is amassive thing. Because in
addition to I think, you know,when you're working with
coaches, or whatever, a lot oftimes people are like, hey, we
want to do an incentive, youknow, we want to do these
different things. But it's okay,what actually are you providing
for the franchisee you don'tlike, that's actually the
(16:00):
important thing there. And thatwill actually bring you get
you're able to work with I feellike the ones who may be you're
gonna find a great franchiseeshort term, okay, you're not
getting the franchise fee. Forlong term, you're getting
someone who get you're gonna getthe royalties, you're gonna have
them be successful, greatvalidation, and you're able to
bring them into the system. Sothat is really interesting. When
(16:22):
did you guys put that intoplace?
So we launched that July of lastyear, it did expire at the end
of at the end of the year, andwe will be bringing it back in a
little bit of a different form,but very similar. And, and as
soon as that is rolled out,we'll be be happy to announce
that and everybody will know,but it's it is coming back. You
(16:42):
know, as we revamp our FTD thisyear, but But yeah, it's been
hugely successful. And again, itjust gives people options. You
know, that's, that's the goal,we find the right candidate that
matches our criteria, and theywe match theirs and vice versa.
And it just gives them optionsto deploy their capital as they
see fit versus how we think itshould be used.
(17:04):
No, that's very admirable. Andand yeah, it's just as great. So
and as you were talking, so I'vemany, many questions I wanted to
just touch on, I always lovehearing like stories. Because
you are working every day withthese people with these
(17:25):
individuals. And yes, they movethey move forward with home
welfare, I'm sure many differentreasons. But yeah, is there any
kind of example or story thatcomes to mind of candidates who,
again, didn't wake up saying Iwant an in home medical
(17:46):
franchise? But through goingthrough the journey, you saw
them? Switch over? And so anyexamples of what that looked
like? And and what was it abouteither the journey that you guys
provided the experience or homewell itself as a brand that
really got them to say, Yep, I'mready.
Yeah, you know, I, we had agentleman last year, I and I'll
(18:09):
just use a personal story,because I worked with them.
That, you know, when I think alot of people think of homecare,
there, there has to be acompassionate side to them. And
so, you know, a lot of thepeople we talked to have have
that compassion side, but theydon't, they don't really under
necessarily understand thebusiness upside of it. Right,
(18:29):
the opportunity. So I did workwith a gentleman last year out
of out of Virginia. And, and,you know, one of his, you know,
our first calls was was, listen,you know, I'm working with this
coach, I didn't really want totalk to you. But I'm trying to
be open minded, like a very andnot abrasive in any way, but
(18:50):
very much like, this isn't whatI want to do. But I'm going to
do this anyway. And I think, youknow, the approach that we try
to take with everybody is,again, going back to, I want to
give you a great experience, andat least show you the
opportunity, because now you'regoing to have a better education
at the end of the at the end ofthe journey. So, you know, we
took them through, you know, Itook them through that journey.
(19:10):
And by the end, you know, he waslike him and his wife, both
were, you know, we this is thelast place we thought we'd end
up. But because because therewas this, this one side of us
that do want to give back to thecommunity and want to help. And
now we see that there's thisbusiness opportunity to really
build something special for ourchildren, they wanted to they
(19:30):
want to build a business andthey want to end up being a
legacy business for their kidsand build that asset. They saw
that opportunity. And we wereable to kind of show them that
is there in this space. So youknow, they ended up signing
November, I think it is andthere'll be opening here and in
23 and, you know, it's just oneof those stories that again, a
(19:52):
lot of people don't think of thespace as something they want to
do until they really start tounderstand the opportunity and
so, so yeah, Was it was great,but it was it was definitely
that first call is always, youknow, Hey, I didn't want to talk
to you. But I guess I'm here. Solet's talk. So
I love that intro for me. I lovethat that's the foot we're
starting on persuade you over tomy side. No. And I think too is
(20:17):
that it's not it's not even thepersuading, you know, if someone
like let me make you make youfall in love with my brand. And
let me like force feed you howgreat the brand is. It's a you
know, just from our conversationtoday. And for what I know of
you. Again, it's the experience.
So the education at the end ofit, you don't have to make a
decision, you don't have to moveforward with home well, or
(20:39):
whatever your brand may be,right. I'm here to just help you
learn about it. And oftentimes,to your point, they end up
learning. Wow, I actually, yep,this is what I want to do. Which
is just probably such a greatconversation on the tail end to
have when they're like, I neverthought I'd be here. But I want
(21:00):
to move forward with you guys.
And you're like, I can love thatwe went from I don't really want
to do this. Yes.
Well, this is business isn't theshiny object. Right? There are a
lot of great franchises outthere that are new and up and
coming that are kind of the nextthing we hear about that all the
time and into your point, kindof like what's the future? Like,
(21:21):
right? I mean, there I think,you know, I reading the
entrepreneur 500. You know, Ihave it on my desk, curios,
browsing through that, and howmany franchises are out there
and not saying that that's a badthing. But there's so many
choices, how does a candidatenarrow it down? Right, and I
think helping them and where Ithink we work really well, with
(21:41):
with you guys at Te ES is, youknow, it's about the client,
it's about the candidate andtheir journey. It's not about
the destination, so to speak.
And I think that's one of thethings where we align really
well is that mindset with it'sabout the candidate, it's about
getting them in a spot to make adecision, whether it's buying a
franchise or not, I think it'sgiving them clarity. And and
that's the most important thing,as we work with people is how do
(22:05):
we give them clarity on adecision, period, and whether
that's good or bad for us, thatshould be the goal.
And I again, this is why we dowork so well together. Because I
mean, we say 95% of our clientsend up, if they do move forward
with a business, it's insomething they either never
(22:26):
would have thought of, to yourpoint, or they would have
prematurely dismissed it ontheir own. And it was said, ya
know, in home medical care, ordog training or whatever. I
don't want to do that. And sothat's why it works so well.
Because coach is able to presentsomething that hey, you know,
this is gonna be a little leftfield, but I want you to keep an
(22:48):
open mind. And then on yourside, you kept an open mind, not
just saying, okay, you don'twant to talk to me, fine. I'll
move on to someone who does. Butyou had an open mind as well to
talk through that and say, Hey,I'm just, you know, it is about
the education. And so that is,it's just so important on both
(23:08):
sides.
Yes. You can't make somebodysign a franchise agreement,
right? Like, we've all hadthose, those candidates that get
to the end, and they're like,Yeah, I'm gonna do it, and then
you never hear from them again,right? So that's not the goal.
If you make it that far, atleast they have a great
educational experience with you,right? And they might come back
or they might not. But at theend of the day, we're not
(23:29):
holding their feet to the firesaying if you don't sign a BMC I
mean, that's just nobody doesthat. And hopefully nobody does
that in in the franchisingspace, because that's not what
it's about. It's scary. It'sterrifying to sign on the dotted
line and say, I'm going to be abusiness owner. It is so how do
we how do we give them thatgreat experience? So they're
confident that they're going tobe successful?
(23:50):
And the theme really issomething over a conversation
and just, yeah, which I, youknow, love all of it. It's more.
It's like, how do you makefranchising, business ownership,
but specific to us franchising?
Like, human? You don't I mean,because I think so many times in
the past. It is kind of thatsales mentality of like, let's
(24:12):
sell, let's sell out territory.
Let's just get franchiseagreement signed, collect
franchise fees, and then we moveon. I do think that's what it
has been. And so now even justour conversation, it's like,
okay, how do you makefranchising all about like, it's
(24:33):
human, it's personable. It's arelationship. It's connectivity,
a community. So to your point,the candidate you're talking to,
like, connect with that, yeah.
And see themselves doing that.
So that's just kind of, youknow, what I've gotten?
Yeah, it's education. Right. Ithink it's education, education,
education. And I think thatreally is the driver of
(24:55):
everything that we need to dofrom a franchise development
side is if we educate the personwell enough, there'll be
there'll be in a confidentposition to make a decision.
That's it. And so the morecontent we can give them, the
more more resources we can givethem to help them learn through
through that journey, I thinkhelps them be better prepared,
right to do that. And just likeas you become a business owner,
(25:16):
the more prepared you are, andthe better your business plan
and you're going to be moresuccessful than just trying to
fly by the seat of your pants.
So we kind of take that sameapproach with with the front end
as our owners and our businesscoaches do on the back end,
right so that's where that'swhere it aligns aligns pretty
well for us and and why we'vehad such great success over the
last few years and excited aboutkind of where the future is
going. Yeah. Yeah, love it.
(25:44):
Awesome. Grant Cardone. 10 exit,let's go.
(26:09):
Yeah, I think one of the thingsthat has popped out to me over
the last several years is thisconcept of passive franchise
business ownership. You know, wetalk about it a lot in this
space, because I talked to a lotof candidates that are like, you
know, is it semi absentee? Is itabsentee and, and, I do believe
that in any franchise model, orI will say the majority of
(26:30):
franchise model, nothing ispassive, you have to put effort
in. And, and I think that thatbuzzword of semi absentee, or,
Hey, we're going to just give ussome money, and we're going to,
we're going to run yourfranchise for you. I'm not
saying it can't work, becausethere are several models out
there that it has worked, and Igive them a lot of credit for
that, I think it's a lot harderto execute from the franchisor
(26:52):
side than a lot of peoplerealize. So I'm always very
cautious that I see that as atrend, because I talked to a lot
of of coaches and other othersin the space that, that that's
the hot thing, because peoplewant that side hustle or that
second income, right? That's ahuge thing these days. And, and
with business ownership, italways doesn't work out that
well. You got to be careful. AndI've I've learned through my
(27:15):
personal experiences with withowning businesses, you have to
be plugged into a degree, Ithink you can set up systems and
processes where you can getthere and we teach our owners,
that's where we want them toget. But in the beginning, yeah,
it's it's work, it's a business,you're investing, you know,
hundreds of 1000s of dollarspossibly into something, make
sure it's going to besuccessful. So I think that's
(27:38):
one thing to me, that's, that's,I would say a little bit scary
about where things are going isjust the concept of passive
investments in franchising. Butbut you know, the excitement of
it is you get to have thosehonest conversations. And I
think once once you talk tothose type of people, they they
really understand that, hey, I,you know, I have to be active in
some form or fashion to besuccessful. If you don't put it
(28:01):
in the stock market and see whathappens. I mean, I think that's
kind of what I requested towrite is, if you want to just
invest it and not think aboutit, put it in the market. And
good luck. Let's see whathappens. So, you know, that's a
trend that I'm hearing a lotlately and talking with coaches
and others in the industry,that's a little bit disturbing
to me. And I hope we're beinghonest with the candidates as
they go through saying it'sstill a business, you still have
(28:23):
to know what's going on. And becautious of the ones that are
telling you that just sit backand you're going to collect a
check every month. I don't knowit's a little scary to me.
Yeah. Well, thank you forbringing that up. Because 100%
It is. And I don't think we talkabout it a lot because we just
say okay, how can we make thebusiness passive? Or how can we
make it semi absentee as like,Okay, should we be doing that or
(28:45):
back to your point education?
And maybe someone gets educatedand says, Okay, well, I Okay,
then I will put in the workbecause investing in the stock
market didn't really help me. Orwhatever.
At least last year didn't butno, it's it's kind of a toss up
here, at least I can control myI can control to some extent and
take ownership of the careerpart of it, as opposed to just
(29:08):
throwing my investments whereverand hoping something, you know,
the market changes or whateverit is. So anyways, and I don't
wanna take away too much fromfrom what you said, because you
said it so well. So we ofcourse, could chat like, yes,
forever. Or too well.
Awesome. I appreciate that.
Yeah. So thank you so somuch. It's been lovely. So
(29:29):
again, my conduct with homehealth care services. Thanks,
Melissa.
Hello everyone, Melissa Pang here with the entrepreneurs
source. So happy to be here withMike Condon of home welfare
services franchises. Hi. Hi,Melissa, how are you today?
I am doing very well. Absolutelythrilled to be here with you. So
thanks for taking some time. Iknow that out entrepreneur
(00:35):
source and home Well, we've beenworking together for a little
bit of time now maybe about ayear,
I would say I think like, Aprilor May will be April will be a
year.
Yeah. So a little under a year.
And it's been fantastic and loveworking with you. And the whole
team over at home well. But Iwant to before we dive in to
some of some of the topicstoday, I wanted to give you a
(00:57):
chance to kind of talk to usabout your background. And oh,
there's a little diversitythere. You have come with that.
A little different spin thanmaybe some other people on the
franchise development side. So Iwill How'd you get here?
Yeah, that's it's always a funstory to talk about. My path has
(01:17):
definitely been one very similarto a lot of the clients that we
work with, right? So I was inthe med device world for for
over 15 years. And I loved it. Ilove the healthcare space. And I
was really fortunate to have agreat corporate career. But like
many of the clients that we dealwith, you kind of run out of
(01:38):
runway and you look at your lifeand say, hey, could I do this a
different way? And one of thethings I love about franchising
is there's always thatopportunity to look at that. So
after a great 15 year career, Ilooked at myself and my wife and
said, How do we pivot. And oneof those ways, we started to
look at franchising. And I wasfortunate enough to become a
(02:00):
consultant, not with Te s butwith another brand. But that's
not neither here nor there. Butit really got my foot in the
door and understandingfranchising, understanding the
space and really what we wantedto create. And through that
process, my wife and I wentahead and started purchasing
franchises in the health andwellness space. And we currently
(02:21):
still own and operate a multiunit franchise brand here in the
in the Detroit, Michigan area.
And so for me, it was to thepoint where it was very similar
to a lot of our clients, tiredof the corporate rat race, and
how do we exit and find a builda path for ourselves. And, you
know, as we've gone through thatjourney, I really wasn't
planning on joining corporateAmerica again, but I had a
(02:44):
tremendous opportunity withsomebody I respect very highly
in this space. We've hadconversations regarding
regarding the home healthcarespace and the brands and, you
know, he kind of presented me anopportunity to get back and give
back to franchising. One of thethings I love about this space
is we're able to help peopleunderstand that vision of being
their own boss, but but alsohaving a system to help them be
(03:06):
successful. So I joined thehotel team back in July. And
it's been a great experienceever since that so fortunate to
experience all walks of lifehere in franchising.
I love it because you bring somany unique perspectives to the
table, especially in the rolethat you're in, you know,
(03:29):
talking to candidates who areexperiencing what you did years
ago and found your path forward.
That and you know, we talkedabout income and lifestyle
wealth and equity people arelike most of the stop talking
about it, but it's so importantbecause it's like that you found
that and then what I find alsoreally interesting is you did go
back to a corporate like to ajob, but for probably different
(03:50):
reasons than previously.
Yeah, you know, for me, it was Imissed as a as a 15 year sales
person, I hate the word sales,but that that's what we were and
that's what we are right so forme, I missed the team atmosphere
I missed the camaraderie thatthat a lot of the corporate side
(04:14):
brought to me I worked for I wasfortunate enough to work for
some very great companies likeJohnson and Johnson that that
company culture was veryimportant to them. And one of my
requirements as I told my formerboss and our CEO was, you know,
I wanted to work for people thatbelieved in the same thing I
believed in. And and, you know,to my delight, it has been
(04:34):
nothing short of what they toldme during the interview process.
So it's been a great fit for memore culturally than anything.
So I really have the opportunityto Marriage Marriage, both sides
of of, of my happy space ofstill continuing to educate and
help people understand thefranchise space and still run a
another franchise company aswell. So it's been a lot of fun.
(04:57):
I love it. And I would love toknow from your perspective div
of, you know, you, you are abusiness owner you own there,
you're a franchisee as well. Andthen going back to home well,
there had to have been somethingthere that really did speak to
you, you touched on it, youknow, culture and aligning with
beliefs and things like that.
But what is there anythingspecific about home? Well, that
(05:19):
really speaks to you as to whatthey're doing in the industry or
what they're doing infranchising. And then also, you
know, what about that speaks toclients and candidates?
Yeah, I do believe that. We allknow that in the in the non
medical homecare space where welive, there's a lot of options
(05:40):
in the franchising world. Youknow, I think, as a franchise, E
and my healthcare background,I've personally researched a lot
of them because of the interestin the space and, and it just, I
love this space a lot because ofmy healthcare background. So
I've had an opportunity toevaluate a lot, what kind of
drew me to home well, was reallythe kind of outside the box
(06:04):
thinking that that ourleadership team has brought to
the space. Obviously, what we doon a daily basis is very similar
from a non medical companioncare side. However, I think more
importantly, what we bring, thevalue that we bring to our
franchise owners is somethingthat that we do very well and
it's something we're focused ondaily, from from the ELT all the
(06:28):
way down, even through Fran devof when we talk to clients as
they go through our discoveryprocess and our their education
journey with us. It's abouttaking them, what we say is
we're able to back it up on thefranchise services side. And I
think aligning those twomissions is is something that
our clients as they go throughthe journey, and then they end
(06:50):
up signing with us, we hear thatrepeatedly that those two lineup
that we didn't, we didn't talkabout something on the front end
that we can't deliver on theback end. So as I went through
my evaluation journey with home,well, that's something that
stuck out to me and said, Okay,I can believe in this because as
a franchisee, and as aconsultant in this world before
that doesn't always match up. SoI think that's really important
(07:12):
to me that when we talk aboutrecruiting the right type of
owners into our franchise, thatwe can match those two up so
they can have, you know, successwith us. And we know we can
deliver success to them.
I again, that's just it's funny,because it's almost like yeah,
of course, you're gonna havelike those two sides talking to
each other. No, no, no, yeah.
Not always like that. And it isreally important, because, you
(07:35):
know, I've talked to other Iforget exactly who it was, but
he was speaking about, you know,we actually have our teams like
meet to get like, we're on thesame page. So that once again,
it all comes down to clientcandidate experience. Yeah.
Which we talked about a lot. ButI think it's really interesting
(07:55):
that that's one way you providea great client experience,
candidate experience, what theyhear from you, they, they're
going to get it and you alsohave that like, trust in your
own team. What I'm saying tothis candidate, it's going to
get delivered.
Yeah, I think that's a greatpoint. Right. And we talk about
(08:15):
a lot about that on our on oursame thing. We have a franchise
development call with ourfranchise, operation side,
right, a weekly call, and wetalk about a lot of these
things. Because the last thingwe want to do is mislead
anybody. And I think that's veryimportant when you're when
you're talking with and dealingwith people that are choosing to
make a huge investment andchange their life because of and
(08:37):
I think we take that, you know,probably, obviously we take it
very seriously. But we we alsowant to make sure we're saying
the right things that alignwith, you know, what we're
delivering on the back end. Sothat continuity of language
across the board is reallyimportant to us and making sure
we're delivering on that.
And no, I love that. I'm sayingabout our own like, like, do we
(09:00):
do that? And it's a Is thatsomething that was already in
place? Like how did they get tothat point? Is that something
that home? Well said when theybegan franchising? This is what
we want to do, or has itdeveloped over time, like Yeah,
I think it's definitelydeveloped over time. You know,
home well, homos been through atransition, you know, 2018 we
(09:22):
had a new new ownership come in.
And I think what what Bruce,when he came in and he purchased
the company really brought tothe table were how to think
about franchising as afranchisee not just a franchise
or what support systems do weneed, what type of resources can
we bring to them to ensure theirsuccess? Now, we all know in
franchising, you still got to goout there and do the work, that
(09:43):
franchisors job is not to do thework for you but to give you
every resource to help you besuccessful. And I think making
sure those align when we talkabout that in the franchise
development side and talkingcandidates through the journey,
making sure they understand Butthen showing them how we're
going to support them to besuccessful those how those two
came together. And I think Bruceand and our leadership team when
(10:05):
they came in in 2018, and 2019,kind of reform the company to
really that's the main focusoutside of that. So it's been a
nice transition. And I thinkthat's now why you see our
company going through this nicegrowth phase, because those are
much more aligned than they everwere, you know, prior to 2018.
That's really cool. And thatalso explains a lot of why out
(10:29):
like entrepreneur, source andhome well just mesh so well
together, because you're focusedon the franchisees journey and
their success. And the coacheson our side are focused on their
clients, like journey and theirsuccess. So it just pairs up so
beautifully. What I findsometimes, is franchises. I
mean, we all love our brand. Andso it's really easy to get into
(10:54):
all the like features andbenefits. And, you know, I was,
you know, like, how manytoppings are on the pizza, or
the brand of like cleaning stuffthat we're using and these
things, and that's great. Butthat doesn't speak to a
candidate or to a client, like,wow, now I know, I'm going to be
successful because of thislaundry list of items. And so
(11:15):
you guys, I do see that as likevery actually quite forward
thinking. While it's like it issomething that maybe shouldn't
be, but not everyone does itthat way, like people lead with
sometimes that features andbenefits laundry list as opposed
to here's your success and howyou're gonna get there, which
(11:37):
and I do think the importantpart of of when we talk about
franchise development as awhole, right, I think especially
working with with coaches, andpeople that are referring their
relationship to you, I think oneof the most things, important
things we really talk about andwe work on with our team is,
listen, we want that person tohave a great experience, right?
(11:59):
We want them to learn whetherthey ended up purchasing a home
well, franchise or not, is Iwill say is almost irrelevant.
Because at the end of the day,they have a great franchising
experience and educationalexperience with us. And they end
up not making the decision topurchase a home. Well, we want
them to go back to a te s coach,right and say, Thank you, that
(12:21):
was awesome. But for whateverreason, it wasn't right for me,
what else do you have? And Ithink that is something that is
probably missed a lot in thisspace from a franchise
development side, because we'reso focused on, hey, listen, I
got to sell so many territories,I got to do that. And from our
perspective is it's more abouthow do we give them a great
experience? And if they end upbuying, that's awesome. But if
(12:43):
they don't we want them to havethat great experience, because
there is a franchise probablyout there that's right for them.
At this time, maybe it's justnot ours. And that's okay. And I
think being okay with that isprobably the hardest part for
any salesperson, right? You,you, you have a number and yet
you want to hit it, let's behonest, but at the end of the
day, that's that's, that is notthe goal, you know, because more
(13:05):
times than not if we do theprocess and journey the right
way, they're probably going toend up staying with us. But if
they don't, that's okay, too.
So, again, just thinking aboutit in a little bit of different
context, I think is isimportant. And that's how we
think about it here at homewell, and how we're going to
think about moving forward.
And you mentioned in thebeginning to were with home,
(13:25):
well, you like that, like moreout of the box thinking if you
want to say it that way. And Ithink just hear you talk about
the way that you approach,franchise development,
franchisee success, and evenlooking at just franchising in
general definitely speaks tothat being out of the box. And
(13:45):
it's not necessarily like wehave the most out of the box
technology. And we're doing allof these wild things. It's like,
these components that are, youknow, what it, you're not
looking short term, you'relooking long term. And I think
that actually does set you apartfrom a lot of other brands who
want that quick, like flash inthe pan like, Yeah, so 100
(14:08):
territories, and then we're goodto go. But that's not
no and, and, you know, I mean,we're in the home, non medical
home healthcare space, noteverybody wakes up and says, I
want to open up a non medicalhome care. I mean, that doesn't
happen, right? I mean, and ifyou do send them our way, we'll
be happy to take care of them.
But But in all honesty, youknow, the opportunity they have
to a lot of the candidates thatgo through with us, they, they
(14:31):
hadn't think about this, butthen they they look at it and
say, Hey, this is an awesomeopportunity to provide for my
family build a legacy, whatevertheir goals are, and are we able
to match those and they end upfinding out that Yeah, well,
there's a lot of things thatcheck the box with with home
well versus, you know, someother concepts that maybe we're
looking at. And I think in indoing that, you know, our goal
(14:53):
is also to give them options,right. And so, I know you know,
we had some great success lastyear with the zero franchise
fee. And you know, somethingthat says, hey, we're going to
kind of put our money where ourmouth is. And our support system
is going to produce people thathave great outcomes, right? So
let's give people less reason togo somewhere else and give them
(15:14):
options to, to buy into oursystem. We know that franchise
fee scares a lot of people, itscared the heck out of me when I
was looking at franchises,right? I mean, that's, that's a
big check, too, right? No matterwhat the amount is up. So how do
we give people options to feelcomfortable to say, I know I can
be successful. And as a brand,we know we can we can deliver on
that success?
(15:37):
Yeah, I think that is, Iactually had forgotten that you
guys do that. And that is amassive thing. Because in
addition to I think, you know,when you're working with
coaches, or whatever, a lot oftimes people are like, hey, we
want to do an incentive, youknow, we want to do these
different things. But it's okay,what actually are you providing
for the franchisee you don'tlike, that's actually the
(16:00):
important thing there. And thatwill actually bring you get
you're able to work with I feellike the ones who may be you're
gonna find a great franchiseeshort term, okay, you're not
getting the franchise fee. Forlong term, you're getting
someone who get you're gonna getthe royalties, you're gonna have
them be successful, greatvalidation, and you're able to
bring them into the system. Sothat is really interesting. When
(16:22):
did you guys put that intoplace?
So we launched that July of lastyear, it did expire at the end
of at the end of the year, andwe will be bringing it back in a
little bit of a different form,but very similar. And, and as
soon as that is rolled out,we'll be be happy to announce
that and everybody will know,but it's it is coming back. You
(16:42):
know, as we revamp our FTD thisyear, but But yeah, it's been
hugely successful. And again, itjust gives people options. You
know, that's, that's the goal,we find the right candidate that
matches our criteria, and theywe match theirs and vice versa.
And it just gives them optionsto deploy their capital as they
see fit versus how we think itshould be used.
(17:04):
No, that's very admirable. Andand yeah, it's just as great. So
and as you were talking, so I'vemany, many questions I wanted to
just touch on, I always lovehearing like stories. Because
you are working every day withthese people with these
(17:25):
individuals. And yes, they movethey move forward with home
welfare, I'm sure many differentreasons. But yeah, is there any
kind of example or story thatcomes to mind of candidates who,
again, didn't wake up saying Iwant an in home medical
(17:46):
franchise? But through goingthrough the journey, you saw
them? Switch over? And so anyexamples of what that looked
like? And and what was it abouteither the journey that you guys
provided the experience or homewell itself as a brand that
really got them to say, Yep, I'mready.
Yeah, you know, I, we had agentleman last year, I and I'll
(18:09):
just use a personal story,because I worked with them.
That, you know, when I think alot of people think of homecare,
there, there has to be acompassionate side to them. And
so, you know, a lot of thepeople we talked to have have
that compassion side, but theydon't, they don't really under
necessarily understand thebusiness upside of it. Right,
(18:29):
the opportunity. So I did workwith a gentleman last year out
of out of Virginia. And, and,you know, one of his, you know,
our first calls was was, listen,you know, I'm working with this
coach, I didn't really want totalk to you. But I'm trying to
be open minded, like a very andnot abrasive in any way, but
(18:50):
very much like, this isn't whatI want to do. But I'm going to
do this anyway. And I think, youknow, the approach that we try
to take with everybody is,again, going back to, I want to
give you a great experience, andat least show you the
opportunity, because now you'regoing to have a better education
at the end of the at the end ofthe journey. So, you know, we
took them through, you know, Itook them through that journey.
(19:10):
And by the end, you know, he waslike him and his wife, both
were, you know, we this is thelast place we thought we'd end
up. But because because therewas this, this one side of us
that do want to give back to thecommunity and want to help. And
now we see that there's thisbusiness opportunity to really
build something special for ourchildren, they wanted to they
(19:30):
want to build a business andthey want to end up being a
legacy business for their kidsand build that asset. They saw
that opportunity. And we wereable to kind of show them that
is there in this space. So youknow, they ended up signing
November, I think it is andthere'll be opening here and in
23 and, you know, it's just oneof those stories that again, a
(19:52):
lot of people don't think of thespace as something they want to
do until they really start tounderstand the opportunity and
so, so yeah, Was it was great,but it was it was definitely
that first call is always, youknow, Hey, I didn't want to talk
to you. But I guess I'm here. Solet's talk. So
I love that intro for me. I lovethat that's the foot we're
starting on persuade you over tomy side. No. And I think too is
(20:17):
that it's not it's not even thepersuading, you know, if someone
like let me make you make youfall in love with my brand. And
let me like force feed you howgreat the brand is. It's a you
know, just from our conversationtoday. And for what I know of
you. Again, it's the experience.
So the education at the end ofit, you don't have to make a
decision, you don't have to moveforward with home well, or
(20:39):
whatever your brand may be,right. I'm here to just help you
learn about it. And oftentimes,to your point, they end up
learning. Wow, I actually, yep,this is what I want to do. Which
is just probably such a greatconversation on the tail end to
have when they're like, I neverthought I'd be here. But I want
(21:00):
to move forward with you guys.
And you're like, I can love thatwe went from I don't really want
to do this. Yes.
Well, this is business isn't theshiny object. Right? There are a
lot of great franchises outthere that are new and up and
coming that are kind of the nextthing we hear about that all the
time and into your point, kindof like what's the future? Like,
(21:21):
right? I mean, there I think,you know, I reading the
entrepreneur 500. You know, Ihave it on my desk, curios,
browsing through that, and howmany franchises are out there
and not saying that that's a badthing. But there's so many
choices, how does a candidatenarrow it down? Right, and I
think helping them and where Ithink we work really well, with
(21:41):
with you guys at Te ES is, youknow, it's about the client,
it's about the candidate andtheir journey. It's not about
the destination, so to speak.
And I think that's one of thethings where we align really
well is that mindset with it'sabout the candidate, it's about
getting them in a spot to make adecision, whether it's buying a
franchise or not, I think it'sgiving them clarity. And and
that's the most important thing,as we work with people is how do
(22:05):
we give them clarity on adecision, period, and whether
that's good or bad for us, thatshould be the goal.
And I again, this is why we dowork so well together. Because I
mean, we say 95% of our clientsend up, if they do move forward
with a business, it's insomething they either never
(22:26):
would have thought of, to yourpoint, or they would have
prematurely dismissed it ontheir own. And it was said, ya
know, in home medical care, ordog training or whatever. I
don't want to do that. And sothat's why it works so well.
Because coach is able to presentsomething that hey, you know,
this is gonna be a little leftfield, but I want you to keep an
(22:48):
open mind. And then on yourside, you kept an open mind, not
just saying, okay, you don'twant to talk to me, fine. I'll
move on to someone who does. Butyou had an open mind as well to
talk through that and say, Hey,I'm just, you know, it is about
the education. And so that is,it's just so important on both
(23:08):
sides.
Yes. You can't make somebodysign a franchise agreement,
right? Like, we've all hadthose, those candidates that get
to the end, and they're like,Yeah, I'm gonna do it, and then
you never hear from them again,right? So that's not the goal.
If you make it that far, atleast they have a great
educational experience with you,right? And they might come back
or they might not. But at theend of the day, we're not
(23:29):
holding their feet to the firesaying if you don't sign a BMC I
mean, that's just nobody doesthat. And hopefully nobody does
that in in the franchisingspace, because that's not what
it's about. It's scary. It'sterrifying to sign on the dotted
line and say, I'm going to be abusiness owner. It is so how do
we how do we give them thatgreat experience? So they're
confident that they're going tobe successful?
(23:50):
And the theme really issomething over a conversation
and just, yeah, which I, youknow, love all of it. It's more.
It's like, how do you makefranchising, business ownership,
but specific to us franchising?
Like, human? You don't I mean,because I think so many times in
the past. It is kind of thatsales mentality of like, let's
(24:12):
sell, let's sell out territory.
Let's just get franchiseagreement signed, collect
franchise fees, and then we moveon. I do think that's what it
has been. And so now even justour conversation, it's like,
okay, how do you makefranchising all about like, it's
(24:33):
human, it's personable. It's arelationship. It's connectivity,
a community. So to your point,the candidate you're talking to,
like, connect with that, yeah.
And see themselves doing that.
So that's just kind of, youknow, what I've gotten?
Yeah, it's education. Right. Ithink it's education, education,
education. And I think thatreally is the driver of
(24:55):
everything that we need to dofrom a franchise development
side is if we educate the personwell enough, there'll be
there'll be in a confidentposition to make a decision.
That's it. And so the morecontent we can give them, the
more more resources we can givethem to help them learn through
through that journey, I thinkhelps them be better prepared,
right to do that. And just likeas you become a business owner,
(25:16):
the more prepared you are, andthe better your business plan
and you're going to be moresuccessful than just trying to
fly by the seat of your pants.
So we kind of take that sameapproach with with the front end
as our owners and our businesscoaches do on the back end,
right so that's where that'swhere it aligns aligns pretty
well for us and and why we'vehad such great success over the
last few years and excited aboutkind of where the future is
going. Yeah. Yeah, love it.
(25:44):
Awesome. Grant Cardone. 10 exit,let's go.
(26:09):
Yeah, I think one of the thingsthat has popped out to me over
the last several years is thisconcept of passive franchise
business ownership. You know, wetalk about it a lot in this
space, because I talked to a lotof candidates that are like, you
know, is it semi absentee? Is itabsentee and, and, I do believe
that in any franchise model, orI will say the majority of
(26:30):
franchise model, nothing ispassive, you have to put effort
in. And, and I think that thatbuzzword of semi absentee, or,
Hey, we're going to just give ussome money, and we're going to,
we're going to run yourfranchise for you. I'm not
saying it can't work, becausethere are several models out
there that it has worked, and Igive them a lot of credit for
that, I think it's a lot harderto execute from the franchisor
(26:52):
side than a lot of peoplerealize. So I'm always very
cautious that I see that as atrend, because I talked to a lot
of of coaches and other othersin the space that, that that's
the hot thing, because peoplewant that side hustle or that
second income, right? That's ahuge thing these days. And, and
with business ownership, italways doesn't work out that
well. You got to be careful. AndI've I've learned through my
(27:15):
personal experiences with withowning businesses, you have to
be plugged into a degree, Ithink you can set up systems and
processes where you can getthere and we teach our owners,
that's where we want them toget. But in the beginning, yeah,
it's it's work, it's a business,you're investing, you know,
hundreds of 1000s of dollarspossibly into something, make
sure it's going to besuccessful. So I think that's
(27:38):
one thing to me, that's, that's,I would say a little bit scary
about where things are going isjust the concept of passive
investments in franchising. Butbut you know, the excitement of
it is you get to have thosehonest conversations. And I
think once once you talk tothose type of people, they they
really understand that, hey, I,you know, I have to be active in
some form or fashion to besuccessful. If you don't put it
(28:01):
in the stock market and see whathappens. I mean, I think that's
kind of what I requested towrite is, if you want to just
invest it and not think aboutit, put it in the market. And
good luck. Let's see whathappens. So, you know, that's a
trend that I'm hearing a lotlately and talking with coaches
and others in the industry,that's a little bit disturbing
to me. And I hope we're beinghonest with the candidates as
they go through saying it'sstill a business, you still have
(28:23):
to know what's going on. And becautious of the ones that are
telling you that just sit backand you're going to collect a
check every month. I don't knowit's a little scary to me.
Yeah. Well, thank you forbringing that up. Because 100%
It is. And I don't think we talkabout it a lot because we just
say okay, how can we make thebusiness passive? Or how can we
make it semi absentee as like,Okay, should we be doing that or
(28:45):
back to your point education?
And maybe someone gets educatedand says, Okay, well, I Okay,
then I will put in the workbecause investing in the stock
market didn't really help me. Orwhatever.
At least last year didn't butno, it's it's kind of a toss up
here, at least I can control myI can control to some extent and
take ownership of the careerpart of it, as opposed to just
(29:08):
throwing my investments whereverand hoping something, you know,
the market changes or whateverit is. So anyways, and I don't
wanna take away too much fromfrom what you said, because you
said it so well. So we ofcourse, could chat like, yes,
forever. Or too well.
Awesome. I appreciate that.
Yeah. So thank you so somuch. It's been lovely. So
(29:29):
again, my conduct with homehealth care services. Thanks,
Melissa.
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