The Mower, The Motivation and The Mindset: One Man's Lawn Care Success Story

Episode Transcript
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Tammy Hershberger (00:01):
Welcome to the Light Up your Business
podcast, the show where we divedeep into the world of small
businesses.
I'm your host, TammyHershberger, and each episode
will bring you inspiring stories, expert insights and practical
tips to help your small businessthrive.
Whether you're an entrepreneurjust starting out or a seasoned
business owner, this podcast isyour go-to source for success in

(00:21):
the small business world.
Let's get started to source forsuccess in the small business
world.
Let's get started.
Hi everyone, I want to welcomeyou back to another episode of
Light Up your Business podcast.
Today I have a phone interview,which is my first one, so we'll
see how this goes.
I have a friend of mine and Ialso do some bookkeeping with

(00:43):
him.
His name is Reuben Gingrich andhe owns Redemptive Lawn Care
out of Harmony, Minnesota, andso today we're going to just do
a little conversation with himabout his business.
He does lawn care and snowplowing and I just want to kind
of pick his brain a little.
So how are you today, Ruben?

Reuben Gingerich (00:56):
I am doing good.

Good, how's the weather there today?

It's very nice .

Oh is it Good , it's been warmer.

huh yeah, it's been a lot warmer.

Yeah, good.
Well, I mean, it's good for thepeople who want the warm, but
not so good, probably, for snowplowing.

Yeah, I know, it just melts the snow.

And that doesn't pay, does it?

No, it doesn't .

So for my listeners again, I have
listeners all over the country,but do you want to introduce
yourself and just tell me alittle bit about yourself?

Yeah, so I'm Ruben Kingrich and I am the
owner of Redemptive Lawn Care inSnow Riverville.
And, yeah, I started mybusiness back in 2020.

So right during COVID.

Yeah, I started it right in COVID so it
was a little harder.

but what can I ask?
What made, what made you decideto start that business?
What inspired you?

I've always wanted to start my own business.
I was never sure what I wantedto do, and then one time one of
my friends was like, well, whydon't you just start mowing
lawns?
And I'm like I don't know.
And then later I'm like, yeah,that would be a pretty good idea
, but I didn't have any money togo buy a lawnmower, so I ended
up using my brother's mower tostart mowing lawns, and that's

(02:30):
how I got started in thelawnmowing business.

So I have to ask what kind of mower?
Was it?
A push mower, or what did youstart with?
Not an Amish mower, right?

No, it was a 42-inch Challenger mower.

And that's not a zero turn.
I don't know much about mowers.
That's not a zero turn.
Right, It'd be like a normaldeck mower.

It was a zero turn.
Yeah, oh it is Okay.
Yeah.

And so, before we dig fully into your
business because I find it veryinteresting To me you're an
inspiration, because you andwe'll talk about whatever you
want to talk about here.
But, um, you grew up Amish,right, just like my husband.

Yes.

In the same area and you are you related to
John technically?
I can never remember that.

I don't think I am.

Yeah, okay, cause I think it was.

Lydia, I should know, but I don't yeah.

Okay, gotcha.
Well, um, so you grew up, andwhat age did you leave the Amish
?

When I was 18.
18.

Can I have to ask and you can tell me I'm not
answering that, but was itscary?

Because I think that sounds terrifying to
leave such a strict communitythat's very protective into this
crazy world we live in.

I don't think it was really scary.

Yeah, you're probably just so excited I made
up my mind that I was going toleave a couple months before I
actually did then.

Oh, okay, I see.
And did you have help when youleft, or were you just on your
own, Meaning like did?
You have neighbors helping orfriends.

No, me and my brother Dennis left at the same
time.
No, me and my brother Dennisleft at the same time, and then
we just went over and stayed atmy brother's place that had
already left.
So he basically helped us outthen.
Okay, and what did you do foryour job when you left, or did
you have a job already?
No, I worked for Eagle RidgeConstruction for the first year,

(04:22):
so carpentry work.

Yup, okay, so I I mean and that's the thing I
admire about the Amish peopleis, you guys are all such hard
worker.
I've never.
I mean, I'm sure they're there,but I've never ran into one.
That's lazy, never.

Yeah.

So that's probably can you.
Well, I'm jumping ahead on aquestion here, but it just
popped in my head.
Are you allowed to like hireAmish people to work for you or
no Like with the communitybranch?

See, it all depends who it is.
I mean, I've had my one cousinwork for me for a while and he
is still Amish, but most of themwon't, or not.
It all depends who it is.

Yeah, okay.
Yeah, I mean they're really notallowed to, but yeah, and so
when you decided to leave, andthen, so you were 18.
In 2020, how old would you havebeen when you started the
business?

started the business.
Uh, it's like 20, 25 now, sothat would have been about five
years ago.

So, yeah, I would have been like 2021.
Okay, yeah, so you've been onthe Amish a few years.

Did you have any prior experience starting a
business, or did your parentsown a business or anything?
I'm not really sure of yourpast, not really.
I used to run my own littlefurniture shop when I was still
living with my parents always,so I used to make small crafts
and furniture.

Like tables and chairs or what kind of
furniture.

No, I did a few dressers and some benches,
but a lot of it was just littlecrafts, like where they put
their lights on in their houses,and towel holders and just
little stuff like that.

Did you sell to the Amish, or to the English
too?

Both.
Both Interesting, so you hadall that machinery to do that,
or I don't even know what goesinto woodworking, but I did yeah
, and so did your parents helpyou get all that, or you had you
just saved your money until yougot it, or no, so actually it
was what they, my sister, if Irose as you get to, you get to

(06:44):
make a wish before you're 18,and that's how I got all my
equipment.
I made a wish for all thisequipment and they actually
bought all that equipment for me.

That's really cool.
So how old would you have beenwhen you got all that, do you
think?

I think I was 15 or 16.

So you already had the entrepreneurial
spirit in you at that age.
Like I want to have my ownbusiness.

Yeah, I've always yeah.

Now I'm curious your answer because, I
mean, I'm always very honestwith mine and one of my reasons
for being an entrepreneur isbecause I don't like being told
what to do.
I want to make my own way.
Is that kind of how you are?

That is a lot Like I like to, yeah, make my
own way around my own schedule.

Yeah, and not have a boss telling me what to
do Be the boss of myself, yeah.
Yeah, so we're similar.
Okay, so then, when you leftthe Amish, did you just leave
behind all that, or did you sellit off your business for the
furniture stuff?

I just left it .

Is anyone else doing it?
The?

reason I?
No, I sold all that equipment ayear or two ago.

Okay, and why didn't you take it with you or
try to do it?

Okay, and why didn't you take it with you or
try to do it?
The reason I didn't take itwith me is because, well, we
switched everything over tobelt-driven because the Amish
can't have electricity and Ireally didn't feel like messing
around with it.
I don't know.
I just didn't really have muchof a desire to do anything with
working much.
I didn't see myself doing thatfor the rest of my life, so yeah

(08:26):
sure.

So I'm curious and we'll talk.
You just talk wherever you feelcomfortable.
But uh, on the cystic fibrosis,so how?
Because I don't know a lotabout that, but like, how
limiting is that?
Is it something you have a lotof pain, or like, has it been a
challenge for you?

It has.
I've changed my mindset on it alittle bit, Because when I used
to still be Amish I used to usethat as excuses for not doing
stuff Because it's in your lungs, right?

Do I understand that?

correct.
Yeah, it's a lung disease.

Okay, and so your mindset, you said, changed
what?

how did you change that or what did what did
that look like?
Yeah, I started believing inbeing healed and and that I'm,
that I can do other stuffbesides.
Just because I totally believethat's why I kept getting sicker
.
Because, when I was, it's justbecause I totally believe that's
why I kept getting sicker.
Because when I was, I had twohospital stays of two weeks.
One was, well, the first year.

(09:39):
I left that next fall, whichwould have been the fall of 2019
, I was in the hospital for twoweeks, 2016 or 17.
I was in the hospital for twoweeks just to go in and get my
lungs cleaned out and stuff.
And yeah, the first time itsounds kind of stupid, but the

(10:00):
first time I was in there,actually it wasn't that bad
because I was in the kids'section, so everybody kept
coming around playing on theiriPads and stuff and as an Amish
kid, you know you don't get todo that at home.
And then the second time, I wasnot in the kids section, I was
in the adults and it was boring,as all kiddos and I'm like this

(10:23):
is the last time I'm staying inthe hospital.

Yeah, that makes sense and I haven't been
in since so do you think yourmindset shift helped you to I
don't know change your health?
Almost because I do believethere's power.
I mean, obviously your wordshave massive power, but yeah,
yeah, the words and the mindset.

I totally believe it did, because if you
tell yourself you're sick or youcan't do something because you
get this or that one, then guesswhat your mind's gonna go into
that mode or whatever.
Yeah, you can, and I don't know.
That's how it seemed to workfor me anyways.

I mean I'm with you because I even think
when I have just the flu, themore I kind of lay into it and
I'm like I'm just sick.
I I even think when I have justthe flu, the more I kind of lay
into it and I'm like I'm justsick, I can't do anything.
I think it almost prolongs it,versus when I'm like no, I'm not
having this and I push againstit.
You know.

I know, because that's the same for me,
because, like you're, like no,I'm not gonna deal, I'm gonna
overcome this and move on yeah,yeah then it doesn't last near
as long as it does.

If you're like oh, I'm so sick I can't
move, yeah yeah because youalmost pity yourself, and I
think that does not help yeah, Idon't.
I totally agree with you onthat well, that's inspiring to
me because I mean I'm talkinglike the basic flu.
You've got some real sicknessthat you're dealing with and I
like that you are pushingagainst it and saying I'm not

(11:47):
having I mean, you have it untilyou've been fully healed, which
I I'll pray and believe withyou on that, um.
But I like that your mindsetshift has changed, because I
could see how that could berough yeah so then, knowing you
have that and then knowing thatyou've now left the Amish and
you're working as a carpenter,was any of that, did any of that

(12:10):
play in your mind?
And maybe not because youshifted your mindset of like,
maybe how am I ever going tostart my own business because I
have this sickness and I neverknow what I'm going to be sick,
or did you were just like I'mnot having it, I'm going to do
what I want?
What's your thought on that?

Well, I don't know, I had already kind of
changed my mind in the sicknesspart before I even started my
business.

Okay, so that was never a challenge.

I never.
Yeah, I tried to not let it bea challenge.
I still struggle with it everyday.

Does the cold affect it?

It does.
It does cold, damp wetter andstuff.

So have you ever had the thought of leaving
to a more dry climate to likehelp that?

Not really, because I've never been sure
where I want to move to if Imove anywhere else.

I haven't really been around that much
yeah, sure, okay.
So let's circle back to yourbusiness now.
So it's 2020, covid hits.
It's so interesting that youpicked that time, because a lot
of businesses were going out ofbusiness.
Like what made you mentally say, I'm just doing it, I'm done
with carpentry or whatever?
Like, what was that like?

so back then I was still working at QuickTrip.
So I I worked at QuickTripuntil the end of 2021 I think.
I think I quit that fall.
So I was still workingpart-time at QuickTrip and the
first year I did very little inthe lawn care business.
And in 2021 is when I reallytried to get my name out there

(13:48):
more and got more confident inmyself to actually go, try to
sell it to people and do more ofit.

What do you think changed your confidence on
that?
What made you decide to startpushing it?
I'm not even sure, to be honestwith you, sure, I think,
sometimes, even for myself, I'mlike I get fed up with certain
things and I'm like I'm notdoing this anymore and then I go
full bore into what I'm doingyeah was it expensive to start

(14:25):
that business?
I mean, you don't have to giveme specifics, but like, because
you've probably just startedwith that one, it sounds like
your sorry, I can't talk yourbrother's mower, so you probably
didn't purchase that.
Did you need a trailer or didyou just load that in your
pickup, or how'd you do it?

I had a trailer, a little trailer.
I actually had it when I leftthe Amish.

Wait a minute .
Did you pull that?
With your buggy or your horse.

No, we always yeah, I just had somebody else
pull it.
Okay, it was just a little.
It used to be a boat trailerand we made a little flat bit
out of it.

Okay.

And so, yeah, I had his mower, and then I went
and bought a mower for $500 or$600.
Okay, and that mower wasnothing but a big old money
machine.
What brand mower was it, andthat was a Simplicity.

Okay, so it's a cheaper mower probably.

Yeah, it was an old one.
It had a lot of hours on it.
Yeah, because then the nextsummer I ended up hitting a
water shut off valve with mybrother's mower and wrecked his
deck.
I bet he was happy well, hereally didn't say much about it

(15:47):
because we got it straightenedout.
I was gonna put a new deck on,but he's like I thought it's
good enough for my lawn.
And then I went down to um to adealer an actual dealer to see
if I can get it fixed.
And so he got me sold on alawnmower.
And so he was like, wow, Ithink the mower was 4,500 or

(16:14):
something.

Was that?

scary to you.

To spend that kind of money.

It was, but also all the money I was pouring
into the other mower, just youknow, $5,000, $100,000 after I
was just done with it.
And so he's like, oh yeah, wedo financing and stuff.
And I'm like, well, I have nocredit score of nothing.
So I ended up calling my bankand they're like, well, yeah,

(16:41):
let me run your credit score.
And see, I told them it's likeyou might as well not even run
it because I don't have one.
And they're like, oh well,that's fine, how much do you
want?
And I'm like just $4,500.
And they're like, oh well,we'll do that.
You've been banking with us fora couple years now.

So that's cool.
Yeah, that was.

I still feel like that was a good decision,
because I got a mower that Ishould work and I got it paid
off that year.

What a blessing for that small town
bank.
You know which they do with theAmish probably a lot, so
they're probably kind of used tothe no credit thing.

Yeah, yeah, no , I like that bank.
They've always been nice to me.

So you started with that.
Did you have trimmers?
I don't know much about landsor mowing, but did you have to
buy trimmers and hedge?
I don't even know what they'reall called Hedge trimmers.

Yeah, I had a trimmer, but I'm trying to
figure out where the heck I gotit.
But I had a little trimmer andthen I think I bought a new
trimmer.

That's the same year I bought that mower.
And how did you find your firstclients?
Like were?

they just friends or neighbors yeah,
friends.
And then one thing that I didthat worked out pretty nice on
it.
So when I used to work at QuickTrip and I'd wait on people,
I'd always have a stack ofbusiness cards in my pocket and
then I'd pass them along and you, you know, tell them if they

(18:18):
want a professional to take careof their lawn, then they should
call me.
And that's how I got a lot ofbusiness cards out.
I just hand them to everybodythat comes through the store oh
yeah, because you work thereyeah see that's a hustler.

I like that because I mean I deal with
coaching clients sometimes andI've had a few people that they
just I'm like how many clientsdid you talk to last week trying
to get them to like grow theirbusiness because they don't have
the money for advertising?
And they're like maybe two.
And I'm like, well, you have tostart getting more aggressive.
You've got to talk to people.
You've got to hand out flyers.
Stop at businesses.
I mean you're proof at work byjust handing out those business

(18:55):
cards Did you have any other?
techniques in the beginning.

Besides that, that worked or was that the best
one?
That was the best one.
Well, I put a post on and thenEddie Swartzentrooper shared it
and referred me to people tohire me if they wanted lawn care
or anything like that done.
And he has a pretty big, heknew a lot, a lot of people knew

(19:23):
him in town and stuff.
So I got a lot of uh, quite afew clients through that,
actually through the socialmedia posts from eddie, who knew
a lot of people.

You said right, yeah, yeah what about
referrals?

do you get a lot of people you said, right,
yeah, what?

about referrals.
Do you get a lot of referrals,people that are like oh, I use
them, they're great, here'stheir number.

Yeah, I get quite a few referrals.

So how long before you had to get it?
How many people work for younow?

It's just me and another person.
At this time In the wintertimethere's about five or six of us
that plow snow.

And then how many?
So just two in the summertimefor lawn care.

Yeah, so far.

So we'll dig into that in a second.
So for lawn care, telleverybody kind of what you do.
So you do mowing, landscaping,what do you all do?

yeah, we do mowing, landscaping, flowerbed
maintenance, retaining walls andpatios pretty much almost a
whole line of outdoor stuff inyour yard anyways.
Um, we don't take any tree,stone or not big ones anyway.

But yeah, what about?
And then the summer or summer,in the winter, when it's not
lawn care season, you do snowplowing right for commercial and
residential yeah, we do, forresidential and commercial snow
and ice management oh okay,which out of those I mean?
Well, let's actually rephrasethat question Did you pick up

(21:03):
snow plowing because you neededsomething to do, because lawn
care is seasonal?

or did you just always like that, or how
did you get into that?
I never really plowed snowuntil, yeah, I was like, oh, I
should add something for thewinter.
I'm like everybody else thatdoes lawn care does snow in the
winter.
So that's how I just decided tostart doing snow and I had some
people ask me that we mowed forsnow removal.
So that's how I got started inthe snow.

Was that an expensive revenue stream to
bring on Because you probablyalready had a pickup, or did you
have to buy a pickup?
I had a pickup.

It was actually kind of weird how it
all worked, because I hadanother guy that was going to
put a plow in his truck for meto plow with, because everybody
was telling me you don't put aplow in his truck for me to plow
with, because everybody wastelling me you don't put a plow
on a half ton.
So I was getting all theseaccounts lined up for plowing
snow and I told him I got a plowtruck.

(22:06):
You know, we're gonna, we cantake him.
I even had, I even had the bankfor plowing their parking lot
and stuff and I still didn't,still didn't have plow truck.
But he said he's gonna put aplow on.
Well, then he goes and tradeshis truck in and he gets a newer
truck and I'm like I don't wantto drive, I don't want the

(22:26):
responsibility of drivingsomebody else's newer truck.
I don't want a newer becausethe other one he had was an
older one it was.
You know, he got a Denden orsomething.
It wouldn't have been the endof the world.
And so I ended up.
He said he'll still put a plowon if I want to.
I didn't really want him to, soI'm just going to put a plow on

(22:49):
my half ton.
And we got the plow on the guythat was putting it on.
He's kind of hard to get him todo stuff.
Sometimes he kept watching theweather.
He's like well, it ain'tsnowing yet, so I don't have to
hurry up.
And we didn't even know if theplow worked.
They got it off of eBay, notCraigslist.
I got the plow off ofCraigslist and by golly he put

(23:14):
the plow on on and we put it onthe truck.
There's already four inches ofsnow on the ground.
Oh wow, plow snow.
That whole night was that plowand it worked.
But only one headlight workedon the plow.
But yeah, that was.
That was kind of weird.

But because I would imagine you have to be up
early right to do plowing forpeople.

Yeah, we normally start as soon as it's
done snowing.

Oh, okay.
So then we got oh go ahead.

No, go ahead.
We got a lot of count that'sopen, you know, 24 hours, 24-7.
So we got as soon as there'stwo inches of snow on the ground
, we got to go clear them.
Is a lot of commercial likethat, or is that more like older
people homes or whatever youcall them?

(24:08):
No, this is the only one that'sthe other ones that are not
open 24-7, they only need to becleared during the day, if it's
snowing throughout the day.
But, yeah, this is a veteran'shome, okay, the day.
But, um, yeah, this is aveteran's home, okay, so it's
people.
Old people live in there andyou gotta always make sure it's
open so they can get anambulance and stuff in there if
they need to sure, and how didyou get those bigger?

that's a pretty good size account, right
like how did you get it?
You just walked in there no,they actually.

They actually reached out to me.
It was quite a hassle to bid onit actually, because they
reached out to me and told methat they'll be looking for
somebody to just build for them.
They just built this building.
It's a new building, and so wegot everything registered

(24:56):
through the state to bid on it,and then it so turns out I guess
I was the only guy thatactually bidded on the project,
so oh, do they have a contractwith you, or is it just like
yearly?

They just call you again, or anything like
that.

No, this is a two year contract, so I'm really
hoping they just give it to mefor another three years which
they can do that without anybodybidding on it.
Oh, okay.

But, how did they find you?
Because do you have a lot ofcompetition in your area?
Is there a lot of other peopledoing what you do?

There's one other snow contractor in the
area that I know of that wouldbe able to handle them, Because
they're a pretty big commercialclient and there's not there's
really only me and that othercompany that I know that really
offers salting services too.

Oh, okay.

So everybody else just kind of pushes snow
and what about in the?
Lawn care and they don't do anysalting.

Is there a lot of competition for that?

Right in my area there's not that much.
There's two other companies inthe area.
One's just him all by himself,and then the other company has
quite a few guys working for him.

So do you think that kind of helped with
the growth of your business?

because you don't have, you know, tons of
people competing against,because that usually when that
happens they drive the pricedown so bad yeah, I think that
helped, um, not having that muchcompetition, because that's
like, because that's what I wasthinking like, if I go up to
like a like rochester, forinstance, they got a lot of

(26:50):
little lawn care companies upthere like yeah, yeah, then you
got to compete with.

I mean, service is really important, but
you have to compete with theprice and you're driving a long
ways.

Yeah, exactly because I'd have an hour just to
drive one way, so I'd have to,you know, figure two hours
basically to go up there andback.

So that's definitely a challenge for your
business, right, is some growthin that way?
Because, I mean, is it possibleto pick up?
Well, okay, tell me this, whatareas?
Because you're doing Harmony,what areas do you all service
land?

it's a Lanesboro my main focus is
Harmony Lanesboro and PrestonPreston is there to go past that
?

it's probably like a good drive, right.

Chatfield is half an hour have you?

you thought of going into that market.

I have See I'd probably work my way up through
that area.
Rochester is mostly focused on,maybe Chatfield next, and then
Spring Valley is another town.
It's about 20 minutes, 25minutes from here.
I don't know the population ofthose towns off of my head, but

(28:01):
I know they're all under 10 000people, so they're not very big
yeah, how many people are inharmony?

do you know right?

around a thousand wow lanesboro has 750
to 800 people, so they're smalltowns, like really small towns.

So then tell me this, If you so, because
Iowa's?
How far is Iowa from you?
Or at least a decent town thatyou'd maybe go to in Iowa Is
Decorah.

I don't really know that yeah, 20, 25 minutes
from Decorah.
Okay.

Is that a very big town?

That's about 6,700ora.
Okay, is that a very big town?
That's about 6,700 people, Ibelieve.

So tell me this for customer demographic
meaning, like your clientele, isit mostly older people?
Is it people with so many acres?
Do you know that information?
Because I would imagine a20-year-old's not using you
because they either don't ownanything, don't have to mow or
just do it themselves.

Yeah, most of my people are older people.
Yeah, I think they're all olderpeople.

Are they probably all retired?
There's one couple that'smaking this.

Yeah, retired are people that we do quite a
bit in Lanesboro, becauseLanesboro is a pretty big town
for people where they just youknow they own places there, but
they're never really there.

Oh okay, Second homes.

Yeah, so they're in and out.
I would have never guessed thatthere's a lot of people in
Lanesboro that we work for,especially Snow, that I've never
even met the people.

I did not know.
Is it just that tourist?
I would have never guessed.
I don't know that area well,but Lanesboro it's a pretty area
though.

Yeah, it's a big known for tourist town.

And then is it mostly people with a bigger
yard or do you get a lot ofpeople just with a basic city
lot?
You know that they want at Mode.

Most of them are just city lots.

We get quite a few out in the country area
too.
Yeah, so then expansion ispossible then into those smaller
towns, as long as you knowthey're more older generation of
people or second homes.

Yeah.

Okay, interesting.
So there's some definiteopportunities for growth.

Yeah, there is .

What do you think is holding you back from
growing?
Is it just you don't have thepeople?
Obviously, it takes some moneyto grow.
What do you think is holdingyou back?

Well, because so far I've never really done
much for marketing and it seemsI'm just kind of stuck at this
one level.
You know, last year we didabout the same as we did the
year before, so I'm going to tryand do marketing and stuff this
summer to try to actually growmore, get another crew out there

(31:04):
for mowing or at least utilizemore of the trucks that we got
for snow, because we got threetrucks for plowing snow and we
only really need one in thesummer, the way everything is
for summer now.

And so is your snow plowing.
Is that mostly for commercial,or is it mixed?
Commercial, residential?

It's probably almost a 40-60, probably about
40% commercial and about 60%residential.

Okay, so it's a pretty good mix.
Is there one side or the otheryou'd rather grow?
Maybe it's even becausesometimes commercial might be
more profitable than residential, or maybe you enjoy residential
better.
Is it pretty even mix for you?

now.
It's pretty nice the way I gotit with the equipment I got.
I would I'd like to just getmore commercial, get more bigger
accounts for this um plowingand salting involved versus just
plowing, because solving isnice and the only thing was

(32:13):
getting way more commercial.
Then you got to get moreequipment because you got to get
that stuff all done at x amountof time in the morning.
You know you don't residentialso you can push them off and be
like, yeah, we'll be therewithin 12 to 24 hours after the
storm.
But commercial ones you know alot of them they want to be open
by 7 in the morning or this andthat.

So so you have to really make sure you
have the equipment and thepeople to handle that.

I know.
That's why, especially if itquits snowing at five o'clock in
the morning or it's stillsnowing, you know, then it's
where it gets tough.
I like it when it snows andit's done snowing at seven,
eight o'clock at night, and thenyou just plow snow all night.
Everybody's off the road out ofyour way and everybody's happy
in the morning yeah, sure man,if we could just control that

(33:04):
yeah, then we'd be in business.

And you told me earlier, before I started
this podcast, that the weather,the snow, has not been great
this year there for plowingYou're not getting a lot of it.

No, last year was actually worse than this
year.

Oh really.

For snow.

So how does that work?
I mean, the guys you have, Imean and you don't have to give
me specifics but do they kind ofjust know that, like, the
season is questionable, soyou're not guaranteed hours,
you're just going to get whatyou get and they're cool with
that, or that's got to be kindof a struggle, isn't it?

It's really not that bad, because all the
guys that help me doconstruction so they're always
doing construction unless itsnows.
So then when it snows, theyjust come help me plow snow.

Oh, okay, so that's nice.
So they have another side jobor a full-time job.

Yeah, they just keep their other full-time
job and then they just Because alot of that's one thing that
works.
It actually works pretty goodfor them in the construction
industry, because if it snows alot of times, if we get a lot of
snow, they don't go to workanyway, so then they just come
help me plow snow.
Think about that yeah, so thenin the summer time you just had,

(34:16):
you said you, and I think is ityour sister that's working the
lots and you have just twopeople and that's working pretty
good for now yeah, for the mostpart it's just two people and
that's working pretty good fornow.
Yeah, for the most part it'sjust two people.
I've had it last summer, acouple bigger projects that I
had my brother or somebody helpget it done quick, but for the
most part it's just two people.

So for growth I mean other than branching to
other towns.
Do you have any plans in thenext couple years to start
growing?
I know you said you want to dosome marketing.
Just remember, on yourmarketing, focus on your
clientele.
You're trying to hit right.
So for an example would be ifyou have older clientele you
know, don't go into a collegeand post flyers.
It's not going to work right,unless you're looking for help

(34:59):
or something.
But just try to remember, like,where are these older people?
Are they shopping?
Are they reading magazines?
Are they on TV?
Where are they that you've gotto get the stuff in front of
them, you know.

Yeah.

And maybe that's a lot of referrals.
Maybe you push up a referralprogram where you offer, you
know, a discount or a gift cardor something to your current
clients to help bring moreclients, because word of mouth
is how we've built most of thebarnyard.
Word of mouth is how we'vebuilt most of the barnyard.
Social media has been reallygreat because we have mostly
older probably not quite as oldas yours, but we do.
35 and up is for sure ourclientele.
You know young kids are notbuying sheds and so facebook.

They're cheap ads and we've that's helped us a
bunch lately, so you might trythat out yeah, because I wanted
to do some facebook ads anddollar hangers and maybe some
direct mail flyers.

Yeah, direct mail would be good for older
people.

Yeah, Maybe I should run some ads in the
newspaper.
But I did it one time, whichone time really doesn't prove
much, but I didn't get anythingfrom it.

It costs a lot of money to run a little
three by five ad in a paper yeah, and I mean I would imagine
that clientele is probablyreading the newspaper, but a lot
of people are switching to.
I don't like electronicnewspapers and magazines or
books, I don't.
I think it's crazy to read itlike that.
But you want to definitelytrack your marketing, um, so,
like one thing to do is a callto action.

(36:23):
So like if you can put a couponor the first 50 callers I don't
know something, because thatway they want to like, put an
urgency to it instead of justlike oh, that's nice and keep
going.
I mean door hangers for us inthe window business people would
hold on to them for a year ortwo years and then call us.
Surprisingly.
They'd stuff it in their drawer.
But just keep that in mind.
Like if you can have a call toaction on it and maybe you can't

(36:45):
do a coupon or I don't know ifyou could figure something out
to kind of get them to like ohyeah, there's some urgency, the
coupon expires on this date or Idon't know.

You know, get creative with that I know that's
things that I'm trying to workon and figure out like or do,
like a discount on the firstservice, or whatever yeah, you
don't want to keep it becausethe way you find them is the way
you're gonna have to keep them.

And so, like we one time did a I don't know
if you have them there, but itwas called the coupon saver or
something and it was like Idon't know the long story short,
it was really a you had to puta big old discount in there and
what we found is the clients whouse that were more.
When I say low end, I just meanthey didn't have much of a
budget and we get them throughthat.
And then when it was time tolike this is a one-time price,

(37:30):
the next time they wouldn't comeback because they were like we
just can't afford it.
And so we wanted more long-termclients, right, like repeats.
So that was not the best.
We finally stopped doing itbecause it was just not working
for what we were spending.
So make sure you track thatstuff like as much as you can

(37:51):
always ask how did you hearabout us?
And if that's why, if you canget a coupon or a discount or
something that they have to turnin that way, you're like oh
yeah, they got a door hanger,because we find even on social
media.
We've had some reach directlyout to us through social media,
like through messenger, butsometimes we're like, how did
you hear about us?
And a lot of them say google.
Well, if you really could diginto it, they saw us somewhere
right on facebook.
But they then went and searchedus on google to call us and then

(38:14):
they usually just use the lastthing they did to tell you yeah,
so it gets a little bit tough,but that, if you can track that,
and then if you know likefacebook brought me suzy, and
suzy spent a thousand bucks withme last year and I paid you
know, I don't know a hundreddollars for the ad.
What is that?
Like a hundred or ten timesreturn or a hundred.
I can't do math, but you canfigure out what your return on

(38:35):
investment is and you can see,like that was a.
That was a crap show.
Um, we can't do that again.
We're not gonna like billboardsfor us.
I spent 50 grand in billboards.
We never heard anyone say theysaw like it was terrible yeah,
so anyway, I know there'sbillboards.

I've never done billboards, but I've always
heard that they're veryexpensive.

Oh terrible and I mean obviously it was some
branding, but it was not.
The return on investment wasnot there for us.
So yeah.
Okay, anyway, sorry I got off ona tangent there.
Um, okay, so growth, so I thinkthere's definitely potential.
Um, do you ever struggle withfear of growth?
Cause I talked to a lot ofbusiness clients that I deal.

(39:18):
You know coaching and they'reso like they got the business
going and you know money's alittle tight and like that to
grow it.
It's a machine, it takes somemoney right, and they're just so
scared to try to grow.
Do you have experienced that,or it doesn't scare you?

I mean to an extent, like I want to grow, but
I don't want to grow too fast.
Yeah, the reason for that isbecause growth sucks cash big
time.
Yes, it does, and I don't wantto bury myself in a big hole,
especially with the way thewinners have been lately.
You know, and what I mean bythat is I don't want to get a

(39:55):
whole bunch of debt to try togrow.

Yeah, because cash flow will kill you.

Yeah, and so yeah.

So you just I think that's a smart plan, um,
especially if you don't have aton of savings to pour into the
business is to do it slower andget that foundation built really
strong.
I think, um and it'sinteresting, on that I'm going
to throw something in quick butthe cash flow in my window
business for four years wedoubled and doubled and went
from like 80,000 to 160,000 tolike 320.

(40:28):
I mean, like we just hit thesehuge numbers fast and we
couldn't hire fast enough andthen we were getting bad hires
and then my business partnershipwent awry because we were just
on different pages and wecouldn't agree anymore and and
the foundation was really broken.
And I that's always my advice,you know, unless you have a ton
of money Like, just take it slow, do it right, and then you'll

(40:48):
be there in 20 years instead ofbeing gone in five, you know.

Yeah, exactly Because I don't know, because
you got to get the rightfoundation in place first,
otherwise it'll just collapse.

Yeah.

That's what I've been told.
I haven't really experienced itthat much, but I can attest to
it myself.

I mean barnyard.
We've done that, you know,really smooth and even if your
business is good, if yourfoundation I'm working with a
company, I won't say their name,but I coached them and for the
last year they have they theyopened their business brand new.
I mean they had an article inthe newspaper exploded their
business, crazy numbers.
And they can't.
It's chaotic because they don'thave systems, they don't have

(41:30):
procedures, they didn't haveenough hires.
And you know they're doingtheir very, very best but man,
they're struggling because it'stough to kind of go backwards
when you're that large alreadyto put all this stuff in place,
because they're so busy theydon't have time to sit down and
figure out the system and theprocedures and get the right
hires and it's wild to watch.
So I commend you for doing it.

The right way Ruben yeah, because that's like
my focus this summer.
I'd like to to get more andthen hire the guy that wants to
come work for me and then try tofocus on getting systems and
stuff in place.
So then, like next summer thenmaybe grow more than this summer
and then we can maybe hire acouple of people.

(42:10):
I already have two people thatknow exactly everything that's
supposed to be going on and andthen they can help out with.
Like if you get new people andI can't be out in the chop, you
know they can.
They can hopefully train them,and Because I don't want five
new people coming in and trainthem all because I can't be at

(42:34):
every place at once- yeah, goahead, oh because especially in
my industry.
You know a lot of.
You know, if you have more thana two-man crew, you're not
efficient at all, especially notdoing lawn mowing and stuff.
So it's not like you can takefive people out and mow and

(42:55):
actually you know you got tosplit them up.

So yeah, and it's really important, you know,
obviously to have your trainingmaterials because, like you
said and I don't know how muchthat works in your business but
we had at one point which I wasreally proud of, that, because
the first couple of years of thewindow business, me and Eric we
dug in and we did, you know,coaching classes and, like I,
was putting procedures and Ispent two years working on it,

(43:19):
we did training videos and wewere honed in.
It's just the problem becamewith you know, partnerships are
tough and we just we haddifferent visions and it was not
working.
And, um, but yes, in the hiringside, like you said, you got to
look at efficiency, you got tolook at the money on that,
because I'm dealing with anotherclient that they do mobile
detailing and they're findingthat having two guys on the job,

(43:41):
one's just standing aroundright while the other one's
spraying the car off or whatever, and then there might be a
moment where they both can drive, but it it's just not efficient
.
It's sucking money out of thecompany.
That's not necessary.
Do you have to have?
for safety two people, or canit's.
One is fine, right, because?

One is fine as far.
Yeah, yeah, as far as I know,you can have just just one
person out there mowing andtrimming away.

So you had mentioned, like I assume, your
dream is to someday be more of abusiness owner and not have to
work in the business.
You can work more on growth andmoney and all that stuff.
Is that kind of your dream?
For the business To not sit?

on a mower all day.
Yeah, and that's why I thinkit's so important to try to get
systems in place while you'resmall.

Yeah.

So then once you want to actually have
somebody go sell the lawn, soyou know, so they can just
follow a system to do it.
They're not trying to pullnumbers out of the sky.
Well, I don't know how he goesabout fitting this or that.

Yeah, yeah.
I noticed that that's part ofwhat I had to get out of my old
business partner, because he haddone it his whole life and then
everything was jammed in hishead but nothing was on paper,
and so when we'd have questions,everything had to go through
him, because I was like I don't,we don't have a price sheet, I
don't know how that works, wecan't teach him this, or and he
used to have a big fear of like,if I put it on paper, one of my

(45:07):
employees might steal it and godo their own thing.
But I'm always like I, I have agod that I serve.
I'm not going to worry aboutthat.
You know, they're going tofigure it out somehow.
They see that we're chargingthis much for this many windows.
They'll figure out the system,and to me that's.
I don't want to live in fear,you know yeah, exactly, and I
don't know.

I always look at it too.
If they want to go do that,that's their problem.
Yeah, and I don't know.

I always look at it too.
If they want to go, do that,that's their problem.
Yeah, and I don't.
You know, not everybody's abeliever, but I'm like God's not
going to bless that, so he'llbless me for doing it the right
way.
You know, and if I take care ofmy stuff, there's plenty of
work for everybody.

Exactly.
So then we won't stay too longon this topic but can you tell
me your dream for your businessLike what are you hoping in five

(46:02):
years from now?
What do you see?
Do you have 10 trucks in everycity within a 50?

mile radius.
What do you think?
I guess I'm not a hundredpercent clear on that vision yet
.
Sure, do you have anything youcan share?
I mean, it's always changing.
My vision changes all the time,like one year to the next.
I'm like, okay, maybe I don'twant that, now I want something
different.

Yeah Well, I'm hoping by in five years that I
will be basically just workingon the business, not in the
business.

Okay.

Yeah.

And you don't have the dream of like
franchising or anything thatcrazy right um, that is the
thing.

Yeah, I like to franchise my businesses.
Oh, that's cool.
Okay, get more, more locationsstarted.
Um, because, especially, likeyou know, here you have to
rochester something.
You just start another locationup there and you get all people
up there to work at it.
Well, now you eliminate thatwhole drive time.

Yeah, absolutely, and you just
duplicate your money like crazy.

Yeah, that, and yeah, I got to look into how
franchising all works yet, butI don't know how that all works.
Yeah.

I've obviously never done it but I
did work, did work in conquerthis coaching program.
I was in um for servicebusinesses.
They the guy that ran that.
He franchised his uh flooringfloor coating company um, I
think it was called wisecoatings anyway.
He always talked about even asyou're growing your business
because, like john and I areworking to do some of that with
barnyard, but me and er Ericwere really wanting to do some

(47:31):
more locations before we evengot to the franchise model, like
Glenwood Springs, you know thatkind of stuff.
And the guy always said makesure you're like you said that
foundation, make sure you've goteverything perfected in the one
location you have, because whenyou duplicate it it's another
set of problems.
You're probably not going to bethere every day.
Someone's going to have tofully run that and if you can't

(47:52):
get it perfected in one locationyou're going to have massive
problems going to more locationswhere you're not at it every
day yeah, exactly, I've heardthat too from the guy I listen
to a lot yeah but you gottaestablish one successful
location first, and then you canstart thinking about yeah
branching out in other locationsyeah, and so you know it was a
yeah, branching out in otherlocations yeah, and so you know
it was a dream of ours.

(48:12):
It fell apart before we gotthere, but yeah, so that's
exciting.
I'm excited to hear that you'vegot some big growth potential
there, and I believe god willget in there and bless your
business, ruben, because you doit the right way.
Um, a couple more questionshere, and then I won't keep you
too long.
I know it's already been 48minutes, but what is the reason?

(48:33):
Like the fun part of what youdo?
Tell me the fun thing, like thething that you most love about
your own business besides beingyour own boss?
And then what's the one thingthat's like I could do without
that?

um, the one thing I really enjoy in the
business is selling the projectsand dealing with the homeowners
.

So the sales side.

Yeah, I like doing the work too.
Like sometimes I've already hadit like, especially in a
snowstorm and something.
It's like you're out thereplowing.
It's like I like just plowingsnow too, like man, if I could
just have somebody answer thisdamn phone, because it just
keeps, especially especially ifit's quit snowing at five in the

(49:19):
morning and it's the firstsnowstorm of the year.
Everybody's calling when areyou gonna be here?
When are you gonna be here?
I'm like we'll be there when weget there.
Yeah, it's like sometimes youjust get frustrated like um, so
that's sometimes like that stagewas like yeah, I'd like to just

(49:42):
plow and not have to worryabout any of that stuff.

But so maybe, um, it might be a couple hires
down the road, but maybe gettingsome kind of office gal or a
phone center or something to doyour phones, because I mean, I
know that's something at Conquer, they really push because a lot
of business owners they keepthe phones for as long as they
can.
But it's like when you'retrying to do jobs, and
especially in the windowbusiness, you're on a ladder or
like John, if he's outdelivering, trying to answer.

(50:06):
You can't always do that.
You're missing calls, you'remissing jobs, you're missing bid
opportunities because somepeople are okay if you call them
back but some people move on tothe next place.

You know I know because the first guy that
answers the phone and gets tobid out the quickest normally
gets the job exactly, yeah, soespecially in the, especially if
you're dealing with residentialpeople yeah, I, I could believe
it.

I don't know how it is there here at the
barnyard for sure, but even inthe window business when I had
it, people would be like, oh mygosh, you answered your phone.
Like they would tell me nobodycalls them back, nobody answers
their phone, and so we got itbecause they're just so
impressed by answering the phone.

Yeah, I've had that.
I've done some work up inRochester, mostly landscaping
and this person's like oh well,you actually answered the phone
and you actually gave me a price.
I've called probably fivedifferent people.
They're like you know, three ofthem didn't even answer and two
of them were going to give thema price but they never even
came out to look at anything.

Or I've had people personally I'm bidding
something for, like I had acleaner one time coming to clean
the office and they showed up,did the walkthrough and then
never sent me the bid.
I kept contacting them and Ijust couldn't get a hold of them
.
I'm like that's crazy.
Why would you run your businesslike that?

I know.
I mean I've caught myself inthat scenario, like when you're
really busy in the summer, it'seasy to let that stuff slide
through, like somebody calls youor something, and I don't want
to do that.
But it can happen Sure,especially if they just sent you

(51:44):
a text and you got 10 otherpeople texting you.

Yeah, it's a lot.
I don't know how you do it,especially when you're in the
field all the time.

Yeah, well, one thing I started doing is, if
I have somebody because a lotof times if I'm out in the field
, I'll have them text me theiryou know all their information,
Uh-huh, and then I will not openthat text message until I'm
ready to do something with it.

Yeah, that's really smart, because then it
stays there.
That's what I do, because if Iopen it, I'll forget about it.

Yeah, because then it always stays.
I know you open it and you'llforget about it and lose it.
Yeah, it's like okay now who isthis person that texted me?
I don't know.
You start looking through andyou don't even know, because you
got 10 other people that yeahyeah, I have to ask you this
question.

It's going to come way out of the blue here,
but my, my buddy, dan, said Ihave to ask this question.
Um, he, he told me that to askyou about Barney Fife because he
said something he saidsomething about.
I don't even know what yearthis was, but used to always,
wherever you were, you had to behome at a certain time to watch

(52:53):
barney fife is that accurate?

um, it is accurate.
Well, especially when I wasworking, uh, living with my
brother, I could always get iton his tv.
So I always had that set likeat seven, seven o'clock, I gotta
be home watching barney fife.

Oh, that was funny yeah, because it's funny,
because we long story short meand dan I don't even know.
He brought it up to me aboutbarney fife and I was like you
are old enough to know who thatis.
And he's like, yeah, we used towatch it and then he told me
that I think it's andy was theother guy right, like supposedly
in the beginning andy wassupposed to be the funny one,
and Barney Fife was just waybetter at it, so they made him
the serious one and Barney Fifewas the funny one gosh, I guess

(53:39):
I didn't know that part of it,but yeah, and then today he said
you have to ask him thisquestion.
So I was like bring it up andsee what he says, and I said
okay.

So, dan, that was for you yeah, at least we
know he'll listen to the podcast, because he'll be listening for
it yeah, that's why I stuck inthe middle, so he has to stick
it out for the most of thepodcast okay, I have just a
couple questions left.

Um, oh, I want to ask you really fast.
We had talked prior about thatrobot mower thing.
What can you just tell me andwhat did you kind of find out?
Is it not worth it, becausenobody else?

probably knows what we're talking about.
I've been looking into thatmore.
I totally kind of think in thenext five to ten years,
everything is going to be morerobotic and battery-operated
mowers, and I still think they'dbe very cool and that's one
thing I'd like to do is get likea whole.
If I could get a whole block orsomething of people that I mow

(54:41):
for, I think it would be worthgetting a couple of robotic
mowers and just turn them loose.

Which because , without going too down the
road, but you have to setboundaries electronically, you
have to put some kind of stakesin so it knows where to go.
How does that work?

I believe you just program them all on like,
like on Google Maps or likesomething like that, where you
just pin everything out, okay,and then, yeah, you don't have
to put stakes out or wires oranything, you just control them

(55:23):
that way.

And then do you just have one guy that you
would hire to go start it andthen pick it up, or how does
that work?

Because then I would have one guy that goes
out with that mower and mows thelawns with it and what he does
that is, while the mower'smowing all the lawns, he does
all the trimming and the etchingand blowing off sidewalks and
sideways etc.

Does it doesn't bag it right, it would
just shoot it out, the chutekind of this grass.

Yeah.

I just keep thinking.
I saw this video the other day.
You know how they have those.
I don't know maybe you've neverseen it, but like Sam's or
whatever.
I've seen these big robots thatlike sweep and clean the floor
or whatever, and this guy had avideo.
Somehow that thing had escapedout the door and it's like just
cruising through the parking lotjust wildly going, and I

(56:17):
picture your robot mower justgoing wild and getting lost
somewhere.

Yeah, and it caught, Like I'm not going to
say it wasn't.
But that's funny, It'll beinteresting because those things
are pretty expensive.
Right, they are expensive.
I mean, if you look at theother side, if they were
actually work and were efficient, you would really be replacing
employees.
So therefore, you probably save50 to 60,000 a year, you know,

(56:42):
which is anywhere between 40 and60.

Do you think maintenance would be a lot on
those?
I don't know if they would holdup well.

See, that's the thing I don't know.
And if hold up, well, see,that's the thing I don't know.
And if they break down, it'sprobably something I couldn't
fix.

Yeah, especially if it's like
electronic issue or somethingyeah, I'd be curious as far as
is the parts expensive?
Are they hard to get?
Does it, you know?
Do they have good stock to getthem?
And then you'd have to almosthave a mower with you to like,
oh it broke down, now I've gotto manually do it, right yeah,
like I don't know, I'd like tolet them just test them out for

(57:17):
a couple years.
Yeah yeah, I think that's reallysmart to kind of let them
figure all the kinks out andwhat's working, what's not,
because even those eye robots orwhatever they've improved.
But man, I've had those things.
I don't have one anymorebecause it annoyed me.
It would always jam into my.
I used to have more of Amishfurniture, but it would jam into
the legs and ding them up allthe time, and then when I had

(57:38):
stairs it would fall on thestairs all the time.
It was so stupid so I finallygave up on it.

But yeah, because they do have.
Well, they got gas mowers toothat are robot-y, oh really.
So they're just like a normallawnmower.
You just you actually can drivethem.
So what you do there is youjust you mow around the
perimeter and then you just hitauto and it knows the line, what

(58:04):
you mowed on the outside, andthen it'll mow everything in
between.
I think that would be a prettygood way to go.
But then again, like last yeardown in Kentucky, we were
looking at one just askingquestions and stuff.
They want $75,000 for one ofthose mowers.

It would take a while to pay for that.

Yeah, I'm not ready for that.
I mean, if you look at theother picture, if it were to
replace an employee, it would bea little easier to justify to
it.
But yeah, they're expensive.
Everything's getting reallyexpensive these days.

Yeah, that's true.
Okay, so to slowly wrap this uphere, so will you tell me, for
anyone listening that's in yourarea what sets your company
apart from?
I mean, I know there's not thatmany in your area, but what
makes your company different,ruben, why are you so great?

Part of the customer service part responding
to the customers and actuallydoing what we say we're going to
do and doing what we're goingto do.
I think that is one thing thatwould set us apart.

So your value is there because you take care
of your customer.

Yeah, and our mission is to treat our
customers the way we want to betreated, so we got to take care
of them that way too yeah, andthat's hard to find.

I mean, a lot of businesses are out there
just wanting the money and thepaycheck, so I admire that about
you, um, and then we alreadywent over your service area.
If, if someone's listening orlike, I want to use this, I want
to support this company, youknow how do they get a hold of
you?

um they can reach reach me at 507-513-3196
or they can go on the website umat redemptivelawcare.
com and fill out the workrequest form and we'll get back
to them okay, excellent, well,excellent, well, ruben, I want
to thank you for coming ontaking your time.

Tammy Hershberger (01:00:12):
I know you're busy.
We appreciate you.
I highly recommend RedemptiveLawn Care.
What I've known of them and myhusband knows them better than I
do, but he's a good guy, hiscompany is a good company and I
highly suggest supporting him.
Ruben, thank you so much foryour time.
I really do appreciate it.

(01:00:36):
I hope you enjoyed, you know, myconversation today.
Yeah, it was my pleasure, itwas fun.
Okay, well, for everyonelistening, I want to thank you
for taking the time to listen tomy podcast.
Um, remember to like, share,subscribe, you know, send it to
your friends.
Uh, if you ever have an episodeidea or anything that you kind
of want to discuss or you wantto be a guest on my podcast, you
can go tolightupyourbusinessllc at
gmailcom and send me an email.
You can also click on thepodcast.

(01:00:56):
On Apple, there's a send me amessage button that you can
click on and we just thank youall.
We'll see you on the next one.
And remember, in the world ofbusiness, every success story
begins with a passionate dreamand ends with a strategic
billion-dollar handshake.
Stay ambitious, stay innovativeand keep making those deals

(01:01:17):
that reshape tomorrow.
Thank you all for tuning in anduntil next time, remember.
Proverbs 3.3 says Let love andfaithfulness never leave you.
Bind them around your neck,write them on the tablet of your
heart, that way you will winfavor and a.
Write them on the tablet ofyour heart, that way you will
win favor and a good name in thesight of God and man.

(01:01:37):
And remember if you like whatyou heard today, click the
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