March 4, 2025 • 27 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Ed Mathews (00:00):
Greetings and salutations Real Estate
Undergrounders.
It is Ed Mathews with the RealEstate Underground.
Today is yet anotherinteresting show.
I hope you get a lot out of it.
With me is Chris Long fromLongy ards.
We're going to be talkingstorage today, but we're also
there's a little bit of awrinkle in his business model,
so we're also going to betalking about a little bit of
franchising and a whole lot oflicensing as well.
(00:22):
Welcome to the show, Chris.
Thank you for joining us today.
Chris Long (00:25):
Thanks, Ed, it's good to be here.
Ed Mathews (00:26):
Yeah, great.
So for the folks out there thathaven't come across you in
social media world, why don'tyou tell us a little bit about
yourself?
Chris Long (00:34):
Yeah, cool.
Chris Long, founder ofLongyards Storage, started off
as a blue-collar carpenterconstruction Canadian.
I saw people get the accentright away, hopefully becoming a
51st state.
Ed Mathews (00:43):
Love that word, good boy, good luck with that.
Chris Long (00:45):
But yeah, so I got into trades young, started
building just a builder bynature, just love building, love
changing landscapes.
I found a niche in themarketplace that wasn't being
fulfilled properly.
It was storage yards smallerstorage yards.
I had the need for myself.
They exist.
I was like you know what?
I'm a simple guy.
I think if I eat this, otherpeople need it.
Sure enough, I built thatbusiness and now we're expanding
(01:06):
internationally.
We have over 15 partners and Iintegrated to the States and
we're just all in so longer intothe nutshell, a little bit
about me.
Ed Mathews (01:14):
All right, fantastic .
So there's lots of impact there.
Yeah, I'm going to skip rightover the 51st state thing
because I think we can talk along time about politics, but
I'd rather not.
So I wish you luck with thatprocess.
And so with regard to theunique business model, so why
don't you step us through likewe were talking about before I
(01:37):
hit record?
We were talking aboutfranchising, and obviously
you've done a little bit of that, but it's mostly a licensing
play, right?
Chris Long (01:44):
So let me just go over Longyards right?
What are storage?
Yeah, great, most people getself-storage right.
You go to a facility, you rollup your doors, you put your
stuff in right, lock it up, pullit.
Our concept is the same, exceptit's yards for contractors.
So you go to your facility andyou got a row down the middle or
, however, and on both sides,got multiple yards and every
(02:06):
yard enclosed with gates and yougot cameras, power and in the
yards we provide long officesand long boxes, which are
containers and offices on demandwhen you need them, with
everything you need .
That's Longyards .
We're doing contractor storageyards with great partners.
How we do that is either wewere franchising, but we're
recently to a more licensingmodel and, yeah, we're just
(02:28):
looking for great partners toexpand.
It's funny we got approved bySBA.
So if you look at the SBAdirectory, you put Longyards
right underneath LonghornSteakhouse.
But as a Canadian I can'tactually get SBA because I don't
have a green card.
So what we've decided to do ispartner up with a bunch of great
partners who are American touse SBA.
So we just do a partnership onthe property, we help find the
(02:50):
deal and roll it out.
So a lot to unpack.
That's what we're doing andthat's what Laney UT
Ed Mathews (02:55):
Okay that's why licensing versus
franchising right.
?
Chris Long (02:59):
Yeah, exactly, there's a few things to unpack
pros and cons on each side butfor the most part we're finding
it easier with licensing andthat's the direction we're
heading in.
Ed Mathews (03:08):
It's a fascinating niche because I know there's a
guy I follow on Twitter or X,whatever you call it now Chris
Ramsey, who does somethingsimilar to this, Although a lot
of his stuff looks more like mancaves than it does contractor
garages.
Obviously, you're providingoffice space, you're providing
storage space and, frankly, it'ssomething that, when I had my
(03:29):
home remodeling business, thisis exactly what I did.
Right Is I'd rent a storageunit and that's where I keep my
inventory and whatever tools Ididn't have in my truck and away
.
We went right.
Chris Long (03:43):
And just for context , we're not doing full
development.
We are launching sites withinthree months.
Ed Mathews (03:49):
Okay, so walk me through that, walk me through
that.
Chris Long (03:51):
So it's new, it's quick, it's simple.
You find a five acre piece ofproperty, you wait to make sure
it matches the long year'sfeasibility and then we do our
model, and we do it with nopermits, because our model
doesn't require permits.
We're not a full stackdevelopment company, but we are
a massive value-added company,so we don't.
When you think of storage oroffices, these are portable mini
storage units that move around,just like the containers, right
(04:13):
, and our yards are meant tomove around as well.
So if you need to be renting a50 yard but you want to take the
yard beside you, the panelsbetween the yards move around.
So now you double the size ofyour yard based on your business
demand.
So we're not doing contractorgarages, Not right now.
There is a future with ouradaptable model, but for now
it's nimble, it's quick, simple,it's fast, and I'll tell you
(04:34):
what.
For the returns, your cashflow,it's amazing.
You think about how fast youbuild out, how fast you cashflow
the supply and demand void thatwe're filling yeah, it's up
with us.
Ed Mathews (04:47):
So commercial lots, and so you're looking for a
minimum five acres.
Talk me through your buy box.
What are you looking for?
Chris Long (04:52):
The buy box you can actually go smaller.
It goes down to a net usablesquare footage of land.
So you know you can have a 10acre property but only five
acres because you've got nine ofwetlands right.
It really depends, and then youhave a minimum set of expenses.
So the buy box is reallyparticular to the area and
that's why we've built ourinternal IP, which is our
feasibility tool.
(05:13):
We can now analyze real estate.
Within 30 seconds you put inthe size, the acreage, our tool
will spit out what's called agross rent multiplier.
You know, I'm hopefully notgoing over anyone's head, but
it's basically is it deal goodor bad?
But the buy box is you want tobe like a minimum of usable acre
, but you could go up to 10, 15acres depending on the demand
around.
It really is adaptable to themarket.
(05:35):
So for that reason it's the buybox is expanded, but it's still
.
We really have to be hyperfocused on great markets, great
properties.
That's easy to build too.
Ed Mathews (05:45):
And so when you talk about paneling, I think of a
storage yard as chain linkfences everywhere.
But that's not what we'retalking about here, right?
Chris Long (05:50):
it's a hybrid.
We use a hybrid fencing system.
So it's paneling like chainlink, except it moves around
right.
Okay, you have like at my 10acre facility in Canada.
It's quite literally a longyard.
I know Chris Long has a fewspins on it long yards but it is
200 feet by 2000 feet.
You got a road in the middle,you got yards on both sides.
So the concept, what you'rethinking, is the same.
You got 67 yards in a yard.
(06:12):
So if anyone listening theystill don't get it, I'm hoping
to try to.
I try to provide as muchclarity as I can because I think
it's simple.
But some people got to graspthe concept.
But it's just like youdescribed.
It's a bunch of fencing panelsbut it's concreted in.
It's not like a chimpsytemporary fence set up.
No, these are in concrete, butwe just have a unique system of
how we do it.
Ed Mathews (06:33):
Okay, and so let's say I'm a home improvement
contractor and I don't have anoffice, but I need a place to do
business and I need a place tostore my stuff, my inventory and
whatnot.
So walk me through how thatrelationship starts and what it
looks like.
Chris Long (06:52):
Well, here's the crazy thing A lot of people
don't even know we exist.
So some listeners are like, ohmy God, that exists.
That's the scene for someonetrying to get a yard.
Because the solution, there'sno problem to the solution.
That's why our mission is tocreate affordable yards two to
20,000 square feet in themarketplace, right?
So first of all, we have to letyou know we exist.
That's an education process forthe marketplace.
(07:13):
Once you find out, then it'seasy.
You reach out to us.
There's a sales process behindit, because no one just rents
the yard because they don't like.
Oh, that's cool, but how does itwork?
Where is it?
How do I get there?
Back on my trailer, all theselittle nuances, but we have the
software and the processes toliterally take someone that
needs it right to an automatedcenter your credit card, your
(07:34):
docu sign right to your phonegate code, right into your yard
with a combo code with everystep that you need, through a
technology platform.
That's how it starts.
You're not many people aresearching for it because they
don't know the solution existsand it's once you're in what's
people are seeing iOS industrialoutside storage.
Yeah, it's hard to get one tothree acres and if you're
getting one to three acres, theywant one, three, five year
(07:56):
triple net leases with nosecurity in a piece of dirt.
That's what's on the market.
The gap that's the long yardssolution provides the gap in the
market.
That doesn't exist.
It's the smaller yards that'sfully secure.
That's what we're aiming tosolve and we're doing that with
parks.
Ed Mathews (08:12):
Okay, and so the technology, the process, the
systems that you have in place,that's what you get with the
licensing deal, yeah, and we putour money in the deal.
Chris Long (08:20):
So we're not just we do the construction, we provide
our lenders, which SBA?
So there's no guessing.
It's not like how do I find,how do I underwrite it With us?
We teach you, we give you thetools, we give you the know-how,
we give you the areas of search, we give you the lenders, our
roadmap checklist.
We do the build out for you.
We help with everything from Ato Z.
So it's not just a franchisewhere here's the book, go cook.
(08:45):
No, we're cooking with you, andthat's the cool thing.
So it's more like a hybridmodel.
Ed Mathews (08:50):
Okay, and that's why you refer to him as partners as
opposed to licensees orfranchises.
Yeah, because they them.
Yeah, without talking aboutspecific numbers, because we
can't do that, really, but I'mnot a franchise, so, like we, uh
, yeah, fair point, fair point.
So walk me through the processin terms of okay, because I'm
(09:11):
intrigued, right, so treat melike a potential partner, right,
Ed Mathews, nice to meet you,Chris.
Uh, I would.
I I've got my eye on severalparcels, and so I'd like to
understand what the criterialooks like here in central
Connecticut, because there's awhole bunch of contractors here
who have this exact problem.
(09:32):
So how do I get started?
Chris Long (09:34):
It's really simple.
So, first of all, there's anintake questionnaire.
Got to be qualified, right, gotto be liquid.
You got to qualify for SB andyou got to be willing to sign
that.
Number one are you qualified?
Are you willing to move forwardwhen the deals move forward?
That's number one.
That's who I am.
You're also who you are Okay,so you're good to go.
You're in a good market.
Also, you got to be a goodcandidate in a good market.
(09:56):
In a good market.
You need those two criteria andI mean we get along.
That's important as well.
Yeah, then we do.
We're about to get married,right?
Yeah, it goes from dating tomarriage.
But we start dating and thedating process starts off with
five grand.
It's not a $50,000 franchisefee, it's called the go long or
go home $5,000.
You secure your territory we'restill doing territories for up
(10:22):
to a year and then we show youhow to find a location and we
work with you to find a location.
We give you our tools to helpyou understand commercial real
estate.
We give you our underwritingtools and this is the best thing
If you don't like what we haveto offer, in 14 days we give you
your five grand back, noquestions asked.
Here you go.
So that's how we're doing itand, yeah, that's how we're
getting people across the finishline.
That's how we go from dating tomarriage.
Ed Mathews (10:41):
Okay, good.
So you said good candidate, sotalk me through what a good
candidate looks like.
Chris Long (10:48):
Someone with either real estate experience some
level of real estate experience,ideally some business
experience.
You've gone through a few hoops, you've taken a few bruises,
blue collar but you got to havea good net worth, good income
and qualify for the SBA, goodcredit score and liquidity.
So if you check those boxes,we're going to help you.
We don't expect it to beperfect.
(11:08):
You don't have to be a perfectcandidate, but you do need to
have a drive, meet some of thosecheck boxes.
And because we're pioneers I'ma pioneer in the space I got my
first location.
I, in the space I got my firstlocation I had to literally
knock on doors, do everything Idid to lease it up, get it going
.
So you don't have to be aperfect candidate, but you got
to qualify for SBA.
And then we put our money inthe deal with you and we're
(11:29):
going to be selective with thatdeal to make sure that it's a
hundred percent confident formoving forward.
Ed Mathews (11:33):
Yeah, you're putting your own money in, so of course
you are yeah.
Chris Long (11:35):
And, to be fair, we do the construction.
We're vertically integrated.
I was a general contractor for10 years.
I'm a licensed carpenter, sothat's how we make our money
right and we get bids andbecause we do the work, we put
our sweat equity back into thedeal.
That's how much we believe init.
Ed Mathews (11:50):
Okay, and what's a typical build out look like?
Chris Long (11:53):
Anywhere from a buck 30 to $2 a square foot and it
really depends on what we calltier of land.
In our feasibility tool we havedifferent tiers.
To keep it simple.
Tier one is like ready to goyou can park right away.
Tier four is like a forest thatyou need to go through
development.
So our long yards build out isabove what we call tier one
ready to go but your site workand your site plan approval
depending on your area and yourland options that can range from
(12:18):
another $2 to $4 a square foot.
It really depends.
And then you have your carryingcosts to get there.
So we're focusing on tier onewith great partners and we
haven't really focused in on whowe want to work with and what
kind of deal we want.
Ed Mathews (12:30):
Okay, and so when we look at tier one, so the
property is relatively flat,cleared utilities.
Chris Long (12:39):
We just need electricity.
Ed Mathews (12:40):
Okay, all right need electricity.
Chris Long (12:42):
Okay, all right, yeah, oddly shaped.
Give me the most weirdestshaped property with electricity
and we will make it happen,okay.
Ed Mathews (12:48):
All right, interesting you and I are going
to talk offline because I've gotan idea and I literally had a
conversation about this with agood friend of mine yesterday.
Yeah, because he was thinkingabout building this, something
similar, and didn't want to layout the million bucks to do it.
And I said, okay.
So I, we were talking aboutdifferent things like solar and
all that other stuff.
But okay, and so when you are,when you press the go button,
(13:13):
right, good candidate, theyqualify, they go through the SBA
process, money shows up orwhatever that number is.
Figure $2 a square, sorry,square foot the the build-out
takes roughly.
Give me a range, becauseobviously every project's
different.
Chris Long (13:31):
If it's a tier one, that means we're just doing the
long yards build-out, which isall around electrical or
conduits or fencing.
We are aimed to launch in threemonths by the time we close, by
the time we're at our grandopening, it's our fencing.
We are aimed to launch in threemonths by the time we close.
By the time we're at our grandopening, it's three months now
if it's obviously site planapproval with civil engineering
and site work development.
That's where it becomes a tierfour.
You rely on different tradesbut Longyards is made to move
(13:54):
quick and we don't.
Here's a unique thing I didn'teven mention yet.
We don't even have to buy thedirt.
We can lease the dirt becausewe could do land, we could do
land arbitrage and SBA will comein and we could do a profit
share with a landowner.
There's just different ways todo that.
So there's people with 30 or 60grand in the account and you
have good credit score.
You could still qualify andstart off with smaller parcels.
(14:16):
You don't have to go and risk amillion dollars on a piece of
dirt.
You can do three small leases,get a nice cashflow bankroll and
then if you want to buy more,let's do it.
But that's cool.
You don't have to start bigright, you adapt for the
businesses but it's alsoadaptable for the real estate
Ed Mathews (14:37):
Interesting.
I'm absolutely fascinated bythis model, and so when you all
right, so build out is roughly90 days.
What's the marketing launchlook like?
Chris Long (14:45):
35 grand.
We do soft marketing and hardmarketing and this depends on
the timeline of the construction.
And that's 35 grand.
That's built into the SBA.
So everything, your wholeproject, with 10% down.
Ed Mathews (14:56):
Okay, and soft and hard launch.
Talk me through what that lookslike.
What does a soft launch looklike?
What does a hard launch looklike?
Chris Long (15:03):
So soft launch is like educating the marketplace.
Okay, you put a little salt andpepper on the people that I'm
in and then, once you startgetting to a certain phase of
construction, you start buildinga certain amount of excitement.
That's when we go with hardmarketing.
In hard marketing we have ourblueprint.
It's a six-step process processand that's when we really hit
the market with.
(15:23):
Different types of campaignsare based on, or actually our
clientele, some kind of from nowon different markets, right,
new coming markets.
You have more logisticcompanies in, more seasoned,
established persons of the land.
You have different type ofclientele and you could easily
spend and burn a lot of moneygoing out for the wrong clients,
the wrong market.
If you're doing it right, we'regetting that dialed in, always
improving as well yeah, sochannels probably not
pay-per-click right.
Ed Mathews (15:44):
It's probably more like direct mail and more
conventional channels.
Chris Long (15:49):
So there's different .
There's definitely differentchannels.
Digital media yeah, it dependson the market and where you're
at.
Ed Mathews (15:53):
Okay, all right, yeah, I'm a recovering marketing
geek so I'm curious wow,interesting.
Okay, and you said 17 partners,so I assume that 17 locations,
roughly, or 17 stories
Chris Long (16:06):
yeah, we got something.
We got different partner locatedbetween LOI's and fully open.
So of course we're still newand I'm transparent with that.
It's a newer concept we'rebuilding out and, honestly, it's
more important to have partnersand build long-term
relationships.
Ed Mathews (16:20):
Yeah, that's where we're at right now.
Okay, and how many of those?
So I'm here in Connecticut,right, and you've been operating
for a period of time in Canadaand welcome to the States, and
if you're ever in the Northeast,let me know and I'll buy you a
beer or a cup of coffee orwhatever.
But the I'm curious about howmany locations, ranging from LOI
(16:41):
to up and running, you havehere in the States.
Okay, wow, so you've got some.
Chris Long (16:47):
Really good traction , yeah, and it's funny because
we implemented traction with EOS, so we got our rocks and we're
chipping away and see, and withthe unique selling proposition,
people are like, wow, for fivegrand, and if I get it back,
then that unique
It's easy, right?
Yeah, so much value.
Within the first few days, wegive you a checklist with the
(17:11):
feasibility tool.
We're there to help you answerthe questions.
Then you start seeing thenumbers like, oh my God, I got
to make this happen.
Ed Mathews (17:17):
And I'm going to leave the oh my God, I'm going
to I got to make this happennumbers.
I'll leave that to the folksthat are out there listening to
pick up the phone and call, justin case, but because you're a
really you're a really nice guy,but I'm not willing to do time
for you or answer a phone callfrom the SEC.
So, as far as the process goes,how long have those 15 units,
(17:37):
those 15 territories, beenoperating?
Have they been operating morethan a year?
Chris Long (17:42):
Well, the one in Canada has been operating the
longest.
And we're cutting ribbons inmultiple locations this spring
summer into the US and that'swhy we were doing like full
development and some of ourprojects through tier four went
two years long.
Ed Mathews (17:56):
Yeah, they're forever right as soon as the
government gets involved.
You're slowing to a crawl.
Chris Long (18:01):
So that's one of the reasons we're like we're going
to focus strongly on tier oneand just get the ground running
so we have more momentum.
That's going to be reallyfaster for us Right on.
Ed Mathews (18:09):
More momentum, that's going to be really Vast
for us, get some scale and thenhave a nice blend of tier 1 to
tier 4 and build.
I got it.
Every once in a while I have aconversation like this and I
think, damn, I wish I thought ofthis.
So, congratulations.
One of the things I'd like todo is walk you through our
(18:29):
lightning round.
It's called the final 5 and I'malways curious about what makes
leaders like you tick.
So hopefully I'll peel thelayers of the onion back a
little bit.
So do me a favor.
First thing is finish thesentence.
My purpose is
Chris Long (18:43):
Drive.
One word.
Ed Mathews (18:45):
All right, love it, love it, and I'm always
fascinated by mentors and folksthat have helped you along the
way.
So I'm curious what's the bestadvice you ever got and who gave
it to you?
Chris Long (18:56):
Say no quickly.
That's probably the best advice.
I learned Lots of adviceThrough one of my first coaches,
Bruce Firestone, founder of theOttawa Senators, so I'll give
it to you.
Yeah, that was a good piece ofadvice.
And I was thinking about bruisesat the time say no quick.
Ed Mathews (19:16):
There's a reason why he's in the position he's in is
because he learned that young,yeah yeah.
Time is your by far your mostvaluable asset, and if you're
crystal clear on why you'redoing what you do, and
allocating time to those thingsis easy, and recognizing the
things that don't fit is easy aswell.
So saying no is a huge.
It's a lesson I wish I hadlearned way younger.
So I'm curious about everybodyhas challenges and I think,
frankly, I think you learn morefrom your mistakes than your
(19:38):
successes.
So talk to me about aprofessional mistake that you
made, and how did you fix it?
How'd you recover?
Chris Long (19:45):
Oh, there's been so many.
It's like, where do I start thelightning round?
Professional mistake I did alarge commercial job.
I ran an construction company.
We had 12 employees and I wasgrowing too fast with the
company and because one of thereasons I was saying yes, and I
thought I can do residential, goover here, pop over here, do
commercial and I took a lot ofbruises doing that.
So I learned a lot of lessonsfrom that and then it went from
(20:07):
12 employees to one.
I had to put my tool belt onand build the business back up,
but in two years I was makingmore money with less people,
being more efficient.
So the lessons came out ofthere is systematize your
business and be very methodicalabout the people you bring
around you and be very selectivewith the jobs and people you
take on as partners.
(20:27):
Yeah, and it's easy to say,it's hard to do yes.
That was one painful lessonthat took a good chunk of my
life.
Now it's valuable, invaluable.
Ed Mathews (20:37):
Yeah, focus is everything.
I always talk to people andthey're like you do, Ed.
I see you on your website, youdo.
You're in the multifamilybusiness, you're in the flipping
business.
You've got a virtual assistantbusiness, but I don't run any of
those companies.
I manage the managers.
There are people that arefocused on each and every one of
those companies and it's aprocess, right, and you require
(21:00):
sleep as a human being andthere's only a finite amount of
time in the day.
Use your time judiciously,learn to say no and focus on the
main key.
As my mentor, Pete Black,always used to say keep the main
thing the main thing, right.
Yeah, so leaders almostuniversally are readers, right,
(21:21):
and reading these days can meana lot of different things.
So I'm curious about how youconsume information, how do you
learn, like through books orconferences or YouTube or
whatever, and who you payattention to these days.
Chris Long (21:34):
Yeah, great.
Alex Ramosi is definitely big.
I'm reading Atomic Habits rightnow and Slicing Pie is a good
one.
Just with our growth, I'malways consuming knowledge.
Based on my biggest pain point,I do commit to a book and I'll
finish it through, but then withmy business, where's the
biggest pain, which goes to ahire?
But how do I make sure we'rebuilding a culture and I keep
that person on boarded and notdo things a second time with
(21:57):
yeah?
So atomic habits is a big onebecause it's about getting 1%
better every day and becoming anew identity, and I think it's
about not just consuming all.
It's about retaining it andimplementing it.
So it's about the habits youcreate and that's a good book
and a good lesson that I'm onright now.
It's just a good reminder tomention.
Ed Mathews (22:16):
Yeah, man, but one of the things that you just said
is really important, right,Because people will go buy a
book or an audio book orwhatever.
They'll get that dopamine hit.
Hey, I just did this and itfeels good because I'm going to
get smarter.
A lot of those people don'teven read the book and the and
here's the thing the folks thatactually read the book, most of
(22:37):
them don't implement what's inthe book, the lessons they learn
, and that is the reason youstay up till midnight reading,
reading Gino Wickman and andattraction is because tomorrow
you're going to take the lessonfrom chapter six and go
implement it in your company orfigure out how to implement it.
Chris Long (22:56):
So powerful.
Sam Ovens is a good person tolisten to as well as the founder
of school.
It's about seven years ago.
This YouTube clip out and hehas an obsession, so if I am
watching a crappy show, I'llmake sure I finish it.
And he just getting.
Actually, I just ordered thebook from Michael Jordan and you
got the lessons from there.
Like I think we start if youtell yourself you're going to
finish it, even if it's boringor dull, finish it.
(23:17):
Just get that habit of if I'mstarting this, I'm going to see
it through Right on.
It's powerful because it'shabit creation.
Ed Mathews (23:25):
Exactly Okay, last one.
What does success mean to you?
Chris Long (23:29):
Very good question no alarm clock, slow mornings
and freedom to choose who youwant to do business with.
Ed Mathews (23:35):
Couldn't have said it better myself
Chris Long (23:36):
In the morning.
I don't have anyone to answerto.
If I don't like someone, Idon't have to work with them,
and when you reach financialfreedom, it's like now I have
purpose and drive.
It's like I want to do this formore people.
But man, not having to answerto anybody and no alarm clock,
and with my daughters and mywife's stay-at-home mom, I house
, I wake up and I already won.
(23:57):
It's a success, but I gottaremember to be grateful.
Sometimes I'm so like chasingthe next deal.
It's Chris, enjoy this momentbecause it's going to be gone.
Ed Mathews (24:05):
yeah it's amazing I'm older than you, and one of
the reasons why I got into realestate was something my wife
said to me 15 years ago.
She's there 10 years ago.
She's you're missing so muchgood stuff at home.
I have two girls and they'renow 22 and 17, and hanging out
with mom and dad is nowhere nearas cool as it used to be.
(24:25):
Real estate in my world was allabout that exact thing.
Right Is the time freedom tobut four o'clock today I'm
scooping my 17 year old up andwe're driving up to the local
sports dome and she's going togo play in a softball game and
I'm going to coach her.
Right, and there's nobody hereI need to ask for permission to
do that.
Nobody on earth, maybe my wife,but cause you know how that
(24:47):
goes,
Chris Long (24:47):
We all have our boss .
Ed Mathews (24:51):
Yeah, I answered to a board of directors and there's
three women 50, 50 something,and two teenagers.
Chris Long (24:56):
So yeah, but that's success.
Ed Mathews (24:58):
It sure feels like a man.
All right.
So when not talking about realestate or your business?
What do you like to do for fun?
Chris Long (25:05):
It's so funny.
I'm a builder, so I'm buildinga castle for my daughters right
now in our playroom and it's gotmonkey bars and climbing ropes
and a little cute.
I built a two-story with abalcony and a slide with a foam
pit.
So I'm just a builder, I that Ilove changing dirt and I love
building.
It's in me like I don't do itfor the money, I just love
building my free time.
I'm probably buying a new tool.
(25:25):
I'm looking to build something.
Hey, it's a love hate sipbecause my, because my wife's
like Chris go do her kitchen,but I'm like, no, I want to do
this, and it's always a battleof what's next on that house.
Ed Mathews (25:35):
It's like the story of the cobbler's son.
Everybody else has nice shoesin town.
Chris Long (25:39):
Exactly.
It's hilarious One room at atime, one room at every.
We buy a house every five years, usually have coffered ceilings
, and then the kitchen justlooks like it's dated by 30
years.
Ed Mathews (25:50):
The funniest thing, Until you go to sell it.
And then the last months thekitchen's gorgeous and then you
can go over, rinse and repeat.
It's funny, Our lives haveparalleled.
I do the exact same thing to mywife hilarious.
So if people want to get intouch with you or learn more
about Longyards.
What's the best way to do that?
Chris Long (26:10):
Yeah, just go to our website, longyards.
com.
Learn a little bit about us,fill out a form, We'll get that
in, or you can email me directlyclong@ longyards.
com.
Ed Mathews (26:18):
Awesome! Chris, you have a rocking business.
I can't wait to see thisexplode.
Don't hang up when I stop therecording, because I got a whole
bunch of questions for you, andbut congratulations on a really
strong start and I wish youcontinued good fortune.
Thank you for joining us.
Chris Long (26:36):
Thanks, Ed.
Appreciate being on the show.
Ed Mathews (26:38):
Truly my pleasure.
Greetings and salutations Real Estate
Undergrounders.
It is Ed Mathews with the RealEstate Underground.
Today is yet anotherinteresting show.
I hope you get a lot out of it.
With me is Chris Long fromLongy ards.
We're going to be talkingstorage today, but we're also
there's a little bit of awrinkle in his business model,
so we're also going to betalking about a little bit of
franchising and a whole lot oflicensing as well.
(00:22):
Welcome to the show, Chris.
Thank you for joining us today.
Chris Long (00:25):
Thanks, Ed, it's good to be here.
Ed Mathews (00:26):
Yeah, great.
So for the folks out there thathaven't come across you in
social media world, why don'tyou tell us a little bit about
yourself?
Chris Long (00:34):
Yeah, cool.
Chris Long, founder ofLongyards Storage, started off
as a blue-collar carpenterconstruction Canadian.
I saw people get the accentright away, hopefully becoming a
51st state.
Ed Mathews (00:43):
Love that word, good boy, good luck with that.
Chris Long (00:45):
But yeah, so I got into trades young, started
building just a builder bynature, just love building, love
changing landscapes.
I found a niche in themarketplace that wasn't being
fulfilled properly.
It was storage yards smallerstorage yards.
I had the need for myself.
They exist.
I was like you know what?
I'm a simple guy.
I think if I eat this, otherpeople need it.
Sure enough, I built thatbusiness and now we're expanding
(01:06):
internationally.
We have over 15 partners and Iintegrated to the States and
we're just all in so longer intothe nutshell, a little bit
about me.
Ed Mathews (01:14):
All right, fantastic .
So there's lots of impact there.
Yeah, I'm going to skip rightover the 51st state thing
because I think we can talk along time about politics, but
I'd rather not.
So I wish you luck with thatprocess.
And so with regard to theunique business model, so why
don't you step us through likewe were talking about before I
(01:37):
hit record?
We were talking aboutfranchising, and obviously
you've done a little bit of that, but it's mostly a licensing
play, right?
Chris Long (01:44):
So let me just go over Longyards right?
What are storage?
Yeah, great, most people getself-storage right.
You go to a facility, you rollup your doors, you put your
stuff in right, lock it up, pullit.
Our concept is the same, exceptit's yards for contractors.
So you go to your facility andyou got a row down the middle or
, however, and on both sides,got multiple yards and every
(02:06):
yard enclosed with gates and yougot cameras, power and in the
yards we provide long officesand long boxes, which are
containers and offices on demandwhen you need them, with
everything you need .
That's Longyards .
We're doing contractor storageyards with great partners.
How we do that is either wewere franchising, but we're
recently to a more licensingmodel and, yeah, we're just
(02:28):
looking for great partners toexpand.
It's funny we got approved bySBA.
So if you look at the SBAdirectory, you put Longyards
right underneath LonghornSteakhouse.
But as a Canadian I can'tactually get SBA because I don't
have a green card.
So what we've decided to do ispartner up with a bunch of great
partners who are American touse SBA.
So we just do a partnership onthe property, we help find the
(02:50):
deal and roll it out.
So a lot to unpack.
That's what we're doing andthat's what Laney UT
Ed Mathews (02:55):
Okay that's why licensing versus
franchising right.
?
Chris Long (02:59):
Yeah, exactly, there's a few things to unpack
pros and cons on each side butfor the most part we're finding
it easier with licensing andthat's the direction we're
heading in.
Ed Mathews (03:08):
It's a fascinating niche because I know there's a
guy I follow on Twitter or X,whatever you call it now Chris
Ramsey, who does somethingsimilar to this, Although a lot
of his stuff looks more like mancaves than it does contractor
garages.
Obviously, you're providingoffice space, you're providing
storage space and, frankly, it'ssomething that, when I had my
(03:29):
home remodeling business, thisis exactly what I did.
Right Is I'd rent a storageunit and that's where I keep my
inventory and whatever tools Ididn't have in my truck and away
.
We went right.
Chris Long (03:43):
And just for context , we're not doing full
development.
We are launching sites withinthree months.
Ed Mathews (03:49):
Okay, so walk me through that, walk me through
that.
Chris Long (03:51):
So it's new, it's quick, it's simple.
You find a five acre piece ofproperty, you wait to make sure
it matches the long year'sfeasibility and then we do our
model, and we do it with nopermits, because our model
doesn't require permits.
We're not a full stackdevelopment company, but we are
a massive value-added company,so we don't.
When you think of storage oroffices, these are portable mini
storage units that move around,just like the containers, right
(04:13):
, and our yards are meant tomove around as well.
So if you need to be renting a50 yard but you want to take the
yard beside you, the panelsbetween the yards move around.
So now you double the size ofyour yard based on your business
demand.
So we're not doing contractorgarages, Not right now.
There is a future with ouradaptable model, but for now
it's nimble, it's quick, simple,it's fast, and I'll tell you
(04:34):
what.
For the returns, your cashflow,it's amazing.
You think about how fast youbuild out, how fast you cashflow
the supply and demand void thatwe're filling yeah, it's up
with us.
Ed Mathews (04:47):
So commercial lots, and so you're looking for a
minimum five acres.
Talk me through your buy box.
What are you looking for?
Chris Long (04:52):
The buy box you can actually go smaller.
It goes down to a net usablesquare footage of land.
So you know you can have a 10acre property but only five
acres because you've got nine ofwetlands right.
It really depends, and then youhave a minimum set of expenses.
So the buy box is reallyparticular to the area and
that's why we've built ourinternal IP, which is our
feasibility tool.
(05:13):
We can now analyze real estate.
Within 30 seconds you put inthe size, the acreage, our tool
will spit out what's called agross rent multiplier.
You know, I'm hopefully notgoing over anyone's head, but
it's basically is it deal goodor bad?
But the buy box is you want tobe like a minimum of usable acre
, but you could go up to 10, 15acres depending on the demand
around.
It really is adaptable to themarket.
(05:35):
So for that reason it's the buybox is expanded, but it's still
.
We really have to be hyperfocused on great markets, great
properties.
That's easy to build too.
Ed Mathews (05:45):
And so when you talk about paneling, I think of a
storage yard as chain linkfences everywhere.
But that's not what we'retalking about here, right?
Chris Long (05:50):
it's a hybrid.
We use a hybrid fencing system.
So it's paneling like chainlink, except it moves around
right.
Okay, you have like at my 10acre facility in Canada.
It's quite literally a longyard.
I know Chris Long has a fewspins on it long yards but it is
200 feet by 2000 feet.
You got a road in the middle,you got yards on both sides.
So the concept, what you'rethinking, is the same.
You got 67 yards in a yard.
(06:12):
So if anyone listening theystill don't get it, I'm hoping
to try to.
I try to provide as muchclarity as I can because I think
it's simple.
But some people got to graspthe concept.
But it's just like youdescribed.
It's a bunch of fencing panelsbut it's concreted in.
It's not like a chimpsytemporary fence set up.
No, these are in concrete, butwe just have a unique system of
how we do it.
Ed Mathews (06:33):
Okay, and so let's say I'm a home improvement
contractor and I don't have anoffice, but I need a place to do
business and I need a place tostore my stuff, my inventory and
whatnot.
So walk me through how thatrelationship starts and what it
looks like.
Chris Long (06:52):
Well, here's the crazy thing A lot of people
don't even know we exist.
So some listeners are like, ohmy God, that exists.
That's the scene for someonetrying to get a yard.
Because the solution, there'sno problem to the solution.
That's why our mission is tocreate affordable yards two to
20,000 square feet in themarketplace, right?
So first of all, we have to letyou know we exist.
That's an education process forthe marketplace.
(07:13):
Once you find out, then it'seasy.
You reach out to us.
There's a sales process behindit, because no one just rents
the yard because they don't like.
Oh, that's cool, but how does itwork?
Where is it?
How do I get there?
Back on my trailer, all theselittle nuances, but we have the
software and the processes toliterally take someone that
needs it right to an automatedcenter your credit card, your
(07:34):
docu sign right to your phonegate code, right into your yard
with a combo code with everystep that you need, through a
technology platform.
That's how it starts.
You're not many people aresearching for it because they
don't know the solution existsand it's once you're in what's
people are seeing iOS industrialoutside storage.
Yeah, it's hard to get one tothree acres and if you're
getting one to three acres, theywant one, three, five year
(07:56):
triple net leases with nosecurity in a piece of dirt.
That's what's on the market.
The gap that's the long yardssolution provides the gap in the
market.
That doesn't exist.
It's the smaller yards that'sfully secure.
That's what we're aiming tosolve and we're doing that with
parks.
Ed Mathews (08:12):
Okay, and so the technology, the process, the
systems that you have in place,that's what you get with the
licensing deal, yeah, and we putour money in the deal.
Chris Long (08:20):
So we're not just we do the construction, we provide
our lenders, which SBA?
So there's no guessing.
It's not like how do I find,how do I underwrite it With us?
We teach you, we give you thetools, we give you the know-how,
we give you the areas of search, we give you the lenders, our
roadmap checklist.
We do the build out for you.
We help with everything from Ato Z.
So it's not just a franchisewhere here's the book, go cook.
(08:45):
No, we're cooking with you, andthat's the cool thing.
So it's more like a hybridmodel.
Ed Mathews (08:50):
Okay, and that's why you refer to him as partners as
opposed to licensees orfranchises.
Yeah, because they them.
Yeah, without talking aboutspecific numbers, because we
can't do that, really, but I'mnot a franchise, so, like we, uh
, yeah, fair point, fair point.
So walk me through the processin terms of okay, because I'm
(09:11):
intrigued, right, so treat melike a potential partner, right,
Ed Mathews, nice to meet you,Chris.
Uh, I would.
I I've got my eye on severalparcels, and so I'd like to
understand what the criterialooks like here in central
Connecticut, because there's awhole bunch of contractors here
who have this exact problem.
(09:32):
So how do I get started?
Chris Long (09:34):
It's really simple.
So, first of all, there's anintake questionnaire.
Got to be qualified, right, gotto be liquid.
You got to qualify for SB andyou got to be willing to sign
that.
Number one are you qualified?
Are you willing to move forwardwhen the deals move forward?
That's number one.
That's who I am.
You're also who you are Okay,so you're good to go.
You're in a good market.
Also, you got to be a goodcandidate in a good market.
(09:56):
In a good market.
You need those two criteria andI mean we get along.
That's important as well.
Yeah, then we do.
We're about to get married,right?
Yeah, it goes from dating tomarriage.
But we start dating and thedating process starts off with
five grand.
It's not a $50,000 franchisefee, it's called the go long or
go home $5,000.
You secure your territory we'restill doing territories for up
(10:22):
to a year and then we show youhow to find a location and we
work with you to find a location.
We give you our tools to helpyou understand commercial real
estate.
We give you our underwritingtools and this is the best thing
If you don't like what we haveto offer, in 14 days we give you
your five grand back, noquestions asked.
Here you go.
So that's how we're doing itand, yeah, that's how we're
getting people across the finishline.
That's how we go from dating tomarriage.
Ed Mathews (10:41):
Okay, good.
So you said good candidate, sotalk me through what a good
candidate looks like.
Chris Long (10:48):
Someone with either real estate experience some
level of real estate experience,ideally some business
experience.
You've gone through a few hoops, you've taken a few bruises,
blue collar but you got to havea good net worth, good income
and qualify for the SBA, goodcredit score and liquidity.
So if you check those boxes,we're going to help you.
We don't expect it to beperfect.
(11:08):
You don't have to be a perfectcandidate, but you do need to
have a drive, meet some of thosecheck boxes.
And because we're pioneers I'ma pioneer in the space I got my
first location.
I, in the space I got my firstlocation I had to literally
knock on doors, do everything Idid to lease it up, get it going
.
So you don't have to be aperfect candidate, but you got
to qualify for SBA.
And then we put our money inthe deal with you and we're
(11:29):
going to be selective with thatdeal to make sure that it's a
hundred percent confident formoving forward.
Ed Mathews (11:33):
Yeah, you're putting your own money in, so of course
you are yeah.
Chris Long (11:35):
And, to be fair, we do the construction.
We're vertically integrated.
I was a general contractor for10 years.
I'm a licensed carpenter, sothat's how we make our money
right and we get bids andbecause we do the work, we put
our sweat equity back into thedeal.
That's how much we believe init.
Ed Mathews (11:50):
Okay, and what's a typical build out look like?
Chris Long (11:53):
Anywhere from a buck 30 to $2 a square foot and it
really depends on what we calltier of land.
In our feasibility tool we havedifferent tiers.
To keep it simple.
Tier one is like ready to goyou can park right away.
Tier four is like a forest thatyou need to go through
development.
So our long yards build out isabove what we call tier one
ready to go but your site workand your site plan approval
depending on your area and yourland options that can range from
(12:18):
another $2 to $4 a square foot.
It really depends.
And then you have your carryingcosts to get there.
So we're focusing on tier onewith great partners and we
haven't really focused in on whowe want to work with and what
kind of deal we want.
Ed Mathews (12:30):
Okay, and so when we look at tier one, so the
property is relatively flat,cleared utilities.
Chris Long (12:39):
We just need electricity.
Ed Mathews (12:40):
Okay, all right need electricity.
Chris Long (12:42):
Okay, all right, yeah, oddly shaped.
Give me the most weirdestshaped property with electricity
and we will make it happen,okay.
Ed Mathews (12:48):
All right, interesting you and I are going
to talk offline because I've gotan idea and I literally had a
conversation about this with agood friend of mine yesterday.
Yeah, because he was thinkingabout building this, something
similar, and didn't want to layout the million bucks to do it.
And I said, okay.
So I, we were talking aboutdifferent things like solar and
all that other stuff.
But okay, and so when you are,when you press the go button,
(13:13):
right, good candidate, theyqualify, they go through the SBA
process, money shows up orwhatever that number is.
Figure $2 a square, sorry,square foot the the build-out
takes roughly.
Give me a range, becauseobviously every project's
different.
Chris Long (13:31):
If it's a tier one, that means we're just doing the
long yards build-out, which isall around electrical or
conduits or fencing.
We are aimed to launch in threemonths by the time we close, by
the time we're at our grandopening, it's our fencing.
We are aimed to launch in threemonths by the time we close.
By the time we're at our grandopening, it's three months now
if it's obviously site planapproval with civil engineering
and site work development.
That's where it becomes a tierfour.
You rely on different tradesbut Longyards is made to move
(13:54):
quick and we don't.
Here's a unique thing I didn'teven mention yet.
We don't even have to buy thedirt.
We can lease the dirt becausewe could do land, we could do
land arbitrage and SBA will comein and we could do a profit
share with a landowner.
There's just different ways todo that.
So there's people with 30 or 60grand in the account and you
have good credit score.
You could still qualify andstart off with smaller parcels.
(14:16):
You don't have to go and risk amillion dollars on a piece of
dirt.
You can do three small leases,get a nice cashflow bankroll and
then if you want to buy more,let's do it.
But that's cool.
You don't have to start bigright, you adapt for the
businesses but it's alsoadaptable for the real estate
Ed Mathews (14:37):
Interesting.
I'm absolutely fascinated bythis model, and so when you all
right, so build out is roughly90 days.
What's the marketing launchlook like?
Chris Long (14:45):
35 grand.
We do soft marketing and hardmarketing and this depends on
the timeline of the construction.
And that's 35 grand.
That's built into the SBA.
So everything, your wholeproject, with 10% down.
Ed Mathews (14:56):
Okay, and soft and hard launch.
Talk me through what that lookslike.
What does a soft launch looklike?
What does a hard launch looklike?
Chris Long (15:03):
So soft launch is like educating the marketplace.
Okay, you put a little salt andpepper on the people that I'm
in and then, once you startgetting to a certain phase of
construction, you start buildinga certain amount of excitement.
That's when we go with hardmarketing.
In hard marketing we have ourblueprint.
It's a six-step process processand that's when we really hit
the market with.
(15:23):
Different types of campaignsare based on, or actually our
clientele, some kind of from nowon different markets, right,
new coming markets.
You have more logisticcompanies in, more seasoned,
established persons of the land.
You have different type ofclientele and you could easily
spend and burn a lot of moneygoing out for the wrong clients,
the wrong market.
If you're doing it right, we'regetting that dialed in, always
improving as well yeah, sochannels probably not
pay-per-click right.
Ed Mathews (15:44):
It's probably more like direct mail and more
conventional channels.
Chris Long (15:49):
So there's different .
There's definitely differentchannels.
Digital media yeah, it dependson the market and where you're
at.
Ed Mathews (15:53):
Okay, all right, yeah, I'm a recovering marketing
geek so I'm curious wow,interesting.
Okay, and you said 17 partners,so I assume that 17 locations,
roughly, or 17 stories
Chris Long (16:06):
yeah, we got something.
We got different partner locatedbetween LOI's and fully open.
So of course we're still newand I'm transparent with that.
It's a newer concept we'rebuilding out and, honestly, it's
more important to have partnersand build long-term
relationships.
Ed Mathews (16:20):
Yeah, that's where we're at right now.
Okay, and how many of those?
So I'm here in Connecticut,right, and you've been operating
for a period of time in Canadaand welcome to the States, and
if you're ever in the Northeast,let me know and I'll buy you a
beer or a cup of coffee orwhatever.
But the I'm curious about howmany locations, ranging from LOI
(16:41):
to up and running, you havehere in the States.
Okay, wow, so you've got some.
Chris Long (16:47):
Really good traction , yeah, and it's funny because
we implemented traction with EOS, so we got our rocks and we're
chipping away and see, and withthe unique selling proposition,
people are like, wow, for fivegrand, and if I get it back,
then that unique
It's easy, right?
Yeah, so much value.
Within the first few days, wegive you a checklist with the
(17:11):
feasibility tool.
We're there to help you answerthe questions.
Then you start seeing thenumbers like, oh my God, I got
to make this happen.
Ed Mathews (17:17):
And I'm going to leave the oh my God, I'm going
to I got to make this happennumbers.
I'll leave that to the folksthat are out there listening to
pick up the phone and call, justin case, but because you're a
really you're a really nice guy,but I'm not willing to do time
for you or answer a phone callfrom the SEC.
So, as far as the process goes,how long have those 15 units,
(17:37):
those 15 territories, beenoperating?
Have they been operating morethan a year?
Chris Long (17:42):
Well, the one in Canada has been operating the
longest.
And we're cutting ribbons inmultiple locations this spring
summer into the US and that'swhy we were doing like full
development and some of ourprojects through tier four went
two years long.
Ed Mathews (17:56):
Yeah, they're forever right as soon as the
government gets involved.
You're slowing to a crawl.
Chris Long (18:01):
So that's one of the reasons we're like we're going
to focus strongly on tier oneand just get the ground running
so we have more momentum.
That's going to be reallyfaster for us Right on.
Ed Mathews (18:09):
More momentum, that's going to be really Vast
for us, get some scale and thenhave a nice blend of tier 1 to
tier 4 and build.
I got it.
Every once in a while I have aconversation like this and I
think, damn, I wish I thought ofthis.
So, congratulations.
One of the things I'd like todo is walk you through our
(18:29):
lightning round.
It's called the final 5 and I'malways curious about what makes
leaders like you tick.
So hopefully I'll peel thelayers of the onion back a
little bit.
So do me a favor.
First thing is finish thesentence.
My purpose is
Chris Long (18:43):
Drive.
One word.
Ed Mathews (18:45):
All right, love it, love it, and I'm always
fascinated by mentors and folksthat have helped you along the
way.
So I'm curious what's the bestadvice you ever got and who gave
it to you?
Chris Long (18:56):
Say no quickly.
That's probably the best advice.
I learned Lots of adviceThrough one of my first coaches,
Bruce Firestone, founder of theOttawa Senators, so I'll give
it to you.
Yeah, that was a good piece ofadvice.
And I was thinking about bruisesat the time say no quick.
Ed Mathews (19:16):
There's a reason why he's in the position he's in is
because he learned that young,yeah yeah.
Time is your by far your mostvaluable asset, and if you're
crystal clear on why you'redoing what you do, and
allocating time to those thingsis easy, and recognizing the
things that don't fit is easy aswell.
So saying no is a huge.
It's a lesson I wish I hadlearned way younger.
So I'm curious about everybodyhas challenges and I think,
frankly, I think you learn morefrom your mistakes than your
(19:38):
successes.
So talk to me about aprofessional mistake that you
made, and how did you fix it?
How'd you recover?
Chris Long (19:45):
Oh, there's been so many.
It's like, where do I start thelightning round?
Professional mistake I did alarge commercial job.
I ran an construction company.
We had 12 employees and I wasgrowing too fast with the
company and because one of thereasons I was saying yes, and I
thought I can do residential, goover here, pop over here, do
commercial and I took a lot ofbruises doing that.
So I learned a lot of lessonsfrom that and then it went from
(20:07):
12 employees to one.
I had to put my tool belt onand build the business back up,
but in two years I was makingmore money with less people,
being more efficient.
So the lessons came out ofthere is systematize your
business and be very methodicalabout the people you bring
around you and be very selectivewith the jobs and people you
take on as partners.
(20:27):
Yeah, and it's easy to say,it's hard to do yes.
That was one painful lessonthat took a good chunk of my
life.
Now it's valuable, invaluable.
Ed Mathews (20:37):
Yeah, focus is everything.
I always talk to people andthey're like you do, Ed.
I see you on your website, youdo.
You're in the multifamilybusiness, you're in the flipping
business.
You've got a virtual assistantbusiness, but I don't run any of
those companies.
I manage the managers.
There are people that arefocused on each and every one of
those companies and it's aprocess, right, and you require
(21:00):
sleep as a human being andthere's only a finite amount of
time in the day.
Use your time judiciously,learn to say no and focus on the
main key.
As my mentor, Pete Black,always used to say keep the main
thing the main thing, right.
Yeah, so leaders almostuniversally are readers, right,
(21:21):
and reading these days can meana lot of different things.
So I'm curious about how youconsume information, how do you
learn, like through books orconferences or YouTube or
whatever, and who you payattention to these days.
Chris Long (21:34):
Yeah, great.
Alex Ramosi is definitely big.
I'm reading Atomic Habits rightnow and Slicing Pie is a good
one.
Just with our growth, I'malways consuming knowledge.
Based on my biggest pain point,I do commit to a book and I'll
finish it through, but then withmy business, where's the
biggest pain, which goes to ahire?
But how do I make sure we'rebuilding a culture and I keep
that person on boarded and notdo things a second time with
(21:57):
yeah?
So atomic habits is a big onebecause it's about getting 1%
better every day and becoming anew identity, and I think it's
about not just consuming all.
It's about retaining it andimplementing it.
So it's about the habits youcreate and that's a good book
and a good lesson that I'm onright now.
It's just a good reminder tomention.
Ed Mathews (22:16):
Yeah, man, but one of the things that you just said
is really important, right,Because people will go buy a
book or an audio book orwhatever.
They'll get that dopamine hit.
Hey, I just did this and itfeels good because I'm going to
get smarter.
A lot of those people don'teven read the book and the and
here's the thing the folks thatactually read the book, most of
(22:37):
them don't implement what's inthe book, the lessons they learn
, and that is the reason youstay up till midnight reading,
reading Gino Wickman and andattraction is because tomorrow
you're going to take the lessonfrom chapter six and go
implement it in your company orfigure out how to implement it.
Chris Long (22:56):
So powerful.
Sam Ovens is a good person tolisten to as well as the founder
of school.
It's about seven years ago.
This YouTube clip out and hehas an obsession, so if I am
watching a crappy show, I'llmake sure I finish it.
And he just getting.
Actually, I just ordered thebook from Michael Jordan and you
got the lessons from there.
Like I think we start if youtell yourself you're going to
finish it, even if it's boringor dull, finish it.
(23:17):
Just get that habit of if I'mstarting this, I'm going to see
it through Right on.
It's powerful because it'shabit creation.
Ed Mathews (23:25):
Exactly Okay, last one.
What does success mean to you?
Chris Long (23:29):
Very good question no alarm clock, slow mornings
and freedom to choose who youwant to do business with.
Ed Mathews (23:35):
Couldn't have said it better myself
Chris Long (23:36):
In the morning.
I don't have anyone to answerto.
If I don't like someone, Idon't have to work with them,
and when you reach financialfreedom, it's like now I have
purpose and drive.
It's like I want to do this formore people.
But man, not having to answerto anybody and no alarm clock,
and with my daughters and mywife's stay-at-home mom, I house
, I wake up and I already won.
(23:57):
It's a success, but I gottaremember to be grateful.
Sometimes I'm so like chasingthe next deal.
It's Chris, enjoy this momentbecause it's going to be gone.
Ed Mathews (24:05):
yeah it's amazing I'm older than you, and one of
the reasons why I got into realestate was something my wife
said to me 15 years ago.
She's there 10 years ago.
She's you're missing so muchgood stuff at home.
I have two girls and they'renow 22 and 17, and hanging out
with mom and dad is nowhere nearas cool as it used to be.
(24:25):
Real estate in my world was allabout that exact thing.
Right Is the time freedom tobut four o'clock today I'm
scooping my 17 year old up andwe're driving up to the local
sports dome and she's going togo play in a softball game and
I'm going to coach her.
Right, and there's nobody hereI need to ask for permission to
do that.
Nobody on earth, maybe my wife,but cause you know how that
(24:47):
goes,
Chris Long (24:47):
We all have our boss .
Ed Mathews (24:51):
Yeah, I answered to a board of directors and there's
three women 50, 50 something,and two teenagers.
Chris Long (24:56):
So yeah, but that's success.
Ed Mathews (24:58):
It sure feels like a man.
All right.
So when not talking about realestate or your business?
What do you like to do for fun?
Chris Long (25:05):
It's so funny.
I'm a builder, so I'm buildinga castle for my daughters right
now in our playroom and it's gotmonkey bars and climbing ropes
and a little cute.
I built a two-story with abalcony and a slide with a foam
pit.
So I'm just a builder, I that Ilove changing dirt and I love
building.
It's in me like I don't do itfor the money, I just love
building my free time.
I'm probably buying a new tool.
(25:25):
I'm looking to build something.
Hey, it's a love hate sipbecause my, because my wife's
like Chris go do her kitchen,but I'm like, no, I want to do
this, and it's always a battleof what's next on that house.
Ed Mathews (25:35):
It's like the story of the cobbler's son.
Everybody else has nice shoesin town.
Chris Long (25:39):
Exactly.
It's hilarious One room at atime, one room at every.
We buy a house every five years, usually have coffered ceilings
, and then the kitchen justlooks like it's dated by 30
years.
Ed Mathews (25:50):
The funniest thing, Until you go to sell it.
And then the last months thekitchen's gorgeous and then you
can go over, rinse and repeat.
It's funny, Our lives haveparalleled.
I do the exact same thing to mywife hilarious.
So if people want to get intouch with you or learn more
about Longyards.
What's the best way to do that?
Chris Long (26:10):
Yeah, just go to our website, longyards.
com.
Learn a little bit about us,fill out a form, We'll get that
in, or you can email me directlyclong@ longyards.
com.
Ed Mathews (26:18):
Awesome! Chris, you have a rocking business.
I can't wait to see thisexplode.
Don't hang up when I stop therecording, because I got a whole
bunch of questions for you, andbut congratulations on a really
strong start and I wish youcontinued good fortune.
Thank you for joining us.
Chris Long (26:36):
Thanks, Ed.
Appreciate being on the show.
Ed Mathews (26:38):
Truly my pleasure.
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