00:00

Dean,

 

00:09

welcome to the latest edition of the heart of franchising, where we take you beyond the brand, to bring you the people, stories and heart behind franchise success. This podcast is brought to you by home franchise concepts, one of the largest home services, franchise systems, which inspires franchise owners to achieve financial independence while transforming lives homes and the communities they serve. I'm Marcy Klein Sasser, your podcast host, this is going to be a fun episode today, as I get to speak with husband and wife franchise owners, this duo combines their backgrounds and success in retail sales, call center and multi unit management with restaurant and hospitality sales and customer service. They just celebrated their first anniversary in business and have been the fastest growing store of their brand in the company's history. To date, their store has been the number one unit over its B hag, and we'll talk about that in a minute for seven consecutive months, and they were recognized with two awards at last year's conference for number one in breakthrough and number one in growth over behag. Amazing. Please join me in welcoming these award winning owners of two maids of Albuquerque and Rio Rancho, New Mexico, Jared and Chantal Trujillo. Welcome.

 

01:33

That is an amazing accomplishment. I'm so excited to talk to you today. Thank you. Thank you. Thanks for having us. Yeah, so tell our listeners a little bit about who you are and how you came to be. Two maids owners, we were just looking for something a little extra. Not really sure what it was at that time. You know, I've been in hospitality restaurant history my whole life, and I love it. No problem is still being it for a while, but I wanted a little bit of extra, and

 

02:04

she introduced me to a

 

02:07

entrepreneur coach that kind of sparked the bug for us. And once the entrepreneur coach kind of introduces franchising, and for some reason,

 

02:18

two maids came out, and it was one of the first, one of the three companies we looked at. And for everything we saw, like I had a media attraction from

 

02:28

the website the color, I was intrigued by the technology aspect that two mates kind of brought into the industry, where the industry is ongoing. And it was just very exciting at the moment. Yeah, that's amazing. Chantal, what about your was there anything in the process that kind of made you come towards two maids? Or what would you add to that?

 

02:50

So I was already doing kind of an entrepreneurship in an ass, in a way, and because I was a financial advisor, and so I was doing that on my own, and when I was doing a lot of my networking, is how I met the entrepreneur coach. And I was like, Hey, you should really talk to my husband. And it took her a while, took him a while to finally reach out, but when he finally reached out, I don't know, it just started working. And when one thing just led to another, and it just, I don't know, worked out to where I stepped into because my goal was to stay doing what I was doing. I wasn't going to do come on board and Jared was going to run it as a semi FC owner. And one thing led to another, and it just worked out to where we talked to talked about it one night, and we're like, How much better would it be if I came in and I actually ran it and so talked about it, here I am today running it. You see, you were already a business owner. Chantal Jared, you were doing something different. You talked to a coach, and then kind of everything just worked out that teammates was the business for you, and it was only because it was pink. That was the reason,

 

03:55

pretty

 

03:57

much the color played a role. And I'm wearing the pink shirt. Don't get me wrong. Like,

 

04:03

you know, we embrace the we embrace the pink aspect of it from our office. And like, you know, we're doing our one year anniversary, and I saved my pink shirt for our anniversary. Are also had to get a word today. But yeah, I mean, it just had a lot of excitement.

 

04:21

It

 

04:22

the reason why we chose this is, I think, for myself to start Was I being in hospitality restaurants. Our goal every day is to take care of customers and make people happy through their stomach and the food they put in their mouth and in the same this has a lot of the same thing, where you go in and

 

04:42

you're just taking care of customer by providing them with a product, and it's making sure their home feels comfortable for them. And I think we both can relate to those. And both customer service, where I did in hospitality, she's done in retail, just made sense, sure, right? I love that. I love that. So kind of once you.

 

05:00

Kind of made that decision. Talk to me a little bit about kind of that opening process for you, you made the decision to both come together and now two maids was your choice. Walk me through kind of your pre opening, the support you received, and how kind of that, whether you were kind of, obviously, you're anxious to kind of get the business open. Talk to me a little bit about how that went. So something we did a lot of is through our social media. We have a pretty big following here in Albuquerque with we do a lot of Halloween and Christmas displays. So we had a we already had kind of a presence in social media, but as soon as we were as soon as home franchise concepts, put out the welcome new owners, we were really excited. We started posting on that. We recommended everybody kind of get their followers out there, their community, understanding that the brand was coming. So we pushed it really big in Albuquerque and Rio Rancho. Everything we did from just posting, when we got our rent done, when we painted a wall, did a kid painting a wall, and

 

06:02

we went to Alabama to train. I mean, everything was documented, and it's dumb. It really helped us understand, helped repeat, follow us understand what we were doing, but it helps us go back and remember kind of the excitement we went through, but we wanted to really drive home that we're bringing in this awesome concept to

 

06:22

the city, and we want you guys to be part of it. And we believe it really helped out to start out a ton by getting more involvement. Yeah, that's awesome. So what was kind of your your feeling at that time? How are you feeling as business owners, you know, pre opening, and then once you opened your door, kind of help, help a new a prospective franchisee who's listening now, kind of, kind of put them a little bit more at ease. So kind of your mindset at that time, pre opening and then post opening, kind of help take us through that journey. I think, in the beginning, no matter what, you're scared, it's a scary feeling, because, you know, it's something that you've never done before. So

 

06:59

you get that, but yet you're excited at the same time. It's a mixture of being scared and excited at the same time. But the closer you get, I think the more excited you get about it. This is something that is yours, something that you can own, something that you can build to be whatever you want it to be. And I think that's one thing that we really pride ourselves on, is we're building it to be where we want it to be. We don't want to

 

07:21

take our time building. We wanted to go and, like, for example, we were told in the beginning, hire four people. We were like, No, we're going to hire six, because we wanted to make sure, like, number one, we wanted to make sure we had employees that were going to show up. Because we we heard some when you hire four, sometimes you get two to show up. Sometimes you don't get any. And we're like, you know what? Let's just hire six and let's just see what that works. And the funny thing is, all six showed up and so and then we started networking immediately. We didn't wait until the doors open. I was already in the group that I met the entrepreneurial coach, and I as soon as we decided that and we could talk loud and proud about it. I started going back to that group and that I would go to that group, and every week we would talk about, like, what's going on, what's happening in our business, even though we weren't opening yet. Hey, we just signed the lease. We just got our building this week. We painted it this week. We did this this week. We did that. So we're constantly talking about the things and being very loud and proud about it to where people, even anybody that we talked to, knew what was happening in our business, it didn't matter whether you just met us or you've known us for years.

 

08:31

So I think that was the biggest thing. And then I it really helped us kick off by doing that too. Because I feel like because of us talking about it, because of us telling people about it when they knew and saying, Hey, this is when our doors open. And so when that happened, as soon as our doors open, it

 

08:48

immediately went to cool. Let me start booking with you. And people were automatically starting to book. So it was kind of fun. Yeah, that's amazing. So how did you lean into the support from the two maids team once you were open,

 

09:04

I think,

 

09:06

you know, we,

 

09:08

as soon as we started going through the process of Meet the team, and they gave us the everything they had, from creating

 

09:16

marketing material, started jumping on it right away, you know, reaching out.

 

09:22

Our trainer that we had, she was very helpful in it, even going on to

 

09:29

our first year when we worked with Kathy and all that. And

 

09:34

every time we've had a question, we've answered people. We've reached out and they help out. We've even reached out to the network.

 

09:43

For us, we were really attracted to the stores that were showing a lot of success, that have shown that they can be million dollar locations, or that multi unit locations, because we wanted to learn from them. So we reached out right away. I think soon as we were really kind of.

 

10:00

Going, we started building those relationships most people and communicating with them. And you know, that's really important. I think we have a good part. Is what I love about being with the two maids is, you know, it we're, it's a fairly big cleaning company, but still has a family like small mom and pop fill in a way, just because everybody knows each other and you can reach out, which is really that means a lot to us as well as we kind of go through, because we could pick up the phone and probably call anybody and reach out. Yeah, absolutely. So you talked about obviously leaning into franchisees. Are there any kind of more formal processes or ways that you lean into your fellow franchisees. At two maids the other day, my trainer was like, she's been training for a while, but she's like, Hey, Chantelle, I really want to talk. I want to, you know, be it better at my my craft at training. And so I reached out automatically to two different

 

11:02

franchisees, and they immediately sent me some materials that might that was a little different than what we were using. And they talked to their trainers and got some stuff and sent it over to where now I was able to provide that to her. Be like, here, look, this is what I have that I can share with you. But then this is, you know, I reached out, was able to get some extra materials for you. And I think it really made our made her happy about that, too. Yeah, talk to me a little bit about your team. How do you find your team? How do you motivate your team? Do you think that that's been kind of second part of the question? Do you think that that the ability and you mentioned, you know, you were recommended in your playbook, hire four people. You hired six, talk a little bit about your team and how that's helped you kind of to be successful in your first year. Well, your first question, how do I find them? I honestly, I just use career plug. I have two ads that are constantly running at all times. So I just use career plug. It's kind of like a centralized area where you can hire. You could put an ad up and it'll hit all the different job platforms from anywhere. It could be Craigslist, all the different up there. So we put it there, and it kind of just gets sent out to all the different platforms to hire. And I know it does indeed the zip recruiter and a couple other platforms. And so I constantly have to, and you'll and the cool part about it, it'll tell you, you can make up your own questions. So in the beginning, you've set up certain questions that you want to ask, like one of them being, do you have a valid driver's license? And I forget what other questions that are on there. And so I kind of go through that.

 

12:40

I always do a phone interview first, mainly because we pay different than most companies. We're commission, right? We're commission based companies. So it's based off they get paid a certain percentage per job that they complete. It's not like, cool, come in and I'm gonna pay you for eight hours a day. That's not the way it works, right? So I always like to do a phone interview first, because it kind of number one, make sure they have a feel of what it would be like if we were to hire them. And it to me, it saves them time, and me time too, because it helps me and break down. Okay, this is the person I really do want to interview. This person I don't want to interview, or maybe they don't even want to interview with us, because they don't like the the idea of commission, and then after that, once I bring them on board, they go through training with my trainer, and they work with her, one on one,

 

13:33

as far as building the team, the dynamics in the team. So we actually just started on Fridays, which is where, instead of wearing two made gear, they could actually, this month is Halloween, so every Friday right now, we're doing like Halloween shirts to where people could have fun. It still has to be appropriate, right? But we want to have fun with it at the same time. And they get really excited about it. They're like, do we get to wear Halloween again this week? I'm

 

14:01

like, Yes, we do. Kind of with your team, right? Exactly? I always provide snacks. We always constantly have food in the in the office, anywhere from for breakfast, waffles to just bread, sandwiches,

 

14:17

Pop Tarts. I always have some kind of snacks for them to take with them as well.

 

14:23

Hot chocolate, cappuccino and coffee are always provided as well.

 

14:30

And then I always have different like, I guess, promotions for them. So sometimes it's

 

14:37

based off of reviews, and whoever gets the most reviews for the month. Can win a gift card, or I try to change it up and make it fun right now, we have, for every review that you get, whether it be a five star or a Google review, your name gets put into a drawing. And I have, like, I don't know if you remember in when you're in school or go to the doctor as a kid.

 

15:00

And you got to go into their treasure chest. So I have a treasure chest as well, yeah.

 

15:11

And they love that. They like to Oh no. I try to make it fun and different to where they enjoy it, yeah. Well, it must be working. I think that's great. What would challenges do you have with the team that you've tried, had to overcome obviously, as you're building a team you know to obviously to build your a successful business that you have, I'll be honest with you, hiring is always the biggest challenge, because an interview is not going to tell you if they're going to like cleaning or not. Everybody that you interview will tell you immediately, I love cleaning. I love it. I love it. Cleaning is awesome. I can't wait to do it as a job. And then they get in there and they do it, and they realize it's it's not as easy as they think it is. Or so. I think hiring is probably one of the biggest challenges. You just constantly have to hire. You can't stop you cannot fit your you can't as soon as you can't step on the brake. You have to continue doing hiring constantly. Yeah, and you can't let it hit you either, because honestly, they're going to they're going to quit on you, they're going to not show up to work the next day, and that's okay. Just keep hiring, because you're going to find the ones that that will stick with you, the ones that love the business, the ones that are going to be there for you. And you can't automatically assume

 

16:21

that a younger

 

16:24

like it's a mixture. You can't automatically assume that the younger generation is not going to come out there and clean, because I have some ones that are young, and they absolutely are killing it for me. They're doing phenomenal.

 

16:35

I have to just go out there and just, yeah, keep doing your thing.

 

16:40

Well, I love I love the culture. I love your fun, jar whatever you're called, I love that. So congratulations,

 

16:49

number one, fastest growing store in the company's history. What do you think has attributed to that success? Because that's an amazing accomplishment. So talk to me, Jared. I'm going to go to you. What do you think has attributed to your success as fast as growing, hitting year one, fastest growing I'll say a couple things. Is first and foremost. If it wasn't for her, we couldn't have done this this way. It'd be straight on. It's like my job, don't tell but they don't have what else so, you know. And the reason why I say that is just because

 

17:29

being on the absentee, semi absentee, side of it, it would have been really hard. But one thing that really helped out a lot, like we talked about networking, do a lot of marketing type of stuff, if there is an event, if there is an opportunity to get our name out somewhere, we're going to take advantage of it. A simple thing that we've done here and in Albuquerque is, you know, the yard signs, like the signs that you'll see, like political signs

 

17:56

I've invested probably, I think, I mean, put on the $900

 

18:01

I invested on 200 signs, they've generated probably over $20,000 in just revenue. So

 

18:10

why?

 

18:12

So it makes sense. And really, the whole idea about it, everyone's like, Oh, they don't work always. And it's, it's okay if they don't work, what do you think they're but what it does is it puts the name out so people see who made it. That was my whole idea about, you know, we have, we have a lot of busy streets out here, and if I can just find a street that has, you know, 20,000 cars drive up and down throughout the day, and my sign lasts one day. Well, out of those 20,000 people, there's going to be, I don't even know how many will see the sign, but that's all I need. I need. I need 10 people to see it, maybe three call and we book one of them. And that's kind of the reality of it. We do home shows. We do I do

 

18:52

a lot of social media posting to kind of get the name out. Anything and everything we can do. We've done car shows. So all it is just to be out there. I mean,

 

19:04

the networking groups have been amazing. I would, I would advise every franchise E to

 

19:14

partake in networking in your whatever there may be, there's the expensive ones out there, and they're the ones that we found that are local, that are cheaper,

 

19:26

but you can invest maybe, maybe $150

 

19:30

$100 in some of these, and it might turn into 1000s of dollars in business for you, but you just have to be willing to go shake Hands and, you know, rub shoulders.

 

19:42

Yeah. Chantal, what do you think's contributed to the success of being the fastest growing

 

19:48

first year location? Everything he said, But as he was saying, I come from retail. I come from sales, and you have to work your leads. So leads are huge.

 

20:00

Much. You can't expect the lead to come in and it just to sit there and it's to sell itself. That's not the way it works. So you have to call it and you have to call it multiple times. You cannot just call it once and be done. I'll be honest with you, we call lead at least three times within the first week, and then I'll put it into to where we call it again in 30 days. Because if you've ever done sales before, you know that

 

20:25

most, not all, but those leads, if they don't convert today, or they don't convert tomorrow, they'll probably convert within the next year at some point, because they're going to need you, and sometimes they're just shopping right now, that's what it is. But if you don't have your name, like he was saying, if they're not thinking two maids when they think cleaning, then you have a problem. And so that's the whole idea. Is when people think I need to get my house cleaned, who could I should I call? It's I should call two maids. That's exactly what should be on the top of people's brains. And if you're not working your leads, you're not getting your name out there, you're not doing the networking. Door hanging is always good. Like making, I make my girls door hang, and they get it. If their customer, they put their name on the door hanger, and if the customer calls and they get a $5 Starbucks gift card. Doesn't like Starbucks, just for doing that little door hanger, then they get some a reward for it. You know,

 

21:20

so different things like that, building your customer the I still believe building your employees as well, because if they're happy, they're going to make your customers happier. And I have, you know, the ones that have been with me. I have quite a few that are hitting their first year with me now, and they have their own clientele, their own customers that want them all the time, which is fantastic, and that's but they're staying with me. The not just the customers, but the employees are staying because they're happy, and then it makes the customers happy, and the customers want to continue doing business with us and doing business with them and stuff. I feel like that's a lot of it, but

 

22:04

you we brought in an assistant manager full time. What two weeks in? About two weeks in because of how busy we were getting. But I also realized, and as owner operator, I don't have time to handle all of my admin, all the insurance, all the payroll, everything else and still handle my my leads on a regular basis. So I brought in my assistant, and she handles leads for me on a regular basis. And I feel like if I wouldn't have done that, I don't feel we would have been converting as fast as what we've been converting on them, because I wouldn't have had time to make all those phone calls that need to be called. She probably makes a good 40 plus phone calls a day. Yeah, that's awesome. Well, you definitely figured out what levers you need to pull to afford the title of number one, fastest mystery of teammates, because I've written down a ton of advice that will recap at the end, but that was a great answer to what's warranted that title, if you will, and what's attributed to your success. So thank you both for the recap there. I'm going to shift gears a little bit, and let's talk about kind of your customer experience. What do you think that you might be doing different in servicing your customer, and then do you have, like a member in year one? I'm sure you have many, but when I talk about the customer, bring up the word customer. Do you have an a memorable experience that comes to mind in year one? Anything stand out as you think about delivering the customer experience of two maids of of Albuquerque and Rio ranching, I would think what we do is,

 

23:46

you know, every every month, we do something a little special for our customers,

 

23:50

and that could be anything from in December, they might get a cinnamon satchel.

 

23:58

But that's the whole idea, you know. And right now, it's October, we're partnering up with the Breast Cancer Awareness Month, and, you know, they get a breast cancer awareness pin. So those are things that are, are, I think, special with what we do for our customers.

 

24:18

As far as memorable customers,

 

24:22

I think

 

24:24

one thing that was really cool that I've seen is our girls have really started to,

 

24:30

like, they got really good with the whole toilet paper order. Oh yeah, which is phenomenal. And, like, just something like, you know, some of the things we get our house cleaned every two weeks. And I told Chantal, like, I want toilet paper art every two weeks because I want to see what's going on. And just last week, one of the girls took someone's toilet paper and made a goat down. You know, we've seen them. We've seen them go out and make roses with the toilet. I mean, so I think those are all memorable things.

 

25:00

Things that we've had customers that really get surprised. I think another one that's memorable that I could think of is there's a lady that knows that. I mean, the type of employee that we cut we I mean a lot of single mothers

 

25:16

that are out there working, and sometimes it's a struggle to, you know, make ends meet. We've had a customer that has been very generous, and they will, they will get food for the girls. They will, they will provide things that we don't even ask. Like, that's the kind of relationships that we're building.

 

25:32

We've just, you know, we've, we've tiered our cleaning of that that customer with that one cleaner she knows we have, you know, 1520 girls that might be the office, and she'll send a box of stuff just to have. So it's those. Those are pretty cool, little memorable things that we've done, we've that's amazing. So you hit on it. And I was going to dive a little bit deeper into this question. So October is Breast Cancer Awareness Month, and you already mentioned that you're doing something special for your customers, and you're giving them a pin. Thank you for doing that. Tell me about the work you're doing with the pink warrior house, and also how you get involved with two maids National Partnership. Cleaning for a Reason. People with cancer,

 

26:15

it's hard. They have a hard time cleaning their own home. They have a hard time taking care of themselves. And we've learned through this experience that by us being able to offer them two free cleanings, and honestly, it makes them feel better, even when they're going through the worst time of their life, having to go through that chemo, having to do that kind of stuff, having a clean home makes them feel so much better. A dirty home actually makes them feel worse, surprisingly. And so being able to be there and be able to provide that for them is amazing. We have so many customers that we've we've done that for but we do, we try to advertise it as much as possible that people know about it. Breast the breast cancer awareness so on that we we've established a relationship with the pink warrior house, where the founder, she's gone through herself, and her family has gone through the same experience herself. You know, we've had family that since we've lost, also through, you know, for breast cancer as well. And what it made her it was really important to kind of establish, and when we came on board, we just talked to her about, kind of what it is. And it was funny because she was like, Hey, have you ever heard of Cleaning for a Reason? So yeah, we're actually an affiliate with them, and and we are we help working. And she's like, that is amazing. She's like, there's not a lot of companies here in Albuquerque that do that. We're one of two. So he can help now tell customers about us. So

 

27:38

that was kind of where we wanted to go in and, like for this month of October, we wanted to take it a step further. Our goal is, you know, try to raise up to $1,500 in their first month doing this, and we're going to donate $2 from every clean we do in the month of October. And we're also giving our clients a discount. We're getting a 10% discount back if they decide to donate to the pink warrior house. And to surprise, you know,

 

28:06

throughout the world, however much, things can be crazy. And you know how people believe, like people are very, very generous, and all you have to do is ask, in this short, you know, 12 days of the month already we've been surprised with customers donating upwards of $100

 

28:25

amazing with, you know, so we've already raised, just from the customer side, almost 500 over $500

 

28:32

so we're getting really close to our goal with our number of claims and but that's the thing. It's, you know, the dollar amount doesn't really matter to us. It's about just give, and can we be part of the community. And we have a big plan for this whole holiday season, from October all the way through the end of the year. So this is just the first give back that we're doing for 2025

 

28:54

we have a couple more ideas coming that are going to start happening also November. Well, that's amazing. Well, thank you for doing that, I think that's amazing that you're offering the discount to your customers, giving, you know, those donations to those very worthy causes. So thank you for doing that for your community. And if anyone out there is listening in Albuquerque in your area, obviously, call these fantastic owners of teammates, get your home, home cleaned and and give to these great causes. Well, I really appreciate you chatting with me today. I want to ask you one, one final question, how has owning the two maids changed your lives?

 

29:34

I would say I think more for our family than anything our kids. You can really see the

 

29:41

pride that our kids have in it as well. It's not just Jared and I it's our kids too. We have an eight year old and a five year old, and they get so excited knowing that, hey, this is our business. This is our company.

 

29:54

But it also has made it a little bit easier to where if there is something like.

 

30:00

My kids having a field trip, I can go right? I can take the day off if I need to, because at the end of the day I'm with the boss, I take my days off. I want to take my days off now.

 

30:12

So I think that has made it a lot better to where I definitely more family time.

 

30:17

Love that, yeah, I mean, it's, I think it's empowered us for the entrepreneurial bug

 

30:24

that we weren't too sure what it would be,

 

30:28

you know. And the whole idea is to have we want as we go through this process. We wanted to make sure it's as possible, and we're going to work hard every day to do that,

 

30:39

you know. And we want to, we want to provide a great product, and we believe we have the name and the company behind us to help provide that

 

30:47

That's great. Well, is there anything else that you want to share with our listener today, or tell me that I anything that you would want to just end with, or is there a question that I didn't ask you that I should have asked you? Yeah, you know, I think the last The thing is, I had, when we celebrated our one year at a customer, or somebody on LinkedIn, they said, How do you feel after one year? What advice would you give? You know, just don't be afraid. And got to give it a shot.

 

31:16

Know, your market, but don't be afraid to try something. It's

 

31:21

it was probably the most scariest experience going into, like, I thought buying a house would be kind of but, you know, going through the process of buying a business and come becoming a franchise, e It was terrifying, but I would never take it back. Like, it's been one of the best experiences so far, and we're looking forward to what we can accomplish over the next, you know, you know years, as they come on, as we

 

31:46

see how things happen. I mean, yeah, don't be afraid. Don't be afraid. Love it. Chantelle last words, I would probably say the same. And I think even if you're no matter what

 

31:59

position you want to take in owning your franchisee, whether it be a semi absentee owner or an owner operator. I think no matter what, you have to be loud and proud about your business. And if you're not loud and proud about it, people aren't going to know about it, which is not going to help. You're not going to do anything. Your business is going to sit there and it's just going to stagnate. So you have to be loud and proud no matter what position you are in your business. And if you're a semi absentee, you can still go out and hand out business cards to people and tell them to call your company, right? You can still go out and network and advertise like just advertise for it. And if you're not willing to do that, you're not going to be successful within your company. So that's really, I guess that's pretty much the only thing I really, really have. Love. It Awesome. Well, thank you, Jared and Chantal, it was so great to chat with you today. I have learned so much. I'm a recap a few things that you shared with me. I love that you said, Have a plan to work your leads. So important, networking critical. You have to be networking. Always be hiring.

 

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Know when to bring in management to your company. You said, after week one, assistant manager or after week two, I think you said,

 

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and critical to have a marketing plan, even as simple as yard signs.

 

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So make sure you're doing that. And community involvement so critical. Thank you both for what you're doing with that and thank you for listening today. I hope you've learned a thing or two about the heart of franchising with two mates. Please subscribe to our channel and follow us on social media and to learn more about two mates or any of our home franchise concepts, Family of Brands, please visit home franchise concepts.com I hope you'll listen next time when we talk to another guest and get to the heart of franchise success. See you next time on the heart of franchising. You.