Aging in Place: How TrueBlue is Solving a $10,000 Problem for Seniors

[0:00]  when someone looks at Aging in place they and for seniors they think of senior modifications and that's only one step of it um is getting the home equipped and as safe as you can but the real challenge that seniors have and I think all of us really have is the ongoing maintenance of the home and for you and I changing the light bulb and getting on a ladder is not a big deal but for a senior it can be extremely dangerous um so from a holistic approach of Aging the plagues it's not just modifications it's the ongoing help around the home and you know whether it's get this time of year you know getting you know holiday decorations out of the basement if they don't have someone to help them with it they're going to try to do it and it puts them In Harm's Way every part of the home interior alterior there's routine bance needs to be done and if not there's

[0:46]  going to be expensive repairs but yet nobody does it so for our business model it's the seniors and it's mainly because they can't do it and it's a safety issue but we also have a broader customer base of people that um or maybe not aging the place but they're busy adults um single parents they just don't have the time all right guys welcome back to a brand new episode of the heart and hustle podcast I'm incredibly excited because I'm sitting across this table with another amazing leader here today I'm joined by the president of True Blue

[1:34]  Home Service Ally Sean Fitzgerald is here with me today Sean welcome to the show man thanks for having me I really appreciate it this is gonna be a cool conversation um because we're gonna be talking about the growing landscape right of Aging in home we're going to talk about some of the challenges that come along with that but also the sense of presence and peace of mind that you guys create in this value proposition specifically you know a huge part of the podcast heart and hustle is learning about the heart and hustle the amazing leaders that represent these awesome organizations like true blue so you know before we kind of get in here Sean how's your heart doing today brother doing great doing fantastic thanks what makes your heart so great today uh it's been a really interesting year um just personally and professionally so it's uh it's it's been pretty you know obviously

[2:23]  there's some challenges you you always got to overcome in life and uh and business and so it's it's you know it's been really good so I can't complain I love it well you know I want to talk a little bit about kind of your origin story here so we'll talk about your early heart and hustle so out of all the things that you could be doing in the world Sean with all of your talents and all your expertise why are we specifically putting so much energy and time into this space here well you know a lot of it like we talk about true blue the business with the purpose and that's you it's really true for me too and it really stems from you know I've been in business and small business and and franchising for many years I think franchising is a tremendous channel for people to get into owning their own business um you know it's very challenging to start your own business from scratch I I did that myself and um

[3:12]  then uh trying to grow it from there and you know franchise system is a collection of best practices it's a really great channel to help people get become entrepreneurs without the challenges of trying to figure everything out and really just helping people focus on um operating and optimizing the business versus all the challenges of figuring out everything on your own so I really believe that it's a great um channel for people who want to own their own business uh and and it's it's a great vehicle for that um but more importantly uh what led me to True Blue was uh my experience in the senior industry um from a professional standpoint I was Executive Vice President of a large senior care company and um really learn to experience what it's like to have to deal with um you

[4:03]  know the challenges of people Aging in place and so also at the same time I was dealing it with it myself personally um you know I had my my mother had cancer and eventually passed away from that but um you know even more surprisingly was my father-in-law who was uh just retired was in this late 60s and fell down the steps uh broke his neck became quadriplegic and eventually passed away from it uh and dealing with that from a personal standpoint and the challenges of the home environment and not just care but the environment itself um really exposed me to um you I said both sides of the business side and the personal side of it and looking at ways to help people age in place successfully and you know there's a lot of great

[4:49]  organizations that are out there that are helping people with care in home care um but like the situation my father-in-law it was a fall and it was prevented could have been prevented and um the home environment is like the last missing piece of the puzzle that Aging in place successfully that people are struggling with and um you know we identified that and years ago and I stumbled on the true blue and was like wow this is something that's really needed very valuable from a business standpoint but also from you know a purpose standpoint and you know at a point of my career where I worked with some very large organizations and looked at True Blue and thought wow here's something that I feel like I can contribute um but also feel really good

[5:38]  about what we're building and um it's really great to see our franchisees kind of do the same thing not only from a professional you know wealth building but also from contributing to the community that they live in and both of those together is just makes it I think it's just a tremendous opportunity and and a lot of fun to get up to go to work every day I want to paint the picture of kind of like the landscape for everybody here right some shocking numbers is we have 10,000 people per day turning 65 years and older every single day ever since the pandemic occurred it seems like we've gone from living in our local communities to something more of a global Community I want to put that into like a national level families moved around a lot meaning seniors are often living by themselves isolated in the homes that they purchased grew up raised

[6:26]  families in so why don't we just put people in a system living facilities and all of these other opportunities in the community why do people even want to age in home um the first uh answer that question is people want to age at home uh there's no better place to be than at home and no one wants to leave the especially if they raise their family the memories just the Comfort level it's just it's just really easy to appreciate why people want to age in place um this the second and most impactful piece of it now is the cost the cost Savings of staying at home versus an assisted living facility or longterm Care Facility it's just really really expensive and um it's not necessarily a better environment for we learned that from Co you know used a lot of people

[7:13]  would put their loved ones in nursing homes because it was for their own Peace of Mind thinking okay we're going to put you know our mom or my dad into a nursing home but that's for their own peace of mind it wasn't where they wanted to go um they felt like it was better and safer and in the long run like I think mentally and physically it is not better I think people want to stay at home and then we learn from covid that there's a lot of challenges and not necessarily being safe in long-term care facilities so you're going to start to see a shift in how people age we're already starting to see it I mean Co just accelerated it but instead of going into a nurse home just because you're old the the the skilled facilities are going to be people who have like serious dementia people who cannot not live at home and and people

[8:03]  are going to be almost like kind of forced to age in place and so we have to have these solutions to help them to do that because you know the it's just too expensive it's too expensive for personally and it's too expensive for the states as well and the states are looking for Solutions well I mean just let's think about kind of like the consumer mindset right everybody remembers what it was like during the pandemic of seeing people talking through glass trying to spend time with their loved ones and I think a lot of people are looking to avoid that in the future even saying that another pandemic is in right around the corner but what if and so why would we not help people live in the homes that they raise their families but more importantly create like a peace of mind in knowing that our family members are safe you know in our previous conversation you made a really cool statement which was I want to be

[8:49]  the Jiffy Lube of the home what does that mean Sean well taking it to another level so when someone looks at Aging in place they and for seniors they think of senior modifications and that's only one step of it um is getting the home equipped and as safe as you can but the real challenge that seniors have and I think all of us really have is the ongoing maintenance of the home and for you and I changing a light bulb and getting on a ladder is not a big deal but for a senior it can be extremely dangerous um so from a holistic approach of Aging a place it's not just modifications it's the ongoing help around the home and you know whether it's get this time of year you know getting you know holiday decorations out of the basement if they don't have someone to help them with it they're

[9:35]  going to try to do it and it puts them In Harm's Way but um the home itself is something that also needs ongoing maintenance and um just like a vehicle and like I use the analogy of Jiffy Lube to the home is that um everybody that I know has a vehicle takes it in for routine service no questions asked like you just got to do it and you ask them why it's like well I want to have expensive repair bills U the home's the same way every every part of the home interior alterior there's routine bance needs to be done and if not there's going to be expensive repairs but yet nobody does it and the reason why is because they don't know that what needs to be done just like your vehicle I'm sure you take people take their vehicles in there's a whole bunch of things that need to be done outside of changing the oil um and the home is the same way so

[10:23]  it's more of educating the consumer on ongoing maintenance to to prevent expensive repairs so for our business model it's the seniors and it's mainly because they can't do it and it's a safety issue but we also have a broader customer base of people that um are maybe not aging the place but they're busy adults um single parents they just don't have the time I mean I was I have two lovely daughters and I traveled a ton and when I came home for the weekend it was soccer games and volleyball games and things like that um I didn't have time to do the maintenance around the home so having a solution like that I think is going to be uh very beneficial for people but also the the cost savings associated with it and just the routine maintenance I think it's really

[11:11]  interesting how we've gotten to the point where people are thinking about their time differently right the time that it takes to maintain your own home right is difficult for a lot of people because of these busy lifestyle schedules that we live today especially for our seniors um I think about my 91-year-old grandmother who lived in Yakama Washington who is still giving us updates on the weekend to say hey I got all the Christmas decorations down from the attic and it's like Grandma first of all you're 91 years old you're about to give everybody in this text thread a heart attack knowing that you're climbing up on a ladder so I wish that there was a service like true blue to be able to come and provide those Services now are seniors reaching out to you guys or is this more so the concerned family member the solder the D the S the father I'm sorry the son the daughter the son-in-law

[11:59]  yeah yeah who's reaching out yeah it's mainly and and and that's just um if people who are in the senior care industry will say it it it really stems from the adult children and they're usually getting referred to from the medical community and um mainly because of awareness it's just that they don't know that there's services like this out there to help people age in place um and it's just not seniors want to maintain their independence and if they ask for help they perceive that as they're they're losing their independence and they're afraid it's going to trigger their children to put them in the nursing home so a lot of times um seniors will not really reach out and ask for help but once they get it they love it they love the services and we learned that in the senior industry so

[12:46]  um you know that that awareness is really key to it and you know the really exciting thing about our business and where we're going as a brand is that you know aging a place is no longer something new and people are doing it the question is is now how and how to do it successfully and we play a significant role in that and if you look at people who struggled with having loved ones Aging in place um and I saw it in the senior industry people would you know put their loved ones in living facility or move them into their homes and they just said we just couldn't keep up at the home anymore you guys did great taking care of my mom or dad but we just couldn't keep up with the home so with true blue working collaboratively with the senior carrier industry I feel now that we can people can get their home stay in their

[13:33]  home and get care if they need it the maintenance all that type of stuff to make it a safe environment for long-term ability to age in place and it's going to save them a tremendous amount of money it's going to save families tremendous amount of money and if you look at what a typical um aging process looked like you know today or you know five years ago um they would move someone out of their home home they would sell the home and then use that money to pay for assisted living well assisted living is extremely expensive there's estimates from anywhere from $6 to $10,000 a month average home in the United States is you know 400,000 whatever that three $400,000 I'm not really great quick on math but that's not a lot of months and

[14:20]  so they actually then run out of money and then they're awarded to the state which then they're moved into a State run nursing home and you know that's not a pleasant experience whatsoever so it's really kind of a sad scenario if you think about it and we want to reverse that and we want to keep people in their homes provide solutions for that and there's a lot of um lot of benefits to Aging in place and the most important thing is you can do it and you know when the adult children that are out there is like you can have the peace of mind if you plan accordingly um have the right Services coming to the home whether it's true blue or whether it's a senior your Care Organization can be Companion Care all the way to full medical uh and save a lot of money and probably even retain the value of the home because having it

[15:09]  maintained is going to be important because if you have a loved one living in a home that's not maintaining it we all seen it I mean it's the reason why people flip so many houses you know someone lives in it and does nothing to it for 30 years they buy it the family sells it for you know heavily discounted because it needs so much work they put a little work into it it to make a lot of money well if you just maintain it you can retain that value of the home and so when you do eventually sell it the family can get more money as well I mean this is a beautiful model because we're talking about protecting two very important assets which are our senior loved ones in our family member or in our family but also the home and asset that they were able to accumulate over their lifetime as well so like this is a really beautiful onew punch of protecting the most important asset but also protecting the Dignity of your

[15:56]  loved one as well and lying for them to stay in the home like they've always planned to do which is really really cool to think about yeah it's actually kind of ingrained in our in our mission and vision and core values that we actually talk about protecting the most valuable asset which is their home and their families and so their loved ones right so those are typically the most two valuable assets of most people in United States is their loved ones and their home and so we're you know with true blue we feel like we can protect uh both of those and it really relates um interestingly Beyond even seniors because of our high standards that we have um you know we we modeled the senior care industry so our employees are our they're our employees they're screened they're background check they're insured and we want to know who's going into somebody's home just

[16:43]  like if you were going to get a caregiver to come in your home you want to know what their background is and so that's our model that's our business and so it resonates with everybody because the minute you open up your front door and let somebody in your home that's the most V vulnerable place there is uh and like I said I have two daughters I travel a lot someone who came into my home that was a big deal and so having an organization like true blue who we you know take it very seriously the fact that we know we're going into a vulnerable place in homes with seniors or or young families and their children and to make sure that we have there are employees and and we have those same high standards to Ure that uh they can trust us I think it's really important to hammer home some of like the the business metrics behind this right we've

[17:30]  got 10,000 seniors per day turning 65 years and older each day so the total addressable Market continues to grow it seems like from a position in your professional career you've kind of like planted the flag and now we're just waiting for the marketplace to evolve around us because of your strategic positioning of protecting the most invaluable asset in the family member but also the home as well and all the maintenance that comes along with that like this is a very strategic big opportunity as time goes on oh yeah it's it's time is on our side is what I tell our franchisees is um because the fact that we're we're it's we haven't even scratched the surface on um the industry itself and and awareness I should say uh and a lot of this is beginning to be subsidized by whether it's Medicare

[18:17]  programs um uh and other health insurance potential programs but we're starting to see a big sweep of across the country where you know California Texas they they they've already established uh set aside money for senior modifications uh for people to Ag and play successfully and we see that a lot of our services are going to be subsidized in the future especially the maintenance because the maintenance piece is is so cost effective but the maintenance for us from the senior piece of it is really fall prevention that's the real piece of it it's like yeah it's it's maintaining the home and keeping it safe but what really is valuable to the community and impactful to seniors is fall prevention which is the

[19:05]  biggest challenge that people face with with aging in place and I believe that um most of those Falls occur occur because seniors are doing things they should not be doing which is routine maintenance or just changing light bulbs and simple things so with our model we you know we do a senior home safety assessment we do we can do the modifications so grab bars and things in the bathroom to make it safe but the last piece that that hasn't been really offered is that ongoing subscription maintenance where we can come in and take care of the maintenance or even to-do list chores uh which seniors tend to try to do on their own and and this service is just going to Contin to be in demand and as awareness of this happens and more people age in place people are

[19:54]  going to live longer um you know advancement Medical Technology it's easy to see that we're all going to live longer and that's great um but there's a big challenge with people living longer and that is what are we going to do with all these people Aging in place and how are we going to support them and how are we can prevent you know major challenges and you know we feel like we're in a great position to help with that man you guys are hitting on so many important factors right maintaining the asset like I've said a couple times here family and home but also you're combating a macro issue that we see in society which is isolation and loneliness right right and that's one of the biggest threats that we see to an aging population is when everybody lives in their own homes and their family or their loved one significant other starts to pass away you've got an individual in the home now and this is just like a what a beautiful

[20:42]  business so here's a question for you at this point in time in the in your career is this about making money or is this about fulfilling purpose to be able to serve the community and as a b fact or a byproduct you're also going to make a ton of money here in the future as an organization yeah as an organization it's it's both I I mean it the main driver is the purpose I mean it's why I'm here I can go and work in franchising and any the industry but what what I love about this is it gets I feel like really helping people and you feel really good at the end of the day um the other side of it is just that the opportunity is tremendous and the the scale of what we can get to as this brand is is like nothing I've seen in business before so that's why I'm EXC I'm excited about both really um and

[21:29]  then that's what makes it really cool is that the the the financial rewards for this is can be huge but the personal rewards and impact in the community you just don't see that very often in life where you can uh have both of those together usually you're sacrificing one for the other and here it's it's we get the best of both worlds what is the biggest lesson that you've learned kind of working in this space over these years can you share with us uh the biggest lesson is it's not going to not going to fall in your lap you got to go and tell the story um traditional marketing is really hard when it comes to working in the senior industry so that means you got to go out and network you got to go out and tell the story uh educate people um so

[22:17]  there's a lot of hustle uh needed to be successful you can't just go out and run PPC ads and run campaigns and and expect a phone to ring the this is an industry that um is badly needed but it's awareness and and and it requires that education to the influencers and those influencers of people in the medical community supporting senior industry whether it's Elder attorneys real estate uh people um there's a vast majority of people are helping people that are aging uh and it's just out there creating that awareness and um you know that's the that's the the one thing that you know learned the most from it is that it's going to take uh that that V being visible in the community and we we train

[23:05]  our owners we want our owners to be the local Authority on Aging in place um especially with the home environment aspect of it and um you know and there it's not it's not hard to get people's attention uh once you start talking about what we do and how we help and usually once we get our story out the first response is this makes so much sense yeah and why hasn't someone done this earlier so I want to ask a couple questions about kind of building a culture of a team right so we talk about how we want to be the Jiffy L of the home we're talking about protecting the most important asset of the family both person and home but we're also talking about creating a peace of mind so when you guys show up into the home I'm guessing that the way in which we present ourselves how confident we are how nice we are as people directly

[23:53]  conveys the relationship and the value that you have with these seniors so how are you thinking about trying to pick the right type of people to go into somebody's home recognizing that that's such a sacred space like you talked about with your daughters yeah it you know a great question um I think there's a really cool opportunity here on so many levels and we talk about here at True Blue we talk about like so much like the business of the purpose and that what that mean and and part of it is obviously enhancing the lives of seniors but we also feel as if our model enhances lives of our owners right because now they can be entrepreneurs but also can enhance the lives of our technicians and what I mean by that is is that the industry is notorious for horrible service unreliable um and no one trusts anybody

[24:42]  and there are good technicians that are out there there are really great people who are are handyman and really like helping um that's why they kind of get into it because they feel like they're helping people and so we feel like with our brand it's an opportunity for to put technicians in an organization where they can act their their services are badly needed and appreciated and at the end of the day they can go home and feel good about you know what I work in an organization where we help people age in place versus just like I'm a handyman and there's something really cool about that too so it all kind of comes together like just like our purpose as a business itself the purpose for our business our franchisees as business owners and the purpose for our Tech

[25:28]  technicians um to be able to do well from a career standpoint but also a purpose standpoint and I will tell you this I'm coming from the senior industry um you know having a technician come to the home for a senior is probably the highlight of their week if not the month and um that's pretty neat you know it could be distracting and we we train her our our technicians on that but I mean you're so appreciated and there's just some there's something in life about working hard and being and appreciative for the the work that you do and man you really get that with with our customers d i I would have a really tough time being one of your guys' technicians because going into these homes I'm guessing that when somebody knows you're

[26:14]  showing up on a Tuesday like today you walk in the front door there's going to be an aroma of like cookies or something that are cooking you know what I mean and like of samples and I'd be having a really tough time trying to keep it together talking to all these grandmas out here and all these grandpas you know yeah and they and they and then they they appreciate it so much I mean it's just like a little thing like a a running sink or a squeaky front door it's not shutting properly something so simple like that and the appreciation they have I me just it just makes having somebody there just makes their day but then that little annoying thing that's been bothering them for months gets corrected and they're just estatic and man it's really cool so what are we excited about in the future as we kind of wrap up 2024 at the time we recording in this 2025 is right around the corner so strategically big

[27:01]  Vision wise what is what are you thinking about kind of as our new year approaches this year uh the year or even Beyond year and Beyond let's start with 2025 what are some of our lwh hanging fruit and then far beyond what are we thinking about in the future too I I honestly feel that 2025 is going to be our breakout year as a brand I mean we we we're now over a 100 franchise territories and then franchising that's a huge milestone I think only 90% of franchise systems ever get past a 100 so the fact that we're like at that Milestone and from here it's now just um getting the coverage and what I mean by that is like uh we want to be able to have franchisees and in all the major markets so we have good coverage because what that will lead to is what we call Strategic Partnerships and alliances

[27:50]  with larger organizations whether it's local hospital groups that can refer out because if we don't have the coverage they're less likely to refer out because they don't want to refer out our services and then we don't have somebody there that can do the work or help that senior and so I think we're going have a breakout year and in in developing our organization um our franchises are doing extremely well uh we're seeing very healthy growth year-over-year most of our systems only a few years old and like I said before time is on our side so I think we're really gonna like hit our stride in 2025 now long term it is extremely exciting because again as we grow we get that coverage um more of our services are going to be subsidized through different types of programs and whether it's you know we're already

[28:37]  starting to see it and so what does that schedule look like Sean because we talk about subsidization coming from the government right more and more money is being poured in here is there like a published schedule anticipation what the next years are going to look like because that would sound like an amazing opportunity to wait for as more government money comes flowing your direction yeah um there it's already happening yeah each state has some programs like there's veteran programs for example that sets aside a tremendous amount of money um so each state has some type of programs but what you're going to start seeing and what I think like States like California and even Texas where you know it's not even a need base it's actually Age based so in California if you're 65 and O older you're eligible for $7,500 worth of senior modifications to your home per

[29:24]  person so you don't even have to have the need you're just at Age based so now it's broader coverages and I think you're going to start seeing that because the states are recognizing that if we can prevent Falls we're going to have a lot less medical bills and Medicare you know costs and so whether it's saving now or just preparing for more people Aging in place the other thing that's really interesting about where this is all going is the medical community is kind of doing the same thing with healing in place so you know years ago if you went in for a major surgery you're probably in the hospital for a week I mean now people are having heart surgery and they're home that afternoon and why well because of advancement Medical Technology they can get monitoring they can get medical care in the home they can even send the

[30:12]  equipment all that hospital beds but the difference between that and a hospital is that you know the house itself is not a hospital room so it's not the bathroom's not equipped with grab bars and things like that so we feel we're going to play a significant role there too because the future of the medical industry is going to be more outpatient you know the hospitals I said like I I speculate the hospitals are going to be surgery centers and icus everybody else is going to be discharged at home and then the care and all that is going to be and we were seeing it with tell Health all of it just like Aging in place the missing piece is the environment itself and we feel that we can play a significant role in that with fall prevention not just seniors so the biggest issue with Reit rates with with

[31:00]  the medical industry is Falls and so we feel that we can provide a solution to that and for someone who's relatively young if they get like knee replacement or something they don't want their bathroom look like a hospital bathroom after they've healed so they're going to want all that stuff removed and go back to where it looked before so there's a tremendous business opportunity there so it's it's pretty exciting the future and uh and it uh it and it just it we're getting closer every day it just seems like I mean I think about a world right where we have a discharge coordination manager from trueblue who is a part of the comprehensive care team who's like okay you're going home for surgery today well one thing we need to make sure is that your bathroom is taken care of well guess what we've got $7500 from the government that says we can modify your bathroom and the best part is we can

[31:48]  come back and handle all those other type of chores that you need while you go through your healing process and guess what hospital CEO odds of them falling down and having to be readmitted for this hip replacement that they just had basically none because we're going to be touching points with them as well like what an amazing model to start rolling down the hill man yeah and like one of the things you touched on is just the routine things around the home like if if someone has a hip replacement and the light bulb gos out they can't go and change it caregivers can't go and change it either and so there's a void there and we can fill that void and so it's a tremendous business opportunity and and the future is very exciting for us man I'm jacked up okay so let's uh let's let's talk a little bit about kind of how you're thinking about things like technology artificial intelligence right all CEOs and presidents and Business Leaders today are trying to get their

[32:36]  arms around what this could mean for their business so how are you looking at this new world of tech impacting a space like Aging in place healing in place Senior Care yeah um there's there's some interesting just developments everybody everybody's playing around with AI can see it but you know one of the things that's impacting our business today that we're starting to see is just use utilizing AI for estimating projects um and uh making it easier for operators to do that and uh you know that that's something that's going to make it much more accurate and more efficient for our our owners which means it's a more profitable business because that's the one thing that impacts profitability is is proper estimating and time and and so forth so utilizing that type of technology is going to be interesting

[33:24]  but also just you know from scheduling uh especially with our subscription piece of it to be able to plug in utilizing AI scheduling and all that stuff it's just it's going to take a lot of the the the variables that are sometimes tough to utilize AI for that yeah I mean it's it's really interesting time because this technolog is coming I think a lot of leaders right now are trying to look at this through the lens of curiosity that says like how can this fit in our space you know what I mean but there are so many efficiencies to be had which is really powerful so you know Sean one of the things that we have here on the podcast is a tradition where previous guest wants to ask you a blind question okay so previous guest is an awesome guy um named Jay who's a uh the CEO and founder of a company called reputable recruiting reputable recruiting I messed up when we were talking on his episode too his question

[34:12]  for you was if you could go back in time and do one thing differently what would you do and what lesson would you take with you from that experience what a great question um so I'll have to go that that one's easier for me because um in starting going way back when I started my first business um you know we we we franchised it that's how I got into franchising but then um we actually went public and it was during the dot uh bubble and we were public for like three weeks and then the stock market crashed and uh you know the rest is kind of history when it came to that but um you know if I could if I could go back and go back to that time and period and and not not listen to the hype and

[35:04]  you know kind of have confidence and our our business model was great we knew it was great but you know we we it kind of went after that you know kind of what was hot at the time and uh I think if we would have just uh had been more strategic in our development and growth um you know it could led to a much better result than than that but you know that's life you learn a lot of lessons from it too though you know what's interesting to me is while while you were speaking there I think about the concept of like time Horizons right we talked a little bit about this in this conversation today if we're trying to build a business to be successful in the next five years we make a certain type of decision right if we're looking at this business being successful over the next 20 years we make different types of decisions the beauty that you

[35:51]  have in this model is sometimes time just takes time and the marketplace continues to grow around you which is a beautiful place to be trying to catch all those opportunities that are falling from the sky so I'm really excited for kind of what the future of you know true blue looks like for you guys man it's gonna be a fun and time to check in at the end of 25 26 and see what's going on yeah it'll be hopefully it'll be uh a lot of great stories to tell well Sean do you have uh any closing remarks for anybody who tuned into to the podcast today how can they find more about true blue how can they find you follow along with your story because you know we're all excited to see how this grows over the next couple years yeah obviously LinkedIn for me um Sean Fitzgerald and um you know if you're looking for our services for a loved one um it would be you know true blue ally.com and there's no e after the use of TR BL and if

[36:41]  you're interested in our franchising opportunity it' be true bluf franchise.com uh and so those two sites and they can get you the information you're looking for there you go guys well Sean easy to understand why you're the definition of heart and H hustle brother so thanks so much for coming on the show I really appreciate it man we'll catch you guys the next one