This week we’re talking with the Senior Strategic Guide at Profit First Professionals, Billie Anne Grigg.
We discuss how important it is to structure Profit First for your specific business and industry, common pitfalls for those just starting to implement Profit First in their business, what Real Revenue is and why it matters, and how Profit First helps contractors survive seasonality.
Subscribe for free resources and to be notified of future episodes at contractorsuccessforum.com/subscribe.
Subscribe and download the episode on these podcast apps:
Watch a video of the episode and read the transcript below.
Rob Williams: [00:00:05] Welcome to the Contractor Success Forum. Today we have with us an incredibly special guest, the coach of all the coaches of the mastery coaches at Profit First, Billie Anne Grigg. Billie Anne has got such an amazing history. I spent all this time stalking her last night, even though I already know her! She’s my Profit First coach and she’s Wade’s Mastery Profit First Coach. And she is actually a Mastery Profit First Professional, as well as coaching all of the, the coaches. So she’s like our sensei.
Wade Carpenter: [00:00:45] I think she’s like a PhD of the–
Rob Williams: [00:00:49] She is, she is she’s amazing. Oh my God. So being the head coach of the Profit First Professionals, the coach’s coach, she also had her own company, Pocket Protector Bookkeeping, that’s pocket protector dot com, just in case you need to know, and it is still there. She serves a little bit more as advisory role because she’s busy being all of our senseis and coaching people in the Profit First world. But she also– God, the titles and stuff. It sounds so cool. I just want to say these things. It’s QuickBooks Online Pro advisor, Live Plan expert advisor, Freshbooks Certified Bean Counter, Mastery Level Certified Profit First Professional and the guide to the Mastery Profit First Professionals.
Good God. The amazing knowledge we have on here. She writes so many articles. I went through eight pages. It was grueling. Just one of the sources. What is that source called?
Billie Anne Grigg: [00:01:53] Was Fundera. They’re now NerdWallet.
Rob Williams: [00:01:55] Yeah, Fundera, NerdWallet. I mean, the articles on this stuff, I could have gotten another MBA, just reading all these articles.
So anyway, that is Billie Anne Grigg. We’re so excited to have her and now, about our show– just a little bit. Look at our show notes, go down there, go all the way to the bottom. Rate us with five stars. If you don’t like us, just don’t rate us, okay? see what else, share our show. You can share it all these other episodes. If you listen to this, you’ve heard me tell you how to do that many times.
So now the other three amazing people we have on here are our three long-term construction industry professionals. We have Stephen Brown, a construction bond agent with McDaniel-Whitley bonding and insurance agency with over 30 years of experience, underwriting and placing bonds for you as contractors.
And we have Wade Carpenter with Carpenter and Company, CPAs, helping contractors nationwide become permanently profitable for over 30 years. And I’m Rob Williams, your profit strategist with IronGate Entrepreneurial Support Systems, driving profit in your businesses with decades of vertical integration as a contractor, manufacturer, aviator, financial strategist in the construction industry.
Whoa man. I’m out of breath now, guys. So this is great. So we’re talking to Billie Anne today about Profit First and Wade, what kind of questions you had some great–
Wade Carpenter: [00:03:32] Well, I mean, I think we talked about this, when I read Profit First for the first time, I thought about, you know how this really applies to a contractor. And the more I got into and I was like, well, there are definitely some quirks to construction that are not really addressed in detail in the, in the book Profit First.
So I was hoping Billie Anne would enlighten us a little bit about some of those differences and why it pays to work with somebody like Rob and I, that specialize in contractors.
Billie Anne Grigg: [00:04:03] Oh, absolutely. Yeah. Thank you guys. So every industry has nuances, right? And I’m going to say that construction and contracting has more nuances than many. One of my long time clients in the bookkeeping business is an engineering consultant and we talk about things other than his books. And one of those things we talk about is the various demands on construction and contractors here in the state of Oklahoma. And every state has different requirements.
So this industry has so many demands on cash and a lot of those demands fall under the materials and subcontractors category in Profit First. So just to kind of clarify a little bit on that, in Profit First, materials and subcontractors are what we call mats and subs.
Those costs are basically the direct costs that go into producing your product or performing your service. It’s different from cost of goods. It’s different from cost of sales. I know a lot of times contractors and construction companies will kind of burden some of their overhead costs into cost of goods.
We don’t do that in Profit First. So I mean, you have supplies, you have your subcontracted labor, you have your permits, any permits that you need to get. And all those other costs go into this mats and subs category.
Which, instead of clarifying can actually make that whole category pretty amorphous. And you’ve got a lot of potential profit loss going up into mats and subs, unless you’re working with someone like Wade and Rob and someone who knows the nuances of your industry and they can help you structure your Profit First setup to give you clarity. That’s what Profit First is all about. It’s about giving you clarity about where your cash is going, how it’s flowing, how you can pay yourself, making sure that you are as profitable as you can possibly be.
So when you’ve got your your Profit First account set up in a manner that suits your industry, which is something that only someone who understands the industry can do, because look, I am not a contractor specialized bookkeeper. I know a little bit about it, but I’m not a specialist at all. You need someone who can really help you see exactly what you have available to pay your suppliers and your subcontractors.
And more importantly, you can use that account as a reminder to make the payments when they are required. So you see money sitting in that account, Hey, my state requires that I pay this contractor or the subcontractor in a certain amount of time, if that’s the case in your state, and I know that’s the case in Oklahoma, then you see money sitting there, you know, Ooh, it’s time to make a payment.
So that’s just one way that working with someone who specializes in your industry can really help you implement Profit First in a way that’s going to help you run your business more efficiently, more effectively, and most importantly, more profitably.
Rob Williams: [00:06:47] Stephen, hearing that as a bond agent, do you think that’s helpful?
Stephen Brown: [00:06:51] Oh, I know it’s why a bond underwriter says yes to a bond. It’s your ability to show that you can make a profit. That’s the key to getting bonds. And main thing that I’m running up against is just letting people know what Profit First is, what it does for it. It’s a, a great business system for getting contractors’ books squared away and for getting their mindset right about what’s important. And that’s kind of why we’re all here together.
Rob Williams: [00:07:19] Yeah. Because we talk about that a lot and then, I talk to people, during the week in between our shows, if there’s ever any time between these wonderful shows that we have, and it is like, why do we do Profit First? And what is that benefit? And then to Stephen and them, gosh, how long has it taken you to really get the feeling, and I know it grows and grows more, about how Profit First is going to help these people and I just want everybody to get on Profit First that’s listening to it, not just for us as the coaching, but you know, it’s here to help the people.
I don’t know if there’s any specific questions from you, Stephen, but you know, I, I, I’m wondering, with Billie Anne, she said, it gives clarity in there. I love the word clarity. That’s what I was always looking for as a contractor. I was not clear most of the time, and I could just have clarity to get through that next day.
And it just starts out your day when you look at your bank balances every day and you can actually see where you are rather than seeing that big, big bucket of money that’s not yours to spend.
Stephen Brown: [00:08:26] It’s hard to have clarity when your business is managing you and you’re not managing it. There’s a lot of stress involved. The construction industry is stressful enough. And Contractor just want to build.
Wade Carpenter: [00:08:39] Billie Anne was kind of pointing out the materials and subs, and why we do that, because too often, I see contractors borrow from the next job to pay for the last job’s subs and materials and those kinds of things. And, and the concept of real revenue, I didn’t know if you could dive in a little deeper on that.
Billie Anne Grigg: [00:08:57] Oh, the concept of real revenue. Yeah. So real revenue, what that is from a Profit First perspective, it’s kind of like your gross profit, but really what it is is when you are doing a job, the client or the customer pays you a sum of money. But not all of that money is yours. There is a demand on that money for your supplies, for your subcontractors, all of those things that are kind of pass-through costs.
They’re, they’re not really passed through in the traditional sense, but it’s not your money, is basically what we get at. So the materials and subcontractors, we subtract those costs from your top line, the total amount that the customer pays you, and we arrive at real revenue.
That is your business’s money. That’s not your money as the contractor, it’s your business’s money. That’s the pool of money that you now have to pay your owner’s compensation, you have to pay yourself from it. You’ll have to set aside some of it for profit. You have to set aside some of it for taxes because the government does want their share.
And then you have to set aside your operating expenses. So those are your overhead costs– something that can get blurred if you’re burdening your overhead into your cost of goods, the category on your P&L.
That is the importance of real revenue. You can be a $5 million company, and when all is said and done, you might only have, let’s say, a million dollars in real revenue. I hope you have more than that if you’re a $5 million company, but it can happen. And it’s really, really eye-opening to see. Oh, wow. Okay. So actually a lot of my money that comes into this business is going to produce my product or, or produce my service, complete these builds, these projects. And I don’t have as much money to work with in my business as I should. So, I mean, again, here, we’re back to that word, clarity. The real revenue just really gives you clarity about how much money you’re playing with in your business, how much you have to work with.
Rob Williams: [00:10:50] Yeah. And working with a Profit First Professional, I always get the question. Well, well, there are kind of two overriding questions. First, everybody tends to want to have a revenue goal, rather than a profit goal. talk about profit. So I guess instead of saying both of them, let’s think about that.
How do we as Profit First Professionals, get them to focus on that? And, well, the second part of the question was, what is the process? Why don’t they just read the book and have a chart, like I tried to do for the first year or two before I became a Profit First Professional?
Billie Anne Grigg: [00:11:28] Yeah. So I think a revenue goal is good. It really gives you something that you can look at, just kind of as a snapshot, but it’s even more important to have a real revenue goal, because that tells you how profitable you are being, at least, from a high level. You, you don’t, you don’t want a $5 million company and only have a million dollars in real revenue.
And if you have that, get it to 1.5 million to start with. But as far as working with a Profit First Professional, I mean, that all goes back to the nuance, again. The book Profit First is written for all businesses across the board, any size business, any industry business, that’s pretty broad. And it works. I mean, you can read the book and implement Profit First and have benefits, but you’re going to skyrocket that. You’re just like giving it rocket fuel if you work with a Profit First Professional who is an expert in your industry. Who understands these nuances. Who knows things that just, I mean, you could have the smartest bookkeeper or accountant in the world, but if they don’t specialize in your industry, you’re going to see their eyes glaze over when you start talking to them about, oh, well, in my industry, we have to do X, Y, Z.
Rob Williams: [00:12:34] The conversations that I have with the new people coming in, or the prospects for Profit First, are usually about the revenue, and what they can be doing instead of…
Wade Carpenter: [00:12:46] Your QuickBooks or a budget or a spreadsheet, they don’t work.
Billie Anne Grigg: [00:12:50] Yeah. They don’t unless you have a CFO-level person that can actually translate that information into something that you understand within seconds– I’m not even going to say minutes because I mean, contractors are busy, right? They don’t have minutes to spend trying to understand this stuff. It needs to be like this, that, that they can understand it.
The budgets and the P and L and all of those things in QuickBooks, they’re great for accounting professionals, or they’re great for people who have a degree maybe in finance or something like that. Not so good for, I don’t want to say your typical contractor because who’s typical? But for your, your run of the mill Contractor, you have to take so much time to understand what those particular things are saying to you about your business, and Profit First, you just look at it. You look at your accounts and you’re like, okay, now I see what’s going on.
Rob Williams: [00:13:40] The revenues equals headaches when it’s not the profit, a lot of times people don’t think about it. They just have the revenues. That’s more things to deal with. So if you could have the same profit with half of the revenue, then you’re going to have half of the headaches.
That is a real big quality of life issue. And then the other part is, I was recently talking to a contractor and he was like, I want to get this thing going, you know, the speed to get this going. Because it took me a couple of years. I did everything wrong. That’s why I’m so good working with people.
Because I know all the mistakes you can make if you try to do it yourself without a coach. So, but yeah, the headaches and then the speed getting it to market.
Billie Anne Grigg: [00:14:20] Oh, absolutely.
Wade Carpenter: [00:14:22] I remember almost two years ago, sitting in Profit First Live and Billie Anne taught us what we refer to as the m&m game. I don’t know if you want to expand on it, but just putting it in, in this bucket that it goes in, that was just such a powerful exercise.
Billie Anne Grigg: [00:14:37] Yeah. Yeah. I’m glad you enjoyed that. The m&m game, it’s just a really fun way to experience Profit First, right there in the moment. In 45 minutes you go through, here’s how you probably are already running your business, where you have all your m&ms on one plate, and you really want to eat one, but you don’t know if you can or not.
You, you don’t know if you’re going to have enough m&ms to pay your rent. And, we actually structure the game to where you’ve run out of m&ms. And then we do it the Profit First way to where you actually get to eat an m&m at the end of the game, you get a couple of m&ms if you want; if you’re Rob you eat all your m&m’s before you play the game.
Rob Williams: [00:15:09] Sugar buzz.. I had a headache going there, baby, and I did run out of
Stephen Brown: [00:15:14] m&ms with Rob Billie, Yeah.
Billie Anne Grigg: [00:15:17] Yeah. I probably should have used what at edamame beans or something.
Rob Williams: [00:15:19] Yeah,
Billie Anne Grigg: [00:15:20] Lima beans. I don’t know.
Rob Williams: [00:15:23] So anyway, I didn’t didn’t want to ruin that M & M thing, but you were just talking about when you run out of m&ms, one of the big points is, gosh, we’re in a boom. The construction people, gosh, I mean, most of them are clamoring over each other for jobs and revenue and not sure where their profits will be because the material prices have been changing so much–
Billie Anne Grigg: [00:15:46] yeah.
Rob Williams: [00:15:46] And depending on where they are, they could be dramatically affected based on what their trade is. But, how does Profit First protect these people going through these cycles?
Billie Anne Grigg: [00:15:59] Great question. And this is where I really geek out. So Profit First, it’s a percentage based system. And one of the mistakes that I see people make, who try to implement Profit First on their own is they will put, especially in their owner’s comp account, they’ll put in just the amount of money that they need to pay themselves.
And they might do that with their profit account too. They want to go for flat dollar amounts. Profit First is a percentage-based system. So what that means is when things are good, when you’re in a boom, like we are right now, you’re going to be setting aside large sums of money into your various accounts.
Now, the kind of downside of this is that can cause you some temptation, especially when it comes to that owner’s comp account, because you see all that money sitting there and you start thinking, Hey, why don’t I just sweep this into my personal account? I can do that, right? It’s my owner’s comp. I can do that.
Your Profit First Professional is going to help you avoid that temptation. And you have to avoid that temptation because every business has seasonality. Now that can be seasonality in the traditional sense: you’re busier in the summer, slower in the winter, or it can follow financial trends. Like what we’re seeing right now; we were seeing seasonality both in the seasons of the year, and also people are wanting to build.
If you pay yourself a steady salary and you let that cash accumulate in your owner’s comp account, what’s going to happen is you’re going to be building a buffer of cash in that owner’s comp account. That means when business slows down as it inevitably will, it’s all cyclical, your personal finances aren’t going to suffer. You’re not going to have to be looking at your credit cards thinking, oh man, I’m going to have to run these up again. I just paid them off. It gives you breathing room to make wise decisions for your business.
So, I mean, my guess is everybody has been there. I know I was before Profit First, where you take on a job that you shouldn’t take on, just because you need to make the bills. So you need to pay the bills. Any money is good money, right? That’s not true. And we all know it’s not true, but we’re going to do it if we’re stressed out. So having a percentage based system like Profit First, that lets you set aside money when things are good, so you have that reserve when things slow down a little bit, it gives you so much peace of mind and breathing room, and it makes you a better business owner because you’re not focused on your own survival. Your survival is taken care of, and now you can work with your company and help your company remain profitable and viable and as healthy as it can be when the others around you, maybe aren’t doing so well.
Rob Williams: [00:18:24] Oh, yeah, that that’s amazing. Because I think, all of us here, we we’ve been through quite a few cycles. We’ve got plenty of wisdom. That means we’re old, you know, in, in this thing for decades and decades of going through here. Stephen, is that helpful? Do you think your bonding contractors would have fewer claims if they would have these buffers of Profit First ?
Stephen Brown: [00:18:47] It really does because you know, a bond underwriter can kind of look at the year-end financial statements that Wade and other construction professionals put together. That really sets a standard for the whole year. They want to see how much working capital you have and your net worth, and whether you made money or not.
And then they want to see whether you had profit fades on the job. So they want to see completed job schedules and con contracts and progress schedules. And they want to try to figure out what your backlog gross profit is. And so that pretty much sets the standard for the whole year to come. Now, you can run internal financial statements and you can get work on hand reports or work in progress reports with balance sheets and income statements regularly in-house to your accountant, but those are the numbers that really set the tone for what the bonding companies are willing to do for the next year.
Keeping that in the company and not taking it out is a mindset that all the underwriters want to try to figure out about their contractors. What kind of contractor are you? A contractor with the reputation of taking everything out of their company and leaving their company spinning for any number of reasons is a risk that they’re nervous. You may disagree Rob, but some of them actually, go, go buy airplanes and stuff.
Some companies are big enough to afford airplanes.
Rob Williams: [00:20:07] Go buy airplanes-
Stephen Brown: [00:20:08] Some companies are big enough to afford airplanes. I’m all for airplanes, Rob, but some are
Wade Carpenter: [00:20:14] I think you’re picking on..
Rob Williams: [00:20:15] I had to get to those jobs that I was bidding three states over though. Hey man, I think that’s why I bid the job.
Stephen Brown: [00:20:22] Right. You’re right.
Billie Anne Grigg: [00:20:23] Yes.
Rob Williams: [00:20:23] Justification for that airplane line item.
Stephen Brown: [00:20:26] Well, it costs a hundred thousand dollars in gas to get there, but you, you were like the
Rob Williams: [00:20:32] For the $20,000 garage that I built. All right.
Billie Anne Grigg: [00:20:37] So funny.
You know, working with a professional, like Rob or Wade, who understands what the bonding contractor is looking for. I mean, there’s another tick in the column for working with a professional. Look, your run of the mill accountant or business coach isn’t going to know this is specifically what your bonding agent is looking for to make sure that you are in a position to, to actually pay what you need to pay and to cover that bond if you need to. So I’m probably using the wrong terminology because again, I’m not a construction or contractor bookkeeper, but yeah, it’s just one of those benefits of working with someone who understands the industry, that you can structure your Profit First setup to make the bonding agent a little bit more comfortable.
Rob Williams: [00:21:21] Oh, yeah, definitely. I was amazed at looking at how many people were clicking on the show that we did about financial ratios. I was like, okay, here’s going to be one they’re very excited about it. Man, we’ve got tons of people listening to that one. But what’s so neat about Profit First is if you’re doing the bank balances and looking at these percentages, there’s so few ratios that you really have to worry about. If you’re keeping your Profit First up in line, it keeps most of those ratios in line. They, there are a few of them, Stephen, that you were actually mentioning there that you still have to watch that maybe the bank balance, like your future jobs in the funnel, and some things like that, because you hadn’t had the money, but Billie Anne, talk a little bit about when you’re looking at bookkeeping, your generally accepted accounting principles, you’re looking in the rear view mirror of what already happened. So not only are you look in the rear view mirror, you’re usually getting your financials, not even during the next month. I mean ours, a lot of times it would be a month or two down the road, and we’re looking at something that had already happened. We can’t do anything about it. Gosh, wouldn’t it be awesome to know what’s happening up front, as soon as you get that revenue and you’ve got to build these jobs?
Billie Anne Grigg: [00:22:37] Profit First does help you look ahead or at least in real time. Now you can, if you’re working with a Profit First Professional, you can actually reverse engineer what you want your top line revenue to be, or what you need your top line revenue to be, to maintain your profitability.
This is really, really important if you are in a growth cycle, maybe you need to make some investments in your business, but you don’t know if you can, or if you should. But it’s also good when you’re going into kind of a slower season to be able to look ahead. And I mean, there’s a little bit of looking back too, to say, okay, historically here’s what’s happening or what’s happened, but to look ahead and say, okay, well, if we do X, then Y and Z are going to happen or are likely to happen.
So it’s just so much better than trying to make decisions based on historical information that’s already out of date. You’re looking through the windshield as opposed to trying to drive when you’re looking in the rear view mirror. As someone said, once, you know, you can glance in the rear view mirror, but you better not focus there because you’re going to crash.
Stephen Brown: [00:23:35] Yeah.
Rob Williams: [00:23:37] a great analogy. So.
Wade Carpenter: [00:23:39] Yeah. One of the things I think about when, like 2008, when all that happened, if I had my contractors on Profit First and things started getting constrained and our materials and subs and our OPEX got– instead of having everything in that one pool of, or one bucket of m&ms I guess, maybe people would have made some decisions faster. And not gotten in such bad trouble.
Billie Anne Grigg: [00:24:02] Right.
Rob Williams: [00:24:03] Yeah Wade, I think that’s the key. When you see this revenue, you know what this dollar, you put it aside, that material to purchase it for. So you don’t get in what Stephen– or one of y’all mentioned earlier, I can’t remember which one– you’re paying for the last job with the next job’s money. And if you’ve put that aside, you don’t have it there, you you’ve you’ve kept that level.
And when you’re going downhill, you don’t know that you’ve gone downhill because you naturally just spent it for the wrong things, because you don’t have it separated out. That’s so hard to keep track of when you’re using just your typical set of books. And you’re busy trying to go get jobs , or maybe trying to get the job done. You’re not thinking about that every day.
Any other things you guys are dying to know from our, our sensei, our guru that Billie?
Wade Carpenter: [00:24:57] Anything she wants to say.
Billie Anne Grigg: [00:24:59] Yeah, I mean work with our Profit First Professionals, honestly, guys, because again, you can read the book and the book talks about the five accounts. Most businesses that work with a Profit First Professional have more than five bank accounts. Now that doesn’t mean, oh my gosh, that’s scary. And my in-house bookkeeper is going to kill me because she’s going to have to reconcile all these accounts. It takes literally 30 seconds to reconcile most of those accounts because it’s just transfers in and transfers out. But your Profit First professional can help you just subdivide those five accounts even further.
So operating expenses like we were just talking about when things started going downhill, operating expenses like materials and subs can still be a pretty sizable pool of money unless you’ve worked with your Profit First Professional and said, okay, of your operating expenses, 40% goes to payroll. So now you have a payroll account that you’re allocating to and, maybe 10% goes to insurance while you’re allocating to that too.
So your PFP, your Profit First Professional, can help you subdivide those larger Profit First accounts even more to give you even more clarity about your business. So when you see those account balances start to dwindle, or, let’s be optimistic, starts to increase, now you can start saying, okay, maybe it’s time to either make cuts if they’re dwindling or, it looks like maybe I can afford to, to invest some in this company.
So it’s just really, really important to work with someone who can help you structure Profit First in your business, to where it’s going to serve you the best, make you profitable, keep you healthy and give you that peace of mind that comes from knowing that your personal finances are taken care of.
Oh, and then you also get a bonus at the end of the quarter from your profit account, which is pretty nice too.
Rob Williams: [00:26:41] Oh, yeah, that that’s so right. All the extra accounts, not only for the different things that you’re paying for, but the drip accounts.
That just reminded me of all the conversations I’m having with a lot of these contractors, they’re actually getting paid upfront early for a lot of these jobs, trying to control that material costs.
But if they didn’t put it in the account for the material, I mean, that’s a really quick way to get yourself upside down and be out of business because you think it’s your money to go spend on a trip, or something like that. seen that quite a few times, and it may not be the contractor, it may be may the contractor’s wife, or maybe the contractor’s husband.
Those drip accounts and the timing is, is just a really big deal, especially now because I’m seeing a lot of these remodels and stuff that have huge amounts of upfront payments and if having cash problems and we’ve really got, we’re really going to have problems down the road, though, if they’ve got that, where it drips out over time.
So, but anyway, thank you for that talk about how Profit First Professionals can give you a peace of mind and, and let you get through these cycles without having to worry about it so much.
Well great. Well guys you got any, any last things for thanking Billie Anne for being on here?
Stephen Brown: [00:27:57] Thanks, Billie Anne, it was great to meet you.
Billie Anne Grigg: [00:28:01] Good to meet you too. I enjoyed being on here with you.
Rob Williams: [00:28:03] Yeah, well, we’re so glad to have you, and I’m always so glad to set my meetings up with Billie Anne a couple of times a month. So she’s actually in the background of us helping you. It’s amazing how much she has of all these Profit First Professionals that she deals with on the coaching side, as well as her own clients.
So, we are the Contractor Success Forum here. Thanks for coming out today. And our guest, Billie Anne Grigg. And where can they find you? What’s the best way?
Billie Anne Grigg: [00:28:32] Yeah. PocketProtectorBookkeeping.com is still the best place to find, fill out the contact form, anything like that, that you need.
Rob Williams: [00:28:38] Yeah. And you have family members in there working with you too, even though I know you’re spending most of your time on us trying to fix us.
Billie Anne Grigg: [00:28:45] My adult son is now running the bookkeeping business. So he’s taken it in a different direction than I did, which is fine because it’s his business now.
Rob Williams: [00:28:53] Awesome. That’s so great to build that legacy. So that’s Billie Anne Grigg, and then we have Stephen Brown with McDaniel-Whitley bonding insurance agency, and we have a Wade Carpenter, Carpenter, and Company, CPAs. And I am Rob Williams with IronGate Entrepreneurial Support Systems here on the Contractor Success Forum, ContractorSuccessForum.Com.
Thanks for listening to us. If you need any more of our contact information, go to that website in our show notes, and we’re there for you. So give us a call. Thanks!