The Multi-Service Model: Bobby Gibbons' Blueprint for Dominating Florida Home Services

Jeffro (00:01.395)
If you’ve ever hired multiple contractors for a home project, you know the nightmare. One crew blames another, nobody takes responsibility, and you’re stuck playing project manager for your own house. Now today’s guest saw that problem and he built an entire business model to solve it. Bobby Gibbons is the founder of Enhance Home Solutions and Enhance H2O in Florida. But here’s what makes Bobby different from your typical contractor. He’s not just running one service. He’s built a company that handles roofing, HVAC, solar, impact windows, and water filtration all under one roof with one accountable team. Now Bobby started as a personal trainer in Baltimore, moved to Florida in 2012, and learned the home services industry from the ground up. But more importantly, he learned what frustrated homeowners the most. And instead of just accepting that’s how the industry works, he decided to completely redesign the model. So today we’re going to dive into Bobby’s experience with digital marketing as a multi-service home services business and talk about what’s actually working, what’s been a waste of money, how he’s scaled without losing that single point of contact advantage that sets him apart. So Bobby, welcome to digital dominance.

Enhancehs.com (01:05.268)
Hey, thanks for having me, man. I really appreciate joining you this afternoon.

Jeffro (01:11.71)
Yeah, I’m excited because I think this is something that so many home service companies deal with and they are trying to figure this out on an ongoing basis. It feels like stuff’s changing all the time. So I wanted to start with the model itself. You know, most contractors specialize in one thing, but you’re doing roofing, HVAC, solar, impact windows, water. What made you decide to go multi-service instead of just staying laser focused on one trade?

Enhancehs.com (01:37.515)
So I actually started as a sales rep. You know, I’ve been on my own since I was 17. So I come literally from nothing. I used to work three jobs, you know, in and out of the car trying to do it the right way. And you know what? I literally learned it from the ground up. So when I used to be a sales professional and going into homes and getting estimates for air conditioning, you know, because I learned that asking question 80 % of the time and not talking and having that homeowner talk and listening.

You can unveil everything that they would like to do with their home and what was frustrating is I only had one product I couldn’t take care of that need right and then also a lot of those things and homes connect together So for example, if I’m gonna do blown insulation and spray film and I’m gonna make the house more airtight Well, guess what my air conditioner needs to be Downsized because now because I decreased the workload

Now I created an oversized air conditioner. Now I just mess with the humidity issue. So unless you can do those multiple things as a one stop shop, you can’t make it all work together like a solar system. If I put a solar system on and they need a 20 kilowatt system, but I upgrade the air conditioning, the windows, the doors, make it more energy efficient and they’re using half the electric, I don’t need that big solar system anymore and you’re always gonna do upgrades. So when I go into home, let’s say doing solar, my question is, are you looking to do any upgrades? Yes, actually manufacture. So I’m gonna give you a couple options. Option one, if we’re gonna do the windows, the blown insulation upgrade, here, can you just guess what? We just decreased your electrical usage. You don’t need that 20 kilowatt system. Let’s try with 11.75 and monitor the bill. Because now, if I would do it the other way, and I’m just a solar company,

Jeffro (03:06.024)
So, right.

Enhancehs.com (03:32.839)
and I give them a 20 kilowatt system and they upgrade that later, yes, they’ll get credits, but I just increased their ROI longer because I didn’t do it all at one time. You’re not really filling people’s needs when you go to the home. So I, as a one-stop shop, always wanted that, being a sales rep, because I want to fill all those needs of that client. And then also on the marketing side, you look at cost of acquisition your cost of acquisition costs go way down because you can sell to the same client.

Jeffro (04:06.363)
Yeah, that’s huge, especially across all those areas like you said, and those are going to need maintenance down the road or upgrades or whatever it might be. can you tell us what’s one of the biggest operational challenges in running these multiple service lines under one brand? Because obviously you need different experts on your team that can handle those things, but you also need someone who understands how they can work together for quoting and coordinating who’s coming out first and doing what. So how do you make that all work?

Enhancehs.com (04:33.994)
having an educational salesperson or representative executive that knows the basics of each trade so you can create that one-stop shop. You know, they understand how to read and heating and air conditioning model number, how to cool it out, roofing. And it’s much easier now than it used to be because we have software, right? Like I can get your roof cold in five minutes because I can get a satellite image of the roof with the solar panels.

Jeffro (04:58.908)
Mm-hmm.

Enhancehs.com (05:04.078)
I can measure the windows, get your price right there. So it’s much easier now than it used to be because we have technology. Now it’s just how do you present that properly for that homeowner? How do you take care of their needs? And most of the issue nowadays is I have people have what’s called commission breath. All right. I need to get paid. I need to make money. And they try to force things out. No, no, no, that never works. I call that commission breath.

You know what, if you are broke, don’t act like it. Don’t show your cards. If you focus on helping people, the money will come. And I’ve always preached that. Focus on problems, give solutions, and the money will come. And just give great service. That’s it. Just be nice, be kind, have integrity, and everything will fall into place. You’re gonna sell every job? Absolutely not. But the ones you do sell, they’re gonna be very happy doing that process, and they’re gonna give you referrals, also bringing your cost of acquisition down.

It all ties together. If companies will focus on cost of acquisition, referrals, networking, and also a big thing is. Now, other getting business from other companies, instead of spending a boatload of money on marketing only. That’s very costly, but you can help bring that cost down by networking with other companies to give you business, paying them for that referral because you would have paid for it anyway in the marketplace. I do marketing a little bit different, but I always watch that cost of acquisition number and I try to sell multiple things to the same client to help them. And then also you got the key thing is financing, right? Now financing, what have you heard about financing with other companies that you’ve talked to? They run up against.

Jeffro (06:53.659)
Well, there’s two things that you could be talking about right now. You’re talking about the client financing a big roof job they weren’t prepared to pay for, or are you talking about financing your own growth right now?

Enhancehs.com (07:04.442)
Financing, so a contractor, if does air conditioning, if he does roofing, if he does windows, they’re gonna need financing. And what do do typical banks ask for? Credit score, do you make enough money? Your DTI, it’s hard to work with people that flip houses, investors. Some people might be going through a tough situation in their life. So the credit score is not there, but they pay their bills on time.

Well, I have a program here in Florida where you don’t need a credit score, you don’t need income and your DTI doesn’t matter. long as you have equity in the home. And that is a state program that we’ve got accepted to so I can help anybody long as they got equity in the home because when we finance a project through that special program, it goes on their escrow account. That’s the beauty of it. Trying to find ways that say no, that you can make it to a yes so you can help everybody.

Jeffro (07:52.122)
Nice.

Jeffro (07:59.171)
Yeah, well I imagine that program would be more affordable than partnering with one of the firms or other companies that do that because they got their fees layered on top of it. Is that accurate?

Enhancehs.com (08:11.708)
Banks, certain banks have what’s called dealer fees, especially in the solar industry, which I do not use. I’m totally against it. You’re always going to have an APR interest because there’s nothing free. Money’s not free. With my program, there’s an APR just like everybody else, but there’s no dealer fees. So for example, like in the solar industry, know, banks want to charge 30, 40 percent of the total and then finance it over 30 years. And I think that’s just horrible. And they got away with it for years. It wasn’t regulated. The tax credit’s gone away with solar. So I think it’s going to get rid of a lot of that and make the solar industry more honest. Like we have a solar program because we install for other companies too. My, have a solar installation team here in Florida that we install for, and they have a great program. And we actually agreed that we can offer that product and it’s a three year subscription. No loan, no lease, no debt. And it’s like Netflix, but for solar panels. So how it works is we put solar panels on your roof, whatever your utility bill is, let’s call it $400. You might pay $220 a month. And if you don’t like it after three years, we come take it off at no charge to you. The homeowner does not have a lien on their property. They’re not tied to a loan. They’re not tied to a 25 year lease where it goes up every year.

It’s the best solar program that’s out right now. And we were fortunate enough to get that program offered to enhance home solutions. And that’s helping people. And that’s what we’re about is helping people.

Jeffro (09:46.104)
Yeah, well, I’m hearing that through line and a lot of things you’re saying. It sounds like you’re highly focused on the customer experience because if you’re to pay money to acquire a customer, you want to keep them long term and sell other stuff to them. You want them have a good experience, leave you positive reviews, tell other friends about you guys. So that way it is more affordable. You don’t want to pay a bunch of money, get a customer once and have them never talk to you again. You might as well keep them in your ecosystem. Remind them, send them flyers when it’s time to upgrade or do the maintenance, whatever. It’s way easier to sell to somebody you’ve sold

Enhancehs.com (10:07.267)
Mm-hmm.

Jeffro (10:16.009)
to before when they know you did a good job, you came through for them. I like that. And obviously, anybody listening, even if they’re not in the same industry, can apply those same principles. So I want to get a little more into the digital marketing side. We’ve started to talk about it with the cost of acquiring a customer. Home Services is a pretty competitive market. So what are some of the channels that are actually driving leads for you right now?

Enhancehs.com (10:20.055)
Yes sir.

Enhancehs.com (10:29.474)
Sure.

Enhancehs.com (10:42.284)
So I believe if you’re going to do something, you need to do three to four things. You cannot just do one thing because you have to look at branding. Number one, you got to build trust within the community. Number two, they have to see you from multiple sources. Okay. So like what we’re doing, we do geo-fencing, we do postcards, we do Facebook, YouTube.

We do those multiple things. And we actually hit the same people for three months at a time. And then we just find a new group of people. But it’s the repetitiveness of them keep seeing you over and over, but it’s doing multiple things. Like we’re also doing TV right now for the next three months. And then also you want to be different. That’s the key thing is you just got to be different. You can’t do what everybody else is doing. And I’ll give you an example what I’m doing.

Maybe it’ll give you an idea to apply something to your business. But for example, everybody knows water filtration. Yes, you got a water tank outside, you got something under the sink, but people don’t talk about the good and the bad and ugly and I do. One, your tanks don’t have to be regulated. You don’t need a pool permit. There’s people selling $500 tanks and selling to people for six to 10 grand and they barely do anything. I actually tell people what we put in these tanks.

My tanks cost six to seven X more than anybody else’s because I tell people how I build those tanks. My RO system comes with an alkylator, as we call it. We add alkaline to the water. We increase the alkaline through the minerals we add in because we want to be healthy. We’re in five L.A. fitness gyms right now promoting good clean water with our tanks there with a display is being healthy is the most important. The best supplement is water and there’s so many people that go to the gym and they just don’t drink clean water. They just don’t they go creatine and protein. Look, I’m all for that. But if you can’t get gallons of alkaline water, you’re missing the best supplement. You know, so everybody knows about water filtration. But how do we make it cool? How do we be different than anybody else? It’s just water. Well, we came up with a character, dirty Frankie. It’s this ugly goblin looking thing as our Yeah.

Jeffro (13:01.666)
saw that on your website.

Enhancehs.com (13:03.367)
And we came out with this ugly goblin thing and put them in a ballerina dress, had them dance and look and retarded and we throw them out. He’s the dirty, ugly water guy, but that makes it fun. People remember that that’s what’s going to make you make me different than a different water company. And it’s those things that people remember. I mean, if we look at the big players, look at the All-Stike guy, Mr. Mayhem, right? Everybody knows Mr. Mayhem.

He’s always destroying stuff. It’s the characters and the story that people remember, not just Allstate, know, that’s Allstate, you know, but they say, hey, did you see that commercial or the Doritos commercial? Like Super Bowl time. I look forward to watching the commercials because they’re hilarious. It’s what makes those commercials likeable. They’re different. They make you remember something. Now, my enhanced home solutions company is my dog Tito, who does not like dogs, right?

Jeffro (13:50.871)
Yeah, same here.

Enhancehs.com (14:00.64)
So we made him the superhero. take them to home shows. People come, they want to pet them. They want to love on them, play fetch. And it makes people family oriented because that’s what we are. That’s our message. So add something to your company that separates yourself. It could be that or it could be something else. But that’s kind of my take on it is multiple streams of media. So they tie into one another going over it several times and then also make it fun to watch or make it enjoyable to relate to. And just don’t be like everybody else because then you just start to blend in.

Jeffro (14:37.282)
Yeah, now I wanna highlight one of the…

things here like you’re committed to doing this in an ongoing fashion forever. So that consistency is there and that’s how you’re going to get those multiple impressions with people across different channels and that builds that trust over time. think implicitly people understand that hey if you’re a company that is showing me ads month after month after month you’re not going anywhere. You’re more likely the legitimate and good at what you do as opposed to someone who runs one ad once and crosses their fingers and hopes is he going to change your life right and then if they only got one customer from it they’re like I guess ads don’t work.

Like, no, ads work. But like you said, what you’re doing is it’s a long term game, right? You’re not just going to run ad and call it a day. You want to hit people from multiple sides. They might not be ready to buy today, but you want to stay top of mind so that when they are at that point, they do think of Dirty Frankie or whatever makes them think of you. They see your commercial and they’re like, you know what? I think it’s time. They’re going to call you because now they feel like they know you and they can trust you because they’ve seen you a handful of times already.

Enhancehs.com (15:35.389)
Well, you the key thing trust and you know, actually what we’re doing is consensus, right? And consensus is people like to do what everybody else is doing because it makes them feel safe at the end of the day. That’s why people look at Google reviews. Why do you look at reviews just because you want to see four or five stars with someone this message? No, you do it because you want to feel good about your decision unless you risk and that’s what consensus is. And that’s what you’re building when you do marketing is you’re building that safe net for that homeowner to say, look, we’re licensed, we’re insured, we’re gonna do the right thing. Here we are, we’re forking out this money to earn your business, give us a shot. That’s what you’re really doing when it comes to the marketing and the branding, is building that consensus. Hey, look, everybody’s using us, come give us a shot, we wanna earn your business, we wanna grow. And when people support us and use us, that gives us a chance to take care of our employees. Money’s not free, we have to keep selling and installing so we can take care of our people and if we don’t got a support from the community to pick us, we’re not going to be around long time. So that’s why it all ties together as one big family unit.

Jeffro (16:41.098)
Yeah, do you, how do you decide which service you’re going to be promoting with these ads? Because you mentioned filtration, but obviously you got solar and roofing and everything else. Do you run ads for all of them or just kind of rotate? How does that work?

Enhancehs.com (16:51.196)
So the water is its own company. So that’s Enhance H2O and the website’s EnhanceH2O.com. So that’s its own identity. And then we have Enhance Home Solutions. Now I actually go with whatever is hot for that season or what’s going on. I’ll give you an example. In Florida, we unfortunately had two serious hurricanes. So we flipped into an insurance mode.

So we went and got with all these customers and we have a huge network. We got attorneys, we have public adjusters where we have them help these homeowners get insurance money to make a claim so they can get the money and then eventually hire us. Now that hurts us a lot because when a storm hits, no one’s buying roofing, windows, doors, their first three to four months. They are struck by devastation damage of their neighbor’s house, their friend’s house is they’re not doing anything. So we struggle financially to stay the doors open those three, four months. But at the same time, we’re helping a lot of people building a pipeline of a lot of customers. mean, 60 customers minimum a month from the storms, but we’re not getting paid. We do all that work for free upfront, hoping that we get the job at the end when they get their money. So that’s

Jeffro (17:50.442)
Yeah.

Enhancehs.com (18:16.726)
When the hurricane, we go into shore, we tarp the roof.com, we tarp roofs, we help with insurance, we also deal with water and mold restoration. So we go into that mode. Now, like this past year, very thankful we didn’t get any storms. So guess what I’m not doing? I’m not going after people with roof damage because there isn’t any. So we’re gonna flip to the other thing and that the hot thing right now.

The hottest thing in Florida right now is this solar subscription and where it’s three years and there’s no risk, no loan, no lease, no nothing. You pay half your electric and you’re free to go. That is the hottest thing we’re focusing on right now because it’s gonna help so many people. Now we also have a commercial coming out, actually a live interview tomorrow with Daytime TV on Channel 8 News WFLA talking about bundling. So right now our postcards are going out bundling and saving where if you do multiple projects, we’re doing 10 % off. That’s part of our marketing digitally and postcards, YouTube, Facebook. And then also we’re doing a solar next week, a kick bit, a quick bit of that. So, and then my water company is like I said, its own thing. It’s got its own commercials and its own YouTube, Facebook, Google, the whole nine yards. But if you’re going to spend marketing dollars, I will say this. If you can’t spend it, on at least three things, then don’t do it. Don’t do it. Wait, save the money and do it right. I’ve experienced this personally where I say, OK, let’s just try this. Let’s just throw two grand for the month and Facebook. And I’m like, OK, this didn’t work. And I realize that you have to do multiple things for people to see and you got to do it for several months for it to work. So kind of trial and error and you will learn trial and error. What works for me might not work for you because there’s a lot of variables on messaging and the way how you target things. But I’m a big firm of geofencing, you know, neighborhoods based on what your product is. And so get down to a science because digital marketing will work. You just have to have a good plan. It’s like anything else.

Jeffro (20:34.204)
Yeah, well, and I like how you highlighted the fact that you switched between modes a lot. You’re very agile and aware of what’s happening in your market. I think a lot of people want to just get one ad that works and run that forever. So they don’t have to think about it. But that’s unfortunately not how the world works. Right. So you pay attention to what’s happening. You jump on trends. You get ahead of trends when you can. But you’re always changing and adapting so that it will work. Do you can you give me a ballpark? You know, What percentage of your revenue do you spend on marketing each month or does it vary depending on the mode you’re in?

Enhancehs.com (21:07.024)
It depends on the mode that I’m in because, know, like in December, like I don’t advertise in December. I will not pay one marketing dollar in December. And that’s because all the marketing dollars are five to 10 X than any other month because companies want to jack up the rate because it’s Christmas time. And to me, that’s not worth it. So I take December on, you know, hitting the referrals, building the network, working with other companies to give me business and then also focusing on the new year and new planning strategies for marketing. That’s what I take December for, because I’m not going to spend six to 10 X on marketing in December because Santa Claus is in town. Just not going to do it. But that’s me personally. But you know, I’m a small company.

Jeffro (21:51.379)
Makes sense. Got it. Do you do any…

Enhancehs.com (21:58.225)
I’m a small company, so I’m very careful on how I spend my money. Now, if you have it to blow, then advertise in December. But for me, every dollar counts, and that’s how I treat it.

Jeffro (22:12.592)
Make sense. I was just going to ask, do you do any SEO or do you rely mainly on PR and some of the paid ads you’re doing?

Enhancehs.com (22:20.162)
no, SEO is fantastic. So I get invited to podcasts like this, which I’m always willing to help and I’ll tell anybody if you’re listening, give me a call. I’ll be happy to share my story. If it helps somebody, that’s a good win for me. It’s all about helping each other because this world’s hard enough and there’s enough business out there for everybody to help each other. Even if you’re in the same industry. Like I said, there’s a very lack of labor in the construction world, roofing, windows, doors, there’s a high need for the home service industry. And it’s gonna be the new six figures like Big Tech came out. It will be. Just because the need’s so high and the demand, it’s gonna create a competition where companies are gonna be paying employees more and stealing them from other companies that stay in business. And then what does that do? That passes it to the homeowner and they’re not gonna have a choice. And I think that’s where it’s going because trade schools are not around anymore like it was when I was growing up. You know, it’s just a lot of that’s gone. So that’s just gonna increase supply and demand and cost. And I’m trying to get ahead of it by hiring good people. And then eventually with God’s graces, we make big time money. I do wanna start open up trade schools and helping the special needs kids get jobs because they can do basic things like AC tuneups you know, giving back to the community. People in high school that don’t have any guidance, but they don’t have the ability to go to college, well, you can make six figures doing a trade, giving them a place to go. And I like to provide that through a trade school for kids like that. Because if I had that, that would have been a great opportunity for me. But I had to go to the school of hard knocks of learning as you go.

I learned a lot, but it was expensive learning lessons. I made mistakes along the way.

Jeffro (24:17.168)
Yeah. Well, that’s awesome. I hope you get that school up and running in the near future, because I agree that would help a lot of people. AI can’t swing a hammer on a roof yet, so we need people to do that and make those, you know, fill those jobs and help people. So one more thing before we wrap up, because I know you got to go soon.

When you get a lead for one service, let’s say roofing, and over time you want to upsell or cross sell into your other services, what does that process look like? Is it that one account manager that was on site and bringing stuff up? Or do you have like email sequences that you use? Or do you have separate, you know, mail, direct mail follow up campaigns that you do?

Enhancehs.com (24:56.527)
We do a no pressure approach. So that’s what they want is a roof. We say, new problem. We appreciate you reaching out to us. Is this your address? How old is your roof? What kind of problems are you having? And we gather that information. Then when we go out and we look at the roof, then we’re going to make recommendations. Hey, I see that you’re replacing a roof. looks like you might be living here a long time. Yeah, sure. I’m planning to live here another 20 years. OK, well, I noticed that your windows were original. I see that the floor is kind of original. Have you ever thought about any other improvements?

When we go there and go there, when we visit a home for what they requested, we’re gonna do that specific thing. So roofing in this instant. After we’re done that, then we move on to the next thing. Hey, before I put this together, is there anything else you would like to get done? If you had a magic wand, what would you like to do to your home? And they give you the list. You know what I’m gonna do? I’m here anyway. Let me take some measurements and pictures. I’m gonna give you some several options because we have some special financing that might fit into the budget for you and you get all done at once and it saves you more money because we’re going to bundle it together and give you a big discount. How does that sound? So that’s the way I do things. The no pressure approach because we don’t want to look like commission breath trying to sell you everything. It’s we want to take care of your need and then make you other recommendations. And it’s up to you at the end of the day, if that works for you.

Jeffro (26:22.673)
That makes sense. like that question. Wave the magic wand, what would you like? Because then they’re telling you what they want. You’re not pulling stuff out to force on them. And that is a much better experience for the customer.

Enhancehs.com (26:30.692)
No.

Yeah, you put them in control because they are. They are they’re they’re in control there. If they move in two years, what was the point of you stuffing new windows down their throat? Mike, because you didn’t ask. You know, it makes no sense to me. So if you had a magic wand, would you know I wouldn’t do anything? I’m only doing this room because I got a hole in and I’m moving in two years. Oh, oh, that makes sense. Guess what? I didn’t look stupid because I say, hey, let’s do your windows, let’s do your floors, let’s do your wall, let’s paint it. I don’t look like that pushy guy.

Jeffro (26:44.208)
Yeah

Enhancehs.com (27:03.344)
Just because I answered one, I ask one simple question. If you had a magic wand, what would you do to the place? That will tell you everything you need to know.

Jeffro (27:09.124)
Yeah. Yeah, well.

Yeah, and I think, know, talking to you during this past 25 minutes or so, it’s obvious why you’ve been growing because of the way you treat your customers and the way you’re approaching this. You’re looking out for them, not being pushy and doing a great service at the end of the day. So I appreciate your time. This has been a great conversation. And what I love about your story is it’s not just theory. You’re actually… doing this every day, you’ve gone through, those lessons like you talked about and figuring out what actually works to generate leads to grow this home service business specifically in Florida, which is a pretty competitive market out there. hopefully anybody listening who’s in a similar market, you’re going to save them some money, some frustration. And your multi-service model is a really interesting approach. I think a lot of people could benefit from doing that. If they’ve been stuck in one particular mode, it’s adding something else on might be an answer for a lot of people. Maybe not everybody, but I think more home service businesses could consider it.

Enhancehs.com (28:08.782)
Well, we have a well, what we did to help other companies is we started a dealer program. Now, what’s that mean? Well, if you own a roofing company, I will come set you up so you can sell solar or windows to all your customer base and I will help train your internal team and we will take care of all the permits, all the installation and all the processes to help people. That’s part of a dealer program. We do that for all our products. Same thing with water. We have a dealer program for water.

If you’re retired and you’re looking to open up a business, well guess what? We have a no franchise fee. We teach you how to do it and you go sell it and you get 50 % of whatever you bring in as part of our dealer program. So we’re helping people even work for themselves as independent contractors and we’ll help guide them and we’ll handle all the backend stuff. The licensing, the permits, the installers, pulling the permits, making sure we do the right thing. All you have to do is just make customers happy and go sell stuff that they need. That’s it. It’s very much easy. So and we do residential and commercial. So we do some commercial stuff as well that uses that financing we talked about. So we’re here to help anybody that has a need. We’re your people.

Jeffro (29:26.084)
Yeah, well, I love the approach. It sounds like there’s a lot of win-win stuff happening there. For people who want to learn more about Enhanced Home Solutions, Enhanced H2O, or maybe your solar work, or just connect with you like you talked about your story, where should they go? What’s the best way to get in touch with you?

Enhancehs.com (29:39.085)
You can go to enhanceHS.com or enhanceH2O.com or you can just call me on my cell phone, 813-830-2665.

Jeffro (29:51.255)
Awesome, thank you Bobby for being here. Thank you for sharing all that. Listeners, here’s your takeaway. know, Bobby proved you don’t have to accept the broken parts of your industry. If something is frustrating your customers, that’s not just a complaint, it’s a business opportunity and you can capitalize on that. So thanks again Bobby. You guys listening, make sure to share this episode with someone who would appreciate it. Please leave us a review on Apple or Spotify. Take care and we’ll see you next time.