Brian Kaskavalciyan
Appearances
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
If you want to be a millionaire, a millionaire, go learn how to be a millionaire. Become a millionaire. Become a millionaire here in your thoughts, in your beliefs, in your actions, in your habits. Become a millionaire there first. and then you'll start to see the money come.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
So I don't feel so bad about myself anymore. Because I don't feel so bad about myself.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And it's a hell of a way to grow. I mean, if I was younger, if I was younger, Tommy, and I had the energy and the desire, I think I would take advantage of that like you are.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I would go and I would put companies together that are, you know, they've got a good base, but horrible management, terrible pricing, terrible profit models, buy them cheap, fix them, put them together, and then flip them in five years. I think it's an amazing strategy. I think there's a lot of money to be made there. And I think you're right. I mean, next five to 10 years, so much opportunity.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Good to see you too, Tommy. That was quite the introduction there.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
But that's what drives you. You have to find whatever it is that drives you. And, and then, and then you got to figure out why, you know, why do I want to do what I want to do?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
No, man. I mean, look, it took me 50 years to become a millionaire. I was supposed to be a millionaire at 30. I was broke and bankrupt at 40. But, but look, I didn't figure it out until I was 50 years old. And, you know, and then it took me another few years to get financial freedom, you know, quote unquote. Then another mountain came. So just like you, it's like, oh, damn it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I didn't realize I had all that stuff.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You know, now there's something else. But it's about growing and it's about, you know, learning who you are, learning what you want, and then building a business around that that's going to deliver. To me, the business, to me, is just a tool. You know, people look at these businesses, and again, I did this when I was younger too, and they get emotional about it. This is my baby.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You know, they talk about it like it's a thing, like it's this real thing. And it's a flipping tool. That's all that it is. It's a school and a vehicle for getting you whatever you want in your life. And people make it so much more. I think that's part of the reason going back to, you know, why do people sit on the fence? Why don't they make decisions?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Why are they afraid to make a bad decision and have something not go right? Well, you know, it's go learn and move on. Don't make it about emotions. Don't make it into something that it's not. This is not a child. It's a business. It's numbers. It's people. It's processes.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
What you were just saying is interesting. You tie it back to sports. One of the things that every elite athlete has in common is a short memory.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Because if you dwelled on the last golf, take golf for example, Tiger Woods, if he's dwelling on the shot that he just took that sucked, that he shanked off to the right, if he's dwelling on that shot while he's standing over the next shot, that's it, he's done, he's out, he's finished. So you gotta have a short memory and you gotta be able to keep moving forward.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Doors are open, man. Whenever you come, you have to let me know.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I think that that's something that's a muscle that you have to build. It's one of those things, you know, I know you are a big believer in working on yourself. Jim Rohn said, work harder on yourself than you do on your job or on your business, because working hard on your business will make you a living. Working hard on yourself will make you a fortune.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I think a lot of what you talk about is just that. I just inject on the podcast every time I've heard you speak, you're talking more about how much you've improved and the changes that you've made to who you are as a leader, as a business leader, as a boyfriend, as a son.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
There are so many cool places, so many fun places to go. Yeah, there's a lot. There's a lot to do here.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
It's interesting how you talk, but it doesn't surprise me that you have accomplished what you've accomplished because if you look at other successful people, it's the same way. They work more on themselves. than they do on the business.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
We do the same thing with our people, too. It's surprising, though, how, you know, not enough of them take us up on it. Now, your organization... might be a little bit different. But most organizations that even offer that stuff, I'm not sure how many people are actually taking them up on it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Well, look, you know, business-wise, we're always looking for, you know, how do we help our clients? You know, I was in the home improvement business. You know, like you, I didn't do it as well as you did. I wish I had met you, you know, well, you were a baby when I was, when I had my home improvement company. But these are not easy businesses, as you know. And so whatever we can do to,
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah. How do you, how do you do that? Do you take a, do you have like a set percentage that you will use to put people into the equity pool?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah. Well, because you know that 10% ultimately becomes more because you're a multiplier guy. You're not a zero-sum game guy, and I'm not either. So it's you know that, okay, fine, screw it. I'll give them 10% out of my take. But now whatever you're left with, you know is going to be worth so much more than if you kept that 10%.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And not only will it be worth more for you, but now all of a sudden, now you've got a tool that you can use. That's why I was so curious about that. Because it's not a tool that a lot of people use, but it could be very, very powerful to keep the right people in the organization that you need. And it's a good strategy. It's a good strategy.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I don't know if it's for everybody, because there's ways of doing quote unquote equity without real equity.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
shortcut people's way to success to wealth to freedom um it's it's incredible to me how much more help there is out there today than even 10 years ago you know these podcasts even like your your podcast my podcast you can you know like somebody can go and listen to all of that you're getting a you know you're getting a master's degree in business just by listening
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Have you read this book?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You'll love this book. I'm not going to tell you what happens at the end. The guy becomes a billionaire. A really interesting guy. Great story. You will love this book.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
This is a Tommy book. I'm not sure the whole audience will like this one as much. I think you will love it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Oh, my God. So this is another huge conversation that we have. And I just did something on this and said, I didn't say it quite as eloquently as you did there. But that whole, you look at a P&L, you get to the bottom line and you say, you know, you ask them, well, what happened? You know, what happened? Why are you at five points? And, well, we reinvested in the business.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
What the hell does that mean? You reinvested in the business. What does that mean? And they don't know, they can't tell you. It's just, it's an excuse for, we just didn't operate properly. We didn't have a good profit model that we were running to. And we just, you know, at the end of the year, we were at 5%. Well, okay, next year, what do you want to do?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Well, next year, if we sell more, I mean, we're bound to make more, aren't we? No, not necessarily. What's your profit model? You can't make money at 2 million. What makes you think of make money at 5? Can I make money at five? What makes you think you'll make money at 20?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
to people like you, to people like, you know, the guests that I have that have built amazing businesses. Um, so that's the, you know, that's kind of what I've been working on and trying to navigate this year. I think, I don't know what you have heard from your clients, but it's a funky year this year, you know, a lot of uncertainty, lead costs are nuts, um, for a lot of people. And, um,
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Well, but hold on. I will say this, though. And I use this line all the time. I don't know who said it originally, but success leaves clues. So yeah, you're talking about this and that and the big things. And we do that too on our podcast. I always try and bring it back to, well, when you were a smaller company, what did you do?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
But with this, even with these conversations, there's so much in between the lines to learn from, like the whole working on yourself thing. I mean, from this podcast, nobody gets anything else out of it. I think you get out of it is who are you being?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And are you, if you want to be a millionaire, a millionaire, go learn how to be a millionaire, become a millionaire, become a millionaire here in your thoughts and your beliefs and your actions and your habits, become a millionaire there first. And then you'll start to see the money come. And then if you want to go from a million to 10 million, That's now a whole nother world.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And if you want to go from 10 to 30 million or 50 million, now it's a whole nother person you have to become. So I still think, I mean, there's a ton to learn from this, but going back to what we were just talking about, the money thing, I mean, this is the thing that we're working on the most right now. I mean, I kind of reluctantly got into a business
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
where now we're helping people engineer profitability and understand their finances. And it's just absolutely shocking how people do not start with a profit plan. They start with a revenue plan. And profit is an afterthought.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
No, no. This is what I'm saying, though, is that what was the number one thing you needed in order to grow A1? Cash. Well, where did the cash come from? You didn't have any cash. You were living in a thousand square foot apartment with Chef Boyardee as your private chef.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
So your business had to make a crap load of money in order for you to be able to go and invest in the things that you needed to invest in. And that's also something that people don't understand is that, hey,
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You have to run a profitable business, very profitable, very profitable, so that you can now take that money and you can go invest in the things that you need for your business, whether that's people, more marketing, more trucks, more training, more coaching, whatever. You've got to make money. But in order to make money, you've got to plan for it. You have to be focused on it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And a lot of people are not focused on the bottom line. Thank you.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You know, there's a lot of uncertainty, I think, going into 2025.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Thank you.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Thank you. Thank you.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Thank you. Thank you. Thank you.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah. And, you know, and I talk about that in the seven secrets book, that's actually secret. Number two is taking responsibility. It doesn't matter what you can't control that stuff. And if you let it control you, you're, you know, you're, I hate to say dead, but you're dead before you even get started, you know?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Thank you.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Absolutely. The thing that I found early on related to this is that if somebody is not willing to pay, the big reason why, so like, for example, our event, our annual event that we've been doing now, this will be our ninth year that we're doing it. From day one, from day one, I charged to get in more than what anybody else in our industry charged.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Most of the events in our industry at the time, at the time, eight, nine years ago, were free. You get a free ticket. They'd have 30% of the people not show up. And then the people that did show up weren't super engaged. They would stay for half a day or a day. Second day, there's nobody there. Well, yeah, because they had no skin in the game. I'm like, screw that.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I want you to have skin in the game. If you're looking for a free ticket, I don't want you coming to my events because you have no skin in the game whatsoever. So I agree with everything you said. I would just add that to the end. And yeah, you got to have skin in the game.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And when you, as the person that is paying out, when you pay out, now this goes to what you just said, now you're showing people I'm serious. I want to do what you're teaching. I want to learn from you so I can go and execute. I can make a better business and I can make a better life.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
There's a lot of that out there. People are unsure. They don't know what to do. They're looking for some magic to happen. But I think the magic is in what you just said. It's how can I quote unquote fail, but you're not failing, you're learning. You're learning about this works, that works. This didn't work, let me try this.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I still, at 56 years old, I'm still trying to be a good son. My mother told me, you know what my mother said? I know we got to wrap, but the other day I said to my mom something about what a pain in the ass I was when I was young because I remember some of the stuff that I did. She says to me, no, you weren't. You were fine. I don't remember anything like that.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I'm like, okay, I'm not going to remind you about any of that stuff. So I'm with you on that. I'm trying to be better.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Are you an only child?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
So a few years back, so I've talked about profit at all of our events and tried to get people thinking in terms of profit, give them formulas and methods of how you look at the business, because it's very formulaic. The space that I'm in, it's very formulaic. And I approached one of my friends, industry friends, who knew this subject inside and out, up and down, left, right.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I've been doing it for four decades, consistently making money year after year after year. And I said, hey, why don't we put on a workshop where we teach people how to actually make money in this business? And so we did that. We did it. The first one was in 2021.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And pretty quickly after that, we realized people were coming to us and saying, okay, this is all great, but I got home and my bookkeeper was doesn't understand what you've taught us. They don't know how to do accrual accounting. They don't know how to do job costing right. They don't understand how a balance sheet P&L work.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
So I went looking for somebody that I could recommend to do this for them. I don't want to get into that. And we do the next year's event. Same shit happens. Can't find it. Same thing again, the third year. Finally, Me and my partner looked at each other and said, well, why don't we, you know, put something like this together. So we took all of his systems, his financial management systems.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And now we are doing that for companies. So first thing we do is we say, okay, where are you now? And then we design a profit, what we call profit blueprint. So we have five main buckets. Let's design, you know, on your chart of accounts, on your P&L, let's design, you know, what that looks like. Let's start with the end in mind, reverse engineer success.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And the faster you do that, and I think that's part of the reason why you've been so successful is you are willing to fail 10 times learn from it but then that 11th time it's like boom you got it and now you're on to the next thing and i think you're right the faster you can do that the faster you build an extraordinary business
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
The next thing we do now is we have a plan and a blueprint. Now we need to do the bookkeeping the right way, the right way. And there are certain, again, formulas and methodologies for this. Like a lot of people say, yeah, I'm on accrual accounting. are you really on accrual accounting or did you just hit the thing up at the top that said, oh, give me now my P&L is accrual.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And oh, it just happens to look exactly the same as cash, but I'm on accrual accounting now. And so we do all of their now day-to-day transactional bookkeeping. The reason we do that is for the third piece, which is now we give them a fractional, essentially a fractional CFO that we've trained. And now they get an accurately P&L and balance sheet every month.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And then they get a profit coach that reviews that with them and says, okay, here's where your blueprint is. Here's where your actual is. Are we on track or off track? And if we're off track, what do we have to do to get back on track? And then we start, we have conversations with them. So it's all about maximizing profitability.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And it's funny, me and my partner joke about this, but all of the bookkeeping and all of that is all of that's done.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
It's kind of like a necessary evil in order for us to get to the most important part, which is how do we review accurate financials with you so you know exactly where you are in the business, how much money you're making, what decisions you need to make next, what you can afford to invest in, what you can't afford to invest in.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I think most importantly is how much money can you now take out of the business, take home, and start to grow your personal wealth. Cause a lot of people are not thinking about they're thinking like I mistakenly did well, one day I'll make this business so big. I'll make so much money that it doesn't matter. You know, I'll make up for it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Well, really, how has that worked for you the last 10 years or they'll think, well, I'm going to have an exit event. You know, so somebody is going to come along and write me a big check. Well, you and I both know, private equity companies are no joke. They need your books to be a certain way.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
If your books are not a certain way, they're either A, not going to even consider you or B, if they do consider you, they're going to reorganize your books and into the right format and your multiple is going to take a hit because your books weren't set up properly.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Cause more than likely you're either making more money that are making less money than you thought, or you're just such a mess that they don't know how to unwind it.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah. That's what we're doing at profit.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Right now, we're at about 50. We just started about six months ago. It's growing quick.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Well, you know, look, my buddy Brian Gottlieb just put out a great book. It's called Beyond the Hammer. You'll love this. It's a parable in the front. And in the back, it's his strategies for building a great culture. Great culture. Because I know you're all about that. You'll like it. I mean, look, it's not a big book. And apparently, I don't know if you like audio books.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
I'm not crazy about audio books. But the guy that he got to read the audio book is amazing. He's an actor that used to be on Sopranos. And he does a lot of voiceovers or voice work for big, big authors.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You know what's the other book that I just read? What? This was a good book, too. You read this book?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Making money is killing your business.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah, I don't think you need to read it. I don't think you need to read it because basically what it says is don't don't build your business to make money. Build a business that makes money. So you could write this book. So this is good for your listeners. I'm not sure you'll like it that much.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
The other one that I recently read, and again, this is probably because of my age, but I just read a book called Die With Zero.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Bill Perkins? Yep. It's a great book. It's such a different way to think about wealth.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
The best way is probably just go to thewealthycontractor.com. the wealthy contractor.com. You can get a copy of my book.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Let's continue it on my podcast.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
My big message is sit down, especially now. We're in the middle of October. There's a new year coming. I have this exercise, and this helped change my life, where I really started to have this income goal forever and ever to talk about. Why do you want to make money? And I had this income goal for 20 years, never got there. I finally one day said, enough is enough. I'm going to make this happen.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And one of the first things I did was I said, OK, if I do make that money, how am I going to spend it? What am I going to spend it on? And I came up with this exercise. It's called the four numbers exercise. And I give it to people. You can find it on my website. I give it away. It's free. But it's lifestyle, future wealth, giving, and taxes and liabilities.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I walk people through the exercise, but here it is. It's real simple. Get a piece of paper, draw a cross on it. And on the top left is lifestyle, future wealth, giving, and taxes and liabilities. And then just start thinking about lifestyle and start to go shopping. Where do you want to live? How much is that going to cost you to live in the house that you want to live in?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
$100,000. $3 million. Doesn't matter. Future wealth. Well, you know, if I save $200,000 a year for four or five years, I'll be a million. I'll have a million dollars. Okay, but $200,000. You know, giving. Giving is a great strategy. So how much do you want to, you know, donate to worthy causes? Whatever. Put a number. And then think about the tax implications.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
If I was to add all these numbers up, I'm going to have a tax liability. Or if I have a debt that I want to pay off. A lot of people are carrying on so much debt. It's crazy to me, business owners that have so much debt in the businesses that we are in. You don't need debt. You need good cash flow. Anyway, you add that up and it gives you a number to work towards.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And it's a number that you can now get excited about because now you've really thought through, what am I going to do with the money? And how much more life is this going to give me?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And then once you have that number, whatever the number is, it doesn't matter, $200,000, $500,000, $1 million, $5 million, now go and reverse engineer that number and figure out what your business needs to look like in order for you to hit that number. And then become the person that creates that. and leads a business like that.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
So you know what's funny is this year at our big event, Accelerate, I had my buddy Scott Berman, who runs the largest replacement window company in Florida, present on just this. He did even better than I asked him to do. He did year by year. Here's all the stuff that we tried. Here's all the ways we failed. But then here's what we learned from.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And he went year by year, and it was fascinating because people think that, you know, they see you or they see a Scott or they see whoever, you know, big business people that have built these big businesses, and they think, oh, God, you know, how did they do that? They thought it was easy. You know, oh, yeah, he just, it just happened for him. It was lucky.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
But you know very, very well, it's not, you make your own luck. And part of the way you make your own luck is by learning by not being afraid, like you're saying, not being afraid to fail, and then implementing fast, executing quick, learn from it, move on, learn from it, move on. It's really interesting when you look at it that way and realize none of it's easy. It wasn't easy for anybody.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
It looks easy. It looks easy. But that's more, I think, the person's attitude than anything else. But arguably, it was that attitude that helped them be so successful. 100%.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
One of the hardest things I do with people is I ask them, what do you want? I want to be like Tommy. Well, why do you want to be like Tommy? What does Tommy have that you don't have? Well, he's got a business that works. OK, well, you could create a business that works. Well, Tommy's rich. Well, you could create a business that makes you rich. Well, Tommy's whatever, you know, go down the list.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
There's a way that you can go and you can make that happen. But it all starts with, well, what do you want? And it's like most people don't stop to think about what is my ideal life look like? Where do I want to live? What kind of cars do I want to drive? How often do I want to be away from work? And when I'm away from work, what do I want to do away from work? Do I want to travel?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Do I want to go play golf? Do I want to go play whatever? But I always say to people, like, figure out what you want first. Instead of like dreaming for a while, I need a 10, I want a $10 million business. This happened the other day in one of our our coaching groups, one of the guys says, I want to do five million next year.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
We were talking about next year because I want to do five million next year. OK, great. How would you do this year? Two million. All right. Well, why do you want to do five? Well, because we've been doing two million for such a long time, you know, for years. I'm ready now. I want to do five. Great. Why do you want to do five million? Well, because I'm like, OK, great. Why do you want to do five?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I kept asking him because he wouldn't. None of the answers were good answers. Finally, the guy says, I want to make a million dollars. I'm like, ah, okay, there, there's an answer we can finally work with. I go, well, how are you going to spend it? How's that going to make a difference in your life? And what happens is people aren't connected to any sort of outcome.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
There's no why attached to it. It's just like, I want a $5 million business. What? You know, do you know what it's going to take for you to make a five or 10 or 20 million, whatever the number is, it doesn't matter. It doesn't matter. What do you want? out of it. And so I just find that so interesting.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And I could say that now because I'm older and more mature because I was guilty of this 20 years ago when I was in my 30s also.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
Yeah. There is more than money, but money buys a lot.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
You know, it helps along the way. But it's interesting because when you start to really make money, like you said, it's hard to trust people. People show up and they, you know, that, are weird and they try and get you for your money, family included.
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And when I say they get you for your money, it may not even be asking you for money necessarily, but it's like they want to bring you back to where you used to be because they were comfortable with you when you were struggling and when you were broke. And when you lived in the thousand square foot apartment and you drove the oldest truck, people were comfortable with you, you know?
The Home Service Expert Podcast
Unlocking the Millionaire Mindset with Brian Kaskavalciyan
And then now, you know, you're at a whole nother level. And those people are still back where they were. And they look at you like, oh, man, look at him now. He's a big shot. He's changed.