EP101 Cameron Loughlin Pres of New Painting Franchise
INTRODUCTION:
In this episode Cameron Loughlin comes back onto the show to share all about how he became the president of a brand new painting franchise!
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TRANSCRIPTION:
00:00.00
dybsteve
What happened?
00:00.85
Cameron
Steve I was invited to Hawaii with my dad in my second year of business. Super excited because it’s like man when you get invited to Hawaii you got to go. It’s a beautiful place and let me tell you we were not doing well as a family as financially at that point. But we were very lucky to go on this trip. Um, and what we did was we went there and I had a kind of a disaster in my business and that disaster it started off with um yeah, yeah, so I um.
00:20.81
dybsteve
Um.
00:27.48
dybsteve
So yeah, wait by how do you mean.
00:37.69
Cameron
Was ah, just kind of hanging out by the pool. Really you know happy to be out in the sun with my with my kiddos and I got a call um from a customer saying man. You know I’m I’m really happy with the job that you did you did a great job. We’re thrilled in in this is by the way, an $11000 job that we did in a city called evergreen this beautiful town a high altitude in colorado and he said yeah you know we’re we’re thrilled and um, you guys did a good job. You’re a new company but um at the end you know we we gave. Ah. Ah, check the final check to your production manager and yeah, we wrote it out to his name. Um, instead of your company and that’s what he asked for after all is that you know you write it out. We write it out to his name that final check and we gave him the check and we’re thrilled and the production manager is thrilled too that the job went well.
01:15.83
dybsteve
Um, oh.
01:24.51
dybsteve
Oh oh.
01:31.42
Cameron
and and I’m thinking oh no, like that’s really unusual. You know and um so I tried to call my my production manager at the time and he didn’t answer his phone and this is somebody I hired you know, um. My second year I didn’t really know what I was doing I didn’t have any system set up and he basically just took the check. Um the total job. You know $1100 sorry 11000 and the balance on that is going to be about 9000 school so I’m sitting and.
01:59.68
dybsteve
11000 oh ah
02:07.27
Cameron
I’m in Hawaii it sounds good. But when you have no money in your bank account and you’re starting out. It’s terrifying I was terrified. My wife was maybe not happy with me. Um, that I let this happen but it was just a lack of system. So when I got back? Um. From Hawaii I I tried to track him down I couldn’t I enlisted my mother-in-law. Um, who is a cop to go with me Steve to 1 of your favorite places called Starbucks yeah, and ah.
02:31.90
dybsteve
A Starbucks yeah.
02:40.55
Cameron
I ended up getting a hold of the production manager’s wife and maybe made a few threats. Um and she ended up meeting me there. So I drove there and she gave me the the refund check which wasn’t the full amount it was maybe for about half for 1 reason or another but um.
02:54.14
dybsteve
No.
02:58.93
Cameron
That level of stress to feel like you worked hard to lose that money and to have to go through all these methods just spoke to kind of a lack of knowledge a lack of understanding and um I was very humbled and freaked out about it.
03:10.52
dybsteve
Yeah, ah, talk about the worst vacation ever would have thought Hawaii would have been so heart wrenching. Oh man. Yeah, you’re not able to be present. Yeah.
03:18.52
Cameron
Yeah, and here you are in this beautiful place but underneath it and this is the nature yeah of like being a business owner right in your first two years if you leave it and you don’t have those systems in place very very hard and stressful.
03:28.24
dybsteve
Did something.
03:35.62
Cameron
Um, but I wanted to test it I was like can I do this and I just got punked. You know like it was so bad. Ah, anyway, yeah yeah.
03:39.45
dybsteve
Ah, yeah, ah.
03:44.75
dybsteve
Oh man, Yeah goodness. Oh man, talk about school hard knocks and we’ve got them scars and narks and hoof. Yeah.
03:52.20
Cameron
Yeah, it’s the best school like I think of all the things I’ve learned in life and I’m like I have a I went to college and did that but like all the lessons that are so true have been learned in the marketplace and it’s.
04:05.68
dybsteve
Here We yeah oh yeah.
04:09.50
Cameron
The best way to learn if you have a great idea is to just get out there and find out and it’s painful. It can be very painful but you get the truth through the marketplace which is something I’ve always appreciated. So.
04:16.42
dybsteve
Yeah, right on reminds me of a quote Jim row used to say before he passed and he says don’t become a millionaire for the money become a millionaire or we can say bill. Oh excuse me build a million dollar business for the person you have to become to get there.
04:27.99
Cameron
Of the.
04:34.51
dybsteve
You know.
04:35.70
Cameron
Yeah, in really this we’re developing ourselves and we’re um, that’s what this is all about and I’ve always felt like when I start when I work hard on myself when I’m reading books.
04:47.66
dybsteve
You.
04:50.39
Cameron
When I’m putting in the work. It pays off and usually there’s a delay so it’s not like oh man I just read 40 books in forty weeks and it’s almost like there’s ah a delay that happens a little bit with that where like all of a sudden you’re like man I’ve reached a new level a new understanding. Yeah.
05:03.57
dybsteve
Yeah, yeah, yeah, well before we dive into that. Let’s let’s circle back and welcome everybody back to the do IV podcast today’s guest was first on with us back in 2018 leave us episode 46 he’s from.
05:08.56
Cameron
But.
05:23.47
dybsteve
Denver Colorado and he shared his startup to success story and some of the highlights were the importance of having a go giver mindset how the duyb system has completely transformed his business generating high value referrals saving him from blowing thousands of dollars on paid leads. Therefore cranking out some serious profits how to build a real sales process including the du ib pre-selling emails. He also shared along the way that he had 0 painting experience. In fact, excuse me in fact, beforehand he used to be a meteorologist and he shared those stories as well which are really cool. So make sure. Ah, you go back and check out his first show episode on forty six I believe I brought him back on because there’s more. It’s like butt wait. There’s more and it’s pretty exciting so cameron loughlin welcome back to the show. My friend president of Ace Hardware painting
06:20.74
Cameron
Um, yeah, yeah, it’s ah it’s a little little crazy right? like it’s a good question. What? um you know I’ve always learned that life has some twists and turns in it Steve that.
06:21.52
dybsteve
What.
06:27.53
dybsteve
What what is that? what Ace hardware painting services.
06:37.76
Cameron
You kind of have to be open to what the universe has in store for yet and um and 2021. We’re just kind of going about our business and this amazing opportunity came to me. Um, just as kind of ah, a blessing and as a gift and you know Ace Hardware is busy building, different verticals for their services. They’re getting into the service ah vertical platform and one of those is paint and they’ve got a really unique relationship with Benjamin Moore where they carry their paint so um, in a nutshell. Um. We were lucky to paint for the Ceo of ace handyman a great guy named Andy Bell who happens to live about 7 minutes from me and we painted for him a couple times and he said you know I think you’d make a great brand president. Um, you know you’ve done a couple projects for us. We loved your process and we think that. You know this would work out really well using the model you created. Um, obviously they’re seeds of the dyb system and what we do and I know I know you Steve really? well. Um, but just to be able to be acquired by that company which is what ended up happening. And it’s just been the biggest blessing and gift for me. So I get to take this model and franchise it across the United States and right now we have one company in the Denver area and with many more coming so in a nutshell.
08:08.73
Cameron
Yeah, life has a lot of surprises and this has just been ah a big gift.
08:11.20
dybsteve
So if I hear you correctly we’re breaking the news nationally internationally right now here on the dob podcast ace hardware painting services is franchising wow that is well now still Ben Moore right still running strong with Ben Moore and
08:20.67
Cameron
Yes, correct.
08:28.16
Cameron
Yeah I used Aura yesterday which is in my a little satin finish as I wake up this money? Um, no I I can’t say enough about the quality of the the product and um.
08:29.24
dybsteve
Yeah I thought she had a glow about you.
08:44.50
dybsteve
You.
08:45.89
Cameron
You know? But yeah, we’re just very lucky to be able to use a great product because when you go into a a house and you’re like oh man I got to use this. It’s it’s not. It’s not ideal. So and we’re lucky to have that um relationship with a wonderful brand that’s been around a very long time.
08:56.37
dybsteve
Yeah.
09:02.14
dybsteve
So they without going into details but just kind of an overview they bought out your painting company then brought you in as president of Ace Hardware Painting Services to develop this franchise.
09:16.94
Cameron
That is correct so I run the the business with Andy Bell so he is the Ceo he runs he has more knowledge on the franchise side. Um, having been able to grow his own handyman business and there. They’re absolutely flourishing right now opening up, you know there’s probably a new opening in that last sentence right? there just as I talked. That’s how fast it’s it’s going and and then I cover the paint systems and strategy and combine together with both of our unique abilities. It’s been It’s been really fun. So.
09:40.96
dybsteve
Here.
09:52.91
Cameron
Yeah.
09:53.83
dybsteve
Now Do you still? are you still? ah ah, running your painting company while you’re building out this franchise system. Wow.
09:59.70
Cameron
Yes, so we now call it our It’s our operations company. So this is our test kitchen so to speak for everything else. We do We learn a lot through this business and still run it. Yeah.
10:08.23
dybsteve
Um, yeah, okay, right on all right now who would be ah your ideal prospect for somebody looking at the franchise.
10:21.36
Cameron
So somebody that yeah right? So we’re looking for so when I started the business I didn’t have a ton of paint knowledge but I had good business sense and obviously.
10:23.16
dybsteve
You know so indo I be right? We talk about 3 ps for you know? um.
10:39.37
Cameron
And like to say the integrity and the kindness and the honesty piece. So really, that’s the I.
10:41.44
dybsteve
I Could say that for you I will say that you’re one of the nicest kindest, honest guys out there.
10:47.70
Cameron
Thank you, Thank you so much I Really appreciate that and I would say that we’re just it’s paint experience in this early go Really we’re looking for people as we get this thing piloted and out there. It’s more. Hey. Do you have you owned a franchise before. Are you a retail store owner. But as we move Forward. We’re looking for people that really want to leverage this unbelievable brand name because as Ace hardware painting Services. You have this integrity and honesty built into the Brand. So this just needs to be somebody who’s. You know a motivated professional willing to learn systems who is really looking for that beautiful mixture of sort of entrepreneurship but also something maybe with a little bit more um consistency. Um, you know you already have your system set up for you and you’re essentially buying a product that’s already.
11:38.92
dybsteve
Um.
11:43.29
dybsteve
Ready to hit the ground running. Yeah yeah, avoid some of the mistakes we made right? get he started.
11:44.90
Cameron
Ready to go So that’s a huge advantage. Yeah yeah, yeah, like getting a check stolen.
11:52.84
dybsteve
Yeah, ah, yeah, yeah, ah quick aside we had a painter his name was fabrice I consider this because this is a good story I can mention his name and 1 of our customers said hey can I pay you know your lead I said yeah sure he goes on and excuse me. He sent a picture. Ah, Forris did after the job was wrapped up and he sent a picture and posted it and group me you know our team chat he said man you guys are the best he said this is the best company I’ve ever worked for I just you know you continue to exceed expectations and blow my mind. But but this ah $7000 cash. Um.
12:17.60
Cameron
Um, yeah.
12:30.35
Cameron
Um.
12:31.36
dybsteve
Ah, what did he call it not severance but you know like he was quitting like he was leaving. He’s like thank you guys so lunch. Ah, ah, ah, but he was kidding he was cut. You know as a as a joke but this was he’s got a picture of like $7000 cash and
12:35.68
Cameron
Um, oh no, Ah, no, ah that is hilarious. Um.
12:50.42
dybsteve
You know so everybody starts laughing everybody because he’s such a great guy. We weren’t worried at all you know? Ah, ah, no, he he hit he he hit. He stopped by the bank on the way home. It was all good but reminded me that story. Yeah, yeah, so back to the franchisees Then what’s.
12:58.40
Cameron
Ah, that is hilarious I’m glad to hear that worked out for you.
13:06.76
Cameron
But.
13:07.60
dybsteve
Um, now there are others out there. What what does So yours have you guys established now I’m not sure where it’s at in the development stage but have you established the the cost to buy in and what the what the fees are and can we discuss that.
13:20.90
Cameron
Yeah, and I would actually love to have that conversation with anybody that that asks me so I was going to make myself available and give people my information so I can go through it. Um, you know, given that we’re starting up. There’s some things that are a little fluid on the cost side. But.
13:26.34
dybsteve
Um.
13:36.49
dybsteve
Um, sure.
13:37.93
Cameron
The best thing I can do and can offer is would love to connect with anybody interested in this model and kind of explain it inside and out. Um, there’s a lot to know. There’s a lot of benefits to it and would love to just be able to maybe drop my my information and get it.
13:44.59
dybsteve
Yeah.
13:54.85
dybsteve
Sure sure. Okay, no, that’s understandable. Yeah, absolutely it is still in development. So you know um I get it fantastic. So can you share with us what the company looks like today.
13:56.57
Cameron
If if you’re okay with that. Yeah.
14:07.65
Cameron
Yeah, so right now we’ve got our operations company. Our revenue is about one point five million we have a ah small team of people based in the Denver area and that would just be.
14:12.64
dybsteve
No.
14:23.53
Cameron
Production manager we have a sales rep I actually still do sales myself I like to keep my finger on the pulse and let me tell you Steve this market. It’s changed so much in the last couple years because of paint shortages. Um because of just how dynamic the paint world is.
14:28.41
dybsteve
Um.
14:41.82
Cameron
And that’s really been interesting for us. It’s been a bit of a rollercoaster to navigate.
14:47.82
dybsteve
Yeah, no doubt. Um, okay now the 1.5 that’s this is great. What’s has your tech stack changed much in the last five years
14:58.70
Cameron
Yes, so we are now and I don’t know if any but this is relatable to any anyone Steve I had this stack that was you know hopefully Steve Burnett approved um
15:12.94
dybsteve
There you? yeah.
15:13.70
Cameron
Acuity scheduling firing to Pep Cloud Um acuity scheduling firing to to pipeline deals via zapier. Um, and I also had quickbooks I think it was looped in but now we are using a product called Service Titan Um, yeah, so.
15:20.48
dybsteve
You.
15:28.71
dybsteve
Okay, yeah here.
15:32.94
Cameron
It’s a beast. This is a big big robust platform and um in two weeks we’re going to be onboarding it officially so we’re making a huge change but as far as the tech stack.
15:45.23
dybsteve
So so you haven’t slept in the last two weeks is what you mean I can relate I get it I get it.
15:49.48
Cameron
Right? Can you see my the bags under my eyes. Um, yeah, um, so yeah, it’s It’s definitely really cool. It’s really exciting to have this. This isn’t something I would have had access to as an entrepreneur but to be able to.
16:00.19
dybsteve
Me.
16:07.94
Cameron
Utilize this technology. Um, it’s It’s huge like it’s It’s really a Titan Um, and I’m just learning about it. Yeah yeah.
16:12.75
dybsteve
Um, right on right on. Awesome will update us on some of the recent books that have made an impression on you.
16:23.23
Cameron
Thank you? Yeah so I um I always go back to the go giver I’m sure this has probably been mentioned a million times but I went on a road trip earlier this year and I played it for my son who’s ten years old and I said Julian this book right? here is.
16:27.45
dybsteve
Nay.
16:33.17
dybsteve
And.
16:40.21
Cameron
Probably the greatest literature you’re ever going to. You’re ever going to read or listen to um, just such a phenomenal book The E myth would be another one that I absolutely love and then I would say the Jim Collins Books The um.
16:41.85
dybsteve
The.
16:55.26
dybsteve
Good to great built to so or built to last here.
16:57.12
Cameron
Good to great and then there’s another one called built to last which I think collecting maybe a little dust now like it’s a little older but it talks about how um you you know, just need to allot it like the flywheel effect. Maybe that was good to great. But. You’re pushing this boulder at first It’s really heavy and but you keep taking action and then over time you start getting momentum and the other book is compound effect that has that similar. It’s it’s really amazing. What happens when you take action and consistency over time.
17:24.87
dybsteve
1
17:33.38
Cameron
And I think that’s has to do with the asce acquisition. It’s like man you do all this work. You do all this work. It’s like where is this going and then all of a sudden your momentum is there and it gets really easy and easier. So sorry it never gets easy.
17:39.54
dybsteve
Boom. Yeah yeah, no, that’s awesome quick comment there I I really appreciate you pointing out a couple of these, especially so the flywheel I think it’s chapter 7 good to great.
17:56.20
Cameron
And yeah.
17:57.72
dybsteve
I was just reviewing it myself that chapter just because just diving deep in inertia to compound effect. You know in there they call it breakthrough but we understand part of the compound effect from Darren Hardy and I think that. The compound effect was huge like I think back in 2009 when I read it. It just went yeah and the light went off you know and I got it and I was just started hustling harder and um, then smarter so then ah, excuse me if if Darren Hardy would have just included the inertia the the ah flywheel I think in the compound effect.
18:20.55
Cameron
That.
18:29.79
dybsteve
Oh man right? So you know I hate to I’m not not to criticize it man if you could just you know, ah put it dedicated a chapter to the flywheel and the compound effect I Just it would have I think just brought it all all together but instead go ahead, grab some good to great and some compound effect put them together and like you just said right.
18:43.93
Cameron
And Steve I just want to speak to that. It’s a great point. We were around like half a million in revenue and then in 2021 everything it was almost like I would wake up in the morning and there’d be 5 well-qualified leads in my inbox I’d just be like what a gift and granted this was covid right? Nobody’s going on vacation yet. But that year I was all of a sudden like these things we would go into estimates and we were just winning them and it was like we had this.
19:07.00
dybsteve
So.
19:14.41
dybsteve
In.
19:18.36
Cameron
Differentiator and I was like what is going on. We’re so $600 higher than that guy and it was all those years of work like collective hard work consistency not stopping if you have a bad day. You keep taking action I can’t say enough. To anybody listening about the power of consistency and to remember that it doesn’t feel good like it doesn’t feel like consistency. It looks cool from the outside. It doesn’t always feel good to wake up and do it again. Um, and take action. It feels tiring and you’re tired and to stick with it.
19:50.86
dybsteve
Who.
19:53.12
Cameron
Um, is so important. So I think that’s really important is that the reason why some people are successful is it’s not always easy. It’s not always fun. But if you stick through it. There is a light at the end of the tunnel. Yeah yeah.
20:06.80
dybsteve
Yes, indeed. So trust the process right? Trust the process. Um, you know there’s one saying what that those who strike out on their own only three percent make it but the 97% who don’t who give up end up working for the 3 who do so keep going.
20:17.32
Cameron
Are.
20:23.69
dybsteve
Just keep going. Don’t give up right? Don’t give up keep going. Yeah.
20:25.49
Cameron
Yeah, and the world has a way if you have courage which I think this takes I Just think that I have the sense that courage is a little bit underrated in entrepreneurship. You just you almost have to be consistently courageous at that courage though.
20:36.28
dybsteve
Yeah.
20:43.63
Cameron
It later turns into confidence and um, if you do it for long enough and then you have something that nobody you know you’re pretty unique after a while because you’ve built all these skills up over the years and you have something unique and I just think. So highly of the people that really stick through those periods of courage because it’s hard and I’m here to tell you if you’re listening and you’re struggling I’ve been through it pretty much everything. Ah that entrepreneurship can deal you maybe most of it and um, I’m glad I stuck through it. But.
21:14.18
dybsteve
M.
21:19.38
Cameron
Just wanted to encourage anybody that’s thinking of giving up if you love it and your heart’s in it stick with it.
21:26.00
dybsteve
Would you encourage them to join a ah mastermind group a peer group for support and inspiration accountability.
21:30.78
Cameron
Absolutely and I can’t say enough about those type of things because I still remember reading that that book about the mastermind it was that guy that a long time ago. He wrote about the the Ford C Yeah, yeah, yeah, and.
21:43.69
dybsteve
William Hill think and grow rich.
21:48.95
Cameron
Right in the power of the mastermind. But when you’re with a bunch of other people that are going through the same issues. It’s very helpful because let’s face it. The average person is not an entrepreneur and they don’t understand like I’ll talk to them sometimes about like courage and sticking within they’re like dude. What do you.
21:53.10
dybsteve
Help.
22:03.29
dybsteve
Me.
22:07.63
Cameron
Shut up, you know, like like I’m like hey man I’m not going to talk to you anymore I’m going to go to this mastermind group where people know what I’m talking about So yes, huge in coaching Huge yeah.
22:16.50
dybsteve
Yeah, yeah, right on right on this is cool. This is exciting. What’s the ah future hold how much of that can you.
22:26.93
Cameron
Yeah, so yeah, just um, just continuing to push this thing forward this this beautiful um opportunity forward and do it with intentionality but also. Doing it the right way. So 1 thing that I think is important to just always stick to your value system. So I’m reminded of like some of the bids I see in the market that are a lot lower than ours and just adding value. So just remembering that the things that I read in go giver. Um.
22:47.70
dybsteve
No.
23:01.82
Cameron
About adding value and sticking to what’s true and being a kind human being and not losing that so just continuing to do things the right way we’re not going to be the lowest bid. We might be number 2 out of 4 But.
23:12.70
dybsteve
Maybe.
23:17.89
Cameron
To continue to bring value instead of discounts.
23:21.34
dybsteve
Yeah, right on right on well cameron. Thank you very much for coming back on. This is pretty exciting and I’m really looking forward to seeing how this unfolds for you and congratulations. Ah well deserveved I said you’re a fantastic guy. Um. And looking forward to seeing really how this plays out for you. You know, maybe having you back on in another year or 2 and just kind of review kind of where it’s at and all the new insights and and inspirations. Ah you have at that point. So I really appreciate you coming on before we roll out. Is there a final point you’d like to make.
23:55.12
Cameron
Yeah, so for anybody looking to connect and find out more about franchising and an opportunity. Um I think I’ll have my information in the show notes. So thank you Steve for that and just wanted to say that um 1 thing about DYB is that.
24:03.21
dybsteve
Who.
24:12.82
Cameron
Steve you always give people the credit other people. The credit you’re an extremely kind person and just a great guy and I can’t say enough about your heart and anybody anybody looking to start a business talked to Steve he’s just one of the greatest people I’ve ever met. So I just wanted to.
24:24.40
dybsteve
Um.
24:32.76
Cameron
To share that that compliment loud and clear. Yeah, yeah, absolutely.
24:34.52
dybsteve
Wow! Thank you I Appreciate that very much how somebody wanted to reach out with you in case, they’re listening. They’re not able to see the show notes. What’s the best way that they can contact you.
24:48.97
Cameron
Yeah, so um, that would be by by email and it’s an insanely long email. Um, it’s it’s maybe too long to even say and it becomes actually okay, perfect. Yeah, it’s very long.
24:51.93
dybsteve
No.
24:58.29
dybsteve
Well let’s go ahead say it. We’ll put it in the show notes as well.
25:05.77
Cameron
So thank you? Oh sorry, yeah, it’s a CLoftCL o u g h at Ace Hardware painting corp.com
25:06.40
dybsteve
Go ahead and so what is it? please say it.
25:18.79
dybsteve
Okay, we got it. Fantastic cameron. Thanks again, My pleasure appreciate you too.
25:24.51
Cameron
Yeah, thank you Steve I really appreciate you I’m going.