Austin Evans - Lessons in Entrepreneurship and The Power of Meal Prep

 I think Roger Renewership's really, I don't know how much it can be taught me, and it's something that's in your blood.
 Exponential growth comes with discomfort.
 You have to have a level of ego, but you have to have an option.
 A lot of people, they are so caught up in wanting to be the man or the woman.
 Start somewhere, it has to start some time.
 What better place than here, what better time than now.
 Hey guys, what's up? Welcome to the latest edition of The Radcast.
 Ryan offered your host. Welcome back to another episode.
 We're live for us in the studios here of the Radcast, which is the home of Radical,
 the Linus Coolest, Motherfucking Greatest at agency in the United States of the USA.
 I'm here today with a badass motherfucker.
 I told him I was going to curse at least six times before introducing him. Welcome off to the show.
 Yeah, I appreciate it.
 Good to have you, man. Co-founder of Lean Kitchen.
 Lean Kitchen, ice cream mogul, as we learned pre-episode, we'll get to that.
 And just all around good dude, but man, I'm glad you're here.
 Yeah, thank you. Looking forward to it. I was like seeing if I can shed a little
 my experience or should I've learned to other people, so hopefully people get something out of this.
 I think you will, man. I think you will. So where's home?
 Austin, or home these days?
 Just in Kansas, Missouri. Have I smacked it in the middle of the country?
 Kansas City, Missouri. How far is Kansas City from St. Louis?
 About four and a half hours.
 Okay. All right.
 Which I get there for certain things throughout the year or something, too.
 So yeah, we just drive over.
 We've flown there.
 There must be something drawing me to Missouri.
 We're talking to a potentially, I'm not even going to mention their name, client there in Missouri.
 And I have never done business in Missouri.
 But there's been something, some gravitational pull here.
 We have a new one on the podcast.
 We've got a new client coming in Missouri.
 I don't know what it is. You guys at the Midwest.
 Once again, pulling us in.
 Well, let's start Austin. Let's start from, you know,
 the beginning of, you know, we'll get into lean kitchen.
 If you're out there, this is meal prep and delivery of meals and things like that.
 That's become very popular.
 I know you guys are crushing it.
 You've got 20 plus locations and growing.
 And let's get to all that.
 But let's give everybody a little bit about your background.
 Yeah, absolutely.
 So born and raised in St.
 Joe Missouri, just north of Kansas City,
 grew up very, just had the entrepreneurial tick.
 I think entrepreneurship is really, I don't know how much it can be top.
 And it's something that's in your blood, you know.
 A lot of people have ten disease.
 But I grew up very entrepreneurial.
 You know, Friday nights, we're spent watching shark tick
 with my dad bullshitting about business.
 You know, I'm forever indebted to that man
 for the stuff he's taught me with business.
 And so, did all the little nicknacks stuff growing up
 that you want to do?
 I moved grass, I bought red bull vending machines
 and tried to put them into businesses.
 Thought I was going to get rich off of red bull machines
 for a while when I was about 17.
 Then went and sold insurance for a little while.
 Didn't enjoy that much.
 And I guess I want to do something for myself.
 So I franchised a store out of Colorado
 called Fit Republic and opened a supplement store.
 So I think like a GNC supplements nutrition, wellness.
 Treated people a way different way
 with way better service than a GNC.
 It seems like supplement stores, you get two ends of the spectrum.
 The side that doesn't know shit and just
 tries to just sits there, it doesn't really do anything.
 Or the side that tries to throw everything down your throat.
 It's my three get two free, my four get three free.
 The whole goal is to walk out of there, high five
 and the associates high five in the back
 because they just sold you $500 worth of stuff.
 You never get $500 worth of results.
 You don't come back.
 Oh yes.
 I've been on that supplement jockey ride many times.
 I have in my wife makes fun of me.
 We have cabinets at my house that's like
 the land of misfit supplements.
 It's where they go to die, like stuff that doesn't work.
 Anyway, definitely do things different than that.
 We started just giving their shit about helping them know
 how to make meal plans.
 People coming in for fat learners instead of just selling
 a fat burner that's not going to do anything for them,
 we would instruct them on a meal replacement
 and not let's do five shakes a day.
 Hey, let's do this.
 Let's get your diet right.
 Let's take a multi-automated greens.
 And then you create a lifetime customer.
 You create a customer who wants to come back
 and you treat people the right way.
 You actually help them get results.
 And through that, people started getting really good results.
 We had people down 40 pounds, 70 pounds, 100 pounds.
 It was like, how can we help people further?
 Well, just like you and I were talking
 prior to this show was if people could
 eating healthy convenience is everything, right?
 And there's a lot of meal prep companies popping up.
 But none of them were doing it
 to what I thought was right and in terms of
 and I'm sure there's mom pop like one or two location outfits
 out there doing right.
 But a lot of it, it was either kind of healthy TV dinners.
 Or it was, I don't know, just wasn't down in the way
 that I thought it was adequate.
 And then so we started doing our own meal prep.
 But then I knew that I wanted to scale fast.
 And so I have a business partner, JR,
 JR helps me in town on the kitchen side of things.
 I do another stuff that we grow side of things.
 And then it became let's scale this thing.
 Let's make it to where other people can open their own.
 We became the first meal prep franchise
 to teach people how to open up their own
 commissary kitchen, if you will,
 and distribute to their satellite stores.
 And it took off me.
 I mean, I'm totally fast forwarding fast
 all the shit you go through and whatever.
 But it took off.
 And so now fast forwarding a lot.
 Here we are with 50 locations sold.
 27 currently open.
 And everywhere from Greenville, South Carolina,
 all the way to Spooky and Washington.
 Well, great growth.
 And interesting.
 I want to get into some of the franchise stuff.
 But let's let's talk about,
 what is the, I'm going to go down.
 I'm going to go down a personal path here
 because I think we've done every,
 my wife and I have tried everything
 from the Make It Home kits to, you know,
 I'm not going to name like every competitor in the space.
 But it's gotten to be pretty crowded.
 I remember like blue blade or I don't know.
 I'm going to bangle like all the names.
 There's become so many my, my headspins.
 But I mean, what truly differentiates one from the another?
 You know, and I probably tease you up
 for what sets Lean Kitchen apart.
 But I mean, I don't know how a consumer
 is supposed to know one from another now.
 Yeah. So I mean, the, the, the,
 to answer the generalization question of it.
 So a lot of them are like, like a lot of the meal prep kits,
 like your blue aprons, your,
 it's really the one I think of on top of my head.
 They're where you're going to buy this stuff.
 They're going to ship it to you.
 You're going to break it down and cook it.
 Okay. So that's a lot of prep that has to go into that.
 So that's, that's kind of a different realm.
 If you ask me, then there's stores that you go into
 and you pick off your meals off the shelf,
 which is kind of what the model of Lean Kitchen is.
 We also offer delivery dogs and different things.
 And then there's kind of just like,
 it sounds like I'm knocking people.
 It's just how they TV dinners.
 It's a frozen meal that is this or that.
 It's cheap and whatever.
 So, so that's kind of the general difference here between them.
 Where Lean Kitchen is different is
 one of our food tastes awesome.
 And everybody can say that like, I'm a foodie.
 I love food.
 It's got to be extremely good.
 I don't want to taste.
 I don't want somebody to say, oh, it's diet food.
 You know, I don't want that.
 And so I'll be praying because I think there's value
 to get out of this for other other entrepreneurs.
 We figured out really early what our identity was.
 Okay, so I was franchising to a guy.
 And he was mentioning a competitor
 and their prices were double ours.
 And we're really good.
 Well, we're eight to ten bucks a meal.
 Okay.
 And so in this space,
 there's, let's go in and sit down at a cafe
 and have a $16 salad.
 There's, and very good.
 Very, it tastes great.
 It's also $16.
 And by the time you get a drink and everything else,
 you're sitting down for $20.
 That's a cafe style.
 That's a different model.
 Or there's ours,
 $8 to $10.
 You can come in, you can grab one or two meals,
 heat them up, get out of there.
 Or you can order all your meals for the week
 and have them delivered.
 And we do meal plans like 10 meals
 for $85, for example.
 Or there's that frozen TV dinner,
 that debt sheet, $45 meal.
 And I had a franchise prospect
 that was like, man, I'm eating this place's meals,
 the expensive one.
 Their stuff is really good.
 I like their steak a little better than yours.
 I mean, I like your concept here, but it's a lot.
 And I said, it's a whole different thing.
 So I kind of compared to this.
 When you want to bring your wife out to dinner,
 and you can go to McDonald's,
 good luck.
 You can go to, do you guys have cheddarers out there?
 Oh, yeah.
 But I love cheddarers.
 Me and my wife, we get cheddarers to go
 like a couple nights a week,
 because it's, I think it's really good value.
 It's good food.
 And it's not expensive.
 Or you can go to a capital girl,
 a McCormick, you know, in a landery, something like that.
 So I'm looking to be that really good value,
 where you go, and it's a good quality item.
 You know, maybe weren't,
 I think we're the best when you consider value for sure.
 But yeah, I'm not using fresh, cut,
 expensive steak.
 I'm using a nice value, but I'm making it taste great.
 So we figured out our identity.
 So that's where we are.
 I'm looking to serve the masses,
 a very quality product that isn't cheap and isn't overpriced.
 Lean on your wallet.
 Lean on your belly.
 There you go.
 Yeah, it's not expensive to franchise me.
 Exactly.
 Hey, lean all the way around.
 I like it.
 What's the, you know, talking about,
 and I know you've got a podcast
 you're working on and starting,
 and maybe we can build into that,
 but which has something to do with kind of this question.
 But talk about
 the entrepreneurial growth path for you.
 Maybe some of those to quote your show, speed bumps,
 that you've seen, any guidance you'd give,
 both what you've kind of gone through personally,
 and maybe any guidance that you'd have
 for anyone else out there,
 kind of go into that same journey.
 Yeah, absolutely.
 So yeah, I'm starting to podcast called speed bumps.
 The whole premise of it is,
 learning from your mistakes.
 And so my journey has been a whole lot of mistakes,
 just like any other entrepreneur out there,
 I'm sure you're self-aussing.
 It's trial and error.
 Everybody wants a road map of what to do,
 but if you're really doing something different,
 if you're really going to have an impact,
 chances are you're doing a lot of things that are unique.
 Maybe haven't been done yet,
 or haven't been done yet to the scale you want to do it.
 And so, I'll tell you, man,
 the biggest lesson I could give anybody,
 and that I've learned myself,
 is you don't know what you don't know,
 and everybody's ego gets involved.
 Their ego gets involved,
 and you have to have ego to some level to be good,
 because there's a level of confidence you have to have
 in an ego, but ego has to have action behind it.
 Or else then you're just here to get idiot.
 So, you have to have a level of ego,
 but you have to have action.
 And a lot of people,
 they are so caught up in wanting to be the man,
 or the woman, and they want to be right,
 that they don't want to bring people into help.
 So I'm a big fan of you,
 don't know what you don't know,
 and I am not afraid to ask questions.
 I'll ask a hundred questions if I'm doing something.
 It doesn't matter if it's trying to learn and franchising,
 it doesn't matter if right now I'm building
 an ice cream cone developing a piece of land,
 first time ever doing that.
 I ask so many freaking questions, man,
 because I don't know shit about, you know?
 And if I don't know, I'm going to ask.
 So, like one of the biggest lessons
 that I think people can learn from it,
 I went through was when franchising,
 we started selling a lot of franchises,
 and it was taking off, we're selling a lot of them.
 And then I started feeling like,
 man, I'm not supporting these people right,
 I don't know what I'm doing.
 I was in over my head,
 white frankly,
 and I, so meeting my business partner, JR,
 we ended up through mutual contacts,
 the CEO of another company that franchises
 that has over, they have 205 locations in three countries.
 I reached out to that CEO and asked him
 if they would help guide us,
 maybe manage us, take us under his wing.
 And you know what, the answer was initially no.
 And then I got told, no, you're too small, no.
 And then he said, we'll find, I'll come out there,
 you can give up on the know.
 And he came out here to Missouri,
 and he said, it's you're too small.
 So then I said, well, hey, he's in Pittsburgh.
 I said, hey, I actually have a meeting in Pittsburgh
 on Monday, and it was like Friday,
 and I didn't have a meeting in Pittsburgh.
 And I said, we've got morning, he goes,
 sure, if you want to come in, I'll meet you.
 So I flew there that night before,
 I flew out that second and walked out of the meeting,
 and finally sold it on the idea of coming aboard.
 So he consulted with us for a long time.
 And then the company really grew and took a really good nap.
 And every since the word grew up 2020 costs were going down,
 expense, or sales were going up.
 And he ended up saying, hey, this has serious legs.
 I want to be a part of it long-term.
 And so now he's a minority equity partner in the deal.
 And we get his experience.
 And man, I want to grow big fast.
 And you know, who just yes, Larry is Ryan.
 Oh, yeah.
 I'm an entrepreneur.
 He said one time, when I want to go big fast,
 I don't have time for experience.
 And that's exactly how I feel, man.
 I don't have time for that shit.
 So what do we do?
 We bring on a guy who's been franchising longer
 than I've been alive.
 And now here we are.
 We've been franchising for three years,
 and we're behaving like a company
 just been franchising for 15 years.
 I like it.
 I like it.
 Exponential growth comes with discomfort.
 And you don't know what you don't know.
 And you got to be, can't be afraid to ask.
 Yeah, exactly.
 We had Christopher Lockhead,
 who is a wizard and an old school legend in marketing.
 And category way, he, uh,
 I'll give you a little tip.
 Category pirates.
 Look him up.
 Read a couple of his book.
 And listen to the pockets.
 It hasn't released yet.
 But a lot of wisdom there about radical growth
 and the opportunity comes when you
 define and reimagine a category.
 So you're in a category that's crowded.
 You know, it has been crowded historically,
 but you're kind of zigging when they
 zag and it's kind of leaning into that.
 So congrats on all that all that growth.
 What any other speed bumps
 as you like to call or any tidbits
 that you brought in the consultant,
 I'll call him a consultant.
 I know he's more than that now.
 You brought in the consultant.
 What was was there any like,
 like I say sometimes 80, 20,
 like he may have given you 100 tips.
 But like was there like one or two
 that were like, oh shit,
 like that, that's brilliant.
 Or was it just more complex than that?
 More complex than that because of the avenues.
 But but I'll tell you like.
 So one one of the big things,
 like I'll tell you one of the big things I've taken from him
 that's been really cool.
 It wasn't necessarily something he told us.
 Okay.
 He so the word the word is equanimity.
 Okay. He has a equanimity is being able to keep your
 cruel under pressure and being able to when things get
 difficult when it's when it's a high stress situation,
 he keeps his cool.
 The dude has an extremely high level of equanimity.
 He which you didn't no surprise.
 He didn't become the show before he was the CEO
 of the current companies where he was the CEO of TCBY over.
 They grew 400 to over 4000 locations
 and then back to 2000 and he was alive through all that.
 And man, like something I take away from him
 is he has a ridiculously high degree of equanimity.
 And the guy is cool as a cucumber no matter what the situation.
 So over this past year, we have all the shortages going on
 in every industry, right?
 We have a polypropylene shortage going on.
 Well, polypropylene is like basically the plastic material
 that our containers are made out of.
 And it was shit was hitting the fan.
 We just got through this and just cool as a cucumber man.
 The guy's just Mr. Cool through every situation.
 And such a nice guy.
 So I think that was something I took away was like,
 you know, my dad was in business and I watched my dad in business.
 I was around a lot of people who were in business growing up.
 And man, I've watched people who their beat red
 screaming through their teeth whenever something goes wrong.
 And then it's like a higher and more successful people you deal with.
 They're just their cool as a cucumber.
 That's a good one.
 That's a big one.
 It takes time to kind of learn that one.
 I think that's a learned skill more than I like somebody.
 Some people are more innately calm than other.
 Certainly are high strong.
 But when it took me some time and I'm not sure I've mastered it.
 But because I get hot headed like anyone else.
 And I think I internalize a lot of it.
 But I know there's moments where, you know,
 because nothing ever good comes out of that emotion.
 You know, it's it's emotion.
 And, you know, there's a fine line between passion and emotion.
 Yes, and that's but funny you say that I agree.
 There's a definitely fine line of compassion and emotion.
 But it takes that passion to get going.
 And I think that's why when you're early in business.
 I mean, shit, I was a hot head.
 I'm sure you were a hot head.
 You know, it's and you know what?
 If you asked this guy Jim that came on with us,
 I bet you Jim was a hot head 40 years ago.
 So it's it's something we all grow through.
 But it's do you grow through that?
 Do you do you grow to where you don't?
 You have that degree of equanimity.
 Do you grow to where you?
 I'll do you handle all the situations.
 Just Mr. Cool.
 Do you grow to where you get your ego?
 You let your ego down to ask questions and to take on people who know better.
 I think those are all important facets of growth.
 Where does your drive and ambition and, you know,
 you're kind of ongoing, I don't call it education.
 But you know, you obviously seem and I think the best entrepreneurs are curious creatures.
 So I see you've done like 75 horror from Andy Fercilla who I know.
 And you know, a lot of those things.
 But are there where are some of your other inspiration point?
 So I definitely definitely seek and find inspiration and lessons through all those guys.
 Andy Fercilla, Jesse Itzler, Ed Mylett.
 I mean, the list goes on, right?
 But something I'm trying to figure out for myself.
 And I don't know if this will answer your question.
 This one goes and I hope it does.
 Something I'm trying to figure out for myself.
 I'm really at a stage where I'm very happy.
 And that's more important than anything.
 And with money comes the freedom which creates happiness.
 And that's what I'm saying.
 I have a lot of money.
 And I was saying these things are getting growing and going better.
 And it's like, what do I want?
 It's like long term.
 And that's what I'm trying to come on concept quest to figure out is like,
 you know, what's your number that you want coming in the year?
 What's your number you want to be worth?
 And when does that not matter?
 Because you're spending time with your family and stuff.
 You know, so I guess the inspiration for me,
 I want to figure out how to be long term happy, that makes sense.
 And I took my family.
 We went on a vacation.
 It was the first family vacation we've ever taken just a couple months ago.
 First time the kids have seen the beach going on a plane.
 And man, the first time you go on a family vacation, it kind of hits different.
 Because you're not, you're not, you're not getting,
 you're partying and getting crazy.
 You're not, you're, you're doing it for your family.
 You see that it's kind of, that, that's, it was a, I don't know.
 In a way that was, if that makes sense, I was kind of a turning point.
 Even though it was just recent because it was like, man,
 this is just bigger, yeah, yeah.
 And I can relate to that.
 I have four boys and five, nine, nine, eleven.
 We have a blended Brady Bunch family.
 My wife and I met, she had a two-year-old,
 and I had a two-year-old and a four-year-old when we met.
 And then we've had one together.
 So his, hers, and ours.
 And so it's definitely a different perspective,
 you know, whether it's a girlfriend or a wife,
 and you're going on vacation,
 and then when you take the kids on and do different things,
 it's definitely different.
 Yeah, for sure.
 But, uh, no, I think that's fair.
 And I think that's a lot of what a lot of people are seeking is, you know,
 finding balance.
 But, you know, it's more comfort.
 You know, I describe it as freedom and comfort more than money.
 Yeah.
 Money allows that.
 But it empowers it.
 And so many people, they don't, I think, I think,
 I think the majority of the world is caught up in just chasing the money.
 Because they think the money is going to give them everything.
 And money, man, it provides a tremendous level of freedom.
 Like, you know, I'm not a person that's got to grew up around people.
 He said, money doesn't matter.
 You know, and they talk shit.
 Money's your God.
 This and that.
 Those are all the people who never have anyone.
 So there's that, first of all.
 If you are a prequel that you just, you stand on your pedestal,
 say, money doesn't matter.
 You probably don't have any.
 And, but you can't just be seeking the money.
 Money for this ridiculous level of freedom.
 But man, there's so much more that goes into it.
 And I think if people would be more conscious about trying to become happy,
 rather than I'm trying, and I'm not trying to sound like this freaking Buddha.
 Zinn here.
 Austin Evans, also known as Zinn master.
 But, you know, I mean, there's definitely you have to be seeking the right things.
 I think that's an interesting kind of journey that everybody should be looking at more.
 I agree.
 What's, uh, where's everything headed with Lane kitchen?
 I mean, you know, your 20 plus open stores already, 27.
 You've got 50 franchises total sold, uh, or locations, uh, that will be coming online.
 You know, what, what's, what's the number of this year where we trying to get to?
 I mean, I, I, I want, so I want it to be, I want to just keep growing at a great clip.
 I, my, it's very important that it's one successful store at a time.
 I, you know, I, I mean, I could have 100 sold right now.
 I sold everyone who wanted to franchise, but I don't just sell to anybody and everybody.
 Because that's just a quick way that the way ups can be just, it's all going to fall real quick.
 So I want successful stores.
 I want successful operators, franchises that are kicking ass and they want to continue
 opening more and like that's something that's been really cool for us in the last several months.
 We've had franchises that are buying five more locations, three more locations because they're
 doing well. That's important to me. Um, so, but, but as long as we continue healthy growth,
 man, and as people who are doing well, shit, sky's the limit. I want to keep going.
 I don't know that I have a number. I, I said I want 100, I guess I said a while back.
 I wanted 100 by the end of 2022. I think I think that, but, but, you know, successful ones matter
 more than just having the number. So, you know, back to the franchising thing, like, you know,
 I know you, you know, John, you're, you're consulting an investor now, like,
 he had brought in those things. But is there, and I know we could do two hours on the,
 on the franchise playbook, probably. So I acknowledge there's no simple answer to this question.
 But is there a handful of someone else out there that might be buying,
 looking at franchising, or they have a business that they're thinking about franchising anything
 that you would guide them towards three or four key things, one or two key things, those kind of
 things. Yeah. So, okay, if you're out there, you're looking franchise your business.
 You have to realize that you are no longer in whatever business you're in. So, if you have
 a sandwich shop, we're going to have the most general franchise ever. You have a sandwich shop,
 and you want to start franchising because the five people that you know that have done well said,
 well, I'd open one of your shops. Once you start franchising, you're not in the sandwich business.
 You are now in the sandwich business, at your original business, and your franchise company is
 purely support. That's it. You're in support. Franchise companies fail, left and right. Almost,
 I don't know how much the percentage of them is right, but I bet you it's 75%. They fail,
 because they fail to recognize they are now in the support, provide marketing,
 provide analytics, business. They think they're in the sandwich business. They're not.
 So, you're correct me wrong, you're in Greenville? Yep. Okay, I love Greenville.
 Love Greenville. I actually made my wife. I took her to visit our franchise either. We have a
 franchise store under there that's killing it. He's a great guy. He'd be great to come on the show,
 just because a little different avenue than me. He's franchising a business. He's just a killer guy.
 But he made my wife run out and visited them recently, and we loved it. We could move there in a
 second. There's a restaurant in your town started there. Kicks ass. I'm not going to say the name of it.
 Kicks ass, though. And if he franchised, he would blow up like he would do so well. And when I was
 talking to him, when I was in town, I was talking to him about franchising. He's like, man, I want
 to franchise. What should I do? And as I'm talking to him, he's then telling me all these things he
 wants to add into his business. He wants to start doing this. And he has this avenue that he wants to
 plug in because he thinks it will be really well in the restaurant. And I said, dude, chill. You need
 to just put shelf all that shit for later. Franchise what you've perfected. And the reason he wants
 to keep adding new things is because it's new to him and it's new to his staff and it's new to
 his local customer base. But while I was trying to make him realize, dude, this is new to the whole
 country. What you're doing is a unique food item. Roll it out to everywhere and grow the shit out
 of it because it will stick. Stop all the new stuff. And he was like, really, I really want to do
 that though. I mean, we've perfected that. No, you haven't. Perfect that later. Roll with what you
 have and then just focus on the support and everything. So if you're thinking about franchising your
 business, perfect what you do well. Call the new shit out. Make sure the systems and processes
 and instructions and scalability to get that to people, Google drives, Dropboxes, whatever you
 using, all that set up. And then you're going to need a higher support system. You need to have
 somebody who's constantly in contact with your franchises, your franchisees. They have to be
 constantly in contact with them. And we provide marketing to our franchises. I mean,
 that's the biggest thing if you're trying to franchise your business. It's so much more than just,
 it's a whole different industry, man. Well, you become you become in the B2B business and not
 the B2C. Yeah. If you're if you're franchising and your core business is B2C. Yeah, I'm
 doing it because you're a digital market. If you decided you want to franchise or license what
 you're doing, you already know what you're doing here. I'd already be doing that.
 Don't give away the secret yet. I'm kidding. But yes, keep going down that path. I want to hear
 this. I'm taking notes. Yeah. Yeah. You're no longer in the, how can I give my customers good
 media? You are in the, how can I get the people who come online as a
 rad cast professional, whatever it is to to understand how to talk to customers, how on board
 new customers, how to market to get new customers? You have to support them. You're not
 supporting. You know what I mean? Exactly. 100%. You, uh, it's systems and processes I've learned.
 Yeah. And I don't mind saying it. It's not really a secret and it hasn't launched yet.
 But I have been considering franchising our agency. Yeah. And it's, it's about systems and
 processes and the marketing we've got down, you know, but the, uh, being a marketing agency that
 might be not saying it's easy, but one of the easier past, but, but the systems and processes
 is the stickler. I mean, I think you have a killer opportunity there. And I think that we could
 sit here and talk about it for two hours in a media company. You could sit and listen and it's
 a whole different volume in order to do it. I know execution is, I don't know if it's everything,
 but it's almost everything. What, uh, what's the future hold for Austin though? I mean,
 we just, it sounds like we are, we're leaning into lean kitchen, uh, pun intended as much as possible.
 And you got enough on the plate there. So sometimes you know, talk to people and it's like,
 well, it's not clear what the next steps are. It seems like your, your past got out. But, uh,
 what else we got coming down the pipe? Yeah. So I, I had to have a verse five like we're sitting
 ice cream stores. You know, I have, so I own three lean kitchen stores myself and I own two ice
 cream stores, which I got in those because one was a local iconic business. It was very mismanaged.
 I saw a really got opportunity there. We ended up quadrupling their, their best sales year ever.
 Our, well, I guess tripling tripling are their best sales year ever our first year of opening.
 And there was a great opportunity. And then I found a, another ice cream cone building,
 just like mine in Canada and brought it down and I'm developing those. But
 so I had the bandwidth to take those on and, and good management and places stuff.
 I would keep opening stores myself, but I, I, I need to focus on the franchise.
 And I, I gave you the long tail answer because there's probably people just like us who are
 entrepreneurs and they want to take on everything. But bandwidth is the most important thing.
 Bandwidth, what can you handle? And then do you have the people to help you handle it? And so
 definitely I've stopped opening my own stores. I'm not doing more ice cream stores for the foreseeable
 future. My plan is to lean hard core in the lean kitchen and see what we can do with that. And then
 any money that just taken off the table, invest it smart and try to diversify there into
 passive things there, if you will. When I say passive, it's not like, it's truly like, I'm talking
 like stock market, whatever wheels take things like that. And going, I didn't give it on that.
 Did you get it on that? Oh, yeah. You got it in. Did you get it in?
 About 20 grand in like 30 days. That's nine. Yeah. I love a theory. It's almost like day trading.
 I mean, I, I put it in and watch it for a week, take some out, put it in, take it out and
 those when you got to, maybe you could try to go up like 20,000 hours of the next year. And
 it's like it for now. Yeah, once Tesla put Bitcoin on their balance sheet, I thought, well,
 shit, I can do that. So I put a theory on the balance sheet. So that was worked out well so far.
 That was good. It's the Wild Wild West and Cryptocurrency for sure.
 But especially one or two months. Well, man, we're going to keep up all things Austin, Evan,
 to all things, lean kitchen and the like. Yeah. So Austin, our Evans dot com is my website.
 I do some blogs there. I'll be starting with the speedboams podcast. They haven't guests on
 probably have your cell phone. And then, and then lean kitchen, lean kitchen code.com.
 Just Google and kitchen, looking for a badass franchise. It's a, every, every market I talked to,
 they're all like, my market can use that. Yes. Everyone could, everybody's looking to be healthy,
 looking for convenience. And then Austin underscore Evan seven on Instagram. So you know where to
 keep up with Austin Evans. A lot of great things happening with wood of, if not the fastest growing
 mill prep companies in the US lean kitchen, Austin Evans. It was great having you.
 You know where to find us. We're at the radcast.com at the dot rad.cast on Instagram. I'm at Ryan
 offered on Instagram and at Ryan dot offer on TikTok. We'll see you next time on the radcast.