846 Instant Quotes, Zero Marketing, 30% Became Sold Jobs [Endless Customers Podcast Ep. 164]

This transcript has been generated by AI and not checked for accuracy. 

00;00;00;02 - 00;00;15;19
Bob Ruffolo
Pricing calculators are becoming increasingly more important to have on your website, especially if you're a business that's in the trades. Today we're going to talk to Aaron Gaynor of Eco Plumbing, who recently just put a price and calculator on his website. We're going to talk about how that came to be and the immediate results are already seeing.

00;00;15;22 - 00;00;34;09
Stephanie Baiocchi
You're listening to the Endless Customers podcast, brought to you by the team at impact. Endless customers is the proven system to become the most known and trusted brand in your market. If you want to learn the principles of endless customers and how you can implement them in your business, pick up a copy of Endless Customers, a national bestseller wherever books are sold.

00;00;34;09 - 00;00;55;28
Stephanie Baiocchi
Ready to start implementing endless customers in your business? Talk to impact about how our coaching program can help you implement endless customers to success. And if you want to experience endless customers in person, don't miss our upcoming event! Endless Customers live in Hartford, Connecticut, October 5th through the seventh, 2026. Registration is now open. And now on to the show.

00;00;55;29 - 00;00;58;13
Stephanie Baiocchi
Here's your host, Bob.

00;00;58;16 - 00;01;08;20
Bob Ruffolo
And welcome back to Endless Customers podcast. We are joined today by Aaron Gaynor of Eco Plumbing. It's Aaron's back on the show. This is his second episode with us. Aaron, welcome back to the show.

00;01;08;22 - 00;01;12;07
Aaron Gaynor
Yeah, thanks for having me back. Look forward to chatting today about a new topic.

00;01;12;07 - 00;01;26;19
Bob Ruffolo
Now, Aaron, in the first episode, we didn't really go too deep into the whole growth of your company and we have a great topic today, but just at a high level. You started the business, I believe, in the early 2000. What year did you guys start?

00;01;26;21 - 00;01;47;19
Aaron Gaynor
Yeah, so I started the business back in zero seven after a bankruptcy in a prior business that I created is in plumbing and new construction. I grew about to about 3.5 million. And then probably the first, you know, let's call it eight years, is trying to grind it out and do stuff. But we're coming up on year 20, and we're projected to finish this year off about 113 million.

00;01;47;19 - 00;01;51;02
Bob Ruffolo
Right now, not too many plumbing HVAC companies are at that size.

00;01;51;09 - 00;02;14;02
Aaron Gaynor
No, there's not very many. You are you are accurate. There's a journey a long it's been a long journey, but a good one. And it's definitely been, you know, in the last call it 7 or 8 years, we've really just been able to really accelerate the growth and so organic growth through just doing great stuff. I talked about the reviews, building good reputation and showing up and being good at what we do now.

00;02;14;02 - 00;02;32;18
Bob Ruffolo
If you haven't seen it, make sure you check out the last episode that Aaron was on, because we talked a lot about how he built his culture, the reviews that go along with it, and doing great work. And today we're going to talk a little bit more about endless customers core stuff. So Aaron has gone all in on the endless customers journey.

00;02;32;24 - 00;02;55;08
Bob Ruffolo
We've been working together for now, just shy of a year. I think we've been working together and you guys are all in, as you can tell, go to this website. They're doing an amazing job in all areas. And obviously if you know endless customers, you know how important pricing is and you have addressed that very clearly across your website, especially with some new tools that you launch some pricing calculators.

00;02;55;08 - 00;03;13;22
Bob Ruffolo
So so Aaron, give me the background here. You obviously have read the book and you heard I should be doing a price and calculator. Was that hard for you to say we should do that or just just trust the process. What was behind the scenes as you were as we were recommending that you should do that in your site?

00;03;13;27 - 00;03;34;04
Aaron Gaynor
Yeah. So I think there's a little bit of evolution, right? So first off, I'll say, was it easy to get to that point? No. Right. Let's just be let's be candid. No, because your team people even your own marketing team. Right. Everybody. So but we step back trying to think about, you know, always as a company, how do we reinvent ourselves?

00;03;34;04 - 00;03;47;27
Aaron Gaynor
What do people want? How do you help our customer? And I think we've always tried to be, you know, in the forefront of stuff in our at least in home service. But if you just look at how you shop, how you look, how you price everything else, it's always been wild that some of these spaces just give you nothing.

00;03;47;29 - 00;04;01;09
Aaron Gaynor
Yeah, right. Including us. And it's always been one of those struggles because it's always been how do you fight phone quotes? How do you fight this? How do you fight that? So all you ever spent was all this time trying to teach your team how to fight it. All right. And then it's kind of like, well, we don't want to fight it anymore.

00;04;01;10 - 00;04;20;14
Aaron Gaynor
We're just going to tell them, yeah, right. And I think that was kind of a change for for me and for the company. But I think most of it came down to us. Yeah. Right down was customer had a good friend that I talked to about a lot Tommy Melo with a one garage door. You know big, big company big fan of him.

00;04;20;14 - 00;04;36;29
Aaron Gaynor
And I chatted a little bit. He had Marcus come on site and do it. He's like, dude, you got to do this. You got to do it. I read the book. He's like, you just need to mark his come. So I had Marcus come on site, talk to our team. And I think as they talk to him versus just reading the book and hearing Marcus come in person and talk to our team, which isn't what everybody's going to do.

00;04;36;29 - 00;04;53;17
Aaron Gaynor
But, you know, if we're going to go, we're going to go all in and get the information right from the from the source and then from you guys as we talk through that process and as that evolution kind of happened, I think everybody started saying, okay, we can see this, we understand it. We even understand our own shopping behaviors, but we don't want people to get the same experience.

00;04;53;17 - 00;05;15;13
Aaron Gaynor
So it wasn't that easy at first, especially when you start thinking about telling your sales team, hey, we're just going to tell them what the price is before you get the right in some of these areas. So took a little bit of conversation, but I think the best thing was all the transparency. Had it out in front of the team, let them express how they feel and what their concerns were here, those and then address those.

00;05;15;13 - 00;05;28;20
Aaron Gaynor
And then eventually, like most people have to do, you got to be the CEO of your business and put a stake in the ground and move forward. That's right. And and that's what I did. I put a stake in the ground. I said, here are your eyes. I listen to you. I hear some of the concerns. Let's address those.

00;05;28;21 - 00;05;43;26
Aaron Gaynor
Let's make sure we think about the smart when we move forward to do this stuff. But we were already doing and starting to do it in our FAQ areas because we wanted to start doing an FAQ. So we're starting to build a little momentum. So actually going to the pricing calculator was a little bit of a challenge, because most of that's where the sales force holds up.

00;05;43;27 - 00;05;59;04
Aaron Gaynor
Yeah yeah that's my thing right? That's mine. I get to tell them how much the system is right. I build all the value and then tell them the system. I tell them how much all the tank and tankless and all these are the generator is right now you're just going to tell them and we're like, yes, we're going to tell them.

00;05;59;06 - 00;06;18;13
Aaron Gaynor
So that happened. And I guess to follow that up was our goal is to tell everybody everything. We don't want to hide the price, and the price shouldn't have to be part of the sales tactic. Let's call it right. What I want you to do is be a trust seller so they get the price. They believe in the price that we gave them.

00;06;18;15 - 00;06;21;25
Aaron Gaynor
They went through it, go out there and sell trust. And that's how we moved to.

00;06;21;26 - 00;06;35;06
Bob Ruffolo
So. So you had mentioned so a year ago, you really only addressed some price in FAQs. It wasn't you didn't have like a pricing section which said nothing. So it was it was buried. It was there.

00;06;35;09 - 00;06;48;14
Aaron Gaynor
Just very fundamental which is still was a big deal for home service, right? At least for us in our regions. Nobody was even saying that a sump pump even cost maybe this much. Or this caused as much as usually, just like we'll send somebody out. We can't tell you until we get.

00;06;48;14 - 00;06;55;28
Bob Ruffolo
There and you have some major competitors in the area. Nobody was addressing pricing on their site at all at the time.

00;06;56;00 - 00;07;16;11
Aaron Gaynor
Nobody that I would consider, you know, probably still the same size as us. I think there was some smaller competitors that were starting to do stuff because they wanted to try to win it. They get the phone quote. There was one company here that that you guys had previously worked with that was doing doing some things. So there wasn't nobody, but it was it was very small.

00;07;16;15 - 00;07;31;01
Aaron Gaynor
And I still think it's not a lot of people doing it because they feel uncomfortable about it, because they feel like if they tell them the price, they're going to lose the job. Yeah. I don't know if I know that answer 100% yet, but I can tell you that we are doing it on our site and we're not even overdoing it.

00;07;31;02 - 00;07;43;09
Aaron Gaynor
We're just have a spot where it says pricing and people are just going to it. Right. And we can talk more about that. So but, you know, we still have a lot to do with it and a lot more data to learn from it. But we're excited about the direction of scope.

00;07;43;10 - 00;08;09;09
Bob Ruffolo
And this makes me think we got to promote the books a little bit more. So so many businesses are just not addressing price on their site. So still so much more. We could be doing good. So so you've gone all in and now for your business. You have lots of different products, lines, lots of different services, lots of things that make the costs go up and makes the cost go down, comparing against different options that people have.

00;08;09;12 - 00;08;32;21
Bob Ruffolo
So when you were approaching this, how did you go through the process of clarifying all those things so you could build tools? Obviously your staff knows the answers. They probably would save those types of conversations traditionally for a sales conversation that wouldn't put it on the site. But did you have an activity that you did inside to say, how are we going to communicate this on our site?

00;08;32;23 - 00;08;48;18
Aaron Gaynor
Yeah we did. We got together with our team, talked to them a little bit about what they would want to know, what what they think would be value without it getting too noisy. So one of the things we wanted to do, if you go to our our site and you go to us, try to keep it as simple as possible, because a lot of times people want to overdo it.

00;08;48;18 - 00;09;06;12
Aaron Gaynor
So at first it did start, hey, we want a whole bunch of things. It's like, that's too much, right? So let's start scaling it down, scaling down, scaling it down. And I think we learned that through online widget scheduling is like, hey, if you have too many things, you lose people to fall off. So where's that balance. And I don't know if we have it perfect yet, but we definitely talk to them, figure that out.

00;09;06;12 - 00;09;24;10
Aaron Gaynor
And like, what are fundamental things we can answer that people kind of know square footage of your house. Okay, I kind of know that, right? Yeah. Where's your furnace? Well, okay. I usually know if it's a mechanical room to the basement attic, whatever. Right. So we tried to get to the things that we believe that the consumer can answer right then without having to go do homework, right?

00;09;24;16 - 00;09;30;06
Aaron Gaynor
They don't want we don't want to give them homework to do right then to give them an idea. So that's where we got to. And then that's how we built it out.

00;09;30;08 - 00;09;38;06
Bob Ruffolo
That's great. Now you've launched the pricing a few pricing calculators. Now how are they performing for you.

00;09;38;09 - 00;09;54;18
Aaron Gaynor
So I think I think they're doing pretty well. I mean we get a lot of activity on them. So as of when we launched it, I think we launched this one towards the end of February. And we don't like I said, we're not promoting it big on the page. We don't have it anywhere yet. We just put it in the beta test.

00;09;54;19 - 00;10;00;02
Aaron Gaynor
We've had 684 people fill it out. That's incredible on that.

00;10;00;04 - 00;10;03;05
Bob Ruffolo
And that's the that's the one. Or is that.

00;10;03;10 - 00;10;15;15
Aaron Gaynor
Yeah, that's that's HVAC plumbing in each one. So total of them. We've had 846 total inquiries that have filled out like literally have gone through the whole process and filled out the form.

00;10;15;16 - 00;10;16;01
Bob Ruffolo
Yeah.

00;10;16;03 - 00;10;18;10
Aaron Gaynor
Now, now okay.

00;10;18;12 - 00;10;23;13
Bob Ruffolo
Now the tool that you're using, was that an add the box solution. Did you have this custom built.

00;10;23;16 - 00;10;40;14
Aaron Gaynor
So it was with a partner. We already had a on our site that did. So we worked with them to build it. Yeah they had some tools similar but not like this because we would sell furnace furnace filters on our site already. So it was a link already built. It was already there for somebody to sign up and get a foreigners filter shipped to them.

00;10;40;14 - 00;11;00;09
Aaron Gaynor
So like, can we just make this work without having a whole nother platform with you guys to make it easier? So we don't have another platform? Another thing, another thing. So we worked with them. Will we consider building a customized thing into our site and all the way through our workflow? We do. Yeah, we do plan on doing that investment at some point.

00;11;00;09 - 00;11;16;02
Aaron Gaynor
But I think like anything you wanted to verify right before you went too far in on that area, which is understood it. Yeah, yeah. Because I think sometimes people want to go and we've done this like I'm all in, I'm going to go spend 30 grand to do something. It's like, you don't even know what it's going to do yet, right?

00;11;16;03 - 00;11;29;02
Aaron Gaynor
Like let's let's find out the basic, basic information we can and then build on that. So and right now we can say that we feel everything that shows us right now that it has moved in a positive direction for us. Yeah. How about that?

00;11;29;04 - 00;11;40;02
Bob Ruffolo
Yeah. Now and you're saying you're doing no marketing on this right now. So there's no you're not doing emails. You're not. It's just in the navigation. It's just sitting there and you had almost 700 people fill it out.

00;11;40;05 - 00;11;58;24
Aaron Gaynor
That's correct. We have no marketing for it. We don't have I know some of the ideas that that have come from you guys on this too is like, hey, hey, you know, connect that page straight to an ad word, do email blast to your team, to your customers, find all these other ways to connect it. Right now we're like, we just want to let it organically exist and see what people do.

00;11;58;26 - 00;12;27;13
Aaron Gaynor
Yeah, right. And and it's just you have to go up to the top of the page and says, price, you have to drop down, you got to go to it. So people are just not finding themselves on the page at this moment and going right to it. It's not that we're trying to hide it, we're just trying to understand where it is, as we also are rebuilding some of our websites to allow this to be even in a better, in a better visual spot and learn from it without it being too much where it has disrupted our business in a way not that we believed it would, but we want to make sure we where

00;12;27;13 - 00;12;35;24
Aaron Gaynor
the film go. How do we follow up with it? How do we load it in service time? How do we make sure our comfort advisors or salespeople have the information, like all the things that happen?

00;12;35;29 - 00;12;56;01
Bob Ruffolo
You're still you're still honing in phase right now. Yeah. Which is really important. You got to do that, right. Because to your point, you don't want to disrupt the business. You don't want to have a whole handful of people that could have been good customers, but go through this. But because this is new and we didn't figure out all the bells and whistles yet, that we now turned off a handful of what would have been good customers, and now we're getting bad reviews.

00;12;56;01 - 00;13;15;24
Bob Ruffolo
So you're doing it right by getting out there, testing it, optimizing it, making small improvements along the way. And then when you feel really good about it, then you can certainly blast it out there. There's emails. You get that into a regular email that at least once a month having issues get in some quote right now. No, it's going to what it would cost to replace if needed.

00;13;15;26 - 00;13;40;15
Bob Ruffolo
But you're absolutely right on the Google side. As you know, Marcus has pointed out, Google is now rewarding people to have instant price estimators, especially in the trades, especially in plumbing and HVAC. And you can see that if you go and type in HVAC replacement in Columbus, Ohio, it's bringing up, right, the sponsored results. And it's like, get it, get an instrument instant estimate right now.

00;13;40;15 - 00;13;48;11
Bob Ruffolo
And that's all going to be fed from the pricing calculator on your site. So super important that all businesses, especially in the trades are focusing on that right now.

00;13;48;13 - 00;14;03;21
Aaron Gaynor
Yeah, I think it's yeah, for all those reasons you say because people are asking and they always ask what's the pricing? When you search, people are like how much they system cost, right? They want to know they're looking for it. So we started with the big items. We're like, hey, look, we're just going to address, you know, a full HVAC system replacement.

00;14;03;21 - 00;14;24;07
Aaron Gaynor
Here's the price. If you want a water heater, tankless big items for us or generators, right. Like kind of these big ticket items that most people know they're expensive but don't have any idea typically where it's at, don't really have a way to answer the questions. So we we've started there and we'll see where the evolution takes us, how far we go with it, down to other items, other areas.

00;14;24;09 - 00;14;38;06
Aaron Gaynor
Again, there's still some areas that are really hard to price, like a sewer liner or sewer dig replacement or not, something that we feel confident to be able to put on us pricing because there's just so many variables that we don't know around the house that most people can't answer to. Go and dig your yard. Like, where's the gas line at?

00;14;38;08 - 00;14;56;13
Aaron Gaynor
Is there a gas line that runs in the middle? Where's your utilities? Right. So there's some things that we don't, but we do. But we do have those in FAQs articulating hey the price could be this to this if this is happening. So you know and what we've seen right now and Dennis we've had some some shortfalls at the beginning of it.

00;14;56;14 - 00;15;09;16
Aaron Gaynor
Like where do they where did the estimate go that they didn't book. And then we're like, it just kind of went into the abyss of the call center. And so we're like, okay, well what's the call center doing? They're like, well, they're just sending a message asking if they want a book or, all right, well, that's not a great plan.

00;15;09;17 - 00;15;29;13
Aaron Gaynor
We didn't think that through. Like, you know, you think you think everything through. Yeah. So then we're like, oh, we got to move all these estimates to inside sales. Yeah. So now anytime he feels one out it's in inside sales. Inside sales gets it. They're following up. So because it's more of a warm lead. So that was a change that we made in probably last couple probably about maybe last three weeks or so officially made that change.

00;15;29;20 - 00;15;35;04
Aaron Gaynor
So about 30% of those people are actually becoming a sold job.

00;15;35;07 - 00;15;50;11
Bob Ruffolo
Which is a great I mean, just shy of 700 great sample size. You can get a lot of information, data from that. And then the next milestone is how do we make that 40%? How do we make that 50% exactly? And even if it's not 40% right now, how are we nurturing these people that were clearly in the markets?

00;15;50;11 - 00;16;03;15
Bob Ruffolo
They they invested the time to understand, how do we now make sure we're coming back to them six months from now, 12 months from now, and not missing those opportunities? They're probably still in the market, or at least finding or finding out if they're not in the market anymore and why.

00;16;03;16 - 00;16;17;05
Aaron Gaynor
Well, that's one of the things. Right. So now we've got this information. We've been connecting. We follow up a lot of people. Some people are in the market. They're not. We understand that typically our sales cycle, depending on what it is, is pretty short sales cycle. And homes in a home service business to have a leak, they need a lot of heat, right?

00;16;17;05 - 00;16;37;15
Aaron Gaynor
They're not going to last last more than 24 to 48 hours, typically on a water heater. Yeah. Historically if it's leaking, it doesn't work, right. Yeah. Hack. It might not be working all the way it's operating. Could be a little bit longer sales cycle if it's broke broke down sales cycle picks up. But you know a lot of times people just want an idea of what it cost because they've been quoted by somebody else.

00;16;37;18 - 00;16;54;15
Aaron Gaynor
They're looking for it or they've been told, hey, my HVAC system is getting old. You should be thinking about this. So that's right. I think that's an area that we're still going to start to figure out how to track this through this and give better data. So I'd probably come back later and tell more about what we've what we've unpacked on this.

00;16;54;15 - 00;17;13;15
Aaron Gaynor
But I think the key here is like you got to get it on there, start somewhere. Even if it's one item right now that's a big item that, you know, your consumer had the most question about. I would try to find a way to price that out reasonably if you're a remodel. Or maybe it's how much does a, you know, a whole bath cost to redo and give them some ideas so people start to do something?

00;17;13;15 - 00;17;18;28
Aaron Gaynor
I don't know, you guys are the experts to help out on that, but I can tell you that all consumers are looking forward to every single.

00;17;18;28 - 00;17;43;00
Bob Ruffolo
Day, you know, and just even thinking through things like that before you build a tool like that. Is it broken? Broken right now, or did someone say you might want to start looking at replacing this are two very different things, and you probably want to ask that on this form because it's going to dictate probably the answer you're going to give them at the end in terms of the price range and what their options are and what they how they should be thinking about this.

00;17;43;00 - 00;18;04;00
Bob Ruffolo
Because the best thing about a pricing calculator, well, yes, it's a promise that you're going to get a price range at the end of it is a giant educational tool. It's like having a sales conversation with a prospect, because you're diagnosing with them and educating them on what you're finding and what you're seeing based on this answer. Or here's your options and here's why.

00;18;04;00 - 00;18;18;23
Bob Ruffolo
You may or may not want this option. And then they say, yeah, well based on that I do want this options. The price goes up. And at the end you're validating your price premiums and you're showing them this is what's going to be. But they're much more educated when they get out on the other side of the pricing calculator.

00;18;18;23 - 00;18;19;29
Bob Ruffolo
So I'm sure.

00;18;20;03 - 00;18;40;11
Aaron Gaynor
I think it's helpful conversation. So people have gone to the house with the pricing. The customer already knows it. They're there to verify it. They bring it up. You know, I think the key is to make sure that your sales team knows that people have filled out these things. Right, because that's probably the best part that happens in a lot of businesses, even for us, was like, okay, it doesn't completely integrate into service, tightened easily to upload that.

00;18;40;11 - 00;18;55;28
Aaron Gaynor
So we have to manually update it, upload it right now, which we're working through that. But it's like just making sure that the sales force knows this is what was sent. We also ask them now to bring it up to the customer and advance. Did you happen to fill the online estimator tool out? You know, just to bring it up?

00;18;55;28 - 00;19;11;17
Aaron Gaynor
We do have a tagged in the system, but a key part of this is not just to leave it to the abyss, to the customer to bring it up, but they did it. You really want the sales force to bring it out because again, it just connects trust, right? Yeah, that we're aware of it. It's not some, you know, tool that's just trying to drive me in.

00;19;11;18 - 00;19;29;03
Aaron Gaynor
You're trying to give me some generic low price to make me try to book with you. Right. It's like you have designating tool. Here's what it is. Okay. Let me take a look at what you did. Let's verify that together through the house. That the square footage you said, is it where the system is, the things you said so that I can verify if that's it?

00;19;29;04 - 00;19;35;00
Aaron Gaynor
If it is, those prices are the prices right out of our price point. That's right there. The price.

00;19;35;01 - 00;19;59;24
Bob Ruffolo
And what you're saying is, if this is designed right, the the journey you're taking somebody through on your pricing calculator, on your website and the series of questions you're asking and the criteria and how the price is being formulated to. All right. Here's the unveil. Here's the what your price range, what you expect to pay should be the same line of questions and the same journey you're taking somebody through if you're having an in-person conversation with them.

00;19;59;24 - 00;20;15;10
Bob Ruffolo
So if if this is designed right, there should be no surprises at the end. Oh, you took our online calculator. Great. I'm going to ask you a lot of the same questions and validate this. And if you get a different price at the end, it's because you probably answered one thing differently on the pricing calculator than you answered in the in-person conversation.

00;20;15;10 - 00;20;21;25
Bob Ruffolo
Or at least while we were there, we saw some that that would adjust the price that you didn't answer on the form.

00;20;21;25 - 00;20;37;15
Aaron Gaynor
So yeah, there's something like anything you noticed something that wasn't that isn't in that calculator. You address it, say, this is not part of the calculator. You have some some duct work done or something else. Right. Like so those are things that you can't really answer on the because we don't we don't know that. And usually the customer doesn't.

00;20;37;15 - 00;20;42;25
Aaron Gaynor
But if we walk through it exactly, they'll end up with those same options and they can decide what they want to do.

00;20;42;26 - 00;21;12;09
Bob Ruffolo
And now one last question here too. So one of the benefits of having a pricing calculator, it's like assignment selling. It makes the next appointment faster at a higher close rate and a faster sales cycle. So have you been seeing that of those 30% of the folks that filled out the price and calculator and became customers, have you been measuring on the other side the efficiency of the rest of the sales process from that point forward?

00;21;12;15 - 00;21;29;16
Aaron Gaynor
Yeah, so I can't answer that exactly yet. But the feedback in our revenue meeting that we're doing right, that we started through endless customer, through this process to talk about the endless customer stuff, is that the guys are saying, yeah, when a customer has that, it's easier to engage the kind of know ready, we can walk through it.

00;21;29;16 - 00;21;50;29
Aaron Gaynor
So that cycle is speeding up. Can I tell you that we've been able to cut a nine, a 60 minute or 90 minute comfort advisor call down to 40 minutes? I don't have that yet, but I think those are things we'll start to do as we do more and more. But the initial feedback from our sales forces, it is easier and it is moving along and the conversation is there and people are a little more educated.

00;21;50;29 - 00;22;11;09
Aaron Gaynor
And we've also been building all the other content to start going around with assignments, selling, right, sending the videos, building content, doing things. So we've got some more work to do, and I'd be happy to like share that as we keep building on it, as most of us are in your process through through the endless customer journey with impact is like we're learning as we go, right?

00;22;11;10 - 00;22;28;29
Aaron Gaynor
And I think anything when you're part of this, a community of people trying to do something, to share something, is that we're all learning and sharing it together. And I don't have all the answers over here, that's for sure. But I can tell you that we're trying all the things that you guys are recommending, and then we're trying to build that on that, and then we'll be able to answer more of those questions.

00;22;28;29 - 00;22;37;25
Aaron Gaynor
And I hope many of the other people that are going down this journey will do the same. And then at that point, we all get better and can execute and serve our customers better.

00;22;37;26 - 00;22;58;16
Bob Ruffolo
Well, you know, feeling is mutual. We learn from great entrepreneurs like you. And, you know, we have a lot of recommendations. We've seen things work as certain companies of certain sizes, but certainly making the same recommendations and seeing how you're implementing them, how they're working in your business, and the different things that you have to do because you have a business of a totally different size, helps us learn and then helps us make better recommendations for other companies.

00;22;58;16 - 00;23;19;02
Bob Ruffolo
So it goes back and forth. But and we really do appreciate our partnership. We are so proud of you and so impressed by the business that you're running, and very grateful that you took the time to do a couple episodes here. Endless customers podcast with us. I know you're a very busy guy with a lot going on, and it really means a lot that you would take the time to share what you've learned and what you're doing, so we can all benefit from it.

00;23;19;02 - 00;23;20;12
Bob Ruffolo
So thank you so much, Aaron.

00;23;20;19 - 00;23;22;03
Aaron Gaynor
I appreciate it. Thanks for having me.

00;23;22;04 - 00;23;27;29
Bob Ruffolo
All right. Well, this has been another episode of the Endless Customers podcast. Until next time. We'll see you there.

00;23;28;02 - 00;23;29;16
Stephanie Baiocchi
If you liked this episode, please.

00;23;29;16 - 00;23;34;09
Stephanie Baiocchi
Take a minute to leave us a review. Thanks for checking out the Endless Customers podcast.