"When you're looking at growth, it's always going to take human capital and it's always going to take money...we're a very well capitalized company, but to be able to open 30 locations in two and a half years, it would take a lot of money. We looked at franchising as a way to expand and grow as rapidly as we wanted to by using other people's money very candidly. It's professional delegation."

"I was very naive and ignorant to franchising when I got into it, because I thought once we got through all the paperwork, we'd just sell them like hotcakes...it's not that easy. It's incredibly difficult. Finding the right people is one of the hardest pieces...But to answer your question, we just saw it as a super scalable way for us to ramp up our efforts, get the footprint that we wanted in a relatively short period of time."

 "Early on, like a lot of young franchisers, we made the mistake of bringing some people in that probably had no business being here...Just through repetition and learning where we went wrong, learning the different habits and traits of individuals, and learning how to simply say no is very powerful. A lot of our acquisition comes through digital marketing. We love to run Facebook ads-there's not a whole lot of people competing in that arena."

"Referrals are your best friend. If you want to build a long lasting great company, you have to have a strong referral base. And the way that you acquire that is by creating a great customer experience. That's literally our mission-to make every customer advocate. Those referrals are worth their weight in gold-you're much lower competition, higher close rates, a little more profitable as well."

 "I'm very old school. Everybody's so fascinated with digital marketing right now, but when digital marketing was really powerful was when not everybody was doing it. Now everybody's doing it...I put a lot of energy behind old school, guerrilla type marketing. Direct mail, billboards, canvassing is still in my opinion the most lucrative thing you can do in our industry. Trade shows are great."

 "We look at canvassing in two different buckets. For retail, we really like to double down on the communities that we're currently working in. You have a poster child to point at, you can name drop...Insurance, it's chaos. Storm hits, everybody goes gangbusters-it's the most fun but craziest thing you'll ever see. If you're in an area that just got hit..."

 "We have an old school approach with a new school twist. We're leveraging different things like machine learning, a very sophisticated CRM with built-in speed to lead campaigns. We're texting, emailing...We have AI agents that can scan our sales reps' calendars and allocate appropriately. That digital piece is the validation, but the old school gorilla stuff is our approach to getting to consumers before the internet."

 "If you believe you can accomplish what you want to by yourself better or faster, then go do it. If you believe with additional help and guidance, we can save you time and money, then franchising may be for you. But if you just follow someone's blueprint, and that bothers you, franchising is not for you-it's going to drive you nuts...If you can follow a system, franchising is for you. If you want to invent and create, probably not."