In this episode of Owned and Operated, John Wilson is joined by Ethan Wright from Service Scalers to tackle the three biggest marketing mistakes that keep service companies from scaling. Together, they break down why most owners get lost chasing leads, how spreading budgets too thin kills ROI, and why neglecting your Google Business Profile can cost you serious growth.
John and Ethan dig into the numbers that actually matter—booking rates, cost per lead, demo rates, and ROI—and explain how knowing your funnel from start to finish separates winning operators from those stuck blaming “bad leads.” They share practical frameworks for testing new channels, talk through the right time to double down versus diversify, and reveal why reviews and review velocity are a hidden superpower in local SEO.
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John Wilson: [00:00:00] And if you're not getting leads out of a current lead source, like the problem probably starts with you.
Ethan Wright: And this is probably more for companies that are in their way of scaling, they get spread really thin. 'cause something we like we saw with you and we see with a lot of companies that scale effectively and and quickly is they test different channels, but once they find the channel that works, they bleed it dry.
John Wilson: Yeah. I think the easy place to start. Is, Hey, is your GMB good? It affects your LSA, it affects your PPC. It affects your web traffic
Ethan Wright: if you got really focused on that channel. Yeah, that is a massive, yeah, you can move it.
John Wilson: Today we're talking about the three biggest mistakes that service companies make in their marketing. I'm your host, John Wilson. During the day, I run a $30 million home service company in Ohio, and today I'm joined on the show by Ethan Wright from Service Scalers. So. How do you wanna start into this?
Ethan Wright: There's a, it's an interesting, interesting perspective kind of from a marketing company, agency side. Mm-hmm. You know, and then obviously you having on the [00:01:00] owner side, operator side. Mm-hmm. And you have figured out a really good way of working. With vendors and whatnot. And so you have a lot of these things mm-hmm.
Really dialed in, I think. I mean, I think you have to, you have
John Wilson: to. Yeah. In order to get big, like there's only one way you can buy more leads.
Ethan Wright: Yes, exactly. And um, but it's, it's funny when you look, you know, where are the three biggest holes for someone that is struggling to scale, struggling to make marketing effective?
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Ethan Wright: I think the number one thing, and one of the things that you're best at, um, is knowing your numbers. Mm. Right. Um, I think a lot of times, especially when they're companies that are looking to scale, but having. Invest as much in marketing or don't have as much infrastructure on their team where they have, uh, more people dedicated to marketing.
It's kind of this [00:03:00] black box of like, I'm told I need to put money into things and then it's supposed to come out.
John Wilson: Yeah.
Ethan Wright: Um, but in reality, you know, you have to know your numbers through the whole funnel. Yeah. And the funnel being from the first time you get someone's attention. On the internet or wherever it is on a billboard, whatever the, the marketing channel is to they call in.
So how are your CSRs booking and Yeah. Having conversations and whatnot, all the way through sales. Right? And so knowing your numbers is huge. I mean, we were in a workshop yesterday mm-hmm. And you asked people, how many leads does your business need today? Who knows the exact number? It was like, oh, someone raised their hand.
We need like 10 to 20. You said, well, which one is it?
John Wilson: Yeah.
Ethan Wright: It's kind of a big difference. Yeah, exactly. Yeah. Um, and so what we find is when people don't know those numbers, the answer's just, I need more leads. I need better leads.
John Wilson: Mm-hmm.
Ethan Wright: And they don't know where the issue actually falls in the funnel.
John Wilson: Yeah.
Ethan Wright: Um, and so some things like that are really commonly missed on, um, [00:04:00] on actually tracking is, um, you know. Essentially upfront lead quality and lead count, right? Mm-hmm. So one question of how many leads do I need in a day? And again, that follows through your funnel because you have to know, well, if I get X number of leads mm-hmm.
Our team books, X percentage of those, our sales team or our techs, then close X percentage of the booked leads. Mm-hmm. And that leads to Y in revenue, right? And so you kind of have to. Backwards through that. Yeah. Um, and so really knowing upfront, like what is my booking rate on the leads that come in?
Right. Um, because you could get delivered 10 great leads and two companies could do very different things with those. Yeah. And I think that comes down to like CSR training, um, a lot of the time. Um, what are like big numbers that you guys kind of lock in on?
John Wilson: I mean those, uh, number of leads, uh, when, when we bring on a new lead source, like what's the [00:05:00] booking rate for that lead source?
So there's a different booking rate for LSA versus a PPC lead, A PPC lead versus like an Angie's List lead. Uh, so they all have different booking rates. Um, so I, I think my quick tips on how to start getting that data is using tracking numbers. Yeah. Uh, I don't remember what we use, but people were doing a ton, like
Ethan Wright: call CallRail.
There's a lot of the field management softwares Yeah. Tracking numbers.
John Wilson: Yeah. That's how we do ours. It's through our, through our CRM. Yeah. Um. So yeah, get tracking numbers. So, you know, every time someone calls through our Google My Business, like we know that they call through our Google My Business.
Exactly. Or if they call through our LSA, we know that they call through our LSA. So that's like number one is just how, how do you get the data clean enough that you can actually decipher it? Yeah. So tracking numbers is the big one. You can have CSRs like ask like, how'd you hear about us? But doesn't scale.
I don't think it does. Yeah. I don't think it works. Yeah. Like meaningfully. Um, I know companies like really push for that. Even big, they really push for that. But I, I think. Like, I, I think you're [00:06:00] trying to make something happen that Yeah, it's kind of irrelevant.
Ethan Wright: Yeah. And that's by source is really important, like you're saying because mm-hmm.
Um, you know, cost per lead is something we can talk about too, but it, that doesn't live in a vacuum because you could pay. Twice as much. Totally. For a lead on, you know, Google versus Angie's. Yeah. But you can close 70% more leads Yeah. On Google. So yeah. The math works there. Yeah. That's something PE people also get stuck on is just, yeah.
I even, my cost per lead, it's gotta be lower.
John Wilson: I showed our chart yesterday and it was, it was like, I think I opening yeah. For a lot of people because, uh, cost per lead is. A consideration. Yes. But it's only a consideration because it makes ROI harder to achieve. Yeah. Like that's it. Yeah. Like that's the, that's the only thing that matters.
But if you're actually getting ROI, so ROI is return on investment. And if I bought a thousand dollars of leads, how many sales did I get from those leads? Yep. So did I get 5,000 sales? Well, I got five, five times ROI. So I get [00:07:00] 10,000 in sales and I got 10 th 10 times ROI. Yeah. Uh. Yeah. Like we have lead sources that we pay $400 for a lead and we have lead sources.
We pay $30 for a lead. Yeah. And like ROI could be the same.
Ethan Wright: Yep.
John Wilson: ROI might be better for the $400.
Ethan Wright: Yeah. And especially when um, you know, a lot of people will just say, I need to get the cheapest cost per lead. Yeah. No matter what it is. Yeah. That can be pretty easy to achieve. Yeah. If I start to opt for leaky faucets.
Yeah. Versus, yeah. Worse leads, water heater installs or lower Yeah. Facebook. Facebook meta. Fine lead source, but usually lower intent. Yeah. And so you're usually gonna have to work them longer or you're not gonna close as many of them. And so again, cost per lead's not in a vacuum. It's something important to track that.
Mm-hmm. Um, booking rate per vendor, cost per lead, per vendor. But even within that, what type of lead is coming out of each of those and what, what is a lead? I mean, that's like sold
John Wilson: rate Yes. Is how we track that. Yeah. So we do this for every lead source. So number of leads, uh, [00:08:00] cost of the lead, cost of total lead cost per lead.
Total sales book, job percentage canceled job percentage, demo rate or sit rate. Yep. Which is like how many of them did we actually run? Yes. So if we bought 10 leads, but two canceled, then we get an 80% demo rate. Yeah. Sit rate. That's really good. Yeah, that's like a really good, uh, sit rate. Um, and I don't know that we're actually achieving that.
Like, like usually it's like 30. Yeah. 30% is like good. Uh, and then what's ROI? Yeah. But yeah, those are all the numbers, but it starts with like the hygiene of how do we know where that lead came from. Yeah. So no, knowing your numbers,
Ethan Wright: and I think all, everything you just mentioned is something people. Should be tracking those numbers.
Yeah. Because kind of going back to the first point is you can have a leak in your funnel that affects that last number of ROI. Yeah. But a lot of people just look at what was my cost per lead? Yeah. Or one metric. And if my ROI isn't good, it must be [00:09:00] that problem. Yeah. But when you look at it, you, it could go actually great quality leads at a fine cost.
That are not getting booked by our CSRs. Totally. You people don't listen to their calls. Mm-hmm. And if you don't, you don't know who needs to be trained. What need objections need to be handled or it can be good leads Booking well sat jobs we're not closing.
John Wilson: Yeah.
Ethan Wright: And so where in that funnel. Are you actually leaking from?
And most people don't know that because if they're not tracking, they just kind of go, well, marketing itself doesn't work. Mm-hmm. Or someone, uh, yesterday we were talking to, he goes, Angie's leads, I've always heard, or any of any aggregator or lead partner doesn't work. I've always heard that. And then you come in and you say, yeah, we still use.
Different aggregator partners and different lead partners and we know the cost for each, the booking rate for each, all that. And that was really eyeopening to him because it's like we actually might be able to use it if I actually know my numbers. If you knew the data. Yeah.
John Wilson: If you knew it. And I think, uh, like a more extreme example, and then I'm [00:10:00] gonna ask about the second, but we had someone in the group and they were paying 150 bucks a month for yellow pages.
Yes.
And he was tracking Yep. That the leads from it. And because he knew that, I think it was like 30 leads a month. Yeah. For 150 bucks. Yeah. Like, so his one, he's getting leads at all. 'cause I would assume, I would've assumed no leads, uh, just if, if I had no data, just the vacuum. Yep. Of we're paying anything for Yellow Pages.
First assumption was no leads. Exactly. But he's like, no, we have 30 leads a month and it's a really great, and I'm like, well, yeah. Like at $3 or $5 a lead. Almost anything is easy to achieve. ROI there. Yeah. So like Yeah. That's a, that's a pretty big win.
Ethan Wright: Yeah. I told him, I was like, if I, if if usually if people would come into that business and just do an audit really quick without the numbers.
Oh yeah. Yeah. They go, Hey, I would cancel that 150 bucks a month. Just throw it to it's yellow pages. Yeah. Yeah. But he knows where's leads come from, what they cost. Yeah. So that's the big one. Know your numbers, buy source. Yeah. All the way through the funnel. Yeah. Yeah.
John Wilson: Fascinating. Yeah. Yeah. What's number two?
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Ethan Wright: I would say secondly, and this is probably um, more for companies that are in their way of, of scaling. Yeah. Um, but they get spread really [00:12:00] thin between marketing sources.
Yeah, yeah, yeah. Um, they have a, you know, allotted amount of budget in a month.
John Wilson: Mm-hmm.
Ethan Wright: And they've heard, well, I've gotta be on. Ls a Yeah. Obviously I need to run PPC too. Mm-hmm. Um, I've gotta be doing, uh, you know, Angie's and, and Thumbtack 'cause I heard great things about 'em, modernize, whatever it might be.
Uh oh. I've got the yellow pages going too. And on top of that I need to do Facebook ads. And what about my website? SEO?
John Wilson: Yeah.
Ethan Wright: And that's fine if your marketing budget is robust enough Yeah. That there is enough dollar per dollars per channel to make them effective.
John Wilson: Mm-hmm.
Ethan Wright: But. I so often see people who are in, you know, a sub, let's say, you know, it's a, a business unit, a million and a half dollars a year.
John Wilson: Mm-hmm.
Ethan Wright: And their marketing budget is just way more constrained. Mm-hmm. Um, and so. I always sit down with them and we look and we go, so what are you spending on? And it's usually a mix of those things I mentioned and, and then even some of these, like more, uh, branding mm-hmm. Plays like, well, and we've also got the billboard [00:13:00] outside of town and, uh, we sponsored the newspaper forever.
Mm-hmm. Um, and we just look together and it's like you. Do you know your numbers usually not. Mm-hmm. And then my question would be, if you did, what's your highest ROI channel? Mm-hmm. What and what channel can actually scale?
John Wilson: Yeah.
Ethan Wright: Um, because something we, like we saw with you and we see with a lot of companies that scale effectively and, and quickly
John Wilson: Yeah.
Ethan Wright: Is they test different channels. Um, but once they find the channel that works, they just, yeah. You run it, they bleed it dry.
John Wilson: Yeah.
Ethan Wright: Um, in a good way. Yeah. They're gonna see, okay. If LSA works in my area, the cost per lead's great. We close a good amount. ROI is great on it. Uh, that's the budget I'm upping and focusing on and just getting super dialed in on, um, instead of, well, I, you know.
LSA has got 200 bucks a month to it. Mm-hmm. Pay per clicks got 500 mm-hmm. All these other aggregators. So it really is, obviously you have to test things. You have to find where the ROI is, you need to track it. Yeah. But as soon as you find that, um, I think there's this idea of diversification [00:14:00] mm-hmm.
Which is good at a certain point, but, uh, you don't usually have the budget to, to, to diversify and you're, you're often way better served by finding the channel that works. Going all in on it and then using that to then build, you know, hey, we're gonna get reviews from the people that we work with, and so that's gonna help with our SEO.
John Wilson: Yeah. You know,
Ethan Wright: that's gonna help with, uh, word of mouth that's gonna help with these other things, eventually diversifying out as you need more leads as you find that you've hit a cap. Um, but just so often people want to spread themselves really thin and it's, it's kind of shortsighted. Um, or it will just take you a lot longer to achieve what you could if you, if you found kind of.
The best lead source and ran with it. Yeah, because you guys. For a long time. Like you found one. Yeah. I mean,
John Wilson: LSA. Yeah. Like we just ran LSA till it was dry. Yeah. Uh, so now it's a, uh, just like everything, every lead source is a game that you can win. Yeah. Um, and if you're not getting leads out of a current lead source, like the problem probably starts with you.
Like, what are you [00:15:00] doing wrong? So that's where I would start instead of blaming the lead source. Yeah. But yeah, like LSA at one point we were spending a hundred grand a month.
Yeah.
And like, that was like 20, 24. That wasn't even like 2021 when it was crazy. That was like recent.
Ethan Wright: Yeah.
John Wilson: Uh, now we've, we have sense diversified a little bit, but we still like push that really hard.
Ethan Wright: Yeah.
John Wilson: Uh, but yeah, if you find something that works, run it dry. Yeah. And I, I think that people start, like when I see it happen is they go to some seminar or they like. Read how they need to do their marketing plan for next year. So, you know, it's August, we're approaching Q4, and people are like, well, I gotta start planning for next year.
So I think it's coming from a good place. Yes. Where like, all right, I'm doing my marketing plan, I'm thinking about growth next year. I, I, you know, I'm, I'm thinking 8%. Mm-hmm. Where, where, where do I put it? So they're all just sort of like shuffling around and I think they just get lost in their own heads a little bit.
Mm-hmm.
Ethan Wright: Uh, well, and I mean, especially. I mean, people who listen to podcasts and go to those seminars, right? They hear you have a guest on or [00:16:00] Yeah, they hear a guest and Yeah, we scaled through Facebook ads, we scaled through pay per click. Oh, here's this great hack for X, Y, Z. Yeah. And right. It's out of a good place.
And like the idea of diversification is a good one. Yeah. But it only when you have the budget to actually. Effectively use each channel. Yeah. I, I so often see like just a specific example of like Facebook ads mm-hmm. Um, where people want to run them and they've just got a really limited budget. Yeah. And they're, you know, they're paying someone to run 'em.
So there's a fee involved plus, you know, a thousand dollars a month in, in budget. Yeah. When you're running these paid ad sources, like there's a lot of testing, there's a lot of variables to find. The hook that works. Mm-hmm. The, the visual that works are creative and you, and it constantly changes. And so people who win at those games have enough budget
John Wilson: Yeah.
Ethan Wright: To actually test those things consistently. But when you have such a limited budget, you can only do so much testing before you're done. Yeah. For the month.
John Wilson: I, I'll give my quick framework on testing 'cause this might help people. Yeah. But, uh. You can do this in one, one of two [00:17:00] ways. You can do this with number of leads, or you can do this in like time period.
So number of leads would be like, I need to buy a hundred leads. And that's a big enough data set, um, uh, or time period, which is how we do it. Uh, 90 days. Yeah. So first month did I get a single lead? If I got a single lead, it's worth continuing into the second month. Second month did I sell a single lead.
So I got the lead and it was quality. Uh, if I sold a single lead, I'm good to go into the third month. And the third month is, did we achieve ROI?
Yeah.
So that's how we think about testing smart as we're like, you know, we test, I, I don't even know, two, two to four channels a month. Yeah. Uh, so that's our framework.
Yeah. So I get a single lead. Do I sell a single lead? Can I sell this profitably? That's smart. Yeah. Just giving an actual time to work. Yeah, it
Ethan Wright: works. Um, number three. Yeah. Number three. Um, this one. Depending on, you know, what part of the internet you live on. It might sound like a beating a dead horse, but people still, we see it all the time just, uh, not investing in [00:18:00] or neglecting your Google business profile.
Yeah. Oh yeah. Um, and there's a lot of ways that, well, I don think people
John Wilson: understand how, especially in the past couple years, uh, SEO, it went from like. It went from OnPage, SEO. Mm-hmm. And s OnPage, SEO is still really important.
Ethan Wright: And that's like when it's direct, like directing track? Yeah. On page, on the, to your website.
Website. Yeah.
John Wilson: On, on page. SEO is on the website. So like blogs, serves, location pages on page SEO, uh, local SEO is now this new discipline. And it started, I, I really think as LSA Yes. Became a bigger thing. And LSA and GMBs became the same thing. Yeah. Suddenly. Hey, is your GMB good became really important.
Important. Mm-hmm. Uh, and now quality GMBs is like, it affects your LSA, it affects your PPC. It affects your web traffic. Like it affects everything. It affects Chad GPT and how you show up in those searches.
Ethan Wright: Yeah, exactly. And even in the past few years, like coinciding with all this, the map pack, like it has, it wasn't always the first [00:19:00] organic result.
Yeah. Right. There used to be a few websites that showed up. Yeah. And then the map pack. But now it is as soon as your path sponsored. There's your, there's your map. There's your map. And, um, more and more people, like there are certain, um, companies that track this, but like more and more people who are organic searchers, who don't, don't click on sponsored ads.
Their main source of, of traffic for a local search. Yeah. To find a business, whether it's a restaurant or a plumber or a, or a dog, g. Is through the Google business profile, and there's, there's a lot of ways that we see it, you know, quote unquote neglected.
John Wilson: Yeah.
Ethan Wright: Um, I think one, and I think it's one that sometimes people pat themselves on the back and say, we're doing a pretty good job.
Yeah. But I always challenge like, how could it be better? Yeah, yeah. Is just the simple practice of like capturing reviews. Yeah, yeah.
John Wilson: Yeah.
Ethan Wright: Um, and that's another number to track. Yeah. Is job completion, to review percentage. Mm-hmm. And, and how how many a week. Exactly. Yeah. Yeah. If I do. 50 jobs in a week.
John Wilson: Yeah.
Ethan Wright: Am I getting five reviews [00:20:00] or am I getting 15? Yeah. Um, that's a really big deal for a couple reasons. One, you grow your review account, that's extremely helpful, obviously for, um, the SEO traffic directly from your GBP, but it's gonna help your LSA account will be more effective. Like you said, even searchers, you come through it, pay per click if they want to do a quick search on you to find out Yeah.
If they're good, they're gonna go to your reviews. Right. And if I see someone with, you know. 70 reviews, that's like 4.7 stars and the guy below him is, you know, 2504.9. Yeah. It's, it's a big difference. Um, but also this idea of like review velocity. Mm-hmm. Like how often, often am I collecting reviews? 'cause Google does care about that.
Yeah. So you could have less total reviews than your competitor, but they're getting two a week, you're getting 10. Google sees that as, okay, these people are doing a good job consistently with the, the consumers that we're trusting them with. Yeah. Um, and you know, a lot of people, we were talking yesterday and like, yeah, we've got some sort of incentive [00:21:00] program.
Like we pay our, yeah, I pay my tax $10 for a good review, and I just ask, how does that work? And they say, horribly,
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Ethan Wright: you know, and, and, uh, say it was kinda like, okay, raise your hand if you have something similar. Yeah, it's 20 bucks, it's 15 bucks. Is it working? No. Um, and so figuring out specifically for your team mm-hmm. How to unlock it is a big deal.[00:22:00]
Um, because incentivizing is great. Some people are incentivized by like. The individual, Hey, you can, you know, increase your, your, yeah, your pay per hour by X amount if you've got this many reviews. Um, but some companies that we talk to, like it works better when there's like a bigger overall, you know, reward to get.
So instead of paying all your techs x number of dollars per review, it's, Hey, we just bought a black. And the guy with the most reviews at the end of the month gets the Blackstone or gets the Milwaukee tool set or whatever it might be. But I think, uh, you know, Jack actually mentioned it when we were talking yesterday, but a big point was incentivizing is great, but also it's their job to get 'em.
And so hold them accountable to what you're asking. Yeah. So instead of just, Hey, well we will pay you if you get 'em, it's go get 'em and let's track and make sure you're doing it. Um, a few other things on the GVP, and we don't have to get super deep into all of it, but there's a lot of different, um. Uh, spots on your GBP that you can be updating and filling out information and using it to get [00:23:00] keywords for your services and locations in it.
So there's an update page, there's a products page, q and a page, even in the way you respond to people. Um, you know, Hey, thank we. We, thanks for trusting us with your water heater install job. We're so happy that, uh, we were able to help you in, you know, at your house in. STO Ohio yesterday.
John Wilson: Mm-hmm.
Ethan Wright: Like, we look forward to serving you again.
Right? Yeah. It's, where can I get all those little mentions in there? So that one, it's just indexing. Um, but two, also, like when you talk about chat GBT or any of these AI models, when you a, when you ask them like why they recommend certain businesses
John Wilson: mm-hmm.
Ethan Wright: So much of it goes back to the Google business profile and they, it will scrape the actual reviews.
Yeah. And so, oh, I saw that someone mentioned. The area you were in. Yeah. That you were on time, trustworthy, dependable, things like that. Left photos. Mm-hmm. So all those things are super important. Um, and so just neglect of GBP, a lot of people think I'm getting some reviews. Mm-hmm. We've got a good rating.
Um, I always challenge people like, could [00:24:00] you be getting more, could you be doing more just to, to fill that out Because it is, I mean, it's such a powerful. Review or, uh, lead driver, yeah. Base. So that's a big one.
John Wilson: Yeah. I think the easy place to start is Google, plumber near me, HVAC near me, and whoever the biggest is in your area.
Like, look at what they're doing compared to what you're doing. Yes. And what, what's usually pretty interesting, and I, and I'm, I'm curious how like. If the person that's not thinking much about their Google, I'm cur like, it's hard for me to get in that f like me. Yeah, yeah, exactly. Framework. Um, but like if they're up against someone with like 5,000 reviews, like.
I mean, reviews are clear, like review is pretty in like indicative of revenue. Yes. So, uh, hey, someone's a hundred million dollars or $80 million, like, you're, you're gonna see 20,000 reviews. Yep. Um, someone's 30, you're gonna see 5,000 reviews. Yep. Uh, so like, it, it's a really a. Like aligned, which I think is kind of funny.
So yeah, I, I would just try to copy what the big guys are doing. Yeah. Like if they're giving daily updates, [00:25:00] maybe you should figure out how to do daily updates. Yeah. If they're, like, if they, how are their
Ethan Wright: services listed?
John Wilson: Right? How are their services? What product are on there fit? Are they doing coupons?
How many photos? Well, how many reviews a day or week? Yeah. All that stuff like matters a lot. And they got big because GM B Yes. Has been such a central focus for the past decade.
Ethan Wright: Yeah. And, and I, we talk with people all the time. It's like, if you could. Maybe you're getting 15 calls from your GVPA month right now.
Yeah. If you could do a few things and could double that count. Yeah. In a reasonable amount of time. Think about what you would have to pay for 15 calls.
John Wilson: Oh yeah. Great. And those organic
Ethan Wright: calls Yeah. Are much higher. Close rate. Yeah. Much higher intent. They've already researched you, they already looked at your reviews and so yeah, go look at like even.
If there's someone in your town, it's like, man, they always get people to leave photos with their reviews. Yeah. They're, you know, they're leaving long descriptions with mm-hmm. People are mentioning keywords. It's like, that's not by accident. There's a way that they've trained their techs or their CSRs that follow up of, Hey, your review means the world.
If you could leave a [00:26:00] picture, if you could mention your area. Like people do that. Yeah. And, um, I, it it's something that can seemingly get lost in, you know, the sauce of just everything you're trying to do.
John Wilson: Yeah.
Ethan Wright: But if you. If you got really focused on that channel. Yeah. Like that is a massive Yeah. You can move it.
Yeah. Yeah, I can.
John Wilson: This is awesome. So those are the three biggest mistakes we're seeing in service businesses. Yep. If people wanna get ahold of you, where can they find you?
Ethan Wright: Uh, you can find us@servicescalers.com, um, or you can find us on x, uh, at the same at server scalers. Awesome.
John Wilson: If you like what you heard, make sure you like and sub for more.
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