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Tired of being stuck in the trenches while watching others build empires? Welcome to the 50/50 Accelerator Podcast, where we're flipping the script on the traditional trade business model. I'm your host, Josh Patrick, and like you, I've spent countless nights wondering if there's a better way.
We bring you real conversations with business owners who've transformed their companies from time-sucking struggles into well-oiled machines. They'll share their exact blueprints—from finding reliable teams to creating systems that actually work. There is no theory, just battle-tested strategies that have helped them double their free time and cash flow.
Think of it as your weekly meetup with mentors who've cracked the code.
00:01 - Josh Patrick (Host)
Since 1974, I've read a book a week searching for what it takes to achieve business success. After thousands of books, hundreds of client success stories and decades of hard-won business wisdom, here's what I know for sure Working yourself to death isn't a badge of honor. It's a failure of strategy. So thanks for joining us today. I'm Josh Patrick, and this is the 50-50 Accelerator, where we explore how real business owners are cutting their hours by 50% while growing their profits by 50%. No consultant BS here, no theatrical frameworks, just proven strategies from people who have actually done it. Because here's the truth If you're still working 65 or more hours a week, putting out fires and missing family dinners, it is what it is, but that's not how it has to stay. So let's get started.
Hey, how are you today? This is Josh Patrick and you're at the 50-50 Accelerator Podcast, and I almost said my old podcast name, cracking the Cash Flow Code, but we're past that now. Now we're going to help you figure out how you can work 50% less, and when you do that, your profits will automatically improve by 50%. So our guest today is Carol Mahoney, and Carol is the founder of Unbound Growth, which is a sales training company, but we'll talk a little bit about that at the end of the podcast. But to start off, we're going to talk about some of the issues that Carol has in her business and see what her thoughts are about solving them. So let's bring Carol on and get started. Hey, carol, how are you today?
00:51 - Carole Mahoney (Guest)
I am good. Thanks for having me on.
00:52 - Josh Patrick (Host)
Oh, it's my pleasure. I always enjoy recording these podcasts. They tend to be pretty good and fun conversations.
00:56 - Carole Mahoney (Guest)
Yeah, no, I love the format of it, because it's like you know, people can learn from what I'm struggling with and I can learn from what they're struggling with.
01:03
I think this is great,
01:05 - Josh Patrick (Host)
that's the whole point. That's what we're trying to do. So one of your struggles, you said, was pricing strategy, so can you talk a little bit more about that?
01:16 - Carole Mahoney (Guest)
that I'm looking at in my business now as I prepare for my exit strategy is what is our growth, profit margins at and with that, to change those is to be more effective and less cost, but really then raising our prices, and I've consistently been raising our prices throughout the years, and so for me, the struggle is how do I know when I'm overpriced and how do I know when I'm underpriced? And if you try to do market research, most of my competitors are not really willing to tell me how much they charge, so it's usually something I have to find out in the sales process. So that's kind of the challenge that I have. Is that, as I'm looking at increasing profitability so that I can sell the company later, is really basing my strategy for pricing on some type of a formula versus my best guess?
02:09 - Josh Patrick (Host)
a formula versus my best guess. So my dumb, dumb method for figuring this out is how many times are you hearing no and how many times are you hearing yes? So if you're hearing yes, say 97% of the time when you do a proposal, you're probably too cheap.
02:24 - Carole Mahoney (Guest)
Okay.
02:25
I wouldn't say it's 97%.
02:27
It's probably closer to, I want to say, 50% of the time on average, that the price is not an issue, whereas the other 50% of the time it is, and I have learned and found that it also depends on who the buyer is Startup founders, you know a $1,500 program isn't really within the scope for them, and so it's then creating other programs that are within the scope for them that I find
02:52 - Josh Patrick (Host)
Right, or just don't try to serve them and serve higher level people.
02:55 - Carole Mahoney (Guest)
Right. Well, that's part of my conundrum is, I love working with small business owners and startup entrepreneurs, and so it's figuring out the price points and the value points for them so that I can still serve that and also have another higher profit margin with other clients. The challenge is those larger clients take up a lot more resources than the small business clients do.
03:18 - Josh Patrick (Host)
Yes, and you should charge them a lot more because of that.
03:21 - Carole Mahoney (Guest)
Exactly. Yeah, I have to.
03:23 - Josh Patrick (Host)
Right. So have you ever figured out where your average hourly rate is for the work when you're actually working on a project?
03:33 - Carole Mahoney (Guest)
Yes.
03:34 - Josh Patrick (Host)
And what would the range be?
03:36 - Carole Mahoney (Guest)
So the range is between 300 to 500 an hour.
03:39 - Josh Patrick (Host)
Okay, that's probably not enough money.
03:42 - Carole Mahoney (Guest)
03:55 - Josh Patrick (Host)
Let me tell you why, So let's say you're working 2000 hours a week I mean a year and if we take 50% of that that gives us $1,000.
04:07 - Carole Mahoney (Guest)
Right.
04:08 - Josh Patrick (Host)
And if our effective charging rate is $300 an hour, that gives us a total gross of $300,000, which is pretty nice, yeah. But that all depends on what your expenses are. So let's assume you want to make a reasonable salary. That would probably be in the range of $150,000 to $200,000. So that leaves you with $150,000 to $100,000 for the rest of your expenses plus profit. So if you try to sell your business and we'll go to the other reason, people won't buy your business, by the way, it's not your pricing, because they'll fix your pricing if they want to. But the thing is, if you go and sell a business, you're likely going to have a profit margin of somewhere around 10 to 15, maybe 20%. Is that a good guess?
05:06 - Carole Mahoney (Guest)
Right now I'm at about 30%, but yes.
05:08 - Josh Patrick (Host)
Okay, so you're doing better than that. So 30% shows a nice margin and are you happy with the money you're making now?
05:17 - Carole Mahoney (Guest)
No.
05:19 - Josh Patrick (Host)
Okay. So you have two choices on how to do that, which is, reduce the startup guys that you really like working with and find more businesses that have 25 to 100 employees that have been around for 5 to 10 to 15 years. They can afford to pay the fees that you need to get paid. Or just say I really like what I'm doing and I'm willing to make less money for that.
05:47 - Carole Mahoney (Guest)
Yes, and or so this is my thought is for the smaller clients, who maybe can't afford. What I need to charge per hour in order to hit those numbers is. My thought is to create self-serve systems for them. That can be like a monthly recurring revenue for me and a smaller price point for them, but they're still getting some of what they need in order for them to solve the issues that they have.
06:11 - Josh Patrick (Host)
Or what you could also do for your smaller clients is charge them a small retainer and then a piece of the increased sales that your system creates.
06:23
you know, for example, if you go to a startup and you say I'm happy to work with you but my average fee is $10,000, and I know you can't afford that. But here's what I'm willing to do. I'm willing to work with you for $500 to start, but you're going to give me 20% in the increase of sales over the next three years and if what you produce is really good, you're making them a no-risk offer.
06:55 - Carole Mahoney (Guest)
Right.
06:57 - Josh Patrick (Host)
And that could, if you're working. The challenge with this and this is especially true with startups, at least in my opinion, is that the challenge comes in is most startups don't know anything about running the business and they tend to push back on everything that you recommend unless it fits in with their belief system. So that's the real challenge with startups is that they're most of them are not going to be here five years from now.
07:27 - Carole Mahoney (Guest)
Which is why I try to focus on the ones that are backed by venture or they have accelerators that they're in that are teaching them how to run and create a business.
07:37 - Josh Patrick (Host)
If they're backed by venture capital, they have capital.
07:40 - Carole Mahoney (Guest)
Yeah,
07:41 - Josh Patrick (Host)
and venture guys will probably spend the money on sales training because for them top line is everything
07:48 - Carole Mahoney (Guest)
exactly, which is why I really try to focus on finding the right investors that I know have good ethical reasons for the startups that they invest in and try to work with those particular ones. So that's so. I don't go after them one-to-one. I try to find the communities where I know the ones who are serious and going to make this happen are and try to work with the organizations. That way is my go-to-market strategy.
08:11 - Josh Patrick (Host)
So in that particular case, I would definitely be looking at a revenue share.
08:18 - Carole Mahoney (Guest)
Okay.
08:19 - Josh Patrick (Host)
That's the thing that I would probably be experimenting with, and the key here is experimentation.
08:29 - Carole Mahoney (Guest)
Right, and the first thought that comes to mind is that there's a lot of admin in the back end of that that I would need to put onto my team, because I don't want to be chasing them. And even the sharing of information, of you know what are the numbers, how do we share those numbers, how do we authenticate those numbers, how does that payment get processed that's a lot more admin work that I would need to consider, I think.
08:54 - Josh Patrick (Host)
Actually you could make that really simple. You could ask them to send you quarterly financial statements, and all you need to see is their top line and then you can also ask them for their annual tax return, which will show you what the real top line is, if they're not reporting correctly.
09:11 - Carole Mahoney (Guest)
Yep Good idea
09:15 - Josh Patrick (Host)
and I would put some sort of a penalty in your contract if people give you false numbers. So you want to have an incentive for them to be honest, not to be dishonest.
09:27 - Carole Mahoney (Guest)
Right.
09:28 - Josh Patrick (Host)
And it's really simple. You could set up a spreadsheet, you could set up a billing system and have a virtual assistant take that over very, very easily.
09:40 - Carole Mahoney (Guest)
Yeah, that's what I would do, for sure, yeah.
09:41 - Josh Patrick (Host)
And I would start off with one client, maybe two clients. See how that works. What's your timeline for an exit?
09:50 - Carole Mahoney (Guest)
The next 15 years.
09:52 - Josh Patrick (Host)
Okay, so you have a long runway to go.
09:55 - Carole Mahoney (Guest)
Yeah, I like to get the business to the point where it's a piling in the next five years, but I don't need to sell it for like another 15.
10:04
If I sell it sooner.
10:05
I'm not opposed to that either.
10:07 - Josh Patrick (Host)
Okay, what you want to do is like having your company sale ready. Yes, exactly. Right and sale ready does not mean you're going to sell the business. It just means it's a business in a position for someone else wants to buy.
10:19 - Carole Mahoney (Guest)
Right, and I want to do that in the next five years.
10:39 - Josh Patrick (Host)
Profitability, recuring revenue, assets Now there's two things that make buyers really interested in businesses. What do you think that might be?
10:39 - Carole Mahoney (Guest)
Assets. One company that I talked to said that they look at gross profitability, assets in terms of employees, as well as your ability to not be disrupted by AI, or you have incorporated or created your own AI, and recurring revenue is what they told me.
10:48 - Josh Patrick (Host)
Okay, well, recurring revenue is on everybody's list. And the second thing is you have to become operationally irrelevant.
10:55 - Carole Mahoney (Guest)
Yes, I forgot the most important one. It can't beally irrelevant. Yes, I forgot the most important one it can't be reliant.
10:59 - Josh Patrick (Host)
That's the most important one. If you haven't done that, your business is essentially not saleable.
11:04 - Carole Mahoney (Guest)
Exactly, that's why I didn't call the company carolmahoneycom. I called it unboundgrowthcom.
11:09 - Josh Patrick (Host)
Well, that was a really good move. By the way, Too many people. I mean, I made that mistake in my first company. It was called Patrick's Food Service, so people didn't really care what the name of my company was. They just wanted our accounts, because Patrick's Food Service disappeared the day they bought it. But my other businesses have nothing to do with my name,
11:34 - Carole Mahoney (Guest)
so that was a strategic buy, where they incorporated it into their own business.
11:38 - Josh Patrick (Host)
Yes.
11:39 - Carole Mahoney (Guest)
Okay.
11:40 - Josh Patrick (Host)
Yeah, you always want the best buyer from most private businesses. Believe it or not, is a strategic buyer.
11:47 - Carole Mahoney (Guest)
Yeah, that's what I'm starting to see.
11:49 - Josh Patrick (Host)
Yeah, like if you have another sales training company that's interested in what you guys do. They would be a good buyer because A they would be a good buyer because A they understand the industry and B they can make all your overhead disappear. And that's why strategic buyers can afford to pay more than what's called a financial buyer, which would be a private equity group.
12:09 - Carole Mahoney (Guest)
Yeah.
12:09 - Josh Patrick (Host)
That's your typical standard sort of.
12:16 - Carole Mahoney (Guest)
And the person who I talked to was, I think, a private equity person.
12:19 - Josh Patrick (Host)
Yeah well, private equity guys are really smart in certain instances, but they really have no business behind small companies. I'll tell you a quick war story. I recently helped a managed services company sell their business. It was a $1.4 million business and the guy was making $800,000 a year. So it was a really really and he wasn't involved in anything in the day-to-day operations. And the private equity guys came in and they went through this stupidly complex process to buy a small little business, which should have been a petty cash check that he wrote, and then they immediately ignored everything he did that made all this money, moved all the service stuff offshore and lost 50% of the business.
13:09 - Carole Mahoney (Guest)
Wow
13:11 - Josh Patrick (Host)
That's a typical profit equity move. That is not unusual. I see that happen over and over and over again. And the challenge comes in is that how do you?
13:21
you know, um, if you're going to sell a private equity, you pretty much have to have the opinion that I don't care what happens in my business afterwards
13:31 - Carole Mahoney (Guest)
yeah, the other option that I was considering is doing an employee stock option, where I find a key set of employees and as part of their salary negotiation is that a percentage of their base salary gets put into an account towards them being able to buy the business later, because I love the idea of it continuing on. And then if they want to sell it as a strategic sale or as a private equity, then that's totally up to them, but they get all of the IP and the assets and the systems and the processes and the client list to keep running if they want to.
14:03 - Josh Patrick (Host)
That's my favorite way to sell a business.
14:06 - Carole Mahoney (Guest)
Yeah, that's my preferred way to do it with, I think, strategic, by probably being the secondary, and then you know the third being private equity.
14:15 - Josh Patrick (Host)
Right. So if you decide to do an internal sale, you have to realize one. You're not going to get as much money as you do from a strategic sale.
14:24 - Carole Mahoney (Guest)
Yeah.
14:25 - Josh Patrick (Host)
Because if there's one thing true about employees or team members, they don't have any money.
14:31 - Carole Mahoney (Guest)
Yeah. Which is why I was thinking and someone that shared this with me is if you can negotiate so that that money is getting put into the bank and then that becomes their base for being able to buy the business and maybe they have to take out a small amount or something. I'd rather not have to do that, but I don't need to sell it for tens of millions of dollars to be happy with the outcome.
14:51 - Josh Patrick (Host)
Right. So what you're going to want to do is or what I would recommend you think about doing is it's a good idea for him to put money away as part of a bonus, where you take a bonus and you pay them. Let's say they get 50 percent cash and 50 percent goes into this account to buy your business. It probably won't produce enough money to buy your business totally, but it'll be enough for a down payment
15:19 - Carole Mahoney (Guest)
right
15:19 - Josh Patrick (Host)
The other thing you want to be really important about it if you're going to be the bank and you likely will be the bank if you- do an internal transaction. You want to act like a bank, which means you want to get personal guarantees. You want spouses personal guarantees and you want to tie their house up Because that's the only thing they have. That's a real asset.
15:40 - Carole Mahoney (Guest)
Yeah
15:43 - Josh Patrick (Host)
and it takes an owner's mentality to do that.
15:47 - Carole Mahoney (Guest)
Yeah
15:47 - Josh Patrick (Host)
so one of the things you need to do with the key person is to help them move from having that employee or team member mindset to an owner's mindset. And when you do that, what happens is they realize that well, if I want to be the owner, I'm going to have to take some financial risk.
16:11 - Carole Mahoney (Guest)
Yep.
16:12 - Josh Patrick (Host)
And if they know the business, there's not much of a financial risk.
16:18 - Carole Mahoney (Guest)
Well, in my mind is that I've spent 20 years in building a platform and an audience, and the systems and the processes and, yeah, my house was definitely on the line for all of that and now I'm handing them all of it already done to continue to run on and improve. So I feel like that's worth something. I mean, if someone had given me that opportunity, I would have snapped it up in a moment.
16:46 - Josh Patrick (Host)
Well, it's a whole lot easier growing a business that's already running than starting a business from scratch. I've done both and I can tell you that.
16:50 - Carole Mahoney (Guest)
I got the gray hair to prove it.
16:52 - Josh Patrick (Host)
I have no hair to prove it, but that's.
16:55 - Carole Mahoney (Guest)
You win. Yes, you win on that one yeah.
16:59 - Josh Patrick (Host)
I think you're a good 20 years or 30 years younger than me, so
17:02 - Carole Mahoney (Guest)
I'll take that
17:06 - Josh Patrick (Host)
So, but that's really important. So, if you can learn how to become operationally irrelevant, which means that you're only working on strategic things in your business, not operational stuff.
17:19
Now you have a sale-ready company and then the people who are doing all the operational stuff those are your likely buyers. The other thing is you want to structure the deal, and this is another important thing that many owners miss. You have to make it affordable for the buyer, and the reason is is that if there's not enough cash flow for the buyer to make their payments, they won't I see way too many owner finance deals go south because the owner was too piggy when they wrote the deal,
18:00 - Carole Mahoney (Guest)
Right
18:01 - Josh Patrick (Host)
18:01
one of the things that we deal with folks is that we often will say oh for
18:09
Now what non-qualified deferred compensation is is that you've underpaid yourself while you were building your business. Compensation is is that you've underpaid yourself while you were building your business. So you can put together a legal structure that says I will like to be paid, let's say, $100,000 for the next 10 years as a going away president for being underpaid. Now the good news for the buyer when you do that is that becomes tax deductible. So for every dollar that they do for deferred comp, it actually saves
18:42
them
18:42
80 cents in taxes, believe it or not.
18:46
And for you, you say well, gee, I don't want to pay that higher tax rate. If you're looking at what's called the average tax rate versus marginal tax rate and this gets a little bit wonky, but it's really important is that your average tax rate. Let's say you're making $200,000. Your average tax rate might be 21 or 22%. Your marginal tax rate could be as high as 30%, but you want to look at the average tax rate because that's what you actually pay your taxes on
19:18 - Carole Mahoney (Guest)
okay
19:19 - Josh Patrick (Host)
so the difference often when you're doing this methodology, is only a couple of percentage points between capital gains and average tax rates.
19:32
So when you do that, let's say you make 50 of your deals deferred compensation, 50% of your deal is cash. They've saved a down payment that's 25%, so they only need to come up with 25% after-tax dollars. But that 50% is all pre-tax dollars, which saves them a ton of money and makes the deal much safer for you, because they're using pre-tax dollars, not after-tax dollars. Does that make sense?
20:02 - Carole Mahoney (Guest)
Yep, yeah
20:03 - Josh Patrick (Host)
cool.
20:05 - Carole Mahoney (Guest)
I mean that's that's how I plan for my retirement portfolios is pre-tax versus post-tax, and you know I balance those two things out, so it works the same way for the business.
20:16 - Josh Patrick (Host)
Yeah, and the other thing that you can do. By the way, thank you for bringing that up. I don't know how popular or how big your business is and we won't go into that right now. That would be a conversation we'd have privately if we did it. But if your business is reasonably profitable, you can literally put almost as much money into a retirement account as you can imagine.
20:44 - Carole Mahoney (Guest)
Yeah that's good.
20:46 - Josh Patrick (Host)
If you're over 55 years old, you can put as much as $300,000 a year and deduct it into your qualified plan, and that's called a hybrid plan, and what it does is it combines a 401k with a profit sharing plan with a plan which is hardly talked about, but it's called a cash balance plan.
21:07
Okay, cash balance plan, cause I did the first, the first, but I hadn't heard the cash balance plan
21:11
cash balance is the third piece, and that was it'll get you to a couple hundred thousand dollars more
21:16 - Carole Mahoney (Guest)
okay
21:18 - Josh Patrick (Host)
um, and I assume if you have a 401k guy, you could ask them or her and say hey, I heard about this thing called a hybrid plan, which which combines a 401k, a profit sharing plan and a cash balance plan. Could you look at that and tell me how much money I can put away?
21:36 - Carole Mahoney (Guest)
So I just did that so. I do have a hybrid plan because it has a 401k and a profit sharing in it, but I don't remember talking about the cash balance part.
21:46 - Josh Patrick (Host)
Yeah, the cash balance is what makes it hybrid.
21:49 - Carole Mahoney (Guest)
Okay
21:49 - Josh Patrick (Host)
The 401k and profit sharing. A profit sharing plan, believe it or not, is a subset of a 401k plan
21:55 - Carole Mahoney (Guest)
Okay
21:56 - Josh Patrick (Host)
So it's actually part of the same plan. But the cash balance is something you layer on top of it. It requires an actuary every year to look at it and the cost is a little bit more a couple thousand dollars more. But if you're putting away an extra $100,000, that's irrelevant.
22:12 - Carole Mahoney (Guest)
Right, and this is once you're 55, because I'm not there yet.
22:16 - Josh Patrick (Host)
Well, you could always look at it and see how much can you put away
22:20 - Carole Mahoney (Guest)
yeah
22:21 - Josh Patrick (Host)
I mean, my bet is you could probably put away $100,000. So that's the easy way. I call that pre-funding your retirement.
22:31 - Carole Mahoney (Guest)
Exactly
22:32 - Josh Patrick (Host)
Because often we have more cash flow available before we retire than after we sell the business. So you know, unfortunately I've been, you know, yammering around and I've chewed up almost all our time and I want to hear a little bit about what does your business do and how do you do it, and how do people get a hold of you if they want to learn more about what you do, Because you seem to be a pretty flexible and interesting person.
23:00 - Carole Mahoney (Guest)
Well, I thank you for that. Business does is that we work with small business owners and entrepreneurs, startup founders, as well as established sales teams. What happens is that we often go out and we try and use all of these different tools and tactics to get better at sales. It's the latest trend, the latest fad, the latest process, but what a lot of times they don't realize is that their lack of sales results isn't due to the tactics that they have though that's part of it but often how they think about sales, especially for small business owners and entrepreneurs, who don't like to think of themselves as salespersons and even sales teams.
23:35
A lot of times what I find is that organizations will have the people who are doing the operational work, the delivery work, who then end up getting into sales, also don't like to think of themselves as salespeople.
23:45
There are very few people in the world who, as a kid, said I want to be a salesperson when I grew up, and that's what they did, and so I really help these teams to address what are the underlining causes of PAD's sales performance, and we use an assessment that is based on 2.5 million sales professionals that have specifically been evaluated for specific sales tasks and roles, and we align that to create custom learning paths for themselves or their teams. Roles, and we align that to create custom learning paths for themselves or their teams, both at the delivery level of selling to the customer or the management level of actually managing those people who need to do the selling, or the leadership level that creates those systems and processes for the company to be able to grow and scale, as we apply a scientific, data-based neurological science as well as behavioral science to how we change the behaviors in sales so that we can increase revenue more predictably and keep more of those customers for longer, because it still costs more money to get a new customer than it does to keep one happy.
24:37
And so that's what we really emphasize, and it's not just sales training what the latest tactics are, but how do you actually create a sales process and structure and mindset that serves our buyers first, which is why I wrote my book Buyer First how to Grow your Business with Collaborative Selling. Rather than selling to your customers, we help them sell with their customers.
24:56 - Josh Patrick (Host)
Sounds great. So, Carol, how would they find you?
24:58 - Carole Mahoney (Guest)
So the best way to find me for our training site that I just mentioned is at unboundgrowth.com I also do a lot of keynoting and speaking and you can find me there at carol mahoney.com just my name spelled out and if you want to find me on social media, I am on LinkedIn on a regular basis and if you really want to stalk me, then you can find me on Instagram and on Facebook.
25:19 - Josh Patrick (Host)
Cool, and I've got two things I'd like you to do.
25:23 - Carole Mahoney (Guest)
Okay
25:23 - Josh Patrick (Host)
Please go to wherever you're listening to this podcast and give us an honest rating and review. If you love us, you give us five stars. If you say, oh Josh, you're full of junk, give me one star. I might cry a little bit, but I'll probably get over it and you won't even know. So there you are, the second thing if have or own a business and you have a story, or you want to talk about stuff that would make your business better and become 50% more profitable while working 50% less. Send me an email at jpatrick@stage2solution.com and I will send you back a link. We'll talk a little bit about whether you'll be a good fit for the show, and it would be good for you and good for us and if the answer is yes, then we'll book you as a guest, just like Carol.
26:11 - Carole Mahoney (Guest)
Yeah yeah
26:11 - Josh Patrick (Host)
I think that there'll be a lot of fun and I love doing these things, and most people come on the show, I think, learn something that's valuable for them as well.
26:19 - Carole Mahoney (Guest)
Oh, I have a whole piece of news Josh, I learned a lot.
26:22 - Josh Patrick (Host)
Cool, cool. So this is Josh Patrick. We're with Carol Mahoney. You're at the 50/50 Accelerator podcast. Thanks a lot for stopping by. I hope to see you back here really soon.
Look, I spent enough mornings thinking and writing about what it takes for business success. Here's an important final thought the old ways work for a reason. But the best legacy isn't just about what you build. It's about building something that outlasts you without burning you out in the process. If you found value in today's podcast, do me a favor. Take 30 seconds to rate and review the show and yes, I mean honest reviews. I'd rather have the hard truth than empty praise. Your feedback helps other business owners find these conversations. Hey, I'm Josh Patrick and this has been the 50-50 Accelerator. If you're ready to work less and profit more, make sure you subscribe wherever you get your podcasts and remember you've built something incredible. Now let's make sure you're actually around to enjoy it. See you next time.