Rich Jordan | Strongpoint @StrongpointRich Twitter profile

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Rich Jordan | Strongpoint

4 years

SMB lesson: Day after acq. announcement, heard rumblings that our senior plumber felt job-insecure and betrayed by the transaction. Big problem when my largest vulnerability is the skilled trade talent.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Someone I have a deep respect for recently told me: "When things start to feel boring, that's your signal to double-down. It means you've started to figure it out." I needed to hear it. Maybe you do too.

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Rich Jordan | Strongpoint

@StrongpointRich

27 days

4 years ago, today: my partner and I took over a small plumbing shop. Just us + 3 plumbers. $1m ann. revenue. Today, we're at 90 team members and recently crossed $20m revenue run rate (and finally got our margins dialed). Wild ride. 🇺🇲

Rich Jordan | Strongpoint

@StrongpointRich

4 years

SMB lesson: Day after acq. announcement, heard rumblings that our senior plumber felt job-insecure and betrayed by the transaction. Big problem when my largest vulnerability is the skilled trade talent.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Just had my first exit (apt bldg #2 , 32 units) and... ok. I get it now. Getting the bag is f**king cool.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

The other day, @sweatystartup mentioned competing w/ companies that use fax machines. I can do you one better, Nick. Toured a plumbing/HVAC biz today that invoices via *typewriter* $2MM worth of invoices / yr. I am not kidding.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

It's admittedly gray, but this is the leadership I know. Get in front of your people. Be genuine. Help shoulder the load. Pull out their unique insights. Action those insights asap. Let them know they're appreciated.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Books I've found most useful to get smart on small business acquisition and operation: 1. Financial Intelligence for Entrepreneurs An excellent primer on understanding the numbers of business. Easy read. Actionable.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Available cash & timely action wins the day. Got a cold-call today from a small plumbing shop in my area looking to sell their 250 commercial service accounts. We weren't his first call, but I had an offer to him within a few hours. He replied within 5 mins w/ a counter. Deal.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

She's definitely not doing the work of 5 employees. Nope.

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Rich Jordan | Strongpoint

@StrongpointRich

11 months

You're brought an opportunity: Residential HVAC company $1.1m revenue 2 employees $400k SDE $800k purchase price (2x!) No. The trucks are old. The employees are the seller's wife and a 65 yr old installer. Don't buy this. Let's talk about customer list acquisitions. First -

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Closed on the business exactly 3 weeks ago. Today we crossed $100k in revenue. There's a ton of $$ to be made in the trades. We haven't even gotten started yet.

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Rich Jordan | Strongpoint

@StrongpointRich

8 months

Stood in front of the new team of our largest deal yet this morning. Having built a 30-strong team across 3 trades in residential home services, Bill here had quite a few suitors in late 2023 - us and a few of the nat'l consolidators y'all likely know. Ultimately we won on

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Just sourced a $7m rev HVAC co hiding in plain sight on the fringe of our service area. Only 30 reviews on Google. Very realistic valuation expectations. Pursuit is on. Cold email 🔥

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Cold email outreach to 98 plumbing/HVAC co's in the 2 counties we serve in NJ. 61% open rate 14% response rate Acquisition talks progressing with 7 owners

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Sept roll-up for plumbing biz: - Full paper -> digital transition - 2 new plumber hires - Outsourced US-based CSR - Avr. 12.5% wage bump across team - Health + 401k benefit added - +42% Google reviews - ~$50k Net Profit (+66% > historical!)

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

If the perfect 3-star review existed - one you actually hope discerning customers would come across - I think this is the one.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Now this week, he'll see immediate implementation of a couple of those ideas. You want employee buy-in? You get buy-in talking shop while carrying a 40gal water heater through hoarder's basement. You get buy-in by immediately implementing good ideas from below.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

For all the new folks just joining, a little about me: ⚔️Previously: Marine infantry officer 🛠️Currently: Growing, acquiring plumbing & hvac co's 📈Past 18 mo: Organic growth from $1MM to $3MM rev 🚀2022 Goal: $10MM rev Tweet about leadership & operations in small business.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

After a 9-month "deployment," today is my last day full-time at our NH co. The tape: + From 85 hr weeks in office to 30 (~0 going fwd) + From 15 team members to 26 + From $300k avg sales/mo to $600k (>$900k in Aug) + Team morale 📈 + 3 new leaders developed/installed

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Rich Jordan | Strongpoint

@StrongpointRich

11 months

I'll take the other side of this. Too many business owners looking for (yet another) SaaS to solve some niche problem of theirs when a spreadsheet will do the trick.

Real Estate Ranger

@EstateRanger

11 months

If your company heavily uses excel spreadsheets then you are not optimized. Excel sheets should be the worst nightmare of any business owner.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Return on paid digital ad spend in October: 4.7x - Google Local Services 3.3x - PPC 2.9x - Angie's List 2.2x - NextDoor 1.5x - HomeAdvisor (Angi Leads)

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Rich Jordan | Strongpoint

@StrongpointRich

10 months

Be deliberate about the culture you're trying to build. Last year, we instituted an annual award at our HVAC company - "The Fan Man." Criteria: The one team member you call first when you're in a jam. The one you know will drop whatever they're doing to come save you. Voted on

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

I swear one of the best things you can do for your creative flow is to just buy a damn whiteboard and stand in front of it.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

A reminder this week that the stakes are real in the first 30 days of an acquisition: $8m HVAC co, very recently acquired in our area, is being completely gutted of its staff due to a botched integration. I've interviewed 4 of their people so far with more lined up. 3 hires.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

NH HVAC co did just $3.3m last year. But it's hard to stop a great team with a clear goal. On the final business day of the year today:

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

When your contractor shows up and starts taking "before" photos, the probability that you're about to have a good experience goes up dramatically.

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Rich Jordan | Strongpoint

@StrongpointRich

10 months

@chrisxmunn Bro just bought some of the S&P 500 Index and jumped on the pod.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Small business owners everywhere:

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

First truck returned from wrap shop today. We'll be "the guys in the blue trucks" from here forward. Photo doesn't do it justice - this thing is bright!

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Time-Slot Dispatching sucks. My plumbing business is ditching time slots. Here's why & how:

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

This week, we rolled out menu pricing for the plumbing biz. 5 options provided to customer for every job. No hard selling - we'd be happy performing any of them. Average ticket this week: $815 Last month: $524 +56% increase just by adjusting our presentation.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

SMB vs. CRE - Which one should an operator pursue first? My take: SMB first. Here's why:

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Rich Jordan | Strongpoint

@StrongpointRich

4 months

Just found out today that one of my HVAC apprentices has ~400k subscribers to his YouTube channel.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

This has been up for 4 business days and my Google reviews have already increased by +32%. Surpassed my local competitor yesterday.

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Rich Jordan | Strongpoint

@StrongpointRich

11 months

@SMB_Attorney "Smart. Good luck." 😂👍🏻

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Rich Jordan | Strongpoint

@StrongpointRich

5 months

A large driver of service business success is how efficiently you can reach your customers and the talent available in your area. When we took over our NH HVAC business, I quickly became frustrated by how difficult the local road network made it to get to the large population

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

🚨🚨 Biggest week to date for the plumbing co. And a $6,800 paycheck going out to one of the techs responsible for it. 💪 Enjoy the holiday weekend, y'all.

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Rich Jordan | Strongpoint

@StrongpointRich

11 months

@LeadershipAcad1 We've done this a few times. + Leave the digital assets and GBP up so that the folks looking for it will still find it. + Fwd the phone to your team. Be thoughtful about the talk track to introduce yourselves. + Re-wrap / re-shirt the team to your brand so it's all TC folks

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Two years ago, today, my partner and I took a flyer on a small plumbing company. What a ride. I appreciate y'all's companionship along the way.

Rich Jordan | Strongpoint

@StrongpointRich

4 years

Day 1 of SMB Life: Plumbers don't yet have fuel cards. Guess who's conducting late night round-robins to the gas station in prep for tomorrow? 🙋🤦

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Cold email + local clout is a killer combo. Over $40m of HVAC/plumbing revenue now in the acquisition pipeline. All in our existing service areas. After I've screened out a bunch of interest. Send lawyers, guns, and money.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

- Last-minute laborer call-out - Couple urgent high-opportunity calls to cover - Both field managers at off-site training. Guess who gets to hand-dig a sewer trench in a tight space? Sometimes you've just gotta earn it the hard way.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

If I annualize the last two weeks (post incentive roll-out) for one of my plumbers, his AGI now exceeds $150,000. Last year, it was $56,000.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Just now realizing that today is my very first true Veterans Day. Miss it sometimes, but couldn't have asked for a better transition. Much to be grateful for.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Thanks for reading, y'all. Stoked to jump into the week again.

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Rich Jordan | Strongpoint

@StrongpointRich

4 months

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Rich Jordan | Strongpoint

@StrongpointRich

1 month

My man Jeff is shooting his shot in the Craigslist classifieds. Fair winds and following seas, sir. 🫡

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Rich Jordan | Strongpoint

@StrongpointRich

4 months

Our on-site auto repair shop is up and running. Going to make it a lot easier to keep this brand's ~40 trucks on the road.

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Rich Jordan | Strongpoint

@StrongpointRich

8 months

For folks just joining, a little about me: ⚔️Prev: Marine infantry officer 🛠️Curr: Leading & growing trades businesses 📈Past 3.5yrs: Growth from $1MM -> $14MM rev 🚀2024 Goal: $17MM rev 🥊Mission: Give the trades a good home Tweet about leadership & ops in small business.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

As a new SMB owner, you've got to put yourself out there. They won't care that you're not an expert in their trade. They want to feel that they have a say in the company's direction. Are you listening?

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Rich Jordan | Strongpoint

@StrongpointRich

2 months

@LeadershipAcad1 Look at the performance data that Google provides for the GBP and see if people landing on it are actually searching for its brand name. If not, merge them together. If yes, keep it active until the brand searches tail off.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

I have a few elderly neighbors that look for my assistance re: home improvement projects, esp. plumbing/HVAC. Often their biggest expense of the year. Immediately go to the top of the priority list.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

If you support employees or a family, it is your moral imperative to make a profit. Charge the right price. And don't flinch.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

If your team is leaving your meeting without anything new to action, your meeting was a waste of time.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Tip for those looking to buy residential home service co's: If the target does no marketing and the husband/wife team does all of the admin/phones/scheduling, drop ~15% off your net margin. You think you're paying 3x on 30%, but you're actually paying 6x on 15%. ✌️

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Morning: Belongs to me Midday Break: Belongs to my dog Afternoon: Belongs to my team, vendors, contacts Evening: Belongs to my wife and friends Simple framework, but I've become much happier & productive since becoming deliberate about this.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Another day, another outgoing wire 💸 Increasing our New Hampshire HVAC operation by +27% with this one.

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Rich Jordan | Strongpoint

@StrongpointRich

3 months

Endorsements don't come much stronger than this y'all. Feels like we've started to figure out how to truly embody what we're about.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Sharing a small win: These trucks all used to be scattered across this lot. Looked messy. Was messy. A couple weekends ago, I parked them all in line along the road. Never said anything about it to anybody. It stuck. I'm thrilled.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

Friendly reminder: If you fly an American Flag at your home or business, check to make sure it's not tattered. Plenty of well-intentioned folks out there flying beat-up flags. Don't let it be you. 🇺🇲

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

me literally every time i raise my prices

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

One way to get leads from this cohort: buy a business from one of them. I have been approached no less than 6 times in the past week by competitors and owners in adj. industries (HVAC, etc.) to buy their biz within next couple years.

Achilles

@Achilles3791

4 years

@sweatystartup How do you find/network 60+ year old business owners to partner/acquire?

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

I don't know who needs to hear this, but that business you're looking at for $150k is not "turn-key."

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

SMB integration tip: At takeover, look out for the folks who are both key-men and serious problems. Immediately set to work peeling back and eroding that key-man status. You'll be glad you did. We were.

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Rich Jordan | Strongpoint

@StrongpointRich

2 months

Turns out that, with effort, you can actually build a big business instead of trying to make it big selling courses on how to build a small business. And maintain your dignity while you're at it.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

@girdley USA has a distinct advantage in military training. We have nearly every training environment available within our own borders. Mountains, desert, jungle, swamp, cold, hot - we can fight anywhere and prepare in a way that we feel like we're playing at home field.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Under LOI. Plumbing. The fun begins.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

A friend and recent colleague of mine, Capt Geoff Ball, currently has the enormous task of leading the unit that took the brunt of the blast in Afghanistan last week. Sharing his words here:

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

One of my technicians today: "This thing is growing, man - you can just FEEL it." Felt good. We're pushing the rock. And it's moving.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Friends don't let friends build out custom software for their SMB.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Part-time retirees are a small business cheat code. + Great attitudes + Competent and experienced + Economical

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

So those 250 backflow test accounts we rolled up in January... One of the clients that represented 9 of those tests just gave us their other 300 devices to service. And it turns out they need to be done quarterly, not annually. 🚀

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

@RobertMSterling The urban centers of NC are some of my favorite places. Raleigh, Winston-Salem, Wilmington, Asheville - all great.

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Rich Jordan | Strongpoint

@StrongpointRich

2 months

It's wild to think back to what this company's org chart & infrastructure looked like 18 mos ago compared to today. 14 team members -> 61 11 trucks -> 39 4,800 sqft -> 22,000

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

SMB Tip: Fight to gain control of your business' online reviews. Don't leave it up to probability.

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Rich Jordan | Strongpoint

@StrongpointRich

5 months

The circle of life in a local market: ▪️Nat'l consolidator acquires competitor. ▪️Goes poorly. Mass exodus. ▪️Competitor GM joins us. ▪️We treat him well. ▪️GM introduces us to his friend, founder of a small shop. ▪️We acquire his friend. Tiny deal. ▪️We treat him well.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

@MarcSGIlbert •Bought 18-unit for $500k w/ 25% down. •Professionalized mgmt, bundled some utilities, leased up vacancies, +25% rent. •Appraised for $1M 14 months later. Cashed out $330k.

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Rich Jordan | Strongpoint

@StrongpointRich

4 months

Imagine if every time someone's deal underperformed, we labeled them a grifter.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Headed into the weekend freshly under contract for a needle-mover. New state. HVAC. LFG.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Build your company so that no one's heroic effort is required to make a profit.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

If you're gonna charge a premium, be premium. 💥

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Rich Jordan | Strongpoint

@StrongpointRich

6 months

@sweatystartup I once served at a restaurant that required this. No writing notes. Cash only. No receipts. Wildly successful NJ institution w/ lines out the door. Made my memory crazy sharp by the time I left. Owners went to jail for tax evasion a couple years later.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Another reminder today that I am by far the worst customer service rep in my org. You want to demand the owner so you can lose your mind over something trivial? Welp... don't be surprised by how the former infantry captain responds to your bullshit.

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Rich Jordan | Strongpoint

@StrongpointRich

3 months

Sitting in the bed of my pickup after-hours with a few beers watching our new sign get finished. You just can't beat it. 🇺🇲

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Low-hanging fruit for EE morale: Company used to deduct 1/2 hour for their lunch every day. Team hated this. I was tired of getting the "I didn't take lunch today" call. Felt like policy was inherently adversarial. Nixed it last month. Low impact to P&L. Big win for team.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Big day for plumbing co: Today's my partner's first day on the team. Departing a promising engineering career to go all-in on what we've built. He's an ace. This is a big step in the right direction for us.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

Small win persisting almost a year later 💪

Rich Jordan | Strongpoint

@StrongpointRich

2 years

Sharing a small win: These trucks all used to be scattered across this lot. Looked messy. Was messy. A couple weekends ago, I parked them all in line along the road. Never said anything about it to anybody. It stuck. I'm thrilled.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Backflow preventer testing tuck-in acquisition closed today. 250+ new commercial service accts to begin 2021. Love how all parties seem to row together when the year-end approaches!

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Can confidently say I've talked to every currently listed plumbing/HVAC deal in the Mid-Atlantic and Northeast. No one is safe. 3x active offers submitted ranging from little tuck-in to big swing.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Got a wild hair today and sent out a handful of targeted emails to local competition / roll-up targets proposing buy-outs. 36% response rate same day. 2 owners' cell numbers provided for follow-up.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

First three days of ownership complete. Solving problems. Getting my hands dirty. Finding the inefficiencies. Getting to know the team. Tired, but haven't felt this satisfied in a long time.

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Rich Jordan | Strongpoint

@StrongpointRich

1 year

If you want to see aggressive change, pay your overseas team members American-sized incentives. Guess when I started to. ⚠️ Implement with extreme caution ⚠️

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

I saw 2 scenarios. He blows his timeline. Still anxious going into long weekend. Wife's worried. Maybe looks for another job. Or I drive out to him, help him get it done in time & out the door. All while getting to know him and hopefully putting him at ease. Easy decision.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Members of my team have begun collaborating to build their own processes and procedures without my input. Streamlined, repeatable, documented. I'm over the moon.

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Rich Jordan | Strongpoint

@StrongpointRich

11 months

One of the best things you can do for your workplace culture: Get Profitable.

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Rich Jordan | Strongpoint

@StrongpointRich

6 months

Last week, we firmly planted our feet in New Hampshire with a big shop move and upgrade. Pulled our two NH co's under one roof and one brand, completing the merge we began in Feb. Team's walking with their heads held high. Productivity & collaboration have noticeably increased.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

In some ways, I feel like I'm playing SMB: Easy Mode. Worried about: -Busting a loan covenant? Hard to do when you acq. at ~2x SDE, even without growth. DSCR now > 8x. -Cash management? We get paid on delivery. No A/R. We can actually focus on process & quality of service.

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Rich Jordan | Strongpoint

@StrongpointRich

2 years

Just closed out our 1st full calendar month with the new HVAC co. +47% YoY for same period revenue. -10% YoY for same period OpEx.

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Rich Jordan | Strongpoint

@StrongpointRich

4 years

Saturday I rode shotgun for a 12hr shift with the plumber on-call. Similar story. Busted our asses, talked shop and life, broke bread, jammed to some Wu Tang Clan. Good day of work.

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Rich Jordan | Strongpoint

@StrongpointRich

3 years

Local service co M&A hack: Subbing work to sellers we're in talks to purchase. Allows us to see them work, shoot the shit on the job site, pay them quickly, and put our tight ship on display. Working beautifully with one local seller at the moment.

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Rich Jordan | Strongpoint

@StrongpointRich

10 months

@joshuamschultz "What?! My last plumber did this for half the price! Man I wish he was still in business... he shut down and got a job."

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