Episode Summary: Today, we once again speak with Rich Gallo, the Founder and CEO of Pure Swim Inc., a second-generation swimming pool maintenance and repair company based out of Valencia, CA. As we emerge from the pandemic, Rich looks back on how Pure Swim was able to continue to thrive in spite of the many challenges that the last two years presented. He also talks about changes across the industry in general, such as the explosion of demand for pools as the work-from-home culture became the norm. Rich explains the importance of understanding the new economy (ex. inflation) in order to stay ahead of common “chokeholds” and limiting beliefs that hold many business owners back. He also discusses why every business owner needs to have structure so that they do not get derailed both when chasing new opportunities or navigating times of hardship. He goes on to add that it pays to have a roadmap for the future; otherwise, you risk wasting your potential for growth. Finally, Rich speaks on his upcoming apprenticeship program and gives his general thoughts on mentoring the next generation of business owners and tradespeople, all the while expressing gratitude for an industry that has grown to be more transparent and collaborative over the decades. Topics Discussed: 01:06 - How Pure Swim emerged from the pandemic 07:10 - The importance of understanding the current economy 12:02 - Breaking free from common business owner chokeholds 22:49 - The current state of the industry 29:21 - Modeling your business for growth 32:00 - Selling the benefit of your company 38:36 - Charging what you’re worth 49:18 - Having a roadmap for the next couple of years 57:30 - Rich’s upcoming projects Sponsors: Skimmer Leslie’s Primate Connect with Guest: Website Instagram Facebook Resources Mentioned The Road Less Stupid by Keith Cunningham PSATC Apprenticeship Program Connect with Pool Chasers: Website Instagram Facebook Facebook Group Twitter YouTube Patreon Key Quotes from Episode: What’s happened over the past two years is a shift in demand of people wanting and needing a swimming pool, and how much the home has become a sanctuary and an escape from everything. If you don’t have structure, opportunity turns to chaos. When you see an absence of fulfillment with achievement, that’s a major problem. We know we’re the best. We know we can be the best. But we have to take a step back and always think about how we can be better. Whether you’re a single guy with five pools or a guy that has 500 customers, every company should always sell the benefit of them in their backyard. As souls, we’re all equal. We just differ widely in the marketplace as business persons.