Cameron Bawden – Once I Commit, I Can’t Quit (464)

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Episode transcript below:

00:00 – Mike Malatesta (Host)
Hi everyone. Mike Malatesta here and welcome back to the how it Happened podcast. On this podcast, I dig in deep with every guest to explore the roots of their success, to discover not just how it happened but why it matters. My mission is to find and share stories that inspire, activate and maximize the greatness in you.

00:19 – Mike Malatesta (Host)
On today’s show. I’m talking to a man who, at age 21, thought he had his whole life planned for him, only to find out that that plan didn’t really exist. So he became an entrepreneur instead. Cameron Baldwin and I talk about his journey. We talk about something called door knocking, the power of consistency and discipline, gut punches, coaching and what his future looks like.

00:46 – Cameron Bawden (Guest)
We started with one truck and knocking doors. It’s just been this crazy journey of having to pay for our mistakes and our education. That’s why it’s so funny. I talk to people now. They’re like oh, do I have to go to college? You didn’t go to college. And look at where you’re at. And I just laugh at them because I say, hey, you’re going to have to pay for your education one way or the other. Whether it’s college or through mistakes that you make, you’re going to have to pay for it. So you choose which one you want. But to think that you can just become an entrepreneur without going to college or paying for your mistakes, it’s just not going to happen.

01:19 – Mike Malatesta (Host)
This episode is sponsored by the Dream Exit. The Dream Exit is a private bespoke program for successful entrepreneurs with annual revenue between $5 million and $100 million who realize that they have one chance to get their Dream Exit right and that the odds of realizing that dream by themselves, all alone, or at the last minute are stacked against them.

01:40
In less than 90 days, we teach you how to design, build and execute a customized Dream Exit playbook that gets your business ready for sale at its maximum value and gets you ready to maximize your meaning and purpose in your post exit life, even if today you are not ready to sell. You see, dream Exits just don’t happen. They are the result of early, professional and proven planning. So if you’re an entrepreneur with annual sales between $5 million and $100 million and you want to learn how to 10X to 100X your chances of achieving the Dream Exit you deserve. Go to dreamexitplaybookcom today.

02:21
And now here’s Cameron Bodden. Hey, Cameron, welcome to the how to Tap the Podcast.

02:34 – Cameron Bawden (Guest)
Hey man, thanks for having me on.

02:36 – Mike Malatesta (Host)
Well, I’ve been looking forward to this because I get a lot of entrepreneurs on the show, but it’s not that often that I get someone like you, as young as you are, who’s done as many things as you’ve done, started as many companies, I guess I would say, and kind of never had any other significant career experience. You just kind of came out of the gate entrepreneur-ing and I like that, so I’m looking forward to digging in on it. So let me tell you a little bit about Cameron, and this is going to be a kind of a different kind of bio. So, basically, who I’m going to be introducing you to today is a guy who skipped college and started his own business and then businesses, Starting in 2010,. He started a pest control company. 2011, he started Hype Farm Agency. Which. What creative content? What was that? Creative content and resources for home service businesses. What is? It’s our marketing company. Marketing company, okay, yeah.

03:50
2014, crossed the $1 million revenue mark. 2017, started a carpet cleaning company coconut cleaning. 2018, started a agave glass automotive, glass tinting, and I know you’ve since expanded into other things because I’ve listened to some of what you’ve done. Then, 2019, those last two companies hit a million in revenue, started another company called Phoenix Power Solutions. Anyway, you get the point Up to 2024, where we are now. His pest control company is doing like $25 million in revenue. He wants to double that in the next five years. It’s been an amazing story and it looks like it’s going to continue to be an amazing story. We are going to find out all about it. Cameron, by the way, your Instagram is where you like to be. That’s where you like to hang out, Is that right?

04:57 – Cameron Bawden (Guest)
Yeah, it’s just the first letter, c, and then my last name, bodin, b-a-w-d-e-n.

05:05 – Mike Malatesta (Host)
Okay At C Bodin on Instagram. He has a. Do you have your own website or is it Green Mango? Is that best place? Where’s the best place from the internet product?

05:20 – Cameron Bawden (Guest)
To see the companies or be first? Yeah.

05:24 – Mike Malatesta (Host)
Instagram is the best for you, right, but how about? Where do you have people go to check out what you’re doing in all your companies?

05:34 – Cameron Bawden (Guest)
Each company has its own domain. Okay For Green Mango, pestcontrolcom, govaglasscom, coconutcleaningcocom. And that’s what we did when we started them. We didn’t want to be a company that was just a jack of all trades. That’s why, in each company that I’ve started, I went and partnered with someone that specialized in that industry and gave them equity. Then it became their baby. Okay, green Mango baby, it’s my heart and soul. I was the guy that if something was wrong it was up to me, those other companies if something goes wrong on the day to day, it’s their job to fix it. We provide marketing systems and processes in the financial aspect to start the business, and they’re the boots on the ground.

06:21 – Mike Malatesta (Host)
Okay, We’ll just have the individual company website links in the show notes and you can go and check out all of these different things that he’s up to. Cameron, I start every podcast the same way, with the same question, and that is how did it happen for you?

06:42 – Cameron Bawden (Guest)
I served a church mission. I finished high school, I went on a church mission and when I got home from my mission, my whole life up until that point was planned out for me. Up until that point, I knew exactly what I was going to do. That was planned out and then boom, I didn’t know what I was doing Because when I got home, I was supposed to do real estate In 2009,. The market wasn’t great to get into real estate if you didn’t have any money. I didn’t. It was a really lonely time for me because I didn’t know where I was going, what I was doing, and I didn’t have any friends. All my friends were either serving a mission as well or they went down a path that I felt like wasn’t the right path for me. One night I had a family friend invite me over and they essentially linked me up with this buddy who became my business partner, dusty Williams. He introduced me into the world of pest control and door to door, and that’s it. All went down from there, man.

07:46 – Mike Malatesta (Host)
So this mission that you were on and you mentioned mission a couple of times, and what was it and where was it and why did you do?

07:56 – Cameron Bawden (Guest)
it. Yeah, so part of the Church of Jesus Christ of Latter-day Saints. When you turned 19 years old, they strongly encourage you to go on a two-year mission and serve full time for no money. And it’s a random calling. You don’t know where you’re going. You just put in your papers and I got called to Edmonton, canada, and so we were talking before this how your day was going and you’re saying it was above 30. I remember those days in Canada when it really, you know, went above zero degrees and we, you know, had short sleep shirts on and it was like awesome. But now I live in Arizona and it’s like if it’s 65 degrees, I got my hoodie on and I’m freezing, so it’s. But yeah, I went to Canada in the 10, serve two years and it was probably probably the hardest thing I’ve done so far, including all these companies.

08:49 – Mike Malatesta (Host)
Also, what was the?

08:49 – Cameron Bawden (Guest)
work. You know I felt like. You know I’m a very high-paced person, I love to be busy and a lot of times, you know, I felt like God would put me in these small little towns. You know, one of the smallest towns I served in for nine months was called Peace River, I think it. The population was like 6,500 people and we call it tracking, which means you knock on the door and you’re just trying to find people that want to hear your message and we literally like, knocked on every single door twice while I was there for nine months and it was just a small little town and that’s not my pace.

09:24
I like to be busy, I like to be up to things, but those were the little things. You get paired up with a companion that you don’t know and sometimes, you know, your personalities clash and sometimes you get along, but I don’t know. It was just a really and I’m a homebody and first time I was away from home, first time I was having to do my own laundry, do my own cookie, I was a really shy person and I’m having to come out of my shell and communicate with people and talk to people about religion and it was just. It pushed me in all the right areas. It was awesome.

09:56 – Mike Malatesta (Host)
So forgive my ignorance about this, but I want to. I want to learn more. So you, you’re in the church, you sign up for this mission. Evidently, everyone’s encouraged to do this at 19. You put in your papers you’re going to either I don’t know. You get a letter or email or something. You’re going to Edmund, canada, right. And then there’s other person who had a similar experience, but from in a different area or whatever, gets their email or whatever back, says, hey, you’re going to that same place and you’re going to hook up, live together and yeah.

10:32 – Cameron Bawden (Guest)
Okay, so you go. You it’s the craziest thing. So you go to the training center in Provo, utah, and, depending on if you’re learning a language or not I wasn’t but you’re there for anywhere from a couple of weeks to a few months. I was only there for a couple of weeks and then you fly into your mission and you meet with a mission president who’s in this area and basically he’s, he’s your president, he’s, he’s a CEO, he’s telling you where, what city you’re going to, what town and who you’re going to be with. And just like anything, if you started a, you know, in a new company today, they put you with one of their best trainers to teach you the ropes, and that’s what the mission is. So they, they pair you with a trainer and you know there’s all these little terms in the mission but you’re the greedy and you’re with the trainer and you can be with him for a each transfer.

11:22
We call them transfers. They’re about six weeks long. So you’re with that companion for at least six weeks. Most of the time you’re with the same companion for two to three transfers, so up to 18 weeks with the same guy. But you can’t be. I mean, you’re together 24 hours a day, except for when you go to the bathroom. You’re always with him.

11:43 – Mike Malatesta (Host)
And your whole. The point of the mission is to introduce the community you’re in and canvassing door to door to introduce them to church of Latter-day Saints. Is that?

11:57 – Cameron Bawden (Guest)
the oh yeah, I mean God, god starts with God in general. And then, yeah, of course, you know we teach about our religion and you know what we believe to be true, but a lot of part is just doing service. I mean, the first couple hours of every day you’re going out and you’re serving in the community and then you’re you’re finding people to teach about God. So it’s a really it’s a really cool experience, but really challenging.

12:22 – Mike Malatesta (Host)
So were there ever times during that two years where you were like I don’t want to do this anymore?

12:28 – Cameron Bawden (Guest)
Oh, yeah, yeah, pretty much the whole time, man, the whole time. How did you? How did you? It was a challenge because, you know, when I’m sitting there in a little town in Peace River, it’s negative 15 degrees outside and we literally can’t go outside because it’s too cold. I just I felt like I was wasting some of my most precious time. You know, I was at that time. I was a little over 19, almost 20 years old, and I’m sitting in an apartment, you know, for months at a time because it’s too cold to go outside, and when I do, no one wants to talk to me. And for a guy like me that’s really high-paced and wants to always be progressing and going and going, I give us a really like humbling experience for me. And but I knew like, once I commit to something, I can’t, I can’t quit, and so it was just hey, I’m going to do my time and I’m going to make you know, whatever, I’m going to make it great, you know so.

13:22 – Mike Malatesta (Host)
And when you got back you said earlier that your whole life had been sort of planned out for you, and when you got back you felt lost. What does that mean? Your whole life planned out for you? I know you said real estate, but what does it actually mean?

13:41 – Cameron Bawden (Guest)
Yeah. So I mean from the very basic hey, you go to elementary, you go to junior high, you go to high school, you get your, you know, you get. You join Boy Scouts. For me I was like, hey, you go through the Boy Scout program and get your Eagle Scout.

13:55
I wanted to do real estate when I got home and so after school, every single day I’d go to go to my flying lessons. So I got my single engine, my multi-engine, my instrument and my helicopter license. Because that’s what my dad did. He showed people land from the helicopter. He would buy himself large parcels of property and I saw him making good money and some flying helicopters. I was like, this is my career, this sounds great, he’s got a company that I can come home into and I’ll be ready for that.

14:22
And when I got home, you know, so I did all these things you know from, from schooling to real estate licenses, to aviation licenses, you know, eagle Scout, all that. All that stuff was just kind of like planned out. Hey, before you hit 19 years old, you got to do all these things All before 19. Okay, before 19. And so I did all these things and then it was like, hey, by the way, you know, you go on a mission. So I was like, okay, go on my mission, and then when you come home, that’s when you start your career.

14:52
I came home it was almost like the rug was pulled out from under me because my everything I prepared for for the past six years was to go. You know, now you start your career. And my dad was just like, hey, the market’s not moving right now and you know, I still have lots of land, but we’re not, we’re not moving it and there’s really nothing here for you. And that’s when I was just like man, I wonder, I mean, I don’t know what to do, like, really don’t know what to do. I hated school. I wasn’t a great student. I can’t, you know, I just don’t do well in a, in a classroom setting. I’m a very visual learner, which is why I believe that I’ve had a lot of success and why I believe in mentors and business coaches, because that’s how I learned and I’m very quick, very street smart on you know how to do something once I see it done and you know, but at the time was like I don’t know what to do and that’s that’s where I was at.

15:44 – Mike Malatesta (Host)
And before Dusty Williams came along, what? How were you dealing with it? What were you thinking about? Was he a friend that you knew and knew what he was up to? Or was this just a chance meeting, or what?

16:00 – Cameron Bawden (Guest)
No. So when that family friend said, hey, come over, like they saw that I was struggling, they saw that how many friends they saw that you know just just those struggles. They were close to me. They’re like no, this Dusty guy who’s up to cool things, let me introduce you. Come over. And I walked in the door and I’ll never forget he’s sitting there at the end of the calendar and it was kind of like a blind date, but you know. So they’re like hey, you guys should be friends. We’re like, okay, like who are you? And?

16:24
But we never stopped hanging out from from that day moving forward, we played basketball together and he introduced me into the pest control world of recruiting and what pest control is and the residual model of it, and it was just, it was all all downhill from there. Okay, so that was only like. You know, probably that was only probably three or four months after I got home. So I was, I was only this like span of like man, what do I do? I don’t know what’s going on for probably three or four months.

16:57 – Mike Malatesta (Host)
So you? It’s funny the way you got this whole thing planned out. You got all these licenses, you know you’re going into real estate, you know exactly what you’re going to do. Your dad says, hey, this is not happening, not right now. Yeah, because the world’s in. You know a great recession at the time. And Dusty says to you Cameron, hey, dude, let’s, let’s go into pest control together. He was not in it at the time, or he was.

17:31 – Cameron Bawden (Guest)
So he was working for another pest control company. Okay. And you know much about the door to door world.

17:39 – Mike Malatesta (Host)
I don’t. I don’t want to say that I know much about it. No, all I know is that when someone knocks on your door, it’s like what?

17:47 – Cameron Bawden (Guest)
Basically how it works is you have this off season period and it follows the school, the college season, right? So if you’re in school from I don’t know October or November until May or June, like that’s the recruiting season. So you have these recruiters for these companies that go find guys like me who just returned home from their mission. And it doesn’t have to be a missionary, but missionaries are heavily targeted because they’re used to knocking doors, they’re used to rejection and it’s just kind of an easy fit for training someone. Okay, so that was recruit, was a recruiter for Moxie and he said look, here’s, here’s the deal. If we do a great job recruiting guys, jason Wall and who’s the owner of Moxie will consider you as someone that can basically open up a branch for him in another state, because that’s their plan. You know, open up however many locations across the country, but you have to be a door, a door knocker, for like two to three years, sell a certain number of accounts and even then, like it wasn’t for sure, but I was like, okay, I’ll see what’s going on here. So I look, I have my airplane licenses and Jason Wall and would just give us his credit card and be like, hey, I don’t care how much you guys spend, but basically you got to make sure that there’s salesmen here come, come, you know, may or June when the season starts. So we’re flying around, you know, going to the nicest state dinners, we’re doing these basketball tournaments, we were given away these prizes and we were just kind of whining and dining guys.

19:18
And that was the first time where I was like, oh, like, this is a lot of fun. I could see myself doing this right before summer because I was looking for a career. I wasn’t going to, you know, look to make. You know most salesmen can make. At the time it was like 50 to 100 grand. Now guys are making two to $400,000 because the commissions are so crazy in a five month period.

19:40
But I wasn’t just looking for a quick pop, I was looking for a career. So right before that summer I actually build. I was like, hey, this isn’t for me. There’s too many what ifs? Like you had to do this, you know, do this. And even then, if you did all those things, it’s like maybe Jason will consider you. And so it was just too much of a variable for me. So I actually pulled back and Dusty went and sold for them in California. I started a detailing company here in Arizona and after the summer, dusty came back and was like hey, not. Like you were right, there’s nothing wrong with Moxie, they’re a great company. But I think we can do this by ourselves. We don’t have to like open up a branch under Jason, like let’s do this. And you know, long story short, I was like no, I don’t want to do this anymore, like that ship’s kind of coming on. He’s like no, I want to start this pest control company. I’m going to call it Green Mango pest control and I want you to be a part of it.

20:33
And I was like man that name sounds so dumb, I don’t want to get flat black trucks. Like what are you thinking? I’m like this is crazy, have fun. Well, dusty’s one of the greatest salesmen you’ll ever meet. And so shortly after that, you know, I partnered up with him. We started with one truck and knocking doors. He taught me how to knock doors from, because selling, selling religion and selling pest control is completely different, and so he taught me how to do that.

21:00
And you know, it’s just been this crazy journey of having to pay for our mistakes and our education. That’s why it’s so funny. You know, I talked to people. Now they’re like oh, you know, do I have to go to college? You didn’t go to college. And look at where you’re at, and I just laugh at him because I say, hey, you’re gonna have to pay for your education one way or the other. Whether it’s college or through mistakes that you make, you’re gonna have to pay for it. So you choose which one you want. But to think that you can just become an entrepreneur without going to college or paying for your mistakes, it’s just not going to happen. So over the past 13 years I mean even last year, you know you know there’s mistakes. I had to pay for that. I just didn’t know about, and it cost me hundreds of thousands of dollars. But that’s that’s kind of the game that we’re playing and you know, you don’t know what you don’t know.

21:45 – Mike Malatesta (Host)
Yeah, yeah, it’s a lifetime school.

21:50 – Cameron Bawden (Guest)
Right.

21:50 – Mike Malatesta (Host)
Yeah, I mean, that’s what it is. It’s a lifetime school, except that, yeah, sometimes the tuition can be tuition can be pretty expensive and sometimes the dividend checks can be really special too. So, yeah, okay, so they this door knocking thing, is that? So that’s really like 2010,. I just want to make sure that I’m not off and la la land here. Is that something that is still going on now, in 2024, or have yeah, okay, yes, very it’s.

22:25 – Cameron Bawden (Guest)
Yeah, it’s a huge business for companies Solar alarms and pest control, heavy door. Hundreds of millions of dollars are put into it every single year.

22:33 – Mike Malatesta (Host)
Okay, so let’s talk about, well, two things. First, if I got it right, you and Dusty were recruiting, so you’re going like into high school environments, that’s. Is that correct? No, we’re so. College, okay, got it. College environments, okay, and you’re looking for for people to basically work the summer door knocking for you on commission Most most.

22:59 – Cameron Bawden (Guest)
The pitch is this hey, do you want to focus on your studies throughout the, throughout the? You know the school season will come make 4050. If you’re great, you’ll make 100 grand and you don’t have to work all season, all school year, and you can focus on your studies like come work hard for three or four months and not have to work like a restaurant busing job, you know, at night, after you’ve studied for four hours. Okay, it’s really a type of enticing for people.

23:25 – Mike Malatesta (Host)
Yeah, okay, I can see that for sure. All right. So you guys decided you’re going to start green mango control and you said it’s a lot different door knocking for pest control than it is for religion. So I want to dig into that. What is, what are the differences? And then after that it’s like okay, cameron, how did you become, how did you learn how to be a pest control expert? Yeah, there’s not a school for that, I’m thinking, or is there?

24:03 – Cameron Bawden (Guest)
No, and that’s what. Those are the mistakes that we talked about. I mean, when I first heard the company there was, there wasn’t a really great CRM. So we are running our customers off of an Excel spreadsheet and there’s many months where we either forgot to build them or probably build them. You know the incorrect amount in the negatively and probably less than what we contracted out to be. But there’s just so many mistakes that we probably would have learned if we had gone to business or work for another pest control company. We started off by ourselves thinking we were the best and you know we paid for those mistakes.

24:39 – Mike Malatesta (Host)
But how did you learn the business? How did you learn how to be like you’re basically selling something you haven’t done? Yeah, which is which is which is fine. That’s what a lot of us, you know. Do we have belief? Right, we have a belief, we have confidence in ourselves and we know we can do it. We just may not have much experience doing it.

24:59 – Cameron Bawden (Guest)
So how do?

25:00 – Mike Malatesta (Host)
you learn learn it.

25:02 – Cameron Bawden (Guest)
You know, the great thing was is that Dusty had worked for a couple of different pest control companies and he, at this time when we started remanual I think he completed three summers. So he was a huge driving factor for kind of how to do that. You know what to look for in creating the service and sell the service. But as far as the billing, the routing, the customer service, reps, culture, all that stuff, it’s been a trial and error for the past 13 years and we were still working on those things. But he definitely had the experience of, okay, hey, these are what contracts should look like. This is how you push a customer at the door to want to buy to you. Here’s kind of the sales process, all those little things here. Here’s what a typical route looks like. You put 13 stops on the route. This is, you know, the kind of the going rate for technician pay and you know. So. He brought a lot of the knowledge to you know, starting out at the very beginning for sure.

26:02 – Mike Malatesta (Host)
Okay, and is Arizona, where you are in the Mesa area.

26:10 – Cameron Bawden (Guest)
Yes, our office is in Chandler and I actually just moved out to Queen Creek, but yeah, it’s all 15, 20 minutes away.

26:16 – Mike Malatesta (Host)
Okay, and that’s a. I’m going to say it’s a pest.

26:21 – Cameron Bawden (Guest)
rich environment Is that anywhere where it gets warm, humid, you know you’re going to have a lot of pests.

26:29 – Mike Malatesta (Host)
Okay, and I’m still, I’m still fascinated by this, by going door to door. What, like, tell me about the engagement, like what’s the, especially today, where people they can search themselves, they can find whatever they’re looking for, and that seems like a route that most people would probably take when it comes to something like this. But obviously you’ve had a lot of success and I’m sure you’re doing multiple things now, but at the beginning you had a lot of success just saying, like the personal touch, like hey, I’m the, I’m the person, yeah, I’m, but yeah, so what are those conversations? At least, what were they like early? Like to get people to say, yeah, okay, well, yeah, I need that.

27:12 – Cameron Bawden (Guest)
Yeah. So what’s cool about Arizona in this market is you’re not talking people into pest control, you’re talking them into switching companies. Everyone has a path. Okay, all right, you know, if you’re going to like the nicer, you know let’s call it a 80,000 plus yearly income. If you go into like lower income areas where they can’t afford it, like that’s a harder sell. But you focus on these areas 2,500 square foot homes and above and you’re talking them into switching over. So the whole entire sell. You know the sales process is an introduction and there’s a lot of companies that kind of differ. But we focused on intro, a feature and a benefit. So what we’re doing, you know, and then the benefit of what we’re doing, and then we would smooth transition into a new feature and benefit and then we’d give a soft close and where the buyer was at at that point we’d either go into a hard close or give them another feature and benefit and by that time there would be an objection that would come out and then it would just be back and forth feature benefit, soft clothes, feature benefit, hard clothes until the close was, until the sell was done.

28:24
But a grace, a good salesman, or you could say an average salesman is closing two to four accounts in a night. So you go out around you know the guys that really want it will knock all day long. But a lot of summer programs will have like a meeting at one or two o’clock for an hour, get out to area by four and then finish knocking by nine o’clock. You don’t want to knock someone’s door really past eight thirty nine o’clock They’ll get. It’s hard to overcome that, but a decent salesman will close two to four during that time period. The great ones will close between six and eight and that was always our goal.

29:01 – Mike Malatesta (Host)
And once you have them so you’ve done, you know the features, benefits. You’ve got them, they need it, so they already have something. It’s a switch or whatever. How do you, how have you been successful keeping them to grow from zero to where you’re at now over a 14 year period or 13 year period?

29:21 – Cameron Bawden (Guest)
Yeah. So the door knocking accounts are probably the lowest quality of customers because you’ve literally just talked them into it so and they’re the and they cost the most. So it’s not. It’s not how you should really build a company. We haven’t done door to door sales in Arizona for probably eight years now seven or eight years, okay, but it was. It was a cheap.

29:47
The cool thing about door to door, and why a lot of companies do it, is because if a salesman goes out and knocks for four hours and doesn’t make a sell, you don’t owe him anything he strictly commissioned. Only when he sells an account, you pay him that commission and the cash flow hurts the first year. But it’s spread out for that salesman. So he might make you know 20 or 30% upfront and then they call him back in payment. So six months later November, december he’ll get his back end payment of any customer that hadn’t canceled. So some of my end payments might be 20 grand less than what they thought, because a lot of their customers have canceled because they just threw on crappy accounts. Maybe they liked them a little bit, maybe they went to a lower income area and the customer canceled after a couple of services, or whatever it might be. But that was our goal is that when we, when we’d assign a customer, you know we provide such an amazing experience from the personal touches from our marketing material that would leave them to the technician showing up a nice Nike tri-fit clothes and a nice truck.

30:52
Everyone thought we were crazy putting 22 inch custom rims on our vehicles when we first started. But when you say it became like a keeping up with the Jones’s mentality, like when you saw a green mango truck in front of your house, it was almost like this. This stature that people had was bragging power, as opposed to like you know, no offense to like a burns, pest control or like a turmin X, but they’re rolling up in a plain white truck with normal, you know, factory rims on it. It’s nice, but it’s not, it’s not custom and people want that, you know, they want that prestige. Now, and that’s who we were. And not to say, you know, our customers lasted, you know, a lot longer than more than most people. But we were able to build our foundation on door knocking and then, as soon as we, you know, saw a way to get out of that and start traditional marketing, we did.

31:46 – Mike Malatesta (Host)
Got it. And then you know we talked about you starting Hype Farm Market Agency and just one year after you started this and that I’ll get to that in a second. But I was thinking about the trucks. As you were talking about them, it’s got to be also keeping up with the Jones’s from a customer standpoint and I get that. But also seems like it’d be a pretty cool recruitment tool because you’ve you’re taking, you’re elevating the impression of your team members who are performing the service. You know taking them and I don’t know what you’ve done outside of the truck, but it seems like you start with the visual. That’s cool. I want to do that. I don’t want to drive up. I don’t want to drive up. You know a van or something that looks like, something that looks like it’s a fleet, like a corporate fleet, right? Was that impactful on being able to recruit people to the business as well?

32:45 – Cameron Bawden (Guest)
Oh, that was everything. Because think about it, if you’re talking to a 19 year old salesman and you’re saying, hey, here’s a nice Nike dry fit shirt, or here’s my competition who has like a Dickies shirt, right, like who do you want to work for? You want to be comfortable, you want to look swaggy, or you want to look like a blue collar? You want to be represented by a flat black truck with, you know, the best branding and the best marketing, or do you want, like a generic turmin X working in their active type of field? It’s just not what you’re going for. So, from a technician standpoint, like you said, they want to drive the nicer truck. That’s why we buy brand new trucks every one to two years.

33:27
I’ll never forget 2000. I think it was late 2009, maybe early 2010,. But the iPad just barely came out and one of our selling pitches for ourselves was like, hey, we sell, we sell on the iPad. So we figured out how to get our contract on the iPad and sell, because everyone at that point was selling on with clipboards and paper contracts. So, salesman, do you want to go to the door with a nice Apple iPad or do you want to go to the door with a paper contract and a clipboard and you know a sheet that has your, your bugs on, like no, you want to be scrolling through it on an iPad, showing them the 1080p digital picture of a black widow or a scorpion and all those things. So it was. It was fun, man. It was a great journey, it’s been awesome and there’s always challenges along the way, but we’re always trying to innovate and try and utilize technology as much as we can. Smart.

34:21 – Mike Malatesta (Host)
That’s super smart In terms of capital, like how did you and Dusty get the business off the ground? How are you able to fund? You know you’re I’m always interested in how people got the money they needed to get started.

34:40 – Cameron Bawden (Guest)
Yes. So when we first started we each brought a truck to the table and we didn’t take money from Green Mango for the first six years. And a lot of people ask, okay, well, how does that work? You still, you know, I got married a month after we started Green Mango, so I had bills. But one of the incentives for me to go on a mission is my dad told me hey, when you get home I’ll buy you any truck that you want. So when I got back, you know the highest truck was around 50 or 60 grand and he said, okay, we can go buy this truck or you can take the money and at the time there’s, you know, you can go buy a couple of rental properties in Phoenix and make a little bit of residual income on that. So luckily I was smart enough to take that money and go buy a really cheap truck, but also go buy two houses. That paid me essentially. I think it was a little less than two grand a month and that’s how I lived for the first six months. Six years of Green Mango is off that rent. But you know we we would just go out and knock and because we weren’t paying ourselves or we didn’t have any overhead, like we literally, with our savings and money, put a rig in the back of the truck, a power sprayer, so we had that and then we just start generating customers and revenue. And after six months of doing this, you know we had a little bit of money in the bank. We’re like, okay, we want to grow this faster. So I went to my dad and I said, hey, we want to do this door knocking program. And I mentioned to you you know how much a salesman makes you don’t cash flow the first year in Pustin on a door to door sell when you’re paying that kind of commission? And so I went to my dad and said, hey, we’ll give you. I think it was 5% for 60 grand. And of course, over the next two years we kept growing and as we grew we needed more capital. So we actually ended up taking a loan out from my dad for a total of like 260 grand and he ended up with 20% equity and that was it. So in order to build Green Mango, it took 260 grand and 20% equity to my dad as an investor.

36:47
And you know 2013, you know I tell the story. I remember spraying it out and just thinking, hey, if someone will give me 250 grand for this company so I can pay my dad back Like I don’t know how, I don’t know how to make this work. We work with good money. We’re turning through salesman. I didn’t know how to get off the truck, I didn’t know how to hire managers and it was miserable for me and luckily at the time, like nobody would nobody would buy Green Mango for 250 grand, and so we just kept plugging.

37:20
I had to, I didn’t want to let my dad down, so we just kept showing up every single day and kept trying to make, you know, changes and learn from our mistakes. And you know, now here we are, you know what, 10 years after that, and we’re now at the biggest company in Arizona. You know had offers, you know, for around $90 million to share down, an offer for $90 million last year for Green Mango, and I just I pinch myself every day and that’s what I talk about. I’ve made so many mistakes, but you know, I’ve stayed consistent and I’ve stayed disciplined. I think those are the two things that an entrepreneur needs to do in order to be successful. And you know, it’s nothing fancy, it’s nothing tricky, it’s just showing up every single day and staying consistent and you’ll win. That’s it. There’s nothing special about me or anything that we do. We just show up and stay consistent.

38:13 – Mike Malatesta (Host)
And is your dad still 20% owner?

38:15 – Cameron Bawden (Guest)
Yeah, I wish I would have known a little bit more at the time and negotiated like a buyout from him. But it’s all good man Like no one else would have given us that kind of money at the time and he’s been a great investor, very silent investor, and let us do our thing. But yeah, I mean that’s a lot of pressure from when you owe that kind of money to your dad.

38:35 – Mike Malatesta (Host)
And when you were thinking about this, where you just would sell it for $2.50 or whatever, did he offer you the opportunity to come back to the real estate. This was a burning the boats type thing. There was no going back to that. After you started this, he wasn’t doing it, so it was like I can’t make money at this.

38:59 – Cameron Bawden (Guest)
It’s like I’m literally waking. I’m working 18 hour days. We’re just I’m doing everything I can and I’m in over my head. So I was like, okay, I need to go get an hourly job and become like everyone else and go work for corporate America. Okay.

39:15 – Mike Malatesta (Host)
So when was it? You see, that’s through the first four years or so. When was it? Besides, the marketing company that you started in 2011, which I think I don’t know if that was just something that was really significant or part of sort of tangential to Green Mango, but you know.

39:32 – Cameron Bawden (Guest)
I would just to facilitate our company. Okay, I was like we’ll try to build another company or trying to do anything like that. It was just to facilitate our team. Okay, and we’ll keep it separately.

39:44 – Mike Malatesta (Host)
Well, we talked about in the intro. You know these subsequent companies that you’ve started. So you’re four years in and we’re, let’s say, we’re 10 years from that. So over the span of the last 10 years or so, you’ve gotten into the glass and the carpet cleaning and you’ve tried other things that you, you know, maybe aren’t doing and maybe there’s stuff that I haven’t mentioned or I don’t know about so hot. Talk us about the conversion and the acceleration, because it sounds to me and I think maybe a lot of people listening and maybe through my own experiences, I’m four years into something and I’m still struggling to figure it out and I start to gain traction on figure it out. It’s like, okay, I’m finally got this figured out. Now my focus needs to be stay right here, because I got to make this thing. This is all. This is the only as much bandwidth as I have, and I know you mentioned, you know, partnering with people and stuff, but still take us through that, because those are some big steps and I want people to understand how it happened.

40:57 – Cameron Bawden (Guest)
Yeah, so I mentioned it took six years to make any money, but once we did start making money, like, we started making pretty good money. So, 2010, 2016, no money finally started to get smart and hire people and departments as managers and rely on them. So I went from working 18 hour days to probably, you know, a normal eight hour day and it just felt like I was the laziest piece of crap in the whole world because, like, I was conditioned to work those 16, 18 hour days. But because I was finally becoming a smart business owner, I was like all the work that I was doing I put on my managers and they were doing a great job and it really it truly felt like a weird, weird time in my life because I was almost in it. I don’t want to say depressed day, because it wasn’t. You know, a lot of people suffer from depression, but it was my. It was my depression story of dude like what? So what now? Now I have, you know, a couple hours a day to go golf or go play basketball again, like this. This is weird.

41:56
At the time I was making three or $400,000 a year and that’s when we were like, okay, maybe we’ll open up some other service companies. Because people would always ask us hey, do you guys do alarms, do you guys do pools, do you guys do windshields, do you guys do carpet, like all these different things. And we started. We built this company where people like loved our service, they loved our branding and and, of course, we thought, like we’re, we’re so good at what we did because we made it. I was making $400,000 a year driving a nice car and you know whatever. But we opened up five service companies in the span of 18 months and I was back to work in you know 18 hour days again and that was that was probably the craziest time of my life. We raised money again with an investor. Our marketing budget alone was $40,000 per company, so our burn rate was just absolutely crazy. You know around 200 grand, with not considering green mango, like that was separate. When we started these other five companies, we got an investor that was in on all of them and so it was like 200 grand a month and marketing alone, plus you know operating expenses, and we started building them and all those companies hit over a million dollars in revenue the first year that we launched.

43:11
But in 2018, we sat down. One day we came into a meeting, a quarterly meeting, with our investor and, for whatever reason, he just said, hey, I’m out. And that’s when I felt like my life ended, because here it was like this very successful investor saying hey, like, basically, you’re not what I was hearing is, you’re not good enough and you’re not doing a great job. So at that point I had to decide which companies were winners and which ones were losers as far as my time allocation and how much money I could make, and so we closed out most of them. Or when I say close out, we sold them. That’s a beautiful thing about these service companies is, if you build them right, you’ll be, you’ll be upside down in them, but when you go to sell them, there’s always a buyer and most of the time you can get. You know, if you play it right, you can get your money out of them. So, like our alarm company, we sold to an alarm distributor. Our pool company we sold to the biggest pool company here in Arizona and we were the second. We grew. I think we put on like three or 4,000 accounts in like two years with our pool company is the craziest growth ever. And we sold to Pullman solar company same thing. So we sold out of these companies and I, just, I kept the alarm, or I kept the the windshield replacement company, the pass control company and the carpet cleaning company.

44:38
And, truthfully, just over the past that was in 2018, it really didn’t hit me till 2019, where, like just anything and everything was coming down on me. You know, I tell the story about ice coming in. You know, when Trump was president, he was very high on, you know, hiring illegal immigrants and we were hiring illegals but we weren’t doing the paperwork correctly to have your I-9s so they gave us a couple hundred thousand dollar fine for not having the proper documentation. Like that was a lesson I learned. You know, I don’t know anything about this. I had an HR manager but she wasn’t qualified enough to stay organized and have all these things. And those are the lessons that I talk about, that you learn that are just wildlife. You know black swans that happen, that you don’t see coming, that you just you pay for your mistakes of ignorance.

45:25
And so now you know, over the past you know now, five years, since 2019, I’ve just focused on these three companies and building them and making them great. And you know our windshield replacement. We opened up Florida last year and started doing you know large volume of RV replacements there, because that’s a huge takeout item for us. Our carpet cleaning business is doing great here in Arizona. We launched four franchises last year and plan on selling another 15 to 20 this year. And then my pest control company. I plan on, you know, like I said, building it within the next five years and then looking at either a partial or full liquidity for the pest control company. But we’re opening up Tucson next month. We’ve opened up other branches for pest control companies in Utah, north Carolina, california. We’ve built those up and sold them off. We’re just playing. We’re just having fun, man, trying different markets and staying busy.

46:27
But what I’ve found is that a lot of people come to me and ask me hey, I do solar, should I start a roofing company? And I think my advice that I give to them is simple If you want to become a better business owner, start that company. But if you’re doing it for a financial reason, it’s the biggest mistake that you could make. If you just focus on what you’re doing and put all your time and energy effort into one thing, you’ll make more money than spreading it across three or four platforms, unless you have the capital, go higher and pay the high salaries that it takes to have the right person managing that company.

47:09
And that’s where I made a mistake, because people say, oh, what about the Elon Musk’s of the world or the Richard Branson’s? Yeah, they have the cash flow to go pay that high quality CEO or COO or general manager $250,000, $500,000 a year and make sure that business is running great. You don’t have that, so that’s going to be you. And if your time spread thin, you have a great thing going. If we’re using the solar example, it’s like you have a great solar company. Don’t go spread yourself thin on opening up a roofing company just because you see that you refer out $300,000 in roofing. You have a good thing going, keep going?

47:45 – Mike Malatesta (Host)
Yeah, and at least in Musk’s case, he’s a very good fundraiser too. So if you, it’s good to be a good fundraiser if you’re going to be running multiple businesses and trying to scale them up at the same time yeah. So a couple of questions. If this investor that you talked about, who came in, helped you fund these five startups in 18 months and then walked away, what does that mean? Walked away Like I’m done, like how did that person get their money? I mean, how did tell me? Tell us a little bit more, because I can appreciate the story and the pain of the story, but I’m trying to reconcile the business sense, or how it, how it made sense, or whether it did.

48:28 – Cameron Bawden (Guest)
So we had an agreement basically he would fund, we were equal partners, but the agreement would be the first $250,000 put in would be like his risk money, but anything after the 250, we would split equally. And basically he said, hey, whatever it takes like, I’ll keep funding it up. So you almost have an unlimited line of credit to build these companies as long as it’s viable, but anything over 250, if something happens, you know you, we’re splitting it equally between us three. So at the time, you know, three of the companies were north of $750,000 and debt and he just said, hey, I’m done funding these. Like the line of credit’s gone, like it’s over. So meaning, hey, if next week you need another 20 grand, I’m not doing it, I’m just out.

49:20
Yeah, and that’s really difficult because we were in growth mode. You know, we were put. I wasn’t, we weren’t taking any salaries, we’re staffing people for growth or marketing. So we literally had to cut off almost everything and just stop. And I, you know, I had to fund, and my business partner had to fund a lot of the, a lot of the bleeding, until we could, until we could get rid of it. So I mean that’s why I said like he came in in 2018 and said I’m done.

49:49
But it wasn’t until 2019 where it really, like, the effects hit me the hardest of all the, all the things happening, like the wind down period, if you will, that it took from 2018 to 2019 to sell those off and all the fault that I had to, that I had to put in between that period because you know I’ll never not pay somebody. That’s if I, if they’re employed for me and they work for me, like I’m not going to pay them and we can’t just close the company down because then it’s not worth anything. And most due diligence, due diligence periods take three to six months minimum. Even if you’re just cranking to get a deal done and you know it was it was just a really stressful, hard time. Yeah, but we was going to lose all the money and didn’t care.

50:35
But he’s just like, hey, I’m out, I’m done. And so we, we had everything to lose because we weren’t in a financial position like he was. So we wanted to keep them. We had to keep them going to a certain extent to keep it like sexy enough to sell to these people and recoup as much as that money as we could, because we didn’t want to split that you know that delta between 250 and whatever you know. If it was 750, that 500 grand, equally, we didn’t want to do that.

51:03 – Mike Malatesta (Host)
And you you mentioned earlier, this is kind of funny. You said, you know, when you went from working 18 hours a day to like eight, it was kind of like a little depressing, right. So I’m thinking to myself well, this had to be a little depressing. I mean, this guy comes in, drops this in your you know, some information in your lap and you’re left with, you know, some really significant choices and challenges, choices to make and challenges to overcome. That had to be like. You know, I talk about entrepreneurs getting kicked in the gut. You know, all the time that’s a, that’s a kick in the gut, or maybe even a little lower, like how did you say, how did you stay consistent and disciplined and committed? Besides, you know there was no. You know this. You said, you know, if I make a commitment to someone, I stick to it, and that’s admirable. It’s just hard.

52:03 – Cameron Bawden (Guest)
Yeah, yeah, no, I mean to be honest, it messed me up for years. Luckily, in 2017, I hired a success and life business coach that was track. That was starting to teach me a bunch of different principles. Like hey, everything always works out. And I remember calling him after I left that, that conference room that day because here’s this you know, very successful guy basically saying like hey, like I don’t want to be your partner, so talk about the roller coaster riders. Like hey, I want to partner with you. Here’s an unlimited line of credit, let’s go have market dominance. And all these companies. Like, what you’ve done with creaming was absolutely phenomenal. I believe in you. Here’s a blank check to two years later hey, you’re like, you’re not good enough. And all the self doubt and everything starts to creep in. It’s like, maybe he’s right. You know these companies. Like I had success in one company who might have think I could do it five times over again and you just yeah.

53:05
So it really messed me up for a good probably two to three years for my self, confidence in who I am, and luckily I had this business coach that just I’ll say he saved my life, because I don’t know if I would have recovered without him because, like you said, it was just a huge blow to the gut. But the greatest principle that I learned as an entrepreneur is what I, what I already share with you is that is everything always works out. So, no matter what it is, it always works out. And so when I call my coach that day, literally cry. I’m not a cryer, I’m crying and saying, hey, my life, my life is over, I don’t know how I’m going to get out of this. We’re $4 million in debt. And I was. I was making big seven or 800 grand a year at the time and it’s like I can’t do this, like I don’t. I’m, I’m over, my reputation’s over.

53:57
And he just said, hey, remember this principle that I’ve been teaching you for the past year. Well, I’ve been waiting for something like this to really apply it, because you say that you understand it, but you’ll see, in a year from now, even something like something so big and detrimental as this, you’ll. You’ll look back and say, hey, everything works out. And you know, now I can say four years later, four and a half years later, I look back and I say like, wow, that sucked, but it worked out. Like I’m back on my feet.

54:29
I’m happy and I’ve saved to you know three, basically three of the companies, and no person would have ever given me that amount of money and you know that interest rate basically on that money because when we pulled out and we sold them, some of them still had debt and so we worked out an interest rate on that money. You know the lower rate than the going rate, which was fair on his part, and I’m like no one else would have given me that money to do that and we wouldn’t have been at like all these other companies with it. So that’s looking at it at the bright side. But yeah, I mean it was, it was difficult and it was hard, yeah.

55:07 – Mike Malatesta (Host)
I can imagine how did you found that guy, the investor.

55:11 – Cameron Bawden (Guest)
It was an introduction from my dad, okay.

55:16 – Mike Malatesta (Host)
All right, and how about the coach? You said you had gotten the coach about a year before this happened. What, what were you? You obviously weren’t planning on having the coach for this kind of thing. But what, what had you? What had you engaged with the coach for what were you seeing that that you wanted help or assistance with?

55:37 – Cameron Bawden (Guest)
Yeah, I don’t know I will. The story is that I was in my closet one night and I called my dad and I just said. I just said, hey, dad, I, there’s just something missing in my life. I don’t know where, you know what’s going on or you know what it is, but there’s just something missing. And he’s like hey, I think it’s time for you to coach with my buddy, mark, and he actually had been a longtime friend of my dad’s.

56:00
I met him when I was like five years old and the next day I was at lunch with Mark and he started talking about ego and he started talking about human behavior and he started talking about, you know, all these different principles, about just the psychology of our thoughts and our actions. And and so I signed up with him. As a huge investment is over $100,000 a year, we coach once a week for an hour and it was intense. Man, after that one hour phone call like your brain would be just exploding because he’s just released so much information to you and I did, you know most. Most of his clients coach with him for about a year. I actually did it for two years and he helped me through a lot of different challenges and problems and made me a better business owner.

56:49 – Mike Malatesta (Host)
So and how was was? How was Dusty doing through all of this?

56:56 – Cameron Bawden (Guest)
Probably the same. You know Dusty’s a little bit, you know he will. I probably wear my emotions on my on my sleeve a little bit more than he would, but that’s the benefit of having a partner that’s in it with you is you can both look at each other and be like, hey, at least we’re in this together. And Dusty was on my side. I remember walking out of that conference room. I’m like crying. You know, like dude, we’re nothing.

57:18
And Dusty’s like F him. We’ll be the group, you know, we’ll be the greatest, we’ll be the best. It will make sure that this is the greatest, biggest mistake he ever made. I’m just like, wow, so he had, he had, he has confidence that I could only, that I could only dream of having. And that’s the benefit of having a partner like that. And if you do partner up with somebody, I’d encourage anyone that if you guys are the same person, you probably shouldn’t partner, but if you’re completely different, in opposite, then you should partner. So that’s who Dusty was for me, you know, and that’s why. That’s why we’ve been able to build something great and why it’s been a good partnership.

57:56 – Mike Malatesta (Host)
Yeah, Congratulations. Have you have you? Have you ever had any more conversations with the investor, or is that just a gone? That’s just a gone and done thing.

58:08 – Cameron Bawden (Guest)
Because it’s such a small world here in Arizona, like in Gilbert and Chandler and Mesa, you know we have really. The short answer is the no, like we’ve talked a couple times, but our circles, like in our lap, I always hear rumors of things or things being said or whatever, but it’s just so small but we’ve never really sat down again.

58:31 – Mike Malatesta (Host)
It’d be nice if you guys could, at one point, at some point you know, just kind of put up yeah it’d be interesting yeah right, I mean because, yeah, anyway, well, cameron, this has been so great learning about you and Green Mango and all the things, the ups and downs. I’m glad you were able, you were willing to go to all those different places and you seem like certainly a person who knows not only what he wants but also knows what he doesn’t know, and I kind of really appreciate people that are willing everybody’s like that but not everyone is willing to explore that with strangers on a podcast or whatever. So I really I do appreciate that. But is there anything that I haven’t asked you or that you’d like to leave the audience with before we, before we take off?

59:30 – Cameron Bawden (Guest)
No man, I think I think we’ve covered a lot. I think, well, I’ll leave with this, and this is why I try, you know, before you said hey, is there? Is there any story or anything that you know are kind of off off, off off the table you don’t want to talk about? And I want to be as open as I can because too often people paint this entrepreneur life as just something that’s so blissful and so easy and it’s just, it’s not like there’s benefits to it.

59:59
But if anyone’s looking to be an entrepreneur because you don’t want to work an eight hour day, like, it’s just not true and that’s why I want to talk about the hard times, I want to talk about the good times. But also, if you’re an entrepreneur and you’re going through a hard time, like, just stay consistent, stay disciplined and keep that confidence, have those words of affirmation. Every single day I have my words of affirmation that you know whether it’s a lie right now and you’re lying to yourself or not, but it’s like you need to. You need to have that self confidence and that’s how you get through as an entrepreneur, because it’s not, you know, if your bad days are going to happen, it’s just it’s when.

01:00:35 – Mike Malatesta (Host)
So what are your words of affirmation?

01:00:39 – Cameron Bawden (Guest)
There’s three different paragraphs that I tell myself and you know they’re kind of personal to me, but it’s just also like confidence that I give myself and tell myself who I am. It works.

01:00:51 – Mike Malatesta (Host)
Yeah, it works All right. Well, cameron, thank you so much Everybody that’s listening. Thank you so much for joining us today. I hope you got a lot out of this episode and pay attention to this guy. Pay attention to what he’s talking about, because, whether you’re an entrepreneur now you want to be an entrepreneur or whether you have a relationship with an entrepreneur or an entrepreneur in your life, that’s important to you. This, the information, especially about the journey that Cameron shared today just so good and this gives you a great perspective.

01:01:24
So, cameron, thank you so much for being on the show Nice to meet you hey everybody, thanks for listening to this show and before you go, I just have three requests for you. One if you like what I’m doing, please consider subscribing or following the podcast on whatever podcast platform you prefer. If you’re really into it, leave me a review, write something nice about me, give me five stars or whatever you feel is most appropriate. Number two I’ve got a book. It’s called Ownershift how Getting Selfish Got Me Unstuck. It’s an Amazon bestseller and I’d love for you to read it or listen to it on Audible or wherever else Barnes, noble, amazon you can get it everywhere.

01:02:00
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01:02:30
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