Ray's father started the HVAC business in 1987. One van. Known for showing up. Ray took over at 31. Twelve vans. Three counties. An agency had been renewing at $1,200/yr for six years. Found it on a bank statement. Called them. The manager had no idea who he was. Spring. A competitor appeared. Tech pulled both sites on his phone. Competitor: 1.2s. Ray's: 9s. Built on showing up. The site wasn't. vsourcecode.com/kb/his-father-built-the-business-he-almost-lost-it-to-a-thermostat