Sales to SaaS ISVs @AWS, AI/ML co-build / GTM. Posts are personal opinions on: tech, RE & biz ownership, passionate horse racing fan, oyster farmer, Huskies fan
Seattle, WA
Joined December 2008
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The short story + lessons from how I 'blew up' buying an SMB at age 43
1. 17 yrs of W2 Corp tech sales
2. Married, 3 kids 10-14 y.o.
3. Owned house, vaca home & rental
4. Living in Redmond
Life is good, yes? Yes, life is good, I'm on TV!
Soooo...why do this entrepreneur thing?
JD Klein retweeted
Breaking: Donald Trump was "an active participant in Jeffrey Epstein’s abuse of young women in the mid-to-late 1990s,” according to a report issued today by Dems on the House Judiciary Committee. The report includes one new rape allegation against Trump, and calls for a special investigation of the Trump administration's cover-up of Epstein's crimes.
JD Klein retweeted
Also, because I'm a business nerd. Here's my rough estimate of this day's margins:
*Theoretical Day*
- 6.5 billable hours + 1.5 dead hours (drive time + lunch) per person
- 3-person crew
- $95/hr billable rate = $1,850 revenue for the crew
- $20/hr + 15% taxes & benefits for crew = $552
- $25/hr + 15% taxes & benefits for scheduler = $230
= 58% labor margin (i.e. BEFORE materials, insurance, vehicles, fuel, rent, software, etc.)
Hopefully makes clear how ludicrous 60%+ profit margin shown in the listing is.
*This day, adjusted for my scenario below*
- Same as above, but one job lost and one job discounted $100, so revenue goes down to roughly, $1,450.
- Truck rental = $375
- New starter = $200
= $93 of profit, or 6.4%... still before insurance, vehicles, fuel, etc.
“Now boarding, Group D,” the PA announces, and you stand up to join the line for the 7am flight. You’re headed to Atlanta for your day job — you’ll be defending some anemic numbers to the executive team.
As you stand in line, your phone buzzes. It’s Ricardo — “Hey boss, the Isuzu won’t start, not sure what to do. We tried jumping it off the F-150, but no luck. Probably a bad starter.”
You step out of the boarding line. “Okay, does anyone on the team know how to replace a starter?”
“Sure, James probably can, but what do you want us to do today? We don’t have the parts to repair it right now.”
“Hang on, I’ll call you back.”
You open up your CRM on your phone — the one that took months to implement and just about killed your team — to look at the schedule. Ugh, today’s one of those multiple small job routes…5 little stops.
“Now boarding, Group E.”
You call the local truck rental shop, they confirm they have a landscaping truck available for $375 for the day, but not until 8am.
You confirm the rental, and text Ricardo the details. You tell him to just have the crew clean equipment to kill 30 minutes.
You message your scheduler Maria, asking her to reschedule the first client of the day, but that you’re expecting the crew will still get to the rest of the jobs.
Maria calls instead of texts. “Boss, I can’t reschedule the first client, that’s Mary Stevens. She already got rescheduled from last week, and she’s pissed.”
You sigh audibly. “Okay, how about you reschedule the last client of the day, and move Mary to that slot?”
“I think she has to be in the mornings, she’s told us that in the past.”
“Okay, let’s just reschedule the second client then and move Mary back by an hour.” Ricardo is calling you too now. “Gotta go, Ricardo is calling.”
“Now boarding, Group F.”
“Hey boss — James is saying he wants more money if you’re gonna have him do repair work too.”
You knead the bridge of your nose. “Can you tell him I’ll discuss that with him when I’m back in town on Friday?”
“I’m not sure boss, he seems kind of pissed off. You know how he gets.”
“Ricardo, I’m sorry but I have to get on this plane. Tell James I’ll call him later today when I land.”
“Final call for boarding flight 1247, service to Atlanta.”
You hustle back to the boarding line, which is now empty. The attendant scans your boarding pass, and smiles warmly. “Thank you for being a OneWorld Ruby flyer, we appreciate your loyalty.”
You do your best to smile back and then walk up the jetbridge. There’s no line anymore, so you go straight to your seat.
You call your local Isuzu dealer, but they’re not open yet. You leave a voicemail asking about they have the starter in stock, and if not, if they can order one.
The plane begins taxiing to the runway as the flight attendants do their safety briefings.
Maria texts — “Mary’s pissed, she said she wanted the first appointment of the day because she has a doctor’s appointment around 9:30am.”
You text back, “Apologize and tell her we’ll knock $100 off her work today.”
Ricardo calls again. “Boss, James is saying he’s not gonna work today unless you give him a $2 raise.”
“How are your numbers today? Can you make it worth without him?”
“I’m not sure boss…it’ll be a tough day.” You know Ricardo generally understates difficulty, so if he says it’ll be a tough day, it’s probably damn near impossible.
“Please turn off all devices or set to airplane mode at this time.”
“Okay Ricardo — tell him I’ll give him the $3 for this week, but we’ll discuss it in person when I’m back. We’re taking off now, so I’ll be off my phone until I can get on the WiFi.”
A text rolls in from your wife. “Hey — the school emailed, apparently Emmy has been getting disruptive in classes and the school wants us to come in to discuss. I’m going to schedule that for Friday, when you’re back. I know work has been brutal on both sides, but I need you to show up for this.”
You put your phone on airplane mode and close your eyes.
JD Klein retweeted
Roasted with receipts though. Pulled every listing so the fight’s at least about real numbers 😂
deal-check-mauve.vercel.app
JD Klein retweeted
Things Biden never did:
*Fall asleep at even one meeting
*Talk about men’s asses
*Tell a celebrity supporter she has a nice ass
*Call affordability crisis a hoax
*Make $4-billion off the presidency
*Rape anyone
*Protect pedophiles
*Attack the Pope
*Claim he’s God
*Murder US citizens on the street
*Start a war
*Choose Russia over our allies
*Call dead soldiers suckers and losers
*Refuse to concede
*Try to steal elections
Miss anything?
JD Klein retweeted
Well, anyway, good morning. ☀️
Washington, I know this ballot is confusing as hell. And that is on purpose. Politicians in our state are trying to confuse you becuase they don't believe in democracy.
The only reason we get to vote on this is that enough brave people stood up and demanded it. Otherwise, the governor would have signed this into law like the King of England, treating us like serfs with no rights and no power.
Well, I won't stand for being tricked, lied to, and treated like a child.
Just to be crystal clear, if you vote "Yes," it will repeal the illegal income tax.
It will not reduce funding to schools or human services because the tax doesn't go into effect until 2029. So we aren't taking anything away.
Starbucks left because of this. Microsoft has threatened to move jobs out of state. Amazon now employs nearly 15,000 fewer people in Seattle than at its peak. Seattle is second to last in the number of VC deals that closed in Q3.
Holding a small number of companies and rich people hostage, when they have options, is a foolish strategy that is already backfiring spectacularly.
The solution?
Reduce taxes on businesses and income. Why even tax people under 25 at all? Give families with children a HUGE tax credit. Make this state an incredible place to do business and have a family. Encourage entrepreneurs to come here. Get startups, agencies, and smart, motivated people to build here.
We can increase overall state revenue if more people make stuff, employ people, and create more value for everyone here. Not by chasing them out of the state and creating a hostile environment for business.
Remember this: governments and taxes don't make jobs. Entrepreneurs do.
JD Klein retweeted
“Now boarding, Group D,” the PA announces, and you stand up to join the line for the 7am flight. You’re headed to Atlanta for your day job — you’ll be defending some anemic numbers to the executive team.
As you stand in line, your phone buzzes. It’s Ricardo — “Hey boss, the Isuzu won’t start, not sure what to do. We tried jumping it off the F-150, but no luck. Probably a bad starter.”
You step out of the boarding line. “Okay, does anyone on the team know how to replace a starter?”
“Sure, James probably can, but what do you want us to do today? We don’t have the parts to repair it right now.”
“Hang on, I’ll call you back.”
You open up your CRM on your phone — the one that took months to implement and just about killed your team — to look at the schedule. Ugh, today’s one of those multiple small job routes…5 little stops.
“Now boarding, Group E.”
You call the local truck rental shop, they confirm they have a landscaping truck available for $375 for the day, but not until 8am.
You confirm the rental, and text Ricardo the details. You tell him to just have the crew clean equipment to kill 30 minutes.
You message your scheduler Maria, asking her to reschedule the first client of the day, but that you’re expecting the crew will still get to the rest of the jobs.
Maria calls instead of texts. “Boss, I can’t reschedule the first client, that’s Mary Stevens. She already got rescheduled from last week, and she’s pissed.”
You sigh audibly. “Okay, how about you reschedule the last client of the day, and move Mary to that slot?”
“I think she has to be in the mornings, she’s told us that in the past.”
“Okay, let’s just reschedule the second client then and move Mary back by an hour.” Ricardo is calling you too now. “Gotta go, Ricardo is calling.”
“Now boarding, Group F.”
“Hey boss — James is saying he wants more money if you’re gonna have him do repair work too.”
You knead the bridge of your nose. “Can you tell him I’ll discuss that with him when I’m back in town on Friday?”
“I’m not sure boss, he seems kind of pissed off. You know how he gets.”
“Ricardo, I’m sorry but I have to get on this plane. Tell James I’ll call him later today when I land.”
“Final call for boarding flight 1247, service to Atlanta.”
You hustle back to the boarding line, which is now empty. The attendant scans your boarding pass, and smiles warmly. “Thank you for being a OneWorld Ruby flyer, we appreciate your loyalty.”
You do your best to smile back and then walk up the jetbridge. There’s no line anymore, so you go straight to your seat.
You call your local Isuzu dealer, but they’re not open yet. You leave a voicemail asking about they have the starter in stock, and if not, if they can order one.
The plane begins taxiing to the runway as the flight attendants do their safety briefings.
Maria texts — “Mary’s pissed, she said she wanted the first appointment of the day because she has a doctor’s appointment around 9:30am.”
You text back, “Apologize and tell her we’ll knock $100 off her work today.”
Ricardo calls again. “Boss, James is saying he’s not gonna work today unless you give him a $2 raise.”
“How are your numbers today? Can you make it worth without him?”
“I’m not sure boss…it’ll be a tough day.” You know Ricardo generally understates difficulty, so if he says it’ll be a tough day, it’s probably damn near impossible.
“Please turn off all devices or set to airplane mode at this time.”
“Okay Ricardo — tell him I’ll give him the $3 for this week, but we’ll discuss it in person when I’m back. We’re taking off now, so I’ll be off my phone until I can get on the WiFi.”
A text rolls in from your wife. “Hey — the school emailed, apparently Emmy has been getting disruptive in classes and the school wants us to come in to discuss. I’m going to schedule that for Friday, when you’re back. I know work has been brutal on both sides, but I need you to show up for this.”
You put your phone on airplane mode and close your eyes.
I beg of you, do not try to buy one of these businesses if you have a W2 job. A better idea is to mute the Codie Sanchez, Nick Huber, Chris Koerner entrepreneur porn carnival barkers
JD Klein retweeted
It's 0900 on a Tuesday at your W-2.
Your quarterly review starts at 0930. You've got your wins on a sticky note under your monitor, because last quarter your boss said you "seemed checked out" and you've been on thin ice ever since.
Your phone buzzes. It's Maria, lead teacher at the daycare you bought in Houston.
"Kayla and Destiny both called out. I'm alone with 9 toddlers. Ratio is 4. What do you want me to do?"
You know what the rules say she has to do.
Call parents and send kids home. Every one of those parents has a job too. Some of them will pull their kid by Friday.
You sneak to the bathroom so you can text the sub list again.
Two numbers are disconnected. One says she found a full-time job. One answers: "$35/hr, can be there at 11."
That’s $15 an hour more than what the old owner paid.
You say yes. What the fuck else are you going to do?
At 9:08 the front desk texts a photo. A little boy's forearm with a ring of purple teeth marks. "Mom is here. She says this happened yesterday and nobody told her. She's asking for the owner and won’t leave until she talks to you ."
You text Maria. Maria is alone with nine toddlers.
At 9:14 the mom emails you directly. She's polite. She asks which child bit her son, whether it's happened before, and how she contacts licensing. You can't tell her which child. You don't know if it's happened before. You know exactly how she contacts licensing, and so does she.
You think about the savings you put down. The personally guaranteed debt.
You think about the night you showed your wife the listing and said "trained staff in place, it basically runs itself."
That was the last real conversation you two had; now you pass each other in the kitchen like roommates, and you can't remember the last time you asked about her day.
If she doesn’t start taking more hours at work A- you’re going to need to move in with her parents.
At 9:24 Maria texts again. "Destiny says she's not coming back. She got an offer at Primrose."
At 9:28 your boss pings. "Ready when you are."
You look at the sticky note. You look at your phone.
The bite mark photo is still open.
You join the call and smile.
JD Klein retweeted
It’s Monday morning at your W-2 job. You’re about to make a presentation to the leadership team. You’ve been preparing for weeks for this moment, when suddenly your phone starts blowing up….
It’s Javier, the foreman of your mowing crew from the boring side-hustle landscape biz you own. “Hey boss, two of my guys didn’t show today. Mrs. Holder is pissed because we couldn’t get to her last week, and she has family coming over tonight. But we also have to finish the apartment complex today or else we are gonna lose that contract.”
Before you can even reply, a text comes in from your planting crew lead. It’s a picture. They tried to back the trailer into a customer’s driveway, but smashed into a brick mailbox and knocked it over. Oh, and the dump trailer door won’t open now either.
Now you’re mad, but Javier is waiting on a response still. You tell him you’ll call him back. An email notification comes through from Google Business Profile. “A customer has left you a review. Click to respond.”
Curiosity gets the best of you, so you open the link to read the review. 1 star. Angela said: “customer service is horrible! I remember when I could call this place and a real person would answer the phone! Apparently the new owner thinks people would rather talk to an AI assistant.”
Your presentation starts in 5 minutes.
JD Klein retweeted
Financial freedom is just one boring business away.
Someone is selling a landscaping business with 69% margins for 1.1x earnings because they hate money.
It’s run with fax machines and a whiteboard. The owner has never heard of ChatGPT.
Buy it, keep your day job, install some systems, and collect the checks.
Its 6:15 a.m. Your foreman has quit, two guys are in jail, and someone drove the zero-turn into a customer’s swimming pool.
The homeowner is threatening to sue. Your insurance agent isn’t answering. The guy who sank the mower wants to know if he’s still getting paid for the day.
Payroll is Friday, your best crew just walked off a job, and the foreman was apparently the only person who knew how to operate the scheduling software.
At 9 a.m., you join your W-2 team’s weekly Zoom meeting from the parking lot of a bail bondsman.
Your boss asks if you have the bandwidth to take on another project.
You’ve owned the business for eleven days.
JD Klein retweeted
Literally the fact Paul wrote his letters is more than enough proof that he net Jesus. Guy went from persecuting and killing those who believed in Jesus to becoming his biggest spokesman, speaking with profound knowledge and revelation. It’d be like a high schooler going from not believing in science and beating anyone up who goes to science class, to writing next year’s curriculum with updated, revolutionary material. And then someone like you arguing the kid never met a science professor.
JD Klein retweeted
I was COO of a $4m landscaping company that acquired another home service company.
I can say with 100% certainty that this is utter and complete garbage being spewed by these people. The deal we acquired was about as good of a deal as you could find.
I spent 20+ hours per week building this company because it WAS my W2. I got paid to make it work.
Kaustuhb is 100% on the money here.
I’ll try to say this kindly — every single business being shown at over 30% profit margin is not a good fit for someone with a full-time job (aka all the ones you showed).
Barring something very unusual about the business and some kind of structural advantage, that kind of margin is only possible due to the owner (and/or spouse) being heavily involved and effectively completing multiple unpaid roles.
That is business buying 101…your original post sounds more like someone who just logged into bizbuysell tor the first time, not someone who has any business teaching folks how to buy a business.
I’m doing my best to say this nicely, but the fact that you think a landscaping business could do north of 60% profit margins for an acquirer who already has a full-time job suggests you really don’t know what you’re talking about. Ignorance at best, grift at worst.
My gut is that you do know better, and that you posted it as engagement bait and hope folks enter the top of your funnel and don’t read the comments from experienced acquirers calling it out. If that’s correct, that is unethical.
JD Klein retweeted
I’ll try to say this kindly — every single business being shown at over 30% profit margin is not a good fit for someone with a full-time job (aka all the ones you showed).
Barring something very unusual about the business and some kind of structural advantage, that kind of margin is only possible due to the owner (and/or spouse) being heavily involved and effectively completing multiple unpaid roles.
That is business buying 101…your original post sounds more like someone who just logged into bizbuysell tor the first time, not someone who has any business teaching folks how to buy a business.
I’m doing my best to say this nicely, but the fact that you think a landscaping business could do north of 60% profit margins for an acquirer who already has a full-time job suggests you really don’t know what you’re talking about. Ignorance at best, grift at worst.
My gut is that you do know better, and that you posted it as engagement bait and hope folks enter the top of your funnel and don’t read the comments from experienced acquirers calling it out. If that’s correct, that is unethical.
JD Klein retweeted
NEW: We have Donald Trump praising Nicki Minaj’s ass LIVE on national television. Absolutely incredible. “She’s got one hell of an ass. Stand up for us Nicki!” LMAO 💀💀💀
JD Klein retweeted
Fox News is putting Nicki Minaj up telling people to vote red.
Let’s break that down.
Can Nicki Minaj vote? No.
She’s not a U.S. citizen.
Can Nicki Minaj’s husband vote? No, he’s a registered sex offender.
Can Nicki Minaj’s brother vote? No, he’s serving 25 years to life for child sexual assault.
She seems like the perfect spokesperson for MAGA republicans.
JD Klein retweeted
Not a single intelligent response to this defending the tax. No one can make a compelling argument in favor becuase the claim that it won't impact the economy is 100% false, and we are already experiencing the decline.
This tax is a very stupid idea.
My challenge remains open to anyone who wants to debate against me live. I haven't found a single person willing to do it, becuase they all know one very important thing.
They will lose that debate.
I have to admit, I enjoy listening to these hardcore Seattle liberals grapple with the fact that the new Washington State millionaires tax is having a serious impact not just on the local economy, but on their own livelihoods and jobs.
High-end architect:
"All my customers are leaving."
General contractor:
"They canceled the remodel. Asked if I work in Nevada."
Tech startup bro:
"Umm... where are all the investors?"
Real estate agent:
"No one moving here wants a condo."
Non-profit CEO:
"Where are all my donors going?"
Restaurant owner:
"Our best customers all moved to Las Vegas."
Personal trainer:
"I'm doing Zoom sessions until I find new clients."
Executive recruiter:
"The job is technically in Seattle. The executive is not."
Art gallery owner:
"They’re buying art for their new house in Austin."
High-end relocation company owner:
"Honestly, we're doing great."
JD Klein retweeted
🚨 OH MY…KEENELAND HANDLE PLUNGES $31.7 MILLION! THE 99% ARE WAKING UP! 🚨
🔥Keeneland’s Fall Meet wagering dropped 14.6% year over year, from $217.3 million to $185.6 million.🔥
And Gatewood Bell’s comments in the article? WHAT A JOKE!
Apparently, the horse-and-buggy establishment STILL hasn’t learned its lesson.
They can blame the weather, smaller fields, carryovers and anything else they want. But perhaps it’s time for leadership to look in the mirror.
LET’S MAKE ONE THING PERFECTLY CLEAR.
This is NOT an attack on Kentucky’s horsemen, breeders, trainers, farm workers or the thousands of hardworking people who get up every morning and make this industry work. We respect them and recognize their enormous contributions to American racing.
OUR PROBLEM IS WITH THE HORSE-AND-BUGGY LEADERSHIP, NOT THE PEOPLE DOING THE WORK!
A relatively small group of individuals has created an interconnected web of influence across The Jockey Club, Breeders’ Cup and other powerful racing organizations.
Overlapping board memberships, shared relationships, conflicts of interest, and the same familiar faces making decisions that affect the ENTIRE industry.
And what has this leadership delivered?
The Jockey Club and Breeders’ Cup are sitting on approximately $140 MILLION in combined financial resources, while racing jurisdictions struggle, breeding declines, horsemen face mounting costs and aftercare programs need additional funding.
THEIR ANSWER? MORE MEETINGS, MORE EXCUSES, MORE INACTION AND MORE MONEY SITTING IN INVESTMENT ACCOUNTS!
Meanwhile, everyday horseplayers continue facing a wagering system that provides significant advantages to computer-assisted wagering (CAW) operations.
But this is about MUCH MORE than CAWs.
NATIONALLY, THERE ARE FAR MORE OF US IN THE TRENCHES THAN THERE ARE PEOPLE SITTING IN THOSE BOARDROOMS.
We are the 99%. The owners, breeders, horsemen, horseplayers and fans who finance and sustain this sport.
And here’s a question Kentucky’s leadership needs to answer:
WHY SHOULD THE REST OF THE COUNTRY CONTINUE SUPPORTING YOUR RACING PRODUCT WHEN YOUR LEADERSHIP REFUSES TO ADEQUATELY SUPPORT THE REST OF THE INDUSTRY?
Keeneland’s $31.7 million decline in handle doesn’t prove why bettors wagered less. But it should make leadership question whether its policies and priorities are alienating the very people who support the sport.
ARE THEY IN DENIAL, OR HAVE THEY BECOME SO COMFORTABLE WITH THEIR CONTROL AND THEIR CASH THAT THEY’VE STOPPED LISTENING?
Kentucky may be the center of American Thoroughbred racing, but it does NOT own the industry.
For months, the 99% have been demanding answers. Where is the transparency? Where is the meaningful financial support? Where is the accountability? Where is the plan to strengthen racing nationally?
THE MONEY IS THERE. THE PROBLEMS ARE REAL. AND THE SILENCE IS DEAFENING.
The horse-and-buggy leadership needs to understand something:
YOU CANNOT CONTINUE IGNORING THE 99% AND EXPECT THE 99% TO CONTINUE SUPPORTING THE STATUS QUO.
The racing public is paying attention.
REFORM IS COMING! Repost and speak out.
@BreedersCup @jockeyclub
thoroughbreddailynews.com/ke…
JD Klein retweeted
Trump: Why do we always take people from shithouse countries? Why can't we take people from Norway or Sweden?
JD Klein retweeted
The ultimate ADHD career fantasy:
You walk into a room for one hour, fix everyone else’s complicated problems with wild sideways thinking, then disappear before anyone asks you to write it down or follow through.
JD Klein retweeted
What's funny is that I got a few replies saying these were fake, which is why I added all the links. Shockingly, there are even more articles and proof of the economic decline that I had realized.
You have to be a complete fool to believe the propaganda. This tax is a disaster.
There are plenty of alternative smart solutions. But holding a tiny group of rich people and businesses hostage is by far the dumbest policy we can enact.
Please join me in voting yes on IP26-645.
I have to admit, I enjoy listening to these hardcore Seattle liberals grapple with the fact that the new Washington State millionaires tax is having a serious impact not just on the local economy, but on their own livelihoods and jobs.
High-end architect:
"All my customers are leaving."
General contractor:
"They canceled the remodel. Asked if I work in Nevada."
Tech startup bro:
"Umm... where are all the investors?"
Real estate agent:
"No one moving here wants a condo."
Non-profit CEO:
"Where are all my donors going?"
Restaurant owner:
"Our best customers all moved to Las Vegas."
Personal trainer:
"I'm doing Zoom sessions until I find new clients."
Executive recruiter:
"The job is technically in Seattle. The executive is not."
Art gallery owner:
"They’re buying art for their new house in Austin."
High-end relocation company owner:
"Honestly, we're doing great."