Two hundred maintenance agreements. He knew that number cold. Mentioned it to his accountant, his wife, the guy at the supply house. Recurring revenue: real, predictable, renewing without a marketing dollar spent. He'd spent four seasons building it. When the conversation with a potential buyer finally happened, he led with it. He was proud of it.
The buyer's first question wasn't about the count.
It was about the margin on each agreement. What it cost to deliver two visits. What the plan was actually priced at.
He didn't have that number ready. And the conversation shifted.
