Ep. 105 - Building a Business: Overcoming Data Collection Challenges

WEBVTT

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Kids in the background.

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Here we are.

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Flash Talk Business Podcast, episode 105.

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This is our weekly

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opportunity to talk business, talk shop,

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talk about what are we

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going to do on our

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businesses this week so

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that we can have an amazing

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time in this junk removal world,

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this junk removal dream.

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Whether you're growing, scaling, building,

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selling, I don't give a shit.

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Demolition, deconstruction,

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home services of any kind.

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Well, you've come to the right place.

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I'm Andy Wines.

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He is Casey, Bubble Orange Casey.

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What are we talking about today?

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Andy,

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I'd like to know what you'd like to

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talk about today.

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I'm going to throw that right back at you.

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That sounds like you did no pro show prep.

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Zero.

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I actually did negative.

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I would say negative one show prep.

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Negative one show problem.

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I did say it looks like you

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have a goatee right now.

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That's odd.

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Yeah.

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It's, you know what it is.

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It's my mustache is actually

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thicker than the rest of my facial hair.

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So when I shave, even it's the same length,

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it's darker.

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Yeah.

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Even your chin looks goatee-ish.

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Well, it's the end of the quarter.

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Yeah.

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It's end of quarter.

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um so I know I i I'm uh you

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know uh you know uh numbers

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I was gonna say numbers

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nazi but I think that's

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socially inappropriate

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these days uh I'm a numbers

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extraordinaire I love my

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numbers I looked at my

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numbers I had a marketing

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meeting today and he's like

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yeah we got our end of the

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you know end of the quarter

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report coming and end of

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month report I go I already

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looked at it I already know

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where I'm at top line

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revenue because revenue

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Close a business Friday.

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I know where revenue is at.

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Exactly, right?

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And talking marketing is all

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about revenue because it's

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about what we got for a generation.

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Now,

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once the accounting is done for the

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week and everything is reconciled,

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then I'll know where we fit,

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what we hit from an EBITDA standpoint.

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Reconcile.

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You know how many times I

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forget that word?

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Reconcile?

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I'll be having a conversation.

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I'll be like, yeah, once we – and I'm like,

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it's not an account for.

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It's the same, but it's different.

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Yeah.

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First time.

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Yeah.

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Account for is accounting.

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Hey, we accounted for the dollar.

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Yeah.

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Reconcile is somebody got that person.

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Yeah.

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Someone got that person

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verified that it all made sense.

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Yeah.

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Because I look at the profit

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and loss statement.

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I only look at my balance

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sheet typically quarterly,

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unless there's a reason to,

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and that's where all the

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reconciliation is happening.

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Now my bookkeeper,

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she looks at the balance

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sheet every week because we

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pay out tips and we have, you know,

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on deposit funds, all that other stuff.

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Um,

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I rarely look at my balance

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sheet because I look at

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cash flows and I look at

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profit and loss statements.

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So P&L first, then cash flows,

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then my balance sheet.

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So reconciliation is,

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does everything make sense?

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Because sometimes it doesn't make sense.

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So yeah,

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for those that have not done their

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end of quarter stuff, I mean,

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it is literally 16 hours

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into the quarter.

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The end of the quarter,

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get on that because that's

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the data you need to make

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data driven decisions.

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And I'm going to go ahead

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and tease our next episode already.

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Next episode,

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we have the amazing Andy

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Barton joining us for this.

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Kick off Q2 with Andy Barton,

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your quarterly update.

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So there's that.

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So Andy, why is it important?

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Why is what important?

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Well, I mean,

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let's look at this as year one,

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year two person.

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It's only April.

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I still have a whole lot of

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time left this year.

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Why is it important to know

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where we are right now?

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How does that help me for the summer?

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How does it help me for the fall?

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Because I like projections.

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Yeah, yeah, yeah.

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Here's the deal.

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You got to see how you're

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doing against what your plan was.

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The plan happened in November, December.

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Now, I use Q1.

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I will tweak the plan.

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By pro forma, I tweak it.

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And basically, by June 1, July 1,

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it is throughout the rest

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of the year because some

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things may change.

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So we bought a truck this

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year that was not on our original plan.

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Our plan was to buy a truck

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later in the year, had an opportunity.

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So I tweaked the pro forma.

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Flip side is we hired

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someone that did not work out.

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So, you know,

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I had salary in there for Q1

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that never happened.

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Right.

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So those are the things I

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tweak big chunks.

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Now I'm not tweaking disposal costs,

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you know, all that other stuff,

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because the other thing is with revenue,

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I struggle because we are,

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we're up this year.

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A lot of people I know are struggling.

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We are up.

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We are up year over year.

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I am beating my pro forma

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and my pro forma was

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aggressive and I'm beating

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the pro forma this year.

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So do I,

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I'll throw this out to the

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audience for those that do pro formas.

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When you're up,

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Do you change your goals

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mid-year or do you stay at your goals?

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That's something I've

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struggled with because when I'm up,

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I want to keep pressing the pedal.

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In the same token, it's like, well,

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we set a goal.

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Let's celebrate.

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If we're 115% to goal,

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celebrate that 15% or do

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you make the goal 15%

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higher than your initial

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because you're already trending upward,

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right?

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I think there's two answers to that.

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Well, there's two answers.

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It's a yes or no.

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No.

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I think there's three answers.

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All right.

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So, well, the reason I say this,

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this is kind of what I do

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with physical fitness, right?

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I don't do much,

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but I've been struggling to

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get back into that routine.

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I say, what do you, hold on.

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What do you do for physical?

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You've never talked.

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Well, no, you talked about.

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Mainly golf.

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Yeah.

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Yeah.

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Okay.

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All right.

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Let's all right.

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Hold up.

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Yeah.

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Three was what I was.

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Yeah.

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And I'm, I'm, so my biggest is I've,

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I've been overworking

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myself to the point where

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those two hours in the morning,

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mean a lot to me like now

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instead of waking up at 4

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50 I'm waking up at 6 30

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and it's like whoo yeah

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that's it that feels good

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but I need to get back in

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that routine okay let's

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talk about golf let's talk

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about your goal let's let's

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let's not do hypotheticals

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so your golf game which

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mind you've been playing

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golf for six months yeah

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six months all right that

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was real there you go seven

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months yeah yeah yeah

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and for me golf is it's a

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release it's relaxing to me

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it's fun I don't like

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keeping score mainly

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because I'm new and it

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doesn't really matter for

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me everybody's like oh yeah

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that's how you develop a

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candy cap and that's how

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you need to go get lessons

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you'll get this here's my

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thing to that once I go and

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do that I am now looking at

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it more I'm looking at less

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as leisure and more as a

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competitive sport

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Now, me, yes, I'm naturally competitive,

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but I don't play golf to be competitive.

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I play golf to get away,

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hang out with some buddies,

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maybe do a little bit of

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business talk here and there,

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but I enjoy playing.

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Now, do I want to get better at it?

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Absolutely.

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Well,

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how are you going to get better at it

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if you don't know where you started?

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Well, I know where I started,

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but what I'm saying is –

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You can keep track of the

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data and have the

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discipline to allow it to

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be something you enjoy.

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Yeah.

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I agree with that.

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The point I was trying to

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make was the push-up method

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that I was trying to get back to routine.

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At first, I set the bar low,

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50 push-ups per day.

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That's nothing.

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My mentality is, hey,

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I'm going to do 50 push-ups per day.

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If I end up doing 60,

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now that's the new goal, 60 per day.

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If I do 60, great, I met that goal.

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If I do 65, it's 65 a day now with

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business,

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I feel like that's how you look

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at that pro forma.

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If you meet your pro forma or beat it,

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you set that new standard.

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Now,

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look at it realistically because we

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also know the anomalies

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that we've seen in the past few years,

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but

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The same could be said with

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different regions of business.

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So, like, for instance,

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my fall and wintertime

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could be way busier than yours.

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So, obviously... So, that's the thing.

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We've had an extremely mild winter.

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You had a very warm winter.

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So, normally, April, May,

00:07:51.658 --> 00:07:52.978
we have all this pent-up demand.

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My heat of the moment thought is, hey...

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hitting goal for April and May,

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we're still winning because

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we already killed it Q1.

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So hitting goal in April and May,

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we're still in great shape.

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The challenge is we might

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not hit a goal in April or

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May and yet still be there

00:08:10.547 --> 00:08:11.947
on the year because we

00:08:11.987 --> 00:08:12.608
already took care of some

00:08:12.687 --> 00:08:13.809
of that pent-up demand.

00:08:14.485 --> 00:08:17.028
But now how that adjusts

00:08:17.048 --> 00:08:18.189
your new pro forma, though,

00:08:18.309 --> 00:08:20.630
is how are you going to look at next Q1?

00:08:20.690 --> 00:08:22.293
I know it may be too early for that,

00:08:22.692 --> 00:08:23.613
but you don't want to set

00:08:23.673 --> 00:08:24.774
that standard like, well,

00:08:24.795 --> 00:08:26.776
we did way better than we've ever done.

00:08:27.017 --> 00:08:27.497
Oh, no, no.

00:08:27.697 --> 00:08:28.238
Every year.

00:08:28.298 --> 00:08:29.279
That's why I never talk about it.

00:08:29.519 --> 00:08:30.860
Hey, we're better year over year.

00:08:30.880 --> 00:08:31.920
I don't give a shit year over year.

00:08:32.261 --> 00:08:32.741
Year over year,

00:08:32.782 --> 00:08:34.363
I looked at and I built the pro forma.

00:08:34.562 --> 00:08:35.182
I don't just say, hey,

00:08:35.202 --> 00:08:36.644
we're going to grow 2% year over year.

00:08:36.663 --> 00:08:37.384
We're just going to be

00:08:37.404 --> 00:08:38.065
better than year over year.

00:08:38.284 --> 00:08:40.756
No, my goals are 15%,

00:08:40.756 --> 00:08:42.067
20% growth year over year.

00:08:42.288 --> 00:08:44.469
Hell, it used to be 50% or greater growth,

00:08:44.869 --> 00:08:45.048
right?

00:08:45.149 --> 00:08:49.532
As you get every year you go, you cut down,

00:08:49.552 --> 00:08:50.231
right?

00:08:50.251 --> 00:08:51.113
How much you grow.

00:08:51.232 --> 00:08:52.533
A lot of junk rule companies

00:08:52.553 --> 00:08:53.073
come out the gate.

00:08:53.094 --> 00:08:54.414
You can do 200 your first year.

00:08:54.634 --> 00:08:56.035
You can do 500 your next year.

00:08:56.696 --> 00:08:57.375
Getting that 150% growth to

00:08:57.375 --> 00:08:58.616
250% more or 250% total, if you will,

00:08:58.657 --> 00:08:59.057
is feasible.

00:08:59.618 --> 00:09:01.099
Once you get in the seven figures...

00:09:09.053 --> 00:09:10.595
doubling year over year

00:09:10.955 --> 00:09:12.356
is... Why are you shouting at me, bro?

00:09:12.756 --> 00:09:13.037
What up?

00:09:13.798 --> 00:09:16.480
I'll pull the mic out.

00:09:16.500 --> 00:09:17.039
I'll sit back.

00:09:17.059 --> 00:09:17.379
You know why?

00:09:17.399 --> 00:09:18.480
Because I'm in a good mood.

00:09:18.760 --> 00:09:19.381
I'm in a good mood.

00:09:19.442 --> 00:09:24.806
I had a very somber-ish, more emotional,

00:09:24.846 --> 00:09:27.587
more feeling experience of

00:09:27.607 --> 00:09:28.328
Andy Wine's life.

00:09:28.369 --> 00:09:32.971
So now I'm... I had a very

00:09:33.032 --> 00:09:34.774
intense Monday to where...

00:09:36.197 --> 00:09:38.399
The gap between this show

00:09:39.078 --> 00:09:40.980
and my last conversation was 10 minutes.

00:09:41.600 --> 00:09:41.879
Oh, yeah.

00:09:42.559 --> 00:09:43.860
And that's how kind of the

00:09:43.900 --> 00:09:44.980
whole day has been for me.

00:09:45.421 --> 00:09:46.642
Now, it's not bad.

00:09:47.162 --> 00:09:50.743
It's just extremely overbearing.

00:09:51.143 --> 00:09:52.384
It could be overbearing.

00:09:53.124 --> 00:09:56.565
But the cool thing is it's all good stuff.

00:09:56.985 --> 00:09:58.306
Whoever the Facebook users are,

00:09:58.426 --> 00:09:59.225
you've got to press the

00:09:59.245 --> 00:10:00.147
button that Taylor tells

00:10:00.187 --> 00:10:02.506
you to so you can identify who you are.

00:10:02.567 --> 00:10:03.128
We can't see.

00:10:03.187 --> 00:10:03.408
I'm LFG.

00:10:04.482 --> 00:10:05.884
I'm Justin Waltz, LFG.

00:10:06.183 --> 00:10:07.365
That's all I said was LFG.

00:10:07.684 --> 00:10:10.186
Everything before me is Justin Waltz.

00:10:10.666 --> 00:10:12.126
Well, okay.

00:10:12.427 --> 00:10:13.748
So I'll clear.

00:10:14.187 --> 00:10:14.447
Okay.

00:10:14.668 --> 00:10:16.590
Andy Barton will be on next week.

00:10:17.090 --> 00:10:17.870
Justin Waltz.

00:10:18.070 --> 00:10:19.630
Yeah, that's correct.

00:10:20.072 --> 00:10:21.331
So Justin Waltz has a,

00:10:22.013 --> 00:10:23.072
you have an open invitation.

00:10:24.014 --> 00:10:26.235
Anytime you want to come in to the call,

00:10:26.274 --> 00:10:26.934
you can come in right now.

00:10:27.235 --> 00:10:28.056
I will send you the link.

00:10:28.115 --> 00:10:29.096
You can come on the show right now.

00:10:30.256 --> 00:10:31.037
Open invitation.

00:10:31.057 --> 00:10:33.599
Probably golfing, driving.

00:10:34.326 --> 00:10:36.307
or hanging out with junk luggers.

00:10:37.067 --> 00:10:38.607
Maybe he is talking about

00:10:38.648 --> 00:10:40.149
how 800 God junk is buying

00:10:40.149 --> 00:10:41.649
3000 cyber trucks.

00:10:42.250 --> 00:10:42.769
I don't believe it.

00:10:43.289 --> 00:10:43.710
Here's the thing.

00:10:43.909 --> 00:10:45.850
This, you know what, this might be my,

00:10:45.951 --> 00:10:46.812
this might be my least

00:10:46.851 --> 00:10:47.932
favorite day on Facebook

00:10:48.432 --> 00:10:49.712
because I genuinely get my

00:10:49.753 --> 00:10:50.572
news from Facebook.

00:10:50.613 --> 00:10:51.913
And then April fool's day, it's like,

00:10:52.594 --> 00:10:53.354
Wait, is this real?

00:10:53.413 --> 00:10:54.315
It's not real.

00:10:54.335 --> 00:10:54.995
Come on.

00:10:55.235 --> 00:10:56.035
It's all stupid shit.

00:10:56.255 --> 00:10:57.636
And, of course, I'm a Packers fan.

00:10:57.677 --> 00:10:58.277
Go Pack Go.

00:10:58.636 --> 00:10:58.777
Like,

00:10:58.797 --> 00:11:00.357
there was the Packers are going to

00:11:00.378 --> 00:11:01.558
trade for Aaron Rodgers crap.

00:11:01.578 --> 00:11:04.000
See, look, we can mix in sports April 1.

00:11:04.059 --> 00:11:05.159
We can still talk football.

00:11:05.841 --> 00:11:06.000
Like,

00:11:06.020 --> 00:11:06.961
the people are talking about the

00:11:07.000 --> 00:11:07.961
Cowboys winning the Super Bowl.

00:11:08.121 --> 00:11:08.601
Just crap.

00:11:08.841 --> 00:11:10.023
Just complete crap out there.

00:11:10.163 --> 00:11:11.964
That's an ongoing April Fool's joke.

00:11:13.124 --> 00:11:14.365
that's everybody yeah yeah

00:11:14.445 --> 00:11:15.946
actually it works 365 days

00:11:16.145 --> 00:11:17.806
a year and here's the deal

00:11:17.905 --> 00:11:19.267
I found out uh how april

00:11:19.287 --> 00:11:22.187
fool's got its name back in

00:11:22.268 --> 00:11:23.649
uh I want to say 1526 I may

00:11:23.668 --> 00:11:26.289
be wrong on the date 1603

00:11:26.289 --> 00:11:27.591
was it when the gregorian

00:11:27.610 --> 00:11:28.971
calendar you just said shit

00:11:28.990 --> 00:11:29.471
you don't know what the

00:11:29.491 --> 00:11:30.152
fuck you're talking about yeah

00:11:30.572 --> 00:11:32.033
You said it with confidence, though.

00:11:32.173 --> 00:11:33.393
I say everything with confidence.

00:11:33.432 --> 00:11:34.133
You're a sales guy.

00:11:34.153 --> 00:11:35.094
You're such a sales guy.

00:11:35.114 --> 00:11:35.293
I know.

00:11:35.573 --> 00:11:36.234
I'm an ops guy.

00:11:36.333 --> 00:11:38.855
I will preface what I could be wrong.

00:11:38.894 --> 00:11:39.796
I'm like, I don't know.

00:11:40.155 --> 00:11:40.436
Anyways,

00:11:40.696 --> 00:11:43.216
when the Gregorian calendar came about,

00:11:44.157 --> 00:11:46.518
April 1st used to be the New Year's Day,

00:11:46.638 --> 00:11:48.339
and then they changed it to January 1st.

00:11:48.719 --> 00:11:49.779
So people that celebrated

00:11:50.120 --> 00:11:51.200
New Year's on April 1st

00:11:51.240 --> 00:11:52.240
were considered to be fools,

00:11:52.500 --> 00:11:54.061
hence April Fool's Day.

00:11:54.380 --> 00:11:55.402
I read that on Facebook.

00:11:56.616 --> 00:11:58.599
Maybe that wasn't true

00:11:58.619 --> 00:11:59.078
because we don't know

00:11:59.119 --> 00:11:59.960
what's true on Facebook today.

00:12:00.000 --> 00:12:01.240
It may be April Fool's.

00:12:01.701 --> 00:12:01.922
Yes.

00:12:02.481 --> 00:12:03.403
Maybe April Fool's.

00:12:03.562 --> 00:12:04.364
I think it was either... It

00:12:05.865 --> 00:12:06.926
was after our first date,

00:12:07.405 --> 00:12:08.147
but Monica and I,

00:12:08.167 --> 00:12:10.589
we've been together for maybe six months.

00:12:11.289 --> 00:12:12.210
We were doing something.

00:12:12.230 --> 00:12:14.272
We were driving and I don't

00:12:14.292 --> 00:12:15.874
know how the conversation came up,

00:12:15.894 --> 00:12:17.195
but it was about glass.

00:12:18.735 --> 00:12:21.677
Dude, I put my sales hat on and I was like,

00:12:21.717 --> 00:12:22.839
oh yeah, you know I've been in glass,

00:12:22.899 --> 00:12:23.139
right?

00:12:23.220 --> 00:12:24.500
It was like Sir Edward...

00:12:25.402 --> 00:12:26.942
glassish or something and I

00:12:26.981 --> 00:12:28.222
made it up dude and I mean

00:12:28.243 --> 00:12:29.403
I went all in I was like

00:12:29.442 --> 00:12:30.442
yeah lightning struck the

00:12:30.523 --> 00:12:32.864
sand and then he was able

00:12:32.903 --> 00:12:34.283
to fold and mold it to

00:12:34.344 --> 00:12:35.504
where it was a thin sheet

00:12:35.543 --> 00:12:36.544
of see-through material and

00:12:36.585 --> 00:12:38.284
he named it after his last

00:12:38.345 --> 00:12:40.846
name and she bought it and

00:12:40.865 --> 00:12:41.846
then after that she was

00:12:41.905 --> 00:12:43.125
like I'm never believing

00:12:43.145 --> 00:12:43.927
anything you say again

00:12:44.606 --> 00:12:45.746
because it was complete bullshit

00:12:46.485 --> 00:12:46.884
Yeah, well,

00:12:47.586 --> 00:12:48.767
you married her and put two kids in her,

00:12:48.807 --> 00:12:48.966
so.

00:12:49.527 --> 00:12:49.746
I did.

00:12:49.767 --> 00:12:50.587
A little bit, you know.

00:12:50.827 --> 00:12:51.307
That is true.

00:12:51.688 --> 00:12:52.489
She's believed to love you both.

00:12:52.509 --> 00:12:53.129
Beautiful trophies hanging

00:12:53.149 --> 00:12:53.990
out in the living room right now.

00:12:54.490 --> 00:12:55.130
Yeah, no big deal.

00:12:55.510 --> 00:12:55.610
Yeah,

00:12:55.630 --> 00:12:56.611
we'll see if we can hear them in the

00:12:56.652 --> 00:12:57.192
background later.

00:12:57.211 --> 00:12:58.913
No, I shut the doors.

00:12:58.933 --> 00:13:00.153
All right, there you go.

00:13:00.193 --> 00:13:01.014
All right, well,

00:13:01.054 --> 00:13:03.096
we got way off topic of pro formas.

00:13:03.177 --> 00:13:03.996
All right.

00:13:04.297 --> 00:13:04.957
So, yes.

00:13:05.238 --> 00:13:05.717
So, yes.

00:13:05.957 --> 00:13:06.639
Year over year.

00:13:06.979 --> 00:13:09.041
Next year's March will be.

00:13:10.193 --> 00:13:11.514
a percentage growth from

00:13:11.554 --> 00:13:12.254
this year's March.

00:13:12.775 --> 00:13:13.696
There's no doubt about that.

00:13:14.136 --> 00:13:14.956
The question becomes,

00:13:15.037 --> 00:13:17.178
do I make the adjustment in

00:13:17.278 --> 00:13:19.360
year for the pro forma,

00:13:19.600 --> 00:13:20.520
considering that we are,

00:13:20.541 --> 00:13:21.500
as of Friday night,

00:13:21.520 --> 00:13:22.642
we were 24.3% ahead of goal through Q1.

00:13:22.662 --> 00:13:23.302
I think you stay on track.

00:13:31.847 --> 00:13:32.749
Keep with where we started.

00:13:33.168 --> 00:13:33.649
Yeah,

00:13:34.110 --> 00:13:35.370
because it's not real data if you

00:13:35.390 --> 00:13:35.910
think about it.

00:13:36.471 --> 00:13:37.511
Yeah, I'm just guessing.

00:13:37.591 --> 00:13:38.432
At that point, guessing.

00:13:38.732 --> 00:13:41.794
And if we stay 20% above goal all year,

00:13:42.254 --> 00:13:43.735
awesome.

00:13:43.855 --> 00:13:44.437
It's almost like,

00:13:45.037 --> 00:13:47.097
would you rather come up

00:13:47.097 --> 00:13:48.919
10% above or 20% below

00:13:48.980 --> 00:13:50.019
because you changed the line?

00:13:50.600 --> 00:13:52.881
That's where my head's at, right?

00:13:53.363 --> 00:13:54.243
And again, the seasonality.

00:13:54.263 --> 00:13:56.485
Now, if we're having the same conversation,

00:13:56.544 --> 00:13:58.365
when we're having the same conversation,

00:13:58.385 --> 00:14:00.246
I'm still up 20% July 1,

00:14:00.246 --> 00:14:01.008
we might adjust fire.

00:14:02.044 --> 00:14:03.725
Because then we look at some

00:14:03.765 --> 00:14:05.446
of our purchases for next year,

00:14:05.466 --> 00:14:06.326
because we're looking to

00:14:06.366 --> 00:14:07.726
add at least one more truck next.

00:14:09.087 --> 00:14:10.207
Buy one more truck this year

00:14:10.229 --> 00:14:11.089
that will be delivered next

00:14:11.109 --> 00:14:12.109
year and then possibly another one.

00:14:12.789 --> 00:14:13.889
And there's one more key

00:14:13.929 --> 00:14:15.270
hire I can see ourselves

00:14:15.311 --> 00:14:16.250
making next 18 months.

00:14:16.791 --> 00:14:18.451
So when we're ahead of goal,

00:14:18.652 --> 00:14:19.491
then it's a question of

00:14:19.972 --> 00:14:22.714
expediting those next areas of business.

00:14:23.783 --> 00:14:24.322
You're laughing.

00:14:24.403 --> 00:14:25.222
Monica's saying some shit.

00:14:25.243 --> 00:14:25.722
What's going on?

00:14:25.943 --> 00:14:27.203
Yeah, Monica's mad.

00:14:27.384 --> 00:14:28.024
She's pissed.

00:14:28.063 --> 00:14:28.844
I brought home a sheet of

00:14:28.884 --> 00:14:30.764
paper that had a bunch of brownies.

00:14:30.784 --> 00:14:32.345
I was like, hey, you want some brownies?

00:14:32.985 --> 00:14:34.384
She got super excited, and I was like,

00:14:34.404 --> 00:14:35.765
here you go, and now she's just pissed.

00:14:36.285 --> 00:14:37.765
You told the story about the

00:14:37.806 --> 00:14:38.725
glass and now this.

00:14:38.745 --> 00:14:40.067
There's a consistency thing here.

00:14:40.086 --> 00:14:42.407
Yeah, the consistency is I piss her off.

00:14:43.187 --> 00:14:45.207
Yeah, well, that's why I'm not married.

00:14:45.227 --> 00:14:47.648
A first-time no-go,

00:14:47.828 --> 00:14:49.349
like so many of us in the military.

00:14:50.850 --> 00:14:52.793
Well, but going back to the pro forma,

00:14:52.852 --> 00:14:53.773
it's funny you're talking

00:14:53.812 --> 00:14:56.534
about this because we're

00:14:56.554 --> 00:14:57.835
looking at a new business soon.

00:14:58.855 --> 00:15:00.216
And we're literally in the

00:15:00.256 --> 00:15:01.197
midst of all that right now.

00:15:01.236 --> 00:15:02.878
We're building out that information,

00:15:02.918 --> 00:15:03.519
the data.

00:15:04.359 --> 00:15:05.679
The obstacle we're facing is

00:15:05.759 --> 00:15:07.059
collecting data from other

00:15:07.421 --> 00:15:09.121
similar businesses around

00:15:09.961 --> 00:15:11.763
when it's hard to collect

00:15:11.783 --> 00:15:12.823
data on businesses that

00:15:12.884 --> 00:15:14.225
aren't necessarily the same.

00:15:14.264 --> 00:15:15.585
Like some of them, yes,

00:15:15.605 --> 00:15:16.586
they're the same industry.

00:15:17.309 --> 00:15:19.091
but some of them lease their

00:15:19.110 --> 00:15:19.991
space some of them own

00:15:20.011 --> 00:15:21.173
their space you got to

00:15:21.212 --> 00:15:22.614
figure out who does what

00:15:22.634 --> 00:15:23.254
because their overhead

00:15:23.294 --> 00:15:25.876
changes but I think when

00:15:25.897 --> 00:15:26.797
you're putting that plan

00:15:26.836 --> 00:15:28.278
together the pro forma you

00:15:28.317 --> 00:15:29.219
have to look at okay what's

00:15:29.239 --> 00:15:31.640
your cost well it's not an

00:15:31.760 --> 00:15:32.902
overnight thing it takes

00:15:33.381 --> 00:15:35.464
time to put a true pro

00:15:35.504 --> 00:15:36.524
forma together and I think

00:15:36.544 --> 00:15:37.946
a lot of us do it hastily

00:15:38.990 --> 00:15:39.791
This is us shit.

00:15:40.451 --> 00:15:41.392
There ain't nothing fucking

00:15:41.432 --> 00:15:42.231
hastily about mine.

00:15:42.272 --> 00:15:45.014
I started doing my pro forma in September.

00:15:45.033 --> 00:15:46.433
October.

00:15:46.453 --> 00:15:47.654
I'll say October.

00:15:47.774 --> 00:15:49.255
Well, you're saying us.

00:15:49.275 --> 00:15:50.115
This is us shit.

00:15:50.556 --> 00:15:52.116
Guys like myself and Justin Walters,

00:15:52.157 --> 00:15:53.456
we don't fuck around.

00:15:53.596 --> 00:15:54.878
Justin Walters in general.

00:15:55.337 --> 00:15:57.038
Justin Walters makes four pro formas.

00:15:57.078 --> 00:15:58.720
He don't play, right?

00:15:58.740 --> 00:15:59.360
No, I get that.

00:15:59.379 --> 00:16:01.341
Well, that's my point is –

00:16:02.394 --> 00:16:04.274
learning from the past, from my past,

00:16:05.035 --> 00:16:05.975
it takes time to build

00:16:06.015 --> 00:16:06.816
these pro formas out.

00:16:06.855 --> 00:16:08.696
And it wasn't until just today, really,

00:16:08.716 --> 00:16:10.417
that I actually got some

00:16:10.557 --> 00:16:11.937
vital information for that.

00:16:11.976 --> 00:16:14.157
Like I got a hard overhead number,

00:16:14.256 --> 00:16:16.437
cost number that I hadn't had before.

00:16:16.697 --> 00:16:17.697
So now I have an opportunity

00:16:17.717 --> 00:16:19.177
to purchase a property and it's like, oh,

00:16:19.399 --> 00:16:20.078
I have a real number.

00:16:20.399 --> 00:16:21.578
I can implement this into

00:16:21.639 --> 00:16:22.399
our pro forma now.

00:16:23.178 --> 00:16:25.139
Before it was more of a estimate.

00:16:26.159 --> 00:16:29.561
Well, you know, so with this,

00:16:30.160 --> 00:16:31.360
you just finished your first quarter.

00:16:32.589 --> 00:16:33.690
And you have to look at it

00:16:33.990 --> 00:16:35.051
like we just talked about it.

00:16:35.211 --> 00:16:36.292
And the cool thing is you're

00:16:36.312 --> 00:16:37.493
in a great place to look at.

00:16:38.393 --> 00:16:40.394
Hey, man, glass glass is half full.

00:16:40.695 --> 00:16:42.777
We can either adjust it

00:16:43.417 --> 00:16:44.177
because we're doing better

00:16:44.197 --> 00:16:46.458
than expected or we stay the course.

00:16:46.720 --> 00:16:47.379
And then, A,

00:16:47.419 --> 00:16:48.441
we can be happy that we're

00:16:48.461 --> 00:16:50.581
going to go over or B,

00:16:50.721 --> 00:16:51.682
we'll feel underwhelmed

00:16:51.783 --> 00:16:52.504
because we're kind of

00:16:52.604 --> 00:16:54.485
already there in our minds.

00:16:55.706 --> 00:16:56.567
I think you say the course.

00:16:57.486 --> 00:16:58.107
I'm not an expert.

00:16:58.688 --> 00:17:00.250
I don't make four pro formas.

00:17:00.509 --> 00:17:02.510
That's just, you know what I mean?

00:17:02.530 --> 00:17:02.610
Yeah.

00:17:02.650 --> 00:17:03.811
What do you think?

00:17:05.672 --> 00:17:07.633
Also, also like with your,

00:17:08.053 --> 00:17:08.732
your storage units,

00:17:08.772 --> 00:17:10.013
you guys have an occupancy rate.

00:17:10.753 --> 00:17:11.013
Yeah.

00:17:11.153 --> 00:17:12.595
Do you have a goal occupancy rate?

00:17:12.694 --> 00:17:13.515
And then we do.

00:17:14.654 --> 00:17:14.875
Yeah.

00:17:15.036 --> 00:17:17.276
And you, so, so right now, so, okay,

00:17:17.316 --> 00:17:18.336
this is a perfect example.

00:17:18.477 --> 00:17:21.178
One, one location is very,

00:17:21.198 --> 00:17:22.578
it was very cheap and it's

00:17:22.598 --> 00:17:23.439
going to be a cash cow.

00:17:23.519 --> 00:17:24.159
Once it's actually,

00:17:24.818 --> 00:17:25.740
I would say 18 months in,

00:17:26.848 --> 00:17:28.490
because it's very low low

00:17:28.569 --> 00:17:30.410
overhead no one lives on it

00:17:30.809 --> 00:17:31.490
liabilities low

00:17:31.529 --> 00:17:33.090
everything's low the

00:17:33.111 --> 00:17:33.871
problem is it's in the

00:17:33.911 --> 00:17:35.951
boonies so marketing is

00:17:35.991 --> 00:17:37.551
everything we are targeting

00:17:37.571 --> 00:17:38.893
an actual neighborhood

00:17:38.913 --> 00:17:40.673
that's right behind it we

00:17:40.692 --> 00:17:41.393
stole the neighborhood's

00:17:41.433 --> 00:17:42.493
name that's the name of our

00:17:42.534 --> 00:17:43.453
storage place now it's

00:17:43.693 --> 00:17:44.795
silver lake self storage

00:17:45.634 --> 00:17:46.734
named after silver lake's

00:17:46.914 --> 00:17:47.976
development which is huge

00:17:48.895 --> 00:17:50.435
so that pro forma is

00:17:50.496 --> 00:17:51.537
completely different than

00:17:51.557 --> 00:17:52.936
the one in weatherford that

00:17:52.977 --> 00:17:55.198
has 50 I'm sorry it's 37 tenants

00:17:56.826 --> 00:18:00.109
And 11 of them live on the property.

00:18:00.170 --> 00:18:02.290
The rest are just renting storage units.

00:18:02.791 --> 00:18:02.971
Yeah.

00:18:03.172 --> 00:18:03.592
And that's a little

00:18:03.612 --> 00:18:05.314
different because you're

00:18:05.334 --> 00:18:06.374
dealing with like this morning,

00:18:06.433 --> 00:18:07.174
my first call,

00:18:07.494 --> 00:18:08.576
which I got actually over

00:18:08.596 --> 00:18:10.738
the weekend was we had septic issues.

00:18:11.018 --> 00:18:12.558
So now we have to replace

00:18:12.618 --> 00:18:13.500
one of our septic pumps.

00:18:14.740 --> 00:18:15.280
April 1st.

00:18:15.300 --> 00:18:15.760
Guess what?

00:18:15.921 --> 00:18:16.821
The first thing I'm doing is

00:18:17.041 --> 00:18:18.723
paying to have a septic pump replaced.

00:18:19.463 --> 00:18:20.704
That hurts going into Q2

00:18:20.765 --> 00:18:21.746
because Q1 was already shitty.

00:18:21.766 --> 00:18:21.846
Okay.

00:18:24.266 --> 00:18:25.226
So we're already starting it

00:18:25.326 --> 00:18:26.626
off on an off mark and we

00:18:26.646 --> 00:18:27.326
didn't want to do that.

00:18:28.027 --> 00:18:30.288
But we also the same time

00:18:30.367 --> 00:18:31.768
cleaned out a huge office

00:18:31.867 --> 00:18:34.128
in a yard last month that

00:18:34.169 --> 00:18:35.430
this year or this month,

00:18:35.509 --> 00:18:36.509
we know we're actively

00:18:36.589 --> 00:18:37.470
leasing it out for $1,500.

00:18:37.470 --> 00:18:41.171
So it's like before it was 700,

00:18:41.171 --> 00:18:42.612
we cleaned it up, kicked everyone out.

00:18:42.632 --> 00:18:44.332
And now we're opening it up at 1500,

00:18:44.332 --> 00:18:46.692
which is still under, but it's, it's,

00:18:46.813 --> 00:18:47.373
you know, double.

00:18:47.492 --> 00:18:49.614
So that, that'll be great for us.

00:18:50.114 --> 00:18:51.115
Our pro forma is going to be

00:18:51.174 --> 00:18:52.095
changing because, Hey,

00:18:52.923 --> 00:18:53.785
Just because we had a dip

00:18:53.825 --> 00:18:55.066
here doesn't mean we're not

00:18:55.086 --> 00:18:56.227
going to keep that dip.

00:18:56.487 --> 00:18:57.587
That's just a constant thing.

00:18:58.468 --> 00:19:00.589
We had two people vacate out

00:19:00.609 --> 00:19:01.911
of the Weatherford property

00:19:02.691 --> 00:19:04.512
this last week.

00:19:05.532 --> 00:19:06.894
Now I'm looking at this month,

00:19:06.953 --> 00:19:08.655
I have to do double the

00:19:08.695 --> 00:19:09.415
work that I thought I was

00:19:09.435 --> 00:19:10.237
going to be doing last month.

00:19:10.856 --> 00:19:12.558
I have to fill three vacancies,

00:19:13.058 --> 00:19:14.319
even though two of them are storage units,

00:19:14.359 --> 00:19:16.300
not that much, but I want to get them in,

00:19:16.961 --> 00:19:18.103
put a contract on them so

00:19:18.143 --> 00:19:19.683
we can get our numbers up.

00:19:20.748 --> 00:19:21.628
But yeah, to your point,

00:19:21.709 --> 00:19:24.891
the pro forma on the country,

00:19:25.070 --> 00:19:26.211
the country one out in the country,

00:19:27.051 --> 00:19:28.272
that one's a slow drip for us.

00:19:29.053 --> 00:19:31.454
If we don't hit 50% occupy

00:19:31.494 --> 00:19:33.556
by the end of this year, that'll suck.

00:19:34.276 --> 00:19:35.017
But we will.

00:19:36.268 --> 00:19:38.628
Then that's where you have

00:19:38.669 --> 00:19:40.308
to put parameters in place.

00:19:40.529 --> 00:19:41.269
Our goal is 50.

00:19:41.990 --> 00:19:42.910
If we're under 30,

00:19:42.910 --> 00:19:45.330
we've got to cut losses.

00:19:45.651 --> 00:19:49.071
If we're over 70, whatever.

00:19:49.231 --> 00:19:51.232
That's the goal with the pro forma.

00:19:51.252 --> 00:19:52.753
That part of the pro forma works,

00:19:52.794 --> 00:19:53.114
wherein...

00:19:54.513 --> 00:19:55.214
The beautiful thing about

00:19:55.255 --> 00:19:56.214
pro formas is you get to

00:19:56.275 --> 00:19:57.675
establish the boundaries and the rules,

00:19:58.076 --> 00:19:58.896
and then you also get to

00:19:59.156 --> 00:20:01.597
establish the rewards thereafter.

00:20:03.539 --> 00:20:04.720
Not one pro forma is the

00:20:04.759 --> 00:20:05.361
same as the other.

00:20:06.240 --> 00:20:08.843
The goal is that you

00:20:08.883 --> 00:20:11.584
establish this before things happen.

00:20:12.505 --> 00:20:13.724
Because when you adjust on the fly,

00:20:14.005 --> 00:20:14.486
then you'll start

00:20:15.298 --> 00:20:15.538
you know,

00:20:15.818 --> 00:20:18.921
intentionally skewing the data to what,

00:20:19.181 --> 00:20:19.421
you know,

00:20:19.560 --> 00:20:20.981
what inevitability you want to

00:20:21.021 --> 00:20:21.501
see happen.

00:20:22.021 --> 00:20:22.383
See, see,

00:20:22.403 --> 00:20:23.202
now you're going back into

00:20:23.242 --> 00:20:24.763
firefighting versus fire prevention,

00:20:24.804 --> 00:20:25.804
because that's exactly right.

00:20:25.824 --> 00:20:27.484
If you are really good at firefighting,

00:20:27.904 --> 00:20:28.226
you will,

00:20:28.346 --> 00:20:29.786
you will not put the time in to

00:20:29.846 --> 00:20:30.987
prevent those fires because

00:20:31.027 --> 00:20:31.727
now you're really good at

00:20:31.787 --> 00:20:32.367
putting shit out.

00:20:32.928 --> 00:20:33.087
Yeah.

00:20:33.705 --> 00:20:37.288
It's comfortable firefighting.

00:20:37.367 --> 00:20:38.509
Firefighting is comfortable

00:20:38.528 --> 00:20:41.509
because that's what people are used to.

00:20:41.990 --> 00:20:42.750
You're used to being very

00:20:42.790 --> 00:20:43.490
reactive instead of

00:20:43.510 --> 00:20:45.172
proactive and it could hurt you.

00:20:45.832 --> 00:20:46.633
That was actually my biggest

00:20:46.712 --> 00:20:48.493
obstacle up until I think

00:20:48.513 --> 00:20:50.174
year three in the junk room.

00:20:50.835 --> 00:20:51.654
I was really good at

00:20:51.674 --> 00:20:53.175
reacting because I had to.

00:20:53.777 --> 00:20:54.936
The problem I was having is

00:20:54.957 --> 00:20:56.238
how do I become proactive

00:20:56.738 --> 00:20:58.019
because when people call me and say, hey,

00:20:58.058 --> 00:20:58.759
I had an issue.

00:20:59.338 --> 00:20:59.960
I need it fixed.

00:21:00.079 --> 00:21:01.921
I could say, yep, I'll fix it right now or

00:21:02.990 --> 00:21:04.471
Well, how about you fix it?

00:21:04.510 --> 00:21:05.211
Here's how you fix it.

00:21:05.230 --> 00:21:05.951
And then here's how you

00:21:05.991 --> 00:21:07.011
prevent it from ever happening.

00:21:07.813 --> 00:21:07.972
Yeah.

00:21:08.952 --> 00:21:09.993
And it's the same thing with numbers.

00:21:10.775 --> 00:21:10.974
Yeah.

00:21:11.914 --> 00:21:12.695
Well, people,

00:21:12.776 --> 00:21:13.855
people have a tendency in

00:21:13.895 --> 00:21:15.057
business to do what's comfortable.

00:21:15.116 --> 00:21:16.958
And as I read about in my book,

00:21:17.077 --> 00:21:18.038
words fucking matter,

00:21:18.118 --> 00:21:19.058
retrain your brain to use

00:21:19.098 --> 00:21:19.960
language that serves you.

00:21:20.079 --> 00:21:21.580
I quote PT Barnum,

00:21:21.961 --> 00:21:23.001
which says comfort is the

00:21:23.061 --> 00:21:23.981
enemy of progress.

00:21:24.583 --> 00:21:25.383
And that's where getting

00:21:25.522 --> 00:21:26.384
uncomfortable and being

00:21:26.403 --> 00:21:27.284
uncomfortable with your numbers.

00:21:27.544 --> 00:21:28.565
The numbers I put up this year,

00:21:30.099 --> 00:21:31.121
I wouldn't say we're scary.

00:21:31.221 --> 00:21:31.721
They were,

00:21:31.941 --> 00:21:33.142
it was pretty aggressive growth

00:21:33.442 --> 00:21:34.542
and our marketing companies like, well,

00:21:34.563 --> 00:21:35.304
that's not really normal.

00:21:35.364 --> 00:21:36.065
I go, that's great.

00:21:36.164 --> 00:21:37.165
I don't care what normal is.

00:21:37.226 --> 00:21:37.526
I'm not,

00:21:38.086 --> 00:21:39.907
I am not comparing myself to what

00:21:39.948 --> 00:21:41.189
other companies you do work with.

00:21:42.088 --> 00:21:43.430
I'm comparing myself to what

00:21:43.609 --> 00:21:45.311
I've done in the past, right?

00:21:45.571 --> 00:21:46.393
The funeral thing I have

00:21:46.413 --> 00:21:48.875
going for me is I'm like

00:21:48.974 --> 00:21:49.694
17th time around.

00:21:49.734 --> 00:21:50.836
It feels like really is my

00:21:50.895 --> 00:21:51.696
third time around in

00:21:51.757 --> 00:21:53.877
business in this model where I

00:21:55.078 --> 00:21:57.300
I I'm starting to figure out

00:21:57.320 --> 00:21:58.442
the hell I'm doing some days.

00:21:58.501 --> 00:21:58.702
Right.

00:21:58.782 --> 00:22:00.044
I'm being humble here

00:22:00.964 --> 00:22:02.125
because there are days where it's like,

00:22:02.145 --> 00:22:03.267
yeah, what the hell am I doing?

00:22:03.826 --> 00:22:04.007
Right.

00:22:04.407 --> 00:22:05.107
And so when I say, Hey,

00:22:05.167 --> 00:22:06.128
this is the growth we're at.

00:22:06.209 --> 00:22:07.210
I'm saying it confidently

00:22:07.230 --> 00:22:08.832
because I have eight years worth of data,

00:22:08.852 --> 00:22:10.353
a couple of different business models.

00:22:10.673 --> 00:22:10.813
Right.

00:22:10.853 --> 00:22:12.434
And before that, you know,

00:22:12.454 --> 00:22:13.756
my first six years in business,

00:22:13.776 --> 00:22:15.317
like to your point about your golf game,

00:22:15.356 --> 00:22:16.458
my first six years in business,

00:22:16.478 --> 00:22:17.179
when I was farting around

00:22:17.199 --> 00:22:19.101
with clutter busters, I had no data.

00:22:20.101 --> 00:22:20.382
So I,

00:22:21.448 --> 00:22:22.548
whatever decision making I'm

00:22:22.588 --> 00:22:23.529
making is skewed.

00:22:23.789 --> 00:22:24.569
That's why for you,

00:22:24.891 --> 00:22:26.291
you can collect the data.

00:22:26.311 --> 00:22:26.612
Like, Hey,

00:22:26.632 --> 00:22:27.512
this is what I shot on this

00:22:27.553 --> 00:22:29.634
round and choose to not

00:22:29.673 --> 00:22:30.375
make it competitive.

00:22:30.615 --> 00:22:31.875
Just say, Hey, for this entire year,

00:22:32.135 --> 00:22:32.936
I'm going to track it.

00:22:33.176 --> 00:22:34.278
I'm not going to look at it again.

00:22:34.657 --> 00:22:34.857
That's it.

00:22:34.877 --> 00:22:35.598
I'm just going to track it,

00:22:35.858 --> 00:22:37.299
put it in a place, have it.

00:22:37.319 --> 00:22:38.361
So you can reference it later.

00:22:38.800 --> 00:22:39.321
It's no different than

00:22:39.342 --> 00:22:40.242
people who first started off.

00:22:40.403 --> 00:22:41.163
Like I tell people when they

00:22:41.182 --> 00:22:42.463
first started off, we talk about the time,

00:22:42.703 --> 00:22:44.165
track the data your first year.

00:22:44.465 --> 00:22:45.446
We don't expect you to know it.

00:22:45.507 --> 00:22:46.406
We expect you to track it.

00:22:49.890 --> 00:22:50.990
It makes a lot of sense because,

00:22:52.307 --> 00:22:52.507
All right,

00:22:52.547 --> 00:22:54.710
so here's my excuse for not tracking it,

00:22:54.769 --> 00:22:54.970
right?

00:22:55.550 --> 00:22:56.972
I don't even know,

00:22:57.113 --> 00:22:58.213
like maybe three weeks ago.

00:22:58.233 --> 00:22:58.775
Yeah, you're bullshit.

00:22:59.855 --> 00:23:00.517
Like three weeks ago,

00:23:00.557 --> 00:23:02.138
the first time I actually kept score,

00:23:02.679 --> 00:23:03.760
I didn't really, like for me,

00:23:03.780 --> 00:23:04.340
I did really good.

00:23:04.381 --> 00:23:04.761
I did like a 107.

00:23:04.862 --> 00:23:07.944
And I was actually happy with that.

00:23:07.964 --> 00:23:08.385
I mean, shit,

00:23:08.405 --> 00:23:09.287
I haven't been playing long

00:23:09.326 --> 00:23:09.988
and felt great.

00:23:10.768 --> 00:23:12.308
But then the next two times

00:23:12.409 --> 00:23:13.568
were just terrible.

00:23:14.509 --> 00:23:15.069
I think it was like 118, 120.

00:23:15.329 --> 00:23:17.171
Yeah, buck 20s.

00:23:17.330 --> 00:23:18.231
I'm a buck 20 guy.

00:23:18.352 --> 00:23:18.632
I get it.

00:23:19.271 --> 00:23:20.413
Yeah, so for me, it's like, well,

00:23:20.653 --> 00:23:21.673
if I'm going to keep score,

00:23:22.253 --> 00:23:23.153
it's just going to piss me off.

00:23:24.275 --> 00:23:24.694
For me,

00:23:24.755 --> 00:23:26.435
I had to give myself a better

00:23:26.476 --> 00:23:27.056
reason to do it.

00:23:27.576 --> 00:23:30.377
But I guess it's the exact same.

00:23:30.958 --> 00:23:32.199
Yeah, you can choose not to be pissed off.

00:23:32.239 --> 00:23:32.618
You can say, hey,

00:23:32.838 --> 00:23:34.038
all I'm doing is establish baseline.

00:23:34.279 --> 00:23:34.700
This year,

00:23:35.019 --> 00:23:36.079
all I'm doing is whacking balls

00:23:36.119 --> 00:23:36.961
and seeing where it come out.

00:23:37.924 --> 00:23:39.106
Ain't no shame in that game.

00:23:39.406 --> 00:23:40.667
I'm trying to get around

00:23:40.708 --> 00:23:42.549
with Justin here soon down

00:23:42.971 --> 00:23:44.031
in his neck of the woods.

00:23:44.211 --> 00:23:44.592
Where is he?

00:23:44.771 --> 00:23:45.373
Is he by you?

00:23:45.432 --> 00:23:45.792
I don't know.

00:23:45.813 --> 00:23:46.835
He's outside of Tampa.

00:23:48.155 --> 00:23:48.836
Oh, that's not even close.

00:23:48.936 --> 00:23:49.156
All right.

00:23:49.477 --> 00:23:50.657
What do you mean it's not even close?

00:23:51.519 --> 00:23:52.079
Not close to you.

00:23:52.420 --> 00:23:54.342
I thought he was like driving distance.

00:23:54.362 --> 00:23:54.903
It's Florida.

00:23:55.383 --> 00:23:56.023
I'll be going to Florida a

00:23:56.044 --> 00:23:56.704
few times this year.

00:24:00.124 --> 00:24:01.045
I have learned a lot about

00:24:01.085 --> 00:24:02.467
Tampa the last couple days

00:24:04.489 --> 00:24:05.569
because I've been watching

00:24:05.769 --> 00:24:07.070
Dave Portnoy did a two-day

00:24:07.131 --> 00:24:08.291
Tampa pizza review.

00:24:08.692 --> 00:24:10.815
Hit up like 25 spots in two days.

00:24:11.075 --> 00:24:11.796
I've been learning about all

00:24:11.836 --> 00:24:13.237
the best pizza in Tampa lately.

00:24:13.257 --> 00:24:14.798
I think it's like St.

00:24:15.479 --> 00:24:17.500
st pete yeah richie I did I

00:24:17.599 --> 00:24:18.420
so when I toured with the

00:24:18.460 --> 00:24:20.201
band um back in the day

00:24:20.240 --> 00:24:21.201
tampa was always a place

00:24:21.221 --> 00:24:21.981
we'd say we'd stay in

00:24:22.261 --> 00:24:24.643
newport richie uh and uh we

00:24:24.663 --> 00:24:25.923
stayed in his house one

00:24:25.962 --> 00:24:27.763
time it was like airbnb

00:24:27.824 --> 00:24:29.565
before airbnb was a thing

00:24:30.285 --> 00:24:32.066
um man tampa was good to us

00:24:32.465 --> 00:24:35.106
played good shows just yeah

00:24:35.146 --> 00:24:36.307
we always love going so I i

00:24:36.327 --> 00:24:37.067
got nothing but love

00:24:37.307 --> 00:24:39.528
nothing but love for tampa um

00:24:40.757 --> 00:24:42.157
Oh, here we go.

00:24:42.538 --> 00:24:43.259
I did have a point here.

00:24:43.618 --> 00:24:45.480
So last year at this time,

00:24:46.161 --> 00:24:47.161
in February of last year,

00:24:47.781 --> 00:24:50.983
we had a 40% rate of leads

00:24:51.784 --> 00:24:53.045
capture where we knew where

00:24:53.085 --> 00:24:53.905
our jobs were coming from,

00:24:54.465 --> 00:24:56.867
which was way down from previous years.

00:24:57.127 --> 00:24:58.208
Previous years, we'd be at like 75%, 80%.

00:24:59.148 --> 00:25:00.170
That was a good year.

00:25:00.210 --> 00:25:00.650
I made a point.

00:25:05.717 --> 00:25:07.337
in October when I took back

00:25:07.357 --> 00:25:07.938
over the company.

00:25:08.278 --> 00:25:08.919
I did last year.

00:25:08.939 --> 00:25:10.240
I was pounded all summer.

00:25:10.519 --> 00:25:11.621
But then in October, I'm like, no,

00:25:11.641 --> 00:25:12.141
we're going to get this.

00:25:12.161 --> 00:25:13.362
I want to see what this number can be.

00:25:14.021 --> 00:25:15.522
Right now, as of this morning,

00:25:16.903 --> 00:25:18.105
rolling 90 days,

00:25:18.224 --> 00:25:18.965
we're at 99.4% capture rate.

00:25:21.146 --> 00:25:23.028
That means 99% of the leads

00:25:23.148 --> 00:25:24.829
or 90% of this is on closed

00:25:24.869 --> 00:25:25.810
invoices because there's

00:25:25.830 --> 00:25:26.651
plenty of times on leads

00:25:26.912 --> 00:25:28.232
where it wouldn't, it's a quote.

00:25:28.452 --> 00:25:29.334
We don't, we don't get it.

00:25:29.554 --> 00:25:30.575
And it is what it, you know,

00:25:30.615 --> 00:25:31.555
people never get back to us.

00:25:32.375 --> 00:25:34.417
Anyways, 99.4% of the,

00:25:34.877 --> 00:25:37.279
the jobs that we close,

00:25:37.420 --> 00:25:38.881
we have a identified lead

00:25:39.481 --> 00:25:40.583
and of the ones that we did it,

00:25:41.063 --> 00:25:42.663
all three people or four

00:25:42.703 --> 00:25:43.305
people or whatever it's

00:25:43.325 --> 00:25:45.246
been in the last 90 days, um,

00:25:46.181 --> 00:25:47.701
have stated that they do not remember.

00:25:48.061 --> 00:25:48.662
So it wasn't that we didn't

00:25:48.682 --> 00:25:49.383
have the conversation.

00:25:49.403 --> 00:25:50.242
It wasn't like we forgot.

00:25:50.624 --> 00:25:51.564
They do not remember.

00:25:51.584 --> 00:25:53.744
We've had a documented conversation.

00:25:54.246 --> 00:25:54.766
For me,

00:25:54.885 --> 00:25:56.987
someone else might look back and be like,

00:25:57.086 --> 00:26:00.368
oh, we do 99.5 or whatever.

00:26:00.388 --> 00:26:01.328
99.14 is the number it was.

00:26:01.990 --> 00:26:03.651
I'm super excited about that

00:26:03.691 --> 00:26:05.031
because I knew where I was last year.

00:26:05.632 --> 00:26:07.833
Last year when it was 40%, man,

00:26:07.873 --> 00:26:08.794
was that a slap in the face.

00:26:09.693 --> 00:26:11.355
And we track it every week.

00:26:11.615 --> 00:26:12.516
So the goal was 98%.

00:26:13.776 --> 00:26:15.757
As soon as we slipped below 98%, we said,

00:26:15.897 --> 00:26:16.938
oh, what's going on here?

00:26:17.518 --> 00:26:17.959
Wait a minute.

00:26:18.538 --> 00:26:19.599
And turns out there was a

00:26:19.619 --> 00:26:20.299
couple of different issues.

00:26:20.319 --> 00:26:21.760
There was like 12, 13 leads missing.

00:26:22.560 --> 00:26:24.402
And we figured out what the issue was.

00:26:24.942 --> 00:26:25.603
And there was basically

00:26:25.623 --> 00:26:27.203
three different issues that we solved.

00:26:28.243 --> 00:26:29.523
And once we solved all three issues,

00:26:29.564 --> 00:26:31.285
we stopped it because we're

00:26:31.325 --> 00:26:32.765
tracking it every single week.

00:26:32.805 --> 00:26:33.525
I'm not waiting for the end

00:26:33.545 --> 00:26:34.845
of the month and in the quarter.

00:26:35.545 --> 00:26:36.645
When people are first starting out,

00:26:36.885 --> 00:26:39.665
track everything and then

00:26:39.705 --> 00:26:40.546
start looking for trends.

00:26:40.605 --> 00:26:41.287
I can tell you some of the

00:26:41.307 --> 00:26:42.467
things that matter, right?

00:26:42.487 --> 00:26:43.106
You want to know how much

00:26:43.166 --> 00:26:44.126
revenue you do on a job.

00:26:44.386 --> 00:26:46.387
Want to know how big the job was.

00:26:46.688 --> 00:26:48.528
I remember when we were in the franchise,

00:26:48.548 --> 00:26:49.008
people were like, oh,

00:26:49.028 --> 00:26:49.708
I did a job for $500.

00:26:49.708 --> 00:26:51.048
I'm like, well, what was it?

00:26:51.248 --> 00:26:52.328
Well, it was a $500 job.

00:26:52.348 --> 00:26:52.788
I'm like, well,

00:26:52.808 --> 00:26:53.628
what the hell does that mean?

00:26:54.288 --> 00:26:55.369
How many cubic yards was it?

00:26:55.410 --> 00:26:57.090
What was the disposal cost?

00:26:57.111 --> 00:26:58.211
How many hours did it take you?

00:26:58.392 --> 00:27:00.032
Like, give me something.

00:27:00.393 --> 00:27:01.874
Did you make money on the 500 or not?

00:27:02.314 --> 00:27:02.555
Yeah.

00:27:02.974 --> 00:27:05.056
Was it a 30-minute job or a three-hour job,

00:27:05.195 --> 00:27:05.376
right?

00:27:05.797 --> 00:27:07.038
Come on, give me something here.

00:27:07.538 --> 00:27:10.200
And so at first, track everything.

00:27:11.253 --> 00:27:12.654
Because you don't have shit else to do.

00:27:12.954 --> 00:27:13.736
When you're first starting

00:27:13.836 --> 00:27:14.796
off or the first couple of years,

00:27:15.457 --> 00:27:16.317
you got the time.

00:27:16.897 --> 00:27:18.699
And when you make that time a priority,

00:27:18.959 --> 00:27:21.560
then when your business does scale,

00:27:21.780 --> 00:27:23.102
you'll always have made

00:27:23.162 --> 00:27:24.222
that time a priority and

00:27:24.242 --> 00:27:25.544
you'll figure out ingenuity.

00:27:25.564 --> 00:27:26.463
You'll figure out a way to

00:27:26.483 --> 00:27:27.184
get the jobs done.

00:27:27.224 --> 00:27:28.405
That's why when I see these

00:27:28.445 --> 00:27:29.405
guys that are owner operators,

00:27:29.425 --> 00:27:31.086
they're like, I'm on 95% of my jobs.

00:27:31.127 --> 00:27:32.848
I'm like, how do you scale this thing?

00:27:33.449 --> 00:27:34.210
When do you take time to

00:27:34.230 --> 00:27:35.109
work on your business?

00:27:37.092 --> 00:27:38.692
The other thing is a lot of

00:27:38.712 --> 00:27:40.614
times the lead generations get skewed.

00:27:41.023 --> 00:27:42.545
So, for instance,

00:27:42.605 --> 00:27:43.684
if I make a video doing

00:27:43.724 --> 00:27:45.246
something cool and insane

00:27:46.186 --> 00:27:47.146
and I get a job from it,

00:27:49.167 --> 00:27:49.948
I'm not going to be like, yeah,

00:27:49.969 --> 00:27:51.048
this is the best part.

00:27:51.108 --> 00:27:54.290
Like this is the best way to get jobs.

00:27:54.590 --> 00:27:55.991
No, it worked great.

00:27:56.692 --> 00:27:57.311
Now you got to put the

00:27:57.352 --> 00:27:58.893
consistency over time into it.

00:27:59.763 --> 00:28:00.723
But you see that a lot.

00:28:00.824 --> 00:28:01.523
You'll see, well,

00:28:01.544 --> 00:28:02.483
I did this and it worked.

00:28:02.604 --> 00:28:04.224
So that's why it's a good idea.

00:28:04.365 --> 00:28:05.724
Well, it's interesting.

00:28:05.825 --> 00:28:06.305
It's interesting.

00:28:06.325 --> 00:28:07.224
You bring up video.

00:28:07.305 --> 00:28:08.384
I had a videography business

00:28:09.105 --> 00:28:10.326
for about three years and people like,

00:28:10.885 --> 00:28:11.685
well, what's the ROI?

00:28:13.105 --> 00:28:14.807
The challenge with video in particular,

00:28:15.406 --> 00:28:16.967
it is difficult to measure

00:28:16.987 --> 00:28:18.967
that ROI because you use

00:28:19.007 --> 00:28:20.688
that on social media,

00:28:20.847 --> 00:28:22.268
which can drive somebody to

00:28:22.307 --> 00:28:22.948
give you a referral.

00:28:23.847 --> 00:28:25.107
For me, whenever I go on TV,

00:28:25.147 --> 00:28:26.087
I'm always using B roll

00:28:26.107 --> 00:28:27.209
from previous videos.

00:28:27.249 --> 00:28:28.749
I shot like B,

00:28:29.926 --> 00:28:32.307
video along with brand

00:28:32.347 --> 00:28:33.468
development and other

00:28:33.928 --> 00:28:34.988
creative aspects like that,

00:28:35.288 --> 00:28:36.209
it is sunk cost.

00:28:36.769 --> 00:28:38.148
It is put in your own market.

00:28:38.169 --> 00:28:38.729
You also have, yeah,

00:28:39.170 --> 00:28:39.869
you have to figure out

00:28:39.890 --> 00:28:41.069
where did it originate from?

00:28:41.109 --> 00:28:43.371
Where was the organic seed

00:28:43.431 --> 00:28:44.590
that got them looking?

00:28:45.270 --> 00:28:45.691
exactly.

00:28:45.750 --> 00:28:47.132
Well, that's what I'm saying.

00:28:47.152 --> 00:28:47.932
You go spend $2,500 on a video.

00:28:47.991 --> 00:28:48.471
It's not like, Oh,

00:28:48.511 --> 00:28:50.133
it's going to generate

00:28:50.133 --> 00:28:50.972
$20,000 in business tomorrow.

00:28:51.492 --> 00:28:53.613
No, I mean, it's a long term.

00:28:53.633 --> 00:28:54.973
It's business over time.

00:28:55.013 --> 00:28:56.094
And then you got to look at

00:28:56.134 --> 00:28:57.294
like the biggest thing I

00:28:57.314 --> 00:28:58.575
was looking at my wife's business.

00:28:58.615 --> 00:28:58.835
Right.

00:28:58.914 --> 00:28:59.035
So,

00:29:00.721 --> 00:29:01.882
You can believe this or not,

00:29:02.143 --> 00:29:04.544
but momentum is everything.

00:29:05.084 --> 00:29:06.204
When you have momentum-

00:29:06.565 --> 00:29:07.885
Everything in marketing is momentum.

00:29:08.246 --> 00:29:09.527
Everything is marketing.

00:29:09.807 --> 00:29:10.627
That might have been the

00:29:10.647 --> 00:29:11.407
smartest thing you ever said.

00:29:11.729 --> 00:29:12.148
I'll be honest.

00:29:12.169 --> 00:29:12.449
Yeah.

00:29:12.489 --> 00:29:13.150
Well, it's true though.

00:29:13.289 --> 00:29:14.549
Whenever you have momentum,

00:29:14.790 --> 00:29:16.592
pour the fuel on and just go.

00:29:16.652 --> 00:29:18.173
Because a lot of us like to

00:29:18.212 --> 00:29:20.034
get comfy when we hit that momentum.

00:29:20.054 --> 00:29:21.015
Like, oh shit, I'm doing good.

00:29:21.154 --> 00:29:21.674
I'm doing great.

00:29:22.394 --> 00:29:22.935
All right, cool.

00:29:23.135 --> 00:29:25.857
Well, the second you get comfy, you stop.

00:29:26.278 --> 00:29:27.179
And then you start missing out.

00:29:27.219 --> 00:29:28.118
And then your momentum shifts.

00:29:28.499 --> 00:29:29.440
And now you start losing momentum.

00:29:29.934 --> 00:29:30.836
DEA dead.

00:29:31.196 --> 00:29:31.698
Dead.

00:29:32.398 --> 00:29:33.359
You're right.

00:29:33.579 --> 00:29:36.044
And when the momentum is going down,

00:29:36.324 --> 00:29:37.967
you got to figure,

00:29:38.047 --> 00:29:39.348
because you're tracking your data,

00:29:39.568 --> 00:29:40.470
you can see when the

00:29:40.510 --> 00:29:41.913
momentum is going down and

00:29:41.992 --> 00:29:43.074
then you got to stop it.

00:29:43.871 --> 00:29:47.713
Because that momentum goes both ways.

00:29:48.473 --> 00:29:50.375
Kind of like the Packers in the playoffs,

00:29:50.434 --> 00:29:51.056
first round,

00:29:51.076 --> 00:29:52.717
the seven seed against the two seed.

00:29:53.277 --> 00:29:54.917
Your Green Bay Packers down

00:29:54.958 --> 00:29:57.380
in Big D Dallas, right,

00:29:57.420 --> 00:29:58.540
had all the momentum.

00:29:59.040 --> 00:30:01.442
Dak got up there, threw a couple picks,

00:30:02.022 --> 00:30:02.222
right?

00:30:02.282 --> 00:30:03.584
They had the momentum for the whole game,

00:30:03.624 --> 00:30:05.184
and they kept it until the

00:30:05.244 --> 00:30:06.786
fourth quarter where Dak

00:30:06.826 --> 00:30:09.367
made a miraculous wannabe comeback.

00:30:10.348 --> 00:30:10.868
And then they had to put

00:30:10.888 --> 00:30:11.670
Jordan Love in there.

00:30:12.409 --> 00:30:14.109
And he went from a 158-3

00:30:14.210 --> 00:30:15.631
perfect quarterback rating

00:30:15.671 --> 00:30:17.632
down to a 157-2 because of

00:30:17.652 --> 00:30:20.153
an incomplete pass on a third down.

00:30:20.732 --> 00:30:21.973
Don't worry, he still took care of it.

00:30:22.513 --> 00:30:23.575
I do.

00:30:23.815 --> 00:30:24.095
Data.

00:30:24.295 --> 00:30:24.575
Data.

00:30:24.674 --> 00:30:25.255
Easy.

00:30:25.275 --> 00:30:27.296
I'll be honest with you.

00:30:28.096 --> 00:30:29.017
Since that game,

00:30:29.657 --> 00:30:32.078
I have not cared about football one bit.

00:30:32.098 --> 00:30:33.599
But guess what?

00:30:33.619 --> 00:30:34.160
I will say this.

00:30:35.055 --> 00:30:36.217
Your and mine,

00:30:36.557 --> 00:30:38.240
our Texas Rangers are

00:30:38.259 --> 00:30:38.941
looking hot already.

00:30:40.063 --> 00:30:40.363
Really?

00:30:40.383 --> 00:30:41.565
Have you seen the undefeated

00:30:41.585 --> 00:30:42.746
Green Bay Packers?

00:30:42.766 --> 00:30:43.728
I'm so used to saying great

00:30:43.748 --> 00:30:44.348
things about the Packers.

00:30:44.628 --> 00:30:45.670
The undefeated Brewers?

00:30:46.211 --> 00:30:46.672
Undefeated.

00:30:46.811 --> 00:30:48.674
One of four teams undefeated.

00:30:49.296 --> 00:30:49.655
New York.

00:30:50.416 --> 00:30:50.778
New York.

00:30:52.175 --> 00:30:52.695
The Brewers.

00:30:53.277 --> 00:30:56.298
Pirates?

00:30:56.417 --> 00:30:57.058
Pirates, maybe?

00:30:57.598 --> 00:30:58.598
All I know about the four

00:30:58.640 --> 00:30:59.400
teams that are undefeated,

00:30:59.440 --> 00:31:00.721
they all have blue and

00:31:00.780 --> 00:31:01.681
yellow in their logo.

00:31:01.800 --> 00:31:02.501
That's all I know.

00:31:02.821 --> 00:31:04.702
So I remember it was the Pirates,

00:31:05.542 --> 00:31:06.163
the Yankees,

00:31:06.263 --> 00:31:07.463
another team with a blue logo,

00:31:07.624 --> 00:31:08.825
and the Brewers.

00:31:09.664 --> 00:31:10.286
Tampa Bay, maybe?

00:31:10.306 --> 00:31:10.846
I don't know.

00:31:11.346 --> 00:31:12.487
I don't give a shit about baseball.

00:31:13.326 --> 00:31:13.907
I don't know.

00:31:13.988 --> 00:31:14.488
Pink and blue?

00:31:17.096 --> 00:31:17.355
I don't know.

00:31:17.695 --> 00:31:18.557
It wasn't pink and blue.

00:31:18.896 --> 00:31:19.857
I will Google it.

00:31:19.938 --> 00:31:20.898
You filibuster something

00:31:20.939 --> 00:31:21.898
here while I'm Googling

00:31:22.700 --> 00:31:23.760
undefeated baseball teams.

00:31:25.521 --> 00:31:27.583
I don't know why I'm typing like a sucker.

00:31:28.083 --> 00:31:29.163
Undefeated baseball teams.

00:31:30.244 --> 00:31:31.246
Not a lot of questions today.

00:31:32.326 --> 00:31:32.906
Yeah.

00:31:35.048 --> 00:31:35.648
Apparently,

00:31:37.170 --> 00:31:38.471
the best single-season record

00:31:38.510 --> 00:31:40.332
belongs to the Cincinnati Red Stockings,

00:31:41.092 --> 00:31:42.333
who posted the only perfect

00:31:42.413 --> 00:31:43.394
record ever in 1869.

00:31:43.394 --> 00:31:43.773
They went 67-0.

00:31:48.734 --> 00:31:50.175
That's not what I was looking for.

00:31:55.319 --> 00:31:59.742
This is turning out to be more work.

00:31:59.762 --> 00:32:00.163
I want to know,

00:32:00.182 --> 00:32:01.084
what did you think about

00:32:01.124 --> 00:32:04.965
our last episode with Makis, the builder?

00:32:06.646 --> 00:32:07.728
It was good shit.

00:32:08.188 --> 00:32:09.169
It was interesting when both

00:32:09.189 --> 00:32:10.369
you guys were both in the same room.

00:32:11.270 --> 00:32:11.790
Yeah, well,

00:32:12.612 --> 00:32:13.932
it wasn't originally planned to do that,

00:32:13.951 --> 00:32:14.633
but I was in the area.

00:32:15.922 --> 00:32:16.602
No, no, no, I'm good.

00:32:16.682 --> 00:32:17.221
I'm good with it.

00:32:18.423 --> 00:32:19.383
It was really good insight.

00:32:19.482 --> 00:32:19.863
Actually, I mean,

00:32:19.883 --> 00:32:20.864
the biggest thing I had as

00:32:20.903 --> 00:32:23.224
far as the takeaway was the

00:32:23.244 --> 00:32:24.184
fact that you put a yard

00:32:24.204 --> 00:32:25.204
sign in a pile of garbage.

00:32:26.046 --> 00:32:26.746
Yeah.

00:32:27.965 --> 00:32:28.346
Here we go.

00:32:28.405 --> 00:32:29.027
Yankees.

00:32:31.646 --> 00:32:32.127
Pirates.

00:32:34.729 --> 00:32:35.628
Your Milwaukee Brewers.

00:32:37.199 --> 00:32:37.759
Tigers.

00:32:37.798 --> 00:32:38.220
There we go.

00:32:38.279 --> 00:32:38.720
Tigers.

00:32:39.240 --> 00:32:40.240
That was the one I was missing.

00:32:40.801 --> 00:32:42.002
That was the fourth team.

00:32:42.762 --> 00:32:43.784
The Yankees are already 4-0.

00:32:43.804 --> 00:32:44.884
I don't know how that happens.

00:32:44.904 --> 00:32:46.045
They started on Thursday, maybe.

00:32:46.165 --> 00:32:48.207
I don't understand how baseball works.

00:32:48.968 --> 00:32:50.689
Probably that.

00:32:50.749 --> 00:32:51.710
All right.

00:32:51.730 --> 00:32:52.890
That is the extent of the

00:32:52.930 --> 00:32:54.612
baseball news you will get from me today,

00:32:54.951 --> 00:32:56.192
unless I miraculously go to

00:32:56.232 --> 00:32:58.534
a game or go to a networking event.

00:32:59.585 --> 00:33:00.605
It's directly tied to the

00:33:00.644 --> 00:33:01.365
Milwaukee Brewers.

00:33:02.125 --> 00:33:03.165
Yeah, slow in the chat.

00:33:04.105 --> 00:33:08.928
Also, for me, I'm used to,

00:33:09.107 --> 00:33:10.468
I always talk about it,

00:33:11.167 --> 00:33:12.848
surviving until April 1.

00:33:12.848 --> 00:33:15.449
I'm in survival mode over the winter.

00:33:15.548 --> 00:33:16.509
And I have been for years

00:33:16.650 --> 00:33:17.289
because of the weather.

00:33:17.670 --> 00:33:18.970
This year, I've been thriving.

00:33:19.349 --> 00:33:19.769
So normally,

00:33:19.789 --> 00:33:20.931
it's like April 1 is a big

00:33:20.971 --> 00:33:22.111
celebratory day for me.

00:33:22.151 --> 00:33:23.090
Typically, I'm like, okay,

00:33:23.711 --> 00:33:24.432
we're out of this shit.

00:33:24.471 --> 00:33:25.011
Life is good.

00:33:26.097 --> 00:33:27.138
I kind of did that the last

00:33:27.179 --> 00:33:27.699
couple of weeks.

00:33:27.779 --> 00:33:28.259
I'm like, hey,

00:33:28.299 --> 00:33:30.141
we're doing where we need to be.

00:33:30.201 --> 00:33:30.801
We're trending.

00:33:31.462 --> 00:33:31.782
Also,

00:33:32.884 --> 00:33:34.664
I have yet to see another drunk roll

00:33:34.704 --> 00:33:36.666
company who is flat year over year.

00:33:37.587 --> 00:33:38.588
I see guys killing it,

00:33:38.709 --> 00:33:39.990
and I see guys struggling.

00:33:40.450 --> 00:33:41.090
And the ones that are

00:33:41.111 --> 00:33:42.092
killing it are the ones

00:33:42.152 --> 00:33:44.933
that maintain marketing,

00:33:45.013 --> 00:33:46.315
maintain discipline,

00:33:46.355 --> 00:33:47.796
maintain trucks and

00:33:47.836 --> 00:33:48.936
equipment and personnel

00:33:49.238 --> 00:33:50.638
versus- There's a couple flat companies.

00:33:51.811 --> 00:33:53.212
Okay, I'm not going to say that.

00:33:53.313 --> 00:33:54.334
I haven't seen it.

00:33:54.354 --> 00:33:56.256
But they're normally owner-operator.

00:33:56.296 --> 00:33:57.977
They're normally one truck and trailer.

00:33:58.518 --> 00:33:59.659
They're not changing things.

00:34:00.259 --> 00:34:00.679
Yeah, well.

00:34:00.699 --> 00:34:02.101
You know what I mean?

00:34:03.162 --> 00:34:05.163
But it's also a bad thing, right?

00:34:05.202 --> 00:34:07.545
Because you're not growing, you're dying.

00:34:07.805 --> 00:34:09.507
Well,

00:34:09.527 --> 00:34:10.807
flat you're dead because there's

00:34:10.847 --> 00:34:11.909
things called population

00:34:11.929 --> 00:34:13.789
growth and inflation and market share,

00:34:14.231 --> 00:34:14.411
right?

00:34:14.630 --> 00:34:15.992
And time will pass you by

00:34:16.092 --> 00:34:17.072
when you remain the same.

00:34:17.833 --> 00:34:17.914
Yeah.

00:34:17.934 --> 00:34:18.014
Yeah.

00:34:18.951 --> 00:34:20.572
I mean, yeah, it's, it's crazy.

00:34:20.652 --> 00:34:21.532
Just rent alone.

00:34:21.552 --> 00:34:23.815
Um, I remember my old place.

00:34:23.835 --> 00:34:24.655
Yeah.

00:34:25.096 --> 00:34:25.976
Uh, I had a pretty good setup.

00:34:25.996 --> 00:34:27.556
I mean, three warehouses, a yard.

00:34:27.577 --> 00:34:28.038
It was nice.

00:34:28.797 --> 00:34:29.778
I think all in,

00:34:29.818 --> 00:34:30.760
we were paying less than

00:34:30.800 --> 00:34:32.440
five grand a month for all that,

00:34:32.460 --> 00:34:33.222
which was amazing.

00:34:33.262 --> 00:34:33.922
Now it's probably 7,500.

00:34:34.422 --> 00:34:35.724
Um,

00:34:36.583 --> 00:34:37.844
they're trying to kick the people out

00:34:37.864 --> 00:34:38.646
in the yard right now,

00:34:38.706 --> 00:34:40.007
or they renegotiated their

00:34:40.027 --> 00:34:40.746
terms in the yard.

00:34:41.288 --> 00:34:43.228
I was, I got up really well in that yard.

00:34:43.248 --> 00:34:45.490
I had an acre, pretty much an acre yard.

00:34:46.186 --> 00:34:47.989
I was only paying like 200

00:34:47.989 --> 00:34:48.809
bucks a month for.

00:34:48.829 --> 00:34:51.110
And the only deal was, hey,

00:34:51.130 --> 00:34:52.032
you have to maintain it.

00:34:52.112 --> 00:34:53.172
You have to put the gate in

00:34:53.193 --> 00:34:54.114
the cold or all that shit,

00:34:54.134 --> 00:34:54.813
which is no problem.

00:34:55.494 --> 00:34:57.096
But now when I left,

00:34:57.235 --> 00:34:59.378
they bumped it to 650.

00:34:59.378 --> 00:35:01.599
So now it's almost like 1300 bucks,

00:35:01.900 --> 00:35:03.161
which is still under market

00:35:03.221 --> 00:35:04.021
rent in my area.

00:35:04.621 --> 00:35:05.342
An acre lot,

00:35:05.402 --> 00:35:07.204
you can almost put a price tag

00:35:07.264 --> 00:35:08.364
on there and just leave it

00:35:08.385 --> 00:35:10.106
blank because it's rare.

00:35:11.585 --> 00:35:14.768
Here's one thing I will say, Justin.

00:35:15.088 --> 00:35:15.409
Taylor,

00:35:15.449 --> 00:35:16.791
put up this poll between now and

00:35:16.831 --> 00:35:17.172
next week.

00:35:17.231 --> 00:35:19.094
I want to know what

00:35:19.153 --> 00:35:20.775
percentage of people operate either A,

00:35:20.795 --> 00:35:24.221
out of their house, B, out of a yard,

00:35:26.626 --> 00:35:26.887
right?

00:35:27.088 --> 00:35:28.009
Whatever.

00:35:28.369 --> 00:35:29.751
Well, well, I want to, okay.

00:35:29.791 --> 00:35:30.632
Cause some people have, well,

00:35:30.652 --> 00:35:31.735
I have outside storage, right?

00:35:32.014 --> 00:35:33.297
Like I guess, okay.

00:35:33.317 --> 00:35:35.840
So we'll do a is house B is yard.

00:35:35.860 --> 00:35:36.561
Like you have a place to

00:35:36.601 --> 00:35:37.463
park your trucks and like

00:35:37.682 --> 00:35:39.306
do some shit outside, right?

00:35:39.385 --> 00:35:39.525
Outdoor.

00:35:39.545 --> 00:35:40.027
That's true.

00:35:40.708 --> 00:35:40.887
Yeah.

00:35:40.927 --> 00:35:41.949
My first tip was, was, uh,

00:35:43.150 --> 00:35:43.831
was an office.

00:35:43.851 --> 00:35:45.172
And then we had shared parking.

00:35:45.672 --> 00:35:45.851
Right.

00:35:45.952 --> 00:35:46.472
So yeah, great.

00:35:46.713 --> 00:35:49.034
C would be like office, office ish,

00:35:49.153 --> 00:35:50.074
or you have a right.

00:35:50.414 --> 00:35:51.554
And then D is warehouse.

00:35:51.675 --> 00:35:53.335
Like you have a no shit indoor.

00:35:54.056 --> 00:35:54.237
Yeah.

00:35:54.257 --> 00:35:55.277
Cause I want to see what,

00:35:55.577 --> 00:35:56.297
where people are at.

00:35:56.418 --> 00:35:56.498
I,

00:35:58.039 --> 00:35:59.338
most of the guys I see their owner

00:35:59.418 --> 00:36:00.559
operators, even Taylor,

00:36:00.579 --> 00:36:02.061
I think Taylor runs it, Taylor up,

00:36:02.101 --> 00:36:02.460
up and way.

00:36:02.501 --> 00:36:03.320
I think he runs out of his

00:36:03.340 --> 00:36:04.282
house from what I could see.

00:36:04.302 --> 00:36:05.342
Yeah.

00:36:05.822 --> 00:36:07.844
Or it's either the house or it's like a,

00:36:07.903 --> 00:36:09.244
I have a small office with a yard.

00:36:09.565 --> 00:36:10.085
That's small.

00:36:11.530 --> 00:36:11.949
Yeah,

00:36:12.030 --> 00:36:13.010
I want to see how many people have

00:36:13.550 --> 00:36:14.431
indoor space.

00:36:14.990 --> 00:36:15.972
Is there a fifth option here?

00:36:15.992 --> 00:36:16.931
Are we missing an option?

00:36:17.911 --> 00:36:18.552
We'll just put other.

00:36:19.313 --> 00:36:19.512
Other.

00:36:19.992 --> 00:36:20.193
All right.

00:36:21.032 --> 00:36:21.833
Taylor, put that up.

00:36:23.173 --> 00:36:24.675
We will review the data next week.

00:36:24.695 --> 00:36:25.054
Here we go.

00:36:25.135 --> 00:36:26.074
Data-driven decisions.

00:36:26.494 --> 00:36:28.076
Because if you are an

00:36:28.115 --> 00:36:29.036
owner-operator and you're

00:36:29.076 --> 00:36:29.896
running out of your house

00:36:29.936 --> 00:36:30.856
and your house is paid for

00:36:30.936 --> 00:36:32.336
and you locked in a nice

00:36:32.376 --> 00:36:35.896
low mortgage rate, under 6%,

00:36:35.896 --> 00:36:36.795
You bought yourself a job.

00:36:37.277 --> 00:36:40.358
I can now announce her, Carol Vandencourt.

00:36:40.378 --> 00:36:41.278
She's the one that sold her

00:36:42.599 --> 00:36:43.820
franchise in Maryland.

00:36:44.621 --> 00:36:46.742
And she was happy with what she had.

00:36:47.001 --> 00:36:47.922
She had an office.

00:36:48.182 --> 00:36:49.262
She had a resale shop for a

00:36:49.302 --> 00:36:50.364
while there and all this other stuff.

00:36:50.423 --> 00:36:53.826
And she got rid of all of it, right?

00:36:53.846 --> 00:36:54.606
Because that was the other thing.

00:36:54.646 --> 00:36:55.786
From a liquidity standpoint,

00:36:55.967 --> 00:36:57.007
you're running out of your house.

00:36:57.527 --> 00:36:58.327
That is going to be more

00:36:58.427 --> 00:36:59.329
difficult to sell the

00:36:59.369 --> 00:37:01.250
business if you want to go that route.

00:37:01.530 --> 00:37:02.510
It's a home-based business,

00:37:02.570 --> 00:37:03.550
but it shouldn't be home-based,

00:37:03.931 --> 00:37:04.351
in my opinion.

00:37:04.371 --> 00:37:04.532
Right.

00:37:06.043 --> 00:37:06.804
At that stage.

00:37:07.403 --> 00:37:07.884
No, no, no, quick.

00:37:08.063 --> 00:37:09.324
At that stage, you're right, you're right.

00:37:09.344 --> 00:37:10.505
One two-truck operation,

00:37:10.865 --> 00:37:12.025
we got up to five trucks in

00:37:12.065 --> 00:37:14.726
our backyard and $60,000 in

00:37:14.746 --> 00:37:17.228
fines and 10 employees.

00:37:18.849 --> 00:37:20.429
And at one point,

00:37:20.449 --> 00:37:22.550
they counted 17 vehicles in my yard.

00:37:22.570 --> 00:37:23.532
And I'm like...

00:37:24.411 --> 00:37:25.853
Just think if the trucks were all there,

00:37:25.914 --> 00:37:26.034
right?

00:37:26.054 --> 00:37:26.954
Because it was like all the

00:37:26.974 --> 00:37:28.335
employees' cars plus the

00:37:28.376 --> 00:37:29.157
guys that lived there.

00:37:30.117 --> 00:37:30.498
To be fair,

00:37:30.538 --> 00:37:31.639
they counted like boats and

00:37:31.679 --> 00:37:33.880
trailers as vehicles too anyways.

00:37:33.900 --> 00:37:35.242
17 vehicles they counted for me.

00:37:36.282 --> 00:37:37.945
Thankfully, that was – yeah.

00:37:38.826 --> 00:37:40.146
Well, so even down here,

00:37:40.887 --> 00:37:42.168
Got Junk had a setup.

00:37:42.909 --> 00:37:43.670
It wasn't bad.

00:37:44.130 --> 00:37:44.992
At first, I was like, oh,

00:37:45.012 --> 00:37:45.692
I like that setup.

00:37:46.353 --> 00:37:47.914
Then we surpassed them like year two.

00:37:48.195 --> 00:37:48.375
But –

00:37:49.079 --> 00:37:50.960
They had an office and they

00:37:51.000 --> 00:37:52.181
had a small yard where they

00:37:52.201 --> 00:37:52.960
parked the trucks and they

00:37:53.001 --> 00:37:54.922
had like two eight yard dumpsters.

00:37:55.141 --> 00:37:55.501
That was it.

00:37:56.682 --> 00:37:58.804
And that was our Southlake location.

00:37:58.824 --> 00:38:00.085
Their other location that we

00:38:00.144 --> 00:38:01.005
actually put out of

00:38:01.045 --> 00:38:01.945
business and they had to

00:38:02.065 --> 00:38:03.005
merge into another one.

00:38:03.686 --> 00:38:04.766
Their other location,

00:38:04.847 --> 00:38:07.708
they had a bigger shop that

00:38:07.748 --> 00:38:09.150
was sharing with a moving

00:38:09.190 --> 00:38:10.811
company warehouse that they, I guess,

00:38:11.331 --> 00:38:12.291
I guess they partnered up,

00:38:12.351 --> 00:38:15.233
got junk and square cow movers, I think.

00:38:16.376 --> 00:38:17.518
But they kind of shared

00:38:17.557 --> 00:38:18.498
their warehouse space,

00:38:18.559 --> 00:38:19.679
which I never saw inside.

00:38:20.179 --> 00:38:21.440
But their yard was also

00:38:21.521 --> 00:38:22.702
shared with the moving

00:38:22.742 --> 00:38:25.664
trucks and their junk trucks.

00:38:26.284 --> 00:38:27.224
But they also had dumpsters.

00:38:27.425 --> 00:38:29.467
And remember, they didn't do what we did.

00:38:30.108 --> 00:38:31.248
They would pick stuff up, throw it away,

00:38:31.309 --> 00:38:31.989
pick stuff up, throw it away.

00:38:32.068 --> 00:38:33.630
Maybe we'd keep some stuff here and there.

00:38:33.811 --> 00:38:34.490
All day, every day, yeah.

00:38:34.530 --> 00:38:36.652
But their yard was mainly for parking,

00:38:37.313 --> 00:38:37.574
you know?

00:38:37.594 --> 00:38:39.054
Yeah, parking their trucks.

00:38:39.074 --> 00:38:40.255
Storage of their vehicles and parking.

00:38:40.376 --> 00:38:41.076
Yeah, yeah, yeah.

00:38:41.115 --> 00:38:41.896
They're parking their trucks

00:38:41.916 --> 00:38:42.978
in a place for the employees to park,

00:38:42.998 --> 00:38:43.157
yeah.

00:38:43.717 --> 00:38:43.838
Yeah.

00:38:43.858 --> 00:38:44.438
Oh, yeah.

00:38:45.199 --> 00:38:46.920
I never saw it get bigger.

00:38:47.880 --> 00:38:48.221
Yeah,

00:38:48.302 --> 00:38:49.862
when we parked here or we bought our

00:38:49.882 --> 00:38:50.402
building here,

00:38:50.422 --> 00:38:51.302
I remember the first three

00:38:51.342 --> 00:38:52.202
months we were talking to our guys,

00:38:52.222 --> 00:38:53.284
we bought our building in October.

00:38:53.903 --> 00:38:55.244
It's like December, January.

00:38:55.264 --> 00:38:55.985
And I was like, hey, guys,

00:38:56.025 --> 00:38:57.005
what do you want for the next year?

00:38:57.326 --> 00:38:57.965
And I'm thinking, all right,

00:38:57.985 --> 00:38:58.666
we're going to buy a

00:38:58.726 --> 00:38:59.766
forklift or do this because

00:38:59.786 --> 00:39:00.547
we were renting a forklift

00:39:00.567 --> 00:39:01.146
all this year at the time.

00:39:01.387 --> 00:39:01.728
They're like,

00:39:02.547 --> 00:39:03.768
can you just put gravel in

00:39:03.789 --> 00:39:04.648
the employee parking?

00:39:05.228 --> 00:39:06.490
Is that the employee parking

00:39:06.530 --> 00:39:07.391
across the road track?

00:39:07.411 --> 00:39:08.253
Yeah.

00:39:09.074 --> 00:39:10.675
But it used to be in back,

00:39:11.076 --> 00:39:12.938
and it was all dirt, and that was fine.

00:39:13.478 --> 00:39:14.199
And then as soon as it

00:39:14.340 --> 00:39:15.940
snowed and then would melt,

00:39:16.021 --> 00:39:17.762
it was just a shit show.

00:39:18.244 --> 00:39:19.184
So to them...

00:39:20.186 --> 00:39:21.206
having an employee parking

00:39:21.246 --> 00:39:23.909
lot now it's gravel now we

00:39:23.929 --> 00:39:24.690
took care of that spring

00:39:25.210 --> 00:39:26.150
having a part employee

00:39:26.170 --> 00:39:26.711
parking lot where they

00:39:26.731 --> 00:39:27.311
didn't have to walk through

00:39:27.331 --> 00:39:28.233
puddles that was

00:39:28.273 --> 00:39:29.273
significant I was like

00:39:29.815 --> 00:39:31.416
again that I was not on my

00:39:31.476 --> 00:39:32.376
radar because I parked up

00:39:32.416 --> 00:39:33.998
front because right I'm the

00:39:34.157 --> 00:39:36.280
hmfic like I don't go back

00:39:36.320 --> 00:39:38.282
there so that was you know

00:39:38.802 --> 00:39:39.782
that again that was again

00:39:39.844 --> 00:39:40.864
data we keep going back to

00:39:40.903 --> 00:39:41.744
it why does it matter when

00:39:41.784 --> 00:39:42.905
your employees want to

00:39:43.065 --> 00:39:44.186
increase the value of your

00:39:44.246 --> 00:39:45.809
property you're doing something right

00:39:46.686 --> 00:39:47.126
Yeah, well,

00:39:47.146 --> 00:39:48.547
they also want to decrease the

00:39:48.568 --> 00:39:49.148
amount of boots they have

00:39:49.188 --> 00:39:50.148
to buy every year because

00:39:50.168 --> 00:39:51.769
their little footsies keep getting wet.

00:39:53.351 --> 00:39:55.873
I will say that even with

00:39:55.893 --> 00:39:56.994
the setup that I had,

00:39:57.653 --> 00:39:58.974
you even looked at it like, man,

00:39:59.054 --> 00:39:59.675
that's great.

00:39:59.835 --> 00:40:00.856
It just wouldn't work for me.

00:40:01.536 --> 00:40:02.556
I looked at your setup.

00:40:02.637 --> 00:40:03.378
It was great.

00:40:04.137 --> 00:40:05.298
When I was up there a couple weeks ago,

00:40:05.338 --> 00:40:06.500
I was like, this is awesome.

00:40:07.239 --> 00:40:08.300
I couldn't fulfill the needs

00:40:08.340 --> 00:40:09.802
of that big of a warehouse.

00:40:11.570 --> 00:40:12.329
Oh, yeah.

00:40:12.349 --> 00:40:13.811
And you had all that outdoor storage space,

00:40:13.871 --> 00:40:14.251
and I'm like,

00:40:14.271 --> 00:40:15.293
what the fuck are you doing back here?

00:40:15.452 --> 00:40:16.112
But you had a Bobcat.

00:40:16.132 --> 00:40:17.914
I never have owned a Bobcat.

00:40:18.815 --> 00:40:19.576
And it's like, all right, well,

00:40:19.596 --> 00:40:20.536
that makes sense.

00:40:20.597 --> 00:40:22.938
It really is that simple to

00:40:22.978 --> 00:40:24.418
figure out what's what.

00:40:25.780 --> 00:40:26.201
Oh, shit.

00:40:26.221 --> 00:40:29.963
A little impromptu announcement.

00:40:30.943 --> 00:40:32.965
Oh, I just clicked on the link.

00:40:34.266 --> 00:40:35.487
My boy, Alex Hoyer.

00:40:36.188 --> 00:40:36.409
Oh, yeah.

00:40:36.429 --> 00:40:37.628
I have 20 excuses.

00:40:37.668 --> 00:40:38.230
What did I tell you?

00:40:38.905 --> 00:40:39.764
Home line and garden.

00:40:40.264 --> 00:40:42.186
Had his first child today.

00:40:42.266 --> 00:40:42.806
Baby girl.

00:40:43.365 --> 00:40:43.766
Who's this?

00:40:44.827 --> 00:40:45.106
Alex.

00:40:45.407 --> 00:40:46.146
Alex Hoyer,

00:40:46.166 --> 00:40:47.367
the landscaper guy who gave us

00:40:47.387 --> 00:40:48.307
some guys from McDonald's.

00:40:48.327 --> 00:40:49.807
Yeah, I remember that guy.

00:40:50.188 --> 00:40:50.987
Yeah, he's a dad.

00:40:51.489 --> 00:40:52.268
Little baby Ruth.

00:40:53.349 --> 00:40:54.268
Taylor just dropped a link.

00:40:54.289 --> 00:40:54.889
I don't know why Taylor

00:40:54.909 --> 00:40:56.090
dropped a link in our private chat.

00:40:56.909 --> 00:40:59.331
Just talking about your boy.

00:41:00.170 --> 00:41:00.431
Anyhow.

00:41:00.871 --> 00:41:01.550
All right.

00:41:01.731 --> 00:41:02.251
You did.

00:41:02.931 --> 00:41:03.771
The other thing is we're

00:41:03.811 --> 00:41:04.572
actually coming up on the

00:41:04.612 --> 00:41:05.592
show a couple weeks.

00:41:05.652 --> 00:41:06.552
I got to pull up his name.

00:41:08.340 --> 00:41:10.461
he's been putting out in the

00:41:11.302 --> 00:41:13.623
theme of I gotta find this

00:41:13.664 --> 00:41:16.186
cat I don't want to butcher

00:41:16.206 --> 00:41:22.050
his name Xavier I don't

00:41:22.170 --> 00:41:22.990
know why I wanted to call

00:41:23.010 --> 00:41:24.771
him something else Xavier

00:41:24.952 --> 00:41:26.673
every day for the last 15

00:41:26.673 --> 00:41:28.494
days 20 days now he's been

00:41:28.534 --> 00:41:30.215
posting today is day 20

00:41:30.215 --> 00:41:33.057
actually so today's post

00:41:33.139 --> 00:41:34.579
Xavier he's posting the 60

00:41:34.579 --> 00:41:36.041
things to do in junk removal

00:41:36.820 --> 00:41:37.521
And obviously,

00:41:37.601 --> 00:41:38.661
it's 60 things to do if you

00:41:38.681 --> 00:41:40.302
want to fail at Jungle Rule.

00:41:40.623 --> 00:41:41.844
So number 20 is a third of

00:41:41.864 --> 00:41:42.324
the way through.

00:41:42.724 --> 00:41:43.905
Number 20, stop hiring.

00:41:44.304 --> 00:41:46.126
A two-person crew is forever, right?

00:41:46.467 --> 00:41:47.867
It's not like employees ever leave.

00:41:48.188 --> 00:41:49.208
No need for backups when

00:41:49.228 --> 00:41:51.048
you've got external loyalty on your team.

00:41:52.309 --> 00:41:52.630
Eternal?

00:41:52.769 --> 00:41:53.690
Eternal, not external.

00:41:53.831 --> 00:41:55.431
Eternal loyalty on your team.

00:41:55.572 --> 00:41:56.831
So yes, there is your boy.

00:41:56.851 --> 00:41:59.474
Yeah, there's your boy.

00:41:59.534 --> 00:42:00.074
He's killing it.

00:42:00.153 --> 00:42:01.855
I'm absolutely looking

00:42:01.894 --> 00:42:04.536
forward to having him on the show.

00:42:04.556 --> 00:42:04.737
Who is it?

00:42:06.070 --> 00:42:06.697
Xavier?

00:42:06.717 --> 00:42:07.623
Oh, yeah.

00:42:09.534 --> 00:42:12.135
And from what I can see,

00:42:12.175 --> 00:42:14.416
he's a reformed 800-guy junk guy.

00:42:15.257 --> 00:42:19.778
Seems like junkify, junk-ify.com,

00:42:19.798 --> 00:42:20.679
where he gives you all the

00:42:20.719 --> 00:42:21.559
junk removal secrets.

00:42:21.860 --> 00:42:23.119
Sounds like I'm reading from a show.

00:42:23.380 --> 00:42:24.119
No, I'm really not.

00:42:24.159 --> 00:42:25.240
I'm just looking at his Facebook.

00:42:26.041 --> 00:42:29.001
I have years of radio underneath my belt,

00:42:29.402 --> 00:42:30.143
so I know how to read

00:42:30.722 --> 00:42:32.864
promos where you sound like yourself,

00:42:33.304 --> 00:42:34.083
kind of, but not 100%.

00:42:34.083 --> 00:42:36.105
So that's what I went with there.

00:42:40.414 --> 00:42:41.014
What I like about him,

00:42:41.034 --> 00:42:41.795
he's the one that posted a

00:42:41.815 --> 00:42:42.835
thing about 800-guy junk

00:42:42.875 --> 00:42:44.715
buying or reposted a thing

00:42:45.376 --> 00:42:46.577
about the 3,000 Teslas.

00:42:46.697 --> 00:42:48.077
Obviously, it's April Fool's joke,

00:42:48.157 --> 00:42:49.038
which drives me nuts.

00:42:51.880 --> 00:42:54.860
No, what Taylor was saying was, hey,

00:42:54.880 --> 00:42:55.701
we should talk about the

00:42:55.740 --> 00:42:58.722
top 20 things or 10 things to not do.

00:43:00.324 --> 00:43:01.523
And then Taylor posted up

00:43:01.543 --> 00:43:04.304
your boy Ricardo's video of

00:43:04.304 --> 00:43:06.226
20 things not to do in junk removal.

00:43:06.947 --> 00:43:07.686
I haven't watched that.

00:43:08.411 --> 00:43:09.853
I don't think he likes me very much.

00:43:09.893 --> 00:43:11.878
I hit him up after his little summit,

00:43:12.099 --> 00:43:13.802
and it was very short-lived.

00:43:13.842 --> 00:43:17.048
I was like, okay, cool.

00:43:17.851 --> 00:43:19.353
I really don't watch other people's stuff.

00:43:20.693 --> 00:43:23.074
And actually,

00:43:23.394 --> 00:43:24.695
I'd love to hear from our listeners.

00:43:25.856 --> 00:43:27.237
I did see a post last week

00:43:27.297 --> 00:43:28.259
where someone's like,

00:43:29.239 --> 00:43:31.001
stop fucking posting how to price shit.

00:43:31.041 --> 00:43:33.121
Figure it out on your own.

00:43:33.623 --> 00:43:34.023
I saw that.

00:43:34.063 --> 00:43:35.784
I was like, all right, I like this guy.

00:43:35.804 --> 00:43:36.985
I said, hey,

00:43:37.005 --> 00:43:38.286
how much would you charge to

00:43:38.326 --> 00:43:39.226
get rid of these people?

00:43:39.847 --> 00:43:40.447
Yeah, yeah.

00:43:40.807 --> 00:43:41.487
That was a good post.

00:43:41.728 --> 00:43:42.349
I think that's why I saw it,

00:43:42.369 --> 00:43:43.048
because it was like, hey,

00:43:43.248 --> 00:43:44.030
your friend Casey is

00:43:44.070 --> 00:43:45.210
talking shit on Facebook.

00:43:45.449 --> 00:43:45.690
I was like,

00:43:45.891 --> 00:43:46.791
sounds like something he would do.

00:43:46.811 --> 00:43:48.672
Sitting there taking a shit scrollie,

00:43:48.692 --> 00:43:49.353
and I'm like, all right,

00:43:49.753 --> 00:43:51.474
what messed up Casey this week?

00:43:51.733 --> 00:43:53.994
Yeah, that's how we do it, right?

00:43:55.076 --> 00:43:55.416
No,

00:43:55.456 --> 00:43:57.077
the Facebook groups have been kind of

00:43:57.117 --> 00:43:58.418
quiet, from what I can see.

00:43:58.657 --> 00:43:59.378
So I don't know if people

00:43:59.418 --> 00:44:00.518
are stepping up their game.

00:44:00.539 --> 00:44:01.239
I don't know if people are

00:44:01.280 --> 00:44:02.579
actually busy working,

00:44:02.820 --> 00:44:03.661
or people have bowed out.

00:44:04.742 --> 00:44:06.222
Well, we got banned from that one in...

00:44:07.503 --> 00:44:08.226
The bigger one.

00:44:08.246 --> 00:44:09.574
I didn't get fucking banned.

00:44:09.695 --> 00:44:10.197
You got fucking banned.

00:44:10.217 --> 00:44:11.322
Trash Talk Business Podcast.

00:44:11.342 --> 00:44:11.684
Yes, we.

00:44:13.130 --> 00:44:14.971
Yeah, me and Andy.

00:44:15.050 --> 00:44:15.711
I'm fucking good.

00:44:16.192 --> 00:44:17.112
I lay low.

00:44:17.333 --> 00:44:17.592
Actually,

00:44:17.793 --> 00:44:19.875
the one time I did... I'm banned

00:44:19.914 --> 00:44:21.675
and so is the podcast from that group.

00:44:23.077 --> 00:44:23.516
21,000 members.

00:44:23.976 --> 00:44:26.539
I think I'm still in.

00:44:26.639 --> 00:44:27.619
I have talked on this show

00:44:27.639 --> 00:44:29.521
about how I don't talk on those.

00:44:30.041 --> 00:44:30.981
The one time it was like, hey,

00:44:31.001 --> 00:44:31.702
show us your gear.

00:44:32.422 --> 00:44:33.643
I took a picture and I sent it.

00:44:33.844 --> 00:44:35.525
It's like a badass hat I fucking like.

00:44:35.565 --> 00:44:36.085
No big deal.

00:44:36.726 --> 00:44:37.186
Speaking of gear,

00:44:37.246 --> 00:44:38.867
I'm rocking my jobber shirt today.

00:44:38.887 --> 00:44:40.407
That's when you know I need to do laundry.

00:44:42.233 --> 00:44:43.494
And then one guy's like, hey, man,

00:44:43.534 --> 00:44:44.474
you always talk about your podcast.

00:44:44.494 --> 00:44:45.193
You don't comment on these.

00:44:45.213 --> 00:44:45.974
And I was like, ah, shit.

00:44:45.994 --> 00:44:46.574
Yep, you got me.

00:44:47.934 --> 00:44:49.356
So that is the one time I did post,

00:44:49.476 --> 00:44:50.215
although it was a picture.

00:44:50.235 --> 00:44:51.036
It wasn't a politically

00:44:51.077 --> 00:44:52.777
driven opinion or perspective.

00:44:53.677 --> 00:44:55.197
Speaking of John.

00:44:55.798 --> 00:44:56.639
No, what?

00:44:56.938 --> 00:44:57.518
What's that face?

00:44:58.079 --> 00:44:58.940
Why I can't listen.

00:44:59.519 --> 00:45:00.541
It's hard for me to listen

00:45:00.800 --> 00:45:01.920
or watch podcasts during

00:45:01.940 --> 00:45:03.322
the day because I'm

00:45:03.422 --> 00:45:04.661
constantly on the damn phone.

00:45:05.663 --> 00:45:05.802
Yeah.

00:45:06.422 --> 00:45:07.202
And if I get in the middle

00:45:07.242 --> 00:45:08.963
of something that that will

00:45:08.983 --> 00:45:10.045
be ended by like a 30

00:45:10.045 --> 00:45:10.784
minute conversation.

00:45:11.701 --> 00:45:13.083
And then something else kind of develops.

00:45:14.224 --> 00:45:15.585
So I don't know.

00:45:15.726 --> 00:45:16.726
I wish I could listen to

00:45:16.766 --> 00:45:18.528
more podcasts and stuff,

00:45:18.548 --> 00:45:20.311
but the most time I get, like you said,

00:45:20.351 --> 00:45:20.871
man, I can be on the,

00:45:21.612 --> 00:45:22.994
go in the bathroom and I'll

00:45:23.014 --> 00:45:23.994
catch some of Joe Rogan

00:45:24.014 --> 00:45:25.277
stuff or I'll catch something.

00:45:25.297 --> 00:45:26.418
I'm like, Oh, that's, that's good point.

00:45:26.458 --> 00:45:26.938
Or that's funny.

00:45:26.978 --> 00:45:27.039
And,

00:45:28.617 --> 00:45:29.936
I struggle listening to

00:45:29.996 --> 00:45:31.818
long-form content or

00:45:31.878 --> 00:45:32.918
reading because as soon as

00:45:32.938 --> 00:45:33.978
I hear one good idea,

00:45:34.217 --> 00:45:36.039
I want to go execute it on a high level.

00:45:36.398 --> 00:45:38.079
So I'm better at short-form content.

00:45:38.958 --> 00:45:40.518
I do my 15-minute live show

00:45:40.760 --> 00:45:41.619
before this every week,

00:45:41.920 --> 00:45:43.579
and I have loyal listeners that tell me,

00:45:43.599 --> 00:45:43.719
yep,

00:45:44.099 --> 00:45:45.440
they listen to the entire thing every

00:45:45.460 --> 00:45:45.619
week.

00:45:45.860 --> 00:45:47.360
Or we have listeners that listen to this.

00:45:47.701 --> 00:45:49.521
Most of the guys are banging out jobs.

00:45:50.121 --> 00:45:51.481
The whole goal is you listen for an hour,

00:45:51.521 --> 00:45:52.501
get your two or three nuggets,

00:45:52.541 --> 00:45:53.021
and drive on.

00:45:53.601 --> 00:45:55.182
It's like I saw Jordan

00:45:55.202 --> 00:45:56.443
Peterson a couple weeks ago, right?

00:45:56.764 --> 00:45:57.884
In person, 90 minutes.

00:45:58.603 --> 00:45:59.545
I had five takeaways.

00:45:59.585 --> 00:46:01.425
That's a shitload of takeaways,

00:46:01.786 --> 00:46:03.586
even though we've talked for 90 minutes.

00:46:03.626 --> 00:46:03.847
I mean,

00:46:05.007 --> 00:46:06.088
if I sat down with everybody in the

00:46:06.148 --> 00:46:06.847
audience and we wrote down

00:46:06.927 --> 00:46:07.748
every one of our takeaways,

00:46:07.768 --> 00:46:09.429
you probably have 100 good takeaways.

00:46:10.130 --> 00:46:11.010
These are the five I had.

00:46:11.909 --> 00:46:12.590
It's a retain.

00:46:12.650 --> 00:46:13.650
It's a retainment.

00:46:13.710 --> 00:46:14.811
How much can you retain from

00:46:14.891 --> 00:46:15.871
a single conversation?

00:46:16.271 --> 00:46:17.592
Yeah, what slaps what matters.

00:46:18.496 --> 00:46:19.876
Yeah, the other thing is,

00:46:20.117 --> 00:46:21.577
so I recently started a book,

00:46:22.237 --> 00:46:23.099
started reading a new book

00:46:23.199 --> 00:46:24.559
that I hadn't read before.

00:46:25.780 --> 00:46:27.920
And you mentioned it on the last show,

00:46:28.862 --> 00:46:30.922
and I want to tell you my thoughts on it.

00:46:31.983 --> 00:46:33.264
It was hard to get into.

00:46:33.664 --> 00:46:37.045
The first 40 pages were just dead boring.

00:46:37.726 --> 00:46:38.387
Holy crap.

00:46:39.068 --> 00:46:39.768
I pushed through,

00:46:40.047 --> 00:46:42.349
but it's the seven habits

00:46:42.409 --> 00:46:43.369
of a highly effective writer.

00:46:43.972 --> 00:46:45.815
That is by far my favorite book.

00:46:45.835 --> 00:46:47.317
Seven Habits of Highly Effective People.

00:46:47.376 --> 00:46:48.657
Stephen Covey.

00:46:49.239 --> 00:46:49.398
Yeah.

00:46:49.559 --> 00:46:49.778
Yeah.

00:46:49.860 --> 00:46:51.782
I started reading it.

00:46:52.702 --> 00:46:54.324
I mean, I was struggling at first, man.

00:46:54.405 --> 00:46:55.326
It was rough to get it.

00:46:55.806 --> 00:46:56.766
The very first part of it is

00:46:56.786 --> 00:46:57.547
just super boring.

00:46:57.728 --> 00:46:59.690
Like, I did not want to keep going.

00:47:00.952 --> 00:47:01.552
Because, I mean...

00:47:03.286 --> 00:47:04.226
It's like 80 pages before

00:47:04.266 --> 00:47:05.487
you actually get into the habits.

00:47:06.166 --> 00:47:07.628
You're like, just give me the seven habits,

00:47:07.668 --> 00:47:07.867
man.

00:47:07.907 --> 00:47:08.847
Just tell me what I need to do.

00:47:09.427 --> 00:47:11.228
And then I'll give you a little teaser.

00:47:11.608 --> 00:47:12.969
The last chapter is like, all right,

00:47:13.090 --> 00:47:13.949
of these seven habits,

00:47:14.550 --> 00:47:17.032
find two or three that work for you.

00:47:17.512 --> 00:47:17.711
Right.

00:47:18.231 --> 00:47:19.652
So what the beautiful thing

00:47:19.753 --> 00:47:21.833
is from that book, there was two habits.

00:47:21.873 --> 00:47:23.014
And I'm like, yep, those are the two.

00:47:23.454 --> 00:47:23.853
And they have.

00:47:24.074 --> 00:47:26.175
So I had to do a book report.

00:47:26.235 --> 00:47:26.614
I had to.

00:47:26.675 --> 00:47:27.795
I got to do a book report.

00:47:28.456 --> 00:47:29.876
in college when I was matc

00:47:29.896 --> 00:47:30.817
for my associate's degree

00:47:31.056 --> 00:47:32.197
on that you know it was a

00:47:32.257 --> 00:47:32.978
five to seven minute

00:47:32.998 --> 00:47:35.878
presentation two two uh um

00:47:36.998 --> 00:47:38.079
we got two habits and you

00:47:38.099 --> 00:47:39.019
gotta speak to them and the

00:47:39.119 --> 00:47:41.021
two I picked that day still

00:47:41.061 --> 00:47:42.541
hold true today and those

00:47:42.581 --> 00:47:44.101
two habits are sharpen the saw

00:47:45.541 --> 00:47:47.103
And begin with the end of mine.

00:47:47.643 --> 00:47:47.824
Yeah.

00:47:47.844 --> 00:47:48.125
Begin.

00:47:48.324 --> 00:47:49.306
So I remember that was begin

00:47:49.326 --> 00:47:49.806
with the end of mine.

00:47:50.047 --> 00:47:51.547
And I talk about it often because for me,

00:47:51.588 --> 00:47:52.188
it's like sharpen.

00:47:52.208 --> 00:47:52.969
So I honestly,

00:47:52.989 --> 00:47:54.070
I don't remember the other five habits.

00:47:54.610 --> 00:47:55.831
I talk about the book all the time.

00:47:55.851 --> 00:47:56.271
There's seven.

00:47:56.291 --> 00:47:57.393
Here are the two that I'm

00:47:57.494 --> 00:47:59.034
committed to sharpen the song.

00:47:59.195 --> 00:48:00.335
That's why we do the show every week.

00:48:00.356 --> 00:48:01.416
It's one hour that we are

00:48:01.476 --> 00:48:03.659
dedicated to being better.

00:48:04.480 --> 00:48:05.721
Or for me that I am being

00:48:05.782 --> 00:48:06.722
better at my craft,

00:48:06.762 --> 00:48:07.382
whether you and I are

00:48:07.422 --> 00:48:08.143
talking about it and we're

00:48:08.563 --> 00:48:10.206
researching stuff or we're

00:48:11.766 --> 00:48:13.568
um what do you call it or we

00:48:13.608 --> 00:48:15.148
are getting into guests

00:48:15.190 --> 00:48:15.909
that tell us something

00:48:15.969 --> 00:48:16.891
right like this is all

00:48:16.951 --> 00:48:21.393
about how do we um or how

00:48:21.414 --> 00:48:23.715
do we how do I increase my

00:48:23.855 --> 00:48:25.677
skills right again sharpen

00:48:25.697 --> 00:48:26.777
the saw so that when I do

00:48:26.818 --> 00:48:28.438
go out day in and day out I

00:48:28.619 --> 00:48:29.639
i am a more combat

00:48:29.659 --> 00:48:33.181
effective jungle person or leader

00:48:34.434 --> 00:48:34.974
Banner of jobs.

00:48:34.994 --> 00:48:35.494
I like that.

00:48:36.215 --> 00:48:37.695
I like that because first years,

00:48:37.715 --> 00:48:38.735
let's just say the first

00:48:38.775 --> 00:48:40.996
five years of your junk removal journey,

00:48:41.356 --> 00:48:42.916
were you putting together pro formas?

00:48:43.237 --> 00:48:45.456
Were you looking at pro formas quarterly?

00:48:45.476 --> 00:48:47.697
I mean, yeah, absolutely.

00:48:47.717 --> 00:48:48.657
I was all about that life.

00:48:49.079 --> 00:48:49.918
I was doing that.

00:48:49.938 --> 00:48:51.199
That's the thing is my first year.

00:48:51.239 --> 00:48:53.239
I wasn't, I didn't know better.

00:48:53.260 --> 00:48:57.121
And when I realized how much

00:48:57.201 --> 00:48:58.581
power there is in the back

00:48:58.621 --> 00:49:00.882
end of your business, it goes right.

00:49:01.021 --> 00:49:02.822
Sharpen your sharpen the song or whatever.

00:49:03.655 --> 00:49:05.056
improving those processes in

00:49:05.338 --> 00:49:08.360
the back end are so important that for me,

00:49:09.081 --> 00:49:10.442
if I could do that in the back end,

00:49:10.521 --> 00:49:11.322
it would actually improve

00:49:11.362 --> 00:49:12.963
the front end 10 times.

00:49:13.905 --> 00:49:14.025
Well,

00:49:14.045 --> 00:49:14.925
that's because you got to begin with

00:49:14.945 --> 00:49:15.666
the end state in mind.

00:49:16.327 --> 00:49:16.668
Again,

00:49:17.088 --> 00:49:18.108
going back to capture your data

00:49:18.128 --> 00:49:18.949
about golf, right?

00:49:19.150 --> 00:49:19.951
Begin with the end state.

00:49:19.990 --> 00:49:22.393
The end state is someday this may matter.

00:49:22.693 --> 00:49:23.594
Let me track it today.

00:49:24.894 --> 00:49:26.576
So yeah, I'm going to, by the end of this,

00:49:26.596 --> 00:49:28.737
someday I get called up.

00:49:29.818 --> 00:49:30.440
You might get called up.

00:49:31.641 --> 00:49:31.860
Right?

00:49:32.061 --> 00:49:34.661
Someday they might look to you for your,

00:49:36.802 --> 00:49:37.043
you know,

00:49:37.083 --> 00:49:38.003
you might get called up for your

00:49:38.043 --> 00:49:38.523
golf skills.

00:49:38.884 --> 00:49:39.123
Me?

00:49:39.583 --> 00:49:40.025
Not a chance.

00:49:40.704 --> 00:49:40.885
Right?

00:49:41.125 --> 00:49:41.804
And I got the data.

00:49:41.885 --> 00:49:44.487
I go golfing like four years,

00:49:44.527 --> 00:49:45.146
five years in a row.

00:49:45.226 --> 00:49:47.128
I played one round of 18 every year.

00:49:47.547 --> 00:49:48.947
Now I'll play pitch and putt like a mother,

00:49:48.967 --> 00:49:49.108
right?

00:49:49.128 --> 00:49:52.050
I'll go play me some par three, nine holes,

00:49:52.050 --> 00:49:53.690
45 minutes, front to back.

00:49:53.730 --> 00:49:54.510
I'm back in the car and

00:49:54.530 --> 00:49:55.791
rolling down the road all day.

00:49:56.070 --> 00:49:56.711
That I can play.

00:49:57.391 --> 00:49:58.112
This 18 holes, get a cart.

00:50:00.762 --> 00:50:01.681
fucking tucker shirt and

00:50:01.722 --> 00:50:03.163
shit that's for the birds

00:50:03.862 --> 00:50:04.963
right I'll play once a year

00:50:06.704 --> 00:50:09.465
that's it and I do play if

00:50:09.505 --> 00:50:11.885
not by month okay so that's

00:50:11.905 --> 00:50:12.565
only a few times yeah

00:50:12.746 --> 00:50:13.346
there's a couple guys that

00:50:13.365 --> 00:50:14.186
play three four times a

00:50:14.206 --> 00:50:15.306
week and that's like that's

00:50:15.327 --> 00:50:16.467
their thing that's the

00:50:16.527 --> 00:50:19.108
instinct in mind that's

00:50:19.128 --> 00:50:19.849
where you want to get to

00:50:20.588 --> 00:50:23.369
yeah but that doesn't do with golf

00:50:26.601 --> 00:50:27.501
Yeah, it has to do with work.

00:50:28.382 --> 00:50:29.822
Yeah, you're a sales guy.

00:50:29.842 --> 00:50:30.724
You're a business development guy.

00:50:31.184 --> 00:50:31.324
No,

00:50:31.724 --> 00:50:33.045
my ideal situation is I'm doing

00:50:33.105 --> 00:50:34.985
operations, I'm traveling, and golf is,

00:50:35.306 --> 00:50:37.987
man, not a good use of my time.

00:50:42.170 --> 00:50:42.690
What else do you got?

00:50:42.710 --> 00:50:43.172
Anything else?

00:50:43.492 --> 00:50:44.753
I feel like we're stretching

00:50:44.773 --> 00:50:45.672
this episode for the sake

00:50:45.693 --> 00:50:46.914
of stretching the episode right now.

00:50:47.253 --> 00:50:47.753
Well, I mean,

00:50:47.793 --> 00:50:48.735
we had some really good

00:50:48.855 --> 00:50:49.996
points that just kind of were

00:50:50.936 --> 00:50:51.235
I mean,

00:50:51.255 --> 00:50:52.916
we didn't really elaborate too much.

00:50:52.956 --> 00:50:54.297
We really couldn't elaborate too much,

00:50:54.338 --> 00:50:54.938
I guess.

00:50:55.157 --> 00:50:55.878
There's not an argument.

00:50:55.898 --> 00:50:58.418
The biggest thing is, yeah, I mean,

00:50:58.719 --> 00:50:59.480
it's quarter two.

00:51:00.739 --> 00:51:02.181
And the cool thing is,

00:51:03.621 --> 00:51:04.762
now's a great time to look back.

00:51:04.802 --> 00:51:05.523
You have data.

00:51:05.702 --> 00:51:07.123
You have a whole quarter of

00:51:07.182 --> 00:51:09.063
data to look at your next quarter.

00:51:09.384 --> 00:51:09.543
Look,

00:51:09.563 --> 00:51:10.744
if you don't want to put a pro forma

00:51:10.764 --> 00:51:12.025
together, that's on you.

00:51:12.485 --> 00:51:13.525
But what you could do is say, hey,

00:51:13.545 --> 00:51:13.965
you know what?

00:51:14.266 --> 00:51:15.286
What can I plan for?

00:51:15.387 --> 00:51:18.047
We know statistically the

00:51:18.068 --> 00:51:19.829
first quarter is never the best quarter.

00:51:20.731 --> 00:51:20.971
Right.

00:51:21.811 --> 00:51:22.532
Yeah.

00:51:22.552 --> 00:51:22.952
Yeah.

00:51:23.313 --> 00:51:23.693
It depends.

00:51:23.914 --> 00:51:24.054
Yeah.

00:51:24.074 --> 00:51:24.713
It depends on.

00:51:25.034 --> 00:51:25.175
Yeah.

00:51:25.215 --> 00:51:25.855
Well, great.

00:51:25.875 --> 00:51:26.735
It depends on your business.

00:51:26.815 --> 00:51:27.275
I would say yes.

00:51:27.356 --> 00:51:28.097
And junk rules.

00:51:28.416 --> 00:51:28.577
Yeah.

00:51:28.597 --> 00:51:29.998
Statistically speaking, typically not.

00:51:30.778 --> 00:51:30.998
Right.

00:51:31.079 --> 00:51:32.420
So what you could do is use

00:51:32.440 --> 00:51:33.240
that as a baseline,

00:51:33.320 --> 00:51:34.222
a worst case scenario.

00:51:34.262 --> 00:51:37.123
Hey, if we do the same exact same,

00:51:37.204 --> 00:51:38.445
everything we did the first quarter,

00:51:38.846 --> 00:51:40.626
what does our Q2 and three look like?

00:51:41.007 --> 00:51:41.206
Right.

00:51:41.248 --> 00:51:41.407
Yeah.

00:51:41.887 --> 00:51:43.228
So that way you can get

00:51:43.289 --> 00:51:44.550
something started and say, well,

00:51:44.730 --> 00:51:46.452
if we did, let's just say we did,

00:51:46.911 --> 00:51:48.793
you know, I don't know,

00:51:48.793 --> 00:51:49.514
$60,000 in our first quarter.

00:51:49.833 --> 00:51:50.054
All right.

00:51:50.114 --> 00:51:50.335
Great.

00:51:51.271 --> 00:51:53.233
So based on that, you know,

00:51:53.253 --> 00:51:54.994
if you do the exact same thing,

00:51:55.675 --> 00:51:58.538
you could be 120 at half the year, right?

00:51:58.657 --> 00:52:00.119
Which then, based on that,

00:52:00.139 --> 00:52:01.179
what are you going to look

00:52:01.199 --> 00:52:01.920
at at the end of the year?

00:52:02.641 --> 00:52:03.842
So there's your starting

00:52:03.862 --> 00:52:05.563
point for those that maybe

00:52:05.603 --> 00:52:06.545
are confused on where to start.

00:52:07.945 --> 00:52:08.146
Yeah.

00:52:08.525 --> 00:52:10.068
Well, here's where to start.

00:52:10.608 --> 00:52:11.289
I've talked to other people

00:52:11.309 --> 00:52:12.108
that don't even track that.

00:52:12.289 --> 00:52:12.969
They're just like, I don't know,

00:52:12.989 --> 00:52:13.971
I brought some money in or

00:52:14.010 --> 00:52:15.291
this is what my profit was every day.

00:52:15.311 --> 00:52:16.072
And I'm like, oh, you got to –

00:52:19.581 --> 00:52:19.981
You can't,

00:52:20.141 --> 00:52:21.601
you can't track profit then at

00:52:21.641 --> 00:52:22.023
that point.

00:52:22.682 --> 00:52:23.523
No, you can't.

00:52:24.023 --> 00:52:25.304
No, because what they're,

00:52:25.465 --> 00:52:26.065
what they're telling you is

00:52:26.085 --> 00:52:27.626
the results of the cashflow statement.

00:52:27.887 --> 00:52:28.626
And yet the cashflow

00:52:28.646 --> 00:52:29.708
statement doesn't do any good.

00:52:29.748 --> 00:52:30.289
If you don't know what

00:52:30.329 --> 00:52:31.530
numbers went into the cashflow statement,

00:52:31.750 --> 00:52:33.010
because how did we get to this end state?

00:52:34.351 --> 00:52:34.592
You know?

00:52:35.311 --> 00:52:35.512
Oh yeah.

00:52:36.052 --> 00:52:36.193
No.

00:52:36.213 --> 00:52:37.094
So at the very least you

00:52:37.134 --> 00:52:38.594
need to be tracking at the very least,

00:52:38.655 --> 00:52:38.775
right?

00:52:38.815 --> 00:52:41.056
Here's, here's my no shit, right?

00:52:41.097 --> 00:52:42.677
You're, you're from a financial standpoint,

00:52:43.418 --> 00:52:46.481
you need your service revenue.

00:52:48.503 --> 00:52:50.905
Other revenue, do not combine them, right?

00:52:51.186 --> 00:52:54.467
So other revenue can be scrap, resale,

00:52:54.588 --> 00:52:55.489
whatever, right?

00:52:55.668 --> 00:52:56.389
That has to be different

00:52:56.409 --> 00:52:57.289
than service because that's

00:52:57.331 --> 00:52:58.510
a comparable number, right?

00:52:58.550 --> 00:52:59.411
How many dollars of scrap

00:52:59.431 --> 00:53:01.474
for every dollar of service revenue,

00:53:01.494 --> 00:53:01.614
right?

00:53:01.634 --> 00:53:03.014
So service revenue, sales revenue,

00:53:03.594 --> 00:53:04.536
minimum on the top line.

00:53:05.036 --> 00:53:06.856
Next things, cost of goods sold.

00:53:07.378 --> 00:53:08.458
So that's your variable cost.

00:53:08.759 --> 00:53:10.599
That's your variable employees, your fuel.

00:53:11.380 --> 00:53:12.722
All the things you need to

00:53:12.822 --> 00:53:15.523
do to complete the job, right?

00:53:15.543 --> 00:53:16.585
Yeah.

00:53:17.489 --> 00:53:18.028
Disposal,

00:53:18.869 --> 00:53:20.550
hourly employees and fuel are the

00:53:20.590 --> 00:53:20.849
top three.

00:53:20.889 --> 00:53:21.789
All right.

00:53:21.889 --> 00:53:23.150
And then you need your next thing.

00:53:23.750 --> 00:53:25.030
So data point number four,

00:53:25.550 --> 00:53:27.471
you need your fixed expenses.

00:53:28.110 --> 00:53:28.271
Right.

00:53:28.570 --> 00:53:30.132
Those are your on the business expensive.

00:53:30.572 --> 00:53:31.411
That's going to be your rent.

00:53:31.532 --> 00:53:32.871
That's going to be your insurance.

00:53:33.271 --> 00:53:34.833
That's going to be advertising.

00:53:35.172 --> 00:53:35.353
Right.

00:53:35.652 --> 00:53:36.773
It does not cost you.

00:53:37.532 --> 00:53:38.673
These are the costs you have

00:53:38.773 --> 00:53:39.833
before the phone even rings.

00:53:41.427 --> 00:53:42.047
And then you're going to

00:53:42.068 --> 00:53:43.028
have your profit because

00:53:43.048 --> 00:53:43.568
you're going to take your

00:53:43.608 --> 00:53:44.809
service revenue along with

00:53:44.849 --> 00:53:45.628
your sales revenue,

00:53:45.710 --> 00:53:46.889
less your cost of goods sold.

00:53:46.909 --> 00:53:48.250
You'll get your gross income.

00:53:48.269 --> 00:53:48.771
Then you're going to

00:53:48.791 --> 00:53:49.670
subtract your gross income

00:53:49.710 --> 00:53:50.590
for your expenses and

00:53:50.610 --> 00:53:51.692
you're going to give your net income,

00:53:52.152 --> 00:53:52.251
right?

00:53:52.271 --> 00:53:53.192
And then you're going to get a percentage,

00:53:53.231 --> 00:53:53.351
right?

00:53:53.371 --> 00:53:54.612
So those are the minimums you need.

00:53:55.492 --> 00:53:56.893
Then on a balance sheet,

00:53:57.014 --> 00:53:58.014
who do you owe money to and

00:53:58.074 --> 00:53:58.914
or what money do you have?

00:53:59.534 --> 00:54:00.635
That's it, right?

00:54:01.175 --> 00:54:02.014
If you say, hey, my truck,

00:54:02.715 --> 00:54:05.036
Kelly Blue Book says it worth $20,000,

00:54:05.036 --> 00:54:05.255
cool.

00:54:05.697 --> 00:54:07.476
Put it down as an asset, $20,000 truck,

00:54:07.777 --> 00:54:09.478
like minimum kind of things like that.

00:54:10.762 --> 00:54:12.063
then you depreciate it right

00:54:12.083 --> 00:54:12.623
so you can at least

00:54:12.704 --> 00:54:13.304
appreciate it because

00:54:13.324 --> 00:54:13.824
you'll have to show that

00:54:13.844 --> 00:54:14.945
you brought the business

00:54:14.985 --> 00:54:17.186
yada yada next of the data

00:54:17.706 --> 00:54:18.788
for me at least marketing

00:54:18.867 --> 00:54:19.588
right where did my leads

00:54:19.628 --> 00:54:20.668
come from at the very least

00:54:21.568 --> 00:54:22.389
marketing where did the

00:54:22.429 --> 00:54:24.030
money come from where

00:54:24.251 --> 00:54:25.150
what's your top lead

00:54:25.170 --> 00:54:27.251
producer right now me

00:54:28.373 --> 00:54:30.733
networking networking yeah

00:54:31.235 --> 00:54:32.815
yeah 100 networking really

00:54:33.335 --> 00:54:35.856
oh yeah so not google or no

00:54:36.016 --> 00:54:37.097
facebook really

00:54:37.842 --> 00:54:40.023
networking has been last year.

00:54:40.023 --> 00:54:42.284
52% of our new business came

00:54:42.324 --> 00:54:42.846
from networking.

00:54:44.327 --> 00:54:45.228
20% came from referrals.

00:54:45.827 --> 00:54:47.148
So you talk about why,

00:54:47.349 --> 00:54:49.070
why it matters to be compute, you know,

00:54:49.110 --> 00:54:50.632
community oriented.

00:54:50.632 --> 00:54:51.532
70% of my business involved

00:54:51.552 --> 00:54:52.373
me being in the community.

00:54:55.914 --> 00:54:58.456
I mean, then, then, then they, then Google,

00:54:58.496 --> 00:54:59.257
and then they see the truck.

00:54:59.717 --> 00:55:00.179
That's it.

00:55:00.318 --> 00:55:00.518
That's,

00:55:02.605 --> 00:55:03.465
That's how I get my business.

00:55:03.525 --> 00:55:03.684
Right.

00:55:03.844 --> 00:55:04.746
But networking also was

00:55:04.786 --> 00:55:05.806
involved in me going on LinkedIn.

00:55:06.025 --> 00:55:06.186
Right.

00:55:06.226 --> 00:55:07.746
I post a shitload of things on LinkedIn.

00:55:07.967 --> 00:55:08.827
I'm here doing the show.

00:55:09.086 --> 00:55:09.766
This is networking.

00:55:10.347 --> 00:55:10.547
Yeah.

00:55:10.646 --> 00:55:10.806
Right.

00:55:11.027 --> 00:55:11.847
This isn't, this is,

00:55:12.168 --> 00:55:13.148
this is not marketing

00:55:13.188 --> 00:55:14.128
dollars because what

00:55:14.168 --> 00:55:15.949
happens is when I walk into a room, right,

00:55:15.969 --> 00:55:17.528
there's that old adage, like, you know,

00:55:17.809 --> 00:55:18.449
hustle so hard,

00:55:18.469 --> 00:55:19.929
you never have to introduce yourself.

00:55:20.250 --> 00:55:20.929
I'm doing that right now.

00:55:21.771 --> 00:55:23.010
When I walk in a room, people are like,

00:55:23.090 --> 00:55:23.271
oh yeah,

00:55:23.311 --> 00:55:25.052
I watch your trash talk or I

00:55:25.092 --> 00:55:25.952
watch your shorts or I

00:55:25.992 --> 00:55:27.012
watch your videos on LinkedIn.

00:55:27.251 --> 00:55:28.293
Hey, I see you on YouTube.

00:55:28.532 --> 00:55:29.532
I read your blog.

00:55:30.818 --> 00:55:31.539
I bought your book.

00:55:32.018 --> 00:55:33.039
When I walk into a room,

00:55:33.340 --> 00:55:34.860
rarely do I need to introduce myself.

00:55:35.400 --> 00:55:38.922
That goes into your market.

00:55:39.322 --> 00:55:41.001
So the point of what you do,

00:55:42.003 --> 00:55:44.023
saturate your market.

00:55:44.103 --> 00:55:45.304
Right now, I am networking.

00:55:45.543 --> 00:55:46.043
Hell,

00:55:46.123 --> 00:55:48.144
on my live show that goes all across

00:55:48.164 --> 00:55:49.525
the internets, I was like, hey,

00:55:49.605 --> 00:55:50.965
I need crew chiefs and team leaders.

00:55:51.585 --> 00:55:52.206
If you know somebody in

00:55:52.226 --> 00:55:53.666
Milwaukee that wants to come work for me,

00:55:53.907 --> 00:55:54.447
let me know.

00:55:55.686 --> 00:55:57.447
If I get one person to see

00:55:57.507 --> 00:55:59.510
that and send me a lead, God bless.

00:55:59.831 --> 00:56:00.170
Actually,

00:56:00.331 --> 00:56:01.893
that's the biggest challenge I'm

00:56:02.112 --> 00:56:02.934
struggling with right now.

00:56:03.514 --> 00:56:05.097
My biggest challenge is hiring, 100%.

00:56:06.177 --> 00:56:07.980
That's literally,

00:56:08.039 --> 00:56:09.561
I would say that's the top

00:56:10.563 --> 00:56:12.385
one thing that is the most

00:56:12.425 --> 00:56:13.786
consistent in this business.

00:56:14.447 --> 00:56:15.248
You will always,

00:56:15.588 --> 00:56:16.670
and if you're not always hiring-

00:56:17.269 --> 00:56:17.929
You're going to be hurting.

00:56:18.090 --> 00:56:18.929
You're either always hiring

00:56:18.989 --> 00:56:19.951
or always hurting because

00:56:19.990 --> 00:56:21.090
you're not always hiring.

00:56:21.110 --> 00:56:21.510
Always hiring.

00:56:22.110 --> 00:56:23.050
Keep your bullpen full.

00:56:23.592 --> 00:56:24.592
That's what Xavier said, right?

00:56:24.672 --> 00:56:25.871
Just hire two guys and call it good.

00:56:26.251 --> 00:56:27.873
I am consistently hiring.

00:56:28.353 --> 00:56:30.492
I had one guy, his father passed away.

00:56:30.532 --> 00:56:31.373
So it's like, well, he's out.

00:56:31.634 --> 00:56:33.534
Another guy get a viral infection,

00:56:33.554 --> 00:56:34.813
something, something outside of work.

00:56:35.175 --> 00:56:36.034
He's out for a week or two.

00:56:36.054 --> 00:56:37.494
Another guy got bit by a dog

00:56:37.534 --> 00:56:41.556
and lacerated a tendon in his thumb.

00:56:41.835 --> 00:56:42.715
He's like, I can lift stuff.

00:56:42.755 --> 00:56:43.757
I just can't use my hand.

00:56:44.297 --> 00:56:44.697
Like, well...

00:56:46.737 --> 00:56:46.958
I mean,

00:56:46.978 --> 00:56:48.398
I guess technically he can use his hand,

00:56:48.418 --> 00:56:49.239
but he can't squeeze.

00:56:49.278 --> 00:56:51.320
He can use the hand, but he can't squeeze.

00:56:51.400 --> 00:56:52.880
I'm like, I mean,

00:56:52.920 --> 00:56:53.902
opposable digits are the

00:56:53.942 --> 00:56:55.021
reason why we run the world.

00:56:55.461 --> 00:56:57.704
If we don't get an opposable digit,

00:56:57.724 --> 00:56:58.264
we're still back.

00:56:58.304 --> 00:56:59.945
Yeah, you're right.

00:57:00.684 --> 00:57:01.925
Answering the phone is the one job.

00:57:01.945 --> 00:57:03.806
Hey, can't use the mouse.

00:57:04.067 --> 00:57:05.007
Can't navigate the mouse.

00:57:06.588 --> 00:57:06.728
Yeah,

00:57:06.748 --> 00:57:07.949
that's the one job we got covered is

00:57:08.309 --> 00:57:09.509
my office guy.

00:57:09.548 --> 00:57:09.969
That job,

00:57:10.010 --> 00:57:11.771
that position is filled to the brim.

00:57:12.190 --> 00:57:12.831
He's phenomenal.

00:57:12.931 --> 00:57:13.490
Our guy, Mike.

00:57:15.833 --> 00:57:16.492
And I met Mike.

00:57:18.393 --> 00:57:20.092
our HR guy got him because

00:57:20.132 --> 00:57:21.253
of me going out networking.

00:57:21.634 --> 00:57:22.614
Guy was pitching me HR

00:57:22.655 --> 00:57:25.675
services and now I got a great HR company,

00:57:25.715 --> 00:57:25.815
right?

00:57:25.835 --> 00:57:26.695
When I'm out networking,

00:57:26.836 --> 00:57:28.317
I'm buying and I'm selling.

00:57:28.396 --> 00:57:29.518
That's why networking is key.

00:57:30.952 --> 00:57:32.014
So there you go.

00:57:32.034 --> 00:57:32.614
There's your answer.

00:57:33.574 --> 00:57:35.175
There we go.

00:57:35.496 --> 00:57:37.416
I'll put a bow on this thing, right?

00:57:37.476 --> 00:57:39.297
Top takeaway for me after all this.

00:57:39.838 --> 00:57:40.998
I can look back and say, you know what?

00:57:41.039 --> 00:57:42.340
For me, networking is the key.

00:57:42.539 --> 00:57:43.340
That's why I do this show

00:57:43.400 --> 00:57:44.201
even on a day like today

00:57:44.240 --> 00:57:45.360
where we're reaching for straws,

00:57:46.061 --> 00:57:47.603
figuring out as we go, talking some shit.

00:57:48.242 --> 00:57:49.824
The other day, this is still networking.

00:57:49.844 --> 00:57:50.804
I'm still putting the work in.

00:57:51.083 --> 00:57:52.224
The people that joined us, right?

00:57:52.244 --> 00:57:54.065
Another touch point for Justin Waltz.

00:57:54.286 --> 00:57:55.425
We've got Andy Barton coming up.

00:57:55.686 --> 00:57:56.666
We've got Oliver coming up.

00:57:56.827 --> 00:57:57.626
All from networking.

00:57:57.766 --> 00:58:00.188
All of this is because we put the work in.

00:58:00.208 --> 00:58:00.648
105 episodes.

00:58:00.847 --> 00:58:01.528
Not everyone's going to be

00:58:01.568 --> 00:58:02.228
fucking beautiful.

00:58:02.708 --> 00:58:04.670
And yet, I can say, okay,

00:58:04.690 --> 00:58:05.670
this was a good use of my time.

00:58:05.751 --> 00:58:07.570
I doubled down on something

00:58:07.590 --> 00:58:08.012
I already know.

00:58:08.032 --> 00:58:09.072
Because there are days in

00:58:09.112 --> 00:58:09.972
junk removal and in

00:58:10.012 --> 00:58:11.952
podcasting where you're like, fuck,

00:58:12.612 --> 00:58:13.434
why do I do this?

00:58:15.507 --> 00:58:15.969
Here we are.

00:58:17.309 --> 00:58:19.409
We are in startup mode as a

00:58:19.630 --> 00:58:20.710
podcast as much as other

00:58:20.731 --> 00:58:22.972
guys are in startup mode in junk removal.

00:58:23.431 --> 00:58:24.711
It's a motherfucker sometimes.

00:58:24.811 --> 00:58:26.353
You've got to convince yourself to do it.

00:58:27.072 --> 00:58:30.074
I talked about 20 after the hour.

00:58:30.255 --> 00:58:30.994
We're figuring this shit out.

00:58:31.175 --> 00:58:31.855
We weren't even at the

00:58:31.894 --> 00:58:32.615
bottom of the hour yet.

00:58:32.635 --> 00:58:32.956
We were like,

00:58:32.976 --> 00:58:34.155
what are we going to talk about?

00:58:34.976 --> 00:58:36.416
Little brewers, little packers.

00:58:37.657 --> 00:58:38.117
It's funny.

00:58:39.038 --> 00:58:39.938
Just real quick.

00:58:39.998 --> 00:58:40.478
Before

00:58:41.485 --> 00:58:42.965
So this morning I met with Eason.

00:58:43.706 --> 00:58:44.527
He was our last guest.

00:58:44.827 --> 00:58:45.668
And him and I were talking

00:58:45.708 --> 00:58:46.949
about this property that he

00:58:46.989 --> 00:58:48.550
has that I really want.

00:58:48.570 --> 00:58:50.490
I'm probably going to buy it somehow.

00:58:51.331 --> 00:58:57.715
But his admin lady was like, hey,

00:58:59.398 --> 00:59:01.139
can we post this to our social medias?

00:59:02.340 --> 00:59:04.061
Because their audience is

00:59:04.121 --> 00:59:05.041
way different than ours, right?

00:59:05.181 --> 00:59:06.463
So they have to make sure

00:59:06.503 --> 00:59:08.103
that what's said in the

00:59:08.143 --> 00:59:09.804
podcast by either party is

00:59:09.945 --> 00:59:11.065
kosher and not like, hey,

00:59:11.909 --> 00:59:12.949
Is this going to offend some people?

00:59:13.570 --> 00:59:14.269
And he was like, you know,

00:59:14.809 --> 00:59:15.851
everything had context.

00:59:15.891 --> 00:59:17.072
So yeah, there was some cussing,

00:59:17.112 --> 00:59:19.052
but it wasn't just random ass cussing.

00:59:19.092 --> 00:59:20.413
It was X. There was content.

00:59:20.452 --> 00:59:20.552
It's,

00:59:20.612 --> 00:59:22.054
it's a couple of vets that were

00:59:22.114 --> 00:59:23.855
talking and blah, blah, blah.

00:59:23.875 --> 00:59:24.835
And she's like, Oh, okay, cool.

00:59:24.856 --> 00:59:25.735
So nothing to make us look bad.

00:59:25.775 --> 00:59:26.836
He's like, no, nothing at all.

00:59:27.416 --> 00:59:28.918
And then what's funny is she's like,

00:59:29.918 --> 00:59:30.557
we need to see,

00:59:30.637 --> 00:59:31.579
we can do another episode

00:59:31.599 --> 00:59:32.498
in like six months or something.

00:59:32.518 --> 00:59:33.840
They have a really good following.

00:59:34.460 --> 00:59:35.280
And I went,

00:59:35.541 --> 00:59:37.342
I guess she knows how to track this up,

00:59:37.362 --> 00:59:37.481
but,

00:59:38.186 --> 00:59:39.086
She's like,

00:59:39.106 --> 00:59:40.748
they have a bigger listenership

00:59:40.768 --> 00:59:41.887
than they do followers.

00:59:41.989 --> 00:59:42.889
So it would really be

00:59:42.969 --> 00:59:44.030
advantageous for us to be

00:59:44.070 --> 00:59:45.811
involved because we use

00:59:45.851 --> 00:59:47.512
this service on a daily basis.

00:59:48.273 --> 00:59:50.733
Now, this company that we had on last week,

00:59:51.074 --> 00:59:52.454
I don't know if anyone's seen it yet,

00:59:52.514 --> 00:59:58.018
but they are a family business.

00:59:58.039 --> 00:59:59.539
I would say they're probably

00:59:59.579 --> 01:00:01.601
small to medium in the DFW area.

01:00:01.940 --> 01:00:02.902
They're only in about four

01:00:02.942 --> 01:00:04.583
different towns or cities.

01:00:05.344 --> 01:00:07.284
They do very, very high-end houses.

01:00:08.050 --> 01:00:08.811
And they use us.

01:00:09.030 --> 01:00:09.831
They use junk removal.

01:00:09.851 --> 01:00:11.434
They use trash every single

01:00:11.474 --> 01:00:12.414
day because all the houses

01:00:12.775 --> 01:00:13.597
and they hire quality.

01:00:13.896 --> 01:00:16.059
So for them to see this

01:00:16.119 --> 01:00:18.722
podcast as an asset, to me,

01:00:18.742 --> 01:00:19.684
that's that's pretty cool.

01:00:19.704 --> 01:00:20.184
That's networking.

01:00:20.204 --> 01:00:20.605
Like you said,

01:00:20.744 --> 01:00:22.507
we're networking because we

01:00:22.527 --> 01:00:24.949
can sell and buy or networking.

01:00:25.791 --> 01:00:26.751
In this instance, we're selling.

01:00:27.661 --> 01:00:28.041
Here we are.

01:00:28.342 --> 01:00:31.063
This is the first episode of season three,

01:00:31.804 --> 01:00:31.943
right?

01:00:32.344 --> 01:00:34.204
104 episodes through seasons one and two.

01:00:35.284 --> 01:00:37.025
April 1st, here we are, killing it, right?

01:00:37.286 --> 01:00:38.806
And it goes back to where we started.

01:00:39.148 --> 01:00:40.208
Why we started this podcast

01:00:40.228 --> 01:00:40.829
in the first place,

01:00:41.168 --> 01:00:42.630
it was Casey and I were networking,

01:00:42.670 --> 01:00:43.469
figuring out things in two

01:00:43.489 --> 01:00:44.731
different markets that were consistent.

01:00:45.210 --> 01:00:46.052
figuring out and talking to

01:00:46.112 --> 01:00:47.112
other people in the industry,

01:00:47.373 --> 01:00:48.054
whether they were part of

01:00:48.074 --> 01:00:49.315
the franchise we were part of or not,

01:00:49.594 --> 01:00:50.456
figuring out how do we make

01:00:50.496 --> 01:00:51.896
this a better industry and

01:00:51.916 --> 01:00:53.617
how do we improve our fighting position.

01:00:53.657 --> 01:00:55.719
So where we started two

01:00:55.739 --> 01:00:56.900
years ago and where we have

01:00:56.940 --> 01:00:58.081
landed now here today,

01:00:58.762 --> 01:01:01.043
where we are officially on season three,

01:01:01.123 --> 01:01:02.666
year three of the podcast,

01:01:03.614 --> 01:01:04.715
It's all relative.

01:01:04.775 --> 01:01:06.255
It's all back to where we started.

01:01:06.335 --> 01:01:08.056
Begin with the unceded mind, Stephen Covey,

01:01:08.356 --> 01:01:09.795
seven habits of highly effective people.

01:01:10.115 --> 01:01:10.876
Sharpen the saw.

01:01:10.936 --> 01:01:11.916
Take the time to work on

01:01:11.936 --> 01:01:14.097
yourself so that you can be

01:01:14.157 --> 01:01:15.878
the best person, the best business owner,

01:01:15.898 --> 01:01:16.818
the best husband, wife,

01:01:16.898 --> 01:01:17.938
whatever your titles are,

01:01:18.237 --> 01:01:19.277
the best you can be because

01:01:19.297 --> 01:01:21.998
you are consistently putting in the work.

01:01:22.739 --> 01:01:22.958
Casey,

01:01:22.998 --> 01:01:24.139
any final thoughts before we put a

01:01:24.179 --> 01:01:24.820
bow on this thing?

01:01:24.840 --> 01:01:29.521
Final thoughts is look at what you did and

01:01:32.378 --> 01:01:33.599
implement it into the future.

01:01:33.619 --> 01:01:35.420
I guess, you know, Q1 is over and,

01:01:35.942 --> 01:01:36.922
you know, I remember not,

01:01:37.043 --> 01:01:37.623
not too long ago,

01:01:37.643 --> 01:01:38.605
we were talking about the

01:01:38.625 --> 01:01:39.306
beginning of the year.

01:01:39.326 --> 01:01:41.728
Now we are, guess what?

01:01:41.768 --> 01:01:42.528
We're, we're about to hit,

01:01:42.829 --> 01:01:44.090
hit the busiest time of the year,

01:01:44.130 --> 01:01:45.072
statistically speaking.

01:01:45.152 --> 01:01:47.614
And, um, we also know it's election year.

01:01:47.635 --> 01:01:48.275
Huh?

01:01:48.516 --> 01:01:50.277
So I don't know why we get funky.

01:01:51.565 --> 01:01:52.306
All right.

01:01:52.346 --> 01:01:52.485
Good.

01:01:52.505 --> 01:01:54.608
Maybe good farm key bridges might fall.

01:01:54.688 --> 01:01:55.509
Let's not get into that.

01:01:55.528 --> 01:01:57.130
That's another day for another podcast.

01:01:57.650 --> 01:02:00.713
A B C always be connecting.

01:02:01.014 --> 01:02:02.074
Thank you for joining myself

01:02:02.175 --> 01:02:04.757
and Casey and bubble Lawrence.

01:02:04.978 --> 01:02:06.199
Always be hiring ABH.

01:02:06.298 --> 01:02:08.260
Also that on the trash talk

01:02:08.460 --> 01:02:09.601
business podcast,

01:02:09.681 --> 01:02:11.463
we will see you again next week.

01:02:15.795 --> 01:02:16.536
Thanks for listening.

01:02:17.016 --> 01:02:18.538
Tap subscribe or follow to

01:02:18.577 --> 01:02:19.659
get the latest episode.

01:02:19.978 --> 01:02:21.460
And if you enjoyed this episode,

01:02:21.601 --> 01:02:22.400
be sure to leave us a

01:02:22.461 --> 01:02:24.123
review and tell a friend to listen.

01:02:24.603 --> 01:02:25.204
To learn more,

01:02:25.503 --> 01:02:26.965
visit Trash Talk Business

01:02:27.005 --> 01:02:28.126
Podcast dot com.

01:02:28.626 --> 01:02:28.947
Bye now.