Ep. 115 - Q2 2024 Industry Update with Andrew Barten

WEBVTT

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Here we are on episode 115

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of the Trash Talk Business Podcast,

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brought to you at our new time, 1630,

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for this week and this week only.

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This is our opportunity to grow, scale,

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and build our junk removal dreams.

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I'm Andy Wines,

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and today I'm joined by our

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quarterly guest, Mr. Andy Barton,

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to give us the quarterly Barton update.

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Mr. Andrew Barton, how are you doing today,

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sir?

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I'm doing well, Andy.

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I appreciate having me on

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the show as always.

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I know we're supposed to be

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starting here at 1600 hours.

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I apologize for that.

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I pride myself on being

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punctual and organized and

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I'm failing today.

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And here we are.

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You know what?

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Better late than never.

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It's one of my things I talk about.

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My three steps to success in

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life are to do the fucking thing,

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to tell the fucking world

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and to show the fuck up.

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Because like I say,

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I always show up when I arrive.

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And the key is it's all about quality.

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So let's have a quality show.

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So what are you seeing and feeling?

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Real quick for some of our newer listeners,

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background.

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Let's get high level.

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How long have you been doing this?

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Trucks, employees, all that fun stuff.

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Let's set the baseline that

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we'll get into where you're at this year.

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So we started in 2012 trucks.

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We actually just wrecked one.

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So we're one less than we used to be.

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I think we're sitting at 24

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now and we just had a new

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guy start today.

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So we had 15 men in the field,

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three people in the office.

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I don't know if that

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gentleman started today.

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We'll be here tomorrow though.

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So if we do this interview again tomorrow,

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it may go back down to 14 guys.

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Well,

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you had 15 guys in the field and you

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got 24 trucks.

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Yeah, I like to run,

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I run most of them singles.

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I just try to cover more

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ground and keep shit moving.

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That's fair.

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Yeah,

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we run a lot of our trucks in tandem.

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We'll run a dump truck with

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a box truck because we take

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a lot of material back to

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our facility for donating

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and sorting and whatnot.

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So that makes sense.

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All right.

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And you're still operating

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out of the two locations.

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Is that accurate?

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That is correct.

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Cherry Hill and the Point Pleasant area,

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the greater New Jersey shore area.

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And so you're saying your 24

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or your 15 head count,

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is that both locations?

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Yeah, that's both locations.

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You know, I think it sounds like a lot.

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Some of those trucks are a

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little specialized.

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They don't all move every day.

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But the other important

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thing I think to remember

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is we're at a position

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where we just can't afford

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to be down capacity.

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So we currently have three

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hook lift trucks, two cable trucks.

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We don't always need the

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second cable truck.

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We don't always need the

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third hook lift truck.

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But the problem is if you

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have a maintenance day,

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we almost always need one

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and we almost always need two.

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So, yeah.

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That's how we roll.

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Oh yeah.

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No, we, we, uh,

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we have a truck down this week.

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Um, it's in for a recall.

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So it's off our regular

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maintenance schedule.

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And we're already like, like tomorrow,

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we're like, shit, we were,

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we're kind of at capacity.

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We're running six trucks tomorrow.

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And it's like, shit,

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running six trucks tomorrow.

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Well,

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We can start pulling,

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but we can run nine trucks.

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However, we have a base load of seven.

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Those are the seven trucks we run.

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Four box trucks, three dump trucks.

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That's our base load most days.

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And after that,

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now we're starting to pull

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pickup trucks or pickup

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trucks and trailers or, like you said,

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special equipment.

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We use...

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Open trailers for hot tubs

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and things like that

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because it's much safer to wheel them on,

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wheel them off than it is

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to try to put in the dump trucks.

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And we use our dump trailer

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for a lot of scrap runs

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when we're doing larger projects.

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We don't run it all day, every day.

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So I can appreciate that.

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That's why as you grow and scale, you know,

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when you have a truck that's paid off,

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like for me at least,

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when I have a truck that is paid off,

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I have a hard time parting

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with it because I know it's there, right?

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Like,

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That's it.

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It might need to jump,

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yet it's still sitting there.

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The last truck we actually got rid of,

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it sat for six months.

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We might need to use it three times.

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It was finally to a point where I'm like,

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every time we had to use it,

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we had to jump.

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I'm like, all right,

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finally get it on down the road.

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I can appreciate having

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extra equipment as needed.

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What's up, Jordan Edwards?

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Do we know that guy?

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I don't know if I know that guy.

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What's up, man?

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I do not know Jordan.

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I like his look, though.

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He's looking sharp.

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He looks like a guy that's

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banging jobs in his truck.

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That's the look, right?

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That's the look we all had.

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For those listening only,

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Andy Barton came in hot and sweaty.

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So he's still banging jobs

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working in the field.

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So thankful to have him with

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us here today.

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I was in the field all day today, too.

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It's the nature of the beast, man.

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If you've been marketing,

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you should be working.

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That's what it comes down to.

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Oh, yeah.

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I tell people all the time,

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we do not make money in our

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business when I'm in the office.

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I need to be out at networking events.

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I need to be out cold knocking.

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I need to be out doing speaking,

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whether it's sales

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presentations or I do

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keynotes in front of audiences.

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I need to be involved in the community.

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Pick and serve junk removal.

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I like that.

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It's a fucking solid name.

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I've never seen this cat before.

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So, hey, Jordan.

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Jordan B. Edwards.

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Let's go.

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Pride and service junk removal.

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Jordan, if you can still text,

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I want to know where you're at.

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That'll be interesting.

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Maybe we'll get him chatting.

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We'll answer some questions for him today.

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All right.

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So, Andy Barton, first half of the year,

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where are you year to date

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as far as your goal,

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where you thought you were

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going to be versus where you are?

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So I was actually talking to

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Raven about this.

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I'm going to encourage you

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to put Raven on the show.

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I know we talk about it quite a few times,

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but she's the brains of

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this operation in terms of data.

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Who the hell is she?

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Oh,

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you tell me when you want to talk to

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her later on here.

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You're going to get a fresh perspective.

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These guys are going to be

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blown away by what she's capable of.

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Oh, she's wicked smart.

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It's true.

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All right.

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Do we get her on the show today yet?

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Can she slide over and jump in?

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I can work her in.

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I don't know if she's back yet, though.

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Excuse me one sec.

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Is your mother home?

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No.

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No, she's still in the office.

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She's slaving away over there.

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All right, fine.

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We'll bring Raven in.

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I'll get you what you need.

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She's not going to want to

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share the spotlight with me anyhow.

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She's got too much to say, so.

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All right, well, you're out banging jobs.

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What have you felt the year's been?

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Oh, I know we're up a decent amount.

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I don't know.

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I wish I could tell you what

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the data is here.

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Let me see if I can pull it real fast.

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I'm working on it,

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so I want to make sure I'm

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not giving you bullshit numbers.

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Jordan Edwards.

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Overall, man, I'm telling you,

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I think there's a lot of

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opportunity out there.

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We're busy.

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We're just out there

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knocking out jobs every day.

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I do think you've got to be

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a little more forgiving sometimes,

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but you can...

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you can you can make things

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happen so it's um you know

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if you if you stop spending

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money on marketing last

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year you got nervous about

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the economy I think that's

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the biggest mistake people

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made and I think my my

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advice right now is figure

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out how to start spending

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again and I'm sure if

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you're slow it doesn't feel

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good you have to spend the

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money on the marketing but

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I think it's your only way

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out and I'll tell you what man

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our industry continues to

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mature I think there's

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still a lot of room in it

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but it's an opportunity if

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you got some scale like you

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can just own market share

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right now because these

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guys are it's getting to a

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point where people can't

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catch up with you well it's

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interesting you just said

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something so there's a band

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I used to uh tour the

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country with um called

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maraschino out of milwaukee

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and they had a they had a

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song called the only way out is through

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And so right when you said

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the only way out, right?

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And that's what I thought about.

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Through the first six months of the year,

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we only spent about 80% of

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our anticipated marketing budget.

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So we had about 20% we never spent.

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And all of a sudden, May,

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we hit our number.

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June, about halfway through June,

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we're like, shit,

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we're not going to hit our number.

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We are not on track in June.

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to hit our goal number, right?

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Year over year, we're good, whatever.

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But the only number I give a

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shit about is where we are

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compared to goal.

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And so I said, hey, crank it up.

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So we cranked it up the last

00:07:42.288 --> 00:07:43.369
two weeks of June and the

00:07:43.389 --> 00:07:44.211
first week of July.

00:07:44.451 --> 00:07:45.252
We also know the Fourth of

00:07:45.271 --> 00:07:46.512
July week is historically a

00:07:46.593 --> 00:07:47.413
slow week for us.

00:07:48.603 --> 00:07:49.884
And so we put it out there

00:07:49.904 --> 00:07:51.086
and we offered special

00:07:51.105 --> 00:07:52.867
pricing for existing and

00:07:52.927 --> 00:07:55.509
new customers for like a 10-day period.

00:07:55.829 --> 00:07:57.310
And that stimulated it.

00:07:57.951 --> 00:07:59.091
I remember I was at a hot

00:07:59.112 --> 00:08:01.052
tub estimate and the lady's like, oh yeah,

00:08:01.072 --> 00:08:01.694
we've been thinking about

00:08:01.733 --> 00:08:02.353
getting rid of it.

00:08:02.434 --> 00:08:04.235
And I just saw you're 10%

00:08:04.235 --> 00:08:04.975
off for new customers.

00:08:05.016 --> 00:08:05.916
We're like, yeah, let's just do it.

00:08:06.117 --> 00:08:07.038
So it's like, you know what?

00:08:07.098 --> 00:08:08.338
That 10% made the difference.

00:08:08.678 --> 00:08:10.360
And I could eat that 10% on a hot tub.

00:08:10.399 --> 00:08:11.021
It was nearby.

00:08:11.040 --> 00:08:12.382
It was a simple one.

00:08:12.721 --> 00:08:13.762
So there was all the reasons

00:08:13.783 --> 00:08:16.084
in the world for us to offer that out.

00:08:16.665 --> 00:08:19.228
And to his point, Andy Martin hopped off.

00:08:19.249 --> 00:08:20.089
It looks like his internet's

00:08:20.331 --> 00:08:21.031
jacked up or something.

00:08:21.052 --> 00:08:21.512
We'll get him back.

00:08:22.733 --> 00:08:23.394
The whole point here is the

00:08:23.435 --> 00:08:24.196
only way out is through.

00:08:24.557 --> 00:08:26.019
The challenge is, and I'll lean into this,

00:08:26.038 --> 00:08:29.204
what Andy said is often as

00:08:29.244 --> 00:08:29.704
business owners,

00:08:29.745 --> 00:08:31.767
we will find a reason to not market.

00:08:32.469 --> 00:08:33.649
When sales are good, well,

00:08:33.690 --> 00:08:34.470
why do we need to market?

00:08:34.490 --> 00:08:34.950
Sales are good.

00:08:35.291 --> 00:08:36.010
Sales are bad, oh,

00:08:36.030 --> 00:08:37.052
we don't have the money to market.

00:08:37.251 --> 00:08:37.731
And yet,

00:08:38.331 --> 00:08:40.413
the key is to consistently market.

00:08:40.693 --> 00:08:42.375
The key is to control the situation,

00:08:42.695 --> 00:08:44.816
not let the situation control you.

00:08:46.197 --> 00:08:47.778
If anything, when we are slow,

00:08:48.038 --> 00:08:49.219
that's when I dip into my

00:08:49.259 --> 00:08:50.500
pocket a little bit more

00:08:51.019 --> 00:08:52.921
because I want to weather the storm.

00:08:52.980 --> 00:08:54.282
I want to put up a good

00:08:54.361 --> 00:08:55.903
fight when it's not working.

00:08:56.442 --> 00:08:58.004
And so the key there is to

00:08:58.083 --> 00:08:59.024
stay consistent with my

00:08:59.063 --> 00:09:00.605
marketing and also know

00:09:00.664 --> 00:09:02.485
that I have some dollars I can turn up.

00:09:02.785 --> 00:09:03.966
I can always turn up Facebook.

00:09:04.047 --> 00:09:05.587
I can always turn up Google, right?

00:09:05.607 --> 00:09:07.548
There's other, you know, I can't go, uh,

00:09:07.589 --> 00:09:09.269
go buy another truck and wrap it in,

00:09:09.409 --> 00:09:10.889
in a three day turnaround

00:09:10.909 --> 00:09:12.250
and expect it to start making me money.

00:09:12.610 --> 00:09:12.910
However,

00:09:12.951 --> 00:09:15.613
there are some things I can do to turn up,

00:09:15.993 --> 00:09:17.134
um, turn up the dollars.

00:09:17.673 --> 00:09:18.793
All right, anybody, you fell off.

00:09:18.874 --> 00:09:19.715
I carried the audience.

00:09:19.774 --> 00:09:20.554
I filibustered it.

00:09:20.995 --> 00:09:24.797
Yeah, no, I, I'm, I'm not too concerned.

00:09:25.638 --> 00:09:25.798
Um,

00:09:27.346 --> 00:09:27.546
All right,

00:09:27.566 --> 00:09:29.388
what else are you seeing in the industry?

00:09:29.607 --> 00:09:31.809
I will say you've got to be

00:09:33.851 --> 00:09:34.893
one of the most optimistic

00:09:34.972 --> 00:09:35.854
people in the industry.

00:09:35.874 --> 00:09:36.475
All right, here we go.

00:09:36.835 --> 00:09:38.176
Eddie, let's see what Eddie has to say.

00:09:38.196 --> 00:09:39.336
Eddie says, past years,

00:09:39.376 --> 00:09:40.437
whenever we got slow,

00:09:40.518 --> 00:09:41.379
I would cut marketing.

00:09:41.619 --> 00:09:42.639
This year, we kept it going,

00:09:43.160 --> 00:09:43.841
and we do even more.

00:09:43.881 --> 00:09:44.581
Let's go, Eddie.

00:09:44.682 --> 00:09:45.643
All right,

00:09:45.923 --> 00:09:47.164
this is what I love about this

00:09:47.304 --> 00:09:48.785
show and this community we

00:09:48.826 --> 00:09:49.947
have here in junk removal.

00:09:50.307 --> 00:09:51.408
When you're first starting a business,

00:09:51.969 --> 00:09:53.668
We all operate with a scarcity mindset.

00:09:53.788 --> 00:09:55.909
It's part of the lack of confidence,

00:09:55.929 --> 00:09:57.450
the lack of knowledge, right?

00:09:57.490 --> 00:09:59.070
You're consistently reacting

00:09:59.090 --> 00:09:59.730
to what the market's

00:09:59.750 --> 00:10:01.291
throwing at you versus

00:10:01.471 --> 00:10:03.171
predicting what to do.

00:10:03.591 --> 00:10:04.610
And to that point, Eddie,

00:10:04.630 --> 00:10:05.811
I appreciate your transparency.

00:10:06.130 --> 00:10:07.272
And I know I did the same thing.

00:10:07.331 --> 00:10:08.072
It's like, oh, we're slow.

00:10:08.091 --> 00:10:08.511
Let's cut.

00:10:08.552 --> 00:10:08.951
Let's cut.

00:10:08.971 --> 00:10:09.471
Let's cut.

00:10:09.731 --> 00:10:10.251
Let's save.

00:10:10.292 --> 00:10:10.711
Let's save.

00:10:10.991 --> 00:10:12.011
Now I'm like, oh, we're slow.

00:10:12.032 --> 00:10:12.852
Let's go spend more.

00:10:13.432 --> 00:10:14.513
Let's go spend more.

00:10:14.913 --> 00:10:16.253
And the key is I had money

00:10:16.273 --> 00:10:17.613
in the budget because I

00:10:17.753 --> 00:10:18.953
budget with an expectation.

00:10:18.974 --> 00:10:19.693
There's going to be a time I

00:10:19.734 --> 00:10:20.313
need to turn it on.

00:10:21.727 --> 00:10:23.229
I will give you credit here, Andy Barton.

00:10:23.389 --> 00:10:24.950
You said something last time

00:10:24.970 --> 00:10:26.971
you were on the show in April,

00:10:28.292 --> 00:10:31.134
and it completely changed my mindset.

00:10:32.455 --> 00:10:33.556
So you talked about,

00:10:33.576 --> 00:10:34.696
I don't know if you remember this,

00:10:34.797 --> 00:10:35.616
in April you talked about

00:10:35.636 --> 00:10:36.738
buying out one of your competitors.

00:10:37.577 --> 00:10:38.078
Do you remember that?

00:10:38.729 --> 00:10:39.049
I do.

00:10:39.070 --> 00:10:42.094
I heard your show there afterwards, too.

00:10:42.514 --> 00:10:43.174
A week later,

00:10:43.195 --> 00:10:44.616
I get a call from one of my competitors,

00:10:44.998 --> 00:10:46.440
and I ended up acquiring

00:10:46.500 --> 00:10:47.380
one of my competitors since

00:10:47.421 --> 00:10:48.062
our last show.

00:10:48.863 --> 00:10:50.325
It was our last show together,

00:10:50.365 --> 00:10:51.365
and I give you all the credit.

00:10:51.427 --> 00:10:51.647
Again,

00:10:51.667 --> 00:10:52.687
this is what we're building within

00:10:52.727 --> 00:10:53.649
this junk world community.

00:10:54.230 --> 00:10:55.111
Anyhow, this morning...

00:10:56.453 --> 00:10:57.434
We had a rough week last week,

00:10:58.315 --> 00:10:58.995
revenue-wise,

00:10:59.054 --> 00:10:59.956
because we took off the

00:10:59.995 --> 00:11:01.596
third and had all-team training,

00:11:01.736 --> 00:11:02.636
our quarterly training day.

00:11:02.976 --> 00:11:03.836
And then the fourth, we're off.

00:11:04.097 --> 00:11:05.677
So the three days we work, we hit goal.

00:11:06.119 --> 00:11:07.599
We do not work Saturdays.

00:11:08.360 --> 00:11:09.659
Typically, we only do e-waste events.

00:11:10.039 --> 00:11:10.721
And we didn't do an e-waste

00:11:10.780 --> 00:11:11.860
event Fourth of July

00:11:11.880 --> 00:11:12.721
weekend because no one's

00:11:12.741 --> 00:11:13.241
going to be there.

00:11:13.682 --> 00:11:14.802
And we do not work Sundays.

00:11:14.863 --> 00:11:16.342
So we got three days to make

00:11:16.423 --> 00:11:18.504
money on a five-day week.

00:11:18.524 --> 00:11:19.845
So we had a rough week overall.

00:11:20.798 --> 00:11:22.720
This morning, or last night, this morning,

00:11:22.740 --> 00:11:23.419
look at the schedule.

00:11:23.480 --> 00:11:25.120
It was a grim-looking schedule this week.

00:11:25.279 --> 00:11:27.061
Not looking great, you know?

00:11:27.620 --> 00:11:28.421
And I told them, I said,

00:11:29.321 --> 00:11:30.481
somewhere between Sunday

00:11:30.522 --> 00:11:31.981
afternoon and Monday morning,

00:11:32.062 --> 00:11:33.543
I have a little fucking pity party,

00:11:33.883 --> 00:11:34.582
panic attack.

00:11:35.123 --> 00:11:35.342
Fuck.

00:11:35.702 --> 00:11:35.863
Right?

00:11:35.982 --> 00:11:36.682
It's one of two things.

00:11:36.743 --> 00:11:38.364
Either, fuck, we got so much work,

00:11:38.384 --> 00:11:39.364
I don't have enough employees,

00:11:39.884 --> 00:11:40.845
or I don't have enough work,

00:11:40.865 --> 00:11:41.365
how the hell are we going

00:11:41.384 --> 00:11:41.845
to pay our bills?

00:11:41.884 --> 00:11:42.004
Right?

00:11:42.924 --> 00:11:44.086
It's never like I have the

00:11:44.145 --> 00:11:45.066
perfect amount of work and

00:11:45.086 --> 00:11:45.865
the best crew and we're

00:11:45.885 --> 00:11:46.407
going to get it right.

00:11:46.647 --> 00:11:48.467
I go extreme one way or the other.

00:11:49.107 --> 00:11:49.827
And he goes,

00:11:49.847 --> 00:11:51.649
so we were talking about that

00:11:51.668 --> 00:11:52.028
this morning.

00:11:52.048 --> 00:11:52.288
He goes,

00:11:52.308 --> 00:11:54.190
because he's been with me like six

00:11:54.230 --> 00:11:54.529
weeks now.

00:11:54.570 --> 00:11:56.291
He goes, is it like that every week?

00:11:56.331 --> 00:11:56.910
I go, yeah.

00:11:57.250 --> 00:11:57.532
He goes,

00:11:57.851 --> 00:11:59.272
and yet every week we make our number.

00:11:59.312 --> 00:12:00.033
I go, yep.

00:12:00.732 --> 00:12:01.533
I said, and if we don't,

00:12:01.552 --> 00:12:02.854
we can have a shitty week every month.

00:12:02.874 --> 00:12:03.714
We can have one shitty week

00:12:03.754 --> 00:12:04.674
every month and we still...

00:12:05.595 --> 00:12:06.336
Make our number, right?

00:12:06.375 --> 00:12:06.475
Like,

00:12:06.775 --> 00:12:08.278
so we had a shitty June and yet we

00:12:08.298 --> 00:12:10.721
finished up 13% over goal

00:12:10.801 --> 00:12:12.383
on top line revenue through

00:12:12.403 --> 00:12:13.143
the first six months.

00:12:13.703 --> 00:12:14.804
It's like Q1 was strong.

00:12:15.446 --> 00:12:16.647
April and May, we hit our number.

00:12:16.787 --> 00:12:17.227
And June,

00:12:17.488 --> 00:12:18.970
June was a one month in the last

00:12:18.990 --> 00:12:20.171
six that we did not hit our number.

00:12:20.431 --> 00:12:21.552
So I'm not happy about it.

00:12:21.653 --> 00:12:24.336
And yet once we closed the books on June,

00:12:24.375 --> 00:12:26.337
July one starts new month.

00:12:27.631 --> 00:12:29.192
New week, new month, new quarter.

00:12:29.533 --> 00:12:29.972
Let's go.

00:12:30.472 --> 00:12:32.254
And now we really win weekly.

00:12:32.854 --> 00:12:33.934
Day-to-day we monitor,

00:12:34.174 --> 00:12:35.294
and our goal is to win every week.

00:12:35.735 --> 00:12:36.755
And we're going to

00:12:37.196 --> 00:12:38.557
potentially lose one week a month,

00:12:39.076 --> 00:12:39.777
and that means we're still

00:12:39.817 --> 00:12:40.837
hitting the nut 75% of the time.

00:12:42.628 --> 00:12:43.168
Yeah, well,

00:12:43.268 --> 00:12:44.668
I think your perspective is 100% right,

00:12:44.688 --> 00:12:44.889
though.

00:12:45.350 --> 00:12:47.410
You can't – I think guys

00:12:47.451 --> 00:12:48.272
want to overanalyze,

00:12:48.312 --> 00:12:49.493
and I complain about this all the time,

00:12:49.552 --> 00:12:50.493
and I'm sure I've said it

00:12:50.513 --> 00:12:51.293
on your show before,

00:12:51.333 --> 00:12:53.335
but put your feet in the

00:12:53.355 --> 00:12:55.275
ground and go out and get the work.

00:12:55.537 --> 00:12:56.756
Find the work, get the work done,

00:12:56.777 --> 00:12:57.998
make it happen.

00:12:58.097 --> 00:12:59.538
Whatever your version of that is,

00:12:59.558 --> 00:13:00.399
if you need to sit in front

00:13:00.419 --> 00:13:00.980
of your computer and write

00:13:01.019 --> 00:13:01.581
estimates or if you

00:13:01.600 --> 00:13:02.181
actually need to go out in

00:13:02.201 --> 00:13:03.121
the field and motivate the

00:13:03.361 --> 00:13:04.582
men and women or if you

00:13:04.602 --> 00:13:05.123
need to go down to the

00:13:05.202 --> 00:13:06.183
office and talk to them and

00:13:06.443 --> 00:13:08.946
watch them take phone calls, get involved,

00:13:09.005 --> 00:13:09.605
stay involved,

00:13:10.005 --> 00:13:10.626
and just go out with that

00:13:10.667 --> 00:13:11.346
positive attitude.

00:13:11.466 --> 00:13:12.388
You called me optimistic.

00:13:13.128 --> 00:13:13.849
I'll tell you man I'm

00:13:13.889 --> 00:13:14.889
hunting all the time and I

00:13:14.928 --> 00:13:15.489
think that's why I'm

00:13:15.528 --> 00:13:17.649
optimistic like I fill a

00:13:17.690 --> 00:13:19.130
schedule every day some

00:13:19.171 --> 00:13:20.371
days it's filled other days

00:13:20.412 --> 00:13:21.751
I just like you said I go

00:13:21.831 --> 00:13:22.592
out and I'm like shit

00:13:22.613 --> 00:13:24.053
there's nothing to do and I

00:13:24.073 --> 00:13:24.994
start pounding the pavement

00:13:25.014 --> 00:13:25.854
making phone calls and

00:13:25.894 --> 00:13:27.754
guess what we we make shit

00:13:27.774 --> 00:13:28.655
happen we go out and make

00:13:28.716 --> 00:13:30.856
money and that's the game

00:13:30.876 --> 00:13:31.636
man you gotta you gotta

00:13:31.677 --> 00:13:32.697
maintain that positivity

00:13:32.717 --> 00:13:33.498
you gotta maintain that

00:13:33.577 --> 00:13:34.599
attitude like I'm gonna go

00:13:34.619 --> 00:13:35.678
out and win and or I'm

00:13:35.698 --> 00:13:36.239
gonna go out and do my

00:13:36.278 --> 00:13:37.340
damnedest to try to win you know

00:13:38.313 --> 00:13:38.734
Oh, yeah.

00:13:39.554 --> 00:13:40.456
I told my guys this morning.

00:13:40.816 --> 00:13:41.616
When I'm in the office,

00:13:41.697 --> 00:13:42.636
we are not making money.

00:13:43.077 --> 00:13:43.357
That's it.

00:13:43.778 --> 00:13:44.759
If I'm in the office doing

00:13:44.818 --> 00:13:46.019
tours and one-on-ones,

00:13:46.059 --> 00:13:47.201
that's when I make money in the office.

00:13:47.480 --> 00:13:48.662
The rest of the time I'm in the office,

00:13:49.381 --> 00:13:50.143
I'm checking emails.

00:13:50.182 --> 00:13:51.443
I'm watching people do work

00:13:51.484 --> 00:13:52.304
I fucking pay them to do.

00:13:52.764 --> 00:13:53.966
You know, that doesn't do it for us.

00:13:54.265 --> 00:13:55.226
I need to be out pounding

00:13:55.246 --> 00:13:56.467
the pavement at networking events.

00:13:57.307 --> 00:13:57.828
So I tell them,

00:13:58.149 --> 00:13:59.470
set me up with one-on-ones all day.

00:13:59.529 --> 00:14:00.071
Set me up with...

00:14:01.077 --> 00:14:02.298
networking events and so

00:14:02.339 --> 00:14:03.179
this year we tracked it

00:14:03.200 --> 00:14:05.260
we'll do about 460 to 500

00:14:05.260 --> 00:14:06.902
networking events this year

00:14:06.961 --> 00:14:08.102
when the year is all said

00:14:08.143 --> 00:14:09.104
and done and now that's

00:14:09.144 --> 00:14:11.285
between um three of us

00:14:11.365 --> 00:14:12.567
primarily doing networking

00:14:12.586 --> 00:14:14.168
events it's like yeah like

00:14:14.488 --> 00:14:15.308
there's a ribbon cutting

00:14:15.349 --> 00:14:15.989
there's something there's a

00:14:16.048 --> 00:14:16.830
reason for me to leave the

00:14:16.889 --> 00:14:17.791
office and go meet a few

00:14:17.831 --> 00:14:19.052
people for you know half

00:14:19.072 --> 00:14:20.673
hour 45 minutes let's go if

00:14:20.692 --> 00:14:21.273
there's an all-day

00:14:21.293 --> 00:14:22.254
conference for me to walk

00:14:22.293 --> 00:14:23.835
around let's go that's what

00:14:23.875 --> 00:14:25.897
I do hell 30 july we did a parade

00:14:26.437 --> 00:14:26.758
You know,

00:14:27.961 --> 00:14:29.684
I do not know the ROI on the parade.

00:14:29.826 --> 00:14:30.868
Not a fucking clue, right?

00:14:31.208 --> 00:14:32.753
However, I do know when I go to Costco,

00:14:32.773 --> 00:14:33.455
people are like, oh, hey,

00:14:33.475 --> 00:14:34.236
I saw you at the parade.

00:14:34.996 --> 00:14:35.157
Right.

00:14:35.657 --> 00:14:36.638
Like that's what it's about.

00:14:36.697 --> 00:14:38.457
It's about, OK, it was one more touch.

00:14:38.638 --> 00:14:39.719
One more time they saw the truck.

00:14:40.158 --> 00:14:41.519
One more interaction we had.

00:14:42.059 --> 00:14:43.179
And you don't get it by

00:14:43.259 --> 00:14:43.960
sitting in your fucking

00:14:44.000 --> 00:14:45.201
basement waiting for the phone to ring.

00:14:45.240 --> 00:14:46.201
You don't get it by sitting

00:14:46.221 --> 00:14:47.501
back and bitching that the

00:14:47.522 --> 00:14:48.922
economy is bad or this is bad.

00:14:48.961 --> 00:14:49.142
Right.

00:14:50.142 --> 00:14:52.222
And that's what that's that killer mindset,

00:14:52.263 --> 00:14:53.144
that winning attitude that

00:14:53.163 --> 00:14:54.203
you need to have in order

00:14:54.224 --> 00:14:55.423
to scale any type of business,

00:14:55.945 --> 00:14:57.024
especially in this industry.

00:14:58.379 --> 00:14:59.720
yeah I think it's 100 right

00:14:59.860 --> 00:15:00.681
and you know we've had that

00:15:00.701 --> 00:15:01.802
conversation before I also

00:15:01.822 --> 00:15:02.783
think it's important you

00:15:02.822 --> 00:15:03.764
know I don't think you can

00:15:03.783 --> 00:15:04.865
brand until you get to a

00:15:04.884 --> 00:15:06.265
certain size but I think

00:15:06.285 --> 00:15:06.706
you need to know the

00:15:06.726 --> 00:15:07.187
difference between your

00:15:07.206 --> 00:15:08.148
branding your marketing and

00:15:08.168 --> 00:15:09.528
that parade is branding it

00:15:09.568 --> 00:15:10.831
just keeps you front of the

00:15:10.870 --> 00:15:12.131
mind top of mind they're

00:15:12.152 --> 00:15:12.652
thinking about you

00:15:13.432 --> 00:15:14.673
you know I i don't know if

00:15:14.693 --> 00:15:15.315
we talked about in this

00:15:15.335 --> 00:15:16.235
show or if we did in one of

00:15:16.255 --> 00:15:17.836
the facebook chats but like

00:15:18.258 --> 00:15:19.339
I followed casey walsh's

00:15:19.379 --> 00:15:20.038
model down there with

00:15:20.059 --> 00:15:21.140
stand-up guys I stopped

00:15:21.160 --> 00:15:22.381
putting my phone number my

00:15:22.422 --> 00:15:24.364
website on my yard signs I

00:15:24.403 --> 00:15:25.325
got billboards up all over

00:15:25.345 --> 00:15:26.905
the place no no phone

00:15:26.926 --> 00:15:28.847
number no no website it

00:15:28.868 --> 00:15:31.049
just says it's got a photo

00:15:31.129 --> 00:15:32.250
on it and I'm telling you

00:15:32.652 --> 00:15:34.833
it works you see it you see

00:15:34.874 --> 00:15:35.955
it in in the revenue

00:15:35.975 --> 00:15:36.755
increase you see in the

00:15:36.796 --> 00:15:37.736
amount of customers calling

00:15:38.673 --> 00:15:39.712
I have not heard.

00:15:39.793 --> 00:15:39.953
Okay,

00:15:39.974 --> 00:15:41.913
so I actually referenced stand-up guys.

00:15:41.933 --> 00:15:42.835
I referenced him earlier

00:15:42.855 --> 00:15:44.654
today as one of the biggest

00:15:44.715 --> 00:15:46.535
independent haulers in the

00:15:46.576 --> 00:15:47.476
country that I know of.

00:15:48.277 --> 00:15:51.057
I think he is the biggest if

00:15:51.077 --> 00:15:52.418
you don't count any of the

00:15:52.457 --> 00:15:53.198
private equity money.

00:15:54.062 --> 00:15:54.702
Yeah, correct.

00:15:54.743 --> 00:15:55.822
Completely independent guys.

00:15:56.203 --> 00:15:57.504
I said he was like top 10

00:15:57.504 --> 00:15:59.086
because he's down there in Indianapolis,

00:15:59.385 --> 00:15:59.525
right?

00:15:59.546 --> 00:16:01.548
And he runs a sizable operation.

00:16:01.587 --> 00:16:02.629
He comes out of Georgia.

00:16:02.749 --> 00:16:03.629
I don't think he's got any

00:16:03.649 --> 00:16:04.269
in Indianapolis.

00:16:04.811 --> 00:16:05.630
You're talking about Bennett

00:16:05.711 --> 00:16:06.491
up at Fire Dogs.

00:16:07.692 --> 00:16:08.614
They're on Indianapolis.

00:16:08.953 --> 00:16:10.034
And now they're all PE guys.

00:16:10.075 --> 00:16:10.495
But yeah, okay.

00:16:10.514 --> 00:16:10.956
Yeah, all right.

00:16:11.176 --> 00:16:12.157
Maybe I forgot where he was from.

00:16:14.038 --> 00:16:14.678
Yeah, stand-up guy.

00:16:14.719 --> 00:16:15.558
Okay, so stand-up guy.

00:16:15.620 --> 00:16:16.860
Okay, so he doesn't put his phone number.

00:16:16.880 --> 00:16:18.581
So this is news to me.

00:16:18.621 --> 00:16:19.702
What's the logic behind that?

00:16:20.929 --> 00:16:22.011
my logic was real simple.

00:16:22.111 --> 00:16:24.436
I, I, you know, I go down to Florida.

00:16:24.456 --> 00:16:25.158
I see one of the signs.

00:16:25.238 --> 00:16:25.538
I text him.

00:16:25.557 --> 00:16:26.299
I was like, dude, I was like,

00:16:26.320 --> 00:16:27.160
the sign really looks great.

00:16:27.181 --> 00:16:27.562
It pops.

00:16:28.803 --> 00:16:30.047
And that's kind of what I said to him.

00:16:30.126 --> 00:16:31.610
Hey, you gotta go on about your business.

00:16:32.630 --> 00:16:33.192
And, um,

00:16:34.567 --> 00:16:35.008
He goes, yeah.

00:16:35.028 --> 00:16:35.849
He goes, it's really sharp.

00:16:36.349 --> 00:16:36.928
And the other thing he'd

00:16:36.948 --> 00:16:37.970
done was turned it sideways,

00:16:38.009 --> 00:16:39.030
which I was into.

00:16:39.091 --> 00:16:39.870
I thought it was cool just

00:16:39.910 --> 00:16:41.371
for a different change of pace.

00:16:41.991 --> 00:16:43.013
But I started to think about it.

00:16:43.033 --> 00:16:43.793
I was like, dude,

00:16:44.114 --> 00:16:45.533
I have never dialed one of those numbers.

00:16:45.654 --> 00:16:47.875
I've never gone to their website.

00:16:48.255 --> 00:16:50.677
If I see a yard sign, a roadside sign,

00:16:50.918 --> 00:16:52.678
and I'm interested, I Google it.

00:16:52.859 --> 00:16:53.578
First thing I do is check

00:16:53.599 --> 00:16:54.159
their reputation.

00:16:54.580 --> 00:16:55.419
And if I Google them,

00:16:55.860 --> 00:16:57.081
now I'm just going to click

00:16:57.100 --> 00:16:57.861
the call button right there.

00:16:58.542 --> 00:16:58.881
Yeah,

00:16:58.942 --> 00:17:00.222
or you'll take a picture of the sign

00:17:01.104 --> 00:17:01.923
to remember to Google,

00:17:01.964 --> 00:17:03.445
not to then write down the

00:17:03.504 --> 00:17:04.806
numbers and then go back in your phone.

00:17:04.846 --> 00:17:05.866
Yeah.

00:17:05.987 --> 00:17:07.468
So he does not put his

00:17:07.528 --> 00:17:09.950
number on yard signs or billboards.

00:17:10.569 --> 00:17:10.750
Well,

00:17:10.829 --> 00:17:12.431
I don't know if Casey's doing any

00:17:12.471 --> 00:17:12.951
billboards,

00:17:12.991 --> 00:17:14.231
but I'm following the same

00:17:14.251 --> 00:17:15.772
philosophy there.

00:17:16.153 --> 00:17:16.394
Got it.

00:17:16.433 --> 00:17:19.115
So it's the don't send people to a thing,

00:17:19.276 --> 00:17:19.576
tell them.

00:17:19.976 --> 00:17:20.856
Do you do radio ads?

00:17:21.865 --> 00:17:23.488
No, I tell you what, man,

00:17:24.628 --> 00:17:25.528
if they gave me the right price,

00:17:25.568 --> 00:17:26.069
I would try it.

00:17:26.349 --> 00:17:26.891
But, dude,

00:17:26.911 --> 00:17:28.451
I would not listen to radio in forever.

00:17:29.011 --> 00:17:30.294
I'm really interested in Hulu ads.

00:17:30.814 --> 00:17:32.596
I used to do cable back in the day.

00:17:32.695 --> 00:17:33.936
Cable, I think, was very successful.

00:17:33.977 --> 00:17:35.258
But I just don't believe

00:17:35.538 --> 00:17:36.439
it's reaching a demographic

00:17:36.459 --> 00:17:36.940
I'm looking for.

00:17:37.539 --> 00:17:38.361
Our customers in drug

00:17:38.401 --> 00:17:40.303
removal have a high disposable income.

00:17:40.343 --> 00:17:41.222
They're investing in things

00:17:41.262 --> 00:17:43.905
like Sirius XM Radio or Apple Music.

00:17:44.566 --> 00:17:46.267
uh hulu paramount well any

00:17:46.287 --> 00:17:47.146
of those streaming services

00:17:47.548 --> 00:17:48.288
I just don't believe most

00:17:48.347 --> 00:17:49.307
of them are watching cable

00:17:49.327 --> 00:17:51.229
tv anymore and so if my

00:17:51.288 --> 00:17:51.990
customer's not there I

00:17:52.009 --> 00:17:54.029
don't need to be there yeah

00:17:54.131 --> 00:17:55.211
I we do uh so we have

00:17:55.270 --> 00:17:56.291
spectrums where I have a

00:17:56.491 --> 00:17:57.751
spectrum ad that runs and

00:17:57.771 --> 00:18:00.113
we have we have uh older

00:18:00.153 --> 00:18:01.493
people that like that watch

00:18:01.513 --> 00:18:02.795
spectrum and it only is on

00:18:02.835 --> 00:18:04.335
spectrum news so there's

00:18:04.355 --> 00:18:05.256
like a credibility like

00:18:05.296 --> 00:18:06.036
almost like you're a

00:18:06.296 --> 00:18:07.737
utility or community uh

00:18:08.356 --> 00:18:09.718
community or public works kind of thing

00:18:10.518 --> 00:18:11.459
So therefore,

00:18:11.898 --> 00:18:13.779
that works for me because to

00:18:13.880 --> 00:18:14.779
your point about branding,

00:18:14.839 --> 00:18:15.661
it gives me credibility.

00:18:16.280 --> 00:18:17.842
They'll say, oh, I've seen you on TV.

00:18:17.882 --> 00:18:19.942
And for that older demographic,

00:18:20.002 --> 00:18:21.644
seeing you on TV is like, oh,

00:18:22.104 --> 00:18:23.525
you're legit.

00:18:24.085 --> 00:18:25.885
You and I, our generation goes to Google,

00:18:26.267 --> 00:18:26.467
right?

00:18:26.787 --> 00:18:28.067
They are, oh, I saw you on TV.

00:18:28.087 --> 00:18:28.708
You must be legit.

00:18:29.751 --> 00:18:30.553
I 100% agree.

00:18:30.613 --> 00:18:31.814
And I do want to be clear.

00:18:31.894 --> 00:18:32.753
I don't think there's any

00:18:33.595 --> 00:18:34.335
one way to do this.

00:18:34.736 --> 00:18:37.116
You know what I mean?

00:18:37.217 --> 00:18:37.277
No.

00:18:37.497 --> 00:18:38.718
I've never done billboards.

00:18:38.778 --> 00:18:39.219
Never done them.

00:18:40.358 --> 00:18:41.559
I've done radio in the past.

00:18:41.839 --> 00:18:43.882
I'm doing radio right now on a trade.

00:18:44.102 --> 00:18:44.721
I did the work,

00:18:44.781 --> 00:18:45.883
and now we're doing it on trade.

00:18:46.262 --> 00:18:46.884
And I'll see.

00:18:47.663 --> 00:18:48.744
The reason I ask is because

00:18:48.845 --> 00:18:50.145
on a 30-second radio clip,

00:18:50.746 --> 00:18:52.186
be able to say your website

00:18:52.267 --> 00:18:52.827
and phone number,

00:18:52.948 --> 00:18:54.608
that chews up a lot of time

00:18:55.128 --> 00:18:56.089
of that 30 seconds.

00:18:57.790 --> 00:18:59.413
So now it's got me rethinking, like, hey,

00:18:59.432 --> 00:19:01.134
am I better off just saying, hey,

00:19:01.174 --> 00:19:02.715
you know, camera crew junk removal,

00:19:02.757 --> 00:19:02.957
you know.

00:19:03.738 --> 00:19:04.699
Well, I got to tell you what, dude,

00:19:04.759 --> 00:19:05.640
if I walked around with the

00:19:05.660 --> 00:19:07.020
nickname Andy fucking Wines,

00:19:07.080 --> 00:19:08.262
I'd probably just be pushing that.

00:19:08.482 --> 00:19:09.083
They'll find you.

00:19:11.786 --> 00:19:12.547
I've been called worse.

00:19:14.385 --> 00:19:15.365
Well, that's it.

00:19:15.385 --> 00:19:15.987
You know, but dude,

00:19:16.047 --> 00:19:17.146
I think you just got to be memorable.

00:19:17.446 --> 00:19:18.468
That's, that's really my answer.

00:19:18.488 --> 00:19:19.087
I'm telling you,

00:19:19.127 --> 00:19:19.907
if they gave me a better

00:19:19.948 --> 00:19:20.989
deal on radio or TV,

00:19:21.088 --> 00:19:22.469
I would certainly consider it.

00:19:22.628 --> 00:19:23.690
I run those newspaper ads

00:19:23.730 --> 00:19:25.430
and everybody thinks I'm nuts, but it's,

00:19:25.450 --> 00:19:26.570
I get all my old people there.

00:19:27.250 --> 00:19:28.092
And, you know, I think just,

00:19:28.112 --> 00:19:28.872
you just have to be careful.

00:19:28.892 --> 00:19:29.571
You got to really break it

00:19:29.592 --> 00:19:30.511
down and look at your demographics.

00:19:30.531 --> 00:19:31.452
So we don't do a ton of

00:19:31.492 --> 00:19:32.873
business with the senior community.

00:19:33.294 --> 00:19:34.153
A lot of times we're dealing

00:19:34.173 --> 00:19:34.814
with their sons or

00:19:34.854 --> 00:19:35.493
daughters when they're

00:19:35.513 --> 00:19:37.315
going to assisted living or they fast on,

00:19:37.894 --> 00:19:38.076
you know,

00:19:38.096 --> 00:19:40.115
like really make sure I'm

00:19:40.375 --> 00:19:41.257
staying top of mind with,

00:19:42.150 --> 00:19:43.411
Yeah, you're doing work for the seniors.

00:19:43.510 --> 00:19:44.731
They're not the decision maker, though.

00:19:44.771 --> 00:19:47.153
Yeah, I see what you're saying.

00:19:47.212 --> 00:19:48.534
Yeah, remind us, don't you have,

00:19:49.714 --> 00:19:51.076
is there like a free paper

00:19:51.135 --> 00:19:52.017
that you're advertising?

00:19:52.076 --> 00:19:53.538
It's like stupid cheap.

00:19:54.298 --> 00:19:56.720
Oh, yeah, so we have a local paper here,

00:19:56.960 --> 00:19:58.941
and I advertise in two of them,

00:19:59.040 --> 00:20:00.742
and I hit some very affluent towns.

00:20:00.782 --> 00:20:04.505
I think it costs us like $500 a month.

00:20:04.884 --> 00:20:06.586
I also do just a ton of associations.

00:20:07.576 --> 00:20:08.657
I don't know if they're worthwhile or not,

00:20:08.678 --> 00:20:09.358
but they're cheap and you

00:20:09.378 --> 00:20:10.319
build up your rapport and

00:20:10.480 --> 00:20:11.441
you make connections.

00:20:12.461 --> 00:20:13.403
Are you talking about

00:20:14.144 --> 00:20:15.365
Chamber of Commerce and things like that,

00:20:15.424 --> 00:20:16.266
going to networking events?

00:20:17.906 --> 00:20:19.128
No, I'm not against that either.

00:20:19.249 --> 00:20:21.351
I don't personally involve that.

00:20:21.391 --> 00:20:22.852
My problem with all the B&Is

00:20:22.892 --> 00:20:24.173
and the Chamber events are

00:20:24.513 --> 00:20:25.414
I'm just not willing to go

00:20:25.795 --> 00:20:26.576
that much of my time.

00:20:28.377 --> 00:20:29.398
I like hitting the HOAs.

00:20:30.198 --> 00:20:30.778
that sort of thing.

00:20:30.958 --> 00:20:33.318
Go out and make impact with those guys.

00:20:33.338 --> 00:20:34.118
Spend a little money there.

00:20:34.659 --> 00:20:35.919
They appreciate your advertisement.

00:20:36.778 --> 00:20:39.319
Yeah, we have so few HOAs in our area.

00:20:39.940 --> 00:20:41.500
HOAs are not a big thing in Wisconsin.

00:20:41.660 --> 00:20:43.020
I think it's like an East Coast thing.

00:20:43.161 --> 00:20:45.040
I know Florida has a ton of HOAs.

00:20:46.300 --> 00:20:47.922
We don't have a lot of HOAs in our area.

00:20:49.721 --> 00:20:50.961
I would like it because then

00:20:50.981 --> 00:20:52.873
you can hit a community of 200,

00:20:52.873 --> 00:20:54.063
500 houses by getting in

00:20:54.123 --> 00:20:54.962
with one or two people.

00:20:55.898 --> 00:20:58.320
Yeah, well, I think, what do they say?

00:20:58.340 --> 00:20:59.280
Fashion comes from the West.

00:20:59.761 --> 00:21:00.923
HOAs are coming from the East, bro.

00:21:01.603 --> 00:21:02.584
They'll come there eventually.

00:21:03.003 --> 00:21:03.644
Oh, yeah.

00:21:03.904 --> 00:21:05.005
Everything takes time in the Midwest.

00:21:05.045 --> 00:21:06.046
Everything's 10 years behind.

00:21:06.507 --> 00:21:07.106
I'm fine with that.

00:21:08.167 --> 00:21:09.749
I live out in the country.

00:21:09.769 --> 00:21:10.429
I live on a farm.

00:21:10.489 --> 00:21:14.271
HOA ain't coming to my neighborhood.

00:21:14.291 --> 00:21:15.093
My neighborhood is two

00:21:15.133 --> 00:21:16.773
houses on a country road.

00:21:16.814 --> 00:21:17.914
There's three houses on my

00:21:17.954 --> 00:21:19.816
side of the street in a one-mile stretch,

00:21:20.155 --> 00:21:21.457
and our family owns two of them.

00:21:21.936 --> 00:21:23.919
So that's my fucking HOA.

00:21:23.979 --> 00:21:24.479
I love that.

00:21:26.569 --> 00:21:26.849
You know,

00:21:28.250 --> 00:21:29.931
when I got back from Gitmo 10 years ago,

00:21:30.931 --> 00:21:31.530
has it been 10 years?

00:21:31.570 --> 00:21:32.250
No, nine years ago.

00:21:32.431 --> 00:21:33.191
I had to look at the

00:21:33.211 --> 00:21:33.971
calendar what year it was.

00:21:34.751 --> 00:21:36.231
Nine years ago, I got home to Gitmo.

00:21:36.251 --> 00:21:37.491
I moved out to the country for a year.

00:21:38.211 --> 00:21:38.811
It's been nine.

00:21:39.112 --> 00:21:41.792
So my days living in the city or even the,

00:21:42.113 --> 00:21:43.333
never really lived in the burbs much,

00:21:43.553 --> 00:21:44.333
but the days of living in

00:21:44.353 --> 00:21:46.614
the city are way behind me.

00:21:46.634 --> 00:21:47.453
I grew up in the burbs.

00:21:47.854 --> 00:21:48.794
So I went from the burbs,

00:21:48.834 --> 00:21:50.153
lived in the city and now country.

00:21:50.193 --> 00:21:51.855
And that's where I'll spend

00:21:51.875 --> 00:21:52.934
the next 40 years probably.

00:21:56.314 --> 00:21:57.834
You know, outside of the junk rule,

00:21:58.555 --> 00:22:00.174
I am pushing a little diversification.

00:22:01.455 --> 00:22:02.115
I don't know if it's real

00:22:02.135 --> 00:22:03.036
popular with everybody,

00:22:03.096 --> 00:22:04.436
but I think in the

00:22:04.777 --> 00:22:05.836
interesting economy we're in,

00:22:05.856 --> 00:22:06.676
I do think it has some

00:22:06.876 --> 00:22:07.596
different tranches.

00:22:07.837 --> 00:22:09.178
So whether you're doing

00:22:09.218 --> 00:22:10.758
dumpsters demolition, you know,

00:22:11.759 --> 00:22:12.798
I think there's some real opportunity.

00:22:12.818 --> 00:22:13.739
I think I told you we

00:22:13.759 --> 00:22:14.599
started the moving service.

00:22:15.480 --> 00:22:15.880
Yeah.

00:22:16.099 --> 00:22:17.601
How's that going?

00:22:17.661 --> 00:22:19.101
Dude, it's kicking ass right now.

00:22:19.121 --> 00:22:19.580
I'm not even,

00:22:19.921 --> 00:22:20.842
I haven't even turned it on

00:22:20.902 --> 00:22:22.582
just because I'm going to

00:22:22.622 --> 00:22:23.501
say I didn't have the time.

00:22:24.002 --> 00:22:24.522
That's half true.

00:22:24.542 --> 00:22:25.542
The other half is I'm just lazy.

00:22:27.188 --> 00:22:28.669
But the phones are ringing.

00:22:28.848 --> 00:22:29.528
The truck's going out.

00:22:30.210 --> 00:22:31.970
We're moving three or four people a week.

00:22:33.471 --> 00:22:33.911
And I'll tell you what,

00:22:33.931 --> 00:22:34.411
every one of them is

00:22:34.431 --> 00:22:35.511
gaining me a junk removal job.

00:22:36.731 --> 00:22:37.772
See, that was my struggle.

00:22:38.212 --> 00:22:39.413
When we were doing moving,

00:22:39.512 --> 00:22:40.534
it was not leading to a lot

00:22:40.574 --> 00:22:41.134
of junk removal.

00:22:41.153 --> 00:22:42.193
It was like either or.

00:22:42.934 --> 00:22:44.795
And I did it for years, right?

00:22:44.855 --> 00:22:46.415
We did the moving game for years and

00:22:47.439 --> 00:22:49.840
Um, I know I am a firm believer, right?

00:22:49.980 --> 00:22:51.883
Once you, once you master the first thing,

00:22:51.923 --> 00:22:52.703
the issue I have with a lot

00:22:52.723 --> 00:22:53.765
of guys on Facebook, it's like,

00:22:54.505 --> 00:22:55.665
what do you do during the slow season?

00:22:55.685 --> 00:22:57.288
It's like, no, I don't, I don't do like,

00:22:57.488 --> 00:22:57.867
I get my,

00:22:58.127 --> 00:22:59.388
my junk rules got to pay the bills,

00:22:59.449 --> 00:22:59.588
right?

00:22:59.690 --> 00:23:00.710
That's gotta be the thing.

00:23:00.789 --> 00:23:02.791
And then I will add other

00:23:02.832 --> 00:23:05.134
lines of business, not in lieu of, right?

00:23:05.334 --> 00:23:05.775
So same with you.

00:23:05.835 --> 00:23:06.494
It's like you were kicking

00:23:06.515 --> 00:23:07.155
ass with junk rule.

00:23:07.175 --> 00:23:07.936
You got into dumpsters,

00:23:08.297 --> 00:23:09.157
kicking ass on dumpsters.

00:23:09.178 --> 00:23:10.117
Now you're getting into moving.

00:23:10.578 --> 00:23:11.239
That makes sense.

00:23:11.259 --> 00:23:12.500
Cause you're adding lines of service,

00:23:12.559 --> 00:23:14.041
not replacing, you know,

00:23:14.541 --> 00:23:15.442
lines that aren't working.

00:23:15.883 --> 00:23:17.625
There's a huge, 100%.

00:23:19.208 --> 00:23:19.909
And I, you,

00:23:19.949 --> 00:23:20.690
you spoke about that on a

00:23:20.730 --> 00:23:21.371
previous show too.

00:23:21.411 --> 00:23:22.573
And I, I absolutely agree with that.

00:23:22.952 --> 00:23:23.773
I think, you know,

00:23:23.814 --> 00:23:24.515
Casey was talking about

00:23:24.555 --> 00:23:25.355
seven streams of revenue

00:23:25.376 --> 00:23:26.137
and you'd brought that up.

00:23:26.678 --> 00:23:28.721
I think it's a very important point.

00:23:28.921 --> 00:23:30.363
Like figure out how to do

00:23:30.403 --> 00:23:30.983
the thing you're doing

00:23:31.023 --> 00:23:31.845
already before you start

00:23:31.865 --> 00:23:32.506
working on the next thing.

00:23:33.391 --> 00:23:33.872
Absolutely.

00:23:33.892 --> 00:23:34.853
And there's a difference

00:23:35.212 --> 00:23:36.934
with guys that are one,

00:23:36.974 --> 00:23:38.717
two truck operations and us

00:23:38.737 --> 00:23:39.738
that are five or six trucks.

00:23:40.458 --> 00:23:41.920
When I was a one, two truck operation,

00:23:42.339 --> 00:23:43.942
there was nothing else to think about.

00:23:44.102 --> 00:23:45.864
I got to junk removal,

00:23:46.223 --> 00:23:47.505
and then I started hitting ceilings.

00:23:47.826 --> 00:23:48.946
And when I realized, like last year,

00:23:48.967 --> 00:23:50.448
I was doing a bunch of container projects,

00:23:50.488 --> 00:23:50.669
I did...

00:23:52.329 --> 00:23:53.390
I was in a year before that

00:23:53.410 --> 00:23:54.050
I was doing a bunch of

00:23:54.131 --> 00:23:55.310
contract work and it was

00:23:55.371 --> 00:23:56.330
good while it lasted.

00:23:56.391 --> 00:23:57.791
And yet it was not sustainable.

00:23:57.811 --> 00:23:58.832
I'm not doing that shit anymore.

00:23:59.271 --> 00:24:00.093
I haven't done a container

00:24:00.113 --> 00:24:01.252
job in six months now

00:24:01.712 --> 00:24:02.913
because it was like getting the good,

00:24:02.933 --> 00:24:04.453
you know, we got it when it was good.

00:24:04.473 --> 00:24:05.434
And then as soon as it went away,

00:24:05.494 --> 00:24:06.994
it's like, all right, I'm the next thing.

00:24:07.315 --> 00:24:08.095
And the next thing was the

00:24:08.134 --> 00:24:09.056
first thing we did before.

00:24:09.715 --> 00:24:10.615
And yet jumping into that

00:24:10.655 --> 00:24:11.636
container business didn't

00:24:11.717 --> 00:24:13.176
compromise our junk removal business.

00:24:13.237 --> 00:24:14.037
It's added to it.

00:24:14.597 --> 00:24:15.458
The challenge is when you

00:24:15.478 --> 00:24:16.097
don't have that junk

00:24:16.137 --> 00:24:18.598
removal or your top line revenue,

00:24:18.618 --> 00:24:19.398
your bread and butter,

00:24:19.638 --> 00:24:20.618
when that ain't taken care of,

00:24:20.638 --> 00:24:23.180
everything's a distraction thereafter.

00:24:23.941 --> 00:24:24.320
And for me,

00:24:24.361 --> 00:24:25.800
the more I focus on my junk removal,

00:24:25.820 --> 00:24:26.421
my bread and butter,

00:24:26.500 --> 00:24:27.241
the more money I make.

00:24:27.501 --> 00:24:28.761
That's the reality of it.

00:24:29.461 --> 00:24:31.563
It's really easy to get distracted.

00:24:32.835 --> 00:24:34.175
I think that's a very valid point.

00:24:34.195 --> 00:24:36.016
I do think it's on a bell curve.

00:24:36.056 --> 00:24:37.457
You're going to hit a point

00:24:37.497 --> 00:24:39.436
where I honestly think I

00:24:39.477 --> 00:24:40.317
have to have enough

00:24:40.356 --> 00:24:42.438
services to keep the men busy.

00:24:42.577 --> 00:24:44.117
I can't afford once a day.

00:24:44.618 --> 00:24:45.469
When you've got 14,

00:24:45.469 --> 00:24:46.578
15 guys expecting to come

00:24:46.618 --> 00:24:47.358
in that day and you've got

00:24:47.378 --> 00:24:47.960
nothing for them to do,

00:24:48.019 --> 00:24:48.420
you've got to find

00:24:48.440 --> 00:24:49.019
something for them to do.

00:24:49.740 --> 00:24:50.601
and I've spoken about that

00:24:50.641 --> 00:24:51.601
about the fencing before.

00:24:51.740 --> 00:24:52.342
What I love about the

00:24:52.382 --> 00:24:54.502
fencing is I go out and I sell the job.

00:24:54.742 --> 00:24:55.723
I can almost always get the

00:24:55.743 --> 00:24:57.085
material the same day or the next day,

00:24:57.724 --> 00:24:58.526
and the customer always

00:24:58.566 --> 00:25:00.727
expects to wait a month, six weeks.

00:25:01.326 --> 00:25:02.248
So I throw it in the shop,

00:25:02.827 --> 00:25:05.028
and if I have a big job cancel,

00:25:05.470 --> 00:25:06.609
I call that customer up and say, hey,

00:25:06.769 --> 00:25:07.310
it came in early.

00:25:07.330 --> 00:25:08.191
Would you like to get it done today?

00:25:08.811 --> 00:25:09.311
And we book it.

00:25:09.951 --> 00:25:12.614
No one's contingent, right?

00:25:13.034 --> 00:25:14.335
You don't need someone there.

00:25:14.355 --> 00:25:15.695
You just go fucking bang it out.

00:25:16.874 --> 00:25:17.114
Yep.

00:25:17.213 --> 00:25:17.973
And, and it fills in,

00:25:18.114 --> 00:25:18.974
fills in a day where I

00:25:19.015 --> 00:25:20.295
would otherwise had a loss.

00:25:21.096 --> 00:25:22.855
So do you, uh, do you let your guys get,

00:25:23.195 --> 00:25:23.355
do you,

00:25:23.395 --> 00:25:24.896
do you cap your guys or do you let

00:25:24.916 --> 00:25:25.997
them get as much overtime

00:25:26.017 --> 00:25:27.397
as they want typically?

00:25:28.238 --> 00:25:30.979
Uh, so I'm, I'm pretty,

00:25:31.878 --> 00:25:33.079
I try to be very respectful

00:25:33.299 --> 00:25:33.940
of making sure they're

00:25:33.960 --> 00:25:35.221
getting some time off and some rest.

00:25:35.721 --> 00:25:36.540
Um, that being said,

00:25:36.580 --> 00:25:37.560
I do not turn down money.

00:25:38.221 --> 00:25:39.442
So if there's work to be done,

00:25:39.461 --> 00:25:40.362
we go and get the work done.

00:25:41.643 --> 00:25:41.722
Um,

00:25:42.337 --> 00:25:42.637
You know,

00:25:42.698 --> 00:25:43.817
we put in some really long days

00:25:43.837 --> 00:25:44.258
sometimes.

00:25:44.877 --> 00:25:45.959
That's just the nature of the beast.

00:25:46.598 --> 00:25:49.259
But I do, like,

00:25:49.278 --> 00:25:50.440
I had a guy that wanted to

00:25:50.700 --> 00:25:51.980
pick up a couple Saturdays, and I said,

00:25:52.200 --> 00:25:53.140
I'm not against it.

00:25:53.339 --> 00:25:54.619
I said, but if you start to get burned out,

00:25:54.880 --> 00:25:56.661
if you start to not perform well, like,

00:25:56.701 --> 00:25:58.101
I'm going to take that Saturday back.

00:25:58.340 --> 00:25:58.500
You know,

00:25:58.520 --> 00:25:59.461
I have guys that work Tuesday

00:25:59.500 --> 00:25:59.980
through Saturday.

00:26:00.000 --> 00:26:00.821
I have guys that work Monday

00:26:00.842 --> 00:26:01.362
through Friday.

00:26:02.021 --> 00:26:03.122
And so, like,

00:26:03.142 --> 00:26:04.301
I don't necessarily need your help.

00:26:04.362 --> 00:26:05.142
If you're looking for the

00:26:05.182 --> 00:26:06.442
extra cash and you can help

00:26:06.482 --> 00:26:07.123
me and I can help you,

00:26:07.403 --> 00:26:08.123
I'm totally into it.

00:26:08.913 --> 00:26:09.775
I really do believe they're

00:26:09.795 --> 00:26:10.435
going to have those two days off,

00:26:10.455 --> 00:26:10.957
and you're going to have

00:26:10.977 --> 00:26:11.637
some time to rest.

00:26:12.038 --> 00:26:13.180
That new kid today, man,

00:26:14.601 --> 00:26:15.362
I hope he comes back.

00:26:15.482 --> 00:26:16.423
I think he's still got potential.

00:26:16.463 --> 00:26:17.704
I think he's just totally unprepared.

00:26:17.945 --> 00:26:18.847
You know, a young man, 23, 24,

00:26:18.846 --> 00:26:21.810
I guarantee he didn't drink water today.

00:26:22.373 --> 00:26:22.874
Or not today.

00:26:22.894 --> 00:26:24.054
He didn't drink water yesterday.

00:26:24.275 --> 00:26:25.516
He's drinking water all day,

00:26:25.556 --> 00:26:26.336
but he can't catch up.

00:26:26.876 --> 00:26:27.217
Yeah, yeah.

00:26:27.237 --> 00:26:27.917
Drinking water today,

00:26:27.978 --> 00:26:28.857
it's already too late.

00:26:28.877 --> 00:26:30.098
You've got to hydrate the day before.

00:26:30.118 --> 00:26:32.681
I had a volleyball tournament on Saturday.

00:26:32.701 --> 00:26:35.364
And Friday, I'm like, yep, drink water,

00:26:35.384 --> 00:26:36.243
drink water, drink water.

00:26:36.423 --> 00:26:37.565
Didn't cramp up nothing, right?

00:26:37.905 --> 00:26:38.026
I'm 40.

00:26:38.145 --> 00:26:39.386
Fuck.

00:26:39.626 --> 00:26:41.188
There was plenty of 20-year-olds.

00:26:41.208 --> 00:26:42.288
I probably was the oldest

00:26:42.328 --> 00:26:43.309
guy in the tournament,

00:26:44.230 --> 00:26:45.352
hence the splint on my finger,

00:26:45.372 --> 00:26:45.971
because that's what happens

00:26:45.991 --> 00:26:46.553
when you're fucking old.

00:26:47.292 --> 00:26:50.693
And I jacked it up back in January,

00:26:51.275 --> 00:26:52.575
and I had several people look at it,

00:26:52.595 --> 00:26:53.836
and they're like, well,

00:26:53.855 --> 00:26:54.536
when do you rest it?

00:26:54.576 --> 00:26:56.576
I go, well, I rest it, like, you know,

00:26:57.656 --> 00:26:58.577
Thursday and Friday night,

00:26:58.617 --> 00:27:01.378
and I play volleyball again on Saturday.

00:27:01.759 --> 00:27:02.838
And then I rest it Sunday, Monday,

00:27:02.858 --> 00:27:03.359
Tuesday.

00:27:03.480 --> 00:27:04.079
There's only Monday,

00:27:04.099 --> 00:27:05.921
and I play volleyball again on Tuesday.

00:27:05.941 --> 00:27:06.840
So I'm actually going to

00:27:06.881 --> 00:27:09.402
give it a month here to maybe heal.

00:27:09.422 --> 00:27:09.721
We'll see.

00:27:11.282 --> 00:27:12.303
I wouldn't let a finger hold

00:27:12.323 --> 00:27:13.384
me back from doing something fun.

00:27:13.403 --> 00:27:13.844
I'll tell you that.

00:27:14.364 --> 00:27:15.944
Oh, no, it's not holding me back.

00:27:16.184 --> 00:27:16.724
Oh, no, I know.

00:27:16.785 --> 00:27:17.605
Yeah, I cried.

00:27:17.746 --> 00:27:19.266
I just have to tape it harder.

00:27:19.286 --> 00:27:20.146
I just have to be more

00:27:20.207 --> 00:27:21.948
conscious outside of work.

00:27:22.147 --> 00:27:23.969
Yeah, Sunday morning,

00:27:23.989 --> 00:27:25.809
I was with my brothers and my dad and ma,

00:27:26.190 --> 00:27:26.930
and we're moving a bunch of

00:27:26.970 --> 00:27:27.750
shit around the barn.

00:27:28.431 --> 00:27:29.570
And I thought I was going to

00:27:29.590 --> 00:27:30.551
get smart and put a glove on.

00:27:30.571 --> 00:27:31.531
I was like, oh, I'll protect it.

00:27:31.632 --> 00:27:32.573
No, I fucking...

00:27:33.915 --> 00:27:34.996
We're doing barn work.

00:27:35.135 --> 00:27:37.576
There's no protected shit

00:27:37.596 --> 00:27:38.978
when you're doing barn work.

00:27:39.917 --> 00:27:40.699
All the shit we're doing is

00:27:40.759 --> 00:27:41.959
not regular movement.

00:27:42.219 --> 00:27:44.579
It's working around a 150-year-old barn.

00:27:45.720 --> 00:27:46.701
Let's talk about this.

00:27:47.080 --> 00:27:48.421
We call them trial day guys.

00:27:49.142 --> 00:27:50.321
Do you interview these cats

00:27:50.362 --> 00:27:50.942
or you just throw them on

00:27:50.961 --> 00:27:51.643
the truck and figure out if

00:27:51.663 --> 00:27:52.383
they can make it or not?

00:27:53.722 --> 00:27:55.624
I interview a lot.

00:27:57.105 --> 00:27:59.184
I continue to advance it.

00:27:59.685 --> 00:28:00.526
I spoke a little bit about

00:28:00.566 --> 00:28:03.366
this with Russ Burry and Justin

00:28:04.001 --> 00:28:06.483
But I'm trying to give them

00:28:06.503 --> 00:28:07.325
as many tests as I can.

00:28:07.464 --> 00:28:09.226
Personality tests, intelligence tests,

00:28:10.307 --> 00:28:10.928
talking to them,

00:28:11.127 --> 00:28:11.989
really trying to lay it out.

00:28:12.009 --> 00:28:15.270
My onboarding paper is now

00:28:15.332 --> 00:28:16.291
like 13 pages long.

00:28:16.311 --> 00:28:17.252
I don't know if anybody reads it.

00:28:17.973 --> 00:28:19.115
But I've really tried to

00:28:19.355 --> 00:28:21.296
establish a methodology where

00:28:22.276 --> 00:28:23.256
I'm being as upfront and

00:28:23.276 --> 00:28:24.196
honest with you as I can

00:28:24.217 --> 00:28:25.257
and trying to vet these guys.

00:28:25.277 --> 00:28:25.856
Because the last thing I

00:28:25.876 --> 00:28:26.758
want to do is pay a guy to

00:28:26.778 --> 00:28:27.897
come to work all day who sucks.

00:28:28.337 --> 00:28:28.897
You know, this kid,

00:28:29.439 --> 00:28:30.878
I had to put him in the truck.

00:28:30.919 --> 00:28:32.720
He had to keep taking water breaks.

00:28:32.839 --> 00:28:34.340
I literally just, I said, dude,

00:28:34.681 --> 00:28:35.921
spend 15 minutes in the air conditioning.

00:28:36.421 --> 00:28:37.382
Now, I'm not holding against him.

00:28:37.701 --> 00:28:38.301
It's his first day.

00:28:38.321 --> 00:28:38.761
He's learning.

00:28:38.781 --> 00:28:40.163
Yeah, he does no shit yet.

00:28:40.222 --> 00:28:41.123
If he doesn't show up tomorrow,

00:28:41.282 --> 00:28:41.923
that was a complete waste

00:28:41.942 --> 00:28:42.544
of my time and money.

00:28:43.284 --> 00:28:44.884
Yeah, he was a drag on the day.

00:28:44.903 --> 00:28:46.045
It wasn't even helpful.

00:28:46.960 --> 00:28:47.480
Yeah, no,

00:28:47.539 --> 00:28:48.881
that is what happened with us in May.

00:28:48.901 --> 00:28:49.842
We were interviewing guys,

00:28:49.862 --> 00:28:50.501
but then we started

00:28:50.521 --> 00:28:51.823
throwing bodies at problems,

00:28:51.942 --> 00:28:53.983
and what a waste of fucking money.

00:28:54.683 --> 00:28:56.605
And so, yeah, we are getting better at it.

00:28:57.086 --> 00:28:58.686
My whole thing is I hate –

00:28:58.686 --> 00:29:01.868
so you do a personality test for a labor,

00:29:01.929 --> 00:29:02.548
entry-level guy.

00:29:03.348 --> 00:29:03.950
Oh, yeah, bro.

00:29:04.190 --> 00:29:05.150
Dave, tell you what,

00:29:05.170 --> 00:29:06.030
if you don't think it's a lot of money,

00:29:06.050 --> 00:29:06.951
I probably don't want you anyhow.

00:29:07.112 --> 00:29:07.731
You know what I mean?

00:29:08.051 --> 00:29:08.652
If you're not interested in

00:29:08.692 --> 00:29:10.993
growing with us – you know what's funny,

00:29:11.013 --> 00:29:11.153
dude?

00:29:11.807 --> 00:29:12.446
you go out and offer

00:29:12.487 --> 00:29:15.067
somebody 20 bucks 25 bucks

00:29:15.087 --> 00:29:16.387
an hour and they look at

00:29:16.407 --> 00:29:17.788
you like it's nothing I i

00:29:17.807 --> 00:29:18.647
think back to myself dude I

00:29:18.688 --> 00:29:19.509
got out of the marine corps

00:29:20.449 --> 00:29:22.148
and make it I made 8.25 an

00:29:22.169 --> 00:29:23.849
hour being a hotel janitor

00:29:23.890 --> 00:29:25.450
and going to college I got

00:29:25.490 --> 00:29:27.009
no tolerance for it I'll

00:29:27.049 --> 00:29:28.431
give you more money I I'm

00:29:28.471 --> 00:29:29.371
willing to pay you but

00:29:29.391 --> 00:29:29.951
you're gonna you're gonna

00:29:29.971 --> 00:29:30.851
show up here and show me

00:29:31.611 --> 00:29:33.132
and so I look at like this

00:29:33.311 --> 00:29:34.372
like I think I think giving

00:29:34.412 --> 00:29:35.991
a guy 20 25 bucks a lot of

00:29:36.011 --> 00:29:38.313
money you know and maybe

00:29:38.373 --> 00:29:39.613
I'm maybe I'm cheap maybe I

00:29:39.633 --> 00:29:40.032
don't know but

00:29:41.067 --> 00:29:41.788
When you've got a bunch of

00:29:41.807 --> 00:29:43.608
guys and those hours start to add up,

00:29:43.648 --> 00:29:44.849
that's a serious nut you've got to crack.

00:29:45.509 --> 00:29:46.069
If you're not willing to

00:29:46.089 --> 00:29:47.009
take my personality test,

00:29:47.049 --> 00:29:47.490
you're already out.

00:29:47.691 --> 00:29:48.131
I don't need you.

00:29:49.191 --> 00:29:49.971
You want to join the team?

00:29:50.511 --> 00:29:51.011
I tell everybody,

00:29:51.132 --> 00:29:52.413
I want a minimum of one year.

00:29:52.492 --> 00:29:53.232
If you're not interested in

00:29:53.252 --> 00:29:54.452
committing to one year, I don't want you.

00:29:56.653 --> 00:30:01.736
I struggle to get guys to stay one month.

00:30:02.777 --> 00:30:04.876
We, our organization, me being the owner,

00:30:05.278 --> 00:30:06.458
have tons of room for

00:30:06.518 --> 00:30:08.378
improvement here on our

00:30:09.238 --> 00:30:10.598
interviewing and vetting to

00:30:10.618 --> 00:30:11.279
show them that we're,

00:30:11.400 --> 00:30:12.842
we're looking for quality people versus,

00:30:12.862 --> 00:30:14.182
you know, crap in crap out.

00:30:14.282 --> 00:30:16.885
And we're just churning people constantly.

00:30:17.645 --> 00:30:19.709
Well, and I want to be clear, like we're,

00:30:19.909 --> 00:30:21.009
we're marginally better at it.

00:30:22.191 --> 00:30:22.672
The system is.

00:30:22.692 --> 00:30:24.153
Oh yeah.

00:30:24.173 --> 00:30:25.034
But marginally better than

00:30:25.094 --> 00:30:25.934
better than where you started.

00:30:26.355 --> 00:30:26.836
How, uh,

00:30:26.976 --> 00:30:28.297
how often are you hiring guys right now?

00:30:28.336 --> 00:30:29.458
I mean, you're, you're, you're carrying 15,

00:30:29.458 --> 00:30:29.518
uh,

00:30:30.977 --> 00:30:32.376
i could I could use more you

00:30:32.416 --> 00:30:34.218
know uh I got I got extra

00:30:34.238 --> 00:30:35.538
capacity you know even with

00:30:35.557 --> 00:30:36.338
like so I got that truck

00:30:36.358 --> 00:30:37.179
that got wrecked and I

00:30:37.199 --> 00:30:38.058
ended up with a truck with

00:30:38.078 --> 00:30:39.259
a down compressor that's in

00:30:39.298 --> 00:30:40.400
for warranty work but of

00:30:40.420 --> 00:30:40.960
course you know what's

00:30:41.000 --> 00:30:41.880
warranty work dude you're

00:30:41.980 --> 00:30:42.680
it's gone for two weeks

00:30:42.700 --> 00:30:43.440
spendable yeah it's gonna

00:30:43.460 --> 00:30:44.161
be gone forever yeah

00:30:44.181 --> 00:30:45.681
because it's in there yeah

00:30:45.740 --> 00:30:46.701
there's dude I got two or

00:30:46.721 --> 00:30:47.521
three trucks getting work

00:30:47.541 --> 00:30:49.442
done all the time yep but

00:30:50.001 --> 00:30:51.702
so but I could always use

00:30:51.742 --> 00:30:52.803
more guys man like I can go

00:30:52.843 --> 00:30:53.863
out and sell more jobs I

00:30:53.883 --> 00:30:55.064
can move up like there's

00:30:55.084 --> 00:30:56.423
stuff I book out two or three weeks

00:30:57.304 --> 00:30:58.065
And I don't like doing it.

00:30:58.085 --> 00:30:59.125
I'm making them give me a

00:30:59.145 --> 00:31:00.326
deposit to make sure they're hooked in,

00:31:00.366 --> 00:31:01.508
but I would love to just

00:31:01.528 --> 00:31:02.048
start keeping up.

00:31:02.067 --> 00:31:02.528
In my mind,

00:31:02.567 --> 00:31:03.409
that's all the more money I can

00:31:03.429 --> 00:31:04.951
make because the phone keeps ringing.

00:31:06.612 --> 00:31:07.833
Do you require a lot of deposits?

00:31:09.354 --> 00:31:10.075
I don't love it.

00:31:10.355 --> 00:31:11.955
I started doing it when I

00:31:11.976 --> 00:31:13.176
started having to book shit out further.

00:31:13.978 --> 00:31:14.858
I'm not willing to let them go.

00:31:15.179 --> 00:31:16.259
So give me your money now.

00:31:16.380 --> 00:31:16.961
Prove you're serious.

00:31:18.319 --> 00:31:19.300
So you're struggling to keep

00:31:19.300 --> 00:31:21.182
– so you're booked up for this week,

00:31:21.201 --> 00:31:21.682
for example.

00:31:21.721 --> 00:31:23.323
Like are you booked up seven

00:31:23.343 --> 00:31:24.243
to ten days out typically?

00:31:24.284 --> 00:31:25.664
I'm never going to tell you I'm booked up.

00:31:26.045 --> 00:31:26.665
I got work to do.

00:31:26.726 --> 00:31:27.846
You know what I mean?

00:31:27.905 --> 00:31:28.366
Well, dude,

00:31:28.507 --> 00:31:29.847
it's just a matter of I don't

00:31:29.867 --> 00:31:30.468
turn shit down.

00:31:30.548 --> 00:31:31.429
I can always find room to

00:31:31.489 --> 00:31:32.088
add something on.

00:31:32.729 --> 00:31:33.470
If we're going out in the

00:31:33.490 --> 00:31:34.431
dark or we're starting earlier,

00:31:34.471 --> 00:31:34.931
that's fine.

00:31:34.971 --> 00:31:36.132
But I do not say no.

00:31:36.672 --> 00:31:37.673
We go out and do that.

00:31:37.712 --> 00:31:39.814
But right now, we have work.

00:31:40.153 --> 00:31:41.815
We got enough work to keep

00:31:41.855 --> 00:31:42.395
the crew moving.

00:31:42.496 --> 00:31:43.856
I don't think we got enough

00:31:43.876 --> 00:31:44.797
work that we're making money,

00:31:45.136 --> 00:31:46.258
but we got enough work we're working.

00:31:46.298 --> 00:31:46.478
Yeah.

00:31:47.398 --> 00:31:47.578
Yeah.

00:31:48.439 --> 00:31:49.099
When you're making money,

00:31:49.119 --> 00:31:50.682
you're just not letting the world unfold.

00:31:50.701 --> 00:31:51.982
You're not losing money out there.

00:31:52.124 --> 00:31:53.224
Well, yeah,

00:31:53.265 --> 00:31:54.946
but I tell the guys this all the time,

00:31:55.086 --> 00:31:55.647
and I don't know if you

00:31:55.688 --> 00:31:56.509
guys experience it out

00:31:56.548 --> 00:31:58.372
there in the audience or even you,

00:32:01.394 --> 00:32:03.438
but I don't think I make

00:32:03.478 --> 00:32:04.720
money until the 27th every month.

00:32:07.308 --> 00:32:10.569
The overhead is crazy.

00:32:10.589 --> 00:32:11.930
The last week of the month,

00:32:11.970 --> 00:32:12.931
I either make it or I don't.

00:32:13.631 --> 00:32:15.412
If I have a shit second or third week,

00:32:15.471 --> 00:32:17.031
I need the last week to pay

00:32:17.051 --> 00:32:18.032
the bills to go in the next month.

00:32:19.913 --> 00:32:21.953
May was a rough month.

00:32:22.213 --> 00:32:24.214
It was a three payroll month.

00:32:24.295 --> 00:32:25.134
We were doing exactly what

00:32:25.154 --> 00:32:25.615
you're talking about.

00:32:25.634 --> 00:32:26.576
We were bringing guys in,

00:32:27.076 --> 00:32:28.536
two guys almost every

00:32:28.576 --> 00:32:31.417
fucking day that were trial day guys,

00:32:31.438 --> 00:32:33.218
we call them.

00:32:33.458 --> 00:32:35.038
Most of them didn't make it a week.

00:32:36.383 --> 00:32:38.163
So we didn't make any

00:32:38.183 --> 00:32:39.683
fucking money having them, you know,

00:32:39.723 --> 00:32:40.423
testing them out there.

00:32:40.743 --> 00:32:42.265
We might've gotten some work

00:32:42.325 --> 00:32:44.005
out of them and not didn't

00:32:44.025 --> 00:32:44.684
make our money on them.

00:32:45.605 --> 00:32:47.766
Eddie's got a question for us.

00:32:47.865 --> 00:32:48.586
Eddie, where do you guys,

00:32:49.866 --> 00:32:51.267
where do you guys look for people?

00:32:51.487 --> 00:32:52.846
Seems like it matters where you look.

00:32:53.127 --> 00:32:54.468
I will agree 100%.

00:32:55.548 --> 00:32:56.367
Andrew started off.

00:32:56.407 --> 00:32:57.489
Where do you get your guys from?

00:32:58.128 --> 00:32:59.949
So a big shout out to Eddie.

00:33:00.128 --> 00:33:01.230
I've done some work with Eddie.

00:33:01.950 --> 00:33:03.769
We've collaborated in some classes.

00:33:03.950 --> 00:33:05.191
So I'm a fan.

00:33:05.211 --> 00:33:05.750
He's a hustler.

00:33:06.732 --> 00:33:07.814
um you know keep him on your

00:33:07.834 --> 00:33:08.996
radar he's a mover and a

00:33:09.036 --> 00:33:10.837
shaker these are two these

00:33:10.877 --> 00:33:11.959
the both the guys here

00:33:11.979 --> 00:33:13.161
today are brand new people

00:33:13.201 --> 00:33:14.563
to me these are yeah I

00:33:14.603 --> 00:33:15.723
don't know jordan I know

00:33:15.804 --> 00:33:17.665
eddie I like eddie um I

00:33:17.685 --> 00:33:18.646
follow eddie on facebook

00:33:18.686 --> 00:33:21.130
already but I i literally

00:33:21.150 --> 00:33:22.751
had this conversation in in

00:33:22.791 --> 00:33:23.854
a facebook group I started

00:33:23.913 --> 00:33:24.815
trying to drum up some

00:33:24.855 --> 00:33:25.736
small business stuff but

00:33:27.051 --> 00:33:27.893
I went out to Cherry Hill

00:33:27.913 --> 00:33:28.492
today and did some

00:33:28.532 --> 00:33:31.394
interviews and we had some, some success.

00:33:31.454 --> 00:33:32.315
I was happy with the guys we

00:33:32.355 --> 00:33:34.195
spoke to now long-term, you know,

00:33:34.277 --> 00:33:34.997
we'll see how they look in

00:33:35.037 --> 00:33:36.778
a week or a month or three months,

00:33:37.417 --> 00:33:39.179
but I've been pushing them on Indeed.

00:33:39.220 --> 00:33:40.160
I push them on Facebook.

00:33:40.799 --> 00:33:41.580
Again, I think it's,

00:33:42.020 --> 00:33:42.942
you have to invest your

00:33:42.981 --> 00:33:44.102
time and effort in the copy.

00:33:44.962 --> 00:33:45.682
Like if you're not putting

00:33:45.702 --> 00:33:46.523
time into the copy,

00:33:46.584 --> 00:33:47.223
like the same way you're

00:33:47.243 --> 00:33:48.184
putting time into your marketing,

00:33:48.664 --> 00:33:49.425
you're not doing it right.

00:33:50.486 --> 00:33:52.508
I, I, I'll, you know,

00:33:52.728 --> 00:33:53.508
I'll give a shout out to

00:33:53.548 --> 00:33:54.528
Blake over at Junko.

00:33:55.009 --> 00:33:56.569
He wrote one, you know,

00:33:57.155 --> 00:33:58.576
think I think blake's really

00:33:58.596 --> 00:33:59.298
trying to move and shake

00:33:59.337 --> 00:34:00.499
here too I see he's got

00:34:00.558 --> 00:34:01.579
franchise opportunities out

00:34:01.599 --> 00:34:04.102
there now um so you know it

00:34:04.142 --> 00:34:04.922
seems like he's doing good

00:34:04.961 --> 00:34:07.124
things but he had a he had

00:34:07.163 --> 00:34:08.125
an ad out at one point that

00:34:08.164 --> 00:34:09.065
I saw and I don't know why

00:34:09.085 --> 00:34:10.007
or how I saw it he was out

00:34:10.027 --> 00:34:11.188
of knoxville I think but

00:34:11.847 --> 00:34:12.869
dude I thought the copy was

00:34:12.909 --> 00:34:14.070
great it wasn't exactly

00:34:14.090 --> 00:34:15.050
what I wanted to spin it

00:34:15.070 --> 00:34:16.132
wasn't how I wanted my

00:34:16.172 --> 00:34:17.632
company to be perceived but

00:34:17.652 --> 00:34:18.893
I i loved the effort he put

00:34:18.934 --> 00:34:19.695
into it and that was really

00:34:19.715 --> 00:34:20.534
a wake-up call for me I was

00:34:20.554 --> 00:34:21.295
like dude like I got to

00:34:21.315 --> 00:34:22.137
spend more time trying to

00:34:22.157 --> 00:34:23.097
write copy that people want

00:34:23.117 --> 00:34:24.378
to read I want to get them

00:34:24.418 --> 00:34:25.980
interested and invested so

00:34:26.983 --> 00:34:28.304
I spend a lot of time on it.

00:34:28.503 --> 00:34:30.224
You guys can go on my website.

00:34:30.284 --> 00:34:31.706
I literally have a YouTube

00:34:31.726 --> 00:34:33.286
link there with a video of

00:34:33.447 --> 00:34:35.288
me nerding out in a nice

00:34:35.427 --> 00:34:36.809
shirt talking about what

00:34:36.829 --> 00:34:37.708
our company values are.

00:34:38.108 --> 00:34:39.150
Do people watch it?

00:34:39.170 --> 00:34:39.829
I don't necessarily know,

00:34:39.869 --> 00:34:40.831
but it's all that information.

00:34:41.150 --> 00:34:41.911
You don't just go on our

00:34:41.971 --> 00:34:43.092
page and put it in your application.

00:34:43.152 --> 00:34:44.052
You can watch my video.

00:34:44.472 --> 00:34:45.253
You can follow us along.

00:34:45.313 --> 00:34:45.934
You go on Indeed.

00:34:45.974 --> 00:34:46.554
You go on Facebook.

00:34:46.574 --> 00:34:47.153
You look at the stuff.

00:34:47.775 --> 00:34:48.094
But dude,

00:34:48.695 --> 00:34:50.376
my copy is probably two pages long.

00:34:51.036 --> 00:34:51.516
Same thing.

00:34:51.797 --> 00:34:52.476
And I'm always trying to put

00:34:52.496 --> 00:34:53.297
qualifiers in there.

00:34:53.956 --> 00:34:55.876
I have a website, I have an email,

00:34:55.936 --> 00:34:57.416
careers at bartonbros.com.

00:34:58.358 --> 00:35:01.018
And I go through there and if it's like,

00:35:01.039 --> 00:35:01.719
for example,

00:35:01.739 --> 00:35:02.940
Indeed sends all the things there.

00:35:03.219 --> 00:35:04.260
I don't look at them on the email.

00:35:04.280 --> 00:35:05.199
I just go on Indeed and I

00:35:05.219 --> 00:35:06.240
shortlist them and then I

00:35:06.280 --> 00:35:06.981
call them if I want to.

00:35:07.780 --> 00:35:08.782
But I go through that email

00:35:08.842 --> 00:35:09.722
every time I got an add up

00:35:09.882 --> 00:35:10.663
and I look for somebody

00:35:10.682 --> 00:35:11.722
with a special subject line.

00:35:12.043 --> 00:35:13.923
Cause I tell them like in one of my copy,

00:35:13.963 --> 00:35:15.023
it says, it says,

00:35:15.043 --> 00:35:16.144
if you're really interested in this job,

00:35:16.485 --> 00:35:17.565
make the subject of your email,

00:35:17.605 --> 00:35:18.965
what your favorite services we offer.

00:35:20.179 --> 00:35:21.219
And so that eliminates it, right?

00:35:21.420 --> 00:35:22.760
Indeed, new applicant, new applicant,

00:35:22.780 --> 00:35:23.820
new applicant, and this guy writes,

00:35:23.860 --> 00:35:24.981
my favorite service is hoarding.

00:35:25.581 --> 00:35:27.023
Bam, I'm already interested.

00:35:27.163 --> 00:35:28.623
Click on him, see what he's got to say.

00:35:29.083 --> 00:35:30.164
Yeah, simple litmus test.

00:35:30.704 --> 00:35:31.483
Yep, exactly.

00:35:33.045 --> 00:35:35.646
Yeah, this is, as you're talking,

00:35:35.666 --> 00:35:36.186
I need my,

00:35:36.266 --> 00:35:37.505
I'm going to have my director

00:35:37.525 --> 00:35:39.387
of HR watch this episode,

00:35:39.706 --> 00:35:40.467
because there's nuggets

00:35:40.487 --> 00:35:42.967
you're giving here that we

00:35:42.987 --> 00:35:43.648
need to improve on.

00:35:43.668 --> 00:35:44.909
Like you said, marginal improvement.

00:35:44.929 --> 00:35:45.309
Well, hey,

00:35:45.349 --> 00:35:46.409
marginal improvement's improvement.

00:35:46.769 --> 00:35:47.190
Today,

00:35:47.230 --> 00:35:48.851
we realized in our weekly 90-minute

00:35:48.951 --> 00:35:49.731
meeting that our

00:35:50.471 --> 00:35:52.952
training overlooked orientation.

00:35:53.273 --> 00:35:54.552
We're like, we know how to onboard them.

00:35:55.094 --> 00:35:55.974
We know how to train them.

00:35:56.034 --> 00:35:57.054
And yet there was this gap

00:35:57.195 --> 00:35:59.315
of like your point, going over the values,

00:35:59.775 --> 00:36:01.777
going over our five phase

00:36:01.817 --> 00:36:03.438
recovery process, why we do it.

00:36:03.498 --> 00:36:03.677
Right.

00:36:03.918 --> 00:36:06.159
So it's like, huh, that was a gap.

00:36:06.219 --> 00:36:07.320
It's like, you know,

00:36:07.559 --> 00:36:08.539
we call it orientation,

00:36:08.559 --> 00:36:09.940
but we're like common sense

00:36:09.960 --> 00:36:11.061
shit that doesn't need to be said.

00:36:11.181 --> 00:36:12.461
And yet here we are.

00:36:13.362 --> 00:36:13.643
Right.

00:36:13.802 --> 00:36:14.362
And it's like, no,

00:36:14.764 --> 00:36:15.923
take that hour to actually

00:36:15.943 --> 00:36:17.244
give them a no shit orientation.

00:36:17.505 --> 00:36:18.706
This is why we do what we do.

00:36:19.590 --> 00:36:21.371
And then they'll start to

00:36:21.391 --> 00:36:22.132
see tactically and

00:36:22.152 --> 00:36:24.052
strategically why we do it.

00:36:24.612 --> 00:36:25.474
And then there's less

00:36:25.494 --> 00:36:26.693
fucking explaining in the back end.

00:36:28.094 --> 00:36:29.695
And that's 100%.

00:36:29.755 --> 00:36:31.036
And so we're literally doing

00:36:31.056 --> 00:36:31.556
the same thing.

00:36:31.617 --> 00:36:33.097
So I'll give you two quick examples here.

00:36:34.137 --> 00:36:36.018
We've never totaled a truck before.

00:36:36.199 --> 00:36:37.099
This was the first for us.

00:36:37.278 --> 00:36:37.978
The truck is wrecked.

00:36:38.340 --> 00:36:39.079
It's being towed away.

00:36:39.139 --> 00:36:39.719
They're paying it out.

00:36:40.221 --> 00:36:41.420
And I'll tell you what,

00:36:41.701 --> 00:36:43.161
I took a three-year note on that truck.

00:36:43.362 --> 00:36:44.302
And I'm so happy I did

00:36:44.362 --> 00:36:45.583
because I actually have some value in it.

00:36:45.972 --> 00:36:46.893
It wasn't even a year old.

00:36:47.373 --> 00:36:49.155
It probably had 10,000 miles on it.

00:36:49.235 --> 00:36:50.594
The worst truck ever to wreck.

00:36:51.255 --> 00:36:53.476
But we're still in the black.

00:36:53.597 --> 00:36:54.257
We're actually going to make

00:36:54.277 --> 00:36:55.097
a little money on the deal

00:36:55.117 --> 00:36:56.438
in terms of how much we all want it.

00:36:56.998 --> 00:36:59.119
So I'm happy about that.

00:36:59.139 --> 00:36:59.920
That's my recommendation.

00:36:59.940 --> 00:37:00.920
Take a three-year note.

00:37:00.960 --> 00:37:03.461
But in that process,

00:37:03.481 --> 00:37:04.083
I had to go over and clean

00:37:04.103 --> 00:37:04.563
everything out.

00:37:04.943 --> 00:37:05.722
And we ended up going back

00:37:05.762 --> 00:37:06.543
two or three times.

00:37:06.684 --> 00:37:09.264
We forgot to take the geotab tracker out.

00:37:09.545 --> 00:37:10.826
We forgot to take the license plates off.

00:37:11.385 --> 00:37:13.608
I decided to commandeer the

00:37:13.648 --> 00:37:14.228
ramp because you

00:37:14.824 --> 00:37:15.704
seemed to have a problem

00:37:15.764 --> 00:37:16.746
losing those breaking those

00:37:16.985 --> 00:37:18.246
and I figured nobody at the

00:37:18.286 --> 00:37:18.907
insurance company is gonna

00:37:18.927 --> 00:37:20.789
know the difference but so

00:37:20.809 --> 00:37:21.610
you know what we did we

00:37:21.650 --> 00:37:22.570
came back and we made a

00:37:22.811 --> 00:37:24.172
list now it's in our google

00:37:24.213 --> 00:37:25.474
drive if we ever wreck

00:37:25.494 --> 00:37:26.235
another truck I'm gonna

00:37:26.255 --> 00:37:27.054
send a guy over with a

00:37:27.074 --> 00:37:28.036
checklist these are all the

00:37:28.056 --> 00:37:28.956
steps you need to take and

00:37:28.976 --> 00:37:29.697
these are steps you need to

00:37:29.717 --> 00:37:31.719
do right and it sounds

00:37:31.760 --> 00:37:33.340
really stupid but dude why

00:37:33.360 --> 00:37:34.041
do I want to do it again

00:37:34.675 --> 00:37:35.978
Yeah, let's not think.

00:37:36.498 --> 00:37:38.121
So earlier today, one of my guys, Mike,

00:37:38.141 --> 00:37:38.561
was like, hey,

00:37:38.822 --> 00:37:40.023
because we did a job and we

00:37:40.043 --> 00:37:41.025
did it in a pickup truck

00:37:41.465 --> 00:37:42.286
and we billed for three

00:37:42.347 --> 00:37:43.347
cubic yards because the guy

00:37:43.487 --> 00:37:44.068
added something.

00:37:44.088 --> 00:37:45.411
The guy didn't want to pay

00:37:45.431 --> 00:37:46.612
for four quarter trailers.

00:37:46.632 --> 00:37:47.514
So fine, we just billed three.

00:37:47.934 --> 00:37:48.394
So Mike goes,

00:37:48.976 --> 00:37:50.257
how big do you think that pile is?

00:37:50.297 --> 00:37:51.298
I go, I don't fucking think.

00:37:52.019 --> 00:37:52.179
Right?

00:37:52.599 --> 00:37:53.840
Because that's it.

00:37:53.900 --> 00:37:56.063
My brain, I'm a non-thinking motherfucker.

00:37:56.402 --> 00:37:57.443
It's in the bed of a pickup truck.

00:37:57.483 --> 00:37:58.103
So I went and got a tape

00:37:58.143 --> 00:37:59.204
measure and measured it out.

00:37:59.244 --> 00:38:00.826
Yep, it was 4.12 cubic yards.

00:38:01.405 --> 00:38:02.065
All right, sounds good.

00:38:02.085 --> 00:38:02.226
Yep.

00:38:02.567 --> 00:38:04.208
The guy got an extra cubic yard out of us.

00:38:04.507 --> 00:38:04.788
Fine.

00:38:05.387 --> 00:38:05.588
Right?

00:38:06.028 --> 00:38:07.809
And it was like, that's what I love doing.

00:38:07.829 --> 00:38:09.891
Like you said, I've already thought once.

00:38:09.990 --> 00:38:11.411
I do not want to think a second time.

00:38:12.032 --> 00:38:13.273
And so when you do something,

00:38:13.393 --> 00:38:14.494
write down that SOP.

00:38:14.813 --> 00:38:17.036
How did you wreck the truck?

00:38:17.056 --> 00:38:17.936
You want to talk and tell

00:38:17.956 --> 00:38:18.677
our audience about that?

00:38:18.697 --> 00:38:20.297
A little safety stand down?

00:38:21.067 --> 00:38:23.208
Yeah, no, 100% stupidity.

00:38:23.750 --> 00:38:28.253
I'm not going to take any credit for it.

00:38:28.713 --> 00:38:29.856
I try to be very self-aware,

00:38:29.916 --> 00:38:30.835
very self-reflective.

00:38:32.297 --> 00:38:33.739
If you ever interviewed my guys,

00:38:34.480 --> 00:38:35.260
my favorite thing to say

00:38:35.320 --> 00:38:36.581
all day long is drive careful.

00:38:37.182 --> 00:38:38.503
Drive careful, pay attention.

00:38:38.884 --> 00:38:39.664
Who's ground guiding?

00:38:41.005 --> 00:38:42.608
I say these things probably

00:38:42.608 --> 00:38:44.570
500 times a day if I'm out in the field.

00:38:46.840 --> 00:38:49.300
And with that, the team members here,

00:38:49.320 --> 00:38:50.521
most of them get paid by the hour.

00:38:51.041 --> 00:38:52.320
I brought a guy in early

00:38:52.460 --> 00:38:53.840
because he had a job a little ways away.

00:38:53.860 --> 00:38:55.121
It was raining out.

00:38:55.802 --> 00:38:57.141
He was doing 75 miles an

00:38:57.161 --> 00:38:59.342
hour in a Zuzu NPR down a two-lane road.

00:38:59.641 --> 00:39:00.882
It's just stupid.

00:39:01.362 --> 00:39:02.362
There's absolutely no reason for it.

00:39:02.682 --> 00:39:04.282
You were literally going to

00:39:04.302 --> 00:39:05.724
get the job before the customer was.

00:39:08.023 --> 00:39:09.744
I told our guys last week during training,

00:39:10.583 --> 00:39:11.724
I cannot stress this to you enough.

00:39:11.965 --> 00:39:13.204
When you're running behind schedule –

00:39:13.204 --> 00:39:14.826
30 seconds,

00:39:14.925 --> 00:39:16.608
a minute on the road is fucking nothing.

00:39:16.907 --> 00:39:18.130
You want to get back on schedule?

00:39:18.530 --> 00:39:19.550
Fucking step it up when you

00:39:19.570 --> 00:39:20.351
get to the customer's house.

00:39:20.972 --> 00:39:21.994
Carry twice as much.

00:39:22.153 --> 00:39:23.135
Bag things quicker.

00:39:23.414 --> 00:39:24.516
Get up those stairs quicker.

00:39:24.817 --> 00:39:27.179
You can make up 5, 10, 20, a half an hour,

00:39:27.400 --> 00:39:28.701
right, at a customer's job site.

00:39:29.161 --> 00:39:29.961
You're not going to make up...

00:39:30.722 --> 00:39:32.873
two minutes on the fucking road going 10,

00:39:32.873 --> 00:39:34.605
20 miles an hour over the speed limit.

00:39:35.246 --> 00:39:36.686
I rarely operate our equipment,

00:39:36.907 --> 00:39:38.148
so when I get one of our

00:39:38.168 --> 00:39:39.347
24-foot box trucks, mind you,

00:39:39.407 --> 00:39:41.170
I got 40,000-plus miles in

00:39:41.250 --> 00:39:42.771
Iraq in a fucking war zone

00:39:43.110 --> 00:39:45.152
driving a semi with fuel, right?

00:39:45.831 --> 00:39:47.353
Got the fucking badge and everything.

00:39:47.914 --> 00:39:49.434
I get one of our 24-foot trucks,

00:39:49.474 --> 00:39:50.275
and I'm like, oh, my God,

00:39:50.835 --> 00:39:51.436
don't hit anything.

00:39:51.775 --> 00:39:52.436
Am I in the lines?

00:39:52.916 --> 00:39:53.556
Put your phone away.

00:39:53.717 --> 00:39:54.257
Like, I am...

00:39:55.489 --> 00:39:56.128
Focus, right?

00:39:56.168 --> 00:39:56.869
I drive a Jeep.

00:39:56.929 --> 00:39:58.550
I fucking whip around that fucker all day,

00:39:59.030 --> 00:39:59.291
you know?

00:39:59.391 --> 00:40:02.052
And yet when I'm in one of our NPRs or,

00:40:02.132 --> 00:40:03.371
you know, NPRs,

00:40:03.391 --> 00:40:05.373
like the NPRs or our 24 foot trucks,

00:40:05.713 --> 00:40:07.873
I am beyond conscious and

00:40:07.914 --> 00:40:09.175
respectful because I know

00:40:09.195 --> 00:40:10.034
if someone's going to fuck it up,

00:40:10.094 --> 00:40:10.436
it's me.

00:40:10.456 --> 00:40:11.315
Cause I'm going to have this

00:40:11.536 --> 00:40:12.315
confidence thing.

00:40:12.677 --> 00:40:15.838
And I'm, I am humbled right by driving.

00:40:15.858 --> 00:40:16.858
So when I see our guys,

00:40:17.318 --> 00:40:18.219
we have trackers in our truck.

00:40:18.259 --> 00:40:19.739
If I see our guys speeding in our trucks,

00:40:19.780 --> 00:40:21.219
I'm like, what are you guys doing?

00:40:21.840 --> 00:40:22.960
First of all, how'd you get up to speed?

00:40:23.260 --> 00:40:23.380
Right?

00:40:23.400 --> 00:40:25.001
Like these trucks are slow moving.

00:40:26.547 --> 00:40:26.887
You know?

00:40:27.806 --> 00:40:31.148
And, yeah, 75 miles an hour is not fun.

00:40:32.108 --> 00:40:34.909
I don't... Dude, NPRs after 70, like,

00:40:35.190 --> 00:40:37.690
so our freeways here are 70.

00:40:37.690 --> 00:40:39.871
After, like, 65, 70, I don't feel safe.

00:40:40.032 --> 00:40:41.972
I'm like, it's me and that bumper.

00:40:42.132 --> 00:40:43.032
Like, there is nothing.

00:40:43.373 --> 00:40:44.534
If something goes to shit,

00:40:44.693 --> 00:40:45.733
I am flying through this

00:40:45.773 --> 00:40:46.653
big-ass windshield.

00:40:46.954 --> 00:40:48.155
Well, that's exactly right, man.

00:40:48.275 --> 00:40:49.936
And, I don't know, dude, like,

00:40:49.996 --> 00:40:51.436
I was very fortunate nobody got hurt.

00:40:51.675 --> 00:40:54.456
You know, he wrecked the truck.

00:40:54.697 --> 00:40:54.918
Yeah.

00:40:55.458 --> 00:40:55.878
But, you know...

00:40:56.907 --> 00:40:57.166
Yeah,

00:40:57.206 --> 00:40:59.789
the other flip side of that coin is I

00:40:59.809 --> 00:41:01.369
showed up and the guy goes, am I fired?

00:41:01.389 --> 00:41:02.389
I said, oh, no.

00:41:03.130 --> 00:41:04.231
I said, as far as I'm concerned,

00:41:04.251 --> 00:41:05.431
you're indebted to me for life now.

00:41:05.931 --> 00:41:06.152
I said,

00:41:06.172 --> 00:41:07.132
I expect you to become a much

00:41:07.251 --> 00:41:08.052
better team member.

00:41:08.913 --> 00:41:10.313
And, dude, I'm 100% serious about that.

00:41:10.474 --> 00:41:12.175
Like, the guy knows he screwed up.

00:41:12.655 --> 00:41:13.295
He admitted to it.

00:41:13.315 --> 00:41:13.896
He didn't lie to me.

00:41:13.936 --> 00:41:14.655
There's no bullshit.

00:41:15.496 --> 00:41:15.936
And, like, dude,

00:41:15.956 --> 00:41:17.097
is it a really expensive mistake?

00:41:17.237 --> 00:41:17.436
Yeah.

00:41:18.217 --> 00:41:19.699
But so is retraining a new

00:41:19.739 --> 00:41:20.518
employee who might go out

00:41:20.539 --> 00:41:21.820
and do the same stupid freaking thing.

00:41:22.519 --> 00:41:24.221
How long has this guy been with you?

00:41:25.019 --> 00:41:25.860
Oh, a year.

00:41:26.059 --> 00:41:27.701
You know, it's not a long time.

00:41:27.780 --> 00:41:29.001
And, you know, the decision,

00:41:29.320 --> 00:41:29.880
we won't know if it's the

00:41:29.900 --> 00:41:30.940
right decision for a while.

00:41:31.181 --> 00:41:33.121
But it's a decision I made,

00:41:33.481 --> 00:41:34.541
and that was my logic behind it.

00:41:34.561 --> 00:41:36.081
But I called and reported it,

00:41:36.121 --> 00:41:36.822
and that's the first thing

00:41:36.862 --> 00:41:37.762
my insurance agent asked me was,

00:41:37.802 --> 00:41:38.342
did you fire him?

00:41:38.362 --> 00:41:39.523
And then the insurance

00:41:39.563 --> 00:41:40.342
underwriter called and said,

00:41:40.382 --> 00:41:40.983
did you fire him?

00:41:41.023 --> 00:41:43.264
And the guy's like,

00:41:43.284 --> 00:41:44.443
you got to invest in people, dude.

00:41:44.844 --> 00:41:46.003
You know, 100%, I believe that.

00:41:46.063 --> 00:41:47.224
If I didn't like the guy to begin with,

00:41:47.264 --> 00:41:47.965
I should have never hired him.

00:41:48.425 --> 00:41:48.864
I hired him.

00:41:48.885 --> 00:41:49.905
I gave him an opportunity.

00:41:50.684 --> 00:41:51.806
We had a really bad day,

00:41:52.126 --> 00:41:52.885
and hopefully we're going

00:41:52.905 --> 00:41:54.431
to find out that –

00:41:54.431 --> 00:41:55.030
We're not going to have any

00:41:55.070 --> 00:41:55.811
more bad days for a while.

00:41:56.012 --> 00:41:56.192
Yeah.

00:41:56.831 --> 00:41:57.112
Well,

00:41:57.172 --> 00:41:58.432
and the goal there is an employee

00:41:58.452 --> 00:41:59.313
like that, you know,

00:41:59.373 --> 00:42:00.193
you don't have to explain

00:42:00.233 --> 00:42:01.114
why safety is important.

00:42:01.135 --> 00:42:01.295
You know,

00:42:01.315 --> 00:42:02.135
the goal is you don't have to say

00:42:02.135 --> 00:42:03.615
500 times a day, drive safe,

00:42:04.137 --> 00:42:06.257
take your time, you know, ground guide.

00:42:06.557 --> 00:42:07.177
You got, you got,

00:42:07.197 --> 00:42:08.159
you got a guy that's bought

00:42:08.278 --> 00:42:09.860
in because of his experience.

00:42:10.119 --> 00:42:11.320
And the goal is that that

00:42:12.380 --> 00:42:13.661
finds its way over the other employees.

00:42:13.702 --> 00:42:14.802
So he can have conversations

00:42:14.822 --> 00:42:16.023
to talk about how fucking

00:42:16.043 --> 00:42:16.784
important this shit is.

00:42:16.804 --> 00:42:17.864
Cause you know,

00:42:18.545 --> 00:42:19.605
he could be in a fucking

00:42:19.666 --> 00:42:20.746
box in the ground right now

00:42:21.045 --> 00:42:21.847
because of his choices.

00:42:22.753 --> 00:42:22.954
Oh, yeah,

00:42:23.134 --> 00:42:26.237
and he can leave the next safety meeting.

00:42:26.577 --> 00:42:27.938
Yeah, I mean,

00:42:27.978 --> 00:42:29.500
what is the gift in all of this, right?

00:42:29.519 --> 00:42:31.601
That's always the mindset shift.

00:42:31.641 --> 00:42:32.702
What is the gift in all of this?

00:42:32.762 --> 00:42:33.503
It's like, well,

00:42:33.523 --> 00:42:34.885
you got a fucking bought-in employee.

00:42:35.365 --> 00:42:36.567
You got a bought-in employee

00:42:36.586 --> 00:42:38.188
that knows that you got his back.

00:42:38.347 --> 00:42:39.409
The other thing is when you fire him,

00:42:39.929 --> 00:42:41.451
you gain nothing as a

00:42:41.510 --> 00:42:42.853
customer or as a company.

00:42:43.032 --> 00:42:43.793
You lost the truck.

00:42:43.974 --> 00:42:45.215
Now you lost an employee, right?

00:42:45.235 --> 00:42:45.635
That's a net zero.

00:42:47.757 --> 00:42:50.018
And yet when you say, okay, no, no,

00:42:50.039 --> 00:42:51.360
you still got your job, right?

00:42:51.800 --> 00:42:53.221
And what you're also telling your guys is,

00:42:53.260 --> 00:42:55.083
hey, as the business owner,

00:42:55.222 --> 00:42:55.922
I take the risk.

00:42:56.043 --> 00:42:57.684
I'm out of fucking truck.

00:42:57.965 --> 00:42:59.405
You're not necessarily out of job.

00:43:00.347 --> 00:43:02.527
And you allow your guys to make choices.

00:43:02.608 --> 00:43:03.929
I fucking hate the word mistakes, right?

00:43:04.409 --> 00:43:06.070
Choices that do not work out

00:43:06.411 --> 00:43:07.012
because when they make

00:43:07.052 --> 00:43:08.353
choices that do work out, guess what?

00:43:08.393 --> 00:43:09.653
You get to reap the profit.

00:43:09.693 --> 00:43:11.675
That's the risk reward benefit.

00:43:12.195 --> 00:43:13.456
And so now it instills that

00:43:13.516 --> 00:43:14.597
confidence to the guys that, hey,

00:43:14.898 --> 00:43:15.538
when you're right,

00:43:18.300 --> 00:43:21.481
illogical and, you know, you'll, you'll,

00:43:21.541 --> 00:43:23.842
you'll have their back versus, you know,

00:43:24.141 --> 00:43:25.001
if you're fucking acting a

00:43:25.041 --> 00:43:26.061
fool and you lied about it, well,

00:43:26.081 --> 00:43:27.202
then that's a whole nother story.

00:43:28.362 --> 00:43:29.943
Well, we push that model all the time,

00:43:29.963 --> 00:43:30.143
dude.

00:43:30.182 --> 00:43:30.884
Do not lie to me.

00:43:31.364 --> 00:43:32.244
I can handle a lot of it.

00:43:32.543 --> 00:43:33.224
I just, you know,

00:43:33.324 --> 00:43:33.844
I'm trying to build a

00:43:33.884 --> 00:43:35.244
company culture that's, you know,

00:43:35.525 --> 00:43:38.525
built on honesty and it goes both ways.

00:43:38.585 --> 00:43:39.266
I speak honest.

00:43:39.365 --> 00:43:40.405
I allow them to speak honest.

00:43:40.686 --> 00:43:42.387
You know, if you, if you're in the shop,

00:43:42.746 --> 00:43:43.987
you know, without customers present,

00:43:44.568 --> 00:43:45.228
you wouldn't be sure if we

00:43:45.268 --> 00:43:45.967
liked each other or not.

00:43:47.913 --> 00:43:48.612
It goes back, you know,

00:43:48.632 --> 00:43:50.014
Ray Dalio said it in his book,

00:43:50.054 --> 00:43:51.054
and I'm sure I'm not using

00:43:51.074 --> 00:43:51.856
the way he intended.

00:43:51.896 --> 00:43:52.155
But, you know,

00:43:52.175 --> 00:43:53.757
it's like it's radical transparency,

00:43:53.797 --> 00:43:53.976
right?

00:43:54.077 --> 00:43:55.097
It's a meritocracy.

00:43:55.657 --> 00:43:56.918
Everybody gains their rights

00:43:56.958 --> 00:43:57.480
in that manner.

00:43:57.519 --> 00:43:59.840
So that's the mission.

00:44:00.342 --> 00:44:01.481
I talk quite a bit.

00:44:01.521 --> 00:44:02.163
I tell people all the time,

00:44:02.983 --> 00:44:03.923
I give a shit what you say,

00:44:03.983 --> 00:44:04.625
not how you say it.

00:44:05.105 --> 00:44:05.965
If you want to get shitty,

00:44:06.326 --> 00:44:07.626
like if I have a guy, one of our guys,

00:44:07.666 --> 00:44:08.668
I've given our guys this

00:44:08.708 --> 00:44:09.467
permission for years.

00:44:09.947 --> 00:44:11.148
If you want to get shitty with a customer,

00:44:11.248 --> 00:44:11.550
call me.

00:44:12.452 --> 00:44:13.112
Get shitty with me.

00:44:13.813 --> 00:44:15.012
I will get you back on track

00:44:15.333 --> 00:44:16.434
versus you fucking snapping

00:44:16.454 --> 00:44:16.954
on a customer.

00:44:17.655 --> 00:44:17.875
Right?

00:44:17.954 --> 00:44:19.614
Like, I can fucking handle it.

00:44:19.715 --> 00:44:20.556
I'm a grown fucking man.

00:44:22.257 --> 00:44:22.956
Oh, 100%.

00:44:24.018 --> 00:44:25.938
You know, back on processes,

00:44:25.958 --> 00:44:26.978
I don't know what we're

00:44:27.018 --> 00:44:28.159
doing right on time, actually, I think.

00:44:28.780 --> 00:44:29.260
About 15 minutes.

00:44:29.280 --> 00:44:30.601
Yeah, that's cool.

00:44:30.641 --> 00:44:31.201
But, you know,

00:44:31.240 --> 00:44:33.001
did I talk to you about talent LMS?

00:44:34.679 --> 00:44:35.358
Sounds familiar.

00:44:35.418 --> 00:44:37.360
Yeah, let's jump back into it, though.

00:44:37.619 --> 00:44:38.701
So basically,

00:44:38.740 --> 00:44:40.061
it's just creating a video

00:44:40.081 --> 00:44:40.840
training catalog,

00:44:41.342 --> 00:44:42.101
and I'm in love with that.

00:44:42.521 --> 00:44:43.442
I'm having a lot of fun with it.

00:44:43.702 --> 00:44:44.463
Yeah, yeah, yeah.

00:44:44.483 --> 00:44:45.483
Are you still doing those?

00:44:45.503 --> 00:44:46.664
So you're the one creating the videos,

00:44:46.724 --> 00:44:47.523
and then you're having your

00:44:47.543 --> 00:44:49.605
guys watch those videos.

00:44:49.625 --> 00:44:50.764
Yeah, exactly.

00:44:50.804 --> 00:44:52.206
So I haven't fully implemented it yet.

00:44:52.385 --> 00:44:53.786
I'm still in the creation stage.

00:44:53.927 --> 00:44:54.987
I've made quite a few now.

00:44:55.586 --> 00:44:56.668
What's LMS?

00:44:56.768 --> 00:44:57.608
What's that stand for?

00:44:57.708 --> 00:44:58.909
Learning Management System.

00:44:59.389 --> 00:44:59.708
Thank you.

00:44:59.728 --> 00:44:59.969
All right.

00:45:00.559 --> 00:45:01.460
Yep.

00:45:01.860 --> 00:45:02.800
But I'll tell you what, dude,

00:45:02.820 --> 00:45:03.641
I think it's really cool.

00:45:03.960 --> 00:45:05.061
And I don't know if I need to make them.

00:45:05.101 --> 00:45:05.942
I think probably some of the

00:45:05.981 --> 00:45:06.601
guys could make them.

00:45:07.302 --> 00:45:08.461
It's just a matter of, you know,

00:45:08.521 --> 00:45:09.222
like I just want to make

00:45:09.242 --> 00:45:11.083
sure that version of it is perfect.

00:45:11.202 --> 00:45:12.264
I know nobody's going to go

00:45:12.344 --> 00:45:13.264
out and do it perfectly.

00:45:14.304 --> 00:45:16.224
Yeah, perfection, perfection.

00:45:16.284 --> 00:45:17.065
Yeah, perfection.

00:45:17.105 --> 00:45:18.085
Don't strive for 80-20, right?

00:45:18.125 --> 00:45:20.385
So one of the things we do in EOS,

00:45:20.425 --> 00:45:21.626
the Entrepreneurial Operating System,

00:45:21.987 --> 00:45:23.327
is the 20-80 principle.

00:45:23.827 --> 00:45:24.807
What is the 20% effort to get 80% result?

00:45:27.400 --> 00:45:28.641
If you strive for 95, 99,

00:45:28.641 --> 00:45:30.121
you're going to kill yourself.

00:45:30.442 --> 00:45:31.802
If you say, hey, what's the minimum?

00:45:32.143 --> 00:45:33.623
Hey, this is how you use a ratchet strap.

00:45:33.762 --> 00:45:34.804
Here are the basic principles.

00:45:34.804 --> 00:45:37.704
90 seconds, this end goes in this end,

00:45:37.744 --> 00:45:38.485
feeds back this way.

00:45:38.525 --> 00:45:39.485
That way it doesn't get pinched.

00:45:39.885 --> 00:45:41.326
You tighten as much as you

00:45:41.346 --> 00:45:42.927
can before you cinch it down.

00:45:42.947 --> 00:45:43.786
When you're undoing it,

00:45:43.827 --> 00:45:44.387
make sure you keep your

00:45:44.427 --> 00:45:45.327
finger out of here so it

00:45:45.347 --> 00:45:46.527
doesn't get the little pinchy pinch.

00:45:47.047 --> 00:45:48.668
Open it up, rewrap it this way.

00:45:49.248 --> 00:45:49.728
Boom, done.

00:45:50.610 --> 00:45:52.190
This is weighted for 12,000 pounds,

00:45:52.230 --> 00:45:53.570
and this is 14,000 pounds.

00:45:53.610 --> 00:45:54.711
Let me explain to you the difference.

00:45:55.032 --> 00:45:56.311
But there's the difference there, right?

00:45:56.652 --> 00:45:57.353
Yeah, 100%.

00:45:58.092 --> 00:45:59.253
I was surprised how many

00:45:59.313 --> 00:46:01.193
people never used a ratchet strap before.

00:46:01.275 --> 00:46:01.755
I'm like, okay,

00:46:01.795 --> 00:46:03.215
apparently we've got to do

00:46:03.255 --> 00:46:04.356
fucking ratchet strap training.

00:46:04.416 --> 00:46:06.737
I have not made that video, but I should.

00:46:07.097 --> 00:46:07.597
Literally.

00:46:07.898 --> 00:46:10.059
I teach everyone how to use them.

00:46:10.179 --> 00:46:10.438
I know.

00:46:11.099 --> 00:46:12.539
We are like, oh, grab a ratchet strap,

00:46:12.579 --> 00:46:14.420
and half the guys are like, what?

00:46:14.481 --> 00:46:14.981
And I'm like, oh.

00:46:15.798 --> 00:46:16.800
And we have box trucks with

00:46:16.860 --> 00:46:17.581
rails on the side,

00:46:17.960 --> 00:46:19.782
so we're using ratchet straps every day.

00:46:20.023 --> 00:46:20.523
And not, like,

00:46:20.623 --> 00:46:21.364
difficult where you've got

00:46:21.384 --> 00:46:22.545
to find somewhere to fucking hook it on.

00:46:22.764 --> 00:46:22.905
Like,

00:46:23.226 --> 00:46:24.626
just plug in the rail system and tie

00:46:24.646 --> 00:46:25.166
down the load.

00:46:25.206 --> 00:46:26.608
Like, this is... Right?

00:46:26.789 --> 00:46:28.750
We want to make this as simple as possible,

00:46:28.849 --> 00:46:29.090
you know?

00:46:29.110 --> 00:46:30.452
Oh, yeah, bro.

00:46:30.472 --> 00:46:31.512
Since it's a moving company,

00:46:31.813 --> 00:46:33.353
I'm highly invested in the e-track, too.

00:46:33.534 --> 00:46:34.074
I'm in love with that.

00:46:34.094 --> 00:46:34.655
Yeah, the e-track.

00:46:34.675 --> 00:46:35.076
Yeah, yeah.

00:46:35.175 --> 00:46:36.556
Oh, I love the e-track.

00:46:36.697 --> 00:46:37.858
I've been working on that,

00:46:37.938 --> 00:46:38.539
learning about all the

00:46:38.559 --> 00:46:39.519
different things you can do with it.

00:46:40.621 --> 00:46:41.400
What else can you do with it?

00:46:41.420 --> 00:46:41.802
You fucking...

00:46:42.563 --> 00:46:44.103
Oh, just, just the way you tie things down,

00:46:44.123 --> 00:46:44.724
how you can pull from

00:46:44.764 --> 00:46:45.505
different angles and pull

00:46:45.525 --> 00:46:46.085
from different heights.

00:46:46.184 --> 00:46:47.786
It's just, Oh yeah.

00:46:47.905 --> 00:46:48.246
And all the,

00:46:48.686 --> 00:46:49.387
all the different little

00:46:49.407 --> 00:46:51.327
attachments you can do to, you know, like,

00:46:51.487 --> 00:46:52.768
so what I've experienced, right.

00:46:52.809 --> 00:46:53.829
Is if I go really high,

00:46:53.889 --> 00:46:55.530
it's difficult to pack it

00:46:55.570 --> 00:46:56.431
in and make sure it stays tight.

00:46:56.471 --> 00:46:57.871
Cause it's hard to stay high all the way,

00:46:57.891 --> 00:46:59.472
all the way to the back of the box.

00:47:00.213 --> 00:47:00.393
Yep.

00:47:00.813 --> 00:47:01.532
But yeah,

00:47:01.554 --> 00:47:02.673
that's the advantage of junk removal.

00:47:02.693 --> 00:47:03.474
We can stack it a little bit

00:47:03.494 --> 00:47:04.635
higher because if it gets

00:47:04.675 --> 00:47:05.596
dented or scratched, you know,

00:47:05.695 --> 00:47:06.275
we're donating it.

00:47:06.295 --> 00:47:07.556
We're not putting it back in

00:47:07.577 --> 00:47:08.436
somebody's house, you know?

00:47:09.418 --> 00:47:09.518
Um,

00:47:10.952 --> 00:47:11.673
Oh yeah, no, I love our,

00:47:12.134 --> 00:47:13.215
so one of our box trucks

00:47:13.235 --> 00:47:14.175
does not have the E-track

00:47:14.215 --> 00:47:16.057
and we need to just go put the rails in.

00:47:16.639 --> 00:47:18.039
So I love, I mean,

00:47:18.400 --> 00:47:19.501
our bread and butter is our

00:47:19.501 --> 00:47:22.385
26 and 24 foot box trucks

00:47:22.405 --> 00:47:23.786
with lift gates with the E-tracks.

00:47:23.806 --> 00:47:24.507
I mean, that is the,

00:47:25.407 --> 00:47:26.509
you can go do some work

00:47:26.528 --> 00:47:29.092
with those bad boys, you know, you can,

00:47:29.271 --> 00:47:30.893
we can pack theoretically

00:47:30.974 --> 00:47:32.735
four trailers into one of those.

00:47:33.456 --> 00:47:34.155
It's normally closer to

00:47:34.195 --> 00:47:34.757
three because it's

00:47:34.777 --> 00:47:35.856
difficult to stack it high,

00:47:35.896 --> 00:47:36.396
to your point.

00:47:36.978 --> 00:47:38.438
You can go out all day and bang three,

00:47:38.478 --> 00:47:39.998
four trailers worth of

00:47:40.018 --> 00:47:41.139
material and come back and

00:47:41.579 --> 00:47:43.161
unload it and take it to

00:47:43.201 --> 00:47:44.061
donation centers.

00:47:44.221 --> 00:47:45.722
That's how we make our money.

00:47:45.942 --> 00:47:47.782
That's our cat's pajamas.

00:47:47.802 --> 00:47:50.244
Well, I've been jumping in that model,

00:47:50.264 --> 00:47:50.443
too.

00:47:50.483 --> 00:47:51.324
I don't think we've spoken

00:47:51.344 --> 00:47:52.025
about it since then,

00:47:52.065 --> 00:47:53.445
but I hired a guy to come

00:47:53.505 --> 00:47:54.166
out and do the picking.

00:47:55.137 --> 00:47:56.157
And I'll tell you,

00:47:57.038 --> 00:47:58.318
it really has been very interesting.

00:47:58.338 --> 00:47:59.179
I've been learning a lot.

00:47:59.539 --> 00:48:00.579
I thought I knew a lot already.

00:48:01.059 --> 00:48:02.400
That's probably the number

00:48:02.481 --> 00:48:03.400
one warning sign, right?

00:48:03.641 --> 00:48:04.641
Yeah, there you go.

00:48:04.762 --> 00:48:05.762
No, I'm so, like,

00:48:05.782 --> 00:48:06.983
that's such great self-awareness.

00:48:07.222 --> 00:48:08.382
You just did that whole thinking thing.

00:48:08.643 --> 00:48:10.623
I thought I thought, man, I was like, man,

00:48:10.684 --> 00:48:11.485
fuck, I thought I knew better.

00:48:11.505 --> 00:48:13.706
It's like, and yet here you are, right?

00:48:13.726 --> 00:48:15.947
Yeah, that's a fixed mindset.

00:48:15.967 --> 00:48:17.387
You think you know, you're already dead.

00:48:17.568 --> 00:48:18.208
You didn't even know it.

00:48:19.452 --> 00:48:20.452
I'll tell you what dude I'm

00:48:20.492 --> 00:48:21.612
in love with that uh how

00:48:21.652 --> 00:48:22.594
much how much material

00:48:22.614 --> 00:48:23.414
we're able to donate so

00:48:23.454 --> 00:48:24.954
we've been you know if the

00:48:24.994 --> 00:48:25.755
moving truck's not out

00:48:25.795 --> 00:48:27.056
moving we've been using it

00:48:27.175 --> 00:48:28.976
on the jobs and it's

00:48:29.036 --> 00:48:30.297
incredible you know we

00:48:30.418 --> 00:48:31.217
we're lowering disposal

00:48:31.237 --> 00:48:32.358
costs and we're doing a lot

00:48:32.378 --> 00:48:33.159
of good for the community

00:48:34.079 --> 00:48:35.400
but to your point I

00:48:35.460 --> 00:48:36.380
actually measured that damn

00:48:36.400 --> 00:48:37.320
thing out because I i

00:48:37.380 --> 00:48:38.402
filled it with some garbage

00:48:38.481 --> 00:48:39.222
the other day just because

00:48:39.242 --> 00:48:40.762
I was behind schedule yeah

00:48:40.862 --> 00:48:42.204
and I could not believe

00:48:42.224 --> 00:48:44.284
like dude it measures like 50 yards

00:48:45.054 --> 00:48:46.094
I was like, holy shit,

00:48:46.114 --> 00:48:48.195
it's bigger than I thought it was.

00:48:48.335 --> 00:48:49.137
Oh, yeah.

00:48:49.237 --> 00:48:52.257
Our 24-foot box truck, we go 24 by 7 by 7.

00:48:52.257 --> 00:48:53.059
That's the math we go.

00:48:53.518 --> 00:48:54.679
Anything beyond 7 feet high,

00:48:54.719 --> 00:48:55.519
you're lying to yourself if

00:48:55.539 --> 00:48:55.920
you can do that.

00:48:55.940 --> 00:48:57.021
Well, let's do the math right now.

00:48:57.061 --> 00:48:57.742
24 7 by 7 is 1,176 cubic feet, right?

00:48:57.762 --> 00:48:58.481
Divide that by 27.

00:48:58.521 --> 00:48:58.601
It's 43.5.

00:48:58.641 --> 00:48:59.382
So it's 43 and a half.

00:48:59.402 --> 00:48:59.902
Actually, no,

00:48:59.983 --> 00:49:01.903
I think they're 7 and a half wide.

00:49:08.367 --> 00:49:10.708
So it was seven by 7.5 by 24.

00:49:11.688 --> 00:49:11.849
Yeah.

00:49:11.869 --> 00:49:11.849
1260.

00:49:11.949 --> 00:49:14.128
There it is.

00:49:14.148 --> 00:49:14.610
1260 divided by 27.

00:49:14.650 --> 00:49:15.630
It's 46.6.

00:49:16.070 --> 00:49:16.610
Right.

00:49:16.650 --> 00:49:17.889
So we call that three

00:49:17.909 --> 00:49:19.371
trailers because our

00:49:19.411 --> 00:49:20.411
trailers are 16 cubic meters.

00:49:20.811 --> 00:49:21.931
My other one is 26 foot.

00:49:21.971 --> 00:49:25.092
And I think it's eight foot on the inside,

00:49:25.152 --> 00:49:25.931
eight to eight or like

00:49:25.992 --> 00:49:26.731
seven and three quarters.

00:49:26.932 --> 00:49:28.032
Like it's, it's, it's that,

00:49:28.333 --> 00:49:29.072
that extra half of,

00:49:29.092 --> 00:49:30.213
or that's your two feet

00:49:30.273 --> 00:49:31.494
deep and a half a foot wide.

00:49:31.713 --> 00:49:32.934
Like that fucking adds up, you know?

00:49:34.543 --> 00:49:35.864
It's a lot of material, bro.

00:49:36.465 --> 00:49:36.724
Oh, yeah.

00:49:36.744 --> 00:49:37.465
We love that truck.

00:49:37.846 --> 00:49:39.768
Yeah, that one's closer to 54 cubic yards,

00:49:39.847 --> 00:49:40.347
full stack.

00:49:40.708 --> 00:49:41.809
That's three and a half trailers.

00:49:42.530 --> 00:49:44.150
You got to pack it in

00:49:44.190 --> 00:49:45.532
fucking perfect to get

00:49:45.833 --> 00:49:46.893
those 54 cubic yards.

00:49:47.253 --> 00:49:47.934
I'll tell you what, though.

00:49:48.135 --> 00:49:48.914
When you go do a two and a

00:49:48.954 --> 00:49:50.076
half trailer job,

00:49:50.096 --> 00:49:51.436
you only have to send one fucking truck.

00:49:51.878 --> 00:49:52.637
Makes life nice.

00:49:53.059 --> 00:49:55.079
What we do, this is where we win the most,

00:49:55.159 --> 00:49:56.320
is we run our box truck in

00:49:56.340 --> 00:49:57.541
tandem with our dump trucks.

00:49:58.302 --> 00:49:58.762
So that way,

00:49:59.083 --> 00:50:00.063
our dump trucks are one and a

00:50:00.103 --> 00:50:00.644
half trailers.

00:50:00.664 --> 00:50:01.885
They're 24 cubic yarders.

00:50:02.485 --> 00:50:03.447
So one's 24, one's 26, 27.

00:50:03.586 --> 00:50:05.047
Anyways,

00:50:05.168 --> 00:50:07.608
and then we have one that's a

00:50:07.648 --> 00:50:08.510
single one cubic yard.

00:50:08.530 --> 00:50:09.811
I got that Phil's Junk Removal.

00:50:09.831 --> 00:50:10.891
He put it up on the Facebook page.

00:50:10.911 --> 00:50:12.092
I don't know, like five, six months ago,

00:50:12.112 --> 00:50:13.753
it was a dump truck with a lift gate,

00:50:13.833 --> 00:50:14.873
and I bought it.

00:50:14.893 --> 00:50:17.056
It was a fucking badass little F4 truck.

00:50:19.336 --> 00:50:19.536
F-450.

00:50:19.898 --> 00:50:20.197
Anyhow,

00:50:20.797 --> 00:50:22.498
we run our dump trucks in tandem

00:50:22.518 --> 00:50:23.239
with our box trucks.

00:50:23.760 --> 00:50:25.440
So if those guys go and do four jobs,

00:50:25.760 --> 00:50:27.322
the perfect world is one to

00:50:27.402 --> 00:50:28.402
one and a half go right to

00:50:28.422 --> 00:50:29.503
the transfer station direct,

00:50:29.983 --> 00:50:32.184
and the other two and a

00:50:32.224 --> 00:50:33.925
half to three come back to our warehouse.

00:50:34.326 --> 00:50:34.925
And that's how we can

00:50:34.945 --> 00:50:36.447
maintain that 80% recovery

00:50:36.487 --> 00:50:37.407
rate because now we're

00:50:37.427 --> 00:50:38.268
bringing all that material

00:50:38.307 --> 00:50:39.228
back to our warehouse.

00:50:39.728 --> 00:50:41.070
And a lot of times it's the heavier,

00:50:41.110 --> 00:50:42.630
bigger stuff, a lot of scrap,

00:50:42.650 --> 00:50:45.351
a lot of donate, books, clothes,

00:50:45.452 --> 00:50:45.992
all that shit.

00:50:46.632 --> 00:50:48.373
And it's the crap furniture

00:50:48.715 --> 00:50:49.875
and actual trash that ends

00:50:49.914 --> 00:50:50.675
up going to the landfill.

00:50:51.817 --> 00:50:52.998
I'll tell you, even the crap furniture,

00:50:53.038 --> 00:50:53.617
I've had pretty good

00:50:53.637 --> 00:50:54.759
success getting some of that donated.

00:50:54.778 --> 00:50:56.519
But I'll tell you, that's the model, dude,

00:50:56.539 --> 00:50:57.581
and that's where the future is.

00:50:58.081 --> 00:50:59.382
That is the future of our industry.

00:50:59.681 --> 00:51:01.364
You've got to figure out how to hopscotch.

00:51:01.384 --> 00:51:02.443
You've got to figure out how to route.

00:51:02.463 --> 00:51:03.264
Route efficiency is going to

00:51:03.284 --> 00:51:05.266
be the next big thing, I think.

00:51:05.545 --> 00:51:07.347
I know we've got seven minutes,

00:51:07.788 --> 00:51:09.748
so let's talk about the bolt-on business.

00:51:09.829 --> 00:51:10.750
So what was your experience?

00:51:11.331 --> 00:51:11.851
You happy with it?

00:51:12.909 --> 00:51:13.951
What do you mean the bolt-on business?

00:51:13.971 --> 00:51:15.391
The business you bought and

00:51:15.411 --> 00:51:16.733
just bolted onto your business.

00:51:17.112 --> 00:51:17.893
Oh, yeah, yeah, yeah.

00:51:17.934 --> 00:51:18.474
No, it's been great.

00:51:18.514 --> 00:51:18.853
Yeah, no.

00:51:18.893 --> 00:51:22.356
So yeah, because he ran, he was doing, he,

00:51:22.436 --> 00:51:24.438
he, he joked, his name's Andrew, you know,

00:51:24.699 --> 00:51:25.298
way too many fucking

00:51:25.338 --> 00:51:26.480
Andrews in this drunken world.

00:51:27.059 --> 00:51:28.641
And, uh, he told me at one point,

00:51:28.681 --> 00:51:29.181
he's like, yeah,

00:51:29.222 --> 00:51:29.963
I felt like I was in your

00:51:29.983 --> 00:51:30.722
shadows for two years.

00:51:30.742 --> 00:51:31.603
Cause every time I went to a

00:51:31.643 --> 00:51:32.684
networking event and said, Hey,

00:51:32.704 --> 00:51:33.385
my name's Andrew.

00:51:33.405 --> 00:51:33.764
They're like, Oh,

00:51:33.784 --> 00:51:34.965
do you know Andy with camo crew?

00:51:35.286 --> 00:51:36.467
And he's like, who is this fucking guy?

00:51:36.947 --> 00:51:37.967
So he reached out to me.

00:51:40.090 --> 00:51:40.791
to ask about a job.

00:51:40.831 --> 00:51:41.692
And I was straight up with them.

00:51:41.753 --> 00:51:42.873
I was like, Hey, this, I told him, I said,

00:51:42.914 --> 00:51:43.833
I wouldn't do the fucking job.

00:51:43.855 --> 00:51:44.534
It's like, why not?

00:51:44.675 --> 00:51:45.335
And I told him all the

00:51:45.356 --> 00:51:46.697
reasons why I wouldn't do the job.

00:51:46.916 --> 00:51:48.978
And I have a much higher risk tolerance.

00:51:48.998 --> 00:51:49.980
Like I fucking love risk.

00:51:50.201 --> 00:51:52.081
And it was, it was carpet.

00:51:52.181 --> 00:51:53.143
It was 30,000 square feet of

00:51:53.202 --> 00:51:54.364
carpet in a commercial building.

00:51:55.005 --> 00:51:55.686
And I'm like, Nope,

00:51:55.885 --> 00:51:56.666
there's so many things that

00:51:56.706 --> 00:51:57.827
can go fucking wrong with that.

00:51:58.307 --> 00:51:58.628
And I don't,

00:52:00.483 --> 00:52:01.902
I got my ass kicked on commercial carpet.

00:52:01.922 --> 00:52:02.923
So I explained why I wouldn't do it.

00:52:03.184 --> 00:52:04.724
And he goes, yeah, I figured the same way.

00:52:05.344 --> 00:52:06.485
Anyways, then we got talking.

00:52:06.726 --> 00:52:08.126
I realized his goals and my goals.

00:52:08.146 --> 00:52:09.027
And there was a lot of alignment.

00:52:09.527 --> 00:52:10.608
So we worked through the

00:52:10.628 --> 00:52:12.329
negotiation of buying out his company.

00:52:12.369 --> 00:52:13.530
We rewrapped his truck.

00:52:14.871 --> 00:52:15.612
He kept his trailer

00:52:15.652 --> 00:52:16.831
personally because it

00:52:16.851 --> 00:52:18.532
didn't fit our business model.

00:52:19.193 --> 00:52:21.014
And he's coming now as our integrator.

00:52:21.215 --> 00:52:22.635
And it's been great because

00:52:23.056 --> 00:52:25.157
where his strengths and my

00:52:25.177 --> 00:52:25.918
strengths line up,

00:52:26.757 --> 00:52:29.217
And my risk, he's more risk averse.

00:52:29.498 --> 00:52:31.159
So he sees where I'm risking

00:52:31.179 --> 00:52:32.599
the dollars and he sees it.

00:52:32.639 --> 00:52:33.619
And yet he's like,

00:52:34.699 --> 00:52:35.760
I see why you're doing that.

00:52:36.360 --> 00:52:38.099
It was his second week.

00:52:38.119 --> 00:52:38.840
I think it was Monday or

00:52:38.880 --> 00:52:39.900
Tuesday of his second week.

00:52:39.940 --> 00:52:40.719
We were chatting, you know,

00:52:40.739 --> 00:52:41.900
we talked for maybe half

00:52:41.920 --> 00:52:43.061
hour to 45 minutes a day.

00:52:43.701 --> 00:52:44.760
So strategically, let's have a,

00:52:45.121 --> 00:52:46.442
just get to know each other conversation,

00:52:46.461 --> 00:52:46.661
you know?

00:52:46.681 --> 00:52:47.262
And he goes,

00:52:47.681 --> 00:52:48.742
I feel like I jumped ahead

00:52:48.942 --> 00:52:50.262
five years in junk removal.

00:52:50.282 --> 00:52:52.322
I go, you did right.

00:52:52.342 --> 00:52:53.603
Like you were on year two.

00:52:53.922 --> 00:52:54.583
I'm on year eight.

00:52:55.827 --> 00:52:57.028
And he goes,

00:52:57.048 --> 00:52:58.610
I'd much rather have the pains

00:52:58.670 --> 00:53:05.675
of scaling than, you know, scaling.

00:53:05.856 --> 00:53:06.157
But, like,

00:53:06.336 --> 00:53:07.378
basically the day-to-day

00:53:07.438 --> 00:53:09.018
operations versus scaling

00:53:09.079 --> 00:53:09.619
out of the truck.

00:53:09.820 --> 00:53:11.001
Like, he got stuck in the,

00:53:11.221 --> 00:53:12.101
how do I get out of the truck?

00:53:12.141 --> 00:53:12.282
Like,

00:53:12.521 --> 00:53:13.862
he was only first starting to let

00:53:13.943 --> 00:53:16.144
other guys run the rig when

00:53:16.184 --> 00:53:16.925
he wasn't there.

00:53:17.445 --> 00:53:18.586
And so now he sees, like, shit,

00:53:18.606 --> 00:53:20.449
we send out six to eight trucks a day,

00:53:20.469 --> 00:53:20.548
like,

00:53:22.775 --> 00:53:23.918
For him to see it, like, oh, wait,

00:53:23.958 --> 00:53:24.998
you can actually do that

00:53:25.079 --> 00:53:25.960
and sleep easy at night?

00:53:25.981 --> 00:53:26.902
It's like, yeah.

00:53:27.443 --> 00:53:28.505
No, it's taken a lot of years.

00:53:29.706 --> 00:53:31.748
I sleep easy, too.

00:53:32.250 --> 00:53:33.351
Yeah, it's like,

00:53:33.371 --> 00:53:34.773
what are the benefits of being stupid?

00:53:35.034 --> 00:53:35.394
Yeah.

00:53:36.056 --> 00:53:36.295
Actually...

00:53:37.422 --> 00:53:40.385
So on, uh, 4th of July, I, uh, I was,

00:53:40.405 --> 00:53:41.224
I don't know what happened,

00:53:41.244 --> 00:53:42.485
but I was just fucking white.

00:53:42.925 --> 00:53:43.445
I was tired.

00:53:43.465 --> 00:53:44.407
I would play volleyball that day.

00:53:44.686 --> 00:53:46.487
Anyways, I get home at like eight,

00:53:46.527 --> 00:53:46.728
eight 30.

00:53:46.728 --> 00:53:47.989
I'm, I'm, I'm already eating.

00:53:48.208 --> 00:53:48.429
I was like,

00:53:48.449 --> 00:53:49.429
I'm gonna watch TV or something.

00:53:49.449 --> 00:53:50.510
I fell asleep on my couch, like eight 30.

00:53:50.570 --> 00:53:51.690
I was like, fuck, I'm going to bed.

00:53:52.231 --> 00:53:53.231
So I go crawl on my bed and

00:53:53.431 --> 00:53:54.472
it's nine o'clock at night.

00:53:54.512 --> 00:53:54.992
And all of a sudden the

00:53:55.012 --> 00:53:56.134
fucking fire fireworks

00:53:56.153 --> 00:53:58.155
start going off and I'm laying there.

00:53:59.266 --> 00:54:01.168
And I'm texting with somebody, whatever.

00:54:01.568 --> 00:54:03.208
And she's like, oh,

00:54:03.228 --> 00:54:04.170
because she knows I'm a vet.

00:54:04.230 --> 00:54:04.690
And she's like,

00:54:05.110 --> 00:54:06.152
are the fireworks going to bother you?

00:54:06.172 --> 00:54:07.452
I go, oh, fuck no.

00:54:08.072 --> 00:54:10.054
I'm going to sleep like a goddamn baby.

00:54:10.235 --> 00:54:11.576
Like in Iraq, when shit was going off,

00:54:11.815 --> 00:54:13.217
like, oh, that's so far out.

00:54:13.358 --> 00:54:15.398
Dude, I can sleep easy as shit.

00:54:15.418 --> 00:54:16.639
I remember sleeping in Ramadi.

00:54:17.221 --> 00:54:18.181
And at night,

00:54:18.202 --> 00:54:19.262
they'd be fucking popping them.

00:54:19.402 --> 00:54:20.103
I don't give a shit.

00:54:20.202 --> 00:54:22.244
I will sleep like a baby, right,

00:54:22.804 --> 00:54:23.925
when fireworks are going off,

00:54:23.965 --> 00:54:24.646
bombs are going off.

00:54:24.666 --> 00:54:24.947
I'm like, oh,

00:54:24.967 --> 00:54:25.887
that's so far in the distance.

00:54:26.208 --> 00:54:27.568
We're fucking good, you know?

00:54:29.007 --> 00:54:30.670
Yeah, that's that old, you know,

00:54:30.811 --> 00:54:33.213
ignorance is bliss, right?

00:54:33.253 --> 00:54:34.976
It's like I sleep easy because I'm stupid,

00:54:35.376 --> 00:54:35.697
you know?

00:54:36.117 --> 00:54:39.682
No, here's the deal.

00:54:40.483 --> 00:54:41.425
I've been rich and I've been poor.

00:54:42.438 --> 00:54:43.418
Being rich is more fun.

00:54:43.458 --> 00:54:44.579
Being poor is more interesting.

00:54:45.338 --> 00:54:45.739
I've, I've,

00:54:45.978 --> 00:54:47.380
I've made it and I've lost it

00:54:47.679 --> 00:54:48.840
and I know how to make it again.

00:54:49.280 --> 00:54:50.440
So that's why I sleep.

00:54:50.501 --> 00:54:50.840
All right.

00:54:50.900 --> 00:54:51.521
Because yeah,

00:54:51.681 --> 00:54:52.661
I know I can have a shit day.

00:54:52.722 --> 00:54:53.762
I know I can lose a lot.

00:54:54.041 --> 00:54:54.983
And I also know I figured

00:54:55.003 --> 00:54:55.682
out how to get it back.

00:54:55.983 --> 00:54:57.103
I figured out how to do it one time.

00:54:57.764 --> 00:54:58.503
I'm actually going to do it

00:54:58.523 --> 00:54:59.143
better the next time.

00:54:59.463 --> 00:55:00.684
So even case in point, we,

00:55:00.864 --> 00:55:02.324
I had hired a gentleman two

00:55:02.344 --> 00:55:03.405
years ago to run our

00:55:03.445 --> 00:55:06.686
company and did not work out for shit.

00:55:07.106 --> 00:55:07.246
Right.

00:55:07.266 --> 00:55:08.807
There was a lot of choices I made and,

00:55:08.947 --> 00:55:09.007
and,

00:55:10.831 --> 00:55:12.032
That did not work out for me, right?

00:55:12.052 --> 00:55:12.873
I'll take ownership there.

00:55:13.512 --> 00:55:16.835
And right before we bought on this guy,

00:55:16.856 --> 00:55:18.175
his name's Andrew,

00:55:18.317 --> 00:55:19.336
and bought out the company,

00:55:19.376 --> 00:55:20.478
I was talking to my HR guy,

00:55:20.498 --> 00:55:22.739
who's really my number one

00:55:22.760 --> 00:55:23.340
sounding board.

00:55:24.041 --> 00:55:25.442
And he gave me a quote that

00:55:25.461 --> 00:55:26.202
was really interesting,

00:55:26.242 --> 00:55:27.322
and I've carried it with me,

00:55:27.342 --> 00:55:28.103
so I got to give him credit.

00:55:28.123 --> 00:55:28.664
His name is Blake.

00:55:29.204 --> 00:55:29.445
He said,

00:55:29.485 --> 00:55:32.467
the same man never crosses the

00:55:32.507 --> 00:55:33.266
same river twice.

00:55:34.157 --> 00:55:35.639
When the man encounters the river again,

00:55:36.239 --> 00:55:38.280
the river has changed, and so has he.

00:55:39.260 --> 00:55:40.822
And so I look at all the

00:55:40.882 --> 00:55:43.463
choices I made for those 18

00:55:43.463 --> 00:55:44.143
months when I had somebody

00:55:44.164 --> 00:55:45.465
else taking over to run the

00:55:45.525 --> 00:55:47.465
company and what went right

00:55:47.485 --> 00:55:48.425
and what did not go right.

00:55:48.706 --> 00:55:49.746
And so now this time around,

00:55:49.867 --> 00:55:51.007
I have that much more experience.

00:55:51.768 --> 00:55:53.228
I have that much more knowledge.

00:55:54.550 --> 00:55:56.110
And I also had a second

00:55:56.170 --> 00:55:57.552
person in the case of Blake.

00:55:58.092 --> 00:55:59.012
testing to make sure I was

00:55:59.052 --> 00:55:59.672
making the right choice.

00:55:59.693 --> 00:56:00.813
Because the first time I made the choice,

00:56:00.873 --> 00:56:02.293
it was me and me alone making the choice.

00:56:02.853 --> 00:56:04.235
And now I had more people

00:56:04.255 --> 00:56:05.155
that were vested in the

00:56:05.175 --> 00:56:06.755
success to make the choices.

00:56:07.036 --> 00:56:08.456
I used the predictive index.

00:56:08.597 --> 00:56:09.998
I used the cognitive ability.

00:56:10.538 --> 00:56:12.179
I did all this work outside

00:56:12.278 --> 00:56:14.219
of the romantic fantasy of

00:56:14.260 --> 00:56:15.041
being an entrepreneur and

00:56:15.081 --> 00:56:16.280
wanting to make it work, right?

00:56:16.621 --> 00:56:17.702
I have a habit of thinking I

00:56:17.742 --> 00:56:19.342
can outwork the problem.

00:56:19.983 --> 00:56:20.802
When in actuality,

00:56:20.842 --> 00:56:22.284
the solution is much simpler,

00:56:22.304 --> 00:56:24.523
I complicate it by thinking

00:56:24.543 --> 00:56:25.164
I can outwork it.

00:56:25.545 --> 00:56:27.164
So it has worked out,

00:56:27.204 --> 00:56:27.985
to answer your question.

00:56:28.206 --> 00:56:29.266
He has molded in.

00:56:30.146 --> 00:56:30.846
He has brought some

00:56:31.487 --> 00:56:32.306
stability to our

00:56:32.367 --> 00:56:33.447
organization because he is

00:56:34.228 --> 00:56:34.887
just steady at it.

00:56:34.907 --> 00:56:36.228
He was a firefighter.

00:56:36.347 --> 00:56:37.889
Nothing shakes him, right?

00:56:38.369 --> 00:56:41.309
I fucking lose my goddamn mind.

00:56:42.378 --> 00:56:43.438
Early and often, right?

00:56:43.498 --> 00:56:45.380
It's like shoot twice,

00:56:45.460 --> 00:56:46.681
aim once kind of shit, you know?

00:56:47.561 --> 00:56:48.983
And so in that regard, he gets it.

00:56:49.224 --> 00:56:50.105
And he also is like,

00:56:50.264 --> 00:56:52.286
he occasionally will be like, oh,

00:56:52.306 --> 00:56:53.608
so this happens to your business too?

00:56:53.668 --> 00:56:54.168
It's like, yeah,

00:56:54.188 --> 00:56:54.929
there's shit and junk

00:56:54.949 --> 00:56:56.570
removal that is the industry flavor.

00:56:56.829 --> 00:56:56.989
Yep.

00:56:57.510 --> 00:56:58.431
Some people will be pissed

00:56:58.452 --> 00:57:00.632
no matter what you do, right?

00:57:00.793 --> 00:57:01.673
Some people will be happy no

00:57:01.693 --> 00:57:02.295
matter what you do.

00:57:02.355 --> 00:57:03.775
So there are some

00:57:04.155 --> 00:57:05.476
liabilities within the industry.

00:57:06.398 --> 00:57:07.117
It doesn't matter if you're

00:57:07.398 --> 00:57:08.099
a sole proprietor,

00:57:08.119 --> 00:57:10.059
been doing it for 10 minutes or, you know,

00:57:10.079 --> 00:57:11.079
you got a huge empire.

00:57:11.099 --> 00:57:12.059
You've been doing it for 10 years.

00:57:12.480 --> 00:57:13.079
There are certain things

00:57:13.099 --> 00:57:14.059
about this industry that are,

00:57:14.739 --> 00:57:15.599
they're going to bite you

00:57:15.619 --> 00:57:16.400
in the ass because that's,

00:57:16.621 --> 00:57:17.260
that's part of the game.

00:57:19.221 --> 00:57:19.942
Amen, baby.

00:57:20.402 --> 00:57:20.681
Amen.

00:57:20.702 --> 00:57:21.681
All right.

00:57:21.742 --> 00:57:22.282
Well, let's,

00:57:22.322 --> 00:57:23.561
let's end this quarterly update.

00:57:23.943 --> 00:57:24.342
What has,

00:57:24.682 --> 00:57:25.822
what's been your top takeaway today?

00:57:27.983 --> 00:57:29.643
My top takeaway is,

00:57:31.655 --> 00:57:33.637
it's probably processes bro

00:57:34.018 --> 00:57:35.858
like I I'm just you know

00:57:35.900 --> 00:57:36.739
you're working on them I'm

00:57:36.780 --> 00:57:37.661
working on them I think

00:57:37.721 --> 00:57:38.621
it's it's where you're

00:57:38.641 --> 00:57:39.742
going to go I think it's

00:57:39.762 --> 00:57:40.443
how you're going to scale

00:57:40.483 --> 00:57:42.224
your company uh and you

00:57:42.284 --> 00:57:42.985
know I want to make sure

00:57:43.045 --> 00:57:43.905
this is clear if you want

00:57:43.925 --> 00:57:45.327
to scale your company yeah

00:57:45.347 --> 00:57:46.588
you know if you don't want

00:57:46.608 --> 00:57:47.369
to be if you don't want to

00:57:47.389 --> 00:57:48.829
be a big player that's totally cool

00:57:49.784 --> 00:57:50.967
um but I think if you want

00:57:50.987 --> 00:57:51.887
to do it you got to scale

00:57:52.208 --> 00:57:54.090
and then just I don't know

00:57:54.110 --> 00:57:55.012
man always looking for ways

00:57:55.032 --> 00:57:55.793
to go in front of people

00:57:56.132 --> 00:57:57.594
you know like you said more

00:57:57.735 --> 00:58:00.659
more uh more braids more

00:58:00.719 --> 00:58:02.101
networking that's my game

00:58:03.257 --> 00:58:03.476
Yeah.

00:58:03.677 --> 00:58:04.097
You know, I've,

00:58:04.217 --> 00:58:05.097
I've been a very

00:58:05.157 --> 00:58:06.759
intentional these last two

00:58:06.778 --> 00:58:07.519
and a half years of doing

00:58:07.539 --> 00:58:08.561
this podcast for my,

00:58:08.601 --> 00:58:10.802
my dad is 68 years old.

00:58:11.101 --> 00:58:12.722
He is a one man operation.

00:58:13.184 --> 00:58:14.525
His company name is two man crew.

00:58:14.605 --> 00:58:15.826
And yet he's been the only

00:58:15.865 --> 00:58:17.085
guy doing it for the last like 10 years.

00:58:17.126 --> 00:58:18.266
He went through two business partners.

00:58:18.907 --> 00:58:19.967
He puts in doors and windows

00:58:20.007 --> 00:58:21.469
for a living and he runs

00:58:21.530 --> 00:58:22.489
his truck out of a,

00:58:22.989 --> 00:58:23.951
and runs an entire business

00:58:23.971 --> 00:58:25.172
out of a notebook and a

00:58:25.211 --> 00:58:25.911
cell phone where the

00:58:25.952 --> 00:58:27.333
voicemail inbox is always full.

00:58:27.614 --> 00:58:29.554
And he barely text message people's back.

00:58:29.835 --> 00:58:31.076
He does not have an email address.

00:58:31.536 --> 00:58:31.876
And yet,

00:58:32.880 --> 00:58:33.860
He's paid his house off.

00:58:34.501 --> 00:58:36.001
He's making more money at 68

00:58:36.001 --> 00:58:37.242
now than he's ever made in his life.

00:58:37.842 --> 00:58:39.143
He has a great quality product.

00:58:39.563 --> 00:58:41.284
People love the work he does.

00:58:42.125 --> 00:58:43.304
And he has no intention of

00:58:43.385 --> 00:58:44.726
even having an employee at

00:58:44.746 --> 00:58:45.826
this point in his life.

00:58:46.166 --> 00:58:49.347
So I am all about whatever your dream is.

00:58:49.447 --> 00:58:50.547
I've seen this on the

00:58:50.588 --> 00:58:51.168
Facebook groups where

00:58:51.188 --> 00:58:52.228
people are pissy like, oh,

00:58:52.268 --> 00:58:53.068
you should want this or you

00:58:53.108 --> 00:58:53.548
should want that.

00:58:54.128 --> 00:58:55.610
And if you want to go bang jobs all day,

00:58:55.630 --> 00:58:57.530
go bang fucking jobs.

00:58:58.496 --> 00:58:59.177
It's for the guy.

00:59:00.117 --> 00:59:00.818
And there's something to be

00:59:00.898 --> 00:59:02.838
learned within these shows.

00:59:02.858 --> 00:59:03.679
These are just a little more

00:59:03.739 --> 00:59:04.739
centric around hiring

00:59:04.778 --> 00:59:06.518
employees and scaling the business.

00:59:06.559 --> 00:59:07.980
Yet, there's something to be taken away.

00:59:08.320 --> 00:59:09.400
My whole goal,

00:59:09.500 --> 00:59:10.260
the one thing I will

00:59:10.280 --> 00:59:11.061
challenge everybody on,

00:59:11.320 --> 00:59:14.262
and I appreciate you, Andy Barton,

00:59:14.362 --> 00:59:15.242
is you've leaned into this

00:59:15.422 --> 00:59:16.282
heavily since we've gotten

00:59:16.302 --> 00:59:16.762
to know each other,

00:59:17.121 --> 00:59:18.282
is look at all the stuff

00:59:18.302 --> 00:59:19.023
you can keep out of the

00:59:19.063 --> 00:59:21.804
landfill by developing a better process.

00:59:22.043 --> 00:59:23.603
You want to be a one-truck

00:59:23.664 --> 00:59:24.905
operation or you want to

00:59:24.925 --> 00:59:25.565
bang your own jobs?

00:59:26.405 --> 00:59:27.545
Figure out a way to recycle metal.

00:59:27.905 --> 00:59:31.065
Then find a way to get appliances,

00:59:31.346 --> 00:59:32.746
maybe not to recycle but to

00:59:32.766 --> 00:59:33.306
an appliance guy.

00:59:33.586 --> 00:59:34.786
Then look for electronics.

00:59:35.286 --> 00:59:36.306
Find the wood, right?

00:59:36.347 --> 00:59:36.987
Find wood.

00:59:37.007 --> 00:59:37.746
We get our ass kicked on

00:59:37.786 --> 00:59:39.007
wood all the time often, right?

00:59:39.047 --> 00:59:40.367
Find ways to recycle wood.

00:59:40.407 --> 00:59:41.248
Even if it's at no cost,

00:59:41.268 --> 00:59:42.728
you got to drive five extra minutes,

00:59:43.088 --> 00:59:43.329
do it.

00:59:43.648 --> 00:59:44.528
That's my whole goal.

00:59:44.568 --> 00:59:45.489
No matter where you are

00:59:45.548 --> 00:59:46.509
scale-wise in business,

00:59:46.789 --> 00:59:48.030
I will always challenge you

00:59:48.070 --> 00:59:49.590
to be more environmentally

00:59:49.630 --> 00:59:51.389
cautious because that's all

00:59:51.469 --> 00:59:52.911
part of our industry, right?

00:59:52.931 --> 00:59:53.971
I want us to look more like

00:59:54.030 --> 00:59:54.990
a logistics company.

00:59:55.070 --> 00:59:56.713
industry and less like a,

00:59:56.773 --> 00:59:58.233
the being in the waste industry,

00:59:58.914 --> 01:00:00.275
my top takeaway from you, Andy.

01:00:00.356 --> 01:00:01.637
And every time I've had you,

01:00:01.657 --> 01:00:02.297
I think this is your fourth

01:00:02.338 --> 01:00:02.878
time on the show.

01:00:02.898 --> 01:00:02.938
Um,

01:00:04.690 --> 01:00:05.349
And we've known each other a

01:00:05.369 --> 01:00:05.969
couple of years and we

01:00:05.989 --> 01:00:07.650
spent time together in person last year.

01:00:08.530 --> 01:00:09.472
I always learn something.

01:00:09.532 --> 01:00:11.871
I am going to have our HR.

01:00:11.891 --> 01:00:13.132
We have a third party HR company.

01:00:13.152 --> 01:00:14.193
I'm going to have our

01:00:14.213 --> 01:00:16.653
director of HR and his his employee,

01:00:16.673 --> 01:00:17.494
his operations manager,

01:00:17.815 --> 01:00:18.875
listen to this episode

01:00:19.255 --> 01:00:20.034
because there's some things

01:00:20.054 --> 01:00:20.936
that you brought up today

01:00:21.275 --> 01:00:22.115
that we haven't considered

01:00:22.135 --> 01:00:23.056
in the last six months as

01:00:23.115 --> 01:00:23.936
we've struggled to a

01:00:23.956 --> 01:00:26.396
certain extent with with with employees.

01:00:26.438 --> 01:00:27.438
So, yeah.

01:00:28.512 --> 01:00:29.634
you know, like you said earlier, right.

01:00:29.673 --> 01:00:30.835
As soon as you think you know something,

01:00:30.855 --> 01:00:31.815
you're probably already dead.

01:00:31.856 --> 01:00:32.376
You don't know it.

01:00:32.817 --> 01:00:35.559
So that constant, you know, learning, I,

01:00:35.760 --> 01:00:36.820
I have a, you know,

01:00:36.860 --> 01:00:37.601
Casey left the show a

01:00:37.621 --> 01:00:38.782
couple of weeks ago and

01:00:38.802 --> 01:00:39.722
I've struggled to say, Hey,

01:00:39.762 --> 01:00:40.804
do I keep this thing going?

01:00:40.864 --> 01:00:41.125
Not.

01:00:41.405 --> 01:00:42.286
And I said it really simple.

01:00:42.365 --> 01:00:43.367
I'm going to keep the show going.

01:00:43.407 --> 01:00:44.306
So long as I have guests,

01:00:44.708 --> 01:00:45.367
so long as there are

01:00:45.407 --> 01:00:46.548
conversations to be had,

01:00:47.090 --> 01:00:47.851
we're going to have the show.

01:00:48.510 --> 01:00:48.570
Um,

01:00:49.532 --> 01:00:51.112
Next week we're going to have Kevin Hess.

01:00:51.333 --> 01:00:53.235
I love Kevin.

01:00:53.635 --> 01:00:55.076
Yeah, Survivor Junk Removal.

01:00:55.677 --> 01:00:56.436
I've been watching him.

01:00:57.137 --> 01:00:58.619
He was an 800-guy junk guy, right?

01:00:58.679 --> 01:00:59.420
Big blue guy?

01:00:59.900 --> 01:01:00.119
Yeah.

01:01:01.181 --> 01:01:03.382
So Kevin, really looking forward to it.

01:01:03.402 --> 01:01:04.523
He's kind of been making his rounds.

01:01:04.784 --> 01:01:05.943
He was on Sonoma Halloween.

01:01:06.224 --> 01:01:06.844
He's been on a couple of the

01:01:06.864 --> 01:01:07.465
other podcasts.

01:01:07.786 --> 01:01:08.646
Really smart guy.

01:01:08.766 --> 01:01:09.447
Really looking forward to

01:01:09.487 --> 01:01:10.347
hearing what he has to say

01:01:10.367 --> 01:01:12.509
because he's got 20 years of experience.

01:01:13.130 --> 01:01:13.730
And then I'm going to take

01:01:13.809 --> 01:01:14.751
two weeks off of the show

01:01:14.771 --> 01:01:15.532
because I'm going to be off.

01:01:16.492 --> 01:01:17.652
training.

01:01:18.231 --> 01:01:18.992
Logistically,

01:01:19.032 --> 01:01:20.952
I'm not going to try to book guests.

01:01:20.972 --> 01:01:22.913
There's a chance I will not

01:01:23.432 --> 01:01:24.293
be able to have the show.

01:01:25.014 --> 01:01:26.494
Take a couple weeks off in July,

01:01:27.213 --> 01:01:28.594
and then we'll get back to it in August.

01:01:28.713 --> 01:01:30.054
Go ahead, Andy.

01:01:30.094 --> 01:01:31.454
I think Kevin has such a

01:01:31.514 --> 01:01:32.574
unique perspective, man.

01:01:32.594 --> 01:01:37.135
I really think he's an operations wizard,

01:01:37.376 --> 01:01:39.076
and I think it should not be discounted.

01:01:39.096 --> 01:01:39.735
You really got to listen to

01:01:39.755 --> 01:01:40.695
what the man has to say.

01:01:41.516 --> 01:01:42.277
I'm interested to see how he

01:01:42.297 --> 01:01:43.597
progresses as an entrepreneur, but

01:01:44.385 --> 01:01:45.726
I really enjoyed talking to Kevin,

01:01:45.746 --> 01:01:47.568
getting to know Kevin.

01:01:47.588 --> 01:01:49.010
I also want to put a shout-out in there.

01:01:50.010 --> 01:01:50.931
I don't talk to him.

01:01:50.990 --> 01:01:51.791
I've only spoken to him a

01:01:51.831 --> 01:01:52.773
couple times through Facebook,

01:01:52.793 --> 01:01:53.534
but I really like that guy

01:01:53.614 --> 01:01:55.054
Cade Swallow out of Arizona.

01:01:55.295 --> 01:01:56.376
Maybe he's worth talking to.

01:01:57.594 --> 01:02:00.295
Um, he was in pretty tight with, um,

01:02:01.275 --> 01:02:04.317
fire dogs, uh, for a little while, but I,

01:02:04.697 --> 01:02:05.617
I enjoy what he has to say.

01:02:05.637 --> 01:02:07.077
I like his mindset and I

01:02:07.157 --> 01:02:08.197
just want to be clear.

01:02:08.277 --> 01:02:08.797
Oh yeah.

01:02:08.838 --> 01:02:09.398
Oh yeah.

01:02:09.498 --> 01:02:10.057
I like that guy.

01:02:10.097 --> 01:02:10.217
Yeah.

01:02:10.257 --> 01:02:11.139
He added me code.

01:02:11.418 --> 01:02:11.619
Yeah.

01:02:11.659 --> 01:02:12.739
Code three drunk removal.

01:02:12.838 --> 01:02:13.039
Yep.

01:02:13.139 --> 01:02:13.639
Exactly.

01:02:13.659 --> 01:02:13.798
Yeah.

01:02:13.838 --> 01:02:13.978
Yeah.

01:02:14.018 --> 01:02:15.960
Him and I, him and I chatted recently.

01:02:16.000 --> 01:02:16.099
Yeah.

01:02:16.119 --> 01:02:16.619
He's a good dude.

01:02:17.110 --> 01:02:17.309
Yeah.

01:02:18.170 --> 01:02:19.751
He's got his shit together.

01:02:19.771 --> 01:02:20.532
He's got a good plan.

01:02:20.592 --> 01:02:21.972
And I like that he's kind of

01:02:21.992 --> 01:02:23.414
doing it his way, the way he wants to.

01:02:23.454 --> 01:02:24.494
And I think he's just a

01:02:24.534 --> 01:02:25.815
great example of what's acceptable.

01:02:27.077 --> 01:02:28.057
Run your business how you want to run it.

01:02:30.333 --> 01:02:30.713
I, I,

01:02:31.092 --> 01:02:32.333
I learned so much talking to you guys.

01:02:32.373 --> 01:02:33.914
I learned so much from your show and,

01:02:34.375 --> 01:02:35.695
and I do, I, you know,

01:02:36.016 --> 01:02:37.077
I try to pride myself on

01:02:37.117 --> 01:02:38.637
talking to people in the junk rule space.

01:02:38.797 --> 01:02:40.378
And this is,

01:02:41.199 --> 01:02:41.980
I would tell you almost none

01:02:42.000 --> 01:02:43.001
of my ideas are original.

01:02:43.240 --> 01:02:45.983
I think it's true.

01:02:46.262 --> 01:02:46.643
It's true.

01:02:48.043 --> 01:02:49.344
You know, maybe I've modified them.

01:02:49.385 --> 01:02:50.226
Maybe I've done a little

01:02:50.246 --> 01:02:51.405
deeper on a couple of them

01:02:51.505 --> 01:02:52.166
as I thought about it,

01:02:52.206 --> 01:02:53.047
but they're all generated

01:02:53.067 --> 01:02:54.367
through conversations just like this,

01:02:54.467 --> 01:02:55.148
you know?

01:02:55.949 --> 01:02:56.809
No, no, I, uh,

01:02:57.847 --> 01:02:58.907
Yeah, I'll give a shout out to Cade.

01:02:58.927 --> 01:02:59.568
Cade hit me up.

01:03:00.527 --> 01:03:01.688
We talked like a 10 minute

01:03:01.708 --> 01:03:03.869
conversation and it's like, yeah, dude,

01:03:03.889 --> 01:03:04.690
you're fucking killing it.

01:03:04.771 --> 01:03:05.510
Why are you calling me?

01:03:05.610 --> 01:03:06.692
Like, I don't see,

01:03:06.711 --> 01:03:07.452
it was one of those like,

01:03:07.472 --> 01:03:08.393
what's the fucking problem, man?

01:03:08.413 --> 01:03:08.552
Right.

01:03:08.572 --> 01:03:09.672
He's, he's doing a great job.

01:03:09.713 --> 01:03:10.474
And he, you know, it's like,

01:03:11.681 --> 01:03:12.922
Define your success, man.

01:03:12.961 --> 01:03:14.202
Don't worry about other people.

01:03:14.782 --> 01:03:15.563
He's a good dude.

01:03:16.003 --> 01:03:16.804
And what I appreciate about

01:03:16.844 --> 01:03:19.186
him was he had the humility, right,

01:03:19.387 --> 01:03:20.067
and vulnerability.

01:03:20.086 --> 01:03:20.527
Like, hey, man,

01:03:20.648 --> 01:03:21.728
can I get like 10 minutes of your time?

01:03:21.768 --> 01:03:22.809
So we had a conversation.

01:03:23.150 --> 01:03:23.949
Fuck, I learned from him.

01:03:23.989 --> 01:03:24.771
I was writing things down.

01:03:24.791 --> 01:03:25.331
I'm like, oh, fuck,

01:03:25.351 --> 01:03:26.052
I never thought about that.

01:03:26.092 --> 01:03:26.731
That makes sense, you know?

01:03:27.112 --> 01:03:28.273
So it's like that's how we

01:03:28.293 --> 01:03:29.193
build this fucking industry.

01:03:29.414 --> 01:03:30.335
We got to be talking,

01:03:30.355 --> 01:03:33.737
and that's why this podcast will –

01:03:33.737 --> 01:03:34.679
because it's a place for us

01:03:34.699 --> 01:03:36.021
to collaborate and have conversations.

01:03:36.320 --> 01:03:37.882
I will say there will be, you know,

01:03:37.902 --> 01:03:38.824
I really prided myself on

01:03:38.844 --> 01:03:41.086
those first 100 episodes.

01:03:41.106 --> 01:03:42.288
We did not miss a single week.

01:03:43.309 --> 01:03:44.550
So there will be weeks we miss,

01:03:44.570 --> 01:03:45.632
and that's part of the

01:03:46.494 --> 01:03:47.795
cadence of me needing to get guests.

01:03:47.855 --> 01:03:48.076
You know,

01:03:48.096 --> 01:03:49.036
there are a lot of episodes where

01:03:49.056 --> 01:03:49.797
it was Casey and I sitting

01:03:49.818 --> 01:03:50.378
here bullshitting.

01:03:51.338 --> 01:03:53.420
So now the opportunity here

01:03:53.440 --> 01:03:54.159
moving forward is we're

01:03:54.179 --> 01:03:55.119
going to have more quality

01:03:55.159 --> 01:03:57.300
shows and possibly less quantity shows.

01:03:57.740 --> 01:03:59.001
So that's what's coming up.

01:03:59.141 --> 01:04:00.762
Kevin Hess next week, couple weeks off,

01:04:00.782 --> 01:04:02.083
and then I got three guests

01:04:02.123 --> 01:04:03.563
lined up for August,

01:04:03.702 --> 01:04:05.923
and we will have Raven Barton on.

01:04:06.344 --> 01:04:07.403
Let's get her on for August

01:04:07.443 --> 01:04:08.304
or September and talk

01:04:08.364 --> 01:04:10.264
numbers because she is a

01:04:10.304 --> 01:04:13.726
marketing numbers genius.

01:04:13.885 --> 01:04:15.606
I haven't seen that show yet,

01:04:16.347 --> 01:04:19.148
but I saw you had a woman on recently,

01:04:19.208 --> 01:04:19.327
right?

01:04:21.271 --> 01:04:24.273
Jenna, she was a health coach, life coach.

01:04:24.293 --> 01:04:26.052
I saw the clips.

01:04:26.132 --> 01:04:26.693
I didn't watch it.

01:04:27.052 --> 01:04:28.112
Was she on the trash talk or

01:04:28.132 --> 01:04:28.873
was she on something else?

01:04:29.193 --> 01:04:30.114
Yeah, she was on the trash talk.

01:04:30.134 --> 01:04:30.753
We talked about the

01:04:30.833 --> 01:04:33.233
importance of taking care of your body,

01:04:33.454 --> 01:04:34.373
especially as an entrepreneur.

01:04:34.934 --> 01:04:36.594
I think that's where Raven's

01:04:36.614 --> 01:04:37.614
going to add a lot of value.

01:04:38.655 --> 01:04:40.335
She's still on top of her game.

01:04:40.394 --> 01:04:41.715
There's a few really sharp

01:04:41.775 --> 01:04:42.795
females in our industry.

01:04:43.335 --> 01:04:44.835
You talked to that woman, Lee Michelle.

01:04:44.856 --> 01:04:45.956
You talked to Denise Sparks.

01:04:46.315 --> 01:04:47.317
I really enjoy both of them.

01:04:48.137 --> 01:04:49.177
Raven, I think she has a

01:04:49.637 --> 01:04:50.297
you know I think she's

01:04:50.317 --> 01:04:50.998
really going to bring

01:04:51.057 --> 01:04:51.838
perspective I don't want to

01:04:51.858 --> 01:04:53.418
oversell her but get her on

01:04:53.438 --> 01:04:54.579
see what you think all

01:04:54.599 --> 01:04:55.681
right we will have raven on

01:04:55.920 --> 01:04:56.860
uh sometime in august or

01:04:56.880 --> 01:04:58.141
september so all right if

01:04:58.161 --> 01:04:58.943
you can think of other

01:04:58.983 --> 01:04:59.963
guests or you want to be a

01:05:00.003 --> 01:05:01.204
guest on the trash talk

01:05:01.264 --> 01:05:02.864
business podcast where the

01:05:03.025 --> 01:05:03.985
best ideas and drunk

01:05:04.005 --> 01:05:05.547
removal come to chat every

01:05:05.567 --> 01:05:07.367
week find us on trash talk

01:05:07.427 --> 01:05:09.528
businesspodcast.com you can

01:05:09.548 --> 01:05:10.590
also find me on linkedin or

01:05:10.610 --> 01:05:11.429
facebook and send me a

01:05:11.489 --> 01:05:12.411
message and taylor our

01:05:12.451 --> 01:05:13.931
producer will hook you up

01:05:14.552 --> 01:05:15.052
get you on the show.

01:05:15.092 --> 01:05:17.094
It is not a very difficult process.

01:05:17.135 --> 01:05:18.255
Biggest thing is you got

01:05:18.317 --> 01:05:19.898
either a question or you got an idea.

01:05:19.918 --> 01:05:20.679
You got to bring some

01:05:20.759 --> 01:05:22.121
substance that's going to

01:05:22.141 --> 01:05:23.722
be of value to our listeners.

01:05:23.762 --> 01:05:24.583
So that's the goal there.

01:05:25.304 --> 01:05:25.605
All right.

01:05:25.764 --> 01:05:27.507
On behalf of Taylor, our producer,

01:05:27.606 --> 01:05:29.148
Andy Barton, and the quarterly update,

01:05:29.248 --> 01:05:29.909
I'm Andy Wines.

01:05:29.929 --> 01:05:30.811
This has been another great

01:05:30.851 --> 01:05:32.932
week of the Trash Talk Business Podcast,

01:05:32.972 --> 01:05:34.514
and we will see you next week.

01:05:38.679 --> 01:05:39.400
Thanks for listening.

01:05:39.902 --> 01:05:41.445
Tap subscribe or follow to

01:05:41.465 --> 01:05:42.567
get the latest episode.

01:05:42.887 --> 01:05:44.349
And if you enjoyed this episode,

01:05:44.510 --> 01:05:45.291
be sure to leave us a

01:05:45.351 --> 01:05:47.014
review and tell a friend to listen.

01:05:47.494 --> 01:05:49.177
To learn more, visit Trash Talk.