Ep. 116 - Even Cancer Couldn't Stop Me with Kevin Hess

WEBVTT

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Here we are on episode 116

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of the Trash Talk Business Podcast,

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our weekly opportunity to

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come together 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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host of the Trash Talk Business Podcast,

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and today I am joined by a

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gentleman well-known in our industry,

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a man I've been watching

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from a distance for quite some time,

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He is revered.

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He is loved.

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He is followed.

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He's a man that if you want

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to know junk removal,

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he's the guy to pay

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attention to because he's

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got his pulse on what's

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going on with all of his

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years of experience.

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I have known him for all of 30 seconds,

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so I'm excited to dive into

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all things Kevin Hess.

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Mr. Kevin Hess,

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thank you for joining us

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and welcome to the show.

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I appreciate it.

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All right,

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let's start with the origin story.

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I love the fact that you

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have Spider-Man in the

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background and like a good comic book.

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Just like a Peter Parker, right?

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Everybody has an origin story.

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So I always want to build that up first.

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So how did you get here today?

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Talk me through the journey

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of what's most important we need to know.

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Well, I mean,

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probably about almost 12 years ago,

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I started with

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1-800-GOT-JUNK and worked

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there for almost 11 years.

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you know, during that process, you know,

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probably around 2000, what was it?

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2018, you know, some things changed for me,

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you know, I was diagnosed with cancer and,

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you know,

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kind of changed my whole mindset

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that by do things, you know,

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I was a operations manager

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for when 800 got junk for all those years,

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you know, we had a slow climb, you know,

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we started, when I got there, we started,

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it was like $800,000 a year.

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And,

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Up to that point,

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we had slow creep up to 2.5 million.

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But then after I got cancer,

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my whole mindset changed

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and changed everything that I did.

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Instead of being just a manager,

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I became a leader and kind

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of changed my whole mindset

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and the way I ran the business.

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And in those last couple of years,

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we went from 2.5 to 9 million a year.

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And what market was that in?

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At one of the Atlanta markets.

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There's three different

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franchises in Atlanta,

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but I was in one of them.

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We were the second biggest,

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but we ended up being the biggest.

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Okay.

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What market in Atlanta is that?

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Like the Atlanta Northwest.

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Okay.

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I'm originally from Stone Mountain,

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so I know Atlanta a little bit.

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A little bit.

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Okay.

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How does that – I do want to

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jump into that real quick.

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So when you have franchise 800-Guy-Drunk,

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are they open franchises or

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are they restricted by zip code?

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You can only operate in your zip codes.

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Only your zip codes.

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Okay.

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Like I said, in the Atlanta area,

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there was three different franchises,

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all three with different owners.

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Harley talked to each other

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every once in a while to

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bitch at each other, but that's about it.

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Back in 2020,

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another company came in and

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bought all three franchises.

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Consolidated the whole PE

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firm or an individual?

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It's a firm.

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At the time,

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they had about six other franchises.

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It was the one out of Kansas City.

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They were buying up smaller

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franchises that weren't doing so good and

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they were actually in

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Atlanta to buy the South location,

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which was, you know, kind of a,

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it was really, really bad over there.

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You know, guys were stealing from them.

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They were just,

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the owner was basically

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running it from home with her five kids,

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you know?

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So it was really, really bad.

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So they came to buy that location, but,

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They ended up buying all three.

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They weren't used to running, you know,

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big ones.

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But that same company now

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owns over 30 1-800-GOT-JUNK locations.

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Okay.

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Let's dive into that a

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little bit because you have

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a unique – how long have

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you been away from 800-GOT-JUNK then?

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Um, less than a year.

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Okay.

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So you have some relatively recent, I mean,

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we talked about 800 Guy Jones, you know,

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40 year history.

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You have some relatively, uh, you know, 35,

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38, whatever it's been years.

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Um, so relatively in recent information.

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Okay.

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So they own 30.

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How many groups are there

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like them that own, you know, eight,

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10 plus locations now?

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Not that many.

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Um, you know,

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they've become one of the

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bigger ones at this point.

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Um, you know, what,

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hell in the last year,

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I think they've bought out

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more than 10 different franchises.

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Some of the bigger ones that I've seen,

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you know, maybe they own five, six, seven,

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eight,

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but they're one of the only ones that, um,

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own the most of them.

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Whereas actually one 800 got junk.

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They started,

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they wanted to kind of be like them.

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So they actually created

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their own company called flywheel.

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that ended up buying failed

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markets and running it themselves,

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you know, like corporate.

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So, so,

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so 800 guy junk is reacquiring

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franchises to be corporate locations now.

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Yeah.

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And you know, they, so they have, yeah,

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because they were trying to

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be more profitable because

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some of the locations just

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weren't doing very well.

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So they, you know,

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they kind of wanted to be

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like this group South wind and, you know,

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and they started buying up

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locations and running it from,

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you know,

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having people from the corporate

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headquarters fly down and run it.

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Huh.

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So what was,

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why did you get into junk removal?

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Did you start as operation manager?

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Why'd you get into 800 junk to start with?

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Well, that's a funny story.

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You know, when I was a, when I was a kid,

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you know,

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I used to go do a lot of trash

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picking with my dad.

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You know,

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I was living in Miami at the time and,

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you know, every Sunday they, they have,

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they put out the,

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big bulky junk out by the

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curve so we'd go traffic

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and find good stuff and

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everything else and then

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you know later on into my

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high school years and a

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little bit after me and my

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current wife used to do the

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same thing we'd do that

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we'd fix it up and we'd you

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know sell it we actually uh

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financed a couple road

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trips like that you know I

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saw it's just just always

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loved junk you know and it

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kind of reminded me of my

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dad and you know when I got

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into it I always thought

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man my dad would be proud

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of me that I'm actually

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getting paid to go through junk now

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you know, no, I, uh, it's, it's fun.

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You're,

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you're now 116 episodes in and all

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the other hundreds of

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people I've met in this

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industry through

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conferences and conventions.

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And you're the second one.

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Now you and me are the only

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two I know that grew up this way.

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Right.

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It was, I talked about it, you know,

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there was a couple of

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neighborhoods and nice

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neighborhoods day before trash day.

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And that's where we went picking, you know,

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um,

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My dad sold at flea markets for 15,

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20 years.

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We had t-shirts,

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we had yellow t-shirts

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because his truck was yellow.

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So we had yellow t-shirts

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made and it was like a dumpster dive.

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I can't remember exactly what it said,

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but something along the

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lines of like certified dumpster diver,

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right?

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Because, you know, it's like,

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let's go see what's going on.

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And now I have a warehouse,

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27,000 square feet full of

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stuff that people paid me to pick up.

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and my father has a farm,

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and I live next door to that farm,

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and he's got all his best

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treasures in the farm still.

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So he's still picking.

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When American Pickers came on TV,

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he was – he enjoys the show,

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and he's also irritated.

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He's like, I was the original picker.

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It's like, well,

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you're not the only guy that –

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You're not the only guy

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digging through other

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people's trash to find treasures,

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you know?

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But yeah,

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so I grew up on this industry similarly.

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And so I remember my dad, I think 2004,

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I left for the Army.

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I joined the Reservists.

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I was a Reservist.

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Came back home,

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and there was a big

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write-up in the paper about 800-guy junk.

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That's when they first came

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to the Milwaukee market.

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2002, maybe 2004, whatever it was.

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And my dad's like, you could go do this.

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And I was like,

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I don't want to be a junk caller.

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Like that was like a side hustle.

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Right.

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And then by 2009,

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I come home from Iraq and came back.

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And that's that's how I got my start.

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2009, I was 25 years old,

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laid off and I started

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picking up appliances on

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the side of the road.

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And so here I am.

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Right.

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I'm 40 now and.

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Last 15 years, it's been a journey.

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Like you,

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I was part of a franchise system

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for about four years.

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So I got to know that side of the house.

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Much smaller,

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shittier franchise than 800 Guy Junk.

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So not exactly the 800-pound

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gorilla that is 800 Guy Junk.

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So what happened a year ago

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where you jumped from 800

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Guy Junk to doing your own thing now?

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Well, I mean,

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there was a kind of a few

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things that happened, you know,

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when I was there, you know, like I said,

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the last few years I had

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changed my whole mindset and, you know,

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I wanted to create a legacy

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and I was doing that there.

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I was creating a lot of

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leaders that went on to run

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their own franchises,

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to work at a different

00:08:50.070 --> 00:08:51.211
franchises around the country.

00:08:51.230 --> 00:08:51.990
And that was part of the

00:08:52.051 --> 00:08:53.412
legacy that I wanted to create.

00:08:54.552 --> 00:08:56.254
But then as we grew,

00:08:56.274 --> 00:08:57.715
they started bringing in

00:08:58.855 --> 00:09:01.496
other people as the area manager to run,

00:09:01.576 --> 00:09:02.418
you know, the whole thing.

00:09:02.437 --> 00:09:02.758
And they had,

00:09:03.234 --> 00:09:05.075
They brought in some former

00:09:05.695 --> 00:09:08.177
coach from Green Bay, Packers,

00:09:08.197 --> 00:09:12.958
to come in and – Go Pack Go.

00:09:12.979 --> 00:09:13.980
13-time world champion,

00:09:14.019 --> 00:09:15.201
four-time Super Bowl champion,

00:09:15.240 --> 00:09:15.760
no big deal.

00:09:16.221 --> 00:09:16.822
Go Pack Go.

00:09:17.101 --> 00:09:18.763
Who was the former – was

00:09:18.783 --> 00:09:20.202
that a former coach or former player?

00:09:20.844 --> 00:09:21.163
Coach.

00:09:21.703 --> 00:09:22.024
Okay.

00:09:22.644 --> 00:09:23.205
Yeah,

00:09:23.304 --> 00:09:26.667
and then they had another – I really

00:09:26.687 --> 00:09:27.668
don't know what the hell he did.

00:09:27.687 --> 00:09:28.628
He doesn't even know what he

00:09:28.648 --> 00:09:29.227
was supposed to do.

00:09:30.068 --> 00:09:31.970
We had an area director, and he just –

00:09:32.761 --> 00:09:33.022
You know,

00:09:33.101 --> 00:09:36.062
they were more focused on saving

00:09:36.123 --> 00:09:37.323
money than making money.

00:09:38.004 --> 00:09:38.563
And, you know,

00:09:38.624 --> 00:09:40.205
they kind of pulled me back from,

00:09:40.605 --> 00:09:40.865
you know,

00:09:40.904 --> 00:09:42.066
the whole leadership development

00:09:42.086 --> 00:09:43.046
that I was working on.

00:09:43.725 --> 00:09:45.267
And I'm, you know, I thought to myself,

00:09:45.466 --> 00:09:45.787
you know,

00:09:46.807 --> 00:09:49.467
I've already created my legacy here.

00:09:49.488 --> 00:09:52.229
I want to create my own legacy because,

00:09:52.669 --> 00:09:53.730
you know, like I mentioned before,

00:09:53.750 --> 00:09:55.230
I'm a cancer survivor.

00:09:55.951 --> 00:09:56.311
Um,

00:09:56.451 --> 00:09:58.631
why I made my company survivor junk

00:09:58.692 --> 00:09:59.052
removal.

00:09:59.943 --> 00:10:00.484
And, you know,

00:10:00.524 --> 00:10:02.605
I'm also been diagnosed with

00:10:02.644 --> 00:10:03.346
Lynch syndrome,

00:10:03.365 --> 00:10:05.027
which makes me susceptible,

00:10:05.047 --> 00:10:08.248
highly susceptible to more cancers.

00:10:08.727 --> 00:10:09.609
So, you know,

00:10:09.708 --> 00:10:11.250
I decided it was time for me

00:10:11.289 --> 00:10:12.470
to create my own legacy.

00:10:13.370 --> 00:10:14.191
And, you know,

00:10:14.311 --> 00:10:16.631
so I decided to go on my own, you know,

00:10:16.652 --> 00:10:17.152
I'm like, okay,

00:10:17.192 --> 00:10:19.933
I'm giving up that executive paycheck and,

00:10:20.673 --> 00:10:21.474
you know, doing my,

00:10:21.615 --> 00:10:22.835
I have a few things on my

00:10:22.875 --> 00:10:23.936
bucket list that I want to do.

00:10:24.035 --> 00:10:26.197
And one is start my own business.

00:10:26.216 --> 00:10:26.716
I've tried

00:10:27.184 --> 00:10:29.025
and failed multiple times at

00:10:29.046 --> 00:10:30.005
that in the past,

00:10:30.687 --> 00:10:31.726
but I decided I'm just

00:10:31.787 --> 00:10:33.168
going to give it all, you know?

00:10:33.427 --> 00:10:35.609
So I decided to start my own business.

00:10:36.990 --> 00:10:39.130
What has been the biggest or

00:10:39.211 --> 00:10:41.912
few things that going from

00:10:41.912 --> 00:10:45.413
800 to your own business, aha moments?

00:10:47.355 --> 00:10:47.794
Marketing.

00:10:49.014 --> 00:10:50.655
Because, you know, I had my own,

00:10:50.676 --> 00:10:52.197
I had my own market,

00:10:52.297 --> 00:10:53.977
whole big marketing team.

00:10:54.678 --> 00:10:56.639
So I didn't even have to think about that,

00:10:56.759 --> 00:10:58.941
you know, but going out on my own,

00:10:59.000 --> 00:11:00.741
that was the biggest, like, holy crap,

00:11:00.761 --> 00:11:02.322
this is not as easy as I thought,

00:11:02.962 --> 00:11:03.283
you know?

00:11:03.363 --> 00:11:04.683
So the marketing part of it

00:11:04.744 --> 00:11:08.085
was just a real kick in the ass and maybe,

00:11:08.144 --> 00:11:10.586
you know, but I'm, you know,

00:11:10.687 --> 00:11:12.126
just like everybody else, you know,

00:11:12.167 --> 00:11:13.607
I have to start learning from scratch.

00:11:15.048 --> 00:11:15.928
Yeah, no, I love that.

00:11:15.969 --> 00:11:16.928
That's one of the challenges.

00:11:16.970 --> 00:11:18.149
I mean, sales and marketing,

00:11:18.190 --> 00:11:18.950
that's the number one.

00:11:19.250 --> 00:11:20.250
When we ask for episodes,

00:11:20.269 --> 00:11:20.850
that's the thing that

00:11:20.870 --> 00:11:22.010
people ask about the most.

00:11:22.051 --> 00:11:24.792
It's like, well, once the phone rings,

00:11:24.812 --> 00:11:26.331
people can kind of figure it out, right?

00:11:26.711 --> 00:11:27.652
And I teach a class,

00:11:27.692 --> 00:11:28.732
the six buckets of business.

00:11:28.972 --> 00:11:31.793
It goes marketing, sales, operations,

00:11:31.993 --> 00:11:33.653
the thing you do, HR,

00:11:33.813 --> 00:11:34.514
and then the numbers.

00:11:34.634 --> 00:11:36.754
And it goes in that linear of an order,

00:11:36.794 --> 00:11:36.995
right?

00:11:37.514 --> 00:11:39.955
And especially in the franchise world,

00:11:40.034 --> 00:11:41.556
again, coming from that world, it's like,

00:11:42.096 --> 00:11:42.216
Well,

00:11:42.235 --> 00:11:43.356
I paid someone else to do the marketing.

00:11:43.417 --> 00:11:44.057
Marketing's done.

00:11:44.076 --> 00:11:44.697
All right, we're good.

00:11:44.717 --> 00:11:45.857
All right, I go and sell.

00:11:46.239 --> 00:11:46.479
Okay,

00:11:46.499 --> 00:11:47.519
but the marketing's also going to feed.

00:11:47.539 --> 00:11:48.220
And then it's like,

00:11:48.440 --> 00:11:49.240
now I become an operator.

00:11:49.520 --> 00:11:51.081
Once the phone rings, I'm good to hook,

00:11:51.361 --> 00:11:51.481
right?

00:11:51.522 --> 00:11:53.342
I can figure it out from there.

00:11:53.764 --> 00:11:55.465
And I got some struggles with employees.

00:11:55.544 --> 00:11:56.105
And, you know,

00:11:56.144 --> 00:11:57.265
this last couple of years

00:11:57.306 --> 00:11:58.066
have been really a struggle

00:11:58.086 --> 00:11:58.466
with employees.

00:11:59.988 --> 00:12:01.048
But beyond that, it's like, all right,

00:12:01.067 --> 00:12:01.408
I got this.

00:12:01.849 --> 00:12:03.029
Yeah, and when the phone doesn't ring,

00:12:04.149 --> 00:12:04.971
none of those things matter.

00:12:05.291 --> 00:12:07.312
It's a non-starting point.

00:12:07.831 --> 00:12:09.953
So what are, so 800 Got Junk,

00:12:09.974 --> 00:12:11.014
you had all the access and

00:12:11.034 --> 00:12:12.235
resource and teams and

00:12:12.274 --> 00:12:14.736
strategies and dollars, I'm sure,

00:12:14.756 --> 00:12:15.297
to work with.

00:12:16.038 --> 00:12:17.119
So what are things that made

00:12:17.139 --> 00:12:21.181
you combat effective now as a solo hauler,

00:12:21.240 --> 00:12:22.782
you know, or as a regional hauler?

00:12:24.624 --> 00:12:26.504
Well, I mean, you know,

00:12:26.965 --> 00:12:29.086
everything else I have down pat, you know,

00:12:29.366 --> 00:12:31.168
I was a professional at operations,

00:12:31.647 --> 00:12:33.589
you know, I ran a location where we,

00:12:33.708 --> 00:12:35.129
you know, we're running 18 trucks,

00:12:35.769 --> 00:12:38.852
you know, operations is right up my alley,

00:12:38.873 --> 00:12:39.232
you know,

00:12:39.373 --> 00:12:40.514
training and development of

00:12:40.553 --> 00:12:43.355
people hiring and, you know, retention,

00:12:43.475 --> 00:12:44.456
leadership development.

00:12:44.496 --> 00:12:45.898
Those are, you know,

00:12:45.998 --> 00:12:47.219
that's my game right there.

00:12:47.278 --> 00:12:47.700
So, you know,

00:12:47.740 --> 00:12:48.639
the marketing part was

00:12:49.100 --> 00:12:50.902
completely new to me and, you know,

00:12:50.981 --> 00:12:54.384
and trying to do it on a budget, you know,

00:12:54.445 --> 00:12:55.125
I'm not, you know,

00:12:55.164 --> 00:12:56.086
wasn't ready to start

00:12:56.125 --> 00:12:58.327
throwing big dollars at Google and,

00:12:58.427 --> 00:13:00.350
you know, paying things, you know,

00:13:00.389 --> 00:13:00.809
I tried,

00:13:01.311 --> 00:13:03.972
the thumbtack and just ended

00:13:04.013 --> 00:13:05.513
up pissing me off more than anything.

00:13:05.552 --> 00:13:08.154
So, you know, I cut that out and, you know,

00:13:08.235 --> 00:13:10.255
just started, you know,

00:13:10.336 --> 00:13:11.456
following all the Facebook

00:13:11.496 --> 00:13:12.517
groups and just learning

00:13:12.557 --> 00:13:13.557
from everybody else that's

00:13:13.618 --> 00:13:14.639
been out there doing it.

00:13:15.278 --> 00:13:16.600
And, you know, and that's,

00:13:16.879 --> 00:13:17.779
that's why you'll see me a

00:13:17.840 --> 00:13:19.341
lot on those Facebook groups because,

00:13:20.062 --> 00:13:21.581
you know, like I said, you know,

00:13:21.601 --> 00:13:23.082
when I was there, I had a team of,

00:13:23.363 --> 00:13:25.945
you know, between 45 and 50 guys,

00:13:26.384 --> 00:13:26.625
you know,

00:13:26.664 --> 00:13:28.265
that I was leading and that's

00:13:28.285 --> 00:13:29.746
the thing I missed the most was,

00:13:30.071 --> 00:13:32.351
you know, coming in, doing solo operator,

00:13:32.392 --> 00:13:32.652
you know,

00:13:32.692 --> 00:13:33.913
having a couple helpers and

00:13:33.952 --> 00:13:34.452
everything else,

00:13:35.073 --> 00:13:37.174
but I miss leading and

00:13:37.235 --> 00:13:38.855
helping people and teaching people.

00:13:39.296 --> 00:13:40.496
So that's why, you know,

00:13:40.736 --> 00:13:42.077
when I'm on those Facebook groups,

00:13:42.097 --> 00:13:43.258
I'm always giving advice

00:13:43.357 --> 00:13:44.759
and trying to help people.

00:13:44.918 --> 00:13:45.820
I, you know,

00:13:45.840 --> 00:13:47.880
I actually had a class there for a while,

00:13:47.921 --> 00:13:48.900
helping people with the

00:13:49.000 --> 00:13:50.241
onsite experience and how

00:13:50.261 --> 00:13:51.682
to close jobs at a high level.

00:13:52.403 --> 00:13:53.864
Um, you know, your buddy, uh,

00:13:54.524 --> 00:13:57.885
Taylor Chastain, I actually, uh, yep.

00:13:58.046 --> 00:13:59.187
I actually went to, uh,

00:14:00.399 --> 00:14:01.942
I worked with his team and, you know,

00:14:01.961 --> 00:14:03.802
I had a five day training

00:14:03.842 --> 00:14:05.825
session with his team helping them out.

00:14:05.845 --> 00:14:06.785
And that's what I enjoy

00:14:06.846 --> 00:14:08.226
doing is actually teaching

00:14:08.807 --> 00:14:09.807
and helping people out.

00:14:09.869 --> 00:14:10.548
So, you know,

00:14:10.668 --> 00:14:12.090
not having that is something I missed.

00:14:12.129 --> 00:14:14.331
So if I if I can't lead my own team,

00:14:14.371 --> 00:14:15.153
then maybe I can be a

00:14:15.212 --> 00:14:16.514
leader in helping the rest

00:14:16.553 --> 00:14:17.215
of the community.

00:14:17.554 --> 00:14:17.754
You know,

00:14:17.774 --> 00:14:19.557
and that's when Xavier reached

00:14:19.616 --> 00:14:21.018
out to me and asked me to, you know,

00:14:21.278 --> 00:14:24.000
be a part of his Facebook group as well.

00:14:25.489 --> 00:14:27.230
Yeah, no,

00:14:27.710 --> 00:14:29.190
and that's what we're doing here

00:14:29.210 --> 00:14:29.931
on the podcast, too.

00:14:30.010 --> 00:14:30.230
It is.

00:14:30.270 --> 00:14:31.630
Let's bring the best minds together,

00:14:31.691 --> 00:14:31.850
right?

00:14:32.591 --> 00:14:33.251
All the guys you're talking

00:14:33.272 --> 00:14:33.812
about are guys.

00:14:33.831 --> 00:14:35.351
These are the industry leaders, right?

00:14:35.432 --> 00:14:36.072
It's Xavier.

00:14:36.113 --> 00:14:36.712
It's Taylor.

00:14:36.852 --> 00:14:39.094
It's Lewis.

00:14:39.193 --> 00:14:40.153
You know, he's not in the industry,

00:14:40.173 --> 00:14:40.673
but he's always

00:14:40.714 --> 00:14:41.955
contributing as far as the

00:14:41.995 --> 00:14:42.794
marketing and SEO.

00:14:43.095 --> 00:14:43.715
Hey,

00:14:43.835 --> 00:14:46.035
I tip my hat to Snowball Hauling out

00:14:46.056 --> 00:14:46.696
there in California, right?

00:14:46.716 --> 00:14:48.177
They have a competing podcast,

00:14:48.297 --> 00:14:50.538
and I think they have a

00:14:51.057 --> 00:14:53.019
summit coming up in California.

00:14:53.038 --> 00:14:53.298
I imagine.

00:14:53.318 --> 00:14:53.479
Yeah.

00:14:54.301 --> 00:14:55.642
I'm actually one of the guest speakers.

00:14:56.081 --> 00:14:57.023
I remember seeing that.

00:14:57.062 --> 00:15:00.225
Your speaker, Andrew from Jedi Junk,

00:15:00.525 --> 00:15:01.506
he's going to be there.

00:15:02.187 --> 00:15:03.408
This is what makes our industry better.

00:15:03.889 --> 00:15:05.750
I give credit where credit's due.

00:15:05.769 --> 00:15:06.551
For the people out there,

00:15:06.571 --> 00:15:07.571
they're doing it right and

00:15:07.652 --> 00:15:09.092
building this industry of

00:15:09.212 --> 00:15:09.913
independent haulers.

00:15:10.092 --> 00:15:11.815
I'm all about independent haulers.

00:15:13.495 --> 00:15:14.395
I'm anti-franchise and

00:15:14.416 --> 00:15:14.875
that's because I'm

00:15:14.936 --> 00:15:16.096
anti-corporate and I want

00:15:16.517 --> 00:15:17.476
small business owners to

00:15:17.777 --> 00:15:18.797
live their entrepreneurial dream.

00:15:19.277 --> 00:15:19.917
I've seen a lot of

00:15:19.956 --> 00:15:22.597
franchisees in junk removal

00:15:22.937 --> 00:15:24.739
and other industries fail

00:15:24.798 --> 00:15:25.999
miserably in the franchise.

00:15:26.499 --> 00:15:27.918
You know, the franchisors walk away.

00:15:27.938 --> 00:15:28.599
They're like, oh, whatever.

00:15:28.619 --> 00:15:29.620
We'll just turn another one.

00:15:30.080 --> 00:15:30.200
Right.

00:15:30.240 --> 00:15:31.220
It's not their life savings

00:15:31.240 --> 00:15:32.000
that got pissed away.

00:15:32.019 --> 00:15:32.620
Right.

00:15:32.659 --> 00:15:33.460
They didn't lose a house.

00:15:33.480 --> 00:15:35.740
They, you know, they, you know, they.

00:15:36.120 --> 00:15:37.160
They sold a business idea

00:15:37.201 --> 00:15:37.780
that didn't work out.

00:15:37.801 --> 00:15:37.961
Well,

00:15:37.980 --> 00:15:39.182
they're just going to go package it

00:15:39.201 --> 00:15:40.121
and resell it to the next guy.

00:15:40.601 --> 00:15:42.403
So I am all about independent haulers.

00:15:42.863 --> 00:15:43.783
My father's been a business

00:15:43.802 --> 00:15:44.763
owner for 30 years.

00:15:44.783 --> 00:15:46.342
Both my grandfathers,

00:15:46.524 --> 00:15:47.303
my great-grandfathers,

00:15:47.323 --> 00:15:48.104
they're all business owners.

00:15:49.024 --> 00:15:49.703
And they did it in a time

00:15:49.724 --> 00:15:50.443
where there's no such thing

00:15:50.504 --> 00:15:52.725
as SEO and Google and Facebook.

00:15:52.764 --> 00:15:53.004
I mean,

00:15:53.345 --> 00:15:54.565
it was the yellow pages and your

00:15:54.605 --> 00:15:55.145
reputation.

00:15:55.186 --> 00:15:55.586
That was it.

00:15:55.625 --> 00:15:57.865
That's how you stayed in business.

00:15:58.385 --> 00:16:00.287
And now business is so much more –

00:16:01.869 --> 00:16:04.309
complicated and so hard work

00:16:04.350 --> 00:16:05.370
and have a good reputation

00:16:06.150 --> 00:16:07.171
that's the if the minimum

00:16:07.291 --> 00:16:08.491
ante and then you got to

00:16:08.511 --> 00:16:09.251
know all this other stuff

00:16:09.292 --> 00:16:11.633
on top of it um I do

00:16:11.673 --> 00:16:12.833
commend you and I i watch

00:16:12.874 --> 00:16:13.793
your marketing I think it's

00:16:13.854 --> 00:16:15.754
on point um whoever does

00:16:15.794 --> 00:16:16.774
your photography do you do

00:16:16.815 --> 00:16:18.336
your photography or your

00:16:18.375 --> 00:16:21.037
wife between me my wife and my daughter

00:16:22.613 --> 00:16:23.533
Who touches it up, though?

00:16:23.553 --> 00:16:25.416
Does someone touch it up a little bit?

00:16:25.855 --> 00:16:26.216
Okay.

00:16:26.297 --> 00:16:26.677
Looks good.

00:16:27.136 --> 00:16:28.118
Looks good.

00:16:28.298 --> 00:16:30.000
Well, I can tell it's touched up, right?

00:16:30.080 --> 00:16:31.480
It pops, right?

00:16:31.561 --> 00:16:32.601
It pops versus, hey,

00:16:32.642 --> 00:16:34.023
here's a shitty before and after picture.

00:16:34.062 --> 00:16:35.144
Here's the guys in the truck, right?

00:16:35.485 --> 00:16:37.125
Your photography pops enough to be like,

00:16:37.186 --> 00:16:37.807
oh, that's different.

00:16:38.501 --> 00:16:38.721
Right.

00:16:39.442 --> 00:16:40.143
I'm in all the groups,

00:16:40.543 --> 00:16:41.582
the trash talk groups and

00:16:41.602 --> 00:16:44.264
the junker groups and the whatever.

00:16:44.323 --> 00:16:44.524
Right.

00:16:45.024 --> 00:16:46.203
And your stuff pops.

00:16:46.664 --> 00:16:47.625
And as I've reached out to

00:16:47.664 --> 00:16:49.225
people more and more asking

00:16:49.245 --> 00:16:50.225
who needs to be on the podcast,

00:16:50.245 --> 00:16:52.025
your name has habitually come up.

00:16:52.166 --> 00:16:54.006
You are even in less than a

00:16:54.047 --> 00:16:55.707
year now on the independent hauler side,

00:16:55.947 --> 00:16:56.967
like you're a respected

00:16:57.008 --> 00:16:58.048
person in this industry.

00:16:58.908 --> 00:17:00.269
And that says a lot because

00:17:00.528 --> 00:17:01.970
there's other guys that are, you know,

00:17:02.029 --> 00:17:03.049
they're probably out there killing it.

00:17:03.649 --> 00:17:04.451
And yet they're not

00:17:04.510 --> 00:17:05.332
contributing back to the

00:17:05.372 --> 00:17:06.833
industry as much as what

00:17:06.873 --> 00:17:08.855
you are giving back and

00:17:08.875 --> 00:17:09.776
giving advice so that

00:17:10.135 --> 00:17:11.278
others can be successful

00:17:11.617 --> 00:17:12.818
living out their junk removal dream.

00:17:13.058 --> 00:17:14.280
When I say that at the top of the show,

00:17:14.300 --> 00:17:16.142
at the top of the hour, I mean it, right?

00:17:16.241 --> 00:17:19.085
I've met a lot of people through the years,

00:17:19.105 --> 00:17:19.786
whether people I went to

00:17:19.826 --> 00:17:20.467
high school with or

00:17:21.047 --> 00:17:22.588
networking or how women I've dated,

00:17:22.608 --> 00:17:23.950
they're like, why do you do junk removal?

00:17:24.170 --> 00:17:25.592
Like you haul garbage for a living?

00:17:25.612 --> 00:17:26.491
It's like, yeah.

00:17:28.453 --> 00:17:29.474
It's a noble profession.

00:17:29.694 --> 00:17:30.816
It's a necessary job.

00:17:31.196 --> 00:17:33.098
It's a job that people hire me to do,

00:17:33.179 --> 00:17:34.078
and I enjoy doing it,

00:17:34.240 --> 00:17:35.019
and I'm pretty good at it.

00:17:35.780 --> 00:17:37.603
And so my goal to drive the

00:17:37.643 --> 00:17:38.723
level of professionalism

00:17:38.743 --> 00:17:39.503
within our industry,

00:17:40.125 --> 00:17:42.027
because the illegal dumping

00:17:42.146 --> 00:17:43.228
or the schmucks that don't

00:17:43.268 --> 00:17:44.848
pick up their phones or the

00:17:44.868 --> 00:17:45.930
guys that show up

00:17:46.049 --> 00:17:48.633
ununiformed and unlicensed and uninsured,

00:17:48.853 --> 00:17:50.714
they give our industry a bad rap.

00:17:51.553 --> 00:17:53.453
And we're not going to fight them.

00:17:53.713 --> 00:17:54.273
All we're going to do is

00:17:54.314 --> 00:17:54.973
drive the level of

00:17:55.013 --> 00:17:55.973
professionalism within our

00:17:56.013 --> 00:17:57.355
industry so that when

00:17:57.375 --> 00:17:58.914
people hire a junkable company,

00:17:58.934 --> 00:18:00.395
they got the confidence

00:18:00.415 --> 00:18:01.056
that they're going to

00:18:01.316 --> 00:18:02.336
deliver on what they say.

00:18:02.675 --> 00:18:03.116
You know,

00:18:03.757 --> 00:18:04.797
people let us in their homes

00:18:04.836 --> 00:18:06.577
every day around their kids

00:18:06.637 --> 00:18:07.617
and their pets and their

00:18:07.657 --> 00:18:09.117
possessions and their valuables.

00:18:09.798 --> 00:18:10.838
Most people that go to work

00:18:10.878 --> 00:18:11.858
every day don't end up in

00:18:11.878 --> 00:18:12.338
somebody's house.

00:18:13.119 --> 00:18:14.740
And we are in people's houses every day.

00:18:17.641 --> 00:18:17.760
Yep.

00:18:18.423 --> 00:18:19.683
Hey, and I'm all about that life.

00:18:19.744 --> 00:18:20.664
I even have a sticker on the

00:18:20.704 --> 00:18:22.164
back of my car that says junk life.

00:18:24.925 --> 00:18:26.027
And so what did you do about

00:18:26.126 --> 00:18:27.126
pre 800 guy junk?

00:18:27.146 --> 00:18:28.847
What were you doing work wise?

00:18:30.489 --> 00:18:30.689
Well,

00:18:30.709 --> 00:18:32.189
I was in the commercial laundry

00:18:32.648 --> 00:18:33.630
industry for a while.

00:18:35.029 --> 00:18:35.289
You know,

00:18:35.951 --> 00:18:38.251
I ran a few commercial laundries.

00:18:39.832 --> 00:18:40.833
Then after a while,

00:18:40.932 --> 00:18:42.192
before I moved to Georgia,

00:18:42.373 --> 00:18:43.272
I was working for a

00:18:46.255 --> 00:18:47.154
international law firm.

00:18:47.676 --> 00:18:49.238
I was their operations manager.

00:18:49.577 --> 00:18:50.699
They had about 13 different

00:18:50.719 --> 00:18:51.499
locations around the

00:18:51.538 --> 00:18:53.599
country and in England.

00:18:54.121 --> 00:18:54.840
So I did that.

00:18:54.881 --> 00:18:56.761
And I was, when I first moved to Georgia,

00:18:56.801 --> 00:18:58.583
I was actually working remotely for him,

00:18:58.623 --> 00:19:00.443
still doing some, you know,

00:19:01.424 --> 00:19:02.265
helping him connect with

00:19:02.305 --> 00:19:04.326
some radio stations and just, you know,

00:19:04.727 --> 00:19:05.987
opening up an office here

00:19:06.067 --> 00:19:07.028
and then helping him

00:19:07.048 --> 00:19:08.528
relocate other offices and

00:19:08.568 --> 00:19:10.089
just doing some, you know,

00:19:10.150 --> 00:19:12.111
just odds and end things for him here.

00:19:12.171 --> 00:19:12.411
And then,

00:19:13.546 --> 00:19:14.646
I started working for a

00:19:14.686 --> 00:19:16.067
little while for this fleet

00:19:16.087 --> 00:19:17.669
cleaning business as their manager,

00:19:18.569 --> 00:19:20.491
and I really didn't like that.

00:19:21.712 --> 00:19:23.114
It just wasn't my cup of tea.

00:19:23.153 --> 00:19:24.375
But then I saw that

00:19:24.394 --> 00:19:26.276
1-800-GOT-JUNK advertisement,

00:19:26.296 --> 00:19:26.957
and I'm like, hmm,

00:19:27.616 --> 00:19:28.877
that's something I can get into.

00:19:30.138 --> 00:19:31.480
And where were you originally born?

00:19:31.519 --> 00:19:32.601
Where were you before Atlanta?

00:19:33.541 --> 00:19:33.922
Miami.

00:19:34.623 --> 00:19:35.702
Oh, yeah, you did mention.

00:19:35.742 --> 00:19:36.463
Okay, so you went from Miami.

00:19:36.503 --> 00:19:36.983
Yeah, yeah.

00:19:37.144 --> 00:19:38.685
I lived in Miami for about 25 years.

00:19:38.705 --> 00:19:39.926
I'm originally from Nebraska.

00:19:39.946 --> 00:19:41.528
Oh, wow.

00:19:43.894 --> 00:19:44.154
All right.

00:19:44.857 --> 00:19:46.786
Atlanta by way of Nebraska to Miami.

00:19:48.703 --> 00:19:49.683
Omaha or Lincoln?

00:19:50.183 --> 00:19:50.525
Lincoln.

00:19:50.984 --> 00:19:51.625
There you go.

00:19:51.825 --> 00:19:52.265
See, there you go.

00:19:52.365 --> 00:19:53.984
That's like 90% of people

00:19:54.025 --> 00:19:54.865
live in those two cities.

00:19:54.885 --> 00:19:56.965
Like I had a 90% chance of

00:19:56.986 --> 00:19:58.086
being 50-50 there.

00:19:58.405 --> 00:19:59.626
And if you would have said like Podunk,

00:19:59.686 --> 00:20:00.227
Cornfield,

00:20:00.446 --> 00:20:01.866
I'd have chalked it up as a loss.

00:20:02.146 --> 00:20:04.067
I was confident in my Omaha or Lincoln.

00:20:05.587 --> 00:20:08.128
And if we have any Nebraska listeners,

00:20:08.169 --> 00:20:09.249
if there's anything else in Nebraska,

00:20:09.269 --> 00:20:10.709
please let me know because

00:20:10.729 --> 00:20:12.049
I've driven through it and

00:20:12.109 --> 00:20:13.750
I haven't found anything yet, right?

00:20:13.990 --> 00:20:15.289
And those are on the far

00:20:15.390 --> 00:20:16.131
east end of the state

00:20:16.151 --> 00:20:17.894
because once you're past –

00:20:17.894 --> 00:20:18.935
Why don't you pass Lincoln, right?

00:20:19.096 --> 00:20:20.096
Omaha's first, and then Lincoln.

00:20:20.115 --> 00:20:20.435
That's it.

00:20:20.455 --> 00:20:22.797
There's nothing between that and Denver,

00:20:22.896 --> 00:20:23.758
whatever's next.

00:20:23.817 --> 00:20:24.597
I mean, corn.

00:20:24.617 --> 00:20:25.519
A bunch of cornfields.

00:20:25.878 --> 00:20:26.459
Cornfields,

00:20:26.519 --> 00:20:27.359
and then you see the mountains

00:20:27.400 --> 00:20:29.661
in the distance for about, I don't know,

00:20:29.780 --> 00:20:30.760
eight hours straight before

00:20:30.780 --> 00:20:31.480
you get close enough to

00:20:31.500 --> 00:20:32.422
them where they're mountains, you know?

00:20:33.883 --> 00:20:34.363
No knock.

00:20:34.502 --> 00:20:36.084
It is what it is.

00:20:37.223 --> 00:20:38.404
I think there's a...

00:20:39.267 --> 00:20:40.087
Something on the border of

00:20:40.188 --> 00:20:41.929
Nebraska and another state,

00:20:42.289 --> 00:20:43.770
but it's not known for the Nebraska side.

00:20:44.310 --> 00:20:45.112
Anyways, Nebraska.

00:20:45.372 --> 00:20:46.532
I have cousins that live in Omaha.

00:20:46.573 --> 00:20:47.272
Beautiful place.

00:20:47.333 --> 00:20:48.013
Nice, clean city.

00:20:48.074 --> 00:20:49.115
Great zoo in Omaha.

00:20:51.317 --> 00:20:52.336
That is the extent of what I

00:20:52.376 --> 00:20:53.178
know about Nebraska.

00:20:54.739 --> 00:20:55.660
So what now?

00:20:55.880 --> 00:20:57.040
What's next in your journey?

00:20:57.060 --> 00:20:59.042
So now you're an independent hauler.

00:20:59.083 --> 00:21:00.683
You've got one or two helpers.

00:21:01.144 --> 00:21:01.704
What's the goal?

00:21:01.744 --> 00:21:04.166
Is the goal to stay at one truck operation,

00:21:04.227 --> 00:21:04.926
multi-truck?

00:21:04.946 --> 00:21:05.627
Where are you looking to go?

00:21:07.045 --> 00:21:07.325
You know,

00:21:07.345 --> 00:21:08.986
I would like to get a multi-truck

00:21:09.046 --> 00:21:09.465
operation.

00:21:09.506 --> 00:21:09.826
You know, I,

00:21:10.046 --> 00:21:11.307
right now I started off with

00:21:11.346 --> 00:21:12.488
the whole truck and trailer.

00:21:12.508 --> 00:21:14.028
I wanted to be different.

00:21:14.067 --> 00:21:15.409
I didn't want to do the dump trailer,

00:21:15.489 --> 00:21:16.269
you know, I, I,

00:21:16.829 --> 00:21:17.890
something that I can have

00:21:18.309 --> 00:21:19.691
bigger branding on.

00:21:19.750 --> 00:21:21.751
So I started off with an enclosed trailer,

00:21:21.791 --> 00:21:23.532
but I want to work my way to a dump truck,

00:21:23.952 --> 00:21:24.173
you know,

00:21:24.232 --> 00:21:25.493
have a few trucks and everything else,

00:21:25.513 --> 00:21:26.354
but there's other things I

00:21:26.394 --> 00:21:28.015
want to do as well.

00:21:28.035 --> 00:21:30.096
You know, besides junk, you know, I love,

00:21:30.115 --> 00:21:30.476
like I said,

00:21:30.516 --> 00:21:32.176
I love helping other junk

00:21:32.196 --> 00:21:33.538
removal companies, you know, um,

00:21:34.855 --> 00:21:36.237
I started doing that class

00:21:36.277 --> 00:21:37.116
to help other people,

00:21:37.196 --> 00:21:40.038
but there's a lot of trolls

00:21:40.377 --> 00:21:41.218
on these Facebook groups

00:21:41.238 --> 00:21:41.897
that don't like people

00:21:41.938 --> 00:21:42.818
doing those classes.

00:21:42.858 --> 00:21:46.539
They just kind of shit talk them,

00:21:46.579 --> 00:21:47.119
which is fine,

00:21:47.140 --> 00:21:48.160
but I had a lot of people

00:21:48.200 --> 00:21:50.000
that really learned a lot from it.

00:21:50.020 --> 00:21:52.501
Like I mentioned, Taylor Chastain,

00:21:52.541 --> 00:21:54.082
I did that one in person with him.

00:21:55.222 --> 00:21:57.063
Even Andrew Barton took my class.

00:21:58.604 --> 00:21:59.844
I've seen him on your

00:21:59.864 --> 00:22:01.825
podcast and a few other people.

00:22:02.896 --> 00:22:04.078
I really like doing that.

00:22:04.098 --> 00:22:05.440
I don't think it goes over

00:22:05.480 --> 00:22:06.601
very well with a lot of the

00:22:06.740 --> 00:22:07.781
egos that are out there

00:22:08.363 --> 00:22:08.923
with some of these

00:22:08.962 --> 00:22:10.984
businesses that think they

00:22:11.025 --> 00:22:11.965
know everything and they

00:22:11.986 --> 00:22:13.227
don't want to actually learn.

00:22:13.287 --> 00:22:14.208
I'm still learning every

00:22:14.228 --> 00:22:14.969
single day and I've been

00:22:14.989 --> 00:22:17.010
doing this for almost 12 years now.

00:22:17.030 --> 00:22:18.772
I've done a lot of that at a high level.

00:22:22.917 --> 00:22:24.439
But there's always stuff to learn.

00:22:24.479 --> 00:22:26.440
But, you know, apart from that, you know,

00:22:26.839 --> 00:22:28.921
I'm trying to I had three

00:22:28.980 --> 00:22:30.662
things on my bucket list to do.

00:22:31.222 --> 00:22:32.624
One was to start my own business.

00:22:33.263 --> 00:22:36.144
Two was to be the speaker at

00:22:36.246 --> 00:22:37.145
a large engagement.

00:22:37.165 --> 00:22:38.547
I wanted to be, you know,

00:22:38.807 --> 00:22:40.468
to share my story, which, you know,

00:22:40.508 --> 00:22:41.448
is coming for that junk

00:22:41.488 --> 00:22:42.449
expo is going to be there.

00:22:43.028 --> 00:22:44.369
And the third thing I've

00:22:44.390 --> 00:22:45.671
always wanted to do is write a book,

00:22:46.330 --> 00:22:46.750
you know,

00:22:47.652 --> 00:22:50.133
which I actually am almost finished with.

00:22:50.153 --> 00:22:51.253
Yeah.

00:22:52.273 --> 00:22:55.154
So I know you got your book out.

00:22:55.515 --> 00:22:57.236
Did you self-publish that or how did you?

00:22:57.756 --> 00:22:58.717
Self-pubbed.

00:22:58.737 --> 00:22:59.477
Here's book one.

00:22:59.517 --> 00:23:00.537
I'm working on books two and

00:23:00.557 --> 00:23:01.258
three right now.

00:23:04.219 --> 00:23:05.519
I love the fact that you

00:23:05.538 --> 00:23:06.799
have these three BHAGs.

00:23:07.813 --> 00:23:08.874
Big, hairy, audacious goals.

00:23:09.574 --> 00:23:10.894
And you're doing them.

00:23:10.934 --> 00:23:11.934
That's why I asked you, hey,

00:23:11.974 --> 00:23:12.935
you're a one-truck operation.

00:23:13.016 --> 00:23:13.536
What's next?

00:23:14.276 --> 00:23:15.257
And often people are like,

00:23:15.277 --> 00:23:16.017
I want to get to a million

00:23:16.037 --> 00:23:17.397
dollars in revenue and 10 employees.

00:23:17.458 --> 00:23:19.239
And it's like, okay, and then what?

00:23:19.939 --> 00:23:21.079
It's like, yeah, you qualified,

00:23:21.359 --> 00:23:22.621
and yet here are some things.

00:23:22.641 --> 00:23:23.520
You want to share your story.

00:23:24.142 --> 00:23:24.862
What is the book about?

00:23:24.902 --> 00:23:25.801
Let's talk about the book.

00:23:26.262 --> 00:23:27.323
Do you have a working title?

00:23:27.343 --> 00:23:28.144
Do you have a name already?

00:23:28.163 --> 00:23:28.804
Where are we at?

00:23:29.344 --> 00:23:31.665
Yeah, the title is –

00:23:33.979 --> 00:23:35.500
It's called Leading with Purpose,

00:23:35.640 --> 00:23:37.060
Inspiring Growth, Culture,

00:23:37.181 --> 00:23:38.701
and Building a Visionary Team.

00:23:38.721 --> 00:23:42.762
So it's all about leadership.

00:23:42.782 --> 00:23:43.884
Because what people don't understand,

00:23:43.943 --> 00:23:44.743
and a lot of these junk

00:23:44.784 --> 00:23:46.925
removal companies don't understand, is,

00:23:47.125 --> 00:23:49.047
yeah, you can be an expert in marketing.

00:23:49.586 --> 00:23:50.707
You get the customers in there.

00:23:51.087 --> 00:23:53.189
Then you have to be top

00:23:53.229 --> 00:23:54.048
level when it comes to

00:23:54.108 --> 00:23:55.390
sales and customer service

00:23:55.410 --> 00:23:55.970
and everything else.

00:23:56.269 --> 00:23:57.191
But when you really want to

00:23:57.550 --> 00:23:59.872
build a high-performing team,

00:24:00.392 --> 00:24:01.573
you have to bring in leadership.

00:24:01.977 --> 00:24:03.538
You have to develop yourself as a leader,

00:24:03.917 --> 00:24:04.659
but then you've got to

00:24:04.699 --> 00:24:07.200
develop your team as leaders.

00:24:07.279 --> 00:24:08.119
And that's what the whole

00:24:08.180 --> 00:24:09.101
book is about because

00:24:09.201 --> 00:24:11.201
that's how I succeeded at 1-800-GOT-JUNK.

00:24:11.662 --> 00:24:13.864
We had the highest

00:24:13.903 --> 00:24:15.865
performing franchise in all

00:24:15.904 --> 00:24:16.765
of 1-800-GOT-JUNK.

00:24:18.046 --> 00:24:18.346
All of them.

00:24:18.425 --> 00:24:21.147
Number one rated out of 175 franchises,

00:24:21.768 --> 00:24:22.989
highest performing franchise.

00:24:23.009 --> 00:24:25.990
So technically- What's the KPIs there?

00:24:26.050 --> 00:24:27.131
Is it revenue per hour?

00:24:27.191 --> 00:24:28.152
Is it total revenue?

00:24:28.251 --> 00:24:28.491
Is it-

00:24:29.407 --> 00:24:30.008
Well, there's, I mean,

00:24:30.028 --> 00:24:32.429
there's a lot of KPIs involved, you know,

00:24:32.509 --> 00:24:34.368
whether it be revenue per hour, you know,

00:24:34.409 --> 00:24:34.828
one of my,

00:24:35.309 --> 00:24:37.769
that's the KPI that I found

00:24:38.329 --> 00:24:40.691
that kind of put us at a higher level.

00:24:41.250 --> 00:24:43.571
You know, a lot of people go with the,

00:24:43.592 --> 00:24:45.372
you know, the regular AJS, right?

00:24:46.832 --> 00:24:47.571
Me personally.

00:24:47.592 --> 00:24:48.712
Average job size.

00:24:49.173 --> 00:24:49.472
Correct.

00:24:49.553 --> 00:24:50.432
Average job size.

00:24:50.512 --> 00:24:52.114
No, no, I want to say for whatever you use,

00:24:52.153 --> 00:24:52.753
the military thing,

00:24:52.773 --> 00:24:53.673
whatever you use in the acronym,

00:24:54.034 --> 00:24:54.953
always qualify it.

00:24:55.394 --> 00:24:55.493
Well,

00:24:55.513 --> 00:24:56.454
because you don't know who's listening,

00:24:56.494 --> 00:24:56.634
right?

00:24:56.654 --> 00:24:57.575
So average job size.

00:24:57.615 --> 00:24:57.755
Yep.

00:24:58.378 --> 00:25:01.141
Yeah, well, you know, for me, I was,

00:25:01.260 --> 00:25:01.461
you know,

00:25:01.520 --> 00:25:02.521
spent a few years trying to

00:25:02.541 --> 00:25:05.143
narrow down the best KPIs

00:25:05.523 --> 00:25:06.663
to really gauge the

00:25:06.703 --> 00:25:07.664
performance of the team.

00:25:08.265 --> 00:25:09.685
You know, there's a lot of, you know,

00:25:09.726 --> 00:25:11.086
a lot of people, you know, talk about,

00:25:11.106 --> 00:25:11.326
you know,

00:25:11.787 --> 00:25:13.509
John always talks about the cogs,

00:25:14.729 --> 00:25:15.990
you know, the revenue per mile,

00:25:16.069 --> 00:25:16.871
revenue per hour.

00:25:16.891 --> 00:25:17.431
You know,

00:25:17.451 --> 00:25:18.592
these are all things I think that

00:25:18.711 --> 00:25:20.813
should be focused by, you know,

00:25:21.073 --> 00:25:22.013
if you have an operations

00:25:22.074 --> 00:25:23.015
manager or a general

00:25:23.055 --> 00:25:24.836
manager or you as the owner,

00:25:25.296 --> 00:25:26.936
but when you really want to really gauge

00:25:27.777 --> 00:25:30.057
dive deep and get your

00:25:30.118 --> 00:25:31.318
buy-in from your team,

00:25:31.980 --> 00:25:33.780
focus on not just AJS,

00:25:33.820 --> 00:25:35.342
but residential AJS.

00:25:36.201 --> 00:25:37.242
Because AJS, you know,

00:25:37.282 --> 00:25:38.703
that encompasses the commercial.

00:25:38.763 --> 00:25:38.963
I mean,

00:25:39.284 --> 00:25:41.404
we know that commercial revenue is

00:25:41.865 --> 00:25:43.846
pretty easy most of the time, you know,

00:25:43.906 --> 00:25:44.787
but if you really want to

00:25:44.826 --> 00:25:47.528
gauge your team's focus, you know,

00:25:47.608 --> 00:25:50.431
is focusing on that residential AJS.

00:25:51.131 --> 00:25:51.672
And, you know,

00:25:51.731 --> 00:25:56.453
I put that at 66% of our full load rate.

00:25:57.095 --> 00:25:57.174
And,

00:25:57.713 --> 00:25:58.874
Having them focused on that,

00:25:58.913 --> 00:26:00.233
that was the number one KPI

00:26:00.314 --> 00:26:01.255
I had them focus on.

00:26:01.714 --> 00:26:03.875
With 1-800-GOT-JUNK,

00:26:03.894 --> 00:26:04.974
they had several different

00:26:05.015 --> 00:26:07.516
KPIs that they measured for it.

00:26:07.615 --> 00:26:09.895
But because we kept that up,

00:26:10.036 --> 00:26:10.935
our year over year kept

00:26:10.996 --> 00:26:12.316
growing and growing and growing.

00:26:12.797 --> 00:26:14.557
And your guys in the field,

00:26:14.596 --> 00:26:16.057
especially 1-800-GOT-JUNK,

00:26:16.076 --> 00:26:17.176
your expectation is they're

00:26:17.396 --> 00:26:19.538
consistently upselling and

00:26:19.738 --> 00:26:20.758
selling more service while

00:26:20.778 --> 00:26:21.417
they're on jobs.

00:26:22.077 --> 00:26:22.958
Some of them do, yes.

00:26:23.518 --> 00:26:24.178
The one thing about

00:26:24.198 --> 00:26:26.519
1-800-GOT-JUNK is they're

00:26:26.538 --> 00:26:27.459
not all created equal.

00:26:28.205 --> 00:26:28.526
You know,

00:26:28.766 --> 00:26:30.406
their training program is this

00:26:30.707 --> 00:26:33.067
two-page paper for a 10-day

00:26:33.127 --> 00:26:35.167
training period and says, all right,

00:26:35.867 --> 00:26:36.328
learn this,

00:26:36.648 --> 00:26:37.888
and we throw them out on the truck.

00:26:38.528 --> 00:26:39.970
Most of the franchises don't

00:26:40.009 --> 00:26:40.670
even look at that.

00:26:40.710 --> 00:26:41.869
They just throw them on the truck and say,

00:26:41.890 --> 00:26:43.151
hey, this guy's been here for a while.

00:26:43.191 --> 00:26:43.851
He's going to train you.

00:26:44.371 --> 00:26:44.631
You know,

00:26:45.592 --> 00:26:47.392
I developed a training program that,

00:26:47.551 --> 00:26:49.813
you know, took maybe three,

00:26:49.913 --> 00:26:51.653
four months to get through

00:26:51.713 --> 00:26:53.134
before they could be even certified.

00:26:54.125 --> 00:26:54.385
You know,

00:26:54.425 --> 00:26:56.227
we just took it to a higher level

00:26:56.307 --> 00:26:57.686
and making sure that, you know,

00:26:57.747 --> 00:26:58.886
running a lot of role play

00:26:58.906 --> 00:27:00.768
scenarios so that when

00:27:00.788 --> 00:27:02.147
they're in the field, you know,

00:27:02.188 --> 00:27:03.248
you can throw anything at

00:27:03.288 --> 00:27:05.169
them and they'll know how to respond.

00:27:05.209 --> 00:27:07.450
You know, any type of objections, you know,

00:27:07.470 --> 00:27:08.890
and that's why, you know,

00:27:09.250 --> 00:27:10.970
on our on-site conversions,

00:27:11.471 --> 00:27:14.021
we're about 95%.

00:27:14.021 --> 00:27:14.521
And that's the thing.

00:27:14.541 --> 00:27:14.741
So,

00:27:14.981 --> 00:27:16.403
so that's a very different model than

00:27:16.423 --> 00:27:17.063
like what I run.

00:27:17.103 --> 00:27:17.542
And I,

00:27:18.202 --> 00:27:20.203
I know a lot of local haulers run is like,

00:27:20.223 --> 00:27:21.104
we have an estimator that

00:27:21.124 --> 00:27:22.085
goes on to the estimates

00:27:22.125 --> 00:27:22.924
and all the other jobs are

00:27:22.944 --> 00:27:24.005
really sold over the phone.

00:27:24.384 --> 00:27:27.046
We never send a truck to go close a job,

00:27:28.346 --> 00:27:28.507
right?

00:27:28.527 --> 00:27:29.446
Well, 800 got junk.

00:27:29.487 --> 00:27:30.646
That's a huge piece of their business,

00:27:30.707 --> 00:27:30.846
right?

00:27:30.906 --> 00:27:32.548
It's, Hey,

00:27:32.567 --> 00:27:33.508
we think it might be a quarter

00:27:33.528 --> 00:27:34.087
or half truck.

00:27:34.209 --> 00:27:35.229
Let's send a crew out.

00:27:35.249 --> 00:27:36.328
And then, Oh, by the way,

00:27:36.368 --> 00:27:37.990
it's three quarters or full or, you know,

00:27:38.170 --> 00:27:39.089
multi-truck jobs.

00:27:39.670 --> 00:27:39.869
Right.

00:27:39.970 --> 00:27:41.131
And that's why we, you know,

00:27:41.191 --> 00:27:41.971
we trained people.

00:27:42.372 --> 00:27:43.452
everybody to go out there

00:27:43.653 --> 00:27:45.653
and can estimate a job at a high level,

00:27:46.173 --> 00:27:47.595
you know, and we practice at it.

00:27:47.654 --> 00:27:49.737
We did role plays on every single day.

00:27:49.797 --> 00:27:52.428
The guys would come in, you know, 30,

00:27:52.428 --> 00:27:54.980
45 an hour early, you know,

00:27:55.119 --> 00:27:57.020
off the clock just so they can learn,

00:27:57.061 --> 00:27:58.082
they can run that role play.

00:27:58.122 --> 00:28:01.144
We throw all type of curve balls at them,

00:28:01.203 --> 00:28:02.045
making sure that they can

00:28:02.085 --> 00:28:04.125
handle every single situation out there.

00:28:04.546 --> 00:28:05.826
And I would actually drop in

00:28:05.906 --> 00:28:06.728
on a lot of the teams,

00:28:06.768 --> 00:28:07.488
making sure that they're

00:28:07.508 --> 00:28:08.509
doing it at a high level.

00:28:08.608 --> 00:28:10.109
And, you know, so yeah,

00:28:10.494 --> 00:28:11.615
Everybody that worked there

00:28:11.855 --> 00:28:12.717
can go out and estimate a

00:28:12.757 --> 00:28:14.877
job at a high level.

00:28:14.938 --> 00:28:15.298
That's huge.

00:28:15.397 --> 00:28:18.901
I mean, that takes months, if not years,

00:28:18.941 --> 00:28:19.580
to master.

00:28:20.020 --> 00:28:20.561
And like you said, yeah,

00:28:20.582 --> 00:28:21.622
it's going to take three to five months.

00:28:21.682 --> 00:28:22.022
It's like, well,

00:28:22.042 --> 00:28:23.364
that's a good investment on those teams.

00:28:24.304 --> 00:28:25.305
When it comes to the

00:28:25.345 --> 00:28:26.566
hierarchy of 800-guy jobs,

00:28:26.586 --> 00:28:27.967
so I can better understand this.

00:28:29.008 --> 00:28:31.131
Are there positions on the truck,

00:28:31.171 --> 00:28:32.311
although the driver and helper,

00:28:32.392 --> 00:28:34.634
or that seems to be the

00:28:34.736 --> 00:28:36.357
industry standard is driver helper,

00:28:36.397 --> 00:28:37.638
which I've always hated

00:28:37.699 --> 00:28:39.561
those two terms personally.

00:28:40.123 --> 00:28:41.403
What is it?

00:28:41.423 --> 00:28:41.944
800 got drunk, right?

00:28:41.964 --> 00:28:42.865
So from the field teams,

00:28:42.925 --> 00:28:44.808
what hierarchical structure is there?

00:28:46.106 --> 00:28:47.188
know and that's like I said

00:28:47.228 --> 00:28:48.808
you know each franchise is

00:28:49.028 --> 00:28:49.769
run a little different

00:28:50.048 --> 00:28:52.171
they'll have a lead a team

00:28:52.230 --> 00:28:54.471
lead and a helper you know

00:28:54.551 --> 00:28:56.153
I wanted you know in our

00:28:56.192 --> 00:28:57.554
case we had I when I

00:28:57.594 --> 00:28:59.055
started doing the training

00:28:59.075 --> 00:29:00.395
I had three different uh

00:29:00.455 --> 00:29:02.777
positions uh you know first

00:29:02.916 --> 00:29:03.857
you have the new hire once

00:29:03.877 --> 00:29:04.637
they go through training

00:29:04.657 --> 00:29:06.259
and they get we actually

00:29:06.419 --> 00:29:08.980
certified them as a wingman you know and

00:29:10.248 --> 00:29:12.549
As they grow, they become, you know, after,

00:29:12.569 --> 00:29:13.010
well,

00:29:13.030 --> 00:29:14.432
they start off as a wingman and then they,

00:29:14.592 --> 00:29:16.053
as they become certified,

00:29:16.093 --> 00:29:18.496
they become a certified sales lead.

00:29:19.476 --> 00:29:20.696
And then after they've been

00:29:20.738 --> 00:29:22.778
a while and taken on other, you know,

00:29:22.878 --> 00:29:24.701
leadership positions there, you know,

00:29:24.760 --> 00:29:26.201
if you want to become a senior lead,

00:29:26.261 --> 00:29:27.143
you had to take on

00:29:27.182 --> 00:29:29.424
leadership as far as training.

00:29:29.444 --> 00:29:31.707
You know, we had a whole training team.

00:29:31.747 --> 00:29:32.708
We had people that would

00:29:33.368 --> 00:29:34.450
jump over to operations.

00:29:34.490 --> 00:29:35.570
They might run operations

00:29:35.671 --> 00:29:36.672
one or two days a week.

00:29:37.540 --> 00:29:38.201
They were, you know,

00:29:38.241 --> 00:29:39.644
you had to actually do more

00:29:39.844 --> 00:29:40.664
if you wanted more.

00:29:40.724 --> 00:29:43.528
And as each position they had, you know,

00:29:43.548 --> 00:29:44.150
they get a higher

00:29:44.210 --> 00:29:45.912
percentage of the revenue

00:29:45.932 --> 00:29:48.734
share that we did, you know, so, you know,

00:29:48.815 --> 00:29:49.576
we started, like I said,

00:29:49.615 --> 00:29:51.979
you have the wingman

00:29:52.059 --> 00:29:53.741
certified and then the senior leads.

00:29:55.119 --> 00:29:57.381
And you guys, I know that's a big deal.

00:29:57.901 --> 00:29:59.421
Junk is the revenue per hour

00:29:59.441 --> 00:30:00.362
and then revenue share.

00:30:00.801 --> 00:30:01.182
So is that,

00:30:02.842 --> 00:30:04.363
do both people qualify or is it

00:30:04.403 --> 00:30:06.503
like a base hourly then

00:30:06.544 --> 00:30:07.703
plus revenue share or is it

00:30:07.723 --> 00:30:08.663
straight revenue share?

00:30:08.683 --> 00:30:10.644
How does that work?

00:30:11.345 --> 00:30:12.184
The way we did it,

00:30:12.244 --> 00:30:14.306
we did it hourly starting

00:30:14.346 --> 00:30:15.425
off at $11 an hour.

00:30:16.207 --> 00:30:17.326
But nobody made $11 an hour

00:30:17.346 --> 00:30:18.946
because we had that revenue share.

00:30:19.228 --> 00:30:21.508
As they get a higher percentage,

00:30:21.548 --> 00:30:23.009
depending on the revenue per hour,

00:30:24.021 --> 00:30:25.642
they could get 1% to 2% of

00:30:25.701 --> 00:30:27.063
all the revenue they brought in that day.

00:30:27.982 --> 00:30:29.143
Once they become certified,

00:30:29.884 --> 00:30:32.084
they get between 2% and 3%.

00:30:32.084 --> 00:30:34.904
And as a sales, you get 3% to 4%.

00:30:34.944 --> 00:30:36.085
We had guys making $80,000

00:30:36.085 --> 00:30:38.046
to $100,000 a year because

00:30:38.086 --> 00:30:42.547
you were bringing in high revenue,

00:30:42.626 --> 00:30:43.287
even though they were only

00:30:43.327 --> 00:30:45.347
making between $11 and $13 an hour.

00:30:46.708 --> 00:30:48.249
And what is the average day?

00:30:48.269 --> 00:30:49.009
What is the average

00:30:49.048 --> 00:30:50.229
expectation of revenue a

00:30:51.009 --> 00:30:51.930
day for a two-man team?

00:30:53.472 --> 00:30:54.413
You know,

00:30:54.513 --> 00:30:56.455
the goal that they try to hit is

00:30:56.556 --> 00:30:57.656
at least $2,000 every day.

00:30:59.479 --> 00:31:00.220
Yeah,

00:31:00.380 --> 00:31:02.542
and I'm asking these questions

00:31:02.583 --> 00:31:04.345
selfishly to see where I sit, right?

00:31:04.664 --> 00:31:05.645
And also because I know if I

00:31:05.685 --> 00:31:06.307
have this question,

00:31:06.366 --> 00:31:07.627
our listeners also have it.

00:31:08.148 --> 00:31:10.191
And it's great to get the

00:31:10.211 --> 00:31:10.711
thoughts from you.

00:31:10.991 --> 00:31:11.613
Yeah, for years,

00:31:11.673 --> 00:31:14.095
my goal was always $1,500.

00:31:14.095 --> 00:31:14.394
per day.

00:31:14.974 --> 00:31:15.875
That was always the goal.

00:31:15.934 --> 00:31:17.816
It was $1,500 a day and now

00:31:18.715 --> 00:31:21.115
our goal is $2,000 a day.

00:31:21.375 --> 00:31:22.817
We got there in a different way.

00:31:22.836 --> 00:31:23.876
I just look at what do I got

00:31:23.896 --> 00:31:24.517
to do every day and how

00:31:24.537 --> 00:31:25.277
many hours do I have to

00:31:25.317 --> 00:31:27.376
work with and how do I get there?

00:31:28.458 --> 00:31:29.518
It's interesting and it

00:31:30.038 --> 00:31:32.377
qualifies a lot of what I

00:31:32.478 --> 00:31:33.699
thought and I love making

00:31:34.199 --> 00:31:35.098
data-driven decisions.

00:31:35.159 --> 00:31:36.358
I talk about data-driven

00:31:36.378 --> 00:31:37.118
decisions a lot on this

00:31:37.159 --> 00:31:39.759
podcast and like you said,

00:31:39.799 --> 00:31:40.740
with Andy Barton,

00:31:41.779 --> 00:31:42.740
And Taylor Chastain,

00:31:42.921 --> 00:31:45.063
two guys I say are brought in on top 50,

00:31:45.063 --> 00:31:46.763
top 25 people in junk removal industry,

00:31:46.784 --> 00:31:46.903
right?

00:31:47.003 --> 00:31:48.224
They're both well-known people.

00:31:48.444 --> 00:31:49.625
They've both been on this podcast.

00:31:49.905 --> 00:31:51.547
I've spent time with them personally.

00:31:52.327 --> 00:31:53.188
Taylor came up here.

00:31:53.248 --> 00:31:54.469
I met Andy in New Orleans

00:31:54.489 --> 00:31:55.509
last year for Waste Expo.

00:31:55.650 --> 00:31:56.009
Like these are,

00:31:56.290 --> 00:31:56.971
these are guys that I look

00:31:57.010 --> 00:31:57.751
up into in the industry.

00:31:57.951 --> 00:31:58.852
The fact that they took your

00:31:58.952 --> 00:32:00.894
class shows that forever

00:32:01.273 --> 00:32:02.335
thirst of knowledge, right?

00:32:02.375 --> 00:32:03.395
That growth mindset.

00:32:03.736 --> 00:32:04.455
And that's why I'm asking

00:32:04.477 --> 00:32:05.116
you these questions.

00:32:05.176 --> 00:32:06.178
It's like, I can sit here.

00:32:06.678 --> 00:32:08.140
and think, oh, I know all this shit.

00:32:08.160 --> 00:32:08.559
And it's like, well,

00:32:08.579 --> 00:32:09.300
that doesn't get me anywhere.

00:32:09.320 --> 00:32:09.801
It's like, why?

00:32:09.942 --> 00:32:11.403
I mean, when I do this podcast,

00:32:11.443 --> 00:32:12.605
this is my one hour a week

00:32:12.644 --> 00:32:13.987
to really invest in my business.

00:32:15.402 --> 00:32:16.262
I get the opportunity to sit

00:32:16.282 --> 00:32:17.263
here and talk to you for an hour.

00:32:17.304 --> 00:32:18.825
Like that's a big deal to me to, Hey,

00:32:18.904 --> 00:32:19.865
what can I learn from you?

00:32:20.426 --> 00:32:20.567
Um,

00:32:20.707 --> 00:32:21.788
that I also know is going to be

00:32:21.807 --> 00:32:24.150
relevant to other junk model companies,

00:32:24.190 --> 00:32:24.309
right?

00:32:24.349 --> 00:32:26.571
I, we all, we all don't need a podcast,

00:32:26.852 --> 00:32:27.012
right?

00:32:27.032 --> 00:32:28.993
So a handful of us to know him and I,

00:32:29.434 --> 00:32:29.615
right.

00:32:29.815 --> 00:32:29.914
Um,

00:32:30.015 --> 00:32:31.076
I always give credit to him because I

00:32:31.096 --> 00:32:31.817
think it's a good show.

00:32:31.836 --> 00:32:33.919
He had me on his show and it's a, it's a,

00:32:34.138 --> 00:32:35.000
it's a worthy show.

00:32:35.059 --> 00:32:36.361
He's, he's, um,

00:32:37.162 --> 00:32:38.262
people listen to him in this industry.

00:32:38.282 --> 00:32:38.962
I got no beef with them.

00:32:38.982 --> 00:32:39.864
You know, a lot of people think,

00:32:40.224 --> 00:32:40.964
I think that's what you think.

00:32:41.005 --> 00:32:41.625
It's funny when, uh,

00:32:43.154 --> 00:32:44.035
pissing matches that happen

00:32:44.075 --> 00:32:44.915
on these facebook groups

00:32:44.955 --> 00:32:46.536
among the kids about my

00:32:46.576 --> 00:32:47.616
class or your class it's

00:32:47.656 --> 00:32:49.877
like I do consulting work I

00:32:49.897 --> 00:32:52.078
um I work you know I i

00:32:52.199 --> 00:32:52.818
started putting together a

00:32:52.838 --> 00:32:53.798
class a while back and I

00:32:53.818 --> 00:32:54.440
was like I don't want to be

00:32:54.460 --> 00:32:55.140
one of those guys that has

00:32:55.200 --> 00:32:56.601
a fucking class like this

00:32:56.800 --> 00:32:57.780
like doesn't sound fun like

00:32:57.800 --> 00:32:58.601
it all of a sudden it

00:32:58.621 --> 00:32:59.821
started becoming a chore as

00:32:59.862 --> 00:33:01.442
I started doing it you know

00:33:01.962 --> 00:33:03.702
um but those of us that

00:33:03.722 --> 00:33:04.784
have you know done

00:33:04.804 --> 00:33:05.663
something in this industry

00:33:05.923 --> 00:33:07.025
like we look forward to

00:33:07.865 --> 00:33:09.226
spending time with the other guys that are,

00:33:09.386 --> 00:33:11.449
that are moving the needle.

00:33:11.489 --> 00:33:12.368
I talked to Justin Waltz a

00:33:12.388 --> 00:33:12.910
couple of weeks ago.

00:33:12.930 --> 00:33:14.050
You know, he's the,

00:33:14.151 --> 00:33:14.932
he's the new brand

00:33:14.971 --> 00:33:16.073
president for junk luggers.

00:33:16.093 --> 00:33:16.432
Like that's,

00:33:16.834 --> 00:33:18.795
that's a pretty significant position,

00:33:18.835 --> 00:33:19.096
you know,

00:33:19.695 --> 00:33:20.576
and him and I had a great

00:33:20.616 --> 00:33:21.498
conversation the other day.

00:33:21.678 --> 00:33:21.778
I,

00:33:21.938 --> 00:33:23.099
I certainly learned a lot more in the

00:33:23.140 --> 00:33:24.140
conversation than I taught.

00:33:24.161 --> 00:33:25.101
Yeah.

00:33:25.976 --> 00:33:26.777
And so that's – I guess

00:33:26.817 --> 00:33:28.238
that's my soapbox here for

00:33:28.258 --> 00:33:29.818
a second is for you guys

00:33:29.838 --> 00:33:32.641
that are listening or – obviously,

00:33:32.661 --> 00:33:33.121
if you're listening,

00:33:33.141 --> 00:33:34.321
you already have a growth mindset.

00:33:35.623 --> 00:33:36.222
If you're spending your

00:33:36.282 --> 00:33:37.423
nights and weekends in

00:33:37.463 --> 00:33:39.085
Facebook groups trolling

00:33:39.125 --> 00:33:40.065
and pissing on people,

00:33:41.246 --> 00:33:41.946
I'd argue that's not a

00:33:41.987 --> 00:33:42.727
great use of your time.

00:33:43.407 --> 00:33:43.728
Instead,

00:33:43.768 --> 00:33:44.828
find the people that got something

00:33:44.848 --> 00:33:45.648
to say and listen to them.

00:33:45.868 --> 00:33:47.029
And if it doesn't fit your business model,

00:33:47.109 --> 00:33:47.631
it doesn't fit.

00:33:47.691 --> 00:33:48.371
Find something else that

00:33:48.391 --> 00:33:49.271
will fit your business model.

00:33:49.632 --> 00:33:51.053
Lean into what fits for you.

00:33:51.492 --> 00:33:52.953
Like with you, Kevin, I'm excited that –

00:33:54.375 --> 00:33:54.996
You're speaking.

00:33:55.016 --> 00:33:55.776
I'm excited that you're

00:33:55.816 --> 00:33:56.777
putting your story out there.

00:33:56.797 --> 00:33:58.058
I'm excited for you that you wrote a book.

00:33:59.240 --> 00:34:00.340
When I first sat down with

00:34:00.461 --> 00:34:02.323
my ghostwriter to write my book,

00:34:03.084 --> 00:34:03.784
we started talking.

00:34:03.804 --> 00:34:05.045
She goes, this isn't a leadership book,

00:34:05.105 --> 00:34:05.246
is it?

00:34:05.266 --> 00:34:06.567
I go, oh, no, I'm a terrible leader.

00:34:06.686 --> 00:34:07.248
I'm not going to write a

00:34:07.268 --> 00:34:07.847
book on leadership.

00:34:08.389 --> 00:34:10.771
I'll be the first to admit it.

00:34:11.130 --> 00:34:13.293
When you said you as the

00:34:13.634 --> 00:34:14.574
business owner have to be a

00:34:14.635 --> 00:34:15.996
leader and build a team, it's like,

00:34:16.235 --> 00:34:17.036
that's where I've struggled

00:34:17.056 --> 00:34:17.538
all these years.

00:34:18.677 --> 00:34:19.878
we have done our best work

00:34:19.918 --> 00:34:21.019
as an organization when

00:34:21.039 --> 00:34:22.661
I've had a strong leader report to me,

00:34:23.041 --> 00:34:24.561
because then they, it trickles down,

00:34:24.601 --> 00:34:24.762
right?

00:34:24.802 --> 00:34:25.181
I'm good.

00:34:25.882 --> 00:34:28.423
I'm much more that executive level, right?

00:34:28.463 --> 00:34:28.744
I can't,

00:34:29.005 --> 00:34:30.445
I got a corporate America background.

00:34:30.806 --> 00:34:32.347
I got an army background.

00:34:32.387 --> 00:34:33.027
So I'm one of those, like,

00:34:33.146 --> 00:34:35.088
I say you do type of people.

00:34:35.268 --> 00:34:36.489
And I also know that's not great.

00:34:36.509 --> 00:34:38.469
That's why I don't interface with the guys,

00:34:38.510 --> 00:34:40.672
frontline guys throughout the day.

00:34:40.952 --> 00:34:41.791
Cause I get twitchy.

00:34:42.052 --> 00:34:43.653
That's what I, you know, I know who I am.

00:34:44.253 --> 00:34:45.695
Well, that's, that's the important part.

00:34:45.735 --> 00:34:47.536
What you just said is having people,

00:34:48.344 --> 00:34:49.407
that are good at the things

00:34:49.427 --> 00:34:50.489
that you're not good at.

00:34:51.751 --> 00:34:53.673
So that's surrounding yourself with that.

00:34:53.713 --> 00:34:55.237
You don't have to be good at everything.

00:34:55.536 --> 00:34:56.579
If you have somebody else

00:34:56.659 --> 00:34:58.262
that's good at something,

00:34:58.442 --> 00:34:59.583
that's the right person to

00:34:59.623 --> 00:35:00.326
be by your side.

00:35:00.902 --> 00:35:01.302
Absolutely.

00:35:01.483 --> 00:35:02.864
And so when I talk about the

00:35:02.903 --> 00:35:04.666
six buckets of business, marketing, sales,

00:35:04.786 --> 00:35:05.947
operations, the thing you do,

00:35:06.987 --> 00:35:08.750
resources that are human and the numbers,

00:35:09.170 --> 00:35:10.150
everybody has a high three

00:35:10.170 --> 00:35:10.711
and a low three.

00:35:10.851 --> 00:35:11.112
That's it.

00:35:11.271 --> 00:35:12.373
I used to do rank of one

00:35:12.414 --> 00:35:13.375
through six and then you'll

00:35:13.414 --> 00:35:14.956
find no high three, low three.

00:35:15.297 --> 00:35:16.117
I know my high three.

00:35:16.777 --> 00:35:18.259
It's sales operations and the numbers.

00:35:19.228 --> 00:35:20.150
That's where I spend my time.

00:35:20.550 --> 00:35:21.510
And I also know when I'm

00:35:21.530 --> 00:35:22.891
spending time on people problems,

00:35:23.472 --> 00:35:25.592
I get exhausted.

00:35:26.034 --> 00:35:27.094
And the army is real simple.

00:35:28.114 --> 00:35:29.076
You yell and then they do.

00:35:29.155 --> 00:35:29.695
And if they don't,

00:35:29.775 --> 00:35:30.657
if the yelling doesn't work,

00:35:31.036 --> 00:35:32.717
like there's progressive discipline.

00:35:32.898 --> 00:35:33.679
The other thing beautiful

00:35:33.699 --> 00:35:35.539
about the army is they can't quit.

00:35:36.501 --> 00:35:37.501
So in the civilian world,

00:35:37.601 --> 00:35:38.501
you get shitty with someone.

00:35:38.601 --> 00:35:39.742
They just walk off the job

00:35:39.762 --> 00:35:40.702
and then you never see him again.

00:35:40.722 --> 00:35:41.364
You're like, oh, shit.

00:35:43.134 --> 00:35:44.034
That was one of the main

00:35:44.094 --> 00:35:45.735
people that I hired was

00:35:46.876 --> 00:35:49.257
ex-military or ex-athletes.

00:35:49.456 --> 00:35:51.958
Oh, athletes are good.

00:35:52.117 --> 00:35:53.458
The reason I liked having

00:35:53.518 --> 00:35:54.980
them is because they

00:35:55.119 --> 00:35:56.800
actually understand what

00:35:56.860 --> 00:35:59.242
leadership looks like.

00:35:59.481 --> 00:36:00.663
They're used to having coaches.

00:36:00.702 --> 00:36:01.463
They're used to having the

00:36:01.882 --> 00:36:03.483
drill sergeants and having that leader.

00:36:04.244 --> 00:36:05.125
They actually recognize that

00:36:05.144 --> 00:36:06.166
where other people come in,

00:36:06.405 --> 00:36:07.746
they're used to having managers.

00:36:08.447 --> 00:36:10.648
It took me years and years and years to

00:36:11.958 --> 00:36:14.119
I have probably 30 years

00:36:14.179 --> 00:36:15.280
background in management,

00:36:15.639 --> 00:36:16.639
but I didn't understand

00:36:16.659 --> 00:36:17.500
there was an actual

00:36:17.579 --> 00:36:20.201
difference between managing a leader.

00:36:20.961 --> 00:36:21.842
The simplest way was

00:36:21.882 --> 00:36:22.802
explained to me probably a

00:36:22.822 --> 00:36:24.003
year and a half, two years ago,

00:36:24.043 --> 00:36:24.963
and this is the best way I

00:36:25.003 --> 00:36:25.784
can explain to people.

00:36:26.824 --> 00:36:29.425
We lead people, we manage processes,

00:36:30.184 --> 00:36:31.286
and we get accountability.

00:36:32.347 --> 00:36:32.847
That's it.

00:36:33.307 --> 00:36:33.487
Right.

00:36:33.568 --> 00:36:34.829
And when you lead people,

00:36:35.228 --> 00:36:36.369
they might surprise you

00:36:36.429 --> 00:36:37.108
every now and then.

00:36:37.309 --> 00:36:38.210
And when you show them what

00:36:38.269 --> 00:36:40.429
right looks like and you manage a process,

00:36:41.190 --> 00:36:42.210
it's either the process is

00:36:42.231 --> 00:36:43.431
wrong or the person is wrong.

00:36:43.971 --> 00:36:44.152
Right.

00:36:44.231 --> 00:36:45.512
And every issue in your

00:36:45.532 --> 00:36:46.692
business is one of three things.

00:36:47.512 --> 00:36:48.572
And like meatloaf.

00:36:48.632 --> 00:36:48.793
Right.

00:36:49.172 --> 00:36:49.793
Two out of three.

00:36:49.972 --> 00:36:50.994
I only deal with two of the things.

00:36:51.034 --> 00:36:51.153
Right.

00:36:51.333 --> 00:36:52.873
So if you have an issue with your business,

00:36:52.914 --> 00:36:53.273
this is it.

00:36:53.554 --> 00:36:55.554
It's either a personnel problem.

00:36:56.539 --> 00:36:58.639
Wrong person, wrong seat, not trained,

00:36:58.679 --> 00:36:59.420
not qualified,

00:37:00.320 --> 00:37:01.742
lacks the skills or abilities, right?

00:37:02.322 --> 00:37:03.682
It is a process problem.

00:37:04.103 --> 00:37:05.364
The process is now all

00:37:05.423 --> 00:37:06.985
encompassing or it's too rigid.

00:37:07.005 --> 00:37:08.485
It's not flexible enough, right?

00:37:08.985 --> 00:37:10.547
And the third issue is a personal problem.

00:37:11.047 --> 00:37:12.547
This person cannot get right.

00:37:13.748 --> 00:37:15.030
I do not do personal problems.

00:37:15.369 --> 00:37:16.411
You can't get to work on time,

00:37:16.650 --> 00:37:17.170
not my problem.

00:37:17.190 --> 00:37:18.112
You can't show up to work on

00:37:18.431 --> 00:37:20.373
time with the right uniform, got to go.

00:37:20.873 --> 00:37:21.974
You need an advance because

00:37:21.994 --> 00:37:22.914
you're terrible with your money,

00:37:23.155 --> 00:37:23.494
got to go.

00:37:24.853 --> 00:37:25.773
you got to leave early every

00:37:25.793 --> 00:37:26.693
day because you've got baby

00:37:26.733 --> 00:37:28.293
mama drama got to go right

00:37:28.313 --> 00:37:29.954
whatever those things are I

00:37:29.994 --> 00:37:30.914
can train skills and

00:37:30.954 --> 00:37:31.875
abilities I can develop

00:37:31.934 --> 00:37:33.375
great processes and once

00:37:33.394 --> 00:37:34.414
you narrow it down you'll

00:37:34.454 --> 00:37:36.235
realize that the 80 20 rule

00:37:36.235 --> 00:37:37.496
80 of your time are dealing

00:37:37.516 --> 00:37:38.655
with personal problems if I

00:37:38.675 --> 00:37:39.297
got two guys that are

00:37:39.336 --> 00:37:41.637
beefing one or both go

00:37:41.777 --> 00:37:42.737
that's I mean we're I'm

00:37:43.197 --> 00:37:43.938
we're not playing games

00:37:43.978 --> 00:37:45.418
here right and more often

00:37:45.438 --> 00:37:46.378
than not one of them is

00:37:46.438 --> 00:37:48.059
very clearly got to go

00:37:48.699 --> 00:37:49.239
right because that's

00:37:50.447 --> 00:37:50.626
Right.

00:37:50.847 --> 00:37:52.367
And so now I'm leading people.

00:37:52.387 --> 00:37:53.748
I'm showing them what right looks like.

00:37:54.347 --> 00:37:55.108
And then they could choose

00:37:55.148 --> 00:37:56.628
either we're doing,

00:37:56.648 --> 00:37:57.168
we're going to get on the

00:37:57.188 --> 00:37:58.269
same sheet of music or we're not.

00:37:59.909 --> 00:38:00.210
We just,

00:38:00.351 --> 00:38:02.851
we recently turned over a bunch of staff.

00:38:02.891 --> 00:38:04.391
We turned over four people in a week.

00:38:05.891 --> 00:38:07.413
Three people were terminated.

00:38:07.552 --> 00:38:09.853
And one guy was like, well,

00:38:09.873 --> 00:38:10.534
those are my buddies.

00:38:11.094 --> 00:38:12.875
And he decided to, you know,

00:38:15.115 --> 00:38:17.315
he self-determined his termination.

00:38:17.335 --> 00:38:18.177
It's like, all right, man.

00:38:18.556 --> 00:38:18.677
Yeah.

00:38:19.534 --> 00:38:20.795
Well, the one thing, you know,

00:38:20.815 --> 00:38:22.777
I can pat myself on the back for is,

00:38:22.817 --> 00:38:24.677
you know, we had very little turnover,

00:38:24.797 --> 00:38:25.038
you know,

00:38:25.117 --> 00:38:26.519
we had a great retention rate

00:38:27.380 --> 00:38:28.721
and it's because when I hired him,

00:38:28.760 --> 00:38:29.021
you know,

00:38:29.081 --> 00:38:30.181
the first thing I told him is I

00:38:30.742 --> 00:38:32.643
am not looking for helpers or workers.

00:38:33.264 --> 00:38:34.326
I'm looking for people that

00:38:34.465 --> 00:38:36.708
I can develop into leaders, you know,

00:38:36.768 --> 00:38:37.427
and I started that

00:38:37.467 --> 00:38:39.110
leadership development from day one.

00:38:39.690 --> 00:38:41.311
You know, if they have, you know,

00:38:41.331 --> 00:38:43.373
cause you have your own business, right?

00:38:44.713 --> 00:38:45.932
you just like everybody

00:38:45.952 --> 00:38:46.954
who's probably listening to

00:38:46.974 --> 00:38:48.454
this podcast right now has

00:38:48.494 --> 00:38:50.074
their own business they're

00:38:50.394 --> 00:38:52.414
they've they've sacrificed

00:38:52.434 --> 00:38:53.976
you know they've had gone

00:38:53.996 --> 00:38:55.096
through the blood sweat and

00:38:55.135 --> 00:38:56.637
tears of running that

00:38:56.677 --> 00:38:58.456
business the late hours and

00:38:58.516 --> 00:38:59.777
put in all that sacrifice

00:39:00.277 --> 00:39:01.918
why because you found your

00:39:01.958 --> 00:39:04.938
purpose right now imagine

00:39:04.958 --> 00:39:07.519
if those employees that you

00:39:07.559 --> 00:39:09.541
have if you gave them purpose

00:39:11.559 --> 00:39:12.880
Imagine the sacrifice that

00:39:12.940 --> 00:39:15.724
they would do for you and your business.

00:39:15.784 --> 00:39:17.606
Imagine the hours that they'll put in,

00:39:17.987 --> 00:39:18.628
the blood, sweat,

00:39:18.668 --> 00:39:19.969
and tears that they'll put

00:39:20.050 --> 00:39:21.291
in for you and your

00:39:21.351 --> 00:39:24.956
business because you gave them a purpose.

00:39:25.235 --> 00:39:26.117
That's the difference.

00:39:26.217 --> 00:39:28.079
That's why we were so successful.

00:39:28.641 --> 00:39:29.880
at that location is because

00:39:29.940 --> 00:39:31.521
I gave them purpose.

00:39:31.862 --> 00:39:33.601
That's why the leadership to me, you know,

00:39:33.641 --> 00:39:35.143
it's one thing to develop

00:39:35.163 --> 00:39:36.163
myself as a leader and I

00:39:36.202 --> 00:39:36.963
was a great leader.

00:39:37.342 --> 00:39:38.643
You know, I didn't have, you know,

00:39:38.684 --> 00:39:39.123
those problems.

00:39:39.184 --> 00:39:40.384
I had those one-on-ones with

00:39:40.423 --> 00:39:41.945
my guys on a regular basis.

00:39:42.344 --> 00:39:45.425
I knew everybody's, their kids' names,

00:39:45.445 --> 00:39:46.306
their dogs' names.

00:39:46.706 --> 00:39:47.846
I knew everything about them.

00:39:48.445 --> 00:39:50.027
But I realized that

00:39:50.266 --> 00:39:51.786
developing them as leaders

00:39:51.827 --> 00:39:52.748
will actually give them

00:39:52.827 --> 00:39:54.148
purpose and they'll want to stay,

00:39:54.188 --> 00:39:55.208
they'll want to do things.

00:39:55.708 --> 00:39:55.967
You know,

00:39:56.027 --> 00:39:57.829
we had guys that would come in an hour

00:39:58.378 --> 00:39:59.599
Before they were clocked in

00:39:59.760 --> 00:40:01.061
to help train other new

00:40:01.121 --> 00:40:02.682
guys because they wanted to

00:40:02.722 --> 00:40:03.342
have that purpose.

00:40:03.362 --> 00:40:05.724
They wanted to have a career

00:40:05.764 --> 00:40:07.567
path to go through and

00:40:07.626 --> 00:40:08.847
actually have something

00:40:09.268 --> 00:40:10.748
that could impact their lives.

00:40:10.969 --> 00:40:12.110
And that was the whole point.

00:40:12.710 --> 00:40:15.313
And that is where everything

00:40:15.353 --> 00:40:16.074
changed for us.

00:40:16.632 --> 00:40:17.253
You know, like I said,

00:40:17.293 --> 00:40:20.217
we had that slow creep from 800,000, 2.5.

00:40:20.217 --> 00:40:20.737
Then, you know,

00:40:20.898 --> 00:40:22.300
as I started developing myself,

00:40:22.380 --> 00:40:23.501
we moved it up the next year, 3.5,

00:40:23.501 --> 00:40:25.244
you know,

00:40:25.485 --> 00:40:26.927
and then as I started developing

00:40:26.947 --> 00:40:28.047
the team as leaders,

00:40:28.608 --> 00:40:29.449
we jumped up from that 3.5

00:40:29.449 --> 00:40:30.771
to 6 million the next year, 9 million.

00:40:33.646 --> 00:40:35.527
And we had the same people, you know,

00:40:35.686 --> 00:40:36.588
on a regular basis.

00:40:36.648 --> 00:40:37.547
We had, you know,

00:40:37.547 --> 00:40:41.150
50 people at a time there because,

00:40:41.289 --> 00:40:42.431
and that's how we scaled

00:40:42.471 --> 00:40:43.672
our business and became the

00:40:43.711 --> 00:40:45.032
highest performing is

00:40:45.072 --> 00:40:46.373
because we gave each one of

00:40:46.413 --> 00:40:48.875
those guys purpose and wanting to stay.

00:40:48.914 --> 00:40:50.215
They weren't workers or helpers.

00:40:50.376 --> 00:40:51.295
They had people that we were

00:40:51.335 --> 00:40:52.876
developing into leaders.

00:40:53.336 --> 00:40:54.137
And like I said, you know,

00:40:54.237 --> 00:40:55.297
I wanted to create a legacy

00:40:55.318 --> 00:40:57.599
and I started a legacy wall, you know,

00:40:57.619 --> 00:40:58.900
with people's pictures on

00:40:58.980 --> 00:41:00.981
it that would move on to other locations,

00:41:01.541 --> 00:41:02.001
you know, as,

00:41:02.918 --> 00:41:04.179
I had a guy from Grand

00:41:04.219 --> 00:41:05.501
Rapids call me and say, man,

00:41:05.521 --> 00:41:06.822
what are you guys doing so

00:41:06.862 --> 00:41:07.681
well in operations?

00:41:07.822 --> 00:41:09.663
I'm struggling so bad in operations.

00:41:10.324 --> 00:41:11.804
I said, take my operations manager.

00:41:13.326 --> 00:41:14.005
Aren't you guys going to

00:41:14.045 --> 00:41:14.786
struggle without him?

00:41:14.847 --> 00:41:16.146
I'm like, he's one of the best.

00:41:16.827 --> 00:41:17.047
I'm like,

00:41:17.447 --> 00:41:18.768
I got a line of people behind him

00:41:19.068 --> 00:41:20.070
ready to take his place.

00:41:21.451 --> 00:41:22.530
I have other people that are

00:41:22.771 --> 00:41:24.592
dying to take that leadership position.

00:41:26.032 --> 00:41:27.875
My head trainer,

00:41:28.635 --> 00:41:29.235
the other Atlanta

00:41:29.255 --> 00:41:30.496
franchises need new trainers.

00:41:30.695 --> 00:41:31.817
I sent my trainers to them.

00:41:32.637 --> 00:41:34.637
You know, I had one of my trainers,

00:41:35.538 --> 00:41:35.777
you know,

00:41:35.797 --> 00:41:37.637
they had a Jacksonville location.

00:41:37.657 --> 00:41:38.577
They needed a new general

00:41:38.617 --> 00:41:39.458
manager over there.

00:41:39.798 --> 00:41:42.099
I sent my guy down there, you know,

00:41:42.159 --> 00:41:43.599
to be their new general manager.

00:41:43.619 --> 00:41:44.960
I was sending my guys out

00:41:45.039 --> 00:41:46.239
and creating that legacy.

00:41:46.980 --> 00:41:48.940
And it didn't hurt me at all

00:41:49.380 --> 00:41:50.661
because I had a line of

00:41:50.721 --> 00:41:51.722
people ready to take that

00:41:51.762 --> 00:41:53.842
position because they were ready.

00:41:54.222 --> 00:41:55.001
They've been trained.

00:41:55.041 --> 00:41:57.202
They actually wanted more

00:41:58.083 --> 00:41:59.382
out of their life than just

00:42:00.003 --> 00:42:01.503
being on the truck and hauling junk.

00:42:02.230 --> 00:42:02.469
You know,

00:42:02.510 --> 00:42:03.869
so these guys were already

00:42:03.929 --> 00:42:06.391
developed as leaders and just, you know,

00:42:06.630 --> 00:42:06.990
forget it.

00:42:07.251 --> 00:42:07.992
Operations room.

00:42:08.391 --> 00:42:09.552
We ran, you know,

00:42:09.572 --> 00:42:10.771
I told you that there's

00:42:10.791 --> 00:42:12.112
three different Atlanta franchises.

00:42:12.552 --> 00:42:13.273
Would you believe me if I

00:42:13.313 --> 00:42:15.813
told you that the

00:42:16.253 --> 00:42:18.094
operations for all three of

00:42:18.134 --> 00:42:18.974
those franchises were run

00:42:19.014 --> 00:42:19.675
out of my office?

00:42:21.054 --> 00:42:22.315
That way I can oversee it.

00:42:22.695 --> 00:42:22.956
You know,

00:42:23.016 --> 00:42:23.835
even though they had their own

00:42:23.876 --> 00:42:25.295
general managers running over there,

00:42:25.335 --> 00:42:26.597
they had their own people over there.

00:42:27.117 --> 00:42:28.436
They ran operations for all

00:42:28.476 --> 00:42:30.577
three locations in one room in my office.

00:42:31.418 --> 00:42:31.518
Hmm.

00:42:32.152 --> 00:42:34.233
And that room was always full because,

00:42:34.713 --> 00:42:34.954
you know,

00:42:35.034 --> 00:42:37.355
people wanted to be part of that,

00:42:37.534 --> 00:42:39.795
you know, they wanted to that, you know,

00:42:39.936 --> 00:42:41.137
career path to go through

00:42:41.157 --> 00:42:42.157
it in operations.

00:42:42.197 --> 00:42:44.637
We had operations managers

00:42:44.679 --> 00:42:46.219
sending out to so many locations,

00:42:46.259 --> 00:42:47.940
like I mentioned, grand Rapids, uh,

00:42:48.699 --> 00:42:51.101
you know, Jacksonville, we, I sent my, uh,

00:42:51.201 --> 00:42:53.262
my lead trainer down to, uh, Naples,

00:42:53.322 --> 00:42:54.563
Florida, you know,

00:42:54.603 --> 00:42:56.023
when they had the hurricane down there,

00:42:56.043 --> 00:42:57.784
I sent a couple of my guys

00:42:57.824 --> 00:42:59.344
and a couple of trucks to help them out.

00:42:59.894 --> 00:43:01.395
because they were working like 18,

00:43:01.395 --> 00:43:03.476
20 hours a day out there.

00:43:04.056 --> 00:43:04.677
And, you know,

00:43:04.817 --> 00:43:06.797
after they really got everything situated,

00:43:06.838 --> 00:43:09.059
they lied to my guys and

00:43:09.099 --> 00:43:10.739
the way they operated, you know,

00:43:10.778 --> 00:43:11.800
and they're like, man,

00:43:11.840 --> 00:43:13.219
we need guys like that here.

00:43:13.679 --> 00:43:15.240
We need, how, how do we train the guys?

00:43:15.380 --> 00:43:16.461
I'll send my trainer over there.

00:43:16.521 --> 00:43:18.661
My lead trainer, you guys can have him.

00:43:18.983 --> 00:43:19.963
He wanted to live closer to

00:43:19.983 --> 00:43:21.003
Miami anyway with his,

00:43:21.063 --> 00:43:21.943
where his family was.

00:43:22.643 --> 00:43:25.025
So, you know, having that purpose,

00:43:26.650 --> 00:43:29.315
Um, for these guys is important, you know,

00:43:29.335 --> 00:43:30.695
and that's what the leadership comes in.

00:43:30.737 --> 00:43:32.639
You know, it's not just you as a leader,

00:43:33.239 --> 00:43:34.161
it's developing them.

00:43:34.601 --> 00:43:34.822
You know,

00:43:34.862 --> 00:43:36.704
we had morning meetings every single day.

00:43:36.724 --> 00:43:38.766
Do you think I ran those meetings?

00:43:39.527 --> 00:43:40.289
No, no.

00:43:40.869 --> 00:43:42.371
I empowered my guys to do it.

00:43:43.186 --> 00:43:44.365
then everybody that was

00:43:44.425 --> 00:43:45.327
sitting in that room

00:43:45.827 --> 00:43:47.527
listening to one of the

00:43:47.567 --> 00:43:49.168
guys talk about you know

00:43:49.288 --> 00:43:50.208
the numbers that we did the

00:43:50.228 --> 00:43:51.487
day before setting the goal

00:43:51.527 --> 00:43:53.068
for that day you know what

00:43:53.449 --> 00:43:54.389
they they knew what they

00:43:54.449 --> 00:43:55.449
had to get that day you

00:43:55.489 --> 00:43:56.128
know like I mentioned

00:43:56.148 --> 00:43:57.050
before you know they wanted

00:43:57.090 --> 00:43:58.570
two thousand dollars well

00:43:59.130 --> 00:44:00.710
we we have this many jobs

00:44:00.911 --> 00:44:02.311
so our goal is this revenue

00:44:02.331 --> 00:44:03.431
for the entire day so what

00:44:03.451 --> 00:44:04.130
does each team need to

00:44:04.170 --> 00:44:05.532
bring in for that day they

00:44:05.572 --> 00:44:06.771
knew when they went out but

00:44:06.911 --> 00:44:08.072
every guy that was standing

00:44:08.251 --> 00:44:10.052
up there running this meeting

00:44:11.164 --> 00:44:11.923
Every guy that's sitting

00:44:11.963 --> 00:44:13.244
down wanted to be that guy.

00:44:14.284 --> 00:44:14.465
Yep.

00:44:15.385 --> 00:44:16.425
They wanted to be that guy.

00:44:16.626 --> 00:44:19.585
You know, my voice, my voice gets stale.

00:44:19.626 --> 00:44:20.126
If I'm there,

00:44:20.407 --> 00:44:21.146
I'm the one running the

00:44:21.186 --> 00:44:21.887
meeting every day and

00:44:21.967 --> 00:44:23.166
talking about the same stuff.

00:44:23.907 --> 00:44:26.168
You know, I talked at our, you know,

00:44:26.447 --> 00:44:28.088
maybe every monthly meeting

00:44:28.668 --> 00:44:29.509
or every once in a while

00:44:29.548 --> 00:44:30.789
when I really needed to, you know,

00:44:30.849 --> 00:44:32.090
inspire the guys, you know,

00:44:32.630 --> 00:44:33.630
we had the guys going

00:44:33.809 --> 00:44:34.891
motivating them every day

00:44:34.931 --> 00:44:35.871
to get out there and really

00:44:35.911 --> 00:44:37.871
generate a lot of good revenue, you know,

00:44:37.911 --> 00:44:39.092
but motivation lasts the day.

00:44:39.773 --> 00:44:41.635
you know, inspiration can last a lifetime.

00:44:41.695 --> 00:44:43.858
So I made sure that my voice wasn't stale.

00:44:43.878 --> 00:44:44.800
So when I did speak,

00:44:45.360 --> 00:44:47.242
people really were inspired and listened.

00:44:47.903 --> 00:44:50.427
So, you know, and that's why, you know,

00:44:50.447 --> 00:44:52.070
to me, like I said, having that purpose,

00:44:52.090 --> 00:44:53.411
you know, it's,

00:44:53.751 --> 00:44:54.572
it might not seem like a

00:44:54.612 --> 00:44:55.634
big deal to have one of

00:44:55.675 --> 00:44:57.376
your teammates running a meeting, but

00:44:58.326 --> 00:45:00.525
Man, to them, it's something huge.

00:45:01.106 --> 00:45:03.166
On the last day of the

00:45:03.206 --> 00:45:05.027
training that I did with

00:45:05.086 --> 00:45:06.547
Taylor and his team,

00:45:07.748 --> 00:45:09.327
the last thing I asked him, I said,

00:45:09.427 --> 00:45:10.807
when is your next monthly meeting?

00:45:10.827 --> 00:45:13.289
He said, we're having that next week.

00:45:13.909 --> 00:45:14.068
Well,

00:45:14.128 --> 00:45:15.588
I turned to one of his guys and I

00:45:15.648 --> 00:45:16.849
told him, I said, Taylor,

00:45:16.869 --> 00:45:17.509
you're not running that

00:45:17.528 --> 00:45:18.130
meeting next week.

00:45:18.170 --> 00:45:18.510
He is.

00:45:19.909 --> 00:45:20.889
This guy has got a lot of

00:45:20.929 --> 00:45:21.949
potential as a leader.

00:45:22.829 --> 00:45:24.231
The little things that I saw from him,

00:45:24.791 --> 00:45:26.291
after every meeting, he did

00:45:27.320 --> 00:45:28.862
Everybody get up and leave, you know,

00:45:28.902 --> 00:45:29.702
and there was donuts and

00:45:29.722 --> 00:45:30.541
coffee cups everywhere.

00:45:30.601 --> 00:45:31.842
This guy just took it upon

00:45:31.882 --> 00:45:32.623
himself to pick up.

00:45:33.623 --> 00:45:33.842
I said,

00:45:33.862 --> 00:45:36.403
this guy is a leader and he's got a

00:45:36.423 --> 00:45:37.625
lot of potential for leadership.

00:45:37.644 --> 00:45:38.625
So I told him, I said, Taylor,

00:45:39.065 --> 00:45:39.764
this guy's going to lead

00:45:39.784 --> 00:45:40.525
your meeting next week.

00:45:41.286 --> 00:45:43.367
The guy got inspired and

00:45:43.387 --> 00:45:44.407
he's doing great things

00:45:44.447 --> 00:45:45.126
with him right now.

00:45:46.168 --> 00:45:46.347
You know,

00:45:46.407 --> 00:45:47.487
and that's the whole thing is

00:45:47.547 --> 00:45:48.648
empowering these guys,

00:45:48.768 --> 00:45:49.668
giving them purpose.

00:45:50.423 --> 00:45:50.684
You know,

00:45:50.724 --> 00:45:52.184
and that's what people don't understand.

00:45:52.224 --> 00:45:53.164
That's one of the reasons

00:45:53.344 --> 00:45:55.324
why I started that class

00:45:55.344 --> 00:45:57.585
that I did is because I see, you know,

00:45:57.965 --> 00:45:58.766
all the Facebook groups

00:45:58.826 --> 00:45:59.806
talk about the same thing.

00:46:00.666 --> 00:46:01.186
Marketing.

00:46:01.447 --> 00:46:03.586
They talk about, you know,

00:46:03.686 --> 00:46:04.967
how much to price this for,

00:46:05.347 --> 00:46:06.467
how much to price that for.

00:46:06.487 --> 00:46:08.327
I saw a lot of people that

00:46:08.367 --> 00:46:09.349
really disappointed me.

00:46:09.409 --> 00:46:10.409
You know, they were talking about,

00:46:11.009 --> 00:46:12.168
this guy's not my customer.

00:46:12.409 --> 00:46:13.409
This customer's not, you know,

00:46:13.570 --> 00:46:14.750
this customer's cheap.

00:46:14.789 --> 00:46:15.809
He's not my customer.

00:46:16.510 --> 00:46:16.990
Why not?

00:46:17.791 --> 00:46:18.771
Everybody's my customer.

00:46:19.601 --> 00:46:20.922
You know, it's, I don't get,

00:46:20.943 --> 00:46:21.963
I don't get out of bed for

00:46:22.003 --> 00:46:23.423
less than so amount of money.

00:46:24.364 --> 00:46:26.344
You know, I see a lot of excuses, you know,

00:46:26.364 --> 00:46:27.204
and they're fostering a

00:46:27.246 --> 00:46:28.945
culture of excuses and it bothered me,

00:46:29.427 --> 00:46:29.706
you know,

00:46:29.746 --> 00:46:31.166
and the way they treated their customers.

00:46:31.206 --> 00:46:32.568
That's why I came up with that class.

00:46:33.088 --> 00:46:33.507
You know, the,

00:46:33.969 --> 00:46:35.489
it was the onsite experience,

00:46:35.528 --> 00:46:36.469
how to build rapport with

00:46:36.489 --> 00:46:38.431
the customer and how to, you know,

00:46:38.811 --> 00:46:40.050
really sell that job and

00:46:40.130 --> 00:46:41.152
finding out why they're

00:46:41.172 --> 00:46:42.152
getting rid of that junk.

00:46:42.693 --> 00:46:42.853
You know,

00:46:42.873 --> 00:46:44.152
cause I saw that as something

00:46:44.193 --> 00:46:46.014
that was missing from the industry that I,

00:46:46.393 --> 00:46:47.074
all these people on these

00:46:47.114 --> 00:46:47.795
Facebook groups.

00:46:48.344 --> 00:46:49.405
So these are the things that

00:46:49.425 --> 00:46:50.445
I like to talk about.

00:46:50.465 --> 00:46:51.126
You know,

00:46:51.146 --> 00:46:51.967
I don't go in there and talk

00:46:51.987 --> 00:46:52.686
about marketing because I

00:46:52.706 --> 00:46:54.248
don't know jack shit about marketing.

00:46:54.688 --> 00:46:54.929
You know,

00:46:54.969 --> 00:46:56.068
I don't go in there and talk

00:46:56.088 --> 00:46:57.289
about pricing because, you know,

00:46:57.309 --> 00:46:57.889
that's something that

00:46:57.929 --> 00:46:58.951
you've got to figure out.

00:46:59.351 --> 00:47:00.431
But the thing that I saw was

00:47:00.492 --> 00:47:02.012
lacking was that customer

00:47:02.052 --> 00:47:04.414
experience and leadership.

00:47:04.514 --> 00:47:05.353
So those are the things that

00:47:05.373 --> 00:47:06.514
you'll see me talking about

00:47:06.574 --> 00:47:08.675
because I'm I've been there

00:47:08.715 --> 00:47:09.896
and I've done that, you know.

00:47:09.916 --> 00:47:14.498
To you know, it might sound like ego,

00:47:14.760 --> 00:47:17.141
but I had one of the highest

00:47:17.782 --> 00:47:18.943
performing junk removal

00:47:19.003 --> 00:47:20.463
businesses in the entire world.

00:47:22.085 --> 00:47:24.927
You know, I mean, it's, you know,

00:47:24.967 --> 00:47:26.349
it's not ego saying that it was,

00:47:26.548 --> 00:47:27.789
it's a proven fact, you know?

00:47:27.829 --> 00:47:29.731
So for me, you know,

00:47:30.172 --> 00:47:31.873
doing these things can help a business.

00:47:31.913 --> 00:47:32.052
Yeah.

00:47:32.072 --> 00:47:33.233
You can be a great business owner,

00:47:33.273 --> 00:47:34.454
know how to really run a business,

00:47:34.494 --> 00:47:35.094
run your numbers.

00:47:35.596 --> 00:47:35.835
You know,

00:47:35.856 --> 00:47:37.797
when I hear you talking about you,

00:47:37.836 --> 00:47:38.577
you love running the

00:47:38.617 --> 00:47:39.338
numbers and those things

00:47:39.398 --> 00:47:41.400
are really important, you know,

00:47:42.081 --> 00:47:43.402
but how do you use those numbers?

00:47:43.481 --> 00:47:43.862
How do you,

00:47:44.322 --> 00:47:45.583
if you ask any one of your

00:47:45.623 --> 00:47:46.364
teammates right now,

00:47:47.239 --> 00:47:49.182
How do you measure your success?

00:47:49.503 --> 00:47:50.224
What would they tell you?

00:47:50.244 --> 00:47:52.588
How do I measure mine or

00:47:52.608 --> 00:47:53.489
their individual success?

00:47:53.530 --> 00:47:53.851
No.

00:47:54.391 --> 00:47:56.034
If you ask any one of your guys,

00:47:56.114 --> 00:47:57.297
how do you measure your

00:47:57.376 --> 00:47:58.739
success with this business?

00:47:59.059 --> 00:47:59.740
What would they tell you?

00:48:02.657 --> 00:48:03.878
I want to lie to myself and

00:48:03.918 --> 00:48:04.719
say that they would say, oh,

00:48:04.739 --> 00:48:06.159
this is our revenue per day goal.

00:48:08.019 --> 00:48:08.340
I don't know.

00:48:08.519 --> 00:48:10.181
I mean, I'd say a couple more guys,

00:48:10.240 --> 00:48:10.521
you know,

00:48:10.960 --> 00:48:12.121
a couple more senior guys would be like,

00:48:12.141 --> 00:48:13.722
hey, you know, it was a safe day.

00:48:13.802 --> 00:48:15.682
It was, you know, we got everything done.

00:48:15.822 --> 00:48:16.822
Warehouse looks decent.

00:48:18.983 --> 00:48:20.324
That's a very good question.

00:48:20.364 --> 00:48:21.043
How do you measure?

00:48:21.304 --> 00:48:22.184
Say the question again, though.

00:48:22.264 --> 00:48:23.625
It was your success on the day.

00:48:24.284 --> 00:48:25.826
How do you measure your success?

00:48:25.885 --> 00:48:27.385
How do you measure your success?

00:48:27.445 --> 00:48:28.766
That's a great question to ask our guys.

00:48:29.400 --> 00:48:31.601
yeah you know and that's why

00:48:31.621 --> 00:48:32.981
you know having those goals

00:48:33.342 --> 00:48:34.302
are important having those

00:48:34.583 --> 00:48:36.684
kpis are important but

00:48:36.764 --> 00:48:38.364
having kpis that measures

00:48:38.485 --> 00:48:40.045
their performance with the

00:48:40.065 --> 00:48:41.025
business you know like I

00:48:41.246 --> 00:48:41.927
mentioned before that

00:48:41.967 --> 00:48:43.827
residential ajs you know

00:48:43.947 --> 00:48:44.748
google reviews are

00:48:44.788 --> 00:48:45.869
important you know because

00:48:45.889 --> 00:48:46.489
that shows that they're

00:48:46.509 --> 00:48:47.210
taking good care of the

00:48:47.230 --> 00:48:48.030
customer and they actually

00:48:48.110 --> 00:48:49.690
want to do it you know it's

00:48:49.751 --> 00:48:51.952
not it's not about oh well

00:48:51.992 --> 00:48:53.193
I'm going to pay my guys a

00:48:53.233 --> 00:48:54.693
dollar or five dollars for google

00:48:55.322 --> 00:48:56.141
reviews that they get.

00:48:56.161 --> 00:48:56.342
No,

00:48:56.362 --> 00:48:57.663
they want to get those Google reviews

00:48:57.943 --> 00:48:59.322
because it shows that we're,

00:48:59.682 --> 00:49:00.402
that's one of the things

00:49:00.422 --> 00:49:01.503
that I'm measured by.

00:49:01.963 --> 00:49:02.623
That's one of the things

00:49:02.643 --> 00:49:03.623
showing that I take good

00:49:03.664 --> 00:49:05.023
care of my customers, you know,

00:49:05.043 --> 00:49:06.164
so it's important to them.

00:49:06.664 --> 00:49:07.425
Having those certain

00:49:07.525 --> 00:49:09.704
different KPIs are important to them.

00:49:10.324 --> 00:49:10.545
You know,

00:49:10.644 --> 00:49:11.865
I don't know if you do this and I

00:49:11.905 --> 00:49:13.186
know a lot of companies do.

00:49:13.206 --> 00:49:14.206
I don't,

00:49:15.045 --> 00:49:16.567
my opinion is completely different

00:49:16.626 --> 00:49:17.666
on that is with the COGS.

00:49:18.614 --> 00:49:19.735
that does not measure the

00:49:19.775 --> 00:49:21.735
success of your teammates.

00:49:22.197 --> 00:49:23.137
That measures your success

00:49:23.197 --> 00:49:25.858
as a business owner or operations manager,

00:49:25.898 --> 00:49:26.599
general manager.

00:49:27.179 --> 00:49:29.079
That's how you measure your success.

00:49:30.057 --> 00:49:31.239
But that's not a performance.

00:49:31.559 --> 00:49:33.380
To me, that's not performance-based.

00:49:33.400 --> 00:49:34.461
That's not showing that they

00:49:34.481 --> 00:49:36.244
can bring in – it's showing

00:49:36.264 --> 00:49:37.224
that they can save money

00:49:37.244 --> 00:49:37.824
for the business.

00:49:37.844 --> 00:49:38.525
That's not showing the

00:49:39.286 --> 00:49:39.947
revenue that they're

00:49:39.967 --> 00:49:41.248
generating in the business.

00:49:41.307 --> 00:49:42.889
Yeah, I'm much – I mean, hell,

00:49:42.909 --> 00:49:43.929
we had our monthly KPI

00:49:43.949 --> 00:49:46.313
meeting today for June.

00:49:46.353 --> 00:49:47.353
We pushed it a week because

00:49:47.373 --> 00:49:48.775
our sales guy was at a

00:49:48.835 --> 00:49:49.755
networking event last week.

00:49:49.775 --> 00:49:50.635
Yeah.

00:49:51.516 --> 00:49:52.516
I am a hell of a lot more

00:49:52.556 --> 00:49:53.378
interested in talking about

00:49:53.398 --> 00:49:54.117
growing revenue, right?

00:49:54.318 --> 00:49:55.097
It is simpler to grow

00:49:55.137 --> 00:49:56.998
revenue by 3% than it is to

00:49:57.378 --> 00:49:58.278
decrease COGS by 1%.

00:49:58.278 --> 00:50:00.099
And it's still the same net.

00:50:00.960 --> 00:50:02.300
Hillbilly math, right?

00:50:03.621 --> 00:50:03.780
You know,

00:50:03.820 --> 00:50:05.282
our goal is to keep COGS under 30%,

00:50:05.282 --> 00:50:05.521
whatever.

00:50:06.681 --> 00:50:07.161
So, yeah,

00:50:07.181 --> 00:50:10.503
there is a revenue growth solves

00:50:10.543 --> 00:50:11.364
almost all problems, right?

00:50:11.384 --> 00:50:13.204
Sales solves all is the old mantra.

00:50:13.423 --> 00:50:15.085
And there's absolute truth behind that.

00:50:17.221 --> 00:50:18.521
Taylor puts up in a group.

00:50:18.940 --> 00:50:19.822
It sounds like good

00:50:19.882 --> 00:50:22.302
leadership builds great culture.

00:50:22.603 --> 00:50:22.824
Yeah.

00:50:22.864 --> 00:50:23.684
Yeah.

00:50:23.724 --> 00:50:24.565
So there's something that,

00:50:24.885 --> 00:50:25.985
so something Taylor put up, he said,

00:50:26.224 --> 00:50:27.985
our producer goes,

00:50:28.427 --> 00:50:29.387
sounds like good leadership

00:50:29.447 --> 00:50:31.268
builds a great work culture.

00:50:31.688 --> 00:50:32.449
That's something I see

00:50:32.489 --> 00:50:33.889
posted on LinkedIn often in

00:50:33.929 --> 00:50:34.929
corporate that people

00:50:34.969 --> 00:50:35.831
complain and quit over.

00:50:36.411 --> 00:50:37.831
How else do you qualify good

00:50:37.871 --> 00:50:38.871
leaders in workers?

00:50:39.492 --> 00:50:40.092
So what else do you,

00:50:40.172 --> 00:50:40.873
that's a great question.

00:50:40.893 --> 00:50:41.373
Thank you, Taylor.

00:50:41.954 --> 00:50:43.155
So how else do you qualify

00:50:43.215 --> 00:50:45.076
good leaders within your workforce?

00:50:45.096 --> 00:50:45.175
Yeah.

00:50:45.896 --> 00:50:46.275
Kevin?

00:50:47.697 --> 00:50:48.976
Well, here's the thing, you know,

00:50:49.237 --> 00:50:52.458
leadership is about being

00:50:52.639 --> 00:50:53.958
in servitude of others.

00:50:54.878 --> 00:50:55.179
You know,

00:50:55.199 --> 00:50:57.400
if you can have a high performing

00:50:57.440 --> 00:50:59.300
guy that makes great money,

00:50:59.501 --> 00:51:01.222
bring in revenue like crazy,

00:51:01.762 --> 00:51:02.842
best salesman out there,

00:51:02.882 --> 00:51:04.163
but doesn't make him a good leader.

00:51:04.182 --> 00:51:06.903
If he takes the guy that riding with him,

00:51:07.304 --> 00:51:08.764
and just uses them as a helper,

00:51:09.184 --> 00:51:10.105
he's not a good leader.

00:51:10.385 --> 00:51:12.166
But if he's teaching him to do him,

00:51:12.306 --> 00:51:14.766
you know, be him, you know, to me,

00:51:15.788 --> 00:51:17.307
You know, my highest performer that I had,

00:51:17.327 --> 00:51:18.548
I got named Connor.

00:51:19.068 --> 00:51:21.989
You know, I told him one day, you're,

00:51:22.108 --> 00:51:23.789
you know, you generate the most revenue.

00:51:23.829 --> 00:51:25.949
You're top trucker of all of

00:51:25.969 --> 00:51:26.969
1-800-GOT-JUNK.

00:51:27.010 --> 00:51:28.610
He was ranked number one of

00:51:28.769 --> 00:51:30.030
all 1-800-GOT-JUNK out of

00:51:30.050 --> 00:51:31.070
the thousands of truck team

00:51:31.090 --> 00:51:31.811
members that they have.

00:51:32.391 --> 00:51:32.610
I said,

00:51:32.650 --> 00:51:34.911
what's more important to me is how

00:51:34.951 --> 00:51:36.211
many Connors you can produce,

00:51:37.411 --> 00:51:38.771
not how much revenue you can bring in.

00:51:39.172 --> 00:51:40.532
That that's not important to me.

00:51:40.931 --> 00:51:42.152
How many Connors you can produce,

00:51:42.172 --> 00:51:43.813
because that shows me leadership.

00:51:44.318 --> 00:51:46.559
That shows me that it's not about your ego,

00:51:46.619 --> 00:51:47.440
that you're the best,

00:51:48.400 --> 00:51:50.782
which shows me that your

00:51:51.003 --> 00:51:53.625
value to me is how many

00:51:53.764 --> 00:51:54.706
people that you can bring

00:51:54.746 --> 00:51:55.385
into that level.

00:51:56.387 --> 00:51:58.487
Yeah, he became the avatar, right?

00:51:58.547 --> 00:51:59.768
How do I replicate this guy?

00:52:00.409 --> 00:52:01.530
And I want to make him

00:52:01.570 --> 00:52:03.132
responsible for replicating himself.

00:52:03.251 --> 00:52:03.972
Exactly.

00:52:04.313 --> 00:52:06.773
Not just giving him anybody

00:52:06.813 --> 00:52:07.954
that can keep up with him

00:52:08.034 --> 00:52:08.896
and he yells and screams at

00:52:08.916 --> 00:52:09.876
him for a week and then they quit.

00:52:10.137 --> 00:52:10.936
That doesn't do us any good.

00:52:10.956 --> 00:52:11.657
No.

00:52:14.090 --> 00:52:14.309
All right,

00:52:14.389 --> 00:52:15.590
as we're getting close to the

00:52:15.610 --> 00:52:16.431
end of the show here,

00:52:16.871 --> 00:52:19.952
what are some things that

00:52:20.012 --> 00:52:21.193
either you have preached

00:52:21.253 --> 00:52:22.454
about in the Facebook

00:52:22.474 --> 00:52:24.554
groups or people need to know,

00:52:24.614 --> 00:52:25.215
especially stuff that

00:52:25.235 --> 00:52:26.516
you've trained in your classes?

00:52:26.976 --> 00:52:28.137
What are some things that

00:52:28.817 --> 00:52:30.018
individual jungle companies,

00:52:30.378 --> 00:52:31.998
one truck to 10 truck operations,

00:52:32.478 --> 00:52:33.438
need to know to make them

00:52:33.498 --> 00:52:36.920
successful from your 12-year career?

00:52:36.960 --> 00:52:38.722
What are the top highlights?

00:52:40.181 --> 00:52:42.543
For me, you know, like I said,

00:52:42.563 --> 00:52:44.423
the one thing I see a lot

00:52:44.443 --> 00:52:45.324
of businesses and, you know,

00:52:45.385 --> 00:52:47.186
and I've even in the classes that I took,

00:52:47.226 --> 00:52:47.425
you know,

00:52:47.465 --> 00:52:49.306
I took guys like Andrew Barton

00:52:49.387 --> 00:52:50.688
and I asked him the same question.

00:52:51.088 --> 00:52:52.268
I said, role play for me,

00:52:53.289 --> 00:52:54.289
your first interaction with

00:52:54.309 --> 00:52:55.409
the customer on site,

00:52:56.130 --> 00:52:57.090
whether you or your truck

00:52:57.110 --> 00:52:57.871
team and everything else.

00:52:57.931 --> 00:52:58.652
And the first thing that a

00:52:58.711 --> 00:53:00.592
lot of people did was go

00:53:00.713 --> 00:53:02.074
straight transactional.

00:53:02.673 --> 00:53:03.195
How are you doing?

00:53:03.235 --> 00:53:03.875
My name's Kevin.

00:53:03.914 --> 00:53:04.474
Where's your junk?

00:53:05.536 --> 00:53:05.735
You know,

00:53:06.242 --> 00:53:06.583
To me,

00:53:06.782 --> 00:53:08.623
it's all about building that rapport

00:53:08.643 --> 00:53:08.985
with them.

00:53:09.005 --> 00:53:09.905
And there's two different

00:53:09.925 --> 00:53:10.626
types of rapport.

00:53:11.025 --> 00:53:13.226
There's that relational rapport, you know,

00:53:13.286 --> 00:53:14.148
building that connection

00:53:14.168 --> 00:53:15.728
and that relationship with the customer.

00:53:16.309 --> 00:53:18.889
And then there's relational rapport,

00:53:19.351 --> 00:53:21.211
finding out why they're

00:53:21.231 --> 00:53:21.831
getting rid of the job.

00:53:22.951 --> 00:53:24.552
And once you find out why

00:53:24.992 --> 00:53:25.873
they're getting rid of the junk,

00:53:26.253 --> 00:53:26.853
you save that.

00:53:26.873 --> 00:53:28.476
You put that in your Batman

00:53:28.556 --> 00:53:29.916
utility belt and you save it.

00:53:30.237 --> 00:53:32.038
So when you start talking

00:53:32.057 --> 00:53:32.838
about the junk and you've

00:53:32.858 --> 00:53:35.021
given them their price, most people,

00:53:35.061 --> 00:53:36.621
when you're being straight transactional,

00:53:37.081 --> 00:53:38.643
you give them a price and you tell them,

00:53:38.663 --> 00:53:38.923
okay,

00:53:38.983 --> 00:53:40.525
it's going to be a full truck for

00:53:40.625 --> 00:53:41.125
whatever, $600.

00:53:41.125 --> 00:53:43.847
They're like, oh, that's a lot of money.

00:53:44.987 --> 00:53:45.949
You didn't establish the

00:53:45.989 --> 00:53:46.949
value of your service.

00:53:47.731 --> 00:53:48.630
You know why they're getting

00:53:48.650 --> 00:53:49.192
rid of the junk because

00:53:49.211 --> 00:53:50.231
they told you why they're

00:53:50.251 --> 00:53:50.853
getting rid of the junk.

00:53:51.518 --> 00:53:52.338
You have to remind them

00:53:52.358 --> 00:53:53.099
because there's to me,

00:53:53.139 --> 00:53:55.519
there's three things to focus on that.

00:53:55.699 --> 00:53:56.940
Why do people get rid of junk?

00:53:57.440 --> 00:54:00.202
It's time, space or effort.

00:54:01.202 --> 00:54:01.981
They're a stalker mom.

00:54:02.001 --> 00:54:03.043
They don't have the time to do it.

00:54:03.083 --> 00:54:06.224
They got, you know, kids in class, school.

00:54:06.264 --> 00:54:07.103
They have bake sales.

00:54:07.123 --> 00:54:07.563
They have this.

00:54:07.884 --> 00:54:09.403
They don't have time to do it themselves.

00:54:09.905 --> 00:54:10.824
That's what you call out there.

00:54:10.844 --> 00:54:12.865
You know, when you remind them, you know,

00:54:12.885 --> 00:54:13.885
when you're giving that price,

00:54:13.925 --> 00:54:14.806
you're reminding them, OK,

00:54:14.885 --> 00:54:16.266
it's going to be this much and this much.

00:54:16.626 --> 00:54:16.947
You know,

00:54:17.527 --> 00:54:18.927
we'll have it done in 20 minutes.

00:54:18.967 --> 00:54:20.088
We'll have it now and we'll

00:54:20.108 --> 00:54:20.708
be out of your hair.

00:54:21.572 --> 00:54:23.414
That's the value to them is

00:54:23.673 --> 00:54:25.213
the time or space.

00:54:25.233 --> 00:54:25.974
They need that space.

00:54:26.014 --> 00:54:28.574
Maybe their wife got a new

00:54:28.635 --> 00:54:29.596
car and wants to park the

00:54:29.615 --> 00:54:30.635
car in the garage,

00:54:31.036 --> 00:54:32.536
but he's got all his crap in there.

00:54:32.956 --> 00:54:33.637
When we come in here,

00:54:33.677 --> 00:54:34.336
we're going to clean out

00:54:34.356 --> 00:54:34.836
the space for you.

00:54:34.856 --> 00:54:35.938
We're going to sweep it up for you,

00:54:36.277 --> 00:54:37.398
and you get your space back.

00:54:37.637 --> 00:54:39.918
That's the value to them or effort.

00:54:39.958 --> 00:54:41.278
Maybe it's an elderly couple

00:54:41.358 --> 00:54:42.300
that they have big,

00:54:42.340 --> 00:54:43.539
heavy furniture to get rid of.

00:54:44.070 --> 00:54:44.289
Hey,

00:54:44.369 --> 00:54:45.590
you've got two strong guys here to

00:54:45.630 --> 00:54:46.351
take care of that.

00:54:46.692 --> 00:54:48.472
And it's up to you to remind them of this.

00:54:48.853 --> 00:54:49.954
That's how you establish the

00:54:50.014 --> 00:54:51.054
value of your service.

00:54:51.474 --> 00:54:52.896
Because if they have a challenge,

00:54:53.757 --> 00:54:55.358
you have to sell their solution.

00:54:55.898 --> 00:54:57.840
Not just say, okay, here's the junk.

00:54:58.039 --> 00:54:59.221
It's going to cost this much.

00:55:00.061 --> 00:55:00.481
And that's it.

00:55:00.722 --> 00:55:02.563
Just pause and wait for them to react.

00:55:03.083 --> 00:55:03.222
No,

00:55:03.262 --> 00:55:05.525
you remind them of why they called you

00:55:05.545 --> 00:55:06.105
to begin with.

00:55:06.965 --> 00:55:08.286
That's the value to them.

00:55:09.483 --> 00:55:10.523
You have to remind them and

00:55:10.583 --> 00:55:11.824
establish that value of

00:55:11.864 --> 00:55:14.987
your service because it is, like I said,

00:55:15.007 --> 00:55:16.349
it's selling a solution to

00:55:16.389 --> 00:55:18.811
their challenge.

00:55:18.831 --> 00:55:20.554
But you have to find out why

00:55:20.594 --> 00:55:21.474
they're getting rid of the junk.

00:55:21.554 --> 00:55:22.315
It's important.

00:55:22.335 --> 00:55:25.358
A lot of people don't recognize that.

00:55:25.918 --> 00:55:26.278
Yeah, I mean,

00:55:26.298 --> 00:55:27.219
the first question I always

00:55:27.280 --> 00:55:28.420
ask is what brings me here today?

00:55:29.967 --> 00:55:30.746
And sometimes it's obvious.

00:55:30.766 --> 00:55:31.708
Sometimes you walk in and they're like,

00:55:31.748 --> 00:55:33.630
hey, mom moved on to senior living, da,

00:55:33.650 --> 00:55:34.349
da, da.

00:55:34.530 --> 00:55:36.251
All right.

00:55:37.512 --> 00:55:38.253
I was fortunate.

00:55:38.753 --> 00:55:41.775
I watched my dad for 15 years growing up.

00:55:42.277 --> 00:55:43.338
He was a home remodeler.

00:55:43.418 --> 00:55:44.378
Going to people's houses and

00:55:44.418 --> 00:55:46.679
sell them kitchens and baths and

00:55:47.460 --> 00:55:47.780
you know,

00:55:48.161 --> 00:55:50.063
decks and basements and

00:55:50.083 --> 00:55:50.702
everything else like that.

00:55:51.003 --> 00:55:51.923
And he always would sit

00:55:51.943 --> 00:55:52.704
there and take his time.

00:55:52.724 --> 00:55:53.485
And I grew up on a farm.

00:55:53.724 --> 00:55:55.885
So he took his time to get to know people.

00:55:56.106 --> 00:55:57.347
He didn't understand the transaction.

00:55:57.467 --> 00:55:57.628
Yeah.

00:55:57.648 --> 00:55:57.847
You know,

00:55:57.867 --> 00:55:58.668
if you're solving a problem at

00:55:58.688 --> 00:56:00.009
the end of the day, but you want to know,

00:56:00.088 --> 00:56:01.570
okay, you got a new baby coming to God,

00:56:01.630 --> 00:56:02.391
I convert the room into a

00:56:02.431 --> 00:56:03.130
nursery or whatever.

00:56:03.451 --> 00:56:05.452
Oh, hey, you got kids.

00:56:06.233 --> 00:56:06.994
Kids are multiplying.

00:56:07.014 --> 00:56:08.414
Let's get your rec room so

00:56:08.454 --> 00:56:09.255
they got some space to work.

00:56:09.456 --> 00:56:11.677
So it all comes back to the end state,

00:56:11.737 --> 00:56:11.918
right?

00:56:11.938 --> 00:56:12.998
Stephen Covey talks about this.

00:56:13.039 --> 00:56:13.978
Begin with the end state in mind.

00:56:14.239 --> 00:56:14.980
And when you habitually

00:56:15.039 --> 00:56:16.400
remind the customer of that end state,

00:56:16.661 --> 00:56:16.780
hey,

00:56:16.800 --> 00:56:17.702
think about how nice it is when you

00:56:17.722 --> 00:56:18.623
can park your car in here.

00:56:18.983 --> 00:56:19.143
Hey,

00:56:19.202 --> 00:56:21.485
is it going to be great when your kid

00:56:21.505 --> 00:56:22.385
from college moves back

00:56:22.425 --> 00:56:23.646
home and has a room ready

00:56:23.666 --> 00:56:24.327
to go because you've been

00:56:24.347 --> 00:56:25.867
just putting boxes in there

00:56:25.907 --> 00:56:26.469
for two years?

00:56:27.068 --> 00:56:28.269
Exactly.

00:56:28.329 --> 00:56:30.150
Then the transaction happens

00:56:30.391 --> 00:56:31.733
because it's not about the transaction.

00:56:31.753 --> 00:56:32.172
Exactly.

00:56:32.512 --> 00:56:34.572
It's about the solution.

00:56:34.592 --> 00:56:36.414
And like I tell people all the time,

00:56:36.753 --> 00:56:38.375
and I remind this to our operations guy,

00:56:38.594 --> 00:56:40.315
they called us, right?

00:56:40.376 --> 00:56:41.177
They called us because they

00:56:41.197 --> 00:56:42.677
had a problem and we have a solution.

00:56:43.237 --> 00:56:44.838
There is a dollar amount and

00:56:44.878 --> 00:56:45.958
a time amount at the end of

00:56:45.978 --> 00:56:47.380
the day that solves those two things.

00:56:47.719 --> 00:56:49.021
And yet we got to get there.

00:56:49.201 --> 00:56:50.862
How do we get there together?

00:56:51.722 --> 00:56:52.342
So I love that.

00:56:52.382 --> 00:56:52.862
I love that.

00:56:52.922 --> 00:56:54.023
And they forget.

00:56:54.123 --> 00:56:55.224
Once you tell them that dollar amount,

00:56:55.543 --> 00:56:56.465
sometimes they forget that.

00:56:56.664 --> 00:56:57.666
They forget why they called you.

00:56:58.025 --> 00:56:59.407
It's up to you to remind them.

00:57:00.047 --> 00:57:00.206
Yeah.

00:57:00.896 --> 00:57:01.416
A hundred percent.

00:57:01.996 --> 00:57:03.297
And again, it's about the end state.

00:57:03.336 --> 00:57:03.476
Hey,

00:57:03.496 --> 00:57:04.518
isn't it going to be great when your

00:57:04.557 --> 00:57:05.918
wife can park her car, right?

00:57:07.179 --> 00:57:07.378
Bingo.

00:57:07.398 --> 00:57:08.440
The number becomes obsolete.

00:57:09.000 --> 00:57:09.320
All right.

00:57:09.800 --> 00:57:11.201
And Kevin, been a pleasure.

00:57:11.221 --> 00:57:11.581
Actually,

00:57:11.900 --> 00:57:13.021
time went by really quick because

00:57:13.041 --> 00:57:13.842
we just got a casual

00:57:13.882 --> 00:57:14.702
conversation here today.

00:57:15.163 --> 00:57:16.704
What's been your top

00:57:16.724 --> 00:57:17.744
takeaway from today or

00:57:17.804 --> 00:57:18.965
something you want the audience to know?

00:57:20.885 --> 00:57:22.706
My top takeaway is, you know,

00:57:24.608 --> 00:57:25.148
if you're going to be on

00:57:25.190 --> 00:57:26.971
those Facebook groups, you know,

00:57:27.050 --> 00:57:28.931
be hungry, learn something, you know,

00:57:28.992 --> 00:57:30.012
not everybody knows.

00:57:30.032 --> 00:57:31.413
I'm not, I don't know everything.

00:57:31.512 --> 00:57:32.574
Andy doesn't know everything.

00:57:33.114 --> 00:57:33.434
You know,

00:57:33.653 --> 00:57:35.175
Andrew Barton doesn't know everything.

00:57:35.315 --> 00:57:37.175
Russ Berry doesn't know everything.

00:57:37.376 --> 00:57:39.057
We're just, we're just name dropping folks,

00:57:39.137 --> 00:57:39.697
but it's true.

00:57:39.717 --> 00:57:40.838
Those are my guys.

00:57:41.358 --> 00:57:41.739
You know,

00:57:41.898 --> 00:57:43.400
Justin Waltz doesn't know everything.

00:57:43.480 --> 00:57:45.001
They're always learning too.

00:57:45.260 --> 00:57:45.581
You know,

00:57:46.021 --> 00:57:48.342
you're continuously learning and

00:57:48.463 --> 00:57:51.324
growing themselves that way, you know,

00:57:51.445 --> 00:57:52.485
but take what you learn,

00:57:52.505 --> 00:57:53.445
develop yourself,

00:57:54.362 --> 00:57:55.844
And then develop your team.

00:57:55.903 --> 00:57:56.985
If you're going to have a team,

00:57:57.585 --> 00:57:58.547
develop them.

00:57:58.726 --> 00:57:59.788
Don't just treat them as

00:57:59.887 --> 00:58:00.869
workers and helpers.

00:58:01.789 --> 00:58:03.291
Actually develop them.

00:58:04.231 --> 00:58:05.373
Give them value.

00:58:07.974 --> 00:58:09.856
One thing that, to me,

00:58:10.177 --> 00:58:13.099
I'm not into this to be successful,

00:58:14.161 --> 00:58:14.561
straight up.

00:58:15.181 --> 00:58:16.543
I'm in this to be significant.

00:58:17.518 --> 00:58:18.398
And that's why I like to

00:58:18.438 --> 00:58:20.739
help these guys on these Facebook groups.

00:58:21.099 --> 00:58:22.280
I like being on these podcasts.

00:58:22.320 --> 00:58:24.181
I like to give my advice

00:58:24.442 --> 00:58:26.023
because I want to be significant.

00:58:26.043 --> 00:58:27.664
I want to have value to other people.

00:58:28.405 --> 00:58:29.724
Until I grow my business to

00:58:29.885 --> 00:58:31.586
get my own team that I can

00:58:31.646 --> 00:58:33.047
lead and I can help develop,

00:58:33.527 --> 00:58:34.748
I'm going to be that for you guys.

00:58:35.489 --> 00:58:37.030
And I want to be that for everybody.

00:58:37.070 --> 00:58:37.630
But guess what?

00:58:37.710 --> 00:58:38.670
I don't know everything either.

00:58:39.050 --> 00:58:39.952
I'm still learning and I

00:58:39.972 --> 00:58:41.192
learn from you guys as well.

00:58:41.552 --> 00:58:42.572
But if you're going to be on

00:58:42.592 --> 00:58:43.193
this Facebook group,

00:58:43.213 --> 00:58:44.213
don't get on there to troll

00:58:44.253 --> 00:58:45.355
and piss on everybody else.

00:58:45.885 --> 00:58:48.766
don't let your ego be the enemy, you know,

00:58:49.106 --> 00:58:50.865
actually learn something, be hungry.

00:58:50.925 --> 00:58:52.005
Cause everybody here,

00:58:52.405 --> 00:58:53.086
you can learn something.

00:58:53.106 --> 00:58:53.867
You can learn something from

00:58:53.907 --> 00:58:54.666
the guy that's been doing

00:58:54.706 --> 00:58:55.527
it for two months or the

00:58:55.567 --> 00:58:56.367
guy that's been there doing

00:58:56.407 --> 00:58:57.726
it for 15 years.

00:58:58.327 --> 00:58:59.987
But you know, everybody's doing something,

00:59:00.007 --> 00:59:01.987
you know, that got PJ Hickerman.

00:59:02.128 --> 00:59:03.588
I learned from him every single day.

00:59:04.028 --> 00:59:06.748
He's killing it on social media, you know,

00:59:06.768 --> 00:59:08.829
that marketing and I'm learning from him.

00:59:08.909 --> 00:59:10.710
I'm talking to him on a regular basis.

00:59:10.750 --> 00:59:12.331
You know, he helps me out.

00:59:12.391 --> 00:59:13.130
I help him out.

00:59:13.170 --> 00:59:14.291
We just, you know,

00:59:14.992 --> 00:59:17.653
You can learn from everybody out there.

00:59:17.673 --> 00:59:20.835
So just keep learning, guys.

00:59:21.416 --> 00:59:22.356
No, I appreciate that.

00:59:22.456 --> 00:59:24.478
And that's a great reminder.

00:59:26.278 --> 00:59:26.579
For me,

00:59:26.619 --> 00:59:28.000
my top takeaway today with you is

00:59:28.521 --> 00:59:29.320
there's nothing earth

00:59:29.340 --> 00:59:30.362
shattering you said today.

00:59:30.981 --> 00:59:32.402
And that's the key, right?

00:59:32.483 --> 00:59:34.204
Junk removal and business ownership,

00:59:34.563 --> 00:59:35.085
it's a journey.

00:59:35.989 --> 00:59:37.291
You got to be competent and

00:59:37.311 --> 00:59:39.193
you got to be confident and

00:59:39.213 --> 00:59:40.193
you got to be consistent.

00:59:40.253 --> 00:59:40.373
Right.

00:59:40.414 --> 00:59:41.114
There's three C's.

00:59:41.155 --> 00:59:41.315
Right.

00:59:41.355 --> 00:59:41.755
Competent,

00:59:42.396 --> 00:59:44.036
confident and consistent because

00:59:44.056 --> 00:59:45.699
that will win out over time.

00:59:45.878 --> 00:59:46.059
Right.

00:59:46.800 --> 00:59:49.001
Versus, you know, the get rich quicker,

00:59:49.382 --> 00:59:49.621
you know,

00:59:50.163 --> 00:59:51.184
make ten thousand dollars a day

00:59:51.244 --> 00:59:51.623
right away.

00:59:51.643 --> 00:59:51.684
No,

00:59:51.923 --> 00:59:54.347
it's like you got to you got to slow

00:59:54.387 --> 00:59:55.407
and steady is going to win the race.

00:59:55.568 --> 00:59:56.208
And you got to look at the

00:59:56.268 --> 00:59:57.349
long term big picture,

00:59:57.730 --> 00:59:58.570
not the how do I make a

00:59:58.630 --> 00:59:59.911
quick transactional check today?

01:00:00.532 --> 01:00:01.873
So that's been my top takeaway.

01:00:02.813 --> 01:00:03.673
I appreciate it, Kevin.

01:00:03.773 --> 01:00:04.855
It's been a while here.

01:00:05.195 --> 01:00:06.655
I've been wanting to get you on the show.

01:00:06.695 --> 01:00:07.836
We're finally able to link up.

01:00:08.597 --> 01:00:09.237
And I have an ask.

01:00:09.318 --> 01:00:13.460
Where are you at in your cancer?

01:00:13.621 --> 01:00:15.322
Where are you at in your health cycle?

01:00:15.342 --> 01:00:16.822
I feel like I'd be remiss if I didn't ask.

01:00:18.684 --> 01:00:19.003
You know,

01:00:19.184 --> 01:00:21.045
I'm actually working on getting

01:00:21.085 --> 01:00:22.065
some more checkups right now.

01:00:22.146 --> 01:00:24.108
I had to switch insurances,

01:00:24.148 --> 01:00:24.987
so I had to get it, you know,

01:00:25.027 --> 01:00:26.208
trying to find a new oncologist.

01:00:26.248 --> 01:00:27.989
But as of right now, you know,

01:00:28.210 --> 01:00:28.690
I'm healthy.

01:00:29.277 --> 01:00:31.297
you know, missing some organs, but,

01:00:31.478 --> 01:00:33.478
you know, still alive and kicking,

01:00:33.679 --> 01:00:36.518
you know, out there, you know,

01:00:36.998 --> 01:00:38.760
doing what I got to do to make a living.

01:00:38.840 --> 01:00:41.900
So, you know, I don't let anything like,

01:00:42.079 --> 01:00:43.521
you know, cancer stand in my way,

01:00:43.780 --> 01:00:45.880
you know, but as long as I can, you know,

01:00:45.920 --> 01:00:47.701
be significant to others and have value,

01:00:48.300 --> 01:00:50.302
you know, and share my story, you know,

01:00:50.382 --> 01:00:52.202
inspire others that have

01:00:52.242 --> 01:00:53.161
gone through the same thing

01:00:53.222 --> 01:00:55.123
or same struggles or other struggles,

01:00:55.163 --> 01:00:56.242
then hell yeah,

01:00:56.282 --> 01:00:57.182
I'm doing something right.

01:00:58.112 --> 01:00:59.552
I think we just got our episode title.

01:00:59.592 --> 01:00:59.932
Don't let,

01:01:00.112 --> 01:01:01.432
I don't let cancer stand my way.

01:01:01.813 --> 01:01:02.572
And that's the truth, right?

01:01:02.612 --> 01:01:04.373
Whatever, whatever excuse you have,

01:01:05.094 --> 01:01:07.014
Kevin just disqualified it, right?

01:01:07.054 --> 01:01:07.835
Because he's not letting

01:01:07.875 --> 01:01:09.675
something like cancer stand

01:01:09.715 --> 01:01:11.576
in his way and becoming an entrepreneur,

01:01:12.496 --> 01:01:13.496
speaking on the big stage

01:01:13.536 --> 01:01:14.376
and now writing a book.

01:01:14.416 --> 01:01:14.677
Kevin,

01:01:15.137 --> 01:01:16.036
any idea when your books will be

01:01:16.056 --> 01:01:16.396
coming out?

01:01:18.097 --> 01:01:21.458
Five minutes before you, I jumped on here.

01:01:21.478 --> 01:01:22.739
I just got a, you know,

01:01:22.759 --> 01:01:25.438
I have a guy on Fiverr just

01:01:25.800 --> 01:01:27.119
designed a cover for me.

01:01:27.179 --> 01:01:27.340
So,

01:01:28.052 --> 01:01:28.331
you know,

01:01:28.371 --> 01:01:29.672
hopefully in the next couple of weeks,

01:01:30.092 --> 01:01:30.913
it's going to be ready to go.

01:01:31.014 --> 01:01:31.233
Awesome.

01:01:31.833 --> 01:01:32.733
All right.

01:01:32.753 --> 01:01:33.735
Well, we're looking forward to it.

01:01:33.755 --> 01:01:34.454
When it does come out,

01:01:34.494 --> 01:01:35.675
we will put it into the

01:01:35.795 --> 01:01:37.036
Facebook VIP group because

01:01:37.056 --> 01:01:38.416
we want to support, um,

01:01:38.697 --> 01:01:40.617
fellow authors and fellow junk rule, uh,

01:01:40.757 --> 01:01:41.139
companies.

01:01:41.199 --> 01:01:42.599
And Kevin, I do appreciate your time.

01:01:42.778 --> 01:01:44.079
Stick around for a second after the show,

01:01:44.099 --> 01:01:45.501
just so we get your link uploaded.

01:01:45.960 --> 01:01:47.161
Coming up next two weeks,

01:01:47.181 --> 01:01:48.442
I'm going to be taking off.

01:01:49.003 --> 01:01:50.603
Uh, I have some obligations,

01:01:50.963 --> 01:01:52.184
so I'm gonna be out the next two weeks.

01:01:52.224 --> 01:01:53.905
So I will be back, uh,

01:01:54.085 --> 01:01:55.925
on the air early August, August 5th,

01:01:55.985 --> 01:01:57.186
I believe it is the first, uh,

01:01:58.306 --> 01:01:59.086
Monday in August.

01:01:59.106 --> 01:02:01.027
We got guests lined up for most of August,

01:02:01.047 --> 01:02:02.288
three guests in a row in August.

01:02:02.648 --> 01:02:03.327
And then we're booking out

01:02:03.367 --> 01:02:05.188
good guests in August and

01:02:05.809 --> 01:02:07.028
later in August and September.

01:02:07.469 --> 01:02:08.228
So if you want to be a guest

01:02:08.289 --> 01:02:09.389
on the show or you know

01:02:09.429 --> 01:02:10.369
someone that would be a

01:02:10.409 --> 01:02:11.210
great guest on the show,

01:02:11.289 --> 01:02:12.849
please let us know at Trash

01:02:12.889 --> 01:02:15.471
Talk Business Podcast dot com.

01:02:15.931 --> 01:02:17.331
On behalf of Taylor, our producer,

01:02:17.451 --> 01:02:17.990
Kevin Hess,

01:02:18.170 --> 01:02:20.351
our interviewee today and the

01:02:20.391 --> 01:02:21.751
great Kevin Hess joining us

01:02:21.811 --> 01:02:22.431
on the podcast.

01:02:22.612 --> 01:02:23.833
My name is Andy Wines and we

01:02:23.873 --> 01:02:25.152
will see you next week.

01:02:29.260 --> 01:02:30.001
Thanks for listening.

01:02:30.481 --> 01:02:32.023
Tap subscribe or follow to

01:02:32.043 --> 01:02:33.144
get the latest episode.

01:02:33.465 --> 01:02:34.927
And if you enjoyed this episode,

01:02:35.086 --> 01:02:35.867
be sure to leave us a

01:02:35.927 --> 01:02:37.588
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01:02:38.070 --> 01:02:40.371
To learn more, visit Trash Talk Business