Ep. 117 - No One Gets Into Junk Removal On Purpose with Barry Hartman

WEBVTT

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There it is.

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Here we are on episode 117

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of the Trash Talk Business Podcast,

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our weekly opportunity to

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get together and talk about

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all things business.

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We like to focus on the people, the planet,

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and the products we

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interact with every day as

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we get out there, enjoy and enjoy,

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and build our junk removal dream.

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I'm Eddie Wines,

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and today we have a very special guest.

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North side of the border,

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Canadian born and bred,

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Mr. Barry Hartman.

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Barry, thanks for being on the show today.

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Thanks so much for having me, Andy.

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It's great to be here.

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So Barry reached out to me via LinkedIn.

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He's a business coach, 505 Junk Removal,

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extraordinary Canadian.

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We all know where it is.

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Here we go.

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We all know.

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I love my friends over at Jobber,

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getjobber.com.

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There we go.

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I got my plug in for the day.

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Bills are paid.

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Look at that.

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We paid the bills before the

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one minute mark of the podcast.

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That's when you know I'm on point.

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All right, Barry.

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And per usual,

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I always want to emphasize

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this whenever we do the show.

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We do a soundtrack and a how

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do we pronounce your last name?

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And then we hit the live button.

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That's it.

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That is that is the extent of the research,

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because I I want the

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audience to know who you

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are from your perspective.

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So they know what the hell

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is going on here today.

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So Barry 505 drunk removal.

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Right.

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Am I saying that or 550?

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And it was numbers.

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Yep, yep.

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You nailed it.

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505 Junk.

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So yeah, Canadian born and bred business.

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There we go.

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So tell me, did you found the business?

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How'd you get into it?

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Just tell me the origin story.

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Let's get to it.

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Yeah, yeah.

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So it actually goes beyond junk removal.

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So I mean,

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I'm your sort of classic

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entrepreneur back to four

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or five years old,

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sort of walking around doing the

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the baby seven years old.

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I don't know what age,

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but doing the dog walking

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and the door to door to wash your cars.

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And we even sold frozen

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chicken strips door to door.

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So it's we've done it all.

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But anyway, so I actually at 17,

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I moved to Whistler to

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become a professional snowboarder.

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And between that and about 20 years old,

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I learned a lot about the

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business side of it and the

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branding and the

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sponsorships and all that

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kind of fun stuff.

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I ended up breaking my ankle

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playing soccer of all

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things in the off season

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and somehow bypassed any

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major injury snowboarding.

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But that sort of set me back

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a little bit and I got back

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into school for a bit.

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I did some studying in college,

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studied marketing,

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and that's when we launched

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505 Junk in 2011.

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So I'm the co-founder and CEO today.

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And my business partner, Scott Foran,

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is the co-founder who I

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actually met in college at the time.

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And we now recently introduced,

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not recently,

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but over the last five years,

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we've got a third partner now,

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Alex Elsie.

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He's our director of sales.

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So a little trifecta, 505 junk.

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All right.

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So let's talk about the size

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of the business.

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What's the size, scope, operation,

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number of locations,

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where are you guys located?

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Let's talk about the demographics.

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yeah so canada specifically

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province of british

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columbia we we operate in

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an area called uh it's

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greater vancouver um

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vancouver for probably a

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lot of the americans that

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are listening um the gvrd

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sort of is like a 2 million

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population I know that's an

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important metric in junk

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removal with the smaller ajs

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So we do about two million

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population this year.

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Right now we're doing about

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four hundred fifty thousand

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a month in revenue between the services.

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And yeah,

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we've got just under 50 employees

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and growing year over year.

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So that's kind of a gives

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you a bit of perspective on

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the size of things.

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Definitely a lot larger than

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we started with just the

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two of us in our pickup

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truck and trailer in my

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parents basements.

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I like it.

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How many locations?

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This is all out of one central location.

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Do you have a spoken wheel?

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What kind of business model

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does that look like to

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cover your area of operation?

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Yeah, it's just one location.

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So all the trucks come home

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at the end of the day.

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We operate 10 hours a day,

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Monday through Saturday.

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And we've got about 12 trucks.

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There's multiple cities

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surrounding Vancouver.

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You know,

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there's that like four or five

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hundred thousand population count.

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But the radius on the drive

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time is usually about 45 minutes max,

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20 minutes average.

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And we'll drive about as far as an hour,

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depending on the job size.

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But yeah.

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So what's your total

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serviceable population in that?

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45 minute window.

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It's about, it's about 2 million.

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However, it's definitely like an 80,

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20 rule where 80% of the

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business is happening in

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20% of the major cities.

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Like, Oh yeah.

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Downtown Vancouver as a core

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is maybe like seven to

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800,000 population in the

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city of Vancouver.

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Surrey is another big one

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that's about 800,000 and

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then there's a few other

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smaller suburbs surrounding it.

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So yeah,

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most of the business comes out of

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that like core dense area

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where you've got a lot of office towers,

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you've got a lot of

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residential towers and sort

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of the density of the

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population is bigger.

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And that's one thing we're

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seeing that's growing a lot

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as well in our market and a

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lot of other markets as well is

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is as the density of the, you know,

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as construction increases

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and as single families sort

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of start to move out and

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towers start to come in,

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there's less and less rooms for bins.

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And so that's what we're

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finding is that the demand

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for junk removal is

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starting to go up quite a bit,

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at least in our metro,

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but I'm sure it's the same

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in a lot of other cities as well.

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Yeah, that's interesting.

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I often talk about junk

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removal historically being a donut,

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right?

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The downtown is the center

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of the donut where

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historically not a lot of

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junk removal because that's

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where you have a lot of offices.

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You have a lot of condos and apartments,

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right?

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So it's people that,

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like here in the Midwest,

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we all have basement sheds, attic garages,

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crawl spaces, right?

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There's a lot of place to

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acquire while people

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historically downtown

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acquire less, right?

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A lot of people downtown by

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us don't even have cars

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anymore because they can, they can walk,

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they can Uber.

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And so like that idea of like,

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you live in suburbs,

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like you have to have a car.

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And then, you know,

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especially with four seasons, it's like,

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well, you gotta have your case.

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Like you gotta have the snowboard.

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You gotta have this right.

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And like here in Wisconsin, it's like,

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you have to have a

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lawnmower for six months of the year.

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You have to have a

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snowblower for six months of the year.

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You know,

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so it's like you acquire all this

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stuff and it's like people

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downtown don't have

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snowblowers and lawnmowers

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because they don't have yards.

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Right.

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And then it's,

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so historically I've seen

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the downtown area has been less work.

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Right.

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And then, and then you've got the donut,

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which is the immediate kind

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of residential, you know,

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market outside of the, the downtown area.

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Right.

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And then you,

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then it stretches out to like

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the burbs and then eventually the,

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you know,

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you have diminishing returns as

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you go on because you get

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out to the country and

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out in the rural area

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everyone knows a pickup

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truck and they have space

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and they have land and you

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know there's there's less

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so there's definitely a

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sweet spot it's interesting

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you bring up that you're

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seeing now more um or at

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least you know growth in

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those downtown zip codes

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because of you know further

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urbanization right as much

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as people don't like cities

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cities are still growing

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every year right I mean

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that's and yeah you're

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right they're ripping down

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here like milwaukee for

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example they're ripping

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down you know three to

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five-story buildings to put

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up 20 to 30-story buildings so that's

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I mean,

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you're going to get more physical

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bodies and more people

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moving to those areas.

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And so you're going to

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generate more debris.

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And what you said is also

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true as the traditional

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waste industry scales back

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their service offerings to being, hey,

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whatever fits in the can

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and that's all we're taking.

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No more extras, no more furniture,

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no more of this.

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There's definitely an

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opportunity in those more

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urban areas where space is

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of a high commodity.

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So that's interesting that

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you're seeing that.

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You're the first person to bring that up.

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So let's talk about, so a majority,

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not a majority, maybe a majority.

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Majority of our listenership is the,

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somewhere between 250,000 a

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year and 2 million, right?

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So when I look at junk removal,

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for example,

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I think of a couple of different marks.

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I think of businesses under 500, you know,

00:07:52.218 --> 00:07:55.199
500 to maybe 5 million, right?

00:07:55.259 --> 00:07:56.800
And then 5 million and up, right?

00:07:57.161 --> 00:07:58.281
And so there's a number

00:07:58.322 --> 00:07:59.401
somewhere right in that, in that.

00:07:59.735 --> 00:08:00.896
Between 500 and 5 million,

00:08:00.915 --> 00:08:01.355
there's a number.

00:08:01.396 --> 00:08:01.637
Maybe it's 2.5.

00:08:02.117 --> 00:08:03.478
I'm not sure where it is.

00:08:04.059 --> 00:08:04.920
Because once you get past

00:08:05.060 --> 00:08:05.759
that half million,

00:08:05.800 --> 00:08:07.040
now you have a three-truck operation.

00:08:07.060 --> 00:08:07.581
You've got to have an

00:08:07.641 --> 00:08:09.704
operations person where you

00:08:09.723 --> 00:08:10.764
can't shoot from the hip anymore.

00:08:11.144 --> 00:08:11.946
And then you get to your

00:08:12.026 --> 00:08:13.846
case where you're almost 50

00:08:13.846 --> 00:08:16.430
employees getting on to 5 million.

00:08:16.870 --> 00:08:17.430
And I'll share that because

00:08:17.451 --> 00:08:18.250
we talked about that.

00:08:18.250 --> 00:08:19.012
5 million,

00:08:19.031 --> 00:08:20.012
then how do you get to 10 million?

00:08:20.312 --> 00:08:22.055
So let's go back to years 2, 3, 4.

00:08:23.495 --> 00:08:26.038
When you ran that, what was that scale?

00:08:26.057 --> 00:08:27.098
Do you recall those numbers?

00:08:27.403 --> 00:08:28.264
I want to set a realistic

00:08:28.324 --> 00:08:29.947
expectation for our

00:08:30.007 --> 00:08:31.048
listeners that are like,

00:08:31.127 --> 00:08:32.210
I want to be at the 2 million mark.

00:08:32.250 --> 00:08:32.971
It's like, cool,

00:08:33.711 --> 00:08:34.793
not going to happen tomorrow.

00:08:34.972 --> 00:08:35.313
However,

00:08:35.354 --> 00:08:36.716
this is what it looks like in time.

00:08:36.895 --> 00:08:37.756
So can you give us those

00:08:38.258 --> 00:08:40.822
from 11 to whatever that

00:08:40.881 --> 00:08:41.842
was to ramp up to that

00:08:41.903 --> 00:08:43.105
million or $2 million mark?

00:08:43.345 --> 00:08:44.125
How long did that take?

00:08:44.145 --> 00:08:44.687
What did it look like?

00:08:45.761 --> 00:08:46.623
Yeah, absolutely.

00:08:46.783 --> 00:08:49.005
And I'll be sort of upfront as well.

00:08:49.046 --> 00:08:50.408
We've green-filled everything.

00:08:50.447 --> 00:08:51.269
So we haven't, you know,

00:08:51.288 --> 00:08:52.451
made any acquisitions or

00:08:52.490 --> 00:08:53.192
anything like that.

00:08:53.251 --> 00:08:54.312
We started the company sort

00:08:54.332 --> 00:08:54.994
of from scratch.

00:08:55.053 --> 00:08:56.996
It's your classic grassroots

00:08:57.197 --> 00:08:59.360
junk removal company sort

00:08:59.379 --> 00:09:00.721
of ground up just so that

00:09:00.961 --> 00:09:02.383
But people can understand

00:09:02.423 --> 00:09:04.083
that side and also

00:09:04.423 --> 00:09:06.505
understand that there is no secret sauce.

00:09:06.586 --> 00:09:08.106
It's sort of like an orchestra.

00:09:09.408 --> 00:09:10.268
And it all needs to be

00:09:10.307 --> 00:09:11.408
happening at the same time.

00:09:11.469 --> 00:09:12.830
We can conduct it and we can

00:09:12.850 --> 00:09:14.390
conduct it to the best of our ability.

00:09:14.490 --> 00:09:16.231
But that's exactly it.

00:09:17.111 --> 00:09:19.254
But nothing's happening overnight.

00:09:19.333 --> 00:09:20.735
So you're absolutely correct there.

00:09:21.235 --> 00:09:23.056
I love your orchestra.

00:09:23.275 --> 00:09:25.477
It's so true because it's like, all right,

00:09:25.498 --> 00:09:26.398
the strings are doing their

00:09:26.418 --> 00:09:26.938
thing over here,

00:09:26.979 --> 00:09:28.480
but if the trombone didn't

00:09:28.500 --> 00:09:29.240
hit the fucking note,

00:09:29.841 --> 00:09:30.780
it's all for naught.

00:09:31.981 --> 00:09:34.443
I did a keynote years ago about leadership,

00:09:35.063 --> 00:09:35.865
and I was talking about

00:09:35.904 --> 00:09:36.664
that the most important

00:09:36.705 --> 00:09:37.686
person is not the leader,

00:09:37.725 --> 00:09:38.686
it's the first followers.

00:09:38.725 --> 00:09:39.647
The first person to say,

00:09:40.167 --> 00:09:41.447
that person's in charge, right?

00:09:41.788 --> 00:09:43.629
And so I liken it to a

00:09:44.029 --> 00:09:46.510
maestro without the first

00:09:46.551 --> 00:09:47.751
chair violin is nobody.

00:09:48.032 --> 00:09:49.472
He's a crazy man waving his hands.

00:09:50.053 --> 00:09:50.614
Because if you've got a

00:09:51.485 --> 00:09:52.346
If you have a conductor up

00:09:52.386 --> 00:09:53.187
there doing this and no

00:09:53.248 --> 00:09:54.328
one's playing the fucking notes,

00:09:55.370 --> 00:09:56.831
you got nothing.

00:09:56.870 --> 00:09:58.392
So as the maestro,

00:09:58.412 --> 00:09:59.633
what did that ramp up look

00:09:59.653 --> 00:10:01.394
like as you were building

00:10:01.414 --> 00:10:02.515
these parts and pieces of the business?

00:10:02.535 --> 00:10:03.636
What did that ramp up look like?

00:10:05.051 --> 00:10:06.072
Yeah, so, I mean,

00:10:06.091 --> 00:10:07.231
we started to get our

00:10:07.272 --> 00:10:08.653
numbers dialed in over the years.

00:10:08.753 --> 00:10:10.634
And typically we find, like,

00:10:10.855 --> 00:10:12.355
if a truck's at full capacity,

00:10:12.416 --> 00:10:14.157
it could do about $40,000

00:10:14.157 --> 00:10:15.017
in revenue a month.

00:10:16.437 --> 00:10:18.339
You know, give or take, sometimes 30,

00:10:18.339 --> 00:10:19.679
sometimes it can push up to 50.

00:10:19.679 --> 00:10:22.081
If you're running evenings and Sundays,

00:10:22.121 --> 00:10:23.162
that's a different story.

00:10:23.241 --> 00:10:24.763
If you're sending people out on staff,

00:10:24.802 --> 00:10:25.744
that's a different story.

00:10:27.004 --> 00:10:29.346
You know, if you're running on, like,

00:10:29.385 --> 00:10:30.486
statutory holidays,

00:10:30.626 --> 00:10:31.407
I don't know if that's the right,

00:10:31.466 --> 00:10:32.467
you know, same term.

00:10:32.648 --> 00:10:33.788
Just federal holidays or holidays.

00:10:34.724 --> 00:10:36.644
federal holidays.

00:10:36.825 --> 00:10:37.945
When I don't know something,

00:10:37.965 --> 00:10:39.385
I will 100% interrupt you.

00:10:40.265 --> 00:10:42.126
I'm not going to pretend to

00:10:42.167 --> 00:10:43.967
know what the hell you're saying.

00:10:43.988 --> 00:10:46.349
Stats are things I look at at weekends.

00:10:48.389 --> 00:10:50.549
We'll call it screaming.

00:10:50.690 --> 00:10:52.971
You can do $50,000 a month

00:10:53.211 --> 00:10:54.251
screaming ass on a truck.

00:10:54.792 --> 00:10:55.991
That's $2,000 days every day

00:10:59.174 --> 00:11:01.336
cranking exactly but let's

00:11:01.397 --> 00:11:02.397
let's say let's let's

00:11:02.496 --> 00:11:03.418
average it out to 40

00:11:03.418 --> 00:11:04.138
because the trucks are

00:11:04.158 --> 00:11:04.839
going to go down you're

00:11:04.859 --> 00:11:05.538
going to have maintenance

00:11:05.558 --> 00:11:06.259
you're going to get flat

00:11:06.299 --> 00:11:07.760
tires that you know you're

00:11:07.780 --> 00:11:08.500
going to have your big

00:11:08.741 --> 00:11:09.461
engine blots and you're

00:11:09.481 --> 00:11:10.243
going to have your minor

00:11:10.263 --> 00:11:11.202
little maintenance issues

00:11:11.222 --> 00:11:12.604
and oil changes and whatnot

00:11:12.624 --> 00:11:14.325
so let's use 40 so

00:11:14.745 --> 00:11:15.745
typically what we found

00:11:15.785 --> 00:11:17.508
like the goal to get from

00:11:17.528 --> 00:11:20.830
like 0 to 500 um and I've

00:11:20.870 --> 00:11:22.030
been working with a lot of

00:11:22.091 --> 00:11:23.111
junk removal companies over

00:11:23.131 --> 00:11:25.052
the years as well um just as a

00:11:25.533 --> 00:11:27.914
as, as a, as a coaching sort of model.

00:11:27.975 --> 00:11:29.135
And, and what,

00:11:29.176 --> 00:11:30.517
what we'll find is like zero

00:11:30.616 --> 00:11:32.379
to 500 K you can really grind that out.

00:11:32.418 --> 00:11:33.359
You can grind it out with no

00:11:33.399 --> 00:11:34.139
business partners.

00:11:34.159 --> 00:11:35.441
You can do it with probably three,

00:11:35.541 --> 00:11:38.543
four sort of employees, if you,

00:11:38.604 --> 00:11:39.124
if you will.

00:11:39.144 --> 00:11:40.865
Key employees, but not managers.

00:11:40.924 --> 00:11:41.166
Yes.

00:11:41.405 --> 00:11:41.525
Yep.

00:11:42.009 --> 00:11:42.428
Exactly.

00:11:42.489 --> 00:11:42.668
Yeah.

00:11:42.708 --> 00:11:44.009
Key employees, key people.

00:11:44.710 --> 00:11:46.529
We use the term waste technicians.

00:11:46.549 --> 00:11:48.450
A lot of people use truck team drivers.

00:11:49.270 --> 00:11:51.250
We'll use truck team drivers

00:11:51.270 --> 00:11:52.650
because it's a bit more universal.

00:11:53.571 --> 00:11:54.711
We transferred ours.

00:11:54.851 --> 00:11:55.871
We recently changed ours.

00:11:56.052 --> 00:11:57.091
We have four different levels.

00:11:57.451 --> 00:11:59.592
So we have we have recycling specialists.

00:12:00.013 --> 00:12:02.592
So we are leaning in on right going hard.

00:12:02.613 --> 00:12:03.712
So we have recycling specialists.

00:12:03.974 --> 00:12:04.913
Then we have drivers.

00:12:05.293 --> 00:12:05.413
Right.

00:12:05.433 --> 00:12:06.594
Because there's a difference there.

00:12:07.014 --> 00:12:09.534
We have crew chiefs who can run a truck.

00:12:09.955 --> 00:12:10.975
And then we have team leads.

00:12:11.604 --> 00:12:12.283
And so the difference

00:12:12.303 --> 00:12:13.144
between a crew chief and a

00:12:13.184 --> 00:12:14.785
team lead is a team lead,

00:12:15.046 --> 00:12:15.745
and this kind of goes with

00:12:15.765 --> 00:12:16.726
those key hires, right?

00:12:17.027 --> 00:12:18.087
A team lead can do three

00:12:18.148 --> 00:12:18.868
things that a crew chief

00:12:18.927 --> 00:12:20.668
generally does not do or is

00:12:21.049 --> 00:12:22.250
still practicing or learning, right?

00:12:22.610 --> 00:12:25.851
Estimates, leading multi-truck operations,

00:12:26.432 --> 00:12:26.592
right?

00:12:26.613 --> 00:12:28.614
Those two plus truck jobs,

00:12:29.394 --> 00:12:30.014
and then training.

00:12:30.615 --> 00:12:31.395
When we have new guys,

00:12:31.416 --> 00:12:32.436
we put them with team leads

00:12:32.456 --> 00:12:33.596
because typically crew chiefs are,

00:12:34.256 --> 00:12:34.477
you know,

00:12:34.498 --> 00:12:35.217
wanting to keep up with their

00:12:35.238 --> 00:12:36.639
day and grind while team

00:12:36.698 --> 00:12:38.519
leads are a little more efficient

00:12:40.092 --> 00:12:41.153
More effective so they can

00:12:41.193 --> 00:12:43.495
take the time to train the next man up,

00:12:43.534 --> 00:12:44.436
typically the recycling

00:12:44.475 --> 00:12:46.317
specialist or those drivers.

00:12:46.336 --> 00:12:47.096
So anyways, okay.

00:12:47.136 --> 00:12:48.638
So, and again,

00:12:48.677 --> 00:12:49.577
this is one thing what I'm

00:12:49.597 --> 00:12:52.019
really interested in as we

00:12:52.059 --> 00:12:53.860
build out this industry is

00:12:53.961 --> 00:12:55.160
what are some of these common terms?

00:12:55.361 --> 00:12:58.943
I hate the terms driver and helper, right?

00:12:58.984 --> 00:12:59.663
Because it's like,

00:13:00.203 --> 00:13:01.325
like we say driver because

00:13:01.965 --> 00:13:02.826
our ideal world is a

00:13:02.865 --> 00:13:04.166
driver's driving and a crew

00:13:04.186 --> 00:13:05.126
chief is sitting passenger.

00:13:05.770 --> 00:13:06.751
So that crew chief can be

00:13:06.772 --> 00:13:07.491
calling the customer,

00:13:07.751 --> 00:13:08.552
can be using the radio,

00:13:08.592 --> 00:13:09.653
get a hold of dispatch,

00:13:09.952 --> 00:13:11.234
can be looking at their

00:13:11.254 --> 00:13:13.375
next jobs on Jobber versus

00:13:13.455 --> 00:13:14.615
doing all that while the

00:13:14.635 --> 00:13:16.076
fucking jabroni next to him is just,

00:13:16.716 --> 00:13:16.956
you know,

00:13:17.277 --> 00:13:18.136
putting his feet up watching

00:13:18.157 --> 00:13:18.977
fucking YouTube videos.

00:13:19.642 --> 00:13:19.861
Yeah.

00:13:20.101 --> 00:13:20.282
Yeah.

00:13:20.302 --> 00:13:20.442
Yeah.

00:13:20.682 --> 00:13:21.802
Well, and the team lead thing,

00:13:22.442 --> 00:13:23.582
it's such a big element to

00:13:23.623 --> 00:13:25.803
it because like just training on its own,

00:13:26.043 --> 00:13:27.044
you need the best of the

00:13:27.125 --> 00:13:28.345
best to be able to train.

00:13:28.485 --> 00:13:29.764
And like in our business,

00:13:29.804 --> 00:13:31.025
like it's a really big

00:13:31.125 --> 00:13:32.265
promotion if you get moved

00:13:32.326 --> 00:13:34.246
up to the team lead, because you,

00:13:34.427 --> 00:13:35.447
you need to be able to show

00:13:35.547 --> 00:13:37.768
up every single day, all eyes are on you,

00:13:38.148 --> 00:13:40.028
you know, high level of expectations,

00:13:40.068 --> 00:13:41.109
especially with the newer

00:13:41.568 --> 00:13:42.490
employees that are coming

00:13:42.590 --> 00:13:44.169
in and to be able to put

00:13:44.210 --> 00:13:45.091
them through that like

00:13:45.250 --> 00:13:46.490
rigid sort of three week

00:13:46.530 --> 00:13:48.792
training process where, you know, yeah,

00:13:48.812 --> 00:13:49.172
we do our

00:13:49.572 --> 00:13:50.572
four or five hours of

00:13:50.692 --> 00:13:52.434
onboarding in the office the day prior,

00:13:52.495 --> 00:13:53.736
but really the next day,

00:13:53.777 --> 00:13:55.818
like you're in the field and you're

00:13:56.245 --> 00:13:56.985
A lot of these people are

00:13:57.025 --> 00:13:57.885
coming in with a lack of

00:13:57.946 --> 00:13:59.047
experience in the industry,

00:13:59.106 --> 00:14:01.427
but the desire and the attitude to grow,

00:14:01.447 --> 00:14:03.067
you know, you get a good values match,

00:14:03.826 --> 00:14:04.888
but ultimately it is the

00:14:04.927 --> 00:14:05.868
team lead is sort of doing

00:14:05.888 --> 00:14:06.748
the role for two in the

00:14:06.768 --> 00:14:07.668
first couple of weeks as

00:14:07.707 --> 00:14:08.427
they train them up.

00:14:09.168 --> 00:14:10.869
So those roles are really important.

00:14:10.908 --> 00:14:13.589
It's a cool opportunity to grow into,

00:14:13.609 --> 00:14:16.370
to graduate, you know,

00:14:16.490 --> 00:14:17.330
once you feel like you've

00:14:17.350 --> 00:14:18.230
owned the role and you can

00:14:18.269 --> 00:14:19.629
move into the next step of training.

00:14:21.070 --> 00:14:21.370
So, yeah,

00:14:21.429 --> 00:14:22.730
getting that org chart dialed in

00:14:22.770 --> 00:14:23.610
is really important.

00:14:25.491 --> 00:14:27.783
You mentioned it before, zero to 250,

00:14:27.783 --> 00:14:29.153
250 to five, five to a million.

00:14:29.254 --> 00:14:29.995
Five to a million,

00:14:30.034 --> 00:14:31.155
you can still grind it out.

00:14:31.436 --> 00:14:32.176
You're going to need your

00:14:32.216 --> 00:14:34.076
call center employee,

00:14:34.498 --> 00:14:36.239
some form of inbound salesperson,

00:14:36.759 --> 00:14:39.280
probably and or administration,

00:14:39.921 --> 00:14:41.621
likely and.

00:14:43.863 --> 00:14:46.225
I say junk removal companies

00:14:46.284 --> 00:14:47.485
go to die at three to four

00:14:47.525 --> 00:14:49.706
trucks because up until two,

00:14:49.927 --> 00:14:51.227
you can be owner-centric and do it.

00:14:51.879 --> 00:14:52.740
And then three,

00:14:52.840 --> 00:14:53.821
it's like you got to add a person.

00:14:53.880 --> 00:14:54.721
And then truck four,

00:14:54.760 --> 00:14:55.562
you almost have to add a

00:14:55.601 --> 00:14:57.702
person because now you, right?

00:14:57.743 --> 00:15:00.364
Like, and you're still the owner.

00:15:00.423 --> 00:15:02.585
Now you're a biz developed guy, right?

00:15:02.605 --> 00:15:03.865
You're not even in those, right?

00:15:03.884 --> 00:15:05.765
So it's like at some point, right?

00:15:05.846 --> 00:15:07.106
At first it's like one

00:15:07.147 --> 00:15:08.587
manager for every two trucks,

00:15:08.668 --> 00:15:09.288
let's call it, right?

00:15:09.347 --> 00:15:10.668
It's you, the owner, two trucks.

00:15:11.068 --> 00:15:11.328
Got it.

00:15:11.369 --> 00:15:11.928
You're good, right?

00:15:11.948 --> 00:15:12.729
That math checks out.

00:15:13.509 --> 00:15:14.429
It gets to a point where

00:15:14.450 --> 00:15:16.130
it's no longer one to two.

00:15:16.835 --> 00:15:18.235
right the math is like three

00:15:18.255 --> 00:15:19.456
to five like three managers

00:15:19.476 --> 00:15:20.716
for five trucks or three to

00:15:20.797 --> 00:15:22.619
four trucks right as you're

00:15:22.678 --> 00:15:24.058
scaling and that's where

00:15:24.099 --> 00:15:25.399
people die it's like oh

00:15:25.440 --> 00:15:27.020
it's me and my wife we're

00:15:27.061 --> 00:15:29.182
doing a million and we're

00:15:29.263 --> 00:15:30.263
stuck it's like well yeah

00:15:30.342 --> 00:15:31.183
because you and your wife

00:15:32.004 --> 00:15:33.345
like you need a third like

00:15:34.466 --> 00:15:36.366
I i look at junk it's three minimum three

00:15:36.962 --> 00:15:38.423
You need someone, business development,

00:15:38.744 --> 00:15:40.183
someone running the operations,

00:15:40.445 --> 00:15:41.924
day-to-day, the guys, the estimates,

00:15:41.965 --> 00:15:42.524
the whatever.

00:15:42.544 --> 00:15:44.066
We call that our service manager, right?

00:15:44.166 --> 00:15:45.067
So we have business development,

00:15:45.307 --> 00:15:46.947
service manager, and operations manager,

00:15:47.488 --> 00:15:47.587
right?

00:15:47.607 --> 00:15:49.048
Those are three distinct buckets.

00:15:49.307 --> 00:15:50.288
And operations follows

00:15:50.328 --> 00:15:52.289
customer service and answer

00:15:52.309 --> 00:15:53.029
the damn phone and the

00:15:53.090 --> 00:15:54.711
email because that needs to

00:15:54.750 --> 00:15:56.412
be a stationary, in front of the computer,

00:15:56.711 --> 00:15:58.913
three screens, watch the battlefield,

00:15:58.993 --> 00:16:00.192
not I'm going to fucking

00:16:00.212 --> 00:16:01.374
pick up phone calls in

00:16:01.394 --> 00:16:02.234
between estimates and

00:16:02.474 --> 00:16:03.934
business networking events, right?

00:16:04.215 --> 00:16:04.475
At first,

00:16:04.514 --> 00:16:05.154
you can get away with that

00:16:05.174 --> 00:16:05.655
because your phone only

00:16:05.676 --> 00:16:06.355
rings three times a day.

00:16:06.923 --> 00:16:08.244
You're good.

00:16:09.306 --> 00:16:09.666
For sure.

00:16:09.686 --> 00:16:09.905
Yeah.

00:16:10.846 --> 00:16:11.347
Yeah.

00:16:11.528 --> 00:16:12.668
So that's where it really

00:16:12.708 --> 00:16:13.409
starts to branch out.

00:16:13.429 --> 00:16:14.691
When you go from one to two,

00:16:15.672 --> 00:16:17.774
that's where your business development,

00:16:17.813 --> 00:16:18.735
like your commercial,

00:16:18.855 --> 00:16:20.076
your B2B stuff and your

00:16:20.096 --> 00:16:21.057
marketing stuff needs to

00:16:21.118 --> 00:16:22.198
really start to elevate.

00:16:22.339 --> 00:16:25.562
And usually in the first million a year,

00:16:25.623 --> 00:16:26.023
what is that?

00:16:26.043 --> 00:16:26.844
You're probably doing about

00:16:26.844 --> 00:16:27.365
$80,000 a month in revenue.

00:16:28.946 --> 00:16:29.826
you can get away with

00:16:29.886 --> 00:16:31.287
referrals you can get away

00:16:31.346 --> 00:16:32.528
with google ads you can get

00:16:32.567 --> 00:16:33.688
away with you know some

00:16:33.708 --> 00:16:34.989
decent seo and google my

00:16:35.028 --> 00:16:35.929
business and your local

00:16:35.970 --> 00:16:38.071
listing um you can get away

00:16:38.110 --> 00:16:39.312
with some partnerships with

00:16:39.331 --> 00:16:40.412
some bigger companies that

00:16:40.491 --> 00:16:41.533
feed you leads maybe the

00:16:41.592 --> 00:16:43.254
local recycler transfer

00:16:43.274 --> 00:16:43.953
station or um

00:16:45.254 --> 00:16:46.315
not-for-profits that you're

00:16:46.335 --> 00:16:47.135
working with like it

00:16:47.375 --> 00:16:48.275
there's a lot of ways to

00:16:48.316 --> 00:16:49.076
grind to a million and

00:16:49.096 --> 00:16:49.836
that's the same in any

00:16:49.876 --> 00:16:50.898
business a restaurant can

00:16:50.918 --> 00:16:52.918
grind to a million a a

00:16:52.958 --> 00:16:53.999
little coffee shop can

00:16:54.019 --> 00:16:55.059
probably grind to a million

00:16:55.100 --> 00:16:56.200
a junk removal company can

00:16:56.240 --> 00:16:56.900
grind to a million

00:16:57.802 --> 00:16:59.043
difference between the one

00:16:59.203 --> 00:17:00.325
and the two and then the

00:17:00.384 --> 00:17:03.226
two and the five is now

00:17:03.246 --> 00:17:05.009
we're getting into systems

00:17:05.068 --> 00:17:05.970
we're getting into

00:17:06.450 --> 00:17:07.971
management structures we're

00:17:08.011 --> 00:17:09.093
getting into proper job

00:17:09.133 --> 00:17:09.792
descriptions and

00:17:09.853 --> 00:17:11.075
compensation structures

00:17:11.535 --> 00:17:12.175
we're getting into the

00:17:12.215 --> 00:17:13.436
employee development like

00:17:13.477 --> 00:17:14.597
the core training of not

00:17:14.657 --> 00:17:16.859
just the the field team but

00:17:16.900 --> 00:17:18.020
also the sales teams the

00:17:18.060 --> 00:17:19.342
marketing teams the

00:17:19.402 --> 00:17:21.704
business development uh b2b teams

00:17:22.244 --> 00:17:23.326
certainly the operations

00:17:23.385 --> 00:17:24.605
teams and then the finance.

00:17:25.646 --> 00:17:27.387
And then we've brought on last year,

00:17:27.468 --> 00:17:28.907
someone full-time in human

00:17:28.969 --> 00:17:30.910
resources as well, because, you know,

00:17:30.950 --> 00:17:32.109
the classic joke in any

00:17:32.170 --> 00:17:33.211
business is you can get to

00:17:33.211 --> 00:17:35.791
50 employees without an HR person,

00:17:35.811 --> 00:17:36.291
or maybe it's 40.

00:17:36.291 --> 00:17:39.294
We were about 40, but I was at 15.

00:17:39.374 --> 00:17:40.954
I was at 15 before we brought it.

00:17:41.515 --> 00:17:43.236
We have a fractional guy now, but yeah,

00:17:43.435 --> 00:17:45.076
we got 12 to 15.

00:17:45.076 --> 00:17:47.417
HR is not a, I, I, I,

00:17:47.678 --> 00:17:48.618
I love business in the

00:17:48.638 --> 00:17:50.559
three or three issues, six buckets,

00:17:50.599 --> 00:17:51.099
but it's, it is,

00:17:52.077 --> 00:17:53.859
marketing, sales, operations,

00:17:53.960 --> 00:17:55.662
the thing you do, i.e.

00:17:55.701 --> 00:17:56.323
junk removal here,

00:17:56.742 --> 00:17:57.924
resources that are human,

00:17:58.625 --> 00:18:01.729
and then the numbers, right?

00:18:02.249 --> 00:18:03.611
And so I have a high three, low three.

00:18:03.631 --> 00:18:06.453
So my high three are sales, operations,

00:18:06.594 --> 00:18:07.115
and the numbers.

00:18:07.775 --> 00:18:09.156
So the things that are low three for me,

00:18:09.497 --> 00:18:11.378
marketing, the thing we do, i.e.

00:18:11.398 --> 00:18:12.721
junk removal, and sales.

00:18:13.275 --> 00:18:13.655
HR,

00:18:13.996 --> 00:18:15.676
I have third parties that do marketing

00:18:15.836 --> 00:18:17.659
and HR because I'm not even

00:18:17.699 --> 00:18:19.059
confident leading those teams.

00:18:19.240 --> 00:18:20.059
I'm confident leading the

00:18:20.099 --> 00:18:20.800
operations team and the

00:18:20.820 --> 00:18:22.662
sales team or that person

00:18:23.042 --> 00:18:25.044
because I can bestow knowledge upon them.

00:18:25.064 --> 00:18:27.046
When it comes to marketing, not my jam.

00:18:27.346 --> 00:18:28.126
And when it comes to

00:18:28.787 --> 00:18:30.689
resources that are human, I mean,

00:18:30.769 --> 00:18:31.709
you had two other partners,

00:18:31.749 --> 00:18:32.730
so maybe one of the three

00:18:32.750 --> 00:18:33.790
of you was good with people.

00:18:34.471 --> 00:18:36.373
I mean, non-people people.

00:18:38.325 --> 00:18:39.426
I'm a small dose, right?

00:18:39.688 --> 00:18:40.650
I like people in small doses.

00:18:40.829 --> 00:18:41.912
They like me in small doses.

00:18:42.594 --> 00:18:43.796
HR folks love folks.

00:18:43.836 --> 00:18:44.758
They love people, right?

00:18:44.837 --> 00:18:45.640
And God bless them.

00:18:45.660 --> 00:18:46.561
Let's hire more people that

00:18:46.582 --> 00:18:48.526
love people to do the people person job.

00:18:49.723 --> 00:18:50.805
Yeah, absolutely.

00:18:50.964 --> 00:18:52.306
At the end of the day,

00:18:52.445 --> 00:18:53.606
it's our responsibility as

00:18:53.626 --> 00:18:54.887
the business owners to just

00:18:55.208 --> 00:18:56.148
get that constant

00:18:56.328 --> 00:18:59.250
self-assessment of a SWOT analysis going.

00:18:59.290 --> 00:19:00.392
We either double down on our

00:19:00.412 --> 00:19:01.673
strengths or we identify

00:19:01.712 --> 00:19:02.933
our weaknesses and we try

00:19:02.953 --> 00:19:03.835
and rip them over into the

00:19:03.855 --> 00:19:04.734
strengths column.

00:19:05.155 --> 00:19:06.356
I'll typically just focus on

00:19:06.396 --> 00:19:07.778
the strengths and the opportunities.

00:19:07.837 --> 00:19:10.240
If I have weaknesses, just outsource it.

00:19:10.960 --> 00:19:12.101
First of all, not weaknesses.

00:19:12.181 --> 00:19:13.241
Let's change our language.

00:19:13.281 --> 00:19:14.042
I wrote a fucking book.

00:19:14.363 --> 00:19:15.463
Normally, when I'm at the shop,

00:19:15.483 --> 00:19:16.884
this is where I show a copy of my book.

00:19:16.964 --> 00:19:17.785
It says right here I'm in a

00:19:17.825 --> 00:19:18.546
hotel room right now.

00:19:19.268 --> 00:19:20.388
No, we let's,

00:19:20.429 --> 00:19:21.529
let's get rid of the word weaknesses.

00:19:21.569 --> 00:19:22.191
We're going to do a little

00:19:22.230 --> 00:19:23.432
language coaching here, right?

00:19:23.471 --> 00:19:25.093
We have strengths and we

00:19:25.113 --> 00:19:26.453
have things that are not strengths,

00:19:27.315 --> 00:19:27.494
right?

00:19:27.515 --> 00:19:28.435
It's no obstacle.

00:19:28.455 --> 00:19:29.537
It's important, right?

00:19:29.557 --> 00:19:31.417
So like I can say like empathy,

00:19:31.817 --> 00:19:33.038
empathy is not a strength of mine.

00:19:33.559 --> 00:19:34.961
You come to me with all your feelings.

00:19:34.980 --> 00:19:35.662
I'm going to listen to the

00:19:35.701 --> 00:19:37.282
words and get you back on track.

00:19:37.522 --> 00:19:38.544
I'm not going to feel your

00:19:38.564 --> 00:19:39.305
feelings with you.

00:19:39.684 --> 00:19:40.425
It's not a strength of mine.

00:19:40.826 --> 00:19:41.747
And I love what you said.

00:19:41.787 --> 00:19:43.147
You have two, you have two choices here.

00:19:44.128 --> 00:19:44.888
Double down on what you're

00:19:44.909 --> 00:19:45.569
fucking great at.

00:19:46.154 --> 00:19:48.115
and sub out the rest or

00:19:48.516 --> 00:19:49.636
spend all this fucking

00:19:49.676 --> 00:19:51.577
energy to get slightly

00:19:51.637 --> 00:19:52.919
better at something you're

00:19:52.959 --> 00:19:54.058
not even good at to start with.

00:19:54.700 --> 00:19:56.000
That's fucking done in the

00:19:56.020 --> 00:19:57.560
challenge we have in society.

00:19:57.842 --> 00:19:59.162
And I know how it is in Canada,

00:19:59.201 --> 00:19:59.942
but this is certainly the

00:19:59.962 --> 00:20:01.923
way it is in America when

00:20:01.963 --> 00:20:03.765
it comes to our school systems.

00:20:04.866 --> 00:20:05.666
They want this fucking

00:20:05.707 --> 00:20:06.988
homogeneous population

00:20:07.208 --> 00:20:08.107
where everyone's pretty

00:20:08.147 --> 00:20:09.348
fucking mediocre at everything.

00:20:09.828 --> 00:20:10.930
It's like, oh, you're great at this thing?

00:20:10.970 --> 00:20:11.130
Well,

00:20:11.170 --> 00:20:12.309
don't fucking be too great because

00:20:12.329 --> 00:20:13.250
now you're ahead of your peers.

00:20:13.490 --> 00:20:14.411
It's like, oh, you suck at this?

00:20:14.590 --> 00:20:15.151
Well, you suck,

00:20:15.171 --> 00:20:17.071
so work really hard to be mediocre.

00:20:17.952 --> 00:20:18.413
Fuck that.

00:20:18.653 --> 00:20:20.094
Entrepreneurship is fucking

00:20:20.574 --> 00:20:21.433
take what you're fucking

00:20:21.493 --> 00:20:23.474
great at and double down on it.

00:20:23.515 --> 00:20:23.634
Like,

00:20:24.035 --> 00:20:25.395
I watched a documentary on Elon Musk

00:20:25.415 --> 00:20:25.895
over the weekend.

00:20:26.036 --> 00:20:27.037
Fucking love Elon, right?

00:20:27.196 --> 00:20:29.057
He is a non-people person, right?

00:20:29.096 --> 00:20:30.597
He even said he's probably

00:20:30.637 --> 00:20:31.538
on the autism spectrum.

00:20:33.173 --> 00:20:33.993
He doesn't give a fuck.

00:20:34.355 --> 00:20:35.894
He's an amazing engineer.

00:20:36.256 --> 00:20:37.195
He's phenomenal when it

00:20:37.236 --> 00:20:38.477
comes to money and systems

00:20:38.517 --> 00:20:39.957
and operations and processes.

00:20:40.698 --> 00:20:41.577
He doesn't need to be

00:20:41.738 --> 00:20:42.638
fucking good with people.

00:20:43.118 --> 00:20:44.720
He can hire a shitload of

00:20:44.740 --> 00:20:45.759
people that are good with

00:20:45.799 --> 00:20:47.500
people to deal with the people people.

00:20:48.461 --> 00:20:49.642
And the industry he's in,

00:20:50.803 --> 00:20:51.603
most people don't need to

00:20:51.643 --> 00:20:52.403
be people people.

00:20:52.423 --> 00:20:54.724
He made his money with X.com

00:20:54.744 --> 00:20:55.505
that turned into PayPal

00:20:55.525 --> 00:20:58.666
before now Twitter is X. IT.

00:20:58.707 --> 00:21:00.127
And now it's with SpaceX and

00:21:00.147 --> 00:21:01.448
the boring company and Tesla.

00:21:01.548 --> 00:21:02.328
These are engineers.

00:21:02.588 --> 00:21:02.969
These are not

00:21:03.318 --> 00:21:04.199
He's not running a marketing

00:21:04.239 --> 00:21:05.480
company or a warm and fuzzy

00:21:05.539 --> 00:21:06.480
fucking nonprofit.

00:21:06.901 --> 00:21:09.582
He's working in his world.

00:21:10.541 --> 00:21:11.563
I love what you're saying there.

00:21:11.583 --> 00:21:13.423
I'm glad you gave people two

00:21:13.563 --> 00:21:19.046
options to show how

00:21:19.226 --> 00:21:20.826
challenging that second option is.

00:21:21.467 --> 00:21:22.967
It's a choice.

00:21:23.327 --> 00:21:24.147
It's a choice.

00:21:24.627 --> 00:21:26.128
You can choose to focus on

00:21:26.548 --> 00:21:28.390
converting the areas where

00:21:28.430 --> 00:21:29.349
you need to improve on.

00:21:29.390 --> 00:21:30.971
You can choose that all day, but

00:21:31.786 --> 00:21:32.866
There are people out there

00:21:32.926 --> 00:21:34.167
who are not only good at it,

00:21:34.188 --> 00:21:34.708
they love it.

00:21:35.788 --> 00:21:37.750
And so why rob them of a job?

00:21:38.009 --> 00:21:39.211
I suck at firing people.

00:21:39.570 --> 00:21:41.132
I am terrible at firing

00:21:41.172 --> 00:21:42.212
people because I am a

00:21:42.333 --> 00:21:44.634
fucking highly emotional,

00:21:45.035 --> 00:21:47.256
wear it on my sleeve, wear it on my face.

00:21:47.675 --> 00:21:49.176
If I like you or I don't like you,

00:21:49.317 --> 00:21:50.557
I ain't fucking hiding it, right?

00:21:51.058 --> 00:21:54.260
And so firing people is not

00:21:54.280 --> 00:21:55.201
a strength of mine, right?

00:21:55.221 --> 00:21:56.342
I was about to say I suck at it.

00:21:56.741 --> 00:21:57.663
No, it's not a strength of mine,

00:21:57.682 --> 00:21:58.723
and so I choose not to do it.

00:21:59.203 --> 00:22:00.644
My HR company, he is.

00:22:01.124 --> 00:22:01.564
by the book.

00:22:01.584 --> 00:22:02.484
He just tells it how it is.

00:22:03.486 --> 00:22:05.647
Process paperwork on the next, right?

00:22:06.028 --> 00:22:08.829
I struggle and I'm not good

00:22:08.869 --> 00:22:09.611
at firing people.

00:22:09.790 --> 00:22:11.332
And also I'm not good at hiring people.

00:22:11.833 --> 00:22:13.594
And as a business owner in

00:22:13.634 --> 00:22:15.095
front of the whole interwebs, I can say,

00:22:15.115 --> 00:22:16.936
yep, I'm not a great leader of people.

00:22:17.757 --> 00:22:18.897
And I can still run a business.

00:22:19.479 --> 00:22:21.059
I also want to double tap what you said.

00:22:21.119 --> 00:22:23.261
I really, this sparked a thought I had.

00:22:23.582 --> 00:22:26.304
So we went from the one,

00:22:26.304 --> 00:22:27.885
1.2 million to 2 million.

00:22:28.665 --> 00:22:29.567
And I still only really had

00:22:29.626 --> 00:22:30.647
two solid leaders.

00:22:31.282 --> 00:22:33.503
And going from a $1 million

00:22:33.544 --> 00:22:35.305
mindset and doubling it on

00:22:35.325 --> 00:22:36.546
that shoestring mentality

00:22:36.965 --> 00:22:39.067
has absolutely negatively

00:22:39.127 --> 00:22:39.968
impacted our company.

00:22:40.628 --> 00:22:43.309
And now we've hired for growth.

00:22:43.349 --> 00:22:46.211
Now we've hired for go from two to five.

00:22:47.553 --> 00:22:48.353
I can tell you going from

00:22:50.213 --> 00:22:51.194
your assessment is what I

00:22:51.234 --> 00:22:52.455
live this last couple of years,

00:22:52.556 --> 00:22:54.356
which is going from one to

00:22:54.416 --> 00:22:56.657
two with two other leaders.

00:22:56.837 --> 00:22:59.259
It's not, it's not fun.

00:23:01.003 --> 00:23:02.285
And you end up putting

00:23:02.325 --> 00:23:03.445
fucking fires out all day

00:23:03.946 --> 00:23:07.931
that can be prevented or keeping the fire,

00:23:08.030 --> 00:23:08.211
right?

00:23:08.230 --> 00:23:09.653
Keep that thing burning in

00:23:10.433 --> 00:23:11.233
the way you want to burn,

00:23:11.253 --> 00:23:13.636
not fucking out of control shit show.

00:23:14.798 --> 00:23:17.381
Yeah, well, and people forget that...

00:23:19.098 --> 00:23:20.980
And I'm not saying that you did.

00:23:21.039 --> 00:23:22.259
I'm just saying people in

00:23:22.339 --> 00:23:24.040
general scaling from one to

00:23:24.121 --> 00:23:25.821
two and then two to five is

00:23:25.842 --> 00:23:26.481
an investment.

00:23:26.642 --> 00:23:27.923
It's an investment of your time.

00:23:28.103 --> 00:23:29.462
It's an investment of the money.

00:23:29.803 --> 00:23:31.144
It's investment of the profits,

00:23:31.183 --> 00:23:31.923
the cashflow.

00:23:32.785 --> 00:23:34.345
If you remove a lot of the

00:23:34.545 --> 00:23:36.405
one-time expenses that it

00:23:36.445 --> 00:23:38.207
takes to grow from two to 5 million,

00:23:39.653 --> 00:23:41.535
Our bottom lines, our EBITDA,

00:23:41.595 --> 00:23:43.016
our P&L statements,

00:23:43.036 --> 00:23:44.037
they would all look amazing.

00:23:44.076 --> 00:23:46.417
But the reality is to grow

00:23:46.498 --> 00:23:47.659
from that without bringing

00:23:47.739 --> 00:23:49.400
on external cash flow and investors,

00:23:49.740 --> 00:23:51.621
you're pouring blood, sweat, tears,

00:23:51.661 --> 00:23:52.721
and money into the business.

00:23:52.942 --> 00:23:54.682
And there's nothing wrong with that.

00:23:54.962 --> 00:23:56.644
Because when you get to the other side,

00:23:56.723 --> 00:23:58.765
when you build a $5 million business,

00:23:59.184 --> 00:24:00.786
you've got a really nice asset there.

00:24:00.806 --> 00:24:01.846
You've got an asset that

00:24:02.446 --> 00:24:03.867
uh pays the bills that

00:24:03.928 --> 00:24:05.388
employs really good people

00:24:05.449 --> 00:24:06.288
that gives them great

00:24:06.348 --> 00:24:07.670
opportunities that's doing

00:24:07.690 --> 00:24:08.530
the right thing for the

00:24:08.570 --> 00:24:09.871
environment you've got an

00:24:10.211 --> 00:24:11.152
asset that is worth

00:24:11.211 --> 00:24:12.532
something to you as the as

00:24:12.573 --> 00:24:13.232
the founder or the

00:24:13.272 --> 00:24:16.055
co-founder um it's a it's a

00:24:16.095 --> 00:24:17.115
great thing and it's worth

00:24:17.174 --> 00:24:19.537
every dollar but it does take that

00:24:20.217 --> 00:24:21.856
investment up front and it

00:24:22.076 --> 00:24:23.738
doesn't like any investment

00:24:23.817 --> 00:24:25.397
it might not it's it's not

00:24:25.417 --> 00:24:26.398
going to pay itself back in

00:24:26.419 --> 00:24:27.719
a year or two years or

00:24:27.759 --> 00:24:28.699
three years it's a

00:24:28.759 --> 00:24:29.739
five-year play it's a

00:24:29.759 --> 00:24:30.940
10-year play that's that

00:24:30.960 --> 00:24:32.019
cute oh you want your money

00:24:32.039 --> 00:24:33.279
back in a year okay that's

00:24:33.319 --> 00:24:35.161
cute um well here here's

00:24:35.181 --> 00:24:35.961
the deal right here's the

00:24:35.980 --> 00:24:37.060
hillbilly math so my next

00:24:37.121 --> 00:24:38.862
book I'm writing uh plug it

00:24:38.882 --> 00:24:40.362
because it's kind of well

00:24:40.622 --> 00:24:41.382
we officially said we're

00:24:41.402 --> 00:24:42.781
writing and I have a guy

00:24:42.801 --> 00:24:43.522
writing the book with and

00:24:43.542 --> 00:24:44.663
we signed with uh um

00:24:45.683 --> 00:24:46.304
the woman who's going to

00:24:46.324 --> 00:24:46.924
help us with the outline.

00:24:46.944 --> 00:24:48.145
She's the same one that did my first book.

00:24:48.506 --> 00:24:49.727
So next book will be rolling

00:24:49.787 --> 00:24:52.269
out maybe a year from now, call it.

00:24:53.029 --> 00:24:54.790
Anyways, Numbers Fucking Matter,

00:24:55.511 --> 00:24:56.132
the name of the book.

00:24:56.873 --> 00:24:57.753
Lean into the data that

00:24:57.773 --> 00:24:58.473
scares you the most.

00:24:58.694 --> 00:24:59.634
That's the tagline.

00:24:59.815 --> 00:25:00.556
So I got a theme here.

00:25:00.596 --> 00:25:01.457
Words fucking matter.

00:25:01.717 --> 00:25:02.657
Phrases fucking matter.

00:25:02.897 --> 00:25:03.759
Numbers fucking matter.

00:25:04.239 --> 00:25:05.539
The collection of books is

00:25:06.181 --> 00:25:07.662
how do I make life simple

00:25:08.442 --> 00:25:09.242
from the complicated?

00:25:09.282 --> 00:25:10.483
So anyways, Numbers Fucking Matter.

00:25:10.503 --> 00:25:11.025
I love that.

00:25:11.045 --> 00:25:11.285
Right?

00:25:11.305 --> 00:25:12.026
So here's the lesson.

00:25:14.028 --> 00:25:15.229
I said simplicity matters.

00:25:15.469 --> 00:25:16.569
Simplicity fucking matters.

00:25:17.790 --> 00:25:19.112
I'll get the fucking dust cover,

00:25:19.172 --> 00:25:20.053
like the dust jacket.

00:25:21.192 --> 00:25:22.334
Simplicity fucking matters.

00:25:24.415 --> 00:25:25.757
Because I live a complicated

00:25:25.836 --> 00:25:27.337
life and the way I figured

00:25:27.377 --> 00:25:28.618
out life is I put simple

00:25:28.659 --> 00:25:29.358
systems in place.

00:25:30.059 --> 00:25:30.339
Otherwise,

00:25:30.380 --> 00:25:31.421
I'm a complicated fuck that will

00:25:31.441 --> 00:25:31.961
get nothing done.

00:25:32.402 --> 00:25:34.083
Hell, that's why I have the podcast.

00:25:34.143 --> 00:25:34.843
It is a weekly,

00:25:34.883 --> 00:25:35.723
I'm going to spend one hour

00:25:35.743 --> 00:25:37.125
on my business and learn some new shit.

00:25:37.585 --> 00:25:38.026
Otherwise,

00:25:38.066 --> 00:25:39.267
I'll spend one week learning a

00:25:39.287 --> 00:25:40.647
bunch of shit and the next

00:25:40.647 --> 00:25:42.249
51 weeks not implementing anything.

00:25:42.869 --> 00:25:43.029
Right?

00:25:43.069 --> 00:25:43.710
So again, simple.

00:25:43.730 --> 00:25:43.930
All right.

00:25:43.950 --> 00:25:44.911
So here's a lesson learned

00:25:44.931 --> 00:25:45.911
from numbers fucking matter.

00:25:46.151 --> 00:25:49.071
Coming to your bookstores sometime in 2025,

00:25:49.071 --> 00:25:49.771
shameless plug.

00:25:51.412 --> 00:25:52.573
When you spend money in your business,

00:25:52.952 --> 00:25:56.093
every single time your credit card is ran,

00:25:56.113 --> 00:25:58.173
you send a fucking check, ACH, whatever,

00:25:58.433 --> 00:25:59.834
you're making a deposit

00:25:59.854 --> 00:26:00.855
into one of three buckets.

00:26:01.914 --> 00:26:04.256
It's an asset, it's an investment,

00:26:04.816 --> 00:26:05.635
or it's an expense.

00:26:07.153 --> 00:26:09.655
When you buy trucks and

00:26:09.736 --> 00:26:11.518
trailers and equipment and

00:26:11.637 --> 00:26:13.358
forklifts and a building,

00:26:14.380 --> 00:26:15.540
the whole goal is that

00:26:15.961 --> 00:26:18.063
asset will cut down on your

00:26:18.103 --> 00:26:19.263
expenses over time.

00:26:19.463 --> 00:26:20.325
That's the asset.

00:26:20.704 --> 00:26:24.728
It's a one-time purchase, maybe financed,

00:26:26.169 --> 00:26:27.829
where it cuts down your expense.

00:26:28.851 --> 00:26:30.633
Second bucket, investment.

00:26:31.492 --> 00:26:33.694
It is a continual investment

00:26:33.714 --> 00:26:36.176
of money that will bring in more money.

00:26:36.819 --> 00:26:37.799
Your investments don't cut

00:26:37.819 --> 00:26:39.381
down your expense, right?

00:26:39.601 --> 00:26:41.181
The goal is to bring in more money.

00:26:41.361 --> 00:26:43.142
So employees are your number

00:26:43.221 --> 00:26:43.862
one investment.

00:26:44.021 --> 00:26:44.701
When people look at their

00:26:44.741 --> 00:26:46.823
employees as expenses, they're wrong.

00:26:46.982 --> 00:26:48.483
When you look at them as your investment,

00:26:48.564 --> 00:26:49.463
I look at it as an investment.

00:26:49.644 --> 00:26:52.984
When I pay a guy $25, that's top out,

00:26:53.224 --> 00:26:53.365
right?

00:26:53.684 --> 00:26:54.884
As a team lead,

00:26:56.026 --> 00:26:57.405
I'm freeing myself up and

00:26:57.445 --> 00:26:59.426
I'm worth $250 an hour all

00:26:59.467 --> 00:27:00.307
day to my business.

00:27:00.826 --> 00:27:01.688
So I'm making a $25 investment.

00:27:03.410 --> 00:27:04.790
And I'm getting 10x return

00:27:05.070 --> 00:27:06.352
instantly because I'm now

00:27:06.452 --> 00:27:07.814
freed up to do what I'm amazing at.

00:27:08.213 --> 00:27:10.076
Because as you heard me a little bit ago,

00:27:11.135 --> 00:27:12.477
running a junk removal

00:27:12.498 --> 00:27:13.597
truck and even doing the

00:27:13.617 --> 00:27:14.618
thing is not a top three

00:27:14.638 --> 00:27:15.180
strength of mine.

00:27:15.420 --> 00:27:17.622
I am not the best junk removal guy, right?

00:27:17.682 --> 00:27:18.501
Not the best recycling

00:27:18.521 --> 00:27:19.363
specialist in my company.

00:27:20.324 --> 00:27:22.425
Third bucket, expense.

00:27:22.746 --> 00:27:24.247
There are certain expenses

00:27:24.887 --> 00:27:25.807
because that is life.

00:27:26.308 --> 00:27:28.510
So for example, fuel is an expense.

00:27:28.851 --> 00:27:30.412
Disposal is an expense.

00:27:30.491 --> 00:27:32.334
It is part of our business, right?

00:27:33.325 --> 00:27:35.346
We can avoid it, right?

00:27:35.445 --> 00:27:36.987
Good routing, avoid overfuel,

00:27:37.307 --> 00:27:38.606
great sorting, right?

00:27:38.666 --> 00:27:39.827
And strategic partnerships,

00:27:39.907 --> 00:27:40.627
avoid disposal.

00:27:40.867 --> 00:27:41.368
At some point,

00:27:41.388 --> 00:27:42.409
we have to pay for those things.

00:27:42.689 --> 00:27:43.910
The whole goal is we make

00:27:44.890 --> 00:27:46.510
investments and purchase

00:27:46.730 --> 00:27:48.951
assets to cut down on the

00:27:49.112 --> 00:27:50.353
sum expenses we have.

00:27:50.772 --> 00:27:51.593
The challenge is,

00:27:51.613 --> 00:27:52.493
and this is what we found,

00:27:52.794 --> 00:27:54.134
when you go from one to two million,

00:27:54.914 --> 00:27:57.836
when we, I, owner of the company,

00:27:58.076 --> 00:27:59.656
did not make the investment in people,

00:28:00.477 --> 00:28:01.557
I had the expense in

00:28:02.025 --> 00:28:03.684
damage, piss poor routing,

00:28:04.105 --> 00:28:05.885
more disposal because of shit training.

00:28:06.865 --> 00:28:07.606
You've got two choices.

00:28:07.646 --> 00:28:08.267
Either spend the money on

00:28:08.287 --> 00:28:09.727
the front end proactively

00:28:09.787 --> 00:28:11.988
and do what you want to do

00:28:12.407 --> 00:28:12.948
or you're going to spend

00:28:12.968 --> 00:28:13.768
the money on the back end

00:28:14.127 --> 00:28:16.449
reactively and the money's

00:28:16.469 --> 00:28:17.729
gone and you'll never get

00:28:17.769 --> 00:28:18.450
that money back.

00:28:18.650 --> 00:28:19.609
If we damage something in a

00:28:19.630 --> 00:28:20.289
customer's house,

00:28:20.309 --> 00:28:21.289
there's not an investment there.

00:28:21.589 --> 00:28:23.730
That money is gone.

00:28:24.126 --> 00:28:24.346
Yeah.

00:28:25.188 --> 00:28:25.828
Oh, it's so true.

00:28:25.909 --> 00:28:27.810
And the reality is every business,

00:28:28.230 --> 00:28:29.692
and it's cliche because it's true,

00:28:30.313 --> 00:28:31.493
every single business is

00:28:31.554 --> 00:28:33.215
dependent on the quality of their people.

00:28:33.596 --> 00:28:34.757
There's one unique thing

00:28:35.057 --> 00:28:36.078
about home service

00:28:36.138 --> 00:28:37.619
industries or service

00:28:37.660 --> 00:28:38.601
industries in general,

00:28:39.020 --> 00:28:40.623
which is that our product

00:28:40.782 --> 00:28:41.943
is delivered by people.

00:28:42.744 --> 00:28:44.967
We actually need people to go.

00:28:44.987 --> 00:28:46.248
It's not like if you...

00:28:47.548 --> 00:28:51.490
It's not like it's Facebook

00:28:51.549 --> 00:28:53.971
and your revenue stream is

00:28:54.030 --> 00:28:55.871
meta ads and you're

00:28:55.911 --> 00:28:58.672
generating that your

00:28:58.791 --> 00:29:00.731
distribution model is via the internet.

00:29:00.932 --> 00:29:02.633
Our distribution is through

00:29:03.032 --> 00:29:04.613
humans to other humans.

00:29:04.772 --> 00:29:06.413
And so investing in...

00:29:07.653 --> 00:29:08.713
good quality people

00:29:08.773 --> 00:29:10.954
investing in training these people,

00:29:11.095 --> 00:29:12.775
keeping these people like

00:29:12.934 --> 00:29:15.316
it is absolutely the number one,

00:29:15.375 --> 00:29:16.615
most important thing we can do.

00:29:17.256 --> 00:29:17.395
Um,

00:29:17.556 --> 00:29:19.336
quickly followed by things like sales

00:29:19.395 --> 00:29:20.777
marketing and all of that,

00:29:20.817 --> 00:29:22.076
which is ultimately driven

00:29:22.156 --> 00:29:24.436
by people in the, in the business anyway.

00:29:24.517 --> 00:29:26.817
So it all boils back down to the people.

00:29:27.337 --> 00:29:29.278
It's a real mother that, uh,

00:29:29.458 --> 00:29:30.479
I got in the business that

00:29:30.499 --> 00:29:32.038
was so people centric, right?

00:29:32.058 --> 00:29:32.479
Cause I'm a,

00:29:33.476 --> 00:29:36.117
I'm more of an operational guy.

00:29:36.238 --> 00:29:37.898
I like products because you make them,

00:29:37.939 --> 00:29:38.778
you find a way to make them,

00:29:38.798 --> 00:29:39.499
and then you just sell the

00:29:39.538 --> 00:29:40.180
shit out of products.

00:29:40.740 --> 00:29:43.161
And products are what it is.

00:29:43.382 --> 00:29:44.481
So long as you built it, it does.

00:29:44.561 --> 00:29:45.742
And at the end of the day,

00:29:45.823 --> 00:29:46.803
we are in the people business.

00:29:47.463 --> 00:29:48.523
There's nothing proprietary

00:29:48.544 --> 00:29:49.404
about what we do.

00:29:49.484 --> 00:29:50.404
We are in the business of

00:29:50.464 --> 00:29:51.486
solving people's problems

00:29:51.746 --> 00:29:54.007
in a creative way and going

00:29:54.027 --> 00:29:54.748
to their homes every day

00:29:55.188 --> 00:29:56.709
and their businesses and being trusted.

00:29:57.239 --> 00:29:58.419
around their valuables and

00:29:58.459 --> 00:29:59.339
their children and their

00:29:59.380 --> 00:30:00.839
pets and their all this and

00:30:00.859 --> 00:30:01.760
yeah so that's one of the

00:30:01.800 --> 00:30:02.881
areas that I've often

00:30:02.941 --> 00:30:03.661
thought about I've had a

00:30:03.721 --> 00:30:04.480
conversation with people

00:30:04.540 --> 00:30:06.362
it's like um how did I get

00:30:06.422 --> 00:30:08.303
into junk removal versus

00:30:08.323 --> 00:30:09.083
like traditional waste

00:30:09.282 --> 00:30:10.222
traditional waste is not

00:30:10.262 --> 00:30:11.144
very people-centric it's

00:30:11.544 --> 00:30:12.824
hit the can tip it and

00:30:12.844 --> 00:30:13.723
drive around the next house

00:30:13.784 --> 00:30:14.545
or drive around the next

00:30:14.585 --> 00:30:16.204
business um or logistics

00:30:16.244 --> 00:30:17.105
traditional logistics

00:30:17.125 --> 00:30:18.205
you're like in a building

00:30:18.226 --> 00:30:19.226
and you're just right it

00:30:19.286 --> 00:30:20.027
comes in it goes out it

00:30:20.067 --> 00:30:21.326
comes in go out and yet

00:30:21.892 --> 00:30:23.432
We're in the home services industry,

00:30:23.633 --> 00:30:23.833
right?

00:30:24.093 --> 00:30:25.673
So I think about junk removal, right?

00:30:25.933 --> 00:30:27.094
Often people are like,

00:30:27.114 --> 00:30:28.914
we look at the SBA here in America.

00:30:29.615 --> 00:30:32.656
Junk removal is under the waste industry.

00:30:32.717 --> 00:30:33.757
That's where they put it, right?

00:30:34.798 --> 00:30:35.117
And yet,

00:30:36.198 --> 00:30:37.419
I look at our business more like

00:30:37.459 --> 00:30:38.720
logistics, right?

00:30:38.779 --> 00:30:39.500
Reverse logistics.

00:30:39.819 --> 00:30:40.519
I come to your house.

00:30:41.000 --> 00:30:41.980
I take a finished good.

00:30:42.280 --> 00:30:43.501
I bring it back to my warehouse,

00:30:43.582 --> 00:30:45.303
and my goal is to find a new home for it,

00:30:46.042 --> 00:30:46.222
not

00:30:47.315 --> 00:30:48.076
take it from your house

00:30:48.096 --> 00:30:48.756
right to the landfill.

00:30:48.776 --> 00:30:50.377
That's what waste industry does.

00:30:50.397 --> 00:30:51.618
They take it from house or

00:30:51.659 --> 00:30:52.980
business to landfill, right?

00:30:53.000 --> 00:30:54.121
So I look at, we're in logistics.

00:30:54.500 --> 00:30:55.622
Now, we have a byproduct.

00:30:55.823 --> 00:30:56.583
Like anybody that's in

00:30:56.623 --> 00:30:58.644
logistics or product manufacturing,

00:30:58.884 --> 00:31:02.107
we have a certain amount of byproduct,

00:31:02.127 --> 00:31:02.248
right?

00:31:02.308 --> 00:31:03.249
Our byproduct is what ends

00:31:03.288 --> 00:31:04.651
up in the landfill, our disposal cost,

00:31:04.711 --> 00:31:04.810
right?

00:31:05.211 --> 00:31:06.992
No different than if you're a company that,

00:31:07.073 --> 00:31:08.314
you know, manufactures tables.

00:31:08.334 --> 00:31:09.095
You're going to have wood

00:31:09.275 --> 00:31:10.296
that no longer is used

00:31:10.355 --> 00:31:11.656
because you got to cut it down and yada,

00:31:11.676 --> 00:31:12.017
yada, right?

00:31:12.257 --> 00:31:12.718
I look at that.

00:31:13.307 --> 00:31:14.209
And then the third industry

00:31:14.229 --> 00:31:16.509
we're in is home services.

00:31:17.270 --> 00:31:18.192
The difference there is

00:31:18.291 --> 00:31:20.472
typically home services, plumbers,

00:31:20.512 --> 00:31:21.534
electricians, whatever,

00:31:21.773 --> 00:31:22.694
when they come to their house,

00:31:23.375 --> 00:31:24.635
they're actually adding to

00:31:24.675 --> 00:31:26.096
the house while we're

00:31:26.136 --> 00:31:27.577
taking away from the house, right?

00:31:27.698 --> 00:31:29.519
You're getting a new garbage disposal.

00:31:29.740 --> 00:31:31.381
You're getting a new garage door.

00:31:31.540 --> 00:31:32.662
You're getting an addition

00:31:32.721 --> 00:31:34.784
or a pool or a hot tub or whatever,

00:31:34.824 --> 00:31:35.064
right?

00:31:35.804 --> 00:31:37.826
When we go, we're taking away.

00:31:38.425 --> 00:31:40.327
And yet we're increasing the

00:31:40.468 --> 00:31:42.189
value of that home

00:31:43.347 --> 00:31:45.249
from a functionality standpoint.

00:31:45.670 --> 00:31:50.932
And so we're not this just waste industry.

00:31:51.253 --> 00:31:52.555
This is what I'm really interested in.

00:31:52.615 --> 00:31:55.497
It is creating a national,

00:31:55.517 --> 00:31:56.857
and now that we have our Canadian friends,

00:31:57.198 --> 00:31:58.538
maybe North American

00:32:00.039 --> 00:32:01.059
industry understanding.

00:32:01.361 --> 00:32:02.580
What the hell are we doing?

00:32:02.701 --> 00:32:03.642
What industry are we in?

00:32:04.423 --> 00:32:05.042
And then what are the

00:32:05.083 --> 00:32:05.923
governing principles that

00:32:05.983 --> 00:32:07.204
allow us to solve problems

00:32:07.244 --> 00:32:08.746
in people's homes in the

00:32:08.806 --> 00:32:10.106
most environmentally sound

00:32:10.126 --> 00:32:11.047
and efficient way possible?

00:32:11.307 --> 00:32:11.948
That's the fucking...

00:32:13.205 --> 00:32:14.386
That's the fucking statement.

00:32:14.426 --> 00:32:15.228
That's the big puzzle.

00:32:15.748 --> 00:32:18.509
Well, and we're, what we're really,

00:32:18.529 --> 00:32:21.172
the value we're providing to the clients,

00:32:21.772 --> 00:32:24.974
what we're selling is time and space.

00:32:25.695 --> 00:32:25.875
Yeah.

00:32:26.056 --> 00:32:26.455
Peace of mind.

00:32:26.496 --> 00:32:28.778
Because it's peace of mind.

00:32:28.798 --> 00:32:29.699
It's time and space.

00:32:30.480 --> 00:32:33.501
Because the reality is, is that it's, it's,

00:32:33.662 --> 00:32:34.782
it's something that people

00:32:34.942 --> 00:32:35.903
in theory can do.

00:32:36.003 --> 00:32:37.484
They can go and get a U-Haul.

00:32:37.525 --> 00:32:39.006
They can borrow their

00:32:39.026 --> 00:32:40.126
neighbor's pickup truck.

00:32:40.426 --> 00:32:42.249
They can drive to the transfer station.

00:32:42.689 --> 00:32:43.930
And they can go and throw it all out.

00:32:44.289 --> 00:32:45.671
And so we're saving them that time.

00:32:46.010 --> 00:32:46.711
On top of that,

00:32:48.251 --> 00:32:50.032
so then initially it's time.

00:32:50.173 --> 00:32:51.374
And then the alternative to

00:32:51.413 --> 00:32:53.035
that is the space.

00:32:53.055 --> 00:32:53.755
They're getting the space

00:32:53.815 --> 00:32:54.476
back in their home.

00:32:54.496 --> 00:32:55.155
They're getting the space

00:32:55.195 --> 00:32:55.895
back in their garage.

00:32:55.915 --> 00:32:56.616
They're getting the space

00:32:56.676 --> 00:32:57.477
back in their attic,

00:32:57.857 --> 00:32:58.877
on their construction site,

00:32:58.917 --> 00:33:01.098
in their building that they're managing.

00:33:01.398 --> 00:33:02.880
I'm going to argue they're

00:33:02.900 --> 00:33:04.040
getting the space back in their head.

00:33:04.901 --> 00:33:05.080
right?

00:33:05.141 --> 00:33:06.382
A cluttered house.

00:33:06.701 --> 00:33:06.842
Right.

00:33:06.942 --> 00:33:08.442
Or before you sell your house,

00:33:08.501 --> 00:33:09.623
you got a hundred things to do.

00:33:09.982 --> 00:33:11.222
And you're like, where do I fucking start?

00:33:11.242 --> 00:33:11.824
It's like, well,

00:33:11.844 --> 00:33:12.423
let's get rid of the shit

00:33:12.443 --> 00:33:12.983
that ain't helping.

00:33:13.584 --> 00:33:13.824
Right.

00:33:13.864 --> 00:33:15.325
I'm very blunt to realtors.

00:33:15.345 --> 00:33:15.464
Right.

00:33:16.704 --> 00:33:17.586
I guarantee you right now you're,

00:33:17.605 --> 00:33:18.885
I know you say work from home on monies.

00:33:18.986 --> 00:33:19.866
I guarantee, right.

00:33:19.967 --> 00:33:21.166
Even doing junk removal.

00:33:21.826 --> 00:33:23.028
If you did the exercise of

00:33:23.327 --> 00:33:23.988
what is in my house,

00:33:24.048 --> 00:33:24.989
I haven't touched in a year.

00:33:25.288 --> 00:33:26.909
You'll be able to find stuff

00:33:27.108 --> 00:33:28.250
that you have not used in a year,

00:33:28.569 --> 00:33:29.569
but I won't even take it that long.

00:33:30.131 --> 00:33:30.310
Right.

00:33:30.330 --> 00:33:31.191
Cause we all know where it is.

00:33:32.502 --> 00:33:34.542
I got 37 towels.

00:33:35.483 --> 00:33:36.284
I almost need to get a

00:33:36.344 --> 00:33:37.284
second linen closet because

00:33:37.304 --> 00:33:38.443
I have so many fucking towels.

00:33:39.463 --> 00:33:40.505
I don't ever get rid of towels.

00:33:40.525 --> 00:33:41.144
I just get new towels.

00:33:41.184 --> 00:33:41.545
I'm like,

00:33:41.724 --> 00:33:42.765
I'll keep the old ones in case I

00:33:42.785 --> 00:33:44.585
need them for working on my car.

00:33:44.605 --> 00:33:45.465
I don't fucking work on my car.

00:33:46.365 --> 00:33:48.006
I don't need shop towels.

00:33:48.066 --> 00:33:51.027
What are we doing?

00:33:51.166 --> 00:33:53.086
I recently did my laundry.

00:33:53.186 --> 00:33:53.567
I'm like,

00:33:53.826 --> 00:33:55.028
why do I have eight old bath

00:33:55.067 --> 00:33:56.827
towels or beach towels?

00:33:56.907 --> 00:33:58.667
I take the same towel to the

00:33:58.708 --> 00:33:59.367
beach every week,

00:33:59.827 --> 00:34:01.209
and I have three towels in my bathroom,

00:34:01.269 --> 00:34:02.288
and I'm a bachelor, so it's like

00:34:02.807 --> 00:34:04.048
What do I need fucking 20 towels for?

00:34:04.067 --> 00:34:06.529
I got to take some towels and sheets.

00:34:06.769 --> 00:34:07.509
I have to take towels and

00:34:07.529 --> 00:34:08.431
sheets to my own warehouse

00:34:09.251 --> 00:34:10.572
to recycle those items

00:34:10.632 --> 00:34:12.014
because I got shit in my house.

00:34:12.793 --> 00:34:17.358
That is why this industry is permanent.

00:34:17.797 --> 00:34:19.358
That's why there's constant demand.

00:34:19.398 --> 00:34:20.679
That's why people claim it

00:34:20.719 --> 00:34:21.880
to be recession-proof.

00:34:21.960 --> 00:34:24.143
I think demand comes and goes.

00:34:24.202 --> 00:34:25.583
I don't know about recession-proof,

00:34:25.704 --> 00:34:27.405
but it certainly comes in

00:34:27.485 --> 00:34:29.045
waves and seasonality,

00:34:29.106 --> 00:34:29.887
but the reality is...

00:34:30.367 --> 00:34:31.628
I have a junk removal

00:34:31.668 --> 00:34:34.168
company and I have 505 junk

00:34:34.208 --> 00:34:35.489
coming to my house as a

00:34:35.548 --> 00:34:37.170
scheduled job for one to

00:34:37.210 --> 00:34:38.210
three on Wednesday,

00:34:38.469 --> 00:34:39.650
because I'm just looking around.

00:34:40.291 --> 00:34:41.632
I'm in my little think tank

00:34:41.672 --> 00:34:42.552
in my house right now.

00:34:42.652 --> 00:34:43.072
It's just,

00:34:43.092 --> 00:34:44.492
you can see all this stuff everywhere,

00:34:44.552 --> 00:34:45.193
but yeah,

00:34:45.532 --> 00:34:46.893
it's I see a pile of wood

00:34:46.952 --> 00:34:48.273
because the fence needed to

00:34:48.313 --> 00:34:50.333
be repaired um I see a few

00:34:50.373 --> 00:34:51.434
bags of clothing for

00:34:51.534 --> 00:34:52.434
donation going to the

00:34:52.474 --> 00:34:53.775
salvation army there's a

00:34:53.795 --> 00:34:54.735
whole bunch of cardboard

00:34:55.076 --> 00:34:55.655
which is going to get

00:34:55.695 --> 00:34:57.076
recycled I know the weekly

00:34:57.115 --> 00:34:58.416
pickup can take it but it's

00:34:58.436 --> 00:35:00.516
just inconvenient and so I

00:35:00.536 --> 00:35:01.516
just add that to the pile

00:35:01.536 --> 00:35:02.237
they can recycle the

00:35:02.277 --> 00:35:03.018
cardboard a couple

00:35:03.038 --> 00:35:04.478
electronics and it's just

00:35:05.097 --> 00:35:07.119
it's it's in every single house

00:35:08.121 --> 00:35:10.101
And there's millions and

00:35:10.121 --> 00:35:10.922
millions of homes.

00:35:10.981 --> 00:35:13.181
And so it's more the

00:35:13.222 --> 00:35:14.463
adoption of the service and

00:35:14.483 --> 00:35:15.563
then market share.

00:35:15.663 --> 00:35:17.784
Because we're talking to entrepreneurs,

00:35:18.264 --> 00:35:19.523
or junk removal entrepreneurs,

00:35:19.943 --> 00:35:22.125
that is ultimately a part of it.

00:35:22.784 --> 00:35:23.364
Companies like

00:35:23.385 --> 00:35:25.306
1-800-GOT-JUNK who pioneered

00:35:25.365 --> 00:35:26.465
the industry in the 90s,

00:35:26.766 --> 00:35:27.766
they've done a really good

00:35:27.806 --> 00:35:29.126
job of paving the way

00:35:29.686 --> 00:35:32.027
for sort of this wave of

00:35:32.789 --> 00:35:33.989
businesses that are sort of

00:35:34.030 --> 00:35:35.490
competing and saying, hey, look,

00:35:35.550 --> 00:35:38.893
we can provide a more localized,

00:35:38.932 --> 00:35:39.873
a more competitive,

00:35:40.273 --> 00:35:41.273
potentially even a higher

00:35:41.333 --> 00:35:42.655
quality service depending

00:35:42.914 --> 00:35:44.755
on who the company is.

00:35:44.795 --> 00:35:45.836
Some are better, some are not.

00:35:46.177 --> 00:35:47.478
But the reality is it's

00:35:47.518 --> 00:35:48.539
about that market share.

00:35:48.599 --> 00:35:50.380
If you can tap into the

00:35:50.460 --> 00:35:52.541
market share that's already in existence,

00:35:53.101 --> 00:35:54.541
you can build a real

00:35:54.963 --> 00:35:56.322
business in this industry

00:35:56.382 --> 00:35:57.304
here and you can make

00:35:57.324 --> 00:35:58.565
something really special out of it.

00:35:59.244 --> 00:36:00.184
Well, so the thing is,

00:36:00.224 --> 00:36:01.684
when going after the

00:36:01.704 --> 00:36:02.846
800-guy junkies in the world, right?

00:36:02.865 --> 00:36:05.126
They're the 800-pound gorilla.

00:36:06.086 --> 00:36:06.726
You're right.

00:36:06.766 --> 00:36:07.847
They built this industry.

00:36:08.088 --> 00:36:08.668
Give them credit.

00:36:08.907 --> 00:36:10.108
They're not going anywhere, right?

00:36:10.389 --> 00:36:12.670
So we ain't slaying the damn gorilla,

00:36:12.710 --> 00:36:12.869
right?

00:36:12.909 --> 00:36:13.050
Hell,

00:36:13.110 --> 00:36:16.391
I had Kevin Hess on here two weeks ago.

00:36:16.690 --> 00:36:18.192
He came from the 800-guy junk world,

00:36:18.231 --> 00:36:18.371
right?

00:36:18.411 --> 00:36:20.012
And I know some of the 800-guy junk guys,

00:36:20.072 --> 00:36:20.132
and

00:36:20.876 --> 00:36:23.217
I, you know, I definitely knowledge here,

00:36:23.237 --> 00:36:24.518
like credit where credit is due,

00:36:24.557 --> 00:36:24.918
no doubt.

00:36:25.679 --> 00:36:26.239
What was interesting,

00:36:26.278 --> 00:36:27.478
what you said there was we

00:36:27.498 --> 00:36:28.418
can beat them on service.

00:36:28.458 --> 00:36:29.260
We can beat them on being

00:36:29.300 --> 00:36:30.800
local or price or whatever.

00:36:31.360 --> 00:36:32.420
The number one thing we can

00:36:32.440 --> 00:36:34.400
beat 800 guy junk on is

00:36:34.501 --> 00:36:34.960
environmental

00:36:35.001 --> 00:36:37.081
responsibility because of

00:36:37.121 --> 00:36:38.222
the nature of their business.

00:36:38.402 --> 00:36:40.143
They're in the churn business, right?

00:36:40.163 --> 00:36:41.923
They are in the right,

00:36:42.264 --> 00:36:44.443
the fast food industry of junk removal,

00:36:44.804 --> 00:36:45.003
right?

00:36:45.264 --> 00:36:46.565
It is, it is high churn.

00:36:47.005 --> 00:36:48.184
It is quality, you know,

00:36:48.264 --> 00:36:49.806
quantity over quality.

00:36:50.253 --> 00:36:56.416
It is fast and good, but not great.

00:36:57.637 --> 00:36:59.398
And so the opportunity I see

00:37:00.199 --> 00:37:03.842
is going after more of the

00:37:03.882 --> 00:37:05.864
sustainability aspect.

00:37:06.344 --> 00:37:07.585
Their model is not built for that.

00:37:07.744 --> 00:37:08.865
Maybe they'll get there someday.

00:37:09.266 --> 00:37:12.027
The other big ones here in the States

00:37:12.405 --> 00:37:14.907
junk king leans in heavy on

00:37:15.168 --> 00:37:15.789
um environmental

00:37:16.048 --> 00:37:17.150
sustainability and also

00:37:17.190 --> 00:37:18.530
junk luggers big time they

00:37:18.871 --> 00:37:19.652
right and so that's how

00:37:19.692 --> 00:37:20.952
they lean in on and how do

00:37:20.972 --> 00:37:22.195
they compete with 800 junk

00:37:22.215 --> 00:37:22.855
because they don't have

00:37:23.094 --> 00:37:24.016
those other advantages that

00:37:24.056 --> 00:37:25.717
we have being the local you

00:37:25.737 --> 00:37:27.199
know the local company and

00:37:27.259 --> 00:37:28.340
so my challenge and then

00:37:28.380 --> 00:37:29.039
one of the reasons why I do

00:37:29.061 --> 00:37:30.461
this podcast is to teach

00:37:30.902 --> 00:37:31.862
other jungle companies how

00:37:31.902 --> 00:37:32.864
to be more environmentally

00:37:33.063 --> 00:37:34.244
conscious because that's

00:37:34.264 --> 00:37:36.027
how we went I looked at uh

00:37:36.126 --> 00:37:37.568
our numbers earlier today um

00:37:38.512 --> 00:37:39.753
I'm doing a report because I

00:37:39.793 --> 00:37:40.554
enjoy doing reports.

00:37:41.173 --> 00:37:43.454
We've recycled 561,000

00:37:43.454 --> 00:37:46.034
pounds of metal this year so far.

00:37:46.215 --> 00:37:46.034
561,000.

00:37:46.255 --> 00:37:48.916
So our goal is a million

00:37:48.956 --> 00:37:50.516
pounds recovered this year.

00:37:50.637 --> 00:37:52.557
We are right where we need to be.

00:37:52.998 --> 00:37:55.838
And that got me excited.

00:37:56.298 --> 00:37:57.199
561,000 pounds.

00:37:57.478 --> 00:37:57.599
Now,

00:37:57.639 --> 00:38:00.579
if I equate that to how many tons of

00:38:00.619 --> 00:38:01.320
material that would have

00:38:01.340 --> 00:38:05.641
cost me in disposal, there's my profit.

00:38:05.972 --> 00:38:07.414
My profit's gone, right?

00:38:07.735 --> 00:38:09.076
Not entirely.

00:38:09.976 --> 00:38:11.717
It's cut into it significantly, right?

00:38:12.179 --> 00:38:14.101
And that's only one commodity.

00:38:14.440 --> 00:38:19.425
So we pay $350 a load to

00:38:19.465 --> 00:38:21.507
ship out a 53-foot semi of mattresses.

00:38:23.530 --> 00:38:25.210
So if I just say a full semi

00:38:25.231 --> 00:38:26.371
of mattresses to the landfill,

00:38:26.391 --> 00:38:28.896
it's going to cost me more than $350.

00:38:28.896 --> 00:38:30.338
Yes, I have to sort them, right?

00:38:30.458 --> 00:38:31.358
There's labor, right?

00:38:31.398 --> 00:38:32.117
I have to sort them.

00:38:32.157 --> 00:38:33.099
I can't just put them, right?

00:38:33.119 --> 00:38:34.039
So I have to load them on

00:38:34.059 --> 00:38:35.119
the truck and unload them

00:38:35.159 --> 00:38:36.760
versus loading them and dumping them,

00:38:36.780 --> 00:38:36.880
right?

00:38:36.980 --> 00:38:37.760
So I have to unload them.

00:38:38.380 --> 00:38:40.541
I sort them and I store them, right?

00:38:40.561 --> 00:38:41.722
I sort them and I store them

00:38:41.742 --> 00:38:42.983
in my facility and then I

00:38:43.023 --> 00:38:43.922
have to reload them.

00:38:44.402 --> 00:38:45.983
So it's not like, oh, it's for free or,

00:38:46.003 --> 00:38:46.884
you know, there's other,

00:38:47.224 --> 00:38:49.766
I'd rather spend money on the investment,

00:38:50.126 --> 00:38:52.467
giving my guys hours than

00:38:52.527 --> 00:38:53.766
the expense of disposal

00:38:54.266 --> 00:38:54.927
when it's going to cost

00:38:54.967 --> 00:38:55.688
about the same thing.

00:38:56.956 --> 00:38:58.117
It's one thing to say, you know,

00:38:58.197 --> 00:39:00.077
sheet iron, you know, non-ferrous metal,

00:39:00.199 --> 00:39:02.159
ferrous metal, electronics, right?

00:39:02.179 --> 00:39:02.639
Those things are all

00:39:02.659 --> 00:39:03.739
cashflow positive for us.

00:39:04.601 --> 00:39:06.240
Mattresses are not cashflow positive,

00:39:07.222 --> 00:39:07.402
right?

00:39:07.541 --> 00:39:11.222
And yet it's more sound to

00:39:11.403 --> 00:39:12.704
get them down the road and

00:39:12.764 --> 00:39:13.605
not in the landfill.

00:39:14.264 --> 00:39:15.405
And so it's about a break

00:39:15.485 --> 00:39:16.346
even when I look at it.

00:39:16.385 --> 00:39:16.686
And yet,

00:39:16.987 --> 00:39:18.407
If I'm going to spend $1,000

00:39:18.407 --> 00:39:19.829
to get rid of all those mattresses,

00:39:20.168 --> 00:39:21.690
I'd rather spend $350 on

00:39:21.710 --> 00:39:23.230
disposal and $650 on

00:39:23.929 --> 00:39:26.530
investing in my guys than

00:39:26.530 --> 00:39:27.532
$1,000 because waste

00:39:27.572 --> 00:39:28.512
management doesn't need my

00:39:28.552 --> 00:39:30.592
fucking $1,000.

00:39:30.592 --> 00:39:32.873
They'll do just fine without me, right?

00:39:32.952 --> 00:39:33.893
While my guy is getting a

00:39:33.934 --> 00:39:36.195
couple extra hours on their

00:39:36.215 --> 00:39:36.974
check every now and then,

00:39:38.195 --> 00:39:39.036
that's better for them and

00:39:39.056 --> 00:39:39.896
better for our community.

00:39:41.235 --> 00:39:42.036
Yeah, absolutely.

00:39:42.117 --> 00:39:42.777
I mean, we've been...

00:39:44.311 --> 00:39:47.275
Like, we made it clear early on that, like,

00:39:47.315 --> 00:39:49.217
we grew up with blue box recycling.

00:39:49.257 --> 00:39:50.539
Blue box recycling out here

00:39:50.840 --> 00:39:51.840
in what we do in Canada is

00:39:51.860 --> 00:39:54.123
you basically get your plastics,

00:39:54.445 --> 00:39:56.746
your cans, your glass,

00:39:57.708 --> 00:39:58.650
and then we get a little

00:39:58.690 --> 00:39:59.931
yellow bag for cardboard.

00:40:00.692 --> 00:40:02.052
and we put it outside and

00:40:02.092 --> 00:40:03.112
now we do food waste as

00:40:03.172 --> 00:40:04.614
well and then you get one

00:40:04.653 --> 00:40:06.494
garbage can for mixed

00:40:06.534 --> 00:40:08.615
garbage waste and since I

00:40:08.635 --> 00:40:09.777
can remember like I just

00:40:09.797 --> 00:40:11.077
grew up with with just

00:40:11.117 --> 00:40:12.237
trying to keep that garbage

00:40:12.257 --> 00:40:13.478
can as low as possible and

00:40:13.498 --> 00:40:14.179
just trying to move

00:40:14.259 --> 00:40:15.679
everything else out into

00:40:15.699 --> 00:40:18.201
the recyclable bags and

00:40:18.240 --> 00:40:19.362
that's just how we've built

00:40:19.422 --> 00:40:20.902
our business and it's I

00:40:20.922 --> 00:40:21.822
don't even know if we do a

00:40:21.862 --> 00:40:22.983
good enough job marketing

00:40:23.063 --> 00:40:23.903
how environmentally

00:40:23.943 --> 00:40:24.784
friendly we are to be

00:40:24.824 --> 00:40:26.025
honest with you and that's

00:40:26.065 --> 00:40:27.065
probably a conversation

00:40:27.106 --> 00:40:29.206
with the marketing team after this but

00:40:30.166 --> 00:40:32.108
The reality is I hate

00:40:32.168 --> 00:40:33.530
greenwashing so much.

00:40:33.750 --> 00:40:35.070
When I see the competition

00:40:35.110 --> 00:40:36.070
at the transfer station

00:40:36.112 --> 00:40:38.213
just pressing the eject

00:40:38.273 --> 00:40:39.494
button and they're just

00:40:39.554 --> 00:40:41.235
mixing in their concrete

00:40:41.275 --> 00:40:42.536
and their mattresses and

00:40:42.556 --> 00:40:43.876
their green waste and their

00:40:44.217 --> 00:40:45.257
cardboard and their

00:40:45.297 --> 00:40:47.579
electronics and their donatable goods.

00:40:48.219 --> 00:40:50.081
It's just take the time.

00:40:51.123 --> 00:40:52.425
to do it properly.

00:40:52.985 --> 00:40:55.226
And every municipality,

00:40:55.266 --> 00:40:56.367
every city is going to work

00:40:56.387 --> 00:40:57.429
with different parameters

00:40:57.489 --> 00:40:58.650
on what's available to them.

00:40:59.409 --> 00:41:01.112
Couch recycling in Vancouver

00:41:01.172 --> 00:41:02.273
is very challenging.

00:41:02.612 --> 00:41:04.293
Mattress recycling is very easy.

00:41:05.275 --> 00:41:06.956
Cardboard recycling is very easy.

00:41:08.356 --> 00:41:10.679
Electronics was tricky,

00:41:10.719 --> 00:41:13.360
but we found a way to make it easy.

00:41:14.561 --> 00:41:15.742
And so it's, yeah, there's,

00:41:15.762 --> 00:41:16.282
there's different,

00:41:16.322 --> 00:41:17.784
I love that you guys got a warehouse.

00:41:17.824 --> 00:41:20.085
I think more junk removal companies, uh,

00:41:20.106 --> 00:41:21.206
we're looking at signing on

00:41:21.246 --> 00:41:22.708
a pretty big warehouse

00:41:22.748 --> 00:41:23.568
coming up where we're

00:41:23.608 --> 00:41:24.789
taking on some commercial

00:41:24.869 --> 00:41:26.110
contracts to accept like

00:41:26.170 --> 00:41:27.610
large scale recycling coming in.

00:41:28.311 --> 00:41:31.393
Um, and it's, it's just important.

00:41:31.554 --> 00:41:32.855
I mean, it's the only way, otherwise,

00:41:32.894 --> 00:41:33.454
what are we doing?

00:41:33.494 --> 00:41:33.896
Like we're,

00:41:33.956 --> 00:41:35.637
we're probably like quick

00:41:35.717 --> 00:41:36.978
napkin math this year.

00:41:36.998 --> 00:41:40.320
Uh, let's go one, two, three, one, two,

00:41:40.380 --> 00:41:42.681
three divided by point.

00:41:43.853 --> 00:41:48.715
We're probably hauling 15

00:41:48.715 --> 00:41:50.436
million pounds of material this year,

00:41:50.597 --> 00:41:51.117
at least.

00:41:51.456 --> 00:41:54.239
Probably more, to be honest with you.

00:41:54.759 --> 00:41:54.998
Okay.

00:41:55.179 --> 00:41:56.800
I love me some hillbilly math.

00:41:57.802 --> 00:41:59.822
What's your 1.23?

00:41:59.862 --> 00:42:01.282
Is that your average load size?

00:42:02.043 --> 00:42:02.684
Yeah,

00:42:02.804 --> 00:42:05.304
I just took basically the total

00:42:05.385 --> 00:42:06.585
revenue divided by the

00:42:06.664 --> 00:42:07.445
average load size

00:42:07.505 --> 00:42:11.586
multiplied by the tons and

00:42:11.626 --> 00:42:12.367
then brought that into

00:42:12.407 --> 00:42:15.108
pounds just because I'm a pound person.

00:42:16.157 --> 00:42:16.378
Yeah.

00:42:16.557 --> 00:42:18.059
I mean, let's just say 50 million pounds.

00:42:18.338 --> 00:42:20.278
We have an option to recycle

00:42:20.278 --> 00:42:21.940
3 million pounds of that,

00:42:21.940 --> 00:42:23.260
5 million pounds of that,

00:42:23.260 --> 00:42:24.701
10 million pounds of that,

00:42:24.701 --> 00:42:26.280
12 million pounds of that.

00:42:26.420 --> 00:42:26.740
And like,

00:42:27.081 --> 00:42:28.322
ultimately it's 15 million pounds.

00:42:28.342 --> 00:42:29.061
You know what I mean?

00:42:29.101 --> 00:42:29.601
Maybe one day.

00:42:33.076 --> 00:42:36.137
And so the more you like

00:42:36.197 --> 00:42:37.177
some of our job sites,

00:42:37.318 --> 00:42:38.637
if a construction company

00:42:38.878 --> 00:42:40.998
requires us to recycle 80

00:42:40.998 --> 00:42:43.920
to 90% on a job site in

00:42:44.021 --> 00:42:45.561
order to achieve the lead

00:42:45.621 --> 00:42:47.242
standards for that construction site,

00:42:47.461 --> 00:42:47.902
guess what?

00:42:48.141 --> 00:42:49.043
We can make it happen.

00:42:49.762 --> 00:42:51.403
And that means anyone can make it happen.

00:42:51.583 --> 00:42:52.764
And so then the question is,

00:42:53.224 --> 00:42:54.644
is what systems can we put

00:42:54.684 --> 00:42:57.126
in place to make sure that

00:42:57.166 --> 00:42:58.447
we're minimizing the amount

00:42:58.467 --> 00:42:59.646
of waste going to the landfill?

00:42:59.847 --> 00:43:01.307
Because ultimately that's the future.

00:43:02.188 --> 00:43:03.088
And if we pass these

00:43:03.148 --> 00:43:05.429
businesses on to our employees,

00:43:05.469 --> 00:43:07.110
our children, whoever it's going to be,

00:43:07.130 --> 00:43:09.152
you know,

00:43:09.231 --> 00:43:10.152
we can either leave a good

00:43:10.192 --> 00:43:11.693
legacy or we can just do a

00:43:11.753 --> 00:43:13.974
half ass job of sending

00:43:14.014 --> 00:43:15.114
everything to the dump and

00:43:15.155 --> 00:43:16.614
be no better than the next person.

00:43:17.596 --> 00:43:20.117
So our goal and our business

00:43:20.556 --> 00:43:23.338
is to recover 20,000 tons

00:43:23.358 --> 00:43:25.699
of material in the next 10 years.

00:43:27.219 --> 00:43:27.460
Right.

00:43:27.581 --> 00:43:28.240
Love that.

00:43:28.641 --> 00:43:28.780
Right.

00:43:28.800 --> 00:43:30.081
So that's 10 million pounds.

00:43:31.597 --> 00:43:32.759
It's 4 million pounds a year.

00:43:34.179 --> 00:43:35.320
Yeah.

00:43:36.121 --> 00:43:39.784
Yeah, do it.

00:43:39.804 --> 00:43:39.784
100%.

00:43:39.824 --> 00:43:40.804
How many pounds you said you

00:43:40.824 --> 00:43:41.784
put in the landfill this year?

00:43:42.166 --> 00:43:44.186
Roughly, you said at scale?

00:43:45.987 --> 00:43:46.528
Well,

00:43:46.668 --> 00:43:50.771
let me pull up the... Let's go...

00:43:56.454 --> 00:43:57.436
This break is brought to

00:43:57.496 --> 00:43:59.237
you by Hillbilly Math.

00:43:59.336 --> 00:44:00.237
The best math around.

00:44:01.757 --> 00:44:03.358
So I have a three part.

00:44:03.398 --> 00:44:03.579
Yeah.

00:44:03.619 --> 00:44:06.121
I mean, if we can go ahead, if, if we can,

00:44:06.322 --> 00:44:06.702
if we're,

00:44:06.961 --> 00:44:10.164
if we can achieve like 70% diversion,

00:44:10.324 --> 00:44:10.525
I mean,

00:44:10.545 --> 00:44:12.065
a lot of the construction sites are long.

00:44:12.746 --> 00:44:12.927
Yeah.

00:44:12.947 --> 00:44:13.067
Yeah.

00:44:13.086 --> 00:44:14.268
A lot of the construction

00:44:14.288 --> 00:44:15.228
sites are a lot more than that.

00:44:15.507 --> 00:44:17.110
Sometimes the residential waste,

00:44:17.170 --> 00:44:18.811
like there's just no great

00:44:19.271 --> 00:44:20.913
recyclable systems for like,

00:44:21.152 --> 00:44:22.893
like plastics, for example,

00:44:22.914 --> 00:44:23.353
you know what I mean?

00:44:23.373 --> 00:44:26.336
Like we can take commercial plastic too.

00:44:26.396 --> 00:44:26.516
Yeah.

00:44:26.856 --> 00:44:27.097
If we,

00:44:27.177 --> 00:44:29.159
if we start with a goal of 75%

00:44:29.159 --> 00:44:30.539
across all commodities and,

00:44:31.112 --> 00:44:31.311
Right?

00:44:31.472 --> 00:44:31.771
Yeah.

00:44:32.172 --> 00:44:32.713
That's awesome.

00:44:32.913 --> 00:44:33.893
Because I would argue most

00:44:34.114 --> 00:44:35.434
junk removal companies are less than 10%.

00:44:35.434 --> 00:44:36.335
Right?

00:44:36.574 --> 00:44:37.315
I don't give a shit what the

00:44:37.335 --> 00:44:38.235
bullshit websites say.

00:44:38.275 --> 00:44:39.436
We recycle between 40% and 60%.

00:44:39.996 --> 00:44:41.518
No, the fuck you don't.

00:44:42.157 --> 00:44:43.018
Because I go to the transfer

00:44:43.039 --> 00:44:44.019
stations and the landfills

00:44:44.059 --> 00:44:45.039
and I watch your guys

00:44:45.300 --> 00:44:46.940
fucking dump out stoves and

00:44:47.001 --> 00:44:48.382
mattresses and cardboard

00:44:48.541 --> 00:44:49.262
every fucking day.

00:44:49.623 --> 00:44:49.742
Yeah.

00:44:50.489 --> 00:44:51.849
Well,

00:44:52.349 --> 00:44:55.512
we're pushing about 60% to 70%

00:44:55.512 --> 00:44:56.994
commercial revenue right now.

00:44:57.474 --> 00:44:58.434
And so typically with

00:44:58.474 --> 00:44:59.516
commercial… I was going to

00:44:59.556 --> 00:45:00.476
ask you that where you're looking.

00:45:00.496 --> 00:45:00.896
That's huge.

00:45:01.137 --> 00:45:03.077
That's the inverse of the industry.

00:45:03.157 --> 00:45:05.280
The industry average is 68% residential.

00:45:05.539 --> 00:45:06.440
So you are… Well,

00:45:06.460 --> 00:45:08.661
we used to be 68% residential,

00:45:09.282 --> 00:45:10.443
but we wanted to scale up.

00:45:10.744 --> 00:45:14.126
And you can't… It's hard to scale resi,

00:45:14.146 --> 00:45:15.547
but you certainly can control…

00:45:16.367 --> 00:45:17.889
the amount of business to

00:45:17.929 --> 00:45:19.351
business relationships that you have.

00:45:19.592 --> 00:45:20.353
And you certainly can

00:45:20.414 --> 00:45:22.496
develop good B2B sales systems.

00:45:22.836 --> 00:45:23.197
And lastly,

00:45:23.217 --> 00:45:24.880
you can certainly do a good job

00:45:25.340 --> 00:45:26.382
and build out retention

00:45:26.422 --> 00:45:27.443
systems to keep working

00:45:27.463 --> 00:45:30.007
with these companies over

00:45:30.965 --> 00:45:32.266
One year, three years, five years.

00:45:32.326 --> 00:45:33.206
I mean,

00:45:33.367 --> 00:45:34.728
we have some construction companies

00:45:34.768 --> 00:45:35.548
that have been working with

00:45:35.628 --> 00:45:36.869
us since the same year that

00:45:36.891 --> 00:45:37.530
we launched in 2011.

00:45:37.530 --> 00:45:39.432
We actually took one of them

00:45:39.452 --> 00:45:40.614
to Mexico last year to go

00:45:40.634 --> 00:45:42.215
on a fishing trip because I

00:45:42.235 --> 00:45:43.295
don't know how much they sent,

00:45:43.315 --> 00:45:44.097
probably half a million

00:45:44.117 --> 00:45:45.338
dollars in revenue so far

00:45:45.878 --> 00:45:46.679
because they've literally

00:45:46.699 --> 00:45:47.639
been working with us for

00:45:47.659 --> 00:45:49.021
like almost 12 years now.

00:45:49.681 --> 00:45:49.802
And...

00:45:50.822 --> 00:45:52.804
it's just you know it's that

00:45:52.884 --> 00:45:54.164
that is that is ultimately

00:45:54.204 --> 00:45:55.206
a good way and but I only

00:45:55.226 --> 00:45:55.867
bring that up on the

00:45:55.907 --> 00:45:57.288
recycling side because a

00:45:57.648 --> 00:45:58.389
sometimes they actually

00:45:58.449 --> 00:45:59.489
mandate a certain amount of

00:45:59.510 --> 00:46:00.791
recycling and so it holds

00:46:00.911 --> 00:46:02.612
everybody accountable and b

00:46:02.913 --> 00:46:04.094
we're looking a lot of wood

00:46:04.135 --> 00:46:04.855
waste we're looking at a

00:46:04.875 --> 00:46:05.735
lot of drywall we're

00:46:05.755 --> 00:46:07.418
looking a lot of concrete

00:46:07.637 --> 00:46:08.798
like large-scale mattress

00:46:08.838 --> 00:46:10.099
pickups from hotels like

00:46:10.119 --> 00:46:10.981
there's a whole bunch of

00:46:11.581 --> 00:46:13.483
and all this stuff is recyclable and so

00:46:14.804 --> 00:46:15.905
It's not that we avoid the

00:46:15.945 --> 00:46:17.226
residential stuff.

00:46:17.505 --> 00:46:18.626
Like I say,

00:46:18.626 --> 00:46:21.349
33% or maybe even 40% is still

00:46:22.130 --> 00:46:28.494
a good amount of residential volume.

00:46:29.414 --> 00:46:31.257
You can only expect so much

00:46:31.356 --> 00:46:32.257
market share on the

00:46:32.398 --> 00:46:34.059
residential junk removal side,

00:46:34.099 --> 00:46:35.639
whereas we expect a large

00:46:35.679 --> 00:46:36.840
majority of the market

00:46:36.860 --> 00:46:37.902
share on the commercial side.

00:46:37.942 --> 00:46:39.222
We make a really big push for it.

00:46:39.757 --> 00:46:39.938
Yeah,

00:46:40.079 --> 00:46:41.199
so that's one of the things that we do.

00:46:41.501 --> 00:46:42.802
Even office cleanups, for example,

00:46:42.862 --> 00:46:44.204
we have a high recovery

00:46:44.264 --> 00:46:46.188
rate because even the old desks,

00:46:46.248 --> 00:46:48.710
those big fucking old desks that are wood,

00:46:48.891 --> 00:46:50.072
we know we're not going to

00:46:50.092 --> 00:46:50.855
be able to donate them.

00:46:51.375 --> 00:46:52.737
However, we can still recycle them.

00:46:53.018 --> 00:46:54.440
So all of our wood will get chipped up

00:46:54.793 --> 00:46:55.574
and then it gets turned into

00:46:55.653 --> 00:46:57.494
landfill cover or wood chips or whatever,

00:46:57.574 --> 00:46:57.735
right?

00:46:57.755 --> 00:46:59.235
So, yeah, commercial jobs,

00:46:59.255 --> 00:47:00.956
there's always a higher recycling, right?

00:47:00.976 --> 00:47:02.577
Because I want to break this

00:47:02.617 --> 00:47:03.518
down into two categories.

00:47:03.579 --> 00:47:05.019
Construction debris, right,

00:47:05.059 --> 00:47:06.121
residential or commercial,

00:47:06.420 --> 00:47:07.380
is going to have a higher

00:47:07.420 --> 00:47:08.942
percentage of recoverable

00:47:09.003 --> 00:47:12.744
material than MSW, municipal solid waste.

00:47:12.764 --> 00:47:13.686
Do you all call it MSW?

00:47:13.706 --> 00:47:15.586
What do you guys call your general waste?

00:47:16.286 --> 00:47:16.728
MSW?

00:47:16.987 --> 00:47:18.108
Yeah, I mean, it depends.

00:47:18.168 --> 00:47:19.389
Mixed waste, general waste.

00:47:19.409 --> 00:47:20.349
That's fine.

00:47:20.389 --> 00:47:21.451
Because most junk roll

00:47:21.510 --> 00:47:23.231
companies don't even differentiate MSW.

00:47:23.251 --> 00:47:23.952
They're like, trash.

00:47:24.012 --> 00:47:24.413
I'm like, well,

00:47:25.172 --> 00:47:27.135
what do you mean by trash or refuge?

00:47:27.195 --> 00:47:27.335
Right.

00:47:27.454 --> 00:47:28.255
Like what do you garbage?

00:47:28.275 --> 00:47:30.097
Like let's write to MSW.

00:47:30.536 --> 00:47:31.978
Now on the commercial side,

00:47:33.099 --> 00:47:34.400
typically for us commercial side,

00:47:34.440 --> 00:47:35.141
we always have much higher

00:47:35.161 --> 00:47:36.461
scrap numbers because

00:47:36.521 --> 00:47:37.503
commercial furniture is

00:47:37.523 --> 00:47:38.943
always heavier and there's more steel.

00:47:38.963 --> 00:47:39.103
If you,

00:47:39.244 --> 00:47:40.204
if you want a commercial building

00:47:40.244 --> 00:47:40.905
versus a house,

00:47:41.085 --> 00:47:41.925
you're going to see more steel.

00:47:42.146 --> 00:47:44.108
It's a natural right.

00:47:44.148 --> 00:47:46.088
Evolution of interior design.

00:47:46.128 --> 00:47:46.789
I don't fucking know.

00:47:47.030 --> 00:47:48.010
Durability, right?

00:47:48.070 --> 00:47:49.552
Like sanitization, right?

00:47:49.572 --> 00:47:50.572
Like you're going to have

00:47:50.592 --> 00:47:51.353
fluorescent lights and,

00:47:51.811 --> 00:47:52.351
Right.

00:47:52.431 --> 00:47:53.172
In a commercial building

00:47:53.193 --> 00:47:54.052
while in a residential house,

00:47:54.072 --> 00:47:54.733
you probably don't have

00:47:54.773 --> 00:47:55.333
fluorescent lights.

00:47:55.614 --> 00:47:55.713
Right.

00:47:55.733 --> 00:47:56.793
So you have all this steel

00:47:56.853 --> 00:47:57.813
and ballast and things of

00:47:57.833 --> 00:47:58.614
that nature to work with.

00:47:58.655 --> 00:48:01.556
So, yes, as you do more commercial work,

00:48:02.036 --> 00:48:02.835
naturally,

00:48:03.376 --> 00:48:04.876
your recycling numbers can be higher.

00:48:05.177 --> 00:48:06.697
My challenge industry wide

00:48:06.898 --> 00:48:08.498
is what is what is the

00:48:08.539 --> 00:48:11.059
threshold that we can we say 75 percent?

00:48:12.418 --> 00:48:13.619
recycled across the board

00:48:13.798 --> 00:48:15.039
and you accept the fact yes

00:48:15.099 --> 00:48:16.981
commercial construction

00:48:17.001 --> 00:48:18.143
debris we're at 95 recovery

00:48:18.643 --> 00:48:20.025
and at residential we're at

00:48:20.025 --> 00:48:22.246
50 and yet we got this 75

00:48:22.246 --> 00:48:23.668
blend because weight wise

00:48:23.688 --> 00:48:24.708
we got more weight up here

00:48:24.768 --> 00:48:26.090
right that that's what I

00:48:26.130 --> 00:48:27.510
want to go for I want to go

00:48:27.630 --> 00:48:28.411
after the guys that are

00:48:28.431 --> 00:48:29.172
throwing everything in the

00:48:29.211 --> 00:48:30.753
landfill I mean we got guys

00:48:30.773 --> 00:48:31.735
down south especially like

00:48:31.755 --> 00:48:32.715
the panhandle of florida

00:48:33.036 --> 00:48:34.657
it's 14 a ton to go to

00:48:35.597 --> 00:48:38.039
their fucking landfill right

00:48:38.373 --> 00:48:40.114
They are not financially incentivized.

00:48:40.153 --> 00:48:40.333
Yeah.

00:48:40.554 --> 00:48:40.693
Right.

00:48:40.713 --> 00:48:42.273
And then I got a guy I know up in Vermont.

00:48:42.534 --> 00:48:45.556
It's $260 a ton to go to the landfill.

00:48:45.596 --> 00:48:45.795
Yeah.

00:48:45.856 --> 00:48:46.755
It's all over the place.

00:48:46.996 --> 00:48:47.155
Right.

00:48:47.175 --> 00:48:48.597
He's financially incentivized.

00:48:48.737 --> 00:48:49.577
And most people in the

00:48:49.617 --> 00:48:51.297
country are between 75 and 125.

00:48:51.297 --> 00:48:55.119
That's the general price range.

00:48:55.139 --> 00:48:56.139
You don't even hear in Wisconsin.

00:48:56.179 --> 00:48:58.199
Our low is like 80 and our high is 120.

00:48:58.239 --> 00:49:00.800
So we're right in that fucking sweet spot,

00:49:00.820 --> 00:49:01.081
you know?

00:49:01.402 --> 00:49:01.742
And it's like,

00:49:01.762 --> 00:49:02.842
so how do you get people

00:49:03.302 --> 00:49:04.623
financially incentivized

00:49:04.922 --> 00:49:06.443
when it's $100 a ton for

00:49:06.483 --> 00:49:07.884
hillbilly math's sake, right?

00:49:09.068 --> 00:49:11.289
to divert, right,

00:49:11.369 --> 00:49:13.630
to cash flow positive endeavors, you know,

00:49:13.650 --> 00:49:14.771
fairest, non-fairest metals,

00:49:15.510 --> 00:49:16.992
and also maybe cash neutral

00:49:17.012 --> 00:49:18.891
or cash negative, you know,

00:49:18.972 --> 00:49:21.833
mattresses and electronics and things,

00:49:22.132 --> 00:49:23.893
because there's a cost to storing stuff,

00:49:24.454 --> 00:49:24.574
right?

00:49:24.594 --> 00:49:25.233
Whether you have a storage

00:49:25.293 --> 00:49:27.735
unit or a storage facility or a warehouse,

00:49:27.815 --> 00:49:28.034
right?

00:49:28.175 --> 00:49:28.815
When you're running your

00:49:28.835 --> 00:49:29.675
backyard and you're doing a

00:49:29.695 --> 00:49:30.615
half million a year and

00:49:30.635 --> 00:49:32.056
you're making $100,000 a year,

00:49:32.856 --> 00:49:34.056
the challenge is, okay,

00:49:34.317 --> 00:49:34.916
are you willing to make

00:49:34.916 --> 00:49:36.237
$50,000 in the next two or

00:49:36.277 --> 00:49:37.717
three years to...

00:49:38.273 --> 00:49:42.016
build out that $1.25 to $2

00:49:42.016 --> 00:49:43.317
million business that's

00:49:43.456 --> 00:49:45.597
also recycling a lot of material.

00:49:45.858 --> 00:49:47.159
That's what I'm most excited about.

00:49:47.179 --> 00:49:47.739
That's why I was really

00:49:47.759 --> 00:49:48.500
excited to have you on the

00:49:48.519 --> 00:49:50.820
show because there's only a handful,

00:49:51.121 --> 00:49:52.812
I don't even know, 10,

00:49:52.812 --> 00:49:54.422
15 independent junk removal

00:49:54.463 --> 00:49:56.523
companies that do $5

00:49:56.523 --> 00:49:57.684
million and north of that.

00:49:58.485 --> 00:50:01.067
I probably can't even name them off.

00:50:01.106 --> 00:50:01.226
Yeah.

00:50:04.264 --> 00:50:04.543
Yeah.

00:50:05.123 --> 00:50:05.304
Well,

00:50:05.425 --> 00:50:07.344
and it goes back to what we were

00:50:07.364 --> 00:50:08.065
talking about before.

00:50:08.085 --> 00:50:09.405
It takes that time, energy,

00:50:09.445 --> 00:50:10.447
and commitment to building

00:50:10.487 --> 00:50:11.146
out the systems,

00:50:11.186 --> 00:50:12.608
to building out the org structure,

00:50:12.628 --> 00:50:13.447
to building out the

00:50:14.208 --> 00:50:15.349
marketing needs systems,

00:50:15.429 --> 00:50:16.789
business development needs systems,

00:50:16.849 --> 00:50:17.829
sales needs systems,

00:50:17.909 --> 00:50:19.130
operations needs systems.

00:50:19.170 --> 00:50:19.431
And it's...

00:50:20.635 --> 00:50:21.737
It's the hard route.

00:50:22.277 --> 00:50:24.759
The easy route is McDonald's.

00:50:24.978 --> 00:50:26.539
The hard route is meat and

00:50:26.579 --> 00:50:27.840
vegetables at the grocery

00:50:27.880 --> 00:50:29.322
store and on the barbecue

00:50:29.342 --> 00:50:30.862
in the frying pan.

00:50:30.882 --> 00:50:32.264
I told my wife this the other day.

00:50:32.384 --> 00:50:33.565
She's taking the hard route

00:50:33.605 --> 00:50:34.706
for parenting right now.

00:50:35.005 --> 00:50:38.188
The hard route is no screen time.

00:50:38.248 --> 00:50:41.911
The hard route is sitting down and

00:50:42.690 --> 00:50:44.351
like she she makes all of

00:50:44.431 --> 00:50:46.313
the the food for our eight

00:50:46.373 --> 00:50:47.375
month year old she doesn't

00:50:47.414 --> 00:50:49.215
just buy the and not that

00:50:49.255 --> 00:50:50.737
I'm judging or criticizing

00:50:50.996 --> 00:50:52.077
I'm just saying there's

00:50:52.117 --> 00:50:53.119
always a hard route and

00:50:53.139 --> 00:50:54.199
there's always an easy

00:50:54.260 --> 00:50:55.340
route and we're taking the

00:50:55.400 --> 00:50:56.641
hard route in junk removal

00:50:57.302 --> 00:50:59.744
um and it is hard but it's

00:50:59.844 --> 00:51:01.224
rewarding and it to me it's

00:51:01.264 --> 00:51:02.306
more meaningful it's more

00:51:02.326 --> 00:51:03.686
impactful it's more fun and

00:51:03.706 --> 00:51:04.586
you're building a real

00:51:04.646 --> 00:51:05.648
business and it's a real

00:51:05.788 --> 00:51:07.628
asset and um there's an

00:51:07.670 --> 00:51:09.411
easy route and it's going

00:51:09.451 --> 00:51:10.351
straight to the landfill

00:51:11.132 --> 00:51:12.813
The easy route is not

00:51:12.893 --> 00:51:13.893
training your employees.

00:51:14.273 --> 00:51:16.215
The easy route is ripping

00:51:16.275 --> 00:51:17.815
off clients to make more profit.

00:51:18.135 --> 00:51:20.177
The easy route is forcing

00:51:20.257 --> 00:51:21.536
tips on clients rather than

00:51:21.577 --> 00:51:23.057
being sort of more like

00:51:23.177 --> 00:51:24.679
empathetic to the situation

00:51:24.739 --> 00:51:26.900
and just being like, you know,

00:51:27.280 --> 00:51:28.380
you'll be forcing tips.

00:51:29.577 --> 00:51:30.137
No, no, no.

00:51:30.237 --> 00:51:30.697
Our, our,

00:51:30.878 --> 00:51:32.579
our team's trained to be like this here,

00:51:32.639 --> 00:51:33.822
click here to bypass it.

00:51:33.842 --> 00:51:35.663
And if a client really pushes for it,

00:51:35.704 --> 00:51:37.646
then they'll be like, yeah, yeah.

00:51:37.666 --> 00:51:38.126
You know what I mean?

00:51:38.166 --> 00:51:40.228
I'm saying the hard route is to be like,

00:51:40.248 --> 00:51:41.789
no, we don't need any tips.

00:51:42.210 --> 00:51:42.329
Yeah.

00:51:42.371 --> 00:51:43.891
I thought guys were like, no, no, no, no.

00:51:44.231 --> 00:51:44.472
Oh no.

00:51:44.632 --> 00:51:44.652
I,

00:51:44.913 --> 00:51:45.994
No, no, no.

00:51:46.034 --> 00:51:47.514
I'm not saying anyone's doing anything.

00:51:48.074 --> 00:51:49.135
I mean, some companies are,

00:51:49.175 --> 00:51:50.056
but for the most part,

00:51:50.317 --> 00:51:52.177
companies aren't operating unethically.

00:51:52.458 --> 00:51:53.759
They're just going the easy route,

00:51:53.798 --> 00:51:55.641
which is just like, it's not,

00:51:55.721 --> 00:51:56.621
those aren't the companies

00:51:56.641 --> 00:51:58.402
that are creating like value and,

00:51:58.663 --> 00:52:00.603
and lifetime legacy or

00:52:00.664 --> 00:52:01.364
anything like that.

00:52:01.664 --> 00:52:03.065
They're living for today, not tomorrow.

00:52:03.445 --> 00:52:04.746
And here's again, let's,

00:52:05.047 --> 00:52:06.088
I want to jump into words

00:52:06.128 --> 00:52:07.248
here as we start to wrap up,

00:52:07.268 --> 00:52:08.869
let's get rid of the word easy and hard,

00:52:09.510 --> 00:52:09.670
right?

00:52:09.690 --> 00:52:11.572
Because we as human have a tendency to,

00:52:13.123 --> 00:52:14.742
Not do what's easy because it's too easy.

00:52:16.304 --> 00:52:17.483
We skip things that are important.

00:52:18.204 --> 00:52:19.585
And we have a tendency to

00:52:20.445 --> 00:52:22.625
exasperate the difficulty of hard things.

00:52:22.644 --> 00:52:23.764
So let's eliminate those two words.

00:52:24.945 --> 00:52:25.746
And now let's insert

00:52:25.806 --> 00:52:27.846
complicated and simple.

00:52:29.047 --> 00:52:30.567
It is simple to go to the

00:52:30.586 --> 00:52:32.027
landfill and dump it out the ass end.

00:52:32.186 --> 00:52:33.007
We can agree on that.

00:52:33.628 --> 00:52:37.588
It is complicated to sort the material,

00:52:37.688 --> 00:52:39.128
to store it, and to ship it out.

00:52:39.809 --> 00:52:40.429
It's complicated.

00:52:41.422 --> 00:52:42.583
Can we agree on that?

00:52:43.523 --> 00:52:43.744
Okay.

00:52:43.764 --> 00:52:44.083
For sure.

00:52:44.784 --> 00:52:45.704
So it's our job.

00:52:47.105 --> 00:52:48.746
We are the professionals.

00:52:48.865 --> 00:52:51.027
You, me, everyone listening.

00:52:51.146 --> 00:52:54.268
It's our job to be the professionals.

00:52:54.407 --> 00:52:56.268
It's our job to make the

00:52:56.409 --> 00:52:58.130
complicated simple.

00:52:58.349 --> 00:53:00.851
So how do you make that simple?

00:53:00.911 --> 00:53:02.170
Well, let's look at it first.

00:53:02.331 --> 00:53:02.972
Let's sort it.

00:53:03.152 --> 00:53:04.552
So we got to train our employees.

00:53:05.032 --> 00:53:07.132
We got to have the right equipment, right?

00:53:07.373 --> 00:53:08.554
That's why we run box trucks.

00:53:08.614 --> 00:53:09.773
We run box trucks and drum

00:53:09.815 --> 00:53:10.875
trucks in tandem all day.

00:53:11.572 --> 00:53:11.753
Right.

00:53:12.072 --> 00:53:13.514
That way, our guys know, hey,

00:53:13.534 --> 00:53:14.554
if it's going back to the warehouse,

00:53:14.594 --> 00:53:15.315
if it has value,

00:53:15.335 --> 00:53:16.237
it goes in the box truck.

00:53:16.856 --> 00:53:18.197
If not, goes in the dump truck.

00:53:18.577 --> 00:53:18.737
Right.

00:53:19.018 --> 00:53:20.260
So we have to train our

00:53:20.300 --> 00:53:21.260
employees and provide them

00:53:21.280 --> 00:53:21.940
the right equipment.

00:53:22.280 --> 00:53:23.282
OK, that's the sort part.

00:53:24.623 --> 00:53:25.543
The store part.

00:53:26.003 --> 00:53:26.204
Right.

00:53:26.784 --> 00:53:28.806
We got to have a facility to

00:53:28.865 --> 00:53:29.806
store the material.

00:53:30.507 --> 00:53:32.849
We got to have a way then to keep it,

00:53:32.909 --> 00:53:33.469
to house it.

00:53:34.130 --> 00:53:35.391
And we have to then ship it

00:53:35.670 --> 00:53:36.632
in order to ship it.

00:53:37.172 --> 00:53:37.813
We're going to need to know

00:53:37.853 --> 00:53:39.173
who we're shipping this material to.

00:53:39.878 --> 00:53:41.559
scrap yards simple got it

00:53:41.760 --> 00:53:42.661
was run right down the road

00:53:43.242 --> 00:53:44.784
okay but like you said once

00:53:44.804 --> 00:53:45.625
you looked into it it's

00:53:45.644 --> 00:53:46.525
like okay I figured out

00:53:46.565 --> 00:53:47.847
mattresses I figured out

00:53:47.887 --> 00:53:48.929
cardboard I figured out

00:53:48.969 --> 00:53:50.050
concrete I figured out

00:53:50.170 --> 00:53:51.652
asphalt shingles okay so

00:53:51.692 --> 00:53:53.152
couches we haven't figured

00:53:53.172 --> 00:53:53.914
that one out it's still

00:53:53.934 --> 00:53:55.295
complicated okay but look

00:53:55.315 --> 00:53:55.996
at all these ones that are

00:53:56.016 --> 00:53:58.139
simple in order to ship it

00:53:58.179 --> 00:53:59.380
out now it's like well hold

00:53:59.440 --> 00:54:00.240
on how do we ship things

00:54:00.891 --> 00:54:02.032
Do you ship them on pallets?

00:54:02.072 --> 00:54:03.213
Do you ship in Gaylords?

00:54:03.233 --> 00:54:04.452
Do you ship it on semis?

00:54:04.552 --> 00:54:04.753
Right.

00:54:05.134 --> 00:54:06.394
And as you start to get like,

00:54:06.414 --> 00:54:07.255
then you have a pallet jack.

00:54:07.275 --> 00:54:07.394
Well,

00:54:07.414 --> 00:54:08.315
then eventually your pallet jack

00:54:08.356 --> 00:54:09.315
turns into a forklift.

00:54:09.516 --> 00:54:10.117
I remember when we got a

00:54:10.157 --> 00:54:11.137
forklift and we could

00:54:11.197 --> 00:54:13.059
palletize stuff and then wrap it.

00:54:13.259 --> 00:54:14.340
And then the forklift can

00:54:14.380 --> 00:54:15.000
put it on the truck.

00:54:15.039 --> 00:54:17.641
It was like, right.

00:54:17.882 --> 00:54:18.621
All of a sudden now we're a

00:54:18.681 --> 00:54:20.983
logistics company, not a waste company,

00:54:21.023 --> 00:54:21.864
just dumping things out the

00:54:21.925 --> 00:54:22.585
ass of our truck.

00:54:23.074 --> 00:54:24.237
just throwing them off and

00:54:24.597 --> 00:54:26.079
double handling them, triple handling,

00:54:26.260 --> 00:54:27.521
quadruple handling things.

00:54:27.842 --> 00:54:27.942
No,

00:54:27.981 --> 00:54:29.483
we're putting things in a way where we

00:54:29.503 --> 00:54:30.626
can use equipment like a

00:54:30.686 --> 00:54:32.648
forklift to ship material out.

00:54:32.768 --> 00:54:33.751
So this is my argument.

00:54:33.811 --> 00:54:35.552
How do we make the complicated simple?

00:54:35.773 --> 00:54:36.574
And ultimately,

00:54:36.775 --> 00:54:38.217
the responsibility falls on

00:54:38.356 --> 00:54:39.458
us as industry leaders.

00:54:41.126 --> 00:54:42.389
Yeah, it's so true.

00:54:42.469 --> 00:54:44.010
And that's for the whole business as well,

00:54:44.050 --> 00:54:45.532
not just on the recycling element.

00:54:46.072 --> 00:54:46.733
Every aspect.

00:54:46.753 --> 00:54:48.416
Because inbound sales is

00:54:48.456 --> 00:54:49.436
complicated at scale.

00:54:49.978 --> 00:54:52.240
For us to bring in $5 million in revenue,

00:54:53.001 --> 00:54:53.922
that's a lot of phone calls

00:54:53.943 --> 00:54:55.445
when the average job size

00:54:55.545 --> 00:54:57.586
is $500 and your lead

00:54:57.626 --> 00:54:58.728
conversion on the phone is

00:54:58.789 --> 00:55:01.070
anywhere from 60% to 70%.

00:55:01.070 --> 00:55:02.130
And your lead conversion

00:55:02.210 --> 00:55:04.052
from before it even gets to

00:55:04.092 --> 00:55:05.052
the phone is an even

00:55:05.132 --> 00:55:06.132
fraction of that as well.

00:55:06.192 --> 00:55:08.032
And so the management of all

00:55:08.072 --> 00:55:09.052
that is complicated.

00:55:09.092 --> 00:55:10.773
The management of operations

00:55:10.833 --> 00:55:11.672
is complicated.

00:55:11.773 --> 00:55:15.074
And the reality is, though,

00:55:15.094 --> 00:55:17.534
but you can simplify it by

00:55:18.014 --> 00:55:18.914
being organized.

00:55:18.954 --> 00:55:20.114
You can simplify it by

00:55:20.155 --> 00:55:21.175
writing good standard

00:55:21.255 --> 00:55:22.315
operating procedures.

00:55:23.335 --> 00:55:26.195
You can simplify it by training people.

00:55:26.416 --> 00:55:28.896
And so they know the process

00:55:28.956 --> 00:55:30.137
and they can go –

00:55:30.137 --> 00:55:31.356
you know, go about their day.

00:55:32.097 --> 00:55:32.536
And that,

00:55:32.617 --> 00:55:33.878
that's really the difference

00:55:33.918 --> 00:55:35.398
between an entrepreneur

00:55:35.438 --> 00:55:36.338
that's running around like

00:55:36.358 --> 00:55:37.157
a chicken with their head

00:55:37.217 --> 00:55:39.619
cut off and someone that

00:55:39.679 --> 00:55:43.438
can enjoy themselves, go on vacation,

00:55:43.559 --> 00:55:45.079
take time off and work with

00:55:45.099 --> 00:55:46.139
their leadership team to

00:55:46.179 --> 00:55:46.920
build the business.

00:55:47.659 --> 00:55:48.559
And there's a difference there.

00:55:49.041 --> 00:55:49.481
I love this.

00:55:49.541 --> 00:55:50.900
Also, I'm realizing the more you say it,

00:55:51.001 --> 00:55:51.661
I realized that the first

00:55:51.681 --> 00:55:53.320
time you said it, that another,

00:55:53.521 --> 00:55:54.561
one of those Canadian words,

00:55:54.702 --> 00:55:55.681
like we all know about,

00:55:55.882 --> 00:55:57.041
about what the hell y'all say.

00:55:57.742 --> 00:55:59.483
and Chips and Gravy is your thing.

00:56:00.264 --> 00:56:01.184
You guys say entrepreneur.

00:56:01.224 --> 00:56:03.806
You got a little duosical stank on it.

00:56:03.945 --> 00:56:05.086
You're really driving that you,

00:56:05.186 --> 00:56:05.987
like entrepreneur.

00:56:06.367 --> 00:56:08.628
You really put that er in entrepreneur.

00:56:08.648 --> 00:56:09.489
I think that's what I'm hearing.

00:56:10.349 --> 00:56:11.230
All right.

00:56:11.590 --> 00:56:12.731
I love Canadians.

00:56:13.291 --> 00:56:13.871
How do I say this?

00:56:14.931 --> 00:56:16.713
I hate Canada, and I love Canadians.

00:56:17.494 --> 00:56:17.934
That's, I think,

00:56:17.974 --> 00:56:18.795
the best way of putting it.

00:56:18.815 --> 00:56:20.896
I had nothing but love for Canada.

00:56:21.295 --> 00:56:22.697
I had nothing but fucking

00:56:22.737 --> 00:56:24.338
love for Canada until that

00:56:24.358 --> 00:56:25.579
whole trucker situation.

00:56:26.099 --> 00:56:26.378
That was...

00:56:28.885 --> 00:56:29.664
Without getting political.

00:56:29.684 --> 00:56:31.264
We have a politically charged climate.

00:56:31.405 --> 00:56:31.644
Actually,

00:56:31.664 --> 00:56:32.985
my favorite person in the world right now,

00:56:33.585 --> 00:56:35.706
my favorite, two of my favorite people,

00:56:35.746 --> 00:56:35.945
actually,

00:56:35.965 --> 00:56:37.346
my favorite two people are both

00:56:37.405 --> 00:56:38.467
formerly of the Commonwealth.

00:56:39.827 --> 00:56:42.327
Jordan Peterson, Elon Musk, right?

00:56:42.726 --> 00:56:43.987
Canadian and South African.

00:56:44.307 --> 00:56:45.188
Neither one American.

00:56:45.228 --> 00:56:45.827
Yeah, right.

00:56:46.307 --> 00:56:46.947
My favorite person in the

00:56:46.967 --> 00:56:47.487
world is Jordan Peterson.

00:56:47.507 --> 00:56:47.588
Yeah,

00:56:47.608 --> 00:56:48.748
and Elon spent a little bit of time

00:56:48.788 --> 00:56:49.327
in Canada.

00:56:49.347 --> 00:56:50.349
I think he spent some time

00:56:50.389 --> 00:56:51.608
in Quebec before moving

00:56:51.668 --> 00:56:53.809
over to California.

00:56:54.369 --> 00:56:54.548
Yes.

00:56:54.909 --> 00:56:55.088
Actually,

00:56:55.108 --> 00:56:57.050
there's a great comedian on Kill

00:56:57.090 --> 00:56:57.630
Tony right now.

00:56:57.670 --> 00:56:58.269
He's Canadian.

00:56:59.333 --> 00:57:00.514
Aaron something.

00:57:00.574 --> 00:57:03.516
Anyways, he has a, what does he have?

00:57:03.536 --> 00:57:04.197
Fuck.

00:57:04.597 --> 00:57:05.277
Cerebral palsy.

00:57:05.597 --> 00:57:07.958
So he uses a text to speech app.

00:57:08.418 --> 00:57:09.039
Funny fucking guy.

00:57:09.079 --> 00:57:09.719
He's Canadian.

00:57:09.980 --> 00:57:10.860
Because he talks about how

00:57:11.119 --> 00:57:12.141
the right side of his body,

00:57:13.320 --> 00:57:14.702
which is the functioning side,

00:57:14.722 --> 00:57:16.123
is Canadian.

00:57:16.143 --> 00:57:16.842
And the left side of his

00:57:16.882 --> 00:57:18.083
body that doesn't work is

00:57:18.123 --> 00:57:19.063
the French Canadian side.

00:57:19.501 --> 00:57:19.902
Good joke.

00:57:19.922 --> 00:57:20.202
There we go.

00:57:20.222 --> 00:57:21.103
There's my Canadian joke.

00:57:21.463 --> 00:57:21.722
Anyhow,

00:57:21.842 --> 00:57:22.764
I was going somewhere with this

00:57:22.804 --> 00:57:24.385
fucking Canadian thing about how, oh,

00:57:24.405 --> 00:57:25.385
you said the word entrepreneur,

00:57:26.106 --> 00:57:27.146
systems and processes.

00:57:27.186 --> 00:57:27.766
Maybe that was it.

00:57:27.786 --> 00:57:28.586
It was only the Canadian.

00:57:28.746 --> 00:57:30.128
And also our good friends at Jobber,

00:57:30.168 --> 00:57:31.829
second mention, no big deal.

00:57:31.949 --> 00:57:33.050
Jobber Canadian friends,

00:57:33.070 --> 00:57:33.750
so I'll plug them.

00:57:34.170 --> 00:57:34.871
All right.

00:57:35.378 --> 00:57:36.938
We, I'm going to say it right now,

00:57:36.978 --> 00:57:38.019
there will be a part two of

00:57:38.059 --> 00:57:39.940
this conversation because I

00:57:39.960 --> 00:57:40.480
want to keep going.

00:57:40.500 --> 00:57:41.420
I feel like we're only

00:57:41.440 --> 00:57:42.099
scratching the surface.

00:57:42.119 --> 00:57:43.541
So we will have Barry

00:57:43.561 --> 00:57:44.800
Hartman on for a part two

00:57:45.121 --> 00:57:46.280
here in future episodes.

00:57:46.300 --> 00:57:47.501
So stand by for that.

00:57:47.840 --> 00:57:48.161
Barry,

00:57:48.422 --> 00:57:49.862
let's talk about how can people get

00:57:49.882 --> 00:57:50.402
a hold of you.

00:57:51.001 --> 00:57:52.181
And you talk about systems,

00:57:52.202 --> 00:57:53.382
you talk about processes.

00:57:53.983 --> 00:57:56.103
You mentioned business coaching.

00:57:56.523 --> 00:57:57.422
I'm going to set up a call

00:57:57.443 --> 00:57:58.123
with you here in the near

00:57:58.163 --> 00:57:59.403
future because I see, right?

00:57:59.764 --> 00:58:00.824
I want to go from two to five.

00:58:01.545 --> 00:58:02.865
I want to talk to you about

00:58:02.905 --> 00:58:03.585
what it's like.

00:58:03.626 --> 00:58:04.166
I know you will.

00:58:04.186 --> 00:58:06.608
Just talking to you, you will.

00:58:06.628 --> 00:58:07.688
You sent me a great outline

00:58:08.128 --> 00:58:10.751
and I scrubbed it and I'm like,

00:58:10.751 --> 00:58:13.231
80% of this we're fucking good on.

00:58:13.271 --> 00:58:14.793
Yet 20%, there's opportunity there.

00:58:14.972 --> 00:58:15.954
I'm going to follow up with you.

00:58:16.934 --> 00:58:18.275
Let's plug you for a little bit.

00:58:18.434 --> 00:58:19.695
What do you do for others

00:58:20.275 --> 00:58:21.277
and how can people get a hold of you?

00:58:23.114 --> 00:58:25.114
So you mentioned independence before.

00:58:25.155 --> 00:58:25.795
That's my thing.

00:58:25.956 --> 00:58:27.757
I want to help coach people,

00:58:28.436 --> 00:58:30.518
specifically junk removal entrepreneurs.

00:58:30.998 --> 00:58:31.739
They're my people.

00:58:31.940 --> 00:58:32.500
I get them.

00:58:32.860 --> 00:58:34.280
No one starts a junk removal

00:58:34.320 --> 00:58:36.222
company when they're like

00:58:36.342 --> 00:58:37.063
in a good place.

00:58:37.282 --> 00:58:38.503
I'm sort of being facetious

00:58:38.523 --> 00:58:40.664
when I say that, but the reality is.

00:58:41.525 --> 00:58:42.545
I was broke and driving

00:58:42.565 --> 00:58:43.867
around the Northwest side of Milwaukee,

00:58:44.126 --> 00:58:44.967
picking up appliance on the

00:58:45.007 --> 00:58:45.447
side of the road.

00:58:45.668 --> 00:58:46.128
I love that.

00:58:46.168 --> 00:58:47.108
Here's Aaron,

00:58:47.208 --> 00:58:48.909
our producer for doing the

00:58:48.929 --> 00:58:49.951
kill Tony shout out there.

00:58:50.751 --> 00:58:51.231
I love that.

00:58:51.813 --> 00:58:52.094
Taylor,

00:58:52.135 --> 00:58:53.637
maybe that's the name of the episode.

00:58:53.898 --> 00:58:55.702
No one gets into junk removal on purpose.

00:58:56.405 --> 00:58:57.005
Anyways, go on.

00:58:58.440 --> 00:58:59.840
and it's true I was the same

00:58:59.900 --> 00:59:01.123
I was broke I had three

00:59:01.163 --> 00:59:02.202
hundred dollars and five

00:59:02.242 --> 00:59:02.943
thousand dollars in my

00:59:02.983 --> 00:59:03.885
credit card and was a

00:59:03.925 --> 00:59:05.126
college dropout and just

00:59:05.166 --> 00:59:06.427
needed to get going on on

00:59:06.527 --> 00:59:08.449
something anything and um

00:59:08.969 --> 00:59:09.989
oftentimes that's junk

00:59:10.010 --> 00:59:11.291
removal and there it's such

00:59:11.331 --> 00:59:12.532
a great business model that

00:59:12.572 --> 00:59:13.592
people find themselves

00:59:13.632 --> 00:59:16.155
getting into that 100 200k

00:59:16.416 --> 00:59:18.237
300k 500k but they're not

00:59:18.297 --> 00:59:19.378
thinking about the systems

00:59:19.418 --> 00:59:20.378
for scale they're not

00:59:20.418 --> 00:59:21.039
thinking about the

00:59:21.119 --> 00:59:22.260
operations manuals the

00:59:22.280 --> 00:59:23.661
standard operating procedures

00:59:24.001 --> 00:59:25.262
the job descriptions,

00:59:25.943 --> 00:59:27.364
the business development systems,

00:59:27.425 --> 00:59:29.085
all the KPIs and templates

00:59:29.126 --> 00:59:31.027
and spreadsheets, the leadership,

00:59:31.088 --> 00:59:32.188
like they're not thinking

00:59:32.228 --> 00:59:32.889
about all that stuff.

00:59:33.230 --> 00:59:34.451
We've built all that stuff.

00:59:34.510 --> 00:59:35.891
And so in order for us to scale,

00:59:36.152 --> 00:59:37.574
we can either sell franchises,

00:59:37.634 --> 00:59:39.635
which set that up, didn't like it,

00:59:39.675 --> 00:59:40.416
not going to do it.

00:59:41.516 --> 00:59:42.518
no, you know, no,

00:59:42.657 --> 00:59:43.938
no issues with people that do.

00:59:44.338 --> 00:59:45.278
I just like working with

00:59:45.358 --> 00:59:46.340
entrepreneurs and I

00:59:46.539 --> 00:59:48.521
specifically want to help

00:59:48.760 --> 00:59:51.001
junk removal founders own their market,

00:59:51.083 --> 00:59:52.342
whether they're just in one

00:59:52.382 --> 00:59:55.085
market and they want to grow to one, two,

00:59:55.085 --> 00:59:55.724
$5 million,

00:59:55.804 --> 00:59:57.065
or they want to look at

00:59:57.126 --> 00:59:58.706
expanding into other markets,

00:59:59.547 --> 01:00:00.807
which is what our business

01:00:00.847 --> 01:00:02.108
at 505 junk is going to be

01:00:02.128 --> 01:00:03.228
doing over the next little bit.

01:00:03.268 --> 01:00:04.530
We're doing sort of an

01:00:04.610 --> 01:00:06.530
acquisition model separate

01:00:06.570 --> 01:00:07.891
to the accelerator and coaching.

01:00:08.231 --> 01:00:08.711
but we're going to be

01:00:08.731 --> 01:00:09.793
looking at companies that

01:00:09.932 --> 01:00:11.952
are wanting to get out in

01:00:12.193 --> 01:00:14.074
canadian markets and make

01:00:14.134 --> 01:00:14.653
sure that they're

01:00:14.673 --> 01:00:15.554
partnering with a company

01:00:15.594 --> 01:00:16.894
that can help build out the

01:00:16.934 --> 01:00:18.934
legacy that they left um

01:00:19.195 --> 01:00:21.556
for the future so um that's

01:00:21.596 --> 01:00:23.476
my thing we do uh we're

01:00:23.516 --> 01:00:25.597
basically my my my what

01:00:25.657 --> 01:00:26.838
what we do is we provide

01:00:27.438 --> 01:00:28.778
all the value of a large

01:00:28.818 --> 01:00:30.219
franchise system system

01:00:30.239 --> 01:00:31.239
without taking away the

01:00:31.278 --> 01:00:32.900
brand without taking away the equity

01:00:33.320 --> 01:00:34.280
and without charging a

01:00:34.340 --> 01:00:35.541
percentage of the revenue

01:00:35.641 --> 01:00:37.681
it's a small monthly fee um

01:00:37.902 --> 01:00:40.784
we do weekly groups that's

01:00:40.804 --> 01:00:41.483
the coaching business

01:00:41.503 --> 01:00:43.385
you're saying correct yeah

01:00:43.625 --> 01:00:44.786
and I will say can you send

01:00:44.806 --> 01:00:47.027
me over your price sheet or

01:00:47.067 --> 01:00:50.268
your package deal um I've

01:00:50.389 --> 01:00:52.590
seen recently some people

01:00:53.210 --> 01:00:55.490
coming out swinging like

01:00:55.530 --> 01:00:56.572
something obnoxious

01:00:57.092 --> 01:00:59.054
like $3,500 a fucking month

01:00:59.094 --> 01:00:59.713
for me to get you.

01:01:00.054 --> 01:01:00.534
Fuck that.

01:01:00.934 --> 01:01:01.034
Right.

01:01:01.074 --> 01:01:01.934
I do this shit for free.

01:01:02.275 --> 01:01:02.414
Right.

01:01:02.434 --> 01:01:02.855
Full set.

01:01:02.914 --> 01:01:03.894
I come here once a week.

01:01:03.954 --> 01:01:04.675
I give value.

01:01:04.936 --> 01:01:05.735
I pick up the phone.

01:01:06.056 --> 01:01:06.755
I talk to folks.

01:01:06.775 --> 01:01:06.896
Right.

01:01:06.916 --> 01:01:07.615
I'm about growing this

01:01:07.655 --> 01:01:08.376
business organically.

01:01:08.396 --> 01:01:08.956
I'm not looking at this.

01:01:08.996 --> 01:01:09.137
Right.

01:01:09.577 --> 01:01:10.356
I've seen people that want

01:01:10.376 --> 01:01:11.737
to start $50,000 a year.

01:01:12.117 --> 01:01:12.257
Right.

01:01:12.538 --> 01:01:13.577
I look at your pricing.

01:01:14.759 --> 01:01:15.858
I'm a cheap individual.

01:01:15.918 --> 01:01:16.438
I'm frugal.

01:01:16.739 --> 01:01:18.079
I don't think most people are worth it.

01:01:18.099 --> 01:01:19.619
And I go, I fuck with that.

01:01:20.159 --> 01:01:20.300
Right.

01:01:20.320 --> 01:01:21.221
And I've done coaching.

01:01:21.880 --> 01:01:22.021
Right.

01:01:22.041 --> 01:01:22.820
So that's what the other

01:01:22.860 --> 01:01:24.461
thing that excited me about you is like,

01:01:24.481 --> 01:01:24.501
I,

01:01:25.528 --> 01:01:26.909
hey, I want to be next level, right?

01:01:26.949 --> 01:01:28.110
If you're at a half a million,

01:01:28.130 --> 01:01:28.829
you want to get to two,

01:01:29.250 --> 01:01:31.311
come find a guy like me, right?

01:01:31.411 --> 01:01:32.952
I'm at two and I want to get to five.

01:01:34.152 --> 01:01:37.092
There's only a handful of people, right,

01:01:37.132 --> 01:01:38.094
that I lean into.

01:01:39.054 --> 01:01:39.954
And so there's other people

01:01:39.974 --> 01:01:40.534
like Russ Berry.

01:01:40.574 --> 01:01:42.195
Russ Berry does coaching and consulting.

01:01:42.655 --> 01:01:43.335
I fuck with Russ.

01:01:43.356 --> 01:01:43.996
He's good shit.

01:01:44.275 --> 01:01:45.675
There's value in what he does, right?

01:01:45.695 --> 01:01:46.876
I'm only going to promote those, right?

01:01:47.817 --> 01:01:48.858
I saw your pricing and I

01:01:48.898 --> 01:01:49.757
debated whether I was going to

01:01:51.981 --> 01:01:52.862
tell you to plug the thing.

01:01:53.503 --> 01:01:56.186
I want to look at what you're all about.

01:01:56.226 --> 01:01:57.068
You were coming on the show

01:01:57.108 --> 01:01:57.989
either way because I want

01:01:58.009 --> 01:01:59.090
to have this conversation.

01:01:59.110 --> 01:02:01.172
It wasn't about this.

01:02:01.353 --> 01:02:02.534
It wasn't about this at all.

01:02:02.554 --> 01:02:03.876
The mission is to help people.

01:02:03.896 --> 01:02:06.221
Ultimately, everyone's got a choice.

01:02:06.701 --> 01:02:07.742
I could care less if five

01:02:07.782 --> 01:02:08.682
people choose to do it.

01:02:08.943 --> 01:02:09.684
I could care less if a

01:02:09.724 --> 01:02:10.704
thousand people choose to

01:02:10.724 --> 01:02:11.405
do it because the main

01:02:11.525 --> 01:02:13.246
operating business is junk removal.

01:02:13.266 --> 01:02:13.907
That's my thing.

01:02:14.688 --> 01:02:15.728
But the reality is I just

01:02:15.788 --> 01:02:17.030
love helping people and I

01:02:17.090 --> 01:02:20.112
love specifically helping entrepreneurs.

01:02:20.773 --> 01:02:21.753
There's something about it

01:02:21.873 --> 01:02:23.434
where I feel like I

01:02:23.454 --> 01:02:24.375
wouldn't be living out my

01:02:24.436 --> 01:02:25.956
calling if I didn't open up

01:02:26.356 --> 01:02:27.438
the hood to the business a

01:02:27.478 --> 01:02:28.719
little bit to help other people,

01:02:28.778 --> 01:02:30.159
especially if we're not franchising.

01:02:30.760 --> 01:02:32.021
Even the fucking outline you sent me.

01:02:32.101 --> 01:02:33.021
I went down the list.

01:02:33.083 --> 01:02:33.503
I was like, man,

01:02:34.706 --> 01:02:35.827
Years ago, I needed this.

01:02:36.047 --> 01:02:37.668
Now, I figured it out on my own, you know?

01:02:38.068 --> 01:02:38.710
And I love what you said

01:02:38.730 --> 01:02:40.010
about going from one to two million.

01:02:40.030 --> 01:02:42.934
Like, I had a little intrinsic fucking aha,

01:02:43.275 --> 01:02:44.416
imposter syndrome moment

01:02:44.436 --> 01:02:44.936
when you said that.

01:02:44.956 --> 01:02:45.978
I was like, oh, shit, he's calling me out.

01:02:46.378 --> 01:02:46.577
Right?

01:02:46.617 --> 01:02:47.818
Like, so I appreciate that.

01:02:48.059 --> 01:02:48.380
And also,

01:02:48.400 --> 01:02:49.501
this was a game-time decision

01:02:49.521 --> 01:02:50.282
whether I was going to say, hey,

01:02:50.322 --> 01:02:50.963
plug your thing.

01:02:51.596 --> 01:02:53.458
Because I thought you had good value.

01:02:53.677 --> 01:02:54.257
And I want to have this

01:02:54.298 --> 01:02:55.119
conversation with you

01:02:55.159 --> 01:02:57.961
before I do the fucking stamp endorsement,

01:02:57.981 --> 01:02:58.081
right?

01:02:58.101 --> 01:02:59.322
When I mention people on this show,

01:02:59.603 --> 01:03:01.344
whether it's Annie Barton, Justin Waltz,

01:03:01.804 --> 01:03:02.606
Russ Berry, right?

01:03:02.626 --> 01:03:03.447
These are people I look up

01:03:03.467 --> 01:03:04.146
to in this industry.

01:03:04.367 --> 01:03:04.467
Hey,

01:03:04.487 --> 01:03:06.148
I give a shout out to Matt and Jojo at

01:03:06.168 --> 01:03:06.750
Sonoma Hollywood.

01:03:06.769 --> 01:03:07.469
I think they're doing some

01:03:07.510 --> 01:03:08.751
good things for the industry, right?

01:03:08.791 --> 01:03:10.012
I'll give some people like, oh,

01:03:10.032 --> 01:03:10.753
they're your competition

01:03:10.773 --> 01:03:11.393
because you guys are both

01:03:11.454 --> 01:03:12.494
live and podcast.

01:03:12.554 --> 01:03:13.755
I don't give a fuck, right?

01:03:14.266 --> 01:03:15.766
And maybe they say good things about me.

01:03:15.786 --> 01:03:16.146
Maybe they don't.

01:03:16.186 --> 01:03:17.086
I don't fucking know.

01:03:17.266 --> 01:03:18.088
They had me on their show.

01:03:18.668 --> 01:03:19.487
I'll take that action.

01:03:20.007 --> 01:03:21.768
I'm all about what do we

01:03:21.789 --> 01:03:22.969
need to do to grow this

01:03:23.009 --> 01:03:23.889
business together?

01:03:24.210 --> 01:03:25.971
Because what we all have in

01:03:26.030 --> 01:03:28.692
common is this independence,

01:03:29.351 --> 01:03:31.012
this entrepreneurial spirit.

01:03:31.333 --> 01:03:33.153
How do we build out our own

01:03:33.233 --> 01:03:33.914
junk removal dream?

01:03:33.934 --> 01:03:34.753
That's where I start the top

01:03:34.773 --> 01:03:35.735
of the show with.

01:03:35.755 --> 01:03:36.715
117 episodes.

01:03:37.155 --> 01:03:38.255
At some point at the top of the show,

01:03:38.295 --> 01:03:38.876
I mentioned, hey,

01:03:39.036 --> 01:03:40.215
this is our time to grow

01:03:40.275 --> 01:03:41.717
and scale our junk removal dream.

01:03:42.262 --> 01:03:42.981
And that's what we've been

01:03:43.021 --> 01:03:43.782
able to do here today.

01:03:44.143 --> 01:03:45.262
Barry, I I'm excited.

01:03:45.322 --> 01:03:46.543
I want to have you on the show again.

01:03:46.583 --> 01:03:47.884
I'm going to work with, uh,

01:03:48.003 --> 01:03:49.385
Taylor to get you on the show.

01:03:49.405 --> 01:03:50.965
Um, because that's,

01:03:51.585 --> 01:03:52.286
that's important to me.

01:03:52.326 --> 01:03:52.885
It's important to me to

01:03:52.925 --> 01:03:55.146
bring people on to add more value.

01:03:55.266 --> 01:03:56.027
I'm going to follow up with

01:03:56.047 --> 01:03:58.347
you on a professional level, um,

01:03:58.708 --> 01:03:59.507
to see what you have to offer.

01:03:59.568 --> 01:04:00.048
Cause I want to,

01:04:00.208 --> 01:04:00.889
I want to know how to get

01:04:00.909 --> 01:04:02.489
from two to five and I can,

01:04:02.550 --> 01:04:03.250
I can spend a hundred

01:04:03.289 --> 01:04:04.971
thousand dollars in expenses figuring out,

01:04:05.030 --> 01:04:06.771
or I can make, you know,

01:04:06.771 --> 01:04:08.211
$10,000 investment getting

01:04:08.251 --> 01:04:09.811
there proactively.

01:04:09.851 --> 01:04:10.693
So I'm excited for that.

01:04:11.353 --> 01:04:11.472
Um,

01:04:11.974 --> 01:04:12.873
That's my top takeaway.

01:04:12.954 --> 01:04:13.074
Hell,

01:04:13.134 --> 01:04:14.275
I normally let the guests go first on

01:04:14.295 --> 01:04:14.894
the top takeaway.

01:04:14.954 --> 01:04:16.014
I don't need to double say it, right?

01:04:16.635 --> 01:04:18.195
I appreciate the value we had today.

01:04:18.655 --> 01:04:19.956
And as I think about my

01:04:19.996 --> 01:04:21.615
business with leaning into

01:04:21.655 --> 01:04:23.097
vulnerability and transparency,

01:04:23.697 --> 01:04:24.976
I know I'm in a place now

01:04:25.056 --> 01:04:26.637
where I'd rather make the

01:04:26.657 --> 01:04:27.577
investment on the front end

01:04:27.677 --> 01:04:28.998
than pay for the expense on the back end.

01:04:29.478 --> 01:04:30.418
So what's your top takeaway

01:04:30.458 --> 01:04:31.358
from today's conversation?

01:04:32.947 --> 01:04:34.009
Just the,

01:04:34.168 --> 01:04:37.072
I love how much you focus on two

01:04:37.132 --> 01:04:37.793
key elements,

01:04:38.114 --> 01:04:40.338
which is often overlooked in

01:04:40.378 --> 01:04:41.440
the industry and that is,

01:04:42.775 --> 01:04:45.757
The team, the field level teams,

01:04:45.936 --> 01:04:47.518
like investing in the team leads,

01:04:47.557 --> 01:04:49.257
investing in the, you know,

01:04:49.297 --> 01:04:50.858
like I said before, waste technicians,

01:04:51.318 --> 01:04:52.619
different people use truck team drivers.

01:04:52.639 --> 01:04:55.260
It doesn't matter what we call it.

01:04:55.481 --> 01:04:56.800
Although it does because words matter.

01:04:56.860 --> 01:04:58.302
So you can probably call me out on that.

01:04:58.521 --> 01:04:59.902
But the reality is just

01:05:00.163 --> 01:05:02.023
making sure that we're

01:05:02.123 --> 01:05:04.543
taking care of the people

01:05:04.864 --> 01:05:06.664
that are actually producing the work,

01:05:06.704 --> 01:05:07.784
making sure we have good

01:05:07.864 --> 01:05:09.206
quality career paths.

01:05:09.485 --> 01:05:11.226
that there's four tiers of

01:05:11.327 --> 01:05:13.148
promotions for them to grow into.

01:05:14.208 --> 01:05:14.949
And on top of that,

01:05:15.009 --> 01:05:16.369
making sure that we're

01:05:16.389 --> 01:05:17.371
doing the right things by

01:05:17.451 --> 01:05:18.291
being environmentally

01:05:18.351 --> 01:05:19.291
conscious and doing the

01:05:19.331 --> 01:05:20.672
proper recycling systems

01:05:20.692 --> 01:05:22.052
and investing in recycling.

01:05:22.753 --> 01:05:23.753
Because not only does that

01:05:23.793 --> 01:05:25.514
give you purpose as an entrepreneur,

01:05:25.534 --> 01:05:26.596
but it gives every single

01:05:26.655 --> 01:05:28.697
person on your team purpose as well.

01:05:28.737 --> 01:05:29.657
So that was one of my big

01:05:30.038 --> 01:05:31.097
takeaways of chatting with you.

01:05:31.117 --> 01:05:31.838
I appreciate that.

01:05:32.998 --> 01:05:34.159
Yeah, you know, what's interesting is,

01:05:34.219 --> 01:05:34.940
you know, we did say,

01:05:36.001 --> 01:05:36.961
words do fucking matter.

01:05:37.101 --> 01:05:37.561
I wrote a book.

01:05:38.512 --> 01:05:42.494
So there is truth there, right,

01:05:42.514 --> 01:05:43.554
that words do matter.

01:05:43.974 --> 01:05:45.494
And what matters is because

01:05:45.534 --> 01:05:46.114
you said it too.

01:05:46.615 --> 01:05:48.695
You said in order to get to

01:05:48.896 --> 01:05:51.677
the 500,000 to 2 million, right,

01:05:51.697 --> 01:05:52.936
that's the kill zone most

01:05:53.237 --> 01:05:54.717
companies die in in this industry.

01:05:55.706 --> 01:05:57.786
org chart with real job descriptions.

01:05:58.266 --> 01:05:59.666
Because up until 500, you're like,

01:05:59.726 --> 01:06:00.867
I don't know, Jim does that,

01:06:01.027 --> 01:06:03.327
Bob does that, Sally does this, right?

01:06:03.347 --> 01:06:03.887
And you're just like,

01:06:04.367 --> 01:06:05.188
there's 100 things to do,

01:06:05.248 --> 01:06:06.367
and people tend to do what

01:06:06.387 --> 01:06:07.449
they're good at, right?

01:06:07.489 --> 01:06:08.449
Because you hire the people

01:06:08.489 --> 01:06:09.688
before you have the process,

01:06:09.829 --> 01:06:10.389
because you don't know what

01:06:10.409 --> 01:06:11.369
the fucking process is.

01:06:12.449 --> 01:06:14.510
Somewhere between 500 and 2 million,

01:06:15.030 --> 01:06:16.771
I would argue closer to the 500 side,

01:06:17.251 --> 01:06:18.070
you got to build out the

01:06:18.271 --> 01:06:20.291
org chart where you decide,

01:06:20.771 --> 01:06:21.931
this is the job description,

01:06:23.300 --> 01:06:23.480
Right.

01:06:24.059 --> 01:06:24.721
Not traditional,

01:06:24.740 --> 01:06:27.603
like no true roles and responsibilities.

01:06:27.643 --> 01:06:27.762
Right.

01:06:27.983 --> 01:06:28.682
Here's the title.

01:06:29.063 --> 01:06:30.043
Here's the compensation.

01:06:30.284 --> 01:06:32.085
Here's the roles and responsibilities.

01:06:32.405 --> 01:06:33.485
So it's crystal clear.

01:06:33.826 --> 01:06:35.266
So then when you do hire the

01:06:35.407 --> 01:06:37.027
person for the position,

01:06:37.047 --> 01:06:38.168
because the person comes

01:06:38.228 --> 01:06:39.108
before the position,

01:06:39.409 --> 01:06:40.869
you can clearly articulate,

01:06:41.070 --> 01:06:42.291
here's what you're responsible for.

01:06:42.751 --> 01:06:43.711
And so that's why those

01:06:43.791 --> 01:06:45.193
titles really do matter.

01:06:45.512 --> 01:06:45.612
Right.

01:06:45.632 --> 01:06:47.333
And why we went to recycling specialist.

01:06:47.873 --> 01:06:48.574
We were junk removal

01:06:48.594 --> 01:06:49.355
specialists for years.

01:06:49.375 --> 01:06:50.454
It's like six months ago.

01:06:50.476 --> 01:06:51.936
We went recycling specialists.

01:06:52.277 --> 01:06:52.936
We're going all in.

01:06:53.876 --> 01:06:54.458
on recycling.

01:06:55.018 --> 01:06:55.900
And often people say, well,

01:06:55.920 --> 01:06:56.360
why do you have a

01:06:56.380 --> 01:06:57.061
difference between a crew

01:06:57.081 --> 01:06:57.842
chief and a team leader?

01:06:58.422 --> 01:06:59.324
And then we go out and put a

01:06:59.344 --> 01:07:01.047
crew chief to do a team leader's job.

01:07:01.067 --> 01:07:02.969
And then we have a gap and we have a,

01:07:02.989 --> 01:07:03.771
and they're like,

01:07:04.416 --> 01:07:06.076
Oh, that's why there's a difference.

01:07:06.697 --> 01:07:06.856
Right.

01:07:06.896 --> 01:07:07.356
We had that.

01:07:07.396 --> 01:07:08.757
We experienced that in the last week.

01:07:09.056 --> 01:07:09.257
Right.

01:07:09.416 --> 01:07:10.137
Because life.

01:07:10.577 --> 01:07:12.697
And so those things really do matter.

01:07:12.737 --> 01:07:14.599
So I appreciate your time.

01:07:14.699 --> 01:07:17.518
I'm excited to have you back

01:07:17.559 --> 01:07:18.378
on the show at the time

01:07:18.418 --> 01:07:19.519
because I looked at the

01:07:19.539 --> 01:07:20.340
clock and I was like, fuck,

01:07:20.360 --> 01:07:21.719
we got five minutes before

01:07:21.760 --> 01:07:22.701
the top of the hour.

01:07:22.721 --> 01:07:23.300
And I'm like,

01:07:23.460 --> 01:07:24.561
I'm only getting warmed up here.

01:07:25.003 --> 01:07:25.222
Right.

01:07:26.103 --> 01:07:27.143
No Rogan always requires

01:07:27.182 --> 01:07:28.083
people at least block off

01:07:28.103 --> 01:07:28.704
like three hours.

01:07:28.923 --> 01:07:30.043
It takes about 90 minutes to

01:07:30.063 --> 01:07:30.903
get people warmed up.

01:07:32.184 --> 01:07:33.083
That's not the nature of the show.

01:07:33.143 --> 01:07:34.025
So we'll do another episode.

01:07:34.224 --> 01:07:35.125
Maybe we'll do like an all

01:07:35.144 --> 01:07:37.925
day jam session with somebody, you know,

01:07:38.684 --> 01:07:40.005
like a like a four or five

01:07:40.025 --> 01:07:40.826
hour jam session.

01:07:40.885 --> 01:07:41.885
Casey and I did that one time.

01:07:42.166 --> 01:07:43.425
There was like two good

01:07:43.445 --> 01:07:44.206
hours in the middle.

01:07:44.485 --> 01:07:45.387
The first hour and a half,

01:07:45.427 --> 01:07:45.927
we were figuring out what

01:07:45.947 --> 01:07:46.666
the hell we're going to say.

01:07:46.867 --> 01:07:48.047
And the last hour was just

01:07:48.146 --> 01:07:49.786
fucking dribble at that point.

01:07:50.027 --> 01:07:50.688
So maybe I'll do like a

01:07:50.708 --> 01:07:51.628
three or four hour jam

01:07:51.648 --> 01:07:52.347
session with somebody.

01:07:52.387 --> 01:07:53.047
We'll break it down.

01:07:53.902 --> 01:07:56.324
I always got 20 fucking good ideas.

01:07:56.483 --> 01:07:57.684
I got 20 ideas.

01:07:57.704 --> 01:07:58.324
Two of them are good.

01:07:58.684 --> 01:08:00.025
I got to figure out which are the two.

01:08:00.045 --> 01:08:00.925
That's the problem, right?

01:08:00.945 --> 01:08:02.106
It's like two of them are good.

01:08:02.126 --> 01:08:03.288
I don't know which two yet.

01:08:03.307 --> 01:08:04.989
All right.

01:08:05.248 --> 01:08:06.869
Barry, been an absolute pleasure.

01:08:06.949 --> 01:08:07.951
I'm glad you reached out.

01:08:08.811 --> 01:08:09.552
Power of LinkedIn.

01:08:09.592 --> 01:08:11.492
Barry found me on LinkedIn, right?

01:08:11.532 --> 01:08:13.094
You found me, I think.

01:08:13.353 --> 01:08:13.873
I did, yeah.

01:08:13.934 --> 01:08:14.934
No, I found you on LinkedIn.

01:08:15.295 --> 01:08:16.636
Yeah, I liked what you were doing,

01:08:16.676 --> 01:08:17.456
and it seemed like you were

01:08:17.515 --> 01:08:18.436
passionate about the industry.

01:08:19.042 --> 01:08:20.523
Yeah, no, so power of LinkedIn,

01:08:20.722 --> 01:08:21.644
people get on LinkedIn.

01:08:22.003 --> 01:08:23.045
That's where, right,

01:08:23.725 --> 01:08:24.765
Facebook is entry level.

01:08:24.786 --> 01:08:26.006
LinkedIn is for the business professional.

01:08:26.025 --> 01:08:26.926
That's what I was going to say earlier.

01:08:27.207 --> 01:08:27.927
There's a difference between, oh,

01:08:27.948 --> 01:08:28.547
that's what I was going to say.

01:08:28.568 --> 01:08:29.609
When we start talking about entrepreneur,

01:08:29.868 --> 01:08:30.509
I know I was going down

01:08:30.548 --> 01:08:31.090
somewhere with that.

01:08:31.449 --> 01:08:32.130
The difference between an

01:08:32.210 --> 01:08:33.230
entrepreneur and a business owner.

01:08:33.951 --> 01:08:35.792
The business owner can walk

01:08:35.832 --> 01:08:36.533
away from his business,

01:08:36.552 --> 01:08:38.253
can go on vacation, can build systems,

01:08:38.293 --> 01:08:38.434
right?

01:08:38.453 --> 01:08:39.515
The entrepreneur is the one

01:08:39.555 --> 01:08:40.676
that's still figuring the fuck out.

01:08:40.916 --> 01:08:41.775
The goal of this show is to

01:08:41.815 --> 01:08:42.317
get people from

01:08:42.417 --> 01:08:44.137
entrepreneur to business owner.

01:08:44.961 --> 01:08:46.167
And then you can own the

01:08:46.207 --> 01:08:47.112
decisions of the business

01:08:47.152 --> 01:08:48.559
versus the business owning you.

01:08:48.599 --> 01:08:49.283
There's a difference there.

01:08:50.532 --> 01:08:51.132
See, I had a point.

01:08:51.153 --> 01:08:51.493
I was like, man,

01:08:51.512 --> 01:08:52.234
I was going somewhere with

01:08:52.253 --> 01:08:53.293
this Canadian bit about the

01:08:53.314 --> 01:08:54.255
word entrepreneurship and

01:08:54.274 --> 01:08:55.595
Jordan Peterson fucking rabbit hole.

01:08:55.775 --> 01:08:56.716
See, we closed all the loops.

01:08:56.917 --> 01:08:57.817
Good thing we added another

01:08:57.817 --> 01:08:58.618
10 minutes on the show.

01:08:58.898 --> 01:09:00.179
I was able to fucking close the loops.

01:09:00.198 --> 01:09:03.280
All right, coming up on the show next week,

01:09:03.381 --> 01:09:05.561
Jack Lauber from American

01:09:05.762 --> 01:09:07.082
Junkers down there in St.

01:09:07.122 --> 01:09:07.363
Louis.

01:09:07.384 --> 01:09:08.184
He's going to be joining us

01:09:08.224 --> 01:09:08.965
on the show to talk about

01:09:09.024 --> 01:09:10.506
his experience in the junk

01:09:10.546 --> 01:09:12.346
rule industry here in the Midwest.

01:09:12.707 --> 01:09:13.868
So, Barry,

01:09:13.908 --> 01:09:15.229
any last words for the audience?

01:09:18.639 --> 01:09:19.039
First of all,

01:09:19.079 --> 01:09:20.020
thanks so much for having me.

01:09:20.060 --> 01:09:22.502
It was a blast talking to you.

01:09:22.742 --> 01:09:24.122
I think I said this to you on LinkedIn.

01:09:24.162 --> 01:09:24.904
I can't remember or not.

01:09:24.963 --> 01:09:26.125
I just love talking to

01:09:26.164 --> 01:09:27.546
people that have taken the

01:09:27.605 --> 01:09:31.228
plunge and have dedicated

01:09:31.387 --> 01:09:32.748
their life into the

01:09:32.828 --> 01:09:33.810
industry because the

01:09:33.850 --> 01:09:36.332
reality is it's a big decision and

01:09:38.176 --> 01:09:39.096
it's a big industry.

01:09:39.117 --> 01:09:40.158
I think it's gotta be more

01:09:40.177 --> 01:09:41.177
than 40 billion.

01:09:41.257 --> 01:09:42.537
I calculated last time after

01:09:42.578 --> 01:09:43.899
running a whole bunch of numbers,

01:09:43.979 --> 01:09:45.498
but it's a huge industry,

01:09:45.559 --> 01:09:47.000
but it really starts to

01:09:47.420 --> 01:09:48.520
tighten up a little bit.

01:09:48.579 --> 01:09:50.341
When you look at the strong

01:09:50.541 --> 01:09:51.761
independent companies in

01:09:51.881 --> 01:09:53.962
every single market, there's probably two,

01:09:54.061 --> 01:09:55.261
three, four, five of us.

01:09:56.023 --> 01:09:56.222
And, um,

01:09:57.143 --> 01:09:58.603
there's really only so many markets.

01:09:58.643 --> 01:09:59.984
So all of a sudden the

01:10:00.024 --> 01:10:01.203
industry doesn't feel that big.

01:10:01.264 --> 01:10:03.064
So I would love to just

01:10:03.385 --> 01:10:04.425
close it up a little bit,

01:10:04.704 --> 01:10:06.506
connect everyone, build a community.

01:10:06.525 --> 01:10:06.565
Um,

01:10:07.645 --> 01:10:09.627
And just sort of, yeah, enjoy the process.

01:10:09.648 --> 01:10:10.509
There's a lot we can learn

01:10:10.529 --> 01:10:11.048
from each other.

01:10:11.088 --> 01:10:11.789
I learned a lot today.

01:10:11.850 --> 01:10:12.850
It was great chatting with you.

01:10:13.270 --> 01:10:15.032
No, I absolutely appreciate it, Barry.

01:10:15.072 --> 01:10:16.052
Thank you for your time today.

01:10:16.092 --> 01:10:17.253
Thank you for, you know,

01:10:17.253 --> 01:10:18.435
13 years of dedication in

01:10:18.454 --> 01:10:19.095
this industry and the

01:10:19.155 --> 01:10:21.037
willingness to pave the

01:10:21.077 --> 01:10:22.438
path for others as we

01:10:22.478 --> 01:10:23.418
continue to support

01:10:23.519 --> 01:10:25.261
independent owner-operator

01:10:25.341 --> 01:10:26.140
junk and wool companies

01:10:26.180 --> 01:10:27.783
here throughout all of North America,

01:10:28.002 --> 01:10:28.143
right?

01:10:28.743 --> 01:10:30.003
because we appreciate our

01:10:30.043 --> 01:10:30.664
Canadian friends.

01:10:30.805 --> 01:10:32.244
Longest international border,

01:10:32.845 --> 01:10:34.025
straightest international border,

01:10:34.386 --> 01:10:37.506
and other than a 50-foot cut of trees,

01:10:38.127 --> 01:10:38.707
wide open,

01:10:38.947 --> 01:10:40.648
largest unprotected border also.

01:10:41.068 --> 01:10:41.368
All right,

01:10:41.627 --> 01:10:42.648
our good friends from the North

01:10:42.667 --> 01:10:43.007
Canadians.

01:10:43.068 --> 01:10:45.009
Barry, thank you for having me on.

01:10:45.408 --> 01:10:46.229
Thank you for joining us.

01:10:46.248 --> 01:10:49.029
So on behalf of Taylor, our producer,

01:10:49.170 --> 01:10:50.350
Barry, our great guest today,

01:10:50.409 --> 01:10:51.131
I'm Andy Wines,

01:10:51.430 --> 01:10:52.470
wrapping up another episode

01:10:52.490 --> 01:10:54.350
of the Trash Talk Business Podcast.

01:10:54.652 --> 01:10:55.952
We will see you next week.

01:10:59.773 --> 01:11:00.512
Thanks for listening.

01:11:00.974 --> 01:11:02.514
Tap subscribe or follow to

01:11:02.533 --> 01:11:03.635
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01:11:03.954 --> 01:11:05.416
And if you enjoyed this episode,

01:11:05.576 --> 01:11:06.355
be sure to leave us a

01:11:06.416 --> 01:11:08.096
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01:11:08.556 --> 01:11:09.176
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01:11:09.476 --> 01:11:10.917
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01:11:10.978 --> 01:11:12.118
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01:11:12.578 --> 01:11:12.698
Bye.