Ep. 106 - Always Be Marketing with Andy Barten

WEBVTT

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here we are another episode

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of trash talk business

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podcast episode 106 uh a

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little background noise

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because andy barton is

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joining us a few minutes

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late no big deal typical marine

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So, yeah, what are we doing?

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All right.

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You know, this is your weekly.

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I forgot.

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This is where I do the intro.

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I'm Andy Wines.

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He's Casey Bubba Lawrence.

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And this is your weekly

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opportunity to learn all

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about the amazing junk

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removal world we live in

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today and every day.

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If you're looking to grow, scale,

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or build your business,

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you've come to the right place.

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This week, I know what we're talking about,

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so I don't even need to introduce Casey.

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We are doing our quarterly

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update with Andrew Robbins.

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Barton, joining us from the great state,

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say that in just, of New Jersey,

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the northern shores of New Jersey.

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Mr. Andy Barton, let's talk about Q1.

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Thank you, guys.

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So we'll start with a Q1 update,

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and then let's talk about Q2 and beyond.

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So I guess first,

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let's talk about where are you at?

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You launched a second location this year.

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Is that accurate?

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Yeah, it's accurate.

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We're nine months in now.

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There we go.

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Maybe not this year, but in the last year.

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Okay.

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So what, let's start there.

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What are the lessons?

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Cause our good friend,

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Russ Berry also have done

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this in the last year.

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This is like what New York

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and Florida or something like,

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like drastic differences.

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Yours is like up the road per se,

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a couple hours away.

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So what is the hub and spoke, right?

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The hub and spoke wheel, the methodology.

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Yeah.

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That's a, yeah,

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that's traditional business

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hub and spoke in it.

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All right.

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So what have you learned?

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Let's talk about that.

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How is the new site doing?

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And then let's talk about the old site.

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The new site still has its ups and downs.

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I think we opened that

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second location after 12 years here,

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figuring things out in our

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original headquarters.

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And I think I was optimistic.

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I think it's doing well.

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It's done better in a lot of

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capacities than I expected it to.

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But it still has its days

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where it hits and miss.

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And I think a lot of that's

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just you have to be there.

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You have to be present.

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You have to build up your

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brand and your recognition there.

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So I think it's just going to take time.

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I spoke to a couple of my

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other friends about this

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and they all said 18 months

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is kind of your litmus test for real.

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So we're only halfway to that point.

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And we continue to plug away.

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I would love to see it do a

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little bit better,

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but it pays for itself.

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It makes me a little bit of money.

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So it's all right.

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I'd say nine months.

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Yeah.

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If you are cashflow,

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I guess the hillbilly math

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is you got to make money in six months.

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you know, or at least not,

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I say not losing money.

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Let's say,

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let's say that not losing money

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in the first six months, right?

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When you get your,

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and then I'd say paid off in the first 12,

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right?

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So whatever losses you

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incurred the first six,

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you got to paid off by the first 12.

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You know, this is, you know,

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and then between 12 and 18 months,

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the goal is to be profitable as a,

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as a fully automated or full,

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full realized site.

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The expectation is your first six months,

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you're going to be

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investing more than you're making.

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Six to 12 months,

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the goal is to make more than you invest,

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and then 12 to 18 months is

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to recruit your initial.

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And then to your point, after 18 months,

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if you haven't recruited your initial,

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it might be time to cut bait.

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Yeah, and I think that's accurate.

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I know he's since left,

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but I was talking to

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Bennett Grove about it too,

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the CEO and founder of Fire Dogs.

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And he had said he actually

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tried to open locations

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twice before he had any success.

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So I think there is a lot of

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opportunity in locations

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because you have so much

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economy of scale.

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It cost me almost nothing in

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insurance to open it.

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It didn't cost me nearly as

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much in tools and equipment

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as it had in the original form.

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So I think it's low-hanging fruit.

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If you go out,

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you can spend your extra

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money on marketing and

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really have an opportunity.

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Yeah, you're going to spend your money.

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Yeah, you're going to have high,

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I would say, yeah,

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you're going to have higher

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than marketing costs when

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you first start because

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you're more confident where

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you're going to spend the

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dollars and you have the money.

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When I first started,

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my marketing budget was low

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because I only had so many

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dollars to throw at it every month.

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And I didn't know what I was doing.

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And then the second thing is, yeah,

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your labor is going to be

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higher on that second location.

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Because you're going to

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bring guys in day one

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versus your first location

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when you're bootstrapping

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it and you're just doing it yourself.

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So yeah,

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those two costs are going to be higher.

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You're going to share in the

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operational efficiencies

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with your call center operations.

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You're going to share

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operating efficiencies and

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processes that are already built.

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And then the no shit,

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you get all the leftover

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tools and equipment or the

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extra stuff versus having

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to put up with $3,000 to

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$5,000 day one to buy all

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the things that it normally

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takes you a year or two to acquire.

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And I'll tell you- Let me

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ask you a question.

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Go ahead, Case.

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Have you noticed a big

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market difference in the two locations?

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And if so, what's the biggest difference?

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Huge market difference.

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I think- Market or marketing?

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I want to clarify that.

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Market.

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Okay.

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All right, all right.

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Um, marketing, I don't think is,

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is tremendously different.

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It's, you know,

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I think once you find the

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processes at work,

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you can stick with them, but you know,

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where we went, it's the,

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the demographic with the

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population that I was

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seeking is much more

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condensed than it is here

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on the Jersey shore.

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And then as soon as you leave that area,

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you end up in very rural spaces.

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I can't tell you how many

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times I've gone and done an estimate,

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and I offered to do

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something for them for $125.

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You guys both know you're

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not making any money at $125.

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No, no.

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And you're like, oh, no,

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that's way too expensive.

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I was thinking $25.

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I'll just burn it in the backyard.

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No, it's interesting.

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That is the conversation I

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had earlier today with somebody.

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I said my single item is at $139,

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which is on point with my

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competitors here,

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and 10% discount puts me at $125.10.

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And other people are like, oh,

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let's put out the curb and

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see if it goes.

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And if not, I'll figure it out later.

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And it's like, well,

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that ain't a fucking great

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methodology for it.

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The other thing, yeah,

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we'll leave it at that.

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So it's more rural.

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Are you based in one city?

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Or is it just a countryside?

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Well,

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so we're operating within the bounds

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of the Cherry Hill market

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is what I call it.

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Cherry Hill,

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New Jersey is kind of my target town.

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Then there's some additional

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towns around there.

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But, you know, in that Cherry Hill market,

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I'm chasing six to eight zip codes.

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You know, here on the Jersey Shore,

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we have upwards of 20 that are viable.

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You know, they have the right demographics,

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the right.

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the right income, you know, it's a dense,

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like you said.

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Yeah.

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And then, and then down there you, you,

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you stay in those zip codes and I've,

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I've spent some money

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trying to market outside of

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them and I've learned that

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lesson very quick.

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So let's talk, I want to get into that.

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I love, you know, me, I love data.

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I love zip codes and I, and I, and I,

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and I, I'm going to write,

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actually I need a,

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I need a tailor.

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Actually, I got a marker.

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I'm going to write down how

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many zip codes I think you

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have based on my hillbilly

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math of doing this for more

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than a few days.

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So you said you have 20.

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All right.

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I put a number down.

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How many zip codes are

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feasible in your area?

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Your initial area, you mark it 22.

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I don't know if I have that data.

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I'm operating basically

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within a 35-mile radius,

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if that makes sense.

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I don't know what the zip codes are.

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There's certain towns, for example,

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Wall Township has five zip codes,

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so that's easy to chase those.

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I would tell you we have saturation,

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substantial saturation in

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eight of them here, and then the rest,

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there's room to grow.

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Yeah.

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So here's my hillbilly math I wrote down.

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My hillbilly math says you

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can service 60 zip codes

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based off of that.

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If I would look at your map,

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I would say there's 60 zip codes.

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And this is where I break it down.

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This is how Milwaukee is.

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There are 60 zip codes I can service.

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From my location, going out 45 minutes,

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there's 60 zip codes.

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And the math I use is the sometimes,

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always, never,

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one-third principle that

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ultimately works in life.

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So one-third of those zip

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codes will use me, right?

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They're the always people.

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They will always pay for junk removal.

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Now,

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whether they'll use me or my competitor,

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I don't know.

00:08:01.639 --> 00:08:02.641
One-third sometimes.

00:08:02.680 --> 00:08:03.701
So that means sometimes some

00:08:03.721 --> 00:08:05.122
of the people will use junk removal.

00:08:05.543 --> 00:08:06.303
And one-third,

00:08:06.663 --> 00:08:07.504
they will never pay a

00:08:07.545 --> 00:08:08.625
professional organization.

00:08:08.805 --> 00:08:09.846
So do they need the service?

00:08:09.887 --> 00:08:10.107
Yeah.

00:08:10.627 --> 00:08:11.327
What are they going to do?

00:08:11.507 --> 00:08:12.108
To your point, yeah,

00:08:12.127 --> 00:08:13.488
they might take it out back and burn it.

00:08:13.769 --> 00:08:14.389
They might just put it on

00:08:14.410 --> 00:08:14.951
the side of the road.

00:08:15.190 --> 00:08:16.151
They might go hire a truck

00:08:16.172 --> 00:08:16.851
on a truck because they

00:08:16.872 --> 00:08:17.612
don't give a shit it's a

00:08:17.653 --> 00:08:18.973
professional junk removal company.

00:08:20.875 --> 00:08:21.636
When you said 20,

00:08:21.636 --> 00:08:22.915
I automatically just tripled it.

00:08:23.076 --> 00:08:24.117
There's probably 60 zip

00:08:24.156 --> 00:08:25.038
codes you can touch.

00:08:25.478 --> 00:08:26.098
This is important.

00:08:26.119 --> 00:08:26.699
We talked about the guy.

00:08:26.718 --> 00:08:27.259
I remember that guy from

00:08:27.358 --> 00:08:28.399
Charlotte years ago.

00:08:28.420 --> 00:08:29.581
He's like, I want to go after Charlotte.

00:08:29.600 --> 00:08:29.800
I was like,

00:08:29.821 --> 00:08:30.822
that sounds like a terrible idea.

00:08:32.883 --> 00:08:34.203
What's a small town you can win?

00:08:34.224 --> 00:08:34.543
He's like, well,

00:08:34.563 --> 00:08:36.826
there's this one town

00:08:36.865 --> 00:08:37.385
that's 40,000 people.

00:08:37.426 --> 00:08:38.527
I go, yeah, go win there.

00:08:38.807 --> 00:08:41.990
Go win there first.

00:08:42.070 --> 00:08:42.529
I tell people,

00:08:42.570 --> 00:08:43.990
find three to five zip codes that work.

00:08:44.331 --> 00:08:45.292
Start with three to five.

00:08:47.014 --> 00:08:47.835
Well, look at per truck.

00:08:48.154 --> 00:08:49.475
How many can you actually

00:08:49.995 --> 00:08:52.698
realistically cover per year per truck?

00:08:53.359 --> 00:08:53.578
Right.

00:08:53.820 --> 00:08:54.519
You can literally put that

00:08:54.539 --> 00:08:56.461
down on a piece of paper and say, well,

00:08:56.481 --> 00:08:57.783
if I have like, for instance,

00:08:57.802 --> 00:08:58.884
Dallas-Fort Worth, it's huge.

00:08:59.203 --> 00:09:00.024
And they're not

00:09:00.105 --> 00:09:01.306
geographically next to each other.

00:09:01.385 --> 00:09:02.246
You have a huge gap,

00:09:02.287 --> 00:09:03.246
which is called mid cities.

00:09:03.908 --> 00:09:05.208
But if I was if I was to say, oh,

00:09:06.250 --> 00:09:07.730
I service all the DFW area.

00:09:08.291 --> 00:09:08.491
Cool.

00:09:08.511 --> 00:09:09.292
How many crews do you have?

00:09:09.312 --> 00:09:09.932
I have two trucks.

00:09:10.552 --> 00:09:10.753
All right.

00:09:10.773 --> 00:09:11.953
So you're telling me you can

00:09:12.034 --> 00:09:13.014
serve eight and a half

00:09:13.095 --> 00:09:14.616
million people with two trucks.

00:09:15.591 --> 00:09:16.072
Well, no.

00:09:16.452 --> 00:09:17.352
Well, you just told me that.

00:09:17.393 --> 00:09:18.533
That's literally what your marketing says.

00:09:18.553 --> 00:09:20.634
I would say it's one truck

00:09:20.855 --> 00:09:21.416
for every 200,000 population.

00:09:21.436 --> 00:09:21.936
Not per year, though.

00:09:21.956 --> 00:09:22.616
I wouldn't say per year.

00:09:22.636 --> 00:09:23.236
What do you mean?

00:09:23.256 --> 00:09:23.856
I'd almost break it down to

00:09:23.856 --> 00:09:24.418
60,000 because we had a

00:09:24.437 --> 00:09:26.318
population of 450,000 in our area.

00:09:26.339 --> 00:09:26.479
Yeah.

00:09:39.379 --> 00:09:42.644
But that was also within a 15-mile radius.

00:09:43.445 --> 00:09:45.167
Yeah, yeah, yeah.

00:09:45.187 --> 00:09:46.048
When we first started,

00:09:46.148 --> 00:09:47.789
we had three zip codes we went after.

00:09:48.250 --> 00:09:50.594
Four cities, we'll call it.

00:09:50.813 --> 00:09:51.274
Three cities,

00:09:51.315 --> 00:09:52.395
four zip codes because one

00:09:52.436 --> 00:09:53.216
has a double zip code, right?

00:09:53.236 --> 00:09:54.238
About a population of 100,000.

00:09:55.850 --> 00:09:56.951
And now, yes,

00:09:57.010 --> 00:09:58.371
we served a bunch of other ones,

00:09:58.591 --> 00:09:59.491
but our initial was, hey,

00:09:59.511 --> 00:10:00.611
let's get to two or three trucks.

00:10:01.172 --> 00:10:01.332
Right.

00:10:01.352 --> 00:10:02.592
And we got to two trucks with that.

00:10:03.993 --> 00:10:05.474
And that was with heavy saturation.

00:10:05.754 --> 00:10:08.333
So what I'm saying is when you're starting,

00:10:08.374 --> 00:10:09.195
when you have one truck,

00:10:09.235 --> 00:10:10.855
go after 100,000 people max.

00:10:11.215 --> 00:10:11.514
That's it.

00:10:11.975 --> 00:10:12.216
Yes.

00:10:12.676 --> 00:10:13.155
Go after 100,000 people.

00:10:15.102 --> 00:10:16.063
Then go after 200, right?

00:10:16.124 --> 00:10:17.164
It's $100,000 for every

00:10:17.205 --> 00:10:18.725
truck you have until you

00:10:18.765 --> 00:10:20.648
get to certain economies of scale.

00:10:20.707 --> 00:10:24.071
Once you get to three or four trucks,

00:10:24.191 --> 00:10:25.812
then the economies of scale go up, right?

00:10:26.113 --> 00:10:28.195
Now, like you were talking there, Barton,

00:10:28.534 --> 00:10:29.035
Jersey Shore,

00:10:29.076 --> 00:10:29.735
you can go after a

00:10:29.775 --> 00:10:30.716
population of 2 million

00:10:30.937 --> 00:10:31.677
with eight trucks because

00:10:31.697 --> 00:10:32.359
you're going to have enough

00:10:32.399 --> 00:10:33.480
saturation in certain areas.

00:10:34.553 --> 00:10:36.455
Yeah, I think that's a fantastic point,

00:10:36.475 --> 00:10:37.655
and I would nuance that too.

00:10:38.436 --> 00:10:39.517
I think a lot of these guys,

00:10:40.216 --> 00:10:41.256
they discount their

00:10:41.277 --> 00:10:43.018
opportunity to do commercial business,

00:10:43.639 --> 00:10:44.298
and I think commercial

00:10:44.318 --> 00:10:44.958
business gives you a little

00:10:44.979 --> 00:10:45.399
bit of opportunity.

00:10:45.440 --> 00:10:46.200
I bet you could change that

00:10:46.240 --> 00:10:47.561
number to 120 or 140 if

00:10:47.581 --> 00:10:50.042
you're chasing those larger accounts.

00:10:50.261 --> 00:10:51.142
Oh, that's what I'm saying.

00:10:51.162 --> 00:10:52.523
With eight trucks,

00:10:52.543 --> 00:10:53.443
you can service 2 million

00:10:53.464 --> 00:10:54.663
people because you've

00:10:54.703 --> 00:10:56.284
earned the right to do

00:10:56.365 --> 00:10:57.745
consistent 3,000 to

00:10:57.765 --> 00:10:59.047
5,000-hour jobs or that

00:10:59.086 --> 00:11:00.326
really consistent 500 to

00:11:00.346 --> 00:11:01.788
700-hour job that hits every month.

00:11:02.919 --> 00:11:04.740
I think you're 100% right.

00:11:04.780 --> 00:11:06.162
I was just offering a nugget

00:11:06.182 --> 00:11:06.761
to some of these guys that

00:11:06.782 --> 00:11:07.743
are only operating one truck.

00:11:07.863 --> 00:11:10.264
How do you maximize your revenue there?

00:11:10.303 --> 00:11:11.004
What I'm saying is,

00:11:11.844 --> 00:11:12.504
what you're saying right

00:11:12.524 --> 00:11:13.644
now with your satellite location,

00:11:13.664 --> 00:11:14.326
because I want to focus on

00:11:14.346 --> 00:11:15.385
your satellite location for

00:11:15.405 --> 00:11:16.407
a lot of these startup guys.

00:11:17.287 --> 00:11:18.148
Your satellite location,

00:11:18.168 --> 00:11:19.687
you're going after six zip codes.

00:11:20.328 --> 00:11:22.109
Two truck operation, maybe what,

00:11:22.109 --> 00:11:22.970
200,000 population?

00:11:23.149 --> 00:11:23.450
That's it.

00:11:24.250 --> 00:11:25.850
You said, we're saying the same thing.

00:11:26.211 --> 00:11:27.152
Aim small, miss small.

00:11:28.220 --> 00:11:29.221
When you first get started,

00:11:29.240 --> 00:11:30.902
I want to go after all of Milwaukee.

00:11:30.922 --> 00:11:31.241
I'm like, well,

00:11:31.261 --> 00:11:31.981
everyone's going to hire me.

00:11:32.042 --> 00:11:32.402
No, they're not.

00:11:32.842 --> 00:11:33.682
Go after the places I know

00:11:33.702 --> 00:11:35.783
they're going to hire me.

00:11:35.884 --> 00:11:37.404
I think we're 100% saying the same thing.

00:11:37.445 --> 00:11:38.385
I agree with you completely.

00:11:38.605 --> 00:11:39.426
I think one of the other

00:11:39.525 --> 00:11:40.866
benefits that we have is

00:11:41.326 --> 00:11:42.868
with the hub and spoke is

00:11:43.467 --> 00:11:44.369
if I have a slow day there,

00:11:44.389 --> 00:11:45.349
I just bring those guys this way.

00:11:45.690 --> 00:11:47.309
It's not super cost efficient for me,

00:11:47.331 --> 00:11:48.431
but it allows me to

00:11:48.471 --> 00:11:49.692
maintain a good quality

00:11:49.711 --> 00:11:51.013
staff and keep them busy all the time.

00:11:51.633 --> 00:11:53.073
How far away is that site from yours?

00:11:53.114 --> 00:11:54.033
What's the drive time?

00:11:54.134 --> 00:11:54.914
It's an hour and 15 minutes.

00:11:55.727 --> 00:11:56.869
Okay, I was going to say, yeah, yeah.

00:11:57.028 --> 00:11:57.990
I would say anything closer

00:11:58.049 --> 00:11:59.171
than an hour seems kind of

00:11:59.191 --> 00:11:59.831
ridiculous because you're

00:11:59.850 --> 00:12:01.072
going to have so much crossover.

00:12:01.351 --> 00:12:02.312
Yeah, hour, I'd say 90 minutes.

00:12:02.352 --> 00:12:03.333
Do they start the day at the hub?

00:12:05.174 --> 00:12:05.796
I'm sorry, Case.

00:12:06.596 --> 00:12:07.878
Do they start the day at the

00:12:07.937 --> 00:12:09.379
original location or they start at?

00:12:09.499 --> 00:12:10.559
No, they always start at there.

00:12:10.600 --> 00:12:10.840
I mean,

00:12:10.919 --> 00:12:12.701
that location is completely independent.

00:12:12.760 --> 00:12:13.422
It operates on it.

00:12:13.442 --> 00:12:14.342
So I'm just saying that

00:12:14.383 --> 00:12:15.182
they're close enough that I

00:12:15.202 --> 00:12:15.823
can utilize them.

00:12:16.583 --> 00:12:16.904
To me,

00:12:16.965 --> 00:12:18.505
what's important is maintaining

00:12:18.525 --> 00:12:19.206
quality employees,

00:12:19.246 --> 00:12:20.488
especially in that location

00:12:20.508 --> 00:12:21.567
to make sure our reputation

00:12:21.607 --> 00:12:22.249
is being maintained.

00:12:22.951 --> 00:12:23.851
You're not going to keep

00:12:23.912 --> 00:12:24.712
quality people if you can't

00:12:24.732 --> 00:12:26.052
give them quality work every day.

00:12:26.873 --> 00:12:29.214
I think a lot of times they

00:12:29.234 --> 00:12:29.894
enjoy coming out here

00:12:29.914 --> 00:12:30.554
because they know it's two

00:12:30.575 --> 00:12:31.495
hours of just driving and

00:12:31.514 --> 00:12:34.316
listening to the radio.

00:12:34.375 --> 00:12:35.576
It's a win-win.

00:12:36.096 --> 00:12:37.157
You know that you have more

00:12:37.177 --> 00:12:39.018
time right now or you have

00:12:39.057 --> 00:12:39.937
more money than time.

00:12:39.977 --> 00:12:41.698
You have money to pay them,

00:12:42.158 --> 00:12:43.799
which allows you to get more time

00:12:44.726 --> 00:12:44.927
right.

00:12:45.706 --> 00:12:45.907
To,

00:12:45.988 --> 00:12:47.768
to build up the site versus when you're

00:12:47.788 --> 00:12:49.869
first started, you gotta, you gotta man,

00:12:49.908 --> 00:12:51.230
you know, monitor that cashflow.

00:12:51.289 --> 00:12:52.429
So you gotta walk every,

00:12:52.529 --> 00:12:53.250
watch every shekel.

00:12:53.669 --> 00:12:55.850
When you have economies of scale, you can,

00:12:56.792 --> 00:12:57.692
you can, you can make some choices.

00:12:57.751 --> 00:12:57.912
Yeah.

00:12:58.091 --> 00:13:00.113
So they're going to burn, you know,

00:13:00.113 --> 00:13:01.874
$120 a day between fuel

00:13:01.933 --> 00:13:03.754
maintenance and their wages, you know,

00:13:04.115 --> 00:13:05.235
sit in a truck for two hours.

00:13:05.315 --> 00:13:07.655
And yet you're still

00:13:07.816 --> 00:13:09.035
breaking even or better and

00:13:09.096 --> 00:13:09.876
retaining the employees.

00:13:10.496 --> 00:13:11.037
And you're getting more

00:13:11.076 --> 00:13:12.677
exercise on those guys in that equipment.

00:13:13.692 --> 00:13:14.274
A hundred percent.

00:13:14.293 --> 00:13:14.854
And I'll tell you what,

00:13:14.913 --> 00:13:16.076
there's some big wins down

00:13:16.096 --> 00:13:16.596
there for that.

00:13:16.735 --> 00:13:18.096
It's, it's totally worth the spend.

00:13:18.418 --> 00:13:18.857
You know, again,

00:13:19.097 --> 00:13:19.999
I think you have a valid point.

00:13:20.019 --> 00:13:20.539
A lot of these guys I

00:13:20.559 --> 00:13:21.520
understand maybe don't have

00:13:21.541 --> 00:13:23.822
the access to capital, but that,

00:13:23.863 --> 00:13:24.803
that location to me,

00:13:24.984 --> 00:13:26.004
like I'm not sweating it.

00:13:26.245 --> 00:13:26.525
I'd like,

00:13:26.645 --> 00:13:27.447
I'd love to see it do a little

00:13:27.466 --> 00:13:28.467
bit better than it's doing right now.

00:13:28.548 --> 00:13:30.288
But I also think in three,

00:13:30.469 --> 00:13:31.630
three to five years, I'm really damn,

00:13:31.650 --> 00:13:32.692
this thing's rock and roll.

00:13:32.711 --> 00:13:33.432
And I'm glad I did it.

00:13:34.533 --> 00:13:34.953
How,

00:13:34.974 --> 00:13:36.154
so how was it doing compared to your

00:13:36.195 --> 00:13:36.936
initial pro forma?

00:13:38.075 --> 00:13:39.017
Uh, it's,

00:13:39.277 --> 00:13:40.818
it's a little bit below my pro forma.

00:13:40.919 --> 00:13:42.341
I, I was pretty optimistic.

00:13:42.741 --> 00:13:44.885
Um, but I, I think, you know,

00:13:44.926 --> 00:13:45.787
I go back to the same thing

00:13:45.826 --> 00:13:46.467
you're talking about.

00:13:46.989 --> 00:13:47.750
I can remember when I

00:13:48.071 --> 00:13:48.772
literally was begging

00:13:48.792 --> 00:13:49.472
people to come out and help

00:13:49.493 --> 00:13:50.333
me when I had a job.

00:13:50.575 --> 00:13:52.638
Otherwise it was Andy Barton in my truck,

00:13:52.677 --> 00:13:52.918
you know?

00:13:52.937 --> 00:13:52.977
Um,

00:13:53.958 --> 00:13:55.240
There was no brothers behind the Barton.

00:13:55.620 --> 00:13:56.360
It was Barton.

00:13:56.801 --> 00:13:57.240
Exactly.

00:13:57.301 --> 00:13:59.462
So I look at it in that capacity.

00:13:59.523 --> 00:14:00.682
I'm like, you know,

00:14:00.702 --> 00:14:01.724
I really am being

00:14:01.783 --> 00:14:02.884
optimistic in the fact that

00:14:03.024 --> 00:14:03.804
it took me a couple of

00:14:03.845 --> 00:14:05.466
years to get this established here.

00:14:06.027 --> 00:14:07.106
And I'm rolling into a new market.

00:14:07.147 --> 00:14:07.307
Yes,

00:14:07.346 --> 00:14:08.288
I do have a little bit more money and

00:14:08.327 --> 00:14:08.548
time.

00:14:08.567 --> 00:14:10.188
So hopefully it gets going faster.

00:14:10.229 --> 00:14:12.070
But I'll tell you, at the end of the day,

00:14:12.490 --> 00:14:13.211
you can talk about all the

00:14:13.291 --> 00:14:14.371
clicks and everything you want,

00:14:14.451 --> 00:14:15.972
pay-per-click and leads.

00:14:17.332 --> 00:14:18.433
The old adage is still true.

00:14:18.474 --> 00:14:19.235
You need to know the people.

00:14:19.274 --> 00:14:20.595
The people need to know you.

00:14:21.655 --> 00:14:22.417
If they see your name and

00:14:22.437 --> 00:14:23.177
they recognize your truck

00:14:23.216 --> 00:14:24.097
and they're familiar with you,

00:14:24.317 --> 00:14:24.937
they're going to call you.

00:14:25.778 --> 00:14:26.879
Bob Burke said it best.

00:14:26.899 --> 00:14:28.039
People buy from they know, like,

00:14:28.100 --> 00:14:29.240
and trust.

00:14:30.181 --> 00:14:31.642
Of those three, the three you can control,

00:14:32.121 --> 00:14:34.283
they can know you.

00:14:34.303 --> 00:14:35.825
You've got to put yourself out there.

00:14:36.085 --> 00:14:37.284
You've got to be available

00:14:37.365 --> 00:14:39.606
for the people to know who you are.

00:14:39.807 --> 00:14:40.788
People can't buy from you if

00:14:40.807 --> 00:14:41.528
they don't know who you are

00:14:41.548 --> 00:14:42.028
or what you sell.

00:14:42.389 --> 00:14:45.190
It's really that simple.

00:14:45.350 --> 00:14:45.910
That's marketing.

00:14:46.899 --> 00:14:47.760
It's the same too.

00:14:48.081 --> 00:14:48.961
I go out there and do as

00:14:49.000 --> 00:14:50.182
many of those estimates as I can.

00:14:50.201 --> 00:14:52.342
I try not to book estimates

00:14:52.363 --> 00:14:52.864
if I don't have to,

00:14:52.884 --> 00:14:53.604
but you guys know what it is.

00:14:53.624 --> 00:14:54.705
You get a large estate clean out,

00:14:54.725 --> 00:14:55.445
you get a commercial property,

00:14:55.465 --> 00:14:56.066
you're going to have to go

00:14:56.086 --> 00:14:56.666
say hi to those people.

00:14:57.426 --> 00:14:57.986
I go out there,

00:14:58.006 --> 00:14:59.086
my close rate's probably 95%.

00:14:59.086 --> 00:15:00.548
I send one of the boys,

00:15:00.749 --> 00:15:02.009
and they're good guys.

00:15:02.029 --> 00:15:04.192
They work hard, but they're not me.

00:15:04.351 --> 00:15:05.113
They don't sell the business

00:15:05.133 --> 00:15:05.673
the way I sell it.

00:15:06.494 --> 00:15:08.455
They're closing at 70%.

00:15:09.655 --> 00:15:10.876
It's a lot of driving on my side,

00:15:10.918 --> 00:15:11.437
but I think that's where

00:15:11.457 --> 00:15:11.937
the money's made.

00:15:13.239 --> 00:15:16.381
The agreement we had with my

00:15:16.442 --> 00:15:17.602
ops manager was a certain

00:15:17.623 --> 00:15:18.464
level of estimate.

00:15:19.264 --> 00:15:21.186
I would take that 100% of the time.

00:15:21.485 --> 00:15:22.647
It had nothing to do with

00:15:23.447 --> 00:15:24.508
if I didn't believe in him

00:15:24.528 --> 00:15:25.469
because I trained him very

00:15:25.509 --> 00:15:26.849
well and he was you you

00:15:26.869 --> 00:15:28.649
knew augie andy and augie

00:15:28.668 --> 00:15:30.590
was very responsible but it

00:15:30.629 --> 00:15:31.730
got to the point where if I

00:15:31.789 --> 00:15:33.571
could leverage my position

00:15:33.591 --> 00:15:35.030
in the company with this

00:15:35.110 --> 00:15:37.272
job why wouldn't I rather

00:15:37.312 --> 00:15:38.711
than an employee showing up

00:15:38.772 --> 00:15:39.951
and you know what let me

00:15:39.971 --> 00:15:41.373
check on that or hey let me

00:15:41.493 --> 00:15:42.113
ask real quick

00:15:42.852 --> 00:15:44.514
And I'm not saying that's a killer,

00:15:44.974 --> 00:15:46.934
but a lot of times, you know,

00:15:47.254 --> 00:15:48.176
they would try to sub out

00:15:48.355 --> 00:15:50.216
something to someone else.

00:15:50.596 --> 00:15:51.717
And I just happen to be there.

00:15:51.738 --> 00:15:52.618
So, you know, that's not an issue.

00:15:52.638 --> 00:15:53.798
We'll just throw it on on

00:15:53.859 --> 00:15:55.240
top of this existing job

00:15:55.259 --> 00:15:56.259
and we'll get it done for you.

00:15:58.682 --> 00:16:01.243
I think as an owner operator,

00:16:01.363 --> 00:16:02.323
no matter how big you get.

00:16:03.288 --> 00:16:04.168
There's going to be times

00:16:04.428 --> 00:16:05.409
you need to be involved,

00:16:05.629 --> 00:16:06.610
especially in those big

00:16:06.811 --> 00:16:08.513
commercial situations or

00:16:08.572 --> 00:16:09.293
even a small one.

00:16:09.312 --> 00:16:10.934
Every now and then, humble yourself.

00:16:10.995 --> 00:16:12.756
Go out there on a full trailer job.

00:16:13.037 --> 00:16:13.856
Meet the customer.

00:16:14.197 --> 00:16:14.898
Check on the guys.

00:16:14.918 --> 00:16:16.019
Strike up a conversation.

00:16:16.038 --> 00:16:18.160
Because like you said, Andy Barton.

00:16:19.139 --> 00:16:20.941
You can't expect the other

00:16:20.980 --> 00:16:22.143
people to talk about your

00:16:22.202 --> 00:16:23.083
business the way you do.

00:16:23.945 --> 00:16:25.105
And a lot of people appreciate that.

00:16:25.125 --> 00:16:26.567
So when they see that, oh, you're a vet.

00:16:26.628 --> 00:16:27.048
Cool.

00:16:27.129 --> 00:16:28.570
I served 19 years with the Marine Corps.

00:16:28.610 --> 00:16:29.150
This is what I did.

00:16:29.652 --> 00:16:30.832
You and that person could

00:16:30.873 --> 00:16:31.913
build a rapport while your

00:16:31.933 --> 00:16:32.914
guys are getting that job

00:16:32.956 --> 00:16:34.898
done rather than having one

00:16:34.918 --> 00:16:36.799
of your guys take up their

00:16:36.840 --> 00:16:38.022
time doing that.

00:16:39.501 --> 00:16:40.883
And I think you're at a point,

00:16:40.923 --> 00:16:42.342
and I think the other thing

00:16:42.363 --> 00:16:43.062
you got to remember is

00:16:43.864 --> 00:16:45.043
what's a big job to you, me,

00:16:45.083 --> 00:16:47.083
and Andy now may be a lot

00:16:47.104 --> 00:16:47.664
different than what this

00:16:47.684 --> 00:16:48.644
person thinks a big job is.

00:16:48.725 --> 00:16:49.644
I go and do two trucks,

00:16:49.664 --> 00:16:50.544
and people are like, oh, my God,

00:16:50.565 --> 00:16:51.666
this is a lot of money.

00:16:52.025 --> 00:16:52.645
Can I trust you?

00:16:52.666 --> 00:16:54.606
Do you have insurance, this and that?

00:16:54.767 --> 00:16:56.147
And two trucks,

00:16:56.167 --> 00:16:58.148
we're going to be there maybe 90 minutes,

00:16:58.227 --> 00:16:59.008
and we're going to be out of there.

00:16:59.028 --> 00:16:59.187
Mm-hmm.

00:17:00.201 --> 00:17:02.024
Yeah, when it comes to our,

00:17:02.964 --> 00:17:04.105
we have an SLP for this, right?

00:17:04.184 --> 00:17:04.846
And so what it is,

00:17:04.905 --> 00:17:08.169
is if it's ever a interior demo, right?

00:17:08.189 --> 00:17:09.289
So if my guy's looking to

00:17:09.349 --> 00:17:10.351
tear down a shed or something,

00:17:10.490 --> 00:17:11.070
not a problem, right?

00:17:11.290 --> 00:17:13.753
So interior demo, commercial job,

00:17:14.054 --> 00:17:14.855
or full house clean up.

00:17:15.674 --> 00:17:18.636
Then it's, it is, it's really for us,

00:17:18.696 --> 00:17:19.657
it's a second set of eyes.

00:17:20.157 --> 00:17:21.118
The second set of eyes,

00:17:21.179 --> 00:17:22.940
as much as it is then to your point,

00:17:23.080 --> 00:17:26.143
and Andy Martin, it is the little bit of,

00:17:26.182 --> 00:17:27.243
Hey, Oh, the owner,

00:17:27.263 --> 00:17:27.943
the owner of the company

00:17:27.963 --> 00:17:29.085
showed up and a little bit

00:17:29.105 --> 00:17:29.806
more depth here.

00:17:29.865 --> 00:17:30.365
And let's,

00:17:30.385 --> 00:17:31.386
let's establish a little bit

00:17:31.406 --> 00:17:33.607
more of a relationship beyond, okay,

00:17:33.627 --> 00:17:34.528
you got a couch in the basement.

00:17:34.949 --> 00:17:37.351
And so I actually, this today, I was, I,

00:17:37.832 --> 00:17:39.512
as we're scaling right now, we are, we,

00:17:39.573 --> 00:17:40.854
we exceeded goal Q1.

00:17:40.894 --> 00:17:41.934
Our biggest challenge right now is,

00:17:42.575 --> 00:17:43.174
enough crew chiefs.

00:17:43.214 --> 00:17:44.236
I got enough guys in the trucks.

00:17:44.496 --> 00:17:45.115
I need enough guys.

00:17:45.215 --> 00:17:46.477
I need more guys that can run the trucks.

00:17:46.497 --> 00:17:47.156
That's where we're having a

00:17:47.196 --> 00:17:48.417
deficit in our company right now.

00:17:50.419 --> 00:17:52.640
And so I was, I was, I was sitting and,

00:17:52.880 --> 00:17:52.980
and,

00:17:54.300 --> 00:17:55.500
look at the calendar and saying, okay,

00:17:55.520 --> 00:17:56.521
where, where can I fit in?

00:17:56.561 --> 00:17:57.882
What can I do to, you know,

00:17:58.462 --> 00:17:59.143
alleviate some of the

00:17:59.163 --> 00:18:00.462
stress from the field and

00:18:00.563 --> 00:18:01.403
estimates is one thing I'm

00:18:01.443 --> 00:18:02.124
always able to do.

00:18:02.763 --> 00:18:04.085
And that allows Casey,

00:18:04.144 --> 00:18:05.025
our fleet commander to go

00:18:05.085 --> 00:18:07.006
out and train more guys and

00:18:07.026 --> 00:18:08.246
be more present on jobs.

00:18:08.266 --> 00:18:09.205
Like that's a good use.

00:18:09.586 --> 00:18:10.547
I love doing estimates.

00:18:10.906 --> 00:18:11.967
It is a time suck when

00:18:11.987 --> 00:18:12.988
you're driving between hell,

00:18:13.028 --> 00:18:13.988
I did two this morning in

00:18:14.008 --> 00:18:14.528
between meetings,

00:18:14.587 --> 00:18:15.628
I took phone calls in between.

00:18:15.669 --> 00:18:15.808
Right.

00:18:16.028 --> 00:18:17.028
So I still got it done.

00:18:17.689 --> 00:18:18.529
And I mean,

00:18:19.109 --> 00:18:20.613
If I go out and do two 15-minute estimates,

00:18:20.673 --> 00:18:21.574
it really is 30 minutes I'm

00:18:21.614 --> 00:18:22.275
doing because the rest of

00:18:22.295 --> 00:18:23.837
the time I'm on my phone.

00:18:23.958 --> 00:18:24.659
And I'm working, right?

00:18:24.679 --> 00:18:26.082
I'm talking to my virtual

00:18:26.102 --> 00:18:28.445
assistant or I'm scheduling a call.

00:18:28.625 --> 00:18:29.426
That's the kind of stuff I'm

00:18:29.487 --> 00:18:30.709
doing when I'm on the road.

00:18:30.729 --> 00:18:32.112
So it's built in efficiencies.

00:18:33.915 --> 00:18:35.596
All right, so let's talk about, you know,

00:18:35.656 --> 00:18:36.576
I shared a little bit, you know,

00:18:36.717 --> 00:18:38.999
I'm up this year over goal,

00:18:40.398 --> 00:18:41.480
which is always good.

00:18:41.880 --> 00:18:42.700
Where are you at with your

00:18:42.740 --> 00:18:44.201
current site compared to

00:18:44.260 --> 00:18:46.162
goal or year over year?

00:18:46.201 --> 00:18:47.982
Well, I guess pro forma.

00:18:48.063 --> 00:18:48.803
I guess pro forma is the

00:18:48.843 --> 00:18:49.584
most important thing, right?

00:18:50.284 --> 00:18:52.845
Yeah, our pro forma is pretty generous.

00:18:52.964 --> 00:18:53.365
We're up.

00:18:54.105 --> 00:18:55.406
We continue to be up.

00:18:55.686 --> 00:18:56.626
I think there's a lot of

00:18:56.646 --> 00:18:57.448
opportunity coming in Q2.

00:18:59.125 --> 00:19:01.267
Um, you guys know, Justin,

00:19:01.887 --> 00:19:03.729
Justin Waltz is a big

00:19:03.769 --> 00:19:04.950
promoter proponent of that.

00:19:04.970 --> 00:19:05.931
And I think he's a hundred percent right.

00:19:06.352 --> 00:19:07.112
It's all in your marketing,

00:19:07.152 --> 00:19:07.792
your advertising.

00:19:07.813 --> 00:19:08.373
If you're going to let

00:19:08.393 --> 00:19:09.233
yourself get down and your

00:19:09.253 --> 00:19:09.994
marketing advertising,

00:19:10.015 --> 00:19:10.776
when your money's down,

00:19:10.796 --> 00:19:11.556
you're in the winter time,

00:19:11.596 --> 00:19:12.717
you're going to pay the price for it now.

00:19:13.597 --> 00:19:15.839
Um, we invest heavily.

00:19:16.160 --> 00:19:16.800
Um, my wife,

00:19:17.481 --> 00:19:18.563
we really got to get her on the show.

00:19:18.603 --> 00:19:19.723
I think she'd offer you guys

00:19:19.763 --> 00:19:21.545
a tremendous facet that I don't have.

00:19:21.786 --> 00:19:23.067
And I think Andy would really enjoy it.

00:19:23.527 --> 00:19:24.906
but you know we we spend

00:19:24.926 --> 00:19:25.647
heavily on the marketing

00:19:25.688 --> 00:19:26.587
advertising and it's paying

00:19:26.667 --> 00:19:27.827
off now it's and it's been

00:19:27.847 --> 00:19:28.468
paying off I think it's

00:19:28.488 --> 00:19:29.608
really going to hit in q2 I

00:19:29.648 --> 00:19:30.409
think you're going to see

00:19:31.269 --> 00:19:32.189
you know the the economic

00:19:32.209 --> 00:19:33.130
conditions are still mixed

00:19:33.170 --> 00:19:33.769
you keep getting these

00:19:33.910 --> 00:19:34.849
reports nobody really knows

00:19:34.869 --> 00:19:36.270
what's going on but I i

00:19:36.290 --> 00:19:37.050
think people are tired of

00:19:37.090 --> 00:19:37.911
sitting stagnant the

00:19:37.951 --> 00:19:38.871
northeast here especially

00:19:38.931 --> 00:19:39.872
the housing market's tight

00:19:40.551 --> 00:19:41.511
and people are just making

00:19:41.551 --> 00:19:42.571
moves or renovating and

00:19:42.592 --> 00:19:43.873
there's opportunity to fill

00:19:43.913 --> 00:19:44.573
trucks with garbage

00:19:45.744 --> 00:19:48.388
Well, it's an election year,

00:19:48.669 --> 00:19:49.971
so nothing drastic is going

00:19:49.990 --> 00:19:50.932
to happen one way or the other.

00:19:51.613 --> 00:19:52.554
I have seen – we talked

00:19:52.574 --> 00:19:53.635
about this last episode or

00:19:53.655 --> 00:19:54.356
episode before that.

00:19:54.777 --> 00:19:55.898
I have seen plenty of people

00:19:55.919 --> 00:19:56.519
that went out.

00:19:56.859 --> 00:19:57.701
I saw people going out of

00:19:57.721 --> 00:19:59.242
business in Q4 of last year,

00:19:59.262 --> 00:20:01.385
and I definitely –

00:20:01.385 --> 00:20:02.528
I haven't seen any new

00:20:02.567 --> 00:20:03.509
drunken wool companies in

00:20:03.548 --> 00:20:04.589
our area in six months.

00:20:05.090 --> 00:20:06.313
And I'd say the last two years,

00:20:06.813 --> 00:20:07.994
once a month I saw somebody.

00:20:08.595 --> 00:20:11.439
I live a mile from the landfill.

00:20:11.679 --> 00:20:13.582
So every day on my drive to work,

00:20:13.642 --> 00:20:14.643
I drive past the landfill.

00:20:14.863 --> 00:20:16.444
On my way home, I drive past the landfill.

00:20:16.925 --> 00:20:18.365
There's a transfer station I drive by.

00:20:18.405 --> 00:20:19.886
There's a scrapyard I drive by.

00:20:20.086 --> 00:20:21.886
So I see other junkable trucks.

00:20:21.906 --> 00:20:22.827
This isn't just like, oh,

00:20:22.988 --> 00:20:24.008
no one drove by and went to

00:20:24.028 --> 00:20:24.708
the quick trip today.

00:20:24.728 --> 00:20:26.567
Well, actually, that is another point.

00:20:26.888 --> 00:20:28.028
I'm three blocks away from

00:20:28.088 --> 00:20:28.828
one of the busiest gas

00:20:28.848 --> 00:20:30.409
stations in this county.

00:20:30.890 --> 00:20:32.089
And so I see a lot of other

00:20:32.109 --> 00:20:33.289
junkable companies at that

00:20:33.349 --> 00:20:34.750
gas station because they have gas, diesel,

00:20:34.790 --> 00:20:35.911
and the best fried chicken around.

00:20:37.147 --> 00:20:38.769
I haven't seen some of these cats.

00:20:38.789 --> 00:20:39.471
Some of these cats that

00:20:39.510 --> 00:20:40.332
popped up last year,

00:20:40.551 --> 00:20:41.952
I haven't seen them in six months.

00:20:41.972 --> 00:20:43.194
I haven't seen them since August,

00:20:43.234 --> 00:20:43.634
September.

00:20:43.915 --> 00:20:44.997
I probably saw them once a

00:20:45.076 --> 00:20:46.577
month last summer.

00:20:48.681 --> 00:20:50.682
I'm seeing more dumpster hybrid companies.

00:20:51.423 --> 00:20:51.683
Oh, yeah.

00:20:51.864 --> 00:20:52.424
I'm seeing like, hey,

00:20:52.444 --> 00:20:53.326
I got a 15-yard dumpster and

00:20:56.501 --> 00:20:58.041
they do the hybrid dumpster

00:20:58.082 --> 00:20:59.762
junk removal thing.

00:21:00.383 --> 00:21:01.803
I still see the, I see the regulars,

00:21:01.863 --> 00:21:02.022
right?

00:21:02.083 --> 00:21:03.343
I see college hunks in the area.

00:21:03.563 --> 00:21:05.042
I saw 800 got junk today.

00:21:05.743 --> 00:21:07.324
Uh, this other regional competitor of ours,

00:21:07.384 --> 00:21:07.903
junk shuttle.

00:21:07.963 --> 00:21:08.743
I see those cats.

00:21:08.844 --> 00:21:09.544
They're, they're, they're,

00:21:09.703 --> 00:21:10.324
they're ones that go to

00:21:10.364 --> 00:21:11.003
landfill quite a bit.

00:21:11.243 --> 00:21:12.384
So I see the guys that I've

00:21:12.404 --> 00:21:13.164
seen for years.

00:21:13.244 --> 00:21:14.384
It's these pop-ups that I,

00:21:15.464 --> 00:21:16.005
I haven't seen them.

00:21:16.404 --> 00:21:17.526
And so that,

00:21:17.566 --> 00:21:18.726
that to me is telling me that they're not,

00:21:18.865 --> 00:21:19.705
they're not out banging

00:21:19.726 --> 00:21:20.445
jobs the way we are.

00:21:20.746 --> 00:21:21.586
And more than likely is

00:21:21.625 --> 00:21:23.046
because they'd ran out of

00:21:23.086 --> 00:21:24.227
money to advertise and then

00:21:24.406 --> 00:21:25.307
kept their shuckles tight.

00:21:25.406 --> 00:21:25.487
And,

00:21:26.359 --> 00:21:27.820
Like you said, they're paying the price.

00:21:28.101 --> 00:21:29.261
I learned that from you, Barton, right?

00:21:29.301 --> 00:21:30.723
When it's going good, market.

00:21:30.763 --> 00:21:32.265
When it's going poor, market.

00:21:33.005 --> 00:21:34.946
Yeah, I mean, that's 100% my goal.

00:21:35.047 --> 00:21:36.188
And I'll tell you,

00:21:36.347 --> 00:21:37.348
I think I said it before,

00:21:38.170 --> 00:21:39.530
it's the end of the easy entrepreneur.

00:21:39.830 --> 00:21:40.811
Like, dude, it's over.

00:21:41.051 --> 00:21:42.472
And we're seeing the same thing.

00:21:42.532 --> 00:21:44.153
These guys are starting to dissipate,

00:21:44.193 --> 00:21:44.615
disappear.

00:21:45.194 --> 00:21:46.435
What we also are experiencing, though,

00:21:46.455 --> 00:21:46.957
is we're getting a lot of

00:21:46.977 --> 00:21:47.836
price sensitivity.

00:21:48.897 --> 00:21:51.079
You know, back in 2020, 2021,

00:21:51.079 --> 00:21:52.401
when the cash flow was flowing,

00:21:52.942 --> 00:21:53.922
people were hiring us

00:21:53.961 --> 00:21:55.002
without question because

00:21:55.042 --> 00:21:55.884
we're the highest rated

00:21:56.314 --> 00:21:57.314
And we have the reputation.

00:21:58.134 --> 00:22:00.015
And now, you know,

00:22:00.035 --> 00:22:00.954
we still win the jobs that

00:22:00.974 --> 00:22:01.715
you're working harder for.

00:22:01.836 --> 00:22:02.375
So, like, well,

00:22:02.836 --> 00:22:03.476
I can't tell you how many

00:22:03.496 --> 00:22:04.457
times recently that, well,

00:22:04.477 --> 00:22:05.497
you were the highest estimate.

00:22:05.817 --> 00:22:06.217
OK, well,

00:22:06.237 --> 00:22:07.758
we also have the highest quality people.

00:22:07.917 --> 00:22:09.198
We have the highest quality trucks.

00:22:09.617 --> 00:22:10.598
We're guaranteed to show up.

00:22:11.398 --> 00:22:12.259
We communicate throughout

00:22:12.278 --> 00:22:13.058
the entire process.

00:22:13.378 --> 00:22:13.618
You know,

00:22:13.638 --> 00:22:14.759
your receipt and everything is

00:22:14.779 --> 00:22:15.880
automated and sent to you automatically.

00:22:16.299 --> 00:22:16.980
These are these are things

00:22:17.000 --> 00:22:18.221
that people find value in, you know.

00:22:18.820 --> 00:22:20.021
And if you don't find value in it,

00:22:20.041 --> 00:22:21.182
then you're not my customer.

00:22:21.202 --> 00:22:21.323
Like,

00:22:21.343 --> 00:22:22.383
I would love to do business with you.

00:22:22.423 --> 00:22:23.263
But at the end of the day,

00:22:24.605 --> 00:22:25.744
we continue to persist and

00:22:25.766 --> 00:22:26.766
these other guys come and go.

00:22:26.865 --> 00:22:27.767
So I think you just have to

00:22:27.807 --> 00:22:28.626
keep that in perspective.

00:22:29.627 --> 00:22:30.448
But I do think you have to

00:22:30.468 --> 00:22:31.148
work harder to be

00:22:31.229 --> 00:22:32.148
successful in this business

00:22:32.309 --> 00:22:33.109
for the next couple of years.

00:22:34.010 --> 00:22:34.810
Oh, no, no doubt.

00:22:35.652 --> 00:22:36.632
I was in a weird spot.

00:22:36.711 --> 00:22:37.712
Your overhead goes up.

00:22:38.794 --> 00:22:40.515
It just goes up so much more now.

00:22:41.279 --> 00:22:41.579
Oh, yeah.

00:22:41.599 --> 00:22:43.020
So I was in a weird spot in

00:22:43.020 --> 00:22:44.342
2020 because I sat through

00:22:44.362 --> 00:22:45.303
a two-year non-compete.

00:22:45.823 --> 00:22:47.044
And I watched it.

00:22:47.084 --> 00:22:48.484
Obviously, 2020, the bottom fell out,

00:22:48.565 --> 00:22:49.464
and then it kind of recovered.

00:22:49.705 --> 00:22:52.247
But 21 and 22 were anybody

00:22:52.287 --> 00:22:53.188
with a fucking truck

00:22:53.228 --> 00:22:54.808
trailer and a strong back

00:22:54.828 --> 00:22:55.890
could get into this business.

00:22:56.410 --> 00:22:58.270
And then, yeah, the second half of 23,

00:22:58.270 --> 00:22:59.392
they started dissipating

00:22:59.872 --> 00:23:02.554
because then it normalized, right?

00:23:02.574 --> 00:23:03.414
There was all the free money.

00:23:04.255 --> 00:23:06.076
The housing market was booming, right?

00:23:06.156 --> 00:23:07.538
And so, yeah, I agree.

00:23:07.557 --> 00:23:09.259
The next year and a half,

00:23:09.299 --> 00:23:11.602
I think Justin Waltz talked about this.

00:23:11.642 --> 00:23:13.403
He said for the next 18 months,

00:23:13.443 --> 00:23:13.983
it's going to be tough.

00:23:14.743 --> 00:23:14.943
Right.

00:23:15.044 --> 00:23:16.805
He just said 18 to 24 months.

00:23:16.885 --> 00:23:17.425
It will be tough.

00:23:17.445 --> 00:23:17.846
And I agree.

00:23:18.006 --> 00:23:18.686
And he said this back.

00:23:18.826 --> 00:23:19.186
He said this.

00:23:19.247 --> 00:23:20.228
I guess he said this to you.

00:23:20.827 --> 00:23:22.348
He said this in Q4 last year.

00:23:22.368 --> 00:23:22.769
That's right.

00:23:22.829 --> 00:23:23.109
Read this.

00:23:23.150 --> 00:23:23.269
Right.

00:23:23.450 --> 00:23:25.030
So in my head, I kind of circled, OK,

00:23:25.111 --> 00:23:25.590
April 1, 2025.

00:23:25.590 --> 00:23:26.011
That's when.

00:23:26.051 --> 00:23:26.291
Right.

00:23:26.352 --> 00:23:28.653
That it's going to be a grind.

00:23:28.933 --> 00:23:29.814
I can tell you the last the

00:23:29.834 --> 00:23:30.855
first three months of this year,

00:23:31.154 --> 00:23:31.836
we are exceeding

00:23:31.895 --> 00:23:34.156
expectations because we did

00:23:34.217 --> 00:23:35.137
not stop marketing.

00:23:35.458 --> 00:23:37.078
We continue to deliver amazing service.

00:23:37.319 --> 00:23:38.259
We continue hiring.

00:23:38.460 --> 00:23:39.280
We did all the things that

00:23:39.300 --> 00:23:40.080
we continue to do.

00:23:40.101 --> 00:23:40.922
You know, yeah,

00:23:40.942 --> 00:23:42.063
we had a slow week here and there.

00:23:42.482 --> 00:23:43.463
And then it would pick up again.

00:23:43.523 --> 00:23:45.204
And I, I know I didn't let guys go or,

00:23:45.546 --> 00:23:46.666
you know, I made sure guys had hours.

00:23:46.707 --> 00:23:48.147
I made sure our marketing was consistent.

00:23:48.407 --> 00:23:50.170
We didn't cut down our Google budget.

00:23:50.950 --> 00:23:51.830
We've just been consistent.

00:23:51.851 --> 00:23:52.612
We're not spending more.

00:23:52.932 --> 00:23:53.913
Some people will spend more.

00:23:53.932 --> 00:23:54.772
You don't spend twice as

00:23:54.813 --> 00:23:55.653
much to get half the work.

00:23:56.153 --> 00:23:57.695
No, we just, we've been very consistent.

00:23:57.915 --> 00:23:59.116
We've been running our play,

00:23:59.277 --> 00:24:00.417
which is the best way of doing things,

00:24:00.657 --> 00:24:02.138
you know, modify the play.

00:24:02.159 --> 00:24:04.821
And, you know, we, we had our court, our,

00:24:04.961 --> 00:24:05.041
uh,

00:24:06.090 --> 00:24:07.271
Our monthly KPI meeting today,

00:24:07.311 --> 00:24:08.231
we talked about Q1,

00:24:08.551 --> 00:24:10.433
and we did some

00:24:10.693 --> 00:24:12.074
reallocations on the pro forma,

00:24:12.815 --> 00:24:13.535
and now we're going to

00:24:13.615 --> 00:24:14.415
reallocate dollars.

00:24:14.435 --> 00:24:14.915
We're going to spend the

00:24:14.935 --> 00:24:15.596
same amount of dollars.

00:24:15.756 --> 00:24:16.757
We're reallocating where we

00:24:16.797 --> 00:24:18.117
know they're going to best serve us.

00:24:20.239 --> 00:24:23.180
I think you hit the nail on the head there,

00:24:23.200 --> 00:24:23.760
and I think it's smart.

00:24:23.800 --> 00:24:24.520
I think the other thing to

00:24:24.540 --> 00:24:25.261
think about here,

00:24:26.481 --> 00:24:27.282
two points I want to make.

00:24:28.262 --> 00:24:29.104
Our tipping fees in the

00:24:29.144 --> 00:24:30.663
Northeast continue to skyrocket.

00:24:30.924 --> 00:24:32.285
We just got another $6 per ton increase.

00:24:32.325 --> 00:24:34.165
Where are you at right now?

00:24:34.185 --> 00:24:35.247
Yeah, that's what I wanted to mention.

00:24:36.252 --> 00:24:40.134
Market rate in this area right now is 138,

00:24:40.134 --> 00:24:40.634
I think.

00:24:41.816 --> 00:24:42.915
I mean, it's huge.

00:24:43.415 --> 00:24:45.037
When I started the business, it was 92.

00:24:45.237 --> 00:24:47.137
I mean,

00:24:47.458 --> 00:24:48.598
I don't know what that math works

00:24:48.638 --> 00:24:49.919
out to be, but it hasn't been that long.

00:24:49.979 --> 00:24:50.660
They should be that high.

00:24:53.320 --> 00:24:54.320
You're in Jersey, right?

00:24:55.041 --> 00:24:55.241
Yeah.

00:24:55.942 --> 00:25:00.084
So, I mean, the capacity alone is limited.

00:25:01.124 --> 00:25:03.566
We're seeing the tip and

00:25:03.605 --> 00:25:05.086
fees skyrocket because our

00:25:05.126 --> 00:25:05.988
landfills are actually

00:25:06.008 --> 00:25:08.410
getting fuller quicker than expected.

00:25:09.090 --> 00:25:10.511
And we have three so far,

00:25:10.832 --> 00:25:12.973
three in the DFW Metroplex

00:25:12.993 --> 00:25:14.035
that have closed or are

00:25:14.154 --> 00:25:15.737
already set to close this year.

00:25:15.777 --> 00:25:17.018
So they've closed it to the public.

00:25:19.240 --> 00:25:19.880
About a month ago,

00:25:20.221 --> 00:25:21.221
I did a clean out one of my

00:25:21.320 --> 00:25:22.001
storage properties,

00:25:22.221 --> 00:25:22.982
filled up a trailer and

00:25:25.272 --> 00:25:25.772
Telling you all,

00:25:25.813 --> 00:25:26.633
y'all would understand this.

00:25:26.673 --> 00:25:27.894
This probably maybe weighed

00:25:28.614 --> 00:25:29.253
less than a ton.

00:25:29.554 --> 00:25:30.733
I mean, a ton or less.

00:25:31.934 --> 00:25:33.714
And I showed up to the scale

00:25:33.994 --> 00:25:34.715
and they're like, all right, cool.

00:25:34.756 --> 00:25:35.556
How big is your trailer?

00:25:35.576 --> 00:25:38.636
And I say, well, it's long.

00:25:38.836 --> 00:25:39.777
It's like 16 footer.

00:25:40.656 --> 00:25:41.196
Okay, cool.

00:25:41.217 --> 00:25:42.357
And I looked at the scale and I was like,

00:25:42.377 --> 00:25:42.798
oh, okay, cool.

00:25:42.817 --> 00:25:42.978
Yeah.

00:25:43.317 --> 00:25:43.877
Less than a ton.

00:25:44.478 --> 00:25:43.877
$316.

00:25:44.498 --> 00:25:47.479
And I said, let me ask you a question.

00:25:47.519 --> 00:25:48.219
Why is it that much?

00:25:48.239 --> 00:25:49.219
They go, well, that's our minimum.

00:25:50.059 --> 00:25:50.240
What?

00:25:50.339 --> 00:25:50.539
What?

00:25:51.604 --> 00:25:52.204
So then I looked,

00:25:52.285 --> 00:25:53.885
and I drove it 30 minutes

00:25:53.925 --> 00:25:55.027
from a town called Weatherford.

00:25:55.047 --> 00:25:56.188
Weatherford's booming, by the way.

00:25:56.588 --> 00:25:57.750
Weatherford had its own landfill.

00:25:57.950 --> 00:25:58.891
That's the first place I went.

00:25:59.371 --> 00:26:00.112
I showed up and said, hey,

00:26:00.132 --> 00:26:01.093
we're closed to the public.

00:26:01.593 --> 00:26:02.453
And I'm like, why is that?

00:26:02.493 --> 00:26:03.034
Well, we're full.

00:26:03.887 --> 00:26:05.188
So then I had to go to another one.

00:26:05.208 --> 00:26:06.528
They want to charge me 316.

00:26:07.068 --> 00:26:08.230
They said, look, if you don't come here,

00:26:08.250 --> 00:26:09.089
you can go to Fort Worth.

00:26:09.509 --> 00:26:11.010
Fort Worth had two landfills at the time.

00:26:11.391 --> 00:26:13.211
One is set to close in the next two years.

00:26:13.731 --> 00:26:15.711
It was a 15 year out landfill.

00:26:15.872 --> 00:26:17.573
And now it's sucked into two

00:26:17.613 --> 00:26:19.053
years because of the

00:26:19.133 --> 00:26:20.233
massive growth we've seen

00:26:20.273 --> 00:26:22.954
the past four years here in the DFW area.

00:26:23.694 --> 00:26:24.516
How that affects all these

00:26:24.817 --> 00:26:25.917
junk removal companies is, well,

00:26:26.138 --> 00:26:26.880
if you're in Weatherford

00:26:27.099 --> 00:26:27.961
and you were relying on the

00:26:27.980 --> 00:26:28.821
Weatherford landfill,

00:26:29.222 --> 00:26:30.565
your closest landfill now

00:26:31.085 --> 00:26:32.086
is 20 minutes down the road.

00:26:32.166 --> 00:26:33.749
And now it's $316 minimum.

00:26:34.210 --> 00:26:35.050
If you don't want to pay that,

00:26:35.090 --> 00:26:35.951
you got to go to Fort Worth.

00:26:36.071 --> 00:26:37.134
Now you're looking at 45

00:26:37.134 --> 00:26:39.036
minutes closest to go spend

00:26:39.076 --> 00:26:39.997
some money to throw shit away.

00:26:41.287 --> 00:26:43.186
And it's funny to see how

00:26:43.227 --> 00:26:44.508
the trash industry impacts

00:26:44.548 --> 00:26:46.127
real estate and the growth

00:26:46.188 --> 00:26:47.548
over here because people are moving.

00:26:47.567 --> 00:26:48.628
It's one thing we didn't

00:26:48.648 --> 00:26:50.808
think about back in 2020 in the business.

00:26:50.828 --> 00:26:52.189
We didn't think about, oh,

00:26:52.209 --> 00:26:53.690
when people flood the market here,

00:26:53.750 --> 00:26:54.549
then the landfills are

00:26:54.569 --> 00:26:55.430
going to close early and

00:26:55.730 --> 00:26:56.430
that's going to affect us.

00:26:56.730 --> 00:26:57.569
We didn't think about that.

00:26:57.630 --> 00:26:58.230
I mean, I didn't.

00:26:58.750 --> 00:26:59.550
I knew it was going to raise

00:26:59.570 --> 00:27:00.651
because every year they

00:27:00.671 --> 00:27:01.371
raise their prices,

00:27:01.651 --> 00:27:02.891
which is why I raise my prices.

00:27:03.551 --> 00:27:04.912
But when you look at that kind of issue,

00:27:05.551 --> 00:27:06.852
it's not just raising the prices.

00:27:06.932 --> 00:27:08.292
It's running out of space to

00:27:08.353 --> 00:27:09.633
put trash everywhere.

00:27:10.471 --> 00:27:11.352
That's an even bigger

00:27:11.412 --> 00:27:13.053
problem because now you got

00:27:13.073 --> 00:27:15.114
to go find more space to put trash.

00:27:15.314 --> 00:27:18.155
So when you look at that kind of market,

00:27:18.175 --> 00:27:19.276
you're like, hey, well,

00:27:19.435 --> 00:27:20.336
if I want to start my junk

00:27:20.356 --> 00:27:21.017
removal business,

00:27:21.657 --> 00:27:22.317
you're going to start with

00:27:22.357 --> 00:27:24.919
a very high overhead.

00:27:25.559 --> 00:27:26.319
And I'm not talking about

00:27:26.359 --> 00:27:27.359
your yard or your office.

00:27:27.500 --> 00:27:28.941
I'm talking about just one job.

00:27:29.101 --> 00:27:30.162
How much is one job going to

00:27:30.201 --> 00:27:32.462
cost you today that it

00:27:32.482 --> 00:27:34.144
would have cost you four years ago?

00:27:34.163 --> 00:27:35.964
And it's, I would say,

00:27:36.045 --> 00:27:38.306
double at this point, if not way more.

00:27:38.884 --> 00:27:40.786
Yeah, there's just – In this area.

00:27:40.826 --> 00:27:42.708
To me, I think it's the same.

00:27:43.468 --> 00:27:44.709
It's nationwide,

00:27:44.729 --> 00:27:46.210
and I think it just – what

00:27:46.250 --> 00:27:47.931
you're describing just begs

00:27:47.951 --> 00:27:49.011
to me the idea of innovation.

00:27:49.813 --> 00:27:50.673
We're all going to end up

00:27:50.692 --> 00:27:51.673
following a model closer to

00:27:51.773 --> 00:27:53.234
Andy's where you're trying

00:27:53.255 --> 00:27:53.855
to recycle more.

00:27:53.875 --> 00:27:54.435
You're going to have to.

00:27:55.115 --> 00:27:56.196
I also think one of the cool

00:27:56.237 --> 00:27:57.518
things – Andy and I have

00:27:57.538 --> 00:27:58.659
spoken about the junk

00:27:58.679 --> 00:27:59.980
removal trade group a couple times,

00:28:00.019 --> 00:28:00.740
but I would love to really

00:28:00.759 --> 00:28:02.221
get that going –

00:28:02.221 --> 00:28:03.602
Here in Jersey, as a private citizen,

00:28:03.622 --> 00:28:05.502
you're only allowed to drop

00:28:05.502 --> 00:28:06.523
6,000 pounds annually.

00:28:07.545 --> 00:28:10.226
The same thing, you have a minimum.

00:28:10.266 --> 00:28:11.727
You can't come in here and

00:28:11.747 --> 00:28:14.328
haul other people's waste

00:28:14.348 --> 00:28:16.390
without a pretty specific, expensive,

00:28:16.630 --> 00:28:19.491
and time-consuming license.

00:28:19.531 --> 00:28:21.192
Guys complain about it, but dude,

00:28:21.432 --> 00:28:22.093
if you take the time to

00:28:22.113 --> 00:28:22.933
fill the paperwork and do

00:28:22.953 --> 00:28:24.115
that the right way,

00:28:24.154 --> 00:28:25.855
those are huge advantages.

00:28:25.915 --> 00:28:26.675
Most of my customers,

00:28:26.855 --> 00:28:27.477
they couldn't empty out

00:28:27.497 --> 00:28:28.217
their house if they wanted to.

00:28:28.237 --> 00:28:29.117
They're not allowed to drive it there.

00:28:29.824 --> 00:28:31.525
They get 6,000 pounds and they're out.

00:28:31.785 --> 00:28:32.566
You can rent the dumpster.

00:28:32.586 --> 00:28:33.727
You can hire the junk removal company.

00:28:33.747 --> 00:28:34.426
Do you want to do your own

00:28:34.446 --> 00:28:35.048
labor or do you not?

00:28:36.388 --> 00:28:36.888
I tell you what,

00:28:37.450 --> 00:28:39.411
I also think that's why our

00:28:39.451 --> 00:28:40.231
landfills are still

00:28:40.332 --> 00:28:41.692
operating relatively efficiently.

00:28:41.712 --> 00:28:42.292
We don't have the kind of

00:28:42.333 --> 00:28:43.374
growth that you have in Fort Worth.

00:28:43.554 --> 00:28:44.694
I was down in Orlando this week.

00:28:44.734 --> 00:28:45.556
That place is blowing up.

00:28:46.215 --> 00:28:49.038
When you control that market

00:28:49.117 --> 00:28:51.039
and force people to think about it,

00:28:52.181 --> 00:28:54.061
it slows down the process a little bit,

00:28:54.082 --> 00:28:54.682
which I think is good.

00:28:54.702 --> 00:28:56.144
It allows you to forecast

00:28:56.263 --> 00:28:57.104
and grow a scale.

00:28:57.545 --> 00:28:59.105
The other thing it does here is

00:29:00.167 --> 00:29:01.848
I mean, it does it everywhere,

00:29:01.888 --> 00:29:02.749
but it does it here even

00:29:02.769 --> 00:29:04.309
more so because the garbage

00:29:04.329 --> 00:29:04.851
doesn't go anywhere.

00:29:05.171 --> 00:29:06.111
It's pent up demand.

00:29:06.811 --> 00:29:07.571
Whether you want to hang on

00:29:07.612 --> 00:29:08.952
to it this year and wait till next year,

00:29:08.972 --> 00:29:10.113
you want to wait two years from now,

00:29:10.874 --> 00:29:11.653
the garbage is there.

00:29:13.015 --> 00:29:14.375
But I think to Andy's point,

00:29:15.056 --> 00:29:15.756
like what he's doing,

00:29:15.836 --> 00:29:16.836
I just bought the box truck.

00:29:16.856 --> 00:29:17.958
We launched the moving company.

00:29:18.498 --> 00:29:20.159
But a large part of the moving company is,

00:29:20.679 --> 00:29:21.358
dude,

00:29:21.578 --> 00:29:23.000
I'm so excited to get a storefront going.

00:29:23.119 --> 00:29:25.101
I don't know what the name is going to be.

00:29:25.161 --> 00:29:26.622
I'm thinking Barton's Bargains,

00:29:26.662 --> 00:29:27.643
from one customer to another.

00:29:29.224 --> 00:29:32.268
I hate the resale business.

00:29:32.307 --> 00:29:32.887
I love the name.

00:29:33.108 --> 00:29:35.191
Yeah, I hate the resale business.

00:29:35.230 --> 00:29:35.830
I love the name.

00:29:36.372 --> 00:29:37.853
Dude, I hate the resale business,

00:29:37.893 --> 00:29:39.115
but I don't see an option.

00:29:39.755 --> 00:29:40.375
I think it's the only way

00:29:40.395 --> 00:29:41.136
you can start cutting your

00:29:41.156 --> 00:29:42.458
costs down and still

00:29:42.498 --> 00:29:43.459
continue to be competitive.

00:29:43.858 --> 00:29:45.040
What about donating?

00:29:45.060 --> 00:29:46.162
Do you have plenty of facilities?

00:29:46.182 --> 00:29:46.981
So that's us.

00:29:47.002 --> 00:29:48.564
We just donate it because it

00:29:49.265 --> 00:29:50.205
costs me nothing to donate it.

00:29:51.508 --> 00:29:52.347
I donate a ton.

00:29:52.387 --> 00:29:52.907
The problem with the

00:29:52.928 --> 00:29:54.489
donation I have is they

00:29:54.528 --> 00:29:55.308
can't keep up with me.

00:29:55.868 --> 00:29:57.128
I go there and they refuse me.

00:29:57.189 --> 00:29:58.130
And if they refuse me and I

00:29:58.170 --> 00:29:58.789
got to sit on it,

00:29:58.849 --> 00:29:59.589
I either got to sit on it

00:29:59.609 --> 00:30:00.210
or I got to dump it.

00:30:00.230 --> 00:30:01.130
And I just don't have the

00:30:01.170 --> 00:30:01.931
capacity to do that.

00:30:02.290 --> 00:30:03.691
Well, good, bad, or indifferent.

00:30:03.730 --> 00:30:04.570
We're busy enough that we

00:30:04.611 --> 00:30:05.270
don't have that kind of

00:30:05.290 --> 00:30:06.031
space on the trucks.

00:30:06.132 --> 00:30:06.311
Yeah.

00:30:06.932 --> 00:30:09.231
How big, how do you have, do you have a,

00:30:09.592 --> 00:30:10.393
do you have a warehouse or

00:30:10.413 --> 00:30:11.853
a facility to hold material?

00:30:12.590 --> 00:30:13.010
Yeah,

00:30:13.030 --> 00:30:14.372
I don't think I have anything near as

00:30:14.412 --> 00:30:15.311
expansive as yours.

00:30:15.732 --> 00:30:16.492
I would tell you I'm at

00:30:16.532 --> 00:30:17.834
probably 8,000 square feet.

00:30:19.134 --> 00:30:19.854
That's substantial.

00:30:20.134 --> 00:30:21.295
Yeah, it's not terrible.

00:30:21.335 --> 00:30:22.115
A lot of guys have 2,000, 3,000.

00:30:22.175 --> 00:30:25.596
Yeah, no, I have 20,000 on the ground,

00:30:25.596 --> 00:30:26.877
20,000 square feet on the ground.

00:30:27.317 --> 00:30:31.440
And I use about half, maybe a hair more.

00:30:31.859 --> 00:30:33.240
But actual, I mean, my office is 2,500.

00:30:33.300 --> 00:30:34.582
So, I mean, obviously, that's a big tree.

00:30:34.602 --> 00:30:35.362
So I use about 10,000 of the floor.

00:30:41.153 --> 00:30:42.255
maybe a little more, 12,000.

00:30:42.974 --> 00:30:44.115
Because there's an area, yeah,

00:30:44.135 --> 00:30:45.517
because I store empty carts and shit.

00:30:45.797 --> 00:30:47.417
Yeah, at capacity, yeah, I mean,

00:30:48.117 --> 00:30:49.439
if I filled every nook and cranny,

00:30:49.479 --> 00:30:50.599
it'd be 20,000 square feet.

00:30:51.000 --> 00:30:51.580
At capacity,

00:30:51.621 --> 00:30:52.381
I'd probably fill in about

00:30:52.381 --> 00:30:53.961
12,500 of the warehouse.

00:30:54.061 --> 00:30:54.402
And then the 7,500 is...

00:30:56.817 --> 00:30:58.439
more storage of long-term shit,

00:30:59.539 --> 00:31:00.460
like building materials and

00:31:00.480 --> 00:31:00.839
things like that,

00:31:00.859 --> 00:31:01.460
like things that we use

00:31:01.500 --> 00:31:02.320
within the building and

00:31:02.401 --> 00:31:03.361
within the business.

00:31:03.621 --> 00:31:04.781
Also, my old rage room,

00:31:04.842 --> 00:31:06.042
I got 3,000 square feet

00:31:06.063 --> 00:31:08.443
that's just basically dead cap space.

00:31:08.523 --> 00:31:09.203
It just chills there.

00:31:09.223 --> 00:31:11.065
2,500, 3,000, whatever it is.

00:31:11.565 --> 00:31:12.665
I think the rage room idea

00:31:12.705 --> 00:31:13.425
is kind of cool too,

00:31:13.465 --> 00:31:15.646
but what I've experienced

00:31:15.666 --> 00:31:16.287
here too is what the

00:31:16.307 --> 00:31:17.107
donation people want.

00:31:17.347 --> 00:31:18.748
I had some mid-century

00:31:18.788 --> 00:31:20.068
furniture the lady wanted donated.

00:31:20.088 --> 00:31:20.568
They get picky.

00:31:20.828 --> 00:31:21.609
They get picky.

00:31:21.710 --> 00:31:21.829
Yeah.

00:31:22.210 --> 00:31:23.050
And I, dude, I'm telling you,

00:31:23.070 --> 00:31:23.672
I have a good relationship

00:31:23.692 --> 00:31:24.092
with these people.

00:31:24.112 --> 00:31:25.354
I can literally call and email them,

00:31:25.374 --> 00:31:25.934
send them pictures.

00:31:26.535 --> 00:31:27.395
And she refused,

00:31:28.096 --> 00:31:29.979
I think 10 or 12 really nice pieces.

00:31:30.019 --> 00:31:31.181
She refused all but two of them.

00:31:32.082 --> 00:31:33.323
And like, dude, to me, that's opportunity,

00:31:33.343 --> 00:31:33.723
that stuff.

00:31:33.743 --> 00:31:34.884
I know I can put it in a

00:31:34.944 --> 00:31:35.965
shop and sell it for 20 bucks.

00:31:36.905 --> 00:31:37.645
Well, here we go.

00:31:37.726 --> 00:31:38.286
Actually, Taylor,

00:31:38.326 --> 00:31:38.926
this is the great thing

00:31:38.967 --> 00:31:39.666
about Taylor having a

00:31:39.707 --> 00:31:40.406
producer for the show.

00:31:41.186 --> 00:31:44.688
He shared our latest poll, our newest poll,

00:31:44.827 --> 00:31:45.848
latest and newest poll,

00:31:46.548 --> 00:31:48.128
where the question was, and relevant here,

00:31:48.608 --> 00:31:50.069
where do you operate your company from?

00:31:50.069 --> 00:31:52.029
65% of the 51 people that voted,

00:31:52.029 --> 00:31:53.990
65% of them operate out of their house.

00:31:53.990 --> 00:31:59.882
14% of a yard,

00:31:59.882 --> 00:32:02.982
13% of an office and 7% out

00:32:03.002 --> 00:32:03.502
of a warehouse.

00:32:03.542 --> 00:32:04.824
So, you know, even, you know,

00:32:05.223 --> 00:32:07.244
even in your 8,000 square foot warehouse,

00:32:07.305 --> 00:32:07.984
I still say you're in the,

00:32:08.005 --> 00:32:11.987
probably the top 2%, 3%, right?

00:32:12.146 --> 00:32:13.227
Oh yeah.

00:32:13.227 --> 00:32:14.508
90, 90, according to this,

00:32:14.567 --> 00:32:15.867
according to our data, right?

00:32:15.887 --> 00:32:16.548
90% of people die.

00:32:16.548 --> 00:32:20.230
93% of people do not operate

00:32:20.270 --> 00:32:20.771
out of warehouse.

00:32:20.971 --> 00:32:21.893
What's interesting is only

00:32:21.893 --> 00:32:25.557
1% operate out of a storage unit.

00:32:25.896 --> 00:32:27.278
The franchise we used to be part of,

00:32:27.317 --> 00:32:28.058
that was their model.

00:32:28.619 --> 00:32:29.460
Get a storage unit.

00:32:30.201 --> 00:32:32.063
Remember how stupid that was?

00:32:32.163 --> 00:32:34.766
I actually spoke to a guy.

00:32:35.507 --> 00:32:36.346
I talked to a cat who's

00:32:36.386 --> 00:32:37.949
still with that cart.

00:32:37.989 --> 00:32:39.410
Now I encourage that, by the way.

00:32:40.267 --> 00:32:40.627
What's that?

00:32:41.208 --> 00:32:41.709
Storage units?

00:32:41.729 --> 00:32:42.871
No, I encourage that model.

00:32:42.911 --> 00:32:44.393
Oh, yeah, yeah, yeah, yeah.

00:32:44.413 --> 00:32:45.714
I've got a great office, man.

00:32:45.776 --> 00:32:47.637
If you want to be the one, I'll do a plug.

00:32:47.657 --> 00:32:48.579
Casey, what's the name of your company?

00:32:48.599 --> 00:32:49.381
I don't even know the name of it.

00:32:49.461 --> 00:32:50.663
I've got two of them.

00:32:50.843 --> 00:32:52.286
I've got Beth Rhodes.

00:32:52.346 --> 00:32:53.166
It's in Texas.

00:32:53.186 --> 00:32:54.188
Beth Rhodes Self Storage and

00:32:54.229 --> 00:32:55.230
then Silver Lake Self Storage.

00:32:55.250 --> 00:32:55.730
I'll do it.

00:32:55.931 --> 00:32:56.671
Silver Lake, you said?

00:32:57.010 --> 00:32:58.531
Yeah, Silver Lake Silver Storage.

00:32:58.592 --> 00:32:59.451
I'll just do a plug.

00:32:59.511 --> 00:32:59.811
Here we go.

00:33:00.352 --> 00:33:01.172
Do you want to be in the top

00:33:01.172 --> 00:33:02.192
1% of junk and wool

00:33:02.232 --> 00:33:03.833
companies and operate out

00:33:03.853 --> 00:33:05.492
of a storage unit in the DFW area?

00:33:05.813 --> 00:33:06.374
Get my call.

00:33:06.473 --> 00:33:06.814
Get my call.

00:33:07.013 --> 00:33:08.394
Get my buddy, Casey Bubba Lillard,

00:33:08.413 --> 00:33:09.874
to call at Silver Lake Storage,

00:33:10.055 --> 00:33:11.714
where you can fail just like J-Dog.

00:33:12.075 --> 00:33:13.015
Casey, back to you.

00:33:15.056 --> 00:33:17.076
Hey, we've got 10x20s available, too.

00:33:17.256 --> 00:33:17.355
10x20s.

00:33:17.496 --> 00:33:19.156
Oh, yeah.

00:33:19.797 --> 00:33:20.416
Buy one.

00:33:20.817 --> 00:33:22.057
Get one half off for your

00:33:22.076 --> 00:33:22.657
first two months.

00:33:23.577 --> 00:33:24.018
There you go.

00:33:25.143 --> 00:33:25.623
I'm telling you.

00:33:25.843 --> 00:33:27.364
We actually did that, Barton.

00:33:28.064 --> 00:33:31.746
We did in our first year.

00:33:31.766 --> 00:33:32.586
We didn't run out of it.

00:33:34.227 --> 00:33:35.307
We put our scrap in there.

00:33:35.686 --> 00:33:36.887
Remember I shit on you so bad?

00:33:36.907 --> 00:33:38.087
You're like, no, this is great.

00:33:38.107 --> 00:33:38.989
I go, that's terrible.

00:33:39.229 --> 00:33:40.249
You were so mad at me.

00:33:40.269 --> 00:33:42.769
You're like, no, dude, this is great.

00:33:42.789 --> 00:33:43.530
This is $125 a month.

00:33:43.570 --> 00:33:44.250
I'm like, great.

00:33:44.651 --> 00:33:46.152
You're spending $125 a month

00:33:46.192 --> 00:33:47.251
to store $200 in scrap.

00:33:47.271 --> 00:33:48.532
We were in there for two months.

00:33:51.259 --> 00:33:56.362
You were so excited that I shit on you.

00:33:57.442 --> 00:33:58.343
There was no one working it.

00:33:58.383 --> 00:33:59.583
So like we honestly were

00:33:59.603 --> 00:34:00.903
doing what storage units

00:34:00.963 --> 00:34:01.923
are meant to be used for.

00:34:02.045 --> 00:34:03.045
And we were just storing it.

00:34:03.325 --> 00:34:04.746
We weren't doing anything with it.

00:34:04.806 --> 00:34:06.066
And that's when we're like, yeah,

00:34:06.086 --> 00:34:07.126
this isn't working because

00:34:07.207 --> 00:34:08.186
if we're going to keep this,

00:34:08.226 --> 00:34:09.068
we have to move it.

00:34:10.190 --> 00:34:10.431
Yeah.

00:34:11.112 --> 00:34:12.592
But that's the thing is, you know, look,

00:34:12.632 --> 00:34:13.994
your first year of business, man,

00:34:14.054 --> 00:34:15.677
it's it's tough figuring

00:34:15.757 --> 00:34:17.179
out me and you didn't know

00:34:17.219 --> 00:34:18.300
each other when we first started.

00:34:18.420 --> 00:34:19.942
I didn't know Barton.

00:34:20.021 --> 00:34:21.143
We didn't have a Facebook

00:34:21.182 --> 00:34:23.385
group that I knew about to ask questions.

00:34:23.425 --> 00:34:24.847
It was more just like, hey,

00:34:24.867 --> 00:34:25.387
does this work?

00:34:25.467 --> 00:34:26.309
Yeah, it works right now.

00:34:26.650 --> 00:34:27.409
We didn't really think about

00:34:27.530 --> 00:34:28.472
is this going to be working

00:34:28.512 --> 00:34:29.233
in six months?

00:34:30.266 --> 00:34:30.766
And that's the thing.

00:34:30.806 --> 00:34:31.507
I get it.

00:34:31.969 --> 00:34:32.309
I get it.

00:34:32.349 --> 00:34:33.050
You can't run out of your

00:34:33.070 --> 00:34:34.391
house in perpetuity.

00:34:34.431 --> 00:34:35.693
There's no argument there, right?

00:34:36.193 --> 00:34:36.875
Right, right.

00:34:36.934 --> 00:34:37.775
Storage unit's not the way

00:34:37.795 --> 00:34:38.376
to do it because you really

00:34:38.396 --> 00:34:39.518
can't work out of a storage unit.

00:34:40.059 --> 00:34:41.380
It's just dead money.

00:34:41.420 --> 00:34:42.242
Some of them are strict.

00:34:42.483 --> 00:34:43.364
Some of them are like, hey,

00:34:43.384 --> 00:34:44.025
we saw people pulling up.

00:34:44.065 --> 00:34:44.766
It's so strict.

00:34:45.106 --> 00:34:46.086
buying stuff you're out of

00:34:46.126 --> 00:34:46.927
here it's better it's

00:34:46.967 --> 00:34:47.608
better to go find a

00:34:47.628 --> 00:34:48.407
commercial property it's

00:34:48.447 --> 00:34:49.668
vacant and be like hey can

00:34:49.688 --> 00:34:51.110
I just rent space on your

00:34:51.490 --> 00:34:52.711
property the back right

00:34:52.871 --> 00:34:53.652
like at least then you can

00:34:53.692 --> 00:34:55.092
park their truck and come

00:34:55.132 --> 00:34:56.914
and go or ask them

00:34:56.934 --> 00:34:57.735
someone's you know ask a

00:34:57.755 --> 00:34:58.596
big commercial property if

00:34:58.615 --> 00:34:59.215
you can get a corner of

00:34:59.235 --> 00:35:00.496
their warehouse or I mean

00:35:00.697 --> 00:35:01.677
there's other ways of doing

00:35:01.717 --> 00:35:03.139
it because a storage unit

00:35:03.239 --> 00:35:04.880
is is that you're you're

00:35:04.900 --> 00:35:05.820
spending 200 hours a month

00:35:05.860 --> 00:35:06.641
to store stuff that ain't

00:35:06.681 --> 00:35:08.762
worth 200 bucks and you

00:35:08.802 --> 00:35:10.563
gotta drive it there unload

00:35:10.583 --> 00:35:12.806
it and then yeah it it

00:35:12.885 --> 00:35:13.867
makes no sense keep it

00:35:14.934 --> 00:35:17.398
And the other part about it is, you know,

00:35:17.418 --> 00:35:18.297
you want to talk about how

00:35:18.297 --> 00:35:21.161
61% operate other house.

00:35:21.181 --> 00:35:21.161
65.

00:35:21.201 --> 00:35:21.762
Cool thing is 65, 65%.

00:35:23.503 --> 00:35:25.025
The cool thing about that is

00:35:25.405 --> 00:35:26.445
right now it is

00:35:26.525 --> 00:35:27.266
advantageous for your

00:35:27.286 --> 00:35:27.967
business because you can

00:35:28.007 --> 00:35:28.989
write some of that off

00:35:29.009 --> 00:35:29.809
because it's your office.

00:35:31.510 --> 00:35:32.271
I went right from the house

00:35:32.291 --> 00:35:33.251
to the warehouse.

00:35:33.311 --> 00:35:33.670
I get it.

00:35:33.751 --> 00:35:35.592
I did the house thing.

00:35:35.751 --> 00:35:37.853
We went a little slower.

00:35:38.353 --> 00:35:39.494
We went from house to a

00:35:39.594 --> 00:35:42.235
shared lot where we would

00:35:42.335 --> 00:35:45.036
park our trucks in a shared lot.

00:35:45.596 --> 00:35:48.697
To be fair, I did have a lot.

00:35:48.856 --> 00:35:49.896
I had a yard I could park my

00:35:49.916 --> 00:35:51.557
trucks in when we were in the house.

00:35:51.777 --> 00:35:53.579
I had a yard and it was

00:35:54.219 --> 00:35:55.139
merely just to park trucks

00:35:55.199 --> 00:35:56.900
and have guys swap out

00:35:57.039 --> 00:35:58.601
their vehicles with our trucks sometimes.

00:35:58.621 --> 00:35:58.721
Yeah.

00:35:59.929 --> 00:36:00.688
But we didn't get to the

00:36:00.728 --> 00:36:01.650
point where we needed space

00:36:01.690 --> 00:36:04.791
to sort or separate because honestly,

00:36:04.811 --> 00:36:05.871
we weren't doing that at first.

00:36:05.911 --> 00:36:06.893
And then when we started doing it,

00:36:07.012 --> 00:36:07.713
we started small.

00:36:09.034 --> 00:36:10.134
And hell, you know this,

00:36:10.193 --> 00:36:12.014
our first actual warehouse move,

00:36:12.576 --> 00:36:13.476
we went too big.

00:36:13.755 --> 00:36:15.597
We went to a big 7,500

00:36:15.597 --> 00:36:16.737
square foot warehouse, which was...

00:36:17.498 --> 00:36:18.199
which was great.

00:36:18.599 --> 00:36:20.119
It was nice, but it was too expensive.

00:36:21.360 --> 00:36:22.461
We utilized every square

00:36:22.501 --> 00:36:23.181
inch that we could,

00:36:23.661 --> 00:36:25.224
but we couldn't profit from

00:36:25.284 --> 00:36:26.143
every square inch that we

00:36:26.184 --> 00:36:26.844
could because we were too

00:36:26.905 --> 00:36:27.585
early in the game.

00:36:29.166 --> 00:36:31.447
You're like a thousand

00:36:31.467 --> 00:36:32.889
square feet dedicated to a

00:36:32.929 --> 00:36:35.471
fucking cascading pile of cardboard.

00:36:35.590 --> 00:36:36.150
Hey, you know what, man?

00:36:36.190 --> 00:36:37.052
I bailed all that too.

00:36:37.072 --> 00:36:38.112
I got it bailed.

00:36:39.371 --> 00:36:40.331
I went there, you're like, yeah,

00:36:40.351 --> 00:36:41.512
I'm going to take care of that.

00:36:42.632 --> 00:36:43.913
It was like two bales.

00:36:44.213 --> 00:36:44.773
I'm like,

00:36:44.813 --> 00:36:47.293
why don't you just bale it right away?

00:36:47.313 --> 00:36:48.635
He's like, oh, no, no, we'll get to it.

00:36:48.675 --> 00:36:48.775
Dude,

00:36:48.795 --> 00:36:50.074
it was probably like 500 square feet.

00:36:50.175 --> 00:36:50.934
It was like a three-car

00:36:50.974 --> 00:36:52.916
garage of cardboard.

00:36:52.936 --> 00:36:54.516
You know how cardboard is, Bart.

00:36:54.536 --> 00:36:55.416
When you make a pile,

00:36:55.436 --> 00:36:56.356
it doesn't stack anymore.

00:36:56.376 --> 00:36:58.217
It just slides to the right and the left.

00:36:58.396 --> 00:36:59.496
It's like four feet high.

00:37:00.577 --> 00:37:01.297
Oh, my gosh.

00:37:02.197 --> 00:37:03.619
You guys are working.

00:37:03.679 --> 00:37:04.938
I don't store it.

00:37:04.958 --> 00:37:05.079
Yeah,

00:37:05.099 --> 00:37:06.119
Bart don't store shit like that

00:37:06.159 --> 00:37:07.539
because there's no reason to store it.

00:37:07.559 --> 00:37:08.440
At the time, there was a market.

00:37:09.914 --> 00:37:11.514
I'm still getting two cents a pound.

00:37:11.534 --> 00:37:12.175
What do you get?

00:37:12.514 --> 00:37:13.235
Two cents a pound?

00:37:14.777 --> 00:37:15.838
A penny and a half.

00:37:15.858 --> 00:37:16.398
Really?

00:37:16.757 --> 00:37:18.619
That's interesting.

00:37:18.820 --> 00:37:20.161
I think I want to say a

00:37:20.240 --> 00:37:22.922
penny and a half loose and a penny.

00:37:22.943 --> 00:37:23.322
Yeah,

00:37:23.342 --> 00:37:24.003
it's between $125 and $150 for a full

00:37:24.023 --> 00:37:24.764
box truck of cardboard

00:37:24.784 --> 00:37:25.344
magazines and books.

00:37:25.885 --> 00:37:25.985
It is...

00:37:36.547 --> 00:37:38.507
By the time I fire up my

00:37:38.547 --> 00:37:39.849
forklift and load it onto a truck,

00:37:40.048 --> 00:37:40.969
I'm already losing money.

00:37:41.510 --> 00:37:42.789
Now,

00:37:43.751 --> 00:37:46.652
if I take 20,000 pounds of cardboard

00:37:46.692 --> 00:37:49.873
and paper, right, and I'm at $100 a ton,

00:37:50.934 --> 00:37:52.594
then there's your math, right?

00:37:52.835 --> 00:37:54.456
I save $1,000 a night by not

00:37:54.516 --> 00:37:55.097
landfilling it.

00:37:55.297 --> 00:38:00.543
So I'm up $150 instead of spending $1,000.

00:38:00.543 --> 00:38:01.384
So I will say this.

00:38:01.423 --> 00:38:02.684
This is something that we

00:38:02.724 --> 00:38:04.766
looked into and we could facilitate it.

00:38:04.786 --> 00:38:05.407
So it made sense.

00:38:05.447 --> 00:38:07.449
But like computer paper, for instance,

00:38:07.750 --> 00:38:08.630
we got paid more for it.

00:38:09.452 --> 00:38:10.793
You know, books,

00:38:11.313 --> 00:38:12.795
they didn't want paperback.

00:38:12.835 --> 00:38:14.076
They wanted the hardback books.

00:38:15.257 --> 00:38:16.739
And the cardboard that we

00:38:16.778 --> 00:38:17.960
brought in was actually not

00:38:18.059 --> 00:38:18.880
the big money makers.

00:38:18.900 --> 00:38:20.161
The big money makers was the

00:38:20.181 --> 00:38:20.802
computer paper.

00:38:21.903 --> 00:38:23.545
Um, it's, it's heavier, it's denser,

00:38:23.585 --> 00:38:23.885
you know?

00:38:24.306 --> 00:38:24.626
Yeah.

00:38:24.666 --> 00:38:25.565
So they wanted more up.

00:38:26.047 --> 00:38:27.606
So we make our most money on magazines.

00:38:27.788 --> 00:38:28.387
Same thing, right?

00:38:28.507 --> 00:38:29.809
So we make, so because it's,

00:38:30.168 --> 00:38:30.849
it's the heaviest.

00:38:31.329 --> 00:38:32.809
So yeah, we, we do bailed cardboard,

00:38:33.331 --> 00:38:35.472
magazines, books, and then loose paper.

00:38:35.492 --> 00:38:36.552
Those are the four SKUs in

00:38:36.572 --> 00:38:37.112
the paper product.

00:38:37.373 --> 00:38:38.594
And our mixed paper one is

00:38:38.994 --> 00:38:39.934
the one we get the least amount.

00:38:40.679 --> 00:38:41.280
Like you,

00:38:41.641 --> 00:38:42.681
you can fill up a magazine

00:38:42.701 --> 00:38:44.021
Gaylord in one fucking house.

00:38:44.262 --> 00:38:44.963
That's, you know,

00:38:44.983 --> 00:38:45.784
you get the right person

00:38:45.804 --> 00:38:46.744
with the fucking national,

00:38:47.824 --> 00:38:49.385
the national geographics, the, the,

00:38:49.545 --> 00:38:50.567
the playboy collection.

00:38:50.586 --> 00:38:51.367
They thought there's like

00:38:51.407 --> 00:38:52.527
two playboys that are worth it.

00:38:52.668 --> 00:38:53.929
And it's like the Maryland Monroe,

00:38:53.949 --> 00:38:54.909
maybe one other.

00:38:54.949 --> 00:38:55.210
That's it.

00:38:55.250 --> 00:38:56.150
I mean, there's,

00:38:56.210 --> 00:38:57.130
we had a crate full of

00:38:57.150 --> 00:38:58.331
playboy magazines that were like,

00:38:58.552 --> 00:38:59.512
this is going to be worth so much.

00:39:00.034 --> 00:39:00.934
One was like five bucks.

00:39:00.994 --> 00:39:02.996
I was like, shit, $3.

00:39:03.036 --> 00:39:03.655
When you can buy it,

00:39:03.815 --> 00:39:04.976
we only made two bucks in

00:39:04.976 --> 00:39:06.697
20 years on one magazine.

00:39:06.938 --> 00:39:08.659
So not worth it, man.

00:39:09.039 --> 00:39:09.300
Yeah.

00:39:12.952 --> 00:39:13.291
Yeah,

00:39:13.311 --> 00:39:14.753
the whole point is not to store things,

00:39:14.793 --> 00:39:14.952
right?

00:39:15.233 --> 00:39:16.693
We have a three-step methodologies,

00:39:16.713 --> 00:39:18.735
which is to sort it, store, and ship it.

00:39:18.994 --> 00:39:20.096
And my goal is to reduce the

00:39:20.115 --> 00:39:20.835
amount of time.

00:39:21.577 --> 00:39:22.697
I like sorting it on the job,

00:39:22.737 --> 00:39:23.478
storing it in my truck,

00:39:23.757 --> 00:39:24.938
and shipping it on the way back,

00:39:24.958 --> 00:39:25.219
you know?

00:39:25.518 --> 00:39:26.400
Drop it off there.

00:39:26.639 --> 00:39:26.400
100%.

00:39:26.920 --> 00:39:27.519
Drop it off.

00:39:27.800 --> 00:39:28.820
Dude, I try to store nothing.

00:39:29.976 --> 00:39:30.577
Yeah, exactly.

00:39:30.617 --> 00:39:30.898
Yeah.

00:39:31.177 --> 00:39:31.739
We, we,

00:39:31.818 --> 00:39:33.119
we store because we have the space

00:39:33.159 --> 00:39:33.960
and the processes.

00:39:34.382 --> 00:39:35.682
When I tell people to store, I mean,

00:39:35.722 --> 00:39:36.503
put it in your truck and

00:39:36.543 --> 00:39:37.784
drive it somewhere stored

00:39:37.826 --> 00:39:39.768
for the 20 minute drive in

00:39:39.807 --> 00:39:41.909
an enclosed truck or trailer, you know,

00:39:41.929 --> 00:39:43.190
or, you know, box truck.

00:39:43.231 --> 00:39:43.731
And then that's,

00:39:43.771 --> 00:39:44.853
that's the storing process

00:39:44.873 --> 00:39:45.434
I'm talking about.

00:39:46.273 --> 00:39:46.393
Yeah,

00:39:46.414 --> 00:39:47.514
the only thing we really stored

00:39:47.934 --> 00:39:49.976
towards the end were things

00:39:50.016 --> 00:39:51.257
that we got picked up from

00:39:51.396 --> 00:39:52.938
us in a volume.

00:39:53.077 --> 00:39:56.139
So tires, mattresses, rock, dirt,

00:39:56.721 --> 00:39:58.322
stuff that we had to make a

00:39:58.382 --> 00:39:59.503
certain amount before it

00:39:59.523 --> 00:40:00.242
could get picked up.

00:40:00.382 --> 00:40:02.204
And we had the room to do that too.

00:40:02.224 --> 00:40:03.724
It wasn't just like, oh yeah,

00:40:03.744 --> 00:40:04.965
this warehouse is full of dirt.

00:40:05.347 --> 00:40:06.286
No, it's like, we have a yard,

00:40:06.367 --> 00:40:06.967
it's an acre.

00:40:07.367 --> 00:40:08.929
That corner is dirt and it's

00:40:08.949 --> 00:40:09.608
about to get picked up.

00:40:10.510 --> 00:40:11.931
Tires is another thing down here.

00:40:11.971 --> 00:40:12.831
There's one company that

00:40:12.871 --> 00:40:13.891
kind of controls the market

00:40:13.911 --> 00:40:14.552
of North Texas.

00:40:15.664 --> 00:40:17.965
And the coolest thing is now

00:40:18.364 --> 00:40:20.164
you have these sub tire

00:40:20.224 --> 00:40:21.664
facilities that will pick

00:40:21.744 --> 00:40:23.726
up from you at a good price

00:40:23.846 --> 00:40:24.746
because now they're selling

00:40:24.786 --> 00:40:26.146
it to the big tire company

00:40:26.485 --> 00:40:27.847
who pretty much runs the show.

00:40:27.867 --> 00:40:30.626
The cool thing for us was, no,

00:40:30.666 --> 00:40:31.786
we don't as a consumer.

00:40:32.467 --> 00:40:33.748
If you're a vendor of theirs,

00:40:33.927 --> 00:40:34.768
then they will pay you.

00:40:36.507 --> 00:40:37.688
Instead of having to pay the

00:40:37.728 --> 00:40:38.568
big company $1.50 a tire.

00:40:39.989 --> 00:40:40.851
you could bring like 20 to

00:40:40.851 --> 00:40:43.472
30 for free to one of these smaller ones.

00:40:43.992 --> 00:40:44.554
And then they would be,

00:40:44.693 --> 00:40:45.875
they would sell it to the big company.

00:40:45.914 --> 00:40:46.175
Yeah.

00:40:46.655 --> 00:40:46.856
Yeah.

00:40:46.896 --> 00:40:47.436
But we were having

00:40:47.456 --> 00:40:50.177
collection of 150 to 300 tires at a time.

00:40:50.659 --> 00:40:51.539
So we'd had the big company

00:40:51.579 --> 00:40:52.539
pick it up from us,

00:40:53.101 --> 00:40:54.442
charge us $1.50 a tire.

00:40:54.461 --> 00:40:55.442
You know,

00:40:55.501 --> 00:40:57.164
we charged 10 to $15 a tire

00:40:57.184 --> 00:40:58.664
though from the customer.

00:40:59.846 --> 00:41:01.447
Did I tell you guys I bought

00:41:01.646 --> 00:41:02.427
another dumpster company?

00:41:03.664 --> 00:41:03.985
No.

00:41:04.144 --> 00:41:04.905
No.

00:41:05.427 --> 00:41:07.030
I think it's a good conversation to have.

00:41:07.309 --> 00:41:08.932
Talk about the acquisition

00:41:08.952 --> 00:41:10.454
of business in this economic conditions.

00:41:11.726 --> 00:41:12.927
Yeah, tell us more about that.

00:41:14.568 --> 00:41:15.987
Barton Brothers has 45

00:41:15.987 --> 00:41:17.469
containers and two dumpster

00:41:17.869 --> 00:41:19.230
container trucks organically.

00:41:20.090 --> 00:41:22.331
This gentleman, this is a friend of mine.

00:41:22.490 --> 00:41:23.951
Dude, same as we all do.

00:41:24.451 --> 00:41:25.331
Talk to your competitors.

00:41:25.371 --> 00:41:26.152
Be friendly with people you

00:41:26.172 --> 00:41:26.831
can be friendly with.

00:41:27.672 --> 00:41:28.492
Don't give the house away,

00:41:28.552 --> 00:41:29.793
but there's no harm in

00:41:29.932 --> 00:41:30.932
helping somebody out.

00:41:30.952 --> 00:41:31.753
This gentleman actually ran

00:41:31.793 --> 00:41:32.434
out of gas one time,

00:41:32.454 --> 00:41:33.393
and I stopped and got him fuel.

00:41:33.753 --> 00:41:34.394
I say gas.

00:41:34.414 --> 00:41:35.614
He ran out of diesel, but I got him fuel.

00:41:36.494 --> 00:41:37.795
And so we became friendly.

00:41:38.016 --> 00:41:38.876
He decided to retire,

00:41:38.976 --> 00:41:40.197
so he called me up and said, hey,

00:41:40.217 --> 00:41:40.737
here's my offer.

00:41:40.757 --> 00:41:41.277
Do you want to take it?

00:41:41.871 --> 00:41:42.572
And I'll tell you what, dude,

00:41:43.092 --> 00:41:44.552
huge increase in capacity.

00:41:44.592 --> 00:41:46.514
We added 45 more cans, two more trucks,

00:41:46.893 --> 00:41:48.215
and we got his business phone number,

00:41:48.235 --> 00:41:49.615
his website, all that stuff.

00:41:49.996 --> 00:41:51.936
And it's rolling.

00:41:53.277 --> 00:41:54.597
I think a year from now,

00:41:54.637 --> 00:41:55.538
it's going to be a hell of

00:41:55.597 --> 00:41:56.259
an easy add-on.

00:41:56.918 --> 00:41:57.699
And I think there's a lot of

00:41:57.719 --> 00:41:58.920
opportunity right now to buy business.

00:41:59.900 --> 00:42:01.221
I like that.

00:42:01.601 --> 00:42:02.701
The other thing is you had an asset,

00:42:02.721 --> 00:42:02.902
you know.

00:42:04.983 --> 00:42:05.884
I look at other junk removal

00:42:05.923 --> 00:42:07.184
companies and there's

00:42:07.204 --> 00:42:08.025
nothing to buy from them.

00:42:08.226 --> 00:42:11.487
Most junk removal companies.

00:42:11.568 --> 00:42:12.349
Dumpster companies,

00:42:12.849 --> 00:42:14.030
there's a lot more to sell

00:42:14.291 --> 00:42:14.791
because you have the

00:42:14.831 --> 00:42:16.472
physical dumpsters and you

00:42:16.492 --> 00:42:17.293
have relationships and

00:42:17.353 --> 00:42:19.173
commercial contracts.

00:42:20.155 --> 00:42:21.235
When I was at waste management,

00:42:21.255 --> 00:42:24.739
75-80% of the business is

00:42:24.778 --> 00:42:26.280
commercial industrial repeat business.

00:42:26.621 --> 00:42:28.501
It is a small percent that's residential.

00:42:28.722 --> 00:42:30.163
That's why in summer, they'll stop.

00:42:30.523 --> 00:42:31.364
Waste management will stop

00:42:31.403 --> 00:42:32.244
residential cans for like

00:42:32.304 --> 00:42:34.206
six to eight weeks every summer because

00:42:34.726 --> 00:42:36.188
their business picks up and

00:42:36.507 --> 00:42:37.268
the commercial cans,

00:42:37.289 --> 00:42:38.369
like they got to do like, well,

00:42:38.389 --> 00:42:40.210
we have state fair in town

00:42:40.251 --> 00:42:41.132
or we have summer fest.

00:42:41.452 --> 00:42:42.612
Those guys are flipping 40

00:42:42.612 --> 00:42:44.414
cans a day between three or four trucks.

00:42:44.875 --> 00:42:45.675
They don't give a shit about

00:42:45.835 --> 00:42:47.097
one-off residential clients.

00:42:47.117 --> 00:42:47.916
They got to make sure state

00:42:47.936 --> 00:42:49.197
fair and summer fest are taken care of,

00:42:49.778 --> 00:42:51.079
you know, a hundred percent.

00:42:51.099 --> 00:42:51.800
I'll tell you, um,

00:42:52.800 --> 00:42:53.400
I've been talking to

00:42:53.440 --> 00:42:54.101
another junk removal

00:42:54.141 --> 00:42:55.322
company that wants out and,

00:42:55.784 --> 00:42:56.425
We haven't been able to come

00:42:56.445 --> 00:42:56.985
to an agreement.

00:42:57.146 --> 00:42:58.206
Dude,

00:42:58.327 --> 00:42:59.507
I think there's some opportunity to

00:42:59.527 --> 00:43:00.628
buy some stuff very cheap.

00:43:00.688 --> 00:43:01.728
I would say you're buying

00:43:01.748 --> 00:43:03.570
out your competitors, but the question is,

00:43:03.590 --> 00:43:03.929
like you said,

00:43:03.949 --> 00:43:04.489
you haven't come to

00:43:04.510 --> 00:43:06.050
anything because what are you buying?

00:43:07.552 --> 00:43:09.452
That's what I was going to discuss.

00:43:09.713 --> 00:43:10.873
I think you've got to take

00:43:10.893 --> 00:43:11.414
each one of them with a

00:43:11.434 --> 00:43:12.554
grain of salt organically.

00:43:12.635 --> 00:43:15.416
You've got to go over the financials.

00:43:15.496 --> 00:43:16.416
My first question is,

00:43:16.838 --> 00:43:18.018
how much repeat business do you have?

00:43:18.057 --> 00:43:20.380
I don't care about the one-offs.

00:43:20.480 --> 00:43:23.641
I can tell you I bought a jungle company.

00:43:23.862 --> 00:43:25.262
I lost my ass on it.

00:43:26.226 --> 00:43:27.565
Because the handful of

00:43:27.626 --> 00:43:29.927
customers they had were loyal to him.

00:43:30.047 --> 00:43:30.847
And as soon as they found

00:43:30.867 --> 00:43:31.686
out new owners in town,

00:43:31.967 --> 00:43:33.106
they went and shopped and I

00:43:33.146 --> 00:43:34.668
was out and the new

00:43:34.728 --> 00:43:36.108
customers or potential customers,

00:43:37.027 --> 00:43:38.469
there'd always been a name, you know,

00:43:38.748 --> 00:43:39.829
that got ruined because of it.

00:43:39.849 --> 00:43:42.108
So I got my last guest, Andy,

00:43:43.009 --> 00:43:43.989
our last guest, Eason,

00:43:44.690 --> 00:43:45.630
make us make his homes.

00:43:45.690 --> 00:43:45.949
Right.

00:43:46.289 --> 00:43:46.409
Yeah.

00:43:46.449 --> 00:43:46.610
Yeah.

00:43:46.849 --> 00:43:47.889
That we had.

00:43:48.371 --> 00:43:49.751
He was my biggest customer year over year.

00:43:49.871 --> 00:43:50.050
Yeah.

00:43:50.331 --> 00:43:50.510
Yeah.

00:43:50.630 --> 00:43:52.951
Like he did a lot of business with me.

00:43:52.971 --> 00:43:53.672
Oh yeah.

00:43:53.891 --> 00:43:54.911
A month after I left.

00:43:55.643 --> 00:43:56.603
He found a new trash guy.

00:43:57.603 --> 00:43:59.005
It wasn't personal.

00:43:59.264 --> 00:44:00.045
It was strictly business.

00:44:00.246 --> 00:44:01.826
He hired me.

00:44:02.347 --> 00:44:03.527
He hired me and my company.

00:44:04.047 --> 00:44:04.608
When you left,

00:44:04.628 --> 00:44:06.429
you gave him a reason to shop around.

00:44:06.909 --> 00:44:08.309
That was it.

00:44:08.630 --> 00:44:10.590
Listen, the dumpster company,

00:44:10.610 --> 00:44:11.652
the guy is working for me.

00:44:12.231 --> 00:44:13.393
I'm still letting him talk to customers.

00:44:13.413 --> 00:44:13.992
I'm still letting him

00:44:14.032 --> 00:44:14.793
deliver boxes to them.

00:44:14.813 --> 00:44:16.653
That's the key right there.

00:44:16.775 --> 00:44:17.655
It's part of the transfer.

00:44:18.014 --> 00:44:19.115
He keeps asking me questions.

00:44:19.135 --> 00:44:20.076
I was like,

00:44:21.376 --> 00:44:22.137
If I want to change something,

00:44:22.157 --> 00:44:22.777
I'll change it.

00:44:22.818 --> 00:44:23.659
The last thing I want to do

00:44:23.679 --> 00:44:24.980
is go out and try to reinvent the wheel.

00:44:25.079 --> 00:44:26.702
You have a customer base that likes you.

00:44:27.061 --> 00:44:28.282
You have recurring revenue.

00:44:28.742 --> 00:44:30.123
I want to leave that the hell alone.

00:44:30.724 --> 00:44:34.427
We'll introduce our processes slowly.

00:44:34.688 --> 00:44:35.509
We'll get them on board with

00:44:35.568 --> 00:44:36.929
us so they're not walking away.

00:44:38.590 --> 00:44:39.891
Going back to the junk removal business,

00:44:40.793 --> 00:44:41.152
this guy,

00:44:41.172 --> 00:44:42.333
I might make a deal just by his list.

00:44:43.275 --> 00:44:44.896
And I think it's going to be worth it.

00:44:44.916 --> 00:44:46.338
I'm going to give him $3,000 for his list,

00:44:46.737 --> 00:44:48.500
and I'll pay him a small

00:44:48.539 --> 00:44:50.161
royalty if I get customers out of it.

00:44:50.340 --> 00:44:50.661
There you go.

00:44:50.681 --> 00:44:51.141
That's what I'm saying.

00:44:51.181 --> 00:44:52.862
Buy the list, buy the phone number.

00:44:53.143 --> 00:44:56.405
Beyond that... Well,

00:44:57.206 --> 00:44:58.007
I don't disagree with the

00:44:58.027 --> 00:44:59.088
situation I'm in,

00:44:59.128 --> 00:45:00.769
but I also think there's opportunity,

00:45:00.809 --> 00:45:01.030
man.

00:45:01.590 --> 00:45:02.391
But you said $3,000 to buy the list?

00:45:02.411 --> 00:45:02.550
Yeah.

00:45:02.590 --> 00:45:03.271
I made that number up.

00:45:03.311 --> 00:45:03.431
I mean...

00:45:11.476 --> 00:45:12.777
I had this asked me when we

00:45:12.797 --> 00:45:13.458
sold the company.

00:45:13.938 --> 00:45:14.579
They're like, hey,

00:45:15.119 --> 00:45:16.280
what's your book of business look like?

00:45:16.340 --> 00:45:17.081
I'm like, honestly,

00:45:17.101 --> 00:45:19.422
I had a huge repeat

00:45:19.481 --> 00:45:21.123
customer base that the numbers,

00:45:21.402 --> 00:45:22.244
they're kind of skewed.

00:45:22.643 --> 00:45:25.965
If I told you I had 14,000 and a half jobs,

00:45:26.005 --> 00:45:27.947
but I only had 7,000 customers,

00:45:27.967 --> 00:45:29.047
that doesn't seem attractive to you.

00:45:29.568 --> 00:45:30.369
But at the same time,

00:45:30.728 --> 00:45:33.550
I averaged almost two per customer.

00:45:34.210 --> 00:45:35.112
I want to know the quality

00:45:35.132 --> 00:45:36.393
of that customer list

00:45:36.713 --> 00:45:39.635
because I can do 10,000

00:45:39.635 --> 00:45:41.297
jobs with 10,000 customers.

00:45:42.036 --> 00:45:42.717
I want that.

00:45:43.257 --> 00:45:44.278
Hey, why do you have a short list?

00:45:44.358 --> 00:45:44.418
Oh,

00:45:44.438 --> 00:45:45.699
because that's all we do business with

00:45:45.739 --> 00:45:46.840
is the same people over and

00:45:46.880 --> 00:45:48.222
over again because now it's

00:45:48.262 --> 00:45:49.302
valuable because now it's

00:45:49.422 --> 00:45:50.943
almost guaranteed business value.

00:45:51.643 --> 00:45:52.364
So I almost want to see the

00:45:52.405 --> 00:45:53.146
quality of that list

00:45:53.206 --> 00:45:54.847
because people were telling

00:45:54.867 --> 00:45:56.869
me after about 15,000 names

00:45:56.929 --> 00:45:57.831
and email addresses,

00:45:58.010 --> 00:45:59.452
that's when it starts to be worth money.

00:46:00.353 --> 00:46:01.434
I don't know how true that is now.

00:46:02.135 --> 00:46:03.436
I don't think you're necessarily wrong,

00:46:03.496 --> 00:46:05.338
but to me, it's...

00:46:06.242 --> 00:46:06.422
Yeah.

00:46:06.802 --> 00:46:07.043
Again,

00:46:07.063 --> 00:46:08.503
I don't know what the actual number

00:46:08.583 --> 00:46:10.864
is worth of the list, but the,

00:46:11.005 --> 00:46:12.105
my point is I'm willing to

00:46:12.125 --> 00:46:12.806
take a little bit of a

00:46:12.846 --> 00:46:13.826
gamble on it because it's

00:46:13.905 --> 00:46:14.786
not life changing money.

00:46:15.007 --> 00:46:17.108
I can make a deal and maybe

00:46:17.148 --> 00:46:17.728
I can increase my,

00:46:18.007 --> 00:46:18.887
my business pretty easily.

00:46:18.907 --> 00:46:19.588
You know, you don't,

00:46:19.628 --> 00:46:20.528
you don't need to make too

00:46:20.568 --> 00:46:21.690
many jobs to make back $3,000.

00:46:21.690 --> 00:46:22.710
You know what I mean?

00:46:23.210 --> 00:46:24.010
No, I would, I would give a,

00:46:24.231 --> 00:46:25.231
I would give a base price.

00:46:25.251 --> 00:46:25.550
Yeah.

00:46:25.590 --> 00:46:26.711
The only way it would be

00:46:26.731 --> 00:46:28.331
attractive to me is I had

00:46:28.351 --> 00:46:29.132
this conversation end of

00:46:29.172 --> 00:46:30.992
last year with a exiting jungle company.

00:46:31.614 --> 00:46:31.994
It was,

00:46:32.094 --> 00:46:34.135
I'll give you a one time for the list.

00:46:35.242 --> 00:46:36.561
I will give you a price for

00:46:36.581 --> 00:46:37.123
the phone number,

00:46:37.802 --> 00:46:38.443
and I will give you a

00:46:38.483 --> 00:46:39.882
percentage of revenue in

00:46:39.902 --> 00:46:41.304
the next six months that

00:46:41.324 --> 00:46:42.583
comes from the list of the phone number.

00:46:42.943 --> 00:46:44.264
And then after that, we're done.

00:46:45.085 --> 00:46:48.905
Because the gamble you take

00:46:49.025 --> 00:46:49.865
is the phone number and

00:46:49.885 --> 00:46:51.186
list are worth nothing to anybody else.

00:46:52.387 --> 00:46:54.668
And if you think the list is worth great,

00:46:54.807 --> 00:46:55.168
tell them, hey,

00:46:55.208 --> 00:46:56.208
you'll tell them 10% of

00:46:56.268 --> 00:46:57.027
everything on the list and

00:46:57.027 --> 00:46:57.829
10% of everything that

00:46:57.849 --> 00:46:58.568
comes in from the phone.

00:46:59.349 --> 00:47:01.088
Because now you're at 10%

00:47:01.088 --> 00:47:02.469
customer acquisition costs.

00:47:02.690 --> 00:47:03.510
It's either you go pay the

00:47:03.550 --> 00:47:05.251
advertiser to give you that 10, you know,

00:47:05.570 --> 00:47:05.751
that,

00:47:06.050 --> 00:47:07.391
or you're going to pay for somebody

00:47:07.431 --> 00:47:08.510
that allegedly has a great list.

00:47:08.710 --> 00:47:10.092
If someone's strong on their list,

00:47:10.632 --> 00:47:11.331
they'll be like, cool,

00:47:11.632 --> 00:47:12.952
email my list constantly.

00:47:13.172 --> 00:47:14.293
Let me make a couple of

00:47:14.333 --> 00:47:16.793
social posts promoting you, you know,

00:47:16.833 --> 00:47:18.233
from a personal standpoint or whatever,

00:47:18.514 --> 00:47:20.193
because they'd be, you know,

00:47:20.293 --> 00:47:21.835
their cashflow is impacted

00:47:21.855 --> 00:47:23.375
by your ability to close on those jobs,

00:47:23.394 --> 00:47:24.675
you know,

00:47:24.835 --> 00:47:25.896
perform on those jobs and close

00:47:25.916 --> 00:47:26.275
those jobs.

00:47:26.635 --> 00:47:27.717
The thing is, beyond that,

00:47:27.817 --> 00:47:28.777
the trucks probably aren't

00:47:28.817 --> 00:47:29.777
within spec of yours.

00:47:30.057 --> 00:47:30.677
Their employees,

00:47:31.097 --> 00:47:32.199
when I bought a junk rule company,

00:47:32.239 --> 00:47:33.259
within a month,

00:47:33.378 --> 00:47:34.219
all the employees were gone

00:47:34.920 --> 00:47:36.099
because they worked for the guy,

00:47:36.119 --> 00:47:36.721
not for me.

00:47:36.920 --> 00:47:38.041
And that was fine.

00:47:39.021 --> 00:47:39.981
They had five employees,

00:47:40.021 --> 00:47:41.143
and they were all gone within a month.

00:47:41.902 --> 00:47:44.103
So you're not buying it.

00:47:44.123 --> 00:47:44.284
Yeah,

00:47:44.483 --> 00:47:45.824
I think you've got to be careful how

00:47:45.844 --> 00:47:46.443
you look about it.

00:47:46.523 --> 00:47:47.864
But I'm telling you, at the same time,

00:47:48.985 --> 00:47:50.005
going back to Fire Dogs,

00:47:50.385 --> 00:47:51.385
those guys are buying them up,

00:47:51.706 --> 00:47:53.106
and they're indoctrinating these people,

00:47:53.126 --> 00:47:55.347
and they're building a brand off of it.

00:47:55.367 --> 00:47:56.646
I think there's opportunity there.

00:47:56.806 --> 00:47:57.507
I don't think everyone's

00:47:57.527 --> 00:47:58.307
going to be an opportunity.

00:47:58.327 --> 00:47:59.847
I think you've got to be

00:47:59.867 --> 00:48:01.268
careful how you fund it.

00:48:01.307 --> 00:48:03.009
What Fire Dogs is doing is

00:48:03.268 --> 00:48:04.369
different because they're

00:48:04.409 --> 00:48:05.550
all consolidating with that

00:48:05.630 --> 00:48:06.610
bigger PE firm.

00:48:07.389 --> 00:48:08.271
And they're bringing in

00:48:08.331 --> 00:48:09.471
operational processes and

00:48:09.530 --> 00:48:10.931
efficiencies and insurance.

00:48:11.211 --> 00:48:11.351
Right.

00:48:11.411 --> 00:48:11.731
And they have,

00:48:11.911 --> 00:48:12.913
and they have capital to do

00:48:12.952 --> 00:48:14.853
all that versus, you know,

00:48:14.873 --> 00:48:15.634
a guy like you or me that

00:48:15.653 --> 00:48:17.655
wants to buy up guy without

00:48:17.715 --> 00:48:18.635
operational processes.

00:48:18.856 --> 00:48:19.155
Chancellor,

00:48:19.175 --> 00:48:20.356
if you're buying a list from somebody,

00:48:20.376 --> 00:48:21.376
that's all they have to offer.

00:48:21.818 --> 00:48:22.777
You're not getting a building.

00:48:23.038 --> 00:48:23.898
You're not getting the assets.

00:48:23.918 --> 00:48:24.978
The list is not my,

00:48:24.998 --> 00:48:26.059
the list is not my end game.

00:48:26.079 --> 00:48:26.960
The list is kind of where

00:48:26.980 --> 00:48:28.280
you end up settling, but I'm telling you,

00:48:28.320 --> 00:48:29.041
I think you buy,

00:48:29.121 --> 00:48:29.862
you take a junk removal

00:48:29.902 --> 00:48:30.922
business with a little bit

00:48:30.942 --> 00:48:31.543
of brand recognition,

00:48:31.563 --> 00:48:32.222
a little bit of list and a

00:48:32.242 --> 00:48:32.983
couple of employees,

00:48:33.403 --> 00:48:34.905
and then you add those processes to it,

00:48:34.945 --> 00:48:35.164
man.

00:48:35.244 --> 00:48:35.385
Like,

00:48:36.184 --> 00:48:37.786
If I get your list into my

00:48:37.846 --> 00:48:38.606
marketing scheme,

00:48:39.086 --> 00:48:40.047
I really think I'm going to make money.

00:48:40.327 --> 00:48:41.827
I think I'm going to turn

00:48:41.827 --> 00:48:42.929
$3,000 into at least $15,000 or $20,000.

00:48:42.929 --> 00:48:44.530
Well, Barton,

00:48:44.550 --> 00:48:46.411
you can do that with other

00:48:46.431 --> 00:48:47.331
businesses too that

00:48:47.371 --> 00:48:49.092
associate with junk removal.

00:48:49.132 --> 00:48:49.711
Oh, 100%.

00:48:50.572 --> 00:48:51.934
That's a landscape company.

00:48:52.873 --> 00:48:53.914
That's a house cleaning company.

00:48:54.275 --> 00:48:54.494
I mean, 100%.

00:48:54.755 --> 00:48:56.436
Because those are your same clients.

00:48:56.496 --> 00:48:58.996
I mean, you remember Alex Hoyer.

00:49:00.097 --> 00:49:00.277
Andy,

00:49:00.297 --> 00:49:01.438
I've talked about him a couple times.

00:49:01.778 --> 00:49:02.438
Yeah, yeah, yeah.

00:49:02.498 --> 00:49:03.400
Is that the landscape guy?

00:49:03.420 --> 00:49:03.500
Yeah.

00:49:04.295 --> 00:49:04.494
Yeah,

00:49:04.514 --> 00:49:06.496
he's a landscaper and I brought him

00:49:06.536 --> 00:49:07.476
over into my yard and

00:49:07.516 --> 00:49:08.155
that's where he kind of

00:49:08.175 --> 00:49:08.976
started in my area.

00:49:09.797 --> 00:49:11.237
And I called him a couple of

00:49:11.257 --> 00:49:13.036
weeks ago and he was like, yeah, man,

00:49:13.056 --> 00:49:15.177
I actually just bought Mr. Lawn,

00:49:15.197 --> 00:49:16.577
which is local to him.

00:49:16.597 --> 00:49:18.059
And they had a cool setup.

00:49:18.079 --> 00:49:19.798
They had about 15, I think 10 trucks.

00:49:19.818 --> 00:49:21.000
And I was like, really?

00:49:21.019 --> 00:49:21.599
He goes, yeah, man.

00:49:21.619 --> 00:49:23.079
He's like, he's tired.

00:49:23.099 --> 00:49:23.840
He's ready to roll.

00:49:24.019 --> 00:49:24.920
And I was tired of going

00:49:24.940 --> 00:49:25.521
from here to here.

00:49:25.541 --> 00:49:27.260
I was like, why don't I just buy him?

00:49:27.740 --> 00:49:29.461
Because now I have all his clients,

00:49:29.481 --> 00:49:31.121
all his equipment, his setup.

00:49:31.262 --> 00:49:31.983
And it's right there.

00:49:32.023 --> 00:49:32.943
It made sense for him.

00:49:33.911 --> 00:49:35.253
And the cool thing about

00:49:35.293 --> 00:49:37.233
that is nothing changes

00:49:37.313 --> 00:49:37.753
really with the

00:49:37.813 --> 00:49:38.974
partnerships that that yard

00:49:39.335 --> 00:49:40.775
guy made and he made.

00:49:41.175 --> 00:49:42.275
Now he can just combine them.

00:49:42.315 --> 00:49:43.677
I don't think clients are like, oh, well,

00:49:43.697 --> 00:49:44.617
I don't know you anymore.

00:49:45.137 --> 00:49:46.057
So I'm not going to use you.

00:49:46.338 --> 00:49:47.298
I think it's more like, oh,

00:49:47.579 --> 00:49:49.019
good for him for retiring.

00:49:49.599 --> 00:49:50.721
I want to keep this going.

00:49:50.740 --> 00:49:52.481
You may have a couple drop off,

00:49:53.041 --> 00:49:55.583
but the marketing thing you mentioned,

00:49:55.603 --> 00:49:55.902
Barton,

00:49:56.103 --> 00:49:58.224
is you could do that with the

00:49:58.244 --> 00:49:59.364
landscape company that wants to sell.

00:49:59.505 --> 00:50:00.585
Hey, I'll buy your client list.

00:50:01.311 --> 00:50:02.311
Because to me,

00:50:02.952 --> 00:50:04.733
that client is also my client,

00:50:05.034 --> 00:50:05.653
not just for landscape.

00:50:05.733 --> 00:50:06.954
I think you're 100% right.

00:50:07.094 --> 00:50:08.215
I just want to be clear.

00:50:08.255 --> 00:50:09.516
My goal is not to buy the list.

00:50:09.936 --> 00:50:12.418
I'm interested in real businesses.

00:50:13.358 --> 00:50:13.980
I agree with you, though.

00:50:14.159 --> 00:50:14.579
Absolutely.

00:50:14.599 --> 00:50:15.280
I think it's important to

00:50:15.300 --> 00:50:16.001
also realize who your

00:50:16.021 --> 00:50:17.161
customer is and who your customer isn't.

00:50:17.983 --> 00:50:21.764
I want to know,

00:50:21.985 --> 00:50:22.686
what was he arranging with

00:50:22.706 --> 00:50:23.365
the dumpster company?

00:50:23.385 --> 00:50:24.306
The guy's still working.

00:50:24.666 --> 00:50:25.628
Was he an owner-operator?

00:50:25.648 --> 00:50:25.728
Yeah.

00:50:26.615 --> 00:50:26.815
Yeah.

00:50:26.916 --> 00:50:27.556
Owner operator.

00:50:27.577 --> 00:50:29.197
He had one, he had one employee, um,

00:50:29.538 --> 00:50:30.278
working off book.

00:50:31.099 --> 00:50:33.041
And, uh, I met the guy and I said, listen,

00:50:33.061 --> 00:50:33.961
this is how I run my business.

00:50:33.981 --> 00:50:35.081
Like I don't do anything off book.

00:50:35.222 --> 00:50:35.663
I don't, you know,

00:50:35.802 --> 00:50:36.884
everything I do is above board.

00:50:36.903 --> 00:50:38.925
Uh, we reviewed the financials.

00:50:38.945 --> 00:50:39.985
We went over it and dude,

00:50:40.005 --> 00:50:41.126
basically the guy was just tired.

00:50:41.226 --> 00:50:41.766
Like he actually,

00:50:41.806 --> 00:50:42.907
he told me he wanted to retire.

00:50:43.108 --> 00:50:43.889
And as we went through the

00:50:43.909 --> 00:50:45.809
process talking to me, he kind of,

00:50:45.829 --> 00:50:46.451
he goes, dude, he goes,

00:50:46.471 --> 00:50:47.331
you're really motivating me.

00:50:48.052 --> 00:50:49.514
And I was like, well, I said, I said,

00:50:49.534 --> 00:50:50.175
I appreciate that.

00:50:50.195 --> 00:50:50.416
I said,

00:50:50.436 --> 00:50:51.436
but I get the impression you don't

00:50:51.456 --> 00:50:52.418
really want to retire anyhow.

00:50:52.438 --> 00:50:53.501
I said, so why don't you come on board?

00:50:53.721 --> 00:50:53.960
I said,

00:50:54.601 --> 00:50:55.664
you can work kind of as much or as

00:50:55.704 --> 00:50:56.385
little as you want to.

00:50:56.405 --> 00:50:56.565
You know,

00:50:56.585 --> 00:50:57.606
I'd love to have your experience

00:50:57.646 --> 00:50:58.407
and make sure the customers

00:50:58.467 --> 00:50:59.750
are being satisfied and

00:50:59.809 --> 00:51:00.992
happy the way you used to do it.

00:51:02.074 --> 00:51:03.855
Um, and dude, so far it's been great.

00:51:04.094 --> 00:51:04.514
You know, it's a,

00:51:04.715 --> 00:51:06.775
it's a real opportunity and, and he, dude,

00:51:06.856 --> 00:51:07.836
he just wants to get rid of the stress.

00:51:08.177 --> 00:51:09.378
He loves coming in and driving the truck.

00:51:10.918 --> 00:51:12.619
He cashed out from buying

00:51:12.639 --> 00:51:13.760
himself a job and he sold

00:51:13.800 --> 00:51:15.079
himself to still have a job

00:51:15.400 --> 00:51:15.840
so he can run.

00:51:15.960 --> 00:51:17.021
So he was owner operator and

00:51:17.081 --> 00:51:17.782
answering the phones,

00:51:17.822 --> 00:51:19.422
doing all the things in reality.

00:51:19.681 --> 00:51:20.922
He doesn't want to run a dumpster company.

00:51:20.963 --> 00:51:22.264
He wants to run dumpsters to customers.

00:51:23.463 --> 00:51:24.085
Yeah,

00:51:24.105 --> 00:51:25.425
I think at one time maybe he wanted

00:51:25.445 --> 00:51:26.304
to run a dumpster company,

00:51:26.364 --> 00:51:28.867
but he's of an age where he

00:51:28.907 --> 00:51:29.626
wants to be able to wind it

00:51:29.646 --> 00:51:30.166
down a little bit.

00:51:30.246 --> 00:51:31.947
He recently sold a house and

00:51:31.987 --> 00:51:32.927
made good profit on it.

00:51:33.949 --> 00:51:34.909
And listen, I'm paying him.

00:51:36.010 --> 00:51:37.210
I made a pretty good deal.

00:51:37.230 --> 00:51:37.889
I don't want to go into a

00:51:38.130 --> 00:51:38.971
tremendous amount of detail,

00:51:39.010 --> 00:51:41.532
but it cost me almost

00:51:41.592 --> 00:51:42.472
nothing out of my pocket,

00:51:42.831 --> 00:51:44.333
and I pay the man on a basis,

00:51:44.373 --> 00:51:45.152
and I'm giving him a job.

00:51:45.233 --> 00:51:47.594
So we have every reason in

00:51:47.614 --> 00:51:48.494
the world to trust each other.

00:51:48.534 --> 00:51:48.934
I need him.

00:51:48.974 --> 00:51:49.474
He needs me.

00:51:49.534 --> 00:51:50.856
And I love that setup.

00:51:51.115 --> 00:51:51.275
Yeah.

00:51:52.014 --> 00:51:52.773
Oh, correct.

00:51:53.755 --> 00:51:53.954
Yeah,

00:51:54.014 --> 00:51:55.914
why squabble and pay lawyers or

00:51:55.974 --> 00:51:57.115
anybody else when you can

00:51:57.155 --> 00:51:58.096
find a mutually agreeable

00:51:58.456 --> 00:51:59.657
situation where both people

00:51:59.717 --> 00:52:01.476
do what they want and there

00:52:01.496 --> 00:52:02.237
might be a situation where

00:52:02.257 --> 00:52:04.398
he ends up making more money, right?

00:52:04.518 --> 00:52:05.918
Or at the very least,

00:52:06.099 --> 00:52:07.500
less stress because you can

00:52:07.519 --> 00:52:09.159
appreciate your operational efficiencies.

00:52:09.619 --> 00:52:09.820
You know,

00:52:09.940 --> 00:52:11.221
he might stick around with you

00:52:11.240 --> 00:52:12.780
for 10 years because he's like, oh,

00:52:12.800 --> 00:52:13.902
this is a great spot, right?

00:52:14.722 --> 00:52:15.182
Oh yeah.

00:52:15.282 --> 00:52:15.864
And the other thing I'm

00:52:15.884 --> 00:52:16.344
getting out of him

00:52:16.364 --> 00:52:17.867
personally unattended is just, you know,

00:52:17.907 --> 00:52:19.070
he knows what it's like to be the boss.

00:52:19.210 --> 00:52:19.429
You know,

00:52:19.469 --> 00:52:21.472
he's even just managing that one guy.

00:52:21.492 --> 00:52:21.833
And I think,

00:52:21.914 --> 00:52:23.356
I think his company was bigger years back,

00:52:23.456 --> 00:52:23.556
but.

00:52:24.255 --> 00:52:24.695
Dude,

00:52:24.795 --> 00:52:25.916
he's done a great job of taking some

00:52:25.936 --> 00:52:26.657
of that load off.

00:52:26.856 --> 00:52:28.498
He tells all the other drivers for me,

00:52:28.518 --> 00:52:29.440
he goes, don't call Andy.

00:52:29.559 --> 00:52:29.900
Call me.

00:52:30.059 --> 00:52:30.820
He goes, if I can't help you,

00:52:30.840 --> 00:52:31.460
then we'll call Andy.

00:52:32.161 --> 00:52:33.023
And, dude, like, I mean,

00:52:33.043 --> 00:52:34.003
that's a big win for me.

00:52:34.023 --> 00:52:36.266
As long as the information's good.

00:52:36.706 --> 00:52:37.586
Yeah, great.

00:52:37.646 --> 00:52:39.168
As long as he has your shared vision,

00:52:39.447 --> 00:52:40.608
then you're good, right?

00:52:40.929 --> 00:52:41.690
And it sounds like he does.

00:52:41.730 --> 00:52:42.972
How old is he, you said?

00:52:43.012 --> 00:52:43.711
You said he's older?

00:52:44.313 --> 00:52:44.952
Yeah, he's 62.

00:52:46.157 --> 00:52:47.239
yeah, okay, at that age,

00:52:47.659 --> 00:52:48.820
he's been around the block enough.

00:52:49.181 --> 00:52:49.641
He's, you know,

00:52:50.322 --> 00:52:51.304
it's not like he's going to

00:52:51.324 --> 00:52:53.286
try to reinvent himself or, no,

00:52:53.346 --> 00:52:54.327
he's going to follow the lead.

00:52:54.847 --> 00:52:55.708
No, just the opposite, dude.

00:52:55.728 --> 00:52:57.329
He knows the industry inside

00:52:57.369 --> 00:52:58.391
out and upside down and backwards,

00:52:58.670 --> 00:52:59.112
you know?

00:52:59.132 --> 00:52:59.211
Yeah.

00:53:00.273 --> 00:53:01.032
He just doesn't want to run

00:53:01.072 --> 00:53:02.014
a dumpster company anymore.

00:53:02.173 --> 00:53:02.893
And so what?

00:53:03.034 --> 00:53:03.713
Good on him.

00:53:04.074 --> 00:53:05.094
And now he can drive a truck.

00:53:05.114 --> 00:53:07.635
Actually, now that's got me motivated.

00:53:07.655 --> 00:53:08.436
Maybe that's what I need to do.

00:53:08.456 --> 00:53:09.597
Because I've never wanted to

00:53:09.617 --> 00:53:10.617
do dumpsters because the

00:53:10.637 --> 00:53:13.617
learning curve of dumpsters,

00:53:14.358 --> 00:53:16.338
and it's against my

00:53:16.398 --> 00:53:17.820
environmental responsibility aspect.

00:53:19.427 --> 00:53:20.007
That's interesting.

00:53:21.510 --> 00:53:22.070
I'm telling you,

00:53:22.329 --> 00:53:23.231
I don't believe in a

00:53:23.271 --> 00:53:24.172
straight dumpster company.

00:53:24.672 --> 00:53:26.532
I don't know how those guys make money.

00:53:26.552 --> 00:53:27.634
At 100 cans,

00:53:27.673 --> 00:53:28.675
the dumpsters alone don't make

00:53:28.695 --> 00:53:29.175
me enough money.

00:53:29.956 --> 00:53:30.536
What they do,

00:53:30.637 --> 00:53:32.157
they basically act as billboards for me.

00:53:32.318 --> 00:53:33.018
They give me the opportunity

00:53:33.038 --> 00:53:34.480
to sell my full-service ops

00:53:34.699 --> 00:53:35.380
everywhere I go,

00:53:35.940 --> 00:53:36.721
and they allow me to do a

00:53:36.760 --> 00:53:37.521
lot of my own jobs.

00:53:37.782 --> 00:53:38.943
You guys know the deal.

00:53:38.983 --> 00:53:39.824
You get a big furniture,

00:53:39.884 --> 00:53:40.423
that sort of stuff,

00:53:40.483 --> 00:53:41.945
even with a nice Zuzu truck and a ramp.

00:53:42.525 --> 00:53:42.925
A lot of times,

00:53:42.965 --> 00:53:44.086
a dumpster is still more useful.

00:53:44.367 --> 00:53:45.768
Not all the time, but a lot of times.

00:53:45.788 --> 00:53:46.228
Walking it?

00:53:46.248 --> 00:53:47.088
Oh, yeah, walking it, yeah.

00:53:47.369 --> 00:53:48.349
I think you'll make money.

00:53:48.389 --> 00:53:48.851
I just think...

00:53:49.570 --> 00:53:51.652
I think you'll make just enough money.

00:53:51.692 --> 00:53:52.411
I don't think you'll make,

00:53:52.492 --> 00:53:55.012
let me retire in a good year.

00:53:55.052 --> 00:53:55.452
That's great.

00:53:55.773 --> 00:53:56.152
I, you're right.

00:53:56.172 --> 00:53:56.313
There's,

00:53:56.333 --> 00:53:57.474
there's two ways to make money

00:53:57.514 --> 00:53:58.733
with dumpsters owner operator,

00:53:58.753 --> 00:53:59.414
where you bought yourself a

00:53:59.454 --> 00:54:01.315
job or you have what we did the math.

00:54:01.335 --> 00:54:02.615
And I was like 400 plus cans.

00:54:03.096 --> 00:54:03.835
Yeah.

00:54:03.936 --> 00:54:05.056
It was 400 plus cans before

00:54:05.097 --> 00:54:05.737
it even made sense.

00:54:06.376 --> 00:54:08.478
And that's 400 cans, eight trucks.

00:54:09.597 --> 00:54:11.478
in a dispatcher before the

00:54:11.858 --> 00:54:13.139
economic scale makes sense,

00:54:13.440 --> 00:54:14.739
where you can hire a salesperson,

00:54:14.760 --> 00:54:15.320
an ops person,

00:54:15.460 --> 00:54:16.800
and you be the owner before

00:54:17.181 --> 00:54:17.900
everybody makes some money.

00:54:18.141 --> 00:54:19.461
Yeah, dude, I'll tell you,

00:54:19.501 --> 00:54:20.523
it's not there at 100 cans.

00:54:21.483 --> 00:54:24.204
It's a nice little tranche.

00:54:25.083 --> 00:54:26.105
You don't own the in-state, Bart,

00:54:26.125 --> 00:54:26.784
and that's the thing is,

00:54:26.925 --> 00:54:28.226
until you own that in-state,

00:54:28.666 --> 00:54:29.706
you'll always be dependent

00:54:29.945 --> 00:54:33.728
on your wherever you're

00:54:33.768 --> 00:54:34.467
taking that dumpster,

00:54:34.947 --> 00:54:35.628
you're dependent on that.

00:54:36.009 --> 00:54:36.389
Tomorrow,

00:54:36.409 --> 00:54:37.889
they could all bring it up to 250 minimum

00:54:39.346 --> 00:54:40.427
per yard or whatever y'all

00:54:40.447 --> 00:54:41.047
charge up there.

00:54:41.969 --> 00:54:43.469
And you, you have to comply.

00:54:43.489 --> 00:54:44.231
There's no like, well,

00:54:44.251 --> 00:54:45.452
let me think of a better place.

00:54:45.612 --> 00:54:46.753
It's like, Hey, this is it now.

00:54:46.793 --> 00:54:47.655
This is the standard.

00:54:47.735 --> 00:54:49.677
It's, this is how you get rid of shit.

00:54:49.916 --> 00:54:50.056
Well,

00:54:50.077 --> 00:54:51.579
so that's part of our new New Jersey

00:54:51.619 --> 00:54:53.099
regulation, not to go deep into it,

00:54:53.119 --> 00:54:53.561
but we are,

00:54:53.740 --> 00:54:54.981
I'm actually a public utility.

00:54:56.081 --> 00:54:57.043
So that rate's all

00:54:57.063 --> 00:54:57.702
controlled by the state.

00:54:57.722 --> 00:54:58.802
So these guys really can't

00:54:58.842 --> 00:55:00.804
raise it up to a level,

00:55:00.963 --> 00:55:02.824
probably what you're seeing in Dallas,

00:55:02.844 --> 00:55:03.224
Fort Worth.

00:55:03.766 --> 00:55:04.666
But I'll tell you,

00:55:04.726 --> 00:55:06.126
the other thing is you do

00:55:06.146 --> 00:55:06.766
have to remember who you

00:55:06.827 --> 00:55:07.306
are and what you are.

00:55:08.027 --> 00:55:09.148
I'm not a junk removal company.

00:55:09.168 --> 00:55:09.807
I'm not a dumpster.

00:55:09.847 --> 00:55:10.748
I'm a marketing company.

00:55:11.489 --> 00:55:12.789
What I do is make the phone ring.

00:55:13.130 --> 00:55:14.349
That's first and foremost.

00:55:14.789 --> 00:55:15.871
That's priority number one.

00:55:16.510 --> 00:55:17.090
And I think it's really

00:55:17.110 --> 00:55:18.012
important to keep that in mind.

00:55:18.072 --> 00:55:19.532
After that,

00:55:19.572 --> 00:55:20.672
we're a customer service company.

00:55:21.373 --> 00:55:22.574
I don't care what we're selling, but

00:55:23.570 --> 00:55:25.190
First and foremost, we market.

00:55:25.371 --> 00:55:26.331
Second is customer service.

00:55:27.311 --> 00:55:29.311
And I listened to an

00:55:29.331 --> 00:55:30.992
interview with Reed Hastings,

00:55:31.052 --> 00:55:32.112
the CEO of Netflix the

00:55:32.132 --> 00:55:32.932
other day and Tim Ferriss.

00:55:34.233 --> 00:55:35.474
I love that guy because Jeff

00:55:35.514 --> 00:55:37.193
Bezos says it's customer centric.

00:55:37.273 --> 00:55:37.974
The customer is the only

00:55:37.994 --> 00:55:38.474
thing that matters.

00:55:38.835 --> 00:55:39.195
And he goes, well,

00:55:39.215 --> 00:55:40.014
I think two things matter.

00:55:40.355 --> 00:55:43.315
He goes, customer service and revenue.

00:55:44.255 --> 00:55:46.996
I don't need, not every customer matters.

00:55:47.016 --> 00:55:48.356
He goes, paying customers matter.

00:55:48.396 --> 00:55:49.177
And I think that's huge.

00:55:49.237 --> 00:55:50.157
Yeah.

00:55:51.300 --> 00:55:52.820
Yeah, Netflix.

00:55:52.840 --> 00:55:53.402
The people that watch

00:55:53.442 --> 00:55:54.202
Netflix from other people's

00:55:54.222 --> 00:55:54.922
accounts don't matter.

00:55:55.262 --> 00:55:57.164
Their vote does not matter.

00:55:57.244 --> 00:55:58.126
And that's exactly what he

00:55:58.146 --> 00:55:58.766
was alluding to.

00:55:59.606 --> 00:56:00.166
I loved it.

00:56:00.367 --> 00:56:01.447
I thought the guy was very smart.

00:56:01.467 --> 00:56:05.050
Are you self-identifying as that person?

00:56:05.130 --> 00:56:08.853
Dude, I don't pay for Hulu, Max, Netflix,

00:56:09.315 --> 00:56:10.496
and Paramount+.

00:56:10.556 --> 00:56:12.297
So when I get logged out, I'm like, hey,

00:56:12.317 --> 00:56:13.458
mom, what's your password again?

00:56:13.478 --> 00:56:15.480
Yeah.

00:56:15.500 --> 00:56:16.420
Ain't no shame in this game.

00:56:17.141 --> 00:56:18.442
So what about innovative marketing?

00:56:18.782 --> 00:56:19.202
What do you got?

00:56:20.617 --> 00:56:21.297
That's why you're on here.

00:56:21.318 --> 00:56:22.639
You tell me what's innovative marketing.

00:56:23.500 --> 00:56:26.161
I'm looking at my Q1 report,

00:56:26.201 --> 00:56:27.842
but what I just got into

00:56:28.442 --> 00:56:29.182
was skip tracing.

00:56:29.342 --> 00:56:30.083
Creativity.

00:56:30.382 --> 00:56:31.483
I know the industry's doing it.

00:56:32.204 --> 00:56:33.244
Skip tracing.

00:56:33.684 --> 00:56:34.206
I've heard of that.

00:56:34.405 --> 00:56:35.166
You want to learn how to do

00:56:35.186 --> 00:56:35.927
that very well?

00:56:36.146 --> 00:56:36.947
Get with a wholesaler.

00:56:38.007 --> 00:56:39.407
That's where it comes from, dude.

00:56:39.427 --> 00:56:39.829
Real estate.

00:56:40.509 --> 00:56:41.949
Let's slow down.

00:56:42.309 --> 00:56:43.550
Let's define the word first.

00:56:43.831 --> 00:56:44.210
Skip tracing.

00:56:44.231 --> 00:56:45.231
What the fuck is skip tracing?

00:56:45.512 --> 00:56:46.692
We're 57 minutes into the

00:56:46.711 --> 00:56:48.293
episode and now you're fucking late.

00:56:48.532 --> 00:56:49.114
Apparently not.

00:56:51.735 --> 00:56:52.635
Finding out the who and the

00:56:52.695 --> 00:56:56.260
where and the how.

00:56:56.280 --> 00:56:57.840
This is my one hour a week

00:56:57.880 --> 00:56:58.902
that I guarantee you that

00:56:58.922 --> 00:56:59.983
I'm going to be working on my company.

00:57:01.405 --> 00:57:02.405
So, Andy Martin,

00:57:02.425 --> 00:57:03.286
what the hell is skip tracing?

00:57:04.003 --> 00:57:05.563
So I don't really know how to define it.

00:57:05.585 --> 00:57:06.184
Let me look it up here.

00:57:06.284 --> 00:57:07.485
It's a process of locating a

00:57:07.505 --> 00:57:08.706
person's whereabouts.

00:57:09.027 --> 00:57:11.009
Skip tracing tactics may be

00:57:11.048 --> 00:57:12.309
employed by a skip tracer,

00:57:12.369 --> 00:57:13.771
a contact tracer, a debt collector,

00:57:13.831 --> 00:57:15.711
processor, bail bondsman, or bail.

00:57:15.952 --> 00:57:17.833
So essentially this is what I do.

00:57:18.074 --> 00:57:19.275
I take any job I book out.

00:57:20.275 --> 00:57:21.817
First of all, for anybody listening,

00:57:21.956 --> 00:57:22.577
if you're in the jungle

00:57:22.597 --> 00:57:23.398
rule space solely and

00:57:23.418 --> 00:57:24.259
you're a one-man operation,

00:57:24.298 --> 00:57:24.920
you should be booking all

00:57:24.940 --> 00:57:26.000
your jobs within 48 hours.

00:57:26.199 --> 00:57:26.820
If you're booking anything

00:57:26.860 --> 00:57:27.561
out from 48 hours,

00:57:27.581 --> 00:57:28.302
your cancellation rate's

00:57:28.342 --> 00:57:29.543
way too high and you're

00:57:29.563 --> 00:57:30.143
already fucked up.

00:57:30.344 --> 00:57:31.664
You need to close the job immediately.

00:57:32.797 --> 00:57:34.099
But if you get those occasional jobs,

00:57:34.639 --> 00:57:36.240
estate cleanouts, evictions,

00:57:36.260 --> 00:57:36.900
that sort of stuff where

00:57:36.920 --> 00:57:37.501
people really want to

00:57:37.541 --> 00:57:38.161
schedule and you're not

00:57:38.181 --> 00:57:38.882
just going to lose the work

00:57:38.902 --> 00:57:39.864
because they're shopping somebody else.

00:57:40.643 --> 00:57:41.625
I take all those now and I

00:57:41.664 --> 00:57:42.324
send it to my virtual

00:57:42.344 --> 00:57:43.626
assistants and we skip trace them.

00:57:43.806 --> 00:57:44.806
And they basically take that

00:57:44.867 --> 00:57:45.867
address and I tell them I

00:57:45.907 --> 00:57:47.128
want the 25 neighbors.

00:57:48.250 --> 00:57:49.250
And they put in the data.

00:57:49.411 --> 00:57:50.831
They go on the tax records.

00:57:51.371 --> 00:57:53.012
They put the data in from that house.

00:57:53.273 --> 00:57:54.813
They build a little radius out.

00:57:55.802 --> 00:57:57.963
And then we text message and email them,

00:57:58.123 --> 00:57:58.282
hey,

00:57:58.322 --> 00:57:59.202
we're going to be in your area on

00:57:59.282 --> 00:58:00.744
Thursday, blah, blah, blah.

00:58:00.943 --> 00:58:01.864
We'd love to come and give

00:58:01.903 --> 00:58:02.643
you service that day.

00:58:02.965 --> 00:58:03.664
Because we're in the area,

00:58:03.684 --> 00:58:05.204
we can offer you a $25 discount.

00:58:06.746 --> 00:58:07.846
And they get blasted with

00:58:07.885 --> 00:58:09.867
email and text message.

00:58:10.266 --> 00:58:11.768
And so are real estate

00:58:12.547 --> 00:58:14.869
wholesale companies and investors.

00:58:15.713 --> 00:58:16.775
Because just because

00:58:16.795 --> 00:58:17.434
someone's living at that

00:58:17.454 --> 00:58:18.556
house doesn't mean they own the place.

00:58:18.735 --> 00:58:19.996
Well, same thing with junk removal.

00:58:20.016 --> 00:58:20.677
Just because someone's

00:58:20.717 --> 00:58:21.378
living in this house,

00:58:21.697 --> 00:58:22.739
maybe they don't make the decisions.

00:58:23.759 --> 00:58:26.260
I have never put that in

00:58:26.320 --> 00:58:28.282
perspective for junk removal.

00:58:28.342 --> 00:58:29.483
But then again, like you said,

00:58:30.242 --> 00:58:31.103
you're a marketing company.

00:58:32.625 --> 00:58:34.445
I said, you've got to capture leads.

00:58:34.465 --> 00:58:35.586
How do you work in the

00:58:35.606 --> 00:58:36.527
smallest area possible?

00:58:36.726 --> 00:58:38.369
That's my goal every day.

00:58:38.509 --> 00:58:41.429
I sent an email to my

00:58:41.451 --> 00:58:42.690
marketing guy right now

00:58:43.152 --> 00:58:43.612
with what you said.

00:58:43.632 --> 00:58:43.851
Because

00:58:45.983 --> 00:58:46.143
Yeah.

00:58:48.626 --> 00:58:49.726
Dude, I'll tell you,

00:58:49.766 --> 00:58:50.608
it's a no-brainer in the

00:58:50.648 --> 00:58:52.148
text messages especially, man.

00:58:52.248 --> 00:58:53.650
I do the emails too because what the hell.

00:58:55.050 --> 00:58:55.891
Not all skip tracing is

00:58:55.952 --> 00:58:57.112
created equal the way I found it.

00:58:57.152 --> 00:58:58.393
I got a guy who gives me

00:58:58.793 --> 00:59:00.496
their up to three phone numbers,

00:59:00.536 --> 00:59:01.257
up to three emails,

00:59:01.737 --> 00:59:06.400
and gives me their most active time.

00:59:06.780 --> 00:59:10.923
So they may be 8 to 10 a.m., 6 to 8 p.m.

00:59:11.625 --> 00:59:12.405
There's a guy in one of the

00:59:12.445 --> 00:59:13.827
jungle groups that does fucking...

00:59:27.432 --> 00:59:28.393
I hit him up on Facebook.

00:59:29.032 --> 00:59:30.833
He's a self-promoter and

00:59:30.853 --> 00:59:32.375
other people are like,

00:59:32.394 --> 00:59:33.295
this guy's great doing the

00:59:33.315 --> 00:59:34.235
text message marketing.

00:59:36.777 --> 00:59:37.097
Igor,

00:59:37.597 --> 00:59:39.097
I know John's a big fan from Happy

00:59:39.117 --> 00:59:39.597
Junk Removal.

00:59:39.617 --> 00:59:40.318
John's a good dude.

00:59:40.697 --> 00:59:41.498
If John thinks he's good,

00:59:41.518 --> 00:59:42.239
he probably is good.

00:59:43.500 --> 00:59:45.079
Some of the self-promotion, dude,

00:59:45.199 --> 00:59:45.681
I don't know.

00:59:47.250 --> 00:59:48.231
Yeah, that's him.

00:59:49.431 --> 00:59:50.592
Doctor at Junk Removal?

00:59:50.652 --> 00:59:51.052
That guy?

00:59:51.072 --> 00:59:52.855
Igor's the guy that sells the thing?

00:59:53.335 --> 00:59:54.675
Yeah, I think Igor's the guy doing it.

00:59:54.795 --> 00:59:58.018
I know John was posting

00:59:58.079 --> 00:59:59.659
about how happy he was with the service.

01:00:00.300 --> 01:00:00.740
John who?

01:00:00.780 --> 01:00:01.280
That's a nice thing.

01:00:01.300 --> 01:00:02.963
You guys fucking know people.

01:00:03.043 --> 01:00:03.623
John Aguirre?

01:00:03.884 --> 01:00:05.925
Happy Junk Removal out of Arizona?

01:00:06.204 --> 01:00:06.786
Dude, he's sharp.

01:00:07.606 --> 01:00:09.347
He's a data nerd.

01:00:11.135 --> 01:00:11.775
John McGuire.

01:00:11.815 --> 01:00:13.396
Oh, skinny dude.

01:00:14.038 --> 01:00:15.097
No, no, he ain't skinny.

01:00:15.619 --> 01:00:16.860
I mean, he's not a big guy,

01:00:16.880 --> 01:00:18.722
but I'm not classified as skinny.

01:00:19.862 --> 01:00:20.784
He's short and bald.

01:00:20.804 --> 01:00:22.585
His son, Mateo, runs another company, too.

01:00:23.945 --> 01:00:24.507
John McGuire.

01:00:24.527 --> 01:00:25.547
I don't know how that's fucking spelled.

01:00:25.588 --> 01:00:26.307
John Ugwire.

01:00:27.009 --> 01:00:27.690
John Ugwire.

01:00:27.789 --> 01:00:32.313
That's fucking... John... A-G-U-I-R-R-E,

01:00:32.373 --> 01:00:32.574
I think.

01:00:33.853 --> 01:00:34.833
Yeah, I may not skinny.

01:00:34.873 --> 01:00:35.333
All right.

01:00:35.353 --> 01:00:36.235
That was the dude I was thinking of.

01:00:36.275 --> 01:00:36.894
Yeah, you're right.

01:00:37.034 --> 01:00:37.474
All right.

01:00:37.494 --> 01:00:38.695
He just in this one picture,

01:00:38.715 --> 01:00:39.396
he's got a bald head.

01:00:39.416 --> 01:00:39.775
Yeah, yeah, yeah.

01:00:39.936 --> 01:00:40.755
That guy's legit.

01:00:40.775 --> 01:00:41.775
I mean, we're Facebook friends.

01:00:41.795 --> 01:00:42.817
We've never actually chatted.

01:00:43.577 --> 01:00:44.217
He was voted.

01:00:44.257 --> 01:00:44.996
I will give a shout out.

01:00:45.277 --> 01:00:46.617
Voted best junk company in

01:00:46.637 --> 01:00:47.998
the world by mom.

01:00:48.958 --> 01:00:50.398
Five star rating by over 100

01:00:50.398 --> 01:00:51.458
customers in Arizona.

01:00:52.219 --> 01:00:52.679
I like that.

01:00:52.798 --> 01:00:54.219
Over 10,000 jobs completing

01:00:54.300 --> 01:00:55.239
hundreds of donations.

01:00:55.840 --> 01:00:56.519
Do you think you need help

01:00:56.539 --> 01:00:57.159
to get rid of junk?

01:00:57.221 --> 01:00:57.701
We can help.

01:00:57.840 --> 01:00:58.240
I like that.

01:00:58.300 --> 01:01:00.360
Voted number one junk company by my mom.

01:01:00.721 --> 01:01:01.041
That's fun.

01:01:02.081 --> 01:01:02.422
Let's go.

01:01:03.373 --> 01:01:05.916
Dude, I'll tell you what, Andy,

01:01:05.996 --> 01:01:06.557
you would love him.

01:01:07.139 --> 01:01:08.041
You guys are brave to have him.

01:01:08.061 --> 01:01:08.561
What the fuck?

01:01:08.581 --> 01:01:09.983
Let's have him on the podcast.

01:01:10.445 --> 01:01:11.266
Oh, actually, hold on.

01:01:11.465 --> 01:01:12.487
He did send me this shit.

01:01:13.329 --> 01:01:14.351
Oh, you know, I told him, I was like,

01:01:14.471 --> 01:01:15.672
I need a COGS cheat.

01:01:16.054 --> 01:01:16.273
Did he...

01:01:18.126 --> 01:01:18.766
Oh yeah, he does.

01:01:18.827 --> 01:01:20.088
He listened to one of our episodes like,

01:01:20.128 --> 01:01:21.670
hey, there's free COGS cheats.

01:01:21.710 --> 01:01:24.072
Dude, he's gone deep on the COGS.

01:01:24.913 --> 01:01:25.673
Yeah.

01:01:26.235 --> 01:01:27.396
I don't know.

01:01:27.675 --> 01:01:29.297
If I was going to critique John,

01:01:29.318 --> 01:01:31.760
which I'm not, but I would just tell him,

01:01:32.260 --> 01:01:33.161
I think he spends more time

01:01:33.202 --> 01:01:34.903
doing data than he does doing junk.

01:01:35.905 --> 01:01:37.967
For the record, let me tell you something.

01:01:38.447 --> 01:01:39.909
As someone that also does that,

01:01:41.050 --> 01:01:43.112
uh yes like we're having a

01:01:43.132 --> 01:01:43.994
conversation about cogs

01:01:44.014 --> 01:01:46.275
today um with my financial

01:01:46.315 --> 01:01:47.255
advisor and our marketing

01:01:47.295 --> 01:01:48.277
company then my marketing

01:01:48.317 --> 01:01:49.057
company's like I don't give

01:01:49.097 --> 01:01:50.739
a shit my financial advisor

01:01:50.759 --> 01:01:51.500
he's on the call he's like

01:01:51.980 --> 01:01:52.661
yeah we should really drive

01:01:52.681 --> 01:01:53.541
that number down I was like

01:01:53.561 --> 01:01:54.882
yes thank you oh dude I

01:01:54.902 --> 01:01:57.664
fucking love who now we got

01:01:57.744 --> 01:01:58.844
abel dominguez who the fuck

01:01:58.885 --> 01:01:59.846
is abel dominguez is that

01:01:59.865 --> 01:02:01.668
the guy is that the abel

01:02:01.688 --> 01:02:02.969
dominguez is that the uh

01:02:03.228 --> 01:02:04.869
the guy I need to know this

01:02:04.909 --> 01:02:05.530
guy was this guy

01:02:08.786 --> 01:02:09.206
See, these guys,

01:02:09.246 --> 01:02:10.606
people do my Facebook research for me.

01:02:10.666 --> 01:02:11.427
Is Abel the guy?

01:02:11.447 --> 01:02:15.909
Why is Taylor taking shit out?

01:02:15.969 --> 01:02:17.070
I was trying to copy that name.

01:02:17.409 --> 01:02:17.650
Abel.

01:02:17.710 --> 01:02:18.811
Is that the guy that does,

01:02:18.871 --> 01:02:19.690
maybe that was the cat that

01:02:19.710 --> 01:02:21.751
does text messaging.

01:02:23.753 --> 01:02:24.472
Abel Dominguez.

01:02:24.492 --> 01:02:24.793
Let me see.

01:02:24.833 --> 01:02:25.813
I'm Facebook friends with him.

01:02:27.434 --> 01:02:27.614
Nope.

01:02:29.576 --> 01:02:30.195
This is what I need.

01:02:30.255 --> 01:02:32.117
Do you know what I need to do, Casey?

01:02:32.597 --> 01:02:33.918
I need my assistant to come

01:02:33.938 --> 01:02:34.577
on this call with me.

01:02:36.260 --> 01:02:38.382
And then she can actually follow through.

01:02:38.402 --> 01:02:39.262
It's Ivan.

01:02:40.202 --> 01:02:40.963
Who the fuck is Abel?

01:02:41.023 --> 01:02:41.284
Russ.

01:02:41.503 --> 01:02:42.264
Russ Barry.

01:02:42.304 --> 01:02:43.144
You're saying a bunch of things.

01:02:43.164 --> 01:02:45.405
I don't know who the fucking... Oh,

01:02:45.567 --> 01:02:46.186
this Abel guy.

01:02:46.327 --> 01:02:47.208
I saw his Facebook.

01:02:47.387 --> 01:02:50.690
He added me this weekend on Facebook.

01:02:50.969 --> 01:02:51.590
I thought it was funny

01:02:51.610 --> 01:02:52.851
because he has a MySpace page.

01:02:53.831 --> 01:02:54.652
That's in his... Yeah.

01:02:56.353 --> 01:02:57.894
Seriously,

01:02:57.914 --> 01:02:59.735
that's in his... You got to hop off?

01:03:00.277 --> 01:03:01.056
What are you doing?

01:03:01.097 --> 01:03:01.818
Is that what you said?

01:03:02.697 --> 01:03:02.978
Soon.

01:03:02.998 --> 01:03:03.259
Yeah, man.

01:03:03.298 --> 01:03:03.679
I'm hungry.

01:03:03.818 --> 01:03:04.780
I don't fuck around with food.

01:03:05.711 --> 01:03:06.052
Oh, fuck.

01:03:06.152 --> 01:03:06.391
All right.

01:03:06.992 --> 01:03:07.492
Abel Dominguez.

01:03:07.512 --> 01:03:08.632
We're just name-dropping people.

01:03:08.713 --> 01:03:09.972
Big old beard, super cool guy.

01:03:10.213 --> 01:03:11.172
That's great, Russ Berry.

01:03:11.893 --> 01:03:12.572
Is that the guy I need to

01:03:12.592 --> 01:03:14.454
talk to about text messaging?

01:03:14.474 --> 01:03:15.293
That's my only question.

01:03:15.673 --> 01:03:17.313
Igor is a text message dude, bro.

01:03:17.333 --> 01:03:18.335
What the fuck is Abel?

01:03:18.355 --> 01:03:19.315
That's the guy that John said.

01:03:19.335 --> 01:03:20.235
He said Ivan.

01:03:20.414 --> 01:03:21.735
You got Ivan, Abel, and Igor.

01:03:22.195 --> 01:03:23.056
Three different names there.

01:03:23.876 --> 01:03:25.556
He knows I'm talking about Igor.

01:03:25.876 --> 01:03:26.516
Maybe he's Russian.

01:03:28.657 --> 01:03:30.077
Yes, you will text message.

01:03:30.777 --> 01:03:31.277
Exactly.

01:03:31.297 --> 01:03:31.737
Yeah, thank you.

01:03:31.836 --> 01:03:32.318
That was well done.

01:03:32.338 --> 01:03:33.018
Send more money.

01:03:33.177 --> 01:03:34.137
Zelinsky is broke.

01:03:35.028 --> 01:03:35.789
Ivan, I believe.

01:03:35.869 --> 01:03:36.409
All right, there we go.

01:03:36.469 --> 01:03:37.391
Ivan Kozlov.

01:03:37.431 --> 01:03:38.992
That sounds like a fucking... There he is.

01:03:39.012 --> 01:03:39.213
All right,

01:03:39.253 --> 01:03:40.954
I'm going to... Where's Russ Comedy,

01:03:40.994 --> 01:03:41.134
though?

01:03:41.273 --> 01:03:42.434
I can't see this shit, bro.

01:03:43.295 --> 01:03:43.856
Facebook.

01:03:44.556 --> 01:03:45.898
Ivan, this is the cat.

01:03:46.239 --> 01:03:46.978
I've been commenting.

01:03:46.998 --> 01:03:47.519
Go to comments.

01:03:48.320 --> 01:03:48.780
Oh, yeah, you know what?

01:03:48.820 --> 01:03:49.782
I told him to hit me up

01:03:49.942 --> 01:03:51.682
on... You know what it is?

01:03:51.702 --> 01:03:52.003
Actually,

01:03:52.063 --> 01:03:53.505
I copied and pasted this in my marketing.

01:03:53.565 --> 01:03:54.565
I need to hit this guy back up.

01:03:55.085 --> 01:03:55.347
You know what?

01:03:55.367 --> 01:03:55.567
Hold on.

01:03:55.626 --> 01:03:56.708
I think he had a call with him already.

01:03:56.728 --> 01:03:57.909
I just didn't get the details from it.

01:03:58.849 --> 01:04:00.030
Now I got to do my research.

01:04:00.050 --> 01:04:00.210
I'm like,

01:04:00.251 --> 01:04:01.351
I thought we had a call with this cat.

01:04:02.041 --> 01:04:02.382
Let me see.

01:04:02.402 --> 01:04:02.742
Let me see.

01:04:02.782 --> 01:04:03.121
Let me see.

01:04:03.422 --> 01:04:05.222
Oh, you don't see the comments coming in.

01:04:05.882 --> 01:04:06.262
I did.

01:04:06.282 --> 01:04:07.083
I don't see them anymore.

01:04:07.143 --> 01:04:07.822
They're all free.

01:04:07.862 --> 01:04:10.123
I guess I answered a couple of them.

01:04:11.143 --> 01:04:14.804
Oh, I mean, I mean, hold on here.

01:04:15.364 --> 01:04:16.284
OK, hold on.

01:04:16.844 --> 01:04:17.804
Full transparency.

01:04:17.844 --> 01:04:19.706
This is 100 percent honesty here.

01:04:20.226 --> 01:04:21.585
So I just looked up.

01:04:21.706 --> 01:04:23.047
I even I was like, man, I know this cat.

01:04:23.407 --> 01:04:24.586
Last text message you sent me.

01:04:25.565 --> 01:04:27.228
January 17th, Mr. Wines.

01:04:27.728 --> 01:04:28.309
How about 8 a.m.

01:04:28.329 --> 01:04:28.610
tomorrow?

01:04:28.630 --> 01:04:29.329
Does that work for you?

01:04:29.590 --> 01:04:31.193
I never fucking get them up back.

01:04:31.572 --> 01:04:32.713
See, there we go.

01:04:33.414 --> 01:04:34.936
We're just, we're solving the world.

01:04:35.056 --> 01:04:37.260
What were we saying about text messaging?

01:04:38.842 --> 01:04:42.025
It was an email, first of all.

01:04:42.144 --> 01:04:43.144
And two minutes ago, man,

01:04:43.164 --> 01:04:44.306
I need fucking Emmy to

01:04:44.326 --> 01:04:45.146
schedule shit for me

01:04:45.286 --> 01:04:46.628
because I know who the fuck I am.

01:04:47.208 --> 01:04:48.670
I know I miss fucking emails all the time.

01:04:48.849 --> 01:04:49.829
Like this guy that had full

01:04:49.929 --> 01:04:51.010
on like seven emails back

01:04:51.050 --> 01:04:52.411
and forth between the 15th

01:04:52.452 --> 01:04:53.713
and 17th of January.

01:04:54.353 --> 01:04:54.713
You know what?

01:04:55.213 --> 01:04:56.355
He didn't fucking follow up with me,

01:04:56.855 --> 01:04:57.076
right?

01:04:57.235 --> 01:04:58.317
He's got to know that I'm a

01:04:58.376 --> 01:04:59.077
productive guy.

01:04:59.097 --> 01:05:00.097
I get shit done.

01:05:00.197 --> 01:05:01.579
I need people to fucking.

01:05:02.719 --> 01:05:04.760
Unless you say the word bet,

01:05:04.820 --> 01:05:05.461
you didn't hear it.

01:05:06.197 --> 01:05:06.378
Yeah.

01:05:06.657 --> 01:05:08.719
If I say bet, that means, okay, I'm in,

01:05:09.099 --> 01:05:09.298
right?

01:05:11.059 --> 01:05:12.159
John, I just texted him.

01:05:12.199 --> 01:05:12.518
I go, hey,

01:05:12.539 --> 01:05:13.599
we need to have you on the podcast.

01:05:13.619 --> 01:05:14.719
He goes, be fun.

01:05:15.039 --> 01:05:16.579
He's talking KPIs and revenue right now.

01:05:16.719 --> 01:05:17.340
He's literally looking at

01:05:17.360 --> 01:05:18.139
data as we speak.

01:05:18.539 --> 01:05:22.041
He needs me listening to the podcast.

01:05:22.541 --> 01:05:23.360
I built his board,

01:05:23.842 --> 01:05:24.782
and I realized I still

01:05:24.802 --> 01:05:25.981
wasn't as worried about it as he is.

01:05:26.021 --> 01:05:27.641
But, dude, his board is unbelievable.

01:05:28.822 --> 01:05:29.862
That dude knows everything

01:05:29.882 --> 01:05:30.943
there is to know about what he's doing.

01:05:31.786 --> 01:05:32.768
I have KPI envy.

01:05:32.807 --> 01:05:33.148
You know what?

01:05:33.188 --> 01:05:34.009
I was in a conference room a

01:05:34.028 --> 01:05:35.909
couple weeks back, and I was like, Jesus,

01:05:35.929 --> 01:05:36.951
that's a terrible picture you brought.

01:05:36.971 --> 01:05:37.231
What is that,

01:05:37.251 --> 01:05:38.291
from a wedding from fucking 97?

01:05:38.291 --> 01:05:38.952
God bless.

01:05:39.572 --> 01:05:41.153
Dude, it's on fucking YouTube.

01:05:41.173 --> 01:05:42.375
Do people even still use YouTube?

01:05:42.434 --> 01:05:42.795
I don't know.

01:05:43.094 --> 01:05:44.655
I don't have a channel, you know?

01:05:44.755 --> 01:05:44.996
Well,

01:05:45.016 --> 01:05:46.898
your fucking channel looks like

01:05:47.318 --> 01:05:49.119
you're about 17 at a fucking wedding.

01:05:49.519 --> 01:05:51.221
You need a haircut and grow a beard.

01:05:51.240 --> 01:05:52.902
That's what you need to do.

01:05:53.262 --> 01:05:54.222
Hold on, put that thing back up.

01:05:54.282 --> 01:05:55.844
See, that's what we're looking at.

01:05:55.884 --> 01:05:56.905
I want other people to see that.

01:06:00.282 --> 01:06:01.222
That's a wedding picture.

01:06:01.824 --> 01:06:01.963
No,

01:06:02.043 --> 01:06:03.244
it was the first day I started junk

01:06:03.264 --> 01:06:03.686
removal, dude.

01:06:03.706 --> 01:06:04.606
That's how I went to the job.

01:06:04.626 --> 01:06:07.068
It's all about uniforms, bro.

01:06:07.369 --> 01:06:07.969
What the fuck?

01:06:08.829 --> 01:06:09.670
Fucking die.

01:06:10.431 --> 01:06:12.972
Fucking clown.

01:06:14.054 --> 01:06:16.016
I started doing the talent LMS stuff too.

01:06:16.036 --> 01:06:16.775
You guys doing any of that?

01:06:17.056 --> 01:06:17.757
Learning management?

01:06:18.838 --> 01:06:20.900
I'm making internal videos with training.

01:06:21.380 --> 01:06:22.862
I'm making my new guys all take tests.

01:06:23.751 --> 01:06:24.331
You're not allowed to

01:06:24.373 --> 01:06:25.552
promote your property.

01:06:25.594 --> 01:06:27.815
So I'm not thinking about truck safety,

01:06:28.315 --> 01:06:30.297
removal of hot tubs, taking down a shed.

01:06:31.038 --> 01:06:33.179
So are the tests already

01:06:33.239 --> 01:06:34.460
pre-made or do you make the tests?

01:06:34.601 --> 01:06:35.460
No, I'm making a test.

01:06:35.481 --> 01:06:37.483
Well, I mean, uh, my VAs are making a test,

01:06:37.623 --> 01:06:39.485
but I make the videos, they edit it all,

01:06:39.525 --> 01:06:39.885
put it up.

01:06:40.465 --> 01:06:41.485
They got segments, dude.

01:06:41.826 --> 01:06:42.146
I'm telling you,

01:06:42.166 --> 01:06:42.726
I think it's where you need

01:06:42.746 --> 01:06:43.327
to go in the future.

01:06:43.927 --> 01:06:44.708
But hold on, hold on.

01:06:44.728 --> 01:06:45.369
But what's the test?

01:06:45.409 --> 01:06:45.869
What's the test?

01:06:45.889 --> 01:06:46.429
How do you test?

01:06:46.469 --> 01:06:47.150
I'm used to a Google.

01:06:47.391 --> 01:06:48.532
What do you do for a test?

01:06:49.255 --> 01:06:49.554
Oh,

01:06:49.594 --> 01:06:50.815
the software allows you to go out and

01:06:50.835 --> 01:06:51.335
build the test.

01:06:51.356 --> 01:06:51.956
They have to take it.

01:06:51.996 --> 01:06:52.856
They pass the modules.

01:06:52.896 --> 01:06:53.856
So you put as many videos

01:06:53.876 --> 01:06:55.097
into one module as you want to.

01:06:55.177 --> 01:06:56.038
So, like, for example,

01:06:56.918 --> 01:06:59.079
the new guy module is hot tub, shed,

01:06:59.518 --> 01:07:01.159
truck safety, how to price.

01:07:01.179 --> 01:07:02.179
They have to go through and

01:07:02.199 --> 01:07:02.980
watch all those modules

01:07:03.021 --> 01:07:03.641
before they can get their

01:07:03.661 --> 01:07:05.181
first raise at the 90-day mark.

01:07:06.681 --> 01:07:07.282
Send me that shit.

01:07:07.422 --> 01:07:08.282
Oh, you sent me this?

01:07:08.322 --> 01:07:08.983
No, this is Russ.

01:07:09.443 --> 01:07:10.043
Send me that shit.

01:07:10.764 --> 01:07:11.043
I will.

01:07:11.364 --> 01:07:12.364
Send me that.

01:07:12.384 --> 01:07:13.023
That would be interesting.

01:07:13.545 --> 01:07:14.405
We're an hour into this thing.

01:07:17.485 --> 01:07:18.166
Casey's got to eat,

01:07:18.306 --> 01:07:19.447
and we're still coming up with new shit.

01:07:20.047 --> 01:07:20.949
Well, you know,

01:07:20.989 --> 01:07:21.929
I think maybe in the future

01:07:21.949 --> 01:07:22.829
we just do an agenda.

01:07:23.110 --> 01:07:24.152
I really did enjoy the 10

01:07:24.152 --> 01:07:25.873
minutes on cardboard, but, you know.

01:07:26.032 --> 01:07:26.472
Yeah, man.

01:07:26.492 --> 01:07:28.414
All right, Taylor,

01:07:28.695 --> 01:07:29.615
put that on the fucking list.

01:07:30.297 --> 01:07:31.137
Maybe we do show prep.

01:07:31.257 --> 01:07:33.199
You know, we've done 106 episodes.

01:07:33.239 --> 01:07:34.239
We've yet to do show prep.

01:07:34.840 --> 01:07:35.101
I mean,

01:07:35.141 --> 01:07:35.981
some people were three minutes late.

01:07:36.001 --> 01:07:36.842
I'm glad this is recording,

01:07:36.922 --> 01:07:37.802
because the fact that

01:07:37.822 --> 01:07:38.583
you're finally bringing

01:07:38.603 --> 01:07:42.525
this up at episode 106...

01:07:42.525 --> 01:07:43.266
I think we should prep.

01:07:43.606 --> 01:07:44.927
I just want you guys to know

01:07:45.106 --> 01:07:45.887
I come every day.

01:07:46.027 --> 01:07:47.528
Every time you invite me on a show,

01:07:47.588 --> 01:07:49.650
I come with a full page of Google Notes.

01:07:50.070 --> 01:07:51.371
Most of the time, I don't use them,

01:07:51.451 --> 01:07:52.231
but they're available.

01:07:52.251 --> 01:07:52.331
Okay.

01:07:52.351 --> 01:07:53.753
Well, next time when I say, hey,

01:07:53.773 --> 01:07:54.733
we want to talk about this, don't let me.

01:07:54.753 --> 01:07:55.713
We should hold our guests to

01:07:55.733 --> 01:07:56.594
a higher standard than we

01:07:56.635 --> 01:07:57.355
do our own show.

01:07:57.494 --> 01:07:58.016
Just to let you know.

01:07:58.036 --> 01:07:58.195
Yeah.

01:07:59.878 --> 01:08:00.518
You know, fuck that.

01:08:02.222 --> 01:08:02.601
Next time.

01:08:02.621 --> 01:08:02.983
Hold on.

01:08:03.023 --> 01:08:03.523
Next time.

01:08:04.304 --> 01:08:04.666
Andy Barton,

01:08:04.686 --> 01:08:05.686
what would you like to talk about today?

01:08:05.726 --> 01:08:06.228
We're going to do that.

01:08:06.347 --> 01:08:07.108
Cause I started with, Hey,

01:08:07.130 --> 01:08:07.791
let's talk about this.

01:08:07.831 --> 01:08:08.210
And then we just,

01:08:08.612 --> 01:08:09.572
we ended up on cardboard.

01:08:09.693 --> 01:08:10.594
All right.

01:08:10.715 --> 01:08:10.996
I did.

01:08:11.016 --> 01:08:12.056
I think the location thing was,

01:08:12.257 --> 01:08:12.938
was very insightful.

01:08:12.958 --> 01:08:13.559
I think it hopefully it

01:08:13.579 --> 01:08:14.161
helped a lot of people.

01:08:15.284 --> 01:08:15.525
Yeah.

01:08:15.684 --> 01:08:15.885
Yeah.

01:08:16.086 --> 01:08:16.725
I don't know how many of

01:08:16.765 --> 01:08:17.567
these guys are recycling

01:08:17.587 --> 01:08:19.529
cardboard at the level that Casey was.

01:08:19.628 --> 01:08:22.530
I want to know how you, I, and this is,

01:08:22.570 --> 01:08:23.811
this is just me,

01:08:24.051 --> 01:08:25.033
but I want to know how you

01:08:25.073 --> 01:08:26.533
can look at your different

01:08:26.573 --> 01:08:28.376
demographics and then say, all right,

01:08:28.395 --> 01:08:30.597
well, how do you push more towards one,

01:08:30.637 --> 01:08:31.337
not the other?

01:08:31.939 --> 01:08:34.280
Because that's locations for me,

01:08:34.341 --> 01:08:36.122
at least location was very huge for me,

01:08:36.141 --> 01:08:36.282
man.

01:08:36.301 --> 01:08:37.483
We dropped a territory that

01:08:37.523 --> 01:08:38.543
was technically profiting

01:08:39.185 --> 01:08:40.805
because it wasn't profiting

01:08:40.985 --> 01:08:43.748
as much as our other two, uh, locations,

01:08:43.769 --> 01:08:44.009
uh,

01:08:44.831 --> 01:08:46.273
And well, yeah, I mean, that's,

01:08:46.332 --> 01:08:47.132
that's the production

01:08:47.153 --> 01:08:48.314
possibilities frontier, right?

01:08:48.814 --> 01:08:49.015
What's,

01:08:49.055 --> 01:08:52.757
what's the law of diminishing returns?

01:08:52.797 --> 01:08:53.319
Same shit.

01:08:53.338 --> 01:08:54.859
Like, you know, I agree.

01:08:55.020 --> 01:08:55.780
At a point you drop them.

01:08:55.921 --> 01:08:57.341
It doesn't matter where your capacity is.

01:08:57.381 --> 01:08:57.622
Yeah.

01:08:57.662 --> 01:09:00.164
It's because even though you're profiting,

01:09:00.204 --> 01:09:00.984
it's like, well,

01:09:01.086 --> 01:09:01.905
the time and effort and the

01:09:01.926 --> 01:09:04.427
money I'm putting over here, making $2,

01:09:04.427 --> 01:09:05.770
could I put the same amount

01:09:06.130 --> 01:09:07.230
over here and make seven?

01:09:07.650 --> 01:09:08.731
And that's kind of what we did.

01:09:08.752 --> 01:09:08.792
Um,

01:09:10.662 --> 01:09:11.403
Because just because a

01:09:11.923 --> 01:09:12.944
company comes up for sale

01:09:13.024 --> 01:09:14.003
and it's a junk removal company,

01:09:14.043 --> 01:09:15.284
maybe they've been around forever.

01:09:15.305 --> 01:09:15.965
They're doing great.

01:09:16.485 --> 01:09:17.225
Look at the location.

01:09:17.525 --> 01:09:18.386
I don't want to be in

01:09:18.426 --> 01:09:20.087
downtown Dallas or downtown Fort Worth.

01:09:21.108 --> 01:09:22.408
The margins are super thin.

01:09:22.427 --> 01:09:23.988
The competition is super high.

01:09:24.649 --> 01:09:26.189
And I don't like driving in

01:09:26.250 --> 01:09:27.109
through all that bullshit.

01:09:27.130 --> 01:09:28.631
I don't trust my guys to do that.

01:09:29.310 --> 01:09:31.011
I'd rather be in the suburban area.

01:09:31.992 --> 01:09:32.292
Oh,

01:09:32.332 --> 01:09:34.073
I think I don't disagree with any of

01:09:34.113 --> 01:09:34.273
that.

01:09:34.974 --> 01:09:36.474
I'm also not shopping

01:09:36.493 --> 01:09:37.675
anything that's in a heavy

01:09:37.715 --> 01:09:38.454
market right now.

01:09:38.494 --> 01:09:39.355
I've been working in that

01:09:39.376 --> 01:09:40.195
Philadelphia area.

01:09:41.296 --> 01:09:42.537
And even that has its challenges.

01:09:44.137 --> 01:09:46.219
Might be some franchises up for sale soon.

01:09:46.439 --> 01:09:46.880
Just saying.

01:09:46.979 --> 01:09:47.960
Actually,

01:09:48.039 --> 01:09:49.841
based on the guy I talked to today,

01:09:50.140 --> 01:09:51.981
they're all owned by

01:09:52.042 --> 01:09:52.662
basically – there's only

01:09:52.682 --> 01:09:53.743
like two players left in

01:09:53.762 --> 01:09:54.703
the Philadelphia – three

01:09:54.724 --> 01:09:55.844
players left in the Philadelphia area.

01:09:55.884 --> 01:09:56.163
That's it.

01:09:57.225 --> 01:09:58.746
They're all the independent guys sold.

01:09:58.985 --> 01:09:59.586
From J-Dog?

01:10:00.126 --> 01:10:00.867
Yeah, all the J-Dogs.

01:10:01.386 --> 01:10:02.927
One guy owns like 80% of them,

01:10:03.068 --> 01:10:04.229
and there's two independent guys,

01:10:04.269 --> 01:10:04.748
and then that's it.

01:10:05.488 --> 01:10:07.029
Because all the diamond pops just –

01:10:08.823 --> 01:10:09.323
no money in it.

01:10:09.904 --> 01:10:11.385
I don't understand the J-Dog model.

01:10:11.425 --> 01:10:12.105
I got to tell you,

01:10:12.225 --> 01:10:13.247
I think the veteran

01:10:13.266 --> 01:10:14.448
community in the junk

01:10:14.507 --> 01:10:15.588
removal space specifically

01:10:15.649 --> 01:10:17.430
is highly underrepresented.

01:10:18.490 --> 01:10:19.851
The options out there that

01:10:19.891 --> 01:10:21.453
focus on targeting and

01:10:21.474 --> 01:10:23.234
marketing to veterans are poor.

01:10:24.985 --> 01:10:26.067
Yeah.

01:10:26.367 --> 01:10:27.568
I'm embarrassed by it, you know,

01:10:27.688 --> 01:10:28.307
and I got to tell you,

01:10:28.708 --> 01:10:29.729
I'm also not one of these guys.

01:10:29.789 --> 01:10:32.430
I think Andy's the same way and Casey too.

01:10:32.530 --> 01:10:32.752
You know,

01:10:33.652 --> 01:10:34.592
I don't think anybody owes me

01:10:34.712 --> 01:10:35.634
shit for being a veteran.

01:10:35.894 --> 01:10:36.094
You know,

01:10:36.113 --> 01:10:37.194
like I did that because I wanted

01:10:37.215 --> 01:10:37.494
to do it.

01:10:37.534 --> 01:10:38.074
Fuck you, dude.

01:10:38.095 --> 01:10:39.176
I want that free meal on

01:10:39.195 --> 01:10:40.737
Veterans Day at Golden Corral.

01:10:40.817 --> 01:10:41.337
Applebee's.

01:10:42.439 --> 01:10:43.179
But these guys want to go

01:10:43.198 --> 01:10:43.979
out and market it, dude.

01:10:44.000 --> 01:10:45.720
They put camouflage on everything, dude.

01:10:46.280 --> 01:10:46.822
I don't get it.

01:10:46.862 --> 01:10:47.021
Like.

01:10:48.112 --> 01:10:48.492
It works.

01:10:48.511 --> 01:10:49.332
I will say that.

01:10:49.453 --> 01:10:49.792
It works.

01:10:49.832 --> 01:10:51.654
The marketing aspect was genius.

01:10:51.854 --> 01:10:54.115
The problem with the entire

01:10:54.155 --> 01:10:55.096
model is they don't teach

01:10:55.117 --> 01:10:55.777
them anything on how to

01:10:55.817 --> 01:10:56.797
actually be a business owner.

01:10:57.298 --> 01:10:57.899
They just say, hey,

01:10:57.939 --> 01:10:59.000
wrap your camel truck and

01:10:59.159 --> 01:11:00.000
pay us royalties.

01:11:01.261 --> 01:11:02.322
I think a lot of them, dude,

01:11:02.502 --> 01:11:03.802
it's guys that are in the

01:11:03.823 --> 01:11:05.024
military realizing there's

01:11:05.064 --> 01:11:05.823
a lot of guys in the

01:11:05.864 --> 01:11:06.585
military that are stupid

01:11:06.604 --> 01:11:07.586
and they can take advantage of them.

01:11:07.865 --> 01:11:08.685
Then there's the other guys

01:11:08.726 --> 01:11:09.266
that want to go out and

01:11:09.287 --> 01:11:10.167
take advantage of consumers.

01:11:10.207 --> 01:11:10.627
They're like, oh,

01:11:11.427 --> 01:11:14.069
It's not even a stupidity, Bart.

01:11:14.371 --> 01:11:15.430
It goes even further than that.

01:11:15.451 --> 01:11:16.311
It's the ignorance.

01:11:16.731 --> 01:11:17.853
Dude, when I got out of the military,

01:11:17.912 --> 01:11:19.474
if you're telling me, hey, Casey,

01:11:19.795 --> 01:11:21.235
thanks for 15 years of service.

01:11:21.296 --> 01:11:23.096
Here's some money you saved up over time.

01:11:23.516 --> 01:11:24.537
You can be a business owner.

01:11:24.557 --> 01:11:25.538
You know what I'm going to say?

01:11:25.559 --> 01:11:25.859
Sweet.

01:11:25.958 --> 01:11:26.500
Sounds great.

01:11:26.960 --> 01:11:27.500
First off,

01:11:28.081 --> 01:11:29.341
I don't know shit about my own business.

01:11:29.362 --> 01:11:29.921
I don't know shit about

01:11:29.962 --> 01:11:30.703
business ownership.

01:11:31.422 --> 01:11:33.385
And I don't know shit about junk removal.

01:11:34.024 --> 01:11:35.605
So who's vetting that?

01:11:35.746 --> 01:11:36.046
Because...

01:11:37.167 --> 01:11:38.248
If you're going to go after a veteran,

01:11:38.288 --> 01:11:39.449
you have to know where

01:11:39.489 --> 01:11:40.130
they're at when they're

01:11:40.149 --> 01:11:41.070
getting out of the military.

01:11:41.572 --> 01:11:42.292
And just because they got

01:11:42.332 --> 01:11:43.412
the money and the veteran

01:11:43.432 --> 01:11:44.293
status does not mean they

01:11:44.314 --> 01:11:45.354
are a good business person.

01:11:45.875 --> 01:11:48.856
You can make them a good business person.

01:11:49.358 --> 01:11:50.878
Jay Don wants to take

01:11:50.899 --> 01:11:51.920
advantage of unassuming

01:11:51.960 --> 01:11:53.220
guys from the military with

01:11:53.240 --> 01:11:53.761
a little bit of cash.

01:11:53.801 --> 01:11:54.421
I absolutely agree.

01:11:54.761 --> 01:11:55.363
And unfortunately,

01:11:55.403 --> 01:11:56.444
I think a lot of his guys

01:11:56.484 --> 01:11:57.463
go in there not realizing

01:11:57.503 --> 01:11:57.984
they're being taken

01:11:58.005 --> 01:11:58.625
advantage of because they

01:11:58.645 --> 01:11:59.246
want to take advantage of

01:11:59.485 --> 01:12:01.287
the American consumer because, oh,

01:12:01.328 --> 01:12:01.887
I'm a veteran,

01:12:01.908 --> 01:12:03.149
so you'll hire me and pay me more.

01:12:03.168 --> 01:12:04.770
Like, dude,

01:12:04.949 --> 01:12:06.051
pay me and hire me because we

01:12:06.091 --> 01:12:06.591
do a good job.

01:12:07.179 --> 01:12:07.458
That's it.

01:12:08.039 --> 01:12:10.042
If you're American, dude, veteran or not,

01:12:10.061 --> 01:12:12.002
if you're American, I'm in love with you.

01:12:12.564 --> 01:12:13.845
All right.

01:12:14.005 --> 01:12:15.527
Andy Martin loves Americans,

01:12:16.027 --> 01:12:16.768
as we already knew.

01:12:16.807 --> 01:12:18.088
Let's get to the big finish.

01:12:18.149 --> 01:12:18.529
Casey,

01:12:19.090 --> 01:12:20.490
what is your top takeaway from

01:12:20.530 --> 01:12:21.152
today's call?

01:12:23.094 --> 01:12:25.435
Coming soon to a White House near you.

01:12:27.677 --> 01:12:30.319
My big takeaway is, well, yeah,

01:12:30.340 --> 01:12:31.201
we talked about so much.

01:12:31.341 --> 01:12:32.462
Let's just go back to cardboard.

01:12:32.521 --> 01:12:32.903
I'm just kidding.

01:12:35.488 --> 01:12:36.630
My biggest takeaway, honestly,

01:12:36.649 --> 01:12:38.792
is just get ready, buckle up.

01:12:38.853 --> 01:12:40.154
This year is going to be very interesting.

01:12:40.354 --> 01:12:41.475
What I'm seeing down here is

01:12:41.836 --> 01:12:43.398
I think it's different

01:12:43.417 --> 01:12:44.439
everywhere because of the growth.

01:12:44.479 --> 01:12:46.220
But this year, Justin Wallace,

01:12:46.240 --> 01:12:46.921
we talked about it.

01:12:46.981 --> 01:12:47.922
This year is going to be different.

01:12:48.582 --> 01:12:49.462
the for the junk removal

01:12:49.521 --> 01:12:50.301
companies that don't want

01:12:50.322 --> 01:12:51.462
to grow they want to stay

01:12:51.483 --> 01:12:52.842
in the driver's seat well

01:12:52.863 --> 01:12:53.783
just get ready to pay more

01:12:54.002 --> 01:12:55.163
get ready to work more and

01:12:55.203 --> 01:12:56.323
get ready to save less

01:12:56.344 --> 01:12:57.043
because you're not going to

01:12:57.503 --> 01:12:58.423
have the same returns as

01:12:58.463 --> 01:12:59.265
you did two years ago I

01:13:00.225 --> 01:13:01.904
think at this point you

01:13:01.944 --> 01:13:03.865
need to grow in some aspect

01:13:03.926 --> 01:13:04.966
of your business or you

01:13:05.046 --> 01:13:07.506
will die and it's not just

01:13:07.565 --> 01:13:12.087
a saying anymore barton and

01:13:12.106 --> 01:13:14.007
always be marketing abm

01:13:15.917 --> 01:13:16.918
I think Casey hit the nail

01:13:16.939 --> 01:13:18.480
on the head and I'm, I'm on board, man.

01:13:18.501 --> 01:13:19.381
I think you got to realize

01:13:19.841 --> 01:13:21.203
you got to climb the hill, you know,

01:13:21.243 --> 01:13:22.384
when it's time to buckle down and go.

01:13:22.423 --> 01:13:23.125
I think we had a couple of

01:13:23.164 --> 01:13:23.864
years where it was really

01:13:23.965 --> 01:13:25.146
awesome and you'll probably

01:13:25.167 --> 01:13:25.907
have a couple more years

01:13:26.027 --> 01:13:27.007
when it comes forward.

01:13:27.047 --> 01:13:29.350
But I mean, whether,

01:13:29.409 --> 01:13:31.591
whether you got 25 trucks or two trucks,

01:13:32.132 --> 01:13:32.752
I think you're gonna go out

01:13:32.773 --> 01:13:33.453
and grind every day.

01:13:33.474 --> 01:13:34.033
You gotta be willing to get

01:13:34.054 --> 01:13:34.555
up and do the work.

01:13:36.667 --> 01:13:38.548
Yeah, my biggest takeaway from today,

01:13:38.588 --> 01:13:40.750
last week we had our

01:13:40.810 --> 01:13:43.171
quarterly planning session,

01:13:43.813 --> 01:13:44.953
and this is why I wanted

01:13:44.993 --> 01:13:45.854
Andy Barton on the show

01:13:46.073 --> 01:13:46.975
before I did my quarterly

01:13:47.015 --> 01:13:47.576
planning session,

01:13:47.815 --> 01:13:49.136
because now I got more shit.

01:13:49.856 --> 01:13:50.757
Biggest takeaway is I need

01:13:50.778 --> 01:13:52.418
to follow up with and get

01:13:52.458 --> 01:13:53.881
smart on this skip tracing,

01:13:54.461 --> 01:13:55.862
text messaging, and...

01:13:57.082 --> 01:13:58.444
We do not reach out to

01:13:58.604 --> 01:14:00.027
people that we think are our customers,

01:14:00.407 --> 01:14:00.587
right?

01:14:00.988 --> 01:14:02.289
I do network and I talk to people.

01:14:02.789 --> 01:14:04.091
We pick up the phone when they call us.

01:14:04.271 --> 01:14:05.734
We do not proactively go out

01:14:05.774 --> 01:14:07.737
and seek to find new customers other than

01:14:08.970 --> 01:14:09.850
you know, the traditional way.

01:14:09.890 --> 01:14:11.811
So that's an interesting one to, you know,

01:14:12.091 --> 01:14:13.752
tell people that didn't

01:14:13.773 --> 01:14:15.372
even know there were junk rule.

01:14:15.412 --> 01:14:16.434
Wasn't on their mind to put

01:14:16.453 --> 01:14:16.894
it on their mind.

01:14:17.113 --> 01:14:18.613
So that is a, I like it.

01:14:18.713 --> 01:14:19.194
I like it a lot.

01:14:19.213 --> 01:14:21.034
I've already sent the email to Chris,

01:14:21.114 --> 01:14:21.854
my marketing guy.

01:14:21.895 --> 01:14:22.636
I've sent him two emails,

01:14:22.655 --> 01:14:23.655
one on the text message and

01:14:23.695 --> 01:14:24.475
one on skip tracing.

01:14:24.855 --> 01:14:26.417
So we can get smart on that because yeah,

01:14:26.497 --> 01:14:28.238
now is the time to gain up

01:14:28.297 --> 01:14:30.377
market share for me, my business, right.

01:14:30.417 --> 01:14:31.177
I'm going to gain market

01:14:31.198 --> 01:14:32.038
share for the businesses

01:14:32.059 --> 01:14:33.479
that are going out and the

01:14:33.519 --> 01:14:35.399
businesses that, you know,

01:14:36.039 --> 01:14:36.980
aren't doing well because

01:14:37.220 --> 01:14:37.981
they stopped marketing over

01:14:38.002 --> 01:14:39.122
the winter and now they

01:14:39.143 --> 01:14:39.923
have even less money to

01:14:39.944 --> 01:14:41.185
market because they used it

01:14:41.244 --> 01:14:42.246
on operational expenses

01:14:43.006 --> 01:14:43.947
instead of reinvesting in

01:14:43.966 --> 01:14:44.587
their company when the

01:14:44.627 --> 01:14:46.810
times were good so um we

01:14:47.050 --> 01:14:47.850
for those of us that are in

01:14:47.871 --> 01:14:48.952
the business we survived

01:14:48.971 --> 01:14:50.033
till april 1st right that's

01:14:50.052 --> 01:14:51.113
always the key for me it

01:14:51.134 --> 01:14:51.934
was always get it through

01:14:51.993 --> 01:14:52.574
get through the winter

01:14:52.595 --> 01:14:53.735
because we know the bottom

01:14:53.756 --> 01:14:54.737
falls out in december and

01:14:54.756 --> 01:14:55.317
it was always to get to

01:14:55.356 --> 01:14:57.319
april 1st this is the this year

01:14:58.359 --> 01:14:59.800
I walked into April 1 with

01:14:59.881 --> 01:15:00.961
more confidence than any

01:15:01.001 --> 01:15:02.001
other year in business.

01:15:02.020 --> 01:15:04.341
So that's been my win, the Q1.

01:15:04.442 --> 01:15:06.582
And now let's bring on Q2.

01:15:07.262 --> 01:15:08.502
As always, I'm Andy Wines.

01:15:08.523 --> 01:15:09.724
He's Casey Bubba Lawrence.

01:15:09.884 --> 01:15:11.184
And every quarter joining us,

01:15:11.264 --> 01:15:12.684
Mr. Andy Barton from the

01:15:12.804 --> 01:15:14.125
North Shores of New Jersey.

01:15:14.524 --> 01:15:15.784
Any final words or thoughts

01:15:15.824 --> 01:15:17.485
before we put a wrap on this?

01:15:17.765 --> 01:15:20.207
What are we doing, wrapping it up?

01:15:20.327 --> 01:15:22.226
Wrap this thing up, put a bow on it.

01:15:22.266 --> 01:15:22.506
There we go.

01:15:22.527 --> 01:15:23.247
That's what I was looking for.

01:15:23.448 --> 01:15:24.148
Any final words?

01:15:25.037 --> 01:15:26.097
I always appreciate the invite.

01:15:26.118 --> 01:15:26.417
Thank you.

01:15:27.059 --> 01:15:28.460
Looking forward to seeing you in 90 days.

01:15:28.960 --> 01:15:29.520
Thank you, gentlemen.

01:15:29.600 --> 01:15:30.220
And everybody else,

01:15:30.261 --> 01:15:31.841
we will see you next week.

01:15:35.824 --> 01:15:36.604
Thanks for listening.

01:15:37.025 --> 01:15:38.567
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01:15:38.606 --> 01:15:39.688
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01:15:40.007 --> 01:15:41.488
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01:15:41.628 --> 01:15:42.430
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01:15:42.489 --> 01:15:44.150
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01:15:44.631 --> 01:15:45.192
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