Ep. 108 - Every Man Needs a Spreadsheet with John Aguirre

WEBVTT

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Here we are,

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episode 108 of the Trash Talk

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Business Podcast.

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This is your weekly opportunity to grow,

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scale, and build your junk removal dream.

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Whether you're in landscaping,

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housekeeping, dumpster rental,

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junk removal, whatever it is you do,

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you have come to the right place.

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We're going to put in an

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hour's worth of work

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Normally,

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this is the place where I

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introduce Casey.

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I say, hey, Casey,

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what are you talking about this week?

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Casey is down and out.

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Called me a little bit earlier.

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He raised over $150,000 this

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weekend for Galen Few,

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which is a nonprofit for

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veterans he works with.

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And then he got taken out by

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the cold or the flu or the something.

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He's got a couple little kids.

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You know, kids are nasty.

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They go to school every day and get bugs.

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And Casey picked one up along the way.

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So now...

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It's all up to me.

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And I have, I don't know if I, Padre,

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maybe?

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Sure.

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I would say friend.

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I mean, Facebook friend.

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An associate.

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We'll call him an associate.

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A fellow junk removal data nerd.

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John, is it Aguirre?

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See, normally I ask how you speak.

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Is it Aguirre?

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Most people say Aguirre.

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It's pronounced Aguirre.

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It's got a real R. I ain't

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fucking rolling that.

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Aguirre.

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Oh, fuck.

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Aguirre.

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I can't roll.

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I can't roll.

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You could pay me to roll an

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R and I ain't rolling that R. All right.

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John is here from a happy junk rule.

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A lot of you guys know him

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from the Facebook groups.

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He's all about the data.

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He jumps in, chimes in, speaks his piece.

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He's running an operation down there,

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Arizona, right?

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Yeah, we're out in Mesa, Arizona.

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I knew it.

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50-50 whether it was Arizona

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or New Mexico.

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So, John, welcome to the show.

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Yes, I'm glad to be here.

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Looking forward to the show.

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You get mentioned from time

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to time in the groups

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whenever we bring up data.

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I know I've seen some of your charts,

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your breakeven analysis,

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cost of goods sold, all that good stuff.

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So we're going to dive in

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the origin story first,

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how you got into junk and wool,

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how long you've been doing it,

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all that stuff.

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And then we'll dive into the data.

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So let me hear the origin story.

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Oh, okay.

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Well, so growing up,

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my dad was an immigrant,

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so a first generation.

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We didn't have a lot of money,

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so we'd go to the landfill quite a bit.

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And back in that day,

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you could take stuff with you.

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So we would go to use the

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landfill's resources.

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We would find...

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You know, good resources, good product,

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lumber, metal, whatever.

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My dad would use it to fix

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up his rental properties.

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So I just have those

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memories of going to the

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landfill with my father, you know.

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And we'd pick up scrap metal,

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do scrap metal runs,

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and clean up backyards, go to the dump,

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you know.

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So, yeah.

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I don't know if you can relate,

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but my dad could be going

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down the freeway and spot

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like a wrench in the road.

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He could tell you nine

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sixteenths or a half inch.

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So that's good talent right there.

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So I kind of inherited that.

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So, so we'd go by alleys,

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pick up trash and, you know,

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take it home and,

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It was a lot of fun.

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Our yards always looked like junk yards.

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We had like 12 junk cars, one property,

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one time.

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It was a very, very humble background.

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In a travel trailer,

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I slept underneath the

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kitchen table because that

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was the only spot.

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Oh, wow.

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Yeah, no, I – no, similar background.

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So we used to – you're right.

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So we would do – my dad

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always had side jobs, right?

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And he always – he worked

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full-time as a carpenter

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and owned his business,

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but then he would always –

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I guess it wasn't really a side job,

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but he would do things that

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weren't carpentry,

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and he would just bring his boys along,

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right?

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So, like, a neighbor would be like, hey,

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I want to clean up my backyard.

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My dad's like, oh, I'll bring my boys by.

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And so what we would do is –

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The landfill we went to,

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if you're a resident, small car, drop-off,

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there was three 30-yarders,

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and you would pull your car near them,

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but you would load them

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from the top because you're

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an elevated platform.

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And what we would do,

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before we started unloading

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any of our stuff,

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we would go in and pull all the metal.

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So I can remember going in

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and pulling cast iron tubs

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out of these 30-yarders.

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And, of course,

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they would come by and yell

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at you because you're not

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supposed to go in the 30-yarder.

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We didn't give a shit.

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And so there would be times

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where we'd pull 500 or 600

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pounds of metal out,

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and our load would only be 300,

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400 pounds.

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And we would leave with more

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than we showed up with and just like,

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get out of here.

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So,

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and that's on top of what we used to do,

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drive around nice

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neighborhoods on trash day, right?

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Or, you know, day before trash night,

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trash day, rather,

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to figure out what they had.

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So, you know,

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you're second generation or

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first generation here.

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I'm first generation off the farm.

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And there's a similarity

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there because when you grow up, you know,

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I look at my grandparents.

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on my dad's side, it's like,

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none of them had jobs, right?

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They were on a farm.

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And a farm isn't a job.

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That's your life.

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That's your livelihood, right?

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It's a futile way to make a living.

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And when you think about people, right,

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in medieval times and

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before we had this thing

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called capitalism,

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it was pretty much everyone just,

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you know,

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raised enough livestock and

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raised enough food to survive.

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And then a little bit of excess,

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you would barter and trade

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to get clothes and things like that.

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But that was it.

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So,

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Growing up on the farm,

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they didn't have much money.

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So my dad figured out how to do it.

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And then when he got in the

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real world with real bills

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and kids and Catholic

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education and all this shit,

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it's like he only made so much money.

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And eventually he would

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figure out how to make a

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little bit extra.

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And so the way you grew up

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is similar to this day.

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There's not a dumpster I

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drive by I don't want to pick up.

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There's not an appliance.

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If I see an appliance on the

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side of the road,

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I drive a Jeep now.

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I'm always like, all right,

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can I fit that?

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Cause I used to drive,

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I used to drive a purple van.

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I worked concrete for years

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and I would drive a purple

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van for work or to work and stuff.

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Cause it was my work van.

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And I had the back seats all

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taken out or whatever, man, I could,

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I could go to work, work in concrete.

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look at all the appliances that were,

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you know,

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in the area that we were working,

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fill up my,

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fill up my van on my way back home.

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Right.

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And then stop at the scrapyard at,

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you know,

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right when they're closing and

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throw off five, 600 pounds, you know,

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make 30, 40 bucks.

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And I'd be like, Oh yeah, I'm a king.

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I killed it today.

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So I, I get that.

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I get that, uh,

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That origin story, you know?

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My father, he was a contractor,

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like a heavy metal,

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heavy equipment operator.

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But he always had like some kind of site.

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So on weekends,

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we would go out and help him, you know,

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do the yard cleanups, whatnot.

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But one of his side hustles

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was he had a barber shop in the backyard.

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So on weekends and afternoons,

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all these guys would come

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over and get their haircuts in the shack,

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right?

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So self-trained barber in

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Mexico came over here,

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didn't speak English,

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couldn't pass the test,

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so he just did it on the

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down low in the backyard.

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So before he passed, he says,

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if I give you my barber chair,

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are you going to sell it?

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I'm like, no, it's going to my office.

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So this is the barber chair right here.

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Oh, I love it.

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I love it.

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You know, right when you sat down,

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I saw that chair.

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I was like, that's kind of cool.

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I even saw it.

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I was just making a comment.

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I was like, that ain't an office chair.

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No, it's a bicycle.

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I can jack it up and down.

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It's got hydraulics.

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Yeah.

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But, yeah, so it was a side hustle.

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I've always had a side hustle going on.

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I would just tell Maggie

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when we started this business,

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I started it as a side hustle.

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I said, I'm going to do junk removal.

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I can make another $8,000 or

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$10,000 a month on this.

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And it just kind of blew up, you know.

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So here we are, you know.

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And I had a pressure washing

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business and a kitchen

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exhaust cleaning business before this.

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And this was going so well,

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I sold those off to stick

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to the junk removal, you know.

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Yeah, so Maggie, your wife?

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No, she's my operation manager.

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Oh, okay.

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All right.

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I wasn't sure.

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And then with respect,

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what was your father's name?

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Juan.

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So I'm John Jr., Juan Jr., yep.

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Got it.

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All right.

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No, it's important we pay respect.

00:08:20.197 --> 00:08:21.959
You know, my grandpa, my grandpa Jerry,

00:08:21.980 --> 00:08:23.040
you know,

00:08:23.060 --> 00:08:23.761
I remember growing up on the

00:08:23.800 --> 00:08:25.322
farm in the summers with him.

00:08:25.382 --> 00:08:28.944
And, man, he'd have a link of chain,

00:08:29.004 --> 00:08:30.485
like six links, and he'd keep it.

00:08:30.745 --> 00:08:31.887
Every link of chain he would keep.

00:08:31.906 --> 00:08:32.527
That was his thing.

00:08:32.807 --> 00:08:33.067
Right?

00:08:33.847 --> 00:08:34.969
He never knew what he might need.

00:08:35.908 --> 00:08:36.929
Six more links of chain.

00:08:36.990 --> 00:08:38.211
He never tore anything away, dude.

00:08:38.451 --> 00:08:39.591
He never tore anything away.

00:08:40.991 --> 00:08:41.972
And I remember sitting there,

00:08:43.192 --> 00:08:44.673
he'd have twine, right?

00:08:44.793 --> 00:08:45.614
And I'd sit there and I'd

00:08:45.634 --> 00:08:47.654
have to count 25 pieces of

00:08:47.695 --> 00:08:49.735
twine and then tie them together, right?

00:08:50.035 --> 00:08:51.655
And I'd have to tie them up.

00:08:51.836 --> 00:08:53.657
So that twine became rope.

00:08:53.677 --> 00:08:54.576
So we'd cut them and then

00:08:54.596 --> 00:08:55.256
I'd just sit there.

00:08:55.277 --> 00:08:57.217
And it's like, you got a four foot,

00:08:57.278 --> 00:08:58.217
three foot piece of twine.

00:08:58.359 --> 00:08:59.278
By the time you tie it,

00:08:59.818 --> 00:09:01.720
you lose six inches, right?

00:09:01.919 --> 00:09:03.080
So now you got three foot,

00:09:03.379 --> 00:09:05.061
but it'd be like 25 feet at a time.

00:09:05.100 --> 00:09:06.801
And I would sit there and I would tie.

00:09:07.182 --> 00:09:08.081
I had no clue what I was doing.

00:09:08.581 --> 00:09:09.942
As a kid, I'm like, all right.

00:09:10.322 --> 00:09:12.442
I look at it now, like, yeah,

00:09:12.663 --> 00:09:13.743
most kids don't grow up that way.

00:09:13.763 --> 00:09:15.744
This is the 90s, right?

00:09:15.783 --> 00:09:17.364
We're not, you know,

00:09:17.423 --> 00:09:19.105
I was born in the 80s.

00:09:19.125 --> 00:09:20.825
Like, this is prosperous times,

00:09:20.865 --> 00:09:23.426
and yet that's what I knew.

00:09:23.625 --> 00:09:24.625
That's how I grew up.

00:09:24.885 --> 00:09:27.846
So those habits learned from your parents,

00:09:28.407 --> 00:09:29.226
they carry on.

00:09:29.246 --> 00:09:31.567
It makes you more resourceful, right?

00:09:31.687 --> 00:09:32.268
Oh, yeah.

00:09:33.360 --> 00:09:34.941
In this culture, no one's resourceful.

00:09:34.980 --> 00:09:35.822
Just throw it away.

00:09:36.042 --> 00:09:36.962
Get something new, right?

00:09:37.503 --> 00:09:40.325
And that's opportunity for us.

00:09:40.345 --> 00:09:40.325
100%.

00:09:40.605 --> 00:09:42.426
Yeah, I mean, the amount of people,

00:09:42.446 --> 00:09:43.586
you know, back in the day, I always think,

00:09:43.807 --> 00:09:44.868
why would anyone pay for junk removal?

00:09:44.888 --> 00:09:45.768
Everybody knows someone with

00:09:45.807 --> 00:09:46.349
a pickup truck.

00:09:46.369 --> 00:09:47.789
And it's like, not anymore.

00:09:48.330 --> 00:09:49.070
Not everybody knows someone

00:09:49.090 --> 00:09:49.650
with a pickup truck.

00:09:50.010 --> 00:09:51.032
Not everybody's willing, you know.

00:09:51.432 --> 00:09:52.732
When I started junk removal,

00:09:52.932 --> 00:09:54.114
I was so – I mean,

00:09:54.134 --> 00:09:54.913
I first started picking up

00:09:54.953 --> 00:09:55.695
appliances on the side road.

00:09:55.715 --> 00:09:56.294
And then when I found out

00:09:56.315 --> 00:09:57.456
people would pay me to go in their house,

00:09:57.475 --> 00:09:59.336
that was like mind-blowing.

00:09:59.937 --> 00:10:00.138
Yeah.

00:10:01.485 --> 00:10:02.905
And then when I saw what

00:10:02.966 --> 00:10:04.785
people would pay 800-guy junk to do stuff,

00:10:04.826 --> 00:10:06.326
I'm like, oh, wait.

00:10:06.527 --> 00:10:07.927
There's real money in this, right?

00:10:08.248 --> 00:10:08.488
Yeah.

00:10:08.548 --> 00:10:10.788
And that's how I was able to scale.

00:10:10.808 --> 00:10:12.710
Because there was one thing.

00:10:12.730 --> 00:10:13.730
I had two brothers.

00:10:13.850 --> 00:10:14.409
I have two brothers.

00:10:15.150 --> 00:10:15.730
My brothers and I were

00:10:15.750 --> 00:10:16.770
banging jobs on the weekend.

00:10:16.791 --> 00:10:18.072
It was a whole other thing once we got –

00:10:18.967 --> 00:10:20.469
you know, insurance, workers' comp,

00:10:20.548 --> 00:10:22.950
building, rent, trucks with payments,

00:10:22.990 --> 00:10:23.691
all that shit, you know?

00:10:24.010 --> 00:10:25.331
And then you realize, oh, this is why,

00:10:25.351 --> 00:10:26.231
you know,

00:10:26.272 --> 00:10:27.613
this is why you need to charge

00:10:27.633 --> 00:10:29.634
in order to scale the business, right?

00:10:30.075 --> 00:10:30.914
There's money in it,

00:10:31.455 --> 00:10:32.056
but you gotta scale it.

00:10:32.076 --> 00:10:34.236
I'm the oldest of the brothers.

00:10:35.077 --> 00:10:35.538
I'm the oldest.

00:10:35.597 --> 00:10:35.837
Oh, yeah.

00:10:35.878 --> 00:10:36.457
Yeah, I'm the oldest.

00:10:37.359 --> 00:10:38.119
So I have one brother who's

00:10:38.198 --> 00:10:39.820
nine years younger than me.

00:10:39.960 --> 00:10:40.801
That is my brother Isaac,

00:10:40.821 --> 00:10:41.640
was my business partner.

00:10:41.942 --> 00:10:42.741
And then my brother Tyler is

00:10:42.782 --> 00:10:43.582
six years younger than me.

00:10:44.383 --> 00:10:45.504
And he was there all the

00:10:45.524 --> 00:10:46.724
years I did it as a side hustle.

00:10:46.764 --> 00:10:46.985
He was...

00:10:47.892 --> 00:10:49.313
you know, my, my, my main guy,

00:10:49.333 --> 00:10:50.235
him and I would go do jobs

00:10:50.254 --> 00:10:50.735
in the weekend.

00:10:50.774 --> 00:10:52.957
And it was my, it was him.

00:10:53.018 --> 00:10:55.480
And it was him and a bunch of his,

00:10:55.721 --> 00:10:55.941
you know,

00:10:56.221 --> 00:10:58.344
high school and high school

00:10:58.384 --> 00:10:59.985
buddies that were all 18, 19, 20,

00:10:59.985 --> 00:11:01.908
you know, I tell him, Hey,

00:11:01.908 --> 00:11:03.129
50 bucks for a Saturday afternoon.

00:11:03.149 --> 00:11:03.549
Oh man.

00:11:03.570 --> 00:11:03.669
Yeah.

00:11:07.071 --> 00:11:09.832
Even my first purple van,

00:11:10.712 --> 00:11:13.094
my aunt and uncle owned it,

00:11:13.114 --> 00:11:14.115
and they wanted to get rid of it,

00:11:14.154 --> 00:11:15.095
and they couldn't sell it

00:11:15.115 --> 00:11:16.255
because it was just garbage.

00:11:16.796 --> 00:11:18.037
And I remember I did the job.

00:11:18.277 --> 00:11:19.457
I had to get rid of a bunch

00:11:19.538 --> 00:11:22.438
of buckthorn and a bunch of

00:11:22.479 --> 00:11:24.039
weeds and a fence in their backyard.

00:11:24.660 --> 00:11:26.041
And so I did that job.

00:11:26.120 --> 00:11:26.961
And then also all these

00:11:27.022 --> 00:11:28.222
trees that they had fell.

00:11:28.383 --> 00:11:30.524
I got rid of all the branches.

00:11:30.844 --> 00:11:31.744
And I did that job in

00:11:31.783 --> 00:11:32.825
exchange for their van.

00:11:33.404 --> 00:11:34.346
And I did the job.

00:11:34.385 --> 00:11:35.846
I gave my brother and his two buddies –

00:11:36.885 --> 00:11:38.647
I want to say $20 a piece

00:11:39.307 --> 00:11:40.047
and a case of beer.

00:11:40.687 --> 00:11:42.028
And that was it.

00:11:42.769 --> 00:11:44.028
I was there with them cleaning it up.

00:11:44.609 --> 00:11:45.309
And so we cleaned up.

00:11:45.330 --> 00:11:46.309
It was like two trailers.

00:11:47.169 --> 00:11:48.010
And then the van,

00:11:48.030 --> 00:11:49.051
I remember I thought the

00:11:49.071 --> 00:11:49.991
van would be like $400 or $500 to fix.

00:11:50.032 --> 00:11:51.731
And it was like $900.

00:11:51.792 --> 00:11:54.754
And I didn't have $900 to fix the van.

00:11:54.933 --> 00:11:56.313
My aunt and uncle basically

00:11:56.354 --> 00:11:58.134
gave me a van for working a

00:11:58.414 --> 00:11:59.275
Saturday afternoon.

00:11:59.296 --> 00:12:00.365
And I had like, I don't know, $20,

00:12:00.365 --> 00:12:01.056
$30 in dump fees.

00:12:02.937 --> 00:12:04.317
getting rid of yard waste.

00:12:04.899 --> 00:12:06.821
I remember it was $900 and

00:12:07.000 --> 00:12:07.981
the van was at the mechanic

00:12:08.022 --> 00:12:09.243
and I was like, man,

00:12:09.263 --> 00:12:10.102
I haven't even started this shit.

00:12:10.123 --> 00:12:10.844
I'm already out of business.

00:12:11.104 --> 00:12:12.424
I already got to $900.

00:12:13.885 --> 00:12:14.667
I remember I put it on my

00:12:14.726 --> 00:12:15.788
credit card and I was like,

00:12:16.428 --> 00:12:17.288
back then I would never use

00:12:17.328 --> 00:12:18.409
my credit card because I

00:12:18.470 --> 00:12:20.032
was pretty resourceful.

00:12:20.072 --> 00:12:20.751
I stayed within my means.

00:12:20.772 --> 00:12:22.254
I remember I was like $938 and I was like,

00:12:22.293 --> 00:12:23.354
I don't know how the fuck

00:12:23.374 --> 00:12:24.154
I'm going to pay this.

00:12:24.895 --> 00:12:25.296
That was it.

00:12:25.696 --> 00:12:26.836
That was the start of my business.

00:12:26.876 --> 00:12:27.798
I got that purple van.

00:12:27.817 --> 00:12:29.779
What kind of van was it?

00:12:31.451 --> 00:12:31.811
It was a 1997.

00:12:33.072 --> 00:12:36.092
So this would have been when

00:12:36.153 --> 00:12:36.714
I would have done this.

00:12:36.734 --> 00:12:37.533
I would have done this when

00:12:37.553 --> 00:12:38.414
I got back from Iraq.

00:12:38.434 --> 00:12:38.774
So this is 2008, 9.

00:12:39.274 --> 00:12:39.715
No, 9, 10.

00:12:40.275 --> 00:12:43.716
It's probably 9 or 10, whatever.

00:12:44.158 --> 00:12:47.418
It was a 1997 Ford E350

00:12:47.599 --> 00:12:49.820
EcoLine 12-passenger van.

00:12:50.321 --> 00:12:51.321
I took the seats out.

00:12:51.780 --> 00:12:54.523
And then on the bottom, I built a deck.

00:12:54.743 --> 00:12:56.224
It was a two-part removable deck.

00:12:56.764 --> 00:12:58.203
so you could yeah it was

00:12:58.224 --> 00:12:59.485
just two by fours one by uh

00:13:00.365 --> 00:13:01.806
you know or then two by

00:13:01.826 --> 00:13:03.926
twos so basically raised it

00:13:04.005 --> 00:13:05.667
up like an engine and then

00:13:05.706 --> 00:13:06.907
plywood so that way things

00:13:06.947 --> 00:13:07.746
could slide in and out

00:13:07.947 --> 00:13:08.467
because I don't want to

00:13:08.488 --> 00:13:09.508
take away all the hardware

00:13:09.967 --> 00:13:10.707
so you could take the two

00:13:10.727 --> 00:13:12.208
pieces of the deck out and

00:13:12.229 --> 00:13:13.369
then put the seats back in

00:13:13.869 --> 00:13:15.090
so my brother my brother

00:13:15.169 --> 00:13:16.350
used that to tour when he

00:13:16.370 --> 00:13:17.149
was in a band he ended up

00:13:17.350 --> 00:13:18.610
using that to tour so I

00:13:18.691 --> 00:13:20.211
sold them my company which

00:13:20.270 --> 00:13:22.312
was my truck and trailer when I uh

00:13:23.011 --> 00:13:24.592
I got a job working for waste management.

00:13:24.613 --> 00:13:25.894
So my brother bought my company,

00:13:25.913 --> 00:13:27.836
which was my, my van, not even truck,

00:13:28.176 --> 00:13:29.496
my van and my trailer was

00:13:29.517 --> 00:13:30.097
like 2,500 bucks.

00:13:30.138 --> 00:13:30.878
I sold it to him.

00:13:31.519 --> 00:13:32.519
And then he ran the business.

00:13:32.899 --> 00:13:33.541
And then I went and worked

00:13:33.561 --> 00:13:34.942
for waste management, deployed again.

00:13:34.961 --> 00:13:37.123
And then when I come back

00:13:37.163 --> 00:13:38.625
home from that deployment, I'm like, I'm,

00:13:39.184 --> 00:13:39.885
I'm never going to work

00:13:39.905 --> 00:13:40.947
with somebody else the rest of my life.

00:13:40.966 --> 00:13:41.307
And that was 2016.

00:13:42.508 --> 00:13:43.908
And I haven't looked back ever since.

00:13:44.568 --> 00:13:44.789
Wow.

00:13:45.850 --> 00:13:46.071
Yeah.

00:13:46.331 --> 00:13:46.532
Yeah.

00:13:46.631 --> 00:13:47.392
I have a little bit of a

00:13:47.472 --> 00:13:48.312
corporate background.

00:13:48.332 --> 00:13:51.275
I was at Motorola for 18 years.

00:13:52.076 --> 00:13:55.100
Oh, so an equipment engineering group.

00:13:55.320 --> 00:13:56.181
I was a supervisor.

00:13:56.221 --> 00:13:57.442
I was a technician at first

00:13:57.522 --> 00:13:59.163
and I got promoted up in the management.

00:14:01.065 --> 00:14:02.907
And then I went into like

00:14:03.167 --> 00:14:05.229
middle management and I hated it.

00:14:05.328 --> 00:14:06.049
I couldn't stand it.

00:14:06.090 --> 00:14:09.273
You know, I was just going nuts.

00:14:09.874 --> 00:14:10.094
Yeah.

00:14:11.355 --> 00:14:12.937
When my first son was born,

00:14:12.976 --> 00:14:14.878
I just quit to be stay-at-home dad.

00:14:14.898 --> 00:14:16.320
And that's when I started

00:14:16.360 --> 00:14:18.282
working the night pressure washing,

00:14:18.621 --> 00:14:19.602
parking lot sweeping.

00:14:19.623 --> 00:14:22.164
And then, you know, three kids later,

00:14:22.184 --> 00:14:24.506
it's gone well.

00:14:24.748 --> 00:14:24.908
Yeah.

00:14:25.554 --> 00:14:26.615
How old are your kids now?

00:14:27.635 --> 00:14:30.096
My oldest, he graduates next month.

00:14:30.116 --> 00:14:31.278
He'll be 22 in June.

00:14:32.038 --> 00:14:33.879
His company is called – and

00:14:33.899 --> 00:14:34.879
some of the guys know him.

00:14:34.919 --> 00:14:35.679
He's been at some of the

00:14:35.700 --> 00:14:36.780
conferences with me.

00:14:37.201 --> 00:14:38.360
Speedway Junk Removal.

00:14:38.802 --> 00:14:40.241
So he started here three

00:14:40.261 --> 00:14:41.322
years ago in Tucson.

00:14:41.802 --> 00:14:42.964
He ranks in the top three

00:14:42.984 --> 00:14:43.844
there in the valley there.

00:14:43.984 --> 00:14:46.826
So he's been focusing on the

00:14:46.905 --> 00:14:47.625
school studies,

00:14:47.666 --> 00:14:48.966
but I expect great things

00:14:49.006 --> 00:14:49.767
from him now that he's done

00:14:49.787 --> 00:14:50.827
with school pretty soon, you know.

00:14:52.469 --> 00:14:55.250
um so when he was 12 he's

00:14:55.289 --> 00:14:56.269
like I'd have him work and

00:14:56.289 --> 00:14:57.571
he goes 12 year old

00:14:57.630 --> 00:14:58.291
shouldn't have to do this

00:14:58.331 --> 00:14:59.831
kind of work dad you know

00:15:00.331 --> 00:15:01.432
I'm like shut up pick up

00:15:01.472 --> 00:15:02.472
that dog poop let's move

00:15:02.793 --> 00:15:05.774
you know so then um he he

00:15:05.815 --> 00:15:06.495
would sell some of the

00:15:06.514 --> 00:15:07.995
stuff we'd find on ebay so

00:15:08.015 --> 00:15:09.456
he kind of kind of took

00:15:09.496 --> 00:15:10.636
that up a little bit he

00:15:10.677 --> 00:15:11.677
showed his younger brother

00:15:11.697 --> 00:15:13.899
who's now 19 and he ran

00:15:13.938 --> 00:15:15.178
with that he sells vintage

00:15:15.259 --> 00:15:16.460
clothes the kids the

00:15:16.980 --> 00:15:17.620
He's killing it.

00:15:17.640 --> 00:15:17.880
I mean,

00:15:17.921 --> 00:15:19.522
he's a freshman in college right now.

00:15:19.903 --> 00:15:22.245
So he's got two careers from junk removal,

00:15:22.284 --> 00:15:22.524
right?

00:15:23.044 --> 00:15:25.106
So these kids will never have a boss.

00:15:26.447 --> 00:15:28.450
No, you got to, no, you got to,

00:15:28.590 --> 00:15:29.890
when you learn a skill or

00:15:29.931 --> 00:15:31.552
learn a trade and you know

00:15:31.592 --> 00:15:32.614
how to acquire customers,

00:15:32.933 --> 00:15:34.294
you never need to work for

00:15:34.315 --> 00:15:35.176
anybody else the rest of your life,

00:15:35.775 --> 00:15:36.336
right?

00:15:36.356 --> 00:15:37.138
You got to learn that skill.

00:15:37.158 --> 00:15:38.418
And that's, that's one of the things,

00:15:38.438 --> 00:15:38.639
you know,

00:15:38.698 --> 00:15:39.919
I have a college degree and I am

00:15:39.960 --> 00:15:41.480
an advocate against college.

00:15:42.461 --> 00:15:43.322
When the real world will

00:15:43.383 --> 00:15:44.303
teach you a lot more.

00:15:44.484 --> 00:15:45.325
Now, if you can get both,

00:15:45.644 --> 00:15:46.446
more power to you.

00:15:47.386 --> 00:15:49.068
The challenge is the kids

00:15:49.089 --> 00:15:51.110
that go to school and after four years,

00:15:51.990 --> 00:15:53.032
they've learned concepts.

00:15:53.072 --> 00:15:54.293
They haven't learned how to

00:15:54.374 --> 00:15:55.193
actually do the thing.

00:15:55.575 --> 00:15:57.416
So when your boy is learning

00:15:57.436 --> 00:15:58.778
how to do junk removal,

00:15:58.798 --> 00:15:59.398
the other one learned how

00:15:59.418 --> 00:16:00.639
to sell on the secondary market.

00:16:01.360 --> 00:16:02.942
Now you take the college,

00:16:02.981 --> 00:16:04.764
and that's the fuel to the fire,

00:16:05.043 --> 00:16:06.446
which will make it go,

00:16:06.905 --> 00:16:08.827
versus you dump gasoline on nothing,

00:16:09.067 --> 00:16:09.869
you're just going to drown

00:16:09.948 --> 00:16:12.272
out a no-experience individual.

00:16:12.812 --> 00:16:14.094
And that's what's the problem.

00:16:14.474 --> 00:16:15.554
Kids graduate college with

00:16:15.554 --> 00:16:16.355
$100,000 in debt and no real skills.

00:16:19.633 --> 00:16:20.153
Yeah.

00:16:20.494 --> 00:16:21.234
Talking to a guy,

00:16:21.254 --> 00:16:22.995
he manages a local scrapyard.

00:16:23.054 --> 00:16:24.796
He says, his name's Kenny.

00:16:24.875 --> 00:16:26.037
He goes, how old do you think I am?

00:16:26.517 --> 00:16:27.817
I said, I don't know, you're about 24.

00:16:27.857 --> 00:16:28.219
He goes, I'm 21.

00:16:28.339 --> 00:16:30.940
He goes, I'm a marketing major.

00:16:31.120 --> 00:16:32.500
I've learned more here at

00:16:32.541 --> 00:16:34.423
the scrapyard than I have in college.

00:16:35.623 --> 00:16:35.923
You know?

00:16:36.203 --> 00:16:36.323
Yeah.

00:16:37.991 --> 00:16:41.433
My father always told me, he tells us,

00:16:41.774 --> 00:16:42.674
whenever he talks to people

00:16:42.695 --> 00:16:44.535
about business, my dad's got a degree.

00:16:44.556 --> 00:16:45.817
Both my parents are college educated.

00:16:46.277 --> 00:16:47.216
I'm college educated, right?

00:16:47.778 --> 00:16:50.438
So when I preach anti-college,

00:16:50.479 --> 00:16:51.860
it's coming from an educated place.

00:16:53.000 --> 00:16:54.662
My parents back then in the early 80s,

00:16:54.741 --> 00:16:55.642
it was like you couldn't

00:16:55.662 --> 00:16:56.182
even get a middle

00:16:56.202 --> 00:16:58.224
management job without a college degree.

00:16:59.144 --> 00:16:59.865
The world has changed.

00:17:00.365 --> 00:17:01.644
We all got Google at our fingertips.

00:17:01.664 --> 00:17:02.846
You can find out anything you want.

00:17:03.125 --> 00:17:05.406
Go to University of YouTube.

00:17:05.666 --> 00:17:07.428
It's $9.95 a month if you

00:17:07.448 --> 00:17:08.367
don't want to watch the commercials.

00:17:08.449 --> 00:17:09.548
It's free if you're willing

00:17:09.568 --> 00:17:11.109
to invest 15 seconds of video.

00:17:11.410 --> 00:17:11.769
Whatever.

00:17:12.971 --> 00:17:14.131
My dad always told people

00:17:14.171 --> 00:17:15.771
that he taught us the stock market.

00:17:16.505 --> 00:17:16.684
Right.

00:17:17.025 --> 00:17:18.086
And he did because he would

00:17:18.105 --> 00:17:19.266
look at commodities prices.

00:17:19.626 --> 00:17:19.826
Right.

00:17:19.906 --> 00:17:20.926
Buy low, sell high.

00:17:21.086 --> 00:17:22.147
And when you pick it up for free,

00:17:22.528 --> 00:17:23.148
everything's high.

00:17:23.709 --> 00:17:23.848
Right.

00:17:23.888 --> 00:17:24.548
And so we knew what the

00:17:24.568 --> 00:17:25.490
price of scrap was.

00:17:25.869 --> 00:17:26.730
So we would sit on it.

00:17:26.789 --> 00:17:26.971
Right.

00:17:27.010 --> 00:17:27.851
And you drive by.

00:17:27.951 --> 00:17:30.692
Oh, it's 45 cent a pound on cans.

00:17:30.751 --> 00:17:31.472
Oh, it's 50 cents.

00:17:31.532 --> 00:17:32.113
OK.

00:17:32.393 --> 00:17:34.134
Once it gets to 60 cents a pound on cans,

00:17:34.374 --> 00:17:35.035
then we go in.

00:17:35.335 --> 00:17:35.494
Right.

00:17:35.515 --> 00:17:36.976
And it was that stuff.

00:17:37.556 --> 00:17:39.136
Saturday mornings for me were crazy.

00:17:39.457 --> 00:17:41.018
taking in my loot, you know,

00:17:41.038 --> 00:17:42.179
I had a five gallon bucket

00:17:42.219 --> 00:17:43.700
with a little bit of die cast,

00:17:43.720 --> 00:17:44.440
a little bit of brass.

00:17:44.619 --> 00:17:45.540
I mean, you put them in the scale,

00:17:45.601 --> 00:17:47.182
it's two pounds, one pound.

00:17:47.241 --> 00:17:48.942
I remember the times you put on the scale,

00:17:48.962 --> 00:17:49.623
you're like, Oh, come on,

00:17:49.663 --> 00:17:50.544
just hit one pound.

00:17:51.404 --> 00:17:53.766
It's like, I need, I want my $2 in brass.

00:17:53.806 --> 00:17:53.945
Right.

00:17:54.145 --> 00:17:55.366
And they sort through and make, kid,

00:17:55.386 --> 00:17:56.548
you got less than a pound of brass.

00:17:56.567 --> 00:17:57.588
I'm like, come on.

00:17:57.788 --> 00:17:59.809
You know, it's like, I made $12, $15.

00:18:00.529 --> 00:18:01.651
And I was like, yeah,

00:18:01.691 --> 00:18:02.471
I'm killing it today.

00:18:02.491 --> 00:18:03.392
You know?

00:18:03.872 --> 00:18:04.833
And, and to this day,

00:18:04.893 --> 00:18:05.973
I walk by our scrap pile.

00:18:06.013 --> 00:18:07.434
Now, I mean, now we ship out,

00:18:08.375 --> 00:18:08.976
quite a bit.

00:18:09.037 --> 00:18:10.097
We ship out Gaylords.

00:18:10.878 --> 00:18:13.442
When I send a scrap load out now,

00:18:13.502 --> 00:18:14.804
it's five figures every time.

00:18:16.425 --> 00:18:17.667
Because we've been doing it.

00:18:17.688 --> 00:18:17.907
And yet...

00:18:19.633 --> 00:18:20.574
When I see a little part or

00:18:20.634 --> 00:18:22.434
piece in the steel dumpster,

00:18:22.454 --> 00:18:23.596
I get twitchy because I

00:18:23.635 --> 00:18:25.896
know every little part and piece adds up.

00:18:28.278 --> 00:18:29.578
I cut wire down to the inch.

00:18:29.900 --> 00:18:30.599
If it was more than an inch,

00:18:30.640 --> 00:18:31.840
we're clipping it because

00:18:32.060 --> 00:18:34.442
every little part and piece adds up.

00:18:34.501 --> 00:18:36.864
Back in 2009 when I was laid

00:18:37.003 --> 00:18:38.105
off and I was unemployed

00:18:38.424 --> 00:18:39.586
and unemployable at the time,

00:18:40.185 --> 00:18:41.086
I sat there in my garage and

00:18:41.106 --> 00:18:42.127
I took apart everything

00:18:42.147 --> 00:18:42.929
there was to take apart.

00:18:42.949 --> 00:18:44.210
So when people are like, Hey man,

00:18:44.230 --> 00:18:44.951
why don't you take apart

00:18:45.050 --> 00:18:46.232
microwaves or computers or

00:18:46.272 --> 00:18:47.094
washers or dryers?

00:18:47.114 --> 00:18:48.835
It's like, I don't took everything apart.

00:18:49.256 --> 00:18:50.037
I know what's worth it.

00:18:50.096 --> 00:18:51.178
What's not because I already

00:18:51.198 --> 00:18:51.657
went through it.

00:18:52.506 --> 00:18:53.567
And this is, again,

00:18:54.126 --> 00:18:55.307
college degree doesn't tell you.

00:18:55.327 --> 00:18:58.411
The shittier the washer, the better it is.

00:18:58.770 --> 00:19:00.053
When you get a shitty washer,

00:19:00.692 --> 00:19:01.953
it's all plastic housing,

00:19:02.233 --> 00:19:02.934
so it takes like three or

00:19:02.974 --> 00:19:04.016
four swings of a hammer,

00:19:04.195 --> 00:19:05.396
and you can break out the motor.

00:19:05.616 --> 00:19:06.678
The motor's where the weight is.

00:19:07.058 --> 00:19:07.638
You know what I'm saying?

00:19:08.200 --> 00:19:09.059
You go get yourself a

00:19:09.320 --> 00:19:11.803
Whirlpool or a Kenmore, a nice washer,

00:19:11.962 --> 00:19:13.044
that's all metal brackets.

00:19:13.463 --> 00:19:14.845
Now I can't break it out with a hammer,

00:19:15.465 --> 00:19:16.386
and it ain't worth my time

00:19:16.406 --> 00:19:17.488
to disassemble it, you know,

00:19:17.968 --> 00:19:19.209
with a socket.

00:19:19.528 --> 00:19:19.990
So it's like...

00:19:21.930 --> 00:19:23.290
that's the education I got

00:19:23.770 --> 00:19:24.852
growing up in the scrap business.

00:19:25.412 --> 00:19:28.114
Yeah, so at your location,

00:19:28.134 --> 00:19:29.474
do you guys cut open like

00:19:29.535 --> 00:19:32.797
the AC compressor motors?

00:19:35.198 --> 00:19:36.598
No, we don't mess with anything Freon.

00:19:36.859 --> 00:19:38.119
And that was after years of doing it.

00:19:38.140 --> 00:19:39.801
I used to take apart... I

00:19:39.821 --> 00:19:40.902
wouldn't take apart refrigerators.

00:19:40.922 --> 00:19:41.722
There's not enough there.

00:19:41.942 --> 00:19:42.743
But I used to take apart

00:19:42.763 --> 00:19:45.224
dehumidifiers and AC units.

00:19:45.605 --> 00:19:46.465
We do work with...

00:19:48.067 --> 00:19:48.386
What's that?

00:19:48.948 --> 00:19:49.528
It's messy.

00:19:49.587 --> 00:19:50.628
Those AC units are messy.

00:19:50.648 --> 00:19:51.109
Oh, yeah, yeah.

00:19:51.390 --> 00:19:51.990
It's messy.

00:19:52.050 --> 00:19:53.291
It's not good for the environment.

00:19:53.612 --> 00:19:54.512
So the only time we do it

00:19:54.553 --> 00:19:55.814
now is we do have a

00:19:55.874 --> 00:19:57.935
contract with an HVAC company,

00:19:58.336 --> 00:19:59.936
and they drop us off AC units.

00:20:00.097 --> 00:20:01.778
But they're all – the free

00:20:01.798 --> 00:20:02.519
end's already been removed.

00:20:02.700 --> 00:20:03.420
So it's all mitigated.

00:20:03.580 --> 00:20:04.201
It's already cut.

00:20:04.661 --> 00:20:05.422
So there's no pressure.

00:20:05.442 --> 00:20:06.022
There's no – 100%.

00:20:06.403 --> 00:20:06.542
Yep.

00:20:06.982 --> 00:20:08.404
So then we're just merely

00:20:08.464 --> 00:20:11.567
cutting the coil away from the steel.

00:20:11.847 --> 00:20:13.169
I mean, not even cutting.

00:20:13.749 --> 00:20:14.970
It's four screws on top.

00:20:16.391 --> 00:20:18.715
Two cuts, pull it off, and away you go.

00:20:18.756 --> 00:20:18.936
Nice.

00:20:19.518 --> 00:20:19.798
Yeah.

00:20:19.939 --> 00:20:20.901
And that's the thing.

00:20:20.921 --> 00:20:21.521
It's also like...

00:20:22.619 --> 00:20:23.240
Motors, people are like,

00:20:23.259 --> 00:20:24.221
why don't you take apart a motor?

00:20:24.580 --> 00:20:24.861
I'm like,

00:20:25.221 --> 00:20:26.901
and I did a video one time taking

00:20:26.921 --> 00:20:27.521
apart a motor.

00:20:28.481 --> 00:20:30.903
It's not worth it to me, right?

00:20:31.022 --> 00:20:33.143
I know it's time consuming

00:20:33.182 --> 00:20:35.003
for two to three pounds of copper.

00:20:35.584 --> 00:20:36.304
I can't get them done in

00:20:36.344 --> 00:20:37.105
less than 10 minutes.

00:20:37.184 --> 00:20:37.825
It's a pain in my ass.

00:20:38.065 --> 00:20:38.884
The other thing with motors

00:20:38.984 --> 00:20:40.526
is it's double the price of steel,

00:20:40.885 --> 00:20:41.486
right off the bat.

00:20:41.506 --> 00:20:42.185
Whatever steel is,

00:20:42.425 --> 00:20:44.027
if steel is 10 cents a pound,

00:20:44.426 --> 00:20:44.826
motors are 20.

00:20:44.826 --> 00:20:46.407
They're in the motors bucket.

00:20:46.428 --> 00:20:47.528
They're heavy enough as they are.

00:20:49.347 --> 00:20:50.368
There's other things I can

00:20:50.388 --> 00:20:50.909
do with my time.

00:20:51.721 --> 00:20:53.183
Yeah, we separate the motors out.

00:20:53.223 --> 00:20:53.984
We don't break them down.

00:20:54.026 --> 00:20:55.248
We just have like a motor pile,

00:20:55.387 --> 00:20:56.410
a motor bin.

00:20:57.030 --> 00:20:59.155
Yeah, I mean, other than steel,

00:20:59.175 --> 00:21:00.637
steel is obviously my number one SKU.

00:21:01.299 --> 00:21:02.382
The next thing I make the

00:21:02.422 --> 00:21:03.723
most money on is copper wire.

00:21:04.772 --> 00:21:05.012
Yep.

00:21:05.634 --> 00:21:06.795
Because it's prevalent.

00:21:06.835 --> 00:21:07.635
That's it.

00:21:07.695 --> 00:21:09.037
Yeah, brass is more expensive.

00:21:09.116 --> 00:21:10.057
Copper is more expensive.

00:21:10.357 --> 00:21:10.798
The thing is,

00:21:11.759 --> 00:21:12.720
maybe people have a couple

00:21:12.759 --> 00:21:13.882
pieces of brass in their house,

00:21:13.981 --> 00:21:14.882
random things, right?

00:21:15.343 --> 00:21:17.164
A lamp or some old hardware.

00:21:17.765 --> 00:21:19.747
Copper, unless they got... Yeah, yeah,

00:21:20.027 --> 00:21:20.468
exactly.

00:21:21.067 --> 00:21:21.188
Now...

00:21:21.909 --> 00:21:22.469
Copper wire?

00:21:22.489 --> 00:21:23.490
It's everywhere.

00:21:23.750 --> 00:21:25.131
Every appliance has got a cord on it.

00:21:25.510 --> 00:21:26.612
Everyone's got 10 extension

00:21:26.632 --> 00:21:28.313
cords in their house because they do.

00:21:28.452 --> 00:21:29.433
They bought one because they

00:21:29.453 --> 00:21:30.173
couldn't find the one they

00:21:30.214 --> 00:21:31.996
needed or they got the ones

00:21:32.016 --> 00:21:32.675
that they use only for

00:21:32.695 --> 00:21:34.037
their Christmas lights or whatever.

00:21:34.798 --> 00:21:36.117
I made more money on copper

00:21:36.157 --> 00:21:36.979
wire than anything else

00:21:38.480 --> 00:21:39.381
because of the scale of it.

00:21:40.540 --> 00:21:43.042
I always tell people, cut every cord.

00:21:43.563 --> 00:21:45.865
The copper wire and the steel,

00:21:45.884 --> 00:21:47.746
they don't really break it

00:21:47.786 --> 00:21:48.547
down past that.

00:21:50.343 --> 00:21:52.612
So how big is your operation down there?

00:21:53.866 --> 00:21:55.607
So we have four trucks in 2023.

00:21:56.268 --> 00:21:57.548
We had 2022.

00:21:58.348 --> 00:22:00.349
We had like three and a half

00:22:00.410 --> 00:22:01.151
going all the time.

00:22:01.171 --> 00:22:04.553
And then what was the backup truck?

00:22:04.553 --> 00:22:06.854
2023 thing just like came to

00:22:06.913 --> 00:22:08.795
like a screeching halt, like November,

00:22:08.815 --> 00:22:10.115
December 2022.

00:22:10.115 --> 00:22:12.476
So now we have two, two trucks going.

00:22:12.496 --> 00:22:13.277
I have one backup.

00:22:13.916 --> 00:22:15.758
Occasionally take the third

00:22:15.817 --> 00:22:17.038
truck and I'll do, you know,

00:22:17.298 --> 00:22:18.499
one or two jobs myself,

00:22:18.558 --> 00:22:19.779
but we have two trucks

00:22:19.859 --> 00:22:20.980
going pretty steady right now.

00:22:21.962 --> 00:22:23.805
And then it's you, an operations person,

00:22:23.865 --> 00:22:25.205
and half a dozen guys?

00:22:25.267 --> 00:22:26.228
We're employees.

00:22:26.948 --> 00:22:27.209
Okay.

00:22:28.349 --> 00:22:30.071
So what do you spend most of

00:22:30.092 --> 00:22:30.852
your days doing now?

00:22:32.433 --> 00:22:32.753
Whatever.

00:22:33.095 --> 00:22:33.976
You know, just...

00:22:36.916 --> 00:22:38.298
So the last three years,

00:22:38.337 --> 00:22:39.298
I was really focusing on

00:22:39.317 --> 00:22:41.038
that COGS automation.

00:22:41.878 --> 00:22:43.279
And I'm really happy with

00:22:43.299 --> 00:22:44.200
the results on that.

00:22:44.480 --> 00:22:46.871
We took our COGS down from 30%,

00:22:46.871 --> 00:22:48.501
35% down to 20%.

00:22:48.501 --> 00:22:52.223
That's all that goes to the bottom line.

00:22:53.483 --> 00:22:54.324
So I'm happy with that.

00:22:54.423 --> 00:22:56.005
So my next project is going

00:22:56.025 --> 00:22:57.586
to be to work on a

00:22:57.625 --> 00:22:58.786
dashboard for marketing,

00:22:58.806 --> 00:23:00.106
because I think we can do a

00:23:00.146 --> 00:23:01.487
lot better than what we do right now.

00:23:04.419 --> 00:23:05.378
I'm very disorganized.

00:23:05.419 --> 00:23:06.500
I have a very short

00:23:06.519 --> 00:23:08.621
attention span and I don't

00:23:08.662 --> 00:23:09.662
sit here too long.

00:23:09.701 --> 00:23:11.002
I have to go off and do something.

00:23:11.042 --> 00:23:13.924
I can't, I just bounce around on stuff.

00:23:14.265 --> 00:23:16.586
So I need structure.

00:23:16.606 --> 00:23:18.327
I need a screen that says,

00:23:18.929 --> 00:23:20.490
this is what you guys did today.

00:23:20.509 --> 00:23:23.352
And, you know, I need, you know,

00:23:23.771 --> 00:23:25.192
I have my working with my wife.

00:23:25.232 --> 00:23:27.074
She keeps me on track and I

00:23:27.114 --> 00:23:28.075
know my weaknesses,

00:23:28.174 --> 00:23:30.676
but I can spin that and make it work,

00:23:30.717 --> 00:23:30.916
you know?

00:23:31.678 --> 00:23:33.740
So we want to build a marketing dashboard.

00:23:35.300 --> 00:23:37.442
So let's talk about this COGS tool.

00:23:37.582 --> 00:23:40.044
So my COGS used to be at 40%.

00:23:40.984 --> 00:23:43.185
I got them down to 33%.

00:23:44.928 --> 00:23:46.048
I would love to get them under 30%.

00:23:46.088 --> 00:23:47.950
And getting them down to 20%

00:23:47.950 --> 00:23:49.111
would be music creators.

00:23:52.478 --> 00:23:53.679
Of the guys I talk to that

00:23:53.719 --> 00:23:56.481
struggle to get below 30,

00:23:56.481 --> 00:23:59.805
it's usually it's the dump

00:23:59.825 --> 00:24:01.086
fees make it prohibitive.

00:24:01.465 --> 00:24:03.688
Like what's your tonnage

00:24:04.008 --> 00:24:04.929
dump fees where you're at?

00:24:05.490 --> 00:24:07.451
So a blended average is about $100 a ton.

00:24:07.471 --> 00:24:08.992
So I spend right around 5% on disposal.

00:24:12.190 --> 00:24:13.530
Okay, so we're about 3%.

00:24:14.151 --> 00:24:16.992
If it's $100 a ton,

00:24:17.053 --> 00:24:18.393
it's going to be tough to get it.

00:24:18.413 --> 00:24:20.934
Yeah,

00:24:20.954 --> 00:24:22.736
my biggest opportunity is in my labor.

00:24:23.316 --> 00:24:27.438
I mean, my jobs are disposal, fuel,

00:24:27.798 --> 00:24:28.298
and labor.

00:24:29.098 --> 00:24:30.299
And disposal,

00:24:30.339 --> 00:24:31.361
I can only move the needle so

00:24:31.421 --> 00:24:32.402
much because to your point,

00:24:32.422 --> 00:24:33.522
a hundred hours a ton,

00:24:34.363 --> 00:24:35.223
there's a price to play.

00:24:35.463 --> 00:24:37.365
You know, we used to be over 8%, uh,

00:24:38.026 --> 00:24:39.867
around 8%.

00:24:39.867 --> 00:24:41.308
And then the goal was good under seven.

00:24:41.489 --> 00:24:42.750
Then it was, let's get it under six.

00:24:43.210 --> 00:24:43.730
And now we're,

00:24:43.750 --> 00:24:44.991
we're pretty steady under six.

00:24:45.892 --> 00:24:46.032
Um,

00:24:47.513 --> 00:24:48.994
there ain't much meat left on that bone,

00:24:49.035 --> 00:24:52.317
you know, increasing your prices.

00:24:53.375 --> 00:24:55.059
We did a price increase earlier this year.

00:24:55.079 --> 00:24:57.684
Obviously, that led to it.

00:24:58.425 --> 00:25:02.153
How do you compete with the

00:25:02.494 --> 00:25:03.797
big guys in terms of pricing?

00:25:04.810 --> 00:25:05.171
Actually,

00:25:05.191 --> 00:25:06.632
we're doing a market analysis right now.

00:25:06.792 --> 00:25:08.653
I would say I'm at or a tick

00:25:08.713 --> 00:25:10.875
above most of the competitors in my area.

00:25:11.415 --> 00:25:13.136
Okay.

00:25:13.596 --> 00:25:15.077
I look at us as we're a premium brand.

00:25:16.058 --> 00:25:16.939
Because of our environmental

00:25:16.959 --> 00:25:18.079
responsibility on the back end,

00:25:19.221 --> 00:25:20.541
we do tours of our facility.

00:25:21.041 --> 00:25:22.163
We go out of our way to

00:25:22.242 --> 00:25:23.104
educate the youth and

00:25:23.304 --> 00:25:24.304
people in the community of

00:25:24.924 --> 00:25:25.965
our recycling techniques.

00:25:26.246 --> 00:25:27.266
That's a premium service

00:25:27.286 --> 00:25:29.907
versus trucking a truck or

00:25:30.548 --> 00:25:31.548
the franchise in the world

00:25:31.568 --> 00:25:32.650
that are loading up trucks

00:25:32.670 --> 00:25:33.671
and taking a landfill every day.

00:25:34.209 --> 00:25:35.009
Yeah, yeah.

00:25:35.670 --> 00:25:37.711
Yeah, I know at least around here,

00:25:37.731 --> 00:25:38.712
the bigger brands don't do

00:25:38.732 --> 00:25:39.554
a lot of recycling.

00:25:40.654 --> 00:25:41.976
No, the thing is, whenever you,

00:25:42.096 --> 00:25:42.856
and I had a kid,

00:25:43.436 --> 00:25:44.917
local competitor here from 800,

00:25:44.917 --> 00:25:46.299
or from College Hunkside,

00:25:47.019 --> 00:25:48.422
and on their website it

00:25:48.442 --> 00:25:49.782
says 40 to 60% gets recycled.

00:25:49.962 --> 00:25:50.683
I go, cool,

00:25:50.703 --> 00:25:51.724
how do you track those metrics?

00:25:51.765 --> 00:25:52.704
He's like, well, we don't.

00:25:52.724 --> 00:25:55.067
I go, so that's my issue, right?

00:25:55.107 --> 00:25:55.528
And again,

00:25:55.548 --> 00:25:56.548
like consumers aren't going to

00:25:56.628 --> 00:25:57.369
argue that much.

00:25:58.646 --> 00:26:00.189
I know what I do because I track it.

00:26:00.848 --> 00:26:02.431
And we have a facility, right?

00:26:02.471 --> 00:26:04.532
I have a 27,000 square foot

00:26:04.573 --> 00:26:06.134
facility where we recycle material.

00:26:06.674 --> 00:26:06.935
Wow.

00:26:07.096 --> 00:26:08.156
People come to our facility.

00:26:08.436 --> 00:26:11.220
Actually, I announced it last week.

00:26:11.519 --> 00:26:12.161
I announced it because I

00:26:12.181 --> 00:26:12.981
made it up at the time.

00:26:14.083 --> 00:26:16.204
The weekend of October 25th,

00:26:16.325 --> 00:26:17.226
mark your calendars.

00:26:17.686 --> 00:26:18.748
We're going to do either a

00:26:18.847 --> 00:26:21.369
mastermind or a meetup.

00:26:22.330 --> 00:26:24.333
Conference, I think, is prohibitive.

00:26:24.413 --> 00:26:27.175
Actually, I need Tamara.

00:26:27.296 --> 00:26:28.436
I can pull up.

00:26:28.576 --> 00:26:30.558
November would be awesome.

00:26:30.598 --> 00:26:32.780
I'd love to go.

00:26:32.800 --> 00:26:33.621
You can't do October?

00:26:33.821 --> 00:26:34.422
I'm doing it at the end of

00:26:34.461 --> 00:26:35.923
October because I figure

00:26:35.943 --> 00:26:36.864
people still have money then.

00:26:38.226 --> 00:26:40.106
In November, I can go.

00:26:40.326 --> 00:26:42.548
I'm there, though.

00:26:42.789 --> 00:26:43.790
What's wrong with October?

00:26:44.550 --> 00:26:44.651
Oh,

00:26:44.691 --> 00:26:46.653
I just had a previous commitment that day,

00:26:46.712 --> 00:26:46.932
the 25th.

00:26:48.523 --> 00:26:48.703
All right.

00:26:48.844 --> 00:26:49.164
Fair enough.

00:26:49.345 --> 00:26:50.165
I'm looking to see if I can

00:26:50.185 --> 00:26:50.885
find the survey.

00:26:51.066 --> 00:26:52.407
We also did a survey for the

00:26:52.428 --> 00:26:54.368
people listening live or in the future.

00:26:54.650 --> 00:26:56.310
We do have a current survey up right now.

00:26:56.330 --> 00:26:56.892
We're going to keep it up

00:26:56.912 --> 00:26:58.292
for two weeks to figure out

00:26:58.452 --> 00:27:00.035
which logo you guys like best.

00:27:01.375 --> 00:27:02.557
I'm good looking at all of them.

00:27:02.977 --> 00:27:03.778
So it doesn't matter to me.

00:27:03.798 --> 00:27:04.939
I mean, it's the same picture.

00:27:04.959 --> 00:27:07.060
There we go.

00:27:07.080 --> 00:27:07.421
Oh, there we go.

00:27:07.461 --> 00:27:07.682
Yeah.

00:27:07.821 --> 00:27:09.703
I actually hear John posted six days ago.

00:27:10.483 --> 00:27:12.006
John and what do you call it?

00:27:12.165 --> 00:27:12.786
There's Maggie.

00:27:12.826 --> 00:27:13.047
All right.

00:27:13.106 --> 00:27:14.087
Maggie, your operations person.

00:27:14.723 --> 00:27:14.983
Here we go.

00:27:15.084 --> 00:27:15.365
Okay.

00:27:15.384 --> 00:27:15.785
So right.

00:27:15.865 --> 00:27:16.726
Actually conference was the

00:27:16.766 --> 00:27:17.646
number one vote right now.

00:27:18.007 --> 00:27:19.347
So we said a meetup.

00:27:19.468 --> 00:27:21.509
Nobody voted for that mastermind.

00:27:21.789 --> 00:27:23.731
Oh, John, you put November is better.

00:27:23.751 --> 00:27:25.933
I like that.

00:27:26.193 --> 00:27:26.694
I didn't even see that.

00:27:26.734 --> 00:27:27.335
All right.

00:27:27.454 --> 00:27:27.996
Well, to be fair,

00:27:28.036 --> 00:27:28.977
we've only had four people

00:27:28.997 --> 00:27:29.636
take the survey.

00:27:29.917 --> 00:27:32.140
So it's not like we're, you know,

00:27:32.480 --> 00:27:33.780
lighting the world on fire right now.

00:27:36.644 --> 00:27:37.064
November.

00:27:37.084 --> 00:27:37.584
That's funny.

00:27:37.904 --> 00:27:38.945
November would be better.

00:27:40.272 --> 00:27:40.573
I mean,

00:27:41.953 --> 00:27:43.173
I've gone as far as putting up the

00:27:43.233 --> 00:27:43.653
survey.

00:27:43.894 --> 00:27:46.714
So maybe, all right,

00:27:47.976 --> 00:27:49.296
so we're looking more conference-y,

00:27:49.596 --> 00:27:50.777
less mastermind-y.

00:27:51.396 --> 00:27:52.477
Anytime you get a bunch of

00:27:52.517 --> 00:27:54.057
junk guys together, it's a blast.

00:27:54.238 --> 00:27:55.557
I have a really good time.

00:27:56.259 --> 00:27:56.898
Oh, no, that's the thing.

00:27:57.038 --> 00:27:58.859
So I want it to be more than a meetup.

00:27:59.660 --> 00:28:00.660
That's my ideal, right?

00:28:00.680 --> 00:28:01.881
Because I want to have some learning.

00:28:05.047 --> 00:28:05.346
You know what?

00:28:05.386 --> 00:28:06.428
I can pull a conference off

00:28:06.548 --> 00:28:09.109
here because I have a big enough facility,

00:28:10.672 --> 00:28:13.953
and there's a hotel nearby,

00:28:13.973 --> 00:28:15.674
not even a mile away,

00:28:16.076 --> 00:28:17.176
that's nothing fancy,

00:28:17.196 --> 00:28:18.176
but we could get a room at.

00:28:18.277 --> 00:28:20.019
All right.

00:28:20.078 --> 00:28:20.818
We need more people

00:28:20.838 --> 00:28:21.839
interested because that's

00:28:21.859 --> 00:28:22.540
what it comes down to.

00:28:22.740 --> 00:28:24.741
I mean, my cost of goods are nil.

00:28:26.523 --> 00:28:27.565
If the group is small enough,

00:28:27.605 --> 00:28:29.086
my cost of goods are next

00:28:29.105 --> 00:28:30.666
to nil because we just host

00:28:30.707 --> 00:28:31.126
everything here.

00:28:31.166 --> 00:28:33.169
I got two conference rooms

00:28:33.209 --> 00:28:33.848
here in the building.

00:28:34.833 --> 00:28:35.192
If anything,

00:28:35.212 --> 00:28:37.435
we might get a little tight in the one.

00:28:37.455 --> 00:28:38.557
It's a little bit bigger.

00:28:38.576 --> 00:28:39.857
All right.

00:28:39.877 --> 00:28:42.380
There we go.

00:28:42.400 --> 00:28:43.040
Taylor did fine.

00:28:43.121 --> 00:28:44.162
All right.

00:28:44.201 --> 00:28:44.922
Let's talk about...

00:28:47.167 --> 00:28:48.588
Let's talk about this COGS tool.

00:28:48.909 --> 00:28:52.250
That's what you're kind of famous for.

00:28:52.471 --> 00:28:52.951
Yeah.

00:28:53.592 --> 00:28:56.594
Yeah, so I went to Justin Walsh's.

00:28:56.634 --> 00:28:57.713
He had a master of mine.

00:28:57.733 --> 00:28:58.974
It's about three years ago.

00:28:59.474 --> 00:29:02.277
And I took my son with me,

00:29:02.317 --> 00:29:03.718
and that's when he got

00:29:03.778 --> 00:29:04.798
excited about junk removal

00:29:04.817 --> 00:29:05.759
because he's partying with

00:29:05.778 --> 00:29:06.578
some of the younger guys.

00:29:06.700 --> 00:29:08.119
So now it's cool, right?

00:29:08.140 --> 00:29:08.740
Yeah.

00:29:10.239 --> 00:29:11.381
Everyone in that class

00:29:11.982 --> 00:29:13.526
understood what COGS was

00:29:13.566 --> 00:29:14.588
when Justin went over it.

00:29:15.230 --> 00:29:16.492
And I lied and I raised my

00:29:16.532 --> 00:29:17.255
hand and understood it,

00:29:17.295 --> 00:29:18.718
but I was clueless, right?

00:29:20.917 --> 00:29:22.618
you know what my my live

00:29:22.659 --> 00:29:24.020
show I do I do a live show

00:29:24.060 --> 00:29:25.582
every monday at 3 30 right

00:29:25.602 --> 00:29:27.663
before this show and my

00:29:27.784 --> 00:29:29.425
topic was it's cruel to be

00:29:29.526 --> 00:29:31.667
kind stop lying to yourself

00:29:31.708 --> 00:29:32.709
and everybody else it's

00:29:32.749 --> 00:29:34.150
better to be a fool and

00:29:34.190 --> 00:29:35.571
raise your hand and say you

00:29:35.612 --> 00:29:36.211
do not know what you're

00:29:36.231 --> 00:29:37.353
talking about then keep

00:29:37.373 --> 00:29:38.273
your hand down and be a

00:29:38.314 --> 00:29:39.134
fool the rest of your life

00:29:39.174 --> 00:29:40.536
so it's funny because we

00:29:40.615 --> 00:29:41.676
all we all struggle with

00:29:41.696 --> 00:29:43.318
that right no one wants to

00:29:43.338 --> 00:29:44.119
be the one that admits they

00:29:44.140 --> 00:29:45.161
don't know some shit and yet

00:29:46.604 --> 00:29:47.443
We do it all the time.

00:29:47.483 --> 00:29:48.505
So it's funny.

00:29:48.585 --> 00:29:50.025
We came back to Arizona,

00:29:50.244 --> 00:29:51.424
and I'm sitting here with

00:29:51.444 --> 00:29:52.605
my son trying to figure it out.

00:29:52.685 --> 00:29:54.645
Like, what's so difficult about it?

00:29:55.105 --> 00:29:57.106
And now, in hindsight, it's so simple,

00:29:57.386 --> 00:29:57.686
right?

00:29:57.747 --> 00:29:57.906
Yeah.

00:29:58.586 --> 00:29:59.587
In order for me to learn it,

00:29:59.627 --> 00:30:00.288
I had to build, like,

00:30:00.587 --> 00:30:02.208
a spreadsheet calculator.

00:30:02.248 --> 00:30:03.909
And now I don't need – I can

00:30:03.929 --> 00:30:06.009
just – so I built a calculator,

00:30:06.068 --> 00:30:07.490
and people are all supposed to be like,

00:30:07.730 --> 00:30:08.670
how much should I charge?

00:30:09.009 --> 00:30:09.970
And that's so annoying that

00:30:10.009 --> 00:30:12.951
people don't know how to –

00:30:12.951 --> 00:30:13.692
I know.

00:30:14.213 --> 00:30:15.394
We bitch every week about

00:30:15.795 --> 00:30:18.439
why is these Facebook groups,

00:30:18.538 --> 00:30:19.960
instead of being best tricks and tips,

00:30:20.019 --> 00:30:21.521
it's how much do I charge for this job?

00:30:21.582 --> 00:30:21.883
It's like,

00:30:21.903 --> 00:30:24.506
what's the value to your customers?

00:30:24.546 --> 00:30:26.007
There should be an AI that

00:30:26.188 --> 00:30:27.409
picks out that question and

00:30:27.528 --> 00:30:28.810
boots them to a different website.

00:30:30.336 --> 00:30:31.296
Yeah.

00:30:31.455 --> 00:30:32.196
It puts them right to the

00:30:32.237 --> 00:30:34.436
calculator before you waste people's time,

00:30:34.777 --> 00:30:35.657
go do some, you know,

00:30:35.678 --> 00:30:36.617
a little bit of research,

00:30:36.657 --> 00:30:38.218
plug in some numbers, your dump fees,

00:30:38.238 --> 00:30:39.038
your fuel and all that.

00:30:39.098 --> 00:30:40.058
And that'll give you an idea

00:30:40.078 --> 00:30:40.898
of how much you charge.

00:30:41.598 --> 00:30:44.119
If that doesn't help you, then say, I went,

00:30:44.380 --> 00:30:45.121
did my research.

00:30:45.181 --> 00:30:46.401
I still don't know how much to charge,

00:30:46.441 --> 00:30:46.740
you know?

00:30:48.301 --> 00:30:48.481
Yeah.

00:30:49.001 --> 00:30:49.201
Yeah.

00:30:49.221 --> 00:30:53.123
So I, um, I did that calculator.

00:30:53.163 --> 00:30:55.604
So I made up the name calculator.com.

00:30:56.223 --> 00:30:57.964
And then I just send that to people here.

00:30:57.984 --> 00:30:59.204
Try the calculator, you know?

00:31:00.836 --> 00:31:04.136
Have you seen the calculator, Andy?

00:31:04.217 --> 00:31:05.156
I've only seen it.

00:31:06.038 --> 00:31:08.598
Oh, type in cogculator.com.

00:31:09.199 --> 00:31:10.019
Cogculator.

00:31:10.959 --> 00:31:12.359
C-O-G-C-U-L-A-T-E-R.

00:31:12.619 --> 00:31:16.060
C-O-G-U-L-A-T-E-R.

00:31:16.740 --> 00:31:18.342
Like calculator, but instead of calc,

00:31:18.662 --> 00:31:19.082
it's cog.

00:31:20.224 --> 00:31:22.688
I got calculator.net.

00:31:23.347 --> 00:31:24.308
No, cog.

00:31:25.130 --> 00:31:26.030
I got c-o-g-u-later.com.

00:31:26.391 --> 00:31:27.692
C-o-g-c-u-l-a-ter.

00:31:27.712 --> 00:31:32.096
Let me see if I can find it.

00:31:32.156 --> 00:31:33.018
Cogculator.

00:31:40.781 --> 00:31:41.342
It doesn't like it.

00:31:41.481 --> 00:31:44.824
C-O-G-C-U-L-A-T-E-R.

00:31:44.884 --> 00:31:45.804
I'm misspelling something.

00:31:46.525 --> 00:31:51.227
C-O-G-C-U-L-A-T-O-R.com.

00:31:52.047 --> 00:31:55.969
Cogculator.com.

00:31:56.009 --> 00:31:58.329
Do www.cogculator.com.

00:31:59.131 --> 00:32:02.251
You know what?

00:32:02.392 --> 00:32:03.532
I'm searching for it in Google,

00:32:03.712 --> 00:32:04.712
so it doesn't like it.

00:32:06.074 --> 00:32:06.554
Oh, shoot.

00:32:07.075 --> 00:32:07.615
Where did Andy go?

00:32:09.352 --> 00:32:09.791
Am I dead?

00:32:09.913 --> 00:32:10.792
No, I'm still here, right?

00:32:11.374 --> 00:32:11.914
Or did you die?

00:32:14.277 --> 00:32:15.137
Here he is right here.

00:32:19.182 --> 00:32:20.041
Oh, I might have it here.

00:32:20.222 --> 00:32:21.083
We might have something.

00:32:22.104 --> 00:32:22.724
We're spinning.

00:32:23.365 --> 00:32:24.006
Now I'm spinning.

00:32:24.046 --> 00:32:25.428
Now it's like, what are we doing here?

00:32:26.147 --> 00:32:26.528
There we go.

00:32:26.608 --> 00:32:26.808
All right.

00:32:26.848 --> 00:32:28.790
Now we're cooking with peanut oil.

00:32:30.307 --> 00:32:30.868
All right.

00:32:31.229 --> 00:32:32.048
So it's going to ask the

00:32:32.088 --> 00:32:33.410
basic questions on there

00:32:33.670 --> 00:32:34.770
and then just plug it in.

00:32:34.790 --> 00:32:35.311
All right.

00:32:35.332 --> 00:32:35.832
Here we are.

00:32:35.872 --> 00:32:37.532
So let me share it.

00:32:37.593 --> 00:32:38.034
Here we go.

00:32:38.074 --> 00:32:39.233
We're sharing it to the screen.

00:32:39.273 --> 00:32:40.015
We're doing the thing.

00:32:40.055 --> 00:32:41.016
We're pressing this button.

00:32:41.036 --> 00:32:41.615
Does that work?

00:32:42.517 --> 00:32:43.616
Taylor, what am I doing wrong here?

00:32:43.636 --> 00:32:43.917
All right.

00:32:43.958 --> 00:32:44.317
Here we go.

00:32:44.837 --> 00:32:45.919
This is why Taylor's in charge.

00:32:45.939 --> 00:32:46.740
All right.

00:32:47.319 --> 00:32:47.579
Okay.

00:32:47.599 --> 00:32:49.300
So I can come in here.

00:32:49.320 --> 00:32:50.102
We'll just run the play.

00:32:50.142 --> 00:32:50.362
Okay.

00:32:50.382 --> 00:32:51.762
So here's the calculator.

00:32:51.803 --> 00:32:52.002
Okay.

00:32:52.463 --> 00:32:53.183
So total revenue.

00:32:53.203 --> 00:32:56.105
So my trailer, I charge $7.99.

00:32:57.708 --> 00:32:58.669
That's what I'm doing here, right?

00:32:59.390 --> 00:33:00.191
Yep.

00:33:00.371 --> 00:33:00.692
Okay.

00:33:01.413 --> 00:33:02.513
So my dump fees,

00:33:02.854 --> 00:33:04.737
I'm going to say on that are...

00:33:07.517 --> 00:33:08.357
Oh, I was going to say 100.

00:33:08.498 --> 00:33:09.939
Yeah, because it's about a ton, right?

00:33:10.400 --> 00:33:11.901
Again, I mixed all the things.

00:33:11.921 --> 00:33:12.361
Okay.

00:33:12.840 --> 00:33:16.804
So then I have gallons of fuel added,

00:33:17.704 --> 00:33:17.984
five.

00:33:18.025 --> 00:33:19.346
So you do this on a per job?

00:33:19.886 --> 00:33:20.126
Yeah.

00:33:20.487 --> 00:33:23.368
So this isn't as automated

00:33:23.429 --> 00:33:24.309
as a spreadsheet,

00:33:24.329 --> 00:33:26.372
but the one we fill out at

00:33:26.412 --> 00:33:27.893
the end of the day tallies

00:33:28.012 --> 00:33:29.473
up all the jobs for the day.

00:33:29.894 --> 00:33:30.355
No, I got you.

00:33:30.474 --> 00:33:30.714
Yeah.

00:33:32.496 --> 00:33:35.657
yeah so so hourly rate

00:33:35.678 --> 00:33:38.119
that's for one guy yeah so

00:33:38.400 --> 00:33:40.601
hey I'm gonna say 20.

00:33:40.601 --> 00:33:43.303
number of guys two nope

00:33:43.323 --> 00:33:44.624
negative two what am I

00:33:44.644 --> 00:33:47.726
doing here two guys yeah I

00:33:47.766 --> 00:33:48.445
ain't buying them lunch

00:33:48.486 --> 00:33:49.666
we'll call it 25 hours

00:33:52.482 --> 00:33:52.682
All right,

00:33:52.702 --> 00:33:54.243
so now we're going to say scrap.

00:33:54.263 --> 00:33:55.763
Did you say scrap?

00:33:56.384 --> 00:33:56.964
Yeah, we'll say $25.

00:33:57.184 --> 00:33:58.724
Yeah, you're doing it per job.

00:33:59.165 --> 00:34:01.486
And then a job like that is

00:34:01.625 --> 00:34:02.967
three hours for a full trailer.

00:34:03.446 --> 00:34:04.867
Including drive time.

00:34:05.788 --> 00:34:07.429
Yeah, we'll say four hours, drive time,

00:34:07.509 --> 00:34:08.969
unload time, all the things.

00:34:09.208 --> 00:34:09.628
Calculate.

00:34:09.710 --> 00:34:15.311
All right, so here's my – oh, there we go.

00:34:15.331 --> 00:34:16.632
All right, so there we go.

00:34:16.731 --> 00:34:17.952
So I told you I'm around 30 –

00:34:19.146 --> 00:34:20.226
Three, 34%.

00:34:21.467 --> 00:34:22.728
If I did one trailer,

00:34:22.847 --> 00:34:23.967
that's about where I live.

00:34:24.407 --> 00:34:24.927
That's good.

00:34:26.208 --> 00:34:27.789
Unless you raise your prices.

00:34:29.028 --> 00:34:29.989
Yeah, no, exactly.

00:34:30.009 --> 00:34:30.389
It's right here.

00:34:30.409 --> 00:34:30.789
Yeah, you're right.

00:34:30.829 --> 00:34:31.568
If I say, hey, let's go.

00:34:31.728 --> 00:34:32.228
What happens if I go 900?

00:34:32.329 --> 00:34:33.889
It's going to drop it down

00:34:33.929 --> 00:34:34.869
to probably under 30%.

00:34:34.869 --> 00:34:35.090
Oh, 31.

00:34:35.130 --> 00:34:36.949
There you go.

00:34:37.030 --> 00:34:38.550
Oh, yeah.

00:34:38.871 --> 00:34:39.530
Here's what I love about it.

00:34:39.550 --> 00:34:40.411
So I saw the other day.

00:34:40.471 --> 00:34:41.331
I've seen your spreadsheet.

00:34:41.351 --> 00:34:42.291
I've never seen this before.

00:34:42.751 --> 00:34:43.612
I've seen your super

00:34:43.632 --> 00:34:44.632
high-speed spreadsheet.

00:34:47.400 --> 00:34:50.322
I love it because for the

00:34:50.442 --> 00:34:51.402
average person that gets

00:34:51.463 --> 00:34:52.643
intimidated by spreadsheets,

00:34:52.963 --> 00:34:54.023
this is not intimidating.

00:34:54.523 --> 00:34:55.065
Right.

00:34:55.605 --> 00:34:57.326
Now me, man,

00:34:57.365 --> 00:34:58.385
give me a good Excel spreadsheet.

00:34:58.567 --> 00:34:59.226
Let me tell you something.

00:34:59.806 --> 00:35:01.807
I am at peace with a good

00:35:01.847 --> 00:35:03.349
Excel spreadsheet.

00:35:03.949 --> 00:35:05.190
That's where I do my work.

00:35:05.610 --> 00:35:07.050
And so I know my numbers

00:35:07.811 --> 00:35:09.273
because I do my monthly KPIs.

00:35:10.052 --> 00:35:12.713
And on a weekly basis, we monitor –

00:35:15.079 --> 00:35:16.521
The number one number, well,

00:35:16.541 --> 00:35:17.981
we've not entered two numbers,

00:35:18.242 --> 00:35:19.842
which is disposal cost as a

00:35:19.882 --> 00:35:21.163
percent of service revenue,

00:35:21.663 --> 00:35:22.563
not total revenue,

00:35:22.884 --> 00:35:23.744
because I want to see what it is,

00:35:23.784 --> 00:35:24.403
service revenue,

00:35:24.423 --> 00:35:25.445
because I don't want scrap

00:35:25.485 --> 00:35:27.826
or potential resale to impact the number.

00:35:27.846 --> 00:35:29.427
And then I also look at my

00:35:29.467 --> 00:35:30.427
dollars per hour.

00:35:30.447 --> 00:35:33.168
And I know I got guys on the

00:35:33.208 --> 00:35:33.809
low end making 15.

00:35:33.809 --> 00:35:35.110
I got guys making over 20.

00:35:36.010 --> 00:35:38.831
So my overall dollars per hour goal.

00:35:38.851 --> 00:35:40.632
Revenue per hour.

00:35:41.253 --> 00:35:42.213
Yeah, revenue.

00:35:42.333 --> 00:35:44.153
Revenue per hour per person.

00:35:45.338 --> 00:35:45.498
Yep.

00:35:45.599 --> 00:35:46.418
Yeah, exactly.

00:35:46.438 --> 00:35:46.619
Yep.

00:35:46.679 --> 00:35:47.739
Revenue per hour per person.

00:35:48.099 --> 00:35:51.300
And that factors in, you know, morning,

00:35:51.500 --> 00:35:53.199
noon, night, all the, you know, not just,

00:35:53.719 --> 00:35:54.041
cause yeah,

00:35:54.061 --> 00:35:55.420
you can have a vanity number and say,

00:35:55.460 --> 00:35:55.760
oh man,

00:35:55.780 --> 00:35:57.420
we got that one trailer job done

00:35:57.460 --> 00:35:58.460
in an hour and 10 minutes.

00:35:58.501 --> 00:35:59.380
It's like, cool.

00:36:00.041 --> 00:36:01.461
How long did it take to drive there?

00:36:01.501 --> 00:36:02.222
How long did this take?

00:36:02.242 --> 00:36:03.061
How long did that take?

00:36:03.481 --> 00:36:04.722
And all of a sudden people are like, oh,

00:36:04.742 --> 00:36:06.663
it was like, yeah,

00:36:06.702 --> 00:36:07.463
when you're chucking a

00:36:07.503 --> 00:36:08.623
truck and you had nothing else to do,

00:36:08.643 --> 00:36:09.682
fine.

00:36:10.123 --> 00:36:11.563
You can look at those vanity metrics,

00:36:12.483 --> 00:36:13.643
but you gotta look at the whole picture.

00:36:14.635 --> 00:36:14.956
you know?

00:36:15.295 --> 00:36:16.077
And so for us,

00:36:16.657 --> 00:36:17.498
obviously our salaried

00:36:17.538 --> 00:36:18.458
employees are taken out,

00:36:19.518 --> 00:36:20.739
but our hourly guys, it's like, yeah,

00:36:20.780 --> 00:36:22.081
every dollar is costing me money.

00:36:22.541 --> 00:36:23.722
Every minute you're doing, you know,

00:36:24.682 --> 00:36:25.702
we have quick trips nearby.

00:36:25.742 --> 00:36:27.023
That's our gas station, right?

00:36:28.445 --> 00:36:29.505
Sitting in the fucking quick trip,

00:36:29.646 --> 00:36:30.405
get you a honey bun.

00:36:31.047 --> 00:36:32.947
Like that's killing,

00:36:32.967 --> 00:36:34.128
that's killing my dollars per hour,

00:36:35.048 --> 00:36:35.309
you know?

00:36:35.510 --> 00:36:35.750
Yeah.

00:36:35.829 --> 00:36:38.751
So yeah, it's valuable tool.

00:36:39.672 --> 00:36:40.753
Quantify, measure.

00:36:40.773 --> 00:36:42.454
You have something to, you know,

00:36:42.494 --> 00:36:43.414
keep yourself accountable.

00:36:44.304 --> 00:36:45.425
And you share that

00:36:45.445 --> 00:36:46.224
information and have that

00:36:46.965 --> 00:36:47.905
lead the conversation with

00:36:47.945 --> 00:36:48.726
your guys every morning?

00:36:49.407 --> 00:36:49.947
Oh, do they?

00:36:50.068 --> 00:36:51.327
So I was here Saturday,

00:36:51.347 --> 00:36:53.068
and at the end of the day,

00:36:53.128 --> 00:36:54.010
the guys come in.

00:36:54.030 --> 00:36:56.371
We just had one truck go on Saturday,

00:36:56.451 --> 00:36:57.972
and they look kind of down in the dumps,

00:36:58.172 --> 00:36:58.472
you know?

00:36:58.873 --> 00:37:00.114
Like, what happened?

00:37:00.153 --> 00:37:00.833
My cogs were like 65%.

00:37:02.438 --> 00:37:03.918
I'm like, okay, it's cool.

00:37:03.938 --> 00:37:05.000
We're going to have bad days.

00:37:05.119 --> 00:37:06.641
He goes, we had small jobs.

00:37:07.081 --> 00:37:08.282
We're driving all over the town.

00:37:08.902 --> 00:37:10.523
I'm like, it's all right.

00:37:10.903 --> 00:37:11.864
My cogs happened to be

00:37:11.905 --> 00:37:12.626
really good that day

00:37:12.646 --> 00:37:13.545
because I did a couple of

00:37:13.585 --> 00:37:14.927
heavy scrap metal runs.

00:37:14.967 --> 00:37:15.748
Got some big money.

00:37:16.288 --> 00:37:17.668
I said, between the three of us,

00:37:17.728 --> 00:37:18.269
we did great.

00:37:19.190 --> 00:37:20.592
It's okay.

00:37:20.612 --> 00:37:21.371
That's the thing.

00:37:21.572 --> 00:37:23.193
We have a sweet spot.

00:37:23.614 --> 00:37:24.855
We're on three trailers are

00:37:24.894 --> 00:37:27.637
a sweet spot because we can

00:37:27.677 --> 00:37:29.077
crank those out relatively quick.

00:37:29.577 --> 00:37:31.139
As soon as it gets past three trailers...

00:37:32.476 --> 00:37:33.878
it just starts being a grind, right?

00:37:34.057 --> 00:37:35.619
Those four, five, six trailer jobs,

00:37:36.099 --> 00:37:38.320
they just take longer per hour.

00:37:38.701 --> 00:37:39.581
And we also know that if

00:37:39.601 --> 00:37:40.402
we're doing nothing but

00:37:40.461 --> 00:37:42.443
quarter trailers all day, single items,

00:37:42.483 --> 00:37:43.023
quarter trailers,

00:37:43.123 --> 00:37:44.304
up to a half trailer basically,

00:37:44.724 --> 00:37:45.364
well-routed,

00:37:45.864 --> 00:37:46.826
I can have a guy go out there

00:37:46.846 --> 00:37:48.487
and crank $3,000 in a day

00:37:48.507 --> 00:37:50.027
because they're never

00:37:50.068 --> 00:37:51.108
really filling the truck up.

00:37:51.768 --> 00:37:52.809
And we use box trucks so we

00:37:52.829 --> 00:37:54.250
can fill more than four

00:37:54.291 --> 00:37:54.971
quarters at a time.

00:37:55.291 --> 00:37:56.532
So they're cranking all day.

00:37:56.911 --> 00:37:58.494
And when it's well-routed, it works.

00:37:58.735 --> 00:38:01.260
So we know, it's like, we as a team,

00:38:01.300 --> 00:38:03.023
I run between four to six trucks a day.

00:38:03.563 --> 00:38:05.186
The goal is that we as a team do well.

00:38:05.586 --> 00:38:06.387
Because there's some days...

00:38:08.016 --> 00:38:10.657
You might have one truck

00:38:10.697 --> 00:38:12.137
where they do $1,200 and it

00:38:12.737 --> 00:38:13.518
takes them 10 hours,

00:38:13.557 --> 00:38:14.298
and that was the best they

00:38:14.318 --> 00:38:15.998
could do because of routing.

00:38:16.378 --> 00:38:18.219
Or you build a job for a trailer,

00:38:18.260 --> 00:38:18.739
and you get there,

00:38:18.760 --> 00:38:19.940
and it ends up being a quarter trailer,

00:38:20.081 --> 00:38:21.420
and your next job can't go early,

00:38:21.460 --> 00:38:22.181
and now you've got this.

00:38:23.081 --> 00:38:23.862
It doesn't make sense to

00:38:23.902 --> 00:38:26.143
drive back downtime so you

00:38:26.163 --> 00:38:26.882
go to the next customer and

00:38:26.902 --> 00:38:28.583
just sit there and look at YouTube for 10,

00:38:28.583 --> 00:38:28.963
15 minutes.

00:38:29.344 --> 00:38:30.505
You know what I mean?

00:38:30.724 --> 00:38:31.724
Operational liabilities like

00:38:31.764 --> 00:38:32.545
that happen every day.

00:38:32.565 --> 00:38:33.965
And so, yeah,

00:38:34.005 --> 00:38:35.106
the goal is that your team

00:38:35.126 --> 00:38:35.847
understands it,

00:38:37.007 --> 00:38:38.509
And they're making decisions based off it.

00:38:38.809 --> 00:38:40.590
Do you compensate your guys

00:38:40.630 --> 00:38:41.789
based off of COGS or

00:38:41.949 --> 00:38:43.371
revenue share or how to,

00:38:43.391 --> 00:38:44.030
what's good for them?

00:38:44.952 --> 00:38:46.512
If our COGS come in under 20%,

00:38:46.512 --> 00:38:48.893
I give them a bonus and we

00:38:48.954 --> 00:38:51.554
divide it up depending on how,

00:38:52.235 --> 00:38:53.295
how big the job was.

00:38:53.456 --> 00:38:54.315
It was a horrid job.

00:38:54.376 --> 00:38:55.297
I'll throw some more money.

00:38:55.317 --> 00:38:59.217
I haven't really dialed in that number yet,

00:38:59.297 --> 00:39:02.139
but anytime it's below 20%,

00:39:02.139 --> 00:39:02.800
there's going to be some

00:39:02.820 --> 00:39:04.081
money going around, you know?

00:39:04.840 --> 00:39:06.601
Especially when you have a good month,

00:39:06.702 --> 00:39:06.981
you know?

00:39:08.143 --> 00:39:08.643
Oh, yeah, yeah.

00:39:08.663 --> 00:39:09.682
So what have you seen?

00:39:09.702 --> 00:39:10.364
Let's talk about that.

00:39:10.384 --> 00:39:12.244
You said things slowed down last year.

00:39:12.485 --> 00:39:13.605
How have things been this year?

00:39:14.326 --> 00:39:17.567
Oh, we're ahead of 2022 space, finally.

00:39:18.306 --> 00:39:19.168
So it's good to pick up.

00:39:19.931 --> 00:39:20.813
I don't know.

00:39:21.432 --> 00:39:22.554
We have a couple of big jobs,

00:39:22.733 --> 00:39:25.416
but I just – well,

00:39:25.496 --> 00:39:26.717
our average job size is up.

00:39:26.777 --> 00:39:28.998
Our total job count is a

00:39:29.039 --> 00:39:30.500
little bit down from 2022.

00:39:30.500 --> 00:39:32.621
What's your average job size?

00:39:33.501 --> 00:39:37.184
Right now it's 444.

00:39:37.344 --> 00:39:37.585
Okay.

00:39:37.606 --> 00:39:40.047
Yeah, so our average job size is 540.

00:39:41.007 --> 00:39:41.248
I mean,

00:39:41.429 --> 00:39:42.608
we also do demo in some of those

00:39:43.030 --> 00:39:43.929
larger commercial jobs.

00:39:43.969 --> 00:39:45.050
We'll throw that number off,

00:39:45.190 --> 00:39:45.771
and I know that.

00:39:46.012 --> 00:39:46.192
So, yeah,

00:39:46.211 --> 00:39:47.032
but we're in the ballpark $500

00:39:47.032 --> 00:39:47.353
average job.

00:39:51.157 --> 00:39:52.699
So your job count is down,

00:39:52.719 --> 00:39:54.360
but your job average size is up.

00:39:54.860 --> 00:39:55.420
Yeah.

00:39:55.820 --> 00:39:56.960
What's your full trailer price?

00:39:57.882 --> 00:39:56.960
$798.

00:39:58.001 --> 00:39:58.661
Okay.

00:39:59.543 --> 00:40:00.804
I'm at $799.

00:40:01.184 --> 00:40:01.643
So, I mean,

00:40:01.903 --> 00:40:04.246
we're speaking the same language here.

00:40:04.505 --> 00:40:06.367
If there's some logistics issues,

00:40:06.827 --> 00:40:08.007
we throw in labor charges.

00:40:08.068 --> 00:40:09.369
So we don't just charge the

00:40:09.548 --> 00:40:10.228
full truck rate.

00:40:10.548 --> 00:40:11.449
If it's a hoarder house,

00:40:11.510 --> 00:40:12.791
we're charging labor, you know.

00:40:13.461 --> 00:40:15.302
So I call those inconvenience fees.

00:40:16.143 --> 00:40:16.583
Yeah.

00:40:16.824 --> 00:40:17.583
So no, but yeah.

00:40:17.603 --> 00:40:19.985
So hoarder houses are one of

00:40:20.005 --> 00:40:21.505
the ones that we do have

00:40:21.565 --> 00:40:22.467
special pricing for.

00:40:22.547 --> 00:40:23.407
And same with some

00:40:23.447 --> 00:40:25.108
commercial jobs because our

00:40:25.168 --> 00:40:26.509
pricing is based off of

00:40:26.969 --> 00:40:29.610
standard household items.

00:40:30.150 --> 00:40:30.371
Right.

00:40:30.451 --> 00:40:31.592
And so if, yeah,

00:40:31.612 --> 00:40:32.753
if we have a big commercial

00:40:32.793 --> 00:40:33.713
job where all the stuff's

00:40:33.753 --> 00:40:34.773
up on like the 10th floor,

00:40:34.793 --> 00:40:35.954
we're going to take an elevator and,

00:40:36.393 --> 00:40:36.655
you know,

00:40:37.054 --> 00:40:37.614
it's going to be a lot of

00:40:37.655 --> 00:40:38.896
farting around or it's overnight.

00:40:39.115 --> 00:40:39.976
Then we do our pricing.

00:40:40.016 --> 00:40:40.177
Yeah.

00:40:40.217 --> 00:40:42.398
Time and material, you know, less, um,

00:40:43.760 --> 00:40:46.842
less you know uh um blended

00:40:46.882 --> 00:40:48.902
rate on the capacity right

00:40:49.463 --> 00:40:52.443
um here we go this guy or

00:40:52.483 --> 00:40:54.005
guy girl collins collins

00:40:54.304 --> 00:40:55.585
collins evie I don't know

00:40:56.085 --> 00:40:56.826
looks like someone's trying

00:40:56.846 --> 00:41:00.007
to they want you to I don't

00:41:00.148 --> 00:41:02.009
know crowdfunding campaign

00:41:03.284 --> 00:41:04.525
Yeah, sounds spammy.

00:41:05.465 --> 00:41:05.804
Anyhow.

00:41:06.545 --> 00:41:10.527
Also, found out today, Taylor might jump,

00:41:10.567 --> 00:41:10.887
whatever.

00:41:11.106 --> 00:41:12.226
Taylor told me right before this,

00:41:12.387 --> 00:41:14.128
we cannot... What's that?

00:41:14.148 --> 00:41:17.188
Oh, Taylor, you're an IT guy.

00:41:17.608 --> 00:41:18.789
Yeah, yeah, our producer.

00:41:20.130 --> 00:41:22.610
That we cannot stream to our

00:41:22.710 --> 00:41:25.612
VIP page anymore because

00:41:27.331 --> 00:41:28.273
Facebook changed...

00:41:29.159 --> 00:41:29.619
something,

00:41:29.639 --> 00:41:31.360
and I'm already speaking away

00:41:31.380 --> 00:41:32.021
about my pay grade.

00:41:32.342 --> 00:41:34.202
So like a month ago, two months ago,

00:41:34.242 --> 00:41:35.224
we changed it where we are

00:41:35.264 --> 00:41:36.545
now live on all platforms

00:41:36.565 --> 00:41:37.846
versus only in our VIP group.

00:41:38.166 --> 00:41:38.865
And I guess we were ahead of

00:41:38.885 --> 00:41:40.967
the trend because as of this week,

00:41:41.007 --> 00:41:41.889
you can no longer use a

00:41:41.929 --> 00:41:42.809
third party service.

00:41:43.090 --> 00:41:45.231
Like we use StreamYard to

00:41:45.331 --> 00:41:46.391
stream to our private

00:41:46.431 --> 00:41:48.474
groups because the Facebook

00:41:48.574 --> 00:41:51.115
overlords and Zuckerberg

00:41:51.135 --> 00:41:53.697
and his fucking beard don't like it.

00:41:54.630 --> 00:41:56.291
Anyways, so here we are.

00:41:58.052 --> 00:41:58.434
Killing it.

00:41:58.873 --> 00:41:59.313
Here we go.

00:41:59.454 --> 00:42:00.675
Taylor typed it in the group

00:42:00.695 --> 00:42:01.195
chat because he knows I

00:42:01.215 --> 00:42:02.255
don't know the fuck I'm talking about.

00:42:02.677 --> 00:42:03.757
Base group turned off

00:42:04.518 --> 00:42:05.759
third-party apps so we

00:42:05.838 --> 00:42:07.619
can't stream the VIP group anymore.

00:42:07.699 --> 00:42:08.541
Yep, that's it.

00:42:08.721 --> 00:42:09.882
I pretty much said all those words.

00:42:10.181 --> 00:42:10.882
Third-party apps.

00:42:10.902 --> 00:42:11.262
That was the...

00:42:12.768 --> 00:42:14.050
The missing key indication.

00:42:14.150 --> 00:42:14.369
All right.

00:42:15.411 --> 00:42:16.452
So you've got a COGS tool.

00:42:16.692 --> 00:42:17.813
You measure COGS every day.

00:42:18.032 --> 00:42:19.253
You reward your employees

00:42:19.293 --> 00:42:20.454
based off of COGS.

00:42:20.954 --> 00:42:21.856
What else are you doing in

00:42:21.876 --> 00:42:23.556
your business that allows

00:42:23.577 --> 00:42:24.737
you to be successful every day?

00:42:26.878 --> 00:42:29.460
I think I try to instill a

00:42:29.501 --> 00:42:30.641
good culture with the guys.

00:42:30.782 --> 00:42:32.443
I'm out there getting dirty with them,

00:42:32.483 --> 00:42:33.543
setting the pace sometimes.

00:42:33.563 --> 00:42:34.545
Yeah.

00:42:35.643 --> 00:42:35.963
You know,

00:42:36.603 --> 00:42:38.505
I'll jump on top of a dumpster to

00:42:38.545 --> 00:42:40.326
reorganize it before they will.

00:42:40.346 --> 00:42:42.547
So set an example, you know.

00:42:43.306 --> 00:42:45.809
And I think just having the

00:42:45.849 --> 00:42:47.309
customer have a good experience.

00:42:47.769 --> 00:42:49.231
Like, we want happy people.

00:42:49.791 --> 00:42:51.652
If you're not happy working here, you know,

00:42:51.711 --> 00:42:52.512
just come talk to me.

00:42:52.532 --> 00:42:53.693
I'll help you find something else,

00:42:53.773 --> 00:42:54.054
you know.

00:42:55.153 --> 00:42:56.534
Yeah, let's talk about the name.

00:42:56.594 --> 00:42:56.875
I mean,

00:42:57.376 --> 00:42:58.235
that's what you're known for

00:42:58.255 --> 00:42:59.516
probably as much as anything else.

00:43:00.099 --> 00:43:00.400
Yeah.

00:43:00.860 --> 00:43:02.420
So, yeah, it was kind of a whim.

00:43:02.481 --> 00:43:03.601
I changed it at the last minute.

00:43:03.641 --> 00:43:05.440
It was going to be Express Junk Removal,

00:43:05.521 --> 00:43:06.262
and it had, like, you know,

00:43:06.302 --> 00:43:07.961
Federal Express type logo.

00:43:08.581 --> 00:43:09.742
I mean, I wouldn't make it happy,

00:43:10.041 --> 00:43:10.322
you know.

00:43:11.922 --> 00:43:12.623
It's stuck.

00:43:13.603 --> 00:43:15.083
So it's been a lot of fun, dude.

00:43:15.164 --> 00:43:17.463
It's more – for me, it's a lifestyle.

00:43:19.065 --> 00:43:20.005
It's fun, you know.

00:43:20.824 --> 00:43:21.445
Yeah, I know.

00:43:22.025 --> 00:43:22.945
You're jovial,

00:43:23.025 --> 00:43:24.286
and the thing is with junk removal,

00:43:24.346 --> 00:43:26.146
it generally has a negative connotation,

00:43:26.186 --> 00:43:26.367
right?

00:43:26.686 --> 00:43:27.806
The word junk is a –

00:43:28.786 --> 00:43:30.467
negative connotation word, right?

00:43:30.507 --> 00:43:31.726
It's, it's what's left over.

00:43:31.786 --> 00:43:32.367
It's refuge.

00:43:32.427 --> 00:43:32.987
It's garbage.

00:43:33.027 --> 00:43:33.628
It's trash.

00:43:34.307 --> 00:43:35.668
Well, when you say happy junk removal,

00:43:35.708 --> 00:43:36.047
right?

00:43:36.068 --> 00:43:37.389
Like you're also, you know,

00:43:37.409 --> 00:43:38.648
you're happy to share your ideas.

00:43:38.668 --> 00:43:39.909
You're happy to, you know,

00:43:39.949 --> 00:43:41.010
grow the business with your family.

00:43:41.030 --> 00:43:42.670
You're happy to be, you know,

00:43:43.170 --> 00:43:44.110
self-employed, you know,

00:43:44.150 --> 00:43:44.831
or own a business.

00:43:44.871 --> 00:43:46.471
Like it is, it is a,

00:43:46.992 --> 00:43:48.632
a lifestyle as you put it.

00:43:49.911 --> 00:43:50.072
Yeah.

00:43:50.092 --> 00:43:50.733
It's, it's fun.

00:43:50.813 --> 00:43:52.152
I go out of town for two or

00:43:52.193 --> 00:43:54.134
three days and I'm like, ah, okay, I'm,

00:43:54.313 --> 00:43:54.673
I'm good.

00:43:54.693 --> 00:43:55.333
Let's go back home.

00:43:55.733 --> 00:43:55.994
You know?

00:43:56.074 --> 00:43:56.273
Yeah.

00:43:57.014 --> 00:43:58.155
It's, it's, I don't know.

00:44:00.298 --> 00:44:02.099
Work resources.

00:44:02.119 --> 00:44:03.481
I like talking to, you know,

00:44:03.501 --> 00:44:04.240
other junk guys.

00:44:04.260 --> 00:44:06.161
I call my competitors all the time.

00:44:06.202 --> 00:44:09.143
We talk all the time, you know.

00:44:09.184 --> 00:44:09.443
Yeah.

00:44:09.963 --> 00:44:10.905
Going on, you know.

00:44:11.789 --> 00:44:12.369
All the time.

00:44:12.889 --> 00:44:13.690
I get along with the guys.

00:44:13.710 --> 00:44:15.501
There's a guy, it's like 35,

00:44:15.501 --> 00:44:16.311
40 minutes away from me.

00:44:16.610 --> 00:44:17.110
We saw each other at the

00:44:17.150 --> 00:44:17.891
home and garden show.

00:44:18.291 --> 00:44:19.110
We chopped it up for like a

00:44:19.150 --> 00:44:21.291
half hour and in a good way because,

00:44:21.311 --> 00:44:22.552
you know,

00:44:22.711 --> 00:44:24.112
we know there's enough for both of us.

00:44:25.172 --> 00:44:26.193
Last week I sat down with

00:44:26.233 --> 00:44:27.092
one of my competitors and I

00:44:27.112 --> 00:44:28.913
did a full P&L audit.

00:44:29.072 --> 00:44:30.853
It's funny you bring up the cogs, right?

00:44:30.873 --> 00:44:32.233
So I basically did that for him.

00:44:32.574 --> 00:44:33.793
You realize this is P&L

00:44:34.054 --> 00:44:35.213
because you want to know, you know,

00:44:35.275 --> 00:44:36.394
where's his money going?

00:44:37.934 --> 00:44:38.614
Not why,

00:44:38.635 --> 00:44:40.115
but where the money's going and

00:44:40.155 --> 00:44:40.976
how does it compare against

00:44:40.996 --> 00:44:41.876
the industry standards

00:44:42.418 --> 00:44:44.219
because the financials are

00:44:44.259 --> 00:44:45.018
not a strength of his.

00:44:45.338 --> 00:44:46.500
And I spent two hours with

00:44:46.519 --> 00:44:47.820
the guy on a Wednesday

00:44:47.920 --> 00:44:49.621
after work teaching him how

00:44:49.661 --> 00:44:50.922
to be better at running a

00:44:50.963 --> 00:44:51.702
junk removal company

00:44:52.322 --> 00:44:53.403
because I told him I would.

00:44:53.483 --> 00:44:55.025
That level of knowledge

00:44:55.344 --> 00:44:57.967
you'd think would be more prevalent,

00:44:58.007 --> 00:44:59.728
but I've only heard two

00:44:59.788 --> 00:45:01.108
people use the word pro

00:45:01.168 --> 00:45:02.449
forma in junk removal.

00:45:02.869 --> 00:45:04.309
That's yourself and Justin.

00:45:05.251 --> 00:45:06.731
Nobody else knows what pro forma is.

00:45:07.532 --> 00:45:11.672
No, and it's really simple.

00:45:12.172 --> 00:45:13.474
Yeah, it's simple.

00:45:13.554 --> 00:45:14.653
Here's how you do a pro forma.

00:45:15.193 --> 00:45:17.375
Take your P&L statement from

00:45:17.394 --> 00:45:18.255
the previous year, right?

00:45:18.275 --> 00:45:19.155
You got to start with your base.

00:45:19.536 --> 00:45:22.257
So pro forma is Latin for performance,

00:45:23.177 --> 00:45:24.697
a form based off performance.

00:45:24.757 --> 00:45:25.297
That's what it means.

00:45:25.358 --> 00:45:27.358
It's like form performance, right?

00:45:27.478 --> 00:45:27.998
Pro forma.

00:45:28.619 --> 00:45:29.139
You take your P&L.

00:45:31.702 --> 00:45:33.003
Now you have all your line items, right?

00:45:33.043 --> 00:45:33.742
You look at the data.

00:45:34.083 --> 00:45:34.864
What does the data tell you?

00:45:34.983 --> 00:45:35.264
Okay.

00:45:35.643 --> 00:45:36.545
And then you change.

00:45:37.105 --> 00:45:39.485
I always start with my top line revenue.

00:45:39.987 --> 00:45:40.786
You can change with your,

00:45:40.867 --> 00:45:41.887
you can start with your profit.

00:45:42.487 --> 00:45:42.867
It's a little,

00:45:43.608 --> 00:45:44.568
I'll say you start with your

00:45:44.608 --> 00:45:45.289
top line revenue.

00:45:45.650 --> 00:45:46.090
You say, okay,

00:45:46.110 --> 00:45:46.849
this is what I did this year.

00:45:46.869 --> 00:45:48.030
Let's say you did a hundred thousand.

00:45:48.150 --> 00:45:48.411
Fine.

00:45:48.992 --> 00:45:50.331
Okay.

00:45:50.371 --> 00:45:51.833
I want to do 150,000 next year.

00:45:51.893 --> 00:45:53.153
So I'm going to grow 50%.

00:45:53.454 --> 00:45:53.994
Sounds good.

00:45:54.835 --> 00:45:56.996
Then you separate, you got your cogs,

00:45:57.175 --> 00:45:57.295
right?

00:45:57.315 --> 00:45:58.137
You got your top line.

00:45:58.951 --> 00:46:01.795
you know, other income, you got your cogs.

00:46:02.617 --> 00:46:03.219
Upex.

00:46:04.000 --> 00:46:06.764
Yeah, gross profit, operating expense,

00:46:08.068 --> 00:46:09.108
bottom line, right?

00:46:09.148 --> 00:46:09.851
Net profit.

00:46:11.271 --> 00:46:12.411
Performer just says, okay,

00:46:12.431 --> 00:46:13.251
this is where we finished.

00:46:13.831 --> 00:46:15.152
I'm going to update my revenue.

00:46:15.952 --> 00:46:17.353
My cogs are going to be the same.

00:46:17.913 --> 00:46:22.333
My fixed expense,

00:46:22.373 --> 00:46:23.135
my operating expense is

00:46:23.155 --> 00:46:23.635
going to be the same.

00:46:24.014 --> 00:46:25.394
Okay, now I have a performer.

00:46:25.514 --> 00:46:25.815
That's it.

00:46:26.076 --> 00:46:27.596
I'm just saying I'm predicting the future.

00:46:28.096 --> 00:46:29.416
And then you look at it and say, hold on.

00:46:30.137 --> 00:46:31.677
Where, and this is where you come in,

00:46:32.137 --> 00:46:33.097
where are my cogs?

00:46:33.137 --> 00:46:33.717
And my cogs are 40%.

00:46:34.257 --> 00:46:36.619
And I heard Happy say his are at 20%.

00:46:36.858 --> 00:46:38.219
And I heard Andy say he's

00:46:38.239 --> 00:46:40.219
going to get his under 30%.

00:46:40.219 --> 00:46:43.702
Where in this 40% do I have opportunity?

00:46:44.121 --> 00:46:45.021
And you look for the opportunity.

00:46:45.443 --> 00:46:46.802
Then you look at your fixed expenses,

00:46:47.083 --> 00:46:47.224
right?

00:46:47.244 --> 00:46:48.804
Like advertising.

00:46:48.923 --> 00:46:49.764
Advertising is one of the

00:46:49.905 --> 00:46:51.806
biggest expenses you have

00:46:51.865 --> 00:46:52.945
on your operating expenses

00:46:53.186 --> 00:46:54.427
that you can adjust, right?

00:46:54.467 --> 00:46:55.628
If you're renting a building,

00:46:56.347 --> 00:46:57.108
you rent to rent.

00:46:57.768 --> 00:46:59.869
Insurance, probably insurance, right?

00:46:59.889 --> 00:47:00.030
I mean,

00:47:00.050 --> 00:47:01.971
there's some things that your truck

00:47:02.010 --> 00:47:03.652
payments are truck payment, you know?

00:47:03.692 --> 00:47:03.811
Yeah.

00:47:04.750 --> 00:47:06.831
So advertising is one of

00:47:06.871 --> 00:47:08.293
your operating expenses

00:47:08.713 --> 00:47:09.873
that it's not variable.

00:47:09.914 --> 00:47:11.195
It's not a cog because it's

00:47:11.215 --> 00:47:12.235
not directly tied to work.

00:47:12.896 --> 00:47:13.056
Right.

00:47:13.336 --> 00:47:15.759
And yet there's a variability to it.

00:47:16.000 --> 00:47:17.141
So that's why I say, well,

00:47:17.201 --> 00:47:17.960
how do you adjust that?

00:47:18.342 --> 00:47:18.581
Well,

00:47:18.621 --> 00:47:22.045
if we spent $10,000 last year on

00:47:22.204 --> 00:47:24.626
advertising, what worked?

00:47:24.907 --> 00:47:25.447
Well, I don't know.

00:47:25.487 --> 00:47:26.367
I never kept track of all my

00:47:26.387 --> 00:47:27.168
customers heard about me.

00:47:27.690 --> 00:47:29.110
Well, then we don't know where to adjust.

00:47:31.271 --> 00:47:34.373
I mean, this is simple pro forma.

00:47:34.432 --> 00:47:35.534
Now, Justin Waltz,

00:47:35.634 --> 00:47:36.414
he said he always builds

00:47:36.574 --> 00:47:37.594
like four different ones

00:47:37.896 --> 00:47:38.856
for worst case scenario.

00:47:39.376 --> 00:47:41.057
I build mine where I can

00:47:41.177 --> 00:47:42.478
plug in one number.

00:47:42.998 --> 00:47:44.000
I build my pro forma where I

00:47:44.019 --> 00:47:45.541
can plug in one number,

00:47:45.581 --> 00:47:46.862
which is my top line revenue,

00:47:47.061 --> 00:47:48.182
and it'll change on every single one.

00:47:48.842 --> 00:47:49.083
That's it.

00:47:49.322 --> 00:47:50.384
So I can build as many pro

00:47:50.403 --> 00:47:52.045
formas as I want like that

00:47:52.284 --> 00:47:53.385
because I built the form.

00:47:53.646 --> 00:47:54.786
It's taken me eight years.

00:47:55.367 --> 00:47:56.447
And last year to this year,

00:47:56.507 --> 00:47:58.027
I did almost no tweaking the form.

00:47:58.168 --> 00:47:59.168
So I guess it took me seven

00:47:59.188 --> 00:48:01.289
years to build a pro forma where I'm like,

00:48:01.409 --> 00:48:02.971
oh, yeah, that's the one.

00:48:03.351 --> 00:48:04.231
That's hot.

00:48:04.891 --> 00:48:05.072
Right.

00:48:05.233 --> 00:48:06.172
And now I can take other

00:48:06.193 --> 00:48:07.313
people's data and it takes

00:48:07.333 --> 00:48:08.434
me a minute or minutes, you know,

00:48:08.454 --> 00:48:08.994
to make it happen.

00:48:09.875 --> 00:48:10.094
Yeah,

00:48:10.135 --> 00:48:12.695
so I didn't know all these years I

00:48:13.056 --> 00:48:14.016
had a performer.

00:48:14.077 --> 00:48:15.077
I don't know what it was called.

00:48:15.516 --> 00:48:16.516
I just called it my big

00:48:16.597 --> 00:48:17.858
picture spreadsheet, right?

00:48:18.378 --> 00:48:19.538
Yeah, I like that.

00:48:19.838 --> 00:48:20.518
That's hot.

00:48:20.539 --> 00:48:21.338
Big picture spreadsheet.

00:48:21.639 --> 00:48:22.659
I had a fancy name.

00:48:23.000 --> 00:48:25.581
But I tell my kids, I tell my boys, I go,

00:48:26.141 --> 00:48:27.882
every man should have a spreadsheet,

00:48:27.981 --> 00:48:28.181
right?

00:48:28.561 --> 00:48:30.141
Because they walk in the office,

00:48:30.181 --> 00:48:31.422
someone's looking at a spreadsheet,

00:48:31.483 --> 00:48:31.702
right?

00:48:32.163 --> 00:48:33.563
So every man should have a spreadsheet.

00:48:33.603 --> 00:48:34.643
If I had a daughter, I'd tell her,

00:48:34.784 --> 00:48:35.003
you know,

00:48:35.063 --> 00:48:36.284
daughter should have a spreadsheet too.

00:48:36.724 --> 00:48:37.344
But so you got to –

00:48:37.724 --> 00:48:38.684
know where you're going

00:48:38.724 --> 00:48:39.425
where you think you're

00:48:39.445 --> 00:48:40.925
going so you have something

00:48:40.945 --> 00:48:43.567
to compare to right right

00:48:44.746 --> 00:48:45.766
you make your spreadsheet

00:48:45.786 --> 00:48:47.748
your reality right if if

00:48:47.788 --> 00:48:50.349
it's not adjusted there you

00:48:50.389 --> 00:48:50.989
go and you know what there

00:48:51.009 --> 00:48:51.768
you go and you've got to

00:48:51.809 --> 00:48:52.949
start with reality that's

00:48:53.130 --> 00:48:54.010
you notice the first step

00:48:54.050 --> 00:48:54.869
of the pro forma I said

00:48:55.329 --> 00:48:56.431
take your p l statement

00:48:56.451 --> 00:48:57.630
from the previous year

00:48:57.731 --> 00:48:59.030
quarter month right because

00:48:59.050 --> 00:49:00.472
you've got to base it in reality

00:49:01.346 --> 00:49:01.606
Right.

00:49:02.206 --> 00:49:03.268
Like if you're not in reality,

00:49:03.307 --> 00:49:03.887
what are we doing?

00:49:04.369 --> 00:49:05.630
If someone's like, like with you,

00:49:05.690 --> 00:49:06.271
if you're like, Hey,

00:49:06.291 --> 00:49:07.331
I'm gonna get my cogs under 20%.

00:49:07.331 --> 00:49:09.534
I'd be like, yeah, good luck with that.

00:49:09.994 --> 00:49:10.193
Right.

00:49:10.414 --> 00:49:11.215
But you said, hold on.

00:49:11.576 --> 00:49:12.996
I was at 40.

00:49:13.197 --> 00:49:13.436
I was at 30, 35.

00:49:13.737 --> 00:49:15.259
That's who said I was at 30, 35.

00:49:16.639 --> 00:49:18.402
And I started tracking it, tracking it,

00:49:18.621 --> 00:49:19.322
change behavior.

00:49:19.503 --> 00:49:20.664
And now I'm under 20.

00:49:21.143 --> 00:49:21.945
Like, hell,

00:49:22.065 --> 00:49:23.666
I want to get me some under 20 cogs.

00:49:23.887 --> 00:49:24.867
That sounds awesome.

00:49:25.467 --> 00:49:25.929
Yeah.

00:49:26.349 --> 00:49:26.608
Yeah.

00:49:26.750 --> 00:49:26.929
Yeah.

00:49:27.811 --> 00:49:28.931
I tell people this business

00:49:28.992 --> 00:49:30.353
is a 40-40-20 model.

00:49:30.353 --> 00:49:33.534
40% fixed expense, 40% variable expense,

00:49:33.534 --> 00:49:34.655
20% profit.

00:49:34.856 --> 00:49:36.556
That's how you get to 20%

00:49:36.556 --> 00:49:37.717
profitability in this business.

00:49:38.197 --> 00:49:41.179
Again, that is hillbilly math, right?

00:49:41.601 --> 00:49:43.422
We're standing at 40-40-20, so 20% profit.

00:49:43.521 --> 00:49:45.123
And the 40 fixed, what's the other 40?

00:49:45.163 --> 00:49:46.184
40 fixed, 40 cogs, 20 profit.

00:49:46.224 --> 00:49:46.304
Okay.

00:49:46.423 --> 00:49:46.583
Okay.

00:49:53.135 --> 00:49:53.815
That's good.

00:49:53.916 --> 00:49:56.237
Right now, again, that's a starting point.

00:49:56.498 --> 00:49:57.719
Now, when you first start,

00:49:58.039 --> 00:50:00.483
your cogs are probably 15%

00:50:00.483 --> 00:50:00.922
because you're not

00:50:00.963 --> 00:50:02.824
factoring paying yourself.

00:50:03.405 --> 00:50:04.887
Right now, if you actually pay yourself,

00:50:05.027 --> 00:50:06.188
it's probably closer to 40%

00:50:06.188 --> 00:50:07.650
because you're paying

00:50:07.670 --> 00:50:10.572
yourself a lot to do an entry-level job.

00:50:11.414 --> 00:50:11.634
Right?

00:50:11.653 --> 00:50:11.813
Like...

00:50:12.853 --> 00:50:13.273
That's it.

00:50:13.954 --> 00:50:14.833
And people are like, oh,

00:50:14.853 --> 00:50:16.175
you can't get to 20% profit.

00:50:16.315 --> 00:50:16.835
Yeah, you can.

00:50:16.856 --> 00:50:17.516
Right.

00:50:17.775 --> 00:50:19.458
Because once you start buying those trucks,

00:50:19.538 --> 00:50:20.538
it's like, like you said,

00:50:20.597 --> 00:50:21.438
I had four trucks.

00:50:21.978 --> 00:50:22.139
Well,

00:50:22.159 --> 00:50:23.900
now whether you get rid of it or you

00:50:23.940 --> 00:50:24.920
take the insurance off of

00:50:24.981 --> 00:50:26.943
it or park it and go get right.

00:50:27.302 --> 00:50:27.402
Yeah.

00:50:27.443 --> 00:50:29.003
If you got four trucks running two a day,

00:50:29.103 --> 00:50:30.125
you got to get rid of one.

00:50:30.751 --> 00:50:31.050
Yeah.

00:50:31.431 --> 00:50:32.172
Or if you have a warehouse,

00:50:32.331 --> 00:50:33.652
you got to grow into your warehouse.

00:50:33.893 --> 00:50:34.893
When we moved to the warehouse,

00:50:34.934 --> 00:50:35.894
we were running like two or

00:50:35.954 --> 00:50:36.775
three trucks a day.

00:50:37.737 --> 00:50:38.657
We could not sustain.

00:50:38.717 --> 00:50:39.637
I cannot pay my bills

00:50:39.657 --> 00:50:40.498
running three trucks a day

00:50:40.938 --> 00:50:42.199
with a warehouse that's

00:50:42.199 --> 00:50:43.320
27,000 square feet.

00:50:44.641 --> 00:50:45.202
So what do I got to do?

00:50:45.222 --> 00:50:46.322
I got to run six trucks a day.

00:50:47.664 --> 00:50:48.304
Yeah.

00:50:49.065 --> 00:50:51.648
So in terms of growth, what –

00:50:52.489 --> 00:50:54.110
What caused you to see the biggest jumps?

00:50:54.889 --> 00:50:56.090
I know what it was for me in

00:50:56.311 --> 00:50:57.331
the last couple of years,

00:50:57.731 --> 00:50:59.773
but what created your biggest jumps?

00:51:00.514 --> 00:51:01.213
Consistency.

00:51:01.713 --> 00:51:02.114
Revenue.

00:51:02.695 --> 00:51:03.454
Consistency.

00:51:04.556 --> 00:51:08.518
So we had an operations person left,

00:51:08.918 --> 00:51:10.478
and last year we did not

00:51:10.518 --> 00:51:11.739
have a good operations person.

00:51:14.742 --> 00:51:16.802
So whether it's marketing or

00:51:16.882 --> 00:51:18.623
operations or sales,

00:51:19.568 --> 00:51:22.510
There is nothing, like Einstein said it,

00:51:22.690 --> 00:51:22.969
I think,

00:51:23.351 --> 00:51:28.773
the greatest force in mankind is

00:51:28.833 --> 00:51:29.735
compound interest.

00:51:30.735 --> 00:51:32.476
It's the greatest force, right?

00:51:34.338 --> 00:51:35.639
And that is no different than business.

00:51:36.179 --> 00:51:37.260
When you are consistent,

00:51:37.400 --> 00:51:38.219
that is when we grow.

00:51:38.521 --> 00:51:39.240
This is the issue.

00:51:39.280 --> 00:51:40.141
This is the issue I see with

00:51:40.161 --> 00:51:41.101
a lot of junk world companies.

00:51:41.483 --> 00:51:43.103
They slowed down the second half of 2023.

00:51:44.224 --> 00:51:46.126
All of a sudden, the faucet turned off.

00:51:47.074 --> 00:51:48.275
after Q2 last year.

00:51:48.635 --> 00:51:50.795
So Q3, they were tight with their money.

00:51:51.177 --> 00:51:52.958
Q4, they didn't advertise.

00:51:53.217 --> 00:51:53.818
And now they're wondering

00:51:53.838 --> 00:51:54.978
why they're struggling Q1.

00:51:55.318 --> 00:51:57.800
I see general companies that are down 15,

00:51:57.800 --> 00:51:59.501
20% in Q1 because they were

00:51:59.601 --> 00:52:02.563
inconsistent or they were flat last year.

00:52:02.804 --> 00:52:04.724
And it wasn't until the end of last year,

00:52:04.744 --> 00:52:05.425
they realized, shit,

00:52:05.445 --> 00:52:06.565
we didn't grow from 22 to 23.

00:52:06.565 --> 00:52:08.427
Now we need to spend money

00:52:08.467 --> 00:52:09.027
in my marketing.

00:52:09.327 --> 00:52:11.349
Now they might be flat or up.

00:52:12.418 --> 00:52:14.260
We were consistent in our

00:52:14.300 --> 00:52:15.900
marketing efforts all year last year.

00:52:16.099 --> 00:52:17.880
We were consistent in Q1 of this year.

00:52:19.400 --> 00:52:20.420
And we got a lot more

00:52:20.460 --> 00:52:21.721
consistent on doing the

00:52:21.780 --> 00:52:26.202
follow-up and operations, right?

00:52:26.242 --> 00:52:27.563
Responding efficiently.

00:52:27.983 --> 00:52:30.403
So years ago when we were

00:52:30.423 --> 00:52:31.224
part of the franchise,

00:52:31.384 --> 00:52:34.485
I was very particular about operations.

00:52:35.324 --> 00:52:35.965
When I got out of the

00:52:35.985 --> 00:52:37.465
business for two years, it faltered.

00:52:37.885 --> 00:52:38.726
When I hired somebody else

00:52:38.746 --> 00:52:39.965
to run the business, it faltered.

00:52:39.985 --> 00:52:40.545
Yeah.

00:52:41.036 --> 00:52:42.538
When we're consistent in operations,

00:52:42.677 --> 00:52:43.559
everything works smooth

00:52:43.938 --> 00:52:44.699
because now we're getting

00:52:44.739 --> 00:52:46.521
back to customers better, faster,

00:52:46.681 --> 00:52:47.262
more efficient.

00:52:47.521 --> 00:52:49.003
We're scheduling jobs more efficient.

00:52:49.344 --> 00:52:50.264
We're seeing, oh, shit,

00:52:50.284 --> 00:52:51.425
we need to hire more employees.

00:52:51.626 --> 00:52:52.967
We can predict that more.

00:52:54.369 --> 00:52:55.210
We're consistent.

00:52:55.489 --> 00:52:57.911
We look at our revenue every single week.

00:52:59.454 --> 00:53:00.795
That way we know, hey,

00:53:00.875 --> 00:53:02.456
are we on track or off track?

00:53:02.717 --> 00:53:04.699
Because what gets measured gets addressed.

00:53:05.478 --> 00:53:06.918
And if we're on track, cool.

00:53:06.958 --> 00:53:08.018
What are we doing that's working?

00:53:08.199 --> 00:53:09.099
How do we do more of it?

00:53:09.579 --> 00:53:10.340
We're off track.

00:53:10.659 --> 00:53:11.460
What do we need to start

00:53:11.519 --> 00:53:13.701
doing to get ourselves back on track?

00:53:14.681 --> 00:53:17.802
And so consistency is the answer.

00:53:18.061 --> 00:53:19.362
Consistency in your operations,

00:53:19.722 --> 00:53:21.822
consistency in your marketing,

00:53:21.862 --> 00:53:24.664
consistency in your data collection.

00:53:24.824 --> 00:53:26.585
We use EOS, so our scorecard.

00:53:28.295 --> 00:53:28.875
That's been it.

00:53:28.934 --> 00:53:30.476
There's no other magic pill.

00:53:31.135 --> 00:53:32.916
And for the guys that are

00:53:32.936 --> 00:53:33.835
chucking a truck or they're

00:53:33.856 --> 00:53:34.637
barely scaling,

00:53:34.916 --> 00:53:36.137
the reason why they have up and down,

00:53:36.157 --> 00:53:37.356
and I've done plenty of consulting.

00:53:37.817 --> 00:53:39.617
It's like, oh, I had a shitty May.

00:53:39.878 --> 00:53:41.697
So in May, I was slow.

00:53:41.938 --> 00:53:42.538
So I went out and did a

00:53:42.557 --> 00:53:43.398
bunch of networking events.

00:53:43.577 --> 00:53:44.599
And then I had a good June.

00:53:44.978 --> 00:53:46.018
And then I was busy in June,

00:53:46.039 --> 00:53:46.858
so I didn't do networking.

00:53:47.039 --> 00:53:47.938
And then July sucked.

00:53:48.159 --> 00:53:49.420
So now I had time to do networking.

00:53:49.619 --> 00:53:50.719
So I started networking in July.

00:53:50.880 --> 00:53:51.739
So I had a good August.

00:53:51.780 --> 00:53:53.380
And it's like, well,

00:53:53.519 --> 00:53:54.340
why don't you just network

00:53:54.521 --> 00:53:55.920
the whole time and you're

00:53:55.940 --> 00:53:56.360
not going to have

00:53:57.949 --> 00:53:58.831
There's oscillation.

00:53:59.351 --> 00:53:59.851
Yeah, yeah.

00:53:59.931 --> 00:54:00.512
Consistency.

00:54:00.612 --> 00:54:01.273
So what about you?

00:54:01.472 --> 00:54:02.534
I don't know that your

00:54:02.853 --> 00:54:03.675
answer is going to be near that,

00:54:03.715 --> 00:54:05.297
but what is your answer as

00:54:05.356 --> 00:54:08.518
to what has caused this?

00:54:08.599 --> 00:54:12.163
My big jump was I did a

00:54:12.202 --> 00:54:15.065
revamp my website about three years ago,

00:54:15.085 --> 00:54:18.527
and that was pretty big.

00:54:18.588 --> 00:54:21.130
And after that, you know,

00:54:21.251 --> 00:54:22.652
things started to take off, you know.

00:54:24.315 --> 00:54:25.416
Yeah,

00:54:25.456 --> 00:54:28.018
when I went from truck to truck to legit,

00:54:28.699 --> 00:54:29.798
boom, skyrocket.

00:54:30.139 --> 00:54:32.621
Because having the website, and yeah,

00:54:32.681 --> 00:54:34.782
we did a rebrand two years ago,

00:54:34.981 --> 00:54:35.981
and we saw a huge bump from

00:54:36.001 --> 00:54:37.603
that because people are like, oh, shit.

00:54:38.242 --> 00:54:38.443
Like,

00:54:38.943 --> 00:54:40.485
I'm not saying rebrand every six months,

00:54:40.505 --> 00:54:43.585
but probably three to five years max.

00:54:43.945 --> 00:54:45.746
I'd say every three years

00:54:45.766 --> 00:54:47.608
you need some level of rebranding.

00:54:48.849 --> 00:54:49.148
Yeah.

00:54:49.469 --> 00:54:50.409
Oh, that's interesting.

00:54:50.429 --> 00:54:51.389
I hadn't heard that before.

00:54:52.199 --> 00:54:52.358
Yep.

00:54:52.699 --> 00:54:54.661
So I, I, so I found this out over.

00:54:54.922 --> 00:54:56.565
So on Friday I was in a CEO

00:54:56.605 --> 00:54:58.246
round table and we were,

00:54:58.367 --> 00:54:59.289
I was one of the guys in my

00:54:59.329 --> 00:55:00.791
round table owns an insurance company.

00:55:01.271 --> 00:55:01.692
And he's like,

00:55:01.731 --> 00:55:03.635
we haven't changed our brand in 15 years.

00:55:03.954 --> 00:55:05.056
We've acquired other brands.

00:55:05.416 --> 00:55:06.858
And he said, what ends up happening,

00:55:06.918 --> 00:55:07.900
even in an insurance world,

00:55:07.920 --> 00:55:08.320
which is like,

00:55:09.081 --> 00:55:10.362
stale and stagnant and

00:55:10.422 --> 00:55:12.362
nothing sexy about it right

00:55:12.422 --> 00:55:13.822
when they do a rebrand all

00:55:13.882 --> 00:55:14.802
it does is for their

00:55:14.842 --> 00:55:16.143
current customers they feel

00:55:16.204 --> 00:55:17.543
empowered for their

00:55:17.603 --> 00:55:18.784
employees they're like oh

00:55:18.824 --> 00:55:19.443
shit we're making an

00:55:19.483 --> 00:55:21.164
investment and for people

00:55:21.184 --> 00:55:21.864
that didn't notice them

00:55:21.905 --> 00:55:23.224
before now they notice them

00:55:23.264 --> 00:55:24.826
for the first time gotcha

00:55:25.365 --> 00:55:26.646
so there so I i would say

00:55:26.686 --> 00:55:27.846
every five year three to

00:55:27.885 --> 00:55:30.246
five years um something

00:55:31.320 --> 00:55:34.083
that will build your brand.

00:55:34.503 --> 00:55:35.605
Maybe you change the logo.

00:55:35.644 --> 00:55:36.626
Maybe you, right?

00:55:36.766 --> 00:55:37.786
I'm not saying change the

00:55:37.847 --> 00:55:39.628
name of the company, right?

00:55:40.110 --> 00:55:40.871
But maybe like with you with

00:55:40.911 --> 00:55:43.152
Happy Junk Removal, a tagline underneath,

00:55:43.753 --> 00:55:43.974
right?

00:55:44.434 --> 00:55:45.735
We just,

00:55:46.577 --> 00:55:48.259
Pat Ballant sent me a cool logo

00:55:48.278 --> 00:55:49.039
where I think we're going

00:55:49.059 --> 00:55:50.001
to switch the logo over.

00:55:50.581 --> 00:55:53.202
We had this default little smiley face.

00:55:53.422 --> 00:55:53.661
Yeah.

00:55:53.722 --> 00:55:54.842
But he did a real cool

00:55:54.862 --> 00:55:56.143
looking little image that

00:55:56.503 --> 00:55:58.523
he says will be more easier

00:55:58.903 --> 00:56:01.224
to assign to memory for consumers.

00:56:01.244 --> 00:56:02.244
There you go.

00:56:02.324 --> 00:56:04.025
So Camel Crew started without me.

00:56:04.326 --> 00:56:05.967
I was sitting in a two-year non-compete.

00:56:06.606 --> 00:56:07.586
And their old logo,

00:56:07.686 --> 00:56:08.947
I called it the turkey logo.

00:56:09.068 --> 00:56:10.648
It's supposed to be an eagle.

00:56:10.668 --> 00:56:11.728
It looked like a fucking turkey.

00:56:12.108 --> 00:56:13.489
I never liked it.

00:56:14.190 --> 00:56:14.989
And so when I took the

00:56:15.030 --> 00:56:16.090
company back over in March,

00:56:16.349 --> 00:56:17.451
my first thing was...

00:56:18.391 --> 00:56:19.771
no we're rebranding we are

00:56:19.791 --> 00:56:20.733
getting a new fucking logo

00:56:20.753 --> 00:56:21.994
I did not like the old logo

00:56:22.474 --> 00:56:23.934
that was like first order

00:56:23.974 --> 00:56:26.657
of business and um when we

00:56:26.777 --> 00:56:29.018
did that um then people

00:56:29.639 --> 00:56:30.980
took notice and now people

00:56:31.059 --> 00:56:32.000
oh I really like your logo

00:56:32.161 --> 00:56:33.181
so you know you can you can

00:56:33.201 --> 00:56:34.362
see the logo here like so

00:56:34.382 --> 00:56:35.963
we're not changing the logo

00:56:36.003 --> 00:56:37.764
anytime however like it's

00:56:38.224 --> 00:56:40.947
like I got a hat uh shout out lady and

00:56:41.956 --> 00:56:42.757
Where the hell was she from?

00:56:42.856 --> 00:56:43.878
She was on that show maybe

00:56:44.097 --> 00:56:44.737
three months ago.

00:56:45.458 --> 00:56:46.378
She sent me free hats.

00:56:47.760 --> 00:56:48.860
Shout out Lady Lacrosse.

00:56:49.141 --> 00:56:49.800
Taylor, look that up.

00:56:49.820 --> 00:56:50.561
Let me give a shout out.

00:56:50.961 --> 00:56:52.362
Because you don't have a hat on,

00:56:52.722 --> 00:56:53.503
in case he's not here,

00:56:53.543 --> 00:56:54.463
we don't have an unofficial

00:56:54.503 --> 00:56:55.724
sponsor of today's episode.

00:56:56.184 --> 00:56:58.905
Although I did use K&S.

00:56:58.925 --> 00:56:59.967
Let me grab their hat real quick.

00:57:04.809 --> 00:57:05.509
I did use K&S.

00:57:06.789 --> 00:57:08.010
K&S Junk Removal.

00:57:08.030 --> 00:57:10.132
They sent me pens a while back.

00:57:10.711 --> 00:57:13.753
Anyways, they also sent me a hat.

00:57:15.675 --> 00:57:17.257
We'll say K&S Junk Removal

00:57:17.777 --> 00:57:19.458
up there in the Twin Cities.

00:57:20.822 --> 00:57:22.503
Forest Lake, Minnesota, to be specific.

00:57:23.083 --> 00:57:24.083
Shout out to those boys.

00:57:24.344 --> 00:57:25.324
I do like the hat.

00:57:26.045 --> 00:57:26.844
I like their logo.

00:57:27.144 --> 00:57:27.945
I'm a fan.

00:57:28.005 --> 00:57:28.364
I'm a fan.

00:57:28.385 --> 00:57:30.445
Actually, we'll do that.

00:57:30.666 --> 00:57:32.106
If you are a fan of the show

00:57:32.447 --> 00:57:34.706
and you want me to give you a shout out,

00:57:34.847 --> 00:57:35.588
send me swag.

00:57:36.387 --> 00:57:37.148
I'm a hat guy.

00:57:38.588 --> 00:57:39.228
Send me swag.

00:57:39.748 --> 00:57:40.148
That's it.

00:57:40.369 --> 00:57:41.048
Send me some shit.

00:57:41.648 --> 00:57:43.190
I'm going to send you a brain shirt.

00:57:44.284 --> 00:57:44.643
What?

00:57:45.385 --> 00:57:46.947
My mastermind brain shirt.

00:57:47.146 --> 00:57:49.168
You've seen my mastermind diagram?

00:57:49.869 --> 00:57:50.349
No, I haven't.

00:57:50.550 --> 00:57:50.809
Oh, wait.

00:57:50.949 --> 00:57:51.670
Oh, yeah.

00:57:51.791 --> 00:57:52.130
Wait,

00:57:52.210 --> 00:57:54.574
is that the brain of the junk rule

00:57:54.653 --> 00:57:54.873
operator?

00:57:55.054 --> 00:57:55.675
Dude, hold on.

00:57:55.695 --> 00:57:56.094
Hold on.

00:57:57.556 --> 00:57:58.958
Right after I got that,

00:57:59.277 --> 00:58:00.378
I said that in my group

00:58:00.418 --> 00:58:02.221
text with my operations guy,

00:58:02.240 --> 00:58:05.764
my project manager, and my ops guy.

00:58:07.021 --> 00:58:08.242
And they got a kick out of it.

00:58:08.262 --> 00:58:10.065
They're like, who the fuck designed that?

00:58:10.085 --> 00:58:10.625
That's awesome.

00:58:10.726 --> 00:58:12.766
Oh, man, they got a kick out of that.

00:58:12.806 --> 00:58:13.668
I got to find it now.

00:58:14.228 --> 00:58:15.588
I want to show you that I

00:58:15.608 --> 00:58:16.871
sent it to them because I was so happy.

00:58:16.891 --> 00:58:18.672
Of course,

00:58:18.692 --> 00:58:20.012
I got like 37 fucking group

00:58:20.032 --> 00:58:21.333
texts going on at any given time.

00:58:22.114 --> 00:58:26.117
So you're asking what I do now.

00:58:26.217 --> 00:58:28.179
So I'm starting to shift a

00:58:28.199 --> 00:58:29.701
little bit into like coaching,

00:58:29.820 --> 00:58:30.442
consulting.

00:58:30.461 --> 00:58:33.063
So people ask me in the Facebook group,

00:58:33.103 --> 00:58:34.164
hey, can you give me some tips?

00:58:34.664 --> 00:58:35.985
Yeah, there it is.

00:58:36.025 --> 00:58:36.927
The people say, hey,

00:58:36.947 --> 00:58:38.307
can I pick your brain?

00:58:38.507 --> 00:58:38.807
There it is.

00:58:38.847 --> 00:58:39.568
There it is.

00:58:39.989 --> 00:58:41.929
There is the junk removal mastermind.

00:58:41.949 --> 00:58:42.570
No,

00:58:43.130 --> 00:58:45.273
I love this because there was something

00:58:45.552 --> 00:58:46.833
when you had COIs on here.

00:58:47.014 --> 00:58:48.876
I'm like, yeah, I can never find the COI.

00:58:49.096 --> 00:58:50.657
Like, again, when you're an ops guy,

00:58:50.677 --> 00:58:51.197
you're like, oh, yeah.

00:58:51.657 --> 00:58:52.978
Yeah, I fuck with this.

00:58:53.039 --> 00:58:54.800
Well, that's Maggie's brain.

00:58:54.820 --> 00:58:55.981
Mine's a little bit different.

00:58:56.320 --> 00:58:58.282
Yeah, this is the ops brain.

00:58:58.322 --> 00:58:58.443
Yeah.

00:58:59.246 --> 00:59:01.228
Yeah, so when people ask me for help,

00:59:01.327 --> 00:59:02.108
like consulting,

00:59:02.128 --> 00:59:04.590
I'll text them a picture of that brain.

00:59:04.610 --> 00:59:05.072
I'm like,

00:59:05.532 --> 00:59:06.992
this is what I'm going to go over.

00:59:07.393 --> 00:59:08.134
This is what I'm going to

00:59:08.233 --> 00:59:10.335
teach you because this is what I do,

00:59:10.737 --> 00:59:11.016
you know.

00:59:11.677 --> 00:59:12.579
What is it you do?

00:59:12.878 --> 00:59:14.380
And we start with a big picture,

00:59:14.440 --> 00:59:15.902
which is a pro forma, you know.

00:59:16.362 --> 00:59:17.523
So I help them get it set up

00:59:17.563 --> 00:59:19.164
with their spreadsheet.

00:59:19.724 --> 00:59:20.385
And then we just,

00:59:21.306 --> 00:59:22.827
I customize it to whatever they need,

00:59:22.847 --> 00:59:23.088
you know.

00:59:23.947 --> 00:59:24.228
I like it.

00:59:24.248 --> 00:59:24.427
All right.

00:59:24.467 --> 00:59:25.349
Well, Hey, we'll shut up.

00:59:25.389 --> 00:59:26.610
If you, if you want some consulting,

00:59:26.889 --> 00:59:28.050
I stay out of consulting.

00:59:28.110 --> 00:59:28.530
I've done it.

00:59:28.590 --> 00:59:29.210
Casey's done it.

00:59:29.972 --> 00:59:30.931
When we started the podcast,

00:59:30.972 --> 00:59:32.072
we got a lot of people requesting.

00:59:32.432 --> 00:59:33.574
I realized it wasn't,

00:59:35.074 --> 00:59:36.195
it isn't that much fun.

00:59:36.695 --> 00:59:37.576
It's more fun to have a

00:59:37.615 --> 00:59:39.036
conversation one time or

00:59:39.056 --> 00:59:39.916
like the guy that I'll sit

00:59:39.936 --> 00:59:40.557
down with you one time.

00:59:40.577 --> 00:59:42.358
I'll scrub your pro forma or well, your,

00:59:42.418 --> 00:59:43.739
your, your PNL.

00:59:44.619 --> 00:59:45.559
That's interesting to me.

00:59:45.579 --> 00:59:48.061
That's it.

00:59:48.161 --> 00:59:51.521
Anyways, Gator Garb, Megan Murphy,

00:59:51.561 --> 00:59:52.181
she's the one that hooked

00:59:52.202 --> 00:59:52.722
me up with this hat.

00:59:53.141 --> 00:59:54.643
She was on the episode, Wild Bags.

00:59:54.842 --> 00:59:56.402
So, yes, if you send me free stuff,

00:59:56.824 --> 00:59:57.364
that's what we'll say.

00:59:57.704 --> 00:59:59.664
If you send me free shit,

01:00:00.284 --> 01:00:02.224
I will rep it on the show,

01:00:02.525 --> 01:00:03.445
which gets you absolutely

01:00:03.485 --> 01:00:05.505
nothing except for the listeners.

01:00:05.806 --> 01:00:06.045
That's it.

01:00:06.626 --> 01:00:07.746
We're not doing sponsorships.

01:00:07.766 --> 01:00:08.606
You send me free shit,

01:00:09.067 --> 01:00:10.746
I will talk about it on the

01:00:10.766 --> 01:00:12.387
show because I'm a nice guy like that.

01:00:12.728 --> 01:00:13.989
I have the brain posters.

01:00:14.009 --> 01:00:15.188
I'll send you a poster too.

01:00:15.409 --> 01:00:16.610
No, send me a post.

01:00:16.710 --> 01:00:17.889
I want the poster.

01:00:17.989 --> 01:00:19.630
I'll hang it up in our operations office.

01:00:20.210 --> 01:00:20.431
Yeah.

01:00:20.471 --> 01:00:21.271
And I was saying like, Hey,

01:00:21.351 --> 01:00:23.351
I had John on from happy junk removal.

01:00:23.871 --> 01:00:24.092
Right.

01:00:24.271 --> 01:00:25.432
And like, again,

01:00:25.472 --> 01:00:27.614
this is when I talk about this industry,

01:00:27.713 --> 01:00:29.454
I'm excited about, I love this industry.

01:00:29.673 --> 01:00:31.034
I love talking about recycling.

01:00:31.255 --> 01:00:33.036
I, what you said very early in the show,

01:00:33.056 --> 01:00:34.175
which made me already knew

01:00:34.235 --> 01:00:35.416
I was going to like you was

01:00:35.436 --> 01:00:36.077
you were talking about when

01:00:36.097 --> 01:00:37.257
you were a kid going to landfill,

01:00:37.436 --> 01:00:39.177
how you're picking up resources, right?

01:00:39.498 --> 01:00:40.177
When we look at the stuff

01:00:40.197 --> 01:00:42.898
that we pick up as resources,

01:00:43.498 --> 01:00:44.840
when we talk about the

01:00:44.860 --> 01:00:45.659
stuff we put on our trucks,

01:00:45.920 --> 01:00:47.820
we call it product or material.

01:00:48.141 --> 01:00:49.081
We don't call it trash.

01:00:49.300 --> 01:00:50.240
We don't call it junk.

01:00:50.541 --> 01:00:51.601
We don't call it crap.

01:00:52.021 --> 01:00:52.981
It is product.

01:00:53.302 --> 01:00:54.342
It's a resource.

01:00:54.623 --> 01:00:55.222
It has value.

01:00:55.762 --> 01:00:56.824
It has value.

01:00:57.043 --> 01:00:58.686
So when you said the word resources,

01:00:58.726 --> 01:01:00.427
I'm glad I remembered.

01:01:00.887 --> 01:01:02.188
I really wanted to highlight that.

01:01:02.309 --> 01:01:02.909
You're like, hold on.

01:01:03.170 --> 01:01:05.271
There is value in this lumber.

01:01:06.112 --> 01:01:07.353
There is value in this metal.

01:01:07.574 --> 01:01:09.594
Last week, I was on the morning TV show.

01:01:10.543 --> 01:01:11.403
the morning blend here.

01:01:11.864 --> 01:01:13.105
And I spent seven minutes

01:01:13.144 --> 01:01:14.346
talking about what you can

01:01:14.365 --> 01:01:15.606
do to recycle yourself

01:01:16.068 --> 01:01:16.887
before you even hire me.

01:01:17.188 --> 01:01:17.789
What can you do?

01:01:18.088 --> 01:01:18.429
I said, Hey,

01:01:18.449 --> 01:01:19.489
if you put a bunch of lumber

01:01:19.510 --> 01:01:20.490
at the end of your driveway

01:01:20.791 --> 01:01:21.532
this time of year,

01:01:21.552 --> 01:01:22.893
I guarantee you someone

01:01:22.913 --> 01:01:24.193
will pick it up because

01:01:24.233 --> 01:01:24.755
people are looking for

01:01:24.815 --> 01:01:25.394
firewood because they're

01:01:25.414 --> 01:01:26.376
going camping and shit.

01:01:26.755 --> 01:01:26.936
Right.

01:01:26.996 --> 01:01:27.277
It's like,

01:01:27.876 --> 01:01:28.657
Don't put one in the

01:01:28.697 --> 01:01:29.438
landfill when it can be

01:01:29.518 --> 01:01:31.079
used as a fuel for a fire.

01:01:31.099 --> 01:01:33.059
Things like that that people

01:01:33.079 --> 01:01:33.940
don't think about.

01:01:34.201 --> 01:01:34.961
Jump companies,

01:01:35.021 --> 01:01:36.202
we should be called

01:01:36.282 --> 01:01:37.503
resource allocation

01:01:38.043 --> 01:01:39.543
providers or something like that.

01:01:42.326 --> 01:01:42.766
No,

01:01:42.947 --> 01:01:44.648
I absolutely want to rebrand this

01:01:44.688 --> 01:01:45.108
industry.

01:01:45.148 --> 01:01:47.608
That is on my 2024 list of

01:01:47.648 --> 01:01:49.269
shit to do is rebrand this

01:01:49.309 --> 01:01:50.050
industry that we're in.

01:01:51.311 --> 01:01:52.672
Resource allocation, RAC.

01:01:53.972 --> 01:01:55.592
Oh, the resource allocation.

01:01:56.313 --> 01:01:57.594
Resource allocation.

01:01:58.114 --> 01:01:58.755
Professional.

01:01:59.275 --> 01:02:00.177
That's the resource.

01:02:00.998 --> 01:02:02.798
RAP, resource allocation.

01:02:04.740 --> 01:02:05.842
So what's interesting here.

01:02:05.862 --> 01:02:05.922
RAP.

01:02:07.782 --> 01:02:09.083
Yeah, what's interesting is ISRI,

01:02:09.123 --> 01:02:10.144
last week, ISRI,

01:02:10.505 --> 01:02:11.545
the Institute for Scrap and

01:02:11.585 --> 01:02:14.789
Recycling Industry, rebranded as REMA,

01:02:15.088 --> 01:02:17.210
which is Recycled Materials Association.

01:02:18.751 --> 01:02:20.012
That is significant.

01:02:20.273 --> 01:02:21.833
The largest player got rid

01:02:21.853 --> 01:02:22.594
of the word scrap.

01:02:23.574 --> 01:02:24.155
All right, what do you call it?

01:02:24.175 --> 01:02:24.655
Resource?

01:02:25.596 --> 01:02:27.438
Resource allocation professional.

01:02:28.297 --> 01:02:28.938
The rap man.

01:02:31.099 --> 01:02:31.440
Rapper.

01:02:31.460 --> 01:02:33.400
I don't mean the rappers.

01:02:33.942 --> 01:02:37.083
John, we might be onto something.

01:02:38.364 --> 01:02:38.945
Resource.

01:02:38.965 --> 01:02:41.927
I don't want to give you a bad rap.

01:02:42.987 --> 01:02:44.548
Resource allocation professional.

01:02:45.449 --> 01:02:48.490
I would never have used... I

01:02:48.530 --> 01:02:49.172
don't know if I love the

01:02:49.192 --> 01:02:50.472
word allocation because...

01:02:53.197 --> 01:02:54.039
I love the fact that you

01:02:54.099 --> 01:02:54.838
used the word source

01:02:54.998 --> 01:02:57.820
distribution professional, RDP.

01:02:57.860 --> 01:03:01.742
Yeah, because there is the – fuck,

01:03:01.782 --> 01:03:02.581
I went to that conference

01:03:02.601 --> 01:03:03.822
last year in February.

01:03:04.583 --> 01:03:05.663
The reverse logistics.

01:03:05.722 --> 01:03:07.023
No, reverse logistics.

01:03:07.583 --> 01:03:09.885
So I thought we were reverse logistics,

01:03:09.905 --> 01:03:11.106
but reverse logistics is

01:03:11.146 --> 01:03:12.865
like a new product in store

01:03:12.885 --> 01:03:14.507
that gets kicked back,

01:03:14.527 --> 01:03:15.206
so that doesn't work.

01:03:15.226 --> 01:03:16.088
Yeah,

01:03:16.987 --> 01:03:19.652
because I look at it as responsible –

01:03:19.652 --> 01:03:20.693
But I've always looked at us

01:03:20.793 --> 01:03:21.735
as we have two choices.

01:03:22.034 --> 01:03:23.476
We can either be in the waste industry,

01:03:23.496 --> 01:03:24.317
which is where traditional

01:03:24.356 --> 01:03:25.418
junk removal falls in,

01:03:26.259 --> 01:03:27.380
or we can be in the recycling.

01:03:27.539 --> 01:03:29.320
So we're really frontline recyclers,

01:03:29.601 --> 01:03:32.143
frontline collectors to

01:03:32.164 --> 01:03:32.965
take things out of the

01:03:33.005 --> 01:03:33.945
waste stream and put them

01:03:34.025 --> 01:03:36.387
into the recycling stream.

01:03:36.568 --> 01:03:37.288
Yeah.

01:03:37.869 --> 01:03:38.510
Resource.

01:03:40.510 --> 01:03:40.751
See?

01:03:40.851 --> 01:03:41.291
Yeah.

01:03:41.371 --> 01:03:42.313
I'm thinking now what's

01:03:42.333 --> 01:03:43.114
going to be good for that.

01:03:43.173 --> 01:03:43.434
I know.

01:03:43.773 --> 01:03:44.054
I know.

01:03:44.235 --> 01:03:44.414
That's...

01:03:46.851 --> 01:03:48.032
You know what?

01:03:48.092 --> 01:03:48.831
Hold on.

01:03:48.972 --> 01:03:50.652
What if, because I'm the fucking man.

01:03:50.672 --> 01:03:51.273
I do what I want.

01:03:54.974 --> 01:03:56.036
What if we change the

01:03:56.096 --> 01:04:00.637
fucking... You know what?

01:04:00.697 --> 01:04:03.099
November 1st looks as good

01:04:03.878 --> 01:04:05.400
as fucking October 25th.

01:04:06.099 --> 01:04:07.280
Could you do November 1st?

01:04:07.521 --> 01:04:09.141
If we did November 1st, could you do it?

01:04:09.541 --> 01:04:09.922
I'm there.

01:04:11.164 --> 01:04:11.965
We might have audibled it.

01:04:12.184 --> 01:04:13.005
We might have audibled it.

01:04:13.085 --> 01:04:14.826
I mean, I'm in charge.

01:04:14.865 --> 01:04:16.847
I checked with the staff, i.e.

01:04:16.867 --> 01:04:18.248
me, and I looked at my calendar.

01:04:18.507 --> 01:04:19.389
Deer hunting's not open

01:04:19.409 --> 01:04:20.548
until the third week of November,

01:04:20.789 --> 01:04:21.429
so I'm good.

01:04:22.269 --> 01:04:22.590
I'm there.

01:04:22.610 --> 01:04:24.251
I bring two of my kids, three of my kids.

01:04:24.291 --> 01:04:25.532
They love those conferences.

01:04:26.152 --> 01:04:27.972
I didn't get to meet you at Junk Con.

01:04:28.092 --> 01:04:28.853
I know you're with us.

01:04:28.873 --> 01:04:29.634
I didn't get to meet you.

01:04:29.673 --> 01:04:30.355
Sorry about that.

01:04:31.375 --> 01:04:31.815
You're lost.

01:04:31.856 --> 01:04:32.576
I'm fucking awesome.

01:04:34.851 --> 01:04:36.492
No, you know what I love about Junk Con?

01:04:36.994 --> 01:04:39.456
I had people tailor from up, up, and way.

01:04:39.476 --> 01:04:40.376
He's like, hey, man,

01:04:40.697 --> 01:04:42.338
I just want to come by and

01:04:42.358 --> 01:04:43.798
say I love the show.

01:04:43.858 --> 01:04:44.739
Thanks for coming on.

01:04:44.960 --> 01:04:45.719
I don't want to waste your time.

01:04:45.880 --> 01:04:47.420
I'm like, sit down.

01:04:47.641 --> 01:04:48.521
We sat for two hours.

01:04:48.561 --> 01:04:49.902
I'm like, I don't give a shit.

01:04:50.103 --> 01:04:50.764
What are we doing here?

01:04:50.784 --> 01:04:51.804
You think I'm fucking somebody?

01:04:51.925 --> 01:04:53.646
The difference between you

01:04:53.686 --> 01:04:54.786
and me is I have a podcast.

01:04:54.847 --> 01:04:55.226
That's it.

01:04:55.487 --> 01:04:56.487
I'm fucking humping junk

01:04:56.668 --> 01:04:58.469
every day in some capacity.

01:04:58.929 --> 01:05:00.371
Now he's been on the show

01:05:02.068 --> 01:05:03.971
twice twice he's come and

01:05:04.010 --> 01:05:05.494
visited me him and uh

01:05:05.554 --> 01:05:07.016
joseph from uh joseph junk

01:05:07.056 --> 01:05:08.197
removal who sold recently

01:05:08.518 --> 01:05:09.260
those guys came up and

01:05:09.280 --> 01:05:09.900
visited me here in

01:05:09.920 --> 01:05:11.724
milwaukee it's like dude

01:05:11.764 --> 01:05:12.865
I'm fucking I ain't fucking

01:05:12.905 --> 01:05:13.987
joe rogan like get over

01:05:14.027 --> 01:05:14.929
yourself I ain't a fucking

01:05:15.009 --> 01:05:16.612
pope you know um

01:05:18.137 --> 01:05:18.496
No,

01:05:18.898 --> 01:05:21.900
I will say I did really enjoy Junk Con.

01:05:22.380 --> 01:05:23.963
Shout out to JRA.

01:05:25.123 --> 01:05:25.844
What's that guy's name?

01:05:26.105 --> 01:05:26.344
Lee.

01:05:26.445 --> 01:05:29.027
Lee Godbold and his team.

01:05:30.128 --> 01:05:30.548
I do not.

01:05:30.748 --> 01:05:31.469
They don't pay me.

01:05:31.550 --> 01:05:32.851
I've never bought a thing from them.

01:05:33.050 --> 01:05:33.952
He was on the show.

01:05:34.032 --> 01:05:34.393
It was a good.

01:05:34.693 --> 01:05:35.693
I will give a shout out that

01:05:35.994 --> 01:05:37.335
it was a good convention to

01:05:37.456 --> 01:05:38.215
see all the people.

01:05:38.235 --> 01:05:39.177
Yeah.

01:05:40.385 --> 01:05:42.186
Um, now the opportunity is, uh,

01:05:43.268 --> 01:05:45.148
what can I do to contribute

01:05:45.188 --> 01:05:46.650
to this industry in a way

01:05:46.670 --> 01:05:47.351
that Lee has done?

01:05:47.431 --> 01:05:48.552
I respect Lee and his team.

01:05:48.833 --> 01:05:49.413
And it was a good,

01:05:49.432 --> 01:05:50.514
that was a good weekend

01:05:50.554 --> 01:05:51.574
because Casey and I felt

01:05:51.614 --> 01:05:52.396
like celebrities.

01:05:53.076 --> 01:05:53.277
Yeah.

01:05:53.297 --> 01:05:53.396
Um,

01:05:55.157 --> 01:05:56.297
I mean,

01:05:56.318 --> 01:05:57.637
we're 108 episodes into this thing.

01:05:57.677 --> 01:05:58.318
This is what we do.

01:05:58.338 --> 01:05:58.719
I mean,

01:05:58.878 --> 01:06:00.219
last week when you responded right

01:06:00.239 --> 01:06:01.300
away on Facebook saying, yeah,

01:06:01.320 --> 01:06:02.119
I love you on the podcast.

01:06:02.280 --> 01:06:03.121
Like, I was excited.

01:06:03.380 --> 01:06:05.902
I was so happy to have you on.

01:06:05.961 --> 01:06:06.722
I was, because I was like,

01:06:07.282 --> 01:06:08.083
all I know about you is

01:06:08.103 --> 01:06:09.344
this fucking clogs come to later.

01:06:09.364 --> 01:06:09.824
And I was like, yeah,

01:06:09.844 --> 01:06:10.704
let's get this on the show.

01:06:10.724 --> 01:06:11.684
Like, what are we doing?

01:06:12.264 --> 01:06:12.565
You know?

01:06:12.585 --> 01:06:16.126
And then Casey called me like an hour ago.

01:06:16.146 --> 01:06:16.547
He's like, dude,

01:06:16.567 --> 01:06:18.387
I feel like shit sitting at, you know,

01:06:19.168 --> 01:06:21.751
cms whatever and uh I'm like

01:06:21.791 --> 01:06:22.411
oh don't worry about it

01:06:22.451 --> 01:06:23.371
like we gotta guess I'm

01:06:23.411 --> 01:06:24.813
good this week um

01:06:25.153 --> 01:06:25.835
especially with you because

01:06:25.894 --> 01:06:27.016
it's like we know a lot of

01:06:27.036 --> 01:06:27.856
the same people right this

01:06:27.916 --> 01:06:29.458
is a small industry and the

01:06:29.538 --> 01:06:30.900
goal is the goal is to

01:06:30.940 --> 01:06:31.360
increase the

01:06:31.420 --> 01:06:33.782
professionalism right within

01:06:33.822 --> 01:06:36.324
this industry so that the

01:06:36.405 --> 01:06:37.786
truck engine trucks either

01:06:37.826 --> 01:06:39.327
step up or step out right

01:06:39.367 --> 01:06:40.688
we want to we want to drive

01:06:40.768 --> 01:06:42.210
home that we're not the

01:06:42.251 --> 01:06:43.692
stanford and sons anymore so

01:06:46.094 --> 01:06:46.875
When I was at Motorola,

01:06:46.934 --> 01:06:48.476
everybody talked about best practices,

01:06:48.556 --> 01:06:48.797
right?

01:06:48.856 --> 01:06:50.697
Everything's data-driven.

01:06:51.239 --> 01:06:52.840
Your spreadsheets,

01:06:53.159 --> 01:06:54.141
everybody's got a metric,

01:06:54.161 --> 01:06:55.081
it's got a procedure.

01:06:55.782 --> 01:06:58.465
Amongst ourselves,

01:06:58.525 --> 01:07:03.009
we develop our own best practices, right?

01:07:03.550 --> 01:07:04.811
We get to decide what the standard is.

01:07:04.971 --> 01:07:05.110
We...

01:07:07.130 --> 01:07:08.550
If you don't have a performer,

01:07:08.570 --> 01:07:10.130
you need to get one.

01:07:10.150 --> 01:07:10.630
You know?

01:07:11.090 --> 01:07:11.992
John or somebody.

01:07:13.512 --> 01:07:14.793
Performer.

01:07:15.353 --> 01:07:16.233
And then what I want,

01:07:16.293 --> 01:07:17.554
and we already do this in our company,

01:07:17.793 --> 01:07:20.195
track your disposal,

01:07:20.534 --> 01:07:21.934
track your recyclable,

01:07:21.994 --> 01:07:22.896
track all the material.

01:07:22.916 --> 01:07:23.516
Where does it go?

01:07:23.835 --> 01:07:24.916
And what can you do to be better?

01:07:25.237 --> 01:07:26.097
I know where we're at.

01:07:27.056 --> 01:07:28.557
We track how many loads.

01:07:28.577 --> 01:07:29.358
I mean, e-waste.

01:07:29.418 --> 01:07:30.978
I sent out 10,000 pounds of

01:07:31.018 --> 01:07:31.699
e-waste last week.

01:07:31.858 --> 01:07:32.358
I'm going to send out

01:07:32.378 --> 01:07:34.099
probably another 9,000 pounds this week.

01:07:34.380 --> 01:07:34.559
Like,

01:07:35.833 --> 01:07:36.454
That matters.

01:07:36.735 --> 01:07:37.894
Those weights matter.

01:07:38.516 --> 01:07:38.976
Check this out.

01:07:38.996 --> 01:07:41.056
I've been doing this for six years now.

01:07:41.336 --> 01:07:42.637
My kids were Boy Scouts.

01:07:43.257 --> 01:07:45.579
So we were there Sunday, yesterday.

01:07:45.599 --> 01:07:51.103
We hauled away $178 worth of e-waste.

01:07:51.202 --> 01:07:52.523
I got paid for the e-waste.

01:07:53.123 --> 01:07:55.684
And then I send it back to the Boy Scouts.

01:07:56.304 --> 01:07:57.186
And then they use it for

01:07:57.206 --> 01:07:58.507
their camping trips and stuff like that.

01:07:58.547 --> 01:07:59.146
But they raised $1,200.

01:08:02.117 --> 01:08:03.898
people drive by, drop off the electronics,

01:08:03.938 --> 01:08:04.119
right?

01:08:04.139 --> 01:08:05.619
They just want to get rid of it.

01:08:06.099 --> 01:08:08.021
And the Boy Scouts take it from one table,

01:08:08.181 --> 01:08:10.141
turn around, put it on another table,

01:08:10.521 --> 01:08:11.742
and have an auction, right?

01:08:12.282 --> 01:08:13.143
And there's all the

01:08:13.163 --> 01:08:14.364
electronics geeks that buy

01:08:14.384 --> 01:08:15.704
all this old stuff, right?

01:08:16.164 --> 01:08:16.645
Oh, my God.

01:08:16.704 --> 01:08:17.265
It's genius.

01:08:18.145 --> 01:08:19.926
Whatever it doesn't sell, I take,

01:08:20.246 --> 01:08:21.306
and I go sell it and give

01:08:21.327 --> 01:08:22.106
it back to the Scouts.

01:08:22.807 --> 01:08:24.347
But it's a really good program.

01:08:24.608 --> 01:08:25.809
I've been doing it for six years now.

01:08:26.408 --> 01:08:27.048
I love that idea.

01:08:27.088 --> 01:08:29.130
How long have you been doing junk removal?

01:08:29.510 --> 01:08:30.490
Why don't we have a conversation?

01:08:31.106 --> 01:08:31.346
Okay.

01:08:31.567 --> 01:08:31.807
All right.

01:08:32.347 --> 01:08:32.608
Yeah.

01:08:33.708 --> 01:08:33.929
All right.

01:08:33.988 --> 01:08:34.770
Well, here's the deal.

01:08:34.970 --> 01:08:36.251
I'm going to build a fucking board.

01:08:36.291 --> 01:08:37.511
I'm going to build a new industry.

01:08:37.811 --> 01:08:39.234
I'm going to build a new

01:08:40.335 --> 01:08:42.976
category within the recycling industry.

01:08:43.617 --> 01:08:43.896
Right now,

01:08:43.917 --> 01:08:44.757
we're going with resource

01:08:44.818 --> 01:08:47.359
allocation professionals or something.

01:08:47.539 --> 01:08:48.900
I'm going to find this.

01:08:48.961 --> 01:08:50.181
I've been working on this

01:08:50.203 --> 01:08:50.962
since the beginning of the year.

01:08:50.983 --> 01:08:52.123
This is like a new thing.

01:08:52.484 --> 01:08:54.246
But I use this platform so

01:08:54.445 --> 01:08:55.447
we can start talking about this.

01:08:55.506 --> 01:08:56.408
What does this look like?

01:08:57.188 --> 01:08:58.548
And who's going to get behind me?

01:08:59.250 --> 01:08:59.489
You know,

01:08:59.590 --> 01:09:01.752
even Annie Barton two weeks ago was like,

01:09:02.271 --> 01:09:02.432
man,

01:09:02.453 --> 01:09:03.833
I got to do more recycling like you do.

01:09:04.194 --> 01:09:04.373
Right.

01:09:04.554 --> 01:09:05.395
And there might be people on

01:09:05.414 --> 01:09:06.395
this that listen to the

01:09:06.416 --> 01:09:08.117
show or these jungle groups

01:09:08.136 --> 01:09:09.078
that think we're fucking nuts.

01:09:09.097 --> 01:09:09.859
Like, yeah, fuck that.

01:09:10.078 --> 01:09:10.779
We'll take everything to my

01:09:10.819 --> 01:09:12.320
landfill because it's $12 a ton.

01:09:12.761 --> 01:09:13.002
Thanks.

01:09:13.181 --> 01:09:14.363
You know, Southern Alabama,

01:09:14.403 --> 01:09:15.182
Northern Florida.

01:09:15.524 --> 01:09:15.684
Right.

01:09:15.764 --> 01:09:16.484
And good on them.

01:09:16.944 --> 01:09:17.145
Right.

01:09:17.164 --> 01:09:17.564
Yeah.

01:09:18.466 --> 01:09:18.907
You know what?

01:09:19.266 --> 01:09:20.809
Then you can't claim to be a professional.

01:09:20.828 --> 01:09:22.070
You can't claim to be a

01:09:22.190 --> 01:09:23.032
frontline recycler.

01:09:23.431 --> 01:09:24.472
And the customers in your

01:09:24.493 --> 01:09:25.493
market that value that

01:09:25.635 --> 01:09:26.515
aren't going to hire you

01:09:26.536 --> 01:09:27.756
because you don't do what

01:09:27.777 --> 01:09:28.318
they're looking for.

01:09:29.645 --> 01:09:30.667
Here's a good question.

01:09:30.726 --> 01:09:31.768
Ask any junk guy,

01:09:32.108 --> 01:09:35.050
what's your metal recycle rate?

01:09:36.430 --> 01:09:36.992
What's your metric?

01:09:37.792 --> 01:09:38.972
Everyone should know their number.

01:09:39.833 --> 01:09:40.274
Start there.

01:09:42.355 --> 01:09:43.515
Start with metal recycling,

01:09:43.837 --> 01:09:45.318
then move on to electronics,

01:09:45.557 --> 01:09:46.738
then move on to whatever

01:09:46.838 --> 01:09:48.060
else pays in your market.

01:09:48.920 --> 01:09:52.722
Cardboard, magazines, books, clothes,

01:09:53.243 --> 01:09:55.645
shoes, belts, purses, mattresses,

01:09:55.784 --> 01:09:56.286
something.

01:09:56.845 --> 01:09:57.527
Donations.

01:09:58.600 --> 01:09:58.921
So, yeah,

01:09:58.940 --> 01:10:00.322
we should be able to come up with

01:10:00.381 --> 01:10:01.983
a norm of metrics.

01:10:02.023 --> 01:10:03.123
Like, for us,

01:10:03.163 --> 01:10:05.706
it's about 3% metal recycling.

01:10:06.445 --> 01:10:07.987
But we don't track our cardboard.

01:10:08.507 --> 01:10:10.189
Our e-waste is not a whole lot.

01:10:10.309 --> 01:10:13.551
Like, this month, it was, well,

01:10:13.791 --> 01:10:14.431
they pay us, like,

01:10:14.471 --> 01:10:15.752
scrap metal for the e-waste.

01:10:16.393 --> 01:10:18.694
So how do we break that down?

01:10:18.713 --> 01:10:20.295
So we get 18 cents a pound.

01:10:20.756 --> 01:10:22.296
So I just figured out what my take was,

01:10:22.337 --> 01:10:22.796
and that's that.

01:10:23.337 --> 01:10:23.618
Okay.

01:10:23.717 --> 01:10:23.917
You know?

01:10:25.176 --> 01:10:26.761
So if you got $180, you had, you know,

01:10:26.761 --> 01:10:29.488
1,000 pounds, whatever, 18 cents a pound,

01:10:29.689 --> 01:10:30.770
whatever your weight is, you know?

01:10:31.809 --> 01:10:32.009
Yeah,

01:10:32.029 --> 01:10:33.689
like how many pounds did you keep out

01:10:33.710 --> 01:10:34.989
of the landfill this month?

01:10:35.529 --> 01:10:35.909
Exactly.

01:10:36.149 --> 01:10:36.869
So that's the thing.

01:10:36.949 --> 01:10:37.591
There are certain

01:10:37.631 --> 01:10:38.451
conversions when you look

01:10:38.490 --> 01:10:39.911
at cubic yardage versus weight,

01:10:40.291 --> 01:10:40.792
and that's fine.

01:10:41.032 --> 01:10:42.192
So I measure everything in

01:10:42.231 --> 01:10:43.332
cubic yards and weight,

01:10:43.692 --> 01:10:45.212
and you've got to have some

01:10:45.252 --> 01:10:46.592
level of liberty between the two.

01:10:46.872 --> 01:10:47.934
So if I get the cubic yards

01:10:48.073 --> 01:10:48.753
or I get the weight,

01:10:48.993 --> 01:10:50.054
I can make a justification

01:10:50.094 --> 01:10:51.215
out of the number, right?

01:10:51.354 --> 01:10:52.135
Like I know, like, look,

01:10:52.154 --> 01:10:52.935
when we do the cogs,

01:10:53.135 --> 01:10:54.154
I know one full trailer

01:10:54.175 --> 01:10:57.275
scrap on average is 2,000 pounds, right?

01:10:57.296 --> 01:10:57.416
Yeah.

01:11:00.595 --> 01:11:02.356
I know my averages.

01:11:02.757 --> 01:11:04.859
I know that 2,000 pounds is

01:11:04.899 --> 01:11:06.560
also equivalent to a ton, right?

01:11:06.579 --> 01:11:07.460
And that's if I take one

01:11:07.479 --> 01:11:08.560
trail right to the landfill,

01:11:08.841 --> 01:11:09.681
that's about what it's going to be.

01:11:10.021 --> 01:11:10.202
Yes.

01:11:10.542 --> 01:11:12.203
If it's all full of mattresses, it's less.

01:11:12.563 --> 01:11:14.583
If it's all full of, you know,

01:11:15.024 --> 01:11:16.586
exercise equipment, it's going to be more,

01:11:16.666 --> 01:11:16.826
right?

01:11:17.086 --> 01:11:18.506
Yes, we know that.

01:11:18.886 --> 01:11:20.167
And yet there's some level

01:11:20.188 --> 01:11:22.328
of tolerance where people can say, okay,

01:11:22.389 --> 01:11:23.250
what are we really doing to

01:11:23.270 --> 01:11:24.369
keep this stuff out of the landfill?

01:11:25.331 --> 01:11:26.712
And when you measure it, it'll get done.

01:11:27.542 --> 01:11:27.842
All right.

01:11:28.162 --> 01:11:28.783
I feel good.

01:11:28.804 --> 01:11:29.083
All right.

01:11:29.503 --> 01:11:29.864
John,

01:11:29.904 --> 01:11:32.225
you're going to be on the – what's that?

01:11:32.846 --> 01:11:33.567
Let me show you something.

01:11:33.667 --> 01:11:34.627
Let me reach across here.

01:11:34.648 --> 01:11:35.509
I'm going to bring my back.

01:11:35.548 --> 01:11:35.849
Hang on.

01:11:36.409 --> 01:11:37.109
Check this out.

01:11:41.113 --> 01:11:41.592
That's hot.

01:11:41.672 --> 01:11:42.033
What is that?

01:11:42.113 --> 01:11:44.836
An old – yeah, what is that?

01:11:45.854 --> 01:11:47.375
Did you make that?

01:11:47.935 --> 01:11:48.695
No, I didn't make it.

01:11:48.716 --> 01:11:49.856
We got it from a junk job.

01:11:50.438 --> 01:11:51.158
What is it?

01:11:51.578 --> 01:11:52.519
I have no idea, dude.

01:11:52.939 --> 01:11:55.622
So up at the top, it's got the levers,

01:11:55.662 --> 01:11:56.762
like the old car radios.

01:11:57.323 --> 01:11:57.963
I know.

01:11:58.003 --> 01:11:59.385
It looks like a birdhouse

01:11:59.425 --> 01:12:00.244
made out of scrap.

01:12:00.426 --> 01:12:01.246
I don't know.

01:12:01.326 --> 01:12:02.247
And what else is on here?

01:12:02.627 --> 01:12:04.788
So it's got like a CD player.

01:12:04.889 --> 01:12:06.409
Yeah, I see a shitload of copper.

01:12:07.171 --> 01:12:07.631
Yeah.

01:12:07.650 --> 01:12:09.372
There's a battery.

01:12:10.332 --> 01:12:10.594
Yeah.

01:12:10.654 --> 01:12:11.514
I don't know.

01:12:11.573 --> 01:12:12.095
It was a...

01:12:13.833 --> 01:12:14.194
I don't know.

01:12:14.293 --> 01:12:16.055
It was an apartment we emptied out,

01:12:16.076 --> 01:12:16.655
and this was in there,

01:12:16.676 --> 01:12:18.476
and the guys brought it.

01:12:18.497 --> 01:12:19.257
I'm like, dude,

01:12:19.278 --> 01:12:21.139
that's like 40 bucks of

01:12:21.220 --> 01:12:22.279
copper right there.

01:12:22.661 --> 01:12:23.841
That's a crackhead's weekend

01:12:23.881 --> 01:12:24.761
project right there.

01:12:25.682 --> 01:12:27.503
Although a crackhead would scrap that.

01:12:28.064 --> 01:12:29.064
That thing's awesome.

01:12:29.525 --> 01:12:30.827
It almost looks like the vehicle.

01:12:31.207 --> 01:12:32.528
What was that vehicle in Star Wars?

01:12:33.007 --> 01:12:33.469
Oh, yeah.

01:12:33.649 --> 01:12:34.469
When they come across

01:12:34.509 --> 01:12:36.331
Tantooine with the... Yeah, yeah.

01:12:36.511 --> 01:12:37.291
That's what it looks like.

01:12:38.551 --> 01:12:39.033
What was that?

01:12:39.533 --> 01:12:40.033
The fucking...

01:12:41.212 --> 01:12:43.554
Yeah, when they're chasing down C-3PO.

01:12:43.994 --> 01:12:45.395
Look at this.

01:12:45.936 --> 01:12:46.256
Oh, my God.

01:12:46.277 --> 01:12:46.898
We got a cage.

01:12:46.938 --> 01:12:47.417
Is it open?

01:12:47.518 --> 01:12:47.738
Oh, yeah.

01:12:47.838 --> 01:12:48.118
Of course.

01:12:48.139 --> 01:12:49.399
You got to have a keypad.

01:12:51.242 --> 01:12:51.622
I lied.

01:12:51.681 --> 01:12:53.743
No Kraken would give out that much copper.

01:12:53.963 --> 01:12:55.345
That's crazy.

01:12:56.426 --> 01:12:57.087
I love that thing.

01:12:57.108 --> 01:12:58.189
That was interesting.

01:12:59.707 --> 01:13:00.047
All right.

01:13:00.108 --> 01:13:01.609
No, that was worth it.

01:13:01.649 --> 01:13:02.630
That was worth the extra two

01:13:02.649 --> 01:13:03.270
minutes of the show.

01:13:03.911 --> 01:13:04.952
All right.

01:13:05.311 --> 01:13:06.432
I love everything about that.

01:13:06.453 --> 01:13:07.092
All right.

01:13:07.153 --> 01:13:07.694
Well, there we go.

01:13:08.113 --> 01:13:08.373
John,

01:13:08.394 --> 01:13:10.595
you're going to be on the founding

01:13:10.636 --> 01:13:11.917
members or maybe the board

01:13:12.476 --> 01:13:13.398
of whatever this new thing

01:13:13.438 --> 01:13:15.899
is I build to drive home

01:13:16.220 --> 01:13:17.159
the importance of

01:13:18.341 --> 01:13:20.002
responsible recycling and

01:13:20.983 --> 01:13:23.045
reallocation or allocation

01:13:23.104 --> 01:13:24.145
of resources as we're

01:13:24.164 --> 01:13:25.626
coming across them as we're

01:13:25.645 --> 01:13:26.726
out servicing customers.

01:13:27.207 --> 01:13:27.927
And we're going to get rid

01:13:27.948 --> 01:13:28.929
of the word junk removal.

01:13:30.010 --> 01:13:31.230
in due time, right?

01:13:31.810 --> 01:13:33.731
Yeah, we give it something more admirable.

01:13:34.492 --> 01:13:34.832
I like it.

01:13:34.853 --> 01:13:35.632
All right.

01:13:35.792 --> 01:13:36.913
Well, it's been a fun hour.

01:13:36.934 --> 01:13:37.554
75 minutes.

01:13:37.573 --> 01:13:39.215
We're coming up on 75 minutes of the show.

01:13:39.595 --> 01:13:40.854
John, let's get to the big finish.

01:13:40.956 --> 01:13:42.496
What was your top takeaway

01:13:43.176 --> 01:13:44.157
from today's episode?

01:13:45.057 --> 01:13:46.698
Today's top takeaway.

01:13:51.020 --> 01:13:52.100
There's other people like me

01:13:52.161 --> 01:13:52.720
out in the world.

01:13:52.740 --> 01:13:54.101
You took mine.

01:13:54.402 --> 01:13:55.301
That was going to be mine.

01:13:55.322 --> 01:13:57.984
100% was going to be like... No, so...

01:13:59.439 --> 01:14:03.345
Humble beginnings make for a good life.

01:14:03.364 --> 01:14:03.824
You know what?

01:14:04.225 --> 01:14:05.567
In my head, I already had it.

01:14:05.587 --> 01:14:06.188
I was like, all right,

01:14:06.268 --> 01:14:08.411
I'm going to talk about it.

01:14:08.430 --> 01:14:09.752
When you start in the same place,

01:14:11.094 --> 01:14:12.414
you can run a parallel journey, right?

01:14:12.615 --> 01:14:14.157
You and I, very different, right?

01:14:14.176 --> 01:14:15.279
We're on the other side of the country.

01:14:15.859 --> 01:14:17.220
Your father came to this country,

01:14:17.702 --> 01:14:19.262
immigrant, didn't speak English.

01:14:19.923 --> 01:14:20.203
Right.

01:14:20.243 --> 01:14:21.045
There's all this shit when

01:14:21.064 --> 01:14:21.905
it comes to immigration.

01:14:22.025 --> 01:14:23.146
I talked about that show last week.

01:14:24.189 --> 01:14:24.969
We're sitting there.

01:14:24.988 --> 01:14:25.770
We're talking to Xavier.

01:14:25.789 --> 01:14:26.591
He came from Venezuela.

01:14:26.951 --> 01:14:28.172
I am pro immigration.

01:14:28.493 --> 01:14:29.654
I am pro people that want to

01:14:29.673 --> 01:14:31.475
come to this work, this country and work.

01:14:31.756 --> 01:14:32.657
We've got a bunch of lazy

01:14:32.697 --> 01:14:33.438
ass people in this country

01:14:33.457 --> 01:14:34.198
that don't want to work.

01:14:34.800 --> 01:14:36.742
I am pro first generation immigrants.

01:14:37.702 --> 01:14:39.182
I'm first generation off the farm,

01:14:39.422 --> 01:14:41.844
which is similar in the

01:14:41.884 --> 01:14:43.564
sense that my dad had to

01:14:43.645 --> 01:14:45.064
learn the way that society worked.

01:14:45.465 --> 01:14:47.206
And I haven't been corrupted

01:14:47.265 --> 01:14:49.306
by the idea of corporate

01:14:49.327 --> 01:14:50.487
America and capitalism the

01:14:50.506 --> 01:14:51.427
way it's supposed to be.

01:14:51.608 --> 01:14:52.948
So I still got that fire

01:14:52.988 --> 01:14:54.849
inside of me to figure it the fuck out.

01:14:55.248 --> 01:14:57.430
So I love the fact that you

01:14:57.489 --> 01:14:58.970
and I humble beginnings.

01:14:59.490 --> 01:15:01.131
I talk about it in my book even.

01:15:01.212 --> 01:15:01.412
I don't...

01:15:02.412 --> 01:15:03.391
I don't call us poor.

01:15:03.471 --> 01:15:05.273
I don't call us low class.

01:15:05.872 --> 01:15:06.833
And yet I knew we drove

01:15:06.894 --> 01:15:08.673
around picking through trash, right?

01:15:08.774 --> 01:15:10.614
So whatever you call that, right?

01:15:11.055 --> 01:15:12.076
And yet those lessons

01:15:12.176 --> 01:15:14.436
learned are more important,

01:15:14.516 --> 01:15:16.216
resonate with me more than

01:15:16.237 --> 01:15:17.537
a four-year college

01:15:17.578 --> 01:15:18.578
education at a private

01:15:18.618 --> 01:15:19.859
college that I went to, right?

01:15:21.207 --> 01:15:22.268
Those humble beginnings

01:15:22.707 --> 01:15:24.288
allow you to be successful.

01:15:24.509 --> 01:15:25.829
And for people that were not

01:15:26.310 --> 01:15:28.131
privileged with the humble beginnings,

01:15:28.150 --> 01:15:29.931
the people that grew up, you know,

01:15:29.992 --> 01:15:30.953
maybe with a silver spoon

01:15:30.972 --> 01:15:33.654
up their ass or they grew up not wanting,

01:15:34.435 --> 01:15:35.395
you got to find what you

01:15:35.435 --> 01:15:36.855
want because that ability

01:15:36.876 --> 01:15:38.716
to be hungry every day is

01:15:38.737 --> 01:15:40.597
going to get you through the tough times.

01:15:40.877 --> 01:15:41.059
You know,

01:15:41.238 --> 01:15:42.198
all these junk world companies

01:15:42.219 --> 01:15:43.159
that came and went over the

01:15:43.199 --> 01:15:43.779
last couple of years

01:15:44.000 --> 01:15:45.161
because they got it when it was easy.

01:15:45.881 --> 01:15:47.721
Easy come, easy fucking go.

01:15:48.042 --> 01:15:48.443
Like you said,

01:15:48.983 --> 01:15:50.323
you've been doing it for 10 years.

01:15:50.524 --> 01:15:51.304
You've been doing it all

01:15:51.344 --> 01:15:52.784
your life in some capacity.

01:15:53.045 --> 01:15:54.426
So when the ebbs and flows come,

01:15:54.805 --> 01:15:55.907
you're going to be consistent.

01:15:56.367 --> 01:15:56.846
You're going to be the

01:15:56.926 --> 01:15:59.649
constant advocate within

01:15:59.689 --> 01:16:01.449
your industry and within

01:16:01.489 --> 01:16:02.951
your business to ensure that you can

01:16:03.490 --> 01:16:03.712
right?

01:16:03.771 --> 01:16:05.394
Survive for another day and

01:16:05.533 --> 01:16:06.555
thrive tomorrow.

01:16:06.635 --> 01:16:08.457
So my top takeaway is that

01:16:08.476 --> 01:16:09.559
we were on the same page,

01:16:09.899 --> 01:16:11.820
humble beginnings, similar track.

01:16:12.061 --> 01:16:13.262
And we have a similar idea

01:16:13.283 --> 01:16:14.384
of what the future looks

01:16:14.765 --> 01:16:15.565
for this industry.

01:16:15.805 --> 01:16:17.868
As we get to decide,

01:16:18.208 --> 01:16:19.631
we get to create this new industry.

01:16:20.578 --> 01:16:21.278
That was exciting.

01:16:21.918 --> 01:16:22.639
What a great show.

01:16:23.099 --> 01:16:23.479
All right.

01:16:24.699 --> 01:16:27.201
On behalf of Taylor, sure, our producer,

01:16:27.561 --> 01:16:28.542
Casey Bubba Lawrence,

01:16:28.561 --> 01:16:29.542
who was out this week.

01:16:29.762 --> 01:16:30.842
He will be back next week.

01:16:31.323 --> 01:16:32.064
He was, John,

01:16:32.684 --> 01:16:33.384
say your last name because I

01:16:33.404 --> 01:16:33.984
don't want to fuck it up

01:16:34.045 --> 01:16:36.626
and I can't roll an R. Say it again.

01:16:37.185 --> 01:16:37.846
John Aguirre.

01:16:38.618 --> 01:16:40.918
John, man, I don't want to fuck it up,

01:16:40.958 --> 01:16:41.538
but I want to say it.

01:16:42.159 --> 01:16:43.079
We're going to leave it at that.

01:16:43.100 --> 01:16:44.001
All right.

01:16:44.081 --> 01:16:44.661
Next week,

01:16:45.060 --> 01:16:45.881
Taylor's going to tell me what

01:16:45.902 --> 01:16:46.442
we're talking about.

01:16:46.462 --> 01:16:46.881
Oh, next week,

01:16:46.942 --> 01:16:47.742
I know what we're talking about.

01:16:48.403 --> 01:16:49.122
We got this woman.

01:16:49.143 --> 01:16:49.922
I already forgot her name

01:16:49.943 --> 01:16:50.884
because that's what I do best.

01:16:51.203 --> 01:16:53.104
Anyways, she works for Wastecap.

01:16:53.345 --> 01:16:55.225
So she works with companies and audits.

01:16:56.506 --> 01:16:57.567
All the stuff they put in the trash,

01:16:58.467 --> 01:16:59.387
what percentage of it could

01:16:59.408 --> 01:17:00.028
have been recycled?

01:17:00.408 --> 01:17:01.048
So it's going to be very

01:17:01.149 --> 01:17:02.088
eye-opening and interesting

01:17:02.349 --> 01:17:03.590
to hear from her that

01:17:03.689 --> 01:17:05.631
Wastecap's a nonprofit company.

01:17:06.100 --> 01:17:07.060
I want to say her name is Stephanie.

01:17:07.081 --> 01:17:07.701
Am I right there?

01:17:08.301 --> 01:17:08.601
Stephanie?

01:17:08.761 --> 01:17:09.601
Oh, it was Stephanie.

01:17:10.042 --> 01:17:10.542
Yay, me.

01:17:10.862 --> 01:17:11.702
I thought it was Stephanie.

01:17:11.742 --> 01:17:13.563
Then Taylor put it in the private chat.

01:17:13.783 --> 01:17:14.143
Stephanie.

01:17:14.462 --> 01:17:15.363
Stephanie will be joining us

01:17:15.682 --> 01:17:16.884
to really talk about how

01:17:17.123 --> 01:17:18.684
what we do matters to large

01:17:18.724 --> 01:17:19.925
corporations and large companies.

01:17:20.685 --> 01:17:22.524
As we are the frontline recyclers,

01:17:22.765 --> 01:17:23.886
we are the resource

01:17:24.006 --> 01:17:25.345
allocation professionals,

01:17:25.786 --> 01:17:28.146
the wrappers of tomorrow by

01:17:28.186 --> 01:17:29.386
our best practices today.

01:17:29.667 --> 01:17:30.787
Put that in the fucking tagline.

01:17:31.127 --> 01:17:33.470
Also, the episode name, just so you know,

01:17:34.050 --> 01:17:35.411
Every Man Needs a Spreadsheet.

01:17:35.652 --> 01:17:36.853
That is going to be the episode name.

01:17:37.292 --> 01:17:38.873
Thank you so much, my good friend.

01:17:39.173 --> 01:17:40.815
Over at Happy Junk Removal, John.

01:17:41.036 --> 01:17:41.256
John,

01:17:41.296 --> 01:17:42.356
stick around for a minute at the end

01:17:42.396 --> 01:17:42.716
of the show.

01:17:42.737 --> 01:17:43.858
We'll chat.

01:17:44.417 --> 01:17:44.838
I'm Andy.

01:17:44.878 --> 01:17:45.378
He's John.

01:17:45.479 --> 01:17:46.100
Casey Taylor.

01:17:46.199 --> 01:17:47.060
All the people mentioned.

01:17:47.541 --> 01:17:48.801
And for all you listeners out there,

01:17:48.902 --> 01:17:49.682
thank you for joining us,

01:17:49.922 --> 01:17:51.304
and we will see you next week.

01:17:55.216 --> 01:17:55.936
Thanks for listening.

01:17:56.417 --> 01:17:57.958
Tap subscribe or follow to

01:17:57.979 --> 01:17:59.100
get the latest episode.

01:17:59.399 --> 01:18:00.860
And if you enjoyed this episode,

01:18:01.020 --> 01:18:01.801
be sure to leave us a

01:18:01.862 --> 01:18:03.524
review and tell a friend to listen.

01:18:04.024 --> 01:18:06.105
To learn more, visit Trash Talk Business.