Ep. 111 - Waste Expo Highlights and Networking Wins

WEBVTT

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here we are episode 111 of

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the trash talk business

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podcast this is our

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opportunity to come

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together once a week and

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talk about the amazing junk

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removal business so

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wherever you are in your

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business growing scaling

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building exiting you've

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come to the right place as

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always I'm andy wines he is

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casey bubble laurence casey

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what are we talking about

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this week well I think

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today is a special day

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because we don't have a guest

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So we get kind of freestyle

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and do what we want,

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not have to worry about

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anybody else's opinion.

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So that's good.

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Yeah.

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On the flip side,

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I don't like how Facebook

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doesn't let us interact

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with our group members anymore because,

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you know, their opinions are valuable,

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I think,

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because they are in that VIP list.

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So how do we get past that?

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Is that a question we've answered?

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Or do we just have to...

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Yeah, I mean, how we get past that,

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it's technology.

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Yeah,

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we want audience participation and

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interaction.

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People can participate on

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the general Facebook, right?

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Or not.

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Where can they participate?

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Yeah, no, since the...

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Taylor said,

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I'll get an additional link

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out to the VIP group and

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monitor all comments.

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Additionally, Facebook, PageMan,

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and YouTube link work well

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for interaction.

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Okay, so there's a chance.

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However, yeah,

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since Facebook changed its algorithms,

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our live viewership and

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interaction has gone down the crapper,

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which is not fun.

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That's not fun for anyone

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because one of the reasons

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we brought it live was to

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have a better fan experience.

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So, yes, Taylor will work his magic.

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I can do a Waste Expo recap

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for the people that want to.

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Yeah,

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let's see where you're going for you.

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How was Waste Expo?

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I didn't get to go to Waste

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Expo this year.

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I have been just super

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swamped with a lot of awesome things.

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Yeah.

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Unfortunately, it wasn't trash related.

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Yeah.

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Yeah, so Waste Expo recap,

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we can jump into that.

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Great Waste Expo.

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What I enjoy about it is,

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this is my plug for anybody

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to go to Waste Expo or any

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convention or expo, is the osmosis,

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right?

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Seeing things.

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When I go,

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I go with a few check the box things.

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Like, hey,

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I'm going to do these couple of things.

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And then beyond that,

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I am looking for things

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I've never seen before.

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I bought a sweeper.

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It was like super high speed,

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walk behind it, battery powered sweeper.

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It holds 16 gallons of dirt

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and water or liquid or regular waste.

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So I'm looking forward to

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that because we've got

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20,000 square feet of

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warehouse that needs to get

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swept regularly.

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And I spent,

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for years I've seen them and I've,

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you know,

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uh, not pull the trigger.

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And I finally adulted and

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pulled the trigger.

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So that was interesting.

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Um, I also, I spoke at ways to expo.

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I talked about the language of leadership.

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So it's a lot of what I talk about, uh,

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in my book.

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And that was good.

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And that's another thing.

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I, I talked to a guy, uh, last week,

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actually Thursday, um,

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And it was from a networking perspective.

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And one of the best things

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you can do networking-wise

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is going out there and speaking,

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putting yourself out there

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and adding value from your perspective.

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And often when I'm speaking,

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it has nothing to do with

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the waste industry.

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It has nothing to do with my discipline.

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I'm adding a different type

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of value to the end user.

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And really what it comes

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down to is when you add value,

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people will remember you.

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That old adage,

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people don't remember what

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you said or what you did.

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They remember how they felt.

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And so when you add value,

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fuck you done it, dude.

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I remember my afternoon

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crash right in the middle

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of a fucking show.

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When you add value,

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people remember that shit.

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Maybe it's too much decaf coffee.

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I drink decaf all day.

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That's exactly what it is.

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Yeah, you know what?

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My brain is like, hey, motherfucker,

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we want regular shit.

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That's what we want.

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We want regular our lives.

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Actual coffee.

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I want the good stuff.

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It's just brown water.

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Give me the good stuff.

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Well, you know, to your point though,

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so I was in DC recently and

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I had a great opportunity

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to meet a lot of people.

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I normally wouldn't be in

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the same room with or spend

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a couple of days with

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people that normally I'd

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get just a luncheon with.

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Right.

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And it's cool because it was,

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it was sort of intimate.

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I mean,

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In our group,

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there was like 30 people who

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stayed in the same hotel.

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And we broke out into

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different tracks during the day.

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We saw different congressmen and women,

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different congressional

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hearings or whatever.

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But the cool thing was the nighttime.

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Obviously, during the daytime,

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you're busy doing things

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and seeing things.

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In meetings, you can't really talk.

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But at nighttime,

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you get to go hang out with

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these higher echelon folks

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that are putting their hair down.

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And I got really good in

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with Lockheed with their

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missile department and also

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the aeronautics department,

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which is super cool.

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And we've been, you know,

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it goes back to it's all

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about the follow up, right?

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Well, we spent a couple of days together,

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a couple of nights, you know,

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on the town.

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D.C.

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is great.

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I've also got to spend time

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with some councilmen and

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some some real estate attorneys.

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But when I got home,

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the first thing I did was follow up.

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Hey,

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it's great meeting and talking with you.

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Had a great time.

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Learned a lot.

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Would love to catch up

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whenever you have a minute.

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That's about it.

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And now, you know,

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tomorrow I have two

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meetings back to back.

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Lockheed, then Boeing.

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And then...

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I got invited to be a VIP

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guest to a big state lunch

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that Lockheed is the main sponsor for.

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And I'm their VIP guest.

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So the connection was made, the nurture.

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And it's part of the

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nurturing process is now

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I'm going to go to one of

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their events on their

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behalf and meet their connections.

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So the personal development is insane.

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But it took me to get

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outside my comfort zone and

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meet people I didn't know.

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Most of them were older than me.

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And very well-versed in politics,

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not like I am.

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But I'm telling you right now,

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it's networking 101.

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It really is.

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It's not just a happy hour meet and greet.

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You're also going there

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without an intention, right?

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You're not calling on them.

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You're not looking to sell them.

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You're looking to meet with them.

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That's one of the challenges.

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You know, what I saw in the jungle space,

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especially when it came to the franchise,

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it was like, oh,

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I went to a networking event.

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My phone hasn't rang.

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It's like, well, what else have you done?

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You go to like two networking events,

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you think, oh,

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everyone in the chambers

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know who you are.

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You've got to go for two years, right?

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You've got to put the work in.

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I met a woman the other day.

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She's been 31 years she's

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been part of the Menominee Falls Chamber.

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And they're an IT company.

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So like 31 years, I mean, 31 years ago,

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IT wasn't like it is now, right?

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And she's a really good lady.

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And I asked her, she's like, oh, yeah,

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we're trying out this new chamber.

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I go, oh, okay, what does that mean?

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She goes,

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we will try out our chamber for

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three years before we make

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a determination.

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Right.

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We are willing to commit to

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three years right off the bat.

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And I'm like, OK.

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Right.

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And my rule is always like 90 and 90.

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First 90 days,

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you can prove whether or not it works.

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Not necessarily.

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No, you can say, yes,

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it works or you're not sure.

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And then the next 90 days I

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can prove whether or not.

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Right.

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So I'm like, I'm a six month guy.

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If it ain't working after six months,

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we're probably not going to

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read the chamber, though.

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It's a little different

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because there's a lot of variables.

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Right.

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In order to maximize the

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actual benefits from a chamber,

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it actually does take about three years.

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I mean, think of all the businesses.

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Oh, yeah.

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I'm always looking for an MVP.

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I'm looking for a minimal viable product.

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Did the phone.

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Did we get some connections?

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Did we get the phone to ring a few times?

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I'm not looking for.

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Did we make our ROI?

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No.

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Did we get some traction

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after six months and we got no traction?

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Well, why?

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Right.

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And then and then it's also, yeah,

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we realize that commercial

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ones are going to be a longer,

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longer burn.

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That's what's interesting.

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When you got some of these

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cats that have been around for 18 months,

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two years, and they're like, oh,

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it just hasn't picked up

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the way I thought of what it's like.

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Well,

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keep grinding because you're not

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there yet.

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And of those two years,

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how active were you in the chamber?

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If you go 90 days without

00:08:38.240 --> 00:08:39.741
being active in a chamber,

00:08:40.582 --> 00:08:41.844
you start the clock all over.

00:08:42.591 --> 00:08:43.471
Because they will forget about it.

00:08:43.491 --> 00:08:44.192
You're essentially paying to

00:08:44.231 --> 00:08:45.712
just be on a list that no one looks at.

00:08:46.352 --> 00:08:47.214
Yep.

00:08:47.274 --> 00:08:47.214
100%.

00:08:47.333 --> 00:08:48.934
You know?

00:08:49.515 --> 00:08:49.696
Yeah.

00:08:50.436 --> 00:08:51.876
When you go to networking events,

00:08:52.116 --> 00:08:52.837
you got to be present.

00:08:53.258 --> 00:08:53.878
That's the nice thing.

00:08:53.898 --> 00:08:56.440
When I go to Waste Expo, I'm like, my team,

00:08:56.620 --> 00:08:57.640
you know, we dial it in.

00:08:57.660 --> 00:08:58.782
We make sure the schedule is tight.

00:08:59.322 --> 00:09:00.842
And then I need to be present.

00:09:00.962 --> 00:09:01.703
I'm walking the floor.

00:09:01.744 --> 00:09:02.724
I need to be attentive.

00:09:03.365 --> 00:09:03.585
Right?

00:09:03.924 --> 00:09:04.485
Missed question.

00:09:04.905 --> 00:09:05.046
Yeah.

00:09:06.033 --> 00:09:07.073
do you get out of a convert

00:09:07.094 --> 00:09:08.754
so you know exactly what

00:09:08.774 --> 00:09:09.534
I'm talking about you go to

00:09:09.554 --> 00:09:10.895
a networking event that

00:09:10.995 --> 00:09:12.056
second person that talks to

00:09:12.115 --> 00:09:13.076
you you get roped into a

00:09:13.177 --> 00:09:14.216
conversation and you're

00:09:14.236 --> 00:09:16.057
like I'm missing out on

00:09:16.097 --> 00:09:17.499
opportunities here how do

00:09:17.519 --> 00:09:18.658
you exit that conversation

00:09:18.759 --> 00:09:19.659
without just completely

00:09:19.700 --> 00:09:21.900
blowing them off sometimes

00:09:21.921 --> 00:09:22.620
you completely blow them

00:09:22.721 --> 00:09:24.182
off I mean I'm not the I am

00:09:24.221 --> 00:09:25.423
not the one that uh

00:09:26.929 --> 00:09:27.730
you ought to fucking take

00:09:27.750 --> 00:09:29.494
your social cues from, right?

00:09:29.533 --> 00:09:30.955
I watch other people's body language,

00:09:31.035 --> 00:09:31.696
watch their feet.

00:09:32.216 --> 00:09:33.859
I watch people's feet, right?

00:09:34.820 --> 00:09:34.919
If,

00:09:35.100 --> 00:09:36.802
if one of the feet don't necessarily

00:09:36.822 --> 00:09:38.404
watch our feet, like sometimes I'm like,

00:09:38.504 --> 00:09:39.265
all right, I get it.

00:09:39.645 --> 00:09:40.427
But why are you still talking?

00:09:40.466 --> 00:09:40.748
I got it.

00:09:40.967 --> 00:09:41.548
You know, I don't,

00:09:42.068 --> 00:09:42.269
I know.

00:09:42.308 --> 00:09:43.691
I break contact.

00:09:43.750 --> 00:09:44.530
Hey, nice meeting you.

00:09:44.610 --> 00:09:45.631
I'm off to the next booth.

00:09:46.153 --> 00:09:47.774
Hey, great.

00:09:48.615 --> 00:09:49.416
Good follow-up.

00:09:50.976 --> 00:09:52.999
I spoke at Waste of Expo Tuesday morning,

00:09:53.399 --> 00:09:54.299
so I know there's going to

00:09:54.320 --> 00:09:55.000
be people that are going to

00:09:55.541 --> 00:09:57.241
want to monopolize my time.

00:09:58.462 --> 00:09:59.683
And so I run with it.

00:09:59.844 --> 00:10:01.525
I don't get upset with them or butthurt.

00:10:02.346 --> 00:10:03.187
I guess I look at it from

00:10:03.226 --> 00:10:04.947
having this abundance mindset.

00:10:06.288 --> 00:10:07.129
Actually, this happened to me.

00:10:07.190 --> 00:10:10.432
So this guy, Scraplife, Brett Eckert,

00:10:11.932 --> 00:10:13.014
we interviewed him on the podcast, right?

00:10:13.033 --> 00:10:13.995
He's got a couple of scrap

00:10:14.014 --> 00:10:15.395
yards out of Idaho, big guy,

00:10:15.416 --> 00:10:16.397
Scraplife podcast.

00:10:16.956 --> 00:10:17.376
Cool dude.

00:10:17.596 --> 00:10:19.018
So I saw him opening morning,

00:10:19.177 --> 00:10:21.118
Tuesday morning on a waste expo.

00:10:21.817 --> 00:10:22.958
I was meeting somebody right

00:10:22.979 --> 00:10:24.259
by the sign and I saw him

00:10:24.278 --> 00:10:25.879
and he was being interviewed by this,

00:10:26.120 --> 00:10:26.639
this woman.

00:10:26.919 --> 00:10:27.600
And he was like,

00:10:28.080 --> 00:10:28.880
I could tell he didn't want

00:10:28.900 --> 00:10:29.760
to be in the conversation

00:10:30.520 --> 00:10:31.400
and she's interviewing him

00:10:31.461 --> 00:10:32.402
and she's there trying to

00:10:32.422 --> 00:10:34.261
get her social media game on or whatever.

00:10:34.322 --> 00:10:34.501
Right.

00:10:35.182 --> 00:10:36.102
And he's like, Hey,

00:10:36.263 --> 00:10:37.143
you know who you need to talk to?

00:10:37.243 --> 00:10:37.883
You talk to this guy.

00:10:37.923 --> 00:10:39.024
He's fucking top notch.

00:10:39.104 --> 00:10:39.203
Right.

00:10:39.224 --> 00:10:41.904
He said to me, I'm like, right, exactly.

00:10:41.945 --> 00:10:42.085
Right.

00:10:42.485 --> 00:10:44.725
And that was the, Hey, I'm done with you.

00:10:44.764 --> 00:10:45.385
Let me hand you off.

00:10:45.405 --> 00:10:46.005
And then the woman didn't

00:10:46.025 --> 00:10:46.645
want to talk to me.

00:10:47.625 --> 00:10:48.404
I'm like, all right, cool.

00:10:48.725 --> 00:10:49.826
So it was a win-win.

00:10:50.025 --> 00:10:50.625
He got out of the

00:10:50.666 --> 00:10:52.486
conversation and I got a

00:10:52.647 --> 00:10:54.326
plug and she didn't want to

00:10:54.346 --> 00:10:54.868
talk to me anyway.

00:10:54.927 --> 00:10:55.368
So fine.

00:10:55.988 --> 00:10:57.428
I think that's the easiest way.

00:10:57.448 --> 00:10:58.489
If you can introduce someone

00:10:59.208 --> 00:11:01.110
during your conversation, that's easy.

00:11:01.649 --> 00:11:03.331
So for me, when I pick up on something,

00:11:03.451 --> 00:11:04.750
we get, so in Milwaukee here,

00:11:04.791 --> 00:11:05.892
we get Northwestern Mutual

00:11:06.532 --> 00:11:08.633
and the NM guys and women,

00:11:08.832 --> 00:11:10.232
men and women at Northwestern Mutual,

00:11:10.653 --> 00:11:11.933
every networking event you go to,

00:11:11.974 --> 00:11:13.153
there's somebody there, right?

00:11:13.313 --> 00:11:13.855
So everyone else is-

00:11:15.370 --> 00:11:15.730
There you go.

00:11:15.970 --> 00:11:16.591
And I have a policy.

00:11:16.610 --> 00:11:18.510
I already got a guy, right?

00:11:18.932 --> 00:11:20.272
Or Charles Schwab, right?

00:11:20.331 --> 00:11:21.913
All these people.

00:11:22.493 --> 00:11:23.653
And I make it very simple.

00:11:23.714 --> 00:11:24.494
Hey, I got a guy.

00:11:24.553 --> 00:11:25.014
I'm good.

00:11:25.134 --> 00:11:25.434
Thanks.

00:11:25.475 --> 00:11:26.634
Let me introduce you to somebody else,

00:11:27.115 --> 00:11:27.274
right?

00:11:27.336 --> 00:11:28.216
Because now you can still

00:11:28.275 --> 00:11:29.716
express gratitude and show

00:11:29.756 --> 00:11:31.177
value without saying

00:11:31.216 --> 00:11:31.857
something along the lines

00:11:31.898 --> 00:11:33.457
of this conversation isn't worth my time.

00:11:34.619 --> 00:11:36.799
You can be transparent with them.

00:11:37.139 --> 00:11:39.061
And often if some people will say like,

00:11:39.081 --> 00:11:40.761
hey, or I was like, hey,

00:11:40.841 --> 00:11:41.581
I'm looking to connect with

00:11:41.621 --> 00:11:42.162
business owners.

00:11:42.261 --> 00:11:43.263
I make it very clear.

00:11:44.349 --> 00:11:45.288
If you're a business, right?

00:11:45.509 --> 00:11:46.509
And then you can say, hey, I'm looking,

00:11:46.529 --> 00:11:47.571
you know, someone's talking, you can say,

00:11:47.591 --> 00:11:47.650
hey,

00:11:47.931 --> 00:11:49.130
this is who I'm looking to connect with.

00:11:49.250 --> 00:11:50.111
Do you know that person?

00:11:50.131 --> 00:11:50.172
No?

00:11:50.192 --> 00:11:51.392
All right, I'm going to go find them.

00:11:52.373 --> 00:11:53.634
Whoever that person is, right?

00:11:53.813 --> 00:11:54.594
Whether it's an individual

00:11:54.653 --> 00:11:56.014
person or a type of person.

00:11:56.534 --> 00:11:57.816
You can always break it off

00:11:57.855 --> 00:11:58.975
and make it future focused

00:11:59.495 --> 00:12:01.057
without making it fucking awkward.

00:12:01.778 --> 00:12:02.597
It might be still awkward.

00:12:03.918 --> 00:12:05.198
Well, because for me,

00:12:05.219 --> 00:12:06.379
so here's something I learned is,

00:12:07.768 --> 00:12:08.489
it has to also,

00:12:08.509 --> 00:12:09.568
you have to track where the

00:12:09.629 --> 00:12:10.690
conversation's going.

00:12:11.451 --> 00:12:12.811
Because I got in a

00:12:12.831 --> 00:12:13.971
conversation with an older

00:12:14.011 --> 00:12:15.432
lady who was super cool,

00:12:15.953 --> 00:12:17.335
but she was a county commissioner.

00:12:18.115 --> 00:12:20.177
Now, for political reasons,

00:12:20.197 --> 00:12:21.576
I'm sure she's very important.

00:12:22.557 --> 00:12:25.220
But for me, it was great to meet her.

00:12:25.940 --> 00:12:26.841
And even she's like,

00:12:26.961 --> 00:12:28.162
even in the conversation, she said, look,

00:12:28.201 --> 00:12:29.702
I'm not sure you'll ever have a need,

00:12:30.143 --> 00:12:32.085
but if you do and I can help,

00:12:32.304 --> 00:12:33.065
please let me know.

00:12:33.304 --> 00:12:33.806
Because she kind of

00:12:33.826 --> 00:12:35.167
understood that we're

00:12:35.226 --> 00:12:36.587
probably never going to work together.

00:12:37.457 --> 00:12:38.879
But it was good meeting you.

00:12:39.239 --> 00:12:40.578
Now, in that kind of conversation, though,

00:12:40.899 --> 00:12:42.379
it was kind of going on and on.

00:12:42.399 --> 00:12:43.960
You know, she was older.

00:12:44.820 --> 00:12:46.980
And the best thing I could think of is,

00:12:47.921 --> 00:12:49.282
you know, I need to talk to someone.

00:12:49.341 --> 00:12:50.682
And I just saw them walk this way.

00:12:50.701 --> 00:12:51.863
I'm going to go grab them

00:12:51.883 --> 00:12:53.023
before they talk to someone else.

00:12:53.802 --> 00:12:55.203
She 100 percent understood.

00:12:55.224 --> 00:12:55.724
Yeah, yeah.

00:12:55.744 --> 00:12:56.524
Please, please go.

00:12:57.524 --> 00:12:58.184
And I thought about it.

00:12:58.205 --> 00:12:58.465
I was like,

00:12:58.485 --> 00:12:59.424
that's what I'm going to start doing.

00:13:00.082 --> 00:13:01.303
Like every single time now,

00:13:01.524 --> 00:13:02.764
because two things can happen.

00:13:02.903 --> 00:13:05.264
One, they'll ask you who, and if you say,

00:13:05.565 --> 00:13:06.245
Oh, this person,

00:13:06.306 --> 00:13:07.245
I don't know their name and

00:13:07.265 --> 00:13:07.686
they know them.

00:13:07.926 --> 00:13:09.947
There's your introduction or two.

00:13:10.488 --> 00:13:11.187
They just let you out of the

00:13:11.207 --> 00:13:12.268
conversation because they understand.

00:13:12.288 --> 00:13:12.388
Yep.

00:13:14.048 --> 00:13:15.610
And it's the, it's the time suck people,

00:13:15.649 --> 00:13:16.409
the busy people,

00:13:16.470 --> 00:13:17.490
the check the box people

00:13:17.530 --> 00:13:18.691
that will sit there and time suck.

00:13:18.711 --> 00:13:19.331
Like, Oh, I had really,

00:13:19.831 --> 00:13:20.812
really good conversations.

00:13:20.851 --> 00:13:21.091
Really?

00:13:21.192 --> 00:13:21.993
Why were they really good?

00:13:22.633 --> 00:13:22.873
You know?

00:13:23.052 --> 00:13:24.813
And yeah, I, um,

00:13:26.500 --> 00:13:27.620
I am not interested in

00:13:27.681 --> 00:13:29.743
having the same vanilla

00:13:29.783 --> 00:13:30.783
conversation every time.

00:13:31.403 --> 00:13:32.904
And what I realize is that, I mean,

00:13:32.965 --> 00:13:33.605
it drains me.

00:13:33.826 --> 00:13:34.927
It absolutely drains me.

00:13:35.366 --> 00:13:36.587
This weekend, I read the book,

00:13:37.369 --> 00:13:38.188
The EOS Life.

00:13:38.308 --> 00:13:39.529
And so I'm big in EOS,

00:13:39.549 --> 00:13:40.791
the entrepreneurial operating system.

00:13:41.111 --> 00:13:42.052
It's all about being in your

00:13:42.091 --> 00:13:42.712
peak performance.

00:13:42.952 --> 00:13:43.974
And it says right there,

00:13:44.693 --> 00:13:45.914
one of the quotes they use

00:13:45.955 --> 00:13:46.635
is Warren Buffett.

00:13:47.375 --> 00:13:48.076
The difference between

00:13:48.837 --> 00:13:51.119
successful people and very

00:13:51.158 --> 00:13:52.860
successful people is very

00:13:52.900 --> 00:13:54.062
successful people know how to say no.

00:13:55.422 --> 00:13:57.783
They protect their time at all costs.

00:13:57.823 --> 00:13:59.283
They prioritize their time.

00:13:59.684 --> 00:14:00.845
When you're first starting a business,

00:14:01.024 --> 00:14:01.885
everybody that talks to you

00:14:01.966 --> 00:14:03.927
is a good... It's like, yes,

00:14:03.947 --> 00:14:05.028
you want to say yes to everybody,

00:14:05.128 --> 00:14:05.927
and you don't know... You

00:14:05.947 --> 00:14:07.328
haven't learned who to say no to yet.

00:14:07.908 --> 00:14:09.090
For me, I can remember.

00:14:09.110 --> 00:14:10.471
This is like four years ago,

00:14:10.510 --> 00:14:11.051
five years ago,

00:14:11.110 --> 00:14:11.812
I was sitting there at this

00:14:11.851 --> 00:14:12.892
restaurant in Bristol County.

00:14:14.072 --> 00:14:15.614
Terrible fucking barbecue we have.

00:14:16.053 --> 00:14:16.693
God awful.

00:14:17.615 --> 00:14:19.475
And I'm sitting there with a

00:14:19.515 --> 00:14:20.636
Northwestern Mutual guy.

00:14:20.657 --> 00:14:22.097
Nice fucking guy.

00:14:22.217 --> 00:14:22.937
Well-educated.

00:14:22.998 --> 00:14:23.859
Good conversation.

00:14:24.678 --> 00:14:26.139
And I'm like, why am I here though?

00:14:26.659 --> 00:14:27.179
Like it wasn't,

00:14:27.340 --> 00:14:28.660
there was nothing glaringly

00:14:28.760 --> 00:14:29.201
wrong with it.

00:14:29.221 --> 00:14:29.441
I'm like,

00:14:29.480 --> 00:14:30.981
this is not a good use of my time.

00:14:31.461 --> 00:14:32.582
I'm kind of bullshitting.

00:14:32.623 --> 00:14:33.623
I'm hanging out.

00:14:33.663 --> 00:14:34.764
It's middle of the day and I'm,

00:14:36.052 --> 00:14:37.133
not being productive.

00:14:37.273 --> 00:14:38.514
I'm not growing as a person.

00:14:39.134 --> 00:14:41.235
I'm also not relaxing, right?

00:14:41.254 --> 00:14:42.014
Some people, it's like, oh,

00:14:42.034 --> 00:14:42.654
that was a good lunch.

00:14:42.695 --> 00:14:43.375
I felt relaxed.

00:14:43.395 --> 00:14:44.056
I felt relieved.

00:14:44.096 --> 00:14:45.296
I felt, it was like,

00:14:45.336 --> 00:14:46.216
this is a taxing

00:14:46.256 --> 00:14:47.576
conversation that's going nowhere.

00:14:48.017 --> 00:14:49.238
And then from that moment on, I'm like,

00:14:49.317 --> 00:14:49.557
okay,

00:14:49.697 --> 00:14:51.399
I'm going to be more protective of

00:14:51.438 --> 00:14:52.859
my time, even when it comes to lunch.

00:14:53.198 --> 00:14:53.678
So now,

00:14:54.159 --> 00:14:55.179
unless it's something I really want

00:14:55.200 --> 00:14:55.600
to meet with,

00:14:55.740 --> 00:14:57.380
I only do one-on-ones on lunches.

00:14:57.900 --> 00:14:59.042
When it comes to networking events,

00:14:59.162 --> 00:15:00.523
I make myself unavailable.

00:15:00.903 --> 00:15:01.543
One of the ways I make

00:15:01.582 --> 00:15:02.504
myself unavailable from the

00:15:02.644 --> 00:15:04.384
word go is I walk in.

00:15:04.605 --> 00:15:05.706
Casey, you already know this about me.

00:15:05.926 --> 00:15:07.067
I never wear a name tag.

00:15:08.048 --> 00:15:10.068
I want to make it

00:15:10.129 --> 00:15:11.830
intentionally complicated

00:15:12.289 --> 00:15:13.331
for people to come up to me.

00:15:14.010 --> 00:15:16.192
Because when I walk in a room, there's no,

00:15:16.232 --> 00:15:17.273
hey, did we ever meet before?

00:15:17.293 --> 00:15:18.913
No, you either know me or you don't.

00:15:19.254 --> 00:15:20.254
It's pretty straightforward.

00:15:20.975 --> 00:15:22.657
I'm 6'4", 220, camo pants.

00:15:22.716 --> 00:15:25.359
I'm loud and my voice can't hear me.

00:15:25.379 --> 00:15:26.658
It also leaves the icebreaker open.

00:15:26.698 --> 00:15:27.220
Hey, what's your name?

00:15:27.880 --> 00:15:28.600
Yeah.

00:15:28.701 --> 00:15:29.421
And I leave it at that.

00:15:29.802 --> 00:15:30.741
Well, now, correct.

00:15:31.062 --> 00:15:32.841
Oh, hey, Andy, didn't we meet at the... No,

00:15:32.861 --> 00:15:33.162
we didn't.

00:15:33.283 --> 00:15:33.682
Get fucked.

00:15:33.822 --> 00:15:34.503
You don't know who I am.

00:15:35.082 --> 00:15:35.263
Right?

00:15:36.643 --> 00:15:38.884
And now, the other thing is, I have also,

00:15:38.943 --> 00:15:39.884
because of the work we do,

00:15:39.943 --> 00:15:40.804
the work we're doing right now,

00:15:41.284 --> 00:15:42.424
by being on a podcast,

00:15:42.485 --> 00:15:43.384
putting out content,

00:15:43.764 --> 00:15:45.005
being active on LinkedIn,

00:15:45.865 --> 00:15:47.025
I almost never have to

00:15:47.066 --> 00:15:48.567
introduce myself in networking events.

00:15:49.206 --> 00:15:51.628
And the content I put out

00:15:51.687 --> 00:15:52.668
turns a lot of people off.

00:15:53.461 --> 00:15:55.484
And so I automatically put, you know, like,

00:15:55.783 --> 00:15:56.885
and it turns out the people

00:15:56.905 --> 00:15:57.907
that aren't going to fuck

00:15:57.927 --> 00:16:01.230
with my time because they don't want to.

00:16:02.370 --> 00:16:03.231
It is what it is.

00:16:03.292 --> 00:16:05.514
I mean, all of our listeners,

00:16:05.553 --> 00:16:06.315
how many business cards do

00:16:06.355 --> 00:16:08.177
you have right now that you, A,

00:16:08.236 --> 00:16:09.678
have not contacted, B,

00:16:09.719 --> 00:16:11.299
probably won't contact, or C,

00:16:11.320 --> 00:16:12.562
you forgot you had?

00:16:12.581 --> 00:16:14.484
Here, I have a stack right here.

00:16:14.524 --> 00:16:15.344
I have all of the above.

00:16:16.380 --> 00:16:19.542
I have a backpack over there

00:16:19.902 --> 00:16:21.243
with all my cards from last week.

00:16:21.423 --> 00:16:23.923
I got one in my back pocket.

00:16:24.083 --> 00:16:25.424
I had a great lunch with a guy.

00:16:25.745 --> 00:16:28.846
Sent me a fucking thank you card.

00:16:29.946 --> 00:16:30.706
That's fucking next level.

00:16:30.726 --> 00:16:31.647
You sent me a thank you card,

00:16:31.687 --> 00:16:32.547
handwritten thank you card

00:16:32.567 --> 00:16:33.347
with your business card.

00:16:33.748 --> 00:16:35.687
I got something next level.

00:16:37.976 --> 00:16:40.523
It wasn't even that

00:16:40.562 --> 00:16:41.686
difficult And yet he did it

00:16:41.745 --> 00:16:42.849
and I did it We went to

00:16:42.869 --> 00:16:44.331
lunch on Thursday Monday

00:16:44.351 --> 00:16:45.053
morning I walk into a

00:16:45.073 --> 00:16:46.197
fucking handwritten thank you card

00:16:46.842 --> 00:16:48.924
man way ahead so speaking of

00:16:48.985 --> 00:16:50.125
thank you cards like that's

00:16:50.144 --> 00:16:51.745
what's something I found

00:16:51.787 --> 00:16:53.467
was really cool you know

00:16:53.488 --> 00:16:54.948
gronkowski chris gronkowski

00:16:55.028 --> 00:16:56.909
ice shaker guy right makes

00:16:56.950 --> 00:16:59.211
these cool things um he

00:16:59.292 --> 00:17:00.272
sent me something to check

00:17:00.452 --> 00:17:01.452
out he's like hey let me

00:17:01.472 --> 00:17:02.894
know what you think and I

00:17:02.913 --> 00:17:03.715
was all right so he sent me

00:17:03.735 --> 00:17:04.655
an email it's a thank you

00:17:04.695 --> 00:17:05.576
email thank you for your

00:17:05.935 --> 00:17:07.396
your business but it was a

00:17:07.478 --> 00:17:08.837
personalized video and it

00:17:08.857 --> 00:17:10.640
was him sitting down hey

00:17:10.680 --> 00:17:11.820
casey I just wanted to say

00:17:11.881 --> 00:17:13.301
thank you for blah blah blah blah

00:17:14.001 --> 00:17:15.082
But it was AI generated.

00:17:15.363 --> 00:17:16.722
The first part was so he

00:17:16.742 --> 00:17:17.542
probably was sitting in a

00:17:17.603 --> 00:17:18.503
room and he probably did.

00:17:19.503 --> 00:17:20.805
I just wanted to thank you, blah, blah,

00:17:20.825 --> 00:17:21.045
blah.

00:17:21.065 --> 00:17:21.744
So I think the hey,

00:17:21.785 --> 00:17:23.066
Casey was AI generated.

00:17:23.086 --> 00:17:25.086
I was like, this is effing genius.

00:17:25.105 --> 00:17:25.266
I mean,

00:17:25.286 --> 00:17:26.547
he gets thousands and thousands of

00:17:26.606 --> 00:17:26.987
customers,

00:17:27.027 --> 00:17:28.188
so obviously he's not sitting

00:17:28.208 --> 00:17:28.607
there doing that.

00:17:29.528 --> 00:17:30.868
So I think it's just for

00:17:30.969 --> 00:17:31.808
e-commerce right now.

00:17:31.848 --> 00:17:34.069
But it's a 22nd video.

00:17:34.730 --> 00:17:35.569
I mean, think about that.

00:17:35.609 --> 00:17:36.711
You put that together for

00:17:36.750 --> 00:17:38.832
someone during a receipt

00:17:39.211 --> 00:17:39.751
and they get this

00:17:39.852 --> 00:17:41.053
personalized thank you from

00:17:41.073 --> 00:17:41.893
the owner of the company.

00:17:42.691 --> 00:17:45.211
You know, and I don't know how they do it.

00:17:45.692 --> 00:17:47.053
I'm sure they have a prompt

00:17:47.093 --> 00:17:47.913
you have to do so they can

00:17:48.073 --> 00:17:48.854
capture your voice.

00:17:49.794 --> 00:17:52.055
But it's that special touch,

00:17:52.095 --> 00:17:53.576
the personalization of a thank you,

00:17:53.875 --> 00:17:54.695
like you just did with a

00:17:54.715 --> 00:17:56.057
thank you card that someone wrote to you.

00:17:56.257 --> 00:17:57.257
It was probably his assistant.

00:17:57.277 --> 00:17:57.897
It may have been him.

00:17:58.357 --> 00:18:00.098
Either way, it took the time.

00:18:00.118 --> 00:18:01.979
It looks like a dude's handwriting.

00:18:02.180 --> 00:18:02.599
Yeah.

00:18:02.700 --> 00:18:03.079
And it was.

00:18:03.099 --> 00:18:04.119
Yeah, it was.

00:18:05.480 --> 00:18:07.382
What's interesting is I always talk.

00:18:07.842 --> 00:18:09.022
I was talking about three sentences.

00:18:09.103 --> 00:18:09.883
It's three sentences.

00:18:13.665 --> 00:18:14.365
And there's no ask.

00:18:14.566 --> 00:18:16.086
That's the other thing.

00:18:16.425 --> 00:18:17.006
Which is good.

00:18:17.586 --> 00:18:18.547
There's no ask.

00:18:18.626 --> 00:18:20.426
It's other than A. It's a

00:18:20.446 --> 00:18:21.126
straight gratitude.

00:18:21.507 --> 00:18:23.288
It's that appreciation

00:18:23.307 --> 00:18:24.188
without expectation.

00:18:25.387 --> 00:18:27.469
Well, I think that's what... For me,

00:18:27.528 --> 00:18:28.269
it comes easy when the

00:18:28.308 --> 00:18:29.348
networking... I can go from

00:18:29.388 --> 00:18:30.229
combo to combo.

00:18:30.769 --> 00:18:32.250
I don't feel like I owe anybody anything.

00:18:32.269 --> 00:18:33.069
I don't feel like I let

00:18:33.109 --> 00:18:34.049
someone down if I didn't

00:18:34.089 --> 00:18:35.029
get to them or if I didn't

00:18:35.049 --> 00:18:35.650
talk to them enough.

00:18:36.471 --> 00:18:37.371
Because I think...

00:18:38.362 --> 00:18:40.346
how I look at it is it's

00:18:40.847 --> 00:18:41.849
when I'm in that environment,

00:18:41.890 --> 00:18:43.413
I'm there to do one thing, right?

00:18:43.934 --> 00:18:44.636
If you want to hang out and

00:18:44.676 --> 00:18:46.882
talk and catch up, let's schedule it.

00:18:47.202 --> 00:18:47.423
Right.

00:18:47.502 --> 00:18:47.644
Yeah.

00:18:48.557 --> 00:18:49.317
But at the same time,

00:18:50.318 --> 00:18:51.980
you look at business and I

00:18:52.019 --> 00:18:52.560
know a lot of us,

00:18:52.580 --> 00:18:53.560
especially in the beginning,

00:18:53.601 --> 00:18:56.462
get tied up with our emotions and like,

00:18:56.482 --> 00:18:56.603
hey,

00:18:56.623 --> 00:18:57.384
I really don't want to lose this

00:18:57.423 --> 00:18:58.243
person because they're a

00:18:58.825 --> 00:18:59.605
really good customer.

00:18:59.884 --> 00:19:00.244
But man,

00:19:00.265 --> 00:19:02.126
they're really dragging me through

00:19:02.146 --> 00:19:03.488
the coals here and it really sucks.

00:19:04.607 --> 00:19:05.288
Keep it business.

00:19:05.328 --> 00:19:06.308
Look, if you can't bend,

00:19:06.328 --> 00:19:07.630
then say you can't bend.

00:19:08.151 --> 00:19:09.391
Or if you don't want them to bend, say,

00:19:09.411 --> 00:19:10.332
look, this is how it is.

00:19:10.991 --> 00:19:11.792
It's just how it is.

00:19:12.093 --> 00:19:12.753
I still love you.

00:19:13.173 --> 00:19:14.114
I'll still be there if you

00:19:14.134 --> 00:19:15.234
want to hang out and have a beer.

00:19:15.275 --> 00:19:17.696
But as of right now, for this transaction,

00:19:18.376 --> 00:19:19.837
this is the way it is in

00:19:19.897 --> 00:19:20.878
networking it's the same

00:19:20.939 --> 00:19:22.701
thing you can be nice but

00:19:22.721 --> 00:19:23.381
when you're talking to

00:19:23.421 --> 00:19:24.442
someone and the

00:19:24.481 --> 00:19:25.923
conversation starts kind of

00:19:25.962 --> 00:19:27.463
going away you have to

00:19:27.503 --> 00:19:28.925
realize you're not on a 101

00:19:28.925 --> 00:19:30.166
so you don't want to really

00:19:30.207 --> 00:19:31.047
fear off the path of

00:19:31.106 --> 00:19:31.847
business you want to say

00:19:31.867 --> 00:19:33.429
hey look you know here's my

00:19:33.469 --> 00:19:35.049
information let's schedule

00:19:35.111 --> 00:19:36.211
a time let's go grab coffee

00:19:36.230 --> 00:19:37.092
let's go grab lunch or

00:19:37.132 --> 00:19:38.894
something because at that

00:19:38.933 --> 00:19:39.953
point you know you have my

00:19:39.993 --> 00:19:41.536
full attention I have yours

00:19:41.675 --> 00:19:42.636
now we can talk about other

00:19:43.986 --> 00:19:46.527
Yeah, there's a time limit.

00:19:46.547 --> 00:19:48.448
I don't know, three, five minutes, right?

00:19:48.508 --> 00:19:48.827
And actually,

00:19:48.847 --> 00:19:49.867
this guy here I had lunch with.

00:19:49.928 --> 00:19:52.888
Three to five minutes is your prime time.

00:19:53.490 --> 00:19:54.769
Yeah, even this guy that I had lunch with,

00:19:55.029 --> 00:19:55.650
it was interesting.

00:19:56.230 --> 00:19:58.590
I met him March Madness event,

00:19:59.271 --> 00:19:59.912
and he's like, man,

00:20:00.051 --> 00:20:01.332
I really enjoyed this conversation.

00:20:01.531 --> 00:20:02.873
I want to pick it up at a later date.

00:20:03.232 --> 00:20:04.532
I go, sounds good, right?

00:20:04.594 --> 00:20:05.953
He's now giving me permission.

00:20:06.354 --> 00:20:08.634
He found value in me and the conversation,

00:20:08.974 --> 00:20:10.875
and he's also now giving me permission to

00:20:11.576 --> 00:20:12.459
to follow up with him and

00:20:12.479 --> 00:20:13.541
put a lunch on his books, right?

00:20:14.124 --> 00:20:15.067
My three to five minutes

00:20:15.207 --> 00:20:16.451
earned me two hours of his time.

00:20:17.757 --> 00:20:19.096
And I make it simple for people.

00:20:19.136 --> 00:20:20.817
Anybody can go to my website

00:20:20.877 --> 00:20:21.657
and book lunch with me.

00:20:22.097 --> 00:20:22.979
If you get an email from me,

00:20:23.058 --> 00:20:23.638
email signature,

00:20:23.659 --> 00:20:24.459
you can book lunch with me.

00:20:24.739 --> 00:20:25.739
That's my prime time.

00:20:25.999 --> 00:20:26.200
Hell,

00:20:26.220 --> 00:20:27.460
tomorrow I got two lunches because I

00:20:27.480 --> 00:20:28.559
block off three hours a day

00:20:28.960 --> 00:20:29.961
for lunches to be booked.

00:20:30.260 --> 00:20:30.381
Right.

00:20:30.421 --> 00:20:31.800
It's a 90 minute schedule, whatever.

00:20:32.080 --> 00:20:33.922
So tomorrow I have the rare opportunity.

00:20:34.021 --> 00:20:35.061
I have 11 o'clock that goes

00:20:35.061 --> 00:20:37.123
11 to 1230 and a 1230 to one.

00:20:37.522 --> 00:20:38.423
So I have two lunches

00:20:38.462 --> 00:20:39.423
tomorrow back to back.

00:20:40.084 --> 00:20:40.403
Wow.

00:20:40.443 --> 00:20:41.183
What are you going to do?

00:20:42.708 --> 00:20:44.209
Double dip on lunch.

00:20:45.269 --> 00:20:45.869
Double my lunch.

00:20:46.111 --> 00:20:46.891
I love lunch.

00:20:47.511 --> 00:20:48.913
I haven't figured that out.

00:20:49.192 --> 00:20:50.614
I've done lunch into a

00:20:50.713 --> 00:20:52.055
coffee or coffee into a lunch.

00:20:52.075 --> 00:20:53.415
Yeah, I have too.

00:20:53.737 --> 00:20:54.978
I'll tell you what's hard.

00:20:55.557 --> 00:20:56.538
Coffee into a coffee.

00:20:57.539 --> 00:20:59.040
Oh, yeah.

00:21:00.021 --> 00:21:00.721
I did that.

00:21:00.942 --> 00:21:03.084
I did a six for one time

00:21:03.544 --> 00:21:05.786
where I did... I told you that, Noah.

00:21:05.826 --> 00:21:06.767
I told you my six for... I

00:21:06.787 --> 00:21:07.666
did a six for one day.

00:21:08.327 --> 00:21:10.529
I did a breakfast...

00:21:11.767 --> 00:21:16.189
lunch and after five, plus I had coffee,

00:21:16.269 --> 00:21:18.250
coffee drinks, right?

00:21:18.410 --> 00:21:20.911
So I had a six networking event.

00:21:21.531 --> 00:21:22.471
Now the after drinks was

00:21:22.511 --> 00:21:23.232
people that were at the

00:21:23.333 --> 00:21:24.053
after five and this is

00:21:24.073 --> 00:21:24.913
where I still drank.

00:21:25.713 --> 00:21:25.794
Um,

00:21:26.861 --> 00:21:28.162
And I have a hard and fast

00:21:28.221 --> 00:21:30.144
rule that I do not go out

00:21:30.163 --> 00:21:31.585
for drinks with people I network with.

00:21:32.244 --> 00:21:35.047
And this was before I had that rule.

00:21:35.768 --> 00:21:36.347
For a while there,

00:21:36.367 --> 00:21:37.509
I would go get a drink with

00:21:37.528 --> 00:21:38.569
somebody if that's what they asked.

00:21:39.351 --> 00:21:41.612
I rarely do it now.

00:21:42.032 --> 00:21:43.334
And the only time I'll do it now, A,

00:21:43.354 --> 00:21:43.854
I don't drink.

00:21:44.253 --> 00:21:47.557
And B, it has to be a man-only thing.

00:21:47.876 --> 00:21:50.598
Because I never want to get

00:21:50.699 --> 00:21:52.859
sideways as to the intentionality.

00:21:53.200 --> 00:21:54.921
I'm there to sell my junk

00:21:54.980 --> 00:21:56.782
removal and nothing else.

00:21:56.823 --> 00:21:58.523
So we'll leave it at that.

00:21:58.544 --> 00:21:59.044
That's the joke.

00:22:01.502 --> 00:22:03.624
Well, that's it, right?

00:22:03.684 --> 00:22:05.226
That's the other thing, right?

00:22:05.665 --> 00:22:07.106
Now that we're talking about networking,

00:22:08.348 --> 00:22:10.529
this conversation I had recently was,

00:22:10.990 --> 00:22:13.373
right, what level of flirting, right,

00:22:13.472 --> 00:22:15.193
is acceptable when it comes

00:22:15.233 --> 00:22:15.494
to networking?

00:22:15.515 --> 00:22:16.095
Oh, this is a good one.

00:22:16.576 --> 00:22:17.516
This is a good one.

00:22:17.997 --> 00:22:20.219
I would love to talk about this, so yeah.

00:22:20.298 --> 00:22:21.098
Do you want to chime in or

00:22:21.118 --> 00:22:22.279
do you want to listen?

00:22:22.941 --> 00:22:24.321
I think, well, first off,

00:22:24.342 --> 00:22:25.242
I just want to preface this

00:22:25.282 --> 00:22:28.425
with flirting is subjective.

00:22:29.741 --> 00:22:30.622
And yeah,

00:22:30.942 --> 00:22:32.103
there is a difference between

00:22:32.262 --> 00:22:34.163
charm and flirt.

00:22:34.884 --> 00:22:35.904
Like you could be charming

00:22:35.944 --> 00:22:36.984
without flirting,

00:22:38.066 --> 00:22:40.227
but you can't flirt without

00:22:40.247 --> 00:22:40.787
being charming.

00:22:41.507 --> 00:22:41.967
Exactly.

00:22:42.406 --> 00:22:45.929
So for me, so this, this,

00:22:46.009 --> 00:22:47.088
this question always comes up.

00:22:48.269 --> 00:22:49.269
It's going to be different for a woman,

00:22:50.250 --> 00:22:50.451
right?

00:22:50.471 --> 00:22:51.290
You can ask a woman right now.

00:22:51.770 --> 00:22:52.951
Is it flirting or is it charming?

00:22:53.951 --> 00:22:54.112
Yeah.

00:22:54.172 --> 00:22:55.653
It's you, you can say the same thing,

00:22:55.692 --> 00:22:56.553
the same two people and you

00:22:56.573 --> 00:22:57.894
get two different answers or not.

00:22:59.739 --> 00:22:59.878
Sorry,

00:22:59.898 --> 00:23:01.059
I had a generator outside my house

00:23:01.319 --> 00:23:02.359
all day, and it just turned off,

00:23:02.400 --> 00:23:04.480
and it felt like the world changed.

00:23:04.540 --> 00:23:05.480
It's so quiet now.

00:23:06.842 --> 00:23:08.142
Anyways, go ahead.

00:23:08.541 --> 00:23:09.363
Is your wife in your office

00:23:09.383 --> 00:23:09.923
with you right now?

00:23:10.782 --> 00:23:11.923
Yeah, she's at her desk.

00:23:12.663 --> 00:23:12.723
Oh.

00:23:13.382 --> 00:23:13.883
I could not be.

00:23:13.923 --> 00:23:14.702
That's why I said it's funny

00:23:14.722 --> 00:23:17.486
because she's she we've

00:23:17.506 --> 00:23:19.067
been at networking events together.

00:23:19.748 --> 00:23:19.968
Right.

00:23:20.868 --> 00:23:22.369
And the one thing she

00:23:22.650 --> 00:23:25.093
notices is I am I'm pretty charming.

00:23:25.613 --> 00:23:26.354
I don't mean to be,

00:23:26.913 --> 00:23:27.555
but I can pick up a

00:23:27.595 --> 00:23:29.316
conversation with just about anybody.

00:23:29.757 --> 00:23:30.857
Yeah, that's fair.

00:23:30.897 --> 00:23:32.239
I don't say, oh, my gosh,

00:23:32.259 --> 00:23:34.000
I love your dress or wow,

00:23:34.240 --> 00:23:35.201
you have a banging body.

00:23:35.281 --> 00:23:35.942
What do you know?

00:23:36.323 --> 00:23:37.443
No, that's stupid.

00:23:37.983 --> 00:23:39.546
And that's that's 100 percent flirting.

00:23:40.390 --> 00:23:43.291
but it is kind of funny because the charm,

00:23:44.373 --> 00:23:45.314
I think in sales,

00:23:45.453 --> 00:23:47.315
especially you have to have

00:23:47.394 --> 00:23:49.457
some sense of charm that

00:23:49.517 --> 00:23:51.117
relates to men and women,

00:23:51.838 --> 00:23:52.519
because you're going to

00:23:52.558 --> 00:23:53.720
talk to a woman a little

00:23:53.759 --> 00:23:54.881
bit differently than you

00:23:54.901 --> 00:23:56.742
will a man being a man,

00:23:57.262 --> 00:23:59.125
just like a woman will talk

00:23:59.345 --> 00:24:00.105
a little bit differently

00:24:00.224 --> 00:24:01.645
with men than she does other women.

00:24:03.627 --> 00:24:03.847
All right.

00:24:04.067 --> 00:24:04.228
Yeah.

00:24:04.388 --> 00:24:04.749
I, uh,

00:24:06.411 --> 00:24:07.810
know people buy from I think

00:24:08.112 --> 00:24:09.652
who's I got bob burr I want

00:24:09.672 --> 00:24:10.592
to say people buy from

00:24:10.612 --> 00:24:11.752
those they know like and

00:24:11.772 --> 00:24:14.032
truck no like and trust

00:24:14.173 --> 00:24:16.413
yeah I know I i want to

00:24:16.453 --> 00:24:23.855
make sure I i misquoted it

00:24:23.875 --> 00:24:26.696
for a long time bob berg

00:24:26.836 --> 00:24:27.778
bob berg 1993 people

00:24:29.892 --> 00:24:30.231
What's that?

00:24:30.251 --> 00:24:30.833
What are you saying?

00:24:31.673 --> 00:24:34.875
I should have muted.

00:24:34.895 --> 00:24:35.135
Sorry.

00:24:37.278 --> 00:24:39.579
Bob Berg said people buy

00:24:39.619 --> 00:24:41.201
from people that they know, like,

00:24:41.320 --> 00:24:41.740
and trust.

00:24:42.060 --> 00:24:42.382
And yes,

00:24:42.862 --> 00:24:43.903
there is an element of being

00:24:44.022 --> 00:24:46.065
charming and being likable

00:24:47.365 --> 00:24:49.626
that will serve you well in

00:24:49.747 --> 00:24:51.068
life and in business.

00:24:51.949 --> 00:24:55.451
And some people will or may

00:24:55.592 --> 00:24:57.353
interpret that as more

00:24:58.213 --> 00:24:58.934
than business.

00:24:58.994 --> 00:25:00.375
And I, um,

00:25:00.655 --> 00:25:02.257
I kind of go with the standard joke.

00:25:02.317 --> 00:25:04.097
I'm not going to fuck up my business,

00:25:04.198 --> 00:25:04.458
you know,

00:25:04.898 --> 00:25:05.778
and there's more to it

00:25:06.098 --> 00:25:07.480
essentially to get what I want.

00:25:07.619 --> 00:25:07.800
Right.

00:25:08.480 --> 00:25:08.681
Um,

00:25:10.021 --> 00:25:12.143
and so my business comes before other

00:25:12.183 --> 00:25:12.644
things, right.

00:25:12.903 --> 00:25:13.684
There's other ways.

00:25:14.605 --> 00:25:16.526
Uh, so yes, the, the,

00:25:16.787 --> 00:25:17.686
the difference is you can

00:25:17.707 --> 00:25:22.631
be likable and then the dance, I guess,

00:25:22.671 --> 00:25:23.691
and this is where I struggle, um,

00:25:23.951 --> 00:25:25.553
is way above my pay grade.

00:25:25.593 --> 00:25:25.752
Right.

00:25:26.053 --> 00:25:27.173
I listened to, uh,

00:25:28.347 --> 00:25:29.208
what people say, right.

00:25:29.228 --> 00:25:30.729
That whole, you know, uh,

00:25:30.929 --> 00:25:32.869
communication is 93% nonverbal.

00:25:33.470 --> 00:25:36.790
I focus on the 7% verbal and right.

00:25:36.911 --> 00:25:37.991
Should it come up or, you know,

00:25:38.051 --> 00:25:38.991
if it comes up or when it,

00:25:39.051 --> 00:25:40.192
when I'm getting rid of all

00:25:40.212 --> 00:25:41.252
these shit words, should,

00:25:41.413 --> 00:25:42.313
if terrible shit words,

00:25:42.794 --> 00:25:44.134
when it comes up later,

00:25:44.153 --> 00:25:46.234
I can go back and articulate, Hey,

00:25:46.275 --> 00:25:46.894
what did I say?

00:25:47.255 --> 00:25:48.195
What did I say?

00:25:48.976 --> 00:25:50.817
that led you to believe this thing.

00:25:50.836 --> 00:25:52.038
Because I went to lunch.

00:25:52.077 --> 00:25:52.898
This was years ago.

00:25:52.919 --> 00:25:54.298
I think this was pre-COVID.

00:25:54.318 --> 00:25:55.180
So that's how long ago this was.

00:25:55.400 --> 00:25:56.260
And I still remember it.

00:25:57.240 --> 00:25:57.761
There's a realtor.

00:25:57.781 --> 00:25:58.122
I was like, hey,

00:25:58.142 --> 00:25:59.022
let's grab lunch sometime.

00:25:59.063 --> 00:26:00.022
I'll give you a tour of my building, da,

00:26:00.042 --> 00:26:00.282
da, da.

00:26:00.784 --> 00:26:01.683
And she came.

00:26:01.784 --> 00:26:02.704
We did a tour of the building.

00:26:02.744 --> 00:26:03.424
We went to get lunch.

00:26:03.705 --> 00:26:04.046
And I was like,

00:26:05.125 --> 00:26:06.446
she started asking me personal stuff.

00:26:06.467 --> 00:26:07.067
And I answered.

00:26:07.087 --> 00:26:07.988
So yeah, I got a daughter.

00:26:08.067 --> 00:26:09.288
And I live here, and da, da, da.

00:26:09.788 --> 00:26:10.230
And at the end,

00:26:10.250 --> 00:26:11.329
it was like this awkward hug.

00:26:11.349 --> 00:26:13.231
And I was like, that was weird.

00:26:14.772 --> 00:26:16.894
Like six months later, someone's like, oh,

00:26:17.074 --> 00:26:17.534
yeah,

00:26:18.055 --> 00:26:19.015
you went on a date with my friend

00:26:19.055 --> 00:26:19.415
so-and-so.

00:26:19.435 --> 00:26:21.457
I go, I don't know who the fuck that is.

00:26:21.477 --> 00:26:22.237
I looked up on LinkedIn.

00:26:22.257 --> 00:26:23.857
I go, that wasn't a fucking date.

00:26:25.038 --> 00:26:26.200
Yeah, she was like upset afterwards.

00:26:26.220 --> 00:26:26.700
You didn't text her.

00:26:26.720 --> 00:26:27.840
I go, text her about what?

00:26:28.381 --> 00:26:29.821
Like I met her at a networking event.

00:26:29.842 --> 00:26:31.022
We put lunch on the schedule.

00:26:31.222 --> 00:26:32.284
We went to fucking lunch.

00:26:32.344 --> 00:26:33.243
I set it up the same way I

00:26:33.263 --> 00:26:34.365
set up all my fucking lunches.

00:26:35.605 --> 00:26:36.566
She was a realtor, right?

00:26:36.786 --> 00:26:37.426
She was a realtor.

00:26:37.467 --> 00:26:38.807
I sit down with realtors, right?

00:26:38.847 --> 00:26:39.127
Mm-hmm.

00:26:41.207 --> 00:26:42.988
And so that was my, oh,

00:26:43.008 --> 00:26:43.607
that's interesting.

00:26:44.008 --> 00:26:44.848
And then same token,

00:26:44.888 --> 00:26:47.690
why I don't get drinks with anybody.

00:26:47.710 --> 00:26:50.790
Because my qualification of,

00:26:50.912 --> 00:26:51.511
are you my friend?

00:26:51.551 --> 00:26:52.692
I said this the other day to somebody.

00:26:52.711 --> 00:26:54.093
Actually, it was a woman, right?

00:26:55.534 --> 00:26:58.194
This woman, I've known her for years.

00:26:58.494 --> 00:26:59.075
She owns a drink.

00:26:59.095 --> 00:27:00.276
Actually, hell, we had her on the podcast.

00:27:00.836 --> 00:27:03.317
Jacey, probably on the podcast a year ago,

00:27:03.337 --> 00:27:04.098
a little over a year ago,

00:27:04.519 --> 00:27:07.882
she owns a trash company up in Wisconsin,

00:27:08.162 --> 00:27:09.282
up in Eau Claire Market.

00:27:09.563 --> 00:27:10.723
We were on a podcast like a year ago.

00:27:11.183 --> 00:27:12.605
Anyways, her and I were talking about,

00:27:12.644 --> 00:27:12.865
right?

00:27:12.884 --> 00:27:13.246
And she goes,

00:27:13.266 --> 00:27:14.467
because she's a sales assassin.

00:27:14.826 --> 00:27:15.386
She goes, oh yeah,

00:27:15.488 --> 00:27:16.248
guys flirt with me all the

00:27:16.268 --> 00:27:17.068
time and I use it to my

00:27:17.108 --> 00:27:18.430
advantage just so long as I

00:27:18.470 --> 00:27:19.250
know where the line is.

00:27:19.451 --> 00:27:20.211
So this is actually two

00:27:20.230 --> 00:27:21.092
things we identified.

00:27:21.571 --> 00:27:23.433
So in order for me to call you my friend,

00:27:23.933 --> 00:27:24.114
right?

00:27:24.354 --> 00:27:25.375
If I'm going to call you my friend,

00:27:25.996 --> 00:27:27.317
you've been to my house or

00:27:27.376 --> 00:27:28.698
I've been to your house for

00:27:28.738 --> 00:27:29.919
a non-work related thing.

00:27:31.232 --> 00:27:32.334
That just cut down a

00:27:32.374 --> 00:27:33.414
significant amount of

00:27:33.474 --> 00:27:33.974
people that I would

00:27:33.994 --> 00:27:35.175
consider to be friends with, right?

00:27:35.195 --> 00:27:36.997
That's interesting.

00:27:37.477 --> 00:27:38.877
Not we were at somebody else's house.

00:27:40.138 --> 00:27:42.421
Not we hang out once a month.

00:27:42.540 --> 00:27:43.740
Well, no, that's a networking event.

00:27:44.182 --> 00:27:44.942
Not I came over to your

00:27:44.961 --> 00:27:46.083
house and pulled stuff out

00:27:46.123 --> 00:27:47.104
of your basement or you

00:27:47.144 --> 00:27:48.744
came to my house and worked on my HVAC,

00:27:50.026 --> 00:27:51.185
right?

00:27:51.246 --> 00:27:52.727
One of us has been to the other's house,

00:27:53.407 --> 00:27:54.228
non-work related.

00:27:54.248 --> 00:27:55.088
That is correct.

00:27:55.949 --> 00:27:57.069
That considers you a friend.

00:27:57.651 --> 00:27:57.790
Yep.

00:27:59.010 --> 00:27:59.511
Yeah, I like that.

00:28:00.256 --> 00:28:00.715
Like, okay,

00:28:00.776 --> 00:28:01.817
and now look at my Vistage group.

00:28:01.856 --> 00:28:03.696
My Vistage group, my CEO roundtable,

00:28:04.438 --> 00:28:05.718
people I consider to be

00:28:05.738 --> 00:28:06.919
like the closest people with me.

00:28:08.239 --> 00:28:09.239
I consider right now,

00:28:09.339 --> 00:28:10.220
I vacation with these

00:28:10.259 --> 00:28:12.980
people or go to retreats slash vacation,

00:28:13.000 --> 00:28:13.141
right?

00:28:13.161 --> 00:28:14.280
Through Vistage, though.

00:28:15.261 --> 00:28:16.882
Through Vistage, yeah, yeah, yeah, right?

00:28:17.103 --> 00:28:18.383
What I'm saying, vacation with them.

00:28:18.423 --> 00:28:19.723
I've gone to dinner with them,

00:28:21.884 --> 00:28:23.244
gone to concerts with them, right?

00:28:23.285 --> 00:28:24.805
Done like social things with

00:28:24.845 --> 00:28:25.846
them outside of Vistage.

00:28:28.083 --> 00:28:29.084
one guy I picked up from his

00:28:29.104 --> 00:28:30.805
house one time on the way to the concert.

00:28:31.184 --> 00:28:31.945
If I pick up from your house,

00:28:31.986 --> 00:28:32.945
that doesn't count, right?

00:28:32.965 --> 00:28:34.086
It's kind of like,

00:28:34.106 --> 00:28:35.008
have you ever been to this state?

00:28:35.067 --> 00:28:36.669
Well, I land in the airport for layover.

00:28:36.729 --> 00:28:37.109
There you go.

00:28:38.069 --> 00:28:39.250
Nobody else in my entire

00:28:39.270 --> 00:28:40.471
Vistage group have I been

00:28:40.491 --> 00:28:41.292
to their house or they've

00:28:41.313 --> 00:28:41.893
been to my house.

00:28:42.554 --> 00:28:43.054
And you know what?

00:28:43.273 --> 00:28:44.255
There's nothing wrong with that.

00:28:44.474 --> 00:28:45.076
We're friendly.

00:28:45.115 --> 00:28:45.875
These are the people that

00:28:46.155 --> 00:28:47.136
are some of the closest

00:28:47.156 --> 00:28:47.917
people in my life.

00:28:48.317 --> 00:28:50.400
We're not friends, right?

00:28:50.759 --> 00:28:51.820
Hell, you've been to my house.

00:28:53.096 --> 00:28:54.518
I have multiple.

00:28:55.317 --> 00:28:55.518
Right?

00:28:55.718 --> 00:28:57.078
I've never been to your house.

00:28:58.740 --> 00:29:00.220
No, because you wouldn't.

00:29:00.240 --> 00:29:01.641
I mean, think of it this way.

00:29:01.780 --> 00:29:02.701
It was always work related.

00:29:03.998 --> 00:29:05.239
It was either that or I

00:29:05.499 --> 00:29:06.239
stayed at your house

00:29:06.499 --> 00:29:08.119
because it was just me and

00:29:08.160 --> 00:29:08.820
it was just you.

00:29:09.641 --> 00:29:11.342
Whereas if you said at my house,

00:29:11.781 --> 00:29:12.821
I got two small kids and a

00:29:12.863 --> 00:29:15.183
wife and you'd be fighting

00:29:15.203 --> 00:29:16.964
with the kids as far as sleep goes.

00:29:18.325 --> 00:29:19.806
I'm bigger than them.

00:29:20.066 --> 00:29:20.645
So anyway, so there was,

00:29:20.826 --> 00:29:21.807
so the two rules we came up

00:29:21.866 --> 00:29:23.126
with is that the second

00:29:23.167 --> 00:29:25.167
rule is at what time do you

00:29:25.188 --> 00:29:27.670
stop answering your phone for customers?

00:29:27.930 --> 00:29:28.910
That's also needs to be the

00:29:28.930 --> 00:29:30.530
same time you stop texting

00:29:30.871 --> 00:29:31.811
with people you network with.

00:29:32.551 --> 00:29:34.593
So I said 6 p.m.

00:29:34.613 --> 00:29:35.573
6 p.m.

00:29:35.613 --> 00:29:37.153
is my cutoff, right?

00:29:37.173 --> 00:29:38.034
5 p.m.

00:29:38.074 --> 00:29:38.934
is when our phones stop.

00:29:38.954 --> 00:29:39.515
6 p.m.

00:29:39.555 --> 00:29:41.355
is when I'll stop really

00:29:41.395 --> 00:29:42.336
engaging with customers.

00:29:42.876 --> 00:29:44.457
Now, if I get a wild hair up my ass,

00:29:44.978 --> 00:29:45.678
because she's like, yeah,

00:29:45.698 --> 00:29:46.498
I have some customers that

00:29:46.518 --> 00:29:47.578
are texting me at 8 or 9

00:29:47.578 --> 00:29:48.159
o'clock at night.

00:29:48.278 --> 00:29:50.599
I go, nope, that ain't a customer.

00:29:51.099 --> 00:29:52.320
That ain't a fucking customer no more.

00:29:52.701 --> 00:29:54.942
Unless it's a dumpster fire, pun intended.

00:29:55.701 --> 00:29:57.123
Do not text me after 6 p.m.

00:29:58.228 --> 00:29:58.407
Yeah,

00:29:58.468 --> 00:30:00.429
I had to make it very clear when we

00:30:00.449 --> 00:30:01.329
got one of our properties

00:30:01.430 --> 00:30:03.190
that have RV tenants,

00:30:03.230 --> 00:30:03.851
people that live there.

00:30:04.711 --> 00:30:06.412
And I'm not even kidding you, Andy.

00:30:07.031 --> 00:30:09.814
Midnight, 1230, phone call, voicemails,

00:30:09.894 --> 00:30:11.734
text messages on weekends, obviously.

00:30:11.994 --> 00:30:12.615
So during the week,

00:30:12.775 --> 00:30:13.476
if you didn't know this,

00:30:13.556 --> 00:30:15.455
during the week in RV parks,

00:30:15.616 --> 00:30:17.057
nothing ever goes wrong, ever.

00:30:17.457 --> 00:30:18.238
It's always perfect.

00:30:18.917 --> 00:30:21.259
But on the weekends, at about 10 o'clock,

00:30:21.259 --> 00:30:22.079
11 or later,

00:30:22.319 --> 00:30:23.299
that's when all hell breaks

00:30:23.339 --> 00:30:24.401
loose for some reason.

00:30:25.291 --> 00:30:27.752
But I finally had to say, look, stop.

00:30:28.012 --> 00:30:28.833
Just stop calling.

00:30:29.032 --> 00:30:29.633
Stop texting.

00:30:29.732 --> 00:30:30.932
If it's an emergency, call the police.

00:30:31.272 --> 00:30:32.134
If it's not an emergency and

00:30:32.153 --> 00:30:33.513
you need to talk to me really, really bad,

00:30:34.193 --> 00:30:34.594
then wait.

00:30:35.193 --> 00:30:35.673
You can wait.

00:30:36.694 --> 00:30:41.155
I'm an hour away anyways.

00:30:41.736 --> 00:30:42.935
Can you auto text?

00:30:43.455 --> 00:30:45.477
The only thing you can do is

00:30:45.856 --> 00:30:48.737
auto text driving mode that says, hey,

00:30:49.196 --> 00:30:50.137
I'll get back to you tomorrow.

00:30:50.178 --> 00:30:51.557
If it's an absolute emergency, call 911.

00:30:53.151 --> 00:30:53.351
Yeah.

00:30:53.911 --> 00:30:54.692
And that's the thing is they.

00:30:55.811 --> 00:30:57.653
I will respond tomorrow before 10 a.m.

00:30:57.792 --> 00:30:57.972
Yeah.

00:30:58.673 --> 00:31:00.614
If I don't answer, you can leave a text,

00:31:01.153 --> 00:31:02.295
but don't expect an answer

00:31:02.634 --> 00:31:04.395
because now there are certain things.

00:31:04.536 --> 00:31:04.836
Obviously,

00:31:04.875 --> 00:31:07.176
I'll respond to like this past

00:31:07.297 --> 00:31:09.877
winter pipes burst because of the freeze.

00:31:10.417 --> 00:31:12.719
So obviously it's like, OK,

00:31:12.739 --> 00:31:15.559
I guess humanitarian reasons.

00:31:15.900 --> 00:31:17.300
You got to have you got to have water.

00:31:18.101 --> 00:31:20.241
But yeah, I agree a hundred percent.

00:31:20.261 --> 00:31:20.442
There's,

00:31:20.702 --> 00:31:21.742
there's going to be times where

00:31:21.762 --> 00:31:23.344
you're still engaged in a

00:31:23.384 --> 00:31:25.726
conversation past those hours,

00:31:25.905 --> 00:31:28.688
maybe through text, but it's rare.

00:31:29.048 --> 00:31:30.229
And you don't, you don't want it to be.

00:31:30.249 --> 00:31:30.909
Engage versus start.

00:31:31.108 --> 00:31:31.308
Correct.

00:31:31.349 --> 00:31:32.971
Engage versus start.

00:31:33.191 --> 00:31:33.530
This is,

00:31:33.911 --> 00:31:34.791
you haven't talked to this person

00:31:34.811 --> 00:31:35.511
in two weeks and all of a

00:31:35.531 --> 00:31:36.272
sudden they're texting you

00:31:36.313 --> 00:31:37.693
at eight o'clock, nine o'clock at night,

00:31:38.334 --> 00:31:39.094
asking what you're doing,

00:31:39.174 --> 00:31:39.634
what you're wearing,

00:31:39.654 --> 00:31:40.654
what are you doing next week?

00:31:41.175 --> 00:31:41.375
Right.

00:31:41.435 --> 00:31:42.797
That now we've crossed the line.

00:31:44.400 --> 00:31:44.579
Right?

00:31:44.720 --> 00:31:45.381
Men or women.

00:31:45.401 --> 00:31:46.061
Because the other thing,

00:31:46.102 --> 00:31:48.003
this is not even the flirting part.

00:31:48.443 --> 00:31:49.424
Some people got nobody else

00:31:49.444 --> 00:31:50.365
to fucking talk to.

00:31:51.186 --> 00:31:52.106
I've had that with employees

00:31:52.127 --> 00:31:53.067
where it's like employees

00:31:53.087 --> 00:31:54.829
wanted to monopolize my time after work.

00:31:54.849 --> 00:31:57.071
And I'm like, hey, man, we're at work.

00:31:57.112 --> 00:31:57.553
I got you.

00:31:57.613 --> 00:31:58.354
Once you leave here,

00:31:58.834 --> 00:32:00.496
when you need something, I got you.

00:32:01.839 --> 00:32:02.539
We ain't buddies.

00:32:02.619 --> 00:32:03.240
We ain't friends.

00:32:03.300 --> 00:32:04.560
So knowing where to draw

00:32:04.601 --> 00:32:07.583
that line is also critical.

00:32:07.603 --> 00:32:08.343
So those are the two rules

00:32:08.363 --> 00:32:09.343
that her and I came up with

00:32:09.663 --> 00:32:10.804
was whatever the time it is,

00:32:10.844 --> 00:32:12.025
you stop answering customers.

00:32:12.305 --> 00:32:13.224
That's when you stop texting

00:32:13.265 --> 00:32:13.885
fucking vendors.

00:32:14.665 --> 00:32:16.787
And you get to define what

00:32:16.826 --> 00:32:17.567
constitute a friend.

00:32:17.787 --> 00:32:18.968
And her and I both agreed

00:32:20.008 --> 00:32:21.288
what constitute a friend is

00:32:21.308 --> 00:32:22.068
you've been to their house

00:32:22.409 --> 00:32:23.589
or they've been to your

00:32:23.630 --> 00:32:25.590
house in a non-work related manner.

00:32:26.613 --> 00:32:27.993
You know, there you go.

00:32:28.013 --> 00:32:28.874
Actually, I take that back.

00:32:28.933 --> 00:32:29.494
There's a second,

00:32:29.515 --> 00:32:30.454
there's a second person I

00:32:30.494 --> 00:32:31.195
have been to his house.

00:32:31.296 --> 00:32:32.576
So two, and it was for a,

00:32:32.616 --> 00:32:33.978
like a backyard party.

00:32:34.097 --> 00:32:35.478
So that constitutes, he is my friend.

00:32:35.659 --> 00:32:37.759
Been to his house, backyard party,

00:32:38.759 --> 00:32:40.320
you know, there you go.

00:32:40.602 --> 00:32:40.781
Yeah.

00:32:40.801 --> 00:32:43.482
And I think there's also, I don't know,

00:32:43.502 --> 00:32:43.963
it's different,

00:32:44.044 --> 00:32:44.723
I guess when you're in

00:32:44.743 --> 00:32:45.444
different industries.

00:32:46.144 --> 00:32:47.046
So the industry,

00:32:47.185 --> 00:32:48.846
like when I'm doing nonprofit stuff,

00:32:48.866 --> 00:32:49.086
right?

00:32:49.366 --> 00:32:50.548
Like there's some people

00:32:51.627 --> 00:32:53.690
that I work with that I

00:32:53.730 --> 00:32:55.570
also considered friends because they're,

00:32:56.925 --> 00:32:58.727
not above me right they're

00:32:58.767 --> 00:32:59.867
like more of a part-time

00:32:59.907 --> 00:33:01.249
position in the nonprofit

00:33:01.548 --> 00:33:02.309
like I got a buddy named

00:33:02.329 --> 00:33:04.171
zach never been in my house

00:33:04.191 --> 00:33:04.990
never been to his house

00:33:05.271 --> 00:33:06.031
I've known him for years he

00:33:06.071 --> 00:33:07.133
actually his first job and

00:33:07.272 --> 00:33:07.932
after he got the marine

00:33:07.952 --> 00:33:08.993
corps was jay dog he worked

00:33:09.013 --> 00:33:10.134
for me when we first

00:33:10.154 --> 00:33:12.916
started but I consider him

00:33:12.936 --> 00:33:14.096
a friend but at the same

00:33:14.136 --> 00:33:15.978
time I also know that I

00:33:16.058 --> 00:33:16.759
can't have certain

00:33:16.798 --> 00:33:18.559
conversations with him for

00:33:18.599 --> 00:33:19.361
two reasons one

00:33:20.446 --> 00:33:21.508
It's above his pay grade

00:33:21.968 --> 00:33:23.548
legitimately or two.

00:33:24.470 --> 00:33:25.769
It's above his knowledge.

00:33:26.131 --> 00:33:27.151
He doesn't really understand

00:33:27.171 --> 00:33:28.692
the conversation that I'm trying to have.

00:33:29.232 --> 00:33:30.574
So I also noticed that if I

00:33:30.594 --> 00:33:31.753
go golfing with somebody,

00:33:31.933 --> 00:33:33.075
so I'll go golfing with him.

00:33:33.615 --> 00:33:35.896
We talk about everything except business.

00:33:36.557 --> 00:33:37.738
If I go golfing with someone

00:33:37.758 --> 00:33:39.038
like I'm going golfing on Wednesday,

00:33:39.358 --> 00:33:39.859
we're going to have a

00:33:39.880 --> 00:33:40.700
business conversation

00:33:41.059 --> 00:33:42.981
because they know something I don't know.

00:33:43.162 --> 00:33:44.321
And that's the whole intent

00:33:44.722 --> 00:33:45.943
of the round for me.

00:33:46.844 --> 00:33:47.864
So I want to make sure that

00:33:47.884 --> 00:33:49.285
I'm intentional even with

00:33:49.345 --> 00:33:51.144
my leisure sometimes.

00:33:52.006 --> 00:33:54.346
And I also find that when you have friends,

00:33:55.186 --> 00:33:57.186
when you mix the work with the friends,

00:33:57.207 --> 00:33:58.067
depending on the friends,

00:33:59.087 --> 00:34:00.067
you could have the benefit

00:34:00.107 --> 00:34:00.807
of both worlds.

00:34:01.468 --> 00:34:03.848
But I don't think it's

00:34:04.368 --> 00:34:06.769
appropriate if it's like a customer,

00:34:07.529 --> 00:34:09.170
if it's transactional and

00:34:09.791 --> 00:34:10.391
they're calling you or

00:34:10.471 --> 00:34:11.271
texting you at 9 p.m.

00:34:11.291 --> 00:34:12.811
Like, hey, so, you know,

00:34:12.992 --> 00:34:14.851
what do you think about this or whatever?

00:34:15.132 --> 00:34:16.512
Yeah, not at all.

00:34:17.297 --> 00:34:19.139
Yeah, no, I, and that's one of the things,

00:34:19.360 --> 00:34:19.559
you know,

00:34:19.579 --> 00:34:20.340
one of the reasons why I

00:34:20.681 --> 00:34:22.222
generally don't go out on the weekends.

00:34:22.722 --> 00:34:24.123
I fill up my social life

00:34:24.284 --> 00:34:26.204
bucket doing networking.

00:34:26.746 --> 00:34:26.925
You know,

00:34:26.965 --> 00:34:27.846
like Friday night was a

00:34:27.927 --> 00:34:29.047
networking event at the Brewer game.

00:34:29.106 --> 00:34:30.608
So I went to, I talked to a few people.

00:34:30.628 --> 00:34:31.409
I ate a couple of brats.

00:34:31.449 --> 00:34:32.650
I watched a half a Brewer game.

00:34:32.670 --> 00:34:33.751
I'm like, all right, I'm good.

00:34:33.771 --> 00:34:34.271
I'm going home.

00:34:34.291 --> 00:34:34.791
All right.

00:34:34.811 --> 00:34:35.612
That was my, I mean,

00:34:35.632 --> 00:34:36.632
that is the extent of me

00:34:36.673 --> 00:34:38.175
going out this weekend.

00:34:38.914 --> 00:34:39.235
Right.

00:34:39.356 --> 00:34:41.157
I caught, I worked on Saturday,

00:34:41.396 --> 00:34:42.177
Sunday night.

00:34:42.840 --> 00:34:43.621
I don't know if I left my house.

00:34:43.661 --> 00:34:45.422
I never left my house on Sunday.

00:34:46.623 --> 00:34:47.302
My mom came over.

00:34:47.342 --> 00:34:48.523
We did Mother's Day.

00:34:48.603 --> 00:34:51.065
Then I did some work around the house,

00:34:51.125 --> 00:34:52.465
and I did a project with my dad.

00:34:52.505 --> 00:34:54.387
That was my day because most

00:34:54.407 --> 00:34:55.768
of my social life is filled

00:34:55.807 --> 00:34:56.628
up with networking.

00:34:57.768 --> 00:34:59.570
Speaking of going into this summer,

00:35:00.250 --> 00:35:01.731
someone texted us and asked,

00:35:01.771 --> 00:35:04.532
what is summer networking is different?

00:35:05.592 --> 00:35:06.152
I should ask you that.

00:35:06.534 --> 00:35:07.134
Down south,

00:35:07.313 --> 00:35:08.914
is summer networking events different?

00:35:09.135 --> 00:35:09.976
Because it is up north.

00:35:12.653 --> 00:35:14.675
The summer is different for what?

00:35:15.135 --> 00:35:16.014
The two big things that we

00:35:16.074 --> 00:35:18.655
see in summer are we have

00:35:18.675 --> 00:35:19.657
tons of golf outings in

00:35:19.717 --> 00:35:20.416
summer because we don't

00:35:20.436 --> 00:35:21.077
have them in winter.

00:35:21.717 --> 00:35:24.757
Golf outings start May through September.

00:35:25.778 --> 00:35:26.259
For us,

00:35:26.318 --> 00:35:29.300
it starts in April through June is

00:35:29.380 --> 00:35:31.780
golf tournament season.

00:35:31.981 --> 00:35:33.342
July, August,

00:35:33.382 --> 00:35:34.181
you start getting real

00:35:34.222 --> 00:35:35.402
freaking... You'll still have them,

00:35:35.442 --> 00:35:36.822
but you kind of feel for

00:35:36.842 --> 00:35:37.802
the vendors out there in

00:35:37.822 --> 00:35:38.963
the tent because you're like, wow,

00:35:38.983 --> 00:35:39.623
they're sucking.

00:35:40.592 --> 00:35:43.054
But as far as the networking events,

00:35:43.094 --> 00:35:43.333
though,

00:35:43.875 --> 00:35:45.155
I will say it gets more creative

00:35:45.195 --> 00:35:46.295
in the summer because now

00:35:46.315 --> 00:35:47.456
you can implement the outdoors.

00:35:48.057 --> 00:35:48.418
You know,

00:35:48.458 --> 00:35:50.519
we have I would say our hottest

00:35:50.639 --> 00:35:52.420
month is probably August.

00:35:53.302 --> 00:35:53.561
You know,

00:35:54.001 --> 00:35:56.403
late July and August is when we

00:35:56.423 --> 00:35:57.465
see most of our triple

00:35:57.505 --> 00:35:59.987
digit consecutive days, you know,

00:36:00.568 --> 00:36:01.088
and at that point,

00:36:01.148 --> 00:36:02.068
everybody wants to be inside.

00:36:03.237 --> 00:36:04.918
You know, it's just it's too damn hot.

00:36:04.978 --> 00:36:05.958
No one really wants to talk.

00:36:06.300 --> 00:36:07.820
Even if you're in tank top and flip flops,

00:36:08.481 --> 00:36:09.442
just bake it in the sun.

00:36:09.702 --> 00:36:10.822
You can only talk for so long.

00:36:11.503 --> 00:36:13.606
And I think a lot of us for.

00:36:13.626 --> 00:36:14.907
OK, here's a good one.

00:36:15.007 --> 00:36:17.088
For instance, last week, Thursday night,

00:36:17.168 --> 00:36:18.389
I got invited to go to this

00:36:18.530 --> 00:36:19.751
big event called Fired Up.

00:36:20.731 --> 00:36:22.012
And it was in Keller where

00:36:22.193 --> 00:36:23.474
my my old home base was.

00:36:24.728 --> 00:36:26.449
um funny thing it's been

00:36:26.469 --> 00:36:27.130
doing they've been it's

00:36:27.150 --> 00:36:28.369
their eighth year it was

00:36:28.449 --> 00:36:29.570
huge probably 400 people

00:36:29.610 --> 00:36:30.592
showed up they do it for a

00:36:30.612 --> 00:36:32.353
non-profit and for the

00:36:32.393 --> 00:36:34.653
chamber um it was awesome I

00:36:34.693 --> 00:36:35.494
got to reconnect with

00:36:35.514 --> 00:36:36.275
people I haven't talked to

00:36:36.315 --> 00:36:37.416
in years I got to meet a

00:36:37.436 --> 00:36:38.436
lot of people I didn't know

00:36:39.257 --> 00:36:40.358
and it was outdoors at a

00:36:40.418 --> 00:36:41.778
landscape supply company

00:36:42.518 --> 00:36:43.460
because they have the space

00:36:44.139 --> 00:36:45.561
right and it was awesome

00:36:45.641 --> 00:36:47.362
live band it was open it

00:36:47.521 --> 00:36:48.702
was oh it was like tense

00:36:48.802 --> 00:36:51.605
but it was open so you're outside um

00:36:52.644 --> 00:36:53.445
And plus the nights here are

00:36:53.545 --> 00:36:55.166
awesome in the summer nights or, you know,

00:36:55.186 --> 00:36:57.346
eighties normally below eighties.

00:36:57.385 --> 00:37:00.427
But, but the guy came up to me and say,

00:37:00.447 --> 00:37:02.186
Hey, this is a pretty cool event.

00:37:02.226 --> 00:37:02.666
Don't you think?

00:37:02.706 --> 00:37:03.467
I said, yeah, I never,

00:37:03.487 --> 00:37:04.768
I always miss it somehow.

00:37:05.047 --> 00:37:06.108
I always have something come up.

00:37:06.728 --> 00:37:07.128
He goes, well,

00:37:07.148 --> 00:37:08.869
you helped us on our second one ever.

00:37:08.949 --> 00:37:11.389
It was just 30 guys smoking

00:37:11.429 --> 00:37:12.650
cigars and drinking whiskey

00:37:12.670 --> 00:37:13.329
in an old barn.

00:37:13.349 --> 00:37:13.889
Do you remember that?

00:37:13.909 --> 00:37:14.110
And I go,

00:37:15.050 --> 00:37:15.891
Yeah, actually I do.

00:37:15.952 --> 00:37:16.331
He goes, yeah,

00:37:16.371 --> 00:37:17.612
that was the old rotary barn

00:37:17.632 --> 00:37:18.992
and you helped us clean it out.

00:37:19.333 --> 00:37:20.373
And then you went to it and I was like,

00:37:20.574 --> 00:37:21.494
that's the same event.

00:37:21.655 --> 00:37:22.175
He goes, yeah.

00:37:22.195 --> 00:37:23.076
I was like, Holy crap.

00:37:23.655 --> 00:37:27.097
So in 2016 was their second year,

00:37:27.137 --> 00:37:27.539
I believe.

00:37:28.398 --> 00:37:30.420
And it was just 30 guys that

00:37:31.240 --> 00:37:33.161
got together for a networking event,

00:37:33.682 --> 00:37:34.882
smoking cigars over whiskey

00:37:34.922 --> 00:37:35.483
and some steaks.

00:37:36.103 --> 00:37:37.985
Now it's open to everybody, you know,

00:37:38.405 --> 00:37:39.186
pretty much adults,

00:37:39.246 --> 00:37:40.847
but now it's 400 people

00:37:40.867 --> 00:37:42.288
strong and people are like,

00:37:42.668 --> 00:37:43.869
we can't wait for the next one.

00:37:44.554 --> 00:37:45.195
Yeah.

00:37:45.775 --> 00:37:46.735
But it all started with just

00:37:47.137 --> 00:37:49.338
networking and now it became an event.

00:37:49.358 --> 00:37:50.601
Now they have a silent

00:37:50.681 --> 00:37:52.762
auction and they have whiskey pool and,

00:37:53.264 --> 00:37:53.483
you know,

00:37:53.523 --> 00:37:55.266
they're doing different things with it.

00:37:55.306 --> 00:37:56.347
They have other vendors that

00:37:56.387 --> 00:37:56.887
are there now.

00:37:57.527 --> 00:37:59.409
So in Texas,

00:37:59.449 --> 00:38:00.530
it gets a little creative just

00:38:00.570 --> 00:38:01.271
because of the weather.

00:38:01.733 --> 00:38:02.773
I can only imagine up north

00:38:02.793 --> 00:38:04.635
when you have I would

00:38:04.655 --> 00:38:06.177
assume the wintertime, it's mostly just

00:38:07.047 --> 00:38:07.909
Is it like local bar and

00:38:07.929 --> 00:38:09.791
grills or is it conference rooms?

00:38:09.811 --> 00:38:11.494
A lot of conference room.

00:38:11.514 --> 00:38:13.257
I mean, here's what's interesting.

00:38:13.277 --> 00:38:14.659
In the summer, you're right,

00:38:14.679 --> 00:38:15.619
we have a lot more creative stuff.

00:38:15.639 --> 00:38:16.641
We've got a party in the park,

00:38:17.842 --> 00:38:19.885
food truck events, things like that.

00:38:20.347 --> 00:38:21.429
The challenge is your

00:38:21.489 --> 00:38:22.630
standard networking events

00:38:23.231 --> 00:38:24.791
see a huge attrition, right?

00:38:24.811 --> 00:38:25.632
So if a standard networking

00:38:25.652 --> 00:38:27.192
event gets 50 people, right,

00:38:27.231 --> 00:38:28.393
a business after five or a

00:38:28.492 --> 00:38:30.633
breakfast or a lunch, now it's like 40,

00:38:30.633 --> 00:38:31.313
35, 40,

00:38:31.313 --> 00:38:33.273
because tons of people are on

00:38:33.574 --> 00:38:35.155
vacation or out with their families or,

00:38:35.175 --> 00:38:35.375
you know,

00:38:35.414 --> 00:38:37.295
traveling or they have kids for

00:38:37.315 --> 00:38:38.056
the summer and now it

00:38:38.076 --> 00:38:39.155
screws up their schedule, right?

00:38:39.496 --> 00:38:41.336
So what ends up happening is in the summer,

00:38:41.536 --> 00:38:42.617
it's like feast or famine.

00:38:42.657 --> 00:38:43.396
Like the golf outings,

00:38:43.416 --> 00:38:45.117
you get 200 people and then

00:38:45.137 --> 00:38:45.958
you'll go to a, you know,

00:38:45.998 --> 00:38:46.557
networking event where

00:38:46.577 --> 00:38:47.438
you're used to seeing 40,

00:38:47.438 --> 00:38:48.278
50 people and it's 20, right?

00:38:49.228 --> 00:38:51.012
So, you know, for us,

00:38:51.072 --> 00:38:52.574
the key is consistency.

00:38:52.894 --> 00:38:53.916
We want to make sure we are

00:38:53.956 --> 00:38:55.077
consistently showing up to

00:38:55.117 --> 00:38:55.858
all the networking events

00:38:56.179 --> 00:38:57.161
because the chambers,

00:38:57.322 --> 00:38:59.565
they watch who is and who

00:38:59.625 --> 00:39:00.947
does and who does not show up.

00:39:01.608 --> 00:39:02.869
And then we also have some events,

00:39:02.989 --> 00:39:04.152
they stop for the summer.

00:39:04.829 --> 00:39:06.451
So there's one event I'm part of.

00:39:06.510 --> 00:39:08.333
They do not have an event in June.

00:39:08.972 --> 00:39:10.954
July, they have a free open house event.

00:39:11.114 --> 00:39:12.295
And then August, they're off.

00:39:12.795 --> 00:39:13.697
So for those three months,

00:39:13.717 --> 00:39:14.677
they only have one event.

00:39:15.297 --> 00:39:15.858
So basically,

00:39:16.057 --> 00:39:17.119
it's a membership organization.

00:39:17.139 --> 00:39:18.139
They do nine events a year,

00:39:18.179 --> 00:39:20.001
September through May,

00:39:20.561 --> 00:39:21.461
where they basically have

00:39:21.481 --> 00:39:22.402
recess over the summer.

00:39:22.563 --> 00:39:25.184
And then they use the summer July event,

00:39:25.204 --> 00:39:26.365
a free event for everybody,

00:39:26.726 --> 00:39:28.588
as their let's get people here free,

00:39:28.867 --> 00:39:30.009
tell them the benefit of this group.

00:39:31.009 --> 00:39:31.710
And then they'll sign up for

00:39:31.730 --> 00:39:32.831
a year membership, you know?

00:39:33.885 --> 00:39:36.110
So one of the things that

00:39:36.170 --> 00:39:37.130
Taylor asked us is how

00:39:37.150 --> 00:39:38.373
should we approach golf outings?

00:39:39.474 --> 00:39:40.496
My strategy is the same

00:39:40.577 --> 00:39:42.139
exact at every single golf outing.

00:39:42.920 --> 00:39:43.742
Get a whole sponsor.

00:39:44.362 --> 00:39:45.905
Get a whole sponsor where

00:39:45.945 --> 00:39:48.945
you can spend five minutes –

00:39:48.945 --> 00:39:51.967
With them at the hole, not ice cream truck,

00:39:52.047 --> 00:39:54.590
not fucking a hot dog cart, not cocktail,

00:39:54.971 --> 00:39:57.733
not best ball or not best ball.

00:39:57.753 --> 00:39:58.896
The, uh, sometimes they do the,

00:39:58.916 --> 00:39:59.735
the ball toss.

00:40:00.257 --> 00:40:02.599
I have one fucking move and one move only.

00:40:02.900 --> 00:40:04.300
And that is whole sponsorship.

00:40:04.521 --> 00:40:05.242
And we've done the other

00:40:05.262 --> 00:40:05.882
things like when we've

00:40:05.902 --> 00:40:07.184
signed up late and all that

00:40:07.224 --> 00:40:08.646
was left is like the hot dog vendor.

00:40:08.945 --> 00:40:10.067
And it's like, yeah, it was good.

00:40:11.195 --> 00:40:12.795
you get 30 seconds on a hot dog vendor.

00:40:13.135 --> 00:40:15.297
You get five to 10 minutes

00:40:16.097 --> 00:40:17.117
when you're a whole sponsor,

00:40:17.619 --> 00:40:18.559
because chances are there.

00:40:19.039 --> 00:40:20.059
Most people are receptive.

00:40:20.079 --> 00:40:20.900
They're like, all right, Hey,

00:40:20.940 --> 00:40:21.601
you're a whole sponsor.

00:40:21.621 --> 00:40:22.521
We're going to give you five minutes.

00:40:22.721 --> 00:40:24.081
We're not going to also have a game,

00:40:24.121 --> 00:40:25.242
make it fucking interactive.

00:40:25.782 --> 00:40:26.804
And then always give away

00:40:26.844 --> 00:40:29.164
free shit because golf, they're excited.

00:40:29.644 --> 00:40:31.646
I never talk about what we do.

00:40:32.047 --> 00:40:33.407
Obviously junk rules in the name.

00:40:33.907 --> 00:40:35.068
I am not even handing out

00:40:35.108 --> 00:40:36.068
fucking promo material.

00:40:36.309 --> 00:40:37.250
I hand out pens.

00:40:38.030 --> 00:40:40.351
and koozies and t-shirts all

00:40:40.452 --> 00:40:41.994
fun shit if you give

00:40:42.034 --> 00:40:43.215
someone a fucking trifold

00:40:43.255 --> 00:40:45.077
brochure on a fucking golf

00:40:45.297 --> 00:40:46.177
tournament they ain't

00:40:46.217 --> 00:40:47.878
fucking stuck in the car it

00:40:47.898 --> 00:40:48.739
gets stuck in the car they

00:40:48.800 --> 00:40:49.740
use that unless you put it

00:40:49.760 --> 00:40:51.163
in a nice cooler and then

00:40:51.202 --> 00:40:51.782
they'll throw it away at

00:40:52.164 --> 00:40:53.764
home no exactly if you get

00:40:53.824 --> 00:40:54.606
right you know you put a

00:40:54.666 --> 00:40:55.967
koozie on that the cocktail

00:40:55.967 --> 00:40:57.327
50 50 it makes it home

00:40:57.909 --> 00:40:58.989
right I'll tell you they're

00:40:59.050 --> 00:41:00.590
gonna wait for a hole but

00:41:01.172 --> 00:41:02.713
yeah but make it interesting so

00:41:03.353 --> 00:41:05.054
You've got to do something

00:41:05.074 --> 00:41:07.617
to make yourself memorable.

00:41:07.677 --> 00:41:07.996
Trust me,

00:41:08.016 --> 00:41:09.378
you've talked about this ad

00:41:09.458 --> 00:41:11.000
nauseum about how much you golf.

00:41:11.039 --> 00:41:12.420
Remember a year ago when you

00:41:12.440 --> 00:41:13.621
talked shit about golf?

00:41:13.862 --> 00:41:14.481
It's weak.

00:41:14.501 --> 00:41:15.762
Why would anyone do that shit?

00:41:16.403 --> 00:41:17.463
You golfed one time.

00:41:18.364 --> 00:41:19.085
You were awakened.

00:41:19.686 --> 00:41:20.487
So awakened.

00:41:20.827 --> 00:41:22.208
Now you're like, I golf.

00:41:22.248 --> 00:41:23.047
I'm golfing on Wednesday.

00:41:23.068 --> 00:41:23.528
No big deal.

00:41:24.188 --> 00:41:25.829
You pulled a 180.

00:41:26.570 --> 00:41:27.030
Big time.

00:41:27.050 --> 00:41:28.052
I will say this.

00:41:28.072 --> 00:41:28.753
Had I known...

00:41:30.934 --> 00:41:32.275
Had it known, I know now, obviously.

00:41:32.315 --> 00:41:33.036
I wish I would have golfed

00:41:33.115 --> 00:41:34.577
way earlier in life because

00:41:34.876 --> 00:41:35.657
it's a lot of fun for me.

00:41:35.677 --> 00:41:36.458
It's a mental release,

00:41:36.498 --> 00:41:38.260
but it's also a good way.

00:41:38.559 --> 00:41:39.021
Think about this.

00:41:39.041 --> 00:41:40.842
You take someone up on a golfing outing,

00:41:40.862 --> 00:41:41.061
right?

00:41:41.262 --> 00:41:42.003
Just one-on-one.

00:41:42.182 --> 00:41:43.764
That's four hours potentially.

00:41:44.045 --> 00:41:45.405
You just said a golfing outing.

00:41:46.407 --> 00:41:46.927
Golf outing.

00:41:46.947 --> 00:41:48.768
I know you said golfing outing.

00:41:49.469 --> 00:41:50.530
Oh, golfing outing, whatever.

00:41:50.550 --> 00:41:54.393
Yeah, you take someone up on it.

00:41:54.414 --> 00:41:55.134
That's potentially a

00:41:55.213 --> 00:41:56.655
four-hour one-on-one with somebody,

00:41:56.996 --> 00:41:57.235
you know?

00:41:57.795 --> 00:41:58.456
There's not a lot of people

00:41:58.476 --> 00:41:59.277
I want to spend four hours with.

00:41:59.318 --> 00:41:59.737
Hold on a minute.

00:42:01.340 --> 00:42:01.840
What's your kid?

00:42:01.960 --> 00:42:02.460
All right.

00:42:02.581 --> 00:42:03.121
Kid came in.

00:42:03.661 --> 00:42:04.822
We have a kid break.

00:42:04.943 --> 00:42:05.503
Oh, you know what?

00:42:05.643 --> 00:42:06.704
Actually, Taylor, Taylor,

00:42:06.764 --> 00:42:08.626
run down to my Jeep and grab.

00:42:08.666 --> 00:42:09.266
I have a hat.

00:42:09.327 --> 00:42:11.568
This is the best part of my week in Vegas.

00:42:11.608 --> 00:42:12.469
I didn't even talk about this.

00:42:12.489 --> 00:42:13.389
I got to give a shout out.

00:42:13.690 --> 00:42:14.351
Got to give a plug.

00:42:14.710 --> 00:42:15.452
I just opened up my Jeep.

00:42:15.492 --> 00:42:17.672
Go down to my Jeep and grab my black.

00:42:17.873 --> 00:42:19.474
You'll see a black RDK hat.

00:42:20.925 --> 00:42:21.766
Grab that.

00:42:22.327 --> 00:42:22.527
See,

00:42:22.726 --> 00:42:24.007
that's how transparent we are on the

00:42:24.047 --> 00:42:25.228
podcast.

00:42:25.548 --> 00:42:26.429
Casey put his on mute

00:42:26.449 --> 00:42:27.349
because his kid's there and

00:42:27.389 --> 00:42:28.371
kid might drop an F-bomb.

00:42:28.391 --> 00:42:31.873
We can't have that.

00:42:32.974 --> 00:42:33.974
Me, on the other hand, I'm like, hey,

00:42:34.014 --> 00:42:36.956
Taylor, our producer, hey,

00:42:37.356 --> 00:42:38.577
go grab something I forgot to bring.

00:42:38.597 --> 00:42:40.639
I do need to open this up.

00:42:40.699 --> 00:42:42.500
I was going to say, if you sponsor a hole,

00:42:42.559 --> 00:42:44.420
though, the one thing I liked,

00:42:44.460 --> 00:42:47.202
they had a hole-in-one competition.

00:42:47.222 --> 00:42:47.943
On this one...

00:42:50.815 --> 00:42:52.940
On this one hole-in-one, if you make it,

00:42:53.521 --> 00:42:54.664
you win this brand-new Jeep.

00:42:55.967 --> 00:42:56.588
Now, obviously,

00:42:57.309 --> 00:42:58.152
they probably picked a hole

00:42:58.172 --> 00:42:59.914
that's very hard to do a one-on-one.

00:43:05.739 --> 00:43:06.519
They probably picked a hole

00:43:06.541 --> 00:43:08.820
that's very hard to do a hole-in-one on.

00:43:08.860 --> 00:43:10.942
The point of it is, everyone stopped,

00:43:11.362 --> 00:43:12.043
looked at the Jeep,

00:43:12.503 --> 00:43:14.463
thought it was awesome, read the rules,

00:43:15.804 --> 00:43:16.583
and then everyone did it.

00:43:17.244 --> 00:43:17.925
Everyone was like, yeah,

00:43:17.965 --> 00:43:18.844
I'm going to go for a

00:43:19.306 --> 00:43:23.007
hole-in-one right here.

00:43:23.766 --> 00:43:24.507
You could literally do

00:43:24.547 --> 00:43:25.688
something outlandish like, hey,

00:43:25.708 --> 00:43:26.628
I'm going to sponsor this hole.

00:43:26.748 --> 00:43:27.548
I'm also going to say,

00:43:28.367 --> 00:43:29.668
a hole in one and you get

00:43:29.688 --> 00:43:31.829
this and it can be,

00:43:32.289 --> 00:43:33.311
and you can buy insurance.

00:43:33.351 --> 00:43:34.472
The likelihood.

00:43:34.512 --> 00:43:34.652
Yeah.

00:43:34.711 --> 00:43:35.652
Because I mean, it's the,

00:43:35.713 --> 00:43:36.952
it's the probability of it

00:43:37.032 --> 00:43:38.914
happening is very, very low,

00:43:39.534 --> 00:43:41.076
but also gains the most like, Oh,

00:43:41.155 --> 00:43:42.177
I definitely want to try this.

00:43:42.217 --> 00:43:43.237
And I definitely want to reach this.

00:43:43.797 --> 00:43:45.498
I mean, Hey, if you sign up right now,

00:43:45.599 --> 00:43:46.960
sign, give me your name, address,

00:43:47.000 --> 00:43:47.420
phone number,

00:43:48.219 --> 00:43:49.320
and then try to make this shot.

00:43:50.021 --> 00:43:50.961
And if you make it cool,

00:43:51.302 --> 00:43:52.123
we'll let you know you want to do.

00:43:53.583 --> 00:43:54.123
So real quick,

00:43:54.324 --> 00:43:55.864
I'm opening my box that I

00:43:55.885 --> 00:43:57.126
got before I went to Vegas.

00:43:58.447 --> 00:44:00.588
Our good friend Xavier Junkify.

00:44:00.628 --> 00:44:01.369
Junkify.

00:44:01.891 --> 00:44:03.032
Junkify.com.

00:44:03.693 --> 00:44:04.574
Thank you for the...

00:44:06.161 --> 00:44:06.561
Is it a Yeti?

00:44:06.581 --> 00:44:07.601
I don't know if it's a real Yeti.

00:44:07.641 --> 00:44:07.942
Whatever.

00:44:07.961 --> 00:44:08.463
It's a Yeti.

00:44:08.543 --> 00:44:09.664
It's one of these tumblers.

00:44:09.684 --> 00:44:10.945
I'm going to drink my coffee in it.

00:44:11.764 --> 00:44:12.806
Thank you, sir, for that.

00:44:13.427 --> 00:44:14.588
Had you on the podcast twice.

00:44:14.628 --> 00:44:15.527
You killed it both times.

00:44:16.949 --> 00:44:19.510
Also, I'm going to put this in real quick.

00:44:19.851 --> 00:44:21.032
So I was in Vegas.

00:44:21.293 --> 00:44:22.793
I did a lot of cool things in Vegas.

00:44:22.873 --> 00:44:24.414
And one of the things that

00:44:24.454 --> 00:44:26.757
was really cool was I ended

00:44:26.836 --> 00:44:29.559
up at the Bellagio, 33rd floor,

00:44:29.619 --> 00:44:30.199
private room,

00:44:34.724 --> 00:44:36.286
Well, I think I put it on my socials.

00:44:36.786 --> 00:44:38.186
I ended up having dinner

00:44:38.788 --> 00:44:41.989
with Garwin McNeilis, who,

00:44:42.130 --> 00:44:44.092
if you've ever seen garbage

00:44:44.112 --> 00:44:44.731
trucks out there,

00:44:44.992 --> 00:44:46.052
you'll see the McNeilis brand.

00:44:46.434 --> 00:44:49.596
It was sold to Oshkosh truck in 97.

00:44:49.916 --> 00:44:51.277
And Oshkosh truck is like an

00:44:51.317 --> 00:44:52.097
hour and a half from us.

00:44:52.478 --> 00:44:53.739
And the freeway that Oshkosh

00:44:53.858 --> 00:44:55.260
uses is like a half mile from us.

00:44:55.280 --> 00:44:56.802
So anyways, you know,

00:44:56.822 --> 00:44:57.402
their trucks throughout the

00:44:57.442 --> 00:44:58.003
entire country.

00:44:58.222 --> 00:44:58.342
So.

00:44:59.679 --> 00:45:00.601
I see these trucks all the time.

00:45:00.621 --> 00:45:00.902
So anyways,

00:45:01.262 --> 00:45:04.327
RDK Sales saw me opening night

00:45:04.347 --> 00:45:05.871
of Waste Expo at...

00:45:08.117 --> 00:45:08.878
at the opening night

00:45:08.898 --> 00:45:10.519
ceremonies at this pretty cool place.

00:45:12.061 --> 00:45:13.021
Area 15, that's what it's called.

00:45:13.041 --> 00:45:14.103
There we go.

00:45:14.382 --> 00:45:14.963
Rack my brain.

00:45:15.304 --> 00:45:15.543
Anyways,

00:45:15.724 --> 00:45:16.985
I'm wearing my Trash Talk Business

00:45:17.005 --> 00:45:19.088
Podcast shirt with the big QR code,

00:45:19.128 --> 00:45:20.829
green shirt, big QR code on the back,

00:45:20.849 --> 00:45:22.931
same one I wore at Junk Con

00:45:22.971 --> 00:45:23.931
and other places.

00:45:24.331 --> 00:45:25.673
And I'm wearing my camel pants, right?

00:45:25.713 --> 00:45:26.333
That's what I do.

00:45:27.114 --> 00:45:29.137
And the owner of RDK comes up to me.

00:45:29.577 --> 00:45:30.237
He's like, hey, man.

00:45:31.376 --> 00:45:32.958
Which was your, which was your QR code?

00:45:33.259 --> 00:45:34.559
I go, it's off for my podcast.

00:45:34.659 --> 00:45:35.481
And he goes, well,

00:45:35.501 --> 00:45:36.041
I haven't never heard of

00:45:36.061 --> 00:45:36.822
your podcast before.

00:45:37.101 --> 00:45:38.182
I'm like, cause you haven't met me before.

00:45:38.322 --> 00:45:38.822
Now you have.

00:45:39.164 --> 00:45:39.664
He was all right.

00:45:40.023 --> 00:45:40.925
And he asked me like two other things.

00:45:40.945 --> 00:45:41.246
He's like,

00:45:41.545 --> 00:45:42.306
what are you doing tomorrow night?

00:45:42.326 --> 00:45:43.547
I was like, nothing.

00:45:43.907 --> 00:45:45.268
He goes, come to our party.

00:45:45.449 --> 00:45:46.070
I'm like, cool.

00:45:46.409 --> 00:45:47.570
He goes, come hungry.

00:45:47.590 --> 00:45:48.612
I go, all right, bet.

00:45:48.672 --> 00:45:49.052
Like, don't,

00:45:49.132 --> 00:45:50.193
don't tease me with a good time.

00:45:51.373 --> 00:45:52.454
I get, I get that.

00:45:52.655 --> 00:45:53.815
So this is my Tuesday night.

00:45:54.177 --> 00:45:55.818
So I'm gonna explain my Tuesday to you.

00:45:55.838 --> 00:45:56.898
Probably one of the best days of my life.

00:45:56.918 --> 00:45:57.358
Not gonna lie.

00:45:58.019 --> 00:45:58.860
Tuesday morning, I get up.

00:46:00.349 --> 00:46:00.528
Well,

00:46:00.568 --> 00:46:02.070
I got up at 5.26 in the morning

00:46:02.391 --> 00:46:03.170
because there was shit

00:46:03.210 --> 00:46:04.351
happening back in the rear,

00:46:04.552 --> 00:46:07.893
and so I dealt with that.

00:46:07.914 --> 00:46:09.655
8.30, I do my keynote.

00:46:09.675 --> 00:46:10.695
I had a great keynote.

00:46:11.096 --> 00:46:12.257
It was a great time to walk around.

00:46:12.356 --> 00:46:13.197
I went and got lunch.

00:46:15.980 --> 00:46:16.059
Oh,

00:46:16.099 --> 00:46:18.380
I got lunch with... I can't think of

00:46:18.400 --> 00:46:18.722
his name.

00:46:19.601 --> 00:46:22.824
Zach Wiley, Vets Trash Service.

00:46:22.903 --> 00:46:26.085
Vets... Trash Removal?

00:46:26.186 --> 00:46:26.806
I got to remember what the

00:46:26.827 --> 00:46:27.447
hell his company is.

00:46:27.467 --> 00:46:28.047
We used to work together.

00:46:28.068 --> 00:46:28.108
Um...

00:46:31.498 --> 00:46:32.099
Got lunch with him.

00:46:32.820 --> 00:46:33.119
There it is.

00:46:33.139 --> 00:46:33.940
Yeah, Vets Trash.

00:46:34.420 --> 00:46:35.920
Vets Junk Removal and Dumpster Rental.

00:46:36.541 --> 00:46:36.842
Is that it?

00:46:37.001 --> 00:46:37.181
Yes.

00:46:37.242 --> 00:46:38.143
V-E-T-S.

00:46:38.163 --> 00:46:38.822
Capitalized Vets.

00:46:39.123 --> 00:46:39.322
Here we go.

00:46:39.342 --> 00:46:40.003
All right.

00:46:40.264 --> 00:46:41.344
Had lunch with him at this

00:46:41.443 --> 00:46:42.844
bagel joint right next to

00:46:42.864 --> 00:46:43.565
the conference center.

00:46:43.626 --> 00:46:45.085
I always get the original

00:46:45.146 --> 00:46:47.987
gangster with the pastrami, add cheese,

00:46:48.268 --> 00:46:49.628
beautiful sandwich on toasted rye.

00:46:50.168 --> 00:46:52.369
Then I go to, went back to the room,

00:46:52.851 --> 00:46:54.050
cleaned up, answered some emails,

00:46:54.090 --> 00:46:54.652
did the thing, whatever.

00:46:54.911 --> 00:46:56.353
Then I went to this VIP

00:46:56.873 --> 00:46:58.014
party at this brand new,

00:46:59.253 --> 00:47:01.295
uh old blue flola blue I

00:47:01.376 --> 00:47:02.336
don't know brand new hotel

00:47:02.396 --> 00:47:03.518
in vegas and I've gone

00:47:03.557 --> 00:47:04.498
there a few times already

00:47:05.380 --> 00:47:08.121
um brand new hotel I can't

00:47:08.141 --> 00:47:09.083
think of the name of it now

00:47:09.163 --> 00:47:12.344
I'm butchering this um they

00:47:12.364 --> 00:47:13.947
didn't know do they demo

00:47:13.987 --> 00:47:15.208
circus circus circus yet

00:47:16.188 --> 00:47:17.289
nope circus circus circus

00:47:17.309 --> 00:47:18.291
circus is still there I

00:47:18.331 --> 00:47:21.994
walk right past it uh I go

00:47:22.014 --> 00:47:23.255
to the vip party

00:47:24.329 --> 00:47:24.949
And it was great.

00:47:25.349 --> 00:47:27.791
No, no, no complaints there.

00:47:28.210 --> 00:47:28.771
Uh, great.

00:47:28.811 --> 00:47:29.132
There it is.

00:47:29.771 --> 00:47:30.632
I can't, how do you, I didn't,

00:47:30.672 --> 00:47:31.353
how do you pronounce this?

00:47:31.512 --> 00:47:33.414
Fountain blue, fun on blue.

00:47:34.414 --> 00:47:35.414
Anyways, brand new hotel.

00:47:35.436 --> 00:47:36.556
Oh,

00:47:38.197 --> 00:47:39.597
I'm shaking my leg and touching the

00:47:39.617 --> 00:47:40.498
computer.

00:47:40.938 --> 00:47:42.039
And also, well, here's the other thing.

00:47:42.079 --> 00:47:42.519
My, uh,

00:47:43.730 --> 00:47:45.650
Um, they normally shoot that camera,

00:47:45.670 --> 00:47:46.351
which is independent.

00:47:46.391 --> 00:47:47.891
This camera is right here on my table.

00:47:47.911 --> 00:47:49.190
So when I'm typing and doing stuff,

00:47:49.210 --> 00:47:50.492
it's all over the place.

00:47:50.851 --> 00:47:52.112
Anyways, great VIP party.

00:47:52.311 --> 00:47:53.512
Then I go to the Bellagio

00:47:53.552 --> 00:47:55.152
for RDK sales event.

00:47:55.512 --> 00:47:57.873
And I like 15, 20 minutes in between.

00:47:58.353 --> 00:47:59.534
So I went through a craps table.

00:48:00.114 --> 00:48:00.733
I love craps.

00:48:00.994 --> 00:48:01.773
Nobody else on the table.

00:48:01.793 --> 00:48:03.815
I like to play craps blackjack by myself.

00:48:03.855 --> 00:48:04.454
That's how I am.

00:48:04.494 --> 00:48:04.914
I operate.

00:48:05.534 --> 00:48:07.117
I come out, I lose a hundred bucks.

00:48:07.237 --> 00:48:08.097
I come on a second time.

00:48:08.157 --> 00:48:08.938
I lose a hundred bucks.

00:48:09.199 --> 00:48:10.099
I come on a third time.

00:48:10.119 --> 00:48:10.440
I pull it.

00:48:10.480 --> 00:48:11.240
I go into my wallet.

00:48:11.280 --> 00:48:13.103
I go into my pocket.

00:48:13.342 --> 00:48:14.764
My pocket is my spending money, right?

00:48:14.844 --> 00:48:16.206
I give myself a budget.

00:48:16.606 --> 00:48:17.626
I go into my pocket.

00:48:18.108 --> 00:48:19.869
I pull out enough to be like, okay,

00:48:20.269 --> 00:48:21.510
I'm done after this, right?

00:48:21.550 --> 00:48:22.172
I'm going to put it,

00:48:22.192 --> 00:48:23.213
I'm going to let it ride.

00:48:23.333 --> 00:48:23.652
We're going to,

00:48:23.793 --> 00:48:24.954
we're going to shake some fucking dice.

00:48:25.675 --> 00:48:27.627
I put up, I don't know, probably $200,

00:48:27.627 --> 00:48:27.677
$250.

00:48:27.677 --> 00:48:29.119
I'm like, let's get a little aggressive.

00:48:29.298 --> 00:48:29.860
We're going to be done.

00:48:29.900 --> 00:48:30.820
Let's fucking go out.

00:48:31.242 --> 00:48:32.804
I walk away from the table with $1,500.

00:48:33.724 --> 00:48:34.726
If anybody knows craps,

00:48:34.746 --> 00:48:36.427
I hit the all-tell small,

00:48:36.668 --> 00:48:37.588
which means I hit every

00:48:37.648 --> 00:48:39.130
number between 2 and 12

00:48:39.130 --> 00:48:41.032
with the exception of the

00:48:41.092 --> 00:48:42.014
number we don't talk about.

00:48:42.034 --> 00:48:43.215
I hit all the numbers.

00:48:44.007 --> 00:48:44.929
I hit a couple of the numbers,

00:48:44.949 --> 00:48:45.570
a couple of things.

00:48:45.931 --> 00:48:47.052
And I go, color me up.

00:48:47.072 --> 00:48:47.893
They go, good choice.

00:48:48.253 --> 00:48:50.717
So 20 minutes, $1,500,

00:48:50.717 --> 00:48:52.340
walked my happy ass over the elevators.

00:48:52.699 --> 00:48:54.583
And now I was in one of

00:48:54.623 --> 00:48:55.603
those moments in life, right?

00:48:55.643 --> 00:48:56.085
Where I'm like,

00:48:57.380 --> 00:48:58.762
Camo pants, T-shirt,

00:48:59.061 --> 00:49:00.081
walking around the Bellagio.

00:49:00.141 --> 00:49:01.163
People are looking at me weird.

00:49:01.342 --> 00:49:02.802
I'm going to walk in this VIP party.

00:49:02.842 --> 00:49:03.643
What the hell am I doing?

00:49:03.664 --> 00:49:04.684
Right now I'm having all these moments.

00:49:04.903 --> 00:49:05.885
And these same moments that

00:49:05.905 --> 00:49:07.385
we often have when it comes

00:49:07.405 --> 00:49:07.885
to networking.

00:49:08.286 --> 00:49:09.786
This feeling of I don't belong.

00:49:09.907 --> 00:49:10.547
I haven't made it.

00:49:10.806 --> 00:49:11.728
I got dirt on my boots.

00:49:11.788 --> 00:49:12.427
These people know what the

00:49:12.447 --> 00:49:12.927
fuck they're doing.

00:49:12.947 --> 00:49:13.487
Let me tell you something.

00:49:13.507 --> 00:49:14.528
No one knows what the fuck they're doing.

00:49:14.688 --> 00:49:15.909
That's where you want to network.

00:49:15.929 --> 00:49:16.469
You're going to figure it

00:49:16.489 --> 00:49:17.110
out when you get there.

00:49:17.889 --> 00:49:18.791
I go to this VIP party.

00:49:20.137 --> 00:49:20.336
Right.

00:49:20.518 --> 00:49:22.740
And the party starts at seven,

00:49:22.780 --> 00:49:23.322
I want to say.

00:49:24.023 --> 00:49:24.182
Right.

00:49:24.382 --> 00:49:24.983
So I get there.

00:49:25.003 --> 00:49:26.246
It starts at seven and I get

00:49:26.286 --> 00:49:27.507
there like quarter after.

00:49:27.847 --> 00:49:29.190
So it's not like right when it starts,

00:49:29.251 --> 00:49:30.112
but I'm definitely not the

00:49:30.391 --> 00:49:31.092
show up an hour late.

00:49:31.112 --> 00:49:32.135
You know, what do they call that?

00:49:33.175 --> 00:49:33.817
What the fuck is that?

00:49:33.958 --> 00:49:35.239
That's really late.

00:49:35.800 --> 00:49:36.599
casually late but there's

00:49:36.639 --> 00:49:37.800
another one whatever not

00:49:37.840 --> 00:49:39.661
fashionably thank you there

00:49:39.701 --> 00:49:40.541
it is right I ain't fucking

00:49:40.561 --> 00:49:41.442
fashionable I got the camel

00:49:41.461 --> 00:49:42.181
pants in the work boots

00:49:42.222 --> 00:49:44.282
jack right so I go up and I

00:49:44.302 --> 00:49:45.083
get up there there's like

00:49:45.083 --> 00:49:47.164
15 people in the room and

00:49:47.244 --> 00:49:48.463
of the 15 10 of them work

00:49:48.483 --> 00:49:49.965
for rdk so it's me and like

00:49:50.005 --> 00:49:50.625
three or four other

00:49:50.664 --> 00:49:51.545
engineers and these guys

00:49:51.565 --> 00:49:52.545
are all big players these

00:49:52.585 --> 00:49:53.545
guys buy like the one guy's

00:49:53.565 --> 00:49:55.126
like oh yeah we bought 250

00:49:55.126 --> 00:49:55.947
trucks last year I'm like

00:49:55.967 --> 00:49:57.206
of course you did like why

00:49:57.226 --> 00:49:58.307
would you have bought 250 you know

00:49:59.911 --> 00:50:00.992
And the food's not even out yet,

00:50:01.152 --> 00:50:02.012
and I don't drink.

00:50:02.172 --> 00:50:03.373
So the cocktails are there.

00:50:03.494 --> 00:50:05.014
I'm totally out of my fucking element,

00:50:05.175 --> 00:50:05.335
right?

00:50:05.355 --> 00:50:06.675
And you know what?

00:50:06.715 --> 00:50:08.197
I still fit in.

00:50:08.257 --> 00:50:08.916
I still fit it out.

00:50:09.378 --> 00:50:10.398
And then the food comes out.

00:50:11.259 --> 00:50:12.659
I ain't none too proud, right?

00:50:12.719 --> 00:50:13.460
They do a little, hey,

00:50:13.500 --> 00:50:14.681
thanks for having us, blah, blah, blah.

00:50:15.121 --> 00:50:16.442
I'm the first guy in line, right?

00:50:16.481 --> 00:50:17.262
I'm there to eat, Jack.

00:50:17.521 --> 00:50:18.943
I was told to come home.

00:50:19.182 --> 00:50:19.824
I'm making mission.

00:50:20.443 --> 00:50:21.565
And then I go in the back room, like,

00:50:21.585 --> 00:50:22.507
all right, I'm going to sit back here,

00:50:22.606 --> 00:50:24.590
quietly eat, decompress,

00:50:24.630 --> 00:50:26.192
think about the day, think about my life.

00:50:26.632 --> 00:50:27.213
And then all of a sudden,

00:50:27.253 --> 00:50:28.414
Mr. McNeilis walks in and

00:50:28.456 --> 00:50:29.416
sits down across from me.

00:50:29.657 --> 00:50:30.237
And I'm spending...

00:50:31.317 --> 00:50:32.197
a half an hour with him.

00:50:32.536 --> 00:50:34.318
And then they start bringing

00:50:34.378 --> 00:50:35.978
people in like all their big,

00:50:36.498 --> 00:50:38.278
big accounts, like come meet him.

00:50:38.719 --> 00:50:39.918
I'm sitting there like,

00:50:40.900 --> 00:50:42.079
and now I'm like caught in his corner.

00:50:42.099 --> 00:50:42.380
Cause I'm like,

00:50:42.400 --> 00:50:43.239
I don't want to monopolize

00:50:43.260 --> 00:50:44.041
the guy's time.

00:50:44.581 --> 00:50:46.201
And the owner of RDK could

00:50:46.221 --> 00:50:47.280
not have been fucking cooler.

00:50:47.501 --> 00:50:49.141
He's like, yeah, you know,

00:50:49.161 --> 00:50:50.322
we're like parading people

00:50:50.402 --> 00:50:51.222
in and I'm sitting there

00:50:51.242 --> 00:50:52.003
having a full blown

00:50:52.043 --> 00:50:53.782
conversation with his wife about,

00:50:53.842 --> 00:50:56.083
you know, humanitarian work in Cuba and I,

00:50:56.164 --> 00:50:57.204
my time in Gitmo and

00:50:57.244 --> 00:50:59.445
military service and the industry and,

00:51:00.423 --> 00:51:01.184
I ended up having like four

00:51:01.224 --> 00:51:03.467
fucking plates of food, a filet mignon,

00:51:04.007 --> 00:51:05.869
lobster, crab, shrimp.

00:51:06.250 --> 00:51:07.210
I'm a foodie, right?

00:51:07.231 --> 00:51:07.831
I'm going to put it down.

00:51:08.130 --> 00:51:09.592
Oh my God.

00:51:10.273 --> 00:51:10.753
And you know what?

00:51:10.793 --> 00:51:11.815
The guys from RDK,

00:51:12.215 --> 00:51:13.056
even as I'm leaving the

00:51:13.155 --> 00:51:14.378
owner and the guy that's

00:51:14.398 --> 00:51:15.739
going to take over soon, they're like,

00:51:15.818 --> 00:51:16.980
man, we don't give a shit.

00:51:17.280 --> 00:51:18.561
If you ever buy from us,

00:51:19.677 --> 00:51:20.458
Take a fucking hat.

00:51:20.557 --> 00:51:21.579
I'm glad you had a good time.

00:51:21.719 --> 00:51:23.539
You're invited next year and every year.

00:51:23.721 --> 00:51:24.681
Like, thanks for showing up.

00:51:25.141 --> 00:51:26.563
Thanks for representing this industry.

00:51:27.043 --> 00:51:28.505
Like that's what,

00:51:28.605 --> 00:51:29.505
you know what I'm sitting here.

00:51:29.525 --> 00:51:29.885
Like, I mean,

00:51:29.945 --> 00:51:31.567
I was so excited for this hat

00:51:31.847 --> 00:51:33.329
to rock this hat on the podcast.

00:51:33.568 --> 00:51:34.630
I'm so excited to tell

00:51:34.750 --> 00:51:36.251
anybody that wants a truck.

00:51:36.271 --> 00:51:37.211
They do refurb trucks.

00:51:37.431 --> 00:51:38.273
They do new trucks.

00:51:38.512 --> 00:51:39.914
Like I want to rep them so

00:51:39.974 --> 00:51:41.775
bad because they did what

00:51:42.036 --> 00:51:43.918
often people that have a

00:51:43.998 --> 00:51:45.599
scarcity mindset do not do.

00:51:46.400 --> 00:51:47.760
They went out and they gave

00:51:47.800 --> 00:51:49.342
without intention of anything in return.

00:51:49.523 --> 00:51:50.682
They have an abundance mindset.

00:51:50.702 --> 00:51:51.043
You know what?

00:51:51.284 --> 00:51:52.264
We're going to get 50 people,

00:51:52.264 --> 00:51:53.144
100 people in this room.

00:51:53.346 --> 00:51:54.545
We're going to wine and dine them.

00:51:54.726 --> 00:51:56.628
And some of them we will never see again.

00:51:57.289 --> 00:51:59.851
And some of them will never

00:51:59.891 --> 00:52:01.070
buy from anybody else but us.

00:52:01.652 --> 00:52:02.753
And they're willing to take that chance.

00:52:03.452 --> 00:52:05.315
And there's 14,000 people,

00:52:05.315 --> 00:52:06.135
14,000 to 15,000 people

00:52:06.155 --> 00:52:06.916
that go to Waste Expo.

00:52:06.936 --> 00:52:07.657
There was probably 1,000 people.

00:52:11.072 --> 00:52:13.056
people, 1500 people, maybe at this,

00:52:13.215 --> 00:52:14.599
the opening night ceremony, right?

00:52:14.619 --> 00:52:14.920
Party.

00:52:15.501 --> 00:52:16.322
And they fucking pointed me

00:52:16.362 --> 00:52:17.945
on the crowd and invited me like,

00:52:19.309 --> 00:52:21.030
That's the mindset that will

00:52:21.070 --> 00:52:22.250
get you to win in networking.

00:52:22.690 --> 00:52:24.190
Going in like, you know what?

00:52:24.311 --> 00:52:25.652
I got all the resources and

00:52:25.692 --> 00:52:27.371
abundance in the world that I can give.

00:52:27.391 --> 00:52:28.492
I can give knowledge.

00:52:28.592 --> 00:52:29.373
I can give information.

00:52:29.592 --> 00:52:30.494
I can make introductions.

00:52:30.634 --> 00:52:31.893
I can do all these things.

00:52:32.574 --> 00:52:32.894
And again,

00:52:32.914 --> 00:52:34.775
I just described all the things

00:52:34.815 --> 00:52:35.635
that RDK did.

00:52:35.695 --> 00:52:39.516
The food, the 33rd story, the, you know,

00:52:39.717 --> 00:52:41.018
taking time to meet with me, right?

00:52:41.057 --> 00:52:41.637
At the end of the day,

00:52:42.038 --> 00:52:44.259
I felt so fucking grateful.

00:52:44.478 --> 00:52:45.579
I felt so empowered.

00:52:45.820 --> 00:52:46.860
I went from feeling like, man,

00:52:46.880 --> 00:52:47.701
do I belong here?

00:52:47.721 --> 00:52:48.340
To like, you know what?

00:52:48.900 --> 00:52:49.380
Look at me.

00:52:49.721 --> 00:52:51.181
And I made a post the next day.

00:52:51.541 --> 00:52:52.722
Like, you know,

00:52:52.882 --> 00:52:53.561
look where the waste and

00:52:53.581 --> 00:52:54.983
recycling world has got me today.

00:52:55.523 --> 00:52:57.083
Because I remember being in Vegas.

00:52:57.123 --> 00:52:58.103
The first time I went to Vegas,

00:52:58.123 --> 00:52:59.623
the first casino I ever

00:52:59.664 --> 00:53:00.664
went to was the Bellagio.

00:53:01.043 --> 00:53:02.784
And I was way out over my skis.

00:53:03.164 --> 00:53:05.465
I was like $25 a hand at Blackjack.

00:53:05.525 --> 00:53:05.686
Like,

00:53:05.706 --> 00:53:07.186
I don't know what kind of budget

00:53:07.206 --> 00:53:07.945
y'all think I got.

00:53:08.427 --> 00:53:09.447
I ain't got time for this.

00:53:09.947 --> 00:53:10.186
Right?

00:53:10.447 --> 00:53:11.246
Like, first time I went to Vegas.

00:53:11.266 --> 00:53:12.288
Where are the five-yard tables, man?

00:53:12.487 --> 00:53:12.867
I know, dude.

00:53:12.887 --> 00:53:13.268
I went like $1,500.

00:53:14.047 --> 00:53:15.228
Like, I better not lose this.

00:53:15.248 --> 00:53:15.949
You know what I'm saying?

00:53:15.969 --> 00:53:16.768
Yeah.

00:53:17.798 --> 00:53:19.239
And so where I've gotten in

00:53:19.280 --> 00:53:21.461
the last eight years doing this full time,

00:53:22.043 --> 00:53:23.884
like, and the opportunities I have,

00:53:23.923 --> 00:53:26.726
and I felt in that moment

00:53:26.746 --> 00:53:27.887
that I fucking belonged.

00:53:28.347 --> 00:53:28.907
And that's the thing.

00:53:28.947 --> 00:53:30.009
When you go into networking

00:53:30.228 --> 00:53:31.389
with this scarcity mindset,

00:53:31.409 --> 00:53:32.110
like you got to take

00:53:32.150 --> 00:53:32.992
something from the group in

00:53:33.012 --> 00:53:33.851
order for it to be effective.

00:53:34.012 --> 00:53:34.092
No.

00:53:34.932 --> 00:53:35.632
You got to go on the

00:53:35.693 --> 00:53:37.614
networking with this mindset that,

00:53:37.634 --> 00:53:37.974
you know what?

00:53:38.094 --> 00:53:39.253
I got so much to give.

00:53:39.474 --> 00:53:40.273
Look at you talking about

00:53:40.313 --> 00:53:42.434
that situation you were in back in 16,

00:53:42.434 --> 00:53:42.554
right?

00:53:42.574 --> 00:53:43.255
When you went to the event,

00:53:43.454 --> 00:53:44.554
like you went with 30 dudes

00:53:44.614 --> 00:53:45.074
because you know,

00:53:45.114 --> 00:53:46.175
you obviously had the time

00:53:46.735 --> 00:53:49.416
and then you had the resources to, to, to,

00:53:49.536 --> 00:53:50.556
to clean out the barn later

00:53:50.577 --> 00:53:51.137
with your company.

00:53:51.177 --> 00:53:51.476
It's like,

00:53:52.336 --> 00:53:53.476
and now you weren't able to make

00:53:53.496 --> 00:53:53.938
it all those years.

00:53:53.958 --> 00:53:54.378
And again, look,

00:53:54.398 --> 00:53:55.237
now you had the time again,

00:53:55.818 --> 00:53:56.338
when you have that

00:53:56.358 --> 00:53:57.898
abundance mindset going to networking,

00:53:58.239 --> 00:54:00.179
you will be a successful nine networker.

00:54:00.579 --> 00:54:01.458
When you go with the,

00:54:01.878 --> 00:54:03.099
everybody here owes me something.

00:54:03.119 --> 00:54:04.079
Cause I fucking showed up.

00:54:05.090 --> 00:54:08.853
That's the other thing.

00:54:09.213 --> 00:54:10.032
Let me ask you a question.

00:54:10.273 --> 00:54:10.972
How many times do you go to

00:54:10.994 --> 00:54:11.753
a networking event?

00:54:11.914 --> 00:54:14.614
You probably hit 15 people.

00:54:15.594 --> 00:54:17.115
You may talk to one or two

00:54:17.135 --> 00:54:19.036
of them ongoing after that.

00:54:19.976 --> 00:54:21.998
But imagine you have two

00:54:22.119 --> 00:54:24.161
solid days with a group of

00:54:24.181 --> 00:54:25.362
people that invested two

00:54:25.402 --> 00:54:27.384
thousand dollars to go to the same place.

00:54:28.103 --> 00:54:29.626
Like you're there for a reason.

00:54:29.786 --> 00:54:31.166
You're not there to go and F off.

00:54:31.827 --> 00:54:33.048
So the mindset is right there.

00:54:33.068 --> 00:54:33.929
Now you just got to connect.

00:54:34.409 --> 00:54:35.710
Because when I went to D.C., man,

00:54:35.831 --> 00:54:36.911
I felt out of my element.

00:54:36.952 --> 00:54:37.992
Hell, I didn't even bring a tie.

00:54:38.293 --> 00:54:39.474
And our first major dinner

00:54:39.693 --> 00:54:40.976
was a tie required.

00:54:41.536 --> 00:54:42.697
And I was like, shit.

00:54:42.777 --> 00:54:44.079
So this guy's like, hey, I got a tie.

00:54:44.480 --> 00:54:45.541
And the only knot I knew how

00:54:45.561 --> 00:54:46.862
to tie was a double Windsor,

00:54:46.902 --> 00:54:47.603
which apparently is like

00:54:47.623 --> 00:54:48.425
really fucking hard.

00:54:48.826 --> 00:54:51.710
But for some reason, I knew how to do it.

00:54:51.730 --> 00:54:53.231
That's my go-to.

00:54:53.572 --> 00:54:54.072
That's my go-to.

00:54:54.092 --> 00:54:55.175
There's a Windsor and

00:54:55.215 --> 00:54:56.155
there's a double Windsor.

00:54:56.496 --> 00:54:57.818
I didn't know the single Windsor.

00:54:58.724 --> 00:54:59.905
Yeah, the double Windsor is the triangle.

00:54:59.965 --> 00:55:00.606
Nice triangle.

00:55:01.047 --> 00:55:01.586
Yeah, yeah.

00:55:02.088 --> 00:55:04.050
I know the standard shitty up and around,

00:55:04.150 --> 00:55:05.311
and I also know the double Windsor.

00:55:05.612 --> 00:55:06.393
You've got to flip-flop.

00:55:06.432 --> 00:55:07.293
When you do the double Windsor,

00:55:07.313 --> 00:55:07.873
you've got to start with

00:55:07.893 --> 00:55:10.137
the short side on the left.

00:55:10.376 --> 00:55:10.657
Here.

00:55:10.677 --> 00:55:11.617
Yeah.

00:55:11.637 --> 00:55:11.818
Yeah.

00:55:12.804 --> 00:55:14.286
but what's on the right yeah

00:55:14.306 --> 00:55:16.867
yeah so here's the thing I

00:55:16.887 --> 00:55:17.648
this is like three or four

00:55:17.668 --> 00:55:19.168
years ago I watched the

00:55:19.208 --> 00:55:20.489
fucking video and redid it

00:55:20.509 --> 00:55:21.369
in my head and like watch

00:55:21.389 --> 00:55:22.289
myself in the mirror and

00:55:22.329 --> 00:55:23.010
all of a sudden it clicked

00:55:23.411 --> 00:55:25.592
and now I haven't fucking

00:55:26.472 --> 00:55:27.492
now I don't think about it

00:55:27.572 --> 00:55:29.094
I'm like yep you get this

00:55:29.153 --> 00:55:30.355
nice fatty ass fucking

00:55:30.394 --> 00:55:31.715
triangle like a dude like a

00:55:31.755 --> 00:55:34.117
fucking boss anyway double the thing is

00:55:35.257 --> 00:55:37.619
I felt so uncomfortable and

00:55:37.858 --> 00:55:38.500
out of the ordinary.

00:55:38.539 --> 00:55:39.599
I didn't feel like I belonged.

00:55:40.041 --> 00:55:41.742
But everyone there told me,

00:55:41.762 --> 00:55:42.322
you look sharp.

00:55:42.521 --> 00:55:43.242
You look sharp.

00:55:43.643 --> 00:55:44.123
You know what?

00:55:44.244 --> 00:55:45.784
None of us know what we're doing here.

00:55:46.204 --> 00:55:46.405
You know,

00:55:46.425 --> 00:55:48.786
you had the vice president of

00:55:48.847 --> 00:55:49.527
Lockheed there.

00:55:49.547 --> 00:55:51.449
You had the whatever

00:55:51.509 --> 00:55:53.630
director of big company A,

00:55:53.670 --> 00:55:55.251
B and C. And they were all

00:55:55.311 --> 00:55:56.652
there doing the same thing.

00:55:56.813 --> 00:55:57.233
Hey, you know what?

00:55:57.273 --> 00:55:58.833
We're here to do this thing afterwards.

00:55:58.853 --> 00:56:00.235
We're here to F off and go

00:56:00.295 --> 00:56:01.255
drink and actually talk.

00:56:01.715 --> 00:56:02.456
have meaningful

00:56:02.496 --> 00:56:03.918
conversations and what's

00:56:03.958 --> 00:56:06.101
funny is we went to the army navy club

00:56:07.224 --> 00:56:07.644
In D.C.

00:56:07.664 --> 00:56:08.324
It's not the golf club.

00:56:08.364 --> 00:56:09.425
It's just it's a club.

00:56:09.985 --> 00:56:11.505
Apparently, it's very prestigious.

00:56:11.965 --> 00:56:12.527
I didn't get it.

00:56:13.467 --> 00:56:14.286
There's some stories.

00:56:15.126 --> 00:56:16.547
But, you know,

00:56:16.588 --> 00:56:17.807
Senator Ted Cruz was one of

00:56:17.827 --> 00:56:18.467
the speakers there.

00:56:18.527 --> 00:56:18.708
Right.

00:56:19.389 --> 00:56:20.708
And I'll tell you this.

00:56:20.768 --> 00:56:21.708
The biggest thing I got from

00:56:21.748 --> 00:56:23.150
meeting him was just saying, hey,

00:56:23.170 --> 00:56:24.090
I got to meet Ted Cruz.

00:56:24.829 --> 00:56:25.530
No offense to him.

00:56:25.670 --> 00:56:27.090
I don't know the guy from from anyone.

00:56:27.590 --> 00:56:28.992
But everything he was saying,

00:56:29.331 --> 00:56:29.911
I felt like I've heard

00:56:29.931 --> 00:56:31.012
before because it's his job.

00:56:31.072 --> 00:56:31.771
It's a politician.

00:56:32.172 --> 00:56:32.992
He was politicking.

00:56:33.713 --> 00:56:35.594
But everyone afterwards,

00:56:36.675 --> 00:56:37.356
I was actually having a

00:56:37.376 --> 00:56:38.155
meaningful conversation

00:56:38.175 --> 00:56:39.637
with these people because I

00:56:39.657 --> 00:56:40.878
had the time to do it.

00:56:41.378 --> 00:56:42.760
We are knocked out the business stuff.

00:56:42.800 --> 00:56:43.579
Now we're here to actually

00:56:43.599 --> 00:56:44.481
get to know one another.

00:56:45.141 --> 00:56:46.282
And they all said the same thing.

00:56:46.842 --> 00:56:47.603
Casey, what do you do?

00:56:47.643 --> 00:56:49.503
Oh, you've never been to DC before?

00:56:49.603 --> 00:56:50.804
Shoot, you look like a natural.

00:56:51.005 --> 00:56:51.606
And I'm like, really?

00:56:51.626 --> 00:56:53.407
Because I felt super out of my element.

00:56:53.487 --> 00:56:54.407
You've been to DC?

00:56:54.447 --> 00:56:55.748
You and I were in DC before.

00:56:56.108 --> 00:56:57.110
I'm just saying, yeah,

00:56:57.130 --> 00:56:58.431
I told them I went one time

00:56:58.451 --> 00:56:59.471
for a conference.

00:56:59.972 --> 00:57:01.632
But I'm not familiar with DC.

00:57:01.672 --> 00:57:02.833
I didn't know where we were going.

00:57:03.393 --> 00:57:03.833
Oh, yeah.

00:57:03.934 --> 00:57:06.516
Most of these people spend

00:57:06.576 --> 00:57:07.556
multiple they go there

00:57:07.577 --> 00:57:08.376
multiple times a year.

00:57:08.896 --> 00:57:09.518
Yeah.

00:57:09.538 --> 00:57:11.139
So for me, it was irrelevant.

00:57:11.978 --> 00:57:12.139
Yeah.

00:57:12.639 --> 00:57:13.880
Well, they're they're in that role.

00:57:14.219 --> 00:57:15.740
Yeah.

00:57:15.760 --> 00:57:16.442
Yeah.

00:57:16.561 --> 00:57:16.922
They're there.

00:57:17.001 --> 00:57:17.762
That's their that's their.

00:57:17.822 --> 00:57:18.023
Yeah.

00:57:18.063 --> 00:57:18.202
Yeah.

00:57:19.304 --> 00:57:20.485
And that's the thing is the

00:57:20.525 --> 00:57:22.487
point I went because it was

00:57:22.507 --> 00:57:23.666
an opportunity for me to

00:57:23.686 --> 00:57:24.788
get out of my comfort zone

00:57:25.427 --> 00:57:26.789
to meet new opportunities,

00:57:27.409 --> 00:57:28.389
not to just meet people,

00:57:28.429 --> 00:57:28.949
but to meet new

00:57:28.989 --> 00:57:30.411
opportunities because you

00:57:30.431 --> 00:57:31.231
never know where they'll lead.

00:57:31.931 --> 00:57:34.313
And sure enough, man, fucking worked.

00:57:34.693 --> 00:57:36.353
And I tell you, if you don't invest,

00:57:36.534 --> 00:57:37.614
you're not going to get a return.

00:57:37.875 --> 00:57:39.275
And I invested, you know,

00:57:39.295 --> 00:57:40.115
twenty five hundred bucks

00:57:40.135 --> 00:57:41.076
to make that trip happen.

00:57:41.295 --> 00:57:42.257
But it was worth every penny.

00:57:44.418 --> 00:57:46.159
Well, I said I personally invest.

00:57:47.280 --> 00:57:47.760
Yeah, someone did.

00:57:47.981 --> 00:57:48.342
No,

00:57:48.461 --> 00:57:52.824
I said for years that when I looked at

00:57:52.844 --> 00:57:53.385
conferences, I was like,

00:57:53.405 --> 00:57:54.144
I don't have that kind of money.

00:57:54.565 --> 00:57:57.927
Now, I have a set aside every year,

00:57:58.487 --> 00:58:00.409
real money to go to conferences.

00:58:00.829 --> 00:58:03.570
Like, it fills me up as a person.

00:58:03.670 --> 00:58:04.590
And also,

00:58:04.731 --> 00:58:06.592
I went to a conference a year and

00:58:06.612 --> 00:58:07.092
a half ago,

00:58:08.273 --> 00:58:09.514
met one person who introduced

00:58:09.534 --> 00:58:10.315
me to another person that

00:58:10.355 --> 00:58:11.396
led to three quarter

00:58:11.416 --> 00:58:12.235
million dollars in revenue.

00:58:12.576 --> 00:58:12.735
Right?

00:58:12.795 --> 00:58:13.117
It's like...

00:58:14.268 --> 00:58:15.250
I'll never get in front of

00:58:15.269 --> 00:58:16.971
that person when I don't show up.

00:58:17.490 --> 00:58:18.371
So when I show up,

00:58:18.451 --> 00:58:21.072
I have a chance or even waste expo here.

00:58:21.112 --> 00:58:22.293
It's like the first year I

00:58:22.333 --> 00:58:23.014
went to waste expo.

00:58:23.034 --> 00:58:24.135
I think I don't know if I've

00:58:24.175 --> 00:58:25.074
talked about this on the podcast.

00:58:25.094 --> 00:58:26.235
I went to waste expo two years ago.

00:58:27.235 --> 00:58:27.576
First time,

00:58:28.197 --> 00:58:29.356
no fucking clue what I was doing.

00:58:29.376 --> 00:58:30.318
I was like 11 conferences

00:58:30.338 --> 00:58:31.298
that year to figure out

00:58:31.438 --> 00:58:32.918
which ones were a good fit for me.

00:58:33.460 --> 00:58:36.001
And I went to waste expo and

00:58:36.021 --> 00:58:36.942
for two days I walked

00:58:36.961 --> 00:58:37.762
around fucking lost.

00:58:38.222 --> 00:58:40.704
I, I didn't know a fucking person.

00:58:41.860 --> 00:58:42.521
It was, yeah,

00:58:42.820 --> 00:58:44.061
the podcast had just started.

00:58:44.081 --> 00:58:47.284
I was only recently out of, you know,

00:58:47.304 --> 00:58:48.204
my non-compete.

00:58:48.244 --> 00:58:49.726
So I wasn't, you know, in the,

00:58:49.746 --> 00:58:51.547
what do you call it?

00:58:51.567 --> 00:58:53.268
I wasn't in the world of

00:58:53.327 --> 00:58:54.748
junk removal again for a while.

00:58:55.148 --> 00:58:56.190
And so I go there and the

00:58:56.269 --> 00:58:58.130
last hour I was there, last two hours,

00:58:58.190 --> 00:58:59.132
I had like two hours from

00:58:59.172 --> 00:59:00.572
when it opened till I had

00:59:00.672 --> 00:59:01.474
to leave for the airport.

00:59:01.813 --> 00:59:02.614
I'm like, let me go talk.

00:59:02.715 --> 00:59:03.494
Let me go walk around the

00:59:03.534 --> 00:59:04.496
conference one more time.

00:59:04.516 --> 00:59:05.697
So I'm walking and I'm

00:59:05.717 --> 00:59:07.257
running this guy with a camera.

00:59:07.418 --> 00:59:08.759
His name's Kevin, the videographer.

00:59:09.139 --> 00:59:09.978
I walked up to him.

00:59:10.059 --> 00:59:10.559
Did I tell you this?

00:59:10.599 --> 00:59:11.239
Have I told this story

00:59:11.280 --> 00:59:12.260
before to you or have I

00:59:12.280 --> 00:59:13.019
told on the podcast?

00:59:13.039 --> 00:59:13.280
Whatever.

00:59:13.320 --> 00:59:14.621
I'll tell it again.

00:59:14.880 --> 00:59:16.420
I walk up to him and they're

00:59:16.440 --> 00:59:17.202
shooting content.

00:59:17.242 --> 00:59:18.362
And it's like the long shot

00:59:18.382 --> 00:59:20.101
down the hallway, down the aisle.

00:59:20.121 --> 00:59:20.963
And you can tell this guy is

00:59:20.983 --> 00:59:22.362
like trying to do testimonials.

00:59:22.382 --> 00:59:22.483
Like,

00:59:22.503 --> 00:59:23.623
this is why you didn't come to Waste

00:59:23.663 --> 00:59:24.943
Expo next year kind of shit, you know?

00:59:25.664 --> 00:59:26.485
And actually,

00:59:26.505 --> 00:59:28.085
I'll plug Waste Expo right

00:59:28.126 --> 00:59:28.846
now while I'm here.

00:59:28.985 --> 00:59:31.288
May 5 through 9 next year.

00:59:31.307 --> 00:59:32.208
It's in Vegas again.

00:59:32.367 --> 00:59:32.929
Waste Expo.

00:59:33.028 --> 00:59:33.228
Go.

00:59:33.409 --> 00:59:33.849
Done.

00:59:33.889 --> 00:59:34.369
There's the plug.

00:59:34.690 --> 00:59:35.409
I'll be speaking.

00:59:35.971 --> 00:59:36.831
Or the plan is I'll be

00:59:36.871 --> 00:59:37.512
speaking at some point.

00:59:38.012 --> 00:59:39.092
Anyway, so I go up to this guy.

00:59:39.112 --> 00:59:41.514
And I go, hey, are you doing testimonials?

00:59:41.534 --> 00:59:41.954
He goes, yeah.

00:59:41.974 --> 00:59:43.996
I go, yeah, I'll do the next one.

00:59:44.016 --> 00:59:45.416
And he rolls his fucking eyes.

00:59:45.456 --> 00:59:45.717
He's like.

00:59:46.621 --> 00:59:47.021
Fuck dude.

00:59:47.222 --> 00:59:48.043
We have so many people that

00:59:48.063 --> 00:59:48.824
walk up and think they know

00:59:48.844 --> 00:59:49.605
what the fuck they're doing.

00:59:49.885 --> 00:59:50.467
And the guy,

00:59:50.547 --> 00:59:51.568
the guy that was talking at

00:59:51.588 --> 00:59:53.271
the time was not enunciated.

00:59:53.291 --> 00:59:54.452
He was like, yeah, we used to expo.

00:59:54.472 --> 00:59:56.054
Well, you know, it's pretty good here.

00:59:56.414 --> 00:59:57.896
You know, right.

00:59:58.378 --> 01:00:00.221
And yet like he wanted to be on camera.

01:00:00.240 --> 01:00:01.322
And then as soon as the camera turned on,

01:00:01.342 --> 01:00:01.882
he didn't want to like,

01:00:01.902 --> 01:00:02.923
he didn't want to be on camera no more.

01:00:03.405 --> 01:00:05.487
Anyway, so, you know,

01:00:05.748 --> 01:00:06.588
there's never been a camera

01:00:06.608 --> 01:00:06.989
I didn't love.

01:00:07.028 --> 01:00:07.630
And more importantly,

01:00:07.650 --> 01:00:08.371
there's never been a camera

01:00:08.391 --> 01:00:09.010
that didn't love me.

01:00:09.472 --> 01:00:09.652
Right.

01:00:09.692 --> 01:00:11.554
So I walk up and I'm fucking.

01:00:12.054 --> 01:00:13.016
I'm like, what's the question?

01:00:13.275 --> 01:00:14.538
So I'm like, you know, and I, you know,

01:00:14.557 --> 01:00:15.197
they're like, hey,

01:00:15.239 --> 01:00:16.579
why'd you come to Waste Expo this year?

01:00:16.900 --> 01:00:17.501
I'm Andy Wines.

01:00:17.601 --> 01:00:18.302
Camo crew drunk.

01:00:18.641 --> 01:00:19.483
And the reason I come to

01:00:19.503 --> 01:00:20.963
Waste Expo this year and

01:00:21.063 --> 01:00:22.164
every year is because it's

01:00:22.204 --> 01:00:24.106
a great opportunity to meet with vendors,

01:00:24.367 --> 01:00:25.568
see the best things in the industry,

01:00:25.807 --> 01:00:26.728
and know what's going on

01:00:26.748 --> 01:00:28.429
the next year so I can plan

01:00:28.789 --> 01:00:31.132
my next year strategically, tactically,

01:00:31.391 --> 01:00:32.713
and mentally to have the

01:00:32.813 --> 01:00:34.315
most impact in my market.

01:00:35.014 --> 01:00:38.036
I fucking, I, you know, let's fucking go.

01:00:38.396 --> 01:00:38.596
Right.

01:00:38.635 --> 01:00:40.456
So like by the third one, this guy's like,

01:00:40.876 --> 01:00:42.817
dude, like they like 10 questions.

01:00:42.838 --> 01:00:43.818
Normally that's like two or three.

01:00:43.998 --> 01:00:44.237
He's like,

01:00:44.257 --> 01:00:45.657
let me get a soundbite for all of them.

01:00:45.978 --> 01:00:46.938
And by the end I was like, Hey,

01:00:46.978 --> 01:00:47.858
what do you want?

01:00:47.898 --> 01:00:48.478
A 30, a 15, a 45.

01:00:48.559 --> 01:00:49.500
What do you want?

01:00:49.719 --> 01:00:50.219
He's like, give me a 30.

01:00:50.800 --> 01:00:51.579
So I fucking cranked.

01:00:51.599 --> 01:00:52.721
He goes 32 seconds.

01:00:52.780 --> 01:00:53.280
I go, all right,

01:00:53.300 --> 01:00:54.420
you're fucking welcome America.

01:00:54.840 --> 01:00:55.001
Right.

01:00:55.981 --> 01:00:58.722
So 10 minutes of a four hour

01:00:58.822 --> 01:01:00.322
conference changed my life.

01:01:01.456 --> 01:01:03.958
That 10 minutes got me in

01:01:04.018 --> 01:01:05.139
front of the right people.

01:01:05.380 --> 01:01:06.521
So the next year I was the waste.

01:01:07.101 --> 01:01:08.262
I was an insider last year.

01:01:08.541 --> 01:01:09.762
I won 40 under 40.

01:01:10.143 --> 01:01:10.884
I had four different

01:01:10.923 --> 01:01:11.824
speaking gigs last year.

01:01:12.085 --> 01:01:13.525
I had a speaking gig this year.

01:01:13.786 --> 01:01:15.126
I got in front of John Sacco,

01:01:15.166 --> 01:01:18.389
who did the podcast or the

01:01:18.409 --> 01:01:19.710
series on YouTube repurposed.

01:01:19.971 --> 01:01:22.112
Got in front of Brad Acker,

01:01:22.152 --> 01:01:22.913
who has a scrap life.

01:01:23.413 --> 01:01:24.333
All of those things in my

01:01:24.414 --> 01:01:26.115
life came from 10 minutes

01:01:26.516 --> 01:01:27.496
of me showing up.

01:01:28.413 --> 01:01:30.795
And that is why you need a network.

01:01:31.074 --> 01:01:32.675
And that is why you need an

01:01:32.715 --> 01:01:33.516
abundance mindset.

01:01:33.695 --> 01:01:35.336
You have an abundance to give this world.

01:01:35.376 --> 01:01:36.378
And what is it you can give?

01:01:36.637 --> 01:01:37.539
When it came to West Expo,

01:01:37.579 --> 01:01:39.280
I didn't have all this money to spend.

01:01:39.519 --> 01:01:40.920
I wasn't a major fucking sponsor.

01:01:41.121 --> 01:01:41.880
I didn't have a booth.

01:01:42.161 --> 01:01:43.681
I was one of 15,000 people

01:01:43.822 --> 01:01:45.362
walking around figuring it out.

01:01:45.983 --> 01:01:47.364
And what I had to give was a

01:01:47.405 --> 01:01:48.445
few minutes of my time in

01:01:48.505 --> 01:01:50.045
my voice to be heard.

01:01:50.126 --> 01:01:52.947
And that ultimately was the

01:01:53.027 --> 01:01:54.768
market responded saying, yep,

01:01:54.989 --> 01:01:55.630
we want that.

01:01:56.701 --> 01:01:58.461
So when you go into networking,

01:01:58.581 --> 01:01:59.842
you got something to give.

01:02:00.282 --> 01:02:01.443
You gotta give it

01:02:01.742 --> 01:02:02.523
shamelessly and

01:02:02.623 --> 01:02:03.824
authentically without

01:02:03.884 --> 01:02:05.143
expectation of anything in return.

01:02:05.704 --> 01:02:07.144
And then watch what happens.

01:02:07.726 --> 01:02:08.865
Watch and listen to how the

01:02:08.925 --> 01:02:09.565
market responds.

01:02:10.907 --> 01:02:11.947
That's the important networking.

01:02:14.588 --> 01:02:15.148
Real quick,

01:02:15.548 --> 01:02:17.088
let's go to the couple of things.

01:02:18.650 --> 01:02:19.030
Comments.

01:02:19.670 --> 01:02:20.831
Robert, thanks for the discussion today.

01:02:20.851 --> 01:02:22.010
I learned something new each episode.

01:02:22.070 --> 01:02:22.331
Boom.

01:02:22.771 --> 01:02:25.273
Robert, we had him on the podcast, right?

01:02:26.083 --> 01:02:27.385
I want to say we had him on the podcast.

01:02:27.664 --> 01:02:29.306
We met him at Junk's.

01:02:29.806 --> 01:02:32.188
Oh, we met him at Junk Con.

01:02:32.228 --> 01:02:33.028
JRA's Junk Con.

01:02:33.248 --> 01:02:34.150
Cool fucking dude.

01:02:34.791 --> 01:02:36.532
One truck operation down south somewhere.

01:02:37.492 --> 01:02:38.072
Good guy.

01:02:38.172 --> 01:02:39.074
Loves learning the industry.

01:02:39.094 --> 01:02:39.454
Good dude.

01:02:39.753 --> 01:02:41.094
Dylan, keep pushing.

01:02:41.655 --> 01:02:42.916
Salino Junk Removal.

01:02:44.057 --> 01:02:44.858
Timmy Reeves, right?

01:02:44.958 --> 01:02:45.518
Salana.

01:02:46.298 --> 01:02:47.320
North of Dallas.

01:02:48.981 --> 01:02:49.661
What's going on, guys?

01:02:49.681 --> 01:02:50.101
You're seeing it.

01:02:50.141 --> 01:02:51.163
We're talking networking.

01:02:51.902 --> 01:02:53.925
Xavier, super valuable episode, Andy.

01:02:54.045 --> 01:02:55.206
We're having great mindset.

01:02:55.246 --> 01:02:55.425
Yes,

01:02:55.525 --> 01:02:57.027
all about the mindset when it comes to

01:02:57.547 --> 01:02:57.987
networking.

01:02:58.027 --> 01:02:59.469
And finally, Zach.

01:02:59.748 --> 01:03:01.070
I'm getting into the whole thing.

01:03:01.369 --> 01:03:01.829
Zach said,

01:03:01.869 --> 01:03:03.110
new company here started in March.

01:03:03.190 --> 01:03:04.192
My only question is,

01:03:04.592 --> 01:03:05.612
is it against the law to

01:03:05.693 --> 01:03:07.614
use another company can if

01:03:07.634 --> 01:03:08.655
they don't pick up the can?

01:03:09.635 --> 01:03:10.797
I am not your lawyer.

01:03:12.842 --> 01:03:14.862
No, just find out.

01:03:15.443 --> 01:03:17.023
Yeah, don't fuck with somebody else's can.

01:03:17.463 --> 01:03:18.445
I know here in our state,

01:03:19.545 --> 01:03:20.505
junk or waste companies

01:03:20.525 --> 01:03:21.786
will not dump somebody else's can.

01:03:24.168 --> 01:03:25.668
The liability that this or that.

01:03:27.389 --> 01:03:30.670
Also, yeah, we'll just leave it at that.

01:03:30.851 --> 01:03:31.831
When it comes to junk removal,

01:03:31.992 --> 01:03:33.311
I can certainly help.

01:03:33.652 --> 01:03:34.233
And then finally,

01:03:34.253 --> 01:03:36.193
we have this other comment here.

01:03:36.253 --> 01:03:37.914
I'm going to put it up in the banners.

01:03:37.934 --> 01:03:38.554
I'm going to figure this out

01:03:38.574 --> 01:03:39.496
because I'm a fucking adult.

01:03:39.536 --> 01:03:40.036
No big deal.

01:03:41.543 --> 01:03:42.204
Let me see if I can do it.

01:03:42.365 --> 01:03:42.827
Oh, boom.

01:03:42.847 --> 01:03:43.268
Look at that.

01:03:43.527 --> 01:03:44.690
Chris wants to recommend

01:03:44.990 --> 01:03:46.675
dump trailer specs when starting out.

01:03:47.056 --> 01:03:49.481
Anything pull with a half ton pickup.

01:03:50.202 --> 01:03:51.083
Yeah, not a dump trailer.

01:03:52.329 --> 01:03:54.291
You will fuck that thing up.

01:03:55.092 --> 01:03:55.731
Casey and I,

01:03:55.831 --> 01:03:57.012
speaking from personal experience,

01:03:57.072 --> 01:03:58.494
I can tell you of our Dodge

01:03:58.494 --> 01:04:00.394
1500 half-ton truck.

01:04:00.414 --> 01:04:01.396
We thought it was awesome.

01:04:02.436 --> 01:04:03.577
It was a huge upgrade.

01:04:03.597 --> 01:04:05.297
We went from my Jeep to a

01:04:05.378 --> 01:04:07.818
Hummer to a Dodge 1500 truck.

01:04:07.838 --> 01:04:08.659
We're like, we made it.

01:04:09.559 --> 01:04:10.420
No four-wheel drive.

01:04:10.681 --> 01:04:12.282
Could not operate in the snow.

01:04:13.083 --> 01:04:14.583
The trailer drove the truck.

01:04:14.623 --> 01:04:15.864
The truck did not drive the trailer.

01:04:17.784 --> 01:04:19.286
Go get yourself a 250 and

01:04:19.306 --> 01:04:19.927
then a dump trailer.

01:04:20.706 --> 01:04:21.807
Casey, got anything to add to that?

01:04:23.273 --> 01:04:23.713
Yeah, man.

01:04:24.735 --> 01:04:25.394
I started off with a

01:04:25.434 --> 01:04:27.876
half-ton Lincoln Mark IV.

01:04:28.016 --> 01:04:28.876
That's right.

01:04:29.096 --> 01:04:30.896
Let's not talk about the Lincoln.

01:04:30.936 --> 01:04:31.978
And I immediately,

01:04:32.157 --> 01:04:32.898
about three months later,

01:04:32.938 --> 01:04:34.298
needed a three-quarter-ton diesel.

01:04:34.318 --> 01:04:35.018
There you go.

01:04:35.039 --> 01:04:35.518
Three months.

01:04:36.380 --> 01:04:37.300
Because it's a man's job.

01:04:37.380 --> 01:04:39.400
I mean, I don't care what age we live in.

01:04:39.420 --> 01:04:40.161
Hold on.

01:04:40.260 --> 01:04:41.001
I said Robert.

01:04:41.021 --> 01:04:41.461
I said Robert.

01:04:42.492 --> 01:04:44.353
I said, I was, I was like, I read, I said,

01:04:44.413 --> 01:04:45.273
Robert was down South.

01:04:45.673 --> 01:04:46.835
He's in, he's in Washington.

01:04:46.974 --> 01:04:48.516
I honestly couldn't.

01:04:48.675 --> 01:04:49.255
He's the opposite.

01:04:49.315 --> 01:04:50.476
That's the opposite of down South.

01:04:50.956 --> 01:04:52.338
That is, that is North and West.

01:04:52.577 --> 01:04:53.539
And I say it was South and East.

01:04:54.018 --> 01:04:54.320
There we go.

01:04:54.340 --> 01:04:55.159
We did meet him though.

01:04:55.199 --> 01:04:56.521
He did say that we met you at junk cut.

01:04:56.880 --> 01:04:57.061
Cool.

01:04:57.081 --> 01:04:57.501
Fucking dude.

01:04:57.541 --> 01:04:57.782
Yeah.

01:04:57.862 --> 01:04:58.202
Yeah.

01:04:58.501 --> 01:04:59.802
I would definitely get a

01:04:59.842 --> 01:05:00.923
truck that can do some stuff.

01:05:00.963 --> 01:05:02.405
I mean, you got to think about it.

01:05:02.744 --> 01:05:03.945
What's the best dump trailer

01:05:03.965 --> 01:05:05.427
to put with a halftime pickup.

01:05:06.186 --> 01:05:08.708
well not enough because are

01:05:08.728 --> 01:05:09.628
you going to be hauling

01:05:09.648 --> 01:05:12.309
around lawnmowers or heavy

01:05:12.349 --> 01:05:13.670
stuff and for us we were in

01:05:13.710 --> 01:05:15.391
texas a lot of jobs we did

01:05:15.492 --> 01:05:17.172
stone you know dirt

01:05:17.532 --> 01:05:18.934
whatever we want to make

01:05:18.974 --> 01:05:21.635
sure we can maximize um our

01:05:21.675 --> 01:05:23.056
business and by doing that

01:05:23.076 --> 01:05:23.916
we needed a three-quarter

01:05:23.936 --> 01:05:25.336
ton diesel plus it lasts

01:05:25.376 --> 01:05:26.818
longer I mean just it just

01:05:26.878 --> 01:05:28.878
does um a half-ton pickup

01:05:28.938 --> 01:05:30.719
is not meant to tow a bunch

01:05:30.760 --> 01:05:31.981
of weight every single day

01:05:32.641 --> 01:05:33.461
throughout a city.

01:05:33.501 --> 01:05:35.143
It's just not.

01:05:35.204 --> 01:05:36.846
My recommendation is use it

01:05:36.865 --> 01:05:37.646
for a marketing vehicle.

01:05:37.927 --> 01:05:39.268
The only time I recommend a

01:05:39.288 --> 01:05:40.548
half ton is when you already have one.

01:05:41.210 --> 01:05:41.931
You already have one?

01:05:42.070 --> 01:05:42.371
Fine.

01:05:42.731 --> 01:05:44.012
Go get you a utility trailer.

01:05:44.994 --> 01:05:46.215
I always recommend going

01:05:46.255 --> 01:05:48.577
with a 16 cubic yard

01:05:49.237 --> 01:05:50.358
Dump or not dump,

01:05:50.378 --> 01:05:53.000
but 16 cubic yard capacity.

01:05:53.780 --> 01:05:54.280
Reason is,

01:05:54.360 --> 01:05:57.041
is it's always a way to simplify

01:05:57.081 --> 01:05:57.722
your math, right?

01:05:57.782 --> 01:05:59.282
A quarter is four cubic yards, right?

01:05:59.463 --> 01:06:00.664
It makes math a lot simpler.

01:06:00.903 --> 01:06:02.043
So I've always gone on the

01:06:02.083 --> 01:06:03.664
six by 12 by six platform.

01:06:04.045 --> 01:06:05.385
So we used to run utility trailers.

01:06:05.405 --> 01:06:07.126
We did six by six, six by six by 12.

01:06:07.887 --> 01:06:08.967
When we do have a dump truck

01:06:09.487 --> 01:06:11.648
or a dump trailer, we went six by 12.

01:06:11.648 --> 01:06:13.628
And then also when we've scaled now,

01:06:13.708 --> 01:06:14.329
pricing-wise,

01:06:14.909 --> 01:06:16.628
our dump trucks are 24 cubic yards,

01:06:16.648 --> 01:06:17.710
so we know it's a trailer and a half.

01:06:18.289 --> 01:06:20.570
Our small box truck is 32 cubic yards,

01:06:20.610 --> 01:06:21.550
so it's two trailers.

01:06:21.971 --> 01:06:23.110
And our large box trucks,

01:06:23.951 --> 01:06:24.990
depending on how we pack them,

01:06:25.030 --> 01:06:26.751
we can get up to four trailers in them.

01:06:27.809 --> 01:06:28.969
But that's like to the gills.

01:06:29.351 --> 01:06:30.751
So typically we price those

01:06:30.811 --> 01:06:31.670
at three to three and a half,

01:06:31.690 --> 01:06:33.032
depending on how high we stack stuff.

01:06:33.052 --> 01:06:33.791
And we have everything

01:06:33.831 --> 01:06:34.672
marked off in the truck.

01:06:35.492 --> 01:06:36.873
So I like 16 cubic yards

01:06:36.893 --> 01:06:38.074
because it makes it simple math.

01:06:38.454 --> 01:06:39.313
I hear a lot of guys that

01:06:39.333 --> 01:06:40.594
are driving like five by eights,

01:06:40.833 --> 01:06:42.815
five by tens, you know,

01:06:42.835 --> 01:06:43.815
like four foot sides.

01:06:44.916 --> 01:06:47.237
You know, then you're at 12 cubic yards,

01:06:47.237 --> 01:06:48.217
10 cubic yards.

01:06:49.077 --> 01:06:50.237
It makes it difficult to scale.

01:06:50.257 --> 01:06:50.297
So.

01:06:52.559 --> 01:06:53.360
If you're in the position

01:06:53.661 --> 01:06:54.742
where you have a half-ton

01:06:54.782 --> 01:06:55.842
truck and a small trailer

01:06:55.862 --> 01:06:57.264
and it costs you nothing, go.

01:06:57.284 --> 01:06:58.646
Other than that,

01:06:58.666 --> 01:06:59.465
are we going to spend money?

01:06:59.586 --> 01:06:59.987
Spend money.

01:07:00.007 --> 01:07:01.288
All right.

01:07:01.507 --> 01:07:02.789
Let's get to the big finish

01:07:02.809 --> 01:07:03.590
with respect to time.

01:07:03.630 --> 01:07:04.490
We're a few minutes over.

01:07:04.550 --> 01:07:06.293
Casey, top takeaway from today.

01:07:07.594 --> 01:07:08.695
Step outside your comfort

01:07:08.715 --> 01:07:09.556
zone and go network.

01:07:09.675 --> 01:07:10.476
Go meet new people.

01:07:10.496 --> 01:07:12.297
If you're not willing to do that,

01:07:12.778 --> 01:07:13.679
then might as well close up

01:07:13.739 --> 01:07:15.240
shop and go back to being an employee.

01:07:15.280 --> 01:07:15.380
Okay.

01:07:17.420 --> 01:07:18.181
Yeah, I love it.

01:07:18.201 --> 01:07:20.481
Yeah, show up when you show up.

01:07:20.981 --> 01:07:24.282
When you go on a network, be present.

01:07:24.523 --> 01:07:26.903
And be present as you, who you are,

01:07:26.983 --> 01:07:27.945
what makes you unique,

01:07:28.025 --> 01:07:28.824
what makes you awesome.

01:07:28.844 --> 01:07:29.184
Because again,

01:07:29.585 --> 01:07:32.266
people buy from people they know, like,

01:07:32.326 --> 01:07:32.706
and trust.

01:07:33.067 --> 01:07:35.047
Your brand, your business,

01:07:35.086 --> 01:07:35.967
your position within the

01:07:35.987 --> 01:07:37.347
business is insignificant.

01:07:37.688 --> 01:07:38.969
What is significant is who

01:07:39.009 --> 01:07:39.929
you are as a person.

01:07:40.369 --> 01:07:41.789
And when you put yourself out there,

01:07:41.909 --> 01:07:43.730
you will attract people that will know,

01:07:43.809 --> 01:07:45.110
like, and trust you.

01:07:45.931 --> 01:07:48.472
That's as simple as, again, big shout-out,

01:07:48.693 --> 01:07:49.634
RDK Sales,

01:07:49.775 --> 01:07:52.097
unofficial sponsor of today's episode.

01:07:52.777 --> 01:07:54.458
Appreciate everybody, the listeners.

01:07:54.759 --> 01:07:56.940
We did get some people jumping in.

01:07:57.041 --> 01:07:58.543
If someone wants to know

01:07:58.583 --> 01:08:00.063
what expo is in East Texas,

01:08:00.563 --> 01:08:01.465
let's get back to you on that.

01:08:01.525 --> 01:08:03.166
I don't know anything about East Texas,

01:08:03.487 --> 01:08:04.947
other than Casey is there, kind of.

01:08:05.528 --> 01:08:06.570
All right, I'm Andy Wines.

01:08:06.730 --> 01:08:08.351
He's Casey Bubba Lawrence.

01:08:08.391 --> 01:08:09.112
Last thing, Taylor,

01:08:09.152 --> 01:08:10.012
do we have a guest next week?

01:08:10.032 --> 01:08:11.193
Do we got a teaser for the next episode?

01:08:12.903 --> 01:08:13.684
No guests yet.

01:08:13.744 --> 01:08:14.925
We have an open slot.

01:08:15.306 --> 01:08:16.627
Today was intentional, no guests,

01:08:16.646 --> 01:08:17.908
because we're going to talk Wasex Bowl,

01:08:18.087 --> 01:08:18.929
and we talked networking.

01:08:18.969 --> 01:08:19.389
We got there.

01:08:20.270 --> 01:08:21.149
No guests next week.

01:08:21.189 --> 01:08:22.251
So if you want to be a guest

01:08:22.291 --> 01:08:23.872
on the Trash Talk Business Podcast,

01:08:24.212 --> 01:08:27.034
go to TrashTalkBusinessPodcast.com.

01:08:27.435 --> 01:08:28.256
Apply to be a guest,

01:08:28.315 --> 01:08:29.256
and we would love to have a

01:08:29.296 --> 01:08:30.278
conversation with you to

01:08:30.318 --> 01:08:31.998
see how you can grow, scale,

01:08:32.118 --> 01:08:34.039
and build your junk removal dream.

01:08:34.440 --> 01:08:34.841
I'm Andy.

01:08:35.100 --> 01:08:35.681
He's Casey.

01:08:35.962 --> 01:08:37.262
And we'll see you next week.

01:08:41.305 --> 01:08:42.025
Thanks for listening.

01:08:42.527 --> 01:08:44.069
Tap subscribe or follow to

01:08:44.088 --> 01:08:45.189
get the latest episode.

01:08:45.510 --> 01:08:46.971
And if you enjoyed this episode,

01:08:47.113 --> 01:08:47.913
be sure to leave us a

01:08:47.974 --> 01:08:49.636
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01:08:50.115 --> 01:08:51.958
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