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

Joining us is the legendary Kevin Hess, of Survivor Junk Removal, to tell us how he got started in the industry and developed the team at 1-800-GOT-JUNK before moving on to his own company.
Learn more: https://www.survivorjunkremoval.com/
Connect with Kevin: https://www.facebook.com/KevinNHess
Experience Jobber for yourself, tell them Andy sent ya: https://go.getjobber.com/CamoCrewJunkRemoval
Watch This Episode: https://www.youtube.com/watch?v=yJPBMIqSpRw
Subscribe on YouTube:
https://www.youtube.com/@trashtalkbusinesspodcast
-------
Listen in as industry expert Andy Weins of Camo Crew Junk Removal, and guests, break it down for you.
Join our VIP Listeners Group: https://www.facebook.com/groups/trashtalkbusinessowners
Connect with Andy: https://www.linkedin.com/in/andyweins/
Get Andy's Book: https://a.co/d/9uIApkU
WEBVTT
00:00:05.450 --> 00:00:07.711
Here we are on episode 116
00:00:07.711 --> 00:00:09.891
of the Trash Talk Business Podcast,
00:00:10.291 --> 00:00:11.451
our weekly opportunity to
00:00:11.492 --> 00:00:13.412
come together to grow, scale,
00:00:13.471 --> 00:00:15.413
and build our junk removal dreams.
00:00:15.493 --> 00:00:16.253
I'm Andy Wines,
00:00:16.292 --> 00:00:18.393
host of the Trash Talk Business Podcast,
00:00:18.452 --> 00:00:20.373
and today I am joined by a
00:00:20.493 --> 00:00:22.074
gentleman well-known in our industry,
00:00:22.094 --> 00:00:23.015
a man I've been watching
00:00:23.035 --> 00:00:24.434
from a distance for quite some time,
00:00:25.015 --> 00:00:26.076
He is revered.
00:00:26.135 --> 00:00:27.036
He is loved.
00:00:27.096 --> 00:00:28.036
He is followed.
00:00:28.536 --> 00:00:29.736
He's a man that if you want
00:00:29.757 --> 00:00:30.597
to know junk removal,
00:00:30.638 --> 00:00:31.498
he's the guy to pay
00:00:31.538 --> 00:00:32.899
attention to because he's
00:00:32.939 --> 00:00:34.158
got his pulse on what's
00:00:34.179 --> 00:00:35.520
going on with all of his
00:00:35.539 --> 00:00:36.340
years of experience.
00:00:37.081 --> 00:00:38.902
I have known him for all of 30 seconds,
00:00:38.942 --> 00:00:41.722
so I'm excited to dive into
00:00:42.203 --> 00:00:43.183
all things Kevin Hess.
00:00:43.223 --> 00:00:43.823
Mr. Kevin Hess,
00:00:43.863 --> 00:00:44.984
thank you for joining us
00:00:45.045 --> 00:00:45.865
and welcome to the show.
00:00:46.784 --> 00:00:47.526
I appreciate it.
00:00:48.621 --> 00:00:49.301
All right,
00:00:49.481 --> 00:00:50.902
let's start with the origin story.
00:00:50.963 --> 00:00:51.723
I love the fact that you
00:00:51.764 --> 00:00:52.524
have Spider-Man in the
00:00:52.543 --> 00:00:54.926
background and like a good comic book.
00:00:55.226 --> 00:00:56.328
Just like a Peter Parker, right?
00:00:56.368 --> 00:00:57.609
Everybody has an origin story.
00:00:57.848 --> 00:00:59.450
So I always want to build that up first.
00:00:59.490 --> 00:01:01.892
So how did you get here today?
00:01:01.911 --> 00:01:02.692
Talk me through the journey
00:01:02.713 --> 00:01:04.073
of what's most important we need to know.
00:01:05.155 --> 00:01:05.814
Well, I mean,
00:01:06.956 --> 00:01:09.739
probably about almost 12 years ago,
00:01:09.879 --> 00:01:12.141
I started with
00:01:12.161 --> 00:01:14.222
1-800-GOT-JUNK and worked
00:01:14.263 --> 00:01:15.222
there for almost 11 years.
00:01:17.048 --> 00:01:18.948
you know, during that process, you know,
00:01:19.549 --> 00:01:24.471
probably around 2000, what was it?
00:01:24.471 --> 00:01:26.432
2018, you know, some things changed for me,
00:01:26.451 --> 00:01:29.733
you know, I was diagnosed with cancer and,
00:01:29.853 --> 00:01:30.134
you know,
00:01:30.313 --> 00:01:31.775
kind of changed my whole mindset
00:01:31.795 --> 00:01:32.855
that by do things, you know,
00:01:32.894 --> 00:01:35.215
I was a operations manager
00:01:35.256 --> 00:01:36.736
for when 800 got junk for all those years,
00:01:36.757 --> 00:01:39.078
you know, we had a slow climb, you know,
00:01:39.097 --> 00:01:40.399
we started, when I got there, we started,
00:01:40.418 --> 00:01:41.099
it was like $800,000 a year.
00:01:41.138 --> 00:01:41.218
And,
00:01:43.757 --> 00:01:44.858
Up to that point,
00:01:44.878 --> 00:01:47.480
we had slow creep up to 2.5 million.
00:01:48.180 --> 00:01:51.001
But then after I got cancer,
00:01:51.061 --> 00:01:52.382
my whole mindset changed
00:01:52.522 --> 00:01:54.683
and changed everything that I did.
00:01:56.224 --> 00:01:57.887
Instead of being just a manager,
00:01:58.007 --> 00:02:00.028
I became a leader and kind
00:02:00.048 --> 00:02:01.009
of changed my whole mindset
00:02:01.028 --> 00:02:03.010
and the way I ran the business.
00:02:03.030 --> 00:02:05.572
And in those last couple of years,
00:02:05.611 --> 00:02:08.152
we went from 2.5 to 9 million a year.
00:02:08.173 --> 00:02:10.375
And what market was that in?
00:02:11.615 --> 00:02:13.056
At one of the Atlanta markets.
00:02:13.116 --> 00:02:13.817
There's three different
00:02:13.877 --> 00:02:15.038
franchises in Atlanta,
00:02:15.058 --> 00:02:17.681
but I was in one of them.
00:02:18.061 --> 00:02:19.162
We were the second biggest,
00:02:19.301 --> 00:02:20.864
but we ended up being the biggest.
00:02:21.484 --> 00:02:22.324
Okay.
00:02:22.405 --> 00:02:23.665
What market in Atlanta is that?
00:02:25.747 --> 00:02:27.209
Like the Atlanta Northwest.
00:02:28.711 --> 00:02:28.830
Okay.
00:02:29.593 --> 00:02:30.854
I'm originally from Stone Mountain,
00:02:30.974 --> 00:02:33.877
so I know Atlanta a little bit.
00:02:34.076 --> 00:02:34.918
A little bit.
00:02:35.038 --> 00:02:35.318
Okay.
00:02:36.818 --> 00:02:37.960
How does that – I do want to
00:02:37.979 --> 00:02:38.700
jump into that real quick.
00:02:38.820 --> 00:02:40.782
So when you have franchise 800-Guy-Drunk,
00:02:41.021 --> 00:02:42.302
are they open franchises or
00:02:42.402 --> 00:02:43.683
are they restricted by zip code?
00:02:43.704 --> 00:02:45.284
You can only operate in your zip codes.
00:02:46.645 --> 00:02:47.586
Only your zip codes.
00:02:47.766 --> 00:02:47.967
Okay.
00:02:48.086 --> 00:02:51.210
Like I said, in the Atlanta area,
00:02:51.250 --> 00:02:52.570
there was three different franchises,
00:02:52.911 --> 00:02:54.451
all three with different owners.
00:02:55.012 --> 00:02:56.133
Harley talked to each other
00:02:56.453 --> 00:02:57.174
every once in a while to
00:02:57.213 --> 00:02:58.414
bitch at each other, but that's about it.
00:02:59.058 --> 00:03:01.281
Back in 2020,
00:03:01.281 --> 00:03:02.442
another company came in and
00:03:02.481 --> 00:03:03.742
bought all three franchises.
00:03:04.682 --> 00:03:08.786
Consolidated the whole PE
00:03:08.846 --> 00:03:09.967
firm or an individual?
00:03:11.307 --> 00:03:12.368
It's a firm.
00:03:12.649 --> 00:03:14.030
At the time,
00:03:14.069 --> 00:03:16.611
they had about six other franchises.
00:03:16.692 --> 00:03:18.454
It was the one out of Kansas City.
00:03:20.715 --> 00:03:21.836
They were buying up smaller
00:03:21.876 --> 00:03:24.358
franchises that weren't doing so good and
00:03:26.305 --> 00:03:27.145
they were actually in
00:03:27.186 --> 00:03:28.926
Atlanta to buy the South location,
00:03:28.986 --> 00:03:30.087
which was, you know, kind of a,
00:03:30.808 --> 00:03:32.870
it was really, really bad over there.
00:03:32.930 --> 00:03:35.032
You know, guys were stealing from them.
00:03:35.072 --> 00:03:35.472
They were just,
00:03:36.872 --> 00:03:38.253
the owner was basically
00:03:38.335 --> 00:03:41.097
running it from home with her five kids,
00:03:41.516 --> 00:03:41.877
you know?
00:03:41.956 --> 00:03:44.258
So it was really, really bad.
00:03:44.939 --> 00:03:46.480
So they came to buy that location, but,
00:03:46.923 --> 00:03:48.043
They ended up buying all three.
00:03:48.103 --> 00:03:49.324
They weren't used to running, you know,
00:03:50.024 --> 00:03:50.343
big ones.
00:03:50.383 --> 00:03:52.085
But that same company now
00:03:52.324 --> 00:03:55.265
owns over 30 1-800-GOT-JUNK locations.
00:03:55.866 --> 00:03:56.385
Okay.
00:03:56.485 --> 00:03:57.546
Let's dive into that a
00:03:57.586 --> 00:03:58.766
little bit because you have
00:03:58.787 --> 00:03:59.787
a unique – how long have
00:03:59.806 --> 00:04:01.147
you been away from 800-GOT-JUNK then?
00:04:02.174 --> 00:04:03.213
Um, less than a year.
00:04:03.675 --> 00:04:03.895
Okay.
00:04:03.935 --> 00:04:07.195
So you have some relatively recent, I mean,
00:04:07.216 --> 00:04:09.075
we talked about 800 Guy Jones, you know,
00:04:09.075 --> 00:04:09.716
40 year history.
00:04:09.977 --> 00:04:11.866
You have some relatively, uh, you know, 35,
00:04:11.866 --> 00:04:13.557
38, whatever it's been years.
00:04:13.897 --> 00:04:15.957
Um, so relatively in recent information.
00:04:15.978 --> 00:04:16.178
Okay.
00:04:16.199 --> 00:04:17.579
So they own 30.
00:04:17.778 --> 00:04:18.819
How many groups are there
00:04:18.918 --> 00:04:21.279
like them that own, you know, eight,
00:04:21.279 --> 00:04:22.379
10 plus locations now?
00:04:23.161 --> 00:04:23.940
Not that many.
00:04:24.420 --> 00:04:25.560
Um, you know,
00:04:25.641 --> 00:04:27.041
they've become one of the
00:04:27.201 --> 00:04:28.641
bigger ones at this point.
00:04:29.783 --> 00:04:30.463
Um, you know, what,
00:04:31.007 --> 00:04:31.987
hell in the last year,
00:04:32.028 --> 00:04:33.067
I think they've bought out
00:04:33.387 --> 00:04:34.988
more than 10 different franchises.
00:04:35.649 --> 00:04:37.350
Some of the bigger ones that I've seen,
00:04:37.430 --> 00:04:40.791
you know, maybe they own five, six, seven,
00:04:41.312 --> 00:04:41.492
eight,
00:04:41.591 --> 00:04:44.173
but they're one of the only ones that, um,
00:04:45.934 --> 00:04:46.814
own the most of them.
00:04:47.574 --> 00:04:49.415
Whereas actually one 800 got junk.
00:04:49.495 --> 00:04:49.995
They started,
00:04:50.576 --> 00:04:52.357
they wanted to kind of be like them.
00:04:52.497 --> 00:04:53.817
So they actually created
00:04:53.858 --> 00:04:55.579
their own company called flywheel.
00:04:56.310 --> 00:04:58.110
that ended up buying failed
00:04:58.192 --> 00:05:00.812
markets and running it themselves,
00:05:01.771 --> 00:05:02.752
you know, like corporate.
00:05:02.773 --> 00:05:03.192
So, so,
00:05:03.913 --> 00:05:05.853
so 800 guy junk is reacquiring
00:05:06.293 --> 00:05:08.274
franchises to be corporate locations now.
00:05:08.874 --> 00:05:09.153
Yeah.
00:05:09.394 --> 00:05:11.194
And you know, they, so they have, yeah,
00:05:11.214 --> 00:05:12.355
because they were trying to
00:05:13.156 --> 00:05:14.235
be more profitable because
00:05:14.276 --> 00:05:15.235
some of the locations just
00:05:15.276 --> 00:05:16.136
weren't doing very well.
00:05:16.175 --> 00:05:17.197
So they, you know,
00:05:17.216 --> 00:05:18.057
they kind of wanted to be
00:05:18.096 --> 00:05:20.076
like this group South wind and, you know,
00:05:20.096 --> 00:05:20.997
and they started buying up
00:05:21.057 --> 00:05:22.257
locations and running it from,
00:05:22.898 --> 00:05:23.098
you know,
00:05:23.158 --> 00:05:25.119
having people from the corporate
00:05:25.158 --> 00:05:27.300
headquarters fly down and run it.
00:05:28.240 --> 00:05:28.401
Huh.
00:05:29.120 --> 00:05:29.560
So what was,
00:05:29.860 --> 00:05:31.502
why did you get into junk removal?
00:05:31.802 --> 00:05:33.142
Did you start as operation manager?
00:05:33.163 --> 00:05:34.884
Why'd you get into 800 junk to start with?
00:05:36.463 --> 00:05:37.444
Well, that's a funny story.
00:05:37.485 --> 00:05:39.586
You know, when I was a, when I was a kid,
00:05:40.005 --> 00:05:40.286
you know,
00:05:40.826 --> 00:05:42.666
I used to go do a lot of trash
00:05:42.706 --> 00:05:43.427
picking with my dad.
00:05:44.007 --> 00:05:44.367
You know,
00:05:44.747 --> 00:05:46.809
I was living in Miami at the time and,
00:05:46.908 --> 00:05:49.651
you know, every Sunday they, they have,
00:05:49.790 --> 00:05:50.550
they put out the,
00:05:51.225 --> 00:05:52.427
big bulky junk out by the
00:05:52.466 --> 00:05:53.807
curve so we'd go traffic
00:05:53.867 --> 00:05:54.869
and find good stuff and
00:05:54.889 --> 00:05:56.389
everything else and then
00:05:56.870 --> 00:05:58.271
you know later on into my
00:05:58.310 --> 00:05:59.151
high school years and a
00:05:59.172 --> 00:06:01.052
little bit after me and my
00:06:01.374 --> 00:06:02.454
current wife used to do the
00:06:02.494 --> 00:06:04.156
same thing we'd do that
00:06:04.196 --> 00:06:05.656
we'd fix it up and we'd you
00:06:05.697 --> 00:06:06.958
know sell it we actually uh
00:06:07.877 --> 00:06:08.939
financed a couple road
00:06:08.999 --> 00:06:10.220
trips like that you know I
00:06:10.240 --> 00:06:11.901
saw it's just just always
00:06:11.961 --> 00:06:13.141
loved junk you know and it
00:06:13.182 --> 00:06:14.023
kind of reminded me of my
00:06:14.043 --> 00:06:16.404
dad and you know when I got
00:06:16.485 --> 00:06:17.526
into it I always thought
00:06:17.605 --> 00:06:18.586
man my dad would be proud
00:06:18.625 --> 00:06:19.307
of me that I'm actually
00:06:19.346 --> 00:06:20.588
getting paid to go through junk now
00:06:21.653 --> 00:06:24.153
you know, no, I, uh, it's, it's fun.
00:06:24.194 --> 00:06:24.353
You're,
00:06:24.394 --> 00:06:28.355
you're now 116 episodes in and all
00:06:28.396 --> 00:06:29.297
the other hundreds of
00:06:29.317 --> 00:06:30.057
people I've met in this
00:06:30.117 --> 00:06:30.718
industry through
00:06:30.757 --> 00:06:32.458
conferences and conventions.
00:06:32.497 --> 00:06:33.759
And you're the second one.
00:06:33.798 --> 00:06:34.899
Now you and me are the only
00:06:34.920 --> 00:06:36.860
two I know that grew up this way.
00:06:37.420 --> 00:06:37.540
Right.
00:06:37.581 --> 00:06:38.661
It was, I talked about it, you know,
00:06:38.680 --> 00:06:39.641
there was a couple of
00:06:39.661 --> 00:06:40.302
neighborhoods and nice
00:06:40.341 --> 00:06:41.802
neighborhoods day before trash day.
00:06:42.242 --> 00:06:44.584
And that's where we went picking, you know,
00:06:44.805 --> 00:06:44.904
um,
00:06:45.865 --> 00:06:47.846
My dad sold at flea markets for 15,
00:06:47.846 --> 00:06:48.605
20 years.
00:06:49.346 --> 00:06:50.026
We had t-shirts,
00:06:50.146 --> 00:06:50.987
we had yellow t-shirts
00:06:51.007 --> 00:06:51.867
because his truck was yellow.
00:06:52.127 --> 00:06:53.809
So we had yellow t-shirts
00:06:53.848 --> 00:06:56.331
made and it was like a dumpster dive.
00:06:56.930 --> 00:06:57.930
I can't remember exactly what it said,
00:06:57.951 --> 00:06:58.632
but something along the
00:06:58.651 --> 00:07:00.353
lines of like certified dumpster diver,
00:07:00.773 --> 00:07:00.932
right?
00:07:00.952 --> 00:07:02.533
Because, you know, it's like,
00:07:02.593 --> 00:07:03.593
let's go see what's going on.
00:07:03.613 --> 00:07:05.394
And now I have a warehouse,
00:07:05.394 --> 00:07:06.656
27,000 square feet full of
00:07:06.935 --> 00:07:08.177
stuff that people paid me to pick up.
00:07:09.937 --> 00:07:12.480
and my father has a farm,
00:07:13.180 --> 00:07:14.403
and I live next door to that farm,
00:07:14.463 --> 00:07:16.043
and he's got all his best
00:07:16.103 --> 00:07:17.144
treasures in the farm still.
00:07:17.185 --> 00:07:19.668
So he's still picking.
00:07:20.509 --> 00:07:22.009
When American Pickers came on TV,
00:07:22.050 --> 00:07:25.072
he was – he enjoys the show,
00:07:25.112 --> 00:07:25.894
and he's also irritated.
00:07:25.913 --> 00:07:27.055
He's like, I was the original picker.
00:07:27.074 --> 00:07:27.495
It's like, well,
00:07:27.536 --> 00:07:28.757
you're not the only guy that –
00:07:28.757 --> 00:07:29.396
You're not the only guy
00:07:29.437 --> 00:07:29.918
digging through other
00:07:29.937 --> 00:07:31.298
people's trash to find treasures,
00:07:31.319 --> 00:07:31.559
you know?
00:07:32.079 --> 00:07:33.160
But yeah,
00:07:33.199 --> 00:07:35.261
so I grew up on this industry similarly.
00:07:35.281 --> 00:07:40.665
And so I remember my dad, I think 2004,
00:07:40.665 --> 00:07:41.685
I left for the Army.
00:07:41.906 --> 00:07:42.805
I joined the Reservists.
00:07:42.846 --> 00:07:43.687
I was a Reservist.
00:07:44.007 --> 00:07:44.646
Came back home,
00:07:45.028 --> 00:07:45.588
and there was a big
00:07:45.648 --> 00:07:47.348
write-up in the paper about 800-guy junk.
00:07:47.389 --> 00:07:48.069
That's when they first came
00:07:48.089 --> 00:07:48.889
to the Milwaukee market.
00:07:48.910 --> 00:07:50.091
2002, maybe 2004, whatever it was.
00:07:52.012 --> 00:07:53.692
And my dad's like, you could go do this.
00:07:53.713 --> 00:07:54.012
And I was like,
00:07:54.033 --> 00:07:55.213
I don't want to be a junk caller.
00:07:55.233 --> 00:07:56.375
Like that was like a side hustle.
00:07:56.394 --> 00:07:56.535
Right.
00:07:57.035 --> 00:07:58.415
And then by 2009,
00:07:58.415 --> 00:07:59.896
I come home from Iraq and came back.
00:07:59.937 --> 00:08:01.918
And that's that's how I got my start.
00:08:01.918 --> 00:08:03.379
2009, I was 25 years old,
00:08:03.459 --> 00:08:04.300
laid off and I started
00:08:04.339 --> 00:08:05.199
picking up appliances on
00:08:05.220 --> 00:08:05.740
the side of the road.
00:08:06.300 --> 00:08:07.822
And so here I am.
00:08:08.062 --> 00:08:08.242
Right.
00:08:08.262 --> 00:08:08.822
I'm 40 now and.
00:08:10.750 --> 00:08:12.112
Last 15 years, it's been a journey.
00:08:12.911 --> 00:08:13.252
Like you,
00:08:13.312 --> 00:08:14.552
I was part of a franchise system
00:08:14.593 --> 00:08:15.473
for about four years.
00:08:15.533 --> 00:08:18.516
So I got to know that side of the house.
00:08:18.576 --> 00:08:19.276
Much smaller,
00:08:19.355 --> 00:08:21.076
shittier franchise than 800 Guy Junk.
00:08:21.958 --> 00:08:24.418
So not exactly the 800-pound
00:08:24.439 --> 00:08:27.221
gorilla that is 800 Guy Junk.
00:08:27.300 --> 00:08:30.122
So what happened a year ago
00:08:30.182 --> 00:08:32.124
where you jumped from 800
00:08:32.124 --> 00:08:33.845
Guy Junk to doing your own thing now?
00:08:34.860 --> 00:08:35.321
Well, I mean,
00:08:35.341 --> 00:08:36.261
there was a kind of a few
00:08:36.302 --> 00:08:37.302
things that happened, you know,
00:08:37.342 --> 00:08:39.083
when I was there, you know, like I said,
00:08:39.104 --> 00:08:40.664
the last few years I had
00:08:40.705 --> 00:08:42.125
changed my whole mindset and, you know,
00:08:42.144 --> 00:08:43.485
I wanted to create a legacy
00:08:44.126 --> 00:08:45.246
and I was doing that there.
00:08:45.267 --> 00:08:46.327
I was creating a lot of
00:08:46.388 --> 00:08:47.629
leaders that went on to run
00:08:47.668 --> 00:08:48.749
their own franchises,
00:08:49.210 --> 00:08:50.049
to work at a different
00:08:50.070 --> 00:08:51.211
franchises around the country.
00:08:51.230 --> 00:08:51.990
And that was part of the
00:08:52.051 --> 00:08:53.412
legacy that I wanted to create.
00:08:54.552 --> 00:08:56.254
But then as we grew,
00:08:56.274 --> 00:08:57.715
they started bringing in
00:08:58.855 --> 00:09:01.496
other people as the area manager to run,
00:09:01.576 --> 00:09:02.418
you know, the whole thing.
00:09:02.437 --> 00:09:02.758
And they had,
00:09:03.234 --> 00:09:05.075
They brought in some former
00:09:05.695 --> 00:09:08.177
coach from Green Bay, Packers,
00:09:08.197 --> 00:09:12.958
to come in and – Go Pack Go.
00:09:12.979 --> 00:09:13.980
13-time world champion,
00:09:14.019 --> 00:09:15.201
four-time Super Bowl champion,
00:09:15.240 --> 00:09:15.760
no big deal.
00:09:16.221 --> 00:09:16.822
Go Pack Go.
00:09:17.101 --> 00:09:18.763
Who was the former – was
00:09:18.783 --> 00:09:20.202
that a former coach or former player?
00:09:20.844 --> 00:09:21.163
Coach.
00:09:21.703 --> 00:09:22.024
Okay.
00:09:22.644 --> 00:09:23.205
Yeah,
00:09:23.304 --> 00:09:26.667
and then they had another – I really
00:09:26.687 --> 00:09:27.668
don't know what the hell he did.
00:09:27.687 --> 00:09:28.628
He doesn't even know what he
00:09:28.648 --> 00:09:29.227
was supposed to do.
00:09:30.068 --> 00:09:31.970
We had an area director, and he just –
00:09:32.761 --> 00:09:33.022
You know,
00:09:33.101 --> 00:09:36.062
they were more focused on saving
00:09:36.123 --> 00:09:37.323
money than making money.
00:09:38.004 --> 00:09:38.563
And, you know,
00:09:38.624 --> 00:09:40.205
they kind of pulled me back from,
00:09:40.605 --> 00:09:40.865
you know,
00:09:40.904 --> 00:09:42.066
the whole leadership development
00:09:42.086 --> 00:09:43.046
that I was working on.
00:09:43.725 --> 00:09:45.267
And I'm, you know, I thought to myself,
00:09:45.466 --> 00:09:45.787
you know,
00:09:46.807 --> 00:09:49.467
I've already created my legacy here.
00:09:49.488 --> 00:09:52.229
I want to create my own legacy because,
00:09:52.669 --> 00:09:53.730
you know, like I mentioned before,
00:09:53.750 --> 00:09:55.230
I'm a cancer survivor.
00:09:55.951 --> 00:09:56.311
Um,
00:09:56.451 --> 00:09:58.631
why I made my company survivor junk
00:09:58.692 --> 00:09:59.052
removal.
00:09:59.943 --> 00:10:00.484
And, you know,
00:10:00.524 --> 00:10:02.605
I'm also been diagnosed with
00:10:02.644 --> 00:10:03.346
Lynch syndrome,
00:10:03.365 --> 00:10:05.027
which makes me susceptible,
00:10:05.047 --> 00:10:08.248
highly susceptible to more cancers.
00:10:08.727 --> 00:10:09.609
So, you know,
00:10:09.708 --> 00:10:11.250
I decided it was time for me
00:10:11.289 --> 00:10:12.470
to create my own legacy.
00:10:13.370 --> 00:10:14.191
And, you know,
00:10:14.311 --> 00:10:16.631
so I decided to go on my own, you know,
00:10:16.652 --> 00:10:17.152
I'm like, okay,
00:10:17.192 --> 00:10:19.933
I'm giving up that executive paycheck and,
00:10:20.673 --> 00:10:21.474
you know, doing my,
00:10:21.615 --> 00:10:22.835
I have a few things on my
00:10:22.875 --> 00:10:23.936
bucket list that I want to do.
00:10:24.035 --> 00:10:26.197
And one is start my own business.
00:10:26.216 --> 00:10:26.716
I've tried
00:10:27.184 --> 00:10:29.025
and failed multiple times at
00:10:29.046 --> 00:10:30.005
that in the past,
00:10:30.687 --> 00:10:31.726
but I decided I'm just
00:10:31.787 --> 00:10:33.168
going to give it all, you know?
00:10:33.427 --> 00:10:35.609
So I decided to start my own business.
00:10:36.990 --> 00:10:39.130
What has been the biggest or
00:10:39.211 --> 00:10:41.912
few things that going from
00:10:41.912 --> 00:10:45.413
800 to your own business, aha moments?
00:10:47.355 --> 00:10:47.794
Marketing.
00:10:49.014 --> 00:10:50.655
Because, you know, I had my own,
00:10:50.676 --> 00:10:52.197
I had my own market,
00:10:52.297 --> 00:10:53.977
whole big marketing team.
00:10:54.678 --> 00:10:56.639
So I didn't even have to think about that,
00:10:56.759 --> 00:10:58.941
you know, but going out on my own,
00:10:59.000 --> 00:11:00.741
that was the biggest, like, holy crap,
00:11:00.761 --> 00:11:02.322
this is not as easy as I thought,
00:11:02.962 --> 00:11:03.283
you know?
00:11:03.363 --> 00:11:04.683
So the marketing part of it
00:11:04.744 --> 00:11:08.085
was just a real kick in the ass and maybe,
00:11:08.144 --> 00:11:10.586
you know, but I'm, you know,
00:11:10.687 --> 00:11:12.126
just like everybody else, you know,
00:11:12.167 --> 00:11:13.607
I have to start learning from scratch.
00:11:15.048 --> 00:11:15.928
Yeah, no, I love that.
00:11:15.969 --> 00:11:16.928
That's one of the challenges.
00:11:16.970 --> 00:11:18.149
I mean, sales and marketing,
00:11:18.190 --> 00:11:18.950
that's the number one.
00:11:19.250 --> 00:11:20.250
When we ask for episodes,
00:11:20.269 --> 00:11:20.850
that's the thing that
00:11:20.870 --> 00:11:22.010
people ask about the most.
00:11:22.051 --> 00:11:24.792
It's like, well, once the phone rings,
00:11:24.812 --> 00:11:26.331
people can kind of figure it out, right?
00:11:26.711 --> 00:11:27.652
And I teach a class,
00:11:27.692 --> 00:11:28.732
the six buckets of business.
00:11:28.972 --> 00:11:31.793
It goes marketing, sales, operations,
00:11:31.993 --> 00:11:33.653
the thing you do, HR,
00:11:33.813 --> 00:11:34.514
and then the numbers.
00:11:34.634 --> 00:11:36.754
And it goes in that linear of an order,
00:11:36.794 --> 00:11:36.995
right?
00:11:37.514 --> 00:11:39.955
And especially in the franchise world,
00:11:40.034 --> 00:11:41.556
again, coming from that world, it's like,
00:11:42.096 --> 00:11:42.216
Well,
00:11:42.235 --> 00:11:43.356
I paid someone else to do the marketing.
00:11:43.417 --> 00:11:44.057
Marketing's done.
00:11:44.076 --> 00:11:44.697
All right, we're good.
00:11:44.717 --> 00:11:45.857
All right, I go and sell.
00:11:46.239 --> 00:11:46.479
Okay,
00:11:46.499 --> 00:11:47.519
but the marketing's also going to feed.
00:11:47.539 --> 00:11:48.220
And then it's like,
00:11:48.440 --> 00:11:49.240
now I become an operator.
00:11:49.520 --> 00:11:51.081
Once the phone rings, I'm good to hook,
00:11:51.361 --> 00:11:51.481
right?
00:11:51.522 --> 00:11:53.342
I can figure it out from there.
00:11:53.764 --> 00:11:55.465
And I got some struggles with employees.
00:11:55.544 --> 00:11:56.105
And, you know,
00:11:56.144 --> 00:11:57.265
this last couple of years
00:11:57.306 --> 00:11:58.066
have been really a struggle
00:11:58.086 --> 00:11:58.466
with employees.
00:11:59.988 --> 00:12:01.048
But beyond that, it's like, all right,
00:12:01.067 --> 00:12:01.408
I got this.
00:12:01.849 --> 00:12:03.029
Yeah, and when the phone doesn't ring,
00:12:04.149 --> 00:12:04.971
none of those things matter.
00:12:05.291 --> 00:12:07.312
It's a non-starting point.
00:12:07.831 --> 00:12:09.953
So what are, so 800 Got Junk,
00:12:09.974 --> 00:12:11.014
you had all the access and
00:12:11.034 --> 00:12:12.235
resource and teams and
00:12:12.274 --> 00:12:14.736
strategies and dollars, I'm sure,
00:12:14.756 --> 00:12:15.297
to work with.
00:12:16.038 --> 00:12:17.119
So what are things that made
00:12:17.139 --> 00:12:21.181
you combat effective now as a solo hauler,
00:12:21.240 --> 00:12:22.782
you know, or as a regional hauler?
00:12:24.624 --> 00:12:26.504
Well, I mean, you know,
00:12:26.965 --> 00:12:29.086
everything else I have down pat, you know,
00:12:29.366 --> 00:12:31.168
I was a professional at operations,
00:12:31.647 --> 00:12:33.589
you know, I ran a location where we,
00:12:33.708 --> 00:12:35.129
you know, we're running 18 trucks,
00:12:35.769 --> 00:12:38.852
you know, operations is right up my alley,
00:12:38.873 --> 00:12:39.232
you know,
00:12:39.373 --> 00:12:40.514
training and development of
00:12:40.553 --> 00:12:43.355
people hiring and, you know, retention,
00:12:43.475 --> 00:12:44.456
leadership development.
00:12:44.496 --> 00:12:45.898
Those are, you know,
00:12:45.998 --> 00:12:47.219
that's my game right there.
00:12:47.278 --> 00:12:47.700
So, you know,
00:12:47.740 --> 00:12:48.639
the marketing part was
00:12:49.100 --> 00:12:50.902
completely new to me and, you know,
00:12:50.981 --> 00:12:54.384
and trying to do it on a budget, you know,
00:12:54.445 --> 00:12:55.125
I'm not, you know,
00:12:55.164 --> 00:12:56.086
wasn't ready to start
00:12:56.125 --> 00:12:58.327
throwing big dollars at Google and,
00:12:58.427 --> 00:13:00.350
you know, paying things, you know,
00:13:00.389 --> 00:13:00.809
I tried,
00:13:01.311 --> 00:13:03.972
the thumbtack and just ended
00:13:04.013 --> 00:13:05.513
up pissing me off more than anything.
00:13:05.552 --> 00:13:08.154
So, you know, I cut that out and, you know,
00:13:08.235 --> 00:13:10.255
just started, you know,
00:13:10.336 --> 00:13:11.456
following all the Facebook
00:13:11.496 --> 00:13:12.517
groups and just learning
00:13:12.557 --> 00:13:13.557
from everybody else that's
00:13:13.618 --> 00:13:14.639
been out there doing it.
00:13:15.278 --> 00:13:16.600
And, you know, and that's,
00:13:16.879 --> 00:13:17.779
that's why you'll see me a
00:13:17.840 --> 00:13:19.341
lot on those Facebook groups because,
00:13:20.062 --> 00:13:21.581
you know, like I said, you know,
00:13:21.601 --> 00:13:23.082
when I was there, I had a team of,
00:13:23.363 --> 00:13:25.945
you know, between 45 and 50 guys,
00:13:26.384 --> 00:13:26.625
you know,
00:13:26.664 --> 00:13:28.265
that I was leading and that's
00:13:28.285 --> 00:13:29.746
the thing I missed the most was,
00:13:30.071 --> 00:13:32.351
you know, coming in, doing solo operator,
00:13:32.392 --> 00:13:32.652
you know,
00:13:32.692 --> 00:13:33.913
having a couple helpers and
00:13:33.952 --> 00:13:34.452
everything else,
00:13:35.073 --> 00:13:37.174
but I miss leading and
00:13:37.235 --> 00:13:38.855
helping people and teaching people.
00:13:39.296 --> 00:13:40.496
So that's why, you know,
00:13:40.736 --> 00:13:42.077
when I'm on those Facebook groups,
00:13:42.097 --> 00:13:43.258
I'm always giving advice
00:13:43.357 --> 00:13:44.759
and trying to help people.
00:13:44.918 --> 00:13:45.820
I, you know,
00:13:45.840 --> 00:13:47.880
I actually had a class there for a while,
00:13:47.921 --> 00:13:48.900
helping people with the
00:13:49.000 --> 00:13:50.241
onsite experience and how
00:13:50.261 --> 00:13:51.682
to close jobs at a high level.
00:13:52.403 --> 00:13:53.864
Um, you know, your buddy, uh,
00:13:54.524 --> 00:13:57.885
Taylor Chastain, I actually, uh, yep.
00:13:58.046 --> 00:13:59.187
I actually went to, uh,
00:14:00.399 --> 00:14:01.942
I worked with his team and, you know,
00:14:01.961 --> 00:14:03.802
I had a five day training
00:14:03.842 --> 00:14:05.825
session with his team helping them out.
00:14:05.845 --> 00:14:06.785
And that's what I enjoy
00:14:06.846 --> 00:14:08.226
doing is actually teaching
00:14:08.807 --> 00:14:09.807
and helping people out.
00:14:09.869 --> 00:14:10.548
So, you know,
00:14:10.668 --> 00:14:12.090
not having that is something I missed.
00:14:12.129 --> 00:14:14.331
So if I if I can't lead my own team,
00:14:14.371 --> 00:14:15.153
then maybe I can be a
00:14:15.212 --> 00:14:16.514
leader in helping the rest
00:14:16.553 --> 00:14:17.215
of the community.
00:14:17.554 --> 00:14:17.754
You know,
00:14:17.774 --> 00:14:19.557
and that's when Xavier reached
00:14:19.616 --> 00:14:21.018
out to me and asked me to, you know,
00:14:21.278 --> 00:14:24.000
be a part of his Facebook group as well.
00:14:25.489 --> 00:14:27.230
Yeah, no,
00:14:27.710 --> 00:14:29.190
and that's what we're doing here
00:14:29.210 --> 00:14:29.931
on the podcast, too.
00:14:30.010 --> 00:14:30.230
It is.
00:14:30.270 --> 00:14:31.630
Let's bring the best minds together,
00:14:31.691 --> 00:14:31.850
right?
00:14:32.591 --> 00:14:33.251
All the guys you're talking
00:14:33.272 --> 00:14:33.812
about are guys.
00:14:33.831 --> 00:14:35.351
These are the industry leaders, right?
00:14:35.432 --> 00:14:36.072
It's Xavier.
00:14:36.113 --> 00:14:36.712
It's Taylor.
00:14:36.852 --> 00:14:39.094
It's Lewis.
00:14:39.193 --> 00:14:40.153
You know, he's not in the industry,
00:14:40.173 --> 00:14:40.673
but he's always
00:14:40.714 --> 00:14:41.955
contributing as far as the
00:14:41.995 --> 00:14:42.794
marketing and SEO.
00:14:43.095 --> 00:14:43.715
Hey,
00:14:43.835 --> 00:14:46.035
I tip my hat to Snowball Hauling out
00:14:46.056 --> 00:14:46.696
there in California, right?
00:14:46.716 --> 00:14:48.177
They have a competing podcast,
00:14:48.297 --> 00:14:50.538
and I think they have a
00:14:51.057 --> 00:14:53.019
summit coming up in California.
00:14:53.038 --> 00:14:53.298
I imagine.
00:14:53.318 --> 00:14:53.479
Yeah.
00:14:54.301 --> 00:14:55.642
I'm actually one of the guest speakers.
00:14:56.081 --> 00:14:57.023
I remember seeing that.
00:14:57.062 --> 00:15:00.225
Your speaker, Andrew from Jedi Junk,
00:15:00.525 --> 00:15:01.506
he's going to be there.
00:15:02.187 --> 00:15:03.408
This is what makes our industry better.
00:15:03.889 --> 00:15:05.750
I give credit where credit's due.
00:15:05.769 --> 00:15:06.551
For the people out there,
00:15:06.571 --> 00:15:07.571
they're doing it right and
00:15:07.652 --> 00:15:09.092
building this industry of
00:15:09.212 --> 00:15:09.913
independent haulers.
00:15:10.092 --> 00:15:11.815
I'm all about independent haulers.
00:15:13.495 --> 00:15:14.395
I'm anti-franchise and
00:15:14.416 --> 00:15:14.875
that's because I'm
00:15:14.936 --> 00:15:16.096
anti-corporate and I want
00:15:16.517 --> 00:15:17.476
small business owners to
00:15:17.777 --> 00:15:18.797
live their entrepreneurial dream.
00:15:19.277 --> 00:15:19.917
I've seen a lot of
00:15:19.956 --> 00:15:22.597
franchisees in junk removal
00:15:22.937 --> 00:15:24.739
and other industries fail
00:15:24.798 --> 00:15:25.999
miserably in the franchise.
00:15:26.499 --> 00:15:27.918
You know, the franchisors walk away.
00:15:27.938 --> 00:15:28.599
They're like, oh, whatever.
00:15:28.619 --> 00:15:29.620
We'll just turn another one.
00:15:30.080 --> 00:15:30.200
Right.
00:15:30.240 --> 00:15:31.220
It's not their life savings
00:15:31.240 --> 00:15:32.000
that got pissed away.
00:15:32.019 --> 00:15:32.620
Right.
00:15:32.659 --> 00:15:33.460
They didn't lose a house.
00:15:33.480 --> 00:15:35.740
They, you know, they, you know, they.
00:15:36.120 --> 00:15:37.160
They sold a business idea
00:15:37.201 --> 00:15:37.780
that didn't work out.
00:15:37.801 --> 00:15:37.961
Well,
00:15:37.980 --> 00:15:39.182
they're just going to go package it
00:15:39.201 --> 00:15:40.121
and resell it to the next guy.
00:15:40.601 --> 00:15:42.403
So I am all about independent haulers.
00:15:42.863 --> 00:15:43.783
My father's been a business
00:15:43.802 --> 00:15:44.763
owner for 30 years.
00:15:44.783 --> 00:15:46.342
Both my grandfathers,
00:15:46.524 --> 00:15:47.303
my great-grandfathers,
00:15:47.323 --> 00:15:48.104
they're all business owners.
00:15:49.024 --> 00:15:49.703
And they did it in a time
00:15:49.724 --> 00:15:50.443
where there's no such thing
00:15:50.504 --> 00:15:52.725
as SEO and Google and Facebook.
00:15:52.764 --> 00:15:53.004
I mean,
00:15:53.345 --> 00:15:54.565
it was the yellow pages and your
00:15:54.605 --> 00:15:55.145
reputation.
00:15:55.186 --> 00:15:55.586
That was it.
00:15:55.625 --> 00:15:57.865
That's how you stayed in business.
00:15:58.385 --> 00:16:00.287
And now business is so much more –
00:16:01.869 --> 00:16:04.309
complicated and so hard work
00:16:04.350 --> 00:16:05.370
and have a good reputation
00:16:06.150 --> 00:16:07.171
that's the if the minimum
00:16:07.291 --> 00:16:08.491
ante and then you got to
00:16:08.511 --> 00:16:09.251
know all this other stuff
00:16:09.292 --> 00:16:11.633
on top of it um I do
00:16:11.673 --> 00:16:12.833
commend you and I i watch
00:16:12.874 --> 00:16:13.793
your marketing I think it's
00:16:13.854 --> 00:16:15.754
on point um whoever does
00:16:15.794 --> 00:16:16.774
your photography do you do
00:16:16.815 --> 00:16:18.336
your photography or your
00:16:18.375 --> 00:16:21.037
wife between me my wife and my daughter
00:16:22.613 --> 00:16:23.533
Who touches it up, though?
00:16:23.553 --> 00:16:25.416
Does someone touch it up a little bit?
00:16:25.855 --> 00:16:26.216
Okay.
00:16:26.297 --> 00:16:26.677
Looks good.
00:16:27.136 --> 00:16:28.118
Looks good.
00:16:28.298 --> 00:16:30.000
Well, I can tell it's touched up, right?
00:16:30.080 --> 00:16:31.480
It pops, right?
00:16:31.561 --> 00:16:32.601
It pops versus, hey,
00:16:32.642 --> 00:16:34.023
here's a shitty before and after picture.
00:16:34.062 --> 00:16:35.144
Here's the guys in the truck, right?
00:16:35.485 --> 00:16:37.125
Your photography pops enough to be like,
00:16:37.186 --> 00:16:37.807
oh, that's different.
00:16:38.501 --> 00:16:38.721
Right.
00:16:39.442 --> 00:16:40.143
I'm in all the groups,
00:16:40.543 --> 00:16:41.582
the trash talk groups and
00:16:41.602 --> 00:16:44.264
the junker groups and the whatever.
00:16:44.323 --> 00:16:44.524
Right.
00:16:45.024 --> 00:16:46.203
And your stuff pops.
00:16:46.664 --> 00:16:47.625
And as I've reached out to
00:16:47.664 --> 00:16:49.225
people more and more asking
00:16:49.245 --> 00:16:50.225
who needs to be on the podcast,
00:16:50.245 --> 00:16:52.025
your name has habitually come up.
00:16:52.166 --> 00:16:54.006
You are even in less than a
00:16:54.047 --> 00:16:55.707
year now on the independent hauler side,
00:16:55.947 --> 00:16:56.967
like you're a respected
00:16:57.008 --> 00:16:58.048
person in this industry.
00:16:58.908 --> 00:17:00.269
And that says a lot because
00:17:00.528 --> 00:17:01.970
there's other guys that are, you know,
00:17:02.029 --> 00:17:03.049
they're probably out there killing it.
00:17:03.649 --> 00:17:04.451
And yet they're not
00:17:04.510 --> 00:17:05.332
contributing back to the
00:17:05.372 --> 00:17:06.833
industry as much as what
00:17:06.873 --> 00:17:08.855
you are giving back and
00:17:08.875 --> 00:17:09.776
giving advice so that
00:17:10.135 --> 00:17:11.278
others can be successful
00:17:11.617 --> 00:17:12.818
living out their junk removal dream.
00:17:13.058 --> 00:17:14.280
When I say that at the top of the show,
00:17:14.300 --> 00:17:16.142
at the top of the hour, I mean it, right?
00:17:16.241 --> 00:17:19.085
I've met a lot of people through the years,
00:17:19.105 --> 00:17:19.786
whether people I went to
00:17:19.826 --> 00:17:20.467
high school with or
00:17:21.047 --> 00:17:22.588
networking or how women I've dated,
00:17:22.608 --> 00:17:23.950
they're like, why do you do junk removal?
00:17:24.170 --> 00:17:25.592
Like you haul garbage for a living?
00:17:25.612 --> 00:17:26.491
It's like, yeah.
00:17:28.453 --> 00:17:29.474
It's a noble profession.
00:17:29.694 --> 00:17:30.816
It's a necessary job.
00:17:31.196 --> 00:17:33.098
It's a job that people hire me to do,
00:17:33.179 --> 00:17:34.078
and I enjoy doing it,
00:17:34.240 --> 00:17:35.019
and I'm pretty good at it.
00:17:35.780 --> 00:17:37.603
And so my goal to drive the
00:17:37.643 --> 00:17:38.723
level of professionalism
00:17:38.743 --> 00:17:39.503
within our industry,
00:17:40.125 --> 00:17:42.027
because the illegal dumping
00:17:42.146 --> 00:17:43.228
or the schmucks that don't
00:17:43.268 --> 00:17:44.848
pick up their phones or the
00:17:44.868 --> 00:17:45.930
guys that show up
00:17:46.049 --> 00:17:48.633
ununiformed and unlicensed and uninsured,
00:17:48.853 --> 00:17:50.714
they give our industry a bad rap.
00:17:51.553 --> 00:17:53.453
And we're not going to fight them.
00:17:53.713 --> 00:17:54.273
All we're going to do is
00:17:54.314 --> 00:17:54.973
drive the level of
00:17:55.013 --> 00:17:55.973
professionalism within our
00:17:56.013 --> 00:17:57.355
industry so that when
00:17:57.375 --> 00:17:58.914
people hire a junkable company,
00:17:58.934 --> 00:18:00.395
they got the confidence
00:18:00.415 --> 00:18:01.056
that they're going to
00:18:01.316 --> 00:18:02.336
deliver on what they say.
00:18:02.675 --> 00:18:03.116
You know,
00:18:03.757 --> 00:18:04.797
people let us in their homes
00:18:04.836 --> 00:18:06.577
every day around their kids
00:18:06.637 --> 00:18:07.617
and their pets and their
00:18:07.657 --> 00:18:09.117
possessions and their valuables.
00:18:09.798 --> 00:18:10.838
Most people that go to work
00:18:10.878 --> 00:18:11.858
every day don't end up in
00:18:11.878 --> 00:18:12.338
somebody's house.
00:18:13.119 --> 00:18:14.740
And we are in people's houses every day.
00:18:17.641 --> 00:18:17.760
Yep.
00:18:18.423 --> 00:18:19.683
Hey, and I'm all about that life.
00:18:19.744 --> 00:18:20.664
I even have a sticker on the
00:18:20.704 --> 00:18:22.164
back of my car that says junk life.
00:18:24.925 --> 00:18:26.027
And so what did you do about
00:18:26.126 --> 00:18:27.126
pre 800 guy junk?
00:18:27.146 --> 00:18:28.847
What were you doing work wise?
00:18:30.489 --> 00:18:30.689
Well,
00:18:30.709 --> 00:18:32.189
I was in the commercial laundry
00:18:32.648 --> 00:18:33.630
industry for a while.
00:18:35.029 --> 00:18:35.289
You know,
00:18:35.951 --> 00:18:38.251
I ran a few commercial laundries.
00:18:39.832 --> 00:18:40.833
Then after a while,
00:18:40.932 --> 00:18:42.192
before I moved to Georgia,
00:18:42.373 --> 00:18:43.272
I was working for a
00:18:46.255 --> 00:18:47.154
international law firm.
00:18:47.676 --> 00:18:49.238
I was their operations manager.
00:18:49.577 --> 00:18:50.699
They had about 13 different
00:18:50.719 --> 00:18:51.499
locations around the
00:18:51.538 --> 00:18:53.599
country and in England.
00:18:54.121 --> 00:18:54.840
So I did that.
00:18:54.881 --> 00:18:56.761
And I was, when I first moved to Georgia,
00:18:56.801 --> 00:18:58.583
I was actually working remotely for him,
00:18:58.623 --> 00:19:00.443
still doing some, you know,
00:19:01.424 --> 00:19:02.265
helping him connect with
00:19:02.305 --> 00:19:04.326
some radio stations and just, you know,
00:19:04.727 --> 00:19:05.987
opening up an office here
00:19:06.067 --> 00:19:07.028
and then helping him
00:19:07.048 --> 00:19:08.528
relocate other offices and
00:19:08.568 --> 00:19:10.089
just doing some, you know,
00:19:10.150 --> 00:19:12.111
just odds and end things for him here.
00:19:12.171 --> 00:19:12.411
And then,
00:19:13.546 --> 00:19:14.646
I started working for a
00:19:14.686 --> 00:19:16.067
little while for this fleet
00:19:16.087 --> 00:19:17.669
cleaning business as their manager,
00:19:18.569 --> 00:19:20.491
and I really didn't like that.
00:19:21.712 --> 00:19:23.114
It just wasn't my cup of tea.
00:19:23.153 --> 00:19:24.375
But then I saw that
00:19:24.394 --> 00:19:26.276
1-800-GOT-JUNK advertisement,
00:19:26.296 --> 00:19:26.957
and I'm like, hmm,
00:19:27.616 --> 00:19:28.877
that's something I can get into.
00:19:30.138 --> 00:19:31.480
And where were you originally born?
00:19:31.519 --> 00:19:32.601
Where were you before Atlanta?
00:19:33.541 --> 00:19:33.922
Miami.
00:19:34.623 --> 00:19:35.702
Oh, yeah, you did mention.
00:19:35.742 --> 00:19:36.463
Okay, so you went from Miami.
00:19:36.503 --> 00:19:36.983
Yeah, yeah.
00:19:37.144 --> 00:19:38.685
I lived in Miami for about 25 years.
00:19:38.705 --> 00:19:39.926
I'm originally from Nebraska.
00:19:39.946 --> 00:19:41.528
Oh, wow.
00:19:43.894 --> 00:19:44.154
All right.
00:19:44.857 --> 00:19:46.786
Atlanta by way of Nebraska to Miami.
00:19:48.703 --> 00:19:49.683
Omaha or Lincoln?
00:19:50.183 --> 00:19:50.525
Lincoln.
00:19:50.984 --> 00:19:51.625
There you go.
00:19:51.825 --> 00:19:52.265
See, there you go.
00:19:52.365 --> 00:19:53.984
That's like 90% of people
00:19:54.025 --> 00:19:54.865
live in those two cities.
00:19:54.885 --> 00:19:56.965
Like I had a 90% chance of
00:19:56.986 --> 00:19:58.086
being 50-50 there.
00:19:58.405 --> 00:19:59.626
And if you would have said like Podunk,
00:19:59.686 --> 00:20:00.227
Cornfield,
00:20:00.446 --> 00:20:01.866
I'd have chalked it up as a loss.
00:20:02.146 --> 00:20:04.067
I was confident in my Omaha or Lincoln.
00:20:05.587 --> 00:20:08.128
And if we have any Nebraska listeners,
00:20:08.169 --> 00:20:09.249
if there's anything else in Nebraska,
00:20:09.269 --> 00:20:10.709
please let me know because
00:20:10.729 --> 00:20:12.049
I've driven through it and
00:20:12.109 --> 00:20:13.750
I haven't found anything yet, right?
00:20:13.990 --> 00:20:15.289
And those are on the far
00:20:15.390 --> 00:20:16.131
east end of the state
00:20:16.151 --> 00:20:17.894
because once you're past –
00:20:17.894 --> 00:20:18.935
Why don't you pass Lincoln, right?
00:20:19.096 --> 00:20:20.096
Omaha's first, and then Lincoln.
00:20:20.115 --> 00:20:20.435
That's it.
00:20:20.455 --> 00:20:22.797
There's nothing between that and Denver,
00:20:22.896 --> 00:20:23.758
whatever's next.
00:20:23.817 --> 00:20:24.597
I mean, corn.
00:20:24.617 --> 00:20:25.519
A bunch of cornfields.
00:20:25.878 --> 00:20:26.459
Cornfields,
00:20:26.519 --> 00:20:27.359
and then you see the mountains
00:20:27.400 --> 00:20:29.661
in the distance for about, I don't know,
00:20:29.780 --> 00:20:30.760
eight hours straight before
00:20:30.780 --> 00:20:31.480
you get close enough to
00:20:31.500 --> 00:20:32.422
them where they're mountains, you know?
00:20:33.883 --> 00:20:34.363
No knock.
00:20:34.502 --> 00:20:36.084
It is what it is.
00:20:37.223 --> 00:20:38.404
I think there's a...
00:20:39.267 --> 00:20:40.087
Something on the border of
00:20:40.188 --> 00:20:41.929
Nebraska and another state,
00:20:42.289 --> 00:20:43.770
but it's not known for the Nebraska side.
00:20:44.310 --> 00:20:45.112
Anyways, Nebraska.
00:20:45.372 --> 00:20:46.532
I have cousins that live in Omaha.
00:20:46.573 --> 00:20:47.272
Beautiful place.
00:20:47.333 --> 00:20:48.013
Nice, clean city.
00:20:48.074 --> 00:20:49.115
Great zoo in Omaha.
00:20:51.317 --> 00:20:52.336
That is the extent of what I
00:20:52.376 --> 00:20:53.178
know about Nebraska.
00:20:54.739 --> 00:20:55.660
So what now?
00:20:55.880 --> 00:20:57.040
What's next in your journey?
00:20:57.060 --> 00:20:59.042
So now you're an independent hauler.
00:20:59.083 --> 00:21:00.683
You've got one or two helpers.
00:21:01.144 --> 00:21:01.704
What's the goal?
00:21:01.744 --> 00:21:04.166
Is the goal to stay at one truck operation,
00:21:04.227 --> 00:21:04.926
multi-truck?
00:21:04.946 --> 00:21:05.627
Where are you looking to go?
00:21:07.045 --> 00:21:07.325
You know,
00:21:07.345 --> 00:21:08.986
I would like to get a multi-truck
00:21:09.046 --> 00:21:09.465
operation.
00:21:09.506 --> 00:21:09.826
You know, I,
00:21:10.046 --> 00:21:11.307
right now I started off with
00:21:11.346 --> 00:21:12.488
the whole truck and trailer.
00:21:12.508 --> 00:21:14.028
I wanted to be different.
00:21:14.067 --> 00:21:15.409
I didn't want to do the dump trailer,
00:21:15.489 --> 00:21:16.269
you know, I, I,
00:21:16.829 --> 00:21:17.890
something that I can have
00:21:18.309 --> 00:21:19.691
bigger branding on.
00:21:19.750 --> 00:21:21.751
So I started off with an enclosed trailer,
00:21:21.791 --> 00:21:23.532
but I want to work my way to a dump truck,
00:21:23.952 --> 00:21:24.173
you know,
00:21:24.232 --> 00:21:25.493
have a few trucks and everything else,
00:21:25.513 --> 00:21:26.354
but there's other things I
00:21:26.394 --> 00:21:28.015
want to do as well.
00:21:28.035 --> 00:21:30.096
You know, besides junk, you know, I love,
00:21:30.115 --> 00:21:30.476
like I said,
00:21:30.516 --> 00:21:32.176
I love helping other junk
00:21:32.196 --> 00:21:33.538
removal companies, you know, um,
00:21:34.855 --> 00:21:36.237
I started doing that class
00:21:36.277 --> 00:21:37.116
to help other people,
00:21:37.196 --> 00:21:40.038
but there's a lot of trolls
00:21:40.377 --> 00:21:41.218
on these Facebook groups
00:21:41.238 --> 00:21:41.897
that don't like people
00:21:41.938 --> 00:21:42.818
doing those classes.
00:21:42.858 --> 00:21:46.539
They just kind of shit talk them,
00:21:46.579 --> 00:21:47.119
which is fine,
00:21:47.140 --> 00:21:48.160
but I had a lot of people
00:21:48.200 --> 00:21:50.000
that really learned a lot from it.
00:21:50.020 --> 00:21:52.501
Like I mentioned, Taylor Chastain,
00:21:52.541 --> 00:21:54.082
I did that one in person with him.
00:21:55.222 --> 00:21:57.063
Even Andrew Barton took my class.
00:21:58.604 --> 00:21:59.844
I've seen him on your
00:21:59.864 --> 00:22:01.825
podcast and a few other people.
00:22:02.896 --> 00:22:04.078
I really like doing that.
00:22:04.098 --> 00:22:05.440
I don't think it goes over
00:22:05.480 --> 00:22:06.601
very well with a lot of the
00:22:06.740 --> 00:22:07.781
egos that are out there
00:22:08.363 --> 00:22:08.923
with some of these
00:22:08.962 --> 00:22:10.984
businesses that think they
00:22:11.025 --> 00:22:11.965
know everything and they
00:22:11.986 --> 00:22:13.227
don't want to actually learn.
00:22:13.287 --> 00:22:14.208
I'm still learning every
00:22:14.228 --> 00:22:14.969
single day and I've been
00:22:14.989 --> 00:22:17.010
doing this for almost 12 years now.
00:22:17.030 --> 00:22:18.772
I've done a lot of that at a high level.
00:22:22.917 --> 00:22:24.439
But there's always stuff to learn.
00:22:24.479 --> 00:22:26.440
But, you know, apart from that, you know,
00:22:26.839 --> 00:22:28.921
I'm trying to I had three
00:22:28.980 --> 00:22:30.662
things on my bucket list to do.
00:22:31.222 --> 00:22:32.624
One was to start my own business.
00:22:33.263 --> 00:22:36.144
Two was to be the speaker at
00:22:36.246 --> 00:22:37.145
a large engagement.
00:22:37.165 --> 00:22:38.547
I wanted to be, you know,
00:22:38.807 --> 00:22:40.468
to share my story, which, you know,
00:22:40.508 --> 00:22:41.448
is coming for that junk
00:22:41.488 --> 00:22:42.449
expo is going to be there.
00:22:43.028 --> 00:22:44.369
And the third thing I've
00:22:44.390 --> 00:22:45.671
always wanted to do is write a book,
00:22:46.330 --> 00:22:46.750
you know,
00:22:47.652 --> 00:22:50.133
which I actually am almost finished with.
00:22:50.153 --> 00:22:51.253
Yeah.
00:22:52.273 --> 00:22:55.154
So I know you got your book out.
00:22:55.515 --> 00:22:57.236
Did you self-publish that or how did you?
00:22:57.756 --> 00:22:58.717
Self-pubbed.
00:22:58.737 --> 00:22:59.477
Here's book one.
00:22:59.517 --> 00:23:00.537
I'm working on books two and
00:23:00.557 --> 00:23:01.258
three right now.
00:23:04.219 --> 00:23:05.519
I love the fact that you
00:23:05.538 --> 00:23:06.799
have these three BHAGs.
00:23:07.813 --> 00:23:08.874
Big, hairy, audacious goals.
00:23:09.574 --> 00:23:10.894
And you're doing them.
00:23:10.934 --> 00:23:11.934
That's why I asked you, hey,
00:23:11.974 --> 00:23:12.935
you're a one-truck operation.
00:23:13.016 --> 00:23:13.536
What's next?
00:23:14.276 --> 00:23:15.257
And often people are like,
00:23:15.277 --> 00:23:16.017
I want to get to a million
00:23:16.037 --> 00:23:17.397
dollars in revenue and 10 employees.
00:23:17.458 --> 00:23:19.239
And it's like, okay, and then what?
00:23:19.939 --> 00:23:21.079
It's like, yeah, you qualified,
00:23:21.359 --> 00:23:22.621
and yet here are some things.
00:23:22.641 --> 00:23:23.520
You want to share your story.
00:23:24.142 --> 00:23:24.862
What is the book about?
00:23:24.902 --> 00:23:25.801
Let's talk about the book.
00:23:26.262 --> 00:23:27.323
Do you have a working title?
00:23:27.343 --> 00:23:28.144
Do you have a name already?
00:23:28.163 --> 00:23:28.804
Where are we at?
00:23:29.344 --> 00:23:31.665
Yeah, the title is –
00:23:33.979 --> 00:23:35.500
It's called Leading with Purpose,
00:23:35.640 --> 00:23:37.060
Inspiring Growth, Culture,
00:23:37.181 --> 00:23:38.701
and Building a Visionary Team.
00:23:38.721 --> 00:23:42.762
So it's all about leadership.
00:23:42.782 --> 00:23:43.884
Because what people don't understand,
00:23:43.943 --> 00:23:44.743
and a lot of these junk
00:23:44.784 --> 00:23:46.925
removal companies don't understand, is,
00:23:47.125 --> 00:23:49.047
yeah, you can be an expert in marketing.
00:23:49.586 --> 00:23:50.707
You get the customers in there.
00:23:51.087 --> 00:23:53.189
Then you have to be top
00:23:53.229 --> 00:23:54.048
level when it comes to
00:23:54.108 --> 00:23:55.390
sales and customer service
00:23:55.410 --> 00:23:55.970
and everything else.
00:23:56.269 --> 00:23:57.191
But when you really want to
00:23:57.550 --> 00:23:59.872
build a high-performing team,
00:24:00.392 --> 00:24:01.573
you have to bring in leadership.
00:24:01.977 --> 00:24:03.538
You have to develop yourself as a leader,
00:24:03.917 --> 00:24:04.659
but then you've got to
00:24:04.699 --> 00:24:07.200
develop your team as leaders.
00:24:07.279 --> 00:24:08.119
And that's what the whole
00:24:08.180 --> 00:24:09.101
book is about because
00:24:09.201 --> 00:24:11.201
that's how I succeeded at 1-800-GOT-JUNK.
00:24:11.662 --> 00:24:13.864
We had the highest
00:24:13.903 --> 00:24:15.865
performing franchise in all
00:24:15.904 --> 00:24:16.765
of 1-800-GOT-JUNK.
00:24:18.046 --> 00:24:18.346
All of them.
00:24:18.425 --> 00:24:21.147
Number one rated out of 175 franchises,
00:24:21.768 --> 00:24:22.989
highest performing franchise.
00:24:23.009 --> 00:24:25.990
So technically- What's the KPIs there?
00:24:26.050 --> 00:24:27.131
Is it revenue per hour?
00:24:27.191 --> 00:24:28.152
Is it total revenue?
00:24:28.251 --> 00:24:28.491
Is it-
00:24:29.407 --> 00:24:30.008
Well, there's, I mean,
00:24:30.028 --> 00:24:32.429
there's a lot of KPIs involved, you know,
00:24:32.509 --> 00:24:34.368
whether it be revenue per hour, you know,
00:24:34.409 --> 00:24:34.828
one of my,
00:24:35.309 --> 00:24:37.769
that's the KPI that I found
00:24:38.329 --> 00:24:40.691
that kind of put us at a higher level.
00:24:41.250 --> 00:24:43.571
You know, a lot of people go with the,
00:24:43.592 --> 00:24:45.372
you know, the regular AJS, right?
00:24:46.832 --> 00:24:47.571
Me personally.
00:24:47.592 --> 00:24:48.712
Average job size.
00:24:49.173 --> 00:24:49.472
Correct.
00:24:49.553 --> 00:24:50.432
Average job size.
00:24:50.512 --> 00:24:52.114
No, no, I want to say for whatever you use,
00:24:52.153 --> 00:24:52.753
the military thing,
00:24:52.773 --> 00:24:53.673
whatever you use in the acronym,
00:24:54.034 --> 00:24:54.953
always qualify it.
00:24:55.394 --> 00:24:55.493
Well,
00:24:55.513 --> 00:24:56.454
because you don't know who's listening,
00:24:56.494 --> 00:24:56.634
right?
00:24:56.654 --> 00:24:57.575
So average job size.
00:24:57.615 --> 00:24:57.755
Yep.
00:24:58.378 --> 00:25:01.141
Yeah, well, you know, for me, I was,
00:25:01.260 --> 00:25:01.461
you know,
00:25:01.520 --> 00:25:02.521
spent a few years trying to
00:25:02.541 --> 00:25:05.143
narrow down the best KPIs
00:25:05.523 --> 00:25:06.663
to really gauge the
00:25:06.703 --> 00:25:07.664
performance of the team.
00:25:08.265 --> 00:25:09.685
You know, there's a lot of, you know,
00:25:09.726 --> 00:25:11.086
a lot of people, you know, talk about,
00:25:11.106 --> 00:25:11.326
you know,
00:25:11.787 --> 00:25:13.509
John always talks about the cogs,
00:25:14.729 --> 00:25:15.990
you know, the revenue per mile,
00:25:16.069 --> 00:25:16.871
revenue per hour.
00:25:16.891 --> 00:25:17.431
You know,
00:25:17.451 --> 00:25:18.592
these are all things I think that
00:25:18.711 --> 00:25:20.813
should be focused by, you know,
00:25:21.073 --> 00:25:22.013
if you have an operations
00:25:22.074 --> 00:25:23.015
manager or a general
00:25:23.055 --> 00:25:24.836
manager or you as the owner,
00:25:25.296 --> 00:25:26.936
but when you really want to really gauge
00:25:27.777 --> 00:25:30.057
dive deep and get your
00:25:30.118 --> 00:25:31.318
buy-in from your team,
00:25:31.980 --> 00:25:33.780
focus on not just AJS,
00:25:33.820 --> 00:25:35.342
but residential AJS.
00:25:36.201 --> 00:25:37.242
Because AJS, you know,
00:25:37.282 --> 00:25:38.703
that encompasses the commercial.
00:25:38.763 --> 00:25:38.963
I mean,
00:25:39.284 --> 00:25:41.404
we know that commercial revenue is
00:25:41.865 --> 00:25:43.846
pretty easy most of the time, you know,
00:25:43.906 --> 00:25:44.787
but if you really want to
00:25:44.826 --> 00:25:47.528
gauge your team's focus, you know,
00:25:47.608 --> 00:25:50.431
is focusing on that residential AJS.
00:25:51.131 --> 00:25:51.672
And, you know,
00:25:51.731 --> 00:25:56.453
I put that at 66% of our full load rate.
00:25:57.095 --> 00:25:57.174
And,
00:25:57.713 --> 00:25:58.874
Having them focused on that,
00:25:58.913 --> 00:26:00.233
that was the number one KPI
00:26:00.314 --> 00:26:01.255
I had them focus on.
00:26:01.714 --> 00:26:03.875
With 1-800-GOT-JUNK,
00:26:03.894 --> 00:26:04.974
they had several different
00:26:05.015 --> 00:26:07.516
KPIs that they measured for it.
00:26:07.615 --> 00:26:09.895
But because we kept that up,
00:26:10.036 --> 00:26:10.935
our year over year kept
00:26:10.996 --> 00:26:12.316
growing and growing and growing.
00:26:12.797 --> 00:26:14.557
And your guys in the field,
00:26:14.596 --> 00:26:16.057
especially 1-800-GOT-JUNK,
00:26:16.076 --> 00:26:17.176
your expectation is they're
00:26:17.396 --> 00:26:19.538
consistently upselling and
00:26:19.738 --> 00:26:20.758
selling more service while
00:26:20.778 --> 00:26:21.417
they're on jobs.
00:26:22.077 --> 00:26:22.958
Some of them do, yes.
00:26:23.518 --> 00:26:24.178
The one thing about
00:26:24.198 --> 00:26:26.519
1-800-GOT-JUNK is they're
00:26:26.538 --> 00:26:27.459
not all created equal.
00:26:28.205 --> 00:26:28.526
You know,
00:26:28.766 --> 00:26:30.406
their training program is this
00:26:30.707 --> 00:26:33.067
two-page paper for a 10-day
00:26:33.127 --> 00:26:35.167
training period and says, all right,
00:26:35.867 --> 00:26:36.328
learn this,
00:26:36.648 --> 00:26:37.888
and we throw them out on the truck.
00:26:38.528 --> 00:26:39.970
Most of the franchises don't
00:26:40.009 --> 00:26:40.670
even look at that.
00:26:40.710 --> 00:26:41.869
They just throw them on the truck and say,
00:26:41.890 --> 00:26:43.151
hey, this guy's been here for a while.
00:26:43.191 --> 00:26:43.851
He's going to train you.
00:26:44.371 --> 00:26:44.631
You know,
00:26:45.592 --> 00:26:47.392
I developed a training program that,
00:26:47.551 --> 00:26:49.813
you know, took maybe three,
00:26:49.913 --> 00:26:51.653
four months to get through
00:26:51.713 --> 00:26:53.134
before they could be even certified.
00:26:54.125 --> 00:26:54.385
You know,
00:26:54.425 --> 00:26:56.227
we just took it to a higher level
00:26:56.307 --> 00:26:57.686
and making sure that, you know,
00:26:57.747 --> 00:26:58.886
running a lot of role play
00:26:58.906 --> 00:27:00.768
scenarios so that when
00:27:00.788 --> 00:27:02.147
they're in the field, you know,
00:27:02.188 --> 00:27:03.248
you can throw anything at
00:27:03.288 --> 00:27:05.169
them and they'll know how to respond.
00:27:05.209 --> 00:27:07.450
You know, any type of objections, you know,
00:27:07.470 --> 00:27:08.890
and that's why, you know,
00:27:09.250 --> 00:27:10.970
on our on-site conversions,
00:27:11.471 --> 00:27:14.021
we're about 95%.
00:27:14.021 --> 00:27:14.521
And that's the thing.
00:27:14.541 --> 00:27:14.741
So,
00:27:14.981 --> 00:27:16.403
so that's a very different model than
00:27:16.423 --> 00:27:17.063
like what I run.
00:27:17.103 --> 00:27:17.542
And I,
00:27:18.202 --> 00:27:20.203
I know a lot of local haulers run is like,
00:27:20.223 --> 00:27:21.104
we have an estimator that
00:27:21.124 --> 00:27:22.085
goes on to the estimates
00:27:22.125 --> 00:27:22.924
and all the other jobs are
00:27:22.944 --> 00:27:24.005
really sold over the phone.
00:27:24.384 --> 00:27:27.046
We never send a truck to go close a job,
00:27:28.346 --> 00:27:28.507
right?
00:27:28.527 --> 00:27:29.446
Well, 800 got junk.
00:27:29.487 --> 00:27:30.646
That's a huge piece of their business,
00:27:30.707 --> 00:27:30.846
right?
00:27:30.906 --> 00:27:32.548
It's, Hey,
00:27:32.567 --> 00:27:33.508
we think it might be a quarter
00:27:33.528 --> 00:27:34.087
or half truck.
00:27:34.209 --> 00:27:35.229
Let's send a crew out.
00:27:35.249 --> 00:27:36.328
And then, Oh, by the way,
00:27:36.368 --> 00:27:37.990
it's three quarters or full or, you know,
00:27:38.170 --> 00:27:39.089
multi-truck jobs.
00:27:39.670 --> 00:27:39.869
Right.
00:27:39.970 --> 00:27:41.131
And that's why we, you know,
00:27:41.191 --> 00:27:41.971
we trained people.
00:27:42.372 --> 00:27:43.452
everybody to go out there
00:27:43.653 --> 00:27:45.653
and can estimate a job at a high level,
00:27:46.173 --> 00:27:47.595
you know, and we practice at it.
00:27:47.654 --> 00:27:49.737
We did role plays on every single day.
00:27:49.797 --> 00:27:52.428
The guys would come in, you know, 30,
00:27:52.428 --> 00:27:54.980
45 an hour early, you know,
00:27:55.119 --> 00:27:57.020
off the clock just so they can learn,
00:27:57.061 --> 00:27:58.082
they can run that role play.
00:27:58.122 --> 00:28:01.144
We throw all type of curve balls at them,
00:28:01.203 --> 00:28:02.045
making sure that they can
00:28:02.085 --> 00:28:04.125
handle every single situation out there.
00:28:04.546 --> 00:28:05.826
And I would actually drop in
00:28:05.906 --> 00:28:06.728
on a lot of the teams,
00:28:06.768 --> 00:28:07.488
making sure that they're
00:28:07.508 --> 00:28:08.509
doing it at a high level.
00:28:08.608 --> 00:28:10.109
And, you know, so yeah,
00:28:10.494 --> 00:28:11.615
Everybody that worked there
00:28:11.855 --> 00:28:12.717
can go out and estimate a
00:28:12.757 --> 00:28:14.877
job at a high level.
00:28:14.938 --> 00:28:15.298
That's huge.
00:28:15.397 --> 00:28:18.901
I mean, that takes months, if not years,
00:28:18.941 --> 00:28:19.580
to master.
00:28:20.020 --> 00:28:20.561
And like you said, yeah,
00:28:20.582 --> 00:28:21.622
it's going to take three to five months.
00:28:21.682 --> 00:28:22.022
It's like, well,
00:28:22.042 --> 00:28:23.364
that's a good investment on those teams.
00:28:24.304 --> 00:28:25.305
When it comes to the
00:28:25.345 --> 00:28:26.566
hierarchy of 800-guy jobs,
00:28:26.586 --> 00:28:27.967
so I can better understand this.
00:28:29.008 --> 00:28:31.131
Are there positions on the truck,
00:28:31.171 --> 00:28:32.311
although the driver and helper,
00:28:32.392 --> 00:28:34.634
or that seems to be the
00:28:34.736 --> 00:28:36.357
industry standard is driver helper,
00:28:36.397 --> 00:28:37.638
which I've always hated
00:28:37.699 --> 00:28:39.561
those two terms personally.
00:28:40.123 --> 00:28:41.403
What is it?
00:28:41.423 --> 00:28:41.944
800 got drunk, right?
00:28:41.964 --> 00:28:42.865
So from the field teams,
00:28:42.925 --> 00:28:44.808
what hierarchical structure is there?
00:28:46.106 --> 00:28:47.188
know and that's like I said
00:28:47.228 --> 00:28:48.808
you know each franchise is
00:28:49.028 --> 00:28:49.769
run a little different
00:28:50.048 --> 00:28:52.171
they'll have a lead a team
00:28:52.230 --> 00:28:54.471
lead and a helper you know
00:28:54.551 --> 00:28:56.153
I wanted you know in our
00:28:56.192 --> 00:28:57.554
case we had I when I
00:28:57.594 --> 00:28:59.055
started doing the training
00:28:59.075 --> 00:29:00.395
I had three different uh
00:29:00.455 --> 00:29:02.777
positions uh you know first
00:29:02.916 --> 00:29:03.857
you have the new hire once
00:29:03.877 --> 00:29:04.637
they go through training
00:29:04.657 --> 00:29:06.259
and they get we actually
00:29:06.419 --> 00:29:08.980
certified them as a wingman you know and
00:29:10.248 --> 00:29:12.549
As they grow, they become, you know, after,
00:29:12.569 --> 00:29:13.010
well,
00:29:13.030 --> 00:29:14.432
they start off as a wingman and then they,
00:29:14.592 --> 00:29:16.053
as they become certified,
00:29:16.093 --> 00:29:18.496
they become a certified sales lead.
00:29:19.476 --> 00:29:20.696
And then after they've been
00:29:20.738 --> 00:29:22.778
a while and taken on other, you know,
00:29:22.878 --> 00:29:24.701
leadership positions there, you know,
00:29:24.760 --> 00:29:26.201
if you want to become a senior lead,
00:29:26.261 --> 00:29:27.143
you had to take on
00:29:27.182 --> 00:29:29.424
leadership as far as training.
00:29:29.444 --> 00:29:31.707
You know, we had a whole training team.
00:29:31.747 --> 00:29:32.708
We had people that would
00:29:33.368 --> 00:29:34.450
jump over to operations.
00:29:34.490 --> 00:29:35.570
They might run operations
00:29:35.671 --> 00:29:36.672
one or two days a week.
00:29:37.540 --> 00:29:38.201
They were, you know,
00:29:38.241 --> 00:29:39.644
you had to actually do more
00:29:39.844 --> 00:29:40.664
if you wanted more.
00:29:40.724 --> 00:29:43.528
And as each position they had, you know,
00:29:43.548 --> 00:29:44.150
they get a higher
00:29:44.210 --> 00:29:45.912
percentage of the revenue
00:29:45.932 --> 00:29:48.734
share that we did, you know, so, you know,
00:29:48.815 --> 00:29:49.576
we started, like I said,
00:29:49.615 --> 00:29:51.979
you have the wingman
00:29:52.059 --> 00:29:53.741
certified and then the senior leads.
00:29:55.119 --> 00:29:57.381
And you guys, I know that's a big deal.
00:29:57.901 --> 00:29:59.421
Junk is the revenue per hour
00:29:59.441 --> 00:30:00.362
and then revenue share.
00:30:00.801 --> 00:30:01.182
So is that,
00:30:02.842 --> 00:30:04.363
do both people qualify or is it
00:30:04.403 --> 00:30:06.503
like a base hourly then
00:30:06.544 --> 00:30:07.703
plus revenue share or is it
00:30:07.723 --> 00:30:08.663
straight revenue share?
00:30:08.683 --> 00:30:10.644
How does that work?
00:30:11.345 --> 00:30:12.184
The way we did it,
00:30:12.244 --> 00:30:14.306
we did it hourly starting
00:30:14.346 --> 00:30:15.425
off at $11 an hour.
00:30:16.207 --> 00:30:17.326
But nobody made $11 an hour
00:30:17.346 --> 00:30:18.946
because we had that revenue share.
00:30:19.228 --> 00:30:21.508
As they get a higher percentage,
00:30:21.548 --> 00:30:23.009
depending on the revenue per hour,
00:30:24.021 --> 00:30:25.642
they could get 1% to 2% of
00:30:25.701 --> 00:30:27.063
all the revenue they brought in that day.
00:30:27.982 --> 00:30:29.143
Once they become certified,
00:30:29.884 --> 00:30:32.084
they get between 2% and 3%.
00:30:32.084 --> 00:30:34.904
And as a sales, you get 3% to 4%.
00:30:34.944 --> 00:30:36.085
We had guys making $80,000
00:30:36.085 --> 00:30:38.046
to $100,000 a year because
00:30:38.086 --> 00:30:42.547
you were bringing in high revenue,
00:30:42.626 --> 00:30:43.287
even though they were only
00:30:43.327 --> 00:30:45.347
making between $11 and $13 an hour.
00:30:46.708 --> 00:30:48.249
And what is the average day?
00:30:48.269 --> 00:30:49.009
What is the average
00:30:49.048 --> 00:30:50.229
expectation of revenue a
00:30:51.009 --> 00:30:51.930
day for a two-man team?
00:30:53.472 --> 00:30:54.413
You know,
00:30:54.513 --> 00:30:56.455
the goal that they try to hit is
00:30:56.556 --> 00:30:57.656
at least $2,000 every day.
00:30:59.479 --> 00:31:00.220
Yeah,
00:31:00.380 --> 00:31:02.542
and I'm asking these questions
00:31:02.583 --> 00:31:04.345
selfishly to see where I sit, right?
00:31:04.664 --> 00:31:05.645
And also because I know if I
00:31:05.685 --> 00:31:06.307
have this question,
00:31:06.366 --> 00:31:07.627
our listeners also have it.
00:31:08.148 --> 00:31:10.191
And it's great to get the
00:31:10.211 --> 00:31:10.711
thoughts from you.
00:31:10.991 --> 00:31:11.613
Yeah, for years,
00:31:11.673 --> 00:31:14.095
my goal was always $1,500.
00:31:14.095 --> 00:31:14.394
per day.
00:31:14.974 --> 00:31:15.875
That was always the goal.
00:31:15.934 --> 00:31:17.816
It was $1,500 a day and now
00:31:18.715 --> 00:31:21.115
our goal is $2,000 a day.
00:31:21.375 --> 00:31:22.817
We got there in a different way.
00:31:22.836 --> 00:31:23.876
I just look at what do I got
00:31:23.896 --> 00:31:24.517
to do every day and how
00:31:24.537 --> 00:31:25.277
many hours do I have to
00:31:25.317 --> 00:31:27.376
work with and how do I get there?
00:31:28.458 --> 00:31:29.518
It's interesting and it
00:31:30.038 --> 00:31:32.377
qualifies a lot of what I
00:31:32.478 --> 00:31:33.699
thought and I love making
00:31:34.199 --> 00:31:35.098
data-driven decisions.
00:31:35.159 --> 00:31:36.358
I talk about data-driven
00:31:36.378 --> 00:31:37.118
decisions a lot on this
00:31:37.159 --> 00:31:39.759
podcast and like you said,
00:31:39.799 --> 00:31:40.740
with Andy Barton,
00:31:41.779 --> 00:31:42.740
And Taylor Chastain,
00:31:42.921 --> 00:31:45.063
two guys I say are brought in on top 50,
00:31:45.063 --> 00:31:46.763
top 25 people in junk removal industry,
00:31:46.784 --> 00:31:46.903
right?
00:31:47.003 --> 00:31:48.224
They're both well-known people.
00:31:48.444 --> 00:31:49.625
They've both been on this podcast.
00:31:49.905 --> 00:31:51.547
I've spent time with them personally.
00:31:52.327 --> 00:31:53.188
Taylor came up here.
00:31:53.248 --> 00:31:54.469
I met Andy in New Orleans
00:31:54.489 --> 00:31:55.509
last year for Waste Expo.
00:31:55.650 --> 00:31:56.009
Like these are,
00:31:56.290 --> 00:31:56.971
these are guys that I look
00:31:57.010 --> 00:31:57.751
up into in the industry.
00:31:57.951 --> 00:31:58.852
The fact that they took your
00:31:58.952 --> 00:32:00.894
class shows that forever
00:32:01.273 --> 00:32:02.335
thirst of knowledge, right?
00:32:02.375 --> 00:32:03.395
That growth mindset.
00:32:03.736 --> 00:32:04.455
And that's why I'm asking
00:32:04.477 --> 00:32:05.116
you these questions.
00:32:05.176 --> 00:32:06.178
It's like, I can sit here.
00:32:06.678 --> 00:32:08.140
and think, oh, I know all this shit.
00:32:08.160 --> 00:32:08.559
And it's like, well,
00:32:08.579 --> 00:32:09.300
that doesn't get me anywhere.
00:32:09.320 --> 00:32:09.801
It's like, why?
00:32:09.942 --> 00:32:11.403
I mean, when I do this podcast,
00:32:11.443 --> 00:32:12.605
this is my one hour a week
00:32:12.644 --> 00:32:13.987
to really invest in my business.
00:32:15.402 --> 00:32:16.262
I get the opportunity to sit
00:32:16.282 --> 00:32:17.263
here and talk to you for an hour.
00:32:17.304 --> 00:32:18.825
Like that's a big deal to me to, Hey,
00:32:18.904 --> 00:32:19.865
what can I learn from you?
00:32:20.426 --> 00:32:20.567
Um,
00:32:20.707 --> 00:32:21.788
that I also know is going to be
00:32:21.807 --> 00:32:24.150
relevant to other junk model companies,
00:32:24.190 --> 00:32:24.309
right?
00:32:24.349 --> 00:32:26.571
I, we all, we all don't need a podcast,
00:32:26.852 --> 00:32:27.012
right?
00:32:27.032 --> 00:32:28.993
So a handful of us to know him and I,
00:32:29.434 --> 00:32:29.615
right.
00:32:29.815 --> 00:32:29.914
Um,
00:32:30.015 --> 00:32:31.076
I always give credit to him because I
00:32:31.096 --> 00:32:31.817
think it's a good show.
00:32:31.836 --> 00:32:33.919
He had me on his show and it's a, it's a,
00:32:34.138 --> 00:32:35.000
it's a worthy show.
00:32:35.059 --> 00:32:36.361
He's, he's, um,
00:32:37.162 --> 00:32:38.262
people listen to him in this industry.
00:32:38.282 --> 00:32:38.962
I got no beef with them.
00:32:38.982 --> 00:32:39.864
You know, a lot of people think,
00:32:40.224 --> 00:32:40.964
I think that's what you think.
00:32:41.005 --> 00:32:41.625
It's funny when, uh,
00:32:43.154 --> 00:32:44.035
pissing matches that happen
00:32:44.075 --> 00:32:44.915
on these facebook groups
00:32:44.955 --> 00:32:46.536
among the kids about my
00:32:46.576 --> 00:32:47.616
class or your class it's
00:32:47.656 --> 00:32:49.877
like I do consulting work I
00:32:49.897 --> 00:32:52.078
um I work you know I i
00:32:52.199 --> 00:32:52.818
started putting together a
00:32:52.838 --> 00:32:53.798
class a while back and I
00:32:53.818 --> 00:32:54.440
was like I don't want to be
00:32:54.460 --> 00:32:55.140
one of those guys that has
00:32:55.200 --> 00:32:56.601
a fucking class like this
00:32:56.800 --> 00:32:57.780
like doesn't sound fun like
00:32:57.800 --> 00:32:58.601
it all of a sudden it
00:32:58.621 --> 00:32:59.821
started becoming a chore as
00:32:59.862 --> 00:33:01.442
I started doing it you know
00:33:01.962 --> 00:33:03.702
um but those of us that
00:33:03.722 --> 00:33:04.784
have you know done
00:33:04.804 --> 00:33:05.663
something in this industry
00:33:05.923 --> 00:33:07.025
like we look forward to
00:33:07.865 --> 00:33:09.226
spending time with the other guys that are,
00:33:09.386 --> 00:33:11.449
that are moving the needle.
00:33:11.489 --> 00:33:12.368
I talked to Justin Waltz a
00:33:12.388 --> 00:33:12.910
couple of weeks ago.
00:33:12.930 --> 00:33:14.050
You know, he's the,
00:33:14.151 --> 00:33:14.932
he's the new brand
00:33:14.971 --> 00:33:16.073
president for junk luggers.
00:33:16.093 --> 00:33:16.432
Like that's,
00:33:16.834 --> 00:33:18.795
that's a pretty significant position,
00:33:18.835 --> 00:33:19.096
you know,
00:33:19.695 --> 00:33:20.576
and him and I had a great
00:33:20.616 --> 00:33:21.498
conversation the other day.
00:33:21.678 --> 00:33:21.778
I,
00:33:21.938 --> 00:33:23.099
I certainly learned a lot more in the
00:33:23.140 --> 00:33:24.140
conversation than I taught.
00:33:24.161 --> 00:33:25.101
Yeah.
00:33:25.976 --> 00:33:26.777
And so that's – I guess
00:33:26.817 --> 00:33:28.238
that's my soapbox here for
00:33:28.258 --> 00:33:29.818
a second is for you guys
00:33:29.838 --> 00:33:32.641
that are listening or – obviously,
00:33:32.661 --> 00:33:33.121
if you're listening,
00:33:33.141 --> 00:33:34.321
you already have a growth mindset.
00:33:35.623 --> 00:33:36.222
If you're spending your
00:33:36.282 --> 00:33:37.423
nights and weekends in
00:33:37.463 --> 00:33:39.085
Facebook groups trolling
00:33:39.125 --> 00:33:40.065
and pissing on people,
00:33:41.246 --> 00:33:41.946
I'd argue that's not a
00:33:41.987 --> 00:33:42.727
great use of your time.
00:33:43.407 --> 00:33:43.728
Instead,
00:33:43.768 --> 00:33:44.828
find the people that got something
00:33:44.848 --> 00:33:45.648
to say and listen to them.
00:33:45.868 --> 00:33:47.029
And if it doesn't fit your business model,
00:33:47.109 --> 00:33:47.631
it doesn't fit.
00:33:47.691 --> 00:33:48.371
Find something else that
00:33:48.391 --> 00:33:49.271
will fit your business model.
00:33:49.632 --> 00:33:51.053
Lean into what fits for you.
00:33:51.492 --> 00:33:52.953
Like with you, Kevin, I'm excited that –
00:33:54.375 --> 00:33:54.996
You're speaking.
00:33:55.016 --> 00:33:55.776
I'm excited that you're
00:33:55.816 --> 00:33:56.777
putting your story out there.
00:33:56.797 --> 00:33:58.058
I'm excited for you that you wrote a book.
00:33:59.240 --> 00:34:00.340
When I first sat down with
00:34:00.461 --> 00:34:02.323
my ghostwriter to write my book,
00:34:03.084 --> 00:34:03.784
we started talking.
00:34:03.804 --> 00:34:05.045
She goes, this isn't a leadership book,
00:34:05.105 --> 00:34:05.246
is it?
00:34:05.266 --> 00:34:06.567
I go, oh, no, I'm a terrible leader.
00:34:06.686 --> 00:34:07.248
I'm not going to write a
00:34:07.268 --> 00:34:07.847
book on leadership.
00:34:08.389 --> 00:34:10.771
I'll be the first to admit it.
00:34:11.130 --> 00:34:13.293
When you said you as the
00:34:13.634 --> 00:34:14.574
business owner have to be a
00:34:14.635 --> 00:34:15.996
leader and build a team, it's like,
00:34:16.235 --> 00:34:17.036
that's where I've struggled
00:34:17.056 --> 00:34:17.538
all these years.
00:34:18.677 --> 00:34:19.878
we have done our best work
00:34:19.918 --> 00:34:21.019
as an organization when
00:34:21.039 --> 00:34:22.661
I've had a strong leader report to me,
00:34:23.041 --> 00:34:24.561
because then they, it trickles down,
00:34:24.601 --> 00:34:24.762
right?
00:34:24.802 --> 00:34:25.181
I'm good.
00:34:25.882 --> 00:34:28.423
I'm much more that executive level, right?
00:34:28.463 --> 00:34:28.744
I can't,
00:34:29.005 --> 00:34:30.445
I got a corporate America background.
00:34:30.806 --> 00:34:32.347
I got an army background.
00:34:32.387 --> 00:34:33.027
So I'm one of those, like,
00:34:33.146 --> 00:34:35.088
I say you do type of people.
00:34:35.268 --> 00:34:36.489
And I also know that's not great.
00:34:36.509 --> 00:34:38.469
That's why I don't interface with the guys,
00:34:38.510 --> 00:34:40.672
frontline guys throughout the day.
00:34:40.952 --> 00:34:41.791
Cause I get twitchy.
00:34:42.052 --> 00:34:43.653
That's what I, you know, I know who I am.
00:34:44.253 --> 00:34:45.695
Well, that's, that's the important part.
00:34:45.735 --> 00:34:47.536
What you just said is having people,
00:34:48.344 --> 00:34:49.407
that are good at the things
00:34:49.427 --> 00:34:50.489
that you're not good at.
00:34:51.751 --> 00:34:53.673
So that's surrounding yourself with that.
00:34:53.713 --> 00:34:55.237
You don't have to be good at everything.
00:34:55.536 --> 00:34:56.579
If you have somebody else
00:34:56.659 --> 00:34:58.262
that's good at something,
00:34:58.442 --> 00:34:59.583
that's the right person to
00:34:59.623 --> 00:35:00.326
be by your side.
00:35:00.902 --> 00:35:01.302
Absolutely.
00:35:01.483 --> 00:35:02.864
And so when I talk about the
00:35:02.903 --> 00:35:04.666
six buckets of business, marketing, sales,
00:35:04.786 --> 00:35:05.947
operations, the thing you do,
00:35:06.987 --> 00:35:08.750
resources that are human and the numbers,
00:35:09.170 --> 00:35:10.150
everybody has a high three
00:35:10.170 --> 00:35:10.711
and a low three.
00:35:10.851 --> 00:35:11.112
That's it.
00:35:11.271 --> 00:35:12.373
I used to do rank of one
00:35:12.414 --> 00:35:13.375
through six and then you'll
00:35:13.414 --> 00:35:14.956
find no high three, low three.
00:35:15.297 --> 00:35:16.117
I know my high three.
00:35:16.777 --> 00:35:18.259
It's sales operations and the numbers.
00:35:19.228 --> 00:35:20.150
That's where I spend my time.
00:35:20.550 --> 00:35:21.510
And I also know when I'm
00:35:21.530 --> 00:35:22.891
spending time on people problems,
00:35:23.472 --> 00:35:25.592
I get exhausted.
00:35:26.034 --> 00:35:27.094
And the army is real simple.
00:35:28.114 --> 00:35:29.076
You yell and then they do.
00:35:29.155 --> 00:35:29.695
And if they don't,
00:35:29.775 --> 00:35:30.657
if the yelling doesn't work,
00:35:31.036 --> 00:35:32.717
like there's progressive discipline.
00:35:32.898 --> 00:35:33.679
The other thing beautiful
00:35:33.699 --> 00:35:35.539
about the army is they can't quit.
00:35:36.501 --> 00:35:37.501
So in the civilian world,
00:35:37.601 --> 00:35:38.501
you get shitty with someone.
00:35:38.601 --> 00:35:39.742
They just walk off the job
00:35:39.762 --> 00:35:40.702
and then you never see him again.
00:35:40.722 --> 00:35:41.364
You're like, oh, shit.
00:35:43.134 --> 00:35:44.034
That was one of the main
00:35:44.094 --> 00:35:45.735
people that I hired was
00:35:46.876 --> 00:35:49.257
ex-military or ex-athletes.
00:35:49.456 --> 00:35:51.958
Oh, athletes are good.
00:35:52.117 --> 00:35:53.458
The reason I liked having
00:35:53.518 --> 00:35:54.980
them is because they
00:35:55.119 --> 00:35:56.800
actually understand what
00:35:56.860 --> 00:35:59.242
leadership looks like.
00:35:59.481 --> 00:36:00.663
They're used to having coaches.
00:36:00.702 --> 00:36:01.463
They're used to having the
00:36:01.882 --> 00:36:03.483
drill sergeants and having that leader.
00:36:04.244 --> 00:36:05.125
They actually recognize that
00:36:05.144 --> 00:36:06.166
where other people come in,
00:36:06.405 --> 00:36:07.746
they're used to having managers.
00:36:08.447 --> 00:36:10.648
It took me years and years and years to
00:36:11.958 --> 00:36:14.119
I have probably 30 years
00:36:14.179 --> 00:36:15.280
background in management,
00:36:15.639 --> 00:36:16.639
but I didn't understand
00:36:16.659 --> 00:36:17.500
there was an actual
00:36:17.579 --> 00:36:20.201
difference between managing a leader.
00:36:20.961 --> 00:36:21.842
The simplest way was
00:36:21.882 --> 00:36:22.802
explained to me probably a
00:36:22.822 --> 00:36:24.003
year and a half, two years ago,
00:36:24.043 --> 00:36:24.963
and this is the best way I
00:36:25.003 --> 00:36:25.784
can explain to people.
00:36:26.824 --> 00:36:29.425
We lead people, we manage processes,
00:36:30.184 --> 00:36:31.286
and we get accountability.
00:36:32.347 --> 00:36:32.847
That's it.
00:36:33.307 --> 00:36:33.487
Right.
00:36:33.568 --> 00:36:34.829
And when you lead people,
00:36:35.228 --> 00:36:36.369
they might surprise you
00:36:36.429 --> 00:36:37.108
every now and then.
00:36:37.309 --> 00:36:38.210
And when you show them what
00:36:38.269 --> 00:36:40.429
right looks like and you manage a process,
00:36:41.190 --> 00:36:42.210
it's either the process is
00:36:42.231 --> 00:36:43.431
wrong or the person is wrong.
00:36:43.971 --> 00:36:44.152
Right.
00:36:44.231 --> 00:36:45.512
And every issue in your
00:36:45.532 --> 00:36:46.692
business is one of three things.
00:36:47.512 --> 00:36:48.572
And like meatloaf.
00:36:48.632 --> 00:36:48.793
Right.
00:36:49.172 --> 00:36:49.793
Two out of three.
00:36:49.972 --> 00:36:50.994
I only deal with two of the things.
00:36:51.034 --> 00:36:51.153
Right.
00:36:51.333 --> 00:36:52.873
So if you have an issue with your business,
00:36:52.914 --> 00:36:53.273
this is it.
00:36:53.554 --> 00:36:55.554
It's either a personnel problem.
00:36:56.539 --> 00:36:58.639
Wrong person, wrong seat, not trained,
00:36:58.679 --> 00:36:59.420
not qualified,
00:37:00.320 --> 00:37:01.742
lacks the skills or abilities, right?
00:37:02.322 --> 00:37:03.682
It is a process problem.
00:37:04.103 --> 00:37:05.364
The process is now all
00:37:05.423 --> 00:37:06.985
encompassing or it's too rigid.
00:37:07.005 --> 00:37:08.485
It's not flexible enough, right?
00:37:08.985 --> 00:37:10.547
And the third issue is a personal problem.
00:37:11.047 --> 00:37:12.547
This person cannot get right.
00:37:13.748 --> 00:37:15.030
I do not do personal problems.
00:37:15.369 --> 00:37:16.411
You can't get to work on time,
00:37:16.650 --> 00:37:17.170
not my problem.
00:37:17.190 --> 00:37:18.112
You can't show up to work on
00:37:18.431 --> 00:37:20.373
time with the right uniform, got to go.
00:37:20.873 --> 00:37:21.974
You need an advance because
00:37:21.994 --> 00:37:22.914
you're terrible with your money,
00:37:23.155 --> 00:37:23.494
got to go.
00:37:24.853 --> 00:37:25.773
you got to leave early every
00:37:25.793 --> 00:37:26.693
day because you've got baby
00:37:26.733 --> 00:37:28.293
mama drama got to go right
00:37:28.313 --> 00:37:29.954
whatever those things are I
00:37:29.994 --> 00:37:30.914
can train skills and
00:37:30.954 --> 00:37:31.875
abilities I can develop
00:37:31.934 --> 00:37:33.375
great processes and once
00:37:33.394 --> 00:37:34.414
you narrow it down you'll
00:37:34.454 --> 00:37:36.235
realize that the 80 20 rule
00:37:36.235 --> 00:37:37.496
80 of your time are dealing
00:37:37.516 --> 00:37:38.655
with personal problems if I
00:37:38.675 --> 00:37:39.297
got two guys that are
00:37:39.336 --> 00:37:41.637
beefing one or both go
00:37:41.777 --> 00:37:42.737
that's I mean we're I'm
00:37:43.197 --> 00:37:43.938
we're not playing games
00:37:43.978 --> 00:37:45.418
here right and more often
00:37:45.438 --> 00:37:46.378
than not one of them is
00:37:46.438 --> 00:37:48.059
very clearly got to go
00:37:48.699 --> 00:37:49.239
right because that's
00:37:50.447 --> 00:37:50.626
Right.
00:37:50.847 --> 00:37:52.367
And so now I'm leading people.
00:37:52.387 --> 00:37:53.748
I'm showing them what right looks like.
00:37:54.347 --> 00:37:55.108
And then they could choose
00:37:55.148 --> 00:37:56.628
either we're doing,
00:37:56.648 --> 00:37:57.168
we're going to get on the
00:37:57.188 --> 00:37:58.269
same sheet of music or we're not.
00:37:59.909 --> 00:38:00.210
We just,
00:38:00.351 --> 00:38:02.851
we recently turned over a bunch of staff.
00:38:02.891 --> 00:38:04.391
We turned over four people in a week.
00:38:05.891 --> 00:38:07.413
Three people were terminated.
00:38:07.552 --> 00:38:09.853
And one guy was like, well,
00:38:09.873 --> 00:38:10.534
those are my buddies.
00:38:11.094 --> 00:38:12.875
And he decided to, you know,
00:38:15.115 --> 00:38:17.315
he self-determined his termination.
00:38:17.335 --> 00:38:18.177
It's like, all right, man.
00:38:18.556 --> 00:38:18.677
Yeah.
00:38:19.534 --> 00:38:20.795
Well, the one thing, you know,
00:38:20.815 --> 00:38:22.777
I can pat myself on the back for is,
00:38:22.817 --> 00:38:24.677
you know, we had very little turnover,
00:38:24.797 --> 00:38:25.038
you know,
00:38:25.117 --> 00:38:26.519
we had a great retention rate
00:38:27.380 --> 00:38:28.721
and it's because when I hired him,
00:38:28.760 --> 00:38:29.021
you know,
00:38:29.081 --> 00:38:30.181
the first thing I told him is I
00:38:30.742 --> 00:38:32.643
am not looking for helpers or workers.
00:38:33.264 --> 00:38:34.326
I'm looking for people that
00:38:34.465 --> 00:38:36.708
I can develop into leaders, you know,
00:38:36.768 --> 00:38:37.427
and I started that
00:38:37.467 --> 00:38:39.110
leadership development from day one.
00:38:39.690 --> 00:38:41.311
You know, if they have, you know,
00:38:41.331 --> 00:38:43.373
cause you have your own business, right?
00:38:44.713 --> 00:38:45.932
you just like everybody
00:38:45.952 --> 00:38:46.954
who's probably listening to
00:38:46.974 --> 00:38:48.454
this podcast right now has
00:38:48.494 --> 00:38:50.074
their own business they're
00:38:50.394 --> 00:38:52.414
they've they've sacrificed
00:38:52.434 --> 00:38:53.976
you know they've had gone
00:38:53.996 --> 00:38:55.096
through the blood sweat and
00:38:55.135 --> 00:38:56.637
tears of running that
00:38:56.677 --> 00:38:58.456
business the late hours and
00:38:58.516 --> 00:38:59.777
put in all that sacrifice
00:39:00.277 --> 00:39:01.918
why because you found your
00:39:01.958 --> 00:39:04.938
purpose right now imagine
00:39:04.958 --> 00:39:07.519
if those employees that you
00:39:07.559 --> 00:39:09.541
have if you gave them purpose
00:39:11.559 --> 00:39:12.880
Imagine the sacrifice that
00:39:12.940 --> 00:39:15.724
they would do for you and your business.
00:39:15.784 --> 00:39:17.606
Imagine the hours that they'll put in,
00:39:17.987 --> 00:39:18.628
the blood, sweat,
00:39:18.668 --> 00:39:19.969
and tears that they'll put
00:39:20.050 --> 00:39:21.291
in for you and your
00:39:21.351 --> 00:39:24.956
business because you gave them a purpose.
00:39:25.235 --> 00:39:26.117
That's the difference.
00:39:26.217 --> 00:39:28.079
That's why we were so successful.
00:39:28.641 --> 00:39:29.880
at that location is because
00:39:29.940 --> 00:39:31.521
I gave them purpose.
00:39:31.862 --> 00:39:33.601
That's why the leadership to me, you know,
00:39:33.641 --> 00:39:35.143
it's one thing to develop
00:39:35.163 --> 00:39:36.163
myself as a leader and I
00:39:36.202 --> 00:39:36.963
was a great leader.
00:39:37.342 --> 00:39:38.643
You know, I didn't have, you know,
00:39:38.684 --> 00:39:39.123
those problems.
00:39:39.184 --> 00:39:40.384
I had those one-on-ones with
00:39:40.423 --> 00:39:41.945
my guys on a regular basis.
00:39:42.344 --> 00:39:45.425
I knew everybody's, their kids' names,
00:39:45.445 --> 00:39:46.306
their dogs' names.
00:39:46.706 --> 00:39:47.846
I knew everything about them.
00:39:48.445 --> 00:39:50.027
But I realized that
00:39:50.266 --> 00:39:51.786
developing them as leaders
00:39:51.827 --> 00:39:52.748
will actually give them
00:39:52.827 --> 00:39:54.148
purpose and they'll want to stay,
00:39:54.188 --> 00:39:55.208
they'll want to do things.
00:39:55.708 --> 00:39:55.967
You know,
00:39:56.027 --> 00:39:57.829
we had guys that would come in an hour
00:39:58.378 --> 00:39:59.599
Before they were clocked in
00:39:59.760 --> 00:40:01.061
to help train other new
00:40:01.121 --> 00:40:02.682
guys because they wanted to
00:40:02.722 --> 00:40:03.342
have that purpose.
00:40:03.362 --> 00:40:05.724
They wanted to have a career
00:40:05.764 --> 00:40:07.567
path to go through and
00:40:07.626 --> 00:40:08.847
actually have something
00:40:09.268 --> 00:40:10.748
that could impact their lives.
00:40:10.969 --> 00:40:12.110
And that was the whole point.
00:40:12.710 --> 00:40:15.313
And that is where everything
00:40:15.353 --> 00:40:16.074
changed for us.
00:40:16.632 --> 00:40:17.253
You know, like I said,
00:40:17.293 --> 00:40:20.217
we had that slow creep from 800,000, 2.5.
00:40:20.217 --> 00:40:20.737
Then, you know,
00:40:20.898 --> 00:40:22.300
as I started developing myself,
00:40:22.380 --> 00:40:23.501
we moved it up the next year, 3.5,
00:40:23.501 --> 00:40:25.244
you know,
00:40:25.485 --> 00:40:26.927
and then as I started developing
00:40:26.947 --> 00:40:28.047
the team as leaders,
00:40:28.608 --> 00:40:29.449
we jumped up from that 3.5
00:40:29.449 --> 00:40:30.771
to 6 million the next year, 9 million.
00:40:33.646 --> 00:40:35.527
And we had the same people, you know,
00:40:35.686 --> 00:40:36.588
on a regular basis.
00:40:36.648 --> 00:40:37.547
We had, you know,
00:40:37.547 --> 00:40:41.150
50 people at a time there because,
00:40:41.289 --> 00:40:42.431
and that's how we scaled
00:40:42.471 --> 00:40:43.672
our business and became the
00:40:43.711 --> 00:40:45.032
highest performing is
00:40:45.072 --> 00:40:46.373
because we gave each one of
00:40:46.413 --> 00:40:48.875
those guys purpose and wanting to stay.
00:40:48.914 --> 00:40:50.215
They weren't workers or helpers.
00:40:50.376 --> 00:40:51.295
They had people that we were
00:40:51.335 --> 00:40:52.876
developing into leaders.
00:40:53.336 --> 00:40:54.137
And like I said, you know,
00:40:54.237 --> 00:40:55.297
I wanted to create a legacy
00:40:55.318 --> 00:40:57.599
and I started a legacy wall, you know,
00:40:57.619 --> 00:40:58.900
with people's pictures on
00:40:58.980 --> 00:41:00.981
it that would move on to other locations,
00:41:01.541 --> 00:41:02.001
you know, as,
00:41:02.918 --> 00:41:04.179
I had a guy from Grand
00:41:04.219 --> 00:41:05.501
Rapids call me and say, man,
00:41:05.521 --> 00:41:06.822
what are you guys doing so
00:41:06.862 --> 00:41:07.681
well in operations?
00:41:07.822 --> 00:41:09.663
I'm struggling so bad in operations.
00:41:10.324 --> 00:41:11.804
I said, take my operations manager.
00:41:13.326 --> 00:41:14.005
Aren't you guys going to
00:41:14.045 --> 00:41:14.786
struggle without him?
00:41:14.847 --> 00:41:16.146
I'm like, he's one of the best.
00:41:16.827 --> 00:41:17.047
I'm like,
00:41:17.447 --> 00:41:18.768
I got a line of people behind him
00:41:19.068 --> 00:41:20.070
ready to take his place.
00:41:21.451 --> 00:41:22.530
I have other people that are
00:41:22.771 --> 00:41:24.592
dying to take that leadership position.
00:41:26.032 --> 00:41:27.875
My head trainer,
00:41:28.635 --> 00:41:29.235
the other Atlanta
00:41:29.255 --> 00:41:30.496
franchises need new trainers.
00:41:30.695 --> 00:41:31.817
I sent my trainers to them.
00:41:32.637 --> 00:41:34.637
You know, I had one of my trainers,
00:41:35.538 --> 00:41:35.777
you know,
00:41:35.797 --> 00:41:37.637
they had a Jacksonville location.
00:41:37.657 --> 00:41:38.577
They needed a new general
00:41:38.617 --> 00:41:39.458
manager over there.
00:41:39.798 --> 00:41:42.099
I sent my guy down there, you know,
00:41:42.159 --> 00:41:43.599
to be their new general manager.
00:41:43.619 --> 00:41:44.960
I was sending my guys out
00:41:45.039 --> 00:41:46.239
and creating that legacy.
00:41:46.980 --> 00:41:48.940
And it didn't hurt me at all
00:41:49.380 --> 00:41:50.661
because I had a line of
00:41:50.721 --> 00:41:51.722
people ready to take that
00:41:51.762 --> 00:41:53.842
position because they were ready.
00:41:54.222 --> 00:41:55.001
They've been trained.
00:41:55.041 --> 00:41:57.202
They actually wanted more
00:41:58.083 --> 00:41:59.382
out of their life than just
00:42:00.003 --> 00:42:01.503
being on the truck and hauling junk.
00:42:02.230 --> 00:42:02.469
You know,
00:42:02.510 --> 00:42:03.869
so these guys were already
00:42:03.929 --> 00:42:06.391
developed as leaders and just, you know,
00:42:06.630 --> 00:42:06.990
forget it.
00:42:07.251 --> 00:42:07.992
Operations room.
00:42:08.391 --> 00:42:09.552
We ran, you know,
00:42:09.572 --> 00:42:10.771
I told you that there's
00:42:10.791 --> 00:42:12.112
three different Atlanta franchises.
00:42:12.552 --> 00:42:13.273
Would you believe me if I
00:42:13.313 --> 00:42:15.813
told you that the
00:42:16.253 --> 00:42:18.094
operations for all three of
00:42:18.134 --> 00:42:18.974
those franchises were run
00:42:19.014 --> 00:42:19.675
out of my office?
00:42:21.054 --> 00:42:22.315
That way I can oversee it.
00:42:22.695 --> 00:42:22.956
You know,
00:42:23.016 --> 00:42:23.835
even though they had their own
00:42:23.876 --> 00:42:25.295
general managers running over there,
00:42:25.335 --> 00:42:26.597
they had their own people over there.
00:42:27.117 --> 00:42:28.436
They ran operations for all
00:42:28.476 --> 00:42:30.577
three locations in one room in my office.
00:42:31.418 --> 00:42:31.518
Hmm.
00:42:32.152 --> 00:42:34.233
And that room was always full because,
00:42:34.713 --> 00:42:34.954
you know,
00:42:35.034 --> 00:42:37.355
people wanted to be part of that,
00:42:37.534 --> 00:42:39.795
you know, they wanted to that, you know,
00:42:39.936 --> 00:42:41.137
career path to go through
00:42:41.157 --> 00:42:42.157
it in operations.
00:42:42.197 --> 00:42:44.637
We had operations managers
00:42:44.679 --> 00:42:46.219
sending out to so many locations,
00:42:46.259 --> 00:42:47.940
like I mentioned, grand Rapids, uh,
00:42:48.699 --> 00:42:51.101
you know, Jacksonville, we, I sent my, uh,
00:42:51.201 --> 00:42:53.262
my lead trainer down to, uh, Naples,
00:42:53.322 --> 00:42:54.563
Florida, you know,
00:42:54.603 --> 00:42:56.023
when they had the hurricane down there,
00:42:56.043 --> 00:42:57.784
I sent a couple of my guys
00:42:57.824 --> 00:42:59.344
and a couple of trucks to help them out.
00:42:59.894 --> 00:43:01.395
because they were working like 18,
00:43:01.395 --> 00:43:03.476
20 hours a day out there.
00:43:04.056 --> 00:43:04.677
And, you know,
00:43:04.817 --> 00:43:06.797
after they really got everything situated,
00:43:06.838 --> 00:43:09.059
they lied to my guys and
00:43:09.099 --> 00:43:10.739
the way they operated, you know,
00:43:10.778 --> 00:43:11.800
and they're like, man,
00:43:11.840 --> 00:43:13.219
we need guys like that here.
00:43:13.679 --> 00:43:15.240
We need, how, how do we train the guys?
00:43:15.380 --> 00:43:16.461
I'll send my trainer over there.
00:43:16.521 --> 00:43:18.661
My lead trainer, you guys can have him.
00:43:18.983 --> 00:43:19.963
He wanted to live closer to
00:43:19.983 --> 00:43:21.003
Miami anyway with his,
00:43:21.063 --> 00:43:21.943
where his family was.
00:43:22.643 --> 00:43:25.025
So, you know, having that purpose,
00:43:26.650 --> 00:43:29.315
Um, for these guys is important, you know,
00:43:29.335 --> 00:43:30.695
and that's what the leadership comes in.
00:43:30.737 --> 00:43:32.639
You know, it's not just you as a leader,
00:43:33.239 --> 00:43:34.161
it's developing them.
00:43:34.601 --> 00:43:34.822
You know,
00:43:34.862 --> 00:43:36.704
we had morning meetings every single day.
00:43:36.724 --> 00:43:38.766
Do you think I ran those meetings?
00:43:39.527 --> 00:43:40.289
No, no.
00:43:40.869 --> 00:43:42.371
I empowered my guys to do it.
00:43:43.186 --> 00:43:44.365
then everybody that was
00:43:44.425 --> 00:43:45.327
sitting in that room
00:43:45.827 --> 00:43:47.527
listening to one of the
00:43:47.567 --> 00:43:49.168
guys talk about you know
00:43:49.288 --> 00:43:50.208
the numbers that we did the
00:43:50.228 --> 00:43:51.487
day before setting the goal
00:43:51.527 --> 00:43:53.068
for that day you know what
00:43:53.449 --> 00:43:54.389
they they knew what they
00:43:54.449 --> 00:43:55.449
had to get that day you
00:43:55.489 --> 00:43:56.128
know like I mentioned
00:43:56.148 --> 00:43:57.050
before you know they wanted
00:43:57.090 --> 00:43:58.570
two thousand dollars well
00:43:59.130 --> 00:44:00.710
we we have this many jobs
00:44:00.911 --> 00:44:02.311
so our goal is this revenue
00:44:02.331 --> 00:44:03.431
for the entire day so what
00:44:03.451 --> 00:44:04.130
does each team need to
00:44:04.170 --> 00:44:05.532
bring in for that day they
00:44:05.572 --> 00:44:06.771
knew when they went out but
00:44:06.911 --> 00:44:08.072
every guy that was standing
00:44:08.251 --> 00:44:10.052
up there running this meeting
00:44:11.164 --> 00:44:11.923
Every guy that's sitting
00:44:11.963 --> 00:44:13.244
down wanted to be that guy.
00:44:14.284 --> 00:44:14.465
Yep.
00:44:15.385 --> 00:44:16.425
They wanted to be that guy.
00:44:16.626 --> 00:44:19.585
You know, my voice, my voice gets stale.
00:44:19.626 --> 00:44:20.126
If I'm there,
00:44:20.407 --> 00:44:21.146
I'm the one running the
00:44:21.186 --> 00:44:21.887
meeting every day and
00:44:21.967 --> 00:44:23.166
talking about the same stuff.
00:44:23.907 --> 00:44:26.168
You know, I talked at our, you know,
00:44:26.447 --> 00:44:28.088
maybe every monthly meeting
00:44:28.668 --> 00:44:29.509
or every once in a while
00:44:29.548 --> 00:44:30.789
when I really needed to, you know,
00:44:30.849 --> 00:44:32.090
inspire the guys, you know,
00:44:32.630 --> 00:44:33.630
we had the guys going
00:44:33.809 --> 00:44:34.891
motivating them every day
00:44:34.931 --> 00:44:35.871
to get out there and really
00:44:35.911 --> 00:44:37.871
generate a lot of good revenue, you know,
00:44:37.911 --> 00:44:39.092
but motivation lasts the day.
00:44:39.773 --> 00:44:41.635
you know, inspiration can last a lifetime.
00:44:41.695 --> 00:44:43.858
So I made sure that my voice wasn't stale.
00:44:43.878 --> 00:44:44.800
So when I did speak,
00:44:45.360 --> 00:44:47.242
people really were inspired and listened.
00:44:47.903 --> 00:44:50.427
So, you know, and that's why, you know,
00:44:50.447 --> 00:44:52.070
to me, like I said, having that purpose,
00:44:52.090 --> 00:44:53.411
you know, it's,
00:44:53.751 --> 00:44:54.572
it might not seem like a
00:44:54.612 --> 00:44:55.634
big deal to have one of
00:44:55.675 --> 00:44:57.376
your teammates running a meeting, but
00:44:58.326 --> 00:45:00.525
Man, to them, it's something huge.
00:45:01.106 --> 00:45:03.166
On the last day of the
00:45:03.206 --> 00:45:05.027
training that I did with
00:45:05.086 --> 00:45:06.547
Taylor and his team,
00:45:07.748 --> 00:45:09.327
the last thing I asked him, I said,
00:45:09.427 --> 00:45:10.807
when is your next monthly meeting?
00:45:10.827 --> 00:45:13.289
He said, we're having that next week.
00:45:13.909 --> 00:45:14.068
Well,
00:45:14.128 --> 00:45:15.588
I turned to one of his guys and I
00:45:15.648 --> 00:45:16.849
told him, I said, Taylor,
00:45:16.869 --> 00:45:17.509
you're not running that
00:45:17.528 --> 00:45:18.130
meeting next week.
00:45:18.170 --> 00:45:18.510
He is.
00:45:19.909 --> 00:45:20.889
This guy has got a lot of
00:45:20.929 --> 00:45:21.949
potential as a leader.
00:45:22.829 --> 00:45:24.231
The little things that I saw from him,
00:45:24.791 --> 00:45:26.291
after every meeting, he did
00:45:27.320 --> 00:45:28.862
Everybody get up and leave, you know,
00:45:28.902 --> 00:45:29.702
and there was donuts and
00:45:29.722 --> 00:45:30.541
coffee cups everywhere.
00:45:30.601 --> 00:45:31.842
This guy just took it upon
00:45:31.882 --> 00:45:32.623
himself to pick up.
00:45:33.623 --> 00:45:33.842
I said,
00:45:33.862 --> 00:45:36.403
this guy is a leader and he's got a
00:45:36.423 --> 00:45:37.625
lot of potential for leadership.
00:45:37.644 --> 00:45:38.625
So I told him, I said, Taylor,
00:45:39.065 --> 00:45:39.764
this guy's going to lead
00:45:39.784 --> 00:45:40.525
your meeting next week.
00:45:41.286 --> 00:45:43.367
The guy got inspired and
00:45:43.387 --> 00:45:44.407
he's doing great things
00:45:44.447 --> 00:45:45.126
with him right now.
00:45:46.168 --> 00:45:46.347
You know,
00:45:46.407 --> 00:45:47.487
and that's the whole thing is
00:45:47.547 --> 00:45:48.648
empowering these guys,
00:45:48.768 --> 00:45:49.668
giving them purpose.
00:45:50.423 --> 00:45:50.684
You know,
00:45:50.724 --> 00:45:52.184
and that's what people don't understand.
00:45:52.224 --> 00:45:53.164
That's one of the reasons
00:45:53.344 --> 00:45:55.324
why I started that class
00:45:55.344 --> 00:45:57.585
that I did is because I see, you know,
00:45:57.965 --> 00:45:58.766
all the Facebook groups
00:45:58.826 --> 00:45:59.806
talk about the same thing.
00:46:00.666 --> 00:46:01.186
Marketing.
00:46:01.447 --> 00:46:03.586
They talk about, you know,
00:46:03.686 --> 00:46:04.967
how much to price this for,
00:46:05.347 --> 00:46:06.467
how much to price that for.
00:46:06.487 --> 00:46:08.327
I saw a lot of people that
00:46:08.367 --> 00:46:09.349
really disappointed me.
00:46:09.409 --> 00:46:10.409
You know, they were talking about,
00:46:11.009 --> 00:46:12.168
this guy's not my customer.
00:46:12.409 --> 00:46:13.409
This customer's not, you know,
00:46:13.570 --> 00:46:14.750
this customer's cheap.
00:46:14.789 --> 00:46:15.809
He's not my customer.
00:46:16.510 --> 00:46:16.990
Why not?
00:46:17.791 --> 00:46:18.771
Everybody's my customer.
00:46:19.601 --> 00:46:20.922
You know, it's, I don't get,
00:46:20.943 --> 00:46:21.963
I don't get out of bed for
00:46:22.003 --> 00:46:23.423
less than so amount of money.
00:46:24.364 --> 00:46:26.344
You know, I see a lot of excuses, you know,
00:46:26.364 --> 00:46:27.204
and they're fostering a
00:46:27.246 --> 00:46:28.945
culture of excuses and it bothered me,
00:46:29.427 --> 00:46:29.706
you know,
00:46:29.746 --> 00:46:31.166
and the way they treated their customers.
00:46:31.206 --> 00:46:32.568
That's why I came up with that class.
00:46:33.088 --> 00:46:33.507
You know, the,
00:46:33.969 --> 00:46:35.489
it was the onsite experience,
00:46:35.528 --> 00:46:36.469
how to build rapport with
00:46:36.489 --> 00:46:38.431
the customer and how to, you know,
00:46:38.811 --> 00:46:40.050
really sell that job and
00:46:40.130 --> 00:46:41.152
finding out why they're
00:46:41.172 --> 00:46:42.152
getting rid of that junk.
00:46:42.693 --> 00:46:42.853
You know,
00:46:42.873 --> 00:46:44.152
cause I saw that as something
00:46:44.193 --> 00:46:46.014
that was missing from the industry that I,
00:46:46.393 --> 00:46:47.074
all these people on these
00:46:47.114 --> 00:46:47.795
Facebook groups.
00:46:48.344 --> 00:46:49.405
So these are the things that
00:46:49.425 --> 00:46:50.445
I like to talk about.
00:46:50.465 --> 00:46:51.126
You know,
00:46:51.146 --> 00:46:51.967
I don't go in there and talk
00:46:51.987 --> 00:46:52.686
about marketing because I
00:46:52.706 --> 00:46:54.248
don't know jack shit about marketing.
00:46:54.688 --> 00:46:54.929
You know,
00:46:54.969 --> 00:46:56.068
I don't go in there and talk
00:46:56.088 --> 00:46:57.289
about pricing because, you know,
00:46:57.309 --> 00:46:57.889
that's something that
00:46:57.929 --> 00:46:58.951
you've got to figure out.
00:46:59.351 --> 00:47:00.431
But the thing that I saw was
00:47:00.492 --> 00:47:02.012
lacking was that customer
00:47:02.052 --> 00:47:04.414
experience and leadership.
00:47:04.514 --> 00:47:05.353
So those are the things that
00:47:05.373 --> 00:47:06.514
you'll see me talking about
00:47:06.574 --> 00:47:08.675
because I'm I've been there
00:47:08.715 --> 00:47:09.896
and I've done that, you know.
00:47:09.916 --> 00:47:14.498
To you know, it might sound like ego,
00:47:14.760 --> 00:47:17.141
but I had one of the highest
00:47:17.782 --> 00:47:18.943
performing junk removal
00:47:19.003 --> 00:47:20.463
businesses in the entire world.
00:47:22.085 --> 00:47:24.927
You know, I mean, it's, you know,
00:47:24.967 --> 00:47:26.349
it's not ego saying that it was,
00:47:26.548 --> 00:47:27.789
it's a proven fact, you know?
00:47:27.829 --> 00:47:29.731
So for me, you know,
00:47:30.172 --> 00:47:31.873
doing these things can help a business.
00:47:31.913 --> 00:47:32.052
Yeah.
00:47:32.072 --> 00:47:33.233
You can be a great business owner,
00:47:33.273 --> 00:47:34.454
know how to really run a business,
00:47:34.494 --> 00:47:35.094
run your numbers.
00:47:35.596 --> 00:47:35.835
You know,
00:47:35.856 --> 00:47:37.797
when I hear you talking about you,
00:47:37.836 --> 00:47:38.577
you love running the
00:47:38.617 --> 00:47:39.338
numbers and those things
00:47:39.398 --> 00:47:41.400
are really important, you know,
00:47:42.081 --> 00:47:43.402
but how do you use those numbers?
00:47:43.481 --> 00:47:43.862
How do you,
00:47:44.322 --> 00:47:45.583
if you ask any one of your
00:47:45.623 --> 00:47:46.364
teammates right now,
00:47:47.239 --> 00:47:49.182
How do you measure your success?
00:47:49.503 --> 00:47:50.224
What would they tell you?
00:47:50.244 --> 00:47:52.588
How do I measure mine or
00:47:52.608 --> 00:47:53.489
their individual success?
00:47:53.530 --> 00:47:53.851
No.
00:47:54.391 --> 00:47:56.034
If you ask any one of your guys,
00:47:56.114 --> 00:47:57.297
how do you measure your
00:47:57.376 --> 00:47:58.739
success with this business?
00:47:59.059 --> 00:47:59.740
What would they tell you?
00:48:02.657 --> 00:48:03.878
I want to lie to myself and
00:48:03.918 --> 00:48:04.719
say that they would say, oh,
00:48:04.739 --> 00:48:06.159
this is our revenue per day goal.
00:48:08.019 --> 00:48:08.340
I don't know.
00:48:08.519 --> 00:48:10.181
I mean, I'd say a couple more guys,
00:48:10.240 --> 00:48:10.521
you know,
00:48:10.960 --> 00:48:12.121
a couple more senior guys would be like,
00:48:12.141 --> 00:48:13.722
hey, you know, it was a safe day.
00:48:13.802 --> 00:48:15.682
It was, you know, we got everything done.
00:48:15.822 --> 00:48:16.822
Warehouse looks decent.
00:48:18.983 --> 00:48:20.324
That's a very good question.
00:48:20.364 --> 00:48:21.043
How do you measure?
00:48:21.304 --> 00:48:22.184
Say the question again, though.
00:48:22.264 --> 00:48:23.625
It was your success on the day.
00:48:24.284 --> 00:48:25.826
How do you measure your success?
00:48:25.885 --> 00:48:27.385
How do you measure your success?
00:48:27.445 --> 00:48:28.766
That's a great question to ask our guys.
00:48:29.400 --> 00:48:31.601
yeah you know and that's why
00:48:31.621 --> 00:48:32.981
you know having those goals
00:48:33.342 --> 00:48:34.302
are important having those
00:48:34.583 --> 00:48:36.684
kpis are important but
00:48:36.764 --> 00:48:38.364
having kpis that measures
00:48:38.485 --> 00:48:40.045
their performance with the
00:48:40.065 --> 00:48:41.025
business you know like I
00:48:41.246 --> 00:48:41.927
mentioned before that
00:48:41.967 --> 00:48:43.827
residential ajs you know
00:48:43.947 --> 00:48:44.748
google reviews are
00:48:44.788 --> 00:48:45.869
important you know because
00:48:45.889 --> 00:48:46.489
that shows that they're
00:48:46.509 --> 00:48:47.210
taking good care of the
00:48:47.230 --> 00:48:48.030
customer and they actually
00:48:48.110 --> 00:48:49.690
want to do it you know it's
00:48:49.751 --> 00:48:51.952
not it's not about oh well
00:48:51.992 --> 00:48:53.193
I'm going to pay my guys a
00:48:53.233 --> 00:48:54.693
dollar or five dollars for google
00:48:55.322 --> 00:48:56.141
reviews that they get.
00:48:56.161 --> 00:48:56.342
No,
00:48:56.362 --> 00:48:57.663
they want to get those Google reviews
00:48:57.943 --> 00:48:59.322
because it shows that we're,
00:48:59.682 --> 00:49:00.402
that's one of the things
00:49:00.422 --> 00:49:01.503
that I'm measured by.
00:49:01.963 --> 00:49:02.623
That's one of the things
00:49:02.643 --> 00:49:03.623
showing that I take good
00:49:03.664 --> 00:49:05.023
care of my customers, you know,
00:49:05.043 --> 00:49:06.164
so it's important to them.
00:49:06.664 --> 00:49:07.425
Having those certain
00:49:07.525 --> 00:49:09.704
different KPIs are important to them.
00:49:10.324 --> 00:49:10.545
You know,
00:49:10.644 --> 00:49:11.865
I don't know if you do this and I
00:49:11.905 --> 00:49:13.186
know a lot of companies do.
00:49:13.206 --> 00:49:14.206
I don't,
00:49:15.045 --> 00:49:16.567
my opinion is completely different
00:49:16.626 --> 00:49:17.666
on that is with the COGS.
00:49:18.614 --> 00:49:19.735
that does not measure the
00:49:19.775 --> 00:49:21.735
success of your teammates.
00:49:22.197 --> 00:49:23.137
That measures your success
00:49:23.197 --> 00:49:25.858
as a business owner or operations manager,
00:49:25.898 --> 00:49:26.599
general manager.
00:49:27.179 --> 00:49:29.079
That's how you measure your success.
00:49:30.057 --> 00:49:31.239
But that's not a performance.
00:49:31.559 --> 00:49:33.380
To me, that's not performance-based.
00:49:33.400 --> 00:49:34.461
That's not showing that they
00:49:34.481 --> 00:49:36.244
can bring in – it's showing
00:49:36.264 --> 00:49:37.224
that they can save money
00:49:37.244 --> 00:49:37.824
for the business.
00:49:37.844 --> 00:49:38.525
That's not showing the
00:49:39.286 --> 00:49:39.947
revenue that they're
00:49:39.967 --> 00:49:41.248
generating in the business.
00:49:41.307 --> 00:49:42.889
Yeah, I'm much – I mean, hell,
00:49:42.909 --> 00:49:43.929
we had our monthly KPI
00:49:43.949 --> 00:49:46.313
meeting today for June.
00:49:46.353 --> 00:49:47.353
We pushed it a week because
00:49:47.373 --> 00:49:48.775
our sales guy was at a
00:49:48.835 --> 00:49:49.755
networking event last week.
00:49:49.775 --> 00:49:50.635
Yeah.
00:49:51.516 --> 00:49:52.516
I am a hell of a lot more
00:49:52.556 --> 00:49:53.378
interested in talking about
00:49:53.398 --> 00:49:54.117
growing revenue, right?
00:49:54.318 --> 00:49:55.097
It is simpler to grow
00:49:55.137 --> 00:49:56.998
revenue by 3% than it is to
00:49:57.378 --> 00:49:58.278
decrease COGS by 1%.
00:49:58.278 --> 00:50:00.099
And it's still the same net.
00:50:00.960 --> 00:50:02.300
Hillbilly math, right?
00:50:03.621 --> 00:50:03.780
You know,
00:50:03.820 --> 00:50:05.282
our goal is to keep COGS under 30%,
00:50:05.282 --> 00:50:05.521
whatever.
00:50:06.681 --> 00:50:07.161
So, yeah,
00:50:07.181 --> 00:50:10.503
there is a revenue growth solves
00:50:10.543 --> 00:50:11.364
almost all problems, right?
00:50:11.384 --> 00:50:13.204
Sales solves all is the old mantra.
00:50:13.423 --> 00:50:15.085
And there's absolute truth behind that.
00:50:17.221 --> 00:50:18.521
Taylor puts up in a group.
00:50:18.940 --> 00:50:19.822
It sounds like good
00:50:19.882 --> 00:50:22.302
leadership builds great culture.
00:50:22.603 --> 00:50:22.824
Yeah.
00:50:22.864 --> 00:50:23.684
Yeah.
00:50:23.724 --> 00:50:24.565
So there's something that,
00:50:24.885 --> 00:50:25.985
so something Taylor put up, he said,
00:50:26.224 --> 00:50:27.985
our producer goes,
00:50:28.427 --> 00:50:29.387
sounds like good leadership
00:50:29.447 --> 00:50:31.268
builds a great work culture.
00:50:31.688 --> 00:50:32.449
That's something I see
00:50:32.489 --> 00:50:33.889
posted on LinkedIn often in
00:50:33.929 --> 00:50:34.929
corporate that people
00:50:34.969 --> 00:50:35.831
complain and quit over.
00:50:36.411 --> 00:50:37.831
How else do you qualify good
00:50:37.871 --> 00:50:38.871
leaders in workers?
00:50:39.492 --> 00:50:40.092
So what else do you,
00:50:40.172 --> 00:50:40.873
that's a great question.
00:50:40.893 --> 00:50:41.373
Thank you, Taylor.
00:50:41.954 --> 00:50:43.155
So how else do you qualify
00:50:43.215 --> 00:50:45.076
good leaders within your workforce?
00:50:45.096 --> 00:50:45.175
Yeah.
00:50:45.896 --> 00:50:46.275
Kevin?
00:50:47.697 --> 00:50:48.976
Well, here's the thing, you know,
00:50:49.237 --> 00:50:52.458
leadership is about being
00:50:52.639 --> 00:50:53.958
in servitude of others.
00:50:54.878 --> 00:50:55.179
You know,
00:50:55.199 --> 00:50:57.400
if you can have a high performing
00:50:57.440 --> 00:50:59.300
guy that makes great money,
00:50:59.501 --> 00:51:01.222
bring in revenue like crazy,
00:51:01.762 --> 00:51:02.842
best salesman out there,
00:51:02.882 --> 00:51:04.163
but doesn't make him a good leader.
00:51:04.182 --> 00:51:06.903
If he takes the guy that riding with him,
00:51:07.304 --> 00:51:08.764
and just uses them as a helper,
00:51:09.184 --> 00:51:10.105
he's not a good leader.
00:51:10.385 --> 00:51:12.166
But if he's teaching him to do him,
00:51:12.306 --> 00:51:14.766
you know, be him, you know, to me,
00:51:15.788 --> 00:51:17.307
You know, my highest performer that I had,
00:51:17.327 --> 00:51:18.548
I got named Connor.
00:51:19.068 --> 00:51:21.989
You know, I told him one day, you're,
00:51:22.108 --> 00:51:23.789
you know, you generate the most revenue.
00:51:23.829 --> 00:51:25.949
You're top trucker of all of
00:51:25.969 --> 00:51:26.969
1-800-GOT-JUNK.
00:51:27.010 --> 00:51:28.610
He was ranked number one of
00:51:28.769 --> 00:51:30.030
all 1-800-GOT-JUNK out of
00:51:30.050 --> 00:51:31.070
the thousands of truck team
00:51:31.090 --> 00:51:31.811
members that they have.
00:51:32.391 --> 00:51:32.610
I said,
00:51:32.650 --> 00:51:34.911
what's more important to me is how
00:51:34.951 --> 00:51:36.211
many Connors you can produce,
00:51:37.411 --> 00:51:38.771
not how much revenue you can bring in.
00:51:39.172 --> 00:51:40.532
That that's not important to me.
00:51:40.931 --> 00:51:42.152
How many Connors you can produce,
00:51:42.172 --> 00:51:43.813
because that shows me leadership.
00:51:44.318 --> 00:51:46.559
That shows me that it's not about your ego,
00:51:46.619 --> 00:51:47.440
that you're the best,
00:51:48.400 --> 00:51:50.782
which shows me that your
00:51:51.003 --> 00:51:53.625
value to me is how many
00:51:53.764 --> 00:51:54.706
people that you can bring
00:51:54.746 --> 00:51:55.385
into that level.
00:51:56.387 --> 00:51:58.487
Yeah, he became the avatar, right?
00:51:58.547 --> 00:51:59.768
How do I replicate this guy?
00:52:00.409 --> 00:52:01.530
And I want to make him
00:52:01.570 --> 00:52:03.132
responsible for replicating himself.
00:52:03.251 --> 00:52:03.972
Exactly.
00:52:04.313 --> 00:52:06.773
Not just giving him anybody
00:52:06.813 --> 00:52:07.954
that can keep up with him
00:52:08.034 --> 00:52:08.896
and he yells and screams at
00:52:08.916 --> 00:52:09.876
him for a week and then they quit.
00:52:10.137 --> 00:52:10.936
That doesn't do us any good.
00:52:10.956 --> 00:52:11.657
No.
00:52:14.090 --> 00:52:14.309
All right,
00:52:14.389 --> 00:52:15.590
as we're getting close to the
00:52:15.610 --> 00:52:16.431
end of the show here,
00:52:16.871 --> 00:52:19.952
what are some things that
00:52:20.012 --> 00:52:21.193
either you have preached
00:52:21.253 --> 00:52:22.454
about in the Facebook
00:52:22.474 --> 00:52:24.554
groups or people need to know,
00:52:24.614 --> 00:52:25.215
especially stuff that
00:52:25.235 --> 00:52:26.516
you've trained in your classes?
00:52:26.976 --> 00:52:28.137
What are some things that
00:52:28.817 --> 00:52:30.018
individual jungle companies,
00:52:30.378 --> 00:52:31.998
one truck to 10 truck operations,
00:52:32.478 --> 00:52:33.438
need to know to make them
00:52:33.498 --> 00:52:36.920
successful from your 12-year career?
00:52:36.960 --> 00:52:38.722
What are the top highlights?
00:52:40.181 --> 00:52:42.543
For me, you know, like I said,
00:52:42.563 --> 00:52:44.423
the one thing I see a lot
00:52:44.443 --> 00:52:45.324
of businesses and, you know,
00:52:45.385 --> 00:52:47.186
and I've even in the classes that I took,
00:52:47.226 --> 00:52:47.425
you know,
00:52:47.465 --> 00:52:49.306
I took guys like Andrew Barton
00:52:49.387 --> 00:52:50.688
and I asked him the same question.
00:52:51.088 --> 00:52:52.268
I said, role play for me,
00:52:53.289 --> 00:52:54.289
your first interaction with
00:52:54.309 --> 00:52:55.409
the customer on site,
00:52:56.130 --> 00:52:57.090
whether you or your truck
00:52:57.110 --> 00:52:57.871
team and everything else.
00:52:57.931 --> 00:52:58.652
And the first thing that a
00:52:58.711 --> 00:53:00.592
lot of people did was go
00:53:00.713 --> 00:53:02.074
straight transactional.
00:53:02.673 --> 00:53:03.195
How are you doing?
00:53:03.235 --> 00:53:03.875
My name's Kevin.
00:53:03.914 --> 00:53:04.474
Where's your junk?
00:53:05.536 --> 00:53:05.735
You know,
00:53:06.242 --> 00:53:06.583
To me,
00:53:06.782 --> 00:53:08.623
it's all about building that rapport
00:53:08.643 --> 00:53:08.985
with them.
00:53:09.005 --> 00:53:09.905
And there's two different
00:53:09.925 --> 00:53:10.626
types of rapport.
00:53:11.025 --> 00:53:13.226
There's that relational rapport, you know,
00:53:13.286 --> 00:53:14.148
building that connection
00:53:14.168 --> 00:53:15.728
and that relationship with the customer.
00:53:16.309 --> 00:53:18.889
And then there's relational rapport,
00:53:19.351 --> 00:53:21.211
finding out why they're
00:53:21.231 --> 00:53:21.831
getting rid of the job.
00:53:22.951 --> 00:53:24.552
And once you find out why
00:53:24.992 --> 00:53:25.873
they're getting rid of the junk,
00:53:26.253 --> 00:53:26.853
you save that.
00:53:26.873 --> 00:53:28.476
You put that in your Batman
00:53:28.556 --> 00:53:29.916
utility belt and you save it.
00:53:30.237 --> 00:53:32.038
So when you start talking
00:53:32.057 --> 00:53:32.838
about the junk and you've
00:53:32.858 --> 00:53:35.021
given them their price, most people,
00:53:35.061 --> 00:53:36.621
when you're being straight transactional,
00:53:37.081 --> 00:53:38.643
you give them a price and you tell them,
00:53:38.663 --> 00:53:38.923
okay,
00:53:38.983 --> 00:53:40.525
it's going to be a full truck for
00:53:40.625 --> 00:53:41.125
whatever, $600.
00:53:41.125 --> 00:53:43.847
They're like, oh, that's a lot of money.
00:53:44.987 --> 00:53:45.949
You didn't establish the
00:53:45.989 --> 00:53:46.949
value of your service.
00:53:47.731 --> 00:53:48.630
You know why they're getting
00:53:48.650 --> 00:53:49.192
rid of the junk because
00:53:49.211 --> 00:53:50.231
they told you why they're
00:53:50.251 --> 00:53:50.853
getting rid of the junk.
00:53:51.518 --> 00:53:52.338
You have to remind them
00:53:52.358 --> 00:53:53.099
because there's to me,
00:53:53.139 --> 00:53:55.519
there's three things to focus on that.
00:53:55.699 --> 00:53:56.940
Why do people get rid of junk?
00:53:57.440 --> 00:54:00.202
It's time, space or effort.
00:54:01.202 --> 00:54:01.981
They're a stalker mom.
00:54:02.001 --> 00:54:03.043
They don't have the time to do it.
00:54:03.083 --> 00:54:06.224
They got, you know, kids in class, school.
00:54:06.264 --> 00:54:07.103
They have bake sales.
00:54:07.123 --> 00:54:07.563
They have this.
00:54:07.884 --> 00:54:09.403
They don't have time to do it themselves.
00:54:09.905 --> 00:54:10.824
That's what you call out there.
00:54:10.844 --> 00:54:12.865
You know, when you remind them, you know,
00:54:12.885 --> 00:54:13.885
when you're giving that price,
00:54:13.925 --> 00:54:14.806
you're reminding them, OK,
00:54:14.885 --> 00:54:16.266
it's going to be this much and this much.
00:54:16.626 --> 00:54:16.947
You know,
00:54:17.527 --> 00:54:18.927
we'll have it done in 20 minutes.
00:54:18.967 --> 00:54:20.088
We'll have it now and we'll
00:54:20.108 --> 00:54:20.708
be out of your hair.
00:54:21.572 --> 00:54:23.414
That's the value to them is
00:54:23.673 --> 00:54:25.213
the time or space.
00:54:25.233 --> 00:54:25.974
They need that space.
00:54:26.014 --> 00:54:28.574
Maybe their wife got a new
00:54:28.635 --> 00:54:29.596
car and wants to park the
00:54:29.615 --> 00:54:30.635
car in the garage,
00:54:31.036 --> 00:54:32.536
but he's got all his crap in there.
00:54:32.956 --> 00:54:33.637
When we come in here,
00:54:33.677 --> 00:54:34.336
we're going to clean out
00:54:34.356 --> 00:54:34.836
the space for you.
00:54:34.856 --> 00:54:35.938
We're going to sweep it up for you,
00:54:36.277 --> 00:54:37.398
and you get your space back.
00:54:37.637 --> 00:54:39.918
That's the value to them or effort.
00:54:39.958 --> 00:54:41.278
Maybe it's an elderly couple
00:54:41.358 --> 00:54:42.300
that they have big,
00:54:42.340 --> 00:54:43.539
heavy furniture to get rid of.
00:54:44.070 --> 00:54:44.289
Hey,
00:54:44.369 --> 00:54:45.590
you've got two strong guys here to
00:54:45.630 --> 00:54:46.351
take care of that.
00:54:46.692 --> 00:54:48.472
And it's up to you to remind them of this.
00:54:48.853 --> 00:54:49.954
That's how you establish the
00:54:50.014 --> 00:54:51.054
value of your service.
00:54:51.474 --> 00:54:52.896
Because if they have a challenge,
00:54:53.757 --> 00:54:55.358
you have to sell their solution.
00:54:55.898 --> 00:54:57.840
Not just say, okay, here's the junk.
00:54:58.039 --> 00:54:59.221
It's going to cost this much.
00:55:00.061 --> 00:55:00.481
And that's it.
00:55:00.722 --> 00:55:02.563
Just pause and wait for them to react.
00:55:03.083 --> 00:55:03.222
No,
00:55:03.262 --> 00:55:05.525
you remind them of why they called you
00:55:05.545 --> 00:55:06.105
to begin with.
00:55:06.965 --> 00:55:08.286
That's the value to them.
00:55:09.483 --> 00:55:10.523
You have to remind them and
00:55:10.583 --> 00:55:11.824
establish that value of
00:55:11.864 --> 00:55:14.987
your service because it is, like I said,
00:55:15.007 --> 00:55:16.349
it's selling a solution to
00:55:16.389 --> 00:55:18.811
their challenge.
00:55:18.831 --> 00:55:20.554
But you have to find out why
00:55:20.594 --> 00:55:21.474
they're getting rid of the junk.
00:55:21.554 --> 00:55:22.315
It's important.
00:55:22.335 --> 00:55:25.358
A lot of people don't recognize that.
00:55:25.918 --> 00:55:26.278
Yeah, I mean,
00:55:26.298 --> 00:55:27.219
the first question I always
00:55:27.280 --> 00:55:28.420
ask is what brings me here today?
00:55:29.967 --> 00:55:30.746
And sometimes it's obvious.
00:55:30.766 --> 00:55:31.708
Sometimes you walk in and they're like,
00:55:31.748 --> 00:55:33.630
hey, mom moved on to senior living, da,
00:55:33.650 --> 00:55:34.349
da, da.
00:55:34.530 --> 00:55:36.251
All right.
00:55:37.512 --> 00:55:38.253
I was fortunate.
00:55:38.753 --> 00:55:41.775
I watched my dad for 15 years growing up.
00:55:42.277 --> 00:55:43.338
He was a home remodeler.
00:55:43.418 --> 00:55:44.378
Going to people's houses and
00:55:44.418 --> 00:55:46.679
sell them kitchens and baths and
00:55:47.460 --> 00:55:47.780
you know,
00:55:48.161 --> 00:55:50.063
decks and basements and
00:55:50.083 --> 00:55:50.702
everything else like that.
00:55:51.003 --> 00:55:51.923
And he always would sit
00:55:51.943 --> 00:55:52.704
there and take his time.
00:55:52.724 --> 00:55:53.485
And I grew up on a farm.
00:55:53.724 --> 00:55:55.885
So he took his time to get to know people.
00:55:56.106 --> 00:55:57.347
He didn't understand the transaction.
00:55:57.467 --> 00:55:57.628
Yeah.
00:55:57.648 --> 00:55:57.847
You know,
00:55:57.867 --> 00:55:58.668
if you're solving a problem at
00:55:58.688 --> 00:56:00.009
the end of the day, but you want to know,
00:56:00.088 --> 00:56:01.570
okay, you got a new baby coming to God,
00:56:01.630 --> 00:56:02.391
I convert the room into a
00:56:02.431 --> 00:56:03.130
nursery or whatever.
00:56:03.451 --> 00:56:05.452
Oh, hey, you got kids.
00:56:06.233 --> 00:56:06.994
Kids are multiplying.
00:56:07.014 --> 00:56:08.414
Let's get your rec room so
00:56:08.454 --> 00:56:09.255
they got some space to work.
00:56:09.456 --> 00:56:11.677
So it all comes back to the end state,
00:56:11.737 --> 00:56:11.918
right?
00:56:11.938 --> 00:56:12.998
Stephen Covey talks about this.
00:56:13.039 --> 00:56:13.978
Begin with the end state in mind.
00:56:14.239 --> 00:56:14.980
And when you habitually
00:56:15.039 --> 00:56:16.400
remind the customer of that end state,
00:56:16.661 --> 00:56:16.780
hey,
00:56:16.800 --> 00:56:17.702
think about how nice it is when you
00:56:17.722 --> 00:56:18.623
can park your car in here.
00:56:18.983 --> 00:56:19.143
Hey,
00:56:19.202 --> 00:56:21.485
is it going to be great when your kid
00:56:21.505 --> 00:56:22.385
from college moves back
00:56:22.425 --> 00:56:23.646
home and has a room ready
00:56:23.666 --> 00:56:24.327
to go because you've been
00:56:24.347 --> 00:56:25.867
just putting boxes in there
00:56:25.907 --> 00:56:26.469
for two years?
00:56:27.068 --> 00:56:28.269
Exactly.
00:56:28.329 --> 00:56:30.150
Then the transaction happens
00:56:30.391 --> 00:56:31.733
because it's not about the transaction.
00:56:31.753 --> 00:56:32.172
Exactly.
00:56:32.512 --> 00:56:34.572
It's about the solution.
00:56:34.592 --> 00:56:36.414
And like I tell people all the time,
00:56:36.753 --> 00:56:38.375
and I remind this to our operations guy,
00:56:38.594 --> 00:56:40.315
they called us, right?
00:56:40.376 --> 00:56:41.177
They called us because they
00:56:41.197 --> 00:56:42.677
had a problem and we have a solution.
00:56:43.237 --> 00:56:44.838
There is a dollar amount and
00:56:44.878 --> 00:56:45.958
a time amount at the end of
00:56:45.978 --> 00:56:47.380
the day that solves those two things.
00:56:47.719 --> 00:56:49.021
And yet we got to get there.
00:56:49.201 --> 00:56:50.862
How do we get there together?
00:56:51.722 --> 00:56:52.342
So I love that.
00:56:52.382 --> 00:56:52.862
I love that.
00:56:52.922 --> 00:56:54.023
And they forget.
00:56:54.123 --> 00:56:55.224
Once you tell them that dollar amount,
00:56:55.543 --> 00:56:56.465
sometimes they forget that.
00:56:56.664 --> 00:56:57.666
They forget why they called you.
00:56:58.025 --> 00:56:59.407
It's up to you to remind them.
00:57:00.047 --> 00:57:00.206
Yeah.
00:57:00.896 --> 00:57:01.416
A hundred percent.
00:57:01.996 --> 00:57:03.297
And again, it's about the end state.
00:57:03.336 --> 00:57:03.476
Hey,
00:57:03.496 --> 00:57:04.518
isn't it going to be great when your
00:57:04.557 --> 00:57:05.918
wife can park her car, right?
00:57:07.179 --> 00:57:07.378
Bingo.
00:57:07.398 --> 00:57:08.440
The number becomes obsolete.
00:57:09.000 --> 00:57:09.320
All right.
00:57:09.800 --> 00:57:11.201
And Kevin, been a pleasure.
00:57:11.221 --> 00:57:11.581
Actually,
00:57:11.900 --> 00:57:13.021
time went by really quick because
00:57:13.041 --> 00:57:13.842
we just got a casual
00:57:13.882 --> 00:57:14.702
conversation here today.
00:57:15.163 --> 00:57:16.704
What's been your top
00:57:16.724 --> 00:57:17.744
takeaway from today or
00:57:17.804 --> 00:57:18.965
something you want the audience to know?
00:57:20.885 --> 00:57:22.706
My top takeaway is, you know,
00:57:24.608 --> 00:57:25.148
if you're going to be on
00:57:25.190 --> 00:57:26.971
those Facebook groups, you know,
00:57:27.050 --> 00:57:28.931
be hungry, learn something, you know,
00:57:28.992 --> 00:57:30.012
not everybody knows.
00:57:30.032 --> 00:57:31.413
I'm not, I don't know everything.
00:57:31.512 --> 00:57:32.574
Andy doesn't know everything.
00:57:33.114 --> 00:57:33.434
You know,
00:57:33.653 --> 00:57:35.175
Andrew Barton doesn't know everything.
00:57:35.315 --> 00:57:37.175
Russ Berry doesn't know everything.
00:57:37.376 --> 00:57:39.057
We're just, we're just name dropping folks,
00:57:39.137 --> 00:57:39.697
but it's true.
00:57:39.717 --> 00:57:40.838
Those are my guys.
00:57:41.358 --> 00:57:41.739
You know,
00:57:41.898 --> 00:57:43.400
Justin Waltz doesn't know everything.
00:57:43.480 --> 00:57:45.001
They're always learning too.
00:57:45.260 --> 00:57:45.581
You know,
00:57:46.021 --> 00:57:48.342
you're continuously learning and
00:57:48.463 --> 00:57:51.324
growing themselves that way, you know,
00:57:51.445 --> 00:57:52.485
but take what you learn,
00:57:52.505 --> 00:57:53.445
develop yourself,
00:57:54.362 --> 00:57:55.844
And then develop your team.
00:57:55.903 --> 00:57:56.985
If you're going to have a team,
00:57:57.585 --> 00:57:58.547
develop them.
00:57:58.726 --> 00:57:59.788
Don't just treat them as
00:57:59.887 --> 00:58:00.869
workers and helpers.
00:58:01.789 --> 00:58:03.291
Actually develop them.
00:58:04.231 --> 00:58:05.373
Give them value.
00:58:07.974 --> 00:58:09.856
One thing that, to me,
00:58:10.177 --> 00:58:13.099
I'm not into this to be successful,
00:58:14.161 --> 00:58:14.561
straight up.
00:58:15.181 --> 00:58:16.543
I'm in this to be significant.
00:58:17.518 --> 00:58:18.398
And that's why I like to
00:58:18.438 --> 00:58:20.739
help these guys on these Facebook groups.
00:58:21.099 --> 00:58:22.280
I like being on these podcasts.
00:58:22.320 --> 00:58:24.181
I like to give my advice
00:58:24.442 --> 00:58:26.023
because I want to be significant.
00:58:26.043 --> 00:58:27.664
I want to have value to other people.
00:58:28.405 --> 00:58:29.724
Until I grow my business to
00:58:29.885 --> 00:58:31.586
get my own team that I can
00:58:31.646 --> 00:58:33.047
lead and I can help develop,
00:58:33.527 --> 00:58:34.748
I'm going to be that for you guys.
00:58:35.489 --> 00:58:37.030
And I want to be that for everybody.
00:58:37.070 --> 00:58:37.630
But guess what?
00:58:37.710 --> 00:58:38.670
I don't know everything either.
00:58:39.050 --> 00:58:39.952
I'm still learning and I
00:58:39.972 --> 00:58:41.192
learn from you guys as well.
00:58:41.552 --> 00:58:42.572
But if you're going to be on
00:58:42.592 --> 00:58:43.193
this Facebook group,
00:58:43.213 --> 00:58:44.213
don't get on there to troll
00:58:44.253 --> 00:58:45.355
and piss on everybody else.
00:58:45.885 --> 00:58:48.766
don't let your ego be the enemy, you know,
00:58:49.106 --> 00:58:50.865
actually learn something, be hungry.
00:58:50.925 --> 00:58:52.005
Cause everybody here,
00:58:52.405 --> 00:58:53.086
you can learn something.
00:58:53.106 --> 00:58:53.867
You can learn something from
00:58:53.907 --> 00:58:54.666
the guy that's been doing
00:58:54.706 --> 00:58:55.527
it for two months or the
00:58:55.567 --> 00:58:56.367
guy that's been there doing
00:58:56.407 --> 00:58:57.726
it for 15 years.
00:58:58.327 --> 00:58:59.987
But you know, everybody's doing something,
00:59:00.007 --> 00:59:01.987
you know, that got PJ Hickerman.
00:59:02.128 --> 00:59:03.588
I learned from him every single day.
00:59:04.028 --> 00:59:06.748
He's killing it on social media, you know,
00:59:06.768 --> 00:59:08.829
that marketing and I'm learning from him.
00:59:08.909 --> 00:59:10.710
I'm talking to him on a regular basis.
00:59:10.750 --> 00:59:12.331
You know, he helps me out.
00:59:12.391 --> 00:59:13.130
I help him out.
00:59:13.170 --> 00:59:14.291
We just, you know,
00:59:14.992 --> 00:59:17.653
You can learn from everybody out there.
00:59:17.673 --> 00:59:20.835
So just keep learning, guys.
00:59:21.416 --> 00:59:22.356
No, I appreciate that.
00:59:22.456 --> 00:59:24.478
And that's a great reminder.
00:59:26.278 --> 00:59:26.579
For me,
00:59:26.619 --> 00:59:28.000
my top takeaway today with you is
00:59:28.521 --> 00:59:29.320
there's nothing earth
00:59:29.340 --> 00:59:30.362
shattering you said today.
00:59:30.981 --> 00:59:32.402
And that's the key, right?
00:59:32.483 --> 00:59:34.204
Junk removal and business ownership,
00:59:34.563 --> 00:59:35.085
it's a journey.
00:59:35.989 --> 00:59:37.291
You got to be competent and
00:59:37.311 --> 00:59:39.193
you got to be confident and
00:59:39.213 --> 00:59:40.193
you got to be consistent.
00:59:40.253 --> 00:59:40.373
Right.
00:59:40.414 --> 00:59:41.114
There's three C's.
00:59:41.155 --> 00:59:41.315
Right.
00:59:41.355 --> 00:59:41.755
Competent,
00:59:42.396 --> 00:59:44.036
confident and consistent because
00:59:44.056 --> 00:59:45.699
that will win out over time.
00:59:45.878 --> 00:59:46.059
Right.
00:59:46.800 --> 00:59:49.001
Versus, you know, the get rich quicker,
00:59:49.382 --> 00:59:49.621
you know,
00:59:50.163 --> 00:59:51.184
make ten thousand dollars a day
00:59:51.244 --> 00:59:51.623
right away.
00:59:51.643 --> 00:59:51.684
No,
00:59:51.923 --> 00:59:54.347
it's like you got to you got to slow
00:59:54.387 --> 00:59:55.407
and steady is going to win the race.
00:59:55.568 --> 00:59:56.208
And you got to look at the
00:59:56.268 --> 00:59:57.349
long term big picture,
00:59:57.730 --> 00:59:58.570
not the how do I make a
00:59:58.630 --> 00:59:59.911
quick transactional check today?
01:00:00.532 --> 01:00:01.873
So that's been my top takeaway.
01:00:02.813 --> 01:00:03.673
I appreciate it, Kevin.
01:00:03.773 --> 01:00:04.855
It's been a while here.
01:00:05.195 --> 01:00:06.655
I've been wanting to get you on the show.
01:00:06.695 --> 01:00:07.836
We're finally able to link up.
01:00:08.597 --> 01:00:09.237
And I have an ask.
01:00:09.318 --> 01:00:13.460
Where are you at in your cancer?
01:00:13.621 --> 01:00:15.322
Where are you at in your health cycle?
01:00:15.342 --> 01:00:16.822
I feel like I'd be remiss if I didn't ask.
01:00:18.684 --> 01:00:19.003
You know,
01:00:19.184 --> 01:00:21.045
I'm actually working on getting
01:00:21.085 --> 01:00:22.065
some more checkups right now.
01:00:22.146 --> 01:00:24.108
I had to switch insurances,
01:00:24.148 --> 01:00:24.987
so I had to get it, you know,
01:00:25.027 --> 01:00:26.208
trying to find a new oncologist.
01:00:26.248 --> 01:00:27.989
But as of right now, you know,
01:00:28.210 --> 01:00:28.690
I'm healthy.
01:00:29.277 --> 01:00:31.297
you know, missing some organs, but,
01:00:31.478 --> 01:00:33.478
you know, still alive and kicking,
01:00:33.679 --> 01:00:36.518
you know, out there, you know,
01:00:36.998 --> 01:00:38.760
doing what I got to do to make a living.
01:00:38.840 --> 01:00:41.900
So, you know, I don't let anything like,
01:00:42.079 --> 01:00:43.521
you know, cancer stand in my way,
01:00:43.780 --> 01:00:45.880
you know, but as long as I can, you know,
01:00:45.920 --> 01:00:47.701
be significant to others and have value,
01:00:48.300 --> 01:00:50.302
you know, and share my story, you know,
01:00:50.382 --> 01:00:52.202
inspire others that have
01:00:52.242 --> 01:00:53.161
gone through the same thing
01:00:53.222 --> 01:00:55.123
or same struggles or other struggles,
01:00:55.163 --> 01:00:56.242
then hell yeah,
01:00:56.282 --> 01:00:57.182
I'm doing something right.
01:00:58.112 --> 01:00:59.552
I think we just got our episode title.
01:00:59.592 --> 01:00:59.932
Don't let,
01:01:00.112 --> 01:01:01.432
I don't let cancer stand my way.
01:01:01.813 --> 01:01:02.572
And that's the truth, right?
01:01:02.612 --> 01:01:04.373
Whatever, whatever excuse you have,
01:01:05.094 --> 01:01:07.014
Kevin just disqualified it, right?
01:01:07.054 --> 01:01:07.835
Because he's not letting
01:01:07.875 --> 01:01:09.675
something like cancer stand
01:01:09.715 --> 01:01:11.576
in his way and becoming an entrepreneur,
01:01:12.496 --> 01:01:13.496
speaking on the big stage
01:01:13.536 --> 01:01:14.376
and now writing a book.
01:01:14.416 --> 01:01:14.677
Kevin,
01:01:15.137 --> 01:01:16.036
any idea when your books will be
01:01:16.056 --> 01:01:16.396
coming out?
01:01:18.097 --> 01:01:21.458
Five minutes before you, I jumped on here.
01:01:21.478 --> 01:01:22.739
I just got a, you know,
01:01:22.759 --> 01:01:25.438
I have a guy on Fiverr just
01:01:25.800 --> 01:01:27.119
designed a cover for me.
01:01:27.179 --> 01:01:27.340
So,
01:01:28.052 --> 01:01:28.331
you know,
01:01:28.371 --> 01:01:29.672
hopefully in the next couple of weeks,
01:01:30.092 --> 01:01:30.913
it's going to be ready to go.
01:01:31.014 --> 01:01:31.233
Awesome.
01:01:31.833 --> 01:01:32.733
All right.
01:01:32.753 --> 01:01:33.735
Well, we're looking forward to it.
01:01:33.755 --> 01:01:34.454
When it does come out,
01:01:34.494 --> 01:01:35.675
we will put it into the
01:01:35.795 --> 01:01:37.036
Facebook VIP group because
01:01:37.056 --> 01:01:38.416
we want to support, um,
01:01:38.697 --> 01:01:40.617
fellow authors and fellow junk rule, uh,
01:01:40.757 --> 01:01:41.139
companies.
01:01:41.199 --> 01:01:42.599
And Kevin, I do appreciate your time.
01:01:42.778 --> 01:01:44.079
Stick around for a second after the show,
01:01:44.099 --> 01:01:45.501
just so we get your link uploaded.
01:01:45.960 --> 01:01:47.161
Coming up next two weeks,
01:01:47.181 --> 01:01:48.442
I'm going to be taking off.
01:01:49.003 --> 01:01:50.603
Uh, I have some obligations,
01:01:50.963 --> 01:01:52.184
so I'm gonna be out the next two weeks.
01:01:52.224 --> 01:01:53.905
So I will be back, uh,
01:01:54.085 --> 01:01:55.925
on the air early August, August 5th,
01:01:55.985 --> 01:01:57.186
I believe it is the first, uh,
01:01:58.306 --> 01:01:59.086
Monday in August.
01:01:59.106 --> 01:02:01.027
We got guests lined up for most of August,
01:02:01.047 --> 01:02:02.288
three guests in a row in August.
01:02:02.648 --> 01:02:03.327
And then we're booking out
01:02:03.367 --> 01:02:05.188
good guests in August and
01:02:05.809 --> 01:02:07.028
later in August and September.
01:02:07.469 --> 01:02:08.228
So if you want to be a guest
01:02:08.289 --> 01:02:09.389
on the show or you know
01:02:09.429 --> 01:02:10.369
someone that would be a
01:02:10.409 --> 01:02:11.210
great guest on the show,
01:02:11.289 --> 01:02:12.849
please let us know at Trash
01:02:12.889 --> 01:02:15.471
Talk Business Podcast dot com.
01:02:15.931 --> 01:02:17.331
On behalf of Taylor, our producer,
01:02:17.451 --> 01:02:17.990
Kevin Hess,
01:02:18.170 --> 01:02:20.351
our interviewee today and the
01:02:20.391 --> 01:02:21.751
great Kevin Hess joining us
01:02:21.811 --> 01:02:22.431
on the podcast.
01:02:22.612 --> 01:02:23.833
My name is Andy Wines and we
01:02:23.873 --> 01:02:25.152
will see you next week.
01:02:29.260 --> 01:02:30.001
Thanks for listening.
01:02:30.481 --> 01:02:32.023
Tap subscribe or follow to
01:02:32.043 --> 01:02:33.144
get the latest episode.
01:02:33.465 --> 01:02:34.927
And if you enjoyed this episode,
01:02:35.086 --> 01:02:35.867
be sure to leave us a
01:02:35.927 --> 01:02:37.588
review and tell a friend to listen.
01:02:38.070 --> 01:02:40.371
To learn more, visit Trash Talk Business