Ep. 118 - From Accountant to Demolition Business Owner with Jack Lauber

WEBVTT

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Here we go.

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Episode 118 of the Trash

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Talk Business Podcast,

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your weekly live dose of

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all things junk removal.

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We are here to grow, scale,

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and build your junk removal dreams.

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So whether or not you're into junk removal,

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you're doing it as a side hustle,

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you've thought about it for years,

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you've been doing it for 20 years,

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this is the place where we

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come to share knowledge and

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expertise to make this

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industry that much better.

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I'm your host, Andy Wines,

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and today I'm joined by Jack Lauber.

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It's like slobber without

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the S. And as you know,

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that is the extent of the

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research I've done with Jack.

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So Jack,

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tell me why you're here and what

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we're going to talk about today.

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Yeah,

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so I ran across your podcast on Spotify.

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I've listened to a few episodes now.

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I've been wanting to get myself out there.

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You know,

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getting myself in more

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uncomfortable situations,

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and one of them is

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being on podcasts for me.

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So I wanted to get myself

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out there a little bit more,

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contribute more to my social media,

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which is why I'm here personally,

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why I'm here.

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And then the other reason, obviously,

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why I'm on a trash talk

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podcast is I own a junk

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removal and demolition

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business here in Sanford.

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I've already been doing it

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since the beginning of 2023.

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Started basically January 1st, 2023.

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It's supposed to be a side hustle.

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It is not a side hustle anymore.

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We are full, full blown into it.

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Sweating, bleeding,

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getting skinny every day.

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I like it.

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All right.

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So the question I always love to ask,

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why junk removal?

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Why did you get into this industry?

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Yeah.

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So my path was, I think,

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a little bit different than most people.

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So before I was in junk removal,

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I worked for a real estate

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investor who flipped houses,

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wholesale houses, had rental properties,

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did all that stuff.

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I learned how to do that from him.

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I spent two years working for him.

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And then I spent a year out

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doing it on my own.

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Bought several rental

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property flips in that first year.

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That was 2022.

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At the end of 2022,

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I really had that business

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built up to where I had

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about 30 single family rentals.

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I had done about four flips,

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was working on my fifth at the time.

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But I had it systemized really well,

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had the operation run really well.

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And I wasn't spending a ton

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of time actually working.

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You know,

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I was basically kind of I kind of

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tell people I was kind of

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like appointments.

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It's like, okay, the contractor goes.

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Now the property manager goes.

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Now the banker needs to refinance.

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And, you know, my time was my own.

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And I'm a busy bee.

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I'm a go-getter.

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And I wanted to start a side hustle.

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That was my goal for 2023.

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I was sitting down having a

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beer with a buddy of mine.

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I said, hey,

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I think I'm thinking about

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starting a side hustle.

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I'm thinking about junk removal.

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I'm seeing it in all these

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houses that I'm doing.

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And, in fact, thinking about, like,

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a junk removal demolition hybrid.

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I was like,

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let's target investors and go

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in and do their junk.

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We will do their demo,

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leave it really clean.

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We can go in, kind of look at the property,

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look at the project through their lens,

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because I'm already doing

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this and help them get there faster.

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I don't think, you know,

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I was very well connected to that space.

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I was like,

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I don't think we're going to

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have much of an issue.

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And he was a little hesitant.

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I remember he went,

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he went to the bathroom and

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I called the contractor I

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was using at that time.

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I said, Hey,

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if you had to pinpoint an expense,

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or the largest expense,

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or the most consistent

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expense that you see on every job,

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what would it be?

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And he said, by far, cleanouts.

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Cleanouts and construction debris removal.

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And I said, okay.

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I said,

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if I started a construction cleanup

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before I really knew what

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junk removal was, it's like,

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if I started a junk removal business,

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could I bid on your jobs?

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And he said, absolutely.

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That was Thursday at 2 o'clock.

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Andy, by Monday the next morning,

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had $4,500 in work lined up.

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And we just hit the ground running.

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Yeah,

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just him and I with my truck and

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trailer for four months.

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And then we eventually

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bought an Isuzu NPR with a big,

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nice 20-yard dump on the back.

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And now we've built it up to

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where we've got a team of

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four guys and we're running three trucks.

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I like it.

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And are you doing primarily

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flip work still or are you

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doing a little of everything?

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Yeah,

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so I'd say if we had a customer

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concentration,

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I would put it in two categories.

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One, real estate investors.

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And that real estate investor is going to

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It's going to encompass flippers.

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It's going to encompass

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people that own rentals.

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It's going to encompass property managers.

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And then the second biggest

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one for us is high-end remodelers.

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We actually do quite a bit of demo work.

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So I go after the,

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I kind of go after the

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high-end remodeler.

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I have a very specific

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remodeler that I target,

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interior remodel that does

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about three to five

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projects at a time because

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they're at that size,

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They're large enough to

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where they can't do the work themselves,

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but they're still small

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enough where they're not

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dealing with a crew.

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So they're subcontracting

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just about everything.

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So I target those and we go and say,

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you know, yesterday we finished a,

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or I'm sorry, today's Monday, Friday,

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we finished a, you know, big,

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it was like a $5,500 kitchen and,

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you know, lower level demo.

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We removed all the flooring,

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gutted everything down.

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We're getting to the point

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where we're pretty

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efficient at those and

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making some money on them.

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Are you still out there in

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the field banging jobs every day?

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No, no.

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So I was.

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When we first started in 2023,

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I was in the field for about four months.

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And then summer came around,

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and we were able to hire college help.

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I still ran the demo jobs at that time.

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But at that time,

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we were doing maybe one to

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two demo jobs every three weeks, I'd say.

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By the end of that summer,

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we thought we had a

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contingency plan in place

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to have our – as our

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employees went back to college,

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we thought we had a plan in place.

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The guy started, he lasted a week.

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It was too difficult for him.

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So we were back in the field

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for a little bit,

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but since then we've got a

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really good team.

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Other than when we're really

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busy doing five to ten demo jobs a week,

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I would say I'm in the

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field two or three times a month.

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So what is your mix between,

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if you can break it down in

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three categories,

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residential junk removal,

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commercial junk removal,

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and commercial demo?

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What percentage of your

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business in each bucket?

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Yeah, good question.

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So I would say residential

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junk removal is probably

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about 10% to 15% of our business.

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I would say that commercial

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junk removal is going to be

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about maybe the other 35% to 40%.

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And then I'd say demo is

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probably about half of our business.

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which is totally turned on

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its head since a year ago.

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A year ago,

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we were probably 80% junk

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removal between commercial

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and residential leads and about 20% demo.

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What I've liked and what

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I've found about demo is

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the logistics of it are just easier.

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A lot of the projects we do,

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the houses are on lockbox,

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so we can go and we don't

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have to meet anybody there.

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We don't have to worry about

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a client being late.

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It's easier logistically for

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me to tell my guys, Hey, we're going to,

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we're just coming to this house today.

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It's not Tuesday at 10 and

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you're meeting Sally at 1130 and Hey,

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you need to bid the job.

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It's bring the tools.

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Do you do your work?

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Go home at three 30 or four.

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Yeah.

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I mean, you're running it.

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You're running a much more

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traditional home services

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contractor business,

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less of a waste industry

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logistics business.

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You know,

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that's what I talk about when it

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comes to our industry, junk removal.

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We really have three different sectors,

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right?

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We have the waste industry,

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we have traditional home services,

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and then we have logistics, right?

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Those are the three areas we

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kind of dabble in,

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and every business leans.

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Like, I lean heavy on logistics.

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Yeah.

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because of our recycling

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facility and our box trucks

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and everything else.

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And I started same with you.

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I started, um,

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do a lot of demos and control, uh,

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construction debris cleanup because, um,

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I knew my father,

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he's a remodeler and we did

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some jobs for him and people he knew.

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And, um,

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we grew up that part of our

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business really big.

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Um, and we've remodeling as,

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as an ebb and flowed for us right now,

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it's slow because the economy is slow.

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The first thing that our GCs cut is demo.

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They'll have their carpenters do it.

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Right.

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You know, or, you know,

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they'll self-perform because, you know,

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like you said,

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they have three or five

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projects going on and one's awesome.

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They have one or two or two or three,

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then their carpenters are

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always looking for more work.

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Exactly.

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Yep.

00:08:35.138 --> 00:08:36.118
So that's the fickleness.

00:08:36.398 --> 00:08:37.599
And real quick, where are you located?

00:08:37.639 --> 00:08:38.519
I think you said Missouri or

00:08:38.538 --> 00:08:38.918
where are you at?

00:08:39.298 --> 00:08:39.860
Yeah, I'm in St.

00:08:39.879 --> 00:08:40.039
Louis.

00:08:40.059 --> 00:08:40.200
St.

00:08:40.240 --> 00:08:40.639
Louis, Missouri.

00:08:40.659 --> 00:08:40.879
Okay, St.

00:08:40.919 --> 00:08:41.039
Louis.

00:08:41.080 --> 00:08:41.919
Okay, got it.

00:08:42.900 --> 00:08:43.181
Yeah.

00:08:43.561 --> 00:08:44.980
So yeah, I totally agree with you there.

00:08:45.000 --> 00:08:46.341
And it's why it's, you know,

00:08:47.101 --> 00:08:48.722
extremely specific on the

00:08:48.802 --> 00:08:49.883
contractors that we target.

00:08:50.589 --> 00:08:52.429
You know, they're bringing us,

00:08:52.811 --> 00:08:54.292
I kind of quantify it into three buckets.

00:08:54.312 --> 00:08:54.711
The clients,

00:08:54.751 --> 00:08:55.812
our clients into three buckets

00:08:55.852 --> 00:08:56.953
and I base it by revenue.

00:08:57.014 --> 00:08:58.455
It's like our $30,000 a year

00:08:58.495 --> 00:09:00.176
client or $60,000 a year client.

00:09:00.456 --> 00:09:02.138
And they're like $100,000 a year client.

00:09:02.477 --> 00:09:04.860
Those $30,000 a year clients, you know,

00:09:04.879 --> 00:09:06.260
they'll give us one to two

00:09:06.441 --> 00:09:08.702
decent size jobs for months, you know,

00:09:08.702 --> 00:09:10.784
$1,200 to $2,500 job a month.

00:09:11.125 --> 00:09:15.587
And for us, especially, you know, it's,

00:09:15.628 --> 00:09:17.188
you know, the more you do it,

00:09:17.210 --> 00:09:18.409
the faster you get.

00:09:18.831 --> 00:09:19.812
When we started demoing

00:09:20.865 --> 00:09:22.245
You know, like we'll say master bath,

00:09:22.285 --> 00:09:23.926
like a shower and a jacuzzi

00:09:23.946 --> 00:09:24.667
tub and all that stuff.

00:09:24.687 --> 00:09:25.626
It'd take us two days.

00:09:26.267 --> 00:09:26.467
You know,

00:09:26.488 --> 00:09:27.668
now we're down to like six to

00:09:27.707 --> 00:09:29.389
seven hours to get it done.

00:09:29.948 --> 00:09:31.009
And our labor cost hasn't

00:09:31.049 --> 00:09:33.431
jumped up hardly anything at all.

00:09:33.931 --> 00:09:35.030
And you said we, do you,

00:09:35.052 --> 00:09:35.692
you said you had a,

00:09:35.971 --> 00:09:36.912
is the business partner you

00:09:36.932 --> 00:09:40.014
have the same guy that was

00:09:40.053 --> 00:09:40.953
flipping the house or was

00:09:41.014 --> 00:09:42.355
doing property management

00:09:42.375 --> 00:09:42.914
with you before?

00:09:42.934 --> 00:09:42.975
No.

00:09:44.015 --> 00:09:44.916
So my business partner was

00:09:45.216 --> 00:09:45.836
having the beer with.

00:09:46.677 --> 00:09:47.017
Oh, got it.

00:09:47.096 --> 00:09:47.996
All right.

00:09:48.136 --> 00:09:48.937
What was his background?

00:09:50.212 --> 00:09:51.134
He was actually an account

00:09:51.193 --> 00:09:55.859
manager for a food distribution business.

00:09:56.719 --> 00:09:57.639
Seems like a logical path.

00:09:57.961 --> 00:09:58.660
So he jumped in.

00:09:58.721 --> 00:09:59.481
So it was you and him on a

00:09:59.522 --> 00:10:00.903
truck day one and just said, fuck it,

00:10:00.923 --> 00:10:01.264
let's go.

00:10:02.163 --> 00:10:02.684
Absolutely.

00:10:03.205 --> 00:10:05.427
And I was actually an accountant.

00:10:05.466 --> 00:10:06.969
I was an accountant before real estate,

00:10:07.048 --> 00:10:07.950
before flipping houses.

00:10:08.389 --> 00:10:10.192
So no logical path at all.

00:10:11.192 --> 00:10:12.373
No, I mean, that's the thing.

00:10:12.413 --> 00:10:13.293
I grew up in the industry.

00:10:13.352 --> 00:10:13.952
I know people that are

00:10:13.993 --> 00:10:15.214
military that jumped into it.

00:10:15.234 --> 00:10:17.434
I know people that, hell, the one guy,

00:10:17.475 --> 00:10:18.456
he started a trash removal

00:10:18.475 --> 00:10:21.197
business because he gave $5

00:10:21.197 --> 00:10:22.278
to a guy for picking up the trash.

00:10:22.317 --> 00:10:23.258
He's like, you pay him $5,

00:10:23.258 --> 00:10:24.519
like $20 a month?

00:10:24.538 --> 00:10:24.918
He's like, yeah.

00:10:24.938 --> 00:10:26.360
He's like, fuck, I'd do it for $5.

00:10:26.820 --> 00:10:28.600
His entire business started

00:10:28.660 --> 00:10:30.822
by giving a guy $20 a month

00:10:30.861 --> 00:10:31.601
to pick up trash.

00:10:31.682 --> 00:10:31.741
Wow.

00:10:33.383 --> 00:10:34.903
I remember he had orange cans.

00:10:34.943 --> 00:10:35.504
I can't remember his name.

00:10:35.524 --> 00:10:36.586
Maybe Taylor remembers his name.

00:10:37.105 --> 00:10:39.668
Taylor's my back brain inventory.

00:10:39.888 --> 00:10:41.208
He was probably on six months ago.

00:10:41.229 --> 00:10:42.490
I remember he was in Michigan.

00:10:43.110 --> 00:10:43.671
Cool dude.

00:10:46.232 --> 00:10:46.774
Fuck, Taylor.

00:10:46.833 --> 00:10:47.333
Hold on.

00:10:47.354 --> 00:10:49.235
Taylor just hit something in private chat.

00:10:49.535 --> 00:10:50.135
I'll track it down.

00:10:50.155 --> 00:10:50.797
He said, all right.

00:10:51.017 --> 00:10:51.937
Taylor's pretty good for it.

00:10:52.918 --> 00:10:55.460
He knows what he's doing.

00:10:55.480 --> 00:10:57.442
Yeah, that's why I have a producer.

00:10:57.562 --> 00:10:58.182
Someone else can be the

00:10:58.243 --> 00:10:59.222
brains of the operation.

00:10:59.383 --> 00:11:00.144
That's why I get to sit here

00:11:00.163 --> 00:11:01.004
and bullshit for an hour.

00:11:01.653 --> 00:11:03.134
Yeah, it was.

00:11:03.153 --> 00:11:04.195
You know,

00:11:04.235 --> 00:11:05.034
that's why I asked him if you

00:11:05.054 --> 00:11:05.556
were in the field.

00:11:06.336 --> 00:11:08.317
For me, I know where I do my best work.

00:11:08.376 --> 00:11:09.158
It's like, hey, Andy,

00:11:09.177 --> 00:11:09.999
show up and do the thing.

00:11:10.038 --> 00:11:11.359
Whatever the thing is you need me to do,

00:11:11.399 --> 00:11:14.522
like, see ball, hit ball, I'm that guy.

00:11:14.542 --> 00:11:17.023
When my brother and I first started it,

00:11:17.563 --> 00:11:19.825
I ran demo crews for my dad's company.

00:11:19.845 --> 00:11:20.625
He was a remodeler.

00:11:21.285 --> 00:11:22.307
And I understood demo and I

00:11:22.346 --> 00:11:23.028
was decent at it.

00:11:23.048 --> 00:11:24.308
I never was in love with it.

00:11:24.568 --> 00:11:25.850
And my brother really loved it.

00:11:25.889 --> 00:11:26.691
He was really good at it.

00:11:27.291 --> 00:11:29.011
And so really from day one,

00:11:29.092 --> 00:11:30.192
doing the tactical junk

00:11:30.232 --> 00:11:33.096
removal was never a priority for me.

00:11:33.676 --> 00:11:35.658
And I've done hundreds of jobs,

00:11:35.977 --> 00:11:37.578
thousands of estimates, you know,

00:11:37.679 --> 00:11:38.419
through the last eight

00:11:38.440 --> 00:11:39.260
years doing it full time.

00:11:39.541 --> 00:11:40.822
First six years, seven years,

00:11:40.861 --> 00:11:42.202
it was me and my brother.

00:11:42.423 --> 00:11:43.124
That was our side hustle.

00:11:43.144 --> 00:11:43.965
We did the side hustle for

00:11:44.144 --> 00:11:45.725
seven years because I was

00:11:45.765 --> 00:11:46.246
going to college.

00:11:46.267 --> 00:11:48.629
I had all these excuses for

00:11:48.688 --> 00:11:49.750
not getting into it.

00:11:50.529 --> 00:11:52.010
um business ownership it

00:11:52.051 --> 00:11:54.293
wasn't a priority alex cole

00:11:54.312 --> 00:11:55.913
there it is alex cole shout

00:11:55.974 --> 00:11:57.315
out alex cole a1 waste

00:11:57.375 --> 00:11:58.956
removal out there somewhere

00:11:58.995 --> 00:12:01.238
in bfe michigan there we go

00:12:01.278 --> 00:12:02.759
he said he started because

00:12:02.798 --> 00:12:03.679
he was paying somebody 20

00:12:03.679 --> 00:12:05.020
bucks a month yeah I want

00:12:05.041 --> 00:12:06.221
to see he was like he was

00:12:06.241 --> 00:12:06.961
like a mechanic or

00:12:07.001 --> 00:12:08.643
something and his boss was

00:12:08.663 --> 00:12:10.024
like hey give this 20 bill

00:12:10.043 --> 00:12:10.884
to the garbage guy he's

00:12:10.904 --> 00:12:11.445
like what do you mean he's

00:12:11.485 --> 00:12:12.686
like oh yeah it's five

00:12:12.706 --> 00:12:13.506
hours a week for him to

00:12:13.547 --> 00:12:14.427
come pick up our trash

00:12:15.325 --> 00:12:16.365
He's like, shit, for five hours,

00:12:16.426 --> 00:12:17.145
I'll take your trash.

00:12:18.727 --> 00:12:22.831
That was the epiphany of him

00:12:22.870 --> 00:12:23.471
starting his business.

00:12:23.792 --> 00:12:24.772
He's like, shit.

00:12:25.113 --> 00:12:27.815
He's like, if I can get 100 customers,

00:12:27.875 --> 00:12:28.995
it's $2,000 a month.

00:12:29.375 --> 00:12:31.677
Fuck it, I'm going to do that.

00:12:31.717 --> 00:12:32.018
That was it.

00:12:32.278 --> 00:12:33.239
That was the extent of

00:12:33.278 --> 00:12:34.759
his... I can't remember

00:12:34.779 --> 00:12:36.601
what his customer count was, like 8,

00:12:36.601 --> 00:12:37.682
900 and still growing.

00:12:38.322 --> 00:12:39.063
He started with a pickup

00:12:39.104 --> 00:12:39.923
truck and then upgraded to

00:12:39.943 --> 00:12:40.684
a little dump truck,

00:12:40.764 --> 00:12:41.745
upgraded to a full trash

00:12:41.785 --> 00:12:42.285
truck and like...

00:12:44.607 --> 00:12:45.749
i want to say there was a

00:12:45.808 --> 00:12:46.649
funny story with him like

00:12:46.668 --> 00:12:48.890
he traded he traded a truck

00:12:48.910 --> 00:12:50.150
I think he traded a truck

00:12:50.171 --> 00:12:51.831
for like a hundred new

00:12:51.851 --> 00:12:53.273
garbage cans it's like

00:12:53.293 --> 00:12:53.933
that's what he had to do at

00:12:53.974 --> 00:12:55.274
the time you know like in

00:12:55.313 --> 00:12:56.075
order to scan those so he

00:12:56.095 --> 00:12:56.955
like sell his original

00:12:57.014 --> 00:12:58.735
truck like two grand to get

00:12:58.755 --> 00:13:00.057
by a bunch of yeah usually

00:13:00.096 --> 00:13:00.717
that was a good episode he

00:13:00.738 --> 00:13:02.859
was a good dude we use

00:13:02.918 --> 00:13:04.740
those too man those those

00:13:05.200 --> 00:13:06.400
heavy duty plastic garbage

00:13:06.421 --> 00:13:08.182
cans man they are they're expensive

00:13:08.792 --> 00:13:09.152
Oh, yeah, yeah.

00:13:09.471 --> 00:13:09.711
Oh, yeah.

00:13:09.892 --> 00:13:10.052
Yeah,

00:13:10.072 --> 00:13:12.092
my warehouse is full of cans I pulled

00:13:12.133 --> 00:13:13.133
off jobs because every

00:13:13.552 --> 00:13:14.153
house you clean out,

00:13:14.173 --> 00:13:15.413
you leave with two garbage cans, you know,

00:13:15.433 --> 00:13:16.553
whenever you do a full house clean out.

00:13:16.594 --> 00:13:17.693
Like, yeah,

00:13:18.114 --> 00:13:19.894
I refuse to buy equipment when it's like,

00:13:20.794 --> 00:13:21.014
you know,

00:13:21.034 --> 00:13:22.534
we come across this stuff all the time.

00:13:22.554 --> 00:13:23.455
Right.

00:13:23.475 --> 00:13:24.355
There we go.

00:13:24.375 --> 00:13:25.916
Taylor said episode 85.

00:13:26.556 --> 00:13:27.296
So it's like 30 episodes.

00:13:27.336 --> 00:13:28.096
There we go.

00:13:28.135 --> 00:13:29.177
Six months, 30 episodes.

00:13:29.197 --> 00:13:29.297
Yeah,

00:13:29.317 --> 00:13:30.277
I know what the fuck I'm talking about.

00:13:30.988 --> 00:13:31.509
There you go.

00:13:31.548 --> 00:13:31.828
Yeah.

00:13:31.869 --> 00:13:32.889
Taylor did verify he sold

00:13:32.950 --> 00:13:33.950
his truck to buy garbage cans.

00:13:33.970 --> 00:13:36.111
See my memory, steel trap, right?

00:13:36.131 --> 00:13:39.514
A lot of, you know, 118 episodes later.

00:13:39.534 --> 00:13:41.936
I remember some things.

00:13:42.177 --> 00:13:43.618
I remember good stories along the way.

00:13:43.638 --> 00:13:44.477
All right.

00:13:44.557 --> 00:13:46.620
Accountant turned it in junk removal.

00:13:46.840 --> 00:13:47.941
So now what's the goal now

00:13:47.980 --> 00:13:49.001
that you've got your feet wet,

00:13:49.022 --> 00:13:50.222
you've been into 18 months.

00:13:51.243 --> 00:13:52.904
You've got a nice blend of business.

00:13:53.004 --> 00:13:54.086
What is, what's next?

00:13:54.186 --> 00:13:55.265
What are you, where are you on track to,

00:13:55.285 --> 00:13:56.407
what are you on track to do?

00:13:57.508 --> 00:13:57.847
Yeah.

00:13:57.908 --> 00:13:58.528
So, you know, I,

00:13:58.967 --> 00:13:59.148
I mean,

00:13:59.347 --> 00:14:00.649
I can sit here and say a revenue goal.

00:14:00.668 --> 00:14:03.312
I think that that's a little cliche,

00:14:03.331 --> 00:14:04.131
honestly.

00:14:04.513 --> 00:14:05.833
What I want to do is I want

00:14:05.854 --> 00:14:06.553
to develop leaders.

00:14:06.573 --> 00:14:08.235
You know,

00:14:08.255 --> 00:14:09.355
I want to develop leaders within

00:14:09.375 --> 00:14:10.236
my business and I want to

00:14:10.256 --> 00:14:11.879
continue to buy or start

00:14:11.938 --> 00:14:13.519
other businesses and continue to grow.

00:14:14.059 --> 00:14:14.380
You know,

00:14:14.941 --> 00:14:16.842
I did the real estate thing for a while,

00:14:16.883 --> 00:14:18.163
still kind of doing it.

00:14:18.903 --> 00:14:20.905
And it's a great wealth building tool,

00:14:20.926 --> 00:14:22.506
but it's a long-term tool.

00:14:24.109 --> 00:14:25.730
After starting this business, you know,

00:14:25.750 --> 00:14:25.830
I've

00:14:27.046 --> 00:14:28.246
I just love building and

00:14:28.287 --> 00:14:29.028
growing a business.

00:14:30.028 --> 00:14:32.370
I love putting out the fires.

00:14:32.951 --> 00:14:34.732
I love dealing with it.

00:14:34.993 --> 00:14:37.075
So I think as I grow or as

00:14:37.414 --> 00:14:38.755
where I want to go is I

00:14:38.796 --> 00:14:39.616
want to develop the people

00:14:39.657 --> 00:14:41.038
around me and see what else we can do.

00:14:42.480 --> 00:14:43.961
Use them selfishly as a way

00:14:44.000 --> 00:14:45.381
to start more businesses so

00:14:45.422 --> 00:14:46.243
I can make more money for

00:14:46.283 --> 00:14:47.823
myself and in turn give

00:14:47.844 --> 00:14:49.885
them opportunities to make more money.

00:14:51.067 --> 00:14:52.548
So your crew is,

00:14:52.628 --> 00:14:53.427
it's you and your business

00:14:53.447 --> 00:14:55.749
partner and four guys,

00:14:55.869 --> 00:14:56.509
or is he one of the four

00:14:56.548 --> 00:14:57.409
guys that's in the field still?

00:14:58.029 --> 00:14:59.450
No, no, he's, he's,

00:14:59.510 --> 00:15:00.130
I would say he's in the

00:15:00.171 --> 00:15:01.071
field more than I am.

00:15:01.551 --> 00:15:04.913
Um, but, uh, no, we have a,

00:15:04.952 --> 00:15:06.393
we have a team leader who

00:15:07.793 --> 00:15:09.073
is really our demolition team leader.

00:15:09.114 --> 00:15:10.615
He runs pretty much all of our demo jobs,

00:15:11.514 --> 00:15:11.575
uh,

00:15:11.654 --> 00:15:12.956
unless they're extremely complicated

00:15:12.995 --> 00:15:13.576
than I run them.

00:15:14.476 --> 00:15:16.837
And we have, you know,

00:15:16.857 --> 00:15:19.359
so industry probably calls them laborers.

00:15:19.438 --> 00:15:20.139
We call them runners.

00:15:21.177 --> 00:15:22.178
Yeah.

00:15:22.239 --> 00:15:24.660
Or running the debris out.

00:15:24.721 --> 00:15:25.381
Humping buckets.

00:15:26.241 --> 00:15:26.883
Bucket humpers.

00:15:27.202 --> 00:15:27.403
Yes.

00:15:27.482 --> 00:15:29.024
Yeah.

00:15:29.085 --> 00:15:31.307
So, yeah, we like to have, you know,

00:15:31.427 --> 00:15:32.167
on a demo job,

00:15:32.187 --> 00:15:33.128
we like to have one guy

00:15:33.148 --> 00:15:34.269
demoing and one guy running.

00:15:34.730 --> 00:15:35.309
We can do that.

00:15:35.330 --> 00:15:36.990
As soon as it comes down off the wall,

00:15:37.030 --> 00:15:37.611
it's in the truck.

00:15:38.332 --> 00:15:40.313
And then, you know, the junk jobs are run,

00:15:40.514 --> 00:15:41.554
obviously, a little bit differently.

00:15:41.634 --> 00:15:43.596
But, you know,

00:15:43.876 --> 00:15:44.778
the other thing that I love

00:15:44.798 --> 00:15:45.658
about the jobs is,

00:15:47.154 --> 00:15:48.155
when you get a bid or when

00:15:48.176 --> 00:15:49.136
you get somebody reaching

00:15:49.216 --> 00:15:50.717
out to you for a job, obviously your,

00:15:51.238 --> 00:15:52.119
your goal is to get that

00:15:52.158 --> 00:15:52.979
thing for as much money as

00:15:53.000 --> 00:15:53.720
you possibly can.

00:15:54.721 --> 00:15:55.981
And once you land the job,

00:15:56.042 --> 00:15:58.523
that number is typically locked, right?

00:15:58.562 --> 00:16:00.105
Maybe they had some stuff on, maybe you,

00:16:00.445 --> 00:16:00.684
you know,

00:16:01.546 --> 00:16:02.446
run into something you didn't

00:16:02.485 --> 00:16:03.787
see and you can increase that number.

00:16:03.826 --> 00:16:05.528
But the goal after you,

00:16:05.568 --> 00:16:06.428
that number is locked.

00:16:06.469 --> 00:16:07.669
And once you've secured the job,

00:16:07.730 --> 00:16:08.090
it's okay.

00:16:08.149 --> 00:16:09.892
Now, how can I increase my profit?

00:16:10.272 --> 00:16:12.413
And that's what I control the cost,

00:16:12.472 --> 00:16:13.193
being efficient,

00:16:13.749 --> 00:16:15.809
How do we get this thing

00:16:15.850 --> 00:16:17.311
done as efficiently as possible,

00:16:17.370 --> 00:16:18.351
as fast as possible,

00:16:18.692 --> 00:16:20.092
with as few mistakes as possible?

00:16:20.633 --> 00:16:21.113
I love that.

00:16:21.133 --> 00:16:22.573
I absolutely love it.

00:16:23.413 --> 00:16:24.414
So what are some of the tips there?

00:16:24.434 --> 00:16:24.715
I mean,

00:16:24.735 --> 00:16:29.977
so we have people that have varying

00:16:30.518 --> 00:16:31.418
experience that are

00:16:31.458 --> 00:16:32.078
listening to the show.

00:16:32.119 --> 00:16:32.860
So what are the things that

00:16:32.899 --> 00:16:35.360
you've implemented to just

00:16:35.561 --> 00:16:36.642
drive efficiency, right?

00:16:36.841 --> 00:16:38.523
Obviously, you know, decrease costs,

00:16:39.482 --> 00:16:40.124
increase speed.

00:16:41.043 --> 00:16:42.245
So what are some things you've done?

00:16:43.102 --> 00:16:44.003
Yeah, so in junk jobs,

00:16:44.023 --> 00:16:45.303
one of the things that we like to do is,

00:16:46.125 --> 00:16:49.566
and this has worked out well,

00:16:49.645 --> 00:16:50.826
is we always have two guys

00:16:50.866 --> 00:16:51.466
working together.

00:16:52.008 --> 00:16:53.748
There's never any separation.

00:16:54.068 --> 00:16:55.089
It's never you do this room

00:16:55.129 --> 00:16:55.828
and you do this room.

00:16:56.529 --> 00:16:57.769
There's at least two guys

00:16:57.809 --> 00:16:58.350
working together.

00:16:58.390 --> 00:16:59.270
You get everything done in

00:16:59.311 --> 00:17:00.711
that room as quickly,

00:17:00.792 --> 00:17:01.873
as efficiently as you can.

00:17:01.893 --> 00:17:04.213
A lot of times when the guys

00:17:04.253 --> 00:17:04.874
are working together,

00:17:05.835 --> 00:17:06.654
inherently they're going to

00:17:06.694 --> 00:17:07.394
race each other and they

00:17:07.414 --> 00:17:08.135
don't even realize it.

00:17:08.476 --> 00:17:10.576
Or there's synergies involved where

00:17:11.307 --> 00:17:13.189
you know, if they were there by themselves,

00:17:13.249 --> 00:17:14.288
it'd be like one guy working.

00:17:14.308 --> 00:17:15.190
But if two guys are in there,

00:17:15.230 --> 00:17:15.829
it's going to feel like

00:17:15.849 --> 00:17:16.670
three guys are working.

00:17:16.869 --> 00:17:18.270
So we always do that.

00:17:18.391 --> 00:17:20.152
Whenever we have run into full basements,

00:17:20.192 --> 00:17:21.652
we're always doing assembly lines.

00:17:22.192 --> 00:17:23.452
A guy at the bottom of the steps,

00:17:23.532 --> 00:17:24.634
a guy at the middle of the steps,

00:17:24.713 --> 00:17:25.753
a guy at the top of the steps.

00:17:26.134 --> 00:17:27.255
We're getting it up there as

00:17:27.394 --> 00:17:28.194
fast as we can.

00:17:30.375 --> 00:17:31.556
So there's some efficiencies

00:17:31.576 --> 00:17:33.977
that we like to use on junk jobs.

00:17:34.518 --> 00:17:34.798
You know,

00:17:34.917 --> 00:17:35.998
you can get into efficiencies on

00:17:36.018 --> 00:17:36.858
when to use dumpsters and

00:17:36.878 --> 00:17:37.798
when to use our trucks and

00:17:37.818 --> 00:17:38.459
all that stuff.

00:17:39.680 --> 00:17:39.900
And then

00:17:41.214 --> 00:17:42.395
A lot of efficiencies that

00:17:42.435 --> 00:17:43.477
we like to use on

00:17:43.537 --> 00:17:46.459
demolition jobs is I

00:17:46.578 --> 00:17:48.780
quantify or I qualify all

00:17:48.820 --> 00:17:50.162
the tasks as dust and

00:17:50.221 --> 00:17:51.323
non-dust activities.

00:17:52.103 --> 00:17:53.044
We go through and we get all

00:17:53.084 --> 00:17:54.565
the non-dust activities first,

00:17:55.586 --> 00:17:56.386
those done first,

00:17:56.507 --> 00:17:57.647
while other guys are site

00:17:57.688 --> 00:17:59.269
prepping the house or

00:17:59.328 --> 00:18:00.410
whatever we're working on,

00:18:01.170 --> 00:18:03.432
doing dust control, putting up plastic,

00:18:03.471 --> 00:18:04.512
putting down brand board,

00:18:04.573 --> 00:18:05.354
whatever it may be.

00:18:07.315 --> 00:18:08.115
So that once we get into

00:18:08.135 --> 00:18:09.997
those dust activities, we're set up.

00:18:10.897 --> 00:18:11.018
And

00:18:12.775 --> 00:18:14.016
I'm sure you've dealt with it, Andy.

00:18:14.036 --> 00:18:15.057
When you're tearing into

00:18:15.076 --> 00:18:16.718
drywall and ripping all that stuff out,

00:18:21.122 --> 00:18:22.061
as little as dust as you

00:18:22.082 --> 00:18:23.143
can breathe in as possible.

00:18:25.664 --> 00:18:27.807
I like that idea of dust versus non-dust.

00:18:28.067 --> 00:18:28.788
I always look at it as get

00:18:28.807 --> 00:18:29.468
everything done.

00:18:30.328 --> 00:18:31.849
The dirtiest thing is done last.

00:18:31.869 --> 00:18:32.611
We're not tracking.

00:18:32.631 --> 00:18:33.432
We're not blowing around.

00:18:33.592 --> 00:18:34.412
I never thought about that.

00:18:35.613 --> 00:18:36.213
Taylor's yelling at me

00:18:36.233 --> 00:18:37.055
saying my video's frozen.

00:18:37.115 --> 00:18:38.355
I'm going to hop right back in.

00:18:38.395 --> 00:18:38.855
Hold on a second.

00:18:59.804 --> 00:19:00.986
Taylor and I are both

00:19:01.006 --> 00:19:01.646
brothers in the same boat.

00:19:01.666 --> 00:19:02.248
All right, I'm back.

00:19:02.847 --> 00:19:03.328
Am I moving?

00:19:03.348 --> 00:19:04.009
Are we good, Taylor?

00:19:04.190 --> 00:19:04.951
Taylor, give me the green light.

00:19:05.051 --> 00:19:07.474
All right, Taylor's in charge.

00:19:09.397 --> 00:19:10.380
I have no say in this matter.

00:19:10.440 --> 00:19:11.381
All right, video's not frozen.

00:19:11.421 --> 00:19:11.862
All right, here we go.

00:19:11.882 --> 00:19:12.962
Technology, we kicked its ass.

00:19:14.045 --> 00:19:14.645
I always, yeah, I...

00:19:16.701 --> 00:19:17.663
So those two tips I love.

00:19:17.702 --> 00:19:19.365
I love, yes, this, you know, we have,

00:19:19.506 --> 00:19:20.728
when we do large house clean outs,

00:19:20.768 --> 00:19:21.788
we'll send anywhere from

00:19:21.930 --> 00:19:23.172
four to eight guys in it.

00:19:23.592 --> 00:19:24.153
And I tell them,

00:19:24.173 --> 00:19:24.994
found out one room at a

00:19:25.035 --> 00:19:26.297
time and celebrate the

00:19:26.778 --> 00:19:27.679
rooms along the way.

00:19:27.699 --> 00:19:29.481
I mean, you go live with eight guys.

00:19:29.541 --> 00:19:30.743
That's one trip for everybody.

00:19:31.505 --> 00:19:32.744
So you've got on the couch,

00:19:32.785 --> 00:19:33.566
two guys in a recliner,

00:19:33.586 --> 00:19:34.326
two guys in a recliner,

00:19:34.365 --> 00:19:35.685
one guy grabs a couple of side tables.

00:19:36.366 --> 00:19:38.146
There's a TV and a TV stand.

00:19:38.186 --> 00:19:40.188
And it's like, all right, good.

00:19:40.208 --> 00:19:40.847
Same with a bedroom.

00:19:40.887 --> 00:19:42.627
It's like, all right,

00:19:43.068 --> 00:19:44.509
everyone grab a dresser and a mattress.

00:19:45.048 --> 00:19:46.130
And kick it in the hallway

00:19:46.210 --> 00:19:46.769
and just grab it.

00:19:46.789 --> 00:19:47.710
Kick it in the hallway, grab it.

00:19:47.730 --> 00:19:48.450
Kick it in the hallway, grab it.

00:19:48.470 --> 00:19:49.170
Kick it in the hallway, grab it.

00:19:49.550 --> 00:19:51.730
I do like your assembly line

00:19:52.351 --> 00:19:53.332
bucket methodology.

00:19:53.571 --> 00:19:54.652
We've done that in the past.

00:19:54.692 --> 00:19:55.952
And now, as you say it a lot,

00:19:55.992 --> 00:19:57.633
I was thinking about a Ford trailer job.

00:19:58.153 --> 00:19:59.113
I did the S-man for last

00:19:59.173 --> 00:20:00.213
week that we're doing next week.

00:20:00.993 --> 00:20:02.355
It's like it's four trailers,

00:20:02.496 --> 00:20:04.018
all of the basement, a lot of smalls.

00:20:04.498 --> 00:20:06.059
So it's like, yeah, pack 30 buckets,

00:20:06.059 --> 00:20:07.240
20 buckets, whatever it is.

00:20:07.320 --> 00:20:09.463
And then assembly line that ass up.

00:20:09.804 --> 00:20:10.244
Otherwise, yeah,

00:20:10.265 --> 00:20:11.645
you constantly are walking

00:20:11.665 --> 00:20:13.248
those stairs and taking one

00:20:13.288 --> 00:20:15.371
step at a handoff versus, you know,

00:20:15.371 --> 00:20:16.372
13 steps up and down.

00:20:17.252 --> 00:20:18.673
Um, rotate the guys.

00:20:20.035 --> 00:20:21.516
No, it's simple things like that.

00:20:22.155 --> 00:20:23.536
And I know our guys do in the field.

00:20:24.257 --> 00:20:26.596
I mean, I'm on a job a month, if that.

00:20:26.636 --> 00:20:28.038
And even me doing an estimate last week,

00:20:28.738 --> 00:20:29.897
it was convenient because

00:20:29.917 --> 00:20:30.637
it was near my house and I

00:20:30.657 --> 00:20:31.638
was working from home that day.

00:20:31.659 --> 00:20:33.398
So I am out of a lot of that

00:20:33.459 --> 00:20:34.199
day-to-day stuff.

00:20:34.559 --> 00:20:35.339
And that's the kind of stuff

00:20:35.359 --> 00:20:36.420
that is important for our

00:20:36.440 --> 00:20:38.020
listeners because we hired

00:20:38.060 --> 00:20:39.361
a guy recently and he was

00:20:39.401 --> 00:20:40.421
working for one of the

00:20:41.020 --> 00:20:42.882
franchise junk removal companies.

00:20:43.602 --> 00:20:45.343
And they basically were just like, yeah,

00:20:45.363 --> 00:20:45.883
just figure it out.

00:20:47.059 --> 00:20:48.402
Get there and figure it out.

00:20:48.442 --> 00:20:50.484
They taught them the corporate ease,

00:20:50.545 --> 00:20:53.407
and they taught them how to lift things.

00:20:53.428 --> 00:20:54.068
They didn't really teach

00:20:54.088 --> 00:20:54.970
them how to pack trailers,

00:20:54.990 --> 00:20:55.631
how to pack trucks,

00:20:55.971 --> 00:20:57.313
how to take on a multi-trailer job,

00:20:57.453 --> 00:20:59.215
the logistics of it.

00:20:59.516 --> 00:20:59.876
Like you said,

00:20:59.896 --> 00:21:02.038
your goal always is to simplify,

00:21:02.539 --> 00:21:03.181
and that's my thing.

00:21:03.201 --> 00:21:04.102
That's one of the reasons why we do...

00:21:05.022 --> 00:21:06.663
Box trucks, dump trucks,

00:21:06.804 --> 00:21:07.443
truck and trailer.

00:21:07.804 --> 00:21:08.285
We have different

00:21:08.404 --> 00:21:10.145
methodologies because when

00:21:10.185 --> 00:21:11.465
we go to a three-trailer job,

00:21:11.846 --> 00:21:12.787
we can take a box truck,

00:21:12.826 --> 00:21:14.048
and it's only one truck we have to load.

00:21:14.407 --> 00:21:15.407
And then the question is, hey,

00:21:15.508 --> 00:21:17.548
stage the truck with your

00:21:17.568 --> 00:21:18.549
anticipation of unloading.

00:21:18.809 --> 00:21:20.730
Stage it so we put all the

00:21:20.770 --> 00:21:21.611
big furniture at the very

00:21:21.691 --> 00:21:22.451
end because the first stop

00:21:22.471 --> 00:21:23.511
we're going to go is Habitat.

00:21:23.612 --> 00:21:24.772
Unload what we can for big furniture.

00:21:25.192 --> 00:21:26.394
Then we'll go unload donations.

00:21:26.713 --> 00:21:27.173
Then we'll go to the

00:21:27.193 --> 00:21:28.134
warehouse and unload scrap.

00:21:29.234 --> 00:21:30.816
And we'll run a dump truck in tandem.

00:21:30.935 --> 00:21:32.336
So the little bit of MSW

00:21:32.355 --> 00:21:34.176
that we have gets put in a dump truck.

00:21:34.196 --> 00:21:35.196
So we're not double handling it.

00:21:35.717 --> 00:21:37.897
So we can dump garbage cans

00:21:38.998 --> 00:21:40.018
right there on site,

00:21:41.239 --> 00:21:42.078
which is different for us

00:21:42.118 --> 00:21:43.739
because we ran a logistics

00:21:43.778 --> 00:21:46.940
company first mindset where

00:21:47.000 --> 00:21:47.820
we never had dump trucks.

00:21:47.901 --> 00:21:49.280
I was anti-dump truck for

00:21:49.300 --> 00:21:50.480
the longest time because I

00:21:50.540 --> 00:21:52.321
wanted us to sort the shit out of things.

00:21:53.241 --> 00:21:55.022
And it was good because people...

00:21:56.453 --> 00:21:58.055
Our guys learn the best practices.

00:21:58.095 --> 00:21:59.095
We develop best practices.

00:21:59.535 --> 00:22:00.635
It's really simple to put

00:22:00.655 --> 00:22:01.375
everything into a trash

00:22:01.395 --> 00:22:02.435
truck and take it to the

00:22:02.455 --> 00:22:04.116
top of the landfill, the transportation,

00:22:04.477 --> 00:22:05.356
dump it out the ass end,

00:22:05.396 --> 00:22:06.258
and never think about it again.

00:22:07.738 --> 00:22:08.817
I understand human nature.

00:22:09.239 --> 00:22:11.345
I have been on jobs at 4, 5,

00:22:11.345 --> 00:22:12.180
6 o'clock at night,

00:22:12.200 --> 00:22:13.559
and it's 85 degrees out and 89%,

00:22:13.559 --> 00:22:15.681
90% humidity, and you're like,

00:22:15.721 --> 00:22:16.461
I'm the fuck over it.

00:22:16.941 --> 00:22:17.882
I'm the owner of the company,

00:22:17.922 --> 00:22:18.701
and I've had those moments

00:22:18.721 --> 00:22:19.922
where like... Heck yeah.

00:22:20.423 --> 00:22:21.542
Yeah.

00:22:21.563 --> 00:22:22.903
So when you're paying some

00:22:22.923 --> 00:22:23.223
guy $15 an hour...

00:22:25.369 --> 00:22:28.371
The likelihood of that happening is more.

00:22:29.211 --> 00:22:30.011
Oh, absolutely.

00:22:30.392 --> 00:22:30.892
Absolutely.

00:22:31.212 --> 00:22:32.452
Yeah, and they are – yeah,

00:22:32.512 --> 00:22:33.753
not only – you're paying them that,

00:22:33.834 --> 00:22:35.394
and it is – it's hard work.

00:22:36.234 --> 00:22:38.536
It's hard work for sure.

00:22:38.576 --> 00:22:40.517
I had that happen to one of our crews.

00:22:40.576 --> 00:22:42.458
I sent them at about 4 p.m.

00:22:42.498 --> 00:22:43.857
to go get a fridge out of a basement,

00:22:43.877 --> 00:22:46.378
and they had a screw-up moment,

00:22:46.759 --> 00:22:47.660
ripped up this wall.

00:22:49.980 --> 00:22:51.721
As much as I get it, it was just like,

00:22:51.741 --> 00:22:53.662
come on, guys.

00:22:54.383 --> 00:22:54.823
Yeah, they're –

00:22:56.685 --> 00:22:57.705
There's a percentage of jobs

00:22:57.747 --> 00:22:58.346
that go to shit.

00:22:58.586 --> 00:23:00.048
That is the math, right?

00:23:01.368 --> 00:23:03.609
We average about 200 jobs a month.

00:23:04.009 --> 00:23:05.810
And so it's like, yeah, even at 99%,

00:23:05.810 --> 00:23:07.913
we're going to have two

00:23:07.952 --> 00:23:10.034
jobs that we have damage on, right?

00:23:10.473 --> 00:23:12.414
I'd say it's probably closer to 98%.

00:23:12.454 --> 00:23:13.655
I'd say probably it's closer

00:23:13.715 --> 00:23:15.217
to 2% of jobs we have damage.

00:23:16.798 --> 00:23:19.039
damage or a preventable stupid something.

00:23:19.440 --> 00:23:20.119
Something stupid.

00:23:20.520 --> 00:23:21.681
You'll get random customer complaints.

00:23:21.681 --> 00:23:25.604
98% customer satisfaction

00:23:26.644 --> 00:23:27.744
because stupid shit.

00:23:27.865 --> 00:23:29.145
Also, the later in the day,

00:23:29.185 --> 00:23:30.586
the more likely dumb shit happens.

00:23:31.948 --> 00:23:32.989
You're doing a fridge or

00:23:33.048 --> 00:23:34.829
freezer removal in a

00:23:34.869 --> 00:23:36.310
basement at 4 o'clock.

00:23:37.751 --> 00:23:39.012
That's a 15-minute job or an

00:23:39.053 --> 00:23:40.433
hour job and nothing in between.

00:23:41.134 --> 00:23:41.634
Somehow,

00:23:42.234 --> 00:23:43.355
it's not going to be anything in between.

00:23:44.096 --> 00:23:44.676
15 minutes is like

00:23:45.814 --> 00:23:47.377
That's the full-on get there.

00:23:48.665 --> 00:23:50.626
take the doors off, take the railing off,

00:23:51.126 --> 00:23:52.467
take the doors off the fridge,

00:23:52.747 --> 00:23:53.468
carry it up the stairs,

00:23:53.488 --> 00:23:54.367
put it all back together,

00:23:54.367 --> 00:23:55.948
15 minutes an hour.

00:23:55.968 --> 00:23:57.489
Doing that 100% right.

00:23:57.628 --> 00:23:59.630
The hour is fuck around, dick around,

00:23:59.670 --> 00:24:00.829
break something, wreck something,

00:24:02.691 --> 00:24:03.730
spend 20 minutes moving

00:24:03.790 --> 00:24:04.631
shit in the basement just

00:24:04.651 --> 00:24:05.971
to get to the fridge to pull it out,

00:24:05.991 --> 00:24:07.231
to realize you don't have

00:24:07.251 --> 00:24:08.231
the right size socket

00:24:08.251 --> 00:24:10.093
wrench to pull up the damn

00:24:10.893 --> 00:24:12.012
quarter inch or three-eighths.

00:24:12.273 --> 00:24:12.993
It's either a quarter inch

00:24:13.034 --> 00:24:13.854
or a three-eighths nut on

00:24:13.913 --> 00:24:15.394
top or a bolt on top.

00:24:15.434 --> 00:24:15.615
Yeah.

00:24:16.134 --> 00:24:16.454
Oh, yeah.

00:24:16.835 --> 00:24:17.695
halfway up the stairs and

00:24:17.715 --> 00:24:18.336
realize it won't fit

00:24:18.355 --> 00:24:20.837
through the doorway yep oh

00:24:20.877 --> 00:24:23.779
yeah yep or you're like

00:24:23.960 --> 00:24:25.020
like a lot of houses in the

00:24:25.040 --> 00:24:25.961
midwest here like we have

00:24:25.980 --> 00:24:27.142
the the basement stairs

00:24:27.162 --> 00:24:28.222
going out the back door

00:24:28.522 --> 00:24:29.222
well the back door is

00:24:29.262 --> 00:24:30.284
normally a 32 inch door

00:24:30.304 --> 00:24:31.244
while the front doors are

00:24:31.244 --> 00:24:32.645
36 inch door and now all of

00:24:32.665 --> 00:24:33.425
a sudden you get the stair

00:24:33.566 --> 00:24:34.186
you get the fridge on the

00:24:34.227 --> 00:24:34.866
top of the stairs and

00:24:34.886 --> 00:24:36.028
you're like oh shit now I

00:24:36.048 --> 00:24:36.548
have to go through the

00:24:36.567 --> 00:24:38.189
house it's like we had this

00:24:38.229 --> 00:24:39.069
recently and it's like well

00:24:39.089 --> 00:24:39.990
they remodeled the kitchen

00:24:40.730 --> 00:24:41.971
yeah so we couldn't go out the back door

00:24:43.023 --> 00:24:45.545
at first right and we

00:24:45.565 --> 00:24:46.086
couldn't go through the

00:24:46.105 --> 00:24:46.945
kitchen because they didn't

00:24:46.965 --> 00:24:48.227
have the space needed um

00:24:49.307 --> 00:24:50.188
between the countertop

00:24:50.627 --> 00:24:52.249
thankfully one of the one

00:24:52.288 --> 00:24:53.509
of the two corner cabinets

00:24:53.568 --> 00:24:54.569
was loose it was an

00:24:54.589 --> 00:24:55.630
independent cabinet so we

00:24:55.650 --> 00:24:56.590
had to pull the cabinet out

00:24:56.691 --> 00:24:57.651
pull it out and then make

00:24:57.671 --> 00:24:59.051
the corner and yeah and of

00:24:59.112 --> 00:25:00.772
course no one tells us that

00:25:01.212 --> 00:25:02.134
right and then like as

00:25:02.173 --> 00:25:02.814
we're doing it they're like

00:25:02.834 --> 00:25:03.534
oh yeah no this cabinet

00:25:03.554 --> 00:25:04.194
comes loose because we had

00:25:04.214 --> 00:25:04.894
to do this another time

00:25:04.914 --> 00:25:05.895
you're like well that would

00:25:05.915 --> 00:25:06.536
have been great to know

00:25:06.576 --> 00:25:08.416
when we got here at first right like yeah

00:25:09.846 --> 00:25:10.528
Yeah, no kidding.

00:25:10.948 --> 00:25:12.229
That's the joy of junk removal, right?

00:25:12.368 --> 00:25:12.568
I mean,

00:25:12.970 --> 00:25:14.090
I sit here and I laugh about it now

00:25:14.111 --> 00:25:14.830
because it's like, yeah,

00:25:14.871 --> 00:25:15.551
that shit happens.

00:25:16.393 --> 00:25:17.394
Team mission is your best friend.

00:25:17.993 --> 00:25:18.775
Yeah, absolutely.

00:25:18.855 --> 00:25:19.255
Absolutely.

00:25:19.615 --> 00:25:21.017
I wanted to ask you while we're on here,

00:25:21.156 --> 00:25:22.097
especially since you said

00:25:22.117 --> 00:25:24.700
you're doing 200 jobs a month,

00:25:25.200 --> 00:25:26.020
what's the best marketing

00:25:26.040 --> 00:25:26.701
channel for you guys?

00:25:28.480 --> 00:25:29.540
Networking.

00:25:30.441 --> 00:25:32.281
Last year was 52% of our revenue.

00:25:32.721 --> 00:25:34.323
This year, let me just pull the data.

00:25:34.343 --> 00:25:35.064
I'm not going to guess.

00:25:35.163 --> 00:25:36.644
I ain't got time to guess.

00:25:36.663 --> 00:25:37.765
Let me just pull the data.

00:25:38.444 --> 00:25:39.205
I know I looked at it.

00:25:39.566 --> 00:25:41.146
We also have our KPI meeting

00:25:41.186 --> 00:25:42.487
next week where we really

00:25:42.507 --> 00:25:45.348
look at that data more in depth.

00:25:45.388 --> 00:25:46.869
Let me take a look.

00:25:48.250 --> 00:25:50.050
Yeah.

00:25:50.811 --> 00:25:52.071
We're in the exact same boat.

00:25:52.692 --> 00:25:53.333
Exact same boat.

00:25:56.363 --> 00:25:57.883
Yeah, so 29, 13.

00:25:58.143 --> 00:25:59.144
Yeah, so 45%.

00:25:59.144 --> 00:26:00.724
45% of our jobs are coming

00:26:00.744 --> 00:26:01.464
from networking.

00:26:02.545 --> 00:26:04.365
23% are online.

00:26:04.385 --> 00:26:04.365
24%.

00:26:04.365 --> 00:26:09.108
24% online, so that's Google, Facebook,

00:26:09.828 --> 00:26:11.650
and other pay-to-click ads.

00:26:11.950 --> 00:26:14.070
Historically, that's about 25%,

00:26:14.070 --> 00:26:15.551
so 24% were within tolerance there.

00:26:16.112 --> 00:26:17.011
Networking, like I said,

00:26:17.071 --> 00:26:17.673
last year was 52%.

00:26:17.673 --> 00:26:19.212
This year, aggregate is 46%.

00:26:23.315 --> 00:26:27.398
Um, and then, uh, referral from customers,

00:26:27.398 --> 00:26:28.519
17, 16%.

00:26:28.519 --> 00:26:31.001
And then, uh, visibility.

00:26:31.501 --> 00:26:32.143
Last one was only 4%.

00:26:32.923 --> 00:26:34.183
That historically was more, um,

00:26:36.557 --> 00:26:38.819
That's our trucks, wrap trucks.

00:26:39.220 --> 00:26:40.380
Then we got some ankle butter stuff.

00:26:41.020 --> 00:26:44.702
Hillbilly math is 45% networking,

00:26:44.702 --> 00:26:50.726
25% online, and 17% referral.

00:26:50.746 --> 00:26:52.926
That's customer-employee referral.

00:26:52.967 --> 00:26:54.188
That's all new business.

00:26:54.387 --> 00:26:55.848
That is all new customers,

00:26:55.909 --> 00:26:57.529
not existing customers.

00:26:59.691 --> 00:27:00.770
Existing a repeat business.

00:27:01.412 --> 00:27:03.952
That does throw me off

00:27:03.972 --> 00:27:05.334
because I look historically...

00:27:07.671 --> 00:27:10.672
Visibility of our trucks.

00:27:11.313 --> 00:27:12.913
Actually, I was saying, look at last year.

00:27:13.294 --> 00:27:13.973
His truck, yeah,

00:27:14.013 --> 00:27:15.375
truck's numbers from last

00:27:15.394 --> 00:27:16.096
year are similar.

00:27:16.336 --> 00:27:17.896
A little bit higher tick up on the,

00:27:18.517 --> 00:27:19.518
a slightly higher tick up

00:27:19.637 --> 00:27:23.440
on the networking side of things.

00:27:23.460 --> 00:27:24.800
29, 15, just carrying the one.

00:27:25.340 --> 00:27:25.520
Yeah.

00:27:26.582 --> 00:27:27.561
But still similar blockage.

00:27:27.582 --> 00:27:28.583
And last year was less than

00:27:28.583 --> 00:27:30.203
20% on the online.

00:27:30.443 --> 00:27:33.066
So more referral last year, less online.

00:27:33.385 --> 00:27:34.266
But still the top three.

00:27:34.306 --> 00:27:34.967
It's still the top three.

00:27:35.730 --> 00:27:36.731
What are you doing for networking?

00:27:37.153 --> 00:27:38.334
Or what do you quantify as networking?

00:27:39.375 --> 00:27:40.096
Going to networking events.

00:27:40.596 --> 00:27:41.377
Go to networking events.

00:27:41.417 --> 00:27:42.179
Go to trade shows.

00:27:42.219 --> 00:27:45.462
Go to... We do... I mean,

00:27:45.482 --> 00:27:46.663
we just... Golf outings.

00:27:48.755 --> 00:27:50.276
All the things wherein we

00:27:50.336 --> 00:27:52.498
are meeting people, the B2B2C play.

00:27:54.640 --> 00:27:55.421
We have a golf outing on

00:27:55.480 --> 00:27:56.842
Wednesday for a real estate company.

00:27:56.862 --> 00:27:57.702
So we're going to go there.

00:27:57.722 --> 00:27:58.963
There's going to be 120 realtors.

00:27:58.983 --> 00:28:00.384
We're going to say hi,

00:28:00.484 --> 00:28:02.227
give them some koozies, shoot the shit.

00:28:02.767 --> 00:28:03.647
And when they have a listing,

00:28:03.667 --> 00:28:04.409
they're going to refer it to us.

00:28:04.628 --> 00:28:05.450
That is networking.

00:28:06.009 --> 00:28:07.612
Referrals we look at is only

00:28:07.711 --> 00:28:08.472
customer referrals.

00:28:09.383 --> 00:28:09.542
right?

00:28:09.563 --> 00:28:10.663
Because we used to group

00:28:10.703 --> 00:28:11.704
those two things together.

00:28:11.724 --> 00:28:13.346
And I'm like, well, those are the,

00:28:13.487 --> 00:28:15.307
the activities are two very

00:28:15.327 --> 00:28:15.949
different things, right?

00:28:15.969 --> 00:28:17.730
For a referral from a customer, right?

00:28:17.789 --> 00:28:20.212
We, we utilize nice job, um,

00:28:20.373 --> 00:28:21.433
to solicit reviews.

00:28:21.733 --> 00:28:24.016
We hand them a thank you card, um,

00:28:24.856 --> 00:28:26.718
through jobber, get jobber.com,

00:28:26.857 --> 00:28:29.381
shout out jobber, my fucking jobber mug,

00:28:29.421 --> 00:28:30.040
no big deal.

00:28:31.682 --> 00:28:33.104
Um, fucking love jobber.

00:28:33.723 --> 00:28:33.824
Um,

00:28:34.877 --> 00:28:35.837
We have some automations

00:28:35.897 --> 00:28:37.419
built in to retarget those customers,

00:28:37.519 --> 00:28:37.719
right?

00:28:38.499 --> 00:28:40.119
And then networking, though,

00:28:40.180 --> 00:28:41.720
it's sign up for chambers,

00:28:41.779 --> 00:28:43.641
going to events, one-on-ones.

00:28:43.980 --> 00:28:45.761
We do lunch and tours of our facility.

00:28:47.122 --> 00:28:48.001
So we bring people in.

00:28:48.041 --> 00:28:49.623
I have lunch with them.

00:28:50.702 --> 00:28:51.624
We do a 15,

00:28:51.624 --> 00:28:53.184
20-minute facility tour of how

00:28:53.204 --> 00:28:54.224
we recycle material here.

00:28:55.465 --> 00:28:56.646
And then they learn.

00:28:57.047 --> 00:28:58.548
We also do bigger luncheon

00:28:58.587 --> 00:29:00.028
tours with groups of 15 to 20.

00:29:00.028 --> 00:29:02.289
We do at least one of those a month or so.

00:29:02.329 --> 00:29:03.269
We got one this Thursday.

00:29:03.590 --> 00:29:04.750
So it's all those things.

00:29:05.311 --> 00:29:05.811
Who's coming?

00:29:06.960 --> 00:29:07.279
What's that?

00:29:07.800 --> 00:29:10.262
Who is coming to those lunch and tours?

00:29:10.923 --> 00:29:13.265
Sometimes we invite realtors only.

00:29:13.305 --> 00:29:14.926
We'll pick our real estate group.

00:29:15.106 --> 00:29:15.887
We'll pick out a date.

00:29:15.928 --> 00:29:17.388
We'll email them, blast them,

00:29:18.088 --> 00:29:20.131
tell their sales managers about it,

00:29:20.171 --> 00:29:20.912
and we'll talk about it.

00:29:20.951 --> 00:29:21.092
I mean,

00:29:21.112 --> 00:29:22.413
we're in real estate offices every week,

00:29:22.432 --> 00:29:24.035
so we're constantly talking about it.

00:29:25.615 --> 00:29:27.477
One we're having this week

00:29:27.577 --> 00:29:28.317
is a networking group,

00:29:29.078 --> 00:29:29.858
and we're part of the group,

00:29:29.898 --> 00:29:31.161
and it's a rotating group.

00:29:31.751 --> 00:29:32.852
You know, so it's like, you know,

00:29:32.932 --> 00:29:33.913
one week you're at whatever

00:29:33.992 --> 00:29:34.512
company and next week

00:29:34.532 --> 00:29:35.232
you're at the next company.

00:29:35.532 --> 00:29:36.493
So, you know, we're,

00:29:36.574 --> 00:29:37.354
we're a networking group.

00:29:37.394 --> 00:29:40.414
So, but we also do through the chambers,

00:29:40.454 --> 00:29:41.815
we've done lunch and learns.

00:29:41.954 --> 00:29:43.395
We've done business after fives.

00:29:43.736 --> 00:29:45.276
We've done coffee connections.

00:29:45.576 --> 00:29:46.797
I mean, you name a fucking event.

00:29:47.733 --> 00:29:48.515
I'm like, sign me up.

00:29:48.895 --> 00:29:49.155
Right.

00:29:49.256 --> 00:29:50.958
And events for us can be as small as,

00:29:51.558 --> 00:29:51.759
you know,

00:29:51.799 --> 00:29:52.621
sometimes you get a real estate

00:29:52.641 --> 00:29:53.141
team and like, yeah,

00:29:53.161 --> 00:29:54.021
our team's five people.

00:29:54.042 --> 00:29:54.563
It's like, cool.

00:29:54.742 --> 00:29:55.605
Let's have lunch.

00:29:56.025 --> 00:29:56.526
Come on by.

00:29:56.605 --> 00:29:57.086
We'll get lunch.

00:29:57.106 --> 00:29:57.686
We'll do a tour.

00:29:58.208 --> 00:29:59.028
And we've also done,

00:29:59.048 --> 00:30:00.009
I think the most we've ever

00:30:00.050 --> 00:30:00.791
hosted here was about 225.

00:30:00.791 --> 00:30:00.832
Oh,

00:30:02.673 --> 00:30:04.316
It was between 200 and 225.

00:30:04.355 --> 00:30:08.861
That's when we did a big open house.

00:30:09.181 --> 00:30:10.522
So when I re-bought the company,

00:30:10.542 --> 00:30:11.864
I did a rebrand and a relaunch.

00:30:12.384 --> 00:30:13.807
There's over 200 people here.

00:30:14.247 --> 00:30:16.148
And so that is like, we get this chamber,

00:30:16.169 --> 00:30:19.071
this chamber, you know, Eventbrite,

00:30:19.133 --> 00:30:19.613
all the things.

00:30:20.013 --> 00:30:22.596
The huge competitive advantage we have

00:30:23.497 --> 00:30:24.678
is our environmental responsibility.

00:30:24.958 --> 00:30:26.398
There's no other facilities

00:30:26.479 --> 00:30:27.799
in the country that I know of,

00:30:27.880 --> 00:30:30.142
and I've been saying this for years now,

00:30:30.201 --> 00:30:30.981
and I would love to go see

00:30:31.001 --> 00:30:31.923
somebody else's facility,

00:30:32.722 --> 00:30:37.487
that does the level of sorting, storing,

00:30:37.527 --> 00:30:38.686
and shipping that we do.

00:30:40.409 --> 00:30:41.588
And so that's our key.

00:30:41.608 --> 00:30:43.170
We got 27,000 square feet

00:30:43.210 --> 00:30:44.050
here at this facility.

00:30:44.651 --> 00:30:45.971
We dedicate about 20,000 of

00:30:46.031 --> 00:30:47.593
it to our recycling operations.

00:30:48.173 --> 00:30:49.294
I've been fortunate to have

00:30:49.334 --> 00:30:50.474
a lot of junk wool

00:30:50.515 --> 00:30:51.455
companies come and visit

00:30:51.476 --> 00:30:52.056
through the years.

00:30:53.778 --> 00:30:55.019
My buddy Taylor from Up Up and Away,

00:30:55.038 --> 00:30:55.640
he's come up here.

00:30:56.220 --> 00:30:57.060
Casey Bubba Lawrence,

00:30:57.141 --> 00:30:58.343
my co-host of this show way

00:30:58.383 --> 00:30:59.604
before we were business partners,

00:31:00.064 --> 00:31:00.704
he came up here.

00:31:00.964 --> 00:31:01.546
So through the years,

00:31:01.586 --> 00:31:02.307
I've had a lot of people

00:31:02.326 --> 00:31:03.768
that fly in to see our facility.

00:31:04.269 --> 00:31:05.369
And I've had that invite

00:31:05.450 --> 00:31:07.613
open for anybody in junk removal.

00:31:07.633 --> 00:31:08.594
You want to come see what a

00:31:08.614 --> 00:31:09.714
recycling facility looks like?

00:31:10.154 --> 00:31:10.576
Come see it.

00:31:10.816 --> 00:31:10.915
So...

00:31:11.997 --> 00:31:13.978
that's, I mean, that's what we do.

00:31:14.018 --> 00:31:14.218
I mean,

00:31:14.238 --> 00:31:15.699
we also go to parades and we go to

00:31:16.460 --> 00:31:17.380
ribbon cuttings and we go

00:31:17.400 --> 00:31:19.060
to the weekly fucking breakfast.

00:31:19.080 --> 00:31:20.821
I mean, all the things, my,

00:31:20.902 --> 00:31:21.803
my goal is simple.

00:31:23.644 --> 00:31:25.305
I don't want competition, right?

00:31:25.384 --> 00:31:27.086
I want to be the only choice, right?

00:31:27.105 --> 00:31:28.626
When people say, Hey, who do you refer?

00:31:29.007 --> 00:31:29.166
You know,

00:31:29.186 --> 00:31:30.407
a couple of weeks ago was one of the,

00:31:30.508 --> 00:31:32.429
you know, local buy, sell,

00:31:32.489 --> 00:31:33.809
trade Facebook groups.

00:31:33.849 --> 00:31:34.630
And they're like, Hey,

00:31:34.690 --> 00:31:35.770
who can do drunk removal?

00:31:36.270 --> 00:31:36.451
Right.

00:31:36.672 --> 00:31:37.892
And someone tagged me and

00:31:37.951 --> 00:31:39.633
our business and seven of

00:31:39.673 --> 00:31:40.733
the nine people,

00:31:40.814 --> 00:31:41.835
you know, within the first hour,

00:31:41.894 --> 00:31:44.317
seven of the nine tagged me

00:31:44.458 --> 00:31:45.419
or tagged Camo Crew.

00:31:45.959 --> 00:31:47.780
So I'm like, okay, in that market,

00:31:47.820 --> 00:31:50.644
we got a, you know, 75% saturation,

00:31:50.884 --> 00:31:51.044
right?

00:31:51.244 --> 00:31:52.925
If seven of nine refer us,

00:31:53.836 --> 00:31:53.977
Right.

00:31:54.196 --> 00:31:55.137
We're doing something right

00:31:55.157 --> 00:31:55.698
in that community.

00:31:56.239 --> 00:31:56.578
Yeah.

00:31:56.898 --> 00:31:58.400
Um, you're all here.

00:31:58.460 --> 00:31:59.520
Actually, this is, this actually,

00:31:59.580 --> 00:32:00.682
I think I saw this guy, Eddie,

00:32:01.041 --> 00:32:02.262
let's throw this out real quick.

00:32:02.282 --> 00:32:02.482
All right.

00:32:03.022 --> 00:32:03.384
Rookie.

00:32:03.604 --> 00:32:04.243
What would you do?

00:32:05.265 --> 00:32:05.805
What would you do?

00:32:05.964 --> 00:32:06.405
Question?

00:32:07.326 --> 00:32:08.586
Uh, what would you have in Sunday night?

00:32:08.606 --> 00:32:10.008
And there's no jobs for the week.

00:32:10.528 --> 00:32:12.930
I'm almost any, if you're listening live,

00:32:13.390 --> 00:32:14.391
correct me if I'm wrong.

00:32:14.471 --> 00:32:15.971
I think I saw this, uh,

00:32:16.952 --> 00:32:17.953
last night or yesterday in

00:32:17.973 --> 00:32:18.574
one of the groups,

00:32:19.013 --> 00:32:21.195
whether it was him or someone else, um,

00:32:22.869 --> 00:32:23.790
On the fucking pavement.

00:32:24.691 --> 00:32:25.290
There's the answer.

00:32:25.531 --> 00:32:26.471
You're not going to make

00:32:26.612 --> 00:32:27.913
money sitting in your

00:32:28.192 --> 00:32:29.554
office or your basement or

00:32:29.574 --> 00:32:30.374
your house or your

00:32:30.454 --> 00:32:32.336
apartment waiting for the

00:32:32.355 --> 00:32:33.076
fucking phone to ring.

00:32:33.756 --> 00:32:35.537
Movement begets momentum.

00:32:36.057 --> 00:32:36.758
Get out there.

00:32:37.439 --> 00:32:39.519
Park your ideally wrapped truck.

00:32:39.559 --> 00:32:40.519
If you don't have a wrapped truck,

00:32:40.980 --> 00:32:42.300
tape a couple yard signs to

00:32:42.340 --> 00:32:43.221
the side of it so it looks

00:32:43.241 --> 00:32:44.803
like it's fucking wrapped.

00:32:45.022 --> 00:32:46.584
Get your truck out there and

00:32:46.624 --> 00:32:48.664
start cold knocking, cold calling,

00:32:48.765 --> 00:32:49.326
talking,

00:32:50.145 --> 00:32:52.186
to whomever that might know

00:32:52.307 --> 00:32:53.707
somebody that knows something.

00:32:54.448 --> 00:32:55.407
Go to the chambers,

00:32:55.448 --> 00:32:57.449
go to the real estate companies,

00:32:57.489 --> 00:32:58.489
go to senior living,

00:32:58.548 --> 00:32:59.769
go to where your customers

00:32:59.849 --> 00:33:02.310
might be and pound the pavement.

00:33:02.671 --> 00:33:05.092
I remember our first summer in business.

00:33:06.532 --> 00:33:08.133
I went out to senior living

00:33:08.773 --> 00:33:10.653
and I was 0 for 9.

00:33:10.653 --> 00:33:12.394
My goal when I went out was

00:33:12.414 --> 00:33:15.715
to get our flyers or our

00:33:15.736 --> 00:33:17.317
trifolds into their welcome packets.

00:33:18.307 --> 00:33:19.528
And I went to nine different

00:33:19.548 --> 00:33:20.469
senior living facilities in

00:33:20.489 --> 00:33:21.529
between estimates or whatever.

00:33:22.109 --> 00:33:22.871
And I was 0 for 9.

00:33:23.151 --> 00:33:23.852
And I came back to my

00:33:23.892 --> 00:33:24.932
brother and my business partner.

00:33:24.951 --> 00:33:25.692
I was like, OK,

00:33:25.712 --> 00:33:27.054
you guys just made $1,000

00:33:27.054 --> 00:33:28.934
today and banged out some jobs.

00:33:29.435 --> 00:33:30.537
And I basically drove around

00:33:30.596 --> 00:33:31.156
and walked into

00:33:31.217 --> 00:33:32.238
air-conditioned senior

00:33:32.258 --> 00:33:33.499
living facilities and was told no.

00:33:34.319 --> 00:33:35.941
And my brother's like, all right, well,

00:33:36.520 --> 00:33:37.362
do it again tomorrow.

00:33:37.862 --> 00:33:39.884
Because we had no estimates on this court.

00:33:40.023 --> 00:33:40.904
There was no networking events.

00:33:40.924 --> 00:33:41.805
I didn't have shit else to do.

00:33:42.246 --> 00:33:43.205
So the next day, I went 11 for 13.

00:33:47.159 --> 00:33:48.119
It's like, all right, well,

00:33:48.160 --> 00:33:49.059
that was the averages, right?

00:33:49.259 --> 00:33:51.480
Had I quit at nine,

00:33:51.881 --> 00:33:53.001
I'd have never got the 10th

00:33:53.122 --> 00:33:54.241
one and then the 11th one, right?

00:33:54.542 --> 00:33:56.583
So law of averages still worked out 50%,

00:33:56.583 --> 00:33:56.963
right?

00:33:57.003 --> 00:33:58.483
Hillbilly math still said it went.

00:33:59.325 --> 00:34:00.765
It did.

00:34:01.226 --> 00:34:02.566
I remember back in January,

00:34:02.625 --> 00:34:04.886
February of 2009, I got laid off.

00:34:05.548 --> 00:34:07.147
I had like $200 in my fucking name.

00:34:07.628 --> 00:34:09.730
And I went to FedEx Kinko's or FedEx.

00:34:09.769 --> 00:34:11.429
I went to OfficeMax and I got $100.

00:34:13.688 --> 00:34:15.050
like bright green piece of

00:34:15.090 --> 00:34:18.251
paper with just black text, single color.

00:34:18.733 --> 00:34:18.932
Right.

00:34:19.132 --> 00:34:21.635
And I was clutter busters, no LLC,

00:34:21.675 --> 00:34:22.096
no shit.

00:34:22.536 --> 00:34:23.577
And I drove around and just

00:34:23.657 --> 00:34:27.219
stuff mailboxes with, I'm sorry,

00:34:27.239 --> 00:34:27.561
not a hundred.

00:34:27.601 --> 00:34:28.320
I got a thousand of them,

00:34:28.340 --> 00:34:29.021
a thousand of these.

00:34:29.282 --> 00:34:30.742
And I went stuff fucking mailboxes.

00:34:31.063 --> 00:34:31.963
That's what I did all day

00:34:32.385 --> 00:34:33.166
for like two days straight.

00:34:33.385 --> 00:34:34.106
So I was stuffing the

00:34:34.146 --> 00:34:36.568
fucking the newspaper slot.

00:34:37.168 --> 00:34:37.469
Right.

00:34:38.010 --> 00:34:38.871
I didn't know shit.

00:34:39.710 --> 00:34:41.771
And yet, 15 years later,

00:34:41.891 --> 00:34:42.813
I remember doing it,

00:34:43.213 --> 00:34:44.353
and I remember it worked.

00:34:45.215 --> 00:34:46.655
I got a few phone calls.

00:34:46.856 --> 00:34:48.056
I did a couple jobs.

00:34:48.376 --> 00:34:50.079
I cleaned out a couple garages.

00:34:50.699 --> 00:34:52.420
You've got to do something.

00:34:54.081 --> 00:34:55.143
And here's the other thing I'll tell you.

00:34:55.764 --> 00:34:57.065
The first couple years in business,

00:34:57.184 --> 00:34:58.106
especially that first summer,

00:34:58.766 --> 00:34:59.527
it'd be Sunday night.

00:34:59.947 --> 00:35:00.427
And I'd look.

00:35:00.467 --> 00:35:02.228
At the time, we had five guys,

00:35:02.268 --> 00:35:02.849
four or five guys,

00:35:03.530 --> 00:35:05.371
three trucks that first summer.

00:35:05.411 --> 00:35:06.793
Within 90 days of us starting the business,

00:35:06.813 --> 00:35:07.534
we had five guys.

00:35:08.371 --> 00:35:09.192
and a few trucks.

00:35:09.751 --> 00:35:10.492
And it'd be Sunday night.

00:35:10.572 --> 00:35:12.994
And we'd have like maybe two

00:35:13.034 --> 00:35:14.155
trucks worth of work on Monday,

00:35:14.277 --> 00:35:15.677
maybe a truck,

00:35:15.757 --> 00:35:16.579
truck and a half on a

00:35:16.639 --> 00:35:18.119
Tuesday and dick else the

00:35:18.159 --> 00:35:18.599
rest of the week.

00:35:19.081 --> 00:35:19.981
I remember every Sunday

00:35:20.001 --> 00:35:21.063
night I would fucking panic

00:35:21.242 --> 00:35:22.284
like clockwork.

00:35:22.983 --> 00:35:23.144
Yeah.

00:35:23.204 --> 00:35:25.246
And by midday Tuesday, I'd be like,

00:35:25.867 --> 00:35:26.588
how the fuck are we getting

00:35:26.608 --> 00:35:27.327
all this work done?

00:35:27.347 --> 00:35:28.228
Cause the schedule filled up.

00:35:28.889 --> 00:35:29.791
That was eight years ago.

00:35:31.186 --> 00:35:31.927
Nothing's changed.

00:35:32.608 --> 00:35:33.489
There are Sunday nights

00:35:33.548 --> 00:35:35.110
where I'm looking at the schedule.

00:35:35.289 --> 00:35:37.132
My goal is to be 75% booked

00:35:37.871 --> 00:35:38.813
at all given times.

00:35:40.833 --> 00:35:42.275
We'll just do simple hillbilly math.

00:35:42.335 --> 00:35:44.677
If your capacity is $2,000 a day,

00:35:45.637 --> 00:35:46.938
that's about an average.

00:35:47.018 --> 00:35:48.400
If you're a one-truck operation,

00:35:48.400 --> 00:35:50.902
$2,000 a day about capacity.

00:35:50.942 --> 00:35:52.583
Again, I'm not looking to fucking argue.

00:35:52.623 --> 00:35:53.704
I need simple hillbilly math

00:35:53.903 --> 00:35:54.844
so y'all can follow along.

00:35:55.425 --> 00:35:56.706
Capacity is $10,000 on the week.

00:35:59.396 --> 00:35:59.536
Right.

00:35:59.577 --> 00:36:01.018
Because Saturdays are bonus days.

00:36:01.438 --> 00:36:02.880
We don't run Saturdays anymore.

00:36:02.940 --> 00:36:03.619
We used to and they were

00:36:03.639 --> 00:36:04.420
always I looked at them as

00:36:04.440 --> 00:36:06.001
always bonus days post-COVID.

00:36:06.021 --> 00:36:06.681
We don't run them anymore

00:36:06.702 --> 00:36:07.483
because people generally

00:36:07.523 --> 00:36:08.664
don't want to run Saturdays.

00:36:08.724 --> 00:36:09.644
They want their weekends as

00:36:09.704 --> 00:36:10.485
much as we want ours.

00:36:11.085 --> 00:36:12.467
So your capacity is 10,000.

00:36:13.547 --> 00:36:14.387
We would normally start the

00:36:14.407 --> 00:36:16.550
week with about 2,500, 3,000, right?

00:36:16.730 --> 00:36:17.731
25 to 30 percent capacity.

00:36:18.150 --> 00:36:19.532
My goal is to be at 75

00:36:19.532 --> 00:36:20.733
percent capacity at all times.

00:36:20.972 --> 00:36:22.114
So I want seventy five

00:36:22.153 --> 00:36:23.074
hundred dollars on the books.

00:36:23.864 --> 00:36:24.525
For that week,

00:36:25.206 --> 00:36:27.567
because I want some space

00:36:27.666 --> 00:36:29.367
still for those last minute jobs,

00:36:29.387 --> 00:36:31.028
those emergency jobs, those realtors,

00:36:31.088 --> 00:36:31.268
right?

00:36:31.289 --> 00:36:32.128
Right.

00:36:32.550 --> 00:36:34.471
I don't want to have $11,000 in the books.

00:36:35.010 --> 00:36:36.552
Now I'm over capacity,

00:36:36.931 --> 00:36:37.731
which means something's

00:36:37.751 --> 00:36:38.472
going to get stretched.

00:36:39.233 --> 00:36:39.353
Right.

00:36:39.413 --> 00:36:40.733
Either my warehouse is going

00:36:40.753 --> 00:36:41.853
to fill up or back then my

00:36:41.893 --> 00:36:42.974
garage is going to fill up

00:36:43.474 --> 00:36:45.173
or we're going to have to drop a trailer.

00:36:45.713 --> 00:36:45.893
Right.

00:36:45.914 --> 00:36:46.873
And emptied on the weekends

00:36:46.893 --> 00:36:47.755
because we have to drop and

00:36:47.775 --> 00:36:49.295
go a trailer or we're going

00:36:49.315 --> 00:36:51.074
to run out of time and run a daylight.

00:36:51.094 --> 00:36:51.855
So now we're working till

00:36:51.914 --> 00:36:52.755
eight or nine o'clock at

00:36:52.835 --> 00:36:53.695
night because we don't have

00:36:53.715 --> 00:36:55.376
any time to unload or we're

00:36:55.416 --> 00:36:56.735
going to run out of fucking guys.

00:36:56.755 --> 00:36:57.675
And we're going to have to, you know,

00:36:57.956 --> 00:36:58.717
call up some random

00:36:58.777 --> 00:37:00.336
dishwasher we know to go

00:37:00.416 --> 00:37:01.376
bang jobs with us on a

00:37:01.416 --> 00:37:02.456
fucking Thursday afternoon.

00:37:03.036 --> 00:37:03.177
Right.

00:37:03.257 --> 00:37:03.378
Right.

00:37:03.438 --> 00:37:04.617
And so my goal is to be at

00:37:04.617 --> 00:37:05.697
75 percent capacity.

00:37:06.940 --> 00:37:09.061
And I get nervous when I'm below 25%.

00:37:10.202 --> 00:37:11.224
Like that's the, oh shit,

00:37:11.264 --> 00:37:13.786
we are fucked kind of mindset.

00:37:15.146 --> 00:37:16.288
And the thing is about when

00:37:16.307 --> 00:37:17.389
it comes to marketing and sales,

00:37:17.509 --> 00:37:19.630
it is consistency over time.

00:37:20.608 --> 00:37:21.510
The challenge is,

00:37:22.269 --> 00:37:23.690
especially in the residential sector,

00:37:23.911 --> 00:37:25.130
commercial is much more

00:37:25.170 --> 00:37:26.472
stable because they're

00:37:26.512 --> 00:37:27.413
consistently getting work,

00:37:27.432 --> 00:37:27.893
which means you're

00:37:27.913 --> 00:37:28.652
consistently getting work.

00:37:29.153 --> 00:37:30.293
On the residential sector,

00:37:30.393 --> 00:37:31.594
you need to be consistent

00:37:31.635 --> 00:37:33.016
in your sales and marketing efforts.

00:37:33.376 --> 00:37:34.717
When you're having a banging ass week,

00:37:35.016 --> 00:37:35.956
you got to go out there and

00:37:35.976 --> 00:37:36.757
fucking go to networking

00:37:36.797 --> 00:37:37.797
events or cold call or do

00:37:37.838 --> 00:37:38.398
whatever it is you do.

00:37:38.978 --> 00:37:39.920
I seen this one cat the

00:37:39.940 --> 00:37:41.460
other day on one of the Facebook groups.

00:37:41.719 --> 00:37:43.420
He's like, yep, 200 yard signs.

00:37:43.802 --> 00:37:44.762
I started at midnight.

00:37:44.822 --> 00:37:45.402
I'm going to go till 6 a.m.

00:37:46.822 --> 00:37:47.603
For six hours,

00:37:47.822 --> 00:37:49.884
he put fucking yard signs out.

00:37:50.003 --> 00:37:52.083
Hey, that's his thing.

00:37:52.925 --> 00:37:53.945
If he does that once a month

00:37:53.985 --> 00:37:56.224
or he does it every other week, awesome.

00:37:57.166 --> 00:37:58.226
Don't wait until you have no

00:37:58.266 --> 00:38:00.887
fucking jobs to put yard signs out.

00:38:01.806 --> 00:38:02.347
Tell yourself, hey,

00:38:02.387 --> 00:38:03.407
I'm going to put out 5,000

00:38:03.407 --> 00:38:04.166
yard signs a year.

00:38:04.266 --> 00:38:04.668
That's your thing.

00:38:04.708 --> 00:38:05.427
I don't give a shit.

00:38:05.507 --> 00:38:06.208
I hate yard signs.

00:38:06.228 --> 00:38:08.128
Fucking hate them.

00:38:08.188 --> 00:38:09.349
They're shit for the environment.

00:38:09.369 --> 00:38:10.248
They're fucking waste.

00:38:10.568 --> 00:38:11.369
They're polluting.

00:38:11.668 --> 00:38:12.528
They look like shit.

00:38:13.250 --> 00:38:14.190
Everyone fucking hates them.

00:38:15.014 --> 00:38:15.875
Are you talking about yard

00:38:15.894 --> 00:38:18.418
signs or bandit signs?

00:38:19.079 --> 00:38:19.438
Which ones?

00:38:19.780 --> 00:38:20.320
What, a bandit?

00:38:20.340 --> 00:38:22.503
A bandit sign or a yard sign?

00:38:22.523 --> 00:38:23.724
What the fuck's the difference?

00:38:23.945 --> 00:38:25.226
What are you talking about?

00:38:25.266 --> 00:38:26.929
A yard sign is like a sign

00:38:26.949 --> 00:38:27.650
you would put in somebody's

00:38:27.670 --> 00:38:28.731
yard after you finish a job.

00:38:28.791 --> 00:38:29.572
A bandit sign is like

00:38:29.592 --> 00:38:31.074
something you'd see at an intersection.

00:38:31.891 --> 00:38:32.811
Yeah, all the same shit.

00:38:33.333 --> 00:38:34.873
Yeah,

00:38:34.893 --> 00:38:36.193
we put yard signs in our customers'

00:38:36.233 --> 00:38:37.233
houses when they allow us.

00:38:37.894 --> 00:38:38.735
Fine, yes, fine.

00:38:38.755 --> 00:38:40.376
That's more of a traditional homeowner,

00:38:40.396 --> 00:38:40.576
yeah.

00:38:40.996 --> 00:38:41.775
Fine, a banded sign.

00:38:41.835 --> 00:38:42.396
I don't give a shit.

00:38:42.416 --> 00:38:43.097
That must be a St.

00:38:43.117 --> 00:38:43.416
Louis thing.

00:38:43.436 --> 00:38:44.398
I've never heard a banded sign.

00:38:45.117 --> 00:38:45.378
Yes,

00:38:45.538 --> 00:38:47.639
the shit signs that are on every

00:38:47.719 --> 00:38:49.679
off-ramp at every fucking intersection.

00:38:50.731 --> 00:38:50.891
Yeah.

00:38:51.271 --> 00:38:52.032
And chances are I'm sitting

00:38:52.052 --> 00:38:52.992
in that left turning lane

00:38:53.333 --> 00:38:54.873
already angry that I'm

00:38:54.893 --> 00:38:55.833
waiting for the fucking arrow.

00:38:55.873 --> 00:38:57.195
I don't want to look at your sign.

00:38:58.675 --> 00:38:59.315
So anyways,

00:38:59.356 --> 00:39:00.998
if your goal is 5,000 yard signs,

00:39:01.237 --> 00:39:01.797
that means you got to put a

00:39:01.838 --> 00:39:04.639
hundred out each week, not 500 this week.

00:39:04.719 --> 00:39:05.820
And then, Oh, business is slow.

00:39:06.021 --> 00:39:06.840
Let me go put out another 500.

00:39:08.282 --> 00:39:09.842
So what, what the question is,

00:39:09.862 --> 00:39:10.402
what you should do on

00:39:10.443 --> 00:39:11.784
nothing of it Sunday, right?

00:39:12.304 --> 00:39:13.445
Do what's been working and

00:39:13.465 --> 00:39:14.746
be consistent about it and

00:39:14.786 --> 00:39:15.827
be consistent about it.

00:39:16.306 --> 00:39:17.367
Even when you're working.

00:39:18.840 --> 00:39:20.061
Maybe you had a kick-ass day

00:39:20.342 --> 00:39:21.003
and there's a networking

00:39:21.023 --> 00:39:21.684
event at night and you're like,

00:39:21.704 --> 00:39:22.224
I don't give a shit.

00:39:22.264 --> 00:39:23.025
I already made my money and

00:39:23.045 --> 00:39:24.347
I'm dirty and I'm nasty and I'm filthy.

00:39:25.088 --> 00:39:25.250
Nope.

00:39:25.389 --> 00:39:26.472
Go to the fucking networking event.

00:39:27.452 --> 00:39:27.592
Right?

00:39:27.891 --> 00:39:29.793
Schedule your time to cold

00:39:29.853 --> 00:39:30.855
call and cold knock.

00:39:31.355 --> 00:39:32.376
When you find yourself not

00:39:32.416 --> 00:39:33.697
enough time to do business development,

00:39:34.056 --> 00:39:34.697
hire someone.

00:39:35.038 --> 00:39:35.797
Hire someone to run the

00:39:35.838 --> 00:39:36.798
truck or hire someone to

00:39:36.838 --> 00:39:37.780
run the business development.

00:39:38.360 --> 00:39:38.721
Otherwise,

00:39:38.740 --> 00:39:40.121
you're going to have this constant up,

00:39:40.161 --> 00:39:41.543
down, up, down, up, down, up,

00:39:41.583 --> 00:39:44.425
down roller coaster of entrepreneurship.

00:39:44.724 --> 00:39:46.045
And that is every entrepreneur.

00:39:46.766 --> 00:39:47.708
Figure out what marketing

00:39:47.748 --> 00:39:48.867
efforts can run in the background.

00:39:48.967 --> 00:39:50.369
If you're making money on Facebook,

00:39:50.630 --> 00:39:50.929
awesome.

00:39:51.269 --> 00:39:52.710
The Logan and...

00:39:54.197 --> 00:39:55.878
his buddy there on the podcast, maybe six,

00:39:55.918 --> 00:39:56.518
nine months ago,

00:39:56.838 --> 00:39:58.820
down there in Daytona Beach, Florida,

00:39:59.380 --> 00:39:59.541
right?

00:39:59.681 --> 00:40:01.001
Junkless, junkless junk removal.

00:40:01.202 --> 00:40:02.663
Those guys are posted every

00:40:02.742 --> 00:40:04.523
single day on Facebook, right?

00:40:04.583 --> 00:40:05.264
That's their hustle.

00:40:05.684 --> 00:40:06.824
Every day they post on Facebook.

00:40:06.864 --> 00:40:07.364
That's their thing.

00:40:07.945 --> 00:40:08.286
Okay.

00:40:08.806 --> 00:40:10.487
Post every day, right?

00:40:10.726 --> 00:40:12.648
When you're slamming with jobs, post.

00:40:13.268 --> 00:40:15.068
When you're not slamming with jobs, post,

00:40:15.690 --> 00:40:15.829
right?

00:40:15.849 --> 00:40:17.291
It's about consistency over time.

00:40:17.710 --> 00:40:18.351
And when you ain't got shit

00:40:18.371 --> 00:40:19.472
else to do on a Sunday, right?

00:40:20.452 --> 00:40:21.673
For me, I pound the pavement.

00:40:21.693 --> 00:40:22.213
That's what I do.

00:40:22.994 --> 00:40:24.115
I'll throw it to you, Jack.

00:40:25.597 --> 00:40:26.498
It's Sunday.

00:40:26.518 --> 00:40:27.418
You have no fucking work.

00:40:27.478 --> 00:40:29.099
What are you doing?

00:40:29.199 --> 00:40:29.981
I'm with you.

00:40:30.041 --> 00:40:31.141
I'm a pavement pounder as well.

00:40:31.181 --> 00:40:32.023
I'm out trying to make as

00:40:32.103 --> 00:40:34.925
many connections as I possibly can.

00:40:35.005 --> 00:40:35.666
Two differences.

00:40:35.806 --> 00:40:36.887
First one, before I'm out,

00:40:37.166 --> 00:40:38.108
I'm making sure that I'm

00:40:38.148 --> 00:40:39.329
posting on social media.

00:40:40.570 --> 00:40:41.090
We post...

00:40:41.855 --> 00:40:43.554
every single day on our business account,

00:40:43.615 --> 00:40:44.416
my personal account,

00:40:44.476 --> 00:40:45.876
my business partner's personal account,

00:40:46.295 --> 00:40:48.237
and in every single real estate investor,

00:40:48.257 --> 00:40:49.197
buy, sell, trade,

00:40:49.237 --> 00:40:51.358
community group that'll allow us to post.

00:40:52.057 --> 00:40:53.777
Every day, seven days a week,

00:40:54.398 --> 00:40:56.039
we're getting over 1,000 posts a month.

00:40:56.418 --> 00:40:57.679
And it's just like you said, Andy,

00:40:57.719 --> 00:40:58.719
I want to make sure that

00:40:58.739 --> 00:40:59.900
when people think junk removal,

00:41:00.360 --> 00:41:01.239
people think demolition,

00:41:01.280 --> 00:41:01.860
they think of me.

00:41:02.721 --> 00:41:04.221
So that's that there.

00:41:04.521 --> 00:41:05.340
The only difference that I

00:41:05.380 --> 00:41:06.722
would say as far as the

00:41:07.202 --> 00:41:08.561
pounding the pavement is I think,

00:41:08.782 --> 00:41:10.023
and maybe you are as well,

00:41:10.043 --> 00:41:11.143
and you just didn't allude to it, but

00:41:11.621 --> 00:41:13.983
I'm extremely specific or I

00:41:14.023 --> 00:41:15.943
guess specific on who my client is.

00:41:16.644 --> 00:41:18.306
So I'm going out and I'm trying to target,

00:41:18.405 --> 00:41:20.487
for me, I really like B2B sales.

00:41:21.108 --> 00:41:22.469
I'm trying to target the

00:41:22.509 --> 00:41:23.369
client that's going to give

00:41:23.409 --> 00:41:24.391
me multiple jobs.

00:41:25.331 --> 00:41:26.413
In my mind, it's like, hey,

00:41:26.452 --> 00:41:28.153
it takes me just as long to

00:41:28.193 --> 00:41:29.074
have a conversation with

00:41:29.114 --> 00:41:29.594
somebody who's going to

00:41:29.614 --> 00:41:31.135
give me one job as it does

00:41:31.175 --> 00:41:31.717
somebody who's going to be

00:41:31.737 --> 00:41:32.898
able to give me 10.

00:41:32.898 --> 00:41:34.219
So if I'm in front of somebody,

00:41:34.378 --> 00:41:35.119
I'm getting in front of the

00:41:35.159 --> 00:41:36.500
person that's going to give me 10 jobs.

00:41:36.519 --> 00:41:39.682
So, you know, I would say that that's, but,

00:41:39.702 --> 00:41:39.882
you know,

00:41:40.369 --> 00:41:41.811
basically what you're saying there.

00:41:42.032 --> 00:41:43.695
We're pretty consistent, for sure.

00:41:44.836 --> 00:41:45.297
Yeah, it is...

00:41:47.300 --> 00:41:48.041
Yeah, it is.

00:41:48.260 --> 00:41:50.882
No, we're saying the same thing, B2B2C.

00:41:51.161 --> 00:41:53.021
When I go to a realtor's office,

00:41:53.402 --> 00:41:54.581
I want to talk to a realtor

00:41:55.202 --> 00:41:56.483
who's going to talk to the broker,

00:41:56.822 --> 00:41:57.402
who's going to get me in

00:41:57.422 --> 00:41:58.663
front of 50 agents,

00:41:58.722 --> 00:41:59.242
and they're all going to

00:41:59.262 --> 00:42:00.364
sell 10 houses this year,

00:42:00.724 --> 00:42:03.704
and now that's 500 houses versus one.

00:42:04.023 --> 00:42:06.284
Oh, no, we're on the same page there.

00:42:06.585 --> 00:42:07.445
And same with senior living.

00:42:07.465 --> 00:42:08.324
I like to get into senior

00:42:08.364 --> 00:42:10.106
living because every month

00:42:10.126 --> 00:42:10.786
someone's moving in,

00:42:10.826 --> 00:42:11.445
someone's moving out.

00:42:11.766 --> 00:42:12.985
So my relationship is with

00:42:13.005 --> 00:42:14.025
the senior living facility,

00:42:14.387 --> 00:42:15.887
not with the family's

00:42:16.786 --> 00:42:18.007
Until it's with the families, right?

00:42:18.367 --> 00:42:19.108
The handoff, you know,

00:42:19.148 --> 00:42:20.007
handoff comes with the family.

00:42:20.047 --> 00:42:20.507
So no,

00:42:20.708 --> 00:42:21.947
we're speaking the same language or

00:42:22.027 --> 00:42:22.489
absolutely.

00:42:22.528 --> 00:42:23.909
And to your point, it is,

00:42:24.349 --> 00:42:27.190
it is about priority

00:42:27.230 --> 00:42:29.210
management and my time.

00:42:30.110 --> 00:42:30.231
Right.

00:42:30.251 --> 00:42:31.971
So same, same thing with networking events,

00:42:32.050 --> 00:42:32.190
right?

00:42:32.210 --> 00:42:33.552
There's some networking

00:42:33.572 --> 00:42:34.291
events where there's eight

00:42:34.311 --> 00:42:35.391
to 10 people there and you

00:42:35.411 --> 00:42:36.512
have a great personal

00:42:36.532 --> 00:42:37.452
relationship with them and

00:42:37.472 --> 00:42:38.733
they can be as beneficial

00:42:39.112 --> 00:42:40.052
as a group where it's 50

00:42:40.052 --> 00:42:40.994
people and you kind of all

00:42:41.014 --> 00:42:42.114
just casually know each other.

00:42:42.708 --> 00:42:44.088
For sure.

00:42:44.188 --> 00:42:46.009
Go to where it makes sense.

00:42:46.108 --> 00:42:48.030
That ultimately is the key.

00:42:48.771 --> 00:42:49.650
Absolutely.

00:42:49.931 --> 00:42:51.090
Yeah, I couldn't agree more.

00:42:51.552 --> 00:42:53.291
And go one step further and

00:42:53.311 --> 00:42:54.472
really define who your client is.

00:42:55.737 --> 00:42:57.797
You have to know what to do

00:42:57.836 --> 00:42:59.197
before you go and do it.

00:42:59.237 --> 00:43:00.077
Taylor's yelling at me again

00:43:00.097 --> 00:43:01.577
because my video's jacking up.

00:43:03.338 --> 00:43:04.338
Let me hop out and hop back in.

00:43:04.418 --> 00:43:05.219
I'm just going to keep doing

00:43:05.259 --> 00:43:06.159
this shit today, I suppose.

00:43:06.619 --> 00:43:08.719
Actually, Taylor, while I'm... No,

00:43:08.739 --> 00:43:10.719
you're... Jack, Taylor yelled at me.

00:43:11.820 --> 00:43:12.280
Taylor just said,

00:43:12.400 --> 00:43:13.460
RIP internet on a Monday.

00:43:14.099 --> 00:43:15.681
Jack, tell us about a memorable job.

00:43:15.721 --> 00:43:16.820
I'm going to hop out and hop back in.

00:43:17.721 --> 00:43:18.721
Yeah, for sure.

00:43:20.420 --> 00:43:22.322
There's one kind of aha moment that I had,

00:43:22.362 --> 00:43:23.262
especially when it comes to

00:43:25.213 --> 00:43:26.414
demo job that we did it was

00:43:26.894 --> 00:43:27.775
it was tearing down a

00:43:27.815 --> 00:43:29.876
garage and I've done

00:43:29.976 --> 00:43:31.677
several I've done several

00:43:31.737 --> 00:43:34.018
garage demos now you know

00:43:34.117 --> 00:43:34.938
taking down the entire

00:43:34.978 --> 00:43:36.778
structure the first one

00:43:36.798 --> 00:43:38.340
that we did I bid it at it

00:43:39.260 --> 00:43:40.460
was forty three hundred

00:43:40.481 --> 00:43:41.862
that was removing the

00:43:41.902 --> 00:43:43.001
structure it was a stick

00:43:43.041 --> 00:43:44.682
and stone or a stick and it

00:43:45.523 --> 00:43:46.664
was a stick frame structure

00:43:46.983 --> 00:43:48.085
we tore that thing down and

00:43:48.144 --> 00:43:49.164
we're also we also removed

00:43:49.184 --> 00:43:50.505
the pad but we did it all

00:43:50.545 --> 00:43:52.726
by hand and was saws us went in there

00:43:53.708 --> 00:43:54.469
started doing it.

00:43:54.829 --> 00:43:56.851
Like I said, 4,300 bucks took me two days.

00:43:56.871 --> 00:43:57.552
Yep.

00:43:58.193 --> 00:44:00.074
The next time I demoed a garage,

00:44:00.916 --> 00:44:03.458
we got it for $5,000.

00:44:03.458 --> 00:44:04.639
I rented a skid loader and I

00:44:04.679 --> 00:44:06.119
did the job in three and a half hours.

00:44:12.106 --> 00:44:15.548
You know, um, have the right equipment.

00:44:18.304 --> 00:44:19.865
I spent $500 running that skid loader.

00:44:21.407 --> 00:44:23.349
Saved tons of hours, and you're back.

00:44:23.949 --> 00:44:24.829
It was so much more fun.

00:44:24.849 --> 00:44:26.391
We got a ton of great content out of it,

00:44:26.931 --> 00:44:28.213
and we got content out of

00:44:28.233 --> 00:44:30.074
it that got us the same types of jobs.

00:44:30.954 --> 00:44:31.994
The same types of jobs were

00:44:32.235 --> 00:44:35.177
big-ticket jobs that we got done fast.

00:44:35.958 --> 00:44:36.478
It was fun.

00:44:36.539 --> 00:44:36.679
I mean,

00:44:36.699 --> 00:44:37.599
I don't know if you have experience

00:44:37.619 --> 00:44:38.360
with a skid loader, Andy,

00:44:38.380 --> 00:44:39.201
but they're a lot of fun to

00:44:39.221 --> 00:44:39.541
drive through.

00:44:41.730 --> 00:44:42.731
I grew up on job sites and

00:44:42.751 --> 00:44:43.492
construction sites.

00:44:43.572 --> 00:44:45.673
I ran a skid steer in the Army.

00:44:45.693 --> 00:44:50.898
We were on a three-week training exercise.

00:44:50.918 --> 00:44:53.541
In the military,

00:44:53.561 --> 00:44:54.762
we call it area beautification.

00:44:55.083 --> 00:44:55.463
Basically,

00:44:55.463 --> 00:44:56.744
10% of the people have to

00:44:56.844 --> 00:44:57.826
fucking clean up the FOB.

00:44:58.327 --> 00:44:59.907
The FOB is Forward Operating Base.

00:45:00.737 --> 00:45:02.519
And they had a skid steer

00:45:02.539 --> 00:45:03.661
there and I was a truck

00:45:03.701 --> 00:45:04.842
driver and our whole unit

00:45:04.862 --> 00:45:05.382
was truck drivers.

00:45:05.782 --> 00:45:06.344
And they're like, Hey,

00:45:06.364 --> 00:45:08.405
does anyone know how to use a skid steer?

00:45:08.847 --> 00:45:09.606
And I raised my hand.

00:45:09.646 --> 00:45:09.907
Of course,

00:45:09.947 --> 00:45:11.588
like my adage in the army was always,

00:45:11.628 --> 00:45:12.710
if I volunteer for everything,

00:45:12.751 --> 00:45:13.771
they can't make me do anything.

00:45:14.753 --> 00:45:15.335
And so I was like,

00:45:15.355 --> 00:45:16.355
I know how to run a skid steer.

00:45:17.056 --> 00:45:18.197
And so for the next... We

00:45:18.717 --> 00:45:20.018
were out in this fob for

00:45:20.057 --> 00:45:21.438
three weeks living in the fucking dirt.

00:45:22.219 --> 00:45:23.900
And for a week straight,

00:45:23.920 --> 00:45:24.681
I basically just sat in a

00:45:24.822 --> 00:45:26.963
skid steer moving sandbags

00:45:27.023 --> 00:45:28.384
and moving shit.

00:45:28.625 --> 00:45:29.784
And everyone fucking hated me.

00:45:30.706 --> 00:45:31.585
Because I was the only one

00:45:31.606 --> 00:45:32.206
in the skids tier.

00:45:32.425 --> 00:45:34.166
And after like two days of it,

00:45:34.186 --> 00:45:35.246
I was bored out of my fucking mind.

00:45:35.666 --> 00:45:36.266
Yeah.

00:45:36.847 --> 00:45:37.827
Yeah, every once in a while.

00:45:37.847 --> 00:45:38.248
Yeah, fuck.

00:45:38.288 --> 00:45:40.148
I got... Yeah, I'm a fucking... Yeah.

00:45:40.487 --> 00:45:41.989
Casey, you know, even like a mini-axe.

00:45:42.028 --> 00:45:43.309
I get on a fucking little mini-axe.

00:45:43.389 --> 00:45:44.028
I fart around.

00:45:44.068 --> 00:45:44.728
I fucking love it.

00:45:45.028 --> 00:45:46.050
But after about an hour, I'm like,

00:45:46.130 --> 00:45:46.969
all right, I'm fucking over it.

00:45:48.449 --> 00:45:50.030
I also live on a farm and I

00:45:50.050 --> 00:45:50.731
have tractors and...

00:45:53.117 --> 00:45:57.039
So... Yeah, well, I grew up on that shit.

00:45:57.139 --> 00:45:57.880
I grew up on it,

00:45:57.900 --> 00:45:59.021
and I'm still a fucking kid

00:45:59.041 --> 00:46:00.641
that loves Tonka trucks.

00:46:00.882 --> 00:46:01.543
I'll fuck with that.

00:46:01.802 --> 00:46:02.744
I drove a dump truck for

00:46:02.784 --> 00:46:04.525
three years when I did concrete work.

00:46:05.304 --> 00:46:07.327
I ran... Whenever they needed loads,

00:46:07.387 --> 00:46:10.248
ran of dirt for backfill or gravel.

00:46:10.449 --> 00:46:14.592
We normally get the 25-yard dump trucks.

00:46:14.612 --> 00:46:15.952
Whenever we needed little loads,

00:46:15.972 --> 00:46:17.833
I would run a little small dump truck.

00:46:18.313 --> 00:46:19.355
A small dump truck is still...

00:46:19.355 --> 00:46:22.197
20 000 pounds right it's

00:46:22.317 --> 00:46:23.438
it's you know yeah eight or

00:46:23.478 --> 00:46:25.460
ten k fucking slow as shit

00:46:25.539 --> 00:46:27.262
six you know the again um

00:46:27.342 --> 00:46:28.362
the one was a five speed

00:46:28.382 --> 00:46:29.204
the other one was a 18

00:46:29.204 --> 00:46:30.744
speed where you're just I

00:46:30.764 --> 00:46:32.005
mean my by the end of the

00:46:32.025 --> 00:46:33.347
day driving city streets

00:46:33.447 --> 00:46:34.768
right one of those my left

00:46:34.809 --> 00:46:36.250
leg on the clutch is worn

00:46:36.309 --> 00:46:37.411
out like you're not walking

00:46:37.431 --> 00:46:38.992
you're not jumping no it's

00:46:39.012 --> 00:46:40.554
like it's fun for a again

00:46:40.713 --> 00:46:42.356
it's fun for an hour you know um

00:46:43.797 --> 00:46:43.916
Yeah.

00:46:43.956 --> 00:46:44.418
No, that's the thing.

00:46:44.438 --> 00:46:46.798
Like growing up, I, I,

00:46:47.039 --> 00:46:48.681
my pedigree is to run a jungle company.

00:46:49.121 --> 00:46:50.661
Like I did demo for my dad.

00:46:50.681 --> 00:46:51.402
I grew up on a farm.

00:46:51.443 --> 00:46:52.242
I run equipment.

00:46:52.724 --> 00:46:54.405
Um, I, I, I work for UPS.

00:46:54.445 --> 00:46:55.365
I work for waste management.

00:46:55.385 --> 00:46:56.467
I understand logistics and

00:46:56.527 --> 00:46:57.686
all this shit that I've

00:46:57.728 --> 00:46:58.807
done got me to this point.

00:46:58.827 --> 00:46:59.929
It was very logical.

00:47:00.369 --> 00:47:00.570
Oh yeah.

00:47:00.610 --> 00:47:02.130
Here you are kind of mindset, you know?

00:47:02.150 --> 00:47:02.190
Um,

00:47:04.192 --> 00:47:05.293
I still love all that shit.

00:47:05.532 --> 00:47:05.672
Hell,

00:47:05.713 --> 00:47:06.634
every once in a while I get here on

00:47:06.653 --> 00:47:07.974
the forklift and I go, you know,

00:47:07.994 --> 00:47:08.574
we use totes.

00:47:08.715 --> 00:47:10.096
We dump totes into our eight yarders.

00:47:10.596 --> 00:47:10.815
It's like,

00:47:10.835 --> 00:47:12.016
I'll go fucking pound totes for

00:47:12.036 --> 00:47:13.297
like a half hour to clear

00:47:13.338 --> 00:47:13.958
my fucking mind.

00:47:14.458 --> 00:47:15.960
You know, I'll put, I'll put an air pod,

00:47:16.019 --> 00:47:16.659
an air pod in,

00:47:17.079 --> 00:47:18.780
listen to music and just go dump totes.

00:47:19.021 --> 00:47:19.501
So I'm like, yep.

00:47:20.222 --> 00:47:21.682
Or we use our forklift to crush,

00:47:21.882 --> 00:47:22.684
crush furniture that we

00:47:22.704 --> 00:47:25.304
can't recycle or rub or reuse.

00:47:25.585 --> 00:47:26.326
So I'll sit there and crush

00:47:26.365 --> 00:47:27.306
couches with a forklift.

00:47:27.706 --> 00:47:29.668
It's not even oddly satisfying.

00:47:29.748 --> 00:47:31.068
It's totally fucking satisfying.

00:47:31.208 --> 00:47:32.570
I would imagine so.

00:47:33.840 --> 00:47:37.141
I am not opposed to doing dumb shit.

00:47:38.762 --> 00:47:39.523
Yeah.

00:47:39.764 --> 00:47:42.324
Total tangent.

00:47:42.925 --> 00:47:44.266
You're saving money on dump fees.

00:47:44.286 --> 00:47:45.487
You're fitting more into your truck.

00:47:46.347 --> 00:47:49.479
No, but I can also pay a guy $17,

00:47:49.479 --> 00:47:50.168
$18 an hour to do it.

00:47:51.190 --> 00:47:52.510
That's where it's like, yeah,

00:47:52.690 --> 00:47:53.630
I'm worth a lot more.

00:47:53.831 --> 00:47:55.012
I'm worth a lot more than

00:47:55.012 --> 00:47:56.012
$18 an hour to my company.

00:47:56.193 --> 00:47:56.893
Right, but man,

00:47:56.952 --> 00:47:58.313
every now and then you need

00:47:58.353 --> 00:47:59.534
to do that $18 an hour task

00:48:00.715 --> 00:48:01.675
to get your mind right.

00:48:01.695 --> 00:48:01.775
Yeah.

00:48:02.545 --> 00:48:04.947
Yeah, my checkout place,

00:48:05.307 --> 00:48:07.309
I bought a sweeper this

00:48:07.349 --> 00:48:08.489
last year at Waste Expo.

00:48:09.750 --> 00:48:10.891
So it's like you press it

00:48:11.010 --> 00:48:12.331
and it like 42 inch fucking

00:48:12.672 --> 00:48:14.152
cleans the floors.

00:48:14.213 --> 00:48:14.813
That's what I'll do.

00:48:15.233 --> 00:48:16.313
I'll walk behind that thing

00:48:16.333 --> 00:48:17.255
for like a half hour.

00:48:17.275 --> 00:48:21.177
Because again, it is satisfying.

00:48:21.557 --> 00:48:22.998
And also it takes no brains.

00:48:23.077 --> 00:48:24.398
And when I need to walk and

00:48:24.699 --> 00:48:26.681
process information, that's what I do.

00:48:27.021 --> 00:48:28.702
Because forklift, you have to be aware.

00:48:28.742 --> 00:48:30.302
It's not like total check your brain out.

00:48:30.563 --> 00:48:31.123
Like when I do...

00:48:33.331 --> 00:48:34.353
when I do brainless work,

00:48:34.393 --> 00:48:35.114
it's gotta be brainless.

00:48:35.135 --> 00:48:35.474
I mean,

00:48:35.514 --> 00:48:37.579
it's like just fucking push the

00:48:37.599 --> 00:48:38.681
goddamn broom kind of work.

00:48:39.081 --> 00:48:39.342
Yeah.

00:48:39.362 --> 00:48:39.824
Turn it off.

00:48:40.545 --> 00:48:40.865
Turn it off.

00:48:40.945 --> 00:48:42.047
And it's good for your guys

00:48:42.088 --> 00:48:42.829
to see you doing that.

00:48:43.735 --> 00:48:43.994
Oh yeah.

00:48:44.014 --> 00:48:44.536
That's the thing.

00:48:44.715 --> 00:48:45.036
Some of the,

00:48:45.056 --> 00:48:45.956
some of the guys that have

00:48:45.996 --> 00:48:47.117
never banged jobs with me,

00:48:47.336 --> 00:48:48.137
they don't understand it.

00:48:48.717 --> 00:48:49.398
And then I'll show up to a

00:48:49.438 --> 00:48:51.239
job site and bang, bang it out with them.

00:48:51.280 --> 00:48:51.840
And they're like, Oh shit,

00:48:51.860 --> 00:48:52.380
you know what you're doing?

00:48:52.400 --> 00:48:52.721
I'm like, yeah,

00:48:52.740 --> 00:48:53.601
I know what I'm fucking doing.

00:48:54.061 --> 00:48:54.262
Right.

00:48:54.722 --> 00:48:55.822
I can go hard for like two

00:48:55.862 --> 00:48:57.043
fucking hours and then I'm out of it.

00:48:57.103 --> 00:48:59.865
I'm like, I'm fucking out of here.

00:49:00.065 --> 00:49:00.565
Um, get tired.

00:49:00.746 --> 00:49:01.666
Fucking like it.

00:49:01.726 --> 00:49:02.166
I'm old.

00:49:02.748 --> 00:49:04.369
Broke my damn finger playing volleyball.

00:49:04.409 --> 00:49:05.670
Like I don't even have a cool story.

00:49:05.869 --> 00:49:08.550
You know, like, yeah, my, uh, yeah,

00:49:08.570 --> 00:49:09.492
there's 40 now, you know,

00:49:09.552 --> 00:49:10.833
that's I'm old man in this industry.

00:49:11.567 --> 00:49:12.086
Yeah, for sure.

00:49:12.126 --> 00:49:13.568
There's times like that for us now,

00:49:13.907 --> 00:49:16.487
especially after we knock out a demo job.

00:49:16.568 --> 00:49:17.228
I can remember the

00:49:17.628 --> 00:49:19.509
carpenters coming in after us on like,

00:49:19.528 --> 00:49:19.809
you know,

00:49:19.849 --> 00:49:21.128
Friday morning or whatever and be like,

00:49:21.570 --> 00:49:23.050
hey, you guys been here all week?

00:49:23.449 --> 00:49:23.949
You know, how'd you do?

00:49:24.010 --> 00:49:24.449
I'm like, no,

00:49:24.469 --> 00:49:25.490
we've been here since Wednesday.

00:49:25.990 --> 00:49:26.190
Yeah.

00:49:26.231 --> 00:49:27.471
You know, we don't get paid by the hour.

00:49:27.490 --> 00:49:27.530
No.

00:49:28.231 --> 00:49:30.672
No, we're getting paid by the hour.

00:49:30.692 --> 00:49:31.152
We're not.

00:49:31.351 --> 00:49:32.251
It's fucking crank, yeah?

00:49:32.952 --> 00:49:34.012
Yeah, I'm totally with you there.

00:49:34.072 --> 00:49:34.572
That's awesome.

00:49:35.275 --> 00:49:35.795
Yeah, no, I mean,

00:49:36.275 --> 00:49:38.297
when my brother and I did the math,

00:49:38.336 --> 00:49:39.717
when him and I used to bang jobs,

00:49:40.697 --> 00:49:41.858
it was 45 minutes of trailer.

00:49:41.878 --> 00:49:42.858
That was like our standard.

00:49:42.898 --> 00:49:43.898
We could fucking do it every time.

00:49:44.518 --> 00:49:46.179
Oh, it's coming out of the basement?

00:49:46.199 --> 00:49:47.039
Fine, make it an hour.

00:49:49.019 --> 00:49:50.400
Because we're just cranking.

00:49:50.440 --> 00:49:51.599
And then as you add employees,

00:49:51.719 --> 00:49:53.340
as you scale,

00:49:53.460 --> 00:49:54.501
you lose those efficiencies

00:49:54.561 --> 00:49:55.161
along the way.

00:49:56.161 --> 00:49:59.322
There's a natural efficiency loss.

00:49:59.581 --> 00:50:00.623
The goal is to find that

00:50:00.762 --> 00:50:01.842
sweet spot wherein...

00:50:02.914 --> 00:50:03.635
you're hiring guys,

00:50:03.675 --> 00:50:05.735
paying them good living wages that are,

00:50:06.635 --> 00:50:08.255
you know, making mission, right.

00:50:08.295 --> 00:50:08.996
And producing that the

00:50:09.016 --> 00:50:10.657
dollars per hour of revenue

00:50:10.717 --> 00:50:12.536
you need to sustain the business.

00:50:12.597 --> 00:50:12.757
Right.

00:50:13.137 --> 00:50:14.157
And we monitor that every week.

00:50:14.177 --> 00:50:14.577
We're, we're,

00:50:14.597 --> 00:50:16.137
we're track constantly tracking our KPIs.

00:50:16.157 --> 00:50:16.998
We know what our dollars per

00:50:17.018 --> 00:50:17.677
hour need to be.

00:50:18.478 --> 00:50:19.958
We know what our, we have, right.

00:50:19.998 --> 00:50:21.898
We always, it's, I used to have a green,

00:50:21.938 --> 00:50:22.179
yellow,

00:50:22.239 --> 00:50:24.159
red methodology and I got rid of

00:50:24.199 --> 00:50:24.599
that shit.

00:50:24.818 --> 00:50:25.019
Right.

00:50:25.159 --> 00:50:25.420
It is,

00:50:25.559 --> 00:50:28.980
it is a green or what I say it's red

00:50:29.000 --> 00:50:29.920
or green, nothing in between.

00:50:30.221 --> 00:50:30.481
That's it.

00:50:30.521 --> 00:50:31.280
Either we hit our fucking

00:50:31.300 --> 00:50:31.920
number or we did it.

00:50:32.920 --> 00:50:34.001
So the break-even number has

00:50:34.021 --> 00:50:35.041
to be above that fucking

00:50:35.061 --> 00:50:37.463
goal or has to be below that goal number,

00:50:37.503 --> 00:50:37.643
right?

00:50:38.324 --> 00:50:38.543
Yeah.

00:50:38.623 --> 00:50:39.023
Exactly.

00:50:39.704 --> 00:50:42.085
Like Mike, our ops guy,

00:50:42.105 --> 00:50:42.965
we were talking about

00:50:44.425 --> 00:50:45.447
marketing initiatives and

00:50:45.487 --> 00:50:47.608
mine's always a 10X return, right?

00:50:47.728 --> 00:50:49.128
So again, he'll believe math.

00:50:49.128 --> 00:50:50.809
10% customer acquisition

00:50:50.929 --> 00:50:53.050
cost means a 10X return, right?

00:50:53.070 --> 00:50:54.490
So a $200 investment needs

00:50:54.510 --> 00:50:55.351
to yield us $2,000, right?

00:50:56.925 --> 00:50:57.385
Right.

00:50:57.726 --> 00:50:59.907
My break even on it is five to one.

00:51:00.788 --> 00:51:00.947
Right.

00:51:01.608 --> 00:51:02.489
So I can do five.

00:51:02.568 --> 00:51:03.048
If I'm going to run

00:51:03.068 --> 00:51:05.990
something for 60 days or 90 days,

00:51:06.931 --> 00:51:08.072
if it goes five to one in

00:51:08.092 --> 00:51:08.952
the first 90 days,

00:51:09.193 --> 00:51:10.193
we haven't broke even yet.

00:51:10.592 --> 00:51:11.793
However, it has some legs.

00:51:12.094 --> 00:51:13.434
I'll run it for another 90 days.

00:51:13.934 --> 00:51:14.054
Right.

00:51:14.074 --> 00:51:15.356
And the goal is after six months,

00:51:15.416 --> 00:51:17.797
it's at least a 10 to one ROI.

00:51:18.518 --> 00:51:18.717
Right.

00:51:18.858 --> 00:51:20.719
And anything north of 10 to one ROI,

00:51:20.818 --> 00:51:21.338
it's green.

00:51:21.358 --> 00:51:21.679
That's it.

00:51:21.699 --> 00:51:22.059
That's all.

00:51:22.139 --> 00:51:23.000
That's what we're going for.

00:51:23.460 --> 00:51:23.639
Right.

00:51:23.860 --> 00:51:23.981
Right.

00:51:25.815 --> 00:51:26.817
And if it's less than five

00:51:26.836 --> 00:51:28.318
to one ROI after 90 days,

00:51:28.478 --> 00:51:29.860
we fucking take it out back and shoot it.

00:51:29.920 --> 00:51:31.023
And we never talk about it again.

00:51:31.543 --> 00:51:32.583
So I advertised it in

00:51:32.625 --> 00:51:33.445
LinkedIn this last year.

00:51:33.505 --> 00:51:34.947
I did a 90-day run on LinkedIn.

00:51:35.367 --> 00:51:36.489
Not a good use of my fucking money.

00:51:37.269 --> 00:51:39.532
So here we are not talking about it again,

00:51:39.733 --> 00:51:39.853
right?

00:51:39.873 --> 00:51:40.474
We're just talking-

00:51:42.423 --> 00:51:43.505
Yeah,

00:51:43.525 --> 00:51:45.586
we were starting to see a trend upward.

00:51:46.007 --> 00:51:47.869
Even I shared you the numbers, you know,

00:51:47.909 --> 00:51:48.829
just from last year to this year.

00:51:48.849 --> 00:51:50.311
Last year was about 20% online.

00:51:50.791 --> 00:51:51.833
This year is about 25.

00:51:52.092 --> 00:51:53.755
We saw an increase in our Facebook.

00:51:54.074 --> 00:51:55.215
And we're like, oh, if Facebook's working,

00:51:55.255 --> 00:51:56.358
let's put some of the same

00:51:56.398 --> 00:51:57.177
content on LinkedIn.

00:51:57.197 --> 00:51:57.798
See how that does.

00:51:57.918 --> 00:51:59.219
Well, didn't fucking work.

00:52:00.581 --> 00:52:01.880
So now we scratch that itch.

00:52:02.181 --> 00:52:03.681
So now we can move on with our lives.

00:52:04.081 --> 00:52:04.902
It's that simple.

00:52:06.402 --> 00:52:07.443
Having those thresholds,

00:52:07.943 --> 00:52:08.722
whether it's your revenue

00:52:08.762 --> 00:52:09.302
per hour or whatever,

00:52:09.322 --> 00:52:11.583
your KPIs for a reason,

00:52:11.983 --> 00:52:12.844
that will give you the

00:52:12.963 --> 00:52:15.284
vitals of your business.

00:52:15.963 --> 00:52:17.905
It's like you go to the

00:52:17.945 --> 00:52:19.065
hospital and your vitals

00:52:19.105 --> 00:52:19.804
are all good and you've got

00:52:19.844 --> 00:52:20.804
a fucking broken arm.

00:52:20.844 --> 00:52:21.686
It's like, well,

00:52:21.726 --> 00:52:23.365
it only tells you so much.

00:52:25.648 --> 00:52:26.688
It's the broken arm.

00:52:26.869 --> 00:52:29.331
Same with your KPIs.

00:52:30.192 --> 00:52:31.112
People argue with me from

00:52:31.152 --> 00:52:31.833
time to time because I'm

00:52:31.853 --> 00:52:32.554
writing another book.

00:52:32.594 --> 00:52:33.594
The next book I'm writing is

00:52:33.614 --> 00:52:34.635
called Numbers Fucking Matter.

00:52:36.036 --> 00:52:37.097
It's lean into the data that

00:52:37.117 --> 00:52:37.797
scares you the most.

00:52:38.297 --> 00:52:40.739
I talk about on this show

00:52:41.079 --> 00:52:42.661
the importance of data.

00:52:42.702 --> 00:52:43.822
There's more to it than data.

00:52:44.182 --> 00:52:44.663
You're right.

00:52:45.784 --> 00:52:46.684
It's a starting point.

00:52:49.507 --> 00:52:50.387
Without your data,

00:52:50.847 --> 00:52:52.869
all you have is gut or instinct or

00:52:54.835 --> 00:52:55.876
maybe it'll work, right?

00:52:55.916 --> 00:52:56.697
No, having cold,

00:52:56.757 --> 00:53:00.039
hard facts will aid you with your testing,

00:53:00.059 --> 00:53:01.739
your assumption and making decisions.

00:53:01.960 --> 00:53:03.601
It's all part of orienting

00:53:03.641 --> 00:53:05.621
yourself to the facts at

00:53:05.661 --> 00:53:06.762
hand before you make a

00:53:06.802 --> 00:53:07.682
decision and you act.

00:53:08.583 --> 00:53:09.023
Absolutely.

00:53:09.043 --> 00:53:10.143
This is exactly why I got a

00:53:10.164 --> 00:53:12.326
degree in accounting.

00:53:12.846 --> 00:53:13.606
It's the foundation.

00:53:13.806 --> 00:53:15.067
It's 100% the foundation.

00:53:15.507 --> 00:53:16.248
If you don't know it,

00:53:16.288 --> 00:53:17.347
you can't go anywhere from there.

00:53:18.108 --> 00:53:19.088
And it's a measurable thing.

00:53:19.128 --> 00:53:20.190
It is clear and objective.

00:53:20.269 --> 00:53:21.530
Numbers don't fucking lie.

00:53:21.811 --> 00:53:22.170
That's it.

00:53:22.978 --> 00:53:24.199
That's the beautiful thing about data.

00:53:24.418 --> 00:53:25.239
Data don't lie.

00:53:25.259 --> 00:53:26.400
We started implementing a

00:53:26.460 --> 00:53:27.820
weekly scorecard that we have.

00:53:27.880 --> 00:53:29.320
So we don't have an admin.

00:53:29.340 --> 00:53:30.181
Well, we do have an admin,

00:53:30.202 --> 00:53:31.422
but it's a virtual assistant.

00:53:31.882 --> 00:53:33.284
And she sent me a scorecard,

00:53:33.304 --> 00:53:35.085
which I guess I'll get it

00:53:35.125 --> 00:53:35.684
tomorrow morning.

00:53:35.704 --> 00:53:36.565
We get it on Tuesdays.

00:53:36.985 --> 00:53:38.987
But it's revenue from the prior week,

00:53:39.226 --> 00:53:41.088
number of jobs, average ticket price,

00:53:41.487 --> 00:53:42.509
how many labor hours we

00:53:42.528 --> 00:53:43.469
spent in dump fees.

00:53:44.250 --> 00:53:47.851
And one other tip for your audience,

00:53:47.992 --> 00:53:49.632
we track every single dump

00:53:49.652 --> 00:53:50.253
fee that we have.

00:53:50.978 --> 00:53:52.378
on a spreadsheet,

00:53:52.599 --> 00:53:54.099
and then we look at it on a weekly basis.

00:53:54.500 --> 00:53:56.639
The reason being is about a

00:53:56.679 --> 00:53:57.440
year ago this time,

00:53:57.500 --> 00:53:59.500
we had a bad egg of an employee,

00:53:59.519 --> 00:54:00.260
didn't realize it,

00:54:00.740 --> 00:54:02.240
and my dump fee started going down.

00:54:02.260 --> 00:54:04.001
And I was like, oh, this is awesome.

00:54:04.081 --> 00:54:06.101
You know, we're saving money.

00:54:06.121 --> 00:54:07.202
And come to find out,

00:54:07.262 --> 00:54:08.802
he was refusing to fill the

00:54:08.842 --> 00:54:09.601
truck up all the way.

00:54:10.561 --> 00:54:11.442
And we have a minimum when

00:54:11.461 --> 00:54:12.063
we go to the dump.

00:54:12.083 --> 00:54:13.583
So we were actually, in the long run,

00:54:13.603 --> 00:54:16.503
we were spending, per visit,

00:54:16.523 --> 00:54:17.302
we were spending less.

00:54:17.322 --> 00:54:18.103
But in the long run,

00:54:18.123 --> 00:54:18.864
we were spending more

00:54:18.884 --> 00:54:19.983
because we were taking more trips.

00:54:20.672 --> 00:54:21.952
So he was, he was doing like,

00:54:21.972 --> 00:54:23.552
I have a truck on door that, so he just,

00:54:23.773 --> 00:54:24.653
he was a drive time,

00:54:24.733 --> 00:54:26.614
fucking a windshield ranger.

00:54:27.355 --> 00:54:27.815
Exactly.

00:54:27.855 --> 00:54:28.655
He was filling in about 80%,

00:54:28.655 --> 00:54:31.077
about 80% full.

00:54:31.717 --> 00:54:33.438
Yeah.

00:54:34.157 --> 00:54:34.378
Yeah.

00:54:34.617 --> 00:54:36.199
So, but anyway, so we tracked that.

00:54:36.259 --> 00:54:37.139
And then for me,

00:54:37.199 --> 00:54:38.960
my biggest indicator is I

00:54:39.019 --> 00:54:39.880
know that the business is

00:54:39.940 --> 00:54:40.740
extremely healthy.

00:54:40.780 --> 00:54:42.742
If we're based on just those numbers,

00:54:42.822 --> 00:54:43.601
obviously I know there's

00:54:43.661 --> 00:54:45.242
more cost of goods sold than that,

00:54:45.302 --> 00:54:47.023
but just on those numbers,

00:54:47.083 --> 00:54:48.184
if we're hitting a 70%

00:54:48.184 --> 00:54:50.224
gross profit on those, we're cooking.

00:54:51.134 --> 00:54:51.855
Really took it.

00:54:52.155 --> 00:54:52.715
Yeah,

00:54:52.775 --> 00:54:54.759
and that is about the industry average.

00:54:57.001 --> 00:54:58.983
I tell people the perfect

00:54:59.164 --> 00:55:00.106
business from my

00:55:00.166 --> 00:55:01.327
perspective in this industry,

00:55:01.606 --> 00:55:02.387
and this is you got to be

00:55:02.407 --> 00:55:03.769
fucking screaming across the board.

00:55:03.789 --> 00:55:04.070
It is 30-30-30-10.

00:55:04.090 --> 00:55:05.092
So it is 30% cost of goods sold.

00:55:05.092 --> 00:55:13.878
30% fixed expense, 30% profit,

00:55:13.878 --> 00:55:15.358
10% reinvest, right?

00:55:15.579 --> 00:55:17.340
That is like the fucking everything.

00:55:17.739 --> 00:55:18.360
And when we were running out

00:55:18.400 --> 00:55:20.181
of our backyard, we were fucking there.

00:55:20.481 --> 00:55:20.621
Now,

00:55:20.681 --> 00:55:24.242
it was not scalable backyard because I

00:55:24.302 --> 00:55:25.382
had $60,000 in fucking

00:55:25.422 --> 00:55:26.302
fines from the city of

00:55:26.322 --> 00:55:28.523
Milwaukee knocking on my door.

00:55:28.543 --> 00:55:29.423
So apparently,

00:55:29.443 --> 00:55:30.744
you're not allowed to run a

00:55:30.864 --> 00:55:31.804
residential junk rule

00:55:31.864 --> 00:55:33.905
company out of your backyard.

00:55:34.695 --> 00:55:34.996
Yeah,

00:55:35.016 --> 00:55:36.137
I'm not going to say it too loud for

00:55:36.177 --> 00:55:37.338
my municipality here.

00:55:37.538 --> 00:55:38.438
Yeah, exactly, right?

00:55:38.518 --> 00:55:38.938
Okay.

00:55:39.298 --> 00:55:43.222
So historically, though, historically,

00:55:43.222 --> 00:55:44.963
30% cogs is good.

00:55:45.603 --> 00:55:46.103
What's his face?

00:55:46.824 --> 00:55:48.744
Happy junk removal down there in Arizona.

00:55:49.085 --> 00:55:49.965
That guy dials his in.

00:55:49.985 --> 00:55:51.547
I think he's down to, like, 22%.

00:55:51.586 --> 00:55:53.027
Like, doesn't fuck around.

00:55:53.047 --> 00:55:54.289
Like, he keeps his layer below 20%.

00:55:54.429 --> 00:55:56.411
I mean, that guy is fucking tight.

00:55:56.690 --> 00:55:58.931
But he also has two crews, and he, like,

00:55:59.231 --> 00:56:00.233
obsesses over it.

00:56:00.572 --> 00:56:01.574
So, like, God bless.

00:56:05.135 --> 00:56:06.496
traditional business, right?

00:56:06.757 --> 00:56:09.880
You're probably at 30% cogs, 50%,

00:56:09.880 --> 00:56:10.820
somewhere between 30 and

00:56:10.820 --> 00:56:13.282
50% fixed expense, right?

00:56:13.382 --> 00:56:16.443
And then you're at 20 to 30% profitability,

00:56:16.744 --> 00:56:16.885
right?

00:56:17.485 --> 00:56:18.766
I've met people that are like, oh,

00:56:18.806 --> 00:56:19.467
I'm at 50% profit.

00:56:19.507 --> 00:56:20.186
I'm like, cool.

00:56:20.547 --> 00:56:21.608
You're not scaling that

00:56:21.967 --> 00:56:22.568
because you don't have

00:56:22.628 --> 00:56:25.311
enough fixed expense to build.

00:56:25.610 --> 00:56:26.692
That means you have two

00:56:26.711 --> 00:56:28.333
trucks and they're at 100% capacity.

00:56:28.552 --> 00:56:29.454
You don't have a third truck.

00:56:29.813 --> 00:56:30.414
You don't have someone to

00:56:30.434 --> 00:56:31.114
answer the phone because

00:56:31.135 --> 00:56:32.295
you're answering it, right?

00:56:32.335 --> 00:56:32.476
Like,

00:56:33.954 --> 00:56:35.735
you are sacrificing scale

00:56:36.516 --> 00:56:37.936
for right for profit today.

00:56:38.577 --> 00:56:39.398
Yeah, absolutely.

00:56:39.797 --> 00:56:40.938
We just went out and started

00:56:40.958 --> 00:56:42.119
a new marketing campaign.

00:56:42.239 --> 00:56:43.699
I'm a, like I said,

00:56:43.719 --> 00:56:44.681
a big boots on the ground.

00:56:44.721 --> 00:56:45.862
We don't spend hardly any

00:56:45.902 --> 00:56:46.541
money on marketing.

00:56:46.561 --> 00:56:49.304
You know, we don't do any Google ads.

00:56:49.324 --> 00:56:51.244
We don't, our website is okay.

00:56:51.264 --> 00:56:52.606
It gives us maybe a lead a month.

00:56:53.545 --> 00:56:54.487
Not, you know, not much there.

00:56:54.547 --> 00:56:56.467
It's a lot of us, it's referrals.

00:56:56.487 --> 00:56:59.670
A lot of us is organic social media, but,

00:57:00.389 --> 00:57:00.570
you know,

00:57:00.590 --> 00:57:01.690
I was just basically running down

00:57:01.731 --> 00:57:02.791
the numbers on growth and

00:57:02.831 --> 00:57:03.791
how we do it and how we do

00:57:03.811 --> 00:57:05.072
it in a really healthy manner,

00:57:05.152 --> 00:57:06.954
rather than chasing down

00:57:07.054 --> 00:57:08.554
the type of residential

00:57:08.934 --> 00:57:10.675
junk business that a lot of people run.

00:57:11.715 --> 00:57:13.416
And what I realized is, you know,

00:57:13.456 --> 00:57:15.018
we've got about eight to 10

00:57:15.018 --> 00:57:17.840
really good clients that

00:57:17.880 --> 00:57:18.840
give us a lot of business,

00:57:19.039 --> 00:57:19.780
a lot of multiple.

00:57:20.380 --> 00:57:21.442
So we reached out to all of

00:57:21.481 --> 00:57:22.282
them and I said, Hey,

00:57:22.322 --> 00:57:23.503
anybody that you can refer us,

00:57:23.902 --> 00:57:24.844
we'll pay you a five,

00:57:25.143 --> 00:57:26.724
we'll pay you 5% revenue

00:57:27.284 --> 00:57:28.284
for any referral you give

00:57:28.324 --> 00:57:29.146
us for 12 months.

00:57:29.710 --> 00:57:30.891
And it got some people's attention.

00:57:32.411 --> 00:57:33.612
Since then, we've landed,

00:57:33.693 --> 00:57:35.494
I landed an $8,000 job last

00:57:35.554 --> 00:57:36.114
week from one.

00:57:36.795 --> 00:57:37.695
And I've landed a,

00:57:40.478 --> 00:57:42.159
I'm going to bid another one today.

00:57:42.360 --> 00:57:43.541
But we've landed some big jobs,

00:57:43.601 --> 00:57:44.621
a five-figure job and a

00:57:44.661 --> 00:57:46.503
large four-figure job just

00:57:46.523 --> 00:57:47.103
from doing that.

00:57:47.204 --> 00:57:49.565
And the guy that I just referred him to,

00:57:49.626 --> 00:57:50.545
I'm like, hey, just so you know,

00:57:50.567 --> 00:57:51.527
there should be a $400

00:57:51.527 --> 00:57:52.307
check coming your way.

00:57:54.028 --> 00:57:55.710
It was a text message introduction.

00:57:55.851 --> 00:57:56.170
That's it.

00:57:57.355 --> 00:57:58.135
You know what?

00:57:58.135 --> 00:57:59.175
5% customer acquisition cost

00:57:59.215 --> 00:57:59.615
is better than 10%.

00:57:59.615 --> 00:58:00.976
Heck yeah.

00:58:01.675 --> 00:58:02.737
And I don't have to do the work.

00:58:03.476 --> 00:58:03.876
No, correct.

00:58:03.896 --> 00:58:05.277
You just sent the original

00:58:05.338 --> 00:58:06.478
email or text message or

00:58:06.818 --> 00:58:07.617
outreach and that was it.

00:58:08.219 --> 00:58:09.659
Yeah.

00:58:09.699 --> 00:58:10.739
Commercial referral program.

00:58:12.179 --> 00:58:12.619
That's funny.

00:58:13.280 --> 00:58:14.061
One of my things I...

00:58:17.317 --> 00:58:18.896
One of the things, we are rolling this out,

00:58:19.297 --> 00:58:20.797
this quarter we're testing

00:58:20.858 --> 00:58:22.038
it to roll it out later in

00:58:22.057 --> 00:58:23.978
the quarter is a customer referral.

00:58:24.137 --> 00:58:25.398
And I was starting to track the data, like,

00:58:25.418 --> 00:58:26.239
all right, what does that look like?

00:58:26.259 --> 00:58:26.898
What number is?

00:58:27.139 --> 00:58:28.639
And I wrote down your five for 12 months.

00:58:28.699 --> 00:58:30.298
It's like 5% for 12 months

00:58:30.378 --> 00:58:31.519
makes absolute sense, you know?

00:58:32.139 --> 00:58:32.699
Yeah.

00:58:33.360 --> 00:58:36.601
I just made it 5% higher.

00:58:36.621 --> 00:58:36.780
Right.

00:58:36.820 --> 00:58:37.721
There's a way to, yeah, exactly.

00:58:37.960 --> 00:58:38.141
Yeah.

00:58:38.280 --> 00:58:39.041
And everybody, right.

00:58:39.101 --> 00:58:40.360
Everybody, it's a win, win, win.

00:58:40.601 --> 00:58:40.740
Well,

00:58:40.760 --> 00:58:41.681
and also the person that you're doing

00:58:41.702 --> 00:58:43.581
the work for, if they value the work,

00:58:43.621 --> 00:58:44.121
they value the work.

00:58:45.028 --> 00:58:45.949
Right.

00:58:46.009 --> 00:58:46.309
That's it.

00:58:46.570 --> 00:58:47.570
My price is my,

00:58:47.650 --> 00:58:49.130
I price to what value I

00:58:49.170 --> 00:58:49.911
bring to your company.

00:58:49.931 --> 00:58:50.371
All right.

00:58:50.431 --> 00:58:51.351
Bryce, my cubic yardage.

00:58:51.871 --> 00:58:53.012
And if that's a value to you,

00:58:53.112 --> 00:58:53.992
you're going to pay me for that.

00:58:54.692 --> 00:58:54.972
Absolutely.

00:58:54.992 --> 00:58:56.092
All right.

00:58:56.152 --> 00:58:56.532
We are,

00:58:56.592 --> 00:58:57.793
we're coming up at the end of the

00:58:57.833 --> 00:58:58.273
show here.

00:58:58.293 --> 00:59:00.614
Uh, we've been going hard for an hour.

00:59:00.634 --> 00:59:02.114
I like,

00:59:02.135 --> 00:59:03.394
I always like fucking going hard

00:59:03.414 --> 00:59:03.894
the whole time.

00:59:04.315 --> 00:59:05.255
What, uh,

00:59:05.315 --> 00:59:06.715
what's your top takeaway from today?

00:59:07.695 --> 00:59:07.996
Yeah.

00:59:08.016 --> 00:59:09.237
So I think that, you know,

00:59:09.356 --> 00:59:10.237
hearing some of the stuff

00:59:10.257 --> 00:59:11.237
that you're talking about, um,

00:59:12.661 --> 00:59:13.322
I think there's some more

00:59:13.382 --> 00:59:14.282
networking I could be doing,

00:59:14.481 --> 00:59:16.943
which I'm definitely going to get into.

00:59:16.963 --> 00:59:18.262
I like some of the KPIs that

00:59:18.282 --> 00:59:19.063
you were talking about.

00:59:19.083 --> 00:59:20.224
I'm going to implement some of those.

00:59:21.063 --> 00:59:23.364
Yeah, it was fun.

00:59:23.885 --> 00:59:24.244
It was fun.

00:59:24.304 --> 00:59:25.264
And it's awesome.

00:59:25.284 --> 00:59:26.125
A lot of fun talking with an

00:59:26.184 --> 00:59:27.545
eight-year veteran of the business.

00:59:28.965 --> 00:59:30.005
We're in growth mode.

00:59:30.025 --> 00:59:31.065
We've got a lot of potential

00:59:31.085 --> 00:59:31.806
on where we can go.

00:59:31.885 --> 00:59:33.106
And I got some really good

00:59:33.126 --> 00:59:33.827
takeaways for sure.

00:59:34.226 --> 00:59:34.726
I appreciate it.

00:59:35.545 --> 00:59:36.367
Yep.

00:59:36.407 --> 00:59:36.847
Here we go.

00:59:37.027 --> 00:59:38.347
A&J, Junk Removal Service.

00:59:38.407 --> 00:59:39.148
Enjoyed the show.

00:59:39.188 --> 00:59:39.728
Appreciate that.

00:59:39.748 --> 00:59:40.668
Thank you, A&J.

00:59:41.710 --> 00:59:44.550
Speaking of enjoying the show and A&J,

00:59:44.630 --> 00:59:46.632
Junk Removal, and hell,

00:59:46.652 --> 00:59:48.132
the way that you got on here today,

00:59:48.152 --> 00:59:49.114
it's really simple.

00:59:49.494 --> 00:59:50.855
I have this super high-speed

00:59:50.894 --> 00:59:52.115
methodology to be on the show.

00:59:52.815 --> 00:59:53.936
All you have to do is send me an email.

00:59:54.436 --> 00:59:55.998
Hell, you can send me a Facebook message.

00:59:56.038 --> 00:59:57.119
I think you've got to be a

00:59:57.139 --> 00:59:58.219
Facebook messenger or something.

00:59:58.699 --> 01:00:01.001
And I will set you up with

01:00:01.021 --> 01:00:01.842
my buddy Taylor.

01:00:02.182 --> 01:00:03.744
Taylor is our producer.

01:00:03.784 --> 01:00:04.903
He will set you up on the show.

01:00:05.585 --> 01:00:06.846
And Jack can attest for it.

01:00:06.945 --> 01:00:07.525
It is simple.

01:00:07.565 --> 01:00:08.507
Taylor sends you the thing.

01:00:08.947 --> 01:00:10.027
And then I get on.

01:00:10.068 --> 01:00:11.509
I verify how to say your last name.

01:00:12.090 --> 01:00:15.032
And then I press the buttons and we talk.

01:00:15.092 --> 01:00:17.413
I cannot express to you how simple, simple,

01:00:17.472 --> 01:00:19.614
simple that is to be on the podcast.

01:00:19.954 --> 01:00:20.556
I also told,

01:00:21.335 --> 01:00:22.137
I've been talking about this

01:00:22.197 --> 01:00:24.079
very openly on our podcast here.

01:00:25.179 --> 01:00:25.820
We've gone through some

01:00:25.860 --> 01:00:26.981
changes on the podcast over

01:00:27.021 --> 01:00:27.842
the last couple of months.

01:00:28.621 --> 01:00:30.164
Casey left the podcast to

01:00:30.204 --> 01:00:32.865
get into real estate more full time.

01:00:33.706 --> 01:00:34.967
And I thought about

01:00:35.427 --> 01:00:36.608
sunsetting the podcast.

01:00:36.688 --> 01:00:38.490
And after some reflection, I said, hey,

01:00:39.090 --> 01:00:41.012
I'm going to do episodes as

01:00:41.032 --> 01:00:42.114
long as I have great guests.

01:00:42.813 --> 01:00:44.255
And several people have reached out.

01:00:44.614 --> 01:00:45.496
When we had those, I think,

01:00:45.536 --> 01:00:46.416
two or three week hiatus,

01:00:46.777 --> 01:00:47.938
people were reaching out to me like, hey,

01:00:47.998 --> 01:00:49.579
Andy, I really look forward to this.

01:00:49.599 --> 01:00:50.320
This means a lot.

01:00:50.440 --> 01:00:51.280
Our industry needs it.

01:00:51.619 --> 01:00:52.780
Whatever, just really nice things.

01:00:52.860 --> 01:00:55.302
And it reaffirmed the

01:00:55.362 --> 01:00:56.403
purpose I have in this world.

01:00:56.684 --> 01:00:58.164
Mark Twain talks about the

01:00:58.184 --> 01:00:59.065
two most important days in

01:00:59.085 --> 01:00:59.706
your life are the day

01:00:59.726 --> 01:01:00.666
you're born and the day you

01:01:00.686 --> 01:01:01.447
figure out why.

01:01:02.268 --> 01:01:03.009
And occasionally,

01:01:03.108 --> 01:01:04.050
people will come by and

01:01:04.090 --> 01:01:06.090
tell you why you're in their life.

01:01:06.130 --> 01:01:06.692
And so I've had the

01:01:06.871 --> 01:01:07.753
fortunate pleasure over the

01:01:07.773 --> 01:01:11.076
last 118 episodes to share

01:01:11.956 --> 01:01:14.498
what I know today and learn, right?

01:01:14.518 --> 01:01:16.480
Hell, Jack, I wrote down 5% for 12 months.

01:01:16.539 --> 01:01:19.123
I wrote down your breakdown, 50% demo,

01:01:19.123 --> 01:01:22.485
40% commercial, 10% residential junk rule,

01:01:22.505 --> 01:01:22.646
right?

01:01:22.885 --> 01:01:23.666
These things matter to me.

01:01:23.706 --> 01:01:24.967
Ultimately, this grows my business.

01:01:24.987 --> 01:01:25.847
This is a great use of my

01:01:25.867 --> 01:01:26.449
time for the hour.

01:01:27.009 --> 01:01:28.349
And my ask of the audience is simple.

01:01:29.244 --> 01:01:31.465
Let me know who wants to be on the show.

01:01:31.485 --> 01:01:32.385
Who's going to be a great guest?

01:01:32.585 --> 01:01:33.146
Who do you know is going to

01:01:33.166 --> 01:01:33.686
be a great guest?

01:01:34.025 --> 01:01:35.527
And since I've really been pushing that,

01:01:35.567 --> 01:01:36.827
we've had great guests showing up.

01:01:37.208 --> 01:01:37.827
Next three weeks,

01:01:37.867 --> 01:01:38.768
we will be on the show

01:01:38.809 --> 01:01:40.369
because we've had three guests in a row.

01:01:40.389 --> 01:01:41.789
So we've got a couple of guests coming up,

01:01:41.829 --> 01:01:43.271
and then we'll take off Labor Day week.

01:01:43.791 --> 01:01:44.871
Next week, a little teaser,

01:01:45.172 --> 01:01:46.251
Carol Vanden Court.

01:01:47.052 --> 01:01:48.132
Carol and I used to work

01:01:48.152 --> 01:01:49.114
together years ago.

01:01:49.134 --> 01:01:51.094
She was one of the first people I hired.

01:01:52.094 --> 01:01:52.835
when I was launching

01:01:52.896 --> 01:01:54.255
franchises across the country.

01:01:54.335 --> 01:01:55.496
She took on the Madison market.

01:01:55.876 --> 01:01:56.456
She ended up taking that

01:01:56.496 --> 01:01:58.378
franchise model out to the

01:01:58.458 --> 01:02:00.239
East coast and she recently had an exit.

01:02:00.259 --> 01:02:01.079
So she's going to talk about

01:02:01.119 --> 01:02:02.780
what it's like to exit a

01:02:02.800 --> 01:02:03.621
junk roll company.

01:02:04.360 --> 01:02:05.141
So very specific,

01:02:05.382 --> 01:02:06.282
especially for those

01:02:06.322 --> 01:02:08.163
listeners that want to exit someday.

01:02:08.563 --> 01:02:09.264
And then week after that,

01:02:09.284 --> 01:02:10.623
we have Ronnie knuckles coming on.

01:02:10.724 --> 01:02:12.304
Ronnie knuckles is a,

01:02:12.324 --> 01:02:13.045
I want to say a coach.

01:02:13.065 --> 01:02:13.885
I don't know.

01:02:14.425 --> 01:02:14.925
Ronnie knuckles.

01:02:14.985 --> 01:02:15.686
That's all I know about him.

01:02:15.706 --> 01:02:18.067
That's the, that that's the extent of the,

01:02:18.706 --> 01:02:20.027
maybe Taylor can tell me anyways,

01:02:20.228 --> 01:02:21.547
you got a name like Ronnie knuckles.

01:02:21.568 --> 01:02:22.648
That's going to be a good fucking time.

01:02:22.809 --> 01:02:23.668
That's all I know about that.

01:02:24.188 --> 01:02:24.509
All right.

01:02:25.429 --> 01:02:26.769
Let's get to a top takeaways,

01:02:26.809 --> 01:02:28.449
Jack top takeaways from what you,

01:02:29.451 --> 01:02:30.190
you saw today.

01:02:31.190 --> 01:02:31.731
Yeah, for sure.

01:02:31.771 --> 01:02:33.371
So as I kind of alluded to it, there's,

01:02:33.411 --> 01:02:34.472
there's some numbers there

01:02:34.512 --> 01:02:35.733
that you're tracking that

01:02:36.632 --> 01:02:37.753
implement pretty much right away.

01:02:38.233 --> 01:02:38.393
Yep.

01:02:38.994 --> 01:02:40.474
I think that there's a, you know,

01:02:40.494 --> 01:02:41.614
we've been very specific

01:02:41.655 --> 01:02:42.735
with our networking and our,

01:02:43.592 --> 01:02:44.673
our boots on the ground marketing.

01:02:44.693 --> 01:02:45.213
I think there's a little

01:02:45.233 --> 01:02:46.074
more we could be doing there.

01:02:46.114 --> 01:02:47.355
So I think some takeaways

01:02:47.375 --> 01:02:49.856
for me is I got some

01:02:49.936 --> 01:02:51.255
awesome growth opportunity out of this.

01:02:52.016 --> 01:02:52.197
Yeah.

01:02:52.896 --> 01:02:53.177
Yeah.

01:02:53.217 --> 01:02:54.157
My top takeaway is, uh,

01:02:54.597 --> 01:02:56.239
I learned years ago when I

01:02:56.278 --> 01:02:57.039
first started in business,

01:02:57.099 --> 01:03:00.119
a mentor of mine, um, Carl Munkwitz,

01:03:00.340 --> 01:03:01.360
Carl Munkwitz with, uh,

01:03:01.420 --> 01:03:02.521
first Weber golf or golf.

01:03:02.641 --> 01:03:04.442
She's first Weber, uh,

01:03:04.623 --> 01:03:05.583
realtors who are doing a

01:03:05.603 --> 01:03:06.782
golf 84 on Wednesday.

01:03:06.822 --> 01:03:07.463
I'm like, I'm,

01:03:09.070 --> 01:03:10.112
crossing wires in my brain.

01:03:10.472 --> 01:03:12.012
Carl Monkwitz, he said to me, Andy,

01:03:12.052 --> 01:03:13.032
for every mentor you have

01:03:13.052 --> 01:03:14.134
that's 10 years older than you,

01:03:14.514 --> 01:03:15.675
find a mentor that's 10

01:03:15.675 --> 01:03:16.534
years younger than you.

01:03:17.195 --> 01:03:18.876
And that's absolutely dead on, right?

01:03:19.376 --> 01:03:20.257
Some people may say, oh,

01:03:20.277 --> 01:03:20.898
I've only been in this

01:03:20.958 --> 01:03:21.818
industry 18 months.

01:03:22.097 --> 01:03:22.858
The fuck do I know?

01:03:23.278 --> 01:03:25.599
Well, I've been doing this for 15 years,

01:03:26.101 --> 01:03:27.021
eight years full time.

01:03:27.101 --> 01:03:27.460
And Jack,

01:03:27.481 --> 01:03:29.001
you shared two or three things today,

01:03:29.762 --> 01:03:30.782
including the referral

01:03:31.963 --> 01:03:33.144
piece that you shared, right?

01:03:33.164 --> 01:03:34.485
That I'm going to take with me, right?

01:03:34.525 --> 01:03:35.726
It's one of those like old dog,

01:03:35.766 --> 01:03:36.847
new tricks kind of situation.

01:03:37.646 --> 01:03:38.867
I love learning from people

01:03:38.887 --> 01:03:39.568
in this industry,

01:03:39.947 --> 01:03:41.528
seeing their perspective to

01:03:41.628 --> 01:03:43.250
challenge my blind spots,

01:03:43.289 --> 01:03:44.730
to challenge my conventional wisdom.

01:03:45.590 --> 01:03:45.931
Otherwise,

01:03:46.411 --> 01:03:47.811
my goal is to not be old grumpy

01:03:47.831 --> 01:03:49.052
man on porch.

01:03:49.092 --> 01:03:50.052
So in order to do that,

01:03:50.313 --> 01:03:51.972
I got to be willing to hear

01:03:52.054 --> 01:03:53.554
and listen to new things

01:03:53.574 --> 01:03:54.695
that I hadn't considered before.

01:03:55.635 --> 01:03:56.034
All right.

01:03:56.856 --> 01:03:57.135
Awesome.

01:03:57.155 --> 01:03:57.956
Appreciate the time.

01:03:57.996 --> 01:03:58.215
Jack,

01:03:58.235 --> 01:03:59.217
stick around for a second for

01:03:59.336 --> 01:04:00.016
recording sake.

01:04:00.297 --> 01:04:02.117
For everybody else, I'm Andy Wines.

01:04:02.177 --> 01:04:03.858
On behalf of Taylor, our producer,

01:04:04.179 --> 01:04:06.480
and our guest, Jack, slobber lobber.

01:04:07.755 --> 01:04:08.315
This has been another

01:04:08.335 --> 01:04:09.476
amazing week on the Trash

01:04:09.496 --> 01:04:10.557
Talk Business Podcast,

01:04:10.858 --> 01:04:12.438
and we will see you next week.

01:04:16.840 --> 01:04:17.581
Thanks for listening.

01:04:18.041 --> 01:04:19.581
Tap subscribe or follow to

01:04:19.601 --> 01:04:20.722
get the latest episode.

01:04:21.023 --> 01:04:22.503
And if you enjoyed this episode,

01:04:22.643 --> 01:04:23.463
be sure to leave us a

01:04:23.483 --> 01:04:25.164
review and tell a friend to listen.

01:04:25.646 --> 01:04:26.246
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01:04:26.545 --> 01:04:29.146
visit TrashTalkBusinessPodcast.com.

01:04:29.648 --> 01:04:29.987
Bye now.