Wayne and Rob discuss the bidding process and how to incorporate the GREENGUARD Certification. Follow Bona US Professional online: Website: https://www1.bona.com/en-us/professional/ Subscribe on YouTube: https://www.youtube.com/BonaProfessional Facebook: https://www.facebook.com/bonauspro/ Instagram: https://www.instagram.com/bonapro.us/
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Hello, and welcome to another episode
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of On the Floor with Wayne and Rob.
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I'm Wayne, Highlander,
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director of sales for Bona Adhesives.
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How are we doing, Rob?
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Yeah. Really good.
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I think we have some exciting news
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to share.
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I believe you have another grandchild.
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We have another one.
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Absolutely.
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The clan just keeps getting bigger.
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Thanks for asking.
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He was born.
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what was the date on Sunday?
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No idea. Yeah.
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He was born Sunday.
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So Okay.
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What's his.
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Name?
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Finn and Cook McSweeney.
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Thinning fee and a and only one n
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been in.
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Cook.
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Well.
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Nice.
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Okay.
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That's nice. Yeah, I like that.
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so that's where the cook came from.
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I love a tradition like that.
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That's nice.
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Congratulations, man.
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I think Rebecca, I, you know,
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the guy she married, Kyle.
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think his family
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does a thing like that, too, with
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maybe it's an Irish thing.
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I don't know, because
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Yeah. from. From. I.
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So maybe it
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maybe it's an Irish thing where they
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kid takes
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the mother's
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maiden name as a middle name.
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What's your middle name?
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Hamilton.
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Well, that's.
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It is.
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I strike me dead.
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My name is Wayne Hamilton. Highlander.
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I never use a middle name.
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I don't never liked it, but that's it.
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Yeah.
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Yeah.
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Don't ask me where it came from.
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No idea.
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Wow.
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So you have no nicknames like hammy
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or something like that?
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Nothing.
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You know, No, no.
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No.
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Yeah. But.
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Yeah.
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No reason to know
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that I have a middle name.
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I never use it.
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exciting.
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That's,
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No, not to me.
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It's not
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me.
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Yeah.
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That just sounds regal.
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Yeah.
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All right.
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I use it more often than.
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nobody's ever met
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a broke Hamilton in their life.
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Probably not. Yeah.
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Yeah, that's.
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A good point.
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And they use
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that I'm writing that in bars.
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Yeah.
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When I'm really angry with you, I'm
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going to call you Wayne Hamilton.
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Hollywood There you go.
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There you go.
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All right Rob
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so we're going to talk today.
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You know look what
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you know
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we start seeing that
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kind of trend in the industry right now.
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gosh you
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I hope it's not
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I hope it's not one last long,
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but I'm starting to see you around
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the country is slowing down a little bit.
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you know, some guys are still busy,
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but we see
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a lot of guys are
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are are, slowing down a little bit.
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And, you know, if you go look back
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a couple years,
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man, you could just you you could.
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The jobs were everywhere. You could just.
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You had so much work, man.
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We everybody said if I could triple my,
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my employees, I could
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I could, I could keep everybody busy.
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I just can't find the labor.
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And,
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that wasn't getting the jobs
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wasn't a problem.
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Meaning there was plenty of work.
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But now.
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long time.
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Fish in a barrel.
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You know,
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and if you've been in this business
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as long as you and I have,
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you see the, the, the ebbs and flows,
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you know, there's,
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there, there's
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slow times, there's, there's times
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when everybody's working
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and it's just kind of just a
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business, you know,
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not to get excited about, but
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some guys might it might behoove you
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or whatever,
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you might,
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might have to sell yourself
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a little bit more, to get the job.
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And I, I'm such a big proponent of this.
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Anyhow, I,
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I just think it's so important
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your presentation.
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So, I thought maybe we talked
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about that.
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Absolutely.
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Couldn't agree more.
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Because it's not, you know, from
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the guys that I'm talking
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to in the schools
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and talking to you on the phone.
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it's not fish in a barrel anymore,
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people.
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People are out hunting Yeah.
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Yep yep yep.
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Yeah, yeah.
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They sold. You.
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Sold you.
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So much so that you were an advocate.
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You were an advocate for them,
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not just a customer.
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Even before you became a customer.
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then you found out you were duped.
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You know, there was that.
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But.
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The joy that you found in my duping Yeah.
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Yeah, it was, pretty funny.
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All right,
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I'm just going to pretend
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I'm being a job.
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Rob, let's pretend this
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this is actually,
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this is in role playing.
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You want to do that, you be the customer.
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All right, all right, I'm.
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Going to ring the doorbell.
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Hi.
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My name is Wayne Highlander
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here, and I am here to talk to you
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about your your hardwood floors.
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I'm sorry.
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I thought they were sending
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a gentleman named Hamilton.
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Yeah, that's actually my middle name.
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Are, we h h m yeah.
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Yes. That's me. Yeah, yeah.
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And if you don't mind,
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can I ask you to put on something decent?
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Or.
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The negligee in the sun behind you.
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Hitting it.
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It's a little a little uncomfortable
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coming in right now.
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I was expecting. Hamilton.
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Well, yeah. Yeah, yeah.
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Let me go get you while you change.
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I will get Hamilton Yeah.
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All right, so here we go.
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You know, when you,
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Whether you trust us to do your job,
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will you trust somebody else
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to do your job?
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there's three things that
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every contractor brings to the job.
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One is the workers.
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And that means everything
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that they encompass,
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their work experience, their passion
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and their knowledge. Okay.
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we have an expression here
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at our, at our,
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our company that, you know,
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do you have 20 years experience
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or are you just reliving that
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first year over and over, for 20 years,
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20 different times?
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you know, we train our employees, the,
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the new technology
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manufacturers will come in
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and what have you.
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And so we spent a great deal of time
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doing that.
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The other thing they bring in
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is their track record
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and their reputation
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and how well they're going
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to respect your home.
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And that's important.
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And, and,
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you know, here's,
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you know,
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are they going to use
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my restroom, for instance,
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are they going to smoke in the house
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or they're going to have
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radios in the house,
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and where are they going
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to park their cars?
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And so I'd like to talk to you
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about those things. And the third thing,
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and very important thing about,
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because this
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goes to the longevity
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of your, of your floors,
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is the quality of the products
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that you use on your, on your job site.
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that's going to be in your home,
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you know, your environment, you know,
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everybody who comes in here to do
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the job is going to be using
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a certain
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combination of machinery and chemicals.
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And so I'd like to talk to you
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about some of the products
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that we're going to use on the job.
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If you have any questions so far.
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no, I'm not going to be on the job.
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That's a great point and a great time
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to do what Rob.
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Great.
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Yeah.
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You know something?
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Yeah. You know something?
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I'm sorry I asked you a question that
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I know you didn't have the answer for,
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but it's powerful for me.
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Yeah.
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You know,
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I would say
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if I were to talk to a customer,
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I wasn't gonna be on there.
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I wouldn't have made things
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I would tell them.
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Maybe most importantly,
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let me let me tell you
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about the lead mechanic
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that's going to be on your job.
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Because.
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In my experience,
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that's of the most important persons
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on any project.
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so, at the end of any project,
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the lead mechanic determines
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the success of the project, right?
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He's going to be there.
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That's guy managing your job.
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I'd want to. Know about that guy.
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I'd want to talk about his experience
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and personalize him.
287
00:09:29,735 --> 00:09:30,636
I think that would be a
288
00:09:30,636 --> 00:09:32,505
good thing to talk about.
289
00:09:32,505 --> 00:09:33,839
What do you think?
290
00:09:33,839 --> 00:09:35,708
owner estimator,
291
00:09:35,708 --> 00:09:37,043
you don't want that question
292
00:09:37,043 --> 00:09:38,277
to pop into somebody's head.
293
00:09:40,846 --> 00:09:43,849
yeah.
294
00:10:03,970 --> 00:10:05,137
Yeah.
295
00:10:05,137 --> 00:10:08,107
Yeah.
296
00:10:09,175 --> 00:10:10,943
I think that's such a good point.
297
00:10:10,943 --> 00:10:11,777
In a lot of times,
298
00:10:11,777 --> 00:10:13,813
consumer may not want to ask,
299
00:10:13,813 --> 00:10:14,547
well, who's going to be
300
00:10:14,547 --> 00:10:15,481
doing the work or,
301
00:10:15,481 --> 00:10:16,983
you know, are you going to be on the job
302
00:10:16,983 --> 00:10:17,450
and whatever
303
00:10:17,450 --> 00:10:18,517
or they've they thought
304
00:10:18,517 --> 00:10:19,919
they assumed, like you said,
305
00:10:19,919 --> 00:10:21,621
that you were going to be on the job.
306
00:10:21,621 --> 00:10:22,855
They liked you,
307
00:10:22,855 --> 00:10:23,422
they met you,
308
00:10:23,422 --> 00:10:25,758
they felt comfortable with you
309
00:10:25,758 --> 00:10:27,727
now income somebody else.
310
00:10:27,727 --> 00:10:29,328
And you almost set that guy up for it
311
00:10:29,328 --> 00:10:30,196
not to fail.
312
00:10:30,196 --> 00:10:31,097
But you set him up
313
00:10:31,097 --> 00:10:32,665
a little bit behind the eight ball,
314
00:10:32,665 --> 00:10:33,065
because now
315
00:10:33,065 --> 00:10:35,368
he has to prove himself a little bit.
316
00:10:35,368 --> 00:10:36,902
I think you would need,
317
00:10:36,902 --> 00:10:37,937
really need to get excited
318
00:10:37,937 --> 00:10:39,605
about who the guy is on the job
319
00:10:39,605 --> 00:10:41,707
and maybe talk him up a little bit.
320
00:10:41,707 --> 00:10:42,742
And the only reason.
321
00:10:43,776 --> 00:10:44,110
The only
322
00:10:44,110 --> 00:10:46,479
reason I say this is
323
00:10:46,479 --> 00:10:48,014
when Pete and I were doing this.
324
00:10:48,014 --> 00:10:51,250
He was the books and I was sales.
325
00:10:51,250 --> 00:10:52,618
So I was in one going out
326
00:10:52,618 --> 00:10:54,754
doing the estimates and everything,
327
00:10:54,754 --> 00:10:59,025
and maybe three times
328
00:10:59,992 --> 00:11:01,627
he had to go to the job before,
329
00:11:01,627 --> 00:11:02,528
you know, like,
330
00:11:02,528 --> 00:11:04,296
we would split and he'd go start
331
00:11:04,296 --> 00:11:06,065
and I'd be Colton or whatever.
332
00:11:06,065 --> 00:11:09,769
But of course, meeting up that day.
333
00:11:10,036 --> 00:11:11,404
Right.
334
00:11:11,404 --> 00:11:12,471
And man,
335
00:11:12,471 --> 00:11:14,640
when Rob didn't show up and Pete did,
336
00:11:14,640 --> 00:11:16,175
they're like.
337
00:11:16,175 --> 00:11:17,209
Who are you?
338
00:11:17,209 --> 00:11:20,212
You know, And that was definitely on me.
339
00:11:20,346 --> 00:11:22,548
But, you know, back then we,
340
00:11:22,548 --> 00:11:23,482
you were doing a coat.
341
00:11:23,482 --> 00:11:25,618
And you know what hit me?
342
00:11:25,618 --> 00:11:28,621
And we never thought about it because,
343
00:11:29,722 --> 00:11:30,990
you know, we were full partners.
344
00:11:30,990 --> 00:11:32,391
We were 5050, so
345
00:11:33,959 --> 00:11:36,962
Yeah.
346
00:12:18,003 --> 00:12:21,006
Yeah.
347
00:12:39,925 --> 00:12:42,928
Yeah.
348
00:12:49,135 --> 00:12:49,535
Yeah.
349
00:12:49,535 --> 00:12:51,403
Yeah.
350
00:12:51,403 --> 00:12:51,937
I've.
351
00:12:51,937 --> 00:12:53,205
I've seen people before
352
00:12:53,205 --> 00:12:54,540
put on their websites.
353
00:12:54,540 --> 00:12:56,041
they're all.
354
00:12:56,041 --> 00:12:57,409
They're different people
355
00:12:57,409 --> 00:12:59,178
and a little background on them.
356
00:12:59,178 --> 00:13:00,446
This is Brian.
357
00:13:00,446 --> 00:13:03,315
I've been with his, 11 years.
358
00:13:03,315 --> 00:13:05,718
Mary was the to Nancy,
359
00:13:05,718 --> 00:13:07,353
and they have two kids on and so.
360
00:13:07,353 --> 00:13:08,821
And so I'm just making up
361
00:13:08,821 --> 00:13:10,589
this whole family in my mind right now
362
00:13:10,589 --> 00:13:13,592
and, is is.
363
00:13:13,859 --> 00:13:14,994
Yeah. Yeah.
364
00:13:14,994 --> 00:13:15,694
I, you know,
365
00:13:15,694 --> 00:13:16,962
where I came up with coming,
366
00:13:16,962 --> 00:13:18,130
but it'd be weird if there was a,
367
00:13:18,130 --> 00:13:18,898
there was a guy out there
368
00:13:18,898 --> 00:13:20,432
named Brian who was married to a call,
369
00:13:20,432 --> 00:13:22,701
and they have a kid named,
370
00:13:22,701 --> 00:13:24,136
Nancy was married to Hamilton.
371
00:13:24,136 --> 00:13:25,471
A guy Yeah.
372
00:13:25,471 --> 00:13:26,705
true. Yeah, yeah.
373
00:13:26,705 --> 00:13:28,941
Would.
374
00:13:28,941 --> 00:13:30,209
but,
375
00:13:30,209 --> 00:13:33,279
but, you know, even with his.
376
00:13:33,479 --> 00:13:33,946
know what?
377
00:13:33,946 --> 00:13:35,214
I like that idea.
378
00:13:35,214 --> 00:13:37,583
I like, you know.
379
00:13:37,583 --> 00:13:37,817
Like.
380
00:13:37,817 --> 00:13:39,185
I said, we
381
00:13:39,185 --> 00:13:40,686
you got one shot at this
382
00:13:40,686 --> 00:13:43,055
and it's not fish in a barrel anymore.
383
00:13:43,055 --> 00:13:45,424
We're hunters and whatever we can do,
384
00:13:47,526 --> 00:13:50,496
Yeah, yeah.
385
00:14:07,746 --> 00:14:09,648
Yeah.
386
00:14:09,648 --> 00:14:10,816
the for free.
387
00:14:10,816 --> 00:14:12,184
Okay.
388
00:14:12,184 --> 00:14:12,885
And that's
389
00:14:12,885 --> 00:14:13,385
you know, that's
390
00:14:13,385 --> 00:14:14,286
one of the things that we do
391
00:14:14,286 --> 00:14:17,122
talk about at the schools is,
392
00:14:17,122 --> 00:14:18,023
you know, the better job
393
00:14:18,023 --> 00:14:19,758
we do, the better reputation.
394
00:14:19,758 --> 00:14:20,459
You just going to have
395
00:14:20,459 --> 00:14:21,560
salespeople out there
396
00:14:21,560 --> 00:14:23,062
working for you for nothing.
397
00:14:23,062 --> 00:14:26,065
So.
398
00:14:28,667 --> 00:14:29,702
What you're doing
399
00:14:29,702 --> 00:14:32,705
is you're creating a sales team for you.
400
00:14:33,005 --> 00:14:34,373
Every successful job
401
00:14:34,373 --> 00:14:36,308
you're creating a sales team
402
00:14:36,308 --> 00:14:36,876
that's out there
403
00:14:36,876 --> 00:14:38,978
referring you to different jobs.
404
00:14:38,978 --> 00:14:42,181
So I, I think it's really and I
405
00:14:42,181 --> 00:14:43,415
there's another company in that
406
00:14:43,415 --> 00:14:44,149
in our industry
407
00:14:44,149 --> 00:14:44,750
that on,
408
00:14:44,750 --> 00:14:45,284
on the app
409
00:14:45,284 --> 00:14:46,752
that said like, okay, so-and-so's
410
00:14:46,752 --> 00:14:48,487
coming to have a picture of the guy,
411
00:14:48,487 --> 00:14:48,988
you know what I mean?
412
00:14:48,988 --> 00:14:49,722
So when they got there,
413
00:14:49,722 --> 00:14:50,756
they'll know who's going to be there,
414
00:14:50,756 --> 00:14:52,057
come to the house.
415
00:14:52,057 --> 00:14:53,092
I can't
416
00:14:53,092 --> 00:14:55,628
tell you how important in today's age
417
00:14:55,628 --> 00:14:56,962
that that that
418
00:14:56,962 --> 00:14:59,064
customer human interaction,
419
00:14:59,064 --> 00:15:01,233
being polite, smiling,
420
00:15:01,233 --> 00:15:03,702
the body language, the the,
421
00:15:03,702 --> 00:15:06,705
the way you present help to me, man.
422
00:15:07,006 --> 00:15:07,406
Rob.
423
00:15:07,406 --> 00:15:10,509
It goes miles and miles because people.
424
00:15:12,711 --> 00:15:14,880
Great service over the top.
425
00:15:14,880 --> 00:15:17,449
Phenomenal service is so hard to find.
426
00:15:17,449 --> 00:15:18,617
You rarely get it.
427
00:15:18,617 --> 00:15:20,586
And, I want to tell you something.
428
00:15:20,586 --> 00:15:21,954
I was at a hotel,
429
00:15:21,954 --> 00:15:24,957
in Texas a, a couple weeks ago,
430
00:15:25,457 --> 00:15:25,925
and I'm.
431
00:15:25,925 --> 00:15:28,394
I'm training a guy,
432
00:15:28,394 --> 00:15:28,794
so I'm.
433
00:15:28,794 --> 00:15:30,129
I'm in the lobby, whatever.
434
00:15:30,129 --> 00:15:31,931
And we have our laptop open, and I'm
435
00:15:31,931 --> 00:15:33,699
basically there eight hours a day.
436
00:15:33,699 --> 00:15:34,400
But while I'm.
437
00:15:34,400 --> 00:15:37,403
While I'm working with him,
438
00:15:37,536 --> 00:15:39,738
there's a lady working at the counter
439
00:15:39,738 --> 00:15:41,840
who is so engaging,
440
00:15:41,840 --> 00:15:44,109
so nice and so friendly.
441
00:15:44,109 --> 00:15:47,112
When I, when I, I got a couple waters,
442
00:15:47,112 --> 00:15:48,447
she goes, you want to put on my room?
443
00:15:48,447 --> 00:15:50,449
I said, yeah, to room 214.
444
00:15:50,449 --> 00:15:52,217
I came back the next day
445
00:15:52,217 --> 00:15:53,018
and I got some more
446
00:15:53,018 --> 00:15:54,153
where she said, 214
447
00:15:54,153 --> 00:15:56,555
right now, how many people do she
448
00:15:56,555 --> 00:15:58,157
does she interact with it?
449
00:15:58,157 --> 00:15:59,858
She remembered my room.
450
00:15:59,858 --> 00:16:00,626
You know what I mean?
451
00:16:00,626 --> 00:16:03,595
I mean, it's just so nice.
452
00:16:03,595 --> 00:16:04,596
come on.
453
00:16:04,596 --> 00:16:07,599
you know, there's so nice,
454
00:16:07,733 --> 00:16:09,268
and just
455
00:16:09,268 --> 00:16:11,670
just the way she engaged with people.
456
00:16:14,073 --> 00:16:16,008
Not usually with with freaks.
457
00:16:16,008 --> 00:16:17,943
but
458
00:16:17,943 --> 00:16:19,945
but I I'm going to tell you something.
459
00:16:19,945 --> 00:16:22,147
I was so impressed with her
460
00:16:22,147 --> 00:16:23,215
that I called,
461
00:16:23,215 --> 00:16:26,218
her regional manager and say.
462
00:16:26,952 --> 00:16:27,686
And I said, look,
463
00:16:27,686 --> 00:16:28,721
I never do this, man,
464
00:16:28,721 --> 00:16:30,222
but I'm in hotel, like, every week.
465
00:16:30,222 --> 00:16:33,225
I'm in hotel, and I can't tell you
466
00:16:33,225 --> 00:16:35,060
how nice
467
00:16:35,060 --> 00:16:35,794
it was dealing with
468
00:16:35,794 --> 00:16:36,762
this person at the desk.
469
00:16:36,762 --> 00:16:37,796
What a great representative
470
00:16:37,796 --> 00:16:38,430
of your company.
471
00:16:38,430 --> 00:16:40,499
And and it just left me with.
472
00:16:40,499 --> 00:16:41,000
Matter of fact,
473
00:16:41,000 --> 00:16:42,701
he sent me a corporate rate.
474
00:16:42,701 --> 00:16:44,336
He goes, you ever see here again?
475
00:16:44,336 --> 00:16:45,371
You'll get the corporate rate
476
00:16:45,371 --> 00:16:46,805
when you when you come here.
477
00:16:46,805 --> 00:16:49,208
so, so and I mean,
478
00:16:49,208 --> 00:16:49,975
and you know something?
479
00:16:49,975 --> 00:16:52,945
I will go back there and I, you know me.
480
00:16:52,945 --> 00:16:54,013
Do you remember any hotels
481
00:16:54,013 --> 00:16:54,713
you were at the last?
482
00:16:54,713 --> 00:16:56,181
You know, they're all the same, right?
483
00:16:56,181 --> 00:16:57,483
Everything remains the same.
484
00:16:57,483 --> 00:16:58,550
But I remembered her,
485
00:16:58,550 --> 00:17:00,552
and I remember that place because.
486
00:17:00,552 --> 00:17:01,820
Because of her.
487
00:17:01,820 --> 00:17:03,022
So when I.
488
00:17:03,022 --> 00:17:06,025
My point is over the top.
489
00:17:06,191 --> 00:17:08,694
Phenomenal customer service
490
00:17:08,694 --> 00:17:11,230
is so inexpensive.
491
00:17:11,230 --> 00:17:12,197
you talking about
492
00:17:12,197 --> 00:17:12,965
how do I, how do I
493
00:17:12,965 --> 00:17:14,166
what do I do on social media?
494
00:17:14,166 --> 00:17:15,567
Do I invest in social media
495
00:17:15,567 --> 00:17:16,735
this or Yellow Pages
496
00:17:16,735 --> 00:17:17,669
and the yellow pages are dead.
497
00:17:17,669 --> 00:17:18,604
I'm sure my age.
498
00:17:18,604 --> 00:17:19,605
But all these different ways
499
00:17:19,605 --> 00:17:20,305
you can marketing
500
00:17:20,305 --> 00:17:22,941
whatever the that right there,
501
00:17:22,941 --> 00:17:24,376
you can't get any better than that.
502
00:17:24,376 --> 00:17:25,911
And what did it cost her?
503
00:17:25,911 --> 00:17:27,312
The costs are nothing.
504
00:17:27,312 --> 00:17:28,280
You know what I mean?
505
00:17:28,280 --> 00:17:30,883
so I, I just think that's so important.
506
00:17:30,883 --> 00:17:32,718
And, look,
507
00:17:34,053 --> 00:17:36,055
if I can do that,
508
00:17:36,055 --> 00:17:37,823
is, am I worth a dollar, a square foot
509
00:17:37,823 --> 00:17:39,458
more than the next person?
510
00:17:39,458 --> 00:17:40,759
If I can go in there and tell them.
511
00:17:40,759 --> 00:17:41,460
Listen,
512
00:17:41,460 --> 00:17:42,795
I know that there's other companies
513
00:17:42,795 --> 00:17:43,028
that are
514
00:17:43,028 --> 00:17:44,163
they're probably going to be this job.
515
00:17:44,163 --> 00:17:45,197
We actually encourage it.
516
00:17:45,197 --> 00:17:45,564
You know,
517
00:17:45,564 --> 00:17:45,964
most people
518
00:17:45,964 --> 00:17:47,399
probably get three different bids.
519
00:17:47,399 --> 00:17:48,734
I'm probably going to I'm going
520
00:17:48,734 --> 00:17:49,201
to tell you that I'm
521
00:17:49,201 --> 00:17:50,235
probably not going to be the high,
522
00:17:50,235 --> 00:17:52,404
the lowest. Okay.
523
00:17:52,404 --> 00:17:54,306
but let me tell you what
524
00:17:54,306 --> 00:17:55,908
that encompasses.
525
00:17:55,908 --> 00:17:56,442
When I talk to you
526
00:17:56,442 --> 00:17:58,377
about bringing products into your job,
527
00:17:58,377 --> 00:17:59,945
it's your home, it's your space,
528
00:17:59,945 --> 00:18:00,712
it's your environment
529
00:18:00,712 --> 00:18:01,980
with your children and everything.
530
00:18:01,980 --> 00:18:04,550
And, and, and we want to respect that.
531
00:18:04,550 --> 00:18:05,784
And I want to show you the products
532
00:18:05,784 --> 00:18:06,085
that we're going
533
00:18:06,085 --> 00:18:07,252
to bring into your homes.
534
00:18:07,252 --> 00:18:08,654
Because when it comes to stains
535
00:18:08,654 --> 00:18:09,688
and finishes,
536
00:18:09,688 --> 00:18:12,124
there's a lot of really high voc products
537
00:18:12,124 --> 00:18:13,358
out there that, you know,
538
00:18:13,358 --> 00:18:13,959
and we get this
539
00:18:13,959 --> 00:18:15,661
come in all the time, you know,
540
00:18:15,661 --> 00:18:16,728
God,
541
00:18:16,728 --> 00:18:18,330
I can't believe how bad the house smell.
542
00:18:18,330 --> 00:18:19,398
You can look at different reviews
543
00:18:19,398 --> 00:18:20,232
from different companies.
544
00:18:20,232 --> 00:18:21,500
Oh my God, that smell.
545
00:18:21,500 --> 00:18:23,302
Not this out or this and the other.
546
00:18:23,302 --> 00:18:24,470
We had to stay in a hotel
547
00:18:24,470 --> 00:18:26,472
and the smell lingered for, for,
548
00:18:26,472 --> 00:18:28,006
you know, 15 days in our cupboards
549
00:18:28,006 --> 00:18:29,108
and blah, blah, blah.
550
00:18:29,108 --> 00:18:32,411
So I'm going to show you in our portfolio
551
00:18:32,411 --> 00:18:32,945
the products
552
00:18:32,945 --> 00:18:33,812
we're going to bring to your house.
553
00:18:33,812 --> 00:18:35,147
So you're aware
554
00:18:35,147 --> 00:18:35,447
because there are
555
00:18:35,447 --> 00:18:36,248
a lot of different museums.
556
00:18:36,248 --> 00:18:37,416
Some guys be using different
557
00:18:37,416 --> 00:18:38,817
old machinery, what have you.
558
00:18:38,817 --> 00:18:39,985
Here is a vacuum system.
559
00:18:39,985 --> 00:18:41,687
We use this vacuum system,
560
00:18:41,687 --> 00:18:43,021
this green garden,
561
00:18:43,021 --> 00:18:44,256
system that we use
562
00:18:44,256 --> 00:18:46,525
that has actually has Hepa filters in it.
563
00:18:46,525 --> 00:18:48,127
We want to make sure that we control
564
00:18:48,127 --> 00:18:49,161
the dust as best we can.
565
00:18:49,161 --> 00:18:50,329
In your at home,
566
00:18:50,329 --> 00:18:50,629
you know,
567
00:18:50,629 --> 00:18:51,196
we use,
568
00:18:51,196 --> 00:18:54,333
the stains that has very low VOCs
569
00:18:54,800 --> 00:18:56,802
compared to other other,
570
00:18:56,802 --> 00:18:57,503
you know, products
571
00:18:57,503 --> 00:18:58,871
that are on the market.
572
00:18:58,871 --> 00:19:00,405
They're extremely high VOCs.
573
00:19:00,405 --> 00:19:01,507
And the smell is,
574
00:19:01,507 --> 00:19:02,741
you know, off the charts
575
00:19:02,741 --> 00:19:04,943
and it takes a long time to dry.
576
00:19:04,943 --> 00:19:06,378
It's probably going takes a couple hours.
577
00:19:06,378 --> 00:19:07,880
We can shorten that time.
578
00:19:07,880 --> 00:19:09,047
We bring in sealers
579
00:19:09,047 --> 00:19:11,550
the same some Green Guard gold sealers.
580
00:19:11,550 --> 00:19:12,317
again
581
00:19:12,317 --> 00:19:14,386
great for your environmental
582
00:19:14,386 --> 00:19:15,020
for your home.
583
00:19:15,020 --> 00:19:18,023
So this your floor will be so green
584
00:19:18,090 --> 00:19:19,258
of all the newest,
585
00:19:19,258 --> 00:19:20,526
newest, latest technology
586
00:19:20,526 --> 00:19:22,127
you can possibly buy.
587
00:19:22,127 --> 00:19:22,928
And,
588
00:19:22,928 --> 00:19:25,964
And what is that worth to the consumer?
589
00:19:25,998 --> 00:19:27,299
You know what I mean?
590
00:19:27,299 --> 00:19:28,967
I think that.
591
00:19:28,967 --> 00:19:29,835
mean,
592
00:19:29,835 --> 00:19:31,236
let's go back to what you were saying
593
00:19:31,236 --> 00:19:33,205
with the Hepa filters.
594
00:19:33,205 --> 00:19:36,241
And not not only at the schools
595
00:19:36,241 --> 00:19:37,943
when I'm talking about that vacuum,
596
00:19:39,044 --> 00:19:41,980
but I also say about the Hepa filters.
597
00:19:41,980 --> 00:19:44,650
We all know Hepa filters are good.
598
00:19:44,650 --> 00:19:46,485
We know that they're used in hospitals
599
00:19:46,485 --> 00:19:49,421
and operating rooms and all that stuff.
600
00:19:49,421 --> 00:19:51,557
And one of the things that I try to tell
601
00:19:51,557 --> 00:19:53,225
everybody is
602
00:19:53,225 --> 00:19:55,060
the last breath of air
603
00:19:55,060 --> 00:19:58,697
that leaves that vacuum and enters
604
00:19:58,697 --> 00:20:00,399
the people's house,
605
00:20:00,399 --> 00:20:03,635
passes through not one, but two Hepa
606
00:20:03,635 --> 00:20:06,638
air filtration systems.
607
00:20:06,672 --> 00:20:07,706
You know, people don't think
608
00:20:07,706 --> 00:20:08,740
we've all seen
609
00:20:08,740 --> 00:20:10,008
you've all run vacuums
610
00:20:10,008 --> 00:20:11,443
and you know that there's crap,
611
00:20:11,443 --> 00:20:12,578
you know, the hot
612
00:20:12,578 --> 00:20:15,581
air blowing out someplace.
613
00:20:17,783 --> 00:20:18,817
Yeah.
614
00:20:18,817 --> 00:20:21,820
Yeah.
615
00:20:37,002 --> 00:20:38,070
I actually,
616
00:20:38,070 --> 00:20:41,073
I love that the last breath of air.
617
00:20:41,106 --> 00:20:41,707
That's nice.
618
00:20:41,707 --> 00:20:43,976
Yeah, I was that's very good.
619
00:20:43,976 --> 00:20:46,278
That's, That's really.
620
00:20:46,278 --> 00:20:48,247
That's good stuff. Yeah.
621
00:20:48,247 --> 00:20:51,250
Yeah.
622
00:20:51,450 --> 00:20:54,219
Yeah.
623
00:20:54,219 --> 00:20:57,222
if you do air Earth.
624
00:20:59,758 --> 00:21:00,259
Yeah.
625
00:21:00,259 --> 00:21:02,327
Well, if you.
626
00:21:02,327 --> 00:21:04,429
If you are things in the past, but,
627
00:21:04,429 --> 00:21:08,734
yeah, I get it.
628
00:21:09,334 --> 00:21:10,269
Just keeping score.
629
00:21:18,877 --> 00:21:19,244
Yeah.
630
00:21:19,244 --> 00:21:20,646
Yeah, I'm with you.
631
00:21:20,646 --> 00:21:21,346
Yeah.
632
00:21:21,346 --> 00:21:22,447
Well, I've never had any problems
633
00:21:22,447 --> 00:21:22,914
with anybody.
634
00:21:22,914 --> 00:21:25,917
air.
635
00:21:27,953 --> 00:21:28,687
All right.
636
00:21:28,687 --> 00:21:31,423
Well, you know,
637
00:21:31,423 --> 00:21:33,692
once you get to your level, Right.
638
00:21:33,692 --> 00:21:36,695
I am really.
639
00:21:37,462 --> 00:21:37,896
True.
640
00:21:37,896 --> 00:21:39,831
Yeah, yeah. I'm
641
00:21:39,831 --> 00:21:42,000
pretty insulated.
642
00:21:42,000 --> 00:21:45,003
Yeah, yeah, yeah, yeah.
643
00:21:49,675 --> 00:21:51,310
I don't think she.
644
00:21:51,310 --> 00:21:52,911
That would be her first pick.
645
00:21:52,911 --> 00:21:54,980
I'll just say that.
646
00:21:54,980 --> 00:21:56,615
Yeah. Eileen.
647
00:21:56,615 --> 00:21:56,948
You're there.
648
00:21:56,948 --> 00:21:59,951
We know you're there.
649
00:22:00,452 --> 00:22:01,853
Oh.
650
00:22:01,853 --> 00:22:02,788
Hey, Eileen.
651
00:22:02,788 --> 00:22:03,922
Eileen,
652
00:22:03,922 --> 00:22:06,191
you've had work done in your house.
653
00:22:06,191 --> 00:22:07,893
and you've had people
654
00:22:07,893 --> 00:22:09,294
come into your home
655
00:22:09,294 --> 00:22:12,664
and as you maybe you can talk about that,
656
00:22:12,698 --> 00:22:13,432
your experience,
657
00:22:13,432 --> 00:22:14,333
if you don't know who they are
658
00:22:14,333 --> 00:22:15,834
or do you feel uncomfortable
659
00:22:15,834 --> 00:22:16,768
having someone come in
660
00:22:16,768 --> 00:22:17,903
if you don't know or whatever,
661
00:22:17,903 --> 00:22:18,937
maybe you can chime in a little
662
00:22:18,937 --> 00:22:19,938
bit why we got you here?
663
00:23:07,018 --> 00:23:10,021
Yeah, I can see that.
664
00:23:29,841 --> 00:23:30,108
Thank you.
665
00:23:30,108 --> 00:23:30,876
I appreciate that.
666
00:23:30,876 --> 00:23:33,278
Eileen.
667
00:23:33,278 --> 00:23:36,114
so I'm going to circle back if I can,
668
00:23:36,114 --> 00:23:36,782
because we talked
669
00:23:36,782 --> 00:23:38,884
about how important the league is.
670
00:23:38,884 --> 00:23:39,918
And, you know,
671
00:23:39,918 --> 00:23:41,586
arguably the most important person
672
00:23:41,586 --> 00:23:42,053
on the job.
673
00:23:42,053 --> 00:23:43,321
More in person, important
674
00:23:43,321 --> 00:23:45,290
than the the owner of the company,
675
00:23:45,290 --> 00:23:46,024
more important.
676
00:23:46,024 --> 00:23:49,694
And maybe, you know, anybody else there
677
00:23:50,162 --> 00:23:51,163
because that's the person,
678
00:23:51,163 --> 00:23:53,031
the craftsman doing the job.
679
00:23:53,031 --> 00:23:55,300
Now you can make an argument though
680
00:23:55,300 --> 00:23:58,303
that the salesperson, the salesperson
681
00:23:58,336 --> 00:23:59,004
is actually
682
00:23:59,004 --> 00:24:01,173
the most important person to the job,
683
00:24:01,173 --> 00:24:02,774
because if they're don't did that
684
00:24:02,774 --> 00:24:04,342
job correctly
685
00:24:04,342 --> 00:24:07,112
and, weed out the customers or whatever,
686
00:24:07,112 --> 00:24:08,046
you know what I mean,
687
00:24:08,046 --> 00:24:09,314
then it doesn't matter
688
00:24:09,314 --> 00:24:11,049
how good that guy is.
689
00:24:11,049 --> 00:24:11,983
it's
690
00:24:11,983 --> 00:24:13,018
probably not going to be
691
00:24:13,018 --> 00:24:14,753
a successful situation.
692
00:24:14,753 --> 00:24:17,622
So the, the sales person's role
693
00:24:17,622 --> 00:24:19,324
in this whole thing and sometimes
694
00:24:20,525 --> 00:24:22,561
that person, the salesperson,
695
00:24:22,561 --> 00:24:25,297
the lead man, or lead
696
00:24:25,297 --> 00:24:28,300
flooring mechanic are the same person,
697
00:24:28,433 --> 00:24:28,967
you know what I mean?
698
00:24:28,967 --> 00:24:31,470
And the person that shows up, it gets it.
699
00:24:31,470 --> 00:24:32,737
Where it gets more complicated
700
00:24:32,737 --> 00:24:34,473
is the more people you put in that
701
00:24:34,473 --> 00:24:36,575
in that scenario,
702
00:24:36,575 --> 00:24:38,376
the more the more the,
703
00:24:38,376 --> 00:24:39,878
you know, the things can change.
704
00:24:39,878 --> 00:24:41,313
You know, more personalities
705
00:24:41,313 --> 00:24:42,080
and what have you.
706
00:24:42,080 --> 00:24:43,882
That's way too I these point.
707
00:24:43,882 --> 00:24:44,783
And it was interesting
708
00:24:44,783 --> 00:24:46,885
when she was saying that because
709
00:24:46,885 --> 00:24:49,888
my wife Judy, is very detail oriented,
710
00:24:50,121 --> 00:24:51,723
like she would want to know,
711
00:24:51,723 --> 00:24:53,592
the guys coming at ten, 15
712
00:24:53,592 --> 00:24:54,726
or he's coming here at 1030
713
00:24:54,726 --> 00:24:55,527
and it's going to happen.
714
00:24:55,527 --> 00:24:57,963
That's going to I'm very loose.
715
00:24:57,963 --> 00:25:00,031
Like I go, hey, you come here.
716
00:25:00,031 --> 00:25:00,599
I ain't gonna be here.
717
00:25:00,599 --> 00:25:01,199
Fine, whatever.
718
00:25:01,199 --> 00:25:02,167
And then I just assume
719
00:25:02,167 --> 00:25:03,001
things are going to go
720
00:25:03,001 --> 00:25:04,402
the way they're supposed to go.
721
00:25:04,402 --> 00:25:05,971
I'll leave the door open for the guy.
722
00:25:05,971 --> 00:25:07,005
Whatever.
723
00:25:07,005 --> 00:25:09,040
And, dude, he's not that way at all.
724
00:25:09,040 --> 00:25:11,543
And I find myself catching myself that I.
725
00:25:11,543 --> 00:25:12,577
You know, I have to.
726
00:25:12,577 --> 00:25:15,313
I have to go more step by step.
727
00:25:15,313 --> 00:25:17,082
For some people, they're not comfortable.
728
00:25:17,082 --> 00:25:18,950
I mean, that's outside of that.
729
00:25:18,950 --> 00:25:20,252
They're almost control freaks.
730
00:25:20,252 --> 00:25:21,920
I want to say not
731
00:25:21,920 --> 00:25:23,255
not that I mean or Judy is,
732
00:25:23,255 --> 00:25:24,122
but there are some people,
733
00:25:24,122 --> 00:25:25,624
we've all been there,
734
00:25:25,624 --> 00:25:26,958
and they're not that they're bad people
735
00:25:26,958 --> 00:25:28,960
or not that they're they're zero.
736
00:25:28,960 --> 00:25:31,863
Just that's the way they run their life.
737
00:25:31,863 --> 00:25:34,232
And you have to recognize that. So,
738
00:25:40,505 --> 00:25:41,806
No kidding.
739
00:25:41,806 --> 00:25:44,042
Yeah, yeah.
740
00:25:44,042 --> 00:25:44,876
I had the,
741
00:25:44,876 --> 00:25:46,511
kid, and I talked about him
742
00:25:46,511 --> 00:25:47,546
before him and his,
743
00:25:47,546 --> 00:25:48,747
buddy
744
00:25:48,747 --> 00:25:50,415
left the electrical union,
745
00:25:50,415 --> 00:25:51,650
started their room gig,
746
00:25:51,650 --> 00:25:53,552
and I've had him do a couple projects
747
00:25:53,552 --> 00:25:54,619
for me,
748
00:25:54,619 --> 00:25:57,222
and, we just did air conditioning.
749
00:25:57,222 --> 00:25:58,690
You know, Central Air put in, so
750
00:25:58,690 --> 00:25:59,891
I needed some new power
751
00:25:59,891 --> 00:26:02,894
and plugs and stuff, and,
752
00:26:03,194 --> 00:26:04,930
I said, hey, Joel, when can we get you on
753
00:26:04,930 --> 00:26:06,565
and when can you get me on the schedule?
754
00:26:06,565 --> 00:26:07,299
That was a text.
755
00:26:07,299 --> 00:26:09,968
And he goes sometime next week.
756
00:26:09,968 --> 00:26:11,436
And
757
00:26:11,436 --> 00:26:14,439
Yeah.
758
00:26:27,118 --> 00:26:30,121
Yeah.
759
00:26:30,889 --> 00:26:32,891
Yes.
760
00:26:32,891 --> 00:26:33,992
He didn't say.
761
00:26:33,992 --> 00:26:36,995
Yeah.
762
00:26:46,404 --> 00:26:48,473
Yeah.
763
00:26:48,473 --> 00:26:51,476
I don't wanna bother him.
764
00:26:54,713 --> 00:26:57,716
Yeah.
765
00:27:17,569 --> 00:27:17,936
Yeah.
766
00:27:17,936 --> 00:27:20,939
767
00:27:30,115 --> 00:27:31,916
Yeah, yeah.
768
00:27:31,916 --> 00:27:34,919
Things happen.
769
00:27:37,455 --> 00:27:38,023
Yeah.
770
00:27:38,023 --> 00:27:41,026
771
00:27:42,527 --> 00:27:45,530
Yeah.
772
00:28:09,821 --> 00:28:10,221
Yeah.
773
00:28:10,221 --> 00:28:10,622
Yeah.
774
00:28:10,622 --> 00:28:13,591
Yeah.
775
00:28:19,030 --> 00:28:19,864
Yeah.
776
00:28:19,864 --> 00:28:20,432
Yeah.
777
00:28:20,432 --> 00:28:23,435
Yep yep.
778
00:28:28,740 --> 00:28:29,841
Yeah.
779
00:28:29,841 --> 00:28:32,644
Yeah.
780
00:28:32,644 --> 00:28:35,613
Yeah.
781
00:28:38,983 --> 00:28:39,918
Yeah.
782
00:28:39,918 --> 00:28:40,885
schedule. Good.
783
00:28:40,885 --> 00:28:42,721
I'm. I'm cool.
784
00:28:42,721 --> 00:28:45,156
So. You know.
785
00:28:45,156 --> 00:28:46,357
We talked about you
786
00:28:46,357 --> 00:28:47,692
mentioned that we're in hunting mode
787
00:28:47,692 --> 00:28:48,359
now where we didn't
788
00:28:48,359 --> 00:28:49,661
necessarily have to be in honeymoon
789
00:28:49,661 --> 00:28:52,197
a few weeks, a few months ago or
790
00:28:52,197 --> 00:28:54,466
a year ago or whatever.
791
00:28:55,867 --> 00:28:56,167
but the
792
00:28:56,167 --> 00:28:57,736
other thing about this, too, is
793
00:28:57,736 --> 00:28:58,803
how can you make more money
794
00:28:58,803 --> 00:29:00,004
at the end of the year?
795
00:29:00,004 --> 00:29:02,607
Well, you can do more jobs
796
00:29:02,607 --> 00:29:04,142
or you can charge more.
797
00:29:04,142 --> 00:29:07,879
And I know, I know, you know, you
798
00:29:07,912 --> 00:29:09,214
and certain economies
799
00:29:09,214 --> 00:29:09,981
and people associate
800
00:29:09,981 --> 00:29:11,716
well now guys have dropped their prices
801
00:29:11,716 --> 00:29:13,251
suddenly such as sand and finishing this.
802
00:29:13,251 --> 00:29:14,352
And the other
803
00:29:14,352 --> 00:29:17,822
I think this is a way to justify
804
00:29:18,223 --> 00:29:18,957
being able to charge
805
00:29:18,957 --> 00:29:20,992
more money, on the job.
806
00:29:20,992 --> 00:29:21,960
And I really
807
00:29:21,960 --> 00:29:22,494
I tell you,
808
00:29:22,494 --> 00:29:23,828
I think it's important,
809
00:29:23,828 --> 00:29:26,831
this, this, this field
810
00:29:26,965 --> 00:29:28,500
to, you know, to sell the job
811
00:29:28,500 --> 00:29:29,601
with the front end of it
812
00:29:29,601 --> 00:29:30,535
and to be able to say,
813
00:29:30,535 --> 00:29:31,202
I mean, you know, even
814
00:29:31,202 --> 00:29:33,538
just to be able to say, listen,
815
00:29:33,538 --> 00:29:35,540
we bring three things to this job.
816
00:29:35,540 --> 00:29:36,641
Every contractor that comes
817
00:29:36,641 --> 00:29:37,575
here, we're going to we're going
818
00:29:37,575 --> 00:29:39,110
to bring in our work
819
00:29:39,110 --> 00:29:40,512
experience and passion
820
00:29:40,512 --> 00:29:41,412
and all this kind of stuff.
821
00:29:41,412 --> 00:29:43,047
Just to reiterate this.
822
00:29:43,047 --> 00:29:45,116
And, then our knowledge,
823
00:29:45,116 --> 00:29:46,451
we're going to bring our track record
824
00:29:46,451 --> 00:29:48,520
with your reputation and, and, and,
825
00:29:48,520 --> 00:29:50,522
and you know how much, how much.
826
00:29:50,522 --> 00:29:51,823
Well, we respect your home
827
00:29:51,823 --> 00:29:53,024
and these type of things
828
00:29:53,024 --> 00:29:55,226
and then the quality of the products.
829
00:29:55,226 --> 00:29:55,760
So
830
00:29:56,795 --> 00:29:57,629
all three of these are
831
00:29:57,629 --> 00:29:59,164
key components
832
00:29:59,164 --> 00:30:00,698
because one and two is not good
833
00:30:00,698 --> 00:30:01,466
without the other.
834
00:30:01,466 --> 00:30:02,066
You know what I mean?
835
00:30:02,066 --> 00:30:03,902
I think it's a combination of things.
836
00:30:03,902 --> 00:30:06,604
And you know, at Bonnaroo we Emil,
837
00:30:06,604 --> 00:30:07,672
you and I always say
838
00:30:07,672 --> 00:30:08,673
or I always say it
839
00:30:08,673 --> 00:30:10,675
and I always blame you for saying it also
840
00:30:10,675 --> 00:30:11,242
is that
841
00:30:11,242 --> 00:30:13,611
we're not the ocean, we're just a wave.
842
00:30:13,611 --> 00:30:14,913
I mean, contractors get their
843
00:30:14,913 --> 00:30:16,214
on their reputation
844
00:30:16,214 --> 00:30:17,615
and their hard work and whatever.
845
00:30:17,615 --> 00:30:19,117
And we just want to,
846
00:30:19,117 --> 00:30:19,450
you know,
847
00:30:19,450 --> 00:30:20,218
we have products
848
00:30:20,218 --> 00:30:21,586
I can add to that, add quality
849
00:30:21,586 --> 00:30:23,321
to their to their jobs and everything.
850
00:30:23,321 --> 00:30:24,789
And it help them and their business.
851
00:30:24,789 --> 00:30:26,624
And you know, we're thrilled to death and
852
00:30:26,624 --> 00:30:28,560
and and be happy for the business
853
00:30:28,560 --> 00:30:30,094
and happy to partner with them.
854
00:30:30,094 --> 00:30:32,096
And that's why we do the schools
855
00:30:32,096 --> 00:30:33,598
and all these different things.
856
00:30:33,598 --> 00:30:36,301
But I think
857
00:30:36,301 --> 00:30:38,102
to be able to sell the Green
858
00:30:38,102 --> 00:30:39,671
Garden gold angle here,
859
00:30:40,672 --> 00:30:42,207
I, I'm just passionate about this
860
00:30:42,207 --> 00:30:43,141
and not necessarily that.
861
00:30:43,141 --> 00:30:44,108
I'm just,
862
00:30:44,108 --> 00:30:47,111
they'll see that I'm, I'm, you know.
863
00:30:47,879 --> 00:30:49,547
I will say a tree hugger or whatever.
864
00:30:49,547 --> 00:30:50,849
I'm really not
865
00:30:50,849 --> 00:30:52,483
not that I'm opposed to it either,
866
00:30:52,483 --> 00:30:54,319
but I just think it's a sales it just,
867
00:30:54,319 --> 00:30:57,288
you know, it matters that so many people.
868
00:30:57,288 --> 00:30:58,189
We just,
869
00:30:58,189 --> 00:31:00,892
this is the day after the debate,
870
00:31:00,892 --> 00:31:02,227
and I'm not going to go into the debate.
871
00:31:02,227 --> 00:31:03,795
We don't talk politics here,
872
00:31:03,795 --> 00:31:04,762
but we talked about
873
00:31:04,762 --> 00:31:06,564
one of the important things to, to,
874
00:31:06,564 --> 00:31:09,067
to to,
875
00:31:09,067 --> 00:31:12,070
American voters was the environment.
876
00:31:12,737 --> 00:31:13,104
With a.
877
00:31:13,104 --> 00:31:14,005
I don't care what side
878
00:31:14,005 --> 00:31:15,039
you're on, it doesn't matter to me.
879
00:31:15,039 --> 00:31:15,974
I don't care,
880
00:31:15,974 --> 00:31:17,609
but it matters to a lot of people.
881
00:31:17,609 --> 00:31:18,743
It matters
882
00:31:18,743 --> 00:31:20,778
the environment in their home matters.
883
00:31:20,778 --> 00:31:22,046
The VOCs matter,
884
00:31:22,046 --> 00:31:23,548
the products that they're they're
885
00:31:23,548 --> 00:31:25,083
they're more aware than ever before
886
00:31:25,083 --> 00:31:26,651
about what they're breathing in
887
00:31:26,651 --> 00:31:28,887
and what's off gases in their home.
888
00:31:28,887 --> 00:31:29,954
And I think that
889
00:31:29,954 --> 00:31:30,922
you have an opportunity
890
00:31:30,922 --> 00:31:34,292
to give a very, very green product
891
00:31:34,292 --> 00:31:35,760
to the consumer,
892
00:31:35,760 --> 00:31:37,462
starting from the even the like.
893
00:31:37,462 --> 00:31:38,396
We said the vacuums
894
00:31:38,396 --> 00:31:39,998
all the way down the line,
895
00:31:39,998 --> 00:31:41,566
to the to the cleaning products
896
00:31:41,566 --> 00:31:43,268
with your Green Guard as well.
897
00:31:43,268 --> 00:31:45,603
So, I think it's a great story there.
898
00:31:45,603 --> 00:31:48,172
one of the great stories about boner.
899
00:31:48,172 --> 00:31:51,776
And especially now that he's are
900
00:31:51,809 --> 00:31:53,344
involved with it.
901
00:31:53,344 --> 00:31:53,645
Yeah.
902
00:31:53,645 --> 00:31:57,181
It's, It's now a start to finish.
903
00:31:58,716 --> 00:32:01,719
Our equipment is Green Guard certified.
904
00:32:02,654 --> 00:32:04,722
Our sandpaper is Green Guard, sir.
905
00:32:04,722 --> 00:32:05,924
I mean,
906
00:32:05,924 --> 00:32:07,358
you know, when you start
907
00:32:07,358 --> 00:32:10,361
telling this to the homeowner.
908
00:32:10,995 --> 00:32:13,131
That the equipment, the sandpaper,
909
00:32:13,131 --> 00:32:16,534
the vacuum systems, and of course,
910
00:32:17,702 --> 00:32:19,771
the adhesives,
911
00:32:19,771 --> 00:32:22,807
the sealers, the finishes, the stains.
912
00:32:23,007 --> 00:32:24,542
I mean,
913
00:32:24,542 --> 00:32:27,545
what a great thing to hook your wagon to.
914
00:32:28,980 --> 00:32:31,983
Nobody is going to dispute this.
915
00:32:33,351 --> 00:32:36,354
And it means so much even to people,
916
00:32:37,055 --> 00:32:37,956
you know, even a bit.
917
00:32:37,956 --> 00:32:39,724
Hey,
918
00:32:39,724 --> 00:32:41,225
I'm is probably conservative
919
00:32:41,225 --> 00:32:42,460
as you can get,
920
00:32:42,460 --> 00:32:43,661
but I'm for a good,
921
00:32:43,661 --> 00:32:45,129
clean environment, too.
922
00:32:45,129 --> 00:32:45,596
I mean, it's
923
00:32:45,596 --> 00:32:48,599
not that I'm against it, you know?
924
00:32:49,467 --> 00:32:51,402
So even for somebody like me
925
00:32:51,402 --> 00:32:52,870
that I've been watching this
926
00:32:52,870 --> 00:32:54,205
and everything,
927
00:32:54,205 --> 00:32:56,107
and, you know, at our age,
928
00:32:56,107 --> 00:32:56,975
we could say, hey,
929
00:32:56,975 --> 00:32:58,142
you know, you don't care.
930
00:32:58,142 --> 00:32:59,477
I think everybody cares.
931
00:32:59,477 --> 00:33:00,979
Everybody wants clean water, everyone
932
00:33:04,115 --> 00:33:06,417
So when I.
933
00:33:06,417 --> 00:33:09,454
When I did jobs, I was two goals for me.
934
00:33:09,887 --> 00:33:11,689
One is.
935
00:33:11,689 --> 00:33:12,090
Follow.
936
00:33:12,090 --> 00:33:14,792
That when I leave the house.
937
00:33:14,792 --> 00:33:16,494
In my mind, I always think to myself.
938
00:33:16,494 --> 00:33:17,729
Go ahead.
939
00:33:17,729 --> 00:33:20,732
Come on in the next guy and follow that.
940
00:33:20,932 --> 00:33:22,367
You know what I mean?
941
00:33:22,367 --> 00:33:23,401
And the second one is,
942
00:33:23,401 --> 00:33:25,703
I want to get as much money as I can
943
00:33:25,703 --> 00:33:26,738
because I know I can.
944
00:33:26,738 --> 00:33:27,972
Knowing my personality, I'm
945
00:33:27,972 --> 00:33:29,774
not going to be able to move into labor,
946
00:33:29,774 --> 00:33:30,675
and I'm not going to be able
947
00:33:30,675 --> 00:33:31,943
to expand and hire
948
00:33:31,943 --> 00:33:34,445
six, seven, eight more guys.
949
00:33:34,445 --> 00:33:35,813
I need to make as much money
950
00:33:35,813 --> 00:33:37,715
as I possibly can on each job.
951
00:33:37,715 --> 00:33:40,551
And and I can do that by selling quality
952
00:33:40,551 --> 00:33:42,320
and setting myself apart,
953
00:33:42,320 --> 00:33:45,156
because I let's do a podcast
954
00:33:45,156 --> 00:33:46,724
with a retailer was the other day
955
00:33:46,724 --> 00:33:50,228
and he was talking about, this game of,
956
00:33:50,595 --> 00:33:53,297
of, well, we gotta lower prices now
957
00:33:53,297 --> 00:33:54,065
and,
958
00:33:54,065 --> 00:33:55,666
and getting in that whole mindset of,
959
00:33:55,666 --> 00:33:56,100
oh, well,
960
00:33:56,100 --> 00:33:58,236
we've now we got to lower our prices and,
961
00:33:58,236 --> 00:33:59,971
and it's a race to the bottom.
962
00:33:59,971 --> 00:34:01,039
And how many more jobs
963
00:34:01,039 --> 00:34:03,408
you have to do to make up for,
964
00:34:03,408 --> 00:34:04,442
you know, your overhead
965
00:34:04,442 --> 00:34:05,943
and all these different things.
966
00:34:05,943 --> 00:34:07,979
What's the better business model?
967
00:34:07,979 --> 00:34:08,846
And, yeah,
968
00:34:08,846 --> 00:34:10,381
you're gonna miss out on some jobs.
969
00:34:10,381 --> 00:34:11,582
I mean, you know,
970
00:34:11,582 --> 00:34:13,418
that's just the nature of the beast.
971
00:34:13,418 --> 00:34:14,185
We talked earlier
972
00:34:14,185 --> 00:34:15,586
how you used to love your batting.
973
00:34:15,586 --> 00:34:16,054
Yeah. Is it?
974
00:34:16,054 --> 00:34:18,656
Man, I got every job I did, and.
975
00:34:18,656 --> 00:34:20,525
I'm. Wow.
976
00:34:20,525 --> 00:34:22,427
I guess I've said that a lot. Because.
977
00:34:22,427 --> 00:34:23,494
Yeah, yeah.
978
00:34:23,494 --> 00:34:25,296
And and I get it, too,
979
00:34:25,296 --> 00:34:26,364
because I was the same way.
980
00:34:26,364 --> 00:34:27,932
And I probably,
981
00:34:27,932 --> 00:34:28,433
you know,
982
00:34:28,433 --> 00:34:31,402
left a lot of money on the table.
983
00:34:31,402 --> 00:34:34,372
but I just think that,
984
00:34:34,505 --> 00:34:36,574
I think it is a smart business model,
985
00:34:36,574 --> 00:34:37,408
and I don't know, man,
986
00:34:37,408 --> 00:34:38,042
I think it's a good time
987
00:34:38,042 --> 00:34:38,676
to talk about it,
988
00:34:38,676 --> 00:34:40,812
because things are getting
989
00:34:40,812 --> 00:34:41,779
you slowing down a little bit
990
00:34:41,779 --> 00:34:42,747
in a lot of different markets
991
00:34:42,747 --> 00:34:43,314
and what have you.
992
00:34:43,314 --> 00:34:45,283
And and we rob and
993
00:34:45,283 --> 00:34:45,883
and I,
994
00:34:45,883 --> 00:34:47,051
we talk about it a lot
995
00:34:47,051 --> 00:34:48,820
and we what we hope
996
00:34:48,820 --> 00:34:49,954
that people
997
00:34:49,954 --> 00:34:52,924
sometimes get out of this is that man.
998
00:34:52,990 --> 00:34:56,027
I was able to do it faster.
999
00:34:56,294 --> 00:34:58,296
We, we had Jeremiah on a podcast
1000
00:34:58,296 --> 00:34:59,464
talking about some ways
1001
00:34:59,464 --> 00:35:01,432
he can speed this job up.
1002
00:35:01,432 --> 00:35:02,967
on the last podcast,
1003
00:35:02,967 --> 00:35:05,336
that we can do it faster.
1004
00:35:05,336 --> 00:35:07,171
We can do it cleaner.
1005
00:35:07,171 --> 00:35:11,242
We can do it, more financially,
1006
00:35:11,242 --> 00:35:12,677
successful for us.
1007
00:35:12,677 --> 00:35:14,312
And that's a win for us, man.
1008
00:35:14,312 --> 00:35:16,180
It's not just a, a bonus thing
1009
00:35:16,180 --> 00:35:16,948
with us is it's
1010
00:35:16,948 --> 00:35:17,582
also our,
1011
00:35:17,582 --> 00:35:18,282
you know,
1012
00:35:18,282 --> 00:35:20,051
you wanting to give back to the
1013
00:35:20,051 --> 00:35:21,552
to the younger kids
1014
00:35:21,552 --> 00:35:22,954
coming up or whatever and,
1015
00:35:22,954 --> 00:35:24,021
learn from some of the,
1016
00:35:24,021 --> 00:35:25,089
you know, mistakes we made
1017
00:35:25,089 --> 00:35:26,290
and the hard knocks we made.
1018
00:35:26,290 --> 00:35:27,258
And, you know,
1019
00:35:27,258 --> 00:35:28,426
we've had some people on this,
1020
00:35:28,426 --> 00:35:30,761
on this podcast, like Chris Edison
1021
00:35:30,761 --> 00:35:33,598
and some really very, very smart
1022
00:35:33,598 --> 00:35:36,801
businessmen that, you know,
1023
00:35:38,002 --> 00:35:39,370
how they got there and
1024
00:35:39,370 --> 00:35:40,705
how they've been successful.
1025
00:35:40,705 --> 00:35:42,306
And, and I think, there's a,
1026
00:35:42,306 --> 00:35:43,774
there's a lot of tools out there.
1027
00:35:43,774 --> 00:35:46,410
That's one thing that there's never been
1028
00:35:46,410 --> 00:35:47,845
more information available
1029
00:35:47,845 --> 00:35:49,514
to help you be successful.
1030
00:35:49,514 --> 00:35:50,314
There's really not
1031
00:35:50,314 --> 00:35:52,116
I mean, you would have to
1032
00:35:52,116 --> 00:35:53,584
go to a four year
1033
00:35:53,584 --> 00:35:54,919
college to get some of the stuff
1034
00:35:54,919 --> 00:35:55,786
you can learn just off
1035
00:35:55,786 --> 00:35:58,789
podcasts and YouTube and, and,
1036
00:35:58,789 --> 00:35:59,957
and what's available to us
1037
00:35:59,957 --> 00:36:01,159
and, and schools
1038
00:36:01,159 --> 00:36:01,559
like what
1039
00:36:01,559 --> 00:36:04,162
the bonus schools in the schools.
1040
00:36:04,162 --> 00:36:05,229
man,
1041
00:36:05,229 --> 00:36:07,632
if I tell you, if you're a young kid,
1042
00:36:07,632 --> 00:36:09,133
the opportunity
1043
00:36:09,133 --> 00:36:11,602
to really set yourself up for success.
1044
00:36:11,602 --> 00:36:13,271
But and it also starts with habits.
1045
00:36:13,271 --> 00:36:14,071
If you get in the habit
1046
00:36:14,071 --> 00:36:15,706
right off the bat of lowering your prices
1047
00:36:15,706 --> 00:36:17,975
and not valuing your your work
1048
00:36:17,975 --> 00:36:19,777
or devaluing your work,
1049
00:36:19,777 --> 00:36:23,080
and you go down that road,
1050
00:36:23,080 --> 00:36:24,515
it's just a harder life,
1051
00:36:24,515 --> 00:36:24,882
you know,
1052
00:36:24,882 --> 00:36:26,817
and so hopefully, maybe this can,
1053
00:36:26,817 --> 00:36:27,885
can help somebody. So.
1054
00:36:29,754 --> 00:36:30,988
I've taught.
1055
00:36:30,988 --> 00:36:32,823
I've taught schools.
1056
00:36:32,823 --> 00:36:34,792
1057
00:36:34,792 --> 00:36:37,795
well, in almost every single major market
1058
00:36:39,096 --> 00:36:40,097
in the United States.
1059
00:36:40,097 --> 00:36:42,466
And Canada,
1060
00:36:42,466 --> 00:36:45,469
almost all major markets.
1061
00:36:46,304 --> 00:36:49,473
And in almost every single school.
1062
00:36:49,473 --> 00:36:51,542
I've had somebody say to me,
1063
00:36:51,542 --> 00:36:52,043
matter of fact,
1064
00:36:52,043 --> 00:36:53,611
I just had somebody say this to me
1065
00:36:53,611 --> 00:36:55,213
a few weeks ago.
1066
00:36:55,213 --> 00:36:57,081
In this market,
1067
00:36:57,081 --> 00:37:00,718
you cannot get more than $1.75 a foot.
1068
00:37:02,620 --> 00:37:04,355
Now,
1069
00:37:04,355 --> 00:37:07,158
he was dead serious.
1070
00:37:07,158 --> 00:37:09,460
And I'm thinking
1071
00:37:09,460 --> 00:37:09,961
that this is
1072
00:37:09,961 --> 00:37:11,462
the craziest thing in my head.
1073
00:37:11,462 --> 00:37:14,031
I'm thinking that's the craziest thing.
1074
00:37:14,031 --> 00:37:15,666
What I said to him, to him
1075
00:37:15,666 --> 00:37:18,236
was, dude, you could double that price.
1076
00:37:18,236 --> 00:37:19,804
And
1077
00:37:19,804 --> 00:37:21,272
and make more money.
1078
00:37:21,272 --> 00:37:23,908
In a week. Leave me.
1079
00:37:23,908 --> 00:37:24,141
Now.
1080
00:37:24,141 --> 00:37:26,644
If you want to do dollar 75 for foot
1081
00:37:26,644 --> 00:37:27,678
type work.
1082
00:37:27,678 --> 00:37:29,480
Oh, okay, then.
1083
00:37:29,480 --> 00:37:30,414
Then there's your. Yeah.
1084
00:37:30,414 --> 00:37:31,782
But when you hear
1085
00:37:31,782 --> 00:37:34,018
I like I said, I hear this
1086
00:37:34,018 --> 00:37:35,019
everywhere I go
1087
00:37:36,287 --> 00:37:37,154
there's somebody is going to
1088
00:37:37,154 --> 00:37:40,157
tell me, you cannot get more than this.
1089
00:37:40,458 --> 00:37:42,660
And I
1090
00:37:42,660 --> 00:37:44,161
almost in every class
1091
00:37:44,161 --> 00:37:46,264
there's somebody in the back
1092
00:37:46,264 --> 00:37:48,332
kind of smirking, thinking really?
1093
00:37:48,332 --> 00:37:51,602
Because, because I charge $9 a foot
1094
00:37:53,404 --> 00:37:54,538
for sand to finish,
1095
00:37:54,538 --> 00:37:56,140
and then people will say, well,
1096
00:37:56,140 --> 00:37:58,309
you're a liar, that that doesn't happen.
1097
00:37:58,309 --> 00:38:00,044
It does.
1098
00:38:00,044 --> 00:38:01,145
It really does.
1099
00:38:01,145 --> 00:38:04,949
But and this is a template
1100
00:38:06,817 --> 00:38:08,686
on how to do it,
1101
00:38:08,686 --> 00:38:10,187
this is an absolute template
1102
00:38:10,187 --> 00:38:11,055
of how to do it.
1103
00:38:11,055 --> 00:38:12,623
Promote your products.
1104
00:38:12,623 --> 00:38:13,457
Tell everybody
1105
00:38:13,457 --> 00:38:15,126
how green and safe they are.
1106
00:38:15,126 --> 00:38:16,027
I mean, the great part
1107
00:38:16,027 --> 00:38:17,461
about the bonus product
1108
00:38:17,461 --> 00:38:20,464
systems being green and green guard.
1109
00:38:20,598 --> 00:38:21,432
How many times,
1110
00:38:21,432 --> 00:38:22,400
how many nightmares
1111
00:38:22,400 --> 00:38:24,602
did you hear about green products
1112
00:38:24,602 --> 00:38:25,670
that didn't work?
1113
00:38:25,670 --> 00:38:27,638
Green products that were.
1114
00:38:27,638 --> 00:38:29,273
Yeah, they were green,
1115
00:38:29,273 --> 00:38:30,908
but and they were terrible.
1116
00:38:30,908 --> 00:38:32,510
Now we're talking about
1117
00:38:32,510 --> 00:38:34,178
best products in the industry.
1118
00:38:34,178 --> 00:38:36,781
Also cleanest products in the industry.
1119
00:38:38,015 --> 00:38:39,650
So you know, like I said in
1120
00:38:39,650 --> 00:38:40,818
the beginning of this,
1121
00:38:40,818 --> 00:38:42,219
why do you want to attach
1122
00:38:42,219 --> 00:38:43,721
your wagon to something?
1123
00:38:43,721 --> 00:38:45,356
Here you go.
1124
00:38:45,356 --> 00:38:47,058
I tell everybody in the classes
1125
00:38:47,058 --> 00:38:48,659
you want to talk about green guards
1126
00:38:48,659 --> 00:38:51,262
so much during the estimate
1127
00:38:51,262 --> 00:38:52,396
that when you leave
1128
00:38:52,396 --> 00:38:54,065
they're googling Green Guard.
1129
00:38:54,065 --> 00:38:55,466
They they want to know
1130
00:38:55,466 --> 00:38:57,868
what's going on with this.
1131
00:38:57,868 --> 00:39:00,871
It's it's a really
1132
00:39:00,905 --> 00:39:03,774
you know, like we said,
1133
00:39:03,774 --> 00:39:04,442
it's hard.
1134
00:39:04,442 --> 00:39:06,677
It's a hard business to make money in.
1135
00:39:06,677 --> 00:39:08,045
And this is the easiest money
1136
00:39:08,045 --> 00:39:08,879
you'll ever make
1137
00:39:08,879 --> 00:39:10,414
just by being
1138
00:39:10,414 --> 00:39:12,016
a really good salesman
1139
00:39:12,016 --> 00:39:14,051
and selling quality products,
1140
00:39:14,051 --> 00:39:15,219
talking about the green,
1141
00:39:15,219 --> 00:39:16,721
talking about their environment
1142
00:39:16,721 --> 00:39:18,422
and everything.
1143
00:39:18,422 --> 00:39:19,990
I'll,
1144
00:39:19,990 --> 00:39:22,793
I'll find a text and I'll send it to you
1145
00:39:22,793 --> 00:39:23,994
about a school that I did
1146
00:39:23,994 --> 00:39:25,730
two years ago in Nashville.
1147
00:39:26,864 --> 00:39:29,633
And this kid was at the class.
1148
00:39:29,633 --> 00:39:31,469
It was done on Thursday,
1149
00:39:31,469 --> 00:39:34,472
and he sent me a text on Friday,
1150
00:39:34,538 --> 00:39:35,940
and his brother went out
1151
00:39:35,940 --> 00:39:38,075
and did an estimate,
1152
00:39:38,075 --> 00:39:40,644
and he started talking about Green Guard.
1153
00:39:40,644 --> 00:39:43,914
And he said, I could see in her eyes.
1154
00:39:43,914 --> 00:39:45,883
She was mesmerized.
1155
00:39:45,883 --> 00:39:47,051
We usually charge
1156
00:39:47,051 --> 00:39:49,887
$5 a foot for the craft oil.
1157
00:39:49,887 --> 00:39:51,489
I moved it to nine.
1158
00:39:51,489 --> 00:39:52,490
We got the job.
1159
00:39:52,490 --> 00:39:53,657
Now, I'm not saying everybody's
1160
00:39:53,657 --> 00:39:56,660
going to go double their money,
1161
00:39:56,694 --> 00:39:58,896
but he started talking about it
1162
00:39:58,896 --> 00:40:00,331
for his first time.
1163
00:40:00,331 --> 00:40:01,332
And now.
1164
00:40:01,332 --> 00:40:04,335
He's never looked back at this.
1165
00:40:05,269 --> 00:40:07,738
Well, I was going to say,
1166
00:40:07,738 --> 00:40:08,839
if you wanna say something.
1167
00:40:08,839 --> 00:40:11,642
I can't remember now.
1168
00:40:11,642 --> 00:40:11,909
Damn.
1169
00:40:11,909 --> 00:40:13,911
It was probably really good to.
1170
00:40:13,911 --> 00:40:15,513
I bet it was, but.
1171
00:40:15,513 --> 00:40:16,981
Yeah, I was mesmerized
1172
00:40:16,981 --> 00:40:17,948
to listening to you.
1173
00:40:23,187 --> 00:40:26,190
remember what it was.
1174
00:40:27,625 --> 00:40:28,292
Yeah.
1175
00:40:28,292 --> 00:40:29,193
Yeah.
1176
00:40:29,193 --> 00:40:31,162
No.
1177
00:40:31,162 --> 00:40:34,198
Oh, I know what I was going to say now.
1178
00:40:34,331 --> 00:40:37,968
You know, when I had to do a, a speech,
1179
00:40:38,068 --> 00:40:40,471
a while back for
1180
00:40:40,471 --> 00:40:42,473
probably about 60 or 80 people there.
1181
00:40:42,473 --> 00:40:44,542
I practiced that speech
1182
00:40:44,542 --> 00:40:45,976
50 times before I.
1183
00:40:45,976 --> 00:40:47,812
Before I did. It.
1184
00:40:47,812 --> 00:40:50,214
And I think this has been important
1185
00:40:50,214 --> 00:40:50,648
enough to me
1186
00:40:50,648 --> 00:40:52,049
if I was a contractor
1187
00:40:52,049 --> 00:40:52,616
to make it
1188
00:40:52,616 --> 00:40:53,851
like your elevator speech
1189
00:40:53,851 --> 00:40:54,318
or whatever,
1190
00:40:54,318 --> 00:40:55,352
your presentation,
1191
00:40:55,352 --> 00:40:56,487
like you're going to be out of jobs
1192
00:40:56,487 --> 00:40:57,221
or whatever,
1193
00:40:57,221 --> 00:40:59,590
but like there's going to be three
1194
00:40:59,590 --> 00:41:01,325
key things here is like,
1195
00:41:01,325 --> 00:41:01,525
you know,
1196
00:41:01,525 --> 00:41:02,426
I said them again,
1197
00:41:02,426 --> 00:41:04,428
you know, the, the, the workers,
1198
00:41:04,428 --> 00:41:05,863
the workers and everything
1199
00:41:05,863 --> 00:41:06,964
that encompasses your work
1200
00:41:06,964 --> 00:41:08,732
experience, your passion, your knowledge,
1201
00:41:08,732 --> 00:41:10,534
you know, your track rank and reputation,
1202
00:41:10,534 --> 00:41:11,368
blah, blah, blah,
1203
00:41:11,368 --> 00:41:13,838
and, and, and the quality of products.
1204
00:41:13,838 --> 00:41:15,372
But I think that
1205
00:41:15,372 --> 00:41:16,207
there, there's like
1206
00:41:16,207 --> 00:41:17,842
core values for your company.
1207
00:41:17,842 --> 00:41:19,310
Is that what I'm getting at?
1208
00:41:19,310 --> 00:41:20,644
And, and I think that,
1209
00:41:20,644 --> 00:41:22,379
if you kind of like,
1210
00:41:22,379 --> 00:41:23,781
you know, get that down there,
1211
00:41:23,781 --> 00:41:24,882
look, get that across.
1212
00:41:24,882 --> 00:41:26,684
Because here's the thing to
1213
00:41:26,684 --> 00:41:28,886
I was so passionate.
1214
00:41:28,886 --> 00:41:29,019
And.
1215
00:41:29,019 --> 00:41:30,921
I know so many guys are the same way.
1216
00:41:30,921 --> 00:41:32,656
You're so passionate
1217
00:41:32,656 --> 00:41:35,359
about making that floor dead flat,
1218
00:41:35,359 --> 00:41:37,027
about having no edge marks.
1219
00:41:37,027 --> 00:41:38,996
You're so passionate about it, man.
1220
00:41:38,996 --> 00:41:40,798
You you'll just do anything.
1221
00:41:40,798 --> 00:41:41,732
And you're you're.
1222
00:41:41,732 --> 00:41:41,999
You're.
1223
00:41:41,999 --> 00:41:43,234
You're above and beyond.
1224
00:41:43,234 --> 00:41:45,035
You vacuum 20 times and every
1225
00:41:45,035 --> 00:41:46,804
you do all these things.
1226
00:41:46,804 --> 00:41:47,905
What does a homeowner know
1227
00:41:47,905 --> 00:41:49,740
that you're that passionate about it?
1228
00:41:49,740 --> 00:41:50,908
You know what I mean?
1229
00:41:50,908 --> 00:41:52,009
Does it come across to them
1230
00:41:52,009 --> 00:41:54,111
when you when you're bidding the job?
1231
00:41:54,111 --> 00:41:56,780
And I think that's if we don't
1232
00:41:56,780 --> 00:41:58,048
get that across them,
1233
00:41:58,048 --> 00:41:59,817
I think we're missing the boat.
1234
00:41:59,817 --> 00:42:01,285
And and because some
1235
00:42:01,285 --> 00:42:01,652
you know, we're,
1236
00:42:01,652 --> 00:42:02,453
you know,
1237
00:42:02,453 --> 00:42:03,387
maybe you're not comfortable
1238
00:42:03,387 --> 00:42:03,954
or you're shy,
1239
00:42:03,954 --> 00:42:04,788
you're not comfortable
1240
00:42:04,788 --> 00:42:06,290
talking to someone else
1241
00:42:06,290 --> 00:42:06,724
you just met
1242
00:42:06,724 --> 00:42:08,225
for the first time about this.
1243
00:42:08,225 --> 00:42:08,859
But I think there's
1244
00:42:08,859 --> 00:42:09,627
you got to be a way
1245
00:42:09,627 --> 00:42:10,861
you can convey that about
1246
00:42:10,861 --> 00:42:11,829
you and your company.
1247
00:42:12,863 --> 00:42:13,597
or you're doing
1248
00:42:13,597 --> 00:42:16,300
almost a disservice to yourself.
1249
00:42:16,300 --> 00:42:17,535
because this job is hard,
1250
00:42:17,535 --> 00:42:19,103
and these guys are freaking hard
1251
00:42:19,103 --> 00:42:19,737
workers, man.
1252
00:42:19,737 --> 00:42:21,238
And you talk to floor guys all day.
1253
00:42:21,238 --> 00:42:23,841
We all do. And and how much they love.
1254
00:42:23,841 --> 00:42:24,808
And they're passionate about it,
1255
00:42:24,808 --> 00:42:26,677
and they always strive to come out
1256
00:42:26,677 --> 00:42:27,411
with the best product
1257
00:42:27,411 --> 00:42:30,414
they can and, and and,
1258
00:42:30,514 --> 00:42:32,049
but I think
1259
00:42:32,049 --> 00:42:32,550
that needs
1260
00:42:32,550 --> 00:42:35,553
to come across to the consumer.
1261
00:42:36,053 --> 00:42:37,321
Because it's
1262
00:42:37,321 --> 00:42:40,324
all about, you know.
1263
00:42:40,691 --> 00:42:41,325
I mean, I.
1264
00:42:41,325 --> 00:42:42,560
Want to take what you're saying
1265
00:42:42,560 --> 00:42:45,029
one, one step further.
1266
00:42:45,029 --> 00:42:48,032
No.
1267
00:42:48,632 --> 00:42:51,602
I am.
1268
00:42:51,969 --> 00:42:53,103
Yeah.
1269
00:42:53,103 --> 00:42:56,073
Yeah yeah.
1270
00:43:00,277 --> 00:43:03,280
Yeah.
1271
00:43:29,540 --> 00:43:32,543
Yeah.
1272
00:43:34,445 --> 00:43:35,646
Yeah.
1273
00:43:35,646 --> 00:43:37,915
Well. before?
1274
00:43:37,915 --> 00:43:39,116
This is it, Wayne.
1275
00:43:39,116 --> 00:43:41,685
These guys. Okay.
1276
00:43:41,685 --> 00:43:43,654
And now if they had to follow through.
1277
00:43:43,654 --> 00:43:46,256
I'm a salesman for life.
1278
00:43:46,256 --> 00:43:47,891
Yeah.
1279
00:43:47,891 --> 00:43:50,761
You know, and a good way to do that is,
1280
00:43:50,761 --> 00:43:52,463
we used to give out coasters
1281
00:43:52,463 --> 00:43:54,498
and a floor cleaning kit at the end.
1282
00:43:54,498 --> 00:43:56,433
Coasters for the furniture, because.
1283
00:43:56,433 --> 00:43:57,101
Not that I was.
1284
00:43:57,101 --> 00:43:57,668
I wanted,
1285
00:43:57,668 --> 00:43:59,770
you know, I was just such a nice guy.
1286
00:43:59,770 --> 00:44:00,938
I just want to come back for.
1287
00:44:00,938 --> 00:44:02,539
For a scratch or something,
1288
00:44:02,539 --> 00:44:03,641
you know what I mean?
1289
00:44:03,641 --> 00:44:05,643
You know, just giving the coasters
1290
00:44:05,643 --> 00:44:07,344
just uses that.
1291
00:44:07,344 --> 00:44:08,345
Everybody's happy.
1292
00:44:08,345 --> 00:44:09,213
You don't have to have
1293
00:44:09,213 --> 00:44:10,748
have these conversations down the road.
1294
00:44:10,748 --> 00:44:11,148
So.
1295
00:44:12,449 --> 00:44:14,018
All right, Rob.
1296
00:44:14,018 --> 00:44:15,019
I appreciate everything.
1297
00:44:15,019 --> 00:44:16,053
And, and,
1298
00:44:16,053 --> 00:44:17,821
all your experience
1299
00:44:17,821 --> 00:44:19,757
that you bring to this and your knowledge
1300
00:44:19,757 --> 00:44:20,791
and I always learn something
1301
00:44:20,791 --> 00:44:23,527
talking to you.
1302
00:44:23,527 --> 00:44:25,095
And I did.
1303
00:44:25,095 --> 00:44:26,397
Yeah. You said something a while ago.
1304
00:44:26,397 --> 00:44:27,331
It was pretty interesting.
1305
00:44:27,331 --> 00:44:28,832
I can't remember what it was now.
1306
00:44:28,832 --> 00:44:30,534
1307
00:44:30,534 --> 00:44:32,536
listen to it back.
1308
00:44:32,536 --> 00:44:35,072
So. All right.
1309
00:44:35,072 --> 00:44:36,940
Oh, okay.
1310
00:44:36,940 --> 00:44:38,275
This has been another episode
1311
00:44:38,275 --> 00:44:40,110
of On the Floor with Wayne and Rob.
1312
00:44:40,110 --> 00:44:41,478
Please stay tuned for another episode.