Wayne and Rob talk about the difficulties of owning a Business. 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
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another award
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winning episode of On the Floor with
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Wayne and Rob.
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I’m Wayne Highlander with Bona Adhesives.
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And I’m
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Rob Johnson with THEE Bona Training.
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Oh, someday I hope
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everybody can hear
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the outtakes of this show.
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That was a couple of
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really good openings.
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Yeah.
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Guys, can you hear that?
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Yeah, I know, that's too bad.
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Someday when Chris puts together the
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On the Floor After dark outtakes.
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If he does that, we'll be out of a job,
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I promise you.
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Yeah, but we'll probably be able to,
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you know, take this thing.
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Go.
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Maybe we can monetize that.
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Yeah, yeah. That's it. Yeah.
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Right there. Take your shot, buddy.
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That's it. Here you go.
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Thank you.
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Could do that now.
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All right. Yeah. You can do that.
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Sexy music. Voice it.
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You did the on the floor.
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I have to dance.
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There you go. Wayne and Rob.
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Okay. Rob.
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Anything?
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Let's go.
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Number 381. Just
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a juggernaut
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riding into episode 400 on the way.
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But he's going to love that one.
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400 award winning episodes.
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And number 400 will be
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everybody's favorite.
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Where Wayne and I are not on the show.
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It's just the wives.
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Yes. Okay.
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We did, episode, a while back
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on, you know,
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should I take the tough job
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or should I not to take
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take the tough job?
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Okay, so along that scene,
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I started thinking
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about owning a business,
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you know,
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and how hard it is to own a business.
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And to me,
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you know, running
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a business is like paddling upstream.
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You have a giant paddle
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upstream against current.
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And as soon as you start paddling,
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you start going backwards.
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And you're
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always if you're not paddling,
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you're not moving forward anything.
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You go back so, so fast.
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And that's why it's hard to be a business
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owner, man.
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It's hard to be the guy
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because you have to be the whip
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all the time.
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You have to bring the energy
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all the time.
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You can't fake energy
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when you're the only company.
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You've got to be the one
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driving everything.
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And it's a lot, man.
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It's a lot of hard work, right?
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Absolutely.
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Yeah.
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It's like losing weight.
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Yes.
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Hard work.
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Boy, it goes gone
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easy, though, doesn't it?
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Well, you ain't lying,
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Yeah.
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Is that the craziest thing?
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Yeah.
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When we start where
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you just work your off,
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and then one weekend, it's like, oh,
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what happened then?
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Yeah, it's three now.
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Like I said,
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going downstream, that was that.
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I took three weeks I, I, I banged
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that out in the weekend.
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First clue was he was wearing
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sweat pants all weekend.
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Everything felt good.
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Everything's loose.
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You deserve it.
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You work hard. Yeah, I you ever.
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I, I love Seinfeld,
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and there was one where George walks in
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the coffee
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shop to meet him for coffee,
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and he's wearing sweats,
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and Jerry is like.
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So that's it,
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We're just throwing in the towel
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or wearing sweats now?
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Yeah.
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We don't have a job.
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We don't want a job.
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I've just given up on life.
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And you're wearing sweats.
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You know, your body is an amazing.
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Not yours. But.
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But the body in general is an amazing,
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amazing thing.
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And I started thinking, like,
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you know how
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when you lift weights,
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you have to isolate muscles, right?
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Or else you'll cheat.
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And the reason for that is I
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started thinking about how your body
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is made to overcome all these obstacles.
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If when you're lifting something
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heavy, your your legs are participating.
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If this is going,
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you know, this way your back muscles get,
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you know,
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help your stomach muscles
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when we had them
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would kick in and they would help,
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you know what I mean?
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All of the things that your body.
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That's why it's hard to isolate,
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you know, when when you're in it
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and you're in, you're trying
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not to cheat.
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When you're lifting weights,
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you're trying to isolate a muscle.
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It's hard to do
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because your whole body
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is used to pitching in.
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It's all used
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to helping everything together.
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So and then when you know, when you
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when you have those weekends like that,
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it's easy for you to say you go like,
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I work hard and
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not many people work as hard.
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I deserve this ice cream, man.
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I mean, what the hell?
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Oh, yeah. Oh, what it was.
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I mean, what else is there in life?
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I mean, I get it.
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I can't have an ice cream tonight.
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I can't, I can't enjoy myself.
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I don't even I don't deserve this.
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I can't, I can't have a soft serve.
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Yeah yeah yeah yeah yeah yeah.
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You deserve it.
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You deserve it, man. You work hard.
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The work is was good. We deserve it.
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Yeah. Just enjoy yourself. Yeah.
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That's funny
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you talking about this whole muscle
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isolation thing?
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Yeah.
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I've been going to physical therapy
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because of that nerve thing.
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And still, man, I, I yeah, I love it.
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I don't want to stop don't I,
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I feel great they
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plus I feel like a teenager in there
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because everybody's a million years old.
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And I'm walking around the city
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doing farmer's
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carries with 50 pound dumbbells and oh,
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the old broads are looking at me like,
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look at this stud.
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You know what?
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I mean?
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Like, yeah,
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yeah, I'm
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I'm kind of digging all that, but
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they got me laying on the bench
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the first, you know,
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one of the first days.
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And she goes,
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all right, so,
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we need you to, you know,
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you gotta work on your core, like.
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Okay. Oh, shit.
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Yeah. Core. Core.
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Nobody's ever said that.
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Right.
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And and she's like, so, you know, do your
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do your core exercise.
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You know, you
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and I finally looked at her and I go, I,
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I don't think I have a core.
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Yeah, I might be one of those people
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that, you know, wasn't born.
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I don't have core.
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I go,
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I really don't even know where it is.
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And man, this, this old broad,
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she is just cracking up
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and she's like,
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all right,
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so now I know where
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I gotta start with you.
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So I'm laying there
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and she puts her hand
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under the small on my back.
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Hey, now she's like,
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okay, now I want you to crush my hand
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with your core.
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And now I got a core.
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I know how to do core exercises.
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You just.
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Yeah I know that
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I do core exercises everywhere.
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I'm on the plane.
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Look at me. Yeah, yeah.
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Look at people.
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I'm looking around
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like you don't even know I'm exercising.
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Yeah.
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Work in that Johnson core.
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Yeah. There you go.
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Yeah.
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I'm all about the core.
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You're doing farmer Carrie's.
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I'm impressed
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because I'm looking into those.
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My son in law has been telling me.
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Oh, it's
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one of the best exercises you can do.
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It is
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it works all your muscle,
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your your everything.
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Yeah.
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And, you know,
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one of the big things that I,
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I find as I'm getting older is balance.
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My balance has been terrible.
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Yeah, but all of this stuff that,
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physical therapy and the farmer carrying
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all that, it's all.
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And with better balance.
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I'm playing better golf.
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So it's amazing
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how it all kind of goes together.
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You know,
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people end up in old folks homes,
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and they, and they're there.
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They end up with broken, hip stuff
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like that.
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Because when you get old, you're,
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you use your you lose your leg strength.
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That is the most important thing
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to take care of your legs.
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So
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send me a picture.
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McCarry of bunch of people
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have been saying that that that farm.
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Okay.
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Even the,
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you know, physical therapy
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people and
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and, son in law
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because he was a trainer for a while,
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he they said that's like
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that's an awesome exercise to do. Yeah.
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No doubt.
285
00:08:08,254 --> 00:08:11,257
Now, it's so funny that I'm talking about
286
00:08:11,724 --> 00:08:14,193
core and farmer carry and exercise
287
00:08:14,193 --> 00:08:16,362
is when
288
00:08:16,362 --> 00:08:19,398
my, my great friend and coworker
289
00:08:19,398 --> 00:08:20,733
Mike Dittmer is all
290
00:08:20,733 --> 00:08:22,401
over the internet now.
291
00:08:22,401 --> 00:08:25,972
Yeah, he knows how to stretch and do yoga
292
00:08:25,972 --> 00:08:29,675
and he is, he is one nimble guy.
293
00:08:29,675 --> 00:08:30,877
Watching him
294
00:08:30,877 --> 00:08:33,880
get up and down on the floor is just
295
00:08:34,480 --> 00:08:35,748
unbelievable.
296
00:08:35,748 --> 00:08:38,684
So there's only one really.
297
00:08:38,684 --> 00:08:40,353
He really is doing a great job
298
00:08:40,353 --> 00:08:42,021
online with,
299
00:08:42,021 --> 00:08:44,123
if you haven't seen it, Mike Dittmer,
300
00:08:44,123 --> 00:08:47,126
I think he's been on both websites of,
301
00:08:47,260 --> 00:08:50,263
wood floor business and the end for
302
00:08:50,997 --> 00:08:53,499
all about stretching how important it is.
303
00:08:53,499 --> 00:08:54,634
And I'll tell you, man,
304
00:08:54,634 --> 00:08:56,168
when you watch him
305
00:08:56,168 --> 00:08:57,603
getting down, laying floors,
306
00:08:57,603 --> 00:08:59,272
getting up and everything,
307
00:08:59,272 --> 00:09:00,039
he's incredible.
308
00:09:00,039 --> 00:09:01,741
Definitely want to get into the yoga
309
00:09:01,741 --> 00:09:03,109
and the stretching and everything.
310
00:09:03,109 --> 00:09:05,545
So I'm no Mike Dittmer, but
311
00:09:06,579 --> 00:09:07,580
you're getting there.
312
00:09:07,580 --> 00:09:09,949
My balance is I'll never be that.
313
00:09:09,949 --> 00:09:10,917
But you know,
314
00:09:10,917 --> 00:09:12,785
my balance is getting better. Definitely.
315
00:09:12,785 --> 00:09:13,619
Yeah. Yeah.
316
00:09:13,619 --> 00:09:13,986
You shouldn't
317
00:09:13,986 --> 00:09:14,654
judge yourself
318
00:09:14,654 --> 00:09:16,923
against other human beings,
319
00:09:16,923 --> 00:09:17,456
you know what I mean?
320
00:09:17,456 --> 00:09:18,424
Because it
321
00:09:18,424 --> 00:09:19,759
I find that is defeating,
322
00:09:19,759 --> 00:09:20,059
you know,
323
00:09:20,059 --> 00:09:21,994
I like judging myself against worse
324
00:09:21,994 --> 00:09:22,929
people than me.
325
00:09:22,929 --> 00:09:25,731
People worse than me? Yeah, 100%.
326
00:09:25,731 --> 00:09:26,966
That's like I said, that's why
327
00:09:26,966 --> 00:09:28,634
I love going to physical therapy.
328
00:09:28,634 --> 00:09:30,403
I'm an Adonis.
329
00:09:30,403 --> 00:09:31,771
Yeah. In there?
330
00:09:31,771 --> 00:09:34,774
Yeah. Me? Yeah.
331
00:09:35,141 --> 00:09:37,209
Farmer carrying 50 pounds, bro.
332
00:09:37,209 --> 00:09:39,445
To no, 90 around each hand.
333
00:09:39,445 --> 00:09:40,046
Yeah. No.
334
00:09:40,046 --> 00:09:42,114
And the
335
00:09:42,114 --> 00:09:42,982
the lady said to me
336
00:09:42,982 --> 00:09:44,383
the first time she gave me, like,
337
00:09:44,383 --> 00:09:45,985
you know, 20 pounds or whatever.
338
00:09:45,985 --> 00:09:47,253
And she goes that, that too much.
339
00:09:47,253 --> 00:09:48,754
I go, look,
340
00:09:48,754 --> 00:09:50,389
all my life I've been carrying
341
00:09:50,389 --> 00:09:53,125
5 pounds hell to finish all my uphill.
342
00:09:53,125 --> 00:09:54,427
Uphill back.
343
00:09:54,427 --> 00:09:55,161
Yeah.
344
00:09:55,161 --> 00:09:57,530
He upstairs like this.
345
00:09:57,530 --> 00:09:58,698
This is my thing,
346
00:09:58,698 --> 00:10:00,633
you know, even though definitely.
347
00:10:00,633 --> 00:10:01,400
You know.
348
00:10:01,400 --> 00:10:01,968
Yeah, yeah.
349
00:10:01,968 --> 00:10:03,502
20 pounds please.
350
00:10:03,502 --> 00:10:05,972
This is, this is a gallon of milk.
351
00:10:05,972 --> 00:10:07,940
Okay. Give me.
352
00:10:07,940 --> 00:10:09,742
I'll show you, Like what?
353
00:10:09,742 --> 00:10:11,544
You see what the kid can do
354
00:10:11,544 --> 00:10:13,512
now, I've never seen anybody
355
00:10:13,512 --> 00:10:15,615
so impressive in their.
356
00:10:15,615 --> 00:10:16,983
You know what I feel bad for?
357
00:10:16,983 --> 00:10:18,618
Like, I did physical therapy today
358
00:10:18,618 --> 00:10:19,552
to Vinny
359
00:10:19,552 --> 00:10:19,952
and the kid,
360
00:10:19,952 --> 00:10:20,653
and there's, like,
361
00:10:20,653 --> 00:10:23,656
20, 28 years old, whatever.
362
00:10:23,889 --> 00:10:25,591
And I actually felt sorry for him
363
00:10:25,591 --> 00:10:27,460
because I could tell he's bored with me,
364
00:10:27,460 --> 00:10:28,728
like, he's going through the motions.
365
00:10:28,728 --> 00:10:29,962
You know what I mean? Right?
366
00:10:29,962 --> 00:10:31,030
I think the
367
00:10:31,030 --> 00:10:32,598
he probably thought to himself,
368
00:10:33,699 --> 00:10:34,100
when he was in
369
00:10:34,100 --> 00:10:35,868
college, he probably fantasized
370
00:10:35,868 --> 00:10:38,237
that he'd be, like, training, you know.
371
00:10:38,237 --> 00:10:38,671
Yeah.
372
00:10:38,671 --> 00:10:40,539
He's going to be working on Tom Brady.
373
00:10:40,539 --> 00:10:41,674
Yes, exactly.
374
00:10:41,674 --> 00:10:42,808
That's what he thought in his head.
375
00:10:42,808 --> 00:10:44,243
But instead he gets Highlander
376
00:10:44,243 --> 00:10:44,977
spelled wrong.
377
00:10:44,977 --> 00:10:47,480
Instead, he's in an old folks home
378
00:10:47,480 --> 00:10:50,449
and working on 60 year old people.
379
00:10:51,617 --> 00:10:53,686
All right, let's get to the show.
380
00:10:53,686 --> 00:10:53,986
All right.
381
00:10:53,986 --> 00:10:57,223
We did a show a couple weeks ago about,
382
00:10:57,223 --> 00:10:58,357
Should you take the job or not?
383
00:10:58,357 --> 00:11:01,260
Take the job and,
384
00:11:01,260 --> 00:11:02,194
you know,
385
00:11:02,194 --> 00:11:04,296
I think this next
386
00:11:04,296 --> 00:11:05,398
episode we're going to do today,
387
00:11:05,398 --> 00:11:05,965
it kind of is.
388
00:11:05,965 --> 00:11:08,968
It is a kind of a take on that to,
389
00:11:09,502 --> 00:11:12,071
you know, owning a small business
390
00:11:12,071 --> 00:11:14,073
and, and how to focus on things
391
00:11:14,073 --> 00:11:15,741
that make you profitable.
392
00:11:15,741 --> 00:11:17,376
And, we'll kind of go through a list
393
00:11:17,376 --> 00:11:19,278
we got here that Rob and I created.
394
00:11:19,278 --> 00:11:19,945
Thank you, Rob,
395
00:11:19,945 --> 00:11:22,048
for sending your notes in on time.
396
00:11:22,048 --> 00:11:23,115
This time.
397
00:11:23,115 --> 00:11:26,652
And one
398
00:11:26,719 --> 00:11:29,722
one thing that I thought about is,
399
00:11:29,822 --> 00:11:31,991
stop taking every job.
400
00:11:31,991 --> 00:11:33,859
And we talked about how you you,
401
00:11:33,859 --> 00:11:36,228
had a challenge with this in the past,
402
00:11:36,228 --> 00:11:37,630
but here's here's
403
00:11:37,630 --> 00:11:38,964
jobs that I would decline.
404
00:11:40,700 --> 00:11:41,467
Poorly defined
405
00:11:41,467 --> 00:11:45,371
scopes, owners with financing concerns,
406
00:11:45,371 --> 00:11:48,374
excessive, unreasonable schedules,
407
00:11:48,407 --> 00:11:49,909
high change orders,
408
00:11:49,909 --> 00:11:50,710
excessive warranty
409
00:11:50,710 --> 00:11:52,144
requirements, multiple decision
410
00:11:52,144 --> 00:11:53,879
makers fighting each other.
411
00:11:53,879 --> 00:11:56,849
And then I'll tell you,
412
00:11:56,849 --> 00:11:59,752
we've all had a man and wife
413
00:11:59,752 --> 00:12:01,654
not on the same page.
414
00:12:01,654 --> 00:12:03,255
When you're doing a job
415
00:12:03,255 --> 00:12:04,156
like you think you're talking
416
00:12:04,156 --> 00:12:05,257
to the decision makers,
417
00:12:05,257 --> 00:12:06,659
or you talk to one spouse
418
00:12:06,659 --> 00:12:09,528
and not the other and find out.
419
00:12:09,528 --> 00:12:10,930
Well, that's not what we wanted to do.
420
00:12:10,930 --> 00:12:12,331
No, no.
421
00:12:12,331 --> 00:12:13,032
And it's very easy
422
00:12:13,032 --> 00:12:14,533
to see how that would happen, because my
423
00:12:14,533 --> 00:12:16,368
I can see my wife telling somebody,
424
00:12:16,368 --> 00:12:17,036
oh, no. Yeah.
425
00:12:17,036 --> 00:12:17,503
It's cool.
426
00:12:17,503 --> 00:12:18,471
Just, just really like this
427
00:12:18,471 --> 00:12:20,439
and everything thinking that, you know.
428
00:12:20,439 --> 00:12:22,007
But then I would come home and think,
429
00:12:22,007 --> 00:12:22,842
yeah, no, man,
430
00:12:22,842 --> 00:12:24,443
we didn't want to do it like you'd want.
431
00:12:24,443 --> 00:12:27,880
So, not having both the decision makers
432
00:12:27,880 --> 00:12:29,081
in the room
433
00:12:29,081 --> 00:12:30,015
and even, like I said,
434
00:12:30,015 --> 00:12:31,217
if it's a man or wife
435
00:12:31,217 --> 00:12:33,219
and I would put 70% of it
436
00:12:33,219 --> 00:12:36,222
on, on the, the, the lady,
437
00:12:36,522 --> 00:12:37,356
being
438
00:12:37,356 --> 00:12:37,957
the one that makes
439
00:12:37,957 --> 00:12:39,992
the most important decision on this,
440
00:12:39,992 --> 00:12:41,293
it's been my experience
441
00:12:41,293 --> 00:12:42,795
because the guys or
442
00:12:42,795 --> 00:12:43,796
some guys go away
443
00:12:43,796 --> 00:12:44,497
and want to do whatever.
444
00:12:44,497 --> 00:12:46,065
But sometimes,
445
00:12:46,065 --> 00:12:49,668
you know, because, a lot of it is,
446
00:12:49,668 --> 00:12:50,569
like my wife is,
447
00:12:50,569 --> 00:12:51,904
is looking at design magazines
448
00:12:51,904 --> 00:12:53,072
all the time.
449
00:12:53,072 --> 00:12:57,476
You know, watching all the TV shows.
450
00:12:57,476 --> 00:12:58,944
And she has ideas and Pinterest
451
00:12:58,944 --> 00:12:59,678
and all that kind of stuff.
452
00:12:59,678 --> 00:13:02,448
So, so not taking every job.
453
00:13:02,448 --> 00:13:04,283
I mean, I can't stress enough,
454
00:13:04,283 --> 00:13:05,618
and I've said before,
455
00:13:06,619 --> 00:13:08,154
when I,
456
00:13:08,154 --> 00:13:08,988
my business started
457
00:13:08,988 --> 00:13:10,656
to start running smoothly
458
00:13:10,656 --> 00:13:11,257
and started
459
00:13:11,257 --> 00:13:12,625
making progress
460
00:13:12,625 --> 00:13:15,427
is when I got away from the low end jobs,
461
00:13:15,427 --> 00:13:16,061
when I,
462
00:13:16,061 --> 00:13:16,829
when I really started
463
00:13:16,829 --> 00:13:17,630
charging more money
464
00:13:17,630 --> 00:13:20,399
and got away from that crowd like,
465
00:13:20,399 --> 00:13:22,001
you know, I've working in Oakland,
466
00:13:22,001 --> 00:13:22,802
anybody knows the Oakland
467
00:13:22,802 --> 00:13:24,970
Hills and Piedmont, which is that
468
00:13:24,970 --> 00:13:26,672
it's where the money is and everything.
469
00:13:26,672 --> 00:13:29,375
Not down, down in the in the streets.
470
00:13:29,375 --> 00:13:33,045
Once I got up there
471
00:13:33,045 --> 00:13:35,614
and once I got into that crowd of people,
472
00:13:35,614 --> 00:13:36,849
I could charge more money.
473
00:13:36,849 --> 00:13:38,584
My life was easier.
474
00:13:38,584 --> 00:13:39,351
People had more
475
00:13:39,351 --> 00:13:40,486
money, were more organized,
476
00:13:40,486 --> 00:13:41,487
and everything.
477
00:13:41,487 --> 00:13:43,489
And, getting away from those jobs
478
00:13:43,489 --> 00:13:43,823
that I thought
479
00:13:43,823 --> 00:13:45,291
I had to just keep taking these jobs
480
00:13:45,291 --> 00:13:46,158
just to, you know,
481
00:13:46,158 --> 00:13:48,027
keep the schedule full.
482
00:13:48,027 --> 00:13:51,096
So, you know, one of the bullets on
483
00:13:51,096 --> 00:13:54,600
that was excessive warranty requirements.
484
00:13:56,202 --> 00:13:58,971
And.
485
00:13:58,971 --> 00:14:00,439
If I didn't
486
00:14:00,439 --> 00:14:01,674
see it firsthand,
487
00:14:01,674 --> 00:14:02,975
I wouldn't even know what the hell
488
00:14:02,975 --> 00:14:04,176
that was talking about.
489
00:14:04,176 --> 00:14:06,679
But couple of years ago,
490
00:14:06,679 --> 00:14:07,580
bam calls me up
491
00:14:07,580 --> 00:14:08,781
and he's like, hey, you home?
492
00:14:08,781 --> 00:14:09,248
I go, yeah.
493
00:14:09,248 --> 00:14:12,017
He goes, you gotta see this.
494
00:14:12,017 --> 00:14:13,152
He goes, I'll be right over.
495
00:14:13,152 --> 00:14:15,054
I said, okay, okay.
496
00:14:15,054 --> 00:14:18,057
He goes, I did an estimate for a guy
497
00:14:18,891 --> 00:14:20,826
and, you know, told him all the products
498
00:14:20,826 --> 00:14:21,994
and everything I was going to use
499
00:14:21,994 --> 00:14:23,062
and blah, blah, blah, blah, blah,
500
00:14:23,062 --> 00:14:24,430
everything was good.
501
00:14:24,430 --> 00:14:24,930
He goes.
502
00:14:24,930 --> 00:14:26,198
And I was pretty sure
503
00:14:26,198 --> 00:14:28,500
I was going to get the job.
504
00:14:28,500 --> 00:14:31,070
He goes, it was good money.
505
00:14:31,070 --> 00:14:33,339
He goes, but he sent me this.
506
00:14:33,339 --> 00:14:36,208
He goes, I got this in the mail today.
507
00:14:36,208 --> 00:14:39,245
He wants me to sign his contract.
508
00:14:40,913 --> 00:14:42,581
I go, really,
509
00:14:42,581 --> 00:14:43,182
I go, he goes,
510
00:14:43,182 --> 00:14:44,016
you ever heard of that before?
511
00:14:44,016 --> 00:14:45,885
I go, no, that's a new one on me.
512
00:14:45,885 --> 00:14:48,888
I never heard a homeowner coming up with
513
00:14:49,288 --> 00:14:50,656
with his own contract.
514
00:14:50,656 --> 00:14:51,690
And he's like, yeah, you.
515
00:14:51,690 --> 00:14:53,926
Where do you read this thing?
516
00:14:53,926 --> 00:14:56,061
So I did, I started reading through it.
517
00:14:56,061 --> 00:14:56,929
Okay.
518
00:14:56,929 --> 00:14:59,164
All this guy did
519
00:14:59,164 --> 00:15:01,934
was go on the bone a website and write
520
00:15:01,934 --> 00:15:03,969
all the instructions down
521
00:15:03,969 --> 00:15:06,605
from the TV's sheets,
522
00:15:06,605 --> 00:15:08,574
coverage rates,
523
00:15:08,574 --> 00:15:11,810
dry times and code everything, right?
524
00:15:12,111 --> 00:15:12,845
This guy
525
00:15:12,845 --> 00:15:14,580
thought he was the
526
00:15:14,580 --> 00:15:16,582
master of the universe.
527
00:15:16,582 --> 00:15:17,616
Know?
528
00:15:17,616 --> 00:15:19,818
And I looked at bam and I go,
529
00:15:19,818 --> 00:15:21,487
have you read this?
530
00:15:21,487 --> 00:15:21,987
And he goes, yeah,
531
00:15:21,987 --> 00:15:22,988
I was looking through it.
532
00:15:22,988 --> 00:15:24,556
He goes, it's, you know, it's crazy.
533
00:15:24,556 --> 00:15:25,891
I go, no,
534
00:15:25,891 --> 00:15:27,059
I go, let's,
535
00:15:27,059 --> 00:15:28,794
let's really look at what he's done here.
536
00:15:29,895 --> 00:15:31,030
He just took all
537
00:15:31,030 --> 00:15:31,330
of the
538
00:15:31,330 --> 00:15:34,333
information off of the bone, a website
539
00:15:34,934 --> 00:15:37,069
and put it on the contract.
540
00:15:37,069 --> 00:15:38,304
I go, and the funny part
541
00:15:38,304 --> 00:15:40,039
is, out of everybody in the world,
542
00:15:40,039 --> 00:15:41,106
I know
543
00:15:41,106 --> 00:15:44,109
you're the last guy who cuts a corner.
544
00:15:44,777 --> 00:15:45,444
Ever.
545
00:15:45,444 --> 00:15:47,246
Coverage rates dry time.
546
00:15:47,246 --> 00:15:49,982
You name it, I go, you follow
547
00:15:49,982 --> 00:15:52,985
all of this stuff to a tee,
548
00:15:53,118 --> 00:15:55,921
I go check the price up on him,
549
00:15:55,921 --> 00:15:57,489
say no problem.
550
00:15:57,489 --> 00:15:59,091
I go because this is going to be
551
00:15:59,091 --> 00:16:00,559
a nice little warranty, right?
552
00:16:00,559 --> 00:16:01,560
Tell him that,
553
00:16:01,560 --> 00:16:03,228
hey, this will work as a warranty.
554
00:16:03,228 --> 00:16:05,030
Not only. Yeah, right.
555
00:16:05,030 --> 00:16:08,167
And I go to add another 2 or 3 bucks on
556
00:16:08,834 --> 00:16:10,002
I go because
557
00:16:10,002 --> 00:16:12,471
nobody else is going to sign this.
558
00:16:12,471 --> 00:16:13,439
They're all going to think
559
00:16:13,439 --> 00:16:15,174
this guy's insane.
560
00:16:15,174 --> 00:16:15,674
Yeah, I go,
561
00:16:15,674 --> 00:16:17,376
but if you really read through it,
562
00:16:17,376 --> 00:16:19,178
I go as soon as I start to read it,
563
00:16:19,178 --> 00:16:21,380
I go, I've seen that before.
564
00:16:21,380 --> 00:16:24,049
He, you know, took everything off.
565
00:16:25,184 --> 00:16:27,086
So boom goes back to the guy,
566
00:16:27,086 --> 00:16:30,089
bumped it up another three, signed it,
567
00:16:31,290 --> 00:16:34,560
made a crapload of money on that.
568
00:16:34,693 --> 00:16:37,396
Who actually outsmarted this guy?
569
00:16:37,396 --> 00:16:40,399
I go because I have everybody I know
570
00:16:40,632 --> 00:16:41,633
as far as, you know,
571
00:16:41,633 --> 00:16:43,669
maybe cut a corner here or there or,
572
00:16:43,669 --> 00:16:45,371
you know, a coverage rate or something.
573
00:16:45,371 --> 00:16:46,538
You're the last guy and we're like,
574
00:16:46,538 --> 00:16:48,507
oh, this is this is made for you,
575
00:16:48,507 --> 00:16:49,174
I got you.
576
00:16:49,174 --> 00:16:51,176
You're going to do great on this.
577
00:16:51,176 --> 00:16:51,410
Yeah.
578
00:16:51,410 --> 00:16:52,244
Make sure you remember
579
00:16:52,244 --> 00:16:52,978
what I'm telling you.
580
00:16:52,978 --> 00:16:53,412
You know,
581
00:16:53,412 --> 00:16:54,747
maybe, a little milk
582
00:16:54,747 --> 00:16:56,815
should stick to my whiskers. Here.
583
00:16:56,815 --> 00:16:58,384
Is there you go.
584
00:16:58,384 --> 00:17:01,387
I know a guy that sells,
585
00:17:03,255 --> 00:17:05,391
like, inexpensive wood flooring.
586
00:17:05,391 --> 00:17:07,793
On on his internet, whatever.
587
00:17:07,793 --> 00:17:11,263
And he sells it, like, you know, and it's
588
00:17:11,864 --> 00:17:13,399
just like I only call remnants
589
00:17:13,399 --> 00:17:14,199
or stuff like that.
590
00:17:14,199 --> 00:17:14,600
It's like,
591
00:17:14,600 --> 00:17:15,801
you know, like,
592
00:17:15,801 --> 00:17:18,137
seconds or whatever, but it.
593
00:17:18,137 --> 00:17:19,071
And he has a price.
594
00:17:19,071 --> 00:17:20,939
I say it's $4 a square foot,
595
00:17:20,939 --> 00:17:22,207
but it says no warranty,
596
00:17:22,207 --> 00:17:23,409
no warranty, no warranty.
597
00:17:23,409 --> 00:17:24,510
He just buying it what it is
598
00:17:24,510 --> 00:17:25,677
and it is what it is.
599
00:17:25,677 --> 00:17:26,278
And you kind of know
600
00:17:26,278 --> 00:17:27,012
what you're getting into
601
00:17:27,012 --> 00:17:28,414
if you're there, right?
602
00:17:28,414 --> 00:17:29,181
Right. Yeah.
603
00:17:29,181 --> 00:17:30,649
The a lady called up, she goes,
604
00:17:30,649 --> 00:17:32,084
no, no, no, I want this,
605
00:17:32,084 --> 00:17:33,919
but I want the warranty.
606
00:17:33,919 --> 00:17:35,187
He goes, well doesn't you know,
607
00:17:35,187 --> 00:17:35,988
they said it doesn't come
608
00:17:35,988 --> 00:17:37,890
with a warranty. Just bill you up.
609
00:17:37,890 --> 00:17:39,858
Well no, we gotta have a warranty.
610
00:17:39,858 --> 00:17:41,093
So he gave her warranty
611
00:17:41,093 --> 00:17:42,728
for $1.85 a square foot more,
612
00:17:43,695 --> 00:17:45,230
and
613
00:17:45,230 --> 00:17:45,697
he goes.
614
00:17:45,697 --> 00:17:47,399
But the warranty covers everything.
615
00:17:47,399 --> 00:17:48,400
Like,
616
00:17:48,400 --> 00:17:49,635
if there's too much moisture
617
00:17:49,635 --> 00:17:51,637
in the subfloor, we don't cover it.
618
00:17:51,637 --> 00:17:53,005
If this is so, it's
619
00:17:53,005 --> 00:17:54,039
usually the same thing.
620
00:17:54,039 --> 00:17:55,441
But but yes,
621
00:17:55,441 --> 00:17:57,142
because she wanted the warranty.
622
00:17:57,142 --> 00:17:58,944
But to your point, that's a smart thing.
623
00:17:58,944 --> 00:18:00,079
If a guy is going to be doing
624
00:18:00,079 --> 00:18:01,513
all these different things.
625
00:18:01,513 --> 00:18:03,315
Yeah, change the price element
626
00:18:03,315 --> 00:18:04,116
or partially. Yeah.
627
00:18:04,116 --> 00:18:06,251
Because I've said the bomb, I go,
628
00:18:06,251 --> 00:18:09,021
nobody's going to sign this.
629
00:18:09,021 --> 00:18:10,255
Nobody's going to nobody's
630
00:18:10,255 --> 00:18:10,789
going to,
631
00:18:10,789 --> 00:18:12,624
somebody's going to see this and go,
632
00:18:12,624 --> 00:18:13,992
I don't want this guy.
633
00:18:13,992 --> 00:18:15,360
Yeah okay.
634
00:18:15,360 --> 00:18:16,728
Well and like I
635
00:18:16,728 --> 00:18:17,296
and I know
636
00:18:17,296 --> 00:18:20,299
we said stop taking every job, but
637
00:18:21,500 --> 00:18:23,335
if I can, I said, you know,
638
00:18:23,335 --> 00:18:24,937
I know you got a bad feeling about this.
639
00:18:24,937 --> 00:18:26,839
I said, but he's thinking that
640
00:18:26,839 --> 00:18:28,240
he's trying to get something over on you.
641
00:18:28,240 --> 00:18:28,640
And I go,
642
00:18:28,640 --> 00:18:29,708
you're the last guy in the world.
643
00:18:29,708 --> 00:18:29,975
I go,
644
00:18:29,975 --> 00:18:30,809
you can really make
645
00:18:30,809 --> 00:18:32,211
some good money on this.
646
00:18:32,211 --> 00:18:33,278
Yeah, bump it up,
647
00:18:33,278 --> 00:18:35,180
bump it up another 2 or 3 bucks.
648
00:18:35,180 --> 00:18:37,749
And you know, that's music to his ears.
649
00:18:37,749 --> 00:18:39,651
He doesn't have any problems.
650
00:18:39,651 --> 00:18:40,786
Charge of money.
651
00:18:40,786 --> 00:18:43,388
Yeah I love these younger guys that
652
00:18:43,388 --> 00:18:44,590
that don't
653
00:18:44,590 --> 00:18:45,958
don't have any qualms
654
00:18:45,958 --> 00:18:48,727
charging more money than it is.
655
00:18:48,727 --> 00:18:50,362
Yeah. And I know a lot of them.
656
00:18:50,362 --> 00:18:52,397
I mean, the more I do this,
657
00:18:52,397 --> 00:18:53,098
the more training
658
00:18:53,098 --> 00:18:53,398
I do,
659
00:18:53,398 --> 00:18:54,533
the more I'm like, oh,
660
00:18:54,533 --> 00:18:56,902
my God, that I missed the boat.
661
00:18:56,902 --> 00:18:58,070
Yeah. Oh my gosh,
662
00:18:59,338 --> 00:19:01,673
why wasn't I thinking like this?
663
00:19:01,673 --> 00:19:02,708
I'm kind of blown away
664
00:19:02,708 --> 00:19:05,310
what some guys are able to charge
665
00:19:05,310 --> 00:19:07,112
and and get it. So.
666
00:19:07,112 --> 00:19:07,880
All right number two
667
00:19:07,880 --> 00:19:09,515
we won't talk about number two very much
668
00:19:09,515 --> 00:19:12,518
because we talked about it so much.
669
00:19:12,951 --> 00:19:15,821
Improving your contracts.
670
00:19:15,821 --> 00:19:16,722
One of the big.
671
00:19:16,722 --> 00:19:17,456
But how many
672
00:19:17,456 --> 00:19:19,358
how many contracts you send out a month.
673
00:19:19,358 --> 00:19:20,626
Now that way,
674
00:19:20,626 --> 00:19:23,695
a bunch Duane Highlanders contract.
675
00:19:23,695 --> 00:19:26,498
I've sent out hundreds of them.
676
00:19:26,498 --> 00:19:27,799
That's, Yeah.
677
00:19:27,799 --> 00:19:28,467
So just
678
00:19:28,467 --> 00:19:29,201
make sure your
679
00:19:29,201 --> 00:19:32,204
your contract is dialed in.
680
00:19:32,804 --> 00:19:34,573
Number three,
681
00:19:34,573 --> 00:19:36,708
I I'm a big believer in this, man.
682
00:19:36,708 --> 00:19:37,376
I learned
683
00:19:37,376 --> 00:19:39,711
a, from a really smart floor guy
684
00:19:39,711 --> 00:19:40,279
about this.
685
00:19:40,279 --> 00:19:43,248
Specializing instead of generalizing,
686
00:19:43,248 --> 00:19:44,116
instead of being like,
687
00:19:44,116 --> 00:19:46,084
hey, we do everything.
688
00:19:46,084 --> 00:19:48,020
We're the best at one thing
689
00:19:48,020 --> 00:19:49,421
that makes a big difference.
690
00:19:49,421 --> 00:19:50,189
You know, like they say,
691
00:19:50,189 --> 00:19:51,123
when you're in marketing,
692
00:19:51,123 --> 00:19:52,391
you can't market to everybody.
693
00:19:52,391 --> 00:19:53,058
Doesn't mean
694
00:19:53,058 --> 00:19:54,860
that you're not special to anybody.
695
00:19:54,860 --> 00:19:56,795
But, you know, you gotta, you know,
696
00:19:56,795 --> 00:19:58,630
hone in on that one group,
697
00:19:58,630 --> 00:20:00,933
specialize instead of generalize.
698
00:20:00,933 --> 00:20:01,266
Yes.
699
00:20:01,266 --> 00:20:02,000
You know, like,
700
00:20:02,000 --> 00:20:03,468
you know, luxury
701
00:20:03,468 --> 00:20:04,803
residential remodels
702
00:20:04,803 --> 00:20:05,971
or concrete or whatever,
703
00:20:05,971 --> 00:20:07,639
you know, specializing.
704
00:20:07,639 --> 00:20:09,875
When you do that, it commands higher work
705
00:20:09,875 --> 00:20:11,109
because you hit right where they live.
706
00:20:11,109 --> 00:20:12,778
And I tell you right now
707
00:20:12,778 --> 00:20:14,179
where I would specialize
708
00:20:14,179 --> 00:20:15,647
with, with women, women
709
00:20:15,647 --> 00:20:17,149
with, with young kids in the house,
710
00:20:18,217 --> 00:20:19,084
I think.
711
00:20:19,084 --> 00:20:22,087
And, and, you know, we had a school,
712
00:20:23,288 --> 00:20:25,057
in Nashville.
713
00:20:25,057 --> 00:20:28,293
And there's a lady that owns a business.
714
00:20:28,827 --> 00:20:29,828
I think she called
715
00:20:29,828 --> 00:20:30,963
the owner of the business,
716
00:20:30,963 --> 00:20:32,531
and she talks about
717
00:20:32,531 --> 00:20:33,498
how, you know,
718
00:20:33,498 --> 00:20:35,734
being a bingo, lady herself,
719
00:20:35,734 --> 00:20:37,102
knowing those concerns
720
00:20:37,102 --> 00:20:38,303
about the scheduling and, like,
721
00:20:38,303 --> 00:20:39,671
even little things, like,
722
00:20:39,671 --> 00:20:41,873
what should I do? Laundry first?
723
00:20:41,873 --> 00:20:43,141
Because what will
724
00:20:43,141 --> 00:20:43,609
the kids be able
725
00:20:43,609 --> 00:20:44,810
to get back in
726
00:20:44,810 --> 00:20:45,811
and walk through
727
00:20:45,811 --> 00:20:47,779
all those little steps like that?
728
00:20:47,779 --> 00:20:49,715
Like, made a huge difference?
729
00:20:49,715 --> 00:20:50,649
I mean, you know,
730
00:20:50,649 --> 00:20:51,550
put her mind at ease
731
00:20:51,550 --> 00:20:51,950
and say
732
00:20:51,950 --> 00:20:54,419
she was so afraid to get the floors done,
733
00:20:54,419 --> 00:20:55,954
then was sending her pictures.
734
00:20:55,954 --> 00:20:57,823
Hey, here's where we are now.
735
00:20:57,823 --> 00:20:58,557
Here's where we're going to be
736
00:20:58,557 --> 00:21:00,425
by tomorrow. Here's what it looks like.
737
00:21:00,425 --> 00:21:01,326
This has to go on.
738
00:21:01,326 --> 00:21:02,861
Next you might want to talk
739
00:21:02,861 --> 00:21:04,096
to your gardener, blah blah blah,
740
00:21:04,096 --> 00:21:05,330
because we need you know what I mean?
741
00:21:05,330 --> 00:21:07,199
Just all those little details
742
00:21:07,199 --> 00:21:09,901
set her apart from everybody.
743
00:21:09,901 --> 00:21:12,204
So what's that price worth?
744
00:21:12,204 --> 00:21:13,505
Yeah, yeah.
745
00:21:13,505 --> 00:21:16,508
I mean, look at some of the real studs
746
00:21:17,075 --> 00:21:19,011
in the wood floor game spray.
747
00:21:19,011 --> 00:21:19,311
Glenn.
748
00:21:20,946 --> 00:21:21,747
Right.
749
00:21:21,747 --> 00:21:24,750
Specializes in restoration
750
00:21:24,850 --> 00:21:26,718
and some of the restoration stuff
751
00:21:26,718 --> 00:21:28,820
that he's doing in the government offices
752
00:21:28,820 --> 00:21:32,190
and the, you know, the old floors that
753
00:21:32,758 --> 00:21:34,960
that he can repair and all that stuff.
754
00:21:34,960 --> 00:21:36,662
I mean it's amazing
755
00:21:36,662 --> 00:21:38,930
what Sprague's doing in restoration.
756
00:21:38,930 --> 00:21:40,532
That's his specialty.
757
00:21:40,532 --> 00:21:40,732
Yeah.
758
00:21:40,732 --> 00:21:43,969
Lenny Hall his specialty, the impossible
759
00:21:43,969 --> 00:21:46,972
jobs, the impossible subfloor preps,
760
00:21:47,172 --> 00:21:48,440
making a living on it.
761
00:21:48,440 --> 00:21:49,141
You know, things
762
00:21:49,141 --> 00:21:51,543
that other people won't touch,
763
00:21:51,543 --> 00:21:53,645
making a living off of that
764
00:21:53,645 --> 00:21:55,113
being specializing.
765
00:21:55,113 --> 00:21:56,148
So, yeah,
766
00:21:56,148 --> 00:21:56,948
I think if I
767
00:21:56,948 --> 00:21:59,951
ever had to go back, I would definitely
768
00:22:01,219 --> 00:22:03,355
try to specialize in something like that.
769
00:22:03,355 --> 00:22:06,458
We we, I talked about young, young,
770
00:22:06,458 --> 00:22:07,592
women
771
00:22:07,592 --> 00:22:08,794
with with the kids in the house
772
00:22:08,794 --> 00:22:09,795
because, I mean,
773
00:22:09,795 --> 00:22:10,796
I mean, we tee it up
774
00:22:10,796 --> 00:22:12,230
with the Green Gargoyle products
775
00:22:12,230 --> 00:22:13,332
and the concern about kids
776
00:22:13,332 --> 00:22:14,866
crawling around on the floor,
777
00:22:14,866 --> 00:22:16,401
under every floor that's glued down,
778
00:22:16,401 --> 00:22:18,003
there's a sea of chemicals,
779
00:22:18,003 --> 00:22:18,704
and,
780
00:22:18,704 --> 00:22:19,538
we breathe everything
781
00:22:19,538 --> 00:22:21,106
that they emit, right?
782
00:22:21,106 --> 00:22:22,407
So, you know, you can
783
00:22:22,407 --> 00:22:23,842
you have those conversations
784
00:22:23,842 --> 00:22:24,376
and, you know,
785
00:22:24,376 --> 00:22:25,844
you'd be putting people's minds
786
00:22:25,844 --> 00:22:27,846
at ease and solving problems and,
787
00:22:27,846 --> 00:22:29,748
and, you know, I
788
00:22:29,748 --> 00:22:31,083
think it just goes miles.
789
00:22:32,050 --> 00:22:34,052
Absolutely.
790
00:22:34,052 --> 00:22:36,688
All right.
791
00:22:36,688 --> 00:22:39,691
What do you got there?
792
00:22:39,991 --> 00:22:41,927
Number five,
793
00:22:41,927 --> 00:22:44,930
never start work without these.
794
00:22:46,965 --> 00:22:48,867
Sign contract
795
00:22:48,867 --> 00:22:51,603
proof plants,
796
00:22:51,603 --> 00:22:53,872
approve budgets,
797
00:22:53,872 --> 00:22:56,575
insurance certificates, deposit
798
00:22:56,575 --> 00:22:58,510
on first draw
799
00:22:58,510 --> 00:23:00,011
and the defined schedule
800
00:23:00,011 --> 00:23:01,113
or the divine schedule.
801
00:23:01,113 --> 00:23:02,781
That's a really big one, too.
802
00:23:02,781 --> 00:23:05,751
I know this sounds obvious, but
803
00:23:06,618 --> 00:23:08,553
some guys might skip 1 or 2 of these
804
00:23:08,553 --> 00:23:11,189
and it will turn around and bite them.
805
00:23:11,189 --> 00:23:14,192
I know it's bit us before the deposit.
806
00:23:14,192 --> 00:23:16,728
Our first draw is a big one.
807
00:23:16,728 --> 00:23:17,829
I mean,
808
00:23:17,829 --> 00:23:19,431
to get that job on the books
809
00:23:19,431 --> 00:23:21,500
to get the deposit.
810
00:23:21,500 --> 00:23:24,436
I mean, that job is not a job
811
00:23:24,436 --> 00:23:26,471
until you got the money in your hand,
812
00:23:26,471 --> 00:23:27,406
you got a commitment.
813
00:23:27,406 --> 00:23:30,409
But, you know, give us the deposit
814
00:23:30,409 --> 00:23:31,643
and and now it's on the, on the,
815
00:23:31,643 --> 00:23:33,111
on the schedule.
816
00:23:33,111 --> 00:23:33,879
Other than that, you're
817
00:23:33,879 --> 00:23:35,080
having a good conversation
818
00:23:35,080 --> 00:23:36,481
because they can block at any time.
819
00:23:36,481 --> 00:23:36,715
Right.
820
00:23:37,949 --> 00:23:38,950
You know what I mean is
821
00:23:38,950 --> 00:23:40,485
there is no skin in the game for them.
822
00:23:40,485 --> 00:23:42,621
And I will be the first
823
00:23:42,621 --> 00:23:44,222
to say it's bit me.
824
00:23:44,222 --> 00:23:45,557
I've I've made the mistake
825
00:23:45,557 --> 00:23:47,192
of not getting a deposit
826
00:23:47,192 --> 00:23:47,959
thinking that, well,
827
00:23:47,959 --> 00:23:49,161
we're on the same page,
828
00:23:49,161 --> 00:23:50,896
we're going to start a certain time
829
00:23:50,896 --> 00:23:52,230
and then they go, you know,
830
00:23:52,230 --> 00:23:54,433
for whatever reason, the job changes.
831
00:23:54,433 --> 00:23:57,002
And now, I don't have a deposit on it.
832
00:23:57,002 --> 00:23:59,704
And, so there you go.
833
00:23:59,704 --> 00:24:02,707
And a signed contract, by the way, to.
834
00:24:03,408 --> 00:24:04,843
Oh, take this one.
835
00:24:04,843 --> 00:24:05,911
I want to take this one
836
00:24:05,911 --> 00:24:07,579
because everybody says that I'm greedy.
837
00:24:07,579 --> 00:24:09,147
I sound greedy on the show.
838
00:24:09,147 --> 00:24:10,382
Yeah. There you go.
839
00:24:10,382 --> 00:24:12,417
And there it is right there.
840
00:24:12,417 --> 00:24:15,420
Number six, raise your price.
841
00:24:16,488 --> 00:24:18,356
Raise your prices.
842
00:24:18,356 --> 00:24:19,858
And what was the quote that you had
843
00:24:20,959 --> 00:24:21,393
never met?
844
00:24:21,393 --> 00:24:24,396
A contractor that makes too much money.
845
00:24:24,629 --> 00:24:27,365
Wayne Highlander spelled wrong.
846
00:24:27,365 --> 00:24:29,100
I've never met a contractor.
847
00:24:29,100 --> 00:24:31,102
Never met a wood floor contractor
848
00:24:31,102 --> 00:24:33,171
that makes too much money.
849
00:24:33,171 --> 00:24:35,106
And there it is.
850
00:24:35,106 --> 00:24:38,109
Most small contractors are underpriced.
851
00:24:39,344 --> 00:24:40,745
You're preaching to the choir here.
852
00:24:40,745 --> 00:24:42,481
I was okay
853
00:24:42,481 --> 00:24:45,116
because I wanted to get every job.
854
00:24:45,116 --> 00:24:45,417
Man.
855
00:24:45,417 --> 00:24:47,953
If I had just seen this stuff
856
00:24:47,953 --> 00:24:50,722
35 years ago,
857
00:24:50,722 --> 00:24:52,157
might be a different Rob Johnson
858
00:24:52,157 --> 00:24:52,924
sitting there.
859
00:24:52,924 --> 00:24:53,859
Okay,
860
00:24:53,859 --> 00:24:55,961
instead of asking, Will I get the job?
861
00:24:55,961 --> 00:24:56,728
Ask,
862
00:24:56,728 --> 00:24:59,965
can I make a healthy profit on this job?
863
00:25:01,199 --> 00:25:03,768
Because why way?
864
00:25:03,768 --> 00:25:04,669
Well, I mean,
865
00:25:04,669 --> 00:25:06,638
because you've never met
866
00:25:06,638 --> 00:25:08,607
a contractor that makes too much money.
867
00:25:08,607 --> 00:25:10,475
That's what they
868
00:25:10,475 --> 00:25:12,644
teach me up there, and I thank you.
869
00:25:12,644 --> 00:25:13,345
Yeah. You're really.
870
00:25:13,345 --> 00:25:16,047
You've zoned out on me, right? Yeah.
871
00:25:16,047 --> 00:25:17,849
Losing low margin work
872
00:25:17,849 --> 00:25:19,584
often improves profitability.
873
00:25:21,419 --> 00:25:22,621
Bingo.
874
00:25:22,621 --> 00:25:24,289
That's so much better.
875
00:25:24,289 --> 00:25:25,924
Thank you. Yeah.
876
00:25:25,924 --> 00:25:26,892
The best project
877
00:25:26,892 --> 00:25:27,359
you're going to get
878
00:25:27,359 --> 00:25:28,727
sometimes are often times
879
00:25:28,727 --> 00:25:29,794
one by confidence,
880
00:25:29,794 --> 00:25:31,530
reputation and execution
881
00:25:31,530 --> 00:25:33,231
rather than the lowest price.
882
00:25:33,231 --> 00:25:35,233
And that's where you talk.
883
00:25:35,233 --> 00:25:37,335
You just name some studs out there
884
00:25:37,335 --> 00:25:39,204
and and their name.
885
00:25:39,204 --> 00:25:40,772
What's their name worth?
886
00:25:40,772 --> 00:25:42,007
You know what I mean?
887
00:25:42,007 --> 00:25:42,240
Yeah.
888
00:25:42,240 --> 00:25:43,375
Because because they can
889
00:25:43,375 --> 00:25:45,076
they can ask for that type of money
890
00:25:45,076 --> 00:25:46,645
because they, they you know,
891
00:25:46,645 --> 00:25:47,379
and that's the thing
892
00:25:47,379 --> 00:25:49,548
of, of, of, owning a business,
893
00:25:49,548 --> 00:25:51,182
the value of your business
894
00:25:51,182 --> 00:25:52,751
and not giving it away
895
00:25:52,751 --> 00:25:54,953
when you, when you've been in business
896
00:25:54,953 --> 00:25:55,921
for a long time and you're,
897
00:25:55,921 --> 00:25:57,289
you're, you're proving
898
00:25:57,289 --> 00:25:58,323
you've been down there,
899
00:25:58,323 --> 00:25:59,090
you know, every,
900
00:25:59,090 --> 00:26:00,959
every challenge that you can get.
901
00:26:00,959 --> 00:26:03,028
I mean, you can demand more
902
00:26:03,028 --> 00:26:04,095
money on these jobs, right?
903
00:26:05,063 --> 00:26:08,066
So yeah, absolutely.
904
00:26:08,600 --> 00:26:09,000
All right.
905
00:26:09,000 --> 00:26:12,003
So I got to tell you, this one,
906
00:26:12,604 --> 00:26:15,440
Wally and I are wedding
907
00:26:15,440 --> 00:26:17,042
the other day.
908
00:26:17,042 --> 00:26:19,010
Okay.
909
00:26:19,010 --> 00:26:20,045
Sitting at a table
910
00:26:20,045 --> 00:26:23,214
I don't know anybody at the table but
911
00:26:23,848 --> 00:26:25,417
we're, we're a talkative couple.
912
00:26:25,417 --> 00:26:26,151
You know what I mean.
913
00:26:26,151 --> 00:26:28,320
Yeah. We talk with anybody you know.
914
00:26:28,320 --> 00:26:30,355
You know Paul. Yeah. Yeah.
915
00:26:30,355 --> 00:26:34,092
So she's got a woman on her side and,
916
00:26:34,492 --> 00:26:35,894
and she's just talking away
917
00:26:35,894 --> 00:26:37,195
and they're having a ball.
918
00:26:37,195 --> 00:26:38,096
And I got a guy
919
00:26:38,096 --> 00:26:39,698
sitting next to me and,
920
00:26:39,698 --> 00:26:41,866
you know, it's great.
921
00:26:41,866 --> 00:26:43,435
We're having a great conversation.
922
00:26:43,435 --> 00:26:43,935
Right?
923
00:26:43,935 --> 00:26:46,938
Having a ball, great food.
924
00:26:47,339 --> 00:26:49,908
Really fancy setup to you know.
925
00:26:49,908 --> 00:26:52,911
Many many forks and knives,
926
00:26:53,345 --> 00:26:56,381
water glasses and you know, so
927
00:26:58,383 --> 00:26:59,517
All right I got to make sure
928
00:26:59,517 --> 00:27:00,385
that you know,
929
00:27:00,385 --> 00:27:01,886
and I can lean over to Pauline
930
00:27:01,886 --> 00:27:02,554
I got this.
931
00:27:02,554 --> 00:27:04,589
This is my water issues. Yes.
932
00:27:04,589 --> 00:27:06,324
So the water's on the right.
933
00:27:06,324 --> 00:27:08,293
The water's always above your water.
934
00:27:08,293 --> 00:27:10,895
Glass is always above your knife.
935
00:27:10,895 --> 00:27:12,063
Your knife's on the right.
936
00:27:12,063 --> 00:27:13,465
Your forks on the left.
937
00:27:13,465 --> 00:27:14,466
Okay. Good.
938
00:27:14,466 --> 00:27:17,102
All right, you can I that.
939
00:27:17,102 --> 00:27:18,236
Yeah.
940
00:27:18,236 --> 00:27:19,938
Right. Okay.
941
00:27:19,938 --> 00:27:22,273
But I get I get my eye. Right.
942
00:27:22,273 --> 00:27:23,241
I travel with an eye.
943
00:27:23,241 --> 00:27:24,809
She knows everything. Okay?
944
00:27:24,809 --> 00:27:26,678
And there's there's the three forks
945
00:27:28,546 --> 00:27:30,448
salad,
946
00:27:30,448 --> 00:27:32,984
dinner and dessert.
947
00:27:32,984 --> 00:27:34,085
Right.
948
00:27:34,085 --> 00:27:35,587
So everybody's eating,
949
00:27:35,587 --> 00:27:38,523
having a great time.
950
00:27:38,523 --> 00:27:39,624
Now we're down to the last
951
00:27:39,624 --> 00:27:42,627
for the dessert for.
952
00:27:42,894 --> 00:27:45,897
The guy I'm talking to.
953
00:27:46,264 --> 00:27:48,233
His hand is is right near
954
00:27:48,233 --> 00:27:51,536
my fork, like, like right there.
955
00:27:52,037 --> 00:27:53,304
Okay.
956
00:27:53,304 --> 00:27:55,573
And I'm thinking,
957
00:27:55,573 --> 00:27:58,376
his hands are pretty close to my fork.
958
00:27:58,376 --> 00:27:59,978
You know, I wonder if I should.
959
00:27:59,978 --> 00:28:01,446
Yeah, yeah.
960
00:28:01,446 --> 00:28:02,147
Move it or. Yeah.
961
00:28:02,147 --> 00:28:03,782
And I'm not saying that he.
962
00:28:03,782 --> 00:28:05,417
He didn't look like a dirty guy
963
00:28:05,417 --> 00:28:08,420
or anything like that, but, you know.
964
00:28:08,853 --> 00:28:10,855
All right, it's
965
00:28:10,855 --> 00:28:13,825
he's getting a little close to my fork.
966
00:28:14,426 --> 00:28:15,627
And I want to use that fork.
967
00:28:15,627 --> 00:28:16,861
I like wedding cake.
968
00:28:16,861 --> 00:28:19,864
And I know that.
969
00:28:19,898 --> 00:28:22,634
Hey, look at me, I like cake, okay?
970
00:28:22,634 --> 00:28:23,301
And then the.
971
00:28:23,301 --> 00:28:25,070
What's the big deal, right?
972
00:28:25,070 --> 00:28:26,905
Yeah. I'm working my core.
973
00:28:26,905 --> 00:28:28,440
I can eat cake and work the core
974
00:28:28,440 --> 00:28:30,075
same time, right?
975
00:28:31,309 --> 00:28:34,112
All of a sudden,
976
00:28:34,112 --> 00:28:36,448
this guy
977
00:28:36,448 --> 00:28:38,817
starts fondling my fork.
978
00:28:38,817 --> 00:28:41,786
He's like,
979
00:28:41,786 --> 00:28:43,021
yeah.
980
00:28:43,021 --> 00:28:46,024
He's not just like, he's
981
00:28:46,458 --> 00:28:48,593
he's he's massaging my fork.
982
00:28:48,593 --> 00:28:51,596
He's, you know, we're we're talking.
983
00:28:51,863 --> 00:28:52,731
You know what I mean?
984
00:28:52,731 --> 00:28:55,200
We're in. So, you know, just.
985
00:28:55,200 --> 00:28:56,568
Yeah, whatever conversation,
986
00:28:56,568 --> 00:28:59,304
I don't know, talking about whatever.
987
00:28:59,304 --> 00:29:02,307
Yeah, but this guy,
988
00:29:03,041 --> 00:29:04,509
he's not picking my fork up,
989
00:29:04,509 --> 00:29:06,711
but he's, like, touching it.
990
00:29:06,711 --> 00:29:09,414
Yeah, and not just the freaking handle.
991
00:29:09,414 --> 00:29:10,215
I mean, the part
992
00:29:10,215 --> 00:29:11,850
that's going in my mouth,
993
00:29:11,850 --> 00:29:14,853
he's got his meat hooks all over.
994
00:29:15,620 --> 00:29:18,022
I am in, in my brain.
995
00:29:18,022 --> 00:29:19,624
I am screaming,
996
00:29:19,624 --> 00:29:22,527
what the fuck are you doing?
997
00:29:22,527 --> 00:29:25,463
Why is this man
998
00:29:25,463 --> 00:29:27,365
finally getting my dessert food?
999
00:29:27,365 --> 00:29:30,301
Does he not know that that's my fork?
1000
00:29:30,301 --> 00:29:32,337
I mean, would
1001
00:29:32,337 --> 00:29:33,938
would you touch somebody else's fork?
1002
00:29:33,938 --> 00:29:36,407
If you now know and I'm thinking,
1003
00:29:36,407 --> 00:29:38,376
does this guy not have a wife
1004
00:29:38,376 --> 00:29:40,145
to tell them, hey,
1005
00:29:40,145 --> 00:29:41,079
that ain't your fork,
1006
00:29:41,079 --> 00:29:43,515
that you're forks over there, right?
1007
00:29:43,515 --> 00:29:45,550
What are you doing to.
1008
00:29:45,550 --> 00:29:48,086
Yeah, right. And there he is.
1009
00:29:48,086 --> 00:29:50,855
And now I'm watching this guy
1010
00:29:50,855 --> 00:29:52,557
fondling the fork, and I'm thinking,
1011
00:29:52,557 --> 00:29:54,425
well, what what what?
1012
00:29:54,425 --> 00:29:56,694
I can't hear him talking anymore
1013
00:29:56,694 --> 00:29:57,295
because all
1014
00:29:57,295 --> 00:29:59,230
the screaming in my head is like,
1015
00:29:59,230 --> 00:30:02,000
what is going on here?
1016
00:30:02,000 --> 00:30:03,234
Is this guy mocking me?
1017
00:30:03,234 --> 00:30:04,736
Is he doing this on purpose?
1018
00:30:05,703 --> 00:30:06,604
Right.
1019
00:30:06,604 --> 00:30:07,272
Yeah.
1020
00:30:07,272 --> 00:30:08,907
In prison that would be a sign of yield.
1021
00:30:08,907 --> 00:30:11,910
You now.
1022
00:30:17,348 --> 00:30:19,818
I am pounding on Pauline.
1023
00:30:19,818 --> 00:30:22,821
I am like I'm pounding her leg
1024
00:30:23,488 --> 00:30:24,956
and looking at her.
1025
00:30:24,956 --> 00:30:26,891
And then all of a sudden
1026
00:30:26,891 --> 00:30:28,726
she sees what's going on.
1027
00:30:28,726 --> 00:30:29,327
Right.
1028
00:30:29,327 --> 00:30:31,863
Her eyes go, all right.
1029
00:30:31,863 --> 00:30:34,666
Yeah.
1030
00:30:34,666 --> 00:30:35,366
As this guy
1031
00:30:35,366 --> 00:30:38,336
and he's still he's still talking, right?
1032
00:30:38,803 --> 00:30:40,405
She whispered in my ear,
1033
00:30:40,405 --> 00:30:42,073
I'll get you another. Don't worry.
1034
00:30:42,073 --> 00:30:44,209
I'll get you. I'll get you another fork.
1035
00:30:44,209 --> 00:30:46,477
You can, you can use my you can use.
1036
00:30:46,477 --> 00:30:47,445
Oh, I'm not gonna
1037
00:30:47,445 --> 00:30:48,913
I'm not going to eat the cake.
1038
00:30:48,913 --> 00:30:51,916
I go, I look, I thank you,
1039
00:30:52,116 --> 00:30:53,218
I said, but
1040
00:30:53,218 --> 00:30:54,986
what is going on with this guy?
1041
00:30:54,986 --> 00:30:56,921
Why, I've never seen anybody
1042
00:30:56,921 --> 00:30:59,190
touch a utensil like that.
1043
00:30:59,190 --> 00:30:59,724
You know, that means
1044
00:30:59,724 --> 00:31:01,826
you know what I mean? Like he's. Yeah.
1045
00:31:01,826 --> 00:31:03,895
Mindless. Yeah.
1046
00:31:03,895 --> 00:31:05,930
Just stay away from my fork for.
1047
00:31:09,133 --> 00:31:09,634
You know.
1048
00:31:09,634 --> 00:31:10,735
Oh, I'm.
1049
00:31:10,735 --> 00:31:11,202
I'm sorry.
1050
00:31:11,202 --> 00:31:11,936
I don't even know why
1051
00:31:11,936 --> 00:31:14,906
I brought that up, but it's okay.
1052
00:31:15,373 --> 00:31:16,774
I told you the worst.
1053
00:31:16,774 --> 00:31:18,209
The absolute worst.
1054
00:31:18,209 --> 00:31:20,111
Rob,
1055
00:31:20,111 --> 00:31:21,079
at a football game,
1056
00:31:21,079 --> 00:31:21,980
there's an old lady sit
1057
00:31:21,980 --> 00:31:24,048
next to me about 75 years old.
1058
00:31:24,048 --> 00:31:26,484
She's munching on popcorn the whole time.
1059
00:31:26,484 --> 00:31:27,919
She has a Diet Coke on her side.
1060
00:31:27,919 --> 00:31:29,787
I have Diet Coke on my side.
1061
00:31:29,787 --> 00:31:32,257
It's.
1062
00:31:32,257 --> 00:31:33,958
I reach down and I grab a Coke,
1063
00:31:33,958 --> 00:31:34,959
and I take a big drink, Coke.
1064
00:31:34,959 --> 00:31:37,962
And I realize I'm drinking her coke.
1065
00:31:39,697 --> 00:31:41,666
I wanted to die.
1066
00:31:41,666 --> 00:31:44,669
I absolutely wanted to die.
1067
00:31:45,737 --> 00:31:46,304
It makes me sick
1068
00:31:46,304 --> 00:31:47,472
when I think about it now.
1069
00:31:47,472 --> 00:31:48,306
All right. What?
1070
00:31:48,306 --> 00:31:50,341
What did I just ingest?
1071
00:31:50,341 --> 00:31:51,409
What?
1072
00:31:51,409 --> 00:31:52,977
What do I have now?
1073
00:31:52,977 --> 00:31:53,878
Yes.
1074
00:31:53,878 --> 00:31:55,146
All right, number seven,
1075
00:31:55,146 --> 00:31:57,882
focusing on repeat my focus.
1076
00:31:59,584 --> 00:32:02,587
You know, gosh.
1077
00:32:04,289 --> 00:32:05,857
I think asking for referrals,
1078
00:32:05,857 --> 00:32:07,392
I think is a smart idea, too.
1079
00:32:07,392 --> 00:32:10,962
And, you know, and, and, and now, now,
1080
00:32:10,962 --> 00:32:13,531
reviews, on Instagram
1081
00:32:13,531 --> 00:32:15,433
and all those type of things I think is,
1082
00:32:15,433 --> 00:32:17,135
I don't know, sometimes we
1083
00:32:17,135 --> 00:32:19,003
you move so fast to jobs
1084
00:32:19,003 --> 00:32:21,205
and someone's going on,
1085
00:32:21,205 --> 00:32:22,407
I think asking for reviews
1086
00:32:22,407 --> 00:32:23,174
and stuff like that
1087
00:32:23,174 --> 00:32:26,177
and from repeat clients is huge.
1088
00:32:26,311 --> 00:32:29,314
Have in training.
1089
00:32:30,481 --> 00:32:33,484
We've put a lot of focus on.
1090
00:32:34,319 --> 00:32:36,120
Yeah, I know we've done it on the show
1091
00:32:36,120 --> 00:32:37,855
the, the recode systems
1092
00:32:37,855 --> 00:32:39,691
and the power scrubber.
1093
00:32:39,691 --> 00:32:41,659
1094
00:32:41,659 --> 00:32:44,262
But, I'll tell you what that is.
1095
00:32:44,262 --> 00:32:47,265
The the whole key to the power scrubber
1096
00:32:47,298 --> 00:32:49,734
is creating a lifetime customer,
1097
00:32:49,734 --> 00:32:51,669
the the repeat customer.
1098
00:32:51,669 --> 00:32:52,770
And it's not so much
1099
00:32:52,770 --> 00:32:55,139
I mean, yeah, it's it's nice easy money.
1100
00:32:55,139 --> 00:32:56,174
You're going to walk in,
1101
00:32:56,174 --> 00:32:58,509
clean the floor right.
1102
00:32:58,509 --> 00:32:59,744
A few hundred
1103
00:32:59,744 --> 00:33:02,647
bucks in less than an hour's work.
1104
00:33:02,647 --> 00:33:03,281
That's great.
1105
00:33:03,281 --> 00:33:04,615
You don't need to send your
1106
00:33:04,615 --> 00:33:06,884
lead mechanic out there. But
1107
00:33:07,952 --> 00:33:10,088
I think by having that
1108
00:33:10,088 --> 00:33:13,091
repeat customer every year,
1109
00:33:13,091 --> 00:33:15,059
all of a sudden she's in love with you.
1110
00:33:15,059 --> 00:33:16,361
Yeah. You know what I mean.
1111
00:33:16,361 --> 00:33:18,696
Your floors are going to look amazing
1112
00:33:18,696 --> 00:33:19,364
every year.
1113
00:33:19,364 --> 00:33:22,033
Once a year. She knows you're coming.
1114
00:33:22,033 --> 00:33:23,868
Her floors are going to look great.
1115
00:33:23,868 --> 00:33:25,903
Now what does that repeat
1116
00:33:25,903 --> 00:33:28,272
customer do for you?
1117
00:33:28,272 --> 00:33:30,274
Yeah, she's a salesman.
1118
00:33:30,274 --> 00:33:31,642
Yeah, right.
1119
00:33:31,642 --> 00:33:34,145
And better than you can do it. Exactly.
1120
00:33:34,145 --> 00:33:36,414
Yeah, exactly.
1121
00:33:36,414 --> 00:33:38,616
He is pumping the praises
1122
00:33:38,616 --> 00:33:39,617
of Wayne Highlander
1123
00:33:39,617 --> 00:33:41,552
because my floors look great.
1124
00:33:41,552 --> 00:33:42,387
He did this.
1125
00:33:42,387 --> 00:33:44,489
He comes in, cleans him once a year.
1126
00:33:44,489 --> 00:33:45,957
I don't have to worry about it.
1127
00:33:45,957 --> 00:33:47,825
This guy is an ace.
1128
00:33:47,825 --> 00:33:49,794
She's out there selling you,
1129
00:33:49,794 --> 00:33:51,496
and you don't owe her a dime.
1130
00:33:51,496 --> 00:33:54,499
She's a she's an unpaid salesperson.
1131
00:33:54,766 --> 00:33:57,235
It's like the the oil.
1132
00:33:57,235 --> 00:33:59,037
Well, they keeps on giving.
1133
00:33:59,037 --> 00:34:00,338
Yep.
1134
00:34:00,338 --> 00:34:02,073
We've had a carpenter
1135
00:34:02,073 --> 00:34:03,808
do a lot of work for an A in our house.
1136
00:34:03,808 --> 00:34:05,476
He's really, really good carpenter.
1137
00:34:05,476 --> 00:34:06,778
And my brother needed,
1138
00:34:06,778 --> 00:34:08,546
a deck and stairs built,
1139
00:34:08,546 --> 00:34:10,581
and so we asked him to look at.
1140
00:34:10,581 --> 00:34:12,750
We never asked him a price.
1141
00:34:12,750 --> 00:34:15,019
We never said, you know how much we just
1142
00:34:15,019 --> 00:34:16,487
said, okay, well that's great.
1143
00:34:16,487 --> 00:34:17,622
When can you start?
1144
00:34:17,622 --> 00:34:19,724
He gave us a bill when he was done.
1145
00:34:19,724 --> 00:34:22,527
So it's a higher trust.
1146
00:34:22,527 --> 00:34:24,796
It's a faster negotiation rate.
1147
00:34:24,796 --> 00:34:25,430
And it's,
1148
00:34:25,430 --> 00:34:28,433
better margins on me on those jobs.
1149
00:34:28,566 --> 00:34:30,701
And like I said, one client providing
1150
00:34:30,701 --> 00:34:31,369
ten projects
1151
00:34:31,369 --> 00:34:32,270
a year is worth more than
1152
00:34:32,270 --> 00:34:33,504
ten clients providing one.
1153
00:34:34,472 --> 00:34:35,540
Right?
1154
00:34:35,540 --> 00:34:36,908
So.
1155
00:34:36,908 --> 00:34:38,943
All right, that
1156
00:34:38,943 --> 00:34:40,344
we put insurance claims
1157
00:34:40,344 --> 00:34:41,312
on, since you took one of mine,
1158
00:34:41,312 --> 00:34:42,713
I'm gonna take one back.
1159
00:34:42,713 --> 00:34:45,216
We put down, insurance.
1160
00:34:45,216 --> 00:34:46,217
Only I I'm
1161
00:34:46,217 --> 00:34:47,385
going to say about insurance
1162
00:34:47,385 --> 00:34:50,388
is how many flooring guys
1163
00:34:50,855 --> 00:34:52,723
thought that there
1164
00:34:52,723 --> 00:34:54,025
their equipment was insured,
1165
00:34:54,025 --> 00:34:55,159
their van was insured,
1166
00:34:55,159 --> 00:34:55,760
and all these different
1167
00:34:55,760 --> 00:34:56,527
things were insured.
1168
00:34:56,527 --> 00:34:57,595
Or if they were job went there,
1169
00:34:57,595 --> 00:34:59,097
they thought that was insured.
1170
00:34:59,097 --> 00:35:00,264
And come to find out,
1171
00:35:00,264 --> 00:35:02,266
none of those things were insured.
1172
00:35:02,266 --> 00:35:04,235
So
1173
00:35:04,235 --> 00:35:07,171
really take a look at your insurance
1174
00:35:07,171 --> 00:35:08,106
to make sure it covers
1175
00:35:08,106 --> 00:35:09,207
what you think it covers.
1176
00:35:09,207 --> 00:35:11,309
Or that if you're not under insured,
1177
00:35:11,309 --> 00:35:14,612
God forbid anybody has a, you know,
1178
00:35:14,612 --> 00:35:16,047
a fire or damages
1179
00:35:16,047 --> 00:35:18,149
the theft or something like that.
1180
00:35:18,149 --> 00:35:20,518
But I have seen so many times
1181
00:35:20,518 --> 00:35:21,953
when contractors said, oh, no,
1182
00:35:21,953 --> 00:35:23,121
I got insurance.
1183
00:35:23,121 --> 00:35:23,821
And come to find out,
1184
00:35:23,821 --> 00:35:25,256
the insurance doesn't cover that at all.
1185
00:35:26,224 --> 00:35:27,825
So I that's a biggie, man,
1186
00:35:27,825 --> 00:35:29,193
because I seen guys really lose their.
1187
00:35:29,193 --> 00:35:31,362
But on on something like that and
1188
00:35:31,362 --> 00:35:32,697
and then feel ripped off
1189
00:35:32,697 --> 00:35:35,700
because they've been in pain insurance
1190
00:35:35,867 --> 00:35:36,901
every month for, for
1191
00:35:36,901 --> 00:35:38,035
you know you know it's expensive
1192
00:35:38,035 --> 00:35:39,036
for how long
1193
00:35:39,036 --> 00:35:40,838
and come to find out when they needed it,
1194
00:35:40,838 --> 00:35:42,273
it didn't cover what they thought
1195
00:35:42,273 --> 00:35:43,941
they needed to cover.
1196
00:35:43,941 --> 00:35:45,877
That's a big one, man,
1197
00:35:45,877 --> 00:35:47,245
that I've seen that
1198
00:35:47,245 --> 00:35:48,446
come back to bite some guys.
1199
00:35:48,446 --> 00:35:50,848
And so be careful on that.
1200
00:35:50,848 --> 00:35:52,216
Absolutely. All right.
1201
00:35:52,216 --> 00:35:52,717
Go to number
1202
00:35:52,717 --> 00:35:53,618
ten tracked
1203
00:35:53,618 --> 00:35:56,621
track job profitability weekly.
1204
00:35:56,988 --> 00:35:58,723
Oh man.
1205
00:35:58,723 --> 00:36:01,726
You can't change which you don't manage.
1206
00:36:02,193 --> 00:36:03,728
Okay. That's it.
1207
00:36:03,728 --> 00:36:04,629
You can't change.
1208
00:36:04,629 --> 00:36:07,899
You can't wonder I remember
1209
00:36:07,899 --> 00:36:10,234
we had Chris's on
1210
00:36:10,234 --> 00:36:12,370
way back when we started and
1211
00:36:13,671 --> 00:36:14,305
that bag
1212
00:36:14,305 --> 00:36:15,540
garbage thing that
1213
00:36:15,540 --> 00:36:17,675
he I'll never forget that.
1214
00:36:17,675 --> 00:36:18,743
Right.
1215
00:36:18,743 --> 00:36:20,912
Like how much is it really cost me
1216
00:36:20,912 --> 00:36:23,114
when he made everybody save
1217
00:36:23,114 --> 00:36:24,315
every piece of paper,
1218
00:36:24,315 --> 00:36:26,417
every scraper blade, every
1219
00:36:26,417 --> 00:36:27,785
anything that was used.
1220
00:36:27,785 --> 00:36:29,787
And then he dumped it out
1221
00:36:29,787 --> 00:36:30,788
at the end of the week
1222
00:36:30,788 --> 00:36:32,456
and added everything up.
1223
00:36:32,456 --> 00:36:34,759
And that was something that that,
1224
00:36:34,759 --> 00:36:36,928
it just made so much sense.
1225
00:36:36,928 --> 00:36:38,496
And so many of us
1226
00:36:38,496 --> 00:36:40,932
don't really do anything like that.
1227
00:36:40,932 --> 00:36:41,899
And we just figure,
1228
00:36:41,899 --> 00:36:43,167
well, you know, that's
1229
00:36:43,167 --> 00:36:44,402
that's part of the job.
1230
00:36:44,402 --> 00:36:46,404
Those little cost, those little things,
1231
00:36:46,404 --> 00:36:48,806
or running the distributor
1232
00:36:48,806 --> 00:36:50,074
all the time, rather than having
1233
00:36:50,074 --> 00:36:51,842
maybe a little stock in your own shop
1234
00:36:51,842 --> 00:36:52,677
and things like that.
1235
00:36:52,677 --> 00:36:54,312
So, every little,
1236
00:36:54,312 --> 00:36:54,946
every stain
1237
00:36:54,946 --> 00:36:56,480
rag, every edger
1238
00:36:56,480 --> 00:36:58,816
paper, every built every,
1239
00:36:58,816 --> 00:36:59,150
like you
1240
00:36:59,150 --> 00:37:00,818
said, every thing imaginable
1241
00:37:00,818 --> 00:37:02,353
that you did on that job,
1242
00:37:02,353 --> 00:37:03,955
put it all in a bag
1243
00:37:03,955 --> 00:37:05,156
at the end of that job.
1244
00:37:05,156 --> 00:37:06,757
And it all up.
1245
00:37:06,757 --> 00:37:08,759
And that's how you find out, you know,
1246
00:37:08,759 --> 00:37:10,294
what's my real cost on a job?
1247
00:37:10,294 --> 00:37:11,362
And then, you know. Right.
1248
00:37:11,362 --> 00:37:14,365
And, it's a it was a huge eye opener.
1249
00:37:14,465 --> 00:37:15,366
For I agree with you,
1250
00:37:15,366 --> 00:37:16,867
it was a great episode with Chris.
1251
00:37:16,867 --> 00:37:18,035
Yeah, that was a good one
1252
00:37:18,035 --> 00:37:19,203
where we're giving shout outs
1253
00:37:19,203 --> 00:37:21,439
to all the everybody this. Yeah.
1254
00:37:21,439 --> 00:37:22,506
Yeah.
1255
00:37:22,506 --> 00:37:23,941
Again, you know,
1256
00:37:23,941 --> 00:37:25,676
you're award winning show like us.
1257
00:37:25,676 --> 00:37:26,744
This is how we do
1258
00:37:26,744 --> 00:37:29,680
it, you know, I mean, we. Yes. Yes we do.
1259
00:37:29,680 --> 00:37:34,018
He scores targets and awards, 100%.
1260
00:37:34,018 --> 00:37:35,019
You we raise.
1261
00:37:35,019 --> 00:37:37,521
What is, rising tide lifts all boat.
1262
00:37:37,521 --> 00:37:37,788
Yeah.
1263
00:37:37,788 --> 00:37:39,724
All the boats come up at the same time.
1264
00:37:39,724 --> 00:37:40,458
Absolutely.
1265
00:37:41,492 --> 00:37:42,026
Okay.
1266
00:37:42,026 --> 00:37:43,327
We're going to finish up here real quick.
1267
00:37:43,327 --> 00:37:45,296
Target the most profitable work.
1268
00:37:45,296 --> 00:37:46,664
We've kind of talked a lot
1269
00:37:46,664 --> 00:37:50,134
about that in the past shows, but,
1270
00:37:50,134 --> 00:37:50,801
that's another thing.
1271
00:37:50,801 --> 00:37:51,569
When you when you,
1272
00:37:51,569 --> 00:37:52,103
we talked about
1273
00:37:52,103 --> 00:37:53,070
putting everything in a bag
1274
00:37:53,070 --> 00:37:55,339
and seeing what the actual cost was.
1275
00:37:55,339 --> 00:37:56,474
I think the other thing to do
1276
00:37:56,474 --> 00:37:58,175
is start realizing which,
1277
00:37:58,175 --> 00:38:00,444
which jobs are the most profitable
1278
00:38:00,444 --> 00:38:01,345
and, you know,
1279
00:38:01,345 --> 00:38:02,713
maybe weed out some some do,
1280
00:38:02,713 --> 00:38:03,948
like we don't do these anymore
1281
00:38:03,948 --> 00:38:05,583
because we can't make any money.
1282
00:38:05,583 --> 00:38:06,984
For us.
1283
00:38:06,984 --> 00:38:09,720
It was traveling to the to San Francisco
1284
00:38:09,720 --> 00:38:12,290
like we got across the bridge.
1285
00:38:12,290 --> 00:38:14,125
You guys are sitting in traffic too long.
1286
00:38:14,125 --> 00:38:15,493
There's no parking.
1287
00:38:15,493 --> 00:38:16,527
This and the other.
1288
00:38:16,527 --> 00:38:17,361
Why would I go there
1289
00:38:17,361 --> 00:38:19,196
when I have plenty of work over here?
1290
00:38:19,196 --> 00:38:21,499
So we cut out all jobs going to the city.
1291
00:38:21,499 --> 00:38:22,500
It had to be a really,
1292
00:38:22,500 --> 00:38:24,035
really good customer.
1293
00:38:24,035 --> 00:38:26,337
Or just a really, really profitable job.
1294
00:38:26,337 --> 00:38:29,440
But nine out of ten, we cut about,
1295
00:38:29,440 --> 00:38:30,775
One thing I put down here too
1296
00:38:30,775 --> 00:38:32,677
is that a flooring contractor.
1297
00:38:32,677 --> 00:38:34,578
Path to higher profit
1298
00:38:34,578 --> 00:38:35,413
is actually clearer
1299
00:38:35,413 --> 00:38:36,647
than most construction company
1300
00:38:36,647 --> 00:38:38,482
because you become very specialized
1301
00:38:38,482 --> 00:38:39,684
and you can control the risk
1302
00:38:39,684 --> 00:38:41,752
better than a general contractor can.
1303
00:38:41,752 --> 00:38:43,888
And I, I've always said
1304
00:38:43,888 --> 00:38:44,355
I wouldn't want to be
1305
00:38:44,355 --> 00:38:45,256
a general contractor.
1306
00:38:46,324 --> 00:38:47,158
There is so much,
1307
00:38:47,158 --> 00:38:48,292
so many things going on.
1308
00:38:48,292 --> 00:38:49,060
And you're a lot of you're
1309
00:38:49,060 --> 00:38:50,494
managing a lot of different things,
1310
00:38:50,494 --> 00:38:50,961
what have you.
1311
00:38:50,961 --> 00:38:54,765
So I do I plus just my own personality.
1312
00:38:54,765 --> 00:38:57,201
I'm not good at a lot of things.
1313
00:38:57,201 --> 00:38:59,603
I can be really, really, really good at
1314
00:38:59,603 --> 00:39:01,305
a small number of things.
1315
00:39:01,305 --> 00:39:02,907
But I'm not the type of personality
1316
00:39:02,907 --> 00:39:03,741
that, like,
1317
00:39:03,741 --> 00:39:04,342
I don't think I would
1318
00:39:04,342 --> 00:39:05,643
ever be a good carpenter.
1319
00:39:05,643 --> 00:39:06,143
That's actually
1320
00:39:06,143 --> 00:39:07,812
where I got out of being a carpenter,
1321
00:39:07,812 --> 00:39:08,612
because I can't go
1322
00:39:08,612 --> 00:39:09,880
from doing stairs today
1323
00:39:09,880 --> 00:39:12,783
to working on trim tomorrow,
1324
00:39:12,783 --> 00:39:13,851
to working on a high rise
1325
00:39:13,851 --> 00:39:14,752
building the next day.
1326
00:39:14,752 --> 00:39:15,886
And you know what I mean?
1327
00:39:15,886 --> 00:39:17,555
I, I got to specialize.
1328
00:39:17,555 --> 00:39:20,558
It's just not my, not my style.
1329
00:39:20,891 --> 00:39:21,325
So,
1330
00:39:22,893 --> 00:39:25,062
I don't I don't have that problem.
1331
00:39:25,062 --> 00:39:26,297
I'm good at everything.
1332
00:39:26,297 --> 00:39:28,733
I figured that train and cook and.
1333
00:39:28,733 --> 00:39:30,568
Yeah, floors, you name it.
1334
00:39:30,568 --> 00:39:33,504
I'm a Renaissance man. Yeah. Do it all.
1335
00:39:33,504 --> 00:39:36,774
Do you wear work or you go to work
1336
00:39:36,774 --> 00:39:39,510
or work?
1337
00:39:39,510 --> 00:39:41,412
Be careful being about a commodity. Like.
1338
00:39:41,412 --> 00:39:43,581
Just like the guys installing it.
1339
00:39:43,581 --> 00:39:45,449
A lot of times it's just a commodity,
1340
00:39:45,449 --> 00:39:46,650
you know? It's hard. It.
1341
00:39:46,650 --> 00:39:47,451
Everybody just sees it
1342
00:39:47,451 --> 00:39:48,786
as anybody can put it down
1343
00:39:48,786 --> 00:39:49,186
and this, that.
1344
00:39:49,186 --> 00:39:49,620
And the other.
1345
00:39:49,620 --> 00:39:51,021
So that's what I love
1346
00:39:51,021 --> 00:39:53,124
about our part of the industry.
1347
00:39:53,124 --> 00:39:55,393
And
1348
00:39:55,393 --> 00:39:58,028
I want to say that's it for us from going
1349
00:39:58,028 --> 00:39:59,497
other notes here.
1350
00:39:59,497 --> 00:40:01,832
Stop selling square footage,
1351
00:40:01,832 --> 00:40:04,435
sell outcomes.
1352
00:40:04,435 --> 00:40:06,570
Instead of we sell floors between these
1353
00:40:06,570 --> 00:40:07,638
square feet,
1354
00:40:07,638 --> 00:40:09,173
we help owners avoid delays,
1355
00:40:09,173 --> 00:40:10,441
moisture failures, callbacks,
1356
00:40:10,441 --> 00:40:11,275
and warranty claims.
1357
00:40:12,309 --> 00:40:14,245
Owners remember expensive failures.
1358
00:40:14,245 --> 00:40:15,179
They rarely remember
1359
00:40:15,179 --> 00:40:18,082
who was the cheapest. Right?
1360
00:40:18,082 --> 00:40:19,650
So I like that.
1361
00:40:19,650 --> 00:40:20,885
I like selling.
1362
00:40:20,885 --> 00:40:23,888
Yeah, I like that one.
1363
00:40:24,021 --> 00:40:24,655
Thank you, Lord.
1364
00:40:24,655 --> 00:40:26,056
Thank you. Jesus.
1365
00:40:26,056 --> 00:40:27,625
Your voice partner.
1366
00:40:27,625 --> 00:40:28,926
I know what's up.
1367
00:40:28,926 --> 00:40:29,860
Yeah. Get it.
1368
00:40:29,860 --> 00:40:30,728
Wrap it up.
1369
00:40:30,728 --> 00:40:31,796
All right.
1370
00:40:31,796 --> 00:40:34,198
So there you go.
1371
00:40:34,198 --> 00:40:36,400
It kind of ties in
1372
00:40:36,400 --> 00:40:39,136
with the other episode we did on,
1373
00:40:39,136 --> 00:40:40,004
What was the other episode?
1374
00:40:40,004 --> 00:40:43,007
Wrap two weeks ago?
1375
00:40:43,007 --> 00:40:44,442
Yeah, well, I'm taking tape.
1376
00:40:44,442 --> 00:40:46,143
Taking the tough job. I know what it was.
1377
00:40:46,143 --> 00:40:47,978
Ask you what it was.
1378
00:40:47,978 --> 00:40:49,113
All right.
1379
00:40:49,113 --> 00:40:50,014
I don't remember what I had
1380
00:40:50,014 --> 00:40:51,282
for breakfast.
1381
00:40:51,282 --> 00:40:52,349
Let's get down to wrap it up
1382
00:40:52,349 --> 00:40:53,751
there, numbnuts.
1383
00:40:53,751 --> 00:40:54,885
There's been another episode
1384
00:40:54,885 --> 00:40:56,554
of On the Floor with Wayne and Rob.
1385
00:40:56,554 --> 00:40:58,155
Please stay tuned for another episode,