Wayne and Rob discuss the hidden sales tools that Bona's products offer that can be used to get jobs. 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 with Bonnie.
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Recieves.
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How are we doing, Rob?
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I'm good.
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You you.
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Couple hours ago now, you sent me a,
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suggestion for a show,
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and I thought,
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you said,
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how about a show
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on the hidden sales tools?
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Bonus offers? Contractors?
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That it's a great idea and, Yeah,
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I know.
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You make somebody happy.
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You know what?
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You know, let me tell you something.
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I was going to talk about this,
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and it's a perfect lead
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into what you wanted to talk about.
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I was on an airline the other day.
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You ever heard
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of Contour Airlines?
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Not many people.
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Have. Okay.
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And I was a little
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suspect getting on the plane.
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You know,
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it's it's your time, but but,
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there was not many people on the plane.
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Not a lot of people on the plane.
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And it goes to places like,
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Oh, man.
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The, some, like,
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very off the wall places, but, like,
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you would never think of
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the airline would land. Okay.
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Like Hopkinsville, Kentucky here or,
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Yeah, just very odd, weird places.
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Right?
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But here's what I wanted to say.
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And the plane was kind of old, looking
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like it was a cast off
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from a real airline.
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You know what I mean?
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We landed in there, and,
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And the pilot said we landed in Memphis,
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and the pilot said,
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we're we're here.
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We love y'all.
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God bless you all.
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And Merry Christmas.
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And I'll be darned if he didn't make
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that just the best experience ever.
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Just so unique.
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Just, you know, usually
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everybody hears
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the same thing, you know,
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don't move your seats, the pilot,
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blah, blah, blah.
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And maybe you'll hear from the pilot.
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Maybe you won't. Whatever.
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But I just,
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you know,
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I'm kind of cool and unique
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is that to hear that?
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And then you started thinking about
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what you're talking about in in flooring
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and what we do
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is, man, doesn't
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it just feel so good when you get.
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You feel like someone took care of you?
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You know what I mean?
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I took the time to do to,
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explain things
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and maybe do a little something.
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I'll tell I don't.
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You're talking about, but,
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like the Tampico brush.
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To me, it's just such a simple.
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It's one of these expensive tools.
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We we we we sell.
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But to say to your client that,
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hey, listen, we do
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one more thing that most people don't do.
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We don't just don't
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just vacuum the floors,
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but we want to get the floor
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set up for the nicest,
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cleanest lawn possible.
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So we run the
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this brush that actually extracts
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the contaminants,
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I mean, the dirt and the dust
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out of the soft green of the floor
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and and even show them,
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look at the difference
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between running it and not running it,
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man, that one little thing goes a mile.
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So I think this is good.
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What you're kind of talking about
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is making it more like
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a boutique experience,
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and making your
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customer feel pretty damn special
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with nothing more than the tools
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that we already have.
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Okay.
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Rochelle.
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Okay.
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What do you got?
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It's.
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It's not just that, but it's.
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Combine that with the, the increase
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dramatic increase in pre finished floors
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and engineered floors
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where the wear layer is much thinner
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where this wasn't
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you know,
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you talk about in the 50s and 60s and 70s
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when you put those floors in
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you know is three three quarter
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inch floors.
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Now look at the where there's
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you know,
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you got two millimeter,
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three millimeter, four millimeter
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wear layers.
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It matters a lot now.
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You.
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Yeah.
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Yeah.
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I mean,
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sometimes we take for granted
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we know what the machines do, but.
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But the consumers don't.
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And that one point right there is huge.
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You know just to be able to say
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we take off so much
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less we're laying
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in a traditional sanding job.
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It goes miles
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and I mean not the contract.
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We just take that whatever.
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But to a consumer. Man.
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That's that's a big deal.
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Yeah.
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Yeah.
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Yeah, absolutely.
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I know I'm gonna.
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I'm going to I'm
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going to play this one at your funeral.
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Oh he missed
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you know, he was an optimistic guy.
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Yeah.
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Let, let.
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Like, I'll be at your funeral.
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But you know, so, I mean,
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I think what I would tell them is this.
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And, you know, listen,
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we have this technology. We can do that.
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It stands for super flat.
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And we take out much less wear.
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And to your point, is it
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that's a great analogy.
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I give you another hundred
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thousand miles on your car.
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And to say,
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I even say that you know what?
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It takes us a little bit longer,
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but we give you
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these benefits of the job.
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So if you try to upsell,
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the job
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is your opportunity to say, listen,
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maybe it takes us a little bit longer.
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We're going to go
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through X amount of sandpaper, but
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you're going to get a better job
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in the end at the end of the day. So
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good stuff.
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I appreciate you.
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Another bell
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Just want
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just want to try that out
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and see what it's all like to say it.
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But.
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That must be what it is.
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Yes, yes.
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Okay. All right.
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What else you got?
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Okay.
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Again, what's the theme? What's it?
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Tell me again,
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the theme that you're going down
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with this.
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Okay, good.
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Okay.
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Yeah.
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Well, we.
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Yeah.
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Well, what?
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What's the one of the biggest pain points
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when you talk to homeowners
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about getting their floors done,
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they start looking around
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and they're concerned about dust, and,
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so you. Right away, you knocked that out.
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So.
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Yeah, right.
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No no no.
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If.
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You.
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Yeah.
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All right.
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I got you.
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At the.
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It.
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Well, you you know, you say.
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Well,
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I talk about money and people think
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I'm greedy and blah, blah, blah.
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Man.
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I don't think Ford thinks,
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you know, concerns themselves
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and those type of things.
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Because here's the thing.
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When you're adding value
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that when do
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these hidden things that we're doing
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it, you're adding value to the job
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and and that's worth that's worth money.
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And
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the other thing
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we always see on this podcast, you know,
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the idea is to get up to your,
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your, your,
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in your career to where your, your, your
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your humming at your, your best potential
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that using the best products,
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there's procedures and you're going
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you're making the most possible money
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and you're staying in that zone
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as long as you can.
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And these are things
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that I think the man.
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There's just such a difference between,
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you know, bidding a job
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and whatever
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and then bidding a job and,
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and really going through this
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and talking about these type of things,
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because you can knock off 3
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or 4 of these things
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if you talk about
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the Hepa filters in a vacuum,
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if you talk about the, the, the,
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what's a brush?
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The Tampico brush,
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just just those two things alone.
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I mean,
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make a huge difference
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in whether you're going to get the job
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or not or what
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you can charge for the job.
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So.
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Yeah.
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And especially since most got
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most contractors,
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you know, with the
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with the labor shortage,
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you can't scale up like you want.
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You can't.
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You know,
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most people could probably double
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their size, their crew or whatever.
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So if you can't do that anyhow,
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you might as well
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you need to make as much money
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on these jobs as you can.
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You know what I mean?
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If you can't do way more jobs
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to make more money,
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the jobs you have,
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you've got to make more money on.
288
00:16:43,769 --> 00:16:46,672
And by upselling to value that,
289
00:16:46,672 --> 00:16:49,041
that they can see and touch and whatever.
290
00:16:49,041 --> 00:16:51,276
And and I'll tell you,
291
00:16:51,276 --> 00:16:51,777
there's nothing
292
00:16:51,777 --> 00:16:53,779
that sounds like a good story.
293
00:16:53,779 --> 00:16:55,047
I mean, you know,
294
00:16:56,548 --> 00:16:57,116
it's funny because
295
00:16:57,116 --> 00:16:58,517
retail stores
296
00:16:58,517 --> 00:16:59,351
in our industry
297
00:16:59,351 --> 00:17:00,552
and even contractors,
298
00:17:00,552 --> 00:17:01,954
whatever retail stores
299
00:17:01,954 --> 00:17:03,722
or you don't see retail stores are geared
300
00:17:03,722 --> 00:17:05,224
to sell to
301
00:17:05,224 --> 00:17:06,258
really, really high
302
00:17:06,258 --> 00:17:07,526
end people like millionaires.
303
00:17:07,526 --> 00:17:10,529
Like they got a ton of money.
304
00:17:10,529 --> 00:17:12,765
And people with that kind of money,
305
00:17:12,765 --> 00:17:15,501
they love, love a great story.
306
00:17:15,501 --> 00:17:16,502
That's way back
307
00:17:16,502 --> 00:17:16,969
years ago,
308
00:17:16,969 --> 00:17:17,703
when they were cutting down
309
00:17:17,703 --> 00:17:19,471
all tobacco barns
310
00:17:19,471 --> 00:17:21,640
and making flooring out of them,
311
00:17:21,640 --> 00:17:23,308
that they would also give you
312
00:17:23,308 --> 00:17:25,477
the picture of the tobacco barn, too,
313
00:17:25,477 --> 00:17:26,779
so they can hang over their mantel.
314
00:17:26,779 --> 00:17:28,147
So it's a story.
315
00:17:28,147 --> 00:17:28,947
Well, you talk about,
316
00:17:28,947 --> 00:17:31,050
you know, using logs that were
317
00:17:31,050 --> 00:17:32,217
that were used to be underwater.
318
00:17:32,217 --> 00:17:32,818
And he took them,
319
00:17:32,818 --> 00:17:33,519
they brought them back
320
00:17:33,519 --> 00:17:33,919
and whatever
321
00:17:33,919 --> 00:17:35,120
they made flooring out of them,
322
00:17:35,120 --> 00:17:36,622
they were down there for a hundred years
323
00:17:36,622 --> 00:17:37,790
going to waste.
324
00:17:37,790 --> 00:17:39,558
And, they were repurposed.
325
00:17:39,558 --> 00:17:41,927
Whatever. It's a great story.
326
00:17:41,927 --> 00:17:43,262
So these type of things
327
00:17:43,262 --> 00:17:43,962
that you can build
328
00:17:43,962 --> 00:17:47,066
in, you know, maybe, you know,
329
00:17:47,866 --> 00:17:49,068
we talk about features and benefits
330
00:17:49,068 --> 00:17:50,102
all the time in our industry.
331
00:17:50,102 --> 00:17:50,402
You know,
332
00:17:50,402 --> 00:17:52,971
the sheer strength is 340 P.s.i
333
00:17:52,971 --> 00:17:54,573
the tensile strength exists.
334
00:17:54,573 --> 00:17:57,409
But what really sells is a good story.
335
00:18:21,667 --> 00:18:24,636
Little.
336
00:18:27,706 --> 00:18:30,709
Yeah.
337
00:18:34,713 --> 00:18:37,716
Yeah.
338
00:18:53,932 --> 00:18:54,633
Well, if
339
00:18:54,633 --> 00:18:58,137
if if the choices are more square footage
340
00:18:58,470 --> 00:19:00,572
versus more money for square footage
341
00:19:00,572 --> 00:19:02,908
you're doing, I'm taking that.
342
00:19:02,908 --> 00:19:05,611
That tomorrow I'm chasing.
343
00:19:05,611 --> 00:19:08,614
You know what I mean?
344
00:19:20,893 --> 00:19:22,528
Yeah.
345
00:19:22,528 --> 00:19:25,531
Have you ever been around?
346
00:19:30,269 --> 00:19:33,272
Yeah.
347
00:19:46,451 --> 00:19:47,486
Yeah.
348
00:19:47,486 --> 00:19:48,554
Have you ever been around a really good
349
00:19:48,554 --> 00:19:50,289
craftsman who's talking to a homeowner
350
00:19:50,289 --> 00:19:51,490
and talked about that?
351
00:19:51,490 --> 00:19:52,224
What he's going to do,
352
00:19:52,224 --> 00:19:54,927
and just kind of glosses over everything.
353
00:19:54,927 --> 00:19:56,295
Sometimes you want to say, wait a minute.
354
00:19:56,295 --> 00:19:58,397
I don't think you understand this guy.
355
00:19:58,397 --> 00:19:59,965
It's all the stuff that is,
356
00:19:59,965 --> 00:20:01,066
you know what I mean?
357
00:20:01,066 --> 00:20:03,669
And, so, yeah,
358
00:20:03,669 --> 00:20:06,672
you don't know who you got here.
359
00:20:09,775 --> 00:20:12,778
Yeah, yeah.
360
00:21:31,857 --> 00:21:32,457
So.
361
00:21:32,457 --> 00:21:33,358
It's always been
362
00:21:33,358 --> 00:21:34,359
kind of frustrating for me.
363
00:21:34,359 --> 00:21:36,461
Is when I see a lot of, like.
364
00:21:36,461 --> 00:21:38,230
I don't know, I've seen this a lot when.
365
00:21:38,230 --> 00:21:39,097
Especially when, like,
366
00:21:39,097 --> 00:21:39,631
when it comes to
367
00:21:39,631 --> 00:21:41,733
the national association,
368
00:21:41,733 --> 00:21:43,435
people will say,
369
00:21:43,435 --> 00:21:44,870
the homeowners don't care about that.
370
00:21:44,870 --> 00:21:46,438
They don't care about that.
371
00:21:46,438 --> 00:21:49,141
I want to own the homeowners don't care.
372
00:21:49,141 --> 00:21:50,609
I think they don't care
373
00:21:50,609 --> 00:21:53,011
because you haven't told the story right?
374
00:21:53,011 --> 00:21:54,746
I think if you say, listen,
375
00:21:54,746 --> 00:21:55,280
you know,
376
00:21:55,280 --> 00:21:55,947
maybe it doesn't mean
377
00:21:55,947 --> 00:21:57,516
anything to a lot of people,
378
00:21:57,516 --> 00:22:00,018
but it means a lot to us to send our
379
00:22:00,018 --> 00:22:01,987
our mechanics to get training,
380
00:22:01,987 --> 00:22:02,821
to make sure they're up
381
00:22:02,821 --> 00:22:03,989
on all the newest techniques
382
00:22:03,989 --> 00:22:05,891
and what have you, the newest technology.
383
00:22:05,891 --> 00:22:08,093
And, and so we we invest in our company,
384
00:22:08,093 --> 00:22:09,061
we invest in the guys.
385
00:22:09,061 --> 00:22:10,996
We send them out because I know
386
00:22:10,996 --> 00:22:11,930
if someone
387
00:22:11,930 --> 00:22:14,933
if I've been on someone to paint my house
388
00:22:15,000 --> 00:22:16,435
and the guy came in and goes,
389
00:22:16,435 --> 00:22:17,235
yeah, give me an estimate,
390
00:22:17,235 --> 00:22:18,670
whatever, or another guy comes
391
00:22:18,670 --> 00:22:19,137
in, he goes, either
392
00:22:19,137 --> 00:22:21,173
I will let you know something.
393
00:22:21,173 --> 00:22:22,040
Every year Sherwin
394
00:22:22,040 --> 00:22:23,575
Williams puts out a glass.
395
00:22:23,575 --> 00:22:24,776
It's raining glass.
396
00:22:24,776 --> 00:22:26,278
And we think it's important enough.
397
00:22:26,278 --> 00:22:26,812
Even though I got
398
00:22:26,812 --> 00:22:28,447
some really talented guys
399
00:22:28,447 --> 00:22:29,081
to make sure
400
00:22:29,081 --> 00:22:31,350
that we go to the classes and we train.
401
00:22:31,350 --> 00:22:31,616
You know,
402
00:22:31,616 --> 00:22:34,286
if it was my job to paint my house,
403
00:22:34,286 --> 00:22:35,420
that would mean a lot to me.
404
00:22:42,394 --> 00:22:45,397
Yeah, that was a.
405
00:23:06,284 --> 00:23:09,287
Yep.
406
00:23:28,507 --> 00:23:31,510
It's nice.
407
00:24:55,627 --> 00:24:58,630
Yeah.
408
00:25:09,407 --> 00:25:10,442
Okay.
409
00:25:10,442 --> 00:25:12,344
Here's the thing.
410
00:25:12,344 --> 00:25:14,279
I don't know how many boomers are left
411
00:25:14,279 --> 00:25:17,082
in, in the, in the world right now,
412
00:25:17,082 --> 00:25:18,350
but by 237,
413
00:25:18,350 --> 00:25:20,919
2037, half of them will be dead.
414
00:25:20,919 --> 00:25:23,822
Okay.
415
00:25:23,822 --> 00:25:25,257
Which is a good thing for young people
416
00:25:25,257 --> 00:25:26,892
because they need the houses.
417
00:25:26,892 --> 00:25:28,593
They need the real estate. Okay.
418
00:25:28,593 --> 00:25:30,395
But
419
00:25:30,395 --> 00:25:32,230
if you're 30 years old,
420
00:25:32,230 --> 00:25:33,965
you don't know how scary it is
421
00:25:33,965 --> 00:25:36,134
for a 68 year old person
422
00:25:36,134 --> 00:25:38,103
to fall and break a hip
423
00:25:38,103 --> 00:25:39,271
or a 75 year old
424
00:25:39,271 --> 00:25:40,739
because they break a hip.
425
00:25:40,739 --> 00:25:42,707
It's like a deer out in the woods
426
00:25:42,707 --> 00:25:43,842
against the
427
00:25:43,842 --> 00:25:47,045
the breaks leg is done for you
428
00:25:47,045 --> 00:25:48,580
if you break a hip
429
00:25:48,580 --> 00:25:50,515
next thing you know, you got pneumonia,
430
00:25:50,515 --> 00:25:51,216
you got pneumonia.
431
00:25:51,216 --> 00:25:52,651
And and Frank was that was what happened.
432
00:25:52,651 --> 00:25:54,085
Frank. He was doing good.
433
00:25:54,085 --> 00:25:55,287
Well, he broke him.
434
00:25:55,287 --> 00:25:56,121
He fell down the stairs.
435
00:25:56,121 --> 00:25:57,622
Now he's in the hospital.
436
00:25:57,622 --> 00:25:58,523
He got hospital.
437
00:25:58,523 --> 00:26:00,292
He got staph infection. And he died.
438
00:26:02,727 --> 00:26:03,528
Now, maybe you don't want to
439
00:26:03,528 --> 00:26:05,697
tell that story, but,
440
00:26:05,697 --> 00:26:07,699
I mean, as an older person,
441
00:26:07,699 --> 00:26:09,167
you worry about these type of things.
442
00:26:09,167 --> 00:26:12,203
So you tell an older person that, hey,
443
00:26:13,271 --> 00:26:14,105
you know, we,
444
00:26:14,105 --> 00:26:14,673
you know,
445
00:26:14,673 --> 00:26:15,674
you use this product,
446
00:26:15,674 --> 00:26:16,608
you go up and down the stairs.
447
00:26:16,608 --> 00:26:18,910
It does because my stairs are slippery.
448
00:26:18,910 --> 00:26:19,911
If I if I walk in
449
00:26:19,911 --> 00:26:21,746
with socks up and down my stairs,
450
00:26:21,746 --> 00:26:23,148
they're kind of slippery,
451
00:26:23,148 --> 00:26:24,049
you know what I mean?
452
00:26:24,049 --> 00:26:26,785
And, so that,
453
00:26:26,785 --> 00:26:29,487
to an older person again is pain point
454
00:26:29,487 --> 00:26:30,355
to an older person.
455
00:26:30,355 --> 00:26:31,823
You you don't know at 30 years old,
456
00:26:31,823 --> 00:26:33,191
you fall, you get up, whatever.
457
00:26:33,191 --> 00:26:34,993
Your buddy laughs, it's you move on.
458
00:26:34,993 --> 00:26:36,861
You fall when you're 75 years old,
459
00:26:36,861 --> 00:26:38,830
it's the end of the road.
460
00:26:38,830 --> 00:26:41,132
I mean,
461
00:26:41,132 --> 00:26:42,867
it's where they get those life alert
462
00:26:42,867 --> 00:26:43,335
things.
463
00:26:44,336 --> 00:26:45,003
Yeah.
464
00:26:45,003 --> 00:26:46,404
But if you had
465
00:26:46,404 --> 00:26:47,739
traffic anti-slip on there,
466
00:26:47,739 --> 00:26:48,506
you could add another
467
00:26:48,506 --> 00:26:50,375
five years to their life.
468
00:26:50,375 --> 00:26:51,676
So you got a great story.
469
00:26:51,676 --> 00:26:54,679
You can wrap around that.
470
00:26:59,818 --> 00:27:01,953
Wow.
471
00:27:01,953 --> 00:27:04,956
She broke her hip.
472
00:27:05,156 --> 00:27:08,159
Listen.
473
00:27:27,779 --> 00:27:30,749
Boom.
474
00:27:34,219 --> 00:27:37,222
Yeah.
475
00:27:45,597 --> 00:27:46,531
Yeah.
476
00:27:46,531 --> 00:27:49,534
Yeah.
477
00:27:51,102 --> 00:27:52,937
Okay.
478
00:27:52,937 --> 00:27:55,940
Into the road.
479
00:27:57,976 --> 00:28:00,979
We.
480
00:28:01,079 --> 00:28:03,014
A couple weeks ago, like.
481
00:28:03,014 --> 00:28:04,315
No you got, you got,
482
00:28:04,315 --> 00:28:05,617
you got your young man
483
00:28:05,617 --> 00:28:08,620
still you have needs.
484
00:28:08,820 --> 00:28:09,721
I was coming home
485
00:28:09,721 --> 00:28:12,190
from being on the road for a long time
486
00:28:12,190 --> 00:28:13,558
a couple weeks ago.
487
00:28:13,558 --> 00:28:15,460
And we live on Main Street.
488
00:28:15,460 --> 00:28:17,729
As I'm passing my house to make the turn
489
00:28:17,729 --> 00:28:20,732
to go to my house, I see my wife
490
00:28:21,166 --> 00:28:23,702
with a leaf blower up on the roof,
491
00:28:23,702 --> 00:28:24,769
blowing the leaves off the roof.
492
00:28:24,769 --> 00:28:25,937
The roof is slanted,
493
00:28:25,937 --> 00:28:27,872
you know what I mean?
494
00:28:27,872 --> 00:28:28,940
I mean, I,
495
00:28:28,940 --> 00:28:31,643
I was so mad, I, I told you, I said,
496
00:28:31,643 --> 00:28:32,877
what the hell are you doing?
497
00:28:32,877 --> 00:28:33,878
She goes, well, the leaves,
498
00:28:33,878 --> 00:28:35,346
all the leaves came off all at once.
499
00:28:35,346 --> 00:28:35,747
I called,
500
00:28:36,748 --> 00:28:38,817
wait till at night before you do that.
501
00:28:38,817 --> 00:28:39,617
People look at that.
502
00:28:39,617 --> 00:28:40,885
They think how lazy I am
503
00:28:40,885 --> 00:28:43,888
that I'm not up there doing it.
504
00:28:44,956 --> 00:28:47,258
Cars drive by.
505
00:28:47,258 --> 00:28:48,359
No.
506
00:28:48,359 --> 00:28:50,428
Well, we'll think of
507
00:28:50,428 --> 00:28:53,398
a 100%.
508
00:28:54,265 --> 00:28:56,901
Yeah.
509
00:28:56,901 --> 00:28:57,836
Wait till nighttime.
510
00:28:57,836 --> 00:29:00,839
No, no, no.
511
00:29:04,008 --> 00:29:07,011
Thank you.
512
00:29:18,523 --> 00:29:21,526
Yeah.
513
00:29:32,737 --> 00:29:34,405
Yeah.
514
00:29:34,405 --> 00:29:37,408
Well.
515
00:29:54,626 --> 00:29:57,629
Yeah.
516
00:30:03,268 --> 00:30:06,271
Yeah.
517
00:30:12,377 --> 00:30:13,378
Yeah.
518
00:30:13,378 --> 00:30:16,381
Yeah.
519
00:30:18,149 --> 00:30:21,119
Okay.
520
00:30:21,486 --> 00:30:23,121
So the average consumer
521
00:30:23,121 --> 00:30:26,090
buys a home 3.4 times in their lifetime.
522
00:30:26,090 --> 00:30:27,659
Okay, so.
523
00:30:27,659 --> 00:30:29,160
And this is going for retailers, too.
524
00:30:29,160 --> 00:30:31,830
Especially so
525
00:30:31,830 --> 00:30:32,330
how do you
526
00:30:32,330 --> 00:30:33,097
how do you can
527
00:30:33,097 --> 00:30:34,332
compete with big box stores
528
00:30:34,332 --> 00:30:35,266
and what have you.
529
00:30:35,266 --> 00:30:36,868
So
530
00:30:36,868 --> 00:30:39,604
if they're buying a home on floor 3.4
531
00:30:39,604 --> 00:30:41,139
times in their lifetime,
532
00:30:41,139 --> 00:30:44,275
then this is a way another revenue stream
533
00:30:44,275 --> 00:30:45,577
to stay in touch with these people
534
00:30:45,577 --> 00:30:47,378
as you go along right now.
535
00:30:47,378 --> 00:30:48,079
So think about it.
536
00:30:49,747 --> 00:30:50,715
Homeowners come
537
00:30:50,715 --> 00:30:52,016
into into retail stores
538
00:30:52,016 --> 00:30:53,818
now with these cell phones, right.
539
00:30:53,818 --> 00:30:55,687
With this godlike power
540
00:30:55,687 --> 00:30:56,588
because they're look at it.
541
00:30:56,588 --> 00:30:57,522
You're you're
542
00:30:57,522 --> 00:30:58,656
you're you're flooring on
543
00:30:58,656 --> 00:31:00,358
the rack is 549.
544
00:31:00,358 --> 00:31:01,292
They got the cell phone
545
00:31:01,292 --> 00:31:02,694
right in front of you, by the way
546
00:31:02,694 --> 00:31:04,529
the bubble bubble up. Oh.
547
00:31:04,529 --> 00:31:05,129
And if and
548
00:31:05,129 --> 00:31:06,965
I can get it for 369 or whatever.
549
00:31:06,965 --> 00:31:09,968
Okay, so you've got that to deal with.
550
00:31:10,735 --> 00:31:12,270
Everybody's offering the same warranties
551
00:31:12,270 --> 00:31:13,872
on the LVP or whatever.
552
00:31:13,872 --> 00:31:15,240
I mean, it's all all BS,
553
00:31:15,240 --> 00:31:17,375
but every warranty is the same.
554
00:31:17,375 --> 00:31:18,776
They won't scratch
555
00:31:18,776 --> 00:31:19,878
and they're waterproof.
556
00:31:19,878 --> 00:31:21,212
Okay. You can't differentiate.
557
00:31:21,212 --> 00:31:22,580
They're they're all the same.
558
00:31:22,580 --> 00:31:24,582
Okay.
559
00:31:24,582 --> 00:31:26,084
Everybody's offering free estimates.
560
00:31:26,084 --> 00:31:26,784
Free estimates.
561
00:31:26,784 --> 00:31:27,986
Now, I was like,
562
00:31:27,986 --> 00:31:28,686
you know,
563
00:31:28,686 --> 00:31:29,454
I mean, everybody
564
00:31:29,454 --> 00:31:30,655
I know,
565
00:31:30,655 --> 00:31:31,756
everybody offers free estimate
566
00:31:31,756 --> 00:31:33,057
and nobody gets excited about that.
567
00:31:37,161 --> 00:31:40,164
Yeah.
568
00:31:40,632 --> 00:31:41,666
Yeah.
569
00:31:41,666 --> 00:31:43,768
So
570
00:31:43,768 --> 00:31:45,169
yeah.
571
00:31:45,169 --> 00:31:48,172
Yes.
572
00:31:48,573 --> 00:31:49,307
Yes.
573
00:31:49,307 --> 00:31:52,310
So.
574
00:31:58,583 --> 00:31:59,851
Yeah.
575
00:31:59,851 --> 00:32:02,520
Yeah.
576
00:32:02,520 --> 00:32:04,622
So.
577
00:32:04,622 --> 00:32:06,024
Oh my God.
578
00:32:06,024 --> 00:32:07,158
So,
579
00:32:07,158 --> 00:32:08,660
you don't have the buying power
580
00:32:08,660 --> 00:32:10,461
that these massive stores have.
581
00:32:10,461 --> 00:32:11,963
You don't have those.
582
00:32:11,963 --> 00:32:13,865
So what do you have?
583
00:32:13,865 --> 00:32:16,000
And this is a way for you to again
584
00:32:16,000 --> 00:32:16,834
we talk about building
585
00:32:16,834 --> 00:32:18,269
a boutique experience.
586
00:32:18,269 --> 00:32:18,503
You know,
587
00:32:18,503 --> 00:32:19,804
we care so much about your
588
00:32:19,804 --> 00:32:22,407
your your floor that we can offer this.
589
00:32:22,407 --> 00:32:23,341
A lot of times you can
590
00:32:23,341 --> 00:32:24,542
you can extend the warranty.
591
00:32:24,542 --> 00:32:26,110
You know what we'll give you will,
592
00:32:26,110 --> 00:32:26,644
you know,
593
00:32:26,644 --> 00:32:27,912
we weren't here set for one year,
594
00:32:27,912 --> 00:32:28,746
whatever, blah blah blah.
595
00:32:28,746 --> 00:32:30,014
Or you know what?
596
00:32:30,014 --> 00:32:30,515
If we come out
597
00:32:30,515 --> 00:32:32,216
and do a deep cleaning once a year,
598
00:32:32,216 --> 00:32:33,351
we can extend the warranty
599
00:32:33,351 --> 00:32:34,485
on your floors.
600
00:32:34,485 --> 00:32:35,787
So there's a lot of different options
601
00:32:35,787 --> 00:32:37,555
there. But again, it's just a way.
602
00:32:37,555 --> 00:32:38,389
And by the way,
603
00:32:38,389 --> 00:32:39,457
if you ever do this,
604
00:32:39,457 --> 00:32:41,059
I always empty the dirty water
605
00:32:41,059 --> 00:32:42,627
in front of the clients
606
00:32:42,627 --> 00:32:43,828
so they can see it.
607
00:32:43,828 --> 00:32:44,729
And if they're not home,
608
00:32:44,729 --> 00:32:45,596
I'll take someone
609
00:32:45,596 --> 00:32:46,898
to have them videotape it
610
00:32:46,898 --> 00:32:47,865
so they can see how much dirt
611
00:32:47,865 --> 00:32:49,400
you pulling off that floor.
612
00:32:49,400 --> 00:32:51,869
It's a wow factor. Moment.
613
00:32:51,869 --> 00:32:55,506
So again, just another way to add value.
614
00:32:55,640 --> 00:32:57,241
Separate yourself from from the guy
615
00:32:57,241 --> 00:32:57,842
down the road
616
00:32:57,842 --> 00:32:59,310
from from the other competition out
617
00:32:59,310 --> 00:33:00,345
there and what have you. So.
618
00:33:34,312 --> 00:33:37,315
Yeah.
619
00:33:53,998 --> 00:33:56,968
Yeah.
620
00:34:44,549 --> 00:34:45,583
Yeah.
621
00:34:45,583 --> 00:34:48,586
Yeah.
622
00:34:55,426 --> 00:34:58,429
Okay.
623
00:35:13,511 --> 00:35:16,514
Okay.
624
00:35:17,849 --> 00:35:18,883
Yeah.
625
00:35:18,883 --> 00:35:19,951
Okay.
626
00:35:19,951 --> 00:35:20,818
Let's say we're going to.
627
00:35:20,818 --> 00:35:21,552
Let's say we're going
628
00:35:21,552 --> 00:35:24,555
to, we're going to go down 2000ft²,
629
00:35:24,622 --> 00:35:26,557
install sand and finish.
630
00:35:26,557 --> 00:35:29,093
Okay.
631
00:35:29,093 --> 00:35:31,362
Underneath that floor
632
00:35:31,362 --> 00:35:33,197
is a sea of chemicals.
633
00:35:33,197 --> 00:35:35,199
Okay.
634
00:35:35,199 --> 00:35:37,702
You have nasty, nasty off gassing stuff
635
00:35:37,702 --> 00:35:39,303
that goes on with it.
636
00:35:39,303 --> 00:35:40,438
Homeowners don't think about that
637
00:35:40,438 --> 00:35:41,305
when they're doing their floors
638
00:35:41,305 --> 00:35:42,340
and thinking about the floor
639
00:35:42,340 --> 00:35:43,875
in the end, okay?
640
00:35:43,875 --> 00:35:45,776
And you're going to stain that floor
641
00:35:45,776 --> 00:35:46,043
and you're
642
00:35:46,043 --> 00:35:48,112
introducing all those VOCs
643
00:35:48,112 --> 00:35:50,148
into the environment.
644
00:35:50,148 --> 00:35:52,583
And then some of the finishes as well,
645
00:35:52,583 --> 00:35:54,852
man, to say, listen, there's
646
00:35:54,852 --> 00:35:56,587
there's one choice
647
00:35:56,587 --> 00:35:58,856
or here's our other choice.
648
00:35:58,856 --> 00:35:59,590
We have
649
00:35:59,590 --> 00:36:00,658
the only green gar gold
650
00:36:00,658 --> 00:36:03,661
adhesive in the industry.
651
00:36:03,828 --> 00:36:05,029
Just you
652
00:36:05,029 --> 00:36:06,430
don't have to worry about those nasty off
653
00:36:06,430 --> 00:36:08,299
gassing chemicals, blah, blah blah.
654
00:36:08,299 --> 00:36:09,367
And the same with the chroma.
655
00:36:10,468 --> 00:36:13,037
So I think is a great sales presentation,
656
00:36:13,037 --> 00:36:13,738
what have you.
657
00:36:13,738 --> 00:36:14,805
But I'm going to say something else
658
00:36:14,805 --> 00:36:16,073
about chroma.
659
00:36:16,073 --> 00:36:17,375
If you ever have any questions
660
00:36:17,375 --> 00:36:19,343
about chroma,
661
00:36:19,343 --> 00:36:21,646
call Jeremiah Strong and Donor.
662
00:36:21,646 --> 00:36:22,046
I'll give you
663
00:36:22,046 --> 00:36:22,847
his email address
664
00:36:22,847 --> 00:36:25,816
Jeremiah Strong at nola.com.
665
00:36:25,816 --> 00:36:27,485
Because I spent 2 or 3 days
666
00:36:27,485 --> 00:36:29,153
with him last week
667
00:36:29,153 --> 00:36:31,255
and he couldn't stop talking about it.
668
00:36:31,255 --> 00:36:32,957
He was winging it.
669
00:36:32,957 --> 00:36:33,958
People don't realize yet
670
00:36:33,958 --> 00:36:36,093
it's going to take over.
671
00:36:36,093 --> 00:36:37,728
It's only way to go.
672
00:36:37,728 --> 00:36:40,264
He was on a 20 500 square foot job.
673
00:36:40,264 --> 00:36:42,433
He said, we sanded it.
674
00:36:42,433 --> 00:36:42,900
He goes,
675
00:36:42,900 --> 00:36:44,635
the guy would have water, popped it
676
00:36:44,635 --> 00:36:45,536
and then come back
677
00:36:45,536 --> 00:36:46,871
the next day and stained it.
678
00:36:46,871 --> 00:36:48,039
Come back the next day and
679
00:36:48,039 --> 00:36:49,974
and then start coating it.
680
00:36:49,974 --> 00:36:51,375
You said when you, you know, when you're
681
00:36:51,375 --> 00:36:51,943
when you,
682
00:36:51,943 --> 00:36:53,177
you're using the chroma,
683
00:36:53,177 --> 00:36:55,213
your water pumping as you go along.
684
00:36:55,213 --> 00:36:57,148
You said we waited like a couple hours.
685
00:36:57,148 --> 00:36:58,282
He goes
686
00:36:58,282 --> 00:36:59,350
there was zero transfer
687
00:36:59,350 --> 00:37:00,151
on the roller cover,
688
00:37:01,252 --> 00:37:02,620
zero transfer on something
689
00:37:02,620 --> 00:37:04,422
that you stain just a couple hours ago.
690
00:37:04,422 --> 00:37:04,822
And he goes,
691
00:37:04,822 --> 00:37:05,990
the staining was so fast
692
00:37:05,990 --> 00:37:07,825
and so forgiving.
693
00:37:07,825 --> 00:37:08,626
It goes.
694
00:37:08,626 --> 00:37:10,828
He was blown away by it. So yeah.
695
00:37:10,828 --> 00:37:11,762
Jeremiah Strong
696
00:37:11,762 --> 00:37:12,897
if you have any questions on it
697
00:37:12,897 --> 00:37:14,398
because I mean he's just
698
00:37:14,398 --> 00:37:15,566
he couldn't stop talking about it.
699
00:37:15,566 --> 00:37:17,001
So
700
00:37:17,001 --> 00:37:20,004
and he's a very.
701
00:37:24,742 --> 00:37:27,745
Yeah.
702
00:37:55,873 --> 00:37:56,807
Yeah.
703
00:37:56,807 --> 00:37:59,810
Yeah.
704
00:38:01,279 --> 00:38:04,282
Yeah.
705
00:38:25,202 --> 00:38:28,205
You know.
706
00:38:33,577 --> 00:38:36,380
Yeah.
707
00:38:36,380 --> 00:38:36,847
Yeah.
708
00:38:36,847 --> 00:38:39,850
Gets it.
709
00:38:40,718 --> 00:38:41,552
Well,
710
00:38:41,552 --> 00:38:42,053
and as you're
711
00:38:42,053 --> 00:38:42,987
telling your consumer
712
00:38:42,987 --> 00:38:44,121
that you don't have to worry
713
00:38:44,121 --> 00:38:45,523
about spontaneous combustion every,
714
00:38:45,523 --> 00:38:48,492
every year, homes get homes burned down
715
00:38:48,492 --> 00:38:50,895
through through spontaneous combustion.
716
00:38:50,895 --> 00:38:51,962
And, it's
717
00:38:51,962 --> 00:38:52,897
one thing that none of us
718
00:38:52,897 --> 00:38:55,900
have to worry again about, so it's great.
719
00:38:56,000 --> 00:38:56,934
Great.
720
00:38:56,934 --> 00:38:59,937
So you you put all if you can put this
721
00:39:00,171 --> 00:39:02,273
into a,
722
00:39:02,273 --> 00:39:03,808
presentation for your clients.
723
00:39:04,875 --> 00:39:05,042
Yeah.
724
00:39:05,042 --> 00:39:05,343
I think
725
00:39:05,343 --> 00:39:08,346
you set yourself apart from everybody.
726
00:39:14,919 --> 00:39:15,219
Know.
727
00:39:15,219 --> 00:39:16,654
Right. My.
728
00:39:16,654 --> 00:39:18,089
No kidding.
729
00:39:18,089 --> 00:39:21,058
Wow, wow.
730
00:39:35,005 --> 00:39:38,008
Wow.
731
00:39:45,516 --> 00:39:48,519
Yeah.
732
00:40:01,132 --> 00:40:04,135
Yeah.
733
00:40:15,246 --> 00:40:18,249
Yeah.
734
00:40:26,090 --> 00:40:27,224
Wow.
735
00:40:27,224 --> 00:40:29,860
Wow. That's awesome.
736
00:40:29,860 --> 00:40:30,494
Yep.
737
00:40:30,494 --> 00:40:33,497
Yep. Sweet.
738
00:40:33,664 --> 00:40:36,367
All right, well, you know what, Rob?
739
00:40:36,367 --> 00:40:37,735
Great job. Man.
740
00:40:37,735 --> 00:40:39,003
It was, Yeah,
741
00:40:39,003 --> 00:40:40,204
it was a really good,
742
00:40:40,204 --> 00:40:42,840
good idea for for a podcast.
743
00:40:42,840 --> 00:40:45,576
And,
744
00:40:45,576 --> 00:40:47,311
all we are interested here.
745
00:40:47,311 --> 00:40:48,446
Obviously, we work for bone,
746
00:40:48,446 --> 00:40:49,213
we want to sell products,
747
00:40:49,213 --> 00:40:50,080
blah, blah, blah,
748
00:40:50,080 --> 00:40:53,083
but we really, truly want to see
749
00:40:53,117 --> 00:40:54,418
guys succeed.
750
00:40:54,418 --> 00:40:55,820
And guys, guys,
751
00:40:55,820 --> 00:40:57,655
you know, get out of this craft
752
00:40:57,655 --> 00:40:59,223
that want everything that they want
753
00:40:59,223 --> 00:41:00,224
and have a great year.
754
00:41:00,224 --> 00:41:02,326
They they got their process
755
00:41:02,326 --> 00:41:03,994
dialed in a little bit quicker.
756
00:41:03,994 --> 00:41:05,262
They're making more money doing it.
757
00:41:05,262 --> 00:41:06,430
They're staying there longer.
758
00:41:06,430 --> 00:41:07,565
They're they're they're not.
759
00:41:07,565 --> 00:41:10,568
Is their bodies not getting is beat up.
760
00:41:10,634 --> 00:41:13,471
You know if you can prolong your career
761
00:41:13,471 --> 00:41:15,239
another 2 or 3 years
762
00:41:15,239 --> 00:41:17,107
by some of the techniques out there. Now.
763
00:41:18,642 --> 00:41:20,644
Man,
764
00:41:20,644 --> 00:41:21,645
what what does that do
765
00:41:21,645 --> 00:41:22,613
for the bottom line?
766
00:41:22,613 --> 00:41:24,415
You know what I mean?
767
00:41:24,415 --> 00:41:27,418
I know a lot of.
768
00:41:39,964 --> 00:41:42,967
Yeah.
769
00:41:46,170 --> 00:41:46,937
Yeah.
770
00:41:46,937 --> 00:41:48,239
Yeah.
771
00:41:48,239 --> 00:41:51,242
I I've.
772
00:42:06,357 --> 00:42:08,225
Man, I just had this conversation
773
00:42:08,225 --> 00:42:08,692
with a guy.
774
00:42:08,692 --> 00:42:09,527
I won't say his name
775
00:42:09,527 --> 00:42:10,261
because he probably wouldn't
776
00:42:10,261 --> 00:42:11,829
want me to, but,
777
00:42:11,829 --> 00:42:12,596
older guy
778
00:42:12,596 --> 00:42:14,598
and basically said the same thing,
779
00:42:14,598 --> 00:42:14,932
you know,
780
00:42:14,932 --> 00:42:17,067
I want to retire, but,
781
00:42:17,067 --> 00:42:18,936
I've worked so hard to get where I am,
782
00:42:18,936 --> 00:42:20,638
and now I know so much
783
00:42:20,638 --> 00:42:21,906
that I'm making more money
784
00:42:21,906 --> 00:42:23,240
than I ever have.
785
00:42:23,240 --> 00:42:24,041
Well,
786
00:42:24,041 --> 00:42:25,142
if you could have done that
787
00:42:25,142 --> 00:42:26,877
ten years earlier, you know what I mean?
788
00:42:26,877 --> 00:42:27,778
And you get there
789
00:42:27,778 --> 00:42:30,614
and you're staying in that zone.
790
00:42:30,614 --> 00:42:32,650
Man, what a difference it makes.
791
00:42:32,650 --> 00:42:34,251
And, there's nothing worse
792
00:42:34,251 --> 00:42:35,119
than a guy
793
00:42:35,119 --> 00:42:36,186
having to retire
794
00:42:36,186 --> 00:42:38,055
earlier than he wants to,
795
00:42:38,055 --> 00:42:38,589
you know what I mean?
796
00:42:38,589 --> 00:42:39,056
And often
797
00:42:39,056 --> 00:42:39,990
we do in this industry
798
00:42:39,990 --> 00:42:40,858
because of injuries
799
00:42:40,858 --> 00:42:42,626
and the toll it takes on you.
800
00:42:42,626 --> 00:42:44,028
So, you know,
801
00:42:44,028 --> 00:42:45,195
I was told before
802
00:42:45,195 --> 00:42:47,164
that you got to envision yourself
803
00:42:47,164 --> 00:42:49,366
like a 70 year old man on your shoulder,
804
00:42:49,366 --> 00:42:50,968
you know, I mean, and that's you.
805
00:42:50,968 --> 00:42:52,169
And you got to take care of that, guys.
806
00:42:52,169 --> 00:42:53,804
So when you're doing your estimates
807
00:42:53,804 --> 00:42:54,104
and you're
808
00:42:55,339 --> 00:42:55,906
Lee and.
809
00:42:55,906 --> 00:42:58,909
No, no, no, he's in the mirror.
810
00:43:01,011 --> 00:43:01,378
Yeah.
811
00:43:01,378 --> 00:43:02,279
He'll move from you
812
00:43:02,279 --> 00:43:04,014
losing your shoulder to your mirror
813
00:43:04,014 --> 00:43:05,416
after a while.
814
00:43:05,416 --> 00:43:07,318
And that's worse.
815
00:43:07,318 --> 00:43:10,321
But seriously, we, we really do.
816
00:43:16,427 --> 00:43:17,194
Yeah, yeah,
817
00:43:17,194 --> 00:43:20,197
with the beard.
818
00:43:20,998 --> 00:43:22,199
All right,
819
00:43:22,199 --> 00:43:22,933
well, we've gone
820
00:43:22,933 --> 00:43:24,134
47 minutes or so,
821
00:43:24,134 --> 00:43:26,737
so we should probably wrap it up.
822
00:43:26,737 --> 00:43:28,739
Rob, man, I really appreciate you, man.
823
00:43:28,739 --> 00:43:30,407
I don't say it enough. I really do.
824
00:43:30,407 --> 00:43:31,709
You got a lot of knowledge, man.
825
00:43:31,709 --> 00:43:32,977
And, And I appreciate everything
826
00:43:32,977 --> 00:43:33,577
I learned.
827
00:43:33,577 --> 00:43:34,144
I learned
828
00:43:34,144 --> 00:43:36,013
more about sandpaper
829
00:43:36,013 --> 00:43:37,948
from you than anybody.
830
00:43:37,948 --> 00:43:39,583
I learn more about fire
831
00:43:39,583 --> 00:43:40,751
and spontaneous combustion
832
00:43:40,751 --> 00:43:42,286
and all that from anybody.
833
00:43:42,286 --> 00:43:44,488
And, there's probably
834
00:43:44,488 --> 00:43:47,224
another handful of things in there
835
00:43:47,224 --> 00:43:48,359
that I've learned from you
836
00:43:48,359 --> 00:43:50,361
more than anybody I've ever talked to.
837
00:43:50,361 --> 00:43:51,729
So when I get in a jam and I.
838
00:43:51,729 --> 00:43:53,330
And I need some,
839
00:43:53,330 --> 00:43:53,831
I need a
840
00:43:53,831 --> 00:43:55,766
I mean, let me talk to somebody else.
841
00:43:55,766 --> 00:43:57,034
You're always my go to man.
842
00:43:57,034 --> 00:43:58,168
So I appreciate that. Rob.
843
00:43:59,269 --> 00:44:02,272
Yeah.
844
00:44:04,208 --> 00:44:07,211
No no no no.
845
00:44:07,244 --> 00:44:09,313
All right.
846
00:44:09,313 --> 00:44:10,948
Yeah I'm sure you'll be here
847
00:44:10,948 --> 00:44:12,483
for another year. So.
848
00:44:12,483 --> 00:44:12,883
All right.
849
00:44:12,883 --> 00:44:13,917
It's been another episode
850
00:44:13,917 --> 00:44:15,319
of On the Floor with Wayne and Rob.
851
00:44:15,319 --> 00:44:17,154
Please stay tuned for another episode.