Wayne and Rob discuss bidding and estimating and the things you need to include to take them to the next level. 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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You.
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Hello.
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Welcome to
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another episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highlander, national sales
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manager for Morning Edition.
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And I'm doctor Rob Johnson
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from a training.
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How are we doing, Rob?
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Pretty good.
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Yeah.
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Were you ever in life, Rob.
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Think that the somebody
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built something completely wrong?
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Like. Like there's.
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Well, I'll just get right to it.
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I think electrical panels
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are completely wrong.
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The way that they've been built.
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I've never liked electrical panels.
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I think they're silly the way
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they've been constructed in homes.
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I think there's a way
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better way to do it.
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And I don't understand
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how everybody in the world
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doesn't know that.
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Go.
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I know people think that,
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I was on mute or anything, but,
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I'm telling you,
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there are some times
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when we do this show.
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I have
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no idea where you're coming from.
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Why would you?
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This is a pretty good one.
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Why would you build a 20?
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I think
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that there is nothing
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better than an electrical panel.
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I would distribuicao
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it takes it in from the house, distribute
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it correctly.
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Wattage, voltage,
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everything perfect to 21 to.
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And you have a problem with this?
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If I was the president of United States,
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the first thing I would do
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is I would pass a law
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that all the electrical panels
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should be for times
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the size of the Earth.
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Why? Why?
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Why do you have to condense
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everything down
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to this small little area
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where you can barely get your hands
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and you have all these wires
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on top of each other and everything?
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Why not make it three times the size?
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Tell me why I'm wrong.
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There's not room.
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There's no good reason not to have
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electrical panel
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that you can actually get in and operate
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and have room.
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Doesn't take up that much more room.
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So you like
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you want a walk in electric panel?
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Don't think up too much room,
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but certainly bigger than you are.
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Three times the size.
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I'll tell you something else.
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That they make room.
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Weight and get pulled.
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That thought, you know.
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What have you been doing that you think
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electrical panels are too small?
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It's bugged me my whole career.
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It absolutely has.
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Every time I had to get in one
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and manipulate the wires
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and do all these different stuff
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in there, I thought,
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what do you have to make
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em so small for real?
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I just doesn't see that
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makes any sense to me.
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So anyhow.
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All right,
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if any
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if anybody has an answer to that,
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I'd like to know.
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There is no answer to that.
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There's got to be an answer to that.
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It's, a random thought.
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I'll tell you something else.
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I think they may completely wrong.
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Is toilet paper dispensers.
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Have you ever been in an airport?
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And the toilet paper dispenser is loud
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and creaky
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as the toilet paper is coming out?
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It's none of that guy's business
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next to me.
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How much toilet paper?
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That's a highly personal matter.
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You know what I mean?
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Why do they have this?
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Why is it so loud? As a.
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You know what I mean?
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I think they just
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could have done a better job.
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You know, ladies and gentlemen,
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we really like,
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like to thank you for the last
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three years of listening.
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It's just it's been a fun ride.
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It really has.
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I never thought we'd get best
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ten episodes, but,
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this is Robin Wayne
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signing off.
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Maybe it is.
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All right.
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No, I never noticed.
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Now, I will say this about some of the
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some of the airport toilet paper that
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that sometimes
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you get to jam
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your arm up
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inside of there and fumble around
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and get it so,
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yeah, maybe there could be a better way.
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But, man, wait till Eileen hears
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this one. She.
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This one is definitely not going to.
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Or that, this or that.
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What kind of
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sick human being would make toilet paper
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so thin that they break it every, every,
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every like, you know,
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eight inches
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breaks, eight inches it breaks,
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eight inches it breaks.
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You know what I mean?
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Come on, spend a little money.
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All right.
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God, it's amazing
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how many times you and
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I are on the opposite sides.
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Okay, how can.
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You be on the up and tell me how you can.
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How I'm going to tell you.
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I'm going to tell you exactly.
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There is a toilet paper that I like
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very much.
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Scott.
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Scott is our go to toilet paper.
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Scott. Tissue in your own home?
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In my home?
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Yes, but that's not out in public.
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Wait, wait.
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So my son in law Brian talk to him.
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He's.
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You talked about him
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before he married Emily, right?
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When they got married and moved
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and she moved out,
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the first thing he said to her was,
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we're not going to get that cheap
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toilet paper that your dad uses.
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We're getting
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the shaman, the quilt,
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you know, the big time heavy stuff.
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So I've been accused.
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Brian, listen to the show.
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You know I love you, buddy.
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He does
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not like my family's toilet paper.
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And my daughter, Emily, the traitor.
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She went right. Okay.
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You're the boss now, I guess so.
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Wow, that was it.
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Okay, so.
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Wait a minute now.
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Now that we're on the subject.
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The kids now.
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Not my son,
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but the two girls, Emily and Rebecca,
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have birthdays.
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Oh, you can
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you can buy a bidet
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and hook it into your existing toilet.
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Yep.
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I thought a bidet was like a separate.
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Well, they used to.
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Be a separate thing.
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Yeah.
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So you would use your toilet and then
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go sit on the bidet,
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get up from one and go to the other.
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Is that how it works?
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I don't know, I've never used them.
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I've never. I've never used one either.
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Never.
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But I was listening to the girls talking
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about the different things
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that they have in the.
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Some of them had blow dryers
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and I was like, wow.
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It makes sense. You know?
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But when,
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when you used to, used to
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in the old days,
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if you wanted like a, a
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really good stereo
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or you wanted the, the,
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the leather seats or you wanted the,
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the automatic door openers
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or all those fancy stuff,
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you had to buy a Mercedes
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because you had to buy a luxury car
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to get those extra things.
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Now they're making them an entry
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level cars and,
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you know, just mid-range cars.
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So it only makes sense
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that the technology
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would catch up with that as well.
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Let's get on to our subject.
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That I thought that
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was the subject today. No.
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Today we're going to talk about
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expert level estimating.
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And
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if you Google that expert
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level estimating,
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what you're going to come up with
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is a bunch of software stuff,
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like better software
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to help you better jobs
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and what have you.
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I'm not talking about that type of stuff.
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I'm talking about the human interaction
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with the, with your clients and,
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you know,
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it makes me think sometimes.
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All right, so if you have a business
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and, you want to make more money,
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you want to impress your clients more
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or what have you.
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You could either do
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more custom high end stuff.
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You know, it's been spent time
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doing a lot of,
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you know, custom stuff like that.
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Or maybe
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the best return on your
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investment is to really, really,
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really nail your presentation.
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You know what I mean?
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I think there's a lot to be
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said for that,
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because sometimes we think, oh,
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well, we're good at what we do.
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We don't really have to sell ourselves
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because, you know,
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we got a good for company.
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We know what we're doing
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and our reputation, whatever.
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So we don't really have to do that.
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But what if you had that reputation?
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But also
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you really, really, really sold it
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in upsell. Sold.
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You observed upsell,
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upsell, upsell your business.
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Upsell. Yeah.
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So I mean,
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I think about this a lot
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because and I think for some,
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some people like,
286
00:08:50,663 --> 00:08:52,064
like you can join Toastmasters,
287
00:08:52,064 --> 00:08:53,966
I've talked about Toastmasters before
288
00:08:53,966 --> 00:08:54,700
to really,
289
00:08:54,700 --> 00:08:55,902
really learn
290
00:08:55,902 --> 00:08:58,037
how to nail your presentation
291
00:08:58,037 --> 00:08:58,538
and practice
292
00:08:58,538 --> 00:09:01,541
your presentation to the clients and,
293
00:09:01,741 --> 00:09:03,109
to separate yourselves
294
00:09:03,109 --> 00:09:05,044
from the competition.
295
00:09:05,044 --> 00:09:06,946
And, so I thought that might be good.
296
00:09:06,946 --> 00:09:07,280
Good.
297
00:09:08,614 --> 00:09:08,881
Good.
298
00:09:08,881 --> 00:09:10,950
I'm talking about the salesmanship.
299
00:09:10,950 --> 00:09:12,351
When I talk about expert
300
00:09:12,351 --> 00:09:14,787
level estimating, I'm not talking about,
301
00:09:14,787 --> 00:09:16,422
you know,
302
00:09:16,422 --> 00:09:18,024
any kind of software or what have you.
303
00:09:18,024 --> 00:09:19,992
And I'll give you a real quick example.
304
00:09:19,992 --> 00:09:21,561
I actually think you were with me.
305
00:09:21,561 --> 00:09:22,128
Maybe you were.
306
00:09:22,128 --> 00:09:23,696
Maybe were, I don't know,
307
00:09:23,696 --> 00:09:25,498
you're in a restaurant not too long ago,
308
00:09:25,498 --> 00:09:26,899
and as,
309
00:09:26,899 --> 00:09:28,134
we were done with our meal
310
00:09:28,134 --> 00:09:30,169
and the waitress gave us a check,
311
00:09:30,169 --> 00:09:31,170
when she brought me the bill,
312
00:09:31,170 --> 00:09:33,439
she touched me on the shoulder.
313
00:09:33,439 --> 00:09:36,142
Now, we all know that story, right?
314
00:09:36,142 --> 00:09:39,345
I mean, it's it's I mean, this study says
315
00:09:39,779 --> 00:09:41,113
if the waitress just does
316
00:09:41,113 --> 00:09:43,416
that simple act of touching you,
317
00:09:43,416 --> 00:09:45,184
touched you on the shoulder or whatever,
318
00:09:45,184 --> 00:09:47,353
that they get a better tip.
319
00:09:47,353 --> 00:09:48,487
And that's true.
320
00:09:48,487 --> 00:09:49,188
I mean, I don't,
321
00:09:49,188 --> 00:09:49,855
because in my case,
322
00:09:49,855 --> 00:09:51,457
I pay everybody the same. Pretty much.
323
00:09:51,457 --> 00:09:53,159
They give everybody the same tip.
324
00:09:53,159 --> 00:09:55,761
But, you know, it's it's a, it's a,
325
00:09:55,761 --> 00:09:57,063
it's a technique.
326
00:09:57,063 --> 00:09:58,798
I've never heard that one before.
327
00:09:58,798 --> 00:10:00,900
Oh that's absolutely a fact.
328
00:10:00,900 --> 00:10:01,100
Yeah.
329
00:10:01,100 --> 00:10:02,735
If a waitress or waiter,
330
00:10:02,735 --> 00:10:05,071
probably mostly a waitress, like
331
00:10:06,272 --> 00:10:07,740
now that I think about it,
332
00:10:07,740 --> 00:10:08,841
touches you
333
00:10:08,841 --> 00:10:09,709
during the interaction,
334
00:10:09,709 --> 00:10:10,443
like, puts your hand on her
335
00:10:10,443 --> 00:10:11,777
shoulder, says, hey, thank you very much.
336
00:10:11,777 --> 00:10:14,146
I appreciate the way I was just a quick
337
00:10:14,146 --> 00:10:17,149
that their percentage of tips go up.
338
00:10:17,550 --> 00:10:19,852
But did you tip her more?
339
00:10:19,852 --> 00:10:21,253
I don't know, I'm pretty good.
340
00:10:21,253 --> 00:10:22,588
I'm pretty good tip.
341
00:10:22,588 --> 00:10:24,357
I maybe even to a fault,
342
00:10:24,357 --> 00:10:26,592
but so I wouldn't. I'm aware of that.
343
00:10:26,592 --> 00:10:27,393
When it happened
344
00:10:27,393 --> 00:10:29,028
because whoever I was with, I said, hey,
345
00:10:29,028 --> 00:10:30,696
you see just what happened.
346
00:10:30,696 --> 00:10:32,732
Let me tell you where that happened.
347
00:10:32,732 --> 00:10:33,966
So I, I'm aware of that.
348
00:10:33,966 --> 00:10:35,001
So it doesn't,
349
00:10:35,001 --> 00:10:36,102
you know, it doesn't really affect you.
350
00:10:36,102 --> 00:10:37,436
I'm going to do what I want to do,
351
00:10:37,436 --> 00:10:39,138
but I think that's that's,
352
00:10:39,138 --> 00:10:40,973
you know, maybe psychologically it did,
353
00:10:40,973 --> 00:10:41,440
you know.
354
00:10:42,708 --> 00:10:44,343
So
355
00:10:44,343 --> 00:10:47,346
why don't we tip fast food people?
356
00:10:47,546 --> 00:10:50,549
Why should we.
357
00:10:51,917 --> 00:10:54,720
The people at chick fil A or fantastic.
358
00:10:54,720 --> 00:10:56,756
Listen, you know what?
359
00:10:56,756 --> 00:10:58,024
I tip Dunkin Donuts.
360
00:10:58,024 --> 00:10:59,425
Dunkin donuts people,
361
00:10:59,425 --> 00:11:00,760
they get the cup out there.
362
00:11:00,760 --> 00:11:03,262
I, a $3 cup of coffee.
363
00:11:03,262 --> 00:11:04,296
I'll throw a dollar in there.
364
00:11:04,296 --> 00:11:07,299
Why not? Why?
365
00:11:07,633 --> 00:11:08,401
I don't mind tip.
366
00:11:08,401 --> 00:11:11,370
Why don't we tip the fast food guys?
367
00:11:11,704 --> 00:11:13,305
They're not making a lot of money.
368
00:11:13,305 --> 00:11:14,240
They're still working.
369
00:11:14,240 --> 00:11:16,142
They're humping.
370
00:11:16,142 --> 00:11:18,477
See, I have a problem with what happened.
371
00:11:18,477 --> 00:11:19,645
And since I probably shouldn't
372
00:11:19,645 --> 00:11:21,514
even say this,
373
00:11:21,514 --> 00:11:22,782
Here we go.
374
00:11:22,782 --> 00:11:24,350
But,
375
00:11:24,350 --> 00:11:25,451
you know,
376
00:11:25,451 --> 00:11:26,452
you know, when you buy something,
377
00:11:26,452 --> 00:11:28,587
let's say at a donut store,
378
00:11:28,587 --> 00:11:29,555
then it had to be a chain
379
00:11:29,555 --> 00:11:32,358
or it got a donut store in it and,
380
00:11:32,358 --> 00:11:35,061
they say, okay, it's 1865 or whatever.
381
00:11:35,061 --> 00:11:36,128
And then they turn the screen
382
00:11:36,128 --> 00:11:37,563
around to you
383
00:11:37,563 --> 00:11:40,566
to put your card in, and it says 15%,
384
00:11:40,866 --> 00:11:42,935
18% or 20%.
385
00:11:44,103 --> 00:11:46,238
But I don't like that.
386
00:11:46,238 --> 00:11:46,405
Yeah.
387
00:11:46,405 --> 00:11:47,673
I don't, you know,
388
00:11:47,673 --> 00:11:49,208
I mean, I'm, I'm, I'm a good tip, Robin.
389
00:11:49,208 --> 00:11:50,376
Generous guy.
390
00:11:50,376 --> 00:11:52,912
But I, you know, I,
391
00:11:52,912 --> 00:11:53,813
I'm problem with that.
392
00:11:53,813 --> 00:11:55,281
So when you say we
393
00:11:55,281 --> 00:11:57,049
tip the fast food guy or whatever
394
00:11:57,049 --> 00:11:57,750
I don't know, man.
395
00:11:57,750 --> 00:11:58,217
I don't
396
00:11:58,217 --> 00:11:58,818
I probably shouldn't
397
00:11:58,818 --> 00:12:00,553
even talk about it, but,
398
00:12:00,553 --> 00:12:01,854
that's the way I feel that.
399
00:12:01,854 --> 00:12:04,857
I like having dollars all the time.
400
00:12:05,558 --> 00:12:07,793
Tip the carwash guy, I, I,
401
00:12:07,793 --> 00:12:09,762
I like tipping.
402
00:12:09,762 --> 00:12:10,362
Well, I like.
403
00:12:10,362 --> 00:12:10,763
Tipping,
404
00:12:10,763 --> 00:12:13,766
and I don't understand why we don't tip.
405
00:12:13,866 --> 00:12:15,568
Like, especially the people
406
00:12:15,568 --> 00:12:16,368
like chick fil A.
407
00:12:16,368 --> 00:12:16,635
I know
408
00:12:16,635 --> 00:12:17,870
it sounds like I'm doing a chick fil
409
00:12:17,870 --> 00:12:18,437
A commercial,
410
00:12:18,437 --> 00:12:19,605
but my god,
411
00:12:19,605 --> 00:12:20,706
if they're not the most friendly
412
00:12:20,706 --> 00:12:22,508
damn people you've ever met in your life,
413
00:12:22,508 --> 00:12:23,642
Holy crap.
414
00:12:23,642 --> 00:12:25,811
Yeah, they are, and I think they get
415
00:12:27,480 --> 00:12:28,180
I think you get more in
416
00:12:28,180 --> 00:12:29,348
most fast food places.
417
00:12:29,348 --> 00:12:30,549
Do I think chick laid people?
418
00:12:30,549 --> 00:12:32,051
Not that that matters at all.
419
00:12:32,051 --> 00:12:33,619
But anyhow.
420
00:12:33,619 --> 00:12:35,287
Here's how good they are.
421
00:12:35,287 --> 00:12:36,288
I went to a chick fil A
422
00:12:36,288 --> 00:12:39,291
in Philadelphia, Philly.
423
00:12:40,426 --> 00:12:42,161
And I could not believe I was like,
424
00:12:42,161 --> 00:12:43,963
they must have
425
00:12:43,963 --> 00:12:45,931
nothing against you Philly people,
426
00:12:45,931 --> 00:12:47,700
but they must have brought these people
427
00:12:47,700 --> 00:12:48,901
up from the south or something.
428
00:12:48,901 --> 00:12:51,904
But I know they were Philly people
429
00:12:52,138 --> 00:12:54,607
come and test.
430
00:12:54,607 --> 00:12:55,474
Yeah.
431
00:12:55,474 --> 00:12:56,709
And I love you Philly guys,
432
00:12:56,709 --> 00:12:57,676
you know that.
433
00:12:57,676 --> 00:12:59,578
But
434
00:12:59,578 --> 00:13:01,147
he did throw snowballs at Santa.
435
00:13:01,147 --> 00:13:02,782
I was just going to say the same thing.
436
00:13:02,782 --> 00:13:04,817
That's always going to be there okay.
437
00:13:04,817 --> 00:13:07,052
Yeah yeah it's always going to be there.
438
00:13:07,052 --> 00:13:08,621
It's hard to leave that one down.
439
00:13:08,621 --> 00:13:09,789
Tough. Yeah yeah.
440
00:13:10,856 --> 00:13:12,424
They're going to throw snowballs at me
441
00:13:12,424 --> 00:13:13,893
the next time I'm around Philly.
442
00:13:13,893 --> 00:13:15,861
Yeah yeah.
443
00:13:15,861 --> 00:13:16,862
I will say something else
444
00:13:16,862 --> 00:13:17,563
about this dude.
445
00:13:17,563 --> 00:13:18,697
I'm just wrote down my notes
446
00:13:18,697 --> 00:13:19,732
that I had is
447
00:13:19,732 --> 00:13:22,535
one of them is don't chase every job.
448
00:13:22,535 --> 00:13:24,436
Some jobs you don't want,
449
00:13:24,436 --> 00:13:26,972
and you kind of learn what your niche is.
450
00:13:26,972 --> 00:13:28,741
I'll tell you one of my downfalls,
451
00:13:28,741 --> 00:13:30,543
and I know this about myself,
452
00:13:30,543 --> 00:13:31,443
is that I'm.
453
00:13:31,443 --> 00:13:34,446
I'm myself by as all people.
454
00:13:34,680 --> 00:13:35,481
Right?
455
00:13:35,481 --> 00:13:37,016
And I think back to how many,
456
00:13:37,016 --> 00:13:38,984
how many jobs I went on to bet
457
00:13:38,984 --> 00:13:40,452
there were there were old folks.
458
00:13:40,452 --> 00:13:42,154
I knew that going into it.
459
00:13:42,154 --> 00:13:42,688
And I also knew
460
00:13:42,688 --> 00:13:43,722
they probably weren't
461
00:13:43,722 --> 00:13:45,691
going to be my customer.
462
00:13:45,691 --> 00:13:46,325
Pretty good chance
463
00:13:46,325 --> 00:13:48,394
they were going to be my customer. And,
464
00:13:49,695 --> 00:13:50,129
rather they
465
00:13:50,129 --> 00:13:50,796
just, you
466
00:13:50,796 --> 00:13:52,464
know, that lost my valuable time,
467
00:13:52,464 --> 00:13:53,899
you know what I mean?
468
00:13:53,899 --> 00:13:55,201
So, you know,
469
00:13:55,201 --> 00:13:56,068
chasing jobs
470
00:13:56,068 --> 00:13:58,671
that may not be in our niche. Whatever.
471
00:13:58,671 --> 00:14:00,239
I think if we can start eliminate,
472
00:14:00,239 --> 00:14:01,674
especially now in the
473
00:14:01,674 --> 00:14:02,675
the economic times
474
00:14:02,675 --> 00:14:04,310
that we're living in now.
475
00:14:04,310 --> 00:14:06,612
And by the way, inflation just went up
476
00:14:06,612 --> 00:14:08,781
the highest it's been in 40 years.
477
00:14:08,781 --> 00:14:09,715
So that doesn't tell you
478
00:14:09,715 --> 00:14:11,417
to raise your prices.
479
00:14:11,417 --> 00:14:14,420
Maybe we got to raise the prices.
480
00:14:14,620 --> 00:14:15,688
But yeah.
481
00:14:15,688 --> 00:14:16,989
Now is a perfect time
482
00:14:16,989 --> 00:14:18,724
to raise your prices too.
483
00:14:18,724 --> 00:14:19,692
Yeah.
484
00:14:19,692 --> 00:14:20,259
No, nobody's
485
00:14:20,259 --> 00:14:22,361
going to hold anything against you.
486
00:14:22,361 --> 00:14:24,463
My gosh, gas is
487
00:14:24,463 --> 00:14:26,498
gas is up 60% in one year.
488
00:14:26,498 --> 00:14:27,900
You got to raise your breath.
489
00:14:27,900 --> 00:14:28,234
Yeah.
490
00:14:28,234 --> 00:14:31,237
How much gas does a floor man use
491
00:14:31,437 --> 00:14:32,338
to get about it?
492
00:14:32,338 --> 00:14:33,372
Well, there's another thing.
493
00:14:33,372 --> 00:14:34,473
When you take into consideration
494
00:14:34,473 --> 00:14:36,375
your estimates, free estimates
495
00:14:36,375 --> 00:14:37,376
and, that
496
00:14:37,376 --> 00:14:38,711
your time and money and cost
497
00:14:38,711 --> 00:14:39,678
just going out to these
498
00:14:39,678 --> 00:14:41,146
estimates, it's a lot.
499
00:14:41,146 --> 00:14:43,082
That has always bugged me
500
00:14:44,850 --> 00:14:45,484
for the long.
501
00:14:45,484 --> 00:14:48,487
I kept telling Bob when he was contract
502
00:14:48,988 --> 00:14:50,589
charge for an estimate.
503
00:14:50,589 --> 00:14:51,523
Yeah.
504
00:14:51,523 --> 00:14:53,325
Charge 50 or 100 bucks for an estimate.
505
00:14:53,325 --> 00:14:54,059
See what happens.
506
00:14:54,059 --> 00:14:56,528
Everybody says free estimates.
507
00:14:56,528 --> 00:14:56,795
Yeah.
508
00:14:56,795 --> 00:14:57,997
I want to know what would happen
509
00:14:57,997 --> 00:14:58,530
if somebody
510
00:14:58,530 --> 00:14:59,698
if there's anybody out there
511
00:14:59,698 --> 00:15:01,700
charging for your estimate,
512
00:15:01,700 --> 00:15:02,968
please tell us.
513
00:15:02,968 --> 00:15:05,304
I want to know how that works for you.
514
00:15:05,304 --> 00:15:08,307
Yeah, I think that can go
515
00:15:08,374 --> 00:15:09,642
I think that could go really good
516
00:15:09,642 --> 00:15:11,377
for a guy. Personally.
517
00:15:11,377 --> 00:15:13,579
I think, like some people will say,
518
00:15:13,579 --> 00:15:14,446
well, we charge you
519
00:15:14,446 --> 00:15:16,382
$50 or $100 for the estimate,
520
00:15:16,382 --> 00:15:18,050
but if we get the job,
521
00:15:18,050 --> 00:15:20,052
we take that off the job.
522
00:15:20,052 --> 00:15:22,021
Yeah. It seems fair to me.
523
00:15:22,021 --> 00:15:23,022
Have you met somebody?
524
00:15:23,022 --> 00:15:24,089
I mean, all the classes
525
00:15:24,089 --> 00:15:25,524
I've done, I've never had.
526
00:15:26,592 --> 00:15:28,260
I can't remember talking to anybody.
527
00:15:28,260 --> 00:15:29,662
Maybe I did, but
528
00:15:29,662 --> 00:15:30,362
I'd love to know
529
00:15:30,362 --> 00:15:31,430
if there's some guys out there
530
00:15:31,430 --> 00:15:32,665
charging for it
531
00:15:32,665 --> 00:15:35,034
and how it's working for him.
532
00:15:35,034 --> 00:15:35,868
I don't you really don't
533
00:15:35,868 --> 00:15:37,036
see it in this industry so much,
534
00:15:37,036 --> 00:15:37,636
but I do see it
535
00:15:37,636 --> 00:15:38,671
in other trades
536
00:15:38,671 --> 00:15:41,040
industries, by the way, to.
537
00:15:41,040 --> 00:15:43,909
Now I could see that definitely take,
538
00:15:43,909 --> 00:15:44,643
you know,
539
00:15:44,643 --> 00:15:46,078
if I showed you $100
540
00:15:46,078 --> 00:15:48,347
to come out to everything
541
00:15:48,347 --> 00:15:49,381
and then take it off the bill.
542
00:15:49,381 --> 00:15:50,683
Absolutely. Here's your estimate.
543
00:15:50,683 --> 00:15:51,750
And if you go with me,
544
00:15:51,750 --> 00:15:53,319
you know, knock that hundred off.
545
00:15:53,319 --> 00:15:56,322
Yeah. But.
546
00:15:56,789 --> 00:15:57,856
I think I would always
547
00:15:57,856 --> 00:16:00,292
I think I would want that in cash to
548
00:16:00,292 --> 00:16:03,295
$100 cash when I show up.
549
00:16:04,430 --> 00:16:04,563
Yeah.
550
00:16:04,563 --> 00:16:06,231
You never want to ask for that
551
00:16:06,231 --> 00:16:08,100
again okay. Yeah.
552
00:16:11,236 --> 00:16:13,505
But I think also so the
553
00:16:13,505 --> 00:16:13,872
premise,
554
00:16:13,872 --> 00:16:14,940
my whole thing about this
555
00:16:14,940 --> 00:16:15,941
is that
556
00:16:15,941 --> 00:16:18,210
if you can get better
557
00:16:18,210 --> 00:16:19,545
at your salesmanship
558
00:16:19,545 --> 00:16:21,146
at the time of the job,
559
00:16:21,146 --> 00:16:22,982
if you really, really
560
00:16:22,982 --> 00:16:23,949
I mean, you've all been
561
00:16:23,949 --> 00:16:24,750
we've all been around
562
00:16:24,750 --> 00:16:26,785
great, great salespeople
563
00:16:26,785 --> 00:16:28,320
that, you know, and I don't care
564
00:16:28,320 --> 00:16:30,022
what walk of life, but,
565
00:16:30,022 --> 00:16:31,090
like, holy smokes.
566
00:16:31,090 --> 00:16:31,323
Like,
567
00:16:31,323 --> 00:16:34,093
you want to do business with this guy.
568
00:16:34,093 --> 00:16:35,627
That I think is super important
569
00:16:35,627 --> 00:16:37,596
because just that simple thing you do.
570
00:16:37,596 --> 00:16:37,830
Yeah.
571
00:16:37,830 --> 00:16:38,831
One thing
572
00:16:38,831 --> 00:16:40,366
can make a difference of,
573
00:16:40,366 --> 00:16:41,900
you know, 10% or 15%
574
00:16:41,900 --> 00:16:42,768
more at the end of the year.
575
00:16:42,768 --> 00:16:44,903
That's a major, major difference.
576
00:16:44,903 --> 00:16:47,206
And I think we get into the trap
577
00:16:47,206 --> 00:16:48,374
and I glued myself in there
578
00:16:48,374 --> 00:16:50,509
so that thinking, oh,
579
00:16:50,509 --> 00:16:51,710
you know, I don't really need to sell.
580
00:16:51,710 --> 00:16:52,444
I know what I'm doing.
581
00:16:52,444 --> 00:16:53,312
They know what I'm doing.
582
00:16:53,312 --> 00:16:54,847
So I don't really need to sell myself.
583
00:16:54,847 --> 00:16:55,781
Oh no.
584
00:16:55,781 --> 00:16:57,483
Yeah, yeah, I think that's a mistake.
585
00:16:59,018 --> 00:17:02,021
You know,
586
00:17:02,454 --> 00:17:04,490
I remember some, you know,
587
00:17:04,490 --> 00:17:06,058
I had really great talks
588
00:17:06,058 --> 00:17:07,259
with my grandfather,
589
00:17:07,259 --> 00:17:09,962
you know, spent a lot of time with him.
590
00:17:09,962 --> 00:17:11,597
And sad part is,
591
00:17:11,597 --> 00:17:13,098
I spent even more time with him
592
00:17:13,098 --> 00:17:14,299
after my grandmother died.
593
00:17:14,299 --> 00:17:16,435
You know, he was living alone, so,
594
00:17:16,435 --> 00:17:18,303
I was going out and spending some.
595
00:17:18,303 --> 00:17:18,604
So.
596
00:17:18,604 --> 00:17:19,438
But, you know,
597
00:17:19,438 --> 00:17:20,639
there was some little things
598
00:17:20,639 --> 00:17:22,975
that he said that have just
599
00:17:22,975 --> 00:17:24,043
just stuck with me,
600
00:17:24,043 --> 00:17:25,944
you know, just these little
601
00:17:25,944 --> 00:17:27,813
one of them was I always used to laugh
602
00:17:27,813 --> 00:17:28,881
because he almost sing.
603
00:17:28,881 --> 00:17:30,082
It was in by the bundle
604
00:17:30,082 --> 00:17:31,050
and out by the bag,
605
00:17:31,050 --> 00:17:32,051
you know,
606
00:17:32,051 --> 00:17:34,053
that I always thought was a funny one.
607
00:17:34,053 --> 00:17:34,420
You know,
608
00:17:34,420 --> 00:17:34,753
I don't know
609
00:17:34,753 --> 00:17:36,155
if he invented it or whatever,
610
00:17:36,155 --> 00:17:37,890
but then he said,
611
00:17:37,890 --> 00:17:39,324
that's a flower man's life
612
00:17:39,324 --> 00:17:41,460
in by the bundle. Out by the bag.
613
00:17:41,460 --> 00:17:42,761
Yeah, but another one that he
614
00:17:42,761 --> 00:17:44,997
always said to me was Robbie.
615
00:17:47,433 --> 00:17:48,000
Craftsman.
616
00:17:48,000 --> 00:17:49,501
Don't make any money.
617
00:17:49,501 --> 00:17:52,471
Salesmen do.
618
00:17:53,238 --> 00:17:54,273
And, you know, floor
619
00:17:54,273 --> 00:17:56,575
guys have to be both.
620
00:17:56,575 --> 00:17:56,842
You know,
621
00:17:56,842 --> 00:17:58,243
a lot of guys are on their own business,
622
00:17:58,243 --> 00:17:59,778
are out doing the estimate,
623
00:17:59,778 --> 00:18:00,512
you know,
624
00:18:00,512 --> 00:18:00,913
just like
625
00:18:00,913 --> 00:18:01,447
you were saying
626
00:18:01,447 --> 00:18:03,949
that they're so good at their craft,
627
00:18:03,949 --> 00:18:05,851
but you get to sell that.
628
00:18:05,851 --> 00:18:06,618
Yeah.
629
00:18:06,618 --> 00:18:07,086
You know,
630
00:18:07,086 --> 00:18:09,321
you have to sell that
631
00:18:09,321 --> 00:18:11,457
because even though you know it.
632
00:18:11,457 --> 00:18:12,157
Yeah.
633
00:18:12,157 --> 00:18:12,624
You know,
634
00:18:12,624 --> 00:18:12,858
yeah,
635
00:18:12,858 --> 00:18:14,960
it might be a referral and everything,
636
00:18:14,960 --> 00:18:17,329
but you have to really sell
637
00:18:17,329 --> 00:18:18,297
the hell out of that.
638
00:18:18,297 --> 00:18:20,265
You know,
639
00:18:20,265 --> 00:18:23,102
the other thing about the estimate,
640
00:18:23,102 --> 00:18:26,071
it's our one shot to get in there
641
00:18:26,505 --> 00:18:28,273
and break the bank.
642
00:18:28,273 --> 00:18:29,775
You got really one shot.
643
00:18:29,775 --> 00:18:30,876
Not a lot of add ons.
644
00:18:30,876 --> 00:18:32,644
With what we do, you know, we can win and
645
00:18:33,745 --> 00:18:34,980
once that price is set,
646
00:18:34,980 --> 00:18:36,181
there's really not too much
647
00:18:36,181 --> 00:18:38,951
going to happen after, you know,
648
00:18:38,951 --> 00:18:41,887
so you have one shot
649
00:18:41,887 --> 00:18:44,890
to get in there and make a difference.
650
00:18:45,224 --> 00:18:46,592
When you were a kid
651
00:18:46,592 --> 00:18:48,060
visiting your grandfather like that,
652
00:18:48,060 --> 00:18:51,063
did you ever rifle through his pockets?
653
00:18:52,931 --> 00:18:53,932
Or was he not old enough
654
00:18:53,932 --> 00:18:56,935
at that point?
655
00:18:58,203 --> 00:18:59,438
Okay, I'm just curious.
656
00:18:59,438 --> 00:19:01,206
No, never.
657
00:19:01,206 --> 00:19:01,874
Okay.
658
00:19:01,874 --> 00:19:04,743
No.
659
00:19:04,743 --> 00:19:06,011
When you say it's
660
00:19:06,011 --> 00:19:07,679
your one time to break the bank,
661
00:19:07,679 --> 00:19:09,047
that's not.
662
00:19:09,047 --> 00:19:12,050
Don't take that as a negative because,
663
00:19:12,451 --> 00:19:14,219
you know,
664
00:19:14,219 --> 00:19:15,821
you're adding value, you know, to being.
665
00:19:15,821 --> 00:19:16,822
And if you are separate, you.
666
00:19:16,822 --> 00:19:17,823
That's why I say, also,
667
00:19:17,823 --> 00:19:18,357
don't be afraid
668
00:19:18,357 --> 00:19:19,658
to show off your qualifications
669
00:19:19,658 --> 00:19:20,792
when you're writing a proposal
670
00:19:20,792 --> 00:19:22,895
and you're you're talking to the clients.
671
00:19:22,895 --> 00:19:24,196
I really think that's important.
672
00:19:24,196 --> 00:19:25,931
I mean, you know, listen,
673
00:19:25,931 --> 00:19:27,199
that stuff comes hard, man.
674
00:19:28,333 --> 00:19:29,034
These jobs that
675
00:19:29,034 --> 00:19:29,735
you've done, these things
676
00:19:29,735 --> 00:19:30,269
that you done,
677
00:19:30,269 --> 00:19:31,470
these procedures that you do,
678
00:19:31,470 --> 00:19:32,804
there's a lot of hard work in that.
679
00:19:32,804 --> 00:19:34,173
And I think you have got to get
680
00:19:34,173 --> 00:19:35,641
that story across.
681
00:19:35,641 --> 00:19:37,743
And, to separate yourself,
682
00:19:37,743 --> 00:19:38,610
especially when they start
683
00:19:38,610 --> 00:19:40,379
talking about price.
684
00:19:40,379 --> 00:19:40,979
You know what I mean?
685
00:19:40,979 --> 00:19:41,413
I mean,
686
00:19:41,413 --> 00:19:43,315
I think you really have to
687
00:19:43,315 --> 00:19:44,116
say, listen, man,
688
00:19:44,116 --> 00:19:45,017
I mean, well,
689
00:19:45,017 --> 00:19:45,784
listen, man,
690
00:19:45,784 --> 00:19:48,787
but you have to go into that story.
691
00:19:49,087 --> 00:19:50,522
Why? You're the you're the person.
692
00:19:50,522 --> 00:19:52,591
You're the only person they should hire
693
00:19:52,591 --> 00:19:53,458
and that don't
694
00:19:53,458 --> 00:19:55,761
they'll after you live there,
695
00:19:55,761 --> 00:19:56,295
they'll dig
696
00:19:56,295 --> 00:19:57,396
a little deeper in their pockets
697
00:19:57,396 --> 00:19:57,863
and they'll pay you
698
00:19:57,863 --> 00:19:59,364
because they recognize it's value
699
00:19:59,364 --> 00:20:00,632
that you're selling.
700
00:20:00,632 --> 00:20:03,335
And I, I, really, I used to think that,
701
00:20:03,335 --> 00:20:05,270
oh, if we do more custom hand work,
702
00:20:05,270 --> 00:20:07,072
we'll make more money and stuff there.
703
00:20:07,072 --> 00:20:08,707
Part of that story is true,
704
00:20:08,707 --> 00:20:10,375
but part of the story is, you know what?
705
00:20:10,375 --> 00:20:12,578
Maybe you didn't have to do all that
706
00:20:12,578 --> 00:20:13,312
if you could,
707
00:20:13,312 --> 00:20:14,146
because you're going to do this,
708
00:20:14,146 --> 00:20:14,980
you're going to do the same job
709
00:20:14,980 --> 00:20:16,215
regardless, right?
710
00:20:16,215 --> 00:20:16,415
I mean,
711
00:20:16,415 --> 00:20:17,883
most four guys I know
712
00:20:17,883 --> 00:20:20,519
don't have A, A, B and C type floor.
713
00:20:20,519 --> 00:20:21,253
You're going to go in there
714
00:20:21,253 --> 00:20:22,487
whether you get in 250 a foot.
715
00:20:22,487 --> 00:20:23,689
Are you getting seven bucks a foot.
716
00:20:23,689 --> 00:20:24,456
You're going to go in there and
717
00:20:24,456 --> 00:20:25,557
do the same, same thing.
718
00:20:26,825 --> 00:20:28,093
We can't help ourselves.
719
00:20:28,093 --> 00:20:29,494
Isn't that the craziest thing?
720
00:20:29,494 --> 00:20:31,263
Yeah, absolutely.
721
00:20:31,263 --> 00:20:33,632
A craftsman can't help himself.
722
00:20:33,632 --> 00:20:34,499
He's going to go in there
723
00:20:34,499 --> 00:20:35,100
and he's going to give it
724
00:20:35,100 --> 00:20:36,235
his best in whatever
725
00:20:36,235 --> 00:20:36,702
because he's going
726
00:20:36,702 --> 00:20:38,503
trying to satisfy you, the homeowner.
727
00:20:38,503 --> 00:20:41,340
He's trying to satisfy him or her.
728
00:20:41,340 --> 00:20:42,507
So, so,
729
00:20:42,507 --> 00:20:43,175
you know,
730
00:20:43,175 --> 00:20:45,510
I think you really have to, to,
731
00:20:45,510 --> 00:20:46,612
to sell that man.
732
00:20:46,612 --> 00:20:48,080
And I think sometimes and I
733
00:20:48,080 --> 00:20:50,449
like I said, I'm as guilty as anybody.
734
00:20:50,449 --> 00:20:52,317
So I think that's important.
735
00:20:52,317 --> 00:20:53,252
I wanted to write
736
00:20:53,252 --> 00:20:53,986
when back
737
00:20:53,986 --> 00:20:55,621
when we were doing stuff
738
00:20:55,621 --> 00:20:56,888
on the phone book and everything.
739
00:20:56,888 --> 00:20:58,790
One year I told Pete, I go, you know,
740
00:20:58,790 --> 00:20:59,391
how about this?
741
00:20:59,391 --> 00:21:01,426
For the ad to,
742
00:21:01,426 --> 00:21:02,494
if you're looking for the high
743
00:21:02,494 --> 00:21:04,162
for the lowest price, don't call us.
744
00:21:05,430 --> 00:21:05,631
Yeah.
745
00:21:05,631 --> 00:21:07,933
Pete's like, and that's kind of negative.
746
00:21:07,933 --> 00:21:09,001
You know,
747
00:21:09,001 --> 00:21:11,370
he goes, well, if you want to go there,
748
00:21:11,370 --> 00:21:12,704
you know,
749
00:21:12,704 --> 00:21:14,706
I said, yeah, but I really feel that way,
750
00:21:14,706 --> 00:21:15,040
you know,
751
00:21:15,040 --> 00:21:17,342
I don't want to be
752
00:21:17,342 --> 00:21:19,111
I don't want to be that guy, you know?
753
00:21:19,111 --> 00:21:22,281
And I said, we're really not that guy.
754
00:21:22,614 --> 00:21:23,649
It's just you and I.
755
00:21:23,649 --> 00:21:24,283
So we don't
756
00:21:24,283 --> 00:21:25,517
we don't have to be the lowest
757
00:21:25,517 --> 00:21:27,486
if it's just you and I. We don't.
758
00:21:27,486 --> 00:21:27,753
You know,
759
00:21:27,753 --> 00:21:29,254
there are times where you gotta,
760
00:21:29,254 --> 00:21:32,257
you know, if you got 4 or 5, six crews.
761
00:21:33,225 --> 00:21:34,359
Yeah, you gotta be out there
762
00:21:34,359 --> 00:21:35,294
and you can't have four
763
00:21:35,294 --> 00:21:37,296
or 5 or 6 crews all doing AI and stuff.
764
00:21:37,296 --> 00:21:38,230
You to
765
00:21:38,230 --> 00:21:38,997
get out there, pay
766
00:21:38,997 --> 00:21:40,232
bills, things like that.
767
00:21:40,232 --> 00:21:41,099
You know, I get that.
768
00:21:41,099 --> 00:21:43,869
But I always wanted to say that too.
769
00:21:43,869 --> 00:21:45,837
If you're looking for the lowest price,
770
00:21:45,837 --> 00:21:46,705
you know, that's
771
00:21:48,073 --> 00:21:49,207
I'm not your guy because I,
772
00:21:49,207 --> 00:21:50,842
like you said,
773
00:21:50,842 --> 00:21:51,576
I remember going
774
00:21:51,576 --> 00:21:52,711
and looking at job some time,
775
00:21:52,711 --> 00:21:55,681
and maybe this one guy, he had,
776
00:21:55,681 --> 00:21:57,516
like 40 apartments,
777
00:21:57,516 --> 00:21:59,518
and they were all for college kids,
778
00:21:59,518 --> 00:22:02,120
you know, rentals, that kind of thing.
779
00:22:02,120 --> 00:22:03,155
And he's like, I just need a,
780
00:22:03,155 --> 00:22:04,823
you know, quickies, you know, quick jobs.
781
00:22:04,823 --> 00:22:06,158
You know, get a
782
00:22:06,158 --> 00:22:06,992
and I
783
00:22:06,992 --> 00:22:08,193
yeah, I remember thinking about it
784
00:22:08,193 --> 00:22:10,429
that night. I'm like, I don't
785
00:22:10,429 --> 00:22:12,297
what what what step am I going to
786
00:22:12,297 --> 00:22:13,832
cut out. Yeah. Yeah.
787
00:22:13,832 --> 00:22:15,667
Yes. You're not going to 50 it.
788
00:22:15,667 --> 00:22:18,670
You're going to jump from 36 to 80 and
789
00:22:19,504 --> 00:22:21,139
two coats of poly and not buffet.
790
00:22:21,139 --> 00:22:22,307
I can't.
791
00:22:22,307 --> 00:22:25,310
And let's let me tell you something.
792
00:22:25,911 --> 00:22:27,913
If there's one thing I know
793
00:22:27,913 --> 00:22:29,147
is the minute you cut out
794
00:22:29,147 --> 00:22:29,881
that step, you're going
795
00:22:29,881 --> 00:22:30,582
to get called on it.
796
00:22:32,551 --> 00:22:33,752
And all that discussion
797
00:22:33,752 --> 00:22:35,487
about prices will go away.
798
00:22:35,487 --> 00:22:37,723
Now they see what they see.
799
00:22:37,723 --> 00:22:40,392
So I think that's that, that that's
800
00:22:40,392 --> 00:22:41,193
super important.
801
00:22:41,193 --> 00:22:43,128
And like I said there for guys,
802
00:22:43,128 --> 00:22:44,463
you can't we can't help ourselves.
803
00:22:44,463 --> 00:22:46,631
We're going to do what we're going to do.
804
00:22:46,631 --> 00:22:48,300
So you have to charge for it.
805
00:22:48,300 --> 00:22:50,102
And I think there's things you have to
806
00:22:50,102 --> 00:22:52,003
you have to prepare yourself for
807
00:22:52,003 --> 00:22:54,072
is the question about price.
808
00:22:54,072 --> 00:22:57,642
If, if, if you stumble when someone says,
809
00:22:57,642 --> 00:22:58,577
hey, well, this guy is,
810
00:22:58,577 --> 00:23:00,145
you know, he's a dollar, a square foot,
811
00:23:00,145 --> 00:23:01,446
cheaper than you.
812
00:23:01,446 --> 00:23:04,216
If you stumble on the response to that,
813
00:23:04,216 --> 00:23:05,350
then I think you need to
814
00:23:05,350 --> 00:23:07,419
work on your presentation more.
815
00:23:07,419 --> 00:23:07,919
That should be
816
00:23:07,919 --> 00:23:08,887
you should know what's coming
817
00:23:08,887 --> 00:23:10,589
and you should be able to listen.
818
00:23:10,589 --> 00:23:12,557
I expect where and honestly, I'm,
819
00:23:12,557 --> 00:23:14,259
I'm surprised it's only a dollar
820
00:23:14,259 --> 00:23:14,726
because here's
821
00:23:14,726 --> 00:23:16,261
what you get for that dollar
822
00:23:16,261 --> 00:23:17,662
and boom boom boom boom boom.
823
00:23:19,331 --> 00:23:19,664
Or.
824
00:23:19,664 --> 00:23:20,465
Yeah, I think the next thing
825
00:23:20,465 --> 00:23:22,000
you have to be ready for is,
826
00:23:22,000 --> 00:23:24,336
is, a can you do any better on the price?
827
00:23:24,336 --> 00:23:26,271
Can you give us a discount or whatever?
828
00:23:26,271 --> 00:23:26,872
I think that
829
00:23:26,872 --> 00:23:28,440
that has to be automatic to you
830
00:23:28,440 --> 00:23:30,075
and you have to show confidence.
831
00:23:30,075 --> 00:23:32,377
And I'm not saying these are employees.
832
00:23:32,377 --> 00:23:33,211
They're not ploys.
833
00:23:33,211 --> 00:23:34,012
You know what I mean?
834
00:23:34,012 --> 00:23:34,913
Because you deserve that.
835
00:23:34,913 --> 00:23:35,914
And you're adding value
836
00:23:35,914 --> 00:23:37,149
and you're adding quality.
837
00:23:37,149 --> 00:23:39,651
But sometimes we and I put myself in that
838
00:23:39,651 --> 00:23:40,519
in that same boat.
839
00:23:40,519 --> 00:23:42,120
I've been there many times
840
00:23:42,120 --> 00:23:44,623
when I've left that thinking,
841
00:23:44,623 --> 00:23:46,525
I left money on the table on this one,
842
00:23:46,525 --> 00:23:47,626
or I didn't have a
843
00:23:47,626 --> 00:23:49,294
I know I'm better, that I know
844
00:23:49,294 --> 00:23:50,829
I will kill this job for this guy,
845
00:23:50,829 --> 00:23:52,130
I have no doubt,
846
00:23:52,130 --> 00:23:54,466
but I don't know if it came across to him
847
00:23:54,466 --> 00:23:55,934
that that's going to be the case.
848
00:23:55,934 --> 00:23:57,402
And even if I am good
849
00:23:57,402 --> 00:23:59,337
and I know I'm good or whatever,
850
00:23:59,337 --> 00:24:00,572
and I know this guy is going
851
00:24:00,572 --> 00:24:01,573
to get everything I got,
852
00:24:03,141 --> 00:24:04,009
well, he understand
853
00:24:04,009 --> 00:24:05,043
that out of that interaction
854
00:24:05,043 --> 00:24:06,478
that we just had
855
00:24:06,478 --> 00:24:09,247
and oftentimes no, you know what I mean.
856
00:24:09,247 --> 00:24:12,150
So I think that that
857
00:24:12,150 --> 00:24:12,918
can set you apart
858
00:24:12,918 --> 00:24:14,586
from a whole lot of people.
859
00:24:14,586 --> 00:24:17,322
And I think for a long time
860
00:24:17,322 --> 00:24:20,325
I was kind of,
861
00:24:20,792 --> 00:24:22,260
almost arrogant about it
862
00:24:22,260 --> 00:24:25,096
that I knew I was, I was, I was good
863
00:24:25,096 --> 00:24:25,931
and I, I,
864
00:24:25,931 --> 00:24:26,131
you know,
865
00:24:26,131 --> 00:24:27,466
I got in my mind,
866
00:24:27,466 --> 00:24:29,301
I, I don't know, part of this
867
00:24:29,301 --> 00:24:30,068
job scares me.
868
00:24:30,068 --> 00:24:30,402
I get,
869
00:24:30,402 --> 00:24:33,538
I want to kill this job, but I know that
870
00:24:33,538 --> 00:24:35,674
I didn't get that across to the other guy
871
00:24:35,674 --> 00:24:36,842
that that, you know what I mean?
872
00:24:36,842 --> 00:24:37,742
There is nothing that
873
00:24:37,742 --> 00:24:40,078
that really separated me from
874
00:24:40,078 --> 00:24:40,779
from the other guy
875
00:24:40,779 --> 00:24:42,113
that maybe been in that job.
876
00:24:42,113 --> 00:24:43,615
I and I said, don't get me wrong,
877
00:24:43,615 --> 00:24:45,417
I said the usual stuff.
878
00:24:45,417 --> 00:24:47,319
We use high quality products,
879
00:24:47,319 --> 00:24:48,620
we blah blah, blah.
880
00:24:48,620 --> 00:24:49,421
We do this
881
00:24:49,421 --> 00:24:50,822
and every four guys
882
00:24:50,822 --> 00:24:51,456
that come in there bid
883
00:24:51,456 --> 00:24:52,491
that same job, said
884
00:24:52,491 --> 00:24:55,093
the same damn thing as I did. So what
885
00:24:56,161 --> 00:24:56,995
is going to separate you
886
00:24:56,995 --> 00:24:58,797
from those other guys?
887
00:24:58,797 --> 00:25:00,332
And I remember when my to this day,
888
00:25:00,332 --> 00:25:01,366
I remember my father
889
00:25:01,366 --> 00:25:03,535
saying, asking me those same questions,
890
00:25:03,535 --> 00:25:04,769
why would I hire you?
891
00:25:04,769 --> 00:25:06,838
I'm sitting across from him in a cafe.
892
00:25:06,838 --> 00:25:07,772
He's not in this business.
893
00:25:07,772 --> 00:25:08,940
He don't know nothing about floors
894
00:25:08,940 --> 00:25:10,442
and never did for it.
895
00:25:10,442 --> 00:25:12,744
And when he said, why would I hire you?
896
00:25:12,744 --> 00:25:14,379
And he took me. He took me by surprise.
897
00:25:14,379 --> 00:25:14,946
He's my father.
898
00:25:14,946 --> 00:25:15,881
Well,
899
00:25:15,881 --> 00:25:17,115
and he wasn't
900
00:25:17,115 --> 00:25:18,116
going to have me do a floor.
901
00:25:18,116 --> 00:25:19,518
He just asked me as a business owner,
902
00:25:19,518 --> 00:25:20,852
why would hire you?
903
00:25:20,852 --> 00:25:23,655
And, I said, well, yeah, we, we, we use,
904
00:25:23,655 --> 00:25:24,823
we use great products.
905
00:25:24,823 --> 00:25:25,824
And that is what we do.
906
00:25:25,824 --> 00:25:27,559
He goes, okay, you boring me? Why?
907
00:25:27,559 --> 00:25:29,094
Why would I hire you?
908
00:25:29,094 --> 00:25:30,495
And I said, well, we do. We use it.
909
00:25:30,495 --> 00:25:30,896
He goes, yeah,
910
00:25:30,896 --> 00:25:32,731
well everybody uses good products.
911
00:25:32,731 --> 00:25:34,666
So tell me why I would hire you.
912
00:25:34,666 --> 00:25:35,967
I said, well, we have insurance.
913
00:25:35,967 --> 00:25:36,935
And he goes, yeah,
914
00:25:36,935 --> 00:25:38,436
everybody's got insurance.
915
00:25:38,436 --> 00:25:39,738
And then I was mad at him like,
916
00:25:39,738 --> 00:25:41,006
why are you doing this to me?
917
00:25:41,006 --> 00:25:44,009
You know, right when he goes, listen,
918
00:25:44,242 --> 00:25:44,943
you're just a number.
919
00:25:46,044 --> 00:25:47,312
If you can't tell me why I
920
00:25:47,312 --> 00:25:48,880
should hire you,
921
00:25:48,880 --> 00:25:51,783
then, then then I'm looking at the price.
922
00:25:51,783 --> 00:25:53,218
And as he ran by,
923
00:25:53,218 --> 00:25:54,519
I was, like, blown away by that.
924
00:25:54,519 --> 00:25:56,555
It was a great lesson for me
925
00:25:56,555 --> 00:25:57,289
personally and for me.
926
00:25:57,289 --> 00:25:58,089
That was a great lesson.
927
00:25:58,089 --> 00:26:01,626
So, you know, I had a guy say that to me
928
00:26:02,227 --> 00:26:05,230
back when I was in sport,
929
00:26:05,597 --> 00:26:07,966
Brunswick, new Jersey school system,
930
00:26:07,966 --> 00:26:10,168
huge school system,
931
00:26:10,168 --> 00:26:12,337
and it was bonus sport.
932
00:26:12,337 --> 00:26:14,773
And we were up against Hilliard,
933
00:26:14,773 --> 00:26:15,840
you know,
934
00:26:15,840 --> 00:26:18,343
and I'm sitting across from
935
00:26:18,343 --> 00:26:19,878
two of the major guys
936
00:26:19,878 --> 00:26:21,446
from the school system
937
00:26:21,446 --> 00:26:23,181
and one that was
938
00:26:23,181 --> 00:26:24,349
had a building in the ground.
939
00:26:24,349 --> 00:26:27,519
So and I had another guy with me
940
00:26:27,519 --> 00:26:30,522
who was the distributor, you know,
941
00:26:31,523 --> 00:26:34,526
and we're going back and forth and,
942
00:26:34,693 --> 00:26:36,394
and there's like Hilliard,
943
00:26:36,394 --> 00:26:37,329
you know, Hilliard,
944
00:26:37,329 --> 00:26:39,164
that product has this and,
945
00:26:39,164 --> 00:26:41,700
and our product has this, and it's going,
946
00:26:41,700 --> 00:26:44,636
you know, and the guy looks right at me.
947
00:26:44,636 --> 00:26:46,004
The head guy looks right at me.
948
00:26:46,004 --> 00:26:47,739
I can't believe you just said that.
949
00:26:47,739 --> 00:26:48,673
He looks right at me.
950
00:26:48,673 --> 00:26:50,041
And he goes,
951
00:26:50,041 --> 00:26:51,476
well, you both got great products.
952
00:26:51,476 --> 00:26:53,011
Why should I hire you?
953
00:26:53,011 --> 00:26:55,413
You know why. Your stuff over here? You.
954
00:26:55,413 --> 00:26:58,316
I said, because Hilliard doesn't have me.
955
00:26:58,316 --> 00:26:59,651
I'm.
956
00:26:59,651 --> 00:27:01,353
There's no Rob Johnson at Hilliard.
957
00:27:01,353 --> 00:27:03,021
I'm going to come in here and train
958
00:27:03,021 --> 00:27:04,055
every one of your guys.
959
00:27:04,055 --> 00:27:04,723
We're going to
960
00:27:04,723 --> 00:27:06,324
your floors will never look better.
961
00:27:06,324 --> 00:27:07,559
Ever.
962
00:27:07,559 --> 00:27:08,860
Because Hilliard doesn't have a guy
963
00:27:08,860 --> 00:27:09,694
like me out there.
964
00:27:11,463 --> 00:27:12,964
The guy laughed his ass off.
965
00:27:12,964 --> 00:27:14,699
We got the job.
966
00:27:14,699 --> 00:27:16,301
I went, I'm walking out with the
967
00:27:16,301 --> 00:27:18,670
the sales guy from the distributor.
968
00:27:18,670 --> 00:27:21,506
He's like, Holy crap, that was awesome.
969
00:27:21,506 --> 00:27:23,274
I go, yeah, is it once in a while?
970
00:27:23,274 --> 00:27:24,743
That feels good, doesn't it?
971
00:27:24,743 --> 00:27:27,746
You get a really good solid when
972
00:27:27,779 --> 00:27:30,415
and when you said, why should I hire you?
973
00:27:30,415 --> 00:27:32,684
Because.
974
00:27:32,684 --> 00:27:34,319
Because you're not hiring my company.
975
00:27:34,319 --> 00:27:35,887
You're hiring me. I'm.
976
00:27:35,887 --> 00:27:37,489
I'm the one who's going to be doing
977
00:27:37,489 --> 00:27:39,524
these floors.
978
00:27:39,524 --> 00:27:40,592
Interesting point
979
00:27:40,592 --> 00:27:41,793
that you just said right there.
980
00:27:41,793 --> 00:27:43,862
And that can be a trap
981
00:27:43,862 --> 00:27:45,030
to growing,
982
00:27:45,030 --> 00:27:48,233
because there's that one book I read like
983
00:27:48,366 --> 00:27:49,200
I can't remember it.
984
00:27:49,200 --> 00:27:50,335
I've talked about it before in here,
985
00:27:50,335 --> 00:27:52,237
but I,
986
00:27:52,237 --> 00:27:55,173
when you become the guy at the company
987
00:27:55,173 --> 00:27:55,740
that they know
988
00:27:55,740 --> 00:27:56,274
that Rob
989
00:27:56,274 --> 00:27:57,842
is going to come and do my for it,
990
00:27:57,842 --> 00:27:59,077
and you got to talk to Rob, he's
991
00:27:59,077 --> 00:28:00,245
going to be the one doing your floors.
992
00:28:00,245 --> 00:28:01,012
And Rob's the guy.
993
00:28:01,012 --> 00:28:02,914
Rah rah rah rah rah rah rah rah.
994
00:28:02,914 --> 00:28:03,682
How can you grow?
995
00:28:04,716 --> 00:28:06,685
Because they're always expecting Rob.
996
00:28:06,685 --> 00:28:07,485
But you might be sending
997
00:28:07,485 --> 00:28:09,721
Mike out to the job or Brian or Bill.
998
00:28:09,721 --> 00:28:10,755
You know what I'm saying?
999
00:28:10,755 --> 00:28:10,989
Yeah.
1000
00:28:10,989 --> 00:28:12,424
So that's an that in itself
1001
00:28:12,424 --> 00:28:14,192
can cause another creative,
1002
00:28:14,192 --> 00:28:15,527
another like,
1003
00:28:15,527 --> 00:28:17,762
almost a trap or a Pandora's box.
1004
00:28:17,762 --> 00:28:19,030
So you. Yeah.
1005
00:28:19,030 --> 00:28:20,165
That where
1006
00:28:20,165 --> 00:28:20,865
it's almost smart
1007
00:28:20,865 --> 00:28:22,467
to take yourself out of the equation
1008
00:28:22,467 --> 00:28:23,802
sometimes if you're not doing the work,
1009
00:28:23,802 --> 00:28:24,969
you're doing the estimating
1010
00:28:24,969 --> 00:28:27,772
that that and focus on the guys.
1011
00:28:27,772 --> 00:28:29,374
And, I think some of you
1012
00:28:29,374 --> 00:28:30,642
I've seen people do this before, it's
1013
00:28:30,642 --> 00:28:32,444
really neat where they say, look,
1014
00:28:32,444 --> 00:28:33,912
here's my guys. I want to show you.
1015
00:28:33,912 --> 00:28:35,847
Here's a video on every one of them.
1016
00:28:35,847 --> 00:28:37,782
Here's here's Brian, he has,
1017
00:28:37,782 --> 00:28:38,883
he's married.
1018
00:28:38,883 --> 00:28:40,285
He's a baseball coach.
1019
00:28:40,285 --> 00:28:41,419
He's got two kids.
1020
00:28:41,419 --> 00:28:43,888
His hobbies, his hiking show.
1021
00:28:43,888 --> 00:28:46,157
He's a member of the community. And so.
1022
00:28:46,157 --> 00:28:48,159
So, and we go quick.
1023
00:28:48,159 --> 00:28:50,528
Good idea. That's a good idea.
1024
00:28:50,528 --> 00:28:52,197
Yeah, we're kind of running out of time,
1025
00:28:52,197 --> 00:28:54,499
so I just want to touch on this one, too.
1026
00:28:54,499 --> 00:28:56,134
Is, this is right down your alley.
1027
00:28:58,503 --> 00:28:59,738
You know, everybody's
1028
00:28:59,738 --> 00:29:00,872
faced with the labor shortage.
1029
00:29:00,872 --> 00:29:02,574
It's hard to get guys and what have you.
1030
00:29:02,574 --> 00:29:04,275
So when I hear to me that,
1031
00:29:04,275 --> 00:29:06,144
this is February, now
1032
00:29:06,144 --> 00:29:09,147
that we're booked out to, to to August.
1033
00:29:10,648 --> 00:29:12,417
It's okay to lose jobs,
1034
00:29:12,417 --> 00:29:13,384
you know what I mean?
1035
00:29:13,384 --> 00:29:14,519
And hold your price.
1036
00:29:14,519 --> 00:29:15,687
I'd rather lose jobs and hold
1037
00:29:15,687 --> 00:29:17,822
my price and be booked out
1038
00:29:17,822 --> 00:29:18,456
a month and a half
1039
00:29:18,456 --> 00:29:20,792
and bunk out for three months.
1040
00:29:20,792 --> 00:29:21,092
So.
1041
00:29:21,092 --> 00:29:21,826
And believe me,
1042
00:29:21,826 --> 00:29:24,829
and and for our listeners,
1043
00:29:24,963 --> 00:29:26,264
this is only my opinion,
1044
00:29:26,264 --> 00:29:27,432
and this is only Rob's opinion.
1045
00:29:27,432 --> 00:29:28,833
And we certainly respect that.
1046
00:29:28,833 --> 00:29:29,701
There's a lot of different ways
1047
00:29:29,701 --> 00:29:31,903
of thinking about business that way.
1048
00:29:31,903 --> 00:29:33,605
More successful people than us,
1049
00:29:33,605 --> 00:29:34,973
certainly more than Rob.
1050
00:29:34,973 --> 00:29:37,976
Well, we'll we'll be able to say.
1051
00:29:38,276 --> 00:29:40,512
And not all of us can be national
1052
00:29:41,613 --> 00:29:42,781
sales and,
1053
00:29:42,781 --> 00:29:45,717
national ads manager.
1054
00:29:45,717 --> 00:29:46,718
But, you know, another thing
1055
00:29:46,718 --> 00:29:49,721
about the professional estimate,
1056
00:29:49,821 --> 00:29:51,322
you guys are saying before you got
1057
00:29:51,322 --> 00:29:53,458
one shot, okay,
1058
00:29:53,458 --> 00:29:55,160
I think one of the best things
1059
00:29:55,160 --> 00:29:56,127
I saw a bum do,
1060
00:29:56,127 --> 00:29:57,428
even on his business card
1061
00:29:57,428 --> 00:29:59,631
on the back of his business card,
1062
00:29:59,631 --> 00:30:02,634
he had a picture of his vac system.
1063
00:30:02,834 --> 00:30:03,268
Okay.
1064
00:30:03,268 --> 00:30:04,302
And it wasn't that
1065
00:30:04,302 --> 00:30:07,705
and I work with him a lot on teaching him
1066
00:30:07,705 --> 00:30:08,239
the trade,
1067
00:30:08,239 --> 00:30:10,742
but I worked a lot more on with him
1068
00:30:10,742 --> 00:30:13,244
on the estimate, the sale and sale,
1069
00:30:13,244 --> 00:30:14,312
you know,
1070
00:30:14,312 --> 00:30:16,681
and we only know how to do floors one way
1071
00:30:16,681 --> 00:30:17,482
especially him.
1072
00:30:17,482 --> 00:30:19,951
He's, he's crazy the other way.
1073
00:30:19,951 --> 00:30:22,420
You know what I mean. He is
1074
00:30:22,420 --> 00:30:24,122
he's like you very meticulous.
1075
00:30:24,122 --> 00:30:26,424
So that's the easy part for him.
1076
00:30:27,826 --> 00:30:28,726
Now you got to
1077
00:30:28,726 --> 00:30:29,994
you got to try and sell that.
1078
00:30:29,994 --> 00:30:33,932
So I said it need to be really specific
1079
00:30:33,932 --> 00:30:35,967
with everything to not just like,
1080
00:30:35,967 --> 00:30:37,001
yeah, use traffic.
1081
00:30:37,001 --> 00:30:39,704
You know, it's I use traffic HD.
1082
00:30:39,704 --> 00:30:41,372
It's also
1083
00:30:41,372 --> 00:30:44,342
Green Guard gold certified certification.
1084
00:30:44,475 --> 00:30:46,110
Yes I have
1085
00:30:46,110 --> 00:30:48,746
I have a, you know, DCS back system
1086
00:30:48,746 --> 00:30:49,948
in a DCS back system.
1087
00:30:49,948 --> 00:30:51,916
But it's the one with the dual
1088
00:30:51,916 --> 00:30:53,084
Hepa filters.
1089
00:30:53,084 --> 00:30:55,687
You know, once you really start.
1090
00:30:55,687 --> 00:30:57,755
Yeah I yeah I'm going to do your stairs.
1091
00:30:57,755 --> 00:30:59,524
I use an anti-slip
1092
00:30:59,524 --> 00:31:02,527
tread coating specifically for stairs.
1093
00:31:02,861 --> 00:31:04,429
Really start to let people know
1094
00:31:04,429 --> 00:31:06,064
what you're doing.
1095
00:31:06,064 --> 00:31:06,531
Then.
1096
00:31:06,531 --> 00:31:06,898
You know,
1097
00:31:06,898 --> 00:31:08,333
I hate to say this sometimes,
1098
00:31:08,333 --> 00:31:11,336
but now when somebody else comes in
1099
00:31:11,836 --> 00:31:13,271
and they're not talking about,
1100
00:31:13,271 --> 00:31:14,739
geez, my vacuum
1101
00:31:14,739 --> 00:31:17,242
system has dual Hepa filters
1102
00:31:17,242 --> 00:31:18,476
now people are almost scared.
1103
00:31:18,476 --> 00:31:20,745
Like, why don't you have Hepa filters?
1104
00:31:20,745 --> 00:31:21,913
And what do you mean
1105
00:31:21,913 --> 00:31:23,514
you're not using an anti-slip
1106
00:31:23,514 --> 00:31:24,315
on my stairs?
1107
00:31:24,315 --> 00:31:25,984
Oh, you want me to slip and kill myself?
1108
00:31:25,984 --> 00:31:27,151
What? You know?
1109
00:31:27,151 --> 00:31:27,919
Yeah, yeah.
1110
00:31:27,919 --> 00:31:29,020
So when you get a little
1111
00:31:29,020 --> 00:31:30,521
bit more specific and
1112
00:31:31,723 --> 00:31:32,957
I know we said it
1113
00:31:32,957 --> 00:31:35,493
a million times about the Green Guard
1114
00:31:35,493 --> 00:31:36,861
and the Green Guard
1115
00:31:36,861 --> 00:31:38,296
certification and Green Guard
1116
00:31:38,296 --> 00:31:40,198
gold and everything, but,
1117
00:31:40,198 --> 00:31:41,933
boy, if you're not just
1118
00:31:41,933 --> 00:31:43,234
pounding away on that
1119
00:31:43,234 --> 00:31:44,202
in your estimate,
1120
00:31:44,202 --> 00:31:44,903
you're
1121
00:31:44,903 --> 00:31:47,438
you're just leaving money on the table.
1122
00:31:47,438 --> 00:31:49,874
You know, the Green Guard gold.
1123
00:31:49,874 --> 00:31:50,642
That certificate
1124
00:31:50,642 --> 00:31:51,576
used to be called
1125
00:31:51,576 --> 00:31:52,677
the safe
1126
00:31:52,677 --> 00:31:55,680
for children schools and hospitals.
1127
00:31:55,713 --> 00:31:57,282
And if you're not
1128
00:31:57,282 --> 00:31:58,883
if you're not telling that story,
1129
00:31:58,883 --> 00:32:00,018
I mean there's no other DSM
1130
00:32:00,018 --> 00:32:02,487
in the entire industry that has that
1131
00:32:02,487 --> 00:32:04,155
and you know zero box
1132
00:32:04,155 --> 00:32:06,090
and you know it's safe for me
1133
00:32:06,090 --> 00:32:06,557
if it's safe.
1134
00:32:06,557 --> 00:32:08,159
And that's the highest certification
1135
00:32:08,159 --> 00:32:08,893
you can get. Right.
1136
00:32:08,893 --> 00:32:10,128
So right
1137
00:32:10,128 --> 00:32:11,963
you got to be selling that story.
1138
00:32:11,963 --> 00:32:13,231
You got some
1139
00:32:13,231 --> 00:32:14,799
the other thing about making more money
1140
00:32:14,799 --> 00:32:15,900
and this got a little bit
1141
00:32:15,900 --> 00:32:17,101
more a little bit
1142
00:32:17,101 --> 00:32:18,503
different than the, estimating.
1143
00:32:18,503 --> 00:32:20,438
But if you are more productive
1144
00:32:20,438 --> 00:32:21,873
that your job
1145
00:32:21,873 --> 00:32:23,508
and it allows you to take,
1146
00:32:23,508 --> 00:32:25,710
you know, a couple more jobs a year
1147
00:32:25,710 --> 00:32:27,312
because you're able to your process
1148
00:32:27,312 --> 00:32:28,112
got you faster
1149
00:32:28,112 --> 00:32:30,181
and you do get through something,
1150
00:32:30,181 --> 00:32:31,149
you know,
1151
00:32:31,149 --> 00:32:33,451
if people that haven't used make a one
1152
00:32:33,451 --> 00:32:34,852
that they you're an oil based guy
1153
00:32:34,852 --> 00:32:36,454
guide say, oh, I don't know.
1154
00:32:36,454 --> 00:32:37,055
I'm worried
1155
00:32:37,055 --> 00:32:38,923
about putting water base down.
1156
00:32:38,923 --> 00:32:39,557
Holy smokes.
1157
00:32:39,557 --> 00:32:41,459
Mega one is is super
1158
00:32:41,459 --> 00:32:43,861
easy to put down man. Super easy.
1159
00:32:43,861 --> 00:32:46,264
And if you think you a day on a job
1160
00:32:46,264 --> 00:32:48,599
and you got 52 weeks in a year,
1161
00:32:48,599 --> 00:32:50,168
I mean, if you look at the the
1162
00:32:50,168 --> 00:32:51,903
the return on investment for that.
1163
00:32:51,903 --> 00:32:52,637
And by the way,
1164
00:32:52,637 --> 00:32:53,471
you can get to any of
1165
00:32:53,471 --> 00:32:54,572
our regional training centers
1166
00:32:54,572 --> 00:32:55,873
and have a bomber guy go over with you.
1167
00:32:55,873 --> 00:32:56,507
You can practice
1168
00:32:56,507 --> 00:32:57,976
and screw up any of our panels. You want.
1169
00:32:59,010 --> 00:32:59,978
I mean,
1170
00:32:59,978 --> 00:33:03,014
it's it's like for, for guys,
1171
00:33:03,781 --> 00:33:06,150
you know, you're not going to learn a,
1172
00:33:06,150 --> 00:33:08,019
some something in this craft
1173
00:33:08,019 --> 00:33:08,853
that makes you like,
1174
00:33:08,853 --> 00:33:10,088
Holy smokes, that blew my mind.
1175
00:33:10,088 --> 00:33:11,356
I had no idea.
1176
00:33:11,356 --> 00:33:13,291
So it's usually one small thing
1177
00:33:13,291 --> 00:33:14,425
that you put in the toolbox
1178
00:33:14,425 --> 00:33:15,393
that could help you on a job
1179
00:33:15,393 --> 00:33:16,060
down the road.
1180
00:33:16,060 --> 00:33:17,628
Then you pick up another small little tip
1181
00:33:17,628 --> 00:33:17,996
and another.
1182
00:33:17,996 --> 00:33:19,297
And in your mind,
1183
00:33:19,297 --> 00:33:21,032
you have this thing, you know, craftsman.
1184
00:33:21,032 --> 00:33:22,867
Really good guys have this.
1185
00:33:22,867 --> 00:33:24,469
They have these tools that they
1186
00:33:24,469 --> 00:33:25,503
that they can pull out.
1187
00:33:25,503 --> 00:33:27,538
And any job that saves the money.
1188
00:33:27,538 --> 00:33:28,706
But it's the same thing.
1189
00:33:28,706 --> 00:33:30,408
On the estimating, you know what I mean.
1190
00:33:30,408 --> 00:33:31,909
And if you get better
1191
00:33:31,909 --> 00:33:33,211
that that helps you with that.
1192
00:33:33,211 --> 00:33:34,245
You're using tools,
1193
00:33:34,245 --> 00:33:35,580
you're using a product
1194
00:33:35,580 --> 00:33:36,080
that gets you
1195
00:33:36,080 --> 00:33:37,448
one more day a week
1196
00:33:37,448 --> 00:33:38,549
that saves you
1197
00:33:38,549 --> 00:33:40,385
from going out the jobsite.
1198
00:33:40,385 --> 00:33:42,153
It man, I think.
1199
00:33:42,153 --> 00:33:43,321
And look,
1200
00:33:43,321 --> 00:33:45,390
Rob and I or the
1201
00:33:45,390 --> 00:33:47,291
you know, we're not kids.
1202
00:33:47,291 --> 00:33:49,527
We're half of our career where
1203
00:33:49,527 --> 00:33:50,762
we've learned every,
1204
00:33:50,762 --> 00:33:52,630
every hard way between us.
1205
00:33:52,630 --> 00:33:53,831
I think we got 70 years
1206
00:33:53,831 --> 00:33:56,901
just or at least 5064 is just do a year
1207
00:33:56,901 --> 00:33:58,136
just doing floors.
1208
00:33:58,136 --> 00:33:58,469
I think
1209
00:33:58,469 --> 00:33:59,003
that talking
1210
00:33:59,003 --> 00:34:00,571
about the sales part of this.
1211
00:34:00,571 --> 00:34:03,441
So we're we speak from experience and,
1212
00:34:03,441 --> 00:34:04,609
and a lot of mistakes
1213
00:34:04,609 --> 00:34:05,877
that we made throughout the years.
1214
00:34:05,877 --> 00:34:06,444
And hopefully
1215
00:34:06,444 --> 00:34:07,912
we'll only hope
1216
00:34:07,912 --> 00:34:10,915
that it helps another brother,
1217
00:34:10,948 --> 00:34:11,816
another sister,
1218
00:34:11,816 --> 00:34:13,551
another craftsman in this industry
1219
00:34:13,551 --> 00:34:14,585
that might make their day
1220
00:34:14,585 --> 00:34:15,019
a little bit
1221
00:34:15,019 --> 00:34:17,188
easier, might make them make a little bit
1222
00:34:17,188 --> 00:34:19,223
more money, might make their life.
1223
00:34:19,223 --> 00:34:20,491
Hopefully that's that's
1224
00:34:20,491 --> 00:34:21,526
what we get out of this.
1225
00:34:21,526 --> 00:34:22,527
So I mean,
1226
00:34:22,527 --> 00:34:24,128
maybe it'll help someone down the road.
1227
00:34:24,128 --> 00:34:25,630
So that's it.
1228
00:34:25,630 --> 00:34:28,633
Okay, Rob, I appreciate everything.
1229
00:34:29,267 --> 00:34:30,234
Your input and everything,
1230
00:34:30,234 --> 00:34:31,569
all your knowledge.
1231
00:34:31,569 --> 00:34:33,071
And, for our listeners,
1232
00:34:33,071 --> 00:34:33,971
thank you very much.
1233
00:34:33,971 --> 00:34:35,373
We know you could be doing
1234
00:34:35,373 --> 00:34:36,874
a lot of other things right now
1235
00:34:36,874 --> 00:34:39,110
and probably wish you were, but,
1236
00:34:39,110 --> 00:34:40,611
we appreciate you being with us here.
1237
00:34:40,611 --> 00:34:41,913
Most of the guys listening to this
1238
00:34:41,913 --> 00:34:43,347
or just running a drum right now,
1239
00:34:44,348 --> 00:34:45,216
they're on the drum
1240
00:34:45,216 --> 00:34:46,284
or they're on a buffer.
1241
00:34:46,284 --> 00:34:47,552
That's what they don't.
1242
00:34:47,552 --> 00:34:49,454
Or coach.
1243
00:34:49,454 --> 00:34:51,422
All right, well, thank you so much.
1244
00:34:51,422 --> 00:34:52,290
And please do stay
1245
00:34:52,290 --> 00:34:53,791
tuned for another episode.
1246
00:34:53,791 --> 00:34:56,494
Hope you. Got.