Wayne and Rob discuss slow paying customers and how that effects business owners. 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
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episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highlander with Bona Adhesives.
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Rob Johnson with THE Bona Training.
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Good afternoon. Wayne.
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Yes, sir.
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Good to see you there, Rob.
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Looking all, spiffy in your bone.
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The shirt there. Collared Yeah.
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This is, I just got off the plane,
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so, you know, I like to,
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I like to dress nice
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for the ladies on the plane.
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Well, I guess you should.
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Yeah.
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Yeah.
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I told you I rode first class.
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I was in first class, man.
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Okay.
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I was first class.
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Yeah, I got I got a little status.
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Yeah.
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Yeah. I like to dress nice on the plane.
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Yeah.
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You see, people sometimes
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they just like hobos.
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Can I say hobos any more?
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Yeah, I probably can't say that,
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but I
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like the people
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who show up in their pajamas, in sandals.
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Laying on the floor.
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Imagine laying on the floor
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at an airport.
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Yeah.
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Stay in the chair.
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Don't. Don't lay on the floor, mat.
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People
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walking in and out of the bathrooms and.
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Yeah, not a good place.
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Oh, no no, no.
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We're not going to keep that.
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We're we're not going to keep that going.
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Okay. That you get one.
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That's it.
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We're done. Okay. Yeah.
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Yeah.
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I've, I've had some people.
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Okay. I've had calls.
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Yeah.
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Yeah.
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All right.
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Good. Yep.
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Yeah. Oh,
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this is not going to be an ongoing gig.
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Okay.
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It it really isn't.
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But you're dying for it, though.
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I know it. Yeah.
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You remember you.
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You begged me to do that story.
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Yeah.
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say that.
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That just shows you how committed you.
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That shows you what kind of man you are.
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You're committed to
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Don't don't don't even go there.
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people, 95 of what
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I said, I just can't do.
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I can't show up to.
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I can't do it. But you you did, man.
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You trooper, do so.
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Yeah.
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Hey, listen,
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we're going to do a podcast today
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about slow paying customers
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and a little bit of a sad story here.
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The reason
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why that this came about,
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that I started thinking about this.
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I'll just tell you, a personal story
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that just happened to me, and,
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and then we'll move on from there.
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But,
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and it kind of relates to this.
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I bought a boat, bass
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boat from a dealership not long ago.
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Okay, so when I didn't buy it off of,
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didn't buy it off of, you know, off the,
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you know, an individual.
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I bought it off a legit dealership.
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We've been in business
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for many, many years,
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and then the guy owed me $2,500.
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Okay, he'll be $2,500.
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Long story, but,
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I bought a new 12 motor off the old boat.
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It was brand new, blah, blah, blah.
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He said, I'll give you.
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I'll just pay you for
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whatever, $2,500, okay?
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So he held me on that
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for about four months now.
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And part of that is my problem.
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I procrastinated.
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You know, I'm. I'm not in town.
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Whatever.
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Finally, I called the guy up
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and I said, hey, listen,
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let's get this resolved.
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I mean, you know, it's $2,500.
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And, you know,
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you know, when you're
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right, you're right. Owe it to you.
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Come by and pick it up.
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Thursday. Okay?
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Okay.
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On Tuesday, he killed himself.
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Okay.
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So he committed suicide. So
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awful.
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Okay.
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I can tell you're all broken up about it.
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I really, truly am.
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It's very, very sad.
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I guess it's
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the nervous
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giggling that's throwing me off.
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you're. You had a smile on your face.
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So, anyhow, it is very sad,
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but it made me think about
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when people owe you money,
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what could go wrong?
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And, you know, once,
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once the job is done
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and they have your services completed,
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their emergency is gone.
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Now you know what I mean?
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And maybe if they have other emergencies
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coming down the pike,
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you're not a priority anymore.
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The floor is down.
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I've got electrical
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that needs to be done,
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or I have other things in me
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that need to be done or what have you.
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And so,
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you know,
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so what I'm getting at is
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so many things can happen.
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Well, this guy,
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this guy been in business for years
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and this happened
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had I been paid, you know, right away
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or if I whatever, I would have been paid.
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Now, in the scheme of life and things,
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I'm never going to see my $2,500.
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But you know, you know what?
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It kind of puts things in perspective.
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What it is, what it is I'm not
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But they're going to have a funeral
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for this guy, right?
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He's got family and kids, right?
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Or wife and kids.
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I heard, he's like $3 million in debt.
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So what am I going to.
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Where am I going to
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in that pecking Well,
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that's why
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you gotta get to the funeral first.
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And, you know,
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go through the condolence line
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and then just give them.
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Here's a self-addressed,
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stamped envelope.
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Can you just put the check in and and
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I took care of the postage.
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Yeah.
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You know, baby, maybe not
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today, but, you know, tomorrow
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after the services,
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you know, hit him up at the wake.
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You know what I mean?
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People chat people up at the wake.
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You're okay?
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Yeah.
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Or. Wait a minute.
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You know
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they're going to be out of the house.
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They're going to be
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at the services.
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Yeah.
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Just run over
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and take $2,500 worth of stuff.
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Yeah.
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There you go.
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You see?
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Yeah.
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No, but I mean, that's what tells you.
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I mean, anything can happen
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in the meantime. So.
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So the the deal is slipping customers.
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What happens to your business?
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What's the impact on your business?
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What it is.
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You never know what could happen.
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I mean, you know,
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we've had people's houses burned down.
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We've had people go bankrupt.
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We've had people leave the country.
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There's all kinds of different things
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that could happen.
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Number one,
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number two,
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and I say this is probably the worst.
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And I think every floor
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person can relate to this.
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Is that the psychological damage?
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Of not getting paid on time?
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You know,
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we've all probably been there before,
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especially in the old days,
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and all things are done
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electronically now
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with all different ways
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you can pay, through cash, apps
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and all this stuff.
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But, you ever, ever have a big check.
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You're expecting Rob.
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Well, probably nothing for you, but
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let's say,
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you know, any kind of check
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from a customer,
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and, you come home
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and you check the mailbox.
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It's it's not there. It's Monday.
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They said there was already a week late.
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You come home Tuesday, you're
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driving home from work, eating,
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And even
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if you don't really need the money,
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you want to see that check in your hand,
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you come back,
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you check the mailbox again.
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It's not there.
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Well, maybe Wednesday
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maybe is going to be here.
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Surely he's going to be here
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by Wednesday.
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And you come home
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and it's not there again.
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And you, you like you
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you jump through all the hoops
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that was asked of you.
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You showed up on time, you did the job.
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They thanked you for their nice job,
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this, that and the other,
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you, you know, you
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you completed your your your obligation.
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Where is the check?
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So slow paying customers.
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I think one of the biggest damages
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they can do
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is just the psychological damage
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of waiting and waiting
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and and that's just one of the
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many things that can happen.
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You know, when you
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said you want to do this show, I thought.
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And I've only had one.
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I was only really burned one time.
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And then.
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And then as I started writing it out.
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No.
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I've been burned, like, six times.
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I just never remembered
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until I started writing it down.
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And then I was like, oh, my God,
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this and this and this.
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And that's
283
00:09:04,377 --> 00:09:07,213
when we really started changing
284
00:09:07,213 --> 00:09:10,182
the way we were charging people.
285
00:09:10,182 --> 00:09:13,185
I was just way too much of,
286
00:09:13,619 --> 00:09:15,788
Shake my hand and we are good.
287
00:09:15,788 --> 00:09:16,856
Type of thing.
288
00:09:16,856 --> 00:09:17,857
You know,
289
00:09:17,857 --> 00:09:19,358
I remember the first time
290
00:09:19,358 --> 00:09:22,161
reading through your contract, going,
291
00:09:22,161 --> 00:09:24,964
oh, what a pen.
292
00:09:24,964 --> 00:09:26,532
I wouldn't have lost anything
293
00:09:26,532 --> 00:09:29,035
if I had the the Highlander contract.
294
00:09:29,035 --> 00:09:30,169
I hate to keep you on
295
00:09:30,169 --> 00:09:31,404
the back for that one, but
296
00:09:33,039 --> 00:09:36,042
that is.
297
00:09:36,042 --> 00:09:38,978
And we'll talk about solutions in a bit.
298
00:09:38,978 --> 00:09:41,948
But you know what I think one of the okay
299
00:09:42,381 --> 00:09:45,318
you is there sloping okay.
300
00:09:45,318 --> 00:09:46,619
When you got to pay your guys
301
00:09:46,619 --> 00:09:47,353
you got to but whatever.
302
00:09:47,353 --> 00:09:48,955
But also your relationship
303
00:09:48,955 --> 00:09:50,656
with your distributor.
304
00:09:50,656 --> 00:09:53,359
So that relationship is very important.
305
00:09:53,359 --> 00:09:56,362
That's a, that's a business partnership.
306
00:09:57,063 --> 00:09:59,432
Yeah.
307
00:09:59,432 --> 00:10:02,168
I can tell you in my in my career
308
00:10:02,168 --> 00:10:03,336
now and you,
309
00:10:03,336 --> 00:10:04,971
we all work with distributors
310
00:10:04,971 --> 00:10:06,405
all the time.
311
00:10:06,405 --> 00:10:07,206
And we said, oh,
312
00:10:07,206 --> 00:10:08,674
I wish I'd like to be a distributor.
313
00:10:08,674 --> 00:10:09,241
Whatever it does,
314
00:10:09,241 --> 00:10:09,909
being a distributor
315
00:10:09,909 --> 00:10:12,578
is a very hard business to be in.
316
00:10:12,578 --> 00:10:13,613
Distributors
317
00:10:13,613 --> 00:10:14,714
play a super important role
318
00:10:14,714 --> 00:10:17,450
in our industry.
319
00:10:17,450 --> 00:10:19,952
There's so important, to manufacturers.
320
00:10:19,952 --> 00:10:20,853
And they're also important
321
00:10:20,853 --> 00:10:23,489
to, to to, contractors.
322
00:10:23,489 --> 00:10:26,158
They they're the last mile, right,
323
00:10:26,158 --> 00:10:27,593
of getting the product to your
324
00:10:27,593 --> 00:10:29,428
to you or your door.
325
00:10:29,428 --> 00:10:31,030
So they play a very,
326
00:10:31,030 --> 00:10:32,365
very, very important role
327
00:10:32,365 --> 00:10:33,666
in this industry.
328
00:10:33,666 --> 00:10:35,768
It's a tough, tough,
329
00:10:35,768 --> 00:10:38,037
tough job to be a distributor.
330
00:10:38,037 --> 00:10:39,138
I mean, they get hit
331
00:10:39,138 --> 00:10:40,740
from all kinds of different directions.
332
00:10:40,740 --> 00:10:41,207
So let's go
333
00:10:41,207 --> 00:10:44,210
look back at the pandemic when,
334
00:10:44,276 --> 00:10:46,178
manufacturers couldn't get products.
335
00:10:46,178 --> 00:10:47,413
That exhibitor.
336
00:10:47,413 --> 00:10:48,414
Well, the distributors
337
00:10:48,414 --> 00:10:49,448
are the front line.
338
00:10:49,448 --> 00:10:49,749
You know,
339
00:10:49,749 --> 00:10:51,050
they're the first ones out here
340
00:10:51,050 --> 00:10:52,351
that hear it from the customers.
341
00:10:52,351 --> 00:10:52,918
They're the forward.
342
00:10:52,918 --> 00:10:54,954
They're facing the customer every day.
343
00:10:54,954 --> 00:10:56,288
So you
344
00:10:56,288 --> 00:10:57,223
and your relationship with
345
00:10:57,223 --> 00:10:58,624
the distributor is very important.
346
00:10:58,624 --> 00:11:00,459
I mean, they need to get paid on time.
347
00:11:00,459 --> 00:11:01,560
You know what I mean?
348
00:11:01,560 --> 00:11:01,927
So.
349
00:11:01,927 --> 00:11:04,063
And it could affect your relationship
350
00:11:04,063 --> 00:11:05,331
with them.
351
00:11:05,331 --> 00:11:08,067
And I can tell you, man,
352
00:11:08,067 --> 00:11:09,802
I have gotten so many jobs
353
00:11:09,802 --> 00:11:11,470
through distributors,
354
00:11:11,470 --> 00:11:12,104
and,
355
00:11:12,104 --> 00:11:12,838
I've been helped out
356
00:11:12,838 --> 00:11:16,308
by so many distributors,
357
00:11:16,308 --> 00:11:17,777
that I've come to realize
358
00:11:17,777 --> 00:11:19,879
how important that relationship is.
359
00:11:19,879 --> 00:11:21,247
I wasn't ever taught that
360
00:11:21,247 --> 00:11:23,049
when I was young in this business.
361
00:11:23,049 --> 00:11:26,452
I just kind of get learned, as they say,
362
00:11:26,819 --> 00:11:28,320
you know, over time,
363
00:11:28,320 --> 00:11:30,289
you start putting pieces together
364
00:11:30,289 --> 00:11:32,525
and you go, wow, this guy can help me,
365
00:11:32,525 --> 00:11:33,859
or, well, he doesn't.
366
00:11:33,859 --> 00:11:36,128
I don't deserve his help or wow,
367
00:11:36,128 --> 00:11:37,029
why should he help me?
368
00:11:37,029 --> 00:11:38,130
You know what I mean?
369
00:11:38,130 --> 00:11:41,233
And they're they can be your advocate,
370
00:11:41,934 --> 00:11:43,335
and they can be.
371
00:11:43,335 --> 00:11:45,237
They can be very helpful for you,
372
00:11:45,237 --> 00:11:45,638
for you.
373
00:11:45,638 --> 00:11:46,906
So that's an important relationship.
374
00:11:46,906 --> 00:11:48,007
And that's the first thing I think of
375
00:11:48,007 --> 00:11:49,809
when I don't get paid on time.
376
00:11:49,809 --> 00:11:51,944
And if I don't, you know, I've got,
377
00:11:52,945 --> 00:11:53,479
you know, let's say
378
00:11:53,479 --> 00:11:55,147
I've got $60,000 out there
379
00:11:55,147 --> 00:11:56,082
or $80,000
380
00:11:56,082 --> 00:11:56,682
floating out there,
381
00:11:56,682 --> 00:11:57,917
jobs completed and done,
382
00:11:57,917 --> 00:11:59,919
that I don't have it in my hand
383
00:11:59,919 --> 00:12:01,854
that I should be paying my distributor
384
00:12:01,854 --> 00:12:03,089
and paying different bills
385
00:12:03,089 --> 00:12:03,489
and what have you.
386
00:12:03,489 --> 00:12:05,558
So that's the first thing I think of.
387
00:12:05,558 --> 00:12:07,159
I don't even think of myself so much
388
00:12:07,159 --> 00:12:08,427
when I'm not getting paid is
389
00:12:08,427 --> 00:12:11,430
what about everybody
390
00:12:12,998 --> 00:12:13,532
You know.
391
00:12:13,532 --> 00:12:16,035
Yeah.
392
00:12:16,035 --> 00:12:17,803
All our lives. Everybody's like.
393
00:12:17,803 --> 00:12:18,938
You know,
394
00:12:18,938 --> 00:12:21,474
we need to cut the middleman out.
395
00:12:21,474 --> 00:12:22,808
Right.
396
00:12:22,808 --> 00:12:24,276
I mean, you've heard that all your life.
397
00:12:24,276 --> 00:12:26,612
Cut the middleman out.
398
00:12:26,612 --> 00:12:28,414
And, you know, growing up,
399
00:12:28,414 --> 00:12:31,417
being young in business and everything.
400
00:12:32,251 --> 00:12:32,752
Yeah.
401
00:12:32,752 --> 00:12:33,919
I should
402
00:12:33,919 --> 00:12:34,887
if I could buy direct,
403
00:12:34,887 --> 00:12:37,089
I'd save so much more money.
404
00:12:37,089 --> 00:12:38,224
The middleman.
405
00:12:38,224 --> 00:12:39,725
You got to cut that middleman out.
406
00:12:39,725 --> 00:12:40,960
Well,
407
00:12:40,960 --> 00:12:43,929
you know, now, as I get older and seeing
408
00:12:43,929 --> 00:12:44,730
behind the curtain.
409
00:12:45,965 --> 00:12:48,934
Thank God for the middlemen.
410
00:12:48,934 --> 00:12:51,437
Thank God for the little guy.
411
00:12:51,437 --> 00:12:52,938
For the distributor, the middle.
412
00:12:52,938 --> 00:12:55,274
Not the little man, the middleman.
413
00:12:55,274 --> 00:12:56,742
Because
414
00:12:56,742 --> 00:12:59,111
I'll tell you a story
415
00:12:59,111 --> 00:13:02,114
on how the middleman,
416
00:13:02,348 --> 00:13:05,551
our distributor really saved us.
417
00:13:05,951 --> 00:13:08,954
I mean, saved us from ruin.
418
00:13:10,322 --> 00:13:12,458
We got a call from a huge builder.
419
00:13:12,458 --> 00:13:14,794
Now, Pete and I were probably
420
00:13:14,794 --> 00:13:18,130
two years out of my dad, right?
421
00:13:18,130 --> 00:13:20,366
And we started our own thing,
422
00:13:20,366 --> 00:13:21,100
and we were.
423
00:13:21,100 --> 00:13:22,268
We were big with water
424
00:13:22,268 --> 00:13:23,502
based because we were doing
425
00:13:23,502 --> 00:13:25,237
tons of water bass in the bowling alley.
426
00:13:25,237 --> 00:13:27,039
So,
427
00:13:27,039 --> 00:13:27,873
you know, the distributor
428
00:13:27,873 --> 00:13:29,575
wasn't even really
429
00:13:29,575 --> 00:13:31,143
messing around with water based.
430
00:13:31,143 --> 00:13:32,912
But, you know, I said, geez,
431
00:13:32,912 --> 00:13:34,647
I kind of like this, you know, product.
432
00:13:34,647 --> 00:13:36,448
And he started to bring it in
433
00:13:36,448 --> 00:13:38,083
and, you know, I'm not saying that
434
00:13:40,085 --> 00:13:41,654
that it wasn't for Pete and I.
435
00:13:41,654 --> 00:13:42,721
There'd be no water base
436
00:13:42,721 --> 00:13:43,689
in the Albany area.
437
00:13:43,689 --> 00:13:45,791
But we were, you know,
438
00:13:45,791 --> 00:13:47,193
we were used to working with it,
439
00:13:47,193 --> 00:13:50,129
so we liked it. And what have you.
440
00:13:50,129 --> 00:13:51,664
So for the first two years,
441
00:13:51,664 --> 00:13:53,432
all of a sudden
442
00:13:53,432 --> 00:13:55,701
people were taking notes
443
00:13:55,701 --> 00:13:57,036
because we're in the phone book.
444
00:13:57,036 --> 00:13:59,104
And I know that sounds crazy to say, but,
445
00:13:59,104 --> 00:14:00,072
you know, we're in the phone
446
00:14:00,072 --> 00:14:01,140
book and people's like,
447
00:14:01,140 --> 00:14:03,008
who's this fourth generation?
448
00:14:03,008 --> 00:14:05,711
And, you know, nobody's ever heard of us.
449
00:14:05,711 --> 00:14:07,479
Right.
450
00:14:07,479 --> 00:14:08,714
So we started talking
451
00:14:08,714 --> 00:14:09,648
with the distributor.
452
00:14:09,648 --> 00:14:12,017
And so we're getting to know
453
00:14:12,017 --> 00:14:13,586
people are starting to know us.
454
00:14:13,586 --> 00:14:15,421
Oh, the bowling alley guys, and,
455
00:14:15,421 --> 00:14:16,455
you know, they're doing this, blah,
456
00:14:16,455 --> 00:14:17,623
blah, blah.
457
00:14:17,623 --> 00:14:17,823
Well,
458
00:14:17,823 --> 00:14:20,593
we get a call from this huge builder.
459
00:14:20,593 --> 00:14:21,427
Huge.
460
00:14:21,427 --> 00:14:23,329
But the biggest builder in Albany.
461
00:14:23,329 --> 00:14:27,366
And he's building like road mansions,
462
00:14:28,734 --> 00:14:29,101
right.
463
00:14:29,101 --> 00:14:30,870
And one day I get a
464
00:14:30,870 --> 00:14:32,671
call from this guy and he's like, hey,
465
00:14:32,671 --> 00:14:35,674
we we'd really like to talk to you.
466
00:14:41,146 --> 00:14:42,982
Know nobody knew about you.
467
00:14:42,982 --> 00:14:44,450
You're California Wayne.
468
00:14:44,450 --> 00:14:45,417
This is
469
00:14:45,417 --> 00:14:48,420
this is the other side of the world, man.
470
00:14:48,420 --> 00:14:50,022
So we get a call from this guy,
471
00:14:50,022 --> 00:14:51,891
and he goes, I want to meet you.
472
00:14:51,891 --> 00:14:53,692
We've heard about you, blah,
473
00:14:53,692 --> 00:14:56,161
blah, blah, and we're not.
474
00:14:56,161 --> 00:14:58,664
We are not for the year, guys.
475
00:14:58,664 --> 00:15:01,267
You know what I mean? We're.
476
00:15:01,267 --> 00:15:03,836
I've said this a million times,
477
00:15:03,836 --> 00:15:05,137
you know, sport floors,
478
00:15:05,137 --> 00:15:07,172
commercial floors, bowling.
479
00:15:07,172 --> 00:15:09,275
We're production guys.
480
00:15:09,275 --> 00:15:12,111
And this guy's building row mansions.
481
00:15:12,111 --> 00:15:12,778
Seriously.
482
00:15:12,778 --> 00:15:15,014
Huge, huge projects.
483
00:15:15,014 --> 00:15:17,917
One after another.
484
00:15:17,917 --> 00:15:19,551
And he's like, hey, I heard of you guys.
485
00:15:19,551 --> 00:15:20,352
And, you know, like the.
486
00:15:20,352 --> 00:15:22,388
But I've seen some of your work
487
00:15:22,388 --> 00:15:22,721
and I'm like,
488
00:15:22,721 --> 00:15:26,759
oh, my, I'm in my 20s, right.
489
00:15:26,759 --> 00:15:26,892
And
490
00:15:28,360 --> 00:15:31,363
pretty naive at the time.
491
00:15:31,430 --> 00:15:33,132
And we're going through the house
492
00:15:33,132 --> 00:15:34,199
and this and that.
493
00:15:34,199 --> 00:15:37,202
And he's like, we'd really like you to
494
00:15:37,770 --> 00:15:39,071
take over our work. Now.
495
00:15:39,071 --> 00:15:40,072
I'm thinking,
496
00:15:40,072 --> 00:15:43,075
oh, this is a big step, right?
497
00:15:43,609 --> 00:15:46,478
Finally, they see the frickin talent,
498
00:15:46,478 --> 00:15:47,146
and I'm thinking
499
00:15:47,146 --> 00:15:49,348
we're going to have to hire.
500
00:15:49,348 --> 00:15:50,416
We're going to have to hire six
501
00:15:50,416 --> 00:15:52,117
guys easily
502
00:15:52,117 --> 00:15:55,120
six guys to keep up with this.
503
00:15:55,287 --> 00:15:57,323
So I.
504
00:15:57,323 --> 00:15:58,123
All right.
505
00:15:58,123 --> 00:15:59,892
I'm definitely interested.
506
00:15:59,892 --> 00:16:00,859
Talk to Pete.
507
00:16:00,859 --> 00:16:01,493
And I said
508
00:16:01,493 --> 00:16:02,795
I think we're going to have to do this.
509
00:16:02,795 --> 00:16:03,595
And he's like yeah.
510
00:16:03,595 --> 00:16:04,396
You think it's right?
511
00:16:04,396 --> 00:16:06,966
I go, yeah, I feel this is this is right.
512
00:16:06,966 --> 00:16:08,867
Okay.
513
00:16:08,867 --> 00:16:11,437
Having meeting with him two days later.
514
00:16:11,437 --> 00:16:14,139
Now this meeting is bizarre.
515
00:16:14,139 --> 00:16:16,375
I want to get paid. Okay.
516
00:16:16,375 --> 00:16:17,810
We deliver the wood.
517
00:16:17,810 --> 00:16:20,112
I get paid, we get done installing.
518
00:16:20,112 --> 00:16:21,747
I get another chunk.
519
00:16:21,747 --> 00:16:22,982
We get down sanding.
520
00:16:24,249 --> 00:16:26,785
That's when we get the final check.
521
00:16:26,785 --> 00:16:28,153
Okay.
522
00:16:28,153 --> 00:16:29,088
And the guy looks at me,
523
00:16:29,088 --> 00:16:29,722
and he's kind of
524
00:16:29,722 --> 00:16:32,124
just kind of nodding his head. No.
525
00:16:32,124 --> 00:16:33,625
All right.
526
00:16:33,625 --> 00:16:36,628
And he's like, here's how we do it
527
00:16:36,695 --> 00:16:40,032
with the I won't say whatever group
528
00:16:40,666 --> 00:16:43,435
they were the the group
529
00:16:43,435 --> 00:16:45,604
he goes will
530
00:16:45,604 --> 00:16:46,405
we'll get in touch
531
00:16:46,405 --> 00:16:47,740
with a couple of distributors
532
00:16:47,740 --> 00:16:50,175
will set you up with the line of credit.
533
00:16:50,175 --> 00:16:52,811
And he goes then you'll get,
534
00:16:52,811 --> 00:16:54,380
you'll start to get paid
535
00:16:54,380 --> 00:16:56,715
after the second or third house.
536
00:16:56,715 --> 00:16:59,718
And that's how that's how we do it.
537
00:17:00,152 --> 00:17:03,155
And I'm like.
538
00:17:03,288 --> 00:17:05,190
I'm almost like.
539
00:17:05,190 --> 00:17:06,592
See you later.
540
00:17:06,592 --> 00:17:07,126
Right.
541
00:17:07,126 --> 00:17:09,128
I can't do that.
542
00:17:09,128 --> 00:17:11,830
That because I'm thinking, no, no, no,
543
00:17:11,830 --> 00:17:13,465
I need a check next week.
544
00:17:13,465 --> 00:17:14,967
Personally,
545
00:17:14,967 --> 00:17:16,735
I need to get a paycheck next week.
546
00:17:16,735 --> 00:17:19,405
We're we're new. You know what I mean?
547
00:17:21,040 --> 00:17:25,744
So, is it just all of a sudden now?
548
00:17:25,744 --> 00:17:26,945
Nothing felt right.
549
00:17:26,945 --> 00:17:29,481
It was just a 100%.
550
00:17:29,481 --> 00:17:30,015
And he's like, yeah,
551
00:17:30,015 --> 00:17:31,417
we'll set you up with a line of credit.
552
00:17:31,417 --> 00:17:33,185
You can use it for your other jobs
553
00:17:33,185 --> 00:17:34,019
and not and on.
554
00:17:34,019 --> 00:17:36,188
I'm like,
555
00:17:36,188 --> 00:17:38,891
Doesn't feel right.
556
00:17:38,891 --> 00:17:40,659
I knew the guy at the distributor
557
00:17:40,659 --> 00:17:43,228
that we were going through.
558
00:17:43,228 --> 00:17:44,296
So I went over
559
00:17:44,296 --> 00:17:45,631
and I talked to him and I go,
560
00:17:45,631 --> 00:17:46,331
why do you think
561
00:17:46,331 --> 00:17:47,900
all of a sudden, you know, I tell him,
562
00:17:47,900 --> 00:17:50,402
I'm telling him the whole story, right?
563
00:17:50,402 --> 00:17:52,171
He's shaking his head the whole time
564
00:17:52,171 --> 00:17:53,238
telling the story.
565
00:17:53,238 --> 00:17:54,239
He's shaking his head.
566
00:17:54,239 --> 00:17:56,241
No.
567
00:17:56,241 --> 00:17:58,477
I said, who is doing the work before?
568
00:17:58,477 --> 00:17:59,344
Were they that bad?
569
00:17:59,344 --> 00:18:00,012
He goes, no,
570
00:18:00,012 --> 00:18:02,181
they were great, but they owe me.
571
00:18:02,181 --> 00:18:02,981
Blankety blank.
572
00:18:04,516 --> 00:18:05,517
We were like
573
00:18:05,517 --> 00:18:08,520
the fourth company
574
00:18:08,620 --> 00:18:11,256
and that distributor.
575
00:18:11,256 --> 00:18:13,826
He didn't have to tell me that.
576
00:18:13,826 --> 00:18:14,893
You know what I mean?
577
00:18:14,893 --> 00:18:16,428
He did not.
578
00:18:16,428 --> 00:18:18,130
He he could have. Right.
579
00:18:18,130 --> 00:18:19,064
Because the other guys
580
00:18:19,064 --> 00:18:21,700
were into him for money.
581
00:18:21,700 --> 00:18:24,103
But he had a, you know, he had a soul.
582
00:18:24,103 --> 00:18:27,773
I guess this this builder didn't.
583
00:18:27,973 --> 00:18:29,875
Right? They didn't.
584
00:18:29,875 --> 00:18:32,578
But that distributor
585
00:18:32,578 --> 00:18:34,913
went out of his way to say,
586
00:18:34,913 --> 00:18:37,449
just keep doing what you and Peter doing.
587
00:18:37,449 --> 00:18:39,251
Don't don't.
588
00:18:39,251 --> 00:18:41,920
He goes, you're doing fine.
589
00:18:41,920 --> 00:18:44,022
You're not into us for anything.
590
00:18:44,022 --> 00:18:45,991
He said, these guys are into us.
591
00:18:45,991 --> 00:18:47,092
He goes,
592
00:18:47,092 --> 00:18:50,062
I don't know what they're going to do,
593
00:18:50,062 --> 00:18:51,463
but that distributor.
594
00:18:51,463 --> 00:18:52,631
So when I say a distributor
595
00:18:52,631 --> 00:18:54,867
can save your life.
596
00:18:54,867 --> 00:18:57,870
That distributor can save your life.
597
00:18:58,437 --> 00:18:59,905
Now, you want to hear.
598
00:18:59,905 --> 00:19:01,173
I got to tell you just a little
599
00:19:01,173 --> 00:19:02,307
bit more of this story.
600
00:19:03,308 --> 00:19:04,977
Anybody in the Albany area
601
00:19:04,977 --> 00:19:06,278
who's been around for a while
602
00:19:06,278 --> 00:19:09,281
will probably remember this,
603
00:19:09,281 --> 00:19:11,583
but it never made the news.
604
00:19:11,583 --> 00:19:14,920
So this group was just massive
605
00:19:14,920 --> 00:19:16,522
builders in the area.
606
00:19:16,522 --> 00:19:18,590
By far the largest,
607
00:19:18,590 --> 00:19:21,727
but they had tons and tons of TV
608
00:19:21,727 --> 00:19:24,730
commercials of up there,
609
00:19:25,831 --> 00:19:28,000
their houses, in their projects,
610
00:19:28,000 --> 00:19:31,003
in their neighborhoods.
611
00:19:31,436 --> 00:19:34,439
It got so bad that
612
00:19:35,140 --> 00:19:36,508
plumbers, electricians,
613
00:19:36,508 --> 00:19:39,511
roofers, concrete floors,
614
00:19:39,645 --> 00:19:42,014
concrete got everybody.
615
00:19:42,014 --> 00:19:44,950
They were one weekend.
616
00:19:44,950 --> 00:19:47,953
We're having parades
617
00:19:48,220 --> 00:19:51,023
at some of these neighborhoods
618
00:19:51,023 --> 00:19:53,559
of like, pay us our money.
619
00:19:53,559 --> 00:19:56,228
We didn't.
620
00:19:56,228 --> 00:19:58,497
They had freakin parades.
621
00:19:58,497 --> 00:20:01,133
And I'm not talking about parades with
622
00:20:01,133 --> 00:20:02,267
9 or 10.
623
00:20:02,267 --> 00:20:03,936
It was like 50
624
00:20:03,936 --> 00:20:05,571
and 60 people
625
00:20:05,571 --> 00:20:07,940
in these parades with signs.
626
00:20:07,940 --> 00:20:09,308
We're not getting our money.
627
00:20:09,308 --> 00:20:10,475
They owe us money.
628
00:20:10,475 --> 00:20:12,044
Pay now?
629
00:20:12,044 --> 00:20:12,578
No.
630
00:20:12,578 --> 00:20:14,780
Here's the sad part.
631
00:20:14,780 --> 00:20:17,049
It wasn't covered by anybody.
632
00:20:18,250 --> 00:20:20,719
The news, newspapers.
633
00:20:20,719 --> 00:20:22,387
Nobody covered it.
634
00:20:22,387 --> 00:20:24,957
Why?
635
00:20:24,957 --> 00:20:26,658
Because they were advertising
636
00:20:26,658 --> 00:20:27,759
in the newspapers.
637
00:20:27,759 --> 00:20:28,927
Full page ads
638
00:20:28,927 --> 00:20:31,930
in the newspapers, TV commercials.
639
00:20:32,764 --> 00:20:35,434
And nobody covered the parade.
640
00:20:35,434 --> 00:20:36,768
A couple of small papers
641
00:20:36,768 --> 00:20:40,239
had little blurbs, but everybody knew.
642
00:20:40,239 --> 00:20:44,409
But it wasn't being covered in the media
643
00:20:44,476 --> 00:20:46,078
because the media was making
644
00:20:46,078 --> 00:20:49,081
so much money off of these guys.
645
00:20:50,215 --> 00:20:52,618
But that distributor, I got it.
646
00:20:52,618 --> 00:20:53,118
It's funny
647
00:20:53,118 --> 00:20:56,121
you said how good a distributor can be.
648
00:20:57,990 --> 00:20:58,590
you know, it's funny.
649
00:20:58,590 --> 00:20:59,458
Sometimes people
650
00:20:59,458 --> 00:21:00,559
you talk about, people say,
651
00:21:00,559 --> 00:21:01,560
oh, I want to go to school.
652
00:21:01,560 --> 00:21:04,062
I want to be. I want to be a distributor.
653
00:21:04,062 --> 00:21:06,231
They don't know how you go
654
00:21:06,231 --> 00:21:08,267
look at the inventory of a distributor,
655
00:21:08,267 --> 00:21:09,134
how many products
656
00:21:09,134 --> 00:21:12,137
they have to carry, and,
657
00:21:14,439 --> 00:21:15,474
even logistically,
658
00:21:15,474 --> 00:21:17,276
how much help they are.
659
00:21:17,276 --> 00:21:19,278
And I mean, you know, obviously,
660
00:21:19,278 --> 00:21:21,880
if you had to say, okay, I want to buy,
661
00:21:21,880 --> 00:21:22,114
you know,
662
00:21:22,114 --> 00:21:23,382
I want to get this kind of pricing.
663
00:21:23,382 --> 00:21:25,284
Well, you and you,
664
00:21:25,284 --> 00:21:26,918
first of all, between freight
665
00:21:26,918 --> 00:21:28,020
and what you would have to pay
666
00:21:28,020 --> 00:21:29,354
for it to get it that way.
667
00:21:30,389 --> 00:21:31,990
I mean, like I said, the
668
00:21:31,990 --> 00:21:33,492
knowledge of just distributors
669
00:21:33,492 --> 00:21:34,926
and, and training
670
00:21:34,926 --> 00:21:35,827
have gone to distributors.
671
00:21:35,827 --> 00:21:37,429
They, they do a great job training
672
00:21:37,429 --> 00:21:38,597
and that kind of stuff.
673
00:21:38,597 --> 00:21:40,365
They are just such a vital role.
674
00:21:40,365 --> 00:21:43,368
Deliveries, payments,
675
00:21:43,435 --> 00:21:45,337
it's
676
00:21:45,337 --> 00:21:46,872
the industry would be sunk without them.
677
00:21:46,872 --> 00:21:48,740
So How many?
678
00:21:48,740 --> 00:21:49,741
How many times
679
00:21:49,741 --> 00:21:51,243
did you call a distributor
680
00:21:51,243 --> 00:21:52,811
in your life on a Friday
681
00:21:52,811 --> 00:21:55,514
when you know he's going to be closed?
682
00:21:55,514 --> 00:21:57,149
Hey, can you throw a couple buckets
683
00:21:57,149 --> 00:22:00,152
behind the dumpster and,
684
00:22:00,152 --> 00:22:02,587
and it's always like no problem.
685
00:22:02,587 --> 00:22:04,222
Hey, I need it.
686
00:22:04,222 --> 00:22:07,559
I need a, maple baby threshold,
687
00:22:07,559 --> 00:22:09,928
and I can't pick it up. Can you?
688
00:22:09,928 --> 00:22:10,996
Can you put it in?
689
00:22:10,996 --> 00:22:11,496
You know,
690
00:22:11,496 --> 00:22:12,998
could you put it on the back, doc,
691
00:22:12,998 --> 00:22:13,832
and I'll pick it up and
692
00:22:13,832 --> 00:22:15,067
stop by on Monday.
693
00:22:16,902 --> 00:22:17,402
I mean,
694
00:22:17,402 --> 00:22:20,405
just amazing what distributors,
695
00:22:21,340 --> 00:22:23,375
what they do for us.
696
00:22:23,375 --> 00:22:24,176
know firsthand
697
00:22:24,176 --> 00:22:25,444
working at a distributor
698
00:22:25,444 --> 00:22:26,144
behind the counter.
699
00:22:26,144 --> 00:22:27,412
And you did two at the pro shop.
700
00:22:27,412 --> 00:22:28,747
How hard that job is.
701
00:22:28,747 --> 00:22:29,047
That's why
702
00:22:29,047 --> 00:22:29,715
I always say they're
703
00:22:29,715 --> 00:22:31,083
they add the unsung heroes
704
00:22:31,083 --> 00:22:32,384
in our business.
705
00:22:32,384 --> 00:22:34,419
If you have a, distributor guy
706
00:22:34,419 --> 00:22:35,887
that you work with,
707
00:22:35,887 --> 00:22:37,622
then come once in a while,
708
00:22:37,622 --> 00:22:38,924
show your appreciation to them.
709
00:22:38,924 --> 00:22:40,425
They got a hard job.
710
00:22:40,425 --> 00:22:40,892
And, you know,
711
00:22:40,892 --> 00:22:42,160
we don't think about them
712
00:22:42,160 --> 00:22:43,428
because we're getting our wood
713
00:22:43,428 --> 00:22:43,962
and our material.
714
00:22:43,962 --> 00:22:44,563
We got,
715
00:22:44,563 --> 00:22:44,863
you know,
716
00:22:44,863 --> 00:22:46,598
we got a job to get to and whatever.
717
00:22:46,598 --> 00:22:47,532
But you think about that guy
718
00:22:47,532 --> 00:22:48,600
behind that counter, man.
719
00:22:48,600 --> 00:22:50,669
They're so important to us.
720
00:22:50,669 --> 00:22:51,069
So anyhow,
721
00:22:51,069 --> 00:22:52,371
we got off track on that, but,
722
00:22:52,371 --> 00:22:53,638
but that's that's
723
00:22:53,638 --> 00:22:55,140
the first thing I think of
724
00:22:55,140 --> 00:22:56,608
is that I gotta pay
725
00:22:56,608 --> 00:22:57,609
my distributor on time.
726
00:22:57,609 --> 00:23:00,245
I that relationship's got to stay strong.
727
00:23:00,245 --> 00:23:03,148
But, you know, it also,
728
00:23:03,148 --> 00:23:05,751
you know, it causes you cashflow
729
00:23:05,751 --> 00:23:07,352
issues in general.
730
00:23:07,352 --> 00:23:08,220
I mean, a lot of guys,
731
00:23:08,220 --> 00:23:09,788
their wife works also.
732
00:23:09,788 --> 00:23:10,489
And thank God
733
00:23:10,489 --> 00:23:12,357
my wife did, because there's been times
734
00:23:12,357 --> 00:23:14,659
when I've had so much money out.
735
00:23:14,659 --> 00:23:16,962
You talked about my contract that I,
736
00:23:16,962 --> 00:23:17,596
I stopped.
737
00:23:17,596 --> 00:23:19,498
I, we got to do something different
738
00:23:19,498 --> 00:23:20,198
because I tell them
739
00:23:20,198 --> 00:23:21,967
it's do upon completion of the job,
740
00:23:21,967 --> 00:23:23,168
you know, this portion of it
741
00:23:23,168 --> 00:23:25,270
and for some reason, the homeowner
742
00:23:25,270 --> 00:23:26,471
it's the only day they're not home.
743
00:23:28,940 --> 00:23:29,408
the checks
744
00:23:29,408 --> 00:23:30,876
upstairs, and the floor is wet.
745
00:23:30,876 --> 00:23:31,309
Oh, gosh,
746
00:23:31,309 --> 00:23:32,744
I guess I can't get to my checkbook.
747
00:23:32,744 --> 00:23:34,780
It's upstairs. Will melt to you.
748
00:23:34,780 --> 00:23:37,015
You know, all those different things
749
00:23:37,015 --> 00:23:39,317
I think guys are a little more savvy now.
750
00:23:39,317 --> 00:23:41,086
And here's the way
751
00:23:41,086 --> 00:23:42,220
I think about it, too.
752
00:23:42,220 --> 00:23:43,922
And, you know, a young guy,
753
00:23:43,922 --> 00:23:45,190
you should feel guilty.
754
00:23:45,190 --> 00:23:46,825
Like apologizing
755
00:23:46,825 --> 00:23:48,160
for asking for the money.
756
00:23:48,160 --> 00:23:50,462
Yes. What?
757
00:23:50,462 --> 00:23:53,498
How insane is that for you new guys?
758
00:23:54,099 --> 00:23:56,668
Yeah. You young guys.
759
00:23:56,668 --> 00:23:58,937
doctor and and have something done.
760
00:23:58,937 --> 00:23:59,504
You go, well,
761
00:23:59,504 --> 00:24:02,707
you know, your your your portion is $75.
762
00:24:02,707 --> 00:24:04,209
Before we do anything.
763
00:24:04,209 --> 00:24:07,078
So like, they want that money now.
764
00:24:07,078 --> 00:24:07,779
Any other
765
00:24:07,779 --> 00:24:10,749
any other business in the, in America
766
00:24:10,882 --> 00:24:12,250
when it comes time to get that money.
767
00:24:12,250 --> 00:24:13,251
They want that money now.
768
00:24:13,251 --> 00:24:14,186
You ain't moving forward
769
00:24:14,186 --> 00:24:15,454
until they get that money.
770
00:24:15,454 --> 00:24:17,055
And these people got a lot more than me
771
00:24:17,055 --> 00:24:19,758
and you do you know what I mean? And they
772
00:24:21,159 --> 00:24:24,162
What is wrong with us?
773
00:24:24,262 --> 00:24:26,698
Because I remember.
774
00:24:26,698 --> 00:24:28,433
Yeah, I would feel bad.
775
00:24:28,433 --> 00:24:30,936
Like,
776
00:24:30,936 --> 00:24:31,736
Yeah. Jesus.
777
00:24:31,736 --> 00:24:33,205
I'm sorry, but can you can.
778
00:24:33,205 --> 00:24:36,208
Yeah.
779
00:24:37,676 --> 00:24:38,944
like an idiot.
780
00:24:38,944 --> 00:24:40,779
that.
781
00:24:40,779 --> 00:24:41,079
Yeah.
782
00:24:41,079 --> 00:24:43,882
We we need freaking help on that one.
783
00:24:43,882 --> 00:24:45,484
That we should have seen.
784
00:24:45,484 --> 00:24:48,220
We needed therapy.
785
00:24:48,220 --> 00:24:51,189
Why would you feel bad about that?
786
00:24:51,723 --> 00:24:54,359
Because, we,
787
00:24:54,359 --> 00:24:55,393
I don't think I've ever heard
788
00:24:55,393 --> 00:24:56,428
anybody say that.
789
00:24:56,428 --> 00:24:59,364
And that's exactly how I used to feel.
790
00:24:59,364 --> 00:25:02,234
lot of guys are this way, and I think
791
00:25:02,234 --> 00:25:04,836
a lot of guys in this industry are just
792
00:25:04,836 --> 00:25:07,839
good, honest, hardworking people.
793
00:25:07,839 --> 00:25:09,341
They just, you know,
794
00:25:09,341 --> 00:25:10,442
I was looking the other day,
795
00:25:10,442 --> 00:25:11,710
I was watching some,
796
00:25:11,710 --> 00:25:12,777
some guy talking about.
797
00:25:12,777 --> 00:25:13,879
He just got a complete.
798
00:25:13,879 --> 00:25:16,882
Just completed a job for for a lady.
799
00:25:16,982 --> 00:25:18,950
Now the job's done, right?
800
00:25:18,950 --> 00:25:19,885
So they had already talked
801
00:25:19,885 --> 00:25:20,552
about the price.
802
00:25:20,552 --> 00:25:21,887
Everything. Well, ahead of time.
803
00:25:21,887 --> 00:25:22,654
Job's done.
804
00:25:23,588 --> 00:25:24,623
And he goes, is,
805
00:25:24,623 --> 00:25:26,625
I'll come and pick up my check.
806
00:25:26,625 --> 00:25:27,359
And she goes,
807
00:25:27,359 --> 00:25:27,626
you know,
808
00:25:27,626 --> 00:25:28,193
can you send me
809
00:25:28,193 --> 00:25:31,196
an itemized, breakdown of your bill?
810
00:25:32,130 --> 00:25:35,133
Oh,
811
00:25:36,034 --> 00:25:36,868
Yeah.
812
00:25:36,868 --> 00:25:38,637
Yeah.
813
00:25:38,637 --> 00:25:40,305
What do you need that for?
814
00:25:40,305 --> 00:25:42,340
Yeah.
815
00:25:42,340 --> 00:25:43,508
Yeah. You've already.
816
00:25:43,508 --> 00:25:45,911
You've already paid for my candy.
817
00:25:45,911 --> 00:25:47,812
I'm not. Yeah.
818
00:25:47,812 --> 00:25:48,280
you know,
819
00:25:48,280 --> 00:25:49,915
hear people say that we did a repair
820
00:25:49,915 --> 00:25:51,850
for someone, came in and had a kid
821
00:25:51,850 --> 00:25:53,552
put it in two boards.
822
00:25:53,552 --> 00:25:54,219
Just blend it
823
00:25:54,219 --> 00:25:55,387
in, stain it and everything.
824
00:25:55,387 --> 00:25:57,355
Match it. It was $450.
825
00:25:57,355 --> 00:25:59,124
It took us a hour and a half
826
00:25:59,124 --> 00:26:00,458
and they're like, wow,
827
00:26:00,458 --> 00:26:03,361
an hour and a half, really, for that?
828
00:26:03,361 --> 00:26:06,698
I mean, yeah, for Yeah.
829
00:26:08,300 --> 00:26:08,600
want to,
830
00:26:08,600 --> 00:26:10,802
when they want to itemized breakdown.
831
00:26:10,802 --> 00:26:11,136
Okay.
832
00:26:11,136 --> 00:26:12,771
Do you want my worker's comp insurance.
833
00:26:12,771 --> 00:26:13,705
You want my insurance.
834
00:26:13,705 --> 00:26:14,439
The car insurance.
835
00:26:14,439 --> 00:26:15,173
You want the the
836
00:26:15,173 --> 00:26:16,441
the wear and tear on the vehicles
837
00:26:16,441 --> 00:26:17,709
that we have to deduct every year.
838
00:26:17,709 --> 00:26:19,010
All these other things.
839
00:26:19,010 --> 00:26:22,013
I mean, what does that mean to you?
840
00:26:22,180 --> 00:26:22,981
You don't know what my,
841
00:26:22,981 --> 00:26:24,149
my overhead costs are
842
00:26:24,149 --> 00:26:25,617
and all these other things.
843
00:26:25,617 --> 00:26:26,985
So,
844
00:26:26,985 --> 00:26:28,420
yeah, I just,
845
00:26:28,420 --> 00:26:29,921
and I think as you've getting older,
846
00:26:29,921 --> 00:26:30,589
as we have,
847
00:26:30,589 --> 00:26:31,823
you have less tolerance for it
848
00:26:31,823 --> 00:26:33,592
because you know,
849
00:26:33,592 --> 00:26:34,326
what kind of what
850
00:26:34,326 --> 00:26:35,327
the guys are going through.
851
00:26:35,327 --> 00:26:36,761
And you kind of live that.
852
00:26:36,761 --> 00:26:38,196
And as you get older,
853
00:26:38,196 --> 00:26:40,398
you kind of realize, hey, this was
854
00:26:40,398 --> 00:26:41,600
totally unreasonable
855
00:26:42,801 --> 00:26:44,269
all the way around.
856
00:26:44,269 --> 00:26:46,004
Yeah. Yeah.
857
00:26:46,004 --> 00:26:47,305
hard to do this job
858
00:26:47,305 --> 00:26:49,074
and it takes a lot of toll on you
859
00:26:49,074 --> 00:26:50,141
and what have you.
860
00:26:50,141 --> 00:26:52,711
So, hey, you need to get paid.
861
00:26:52,711 --> 00:26:54,846
Here's the other thing, too.
862
00:26:54,846 --> 00:26:56,815
You got to pay for the wear
863
00:26:56,815 --> 00:26:57,983
and tear on your body
864
00:26:57,983 --> 00:26:59,017
that you're going to feel
865
00:26:59,017 --> 00:27:02,020
when you get 65 and 70 years old.
866
00:27:03,321 --> 00:27:04,990
Because if you talk to any older
867
00:27:04,990 --> 00:27:07,959
guy, you know.
868
00:27:09,027 --> 00:27:10,962
You can't put a price on on your health.
869
00:27:10,962 --> 00:27:11,296
Right.
870
00:27:11,296 --> 00:27:11,696
Well, now,
871
00:27:11,696 --> 00:27:13,632
all the pains that you're going to feel,
872
00:27:13,632 --> 00:27:16,868
so that's that's when I, when I talk,
873
00:27:17,002 --> 00:27:19,004
when we talk about slow paying people.
874
00:27:19,004 --> 00:27:20,338
Here's the other thing.
875
00:27:20,338 --> 00:27:21,940
There's been times where,
876
00:27:21,940 --> 00:27:22,540
you know what,
877
00:27:22,540 --> 00:27:23,008
I got this
878
00:27:23,008 --> 00:27:24,342
huge job coming up,
879
00:27:24,342 --> 00:27:26,144
and I put another sander on a job,
880
00:27:26,144 --> 00:27:26,878
and there's a sander
881
00:27:26,878 --> 00:27:28,813
sitting out at the distributor
882
00:27:28,813 --> 00:27:29,681
that then
883
00:27:29,681 --> 00:27:31,750
I had had my eye on for a long time.
884
00:27:31,750 --> 00:27:33,785
And this makes sense to buy it now
885
00:27:33,785 --> 00:27:35,253
because we've got so much going
886
00:27:35,253 --> 00:27:36,388
on, blah, blah, blah.
887
00:27:36,388 --> 00:27:37,489
And this guy is up now.
888
00:27:37,489 --> 00:27:38,657
He can, he can, you know,
889
00:27:38,657 --> 00:27:40,325
we can promote him to, to to running
890
00:27:40,325 --> 00:27:41,993
the sander also set up another crew.
891
00:27:42,961 --> 00:27:45,964
But I got $65,000 sitting out there.
892
00:27:46,064 --> 00:27:46,698
You know what I mean?
893
00:27:46,698 --> 00:27:49,701
Job's done and completed and,
894
00:27:50,502 --> 00:27:52,370
so rather than have
895
00:27:52,370 --> 00:27:54,172
put the new sander on his job.
896
00:27:54,172 --> 00:27:55,840
Well, I don't have the money yet,
897
00:27:55,840 --> 00:27:56,441
you know what I mean?
898
00:27:56,441 --> 00:27:58,410
And I had a rule about buying equipment.
899
00:27:58,410 --> 00:27:59,244
I wanted to pay for it.
900
00:27:59,244 --> 00:28:00,011
Now.
901
00:28:00,011 --> 00:28:03,548
So, so that you and it inhibits
902
00:28:03,615 --> 00:28:06,618
growth for your business.
903
00:28:06,751 --> 00:28:08,119
All these things are bad.
904
00:28:08,119 --> 00:28:09,587
But the main thing to me
905
00:28:09,587 --> 00:28:10,989
is the psychological stress of it
906
00:28:10,989 --> 00:28:12,257
and also just annoying.
907
00:28:12,257 --> 00:28:13,058
Somehow
908
00:28:13,058 --> 00:28:15,193
it hurts your soul to know
909
00:28:15,193 --> 00:28:16,995
that I did this job.
910
00:28:16,995 --> 00:28:18,196
I ran through everything
911
00:28:18,196 --> 00:28:19,264
you wanted me to do.
912
00:28:19,264 --> 00:28:21,032
I jumped through all the hoops
913
00:28:21,032 --> 00:28:23,768
and I'm having to to wait on my money.
914
00:28:23,768 --> 00:28:26,538
That's not good for you, Yeah.
915
00:28:28,206 --> 00:28:30,008
And,
916
00:28:30,008 --> 00:28:32,477
I think what people don't get
917
00:28:32,477 --> 00:28:34,179
who are holding that money.
918
00:28:34,179 --> 00:28:36,181
The people who always have money,
919
00:28:36,181 --> 00:28:37,015
you know, a lot of them
920
00:28:37,015 --> 00:28:39,984
don't have their own business.
921
00:28:39,984 --> 00:28:40,585
You know what I mean?
922
00:28:40,585 --> 00:28:43,321
They they get a check every single week
923
00:28:43,321 --> 00:28:44,589
or every other week.
924
00:28:44,589 --> 00:28:46,157
They get a check from their job.
925
00:28:46,157 --> 00:28:47,926
That's how it works, right?
926
00:28:47,926 --> 00:28:49,127
Just like how it works for you
927
00:28:49,127 --> 00:28:52,130
and I boner every other week.
928
00:28:52,497 --> 00:28:54,733
We're good. Right?
929
00:28:54,733 --> 00:28:57,736
And I don't think a lot of
930
00:28:58,269 --> 00:29:00,972
our customers realize that,
931
00:29:00,972 --> 00:29:01,372
you know,
932
00:29:01,372 --> 00:29:03,308
they think they're
933
00:29:03,308 --> 00:29:05,977
slow paying a business.
934
00:29:05,977 --> 00:29:07,846
And a lot of us, you know,
935
00:29:07,846 --> 00:29:10,849
especially when we get started.
936
00:29:11,082 --> 00:29:12,717
No. It's personal.
937
00:29:12,717 --> 00:29:15,720
You're you're slow paying my family,
938
00:29:17,021 --> 00:29:18,656
you know, you're not slow.
939
00:29:18,656 --> 00:29:19,657
You're not.
940
00:29:19,657 --> 00:29:22,227
You're not slow paying associates.
941
00:29:22,227 --> 00:29:25,263
You're slow paying Pete and Rob and
942
00:29:26,197 --> 00:29:28,566
and the kids,
943
00:29:28,566 --> 00:29:31,136
you know, and after
944
00:29:31,136 --> 00:29:32,403
we got slow
945
00:29:32,403 --> 00:29:35,406
paid and burned a couple of times
946
00:29:35,507 --> 00:29:37,609
because it was.
947
00:29:37,609 --> 00:29:38,743
You didn't just burn me.
948
00:29:38,743 --> 00:29:41,112
You burn my wife and kids.
949
00:29:41,112 --> 00:29:43,281
That's when we start to really make
950
00:29:43,281 --> 00:29:45,583
some drastic changes
951
00:29:45,583 --> 00:29:47,886
in the way we were doing business.
952
00:29:47,886 --> 00:29:49,921
You know? And I felt same.
953
00:29:49,921 --> 00:29:50,889
Same thing.
954
00:29:50,889 --> 00:29:53,591
You know, I felt kinda crappy about.
955
00:29:53,591 --> 00:29:54,259
I gotta
956
00:29:54,259 --> 00:29:55,727
you gotta kind of sign this,
957
00:29:55,727 --> 00:29:58,029
and I need a down payment and
958
00:29:58,029 --> 00:29:59,531
and but you know what?
959
00:29:59,531 --> 00:30:01,566
Once I started pulling down payments
960
00:30:01,566 --> 00:30:03,368
and having people sign contracts
961
00:30:03,368 --> 00:30:04,335
and everything,
962
00:30:04,335 --> 00:30:04,969
and it
963
00:30:04,969 --> 00:30:06,971
that kind of went away a little bit.
964
00:30:06,971 --> 00:30:10,508
Now got to, you know, like this is a
965
00:30:11,042 --> 00:30:14,012
this is a more serious way to do business
966
00:30:14,012 --> 00:30:16,481
rather than shake my hand.
967
00:30:16,481 --> 00:30:17,749
And we're good to go and
968
00:30:17,749 --> 00:30:19,150
we're all buddies as.
969
00:30:21,119 --> 00:30:22,587
here's where this hit me.
970
00:30:22,587 --> 00:30:25,223
That always sticks in my, in my head.
971
00:30:25,223 --> 00:30:26,791
One of my distributors
972
00:30:26,791 --> 00:30:30,395
was having an open house and
973
00:30:30,395 --> 00:30:32,330
when I went to the open house,
974
00:30:32,330 --> 00:30:33,665
I just, I didn't go there.
975
00:30:33,665 --> 00:30:34,799
There's no open house.
976
00:30:34,799 --> 00:30:36,301
I went there to get a hamburger.
977
00:30:36,301 --> 00:30:37,902
It
978
00:30:37,902 --> 00:30:38,570
Yeah.
979
00:30:38,570 --> 00:30:40,839
Yeah, I get it.
980
00:30:40,839 --> 00:30:42,707
but when I was there, they handed me
981
00:30:42,707 --> 00:30:43,808
a list of all the deals
982
00:30:43,808 --> 00:30:45,643
that were going on that day.
983
00:30:45,643 --> 00:30:48,646
If I bought X amount of, of Finnish,
984
00:30:48,713 --> 00:30:51,049
it was 20% off or 15% off or whatever
985
00:30:51,049 --> 00:30:53,017
it was, or the server took some off
986
00:30:53,017 --> 00:30:53,918
and they took some off.
987
00:30:53,918 --> 00:30:55,320
And there was a deal on that.
988
00:30:55,320 --> 00:30:57,222
If I bought this product, it was a
989
00:30:57,222 --> 00:30:58,723
it was a deal on sandpaper.
990
00:30:58,723 --> 00:31:01,226
I can't reduce the cost by X amount.
991
00:31:01,226 --> 00:31:02,727
And I'm thinking,
992
00:31:02,727 --> 00:31:05,530
I can't take advantage of this because
993
00:31:05,530 --> 00:31:08,299
I'm 60 grand sitting out there
994
00:31:08,299 --> 00:31:09,467
that's already been work's
995
00:31:09,467 --> 00:31:10,068
been done
996
00:31:10,068 --> 00:31:12,070
and it's not in my pocket right now.
997
00:31:12,070 --> 00:31:13,671
So you're stop.
998
00:31:13,671 --> 00:31:16,174
Not only is there a cost of that
999
00:31:16,174 --> 00:31:17,609
money I don't have right now
1000
00:31:18,710 --> 00:31:19,544
the psychological
1001
00:31:19,544 --> 00:31:20,845
cost of everything else,
1002
00:31:20,845 --> 00:31:23,715
but I can't take advantage of these deals
1003
00:31:23,715 --> 00:31:25,650
now because you're holding my money.
1004
00:31:25,650 --> 00:31:26,918
So you've cost me money
1005
00:31:26,918 --> 00:31:28,853
going into the next jobs.
1006
00:31:28,853 --> 00:31:30,555
And I really had to sit down and go.
1007
00:31:30,555 --> 00:31:30,922
We got it.
1008
00:31:30,922 --> 00:31:32,457
We got to change this, man.
1009
00:31:32,457 --> 00:31:33,658
I gotta
1010
00:31:33,658 --> 00:31:35,660
I gotta figure out a different way.
1011
00:31:35,660 --> 00:31:38,229
And then that's when we held firm on
1012
00:31:38,229 --> 00:31:39,864
getting the,
1013
00:31:39,864 --> 00:31:42,100
the down payments, the pauses, the whole.
1014
00:31:42,100 --> 00:31:43,301
The job's a down payment.
1015
00:31:43,301 --> 00:31:44,202
When I get my material,
1016
00:31:44,202 --> 00:31:44,802
I want my money
1017
00:31:44,802 --> 00:31:46,571
now, marking up the material
1018
00:31:46,571 --> 00:31:49,574
even more and and, you know,
1019
00:31:49,941 --> 00:31:51,743
the proper way to market material.
1020
00:31:51,743 --> 00:31:53,211
And,
1021
00:31:53,211 --> 00:31:54,879
because I was, I was losing money
1022
00:31:54,879 --> 00:31:55,847
on what I sign.
1023
00:31:55,847 --> 00:31:56,981
I was marking up the material.
1024
00:31:56,981 --> 00:31:58,549
Wasn't marking up enough.
1025
00:31:58,549 --> 00:32:02,220
So, all that,
1026
00:32:03,021 --> 00:32:05,423
I'm telling you, you will luck
1027
00:32:05,423 --> 00:32:07,292
with a lighter step
1028
00:32:07,292 --> 00:32:08,860
after you get that done.
1029
00:32:08,860 --> 00:32:09,460
You know what I mean?
1030
00:32:09,460 --> 00:32:11,729
You'll just feel better about yourself.
1031
00:32:11,729 --> 00:32:12,096
I mean,
1032
00:32:12,096 --> 00:32:14,032
because it's almost a self-worth thing.
1033
00:32:14,032 --> 00:32:14,699
You know what I mean?
1034
00:32:14,699 --> 00:32:17,001
That. Hey, I frigging deserve this, man.
1035
00:32:17,001 --> 00:32:18,102
And then when you take the steps
1036
00:32:18,102 --> 00:32:19,971
to implement these things, then,
1037
00:32:19,971 --> 00:32:21,606
I think,
1038
00:32:21,606 --> 00:32:23,174
it goes a long way for your,
1039
00:32:23,174 --> 00:32:24,842
for your business health
1040
00:32:24,842 --> 00:32:26,144
and your, mental health.
1041
00:32:27,312 --> 00:32:29,981
And the other thing I used to.
1042
00:32:29,981 --> 00:32:30,815
One of the reasons
1043
00:32:30,815 --> 00:32:31,983
that we really started
1044
00:32:31,983 --> 00:32:34,986
getting down payments was.
1045
00:32:35,386 --> 00:32:37,322
All of a sudden, we'd be, like,
1046
00:32:37,322 --> 00:32:39,090
going to do a job, and,
1047
00:32:39,090 --> 00:32:41,626
we're not ready for you yet.
1048
00:32:41,626 --> 00:32:44,162
Oh.
1049
00:32:44,162 --> 00:32:44,996
What are you talking about?
1050
00:32:44,996 --> 00:32:47,899
You're not ready for me? This is.
1051
00:32:47,899 --> 00:32:50,902
You know, I had a week here.
1052
00:32:52,470 --> 00:32:54,973
Yeah, you're in that.
1053
00:32:54,973 --> 00:32:56,507
So,
1054
00:32:56,507 --> 00:32:56,874
you know,
1055
00:32:56,874 --> 00:32:58,276
we weren't just getting
1056
00:32:58,276 --> 00:32:59,944
material down payments.
1057
00:32:59,944 --> 00:33:02,380
We were getting, like, half of the job.
1058
00:33:02,380 --> 00:33:05,183
Down payments or installs and stuff.
1059
00:33:05,183 --> 00:33:08,186
And to me, it was always.
1060
00:33:08,953 --> 00:33:10,922
You just bought that week that.
1061
00:33:10,922 --> 00:33:12,724
That's what this down payment is.
1062
00:33:12,724 --> 00:33:16,594
Is you paying me for that week.
1063
00:33:16,627 --> 00:33:18,796
Now, if you screwed me on that week.
1064
00:33:18,796 --> 00:33:19,630
Oh, okay.
1065
00:33:19,630 --> 00:33:20,732
You know,
1066
00:33:20,732 --> 00:33:21,699
I'm going to cut and run
1067
00:33:21,699 --> 00:33:22,867
and try to find some
1068
00:33:22,867 --> 00:33:23,901
other things to do, but,
1069
00:33:24,969 --> 00:33:27,038
now you're going to
1070
00:33:27,038 --> 00:33:29,607
you're going to be on my timeline now
1071
00:33:29,607 --> 00:33:32,610
because you already paid for your week.
1072
00:33:32,643 --> 00:33:33,711
I'll get you in.
1073
00:33:33,711 --> 00:33:38,282
But you know when I can get you in now,
1074
00:33:38,282 --> 00:33:39,550
because you bought your week
1075
00:33:39,550 --> 00:33:42,553
and screwed yourself.
1076
00:33:43,154 --> 00:33:44,589
Let's say there's going to be an issue
1077
00:33:44,589 --> 00:33:45,590
and there's a scheduling change
1078
00:33:45,590 --> 00:33:47,291
on their part. Right.
1079
00:33:47,291 --> 00:33:50,461
And let's say the painter says if
1080
00:33:50,461 --> 00:33:52,563
if we have to reschedule it's a 20%
1081
00:33:52,563 --> 00:33:54,399
rescheduling blah blah blah.
1082
00:33:54,399 --> 00:33:56,534
And the floor guy just says
1083
00:33:56,534 --> 00:33:58,569
that that has nothing about that.
1084
00:33:58,569 --> 00:34:00,171
Who are you going to move?
1085
00:34:00,171 --> 00:34:01,372
The guy that I got,
1086
00:34:01,372 --> 00:34:02,673
if I, if I move him around,
1087
00:34:02,673 --> 00:34:03,775
I got to pay a 20%.
1088
00:34:03,775 --> 00:34:04,442
But the floor guy
1089
00:34:04,442 --> 00:34:06,577
just nothing in there about that.
1090
00:34:06,577 --> 00:34:06,844
I'll just
1091
00:34:08,246 --> 00:34:08,780
Wait a minute,
1092
00:34:08,780 --> 00:34:10,448
wait a minute, wait a minute. Back up.
1093
00:34:10,448 --> 00:34:13,418
What did you just say?
1094
00:34:13,418 --> 00:34:14,919
A 20%
1095
00:34:14,919 --> 00:34:17,889
people are doing that.
1096
00:34:19,190 --> 00:34:21,325
No, I mean, that's the thing.
1097
00:34:21,325 --> 00:34:23,828
I'm serious.
1098
00:34:23,828 --> 00:34:25,530
Oh.
1099
00:34:25,530 --> 00:34:26,764
then here's a deal.
1100
00:34:26,764 --> 00:34:27,865
You there's a
1101
00:34:27,865 --> 00:34:28,366
you know,
1102
00:34:28,366 --> 00:34:29,667
I call it a penalty,
1103
00:34:29,667 --> 00:34:30,768
but it's a rescheduling
1104
00:34:30,768 --> 00:34:31,436
because you got to move
1105
00:34:31,436 --> 00:34:32,336
all these guys around.
1106
00:34:32,336 --> 00:34:33,805
You got to do this that and the other.
1107
00:34:33,805 --> 00:34:35,273
So and even if you don't
1108
00:34:35,273 --> 00:34:38,209
charge him for it, it's there.
1109
00:34:38,209 --> 00:34:38,509
You know,
1110
00:34:38,509 --> 00:34:39,977
I mean you can always take it away.
1111
00:34:39,977 --> 00:34:41,379
But but like I said, if
1112
00:34:41,379 --> 00:34:42,880
if someone's got to move,
1113
00:34:42,880 --> 00:34:43,481
who are you going to move
1114
00:34:43,481 --> 00:34:44,415
if you're the homeowner,
1115
00:34:44,415 --> 00:34:45,750
the guy is going to cost me money.
1116
00:34:45,750 --> 00:34:46,551
If I if I change
1117
00:34:46,551 --> 00:34:47,618
the schedule of the guy, that's
1118
00:34:47,618 --> 00:34:48,453
like, well, I just
1119
00:34:50,388 --> 00:34:52,090
Oh, okay.
1120
00:34:52,090 --> 00:34:55,093
That's why you have a show right there.
1121
00:34:56,694 --> 00:34:58,629
Was that in your contract?
1122
00:34:58,629 --> 00:35:01,399
No, we're, towards the end and my
1123
00:35:01,399 --> 00:35:03,401
I don't know, I don't think it was Rob.
1124
00:35:03,401 --> 00:35:05,470
I don't think it was. We.
1125
00:35:05,470 --> 00:35:06,037
I'll tell you who's
1126
00:35:06,037 --> 00:35:07,839
going to love that bomb. Bombs.
1127
00:35:07,839 --> 00:35:10,842
Going to love that.
1128
00:35:11,476 --> 00:35:13,177
You know what that is?
1129
00:35:13,177 --> 00:35:16,180
Is everybody should do that.
1130
00:35:16,714 --> 00:35:18,749
Because it's like you said.
1131
00:35:18,749 --> 00:35:21,819
You could give it back to the guy or
1132
00:35:23,454 --> 00:35:24,088
he's going to look.
1133
00:35:24,088 --> 00:35:25,056
Who do I move?
1134
00:35:25,056 --> 00:35:27,125
The guy who has a rescheduling fee
1135
00:35:27,125 --> 00:35:29,060
or who doesn't?
1136
00:35:29,060 --> 00:35:30,795
reason to do it
1137
00:35:30,795 --> 00:35:32,296
is who are you going to move.
1138
00:35:32,296 --> 00:35:34,332
Because I won't feel like the chump.
1139
00:35:34,332 --> 00:35:35,566
Somebody's going to get burned.
1140
00:35:35,566 --> 00:35:37,835
Hey let me me you know what I mean.
1141
00:35:37,835 --> 00:35:40,838
So that's that's the reason for that, I
1142
00:35:41,639 --> 00:35:42,840
That's a nugget.
1143
00:35:42,840 --> 00:35:44,041
I'm going to do
1144
00:35:44,041 --> 00:35:45,409
you get two bills for that one?
1145
00:35:47,011 --> 00:35:49,680
Put a rescheduling fee in your contract.
1146
00:35:49,680 --> 00:35:52,183
Just,
1147
00:35:52,183 --> 00:35:53,184
Just so. And it's.
1148
00:35:53,184 --> 00:35:54,619
And if And it.
1149
00:35:54,619 --> 00:35:55,386
I don't mean
1150
00:35:55,386 --> 00:35:58,389
a another way to make money, but
1151
00:35:58,456 --> 00:35:59,290
it's another way
1152
00:35:59,290 --> 00:36:01,292
to keep your schedule good.
1153
00:36:01,292 --> 00:36:03,528
If and if somebody calls you on it.
1154
00:36:03,528 --> 00:36:05,062
Wow. Really scathing three.
1155
00:36:05,062 --> 00:36:06,864
And I'll say you know why we do that?
1156
00:36:06,864 --> 00:36:09,767
Because our schedules are so important
1157
00:36:09,767 --> 00:36:10,067
to us.
1158
00:36:10,067 --> 00:36:11,435
If you call us to be at a certain time,
1159
00:36:11,435 --> 00:36:12,603
you want to be there.
1160
00:36:12,603 --> 00:36:13,938
And if people jack
1161
00:36:13,938 --> 00:36:15,106
your schedule around,
1162
00:36:15,106 --> 00:36:18,609
it kind of would, like a domino effect
1163
00:36:18,609 --> 00:36:19,410
on our next customer.
1164
00:36:19,410 --> 00:36:21,279
So that allows us to keep our place
1165
00:36:21,279 --> 00:36:21,946
and make sure that
1166
00:36:21,946 --> 00:36:24,949
people don't move us around.
1167
00:36:25,149 --> 00:36:27,218
It's a negotiation tactic.
1168
00:36:27,218 --> 00:36:28,186
Absolutely.
1169
00:36:28,186 --> 00:36:30,788
Yeah.
1170
00:36:30,788 --> 00:36:31,689
Man. Oh, man.
1171
00:36:31,689 --> 00:36:34,358
I don't know why people call you dumb.
1172
00:36:34,358 --> 00:36:35,626
That's a good one.
1173
00:36:35,626 --> 00:36:37,795
That's a good one. Thank you.
1174
00:36:39,096 --> 00:36:42,667
So how to avoid these type of things?
1175
00:36:42,967 --> 00:36:44,068
I want to do a whole show
1176
00:36:44,068 --> 00:36:45,336
on rescheduling fees.
1177
00:36:45,336 --> 00:36:48,339
Now.
1178
00:36:50,374 --> 00:36:53,144
If anybody listening to the show
1179
00:36:53,144 --> 00:36:54,412
does rescheduling,
1180
00:36:54,412 --> 00:36:57,415
please shoot us an email or a text.
1181
00:36:57,949 --> 00:36:58,783
here's the thing, too.
1182
00:36:58,783 --> 00:37:00,351
I don't know about where you live,
1183
00:37:00,351 --> 00:37:01,252
but if you have a
1184
00:37:01,252 --> 00:37:03,921
doctor's appointment here and you cancel,
1185
00:37:03,921 --> 00:37:06,057
let's say, because I did this recently.
1186
00:37:06,057 --> 00:37:09,427
And this is, October in October.
1187
00:37:09,427 --> 00:37:10,861
End of October. Yes.
1188
00:37:10,861 --> 00:37:12,129
We can fit you in again, Wayne.
1189
00:37:12,129 --> 00:37:15,099
In January.
1190
00:37:15,132 --> 00:37:16,867
January. Right.
1191
00:37:16,867 --> 00:37:18,202
Yeah.
1192
00:37:18,202 --> 00:37:19,503
my fault I had to
1193
00:37:19,503 --> 00:37:21,205
I was traveling, I couldn't make it.
1194
00:37:21,205 --> 00:37:22,473
I couldn't change it. Whatever.
1195
00:37:22,473 --> 00:37:24,709
So they can see me now in January.
1196
00:37:24,709 --> 00:37:25,042
So.
1197
00:37:25,042 --> 00:37:26,310
Hey, it's
1198
00:37:26,310 --> 00:37:27,979
it's the world we live in today.
1199
00:37:27,979 --> 00:37:30,748
So, you know,
1200
00:37:32,083 --> 00:37:35,086
I also think it's smart to send reminders
1201
00:37:35,219 --> 00:37:36,587
that that, the pays,
1202
00:37:36,587 --> 00:37:37,321
the payments are going to be
1203
00:37:37,321 --> 00:37:37,922
you or whatever,
1204
00:37:37,922 --> 00:37:39,123
or if you're putting the,
1205
00:37:39,123 --> 00:37:40,625
the second coat on
1206
00:37:40,625 --> 00:37:41,559
and you're going to come back
1207
00:37:41,559 --> 00:37:42,360
to the following day
1208
00:37:42,360 --> 00:37:43,828
just anyway, tomorrow's our last day.
1209
00:37:43,828 --> 00:37:44,762
Just a reminder.
1210
00:37:44,762 --> 00:37:45,429
Here's the
1211
00:37:45,429 --> 00:37:47,098
the deal on completion
1212
00:37:47,098 --> 00:37:48,766
will be done tomorrow around 12.
1213
00:37:48,766 --> 00:37:49,800
So just, you know, just
1214
00:37:49,800 --> 00:37:50,835
so you don't get there in that deal.
1215
00:37:50,835 --> 00:37:53,838
Oh my husband is blah
1216
00:37:54,005 --> 00:37:54,639
Yeah.
1217
00:37:54,639 --> 00:37:56,374
Yeah. Yeah.
1218
00:37:56,374 --> 00:37:58,242
a small reminder
1219
00:37:58,242 --> 00:38:00,311
that you can also set up rewards.
1220
00:38:00,311 --> 00:38:02,380
And we used to do this where, you know,
1221
00:38:02,380 --> 00:38:03,314
if they pay the bill
1222
00:38:03,314 --> 00:38:04,682
upon completion of the job,
1223
00:38:04,682 --> 00:38:06,250
we gave you a, a bonus
1224
00:38:06,250 --> 00:38:06,984
cleaning kit
1225
00:38:06,984 --> 00:38:09,987
and also some coasters for your furniture
1226
00:38:10,321 --> 00:38:11,289
didn't cost as much.
1227
00:38:11,289 --> 00:38:12,056
We built it into the
1228
00:38:14,225 --> 00:38:17,228
kind of a nice, nice gift as well.
1229
00:38:17,428 --> 00:38:20,097
1230
00:38:20,097 --> 00:38:23,067
I think,
1231
00:38:23,067 --> 00:38:24,902
using more professional invoices.
1232
00:38:24,902 --> 00:38:25,970
Also,
1233
00:38:25,970 --> 00:38:26,604
you know,
1234
00:38:26,604 --> 00:38:27,471
I think that just makes
1235
00:38:27,471 --> 00:38:28,372
you look good as a company.
1236
00:38:28,372 --> 00:38:30,207
So I think that's a good idea to,
1237
00:38:30,207 --> 00:38:31,776
you know,
1238
00:38:31,776 --> 00:38:32,376
I mean, I'm
1239
00:38:32,376 --> 00:38:35,379
at Arby's and there's a napkin here.
1240
00:38:35,579 --> 00:38:37,181
It's, It's on the back of my business
1241
00:38:37,181 --> 00:38:39,650
card there. That. That's what you.
1242
00:38:39,650 --> 00:38:40,718
That's what you owe me.
1243
00:38:40,718 --> 00:38:43,054
Yeah.
1244
00:38:43,054 --> 00:38:44,121
We had,
1245
00:38:44,121 --> 00:38:45,923
we had kind of the opposite
1246
00:38:45,923 --> 00:38:48,059
of a slow payer.
1247
00:38:48,059 --> 00:38:50,661
One time
1248
00:38:50,661 --> 00:38:53,664
there was, a company that.
1249
00:38:53,964 --> 00:38:54,632
I don't know how
1250
00:38:54,632 --> 00:38:57,635
we got involved with them, but they have,
1251
00:38:58,202 --> 00:39:01,205
a factory was four floors
1252
00:39:01,238 --> 00:39:04,308
with about 300,000ft of maple,
1253
00:39:04,709 --> 00:39:06,744
top nail flooring.
1254
00:39:06,744 --> 00:39:09,747
And I probably told the story before.
1255
00:39:11,782 --> 00:39:14,385
Top nail, four inch, top nailed.
1256
00:39:15,820 --> 00:39:16,987
And we had to set.
1257
00:39:16,987 --> 00:39:19,990
We had to set every single nail
1258
00:39:21,125 --> 00:39:24,128
and set it in maple.
1259
00:39:24,362 --> 00:39:25,262
Yeah.
1260
00:39:25,262 --> 00:39:26,764
So.
1261
00:39:26,764 --> 00:39:29,667
And so we got this call from the guy,
1262
00:39:29,667 --> 00:39:31,001
and he's like, here's
1263
00:39:31,001 --> 00:39:32,603
here's how we do it.
1264
00:39:32,603 --> 00:39:35,606
We try to give you between 3 and 4000ft.
1265
00:39:36,107 --> 00:39:38,809
You can start Friday afternoon.
1266
00:39:38,809 --> 00:39:41,812
And everybody you have to be done
1267
00:39:43,080 --> 00:39:45,449
by Monday morning for the first shift
1268
00:39:45,449 --> 00:39:46,484
on Monday morning.
1269
00:39:46,484 --> 00:39:48,219
And this place ran
1270
00:39:48,219 --> 00:39:49,854
three shifts, seven days a week.
1271
00:39:49,854 --> 00:39:52,857
But they could close something down.
1272
00:39:53,557 --> 00:39:56,026
We were there on Friday,
1273
00:39:56,026 --> 00:39:58,729
but we had three coats of water base
1274
00:39:58,729 --> 00:40:01,599
done Monday morning
1275
00:40:01,599 --> 00:40:04,602
and setting all these nails.
1276
00:40:04,869 --> 00:40:06,303
So the guy's walking me through it.
1277
00:40:06,303 --> 00:40:07,037
And you know, I'm
1278
00:40:07,037 --> 00:40:10,040
looking at this going, Holy this is
1279
00:40:10,641 --> 00:40:13,411
this is.
1280
00:40:13,411 --> 00:40:15,346
Yeah.
1281
00:40:15,346 --> 00:40:17,281
Like, wow. But
1282
00:40:18,416 --> 00:40:19,984
I've said this before, Pete
1283
00:40:19,984 --> 00:40:21,419
and I might not have been
1284
00:40:21,419 --> 00:40:24,422
the world's greatest craftsmen, but
1285
00:40:24,688 --> 00:40:26,457
we could work pretty good
1286
00:40:26,457 --> 00:40:27,658
when we were doing bowling alleys.
1287
00:40:27,658 --> 00:40:29,393
I mean, we you could.
1288
00:40:29,393 --> 00:40:31,228
We could work.
1289
00:40:31,228 --> 00:40:32,663
We could go 24 hours.
1290
00:40:32,663 --> 00:40:33,464
We really could.
1291
00:40:33,464 --> 00:40:36,467
I'm not saying this exaggerating,
1292
00:40:36,600 --> 00:40:37,468
but we could.
1293
00:40:37,468 --> 00:40:39,870
That was one thing that you couldn't
1294
00:40:39,870 --> 00:40:41,939
outwork us. You might.
1295
00:40:41,939 --> 00:40:43,441
You might make it look better than us.
1296
00:40:43,441 --> 00:40:45,643
But you'd be sleeping,
1297
00:40:45,643 --> 00:40:47,077
and we're still going to be going.
1298
00:40:47,077 --> 00:40:48,746
Yeah.
1299
00:40:48,746 --> 00:40:51,482
So, you know, we're kind of walking in.
1300
00:40:51,482 --> 00:40:53,117
The money was
1301
00:40:53,117 --> 00:40:54,385
going to be fantastic
1302
00:40:54,385 --> 00:40:55,453
and they were buying the finish.
1303
00:40:55,453 --> 00:40:55,920
So I was like,
1304
00:40:55,920 --> 00:40:58,923
oh, this is still a lot of money.
1305
00:40:59,023 --> 00:41:02,026
I'm going to do really good here right?
1306
00:41:02,293 --> 00:41:03,461
So I said,
1307
00:41:03,461 --> 00:41:04,728
you know how long as to get to pay?
1308
00:41:04,728 --> 00:41:06,864
And he goes, we're slow payers.
1309
00:41:08,933 --> 00:41:09,700
As like really?
1310
00:41:09,700 --> 00:41:10,835
He goes, oh yeah.
1311
00:41:10,835 --> 00:41:11,569
He goes, you're
1312
00:41:11,569 --> 00:41:13,103
they'll stretch you out every time
1313
00:41:13,103 --> 00:41:16,106
to, to 90 days.
1314
00:41:16,173 --> 00:41:16,907
And I was like,
1315
00:41:16,907 --> 00:41:18,142
all right, well I,
1316
00:41:18,142 --> 00:41:20,010
I gotta talk to my partner.
1317
00:41:20,010 --> 00:41:21,612
You know,
1318
00:41:21,612 --> 00:41:22,780
and God love Peter.
1319
00:41:22,780 --> 00:41:25,449
I could talk him into anything.
1320
00:41:25,449 --> 00:41:27,618
And, I'm like, you know what, Pete?
1321
00:41:27,618 --> 00:41:28,819
This is just gravy.
1322
00:41:28,819 --> 00:41:30,521
This is just frosting on the cake.
1323
00:41:30,521 --> 00:41:32,089
Okay.
1324
00:41:32,089 --> 00:41:33,991
We'll we'll be working,
1325
00:41:33,991 --> 00:41:35,593
doing our regular stuff.
1326
00:41:35,593 --> 00:41:38,596
And then once a month will be, you know,
1327
00:41:38,829 --> 00:41:40,397
a few nights, no sleep.
1328
00:41:40,397 --> 00:41:43,467
But, you know, in 90 days,
1329
00:41:44,435 --> 00:41:45,469
they're going to start,
1330
00:41:45,469 --> 00:41:48,005
you know, pour it on us
1331
00:41:48,005 --> 00:41:48,639
and pieces.
1332
00:41:48,639 --> 00:41:49,073
No, it's
1333
00:41:49,073 --> 00:41:50,574
please give me the same thing you are.
1334
00:41:50,574 --> 00:41:52,643
Yeah. Okay. Whatever. Right.
1335
00:41:52,643 --> 00:41:53,210
And I know
1336
00:41:53,210 --> 00:41:54,545
he he's not going to take
1337
00:41:54,545 --> 00:41:55,279
no for an answer,
1338
00:41:55,279 --> 00:41:57,047
so I might as well just shake my head.
1339
00:41:57,047 --> 00:41:58,949
Say, yep. Let's go for it.
1340
00:42:00,184 --> 00:42:01,118
So, boom.
1341
00:42:01,118 --> 00:42:04,054
We, I talked Pete into it, and I'm like,
1342
00:42:04,054 --> 00:42:04,855
all right.
1343
00:42:04,855 --> 00:42:05,890
But the other thing was,
1344
00:42:05,890 --> 00:42:08,859
all right, we know it's 90 days.
1345
00:42:08,859 --> 00:42:09,693
You know what I mean?
1346
00:42:09,693 --> 00:42:11,061
We know it was 90 days.
1347
00:42:11,061 --> 00:42:12,796
No surprises.
1348
00:42:12,796 --> 00:42:13,631
And like I said, it's
1349
00:42:13,631 --> 00:42:16,634
all going to be gravy.
1350
00:42:18,068 --> 00:42:19,603
So
1351
00:42:19,603 --> 00:42:21,205
we get in Friday.
1352
00:42:21,205 --> 00:42:23,274
Finished Monday morning.
1353
00:42:23,274 --> 00:42:24,975
I mean, we are bleary.
1354
00:42:24,975 --> 00:42:26,243
I just
1355
00:42:26,243 --> 00:42:29,246
we really we never, never went home.
1356
00:42:29,613 --> 00:42:31,949
We were there for three days.
1357
00:42:31,949 --> 00:42:33,584
And the guy comes in Monday morning
1358
00:42:33,584 --> 00:42:35,619
and he's walking it and he's like,
1359
00:42:35,619 --> 00:42:38,088
yeah, this is this is fantastic.
1360
00:42:38,088 --> 00:42:38,756
We got here.
1361
00:42:38,756 --> 00:42:40,457
He couldn't have been happier. Right. No.
1362
00:42:40,457 --> 00:42:42,893
All right. Beautiful.
1363
00:42:42,893 --> 00:42:43,761
Fantastic.
1364
00:42:43,761 --> 00:42:44,628
And now I'm like, all right.
1365
00:42:44,628 --> 00:42:45,863
And he goes, you know,
1366
00:42:45,863 --> 00:42:46,196
he goes,
1367
00:42:46,196 --> 00:42:47,765
I think we'll have another one
1368
00:42:47,765 --> 00:42:48,866
in about a month.
1369
00:42:48,866 --> 00:42:50,501
I'll give you this section over here.
1370
00:42:50,501 --> 00:42:53,037
And I was like, all right, perfect. Yeah.
1371
00:42:53,037 --> 00:42:54,038
And I'm just thinking,
1372
00:42:54,038 --> 00:42:57,007
all right, 90 days, then we'll start.
1373
00:42:57,308 --> 00:42:58,075
No problem.
1374
00:42:59,977 --> 00:43:01,845
This is a Monday.
1375
00:43:01,845 --> 00:43:04,848
He calls me on Wednesday.
1376
00:43:05,382 --> 00:43:06,817
You want me to mail the check
1377
00:43:06,817 --> 00:43:09,820
or you won't come pick it up?
1378
00:43:10,654 --> 00:43:11,889
I said,
1379
00:43:11,889 --> 00:43:14,858
I said, I'll be right over.
1380
00:43:15,326 --> 00:43:18,329
He starts laughing.
1381
00:43:18,729 --> 00:43:20,464
I am over there.
1382
00:43:20,464 --> 00:43:23,467
I mean, ten minutes after this call.
1383
00:43:23,667 --> 00:43:26,203
He's like, wow, I guess you're.
1384
00:43:26,203 --> 00:43:29,206
I go, you told me 90 days.
1385
00:43:29,473 --> 00:43:31,041
He said, listen,
1386
00:43:31,041 --> 00:43:34,044
he said, we've had four crews in here
1387
00:43:34,545 --> 00:43:35,579
to try to do it
1388
00:43:35,579 --> 00:43:37,314
and none of them could do it.
1389
00:43:37,314 --> 00:43:39,316
He goes, but you guys pulled it off.
1390
00:43:39,316 --> 00:43:40,918
He goes, I don't know how you did it.
1391
00:43:40,918 --> 00:43:42,219
I go, we're bowling alley guys.
1392
00:43:42,219 --> 00:43:42,820
We're different.
1393
00:43:42,820 --> 00:43:45,723
We can we're this is how we.
1394
00:43:45,723 --> 00:43:46,757
It's how we roll.
1395
00:43:46,757 --> 00:43:49,159
Okay.
1396
00:43:49,159 --> 00:43:51,562
And he goes, so
1397
00:43:51,562 --> 00:43:54,398
he goes, you know, you guys,
1398
00:43:54,398 --> 00:43:55,799
you guys made me look good.
1399
00:43:55,799 --> 00:43:57,968
So he goes
1400
00:43:57,968 --> 00:43:59,103
all I did was,
1401
00:43:59,103 --> 00:44:01,505
I have to get five signatures.
1402
00:44:01,505 --> 00:44:01,972
And he goes,
1403
00:44:01,972 --> 00:44:04,775
I went to each person's office
1404
00:44:04,775 --> 00:44:06,977
and got that signature.
1405
00:44:06,977 --> 00:44:07,244
Yeah.
1406
00:44:07,244 --> 00:44:07,745
He goes,
1407
00:44:07,745 --> 00:44:09,613
he said, so you took care of me,
1408
00:44:09,613 --> 00:44:11,448
so I'll take care of you guys.
1409
00:44:13,317 --> 00:44:14,385
You imagine that?
1410
00:44:14,385 --> 00:44:15,219
So, yeah.
1411
00:44:15,219 --> 00:44:16,787
I mean, as soon as you said,
1412
00:44:16,787 --> 00:44:19,390
let's do a show on slow pay, I go,
1413
00:44:19,390 --> 00:44:20,257
yeah, okay.
1414
00:44:20,257 --> 00:44:21,458
I thought it was going to be slow
1415
00:44:21,458 --> 00:44:23,260
pay, but.
1416
00:44:23,260 --> 00:44:24,228
here's what you should have done
1417
00:44:24,228 --> 00:44:25,095
with your partner P.
1418
00:44:25,095 --> 00:44:27,331
You should have went to him and said P
1419
00:44:27,331 --> 00:44:28,899
when we take a 20% cut,
1420
00:44:28,899 --> 00:44:31,869
if they give it to us next week.
1421
00:44:33,037 --> 00:44:36,040
000.
1422
00:44:38,909 --> 00:44:41,278
Yeah, but Pete had the edge.
1423
00:44:41,278 --> 00:44:43,947
All right, Pete?
1424
00:44:43,947 --> 00:44:46,950
Yeah.
1425
00:44:47,785 --> 00:44:49,620
the other problem is fast payers, you,
1426
00:44:49,620 --> 00:44:51,488
I thought you were going to say this.
1427
00:44:51,488 --> 00:44:53,390
And this happened to us before. Where?
1428
00:44:53,390 --> 00:44:56,160
The guy before the job started.
1429
00:44:56,160 --> 00:44:57,494
The job was $10,000.
1430
00:44:57,494 --> 00:44:58,495
I remember it to this day.
1431
00:44:58,495 --> 00:45:00,197
I could drive to that house.
1432
00:45:00,197 --> 00:45:03,200
It was, $10,000.
1433
00:45:03,267 --> 00:45:04,168
And,
1434
00:45:04,168 --> 00:45:05,269
before we even
1435
00:45:05,269 --> 00:45:07,271
got the sander out of the band,
1436
00:45:07,271 --> 00:45:10,340
and, he he squatted down on the stairs,
1437
00:45:10,607 --> 00:45:11,508
took out
1438
00:45:11,508 --> 00:45:13,077
$100 bills and counted out
1439
00:45:13,077 --> 00:45:14,478
$10,000 in $100
1440
00:45:14,478 --> 00:45:15,512
bills and handed it to me.
1441
00:45:16,780 --> 00:45:17,681
Wow.
1442
00:45:17,681 --> 00:45:18,515
That's incredible.
1443
00:45:18,515 --> 00:45:21,518
First of all, was cash,
1444
00:45:21,719 --> 00:45:23,487
Visual
1445
00:45:23,487 --> 00:45:24,455
The IRS doesn't
1446
00:45:24,455 --> 00:45:26,523
listen to this show anymore.
1447
00:45:26,523 --> 00:45:28,792
but,
1448
00:45:28,792 --> 00:45:29,326
but you know what?
1449
00:45:29,326 --> 00:45:30,294
It wasn't a good thing.
1450
00:45:30,294 --> 00:45:32,196
There's something about it.
1451
00:45:32,196 --> 00:45:33,397
Just took away all my.
1452
00:45:33,397 --> 00:45:34,364
Oh, my reason for
1453
00:45:34,364 --> 00:45:35,499
for showing up every day.
1454
00:45:35,499 --> 00:45:37,801
You know what I mean?
1455
00:45:37,801 --> 00:45:38,869
I, I didn't
1456
00:45:38,869 --> 00:45:40,137
I didn't like it as much as I thought
1457
00:45:40,137 --> 00:45:40,604
I would.
1458
00:45:40,604 --> 00:45:41,739
I mean, you know what I mean?
1459
00:45:41,739 --> 00:45:43,507
I've been paid now.
1460
00:45:43,507 --> 00:45:46,510
He didn't like $10,000 worth of cash.
1461
00:45:46,844 --> 00:45:48,278
You see, you and Pete.
1462
00:45:48,278 --> 00:45:49,246
Are you a Peter?
1463
00:45:49,246 --> 00:45:51,915
Little alike.
1464
00:45:51,915 --> 00:45:54,551
Pete always loved
1465
00:45:54,551 --> 00:45:57,554
having money owed.
1466
00:45:57,921 --> 00:45:58,922
He.
1467
00:45:58,922 --> 00:46:00,190
Yeah. That was.
1468
00:46:00,190 --> 00:46:01,658
He loved that.
1469
00:46:01,658 --> 00:46:03,427
He he thought that was a good thing.
1470
00:46:03,427 --> 00:46:04,995
I was like, nuh
1471
00:46:04,995 --> 00:46:06,130
And I never thought
1472
00:46:06,130 --> 00:46:06,997
it was a good thing, but
1473
00:46:08,632 --> 00:46:09,099
I don't know.
1474
00:46:09,099 --> 00:46:09,633
He thought it
1475
00:46:09,633 --> 00:46:12,636
was like a savings account or something.
1476
00:46:13,036 --> 00:46:14,905
I'll tell another quick one.
1477
00:46:14,905 --> 00:46:16,473
Because when you said this,
1478
00:46:16,473 --> 00:46:17,875
I was thinking of the burn.
1479
00:46:17,875 --> 00:46:19,910
The ones we got burned on.
1480
00:46:19,910 --> 00:46:20,277
Pete and
1481
00:46:20,277 --> 00:46:22,746
I saying that this huge, huge house
1482
00:46:22,746 --> 00:46:25,749
is about 4000ft.
1483
00:46:26,316 --> 00:46:29,319
Huge old, old, old house.
1484
00:46:29,520 --> 00:46:32,523
And we're,
1485
00:46:33,624 --> 00:46:34,992
Getting ready to do the final cut.
1486
00:46:34,992 --> 00:46:35,592
And the guy says,
1487
00:46:35,592 --> 00:46:38,529
hey, can you hold off a couple days
1488
00:46:38,529 --> 00:46:39,429
on the final coat?
1489
00:46:39,429 --> 00:46:39,663
He goes,
1490
00:46:39,663 --> 00:46:41,165
I just want to do a bunch of painting.
1491
00:46:41,165 --> 00:46:42,533
He goes, I'll be really careful
1492
00:46:42,533 --> 00:46:44,568
of the floors.
1493
00:46:44,568 --> 00:46:45,202
Yeah.
1494
00:46:45,202 --> 00:46:47,704
And I'm like, oh yeah, yeah, yeah, no.
1495
00:46:47,704 --> 00:46:48,405
No problem.
1496
00:46:48,405 --> 00:46:51,141
Don't worry about it.
1497
00:46:51,141 --> 00:46:54,144
We go back after three days.
1498
00:46:54,678 --> 00:46:57,981
The guy moved halfway across the country.
1499
00:47:00,083 --> 00:47:02,886
Didn't pay us to dye.
1500
00:47:02,886 --> 00:47:04,855
He moved.
1501
00:47:04,855 --> 00:47:07,224
I get there
1502
00:47:07,224 --> 00:47:08,258
and there's a guy, like,
1503
00:47:08,258 --> 00:47:11,261
doing some stuff in the windows.
1504
00:47:11,328 --> 00:47:13,263
Like,
1505
00:47:13,263 --> 00:47:13,897
just does.
1506
00:47:13,897 --> 00:47:15,232
Something doesn't look right, you know?
1507
00:47:15,232 --> 00:47:17,968
And then as I'm walking and I go,
1508
00:47:17,968 --> 00:47:19,336
hey, where?
1509
00:47:19,336 --> 00:47:20,938
What's going on? What?
1510
00:47:20,938 --> 00:47:22,973
He goes, oh, they moved out two days ago.
1511
00:47:22,973 --> 00:47:25,242
I go.
1512
00:47:25,242 --> 00:47:27,644
What?
1513
00:47:27,644 --> 00:47:30,647
He didn't make.
1514
00:47:31,181 --> 00:47:32,916
That's brutal.
1515
00:47:32,916 --> 00:47:35,819
Moved out.
1516
00:47:35,819 --> 00:47:38,822
He owed us a few grand.
1517
00:47:38,822 --> 00:47:40,591
Any.
1518
00:47:40,591 --> 00:47:41,558
And this was back
1519
00:47:41,558 --> 00:47:43,160
when there was no internet.
1520
00:47:43,160 --> 00:47:43,627
There was.
1521
00:47:43,627 --> 00:47:46,263
You know what I mean?
1522
00:47:46,263 --> 00:47:49,266
1523
00:47:49,533 --> 00:47:50,667
Yeah.
1524
00:47:50,667 --> 00:47:52,369
And he was a rich guy, too.
1525
00:47:52,369 --> 00:47:53,070
Yeah.
1526
00:47:53,070 --> 00:47:56,039
He he he was a rich.
1527
00:48:02,312 --> 00:48:02,813
Okay.
1528
00:48:02,813 --> 00:48:03,847
The last thing I was going to say on
1529
00:48:03,847 --> 00:48:05,449
this is we know the,
1530
00:48:05,449 --> 00:48:07,451
that everybody's had this customer.
1531
00:48:07,451 --> 00:48:08,185
Where.
1532
00:48:08,185 --> 00:48:08,886
Hey, listen,
1533
00:48:08,886 --> 00:48:10,888
if you do a great job on this one,
1534
00:48:10,888 --> 00:48:12,055
I know this job sucks.
1535
00:48:12,055 --> 00:48:12,990
If you do a great job.
1536
00:48:12,990 --> 00:48:13,857
And if you can just give us
1537
00:48:13,857 --> 00:48:15,659
a really good price on this one,
1538
00:48:15,659 --> 00:48:18,295
give us a discount on the next job.
1539
00:48:18,295 --> 00:48:19,062
Yeah.
1540
00:48:19,062 --> 00:48:20,163
We're going to really
1541
00:48:20,163 --> 00:48:20,964
we're going to really,
1542
00:48:20,964 --> 00:48:22,332
you know, give you a bunch of jobs
1543
00:48:22,332 --> 00:48:24,067
down the road, be blah, blah, blah.
1544
00:48:24,067 --> 00:48:25,202
First of all,
1545
00:48:25,202 --> 00:48:27,237
I hope no one ever falls for that.
1546
00:48:27,237 --> 00:48:29,306
And secondly, if you do,
1547
00:48:29,306 --> 00:48:31,041
do you really think
1548
00:48:31,041 --> 00:48:31,708
they're going to accept
1549
00:48:31,708 --> 00:48:32,609
a higher price now?
1550
00:48:33,777 --> 00:48:34,778
Now that they know you'll
1551
00:48:34,778 --> 00:48:36,680
do it for this price?
1552
00:48:36,680 --> 00:48:38,649
You know what I mean? Yeah.
1553
00:48:38,649 --> 00:48:40,117
three bucks a foot,
1554
00:48:40,117 --> 00:48:41,251
but next one, no,
1555
00:48:41,251 --> 00:48:42,920
you'll do for 375 a foot.
1556
00:48:42,920 --> 00:48:44,021
Do you really think they're going to say
1557
00:48:44,021 --> 00:48:46,056
okay, 375.
1558
00:48:46,056 --> 00:48:48,959
Yes.
1559
00:48:48,959 --> 00:48:49,726
Yeah.
1560
00:48:49,726 --> 00:48:50,360
We just wanted
1561
00:48:50,360 --> 00:48:51,795
to test the waters with you.
1562
00:48:51,795 --> 00:48:54,564
Now we'll pay you real money.
1563
00:48:54,564 --> 00:48:56,400
the last thing is, sometimes
1564
00:48:56,400 --> 00:48:58,235
your biggest customers like that
1565
00:48:58,235 --> 00:49:00,003
are not your most profitable customers.
1566
00:49:00,003 --> 00:49:00,737
If you're having to make
1567
00:49:00,737 --> 00:49:01,705
a lot of concessions
1568
00:49:01,705 --> 00:49:03,440
for a different customers.
1569
00:49:03,440 --> 00:49:05,008
Like you said,
1570
00:49:05,008 --> 00:49:07,244
you can pay us later, 90 days later,
1571
00:49:07,244 --> 00:49:08,679
or we'll do this for free
1572
00:49:08,679 --> 00:49:10,280
or discount this, or we'll throw in
1573
00:49:10,280 --> 00:49:12,649
is because they're big, big customers.
1574
00:49:12,649 --> 00:49:13,417
At the end of the day,
1575
00:49:13,417 --> 00:49:14,484
sometimes those are not
1576
00:49:14,484 --> 00:49:15,385
your best customers,
1577
00:49:15,385 --> 00:49:17,788
not your most profitable customers.
1578
00:49:17,788 --> 00:49:19,022
So when you sit down
1579
00:49:19,022 --> 00:49:20,057
and look at those, sometimes
1580
00:49:20,057 --> 00:49:21,959
that's not maybe the
1581
00:49:21,959 --> 00:49:22,859
the direction
1582
00:49:22,859 --> 00:49:24,928
that is best for your company.
1583
00:49:24,928 --> 00:49:26,229
Or at least analyze
1584
00:49:26,229 --> 00:49:27,764
that and realize that, okay,
1585
00:49:27,764 --> 00:49:28,865
we gotta make a change.
1586
00:49:28,865 --> 00:49:29,833
We can't treat these guys
1587
00:49:29,833 --> 00:49:32,035
so special because blah blah, blah.
1588
00:49:32,035 --> 00:49:33,170
So,
1589
00:49:33,170 --> 00:49:33,937
all right,
1590
00:49:33,937 --> 00:49:36,273
and I think the most important thing,
1591
00:49:36,273 --> 00:49:36,506
you know,
1592
00:49:36,506 --> 00:49:38,008
we also talk about, you know,
1593
00:49:38,008 --> 00:49:40,310
everybody has a, a radar detector.
1594
00:49:40,310 --> 00:49:41,812
I called mine, a
1595
00:49:41,812 --> 00:49:43,380
different name detector.
1596
00:49:47,150 --> 00:49:48,452
there's red flags that go up,
1597
00:49:48,452 --> 00:49:50,220
and you got to kind of get it.
1598
00:49:50,220 --> 00:49:51,221
Don't
1599
00:49:51,221 --> 00:49:53,557
fool me once, you know that's on you.
1600
00:49:53,557 --> 00:49:54,491
But you fool me twice.
1601
00:49:54,491 --> 00:49:56,326
It's now starting to be on me.
1602
00:49:56,326 --> 00:49:58,428
So can I to read the red flags
1603
00:49:58,428 --> 00:50:00,097
about your customers
1604
00:50:00,097 --> 00:50:03,967
and, a contract is a must.
1605
00:50:04,701 --> 00:50:05,869
As one lady told me.
1606
00:50:05,869 --> 00:50:08,305
I wish I could remember her name.
1607
00:50:08,305 --> 00:50:08,805
You know,
1608
00:50:08,805 --> 00:50:11,341
handshakes are great for introductions,
1609
00:50:11,341 --> 00:50:13,477
but after that, I want a contract.
1610
00:50:13,477 --> 00:50:16,213
And no truer words were ever spoken.
1611
00:50:16,213 --> 00:50:18,749
I don't care how good you think you are,
1612
00:50:18,749 --> 00:50:19,950
because it's not about you.
1613
00:50:19,950 --> 00:50:21,284
It's about them.
1614
00:50:21,284 --> 00:50:22,619
And also,
1615
00:50:22,619 --> 00:50:23,653
what you're not going to do
1616
00:50:23,653 --> 00:50:24,454
in the contract
1617
00:50:24,454 --> 00:50:25,756
sometimes is just as important
1618
00:50:25,756 --> 00:50:26,890
as what you are going to do
1619
00:50:26,890 --> 00:50:28,258
in the contract.
1620
00:50:28,258 --> 00:50:29,860
You know, taking pictures of jobs
1621
00:50:29,860 --> 00:50:31,595
or of things on the job that are broken
1622
00:50:31,595 --> 00:50:32,596
before you get there, before
1623
00:50:32,596 --> 00:50:33,497
you start the job and,
1624
00:50:33,497 --> 00:50:35,332
you know, document those type of things,
1625
00:50:35,332 --> 00:50:39,369
all these type of things help you,
1626
00:50:39,369 --> 00:50:40,604
stay out of trouble and keep
1627
00:50:40,604 --> 00:50:42,272
And it's so easy
1628
00:50:42,272 --> 00:50:43,573
to do that kind of stuff.
1629
00:50:43,573 --> 00:50:45,809
Now. Way, way easier than ever.
1630
00:50:45,809 --> 00:50:47,544
I mean,
1631
00:50:47,544 --> 00:50:47,944
you know,
1632
00:50:47,944 --> 00:50:49,646
I don't know how many times we did
1633
00:50:49,646 --> 00:50:50,480
kitchens, and.
1634
00:50:50,480 --> 00:50:51,915
Hey, you scratch this,
1635
00:50:51,915 --> 00:50:53,617
and I'm like, no, that scratch was there,
1636
00:50:54,651 --> 00:50:56,286
but we didn't have cell phones.
1637
00:50:56,286 --> 00:50:57,854
You know what I mean?
1638
00:50:57,854 --> 00:50:58,655
Especially you,
1639
00:50:58,655 --> 00:51:00,657
you know, back in the day, you had that,
1640
00:51:00,657 --> 00:51:01,591
that thing you would hold
1641
00:51:01,591 --> 00:51:02,526
with the gunpowder
1642
00:51:02,526 --> 00:51:04,628
and the big poof in the.
1643
00:51:04,628 --> 00:51:05,128
You you know,
1644
00:51:05,128 --> 00:51:05,662
it was tough
1645
00:51:05,662 --> 00:51:07,764
to use those type of cameras.
1646
00:51:07,764 --> 00:51:09,032
You know what I mean?
1647
00:51:09,032 --> 00:51:10,400
Yeah. Yeah.
1648
00:51:10,400 --> 00:51:12,903
But now it's so easy to document stuff
1649
00:51:12,903 --> 00:51:14,271
and take pictures of the stuff
1650
00:51:14,271 --> 00:51:16,440
and the sad thing is
1651
00:51:16,440 --> 00:51:19,309
you have to though, because
1652
00:51:19,309 --> 00:51:21,611
there's just.
1653
00:51:21,611 --> 00:51:23,080
people have been here
1654
00:51:23,080 --> 00:51:24,448
like, and I remember a kitchen
1655
00:51:24,448 --> 00:51:25,715
that along the, along the,
1656
00:51:25,715 --> 00:51:27,250
the cabinets had like a scuffle
1657
00:51:27,250 --> 00:51:29,086
on the cabinet. Okay.
1658
00:51:29,086 --> 00:51:30,253
So all right whatever.
1659
00:51:30,253 --> 00:51:31,088
We in the cab there
1660
00:51:31,088 --> 00:51:31,721
then we think we're
1661
00:51:31,721 --> 00:51:33,523
on a great mood here in cab, whatever.
1662
00:51:33,523 --> 00:51:35,826
And then you get blamed for that scuff.
1663
00:51:35,826 --> 00:51:37,594
So must have been the edge. You're right.
1664
00:51:37,594 --> 00:51:38,595
So you bring out the heads,
1665
00:51:38,595 --> 00:51:39,863
you're like, look, no part of this,
1666
00:51:39,863 --> 00:51:41,398
Ed, your hits that
1667
00:51:41,398 --> 00:51:43,667
that's that it was there.
1668
00:51:43,667 --> 00:51:44,000
Right.
1669
00:51:45,569 --> 00:51:46,269
Yeah.
1670
00:51:46,269 --> 00:51:46,837
Well, they were
1671
00:51:46,837 --> 00:51:48,872
never looking down because they were
1672
00:51:48,872 --> 00:51:50,907
they didn't looked at their ready floor.
1673
00:51:50,907 --> 00:51:51,741
Now we're in there
1674
00:51:51,741 --> 00:51:53,376
and everything's beautiful.
1675
00:51:53,376 --> 00:51:55,112
And now they're seeing stuff that they.
1676
00:51:55,112 --> 00:51:56,980
Yeah, you know, nothing.
1677
00:51:56,980 --> 00:51:58,882
You know a bomb does
1678
00:51:58,882 --> 00:52:01,351
bomb will Google customers.
1679
00:52:01,351 --> 00:52:03,620
He'll search.
1680
00:52:03,620 --> 00:52:05,155
He'll search him out
1681
00:52:05,155 --> 00:52:08,758
and just find out as much information.
1682
00:52:08,925 --> 00:52:11,328
And you know, if you think about it,
1683
00:52:11,328 --> 00:52:13,497
it's not that hard to do things like that
1684
00:52:13,497 --> 00:52:14,664
anymore.
1685
00:52:14,664 --> 00:52:17,868
You know, between Facebook and, LinkedIn
1686
00:52:17,868 --> 00:52:19,269
and things like that.
1687
00:52:19,269 --> 00:52:22,606
Yeah, he kind of knows the people he's
1688
00:52:22,606 --> 00:52:23,940
working for.
1689
00:52:23,940 --> 00:52:25,275
You know something.
1690
00:52:25,275 --> 00:52:26,643
Yesterday
1691
00:52:26,643 --> 00:52:29,312
I googled my old address in California
1692
00:52:29,312 --> 00:52:31,114
okay. Where we lived.
1693
00:52:31,114 --> 00:52:33,350
Just googled the address.
1694
00:52:33,350 --> 00:52:35,318
My name came up, Judy's
1695
00:52:35,318 --> 00:52:38,788
name came up her her occupation came up.
1696
00:52:39,723 --> 00:52:42,058
Our both our phone numbers came up.
1697
00:52:42,058 --> 00:52:44,761
Wow. That's scary.
1698
00:52:44,761 --> 00:52:47,531
And then,
1699
00:52:47,531 --> 00:52:49,533
then the house went up by $300,000,
1700
00:52:49,533 --> 00:52:52,536
which, you know, there's a little bit to,
1701
00:52:56,039 --> 00:52:57,240
I said, Judy, we gotta move.
1702
00:52:57,240 --> 00:52:57,908
It's never gonna be worth
1703
00:52:57,908 --> 00:52:59,309
any more than this.
1704
00:52:59,309 --> 00:53:02,312
We gotta
1705
00:53:06,783 --> 00:53:07,984
All right, so that's it.
1706
00:53:07,984 --> 00:53:08,885
I just thought that would
1707
00:53:08,885 --> 00:53:10,554
be, slow paying customers.
1708
00:53:10,554 --> 00:53:13,557
I think it would be a good topic.
1709
00:53:13,590 --> 00:53:15,025
What it does, through your
1710
00:53:15,025 --> 00:53:15,926
through your businesses
1711
00:53:15,926 --> 00:53:17,194
and what have you.
1712
00:53:17,194 --> 00:53:18,361
So. Hey, they.
1713
00:53:18,361 --> 00:53:19,496
For people listening,
1714
00:53:19,496 --> 00:53:21,231
send us in a couple of war stories.
1715
00:53:21,231 --> 00:53:22,632
1716
00:53:22,632 --> 00:53:24,467
Sometimes you got to get them off
1717
00:53:24,467 --> 00:53:25,468
your chest.
1718
00:53:25,468 --> 00:53:25,735
yeah.
1719
00:53:25,735 --> 00:53:28,171
If you give us a good one, we'll read it.
1720
00:53:28,171 --> 00:53:30,173
All right,
1721
00:53:30,173 --> 00:53:30,507
all right.
1722
00:53:30,507 --> 00:53:31,107
There you go.
1723
00:53:31,107 --> 00:53:32,309
So thank you for listening.
1724
00:53:32,309 --> 00:53:34,411
Listen, listen, to our listeners,
1725
00:53:34,411 --> 00:53:35,345
we really appreciate it.
1726
00:53:35,345 --> 00:53:37,514
Around the world and around the globe.
1727
00:53:37,514 --> 00:53:37,948
I know it's
1728
00:53:37,948 --> 00:53:39,382
translated into about 17
1729
00:53:39,382 --> 00:53:40,250
different languages,
1730
00:53:40,250 --> 00:53:41,751
so I hope that the translations,
1731
00:53:41,751 --> 00:53:44,020
you know, work out.
1732
00:53:44,020 --> 00:53:45,388
And, other than that,
1733
00:53:45,388 --> 00:53:46,289
thanks for listening.
1734
00:53:46,289 --> 00:53:47,757
It's been another episode of On the Floor
1735
00:53:47,757 --> 00:53:49,459
with Wayne and Rob.
1736
00:53:49,459 --> 00:53:50,927
Please stay tuned for another episode.