Wayne and Rob are joined by guest Jason Ramsay to discuss the downsides of pricing by the square foot. 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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Okay, real quick, before
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we get in today's episode,
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we're going to announce the winners
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of the podcast contest
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we had last week.
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And what did you learn from the episode?
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We had a lot of a lot of entries
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and a lot of funny ones
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and a lot of serious ones, I guess.
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But all right.
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In first place, think you know this guy?
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They're Rob
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yeah.
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pal flaws wins as both speaker
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thank you very much Bill
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in second place
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I hope I'm pronouncing
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your your second your last name
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your second name your last name properly
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Travis Thibodeaux thib0u
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totty from t squared woodworking,
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skeletal
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and other skeletal tool.
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Yeah, well, all right.
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The number three
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is Alex.
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No last name here.
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Buddies with Risto floor
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bento wins the bento box.
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I still.
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I got to go with that
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to see what that looks like.
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I still don't know what the hell it is.
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So those are the winners.
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We'll get into a little bit more of that
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in the episode after this one.
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But we just want to win.
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And that's Linares, the grand prize
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going to Bill Pell. Okay.
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And now onto the episode.
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Hello, and welcome to another episode
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of On the Floor with Wayne and Rob.
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I'm Wayne Highlander with Bona Adhesives,
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and we're doing Rob
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have done well done Very well.
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Hey,
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we got an exciting guess
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a really knowledgeable
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guest with us today,
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so I think we'll probably jump
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right into it.
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We have Jason Ramsey with us today.
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Jason Ramsey, and correct me
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if I'm wrong on any of this.
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Jason is
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company is a flooring inspector.
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Excuse me, floor
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Detective Dotcom, correct.
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So O.C.
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Flooring inspection is my website.
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I'm on floor detective, though.
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Yeah, Okay.
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And the flooring
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prep, flooring,
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floor prep and moisture problems.
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Facebook page yeah,
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yeah, that's right.
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Yeah,
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yeah.
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Cool.
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Okay. Yeah, no problem.
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So, yeah, I started in 93
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as a carpet installer and worked my way
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up, got my
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California tile flooring license in 1999,
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and then went on my own
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there, started my business,
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and evolved to having employees
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and ups and downs that being hands
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on, working with my guys
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and continually
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trying to elevate everybody.
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And I still have that
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installation company here today.
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And in my field, they've kind of evolved
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into trying to constantly get better
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and so
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that it made sense
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for me to become an inspector.
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And then I became a concrete moisture
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testing technician
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and they just had a thirst for knowledge
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and really wanted to learn
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all the ins and outs and
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be the best I could be.
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So the
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reason I wanted to have you on is
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I was looking at the
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the Facebook page,
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flooring floor for floor
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prep and moisture problems
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and came across a post that you did.
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And I'm going to quote you here.
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Yeah,
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well, definitely.
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I think it's
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there's a little bit of deception
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there and possibly
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some baiting
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and switching that happens because
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when somebody is advertising
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maybe a square foot price, it's
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really not taking into account
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everything that that it entails to
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to provide a successful installation
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and with proper products.
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So maybe you're getting somebody
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in on a teaser rate per se.
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So it's 250
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a square foot or something like that.
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Then when the estimate comes out,
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maybe it's broken down more deeper
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and it can cause some problems
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or maybe it isn't.
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And so so I feel like that that right
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there does not help
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the end user or
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help our industry whatsoever.
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And when I
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mean, it's a road, the road to the bottom
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is because let's say you get a phone
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call, ring, ring. Hi. Yeah.
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What's your square foot price for Wood.
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Wood floor and start right
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all the time
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You're getting these kind of tire kickers
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or just window shoppers right.
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And that's really what that is.
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And so, ah, what are you supposed to say?
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well it's it's 350. Okay, thank you.
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Or it's 550. Okay, thank you.
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Well, this person can do it cheaper.
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well, I can do it for 250, right.
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I mean this just causes
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it's the worst thing.
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And then if you do play that game,
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what does that do to your credibility?
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Possibly, you know,
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that makes you look like, well,
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maybe you are trying to
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charge more or whatever or
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and then it doesn't stop, right?
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Then they just want more.
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So, you know, right there, I think that
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this square foot pricing,
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like I say, is a road to the bottom,
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does not help out
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the installer or the end user.
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disservice to yourself in a way.
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Let's say
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you're you're a really good contractor.
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You're very professional.
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You go
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above and beyond
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and your techniques and everything
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and maybe the quality of approach you use
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and what have you and very easy to use
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for you to give a number
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doesn't really go into all that.
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It doesn't really talk about your quality
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and what separates you
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from everybody else.
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It's just a number.
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So I remember my my,
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my father in law years ago
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when when
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I was talking about doing floors
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and whatever,
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and he would say to me, well,
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why should I hire you?
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And I was just trying
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to give him reasons to hire me.
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And he goes, Well, listen,
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you have to differentiate yourself
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from anybody else.
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So you're just a number to me.
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So you're right.
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You can just compare numbers
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and it's really unfair to the craftsman.
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Yeah, Yeah, absolutely.
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And that's a good question.
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I've had that person.
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I've had that question to me,
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asked to me before, you know,
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why should I hire you at this price?
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And I said, Well, I'm the best.
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That's how I come back with that.
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And they're kind of startled by that.
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But I say, you know,
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this is what you're going to get.
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And I think
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reframing it sometimes to
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people is key
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because they don't understand.
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They think
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maybe you're just trying to price them or
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and you have to kind of what I say
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is, is, look, I'm here
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not only to provide
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professionalism and perfection,
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but I want to protect your investment.
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And that's kind of how I, I refrained.
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And so then maybe they step back
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and they have a little moment
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and then we can take it from there,
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you know?
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Yes.
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Hi, this Jason.
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So it
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sounds like that
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that's kind of
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all that you're concerned about.
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Is that true?
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And the square foot prices is really the
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your your main concern
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No, not really.
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I.
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I want a really good job.
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you want a really good job.
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I understand that.
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Where is it that you're getting this
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this square foot price from
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$5 a foot sand and install?
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That is a that's a really good price.
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So have they been out to assess
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your project yet?
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Not at all.
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Well, I can tell you right now
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that that's really not
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how we operate or run the company.
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So we have
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we have hourly skilled installers
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and every job is unique in and of itself.
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When I what I like to do is like
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come out,
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I like to see all the variables,
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talk to you, see what's important,
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make sure that we mitigate any problems
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and really ensure
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that you're going to get a proper job.
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Is that something that
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maybe you're interested in?
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Yeah, they're out there.
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And is it okay if we charge you
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a small consultation fee for that
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Does that come off the end?
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If I hire 100%?
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We put that right into the to the bill.
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Okay, Okay.
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So you brought up something else
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Jason, I want to talk about.
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Let's talk about
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when you get done with this, talk
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about charging for estimates Yeah.
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on that, too.
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And we'll discuss that as well.
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I think
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one of the reasons why,
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you know, giving a square foot price,
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you know, especially over the phone,
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for heaven's sakes,
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that we all know that not
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all square feet are equal.
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Some areas have intricate designs or,
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you know, different complications
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around them.
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The complicating factor is that that,
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you know,
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there's 300
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square feet of wide open room.
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Then there's 300
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square feet of a kitchen on
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a diagonal and It, it
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and not only that, you
285
00:10:46,178 --> 00:10:47,747
may have a service elevator,
286
00:10:47,747 --> 00:10:50,082
you may have to park, you know,
287
00:10:50,082 --> 00:10:52,184
so far away from the project,
288
00:10:52,184 --> 00:10:54,387
it could be. There's many variables.
289
00:10:54,387 --> 00:10:55,521
So when you just
290
00:10:55,521 --> 00:10:57,289
shoot that number out there
291
00:10:57,289 --> 00:10:58,391
and you commit to that
292
00:10:58,391 --> 00:10:58,858
because they're going
293
00:10:58,858 --> 00:10:59,959
to hold you to that.
294
00:10:59,959 --> 00:11:03,029
And if you try to backtrack or add things
295
00:11:03,029 --> 00:11:03,596
on, man,
296
00:11:03,596 --> 00:11:05,264
that just it's snowballs from there
297
00:11:05,264 --> 00:11:06,098
and you're starting
298
00:11:06,098 --> 00:11:08,067
to lose credibility, in my opinion.
299
00:11:08,067 --> 00:11:09,301
But yeah, you're exactly right.
300
00:11:09,301 --> 00:11:10,503
There's so many variables.
301
00:11:10,503 --> 00:11:11,003
I'll tell you,
302
00:11:11,003 --> 00:11:12,872
when you got me on that call
303
00:11:12,872 --> 00:11:15,908
was when you mentioned variables.
304
00:11:16,742 --> 00:11:18,010
I think that's the key.
305
00:11:18,010 --> 00:11:19,011
I think that's the way
306
00:11:19,011 --> 00:11:21,313
to get yourself into the door,
307
00:11:21,313 --> 00:11:22,281
because everybody's
308
00:11:22,281 --> 00:11:23,249
going to think
309
00:11:23,249 --> 00:11:24,250
that they do
310
00:11:24,250 --> 00:11:26,252
have some sort of a special project.
311
00:11:26,252 --> 00:11:28,254
So I was wondering
312
00:11:29,221 --> 00:11:31,357
how you get past that person
313
00:11:31,357 --> 00:11:32,692
that is just looking for
314
00:11:32,692 --> 00:11:34,527
the square foot price
315
00:11:34,527 --> 00:11:36,595
and how do we how do we get in the door?
316
00:11:36,595 --> 00:11:39,598
well to be honest that yeah,
317
00:12:03,989 --> 00:12:05,424
yeah it
318
00:12:05,424 --> 00:12:06,726
when somebody calls though
319
00:12:06,726 --> 00:12:08,094
and they ask that
320
00:12:08,094 --> 00:12:09,395
that tells me all
321
00:12:09,395 --> 00:12:11,597
I almost need to know about that person.
322
00:12:11,597 --> 00:12:11,897
Right.
323
00:12:11,897 --> 00:12:12,665
Not only
324
00:12:12,665 --> 00:12:14,333
are they qualifying us
325
00:12:14,333 --> 00:12:15,901
but we're qualifying them
326
00:12:15,901 --> 00:12:17,536
and hopefully you're at a position
327
00:12:17,536 --> 00:12:18,571
or a level on your business
328
00:12:18,571 --> 00:12:19,772
to where you can do that.
329
00:12:19,772 --> 00:12:21,841
I understand some guys are starting out.
330
00:12:21,841 --> 00:12:22,675
You got to be hungry,
331
00:12:22,675 --> 00:12:23,542
you got to get everything.
332
00:12:23,542 --> 00:12:24,577
Can you got to get out there,
333
00:12:24,577 --> 00:12:25,544
make a name for yourself
334
00:12:25,544 --> 00:12:26,512
that might be a little bit
335
00:12:26,512 --> 00:12:27,947
a different dynamic,
336
00:12:27,947 --> 00:12:31,250
but, you know, we don't want every job.
337
00:12:31,283 --> 00:12:34,754
We don't want to close 80, 90% of
338
00:12:35,554 --> 00:12:37,590
low hanging fruit, shall I say. Right.
339
00:12:37,590 --> 00:12:38,858
Well, we're running around
340
00:12:38,858 --> 00:12:40,726
like a chicken with our head cut off.
341
00:12:40,726 --> 00:12:42,094
And at the end of the year,
342
00:12:42,094 --> 00:12:43,696
we're looking at our bank account.
343
00:12:43,696 --> 00:12:45,397
And where is the money?
344
00:12:45,397 --> 00:12:47,333
We think we're busier than I'll get out.
345
00:12:47,333 --> 00:12:49,635
Rock and roll and all this, but, man,
346
00:12:49,635 --> 00:12:50,569
you're not making any money.
347
00:12:50,569 --> 00:12:51,504
So we want to close.
348
00:12:51,504 --> 00:12:55,574
Maybe, you know, 20 to 30% of those A
349
00:12:55,574 --> 00:12:57,009
and B customers
350
00:12:57,009 --> 00:12:58,911
that are going to treat us,
351
00:12:58,911 --> 00:13:00,346
you know, with respect
352
00:13:00,346 --> 00:13:02,414
and appreciate what we bring to the table
353
00:13:02,414 --> 00:13:04,216
and our experience and knowledge. Right.
354
00:13:04,216 --> 00:13:06,018
So that right there,
355
00:13:06,018 --> 00:13:07,820
when somebody asks me right off the bat,
356
00:13:07,820 --> 00:13:09,255
what's your square foot?
357
00:13:09,255 --> 00:13:10,923
I'm already.
358
00:13:10,923 --> 00:13:15,361
Yeah, that's that's exactly right.
359
00:13:15,361 --> 00:13:17,663
So then I go to that next qualifier.
360
00:13:17,663 --> 00:13:18,030
All right.
361
00:13:18,030 --> 00:13:20,933
Are you okay with a consultation?
362
00:13:20,933 --> 00:13:22,968
And usually that's a no,
363
00:13:22,968 --> 00:13:23,536
you know,
364
00:13:23,536 --> 00:13:26,038
because they're leading with square foot.
365
00:13:26,038 --> 00:13:27,173
And so I'm going to come
366
00:13:27,173 --> 00:13:28,474
back around over here
367
00:13:28,474 --> 00:13:29,341
and see if it's
368
00:13:29,341 --> 00:13:30,843
if they are really
369
00:13:30,843 --> 00:13:31,944
the person I want to work with,
370
00:13:31,944 --> 00:13:33,846
because I already pretty much know
371
00:13:33,846 --> 00:13:36,949
that they're not based on that person.
372
00:13:36,949 --> 00:13:38,417
And so the question
373
00:13:38,417 --> 00:13:40,586
And so they'll say something, Yeah,
374
00:13:41,887 --> 00:13:43,856
when Pete and I left my dad's company
375
00:13:43,856 --> 00:13:44,957
and started our own thing,
376
00:13:44,957 --> 00:13:46,892
we of course, we got into the phone
377
00:13:46,892 --> 00:13:48,460
book, right?
378
00:13:48,460 --> 00:13:49,829
I mean, that's yeah,
379
00:13:49,829 --> 00:13:50,863
it was back in the 80,
380
00:13:50,863 --> 00:13:53,132
so I can see you laughing now.
381
00:13:53,132 --> 00:13:55,034
Even the mention of a phone book.
382
00:13:55,034 --> 00:13:57,369
But of course, in the phone book
383
00:13:57,369 --> 00:13:58,838
we put free estimates
384
00:13:58,838 --> 00:14:01,841
and for an entire year,
385
00:14:02,041 --> 00:14:04,276
80% of my calls were how much?
386
00:14:04,276 --> 00:14:05,544
A foot, How much? A foot?
387
00:14:05,544 --> 00:14:07,413
How much? A foot.
388
00:14:07,413 --> 00:14:09,014
I wasn't smart enough to give them
389
00:14:09,014 --> 00:14:10,783
that whole variable thing,
390
00:14:10,783 --> 00:14:12,551
and I got to get out there.
391
00:14:12,551 --> 00:14:13,552
So.
392
00:14:13,552 --> 00:14:15,955
So the next year we took out a phone book
393
00:14:15,955 --> 00:14:18,958
and I wrote on the bottom of our ad,
394
00:14:19,792 --> 00:14:21,894
If you're looking for the cheapest price,
395
00:14:21,894 --> 00:14:23,362
please don't call this number.
396
00:14:25,965 --> 00:14:27,433
And the guy I'll never forget
397
00:14:27,433 --> 00:14:28,968
the salesman for the phone book.
398
00:14:28,968 --> 00:14:29,869
He's like,
399
00:14:29,869 --> 00:14:30,903
Are you sure
400
00:14:30,903 --> 00:14:31,904
you want to put that in there?
401
00:14:31,904 --> 00:14:33,272
I go, Yeah, I'm
402
00:14:33,272 --> 00:14:34,306
absolutely sure
403
00:14:34,306 --> 00:14:35,507
I want to put that in there
404
00:14:35,507 --> 00:14:38,277
because we're not that guy.
405
00:14:38,277 --> 00:14:41,280
yeah,
406
00:14:44,049 --> 00:14:44,550
well, yeah,
407
00:14:44,550 --> 00:14:45,751
but you also get more time
408
00:14:45,751 --> 00:14:46,819
with your family.
409
00:14:46,819 --> 00:14:49,655
But if you look it that way,
410
00:14:49,655 --> 00:14:51,323
I think maybe the best response
411
00:14:51,323 --> 00:14:52,958
to that is,
412
00:14:52,958 --> 00:14:54,560
you know, on the phone or whatever.
413
00:14:54,560 --> 00:14:55,661
What's your square price?
414
00:14:55,661 --> 00:14:56,996
Square foot price?
415
00:14:56,996 --> 00:14:59,398
I think the best response almost is like,
416
00:14:59,398 --> 00:14:59,865
you know,
417
00:14:59,865 --> 00:15:00,966
if I give you a square foot
418
00:15:00,966 --> 00:15:02,234
price, it's a disservice
419
00:15:02,234 --> 00:15:04,336
to both of us, to you and I,
420
00:15:04,336 --> 00:15:05,271
because I don't know
421
00:15:05,271 --> 00:15:06,205
the scope of the job.
422
00:15:06,205 --> 00:15:07,039
Without looking ahead.
423
00:15:07,039 --> 00:15:08,207
There may be variables.
424
00:15:08,207 --> 00:15:10,342
And quite frankly, one of the variables
425
00:15:10,342 --> 00:15:12,077
is you, the customer.
426
00:15:13,145 --> 00:15:13,545
You know,
427
00:15:13,545 --> 00:15:14,046
I got a pretty
428
00:15:14,046 --> 00:15:17,082
good what we call A-hole radar.
429
00:15:17,149 --> 00:15:20,152
I hope I can get away with yeah, man.
430
00:15:55,321 --> 00:15:56,155
that's right.
431
00:15:56,155 --> 00:15:57,022
You got to be careful that
432
00:15:57,022 --> 00:15:57,756
because then you don't,
433
00:15:57,756 --> 00:15:58,557
you don't want to get into
434
00:15:58,557 --> 00:16:00,092
this whole justification thing.
435
00:16:00,092 --> 00:16:01,593
Well, I have this and I have that,
436
00:16:01,593 --> 00:16:02,962
and I got this to do that, that
437
00:16:02,962 --> 00:16:04,063
nobody wants to hear that.
438
00:16:04,063 --> 00:16:05,731
They don't care either, Right?
439
00:16:05,731 --> 00:16:06,665
You already know
440
00:16:06,665 --> 00:16:07,599
where they're coming from.
441
00:16:07,599 --> 00:16:10,202
But it's not they may not know, right.
442
00:16:10,202 --> 00:16:12,571
They're uneducated buyer or customer.
443
00:16:12,571 --> 00:16:14,873
They don't really know where.
444
00:16:14,873 --> 00:16:15,808
They even came up
445
00:16:15,808 --> 00:16:17,176
with the square foot price.
446
00:16:17,176 --> 00:16:19,011
Which brings into question,
447
00:16:19,011 --> 00:16:19,845
do you guys even know
448
00:16:19,845 --> 00:16:20,746
where that came from,
449
00:16:20,746 --> 00:16:23,415
how that came about?
450
00:16:23,415 --> 00:16:24,149
You know,
451
00:16:24,149 --> 00:16:26,185
that really comes from the real estate
452
00:16:26,185 --> 00:16:27,720
industry's a long time ago
453
00:16:27,720 --> 00:16:28,821
where things were
454
00:16:28,821 --> 00:16:30,923
were priced on the square footage.
455
00:16:30,923 --> 00:16:31,924
Well,
456
00:16:31,924 --> 00:16:33,225
manufacturers kind of took
457
00:16:33,225 --> 00:16:34,593
that and went in contractors
458
00:16:34,593 --> 00:16:35,260
and things like that.
459
00:16:35,260 --> 00:16:36,729
When you're calculating things,
460
00:16:36,729 --> 00:16:39,732
you know, tile or the surface of a wall
461
00:16:39,765 --> 00:16:43,135
or drywall or flooring or and on and on,
462
00:16:44,603 --> 00:16:45,804
you coming up with
463
00:16:45,804 --> 00:16:47,506
square foot of things, right.
464
00:16:47,506 --> 00:16:50,509
Or whatever yards and things like that.
465
00:16:50,576 --> 00:16:52,244
So they tried to simplify
466
00:16:52,244 --> 00:16:53,178
it, manufacturers
467
00:16:53,178 --> 00:16:54,580
or retail shops over time.
468
00:16:54,580 --> 00:16:55,714
It just kind of
469
00:16:55,714 --> 00:16:57,416
gave a quick number to it. Right.
470
00:16:57,416 --> 00:16:59,084
But that doesn't account for everything.
471
00:16:59,084 --> 00:17:00,285
Like you said, Wayne,
472
00:17:00,285 --> 00:17:01,153
that is an account
473
00:17:01,153 --> 00:17:02,888
for all your cost of goods sold, right?
474
00:17:02,888 --> 00:17:04,890
That doesn't account for your
475
00:17:04,890 --> 00:17:05,591
your labor,
476
00:17:05,591 --> 00:17:07,026
that does account for your overhead,
477
00:17:07,026 --> 00:17:09,695
that doesn't count for paying yourself
478
00:17:09,695 --> 00:17:11,864
and that doesn't count for what profit
479
00:17:11,864 --> 00:17:13,165
you want to make at the end of the year.
480
00:17:13,165 --> 00:17:14,767
If you want to try to equate that
481
00:17:14,767 --> 00:17:16,702
to a square foot price, good luck.
482
00:17:16,702 --> 00:17:17,803
Because when somebody calls you
483
00:17:17,803 --> 00:17:18,270
and says what
484
00:17:18,270 --> 00:17:21,273
your square foot price, you say $82,
485
00:17:22,241 --> 00:17:24,376
you're definitely not going to
486
00:17:25,377 --> 00:17:27,880
do it any any any project like that.
487
00:17:27,880 --> 00:17:29,982
So
488
00:17:29,982 --> 00:17:31,517
it just it doesn't work out.
489
00:17:31,517 --> 00:17:33,285
And so, guys, when you
490
00:17:33,285 --> 00:17:35,721
I understand guys, what happens is
491
00:17:35,721 --> 00:17:37,322
you're taught from a guy
492
00:17:37,322 --> 00:17:38,590
who's who does it
493
00:17:38,590 --> 00:17:39,758
by the square foot, right.
494
00:17:39,758 --> 00:17:40,592
Or the square yard
495
00:17:40,592 --> 00:17:41,927
and that's what you learn.
496
00:17:41,927 --> 00:17:43,562
And he learned that from the guy
497
00:17:43,562 --> 00:17:44,029
that taught him
498
00:17:44,029 --> 00:17:45,264
or whatever
499
00:17:45,264 --> 00:17:46,665
that taught him or her,
500
00:17:46,665 --> 00:17:48,400
and on and on and on.
501
00:17:48,400 --> 00:17:50,502
And you don't know how to run a business.
502
00:17:50,502 --> 00:17:52,204
Yeah, you can burn a seam
503
00:17:52,204 --> 00:17:53,338
or you can put together
504
00:17:53,338 --> 00:17:56,475
a nice pattern flow or whatever it is,
505
00:17:57,276 --> 00:17:59,344
right. That you do really well.
506
00:17:59,344 --> 00:18:00,979
That's not indicative
507
00:18:00,979 --> 00:18:02,448
of understanding your numbers
508
00:18:02,448 --> 00:18:03,248
and running the business.
509
00:18:03,248 --> 00:18:04,249
And I hate to say it,
510
00:18:04,249 --> 00:18:06,785
but most guys don't know their numbers.
511
00:18:06,785 --> 00:18:08,520
They're doing bank balance.
512
00:18:08,520 --> 00:18:11,056
They're making bank balance decisions,
513
00:18:11,056 --> 00:18:12,124
which means it's,
514
00:18:12,124 --> 00:18:15,127
I just got $10,000 check, killing it.
515
00:18:15,127 --> 00:18:15,561
I love it.
516
00:18:15,561 --> 00:18:17,196
I'm going to go buy a new laptop
517
00:18:17,196 --> 00:18:18,597
tires for my truck.
518
00:18:18,597 --> 00:18:19,198
Well, dude,
519
00:18:19,198 --> 00:18:20,399
you haven't even allocated
520
00:18:20,399 --> 00:18:21,633
30% or whatever
521
00:18:21,633 --> 00:18:23,469
the number is you want to do for taxes.
522
00:18:23,469 --> 00:18:25,537
You have to put money away for,
523
00:18:25,537 --> 00:18:27,706
you know, labor pay. Well, I mean. Right.
524
00:18:27,706 --> 00:18:30,075
So these are the things that that
525
00:18:30,075 --> 00:18:31,143
guys really don't know.
526
00:18:31,143 --> 00:18:31,844
They don't understand.
527
00:18:31,844 --> 00:18:32,377
They wonder why
528
00:18:32,377 --> 00:18:33,345
they don't have the money.
529
00:18:33,345 --> 00:18:35,114
And it it's it sucks
530
00:18:35,114 --> 00:18:37,316
but it takes time to get there
531
00:18:37,316 --> 00:18:39,118
and you know,
532
00:18:39,118 --> 00:18:40,919
through through through podcasts
533
00:18:40,919 --> 00:18:42,588
and and things out there.
534
00:18:42,588 --> 00:18:45,324
Hopefully, you know, guys can get better
535
00:18:45,324 --> 00:18:46,592
and try and, you know,
536
00:18:46,592 --> 00:18:47,693
learn these things.
537
00:18:48,861 --> 00:18:50,095
kind of encouraging thing
538
00:18:50,095 --> 00:18:50,929
that I like,
539
00:18:50,929 --> 00:18:51,497
you know I know
540
00:18:51,497 --> 00:18:52,631
a lot of second generation
541
00:18:52,631 --> 00:18:54,666
flooring contractors
542
00:18:54,666 --> 00:18:56,835
that I knew their fathers as well
543
00:18:56,835 --> 00:18:57,703
and we talk
544
00:18:57,703 --> 00:18:58,904
you know we're old guys now
545
00:18:58,904 --> 00:18:59,471
and we talk
546
00:18:59,471 --> 00:19:00,506
and whatever and their kids now
547
00:19:00,506 --> 00:19:01,540
doing the business
548
00:19:01,540 --> 00:19:03,208
and sometimes we're like blown away
549
00:19:03,208 --> 00:19:04,576
that the kids can actually charge
550
00:19:04,576 --> 00:19:06,245
as much as they're charging, like,
551
00:19:06,245 --> 00:19:06,979
holy smokes,
552
00:19:06,979 --> 00:19:08,147
I could never
553
00:19:08,147 --> 00:19:09,982
how can you charge that much money?
554
00:19:09,982 --> 00:19:11,950
And they can, you know what I mean?
555
00:19:11,950 --> 00:19:13,018
Where the father we came from
556
00:19:13,018 --> 00:19:14,019
a generation where yeah,
557
00:19:14,019 --> 00:19:15,120
it was a square foot price.
558
00:19:15,120 --> 00:19:16,054
And that's all we do.
559
00:19:16,054 --> 00:19:18,223
We we knew no other way to do it.
560
00:19:18,223 --> 00:19:20,893
I learned by a great floor man
561
00:19:20,893 --> 00:19:22,728
and I knew other great floor foremen.
562
00:19:22,728 --> 00:19:24,897
And we all charged by the square foot.
563
00:19:24,897 --> 00:19:25,531
And now we're seeing
564
00:19:25,531 --> 00:19:27,599
the second generation come along.
565
00:19:27,599 --> 00:19:28,967
And the first generation is like,
566
00:19:28,967 --> 00:19:29,768
holy smokes,
567
00:19:29,768 --> 00:19:30,602
I cannot believe
568
00:19:30,602 --> 00:19:32,204
what this kid is charging.
569
00:19:32,204 --> 00:19:33,205
The other thing too, is,
570
00:19:33,205 --> 00:19:33,939
you know,
571
00:19:33,939 --> 00:19:34,907
especially when it comes
572
00:19:34,907 --> 00:19:35,807
to seeing the refinish
573
00:19:35,807 --> 00:19:39,545
and even even install, I mean, there's
574
00:19:39,645 --> 00:19:40,078
there's
575
00:19:41,079 --> 00:19:41,780
you know, we could all
576
00:19:41,780 --> 00:19:43,248
probably double the size of our business
577
00:19:43,248 --> 00:19:45,017
if we could find the labor. Right.
578
00:19:45,017 --> 00:19:46,218
So, well,
579
00:19:46,218 --> 00:19:47,886
you have a whole lot of work
580
00:19:47,886 --> 00:19:49,488
and not enough people to do the work.
581
00:19:49,488 --> 00:19:50,923
That's a demand there.
582
00:19:50,923 --> 00:19:52,324
And especially
583
00:19:52,324 --> 00:19:53,926
and you're in Southern California,
584
00:19:53,926 --> 00:19:54,326
you're in it.
585
00:19:54,326 --> 00:19:54,993
You're in a hotbed
586
00:19:54,993 --> 00:19:56,128
for a great craftsman,
587
00:19:56,128 --> 00:19:57,796
hardwood floor for men and
588
00:19:57,796 --> 00:19:58,830
and women, by the way.
589
00:19:58,830 --> 00:20:01,200
And you can charge,
590
00:20:01,200 --> 00:20:02,034
you know, accordingly.
591
00:20:02,034 --> 00:20:03,669
You can charge for for these jobs.
592
00:20:03,669 --> 00:20:05,404
And I think one thing is getting past
593
00:20:05,404 --> 00:20:06,171
that barrier
594
00:20:06,171 --> 00:20:07,606
of of
595
00:20:07,606 --> 00:20:09,908
your own getting out of your own way.
596
00:20:09,908 --> 00:20:13,245
I talked to a guy who said that,
597
00:20:13,245 --> 00:20:15,113
I don't know, as crisp a squirrely trade
598
00:20:15,113 --> 00:20:17,182
or someone that was on our podcast.
599
00:20:17,182 --> 00:20:18,150
I said
600
00:20:18,150 --> 00:20:20,152
I stopped doing estimates
601
00:20:20,152 --> 00:20:20,852
because I know
602
00:20:20,852 --> 00:20:22,821
too much about my business.
603
00:20:22,821 --> 00:20:23,956
Like, okay, well, this week
604
00:20:23,956 --> 00:20:24,923
I could probably get by
605
00:20:24,923 --> 00:20:25,991
with a little less or this year,
606
00:20:25,991 --> 00:20:26,558
not because it's
607
00:20:26,558 --> 00:20:27,793
been a good month or whatever,
608
00:20:27,793 --> 00:20:28,760
but when I turn it over to the
609
00:20:28,760 --> 00:20:29,228
actual guys
610
00:20:29,228 --> 00:20:30,529
who do estimating
611
00:20:30,529 --> 00:20:31,563
that I said, Here, here's
612
00:20:31,563 --> 00:20:33,398
what our prices need to be.
613
00:20:33,398 --> 00:20:34,032
They they didn't
614
00:20:34,032 --> 00:20:35,734
have those filters that I did
615
00:20:35,734 --> 00:20:36,435
and they charged
616
00:20:36,435 --> 00:20:37,502
or they were charging more money
617
00:20:37,502 --> 00:20:38,570
than I was.
618
00:20:38,570 --> 00:20:39,705
And I
619
00:20:39,705 --> 00:20:40,272
so I think that's
620
00:20:40,272 --> 00:20:41,506
pretty interesting, too,
621
00:20:41,506 --> 00:20:42,074
because sometimes
622
00:20:42,074 --> 00:20:43,675
we are our own worst enemy.
623
00:20:43,675 --> 00:20:45,043
We have to get past that barrier.
624
00:20:45,043 --> 00:20:46,578
And I'll give you an example of two
625
00:20:46,578 --> 00:20:49,181
is that when I was a young kid,
626
00:20:49,181 --> 00:20:51,350
I was afraid to give contracts to people.
627
00:20:51,350 --> 00:20:52,251
At first
628
00:20:52,251 --> 00:20:53,285
because like,
629
00:20:53,285 --> 00:20:54,086
I don't know, I'm
630
00:20:54,086 --> 00:20:55,420
not asking for money up front
631
00:20:55,420 --> 00:20:56,154
and I'm asking them
632
00:20:56,154 --> 00:20:57,289
to sign on this thing.
633
00:20:57,289 --> 00:20:59,024
And it looks very formal and
634
00:20:59,024 --> 00:21:00,692
and hey, I'm a good guy and,
635
00:21:00,692 --> 00:21:01,493
you know,
636
00:21:01,493 --> 00:21:04,363
but I felt kind of like I'm posing
637
00:21:04,363 --> 00:21:05,464
in a way
638
00:21:05,464 --> 00:21:06,498
once I get past that,
639
00:21:06,498 --> 00:21:07,399
like I wouldn't do a job
640
00:21:07,399 --> 00:21:09,201
without a contract for nothing.
641
00:21:09,201 --> 00:21:09,801
You know what I mean?
642
00:21:09,801 --> 00:21:10,469
Once you got out,
643
00:21:10,469 --> 00:21:12,070
I get out of my own head and realize,
644
00:21:12,070 --> 00:21:12,738
you know what?
645
00:21:12,738 --> 00:21:14,339
There's no way I would do a job
646
00:21:14,339 --> 00:21:15,540
without a contract.
647
00:21:15,540 --> 00:21:17,075
In fact,
648
00:21:17,075 --> 00:21:18,343
since I brought that up,
649
00:21:18,343 --> 00:21:20,045
I'll just mention real quickly,
650
00:21:20,045 --> 00:21:22,981
there is something called scope creep
651
00:21:22,981 --> 00:21:24,616
that you have to be careful of.
652
00:21:24,616 --> 00:21:26,652
And that can happen without a contract.
653
00:21:26,652 --> 00:21:27,286
By that means,
654
00:21:27,286 --> 00:21:28,353
what is the scope of the job?
655
00:21:28,353 --> 00:21:29,087
The scope of the job
656
00:21:29,087 --> 00:21:29,655
is we're going to see
657
00:21:29,655 --> 00:21:31,023
the refinish of these floors,
658
00:21:31,023 --> 00:21:32,958
blah, blah, blah in this area right here.
659
00:21:32,958 --> 00:21:34,126
And then the consumer,
660
00:21:34,126 --> 00:21:34,593
the client
661
00:21:34,593 --> 00:21:36,261
goes, well,
662
00:21:36,261 --> 00:21:37,629
well, that includes baseboard, right?
663
00:21:37,629 --> 00:21:38,196
You're going to change
664
00:21:38,196 --> 00:21:39,498
the baseboard, right? That includes that.
665
00:21:39,498 --> 00:21:40,732
Or you can just add this
666
00:21:40,732 --> 00:21:41,900
because blah, blah, blah.
667
00:21:41,900 --> 00:21:44,002
Or can you just have these spindles
668
00:21:44,002 --> 00:21:46,405
where the job starts to creep on you?
669
00:21:46,405 --> 00:21:47,439
You know what I mean?
670
00:21:47,439 --> 00:21:49,274
So having a good contract
671
00:21:49,274 --> 00:21:50,375
stating what you're going to do
672
00:21:50,375 --> 00:21:51,877
or not do also,
673
00:21:51,877 --> 00:21:53,745
and the state you live in, in California
674
00:21:53,745 --> 00:21:55,847
obviously now is required.
675
00:21:55,847 --> 00:21:57,115
At the time when I lived there
676
00:21:57,115 --> 00:21:57,816
any job, over
677
00:21:57,816 --> 00:22:01,186
$1,000, you had to have a allene,
678
00:22:01,186 --> 00:22:02,054
a mechanic cleaner.
679
00:22:02,054 --> 00:22:04,056
I don't know if it's the case anymore,
680
00:22:04,056 --> 00:22:05,457
but I do think that's
681
00:22:07,826 --> 00:22:08,327
yeah.
682
00:22:08,327 --> 00:22:10,162
Back to what you're saying,
683
00:22:10,162 --> 00:22:11,496
I think it's a mindset.
684
00:22:11,496 --> 00:22:14,499
A lot of guys don't value themselves
685
00:22:14,499 --> 00:22:16,001
adequately.
686
00:22:16,001 --> 00:22:16,601
They don't
687
00:22:16,601 --> 00:22:17,769
they don't put enough
688
00:22:17,769 --> 00:22:19,638
stock into themselves
689
00:22:19,638 --> 00:22:21,406
and they also feel like, well,
690
00:22:21,406 --> 00:22:22,607
if I'm charged this, I'm
691
00:22:22,607 --> 00:22:23,842
never going to get any work,
692
00:22:23,842 --> 00:22:25,844
I'm never going to get the job.
693
00:22:25,844 --> 00:22:27,379
And that couldn't be farther
694
00:22:27,379 --> 00:22:28,880
from the truth.
695
00:22:28,880 --> 00:22:30,082
Once you believe in yourself
696
00:22:30,082 --> 00:22:31,850
and you believe your ability
697
00:22:31,850 --> 00:22:32,818
and you have confidence in,
698
00:22:32,818 --> 00:22:33,685
you know, you're pro
699
00:22:33,685 --> 00:22:35,287
and you get really good work
700
00:22:35,287 --> 00:22:36,855
and you start to slowly
701
00:22:36,855 --> 00:22:39,291
add 5% onto something,
702
00:22:39,291 --> 00:22:41,493
then maybe the next agreement
703
00:22:41,493 --> 00:22:42,427
you put together,
704
00:22:42,427 --> 00:22:43,929
maybe you add 7%
705
00:22:43,929 --> 00:22:45,497
and you start testing these waters,
706
00:22:45,497 --> 00:22:46,665
then you're like, You know what?
707
00:22:46,665 --> 00:22:47,899
I'm getting this.
708
00:22:47,899 --> 00:22:48,734
This is awesome.
709
00:22:48,734 --> 00:22:50,469
I'm making a few more bucks here.
710
00:22:50,469 --> 00:22:52,204
Then that can start to build
711
00:22:52,204 --> 00:22:52,871
you up a little bit,
712
00:22:52,871 --> 00:22:53,705
give you that confidence
713
00:22:53,705 --> 00:22:54,706
that you need there.
714
00:22:54,706 --> 00:22:56,842
Maybe you're getting to nine, 12, 15%,
715
00:22:56,842 --> 00:22:58,343
and now you're really like, wow,
716
00:22:59,344 --> 00:22:59,678
right?
717
00:22:59,678 --> 00:23:01,513
So that can kind of
718
00:23:01,513 --> 00:23:03,615
that's what I tell guys that try to say,
719
00:23:03,615 --> 00:23:04,983
dude, I'm never going to be able
720
00:23:04,983 --> 00:23:05,984
to make any more money.
721
00:23:05,984 --> 00:23:06,785
I'm never going to be able
722
00:23:06,785 --> 00:23:07,619
to charge that.
723
00:23:07,619 --> 00:23:08,053
Well, see,
724
00:23:08,053 --> 00:23:10,722
you've already told yourself that, right?
725
00:23:10,722 --> 00:23:12,023
So keep telling yourself that
726
00:23:12,023 --> 00:23:12,858
and you won't.
727
00:23:12,858 --> 00:23:14,426
But if you can slowly change
728
00:23:14,426 --> 00:23:16,128
that mindset and start
729
00:23:16,128 --> 00:23:17,329
small with small amounts,
730
00:23:17,329 --> 00:23:20,432
then you can definitely get there because
731
00:23:21,133 --> 00:23:22,334
guys don't understand
732
00:23:22,334 --> 00:23:22,768
that they have
733
00:23:22,768 --> 00:23:23,568
cell phone bills
734
00:23:23,568 --> 00:23:24,970
and websites and
735
00:23:24,970 --> 00:23:26,138
vehicles and insurance
736
00:23:26,138 --> 00:23:26,738
and gas
737
00:23:26,738 --> 00:23:29,741
and supplies and sponges and blades
738
00:23:29,741 --> 00:23:32,644
and on and on and on and on that
739
00:23:32,644 --> 00:23:33,345
you just
740
00:23:33,345 --> 00:23:36,348
you don't you don't account for so
741
00:23:39,785 --> 00:23:41,086
I'm going to tell you real quick.
742
00:23:41,086 --> 00:23:41,887
So I did force
743
00:23:41,887 --> 00:23:42,521
for 30 years
744
00:23:42,521 --> 00:23:43,488
whatever I've done for us
745
00:23:43,488 --> 00:23:45,690
for, for his whole 50 years,
746
00:23:45,690 --> 00:23:46,558
he's been in this business.
747
00:23:46,558 --> 00:23:50,095
And the thought of myself
748
00:23:50,095 --> 00:23:51,530
now of bringing a sander
749
00:23:51,530 --> 00:23:52,431
from the first floor
750
00:23:52,431 --> 00:23:54,933
up to the second floor, Get out of here.
751
00:23:54,933 --> 00:23:55,934
I'm too old now.
752
00:23:55,934 --> 00:23:57,369
I So when I was
753
00:23:57,369 --> 00:23:58,904
when I was a young kid and I was,
754
00:23:58,904 --> 00:23:59,137
you know,
755
00:23:59,137 --> 00:24:00,138
I'm 30 years old,
756
00:24:00,138 --> 00:24:01,606
I'm a stud and
757
00:24:01,606 --> 00:24:02,574
I work hard every day
758
00:24:02,574 --> 00:24:03,942
and I'm strong and I can do that.
759
00:24:03,942 --> 00:24:04,576
Whatever.
760
00:24:04,576 --> 00:24:06,144
I don't even think twice about it.
761
00:24:06,144 --> 00:24:07,012
But now, looking at it
762
00:24:07,012 --> 00:24:09,080
from my perspective now as an older guy,
763
00:24:10,081 --> 00:24:10,816
I would never
764
00:24:10,816 --> 00:24:11,416
I would pay
765
00:24:11,416 --> 00:24:12,784
that guy in a heartbeat to do something
766
00:24:12,784 --> 00:24:13,819
like that, to be even
767
00:24:13,819 --> 00:24:15,887
even the caring furniture out
768
00:24:15,887 --> 00:24:17,722
or even to get on my knees
769
00:24:17,722 --> 00:24:19,157
and do something, a small something.
770
00:24:19,157 --> 00:24:20,759
Now
771
00:24:20,759 --> 00:24:22,794
my body hurts now or I'm older now
772
00:24:22,794 --> 00:24:25,797
and I just don't want to do it now.
773
00:24:27,599 --> 00:24:30,602
yeah, you nailed it
774
00:24:42,247 --> 00:24:44,082
And I hate to say it, that's exploited
775
00:24:44,082 --> 00:24:44,850
because there's smarter
776
00:24:44,850 --> 00:24:45,917
people in the industry
777
00:24:45,917 --> 00:24:46,985
that that it will
778
00:24:46,985 --> 00:24:49,120
well take advantage of the younger guys
779
00:24:49,120 --> 00:24:50,322
and they take advantage of that
780
00:24:50,322 --> 00:24:51,289
because they don't know their numbers,
781
00:24:51,289 --> 00:24:53,024
they don't know how to price themselves.
782
00:24:53,024 --> 00:24:55,393
But so just like what you're saying is
783
00:24:55,393 --> 00:24:56,328
you never know how somebody
784
00:24:56,328 --> 00:24:58,663
is going to value what you have to offer.
785
00:24:58,663 --> 00:24:59,397
Right?
786
00:24:59,397 --> 00:25:01,666
So maybe you'll buy that painting
787
00:25:01,666 --> 00:25:03,602
for a million bucks. But Rob's like,
788
00:25:04,569 --> 00:25:05,036
That's not
789
00:25:05,036 --> 00:25:05,737
where I
790
00:25:05,737 --> 00:25:07,639
would pay a penny for that thing, right?
791
00:25:07,639 --> 00:25:09,574
So
792
00:25:09,574 --> 00:25:12,143
when people say to me, the going rate
793
00:25:12,143 --> 00:25:14,079
or the market value on the stuff
794
00:25:14,079 --> 00:25:15,881
that I say, I throw out the window.
795
00:25:15,881 --> 00:25:17,015
I say it's
796
00:25:17,015 --> 00:25:18,750
the customer creates that value.
797
00:25:18,750 --> 00:25:20,085
The customer decides
798
00:25:20,085 --> 00:25:21,653
what they're going to pay you or not.
799
00:25:21,653 --> 00:25:22,254
Okay?
800
00:25:22,254 --> 00:25:23,421
So maybe somebody doesn't
801
00:25:23,421 --> 00:25:24,656
think you're worth
802
00:25:24,656 --> 00:25:27,559
that paying you 5000 for the job,
803
00:25:27,559 --> 00:25:28,260
but actually
804
00:25:28,260 --> 00:25:30,262
you could get 9000 for that job
805
00:25:30,262 --> 00:25:31,663
from somebody else.
806
00:25:31,663 --> 00:25:33,999
So, you know, so again,
807
00:25:33,999 --> 00:25:35,066
you just don't know.
808
00:25:35,066 --> 00:25:36,301
But if you shoot yourself in the foot
809
00:25:36,301 --> 00:25:37,569
from the beginning
810
00:25:37,569 --> 00:25:38,803
and and and you're right, though,
811
00:25:38,803 --> 00:25:39,304
and you're young,
812
00:25:39,304 --> 00:25:40,739
but you don't think like that
813
00:25:40,739 --> 00:25:44,342
you have other concerns, right?
814
00:25:44,342 --> 00:25:45,810
So you're not really
815
00:25:45,810 --> 00:25:47,212
and that comes from
816
00:25:47,212 --> 00:25:48,580
somebody just not telling you.
817
00:27:57,175 --> 00:28:00,178
Yeah.
818
00:28:04,482 --> 00:28:05,150
Yeah.
819
00:28:05,150 --> 00:28:06,084
And so if it took
820
00:28:06,084 --> 00:28:07,786
you two days, great you one
821
00:28:07,786 --> 00:28:09,054
if it took you seven days,
822
00:28:09,054 --> 00:28:11,556
you're like, this sucks, right?
823
00:28:11,556 --> 00:28:12,824
So that's the thing.
824
00:28:12,824 --> 00:28:15,593
A thousand square foot project can take
825
00:28:15,593 --> 00:28:17,095
you four days,
826
00:28:17,095 --> 00:28:19,030
or it could take you 14 days.
827
00:28:19,030 --> 00:28:20,265
It really can, right?
828
00:28:20,265 --> 00:28:21,900
So
829
00:28:21,900 --> 00:28:23,234
does that make sense there?
830
00:28:23,234 --> 00:28:25,737
Especially if you have helpers
831
00:28:25,737 --> 00:28:27,405
or you have guys on payroll,
832
00:28:27,405 --> 00:28:28,606
hourly guys,
833
00:28:28,606 --> 00:28:31,009
You have to figure out these man hours.
834
00:28:31,009 --> 00:28:33,111
And what guys don't understand is
835
00:28:33,111 --> 00:28:34,212
they have to figure out
836
00:28:34,212 --> 00:28:35,747
what they're paying themselves.
837
00:28:35,747 --> 00:28:36,748
They don't.
838
00:28:36,748 --> 00:28:40,318
So what would it cost you to replace you?
839
00:28:40,952 --> 00:28:42,887
You see, that's how guys have to think.
840
00:28:42,887 --> 00:28:44,055
If I couldn't do this
841
00:28:44,055 --> 00:28:45,557
today and I had to hire somebody
842
00:28:45,557 --> 00:28:47,258
to come on and run the crews,
843
00:28:47,258 --> 00:28:48,860
what's that going to cost me?
844
00:28:48,860 --> 00:28:51,096
25 bucks an hour. 50 bucks?
845
00:28:51,096 --> 00:28:52,530
65 an hour.
846
00:28:52,530 --> 00:28:54,365
What's it going to cost to do that math?
847
00:28:54,365 --> 00:28:56,067
Are you paying yourself that?
848
00:28:56,067 --> 00:28:58,336
And most guys, they don't.
849
00:28:58,336 --> 00:28:59,571
And then they have they're like,
850
00:28:59,571 --> 00:29:01,639
my God, you have an moment.
851
00:29:01,639 --> 00:29:03,408
So that's something you have to figure
852
00:29:03,408 --> 00:29:06,611
into those man hours for the day, right?
853
00:29:06,611 --> 00:29:07,779
If you got two guys
854
00:29:07,779 --> 00:29:08,813
and you got your man hours,
855
00:29:08,813 --> 00:29:10,682
you really got three guys, you got you,
856
00:29:10,682 --> 00:29:11,783
you have prep phase.
857
00:29:11,783 --> 00:29:12,550
That prep phase.
858
00:29:12,550 --> 00:29:15,186
Is it just prep doing the thing?
859
00:29:15,186 --> 00:29:17,422
Sanding, conditioning, water popping,
860
00:29:17,422 --> 00:29:18,156
whatever the heck
861
00:29:18,156 --> 00:29:19,124
you're going to be doing.
862
00:29:19,124 --> 00:29:21,893
That's also going to the customers house,
863
00:29:21,893 --> 00:29:25,230
putting out that the sample stains
864
00:29:25,230 --> 00:29:26,898
that you're going to show and do them
865
00:29:26,898 --> 00:29:29,667
or having conversation with them
866
00:29:29,667 --> 00:29:31,503
estimating that's all part of that prep.
867
00:29:31,503 --> 00:29:33,004
So you have to figure
868
00:29:33,004 --> 00:29:35,573
all these hours out, what does it cost,
869
00:29:35,573 --> 00:29:37,709
you know, and put all this together
870
00:29:37,709 --> 00:29:39,110
and then you'll be blown away
871
00:29:39,110 --> 00:29:40,879
and then you haven't even put your profit
872
00:29:40,879 --> 00:29:42,614
margin that you want on it.
873
00:29:42,614 --> 00:29:45,316
And I always aim for 50%.
874
00:29:45,316 --> 00:29:45,750
I mean, that's
875
00:29:45,750 --> 00:29:48,319
just where you got to be or more,
876
00:29:48,319 --> 00:29:49,387
you know, your break
877
00:29:49,387 --> 00:29:50,455
even at the end of the month,
878
00:29:50,455 --> 00:29:52,023
if guys run their numbers
879
00:29:52,023 --> 00:29:52,757
and they write down
880
00:29:52,757 --> 00:29:53,625
every little thing
881
00:29:53,625 --> 00:29:55,260
that their expenses for the month
882
00:29:55,260 --> 00:29:56,628
and they look at that
883
00:29:56,628 --> 00:29:57,662
they're going to go, whoa.
884
00:29:57,662 --> 00:29:59,430
And I think what happens is most
885
00:29:59,430 --> 00:30:00,265
people are afraid
886
00:30:00,265 --> 00:30:01,533
to look at their numbers.
887
00:30:01,533 --> 00:30:02,834
They don't want to know the numbers
888
00:30:02,834 --> 00:30:04,235
because they don't want to see the truth.
889
00:30:05,737 --> 00:30:07,238
that I want to
890
00:30:07,238 --> 00:30:08,506
I want to back up to something
891
00:30:08,506 --> 00:30:10,008
you said early on that,
892
00:30:10,008 --> 00:30:10,842
you know,
893
00:30:10,842 --> 00:30:11,943
you don't want all the jobs
894
00:30:11,943 --> 00:30:13,845
if you get 20 30% of your jobs.
895
00:30:13,845 --> 00:30:15,246
Yeah that, that's good.
896
00:30:15,246 --> 00:30:18,216
But so I want, you know.
897
00:30:18,216 --> 00:30:19,450
Yeah.
898
00:30:19,450 --> 00:30:20,819
Sometimes when a guy bids
899
00:30:20,819 --> 00:30:21,619
a job for instance,
900
00:30:21,619 --> 00:30:23,755
it's a say it's a $10,000 job,
901
00:30:23,755 --> 00:30:25,490
whatever it $15,000 job
902
00:30:25,490 --> 00:30:26,825
and you don't get the job.
903
00:30:26,825 --> 00:30:28,626
He wouldn't want somebody cheaper.
904
00:30:28,626 --> 00:30:29,894
I think you have to tell yourself
905
00:30:29,894 --> 00:30:31,329
that's not your fault.
906
00:30:31,329 --> 00:30:33,031
Like you didn't do something wrong.
907
00:30:33,031 --> 00:30:33,898
You know what I mean?
908
00:30:33,898 --> 00:30:34,799
And I think a lot of guys
909
00:30:34,799 --> 00:30:36,267
go, man, probably
910
00:30:36,267 --> 00:30:38,002
just been that too high. Maybe. Whatever.
911
00:30:38,002 --> 00:30:39,304
That's not your fault.
912
00:30:39,304 --> 00:30:40,905
That's a business decision.
913
00:30:40,905 --> 00:30:42,440
And, you know, maybe other guys
914
00:30:42,440 --> 00:30:43,241
you don't want to chase
915
00:30:43,241 --> 00:30:44,175
what the other guy did.
916
00:30:44,175 --> 00:30:45,977
I mean, who knows what what, how he runs
917
00:30:47,445 --> 00:30:50,448
Yeah,
918
00:31:06,865 --> 00:31:08,333
yeah.
919
00:31:08,333 --> 00:31:10,168
And never go down on your price.
920
00:31:10,168 --> 00:31:10,835
Stick to it.
921
00:31:10,835 --> 00:31:12,770
Never give a 10% discount,
922
00:31:12,770 --> 00:31:14,939
never give a 5%, never give it.
923
00:31:14,939 --> 00:31:16,274
Never, ever do that,
924
00:31:16,274 --> 00:31:17,242
because that starts
925
00:31:17,242 --> 00:31:18,676
this whole series of events
926
00:31:18,676 --> 00:31:20,211
and psychologically
927
00:31:20,211 --> 00:31:21,679
has some issues with the buyers.
928
00:31:21,679 --> 00:31:23,214
Well, see, you don't want to do that.
929
00:31:23,214 --> 00:31:25,216
I like to almost lead with price
930
00:31:25,216 --> 00:31:26,117
right away.
931
00:31:26,117 --> 00:31:27,051
Get it out there.
932
00:31:27,051 --> 00:31:28,286
So many guys are so afraid
933
00:31:28,286 --> 00:31:29,554
to talk about money.
934
00:31:29,554 --> 00:31:30,755
They'll never talk about money.
935
00:31:30,755 --> 00:31:31,990
They'll never write the contract.
936
00:31:31,990 --> 00:31:33,057
They'll just hope it works.
937
00:31:33,057 --> 00:31:34,792
And they're so afraid and then they get
938
00:31:34,792 --> 00:31:35,693
wait to get paid.
939
00:31:35,693 --> 00:31:36,728
And whatever
940
00:31:36,728 --> 00:31:38,363
you write away, you got to say, what?
941
00:31:38,363 --> 00:31:40,632
What's your budget to do?
942
00:31:40,632 --> 00:31:41,432
This?
943
00:31:41,432 --> 00:31:42,734
And people are. I don't have one.
944
00:31:42,734 --> 00:31:44,836
Okay, well, is it $30,000?
945
00:31:44,836 --> 00:31:46,971
no, no, no, it's not that.
946
00:31:46,971 --> 00:31:47,939
It's not that much.
947
00:31:47,939 --> 00:31:48,406
Well, okay,
948
00:31:48,406 --> 00:31:50,875
then you have something in mind, right?
949
00:31:50,875 --> 00:31:51,509
Is it?
950
00:31:51,509 --> 00:31:54,112
Is it 5 to 9000?
951
00:31:54,112 --> 00:31:54,746
Yeah, I think.
952
00:31:54,746 --> 00:31:56,014
I think that's about right.
953
00:31:56,014 --> 00:31:58,816
So then you can you're bracketing
954
00:31:58,816 --> 00:32:01,419
and now you can kind of work with that
955
00:32:01,419 --> 00:32:02,420
and see where you're at
956
00:32:02,420 --> 00:32:03,621
and what you want to bring to them.
957
00:32:03,621 --> 00:32:05,556
And maybe you come in at six K and,
958
00:32:05,556 --> 00:32:06,224
you know, so
959
00:32:07,158 --> 00:32:07,725
it's a good way to
960
00:32:07,725 --> 00:32:08,593
go from the beginning
961
00:32:08,593 --> 00:32:08,927
if you
962
00:32:08,927 --> 00:32:09,727
if you can get there
963
00:32:09,727 --> 00:32:10,194
a lot of people
964
00:32:10,194 --> 00:32:11,629
don't want to disclose their budgets.
965
00:32:11,629 --> 00:32:12,864
They won't do that.
966
00:32:12,864 --> 00:32:14,766
But if you bracket it,
967
00:32:14,766 --> 00:32:16,167
you can get that out of there.
968
00:32:16,167 --> 00:32:16,634
Are you
969
00:32:16,634 --> 00:32:19,604
are you 7 to 9000 or are you, you know,
970
00:32:19,904 --> 00:32:22,874
you know, four to 2 to 8000.
971
00:32:29,013 --> 00:32:31,683
Yeah, a show in the past with Christmas.
972
00:32:31,683 --> 00:32:32,317
Pasquale
973
00:32:32,317 --> 00:32:35,053
Freight owner Pasquale Flores
974
00:32:35,053 --> 00:32:36,120
out of Cleveland, Ohio,
975
00:32:36,120 --> 00:32:39,390
who also talked about charging
976
00:32:39,390 --> 00:32:40,792
for estimates.
977
00:32:40,792 --> 00:32:42,660
And a lot of people don't charge for us,
978
00:32:42,660 --> 00:32:43,561
but so maybe we can
979
00:32:43,561 --> 00:32:44,796
we can touch on that as well.
980
00:32:44,796 --> 00:32:46,331
While we sure.
981
00:32:46,331 --> 00:32:47,832
So I think
982
00:32:47,832 --> 00:32:48,766
I think people are afraid
983
00:32:48,766 --> 00:32:50,168
to charge for estimates
984
00:32:50,168 --> 00:32:51,336
and they shouldn't be
985
00:32:51,336 --> 00:32:52,236
they afraid they're not going to
986
00:32:52,236 --> 00:32:53,638
get the job right.
987
00:32:55,640 --> 00:32:57,608
But again,
988
00:32:57,608 --> 00:32:57,942
that's a
989
00:32:57,942 --> 00:32:59,577
mindset and they have to look at this
990
00:32:59,577 --> 00:33:01,713
a little bit differently.
991
00:33:01,713 --> 00:33:02,747
You know,
992
00:33:02,747 --> 00:33:05,083
not only are somebody qualifying you,
993
00:33:05,083 --> 00:33:06,417
but you're qualifying them, too.
994
00:33:06,417 --> 00:33:06,718
you know,
995
00:33:06,718 --> 00:33:08,219
somebody who's just taking advantage
996
00:33:08,219 --> 00:33:09,020
of your time,
997
00:33:09,020 --> 00:33:09,754
taking advantage
998
00:33:09,754 --> 00:33:11,789
of all your knowledge and expertise
999
00:33:11,789 --> 00:33:13,358
and and they never maybe
1000
00:33:13,358 --> 00:33:14,125
we're going to go with you
1001
00:33:14,125 --> 00:33:15,960
in the first place or,
1002
00:33:15,960 --> 00:33:16,394
you know,
1003
00:33:16,394 --> 00:33:17,628
they don't end up going with you.
1004
00:33:17,628 --> 00:33:20,631
So, you know, you drive out to the house
1005
00:33:20,665 --> 00:33:21,566
all that drive time.
1006
00:33:21,566 --> 00:33:22,266
Maybe it takes you 30
1007
00:33:22,266 --> 00:33:23,067
minutes, 40 minutes.
1008
00:33:23,067 --> 00:33:24,635
Got gas to get out there
1009
00:33:24,635 --> 00:33:25,837
Now you're going to you're
1010
00:33:25,837 --> 00:33:27,271
going to measure everything for them.
1011
00:33:27,271 --> 00:33:29,407
You're going to discuss proper products
1012
00:33:29,407 --> 00:33:30,842
for their house or not and,
1013
00:33:30,842 --> 00:33:32,443
you know, go through all that stuff.
1014
00:33:32,443 --> 00:33:33,644
Talk about all your years
1015
00:33:33,644 --> 00:33:35,079
of knowledge and experience
1016
00:33:35,079 --> 00:33:36,781
right then and there,
1017
00:33:36,781 --> 00:33:37,949
and then you're going to go home
1018
00:33:37,949 --> 00:33:39,017
and you're going to take an hour
1019
00:33:39,017 --> 00:33:40,018
or maybe 2 hours,
1020
00:33:40,018 --> 00:33:41,819
whatever it takes to compile
1021
00:33:41,819 --> 00:33:43,054
this beautiful estimate.
1022
00:33:43,054 --> 00:33:43,955
It has to be perfect.
1023
00:33:43,955 --> 00:33:45,189
And I'll point
1024
00:33:45,189 --> 00:33:46,524
and I like to call it
1025
00:33:46,524 --> 00:33:48,426
a quote at that point,
1026
00:33:48,426 --> 00:33:50,695
so a quote, and then you send it over
1027
00:33:52,530 --> 00:33:54,365
and that's it.
1028
00:33:54,365 --> 00:33:56,434
Silence
1029
00:33:56,434 --> 00:33:59,437
Ghost, What the hell happened?
1030
00:33:59,871 --> 00:34:02,874
yeah,
1031
00:34:04,709 --> 00:34:05,610
Whatever they did
1032
00:34:05,610 --> 00:34:08,613
with that, there's so many
1033
00:34:08,713 --> 00:34:09,647
easily, right?
1034
00:34:09,647 --> 00:34:12,083
And I'll tell people
1035
00:34:12,083 --> 00:34:13,785
what part of the process are you.
1036
00:34:13,785 --> 00:34:15,653
Am I the first person you've called?
1037
00:34:15,653 --> 00:34:18,356
I'll, I'll ask them on the phone.
1038
00:34:18,356 --> 00:34:19,223
Yeah, you are.
1039
00:34:19,223 --> 00:34:19,757
Okay.
1040
00:34:19,757 --> 00:34:20,291
Tell you what,
1041
00:34:20,291 --> 00:34:22,760
why don't you call three or four places
1042
00:34:22,760 --> 00:34:24,762
and then circle around back to me
1043
00:34:24,762 --> 00:34:26,531
and we can have a conversation
1044
00:34:26,531 --> 00:34:27,665
Well, here's
1045
00:34:27,665 --> 00:34:28,466
what's happened and here's
1046
00:34:28,466 --> 00:34:29,834
what I started to resent.
1047
00:34:29,834 --> 00:34:33,304
Is this okay, I got a better job.
1048
00:34:33,304 --> 00:34:35,073
It's a it's a it's a house
1049
00:34:35,073 --> 00:34:37,141
that's in the middle of a remodel.
1050
00:34:37,141 --> 00:34:39,310
I need to go there and do the estimate.
1051
00:34:39,310 --> 00:34:40,178
So when I get there,
1052
00:34:40,178 --> 00:34:41,279
I realize it's pretty involved.
1053
00:34:41,279 --> 00:34:42,747
Now, I got to go back in my van.
1054
00:34:42,747 --> 00:34:43,915
I got to get a level.
1055
00:34:43,915 --> 00:34:45,683
I got to go underneath the house.
1056
00:34:45,683 --> 00:34:46,684
I got to check for stuff
1057
00:34:46,684 --> 00:34:47,785
underneath the cross base.
1058
00:34:47,785 --> 00:34:48,786
I got to get a flashlight out
1059
00:34:48,786 --> 00:34:49,787
and do these things.
1060
00:34:49,787 --> 00:34:52,523
And all the while thinking that
1061
00:34:52,523 --> 00:34:53,591
something in my gut
1062
00:34:55,359 --> 00:34:58,362
and you know, it?
1063
00:35:18,049 --> 00:35:21,052
Yeah,
1064
00:36:17,475 --> 00:36:19,443
Yeah, There's a learning curve
1065
00:36:19,443 --> 00:36:20,845
where things are hard, you're learning
1066
00:36:20,845 --> 00:36:21,812
and what have you, and
1067
00:36:21,812 --> 00:36:23,648
and then there's a zone in your career.
1068
00:36:23,648 --> 00:36:24,682
Maybe it's ten years,
1069
00:36:24,682 --> 00:36:25,883
20 years or whatever,
1070
00:36:25,883 --> 00:36:27,218
that you make the most possible
1071
00:36:27,218 --> 00:36:28,819
income that you can make
1072
00:36:28,819 --> 00:36:30,221
for as long as you can.
1073
00:36:30,221 --> 00:36:31,022
And on the podcast,
1074
00:36:31,022 --> 00:36:32,223
what we try to do is help people
1075
00:36:32,223 --> 00:36:32,790
get into that.
1076
00:36:32,790 --> 00:36:34,225
Someone as quick as they can
1077
00:36:34,225 --> 00:36:36,294
and stay there as long as they can.
1078
00:36:36,294 --> 00:36:38,930
So I think that's where our experience
1079
00:36:38,930 --> 00:36:41,799
and your experience,
1080
00:36:41,799 --> 00:36:44,802
yeah, is.
1081
00:36:46,003 --> 00:36:46,470
Well,
1082
00:36:46,470 --> 00:36:49,473
it's a dream is not.
1083
00:36:50,208 --> 00:36:53,211
Yeah.
1084
00:36:54,745 --> 00:36:55,213
To remind you
1085
00:36:55,213 --> 00:36:56,847
from time to time,
1086
00:36:56,847 --> 00:36:58,382
trying to get into the zone.
1087
00:36:58,382 --> 00:37:00,618
Okay. All right. That's that.
1088
00:37:00,618 --> 00:37:02,286
And they give you a belt for that one.
1089
00:37:02,286 --> 00:37:02,853
Perfect.
1090
00:37:04,055 --> 00:37:05,756
Hey, Jason, what's your.
1091
00:37:05,756 --> 00:37:07,992
I know Wayne just will not stop talking.
1092
00:37:07,992 --> 00:37:10,561
I have to interrupt to get my.
1093
00:37:10,561 --> 00:37:11,696
What's been your feedback
1094
00:37:11,696 --> 00:37:12,863
when you're telling people
1095
00:37:12,863 --> 00:37:14,131
I can come out, do an estimate,
1096
00:37:14,131 --> 00:37:16,133
but I'm going to charge.
1097
00:37:16,133 --> 00:37:18,002
the other guy's free.
1098
00:37:18,002 --> 00:37:19,170
I say, not a problem.
1099
00:37:19,170 --> 00:37:20,404
Just keep my information.
1100
00:37:20,404 --> 00:37:21,906
Google me. I can.
1101
00:37:21,906 --> 00:37:22,573
You know,
1102
00:37:22,573 --> 00:37:23,975
if it's via email or something
1103
00:37:23,975 --> 00:37:24,842
I can send them a link to,
1104
00:37:24,842 --> 00:37:26,577
they can learn more about us or whatever.
1105
00:37:26,577 --> 00:37:27,345
I'm like that.
1106
00:37:27,345 --> 00:37:30,348
Maybe I offer them, you know,
1107
00:37:30,781 --> 00:37:32,984
some kind of a literature
1108
00:37:32,984 --> 00:37:35,186
piece on PDF or a video or whatever,
1109
00:37:35,186 --> 00:37:36,320
but I'm okay with that.
1110
00:37:36,320 --> 00:37:37,388
That's that's fine.
1111
00:37:37,388 --> 00:37:39,023
I've learned to just
1112
00:37:39,023 --> 00:37:39,457
I've learned
1113
00:37:39,457 --> 00:37:41,792
to finally let that go over the years
1114
00:37:41,792 --> 00:37:44,795
that that
1115
00:37:46,564 --> 00:37:47,465
Yeah, that's right.
1116
00:37:47,465 --> 00:37:48,599
That's what we want
1117
00:37:48,599 --> 00:37:50,334
we we don't because those
1118
00:37:50,334 --> 00:37:51,102
are actually end up
1119
00:37:51,102 --> 00:37:53,404
being the most annoying customers
1120
00:37:53,404 --> 00:37:54,305
those are the ones you
1121
00:37:54,305 --> 00:37:56,274
can you back for everything.
1122
00:37:56,274 --> 00:37:56,707
Always.
1123
00:37:56,707 --> 00:37:58,009
There's always that
1124
00:37:58,009 --> 00:37:59,477
my God you're not making any money.
1125
00:37:59,477 --> 00:38:01,445
Anyways, now they're calling you back.
1126
00:38:01,445 --> 00:38:02,413
You have all these products,
1127
00:38:02,413 --> 00:38:04,048
it's a whole thing that and use.
1128
00:38:04,048 --> 00:38:05,449
Those are nightmare customers.
1129
00:38:05,449 --> 00:38:06,584
The people that pay you
1130
00:38:06,584 --> 00:38:07,918
what you're worth,
1131
00:38:07,918 --> 00:38:08,686
where you could do
1132
00:38:08,686 --> 00:38:09,487
your prep phase,
1133
00:38:09,487 --> 00:38:11,355
you can do the installation phase,
1134
00:38:11,355 --> 00:38:12,423
do the thing you could do
1135
00:38:12,423 --> 00:38:13,824
cleanup phase, right?
1136
00:38:13,824 --> 00:38:15,459
You have time to clean up detail
1137
00:38:15,459 --> 00:38:16,894
the house really nice.
1138
00:38:16,894 --> 00:38:18,663
You're finishing strong things,
1139
00:38:18,663 --> 00:38:20,031
you're getting paid
1140
00:38:20,031 --> 00:38:21,165
because you can do everything
1141
00:38:21,165 --> 00:38:22,633
the right way.
1142
00:38:22,633 --> 00:38:24,835
Hang Your hat feel good.
1143
00:38:24,835 --> 00:38:26,203
You have a day, maybe even or two
1144
00:38:26,203 --> 00:38:27,471
before the next project.
1145
00:38:27,471 --> 00:38:28,406
You finish strong.
1146
00:38:28,406 --> 00:38:29,307
You made some money.
1147
00:38:29,307 --> 00:38:30,274
Now you could
1148
00:38:30,274 --> 00:38:31,909
segway right in the next month.
1149
00:38:31,909 --> 00:38:33,611
You're not stressed, you're not rushing.
1150
00:38:33,611 --> 00:38:35,012
Got you got the next job.
1151
00:38:35,012 --> 00:38:36,614
You're not making any money on this one.
1152
00:38:36,614 --> 00:38:37,682
You're already irritated.
1153
00:38:37,682 --> 00:38:38,649
Now they want more.
1154
00:38:38,649 --> 00:38:40,818
You know, it's just it's a whole thing.
1155
00:38:40,818 --> 00:38:43,220
So the way to filter out.
1156
00:38:47,792 --> 00:38:49,593
Yes.
1157
00:38:49,593 --> 00:38:52,596
Yeah
1158
00:38:58,035 --> 00:39:00,571
that I'm talking about that
1159
00:39:00,571 --> 00:39:02,340
that that you can close
1160
00:39:02,340 --> 00:39:02,840
that those are
1161
00:39:02,840 --> 00:39:04,375
they're going to pay you'd be surprised
1162
00:39:04,375 --> 00:39:05,776
actually those that
1163
00:39:05,776 --> 00:39:07,044
I've found that some that pay
1164
00:39:07,044 --> 00:39:10,047
the estimate they don't surmount
1165
00:39:10,948 --> 00:39:12,783
is really strange right.
1166
00:39:12,783 --> 00:39:13,517
How that is.
1167
00:39:13,517 --> 00:39:16,520
I
1168
00:39:16,887 --> 00:39:19,724
well that's well if you don't get the job
1169
00:39:19,724 --> 00:39:20,624
that's how you look at it.
1170
00:39:20,624 --> 00:39:22,159
I do look at it like it wasn't
1171
00:39:22,159 --> 00:39:22,960
I didn't get waste
1172
00:39:22,960 --> 00:39:24,128
but it's not about the money.
1173
00:39:24,128 --> 00:39:25,296
That's what I say.
1174
00:39:25,296 --> 00:39:26,964
If somebody is willing,
1175
00:39:26,964 --> 00:39:27,898
they've already qualified
1176
00:39:27,898 --> 00:39:29,133
to be the right customer, right?
1177
00:39:29,133 --> 00:39:31,302
Maybe an A, B customer
1178
00:39:31,302 --> 00:39:33,137
if they're willing to pay that.
1179
00:39:33,137 --> 00:39:35,673
I don't care if it's $500 or $5, it's
1180
00:39:35,673 --> 00:39:37,007
you've I've gone out
1181
00:39:37,007 --> 00:39:38,476
and I have to charge somebody.
1182
00:39:38,476 --> 00:39:40,711
I said, and those are the ones I get.
1183
00:39:40,711 --> 00:39:42,947
So what will happen is I'll go out there
1184
00:39:42,947 --> 00:39:43,948
and they'll say, Well,
1185
00:39:43,948 --> 00:39:44,949
how do I pay you for that?
1186
00:39:44,949 --> 00:39:46,617
And I go, You know what? It's no charge.
1187
00:39:48,152 --> 00:39:49,120
They look at me.
1188
00:39:49,120 --> 00:39:50,554
Wow. And I go, Yeah.
1189
00:39:50,554 --> 00:39:51,589
And I send the estimate
1190
00:39:51,589 --> 00:39:53,924
and I get that job,
1191
00:39:53,924 --> 00:39:56,927
you know, because I've already qualified,
1192
00:39:57,094 --> 00:39:58,829
because that that that tells them
1193
00:39:58,829 --> 00:40:01,165
it's not about the money, really.
1194
00:40:01,165 --> 00:40:03,067
It's just about our work
1195
00:40:03,067 --> 00:40:05,169
working together. Right.
1196
00:40:05,169 --> 00:40:08,172
And you we become amateur psychologists.
1197
00:40:08,506 --> 00:40:10,608
We deal with so many personalities
1198
00:40:10,608 --> 00:40:11,342
in this business,
1199
00:40:11,342 --> 00:40:13,878
so many behaviors that you can
1200
00:40:13,878 --> 00:40:14,945
you can smell them,
1201
00:40:14,945 --> 00:40:16,213
you can sniff them out.
1202
00:40:16,213 --> 00:40:17,381
And so when the first thing
1203
00:40:17,381 --> 00:40:18,482
they're asking you on the phone,
1204
00:40:18,482 --> 00:40:20,017
what's your square food price?
1205
00:40:20,017 --> 00:40:21,285
Well, you've seen this song
1206
00:40:21,285 --> 00:40:22,620
and they're you know, this is,
1207
00:40:22,620 --> 00:40:24,388
you know, what you're dealing with.
1208
00:40:24,388 --> 00:40:27,124
You know, I'm six months out
1209
00:40:27,124 --> 00:40:27,725
by it.
1210
00:40:27,725 --> 00:40:28,859
So the worst thing that is
1211
00:40:28,859 --> 00:40:30,127
that you're too busy
1212
00:40:30,127 --> 00:40:31,729
or they want a quick price
1213
00:40:31,729 --> 00:40:33,364
and you want to throw something out there
1214
00:40:33,364 --> 00:40:35,199
with no quick. They got 1000 square feet.
1215
00:40:35,199 --> 00:40:36,967
I got furniture, single level.
1216
00:40:36,967 --> 00:40:38,669
I want standard refinished.
1217
00:40:38,669 --> 00:40:40,504
It's, you know, whatever. Right.
1218
00:40:40,504 --> 00:40:41,772
They give you some variables.
1219
00:40:41,772 --> 00:40:43,274
I want, you know, this stain
1220
00:40:43,274 --> 00:40:44,408
and things like that.
1221
00:40:44,408 --> 00:40:46,477
Boom. Ten K, you like that?
1222
00:40:46,477 --> 00:40:47,912
Are you cool with that?
1223
00:40:47,912 --> 00:40:48,813
Yeah, I'm okay with that.
1224
00:40:48,813 --> 00:40:49,547
All right, you know what?
1225
00:40:49,547 --> 00:40:50,815
I'm going to come out
1226
00:40:50,815 --> 00:40:53,117
and we can we can take this farther.
1227
00:40:53,117 --> 00:40:54,885
I've done that where I've qualified it
1228
00:40:54,885 --> 00:40:56,320
like that,
1229
00:40:56,320 --> 00:40:58,289
and they still didn't go with me.
1230
00:40:58,289 --> 00:40:59,723
So I lost in that
1231
00:40:59,723 --> 00:41:01,859
because you roll the dice on that.
1232
00:41:01,859 --> 00:41:05,229
But that's also materialized as well.
1233
00:41:05,663 --> 00:41:07,765
So I always say, you know,
1234
00:41:07,765 --> 00:41:09,166
because I'm on Yelp and Google
1235
00:41:09,166 --> 00:41:10,501
and those are the tired cookie
1236
00:41:10,501 --> 00:41:12,369
people, the referral ones,
1237
00:41:12,369 --> 00:41:13,037
you know, if you've done
1238
00:41:13,037 --> 00:41:13,871
and if you just finished
1239
00:41:13,871 --> 00:41:14,738
a really nice project
1240
00:41:14,738 --> 00:41:15,673
and you got paid really good
1241
00:41:15,673 --> 00:41:16,507
and they referred you
1242
00:41:16,507 --> 00:41:19,710
to a colleague of theirs or a neighbor
1243
00:41:19,710 --> 00:41:20,678
or whatever,
1244
00:41:20,678 --> 00:41:22,446
hey, you're already qualified,
1245
00:41:22,446 --> 00:41:23,647
you're already good to go.
1246
00:41:23,647 --> 00:41:25,483
You can just go and do that for free.
1247
00:41:25,483 --> 00:41:26,350
And I do.
1248
00:41:26,350 --> 00:41:26,884
I'm all good.
1249
00:41:26,884 --> 00:41:29,086
That's a network and that's Wal-Mart.
1250
00:41:29,086 --> 00:41:31,555
That's word of mouth advertising.
1251
00:41:31,555 --> 00:41:32,957
That's beautiful right.
1252
00:41:32,957 --> 00:41:33,824
It's the other people
1253
00:41:33,824 --> 00:41:34,725
that are just going to waste
1254
00:41:34,725 --> 00:41:36,594
your time that you have to qualify.
1255
00:41:44,835 --> 00:41:47,838
Yeah.
1256
00:41:50,941 --> 00:41:51,509
in fact, you
1257
00:41:51,509 --> 00:41:54,512
charge them more.
1258
00:42:09,260 --> 00:42:09,493
Yeah.
1259
00:42:09,493 --> 00:42:10,594
It's seen as a discount.
1260
00:42:10,594 --> 00:42:14,031
They're $95 on a $30,000
1261
00:42:14,665 --> 00:42:17,668
check.
1262
00:42:18,602 --> 00:42:21,605
You know?
1263
00:42:24,408 --> 00:42:27,411
You know, But so
1264
00:42:39,390 --> 00:42:39,723
That's right.
1265
00:42:39,723 --> 00:42:41,125
And that's that's money.
1266
00:42:41,125 --> 00:42:41,792
That's time.
1267
00:42:41,792 --> 00:42:44,795
What's our most valuable asset
1268
00:42:45,029 --> 00:42:45,963
time?
1269
00:42:45,963 --> 00:42:46,964
Not your truck
1270
00:42:46,964 --> 00:42:48,165
or not your
1271
00:42:48,165 --> 00:42:49,233
nothing time
1272
00:42:49,233 --> 00:42:51,101
with your family on this earth.
1273
00:42:51,101 --> 00:42:52,770
And that's all we have, right?
1274
00:42:52,770 --> 00:42:55,773
So you can save 8 hours a week,
1275
00:42:55,906 --> 00:42:58,175
17 hours a month, whatever it is
1276
00:42:58,175 --> 00:42:58,809
adds up to.
1277
00:42:58,809 --> 00:42:59,777
That's real.
1278
00:42:59,777 --> 00:43:00,911
That's real stuff, Right?
1279
00:43:00,911 --> 00:43:03,814
And you're still making money and more.
1280
00:43:03,814 --> 00:43:07,151
So 30% of, you know, of of
1281
00:43:07,217 --> 00:43:08,852
of higher paying clients
1282
00:43:08,852 --> 00:43:10,487
and the right clientele and B
1283
00:43:10,487 --> 00:43:11,989
customers versus 70,
1284
00:43:11,989 --> 00:43:14,992
80, 90, 100% of these
1285
00:43:15,092 --> 00:43:18,062
you know DNF F customers forget it.
1286
00:43:19,997 --> 00:43:22,499
You know.
1287
00:43:22,499 --> 00:43:23,901
So
1288
00:43:23,901 --> 00:43:25,202
and there's so many times in the
1289
00:43:25,202 --> 00:43:26,070
in the evenings,
1290
00:43:26,070 --> 00:43:27,004
five or 6:00
1291
00:43:27,004 --> 00:43:27,871
when the other guys are out
1292
00:43:27,871 --> 00:43:29,573
taking their kids to a ballgame
1293
00:43:29,573 --> 00:43:30,574
and you're out giving a free
1294
00:43:30,574 --> 00:43:31,875
estimate to somebody
1295
00:43:31,875 --> 00:43:32,943
that you're not getting in.
1296
00:43:32,943 --> 00:43:34,311
And you know, time and time again
1297
00:43:34,311 --> 00:43:35,679
you add up all those hours
1298
00:43:35,679 --> 00:43:36,914
at the end of the year.
1299
00:43:36,914 --> 00:43:38,215
It's a long
1300
00:43:38,215 --> 00:43:39,883
and one thing I'll mention is
1301
00:43:39,883 --> 00:43:41,852
you got to be able to deliver
1302
00:43:41,852 --> 00:43:42,853
right as well.
1303
00:43:42,853 --> 00:43:44,288
You can't be a knucklehead
1304
00:43:44,288 --> 00:43:45,789
thinking that you're going to charge this
1305
00:43:45,789 --> 00:43:47,791
and that and you can't deliver
1306
00:43:47,791 --> 00:43:49,360
because that's not sustainable.
1307
00:43:49,360 --> 00:43:50,494
You'll be done,
1308
00:43:50,494 --> 00:43:51,061
you know, So
1309
00:43:51,061 --> 00:43:52,963
you really got to be on point,
1310
00:43:52,963 --> 00:43:54,565
be the best you can
1311
00:43:54,565 --> 00:43:57,568
and and and really strive to be excellent
1312
00:43:57,668 --> 00:43:58,936
and separate yourself
1313
00:43:58,936 --> 00:44:01,071
from the competition and everybody else.
1314
00:44:01,071 --> 00:44:01,705
Right.
1315
00:44:01,705 --> 00:44:02,773
And that's with training
1316
00:44:02,773 --> 00:44:03,440
going to both
1317
00:44:03,440 --> 00:44:07,277
classes and various other manufacturers
1318
00:44:07,411 --> 00:44:08,746
training out there as well.
1319
00:44:09,913 --> 00:44:12,549
You know I is
1320
00:44:12,549 --> 00:44:14,718
I hate to give Wayne his props,
1321
00:44:14,718 --> 00:44:17,721
but every once in a while you have to.
1322
00:44:18,622 --> 00:44:20,357
I think that role playing
1323
00:44:20,357 --> 00:44:21,692
is really going to help
1324
00:44:21,692 --> 00:44:24,528
if you're one of the guys who is just
1325
00:44:24,528 --> 00:44:25,763
given the price on the phone.
1326
00:44:25,763 --> 00:44:27,931
When somebody asks the price,
1327
00:44:27,931 --> 00:44:30,034
you got to practice out a little bit.
1328
00:44:30,034 --> 00:44:33,037
That's right.
1329
00:44:36,840 --> 00:44:37,741
That's right.
1330
00:44:37,741 --> 00:44:40,711
That's right.
1331
00:44:57,961 --> 00:45:00,964
That
1332
00:45:17,848 --> 00:45:19,383
you got to you got to do that
1333
00:45:19,383 --> 00:45:20,350
And I'll I know
1334
00:45:20,350 --> 00:45:22,352
we're running on time soon,
1335
00:45:22,352 --> 00:45:23,787
but I got one more story real quick.
1336
00:45:23,787 --> 00:45:24,154
I remember
1337
00:45:24,154 --> 00:45:25,222
showing up to a
1338
00:45:25,222 --> 00:45:27,291
to measure a flooring project
1339
00:45:27,291 --> 00:45:28,325
many years ago,
1340
00:45:28,325 --> 00:45:31,261
and I got there about 7 minutes early.
1341
00:45:31,261 --> 00:45:34,064
And the ladies, I got to go and live.
1342
00:45:34,064 --> 00:45:35,599
Can you can you make this quick?
1343
00:45:35,599 --> 00:45:35,966
Yeah.
1344
00:45:35,966 --> 00:45:36,934
Now it's just living room
1345
00:45:36,934 --> 00:45:39,103
and how hallway measure this real quick.
1346
00:45:39,103 --> 00:45:40,204
So I got my tape out.
1347
00:45:40,204 --> 00:45:41,271
I got that going and she goes,
1348
00:45:41,271 --> 00:45:41,739
you know,
1349
00:45:41,739 --> 00:45:43,540
I'm I'm, I'm right now
1350
00:45:43,540 --> 00:45:44,341
I have such a problem
1351
00:45:44,341 --> 00:45:45,142
with the electrician.
1352
00:45:45,142 --> 00:45:48,045
I'm suing him and then the plumber.
1353
00:45:48,045 --> 00:45:48,445
I'm in.
1354
00:45:48,445 --> 00:45:50,781
I'm in a lawsuit with the plumber.
1355
00:45:50,781 --> 00:45:52,516
yeah, well, I can be quicker.
1356
00:45:54,051 --> 00:45:54,752
My tape
1357
00:45:54,752 --> 00:45:57,121
measure zipped up so fast,
1358
00:45:57,121 --> 00:45:58,088
you wouldn't believe it.
1359
00:45:58,088 --> 00:45:59,690
I was out of there.
1360
00:45:59,690 --> 00:46:00,858
I just sent her an email.
1361
00:46:00,858 --> 00:46:01,391
I said,
1362
00:46:01,391 --> 00:46:03,160
Thank you so much for the opportunity,
1363
00:46:03,160 --> 00:46:03,861
but I'm going to have
1364
00:46:03,861 --> 00:46:06,063
to respectfully decline this project.
1365
00:46:06,063 --> 00:46:08,665
yeah. Hey, man,
1366
00:46:08,665 --> 00:46:11,702
I So you got to meet people.
1367
00:46:11,702 --> 00:46:13,837
You got to get to those projects, too.
1368
00:46:13,837 --> 00:46:15,305
And adversely, you could
1369
00:46:15,305 --> 00:46:16,006
you could
1370
00:46:16,006 --> 00:46:17,007
think something's bad
1371
00:46:17,007 --> 00:46:17,741
and then you get out there
1372
00:46:17,741 --> 00:46:19,743
and it was blossoms into something
1373
00:46:19,743 --> 00:46:21,612
Well, the other thing, too, is you
1374
00:46:21,612 --> 00:46:22,679
you might get a phone call
1375
00:46:22,679 --> 00:46:24,248
from one of the spouses
1376
00:46:24,248 --> 00:46:25,783
and get along great
1377
00:46:25,783 --> 00:46:26,550
and I don't know
1378
00:46:26,550 --> 00:46:27,818
what it is about life, man,
1379
00:46:27,818 --> 00:46:29,019
but there's so many times
1380
00:46:29,019 --> 00:46:31,088
when there's, like, one of them is great,
1381
00:46:31,088 --> 00:46:32,556
The other one is evil.
1382
00:46:32,556 --> 00:46:33,924
well, they use that too.
1383
00:46:33,924 --> 00:46:34,925
And that's why it's important
1384
00:46:34,925 --> 00:46:36,260
to have both parties.
1385
00:46:36,260 --> 00:46:37,928
Are both parties going to be there?
1386
00:46:37,928 --> 00:46:38,996
Are the both decision
1387
00:46:38,996 --> 00:46:41,098
makers is what I'll say going to be there
1388
00:46:41,098 --> 00:46:43,233
when I come come out? Because
1389
00:46:44,735 --> 00:46:45,836
they could be so much farther
1390
00:46:45,836 --> 00:46:47,304
apart on price and things
1391
00:46:47,304 --> 00:46:48,005
and then they'll use
1392
00:46:48,005 --> 00:46:49,273
well, I need to talk to my husband
1393
00:46:49,273 --> 00:46:49,907
or I need to talk to
1394
00:46:49,907 --> 00:46:52,910
my wife and I to set.
1395
00:46:52,943 --> 00:46:54,578
I'll leave it with this.
1396
00:46:54,578 --> 00:46:55,979
And I say this all the time
1397
00:46:55,979 --> 00:46:57,414
and I'm going to repeat it all the time.
1398
00:46:57,414 --> 00:46:57,915
I care
1399
00:46:57,915 --> 00:47:00,918
because I do think it's so important
1400
00:47:01,051 --> 00:47:02,753
that estimate that you do with that,
1401
00:47:02,753 --> 00:47:04,054
that homeowner,
1402
00:47:04,054 --> 00:47:05,455
that 20 minutes or an hour
1403
00:47:05,455 --> 00:47:07,057
that you spend with them
1404
00:47:07,057 --> 00:47:07,891
is the difference.
1405
00:47:07,891 --> 00:47:09,393
Sometimes at the end of the year,
1406
00:47:09,393 --> 00:47:10,160
like we had a
1407
00:47:10,160 --> 00:47:11,261
we had an okay, here
1408
00:47:11,261 --> 00:47:12,763
we did okay or we killed it
1409
00:47:12,763 --> 00:47:13,564
this year
1410
00:47:13,564 --> 00:47:14,498
that you know that you
1411
00:47:14,498 --> 00:47:16,533
that that presenting yourself
1412
00:47:16,533 --> 00:47:17,234
in that time
1413
00:47:17,234 --> 00:47:18,669
period of
1414
00:47:18,669 --> 00:47:19,937
giving your best foot forward
1415
00:47:19,937 --> 00:47:20,938
and getting the most money
1416
00:47:20,938 --> 00:47:22,372
you can from that job.
1417
00:47:22,372 --> 00:47:24,174
And and I think that requires
1418
00:47:25,142 --> 00:47:26,643
Yeah.
1419
00:47:26,643 --> 00:47:27,711
in getting it really
1420
00:47:27,711 --> 00:47:29,680
and it's not it's not a sales thing.
1421
00:47:29,680 --> 00:47:31,515
It's just Well, I guess it is.
1422
00:47:31,515 --> 00:47:33,183
But you got to sell yourself
1423
00:47:33,183 --> 00:47:35,219
and want to say why you're the person
1424
00:47:35,219 --> 00:47:37,120
and why you can charge this much money.
1425
00:47:37,120 --> 00:47:38,422
And I you know,
1426
00:47:38,422 --> 00:47:40,057
and I feel bad for some people
1427
00:47:40,057 --> 00:47:40,691
where English isn't
1428
00:47:40,691 --> 00:47:42,159
the first language for them
1429
00:47:42,159 --> 00:47:42,826
when I know
1430
00:47:42,826 --> 00:47:44,294
this guy is a great craftsman,
1431
00:47:44,294 --> 00:47:45,963
but I know it's not getting out there.
1432
00:47:45,963 --> 00:47:47,431
So sometimes pictures
1433
00:47:47,431 --> 00:47:49,499
your pictures of your work.
1434
00:47:49,499 --> 00:47:51,935
Portfolio
1435
00:47:51,935 --> 00:47:53,303
portfolio of jobs that you've done
1436
00:47:53,303 --> 00:47:54,905
goes miles and what have you.
1437
00:47:54,905 --> 00:47:56,640
So that that hour that you take
1438
00:47:56,640 --> 00:47:57,374
or that time you have
1439
00:47:57,374 --> 00:47:58,008
with the clients,
1440
00:47:58,008 --> 00:47:59,309
that's the time
1441
00:47:59,309 --> 00:48:01,311
because you can't chase a bad bid.
1442
00:48:01,311 --> 00:48:02,613
I don't care how hard you work.
1443
00:48:02,613 --> 00:48:03,614
If it's a bad bid,
1444
00:48:03,614 --> 00:48:04,848
you could be the fastest, hardest
1445
00:48:04,848 --> 00:48:05,949
working guy in town
1446
00:48:05,949 --> 00:48:06,917
and ain't no fun
1447
00:48:06,917 --> 00:48:09,019
even if you can catch up to a bad bid.
1448
00:48:09,019 --> 00:48:10,020
But that's your time
1449
00:48:10,020 --> 00:48:11,555
to make as much money as you can
1450
00:48:11,555 --> 00:48:13,290
and to really present yourself well
1451
00:48:14,358 --> 00:48:16,193
and honest estimate.
1452
00:48:16,193 --> 00:48:16,793
know, pictures
1453
00:48:16,793 --> 00:48:18,428
and portfolios are great too.
1454
00:48:18,428 --> 00:48:20,297
You know what else is really good that
1455
00:48:20,297 --> 00:48:23,300
I think really helps is,
1456
00:48:23,367 --> 00:48:23,834
This one.
1457
00:48:23,834 --> 00:48:24,268
Yeah.
1458
00:48:24,268 --> 00:48:27,271
yeah, definitely.
1459
00:48:35,846 --> 00:48:38,849
Yeah,
1460
00:48:40,117 --> 00:48:41,151
yeah.
1461
00:48:41,151 --> 00:48:44,154
Okay.
1462
00:48:44,488 --> 00:48:45,455
Yeah, that's right.
1463
00:48:45,455 --> 00:48:46,723
Or maybe you have a video
1464
00:48:46,723 --> 00:48:47,925
of each of each three
1465
00:48:47,925 --> 00:48:49,526
or four different types of projects
1466
00:48:49,526 --> 00:48:50,894
and in between coming out,
1467
00:48:50,894 --> 00:48:52,296
you send that to them.
1468
00:48:52,296 --> 00:48:54,064
Hey, take a look at this before
1469
00:48:54,064 --> 00:48:54,698
I come out.
1470
00:48:54,698 --> 00:48:55,432
They're going to see,
1471
00:48:55,432 --> 00:48:56,767
they're going to see what it's about.
1472
00:48:56,767 --> 00:48:59,770
And that's going to strengthen.
1473
00:49:01,171 --> 00:49:02,339
Yeah, just send it.
1474
00:49:02,339 --> 00:49:03,173
Just send out a little
1475
00:49:03,173 --> 00:49:03,974
something that says
1476
00:49:03,974 --> 00:49:04,775
here, this is who I am.
1477
00:49:04,775 --> 00:49:06,143
This is what we do. Check it out.
1478
00:49:06,143 --> 00:49:09,146
I'll see you Tuesday at four, whenever.
1479
00:49:09,212 --> 00:49:09,846
Good call.
1480
00:49:09,846 --> 00:49:10,814
hey, listen, Jason,
1481
00:49:10,814 --> 00:49:12,683
you've been fantastic.
1482
00:49:12,683 --> 00:49:13,583
You've been a great guest.
1483
00:49:13,583 --> 00:49:14,017
You've come with.
1484
00:49:14,017 --> 00:49:15,385
I respect you highly
1485
00:49:15,385 --> 00:49:16,887
because I do follow
1486
00:49:16,887 --> 00:49:18,455
the Facebook page and yeah.
1487
00:49:24,828 --> 00:49:27,831
Thanks.
1488
00:49:33,470 --> 00:49:33,904
Yeah.
1489
00:49:33,904 --> 00:49:34,638
You can
1490
00:49:34,638 --> 00:49:37,641
reach me at the floor pro at gmail.com.
1491
00:49:38,408 --> 00:49:39,710
You can also text or call me
1492
00:49:39,710 --> 00:49:44,982
with any questions anytime at 9493553501.
1493
00:49:45,716 --> 00:49:46,583
Very cool.
1494
00:49:46,583 --> 00:49:47,617
Thank you for being on.
1495
00:49:47,617 --> 00:49:49,419
It's been a pleasure, man. Awesome.
1496
00:49:49,419 --> 00:49:51,621
Thanks guys for having me. deal.
1497
00:49:51,621 --> 00:49:53,323
And this has been another episode
1498
00:49:53,323 --> 00:49:55,158
of On the Floor with Wayne, Rob
1499
00:49:55,158 --> 00:49:57,227
and Jason Ramsey.
1500
00:49:57,227 --> 00:49:58,628
Please stay tuned for another episode.