Wayne and Rob discuss their experiences with how companies do estimates and why they are so important. Follow Bona US Professional online: Website: https://www1.bona.com/en-us/professional/ Subscribe on YouTube: https://www.youtube.com/BonaProfessional Facebook: https://www.facebook.com/bonauspro/ Instagram: https://www.instagram.com/bonapro.us/
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Hello and welcome to another episode
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of On the Floor with Wayne and Rob.
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I'm Wayne
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Highlander, director of sales
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for Adhesives.
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I'm Rob Johnson from Bona Training.
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How are we doing, Rob?
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Oh, doing real good.
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How are you today?
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How you really doing, Rob?
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I'm really doing good.
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Are you really?
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Yeah. Good. Yeah, I am.
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Glad to hear that.
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Yeah, I'm a glass half full guy.
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Everybody knows that, so.
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All right, cool.
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Well, our.
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Episode today
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is going to be on on estimating.
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And you had an experience that you were
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kind of telling me about a little bit.
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So you seemed pretty hyped about it.
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So do spill the tea.
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I was really excited when that email.
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You could feel it in the email.
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I sent it.
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You could tell you're pretty amped up.
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Well, when Boehner lets me go
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and I have to go back to doing wood
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floors, I'm going to completely
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change the way that I
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used to do estimates.
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I mean, we had some unbelievable
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rain here in in the end of July.
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I mean, basin was flooded. It was bad.
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And I needed to redo my basement,
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concrete floor
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and install French drains and all that.
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I'd need to do that
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since I lived in this house.
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Which was since.
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Since 1990.
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Right.
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But you like.
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Well it's it's only three years.
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Yeah. Yeah, I've been putting this off.
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The foundations will last forever anyhow.
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Hey, you think so?
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Until they start to get
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wet and soft, huh?
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Yeah. So
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1:00 in the morning,
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the pumps are never stopping.
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They're never stopping.
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Okay,
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so 1:00 in the morning, I go online.
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I got to get my basement fixed.
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Yeah, I got it.
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I got to get some estimates.
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I got to do this. Finally,
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I send a
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company an email at 1:00 in the morning.
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They emailed me back
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9:00 the next morning.
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We received your email.
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Mr.
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Johnson, we understand, you know,
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but we've just sent you out a packet.
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Two days later,
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I get this huge packet in the mail.
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Big, thick packet of what
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this company is. What they do.
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Beautiful pictures.
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I mean, everything.
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They got me right then and there.
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I was hooked.
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And now I kind of was thinking about
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when I wrote that email to you,
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why that was a good idea.
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What they do
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right away
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when you're reading
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through all this stuff and everything
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they're going to do
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and just the quality
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of the marketing materials and everything
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right away, you know,
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this is going to be expensive. Mm hmm.
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It's almost
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like they completely set you up for it.
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They said the expectations
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right from the beginning.
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Right from the beginning.
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Mm hmm.
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They double check
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to make sure they email me.
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Did you get the packet
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and read through it
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when I answered the email?
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Yes, I did.
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They said,
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we're going
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to call, set up an appointment
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two days later.
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I mean, everything they said
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they were going to do, they did.
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They didn't miss a beat.
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Two days later,
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I get a call.
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They set the appointment.
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The appointment is set a week
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before the appointment.
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They give me another call.
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The day before the appointment,
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they give me another call.
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We okay? Everything's still good.
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Tell them to get off your back.
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The morning of the appointment.
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I get a text.
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I will
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be there
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in between this time and this time.
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We all set.
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I mean, talk about follow up, right?
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To the point
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now where I'm like, oh my God,
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this is I'm excited, right?
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Still no one in the back of my head.
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This is going to cost me a fortune.
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Yeah.
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And it came out.
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Did the estimate.
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She pulls up a nice truck,
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not a Corvette,
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you know, just a nice work truck.
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Good condition.
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She comes out dressed
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nice work clothes, but work boots,
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you know?
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Yeah.
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Not too fancy, but clean.
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She's down there measuring,
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doing all this stuff.
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She says, I need about an hour.
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I said, you know, there
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anything she goes off,
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I need any questions,
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you know, I'll ask you.
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She asked me a couple of things
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pretty thorough.
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She's down there
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a good
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hour, hour and a half measure
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in looking at stuff,
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stealing my tools, I don't know.
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She comes up,
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we talk about the whole project
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for about 45 minutes.
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Kinda is giving me ballpark prices,
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but says, oh, I want to, you know,
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I want to get this all,
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you know,
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I'm going to get
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back to my desk, type it all up.
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I see the estimate the next day.
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Now we go back and forth
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on a couple of different
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options, a couple of different
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things, extras
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taking things away
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and thing, you know, blah, blah, blah.
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Every time I sent her an email
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within a day, I got the response
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that I was looking for.
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They came out
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when finally said,
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okay, we're going to go for it,
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give them a deposit.
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They give me a date,
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they send another guy out a week
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after they got the deposit
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to go through the her measurements just
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double checked about windows
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and this and that.
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I have never seen anything like it.
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I called two other places
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to get the same thing.
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One guy never returned the call
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and I called him a second time.
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I was trying to get three prices on this.
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One guy returns the call,
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the other guy calls me back.
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He doesn't return.
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Then the guy who calls me back, he goes,
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I really don't know
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when I'll be able
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to get out there and take a look at it.
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This guy lives in the town
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next to me, 10 minutes away. Yeah.
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And I go get getting the job.
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He goes, no,
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I don't even know how be able
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to get to the estimate
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like, like I really don't want this job.
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Wow.
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The whole time I'm rooting for the other.
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The first people
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that got in touch with me. Yep.
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I know
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they're going to be the more expensive,
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but I'm like,
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you're rooting for them almost because
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they just seem like the kind of people
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that I want to deal with onto,
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especially in today's day and age.
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Like I said, the other two guys,
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one blows me off and one says, Jeez,
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I don't know if I can even get here,
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you know,
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keep me in
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my call me in six months or something.
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I am if I ever have to get back into it,
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I am beating my kid over the head.
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You got to do it this way.
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Yep.
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And I think
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that whole package
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sending out that packet
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of just the products
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they use, what they do,
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who they are, and everything
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that just set the expectation right away.
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There was no charge for the estimate.
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And I know that there's
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a lot of people out there
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charging for estimates,
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but I
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think if you knew
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it was going to just buy this packet
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they sent out, I'm
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pretty sure you would know
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this is going to be an expensive deal.
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Do I really want to move forward with it?
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Yeah, just unbelievable.
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And I said, man,
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I want to do a show about this because
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like I said,
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they were so good, so professional,
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so on time with everything I was
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rooting for them to get this job
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in the back of my head.
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Yeah.
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Even still wanting to get
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a couple other prices
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just to test the waters,
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you know, they got a by default, but.
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Well, I'm not going to lie.
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That was
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I was going to throw some shade on there,
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but that was on point.
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I can see why you're so hyped about it.
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I think that is the longest
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in five years that I've ever talked
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straight on this show.
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You've
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your Canadian
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stories were not quite as long
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where they felt a lot longer.
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My friend my friend lives in Texas.
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He retired.
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He was a carpenter,
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a phenomenal carpenter.
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But, you know, he's
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60 some odd years old now and he retired
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and he wanted to have a garage
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built in his backyard,
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a really
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big built
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grand garage built in his backyard.
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He ended up going with a company
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and he goes, You know what?
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They did a fantastic job
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and I would never use them again,
285
00:09:04,010 --> 00:09:04,443
he said.
286
00:09:04,443 --> 00:09:07,513
Because the lack of communication is
287
00:09:07,580 --> 00:09:09,549
I could never pin the guy down.
288
00:09:09,549 --> 00:09:10,283
It was like
289
00:09:10,283 --> 00:09:10,983
I could never find out
290
00:09:10,983 --> 00:09:12,351
exactly where he is going to starting
291
00:09:12,351 --> 00:09:13,753
and he would never get back to me.
292
00:09:13,753 --> 00:09:15,187
And I always had to call him
293
00:09:15,187 --> 00:09:16,722
and it was just a nightmare
294
00:09:16,722 --> 00:09:18,090
getting a hold of the guy every time.
295
00:09:18,090 --> 00:09:18,758
And the guy
296
00:09:18,758 --> 00:09:20,426
would tell me how busy is and this,
297
00:09:20,426 --> 00:09:21,193
you know, all the projects
298
00:09:21,193 --> 00:09:22,128
he's got going on
299
00:09:22,128 --> 00:09:25,231
and and he would see the guy on Facebook
300
00:09:25,231 --> 00:09:26,866
saying, hey, you need a garage done.
301
00:09:26,866 --> 00:09:27,833
You know, make sure you call me
302
00:09:27,833 --> 00:09:28,634
blah, blah, blah.
303
00:09:28,634 --> 00:09:30,236
He goes, Meanwhile, I can't get him.
304
00:09:30,236 --> 00:09:31,437
He's in the middle of my project
305
00:09:31,437 --> 00:09:32,939
and I can't get him to,
306
00:09:32,939 --> 00:09:35,274
you know, to respond back to me.
307
00:09:35,274 --> 00:09:36,876
So I think communication
308
00:09:36,876 --> 00:09:38,144
is so important, man. It is.
309
00:09:38,144 --> 00:09:40,112
So now more than ever.
310
00:09:40,112 --> 00:09:45,384
I tell you what, you
311
00:09:45,718 --> 00:09:47,119
there's so many advantages.
312
00:09:47,119 --> 00:09:48,287
We talk about the disadvantage
313
00:09:48,287 --> 00:09:49,388
of the labor situation
314
00:09:49,388 --> 00:09:51,457
now, but there are so many advantages.
315
00:09:51,958 --> 00:09:52,391
You know,
316
00:09:52,391 --> 00:09:54,060
the only expression in the land of the
317
00:09:54,060 --> 00:09:55,561
blind, the one I man is king.
318
00:09:57,296 --> 00:09:59,065
When there are so many guys
319
00:09:59,065 --> 00:10:03,035
that just don't get back to the clients
320
00:10:03,035 --> 00:10:04,270
and they just don't communicate
321
00:10:04,270 --> 00:10:05,071
and they just don't do.
322
00:10:05,071 --> 00:10:05,504
Like you said,
323
00:10:05,504 --> 00:10:07,173
you were rooting for this person.
324
00:10:07,173 --> 00:10:07,607
You know,
325
00:10:07,607 --> 00:10:08,708
you're going to spend a lot of money
326
00:10:08,708 --> 00:10:09,475
and they're expensive
327
00:10:09,475 --> 00:10:10,910
and you are rooting for them
328
00:10:10,910 --> 00:10:13,646
because you became an advocate for them
329
00:10:14,013 --> 00:10:16,582
because they were so on the ball.
330
00:10:16,582 --> 00:10:18,718
And if they're smart,
331
00:10:19,051 --> 00:10:22,054
that turns into the dollar signs, right?
332
00:10:22,054 --> 00:10:24,223
I mean, you can. You can.
333
00:10:24,223 --> 00:10:26,492
That's where I wanted to roll this
334
00:10:26,492 --> 00:10:31,530
into the wood floor, guys.
335
00:10:31,530 --> 00:10:32,431
I knew they were going
336
00:10:32,431 --> 00:10:34,467
to be more expensive,
337
00:10:34,934 --> 00:10:36,602
but it didn't hurt.
338
00:10:37,036 --> 00:10:37,970
It doesn't hurt, you know,
339
00:10:37,970 --> 00:10:39,372
I mean, they have gone,
340
00:10:39,372 --> 00:10:40,806
oh, way over
341
00:10:40,806 --> 00:10:43,542
and above what I ever thought.
342
00:10:43,542 --> 00:10:45,511
They haven't even done the job yet.
343
00:10:45,511 --> 00:10:47,313
And I'm already recommending this company
344
00:10:47,313 --> 00:10:48,381
out there. Yeah.
345
00:10:48,381 --> 00:10:50,449
And they haven't done the work.
346
00:10:50,449 --> 00:10:51,217
Wow.
347
00:10:51,584 --> 00:10:53,619
Yeah, how crazy is that? But
348
00:10:55,121 --> 00:10:56,555
I think this is a
349
00:10:56,555 --> 00:10:57,189
this could
350
00:10:57,189 --> 00:10:59,458
definitely work for wood for guys too.
351
00:11:00,259 --> 00:11:00,860
You know,
352
00:11:00,860 --> 00:11:02,294
what a great, easy
353
00:11:02,294 --> 00:11:04,664
way to make extra money.
354
00:11:05,464 --> 00:11:05,865
You know,
355
00:11:05,865 --> 00:11:06,932
why are you seven
356
00:11:06,932 --> 00:11:07,800
or eight bucks a foot
357
00:11:07,800 --> 00:11:08,801
for seeing the finish?
358
00:11:08,801 --> 00:11:11,937
Yeah, well, here's why and here's why.
359
00:11:12,238 --> 00:11:14,240
You know, look at the communication.
360
00:11:14,240 --> 00:11:17,510
Yeah, look at there's no questions left.
361
00:11:19,211 --> 00:11:20,780
And likely you'll be suing them
362
00:11:20,780 --> 00:11:21,747
like all the other tradesman
363
00:11:21,747 --> 00:11:23,582
that's worked for you before it's done.
364
00:11:23,582 --> 00:11:28,054
But that's not the point at all.
365
00:11:28,054 --> 00:11:28,854
Every.
366
00:11:28,854 --> 00:11:30,790
Let's try to stay positive.
367
00:11:30,790 --> 00:11:31,524
Okay. All right.
368
00:11:31,524 --> 00:11:32,792
Okay. I'm so let's.
369
00:11:32,792 --> 00:11:34,860
Let's let's wait till.
370
00:11:34,860 --> 00:11:35,528
To the end, you.
371
00:11:35,528 --> 00:11:37,663
Know, let's wait for the pumps
372
00:11:37,663 --> 00:11:39,198
to break or something like that.
373
00:11:39,198 --> 00:11:40,766
So we go bad on this.
374
00:11:40,766 --> 00:11:42,268
Okay. Right now.
375
00:11:42,268 --> 00:11:44,437
Right now, it's all positive. Right now.
376
00:11:44,837 --> 00:11:45,738
I feel you.
377
00:11:45,738 --> 00:11:47,907
Only lean is pretty happy right now.
378
00:11:47,907 --> 00:11:48,941
Okay. There you go.
379
00:11:48,941 --> 00:11:49,308
Okay.
380
00:11:49,308 --> 00:11:49,809
She's
381
00:11:49,809 --> 00:11:51,510
she's had to spend a lot of time
382
00:11:51,510 --> 00:11:52,511
down in that dungeon,
383
00:11:52,511 --> 00:11:53,345
and that's what it is.
384
00:11:53,345 --> 00:11:54,814
It's a dungeon. Yeah. Yeah.
385
00:11:54,814 --> 00:11:55,948
Well, after all those years
386
00:11:55,948 --> 00:11:57,483
of not doing anything there,
387
00:11:57,483 --> 00:11:58,918
nothing good on you.
388
00:11:58,918 --> 00:11:59,318
Yeah.
389
00:11:59,318 --> 00:12:00,786
Oh, I would go down
390
00:12:00,786 --> 00:12:03,055
and put a new $89 sump
391
00:12:03,055 --> 00:12:04,457
pump in from true value.
392
00:12:04,457 --> 00:12:06,258
And, you know, like,
393
00:12:07,793 --> 00:12:08,594
so what are
394
00:12:08,594 --> 00:12:10,162
you going to make me for dinner?
395
00:12:10,162 --> 00:12:12,331
Yeah, I had to serve something good.
396
00:12:12,832 --> 00:12:14,333
Special. Yeah, yeah.
397
00:12:14,333 --> 00:12:15,301
No more standing
398
00:12:15,301 --> 00:12:17,169
water that you have to slosh through.
399
00:12:17,169 --> 00:12:18,404
Yeah.
400
00:12:18,404 --> 00:12:19,805
At one point in life,
401
00:12:19,805 --> 00:12:21,240
she had to wear boots.
402
00:12:21,240 --> 00:12:22,041
But you can turn that.
403
00:12:22,041 --> 00:12:24,744
You have to wear boots. Wow.
404
00:12:24,744 --> 00:12:26,011
That's pretty rough.
405
00:12:26,011 --> 00:12:28,748
It's that's it's a wet.
406
00:12:28,748 --> 00:12:29,882
It's a wet now.
407
00:12:29,882 --> 00:12:31,450
Well, I'm happy for you guys.
408
00:12:31,450 --> 00:12:33,219
Did you get that result?
409
00:12:33,219 --> 00:12:34,120
Listen,
410
00:12:34,553 --> 00:12:36,255
a lot of what you're talking about
411
00:12:36,255 --> 00:12:37,823
is upselling
412
00:12:37,823 --> 00:12:41,227
every single industry, upsells.
413
00:12:41,494 --> 00:12:42,061
And I'll give you
414
00:12:42,061 --> 00:12:44,730
a couple of good examples.
415
00:12:45,664 --> 00:12:47,233
You ever go to a restaurant
416
00:12:47,233 --> 00:12:49,401
and order a salad?
417
00:12:49,435 --> 00:12:50,102
All of the
418
00:12:50,102 --> 00:12:51,103
all of them now say,
419
00:12:51,103 --> 00:12:52,238
do you want to add a protein to it?
420
00:12:52,238 --> 00:12:53,973
You want to add a salmon to it
421
00:12:53,973 --> 00:12:56,776
with a salad with $17, right.
422
00:12:57,676 --> 00:12:58,744
$4 where you eat.
423
00:12:58,744 --> 00:12:59,245
But,
424
00:12:59,545 --> 00:13:01,147
you know, in a regular restaurant at 17.
425
00:13:01,147 --> 00:13:01,680
I was like,
426
00:13:01,680 --> 00:13:02,615
what are you
427
00:13:02,615 --> 00:13:04,049
at Ruth's Chris all the time
428
00:13:04,049 --> 00:13:05,851
now for $17 salad.
429
00:13:05,851 --> 00:13:06,952
I'm just making this up.
430
00:13:06,952 --> 00:13:08,587
You're a $17 salad
431
00:13:08,587 --> 00:13:10,289
and you're adding a protein.
432
00:13:10,289 --> 00:13:14,460
Well, that's a $9 add on to that.
433
00:13:14,460 --> 00:13:15,861
That's what I was going to say.
434
00:13:15,861 --> 00:13:19,999
$17 salad then goes up another $9 or $7
435
00:13:19,999 --> 00:13:21,033
if you get chicken on it
436
00:13:21,033 --> 00:13:22,802
or you get shrimp on it or whatever,
437
00:13:22,802 --> 00:13:23,869
that's a hell of an upsell.
438
00:13:23,869 --> 00:13:25,604
If they only offered the salad
439
00:13:25,604 --> 00:13:28,007
at the end of the year, what that salad
440
00:13:28,007 --> 00:13:30,209
really that salad is just sets the stage
441
00:13:30,442 --> 00:13:32,444
for where you really make your money.
442
00:13:32,444 --> 00:13:33,412
So and
443
00:13:33,412 --> 00:13:34,547
I'll give you another great example
444
00:13:34,547 --> 00:13:38,050
since that one was so good, Uber,
445
00:13:38,851 --> 00:13:40,586
when Uber first came out,
446
00:13:40,586 --> 00:13:42,154
you could call somebody to get it right.
447
00:13:42,154 --> 00:13:43,055
Okay.
448
00:13:43,322 --> 00:13:44,290
I'll say you have the
449
00:13:44,290 --> 00:13:46,158
like the Uber XL, where
450
00:13:46,158 --> 00:13:46,926
now you get to take
451
00:13:46,926 --> 00:13:48,427
the big black Escalades
452
00:13:48,427 --> 00:13:49,261
into with white glove
453
00:13:49,261 --> 00:13:51,730
service and, you know, really nice again,
454
00:13:51,931 --> 00:13:53,899
an experience you'll never know.
455
00:13:53,899 --> 00:13:55,201
But but it's out there.
456
00:13:55,201 --> 00:13:58,103
Hey, hey, hey, hey.
457
00:13:58,103 --> 00:14:00,272
I've ordered over black before.
458
00:14:00,539 --> 00:14:02,174
It by accident, wasn't it?
459
00:14:02,174 --> 00:14:03,409
And then it.
460
00:14:03,409 --> 00:14:05,144
Now I like a big car.
461
00:14:05,144 --> 00:14:06,278
Come on, look at me.
462
00:14:06,278 --> 00:14:06,979
All right. Yeah.
463
00:14:06,979 --> 00:14:09,548
You know, I've seen.
464
00:14:09,548 --> 00:14:10,182
I've seen
465
00:14:10,182 --> 00:14:12,384
what Uber can show up with sometimes.
466
00:14:12,384 --> 00:14:13,152
Yeah.
467
00:14:13,252 --> 00:14:16,222
You know, Guy pulls up in a Celica for,
468
00:14:16,422 --> 00:14:18,224
you know, me and somebody. Our car.
469
00:14:19,191 --> 00:14:20,125
Let's go with the black.
470
00:14:20,125 --> 00:14:21,660
I learned that from Bill Price.
471
00:14:21,660 --> 00:14:23,562
Just go with the black over black.
472
00:14:23,562 --> 00:14:24,897
Yeah. Okay.
473
00:14:25,197 --> 00:14:25,831
Well, now
474
00:14:25,831 --> 00:14:27,933
you can order a burrito for ten bucks,
475
00:14:27,933 --> 00:14:29,034
you know what I mean?
476
00:14:29,034 --> 00:14:31,303
Now they've the everybody upsells.
477
00:14:31,871 --> 00:14:32,371
There's a
478
00:14:32,371 --> 00:14:33,272
there's a company out
479
00:14:33,272 --> 00:14:35,774
there, a shoe company called Noble Shoes
480
00:14:36,442 --> 00:14:38,878
and they'll be ULA
481
00:14:38,878 --> 00:14:41,080
and they're like a boutique
482
00:14:41,814 --> 00:14:44,183
running shoe or whatever, whatever.
483
00:14:44,183 --> 00:14:44,650
And at first
484
00:14:44,650 --> 00:14:46,685
he came out with kind of the basic shoes,
485
00:14:46,685 --> 00:14:48,120
and now they're like 109.
486
00:14:48,120 --> 00:14:49,722
And I don't have a pair, by the way,
487
00:14:49,722 --> 00:14:53,192
$189 for this, you know, fancy shoe.
488
00:14:53,492 --> 00:14:54,260
And what they do,
489
00:14:54,260 --> 00:14:55,027
they make you feel like
490
00:14:55,027 --> 00:14:56,462
you're part of a community.
491
00:14:56,462 --> 00:14:57,696
When they do so much
492
00:14:57,696 --> 00:14:59,198
advertising, social media stuff,
493
00:14:59,198 --> 00:15:00,032
they make you feel like you're
494
00:15:00,032 --> 00:15:01,967
special part of a club and everything.
495
00:15:01,967 --> 00:15:05,070
So I'll tell you,
496
00:15:05,070 --> 00:15:06,972
upselling is so damn important and
497
00:15:06,972 --> 00:15:08,340
there are ways you can upsell
498
00:15:10,276 --> 00:15:11,243
for sure,
499
00:15:11,243 --> 00:15:13,679
with, with, with in the form industry,
500
00:15:14,313 --> 00:15:14,680
you know,
501
00:15:14,680 --> 00:15:16,015
I mean, there's pretty obvious ways,
502
00:15:16,015 --> 00:15:16,649
you know, the floor
503
00:15:16,649 --> 00:15:17,583
vans and stuff like that,
504
00:15:17,583 --> 00:15:18,684
but there's a lot of different ways
505
00:15:18,684 --> 00:15:19,718
you can upsell
506
00:15:19,718 --> 00:15:22,021
even with finish, certainly with finish.
507
00:15:23,222 --> 00:15:24,890
And if you're using, you know,
508
00:15:24,890 --> 00:15:27,126
if you spent the money on a on a
509
00:15:27,126 --> 00:15:29,628
on a power drive, talk about it.
510
00:15:29,628 --> 00:15:30,729
I would absolutely talk about
511
00:15:30,729 --> 00:15:33,165
if you use a Tampico brush, you know,
512
00:15:33,966 --> 00:15:36,135
and you're not you're not
513
00:15:36,302 --> 00:15:36,635
letting them
514
00:15:36,635 --> 00:15:37,503
know that this is something
515
00:15:37,503 --> 00:15:38,737
that you're doing.
516
00:15:38,737 --> 00:15:40,372
I would 100% talk about that.
517
00:15:40,372 --> 00:15:41,073
These are the
518
00:15:41,073 --> 00:15:41,707
these are the reasons
519
00:15:41,707 --> 00:15:43,676
why our price is what it is.
520
00:15:43,676 --> 00:15:46,145
In my sanding packet, I would have
521
00:15:46,145 --> 00:15:46,712
of course
522
00:15:46,712 --> 00:15:48,347
the and traffic brochures,
523
00:15:48,347 --> 00:15:49,481
I'd have bone a product
524
00:15:49,481 --> 00:15:50,983
brochures in there,
525
00:15:50,983 --> 00:15:52,418
I'd have just what you were just
526
00:15:52,418 --> 00:15:55,321
saying, flush mount vents, medallions
527
00:15:55,988 --> 00:15:57,423
all up, sell things
528
00:15:57,423 --> 00:15:59,725
all part of that packet. Let people start
529
00:16:00,793 --> 00:16:01,126
going
530
00:16:01,126 --> 00:16:02,962
through that stuff and then going, Oh,
531
00:16:02,962 --> 00:16:04,229
can I have this cake?
532
00:16:04,229 --> 00:16:05,230
Even though I have a floor?
533
00:16:05,230 --> 00:16:06,498
Can you still put a medallion?
534
00:16:06,498 --> 00:16:08,400
It Oh hell yeah.
535
00:16:08,400 --> 00:16:08,767
Yeah.
536
00:16:08,767 --> 00:16:10,903
There's a hell of an opportunity.
537
00:16:10,903 --> 00:16:11,637
And if,
538
00:16:12,237 --> 00:16:12,571
you know,
539
00:16:12,571 --> 00:16:14,640
I think yeah, I would, you know,
540
00:16:14,640 --> 00:16:15,774
everybody should be striving
541
00:16:15,774 --> 00:16:17,910
to be the highest priced guy
542
00:16:17,910 --> 00:16:18,844
in their territory.
543
00:16:18,844 --> 00:16:20,279
If you're going to be
544
00:16:20,279 --> 00:16:21,480
the highest priced guy,
545
00:16:21,480 --> 00:16:23,115
you better give them
546
00:16:23,115 --> 00:16:24,483
the best estimate
547
00:16:24,483 --> 00:16:26,552
they've ever had in their life.
548
00:16:26,552 --> 00:16:28,087
That's what I had this.
549
00:16:28,087 --> 00:16:30,923
They gave me the best estimate
550
00:16:30,923 --> 00:16:32,958
that I've ever had from anybody, ever,
551
00:16:34,326 --> 00:16:36,161
when they and they're expensive
552
00:16:36,161 --> 00:16:37,896
and they're and they're getting the job.
553
00:16:37,896 --> 00:16:38,097
Yeah.
554
00:16:38,097 --> 00:16:41,200
But you know so far
555
00:16:41,200 --> 00:16:44,136
that experience has really set the tone
556
00:16:44,136 --> 00:16:45,304
like, man,
557
00:16:45,304 --> 00:16:46,171
I am working with
558
00:16:46,171 --> 00:16:48,140
some serious people here.
559
00:16:48,140 --> 00:16:48,807
Yeah,
560
00:16:49,208 --> 00:16:50,409
well here's, here's
561
00:16:50,409 --> 00:16:52,711
the thing about about it right now.
562
00:16:52,711 --> 00:16:54,980
I mean, it's a great way to add profit
563
00:16:54,980 --> 00:16:56,815
to your business and what have you.
564
00:16:56,815 --> 00:16:58,851
And the other thing is that okay
565
00:16:58,884 --> 00:16:59,818
with a labor shortage
566
00:16:59,818 --> 00:17:00,753
and if you can't scale
567
00:17:00,753 --> 00:17:01,720
up because of that,
568
00:17:02,721 --> 00:17:03,722
you are
569
00:17:03,889 --> 00:17:04,623
it's easier to
570
00:17:04,623 --> 00:17:06,525
to to upsell than it is
571
00:17:06,525 --> 00:17:06,859
to go out
572
00:17:06,859 --> 00:17:08,527
and get new clients or whatever.
573
00:17:08,527 --> 00:17:10,562
And you've already driven to the job,
574
00:17:10,596 --> 00:17:10,863
you know,
575
00:17:10,863 --> 00:17:11,930
I mean, you've already pulled this
576
00:17:11,930 --> 00:17:13,098
and you've
577
00:17:13,098 --> 00:17:13,966
you've pulled the Sanders
578
00:17:13,966 --> 00:17:15,267
out of the truck,
579
00:17:15,267 --> 00:17:16,735
you've driven to the job,
580
00:17:16,735 --> 00:17:18,604
you've done these things.
581
00:17:18,604 --> 00:17:20,672
You pay the same amount of gas
582
00:17:20,806 --> 00:17:22,141
to make these trips.
583
00:17:22,141 --> 00:17:24,510
So if you can upsell on those as well,
584
00:17:24,510 --> 00:17:26,011
find ways to upsell,
585
00:17:26,011 --> 00:17:28,647
then on that job, you'll, you'll
586
00:17:28,714 --> 00:17:30,649
extract more money out of that job
587
00:17:30,649 --> 00:17:31,383
to the bottom line at
588
00:17:31,383 --> 00:17:32,918
the end of year is incredibly
589
00:17:32,918 --> 00:17:36,255
the difference is incredible can be
590
00:17:36,255 --> 00:17:36,989
and
591
00:17:37,823 --> 00:17:39,058
and you've created a better
592
00:17:39,058 --> 00:17:41,293
customer experience you know what I mean?
593
00:17:41,460 --> 00:17:42,928
I keep going back to the same story
594
00:17:42,928 --> 00:17:44,263
because it was so impactful for me
595
00:17:44,263 --> 00:17:45,631
when I was going to buy a pickup truck
596
00:17:45,631 --> 00:17:46,532
the first time I was going buy
597
00:17:46,532 --> 00:17:48,167
a nice truck for myself
598
00:17:48,167 --> 00:17:49,735
when the guy just thought
599
00:17:49,735 --> 00:17:51,603
that I was basic, you know what I mean?
600
00:17:51,603 --> 00:17:52,771
He thought I was going to go over it.
601
00:17:52,771 --> 00:17:54,807
He had no idea that you were
602
00:17:54,807 --> 00:17:56,008
a corporate stooge.
603
00:17:56,008 --> 00:17:57,776
The $17 salads.
604
00:17:57,776 --> 00:17:59,478
Exactly. Yeah.
605
00:17:59,478 --> 00:18:00,946
He just thought you were a.
606
00:18:00,946 --> 00:18:03,382
Oh, look at this guy.
607
00:18:03,382 --> 00:18:04,616
On the other side of the lot.
608
00:18:04,616 --> 00:18:06,218
I'm seeing the nice trucks.
609
00:18:06,218 --> 00:18:08,087
Yeah, let me move that one.
610
00:18:08,087 --> 00:18:09,054
Try to get this guy
611
00:18:09,054 --> 00:18:10,823
over to the used car aisle.
612
00:18:10,823 --> 00:18:11,723
Absolutely.
613
00:18:11,723 --> 00:18:13,125
And so I'm over there
614
00:18:13,125 --> 00:18:14,393
looking at these ones.
615
00:18:14,393 --> 00:18:15,060
It's like those
616
00:18:15,060 --> 00:18:16,161
are the ones I want over there.
617
00:18:16,161 --> 00:18:17,329
Why would he bring me to these ones?
618
00:18:17,329 --> 00:18:18,630
Here is bad.
619
00:18:18,630 --> 00:18:20,599
And the other thing, too, he didn't know.
620
00:18:20,599 --> 00:18:21,100
He should have asked
621
00:18:21,100 --> 00:18:22,501
more questions about me.
622
00:18:22,501 --> 00:18:23,902
You should have asked me
623
00:18:23,902 --> 00:18:24,736
rather than bring me over.
624
00:18:24,736 --> 00:18:25,871
There is a bad, bad,
625
00:18:27,272 --> 00:18:29,708
bad sales salesmanship.
626
00:18:29,708 --> 00:18:34,379
So anyhow, again, I think you justify the
627
00:18:34,413 --> 00:18:36,682
the quality that you're adding to the job
628
00:18:36,682 --> 00:18:38,350
and except you're
629
00:18:38,350 --> 00:18:39,852
driving to that place anyhow.
630
00:18:39,852 --> 00:18:40,152
That's why
631
00:18:40,152 --> 00:18:41,553
I never understood
632
00:18:41,553 --> 00:18:44,656
like you have a, a restaurant that
633
00:18:45,190 --> 00:18:47,993
that's open for, for, let's say breakfast
634
00:18:47,993 --> 00:18:50,095
and lunch is closed the rest of day.
635
00:18:51,630 --> 00:18:53,132
Well, you that location,
636
00:18:53,132 --> 00:18:54,233
you know, if you're not serving
637
00:18:54,233 --> 00:18:55,667
dinner or whatever, I mean, it's
638
00:18:55,667 --> 00:18:58,670
you have the same location,
639
00:18:58,670 --> 00:18:59,438
you know what I mean?
640
00:18:59,438 --> 00:19:01,573
To make the money, the money that place.
641
00:19:01,573 --> 00:19:02,941
So, gosh, why wouldn't
642
00:19:02,941 --> 00:19:03,442
you seem like
643
00:19:03,442 --> 00:19:05,077
I mean, the staffing issues and all that,
644
00:19:05,077 --> 00:19:06,512
but it just seems like, all right,
645
00:19:06,512 --> 00:19:07,980
you have the same amount of time
646
00:19:07,980 --> 00:19:08,413
you still had.
647
00:19:08,413 --> 00:19:10,048
You have 24 hours
648
00:19:10,048 --> 00:19:13,085
at that location every day.
649
00:19:13,085 --> 00:19:15,354
You know, why not be open for the
650
00:19:15,354 --> 00:19:16,255
for dinner or whatever?
651
00:19:16,255 --> 00:19:17,055
Do something else there,
652
00:19:17,055 --> 00:19:17,689
because you've got
653
00:19:17,689 --> 00:19:18,423
you've already committed
654
00:19:18,423 --> 00:19:19,324
to everything, the rent
655
00:19:19,324 --> 00:19:19,858
and everything else.
656
00:19:19,858 --> 00:19:21,393
You got to see my location.
657
00:19:21,393 --> 00:19:22,861
So why just be open for two meals
658
00:19:22,861 --> 00:19:23,795
when you could do it for three?
659
00:19:23,795 --> 00:19:25,430
I don't know. You know,
660
00:19:27,132 --> 00:19:30,035
I told you when I used to be a bartender,
661
00:19:30,035 --> 00:19:31,036
the place I bartended.
662
00:19:31,036 --> 00:19:33,005
And then the guy who owned it,
663
00:19:33,005 --> 00:19:34,473
he turned it into a restaurant,
664
00:19:34,473 --> 00:19:35,240
but he kept the bar.
665
00:19:35,240 --> 00:19:36,275
So I was still bartender.
666
00:19:36,275 --> 00:19:36,842
Good thing was,
667
00:19:36,842 --> 00:19:39,278
if I was out of there by 11:00 at night,
668
00:19:39,278 --> 00:19:40,712
he served three meals a day.
669
00:19:40,712 --> 00:19:42,080
Do you know what is most profitable?
670
00:19:42,080 --> 00:19:44,349
Part of the day was dinner.
671
00:19:44,850 --> 00:19:45,951
Breakfast.
672
00:19:46,652 --> 00:19:47,352
Hmm.
673
00:19:48,453 --> 00:19:51,590
Said there is so much money in eggs.
674
00:19:52,391 --> 00:19:53,926
I believe that.
675
00:19:53,926 --> 00:19:56,528
He said breakfast is his
676
00:19:57,796 --> 00:19:58,997
top moneymaker.
677
00:19:58,997 --> 00:20:00,766
No profit. What? Profit wise?
678
00:20:00,766 --> 00:20:02,601
Yeah. Yeah, profit wise.
679
00:20:02,601 --> 00:20:03,101
He goes.
680
00:20:03,101 --> 00:20:05,103
There is nothing to a breakfast
681
00:20:06,205 --> 00:20:08,640
as far as cost and labor.
682
00:20:08,640 --> 00:20:09,441
Yeah.
683
00:20:09,942 --> 00:20:12,444
Well so you that brings up a good point
684
00:20:13,412 --> 00:20:14,646
and it's the same thing for floor guys.
685
00:20:14,646 --> 00:20:16,582
Where am I making my most money?
686
00:20:16,582 --> 00:20:18,617
Is it the prestigious job that's,
687
00:20:18,750 --> 00:20:19,051
you know,
688
00:20:19,051 --> 00:20:19,952
big 3000
689
00:20:19,952 --> 00:20:21,053
square foot job, very
690
00:20:21,053 --> 00:20:22,154
prestigious, whatever.
691
00:20:23,255 --> 00:20:24,456
At the end of the day
692
00:20:24,456 --> 00:20:26,158
is that we're making my most money
693
00:20:26,158 --> 00:20:27,659
or am I making my most money on this
694
00:20:27,659 --> 00:20:28,093
and job
695
00:20:28,093 --> 00:20:30,462
that's 800 square feet on the average.
696
00:20:30,462 --> 00:20:32,998
Is that my most profitable job
697
00:20:32,998 --> 00:20:36,034
or is is the the 300 square foot install
698
00:20:36,301 --> 00:20:37,869
my most profitable job?
699
00:20:37,869 --> 00:20:39,171
Where do I
700
00:20:39,171 --> 00:20:41,073
where do I if I break this down,
701
00:20:41,073 --> 00:20:43,508
make my most money makes me the most
702
00:20:43,508 --> 00:20:43,842
you know
703
00:20:43,842 --> 00:20:44,610
makes the most sense
704
00:20:44,610 --> 00:20:46,445
for me to specialize in.
705
00:20:46,445 --> 00:20:49,281
So maybe it's not those big
706
00:20:49,281 --> 00:20:50,582
this big monster jobs
707
00:20:50,582 --> 00:20:51,483
that you might think it is.
708
00:20:51,483 --> 00:20:52,784
And sometimes it is depends.
709
00:20:52,784 --> 00:20:53,118
You know,
710
00:20:53,118 --> 00:20:54,553
you just have to do the do the math
711
00:20:54,553 --> 00:20:56,955
and figure out what makes sense.
712
00:20:57,089 --> 00:20:59,091
Only you see, this is why you're
713
00:21:00,092 --> 00:21:01,426
you're such a professional.
714
00:21:01,426 --> 00:21:02,394
At this podcast,
715
00:21:03,528 --> 00:21:05,530
all I did was mention bacon and eggs.
716
00:21:05,797 --> 00:21:06,632
That's all
717
00:21:08,400 --> 00:21:08,934
I mentioned.
718
00:21:08,934 --> 00:21:10,669
Bacon and eggs.
719
00:21:10,969 --> 00:21:12,838
You write a story for all four
720
00:21:12,838 --> 00:21:15,974
guys on how it relates to them.
721
00:21:15,974 --> 00:21:17,776
I'm going to give you a bill that's.
722
00:21:17,776 --> 00:21:18,877
That was a good bill.
723
00:21:18,877 --> 00:21:20,979
Yeah, that was a good one.
724
00:21:20,979 --> 00:21:23,248
You're welcome.
725
00:21:23,248 --> 00:21:27,319
Oh, I'm hungry now.
726
00:21:27,319 --> 00:21:27,619
Okay.
727
00:21:27,619 --> 00:21:29,688
Oh, by the way, speaking of eggs,
728
00:21:29,688 --> 00:21:32,391
I have absolutely God strike me dead.
729
00:21:33,692 --> 00:21:36,628
Three weeks ago, I mastered the egg.
730
00:21:36,628 --> 00:21:38,297
Okay? It's taken me this long.
731
00:21:38,297 --> 00:21:39,197
I knew there was a.
732
00:21:39,197 --> 00:21:40,632
What are you, 60. Three?
733
00:21:40,632 --> 00:21:42,834
I know. Well, I never cooked before.
734
00:21:42,834 --> 00:21:44,670
Okay. Yeah, yeah, that's right.
735
00:21:44,670 --> 00:21:47,639
So recently, I'm telling you,
736
00:21:47,639 --> 00:21:48,273
I always knew
737
00:21:48,273 --> 00:21:49,675
there was a better way to cook an egg.
738
00:21:49,675 --> 00:21:51,543
I could never figure it out.
739
00:21:51,543 --> 00:21:53,512
And I tell you what it is now,
740
00:21:53,512 --> 00:21:54,112
because, you know,
741
00:21:54,112 --> 00:21:56,281
I like a crispy egg, like,
742
00:21:56,281 --> 00:21:56,648
you know,
743
00:21:56,648 --> 00:21:57,783
crispy egg and in
744
00:21:57,783 --> 00:22:00,218
but the yolk to be kind of medium like.
745
00:22:00,485 --> 00:22:01,620
Okay, yeah.
746
00:22:01,620 --> 00:22:03,622
All right. Here's the answer.
747
00:22:03,622 --> 00:22:05,057
I used to use butter
748
00:22:05,057 --> 00:22:06,558
and when I'm, you know, whatever
749
00:22:06,558 --> 00:22:08,260
it it's not butter it's
750
00:22:08,260 --> 00:22:09,494
you got to heat
751
00:22:09,494 --> 00:22:13,365
the the pan it really good use olive oil.
752
00:22:13,932 --> 00:22:14,433
Okay.
753
00:22:15,367 --> 00:22:15,801
Put it in
754
00:22:15,801 --> 00:22:17,135
it put the egg in there
755
00:22:17,135 --> 00:22:18,070
and right away
756
00:22:18,070 --> 00:22:19,004
it starts, you know, whatever.
757
00:22:19,004 --> 00:22:21,306
And then tilt the pan to side
758
00:22:21,573 --> 00:22:22,607
and take the olive oil
759
00:22:22,607 --> 00:22:23,175
and put it on
760
00:22:23,175 --> 00:22:24,276
top of the white part of the egg,
761
00:22:24,276 --> 00:22:26,311
not aeaac. Okay.
762
00:22:26,311 --> 00:22:27,112
To make a
763
00:22:27,779 --> 00:22:28,980
perfect crispy egg.
764
00:22:28,980 --> 00:22:29,614
Go.
765
00:22:30,615 --> 00:22:31,583
You did it.
766
00:22:32,651 --> 00:22:34,119
It's good you've done it.
767
00:22:34,119 --> 00:22:35,253
No.
768
00:22:35,253 --> 00:22:35,921
Okay,
769
00:22:36,054 --> 00:22:37,589
but I am going to tell you something.
770
00:22:37,589 --> 00:22:38,223
Okay.
771
00:22:38,857 --> 00:22:41,760
What kind of olive oil you use?
772
00:22:41,793 --> 00:22:44,363
I don't know.
773
00:22:44,363 --> 00:22:44,896
All right.
774
00:22:44,896 --> 00:22:46,965
There's two types of olive oil now.
775
00:22:46,965 --> 00:22:47,733
Okay.
776
00:22:47,833 --> 00:22:49,701
You got your tie in.
777
00:22:49,701 --> 00:22:50,235
You know,
778
00:22:50,235 --> 00:22:53,038
olive oil for Italian cooking, right?
779
00:22:53,405 --> 00:22:54,539
I think that's what it is.
780
00:22:54,539 --> 00:22:55,674
Or flavorful.
781
00:22:55,674 --> 00:22:58,443
Most people have the flavorful.
782
00:22:59,010 --> 00:23:01,079
Mm. Okay.
783
00:23:01,113 --> 00:23:02,414
Olive oil.
784
00:23:03,281 --> 00:23:05,617
There's also another olive oil.
785
00:23:05,617 --> 00:23:06,651
And it's what I use
786
00:23:06,651 --> 00:23:08,019
when I'm cooking out
787
00:23:08,019 --> 00:23:10,122
on the griddle or in.
788
00:23:10,155 --> 00:23:11,089
I'll just get
789
00:23:11,089 --> 00:23:13,558
it's like a regular cooking oil,
790
00:23:13,558 --> 00:23:16,261
you know, like canola oil or whatever.
791
00:23:16,962 --> 00:23:19,097
But it's just olive oil, but it's not
792
00:23:19,664 --> 00:23:20,766
the flavorful kind.
793
00:23:20,766 --> 00:23:23,301
It's just a regular cooking.
794
00:23:23,301 --> 00:23:25,036
Okay. Okay.
795
00:23:25,036 --> 00:23:27,906
So then just go out,
796
00:23:27,939 --> 00:23:30,242
look for the regular olive oil, not the
797
00:23:30,842 --> 00:23:31,443
fancy
798
00:23:33,278 --> 00:23:34,479
flavorful one,
799
00:23:34,479 --> 00:23:36,548
and use that for your cooking.
800
00:23:36,548 --> 00:23:37,149
That's a free.
801
00:23:37,149 --> 00:23:38,183
I'll give you that one.
802
00:23:38,183 --> 00:23:41,286
That one for free. Why?
803
00:23:41,453 --> 00:23:42,354
Why?
804
00:23:42,721 --> 00:23:45,123
It's really healthy for you, too, okay.
805
00:23:45,557 --> 00:23:47,159
Rather than using canola oil
806
00:23:47,159 --> 00:23:48,660
or something like that.
807
00:23:48,660 --> 00:23:49,528
And you can see me.
808
00:23:49,528 --> 00:23:51,663
I'm an Adonis, of course.
809
00:23:51,663 --> 00:23:52,397
You know.
810
00:23:52,397 --> 00:23:57,736
I'm going to pretend to write that down.
811
00:23:57,736 --> 00:23:58,937
I have a feeling that's regular.
812
00:23:58,937 --> 00:24:00,439
It's Italian olive oil,
813
00:24:00,439 --> 00:24:03,074
I think. My swear I did, too.
814
00:24:03,074 --> 00:24:05,510
And all you need to do is
815
00:24:05,510 --> 00:24:06,912
just dip a little bread in it,
816
00:24:06,912 --> 00:24:07,946
taste it, and you'll
817
00:24:07,946 --> 00:24:10,615
you'll go, oh, my gosh, that's crazy.
818
00:24:10,615 --> 00:24:11,850
I think. Olive oil.
819
00:24:11,850 --> 00:24:13,018
But it's like olive oil
820
00:24:13,018 --> 00:24:14,453
without the flavor of olive oil.
821
00:24:14,453 --> 00:24:17,122
It's just for general cooking purposes.
822
00:24:17,122 --> 00:24:18,390
Okay. All right.
823
00:24:18,390 --> 00:24:20,158
I can roll that. Yeah.
824
00:24:20,158 --> 00:24:21,593
I think my wife secretly likes
825
00:24:21,593 --> 00:24:23,328
Italian guys,
826
00:24:23,328 --> 00:24:24,863
but she's going to say anything
827
00:24:24,863 --> 00:24:26,665
to hurt my feelings. So
828
00:24:27,833 --> 00:24:29,568
I'll roll that poorly.
829
00:24:29,568 --> 00:24:30,602
I'll ask her.
830
00:24:30,602 --> 00:24:32,904
Pauline likes Chubby get really?
831
00:24:33,271 --> 00:24:35,240
Oh yeah, I know for a fact.
832
00:24:35,240 --> 00:24:38,276
Yeah, well, yeah, I know for a fact.
833
00:24:38,944 --> 00:24:39,444
I know.
834
00:24:39,444 --> 00:24:41,947
You know, I told you before she likes
835
00:24:41,947 --> 00:24:44,049
she likes watching bull riding.
836
00:24:44,049 --> 00:24:46,251
Yeah.
837
00:24:46,251 --> 00:24:49,087
Who's that day? Actor.
838
00:24:49,087 --> 00:24:51,122
Oh, I think of the actor's name.
839
00:24:52,491 --> 00:24:53,692
Bull riding.
840
00:24:53,692 --> 00:24:53,959
Bull.
841
00:24:53,959 --> 00:24:57,128
Right now there's another
842
00:24:57,429 --> 00:24:57,829
time.
843
00:24:57,929 --> 00:24:59,197
It was a guy in Silverado.
844
00:24:59,197 --> 00:25:00,165
Remember the bad guy,
845
00:25:00,165 --> 00:25:02,400
sheriff in Silverado.
846
00:25:02,400 --> 00:25:04,803
Now, Brian Dennehy.
847
00:25:04,803 --> 00:25:05,470
He likes that.
848
00:25:05,470 --> 00:25:05,937
She likes that.
849
00:25:05,937 --> 00:25:08,073
Guy, the sweet, um, Brian Dennehy.
850
00:25:08,073 --> 00:25:09,608
She like sumo wrestling.
851
00:25:09,608 --> 00:25:13,144
I'm like, Oh, jeez, now she.
852
00:25:13,144 --> 00:25:14,446
Pauline's a chubby chaser.
853
00:25:14,446 --> 00:25:17,315
You got to eat to keep up.
854
00:25:17,315 --> 00:25:17,849
Yeah.
855
00:25:21,253 --> 00:25:21,887
I tested.
856
00:25:21,887 --> 00:25:24,456
By. No, I know. Okay.
857
00:25:24,723 --> 00:25:25,390
I know.
858
00:25:25,390 --> 00:25:27,792
The last few months,
859
00:25:27,792 --> 00:25:31,296
Pauline is in love with these shows
860
00:25:32,197 --> 00:25:33,698
like Lone Star, LA.
861
00:25:33,698 --> 00:25:35,166
All these guys are around
862
00:25:35,166 --> 00:25:37,903
chick and fishing licenses and stuff.
863
00:25:37,903 --> 00:25:39,371
She's just pretty.
864
00:25:39,371 --> 00:25:40,739
You know, these shows?
865
00:25:40,739 --> 00:25:41,473
Yeah. Yeah.
866
00:25:41,473 --> 00:25:41,940
You ever seen.
867
00:25:41,940 --> 00:25:42,607
There's like
868
00:25:42,607 --> 00:25:43,842
there's like a dozen of them.
869
00:25:43,842 --> 00:25:45,544
Maine, New Hampshire,
870
00:25:45,544 --> 00:25:47,279
all the wildlife guys.
871
00:25:47,279 --> 00:25:49,314
So she likes Chevy Authority figures.
872
00:25:49,915 --> 00:25:52,350
There's some guy in Texas.
873
00:25:52,350 --> 00:25:54,219
She's like, oh, he's my favorite guy.
874
00:25:54,219 --> 00:25:55,120
Chubby old guy.
875
00:25:56,421 --> 00:25:57,389
Oh, she loves it.
876
00:25:57,389 --> 00:25:59,991
Oh, he comes on and she just
877
00:25:59,991 --> 00:26:02,227
she just lights up. I was like, okay.
878
00:26:02,227 --> 00:26:03,562
You've got longevity in your
879
00:26:03,562 --> 00:26:08,033
in your relationship.
880
00:26:08,033 --> 00:26:10,402
I just. Want chubby.
881
00:26:10,402 --> 00:26:12,470
Yeah, chubby guy.
882
00:26:12,804 --> 00:26:15,840
Look no further.
883
00:26:15,840 --> 00:26:16,741
All right,
884
00:26:16,741 --> 00:26:19,311
well, what else you got on on this
885
00:26:19,311 --> 00:26:20,378
revelation?
886
00:26:20,512 --> 00:26:21,813
Wait a minute, wait a minute.
887
00:26:21,813 --> 00:26:22,914
Wait a minute.
888
00:26:23,782 --> 00:26:25,150
Speaking of fishing.
889
00:26:25,150 --> 00:26:25,684
Mm hmm.
890
00:26:28,019 --> 00:26:29,387
Because Pauline is such a
891
00:26:29,387 --> 00:26:31,056
not with these shows. Right?
892
00:26:31,056 --> 00:26:31,923
We're going
893
00:26:31,923 --> 00:26:34,893
me and the kids over the grandkids.
894
00:26:34,893 --> 00:26:37,862
We're all going to Cape Cod this weekend
895
00:26:37,862 --> 00:26:39,731
and do some snorkeling, some fish
896
00:26:39,731 --> 00:26:40,532
and some boogie board.
897
00:26:40,532 --> 00:26:41,800
And we're going to
898
00:26:42,300 --> 00:26:43,768
kill it for four days.
899
00:26:43,768 --> 00:26:45,503
Okay.
900
00:26:45,503 --> 00:26:47,606
So I said
901
00:26:47,606 --> 00:26:49,774
she's and I've been going there forever.
902
00:26:50,508 --> 00:26:51,042
Never once
903
00:26:51,042 --> 00:26:51,843
did I ever think to get
904
00:26:51,843 --> 00:26:52,677
a fishing license,
905
00:26:53,678 --> 00:26:55,780
ever.
906
00:26:55,780 --> 00:26:57,782
So I said, Jeez, that's crazy.
907
00:26:57,782 --> 00:26:59,017
Now I'm watching all these shows.
908
00:26:59,017 --> 00:27:00,585
Pauline, I,
909
00:27:00,685 --> 00:27:03,254
I'm I never got a fishing license,
910
00:27:03,388 --> 00:27:06,191
so I go on mass dates, salt boy,
911
00:27:06,191 --> 00:27:06,558
you know.
912
00:27:06,558 --> 00:27:08,026
So I get my saltwater license
913
00:27:08,026 --> 00:27:10,595
from Massachusetts. Yeah.
914
00:27:10,595 --> 00:27:13,431
And I'm reading through
915
00:27:13,431 --> 00:27:16,968
those who require a license.
916
00:27:16,968 --> 00:27:17,602
This is end.
917
00:27:17,602 --> 00:27:19,571
This going to end bad for us.
918
00:27:19,571 --> 00:27:21,740
Okay. Okay.
919
00:27:21,806 --> 00:27:23,908
Those who require a license for saltwater
920
00:27:23,908 --> 00:27:28,980
fishing in Massachusetts, ages 16 to 59.
921
00:27:29,547 --> 00:27:30,782
You're kidding?
922
00:27:31,583 --> 00:27:33,685
So you don't need a license anymore?
923
00:27:33,685 --> 00:27:37,622
Well, I had to pay a dollar 45 for you.
924
00:27:37,656 --> 00:27:40,058
Still had to get a written permit. Okay.
925
00:27:40,592 --> 00:27:42,727
That you signed up and everything
926
00:27:42,727 --> 00:27:45,063
and it only costs dollar 45.
927
00:27:45,063 --> 00:27:45,930
No kidding.
928
00:27:45,930 --> 00:27:48,299
$1 and 45. Wow. Right.
929
00:27:48,833 --> 00:27:49,200
Yeah.
930
00:27:49,200 --> 00:27:53,471
And I'm thinking, yeah, yeah, yeah.
931
00:27:53,471 --> 00:27:55,173
And then it hit me.
932
00:27:55,173 --> 00:27:57,108
Yeah, I'm that old.
933
00:27:57,108 --> 00:27:59,911
Yeah, I know that old is like,
934
00:28:00,912 --> 00:28:02,347
oh, please, fish, man.
935
00:28:02,347 --> 00:28:02,681
We don't.
936
00:28:02,681 --> 00:28:04,082
We don't want it to be
937
00:28:04,082 --> 00:28:06,451
your last line ever. Hmm.
938
00:28:06,451 --> 00:28:09,254
You know, just enjoy the day old, man.
939
00:28:09,521 --> 00:28:11,089
Yeah, yeah, yeah. You.
940
00:28:11,089 --> 00:28:12,557
You deserve it.
941
00:28:12,557 --> 00:28:13,525
That's terrible.
942
00:28:13,525 --> 00:28:13,758
Good.
943
00:28:13,758 --> 00:28:14,192
They say,
944
00:28:14,192 --> 00:28:17,996
hey, you know, 59, you get 5% off or what
945
00:28:18,196 --> 00:28:18,630
it should.
946
00:28:18,630 --> 00:28:20,098
You it should be called
947
00:28:20,098 --> 00:28:21,299
a courtesy license
948
00:28:21,299 --> 00:28:22,901
or a courtesy or whatever.
949
00:28:22,901 --> 00:28:23,802
Because you've been around,
950
00:28:23,802 --> 00:28:26,738
you've you've paid your dues.
951
00:28:26,738 --> 00:28:30,508
Something other than, oh, you're over 59.
952
00:28:30,575 --> 00:28:32,210
Well, you know,
953
00:28:32,210 --> 00:28:33,878
you're that much closer to being dead.
954
00:28:33,878 --> 00:28:35,647
This could be your last day ever.
955
00:28:35,647 --> 00:28:37,248
Yeah, we don't want it.
956
00:28:37,248 --> 00:28:39,017
Yeah, yeah.
957
00:28:39,017 --> 00:28:42,320
But when I saw zero, you know, 16, the 59
958
00:28:42,987 --> 00:28:45,023
oh 59 no charge.
959
00:28:45,023 --> 00:28:46,658
I was, oh, you should see me.
960
00:28:46,658 --> 00:28:48,359
I'm like, Yeah, yeah, right.
961
00:28:48,359 --> 00:28:49,461
And then you get something back
962
00:28:49,461 --> 00:28:50,195
for all those taxes.
963
00:28:50,195 --> 00:28:51,463
Yeah, yeah. Exactly.
964
00:28:51,463 --> 00:28:52,397
And then it was like,
965
00:28:53,364 --> 00:28:55,700
oh my gosh, this is not a good thing.
966
00:28:56,401 --> 00:28:58,002
Do you know the state of Mississippi
967
00:28:58,002 --> 00:29:00,038
does the best thing that I've ever seen.
968
00:29:00,572 --> 00:29:02,273
And I don't know any states to do this.
969
00:29:02,273 --> 00:29:03,408
It's I've never seen it before.
970
00:29:03,408 --> 00:29:05,310
And actually, until I got to Mississippi
971
00:29:05,310 --> 00:29:06,277
and went went
972
00:29:06,277 --> 00:29:08,747
fishing on a lake down there.
973
00:29:08,747 --> 00:29:10,081
Were you back to boats up at
974
00:29:10,081 --> 00:29:11,483
the boat ramp?
975
00:29:11,483 --> 00:29:13,952
They had had like,
976
00:29:14,719 --> 00:29:16,588
I don't know, a board right up there
977
00:29:16,588 --> 00:29:18,289
and they had about 30 lifejackets
978
00:29:18,289 --> 00:29:20,892
on there for free for kids. Wow.
979
00:29:20,892 --> 00:29:22,861
That is the best thing I've ever seen.
980
00:29:22,861 --> 00:29:23,428
If you don't
981
00:29:23,428 --> 00:29:24,696
if you forgot to bring a life jacket
982
00:29:24,696 --> 00:29:25,130
for your kid,
983
00:29:25,130 --> 00:29:27,165
there's a free one right there.
984
00:29:27,232 --> 00:29:29,134
Is that is that fantastic or what?
985
00:29:29,134 --> 00:29:30,535
That's awesome.
986
00:29:30,535 --> 00:29:33,404
That should be every state. Yeah. And
987
00:29:34,405 --> 00:29:34,773
could have
988
00:29:34,773 --> 00:29:37,742
a couple adult sized ones there too.
989
00:29:38,576 --> 00:29:40,512
You know what I mean for those. Yeah.
990
00:29:40,512 --> 00:29:41,880
For unfortunates like myself,
991
00:29:41,880 --> 00:29:43,982
they also can't swim here. Okay.
992
00:29:44,249 --> 00:29:45,550
I can't believe how much time
993
00:29:45,550 --> 00:29:46,417
you spend on the water
994
00:29:46,417 --> 00:29:47,485
and you can't swim.
995
00:29:47,485 --> 00:29:49,654
Yeah, well.
996
00:29:49,654 --> 00:29:50,555
All right.
997
00:29:50,555 --> 00:29:52,857
Well, Robert also got.
998
00:29:53,324 --> 00:29:55,560
Well, I was just, like I said, going back
999
00:29:55,560 --> 00:29:59,464
to this estimate thing,
1000
00:29:59,464 --> 00:30:00,799
I just can't stress enough
1001
00:30:00,799 --> 00:30:02,367
for the guys who are out there doing it,
1002
00:30:02,367 --> 00:30:04,636
who are always trying to
1003
00:30:04,636 --> 00:30:06,604
figure out more ways to make more money
1004
00:30:06,604 --> 00:30:10,175
without doing more square footage.
1005
00:30:10,175 --> 00:30:11,276
This company,
1006
00:30:11,276 --> 00:30:13,478
like I keep going over and over about
1007
00:30:13,845 --> 00:30:16,681
I mean, I paid just about
1008
00:30:16,681 --> 00:30:17,949
I had to try to find the money
1009
00:30:17,949 --> 00:30:20,819
to get these guys to do the job.
1010
00:30:20,819 --> 00:30:22,921
And if I ever had to go back
1011
00:30:22,921 --> 00:30:23,688
into the business
1012
00:30:23,688 --> 00:30:25,156
and I know it's
1013
00:30:25,156 --> 00:30:25,757
something I'm
1014
00:30:25,757 --> 00:30:26,758
probably going to drive boom
1015
00:30:26,758 --> 00:30:27,692
crazy about,
1016
00:30:27,692 --> 00:30:30,295
you know, you need to start working
1017
00:30:30,295 --> 00:30:31,763
like this. Yeah.
1018
00:30:31,763 --> 00:30:33,331
You know, he's already charging
1019
00:30:33,331 --> 00:30:34,432
premium price that
1020
00:30:35,466 --> 00:30:36,734
he's way up there.
1021
00:30:36,734 --> 00:30:37,168
He's one
1022
00:30:37,168 --> 00:30:37,802
definitely one of the
1023
00:30:37,802 --> 00:30:39,304
highest in the area.
1024
00:30:39,304 --> 00:30:42,540
But I think you
1025
00:30:43,441 --> 00:30:44,709
if you give a little bit
1026
00:30:44,709 --> 00:30:45,510
more in the front,
1027
00:30:45,510 --> 00:30:47,312
I think you'll even get more on the back
1028
00:30:47,312 --> 00:30:48,213
end of it.
1029
00:30:48,379 --> 00:30:49,214
Yeah, yeah.
1030
00:30:49,214 --> 00:30:50,815
I think that's what these people did.
1031
00:30:50,815 --> 00:30:51,583
But
1032
00:30:52,717 --> 00:30:54,452
the upsell,
1033
00:30:55,420 --> 00:30:56,554
I got to give it to you again.
1034
00:30:56,554 --> 00:30:57,355
Once again,
1035
00:30:57,355 --> 00:30:58,523
I'm talking about the packet
1036
00:30:58,523 --> 00:31:00,625
and you use it for up sound like
1037
00:31:00,625 --> 00:31:01,860
man my packet
1038
00:31:01,860 --> 00:31:03,828
would be thick, full of stuff
1039
00:31:03,828 --> 00:31:04,863
just like you said,
1040
00:31:04,863 --> 00:31:07,765
flush match, whatever, whatever it takes.
1041
00:31:08,233 --> 00:31:09,067
You know,
1042
00:31:09,467 --> 00:31:10,535
when I was still in
1043
00:31:10,535 --> 00:31:11,936
the Janson business back
1044
00:31:11,936 --> 00:31:14,539
when I was in sport for Boner,
1045
00:31:14,539 --> 00:31:17,809
I was talking to a really,
1046
00:31:18,643 --> 00:31:21,512
really successful distributor
1047
00:31:22,113 --> 00:31:24,148
in Kansas.
1048
00:31:24,983 --> 00:31:26,417
And, you know, I'd work
1049
00:31:26,417 --> 00:31:28,052
with a lot of different distribution
1050
00:31:28,052 --> 00:31:30,388
Virgin Sam for a long time.
1051
00:31:30,388 --> 00:31:32,857
And I said, Man, what is your secret?
1052
00:31:32,891 --> 00:31:33,992
Because he
1053
00:31:34,225 --> 00:31:37,528
he just doesn't seem that he's working
1054
00:31:37,528 --> 00:31:38,196
that hard.
1055
00:31:39,464 --> 00:31:42,267
You know, he's happy, right?
1056
00:31:42,300 --> 00:31:43,601
He's he's just one of those guys.
1057
00:31:43,601 --> 00:31:45,737
Every time you see him, he's just happy.
1058
00:31:45,737 --> 00:31:48,473
Well, he's happy because he's
1059
00:31:48,473 --> 00:31:51,276
just making money hand over fist.
1060
00:31:51,276 --> 00:31:52,810
But I said to him,
1061
00:31:52,810 --> 00:31:54,479
you know, we're kind of joking around
1062
00:31:54,479 --> 00:31:55,313
when it's supper.
1063
00:31:55,313 --> 00:31:55,647
And I said,
1064
00:31:55,647 --> 00:31:57,382
you know, what's the key, man?
1065
00:31:57,382 --> 00:32:01,953
And he goes, Drill deeper.
1066
00:32:01,953 --> 00:32:03,121
He goes,
1067
00:32:03,121 --> 00:32:04,656
I am the king
1068
00:32:04,656 --> 00:32:07,125
of drilling deeper with customers.
1069
00:32:08,259 --> 00:32:09,327
If I got him for this,
1070
00:32:09,327 --> 00:32:10,094
I want him for that.
1071
00:32:10,094 --> 00:32:10,895
If I get him for that,
1072
00:32:10,895 --> 00:32:12,830
I want it for this. Yeah.
1073
00:32:12,830 --> 00:32:15,967
And he goes, I just never stop
1074
00:32:16,901 --> 00:32:18,569
trying to drill deeper
1075
00:32:18,569 --> 00:32:19,971
with his customers.
1076
00:32:19,971 --> 00:32:21,139
Well, yes.
1077
00:32:21,139 --> 00:32:22,373
So yeah.
1078
00:32:22,373 --> 00:32:24,842
And here's a reason to do it is you
1079
00:32:24,842 --> 00:32:26,878
you work so hard in this trade
1080
00:32:27,245 --> 00:32:29,314
that you owe it to yourself.
1081
00:32:29,314 --> 00:32:30,081
Yeah, absolutely.
1082
00:32:30,081 --> 00:32:31,449
Positively owe it to yourself.
1083
00:32:32,483 --> 00:32:33,384
You know,
1084
00:32:33,751 --> 00:32:35,420
sometimes people think, oh,
1085
00:32:35,420 --> 00:32:36,654
I can't get him for that price
1086
00:32:36,654 --> 00:32:38,356
because it seems like it's so exorbitant,
1087
00:32:38,356 --> 00:32:39,490
so high.
1088
00:32:39,490 --> 00:32:40,224
But
1089
00:32:40,992 --> 00:32:41,993
the Cadillac dealership
1090
00:32:41,993 --> 00:32:42,827
don't care about that.
1091
00:32:42,827 --> 00:32:44,228
They don't worry about that.
1092
00:32:44,228 --> 00:32:47,098
I was just in a Best Buy has like eight K
1093
00:32:47,865 --> 00:32:48,700
TVs now.
1094
00:32:48,700 --> 00:32:52,070
So a TV for $10,000.
1095
00:32:52,136 --> 00:32:54,072
I'm trying to justify it.
1096
00:32:54,072 --> 00:32:56,307
And I know this is the way it happened.
1097
00:32:56,307 --> 00:32:57,642
It ain't never going to happen.
1098
00:32:57,642 --> 00:33:00,345
But my point is, you know what I mean?
1099
00:33:02,146 --> 00:33:03,781
Every other industry you
1100
00:33:03,781 --> 00:33:05,483
don't feel guilty about
1101
00:33:05,483 --> 00:33:07,352
about charging what they charge.
1102
00:33:07,352 --> 00:33:08,886
If you have offer quality service,
1103
00:33:08,886 --> 00:33:10,088
especially in a time,
1104
00:33:10,088 --> 00:33:10,855
a day and age that
1105
00:33:10,855 --> 00:33:13,057
people don't do this anymore,
1106
00:33:13,057 --> 00:33:13,891
you know what I mean?
1107
00:33:13,891 --> 00:33:14,792
It's a craft.
1108
00:33:14,792 --> 00:33:15,326
It is a skill
1109
00:33:15,326 --> 00:33:17,729
that you just don't see out there, man.
1110
00:33:18,062 --> 00:33:19,197
You owe it to yourself
1111
00:33:19,197 --> 00:33:20,832
to charge accordingly.
1112
00:33:20,832 --> 00:33:22,433
You really, really do.
1113
00:33:22,433 --> 00:33:23,101
I mean, Rob
1114
00:33:23,101 --> 00:33:25,003
and I don't have any skin in the game.
1115
00:33:25,003 --> 00:33:27,338
You know, we're just two old guys now.
1116
00:33:27,338 --> 00:33:29,540
But what I'm getting.
1117
00:33:29,540 --> 00:33:30,575
Old guys getting free
1118
00:33:30,575 --> 00:33:32,744
fishing licenses now. Them, right.
1119
00:33:34,145 --> 00:33:34,812
What I've
1120
00:33:34,812 --> 00:33:35,613
learned and
1121
00:33:35,613 --> 00:33:37,081
when I've been around the industry
1122
00:33:37,081 --> 00:33:38,449
and seeing other people
1123
00:33:38,449 --> 00:33:39,450
across the industry
1124
00:33:39,450 --> 00:33:41,786
and what have you, man,
1125
00:33:42,153 --> 00:33:44,422
if there's any way possible to do this,
1126
00:33:44,422 --> 00:33:46,190
you really do owe it to yourself,
1127
00:33:46,190 --> 00:33:46,958
to your business,
1128
00:33:46,958 --> 00:33:48,860
your family and everything is find
1129
00:33:48,860 --> 00:33:49,861
ways, right?
1130
00:33:49,861 --> 00:33:50,661
Well, not just
1131
00:33:50,661 --> 00:33:52,030
we're going to close this up,
1132
00:33:52,030 --> 00:33:55,066
but when I say upselling and and you go,
1133
00:33:55,066 --> 00:33:56,801
why use a Tampico brush every day?
1134
00:33:56,801 --> 00:33:58,803
So I'm not really it's just what I do.
1135
00:33:58,803 --> 00:34:00,204
But it is an upsell.
1136
00:34:00,204 --> 00:34:01,773
It is something that other people
1137
00:34:01,773 --> 00:34:02,740
we're going to talk about this one,
1138
00:34:02,740 --> 00:34:04,442
we're going to have a standing podcast.
1139
00:34:04,442 --> 00:34:05,109
You're coming soon.
1140
00:34:05,109 --> 00:34:06,577
He's going to talk about this minute,
1141
00:34:06,577 --> 00:34:08,613
but it's a it's
1142
00:34:08,613 --> 00:34:09,180
something above
1143
00:34:09,180 --> 00:34:10,715
and beyond what a lot of people do.
1144
00:34:10,715 --> 00:34:11,916
So it is an upsell.
1145
00:34:11,916 --> 00:34:12,250
It is
1146
00:34:12,250 --> 00:34:12,817
it is something
1147
00:34:12,817 --> 00:34:14,385
that you don't have to do,
1148
00:34:14,385 --> 00:34:15,453
but you are doing to
1149
00:34:15,453 --> 00:34:17,355
to create a quality job.
1150
00:34:17,355 --> 00:34:18,723
These things that you're doing,
1151
00:34:18,723 --> 00:34:20,291
you're doing that for your own benefit,
1152
00:34:20,291 --> 00:34:21,125
but you're doing for the better
1153
00:34:21,125 --> 00:34:22,360
for the clients.
1154
00:34:22,360 --> 00:34:24,062
So 100%
1155
00:34:24,062 --> 00:34:24,629
be able to work
1156
00:34:24,629 --> 00:34:26,030
that into your, into your,
1157
00:34:26,030 --> 00:34:27,098
your, your,
1158
00:34:27,098 --> 00:34:28,833
your estimates and everything.
1159
00:34:28,833 --> 00:34:31,002
Make sure you get that point across in
1160
00:34:31,002 --> 00:34:33,371
and hopefully get some value out of that.
1161
00:34:33,871 --> 00:34:34,472
You know,
1162
00:34:34,472 --> 00:34:35,506
one, one more thing
1163
00:34:35,506 --> 00:34:38,543
before you cut us off.
1164
00:34:38,543 --> 00:34:39,977
When I was looking at the packet
1165
00:34:39,977 --> 00:34:41,279
that they sent me
1166
00:34:41,279 --> 00:34:43,047
and going through different brochures
1167
00:34:43,047 --> 00:34:44,348
at different pieces of equipment
1168
00:34:44,348 --> 00:34:45,483
and everything,
1169
00:34:45,650 --> 00:34:47,618
it looked really familiar.
1170
00:34:47,618 --> 00:34:49,020
It looked like something Eileen
1171
00:34:49,020 --> 00:34:49,620
put together.
1172
00:34:51,022 --> 00:34:52,557
I was thinking that when you were
1173
00:34:52,557 --> 00:34:53,491
when you were saying that.
1174
00:34:53,491 --> 00:34:55,993
I mean, let me tell you guys something.
1175
00:34:56,427 --> 00:34:57,962
No, buddy,
1176
00:34:57,962 --> 00:35:00,731
nobody in this business gets it except
1177
00:35:01,265 --> 00:35:04,068
for Bona when it comes to those
1178
00:35:04,735 --> 00:35:07,405
those brochures and stuff.
1179
00:35:07,405 --> 00:35:07,705
You know,
1180
00:35:07,705 --> 00:35:09,240
I remember years ago
1181
00:35:09,240 --> 00:35:11,175
when I started with Bona,
1182
00:35:11,175 --> 00:35:12,677
I thought, geez, you know,
1183
00:35:12,677 --> 00:35:14,345
some of this stuff
1184
00:35:15,079 --> 00:35:18,149
was looks a little feminine,
1185
00:35:18,149 --> 00:35:18,850
right?
1186
00:35:19,350 --> 00:35:20,551
It doesn't look like it's me.
1187
00:35:20,551 --> 00:35:21,319
And then I,
1188
00:35:21,319 --> 00:35:22,787
you know, mentioned something
1189
00:35:22,787 --> 00:35:24,021
to somebody in marketing one day
1190
00:35:24,021 --> 00:35:24,722
and they go,
1191
00:35:25,022 --> 00:35:26,491
Yeah, a lot of our marketing
1192
00:35:26,491 --> 00:35:28,693
pieces are geared towards
1193
00:35:28,693 --> 00:35:30,294
women because they're the ones
1194
00:35:30,294 --> 00:35:32,530
who are making the decisions on color.
1195
00:35:32,530 --> 00:35:34,532
I mean, look at some of the brochures
1196
00:35:35,099 --> 00:35:36,300
that the marketing department
1197
00:35:36,300 --> 00:35:38,536
has has made over the years.
1198
00:35:38,536 --> 00:35:41,672
Look at your adhesive brochures, amazing
1199
00:35:42,273 --> 00:35:43,274
stained brochures,
1200
00:35:43,274 --> 00:35:45,776
traffic brochures, craft oil brochures.
1201
00:35:46,677 --> 00:35:47,311
I'm filling
1202
00:35:47,311 --> 00:35:49,814
my pack it up with all of that stuff.
1203
00:35:50,748 --> 00:35:51,616
If your distributor
1204
00:35:51,616 --> 00:35:52,483
doesn't have it,
1205
00:35:52,483 --> 00:35:56,254
reach out to your your territory manager.
1206
00:35:57,455 --> 00:35:58,923
He'll get it through the distributor.
1207
00:35:58,923 --> 00:35:59,991
But my gosh,
1208
00:35:59,991 --> 00:36:01,225
I wouldn't do an estimate
1209
00:36:01,225 --> 00:36:02,527
without sending out a packet
1210
00:36:02,527 --> 00:36:05,163
from now on ever.
1211
00:36:05,163 --> 00:36:07,431
And I'll tell you the,
1212
00:36:07,431 --> 00:36:09,433
the stuff that and makes
1213
00:36:09,967 --> 00:36:12,136
for our brochures and everything, it's,
1214
00:36:12,136 --> 00:36:13,304
it's perfect.
1215
00:36:13,304 --> 00:36:15,740
I mean it is absolutely perfect.
1216
00:36:15,740 --> 00:36:18,009
It just sets the tone.
1217
00:36:18,276 --> 00:36:19,243
Okay.
1218
00:36:19,277 --> 00:36:20,077
Because I can't let
1219
00:36:20,077 --> 00:36:24,015
you have the last word and
1220
00:36:24,182 --> 00:36:26,284
please of please allow me this.
1221
00:36:26,284 --> 00:36:28,486
I've said this before, but
1222
00:36:28,486 --> 00:36:31,289
but we want to talk about upselling.
1223
00:36:31,289 --> 00:36:33,090
I know. Yes, I'm the adhesive guy.
1224
00:36:33,090 --> 00:36:35,393
But but listen, I have to say this.
1225
00:36:36,127 --> 00:36:38,062
If you're if you're in a client's home,
1226
00:36:38,062 --> 00:36:40,231
when is it 1500 square feet?
1227
00:36:40,231 --> 00:36:41,065
Let's say it's half
1228
00:36:41,065 --> 00:36:41,832
inch engineered floor.
1229
00:36:41,832 --> 00:36:42,900
It's going to go down
1230
00:36:42,900 --> 00:36:44,835
five, eight engineered.
1231
00:36:44,835 --> 00:36:46,103
If you can let your client know
1232
00:36:46,103 --> 00:36:47,572
that half inch underneath
1233
00:36:47,572 --> 00:36:49,941
this floor is a sea of chemicals.
1234
00:36:49,941 --> 00:36:52,577
And together those chemicals
1235
00:36:53,311 --> 00:36:54,512
form the word adhesive.
1236
00:36:54,512 --> 00:36:55,880
Right. And
1237
00:36:57,215 --> 00:36:57,815
there's some
1238
00:36:57,815 --> 00:36:58,249
there's some
1239
00:36:58,249 --> 00:36:58,883
products out there
1240
00:36:58,883 --> 00:37:00,184
that do have some nasty off
1241
00:37:00,184 --> 00:37:00,918
gassing stuff
1242
00:37:00,918 --> 00:37:01,352
that, you know,
1243
00:37:01,352 --> 00:37:03,988
we breathe everything they emit.
1244
00:37:03,988 --> 00:37:05,122
We crawl around the floor.
1245
00:37:05,122 --> 00:37:06,290
Kids are crawling around the floor,
1246
00:37:06,290 --> 00:37:07,625
the dogs crawling around the floors
1247
00:37:07,625 --> 00:37:09,727
and what have you and
1248
00:37:09,727 --> 00:37:12,096
everything that they emit, you're
1249
00:37:12,096 --> 00:37:13,030
breathing that.
1250
00:37:13,030 --> 00:37:13,931
Okay,
1251
00:37:13,998 --> 00:37:15,366
so there's only one adhesive
1252
00:37:15,366 --> 00:37:16,767
in the entire industry
1253
00:37:16,767 --> 00:37:18,569
that is green guard gold certified,
1254
00:37:18,569 --> 00:37:19,537
which also it's a third
1255
00:37:19,537 --> 00:37:20,438
party certificate.
1256
00:37:20,438 --> 00:37:22,840
It means safer children, schools
1257
00:37:23,074 --> 00:37:24,675
and hospitals.
1258
00:37:24,675 --> 00:37:25,743
That's a differentiator
1259
00:37:25,743 --> 00:37:27,345
that nobody else has.
1260
00:37:27,345 --> 00:37:29,046
So we talk about upselling,
1261
00:37:29,046 --> 00:37:30,114
you know, to be able to say that,
1262
00:37:30,114 --> 00:37:30,481
you know what,
1263
00:37:30,481 --> 00:37:31,749
we offer this to our clients
1264
00:37:31,749 --> 00:37:33,317
because it doesn't
1265
00:37:33,317 --> 00:37:34,652
create indoor air pollution
1266
00:37:34,652 --> 00:37:37,121
and what have you is a great upsell.
1267
00:37:37,121 --> 00:37:38,489
Okay.
1268
00:37:38,489 --> 00:37:39,223
You either were
1269
00:37:39,223 --> 00:37:40,791
I was going to leave a little rabbit.
1270
00:37:40,791 --> 00:37:42,960
You walked me into it. I'm okay.
1271
00:37:43,294 --> 00:37:44,895
I'm fine. That's it.
1272
00:37:46,464 --> 00:37:47,231
Thank you for listening.
1273
00:37:47,231 --> 00:37:48,332
This episode
1274
00:37:48,332 --> 00:37:49,800
and please stay tuned for
1275
00:37:49,800 --> 00:37:58,342
another episode.