Wayne and Rob discuss ways to think outside the box when running your business. 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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Well, welcome to another
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episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highlander,
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National Sales Manager Bona Adhesives.
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And I'm Rob Johnson,
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who has not been nominated
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for 40 under 40 again.
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You keep looking and it's just not
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there, is it?
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I just every time I open the magazine up
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for the hey, here's the 40 under 40,
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I would think, and I would get
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that posthumously, humorously post humor.
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Is that right?
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You're the word guy.
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Well,
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I had it until you said it three times.
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Published posthumously.
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Oh, crap.
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I don't know. Posthumously.
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Nah, I think it's humorously post humor.
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Well, let's.
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Not look like idiots
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when they're very good.
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Right out of the gate.
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Okay.
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Series bell.
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Posthumously.
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Posthumously.
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Posthumously. Oh. Right.
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Posthumously.
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I think he said it wrong.
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Could be.
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So you keep looking in.
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Your name is still not there?
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Still not there.
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It's like the old carpenter said.
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I cut it three times. Is still too short.
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Still too short
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or like my grandfather used to say,
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the blind man who picked up his hammer
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and saw all Wayne Carpenter.
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He thought that was the funniest joke
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in the world.
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Picked up his hammer and saw.
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Picked up or his hammer and saw.
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Robbie,
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do you ever hear of the blind carpenter?
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He picked up his hammer and saw.
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Right.
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Rob? He's not on the show anymore.
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No, my grandfather called me Robbie.
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Oh, okay.
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You're looking for the last guy.
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That's pretty funny.
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All right.
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Yeah. 40 under 40.
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What is.
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How many years are you going to run this?
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Well, it started off 30 under 30.
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Mm hmm.
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I feel like they didn't do that
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very long, Moran.
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I think they.
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I think they did it a couple of years.
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You're right.
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I think they've done 40 to 40 longer.
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I think so.
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I wonder if they ever going to do, like a
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it's like 50 over 50.
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Too many,
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although with the average age
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of the foreign contractor
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over 50 years old
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now some
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and maybe it would make sense, but
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I think 50.
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You can't you can't do 50 over 50.
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That's just the numbers don't work.
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I think you might have to do what if you
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you could do 40 or 50?
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I don't know.
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Wait a minute. Thinking out loud here.
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Wait a. Minute. You just messed it up.
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50 over 50.
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Under 50.
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You said 50 over 50.
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You're trying to lump yourself in.
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I see where you are.
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That's brilliant. It's.
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There you go. See?
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You want to say, I get it?
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No.
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If they change the wording.
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30 over 30. Boom.
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You can be in.
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Yeah. 40 over four.
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Yes. You want to go the other way?
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Not 40 under. 40 over.
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You know what?
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I islanders in every year.
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I've done every year.
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You know why that's.
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I actually hadn't thought about that way.
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Honest to God.
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But now that you do,
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it's pretty brilliant. Good work.
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Thank you.
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Mm hmm.
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Yeah. Once in a while.
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All right.
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No, I'm just kidding.
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Congrats to all, all the. All the.
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Anyway, whoever wins
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the 40 under 40 or 30 under 30,
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whatever it is, I mean, congrats, man.
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It's it's fabulous. It's.
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It's a great honor. I know that the.
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I don't think
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they want any more nominees.
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I think they already have
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all the nominees
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for the next group of people.
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So I always look forward to
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to see who the next talented group is and
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excited for anybody who wins.
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All right, Rob,
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what is on your mind?
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What's today's show about?
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Thinking outside
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the box are your businesses
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that we're going with today.
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That you seriously had to ask me that?
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Thinking outside of the box,
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I'm looking at my paperwork here,
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and I think
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that's the one we're going with.
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Yeah, that's.
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That's what we'll go with. Okay.
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Mm hmm.
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So
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what do you think about that?
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I think if you had thought
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outside the box and in about what show
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we were going to do about
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an hour
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before the show, it would have been nice.
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Well, we have a few.
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We had three that we're doing today.
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So I just want to make sure
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we're on the same page.
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Okay.
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I think this look and this and this time,
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you know, with the short
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staff that we all have,
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I think
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it's a great
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topic because to me, this whole
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the whole reason
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for being in business right now
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and with the
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where we are in the industry in this era
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is maximizing getting the most
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you possibly can
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for yourself out of your business.
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And thinking outside the box.
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We talk about other things.
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I mean, it all comes down to
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this is how do you make more money?
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And Rob
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says, Oh, people think I'm greedy.
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And it's not greedy at all.
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It's you need this, you deserve this.
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There's a lot of people
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that can't do this.
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It's terribly difficult doing flaws.
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And, you know, with the tools
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that are out there to help you today,
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anything that you can do
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to think outside the box
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and make more money for yourself
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if you're leaving any stones unturned?
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I think maybe there's a good it's
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good to talk about because
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especially when the demand is so great
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right now,
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you don't ever want to have that.
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And I've had the feeling before,
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I think we've all had that.
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I've left money on the table.
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There's a that's a that's a bad feeling
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to too
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and for leaving money
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on the table for a job is bad.
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Leaving money on the table for a career
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is criminal.
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I always say you got
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to think about, you know,
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this, this, this.
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You think about you on your shoulder.
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An old man, 70 year old man
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is is a 60 year old man.
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I keep
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thinking I keep moving it up more,
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but you have to think about that guy.
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That's you 20 years
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from now or 30 years from now.
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And you're going to get God forbid
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you mean you're going to get there
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one day. It's going to happen.
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You know, and I think the thing about
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slow change is, is very, very difficult
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sometimes to react to and deal with
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because it takes
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so, so long for it to happen.
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So, like, if it's going to rain tomorrow,
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you know, I was going to rain.
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I've got a button down hatches.
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I it's it's it's now
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the sense of urgency is now.
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But for things that develop over many,
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many years and decades,
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they don't seem as urgent.
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So we
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sometimes don't
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react to them appropriately.
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So I think if you take time to
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with this show
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and maybe,
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maybe think that
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that maybe you're missing something,
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maybe you can look at another way
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that you can maximize your
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earnings or your career.
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That was freaking brilliant.
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I just made that up right on the.
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Oh, I tell you, man,
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that's why you're a god.
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That's why your podcast God just.
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Just like that.
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It's just things like that.
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Just roll in, man and casserole
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that so good.
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All right, Rob,
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so are you thinking outside the box?
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Thinking outside the box.
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So, you know,
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I think we're at talk
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about some ideas
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to take a look at your business
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thinking outside the box.
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And of course, when I,
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you know,
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see these things
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and read about this stuff
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and talk about it,
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I just want to kick myself
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for not thinking of this
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when I had my own business.
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And this one
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almost goes
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completely against the grain for me.
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Like I never care
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what anybody else doing. You do, you
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do that.
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But who cares?
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Well.
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I can tell that by your shirt selection.
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Sorry. Go ahead.
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You do you?
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What's wrong with the shirt
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and nice shirt. It's a wrangler.
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Yeah.
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Suspenders that go with that
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because it feels like
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you should be wearing suspenders with it.
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Now, my Tiger Woods
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Sunday, last day of golf tournament.
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Yeah. Okay.
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All right.
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So
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one thing I wish I had looked at
284
00:07:59,078 --> 00:08:00,780
and I never thought about it.
285
00:08:00,780 --> 00:08:01,814
The mirror.
286
00:08:02,114 --> 00:08:04,116
Sorry. Oh, listen.
287
00:08:04,851 --> 00:08:06,285
I'm sorry. It.
288
00:08:06,285 --> 00:08:07,854
Oh, that was there.
289
00:08:07,854 --> 00:08:09,956
You can't do that about that.
290
00:08:10,323 --> 00:08:11,591
Sorry, please.
291
00:08:11,591 --> 00:08:12,391
Oh, you're
292
00:08:12,525 --> 00:08:16,028
you know, this is why my buddy Pete,
293
00:08:16,028 --> 00:08:16,896
it's not going to be good
294
00:08:16,896 --> 00:08:17,697
when you finally meet.
295
00:08:17,697 --> 00:08:19,065
He's going to kick the crap out of you.
296
00:08:19,065 --> 00:08:19,899
Yeah, I know.
297
00:08:19,899 --> 00:08:21,300
He's not a big he.
298
00:08:21,300 --> 00:08:23,169
Huh? Is he big?
299
00:08:23,169 --> 00:08:24,437
He's a good size guy.
300
00:08:24,437 --> 00:08:26,706
He's. He's no little guy, actually.
301
00:08:26,706 --> 00:08:28,007
I bet you and him are right
302
00:08:28,007 --> 00:08:30,209
around the same size, same build.
303
00:08:30,209 --> 00:08:31,210
Actually, I think you and him
304
00:08:31,210 --> 00:08:32,211
be a good fight.
305
00:08:32,211 --> 00:08:34,213
Pretty masculine guy, then, huh?
306
00:08:34,213 --> 00:08:36,048
But he's got some anger, you know?
307
00:08:36,048 --> 00:08:37,650
Pete's got some anger in him, too.
308
00:08:37,650 --> 00:08:39,151
I know you do, too.
309
00:08:39,151 --> 00:08:40,353
And that could be a pretty good fight.
310
00:08:40,353 --> 00:08:41,554
That was like a good fight.
311
00:08:41,554 --> 00:08:42,555
Yeah, it sounds like.
312
00:08:42,555 --> 00:08:43,322
It actually
313
00:08:43,322 --> 00:08:44,957
sounds like a pretty good fight.
314
00:08:44,957 --> 00:08:46,125
If you watch it.
315
00:08:46,125 --> 00:08:48,094
He's a hockey player, too, so.
316
00:08:48,094 --> 00:08:49,095
Got something on me then.
317
00:08:49,095 --> 00:08:50,863
He's got. Yeah, you know
318
00:08:51,998 --> 00:08:52,798
he's got that.
319
00:08:52,798 --> 00:08:54,233
But man every time I talk to him,
320
00:08:54,233 --> 00:08:55,201
he's like, Wow,
321
00:08:55,201 --> 00:08:56,636
Wayne is awfully mean to you.
322
00:08:56,636 --> 00:08:58,871
I'm like, Nah, I don't really think so.
323
00:08:59,672 --> 00:09:00,039
Yeah.
324
00:09:00,039 --> 00:09:02,241
And I can see it in his eyes
325
00:09:02,875 --> 00:09:05,011
when he says that like, Yeah,
326
00:09:05,011 --> 00:09:07,046
yeah, no, he's a little older than me.
327
00:09:07,046 --> 00:09:07,680
So, you know, it's
328
00:09:07,680 --> 00:09:08,881
like an older brother thing.
329
00:09:08,881 --> 00:09:10,082
Well, that's on my side then.
330
00:09:10,082 --> 00:09:11,250
That's good.
331
00:09:12,418 --> 00:09:14,353
Actually. Right.
332
00:09:14,353 --> 00:09:15,655
What do you. 62.
333
00:09:15,655 --> 00:09:18,024
Yeah, a 61.
334
00:09:18,024 --> 00:09:20,192
I beat up guys twice his age.
335
00:09:20,192 --> 00:09:20,593
Yeah.
336
00:09:21,093 --> 00:09:23,195
I bet you have at
337
00:09:24,297 --> 00:09:24,597
that.
338
00:09:24,597 --> 00:09:27,567
You have absolutely.
339
00:09:27,567 --> 00:09:28,234
All right.
340
00:09:28,234 --> 00:09:28,768
All right.
341
00:09:28,768 --> 00:09:30,603
So thinking outside the box
342
00:09:30,603 --> 00:09:32,738
for your business, what's my competition?
343
00:09:32,738 --> 00:09:34,473
Doing better than me.
344
00:09:34,473 --> 00:09:35,908
We're for all of that.
345
00:09:35,908 --> 00:09:36,175
Yeah.
346
00:09:36,175 --> 00:09:37,109
Oh, so
347
00:09:37,109 --> 00:09:39,145
I don't care what anybody else is doing.
348
00:09:39,145 --> 00:09:40,780
This is what I do. This is how I do it.
349
00:09:40,780 --> 00:09:43,883
But in today's society, I think this is
350
00:09:43,883 --> 00:09:44,550
definitely something
351
00:09:44,550 --> 00:09:46,652
you've got to look at if you want to be
352
00:09:47,920 --> 00:09:49,622
at the top of the heap,
353
00:09:49,622 --> 00:09:50,489
what's my competitor
354
00:09:50,489 --> 00:09:53,526
doing better than I'm doing?
355
00:09:53,526 --> 00:09:54,794
I think it's important
356
00:09:54,794 --> 00:09:54,961
to know
357
00:09:54,961 --> 00:09:57,263
what your competition is doing, but
358
00:09:57,964 --> 00:09:59,865
it's bad for setting strategy
359
00:09:59,865 --> 00:10:01,367
for your company.
360
00:10:01,500 --> 00:10:03,703
So I think it
361
00:10:03,703 --> 00:10:04,570
I think it is important
362
00:10:04,570 --> 00:10:06,205
to know what they're doing
363
00:10:06,405 --> 00:10:07,573
that's important.
364
00:10:07,573 --> 00:10:08,474
But I think you have to go
365
00:10:08,474 --> 00:10:09,508
with your strength.
366
00:10:09,508 --> 00:10:11,744
You know, I agree with you.
367
00:10:11,978 --> 00:10:12,511
Okay.
368
00:10:12,511 --> 00:10:13,145
I think you have to go
369
00:10:13,145 --> 00:10:13,746
with your strength.
370
00:10:13,746 --> 00:10:14,513
But it is.
371
00:10:14,513 --> 00:10:17,817
You stick with your strength, but
372
00:10:17,817 --> 00:10:18,784
you're not listening.
373
00:10:18,784 --> 00:10:19,385
You're just thinking
374
00:10:19,385 --> 00:10:20,820
of what you're going to say next.
375
00:10:20,820 --> 00:10:21,654
No, I got you.
376
00:10:21,654 --> 00:10:22,521
What's he doing?
377
00:10:22,521 --> 00:10:23,856
What are they doing?
378
00:10:23,856 --> 00:10:25,024
Better than I'm doing.
379
00:10:25,024 --> 00:10:26,025
Are they doing marketing
380
00:10:26,025 --> 00:10:27,059
better than I'm doing?
381
00:10:27,059 --> 00:10:28,561
Are they doing, you know, what?
382
00:10:28,561 --> 00:10:30,096
Are they doing better?
383
00:10:30,096 --> 00:10:31,030
And it's not that I'm going to
384
00:10:31,030 --> 00:10:33,299
set my strategy to it, but
385
00:10:35,434 --> 00:10:37,503
you don't want to be in the dark either.
386
00:10:37,503 --> 00:10:39,338
Yeah, I agree with that.
387
00:10:39,338 --> 00:10:40,506
I'm trying to think of.
388
00:10:40,506 --> 00:10:41,641
Oh, my God, he just
389
00:10:41,641 --> 00:10:43,142
he just agree with me.
390
00:10:43,142 --> 00:10:45,511
What are we 20 minutes into the show?
391
00:10:45,511 --> 00:10:46,212
Nice.
392
00:10:47,113 --> 00:10:48,914
I'm changing to think of that
393
00:10:48,914 --> 00:10:49,548
with my company.
394
00:10:49,548 --> 00:10:53,019
Still better.
395
00:10:53,019 --> 00:10:54,453
I think that's that's important.
396
00:10:54,453 --> 00:10:55,788
If you look around like you're
397
00:10:55,788 --> 00:10:56,889
the guys in your area or whatever
398
00:10:56,889 --> 00:10:58,224
and kind of look at their business model
399
00:10:58,224 --> 00:10:59,925
and whatever it is, it's social media.
400
00:10:59,925 --> 00:11:01,560
Is it marketing or whatever?
401
00:11:01,560 --> 00:11:02,995
Yeah, I agree with that.
402
00:11:02,995 --> 00:11:04,864
I think that's actually pretty smart
403
00:11:04,864 --> 00:11:05,297
because
404
00:11:05,931 --> 00:11:06,999
it gives you a chance to be honest
405
00:11:06,999 --> 00:11:09,035
about where you stand.
406
00:11:09,035 --> 00:11:10,169
Yeah, I remember.
407
00:11:10,169 --> 00:11:11,404
I don't know who ever told me,
408
00:11:11,404 --> 00:11:13,606
but if you don't know why,
409
00:11:13,606 --> 00:11:15,808
what your advantage is in business,
410
00:11:15,808 --> 00:11:17,109
then that's a serious problem.
411
00:11:17,109 --> 00:11:17,410
What?
412
00:11:17,410 --> 00:11:17,943
You need to know
413
00:11:17,943 --> 00:11:19,178
what your advantage is like.
414
00:11:19,178 --> 00:11:21,080
Why would someone, you, you
415
00:11:21,080 --> 00:11:23,249
so I think that's a good point.
416
00:11:23,249 --> 00:11:24,150
What do they call that?
417
00:11:25,584 --> 00:11:26,318
What do they call that?
418
00:11:26,318 --> 00:11:28,020
Social responsibility?
419
00:11:28,020 --> 00:11:28,988
Not like it
420
00:11:28,988 --> 00:11:30,956
can be a value proposition or your
421
00:11:30,956 --> 00:11:31,857
what is it?
422
00:11:32,291 --> 00:11:34,193
I'm trying to think of CSR.
423
00:11:34,193 --> 00:11:35,961
What's a corporate, corporate.
424
00:11:35,961 --> 00:11:37,530
Corporate social responsibility?
425
00:11:37,530 --> 00:11:39,432
Corporate social responsibility.
426
00:11:39,432 --> 00:11:41,567
That would be something that
427
00:11:41,567 --> 00:11:43,869
if you're a competitor, let's say
428
00:11:43,869 --> 00:11:44,970
you and your competitor,
429
00:11:44,970 --> 00:11:47,239
you both do fantastic work.
430
00:11:47,239 --> 00:11:48,240
But the big difference
431
00:11:48,240 --> 00:11:50,076
is, is he's involved with the community
432
00:11:50,076 --> 00:11:51,277
and you're not
433
00:11:51,277 --> 00:11:52,178
you know,
434
00:11:52,178 --> 00:11:52,912
that's something
435
00:11:52,912 --> 00:11:54,380
I'm going to take a look at and say, hey,
436
00:11:54,380 --> 00:11:55,648
that's what
437
00:11:55,648 --> 00:11:56,482
my competition
438
00:11:56,482 --> 00:11:58,751
is doing a little bit better.
439
00:11:58,951 --> 00:12:01,153
And, you know, this was years ago.
440
00:12:01,187 --> 00:12:01,954
This would be nothing
441
00:12:01,954 --> 00:12:02,722
like who would care.
442
00:12:02,722 --> 00:12:04,657
You're in business during the year.
443
00:12:04,657 --> 00:12:05,691
Exactly.
444
00:12:05,691 --> 00:12:08,461
But remember when we had Grayson deal on
445
00:12:09,895 --> 00:12:11,497
and they plant a tree
446
00:12:11,497 --> 00:12:12,798
for every every floor
447
00:12:12,798 --> 00:12:14,567
that they do for somebody. Right.
448
00:12:14,567 --> 00:12:15,167
You know what I mean?
449
00:12:15,167 --> 00:12:16,168
I think messages like
450
00:12:16,168 --> 00:12:17,103
that are very important.
451
00:12:17,103 --> 00:12:19,004
Now, Jason Carter
452
00:12:19,004 --> 00:12:19,939
up there in
453
00:12:19,939 --> 00:12:22,141
Michigan does a lot of stuff for
454
00:12:22,141 --> 00:12:25,077
for for the St Jude's or some cancer,
455
00:12:25,311 --> 00:12:26,712
something to do with cancer,
456
00:12:26,712 --> 00:12:28,414
breast cancer and what have you.
457
00:12:28,414 --> 00:12:29,648
So I think the.
458
00:12:29,648 --> 00:12:30,950
Criticism, Chris, is,
459
00:12:30,950 --> 00:12:33,085
is another guy he's all over
460
00:12:33,753 --> 00:12:35,221
a great example of
461
00:12:35,221 --> 00:12:36,956
who's out there working the community
462
00:12:36,956 --> 00:12:38,390
and yeah,
463
00:12:38,390 --> 00:12:40,726
you know, who knows him and what.
464
00:12:40,726 --> 00:12:42,061
Each of these people would do it
465
00:12:42,061 --> 00:12:44,296
on their own, without, with it, whatever.
466
00:12:44,296 --> 00:12:46,866
But but it's part of his life.
467
00:12:46,866 --> 00:12:48,200
It's part of who he is.
468
00:12:48,200 --> 00:12:49,702
And I think it's important
469
00:12:49,702 --> 00:12:51,070
to put that out there.
470
00:12:51,070 --> 00:12:52,004
And I agree with that.
471
00:12:52,004 --> 00:12:53,672
It didn't used to be years ago.
472
00:12:53,672 --> 00:12:54,340
No one would care.
473
00:12:54,340 --> 00:12:56,041
But I think now
474
00:12:56,041 --> 00:12:57,143
you have to have a story
475
00:12:57,143 --> 00:12:58,711
or people love a story anyhow.
476
00:12:58,711 --> 00:12:59,078
That's why
477
00:12:59,078 --> 00:13:00,479
everybody's on TikTok all the time,
478
00:13:00,479 --> 00:13:01,914
watching all these videos, whatever.
479
00:13:01,914 --> 00:13:03,816
They want to connect with something.
480
00:13:03,816 --> 00:13:05,551
And I think if you're just a,
481
00:13:05,551 --> 00:13:06,051
you know,
482
00:13:06,051 --> 00:13:07,520
a corporate like a name or whatever
483
00:13:07,520 --> 00:13:09,255
with not a lot behind it,
484
00:13:09,255 --> 00:13:11,023
I think that's something to
485
00:13:11,023 --> 00:13:13,325
maybe maybe have a look at that.
486
00:13:13,325 --> 00:13:14,193
Definitely.
487
00:13:15,294 --> 00:13:15,995
Go ahead.
488
00:13:16,061 --> 00:13:17,163
I wasn't that way.
489
00:13:17,163 --> 00:13:18,130
Yeah, we didn't do that.
490
00:13:18,130 --> 00:13:19,465
I didn't I wasn't that way.
491
00:13:19,465 --> 00:13:21,767
I wasn't touchy feely at all.
492
00:13:21,767 --> 00:13:24,236
And it was probably a mistake.
493
00:13:24,236 --> 00:13:25,371
And I don't don't think
494
00:13:25,371 --> 00:13:26,772
I would do business like that anymore.
495
00:13:26,772 --> 00:13:28,374
I think you have to find a way
496
00:13:28,374 --> 00:13:28,774
to connect
497
00:13:28,774 --> 00:13:30,242
with people a little bit differently.
498
00:13:30,242 --> 00:13:32,011
That was a different time, though.
499
00:13:32,011 --> 00:13:34,113
That's what I. Think it was.
500
00:13:34,113 --> 00:13:34,513
Yeah.
501
00:13:34,513 --> 00:13:36,148
And I don't want to sound
502
00:13:36,148 --> 00:13:39,185
like the old guy cop out, but
503
00:13:39,185 --> 00:13:41,120
back in the eighties and nineties,
504
00:13:41,120 --> 00:13:42,621
people just weren't,
505
00:13:42,621 --> 00:13:44,924
you know, people just weren't doing that.
506
00:13:44,924 --> 00:13:45,391
I wonder what
507
00:13:45,391 --> 00:13:46,425
John Wayne would have been like
508
00:13:46,425 --> 00:13:49,161
if he was alive in this era.
509
00:13:49,161 --> 00:13:51,630
If he wouldn't have been like John Wayne.
510
00:13:51,697 --> 00:13:52,298
Right.
511
00:13:52,331 --> 00:13:52,798
You know,
512
00:13:52,798 --> 00:13:54,266
he wouldn't have been like John.
513
00:13:54,266 --> 00:13:56,936
No, thank God he isn't.
514
00:13:56,936 --> 00:13:57,937
Yeah.
515
00:13:57,937 --> 00:13:59,672
Well, that kind of leads us
516
00:13:59,672 --> 00:14:01,740
right into the next bullet.
517
00:14:01,740 --> 00:14:03,876
What makes you unique?
518
00:14:04,543 --> 00:14:06,312
Well, you were talking about the story.
519
00:14:06,312 --> 00:14:09,048
What's your story? Absolutely.
520
00:14:09,048 --> 00:14:10,983
People want to hear a story.
521
00:14:10,983 --> 00:14:12,151
People definitely want to hear
522
00:14:12,151 --> 00:14:13,252
some kind of story.
523
00:14:13,252 --> 00:14:14,854
So I think that's something
524
00:14:14,854 --> 00:14:17,056
that you really need to focus. Focus on.
525
00:14:18,290 --> 00:14:19,892
Or focus on
526
00:14:20,192 --> 00:14:21,627
or. Or focus.
527
00:14:21,627 --> 00:14:22,695
Yeah, focus.
528
00:14:22,695 --> 00:14:24,897
It's a really quick way to say focus.
529
00:14:25,197 --> 00:14:25,831
Yeah, it is.
530
00:14:25,831 --> 00:14:26,932
Or folk guy.
531
00:14:26,932 --> 00:14:29,768
I'm going to try and get that going.
532
00:14:29,768 --> 00:14:30,803
That's Alex.
533
00:14:30,803 --> 00:14:32,938
I like it. Yeah. Yeah.
534
00:14:34,173 --> 00:14:35,241
You know something?
535
00:14:35,241 --> 00:14:36,575
So you could say, well,
536
00:14:36,575 --> 00:14:38,410
what difference would making a book?
537
00:14:38,410 --> 00:14:43,015
I might add my schedule's booked right?
538
00:14:43,015 --> 00:14:43,449
Almost.
539
00:14:43,449 --> 00:14:44,416
It's not like a big deal
540
00:14:44,416 --> 00:14:45,184
to be booked anymore
541
00:14:45,184 --> 00:14:46,185
for a lot of people because,
542
00:14:46,185 --> 00:14:47,086
you know, everybody's.
543
00:14:47,086 --> 00:14:48,120
But but how would they
544
00:14:48,120 --> 00:14:49,421
what would you do
545
00:14:49,421 --> 00:14:51,457
to get booked at the various high
546
00:14:51,457 --> 00:14:53,492
end of what people will pay?
547
00:14:53,993 --> 00:14:56,428
I think here's where that comes in.
548
00:14:56,428 --> 00:14:58,764
In a way, I think it's so important.
549
00:14:59,798 --> 00:15:01,000
Again, I just keep going back to
550
00:15:01,000 --> 00:15:01,800
everything is like
551
00:15:01,800 --> 00:15:02,968
everybody wants a personal touch.
552
00:15:02,968 --> 00:15:04,169
Now we had
553
00:15:05,571 --> 00:15:07,039
Chris on
554
00:15:07,039 --> 00:15:08,407
last week
555
00:15:08,407 --> 00:15:10,509
talking about charging for estimates
556
00:15:10,509 --> 00:15:11,877
and how important it is
557
00:15:11,877 --> 00:15:13,979
to give them a customer experience.
558
00:15:13,979 --> 00:15:14,880
And I tell you,
559
00:15:14,880 --> 00:15:16,849
I could not agree more in this.
560
00:15:16,849 --> 00:15:17,816
In this.
561
00:15:17,850 --> 00:15:18,751
It's just a different world
562
00:15:18,751 --> 00:15:19,985
now where everybody so busy
563
00:15:19,985 --> 00:15:21,120
and whatever
564
00:15:21,120 --> 00:15:23,489
and and customer service is so bad
565
00:15:24,089 --> 00:15:26,825
in a lot of cases that
566
00:15:26,825 --> 00:15:28,127
to have that
567
00:15:28,127 --> 00:15:28,961
personal touch
568
00:15:28,961 --> 00:15:30,396
and experience and be unique
569
00:15:30,396 --> 00:15:30,863
and whatever,
570
00:15:30,863 --> 00:15:33,332
I think all that adds to it any more.
571
00:15:33,332 --> 00:15:34,767
And it didn't used to matter years ago.
572
00:15:34,767 --> 00:15:35,834
So if you're an old school floor
573
00:15:35,834 --> 00:15:36,969
guy, for instance,
574
00:15:36,969 --> 00:15:38,304
I think it might be tougher for them
575
00:15:38,304 --> 00:15:40,439
to change than than younger people.
576
00:15:40,439 --> 00:15:41,540
Coming up.
577
00:15:41,540 --> 00:15:43,442
But it it's definitely,
578
00:15:43,442 --> 00:15:44,910
you know, a different climate right now.
579
00:15:44,910 --> 00:15:45,945
And I think it's important.
580
00:15:45,945 --> 00:15:47,646
And I actually you know what?
581
00:15:47,646 --> 00:15:49,715
I actually think it makes business
582
00:15:50,082 --> 00:15:51,650
more fun anyhow.
583
00:15:51,650 --> 00:15:53,986
You know what I mean? Yeah.
584
00:15:53,986 --> 00:15:55,187
Yeah, it's not
585
00:15:55,187 --> 00:15:55,988
that's not going to kill,
586
00:15:55,988 --> 00:15:58,090
you know, have some fun
587
00:15:58,090 --> 00:15:59,758
during all of this.
588
00:15:59,758 --> 00:16:01,894
And you add more like a boutique
589
00:16:01,894 --> 00:16:02,528
feel to it.
590
00:16:02,528 --> 00:16:03,295
Like, like, look,
591
00:16:03,295 --> 00:16:04,797
look how impersonal Home Depot is.
592
00:16:04,797 --> 00:16:05,297
And Lowe's
593
00:16:07,266 --> 00:16:09,301
compared to what you can offer them.
594
00:16:09,301 --> 00:16:09,902
You know what I mean?
595
00:16:09,902 --> 00:16:11,403
I mean, it's it's huge.
596
00:16:11,403 --> 00:16:12,404
And you have to sell that.
597
00:16:12,404 --> 00:16:13,072
And dammit,
598
00:16:13,072 --> 00:16:14,440
you should be paid for it, too.
599
00:16:14,440 --> 00:16:16,842
So.
600
00:16:16,842 --> 00:16:18,110
Absolutely.
601
00:16:18,610 --> 00:16:19,044
All right.
602
00:16:19,044 --> 00:16:19,945
Next bullet,
603
00:16:19,945 --> 00:16:22,715
what problems do we solve better?
604
00:16:22,715 --> 00:16:23,882
And as soon as I said
605
00:16:23,882 --> 00:16:24,817
that, all I started
606
00:16:24,817 --> 00:16:28,854
thinking about was Sprague Light.
607
00:16:28,854 --> 00:16:30,055
Mm hmm.
608
00:16:30,055 --> 00:16:30,422
I mean,
609
00:16:30,422 --> 00:16:31,623
think of all the stuff
610
00:16:31,623 --> 00:16:33,525
that he just walked right into.
611
00:16:33,525 --> 00:16:34,259
Yeah.
612
00:16:34,326 --> 00:16:35,761
You know, it's tough.
613
00:16:35,761 --> 00:16:37,963
That's over 200 years old.
614
00:16:37,963 --> 00:16:39,698
Nobody's ever seen it.
615
00:16:39,698 --> 00:16:41,500
It's probably amazing the stuff
616
00:16:41,500 --> 00:16:42,701
that he could go
617
00:16:42,701 --> 00:16:43,736
into of what he's seen
618
00:16:43,736 --> 00:16:45,771
that nobody has ever seen,
619
00:16:45,771 --> 00:16:47,373
just because of where he works
620
00:16:47,373 --> 00:16:48,640
and the age of the stuff
621
00:16:48,640 --> 00:16:50,042
that he works on.
622
00:16:50,042 --> 00:16:51,877
So talk about being a,
623
00:16:51,877 --> 00:16:53,779
you know, master problem solver.
624
00:16:56,181 --> 00:16:57,082
Big time
625
00:16:57,082 --> 00:16:59,151
and obviously he's one of the best.
626
00:17:00,986 --> 00:17:02,121
What do we
627
00:17:02,121 --> 00:17:04,690
what problems do we solve better.
628
00:17:04,690 --> 00:17:06,925
I listen to this.
629
00:17:06,925 --> 00:17:10,796
Let's do a full is Highlander flaws.
630
00:17:10,796 --> 00:17:12,531
What did you guys do that
631
00:17:12,531 --> 00:17:16,802
you solved better?
632
00:17:16,802 --> 00:17:18,103
I don't know.
633
00:17:18,103 --> 00:17:19,805
I mean, I could tell you this.
634
00:17:19,805 --> 00:17:20,372
Yeah?
635
00:17:21,140 --> 00:17:21,840
If I told you
636
00:17:21,840 --> 00:17:22,908
the job was going to start
637
00:17:22,908 --> 00:17:23,642
on a certain date,
638
00:17:23,642 --> 00:17:27,212
it was going to end on a certain date.
639
00:17:27,212 --> 00:17:30,082
Unless there's a nuclear bomb in there,
640
00:17:30,883 --> 00:17:32,117
that's what's going to happen.
641
00:17:32,117 --> 00:17:33,886
I mean, we were 100%
642
00:17:33,886 --> 00:17:35,654
started on time and finish on time.
643
00:17:35,654 --> 00:17:37,689
I don't care what it takes.
644
00:17:38,857 --> 00:17:40,259
And I could probably count on one hand
645
00:17:40,259 --> 00:17:41,693
in all my career that we didn't
646
00:17:41,693 --> 00:17:42,961
weren't able to do that.
647
00:17:42,961 --> 00:17:45,564
And you great personal sacrifice to me
648
00:17:46,131 --> 00:17:46,865
maybe too much,
649
00:17:48,500 --> 00:17:49,935
you know, but
650
00:17:52,471 --> 00:17:53,205
when you talk
651
00:17:53,205 --> 00:17:55,107
about what we can solve better,
652
00:17:55,107 --> 00:17:56,642
I remember someone saying,
653
00:17:56,642 --> 00:17:56,975
you know,
654
00:17:56,975 --> 00:17:58,544
you got to know
655
00:17:58,544 --> 00:17:59,678
when you're going into business.
656
00:17:59,678 --> 00:18:02,414
What what you have over everybody else,
657
00:18:02,414 --> 00:18:03,382
what is your advantage.
658
00:18:03,382 --> 00:18:04,383
And I keep going back to that
659
00:18:04,383 --> 00:18:05,617
because I think it's so true.
660
00:18:05,617 --> 00:18:07,953
If you try to advertise to the masses
661
00:18:07,953 --> 00:18:09,888
anymore, it's not nearly as effective.
662
00:18:09,888 --> 00:18:11,757
If you can find a niche group
663
00:18:11,757 --> 00:18:13,659
to to appeal to it,
664
00:18:13,659 --> 00:18:15,360
maybe it's moms with children.
665
00:18:15,360 --> 00:18:17,763
I mean, maybe that's your niche.
666
00:18:17,763 --> 00:18:19,198
Maybe because,
667
00:18:19,198 --> 00:18:19,565
you know,
668
00:18:19,565 --> 00:18:20,199
you certain
669
00:18:20,199 --> 00:18:22,167
finishes and in products or whatever,
670
00:18:22,167 --> 00:18:23,836
the velocity or whatever,
671
00:18:23,836 --> 00:18:24,703
maybe that's your niche.
672
00:18:24,703 --> 00:18:26,472
And I know people who have done that
673
00:18:26,472 --> 00:18:28,774
that said, look, are our niches.
674
00:18:28,774 --> 00:18:29,241
We're going to be
675
00:18:29,241 --> 00:18:30,242
environmentally friendly.
676
00:18:30,242 --> 00:18:31,310
We're the environmentally
677
00:18:31,310 --> 00:18:33,846
friendly company and that's is our niche.
678
00:18:34,113 --> 00:18:35,414
And yeah, they'll pick up business
679
00:18:35,414 --> 00:18:36,048
from other people
680
00:18:36,048 --> 00:18:37,516
who don't care about that.
681
00:18:37,516 --> 00:18:38,317
They just know that they have
682
00:18:38,317 --> 00:18:39,651
a good reputation,
683
00:18:39,651 --> 00:18:40,619
but their niche is going
684
00:18:40,619 --> 00:18:41,053
after this
685
00:18:41,053 --> 00:18:43,388
specific slice of pie customer.
686
00:18:43,388 --> 00:18:46,125
So, you know, it was interesting
687
00:18:46,125 --> 00:18:47,326
when I found that out that you're not
688
00:18:47,326 --> 00:18:48,961
when you're advertised to be effective,
689
00:18:48,961 --> 00:18:49,595
you don't
690
00:18:49,695 --> 00:18:50,929
you can't just blast out
691
00:18:50,929 --> 00:18:52,297
everything to everybody you
692
00:18:52,297 --> 00:18:54,399
then you're not important to anybody.
693
00:18:54,666 --> 00:18:56,702
You have to find out where you fit in.
694
00:18:56,702 --> 00:19:00,706
I think that's that's very smart.
695
00:19:00,706 --> 00:19:01,740
You think that's very smart
696
00:19:01,740 --> 00:19:03,075
because it just rolled
697
00:19:03,075 --> 00:19:05,410
right off your tongue? Yes.
698
00:19:05,410 --> 00:19:06,011
Yeah.
699
00:19:06,044 --> 00:19:06,812
I guess what
700
00:19:06,812 --> 00:19:07,179
I said
701
00:19:07,179 --> 00:19:08,046
what I meant was
702
00:19:08,046 --> 00:19:09,915
I think what I said was very smart.
703
00:19:09,915 --> 00:19:11,617
Yeah, that's what I meant.
704
00:19:11,617 --> 00:19:13,318
Yeah, nothing but nuggets.
705
00:19:13,318 --> 00:19:13,685
Thank you.
706
00:19:13,685 --> 00:19:14,553
You're just spewing
707
00:19:14,553 --> 00:19:15,954
nuggets all day today, huh?
708
00:19:15,954 --> 00:19:17,456
You know, in a way, because we're.
709
00:19:17,456 --> 00:19:18,724
We're doing this podcast
710
00:19:18,724 --> 00:19:19,525
for the first time
711
00:19:19,525 --> 00:19:20,993
ever in the middle of the day.
712
00:19:22,227 --> 00:19:25,097
And the reason that you're not beat down.
713
00:19:25,531 --> 00:19:26,298
Yes. Yeah.
714
00:19:26,298 --> 00:19:27,032
You know.
715
00:19:27,266 --> 00:19:31,170
Energy almost too much energy.
716
00:19:31,170 --> 00:19:33,172
The life hasn't beat the crap out of you,
717
00:19:33,205 --> 00:19:35,641
usually on our Friday afternoon podcast.
718
00:19:35,674 --> 00:19:40,445
Mm hmm.
719
00:19:40,445 --> 00:19:43,649
What problems do we solve better?
720
00:19:43,649 --> 00:19:44,816
Am I staying current
721
00:19:44,816 --> 00:19:47,085
with the latest trends?
722
00:19:47,085 --> 00:19:48,320
I think that's.
723
00:19:48,320 --> 00:19:50,322
That's kind of a no brainer.
724
00:19:50,322 --> 00:19:51,390
I say it's a no brainer,
725
00:19:51,390 --> 00:19:53,992
but then I look at, you know, sometimes
726
00:19:53,992 --> 00:19:57,062
I run into those people that are
727
00:19:57,062 --> 00:19:59,097
still 40, 80 sat in politics.
728
00:19:59,097 --> 00:20:00,332
Nothing wrong with that.
729
00:20:00,332 --> 00:20:01,667
But, you know,
730
00:20:01,667 --> 00:20:03,535
if you want to start to move the needle
731
00:20:03,535 --> 00:20:05,604
trends, trends and fads
732
00:20:05,604 --> 00:20:07,573
are where the money is.
733
00:20:07,573 --> 00:20:08,574
So this is right down
734
00:20:08,574 --> 00:20:11,076
your avenue to Europe is because.
735
00:20:11,276 --> 00:20:12,844
I can't wait to hear this.
736
00:20:12,844 --> 00:20:14,346
Okay. Say, if I was.
737
00:20:14,346 --> 00:20:15,414
Stay tuned.
738
00:20:15,414 --> 00:20:17,749
Okay. You like this a lot. Okay. Okay.
739
00:20:18,784 --> 00:20:19,418
This all
740
00:20:19,418 --> 00:20:21,920
also applies to training.
741
00:20:22,387 --> 00:20:23,021
Do you
742
00:20:23,021 --> 00:20:25,424
have you seen the new the new platinum?
743
00:20:25,591 --> 00:20:28,660
This diamond standing plates that we have
744
00:20:29,461 --> 00:20:30,629
that can save you money
745
00:20:30,629 --> 00:20:31,997
on these type of floors?
746
00:20:31,997 --> 00:20:33,198
Have you seen the new products
747
00:20:33,198 --> 00:20:33,632
that are out there
748
00:20:33,632 --> 00:20:34,466
that can make you money?
749
00:20:34,466 --> 00:20:35,601
Where did that answer
750
00:20:35,601 --> 00:20:38,070
the trends that are out there today?
751
00:20:38,070 --> 00:20:39,171
I was there, Rob.
752
00:20:39,171 --> 00:20:41,974
Oh, boy, boy.
753
00:20:42,174 --> 00:20:43,775
I slapped myself on that one.
754
00:20:43,775 --> 00:20:44,643
Yeah, you should.
755
00:20:44,643 --> 00:20:46,645
Yeah that that was a yeah.
756
00:20:47,112 --> 00:20:48,513
Yeah. So I have to myself.
757
00:20:48,513 --> 00:20:48,914
You know what,
758
00:20:48,914 --> 00:20:50,816
I see the problem when we do this
759
00:20:50,816 --> 00:20:51,516
during the middle of the day,
760
00:20:51,516 --> 00:20:54,653
my brain is so strong,
761
00:20:54,653 --> 00:20:57,322
you know, and it is so fast
762
00:20:57,856 --> 00:20:58,523
this time of day.
763
00:20:58,523 --> 00:20:59,224
And I think yours
764
00:20:59,224 --> 00:21:01,059
is like the same all day long.
765
00:21:01,059 --> 00:21:01,693
All day.
766
00:21:01,693 --> 00:21:03,695
Every day. Yes, I think. Exactly.
767
00:21:03,695 --> 00:21:03,962
Yeah.
768
00:21:03,962 --> 00:21:04,796
The end of the day, when
769
00:21:04,796 --> 00:21:06,231
my brain power comes down,
770
00:21:07,666 --> 00:21:09,001
we're more similar.
771
00:21:09,001 --> 00:21:10,936
So we got to start doing these Thursday.
772
00:21:10,936 --> 00:21:11,803
Friday afternoon.
773
00:21:11,803 --> 00:21:13,071
Stay there. Evening.
774
00:21:13,071 --> 00:21:15,540
Not not Monday morning. Monday.
775
00:21:15,540 --> 00:21:16,808
Yeah, yeah.
776
00:21:16,808 --> 00:21:18,877
You're just all full of it today.
777
00:21:18,877 --> 00:21:20,946
Too much power my brain just had.
778
00:21:21,246 --> 00:21:22,214
They this
779
00:21:22,214 --> 00:21:23,315
keep in the back of your head
780
00:21:23,315 --> 00:21:25,784
every every bad thing you say.
781
00:21:25,984 --> 00:21:27,452
Chairman hears it.
782
00:21:27,452 --> 00:21:29,087
He hears every one of them
783
00:21:29,087 --> 00:21:31,023
and it's a memory these this.
784
00:21:31,023 --> 00:21:32,758
Is a sermon or Pete.
785
00:21:32,758 --> 00:21:33,992
Sherman picture.
786
00:21:33,992 --> 00:21:35,560
How many guys I got to fight.
787
00:21:35,560 --> 00:21:36,695
Just they
788
00:21:37,696 --> 00:21:38,530
just have.
789
00:21:39,498 --> 00:21:39,865
You know.
790
00:21:39,865 --> 00:21:41,333
Give me some warning, though, when you
791
00:21:41,333 --> 00:21:43,201
when you know that he's coming.
792
00:21:43,201 --> 00:21:44,703
No, not at all.
793
00:21:44,703 --> 00:21:46,938
I'm just to be assured.
794
00:21:46,938 --> 00:21:47,873
Keep the crap out of you.
795
00:21:47,873 --> 00:21:49,074
That's what I think was.
796
00:21:49,074 --> 00:21:49,708
Yeah.
797
00:21:49,708 --> 00:21:50,876
I'll be at the end of the day one day
798
00:21:50,876 --> 00:21:51,877
and someone will concoct me.
799
00:21:51,877 --> 00:21:53,512
It'll be. And you're going to know.
800
00:21:53,512 --> 00:21:54,279
Yeah. Hey.
801
00:21:54,279 --> 00:21:54,613
All right.
802
00:21:54,613 --> 00:21:55,580
He ain't going to run either.
803
00:21:55,580 --> 00:21:56,915
He'll stand right over you.
804
00:21:56,915 --> 00:21:58,183
That's a problem. I got a bad knee.
805
00:21:58,183 --> 00:21:59,217
I can't really run.
806
00:21:59,217 --> 00:22:04,456
I can't chase them.
807
00:22:04,456 --> 00:22:06,692
Yeah. Oh, okay.
808
00:22:07,492 --> 00:22:09,094
Uh, here. This one.
809
00:22:10,062 --> 00:22:11,797
How do we continue to meet clients?
810
00:22:11,797 --> 00:22:15,701
Current needs?
811
00:22:15,701 --> 00:22:16,735
Yeah.
812
00:22:17,436 --> 00:22:19,237
Back to the whole social media
813
00:22:19,237 --> 00:22:22,307
thing.
814
00:22:22,307 --> 00:22:24,509
I mean, so many people are going
815
00:22:24,509 --> 00:22:25,477
that way.
816
00:22:25,477 --> 00:22:27,946
You know, I look at it from
817
00:22:28,013 --> 00:22:29,281
the way you and I looked at it
818
00:22:29,281 --> 00:22:33,285
from when we were doing business.
819
00:22:33,285 --> 00:22:34,953
We did the tech talk show,
820
00:22:34,953 --> 00:22:37,889
first of was Facebook and then Instagram.
821
00:22:37,889 --> 00:22:39,091
Now it's tick tock.
822
00:22:39,091 --> 00:22:40,726
You need to really be keeping up
823
00:22:40,726 --> 00:22:41,960
on all that stuff.
824
00:22:41,960 --> 00:22:42,761
Well.
825
00:22:42,761 --> 00:22:46,031
The last job I did with my Uncle Stan, we
826
00:22:46,398 --> 00:22:48,700
I never forget he took the portable
827
00:22:49,167 --> 00:22:50,402
table, saw tennis table.
828
00:22:50,402 --> 00:22:52,170
So Mikey, at the time,
829
00:22:52,170 --> 00:22:55,006
he set it down on the living room rug
830
00:22:55,006 --> 00:22:58,009
and we started ripping boards.
831
00:22:58,210 --> 00:23:00,078
Can you imagine today
832
00:23:00,078 --> 00:23:02,080
going into somebody's house there?
833
00:23:02,381 --> 00:23:04,182
No.
834
00:23:04,182 --> 00:23:07,052
And running a table saw on a living room.
835
00:23:07,052 --> 00:23:09,087
Fuck floor rug.
836
00:23:09,087 --> 00:23:10,155
I said rug and floor.
837
00:23:10,155 --> 00:23:12,758
And I went and I combine the two
838
00:23:14,092 --> 00:23:14,426
but.
839
00:23:14,960 --> 00:23:16,661
It's a plug. Yeah.
840
00:23:16,661 --> 00:23:17,529
If you're
841
00:23:17,529 --> 00:23:18,864
your brain is faster
842
00:23:18,864 --> 00:23:21,066
than your mouth today. Yes.
843
00:23:21,066 --> 00:23:24,603
So you look again,
844
00:23:24,603 --> 00:23:25,404
I mean putting
845
00:23:25,404 --> 00:23:26,705
the piece of mind that you're using
846
00:23:26,705 --> 00:23:28,206
does containment systems
847
00:23:28,206 --> 00:23:29,341
and yet you doing all this
848
00:23:29,341 --> 00:23:31,410
and I would show them, man, I would
849
00:23:31,476 --> 00:23:32,677
I would
850
00:23:32,677 --> 00:23:33,345
I would turn him
851
00:23:33,345 --> 00:23:35,814
more into a salesman than ever before
852
00:23:35,814 --> 00:23:38,617
because I've realized
853
00:23:38,917 --> 00:23:40,552
I mean, I kind of knew it at the time
854
00:23:40,552 --> 00:23:41,453
when I was doing floors,
855
00:23:41,453 --> 00:23:43,855
but I realized much later, man
856
00:23:44,523 --> 00:23:46,291
to at the end of the year,
857
00:23:46,291 --> 00:23:47,192
when you balance the books
858
00:23:47,192 --> 00:23:47,793
at the end of the year,
859
00:23:47,793 --> 00:23:49,761
did we have a great year or a good year?
860
00:23:49,761 --> 00:23:51,963
We just OC end of year.
861
00:23:51,963 --> 00:23:54,332
The difference in being a sales guy
862
00:23:54,332 --> 00:23:55,333
at there and sell
863
00:23:55,333 --> 00:23:57,836
and that's not a negative connotation
864
00:23:57,836 --> 00:23:58,904
that you're selling your worth
865
00:23:58,904 --> 00:23:59,738
and your quality
866
00:23:59,738 --> 00:24:01,873
and what you add to the job
867
00:24:01,873 --> 00:24:03,842
I think is so important now
868
00:24:03,842 --> 00:24:06,011
because I want to now
869
00:24:06,011 --> 00:24:08,647
like I think we got the advantage now.
870
00:24:08,647 --> 00:24:10,415
You know, it's like
871
00:24:10,415 --> 00:24:11,616
like in, you know,
872
00:24:11,616 --> 00:24:13,618
people are not going back to work now
873
00:24:13,618 --> 00:24:14,886
and people have laid down
874
00:24:14,886 --> 00:24:16,121
and they're not working like they were.
875
00:24:16,121 --> 00:24:17,522
So, so,
876
00:24:17,589 --> 00:24:19,891
so the working for us has as an advantage
877
00:24:19,891 --> 00:24:21,126
over management.
878
00:24:21,126 --> 00:24:21,359
You know
879
00:24:21,359 --> 00:24:22,127
one day that table
880
00:24:22,127 --> 00:24:23,595
my turn and got help
881
00:24:23,595 --> 00:24:25,630
with when management finally gets back
882
00:24:26,364 --> 00:24:28,500
they were you know but
883
00:24:28,900 --> 00:24:30,869
but for the flooring contract
884
00:24:30,869 --> 00:24:31,837
was I feel like
885
00:24:31,837 --> 00:24:34,773
okay finally because I remember in 27
886
00:24:34,773 --> 00:24:35,874
I hope people never forget
887
00:24:35,874 --> 00:24:37,709
this I'll never forget this
888
00:24:37,709 --> 00:24:39,110
it was a lesson for me
889
00:24:39,110 --> 00:24:40,812
that these contractors
890
00:24:40,812 --> 00:24:41,246
I'm talking about,
891
00:24:41,246 --> 00:24:43,381
general contractors and homeowners,
892
00:24:43,381 --> 00:24:45,584
realized that things were slow
893
00:24:45,584 --> 00:24:47,085
and they were taking your bid.
894
00:24:47,085 --> 00:24:48,487
Four bucks a square foot.
895
00:24:48,487 --> 00:24:51,122
Now I can give you 275 a square foot.
896
00:24:51,923 --> 00:24:53,091
You know what I mean? Yeah.
897
00:24:53,091 --> 00:24:53,925
And when that when
898
00:24:53,925 --> 00:24:55,660
it was the other way around,
899
00:24:55,660 --> 00:24:57,696
they were shopping you hard.
900
00:24:57,696 --> 00:25:01,466
Okay, this is the other way around now.
901
00:25:01,833 --> 00:25:03,034
And so you want to make sure
902
00:25:03,034 --> 00:25:04,569
you get paid. You want to get in.
903
00:25:04,569 --> 00:25:06,037
I want to extract
904
00:25:06,037 --> 00:25:07,372
every dollar I can from that
905
00:25:07,372 --> 00:25:09,441
from that client. Okay.
906
00:25:09,441 --> 00:25:10,809
I know it's going to be worth it to them.
907
00:25:10,809 --> 00:25:11,376
I know.
908
00:25:11,376 --> 00:25:12,811
Even if they don't know
909
00:25:12,811 --> 00:25:13,411
the value,
910
00:25:13,411 --> 00:25:14,446
the long term value
911
00:25:14,446 --> 00:25:16,081
is going to be off the charts.
912
00:25:16,081 --> 00:25:18,717
So I have no no problem
913
00:25:18,717 --> 00:25:19,784
getting as much money
914
00:25:19,784 --> 00:25:20,218
as I can
915
00:25:20,218 --> 00:25:20,785
for that client
916
00:25:20,785 --> 00:25:22,587
and not feeling one bit guilty
917
00:25:22,587 --> 00:25:24,456
because I know the value.
918
00:25:24,456 --> 00:25:25,056
I've seen people
919
00:25:25,056 --> 00:25:26,491
if it's been $10,000 for an
920
00:25:26,491 --> 00:25:28,927
eight by ten area rug. So
921
00:25:30,061 --> 00:25:31,029
you know
922
00:25:31,263 --> 00:25:32,397
to me
923
00:25:32,397 --> 00:25:35,133
but if you cannot get that information
924
00:25:35,133 --> 00:25:36,968
I only tell you when I became a
925
00:25:36,968 --> 00:25:39,137
when I became a sales rep
926
00:25:40,005 --> 00:25:41,206
in the first year,
927
00:25:41,206 --> 00:25:42,774
maybe a year and a half or two years
928
00:25:42,774 --> 00:25:44,376
that I was a sales rep,
929
00:25:44,376 --> 00:25:46,278
I was very good at doing floors
930
00:25:46,278 --> 00:25:48,179
as most anybody listen, this podcast
931
00:25:48,179 --> 00:25:49,414
probably is,
932
00:25:49,781 --> 00:25:51,983
but I was not good at talking about how
933
00:25:52,284 --> 00:25:53,318
how to do the floors,
934
00:25:53,318 --> 00:25:53,852
you know what I mean?
935
00:25:53,852 --> 00:25:54,519
I was not
936
00:25:54,519 --> 00:25:56,221
I wasn't a great sales guy
937
00:25:56,221 --> 00:25:57,489
and I was standing next to a guy
938
00:25:57,489 --> 00:25:59,491
who didn't know nothing about floors.
939
00:25:59,491 --> 00:26:00,959
This is a different time.
940
00:26:00,959 --> 00:26:03,094
You know, it was different time.
941
00:26:03,094 --> 00:26:03,862
It was
942
00:26:03,862 --> 00:26:06,064
I didn't know anything about floors,
943
00:26:06,064 --> 00:26:08,133
but he was a great sales rep.
944
00:26:08,133 --> 00:26:09,000
So if you
945
00:26:09,000 --> 00:26:11,202
if you put both of us in a room together
946
00:26:11,202 --> 00:26:13,305
and he brought in civilians, people
947
00:26:13,305 --> 00:26:14,706
not in industry,
948
00:26:14,706 --> 00:26:17,842
and I talked about floors and finishes
949
00:26:17,842 --> 00:26:18,443
and stuff like that.
950
00:26:18,443 --> 00:26:19,544
And he spoke.
951
00:26:19,544 --> 00:26:20,312
At the end of the day,
952
00:26:20,312 --> 00:26:21,413
they would say
953
00:26:21,413 --> 00:26:22,013
that guy
954
00:26:22,013 --> 00:26:23,582
pointing to the other guy, not me, is
955
00:26:23,582 --> 00:26:24,215
the real problem.
956
00:26:25,383 --> 00:26:27,586
And what what a shame for me.
957
00:26:28,253 --> 00:26:29,254
What it was criminal
958
00:26:29,254 --> 00:26:30,922
because all the work I put in
959
00:26:30,922 --> 00:26:31,489
and all the hard
960
00:26:31,489 --> 00:26:32,123
work, blood, sweat
961
00:26:32,123 --> 00:26:33,692
and tears, this guy didn't,
962
00:26:33,692 --> 00:26:35,760
but he sounded better than me.
963
00:26:35,760 --> 00:26:37,562
And that was a very smart lessons
964
00:26:37,562 --> 00:26:38,997
and powerful lesson for me.
965
00:26:38,997 --> 00:26:41,433
So what I'm saying is for a floor guy
966
00:26:41,433 --> 00:26:43,134
bidding the job,
967
00:26:43,535 --> 00:26:44,035
if you
968
00:26:44,035 --> 00:26:44,970
if you go in there and say,
969
00:26:44,970 --> 00:26:46,171
we do three coats of this
970
00:26:46,171 --> 00:26:47,072
and we send it to this,
971
00:26:47,072 --> 00:26:47,839
whatever it is,
972
00:26:47,839 --> 00:26:48,840
it's four bucks or whatever
973
00:26:48,840 --> 00:26:50,475
it is, a square foot or five or whatever.
974
00:26:50,475 --> 00:26:51,543
Who cares?
975
00:26:52,277 --> 00:26:53,912
And, you know, upsell
976
00:26:53,912 --> 00:26:55,513
and add that personal touch or whatever,
977
00:26:55,513 --> 00:26:56,615
because at the end of the year,
978
00:26:56,615 --> 00:26:59,250
I keep going back to it's in my control
979
00:26:59,651 --> 00:27:01,119
to end up the year with.
980
00:27:01,119 --> 00:27:01,553
I'm just going
981
00:27:01,553 --> 00:27:02,687
through the numbers out there.
982
00:27:02,687 --> 00:27:03,221
I don't even want to
983
00:27:03,221 --> 00:27:04,255
throw numbers out there
984
00:27:04,255 --> 00:27:05,357
because everybody's different.
985
00:27:05,357 --> 00:27:06,725
I can end up with this amount
986
00:27:06,725 --> 00:27:07,726
at the end of year,
987
00:27:07,726 --> 00:27:09,661
or I could end up with 35% more
988
00:27:09,661 --> 00:27:10,629
at the end of the year
989
00:27:10,629 --> 00:27:12,097
because I took the time
990
00:27:12,097 --> 00:27:12,964
to do these things.
991
00:27:12,964 --> 00:27:13,999
By the way,
992
00:27:13,999 --> 00:27:15,233
these things that are not causing
993
00:27:15,233 --> 00:27:15,667
my knees
994
00:27:15,667 --> 00:27:17,636
to go bad, not causing my,
995
00:27:17,636 --> 00:27:19,537
you know, my my back to hurt.
996
00:27:19,537 --> 00:27:21,072
These are just just things
997
00:27:21,072 --> 00:27:23,074
that I would need to teach myself
998
00:27:23,074 --> 00:27:26,745
to, to, to, to, to better the business.
999
00:27:26,745 --> 00:27:27,712
And for this old guy
1000
00:27:27,712 --> 00:27:29,881
that's going to be 75 years old
1001
00:27:29,881 --> 00:27:30,915
one day and, you know,
1002
00:27:30,915 --> 00:27:31,850
you got to think about they're guy
1003
00:27:31,850 --> 00:27:33,018
and take care of that guy.
1004
00:27:33,018 --> 00:27:34,252
So I like this
1005
00:27:34,252 --> 00:27:36,388
this topic of thinking outside the box.
1006
00:27:36,388 --> 00:27:37,722
Everybody says that
1007
00:27:37,722 --> 00:27:38,723
thinking outside the box,
1008
00:27:38,723 --> 00:27:40,558
it become cliche now.
1009
00:27:40,558 --> 00:27:42,761
But I really think that
1010
00:27:42,761 --> 00:27:44,596
if you take the time to do this
1011
00:27:44,596 --> 00:27:45,330
and what it could mean
1012
00:27:45,330 --> 00:27:48,033
at the end of the end of the year
1013
00:27:48,033 --> 00:27:49,100
and extrapolate that
1014
00:27:49,100 --> 00:27:50,101
to how many years do
1015
00:27:50,101 --> 00:27:52,170
I have left in this trade,
1016
00:27:52,470 --> 00:27:54,773
I think it adds up to a tremendous amount
1017
00:27:55,540 --> 00:27:57,042
and you and I talked about this
1018
00:27:57,042 --> 00:27:57,742
and for
1019
00:27:58,143 --> 00:27:59,144
some of the reason we're passionate
1020
00:27:59,144 --> 00:28:01,012
about doing this podcast, really
1021
00:28:01,012 --> 00:28:02,280
in the end of the day,
1022
00:28:02,280 --> 00:28:03,648
is that we've both been there,
1023
00:28:03,648 --> 00:28:04,716
we both made mistakes.
1024
00:28:04,716 --> 00:28:07,052
We know how freaking hard this job is.
1025
00:28:07,052 --> 00:28:09,054
And we want to see people be successful.
1026
00:28:09,721 --> 00:28:10,655
And and
1027
00:28:10,655 --> 00:28:12,257
and to, you know,
1028
00:28:12,257 --> 00:28:12,857
we talked about it
1029
00:28:12,857 --> 00:28:14,492
before you get into that learning curve
1030
00:28:14,492 --> 00:28:14,893
where you're making
1031
00:28:14,893 --> 00:28:16,861
the most possible money in your career,
1032
00:28:16,861 --> 00:28:19,064
get there quicker and stay there longer.
1033
00:28:19,397 --> 00:28:20,331
And dammit, I'm
1034
00:28:20,331 --> 00:28:21,433
going to I'm going to say it.
1035
00:28:21,433 --> 00:28:23,935
The the diamond sanding plates
1036
00:28:25,737 --> 00:28:27,839
is one of those tools that
1037
00:28:29,007 --> 00:28:30,341
less aggravation, less hard
1038
00:28:30,341 --> 00:28:31,576
work on your hands and knees
1039
00:28:31,576 --> 00:28:32,444
and what have you,
1040
00:28:32,444 --> 00:28:34,179
and then just a cleaner job
1041
00:28:34,179 --> 00:28:35,447
and and but being able
1042
00:28:35,447 --> 00:28:36,781
to also it's important
1043
00:28:36,781 --> 00:28:38,183
to have the technology,
1044
00:28:38,183 --> 00:28:40,018
but to also be able to to relate it
1045
00:28:40,018 --> 00:28:40,351
to the
1046
00:28:40,351 --> 00:28:41,052
to the clients
1047
00:28:41,052 --> 00:28:44,389
and the value that you're adding.
1048
00:28:44,389 --> 00:28:45,490
I look back at
1049
00:28:45,490 --> 00:28:47,692
I thought when I was doing estimates,
1050
00:28:47,859 --> 00:28:48,960
I thought I was a good salesman.
1051
00:28:48,960 --> 00:28:51,196
I had a great batting average.
1052
00:28:51,196 --> 00:28:54,499
But the mistake that I made,
1053
00:28:54,499 --> 00:28:56,468
especially after meeting
1054
00:28:56,468 --> 00:28:58,203
and talking with everybody that we have
1055
00:28:58,203 --> 00:28:59,938
since we've been doing this show,
1056
00:28:59,938 --> 00:29:01,973
doing the schools and everything,
1057
00:29:01,973 --> 00:29:03,575
and I just scratched the surface.
1058
00:29:03,575 --> 00:29:05,343
I got a good price.
1059
00:29:05,343 --> 00:29:07,612
I didn't get a great price. Yes.
1060
00:29:07,712 --> 00:29:11,382
And I could have got a great price
1061
00:29:11,983 --> 00:29:13,718
if I had worked the sale
1062
00:29:13,718 --> 00:29:15,487
a little bit better.
1063
00:29:15,487 --> 00:29:16,254
You know, and.
1064
00:29:16,254 --> 00:29:16,855
Like I said,
1065
00:29:16,855 --> 00:29:18,089
I was a pretty good salesman.
1066
00:29:18,089 --> 00:29:20,525
I had a great batting average, you know.
1067
00:29:20,525 --> 00:29:21,326
And man,
1068
00:29:21,326 --> 00:29:23,762
if I had just thought
1069
00:29:23,762 --> 00:29:26,064
that's really up that price but really up
1070
00:29:26,064 --> 00:29:27,632
my sales game too,
1071
00:29:27,632 --> 00:29:29,334
I think that's a no brainer.
1072
00:29:29,334 --> 00:29:29,834
Okay.
1073
00:29:29,834 --> 00:29:30,735
I thought you
1074
00:29:30,735 --> 00:29:32,137
what you said was so important
1075
00:29:32,137 --> 00:29:33,505
and I couldn't agree with you more.
1076
00:29:34,773 --> 00:29:36,040
Sometimes
1077
00:29:37,308 --> 00:29:37,575
I don't know
1078
00:29:37,575 --> 00:29:38,777
what the express of the express,
1079
00:29:38,777 --> 00:29:42,881
but good gets in the way of great.
1080
00:29:42,881 --> 00:29:45,650
I also that I got I got to I.
1081
00:29:45,650 --> 00:29:47,919
Think the expression is don't let great
1082
00:29:47,919 --> 00:29:50,555
get in the way of good.
1083
00:29:52,090 --> 00:29:53,958
I don't make any sense.
1084
00:29:53,958 --> 00:29:54,359
That way.
1085
00:29:54,359 --> 00:29:55,660
It's great, great, great.
1086
00:29:55,660 --> 00:29:57,061
It's better than good.
1087
00:29:57,061 --> 00:29:57,962
I know that.
1088
00:29:57,962 --> 00:30:00,732
So a lot of people, they want to
1089
00:30:00,732 --> 00:30:01,032
Yeah.
1090
00:30:01,032 --> 00:30:02,567
You want to settle for good
1091
00:30:02,567 --> 00:30:04,702
and that gets a great right.
1092
00:30:04,702 --> 00:30:04,803
Well,
1093
00:30:04,803 --> 00:30:06,137
I mean don't let me lose my point
1094
00:30:06,137 --> 00:30:06,938
because you said something
1095
00:30:06,938 --> 00:30:09,007
brilliant there. Okay.
1096
00:30:09,007 --> 00:30:09,841
So
1097
00:30:10,475 --> 00:30:11,543
first I'm going to give it up to you.
1098
00:30:11,543 --> 00:30:13,444
But here but I made the same mistake.
1099
00:30:13,444 --> 00:30:16,047
And I think this is very important.
1100
00:30:16,047 --> 00:30:16,781
You know, I thought,
1101
00:30:16,781 --> 00:30:18,416
okay, yeah, we got a good price on this,
1102
00:30:19,651 --> 00:30:20,552
but maybe I could have got
1103
00:30:20,552 --> 00:30:22,754
a great price on this. Yes.
1104
00:30:22,754 --> 00:30:23,087
You know.
1105
00:30:23,087 --> 00:30:25,123
Exactly. Yes, exactly.
1106
00:30:25,123 --> 00:30:27,292
So that so that can be a mistake.
1107
00:30:27,292 --> 00:30:28,293
We thought. Yeah, okay.
1108
00:30:28,293 --> 00:30:29,127
Yeah, that's a good price.
1109
00:30:29,127 --> 00:30:30,328
I can you know,
1110
00:30:30,328 --> 00:30:32,130
or it could have been holy smokes,
1111
00:30:32,130 --> 00:30:34,065
that was a great price we got.
1112
00:30:34,065 --> 00:30:35,166
And now if I did that
1113
00:30:35,166 --> 00:30:37,669
three more times this month,
1114
00:30:37,669 --> 00:30:39,337
you know what I mean? Yeah.
1115
00:30:39,337 --> 00:30:41,639
And that's where I was a dummy
1116
00:30:41,639 --> 00:30:43,007
is every once in a while
1117
00:30:43,007 --> 00:30:44,242
you do get that great price,
1118
00:30:44,242 --> 00:30:45,210
and then
1119
00:30:45,410 --> 00:30:46,544
you drive and sing,
1120
00:30:46,544 --> 00:30:48,580
and now you're going home
1121
00:30:48,646 --> 00:30:50,114
window down singing.
1122
00:30:50,114 --> 00:30:52,717
Right? You're on high.
1123
00:30:52,717 --> 00:30:54,953
You're as high as can be, you know?
1124
00:30:55,119 --> 00:30:57,589
Why didn't I keep that going?
1125
00:30:57,589 --> 00:30:59,591
Why didn't I always go for the.
1126
00:31:00,124 --> 00:31:01,693
The great price?
1127
00:31:01,693 --> 00:31:02,861
I don't know, crazy.
1128
00:31:02,861 --> 00:31:05,230
But now people should take advantage
1129
00:31:05,230 --> 00:31:05,763
of it.
1130
00:31:05,830 --> 00:31:06,231
The reason
1131
00:31:06,231 --> 00:31:07,532
I like hanging around with you, Rob,
1132
00:31:07,532 --> 00:31:08,066
is because you're
1133
00:31:08,066 --> 00:31:10,001
like Hank Williams, like
1134
00:31:12,003 --> 00:31:13,471
you didn't put out a lot of stuff,
1135
00:31:13,471 --> 00:31:14,505
you know, he didn't realize it.
1136
00:31:14,505 --> 00:31:16,474
But it is the simple brilliance
1137
00:31:16,474 --> 00:31:18,276
of what he says sometimes
1138
00:31:18,276 --> 00:31:20,511
that like every every once in a while,
1139
00:31:20,511 --> 00:31:21,713
you'll see something like that.
1140
00:31:21,713 --> 00:31:26,217
And I go, damn, that is I was saying
1141
00:31:26,217 --> 00:31:28,386
that in a 300 words to get there,
1142
00:31:28,386 --> 00:31:29,854
but that was brilliant what you said.
1143
00:31:29,854 --> 00:31:32,724
And I think that's a very good point, is
1144
00:31:33,091 --> 00:31:34,459
maybe because you got good prices,
1145
00:31:34,459 --> 00:31:34,893
you were happy,
1146
00:31:34,893 --> 00:31:36,494
but you could have got great prices.
1147
00:31:36,494 --> 00:31:38,096
And if you extrapolate that out,
1148
00:31:38,096 --> 00:31:38,963
I think what a difference
1149
00:31:38,963 --> 00:31:39,898
it could have made.
1150
00:31:39,898 --> 00:31:42,433
So that's a very good point.
1151
00:31:42,433 --> 00:31:43,268
Wow.
1152
00:31:43,601 --> 00:31:45,303
He said that a few times
1153
00:31:45,303 --> 00:31:47,872
and I might listen to this show.
1154
00:31:47,872 --> 00:31:48,573
Mm hmm.
1155
00:31:48,740 --> 00:31:49,841
You know, Wayne,
1156
00:31:49,841 --> 00:31:50,875
this has been a good show.
1157
00:31:50,875 --> 00:31:52,343
I've got a ton of ideas,
1158
00:31:52,343 --> 00:31:53,778
but I think what everybody should do,
1159
00:31:53,778 --> 00:31:55,413
if you listen to this show,
1160
00:31:55,413 --> 00:31:58,049
maybe sit down and write some things down
1161
00:31:58,049 --> 00:32:00,318
that maybe you can start thinking
1162
00:32:00,318 --> 00:32:01,252
of your own ways,
1163
00:32:02,220 --> 00:32:02,520
thinking
1164
00:32:02,520 --> 00:32:05,523
out of the box in your own business.
1165
00:32:05,523 --> 00:32:06,391
I like that.
1166
00:32:06,391 --> 00:32:08,426
And, you know, sometimes change is hard.
1167
00:32:08,459 --> 00:32:09,360
So maybe pick
1168
00:32:09,360 --> 00:32:11,296
like of your last pick down, pick
1169
00:32:11,296 --> 00:32:11,796
two or three
1170
00:32:11,796 --> 00:32:13,598
that I'm going to get better at,
1171
00:32:13,598 --> 00:32:14,499
you know what I mean?
1172
00:32:14,499 --> 00:32:17,402
And also, I'm telling you, man, I'm
1173
00:32:17,468 --> 00:32:19,270
I'm very much a goal setter.
1174
00:32:19,270 --> 00:32:20,672
Set a goal.
1175
00:32:21,172 --> 00:32:22,473
Set a goal.
1176
00:32:22,740 --> 00:32:24,042
And and see
1177
00:32:24,042 --> 00:32:25,009
like we've done podcast
1178
00:32:25,009 --> 00:32:26,110
before of how much
1179
00:32:26,110 --> 00:32:27,378
how much you think
1180
00:32:27,378 --> 00:32:29,013
you're spending on the job versus
1181
00:32:29,013 --> 00:32:30,348
how much you really are.
1182
00:32:30,348 --> 00:32:33,484
And you say, Chris is a, that that idea
1183
00:32:33,484 --> 00:32:34,252
where he puts everything
1184
00:32:34,252 --> 00:32:36,821
he uses in on a job in a plastic bag
1185
00:32:37,488 --> 00:32:38,823
and every single thing,
1186
00:32:38,823 --> 00:32:40,558
even if every every edge
1187
00:32:40,558 --> 00:32:42,694
or paper scraper decided, threw away
1188
00:32:42,694 --> 00:32:43,328
everything
1189
00:32:43,328 --> 00:32:44,429
and itemize is what
1190
00:32:44,429 --> 00:32:46,497
my job's actually cost.
1191
00:32:46,497 --> 00:32:48,499
I love. That's a great starting place.
1192
00:32:48,499 --> 00:32:49,701
That is a classic
1193
00:32:49,701 --> 00:32:51,502
thinking outside of the box, huh?
1194
00:32:51,502 --> 00:32:53,204
Yeah, that was.
1195
00:32:53,204 --> 00:32:54,038
That was awesome.
1196
00:32:54,038 --> 00:32:55,373
First time I heard that is like
1197
00:32:55,373 --> 00:32:57,175
that is brilliant.
1198
00:32:57,175 --> 00:32:58,142
And Chris scissors
1199
00:32:58,142 --> 00:32:59,844
on the on the end of a podcast
1200
00:32:59,844 --> 00:33:00,578
with Brett Miller
1201
00:33:00,578 --> 00:33:02,180
they do a really good job
1202
00:33:02,180 --> 00:33:04,549
so I think that's a great place to start.
1203
00:33:04,983 --> 00:33:05,483
And then
1204
00:33:06,651 --> 00:33:07,085
maybe
1205
00:33:07,085 --> 00:33:07,819
find like two
1206
00:33:07,819 --> 00:33:09,387
or three things that you can change
1207
00:33:09,387 --> 00:33:10,288
and then set a goal.
1208
00:33:10,288 --> 00:33:11,122
And to me
1209
00:33:11,122 --> 00:33:13,458
the goal is how good am I at these,
1210
00:33:13,458 --> 00:33:14,559
you know, in a lot of
1211
00:33:14,559 --> 00:33:16,260
this is practicing yourself.
1212
00:33:16,260 --> 00:33:18,963
It's like Chris, Chris said
1213
00:33:18,963 --> 00:33:21,466
on the last podcast, you know what?
1214
00:33:21,466 --> 00:33:21,933
Each first
1215
00:33:21,933 --> 00:33:22,900
try to sell to a homeowner,
1216
00:33:22,900 --> 00:33:25,003
it didn't sound, you know,
1217
00:33:25,370 --> 00:33:26,804
he wasn't prepared to really say
1218
00:33:26,804 --> 00:33:27,672
it and pitch it.
1219
00:33:27,672 --> 00:33:29,474
So he didn't feel comfortable doing it.
1220
00:33:29,474 --> 00:33:32,076
So I think this requires time of of
1221
00:33:32,110 --> 00:33:33,077
of practicing it.
1222
00:33:33,077 --> 00:33:34,045
Say it in front of a mirror
1223
00:33:34,045 --> 00:33:35,113
over and over and over again.
1224
00:33:35,113 --> 00:33:37,849
It becomes second nature.
1225
00:33:37,849 --> 00:33:39,250
Maybe have pictures in books
1226
00:33:39,250 --> 00:33:41,019
and podcasts are in the pipeline.
1227
00:33:41,019 --> 00:33:43,221
Sorry I me again
1228
00:33:43,221 --> 00:33:45,890
I iPads that you can show your work
1229
00:33:46,257 --> 00:33:47,392
but so I think.
1230
00:33:47,392 --> 00:33:49,160
Great, great great job Rob.
1231
00:33:49,160 --> 00:33:50,495
I appreciate it.
1232
00:33:50,495 --> 00:33:51,396
And thank you for
1233
00:33:51,396 --> 00:33:52,530
for for bringing this to us
1234
00:33:52,530 --> 00:33:53,197
because this is a
1235
00:33:53,197 --> 00:33:54,732
really good information.
1236
00:33:54,732 --> 00:33:57,168
And yeah, you're so smart.
1237
00:33:57,168 --> 00:33:59,037
I really don't get beat up by Pete.
1238
00:34:00,104 --> 00:34:02,974
I this it's too late.
1239
00:34:02,974 --> 00:34:05,043
You think it's too late?
1240
00:34:05,043 --> 00:34:07,011
Yeah. He's a dog with a bone. Yeah.
1241
00:34:07,011 --> 00:34:08,046
Mm hmm.
1242
00:34:08,046 --> 00:34:08,613
You can call
1243
00:34:08,613 --> 00:34:10,715
you can call him off, though.
1244
00:34:10,848 --> 00:34:13,117
Do I? One of the. Hmm?
1245
00:34:13,117 --> 00:34:14,352
We all. Let's see a good fight.
1246
00:34:14,352 --> 00:34:16,320
Two old gamers going at it.
1247
00:34:16,320 --> 00:34:17,655
You know that's. True.
1248
00:34:17,655 --> 00:34:20,024
Yeah, it'd be a short fight.
1249
00:34:20,024 --> 00:34:21,459
I don't have a lot of time.
1250
00:34:21,459 --> 00:34:22,627
Okay.
1251
00:34:22,627 --> 00:34:23,861
Well, thank you very much, everybody.
1252
00:34:23,861 --> 00:34:24,595
Thank you, Rob.
1253
00:34:24,595 --> 00:34:25,630
There's been another episode
1254
00:34:25,630 --> 00:34:27,665
of On the Floor with Lady Rob.
1255
00:34:27,665 --> 00:34:36,741
Please stay tuned for another episode of.