Wayne and Rob discuss the reasons why you should or shouldn't take that tough job. 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.
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And welcome to another award
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winning episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highlander with Bona Adhesives.
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How we doing, Rob?
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Good morning. Vietnam.
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Doing an early one today,
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Yeah, this earliest we've ever done one.
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Yeah.
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Now, you've complained in the past
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about doing too late on Fridays, Oh.
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out. And you have no.
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No willpower.
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So how are you feeling about
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this morning?
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Your morning guy
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or Talk about the pot
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calling the kettle black.
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You've
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you complain way
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more than me about doing late
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Friday night shows.
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I'm fine.
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No.
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It's just
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I want to do something on late
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Friday night.
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Listen to player.
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all, you know,
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mentally spent Well, I work hard
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all week.
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All right.
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Hey.
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Okay.
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I don't want to make this all about me,
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but I, I told you I had my knee surgery
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and, And,
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it really
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thought it would be
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a good episode for the show.
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Not the knee surgery, but,
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when when I was talking to the doctor,
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you know,
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it was apparent that it wasn't
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just a regular knee surgery.
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Yeah, to take the other one out.
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And there could be complications,
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and it wasn't sure we liked the way
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the the screws were going to sit and,
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you know, a bunch of different things.
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And as we got closer to doing the job,
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doing the surgery,
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he seemed more trepidatious
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about doing it.
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Like, well, you know,
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sometimes you fracture the, the leg
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when you're trying to take
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the old epoxy
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and screws out and everything.
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And I could tell, like,
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he really wasn't really excited
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about doing this. Okay.
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And then I started thinking
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about flooring contractors
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taking the tough job.
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Should you take the tough job or not?
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Take the job. Tough job.
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And first of all, I want to say,
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you know, thank God for the people that.
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Do. You know what I mean?
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That do take the tough job.
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Because I know there's certainly
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a philosophy.
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And later in my career,
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towards the end of my career,
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I was of this philosophy
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that I don't need any more challenges.
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I'm taking the easy money off the table.
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Okay.
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There was a
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point in my career
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that I like to challenge
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and, what have you.
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So should you take the tough job
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or should you not take the tough job?
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And I think a lot plays into that.
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What?
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See you there, Rob.
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funny,
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it's funny that you wanted to do this.
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Because when Pete and my,
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When me and Pete left
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my dad's company and started our own.
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We started.
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We weren't going to start
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bowling alley company.
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We were going to start
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a residential company.
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So here we are.
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It's,
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like 1988, and nobody knows who
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we are
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residentially around the Albany area.
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So, you know,
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there's a ton of guys in the phone
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book and everything. But at the time,
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white stain floors were
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For example.
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Yes.
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matter what,
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we gotta figure out how to do white.
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I go, nobody wants it
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where new.
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So, you know, the prices are really low
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because we're new and we're just,
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you know, trying to put food on the table
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at the time.
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And white
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Stan jobs were paying double or,
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you know, sometimes even more than Yeah.
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So we figured out how to do the tough job
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we took the job
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that nobody else wanted to do.
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It wasn't really that bad.
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We got really good at it.
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And boy, did that ever catapult
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But, you know, it was a learning curve.
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And, you know,
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we took a couple on the chin,
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but once we got it figured out,
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it our business just took off.
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Yeah, I think so.
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taking the
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tough job, taking
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time to learn how to do it.
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But like I said,
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I just kept hearing people say, no,
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we don't do white, we don't do white.
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And I like, well,
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there's there's a little opening.
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So Oh.
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That's interesting.
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Well it's interesting
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because I have kind of
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a different take on on that too.
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Is that like I would be job
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sometimes early on.
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You know as a young contractor.
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And I would see that
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x y z flaws was there too
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because I
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see their business card on the table
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lenses.
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And, you know,
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ABC floors
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was there to like very big time.
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You know,
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these are big players
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and these were really good contractors.
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And I get the job
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and these are some of
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these are like really difficult jobs.
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Like
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sometimes not necessarily.
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Hard as far as,
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technically hard,
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but like maybe have a big tear
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out on a slab or whatever.
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And I would get the job.
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Then I did it. It hit me one day.
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Well, maybe there's a reason
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I got these jobs.
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Maybe these guys didn't want these jobs.
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And I'm thinking, oh, man, look there.
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They chose me.
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Then I realized, you know what?
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Maybe I'm the dumb, the dumb guy here.
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I was going to say another word.
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So, let's talk
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about why
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some some positives
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of taking those tough jobs,
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and we'll talk about some negative
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taking those tough jobs. Okay.
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And, you and I compiled a list
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together of,
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you know, why
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you should take the tough job.
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And one of them is less
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competition, right?
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Better margins.
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Most contractor chase easy work.
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So when a
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when a project is technically difficult,
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logistically challenging, or,
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you know, or sensitive,
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there are fewer bidders
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that show up and,
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maybe there's high
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profit potential, better
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negotiating leverage,
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less race to the bottom pricing
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and more control over the projects.
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Right.
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Well, yeah.
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That one.
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And there's less competition.
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Yep. Yep.
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Think they get.
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Yeah. Yeah.
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It. Yeah.
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Hello, Charlie.
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How Pete and I really got our start.
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And that was one of the things that.
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I mean, there was.
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Oh.
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And I know people are going to laugh
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when I say this. You'll get it.
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The phone book was page after page.
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Even, you know,
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Albany's not the
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it's capital in New York, but
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there was a lot of floor
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Yeah.
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Well, the second one we wrote down
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and you already talked about it.
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It's, difficult
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jobs build your reputation.
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That's how you kind of
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got your name out there.
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So when you successfully complete
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one of these.
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Yeah, I can put your name out there
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and what have you,
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especially if,
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you know,
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and actually,
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today,
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probably more than in the past
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with social media, you know, when news,
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big time
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projects out there
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that are difficult to do and you do them.
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I see Lenny all is on project right now
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where it drops off like two inches
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on a on a slab.
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The slab is absolutely all over the place
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for leveling.
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It's going to require like 500
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bags of leveling compound.
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And he's going to he's
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got marks everywhere.
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And it's going to be
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I mean just
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just to take out the the install,
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just the leveling
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or flattening of
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that job is very, very complex.
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You got you got to elevator.
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You got to meet with height
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height restrictions and everything.
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So, you know,
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that's a very, very challenging jobs.
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And I'll tell you what I would
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I would say
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probably, maybe two out of every ten
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contractors would take a job
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like that on because the other, oh,
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it's a big, big job
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with a lot of different,
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you know, offsets
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and hallways and bedrooms
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and what have you and everything.
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And it's
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just absolutely all over the place
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as far as leveling,
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and, and, so, you know,
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that's obviously how he, you know,
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he's made a living
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taking jobs that nobody else would want
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or could or might want
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but not be able to to do so.
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All right.
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Tough jobs create barriers to entry,
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right?
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Every difficult
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project teaches your team something,
289
00:09:36,742 --> 00:09:38,744
the competitors don't know.
290
00:09:38,744 --> 00:09:40,446
And over time, you developed.
291
00:09:40,446 --> 00:09:42,148
And this is what this is kind of one
292
00:09:42,148 --> 00:09:43,316
good thing about it to me
293
00:09:43,316 --> 00:09:46,052
is you get specialized crews,
294
00:09:46,052 --> 00:09:47,820
you get these unique processes.
295
00:09:47,820 --> 00:09:49,722
And especially guys that are doing like,
296
00:09:49,722 --> 00:09:52,291
like a lot of medallions
297
00:09:52,291 --> 00:09:53,859
or what have you, or parkways
298
00:09:53,859 --> 00:09:56,262
that require a lot of jigs.
299
00:09:56,262 --> 00:09:57,396
You know,
300
00:09:57,396 --> 00:09:57,964
you get different
301
00:09:57,964 --> 00:09:59,532
processes set up for that and everything
302
00:09:59,532 --> 00:10:02,134
and make your guys good and,
303
00:10:02,134 --> 00:10:03,436
and make your guys good at
304
00:10:03,436 --> 00:10:05,805
solving complex problems.
305
00:10:05,805 --> 00:10:07,506
That can be good
306
00:10:07,506 --> 00:10:10,476
if you're getting paid for them.
307
00:10:10,743 --> 00:10:11,577
Yeah.
308
00:10:11,577 --> 00:10:13,112
what else are we out of here?
309
00:10:13,112 --> 00:10:15,014
Growth happens outside your comfort zone,
310
00:10:15,014 --> 00:10:17,917
and I said this. This is, true in life.
311
00:10:17,917 --> 00:10:20,720
That's how you get better.
312
00:10:20,720 --> 00:10:22,755
You get better at getting outside
313
00:10:22,755 --> 00:10:23,923
your comfort zone.
314
00:10:23,923 --> 00:10:24,390
I mean,
315
00:10:24,390 --> 00:10:25,458
we first take jobs
316
00:10:25,458 --> 00:10:26,759
that are pretty straightforward.
317
00:10:26,759 --> 00:10:27,960
You need those kind of jobs
318
00:10:27,960 --> 00:10:29,228
to build your skills
319
00:10:29,228 --> 00:10:31,497
and then to continue to grow.
320
00:10:31,497 --> 00:10:32,398
That's why
321
00:10:32,398 --> 00:10:33,899
schools and education
322
00:10:33,899 --> 00:10:35,768
and going to classes and what have you.
323
00:10:35,768 --> 00:10:37,870
And networking is so important also,
324
00:10:37,870 --> 00:10:40,039
to get outside your comfort zone.
325
00:10:40,039 --> 00:10:40,773
And I'll tell you,
326
00:10:40,773 --> 00:10:43,776
you know, Josh has been a great example.
327
00:10:44,110 --> 00:10:46,679
I mean, he's a guy that has taken
328
00:10:46,679 --> 00:10:48,381
on difficult projects
329
00:10:48,381 --> 00:10:50,082
as long as I've known him
330
00:10:50,082 --> 00:10:54,420
and come up with unique, solutions.
331
00:10:54,987 --> 00:10:56,956
And it's just gotten better and better.
332
00:10:56,956 --> 00:10:58,591
And, you know, the other thing
333
00:10:58,591 --> 00:10:59,892
too, is some guys
334
00:10:59,892 --> 00:11:01,560
embrace challenges like that
335
00:11:01,560 --> 00:11:02,261
and they're just,
336
00:11:02,261 --> 00:11:04,397
just kind of the way they're made up.
337
00:11:04,397 --> 00:11:05,631
And,
338
00:11:05,631 --> 00:11:09,301
and some guys, just don't want them.
339
00:11:09,568 --> 00:11:10,002
I mean, I've,
340
00:11:10,002 --> 00:11:12,271
I've had very good journeyman
341
00:11:12,271 --> 00:11:13,739
work for me that they're like
342
00:11:15,207 --> 00:11:16,242
straightforward jobs
343
00:11:16,242 --> 00:11:17,610
all day long, what have you.
344
00:11:17,610 --> 00:11:19,645
But if it becomes a really tough,
345
00:11:19,645 --> 00:11:21,981
technically difficult, challenging job,
346
00:11:21,981 --> 00:11:23,315
man, there's just so far
347
00:11:23,315 --> 00:11:24,050
out of their comfort zone
348
00:11:24,050 --> 00:11:25,818
they don't want to do it.
349
00:11:25,818 --> 00:11:27,520
And I think
350
00:11:27,520 --> 00:11:30,523
something that helps that is with,
351
00:11:30,856 --> 00:11:32,324
is is going to the schools
352
00:11:32,324 --> 00:11:34,226
and the education and what have you.
353
00:11:34,226 --> 00:11:35,928
And and again,
354
00:11:35,928 --> 00:11:37,496
I say with social media, with YouTube
355
00:11:37,496 --> 00:11:38,698
and the videos out there,
356
00:11:38,698 --> 00:11:41,701
I think are incredible.
357
00:11:41,801 --> 00:11:44,804
So.
358
00:11:46,672 --> 00:11:47,173
back.
359
00:11:47,173 --> 00:11:48,841
Going back to Josh's
360
00:11:48,841 --> 00:11:50,576
place actually wants you to,
361
00:11:50,576 --> 00:11:52,812
maybe show up to.
362
00:11:52,812 --> 00:11:54,680
But there's Josh.
363
00:11:54,680 --> 00:11:56,182
He does all this
364
00:11:56,182 --> 00:11:59,185
incredible amounts of work and
365
00:11:59,318 --> 00:12:01,620
all over social media and everything,
366
00:12:01,620 --> 00:12:03,823
but one of the things that Josh
367
00:12:03,823 --> 00:12:06,826
really invested in
368
00:12:09,562 --> 00:12:09,995
the summer
369
00:12:09,995 --> 00:12:10,529
and he's like,
370
00:12:10,529 --> 00:12:11,797
hey, I'd really like to set up
371
00:12:11,797 --> 00:12:13,499
another training.
372
00:12:13,499 --> 00:12:15,668
It's almost I think it
373
00:12:16,869 --> 00:12:19,238
might be a year or two years
374
00:12:19,238 --> 00:12:21,741
that we did the last one, but
375
00:12:21,741 --> 00:12:23,309
it's a full roster.
376
00:12:23,309 --> 00:12:26,011
He has his entire team there.
377
00:12:26,011 --> 00:12:28,981
And just because there's so many
378
00:12:29,849 --> 00:12:31,851
new products, procedures and everything,
379
00:12:31,851 --> 00:12:32,852
and that's one of the ways
380
00:12:32,852 --> 00:12:34,386
that he just keeps up
381
00:12:34,386 --> 00:12:35,955
with the challenges and everything
382
00:12:35,955 --> 00:12:38,958
going on in today's market Yeah.
383
00:12:40,426 --> 00:12:41,560
You know, the training isn't
384
00:12:41,560 --> 00:12:44,563
just a one and done
385
00:12:46,799 --> 00:12:49,802
You know, over the years,
386
00:12:50,069 --> 00:12:52,138
you'll see a sprinkling,
387
00:12:52,138 --> 00:12:52,972
doing restoration
388
00:12:52,972 --> 00:12:55,141
work up in, in Washington
389
00:12:55,141 --> 00:12:55,741
and, you know,
390
00:12:55,741 --> 00:12:58,744
his family is how many generations now,
391
00:12:58,844 --> 00:13:00,813
of working in that area.
392
00:13:00,813 --> 00:13:04,483
And, and you look at his toolbox, doing,
393
00:13:04,483 --> 00:13:07,486
doing repairs and stuff like that.
394
00:13:07,520 --> 00:13:09,989
It exudes confidence.
395
00:13:09,989 --> 00:13:10,890
Right.
396
00:13:10,890 --> 00:13:15,694
And the only way you get that confidence,
397
00:13:16,095 --> 00:13:19,031
it is through handling difficult projects
398
00:13:19,031 --> 00:13:19,698
and then getting
399
00:13:19,698 --> 00:13:20,733
to the next difficult one.
400
00:13:20,733 --> 00:13:22,067
And and you know, yeah,
401
00:13:22,067 --> 00:13:23,669
there's a guy that also
402
00:13:23,669 --> 00:13:25,271
that it gets a lot of work
403
00:13:25,271 --> 00:13:26,438
because nobody else can do it
404
00:13:26,438 --> 00:13:28,507
or is willing to do it or,
405
00:13:28,507 --> 00:13:31,911
or is is going to take on that much risk
406
00:13:32,611 --> 00:13:33,445
on the project.
407
00:13:33,445 --> 00:13:36,582
But, the skills that you get over
408
00:13:36,582 --> 00:13:39,485
time is money in the bank,
409
00:13:39,485 --> 00:13:40,119
you know what I mean?
410
00:13:40,119 --> 00:13:42,788
And reputation and reputation is money.
411
00:13:42,788 --> 00:13:44,623
All those things add up.
412
00:13:44,623 --> 00:13:46,725
So what?
413
00:13:46,725 --> 00:13:48,227
Why wouldn't you take the job?
414
00:13:48,227 --> 00:13:49,195
I think that's
415
00:13:49,195 --> 00:13:50,863
I think that's just important to say,
416
00:13:50,863 --> 00:13:52,064
you know, to talk about why
417
00:13:52,064 --> 00:13:52,998
you would not want to
418
00:13:52,998 --> 00:13:53,999
take one of those jobs.
419
00:13:58,304 --> 00:13:59,638
You know,
420
00:13:59,638 --> 00:14:00,406
I think number one
421
00:14:00,406 --> 00:14:01,774
is the revenue doesn't matter
422
00:14:01,774 --> 00:14:03,275
if the risk is unlimited,
423
00:14:03,275 --> 00:14:04,310
you know what I mean?
424
00:14:04,310 --> 00:14:05,044
And sometimes
425
00:14:05,044 --> 00:14:07,012
some jobs are difficult for a reason.
426
00:14:07,012 --> 00:14:07,780
And a lot of times
427
00:14:07,780 --> 00:14:09,448
I think the job
428
00:14:09,448 --> 00:14:11,851
it's the it's the homeowner,
429
00:14:11,851 --> 00:14:14,887
a better job for a guy one time.
430
00:14:15,287 --> 00:14:18,290
And it was a fairly difficult job
431
00:14:18,390 --> 00:14:19,291
and I did the guy
432
00:14:19,291 --> 00:14:19,792
I just didn't
433
00:14:19,792 --> 00:14:22,795
get a good vibe from the guy.
434
00:14:22,795 --> 00:14:24,129
And,
435
00:14:24,129 --> 00:14:24,930
a few days before
436
00:14:24,930 --> 00:14:25,931
the job was supposed to start,
437
00:14:25,931 --> 00:14:27,299
he flippantly said,
438
00:14:27,299 --> 00:14:29,268
and I'm not ready for you guys this week.
439
00:14:29,268 --> 00:14:30,069
Again, coming
440
00:14:30,069 --> 00:14:30,836
in this week is,
441
00:14:30,836 --> 00:14:32,204
I've got this going on
442
00:14:32,204 --> 00:14:34,840
or that going on or whatever, and I that.
443
00:14:34,840 --> 00:14:35,774
You gotta be kidding me.
444
00:14:35,774 --> 00:14:37,209
I mean, you know,
445
00:14:37,209 --> 00:14:38,244
it's it's
446
00:14:38,244 --> 00:14:39,545
it perfectly in my schedule
447
00:14:39,545 --> 00:14:40,512
now I gotta arrange things
448
00:14:40,512 --> 00:14:41,680
or what have you.
449
00:14:41,680 --> 00:14:42,882
And then,
450
00:14:42,882 --> 00:14:44,583
getting close to the time,
451
00:14:44,583 --> 00:14:46,218
who's going to do the job again?
452
00:14:46,218 --> 00:14:47,486
I was fairly young contractor
453
00:14:47,486 --> 00:14:49,355
at the time. He put me off again.
454
00:14:51,023 --> 00:14:52,191
So I said, you know, we've
455
00:14:52,191 --> 00:14:54,560
come to a crossroads here, you and I,
456
00:14:54,560 --> 00:14:56,629
And I'm not going to take this job.
457
00:14:56,629 --> 00:14:57,563
I'm not going to do this job.
458
00:14:57,563 --> 00:14:59,531
Now he goes, why?
459
00:14:59,531 --> 00:14:59,865
I said,
460
00:14:59,865 --> 00:15:02,868
listen, you put me off once, which,
461
00:15:03,002 --> 00:15:03,302
you know,
462
00:15:03,302 --> 00:15:05,204
and then you try to do it again.
463
00:15:05,204 --> 00:15:06,472
And, I'm not going to.
464
00:15:06,472 --> 00:15:07,373
I just can't do that.
465
00:15:07,373 --> 00:15:08,073
I don't,
466
00:15:08,073 --> 00:15:08,274
you know,
467
00:15:08,274 --> 00:15:09,475
I have a schedule to keep, and I.
468
00:15:09,475 --> 00:15:10,676
You don't think you don't respect that?
469
00:15:10,676 --> 00:15:11,243
I can't,
470
00:15:11,243 --> 00:15:12,578
I'm just not going to do the work.
471
00:15:12,578 --> 00:15:13,512
He goes, hold on, hold on.
472
00:15:13,512 --> 00:15:14,346
I really want you to do it.
473
00:15:14,346 --> 00:15:15,781
I'll tell you what.
474
00:15:15,781 --> 00:15:16,782
I'll call the painters
475
00:15:16,782 --> 00:15:18,751
and tell them not to show up.
476
00:15:18,751 --> 00:15:19,351
I said, okay,
477
00:15:19,351 --> 00:15:20,686
so you're going to do to them
478
00:15:20,686 --> 00:15:21,420
what you did to me.
479
00:15:21,420 --> 00:15:22,922
Don't you have to understand?
480
00:15:25,291 --> 00:15:26,091
The trades
481
00:15:26,091 --> 00:15:27,226
people like, okay,
482
00:15:27,226 --> 00:15:28,193
so what are they going to do for a
483
00:15:28,193 --> 00:15:29,028
week's work?
484
00:15:29,028 --> 00:15:31,297
What if what if your job told you
485
00:15:31,297 --> 00:15:33,165
that you stay home this weekend,
486
00:15:33,165 --> 00:15:34,233
you're not going to get paid for
487
00:15:34,233 --> 00:15:35,701
for this week?
488
00:15:35,701 --> 00:15:36,468
I mean, come on,
489
00:15:36,468 --> 00:15:37,636
what's the matter with you?
490
00:15:37,636 --> 00:15:39,004
I mean, this is how tradespeople
491
00:15:39,004 --> 00:15:40,139
earn a living.
492
00:15:40,139 --> 00:15:40,439
And you,
493
00:15:40,439 --> 00:15:41,040
you did it to me
494
00:15:41,040 --> 00:15:41,774
once, and you're now
495
00:15:41,774 --> 00:15:44,276
willing to do it to the other guys.
496
00:15:44,276 --> 00:15:44,910
And I said, I don't
497
00:15:44,910 --> 00:15:46,078
I don't work like that, man.
498
00:15:46,078 --> 00:15:47,212
It's it's it's really.
499
00:15:47,212 --> 00:15:48,080
That's not the way you go
500
00:15:48,080 --> 00:15:49,615
about doing things in life.
501
00:15:49,615 --> 00:15:50,950
So we passed on the job,
502
00:15:50,950 --> 00:15:53,185
and I learned the lesson that the job
503
00:15:53,185 --> 00:15:54,653
fit perfectly into my schedule.
504
00:15:54,653 --> 00:15:55,621
It was difficult job,
505
00:15:55,621 --> 00:15:57,556
but that he guys had
506
00:15:57,556 --> 00:15:59,792
he had too many red flags coming up
507
00:15:59,792 --> 00:16:02,061
and I and I kind of ignored those.
508
00:16:02,061 --> 00:16:06,332
So, when we talk about risk poor plans,
509
00:16:06,999 --> 00:16:10,469
unrealistic schedules, litigious owners
510
00:16:10,936 --> 00:16:13,539
and,
511
00:16:13,539 --> 00:16:16,542
I think, I'll come into play because,
512
00:16:17,009 --> 00:16:18,010
if you don't know exactly
513
00:16:18,010 --> 00:16:19,111
what the scope of the job
514
00:16:19,111 --> 00:16:20,512
it seems to be willy nilly
515
00:16:20,512 --> 00:16:22,214
or it seems to be kind of flippant
516
00:16:22,214 --> 00:16:24,116
or or the schedule's
517
00:16:24,116 --> 00:16:25,651
completely unrealistic.
518
00:16:25,651 --> 00:16:26,919
Do you really want to put yourself
519
00:16:26,919 --> 00:16:28,487
through the through those hoops?
520
00:16:29,455 --> 00:16:32,491
And especially if, if you're booked out
521
00:16:33,258 --> 00:16:34,059
like, that's a, that's
522
00:16:34,059 --> 00:16:36,295
a, that's a dead end job to me.
523
00:16:36,295 --> 00:16:36,996
If I'm booked out
524
00:16:36,996 --> 00:16:38,497
and I'm rolling
525
00:16:38,497 --> 00:16:41,500
and the schedules are tight anyhow,
526
00:16:41,667 --> 00:16:42,301
and I don't have
527
00:16:42,301 --> 00:16:43,535
a clear scope of the job,
528
00:16:43,535 --> 00:16:44,403
or it could change
529
00:16:44,403 --> 00:16:45,204
because we, you know,
530
00:16:45,204 --> 00:16:46,138
we tear out the carpets
531
00:16:46,138 --> 00:16:48,540
and it could be whatever.
532
00:16:48,540 --> 00:16:50,042
You know, that maybe that's the job
533
00:16:50,042 --> 00:16:52,077
I really don't want.
534
00:16:52,077 --> 00:16:56,115
Which leads to the second thing here
535
00:16:56,115 --> 00:16:56,882
is that one
536
00:16:56,882 --> 00:16:59,885
bad project can destroy a great year.
537
00:16:59,952 --> 00:17:01,720
Easily.
538
00:17:01,720 --> 00:17:03,722
So,
539
00:17:03,722 --> 00:17:03,956
you know,
540
00:17:03,956 --> 00:17:05,124
a lot of a lot of this
541
00:17:05,124 --> 00:17:06,692
is you have to kill the ego.
542
00:17:06,692 --> 00:17:07,626
You know what I mean?
543
00:17:07,626 --> 00:17:10,529
Because part of us likes the fact
544
00:17:10,529 --> 00:17:11,830
that, you know, I can get in here
545
00:17:11,830 --> 00:17:12,531
and I can do things
546
00:17:12,531 --> 00:17:13,799
other people can't do.
547
00:17:13,799 --> 00:17:14,666
Or I could get in here
548
00:17:14,666 --> 00:17:15,801
and I could save this job,
549
00:17:15,801 --> 00:17:16,902
and I could do it.
550
00:17:16,902 --> 00:17:18,837
I could look like a real hero here.
551
00:17:18,837 --> 00:17:21,707
But I think at that point
552
00:17:21,707 --> 00:17:23,375
we have to ask ourselves,
553
00:17:23,375 --> 00:17:24,810
can this job generate
554
00:17:24,810 --> 00:17:27,546
a catastrophic loss for us
555
00:17:27,546 --> 00:17:28,881
if things go go bad,
556
00:17:28,881 --> 00:17:31,383
could it tie up my cash flow?
557
00:17:31,383 --> 00:17:33,852
And could this job tie up my best people?
558
00:17:34,887 --> 00:17:35,621
For a long time?
559
00:17:35,621 --> 00:17:38,023
When and if you look at
560
00:17:38,023 --> 00:17:39,258
the amount of time and everything
561
00:17:39,258 --> 00:17:40,492
and risk on this job,
562
00:17:40,492 --> 00:17:41,794
does it really make sense
563
00:17:41,794 --> 00:17:44,129
if they could do straightforward jobs
564
00:17:44,129 --> 00:17:47,366
that you, you know, you have a clear
565
00:17:47,366 --> 00:17:48,600
understanding of,
566
00:17:48,600 --> 00:17:49,201
you know, it's going
567
00:17:49,201 --> 00:17:50,369
to take us X amount of time.
568
00:17:50,369 --> 00:17:51,637
It's straightforward or whatever.
569
00:17:51,637 --> 00:17:53,338
It's something we do all the time.
570
00:17:53,338 --> 00:17:54,706
So does it really make sense
571
00:17:54,706 --> 00:17:56,975
to take that job at that point?
572
00:17:56,975 --> 00:17:59,978
So.
573
00:18:18,097 --> 00:18:21,100
Yeah.
574
00:18:32,077 --> 00:18:34,847
factory here in
575
00:18:34,847 --> 00:18:36,949
in Albany is called Albany International.
576
00:18:36,949 --> 00:18:39,685
And they made some kind of bell thing for
577
00:18:39,685 --> 00:18:42,187
paper manufacturing facilities,
578
00:18:42,187 --> 00:18:44,256
but they had a half 1,000,000ft
579
00:18:44,256 --> 00:18:47,259
of four inch top nail maple
580
00:18:49,027 --> 00:18:52,030
on three floors, half 1,000,000ft.
581
00:18:52,831 --> 00:18:55,801
And they wanted it all sanded.
582
00:18:55,801 --> 00:18:58,604
And they were given us 3000 for
583
00:18:59,605 --> 00:19:00,639
on Friday night.
584
00:19:00,639 --> 00:19:03,342
And it had to be done coded
585
00:19:03,342 --> 00:19:05,477
by
586
00:19:05,477 --> 00:19:06,478
Well.
587
00:19:06,478 --> 00:19:08,514
And they had
588
00:19:08,514 --> 00:19:09,781
4 or 5 crews
589
00:19:09,781 --> 00:19:10,716
and nobody even knew,
590
00:19:10,716 --> 00:19:13,285
you know, nobody knew who we were
591
00:19:13,285 --> 00:19:16,288
at 4 or 5 crews who couldn't get it done.
592
00:19:17,289 --> 00:19:19,291
And we just heard about it by accident
593
00:19:19,291 --> 00:19:19,858
one day.
594
00:19:19,858 --> 00:19:20,926
Like I said,
595
00:19:20,926 --> 00:19:22,261
listen, in talking to people
596
00:19:22,261 --> 00:19:25,831
at the, distributorship and,
597
00:19:27,366 --> 00:19:29,601
boy, did we ever solve that problem.
598
00:19:29,601 --> 00:19:30,569
But one of the things
599
00:19:30,569 --> 00:19:33,572
I remember talking to the guy about was.
600
00:19:34,740 --> 00:19:35,841
When do we get paid?
601
00:19:35,841 --> 00:19:37,409
How is it, you know, how does it work?
602
00:19:37,409 --> 00:19:38,710
You know, this is a big time,
603
00:19:38,710 --> 00:19:39,645
big time company.
604
00:19:39,645 --> 00:19:42,648
I know that unless
605
00:19:43,715 --> 00:19:44,850
So at the time two,
606
00:19:44,850 --> 00:19:46,318
they were paying three bucks a foot
607
00:19:46,318 --> 00:19:48,253
and supplying the water based finish.
608
00:19:50,155 --> 00:19:50,923
So back in
609
00:19:50,923 --> 00:19:53,926
the 80s, this was.
610
00:19:54,760 --> 00:19:55,928
It's a lot of money,
611
00:19:55,928 --> 00:19:58,931
right?
612
00:19:59,965 --> 00:20:02,167
He goes it takes about 45 days.
613
00:20:02,167 --> 00:20:05,170
And
614
00:20:11,176 --> 00:20:14,179
Yeah.
615
00:20:14,346 --> 00:20:17,583
can do this and solve their problem.
616
00:20:18,183 --> 00:20:18,750
Right.
617
00:20:18,750 --> 00:20:20,219
These people are huge.
618
00:20:20,219 --> 00:20:22,588
We could work forever here.
619
00:20:22,588 --> 00:20:24,990
Doing pretty good.
620
00:20:24,990 --> 00:20:26,391
We did it the first.
621
00:20:26,391 --> 00:20:29,394
You know, they gave us the first section
622
00:20:29,561 --> 00:20:31,330
and it was it was misery.
623
00:20:31,330 --> 00:20:32,631
I mean, we
624
00:20:32,631 --> 00:20:33,699
we started Friday night
625
00:20:33,699 --> 00:20:35,701
and never went home till Monday morning.
626
00:20:35,701 --> 00:20:38,503
Literally never went home.
627
00:20:38,503 --> 00:20:40,672
I remember emptying a dust bag
628
00:20:40,672 --> 00:20:43,041
and just laying on the floor
629
00:20:43,041 --> 00:20:46,044
using the empty dust bag as a
630
00:20:47,779 --> 00:20:50,082
Yeah.
631
00:20:50,082 --> 00:20:52,317
we get done, everything's great.
632
00:20:52,317 --> 00:20:54,820
And I'm thinking, okay, so, you know,
633
00:20:54,820 --> 00:20:57,823
get the pipeline going 45 days.
634
00:20:58,991 --> 00:21:01,893
The guy calls me on Wednesday
635
00:21:01,893 --> 00:21:02,628
after he walks
636
00:21:02,628 --> 00:21:05,130
the job calls me on Wednesday.
637
00:21:05,130 --> 00:21:06,965
He goes, you want me to mail the check or
638
00:21:06,965 --> 00:21:07,766
send it over?
639
00:21:09,735 --> 00:21:11,503
I said, or do you want to come over?
640
00:21:11,503 --> 00:21:14,506
You want me
641
00:21:17,276 --> 00:21:18,210
think he could do it.
642
00:21:18,210 --> 00:21:19,878
So
643
00:21:19,878 --> 00:21:20,846
he goes, since you didn't,
644
00:21:20,846 --> 00:21:21,780
he goes, I went to
645
00:21:21,780 --> 00:21:22,748
he had to go to like 3
646
00:21:22,748 --> 00:21:24,383
or 4 different offices
647
00:21:24,383 --> 00:21:27,386
and get signatures on each check.
648
00:21:28,587 --> 00:21:29,521
But we got our money.
649
00:21:29,521 --> 00:21:30,656
Like I said, we got our money
650
00:21:30,656 --> 00:21:32,190
and it was amazing.
651
00:21:32,190 --> 00:21:36,061
So that turned out to be a huge win
652
00:21:36,061 --> 00:21:36,662
for us.
653
00:21:36,662 --> 00:21:37,663
It was difficult.
654
00:21:37,663 --> 00:21:39,431
I mean, it was
655
00:21:39,431 --> 00:21:42,434
there was nothing easy about it.
656
00:21:43,101 --> 00:21:44,736
We had my brother and his brother
657
00:21:44,736 --> 00:21:46,171
in helping out now and then,
658
00:21:46,171 --> 00:21:49,174
but it was absolute pain.
659
00:21:49,207 --> 00:21:51,410
But we solve their problem.
660
00:21:51,410 --> 00:21:52,711
They had what they wanted.
661
00:21:52,711 --> 00:21:55,681
We got what we
662
00:21:58,483 --> 00:22:00,385
at those real difficult ones.
663
00:22:00,385 --> 00:22:01,953
Because
664
00:22:01,953 --> 00:22:03,021
once we got well,
665
00:22:03,021 --> 00:22:03,789
the other thing
666
00:22:03,789 --> 00:22:05,190
that we got off of that too,
667
00:22:05,190 --> 00:22:06,091
was everybody
668
00:22:06,091 --> 00:22:07,693
who worked in that factory was,
669
00:22:07,693 --> 00:22:09,261
everybody make great money.
670
00:22:09,261 --> 00:22:10,662
So now
671
00:22:10,662 --> 00:22:11,730
we were getting all sorts
672
00:22:11,730 --> 00:22:12,931
of residential work from
673
00:22:12,931 --> 00:22:14,299
that one commercial job.
674
00:22:15,834 --> 00:22:18,837
But Well.
675
00:22:23,342 --> 00:22:24,509
Well, okay.
676
00:22:24,509 --> 00:22:25,544
But let's look at the flip side
677
00:22:25,544 --> 00:22:26,978
of what you just said.
678
00:22:26,978 --> 00:22:27,546
Oftentime.
679
00:22:27,546 --> 00:22:29,147
The big clients need problem
680
00:22:29,147 --> 00:22:30,749
solvers, right?
681
00:22:30,749 --> 00:22:33,752
And, that worked out for you.
682
00:22:34,019 --> 00:22:34,853
But oftentimes
683
00:22:34,853 --> 00:22:36,888
there's a reason for that too.
684
00:22:36,888 --> 00:22:38,056
Everybody's been in business
685
00:22:38,056 --> 00:22:40,025
for any length of time. Has heard this.
686
00:22:40,025 --> 00:22:41,960
I know this job's a pain in the butt,
687
00:22:41,960 --> 00:22:43,562
but get get past this one
688
00:22:43,562 --> 00:22:45,063
or give me a good price on this one.
689
00:22:45,063 --> 00:22:46,465
And the next one,
690
00:22:46,465 --> 00:22:48,133
you know, they'll make up for it, right?
691
00:22:48,133 --> 00:22:49,301
Which I hope you had.
692
00:22:49,301 --> 00:22:51,303
Nobody ever falls for that.
693
00:22:51,303 --> 00:22:52,838
Usually it's a young guy
694
00:22:52,838 --> 00:22:54,239
that's going to fall for that.
695
00:22:54,239 --> 00:22:57,209
We probably all fell for it once.
696
00:22:57,209 --> 00:22:58,110
I don't know if I ever did.
697
00:22:58,110 --> 00:22:59,244
I just sound like B.S.
698
00:22:59,244 --> 00:23:03,181
to me, but, I maybe I probably did,
699
00:23:10,522 --> 00:23:10,889
stuck to
700
00:23:10,889 --> 00:23:13,892
just one by one residential.
701
00:23:13,892 --> 00:23:15,193
And then we had a couple of,
702
00:23:15,193 --> 00:23:16,328
you know, commercial type
703
00:23:16,328 --> 00:23:18,029
jobs, things like that.
704
00:23:18,029 --> 00:23:19,831
But we never got into the builders
705
00:23:19,831 --> 00:23:21,433
because
706
00:23:21,433 --> 00:23:22,367
man, oh, man,
707
00:23:22,367 --> 00:23:24,503
the things that I heard
708
00:23:24,503 --> 00:23:26,238
with the nightmares
709
00:23:26,238 --> 00:23:28,940
that people were going through, money
710
00:23:28,940 --> 00:23:31,410
and they, they never get caught up.
711
00:23:31,410 --> 00:23:34,413
A lot of them around here never got
712
00:23:37,883 --> 00:23:40,886
Okay.
713
00:23:50,829 --> 00:23:51,396
Okay.
714
00:23:51,396 --> 00:23:54,399
So, do you want to get cite.
715
00:23:54,833 --> 00:23:55,634
Yeah.
716
00:23:55,634 --> 00:23:58,637
I don't want to.
717
00:23:59,704 --> 00:24:00,605
Yeah.
718
00:24:00,605 --> 00:24:01,440
especially in
719
00:24:01,440 --> 00:24:03,809
what they can do to your schedule to.
720
00:24:03,809 --> 00:24:04,976
Yep.
721
00:24:04,976 --> 00:24:05,343
And I
722
00:24:05,343 --> 00:24:05,744
don't want to get
723
00:24:05,744 --> 00:24:06,978
sidetracked on this too much.
724
00:24:06,978 --> 00:24:08,380
But we did work for builders.
725
00:24:08,380 --> 00:24:10,449
We had a pretty good roster of builders.
726
00:24:10,449 --> 00:24:11,583
in my travels now,
727
00:24:11,583 --> 00:24:12,250
I sometimes I go
728
00:24:12,250 --> 00:24:13,885
to different parts of the country
729
00:24:13,885 --> 00:24:16,087
and I've heard this, that,
730
00:24:16,087 --> 00:24:17,589
you can only charge X amount
731
00:24:17,589 --> 00:24:18,256
for builders.
732
00:24:18,256 --> 00:24:19,791
That's all they're going to pay you,
733
00:24:19,791 --> 00:24:20,659
like, like the builders
734
00:24:20,659 --> 00:24:21,626
have all the control
735
00:24:22,661 --> 00:24:23,295
and there's like,
736
00:24:23,295 --> 00:24:23,929
adamant, like,
737
00:24:23,929 --> 00:24:24,262
oh, no,
738
00:24:24,262 --> 00:24:26,198
you can't charge more than
739
00:24:26,198 --> 00:24:27,732
whatever, $3 a square,
740
00:24:27,732 --> 00:24:29,034
whatever the hell it is.
741
00:24:29,034 --> 00:24:30,101
And that's just the way it is.
742
00:24:30,101 --> 00:24:30,602
That's a
743
00:24:30,602 --> 00:24:30,902
that's all
744
00:24:30,902 --> 00:24:33,772
the builders are going to pay here.
745
00:24:33,772 --> 00:24:35,240
I was it
746
00:24:35,240 --> 00:24:36,007
blew my mind
747
00:24:36,007 --> 00:24:37,342
when I heard that because we,
748
00:24:37,342 --> 00:24:38,210
we come from,
749
00:24:38,210 --> 00:24:41,213
you know, in Northern California, we,
750
00:24:41,413 --> 00:24:42,714
they pay our price.
751
00:24:42,714 --> 00:24:44,483
We don't care what they think
752
00:24:44,483 --> 00:24:45,684
they're going to pay.
753
00:24:45,684 --> 00:24:46,685
We gave them a price.
754
00:24:46,685 --> 00:24:47,419
And if they want to,
755
00:24:47,419 --> 00:24:48,286
they want us to do the work,
756
00:24:48,286 --> 00:24:49,721
they're going to pay our price.
757
00:24:49,721 --> 00:24:51,423
And there was an understanding
758
00:24:51,423 --> 00:24:54,426
and we had plenty of work for builders.
759
00:24:54,426 --> 00:24:56,361
So I don't know how that happens
760
00:24:56,361 --> 00:24:57,462
in regions where they say,
761
00:24:57,462 --> 00:24:58,330
oh no, we're only
762
00:24:58,330 --> 00:24:59,231
going to pay this amount.
763
00:25:00,665 --> 00:25:01,433
We got a lot.
764
00:25:01,433 --> 00:25:02,067
We we,
765
00:25:02,067 --> 00:25:02,634
our builders
766
00:25:02,634 --> 00:25:04,202
paid high dollar for us
767
00:25:04,202 --> 00:25:06,671
and it's not us, somebody else.
768
00:25:06,671 --> 00:25:08,507
It wasn't like, oh, it's a builders job.
769
00:25:08,507 --> 00:25:09,674
So we had to charge less.
770
00:25:09,674 --> 00:25:11,543
It was never the case.
771
00:25:11,543 --> 00:25:13,512
So I don't know how that happens
772
00:25:13,512 --> 00:25:15,847
in, in in areas. But anyhow.
773
00:25:15,847 --> 00:25:17,415
All right. So you met. the other thing.
774
00:25:17,415 --> 00:25:18,917
I think there's.
775
00:25:18,917 --> 00:25:20,185
There's a couple of different
776
00:25:20,185 --> 00:25:21,186
types of builders.
777
00:25:21,186 --> 00:25:23,522
Like, I shouldn't say that
778
00:25:23,522 --> 00:25:24,923
we didn't work for builders
779
00:25:24,923 --> 00:25:26,992
because we ended up working for
780
00:25:26,992 --> 00:25:29,995
3 or 4 builders, but they only did,
781
00:25:30,829 --> 00:25:33,832
you know, 1 or 2 homes, three homes a
782
00:25:34,833 --> 00:25:37,836
Yeah.
783
00:25:40,572 --> 00:25:43,542
Yeah.
784
00:25:48,713 --> 00:25:51,716
Yeah.
785
00:25:58,890 --> 00:26:00,025
Yeah.
786
00:26:00,025 --> 00:26:02,193
Yeah yeah.
787
00:26:02,193 --> 00:26:03,361
And by the way I'm not talking
788
00:26:03,361 --> 00:26:05,063
about national homebuilders either.
789
00:26:05,063 --> 00:26:06,264
They build,
790
00:26:06,264 --> 00:26:06,464
you know
791
00:26:06,464 --> 00:26:07,332
100,000 homes
792
00:26:07,332 --> 00:26:08,733
a quarter talking about
793
00:26:08,733 --> 00:26:10,635
you know just regular custom builders. So
794
00:26:11,670 --> 00:26:12,737
okay you just
795
00:26:12,737 --> 00:26:13,471
mentioned difficult
796
00:26:13,471 --> 00:26:14,539
clients are more often
797
00:26:14,539 --> 00:26:16,608
more dangerous in difficult projects.
798
00:26:16,608 --> 00:26:18,376
Truer words were never spoken.
799
00:26:18,376 --> 00:26:19,811
got to have a pretty good radar,
800
00:26:19,811 --> 00:26:21,713
you can solve construction problems
801
00:26:21,713 --> 00:26:22,981
a lot of times and flooring problems.
802
00:26:22,981 --> 00:26:26,251
But the harder one to solve is clients.
803
00:26:26,818 --> 00:26:29,821
We got court costs and changes,
804
00:26:30,021 --> 00:26:32,257
payment disputes, micromanagement,
805
00:26:32,257 --> 00:26:33,858
unreasonable expectations.
806
00:26:33,858 --> 00:26:35,694
Those things are ten times
807
00:26:35,694 --> 00:26:37,028
more difficult to me
808
00:26:37,028 --> 00:26:40,031
than actual challenges on the project.
809
00:26:40,699 --> 00:26:43,702
And, I don't know how,
810
00:26:44,836 --> 00:26:47,639
you got to read the room.
811
00:26:47,639 --> 00:26:49,474
Yeah.
812
00:26:49,474 --> 00:26:49,874
room.
813
00:26:49,874 --> 00:26:51,343
If you're talking to somebody
814
00:26:51,343 --> 00:26:53,979
in the first two minutes, you're like,
815
00:26:53,979 --> 00:26:55,880
This guy's not my kind of guy.
816
00:26:55,880 --> 00:26:56,848
Don't do it.
817
00:26:56,848 --> 00:26:58,350
you know, one of the biggest red flags
818
00:26:58,350 --> 00:27:00,051
me is,
819
00:27:00,051 --> 00:27:03,088
is when a guy is not listening to you
820
00:27:03,688 --> 00:27:05,123
like you're saying something to him.
821
00:27:05,123 --> 00:27:05,957
But you can tell he's
822
00:27:05,957 --> 00:27:07,492
not really listening.
823
00:27:07,492 --> 00:27:08,026
You know what I mean?
824
00:27:08,026 --> 00:27:09,494
Like you're saying very,
825
00:27:09,494 --> 00:27:11,496
very important points
826
00:27:11,496 --> 00:27:12,330
about the job
827
00:27:12,330 --> 00:27:14,866
or you or you, the way you work.
828
00:27:14,866 --> 00:27:16,968
And he kind of blows it off like he,
829
00:27:16,968 --> 00:27:17,936
you know, he's a train.
830
00:27:17,936 --> 00:27:18,703
He's he's
831
00:27:18,703 --> 00:27:20,438
going to do things his way or whatever.
832
00:27:20,438 --> 00:27:22,240
And if he's not listening to you,
833
00:27:22,240 --> 00:27:24,609
then then if you are going to pursue,
834
00:27:24,609 --> 00:27:25,744
proceed with the job
835
00:27:25,744 --> 00:27:27,479
and you got to put all those points
836
00:27:27,479 --> 00:27:28,313
in writing,
837
00:27:28,313 --> 00:27:31,149
everything in writing, for sure.
838
00:27:31,149 --> 00:27:31,349
You know,
839
00:27:31,349 --> 00:27:32,150
when you know how important
840
00:27:32,150 --> 00:27:34,019
a good contract is. But.
841
00:27:37,956 --> 00:27:39,457
Unreasonable expectations,
842
00:27:39,457 --> 00:27:42,460
man, is is real.
843
00:27:42,661 --> 00:27:45,497
And I often say that just as important
844
00:27:45,497 --> 00:27:47,232
as what you say
845
00:27:47,232 --> 00:27:49,200
that you will do on a, on a, on a
846
00:27:49,200 --> 00:27:50,802
in a contract
847
00:27:50,802 --> 00:27:51,870
is equally important
848
00:27:51,870 --> 00:27:54,072
to say what you will not do.
849
00:27:54,072 --> 00:27:57,275
We talked about, not trial feeling
850
00:27:57,575 --> 00:27:58,443
because the word filler
851
00:27:58,443 --> 00:27:59,577
is going to pop out,
852
00:27:59,577 --> 00:28:00,178
but then
853
00:28:00,178 --> 00:28:01,312
you have that conversation later.
854
00:28:01,312 --> 00:28:03,381
How come I ask you all these cracks?
855
00:28:03,381 --> 00:28:04,382
Well,
856
00:28:04,382 --> 00:28:06,551
it's a much better conversation
857
00:28:06,551 --> 00:28:07,952
if it's in the contract up front.
858
00:28:07,952 --> 00:28:10,955
Right?
859
00:28:11,623 --> 00:28:14,626
Yeah.
860
00:28:15,927 --> 00:28:18,897
Yeah.
861
00:28:23,968 --> 00:28:26,971
Yeah.
862
00:28:29,908 --> 00:28:30,775
Yeah.
863
00:28:30,775 --> 00:28:32,377
And keep in mind, and this is,
864
00:28:32,377 --> 00:28:34,345
this is so true,
865
00:28:34,345 --> 00:28:35,947
a challenging project
866
00:28:35,947 --> 00:28:38,383
with a great homeowner
867
00:28:38,383 --> 00:28:40,485
is way better than an easier project
868
00:28:40,485 --> 00:28:42,821
with a terrible homeowner.
869
00:28:42,821 --> 00:28:44,489
I mean, you also,
870
00:28:44,489 --> 00:28:46,424
you can be a straightforward.
871
00:28:46,424 --> 00:28:47,692
You know what?
872
00:28:47,692 --> 00:28:48,259
You do everything
873
00:28:48,259 --> 00:28:49,094
you normally do,
874
00:28:49,094 --> 00:28:50,662
but you have a completely
875
00:28:50,662 --> 00:28:52,430
unreasonable homeowner.
876
00:28:52,430 --> 00:28:55,834
I would take the latter before that,
877
00:28:56,201 --> 00:28:57,902
any day or the prior to that.
878
00:29:02,640 --> 00:29:04,609
not that picky.
879
00:29:04,609 --> 00:29:06,377
Oh, yes, you are.
880
00:29:06,377 --> 00:29:08,279
If you've gone out of your way to tell me
881
00:29:08,279 --> 00:29:10,315
you're not picky,
882
00:29:10,315 --> 00:29:12,751
you're definitely picky.
883
00:29:12,751 --> 00:29:15,754
That's going to be a
884
00:29:16,020 --> 00:29:17,689
I had a boss one time that told me into
885
00:29:17,689 --> 00:29:18,389
my first meeting
886
00:29:18,389 --> 00:29:20,759
that he was not a micromanager
887
00:29:20,759 --> 00:29:22,293
and everything he said
888
00:29:22,293 --> 00:29:23,428
from that point on,
889
00:29:23,428 --> 00:29:26,064
maybe we realize that. Yep.
890
00:29:26,064 --> 00:29:29,067
You are absolutely a micromanager.
891
00:29:35,774 --> 00:29:37,742
Yeah.
892
00:29:37,742 --> 00:29:38,743
Yep.
893
00:29:38,743 --> 00:29:41,746
You know,
894
00:29:41,846 --> 00:29:42,981
Yes.
895
00:29:42,981 --> 00:29:45,216
You know, there's certain professions
896
00:29:45,216 --> 00:29:48,219
that you can, flags go up a little bit
897
00:29:48,319 --> 00:29:48,653
for me.
898
00:29:48,653 --> 00:29:51,656
Attorneys, engineers,
899
00:29:52,123 --> 00:29:54,592
and designers,
900
00:29:54,592 --> 00:29:55,293
our three
901
00:29:55,293 --> 00:29:58,296
red flag kind of not deal breakers,
902
00:29:58,696 --> 00:29:59,998
but just be aware
903
00:29:59,998 --> 00:30:01,232
if if you're dealing with the attorney,
904
00:30:01,232 --> 00:30:02,333
they're there.
905
00:30:02,333 --> 00:30:04,169
Their whole world is in that courtroom
906
00:30:04,169 --> 00:30:05,503
just like you do floors.
907
00:30:05,503 --> 00:30:07,605
They're very comfortable in that arena.
908
00:30:07,605 --> 00:30:10,208
So I have to really like them
909
00:30:10,208 --> 00:30:10,909
and trust them.
910
00:30:10,909 --> 00:30:11,509
And I've worked for
911
00:30:11,509 --> 00:30:14,212
some phenomenal attorneys,
912
00:30:14,212 --> 00:30:15,747
just great people
913
00:30:15,747 --> 00:30:17,549
that were, like, probably less litigious.
914
00:30:17,549 --> 00:30:20,518
And then you're regular human beings,
915
00:30:20,518 --> 00:30:21,719
great people.
916
00:30:21,719 --> 00:30:23,188
But but also I've talked
917
00:30:23,188 --> 00:30:24,455
to some that like
918
00:30:24,455 --> 00:30:25,223
and especially if you
919
00:30:25,223 --> 00:30:26,791
here's another red flag to me.
920
00:30:26,791 --> 00:30:29,260
If you want to rearrange my contract,
921
00:30:29,260 --> 00:30:30,695
red line two things
922
00:30:30,695 --> 00:30:30,995
and this
923
00:30:30,995 --> 00:30:33,998
and the other know I own this business.
924
00:30:34,165 --> 00:30:36,000
I put those things in there that I like
925
00:30:36,000 --> 00:30:37,535
and and I
926
00:30:37,535 --> 00:30:38,336
and that's the other thing
927
00:30:38,336 --> 00:30:39,337
too, man, is
928
00:30:39,337 --> 00:30:41,439
you don't have to do these jobs.
929
00:30:41,439 --> 00:30:42,640
You can absolutely walk away.
930
00:30:42,640 --> 00:30:44,008
And sometimes when you're young
931
00:30:44,008 --> 00:30:44,876
or whatever,
932
00:30:44,876 --> 00:30:46,511
you feel bad about walking away
933
00:30:46,511 --> 00:30:48,179
or not taking the job.
934
00:30:48,179 --> 00:30:49,681
And sometimes when you turn down a job,
935
00:30:49,681 --> 00:30:51,749
they get really angry at you.
936
00:30:51,749 --> 00:30:52,250
And,
937
00:30:52,250 --> 00:30:54,085
if I'm going to turn down a job,
938
00:30:54,085 --> 00:30:55,320
I would just say, listen,
939
00:30:55,320 --> 00:30:56,221
I really, really
940
00:30:56,221 --> 00:30:57,188
appreciate the opportunity
941
00:30:57,188 --> 00:30:58,423
being in your project.
942
00:30:58,423 --> 00:31:00,058
But for right now, for us, it's
943
00:31:00,058 --> 00:31:01,459
just not a good fit,
944
00:31:01,459 --> 00:31:03,361
with what we have going
945
00:31:03,361 --> 00:31:04,529
on, I just don't feel comfortable
946
00:31:04,529 --> 00:31:05,163
in the schedule,
947
00:31:05,163 --> 00:31:06,898
the timing, blah, blah, blah, blah, blah.
948
00:31:06,898 --> 00:31:08,099
And they might say, well,
949
00:31:08,099 --> 00:31:09,567
you know, whatever is good for you.
950
00:31:09,567 --> 00:31:10,068
I'd say, no.
951
00:31:10,068 --> 00:31:11,636
I just again,
952
00:31:11,636 --> 00:31:12,904
and I appreciate the opportunity,
953
00:31:12,904 --> 00:31:13,438
but I just
954
00:31:13,438 --> 00:31:15,673
maybe we're not the guys for this job
955
00:31:15,673 --> 00:31:16,908
and just, you know, leave it at that.
956
00:31:16,908 --> 00:31:18,643
You can always keep it classy. Always.
957
00:31:18,643 --> 00:31:19,344
You know,
958
00:31:19,344 --> 00:31:20,345
there's never any reason
959
00:31:20,345 --> 00:31:22,213
to go, you know.
960
00:31:23,648 --> 00:31:24,048
Yeah.
961
00:31:24,048 --> 00:31:25,383
And I always wish them the best of luck.
962
00:31:25,383 --> 00:31:26,918
And I mean, sincerely,
963
00:31:26,918 --> 00:31:29,320
you know, whoever gets the job,
964
00:31:29,320 --> 00:31:30,154
I mean sincerely,
965
00:31:30,154 --> 00:31:31,956
unless I don't like them.
966
00:31:31,956 --> 00:31:34,959
And then, and,
967
00:31:36,127 --> 00:31:36,995
If you if you rub me
968
00:31:36,995 --> 00:31:39,764
the wrong way real bad, then, hey,
969
00:31:39,764 --> 00:31:41,065
it is what it is.
970
00:31:41,065 --> 00:31:43,301
And I think this next one
971
00:31:43,301 --> 00:31:45,536
is, is very important
972
00:31:45,536 --> 00:31:47,005
and I think is a lot
973
00:31:47,005 --> 00:31:49,941
that goes into this next one.
974
00:31:49,941 --> 00:31:52,877
Ego is expensive.
975
00:31:52,877 --> 00:31:55,013
You only have to look
976
00:31:55,013 --> 00:31:58,016
at trying to win a for the year
977
00:31:58,249 --> 00:32:00,718
and how much.
978
00:32:00,718 --> 00:32:03,688
And I'm not, looks.
979
00:32:06,057 --> 00:32:06,724
There it is.
980
00:32:06,724 --> 00:32:07,959
My gosh.
981
00:32:07,959 --> 00:32:10,395
Yeah yeah yeah, it's still there.
982
00:32:10,395 --> 00:32:11,362
I would think it would.
983
00:32:11,362 --> 00:32:12,664
But now,
984
00:32:12,664 --> 00:32:13,898
listen,
985
00:32:13,898 --> 00:32:15,900
I'm as guilty as the next guy on this,
986
00:32:15,900 --> 00:32:16,534
you know,
987
00:32:16,534 --> 00:32:18,970
the pursuit of a flaw of the year.
988
00:32:18,970 --> 00:32:22,507
But that can be very expensive,
989
00:32:22,507 --> 00:32:24,142
trying to win the for the year.
990
00:32:24,142 --> 00:32:27,078
So that's one example of the.
991
00:32:27,078 --> 00:32:29,013
The ego can be expensive.
992
00:32:29,013 --> 00:32:31,049
But many contractors take tough jobs,
993
00:32:31,049 --> 00:32:31,950
because they want to prove
994
00:32:31,950 --> 00:32:33,384
they can do them.
995
00:32:33,384 --> 00:32:34,619
I think that's,
996
00:32:34,619 --> 00:32:35,219
I don't think
997
00:32:35,219 --> 00:32:36,788
that's necessarily a bad thing.
998
00:32:36,788 --> 00:32:38,623
I think,
999
00:32:38,623 --> 00:32:39,624
you know,
1000
00:32:39,624 --> 00:32:41,159
I think what gets you motivated?
1001
00:32:41,159 --> 00:32:42,694
Like I said, I've worked with people,
1002
00:32:42,694 --> 00:32:44,595
my uncle being one,
1003
00:32:44,595 --> 00:32:46,130
he wanted a straightforward job
1004
00:32:46,130 --> 00:32:46,831
with no headaches
1005
00:32:46,831 --> 00:32:47,966
and when to go home the next day
1006
00:32:47,966 --> 00:32:49,867
and live to fight another day.
1007
00:32:49,867 --> 00:32:52,170
And nothing wrong with that.
1008
00:32:52,170 --> 00:32:53,738
I think it's probably the smartest,
1009
00:32:53,738 --> 00:32:56,741
smartest business plan out there,
1010
00:32:57,075 --> 00:32:59,310
but there are a lot of guys
1011
00:32:59,310 --> 00:33:00,712
that was like, you know what?
1012
00:33:00,712 --> 00:33:03,348
I want to prove I can do this.
1013
00:33:03,348 --> 00:33:04,816
And I, you know, I,
1014
00:33:04,816 --> 00:33:06,084
I'm kind of on the fence with that
1015
00:33:06,084 --> 00:33:07,485
because I think sometimes you need that.
1016
00:33:07,485 --> 00:33:08,553
We talked about getting outside
1017
00:33:08,553 --> 00:33:09,821
your comfort zone,
1018
00:33:09,821 --> 00:33:12,190
but it's got to fit into
1019
00:33:12,190 --> 00:33:14,959
you have to look at the pros and cons
1020
00:33:14,959 --> 00:33:17,428
of, of of like we said, one bad job
1021
00:33:17,428 --> 00:33:18,730
the whole year.
1022
00:33:18,730 --> 00:33:21,499
So, so that's kind of been.
1023
00:33:21,499 --> 00:33:21,933
funny that.
1024
00:33:21,933 --> 00:33:24,302
That this ego is expensive.
1025
00:33:24,302 --> 00:33:27,271
This is a personal one. For me,
1026
00:33:28,706 --> 00:33:30,174
my dad.
1027
00:33:30,174 --> 00:33:31,442
I remember the first
1028
00:33:31,442 --> 00:33:35,680
time we ever went to, a bowling alley.
1029
00:33:35,680 --> 00:33:38,082
We saw, like, an a convention.
1030
00:33:38,082 --> 00:33:41,085
They used to have something like that
1031
00:33:42,020 --> 00:33:42,687
bowling alley.
1032
00:33:42,687 --> 00:33:44,222
Sanders
1033
00:33:44,222 --> 00:33:45,923
and I remember being in the bar
1034
00:33:45,923 --> 00:33:46,357
one night.
1035
00:33:46,357 --> 00:33:46,758
It was like,
1036
00:33:46,758 --> 00:33:49,193
one of the first times I had ever gone.
1037
00:33:49,193 --> 00:33:50,795
And all the contractors are in there,
1038
00:33:50,795 --> 00:33:51,829
and everybody is,
1039
00:33:51,829 --> 00:33:53,931
you know, pounded on the bar
1040
00:33:53,931 --> 00:33:55,400
how many lanes they sanded,
1041
00:33:55,400 --> 00:33:56,801
how many they recoded.
1042
00:33:56,801 --> 00:33:59,303
And, you know, the numbers were huge.
1043
00:33:59,303 --> 00:34:02,306
You know, we did 1800 lanes this
1044
00:34:12,150 --> 00:34:12,850
one of the guys
1045
00:34:12,850 --> 00:34:14,385
looks over at my dad and he goes, Bob,
1046
00:34:14,385 --> 00:34:16,154
I mean, do you guys do this here?
1047
00:34:16,154 --> 00:34:16,487
And he goes,
1048
00:34:16,487 --> 00:34:18,256
I only did about 900 and I'm
1049
00:34:18,256 --> 00:34:20,391
thinking 900. What the the
1050
00:34:26,898 --> 00:34:27,698
So I kind of
1051
00:34:27,698 --> 00:34:29,434
looked at him and I go,
1052
00:34:29,434 --> 00:34:30,568
yeah, I remember talking to him
1053
00:34:30,568 --> 00:34:31,569
the next day at breakfast.
1054
00:34:31,569 --> 00:34:34,572
I go, 900, dad, we did.
1055
00:34:35,206 --> 00:34:38,042
Your number is like off by.
1056
00:34:38,042 --> 00:34:40,411
And he's like, listen.
1057
00:34:40,411 --> 00:34:43,414
He goes, don't ever, ever
1058
00:34:44,582 --> 00:34:46,217
let anybody see you come in.
1059
00:34:46,217 --> 00:34:46,818
If everybody
1060
00:34:46,818 --> 00:34:49,087
thinking that we only did 900 lanes,
1061
00:34:49,087 --> 00:34:52,090
that we're not in anybody's radar, we
1062
00:34:56,294 --> 00:34:59,297
wow, wherever everybody is, you know,
1063
00:34:59,831 --> 00:35:02,166
banging on the how much they did.
1064
00:35:02,166 --> 00:35:04,802
Everybody's bragging. Huge egos.
1065
00:35:04,802 --> 00:35:06,804
My dad's completely opposite.
1066
00:35:06,804 --> 00:35:07,905
Same thing with my uncle.
1067
00:35:07,905 --> 00:35:09,640
Not nobody knew
1068
00:35:09,640 --> 00:35:12,643
what the hell we were doing,
1069
00:35:13,478 --> 00:35:15,179
now here's the other side
1070
00:35:15,179 --> 00:35:18,182
to that going.
1071
00:35:19,183 --> 00:35:20,651
A rain,
1072
00:35:20,651 --> 00:35:21,919
a thousand year
1073
00:35:21,919 --> 00:35:24,722
rain blows through Connecticut.
1074
00:35:24,722 --> 00:35:25,890
And there's a bowling alley
1075
00:35:25,890 --> 00:35:27,191
in Southington, Connecticut.
1076
00:35:27,191 --> 00:35:30,495
Bannable that is completely underwater.
1077
00:35:31,896 --> 00:35:33,331
Completely underwater.
1078
00:35:33,331 --> 00:35:33,931
Right.
1079
00:35:33,931 --> 00:35:36,934
Everything is just a total disaster.
1080
00:35:37,168 --> 00:35:40,271
Brunswick in AMF, the two big
1081
00:35:40,805 --> 00:35:42,907
construction companies in Bowling
1082
00:35:42,907 --> 00:35:44,842
Brunswick in AMF said
1083
00:35:44,842 --> 00:35:47,845
it's it's a complete tear
1084
00:36:07,031 --> 00:36:10,034
Yeah.
1085
00:36:20,344 --> 00:36:23,347
Yeah.
1086
00:36:36,894 --> 00:36:39,897
Wow.
1087
00:37:07,758 --> 00:37:10,761
But you know, you're.
1088
00:37:14,265 --> 00:37:17,435
You remind me when, when your dad said.
1089
00:37:17,468 --> 00:37:19,537
Yeah. Don't keep, just keep it low.
1090
00:37:19,537 --> 00:37:20,838
I think I was about six years old.
1091
00:37:20,838 --> 00:37:23,241
We were trout fishing in Colorado
1092
00:37:23,241 --> 00:37:25,276
and the game warden came by
1093
00:37:25,276 --> 00:37:26,811
and he asked how we were doing,
1094
00:37:26,811 --> 00:37:27,979
and my dad had
1095
00:37:27,979 --> 00:37:29,213
four trout on the stringer.
1096
00:37:29,213 --> 00:37:30,414
I think there's a limit of five
1097
00:37:30,414 --> 00:37:32,116
or whatever.
1098
00:37:32,116 --> 00:37:34,085
And, he goes, yeah, we do pretty good.
1099
00:37:34,085 --> 00:37:35,586
We've got a few here.
1100
00:37:35,586 --> 00:37:37,021
And I said a few.
1101
00:37:37,021 --> 00:37:37,255
I said,
1102
00:37:37,255 --> 00:37:37,521
look at all
1103
00:37:37,521 --> 00:37:38,990
the ones in the ice chest,
1104
00:37:38,990 --> 00:37:42,760
and it's buried under all the ice.
1105
00:37:42,760 --> 00:37:44,228
Was all the trout he had hidden.
1106
00:37:49,100 --> 00:37:49,567
Yeah.
1107
00:37:49,567 --> 00:37:50,968
I don't remember if we ever got it
1108
00:37:50,968 --> 00:37:52,203
fined for it or not.
1109
00:37:52,203 --> 00:37:52,603
I don't know,
1110
00:37:52,603 --> 00:37:55,606
but I know I got in a lot of trouble.
1111
00:37:56,240 --> 00:37:58,609
All right, so the question should not be,
1112
00:37:58,609 --> 00:38:00,411
should be should we do it
1113
00:38:00,411 --> 00:38:03,414
at this risk level?
1114
00:38:04,215 --> 00:38:05,316
No way. We're sorry.
1115
00:38:05,316 --> 00:38:06,450
The question shouldn't be,
1116
00:38:06,450 --> 00:38:08,052
can we do this job?
1117
00:38:08,052 --> 00:38:08,819
The question should be,
1118
00:38:08,819 --> 00:38:10,655
should we do it at this risk level?
1119
00:38:10,655 --> 00:38:12,857
And for this return?
1120
00:38:12,857 --> 00:38:15,860
So,
1121
00:38:18,195 --> 00:38:21,165
That's the question.
1122
00:38:21,165 --> 00:38:23,200
Yes.
1123
00:38:23,200 --> 00:38:24,235
Yeah.
1124
00:38:24,235 --> 00:38:27,138
And that's and that's the thing, too.
1125
00:38:27,138 --> 00:38:28,873
When we take on jobs like this,
1126
00:38:28,873 --> 00:38:30,841
if you feel like nobody else can do this
1127
00:38:30,841 --> 00:38:31,876
or this is a high risk, it's
1128
00:38:31,876 --> 00:38:33,844
going to tie up my best people and this
1129
00:38:33,844 --> 00:38:35,046
and the other,
1130
00:38:35,046 --> 00:38:37,548
it should not be for a loss.
1131
00:38:37,548 --> 00:38:39,517
It should be like, this is a
1132
00:38:39,517 --> 00:38:41,352
there's a lot of money in this,
1133
00:38:41,352 --> 00:38:41,852
you know what I mean?
1134
00:38:41,852 --> 00:38:43,921
To make it worth our while. So.
1135
00:38:43,921 --> 00:38:44,522
my gosh.
1136
00:38:44,522 --> 00:38:44,789
Yeah,
1137
00:38:44,789 --> 00:38:48,559
that I mean, we literally my Uncle Pete,
1138
00:38:49,827 --> 00:38:52,830
me, my Uncle Pete, my cousin,
1139
00:38:52,997 --> 00:38:54,098
we were running around
1140
00:38:54,098 --> 00:38:57,101
sand and bowling alleys while my dad
1141
00:38:57,201 --> 00:38:58,069
had the other
1142
00:38:58,069 --> 00:39:00,471
half of the crew on this job
1143
00:39:00,471 --> 00:39:02,540
most of the summer.
1144
00:39:02,540 --> 00:39:04,475
Wow.
1145
00:39:04,475 --> 00:39:05,109
we were
1146
00:39:05,109 --> 00:39:06,510
we were doing what we had to do
1147
00:39:06,510 --> 00:39:09,513
to pay the bills and pay them for this.
1148
00:39:10,815 --> 00:39:12,283
Wow.
1149
00:39:12,283 --> 00:39:14,352
It's like the old Bobby bear song.
1150
00:39:14,352 --> 00:39:16,754
The winner.
1151
00:39:16,754 --> 00:39:17,888
If you've ever heard that song,
1152
00:39:17,888 --> 00:39:19,023
the winner.
1153
00:39:19,023 --> 00:39:21,225
But, that describes.
1154
00:39:21,225 --> 00:39:24,028
If you never heard that song by the way.
1155
00:39:24,028 --> 00:39:27,665
Oh, man, you got you got a, you got a.
1156
00:39:27,665 --> 00:39:29,100
I'll send you the song.
1157
00:39:29,100 --> 00:39:31,635
It's Bobby, it's Bobby there.
1158
00:39:31,635 --> 00:39:33,037
It's called the winner.
1159
00:39:33,037 --> 00:39:34,238
Yeah.
1160
00:39:34,238 --> 00:39:35,272
It's a great country song,
1161
00:39:35,272 --> 00:39:36,707
man from the 60s,
1162
00:39:36,707 --> 00:39:37,908
I think, or 70s, but,
1163
00:39:37,908 --> 00:39:39,076
I'll send it to Europe.
1164
00:39:40,845 --> 00:39:41,345
Okay.
1165
00:39:41,345 --> 00:39:42,546
So bottom line,
1166
00:39:42,546 --> 00:39:44,615
here's the bottom line is you take
1167
00:39:44,615 --> 00:39:45,316
take the job.
1168
00:39:45,316 --> 00:39:46,917
If
1169
00:39:46,917 --> 00:39:49,920
the profit justifies the risk,
1170
00:39:50,254 --> 00:39:53,023
the risk can be mitigated.
1171
00:39:53,023 --> 00:39:55,059
The client has a good reputation
1172
00:39:55,059 --> 00:39:57,194
or you got a good feel for the
1173
00:39:57,194 --> 00:39:57,862
for the client.
1174
00:39:57,862 --> 00:39:58,763
You really,
1175
00:39:58,763 --> 00:40:00,865
you know, do your homework on this
1176
00:40:00,865 --> 00:40:02,466
the the project.
1177
00:40:02,466 --> 00:40:04,835
Build strategic expertise.
1178
00:40:04,835 --> 00:40:06,203
Your guys can learn from it.
1179
00:40:06,203 --> 00:40:06,937
You know what I mean?
1180
00:40:06,937 --> 00:40:09,306
And it helps your skills
1181
00:40:09,306 --> 00:40:11,409
and that kind of thing.
1182
00:40:11,409 --> 00:40:14,412
It creates future opportunities
1183
00:40:14,478 --> 00:40:17,381
and the cash flow is not going to tie up.
1184
00:40:17,381 --> 00:40:17,948
You can absorb
1185
00:40:17,948 --> 00:40:18,582
the cash flow
1186
00:40:18,582 --> 00:40:21,585
issues in this at the other okay.
1187
00:40:21,719 --> 00:40:24,388
So walk away from that.
1188
00:40:24,388 --> 00:40:25,656
Go ahead.
1189
00:40:25,656 --> 00:40:28,659
on that job did.
1190
00:40:30,728 --> 00:40:32,863
Not one.
1191
00:40:32,863 --> 00:40:35,733
Did it did jack up any of these boxes?
1192
00:40:35,733 --> 00:40:37,568
check. What?
1193
00:40:37,568 --> 00:40:39,970
One of those boxes
1194
00:40:42,106 --> 00:40:43,874
No, it didn't, did it?
1195
00:40:43,874 --> 00:40:46,877
The risk
1196
00:40:47,111 --> 00:40:48,679
not one.
1197
00:40:48,679 --> 00:40:51,682
Not one. Okay.
1198
00:40:51,682 --> 00:40:54,318
And we spent the entire summer there.
1199
00:40:54,318 --> 00:40:56,520
Half of the Wow.
1200
00:40:56,520 --> 00:40:58,923
That is insane.
1201
00:40:58,923 --> 00:41:00,024
Well.
1202
00:41:00,024 --> 00:41:00,491
All right,
1203
00:41:00,491 --> 00:41:02,393
since you help me on this, you go.
1204
00:41:02,393 --> 00:41:04,562
We we said walk away. If.
1205
00:41:04,562 --> 00:41:05,496
Walk away.
1206
00:41:05,496 --> 00:41:07,131
If
1207
00:41:07,131 --> 00:41:09,834
the scope is unclear,
1208
00:41:09,834 --> 00:41:11,802
the schedule is impossible.
1209
00:41:11,802 --> 00:41:14,071
Oh, this is too funny.
1210
00:41:14,071 --> 00:41:15,439
The client has a history
1211
00:41:15,439 --> 00:41:17,174
of disputes, too.
1212
00:41:17,174 --> 00:41:18,142
There's a good one.
1213
00:41:18,142 --> 00:41:20,945
I'll come back to that one.
1214
00:41:20,945 --> 00:41:22,780
to make money.
1215
00:41:22,780 --> 00:41:25,783
One mistakes turns profit into a loss.
1216
00:41:26,083 --> 00:41:27,918
The project distracts
1217
00:41:27,918 --> 00:41:30,387
from better opportunities.
1218
00:41:30,387 --> 00:41:32,690
We just checked banner Bowl.
1219
00:41:32,690 --> 00:41:35,559
Just checked
1220
00:41:35,559 --> 00:41:36,727
Wow.
1221
00:41:36,727 --> 00:41:38,662
Okay, let's let's go.
1222
00:41:38,662 --> 00:41:40,731
Look,
1223
00:41:40,731 --> 00:41:41,665
there's a couple things
1224
00:41:41,665 --> 00:41:43,367
I want to touch on here.
1225
00:41:43,367 --> 00:41:44,902
know what?
1226
00:41:44,902 --> 00:41:46,704
I wish my dad was still alive.
1227
00:41:46,704 --> 00:41:48,606
I would love Yeah.
1228
00:41:48,606 --> 00:41:50,574
we would have a good.
1229
00:41:50,574 --> 00:41:51,909
We would have a good laugh
1230
00:41:56,347 --> 00:41:59,350
A client has a history of disputes.
1231
00:41:59,350 --> 00:42:01,352
There was a huge insurance company.
1232
00:42:01,352 --> 00:42:02,553
Did insurance work in the
1233
00:42:02,553 --> 00:42:04,255
in the Bay area?
1234
00:42:04,255 --> 00:42:05,222
I mean, you could.
1235
00:42:05,222 --> 00:42:06,390
I could have
1236
00:42:06,390 --> 00:42:09,393
I could have done nothing but their work,
1237
00:42:09,393 --> 00:42:11,562
and I could have stayed busy
1238
00:42:11,562 --> 00:42:13,163
and hired more people
1239
00:42:13,163 --> 00:42:14,164
just to do their work.
1240
00:42:14,164 --> 00:42:15,032
And I probably still couldn't
1241
00:42:15,032 --> 00:42:15,666
do all their work.
1242
00:42:15,666 --> 00:42:17,401
They were that big.
1243
00:42:17,401 --> 00:42:20,070
And after three jobs, I quit them.
1244
00:42:20,070 --> 00:42:21,906
They told me I didn't anymore their work
1245
00:42:21,906 --> 00:42:24,308
because of their reputation. Because.
1246
00:42:24,308 --> 00:42:26,744
Because, how slow they paid and
1247
00:42:26,744 --> 00:42:29,747
because they were to work with
1248
00:42:29,847 --> 00:42:31,448
and like two years late, after
1249
00:42:31,448 --> 00:42:33,183
I wrote them a letter and told them why
1250
00:42:33,183 --> 00:42:34,385
I didn't want to work for them anymore,
1251
00:42:34,385 --> 00:42:35,553
that that might help them
1252
00:42:35,553 --> 00:42:36,921
or somebody else,
1253
00:42:36,921 --> 00:42:37,755
you know,
1254
00:42:37,755 --> 00:42:39,423
I had a list of things that they
1255
00:42:39,423 --> 00:42:40,958
thought they needed to know.
1256
00:42:42,493 --> 00:42:44,562
Two years later, they they,
1257
00:42:44,562 --> 00:42:45,696
a new person at their firm
1258
00:42:45,696 --> 00:42:46,597
called me and asked
1259
00:42:46,597 --> 00:42:47,431
if I would like to bid
1260
00:42:47,431 --> 00:42:49,633
on a job that they were doing.
1261
00:42:49,633 --> 00:42:50,701
I don't know what I said.
1262
00:42:50,701 --> 00:42:51,068
What would you do?
1263
00:42:51,068 --> 00:42:51,902
Go through your Rolodex
1264
00:42:51,902 --> 00:42:54,204
and come back to me?
1265
00:42:54,204 --> 00:42:57,007
So you guys were horrible to work for.
1266
00:42:57,007 --> 00:42:59,343
There was nobody else left to work for.
1267
00:42:59,343 --> 00:43:02,212
I wouldn't work for you.
1268
00:43:02,212 --> 00:43:03,514
Yeah.
1269
00:43:03,514 --> 00:43:06,517
So I think that they kind of went.
1270
00:43:08,452 --> 00:43:12,423
So I think when you get a job like this,
1271
00:43:12,823 --> 00:43:14,224
if you go through the Rolodex
1272
00:43:14,224 --> 00:43:16,327
and put your ego aside
1273
00:43:16,327 --> 00:43:17,928
and, and go through the list
1274
00:43:17,928 --> 00:43:20,097
of what makes sense, why it makes sense,
1275
00:43:20,097 --> 00:43:20,698
and why it wouldn't
1276
00:43:20,698 --> 00:43:22,533
make sense to take the job.
1277
00:43:22,533 --> 00:43:24,201
I think that kind of kind of helps
1278
00:43:24,201 --> 00:43:25,202
break it down a little bit.
1279
00:43:28,939 --> 00:43:31,775
we got to put this up.
1280
00:43:31,775 --> 00:43:33,110
We should put this up.
1281
00:43:33,110 --> 00:43:35,813
1282
00:43:35,813 --> 00:43:37,147
Just just those
1283
00:43:37,147 --> 00:43:40,150
just those 12 bullets there.
1284
00:43:40,718 --> 00:43:41,318
You know what I mean?
1285
00:43:41,318 --> 00:43:44,288
That that really.
1286
00:43:45,022 --> 00:43:46,890
I think we should put this up someplace.
1287
00:43:46,890 --> 00:43:49,059
Take it. If.
1288
00:43:49,059 --> 00:43:52,029
And then you get those six bullets
1289
00:43:53,130 --> 00:43:56,133
Yeah, yeah.
1290
00:43:59,803 --> 00:44:02,806
Yeah.
1291
00:44:13,617 --> 00:44:16,620
So,
1292
00:44:17,154 --> 00:44:18,656
It's interesting to me how,
1293
00:44:18,656 --> 00:44:20,858
people's business
1294
00:44:20,858 --> 00:44:23,827
follow the personality of the owner.
1295
00:44:23,827 --> 00:44:25,729
If the owner is risk averse,
1296
00:44:25,729 --> 00:44:27,698
the company seems to be that way.
1297
00:44:27,698 --> 00:44:28,565
If the owner is, like,
1298
00:44:28,565 --> 00:44:29,633
you know, swinging from the hip
1299
00:44:29,633 --> 00:44:30,868
type of guy,
1300
00:44:30,868 --> 00:44:33,837
the company seems to go that direction.
1301
00:44:34,004 --> 00:44:35,839
And, you know,
1302
00:44:35,839 --> 00:44:37,541
if you take emotion out of everything
1303
00:44:37,541 --> 00:44:38,375
and he just,
1304
00:44:38,375 --> 00:44:39,009
you know, put,
1305
00:44:39,009 --> 00:44:40,477
put it on the board
1306
00:44:40,477 --> 00:44:42,012
and put down these bullet points,
1307
00:44:42,012 --> 00:44:44,048
why or why not or
1308
00:44:44,048 --> 00:44:45,849
and then put down the word ego.
1309
00:44:45,849 --> 00:44:47,785
And how much is that playing into it?
1310
00:44:47,785 --> 00:44:50,120
I think that would help clarify.
1311
00:44:50,120 --> 00:44:52,022
And, and the other thing
1312
00:44:52,022 --> 00:44:53,457
I'm, I want to say something
1313
00:44:53,457 --> 00:44:56,360
about this, too, as far as high
1314
00:44:56,360 --> 00:44:58,062
risk jobs and that there's somewhere
1315
00:44:58,062 --> 00:44:58,929
a lot of profit is for
1316
00:44:58,929 --> 00:45:00,097
is out there, what have you. Right.
1317
00:45:01,632 --> 00:45:02,866
And within where layers.
1318
00:45:02,866 --> 00:45:03,867
And that might be a risk
1319
00:45:03,867 --> 00:45:06,437
in getting involved in a job.
1320
00:45:06,437 --> 00:45:09,440
If you have a power drive,
1321
00:45:09,573 --> 00:45:11,875
you didn't have to buy a power drive.
1322
00:45:11,875 --> 00:45:13,977
Why did you buy a power drive?
1323
00:45:13,977 --> 00:45:14,678
You bought a power
1324
00:45:14,678 --> 00:45:15,713
drive to do better work.
1325
00:45:15,713 --> 00:45:18,716
Right to to to to create a better,
1326
00:45:18,882 --> 00:45:20,951
a better for, for your clients.
1327
00:45:20,951 --> 00:45:23,954
And you invested several thousand dollars
1328
00:45:24,455 --> 00:45:26,156
to do this. You didn't have to do it.
1329
00:45:26,156 --> 00:45:27,157
You could just buy the drums
1330
00:45:27,157 --> 00:45:28,659
and or belt sander. Right.
1331
00:45:28,659 --> 00:45:30,728
But you did that.
1332
00:45:30,728 --> 00:45:32,696
You have to talk about that.
1333
00:45:32,696 --> 00:45:33,664
You have to let them know.
1334
00:45:33,664 --> 00:45:35,399
Listen above and beyond.
1335
00:45:35,399 --> 00:45:37,234
We bought a planetary machine
1336
00:45:37,234 --> 00:45:38,669
that will do this.
1337
00:45:38,669 --> 00:45:41,405
That will almost give you, tabletop type
1338
00:45:41,405 --> 00:45:42,005
finish
1339
00:45:42,005 --> 00:45:44,508
when you cannot produce any other way,
1340
00:45:44,508 --> 00:45:45,809
without taking a lot of,
1341
00:45:45,809 --> 00:45:47,578
where they are off the floor,
1342
00:45:47,578 --> 00:45:48,879
especially if you're doing
1343
00:45:48,879 --> 00:45:49,947
restoration work.
1344
00:45:49,947 --> 00:45:50,848
If you don't like, like
1345
00:45:50,848 --> 00:45:52,082
Sprague is doing all these,
1346
00:45:54,017 --> 00:45:55,419
these floors, it
1347
00:45:55,419 --> 00:45:58,255
they're, historical.
1348
00:45:58,255 --> 00:45:59,690
You can't take much meat off or what
1349
00:45:59,690 --> 00:46:00,424
have you
1350
00:46:00,424 --> 00:46:03,427
or even even the the the power scrubber.
1351
00:46:03,560 --> 00:46:04,428
If you've invested
1352
00:46:04,428 --> 00:46:05,929
in those type of things,
1353
00:46:05,929 --> 00:46:07,831
you have to talk about them
1354
00:46:07,831 --> 00:46:09,733
because you can't keep the secret
1355
00:46:09,733 --> 00:46:12,169
to yourself, your clients.
1356
00:46:12,169 --> 00:46:13,470
And I think it behooves you
1357
00:46:13,470 --> 00:46:14,671
to say, listen,
1358
00:46:14,671 --> 00:46:16,907
we've invested in this type of machine.
1359
00:46:16,907 --> 00:46:19,543
I keep I keep going back to the,
1360
00:46:19,543 --> 00:46:22,546
the the, Tampico brush.
1361
00:46:23,647 --> 00:46:24,715
Tampico brush costs
1362
00:46:24,715 --> 00:46:26,183
a couple hundred dollars, $300.
1363
00:46:26,183 --> 00:46:27,818
I don't know what it cost,
1364
00:46:27,818 --> 00:46:28,485
but even
1365
00:46:28,485 --> 00:46:29,620
even if you've invested in one of those,
1366
00:46:29,620 --> 00:46:30,888
you didn't have to buy a Tampico brush.
1367
00:46:30,888 --> 00:46:32,322
You have a vacuum cleaner.
1368
00:46:32,322 --> 00:46:34,458
Why did you buy a Tampico brush? You did.
1369
00:46:34,458 --> 00:46:36,059
You bought that to elevate your jobs.
1370
00:46:36,059 --> 00:46:37,427
Elevate your work.
1371
00:46:37,427 --> 00:46:38,495
I think you need to talk
1372
00:46:38,495 --> 00:46:39,897
about these type of things.
1373
00:46:39,897 --> 00:46:40,898
I think you have to bring them
1374
00:46:40,898 --> 00:46:43,267
into the conversation. You know.
1375
00:46:56,213 --> 00:46:58,749
authors are customers
1376
00:46:58,749 --> 00:47:01,752
that you could offer your homeowners
1377
00:47:02,920 --> 00:47:05,222
to differentiate you from.
1378
00:47:05,222 --> 00:47:06,990
Why is this guy $3 a foot
1379
00:47:06,990 --> 00:47:08,859
higher than this guy?
1380
00:47:08,859 --> 00:47:10,360
And,
1381
00:47:10,360 --> 00:47:13,263
man, when I hear you start talking about
1382
00:47:13,263 --> 00:47:14,832
get tickled
1383
00:47:14,832 --> 00:47:15,699
listening to you
1384
00:47:15,699 --> 00:47:17,100
talk about that power drive,
1385
00:47:17,100 --> 00:47:20,437
because if you came into my house,
1386
00:47:21,238 --> 00:47:23,473
all right, my house is built in the 50s.
1387
00:47:23,473 --> 00:47:26,476
I'm starting to see some nails.
1388
00:47:26,910 --> 00:47:29,279
And you offered me a sand job
1389
00:47:29,279 --> 00:47:32,282
not using conventional equipment,
1390
00:47:33,150 --> 00:47:34,418
That was San job.
1391
00:47:34,418 --> 00:47:37,387
Yeah.
1392
00:47:50,000 --> 00:47:53,003
100%, yeah.
1393
00:48:01,612 --> 00:48:01,812
Yeah.
1394
00:48:01,812 --> 00:48:04,815
Every bit of it.
1395
00:48:08,485 --> 00:48:10,420
it's just those little things
1396
00:48:10,420 --> 00:48:12,723
and I can't we've
1397
00:48:12,723 --> 00:48:15,726
we've even added this into our schools
1398
00:48:16,426 --> 00:48:17,928
where I'll pull the guys aside
1399
00:48:17,928 --> 00:48:18,729
who were out doing
1400
00:48:18,729 --> 00:48:20,163
the estimates of the owners
1401
00:48:20,163 --> 00:48:21,932
something and saying, hey,
1402
00:48:21,932 --> 00:48:24,735
you guys are using a power drive right
1403
00:48:24,735 --> 00:48:25,235
now.
1404
00:48:25,235 --> 00:48:26,470
Let me help you get a little money
1405
00:48:26,470 --> 00:48:28,338
for using the power drive.
1406
00:48:28,338 --> 00:48:29,306
Here's what you're going to talk
1407
00:48:29,306 --> 00:48:30,207
to the homeowner about.
1408
00:48:30,207 --> 00:48:32,242
Takes 30% less wood
1409
00:48:32,242 --> 00:48:34,311
than conventional sanding.
1410
00:48:34,311 --> 00:48:36,179
I'm going to give you an extra 1
1411
00:48:36,179 --> 00:48:39,182
or 2 sand jobs on the life of this floor.
1412
00:48:39,383 --> 00:48:40,918
Boy, when you start adding
1413
00:48:40,918 --> 00:48:42,819
these little things up, especially,
1414
00:48:42,819 --> 00:48:43,420
you know, go back
1415
00:48:43,420 --> 00:48:44,554
and listen to that episode
1416
00:48:44,554 --> 00:48:45,555
about the moon and seven
1417
00:48:48,425 --> 00:48:49,059
Well let's hear it.
1418
00:48:49,059 --> 00:48:50,227
Well yeah.
1419
00:48:50,227 --> 00:48:53,196
Your episode.
1420
00:48:53,196 --> 00:48:54,631
Okay.
1421
00:48:54,631 --> 00:48:56,566
So here's the thing.
1422
00:48:56,566 --> 00:48:57,067
You know,
1423
00:48:57,067 --> 00:48:58,168
there's
1424
00:48:58,168 --> 00:49:00,203
two sides of this business, right?
1425
00:49:00,203 --> 00:49:02,139
One is the craftsman side.
1426
00:49:02,139 --> 00:49:03,073
And, you know,
1427
00:49:03,073 --> 00:49:04,241
if I'm going to go to school
1428
00:49:04,241 --> 00:49:05,909
and whatever these other guys are,
1429
00:49:05,909 --> 00:49:07,778
you know, I want to know how good I am.
1430
00:49:07,778 --> 00:49:08,979
I want to see how I stack up
1431
00:49:08,979 --> 00:49:10,347
or I'm competitive that way.
1432
00:49:10,347 --> 00:49:10,847
You know what I mean?
1433
00:49:10,847 --> 00:49:11,448
I'm, you know, it's
1434
00:49:11,448 --> 00:49:13,317
all we're all in there to do it.
1435
00:49:13,317 --> 00:49:13,717
Whatever.
1436
00:49:13,717 --> 00:49:15,285
But I'm still competitive, and I want to,
1437
00:49:15,285 --> 00:49:17,921
you know, I want to know how good I am.
1438
00:49:17,921 --> 00:49:18,755
Whatever.
1439
00:49:18,755 --> 00:49:21,758
But.
1440
00:49:23,393 --> 00:49:26,396
I don't know.
1441
00:49:26,830 --> 00:49:29,199
I don't know,
1442
00:49:29,199 --> 00:49:32,169
I don't know.
1443
00:49:32,169 --> 00:49:33,036
No, I don't think.
1444
00:49:33,036 --> 00:49:36,039
I don't think you do.
1445
00:49:36,440 --> 00:49:37,874
I don't know, maybe
1446
00:49:37,874 --> 00:49:40,043
Italian secret insecurity. I don't know,
1447
00:49:41,511 --> 00:49:42,846
maybe, but.
1448
00:49:42,846 --> 00:49:44,348
But there's two sides.
1449
00:49:44,348 --> 00:49:45,716
There's that. There's that side.
1450
00:49:45,716 --> 00:49:46,817
But there's the other side,
1451
00:49:46,817 --> 00:49:48,118
the business side.
1452
00:49:48,118 --> 00:49:51,288
And I swear, Rob, I as you hone
1453
00:49:51,288 --> 00:49:54,291
your skills to be a great craftsman,
1454
00:49:54,691 --> 00:49:55,592
it's a disservice
1455
00:49:55,592 --> 00:49:56,460
to you and your company
1456
00:49:56,460 --> 00:49:57,694
if you don't hone your skills
1457
00:49:57,694 --> 00:50:00,063
to be a great salesman.
1458
00:50:00,063 --> 00:50:02,499
You have these tools available to you.
1459
00:50:02,499 --> 00:50:03,567
We talked about the green card
1460
00:50:03,567 --> 00:50:04,968
gold in the zero box
1461
00:50:04,968 --> 00:50:06,737
and all those type of things you have.
1462
00:50:06,737 --> 00:50:09,906
You have, a toolbox for that as well.
1463
00:50:10,240 --> 00:50:12,809
And if you don't hone your skills
1464
00:50:12,809 --> 00:50:15,145
because I think as a company,
1465
00:50:15,145 --> 00:50:16,613
like I've said, you've got
1466
00:50:16,613 --> 00:50:18,415
maybe 20 minutes or an hour
1467
00:50:18,415 --> 00:50:19,516
to extract as much money
1468
00:50:19,516 --> 00:50:20,283
out of that customers.
1469
00:50:20,283 --> 00:50:22,986
You can because you need the margins.
1470
00:50:22,986 --> 00:50:23,687
You need that.
1471
00:50:23,687 --> 00:50:25,055
You need that for your business.
1472
00:50:25,055 --> 00:50:26,223
You need that for your future.
1473
00:50:26,223 --> 00:50:26,690
You need that
1474
00:50:26,690 --> 00:50:28,091
for so many things
1475
00:50:28,091 --> 00:50:29,526
for your employees and tools
1476
00:50:29,526 --> 00:50:31,028
and all these different things.
1477
00:50:31,028 --> 00:50:33,997
But so I and I always wonder, okay,
1478
00:50:34,097 --> 00:50:35,665
you get two guys, better job.
1479
00:50:35,665 --> 00:50:38,502
One guy's a great craftsman, okay?
1480
00:50:38,502 --> 00:50:39,736
But he's not a good sales rep
1481
00:50:39,736 --> 00:50:41,405
or he's not a good salesman.
1482
00:50:41,405 --> 00:50:43,006
And you have a great salesman.
1483
00:50:43,006 --> 00:50:44,041
Hey. He's okay.
1484
00:50:44,041 --> 00:50:44,708
He's it. Okay.
1485
00:50:44,708 --> 00:50:47,077
Who's the winner?
1486
00:50:47,077 --> 00:50:50,047
If the guy who's really a great salesman
1487
00:50:50,047 --> 00:50:51,248
but not as good, he's
1488
00:50:51,248 --> 00:50:52,282
not going to do as good a job
1489
00:50:52,282 --> 00:50:52,783
as the other guy.
1490
00:50:52,783 --> 00:50:54,651
But he's a great salesman.
1491
00:50:54,651 --> 00:50:56,520
He's going to get $9 a square foot
1492
00:50:56,520 --> 00:50:57,654
for this job,
1493
00:50:57,654 --> 00:50:59,289
and the other guy is going to get 650
1494
00:50:59,289 --> 00:51:01,024
a square foot for the job,
1495
00:51:01,024 --> 00:51:02,325
you know what I mean?
1496
00:51:02,325 --> 00:51:04,194
So I just think.
1497
00:51:05,495 --> 00:51:07,964
funny you said that because
1498
00:51:07,964 --> 00:51:10,133
out of all the things that I learned
1499
00:51:10,133 --> 00:51:13,136
from my uncle, my dad, my grandfather,
1500
00:51:13,537 --> 00:51:16,540
that was one that my grandfather.
1501
00:51:16,573 --> 00:51:19,576
That was a big thing that he hit.
1502
00:51:28,985 --> 00:51:31,588
Yeah.
1503
00:51:31,588 --> 00:51:34,591
My.
1504
00:51:37,994 --> 00:51:39,596
Yeah.
1505
00:51:39,596 --> 00:51:42,099
ingrained in our head from
1506
00:51:42,099 --> 00:51:45,836
my grandfather was sell, sell, sell,
1507
00:51:45,869 --> 00:51:48,872
learn. People
1508
00:51:49,439 --> 00:51:51,074
He goes where we're all going to learn
1509
00:51:51,074 --> 00:51:52,042
how to do the craft.
1510
00:51:52,042 --> 00:51:54,911
He goes, but that's who makes the money.
1511
00:51:54,911 --> 00:51:56,179
The salesmen are going
1512
00:51:56,179 --> 00:51:57,914
to make the money in the world.
1513
00:51:57,914 --> 00:52:00,817
And man, if he doesn't, he could.
1514
00:52:00,817 --> 00:52:01,551
He was right.
1515
00:52:01,551 --> 00:52:04,321
And this was a long time ago.
1516
00:52:04,321 --> 00:52:05,956
And you wouldn't have thought
1517
00:52:05,956 --> 00:52:07,124
that he would think like that.
1518
00:52:07,124 --> 00:52:10,127
But he was all over that.
1519
00:52:13,430 --> 00:52:14,064
You know
1520
00:52:14,064 --> 00:52:15,632
I've said before my, my, my
1521
00:52:15,632 --> 00:52:16,466
I was doing
1522
00:52:16,466 --> 00:52:18,068
was, was a great guy,
1523
00:52:18,068 --> 00:52:19,970
wonderful guy to work for.
1524
00:52:19,970 --> 00:52:21,171
In all honesty,
1525
00:52:21,171 --> 00:52:22,672
I don't think he was a great craftsman.
1526
00:52:22,672 --> 00:52:23,773
I think he was a good craftsman.
1527
00:52:23,773 --> 00:52:24,508
I think he was a good
1528
00:52:24,508 --> 00:52:26,109
he was a journeyman guy,
1529
00:52:26,109 --> 00:52:28,612
but he was a really good salesperson
1530
00:52:28,612 --> 00:52:29,779
because he put the customer
1531
00:52:29,779 --> 00:52:31,448
at ease so much.
1532
00:52:31,448 --> 00:52:33,350
And he was so, so comforting
1533
00:52:33,350 --> 00:52:34,518
talking to them
1534
00:52:34,518 --> 00:52:36,553
that, you know, he could charge whatever.
1535
00:52:36,553 --> 00:52:37,354
And they would, they would,
1536
00:52:37,354 --> 00:52:38,488
they would buy it.
1537
00:52:38,488 --> 00:52:40,390
So I just think,
1538
00:52:40,390 --> 00:52:40,991
I think
1539
00:52:40,991 --> 00:52:43,059
we're a little bit off topic here, but I
1540
00:52:43,059 --> 00:52:43,760
do think that it
1541
00:52:45,162 --> 00:52:46,596
he, it's not like
1542
00:52:46,596 --> 00:52:48,131
I don't want to be a sales guy, you know.
1543
00:52:48,131 --> 00:52:48,832
Yeah.
1544
00:52:48,832 --> 00:52:49,533
You know, time
1545
00:52:49,533 --> 00:52:51,968
you hear that from really good craftsman.
1546
00:52:51,968 --> 00:52:52,836
I'm not a sales guy.
1547
00:52:52,836 --> 00:52:54,871
I'm a craftsman.
1548
00:52:54,871 --> 00:52:56,106
But, like,
1549
00:52:56,106 --> 00:52:56,540
there's something
1550
00:52:56,540 --> 00:52:58,942
not honorable about selling.
1551
00:52:58,942 --> 00:53:00,677
But you need that.
1552
00:53:00,677 --> 00:53:01,711
You need that.
1553
00:53:01,711 --> 00:53:02,646
There's no floor man
1554
00:53:02,646 --> 00:53:04,548
that's making too much money.
1555
00:53:04,548 --> 00:53:05,682
Okay? He.
1556
00:53:05,682 --> 00:53:08,185
It's not like you.
1557
00:53:08,185 --> 00:53:09,719
You you owe it to yourself.
1558
00:53:09,719 --> 00:53:12,189
And you in your business.
1559
00:53:12,189 --> 00:53:12,689
Yeah.
1560
00:53:12,689 --> 00:53:15,692
I think.
1561
00:53:15,859 --> 00:53:16,393
Yeah.
1562
00:53:16,393 --> 00:53:19,396
So I and it's honorable work.
1563
00:53:23,166 --> 00:53:23,733
Yeah.
1564
00:53:23,733 --> 00:53:26,736
There you go.
1565
00:53:36,846 --> 00:53:38,348
Look at.
1566
00:53:38,348 --> 00:53:40,483
Look at how hard this is on your body.
1567
00:53:40,483 --> 00:53:42,385
I just talked about my two knee surgeries
1568
00:53:42,385 --> 00:53:43,453
and all the other stuff,
1569
00:53:43,453 --> 00:53:44,187
and I don't know
1570
00:53:44,187 --> 00:53:44,754
what the hell is going on
1571
00:53:44,754 --> 00:53:47,757
with my wrist lately, but, you know,
1572
00:53:48,091 --> 00:53:48,892
that's,
1573
00:53:51,061 --> 00:53:52,762
Yeah, I
1574
00:53:52,762 --> 00:53:54,397
just, I just had my
1575
00:53:54,397 --> 00:53:55,432
44th wedding
1576
00:53:55,432 --> 00:53:56,499
anniversary, and, you know,
1577
00:53:56,499 --> 00:53:57,968
you said, in better
1578
00:53:57,968 --> 00:53:59,769
in sickness and health or whatever.
1579
00:53:59,769 --> 00:54:00,770
Thank you.
1580
00:54:00,770 --> 00:54:03,106
The wedding vows or in sickness
1581
00:54:03,106 --> 00:54:03,406
and health.
1582
00:54:03,406 --> 00:54:06,409
I think I'm teetering on that edge of of
1583
00:54:06,843 --> 00:54:07,777
being too much a pain
1584
00:54:07,777 --> 00:54:10,747
in from a wife put up with me.
1585
00:54:12,282 --> 00:54:12,849
Yeah,
1586
00:54:12,849 --> 00:54:15,819
but I didn't take it the last 44 years.
1587
00:54:16,086 --> 00:54:17,020
I mean, I mean,
1588
00:54:17,020 --> 00:54:20,023
when does this sentence end?
1589
00:54:21,057 --> 00:54:21,458
All right.
1590
00:54:21,458 --> 00:54:22,726
We've gone on for a long time.
1591
00:54:22,726 --> 00:54:25,729
It's been a, a long, long show.
1592
00:54:26,062 --> 00:54:28,431
So there we go.
1593
00:54:28,431 --> 00:54:30,200
I think we covered. Covered it. Rob.
1594
00:54:30,200 --> 00:54:31,801
Yeah, we definitely covered it.
1595
00:54:31,801 --> 00:54:33,503
I think we gotta put this up.
1596
00:54:33,503 --> 00:54:37,440
Those 12 bullets that I get, take it
1597
00:54:37,440 --> 00:54:41,144
if and walk away if Yeah.
1598
00:54:41,411 --> 00:54:42,746
those. That boy that just.
1599
00:54:44,281 --> 00:54:45,782
Everybody could just take a quick
1600
00:54:45,782 --> 00:54:48,785
look at that every
1601
00:54:50,587 --> 00:54:52,289
You
1602
00:54:52,289 --> 00:54:54,024
you. Yeah.
1603
00:54:54,024 --> 00:54:54,457
You know,
1604
00:54:54,457 --> 00:54:55,458
is and and, you know,
1605
00:54:55,458 --> 00:54:56,559
when you're bidding a job,
1606
00:54:56,559 --> 00:54:57,627
you know, as an estimator,
1607
00:54:57,627 --> 00:54:58,361
you know, as business.
1608
00:54:58,361 --> 00:54:59,462
Are we looking at a job?
1609
00:54:59,462 --> 00:55:02,465
You know, if it fits this category,
1610
00:55:02,465 --> 00:55:04,734
you know, intrinsically, you know,
1611
00:55:04,734 --> 00:55:06,303
if this is a high risk job,
1612
00:55:06,303 --> 00:55:07,904
for whatever reason, it's
1613
00:55:07,904 --> 00:55:09,572
not the straightforward job.
1614
00:55:09,572 --> 00:55:10,707
So when you get those,
1615
00:55:10,707 --> 00:55:11,408
I think it does
1616
00:55:11,408 --> 00:55:12,075
kind of gives,
1617
00:55:12,075 --> 00:55:13,977
you know, a pause to think about,
1618
00:55:13,977 --> 00:55:14,744
all right.
1619
00:55:14,744 --> 00:55:16,179
Should I take it
1620
00:55:16,179 --> 00:55:17,947
if should I not take it and why?
1621
00:55:17,947 --> 00:55:20,317
What are the reasons I'm taking it for
1622
00:55:20,317 --> 00:55:22,285
and how much of it
1623
00:55:22,285 --> 00:55:24,454
like you're dead is ego?
1624
00:55:24,454 --> 00:55:25,155
I could do this,
1625
00:55:25,155 --> 00:55:26,089
and nobody else can do it.
1626
00:55:26,089 --> 00:55:27,157
And then you pay for it.
1627
00:55:28,224 --> 00:55:30,226
I'm going to call this the banner bull
1628
00:55:30,226 --> 00:55:33,229
banner bull 12
1629
00:55:34,798 --> 00:55:37,534
Yeah.
1630
00:55:37,534 --> 00:55:39,703
Ouch.
1631
00:55:39,703 --> 00:55:41,504
Well, and here's a say.
1632
00:55:41,504 --> 00:55:42,939
I've said this.
1633
00:55:42,939 --> 00:55:44,007
I've said this
1634
00:55:44,007 --> 00:55:46,810
my whole life is you can't work.
1635
00:55:46,810 --> 00:55:49,179
You can't outwork a bad, bad.
1636
00:55:49,179 --> 00:55:50,246
And even if you can't,
1637
00:55:50,246 --> 00:55:52,349
it ain't no fun, right?
1638
00:55:52,349 --> 00:55:55,285
I mean, So, anyhow.
1639
00:55:55,285 --> 00:55:56,286
All right,
1640
00:55:56,286 --> 00:55:58,121
well, there's been another episode
1641
00:55:58,121 --> 00:56:00,256
of On the Floor with Wayne and Rob.
1642
00:56:00,256 --> 00:56:01,858
Please stay tuned for another episode.