Wayne and Rob talk about their careers and how it moved from being a hardwood flooring contractor to a manufacturer sales rep.
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Hello.
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Welcome to
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another episode of On the Floor
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with Wayne and Rob
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and Wayne
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Highlander,
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Director of Adhesive Sales Bona
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I'm Rob Johnson from
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where I'm with Bona Training.
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How you doing, Rob?
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Hey, you sit in too close to your camera
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or something like, right? Am I? Yeah.
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Yeah. There you go.
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That better? Okay. Much better.
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All right.
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I thought we be more
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intimate this time with you.
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That's okay.
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Oh, right.
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Rob, we're really this week, buddy.
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I was a it where I was was a.
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Oh, you know what?
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I was
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I was in Pittsburgh,
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and I was going to say
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this at the end of the show,
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but maybe we'll talk about it now
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or is it the beginning of the show?
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Rest in peace.
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To
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Jean Rossi, a great distributor and icon.
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Hell of a guy,
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very respected distributor
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out of Pittsburgh
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who passed away a few days ago.
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We got a chance to go up and see him
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before he passed away.
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And
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he meant a lot to me,
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meant a lot to a lot of people.
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He was a great, great guy,
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a great distributor.
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And so, yep,
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we lost a good one in our industry.
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Yeah, we really did.
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A few years back, I had work with Gene,
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him and I went out and trained
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maintenance crews
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for different schools around him
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because he sold a lot to schools
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and him and I went around training
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guys on the prep system and stuff and
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it was
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such a fun week.
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I mean, we
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just had more laughs that week and
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he brought it and brought me out
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and wanted to make sure
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when I was there
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that I got one of those
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Pittsburgh sandwiches.
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I don't even know what they're called.
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I think they're just called
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the Pittsburgh
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or they have everything
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on one sandwich, coleslaw,
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French fries and everything.
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But you know, the other thing about him
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is every single year
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he would bring
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his customers down to Nashville
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and treat him to a week.
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You know, we'd always do a school
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down there,
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but yeah,
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he just treated his people like King.
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He's going to be missed.
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He was one of the good ones.
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Yeah.
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And you know, a young guy, 67 years old,
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too young.
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But what
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a lot of people may not know about him.
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I want to see what tournament
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he won here.
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I didn't know he was such a pool player.
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He was he was an avid billiards player.
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He won the BCA World Championships
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with his friends
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and teammates
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in Las Vegas
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just recently while he was sick
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and won a lot of money.
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He was a tremendous pool player,
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very competitive and a super nice guy.
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So our our condolences to
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to to his family and friends.
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And there's a lot of them.
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So there you go.
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All right,
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Rob, you know,
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we have to we're going to
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you and I talked about doing this episode
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and we both said, well, we got to
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we got to
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talk about this delicately.
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So the topic is like transitioning to it
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from a contractor
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to a sales rep or being a sales rep.
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And what we want to be very mindful of,
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Rob and I both
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because we were contractors
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most of our lives that we like,
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we don't want to be,
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oh, woe is me,
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you know, oh, this is a hard job.
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I'm not going to
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never tell one of the guys that is
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or gals
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that worked in one of the toughest trades
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in the in
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America, that our job is hard
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so it's not going to go that direction.
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So I don't want
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I want people right away to know that.
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Did you see that?
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I saw, yeah.
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Did you see that?
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I think hardwood floor guys
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came in at number seven.
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That was number 15.
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Oh, it was a 15.
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Yeah.
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Maybe number seven.
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If they work for you.
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Oh, no, no, no.
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Yeah, well, we can.
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We'll have your brothers on the show.
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Oh seven. There's none of the seven.
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But we won't.
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The Times.
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Everything is eight.
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Anything. Top 15.
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I think anything in the top
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15 is unbelievable. So yeah.
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And what we're talking about
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is some survey came out of
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the hardest jobs
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to work with in America and hardwood
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floors came in.
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I thought it came in.
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And number
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43 refinishing
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I think came in at number one
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asking to be number 15 on the list.
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I don't know.
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I would listen to a lot of trades.
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We'll debate that
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because anybody doing hard
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manual labor is going to tell you
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that their job is the hardest.
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I've done
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a lot of hard manual labor
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jobs in my life. I mean, I
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have not had very many easy
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jobs in my life.
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We had a jackhammer before construction.
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I cut
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tobacco,
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which may have been the toughest job
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I've ever done as a kid.
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But it's a nevertheless,
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it doesn't matter is a harder job.
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We talk about it all the time.
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But my shopper coach, he played
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for the New England Patriots,
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so he played professional football.
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Jerry Elliott, you know,
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he wasn't up there
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very long but played at Ohio State.
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Then he made it to the Patriots
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and one day I was just hanging out
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at least that just hang out
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and talk to him and everything
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and he said,
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But now remember he's
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a professional football player alignment.
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And he said the same thing.
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He's had tons of different jobs.
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Toughest job he ever had.
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Being a mover.
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No kidding.
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That's what he said.
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I go, do you play professional football?
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He goes, Oh, God, that was easy.
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Yeah. Compared to being a mover.
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Wow.
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Professional football
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was a walk in the park
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compared to being a mover.
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I've said it
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before that a good friend of mine,
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we used to work out together
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for probably through two or three years,
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and he was built like Mike Tyson.
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I mean, he was he was a bodybuilder.
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I mean,
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and he was on steroids and he was huge.
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And I hired him.
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I think this guy.
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I mean, you're stronger than this man.
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The guy is going to be great.
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Right?
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And I think I don't know
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if he lasted a week.
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If he did, it was just around a week
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when he told my brother,
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he goes, I ain't doing this.
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Man is too hard.
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And we thought he was joking.
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My brother told me
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and I started
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laughing like he's joking, right?
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You know, he quit.
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He just not going.
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You don't want to work this hard.
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And, you know, we were installing
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knees up and would upstairs.
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What, like we all were no different
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than the rest of us.
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We didn't give him
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because you're a bodybuilder doing this.
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He just had to fit right in with
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the crew and
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it was too hard.
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We used
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to have union carpenters, sometimes
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on larger jobs.
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We would have to hire union help
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to, you know, to get stuff done.
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And
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back then, we were nailing up
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lanes by hand,
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you know, before
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we were using the
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synthetics and everything
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where they all come pre-made.
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But nail and by hand you were using,
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you ever see the hardened
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steel screw nails, right?
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And
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going through maple, you know your hand,
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you know,
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hand them on through
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inch thick pieces of maple.
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And it was pretty funny
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because if you hit one
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the wrong way,
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they would just start flying all over.
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I mean, you could kill some of
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these things, right?
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And a carpenter, you know, union
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guys, we used to
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come in nails in a nice stud, right?
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Sometimes they
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would not come back from lunch.
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They go to lunch and that was it.
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They weren't coming back.
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We used to go to tons of union help
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when we were doing that.
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Yeah,
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I worked as a carpenter
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for years, as an apprentice carpenter
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until I turned out as a journeyman.
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And there's hard parts of being a
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but it was all commercial work.
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There's hard parts of doing that job,
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but there's a lot of standing around
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and there's that
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you're not bent over all day
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or on your knees all day
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and up and down a thousand times.
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You're not walking
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as much as a guy is behind a machine.
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I'm pulling a £200 machine.
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And I was in the Labors Union,
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which was a very tough job,
288
00:08:30,443 --> 00:08:31,577
a very tough job,
289
00:08:31,577 --> 00:08:32,912
especially the guy I work for.
290
00:08:32,912 --> 00:08:34,680
And what we did.
291
00:08:34,680 --> 00:08:36,516
But it was more
292
00:08:37,783 --> 00:08:38,251
it was less
293
00:08:38,251 --> 00:08:39,519
stressful, was more fun
294
00:08:39,519 --> 00:08:42,121
because who cares what we do,
295
00:08:42,121 --> 00:08:43,055
you know what I mean?
296
00:08:43,055 --> 00:08:46,325
He you're in where it's almost like
297
00:08:46,459 --> 00:08:48,060
it's almost being like
298
00:08:48,060 --> 00:08:49,228
like playing in sports
299
00:08:49,228 --> 00:08:50,229
because you're outside.
300
00:08:50,229 --> 00:08:51,330
You can't hurt nothing.
301
00:08:51,330 --> 00:08:52,532
You're all pretty much
302
00:08:52,532 --> 00:08:53,432
everybody who's there.
303
00:08:53,432 --> 00:08:54,934
You're you're like I say,
304
00:08:54,934 --> 00:08:55,568
you're an athlete
305
00:08:55,568 --> 00:08:57,336
if you're if you're doing that.
306
00:08:57,336 --> 00:08:58,771
But you're pretty
307
00:08:58,771 --> 00:08:59,372
you know,
308
00:08:59,372 --> 00:09:01,140
it's a
309
00:09:01,207 --> 00:09:02,341
it's that whole environment
310
00:09:02,341 --> 00:09:02,975
in construction.
311
00:09:02,975 --> 00:09:03,676
If you can't hey,
312
00:09:03,676 --> 00:09:05,044
if you I'll tell you what.
313
00:09:05,044 --> 00:09:06,078
If you got any soft
314
00:09:06,078 --> 00:09:08,281
skin, any softness about you whatsoever,
315
00:09:08,648 --> 00:09:10,850
you would never last in construction.
316
00:09:10,850 --> 00:09:11,684
I don't maybe today.
317
00:09:11,684 --> 00:09:13,519
Today is obviously different,
318
00:09:13,519 --> 00:09:15,922
but man, it was brutal.
319
00:09:15,922 --> 00:09:17,990
It's not so much the work.
320
00:09:17,990 --> 00:09:19,158
Work is hard, too,
321
00:09:19,158 --> 00:09:20,393
but you got to be able
322
00:09:20,393 --> 00:09:22,228
to put up with a lot, man.
323
00:09:22,228 --> 00:09:23,329
And if you can't hang
324
00:09:23,329 --> 00:09:24,864
with being made fun of
325
00:09:24,864 --> 00:09:27,266
or whatever or just,
326
00:09:28,067 --> 00:09:29,535
you know, that environment, man,
327
00:09:29,535 --> 00:09:30,736
if you can't hang in that environment,
328
00:09:30,736 --> 00:09:33,205
you just you're not going to last.
329
00:09:33,205 --> 00:09:34,840
Yeah, but you got to be.
330
00:09:34,840 --> 00:09:36,175
You can't be a counterpuncher.
331
00:09:36,175 --> 00:09:37,376
You had to be you guys.
332
00:09:37,376 --> 00:09:37,543
Yeah.
333
00:09:37,543 --> 00:09:38,144
First hit
334
00:09:38,144 --> 00:09:40,112
you guys, throw the first punch. Yeah.
335
00:09:40,112 --> 00:09:42,682
And that's your life so much easier.
336
00:09:42,682 --> 00:09:43,683
There's less stress
337
00:09:43,683 --> 00:09:44,984
then there is a heartbeat for a guy
338
00:09:44,984 --> 00:09:45,818
because it's out.
339
00:09:45,818 --> 00:09:46,652
It's construction.
340
00:09:46,652 --> 00:09:47,486
Like I said, it was, you know,
341
00:09:47,486 --> 00:09:48,020
what do you know?
342
00:09:48,020 --> 00:09:48,354
It's,
343
00:09:48,354 --> 00:09:49,689
you know, break a shovel or whatever.
344
00:09:49,689 --> 00:09:50,590
You know what I mean?
345
00:09:50,623 --> 00:09:52,325
It's there was not
346
00:09:52,325 --> 00:09:53,326
nowhere near as much stress.
347
00:09:54,493 --> 00:09:55,461
So on
348
00:09:55,461 --> 00:09:58,531
to being a sales rep.
349
00:09:58,531 --> 00:09:59,999
You and I both transitioned
350
00:09:59,999 --> 00:10:01,200
into being a sales rep
351
00:10:01,200 --> 00:10:01,801
and we reason why
352
00:10:01,801 --> 00:10:02,735
we kind of talked about this
353
00:10:02,735 --> 00:10:04,870
because in our travels a lot of times
354
00:10:05,037 --> 00:10:06,672
you hear people say, Yeah, yeah,
355
00:10:06,672 --> 00:10:07,673
I'm thinking about being a sales
356
00:10:07,673 --> 00:10:09,075
rep where I would like to be a sales rep
357
00:10:09,075 --> 00:10:10,276
or what have you.
358
00:10:11,344 --> 00:10:12,745
So is that well, you know what?
359
00:10:12,745 --> 00:10:14,213
You and I both transition
360
00:10:14,213 --> 00:10:15,247
from being a sales rep
361
00:10:15,247 --> 00:10:18,751
and what is our experience is like
362
00:10:18,751 --> 00:10:20,620
making that transition.
363
00:10:20,620 --> 00:10:21,520
So maybe we thought
364
00:10:21,520 --> 00:10:22,855
we would talk about that
365
00:10:22,855 --> 00:10:26,225
because like some guys say that my wife,
366
00:10:26,292 --> 00:10:27,526
I was telling the other day,
367
00:10:27,526 --> 00:10:29,295
my wife said, there's no way in the world
368
00:10:29,295 --> 00:10:30,129
I would be in sales.
369
00:10:30,129 --> 00:10:31,797
I just I couldn't do it.
370
00:10:31,797 --> 00:10:32,465
I wouldn't want to do
371
00:10:32,465 --> 00:10:33,499
I have no desire to do it.
372
00:10:35,034 --> 00:10:36,335
And as people that would,
373
00:10:36,335 --> 00:10:36,669
you know,
374
00:10:36,669 --> 00:10:37,603
for good reason,
375
00:10:37,603 --> 00:10:39,839
wouldn't ever want any part of it.
376
00:10:39,905 --> 00:10:42,308
And there's some people that, like I had
377
00:10:42,575 --> 00:10:46,812
a lot of, you know, what I thought
378
00:10:48,047 --> 00:10:50,383
the job was and what it actually is.
379
00:10:50,883 --> 00:10:52,518
It's two different things
380
00:10:53,653 --> 00:10:54,420
in some respects.
381
00:10:54,420 --> 00:10:56,088
So yeah.
382
00:10:56,088 --> 00:10:56,622
Oh yeah.
383
00:10:56,622 --> 00:10:59,258
That's why I'm glad we were
384
00:10:59,392 --> 00:11:00,693
because I was just the
385
00:11:00,693 --> 00:11:03,062
oh and my notes were all I was going to
386
00:11:03,062 --> 00:11:04,463
you know, looking to read some articles
387
00:11:04,463 --> 00:11:04,897
and everything.
388
00:11:04,897 --> 00:11:06,232
And I said, Oh wait a minute,
389
00:11:06,232 --> 00:11:08,534
I remember what I went through
390
00:11:08,534 --> 00:11:10,936
starting out. So
391
00:11:10,936 --> 00:11:13,806
I should have written an article.
392
00:11:13,806 --> 00:11:15,641
There's a lot of misconceptions
393
00:11:15,641 --> 00:11:17,143
that and I didn't read anything,
394
00:11:17,143 --> 00:11:17,543
you know,
395
00:11:17,910 --> 00:11:18,844
you didn't have a reading
396
00:11:18,844 --> 00:11:19,712
and I don't have read anything.
397
00:11:19,712 --> 00:11:20,613
We just know better.
398
00:11:20,613 --> 00:11:21,147
You know, once
399
00:11:21,147 --> 00:11:21,847
I started writing
400
00:11:21,847 --> 00:11:22,448
stuff down,
401
00:11:22,448 --> 00:11:22,882
I was like,
402
00:11:22,882 --> 00:11:24,550
Oh yeah, and then there's that
403
00:11:24,550 --> 00:11:26,852
and this and that. Yeah, absolutely.
404
00:11:28,320 --> 00:11:29,088
I've always said
405
00:11:29,088 --> 00:11:31,657
when you're a contractor,
406
00:11:32,091 --> 00:11:33,926
we talk about stress level.
407
00:11:33,926 --> 00:11:35,895
When you're a contractor,
408
00:11:36,328 --> 00:11:36,662
let's see,
409
00:11:36,662 --> 00:11:38,130
you're you're you're you're going along
410
00:11:38,130 --> 00:11:39,565
and things are humming pretty good,
411
00:11:39,565 --> 00:11:40,666
you know what I mean?
412
00:11:40,666 --> 00:11:41,467
And it is,
413
00:11:41,467 --> 00:11:42,201
you know, every jobs
414
00:11:42,201 --> 00:11:43,402
got a certain stress level,
415
00:11:43,402 --> 00:11:44,336
but it's there.
416
00:11:44,336 --> 00:11:46,205
It's like a low hum or whatever.
417
00:11:46,205 --> 00:11:48,374
But then there's massive spikes
418
00:11:48,374 --> 00:11:50,743
like the finishes and drying
419
00:11:51,811 --> 00:11:53,245
and you have to get it done today.
420
00:11:53,245 --> 00:11:54,380
She's coming home today.
421
00:11:54,380 --> 00:11:56,882
Like that's a massive stress strike
422
00:11:57,917 --> 00:11:59,118
in the
423
00:11:59,185 --> 00:12:01,620
in the stress how much you got to say
424
00:12:02,755 --> 00:12:04,490
spike? Spike, thank you.
425
00:12:04,490 --> 00:12:06,559
It's stress or.
426
00:12:07,293 --> 00:12:08,394
She pay attention to you.
427
00:12:08,394 --> 00:12:08,928
Yeah, you do.
428
00:12:08,928 --> 00:12:10,463
You think I pay attention to you, but.
429
00:12:10,463 --> 00:12:11,764
Well, thank you, Rob.
430
00:12:11,764 --> 00:12:13,399
I pay attention
431
00:12:13,399 --> 00:12:15,601
or you're right massive spikes.
432
00:12:16,135 --> 00:12:18,571
Let's say you in the floor today.
433
00:12:18,571 --> 00:12:19,205
You feel great.
434
00:12:19,205 --> 00:12:20,639
You got the floor stay and you come home.
435
00:12:20,639 --> 00:12:21,307
We watch a TV
436
00:12:21,307 --> 00:12:22,007
and you get that
437
00:12:22,007 --> 00:12:24,243
that phone call or that text message.
438
00:12:24,243 --> 00:12:25,111
I don't like to call her.
439
00:12:25,111 --> 00:12:25,678
I hate to call her.
440
00:12:25,678 --> 00:12:26,512
That's not the color.
441
00:12:26,512 --> 00:12:29,749
Like that's a massive spike in stress.
442
00:12:30,116 --> 00:12:31,150
Okay.
443
00:12:31,150 --> 00:12:33,319
You don't necessarily get those in sales
444
00:12:34,520 --> 00:12:36,388
in my it's been my experience,
445
00:12:36,388 --> 00:12:39,091
but there's a steady stress level
446
00:12:39,592 --> 00:12:41,427
that does never go away.
447
00:12:41,427 --> 00:12:43,295
And that is the number.
448
00:12:43,295 --> 00:12:45,531
The number.
449
00:12:45,531 --> 00:12:48,134
You are responsible for a number then.
450
00:12:48,234 --> 00:12:50,202
And. Nothing else matters.
451
00:12:50,202 --> 00:12:52,204
The economy doesn't matter.
452
00:12:52,204 --> 00:12:53,672
Nothing matters.
453
00:12:53,672 --> 00:12:54,573
Yes, that number.
454
00:12:54,573 --> 00:12:56,242
You got to hit that number.
455
00:12:56,242 --> 00:12:56,709
Yeah.
456
00:12:56,709 --> 00:12:58,077
And just and here's what,
457
00:12:58,077 --> 00:13:00,746
here's what I equate it to.
458
00:13:00,746 --> 00:13:01,213
Just like
459
00:13:01,213 --> 00:13:03,482
if you hired a journeyman floor guy
460
00:13:03,482 --> 00:13:06,252
to to work for you and
461
00:13:07,353 --> 00:13:09,455
he shows up on day one and you realize
462
00:13:09,455 --> 00:13:10,623
he's only getting, like,
463
00:13:10,623 --> 00:13:13,292
80 square feet a day installing.
464
00:13:13,292 --> 00:13:15,661
You're not going to keep that guy around.
465
00:13:15,961 --> 00:13:17,730
And you're if you're in sales,
466
00:13:17,730 --> 00:13:19,298
you're not going to keep a guy around
467
00:13:19,298 --> 00:13:21,167
that doesn't sell.
468
00:13:21,167 --> 00:13:23,169
And it's there is stats.
469
00:13:23,169 --> 00:13:24,370
There is I mean,
470
00:13:25,538 --> 00:13:27,273
everything is documented.
471
00:13:27,273 --> 00:13:28,541
Everything is like
472
00:13:28,541 --> 00:13:30,142
I mean, it is all out there
473
00:13:30,142 --> 00:13:32,645
for the world to see in your company
474
00:13:32,645 --> 00:13:33,212
you work for.
475
00:13:33,212 --> 00:13:35,881
I mean, everything is a statute.
476
00:13:35,881 --> 00:13:37,883
So you are responsible for that.
477
00:13:37,883 --> 00:13:39,351
That is your that is your number
478
00:13:39,351 --> 00:13:40,920
as your responsibility.
479
00:13:40,920 --> 00:13:42,988
Nothing else matters.
480
00:13:43,522 --> 00:13:43,889
You know,
481
00:13:43,889 --> 00:13:46,659
and you said nothing else matters.
482
00:13:46,659 --> 00:13:47,393
The first thing
483
00:13:47,393 --> 00:13:48,127
that hit my head,
484
00:13:48,127 --> 00:13:50,529
like the economy's bad or,
485
00:13:50,996 --> 00:13:52,431
you know, the weather's been bad,
486
00:13:52,431 --> 00:13:54,600
guys can't work, so they can't buy
487
00:13:54,600 --> 00:13:55,634
all that stuff.
488
00:13:55,634 --> 00:13:56,602
All I could think of was
489
00:13:56,602 --> 00:13:59,071
movie Goodfellas.
490
00:13:59,071 --> 00:14:00,105
Remember when Paulie
491
00:14:00,105 --> 00:14:02,241
bought into the restaurant? Yes.
492
00:14:03,008 --> 00:14:04,443
And and then.
493
00:14:04,443 --> 00:14:06,478
Yeah, Henry was doing that.
494
00:14:07,112 --> 00:14:09,215
Oh, you don't know.
495
00:14:09,215 --> 00:14:11,550
Oh, he didn't make you pay me.
496
00:14:11,917 --> 00:14:12,685
Yeah, yeah.
497
00:14:12,685 --> 00:14:15,020
Oh, the economy's bad if you pay me.
498
00:14:15,054 --> 00:14:15,721
Yeah.
499
00:14:15,721 --> 00:14:19,391
That's exactly what that sounded like.
500
00:14:19,391 --> 00:14:20,192
We. Oh.
501
00:14:20,192 --> 00:14:20,626
You know,
502
00:14:20,626 --> 00:14:21,994
I think one of the greatest movie
503
00:14:21,994 --> 00:14:22,895
I put in my top
504
00:14:22,895 --> 00:14:23,896
ten movies of all time
505
00:14:23,896 --> 00:14:26,298
is Glengarry Glen Ross.
506
00:14:26,298 --> 00:14:28,601
And there's a scene in that movie
507
00:14:29,201 --> 00:14:31,871
where Jack Lemmon is dying.
508
00:14:32,137 --> 00:14:33,739
I mean, the stress level,
509
00:14:33,739 --> 00:14:34,073
I mean,
510
00:14:34,073 --> 00:14:35,407
just hanging on to his job
511
00:14:35,407 --> 00:14:36,775
and things are not going good
512
00:14:36,775 --> 00:14:39,745
and whatever. And he's absolutely dying.
513
00:14:39,745 --> 00:14:42,248
And and his boss has no mercy whatsoever
514
00:14:42,248 --> 00:14:43,616
on his situation.
515
00:14:43,616 --> 00:14:45,050
I mean, he's got a daughter at home
516
00:14:45,050 --> 00:14:46,652
that has special needs or something.
517
00:14:46,652 --> 00:14:49,555
And he's really I mean, God bless him.
518
00:14:50,623 --> 00:14:52,291
He just, you know,
519
00:14:52,291 --> 00:14:54,627
he needs this job so bad.
520
00:14:54,627 --> 00:14:55,761
And there's a line in.
521
00:14:55,761 --> 00:14:57,329
They're not going to give you the leads
522
00:14:57,329 --> 00:14:59,431
either. Yes.
523
00:14:59,431 --> 00:15:01,500
And he said, why? Like why?
524
00:15:01,500 --> 00:15:02,935
And it's probably the most important line
525
00:15:02,935 --> 00:15:03,903
in the entire movie.
526
00:15:03,903 --> 00:15:06,238
And most people probably
527
00:15:06,238 --> 00:15:08,240
went unnoticed by most everybody.
528
00:15:08,240 --> 00:15:10,175
And the line is because
529
00:15:10,175 --> 00:15:14,647
the line is because I don't like you.
530
00:15:14,647 --> 00:15:17,583
That's the line.
531
00:15:17,583 --> 00:15:19,485
Success in business
532
00:15:19,485 --> 00:15:22,021
often comes down to likability.
533
00:15:22,021 --> 00:15:22,721
The expression
534
00:15:22,721 --> 00:15:23,522
sink or swim
535
00:15:23,522 --> 00:15:25,824
has a lot of more factors to it
536
00:15:25,824 --> 00:15:26,859
than just sink or swim
537
00:15:26,859 --> 00:15:28,594
when you're in sales.
538
00:15:29,028 --> 00:15:31,730
So it just
539
00:15:31,797 --> 00:15:32,197
we just.
540
00:15:32,197 --> 00:15:32,765
Talk about,
541
00:15:32,765 --> 00:15:33,933
you know, what we
542
00:15:33,933 --> 00:15:36,001
we got to talk about one more movie.
543
00:15:36,001 --> 00:15:37,202
Yeah, yeah.
544
00:15:37,202 --> 00:15:38,704
Anybody wanting to get into sales?
545
00:15:38,704 --> 00:15:40,005
What, some sales. Movies.
546
00:15:41,106 --> 00:15:42,441
That's what you should do.
547
00:15:42,441 --> 00:15:44,476
Glengarry Glen Ross, a good one.
548
00:15:44,476 --> 00:15:46,312
But did you ever see
549
00:15:46,312 --> 00:15:47,947
the one with the veto?
550
00:15:47,947 --> 00:15:49,148
Tin Man?
551
00:15:49,248 --> 00:15:51,116
Oh, I love that movie.
552
00:15:51,116 --> 00:15:53,118
Yeah, they sold aluminum siding.
553
00:15:53,118 --> 00:15:54,019
Yeah.
554
00:15:54,019 --> 00:15:56,722
Yes, I love that movie.
555
00:15:57,056 --> 00:15:58,590
That movie.
556
00:15:58,590 --> 00:15:59,658
That was a great.
557
00:15:59,658 --> 00:16:01,126
Yeah, yeah.
558
00:16:01,126 --> 00:16:02,261
There's a good one.
559
00:16:02,261 --> 00:16:03,028
There's an
560
00:16:03,028 --> 00:16:03,329
there's an
561
00:16:03,329 --> 00:16:04,463
English show on Netflix
562
00:16:04,463 --> 00:16:06,598
now that's kind of the same thing
563
00:16:07,066 --> 00:16:08,767
and it's hilarious.
564
00:16:08,767 --> 00:16:12,137
The guy is selling, selling, citing,
565
00:16:12,671 --> 00:16:14,073
and he thinks anybody could do it,
566
00:16:14,073 --> 00:16:14,640
but he does realize
567
00:16:14,640 --> 00:16:15,908
you have to hire people to do the work.
568
00:16:15,908 --> 00:16:17,643
So he's also figured he could save money
569
00:16:17,643 --> 00:16:18,243
by doing the work.
570
00:16:18,243 --> 00:16:20,212
He's doing atrocious work.
571
00:16:20,212 --> 00:16:22,281
Absolutely atrocious.
572
00:16:23,082 --> 00:16:24,483
I mean, they show it.
573
00:16:24,483 --> 00:16:25,985
The miners are so far off
574
00:16:25,985 --> 00:16:27,953
and everything in the corners and
575
00:16:27,953 --> 00:16:30,289
oh, man, it's a disaster. But yeah.
576
00:16:30,289 --> 00:16:31,457
The the sale
577
00:16:31,457 --> 00:16:33,125
the some of the sales stuff
578
00:16:33,125 --> 00:16:35,361
that was going on and ten men,
579
00:16:35,361 --> 00:16:36,362
the things they're saying
580
00:16:36,362 --> 00:16:37,396
to the homeowner
581
00:16:37,396 --> 00:16:39,431
and the things that they were doing.
582
00:16:39,431 --> 00:16:40,833
But that was all great.
583
00:16:40,833 --> 00:16:41,333
But I thought
584
00:16:41,333 --> 00:16:42,601
some of the restaurant scenes
585
00:16:42,601 --> 00:16:45,704
were just hysterical.
586
00:16:45,704 --> 00:16:46,772
Just all the sales
587
00:16:46,772 --> 00:16:48,140
guys going out to breakfast
588
00:16:48,140 --> 00:16:50,709
and talking during breakfast was
589
00:16:50,709 --> 00:16:51,510
was a crackup.
590
00:16:51,510 --> 00:16:53,012
Haven't seen that movie.
591
00:16:53,012 --> 00:16:54,580
I highly recommend it.
592
00:16:54,580 --> 00:16:55,848
Great movie.
593
00:16:55,848 --> 00:16:58,183
So there's different levels of selling.
594
00:16:58,784 --> 00:16:59,918
And the nice thing
595
00:16:59,918 --> 00:17:00,519
actually I think
596
00:17:00,519 --> 00:17:01,520
about being in our industry
597
00:17:01,520 --> 00:17:02,621
and I'll say our company,
598
00:17:02,621 --> 00:17:04,523
but I would say most companies in
599
00:17:04,523 --> 00:17:06,358
our industry is that
600
00:17:07,393 --> 00:17:08,394
these are
601
00:17:08,394 --> 00:17:10,262
you know, these are lifetime
602
00:17:10,262 --> 00:17:10,629
you hope
603
00:17:10,629 --> 00:17:12,364
lifetime things you're in,
604
00:17:12,364 --> 00:17:14,466
you know, sales that you're working on.
605
00:17:14,967 --> 00:17:16,835
It's not like a car salesman where,
606
00:17:16,835 --> 00:17:17,636
you know, hey,
607
00:17:17,636 --> 00:17:19,238
you guys going to buy a car
608
00:17:19,238 --> 00:17:20,072
where it works
609
00:17:20,072 --> 00:17:21,373
for the next two months down the road?
610
00:17:21,373 --> 00:17:21,840
Who cared?
611
00:17:21,840 --> 00:17:23,042
Because you, you know,
612
00:17:23,042 --> 00:17:23,942
you never see the guy again.
613
00:17:23,942 --> 00:17:24,276
You sell
614
00:17:24,276 --> 00:17:26,245
the one thing one time when you're done.
615
00:17:26,245 --> 00:17:28,714
It doesn't work that way in our industry.
616
00:17:29,581 --> 00:17:30,249
And the nice thing
617
00:17:30,249 --> 00:17:31,884
about working for Bowman, it's
618
00:17:31,884 --> 00:17:32,818
not a bonus commercial,
619
00:17:32,818 --> 00:17:35,287
but I tell my guys and I think, you know,
620
00:17:35,287 --> 00:17:36,055
you feel the same way.
621
00:17:36,055 --> 00:17:38,090
We don't have to win every battle,
622
00:17:38,090 --> 00:17:40,592
you know, and we don't have to,
623
00:17:40,592 --> 00:17:41,126
you know,
624
00:17:41,126 --> 00:17:42,628
you don't have to please everybody.
625
00:17:42,628 --> 00:17:43,295
I think you just
626
00:17:43,295 --> 00:17:44,730
you just put the product out there
627
00:17:44,730 --> 00:17:44,997
and say,
628
00:17:44,997 --> 00:17:46,598
this is what the product does
629
00:17:46,598 --> 00:17:47,399
and be honest
630
00:17:47,399 --> 00:17:49,001
and genuine about the product.
631
00:17:49,001 --> 00:17:51,770
And some guys will resonate with it and
632
00:17:51,770 --> 00:17:53,472
some guys won't, but
633
00:17:54,673 --> 00:17:55,207
it's a small
634
00:17:55,207 --> 00:17:56,341
industry and
635
00:17:56,341 --> 00:17:57,643
there's nothing more important
636
00:17:57,643 --> 00:17:59,311
than you're getting off track now.
637
00:17:59,311 --> 00:17:59,778
But you're
638
00:17:59,778 --> 00:18:01,447
but you're your own word
639
00:18:01,447 --> 00:18:02,281
and your reputation.
640
00:18:02,281 --> 00:18:04,383
So that trumps everything.
641
00:18:05,250 --> 00:18:06,852
So it's not like a situation,
642
00:18:06,852 --> 00:18:08,420
like a pressure cooker situation
643
00:18:08,420 --> 00:18:10,022
where you
644
00:18:10,022 --> 00:18:10,656
you have to
645
00:18:10,656 --> 00:18:10,989
you know,
646
00:18:10,989 --> 00:18:11,790
you have to do these things
647
00:18:11,790 --> 00:18:15,360
no matter whether you're out the door.
648
00:18:15,360 --> 00:18:17,062
It's a different type of atmosphere
649
00:18:17,062 --> 00:18:19,731
then than some other industries, I think.
650
00:18:20,365 --> 00:18:21,500
You know what I mean?
651
00:18:21,600 --> 00:18:22,935
Oh, my God. Yeah.
652
00:18:22,935 --> 00:18:25,037
I mean, we
653
00:18:25,170 --> 00:18:27,773
it hit me one day.
654
00:18:27,773 --> 00:18:29,875
I didn't realize how lucky we were
655
00:18:31,176 --> 00:18:33,812
to be selling Boeing products.
656
00:18:33,812 --> 00:18:34,079
You know,
657
00:18:34,079 --> 00:18:34,847
I knew they were great
658
00:18:34,847 --> 00:18:37,116
and everything when I started.
659
00:18:37,116 --> 00:18:37,983
But
660
00:18:38,851 --> 00:18:40,886
so I had been in sports sales
661
00:18:40,886 --> 00:18:42,788
for a few years and in sport
662
00:18:42,788 --> 00:18:46,391
we used to also sell sell to do Jansen,
663
00:18:47,159 --> 00:18:47,459
right?
664
00:18:47,493 --> 00:18:48,594
The Jansen House
665
00:18:48,594 --> 00:18:50,229
janitorial supply, places
666
00:18:50,229 --> 00:18:51,497
that would buy
667
00:18:51,497 --> 00:18:54,833
sport products for schools.
668
00:18:54,833 --> 00:18:56,101
Assuming
669
00:18:56,101 --> 00:18:57,603
I remember doing a sales call,
670
00:18:57,603 --> 00:18:59,972
the guy literally was
671
00:18:59,972 --> 00:19:01,874
this place was two miles from my house.
672
00:19:01,874 --> 00:19:04,743
I drove by this place thousands of times
673
00:19:05,611 --> 00:19:07,412
and then one day I go, Jeez, I'm going to
674
00:19:07,412 --> 00:19:08,380
go in there. And, you know,
675
00:19:09,515 --> 00:19:10,582
he's a Jansen guy.
676
00:19:10,582 --> 00:19:11,416
And I go, imagine
677
00:19:11,416 --> 00:19:12,584
having Rob Johnson living.
678
00:19:12,584 --> 00:19:14,153
So close to you.
679
00:19:14,419 --> 00:19:15,988
How lucky, right? Yeah.
680
00:19:15,988 --> 00:19:18,090
How lucky is this guy?
681
00:19:18,157 --> 00:19:18,991
So I walked
682
00:19:18,991 --> 00:19:20,592
in, started throwing
683
00:19:20,592 --> 00:19:22,261
my stuff down and talking.
684
00:19:22,261 --> 00:19:25,097
And you know, we're NBA and NC Double-A
685
00:19:25,097 --> 00:19:26,565
and we're this and we're that.
686
00:19:26,565 --> 00:19:29,868
And you know, I'm fourth generation that,
687
00:19:30,302 --> 00:19:31,103
you know, coated
688
00:19:31,103 --> 00:19:32,804
millions of gems and millions
689
00:19:32,804 --> 00:19:34,439
if needed gems.
690
00:19:34,640 --> 00:19:35,207
And the guy
691
00:19:35,207 --> 00:19:37,309
literally leans back in his chair
692
00:19:37,309 --> 00:19:39,278
and folds his hands across his chest
693
00:19:39,278 --> 00:19:42,814
and he goes, Never heard of you guys.
694
00:19:42,814 --> 00:19:45,584
And I'm like, No,
695
00:19:45,617 --> 00:19:46,185
no, man.
696
00:19:46,185 --> 00:19:47,686
We're we're bonus.
697
00:19:47,686 --> 00:19:49,721
Of course you've heard of us, you know,
698
00:19:49,721 --> 00:19:53,192
and my God,
699
00:19:53,192 --> 00:19:54,927
I did every wrong thing
700
00:19:54,927 --> 00:19:58,830
a sales guy could do because it just that
701
00:19:58,830 --> 00:20:00,866
when he said, never heard of you guys
702
00:20:00,866 --> 00:20:03,035
and I knew he was serious.
703
00:20:03,035 --> 00:20:05,204
Wow, did that throw a curveball at me?
704
00:20:05,237 --> 00:20:06,672
I'm used to hit and fastball
705
00:20:06,672 --> 00:20:08,407
straight down the middle
706
00:20:08,407 --> 00:20:10,142
and all of a sudden
707
00:20:10,142 --> 00:20:12,110
I am swinging and missing.
708
00:20:12,110 --> 00:20:13,378
It was
709
00:20:13,412 --> 00:20:14,880
I wish it was on video
710
00:20:14,880 --> 00:20:16,114
because it would have been quiet.
711
00:20:16,114 --> 00:20:16,715
You could have showed
712
00:20:16,715 --> 00:20:22,020
every guy that you hire, do not do this.
713
00:20:22,020 --> 00:20:25,057
And it just kept.
714
00:20:26,658 --> 00:20:27,226
Get.
715
00:20:28,193 --> 00:20:30,996
Worse and worse and worse and
716
00:20:31,663 --> 00:20:33,799
oh my God, it was a disaster.
717
00:20:33,999 --> 00:20:37,069
So I think what people don't
718
00:20:37,469 --> 00:20:39,538
what I never expected
719
00:20:39,538 --> 00:20:41,406
making the jump into sales
720
00:20:41,406 --> 00:20:45,177
is you got to constantly be practicing.
721
00:20:45,177 --> 00:20:47,379
You have to practice
722
00:20:47,446 --> 00:20:48,347
no matter
723
00:20:48,347 --> 00:20:50,582
no matter how long you've been doing it.
724
00:20:50,582 --> 00:20:53,018
You do definitely need to practice
725
00:20:53,018 --> 00:20:54,886
because there's new products,
726
00:20:54,886 --> 00:20:56,054
there's new procedures,
727
00:20:56,054 --> 00:20:57,756
and you just can't
728
00:20:57,756 --> 00:21:00,125
you know, I think we get comfortable
729
00:21:00,125 --> 00:21:03,895
and we just start rolling with stuff and
730
00:21:04,730 --> 00:21:05,964
but that one was
731
00:21:05,964 --> 00:21:09,134
definitely that was pretty funny.
732
00:21:09,134 --> 00:21:12,337
I look back at that one now and.
733
00:21:13,338 --> 00:21:15,007
You said something that's
734
00:21:15,007 --> 00:21:16,108
that's interesting there, though.
735
00:21:16,108 --> 00:21:16,942
You said I'm
736
00:21:16,942 --> 00:21:19,411
a fourth generation floor man.
737
00:21:19,478 --> 00:21:20,712
I'd say the one thing
738
00:21:20,712 --> 00:21:22,114
that you are being going
739
00:21:22,114 --> 00:21:24,216
from a contractor into sales
740
00:21:24,216 --> 00:21:26,318
is it's not about you anymore.
741
00:21:26,318 --> 00:21:27,919
Nobody cares about you.
742
00:21:27,919 --> 00:21:29,721
Yeah, it really, truly
743
00:21:29,721 --> 00:21:31,723
it doesn't matter what you've done
744
00:21:31,723 --> 00:21:33,058
it it's
745
00:21:33,058 --> 00:21:35,193
how can you be a value to that guy
746
00:21:35,627 --> 00:21:36,595
and to their company?
747
00:21:36,595 --> 00:21:36,928
Whatever.
748
00:21:36,928 --> 00:21:39,097
So you don't you don't matter anymore.
749
00:21:39,665 --> 00:21:41,033
And I think you have to
750
00:21:41,033 --> 00:21:42,968
you got to check your ego pretty quick
751
00:21:42,968 --> 00:21:44,369
and think that you've done so.
752
00:21:44,369 --> 00:21:45,804
People don't care.
753
00:21:45,804 --> 00:21:46,838
Rightly so.
754
00:21:46,838 --> 00:21:47,472
You know what I mean?
755
00:21:47,472 --> 00:21:48,006
I mean,
756
00:21:48,607 --> 00:21:49,808
you know, it's it's
757
00:21:49,808 --> 00:21:51,076
their business and whatever.
758
00:21:51,076 --> 00:21:51,877
And what we've done
759
00:21:51,877 --> 00:21:53,779
or you've done or what everybody does,
760
00:21:53,779 --> 00:21:55,480
it means nothing anymore.
761
00:21:55,480 --> 00:21:55,781
It's.
762
00:21:55,781 --> 00:21:57,482
It's just another sales guy
763
00:21:57,482 --> 00:21:59,918
wasting his time. Yeah.
764
00:21:59,918 --> 00:22:03,422
So this let's talk about travel because
765
00:22:05,190 --> 00:22:06,158
I remember I was on a
766
00:22:06,158 --> 00:22:10,028
fishing trip with one guy, Rob and
767
00:22:10,028 --> 00:22:11,530
it was like a three day fishing trip
768
00:22:11,530 --> 00:22:11,863
and we're
769
00:22:11,863 --> 00:22:13,198
sitting around the campfire at night
770
00:22:13,198 --> 00:22:14,966
and he said,
771
00:22:14,966 --> 00:22:15,834
You know,
772
00:22:15,834 --> 00:22:17,803
I've been married for eight years
773
00:22:17,803 --> 00:22:19,338
and this is the first night
774
00:22:19,338 --> 00:22:22,374
I've spent away from my wife.
775
00:22:22,374 --> 00:22:25,010
And I went, Oh
776
00:22:25,210 --> 00:22:32,317
yeah, but he a pretty big guy.
777
00:22:32,317 --> 00:22:33,352
So I had a.
778
00:22:36,788 --> 00:22:38,256
Actually flew a coffin.
779
00:22:38,256 --> 00:22:39,091
Yeah,
780
00:22:40,058 --> 00:22:41,927
that's so sweet.
781
00:22:42,594 --> 00:22:44,162
There is a
782
00:22:44,162 --> 00:22:45,897
the amount of time away from home
783
00:22:45,897 --> 00:22:48,033
is I think really surprises
784
00:22:48,033 --> 00:22:49,201
a lot of people.
785
00:22:49,201 --> 00:22:50,435
And there's a dealbreaker
786
00:22:50,435 --> 00:22:51,603
for a lot of people
787
00:22:51,603 --> 00:22:52,838
and people with young kids
788
00:22:52,838 --> 00:22:53,472
and what have you.
789
00:22:53,472 --> 00:22:55,807
And I think that is cannot be overlooked.
790
00:22:57,008 --> 00:22:58,176
I became
791
00:22:58,176 --> 00:22:59,945
I got in the sales game later in life,
792
00:23:01,480 --> 00:23:02,948
the sell business later in life.
793
00:23:02,948 --> 00:23:05,183
And I think you did, too.
794
00:23:05,183 --> 00:23:06,618
And we already had Mike.
795
00:23:06,618 --> 00:23:09,187
You know, I don't have any kids a year.
796
00:23:09,287 --> 00:23:10,956
Your kids were already pretty much grown,
797
00:23:10,956 --> 00:23:11,923
I think.
798
00:23:11,923 --> 00:23:14,459
But I think they were
799
00:23:14,626 --> 00:23:16,328
they were all young.
800
00:23:16,328 --> 00:23:18,897
So you're just a negligent father?
801
00:23:18,897 --> 00:23:23,935
Oh, I did things that.
802
00:23:23,935 --> 00:23:25,637
No, I wasn't negligent.
803
00:23:25,637 --> 00:23:27,406
You got to make up for it, though.
804
00:23:27,406 --> 00:23:28,140
Yeah.
805
00:23:28,473 --> 00:23:30,575
You got to make up for it.
806
00:23:30,742 --> 00:23:33,311
One of the things that and this is,
807
00:23:34,379 --> 00:23:35,046
believe me, I'm
808
00:23:35,046 --> 00:23:36,181
not telling everybody,
809
00:23:36,181 --> 00:23:37,482
anybody what to do.
810
00:23:37,482 --> 00:23:39,651
But there were certain things
811
00:23:39,651 --> 00:23:43,422
that when I went on the road and
812
00:23:45,023 --> 00:23:46,057
golf,
813
00:23:46,658 --> 00:23:48,727
I had to give up golf,
814
00:23:48,727 --> 00:23:50,729
motorcycles, things
815
00:23:50,729 --> 00:23:52,898
that you do by yourself on the weekends.
816
00:23:53,999 --> 00:23:55,233
Now you get to spend that time
817
00:23:55,233 --> 00:23:57,402
with your family because you're gone
818
00:23:57,402 --> 00:23:58,770
so many days out of the week.
819
00:24:00,038 --> 00:24:01,072
That was
820
00:24:01,072 --> 00:24:05,977
that was my thing.
821
00:24:05,977 --> 00:24:06,445
Yeah.
822
00:24:06,445 --> 00:24:07,279
Well,
823
00:24:07,479 --> 00:24:08,513
what's changed for me
824
00:24:08,513 --> 00:24:08,980
is I travel
825
00:24:08,980 --> 00:24:10,682
so much now is when I am home,
826
00:24:10,682 --> 00:24:12,717
I do more things with duty. Yes.
827
00:24:13,418 --> 00:24:16,188
When I'm home, it's you know,
828
00:24:16,188 --> 00:24:17,856
I listen, I also
829
00:24:17,856 --> 00:24:19,324
it depends on your relationship
830
00:24:19,324 --> 00:24:20,859
with your spouse, too,
831
00:24:20,859 --> 00:24:22,027
because I, I leave
832
00:24:22,027 --> 00:24:23,829
probably I've been out with guys
833
00:24:23,829 --> 00:24:25,530
when we're at work or whatever
834
00:24:25,530 --> 00:24:27,666
and they take a call from home
835
00:24:27,666 --> 00:24:29,968
and it's man,
836
00:24:29,968 --> 00:24:31,369
I don't know how you can do that.
837
00:24:31,369 --> 00:24:32,103
And be on the road.
838
00:24:32,103 --> 00:24:32,704
And you're
839
00:24:32,704 --> 00:24:34,806
you have such a needy spouse or whatever,
840
00:24:34,806 --> 00:24:35,474
you know what I mean?
841
00:24:35,474 --> 00:24:37,209
That's calling all the time.
842
00:24:37,209 --> 00:24:38,376
I don't know.
843
00:24:38,376 --> 00:24:40,846
It's something that it should
844
00:24:40,846 --> 00:24:43,348
during the job interview,
845
00:24:43,348 --> 00:24:44,616
somebody somewhere down
846
00:24:44,616 --> 00:24:45,817
the line should probably interview
847
00:24:45,817 --> 00:24:46,952
the guy's wife.
848
00:24:46,952 --> 00:24:49,054
Or the person's life.
849
00:24:49,054 --> 00:24:50,288
Yeah, yeah. The spouse. Right.
850
00:24:50,288 --> 00:24:51,690
If you're going to go on the road
851
00:24:51,690 --> 00:24:53,792
because everybody says the same thing.
852
00:24:53,792 --> 00:24:55,427
Everybody I've ever talked to.
853
00:24:55,427 --> 00:24:57,195
But you, you ask a guy,
854
00:24:57,195 --> 00:24:57,963
oh, you know,
855
00:24:57,963 --> 00:24:59,264
how are you with being on the road?
856
00:24:59,264 --> 00:25:01,466
Oh, no problem.
857
00:25:01,466 --> 00:25:02,334
No problem.
858
00:25:02,334 --> 00:25:04,636
Oh, I love traveling. Okay.
859
00:25:04,636 --> 00:25:05,570
I get your wife's number.
860
00:25:05,570 --> 00:25:06,838
But the wife, the kid, let's.
861
00:25:06,838 --> 00:25:08,306
Let's bring everybody in.
862
00:25:08,306 --> 00:25:10,742
Yeah.
863
00:25:10,742 --> 00:25:12,878
So that that is that.
864
00:25:12,878 --> 00:25:13,912
And then there's the act of
865
00:25:13,912 --> 00:25:15,247
just traveling itself
866
00:25:16,214 --> 00:25:17,649
today is
867
00:25:18,683 --> 00:25:21,186
and again, I will just
868
00:25:21,186 --> 00:25:22,754
I cannot stress enough
869
00:25:22,754 --> 00:25:24,222
we want to make it so clear
870
00:25:24,222 --> 00:25:26,791
that we're not saying, you know, oh,
871
00:25:27,425 --> 00:25:28,927
woe is us, because we
872
00:25:28,927 --> 00:25:30,061
we understand the other side
873
00:25:30,061 --> 00:25:31,029
of the business, too. We do.
874
00:25:31,029 --> 00:25:31,997
We totally get that too.
875
00:25:31,997 --> 00:25:33,465
But again, for people
876
00:25:33,465 --> 00:25:34,866
that because we do get
877
00:25:34,866 --> 00:25:35,600
probably every year
878
00:25:35,600 --> 00:25:36,301
I probably get three
879
00:25:36,301 --> 00:25:38,370
or four people or more
880
00:25:38,370 --> 00:25:40,138
come up and ask me about it or whatever.
881
00:25:40,138 --> 00:25:42,307
And I know every seems like every sales
882
00:25:42,307 --> 00:25:43,508
rep does.
883
00:25:43,608 --> 00:25:46,444
The travel cannot be
884
00:25:46,511 --> 00:25:49,080
underscored enough that it is.
885
00:25:49,080 --> 00:25:50,882
It's also
886
00:25:51,149 --> 00:25:53,351
I mean it takes a toll your away
887
00:25:53,351 --> 00:25:55,687
so many days and
888
00:25:58,523 --> 00:25:58,790
you know
889
00:25:58,790 --> 00:25:59,758
even going out to dinner
890
00:25:59,758 --> 00:26:01,393
every night by yourself
891
00:26:01,393 --> 00:26:02,294
you know every night.
892
00:26:02,294 --> 00:26:03,728
And it doesn't like dinner for one.
893
00:26:05,096 --> 00:26:06,031
Actually, it's
894
00:26:06,031 --> 00:26:06,398
easier now
895
00:26:06,398 --> 00:26:07,432
that we have cell phones
896
00:26:07,432 --> 00:26:08,667
and whatever you can be at a restaurant
897
00:26:08,667 --> 00:26:09,801
and be this
898
00:26:10,535 --> 00:26:12,704
is nothing like when a guy out of the
899
00:26:12,737 --> 00:26:15,307
I told you in Texas as in Texas recently
900
00:26:15,807 --> 00:26:17,175
as yeah he knows how many
901
00:26:17,175 --> 00:26:18,777
and every time you say one,
902
00:26:18,777 --> 00:26:19,678
they get just disappointed
903
00:26:19,678 --> 00:26:22,247
and look in their eye like, Oh,
904
00:26:22,614 --> 00:26:23,515
I deal with this clown.
905
00:26:23,515 --> 00:26:24,416
There's no tip.
906
00:26:24,416 --> 00:26:28,019
There is one guy, you know, you know,
907
00:26:28,053 --> 00:26:30,188
and you often get treated like that too.
908
00:26:30,188 --> 00:26:32,557
You could you could see that.
909
00:26:33,191 --> 00:26:33,758
And they park
910
00:26:33,758 --> 00:26:34,025
you right
911
00:26:34,025 --> 00:26:35,527
in the middle of the restaurant,
912
00:26:35,527 --> 00:26:36,194
like, let's, let's,
913
00:26:36,194 --> 00:26:38,496
let's put this clown on display
914
00:26:38,496 --> 00:26:39,264
and sit him
915
00:26:39,264 --> 00:26:40,632
right in the middle of the restaurant.
916
00:26:40,632 --> 00:26:41,366
Dinner, for one.
917
00:26:41,366 --> 00:26:44,769
Yeah.
918
00:26:44,769 --> 00:26:47,205
So, you know those I.
919
00:26:47,238 --> 00:26:48,540
Think that you would be okay.
920
00:26:48,540 --> 00:26:49,307
I mean, you know,
921
00:26:49,307 --> 00:26:51,376
I know you're kind of fond of yourself,
922
00:26:51,376 --> 00:26:56,147
your own best company.
923
00:26:56,147 --> 00:26:58,216
Yeah. I don't care.
924
00:26:58,216 --> 00:26:59,017
Here's a
925
00:26:59,017 --> 00:26:59,818
I'll tell you something
926
00:26:59,818 --> 00:27:01,886
and I'll tell you.
927
00:27:01,886 --> 00:27:04,122
I'll tell you this man.
928
00:27:04,122 --> 00:27:06,257
And I'll say this about young kids
929
00:27:06,257 --> 00:27:07,359
today, especially girls
930
00:27:07,359 --> 00:27:08,760
I see on
931
00:27:08,827 --> 00:27:10,929
on on Facebook and stuff like this.
932
00:27:11,396 --> 00:27:12,297
You got to be careful.
933
00:27:12,297 --> 00:27:13,331
Your validation doesn't
934
00:27:13,331 --> 00:27:17,102
come from outside sources.
935
00:27:17,102 --> 00:27:19,137
I mean, honest to God. Yeah.
936
00:27:19,137 --> 00:27:20,438
You beautiful, you beautiful all.
937
00:27:20,438 --> 00:27:21,206
You look so beautiful.
938
00:27:21,206 --> 00:27:21,973
Beautiful, beautiful.
939
00:27:21,973 --> 00:27:23,074
Look at me in this picture.
940
00:27:23,074 --> 00:27:25,243
Blah, blah, blah, man.
941
00:27:25,243 --> 00:27:26,578
There's something about growing up
942
00:27:26,578 --> 00:27:28,747
ugly like me in Europe that
943
00:27:29,714 --> 00:27:30,248
we don't have to
944
00:27:30,248 --> 00:27:31,416
worry about stuff like that,
945
00:27:31,416 --> 00:27:31,716
you know,
946
00:27:31,716 --> 00:27:32,550
I don't worry about what
947
00:27:32,550 --> 00:27:33,652
other people think, but
948
00:27:33,652 --> 00:27:34,919
but it being parked
949
00:27:34,919 --> 00:27:36,321
in the middle of a restaurant
950
00:27:36,321 --> 00:27:38,323
now, I just call me ugly.
951
00:27:38,323 --> 00:27:40,659
I said us.
952
00:27:40,659 --> 00:27:41,793
I know you did.
953
00:27:41,793 --> 00:27:42,727
I always thought
954
00:27:42,727 --> 00:27:45,363
that I made it up with my charm.
955
00:27:45,363 --> 00:27:46,264
We do.
956
00:27:46,264 --> 00:27:47,565
I've always said that about you.
957
00:27:47,565 --> 00:27:48,967
A charming guy.
958
00:27:48,967 --> 00:27:51,736
Charming fellow. Yeah, yeah, yeah.
959
00:27:51,736 --> 00:27:53,772
I thought at one time you also had
960
00:27:53,772 --> 00:27:55,340
some some
961
00:27:57,642 --> 00:27:59,044
where you said that about yourself.
962
00:27:59,044 --> 00:27:59,878
So I thought I was okay
963
00:27:59,878 --> 00:28:03,882
if I included you in this.
964
00:28:03,882 --> 00:28:05,116
Um.
965
00:28:05,717 --> 00:28:08,853
Well, you know, are done with travel.
966
00:28:10,155 --> 00:28:11,256
I think so.
967
00:28:11,256 --> 00:28:11,656
Yeah.
968
00:28:11,656 --> 00:28:13,958
If you think you're going to do it,
969
00:28:13,958 --> 00:28:15,927
sit down with your spouse,
970
00:28:15,927 --> 00:28:18,663
have a nice, long conversation.
971
00:28:18,663 --> 00:28:19,964
And don't blow this off.
972
00:28:21,299 --> 00:28:22,067
Hopefully.
973
00:28:22,067 --> 00:28:26,037
Really be honest about it.
974
00:28:26,037 --> 00:28:27,405
Yeah, because
975
00:28:27,505 --> 00:28:28,406
I mean,
976
00:28:28,440 --> 00:28:29,774
you and I have both seen
977
00:28:29,774 --> 00:28:32,410
a lot of marriages go down the tubes
978
00:28:32,410 --> 00:28:34,412
because of
979
00:28:34,979 --> 00:28:35,880
stuff.
980
00:28:35,880 --> 00:28:37,982
Guys being on the road.
981
00:28:38,583 --> 00:28:39,918
People being on the road.
982
00:28:39,918 --> 00:28:41,219
Yeah, absolutely.
983
00:28:41,219 --> 00:28:43,855
Yeah. It can be it can be challenging.
984
00:28:43,855 --> 00:28:45,423
It's not the
985
00:28:45,523 --> 00:28:48,560
I was lucky, Pauline from the first date.
986
00:28:49,027 --> 00:28:50,829
Pauline and I went on,
987
00:28:50,829 --> 00:28:52,163
we went on a couple of dates
988
00:28:52,163 --> 00:28:53,431
and then I said, Well,
989
00:28:53,431 --> 00:28:55,266
you know, I'll be back.
990
00:28:55,266 --> 00:28:55,767
And I think it was
991
00:28:55,767 --> 00:28:58,603
like a Sunday or something. And I said,
992
00:28:58,603 --> 00:29:00,271
Yeah, I'll see you next week, you know,
993
00:29:00,271 --> 00:29:01,339
or I'll see you next Friday,
994
00:29:01,339 --> 00:29:02,407
or you want to go out next Friday
995
00:29:02,407 --> 00:29:03,007
or something like that.
996
00:29:03,007 --> 00:29:05,643
Because I was on the road all week long.
997
00:29:05,643 --> 00:29:06,544
So she already knew that
998
00:29:06,544 --> 00:29:07,011
I was part of it.
999
00:29:07,011 --> 00:29:10,115
So she from day one, you know,
1000
00:29:10,849 --> 00:29:14,018
she has always been, you
1001
00:29:15,153 --> 00:29:16,888
know, she understood it.
1002
00:29:16,888 --> 00:29:17,455
Yeah, father
1003
00:29:17,455 --> 00:29:18,923
traveled around a little bit too.
1004
00:29:18,923 --> 00:29:19,924
So, you know,
1005
00:29:19,924 --> 00:29:22,727
it wasn't a big stretch, but for
1006
00:29:23,495 --> 00:29:27,098
for people who aren't used to it, it's
1007
00:29:27,098 --> 00:29:28,533
it can be pretty,
1008
00:29:28,533 --> 00:29:32,504
pretty insane.
1009
00:29:32,504 --> 00:29:33,972
You got anything else?
1010
00:29:33,972 --> 00:29:34,672
My wife didn't
1011
00:29:34,672 --> 00:29:36,307
grow up like that at all,
1012
00:29:36,307 --> 00:29:37,609
but I think she felt like
1013
00:29:37,609 --> 00:29:39,177
just having any part of me at all
1014
00:29:39,177 --> 00:29:40,245
would be worth,
1015
00:29:40,245 --> 00:29:41,646
you know, putting up with the
1016
00:29:41,646 --> 00:29:44,415
you know, the other part of it just.
1017
00:29:45,717 --> 00:29:47,752
That was a quiet bell.
1018
00:29:47,752 --> 00:29:49,888
Noise, so very soft, understated.
1019
00:29:49,888 --> 00:29:51,623
That was a quiet style.
1020
00:29:51,623 --> 00:29:52,557
That's for that listener,
1021
00:29:52,557 --> 00:29:53,925
that anonymous listener.
1022
00:29:53,925 --> 00:29:55,360
That Guy Bell.
1023
00:29:55,360 --> 00:29:56,861
Didn't like the bell, but she every.
1024
00:29:56,861 --> 00:29:58,163
Voice matters.
1025
00:29:58,163 --> 00:30:00,865
You know, we listen to him.
1026
00:30:00,865 --> 00:30:03,501
We try to selling for a living
1027
00:30:05,670 --> 00:30:06,638
is another
1028
00:30:06,638 --> 00:30:09,507
you think about selling for a living
1029
00:30:10,175 --> 00:30:12,644
is you're having to
1030
00:30:12,644 --> 00:30:13,945
change buying practices.
1031
00:30:13,945 --> 00:30:16,781
Sometimes change habits, buying habits
1032
00:30:17,448 --> 00:30:19,951
and and persuade people
1033
00:30:19,951 --> 00:30:21,586
and put yourself out there
1034
00:30:21,586 --> 00:30:23,154
in front of people.
1035
00:30:23,154 --> 00:30:24,122
And that's not for
1036
00:30:24,122 --> 00:30:25,824
everybody is like I said, my
1037
00:30:25,824 --> 00:30:26,791
wife said, nope,
1038
00:30:26,791 --> 00:30:27,859
I couldn't do that for her.
1039
00:30:27,859 --> 00:30:29,160
I know a lot of people say
1040
00:30:29,160 --> 00:30:30,929
no, I just could.
1041
00:30:30,929 --> 00:30:32,130
And we also
1042
00:30:32,130 --> 00:30:33,298
hired people
1043
00:30:33,298 --> 00:30:35,200
that were not from the sales industry
1044
00:30:35,200 --> 00:30:36,501
that that came into sales
1045
00:30:36,501 --> 00:30:38,436
and in a very short amount time got.
1046
00:30:38,436 --> 00:30:40,104
No that's not for me
1047
00:30:40,104 --> 00:30:41,773
and especially I see this with guys
1048
00:30:41,773 --> 00:30:43,107
that are studs
1049
00:30:43,107 --> 00:30:45,543
if you're a stud flooring contractor,
1050
00:30:47,145 --> 00:30:48,513
a lot of times what happens is
1051
00:30:48,513 --> 00:30:50,648
people are chasing you all the time
1052
00:30:50,648 --> 00:30:51,549
because you're, you know,
1053
00:30:51,549 --> 00:30:53,051
you're the guy, right?
1054
00:30:53,051 --> 00:30:54,252
So people are always chasing
1055
00:30:54,252 --> 00:30:55,687
you and want to use the products
1056
00:30:55,687 --> 00:30:56,888
and everything like that.
1057
00:30:56,888 --> 00:30:58,556
And then you go to work as a sales rep.
1058
00:30:58,556 --> 00:31:01,226
And now I want to go back to that part,
1059
00:31:01,226 --> 00:31:02,427
all that stuff that you did before,
1060
00:31:02,427 --> 00:31:03,394
it doesn't matter anymore.
1061
00:31:03,394 --> 00:31:05,830
And now you got to chase other people.
1062
00:31:05,830 --> 00:31:07,732
And sometimes that that
1063
00:31:07,732 --> 00:31:09,334
that is not comfortable for
1064
00:31:09,334 --> 00:31:11,169
for for people
1065
00:31:11,769 --> 00:31:14,539
and it doesn't work out really well.
1066
00:31:14,539 --> 00:31:14,973
Yeah, I've.
1067
00:31:14,973 --> 00:31:17,208
I think, I mean think about it.
1068
00:31:17,208 --> 00:31:19,477
You go back to
1069
00:31:20,445 --> 00:31:21,579
I always like to go back
1070
00:31:21,579 --> 00:31:24,749
to Wayne Gretzky.
1071
00:31:24,749 --> 00:31:27,785
I'm a Bobby Orr fan, but
1072
00:31:27,785 --> 00:31:28,953
I guess you got to give it up.
1073
00:31:28,953 --> 00:31:29,787
Wayne Gretzky
1074
00:31:29,787 --> 00:31:30,388
could be
1075
00:31:30,388 --> 00:31:31,489
one of the greatest hockey
1076
00:31:31,489 --> 00:31:34,058
players of all time.
1077
00:31:34,058 --> 00:31:35,193
One of the greatest hockey
1078
00:31:35,193 --> 00:31:36,928
players of all time.
1079
00:31:36,928 --> 00:31:39,464
So you could be one of the greatest floor
1080
00:31:39,464 --> 00:31:40,832
guys of all time.
1081
00:31:40,832 --> 00:31:43,835
And I know you're thinking, yeah, I know.
1082
00:31:43,935 --> 00:31:45,203
Hi. Thank you.
1083
00:31:45,203 --> 00:31:46,337
I know that's what you think.
1084
00:31:46,337 --> 00:31:48,239
That's okay. You're good,
1085
00:31:49,407 --> 00:31:50,708
but that doesn't mean you're
1086
00:31:50,708 --> 00:31:51,943
going to be a good coach.
1087
00:31:51,943 --> 00:31:52,610
Yeah.
1088
00:31:52,644 --> 00:31:56,247
Wayne Gretzky was a terrible coach.
1089
00:31:56,247 --> 00:31:57,682
Horrible coach.
1090
00:31:57,682 --> 00:31:59,017
Ended up being a pretty decent
1091
00:31:59,017 --> 00:31:59,751
general manager,
1092
00:31:59,751 --> 00:32:00,985
but they're still having it.
1093
00:32:00,985 --> 00:32:01,953
But you know what I mean?
1094
00:32:01,953 --> 00:32:05,957
It it's completely different and, you
1095
00:32:05,957 --> 00:32:07,225
know, playing hockey and coaching
1096
00:32:07,225 --> 00:32:08,526
hockey are completely different.
1097
00:32:08,526 --> 00:32:10,395
Things where land flaws are saying
1098
00:32:10,395 --> 00:32:11,396
and flaws
1099
00:32:11,396 --> 00:32:12,997
is a whole hell of a lot different
1100
00:32:12,997 --> 00:32:14,699
than selling.
1101
00:32:14,699 --> 00:32:17,735
Yeah, I mean, really,
1102
00:32:17,735 --> 00:32:18,269
they,
1103
00:32:18,670 --> 00:32:19,237
they really have
1104
00:32:19,237 --> 00:32:20,471
nothing to do with each other.
1105
00:32:20,471 --> 00:32:20,672
Yeah.
1106
00:32:20,672 --> 00:32:21,973
It's great that you have the background
1107
00:32:21,973 --> 00:32:23,908
and you have the knowledge,
1108
00:32:24,108 --> 00:32:25,076
but
1109
00:32:26,344 --> 00:32:28,179
it's a completely different thing.
1110
00:32:28,179 --> 00:32:29,147
Yeah.
1111
00:32:29,380 --> 00:32:31,115
And you're also going to have to deal
1112
00:32:31,115 --> 00:32:32,617
with a lot of rejection.
1113
00:32:32,617 --> 00:32:33,418
Again,
1114
00:32:33,418 --> 00:32:33,952
going back to
1115
00:32:33,952 --> 00:32:36,587
I mean, you and life were built on
1116
00:32:37,121 --> 00:32:42,427
built for rejection, not to do it for us.
1117
00:32:43,461 --> 00:32:45,697
You just keep asking girls out.
1118
00:32:45,697 --> 00:32:46,731
That's what. Yes.
1119
00:32:46,731 --> 00:32:49,801
So anybody you know, young kids
1120
00:32:49,801 --> 00:32:52,437
I talked to now or in high school
1121
00:32:52,437 --> 00:32:54,505
ask out one or two girls a day.
1122
00:32:54,505 --> 00:32:56,574
Don't don't mess around.
1123
00:32:56,975 --> 00:32:57,608
Yeah.
1124
00:32:57,608 --> 00:33:00,578
Waiting a month, one or two a day.
1125
00:33:01,112 --> 00:33:03,982
Get lots of hooks out there pretty soon.
1126
00:33:03,982 --> 00:33:05,416
Rejection means nothing to you.
1127
00:33:05,416 --> 00:33:07,485
Rejection is not you. You.
1128
00:33:07,485 --> 00:33:07,819
Yeah.
1129
00:33:07,819 --> 00:33:09,687
You know you, Bob and weave with it.
1130
00:33:09,687 --> 00:33:11,155
Yeah, but if you're holding it
1131
00:33:11,155 --> 00:33:13,124
once a month.
1132
00:33:13,257 --> 00:33:14,993
Hmm. That's off.
1133
00:33:14,993 --> 00:33:15,727
Yeah.
1134
00:33:16,694 --> 00:33:18,796
I've been kicked out of stores before.
1135
00:33:19,130 --> 00:33:21,165
Retail stores
1136
00:33:23,167 --> 00:33:24,102
just flat out.
1137
00:33:24,102 --> 00:33:25,803
Get out of here, blah, blah, blah.
1138
00:33:25,803 --> 00:33:27,171
You don't have an appointment
1139
00:33:27,171 --> 00:33:28,206
or whatever.
1140
00:33:28,206 --> 00:33:30,641
It just too busy.
1141
00:33:30,641 --> 00:33:34,579
Leave just so some people just don't like
1142
00:33:34,579 --> 00:33:37,915
salespeople and so,
1143
00:33:37,915 --> 00:33:38,816
you know.
1144
00:33:39,817 --> 00:33:40,752
Think of one
1145
00:33:42,186 --> 00:33:44,455
specific one that just shocked you.
1146
00:33:44,555 --> 00:33:47,358
I got a I got a real good one.
1147
00:33:47,358 --> 00:33:49,293
Yeah. I want to hear yours.
1148
00:33:49,293 --> 00:33:51,396
I know we could both go on forever,
1149
00:33:51,396 --> 00:33:54,232
but I got a pretty good one.
1150
00:33:54,232 --> 00:33:55,233
Well, I'll.
1151
00:33:55,233 --> 00:33:56,701
Okay, I've got a few of them,
1152
00:33:56,701 --> 00:33:58,136
but I'll say one that actually
1153
00:33:58,136 --> 00:33:59,203
this is a lesson for people
1154
00:33:59,203 --> 00:33:59,737
because it actually
1155
00:33:59,737 --> 00:34:01,973
turned into a hell of a win.
1156
00:34:01,973 --> 00:34:04,675
But I went to one and they were
1157
00:34:05,810 --> 00:34:07,345
they're in our industry,
1158
00:34:07,345 --> 00:34:07,812
but they're more
1159
00:34:07,812 --> 00:34:09,580
in the Janson side of our industry.
1160
00:34:09,580 --> 00:34:11,682
Okay. On the West Coast.
1161
00:34:11,682 --> 00:34:13,484
And when you go in there,
1162
00:34:13,484 --> 00:34:14,719
there's a lady sitting at the front,
1163
00:34:14,719 --> 00:34:16,387
you can't get past her.
1164
00:34:16,387 --> 00:34:18,456
And she's a she's an older lady
1165
00:34:18,456 --> 00:34:19,624
that's been there a long time.
1166
00:34:19,624 --> 00:34:20,925
She's a
1167
00:34:21,325 --> 00:34:22,794
she's a first piece person, you see,
1168
00:34:22,794 --> 00:34:23,628
and you have to get past
1169
00:34:23,628 --> 00:34:25,496
to get to who you want to get to.
1170
00:34:25,496 --> 00:34:26,864
I came in there at the time.
1171
00:34:26,864 --> 00:34:27,832
I wanted to show them
1172
00:34:27,832 --> 00:34:29,767
a piece of equipment that we sold.
1173
00:34:29,767 --> 00:34:30,701
It was that
1174
00:34:30,701 --> 00:34:32,070
that bone at the time
1175
00:34:32,070 --> 00:34:33,337
gave us another company.
1176
00:34:33,337 --> 00:34:34,539
We had a piece of machinery
1177
00:34:34,539 --> 00:34:35,473
that I wanted to sell
1178
00:34:35,473 --> 00:34:37,375
in the Jansen world.
1179
00:34:37,375 --> 00:34:38,976
Okay.
1180
00:34:38,976 --> 00:34:41,012
So I went to her
1181
00:34:41,012 --> 00:34:42,547
and I said I would like to.
1182
00:34:42,547 --> 00:34:43,448
She stopped me right there.
1183
00:34:43,448 --> 00:34:44,449
She said, You have appointment.
1184
00:34:44,449 --> 00:34:44,849
I said, No.
1185
00:34:44,849 --> 00:34:47,351
She goes, You dismissed it.
1186
00:34:47,618 --> 00:34:49,287
You can't no, no interest.
1187
00:34:49,287 --> 00:34:50,555
I said, okay, can I make an appointment?
1188
00:34:50,555 --> 00:34:52,490
She goes, No, we're not interested.
1189
00:34:52,490 --> 00:34:53,191
I said, okay.
1190
00:34:54,325 --> 00:34:55,359
I came back like
1191
00:34:55,359 --> 00:34:56,561
four or five weeks later.
1192
00:34:56,561 --> 00:34:57,995
I said, You know, with another.
1193
00:34:57,995 --> 00:34:59,063
I said, Ma'am, I'd just like to
1194
00:34:59,063 --> 00:35:01,032
if I could just. Nope, nope, nope.
1195
00:35:01,032 --> 00:35:02,967
We're not interested.
1196
00:35:02,967 --> 00:35:04,435
Thank you very much.
1197
00:35:04,435 --> 00:35:05,803
Please don't waste our time.
1198
00:35:05,803 --> 00:35:07,004
Okay, fine.
1199
00:35:07,105 --> 00:35:09,407
I come back a third time now.
1200
00:35:09,440 --> 00:35:10,041
The third time
1201
00:35:10,041 --> 00:35:11,809
I brought the machine with me in
1202
00:35:11,809 --> 00:35:14,212
a brand new box had not been opened yet.
1203
00:35:14,212 --> 00:35:14,946
And I said,
1204
00:35:14,946 --> 00:35:17,248
I said, Man, before you say anything,
1205
00:35:17,248 --> 00:35:19,150
discuss about 1500 dollars.
1206
00:35:19,150 --> 00:35:21,152
I'm giving it to you for free.
1207
00:35:21,152 --> 00:35:22,086
You can take it right now.
1208
00:35:22,086 --> 00:35:23,454
You can throw it in the dumpster out back
1209
00:35:23,454 --> 00:35:24,388
if you want.
1210
00:35:24,388 --> 00:35:25,690
But I know
1211
00:35:25,690 --> 00:35:27,291
I just no doubt in my mind
1212
00:35:27,291 --> 00:35:28,459
that this is a great fit
1213
00:35:28,459 --> 00:35:29,660
for your company.
1214
00:35:29,660 --> 00:35:30,895
And she goes, I'm going
1215
00:35:30,895 --> 00:35:32,096
to tell you for the last time
1216
00:35:33,598 --> 00:35:34,765
you're not welcome here.
1217
00:35:34,765 --> 00:35:36,534
We are interested for solicitors.
1218
00:35:36,534 --> 00:35:37,435
We have our vendors.
1219
00:35:37,435 --> 00:35:38,035
We work with.
1220
00:35:38,035 --> 00:35:39,103
We're not interested.
1221
00:35:39,103 --> 00:35:40,204
Goodbye.
1222
00:35:40,238 --> 00:35:42,106
Okay. So
1223
00:35:43,107 --> 00:35:44,175
that hurts a little bit,
1224
00:35:44,175 --> 00:35:44,408
you know,
1225
00:35:44,408 --> 00:35:45,109
and the third time
1226
00:35:45,109 --> 00:35:45,877
you might start taking it
1227
00:35:45,877 --> 00:35:47,578
a little bit personal.
1228
00:35:47,945 --> 00:35:48,846
So
1229
00:35:49,714 --> 00:35:51,449
this is where this start to go.
1230
00:35:51,449 --> 00:35:54,152
But long story short is
1231
00:35:54,152 --> 00:35:55,653
I reached out to the guy himself
1232
00:35:55,653 --> 00:35:56,721
that owned the company.
1233
00:35:56,721 --> 00:35:57,788
I read a bunch of articles
1234
00:35:57,788 --> 00:35:59,223
that he had written.
1235
00:35:59,223 --> 00:35:59,991
I incorporated
1236
00:35:59,991 --> 00:36:01,826
some of the words and language that he
1237
00:36:01,826 --> 00:36:03,427
yeah, he used in his articles.
1238
00:36:03,427 --> 00:36:05,563
And as I sent it back to him
1239
00:36:05,563 --> 00:36:06,531
and he says, You know
1240
00:36:06,531 --> 00:36:07,865
what, actually you didn't say any.
1241
00:36:07,865 --> 00:36:09,333
I got out of driving down the road
1242
00:36:09,333 --> 00:36:11,135
and Rohnert Park, California,
1243
00:36:11,135 --> 00:36:12,270
and this guy called up.
1244
00:36:12,270 --> 00:36:13,404
He said, Are you Wayne higher?
1245
00:36:13,404 --> 00:36:13,938
I said, Yep.
1246
00:36:13,938 --> 00:36:16,140
He said, Hey, you sent this in? Yep.
1247
00:36:16,140 --> 00:36:16,707
He said, okay,
1248
00:36:16,707 --> 00:36:17,909
I've got you on a phone here
1249
00:36:17,909 --> 00:36:19,010
with so-and-so
1250
00:36:19,010 --> 00:36:20,178
and I'd like you to
1251
00:36:20,178 --> 00:36:21,012
if you got a few minutes,
1252
00:36:21,012 --> 00:36:21,913
we can talk about it.
1253
00:36:21,913 --> 00:36:22,713
Long story short,
1254
00:36:22,713 --> 00:36:23,514
we set an appointment
1255
00:36:23,514 --> 00:36:25,149
and came into a presentation.
1256
00:36:25,149 --> 00:36:27,151
Now, when I did a presentation,
1257
00:36:27,151 --> 00:36:28,853
I had to bring that machine by that lady
1258
00:36:29,987 --> 00:36:32,557
who was so I said, good morning.
1259
00:36:32,557 --> 00:36:34,759
Like, Yeah, that's right.
1260
00:36:34,759 --> 00:36:35,893
Yes, that's right.
1261
00:36:35,893 --> 00:36:37,895
You remember, right? That's right.
1262
00:36:37,895 --> 00:36:39,197
That's right. You remember me?
1263
00:36:39,197 --> 00:36:41,165
Yeah. Yeah. How you doing?
1264
00:36:41,165 --> 00:36:41,866
So
1265
00:36:42,533 --> 00:36:44,602
we went on to sell a lot of
1266
00:36:44,602 --> 00:36:45,303
those machines,
1267
00:36:45,303 --> 00:36:45,636
so much
1268
00:36:45,636 --> 00:36:46,470
so that I opened up
1269
00:36:46,470 --> 00:36:48,406
a new distributor in the area.
1270
00:36:48,406 --> 00:36:49,674
So anyhow, for dead. Yes.
1271
00:36:49,674 --> 00:36:50,775
Yes, that's
1272
00:36:50,775 --> 00:36:55,379
probably my most memorable one.
1273
00:36:55,379 --> 00:36:57,481
My first one,
1274
00:36:57,481 --> 00:37:00,618
it was my absolute first sales call with
1275
00:37:00,785 --> 00:37:01,852
the company.
1276
00:37:01,852 --> 00:37:03,421
Not the one we're with now,
1277
00:37:03,421 --> 00:37:05,856
but our other life.
1278
00:37:05,856 --> 00:37:06,958
And it was my first,
1279
00:37:06,958 --> 00:37:08,526
you know, the first two weeks
1280
00:37:08,526 --> 00:37:09,927
I had spent running around
1281
00:37:09,927 --> 00:37:10,962
with other sales guys
1282
00:37:10,962 --> 00:37:13,064
in other parts of the country,
1283
00:37:13,064 --> 00:37:15,533
then I got back
1284
00:37:15,866 --> 00:37:16,667
Monday morning.
1285
00:37:16,667 --> 00:37:19,237
There I am on my first solo call.
1286
00:37:19,704 --> 00:37:24,308
First call solo Mamaroneck, New York.
1287
00:37:24,775 --> 00:37:26,077
And I walked in
1288
00:37:27,345 --> 00:37:29,647
all gung ho, get my stuff,
1289
00:37:30,114 --> 00:37:33,584
my business garden.
1290
00:37:33,584 --> 00:37:34,952
I said, Hey, good morning.
1291
00:37:34,952 --> 00:37:37,922
I'm know we're out from blah blah blah.
1292
00:37:38,422 --> 00:37:39,790
And the guy says, Oh, wait a minute,
1293
00:37:39,790 --> 00:37:41,325
let me go get the
1294
00:37:41,325 --> 00:37:43,761
the guy you're supposed to be talking to.
1295
00:37:43,761 --> 00:37:46,063
Give him my business card,
1296
00:37:46,063 --> 00:37:48,199
and he flings it back at me.
1297
00:37:48,699 --> 00:37:51,102
And as I'm giving him my business card.
1298
00:37:51,802 --> 00:37:53,304
I'm saying
1299
00:37:53,571 --> 00:37:55,006
I'm say.
1300
00:37:55,473 --> 00:37:58,476
Hi, I'm Rob Johnson from
1301
00:37:58,476 --> 00:38:00,011
you know where.
1302
00:38:00,011 --> 00:38:02,046
And as I'm saying that it hits me
1303
00:38:02,046 --> 00:38:03,080
in the chest, boom.
1304
00:38:03,080 --> 00:38:04,649
Like that he goes,
1305
00:38:04,649 --> 00:38:05,883
turn around
1306
00:38:05,883 --> 00:38:07,251
and don't let the door hit
1307
00:38:07,251 --> 00:38:08,486
you in the eye.
1308
00:38:08,486 --> 00:38:12,857
Oh, my God.
1309
00:38:12,857 --> 00:38:14,792
And I was like,
1310
00:38:15,159 --> 00:38:17,862
this is my first solo real run.
1311
00:38:19,597 --> 00:38:20,398
I don't know.
1312
00:38:20,398 --> 00:38:20,931
It was like
1313
00:38:20,931 --> 00:38:23,167
somebody just slugged me in the gut. Wow.
1314
00:38:23,734 --> 00:38:28,306
It was just y slugged me in the gut.
1315
00:38:29,106 --> 00:38:31,676
So I turned around and walked out.
1316
00:38:31,676 --> 00:38:33,544
And when it started my car
1317
00:38:34,845 --> 00:38:35,346
and I just
1318
00:38:35,346 --> 00:38:38,316
sat there in the car and I'm thinking,
1319
00:38:38,449 --> 00:38:40,718
this guy doesn't even know me.
1320
00:38:42,153 --> 00:38:43,254
You know what I mean?
1321
00:38:43,254 --> 00:38:44,221
Yeah.
1322
00:38:44,288 --> 00:38:46,090
And there's not a lot of different
1323
00:38:46,090 --> 00:38:50,828
finishes out there that he can sell me.
1324
00:38:50,828 --> 00:38:52,296
So I sat in the car for a little while.
1325
00:38:52,296 --> 00:38:54,865
I bet I sat in the car for 15 minutes.
1326
00:38:54,865 --> 00:38:56,334
Wow. Stunned.
1327
00:38:56,334 --> 00:38:56,934
Yeah.
1328
00:38:56,934 --> 00:38:59,537
And then I go, I can't leave.
1329
00:38:59,537 --> 00:39:02,239
I can't leave.
1330
00:39:02,239 --> 00:39:04,642
So I go back in.
1331
00:39:04,642 --> 00:39:11,115
Yeah.
1332
00:39:11,115 --> 00:39:13,084
And the guy at the counter,
1333
00:39:13,084 --> 00:39:14,885
the first guy I come in contact with,
1334
00:39:14,885 --> 00:39:15,519
he sees me
1335
00:39:15,519 --> 00:39:16,420
and he just
1336
00:39:16,420 --> 00:39:20,024
lets out a little checkup like
1337
00:39:20,224 --> 00:39:22,326
he goes, Wait a minute,
1338
00:39:22,326 --> 00:39:24,128
now the guy comes back
1339
00:39:24,128 --> 00:39:25,896
and he's not an older guy either.
1340
00:39:25,896 --> 00:39:27,598
I mean, I don't think he's much older
1341
00:39:27,598 --> 00:39:28,532
than I am. Right.
1342
00:39:29,500 --> 00:39:30,701
And another guy comes
1343
00:39:30,701 --> 00:39:33,804
back and he is fuming.
1344
00:39:34,638 --> 00:39:38,075
I mean, fuming, yeah.
1345
00:39:38,075 --> 00:39:39,710
So I said, look,
1346
00:39:39,710 --> 00:39:41,846
I don't know what's going on, okay?
1347
00:39:41,979 --> 00:39:42,913
I don't know.
1348
00:39:42,913 --> 00:39:43,748
You don't know me.
1349
00:39:43,748 --> 00:39:45,483
I don't know you.
1350
00:39:45,850 --> 00:39:49,720
I said, but did you have issues before?
1351
00:39:50,955 --> 00:39:52,923
And when I said, did you have issues
1352
00:39:52,923 --> 00:39:55,593
then the guy that I was replacing,
1353
00:39:56,227 --> 00:39:58,062
he just went up one side to him
1354
00:39:58,062 --> 00:39:58,863
and down the other.
1355
00:39:58,863 --> 00:40:01,232
What a horrible human being this guy was.
1356
00:40:01,232 --> 00:40:03,067
And you know, well,
1357
00:40:03,067 --> 00:40:06,270
you know, the whole deal.
1358
00:40:06,270 --> 00:40:07,605
That's when I learned, too,
1359
00:40:07,605 --> 00:40:09,640
that it was a lot easier to follow
1360
00:40:09,640 --> 00:40:12,276
somebody that everybody hated. Yeah.
1361
00:40:12,476 --> 00:40:13,878
And it was, you know, like,
1362
00:40:13,878 --> 00:40:16,113
who's going to follow me or you, right?
1363
00:40:16,113 --> 00:40:17,915
That's what you had to have.
1364
00:40:17,915 --> 00:40:18,983
Jeremiah
1365
00:40:20,418 --> 00:40:24,422
Wright.
1366
00:40:24,422 --> 00:40:26,390
It took a couple of months,
1367
00:40:26,390 --> 00:40:26,857
you know,
1368
00:40:26,857 --> 00:40:28,092
but eventually
1369
00:40:28,092 --> 00:40:30,428
I won him over the charm because.
1370
00:40:30,628 --> 00:40:32,296
Yeah, you can't
1371
00:40:32,296 --> 00:40:33,531
that the Rob Johnson get away.
1372
00:40:33,531 --> 00:40:34,832
From the charm.
1373
00:40:34,832 --> 00:40:38,102
But boy, I made a great decision
1374
00:40:38,102 --> 00:40:39,537
that day not to drive away.
1375
00:40:39,537 --> 00:40:40,871
If I had driven away.
1376
00:40:40,871 --> 00:40:42,640
Yeah, that could never
1377
00:40:44,175 --> 00:40:45,376
so pissed
1378
00:40:45,376 --> 00:40:46,143
off as a guy
1379
00:40:46,143 --> 00:40:48,579
was that I came back in which I,
1380
00:40:48,579 --> 00:40:50,648
you know, down inside I was like, well,
1381
00:40:50,648 --> 00:40:52,650
I really have nowhere to go.
1382
00:40:52,650 --> 00:40:55,085
Yeah, yeah, yeah.
1383
00:40:55,085 --> 00:40:57,087
But you realize they can't beat you up.
1384
00:40:57,087 --> 00:40:57,688
Right?
1385
00:40:58,255 --> 00:41:00,724
He probably could have kicked my so.
1386
00:41:00,724 --> 00:41:02,626
So which brings us to
1387
00:41:02,626 --> 00:41:04,762
the next thing is presentations.
1388
00:41:04,762 --> 00:41:06,397
Oh, okay.
1389
00:41:06,397 --> 00:41:07,998
You talk about horror stories
1390
00:41:07,998 --> 00:41:11,202
and yeah, I've had some bad ones,
1391
00:41:11,202 --> 00:41:13,571
I've had some bad presentations
1392
00:41:14,305 --> 00:41:15,172
and I've seen some
1393
00:41:15,172 --> 00:41:17,241
I've seen some brutal presentations
1394
00:41:17,241 --> 00:41:18,142
where you just
1395
00:41:18,142 --> 00:41:19,176
and anybody you ever
1396
00:41:19,176 --> 00:41:20,377
watch is a sales guy
1397
00:41:20,377 --> 00:41:22,680
just just crash and burn.
1398
00:41:22,680 --> 00:41:24,548
It's bad for the whole room.
1399
00:41:24,548 --> 00:41:25,716
I mean, there's nobody in that room.
1400
00:41:25,716 --> 00:41:26,784
Feels good about it,
1401
00:41:26,784 --> 00:41:27,985
you know what I mean?
1402
00:41:27,985 --> 00:41:30,354
I mean, it's uncomfortable to watch
1403
00:41:30,354 --> 00:41:31,188
and it's uncomfortable
1404
00:41:31,188 --> 00:41:32,823
to be the guy that's
1405
00:41:32,823 --> 00:41:33,958
that's crashing and burning.
1406
00:41:33,958 --> 00:41:36,160
And I've been on both sides of it.
1407
00:41:36,160 --> 00:41:37,528
Oh, it's uncomfortable to watch,
1408
00:41:37,528 --> 00:41:40,498
but it's 10,000 times more uncomfortable.
1409
00:41:40,498 --> 00:41:42,666
Oh, yeah. Standing up there.
1410
00:41:43,934 --> 00:41:46,470
I was working for
1411
00:41:46,804 --> 00:41:48,339
the year between being the company
1412
00:41:48,339 --> 00:41:49,340
I work for now and the company
1413
00:41:49,340 --> 00:41:49,773
I work for.
1414
00:41:49,773 --> 00:41:53,444
In the past, I work for a distributor
1415
00:41:53,444 --> 00:41:56,213
and a lady asked me to do a presentation.
1416
00:41:56,914 --> 00:41:58,182
She she liked me a lot.
1417
00:41:58,182 --> 00:41:59,884
She knew me from my old company.
1418
00:41:59,884 --> 00:42:01,485
She thought I was great
1419
00:42:01,485 --> 00:42:02,486
and, you know,
1420
00:42:02,486 --> 00:42:03,888
good relationship all the way.
1421
00:42:03,888 --> 00:42:04,822
And he's always does it.
1422
00:42:04,822 --> 00:42:05,890
He's great for us.
1423
00:42:05,890 --> 00:42:07,191
So she thought I'd be great
1424
00:42:07,191 --> 00:42:09,293
for doing this presentation.
1425
00:42:09,293 --> 00:42:11,629
She asked me to do a presentation on
1426
00:42:11,629 --> 00:42:13,130
a company that's a competitor of ours.
1427
00:42:13,130 --> 00:42:14,698
Now I won't mention it
1428
00:42:14,698 --> 00:42:16,700
only just because it really matters,
1429
00:42:16,700 --> 00:42:17,568
but whatever.
1430
00:42:17,568 --> 00:42:20,104
They're a great company.
1431
00:42:20,104 --> 00:42:23,073
And I said, Sure, I'll do it knowing that
1432
00:42:23,641 --> 00:42:24,542
man, I really don't
1433
00:42:24,542 --> 00:42:25,509
want to do this presentation,
1434
00:42:25,509 --> 00:42:26,610
but I'm going to have to start doing
1435
00:42:26,610 --> 00:42:27,745
this kind of stuff, you know what I mean?
1436
00:42:27,745 --> 00:42:28,979
I really didn't want to do it
1437
00:42:28,979 --> 00:42:31,148
and I almost told her, No,
1438
00:42:31,248 --> 00:42:31,782
you should probably
1439
00:42:31,782 --> 00:42:32,983
get the rep to come in.
1440
00:42:32,983 --> 00:42:35,019
You know, you do a good job.
1441
00:42:35,019 --> 00:42:36,820
It really would have been the move.
1442
00:42:36,820 --> 00:42:37,388
But.
1443
00:42:37,721 --> 00:42:39,223
But I wanted a challenge myself
1444
00:42:39,223 --> 00:42:39,757
with that man.
1445
00:42:39,757 --> 00:42:40,591
If I'm going to do this,
1446
00:42:40,591 --> 00:42:41,525
I got to you know, I got
1447
00:42:41,525 --> 00:42:43,294
I got to get good at this.
1448
00:42:43,294 --> 00:42:44,128
So she said, well,
1449
00:42:44,128 --> 00:42:45,696
let's come down to ahead of time
1450
00:42:45,696 --> 00:42:46,597
and we'll talk about it
1451
00:42:46,597 --> 00:42:47,965
and then we'll do it.
1452
00:42:47,965 --> 00:42:49,266
So when I came down there before
1453
00:42:49,266 --> 00:42:50,668
everybody, you know, showed up
1454
00:42:50,668 --> 00:42:51,535
and everything,
1455
00:42:51,535 --> 00:42:54,071
the prior couple of days prior,
1456
00:42:54,071 --> 00:42:55,639
she gave me a
1457
00:42:55,639 --> 00:42:56,774
she said, Why don't you do this?
1458
00:42:56,774 --> 00:42:58,876
Why don't you make these say, apples?
1459
00:42:58,876 --> 00:42:59,677
And then
1460
00:42:59,743 --> 00:43:01,178
and you can hand them out to everybody
1461
00:43:01,178 --> 00:43:03,247
and give everybody a penny
1462
00:43:03,247 --> 00:43:04,448
and tell them to dig a scratch
1463
00:43:04,448 --> 00:43:06,917
to see how tough it is. Okay.
1464
00:43:06,917 --> 00:43:08,919
Well, I didn't like that idea
1465
00:43:08,919 --> 00:43:13,023
because if you got 30 people in the room,
1466
00:43:13,123 --> 00:43:14,658
some somebody is going to scratch it
1467
00:43:14,658 --> 00:43:15,326
hard enough to.
1468
00:43:15,326 --> 00:43:17,094
I can scratch anything with a penny.
1469
00:43:17,094 --> 00:43:18,228
Of course.
1470
00:43:18,228 --> 00:43:20,464
So I just thought that was a bad move
1471
00:43:20,464 --> 00:43:22,499
and it stayed in my head
1472
00:43:22,499 --> 00:43:24,802
that I don't want to do that.
1473
00:43:24,802 --> 00:43:25,769
She wants me to do it,
1474
00:43:25,769 --> 00:43:26,870
but I really like her
1475
00:43:26,870 --> 00:43:28,005
and she I'm doing this for her.
1476
00:43:28,005 --> 00:43:29,306
But I just think that's a
1477
00:43:29,306 --> 00:43:31,508
that's a bad idea. So I didn't do it.
1478
00:43:33,277 --> 00:43:34,144
So I went up there and I
1479
00:43:34,144 --> 00:43:36,714
spoke about the product and Rob
1480
00:43:36,714 --> 00:43:39,717
was absolutely horrible,
1481
00:43:39,717 --> 00:43:43,387
absolutely just bad and
1482
00:43:44,989 --> 00:43:45,422
so much
1483
00:43:45,422 --> 00:43:45,723
so that
1484
00:43:45,723 --> 00:43:46,357
I didn't
1485
00:43:46,357 --> 00:43:47,324
even want to tell her afterwards.
1486
00:43:47,324 --> 00:43:49,393
I want to you know, the
1487
00:43:49,393 --> 00:43:50,527
I just want to leave you.
1488
00:43:50,527 --> 00:43:51,028
You know what I mean?
1489
00:43:51,028 --> 00:43:52,796
Without even having to
1490
00:43:52,796 --> 00:43:54,098
to talk to her after that.
1491
00:43:54,098 --> 00:43:55,499
So, you know, these are
1492
00:43:55,499 --> 00:43:56,433
I talked about
1493
00:43:56,433 --> 00:43:57,468
I've talked about before
1494
00:43:57,468 --> 00:43:59,536
going to a Toastmasters
1495
00:43:59,536 --> 00:44:02,406
and those type of things,
1496
00:44:02,406 --> 00:44:03,307
which help me tremendously
1497
00:44:03,307 --> 00:44:04,908
because I realized at the time,
1498
00:44:04,908 --> 00:44:06,143
which made me mad,
1499
00:44:06,143 --> 00:44:07,344
it's like, okay, so I have
1500
00:44:07,344 --> 00:44:09,046
I have all the years experience.
1501
00:44:09,046 --> 00:44:10,881
I've been doing floors for forever.
1502
00:44:10,881 --> 00:44:11,749
I know these products
1503
00:44:11,749 --> 00:44:12,650
better than probably most
1504
00:44:12,650 --> 00:44:13,851
any rep knows a product
1505
00:44:13,851 --> 00:44:15,686
because I've did it for my whole life.
1506
00:44:15,686 --> 00:44:18,088
But I can't talk about it.
1507
00:44:18,088 --> 00:44:20,057
And if I can't talk about it
1508
00:44:20,057 --> 00:44:20,791
and I'm up there
1509
00:44:20,791 --> 00:44:22,092
and a guy who's been in sales,
1510
00:44:22,092 --> 00:44:23,227
so he's a sales guy,
1511
00:44:23,227 --> 00:44:24,495
but he's never been in, you know,
1512
00:44:24,495 --> 00:44:26,263
never been a floor man.
1513
00:44:26,263 --> 00:44:28,532
Even a sales guy for two years.
1514
00:44:28,532 --> 00:44:30,100
They say, well, who's the who's
1515
00:44:30,100 --> 00:44:30,834
who's the guy
1516
00:44:30,834 --> 00:44:31,869
they're going to put him in?
1517
00:44:31,869 --> 00:44:32,736
Not me,
1518
00:44:32,836 --> 00:44:33,737
because I don't know
1519
00:44:33,737 --> 00:44:35,105
how to talk about my product,
1520
00:44:35,105 --> 00:44:35,472
you know what I mean?
1521
00:44:35,472 --> 00:44:36,674
Or I'm too uncomfortable or I'm too
1522
00:44:36,674 --> 00:44:38,042
I don't get you know what I mean?
1523
00:44:38,042 --> 00:44:39,576
Yeah. If I had to. Really.
1524
00:44:39,576 --> 00:44:40,344
That was it. Really.
1525
00:44:40,344 --> 00:44:42,780
So that was you talking about challenges,
1526
00:44:42,780 --> 00:44:45,215
talking in front of public speaking
1527
00:44:45,382 --> 00:44:47,718
and that stuttering public speaking
1528
00:44:49,620 --> 00:44:50,387
per
1529
00:44:51,155 --> 00:44:52,289
public speaking
1530
00:44:52,289 --> 00:44:54,658
probably was one of the biggest things
1531
00:44:54,658 --> 00:44:56,293
for me to overcome.
1532
00:44:56,293 --> 00:44:58,896
Yeah, it was definitely mine.
1533
00:44:58,896 --> 00:45:01,331
And it was something that it was
1534
00:45:01,398 --> 00:45:03,634
something that I had seen
1535
00:45:03,634 --> 00:45:05,135
other people doing.
1536
00:45:05,135 --> 00:45:05,469
You know,
1537
00:45:05,469 --> 00:45:08,238
Adventists and schools and WFA stuff.
1538
00:45:08,238 --> 00:45:09,206
And, you know,
1539
00:45:09,206 --> 00:45:11,542
I saw the guy that I originally started
1540
00:45:11,542 --> 00:45:12,176
working for.
1541
00:45:12,176 --> 00:45:13,877
I saw him get up and,
1542
00:45:13,877 --> 00:45:15,879
you know, talk in front of big crowds
1543
00:45:15,879 --> 00:45:17,347
when we would go to, you know,
1544
00:45:17,347 --> 00:45:19,283
bowling alley conventions and everything.
1545
00:45:19,283 --> 00:45:19,583
And
1546
00:45:20,818 --> 00:45:22,453
yeah, you know, I knew him.
1547
00:45:22,453 --> 00:45:23,954
I was good friends with him
1548
00:45:23,954 --> 00:45:25,389
and he just made it
1549
00:45:25,389 --> 00:45:26,623
look effortless,
1550
00:45:26,623 --> 00:45:28,692
like there was no big deal,
1551
00:45:28,692 --> 00:45:29,359
you know what I mean?
1552
00:45:29,359 --> 00:45:29,793
Like,
1553
00:45:30,394 --> 00:45:31,628
almost like a standup
1554
00:45:31,628 --> 00:45:33,297
comedian just can go up there
1555
00:45:33,297 --> 00:45:35,499
and, you know, just
1556
00:45:35,499 --> 00:45:37,735
and then I did it.
1557
00:45:37,735 --> 00:45:38,502
Oh, my God.
1558
00:45:38,502 --> 00:45:39,303
I, I,
1559
00:45:39,303 --> 00:45:40,337
I literally thought
1560
00:45:40,337 --> 00:45:41,338
I was going to pass out
1561
00:45:41,338 --> 00:45:42,539
the first time I had to do it.
1562
00:45:42,539 --> 00:45:44,708
And you think you're prepared
1563
00:45:44,708 --> 00:45:46,210
with knowledge
1564
00:45:46,210 --> 00:45:47,444
of, you know, product
1565
00:45:47,444 --> 00:45:48,512
knowledge and everything.
1566
00:45:48,512 --> 00:45:51,882
But now there was a whole different
1567
00:45:52,483 --> 00:45:52,750
you know,
1568
00:45:52,750 --> 00:45:54,051
I think I've mentioned on the show
1569
00:45:54,051 --> 00:45:56,420
before, I didn't do Toastmasters, but
1570
00:45:57,688 --> 00:45:59,690
I took like a four day course
1571
00:45:59,690 --> 00:46:00,758
down in Manhattan
1572
00:46:00,758 --> 00:46:01,658
that cost,
1573
00:46:01,658 --> 00:46:01,892
you know,
1574
00:46:01,892 --> 00:46:05,195
I think it was like three grand.
1575
00:46:05,195 --> 00:46:07,631
And as soon as you walked in the room,
1576
00:46:07,631 --> 00:46:09,133
they started taping you
1577
00:46:09,133 --> 00:46:12,736
and everything you did was on video.
1578
00:46:13,303 --> 00:46:14,838
And then everything was critiqued
1579
00:46:14,838 --> 00:46:16,874
and then they repaired you from there,
1580
00:46:17,040 --> 00:46:17,875
you know.
1581
00:46:18,575 --> 00:46:19,309
But
1582
00:46:21,545 --> 00:46:24,581
I think you have to find your style,
1583
00:46:24,581 --> 00:46:26,350
look into what you know, what you like
1584
00:46:26,350 --> 00:46:27,384
with other people doing.
1585
00:46:27,384 --> 00:46:30,053
But I know you and I had to go out
1586
00:46:30,053 --> 00:46:32,022
and get lots of extra help
1587
00:46:32,022 --> 00:46:32,756
to figure out
1588
00:46:32,756 --> 00:46:34,725
how to talk in front of people and
1589
00:46:34,725 --> 00:46:36,827
and do presentations and everything.
1590
00:46:36,827 --> 00:46:38,962
Because that was the biggest
1591
00:46:39,296 --> 00:46:41,398
I think that was the biggest shock to my
1592
00:46:41,398 --> 00:46:43,033
to the point where I did a couple.
1593
00:46:43,033 --> 00:46:43,433
I'm like,
1594
00:46:44,468 --> 00:46:46,403
maybe this just isn't for me.
1595
00:46:46,403 --> 00:46:48,272
Maybe it's time for me to move on.
1596
00:46:48,272 --> 00:46:51,308
This is now can I do everything else?
1597
00:46:51,308 --> 00:46:55,579
Except that, you know.
1598
00:46:55,579 --> 00:46:56,413
To me it's like,
1599
00:46:56,413 --> 00:46:57,915
let's see, you don't know how to swim.
1600
00:46:57,915 --> 00:46:59,817
And you're standing on the edge of a pool
1601
00:46:59,817 --> 00:47:02,452
and you watch your guys swim, swim by.
1602
00:47:03,120 --> 00:47:04,388
And you say to yourself,
1603
00:47:04,388 --> 00:47:06,456
Oh, yeah, I see what it is. I do that.
1604
00:47:06,456 --> 00:47:08,125
And then you jump in
1605
00:47:08,125 --> 00:47:09,459
and you don't know how to swim.
1606
00:47:09,459 --> 00:47:12,763
Is to me is what it's like
1607
00:47:12,796 --> 00:47:14,064
where I was quite comfortable
1608
00:47:14,064 --> 00:47:14,498
in front of,
1609
00:47:14,498 --> 00:47:16,767
you know, a few contractors, a homeowner
1610
00:47:17,100 --> 00:47:18,936
or whatever, my friends, whatever.
1611
00:47:18,936 --> 00:47:19,970
Yeah, fine.
1612
00:47:19,970 --> 00:47:20,938
But when you open the door
1613
00:47:20,938 --> 00:47:22,639
and there's 50 people in the room,
1614
00:47:22,639 --> 00:47:24,575
then it's a different game.
1615
00:47:24,575 --> 00:47:25,509
And it takes as
1616
00:47:25,509 --> 00:47:27,544
this is a skill set, just like,
1617
00:47:27,544 --> 00:47:29,746
well, some guys are,
1618
00:47:29,746 --> 00:47:31,949
there's, there's, they're naturals,
1619
00:47:31,949 --> 00:47:32,449
you know what I mean?
1620
00:47:32,449 --> 00:47:32,916
Some guys,
1621
00:47:32,916 --> 00:47:33,684
they just take to it
1622
00:47:33,684 --> 00:47:35,185
like a duck, duck to water.
1623
00:47:35,185 --> 00:47:37,788
But for most people, it's a skill set
1624
00:47:38,455 --> 00:47:39,590
and you have to
1625
00:47:39,590 --> 00:47:41,458
it takes practice in the end.
1626
00:47:41,458 --> 00:47:43,861
And a lot of experienced
1627
00:47:43,861 --> 00:47:45,696
to get past it and get better at it.
1628
00:47:45,696 --> 00:47:46,630
And here's the other thing, too.
1629
00:47:46,630 --> 00:47:48,365
You got to want to get better at it,
1630
00:47:48,365 --> 00:47:50,133
because just like we say,
1631
00:47:50,133 --> 00:47:51,068
just because you've been standing
1632
00:47:51,068 --> 00:47:51,969
for us for 20 years,
1633
00:47:51,969 --> 00:47:53,971
I mean, you have 20 years experience,
1634
00:47:53,971 --> 00:47:55,072
you maybe doing the same thing
1635
00:47:55,072 --> 00:47:56,707
over and over that first year,
1636
00:47:56,707 --> 00:47:58,275
you know, for 20 years,
1637
00:47:58,275 --> 00:47:59,509
the same thing in sales.
1638
00:47:59,509 --> 00:48:00,611
If you if you
1639
00:48:00,611 --> 00:48:01,812
if you don't want to get any better,
1640
00:48:01,812 --> 00:48:02,846
you don't try to get better
1641
00:48:02,846 --> 00:48:03,447
working on deal
1642
00:48:03,447 --> 00:48:05,582
like you said you have to practice.
1643
00:48:05,582 --> 00:48:06,950
I think you absolutely do.
1644
00:48:06,950 --> 00:48:07,684
So.
1645
00:48:07,951 --> 00:48:09,286
I mean, one of the things that I learned
1646
00:48:09,286 --> 00:48:11,622
from taking that that course
1647
00:48:11,622 --> 00:48:13,724
was when you're practicing
1648
00:48:13,724 --> 00:48:14,858
you're standing up
1649
00:48:14,858 --> 00:48:16,293
practicing in front of a mirror.
1650
00:48:17,294 --> 00:48:17,628
Yeah.
1651
00:48:17,628 --> 00:48:19,162
You're not just down reading it.
1652
00:48:19,162 --> 00:48:19,997
You're.
1653
00:48:20,697 --> 00:48:23,033
You're doing it to yourself.
1654
00:48:23,033 --> 00:48:24,968
It's I know it sounds ridiculous,
1655
00:48:24,968 --> 00:48:27,271
but it was shocking
1656
00:48:27,271 --> 00:48:28,672
how much better you can get.
1657
00:48:28,672 --> 00:48:31,508
It's a different type of practice.
1658
00:48:31,508 --> 00:48:32,376
You're so right,
1659
00:48:32,376 --> 00:48:33,543
because the difference between
1660
00:48:33,543 --> 00:48:35,112
let's say you have a presentation to do
1661
00:48:35,112 --> 00:48:35,746
and reading
1662
00:48:35,746 --> 00:48:37,748
that presentation 20 times to yourself,
1663
00:48:37,748 --> 00:48:38,649
just reading it thinking
1664
00:48:38,649 --> 00:48:40,050
okay yeah I got it
1665
00:48:40,050 --> 00:48:41,451
is completely different
1666
00:48:41,451 --> 00:48:43,520
than reading it aloud.
1667
00:48:43,520 --> 00:48:45,555
It's a whole different thing.
1668
00:48:45,555 --> 00:48:47,557
You don't think it is, but it is.
1669
00:48:47,557 --> 00:48:47,925
Yeah.
1670
00:48:47,925 --> 00:48:50,227
You might know the words to the song.
1671
00:48:50,227 --> 00:48:50,861
Yeah.
1672
00:48:51,028 --> 00:48:52,029
Can you sing.
1673
00:48:52,029 --> 00:48:52,462
Yeah.
1674
00:48:52,462 --> 00:48:54,498
You still get to sing it.
1675
00:48:55,132 --> 00:48:57,668
Then there's the other thing too as well.
1676
00:48:57,668 --> 00:49:02,272
Just calm hecklers.
1677
00:49:02,272 --> 00:49:05,208
Um, I was in Chicago one time
1678
00:49:05,976 --> 00:49:07,844
and they flew me there
1679
00:49:07,844 --> 00:49:09,846
to do a rolling demo
1680
00:49:09,846 --> 00:49:11,748
because the in the area
1681
00:49:11,748 --> 00:49:14,718
we was an old school rap, super good guy.
1682
00:49:15,285 --> 00:49:16,386
We had.
1683
00:49:16,386 --> 00:49:18,155
He was way better in
1684
00:49:18,155 --> 00:49:19,957
most every other thing than me.
1685
00:49:19,957 --> 00:49:20,857
But he didn't.
1686
00:49:20,857 --> 00:49:21,925
He wasn't a hands on guy
1687
00:49:21,925 --> 00:49:23,460
and he didn't know how to roll.
1688
00:49:23,460 --> 00:49:24,294
So he said,
1689
00:49:24,294 --> 00:49:24,594
you know,
1690
00:49:24,594 --> 00:49:25,796
can you come out to Chicago
1691
00:49:25,796 --> 00:49:26,496
and I'll do the,
1692
00:49:26,496 --> 00:49:27,898
you know, all the talking and everything.
1693
00:49:27,898 --> 00:49:29,099
But I just want you to be able to
1694
00:49:29,099 --> 00:49:29,833
to roll the product.
1695
00:49:29,833 --> 00:49:30,667
I said Yeah, no problem.
1696
00:49:31,868 --> 00:49:34,104
This guy would not let him go.
1697
00:49:34,104 --> 00:49:35,272
There was a guy in the audience
1698
00:49:35,272 --> 00:49:37,674
that would just not let this guy go, man.
1699
00:49:37,674 --> 00:49:39,142
And it was brutal
1700
00:49:39,142 --> 00:49:39,643
to the point
1701
00:49:39,643 --> 00:49:41,845
where I wanted to fight them.
1702
00:49:41,845 --> 00:49:43,780
I mean, I'm like, I'm done now.
1703
00:49:43,780 --> 00:49:45,916
I'm, you know what? I'm done talking.
1704
00:49:46,249 --> 00:49:47,918
And it's not even my fight, man.
1705
00:49:47,918 --> 00:49:48,852
He's talking to the other guy,
1706
00:49:48,852 --> 00:49:50,687
but he's like, Enough is enough, man.
1707
00:49:50,687 --> 00:49:51,855
We're going to be
1708
00:49:51,855 --> 00:49:52,422
just going to have to
1709
00:49:52,422 --> 00:49:54,558
in one way or the other now.
1710
00:49:54,558 --> 00:49:57,427
And it just kept going and going and get
1711
00:49:57,928 --> 00:49:58,795
and so yeah.
1712
00:49:58,795 --> 00:50:01,164
So you there is, you know, there's that
1713
00:50:01,164 --> 00:50:02,966
and there's also
1714
00:50:03,133 --> 00:50:05,135
people that are not from our industry.
1715
00:50:05,135 --> 00:50:06,503
A lot of times
1716
00:50:06,503 --> 00:50:08,372
contractors are intimidating,
1717
00:50:08,372 --> 00:50:08,872
you know what I mean?
1718
00:50:08,872 --> 00:50:10,440
Contracts that can be very intimidating.
1719
00:50:10,440 --> 00:50:11,475
They're good at what they do.
1720
00:50:11,475 --> 00:50:12,542
They know they're no B.S.
1721
00:50:12,542 --> 00:50:13,510
guy is a lot of them.
1722
00:50:13,510 --> 00:50:15,979
And they're they're very serious people.
1723
00:50:15,979 --> 00:50:17,681
And this is their livelihood
1724
00:50:17,681 --> 00:50:19,216
and they're damn good at what they do.
1725
00:50:19,216 --> 00:50:21,651
They don't suffer fools very easily.
1726
00:50:21,651 --> 00:50:23,220
They want answers and whatever.
1727
00:50:23,220 --> 00:50:25,122
And and they're entitled to them.
1728
00:50:25,122 --> 00:50:26,423
And and, you know,
1729
00:50:27,557 --> 00:50:28,658
sometimes you get put on
1730
00:50:28,658 --> 00:50:29,760
the spot and that's okay.
1731
00:50:29,760 --> 00:50:30,427
That's part of the
1732
00:50:30,427 --> 00:50:31,862
it comes with the territory,
1733
00:50:31,862 --> 00:50:33,130
but that's very difficult
1734
00:50:33,130 --> 00:50:35,465
for for a lot of people to to to handle.
1735
00:50:39,336 --> 00:50:42,406
So they're both great.
1736
00:50:42,406 --> 00:50:44,141
I love both.
1737
00:50:44,508 --> 00:50:47,644
But on becoming a salesman is different.
1738
00:50:47,644 --> 00:50:48,912
It's just a different thing.
1739
00:50:48,912 --> 00:50:50,714
And like I said, I yeah,
1740
00:50:50,714 --> 00:50:52,315
I could do either.
1741
00:50:52,315 --> 00:50:53,150
I love doing
1742
00:50:53,150 --> 00:50:53,884
what I'm doing now,
1743
00:50:53,884 --> 00:50:55,052
especially with training.
1744
00:50:55,052 --> 00:50:56,219
I mean, you know, that's.
1745
00:50:56,219 --> 00:50:58,188
Just, you know.
1746
00:50:58,188 --> 00:50:59,523
I got a great gig going.
1747
00:50:59,523 --> 00:51:00,524
I love it.
1748
00:51:00,524 --> 00:51:01,258
But
1749
00:51:01,958 --> 00:51:02,993
yeah, I mean, for guys
1750
00:51:02,993 --> 00:51:05,796
who are looking to make that transition,
1751
00:51:05,796 --> 00:51:08,298
there's a lot to think about there.
1752
00:51:08,298 --> 00:51:09,666
It's a great transition,
1753
00:51:09,666 --> 00:51:12,135
but it is completely different
1754
00:51:12,135 --> 00:51:14,204
than what you're doing now.
1755
00:51:14,204 --> 00:51:16,807
And I'll also will say this, is that
1756
00:51:17,274 --> 00:51:19,276
when people ask me about becoming a sales
1757
00:51:19,276 --> 00:51:21,078
rep that are flourishes, I tell them this
1758
00:51:22,779 --> 00:51:23,313
way too.
1759
00:51:23,313 --> 00:51:24,214
You get all the
1760
00:51:24,214 --> 00:51:26,416
flooring out of your blood later.
1761
00:51:26,516 --> 00:51:26,950
Yeah.
1762
00:51:26,950 --> 00:51:29,519
Because for me, the first year of doing
1763
00:51:29,519 --> 00:51:30,787
this was like a death in the family.
1764
00:51:30,787 --> 00:51:31,455
To me,
1765
00:51:31,688 --> 00:51:34,191
it was like, I mean, like a piece of me
1766
00:51:34,191 --> 00:51:35,025
was missing
1767
00:51:35,025 --> 00:51:37,527
as much as I liked my job in sales.
1768
00:51:37,527 --> 00:51:39,463
When I went to do that,
1769
00:51:39,463 --> 00:51:40,697
I missed being a floor man.
1770
00:51:40,697 --> 00:51:42,966
And I you still part of you.
1771
00:51:42,966 --> 00:51:44,267
You know, if you're
1772
00:51:44,267 --> 00:51:45,569
if you haven't gotten out of the system
1773
00:51:45,569 --> 00:51:46,203
that, you know,
1774
00:51:46,203 --> 00:51:47,537
you still want to stay on floor,
1775
00:51:47,537 --> 00:51:48,805
you still want to sell floors
1776
00:51:48,805 --> 00:51:49,806
or whatever.
1777
00:51:50,273 --> 00:51:53,376
That's tough because, you know,
1778
00:51:54,177 --> 00:51:55,846
I mean, for a lot of floor
1779
00:51:55,846 --> 00:51:57,247
guys, the first of your first year,
1780
00:51:57,247 --> 00:51:58,215
you know, three years out,
1781
00:51:58,215 --> 00:51:59,116
whatever,
1782
00:51:59,149 --> 00:52:00,817
like I'd see like a thousand square
1783
00:52:00,817 --> 00:52:01,985
foot job.
1784
00:52:02,018 --> 00:52:02,652
And I go,
1785
00:52:02,652 --> 00:52:03,453
I think to myself,
1786
00:52:03,453 --> 00:52:04,988
you know, like a crisis job in
1787
00:52:06,123 --> 00:52:07,691
yeah, this would be a lot of money, man.
1788
00:52:07,691 --> 00:52:09,559
I could like this is,
1789
00:52:09,559 --> 00:52:10,760
you know what I mean?
1790
00:52:10,794 --> 00:52:11,495
But that's not
1791
00:52:11,495 --> 00:52:12,496
that's not you anymore,
1792
00:52:12,496 --> 00:52:13,763
you know what I mean?
1793
00:52:13,797 --> 00:52:14,564
Yeah.
1794
00:52:14,564 --> 00:52:15,799
So you have to get
1795
00:52:15,799 --> 00:52:17,934
all that out of your system,
1796
00:52:17,934 --> 00:52:20,070
because if not, you have to realize
1797
00:52:20,070 --> 00:52:22,405
that's not your job anymore.
1798
00:52:23,140 --> 00:52:24,541
That's not who you are anymore.
1799
00:52:24,541 --> 00:52:26,009
Those are skills that you have
1800
00:52:26,009 --> 00:52:28,111
that can help you in your next job.
1801
00:52:28,111 --> 00:52:29,312
But I've seen I've seen
1802
00:52:29,312 --> 00:52:31,348
exceptional floor men do
1803
00:52:33,884 --> 00:52:37,287
that failed in a sales role.
1804
00:52:37,287 --> 00:52:38,588
And I've seen guys,
1805
00:52:38,588 --> 00:52:41,958
salesmen that have never been floor men
1806
00:52:42,025 --> 00:52:44,628
that are great sales reps,
1807
00:52:44,628 --> 00:52:46,129
you know, they return phone calls
1808
00:52:46,129 --> 00:52:47,797
and they they know their product line,
1809
00:52:47,797 --> 00:52:48,231
whatever.
1810
00:52:48,231 --> 00:52:49,533
They understand what they don't know.
1811
00:52:49,533 --> 00:52:50,934
And that's important, too.
1812
00:52:50,934 --> 00:52:52,536
I tell sales guys, don't ever
1813
00:52:52,536 --> 00:52:53,970
be as a floor guy.
1814
00:52:53,970 --> 00:52:56,907
They'll smell the small way.
1815
00:52:56,907 --> 00:52:57,607
You know what I mean?
1816
00:52:57,607 --> 00:52:58,208
Dusty,
1817
00:52:58,208 --> 00:52:59,142
if you don't know, say
1818
00:52:59,142 --> 00:53:01,311
you don't know and get an answer,
1819
00:53:01,711 --> 00:53:03,547
but you can't do this.
1820
00:53:03,547 --> 00:53:05,849
This work is too hard to do. Twice.
1821
00:53:05,849 --> 00:53:07,717
I always tell the new guys,
1822
00:53:07,717 --> 00:53:12,489
you know, guys that we're bringing in.
1823
00:53:12,489 --> 00:53:12,756
Yeah.
1824
00:53:12,756 --> 00:53:14,391
Don't ever pretend with a floor guy.
1825
00:53:14,391 --> 00:53:15,258
If you're not a floor guy,
1826
00:53:15,258 --> 00:53:16,359
don't pretend to. But
1827
00:53:17,527 --> 00:53:18,795
man, ask a lot of questions.
1828
00:53:18,795 --> 00:53:19,763
Let them show you.
1829
00:53:19,763 --> 00:53:21,765
I mean, we love our craft
1830
00:53:22,532 --> 00:53:24,000
and we can't wait to show somebody
1831
00:53:24,000 --> 00:53:26,036
something or teach somebody something.
1832
00:53:26,036 --> 00:53:27,370
So that's what
1833
00:53:27,370 --> 00:53:27,804
I've always
1834
00:53:27,804 --> 00:53:30,140
told the new guys who
1835
00:53:30,140 --> 00:53:31,708
didn't have a flooring background,
1836
00:53:31,708 --> 00:53:33,577
who were getting into that into
1837
00:53:33,577 --> 00:53:35,845
the job is now especially,
1838
00:53:36,046 --> 00:53:37,614
you know, a lot of the kids that I work
1839
00:53:37,614 --> 00:53:39,282
with over a training, same thing
1840
00:53:39,282 --> 00:53:40,584
I said don't
1841
00:53:40,584 --> 00:53:41,518
don't try to be a know
1842
00:53:41,518 --> 00:53:42,752
it all with these guys.
1843
00:53:42,752 --> 00:53:45,522
You know, ask them I said because still
1844
00:53:45,822 --> 00:53:46,890
they love the craft
1845
00:53:46,890 --> 00:53:49,259
and they love showing the craft.
1846
00:53:49,259 --> 00:53:53,597
For God sakes, I, I had a sales guy
1847
00:53:53,630 --> 00:53:54,531
tell me that.
1848
00:53:54,531 --> 00:53:55,432
Yeah, yeah, yeah.
1849
00:53:55,432 --> 00:53:58,101
No I see. In floors too. Yep, yep.
1850
00:53:58,101 --> 00:53:59,970
And I was out on a job with them
1851
00:53:59,970 --> 00:54:00,704
wanting the job.
1852
00:54:00,704 --> 00:54:03,073
It was a like a demo warehouse, whatever.
1853
00:54:03,573 --> 00:54:05,342
And he took three
1854
00:54:05,342 --> 00:54:06,776
steps behind that cylinder,
1855
00:54:06,776 --> 00:54:08,945
and in three steps I went, Nope,
1856
00:54:08,945 --> 00:54:10,280
in uniform and.
1857
00:54:10,280 --> 00:54:12,349
Nothing in clothes? Nope.
1858
00:54:12,349 --> 00:54:13,250
And you telling me,
1859
00:54:13,250 --> 00:54:15,218
Sam, floors don't do that to people.
1860
00:54:15,218 --> 00:54:15,685
Don't, don't,
1861
00:54:15,685 --> 00:54:19,189
don't tell me what you see on floors.
1862
00:54:19,189 --> 00:54:19,723
So that's it.
1863
00:54:19,723 --> 00:54:20,824
And again,
1864
00:54:20,824 --> 00:54:22,559
that's just some of our experiences.
1865
00:54:22,559 --> 00:54:24,394
This experience is transitioning over
1866
00:54:25,562 --> 00:54:26,162
to a sales
1867
00:54:26,162 --> 00:54:29,165
rep and I love I listen.
1868
00:54:29,165 --> 00:54:31,268
I was still passionate about my job
1869
00:54:31,268 --> 00:54:32,302
as a horrible floor contractor.
1870
00:54:32,302 --> 00:54:33,837
I loved every bit of it, man.
1871
00:54:33,837 --> 00:54:35,272
Every bit of it.
1872
00:54:35,472 --> 00:54:36,439
So
1873
00:54:37,674 --> 00:54:39,676
they're both just two jobs.
1874
00:54:39,676 --> 00:54:42,445
So there you go.
1875
00:54:42,445 --> 00:54:43,446
Thanks for everything, Robb.
1876
00:54:43,446 --> 00:54:44,514
Again, your limited input
1877
00:54:44,514 --> 00:54:47,250
is always welcome.
1878
00:54:49,386 --> 00:54:50,520
This has been another episode
1879
00:54:50,520 --> 00:54:51,955
of On the Floor with Wayne around.
1880
00:54:51,955 --> 00:54:54,057
Please stay tuned for another episode.
1881
00:54:54,057 --> 00:55:01,531
Oh.