Wayne and Rob discuss the three key elements of trust. Follow Bona US Professional online: Website: https://www1.bona.com/en-us/professional/ Subscribe on YouTube: https://www.youtube.com/BonaProfessional Facebook: https://www.facebook.com/bonauspro/ Instagram: https://www.instagram.com/bonapro.us/
1
00:00:11,578 --> 00:00:11,845
Hello.
2
00:00:11,845 --> 00:00:12,579
Welcome to another
3
00:00:12,579 --> 00:00:13,446
episode of On the Floor
4
00:00:13,446 --> 00:00:14,214
with Wayne and Rob.
5
00:00:14,214 --> 00:00:15,048
I'm Wayne Highlander,
6
00:00:15,048 --> 00:00:16,883
director of sales for Boring Adhesives.
7
00:00:16,883 --> 00:00:18,685
I'm Rob Johnson from Deep.
8
00:00:18,685 --> 00:00:20,153
A training.
9
00:00:20,153 --> 00:00:21,521
Rob, how we doing?
10
00:00:21,521 --> 00:00:22,288
Pretty good.
11
00:00:22,288 --> 00:00:23,390
How you doing, buddy?
12
00:00:23,390 --> 00:00:25,125
I just looked at the light in the screen.
13
00:00:25,125 --> 00:00:25,825
It's on my shirt.
14
00:00:25,825 --> 00:00:28,828
Do you like my shirt?
15
00:00:29,729 --> 00:00:31,831
no, Really?
16
00:00:31,831 --> 00:00:33,566
I know what I would do.
17
00:00:33,566 --> 00:00:34,367
Well, actually,
18
00:00:34,367 --> 00:00:38,338
I like it no, it's kinda easy.
19
00:00:39,439 --> 00:00:42,275
a lot of polka dots on that
20
00:00:42,275 --> 00:00:43,610
Well.
21
00:00:43,610 --> 00:00:46,613
It's a mitten.
22
00:00:46,846 --> 00:00:47,514
I am.
23
00:00:47,514 --> 00:00:48,181
I am.
24
00:00:48,181 --> 00:00:50,583
It's. It's a mitten in manger.
25
00:00:50,583 --> 00:00:52,986
Am I in.
26
00:00:52,986 --> 00:00:53,620
In Maine?
27
00:00:53,620 --> 00:00:55,688
Maine, actually.
28
00:00:55,688 --> 00:00:57,690
Very expensive shirts
29
00:00:57,690 --> 00:00:59,159
for the average guy.
30
00:00:59,159 --> 00:01:00,727
I got this one I need.
31
00:01:00,727 --> 00:01:01,327
No, no.
32
00:01:01,327 --> 00:01:03,963
I got it on eBay for, like 30 bucks.
33
00:01:05,965 --> 00:01:07,333
I don't care that another guy's
34
00:01:07,333 --> 00:01:10,336
had a whole life with this shirt.
35
00:01:11,337 --> 00:01:14,340
It's about $110 and $20 Shirt
36
00:01:15,675 --> 00:01:16,976
is very expensive.
37
00:01:16,976 --> 00:01:18,411
Yeah, absolutely it is.
38
00:01:18,411 --> 00:01:20,580
It's beautiful.
39
00:01:20,580 --> 00:01:23,383
$30.
40
00:01:23,383 --> 00:01:26,386
Okay.
41
00:01:29,122 --> 00:01:32,125
Rob.
42
00:01:32,158 --> 00:01:35,161
And
43
00:01:35,829 --> 00:01:36,563
yeah.
44
00:01:36,563 --> 00:01:39,299
I like it when I get a deal. money.
45
00:01:39,299 --> 00:01:41,167
Nothing wrong with saving money.
46
00:01:41,167 --> 00:01:42,869
damn right I got it. I got it.
47
00:01:42,869 --> 00:01:45,305
I got.
48
00:01:45,305 --> 00:01:45,939
The eggs.
49
00:01:45,939 --> 00:01:47,640
The expensive stuff, the fish and stuff.
50
00:01:47,640 --> 00:01:49,375
I got to buy first class.
51
00:01:49,375 --> 00:01:51,311
Speaking of which,
52
00:01:51,311 --> 00:01:52,946
You don't buy that, do you?
53
00:01:52,946 --> 00:01:53,546
know,
54
00:01:53,546 --> 00:01:56,549
we're going to talk about trust today.
55
00:01:56,783 --> 00:01:58,618
And,
56
00:01:58,618 --> 00:01:58,985
you know,
57
00:01:58,985 --> 00:02:00,086
and this is a good example,
58
00:02:00,086 --> 00:02:02,088
I think is a good example to talk about.
59
00:02:02,088 --> 00:02:04,257
I bought a fishing access real nugget.
60
00:02:04,257 --> 00:02:05,425
It's a scale.
61
00:02:05,425 --> 00:02:06,493
Okay. Fishing scale.
62
00:02:06,493 --> 00:02:09,162
I'm not going to mention the brand name.
63
00:02:09,162 --> 00:02:11,397
And after having it out three times,
64
00:02:11,397 --> 00:02:12,398
it's supposed to be like the state
65
00:02:12,398 --> 00:02:14,167
of the art piece of equipment.
66
00:02:14,167 --> 00:02:16,169
I had it out three times
67
00:02:16,169 --> 00:02:17,070
and I didn't even use it
68
00:02:17,070 --> 00:02:17,937
those three times.
69
00:02:17,937 --> 00:02:19,205
Shame to say one of those times
70
00:02:19,205 --> 00:02:20,940
it didn't happen the way any fish
71
00:02:20,940 --> 00:02:23,209
and it broke.
72
00:02:23,209 --> 00:02:24,177
It's not working completely.
73
00:02:24,177 --> 00:02:25,678
Stop working. Okay?
74
00:02:28,448 --> 00:02:30,717
I got so much runaround from
75
00:02:30,717 --> 00:02:33,753
that company to replace it that
76
00:02:34,988 --> 00:02:36,055
I don't even have any.
77
00:02:36,055 --> 00:02:36,956
I only I don't.
78
00:02:36,956 --> 00:02:38,024
We got really good feelings
79
00:02:38,024 --> 00:02:39,492
about the company anymore.
80
00:02:39,492 --> 00:02:40,860
You know what I mean?
81
00:02:40,860 --> 00:02:43,763
That that's the headache.
82
00:02:43,763 --> 00:02:44,998
In fact, matter of fact,
83
00:02:44,998 --> 00:02:45,598
halfway through
84
00:02:45,598 --> 00:02:46,399
and I said, you know what, man?
85
00:02:46,399 --> 00:02:47,100
Just keep it.
86
00:02:47,100 --> 00:02:47,734
I don't need it.
87
00:02:47,734 --> 00:02:48,868
Just keep the scale.
88
00:02:48,868 --> 00:02:50,904
Forget about it.
89
00:02:50,904 --> 00:02:53,606
And then
90
00:02:53,606 --> 00:02:54,741
he sent me a couple more emails
91
00:02:54,741 --> 00:02:55,175
or whatever.
92
00:02:55,175 --> 00:02:56,075
And then
93
00:02:56,075 --> 00:02:58,378
he a long story short, after months,
94
00:02:58,378 --> 00:02:59,913
they send me a new scale.
95
00:02:59,913 --> 00:03:01,014
Now.
96
00:03:01,014 --> 00:03:02,182
I don't feel happy about
97
00:03:02,182 --> 00:03:03,783
I don't feel good about that company.
98
00:03:03,783 --> 00:03:06,786
They eroded my trust.
99
00:03:07,453 --> 00:03:09,389
Trust is so important.
100
00:03:09,389 --> 00:03:11,291
You have no more trust for the.
101
00:03:11,291 --> 00:03:13,593
no,
102
00:03:13,593 --> 00:03:16,429
I think it was like $60 or 70, $80
103
00:03:16,429 --> 00:03:18,398
and we're like that. In. The present.
104
00:03:19,599 --> 00:03:20,400
Yeah,
105
00:03:20,400 --> 00:03:22,969
but it's a messy something.
106
00:03:22,969 --> 00:03:24,437
You know. Gail.
107
00:03:24,437 --> 00:03:25,705
We have a price on it,
108
00:03:25,705 --> 00:03:26,906
maybe even more than that.
109
00:03:26,906 --> 00:03:28,241
It's a really good scale,
110
00:03:28,241 --> 00:03:30,009
but I don't want to go into it
111
00:03:30,009 --> 00:03:31,511
to talk about it.
112
00:03:31,511 --> 00:03:33,179
The main factor is but
113
00:03:33,179 --> 00:03:35,181
yeah, it's a really good scale.
114
00:03:35,181 --> 00:03:35,481
I mean,
115
00:03:35,481 --> 00:03:36,883
it is supposed to be really good scale,
116
00:03:36,883 --> 00:03:37,550
but like I said,
117
00:03:37,550 --> 00:03:38,985
and I've completely lost
118
00:03:38,985 --> 00:03:40,486
faith in the company and whatever,
119
00:03:40,486 --> 00:03:41,754
and I just don't have any good feelings
120
00:03:41,754 --> 00:03:43,590
towards that company or what.
121
00:03:43,590 --> 00:03:46,593
Isn't that tell you how important it is?
122
00:03:47,160 --> 00:03:48,828
The longer that they didn't respond
123
00:03:48,828 --> 00:03:49,796
to me, the longer that
124
00:03:49,796 --> 00:03:51,664
that they let it go by the wayside
125
00:03:51,664 --> 00:03:52,365
and they
126
00:03:52,365 --> 00:03:53,499
put me through these different hoops
127
00:03:53,499 --> 00:03:54,133
to get
128
00:03:54,133 --> 00:03:58,137
get it resolved that my, my, my feelings
129
00:03:58,137 --> 00:03:59,372
about the name of that company
130
00:03:59,372 --> 00:04:01,874
is just gone south so fast.
131
00:04:01,874 --> 00:04:04,444
So that tells you how important
132
00:04:04,444 --> 00:04:05,712
the element of trust
133
00:04:05,712 --> 00:04:07,113
is in a relationship.
134
00:04:07,113 --> 00:04:08,248
Everything starts with trust.
135
00:04:09,582 --> 00:04:11,117
Everything you do,
136
00:04:11,117 --> 00:04:13,253
all your actions over time
137
00:04:13,253 --> 00:04:15,455
and everything starts with that.
138
00:04:15,455 --> 00:04:16,289
That word man,
139
00:04:16,289 --> 00:04:17,857
there's a lot of ways you can earn it
140
00:04:17,857 --> 00:04:19,192
and you can you can lose it.
141
00:04:19,192 --> 00:04:20,460
So very quickly.
142
00:04:20,460 --> 00:04:22,395
Before you
143
00:04:22,395 --> 00:04:23,529
talk about that, though,
144
00:04:23,529 --> 00:04:24,631
I want to say something else
145
00:04:24,631 --> 00:04:26,532
has nothing related to this.
146
00:04:26,532 --> 00:04:29,535
But there's two things that I
147
00:04:30,036 --> 00:04:31,371
that I'd mention today I thought were
148
00:04:31,371 --> 00:04:33,539
both were very interesting to me.
149
00:04:33,539 --> 00:04:36,542
One is,
150
00:04:37,243 --> 00:04:39,912
you know, Mike Rowe, the dirty jobs guy.
151
00:04:39,912 --> 00:04:41,547
Dirty jobs. Yeah.
152
00:04:41,547 --> 00:04:44,517
You know what I'm talking about, right?
153
00:04:44,517 --> 00:04:47,320
Yeah,
154
00:04:47,320 --> 00:04:47,553
didn't.
155
00:04:47,553 --> 00:04:48,855
He should do the cash cab.
156
00:04:48,855 --> 00:04:50,323
Or is that a different guy?
157
00:04:50,323 --> 00:04:51,724
I think it's the same guy
158
00:04:51,724 --> 00:04:54,727
I think is the same with.
159
00:04:54,961 --> 00:04:56,129
Yeah, yeah.
160
00:04:56,129 --> 00:04:58,131
He has.
161
00:04:58,131 --> 00:04:59,365
Yeah, he has. Actually.
162
00:04:59,365 --> 00:05:00,366
People take him pretty seriously
163
00:05:00,366 --> 00:05:00,800
now, too.
164
00:05:00,800 --> 00:05:03,069
He's kind of went from a goofball to a,
165
00:05:03,069 --> 00:05:05,505
you know, more serious guy.
166
00:05:05,505 --> 00:05:07,407
Well, he's really
167
00:05:07,407 --> 00:05:07,807
you know,
168
00:05:07,807 --> 00:05:10,710
he's really put the spotlight on
169
00:05:10,710 --> 00:05:12,612
the importance of the blue collar man.
170
00:05:12,612 --> 00:05:13,680
The Yeah,
171
00:05:15,882 --> 00:05:16,816
yeah, yeah.
172
00:05:16,816 --> 00:05:17,917
There you go.
173
00:05:17,917 --> 00:05:19,752
And that's what I like about him.
174
00:05:19,752 --> 00:05:23,323
He said something that to me is pretty,
175
00:05:23,323 --> 00:05:24,090
pretty shocking.
176
00:05:24,090 --> 00:05:27,093
And that is the number five
177
00:05:27,994 --> 00:05:30,997
for every five tradesmen that retire
178
00:05:31,798 --> 00:05:34,801
to take his place or her place.
179
00:05:35,902 --> 00:05:37,770
That's amazing, isn't it?
180
00:05:37,770 --> 00:05:38,338
How many people
181
00:05:38,338 --> 00:05:40,373
are not coming into the trades?
182
00:05:40,373 --> 00:05:43,376
That is shockingly sad.
183
00:05:43,710 --> 00:05:44,744
It's sad.
184
00:05:44,744 --> 00:05:47,447
But also look at the opportunity
185
00:05:47,447 --> 00:05:49,615
Well, get into trades.
186
00:05:49,615 --> 00:05:50,683
Yeah, it's sad,
187
00:05:50,683 --> 00:05:53,519
but I wouldn't mind being a young guy
188
00:05:53,519 --> 00:05:54,787
getting into this man.
189
00:05:54,787 --> 00:05:55,788
You're going to be able to name
190
00:05:55,788 --> 00:05:56,956
your price.
191
00:05:56,956 --> 00:05:57,790
You think about
192
00:05:57,790 --> 00:05:59,492
think about all the trades
193
00:05:59,492 --> 00:06:00,993
that are begging for people.
194
00:06:00,993 --> 00:06:01,394
I mean,
195
00:06:01,394 --> 00:06:02,462
literally every trade
196
00:06:02,462 --> 00:06:03,363
I can think of that
197
00:06:03,363 --> 00:06:04,330
I've run into
198
00:06:04,330 --> 00:06:06,232
over the last number of years,
199
00:06:06,232 --> 00:06:08,167
they're begging for people.
200
00:06:08,167 --> 00:06:09,635
And for every five that leads
201
00:06:09,635 --> 00:06:11,137
the trade, there's only two coming in
202
00:06:11,137 --> 00:06:12,572
to replace them.
203
00:06:12,572 --> 00:06:13,172
Wow.
204
00:06:13,172 --> 00:06:14,640
Mean, that is
205
00:06:14,640 --> 00:06:15,908
you can go,
206
00:06:15,908 --> 00:06:18,344
I get to ask the big question here, yeah.
207
00:06:36,462 --> 00:06:38,798
Zero.
208
00:06:38,798 --> 00:06:41,801
I mean, I've it?
209
00:06:42,101 --> 00:06:43,169
They broke the mold.
210
00:06:43,169 --> 00:06:44,404
Is that what you say?
211
00:06:44,404 --> 00:06:47,707
no, it's I'm so,
212
00:06:47,707 --> 00:06:49,242
you know, I can't do floors anymore.
213
00:06:49,242 --> 00:06:52,245
So what are they going to do?
214
00:07:01,087 --> 00:07:03,656
I take them.
215
00:07:03,656 --> 00:07:06,659
Yeah.
216
00:07:07,393 --> 00:07:10,329
No, no, I got to keep it real.
217
00:07:10,329 --> 00:07:12,899
that's impossible for you
218
00:07:12,899 --> 00:07:15,301
I know,
219
00:07:15,301 --> 00:07:17,503
I know.
220
00:07:17,503 --> 00:07:18,538
Everyb.
221
00:07:18,538 --> 00:07:21,040
Everybody's replaceable.
222
00:07:21,040 --> 00:07:22,742
Everybody's replaceable.
223
00:07:22,742 --> 00:07:23,943
You can't even say that
224
00:07:23,943 --> 00:07:25,678
with a straight face.
225
00:07:25,678 --> 00:07:28,114
They just did.
226
00:07:28,114 --> 00:07:28,948
What was the other thing
227
00:07:28,948 --> 00:07:31,083
I was going to say, though?
228
00:07:31,083 --> 00:07:32,118
That's the scary part.
229
00:07:32,118 --> 00:07:34,020
I had two things I was going to say,
230
00:07:34,020 --> 00:07:36,355
and now I can only remember one of them.
231
00:07:36,355 --> 00:07:37,690
Yeah.
232
00:07:37,690 --> 00:07:39,292
Yeah, yeah. There you go.
233
00:07:39,292 --> 00:07:39,992
Know, it'll come to me
234
00:07:39,992 --> 00:07:41,661
as the show goes on.
235
00:07:41,661 --> 00:07:44,664
All right, Rob, What you got?
236
00:07:45,131 --> 00:07:46,566
I had no idea what
237
00:07:48,401 --> 00:07:48,835
okay.
238
00:07:48,835 --> 00:07:51,237
Forget it. Forget you.
239
00:07:51,237 --> 00:07:53,606
Yeah, I remember what it is now.
240
00:07:53,606 --> 00:07:55,842
We we talked about
241
00:07:55,842 --> 00:07:58,845
does containment and stuff like that.
242
00:07:59,045 --> 00:08:02,615
And don't think if in your career,
243
00:08:02,882 --> 00:08:05,084
if you say you send flowers for sale,
244
00:08:05,084 --> 00:08:07,386
you do a thousand square feet a week.
245
00:08:07,386 --> 00:08:08,588
Okay?
246
00:08:08,588 --> 00:08:11,157
And you work 50 weeks a year.
247
00:08:11,157 --> 00:08:12,191
Now there's going to be some that's
248
00:08:12,191 --> 00:08:13,259
going to be way less
249
00:08:13,259 --> 00:08:14,193
than, say, more than that.
250
00:08:14,193 --> 00:08:14,627
But let's say
251
00:08:14,627 --> 00:08:17,630
8000 square feet a week for 50 weeks.
252
00:08:17,897 --> 00:08:19,131
All right.
253
00:08:19,131 --> 00:08:20,700
And you do floors for 20 years.
254
00:08:20,700 --> 00:08:22,468
I'd say
255
00:08:22,468 --> 00:08:24,337
that's a million square feet of flooring.
256
00:08:24,337 --> 00:08:26,105
Okay. Yeah.
257
00:08:26,105 --> 00:08:29,108
If you're not using respirators
258
00:08:29,575 --> 00:08:31,210
and that's containment
259
00:08:31,210 --> 00:08:32,278
and those type of things
260
00:08:32,278 --> 00:08:34,247
and maybe HEPA filters, too.
261
00:08:34,247 --> 00:08:36,849
You're breathing a million square feet
262
00:08:36,849 --> 00:08:37,583
of flooring,
263
00:08:38,584 --> 00:08:40,453
residue, dust,
264
00:08:40,453 --> 00:08:41,654
all the stuff that comes along with it
265
00:08:41,654 --> 00:08:43,389
and finishes and everything.
266
00:08:43,389 --> 00:08:45,291
267
00:08:45,291 --> 00:08:47,660
That's pretty that's pretty.
268
00:08:47,660 --> 00:08:49,795
You know,
269
00:08:49,795 --> 00:08:51,531
that's very scary.
270
00:08:51,531 --> 00:08:51,831
You know,
271
00:08:51,831 --> 00:08:52,498
you don't think of it
272
00:08:52,498 --> 00:08:53,866
because your career is long
273
00:08:53,866 --> 00:08:54,800
and every day you get up
274
00:08:54,800 --> 00:08:55,735
and do it and everything.
275
00:08:55,735 --> 00:08:57,436
And and
276
00:08:57,436 --> 00:08:58,704
but when you start thinking
277
00:08:58,704 --> 00:09:00,973
about the acute accumulation.
278
00:09:00,973 --> 00:09:02,174
Thank you.
279
00:09:02,174 --> 00:09:05,511
Of 20 years of doing floors
280
00:09:06,412 --> 00:09:09,115
and breathing all that sawdust,
281
00:09:09,115 --> 00:09:11,984
that's pretty frightening.
282
00:09:11,984 --> 00:09:12,718
When?
283
00:09:12,718 --> 00:09:13,786
When bum started.
284
00:09:13,786 --> 00:09:14,186
It's funny
285
00:09:14,186 --> 00:09:16,622
you mentioned that when boom
286
00:09:16,622 --> 00:09:18,424
really started to work with me.
287
00:09:18,424 --> 00:09:20,560
You know, he's probably 12
288
00:09:20,560 --> 00:09:21,661
right there in the summer,
289
00:09:21,661 --> 00:09:23,729
and he was really working
290
00:09:23,729 --> 00:09:24,964
and getting into it.
291
00:09:24,964 --> 00:09:25,665
You know what I mean?
292
00:09:25,665 --> 00:09:26,332
Understanding
293
00:09:26,332 --> 00:09:28,367
what we were doing and stuff.
294
00:09:28,367 --> 00:09:29,802
So one night at supper,
295
00:09:30,970 --> 00:09:32,939
he's
296
00:09:32,939 --> 00:09:35,274
we just got done coaching a job
297
00:09:35,274 --> 00:09:37,310
and he said to me, Dad,
298
00:09:37,310 --> 00:09:39,612
how many square foot
299
00:09:39,612 --> 00:09:40,713
do you think you've covered
300
00:09:40,713 --> 00:09:43,716
in your lifetime so far?
301
00:09:44,050 --> 00:09:45,351
So I really sat down
302
00:09:45,351 --> 00:09:46,719
and started to do the numbers,
303
00:09:46,719 --> 00:09:47,887
you know, because I was lucky.
304
00:09:47,887 --> 00:09:50,389
I worked in
305
00:09:50,389 --> 00:09:52,258
giant gyms, in bowling alleys.
306
00:09:52,258 --> 00:09:55,227
So, you know, the Yeah.
307
00:10:12,078 --> 00:10:14,146
Yep.
308
00:10:14,146 --> 00:10:17,149
Yep.
309
00:10:21,320 --> 00:10:24,323
We.
310
00:10:38,604 --> 00:10:40,306
yeah.
311
00:10:40,306 --> 00:10:42,008
You good?
312
00:10:42,008 --> 00:10:45,044
And if you had $0.50 a foot
313
00:10:45,044 --> 00:10:46,379
for all that 6 million.
314
00:10:46,379 --> 00:10:48,514
Yeah.
315
00:10:48,514 --> 00:10:51,517
my gosh.
316
00:10:51,751 --> 00:10:52,785
Wow.
317
00:10:52,785 --> 00:10:53,452
Well, she.
318
00:10:53,452 --> 00:10:56,455
She didn't have to do that.
319
00:10:56,489 --> 00:10:58,457
Yeah.
320
00:10:58,457 --> 00:11:00,660
Wow.
321
00:11:00,660 --> 00:11:02,128
I believe that, though, in your career,
322
00:11:02,128 --> 00:11:03,863
I can see that with you.
323
00:11:03,863 --> 00:11:06,866
All those gym floors.
324
00:11:07,166 --> 00:11:09,769
Now,
325
00:11:09,769 --> 00:11:12,772
I was going to say,
326
00:11:12,872 --> 00:11:13,239
are you.
327
00:11:13,239 --> 00:11:14,140
Are you counting?
328
00:11:14,140 --> 00:11:15,541
Are you counting?
329
00:11:15,541 --> 00:11:17,476
Two goes for four per job.
330
00:11:17,476 --> 00:11:18,377
Three goes for job.
331
00:11:19,412 --> 00:11:20,713
Yeah, yeah, yeah.
332
00:11:20,713 --> 00:11:24,517
I, a 32 lane bowling alley and,
333
00:11:24,517 --> 00:11:24,850
you know,
334
00:11:24,850 --> 00:11:25,818
we were using lacquer
335
00:11:25,818 --> 00:11:27,653
that was six or seven coats.
336
00:11:27,653 --> 00:11:29,955
So, you know, starts to add
337
00:11:29,955 --> 00:11:32,692
I talked about when I was,
338
00:11:32,692 --> 00:11:33,859
when I was in my van
339
00:11:33,859 --> 00:11:35,194
and you know back then
340
00:11:35,194 --> 00:11:35,961
we did poorly
341
00:11:35,961 --> 00:11:37,430
and we did a lot of blue downs
342
00:11:37,430 --> 00:11:38,230
with your things.
343
00:11:38,230 --> 00:11:39,065
And state
344
00:11:39,065 --> 00:11:40,800
painting and rags were part of our lives
345
00:11:40,800 --> 00:11:42,568
all the time and everything. And.
346
00:11:42,568 --> 00:11:44,637
And I had a bag of potato
347
00:11:44,637 --> 00:11:45,571
chips in my van
348
00:11:45,571 --> 00:11:47,039
that were been over there
349
00:11:47,039 --> 00:11:48,207
for like the weekend,
350
00:11:48,207 --> 00:11:49,141
maybe three days,
351
00:11:49,141 --> 00:11:51,410
and coming home from work one. Day.
352
00:11:51,410 --> 00:11:52,244
Just mindlessly,
353
00:11:52,244 --> 00:11:53,212
I just see the chips
354
00:11:53,212 --> 00:11:54,980
and I just in traffic, whatever.
355
00:11:54,980 --> 00:11:56,282
So I opened up the bag of chips
356
00:11:56,282 --> 00:11:58,284
eating and realized right away
357
00:11:58,284 --> 00:11:59,585
they taste like they taste
358
00:11:59,585 --> 00:12:01,387
like thinner and all that stuff
359
00:12:01,387 --> 00:12:02,722
that's been in my you know.
360
00:12:02,722 --> 00:12:04,924
You know what I mean? Isn't that scary?
361
00:12:07,193 --> 00:12:10,329
So anyway, Are you getting scared?
362
00:12:10,529 --> 00:12:11,430
That now.
363
00:12:11,430 --> 00:12:14,066
No, no,
364
00:12:14,066 --> 00:12:16,268
no.
365
00:12:16,268 --> 00:12:17,570
I'm not scared for me.
366
00:12:17,570 --> 00:12:18,771
No, I'm just, you know,
367
00:12:18,771 --> 00:12:20,439
we all think we're bulletproof
368
00:12:20,439 --> 00:12:21,974
and until we're not.
369
00:12:21,974 --> 00:12:23,509
And so,
370
00:12:23,509 --> 00:12:27,146
you know, a good friend of ours, both
371
00:12:27,379 --> 00:12:30,382
his dad passed away because of this.
372
00:12:30,449 --> 00:12:30,850
Right.
373
00:12:30,850 --> 00:12:33,552
And so there's a lot of young people
374
00:12:33,552 --> 00:12:34,820
in the early part of their career out
375
00:12:34,820 --> 00:12:36,956
there just be smarter than we were
376
00:12:36,956 --> 00:12:38,357
and use products
377
00:12:38,357 --> 00:12:40,025
that you don't have to say.
378
00:12:40,025 --> 00:12:41,994
I say the same thing about adhesives.
379
00:12:41,994 --> 00:12:43,229
You know,
380
00:12:43,229 --> 00:12:44,163
sometimes when you look
381
00:12:44,163 --> 00:12:45,097
at the technical data
382
00:12:45,097 --> 00:12:46,332
sheets on adhesives,
383
00:12:46,332 --> 00:12:47,833
but sometimes a safety data sheet
384
00:12:47,833 --> 00:12:49,668
is the most important thing to look. At.
385
00:12:49,668 --> 00:12:50,970
Because your agent inches
386
00:12:50,970 --> 00:12:52,838
over that panel all day long,
387
00:12:52,838 --> 00:12:53,672
all week long,
388
00:12:53,672 --> 00:12:56,675
all month long, all year long decades.
389
00:12:56,842 --> 00:12:59,111
So all this kind of stuff adds up.
390
00:12:59,111 --> 00:12:59,478
So
391
00:13:00,679 --> 00:13:01,580
and actually,
392
00:13:01,580 --> 00:13:02,414
like, you know,
393
00:13:02,414 --> 00:13:03,349
since we're going to go down
394
00:13:03,349 --> 00:13:04,650
that rabbit hole,
395
00:13:04,650 --> 00:13:06,819
let's go down that a little bit more.
396
00:13:06,819 --> 00:13:08,387
397
00:13:08,387 --> 00:13:09,188
So let's talk
398
00:13:09,188 --> 00:13:12,191
about some safety equipment.
399
00:13:12,191 --> 00:13:13,092
Like you said,
400
00:13:13,092 --> 00:13:16,095
a lot of new guys getting into this.
401
00:13:16,829 --> 00:13:18,464
I think what I've learned about
402
00:13:18,464 --> 00:13:21,767
safety equipment through the years is
403
00:13:23,969 --> 00:13:26,939
what you wear and what I wear now.
404
00:13:27,406 --> 00:13:29,208
I would never wear what you're wearing
405
00:13:29,208 --> 00:13:31,610
and you would never wear what I'm
406
00:13:31,610 --> 00:13:32,344
because it's a it's
407
00:13:32,344 --> 00:13:33,078
the main shirt
408
00:13:33,078 --> 00:13:36,081
and it's, it's very expensive.
409
00:13:37,116 --> 00:13:40,119
Yes.
410
00:13:45,958 --> 00:13:46,258
It's down.
411
00:13:46,258 --> 00:13:49,261
To this.
412
00:13:49,261 --> 00:13:50,329
Yeah.
413
00:13:50,329 --> 00:13:51,564
What do you mean by saying
414
00:13:51,564 --> 00:13:52,865
that I would never wear what you wear.
415
00:13:52,865 --> 00:13:55,868
You would never wear what I wear.
416
00:14:15,888 --> 00:14:18,891
It's
417
00:14:20,960 --> 00:14:21,493
Yeah,
418
00:14:21,493 --> 00:14:22,928
big Mickey Mouse ears
419
00:14:22,928 --> 00:14:24,430
that the guys at the airport where
420
00:14:25,731 --> 00:14:28,133
where he just uses buds.
421
00:14:28,133 --> 00:14:30,402
He doesn't go with the big
422
00:14:30,402 --> 00:14:32,171
now respirator.
423
00:14:32,171 --> 00:14:33,939
I like a full respirator
424
00:14:33,939 --> 00:14:36,942
that hooks behind my neck and
425
00:14:37,209 --> 00:14:39,111
and hooks on top of my head
426
00:14:39,111 --> 00:14:41,680
where he just likes the little
427
00:14:41,680 --> 00:14:43,048
the little mask with the breathing
428
00:14:43,048 --> 00:14:46,051
breather valve in between knee pads.
429
00:14:46,051 --> 00:14:48,687
Same thing. You know.
430
00:14:48,687 --> 00:14:51,257
So what I'm saying is try everything,
431
00:14:51,257 --> 00:14:54,260
because if you're not comfortable in it,
432
00:14:54,293 --> 00:14:55,494
you're not going to wear it.
433
00:14:55,494 --> 00:14:56,695
So if you know
434
00:14:56,695 --> 00:14:58,230
you own the company and you
435
00:14:58,230 --> 00:14:59,031
you know, you buy
436
00:14:59,031 --> 00:15:02,034
you guys here's everybody's respirator.
437
00:15:02,234 --> 00:15:03,869
If it's not the kind of respirator
438
00:15:03,869 --> 00:15:05,070
that I want to wear,
439
00:15:05,070 --> 00:15:07,673
I'm probably not going to wear.
440
00:15:07,673 --> 00:15:08,741
you know.
441
00:15:08,741 --> 00:15:10,109
You're so right.
442
00:15:10,109 --> 00:15:12,478
Because here's the thing, is that.
443
00:15:12,478 --> 00:15:13,946
whoa.
444
00:15:13,946 --> 00:15:15,214
Easy? Yeah.
445
00:15:15,214 --> 00:15:17,716
You're so right. Yeah. Yeah.
446
00:15:19,919 --> 00:15:20,452
I didn't hear
447
00:15:20,452 --> 00:15:23,455
the bill really?
448
00:15:24,290 --> 00:15:27,293
now, but you'll hear it.
449
00:15:27,760 --> 00:15:28,394
okay.
450
00:15:28,394 --> 00:15:30,930
And they're going to be happy.
451
00:15:30,930 --> 00:15:32,731
You're right about that,
452
00:15:32,731 --> 00:15:34,500
because it's all habits.
453
00:15:34,500 --> 00:15:35,401
You get into habits.
454
00:15:35,401 --> 00:15:36,936
If you get into the habit of doing it
455
00:15:36,936 --> 00:15:38,037
all the time, you'll do it.
456
00:15:38,037 --> 00:15:39,238
You'll continue to do it.
457
00:15:39,238 --> 00:15:40,906
But you have to start that habit
458
00:15:40,906 --> 00:15:42,741
and it is uncomfortable
459
00:15:42,741 --> 00:15:43,642
and awkward and whatever,
460
00:15:43,642 --> 00:15:44,276
you won't do it.
461
00:15:44,276 --> 00:15:47,279
I remember back in the 1970s, if we go
462
00:15:48,948 --> 00:15:52,251
living in living in a very Michigan,
463
00:15:53,152 --> 00:15:54,119
you didn't know what your neighbors
464
00:15:54,119 --> 00:15:55,287
looked like for six months of the year
465
00:15:55,287 --> 00:15:56,522
because because of the snow,
466
00:15:56,522 --> 00:15:57,890
we were those heavy,
467
00:15:57,890 --> 00:15:58,724
heavy parkas
468
00:15:58,724 --> 00:15:59,725
when they covered your face
469
00:15:59,725 --> 00:16:00,659
and had the had
470
00:16:00,659 --> 00:16:02,728
the fur on the outside and tied up,
471
00:16:02,728 --> 00:16:03,295
you know what I mean?
472
00:16:05,764 --> 00:16:06,632
Okay.
473
00:16:06,632 --> 00:16:09,635
So we had those.
474
00:16:11,036 --> 00:16:11,637
I'm sure of it.
475
00:16:11,637 --> 00:16:14,640
That's it bears everything,
476
00:16:16,508 --> 00:16:17,643
maybe.
477
00:16:17,643 --> 00:16:18,544
But the thing
478
00:16:18,544 --> 00:16:19,445
is, them jackets
479
00:16:19,445 --> 00:16:21,480
probably weighed £40 back then
480
00:16:21,480 --> 00:16:23,082
and they had the heavy, heavy boots.
481
00:16:23,082 --> 00:16:23,849
And you had the heavy,
482
00:16:23,849 --> 00:16:24,883
big gloves and everything.
483
00:16:24,883 --> 00:16:26,018
And now equipment
484
00:16:26,018 --> 00:16:27,219
has gotten so much better,
485
00:16:27,219 --> 00:16:28,554
so much lighter.
486
00:16:28,554 --> 00:16:28,988
So.
487
00:16:28,988 --> 00:16:31,991
You know.
488
00:16:32,157 --> 00:16:35,160
Or
489
00:16:35,928 --> 00:16:36,795
I can't think of the way
490
00:16:36,795 --> 00:16:37,629
I see it of
491
00:16:37,629 --> 00:16:38,831
but just way more comfortable
492
00:16:38,831 --> 00:16:40,165
than they were back in those days.
493
00:16:40,165 --> 00:16:41,367
So there's there's better options
494
00:16:41,367 --> 00:16:42,267
now than it used to be.
495
00:16:42,267 --> 00:16:44,003
I'll tell you something else, too.
496
00:16:44,003 --> 00:16:44,737
I don't know about you,
497
00:16:44,737 --> 00:16:46,538
but my ears ring all the time.
498
00:16:46,538 --> 00:16:47,506
I have ten
499
00:16:47,506 --> 00:16:48,741
toenails in my ears, rings
500
00:16:48,741 --> 00:16:50,542
ring all the time
501
00:16:50,542 --> 00:16:53,545
and is just just such a pain.
502
00:16:53,879 --> 00:16:57,383
So I listen to at high speed Edgers.
503
00:16:57,750 --> 00:16:59,518
When I was when I was young,
504
00:16:59,518 --> 00:17:00,986
we didn't wear ear protection.
505
00:17:00,986 --> 00:17:01,954
And those high speed,
506
00:17:01,954 --> 00:17:03,422
that high speed equipment
507
00:17:03,422 --> 00:17:06,158
in closets and stuff like that,
508
00:17:06,158 --> 00:17:09,161
it's that, you know, you pay the price.
509
00:17:09,561 --> 00:17:10,562
I put mine on.
510
00:17:11,563 --> 00:17:14,566
Yeah.
511
00:17:43,529 --> 00:17:45,197
Yeah,
512
00:17:45,197 --> 00:17:48,200
yeah, yeah.
513
00:18:02,648 --> 00:18:06,585
and that sat on my dashboard
514
00:18:06,652 --> 00:18:10,722
in my truck for, I bet, almost a year.
515
00:18:11,390 --> 00:18:14,393
Wow.
516
00:18:28,140 --> 00:18:29,041
Yeah.
517
00:18:29,041 --> 00:18:32,044
I mean, they work.
518
00:18:34,646 --> 00:18:35,481
Forget about it.
519
00:18:35,481 --> 00:18:36,648
That was it.
520
00:18:36,648 --> 00:18:39,251
I Yeah. off.
521
00:18:39,251 --> 00:18:42,121
And the crew?
522
00:18:42,121 --> 00:18:43,522
there's
523
00:18:43,522 --> 00:18:46,525
that I heard from them about
524
00:18:49,094 --> 00:18:50,596
For wearing that.
525
00:18:50,596 --> 00:18:53,599
I it. I didn't care.
526
00:18:53,632 --> 00:18:55,734
I absolutely did not
527
00:18:55,734 --> 00:18:58,737
Yeah.
528
00:19:02,541 --> 00:19:03,275
Well,
529
00:19:03,275 --> 00:19:03,842
you, you're
530
00:19:03,842 --> 00:19:06,145
look at a long distance truck drivers.
531
00:19:06,145 --> 00:19:07,079
You ever been a long distance
532
00:19:07,079 --> 00:19:08,680
truck drivers Truck?
533
00:19:08,680 --> 00:19:10,616
I bet you have a time or two
534
00:19:10,616 --> 00:19:13,585
no, no, a lot.
535
00:19:13,585 --> 00:19:15,754
I'm not saying you're a lot lizard,
536
00:19:15,754 --> 00:19:17,055
lizard or anything, but.
537
00:19:17,055 --> 00:19:20,526
But no, those, those, those trucks are
538
00:19:20,526 --> 00:19:21,393
their
539
00:19:21,393 --> 00:19:24,296
seats are unbelievably comfortable.
540
00:19:24,296 --> 00:19:26,031
I mean there's like
541
00:19:26,031 --> 00:19:28,600
I was just a Cadillacs, but they're like
542
00:19:28,600 --> 00:19:30,502
the most comfortable seat you ever sat in
543
00:19:30,502 --> 00:19:32,638
because that driver is in that seat
544
00:19:32,638 --> 00:19:35,140
for hours and hours at a time.
545
00:19:35,140 --> 00:19:37,576
So you might as well make it comfortable
546
00:19:37,576 --> 00:19:39,278
for yourself. You know what I mean?
547
00:19:39,278 --> 00:19:41,046
Same thing with the stone floors.
548
00:19:41,046 --> 00:19:42,814
All right, let's switch gears.
549
00:19:42,814 --> 00:19:45,050
All right. We talked about trust.
550
00:19:45,050 --> 00:19:47,452
I'll tell you, I've been thinking about
551
00:19:47,452 --> 00:19:48,387
this the other day, Rob,
552
00:19:49,821 --> 00:19:51,423
what are the what are the two?
553
00:19:51,423 --> 00:19:51,790
A couple
554
00:19:51,790 --> 00:19:53,158
the two biggest concerns
555
00:19:53,158 --> 00:19:54,359
when you're having your flaws done
556
00:19:54,359 --> 00:19:56,595
that the homeowner has,
557
00:19:56,595 --> 00:19:58,830
number one is does right.
558
00:19:58,830 --> 00:20:01,099
I would say that's number and yeah,
559
00:20:01,099 --> 00:20:03,168
I think dust is number Yeah.
560
00:20:03,168 --> 00:20:05,337
I think another thing, too, is
561
00:20:05,337 --> 00:20:08,006
that if the homeowner would admitted like
562
00:20:08,006 --> 00:20:10,175
using the bathroom, using the restroom,
563
00:20:10,175 --> 00:20:11,343
it's another one
564
00:20:11,343 --> 00:20:14,279
and and you know, that type of thing.
565
00:20:14,279 --> 00:20:16,815
I think now if I was doing floors,
566
00:20:16,815 --> 00:20:19,918
I would have a checklist of of,
567
00:20:19,918 --> 00:20:21,887
you know, here's just so we know
568
00:20:21,887 --> 00:20:23,288
so, you know,
569
00:20:23,288 --> 00:20:23,989
here's some things
570
00:20:23,989 --> 00:20:24,523
that have
571
00:20:24,523 --> 00:20:26,158
a checklist of things that you know
572
00:20:26,158 --> 00:20:28,894
give us your feedback on this
573
00:20:28,894 --> 00:20:30,295
and one of them would be
574
00:20:30,295 --> 00:20:31,530
what time do you want us to start
575
00:20:31,530 --> 00:20:33,131
and leave every day?
576
00:20:33,131 --> 00:20:34,233
So that would be a biggie because,
577
00:20:34,233 --> 00:20:34,766
you know,
578
00:20:34,766 --> 00:20:35,667
the lady's getting the kids
579
00:20:35,667 --> 00:20:36,568
ready for whatever
580
00:20:36,568 --> 00:20:37,402
and they're getting home.
581
00:20:37,402 --> 00:20:38,470
Maybe they don't want you in the house
582
00:20:38,470 --> 00:20:40,072
at a certain time period or whatever.
583
00:20:40,072 --> 00:20:41,173
If you were to put that down
584
00:20:41,173 --> 00:20:42,341
there, I'd be doing it right away.
585
00:20:42,341 --> 00:20:45,344
Yeah, person cares about my house.
586
00:20:45,410 --> 00:20:46,445
The second one is
587
00:20:47,646 --> 00:20:48,747
just so they don't have to see it.
588
00:20:48,747 --> 00:20:49,615
Are you comfortable with us
589
00:20:49,615 --> 00:20:52,017
using the downstairs restroom or no,
590
00:20:52,017 --> 00:20:53,752
Just check.
591
00:20:53,752 --> 00:20:56,488
Yes. Or check now. Right.
592
00:20:56,488 --> 00:20:58,557
And I think those things right there
593
00:20:58,557 --> 00:21:00,759
and then and then also smoking
594
00:21:00,759 --> 00:21:01,360
and already
595
00:21:01,360 --> 00:21:02,094
ahead of time,
596
00:21:02,094 --> 00:21:03,962
just put check it yourself
597
00:21:03,962 --> 00:21:05,764
so we don't smoke in the house.
598
00:21:05,764 --> 00:21:08,100
If you do those things right off the bat,
599
00:21:08,100 --> 00:21:09,501
I think you're going to garner
600
00:21:09,501 --> 00:21:12,504
trust like and put a lot of things
601
00:21:12,738 --> 00:21:15,274
concerns to the wayside Real quick.
602
00:21:15,274 --> 00:21:18,277
Go
603
00:21:18,977 --> 00:21:20,245
I don't know if I'm going to ask
604
00:21:20,245 --> 00:21:22,714
if I can use our bathroom.
605
00:21:22,714 --> 00:21:23,682
I don't know if I'm going
606
00:21:23,682 --> 00:21:26,385
to throw that out there. you?
607
00:21:26,385 --> 00:21:29,388
I think so.
608
00:21:35,127 --> 00:21:38,130
So
609
00:22:29,881 --> 00:22:32,884
yeah
610
00:22:37,489 --> 00:22:38,557
yeah.
611
00:22:38,557 --> 00:22:39,091
So see she
612
00:22:39,091 --> 00:22:40,258
that's what she wants you to say.
613
00:23:11,156 --> 00:23:14,159
Yeah,
614
00:23:20,332 --> 00:23:23,335
yeah, yeah,
615
00:23:24,269 --> 00:23:27,239
yeah,
616
00:24:07,179 --> 00:24:10,182
yeah.
617
00:24:34,306 --> 00:24:34,806
Okay.
618
00:24:34,806 --> 00:24:37,809
So
619
00:24:38,276 --> 00:24:40,078
yeah.
620
00:24:40,078 --> 00:24:41,513
So. Okay.
621
00:24:41,513 --> 00:24:42,481
Thank you.
622
00:24:42,481 --> 00:24:44,549
So
623
00:24:44,549 --> 00:24:45,150
a couple of things
624
00:24:45,150 --> 00:24:47,419
about that part of our challenge
625
00:24:47,419 --> 00:24:49,221
as foreign contractors is
626
00:24:49,221 --> 00:24:49,588
we're the
627
00:24:49,588 --> 00:24:50,789
we're one of the last ones in there
628
00:24:50,789 --> 00:24:52,290
in the house.
629
00:24:52,290 --> 00:24:54,259
And by the time they get to us,
630
00:24:54,259 --> 00:24:56,428
they're loaded for bear.
631
00:24:56,428 --> 00:24:59,164
The joke she may have made some
632
00:24:59,164 --> 00:25:00,699
overpromised or whatever didn't get
633
00:25:00,699 --> 00:25:02,267
do things you're supposed to do.
634
00:25:02,267 --> 00:25:03,468
Our guys like for the job.
635
00:25:03,468 --> 00:25:04,836
The painter didn't show up
636
00:25:04,836 --> 00:25:06,605
and now she's educated.
637
00:25:06,605 --> 00:25:07,138
By the time
638
00:25:07,138 --> 00:25:08,273
the floor guy shows up,
639
00:25:08,273 --> 00:25:10,175
they're like, All right, this clown,
640
00:25:10,175 --> 00:25:11,309
they're loaded for bear.
641
00:25:11,309 --> 00:25:12,344
Now, I
642
00:25:12,344 --> 00:25:14,880
now I know now, now I've been educated
643
00:25:14,880 --> 00:25:16,047
and they're out of money.
644
00:25:16,047 --> 00:25:16,581
Yeah.
645
00:25:16,581 --> 00:25:17,582
Can take away that fancy
646
00:25:17,582 --> 00:25:18,750
medallion and borders. Now.
647
00:25:18,750 --> 00:25:20,452
Now it's just greatly.
648
00:25:20,452 --> 00:25:22,921
We should go first.
649
00:25:22,921 --> 00:25:23,788
We have all the money.
650
00:25:23,788 --> 00:25:24,990
We'd be doing fancier floors
651
00:25:24,990 --> 00:25:26,391
if the floor guy went first.
652
00:25:26,391 --> 00:25:28,093
said it's the concrete, guys.
653
00:25:28,093 --> 00:25:29,995
That's what you want to do. Yeah,
654
00:25:31,096 --> 00:25:32,297
Yeah.
655
00:25:32,297 --> 00:25:34,533
But I want to say something, though.
656
00:25:34,533 --> 00:25:36,201
So all the years I did floors,
657
00:25:36,201 --> 00:25:38,236
I was a relatively young man
658
00:25:38,236 --> 00:25:41,172
and most floor people are
659
00:25:41,172 --> 00:25:42,073
now.
660
00:25:42,073 --> 00:25:43,708
I'm an older. Gentleman.
661
00:25:43,708 --> 00:25:46,711
And now I see where older folks.
662
00:25:48,113 --> 00:25:51,116
Yeah I think the bad things are
663
00:25:51,516 --> 00:25:52,617
is beautiful
664
00:25:52,617 --> 00:25:54,519
though is a really nice shirt
665
00:25:54,519 --> 00:25:55,487
Very comfortable.
666
00:25:55,487 --> 00:25:56,221
You don't have to iron it.
667
00:25:56,221 --> 00:25:57,322
I can go traveling.
668
00:25:57,322 --> 00:25:58,123
I throw in a suitcase.
669
00:25:58,123 --> 00:25:59,824
It never gets wrinkled anyhow,
670
00:25:59,824 --> 00:26:02,260
Mitten remains bad ass. You're so.
671
00:26:02,260 --> 00:26:04,796
Anyhow, my point is
672
00:26:04,796 --> 00:26:06,431
If you buy it from a funeral home,
673
00:26:06,431 --> 00:26:07,799
no in eBay.
674
00:26:07,799 --> 00:26:09,034
But that's not a bad idea though.
675
00:26:09,034 --> 00:26:11,002
I know a funeral director.
676
00:26:11,002 --> 00:26:13,104
That guy looks like he's an extra large
677
00:26:13,104 --> 00:26:15,240
Where do you get all these great suits?
678
00:26:15,240 --> 00:26:16,308
Yeah.
679
00:26:16,308 --> 00:26:19,811
So anyhow,
680
00:26:19,811 --> 00:26:21,780
but I've never lived as an older guy
681
00:26:21,780 --> 00:26:23,782
until after I started doing floors.
682
00:26:23,782 --> 00:26:26,618
And I see how older people get more set
683
00:26:26,618 --> 00:26:27,786
in their ways
684
00:26:27,786 --> 00:26:29,187
where I can see them
685
00:26:29,187 --> 00:26:30,255
being more uncomfortable
686
00:26:30,255 --> 00:26:31,456
with someone using their bathroom
687
00:26:31,456 --> 00:26:31,823
or whatever,
688
00:26:31,823 --> 00:26:32,624
because they get,
689
00:26:32,624 --> 00:26:32,891
you know,
690
00:26:32,891 --> 00:26:33,758
they're more settled than they were
691
00:26:33,758 --> 00:26:35,226
they were in the past.
692
00:26:35,226 --> 00:26:36,828
If someone told me not to use a bathroom,
693
00:26:36,828 --> 00:26:37,696
I would have been offended.
694
00:26:38,730 --> 00:26:40,498
But now I'm thinking,
695
00:26:40,498 --> 00:26:41,933
now that might not be a bad idea
696
00:26:41,933 --> 00:26:43,234
to have a check a box
697
00:26:43,234 --> 00:26:47,739
to check off on that and that.
698
00:26:48,073 --> 00:26:49,240
Yeah, but hold on a sec.
699
00:26:49,240 --> 00:26:50,508
It
700
00:26:50,508 --> 00:26:53,511
depends on where I'm at.
701
00:26:53,845 --> 00:26:55,380
If I'm in a rural thinking,
702
00:26:55,380 --> 00:26:56,881
where's the bathroom?
703
00:26:56,881 --> 00:26:58,883
How far is it?
704
00:26:58,883 --> 00:27:01,886
if I'm in a rural area,
705
00:27:02,621 --> 00:27:05,123
If I'm in a rural area,
706
00:27:05,123 --> 00:27:06,291
I'd be thinking differently, though.
707
00:27:06,291 --> 00:27:06,925
I'm not going to drive
708
00:27:06,925 --> 00:27:08,026
five miles down the road to go
709
00:27:08,026 --> 00:27:09,027
use the restroom.
710
00:27:09,027 --> 00:27:10,595
Now I'm mad actually.
711
00:27:10,595 --> 00:27:12,497
712
00:27:12,497 --> 00:27:14,299
I think every floor guy has a
713
00:27:14,299 --> 00:27:17,102
there's the bane of every floor guy
714
00:27:17,102 --> 00:27:18,036
in the whole flooring
715
00:27:18,036 --> 00:27:21,039
industry is low hanging chandeliers,
716
00:27:21,473 --> 00:27:25,377
low low hanging light fixtures
717
00:27:25,377 --> 00:27:26,945
where you bang your head on one of those
718
00:27:26,945 --> 00:27:27,912
when you coat the floor
719
00:27:27,912 --> 00:27:29,547
or you're running a sander.
720
00:27:29,547 --> 00:27:30,649
Is there anything worse?
721
00:27:30,649 --> 00:27:31,950
It just grip your day worse.
722
00:27:32,884 --> 00:27:33,385
I don't know why.
723
00:27:33,385 --> 00:27:34,719
I just cross my my.
724
00:27:34,719 --> 00:27:38,690
behind probably two or 300 socks.
725
00:27:38,823 --> 00:27:39,357
I remember
726
00:27:39,357 --> 00:27:42,327
one day we just went out and bought
727
00:27:42,927 --> 00:27:45,897
a, you know, a box of socks
728
00:27:45,897 --> 00:27:48,600
just for that,
729
00:27:48,600 --> 00:27:49,801
and I never took them.
730
00:27:49,801 --> 00:27:52,804
We always left Yeah, yeah,
731
00:27:53,038 --> 00:27:56,041
yeah.
732
00:27:59,277 --> 00:28:02,280
I put it in the bid.
733
00:28:02,414 --> 00:28:03,314
All right, hotshot,
734
00:28:03,314 --> 00:28:06,317
Tell me how you earn some trust.
735
00:28:07,185 --> 00:28:09,154
I know we've been talking about this
736
00:28:09,154 --> 00:28:10,288
a lot lately.
737
00:28:10,288 --> 00:28:13,258
What you were saying.
738
00:28:13,324 --> 00:28:14,225
I think we're going
739
00:28:14,225 --> 00:28:15,260
to earn a little trust
740
00:28:15,260 --> 00:28:17,562
from communication.
741
00:28:17,562 --> 00:28:21,399
I also think that maybe
742
00:28:22,133 --> 00:28:23,401
I don't know
743
00:28:23,401 --> 00:28:26,404
how I would go about this, but
744
00:28:26,604 --> 00:28:28,773
we know what they're scared of.
745
00:28:28,773 --> 00:28:30,875
So maybe if you gave them numbers
746
00:28:30,875 --> 00:28:33,044
of the last three jobs or,
747
00:28:33,044 --> 00:28:34,446
you know, call this person
748
00:28:34,446 --> 00:28:36,448
or do you know this person or
749
00:28:36,448 --> 00:28:37,782
I don't like that.
750
00:28:37,782 --> 00:28:39,718
far we can go, I know you don't like it.
751
00:28:39,718 --> 00:28:41,886
I could tell the look on your face
752
00:28:41,886 --> 00:28:44,489
that you shirt staring right at me.
753
00:28:44,489 --> 00:28:44,989
Okay.
754
00:28:46,524 --> 00:28:48,960
I don't like it when people say, can I.
755
00:28:48,960 --> 00:28:51,196
Can I reference your last
756
00:28:51,196 --> 00:28:53,264
three people or whatever.
757
00:28:53,264 --> 00:28:54,165
I don't want to impose
758
00:28:54,165 --> 00:28:55,266
on my other customers.
759
00:28:55,266 --> 00:28:57,569
And also, it.
760
00:28:57,569 --> 00:29:00,739
I Yeah, but it doesn't hurt to ask.
761
00:29:02,140 --> 00:29:03,875
I don't think it's going to hurt to ask.
762
00:29:03,875 --> 00:29:06,878
Maybe show some testimonials
763
00:29:07,212 --> 00:29:10,215
of people
764
00:29:10,348 --> 00:29:11,683
you have three other phone lines
765
00:29:11,683 --> 00:29:14,686
in your house, though, right?
766
00:29:18,523 --> 00:29:18,957
on, man.
767
00:29:18,957 --> 00:29:20,592
You know you did it.
768
00:29:20,592 --> 00:29:23,428
Yeah, absolutely. Yeah.
769
00:29:23,428 --> 00:29:26,397
You always want to be an actor
770
00:29:27,899 --> 00:29:28,700
How are you?
771
00:29:28,700 --> 00:29:31,402
What I'm fine.
772
00:29:31,402 --> 00:29:34,405
No, I
773
00:29:35,039 --> 00:29:36,608
How am I about what?
774
00:29:36,608 --> 00:29:37,909
about building trust.
775
00:29:37,909 --> 00:29:39,778
What's your idea?
776
00:29:39,778 --> 00:29:42,147
Well, one I think one right
777
00:29:42,147 --> 00:29:43,047
out of the way is don't
778
00:29:43,047 --> 00:29:45,150
overpromise and under-deliver.
779
00:29:45,150 --> 00:29:47,085
I think he does have to be transparent
780
00:29:47,085 --> 00:29:48,586
with the expectation his write offs
781
00:29:48,586 --> 00:29:49,654
right off the bat.
782
00:29:49,654 --> 00:29:50,455
What you're going to do
783
00:29:50,455 --> 00:29:51,923
and what you're not going to do
784
00:29:51,923 --> 00:29:54,559
and and just just get it out right
785
00:29:54,559 --> 00:29:56,594
right away in the front side
786
00:29:56,594 --> 00:29:58,096
with clear communication.
787
00:29:58,096 --> 00:29:59,597
I think that set your expectations
788
00:29:59,597 --> 00:30:02,534
right away. And. Be very transparent.
789
00:30:02,534 --> 00:30:04,335
And I think that's a great start.
790
00:30:04,335 --> 00:30:06,137
Man. I am such
791
00:30:07,438 --> 00:30:09,507
I am such a stickler on being on time.
792
00:30:09,507 --> 00:30:10,675
I can't begin to tell you
793
00:30:10,675 --> 00:30:13,077
if you really want to tick me off
794
00:30:13,077 --> 00:30:16,047
in that job or this job, be late
795
00:30:16,781 --> 00:30:18,783
and be unprepared.
796
00:30:18,783 --> 00:30:21,419
Think do not show up unprepared, man.
797
00:30:21,419 --> 00:30:23,054
I am I.
798
00:30:23,054 --> 00:30:24,389
I cannot tell you how
799
00:30:24,389 --> 00:30:26,124
much that bothers me.
800
00:30:26,124 --> 00:30:29,127
It just.
801
00:30:29,928 --> 00:30:31,329
It just doesn't fly with me.
802
00:30:31,329 --> 00:30:32,697
So.
803
00:30:32,697 --> 00:30:35,967
So after talking to this woman today
804
00:30:35,967 --> 00:30:37,402
and I can't believe
805
00:30:37,402 --> 00:30:38,570
we're doing a show about it,
806
00:30:38,570 --> 00:30:40,805
I think another way of building
807
00:30:40,805 --> 00:30:43,942
a little trust is to let
808
00:30:43,942 --> 00:30:45,476
people know
809
00:30:45,476 --> 00:30:47,078
that you've been properly trained.
810
00:30:47,078 --> 00:30:48,780
Let people know
811
00:30:48,780 --> 00:30:51,382
that you're a member of the WFA,
812
00:30:51,382 --> 00:30:52,050
that you've.
813
00:30:52,050 --> 00:30:55,019
You've done training, that you have
814
00:30:55,153 --> 00:30:57,989
a certificate.
815
00:30:57,989 --> 00:30:59,924
And, you know, I mean, that's
816
00:30:59,924 --> 00:31:00,325
that's why
817
00:31:00,325 --> 00:31:01,559
we give you these certificates.
818
00:31:01,559 --> 00:31:02,527
We want you to use them.
819
00:31:02,527 --> 00:31:04,095
I mean, I know some people
820
00:31:04,095 --> 00:31:05,763
hang them up on the wall and that's good.
821
00:31:05,763 --> 00:31:07,599
But you know, maybe also
822
00:31:09,100 --> 00:31:11,236
to get a little trust
823
00:31:11,236 --> 00:31:14,505
and to let people know, hey, I'm See.
824
00:31:15,807 --> 00:31:17,275
I'm glad you brought that up.
825
00:31:17,275 --> 00:31:18,276
That's why
826
00:31:18,276 --> 00:31:19,377
I like doing this show with you.
827
00:31:19,377 --> 00:31:20,812
You got some real brilliant.
828
00:31:20,812 --> 00:31:22,013
You don't know.
829
00:31:22,013 --> 00:31:22,547
You don't know
830
00:31:22,547 --> 00:31:23,748
when you bring up something brilliant,
831
00:31:23,748 --> 00:31:24,983
But when you do bring up something,
832
00:31:24,983 --> 00:31:25,250
bring it.
833
00:31:25,250 --> 00:31:27,652
I recognize it and I expound on it.
834
00:31:27,652 --> 00:31:30,088
Okay,
835
00:31:30,088 --> 00:31:32,857
Well, actually, half a bell.
836
00:31:32,857 --> 00:31:34,792
Here's the thing about that.
837
00:31:34,792 --> 00:31:37,395
I've so many times heard people say,
838
00:31:37,395 --> 00:31:38,897
I'm a member of the FAA
839
00:31:38,897 --> 00:31:40,665
or I've gone to the end of day schools
840
00:31:40,665 --> 00:31:41,399
and nobody
841
00:31:41,399 --> 00:31:42,233
there's your tape is don't
842
00:31:42,233 --> 00:31:44,335
do me any good. Nobody asked.
843
00:31:44,335 --> 00:31:47,205
And here's how I here's how I sell those.
844
00:31:47,205 --> 00:31:47,939
Listen,
845
00:31:47,939 --> 00:31:49,474
I just want to let you know
846
00:31:49,474 --> 00:31:51,309
that we do take advantage
847
00:31:51,309 --> 00:31:52,677
of training in the industry.
848
00:31:52,677 --> 00:31:53,511
It may not mean
849
00:31:53,511 --> 00:31:54,579
something to a lot of people,
850
00:31:54,579 --> 00:31:55,880
but it means a lot to us
851
00:31:55,880 --> 00:31:57,882
because there's a lot of new technology
852
00:31:57,882 --> 00:31:59,250
in the last five years
853
00:31:59,250 --> 00:32:01,686
and we're on top of all that.
854
00:32:01,686 --> 00:32:03,655
We make sure the guys go to school,
855
00:32:03,655 --> 00:32:04,789
we get training
856
00:32:04,789 --> 00:32:07,191
and we take this seriously
857
00:32:07,191 --> 00:32:08,826
and here's our certificate.
858
00:32:08,826 --> 00:32:09,894
Now, like I said,
859
00:32:09,894 --> 00:32:11,162
some people, they look at this
860
00:32:11,162 --> 00:32:13,331
and it may not be anything to me, to you,
861
00:32:13,331 --> 00:32:15,633
but to us for our core values
862
00:32:15,633 --> 00:32:16,701
in our company,
863
00:32:16,701 --> 00:32:17,268
that we know
864
00:32:17,268 --> 00:32:17,869
there's a difference
865
00:32:17,869 --> 00:32:19,170
when you have a trained guy on a job
866
00:32:19,170 --> 00:32:20,571
and you don't have a train guy in a job
867
00:32:20,571 --> 00:32:23,007
or a guy that's been like kind of like,
868
00:32:24,142 --> 00:32:24,976
you know, has a good
869
00:32:24,976 --> 00:32:26,311
sense of how to do floors
870
00:32:26,311 --> 00:32:27,679
or he was taught by his uncle
871
00:32:27,679 --> 00:32:28,980
or his brother or whatever.
872
00:32:28,980 --> 00:32:30,081
That's not how we run things
873
00:32:30,081 --> 00:32:30,882
at the company.
874
00:32:30,882 --> 00:32:32,951
And we get them all training.
875
00:32:32,951 --> 00:32:34,585
And so you telling me
876
00:32:34,585 --> 00:32:36,955
that certificate means nothing now?
877
00:32:36,955 --> 00:32:37,922
I think it does mean
878
00:32:37,922 --> 00:32:38,990
I think it does mean no.
879
00:32:38,990 --> 00:32:40,458
I think it says a lot about the
880
00:32:40,458 --> 00:32:41,793
about the company and the character
881
00:32:41,793 --> 00:32:42,360
and what have you.
882
00:32:42,360 --> 00:32:44,996
So my $0.02 worth.
883
00:32:44,996 --> 00:32:45,930
I agree.
884
00:32:45,930 --> 00:32:48,266
I don't get me wrong.
885
00:32:48,266 --> 00:32:49,500
Let me say this.
886
00:32:49,500 --> 00:32:52,136
There are some third floor guys out there
887
00:32:52,136 --> 00:32:52,904
that have never gone
888
00:32:52,904 --> 00:32:54,505
to any end of schools, any
889
00:32:54,505 --> 00:32:55,907
any any, any
890
00:32:55,907 --> 00:32:57,809
manufacturers training schools.
891
00:32:57,809 --> 00:32:58,876
I totally recognize
892
00:32:58,876 --> 00:33:00,178
that there are some very,
893
00:33:00,178 --> 00:33:01,412
very talented people out there
894
00:33:01,412 --> 00:33:02,747
that have not gone to any schools.
895
00:33:02,747 --> 00:33:04,315
I totally recognize that.
896
00:33:04,315 --> 00:33:07,318
But I also think that I'm a big believer
897
00:33:07,318 --> 00:33:08,086
in training
898
00:33:08,086 --> 00:33:10,688
and it is a great sales tool
899
00:33:10,688 --> 00:33:12,924
if you if you use it properly,
900
00:33:15,326 --> 00:33:17,328
All right.
901
00:33:17,328 --> 00:33:20,331
At the Bone Convention,
902
00:33:20,531 --> 00:33:22,934
I was working the
903
00:33:22,934 --> 00:33:23,601
you know?
904
00:33:23,601 --> 00:33:26,604
Yep.
905
00:33:45,823 --> 00:33:48,826
Okay.
906
00:34:01,339 --> 00:34:04,342
Got the gold.
907
00:34:51,923 --> 00:34:53,958
You are so good.
908
00:34:53,958 --> 00:34:56,928
Yeah, you're good.
909
00:35:09,273 --> 00:35:10,408
There you go.
910
00:35:10,408 --> 00:35:10,808
Back in the.
911
00:35:10,808 --> 00:35:13,811
Game.
912
00:35:20,384 --> 00:35:23,387
No, I think that's, that's brilliant.
913
00:35:24,021 --> 00:35:27,024
Especially with the epic filter.
914
00:36:00,358 --> 00:36:01,259
Yeah.
915
00:36:01,259 --> 00:36:01,993
right?
916
00:36:01,993 --> 00:36:03,561
Really talking
917
00:36:03,561 --> 00:36:06,097
your dust containment system up.
918
00:36:06,097 --> 00:36:09,100
Really talking up the Green Guard gold,
919
00:36:09,467 --> 00:36:10,868
I mean. Yeah, we're selling.
920
00:36:10,868 --> 00:36:11,135
We're going
921
00:36:11,135 --> 00:36:14,138
to make more money for ourselves, but
922
00:36:14,172 --> 00:36:17,175
we're going to get trust.
923
00:36:18,776 --> 00:36:19,977
I think so much of it too
924
00:36:19,977 --> 00:36:21,679
has to do with communication.
925
00:36:21,679 --> 00:36:24,682
I mean, it is
926
00:36:25,550 --> 00:36:27,351
so, so important
927
00:36:27,351 --> 00:36:29,687
how you say something to somebody
928
00:36:29,687 --> 00:36:30,821
and for dealing with,
929
00:36:30,821 --> 00:36:32,056
with with homeowners.
930
00:36:32,056 --> 00:36:33,157
With with with ladies
931
00:36:33,157 --> 00:36:34,458
in the house or whatever.
932
00:36:34,458 --> 00:36:36,627
And you start mansplaining stuff
933
00:36:36,627 --> 00:36:38,629
or you start talking down to people,
934
00:36:38,629 --> 00:36:39,330
you start to act like
935
00:36:39,330 --> 00:36:41,132
you should know this already or whatever,
936
00:36:41,132 --> 00:36:41,966
Why are you even asking
937
00:36:41,966 --> 00:36:44,235
this question, man? It's just a
938
00:36:45,903 --> 00:36:48,005
you know,
939
00:36:48,005 --> 00:36:48,573
it's a
940
00:36:48,573 --> 00:36:49,707
sure fire way
941
00:36:49,707 --> 00:36:51,509
to just shoot yourself in the foot
942
00:36:51,509 --> 00:36:52,577
and start a relationship
943
00:36:52,577 --> 00:36:54,679
that starts going south real quick.
944
00:36:54,679 --> 00:36:56,948
If you don't have any empathy for them,
945
00:36:56,948 --> 00:36:58,816
if you don't hear them,
946
00:36:58,816 --> 00:37:00,117
I mean, you know what I mean?
947
00:37:00,117 --> 00:37:03,120
We both know a sales rep, you and I,
948
00:37:04,388 --> 00:37:07,258
that had zero empathy
949
00:37:07,258 --> 00:37:08,926
and would not listen to people.
950
00:37:08,926 --> 00:37:10,528
He would hear people talk,
951
00:37:10,528 --> 00:37:12,463
but he would not listen to people.
952
00:37:12,463 --> 00:37:15,466
And and he would like
953
00:37:15,466 --> 00:37:17,101
wait for you to get finished talking.
954
00:37:17,101 --> 00:37:19,537
And he would just put himself on pause.
955
00:37:19,537 --> 00:37:21,339
And then and then and then just
956
00:37:21,339 --> 00:37:23,040
just so he could start talking again.
957
00:37:23,040 --> 00:37:24,175
You know what I mean?
958
00:37:24,175 --> 00:37:25,843
And just kind of talk to over people
959
00:37:25,843 --> 00:37:28,579
and what have you. And so
960
00:37:29,747 --> 00:37:31,115
that is a skill.
961
00:37:31,115 --> 00:37:32,250
I said, my.
962
00:37:32,250 --> 00:37:35,152
Uncle. Was
963
00:37:35,152 --> 00:37:36,387
I don't think he was one of the best four
964
00:37:36,387 --> 00:37:37,989
guys I ever know.
965
00:37:37,989 --> 00:37:39,323
I mean, he was a good floor guy.
966
00:37:39,323 --> 00:37:42,326
But but I think what
967
00:37:42,860 --> 00:37:44,195
what made him successful is
968
00:37:44,195 --> 00:37:46,397
he was so believable and trustworthy,
969
00:37:46,397 --> 00:37:46,964
you know what I mean?
970
00:37:46,964 --> 00:37:47,465
And people were just
971
00:37:47,465 --> 00:37:49,233
so put at ease with him.
972
00:37:49,233 --> 00:37:51,335
And and there's just a communication,
973
00:37:51,335 --> 00:37:52,370
communication skills
974
00:37:52,370 --> 00:37:54,005
which were fantastic.
975
00:37:54,005 --> 00:37:57,008
And that all kind of goes towards
976
00:37:57,141 --> 00:37:59,043
the skill on the trust.
977
00:37:59,043 --> 00:38:02,046
So I think that's as important.
978
00:38:02,947 --> 00:38:04,815
I would if I was back in the game
979
00:38:04,815 --> 00:38:05,549
and had been
980
00:38:05,549 --> 00:38:07,285
just doing estimates and everything,
981
00:38:07,285 --> 00:38:09,820
I would be treating everybody
982
00:38:09,820 --> 00:38:12,757
like they are scared to death
983
00:38:12,757 --> 00:38:14,959
of not really knowing me.
984
00:38:14,959 --> 00:38:16,827
Maybe they heard about me.
985
00:38:16,827 --> 00:38:19,664
There's going to be a you know what?
986
00:38:19,664 --> 00:38:20,631
Like when that woman
987
00:38:20,631 --> 00:38:23,134
said this to me today,
988
00:38:23,134 --> 00:38:25,603
I've been screwed so many times.
989
00:38:25,603 --> 00:38:27,305
Wow. And,
990
00:38:28,539 --> 00:38:30,541
you know, nowadays,
991
00:38:30,541 --> 00:38:31,642
you know it
992
00:38:31,642 --> 00:38:33,678
there's a lot of that going on out there.
993
00:38:33,678 --> 00:38:34,312
I think.
994
00:38:34,312 --> 00:38:37,214
I think I treat every customer like
995
00:38:37,214 --> 00:38:39,083
this person has been wronged
996
00:38:39,083 --> 00:38:40,151
a bunch of times.
997
00:38:40,151 --> 00:38:43,154
I'm going to be the one that,
998
00:38:43,387 --> 00:38:44,955
Yep,
999
00:38:44,955 --> 00:38:46,290
yep. Yep.
1000
00:38:46,290 --> 00:38:49,293
Good stuff.
1001
00:38:50,895 --> 00:38:52,630
What are the three key elements of trust?
1002
00:38:52,630 --> 00:38:54,565
Rob
1003
00:38:54,565 --> 00:38:57,568
right.
1004
00:38:57,735 --> 00:38:59,770
The judgment and expertise,
1005
00:38:59,770 --> 00:39:01,138
boom, right off the bat.
1006
00:39:01,138 --> 00:39:04,108
That's number one.
1007
00:39:04,241 --> 00:39:05,810
You can't argue with that.
1008
00:39:05,810 --> 00:39:07,144
And we go back to
1009
00:39:07,144 --> 00:39:08,446
what we were just saying.
1010
00:39:08,446 --> 00:39:10,648
If you're the expert,
1011
00:39:10,648 --> 00:39:13,084
you got to be able to explain to them
1012
00:39:13,084 --> 00:39:16,087
why you're the Well, that goes
1013
00:39:16,153 --> 00:39:17,188
back to what we talked
1014
00:39:17,188 --> 00:39:18,589
about with schools and also, well,
1015
00:39:18,589 --> 00:39:21,592
I, well, I said I don't like yeah,
1016
00:39:21,592 --> 00:39:22,727
I don't like to give out
1017
00:39:22,727 --> 00:39:24,328
like the last three people that did
1018
00:39:24,328 --> 00:39:25,830
as four as we lived in the Bay Area.
1019
00:39:25,830 --> 00:39:26,731
People are boom boom,
1020
00:39:26,731 --> 00:39:28,399
they're fast, you know, I mean they're
1021
00:39:28,399 --> 00:39:30,301
they don't have time then whatever.
1022
00:39:30,301 --> 00:39:31,469
Come over look at my house.
1023
00:39:31,469 --> 00:39:32,169
Yeah they did a great
1024
00:39:32,169 --> 00:39:33,971
they didn't know when it's time for that.
1025
00:39:33,971 --> 00:39:36,207
But what I would do
1026
00:39:36,207 --> 00:39:38,909
is show pictures of my past jobs
1027
00:39:38,909 --> 00:39:39,844
in presentations
1028
00:39:39,844 --> 00:39:42,413
and videos of in-progress stuff.
1029
00:39:42,413 --> 00:39:43,180
Here's a challenge
1030
00:39:43,180 --> 00:39:44,849
that this one before had,
1031
00:39:44,849 --> 00:39:46,317
and this is what we did,
1032
00:39:46,317 --> 00:39:47,418
and this is why it turned out
1033
00:39:47,418 --> 00:39:48,986
the way that it didn't want to have you.
1034
00:39:48,986 --> 00:39:50,221
And, you know,
1035
00:39:50,221 --> 00:39:52,423
and the different species of wood, man.
1036
00:39:52,423 --> 00:39:53,157
And also,
1037
00:39:54,625 --> 00:39:55,826
you know, there's so many
1038
00:39:55,826 --> 00:39:56,727
things that are subjective
1039
00:39:56,727 --> 00:39:57,628
about floors
1040
00:39:57,628 --> 00:39:59,130
that this is where a lot of times
1041
00:39:59,130 --> 00:40:01,165
where you get caught,
1042
00:40:01,165 --> 00:40:02,199
I don't say get cut,
1043
00:40:02,199 --> 00:40:05,035
but get yourself in a bad situation.
1044
00:40:05,035 --> 00:40:07,138
You start breaking out the wood floors.
1045
00:40:07,138 --> 00:40:07,304
Well,
1046
00:40:07,304 --> 00:40:08,906
I thought all the floors
1047
00:40:08,906 --> 00:40:09,407
were going to be.
1048
00:40:09,407 --> 00:40:11,375
How come so many short boards?
1049
00:40:11,375 --> 00:40:12,176
I thought,
1050
00:40:12,176 --> 00:40:12,843
why are you giving me
1051
00:40:12,843 --> 00:40:13,711
all the short boards?
1052
00:40:13,711 --> 00:40:15,312
I thought they're going to be long ones.
1053
00:40:15,312 --> 00:40:15,713
Let's see.
1054
00:40:15,713 --> 00:40:18,349
The existing house has all eight foot,
1055
00:40:18,349 --> 00:40:19,583
nine foot, ten foot boards
1056
00:40:19,583 --> 00:40:21,385
because it was a 1930s not.
1057
00:40:21,385 --> 00:40:24,388
I mean, now we've got nested bundles.
1058
00:40:24,455 --> 00:40:25,556
So building the job,
1059
00:40:25,556 --> 00:40:26,924
that's something that would be
1060
00:40:26,924 --> 00:40:27,758
good thing to point out.
1061
00:40:27,758 --> 00:40:29,527
I just want to let you know,
1062
00:40:29,527 --> 00:40:30,761
in today's modern floors
1063
00:40:30,761 --> 00:40:32,163
it comes nested bundles.
1064
00:40:32,163 --> 00:40:33,264
However, we stagger
1065
00:40:33,264 --> 00:40:34,398
the boards really nicely
1066
00:40:34,398 --> 00:40:35,699
and we make sure that we don't
1067
00:40:35,699 --> 00:40:37,001
put any clusters in this,
1068
00:40:37,001 --> 00:40:38,969
that in the area and what have you.
1069
00:40:38,969 --> 00:40:40,771
And It does explain that to them
1070
00:40:40,771 --> 00:40:43,541
because if you're expecting that floor
1071
00:40:43,541 --> 00:40:45,109
and you're going to get this floor,
1072
00:40:45,109 --> 00:40:46,110
we're already
1073
00:40:46,110 --> 00:40:48,979
we're already on opposite sides of,
1074
00:40:48,979 --> 00:40:51,649
you know, right. Right.
1075
00:40:53,184 --> 00:40:54,351
I wonder if that's a question.
1076
00:40:54,351 --> 00:40:55,986
Is that a question?
1077
00:40:55,986 --> 00:40:56,987
You think that's a question
1078
00:40:56,987 --> 00:40:58,189
you should ask?
1079
00:40:58,189 --> 00:41:01,192
What are your concerns?
1080
00:41:02,726 --> 00:41:03,327
100%.
1081
00:41:03,327 --> 00:41:04,094
What are your concerns
1082
00:41:04,094 --> 00:41:06,030
having your floors that.
1083
00:41:06,030 --> 00:41:07,731
Yeah. About this job?
1084
00:41:07,731 --> 00:41:10,734
Maybe one of them is a bathroom.
1085
00:41:13,804 --> 00:41:15,840
I'm not I'm not saying
1086
00:41:15,840 --> 00:41:18,843
I had a bad experience.
1087
00:41:22,746 --> 00:41:23,547
Yeah, it looks like
1088
00:41:23,547 --> 00:41:26,517
he's got a huge shirt on
1089
00:41:46,670 --> 00:41:47,137
You know,
1090
00:41:47,137 --> 00:41:48,172
there
1091
00:41:48,172 --> 00:41:51,075
isn't many things more uncomfortable
1092
00:41:51,075 --> 00:41:52,977
when you know you got a customer
1093
00:41:52,977 --> 00:41:54,778
that is sideways
1094
00:41:54,778 --> 00:41:56,280
and you're on the job
1095
00:41:56,280 --> 00:41:58,249
good, bad or right or wrong
1096
00:41:58,249 --> 00:41:59,750
that, that you can tell
1097
00:41:59,750 --> 00:42:01,418
that the trust isn't there
1098
00:42:01,418 --> 00:42:03,687
or an expectation isn't there
1099
00:42:03,687 --> 00:42:05,923
or something is going to miss and.
1100
00:42:05,923 --> 00:42:06,824
When you find yourself
1101
00:42:06,824 --> 00:42:08,659
on that side of the equation,
1102
00:42:08,659 --> 00:42:09,660
that's a bad place to be.
1103
00:42:09,660 --> 00:42:10,828
And I'll tell you something,
1104
00:42:10,828 --> 00:42:11,695
that's why I stopped
1105
00:42:11,695 --> 00:42:15,699
doing insurance work, because when I when
1106
00:42:17,635 --> 00:42:18,836
when we did your floors,
1107
00:42:18,836 --> 00:42:20,638
95% of the time,
1108
00:42:20,638 --> 00:42:22,740
we were probably referred by somebody,
1109
00:42:22,740 --> 00:42:23,407
right?
1110
00:42:23,407 --> 00:42:24,475
Somebody says, Hey,
1111
00:42:24,475 --> 00:42:25,876
yeah, wing or whatever,
1112
00:42:25,876 --> 00:42:26,477
had any floors
1113
00:42:26,477 --> 00:42:27,278
that our floor has been
1114
00:42:27,278 --> 00:42:28,012
and did a fantastic
1115
00:42:28,012 --> 00:42:29,780
job, blah, blah, blah.
1116
00:42:29,780 --> 00:42:31,549
But when I did insurance work,
1117
00:42:31,549 --> 00:42:33,517
I'm somebody they don't know.
1118
00:42:33,517 --> 00:42:34,618
They got sent in here
1119
00:42:34,618 --> 00:42:35,986
by an insurance company.
1120
00:42:35,986 --> 00:42:37,555
They're already thinking,
1121
00:42:37,555 --> 00:42:37,888
you know,
1122
00:42:37,888 --> 00:42:39,123
I paid all this insurance money
1123
00:42:39,123 --> 00:42:41,358
all the time, I'm going to get screwed.
1124
00:42:41,358 --> 00:42:42,693
That they're you know, they're expecting
1125
00:42:42,693 --> 00:42:43,227
that their floors
1126
00:42:43,227 --> 00:42:44,528
are going to be replaced.
1127
00:42:44,528 --> 00:42:45,262
Insurance companies
1128
00:42:45,262 --> 00:42:46,797
just going to stay here and finish it.
1129
00:42:46,797 --> 00:42:47,798
And. Sometimes everything.
1130
00:42:47,798 --> 00:42:50,601
And I'm going to show I'm disappointed
1131
00:42:50,601 --> 00:42:52,536
and that they should have replaced
1132
00:42:52,536 --> 00:42:54,638
my floors. You see what I'm saying?
1133
00:42:54,638 --> 00:42:56,707
There's there's no trust there.
1134
00:42:56,707 --> 00:42:58,709
And I would have to work to build.
1135
00:42:58,709 --> 00:43:00,945
I would have to work that entire job
1136
00:43:00,945 --> 00:43:02,980
too hard to build that trust.
1137
00:43:02,980 --> 00:43:03,881
And after a while I was like,
1138
00:43:03,881 --> 00:43:05,115
I don't need this.
1139
00:43:05,115 --> 00:43:05,783
I don't have to
1140
00:43:05,783 --> 00:43:07,017
I don't want to have to fight like did.
1141
00:43:07,017 --> 00:43:07,585
I mean,
1142
00:43:07,585 --> 00:43:08,352
I want to have to fight
1143
00:43:08,352 --> 00:43:09,453
that long to build their,
1144
00:43:09,453 --> 00:43:11,055
trust me, have on referral jobs.
1145
00:43:11,055 --> 00:43:11,789
They know who I am
1146
00:43:11,789 --> 00:43:13,691
and it's a much easier conversation
1147
00:43:13,691 --> 00:43:15,259
and blah blah, blah.
1148
00:43:15,259 --> 00:43:16,327
And and I didn't
1149
00:43:16,327 --> 00:43:17,428
want to jump through all the hoops
1150
00:43:17,428 --> 00:43:18,262
and play the games that the
1151
00:43:18,262 --> 00:43:20,331
insurance companies play. So
1152
00:43:21,265 --> 00:43:24,001
then I'll tell you what,
1153
00:43:24,001 --> 00:43:26,937
referrals are gold referrals.
1154
00:43:26,937 --> 00:43:28,105
I mean,
1155
00:43:28,105 --> 00:43:30,541
that's why by doing these type of things,
1156
00:43:30,541 --> 00:43:31,875
by doing all these things,
1157
00:43:31,875 --> 00:43:33,544
we're talking about showing up.
1158
00:43:33,544 --> 00:43:35,412
Don't park in the parking lot
1159
00:43:35,412 --> 00:43:36,380
because
1160
00:43:36,380 --> 00:43:38,048
you got a little bit of an oil leak
1161
00:43:38,048 --> 00:43:38,849
given the newspaper.
1162
00:43:38,849 --> 00:43:40,951
As soon as you walk in all these things,
1163
00:43:40,951 --> 00:43:41,819
you do those things
1164
00:43:41,819 --> 00:43:43,087
and you don't have to advertise
1165
00:43:43,087 --> 00:43:44,855
a lot of times for a small company.
1166
00:43:44,855 --> 00:43:46,423
So the effort
1167
00:43:46,423 --> 00:43:48,192
you put into doing these things,
1168
00:43:48,192 --> 00:43:49,226
give them the floor kit,
1169
00:43:49,226 --> 00:43:51,362
give them coasters for the furniture
1170
00:43:51,362 --> 00:43:52,296
in my mind
1171
00:43:52,296 --> 00:43:53,130
replaces
1172
00:43:53,130 --> 00:43:54,031
what you would have to do
1173
00:43:54,031 --> 00:43:55,966
to advertise to pick up more jobs.
1174
00:43:55,966 --> 00:43:57,368
You see what I'm saying?
1175
00:43:57,368 --> 00:44:00,371
tell everybody in our schools, okay.
1176
00:44:00,404 --> 00:44:03,040
Referral money, referral
1177
00:44:03,040 --> 00:44:06,210
referrals are how much referrals are.
1178
00:44:06,510 --> 00:44:08,479
One, can you get in here? They Yeah,
1179
00:44:09,546 --> 00:44:09,947
yeah,
1180
00:44:09,947 --> 00:44:12,983
yeah, is is the best work.
1181
00:44:13,150 --> 00:44:15,319
Everything that that we're doing,
1182
00:44:15,319 --> 00:44:16,153
we're doing floor
1183
00:44:16,153 --> 00:44:17,621
should be working around
1184
00:44:17,621 --> 00:44:21,358
getting that referral, making that person
1185
00:44:21,358 --> 00:44:23,427
so happy that
1186
00:44:23,427 --> 00:44:24,028
we know
1187
00:44:24,028 --> 00:44:26,430
that they're going to talk about us.
1188
00:44:26,430 --> 00:44:26,797
All right.
1189
00:44:26,797 --> 00:44:28,332
Let's move on to the next one
1190
00:44:28,332 --> 00:44:29,733
then the last one. All right.
1191
00:44:29,733 --> 00:44:32,736
So our first the three
1192
00:44:33,103 --> 00:44:35,105
elements of trust, positive
1193
00:44:35,105 --> 00:44:36,573
relationships,
1194
00:44:36,573 --> 00:44:38,142
good judgment and expertise.
1195
00:44:38,142 --> 00:44:39,843
And the final one,
1196
00:44:39,843 --> 00:44:42,212
this one says Wayne Highlander.
1197
00:44:42,212 --> 00:44:43,113
All over it.
1198
00:44:43,113 --> 00:44:46,116
I'm going to give you a belt just for
1199
00:44:46,884 --> 00:44:48,118
consistency.
1200
00:44:48,118 --> 00:44:49,053
Go.
1201
00:44:49,053 --> 00:44:52,056
This is you, baby.
1202
00:44:53,357 --> 00:44:55,192
Just kidding.
1203
00:44:55,192 --> 00:44:56,527
Well, that,
1204
00:44:56,527 --> 00:44:58,696
that, that to me is having a system,
1205
00:44:58,696 --> 00:45:02,366
having a system that works and,
1206
00:45:02,366 --> 00:45:03,133
you know, that's why
1207
00:45:03,133 --> 00:45:04,301
we never had a floor like,
1208
00:45:04,301 --> 00:45:04,535
okay,
1209
00:45:04,535 --> 00:45:05,669
if we're going to do a natural floor,
1210
00:45:05,669 --> 00:45:06,870
we send it with this.
1211
00:45:06,870 --> 00:45:08,639
If we're going to do a dark scene,
1212
00:45:08,639 --> 00:45:10,040
we do it like this.
1213
00:45:10,040 --> 00:45:11,141
We did them all the same
1214
00:45:11,141 --> 00:45:12,476
that we didn't have to worry
1215
00:45:12,476 --> 00:45:13,377
that there would be like,
1216
00:45:13,377 --> 00:45:14,978
well, they change colors, whatever.
1217
00:45:14,978 --> 00:45:17,147
Now, our standing system may not
1218
00:45:17,147 --> 00:45:17,815
be shows,
1219
00:45:17,815 --> 00:45:19,316
surface scratches
1220
00:45:19,316 --> 00:45:19,950
and that type of stuff
1221
00:45:19,950 --> 00:45:21,885
because we didn't send it the same way.
1222
00:45:21,885 --> 00:45:23,454
That's why we didn't
1223
00:45:23,454 --> 00:45:24,988
have three different prices.
1224
00:45:24,988 --> 00:45:25,355
You know,
1225
00:45:25,355 --> 00:45:26,790
we didn't have a razzle dazzle price
1226
00:45:26,790 --> 00:45:27,691
and a good price
1227
00:45:27,691 --> 00:45:28,759
because every one of them,
1228
00:45:28,759 --> 00:45:30,627
every one was a custom shop.
1229
00:45:30,627 --> 00:45:33,030
So and by doing that,
1230
00:45:33,030 --> 00:45:34,131
you didn't have to worry that,
1231
00:45:34,131 --> 00:45:35,632
okay, now we're really going.
1232
00:45:35,632 --> 00:45:37,935
That's why when you remember years ago,
1233
00:45:37,935 --> 00:45:39,169
when when the
1234
00:45:40,337 --> 00:45:41,972
natural floors were the thing
1235
00:45:41,972 --> 00:45:43,407
everybody wanted, natural finished
1236
00:45:43,407 --> 00:45:44,742
floor, light floor, natural feature.
1237
00:45:44,742 --> 00:45:46,677
I'm not talking about white stain either.
1238
00:45:46,677 --> 00:45:47,311
And then that
1239
00:45:47,311 --> 00:45:49,980
then that turned into dark stains.
1240
00:45:49,980 --> 00:45:50,881
And then you see guys
1241
00:45:50,881 --> 00:45:52,216
that got into the trade
1242
00:45:52,216 --> 00:45:54,618
the last five years were. Struggling.
1243
00:45:54,618 --> 00:45:56,019
Because what worked on those natural
1244
00:45:56,019 --> 00:45:57,888
finished floors was not working anymore
1245
00:45:57,888 --> 00:45:59,223
on those dark stain floors.
1246
00:45:59,223 --> 00:46:01,325
Right then, after water pop
1247
00:46:01,325 --> 00:46:03,794
maybe didn't have to do to find sand
1248
00:46:03,794 --> 00:46:06,463
as much and those type of things.
1249
00:46:06,463 --> 00:46:09,199
So it became a lot more challenging.
1250
00:46:09,199 --> 00:46:11,368
So consistency, the same products
1251
00:46:11,368 --> 00:46:13,470
using the same products, the system.
1252
00:46:13,470 --> 00:46:15,706
That's why we preach a system.
1253
00:46:15,706 --> 00:46:17,508
And you know, we've talked about
1254
00:46:17,508 --> 00:46:18,509
trust the beginning of this.
1255
00:46:18,509 --> 00:46:19,710
You know,
1256
00:46:19,710 --> 00:46:22,613
one thing we could do, we've got it from
1257
00:46:22,613 --> 00:46:24,448
from the from underneath the floor
1258
00:46:24,448 --> 00:46:26,784
with a real guard in the in the the.
1259
00:46:26,784 --> 00:46:27,785
The.
1260
00:46:27,785 --> 00:46:30,154
Adhesives to the stains the finishes.
1261
00:46:30,154 --> 00:46:30,354
You know,
1262
00:46:30,354 --> 00:46:31,388
we have
1263
00:46:31,388 --> 00:46:32,823
products that are green guard gold
1264
00:46:32,823 --> 00:46:34,925
all the way from top to bottom,
1265
00:46:34,925 --> 00:46:36,660
even to the floor care.
1266
00:46:36,660 --> 00:46:39,363
So it's be a great niche for somebody
1267
00:46:39,363 --> 00:46:41,031
that says listen we can
1268
00:46:41,031 --> 00:46:43,400
we can get you in here where it doesn't
1269
00:46:44,735 --> 00:46:45,469
contribute to
1270
00:46:45,469 --> 00:46:46,570
indoor air pollution
1271
00:46:46,570 --> 00:46:48,138
and that type of stuff
1272
00:46:48,138 --> 00:46:50,741
that can be a great news for somebody,
1273
00:46:50,741 --> 00:46:53,010
but using consistent products
1274
00:46:53,010 --> 00:46:54,812
and not bouncing around
1275
00:46:54,812 --> 00:46:56,947
and and your sanding system,
1276
00:46:56,947 --> 00:46:58,248
that's you guys are all in
1277
00:46:58,248 --> 00:46:59,016
and doing the same thing.
1278
00:46:59,016 --> 00:47:02,019
The same the same way every time.
1279
00:47:02,686 --> 00:47:03,687
Okay.
1280
00:47:03,687 --> 00:47:05,022
So there you go.
1281
00:47:05,022 --> 00:47:05,923
Those are the three keys
1282
00:47:05,923 --> 00:47:07,724
of trust, consistency,
1283
00:47:07,724 --> 00:47:10,494
good judgment, expertise
1284
00:47:10,494 --> 00:47:13,497
and a positive relationship.
1285
00:47:16,033 --> 00:47:16,667
And I'll just say
1286
00:47:16,667 --> 00:47:18,135
the last thing again,
1287
00:47:18,135 --> 00:47:20,037
we kind of talked about this beginning.
1288
00:47:20,037 --> 00:47:23,040
If there is a problem,
1289
00:47:23,073 --> 00:47:24,675
jump on it right away.
1290
00:47:24,675 --> 00:47:26,610
Donald Procrastinate, man.
1291
00:47:26,610 --> 00:47:27,778
Get on it right now.
1292
00:47:27,778 --> 00:47:29,880
I mean, no matter what else is going on,
1293
00:47:29,880 --> 00:47:30,781
at the very least,
1294
00:47:30,781 --> 00:47:32,115
return the phone call
1295
00:47:32,115 --> 00:47:34,551
and be responsive on the phone call
1296
00:47:34,551 --> 00:47:38,422
because it's like what happened with my,
1297
00:47:38,422 --> 00:47:41,425
you know, a fishing thing, man.
1298
00:47:41,658 --> 00:47:43,560
The longer it goes, the worse it gets.
1299
00:47:43,560 --> 00:47:44,962
And then then at the end,
1300
00:47:44,962 --> 00:47:46,930
if you do fail, if you do fix it,
1301
00:47:46,930 --> 00:47:47,931
it took so long.
1302
00:47:47,931 --> 00:47:50,167
Really, this was so frustrating to them
1303
00:47:50,167 --> 00:47:50,834
that their
1304
00:47:50,834 --> 00:47:51,301
it didn't leave
1305
00:47:51,301 --> 00:47:52,469
a good taste in your mouth
1306
00:47:52,469 --> 00:47:53,670
in the end anyhow.
1307
00:47:53,670 --> 00:47:56,506
So now we know.
1308
00:47:56,506 --> 00:47:57,341
people go to a dinner
1309
00:47:57,341 --> 00:47:59,843
party or party or whatever.
1310
00:47:59,843 --> 00:48:01,812
What are they going to talk more about?
1311
00:48:01,812 --> 00:48:03,347
A great job or a
1312
00:48:04,715 --> 00:48:06,650
Yeah.
1313
00:48:06,650 --> 00:48:09,620
Yep, yep,
1314
00:48:16,226 --> 00:48:17,494
yeah.
1315
00:48:17,494 --> 00:48:18,896
Yeah. 100% you.
1316
00:48:18,896 --> 00:48:19,963
I would never
1317
00:48:19,963 --> 00:48:21,031
the only time you would have seen
1318
00:48:21,031 --> 00:48:24,067
that scale is on the on the
1319
00:48:24,067 --> 00:48:27,070
with a fishing net off of it.
1320
00:48:27,971 --> 00:48:28,739
Yes.
1321
00:48:28,739 --> 00:48:30,440
you while you're pulling in another fish.
1322
00:48:30,440 --> 00:48:33,143
Yeah,
1323
00:48:33,143 --> 00:48:35,946
Now as I.
1324
00:48:35,946 --> 00:48:37,180
Yep.
1325
00:48:37,180 --> 00:48:40,183
And
1326
00:48:41,685 --> 00:48:44,688
yeah.
1327
00:48:49,326 --> 00:48:52,329
Yeah.
1328
00:48:55,132 --> 00:48:58,135
So
1329
00:48:59,970 --> 00:49:02,973
Yeah.
1330
00:49:04,241 --> 00:49:07,244
Yeah.
1331
00:49:18,588 --> 00:49:19,523
Is this company.
1332
00:49:19,523 --> 00:49:22,526
Yep.
1333
00:49:36,840 --> 00:49:39,810
Yep.
1334
00:49:43,647 --> 00:49:44,715
Yeah.
1335
00:49:44,715 --> 00:49:47,484
Just like a floor job.
1336
00:49:47,484 --> 00:49:49,086
Now having said everything
1337
00:49:49,086 --> 00:49:51,054
that Rob and I have said on this episode,
1338
00:49:51,054 --> 00:49:54,358
we know we're there's, there's some stars
1339
00:49:54,358 --> 00:49:55,392
that listen to the show,
1340
00:49:55,392 --> 00:49:56,426
some flat out studs
1341
00:49:56,426 --> 00:49:58,261
that that could write this book.
1342
00:49:58,261 --> 00:49:59,997
We know that we lead time.
1343
00:49:59,997 --> 00:50:01,798
We know that and respect that.
1344
00:50:01,798 --> 00:50:03,567
But this is maybe,
1345
00:50:03,567 --> 00:50:05,235
maybe someone in the trade
1346
00:50:05,235 --> 00:50:06,236
news guy or whatever.
1347
00:50:06,236 --> 00:50:07,204
Or maybe there's one thing
1348
00:50:07,204 --> 00:50:08,038
you can glean from this.
1349
00:50:08,038 --> 00:50:09,172
Like the bathroom
1350
00:50:09,172 --> 00:50:10,374
situation, for instance.
1351
00:50:13,677 --> 00:50:15,012
Maybe you could get that out of this.
1352
00:50:15,012 --> 00:50:16,279
I don't. Know.
1353
00:50:16,279 --> 00:50:17,514
I was personally offended
1354
00:50:17,514 --> 00:50:18,081
if someone told me
1355
00:50:18,081 --> 00:50:20,250
not to use the bathroom.
1356
00:50:20,250 --> 00:50:22,919
But now, as I've gotten older,
1357
00:50:22,919 --> 00:50:24,421
I could kind of see where
1358
00:50:24,421 --> 00:50:26,690
someone would would feel that way.
1359
00:50:26,690 --> 00:50:27,624
Like I said,
1360
00:50:27,624 --> 00:50:28,859
then you work it into the bin.
1361
00:50:28,859 --> 00:50:31,695
Here's the thing.
1362
00:50:31,695 --> 00:50:34,564
I started off by saying, for every five,
1363
00:50:34,564 --> 00:50:35,632
for every
1364
00:50:35,632 --> 00:50:38,635
five people that leads this trade,
1365
00:50:39,102 --> 00:50:41,304
two people are filling them shoes.
1366
00:50:41,304 --> 00:50:42,639
We should be able to charge
1367
00:50:42,639 --> 00:50:44,007
a lot more money
1368
00:50:44,007 --> 00:50:45,375
and we should be able to.
1369
00:50:45,375 --> 00:50:47,778
And by doing these things and gosh,
1370
00:50:47,778 --> 00:50:48,779
like I said,
1371
00:50:48,779 --> 00:50:50,280
I love my uncle and don't
1372
00:50:50,280 --> 00:50:51,615
I will never talk bad about him.
1373
00:50:51,615 --> 00:50:53,316
The guy was a wonderful human being,
1374
00:50:53,316 --> 00:50:54,351
one of the best I've ever known.
1375
00:50:55,318 --> 00:50:55,619
I think
1376
00:50:55,619 --> 00:50:57,087
it was an average floor guy,
1377
00:50:57,087 --> 00:50:57,687
you know, it
1378
00:50:57,687 --> 00:50:59,356
wasn't a great floor guy,
1379
00:50:59,356 --> 00:51:02,359
but he garnered much
1380
00:51:03,226 --> 00:51:04,294
trust with the people
1381
00:51:04,294 --> 00:51:05,796
because he put them at ease
1382
00:51:05,796 --> 00:51:07,998
and he was good at communication
1383
00:51:07,998 --> 00:51:09,366
and those type of things
1384
00:51:09,366 --> 00:51:11,701
that things weren't so much smoother.
1385
00:51:11,701 --> 00:51:14,538
So you take all these things
1386
00:51:14,538 --> 00:51:15,906
that can be on our side of the equation,
1387
00:51:15,906 --> 00:51:17,307
the fact that people are leaving
1388
00:51:17,307 --> 00:51:18,241
the industry,
1389
00:51:18,241 --> 00:51:20,310
the fact that there should be more money
1390
00:51:20,310 --> 00:51:22,245
available now, you know,
1391
00:51:22,245 --> 00:51:23,713
there's less competition
1392
00:51:23,713 --> 00:51:26,450
and these things that to build trust,
1393
00:51:26,450 --> 00:51:27,250
man, you could be
1394
00:51:27,250 --> 00:51:28,852
you could put yourself in a position
1395
00:51:28,852 --> 00:51:32,022
to be a rock star and to be financially.
1396
00:51:32,622 --> 00:51:32,989
Is.
1397
00:51:32,989 --> 00:51:34,858
Way, way better off
1398
00:51:34,858 --> 00:51:36,226
than we were back in the day.
1399
00:51:36,226 --> 00:51:38,895
So and we hope you do. We hope you do
1400
00:51:40,263 --> 00:51:41,331
okay?
1401
00:51:41,331 --> 00:51:43,133
It's what I've
1402
00:51:43,133 --> 00:51:44,835
been saying to the guys in training.
1403
00:51:44,835 --> 00:51:46,269
What we really need
1404
00:51:46,269 --> 00:51:48,338
to accomplish at training
1405
00:51:48,338 --> 00:51:50,540
is just what your uncle accomplished,
1406
00:51:50,540 --> 00:51:52,175
I think. Right.
1407
00:51:52,175 --> 00:51:55,178
People might not remember what he said.
1408
00:51:55,479 --> 00:51:58,348
They might not remember what you did,
1409
00:51:58,348 --> 00:51:59,716
but they'll always remember
1410
00:51:59,716 --> 00:52:01,618
how you made them feel.
1411
00:52:01,618 --> 00:52:02,819
it well.
1412
00:52:02,819 --> 00:52:05,789
It's an old adage that holds up.
1413
00:52:06,256 --> 00:52:08,258
Yeah, this stuff.
1414
00:52:08,258 --> 00:52:11,261
Okay, Rob.
1415
00:52:16,800 --> 00:52:19,803
I mean, he's probably.
1416
00:52:22,339 --> 00:52:23,607
Yeah.
1417
00:52:23,607 --> 00:52:26,343
And I'm saying he was
1418
00:52:26,343 --> 00:52:28,879
a good a good floor guy, that floor guy.
1419
00:52:28,879 --> 00:52:29,079
And I'm
1420
00:52:29,079 --> 00:52:31,648
sure he's better than your uncle, but.
1421
00:52:31,648 --> 00:52:34,618
You know.
1422
00:52:34,951 --> 00:52:36,186
There's been another episode
1423
00:52:36,186 --> 00:52:37,687
of On the Floor with Wayne and Rob.
1424
00:52:37,687 --> 00:52:39,189
Please stay tuned for another episode.