Wayne and Rob host guest speaker Chris Frate with Pasquale Floors to discuss why he charges for estimates. Follow Bona US Professional online: Website: https://www1.bona.com/en-us/professional/ Subscribe on YouTube: https://www.youtube.com/BonaProfessional Facebook: https://www.facebook.com/bonauspro/ Instagram: https://www.instagram.com/bonapro.us/
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Hello.
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Welcome to another
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episode of On the Floor
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with Wayne and Rob.
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I'm Wayne Highland National sales manager
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for Bona Adhesives.
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And I'm Rob Johnson from Bona Training.
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How are we doing, Rob?
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Oh, I am super good, man.
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How you doing? I'm fantastic, man.
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I couldn't be any better.
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I can tell.
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It's the Friday before Labor Day, huh?
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Everybody's smiling, everybody's happy.
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Yep.
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All right, so.
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It's kind of sucks, though, doesn't it?
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For what
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it is,
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this Labor Day
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weekend was a lot tougher
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when I was a kid than it is now.
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Do you remember when you Labor Day
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when you were a kid?
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No, I. Ah.
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Wow. That's right.
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You just had that horrible childhood.
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Every day was terrible for years.
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I was probably working. Yeah,
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well, this was the last weekend.
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Then you had to go back to school,
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so I always had that.
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Oh, you know.
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That was eight, eight.
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Eight.
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I'm going to have to work right?
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I'm going to show my age now.
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When I would see
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the Jerry Lewis telethon,
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I was like, Well, that's it.
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That is the end of the summer.
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It's done.
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Yeah, I got to really not like that guy
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just for that reason.
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I forgot all about that.
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Yeah.
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Rob, we got a special guest
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with us today,
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and this is going to be
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an interesting topic.
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I'd like to
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maybe introduce your guest, Chris,
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and then kind of
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what the topics going to be today, Rob?
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Well, his name is Chris Frate
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but if you and I were in Italy,
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it would be Chris
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Fratelli strata,
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as you said at
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the last day, that last day
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if we're in Italy, but
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we're in the States.
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So it's Chris Freight Freight train.
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We're going to call on the freight train
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for the show.
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There you go.
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Probably never heard that one right?
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I would.
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That's pretty cool, man.
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I could definitely get into that.
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Well, we had mentioned on his show,
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Wayne,
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a while back,
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you know,
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one of the things that I would like to do
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if I ever had to get back
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into the business,
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if phone said, all right,
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we've had enough a hitch,
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it's time
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he's got to go
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and I had to get back in there.
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I think I charge for estimates
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and I had mentioned it and Chris sent me
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an email saying
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I now
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charge for
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estimates and it has changed my life.
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And I mean, look at
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look at how happy he is, man. Awesome.
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So he contacted us and said, Man,
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I would love to be on the show
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and tell everybody what I'm doing,
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how I did it. And so.
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Take it away, Chris.
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Well, before you do
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that, let's start with this.
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What's your name and background
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and where are you from?
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So name Chris.
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My middle name is Pasquale.
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My last name is Frates
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from Cleveland, Ohio,
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grew up in Cleveland, been here
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all my life, you know,
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changed around
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from different cities
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throughout the years.
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And my company is called Pasquale Flores.
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We've been around for about 21 years now.
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Wow.
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And so we started off
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slow, just me
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doing things, doing everything
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for seven years.
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You know,
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all the estimates,
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all the work, everything.
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And then
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after about
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seven years,
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we took on our first employee.
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He's one of our first employees.
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So his name was Ryan.
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So Ryan is still with me to this day.
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He's been with us about 14, 15 years now.
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And and then we just kind of slowly built
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after that,
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you know, probably
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it was just Ryan and me for probably,
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I guess seven years or so.
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And then we started
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taking on some new guys,
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you know, and just,
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you know, as the business goes,
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you take some new guys on you.
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You don't really know how to retain them
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or keep them and make them feel special.
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So
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lost a couple of guys.
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And then right now it's me
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and Ryan and then we have two other guys.
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So
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and so
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I'm sorry, the three other guys
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does a total of five of us.
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I'm kind of more.
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So I got out of the field about, oh,
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probably about four or five years ago.
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And so I spent most of my time lately
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just working with the guys,
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getting them all trained up.
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You know,
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one of our big focuses is
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the client experience
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making sure the client's happy
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they know what's going on with time.
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We're getting there with them.
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We're leaving.
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What bathroom should we use?
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All the good stuff.
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So
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and you know, we're slowly
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the next year or so,
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I think we might take on two more
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and then just kind of
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kind of pause
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right there and just kind of
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maybe feel that out and do that for
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maybe the next ten, 15 years.
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You know how long we're going to do this.
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So that's a little bit about me so far.
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Okay.
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So how did you get your
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how did you get your start in
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hardwood floors, generational thing?
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No.
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You know, no.
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In my family was ever in the tree aides.
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You know, my brother's an engineer.
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My mom did like secretarial work.
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My dad used to work in hospitals.
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So basically I got out of college,
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I started doing some bartending for
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about ten years.
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And while I was doing the bartending,
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I started buying some rental properties.
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So I ended up
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getting like ten different units
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and I had those for about 20 years,
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just got rid of them all last year.
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But during that time
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I was, you know, buying these rentals,
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buying them
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kind of crappy,
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fixing them up slowly as I went.
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So as I was doing that
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and ripping carpets out,
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you know,
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it was like,
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Oh, I got to figure out how to stand
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these floors,
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rented some Sanders,
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sanded the floors
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and my rentals as I was doing that,
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you know,
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you go to the bar, hey, what's going on?
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What did you do today?
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I'm like, Oh, you know,
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I bought some rental properties
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sanding the floors today
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and then, you know, one client
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or one potential client or actually,
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you know, just just a patron at the bar.
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I was like,
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do you want to slam my floors?
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And I never really thought of that.
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I was like,
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All right, sure, I could do that.
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I mean, I did this other rental property,
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you know, it came out
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good enough in my eyes,
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you know, probably
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chatter, waves and drum
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marks all over it.
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But, you know,
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they didn't know any better.
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I didn't know any better.
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So so I slowly, over the next five years,
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just started taking on a lot of work
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and started making business cards.
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I started
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I went online
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and it was on the old floor.
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MASTERS And if you remember Bill Price's
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old site for years.
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Very much so.
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You know, a lot of the guys
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who are still in the industry,
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industry today, you know, Tobi
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Merrill, David
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Merrill, Jim Cleary, all these guys,
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they're still doing the floors today.
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But I learned
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I want to say almost everything
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from floor masters,
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you know, asking questions,
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you know,
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just, you know, just asking
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every possible question you could.
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So I learned slowly through just talking
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to other
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people
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that have been doing a lot
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longer than me,
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which at that time was, you know,
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about six months. All right.
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So just kind of slowly talk to people and
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just kind of that's
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kind of how I got my way.
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And then after about
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I would say after about four years or so,
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I got to the point
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where I was
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getting full time work
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and I could take this on my own.
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I was looking away
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to get out of bartending, actually.
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Did that for ten years
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after I graduated.
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And, you know, it was a great buy.
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I made some cash
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and was able to save some money.
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So so starting the business
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wasn't too hard.
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I had I had some I had some capital.
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I had a little bit of experience,
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you know, I knew.
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Hold that thought. Yeah.
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I got questions.
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You know, forget if you if you
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if I don't get to them.
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Absolutely.
284
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Once, Wayne Wayne, has
285
00:08:07,653 --> 00:08:08,221
it mastered
286
00:08:08,221 --> 00:08:09,655
the art of interrupting people
287
00:08:09,655 --> 00:08:11,190
like I have. He's working on.
288
00:08:11,190 --> 00:08:12,225
Yeah, yeah, yeah.
289
00:08:12,225 --> 00:08:13,426
I was very polite about.
290
00:08:13,426 --> 00:08:14,660
Yeah, but I could tell
291
00:08:14,660 --> 00:08:15,561
you were
292
00:08:15,628 --> 00:08:16,662
you're getting a little jumping
293
00:08:16,662 --> 00:08:18,064
in the seat there. Yeah.
294
00:08:18,064 --> 00:08:18,364
I don't
295
00:08:18,364 --> 00:08:20,433
I don't know if a minute half goes
296
00:08:20,433 --> 00:08:24,470
by and I'm not talking, you get nervous.
297
00:08:24,470 --> 00:08:25,071
So cut.
298
00:08:25,071 --> 00:08:25,738
First thing
299
00:08:25,738 --> 00:08:26,772
first thing I really want to
300
00:08:26,772 --> 00:08:28,975
compliment Rob are I mean.
301
00:08:28,975 --> 00:08:29,909
Well, you're right.
302
00:08:29,909 --> 00:08:30,443
That question
303
00:08:30,443 --> 00:08:31,511
how did you get in the industry
304
00:08:31,511 --> 00:08:33,846
that's well, that's a good question, Rob.
305
00:08:35,214 --> 00:08:36,516
I'm going to write that one down.
306
00:08:36,516 --> 00:08:37,183
I've never heard
307
00:08:37,183 --> 00:08:38,484
and never had that before.
308
00:08:38,484 --> 00:08:40,786
Yes. A nugget I look at.
309
00:08:41,053 --> 00:08:42,355
I didn't even ask him
310
00:08:42,355 --> 00:08:43,523
to ask him the question.
311
00:08:43,523 --> 00:08:45,124
I was really kind of wondering
312
00:08:45,124 --> 00:08:47,159
how he got into it, why?
313
00:08:47,159 --> 00:08:47,960
I always wonder
314
00:08:47,960 --> 00:08:50,263
why people get into this or not. Why?
315
00:08:50,530 --> 00:08:53,332
How, you know, I knew how you did it.
316
00:08:53,332 --> 00:08:54,567
It was an FBI thing
317
00:08:54,567 --> 00:08:56,769
and you had to do something
318
00:08:56,769 --> 00:09:01,340
with your name and everything.
319
00:09:01,340 --> 00:09:03,075
Next question is okay,
320
00:09:03,075 --> 00:09:03,843
why is it that way?
321
00:09:03,843 --> 00:09:06,312
Is a spritzer not a manly drink?
322
00:09:06,312 --> 00:09:08,114
What I order.
323
00:09:08,114 --> 00:09:09,849
I just want to order a vodka
324
00:09:09,849 --> 00:09:12,084
with grapefruit. Grover With what is it?
325
00:09:12,084 --> 00:09:13,319
Cranberry juice.
326
00:09:13,319 --> 00:09:16,055
And everybody makes fun of me.
327
00:09:16,055 --> 00:09:17,690
I'm looking for more of.
328
00:09:17,690 --> 00:09:18,958
That's not a spritzer.
329
00:09:20,126 --> 00:09:21,193
Yeah, that's spritzer.
330
00:09:21,193 --> 00:09:22,194
Is usually.
331
00:09:22,194 --> 00:09:22,862
Spritzers.
332
00:09:22,862 --> 00:09:26,432
Get some with 7UP or soda in my spirits.
333
00:09:26,432 --> 00:09:28,100
Yes, that's a spritzer.
334
00:09:28,100 --> 00:09:29,302
That's not a yes.
335
00:09:29,302 --> 00:09:30,836
Now, maybe people were just making
336
00:09:30,836 --> 00:09:33,205
your drinks pink on purpose, you know?
337
00:09:33,239 --> 00:09:34,740
Is that possible?
338
00:09:34,740 --> 00:09:35,908
There you go.
339
00:09:36,008 --> 00:09:38,044
That way you're drinking Cape Cod.
340
00:09:38,611 --> 00:09:40,479
It's also called a spritzer.
341
00:09:40,479 --> 00:09:43,015
It is not a spritzer.
342
00:09:43,015 --> 00:09:45,217
Cape Cod is vodka cranberry.
343
00:09:45,217 --> 00:09:47,053
Yes, that's what I was drinking.
344
00:09:47,053 --> 00:09:48,754
But it's also called a spritzer.
345
00:09:48,754 --> 00:09:51,123
No, no. Differentiate.
346
00:09:51,123 --> 00:09:52,558
Not anywhere in the water.
347
00:09:52,558 --> 00:09:55,061
We got called a spritzer agent. Hang on.
348
00:09:55,261 --> 00:09:56,429
No chance.
349
00:09:56,429 --> 00:09:58,531
Yeah, because seri drink theory
350
00:10:04,203 --> 00:10:04,837
and.
351
00:10:04,837 --> 00:10:06,639
Stop talking now.
352
00:10:07,440 --> 00:10:08,007
Seri.
353
00:10:08,040 --> 00:10:09,041
What is a spritzer.
354
00:10:09,041 --> 00:10:12,478
Drink of loser drink for a man.
355
00:10:12,511 --> 00:10:14,013
That's what she's going to say.
356
00:10:14,013 --> 00:10:15,982
A spritzer is a tall, chilled
357
00:10:15,982 --> 00:10:18,150
drink, usually made with white wine
358
00:10:18,150 --> 00:10:18,884
and carbonated water.
359
00:10:18,884 --> 00:10:20,620
Okay, so let's move on. Or
360
00:10:23,522 --> 00:10:24,890
even Google is wrong sometimes.
361
00:10:24,890 --> 00:10:27,093
I guess I've been lied to all my life.
362
00:10:27,093 --> 00:10:28,127
All right. So.
363
00:10:28,127 --> 00:10:30,229
So you don't wear your
364
00:10:30,229 --> 00:10:31,230
did you bartending?
365
00:10:31,230 --> 00:10:32,832
You said something about capital
366
00:10:32,832 --> 00:10:34,467
before you moved on.
367
00:10:34,467 --> 00:10:34,900
So. Yeah.
368
00:10:34,900 --> 00:10:36,235
So I was able to save enough money
369
00:10:36,235 --> 00:10:36,869
bartending.
370
00:10:36,869 --> 00:10:37,803
So I was able to buy,
371
00:10:37,803 --> 00:10:38,337
you know,
372
00:10:38,337 --> 00:10:40,373
enough equipment that I needed for
373
00:10:40,373 --> 00:10:41,707
for me to sand floors,
374
00:10:41,707 --> 00:10:43,743
which was a used Hummel
375
00:10:43,743 --> 00:10:45,945
that was made in 1990.
376
00:10:45,945 --> 00:10:47,580
We still use that.
377
00:10:47,580 --> 00:10:50,016
An old American spinner
378
00:10:50,016 --> 00:10:52,451
edger and we still have that.
379
00:10:52,885 --> 00:10:55,421
And you just got to that.
380
00:10:55,521 --> 00:10:56,689
You're just going to namedrop
381
00:10:56,689 --> 00:10:58,591
other vendors, any other or.
382
00:10:58,591 --> 00:11:00,526
Any other. Place we going here?
383
00:11:00,526 --> 00:11:02,795
I forgot where it was.
384
00:11:03,195 --> 00:11:04,363
Yeah. And any other.
385
00:11:04,363 --> 00:11:05,731
Manufacturers need to mention
386
00:11:05,731 --> 00:11:07,066
and Rob from that, you.
387
00:11:07,066 --> 00:11:07,800
Know at that point
388
00:11:07,800 --> 00:11:08,934
I was just waiting for the power
389
00:11:08,934 --> 00:11:09,702
drive to come out
390
00:11:09,702 --> 00:11:10,703
and that eventually came out
391
00:11:10,703 --> 00:11:12,738
and so I got. Back on. Track. Okay.
392
00:11:12,738 --> 00:11:13,272
That's all you
393
00:11:14,573 --> 00:11:15,041
say.
394
00:11:15,374 --> 00:11:18,010
I want to interrupt you for a second.
395
00:11:18,010 --> 00:11:19,478
I do want to go back to something
396
00:11:19,478 --> 00:11:20,613
you said.
397
00:11:21,580 --> 00:11:24,150
It's amazing how many people, Bill Price,
398
00:11:24,817 --> 00:11:25,551
how many people
399
00:11:25,551 --> 00:11:27,653
he's touched in this industry.
400
00:11:27,653 --> 00:11:30,656
And here's a guy who you kind of learned
401
00:11:30,656 --> 00:11:33,826
how to do his his craft
402
00:11:34,527 --> 00:11:35,695
from going on
403
00:11:35,695 --> 00:11:38,030
bill prices floor master website.
404
00:11:38,030 --> 00:11:39,699
I mean, it's just
405
00:11:40,066 --> 00:11:41,300
I don't know if you ever had the chance
406
00:11:41,300 --> 00:11:41,901
to meet him,
407
00:11:41,901 --> 00:11:44,136
but just one of the greatest guys
408
00:11:44,136 --> 00:11:46,105
you'd ever meet in your life.
409
00:11:46,105 --> 00:11:48,240
You instantly fall in love with the guy
410
00:11:48,240 --> 00:11:50,042
because he just has this
411
00:11:50,042 --> 00:11:51,177
uncanny way of making
412
00:11:51,177 --> 00:11:53,446
you feel like he's known you forever.
413
00:11:53,446 --> 00:11:53,612
Yeah.
414
00:11:53,612 --> 00:11:55,748
It's amazing how many people
415
00:11:56,615 --> 00:11:58,951
in the industry that he's touched.
416
00:11:58,951 --> 00:11:59,518
Yeah.
417
00:11:59,518 --> 00:12:00,886
I remember asking a question
418
00:12:00,886 --> 00:12:03,089
about water popping one time,
419
00:12:03,089 --> 00:12:04,023
and he called me
420
00:12:04,023 --> 00:12:04,857
and he just walked me
421
00:12:04,857 --> 00:12:05,725
through the whole thing.
422
00:12:05,725 --> 00:12:07,893
He gave me his take on it.
423
00:12:07,893 --> 00:12:08,494
And, you know,
424
00:12:08,494 --> 00:12:09,962
I always remember that, you know,
425
00:12:09,962 --> 00:12:11,430
I mean, I learned
426
00:12:11,430 --> 00:12:12,698
everything through his site
427
00:12:12,698 --> 00:12:14,033
and all the people that were
428
00:12:14,033 --> 00:12:14,633
on that site.
429
00:12:14,633 --> 00:12:16,635
So, yeah, it was it. Was so hairy.
430
00:12:16,635 --> 00:12:17,436
And he took the time
431
00:12:17,436 --> 00:12:18,971
and actually gave you a call.
432
00:12:18,971 --> 00:12:19,805
Gave me a call.
433
00:12:19,805 --> 00:12:21,140
I didn't. That is, you know.
434
00:12:21,140 --> 00:12:22,675
So Bill Price.
435
00:12:22,675 --> 00:12:24,477
So. Yeah, I mean, I didn't know the guy.
436
00:12:24,477 --> 00:12:26,412
I didn't, you know, and.
437
00:12:26,412 --> 00:12:28,280
But I have. Great company. Yeah.
438
00:12:28,280 --> 00:12:29,749
A couple of things about that. One is
439
00:12:31,617 --> 00:12:32,184
Bill Price
440
00:12:32,184 --> 00:12:32,551
had this
441
00:12:32,551 --> 00:12:34,220
uncanny ability that you
442
00:12:34,220 --> 00:12:35,087
you thought you had
443
00:12:35,087 --> 00:12:36,489
a special connection with him
444
00:12:36,489 --> 00:12:37,389
just because I mean,
445
00:12:37,389 --> 00:12:38,457
probably everybody did
446
00:12:38,457 --> 00:12:39,525
because he was that nice guy.
447
00:12:39,525 --> 00:12:39,792
I don't know
448
00:12:39,792 --> 00:12:43,095
what happened to his kid, but
449
00:12:43,162 --> 00:12:45,731
I guess it skips a generation
450
00:12:46,132 --> 00:12:47,133
killing. Bill.
451
00:12:47,399 --> 00:12:48,567
Believe a word he says.
452
00:12:48,567 --> 00:12:50,636
Billy knows the man and you know it.
453
00:12:50,936 --> 00:12:51,437
And do you?
454
00:12:51,437 --> 00:12:52,271
If you were on
455
00:12:52,271 --> 00:12:53,239
floor matches back then,
456
00:12:53,239 --> 00:12:55,808
you remember a guy named Jesse?
457
00:12:55,875 --> 00:12:57,610
Yes, I do remember Jesse.
458
00:12:57,610 --> 00:12:59,612
Oh, Alfred, great advice.
459
00:12:59,612 --> 00:13:00,446
A lot of time.
460
00:13:00,446 --> 00:13:02,381
And I just fell right off the map.
461
00:13:02,381 --> 00:13:04,817
Never heard from him. God.
462
00:13:04,817 --> 00:13:07,586
There was so many of those guys on there
463
00:13:07,586 --> 00:13:10,422
that just some of them gave crazy advice.
464
00:13:10,422 --> 00:13:12,858
Other guys were super helpful
465
00:13:12,858 --> 00:13:14,927
and some people were just off the wall.
466
00:13:15,361 --> 00:13:17,263
I mean, just nuts, but. Yeah.
467
00:13:17,263 --> 00:13:17,963
Yeah, yeah.
468
00:13:17,963 --> 00:13:19,265
A lot of information there, though.
469
00:13:19,265 --> 00:13:21,700
Well, that's why they had to ban Wayne.
470
00:13:21,700 --> 00:13:22,968
Yeah, I was under a different name.
471
00:13:22,968 --> 00:13:24,003
It just. Got to.
472
00:13:24,003 --> 00:13:25,971
Yeah, yeah, yeah.
473
00:13:25,971 --> 00:13:26,972
Jesse.
474
00:13:27,106 --> 00:13:29,275
Jesse is real.
475
00:13:29,275 --> 00:13:30,142
His real name.
476
00:13:30,142 --> 00:13:32,778
Until the FBI put him in the program.
477
00:13:33,579 --> 00:13:34,747
Was that Wayne?
478
00:13:34,747 --> 00:13:36,182
No, no, no. I'm just kidding.
479
00:13:36,182 --> 00:13:39,885
No, Jesse was his real name.
480
00:13:39,885 --> 00:13:41,387
All right, so. Yeah.
481
00:13:41,387 --> 00:13:42,688
So now you're heading the direction
482
00:13:42,688 --> 00:13:44,089
of doing hardwood floors full time.
483
00:13:45,057 --> 00:13:46,292
So I was kind of
484
00:13:46,292 --> 00:13:47,693
doing a little bit, half and half.
485
00:13:47,693 --> 00:13:49,361
I was bartending
486
00:13:49,361 --> 00:13:50,529
and then I was doing floors.
487
00:13:50,529 --> 00:13:50,863
I was,
488
00:13:50,863 --> 00:13:51,730
you know, bartend at night,
489
00:13:51,730 --> 00:13:52,731
two and four during the day.
490
00:13:52,731 --> 00:13:53,999
I was I was in my late twenties.
491
00:13:53,999 --> 00:13:54,400
I didn't care.
492
00:13:54,400 --> 00:13:56,368
I was working 80, 90 hours a week.
493
00:13:56,368 --> 00:13:58,070
I just wanted to make money.
494
00:13:58,070 --> 00:13:59,038
So yeah.
495
00:13:59,038 --> 00:14:01,273
So it's basically doing that,
496
00:14:01,273 --> 00:14:04,243
doing the floors, learning slowly.
497
00:14:04,410 --> 00:14:05,544
And then it just became
498
00:14:05,544 --> 00:14:06,111
after
499
00:14:06,111 --> 00:14:07,213
maybe a handful years
500
00:14:07,213 --> 00:14:08,180
might have been three or four years
501
00:14:08,180 --> 00:14:09,481
when I was doing both,
502
00:14:09,481 --> 00:14:11,183
I finally got to a point where
503
00:14:11,183 --> 00:14:13,252
I had a pretty decent full schedule
504
00:14:13,319 --> 00:14:13,986
sanding floor,
505
00:14:13,986 --> 00:14:17,523
so quit the bar and then just put,
506
00:14:17,523 --> 00:14:17,890
you know,
507
00:14:17,890 --> 00:14:19,525
all my focus onto the floors
508
00:14:19,525 --> 00:14:22,294
and started making business cards.
509
00:14:22,294 --> 00:14:23,829
They didn't really do any marketing.
510
00:14:23,829 --> 00:14:24,396
I just didn't know
511
00:14:24,396 --> 00:14:25,331
what I was doing at that point,
512
00:14:25,331 --> 00:14:26,131
you know, it was just
513
00:14:26,131 --> 00:14:27,867
I was like, Oh, I could stop bartending
514
00:14:27,867 --> 00:14:29,702
and do this. Let's do it.
515
00:14:29,702 --> 00:14:31,036
So yeah.
516
00:14:31,036 --> 00:14:32,371
So then slowly did that.
517
00:14:32,371 --> 00:14:34,840
And basically that's how I got my start.
518
00:14:34,840 --> 00:14:37,142
And then after about six, seven years
519
00:14:37,576 --> 00:14:39,478
started working with employees,
520
00:14:39,478 --> 00:14:41,380
hiring people. Okay. Yeah.
521
00:14:42,748 --> 00:14:43,382
And you're
522
00:14:43,382 --> 00:14:44,783
doing free estimates
523
00:14:44,783 --> 00:14:46,485
as a lot of people do.
524
00:14:46,485 --> 00:14:48,120
Yeah, I was doing free estimates
525
00:14:48,120 --> 00:14:50,189
until probably
526
00:14:50,189 --> 00:14:51,357
three and a half years ago.
527
00:14:51,357 --> 00:14:52,558
I mean,
528
00:14:52,558 --> 00:14:54,860
doing a lot of free estimates
529
00:14:54,860 --> 00:14:55,394
in the beginning.
530
00:14:55,394 --> 00:14:55,628
Then, you know,
531
00:14:55,628 --> 00:14:56,395
I was just happy
532
00:14:56,395 --> 00:14:58,264
that someone had my phone number
533
00:14:58,264 --> 00:14:59,198
and they were going to call me
534
00:14:59,198 --> 00:15:02,334
and I had potentially a way to make money
535
00:15:02,334 --> 00:15:03,102
other than bartending.
536
00:15:03,102 --> 00:15:05,237
So, you know, I just you know,
537
00:15:05,237 --> 00:15:06,538
it was very wide
538
00:15:06,538 --> 00:15:08,908
eyed and super optimistic then.
539
00:15:09,475 --> 00:15:12,478
And and so but yeah, free estimates.
540
00:15:12,611 --> 00:15:15,281
Tons and tons of free estimates.
541
00:15:15,281 --> 00:15:15,848
Yeah.
542
00:15:17,016 --> 00:15:18,484
And I actually
543
00:15:18,484 --> 00:15:21,520
I think the turning point for me if,
544
00:15:21,587 --> 00:15:22,988
if you want me to
545
00:15:22,988 --> 00:15:25,557
kind of go down this route, this road
546
00:15:25,557 --> 00:15:27,693
was one day
547
00:15:27,760 --> 00:15:29,962
a few years ago, I went to my basement.
548
00:15:30,529 --> 00:15:32,031
And you know how, you know, if you guys
549
00:15:32,031 --> 00:15:32,431
did you do
550
00:15:32,431 --> 00:15:33,866
your estimates on your old notebooks?
551
00:15:33,866 --> 00:15:34,900
You just write notebooks and,
552
00:15:34,900 --> 00:15:35,968
you know, and turn the page.
553
00:15:35,968 --> 00:15:36,902
And then then
554
00:15:36,902 --> 00:15:37,403
after a while,
555
00:15:37,403 --> 00:15:38,938
you know, these stack of notebooks,
556
00:15:38,938 --> 00:15:39,838
you know, that you keep
557
00:15:39,838 --> 00:15:41,540
I don't know why you always kept mine.
558
00:15:41,540 --> 00:15:43,742
So I wrote about four years ago,
559
00:15:43,742 --> 00:15:44,777
I went downstairs
560
00:15:44,777 --> 00:15:46,245
and I was like, oh, you know, let me,
561
00:15:46,245 --> 00:15:47,146
you know,
562
00:15:47,146 --> 00:15:48,013
turn the page back
563
00:15:48,013 --> 00:15:49,581
a little bit and, you know, start
564
00:15:49,581 --> 00:15:51,016
looking at some of these estimates
565
00:15:51,016 --> 00:15:51,784
I wrote up
566
00:15:51,951 --> 00:15:53,018
and I'm flipping through these
567
00:15:53,018 --> 00:15:53,886
and flipping through these,
568
00:15:53,886 --> 00:15:55,821
and I'm realizing
569
00:15:55,821 --> 00:15:58,424
I didn't work for 90% of these people,
570
00:15:58,657 --> 00:15:59,325
you know?
571
00:15:59,325 --> 00:16:01,226
But what I did do is
572
00:16:01,226 --> 00:16:02,761
I went to their house,
573
00:16:02,761 --> 00:16:04,997
I talked to them, I hung out.
574
00:16:05,230 --> 00:16:06,765
I thought I made a connection and
575
00:16:08,467 --> 00:16:10,035
and then I came home
576
00:16:10,035 --> 00:16:11,537
and then I'm working other numbers.
577
00:16:11,537 --> 00:16:12,271
And on Saturday
578
00:16:12,271 --> 00:16:12,938
mornings, I'm
579
00:16:12,938 --> 00:16:16,909
just doing all that and spending time.
580
00:16:16,909 --> 00:16:18,143
And, you know,
581
00:16:18,143 --> 00:16:20,346
when it came down to that, figured
582
00:16:20,346 --> 00:16:20,946
I did the math
583
00:16:20,946 --> 00:16:21,213
and it was
584
00:16:21,213 --> 00:16:22,881
it was basically
585
00:16:22,881 --> 00:16:24,750
each person that I talked to
586
00:16:24,750 --> 00:16:27,519
that did not hire me,
587
00:16:27,519 --> 00:16:29,288
took 2 hours of my time,
588
00:16:29,288 --> 00:16:31,357
2 hours of my time away from my family,
589
00:16:31,357 --> 00:16:32,491
2 hours away from my time
590
00:16:32,491 --> 00:16:34,293
to make money, 2 hours away
591
00:16:34,293 --> 00:16:37,663
from my time to market my company.
592
00:16:37,663 --> 00:16:39,198
And so as I'm going through, I was like,
593
00:16:39,198 --> 00:16:40,599
wow, I'm like,
594
00:16:40,599 --> 00:16:41,400
you know, and I used to write
595
00:16:41,400 --> 00:16:43,502
estimates mostly Saturdays and Sundays.
596
00:16:43,502 --> 00:16:44,837
You know, I'd wake up early.
597
00:16:44,837 --> 00:16:47,006
536 and just bust them out
598
00:16:47,006 --> 00:16:49,008
until like noon or one
599
00:16:49,008 --> 00:16:51,477
and send them off and then, you know,
600
00:16:51,810 --> 00:16:52,711
just hang out.
601
00:16:52,711 --> 00:16:54,747
And I guess what you call Hope Island
602
00:16:54,747 --> 00:16:55,914
and, you know, and oh,
603
00:16:55,914 --> 00:16:56,982
maybe they're going to call me back.
604
00:16:56,982 --> 00:16:57,816
Maybe they're not.
605
00:16:57,816 --> 00:17:00,986
And so after looking at that, I realized,
606
00:17:01,120 --> 00:17:01,687
you know,
607
00:17:01,720 --> 00:17:02,321
I mean,
608
00:17:02,321 --> 00:17:05,157
I'm just I'm wasting so much time.
609
00:17:05,424 --> 00:17:07,860
I'm just wasting so much time.
610
00:17:07,860 --> 00:17:10,262
So I figured there had to be
611
00:17:10,262 --> 00:17:11,397
a better way, you know?
612
00:17:11,397 --> 00:17:12,264
So that's when I started
613
00:17:12,264 --> 00:17:13,932
kind of researching
614
00:17:13,932 --> 00:17:17,436
the idea of maximizing my time,
615
00:17:18,971 --> 00:17:19,505
getting my
616
00:17:19,505 --> 00:17:22,174
time accounted for and
617
00:17:23,342 --> 00:17:24,510
and, you know, the idea of,
618
00:17:24,510 --> 00:17:26,712
you know, potentially charging for us.
619
00:17:26,712 --> 00:17:27,780
And I can see where that
620
00:17:27,780 --> 00:17:29,081
that would make me.
621
00:17:29,481 --> 00:17:30,315
You know.
622
00:17:30,849 --> 00:17:32,151
That's a very interesting
623
00:17:32,151 --> 00:17:32,851
very and you know,
624
00:17:32,851 --> 00:17:33,452
when you like you
625
00:17:33,452 --> 00:17:33,986
said, Chris,
626
00:17:33,986 --> 00:17:35,888
when you stop and break it down
627
00:17:35,888 --> 00:17:36,989
all through the years
628
00:17:36,989 --> 00:17:37,990
of of all the time
629
00:17:37,990 --> 00:17:39,091
you spent on these estimates
630
00:17:39,091 --> 00:17:39,591
and, you know,
631
00:17:39,591 --> 00:17:42,528
not everybody gets 100% of their jobs
632
00:17:42,528 --> 00:17:43,328
far from it.
633
00:17:43,328 --> 00:17:46,098
And that's a ton of time.
634
00:17:46,098 --> 00:17:47,032
And
635
00:17:47,733 --> 00:17:49,635
honestly, I've always just felt like it
636
00:17:49,635 --> 00:17:50,035
came with
637
00:17:50,035 --> 00:17:51,503
the territory, came with the job,
638
00:17:51,503 --> 00:17:53,672
and I never thought of it any other way.
639
00:17:53,672 --> 00:17:56,375
So when someone tells me that, you know,
640
00:17:56,375 --> 00:17:57,476
you can charge for a minute
641
00:17:57,476 --> 00:17:59,711
that that really piqued my interest.
642
00:17:59,711 --> 00:18:00,779
And so how's it been
643
00:18:00,779 --> 00:18:03,215
how how's the feedback been from
644
00:18:03,482 --> 00:18:04,383
when you switched to this?
645
00:18:05,818 --> 00:18:07,219
So the feedback,
646
00:18:07,219 --> 00:18:09,221
you know, in my mind I was like,
647
00:18:09,421 --> 00:18:11,023
no one's going to want to do this.
648
00:18:11,023 --> 00:18:13,325
Everyone's going to think I'm crazy.
649
00:18:13,325 --> 00:18:15,661
As soon as I say, Hey, you know,
650
00:18:15,661 --> 00:18:17,429
we charge for our estimates,
651
00:18:17,429 --> 00:18:18,764
they're going to hang up on me.
652
00:18:18,764 --> 00:18:21,333
And it was actually
653
00:18:21,333 --> 00:18:24,236
the exact opposite that happened was
654
00:18:25,404 --> 00:18:27,840
almost almost everyone that I say,
655
00:18:27,840 --> 00:18:28,841
you know, you know,
656
00:18:28,907 --> 00:18:30,976
and I could kind of throw in like,
657
00:18:30,976 --> 00:18:32,511
you know, how we go about the process.
658
00:18:32,511 --> 00:18:34,780
But when we do come down to that
659
00:18:34,780 --> 00:18:35,547
and I'm letting them know,
660
00:18:35,547 --> 00:18:35,914
hey, we're going to,
661
00:18:35,914 --> 00:18:37,683
you know, we charge for estimate,
662
00:18:37,683 --> 00:18:41,286
I would say between 70 to 80%
663
00:18:41,286 --> 00:18:42,788
of the people say, of course, of course.
664
00:18:42,788 --> 00:18:43,522
No, I understand you have
665
00:18:43,522 --> 00:18:44,723
you have to charge for your time.
666
00:18:44,723 --> 00:18:46,258
You know, your time's valuable.
667
00:18:46,258 --> 00:18:46,825
Wow.
668
00:18:46,959 --> 00:18:49,128
But that also I think
669
00:18:50,229 --> 00:18:51,730
that happens more so
670
00:18:51,730 --> 00:18:53,198
when you've been around for a while.
671
00:18:53,198 --> 00:18:54,800
Like, you know, you guys had companies
672
00:18:54,800 --> 00:18:56,535
for 20, 30 years or whatever.
673
00:18:56,535 --> 00:18:59,571
So when your brand is built up, you know,
674
00:18:59,571 --> 00:19:02,708
we have like 106 all five star reviews.
675
00:19:02,708 --> 00:19:03,942
So people know about us.
676
00:19:03,942 --> 00:19:05,177
You know, we've done their friends
677
00:19:05,177 --> 00:19:07,746
floors. We're on Facebook and Instagram.
678
00:19:07,746 --> 00:19:08,413
You know, our yard
679
00:19:08,413 --> 00:19:10,282
signs have been up all over the city
680
00:19:10,282 --> 00:19:11,517
for 20 years.
681
00:19:11,517 --> 00:19:13,852
So, you know, they realize, you know,
682
00:19:13,852 --> 00:19:15,821
we probably know what we're doing.
683
00:19:15,821 --> 00:19:17,189
And so when I
684
00:19:17,189 --> 00:19:17,923
when I would tell them that,
685
00:19:17,923 --> 00:19:19,491
they're like, oh, absolutely no problem.
686
00:19:19,491 --> 00:19:20,526
And, you know,
687
00:19:20,526 --> 00:19:21,627
I still to this day,
688
00:19:21,627 --> 00:19:23,328
when I'm like, you know,
689
00:19:23,328 --> 00:19:24,930
you know, we tried to research.
690
00:19:25,130 --> 00:19:26,431
I mean, I'd say nine times out of ten,
691
00:19:26,431 --> 00:19:27,232
no problem.
692
00:19:27,232 --> 00:19:28,800
There's never any pushback.
693
00:19:28,800 --> 00:19:30,202
You think there'd be like
694
00:19:30,202 --> 00:19:31,637
80 to 90% pushback?
695
00:19:31,637 --> 00:19:33,805
There's not, you know, but
696
00:19:35,674 --> 00:19:36,808
it it it
697
00:19:36,808 --> 00:19:38,043
it has to kind of
698
00:19:38,043 --> 00:19:39,778
it goes before that, though,
699
00:19:39,778 --> 00:19:40,946
because there's a lot involved
700
00:19:40,946 --> 00:19:43,882
before you're charging for estimates.
701
00:19:44,216 --> 00:19:47,386
And and what's involved before that is
702
00:19:47,553 --> 00:19:48,954
when they call me
703
00:19:48,954 --> 00:19:50,556
when they call for an estimate, one,
704
00:19:50,556 --> 00:19:51,490
I answer my phone.
705
00:19:51,490 --> 00:19:52,624
When my phone rings,
706
00:19:52,624 --> 00:19:53,892
I answer it every time.
707
00:19:53,892 --> 00:19:54,960
If it's a client
708
00:19:54,960 --> 00:19:55,661
that, you know,
709
00:19:55,661 --> 00:19:56,762
I don't want to deal with it,
710
00:19:56,762 --> 00:19:58,130
we're having a problem.
711
00:19:58,130 --> 00:19:58,630
I don't care.
712
00:19:58,630 --> 00:19:59,598
I answer it every time.
713
00:19:59,598 --> 00:20:00,532
People appreciate
714
00:20:00,532 --> 00:20:02,167
that I'm very accessible
715
00:20:02,167 --> 00:20:04,403
and we communicate to the point
716
00:20:04,403 --> 00:20:06,071
where I always tell my guys,
717
00:20:06,071 --> 00:20:07,406
overcommunicate with the client.
718
00:20:07,406 --> 00:20:08,640
You cannot overcommunicate
719
00:20:08,640 --> 00:20:09,074
with the client.
720
00:20:09,074 --> 00:20:10,876
They want to know what's going on.
721
00:20:10,876 --> 00:20:13,178
So when they call, you know,
722
00:20:13,245 --> 00:20:14,646
it's you know, it's
723
00:20:14,646 --> 00:20:16,415
a very thorough process.
724
00:20:16,415 --> 00:20:17,316
You know,
725
00:20:17,316 --> 00:20:19,618
I am asking them a lot of questions.
726
00:20:19,618 --> 00:20:21,320
You know, the the whole
727
00:20:22,588 --> 00:20:24,423
pre-qualification process is
728
00:20:24,423 --> 00:20:25,524
very important.
729
00:20:25,824 --> 00:20:27,559
When people used to call,
730
00:20:27,559 --> 00:20:28,961
hey, you know, I'm Pasquale Flores,
731
00:20:28,961 --> 00:20:29,595
how can I help?
732
00:20:29,595 --> 00:20:31,129
Yeah, you know, we got a floor,
733
00:20:31,129 --> 00:20:32,297
a couple hundred square feet.
734
00:20:32,297 --> 00:20:33,932
We wanted to get the next few weeks,
735
00:20:33,932 --> 00:20:34,967
you come take a look at it. Boop.
736
00:20:34,967 --> 00:20:35,601
Yeah, we'll be right out.
737
00:20:35,601 --> 00:20:36,368
Hang up.
738
00:20:36,368 --> 00:20:37,769
Right, drive right out to the house.
739
00:20:37,769 --> 00:20:38,937
I don't know anything.
740
00:20:38,937 --> 00:20:40,672
They don't know my pricing.
741
00:20:40,672 --> 00:20:41,573
I don't know if they need
742
00:20:41,573 --> 00:20:43,108
it done tomorrow.
743
00:20:43,108 --> 00:20:44,309
So now, you know,
744
00:20:44,309 --> 00:20:45,611
the first couple of things
745
00:20:45,611 --> 00:20:49,081
that we we talk about is, is schedule.
746
00:20:49,314 --> 00:20:49,982
You know,
747
00:20:49,982 --> 00:20:51,617
I here's my here's when I can get in
748
00:20:51,617 --> 00:20:53,518
that work with you. Okay, great.
749
00:20:53,518 --> 00:20:54,820
The next thing we do is
750
00:20:54,820 --> 00:20:56,822
we we talk about pricing.
751
00:20:58,156 --> 00:20:59,424
So what happens?
752
00:20:59,424 --> 00:21:01,159
But before that,
753
00:21:01,159 --> 00:21:02,928
we have our website set up.
754
00:21:02,928 --> 00:21:05,897
So clients can go right to the website.
755
00:21:06,698 --> 00:21:08,267
We're very clear about a pricing.
756
00:21:08,267 --> 00:21:10,035
There's nothing secretive about it.
757
00:21:10,035 --> 00:21:11,103
So you go to the pricing,
758
00:21:11,103 --> 00:21:11,536
you say, you know,
759
00:21:11,536 --> 00:21:13,438
we start off at X amount of dollars
760
00:21:13,438 --> 00:21:15,540
square foot. We can go up to this.
761
00:21:15,774 --> 00:21:17,109
You want to do a pre finished board
762
00:21:17,109 --> 00:21:18,744
repair his the price
763
00:21:18,744 --> 00:21:19,578
screening re codes
764
00:21:19,578 --> 00:21:21,380
you know $2.50 square foot
765
00:21:21,380 --> 00:21:23,382
so we're very transparent.
766
00:21:23,382 --> 00:21:25,584
But on top of that,
767
00:21:25,584 --> 00:21:27,319
the website has to be set up
768
00:21:27,319 --> 00:21:30,188
to be conducive of this process.
769
00:21:30,188 --> 00:21:32,724
And it took us a while to set that up
770
00:21:32,724 --> 00:21:34,559
and what that looks like is
771
00:21:34,559 --> 00:21:35,861
when you go to our website
772
00:21:35,861 --> 00:21:37,629
front center, it says, get an estimate.
773
00:21:37,629 --> 00:21:40,499
So those are our free estimates.
774
00:21:40,499 --> 00:21:41,199
So when you get Glenn,
775
00:21:41,199 --> 00:21:42,234
get an estimate,
776
00:21:42,234 --> 00:21:44,403
people just punch in their information.
777
00:21:44,403 --> 00:21:45,470
They they punch
778
00:21:45,470 --> 00:21:46,471
in the pictures of the rooms
779
00:21:46,471 --> 00:21:47,706
they want to take care of.
780
00:21:47,706 --> 00:21:48,507
And then they give us
781
00:21:48,507 --> 00:21:49,908
square footage of the rooms.
782
00:21:49,908 --> 00:21:52,077
Now, the only pushback is,
783
00:21:52,077 --> 00:21:53,312
oh, I don't know, to take square footage.
784
00:21:53,312 --> 00:21:54,079
And then it's like,
785
00:21:54,079 --> 00:21:54,379
you know,
786
00:21:54,379 --> 00:21:55,314
just like times with,
787
00:21:55,314 --> 00:21:55,881
you know,
788
00:21:55,881 --> 00:21:56,581
you could give it to me
789
00:21:56,581 --> 00:21:58,383
in inches by inches.
790
00:21:58,383 --> 00:21:59,251
So literally,
791
00:21:59,251 --> 00:22:01,086
that's almost the only pushback
792
00:22:01,086 --> 00:22:02,521
we get with that.
793
00:22:02,521 --> 00:22:03,855
So they get to the website,
794
00:22:03,855 --> 00:22:05,123
they punch in their pictures,
795
00:22:05,123 --> 00:22:07,292
their measurements. It comes right to me.
796
00:22:08,593 --> 00:22:09,795
I get an email alert, I
797
00:22:09,795 --> 00:22:10,295
look at it,
798
00:22:10,295 --> 00:22:12,497
I try to get taken care of right away
799
00:22:12,497 --> 00:22:13,565
within 24 hours.
800
00:22:13,565 --> 00:22:14,866
If I'm not going to 24 hours,
801
00:22:14,866 --> 00:22:16,468
they get an email or text message back.
802
00:22:16,468 --> 00:22:18,570
Thank you for sending the web form.
803
00:22:18,870 --> 00:22:19,771
We received it.
804
00:22:19,771 --> 00:22:20,505
We're going to be working out
805
00:22:20,505 --> 00:22:21,640
in the next couple days.
806
00:22:21,640 --> 00:22:23,742
Again and overcommunicate
807
00:22:24,943 --> 00:22:26,178
and then at that point.
808
00:22:26,178 --> 00:22:28,980
So we are I'm working on the numbers
809
00:22:28,980 --> 00:22:30,148
and I'm figuring out what they got.
810
00:22:30,148 --> 00:22:31,350
I got some pricing
811
00:22:31,350 --> 00:22:33,552
now that point, I'll either call them,
812
00:22:33,552 --> 00:22:34,019
you know,
813
00:22:34,019 --> 00:22:37,189
and kind of go through the whole process
814
00:22:37,189 --> 00:22:39,491
and give them give them the numbers
815
00:22:39,491 --> 00:22:42,661
and figure out how that works.
816
00:22:42,661 --> 00:22:44,563
But sometimes I'll just email
817
00:22:44,563 --> 00:22:46,264
the numbers to them too.
818
00:22:46,264 --> 00:22:47,165
So they have the numbers
819
00:22:47,165 --> 00:22:47,699
and they have them
820
00:22:47,699 --> 00:22:49,167
and they're good to go.
821
00:22:49,201 --> 00:22:50,736
So do you.
822
00:22:50,736 --> 00:22:52,471
Not always go out to the job site then?
823
00:22:52,471 --> 00:22:53,372
Is this enough
824
00:22:53,372 --> 00:22:55,607
that you can do this all over the phone?
825
00:22:55,607 --> 00:22:58,043
And so it's a two part process.
826
00:22:58,043 --> 00:22:59,578
So the first process
827
00:22:59,578 --> 00:23:00,212
they call me,
828
00:23:00,212 --> 00:23:01,079
I send to the website,
829
00:23:01,079 --> 00:23:01,880
they go to the website,
830
00:23:01,880 --> 00:23:03,715
I get everything, the information I need,
831
00:23:03,715 --> 00:23:05,650
and then I either email them a number
832
00:23:05,650 --> 00:23:07,085
or I call them with the number.
833
00:23:07,085 --> 00:23:08,787
At that point,
834
00:23:08,787 --> 00:23:10,155
what I what I say is, you know,
835
00:23:10,155 --> 00:23:11,022
we just want to make sure
836
00:23:11,022 --> 00:23:12,591
that we're in the ballpark,
837
00:23:12,591 --> 00:23:12,824
you know,
838
00:23:12,824 --> 00:23:15,293
because some people have $1,000
839
00:23:15,293 --> 00:23:17,162
for a $10,000 thing.
840
00:23:17,162 --> 00:23:20,298
And if I find that out over the phone
841
00:23:20,298 --> 00:23:21,400
within 5 minutes
842
00:23:21,400 --> 00:23:24,236
of asking them questions, that's a win.
843
00:23:24,336 --> 00:23:26,004
That's I mean, I didn't lose a client.
844
00:23:26,004 --> 00:23:26,471
What I did is
845
00:23:26,471 --> 00:23:28,039
I saved my time,
846
00:23:28,039 --> 00:23:28,340
you know,
847
00:23:28,340 --> 00:23:30,008
not having to deal with this client
848
00:23:30,008 --> 00:23:30,842
who couldn't afford
849
00:23:30,842 --> 00:23:32,344
us, who didn't know how much,
850
00:23:32,344 --> 00:23:35,447
you know, the pricing was.
851
00:23:35,447 --> 00:23:36,047
So
852
00:23:37,215 --> 00:23:38,550
yeah, so
853
00:23:39,518 --> 00:23:39,785
sorry.
854
00:23:39,785 --> 00:23:40,986
I lost my train of thought, you know.
855
00:23:40,986 --> 00:23:41,653
So yeah.
856
00:23:41,653 --> 00:23:43,021
So, but
857
00:23:43,021 --> 00:23:44,656
how often do you go out to the job site?
858
00:23:44,656 --> 00:23:45,223
Okay.
859
00:23:45,223 --> 00:23:46,691
So yeah, so they call
860
00:23:46,691 --> 00:23:47,526
you give them a price.
861
00:23:47,526 --> 00:23:49,094
You know, we talk about it
862
00:23:49,094 --> 00:23:50,729
if it fits a lot of times early.
863
00:23:50,729 --> 00:23:52,097
Okay, that's, that's, that's our budget.
864
00:23:52,097 --> 00:23:53,398
That's what we want to do.
865
00:23:53,398 --> 00:23:54,199
So the next step
866
00:23:54,199 --> 00:23:55,834
is, I said so for us,
867
00:23:55,834 --> 00:23:56,401
the next step
868
00:23:56,401 --> 00:23:58,203
is to do an onsite consultation
869
00:23:58,203 --> 00:23:59,604
where we come by,
870
00:23:59,604 --> 00:24:01,239
we make sure we don't miss anything
871
00:24:01,239 --> 00:24:02,541
from pictures and measurements.
872
00:24:02,541 --> 00:24:03,842
You know, it's always about them.
873
00:24:03,842 --> 00:24:04,276
It's I'm
874
00:24:04,276 --> 00:24:06,445
making above the clients, not about me.
875
00:24:06,445 --> 00:24:08,313
We want to make sure we serve you best.
876
00:24:08,313 --> 00:24:10,382
So our next step is to come out.
877
00:24:10,482 --> 00:24:12,451
We'll take our own measurements,
878
00:24:12,451 --> 00:24:13,718
make sure we don't miss anything.
879
00:24:13,718 --> 00:24:14,820
We check the subfloor.
880
00:24:14,820 --> 00:24:16,455
We're going to look at the wood floors.
881
00:24:16,455 --> 00:24:17,489
We'll take some moisture reading
882
00:24:17,489 --> 00:24:19,558
just to make sure everything's good
883
00:24:19,558 --> 00:24:20,058
at that point.
884
00:24:20,058 --> 00:24:22,194
That's our onsite consultation for the
885
00:24:22,627 --> 00:24:24,296
we charge $175
886
00:24:24,296 --> 00:24:24,996
and if you go with us,
887
00:24:24,996 --> 00:24:26,731
that gets credited back to the project
888
00:24:26,731 --> 00:24:28,467
and you know nine times out that oh,
889
00:24:28,467 --> 00:24:29,100
that sounds great,
890
00:24:29,100 --> 00:24:30,769
you know, wait, when can you come out?
891
00:24:30,769 --> 00:24:32,871
So so then we go out.
892
00:24:33,305 --> 00:24:35,474
We, we get the consultation fee,
893
00:24:35,774 --> 00:24:37,108
it gets credit to the client.
894
00:24:37,108 --> 00:24:37,776
And so now when I'm
895
00:24:37,776 --> 00:24:39,077
working up the estimate,
896
00:24:39,077 --> 00:24:39,578
my time's
897
00:24:39,578 --> 00:24:41,012
accounted for by time's account.
898
00:24:41,012 --> 00:24:43,081
If we're driving to and from the house
899
00:24:43,482 --> 00:24:44,883
and when I'm writing up the estimate,
900
00:24:44,883 --> 00:24:46,551
my time is accounted for.
901
00:24:46,551 --> 00:24:48,553
So here's what I love about this.
902
00:24:48,553 --> 00:24:50,922
And you've added value
903
00:24:50,922 --> 00:24:51,723
when you get there,
904
00:24:51,723 --> 00:24:52,824
you're making it about them.
905
00:24:52,824 --> 00:24:53,291
You're
906
00:24:53,358 --> 00:24:55,227
you're making it an experience for them.
907
00:24:55,227 --> 00:24:56,428
I mean, they feel special
908
00:24:56,428 --> 00:24:57,629
or whatever you're doing.
909
00:24:57,629 --> 00:24:57,863
Like you
910
00:24:57,863 --> 00:24:59,197
said, you put it's all for them
911
00:24:59,197 --> 00:25:01,066
and your is a very personal touch
912
00:25:01,066 --> 00:25:02,033
that you're doing.
913
00:25:02,033 --> 00:25:03,401
I think it's brilliant.
914
00:25:03,401 --> 00:25:05,170
I think it's such a good idea.
915
00:25:05,170 --> 00:25:07,606
And and I always go back to it.
916
00:25:07,606 --> 00:25:09,174
I've said it before in this episode
917
00:25:09,174 --> 00:25:10,041
that the time
918
00:25:10,041 --> 00:25:11,743
that I was going to buy a truck
919
00:25:11,743 --> 00:25:13,044
and the guy just assumed
920
00:25:13,044 --> 00:25:13,478
that I was going
921
00:25:13,478 --> 00:25:15,146
to looking for a cheap truck.
922
00:25:15,146 --> 00:25:16,047
You know, a lot of times
923
00:25:16,047 --> 00:25:16,515
people will,
924
00:25:16,515 --> 00:25:17,315
especially nowadays
925
00:25:17,315 --> 00:25:18,950
when service is so bad.
926
00:25:18,950 --> 00:25:20,218
I mean, we're so hungry.
927
00:25:20,218 --> 00:25:21,219
I'm still waiting for God
928
00:25:21,219 --> 00:25:22,087
to do my front porch.
929
00:25:22,087 --> 00:25:22,921
I can't find anybody.
930
00:25:22,921 --> 00:25:25,056
We're so desperate to find tradesmen
931
00:25:25,056 --> 00:25:27,092
that we believe in that.
932
00:25:27,092 --> 00:25:28,627
What's 175 bucks in
933
00:25:28,627 --> 00:25:30,395
the scheme of things is nothing.
934
00:25:30,395 --> 00:25:31,162
I yeah,
935
00:25:31,162 --> 00:25:33,932
I totally convince me and change my mind
936
00:25:33,932 --> 00:25:35,333
on this whole thing.
937
00:25:35,333 --> 00:25:36,334
And Rob
938
00:25:36,334 --> 00:25:37,702
and I always talk about, you know,
939
00:25:37,702 --> 00:25:39,504
how do you how do guys make more money?
940
00:25:39,504 --> 00:25:40,906
How can they do the job faster?
941
00:25:40,906 --> 00:25:43,341
How can they, you know,
942
00:25:43,341 --> 00:25:43,675
you know,
943
00:25:43,675 --> 00:25:44,643
help their business or whatever?
944
00:25:44,643 --> 00:25:45,377
And I
945
00:25:45,377 --> 00:25:46,344
you've got me very much
946
00:25:46,344 --> 00:25:47,312
intrigued by this, Chris,
947
00:25:47,312 --> 00:25:47,812
I have to tell you,
948
00:25:47,812 --> 00:25:49,314
and I honestly,
949
00:25:49,314 --> 00:25:51,116
when Rob brought it to me,
950
00:25:51,116 --> 00:25:51,983
as so many of these things
951
00:25:51,983 --> 00:25:53,285
and you go right to the trash
952
00:25:53,285 --> 00:25:54,719
can, you got to realize.
953
00:25:56,154 --> 00:25:56,288
How.
954
00:25:56,288 --> 00:25:58,757
Many things are just not good.
955
00:25:58,757 --> 00:26:00,225
Yeah, it's funny.
956
00:26:00,225 --> 00:26:01,426
Every time I said, Hey, Wayne,
957
00:26:01,426 --> 00:26:03,628
how about we do a show on X, Y, Z?
958
00:26:03,628 --> 00:26:05,397
And he goes, You know,
959
00:26:05,397 --> 00:26:07,933
and I think we've done that before.
960
00:26:08,433 --> 00:26:09,668
And then he'll counter
961
00:26:09,668 --> 00:26:11,169
with the actual show
962
00:26:11,169 --> 00:26:12,470
that we're going to do that
963
00:26:12,470 --> 00:26:13,972
we've done a dozen times.
964
00:26:13,972 --> 00:26:15,540
But yeah, thank you.
965
00:26:15,540 --> 00:26:17,142
Put a different spin on it. Yeah.
966
00:26:17,142 --> 00:26:18,910
And sometimes Chris, I tell him,
967
00:26:18,910 --> 00:26:19,978
you know what, that's a great idea.
968
00:26:19,978 --> 00:26:21,046
We'll do it in this week
969
00:26:21,046 --> 00:26:22,147
and we start the episode
970
00:26:22,147 --> 00:26:23,915
and I just do something else.
971
00:26:23,915 --> 00:26:24,583
And
972
00:26:25,350 --> 00:26:26,885
then I don't sell them so excited.
973
00:26:26,885 --> 00:26:28,219
I don't send him any of my notes.
974
00:26:28,219 --> 00:26:29,220
So he's completely lost
975
00:26:29,220 --> 00:26:30,889
and it makes me look good.
976
00:26:30,889 --> 00:26:33,892
I can't wait to get involved with this.
977
00:26:33,892 --> 00:26:35,760
Now, with the classes at school,
978
00:26:35,760 --> 00:26:37,429
this is going to be
979
00:26:37,429 --> 00:26:39,331
this is going to be amazing.
980
00:26:39,331 --> 00:26:40,465
I'm going to
981
00:26:40,465 --> 00:26:41,399
I'm just going to start
982
00:26:41,399 --> 00:26:43,435
giving people your ear
983
00:26:43,435 --> 00:26:44,869
info on how to do this.
984
00:26:44,869 --> 00:26:46,771
This is amazing.
985
00:26:46,771 --> 00:26:48,039
It's a what a great idea.
986
00:26:48,039 --> 00:26:48,840
I mean, the whole pre
987
00:26:48,840 --> 00:26:51,676
qualification thing is is perfect.
988
00:26:52,010 --> 00:26:53,144
Yeah. You know, it's.
989
00:26:53,144 --> 00:26:54,279
Like I remember one time
990
00:26:54,279 --> 00:26:56,781
I did an estimate for a lady and
991
00:26:56,781 --> 00:26:58,483
I thought she was going to start crying,
992
00:26:58,483 --> 00:26:58,917
you know?
993
00:26:58,917 --> 00:26:59,584
And finally, I'm,
994
00:26:59,584 --> 00:27:01,019
you know, I'm giving it to her. And,
995
00:27:02,354 --> 00:27:03,688
boy, that didn't sound right.
996
00:27:03,688 --> 00:27:05,590
It is giving her that
997
00:27:05,590 --> 00:27:07,592
giving her the paperwork.
998
00:27:07,592 --> 00:27:08,760
And I thought
999
00:27:08,760 --> 00:27:09,894
she was going to start crying
1000
00:27:09,894 --> 00:27:12,130
and finally I'm like, is everything okay?
1001
00:27:12,130 --> 00:27:12,797
She's like,
1002
00:27:12,797 --> 00:27:14,633
I thought I was going to be like,
1003
00:27:14,633 --> 00:27:15,700
when I get my carpets
1004
00:27:15,700 --> 00:27:18,269
done, you know, like 100 bucks a room.
1005
00:27:18,269 --> 00:27:19,738
Yeah, right.
1006
00:27:19,738 --> 00:27:21,272
I never looked at it.
1007
00:27:21,272 --> 00:27:23,475
Just the way you were looking at it.
1008
00:27:23,475 --> 00:27:24,409
That's 2 hours
1009
00:27:24,409 --> 00:27:25,877
I spent away from my family.
1010
00:27:25,877 --> 00:27:28,213
Or I loved what you said.
1011
00:27:28,213 --> 00:27:28,980
That's 2 hours
1012
00:27:28,980 --> 00:27:30,649
I could have spent on marketing
1013
00:27:30,649 --> 00:27:32,050
my business.
1014
00:27:32,050 --> 00:27:34,386
Right? That is for.
1015
00:27:34,386 --> 00:27:36,421
Yeah, you waste your time
1016
00:27:36,421 --> 00:27:37,856
four or five times a week, man.
1017
00:27:37,856 --> 00:27:39,357
That's a lot of time.
1018
00:27:39,357 --> 00:27:40,258
Yeah.
1019
00:27:40,258 --> 00:27:40,659
And you know,
1020
00:27:40,659 --> 00:27:42,694
and since we've been doing that, too,
1021
00:27:42,694 --> 00:27:43,528
I've been able
1022
00:27:43,528 --> 00:27:44,996
I've had so much free time.
1023
00:27:44,996 --> 00:27:45,497
Like,
1024
00:27:45,497 --> 00:27:46,531
I know it sounds crazy,
1025
00:27:46,531 --> 00:27:48,266
but I mean, I haven't missed one of my,
1026
00:27:48,266 --> 00:27:49,534
one of my kids dance classes.
1027
00:27:49,534 --> 00:27:50,702
I haven't missed a swimming class.
1028
00:27:50,702 --> 00:27:51,369
I see them
1029
00:27:51,369 --> 00:27:52,504
when they come home from school.
1030
00:27:52,504 --> 00:27:55,573
Like I'm just there more because I'm not,
1031
00:27:55,740 --> 00:27:57,575
you know, doing
1032
00:27:57,575 --> 00:27:58,743
I used to be so proud of myself.
1033
00:27:58,743 --> 00:27:59,477
I was like, honey, I can't.
1034
00:27:59,477 --> 00:28:01,613
I did six estimates today and,
1035
00:28:02,113 --> 00:28:03,114
you know, I wouldn't
1036
00:28:03,114 --> 00:28:04,349
maybe close one of them.
1037
00:28:04,349 --> 00:28:05,183
And I don't know why
1038
00:28:05,183 --> 00:28:06,618
I thought that was great.
1039
00:28:06,618 --> 00:28:07,052
I think it was
1040
00:28:07,052 --> 00:28:08,153
just because people found us
1041
00:28:08,153 --> 00:28:08,920
and, you know,
1042
00:28:08,920 --> 00:28:10,188
but people don't
1043
00:28:10,188 --> 00:28:11,623
care about wasting your time,
1044
00:28:11,623 --> 00:28:12,757
so you have to have your
1045
00:28:12,757 --> 00:28:13,725
own sales process.
1046
00:28:13,725 --> 00:28:14,693
And when people
1047
00:28:14,693 --> 00:28:15,960
realize that you have
1048
00:28:15,960 --> 00:28:18,463
your own sales process, they love it.
1049
00:28:18,463 --> 00:28:19,631
They want, you know,
1050
00:28:19,631 --> 00:28:21,700
like Wayne was saying to people,
1051
00:28:21,700 --> 00:28:23,868
just imagine everyone has a
1052
00:28:23,868 --> 00:28:25,203
make me feel important sign under head.
1053
00:28:25,203 --> 00:28:27,205
They want to feel important.
1054
00:28:27,205 --> 00:28:29,474
They want to know what's going on.
1055
00:28:29,474 --> 00:28:31,943
So you don't need to stroke him.
1056
00:28:32,243 --> 00:28:34,746
You don't need a stroke him at all.
1057
00:28:34,746 --> 00:28:37,082
He he does he does fine as.
1058
00:28:37,816 --> 00:28:38,883
He told me before
1059
00:28:38,883 --> 00:28:39,751
we got to make that
1060
00:28:39,751 --> 00:28:41,219
every time I mention it for a year
1061
00:28:41,219 --> 00:28:42,420
where he was gonna give me 20. Bucks.
1062
00:28:43,521 --> 00:28:44,355
There we go.
1063
00:28:44,355 --> 00:28:46,157
You know, we have.
1064
00:28:46,157 --> 00:28:46,491
Yeah.
1065
00:28:46,491 --> 00:28:48,660
Here is is it there?
1066
00:28:49,227 --> 00:28:49,861
Yeah.
1067
00:28:49,861 --> 00:28:51,763
Yeah, there it is. Thank you.
1068
00:28:51,763 --> 00:28:52,897
That's beautiful.
1069
00:28:52,897 --> 00:28:54,065
Okay, so, you know,
1070
00:28:54,065 --> 00:28:56,501
Chris, I was thinking of the times
1071
00:28:56,634 --> 00:28:58,369
as you were talking, like on a Friday
1072
00:28:58,369 --> 00:28:59,804
that I had to get stop after work,
1073
00:28:59,804 --> 00:29:00,805
get a bed to somebody.
1074
00:29:00,805 --> 00:29:02,640
And by the time I get home,
1075
00:29:02,640 --> 00:29:04,743
you know, now it's 630, 7:00 at night.
1076
00:29:04,743 --> 00:29:06,010
Now on a Friday night.
1077
00:29:06,010 --> 00:29:07,812
Well, the night shot from my wife
1078
00:29:07,812 --> 00:29:09,514
and I going out and doing something
1079
00:29:09,514 --> 00:29:11,182
and all the time.
1080
00:29:11,182 --> 00:29:14,152
And also you if you're if you've got the
1081
00:29:14,552 --> 00:29:15,954
if you're bold enough to do this,
1082
00:29:15,954 --> 00:29:16,788
it also shows
1083
00:29:16,788 --> 00:29:18,490
that shows a perceived value
1084
00:29:18,490 --> 00:29:19,891
that you're you're you're
1085
00:29:19,891 --> 00:29:20,125
you know,
1086
00:29:20,125 --> 00:29:22,393
I mean, a business man would do that.
1087
00:29:22,393 --> 00:29:24,229
A reputable company would do that.
1088
00:29:24,229 --> 00:29:24,796
You know what I mean?
1089
00:29:24,796 --> 00:29:25,563
So you are really
1090
00:29:25,563 --> 00:29:27,632
I think put yourself on another level
1091
00:29:27,632 --> 00:29:29,634
in a lot of people's eyes by doing that.
1092
00:29:29,634 --> 00:29:32,704
And I just I tell you, man, well,
1093
00:29:33,438 --> 00:29:34,672
there's something positive about this
1094
00:29:34,672 --> 00:29:37,442
has been any negative at all about it.
1095
00:29:37,442 --> 00:29:38,276
I mean
1096
00:29:38,676 --> 00:29:39,244
I mean,
1097
00:29:39,244 --> 00:29:41,279
I was thinking about that question.
1098
00:29:41,279 --> 00:29:43,081
No, there are no negatives.
1099
00:29:43,081 --> 00:29:46,151
I there really are no negatives about it.
1100
00:29:46,484 --> 00:29:47,018
It's been
1101
00:29:47,018 --> 00:29:47,986
the best thing we've done
1102
00:29:47,986 --> 00:29:48,653
for our business.
1103
00:29:48,653 --> 00:29:50,922
It's saved me the most time.
1104
00:29:50,922 --> 00:29:53,358
It's made the company more money because
1105
00:29:53,358 --> 00:29:53,858
like we said,
1106
00:29:53,858 --> 00:29:55,960
I can focus on more important things
1107
00:29:55,960 --> 00:29:56,828
for the company,
1108
00:29:56,828 --> 00:29:58,630
training the guys more,
1109
00:29:58,630 --> 00:30:00,231
letting the customer know
1110
00:30:00,231 --> 00:30:00,932
what's going on.
1111
00:30:00,932 --> 00:30:01,666
We're keeping them
1112
00:30:01,666 --> 00:30:02,934
abreast of the situation,
1113
00:30:02,934 --> 00:30:04,135
you know, working on
1114
00:30:04,135 --> 00:30:05,737
just working on the business more.
1115
00:30:05,737 --> 00:30:08,039
So there is absolutely no downside.
1116
00:30:08,039 --> 00:30:09,541
The only downside would it be
1117
00:30:09,541 --> 00:30:11,643
in my mind thinking this wasn't going to
1118
00:30:11,810 --> 00:30:13,144
this wasn't going to work?
1119
00:30:13,144 --> 00:30:13,711
I mean, granted,
1120
00:30:13,711 --> 00:30:14,312
there's some time
1121
00:30:14,312 --> 00:30:15,914
getting the website set up
1122
00:30:15,914 --> 00:30:17,882
and then getting your sales process
1123
00:30:17,882 --> 00:30:18,316
set up.
1124
00:30:18,316 --> 00:30:18,950
But like I said,
1125
00:30:18,950 --> 00:30:20,418
I was trying to say before,
1126
00:30:20,418 --> 00:30:21,019
people love
1127
00:30:21,019 --> 00:30:22,787
when you have a sales process.
1128
00:30:22,787 --> 00:30:23,988
So when they call you, they just want
1129
00:30:23,988 --> 00:30:25,590
they want to be guided through
1130
00:30:25,590 --> 00:30:27,358
and then taken to the end.
1131
00:30:27,358 --> 00:30:27,826
Because if you don't
1132
00:30:27,826 --> 00:30:29,160
have a sales process,
1133
00:30:29,160 --> 00:30:29,327
you're
1134
00:30:29,327 --> 00:30:30,728
going to follow their sales process.
1135
00:30:30,728 --> 00:30:31,663
And their sales process
1136
00:30:31,663 --> 00:30:33,665
is just get over here, measure it up.
1137
00:30:33,665 --> 00:30:35,567
And I got five more guys coming and then,
1138
00:30:35,567 --> 00:30:36,301
you know,
1139
00:30:36,301 --> 00:30:37,001
we'll figure out if
1140
00:30:37,001 --> 00:30:37,502
if you
1141
00:30:37,502 --> 00:30:38,770
if you're going to
1142
00:30:38,770 --> 00:30:40,839
qualify to even get, you know, a
1143
00:30:40,839 --> 00:30:43,341
second look or, you know, so it's just
1144
00:30:43,341 --> 00:30:45,710
it's it's been the best thing we've done.
1145
00:30:46,044 --> 00:30:48,513
Did it cut out a lot of price haggling?
1146
00:30:48,947 --> 00:30:49,180
You know,
1147
00:30:49,180 --> 00:30:51,382
can you drop 500 or
1148
00:30:51,382 --> 00:30:53,852
to weed out those people, too?
1149
00:30:53,852 --> 00:30:54,285
Yeah.
1150
00:30:54,285 --> 00:30:56,387
So the tire kickers for sure,
1151
00:30:56,588 --> 00:30:58,423
you get rid of them immediately
1152
00:30:58,423 --> 00:31:00,525
because, you know,
1153
00:31:00,525 --> 00:31:01,826
you know, they'll send me a form,
1154
00:31:01,826 --> 00:31:03,061
you know, half the time
1155
00:31:03,061 --> 00:31:04,262
if they send me a form,
1156
00:31:04,262 --> 00:31:06,397
you know, two bedroom sand and finish.
1157
00:31:06,397 --> 00:31:08,032
I mean, within a minute or two
1158
00:31:08,032 --> 00:31:09,300
I can get them numbers.
1159
00:31:09,300 --> 00:31:10,668
So that's not a big deal.
1160
00:31:10,668 --> 00:31:12,437
And so if I get them numbers,
1161
00:31:12,437 --> 00:31:13,605
I don't hear back from my column
1162
00:31:13,605 --> 00:31:14,172
and they're like, Oh,
1163
00:31:14,172 --> 00:31:16,841
let me talk to my wife again.
1164
00:31:16,841 --> 00:31:18,009
Those are all wins
1165
00:31:18,009 --> 00:31:19,210
because those are people
1166
00:31:19,210 --> 00:31:20,612
that I did not have to waste
1167
00:31:20,612 --> 00:31:21,579
my time with.
1168
00:31:21,579 --> 00:31:23,781
They were never going to be my clients
1169
00:31:24,048 --> 00:31:25,984
and within 2 minutes of them
1170
00:31:25,984 --> 00:31:26,851
sending me that statement,
1171
00:31:26,851 --> 00:31:27,952
I sent my number.
1172
00:31:27,952 --> 00:31:29,420
Oh, that's three times what I thought.
1173
00:31:29,420 --> 00:31:31,155
It was fantastic.
1174
00:31:31,155 --> 00:31:32,724
I'm moving on to other people
1175
00:31:32,724 --> 00:31:34,092
that are going to spend money with us.
1176
00:31:34,092 --> 00:31:34,893
You know.
1177
00:31:34,893 --> 00:31:36,661
I think one of the biggest takeaways
1178
00:31:36,661 --> 00:31:38,463
from this, Chris, is what you just said.
1179
00:31:38,463 --> 00:31:40,031
Where is if you don't have
1180
00:31:40,031 --> 00:31:40,965
a sales process,
1181
00:31:40,965 --> 00:31:42,901
you follow their sales process
1182
00:31:42,901 --> 00:31:44,402
and everybody
1183
00:31:44,402 --> 00:31:45,303
these are not business
1184
00:31:45,303 --> 00:31:46,437
people or these are people
1185
00:31:46,437 --> 00:31:47,338
they only have their own
1186
00:31:47,338 --> 00:31:48,606
interests at heart.
1187
00:31:48,606 --> 00:31:50,208
I think that's brilliant.
1188
00:31:50,208 --> 00:31:50,541
Rob
1189
00:31:50,541 --> 00:31:54,312
and I have done a lot of shows on like,
1190
00:31:54,312 --> 00:31:55,980
you know, making money for your business
1191
00:31:55,980 --> 00:31:56,514
and what have you.
1192
00:31:56,514 --> 00:31:58,616
And honestly, much of it was erroneous.
1193
00:31:58,816 --> 00:32:00,518
Rob took a class on accounting once.
1194
00:32:00,518 --> 00:32:01,786
We once we did the math,
1195
00:32:01,786 --> 00:32:03,187
it really wasn't true what we said.
1196
00:32:03,187 --> 00:32:05,790
But this this this this.
1197
00:32:05,790 --> 00:32:07,725
Is this is money, baby.
1198
00:32:07,725 --> 00:32:09,661
Yeah, it's my money.
1199
00:32:09,661 --> 00:32:11,062
Oh, my God. This is great.
1200
00:32:11,062 --> 00:32:13,765
I love the time that it frees you up.
1201
00:32:13,765 --> 00:32:14,532
I really do.
1202
00:32:14,532 --> 00:32:16,734
And and adding up all those hours
1203
00:32:16,734 --> 00:32:17,702
that we spent doing three
1204
00:32:17,702 --> 00:32:18,569
estimates for nothing.
1205
00:32:20,171 --> 00:32:21,806
And like I say, if you get the job,
1206
00:32:21,806 --> 00:32:22,440
you can get the
1207
00:32:22,440 --> 00:32:23,408
build back to me or whatever.
1208
00:32:23,408 --> 00:32:25,410
But I really, really
1209
00:32:25,410 --> 00:32:27,011
think this is a great idea.
1210
00:32:27,011 --> 00:32:27,512
Yeah.
1211
00:32:27,512 --> 00:32:28,546
And my clothes weight,
1212
00:32:28,546 --> 00:32:32,483
my clothes rate went from about 25%
1213
00:32:32,550 --> 00:32:34,452
to over 95%
1214
00:32:34,452 --> 00:32:35,153
because, you know,
1215
00:32:35,153 --> 00:32:36,421
once I go to the house,
1216
00:32:36,421 --> 00:32:37,655
they already know the price.
1217
00:32:37,655 --> 00:32:39,390
They already know my timing.
1218
00:32:39,390 --> 00:32:41,659
They know everything that we've talked.
1219
00:32:41,659 --> 00:32:42,327
They understand
1220
00:32:42,327 --> 00:32:44,362
that I've listened to their project.
1221
00:32:44,362 --> 00:32:45,797
I know what's going on.
1222
00:32:45,797 --> 00:32:48,533
And I'm like, that's so invaluable.
1223
00:32:48,566 --> 00:32:51,903
Like from five to over 95% close.
1224
00:32:51,903 --> 00:32:52,470
I mean.
1225
00:32:52,804 --> 00:32:54,205
By the time you get to the house,
1226
00:32:54,205 --> 00:32:55,573
you're in a whole different comfort
1227
00:32:55,573 --> 00:32:56,808
level with these people.
1228
00:32:56,808 --> 00:32:57,809
Yeah. Yeah.
1229
00:32:57,809 --> 00:32:58,710
I mean, they they are
1230
00:32:58,710 --> 00:32:59,610
they know everything now.
1231
00:32:59,610 --> 00:33:00,378
It's just a matter of me
1232
00:33:00,378 --> 00:33:01,913
double checking,
1233
00:33:01,913 --> 00:33:02,246
figuring out
1234
00:33:02,246 --> 00:33:03,614
where their 220 line is
1235
00:33:03,614 --> 00:33:05,883
and just going through just the specifics
1236
00:33:06,217 --> 00:33:07,652
of what they want to talk about.
1237
00:33:07,652 --> 00:33:08,853
Oh, what kind of color do you want to do?
1238
00:33:08,853 --> 00:33:10,021
Isn't this going to look great?
1239
00:33:10,021 --> 00:33:10,955
You know what?
1240
00:33:10,955 --> 00:33:12,457
You know, talk about the process.
1241
00:33:12,457 --> 00:33:15,994
And so it's it's been a no brainer.
1242
00:33:15,994 --> 00:33:16,894
I mean, that's here
1243
00:33:16,894 --> 00:33:18,429
we've ever did for sure.
1244
00:33:18,429 --> 00:33:19,263
Sorry to interrupt you.
1245
00:33:19,263 --> 00:33:20,565
And to your to your point,
1246
00:33:20,565 --> 00:33:21,165
I mean, the more
1247
00:33:21,165 --> 00:33:22,500
you can make it feel about them
1248
00:33:22,500 --> 00:33:23,468
that we're we're look,
1249
00:33:23,468 --> 00:33:24,969
we want you to have a good experience.
1250
00:33:24,969 --> 00:33:26,571
We're looking out for you.
1251
00:33:26,571 --> 00:33:27,939
The more you can put it that direction,
1252
00:33:27,939 --> 00:33:29,474
the more value you're adding.
1253
00:33:29,474 --> 00:33:31,275
Everybody wants to come away.
1254
00:33:31,275 --> 00:33:32,610
We've all we've all spent money
1255
00:33:32,610 --> 00:33:34,679
with people that are just
1256
00:33:34,679 --> 00:33:35,213
we want them
1257
00:33:35,213 --> 00:33:35,713
give the money
1258
00:33:35,713 --> 00:33:36,114
because they're
1259
00:33:36,114 --> 00:33:37,115
doing such a good service.
1260
00:33:37,115 --> 00:33:38,216
We feel like we're in good hands
1261
00:33:38,216 --> 00:33:39,117
or what have you.
1262
00:33:39,117 --> 00:33:41,853
So I just think this adds so much value
1263
00:33:41,853 --> 00:33:43,921
to just getting your floors done because
1264
00:33:44,989 --> 00:33:45,990
the prospect that people
1265
00:33:45,990 --> 00:33:46,357
bring it in
1266
00:33:46,357 --> 00:33:48,059
to Sander with their crates does
1267
00:33:48,059 --> 00:33:49,761
and it's loud and hooks up to 220
1268
00:33:49,761 --> 00:33:50,561
and there's chemicals
1269
00:33:50,561 --> 00:33:51,963
involved for a lot of people.
1270
00:33:51,963 --> 00:33:54,098
That's just that's a scary proposition.
1271
00:33:54,098 --> 00:33:54,966
The more you can.
1272
00:33:54,966 --> 00:33:55,233
And it's
1273
00:33:55,233 --> 00:33:56,534
sometimes I don't think we realize it
1274
00:33:56,534 --> 00:33:57,802
because we do it every day,
1275
00:33:57,802 --> 00:33:59,704
you know, second nature to us.
1276
00:33:59,704 --> 00:34:01,139
But for for a homeowner
1277
00:34:01,139 --> 00:34:02,106
that's got a couple of kids
1278
00:34:02,106 --> 00:34:02,573
running around
1279
00:34:02,573 --> 00:34:03,641
and what do I do with the dogs
1280
00:34:03,641 --> 00:34:05,109
and the cats and where are we going to
1281
00:34:05,109 --> 00:34:06,511
how are we going to get in tonight?
1282
00:34:06,511 --> 00:34:08,079
We put ourselves in their shoes.
1283
00:34:08,079 --> 00:34:09,147
One of the most powerful things
1284
00:34:09,147 --> 00:34:10,381
someone can do is
1285
00:34:10,381 --> 00:34:10,715
look at it
1286
00:34:10,715 --> 00:34:12,784
from somebody else's perspective. Yeah.
1287
00:34:13,051 --> 00:34:14,018
And that's you know,
1288
00:34:14,018 --> 00:34:15,586
and those are couple of questions
1289
00:34:15,586 --> 00:34:17,121
that we like to ask, which is right on.
1290
00:34:17,121 --> 00:34:18,556
The theme of that is,
1291
00:34:18,556 --> 00:34:19,657
do you have any kids?
1292
00:34:19,657 --> 00:34:21,793
Yeah. You know, we got a couple of kids.
1293
00:34:21,793 --> 00:34:23,394
Is there a naptime?
1294
00:34:23,394 --> 00:34:24,962
Oh, yeah. Well, what time is a nap? Time.
1295
00:34:24,962 --> 00:34:25,863
We can take our break
1296
00:34:25,863 --> 00:34:27,365
while your kids are napping.
1297
00:34:27,365 --> 00:34:28,299
I mean, they love that.
1298
00:34:28,299 --> 00:34:28,633
You know,
1299
00:34:28,633 --> 00:34:29,567
another thing is,
1300
00:34:29,567 --> 00:34:31,836
have you ever had a contraction
1301
00:34:31,836 --> 00:34:32,970
in your house before? Yeah.
1302
00:34:34,138 --> 00:34:34,906
Why don't you name some
1303
00:34:34,906 --> 00:34:36,340
things that they did great.
1304
00:34:36,340 --> 00:34:37,175
And you also name
1305
00:34:37,175 --> 00:34:38,910
some things that they didn't do great.
1306
00:34:38,910 --> 00:34:41,112
So we can be abreast of that
1307
00:34:41,112 --> 00:34:42,680
and figure out what's going on
1308
00:34:42,680 --> 00:34:44,882
so we could make this as easy for you
1309
00:34:44,882 --> 00:34:45,550
as possible.
1310
00:34:45,550 --> 00:34:46,751
It's you know, it's not about us.
1311
00:34:46,751 --> 00:34:47,552
It's about
1312
00:34:47,552 --> 00:34:49,687
they're letting us into their home we.
1313
00:34:49,687 --> 00:34:50,888
It's all about them.
1314
00:34:50,888 --> 00:34:52,890
It's about making them comfortable.
1315
00:34:52,890 --> 00:34:54,225
You know, we've had contractors
1316
00:34:54,225 --> 00:34:54,759
in our house
1317
00:34:54,759 --> 00:34:56,961
the past couple of years, and
1318
00:34:56,961 --> 00:34:57,695
once you do that,
1319
00:34:57,695 --> 00:35:00,531
you see it through a whole lens.
1320
00:35:00,531 --> 00:35:01,566
You know, you're like, Oh, okay.
1321
00:35:01,566 --> 00:35:03,334
So he didn't take it shoes off.
1322
00:35:03,334 --> 00:35:04,802
He walked right past my daughter, Dina,
1323
00:35:04,802 --> 00:35:05,503
and say hi.
1324
00:35:05,503 --> 00:35:06,337
It's like, you know,
1325
00:35:06,337 --> 00:35:08,005
it's all those little things
1326
00:35:08,005 --> 00:35:10,641
that just become one huge thing,
1327
00:35:10,641 --> 00:35:11,476
you know?
1328
00:35:11,542 --> 00:35:12,143
Wow.
1329
00:35:12,143 --> 00:35:14,312
I am so, you know, you can sell Chris.
1330
00:35:14,612 --> 00:35:16,013
You're good, man.
1331
00:35:16,247 --> 00:35:17,281
You are. You're good.
1332
00:35:17,281 --> 00:35:18,749
You can just get me, man.
1333
00:35:18,749 --> 00:35:20,818
Absolutely. Yeah.
1334
00:35:20,818 --> 00:35:21,719
This is awesome.
1335
00:35:23,287 --> 00:35:23,821
Yeah.
1336
00:35:23,821 --> 00:35:24,956
You know, we are something.
1337
00:35:24,956 --> 00:35:25,957
Where people should do it.
1338
00:35:25,957 --> 00:35:28,292
Yeah, definitely.
1339
00:35:28,326 --> 00:35:28,593
You know,
1340
00:35:28,593 --> 00:35:30,094
we like to ask people on the show
1341
00:35:30,094 --> 00:35:32,497
what was the best advice
1342
00:35:32,497 --> 00:35:33,631
that they ever got?
1343
00:35:33,631 --> 00:35:36,134
But I'm not going to ask you that
1344
00:35:36,134 --> 00:35:36,734
because I think you're
1345
00:35:36,734 --> 00:35:37,702
going to have a lot of people
1346
00:35:37,702 --> 00:35:39,270
that are going to say
1347
00:35:39,337 --> 00:35:41,706
the advice that I got from Chris, right.
1348
00:35:41,706 --> 00:35:42,807
This is amazing.
1349
00:35:42,807 --> 00:35:43,574
This is
1350
00:35:44,008 --> 00:35:46,310
I can't believe your clothes rate
1351
00:35:46,310 --> 00:35:47,678
is now 95%.
1352
00:35:47,678 --> 00:35:49,714
And and you're saying you got more time.
1353
00:35:50,314 --> 00:35:52,483
That's awesome.
1354
00:35:52,483 --> 00:35:54,585
You know, the only regret is
1355
00:35:54,585 --> 00:35:55,553
I never should have done this,
1356
00:35:55,553 --> 00:35:57,889
you know, 15 years ago.
1357
00:35:57,889 --> 00:35:59,123
So I only regret it.
1358
00:35:59,123 --> 00:35:59,857
And it's interesting,
1359
00:35:59,857 --> 00:36:00,858
the eye opener for you,
1360
00:36:00,858 --> 00:36:02,160
when you went down to the basement
1361
00:36:02,160 --> 00:36:03,094
and you started going back
1362
00:36:03,094 --> 00:36:03,794
because we all have.
1363
00:36:03,794 --> 00:36:04,962
I had those books, too.
1364
00:36:05,997 --> 00:36:06,931
That jogs your memory.
1365
00:36:06,931 --> 00:36:07,765
Oh, yeah, that's right.
1366
00:36:07,765 --> 00:36:09,734
It's 12 minutes before we even got that,
1367
00:36:09,734 --> 00:36:10,134
you know?
1368
00:36:10,134 --> 00:36:10,434
Yeah.
1369
00:36:10,434 --> 00:36:11,068
So I thought for sure
1370
00:36:11,068 --> 00:36:12,970
I was going to get that one. Yes, yes.
1371
00:36:12,970 --> 00:36:13,804
And he said, My.
1372
00:36:13,804 --> 00:36:15,540
God, how many times have you said that?
1373
00:36:15,540 --> 00:36:17,341
Yeah, that's for sure.
1374
00:36:17,341 --> 00:36:18,976
I was going to get it. Yeah.
1375
00:36:18,976 --> 00:36:20,845
Right. Yeah.
1376
00:36:20,845 --> 00:36:22,947
So is on time for Florida.
1377
00:36:23,181 --> 00:36:23,848
It's
1378
00:36:25,683 --> 00:36:28,452
so that, you know,
1379
00:36:28,452 --> 00:36:29,120
Rob mentioned
1380
00:36:29,120 --> 00:36:30,421
that you were going to have you
1381
00:36:30,421 --> 00:36:34,358
come on in and a while back to and I'm
1382
00:36:34,358 --> 00:36:37,128
so glad you you we brought this to us man
1383
00:36:37,495 --> 00:36:38,462
because yeah.
1384
00:36:38,462 --> 00:36:40,164
Ran into a lot of people.
1385
00:36:40,164 --> 00:36:41,432
I mean let's face it,
1386
00:36:41,432 --> 00:36:42,200
this flame
1387
00:36:42,200 --> 00:36:43,134
thrower that we have here
1388
00:36:43,134 --> 00:36:44,602
that gets all over the world,
1389
00:36:44,602 --> 00:36:45,903
I mean, it's.
1390
00:36:46,704 --> 00:36:48,739
The juggernaut of this law.
1391
00:36:48,739 --> 00:36:50,608
That people call me from India soon.
1392
00:36:50,608 --> 00:36:51,576
Yes, yes.
1393
00:36:51,576 --> 00:36:52,210
It'll happen.
1394
00:36:52,210 --> 00:36:55,179
Year your life has changed now, Chris.
1395
00:36:55,613 --> 00:36:57,381
All right. Right, right.
1396
00:36:57,381 --> 00:36:58,516
No, honest to God,
1397
00:36:58,516 --> 00:37:00,451
I just think this is fantastic.
1398
00:37:00,451 --> 00:37:01,252
I know I keep saying it,
1399
00:37:01,252 --> 00:37:02,520
but I'm really blown away by this.
1400
00:37:02,520 --> 00:37:03,921
And it doesn't happen that often to me.
1401
00:37:03,921 --> 00:37:05,923
I think this is a freaking great idea.
1402
00:37:06,591 --> 00:37:07,892
Yeah, it's great.
1403
00:37:07,892 --> 00:37:08,492
It's scary.
1404
00:37:08,492 --> 00:37:08,926
Like that.
1405
00:37:08,926 --> 00:37:12,096
Number 217517.
1406
00:37:12,096 --> 00:37:13,431
That's that's a sweet spot.
1407
00:37:13,431 --> 00:37:14,732
That's a nice number.
1408
00:37:14,732 --> 00:37:15,967
Yeah, yeah, that's a nice number.
1409
00:37:15,967 --> 00:37:18,302
I figure that anything under 100
1410
00:37:18,603 --> 00:37:20,471
given 75 just it's not enough.
1411
00:37:20,471 --> 00:37:22,540
You know, it doesn't seem it seems
1412
00:37:22,540 --> 00:37:23,040
to keep
1413
00:37:24,108 --> 00:37:24,609
but I
1414
00:37:24,609 --> 00:37:26,010
like, you know 175
1415
00:37:26,010 --> 00:37:27,812
that that's my go to number.
1416
00:37:27,812 --> 00:37:29,380
If they're not going to pay that,
1417
00:37:29,380 --> 00:37:30,248
you know, then maybe,
1418
00:37:30,248 --> 00:37:30,848
maybe they're not going
1419
00:37:30,848 --> 00:37:32,183
to be our client anyways.
1420
00:37:32,183 --> 00:37:34,619
But most people,
1421
00:37:34,619 --> 00:37:35,019
like I say,
1422
00:37:35,019 --> 00:37:36,821
kind of know of the company and,
1423
00:37:36,821 --> 00:37:37,188
you know,
1424
00:37:37,188 --> 00:37:40,291
I try to get the value out to them sooner
1425
00:37:40,891 --> 00:37:43,527
and let them know what we do for them.
1426
00:37:43,628 --> 00:37:44,328
And so
1427
00:37:44,328 --> 00:37:46,297
I think that number becomes smaller
1428
00:37:46,297 --> 00:37:49,667
once you listen and, you know, repeat
1429
00:37:49,667 --> 00:37:51,168
back to them what they want.
1430
00:37:51,168 --> 00:37:53,838
So they know you're listening and it's
1431
00:37:53,838 --> 00:37:54,739
yeah, it's
1432
00:37:55,006 --> 00:37:56,307
there's you think
1433
00:37:56,307 --> 00:37:57,174
when you don't do it,
1434
00:37:57,174 --> 00:37:58,909
you think there's gonna be huge pushback.
1435
00:37:58,909 --> 00:37:59,610
And when you do it
1436
00:37:59,610 --> 00:38:01,178
you realize there's hardly no pushback.
1437
00:38:01,178 --> 00:38:02,213
It's mostly,
1438
00:38:02,213 --> 00:38:03,614
you know, between your ears
1439
00:38:03,614 --> 00:38:03,981
thinking, Oh,
1440
00:38:03,981 --> 00:38:05,616
no one's going to do that, but
1441
00:38:05,616 --> 00:38:06,117
everyone does.
1442
00:38:06,117 --> 00:38:07,785
So I remember when I was
1443
00:38:07,785 --> 00:38:08,653
when I first started
1444
00:38:08,653 --> 00:38:10,354
giving contracts out for my jobs,
1445
00:38:10,354 --> 00:38:12,690
you know, I'd haven't signed a contract
1446
00:38:12,690 --> 00:38:14,492
when I was very young, when I first,
1447
00:38:14,492 --> 00:38:15,693
you know, six months or eight months
1448
00:38:15,693 --> 00:38:16,360
I was doing Flores.
1449
00:38:16,360 --> 00:38:17,495
We didn't have a signing contract.
1450
00:38:17,495 --> 00:38:19,230
And when I first did that, I was like,
1451
00:38:19,230 --> 00:38:20,298
How are they going to take this?
1452
00:38:20,298 --> 00:38:21,132
I'm going to have them sign
1453
00:38:21,132 --> 00:38:21,966
something in writing.
1454
00:38:21,966 --> 00:38:23,100
It looks very official.
1455
00:38:23,100 --> 00:38:24,502
And, you know, I said that
1456
00:38:24,502 --> 00:38:25,803
I don't know some trepidation
1457
00:38:25,803 --> 00:38:26,604
about it, whatever.
1458
00:38:26,604 --> 00:38:27,772
And then you do it a time or two,
1459
00:38:27,772 --> 00:38:28,973
you realize, oh, absolutely.
1460
00:38:28,973 --> 00:38:30,308
You know what I mean? In a second nature.
1461
00:38:30,308 --> 00:38:32,076
So I can imagine for somebody
1462
00:38:32,076 --> 00:38:32,810
that's gone
1463
00:38:32,810 --> 00:38:33,811
for many, many years
1464
00:38:33,811 --> 00:38:35,980
of not asking for this
1465
00:38:35,980 --> 00:38:37,682
and also having to ask for that,
1466
00:38:37,682 --> 00:38:39,150
that is going to be for it's
1467
00:38:39,150 --> 00:38:40,284
going to be a little
1468
00:38:40,384 --> 00:38:42,453
tough for them at first. Yeah.
1469
00:38:44,755 --> 00:38:47,291
It was for sure.
1470
00:38:47,291 --> 00:38:48,793
In fact, I remember the
1471
00:38:48,793 --> 00:38:49,060
you know,
1472
00:38:49,060 --> 00:38:50,628
I remember the first time I did it,
1473
00:38:50,628 --> 00:38:51,529
you know, it wasn't too long ago.
1474
00:38:51,529 --> 00:38:52,763
A few years ago,
1475
00:38:52,763 --> 00:38:53,197
I remember
1476
00:38:53,197 --> 00:38:54,732
I was in my dining room and
1477
00:38:54,732 --> 00:38:56,801
and talking to this lady
1478
00:38:56,801 --> 00:38:57,468
and she's like, Oh,
1479
00:38:57,468 --> 00:38:58,569
we want you to just come out.
1480
00:38:58,569 --> 00:38:59,770
Why can't you just come out?
1481
00:38:59,770 --> 00:39:01,305
And I was like, Yeah, you know, you know,
1482
00:39:01,305 --> 00:39:02,673
I can definitely come out.
1483
00:39:02,673 --> 00:39:04,775
And I didn't have my sales process down,
1484
00:39:04,775 --> 00:39:06,210
I didn't have
1485
00:39:06,744 --> 00:39:08,346
my little spiel down.
1486
00:39:08,346 --> 00:39:09,780
And so I was super nervous.
1487
00:39:09,780 --> 00:39:10,381
So I was like,
1488
00:39:10,381 --> 00:39:11,749
you know, and I was telling her, yeah,
1489
00:39:11,749 --> 00:39:12,817
you know, we,
1490
00:39:12,817 --> 00:39:15,152
you know, we charge for estimates and,
1491
00:39:15,553 --> 00:39:17,922
you know, it's $175,
1492
00:39:17,922 --> 00:39:19,123
you know, if that's okay with you.
1493
00:39:19,123 --> 00:39:20,691
And she just saw right through it, she's
1494
00:39:20,691 --> 00:39:21,559
happy in that,
1495
00:39:21,559 --> 00:39:23,060
you know, she written me my,
1496
00:39:23,060 --> 00:39:24,395
you know, ripped right through it.
1497
00:39:24,395 --> 00:39:25,229
But after a while,
1498
00:39:25,229 --> 00:39:26,630
when it's become second nature
1499
00:39:26,630 --> 00:39:28,466
and it's just what you say, it's
1500
00:39:28,466 --> 00:39:28,966
just part
1501
00:39:28,966 --> 00:39:30,735
it's just your standard sales process.
1502
00:39:30,735 --> 00:39:32,303
People love that.
1503
00:39:32,303 --> 00:39:34,372
And when you when you say it
1504
00:39:34,372 --> 00:39:36,006
like you've said it a thousand times
1505
00:39:36,006 --> 00:39:37,274
with confidence
1506
00:39:37,274 --> 00:39:38,042
because you know
1507
00:39:38,042 --> 00:39:39,510
it's the best thing for them
1508
00:39:39,510 --> 00:39:40,978
and for the process, it's
1509
00:39:40,978 --> 00:39:41,679
it's a no brainer.
1510
00:39:41,679 --> 00:39:43,180
Like there's just no pushback,
1511
00:39:43,180 --> 00:39:44,849
you know, very, very,
1512
00:39:44,849 --> 00:39:46,016
very little pushback.
1513
00:39:46,016 --> 00:39:46,450
Okay.
1514
00:39:46,450 --> 00:39:47,618
Then I'm going to ask you this then.
1515
00:39:49,186 --> 00:39:50,020
Well, Chris, already
1516
00:39:50,020 --> 00:39:51,155
already got two more estimates.
1517
00:39:51,155 --> 00:39:52,156
I was going to get three estimates
1518
00:39:52,156 --> 00:39:53,090
and the other two guys
1519
00:39:53,090 --> 00:39:55,292
in charge me for an estimate.
1520
00:39:55,559 --> 00:39:56,394
Right.
1521
00:39:56,827 --> 00:39:57,895
So why do you think they didn't
1522
00:39:57,895 --> 00:39:59,630
charge you for an estimate?
1523
00:39:59,997 --> 00:40:00,364
I Don't know.
1524
00:40:00,364 --> 00:40:00,798
I just thought
1525
00:40:00,798 --> 00:40:03,434
that was like a given practice, you know?
1526
00:40:03,467 --> 00:40:04,068
Mm.
1527
00:40:04,668 --> 00:40:07,171
Well, you know, we are, we're very busy
1528
00:40:07,671 --> 00:40:10,908
and we do like to account for our time.
1529
00:40:10,908 --> 00:40:13,511
And I feel when we account for our time,
1530
00:40:13,511 --> 00:40:15,713
we will make it the best for you to.
1531
00:40:15,713 --> 00:40:17,581
We will come
1532
00:40:17,581 --> 00:40:18,382
prepared
1533
00:40:18,382 --> 00:40:20,518
and we want to hear about your project,
1534
00:40:21,085 --> 00:40:24,121
and we want to make this all about you,
1535
00:40:24,121 --> 00:40:25,055
you know, and
1536
00:40:25,055 --> 00:40:26,190
and we will make it all about you.
1537
00:40:26,190 --> 00:40:28,092
So if you feel that's too much,
1538
00:40:28,092 --> 00:40:30,761
I understand, you know, it is what it is,
1539
00:40:31,095 --> 00:40:32,163
but we'd love to help you.
1540
00:40:32,163 --> 00:40:33,063
And if you want to help you,
1541
00:40:34,064 --> 00:40:35,766
that's that's a you recharging
1542
00:40:35,766 --> 00:40:37,735
and you know and by then, by all means
1543
00:40:37,735 --> 00:40:39,036
if you go with us, remember
1544
00:40:39,036 --> 00:40:41,005
that gets credit back to your project.
1545
00:40:41,005 --> 00:40:42,573
Are you guys role playing or wane?
1546
00:40:42,573 --> 00:40:43,507
Do you really have a job
1547
00:40:43,507 --> 00:40:44,975
that you want to do?
1548
00:40:44,975 --> 00:40:47,144
But I do a lot of role playing.
1549
00:40:47,144 --> 00:40:48,679
No, I think I think that's good.
1550
00:40:48,679 --> 00:40:50,414
And also fact that, you know, listen,
1551
00:40:50,414 --> 00:40:52,283
I mean, it's not just about the floor.
1552
00:40:52,283 --> 00:40:54,552
It's about your house and your
1553
00:40:54,552 --> 00:40:55,820
and how you live in the house
1554
00:40:55,820 --> 00:40:56,387
and, you know,
1555
00:40:56,387 --> 00:40:57,521
and how you use the house
1556
00:40:57,521 --> 00:40:58,823
and to find these things
1557
00:40:58,823 --> 00:40:59,723
out, it's a process.
1558
00:40:59,723 --> 00:41:00,958
And that's all we
1559
00:41:00,958 --> 00:41:02,493
take all that into account.
1560
00:41:02,493 --> 00:41:04,595
I just I love this man.
1561
00:41:05,129 --> 00:41:07,298
And how's business in Cleveland?
1562
00:41:08,265 --> 00:41:10,067
Business in Cleveland's great.
1563
00:41:10,067 --> 00:41:10,901
You know, we got
1564
00:41:11,969 --> 00:41:13,437
a lot of good companies out here
1565
00:41:13,437 --> 00:41:14,538
that, you know, we're all friends with.
1566
00:41:14,538 --> 00:41:15,439
We talk all the time.
1567
00:41:15,439 --> 00:41:17,174
We we have a group
1568
00:41:17,174 --> 00:41:17,708
like a mass
1569
00:41:17,708 --> 00:41:19,043
text message with probably,
1570
00:41:19,043 --> 00:41:21,645
I don't know, six or seven guys out here
1571
00:41:21,812 --> 00:41:23,247
that are doing a lot of work.
1572
00:41:23,247 --> 00:41:24,148
Any time we need finish,
1573
00:41:24,148 --> 00:41:25,249
you know, we always help each other out.
1574
00:41:25,249 --> 00:41:25,883
It's always
1575
00:41:25,883 --> 00:41:27,885
I know the people of our equipments,
1576
00:41:27,885 --> 00:41:29,153
we're standard, you know, standard.
1577
00:41:29,153 --> 00:41:30,120
We're about two months out
1578
00:41:30,120 --> 00:41:31,188
and that's pretty,
1579
00:41:31,188 --> 00:41:32,590
pretty standard for us right now.
1580
00:41:32,590 --> 00:41:33,090
We found a
1581
00:41:33,090 --> 00:41:36,060
lot of guys are now copying your charge.
1582
00:41:36,160 --> 00:41:37,561
A free estimate.
1583
00:41:37,761 --> 00:41:39,363
No, not really.
1584
00:41:39,363 --> 00:41:41,699
I think. It's it's really.
1585
00:41:41,866 --> 00:41:43,434
Maybe after this, maybe more people will.
1586
00:41:43,434 --> 00:41:45,402
I just don't think people
1587
00:41:45,402 --> 00:41:46,770
because I always wanted to do it,
1588
00:41:46,770 --> 00:41:47,905
but I didn't know how.
1589
00:41:47,905 --> 00:41:50,774
So I had to kind of find the process
1590
00:41:51,308 --> 00:41:52,142
on how to do it.
1591
00:41:52,142 --> 00:41:54,044
And this isn't 100% my process.
1592
00:41:54,044 --> 00:41:55,746
You know, I went online,
1593
00:41:55,746 --> 00:41:57,715
I read some things
1594
00:41:57,715 --> 00:41:59,016
contractor Sales Academy, it was
1595
00:41:59,016 --> 00:41:59,783
was a great
1596
00:42:00,784 --> 00:42:01,585
paid sales
1597
00:42:01,585 --> 00:42:03,521
program that I was in that kind of
1598
00:42:03,521 --> 00:42:05,589
helped me put this all together.
1599
00:42:05,589 --> 00:42:07,791
And so,
1600
00:42:07,791 --> 00:42:09,093
but I think they should, you know,
1601
00:42:09,093 --> 00:42:11,729
I really think they should. It's,
1602
00:42:11,729 --> 00:42:11,996
you know,
1603
00:42:11,996 --> 00:42:13,097
I know some of my friends
1604
00:42:13,097 --> 00:42:14,565
in the business, they have kids and stuff
1605
00:42:14,565 --> 00:42:16,000
and I know they're working all the time.
1606
00:42:16,000 --> 00:42:16,567
And I know this.
1607
00:42:16,567 --> 00:42:18,068
They'd be able to see their kids more
1608
00:42:18,068 --> 00:42:18,769
if they did this.
1609
00:42:18,769 --> 00:42:19,403
Bottom line,
1610
00:42:19,403 --> 00:42:21,272
you'd be able to spend more time
1611
00:42:21,272 --> 00:42:22,773
with your family if you do this.
1612
00:42:22,773 --> 00:42:23,908
And that's one of the reasons I did it.
1613
00:42:23,908 --> 00:42:25,142
You know, I got a couple of little girls
1614
00:42:25,142 --> 00:42:25,743
see on the wall here.
1615
00:42:25,743 --> 00:42:26,877
I can see it now.
1616
00:42:26,877 --> 00:42:28,178
Wayne's moving to Cleveland.
1617
00:42:28,178 --> 00:42:30,281
He's going to charge 150 for his.
1618
00:42:30,281 --> 00:42:32,149
Yeah, I'm going to get you know,
1619
00:42:32,149 --> 00:42:33,384
I actually think that's pretty cool
1620
00:42:33,384 --> 00:42:34,952
that you contractors will network
1621
00:42:34,952 --> 00:42:37,221
with each other and help each other out
1622
00:42:37,254 --> 00:42:38,489
there was a time in this industry
1623
00:42:38,489 --> 00:42:39,390
and probably
1624
00:42:39,390 --> 00:42:40,991
still is in some some respects
1625
00:42:40,991 --> 00:42:42,059
that guys won't do that.
1626
00:42:42,059 --> 00:42:44,261
And and I think we're you know,
1627
00:42:44,528 --> 00:42:45,829
there's a lot of work out there now.
1628
00:42:45,829 --> 00:42:47,197
It's almost like a fraternity man.
1629
00:42:47,197 --> 00:42:48,098
There's a lot of there's
1630
00:42:48,098 --> 00:42:48,966
a lot of work out there.
1631
00:42:48,966 --> 00:42:50,167
And, you know, not
1632
00:42:50,167 --> 00:42:52,303
that many guys doing it anymore.
1633
00:42:52,303 --> 00:42:52,536
So.
1634
00:42:52,536 --> 00:42:52,970
Yeah,
1635
00:42:53,203 --> 00:42:54,972
and to help each other out and network
1636
00:42:54,972 --> 00:42:56,073
I think is really important.
1637
00:42:56,073 --> 00:42:57,708
So good deal. Yeah.
1638
00:42:57,708 --> 00:42:58,842
And we're in
1639
00:42:59,209 --> 00:43:00,344
we're in a
1640
00:43:00,344 --> 00:43:01,845
like historic area where we live.
1641
00:43:01,845 --> 00:43:02,479
We have like
1642
00:43:02,479 --> 00:43:03,113
Shaker Heights
1643
00:43:03,113 --> 00:43:03,781
and Cleveland Heights,
1644
00:43:03,781 --> 00:43:05,883
which are two pretty well known areas,
1645
00:43:06,250 --> 00:43:08,252
all historic homes built, you know,
1646
00:43:08,986 --> 00:43:10,554
right around 1900,
1647
00:43:10,554 --> 00:43:11,121
you know, hardwood
1648
00:43:11,121 --> 00:43:11,622
floors, first,
1649
00:43:11,622 --> 00:43:12,590
second and third floor
1650
00:43:12,590 --> 00:43:13,591
heart pine on the third,
1651
00:43:13,591 --> 00:43:14,291
all oak throughout,
1652
00:43:14,291 --> 00:43:15,025
sometimes even have
1653
00:43:15,025 --> 00:43:15,960
hardwood floors in the basement.
1654
00:43:15,960 --> 00:43:16,994
So there's enough work,
1655
00:43:16,994 --> 00:43:19,430
all of us out here, you know,
1656
00:43:19,430 --> 00:43:20,030
that's for sure.
1657
00:43:20,030 --> 00:43:22,967
And it's it's great, you know, you know,
1658
00:43:23,400 --> 00:43:26,070
we share labor sometimes.
1659
00:43:26,070 --> 00:43:27,605
It's good to have friends out here
1660
00:43:27,605 --> 00:43:28,739
that we can count on if we need them.
1661
00:43:29,773 --> 00:43:31,208
Well, you know,
1662
00:43:31,208 --> 00:43:32,643
short shortage of labor
1663
00:43:32,643 --> 00:43:33,677
in a lot of places
1664
00:43:33,677 --> 00:43:36,180
and and it's hard to find floor guys
1665
00:43:36,213 --> 00:43:36,780
and what have you.
1666
00:43:36,780 --> 00:43:38,248
So and I mean,
1667
00:43:38,248 --> 00:43:38,549
you know,
1668
00:43:38,549 --> 00:43:40,084
because of COVID, things have changed
1669
00:43:40,084 --> 00:43:42,419
and so people are used to that.
1670
00:43:42,419 --> 00:43:44,955
So might be the perfect time to do it.
1671
00:43:44,955 --> 00:43:47,625
So I really appreciate you coming
1672
00:43:47,625 --> 00:43:48,058
on, man.
1673
00:43:48,058 --> 00:43:49,493
I hope a lot of people get
1674
00:43:49,493 --> 00:43:51,028
get some good value out of this
1675
00:43:51,028 --> 00:43:52,896
and give you some food for thought.
1676
00:43:52,896 --> 00:43:55,199
And and, you know, something to Chris,
1677
00:43:55,199 --> 00:43:56,900
you could have kept this to yourself,
1678
00:43:56,900 --> 00:43:57,101
you know?
1679
00:43:57,101 --> 00:43:58,402
I mean, you didn't even have to.
1680
00:43:58,402 --> 00:43:59,570
And it's a very
1681
00:43:59,570 --> 00:44:00,938
honorable and admirable for you
1682
00:44:00,938 --> 00:44:01,972
to get it, for you to do this
1683
00:44:01,972 --> 00:44:02,840
and come out and share your
1684
00:44:02,840 --> 00:44:04,441
process with your your
1685
00:44:05,709 --> 00:44:06,443
people in your in
1686
00:44:06,443 --> 00:44:08,178
your region and across the country
1687
00:44:08,178 --> 00:44:08,679
and everything.
1688
00:44:08,679 --> 00:44:10,648
So I really commend you for that.
1689
00:44:10,648 --> 00:44:12,282
And I like your style, man.
1690
00:44:12,282 --> 00:44:13,951
It's pretty cool you did that.
1691
00:44:13,951 --> 00:44:14,585
Absolutely.
1692
00:44:14,585 --> 00:44:15,052
You know, so
1693
00:44:15,052 --> 00:44:16,787
many people have shared so much stuff
1694
00:44:16,787 --> 00:44:18,222
with me over the years.
1695
00:44:18,222 --> 00:44:18,989
There's no secrets.
1696
00:44:18,989 --> 00:44:19,990
You know, we're all out
1697
00:44:19,990 --> 00:44:20,557
and we're all doing
1698
00:44:20,557 --> 00:44:22,526
the same thing, you know.
1699
00:44:22,526 --> 00:44:23,661
So I hope
1700
00:44:23,661 --> 00:44:25,229
hopefully I save some other people time
1701
00:44:25,229 --> 00:44:26,764
they can hang out with their kids more.
1702
00:44:26,764 --> 00:44:27,331
Very cool.
1703
00:44:27,331 --> 00:44:28,298
Well, listen and also,
1704
00:44:28,298 --> 00:44:29,933
thank you for listening to their podcast.
1705
00:44:29,933 --> 00:44:30,601
We got. You.
1706
00:44:30,601 --> 00:44:32,836
Absolutely huge fan. Yeah.
1707
00:44:32,870 --> 00:44:34,238
Thank you so much.
1708
00:44:34,238 --> 00:44:34,738
And
1709
00:44:35,506 --> 00:44:36,006
so listen,
1710
00:44:36,006 --> 00:44:37,074
this has been another episode
1711
00:44:37,074 --> 00:44:39,109
of On the Floor with Wayne and Rob,
1712
00:44:39,109 --> 00:44:48,419
please stay tuned for another episode.