Client Advocacy: The Path To Build Real Relationships with Jacqueline Loftis and Amanda Simon - Cresa

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Well, and change orders, right, the yucky,
yucky, dirty word that nobody likes.
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When you don't have an owner's rep, these poor
people, whether you're a corporation or a
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franchisee, are getting hit with change orders
that may or may not be you know, necessary.
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We've done a lot of research where we had to go
back and look at work letters and leases and
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what the landlord was supposed to deliver, to
help our clients avoid having to pay
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unnecessary change orders.
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And and these change orders for these builds
from anywhere from a three thousand square
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foot, site all the way up to, you know, a
100,000, they're not.
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Have you ever wondered how successful
architecture, engineering, and construction
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companies scale their business.
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Or have you ever wanted guidance on how to get
more growth, wealth, and freedom from your AEC
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company?
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Well, then you are in luck.
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Hi, I'm Will for it.
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And I'm Justin Nagel, and we're your podcast
host.
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We interview successful AEC business leaders to
learn how they use people, process, and
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technology to scale their businesses.
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So sit back and get ready to learn from the
industry's best.
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This is
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Building scale.
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Hey, listeners.
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It's Will here.
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Our mission is to help the AC industry protect
itself by making technology easy.
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If you've ever listened to our show, then you
know that the 3 pillars of scaling a business
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are people, process, and technology.
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So if you suspect technology is your weak link,
then book a call with us to see where we can
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help maximize your company's IP and cyber
security strategy.
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Just go to building scale.net/help.
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Today's guests are Jacqueline Loftis and Amanda
Simon, who are principals at Cressa.
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Cressa is the world's most trusted occupier
centric commercial real estate and project
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management firm who focuses on delivering
seamless project execution with dedicated
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program and transition managers.
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They have expertise in multi site projects from
site selection to project management and
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construction and deliver an on time budget
conscious project with single source
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accountability across various industries.
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Jacqueline has over 25 years of experience in
sales and business development within
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construction and project management.
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She is a proven track record of driving
business growth, securing new clients and
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expanding global presence.
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Her previous roles include director of business
development at Coolsys and managing a large
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multi site clients at Savan, or 7, depending on
who you are, multisite solutions.
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Amanda is an agile and innovative leader in
program and construction management with
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expertise and experience in operations, She has
established programs and teams for multi site
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scaling for global companies.
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Amanda oversaw projects for major national
organizations like Amazon Fresh, Walmart, F
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Forty Five, and Sprouts.
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And with all that fun stuff said, Jacqueline
and Amanda, welcome to the show.
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Thank you.
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Thank you.
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We're super excited to be here.
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Yes.
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I know you're excited because your your
excitement level before we started recording
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was off the charts.
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So, therefore, I can only imagine that you're
gonna bring the heat because that's the two of
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you in every time I've interacted with you has
been like a spark plug of awesomeness, so I'm
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super stoked.
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So I I went through all the cool stuff that we
say in our bios and all that great shit,
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essentially.
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But tell us the real story.
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How did you get into the space.
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How did you get 2 of you come together to
create this tag team of awesomeness and tell us
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about Cressa?
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Yeah.
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Awesome.
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Amanda, do you want me to start?
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Or yeah.
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Go for it.
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So so Amanda and I or or some call us Thelma
and Louise, right, we've worked together
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previously at, one of the employers that you
had mentioned and really formed a really good
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professional and personal bond there.
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So, joining Cressa was really great on a lot of
levels, but culturally, we fit in really well
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with Cressa and They offer a lot of things that
we can also offer to our clients that maybe we
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weren't able to offer before.
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But, construction, sales, project management
has really been my passion along with people
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since I started you know, working when I was,
fifteen years old.
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I had my first job, but, yeah, it's going
great.
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We've been here about 5 months, and it it feel
like we've been here for 5 years already.
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So going very, very, very well.
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She means that in
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the best way.
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Not the
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worst way.
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I actually was thinking.
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I'm like, I when I say this, to my wife,
wonderfully, we've been married for 9 years, I
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and I when I say it, it's like, it feels like
90.
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She's not happy, but when I say it feels like 9
days, she's very excited about that.
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So
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I don't but I don't know the math.
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I don't understand it.
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We've made such huge strides in such a short
period of time that it feels like we've here
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longer.
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And we've really gotten to know everybody at
Cressa, and we've got some great new client
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relationships that we're working.
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So I think I think that's what Jacqueline met.
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I don't wanna put words in the
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wrong way.
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No.
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Of course.
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That's what I meant.
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And, every day, we're learning something new,
and we're meeting new clients.
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And and again, at the end of the day, that's
what's most important.
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So Amanda and I are the clients of Cressa and
the future clients of Cressa.
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And, it just makes it exciting and and every
day's So, yeah, that's that's me and happy to
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be here.
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So I'll pass it over to Amanda, and she can
give a little bit of her.
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Yeah.
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I mean, I I like Justin's introduction to me.
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I think that kind of summarizes everything
really well, but I fell into the construction
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industry.
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I graduated with a degree in psychology and
went to law school.
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And, while I love the letter of the law, law
school wasn't really for me.
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I found a job in accounting where I hated every
minute of being locked in an office doing the
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same thing every day and just looking for a
creative outlet and, you know, just fell into
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construction.
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It's just been a series of really good
opportunities and really lucky opportunities
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that I've seized, and I've had a great go of
it.
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No.
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That's that's great.
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Going from law to construction, you you're
gonna have to give a little bit more than that
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because I would not say that's the
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normal path that most people take going into
the industry.
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Yeah.
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My parents were so
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disappointed in me.
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Like, we tell you,
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I'm sorry about
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it then.
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Right.
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It's just it wasn't for me.
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I love a competitive environment, but I like to
lift people up around me and law school as an
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environment is a lot different than that.
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You're kind of pitted against each other in a
way that I just didn't love.
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And I looked around, and I'm sure the people
are great and wonderful, but I'm like, these
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are the people I have to deal with every single
day.
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And I wanted out.
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I could it.
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I am great with math.
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I found a really nice stable job in accounting.
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And in law and accounting, it both really
helped me in what I do.
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I do a lot of lease reading.
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There's a lot of budgeting.
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So it's not like it it hasn't supported where
I'm at.
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But I could have probably fallen into a lot of
different careers, and I just feel very
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fortunate that an opportunity in construction
presented itself.
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And I've
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really never looked back.
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Now I also had a pastor in law, not as a
lawyer,
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as someone working at a law firm
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for over 7 years.
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So I know your feeling on what that environment
can be like, for sure.
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Yeah.
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Yeah.
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And that's why we hired him and made sure that
the sparks stayed alive and well.
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But not as a lawyer.
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I thought you were going the criminal path.
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Me too.
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Are you going there on this podcast?
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Let me explain to you all my criminal dealings.
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No.
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No.
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No.
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No.
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We're working from showing conflicts to,
records to HR, then into business development,
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kind of across the board.
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But will, you know, the the origin story of me
is, to spot was, him and Kasha rescued me from,
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Total Misery, which was very obvious.
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I should get a picture of it side by side it
and, like, how much happier I look right now
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than I did then.
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But, yeah, law can drain you in all kinds of
horrible way.
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Yeah.
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But we need it, and we love lawyers.
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So For sure.
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You know, a
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lot of we build out a lot of, attorney's
offices too, and they're beautiful and they're
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amazing, and they're wonderful to work with.
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So So tell us
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a little bit about what you guys actually do.
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And then if, let's say, Justin and and I were
representing a
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firm with, you know, let's say we wanted to
build out 500 stores, what does that
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look Yeah.
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Do you want me to take this, Amanda?
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Yeah.
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Go for it.
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Okay.
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Well, it actually starts with me.
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So our process, really, I'm kind of the first
person or the first space that the client sees.
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But, Justin, you kinda hit on it at the
beginning kinda talked about Cressa and multi
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site and and retail and and all of that.
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But our goal is to help our client, whether
that's a corporation, a headquarters, a
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franchisor, a franchisee, a partner.
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You know, there's all different types of
verticals of of who we're actually working for,
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but clients who are looking to expand at a
certain rate under a certain budget and do it
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quickly.
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Really, that's where we come in.
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So the multi site program project management
would take a client who wants to open 500 new
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sites.
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We call them NSOs, new store openings, or it
could be a remodel, a rebranding, It could be
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they wanna add a a double lane drive through.
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So all different types of, projects can go
under the multi site, but what we're there to
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do is really hold their hand.
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So it starts with meeting me and I kind of lead
the business development and Amanda leads
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operations.
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And we kinda hear what their vision are.
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We understand their brand.
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That's number 1.
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You know, we really we're not just about, hey.
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We'll give you a proposal tomorrow.
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We really wanna know and understand the people
and the brand we're working with and what their
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vision is.
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And, of course, we need to understand the
financial model.
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Right?
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How much do they have?
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How much do they wanna spend?
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Are they private equity backed?
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Are these franchisees or franchisors paying for
all of these costs?
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So once we really have that mental model of
what the client is trying to do, we'll kinda
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map out our involvement and where the client
can insert us kind of where needed.
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You'll you'll hear it a lot that, we we can be
an extension of their team.
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Because some clients have, you know, people
like project managers already on board, so they
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might not need the full scale of our offering.
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But once we kinda understand where they're
going and what they wanna do, we'll ride
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sidecar with their real estate partner, whether
that's Cressa or someone else, a lot people
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have good relationships with their current
brokers, and some a lot of them are also
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looking for new brokers.
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So what's great about what Amanda and I are
doing is we're our own division.
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So we can work with our own brokers, and we can
work alongside with, other technically
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competitors.
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So we're really it's a no conflict.
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Right?
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So we're there to make sure that our client is
getting the best deal, the best dollars to
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build out their new facility.
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And then from there, we bring Amanda in and she
kinda talks on the operation side and and
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really we help them through architecture,
permitting, design standards, brand books,
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construction, and then site visits, walk
throughs, and then all the way to their, what I
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call ribbon ribbon cutting or grand opening.
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So that's all of it in a pretty little box, and
it's really easy.
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And Amanda loves when I tell clients that This
is so unique.
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00:11:39,559 --> 00:11:42,620
And she's like, there may be issues.
239
00:11:42,679 --> 00:11:43,160
And that's
240
00:11:43,160 --> 00:11:48,039
why she creates this expectation within the
client that they'll they're not gonna have any
241
00:11:48,039 --> 00:11:48,440
worries.
242
00:11:48,440 --> 00:11:52,115
Like, once they sign on the dotted line, that
life is beautiful in brand.
243
00:11:52,115 --> 00:11:54,534
And then I have to come in with all the hard
conversations.
244
00:11:54,914 --> 00:11:56,914
So she's a good cop on bad cop.
245
00:11:56,914 --> 00:12:02,274
We went and saw the musical wicket together and
she's which what's the name of your Glenda, the
246
00:12:02,274 --> 00:12:02,754
good witch?
247
00:12:02,754 --> 00:12:05,889
And I'm like the totally misunderstood evil it.
248
00:12:05,889 --> 00:12:07,809
It has to deliver all the bad news.
249
00:12:07,809 --> 00:12:11,970
So, yeah, we're gonna get you through the
program, and you're gonna end up with exactly
250
00:12:11,970 --> 00:12:13,429
what it is that you want.
251
00:12:13,730 --> 00:12:15,809
But there are stumbling blocks along the way.
252
00:12:15,809 --> 00:12:17,409
So that's when me and my team come in.
253
00:12:17,409 --> 00:12:22,164
Like, we help create process that helps
eliminate some of those and mitigate those.
254
00:12:22,164 --> 00:12:26,644
And we we handle it on behalf of our client so
that they can focus on what they do best.
255
00:12:26,644 --> 00:12:27,845
They're not construction people.
256
00:12:27,845 --> 00:12:30,084
They don't need to understand and learn this
stuff.
257
00:12:30,084 --> 00:12:31,125
Some of them want to.
258
00:12:31,125 --> 00:12:34,639
Some of them think it's fun and I'm happy to
allow them to participate.
259
00:12:35,419 --> 00:12:38,940
But I actually wanna touch on something that
Jacqueline said in there that I think is really
260
00:12:38,940 --> 00:12:43,419
important and part of why we came to Cressa and
something that we're really embracing with
261
00:12:43,419 --> 00:12:43,899
Cressa.
262
00:12:43,899 --> 00:12:48,955
And that's that we get to know our and embrace
who they are and what their culture is.
263
00:12:48,955 --> 00:12:49,434
And Jacqueline and I are in a position where,
we, we are the decision makers on whether we
264
00:12:49,434 --> 00:12:49,488
move forward with something or not.
265
00:12:49,488 --> 00:13:02,389
And having the ability to, to work with brands
that we really believe in and not having to say
266
00:13:02,389 --> 00:13:05,929
yes to everything is really, really important
to who we are.
267
00:13:06,470 --> 00:13:11,190
And and I'm so proud to be in a position in our
career where we can do that.
268
00:13:11,190 --> 00:13:17,675
So we we learned from a client a couple years
ago, and and his motto was, he won't work with
269
00:13:17,675 --> 00:13:18,175
assholes.
270
00:13:18,634 --> 00:13:22,335
And, and we've really embraced that in what it
is that we're doing.
271
00:13:22,475 --> 00:13:26,840
We love who we work with, and we try to really
saw through a fun environment and have fun with
272
00:13:26,840 --> 00:13:27,033
our clients.
273
00:13:27,033 --> 00:13:27,067
Yeah.
274
00:13:27,067 --> 00:13:27,269
We love the no asshole clause.
275
00:13:27,269 --> 00:13:27,471
We're we're all about that life.
276
00:13:27,471 --> 00:13:27,505
Look.
277
00:13:27,505 --> 00:13:27,606
Life's too short.
278
00:13:27,606 --> 00:13:27,639
Right?
279
00:13:27,639 --> 00:13:41,174
And and again, we talk about, like, we try not
to take ourselves too seriously, but life's too
280
00:13:41,174 --> 00:13:41,495
short.
281
00:13:41,495 --> 00:13:43,254
We wanna work with good people.
282
00:13:43,254 --> 00:13:44,794
We wanna do good work.
283
00:13:45,574 --> 00:13:46,615
Will things go wrong?
284
00:13:46,615 --> 00:13:47,574
Like Amanda said, yes.
285
00:13:47,574 --> 00:13:48,615
Will we make it right?
286
00:13:48,615 --> 00:13:49,115
Absolutely.
287
00:13:49,334 --> 00:13:50,934
Will you know about it ahead of time?
288
00:13:50,934 --> 00:13:52,314
That's why you hire us.
289
00:13:52,320 --> 00:13:58,639
Do we want you focusing on your social media
and your marketing and your, you know, your new
290
00:13:58,639 --> 00:13:59,600
member sign ups?
291
00:13:59,600 --> 00:14:04,868
That's what we want you focusing on while we
are identifying risks before you sign your
292
00:14:04,868 --> 00:14:05,142
lease.
293
00:14:05,142 --> 00:14:09,355
But while we are identifying contractors, that
will do the best for you.
294
00:14:09,355 --> 00:14:10,715
So that's why we're there.
295
00:14:10,715 --> 00:14:14,875
And and, you know, when you when you talk about
cost, right, so everyone's always like, well,
296
00:14:14,875 --> 00:14:15,835
how much does it cost?
297
00:14:15,835 --> 00:14:15,995
Right?
298
00:14:15,995 --> 00:14:18,075
That's that's how the world works today.
299
00:14:18,075 --> 00:14:18,554
Right?
300
00:14:18,554 --> 00:14:21,035
And and I don't know if I love that you pay.
301
00:14:21,035 --> 00:14:22,690
You get what you pay for saying.
302
00:14:22,750 --> 00:14:29,309
I mean, I've I've seen it both ways, but with
this, the the ROI in hiring Amanda and I and
303
00:14:29,309 --> 00:14:31,570
Cressa is immediate.
304
00:14:31,789 --> 00:14:36,254
I mean, typically, we'll see we'll see a
savings within the 1st few weeks of being
305
00:14:36,254 --> 00:14:38,032
engaged because we are identifying things that
306
00:14:38,032 --> 00:14:38,092
they already started doing that they shouldn't
have been doing.
307
00:14:38,092 --> 00:14:38,151
So, so that's probably the hardest part of our
308
00:14:38,151 --> 00:14:50,730
job is just explaining fees, but what's great
on on kind of the methodology that Amanda and I
309
00:14:50,730 --> 00:14:52,570
came up with is there's no minimum sites
required.
310
00:14:52,570 --> 00:14:52,809
There's no minimum square footage or even
minimum spend.
311
00:14:52,809 --> 00:14:52,943
It's a per site basis.
312
00:14:52,943 --> 00:14:53,049
And if you're doing
313
00:14:53,049 --> 00:15:02,315
two sites, were your people.
314
00:15:02,315 --> 00:15:04,975
If you're doing 2000 sites, we're your people.
315
00:15:05,115 --> 00:15:09,934
So we have our own scalable process that, you
know, the secret sauce that we've come up with,
316
00:15:10,475 --> 00:15:16,470
that allows us to work with people who aren't
ready to go to 2000 or even 200 20 sites.
317
00:15:17,330 --> 00:15:18,370
So that's what I love.
318
00:15:18,370 --> 00:15:22,769
And just echoing to what Amanda said, we we
have more control and we we get to do things
319
00:15:22,769 --> 00:15:25,190
the way that we feel is best for our clients.
320
00:15:25,410 --> 00:15:29,715
Well, and I think I said it before we started
taping, but what's the cost of not having us
321
00:15:29,715 --> 00:15:29,955
there.
322
00:15:29,955 --> 00:15:30,195
Right?
323
00:15:30,195 --> 00:15:31,975
Well, it's it's the shoe example.
324
00:15:32,595 --> 00:15:33,075
Yep.
325
00:15:33,075 --> 00:15:33,575
Yep.
326
00:15:33,795 --> 00:15:34,728
The red the red items.
327
00:15:34,728 --> 00:15:35,154
What what type of shoe are you buying?
328
00:15:35,261 --> 00:15:36,065
Because there's definitely
329
00:15:41,949 --> 00:15:48,129
there's the hard cost of a shoe, right, and
then there's the soft costs, a a shoe.
330
00:15:49,230 --> 00:15:50,669
We could talk about rings too,
331
00:15:50,669 --> 00:15:51,230
I mean.
332
00:15:51,230 --> 00:15:52,049
Rings addresses.
333
00:15:52,110 --> 00:15:52,429
Sure.
334
00:15:52,429 --> 00:15:53,230
Lots of items.
335
00:15:53,230 --> 00:15:55,570
There are lots of items that fall in this
category.
336
00:15:57,074 --> 00:15:58,934
Most people can relate to shoes.
337
00:15:59,954 --> 00:16:02,195
Let's talk about the this process a little bit.
338
00:16:02,195 --> 00:16:05,315
So, obviously, we believe people, process and
technology.
339
00:16:05,315 --> 00:16:06,034
That's how you scale.
340
00:16:06,034 --> 00:16:06,195
Right?
341
00:16:06,195 --> 00:16:08,615
That that's how you make a scalable thing
exist.
342
00:16:09,154 --> 00:16:12,190
Let's start with people how do you, how do you
find people?
343
00:16:12,190 --> 00:16:13,709
How do you connect with the right people?
344
00:16:13,709 --> 00:16:18,669
How do you find those people that fit your
belief of what you you the business you wanna
345
00:16:18,669 --> 00:16:20,110
build and the culture that you're trying to
build?
346
00:16:20,110 --> 00:16:22,829
Not necessarily just internally together, but
also like, hey.
347
00:16:22,829 --> 00:16:29,274
Our client we want our clients to to be a a
certain way, and have, certainly not an
348
00:16:29,274 --> 00:16:31,834
asshole, but, like, you know, there's other
qualities to go there.
349
00:16:31,834 --> 00:16:33,195
So how do you how do you find people?
350
00:16:33,195 --> 00:16:34,575
Where where let's start there.
351
00:16:34,875 --> 00:16:36,735
Jacqueline, you're miss business development.
352
00:16:36,794 --> 00:16:38,290
So let's, look Yeah.
353
00:16:38,670 --> 00:16:40,269
My job.
354
00:16:40,269 --> 00:16:45,470
Well, well, I think, I know Amanda and I don't
look like we've been in the business 25 years,
355
00:16:45,470 --> 00:16:48,870
and, there's no filters on these, the, this
little There's not.
356
00:16:48,990 --> 00:16:49,790
That we have here.
357
00:16:49,790 --> 00:16:54,164
But, Number 1 is is referrals, right,
references referrals.
358
00:16:54,225 --> 00:16:55,504
So you do a good job.
359
00:16:55,504 --> 00:16:56,565
You're a good person.
360
00:16:56,945 --> 00:16:58,245
You treat people well.
361
00:16:58,304 --> 00:16:59,825
Your name gets put out there,
362
00:16:59,825 --> 00:17:02,725
you know, and then both the business that I
came from and Amanda.
363
00:17:02,784 --> 00:17:04,065
So so that's number 1.
364
00:17:04,065 --> 00:17:04,529
Right?
365
00:17:04,609 --> 00:17:07,330
And that extends beyond just the business that
we're chasing.
366
00:17:07,330 --> 00:17:07,650
Right?
367
00:17:07,650 --> 00:17:10,450
I I have to staff a team to support this too.
368
00:17:10,450 --> 00:17:15,970
So having referrals to get the right people on
your team who are gonna support your culture
369
00:17:15,970 --> 00:17:19,184
and embrace your clients, It's exactly what
Jacqueline said.
370
00:17:19,184 --> 00:17:20,704
Word-of-mouth is number 1.
371
00:17:20,704 --> 00:17:21,204
Yep.
372
00:17:22,224 --> 00:17:24,884
Number 2 would really be just that networking.
373
00:17:25,424 --> 00:17:27,984
Amanda and I, again, yeah, I'm heavy, BD.
374
00:17:27,984 --> 00:17:30,464
She's heavy ops, but we both know both roles.
375
00:17:30,464 --> 00:17:33,330
And, want people to trust who they're working
with.
376
00:17:33,330 --> 00:17:37,990
So her and I will go and do a lot of,
networking events, lunches, dinners,
377
00:17:38,529 --> 00:17:40,470
collaborating with other team members.
378
00:17:40,930 --> 00:17:41,650
It's no.
379
00:17:41,650 --> 00:17:43,250
It's exhausting, you guys.
380
00:17:43,250 --> 00:17:47,565
Anyone who says they, you know, it's fun, and
we love it, but anyone close
381
00:17:47,565 --> 00:17:49,005
to my ears and construction issues.
382
00:17:49,005 --> 00:17:51,585
And Jacqueline's like, am I gonna get a steak
or chicken?
383
00:17:52,044 --> 00:17:52,544
No.
384
00:17:53,804 --> 00:17:55,264
Real nice and added.
385
00:17:55,404 --> 00:18:01,559
Like an operator, always, you know, downgrading
the the business that Bell which fuels the fire
386
00:18:01,559 --> 00:18:02,299
of everything.
387
00:18:03,160 --> 00:18:03,660
Exactly.
388
00:18:03,880 --> 00:18:07,799
It's a lot of work, but, so we do do a lot of
that.
389
00:18:07,799 --> 00:18:09,819
And then, trade shows.
390
00:18:09,960 --> 00:18:10,920
That's, you know, that's huge.
391
00:18:10,920 --> 00:18:15,664
We have our 1st really big trade show next
month, in Phoenix called spaces.
392
00:18:16,205 --> 00:18:16,684
Oh, yeah.
393
00:18:16,684 --> 00:18:18,045
We've done it prior.
394
00:18:18,045 --> 00:18:18,525
Yeah.
395
00:18:18,525 --> 00:18:18,924
Yeah.
396
00:18:18,924 --> 00:18:20,785
Big shout out to retail spaces.
397
00:18:21,325 --> 00:18:25,424
We've done them prior, right, with our other,
you know, companies that we've worked at.
398
00:18:25,484 --> 00:18:27,825
But this will be our first one representing
Cressa.
399
00:18:27,884 --> 00:18:30,240
So super excited to to do those.
400
00:18:30,240 --> 00:18:36,399
So we're we're really picky, you know, as far
as, what events we go to as far as who we work
401
00:18:36,399 --> 00:18:36,640
with.
402
00:18:36,640 --> 00:18:36,799
Right?
403
00:18:36,799 --> 00:18:38,960
And and that goes the same for the clients.
404
00:18:38,960 --> 00:18:40,480
They're picky on who they work with too.
405
00:18:40,480 --> 00:18:45,345
And we respect that, and we respect the client
who has existing relationships.
406
00:18:45,644 --> 00:18:48,625
So I try not to cold call a ton, honestly.
407
00:18:49,085 --> 00:18:54,707
I hope no one from presses listening right now,
but, you know, cold calling, I will do it, and
408
00:18:54,707 --> 00:18:58,319
I'll do it when I'm passionate about who I'm
reaching out to.
409
00:18:58,399 --> 00:19:03,460
Right, when we talk about working with brands
we love, when we talk about having experience
410
00:19:03,679 --> 00:19:09,759
with those verticals, right, where we can
actually bring real life experience to, a
411
00:19:09,759 --> 00:19:12,559
health and wellness brand, a grocer brand.
412
00:19:12,559 --> 00:19:12,720
Right?
413
00:19:12,720 --> 00:19:15,265
Those are big backgrounds that Amanda and I
have.
414
00:19:15,265 --> 00:19:19,505
So, so but when I do cold call, right, it's
it's hard.
415
00:19:19,505 --> 00:19:21,265
Like, I'm not 20 anymore.
416
00:19:21,265 --> 00:19:23,424
I remember having to just dial dial dial.
417
00:19:23,424 --> 00:19:23,664
Dial.
418
00:19:23,664 --> 00:19:24,305
How many calls?
419
00:19:24,305 --> 00:19:25,485
How many calls?
420
00:19:25,585 --> 00:19:27,630
And and really, that's a numbers game.
421
00:19:27,630 --> 00:19:30,109
You make a 100 calls, you get one callback.
422
00:19:30,109 --> 00:19:30,609
Right?
423
00:19:31,549 --> 00:19:34,509
I feel like I'm at the age where I don't need
to play a number game.
424
00:19:34,509 --> 00:19:36,750
I'm gonna just be my true authentic self.
425
00:19:36,750 --> 00:19:39,150
I'm gonna bring what I can bring to the table.
426
00:19:39,150 --> 00:19:43,309
And if there's a need, then the right client
will will ask for a meeting.
427
00:19:43,309 --> 00:19:46,585
So that's business development right there.
428
00:19:46,585 --> 00:19:46,904
Right?
429
00:19:46,904 --> 00:19:47,225
So
430
00:19:47,705 --> 00:19:48,505
In a nutshell.
431
00:19:48,505 --> 00:19:49,164
Right there.
432
00:19:49,545 --> 00:19:50,365
In a nutshell.
433
00:19:50,664 --> 00:19:54,744
But operations is messier and and, you know,
not as fun, but
434
00:19:54,825 --> 00:19:56,785
Oh, I'm totally with you there.
435
00:19:56,785 --> 00:19:57,285
Operations.
436
00:19:57,285 --> 00:20:00,380
I I I don't I I've been fired from operations.
437
00:20:00,920 --> 00:20:01,640
That's that's why
438
00:20:01,640 --> 00:20:02,220
I'm CEO.
439
00:20:02,279 --> 00:20:02,600
Yeah.
440
00:20:02,600 --> 00:20:04,440
I think it's just as fun.
441
00:20:04,440 --> 00:20:07,400
I mean, we get to develop the relationship
further.
442
00:20:07,400 --> 00:20:13,605
We get to really get to know everybody and a
lot of times in in the process, right, we're
443
00:20:13,605 --> 00:20:17,765
gonna get on calls with people that maybe we're
not actually gonna fill much of a need for
444
00:20:17,765 --> 00:20:17,924
them.
445
00:20:17,924 --> 00:20:21,605
And those are the calls that we're, you know,
we're gonna thank them for getting to know us
446
00:20:21,605 --> 00:20:26,519
and and kinda walk away, but we wanna be able
to add value and We want our clients to wanna
447
00:20:26,519 --> 00:20:29,659
work with us, and we want them to refer us to
future clients too.
448
00:20:30,440 --> 00:20:32,539
So that's the people, the people bucket.
449
00:20:33,240 --> 00:20:33,980
For sure.
450
00:20:34,039 --> 00:20:34,200
Yeah.
451
00:20:34,200 --> 00:20:37,240
I, love that you mentioned the internal people.
452
00:20:37,240 --> 00:20:37,480
Right?
453
00:20:37,480 --> 00:20:42,355
Like, you know, the the concept of getting, you
know, new business is great and but the same
454
00:20:42,355 --> 00:20:47,554
concept of how do I get new people that I'm
reworking with that are gonna believe what we
455
00:20:47,554 --> 00:20:53,750
believe in our the culture we're building and,
like, really have that, essentially recruitment
456
00:20:54,130 --> 00:20:55,410
process that that exists.
457
00:20:55,410 --> 00:20:55,650
Right?
458
00:20:55,650 --> 00:20:58,769
It's it's that ongoing, like, you know, passive
recruiting.
459
00:20:58,769 --> 00:20:59,329
Like, hey.
460
00:20:59,329 --> 00:21:03,650
I know this person's amazing, and maybe one day
they will have a spot for them.
461
00:21:03,650 --> 00:21:08,025
But, like, just being good to people generally
makes things good for you.
462
00:21:08,025 --> 00:21:10,365
That's at least that's what I've found in in
life.
463
00:21:10,424 --> 00:21:10,924
Yeah.
464
00:21:11,225 --> 00:21:11,705
Absolutely.
465
00:21:11,705 --> 00:21:16,825
With multi site, you know, it's a big thing
that we tell our potential clients and our
466
00:21:16,825 --> 00:21:17,730
existing clients.
467
00:21:17,809 --> 00:21:19,410
We hire the right person.
468
00:21:19,410 --> 00:21:23,890
And our idea, when you're doing multi site and
you're scaling, we don't wanna have 20
469
00:21:23,890 --> 00:21:25,750
different people on your jobs.
470
00:21:25,890 --> 00:21:32,325
We we want 1 or 2 or 3 people depending on the
size of the opportunity to know everything
471
00:21:32,325 --> 00:21:36,505
about that brand, whether it's in Dallas,
Texas, Orlando, Florida, or Chicago.
472
00:21:36,964 --> 00:21:42,804
So, again, having that network of people,
hiring the right people and keeping them in
473
00:21:42,804 --> 00:21:48,349
front of the client regardless of where it's We
do, Cresta does a lot of big industrial and
474
00:21:48,349 --> 00:21:51,470
office build outs, you know, onesie twosies in
different regions.
475
00:21:51,470 --> 00:21:53,070
And that model works.
476
00:21:53,070 --> 00:21:53,390
Right?
477
00:21:53,390 --> 00:21:58,565
We have 85 offices, 2000 and, over 1500
employees and over 2000 science.
478
00:21:58,704 --> 00:22:03,664
So we can send a a a a team from Dallas to do a
build out in Dallas.
479
00:22:03,664 --> 00:22:08,784
But when you're talking about that process of
20 new sites a year, we wanna keep that same
480
00:22:08,784 --> 00:22:11,264
team doing those same 20 sites.
481
00:22:11,264 --> 00:22:17,000
So rinse and repeat, not having to retrain,
someone new that came in, who's only built a
482
00:22:17,000 --> 00:22:18,839
grocery store and now has to do this.
483
00:22:18,839 --> 00:22:22,140
There's a lot of, you know, intricacies to
learn in construction.
484
00:22:22,279 --> 00:22:22,779
Right?
485
00:22:22,920 --> 00:22:24,519
So Oh, yeah.
486
00:22:24,519 --> 00:22:26,119
Sometimes, like, doesn't that get boring?
487
00:22:26,119 --> 00:22:27,164
You're building the same thing.
488
00:22:27,244 --> 00:22:28,605
Over and over and over again.
489
00:22:28,605 --> 00:22:34,525
But I get excited by building teams and helping
build careers and building new processes and
490
00:22:34,525 --> 00:22:35,423
finding new innovative ways to do things.
491
00:22:35,423 --> 00:22:35,455
And that kind of volume is really, really
challenging.
492
00:22:35,455 --> 00:22:35,474
So on one hand, right?
493
00:22:35,474 --> 00:22:39,744
I've built a high rise.
494
00:22:43,299 --> 00:22:44,519
That's really complicated.
495
00:22:44,579 --> 00:22:50,500
And on the other hand, I've built, you know, a
102,000 square foot retail spaces, over the
496
00:22:50,500 --> 00:22:51,460
course of 1 year.
497
00:22:51,460 --> 00:22:54,500
And there's a huge challenge involved in that
as well.
498
00:22:54,500 --> 00:22:57,940
So you're still, you're building the same thing
over and over and over again, but you're
499
00:22:57,940 --> 00:23:01,775
building a lot more just what you're gonna walk
into as a consumer.
500
00:23:02,954 --> 00:23:03,738
I imagine that it's a very iterative process
between the first sort of, we'll call it
501
00:23:03,738 --> 00:23:04,894
building or the first job site.
502
00:23:12,390 --> 00:23:16,009
Versus the 20th versus the 40th versus the
100th.
503
00:23:16,150 --> 00:23:16,890
Does it?
504
00:23:17,190 --> 00:23:18,150
How does it change?
505
00:23:18,150 --> 00:23:19,190
When you bring us in.
506
00:23:19,190 --> 00:23:19,509
Right?
507
00:23:19,509 --> 00:23:23,830
So if this is just a twinkle in your eye and
you're creating something brand new, we can
508
00:23:23,830 --> 00:23:29,365
certainly help reduce some of that, but
absolutely there is an evolution from site 1 to
509
00:23:29,365 --> 00:23:31,065
site 100 to site 500.
510
00:23:31,445 --> 00:23:35,845
It's that idea that the bar should always
continue to be raised, like, just because you
511
00:23:35,845 --> 00:23:39,125
have some mix that's great right now doesn't
mean you can't make it better.
512
00:23:39,125 --> 00:23:40,505
There's always new technology.
513
00:23:40,644 --> 00:23:44,240
There's always this new wave that's coming that
everyone wants to jump on.
514
00:23:44,240 --> 00:23:49,140
So what you build today, could be fantastic,
but, yeah, it it's very iterative.
515
00:23:49,920 --> 00:23:51,460
Well, and cost effective.
516
00:23:51,519 --> 00:23:51,759
Right?
517
00:23:51,759 --> 00:23:57,855
So that when you work with Amanda and I, we're
also looking for cost savings from site 1 to
518
00:23:57,855 --> 00:23:58,575
site 100.
519
00:23:58,575 --> 00:23:58,654
Yeah.
520
00:23:58,654 --> 00:24:04,255
And we're bringing to the client, you know,
let's say we're on site 10 and we meet a great
521
00:24:04,255 --> 00:24:06,275
millwork vendor, right, at an event.
522
00:24:06,414 --> 00:24:07,555
And we're like, gosh.
523
00:24:08,179 --> 00:24:08,980
This guy seems great.
524
00:24:08,980 --> 00:24:10,339
His pricing's really good.
525
00:24:10,339 --> 00:24:14,099
We'll we'll bring in, you know, value
engineering, you know, we'll call it.
526
00:24:14,099 --> 00:24:18,839
That's the the standard term in our industry,
but we're always looking for and identifying
527
00:24:18,900 --> 00:24:24,214
opportunities where we can save our end user,
the client, any type of financial savings,
528
00:24:24,214 --> 00:24:29,255
whether that's with a product, a service, or
something internal that we've come up with.
529
00:24:29,255 --> 00:24:33,015
And we'll we've adjusted our pricing too by
site 10.
530
00:24:33,015 --> 00:24:37,470
If we found, efficiencies, you know, that we've
learned, we'll come back and say, hey.
531
00:24:37,470 --> 00:24:39,169
Your per site fee is now this.
532
00:24:39,470 --> 00:24:41,230
We shortened our time frame.
533
00:24:41,230 --> 00:24:43,009
Therefore, you get the savings.
534
00:24:43,069 --> 00:24:44,829
So which is really great.
535
00:24:44,829 --> 00:24:47,409
In clients like that, we're just totally total
transparency.
536
00:24:48,654 --> 00:24:56,015
So this is actually a very good segue to talk
about, something that's in the industry, which
537
00:24:56,015 --> 00:24:56,894
is low bid.
538
00:24:56,894 --> 00:24:57,394
Right?
539
00:24:57,535 --> 00:24:57,855
Wow.
540
00:24:57,855 --> 00:24:59,394
And okay.
541
00:24:59,454 --> 00:25:01,454
I am so glad that you said that.
542
00:25:01,454 --> 00:25:02,194
Thank you.
543
00:25:02,920 --> 00:25:03,420
Okay.
544
00:25:06,519 --> 00:25:12,680
Low bid, obviously, there are things that go
wrong with low bid for exactly the reason why
545
00:25:12,680 --> 00:25:13,640
it's called low bid.
546
00:25:13,640 --> 00:25:14,140
Right?
547
00:25:14,279 --> 00:25:19,954
And so so then it becomes a conversation of
value versus cost.
548
00:25:20,414 --> 00:25:26,894
How do you talk about this value, right, is on
the one side cost saving, right, that's one
549
00:25:26,894 --> 00:25:27,295
aspect.
550
00:25:27,295 --> 00:25:34,359
But then the other side is value And not all
value could be portrayed, directly.
551
00:25:34,500 --> 00:25:34,740
Right?
552
00:25:34,740 --> 00:25:39,220
It's not dollar in equals dollar and a half out
or whatever.
553
00:25:39,220 --> 00:25:39,460
Right?
554
00:25:39,460 --> 00:25:42,894
Dollar in equals or cutting in cost 50¢ out.
555
00:25:42,894 --> 00:25:48,654
So can you talk a little bit about that and how
that differentiates versus, let's say, a little
556
00:25:48,654 --> 00:25:51,855
bit and what's your involvement with low bit?
557
00:25:51,855 --> 00:25:53,819
Cause I'm sure there are some stories there
too.
558
00:25:53,899 --> 00:25:54,139
Yeah.
559
00:25:54,139 --> 00:25:55,659
I think there's a couple things here.
560
00:25:55,659 --> 00:26:00,460
And I'll let Jacqueline talk about it from how
we price project and program management.
561
00:26:00,460 --> 00:26:04,539
And then, Jacqueline, if you want me to talk
about the low bid as it relates to the actual
562
00:26:04,539 --> 00:26:06,159
build, I can jump in on that.
563
00:26:06,460 --> 00:26:06,859
Yeah.
564
00:26:06,859 --> 00:26:09,015
I'm laughing right now because I'm I know.
565
00:26:09,414 --> 00:26:13,255
You're you're, like, the wicked witch in the
wash and you're wearing green today because I
566
00:26:13,255 --> 00:26:18,615
know there'll be times where I, you know, will
say this client needs us to get to this price.
567
00:26:18,615 --> 00:26:19,755
And she's like, no.
568
00:26:20,535 --> 00:26:21,015
But Well,
569
00:26:21,015 --> 00:26:26,169
I believe that it's, yeah, if you win a client
based on price, you're gonna lose them based on
570
00:26:26,169 --> 00:26:26,569
price too.
571
00:26:26,569 --> 00:26:30,649
If that's all that matters to them, that's not
a good fit for what it is that we do.
572
00:26:30,649 --> 00:26:33,130
We bring a lot of value to the table.
573
00:26:33,130 --> 00:26:37,769
And and if if we have to have that
conversation, we only win based on price, we'll
574
00:26:37,769 --> 00:26:38,990
lose it based on pricing.
575
00:26:39,255 --> 00:26:41,095
Then I built a process for someone else.
576
00:26:41,095 --> 00:26:42,154
And that's not fun.
577
00:26:42,295 --> 00:26:42,454
Yeah.
578
00:26:42,454 --> 00:26:44,775
And and I was kind of joking, but, again, we're
a team.
579
00:26:44,775 --> 00:26:45,015
Right?
580
00:26:45,015 --> 00:26:48,934
So I like to I like to communicate with Amanda
about what the client's saying, right, before
581
00:26:48,934 --> 00:26:50,375
it gets to that sold state.
582
00:26:50,375 --> 00:26:55,019
So so low bid, I always call wrong bid, right,
I I that's just my term.
583
00:26:55,019 --> 00:26:56,799
It's if it's Like that.
584
00:26:57,579 --> 00:26:57,819
Yeah.
585
00:26:57,819 --> 00:26:58,940
It's the wrong bid.
586
00:26:58,940 --> 00:27:01,819
And and I mean that when it's way low.
587
00:27:01,819 --> 00:27:02,140
Right?
588
00:27:02,140 --> 00:27:06,380
Usually, you know, a lot of times in our
business, we'll see things that everyone's
589
00:27:06,380 --> 00:27:07,305
right in the same ball.
590
00:27:07,305 --> 00:27:09,545
Park, right, which that makes me feel well.
591
00:27:09,545 --> 00:27:13,465
And I always tell people, if you have an
existing relationship and you're happy with the
592
00:27:13,465 --> 00:27:15,384
service you're getting, then you know what?
593
00:27:15,384 --> 00:27:17,565
Then I understand why you wanna stay.
594
00:27:17,625 --> 00:27:22,080
I've also had the conversations where, you
know, this person's 50% less.
595
00:27:22,080 --> 00:27:25,200
And I, you know, I tell them, well, then you
need to review the scope.
596
00:27:25,200 --> 00:27:26,559
I can review it with you.
597
00:27:26,559 --> 00:27:28,320
There's something that's not right.
598
00:27:28,320 --> 00:27:29,779
And I'll walk them through.
599
00:27:29,920 --> 00:27:31,279
Really, it's just labor.
600
00:27:31,279 --> 00:27:32,660
There's an hourly rate.
601
00:27:32,714 --> 00:27:38,154
That it costs us to do our job and how many
hours that we have established that we need to
602
00:27:38,154 --> 00:27:39,294
perform this work.
603
00:27:39,674 --> 00:27:44,095
And and I actually learned a lot when I was in,
you know, doing a lot of heating, ventilation,
604
00:27:44,154 --> 00:27:45,194
air conditioning work.
605
00:27:45,194 --> 00:27:49,019
And there was the same thing when you talk
about maintenance, right, You get your furnace
606
00:27:49,019 --> 00:27:51,519
cleaned and checked, your rooftop units cleaned
and checked.
607
00:27:51,820 --> 00:27:54,380
And I would see that your price is so much
higher.
608
00:27:54,380 --> 00:27:59,019
And and I would say it's based on the number of
hours needed to do the work, which anybody can
609
00:27:59,019 --> 00:28:01,984
look online, you know, how long it's gonna take
to do thing.
610
00:28:02,204 --> 00:28:06,845
So, normally, what we'll do is, you know, we'll
give our pricing and our proposal, and I never
611
00:28:06,845 --> 00:28:12,525
ask, like, I I don't ask what's your budget,
right, because that doesn't for something like
612
00:28:12,525 --> 00:28:16,899
this, but we're doing you're not building a
house, right, So for a program manager, they
613
00:28:16,899 --> 00:28:21,380
might have a construction budget on what they
think it's gonna cost for the actual build, but
614
00:28:21,380 --> 00:28:22,279
we're a consultant.
615
00:28:22,339 --> 00:28:22,579
Right?
616
00:28:22,579 --> 00:28:25,079
We're we're a third party entity to them.
617
00:28:25,220 --> 00:28:28,734
So we'll give our price, and then they'll come
back and Oh, gosh.
618
00:28:28,734 --> 00:28:30,335
Really do do I really need this?
619
00:28:30,335 --> 00:28:35,634
And that's where I'll really walk them through,
the number of hours, how long we're engaged.
620
00:28:35,694 --> 00:28:36,414
That's huge.
621
00:28:36,414 --> 00:28:36,654
Right?
622
00:28:36,654 --> 00:28:42,390
We always identify this is 8 months of us being
engaged, and that's from you know, site
623
00:28:42,390 --> 00:28:43,830
selection all the way to opening.
624
00:28:43,830 --> 00:28:48,230
And that's based on Amanda and I determining
how long is your construction, how long is your
625
00:28:48,230 --> 00:28:50,250
permitting, how long for your drawings.
626
00:28:51,029 --> 00:28:55,274
So, yeah, we have some uncomfortable
conversations sometime, but I I think since
627
00:28:55,274 --> 00:29:00,234
we've kind of gone out with Cressa, we have, a
bit more control on our pricing.
628
00:29:00,234 --> 00:29:05,674
So it really hasn't happened much now, but I
think when we work for other companies, right,
629
00:29:05,674 --> 00:29:08,254
it's a little bit of a different stage that
we're on.
630
00:29:08,549 --> 00:29:10,809
So we can control that a little bit more now.
631
00:29:11,269 --> 00:29:16,390
And I think people the right clients understand
the pricing and they understand our delivery
632
00:29:16,390 --> 00:29:18,650
method and and they understand the number.
633
00:29:19,830 --> 00:29:24,525
So, yeah, it's in again, if I need to lower the
price, we'll talk about it as a bigger
634
00:29:24,525 --> 00:29:25,025
opportunity.
635
00:29:26,085 --> 00:29:30,765
If, you know, I would say with franchisees,
right, and that's where you have a model where
636
00:29:30,765 --> 00:29:36,359
you have the franchisor, has a brand that
they're selling to franchisees, which are, you
637
00:29:36,359 --> 00:29:41,400
know, could be the Nagel family, the Forrette
family, my family, you know, whoever, your next
638
00:29:41,400 --> 00:29:41,960
door neighbor.
639
00:29:41,960 --> 00:29:44,279
And, that's a little different.
640
00:29:44,279 --> 00:29:44,359
Right?
641
00:29:44,359 --> 00:29:48,599
These are people who are venturing into a new
thing, and we're sensitive to that.
642
00:29:48,599 --> 00:29:52,174
And and we'll hold their hand and do whatever
we can to make it work.
643
00:29:52,174 --> 00:29:52,494
Right?
644
00:29:53,054 --> 00:29:58,815
We're not here, you know, making super, super,
super high margins, but and we're also not here
645
00:29:58,815 --> 00:30:00,014
to lose money either.
646
00:30:00,014 --> 00:30:04,079
So I think both parties understand that, and
and we'll try to help when we can.
647
00:30:04,559 --> 00:30:04,960
Yep.
648
00:30:04,960 --> 00:30:12,319
So, talk to me a little bit about, where, let's
say you've talked, maybe talk to a client or if
649
00:30:12,319 --> 00:30:16,339
you've got even a story where maybe you lost
out initially.
650
00:30:17,695 --> 00:30:19,295
They thought someone was cheaper.
651
00:30:19,295 --> 00:30:19,535
Right?
652
00:30:19,535 --> 00:30:21,555
This is the cheaper versus value conversation.
653
00:30:23,215 --> 00:30:25,875
Thought you were thought you were kind of more
expensive.
654
00:30:26,255 --> 00:30:30,674
And then sometime later, they're like, oh, we
get it now.
655
00:30:31,440 --> 00:30:34,099
And what do you do in those type of situations?
656
00:30:34,480 --> 00:30:39,619
So I would say more than with this type of
business, with the program project management,
657
00:30:40,159 --> 00:30:44,639
it's never that they went with someone else,
and I can confidently really say that maybe 10%
658
00:30:44,639 --> 00:30:45,119
of the time.
659
00:30:45,119 --> 00:30:46,974
It's that they didn't go with any 1.
660
00:30:46,974 --> 00:30:47,294
Right?
661
00:30:47,294 --> 00:30:50,595
So we've seen that more in our business than
losing it to a competitor.
662
00:30:51,054 --> 00:30:52,755
They think they can do it in themselves.
663
00:30:53,375 --> 00:30:57,375
So I can talk you know, I'm talking towards
that where they're like, we're just not gonna
664
00:30:57,375 --> 00:31:02,580
do anybody, but then What happens is they call,
you know, weeks or months later.
665
00:31:02,880 --> 00:31:10,320
And then I hand it over to Amanda because this
client could be paying dead rent, stuck in
666
00:31:10,320 --> 00:31:15,494
permit because no one's them that in this
county that it could take up to 6 months for a
667
00:31:15,494 --> 00:31:15,994
permit.
668
00:31:16,295 --> 00:31:19,335
So then I go to Amanda and I ask her, how can
we help?
669
00:31:19,335 --> 00:31:23,734
He usually says, hey, since they're already
halfway through the process, can we reduce our
670
00:31:23,734 --> 00:31:24,455
price by half?
671
00:31:24,455 --> 00:31:27,599
And I'm usually, like, if they're halfway
through the process and they're coming us.
672
00:31:27,599 --> 00:31:28,880
Something's going horribly wrong.
673
00:31:28,880 --> 00:31:30,339
We should double our price.
674
00:31:32,160 --> 00:31:33,140
That's right.
675
00:31:33,440 --> 00:31:34,559
But that's what happened.
676
00:31:34,559 --> 00:31:35,519
They're like, well, wait.
677
00:31:35,519 --> 00:31:38,480
I didn't need you for my LOI and my Yeah.
678
00:31:38,480 --> 00:31:39,440
So now you're
679
00:31:39,440 --> 00:31:44,894
stuck with a bad work letter, with bad
construction terms and with a timeline that you
680
00:31:44,894 --> 00:31:49,154
can't hit dead rent, like, it starts to get
really, really challenging.
681
00:31:49,694 --> 00:31:49,855
Yeah.
682
00:31:49,855 --> 00:31:51,934
But we do try to we try to help.
683
00:31:51,934 --> 00:31:56,194
I mean, we're we're bleeding hearts at our core
even though I'm the wicked witch.
684
00:31:56,460 --> 00:31:56,960
No.
685
00:31:57,900 --> 00:31:59,900
I need to get a wands like Linda.
686
00:31:59,900 --> 00:32:00,299
I know.
687
00:32:00,299 --> 00:32:00,799
Right?
688
00:32:01,419 --> 00:32:02,400
You're so humble.
689
00:32:03,099 --> 00:32:07,819
Would it be fair to would it be fair to call
you an owner's rep, or would you call yourself
690
00:32:07,819 --> 00:32:08,559
something else?
691
00:32:08,755 --> 00:32:09,474
Owners rep.
692
00:32:09,474 --> 00:32:09,974
Okay.
693
00:32:12,194 --> 00:32:15,174
Owners rep, and you have a lot of controls,
694
00:32:15,234 --> 00:32:15,376
especially within Cresta, you have a lot of
control over
695
00:32:15,376 --> 00:32:15,460
the actual, GC construction process.
696
00:32:15,474 --> 00:32:27,840
What about So when we talk about process here
for a second
697
00:32:28,278 --> 00:32:28,717
Sure.
698
00:32:29,155 --> 00:32:37,478
Are there times where you're less owner rep and
you're more working side by side on more of a
699
00:32:37,478 --> 00:32:38,355
consultative basis?
700
00:32:38,595 --> 00:32:41,335
And why would someone wanna do that?
701
00:32:42,035 --> 00:32:46,115
If if that's the case, why would someone wanna
do that if they have, let's say, their own
702
00:32:46,115 --> 00:32:46,914
owner's rep?
703
00:32:46,914 --> 00:32:46,955
Right?
704
00:32:46,955 --> 00:32:48,674
I think you've got some examples of that.
705
00:32:48,674 --> 00:32:49,474
Is that true?
706
00:32:49,474 --> 00:32:53,339
So when you're talking program project
management, Right?
707
00:32:53,339 --> 00:32:55,019
Some people call it owner's rep.
708
00:32:55,019 --> 00:32:57,339
So we are not the GC.
709
00:32:57,339 --> 00:33:01,179
We're not the general contractor, and we won't
even hold the paper for that.
710
00:33:01,179 --> 00:33:09,884
What what we bring is Our network of GCs, our
experience with these vendors, that we bet, and
711
00:33:09,884 --> 00:33:15,724
that we'll take their drawings out to bid and
get, you know, hopefully 5, but we try to get
712
00:33:15,724 --> 00:33:17,565
between 3 and 5 bids per site.
713
00:33:17,565 --> 00:33:18,044
Right?
714
00:33:18,044 --> 00:33:20,660
So so that's the value that we bring.
715
00:33:20,960 --> 00:33:25,920
As far as, I guess, your question is why would
they not use an owner's rep?
716
00:33:25,920 --> 00:33:27,200
Or I guess I was Yeah.
717
00:33:27,200 --> 00:33:27,679
Yeah.
718
00:33:27,679 --> 00:33:29,519
Why why not use an owner's rep?
719
00:33:29,519 --> 00:33:29,920
Yeah.
720
00:33:29,920 --> 00:33:32,980
Oh, because uncle Bob can build my site.
721
00:33:33,605 --> 00:33:37,525
Because Joey next door is a plumber, and he
said he's gonna help me.
722
00:33:37,525 --> 00:33:41,945
And, I know a guy who works at City Hall is
gonna get me my permit.
723
00:33:42,085 --> 00:33:44,565
So those are all things that we've heard.
724
00:33:44,724 --> 00:33:49,200
I was just on a call the other day where
someone said, Well, I got a guy.
725
00:33:49,200 --> 00:33:50,720
And and I go, oh, boy.
726
00:33:50,720 --> 00:33:52,799
Like, you're all not a guy.
727
00:33:52,799 --> 00:33:53,299
Right?
728
00:33:53,519 --> 00:33:58,799
But, when you're paying, you know, high dollar
rent, look at rent right now in retail spaces
729
00:33:58,799 --> 00:34:00,259
is is not inexpensive.
730
00:34:00,559 --> 00:34:01,059
Right?
731
00:34:01,119 --> 00:34:07,585
So one mistake can cost you those 3 to 6 months
of dead rent that you don't have your clients
732
00:34:07,585 --> 00:34:12,464
coming in, whether you're a fitness studio, a
grocer, any type of health and wellness brand,
733
00:34:12,704 --> 00:34:13,684
fast food restaurant.
734
00:34:14,144 --> 00:34:19,800
If you don't have somebody owning that
responsibility and and bringing all those
735
00:34:19,800 --> 00:34:23,980
stakeholders to the table and holding them all
accountable.
736
00:34:24,920 --> 00:34:29,500
It will be a very painful site, and you'll
probably will never open your site too.
737
00:34:29,960 --> 00:34:30,530
That's very
738
00:34:30,530 --> 00:34:31,030
helpful.
739
00:34:31,954 --> 00:34:35,394
So, yeah, the the benefit is is that you have
someone who knows what they're doing in this
740
00:34:35,394 --> 00:34:39,014
industry, and that's gonna hold everyone
accountable for your benefit.
741
00:34:39,394 --> 00:34:41,574
We literally are there for their benefit.
742
00:34:41,715 --> 00:34:41,875
Yeah.
743
00:34:41,875 --> 00:34:45,199
And this kinda comes full circle, right, back
the low bid conversations.
744
00:34:45,340 --> 00:34:49,340
So on the construction side, we're gonna go out
to bid and you're, I mean, you're gonna have a
745
00:34:49,340 --> 00:34:49,500
low bid.
746
00:34:49,500 --> 00:34:51,019
You're gonna have a high bid.
747
00:34:51,019 --> 00:34:56,320
And when working with certain brands, they are
very price conscious.
748
00:34:56,859 --> 00:35:02,445
And having somebody with 25 years of
construction experience steering the ship,
749
00:35:02,985 --> 00:35:07,305
you're safer if you have to choose the low bid
when you have us there.
750
00:35:07,305 --> 00:35:12,500
And sometimes we lock into some really great
relationships with guys who are just pricing
751
00:35:12,500 --> 00:35:16,500
things a little lower and maybe didn't have the
experience and we're looking for the
752
00:35:16,500 --> 00:35:17,000
opportunity.
753
00:35:17,219 --> 00:35:21,300
And now all of a sudden, they're involved in a
national brand and they end up being the best
754
00:35:21,300 --> 00:35:21,780
resource.
755
00:35:21,780 --> 00:35:27,105
So I don't turn my nose up all the time at low
bid, but it it certainly is something that we
756
00:35:27,105 --> 00:35:32,224
pay attention to in our industry and why having
an owner's rep at your side is is gonna be
757
00:35:32,224 --> 00:35:33,525
really useful to you.
758
00:35:33,585 --> 00:35:36,325
You can go forward with the low bid if you have
to.
759
00:35:36,385 --> 00:35:38,650
We'll talk about the phone.
760
00:35:38,710 --> 00:35:39,210
Right?
761
00:35:39,349 --> 00:35:45,930
Guess who gets the calls during this whole year
process from site selection, Amanda.
762
00:35:46,789 --> 00:35:53,269
And it's not these poor clients, right, who who
don't wanna be yelled at by a GC who didn't
763
00:35:53,269 --> 00:35:56,125
show up on Tuesday or the paint never got done.
764
00:35:56,125 --> 00:36:01,405
And so we are taking all of those headaches off
of their plate, and that right there is worth
765
00:36:01,405 --> 00:36:02,864
every dollar that we charge.
766
00:36:03,005 --> 00:36:03,164
Yeah.
767
00:36:03,164 --> 00:36:05,505
And that's why franchisors like us.
768
00:36:05,565 --> 00:36:09,769
So if we're not involved, they're the ones who
are fielding all the calls from the franchisee
769
00:36:09,909 --> 00:36:11,510
and everything that's going wrong.
770
00:36:11,510 --> 00:36:15,130
And and they have other things that they need
to be doing to support their brand.
771
00:36:15,589 --> 00:36:18,230
When you bring us in, we're that buffer between
it.
772
00:36:18,230 --> 00:36:20,944
So we have regular touch points with the
franchisor.
773
00:36:21,164 --> 00:36:26,284
So they understand how the program is running
and how the franchisees are, in within their
774
00:36:26,284 --> 00:36:29,005
own build, but, we we take all those calls.
775
00:36:29,005 --> 00:36:31,744
I mean, people have access to me 247.
776
00:36:31,964 --> 00:36:32,684
They can call me.
777
00:36:32,684 --> 00:36:35,280
They can text and they're not shy about it.
778
00:36:35,900 --> 00:36:36,400
Yeah.
779
00:36:36,699 --> 00:36:39,599
So if you don't hold the paper Yeah.
780
00:36:39,659 --> 00:36:39,980
Yeah.
781
00:36:39,980 --> 00:36:41,980
If you don't hold the paper Yeah.
782
00:36:43,099 --> 00:36:48,775
Then how can you affect or where are some of
the biggest we'll saw we'll call differences
783
00:36:48,994 --> 00:36:53,635
or, fixed value things that you can bring to
the table, or how does it change the
784
00:36:53,635 --> 00:36:55,394
relationship then if you go direct PC?
785
00:36:55,394 --> 00:36:55,894
Yep.
786
00:36:55,954 --> 00:37:02,515
We still drive all of it, and we help our
clients, in contracting direct with the general
787
00:37:02,515 --> 00:37:04,090
contract or whatever vendors.
788
00:37:04,090 --> 00:37:06,170
So it's we're just not holding the paper.
789
00:37:06,170 --> 00:37:07,449
The signature is in ours.
790
00:37:07,449 --> 00:37:10,909
We're not paying them direct, but we're still
running all of that.
791
00:37:11,210 --> 00:37:15,289
And all of the vendors that are coming to the
table understand they they'd probably rather
792
00:37:15,289 --> 00:37:18,195
talk to us than the franchisee or the client as
well.
793
00:37:18,195 --> 00:37:21,015
We understand the program in a way that they
couldn't possibly.
794
00:37:21,315 --> 00:37:21,635
Right?
795
00:37:21,635 --> 00:37:27,954
Like, if you're if you're looking to start a a
massage, location, you don't understand what
796
00:37:27,954 --> 00:37:29,555
millwork contracts should look like.
797
00:37:29,555 --> 00:37:34,539
You don't understand what insurance require
should be for a general contractor, and and you
798
00:37:34,539 --> 00:37:36,139
shouldn't have to understand those things.
799
00:37:36,139 --> 00:37:38,159
So we still run the entire conversation.
800
00:37:38,539 --> 00:37:40,159
We just don't sign the paper.
801
00:37:40,859 --> 00:37:45,199
Well, and change orders, right, the yucky,
yucky, dirty word that nobody likes.
802
00:37:45,579 --> 00:37:50,114
When you don't have an owner's rep, these poor
people, whether you're a corporation or a
803
00:37:50,114 --> 00:37:56,614
franchisee, are getting hit with change orders
that may or may not be, you know, necessary.
804
00:37:57,715 --> 00:38:01,235
We've done a lot of research where we had to go
back and look at work letters and leases and
805
00:38:01,235 --> 00:38:07,110
what the landlord was to deliver, to help our
clients avoid having to pay unnecessary change
806
00:38:07,110 --> 00:38:07,610
orders.
807
00:38:07,829 --> 00:38:12,809
And and these change orders for these builds
from anywhere from a three thousand square foot
808
00:38:13,269 --> 00:38:15,188
site all the way up to, you know, a 100,000,
they're not small.
809
00:38:15,188 --> 00:38:15,279
This isn't 5 to $600.
810
00:38:15,279 --> 00:38:15,334
These are 1000
811
00:38:15,334 --> 00:38:15,480
and 1000 of dollars, and usually large things
812
00:38:15,480 --> 00:38:15,718
that are being identified, that are now
responsible for the new tenant.
813
00:38:15,718 --> 00:38:16,255
So it's our
814
00:38:20,635 --> 00:38:33,329
job to help mitigate those risks and to fight
for our
815
00:38:33,329 --> 00:38:33,486
client when change orders come up, which they
do.
816
00:38:33,486 --> 00:38:33,608
And change orders can be the difference
817
00:38:33,608 --> 00:38:33,980
of 10, even 20% of the entire project.
818
00:38:33,980 --> 00:38:34,480
Yep.
819
00:38:43,514 --> 00:38:47,755
So, that can be the difference of I'm making
money, and I'm not making
820
00:38:47,755 --> 00:38:47,760
money.
821
00:38:47,760 --> 00:38:47,765
Yeah.
822
00:38:47,765 --> 00:38:47,776
Oh, yeah.
823
00:38:47,776 --> 00:38:47,781
Exactly.
824
00:38:47,786 --> 00:38:48,154
When you're going through, obviously, you have
a a
825
00:38:48,154 --> 00:38:48,654
network
826
00:38:56,809 --> 00:38:58,570
of contractors that you've used already.
827
00:38:58,570 --> 00:39:00,429
You trust that already exists.
828
00:39:00,809 --> 00:39:03,056
How how what would be a good way for somebody
829
00:39:03,056 --> 00:39:03,119
to crack in to being able to be, hey.
830
00:39:03,119 --> 00:39:03,161
I wanna be seen as a
831
00:39:03,161 --> 00:39:14,155
preferred, you know, GC or whatever contractor
vendor that, you know, you would say, hey.
832
00:39:14,155 --> 00:39:16,074
I'm putting out bid 3 to 5.
833
00:39:16,074 --> 00:39:17,194
I get 3 to 5 back.
834
00:39:17,194 --> 00:39:19,034
How do I become one of those 3 to 5?
835
00:39:19,034 --> 00:39:24,875
And then how do I show you that I'm I might not
have the experience or I might not have, you
836
00:39:24,875 --> 00:39:28,175
know, done 2000 stores or I may not have done a
100 stores.
837
00:39:28,280 --> 00:39:31,639
Whatever it is, how do I crack into that as a
contract?
838
00:39:31,639 --> 00:39:34,359
Like, what would be a good advice to say, like,
hey.
839
00:39:34,359 --> 00:39:36,039
Obviously, network helps.
840
00:39:36,039 --> 00:39:41,519
Like, obviously, relationships are crucially
helpful, but, like, how do I show up and and
841
00:39:41,519 --> 00:39:42,699
and get your attention?
842
00:39:43,594 --> 00:39:44,894
Bacon chicken luncheons?
843
00:39:45,755 --> 00:39:46,255
No.
844
00:39:46,875 --> 00:39:51,194
We we actually just went to lunch with a
couple, vendors who did exactly that.
845
00:39:51,194 --> 00:39:51,914
They reached out.
846
00:39:51,914 --> 00:39:54,974
They said they saw what Amanda and I are doing
at Cressa.
847
00:39:55,514 --> 00:39:56,554
Can we take you to lunch?
848
00:39:56,554 --> 00:39:58,014
We'd love you to meet our team.
849
00:39:58,610 --> 00:39:59,410
We don't have to eat.
850
00:39:59,410 --> 00:40:00,849
We don't really eat that much anyway.
851
00:40:00,849 --> 00:40:05,890
But so we go to lunch and get to kinda know who
they are as people, right, because it goes back
852
00:40:05,890 --> 00:40:07,489
to the the cold calling.
853
00:40:07,489 --> 00:40:07,730
Right?
854
00:40:07,730 --> 00:40:11,295
I always I would want someone to at least hear
what I can offer.
855
00:40:11,375 --> 00:40:11,614
Right?
856
00:40:11,614 --> 00:40:13,474
It doesn't mean they have to buy it.
857
00:40:13,855 --> 00:40:16,174
So we're we're kinda softies with that.
858
00:40:16,174 --> 00:40:16,494
Yeah.
859
00:40:16,494 --> 00:40:20,255
We'll we'll come out and meet you for coffee or
whatever, and then it goes to whoever you
860
00:40:20,255 --> 00:40:20,994
worked with.
861
00:40:21,454 --> 00:40:22,514
How about some references?
862
00:40:23,135 --> 00:40:28,960
And then usually 9 out of ten times between the
two of us we know people who know people who've
863
00:40:28,960 --> 00:40:33,679
used them or tell us to not use them or, hey.
864
00:40:33,679 --> 00:40:35,779
They're smaller, but are capable.
865
00:40:36,239 --> 00:40:38,260
So I think it goes back to that same
866
00:40:38,694 --> 00:40:41,014
I have a different perspective on this name.
867
00:40:41,014 --> 00:40:41,894
Oh, yes.
868
00:40:41,894 --> 00:40:42,554
Good job.
869
00:40:42,614 --> 00:40:42,694
I
870
00:40:42,694 --> 00:40:43,335
love it.
871
00:40:43,335 --> 00:40:43,655
Yeah.
872
00:40:43,655 --> 00:40:46,855
Let's go back to what excites me, about what I
do.
873
00:40:46,855 --> 00:40:52,099
I like to build things, whether it's teams,
whether it's careers, I I like to build things
874
00:40:52,099 --> 00:40:54,500
and I like to find the next best thing.
875
00:40:54,500 --> 00:40:56,660
So this is this is right up my alley.
876
00:40:56,660 --> 00:40:57,539
I love this stuff.
877
00:40:57,539 --> 00:41:01,880
So, I mean, if someone were to reach out for me
and they wanted to understand how they can
878
00:41:02,019 --> 00:41:06,925
could land on my bid list, I would send them a
sample drawing, and I would ask them to bid it.
879
00:41:06,925 --> 00:41:09,715
And they had better give me a really amazing
breakdown
880
00:41:09,715 --> 00:41:09,820
and show me
881
00:41:09,820 --> 00:41:16,550
that they really understand not just the
project as it's drawn on paper, but what the
882
00:41:16,550 --> 00:41:20,550
client needs are and how they're gonna work
through that with me to make my life easier, to
883
00:41:20,550 --> 00:41:22,170
make my team's life easier.
884
00:41:22,710 --> 00:41:24,869
And and they have to show me they're not an
asshole.
885
00:41:24,869 --> 00:41:27,590
Like, I'm gonna poke at him a little, and
Jacqueline has seen me do it.
886
00:41:27,590 --> 00:41:32,204
I'm gonna ask some topical questions when we're
on these conversations reviewing their bids,
887
00:41:32,204 --> 00:41:34,924
and I wanna see how they respond to me in those
times.
888
00:41:34,924 --> 00:41:36,924
So, just reach out to us.
889
00:41:36,924 --> 00:41:37,964
That's step 1.
890
00:41:37,964 --> 00:41:39,264
We'd love to talk to you.
891
00:41:39,324 --> 00:41:41,664
Can I can I get one of those questions?
892
00:41:41,804 --> 00:41:46,019
One of those tough questions just to get a get
a flavor of what this looks like.
893
00:41:46,179 --> 00:41:47,880
What a tough question looks like.
894
00:41:48,260 --> 00:41:48,900
Oh, boy.
895
00:41:48,900 --> 00:41:49,140
No.
896
00:41:49,140 --> 00:41:50,440
Really awesome spot.
897
00:41:51,059 --> 00:41:54,340
Can you give them contextual, a little bit of
context here?
898
00:41:54,340 --> 00:41:58,340
I I poke at people a little bit, and this is I
spent a lot of time on-site.
899
00:41:58,340 --> 00:42:02,635
And in order to understand what it actually
takes to do the work, sometimes I undo what
900
00:42:02,635 --> 00:42:05,035
trades have done on-site, and I try to redo it
myself.
901
00:42:05,035 --> 00:42:08,715
So I figure, like, if this takes me this long
to do, you should be able to do it a lot
902
00:42:08,715 --> 00:42:09,115
faster.
903
00:42:09,115 --> 00:42:10,795
So I will poke at people's numbers.
904
00:42:10,795 --> 00:42:12,795
Like, you're carrying all these hours in here.
905
00:42:12,795 --> 00:42:14,369
Like, who do you have doing the work?
906
00:42:14,369 --> 00:42:19,650
This your child and your grandmother doing the
work, or is this an actual and and I I like to
907
00:42:19,650 --> 00:42:20,769
see how they respond to that.
908
00:42:20,769 --> 00:42:23,970
Are they gonna laugh and be like, oh, maybe it
is a little bit high, or are they gonna get
909
00:42:23,970 --> 00:42:24,690
really mean about it?
910
00:42:24,690 --> 00:42:26,309
Like, this is just what it costs.
911
00:42:26,735 --> 00:42:31,054
And I can respect both answers, but I'm
interested in how they responded, not just how
912
00:42:31,054 --> 00:42:31,546
they what they respond with.
913
00:42:31,546 --> 00:42:31,571
Oh, we are a family of business.
914
00:42:31,571 --> 00:42:31,597
My Instagram are crucial to the organization.
915
00:42:31,597 --> 00:42:32,094
I think that's true as well.
916
00:42:32,094 --> 00:42:32,594
Yeah.
917
00:42:41,610 --> 00:42:46,090
But if we've got grandma who comes in the
walker climbing up a ten foot ladder to help
918
00:42:46,090 --> 00:42:48,170
with ceiling towels, it's gonna take her a
little longer.
919
00:42:48,170 --> 00:42:51,849
And I'm okay with that, but maybe her rate
shouldn't be as much hourly because she's not
920
00:42:51,849 --> 00:42:52,730
producing as much.
921
00:42:52,730 --> 00:42:53,230
Right?
922
00:42:53,769 --> 00:42:54,730
That's good advice.
923
00:42:54,730 --> 00:42:55,130
That's good advice.
924
00:42:55,130 --> 00:42:56,829
But maybe the rate should be lower.
925
00:42:57,755 --> 00:42:58,255
Yeah.
926
00:42:58,394 --> 00:43:00,715
Well, and it goes back to transparency too.
927
00:43:00,715 --> 00:43:00,875
Right?
928
00:43:00,875 --> 00:43:04,015
Like, Amanda and I, and and I've seen her do
this too.
929
00:43:04,235 --> 00:43:06,815
We'll respect and love someone who says, hey.
930
00:43:07,195 --> 00:43:08,494
I missed the boat here.
931
00:43:08,555 --> 00:43:09,855
I I left something out.
932
00:43:09,950 --> 00:43:11,490
I'm losing money on this.
933
00:43:11,550 --> 00:43:13,070
You know, is there anything we can do?
934
00:43:13,070 --> 00:43:15,230
If not, I'll make it right and I'll do the
work.
935
00:43:15,230 --> 00:43:19,410
But, again, it goes back to, like, working with
not assholes and good people.
936
00:43:19,550 --> 00:43:20,450
Just be honest.
937
00:43:20,510 --> 00:43:20,829
Right?
938
00:43:20,829 --> 00:43:23,490
Like, there's there shouldn't be any hidden
formula.
939
00:43:23,550 --> 00:43:23,950
Right?
940
00:43:23,950 --> 00:43:24,990
This is the cost.
941
00:43:24,990 --> 00:43:26,214
Here's what we're keen it.
942
00:43:26,214 --> 00:43:27,014
And and that's it.
943
00:43:27,014 --> 00:43:28,635
And we're looking for partners.
944
00:43:28,934 --> 00:43:29,260
And that's the thing.
945
00:43:29,260 --> 00:43:29,296
We're we're looking for partners and and
relationships to build on with.
946
00:43:29,296 --> 00:43:39,369
Because as we scale, we don't wanna go out to
bid to twenty people That's not the business
947
00:43:39,369 --> 00:43:40,269
that we're in.
948
00:43:40,889 --> 00:43:41,050
We
949
00:43:41,050 --> 00:43:45,610
we wanna keep it smaller, and we want other
companies to make money as well, right, and
950
00:43:45,610 --> 00:43:47,389
it's just good people, good work.
951
00:43:48,010 --> 00:43:51,469
But I loved how you want you jumped in and
you're like, I disagree.
952
00:43:51,530 --> 00:43:56,175
And honestly, it's funny, but That's this is
this is us, and that's why it works.
953
00:43:57,355 --> 00:43:57,376
I have another,
954
00:43:57,376 --> 00:43:57,493
you know, I view things a little different than
she does, but we respect them both.
955
00:43:57,493 --> 00:43:57,536
We listen both, and it works.
956
00:43:57,536 --> 00:44:08,010
And we find that medium, and we find what we're
for the client.
957
00:44:08,010 --> 00:44:10,329
So, yeah, that's why podcasts are awesome.
958
00:44:10,329 --> 00:44:11,849
I mean, it's just it's no BS.
959
00:44:11,849 --> 00:44:14,730
It's, you know, call call her daddy, Alex
Cooper.
960
00:44:14,730 --> 00:44:16,170
She's, like, the best.
961
00:44:16,170 --> 00:44:17,230
I just love her.
962
00:44:17,369 --> 00:44:17,769
Yeah.
963
00:44:17,769 --> 00:44:19,050
She's she she says it.
964
00:44:19,050 --> 00:44:20,170
Like, just no bullshit.
965
00:44:20,170 --> 00:44:21,079
Like, let's just talk and
966
00:44:21,079 --> 00:44:21,113
say what it is and nothing scripted.
967
00:44:21,113 --> 00:44:21,157
And, that's really that's like Amanda Knight.
968
00:44:21,157 --> 00:44:21,166
Nothing scripted.
969
00:44:21,166 --> 00:44:21,181
Nothing's the same.
970
00:44:21,181 --> 00:44:21,201
Our pitches aren't scripted.
971
00:44:21,201 --> 00:44:21,230
Every client hears a different story.
972
00:44:21,230 --> 00:44:33,940
It's not all you know, the same exact.
973
00:44:33,940 --> 00:44:34,180
Well, I'm
974
00:44:34,180 --> 00:44:35,059
with vendors, right?
975
00:44:35,059 --> 00:44:37,800
There's a reason Jacqueline's business
development and I'm operations.
976
00:44:37,860 --> 00:44:42,099
She's really tolerant of those lunch and social
things, and I'm like, no, I don't wanna go.
977
00:44:42,099 --> 00:44:43,860
I mean, we get invitations all day long.
978
00:44:43,860 --> 00:44:46,180
Jacqueline's like, you have to go to this and
like I'm not going.
979
00:44:46,180 --> 00:44:47,400
There's a good shit out.
980
00:44:48,045 --> 00:44:48,284
Oh.
981
00:44:48,284 --> 00:44:52,605
That, brings up, for us, one of our core values
at spot is we're candid.
982
00:44:53,005 --> 00:44:54,125
It's hardcore.
983
00:44:54,125 --> 00:44:55,644
It's internal to each other.
984
00:44:55,644 --> 00:45:00,085
No no bullshit that way, but also took lines
of, you know, nobody wants to hear that, like,
985
00:45:00,085 --> 00:45:01,940
you know, their servers about crash.
986
00:45:01,940 --> 00:45:02,099
Right?
987
00:45:02,099 --> 00:45:03,940
Like, nobody wants to hear that shit.
988
00:45:04,180 --> 00:45:06,740
But being real with somebody and saying, like,
this is gonna hurt.
989
00:45:06,740 --> 00:45:09,539
Like, this, like, we're in a position that this
is this isn't great.
990
00:45:09,539 --> 00:45:13,460
When we walk into a a new client, it's like,
oh, you know, things aren't working well.
991
00:45:13,460 --> 00:45:14,019
I was like, yeah.
992
00:45:14,019 --> 00:45:16,680
Well, we can see why things aren't working well
now.
993
00:45:16,724 --> 00:45:19,545
And this isn't gonna be a pleasant experience.
994
00:45:19,684 --> 00:45:21,553
We're gonna make it as good as we possibly
humanly
995
00:45:21,553 --> 00:45:21,736
can, but there are gonna be bumps because
inherently that's what happens when
996
00:45:21,736 --> 00:45:30,359
you aren't maintaining things right way.
997
00:45:30,359 --> 00:45:31,567
So So, we we believe wholeheartedly
998
00:45:31,567 --> 00:45:31,890
in being candid.
999
00:45:31,998 --> 00:45:32,968
Like I said, it's one of our core values.
1000
00:45:33,076 --> 00:45:34,150
We we think it it
1001
00:45:43,135 --> 00:45:46,050
makes a huge difference when you can just say
it and not try to tiptoe around or a
1002
00:45:46,050 --> 00:45:46,170
politics around or what however you wanna
rephrase it, just get to the point, say what
1003
00:45:46,170 --> 00:45:46,184
it is.
1004
00:45:46,184 --> 00:45:46,255
Obviously, don't be rude, but, like, get to the
point.
1005
00:45:48,015 --> 00:45:58,346
It's to we can just get through this and then
get to the thing that actually gets us to the
1006
00:45:58,346 --> 00:45:58,373
solution that's gonna make things better for
everybody.
1007
00:45:58,373 --> 00:45:58,376
Yeah.
1008
00:45:58,376 --> 00:45:58,380
Exactly.
1009
00:45:58,380 --> 00:45:58,659
Justin, I think it's time to talk a little
tech.
1010
00:45:58,659 --> 00:45:59,159
Sure.
1011
00:46:11,335 --> 00:46:11,835
Technology.
1012
00:46:12,054 --> 00:46:12,454
Talk to
1013
00:46:12,454 --> 00:46:14,474
us a little bit about technology.
1014
00:46:16,215 --> 00:46:23,103
A little bit about how technology, right, how
technology influences what you do.
1015
00:46:23,103 --> 00:46:30,360
And maybe if there's any technologies you
really rely on, and, you know, talk to talk to
1016
00:46:30,360 --> 00:46:31,579
us a little bit about that.
1017
00:46:32,199 --> 00:46:32,519
Yeah.
1018
00:46:32,519 --> 00:46:37,179
I mean, technology in our industry is
everything from how things are being built now
1019
00:46:37,480 --> 00:46:42,364
to how we're tracking how they're built to new
things with artificial intelligence.
1020
00:46:42,664 --> 00:46:46,664
I mean, it's really the future and it's always
been the future and it will continue to always
1021
00:46:46,664 --> 00:46:47,385
be the future.
1022
00:46:47,385 --> 00:46:49,804
So, do I have any favorites?
1023
00:46:50,425 --> 00:46:50,925
Maybe.
1024
00:46:50,985 --> 00:46:51,704
I don't know.
1025
00:46:51,945 --> 00:46:54,599
Right now, we use a lot of smart sheet and
that's great.
1026
00:46:54,680 --> 00:46:59,960
I think that there's a lot of new AI that's
about to come to to the forefront of what it is
1027
00:46:59,960 --> 00:47:05,160
that we do that's gonna really change, how we
operate and how efficient we can be.
1028
00:47:05,160 --> 00:47:09,625
And I'm talking to some companies that have
some new ideas coming up.
1029
00:47:09,625 --> 00:47:13,484
And I I think it's a really exciting thing, but
I'm a big fan of technology.
1030
00:47:13,944 --> 00:47:22,264
So do you have examples of where either
underutilization or overutilization of a
1031
00:47:22,264 --> 00:47:28,094
technology can harm what you do or, you know,
experience around that.
1032
00:47:28,094 --> 00:47:28,170
And I I worry that people in our industry are
afraid to embrace artificial intelligence
1033
00:47:28,170 --> 00:47:29,230
because they're
1034
00:47:36,074 --> 00:47:41,195
is a concern that it might take away what they
do, on a day to day basis.
1035
00:47:41,195 --> 00:47:43,934
And I would encourage people to think of it a
lot differently.
1036
00:47:44,234 --> 00:47:49,675
You're gonna be able to operate so much more
efficiently and more effectively if you embrace
1037
00:47:49,675 --> 00:47:50,175
this.
1038
00:47:50,315 --> 00:47:56,550
It doesn't replace us It replaces some of what
we do in a really, really useful way.
1039
00:47:57,090 --> 00:48:01,890
I think about things like a conversation that
I've heard about artificial intelligence that
1040
00:48:01,890 --> 00:48:07,269
would allow you to scan a job site while it's
in construction and overlay it with drawings.
1041
00:48:08,114 --> 00:48:12,195
And immediately call out if there's any
misalignment in what's going on on-site with
1042
00:48:12,195 --> 00:48:13,735
what should be going on on-site.
1043
00:48:14,034 --> 00:48:18,594
And the amount of time that you save doing
that, you don't have to send a skilled person
1044
00:48:18,594 --> 00:48:20,034
out there to do this.
1045
00:48:20,034 --> 00:48:25,039
I mean, it it just it creates so much
efficiency and allows for us to build so much
1046
00:48:25,039 --> 00:48:30,239
more, that I'm hopeful people in our industry
will really embrace instead of shy away from
1047
00:48:30,239 --> 00:48:30,720
it.
1048
00:48:30,720 --> 00:48:31,920
I know I'm gonna embrace that.
1049
00:48:31,920 --> 00:48:32,980
It's gonna be fun.
1050
00:48:33,875 --> 00:48:34,914
One chance, you
1051
00:48:34,914 --> 00:48:38,034
know, real estate real estate is using a lot of
it too now.
1052
00:48:38,034 --> 00:48:38,275
Right?
1053
00:48:38,275 --> 00:48:44,114
There's all this, all these tools out there
that can tell you, I mean, it's a little scary,
1054
00:48:44,114 --> 00:48:49,329
but, who's pulling into what gas station and
where are they going after?
1055
00:48:49,329 --> 00:48:54,369
Are they going to get a soda across the street
at the drive through, or are they walking into
1056
00:48:54,369 --> 00:48:56,369
that gas station to purchase a drink?
1057
00:48:56,369 --> 00:48:56,869
Right?
1058
00:48:57,569 --> 00:49:03,750
The age of that person, the, you know,
household income, how the children you have,
1059
00:49:03,974 --> 00:49:05,335
Are their kids in school?
1060
00:49:05,335 --> 00:49:06,394
Do they have disabilities?
1061
00:49:06,695 --> 00:49:10,954
Do they need any extra, help, you know, with
tutoring?
1062
00:49:11,015 --> 00:49:12,875
Crazy things out there.
1063
00:49:13,255 --> 00:49:20,349
But again, it's not to harm, right, at least
what we're doing is to really help guide and do
1064
00:49:20,349 --> 00:49:21,630
the right thing for our clients.
1065
00:49:21,630 --> 00:49:24,269
So where are you opening, you know, your future
site?
1066
00:49:24,269 --> 00:49:26,369
And are you opening it in the correct area?
1067
00:49:26,510 --> 00:49:28,829
And then, you know, we do a lot of tracking.
1068
00:49:28,829 --> 00:49:29,070
Right?
1069
00:49:29,070 --> 00:49:31,650
We talk about holding all those stakeholders
accountable.
1070
00:49:32,114 --> 00:49:38,195
When we talk about construction and our process
and, having that one source of truth, some
1071
00:49:38,195 --> 00:49:38,536
people don't like that.
1072
00:49:38,536 --> 00:49:38,626
They don't wanna see it all up there and and
you need it.
1073
00:49:38,626 --> 00:49:38,653
You need to identify
1074
00:49:38,653 --> 00:49:38,668
the outliers.
1075
00:49:38,668 --> 00:49:48,699
You need to identify where things, can be going
wrong.
1076
00:49:48,699 --> 00:49:53,039
You know, this is funny, but for all the women
listening and, you know, women in construction,
1077
00:49:53,420 --> 00:49:54,539
you know, we we love
1078
00:49:54,539 --> 00:49:57,819
we love our industry, and it's growing with
women, which is super exciting.
1079
00:49:57,819 --> 00:49:59,099
You know, I I have to say that.
1080
00:49:59,099 --> 00:50:00,559
But it's like a contraction.
1081
00:50:00,914 --> 00:50:01,394
Right?
1082
00:50:01,394 --> 00:50:06,914
Like, it shows you when it's gonna happen, and
you have, like, 20 seconds before it happens.
1083
00:50:06,914 --> 00:50:13,235
And looking at smart heats or whatever, it's
you're gonna know when a project is about to
1084
00:50:13,235 --> 00:50:13,735
derail.
1085
00:50:13,880 --> 00:50:14,599
Before you Yeah.
1086
00:50:14,599 --> 00:50:16,360
The data tells the story if you let it.
1087
00:50:16,360 --> 00:50:20,679
And a lot of people like to manipulate the
story with the data in front of them, and I
1088
00:50:20,679 --> 00:50:21,480
would discourage that.
1089
00:50:21,480 --> 00:50:26,519
But I think AI takes a whole different look at
the data, and it really tells the story for
1090
00:50:26,519 --> 00:50:27,019
you.
1091
00:50:27,244 --> 00:50:27,744
Yeah.
1092
00:50:28,204 --> 00:50:36,925
Oh, this is the story of the story of averages,
where where someone can, drown in an average of
1093
00:50:36,925 --> 00:50:38,144
3 feet of water.
1094
00:50:38,285 --> 00:50:38,605
Yes.
1095
00:50:38,925 --> 00:50:42,210
Where one foot step is 50 feet of water, and
that's how they drown.
1096
00:50:42,210 --> 00:50:43,969
But the rest of it is one foot of water.
1097
00:50:43,969 --> 00:50:46,755
So, yeah, I totally I hope listeners understand
1098
00:50:46,755 --> 00:50:47,085
this, and really the manipulation of data and
what
1099
00:50:47,085 --> 00:50:57,805
it is and how to interpret it AI will
definitely help with this.
1100
00:50:57,805 --> 00:50:58,125
Yep.
1101
00:50:58,445 --> 00:51:06,125
And it's already helping with this because now
you don't have, the misalignment between, what
1102
00:51:06,445 --> 00:51:09,440
it looks like versus what it actually is.
1103
00:51:09,500 --> 00:51:09,659
So
1104
00:51:09,900 --> 00:51:10,619
the nature.
1105
00:51:10,619 --> 00:51:11,019
Right?
1106
00:51:11,019 --> 00:51:16,619
If if you said you wanted certain thing to
happen and you did it by going this path and
1107
00:51:16,619 --> 00:51:21,420
the data is there that doesn't really support
it, you can certainly twist it to make it sound
1108
00:51:21,420 --> 00:51:21,920
right.
1109
00:51:21,945 --> 00:51:24,425
You can listen to the data and go the other
way.
1110
00:51:24,664 --> 00:51:27,644
And I think AI is gonna make it really clear
what to do.
1111
00:51:28,344 --> 00:51:31,785
90% of the way there can also be 0% of the way
there.
1112
00:51:31,785 --> 00:51:36,105
It's not a livable livable, home or a livable
place.
1113
00:51:36,105 --> 00:51:36,605
Right?
1114
00:51:36,829 --> 00:51:39,650
90% does it doesn't doesn't mean 90%.
1115
00:51:39,710 --> 00:51:42,989
It could also mean something else, or it's just
placed in a different way.
1116
00:51:42,989 --> 00:51:43,710
So okay.
1117
00:51:43,710 --> 00:51:44,190
Very cool.
1118
00:51:44,190 --> 00:51:44,829
Justin, you
1119
00:51:44,829 --> 00:51:45,710
have, like, your mistakes?
1120
00:51:45,710 --> 00:51:47,710
That is super interesting in this regard.
1121
00:51:47,710 --> 00:51:51,835
And I this keeps popping in my brain and feel
like I need to share it with the 2 of you, and
1122
00:51:51,835 --> 00:51:52,954
you might be like, yeah.
1123
00:51:52,954 --> 00:51:57,135
We know, which, was a thing I just learned this
past weekend.
1124
00:51:57,514 --> 00:52:02,954
I was with some friends, and they said, hey, I
just saw this stat that was, it was for Chick
1125
00:52:02,954 --> 00:52:08,550
Fil A's, and they realized that 30% of people
that try to go to Chick Fil A leave before
1126
00:52:08,550 --> 00:52:13,269
getting in the drive thru because so long,
drive thru line 6 extraordinarily long, which
1127
00:52:13,269 --> 00:52:18,710
is baffling as an owner, right, to think, like,
30% of people are just not getting in line to
1128
00:52:18,710 --> 00:52:21,934
buy your stuff, even though their intention was
that is crazy.
1129
00:52:21,934 --> 00:52:26,015
And you had mentioned double, double drive thru
lines earlier, much earlier.
1130
00:52:26,015 --> 00:52:28,015
And I and that's when it initially popped in my
head.
1131
00:52:28,015 --> 00:52:29,535
And I'm like, what would this data?
1132
00:52:29,535 --> 00:52:31,295
What am I gonna do with this in my brain?
1133
00:52:31,535 --> 00:52:33,239
Nonetheless, this is where it came out.
1134
00:52:33,480 --> 00:52:36,119
But, to the point of, like, how do you figure
that out?
1135
00:52:36,119 --> 00:52:37,659
And it's like, you use technology.
1136
00:52:37,800 --> 00:52:39,559
That's how you figure these things out.
1137
00:52:39,559 --> 00:52:41,400
Well and think about this.
1138
00:52:41,400 --> 00:52:41,639
Right?
1139
00:52:41,639 --> 00:52:45,400
So, Amanda and I, you know, we've worked with a
lot of different brands in in quick serve fast
1140
00:52:45,400 --> 00:52:49,454
food restaurants, and I learned a lot just
from, you know, listening to the clients and
1141
00:52:49,454 --> 00:52:51,135
and working with these types of clients.
1142
00:52:51,135 --> 00:52:57,375
But think about how much time is wasted by the
consumer who's in a drive thru who doesn't know
1143
00:52:57,375 --> 00:52:58,284
what they want.
1144
00:52:58,409 --> 00:53:00,650
And they're reading that menu.
1145
00:53:00,650 --> 00:53:01,150
Right?
1146
00:53:01,369 --> 00:53:01,760
There is data that shows revenue lost because
so and so many drivers spent 90 seconds longer
1147
00:53:01,760 --> 00:53:02,510
at that window.
1148
00:53:10,585 --> 00:53:13,465
So there's a thing called preview menu boards
to Ching.
1149
00:53:13,465 --> 00:53:13,864
Guess what?
1150
00:53:13,864 --> 00:53:16,045
We can put those in for you if anyone's
listening.
1151
00:53:16,184 --> 00:53:22,105
But the preview menu board, you know, while
someone's 5 cars back, you know, is there to
1152
00:53:22,105 --> 00:53:27,699
excite you educate you and and show you, you
know, their best products that, you know, they
1153
00:53:27,699 --> 00:53:28,659
have at this time.
1154
00:53:28,659 --> 00:53:32,840
So when you get to that window to order, your
decision comes a little bit quicker.
1155
00:53:32,900 --> 00:53:33,219
Right?
1156
00:53:33,219 --> 00:53:33,940
Time is money.
1157
00:53:33,940 --> 00:53:38,704
And and those people that are driving away
those 30% Those are the same ones hiring Uncle
1158
00:53:38,704 --> 00:53:39,824
Bob to build their store.
1159
00:53:39,824 --> 00:53:43,125
They're impatient, and they're not paying for
quality.
1160
00:53:43,505 --> 00:53:44,644
So, anyway,
1161
00:53:44,864 --> 00:53:47,905
we'll let uncle Bob bid if if you really want
them to.
1162
00:53:47,905 --> 00:53:49,605
You will and uncle Bob bid.
1163
00:53:49,664 --> 00:53:50,639
But we will.
1164
00:53:50,880 --> 00:53:51,519
We just Well,
1165
00:53:51,519 --> 00:53:54,659
he's gonna have to take you off your steak and
chicken first is my understanding.
1166
00:53:55,119 --> 00:53:56,319
Hopefully, it's not too much.
1167
00:53:56,400 --> 00:53:58,880
Hopefully, it's a little bit higher, grades
than that.
1168
00:53:58,880 --> 00:54:01,839
But nonetheless, this is kind this has been a
ton of fun.
1169
00:54:01,839 --> 00:54:06,105
I hope the two of you had a blast you're
smiling, which is generally a good sign of
1170
00:54:06,105 --> 00:54:07,704
having fun at least a little bit.
1171
00:54:08,025 --> 00:54:09,785
But we have one last question for you.
1172
00:54:09,785 --> 00:54:11,144
We'll take it away.
1173
00:54:11,144 --> 00:54:13,724
So I'm gonna start with Amanda.
1174
00:54:14,825 --> 00:54:14,985
If
1175
00:54:14,985 --> 00:54:18,940
you were to go back 20 years, what would you
tell yourself?
1176
00:54:19,400 --> 00:54:19,639
Right?
1177
00:54:19,639 --> 00:54:24,519
And so this is 2004, and I don't remember what
the big events are.
1178
00:54:24,519 --> 00:54:25,960
Justin, you know this stuff better than
1179
00:54:25,960 --> 00:54:26,199
I do.
1180
00:54:26,199 --> 00:54:26,440
What was
1181
00:54:26,440 --> 00:54:28,000
the I think it comes back in 2004.
1182
00:54:28,359 --> 00:54:29,579
Was born in 2004.
1183
00:54:30,244 --> 00:54:30,565
Okay.
1184
00:54:30,565 --> 00:54:31,045
There you go.
1185
00:54:31,045 --> 00:54:33,525
The most important thing that happened,
currently.
1186
00:54:33,525 --> 00:54:34,485
So there we go.
1187
00:54:34,485 --> 00:54:34,985
Yeah.
1188
00:54:35,605 --> 00:54:37,545
Well, I'm prepared for this question.
1189
00:54:37,844 --> 00:54:40,184
So I I have an answer for you.
1190
00:54:40,244 --> 00:54:43,844
I would tell myself to be brave sooner in my
career.
1191
00:54:43,844 --> 00:54:45,545
You don't need an executive title.
1192
00:54:46,079 --> 00:54:48,880
To impact what you're working on.
1193
00:54:48,880 --> 00:54:54,640
So under being brave, I would say trust your
instinct, not blindly, but definitely trust
1194
00:54:54,640 --> 00:54:55,519
your instinct more.
1195
00:54:55,519 --> 00:54:56,260
It's good.
1196
00:54:56,480 --> 00:54:57,119
Think big.
1197
00:54:57,119 --> 00:54:59,280
It's okay to throw some dumb ideas out there.
1198
00:54:59,280 --> 00:55:02,485
People are gonna judge you for your best idea
your worst idea.
1199
00:55:02,704 --> 00:55:06,385
And then I heard something a couple years ago
that really stuck with me.
1200
00:55:06,385 --> 00:55:08,785
I think it was like in its head talk, and it
was a woman.
1201
00:55:08,785 --> 00:55:10,565
And she said, you can quit that job.
1202
00:55:11,025 --> 00:55:14,144
If you're fighting for a seat at the table,
you're probably in the wrong place.
1203
00:55:14,144 --> 00:55:16,329
So all of that kind of falls under that.
1204
00:55:16,329 --> 00:55:17,949
Be brave sooner in your career.
1205
00:55:18,809 --> 00:55:19,530
I like that.
1206
00:55:19,530 --> 00:55:19,849
Alright.
1207
00:55:19,849 --> 00:55:20,409
Thank you.
1208
00:55:20,409 --> 00:55:20,650
I
1209
00:55:20,889 --> 00:55:21,449
I like that.
1210
00:55:21,530 --> 00:55:22,269
Gotta go.
1211
00:55:22,570 --> 00:55:22,969
Yeah.
1212
00:55:22,969 --> 00:55:23,469
Jacqueline.
1213
00:55:23,610 --> 00:55:23,929
Comes a
1214
00:55:23,929 --> 00:55:24,650
long way.
1215
00:55:24,650 --> 00:55:25,289
Go back.
1216
00:55:25,289 --> 00:55:26,250
Go back 20 years.
1217
00:55:26,250 --> 00:55:26,809
Go ahead and
1218
00:55:26,809 --> 00:55:27,469
tell yourself.
1219
00:55:27,824 --> 00:55:28,885
Swipe left.
1220
00:55:30,864 --> 00:55:31,585
I'm kidding.
1221
00:55:31,585 --> 00:55:32,065
I'm kidding.
1222
00:55:32,065 --> 00:55:32,385
We don't
1223
00:55:32,385 --> 00:55:34,005
wanna change mine to that too.
1224
00:55:34,065 --> 00:55:34,804
I know.
1225
00:55:35,505 --> 00:55:36,005
Oh.
1226
00:55:36,704 --> 00:55:37,105
No.
1227
00:55:37,105 --> 00:55:38,625
Honestly, here's the thing.
1228
00:55:38,625 --> 00:55:41,925
It and it's not gonna copy yours, but but look.
1229
00:55:42,385 --> 00:55:44,449
Our industry is amazing.
1230
00:55:44,510 --> 00:55:45,230
I love it.
1231
00:55:45,230 --> 00:55:46,369
It's also tough.
1232
00:55:46,429 --> 00:55:46,829
Right?
1233
00:55:47,150 --> 00:55:48,369
We've come a long way.
1234
00:55:48,429 --> 00:55:53,969
I think I would tell myself, don't settle and
and know your worth.
1235
00:55:54,030 --> 00:55:54,510
Right?
1236
00:55:54,510 --> 00:56:01,255
You know, if you're valuable, work for people
who value you, get paid, how you should be
1237
00:56:01,255 --> 00:56:01,734
paid.
1238
00:56:02,614 --> 00:56:03,894
And, yeah, speak up.
1239
00:56:03,894 --> 00:56:05,514
Don't be afraid to ask questions.
1240
00:56:05,574 --> 00:56:09,174
And, yeah, I mean, I'm kind of happy with you,
but you're right.
1241
00:56:09,174 --> 00:56:10,280
Like, Titles.
1242
00:56:10,420 --> 00:56:10,739
Yes.
1243
00:56:10,739 --> 00:56:11,940
Titles are earned.
1244
00:56:11,940 --> 00:56:12,260
Right?
1245
00:56:12,260 --> 00:56:16,579
And and you have to work for things, but I
think I have a pretty good work ethic.
1246
00:56:16,579 --> 00:56:19,160
Like I said, I worked my 1st job when I was
fifteen.
1247
00:56:19,940 --> 00:56:20,900
I love working up.
1248
00:56:20,900 --> 00:56:27,505
I work till the day I die, but know your worth
and and and speak up and and be valued.
1249
00:56:28,045 --> 00:56:32,844
You know, I think I I I probably stated a lot
of jobs I shouldn't have, and I probably made a
1250
00:56:32,844 --> 00:56:35,900
lot less money, you know, I should have made a
lot more money.
1251
00:56:35,900 --> 00:56:41,260
And until I got smart enough and realized it is
when I actually had a voice and and then quit
1252
00:56:41,260 --> 00:56:45,820
that job, right, and and found found what I was
supposed to be and where I was supposed to be.
1253
00:56:45,820 --> 00:56:46,140
So
1254
00:56:46,460 --> 00:56:51,815
I do have a question as a follow-up question
because of a conversation I had, in the past
1255
00:56:51,815 --> 00:56:52,795
couple of weeks.
1256
00:56:54,454 --> 00:56:55,984
There's value and, obviously, money.
1257
00:56:55,984 --> 00:56:56,045
That's sort of direct value, but what about the
value of experience?
1258
00:56:56,045 --> 00:57:07,179
So, as as you know, people are younger, they
need the experience.
1259
00:57:07,559 --> 00:57:10,460
So it's for them, know your worth.
1260
00:57:10,679 --> 00:57:17,514
A lot of times, they feel or when you look at
the general generational divides, the older
1261
00:57:17,514 --> 00:57:20,235
generations are gonna go, you are overvaluing
yourself.
1262
00:57:20,235 --> 00:57:20,474
Right?
1263
00:57:20,474 --> 00:57:21,855
You have improving yourself.
1264
00:57:22,155 --> 00:57:22,394
Right?
1265
00:57:22,394 --> 00:57:27,054
And then someone that's younger or or earlier
on to to your point.
1266
00:57:31,090 --> 00:57:31,990
How can someone tell, or how can you tell?
1267
00:57:31,990 --> 00:57:32,038
How would you have been able to tell where,
alright, I'm not getting the value, the
1268
00:57:32,038 --> 00:57:32,869
experience side where I should cut
1269
00:57:41,505 --> 00:57:41,904
guys.
1270
00:57:41,904 --> 00:57:43,344
You're asking me or Yeah.
1271
00:57:43,344 --> 00:57:43,984
I'm ask yeah.
1272
00:57:43,984 --> 00:57:48,224
I'm asking you since you since you brought this
up, and this is a conversation that I literally
1273
00:57:48,224 --> 00:57:48,545
had
1274
00:57:48,545 --> 00:57:48,784
in the
1275
00:57:48,784 --> 00:57:49,585
past few weeks.
1276
00:57:49,585 --> 00:57:52,005
So I'm very interested in this answer.
1277
00:57:52,384 --> 00:57:52,884
Okay.
1278
00:57:53,025 --> 00:57:53,424
Great.
1279
00:57:53,424 --> 00:57:54,864
The pressure's really on.
1280
00:57:54,864 --> 00:57:56,384
I mean, the world's different now.
1281
00:57:56,384 --> 00:57:56,884
Right?
1282
00:57:57,719 --> 00:57:58,920
We have a lot more
1283
00:57:58,920 --> 00:57:59,358
resources and and a lot of better ways to talk
to other people, to read about other people's
1284
00:57:59,358 --> 00:57:59,382
experiences.
1285
00:57:59,382 --> 00:58:00,059
I feel like 20 years ago,
1286
00:58:09,414 --> 00:58:11,434
I didn't know what I didn't know.
1287
00:58:11,734 --> 00:58:11,974
Right?
1288
00:58:11,974 --> 00:58:16,054
And I feel like things are a little bit more in
your face now.
1289
00:58:16,054 --> 00:58:16,934
Good and bad.
1290
00:58:16,934 --> 00:58:23,849
I back then, I just again, the world wasn't you
weren't really allowed to ask for more money
1291
00:58:23,849 --> 00:58:25,530
just because you think you deserve it.
1292
00:58:25,530 --> 00:58:25,849
Right?
1293
00:58:25,849 --> 00:58:29,369
And I didn't have the data, maybe, to back
1294
00:58:29,369 --> 00:58:29,521
my reasons, or I didn't have the, platforms
that we have
1295
00:58:29,521 --> 00:58:29,585
now to say, well, look.
1296
00:58:29,585 --> 00:58:42,675
Look what they're doing and and and really come
to the table with those things.
1297
00:58:42,675 --> 00:58:42,835
Right?
1298
00:58:42,835 --> 00:58:45,875
You can't just say, I'm working 80 hours a
week, and I've sold all of this.
1299
00:58:45,875 --> 00:58:48,855
And I've met my numbers, and I've never called
in sick.
1300
00:58:48,914 --> 00:58:51,235
And I'm only making $42,000 a year.
1301
00:58:51,235 --> 00:58:53,014
Like, you couldn't do that then.
1302
00:58:53,239 --> 00:58:58,199
Where now I feel like you, yes, you could work
one job or 20 jobs.
1303
00:58:58,199 --> 00:58:58,760
I don't care.
1304
00:58:58,760 --> 00:58:59,880
I don't know what the answer is.
1305
00:58:59,880 --> 00:59:02,239
You know, do you stay somewhere 20 years, or do
you bounce around?
1306
00:59:02,239 --> 00:59:03,639
I think there's good in both.
1307
00:59:03,639 --> 00:59:04,039
Right?
1308
00:59:04,039 --> 00:59:10,005
But I know what I'm worth, and I know what I'm
bringing to my employer, and I know what
1309
00:59:10,005 --> 00:59:11,445
they're gaining from it.
1310
00:59:11,445 --> 00:59:15,445
So I don't know if that answers it, but that's
the best way I can tell you.
1311
00:59:15,445 --> 00:59:20,324
I mean, I wish it was, like, the Jetsons,
right, and, like, I wish things were different
1312
00:59:20,324 --> 00:59:21,869
back then, but I also don't.
1313
00:59:21,950 --> 00:59:27,550
Because I also believe I am who I am because of
the time I grew up and the time I started my
1314
00:59:27,550 --> 00:59:30,110
career, and I don't think I'd be who I am
today.
1315
00:59:30,110 --> 00:59:31,250
Oh, the paradox.
1316
00:59:31,309 --> 00:59:31,809
Interesting.
1317
00:59:32,269 --> 00:59:32,769
Okay.
1318
00:59:32,990 --> 00:59:34,530
How's that for psychology?
1319
00:59:34,590 --> 00:59:35,070
Yeah.
1320
00:59:35,070 --> 00:59:35,470
Okay.
1321
00:59:35,470 --> 00:59:35,590
No.
1322
00:59:35,590 --> 00:59:36,670
I don't have the answer.
1323
00:59:36,670 --> 00:59:36,910
No.
1324
00:59:36,910 --> 00:59:37,650
Thank you.
1325
00:59:37,974 --> 00:59:40,234
So if we have time, is that okay?
1326
00:59:40,375 --> 00:59:40,775
Yeah.
1327
00:59:40,775 --> 00:59:41,275
Yeah.
1328
00:59:41,414 --> 00:59:44,954
I've managed a lot of people, and I always tell
them to advocate for themselves.
1329
00:59:45,175 --> 00:59:51,894
And I've watched employers, have really amazing
hires who are doing really great things in a
1330
00:59:51,894 --> 00:59:52,954
role that they're in.
1331
00:59:53,059 --> 00:59:57,380
Who refuse to consider them for something else
because they think they're too valuable in the
1332
00:59:57,380 --> 01:00:00,679
role that they're in, and they don't wanna let
them grow into something different.
1333
01:00:00,900 --> 01:00:04,820
And I tell people to advocate for yourself, be
vocal, and say I wanna learn more.
1334
01:00:04,820 --> 01:00:06,039
I'm capable of more.
1335
01:00:06,045 --> 01:00:10,464
And if you are with an employer or you have a
boss that's not giving you those opportunities
1336
01:00:10,605 --> 01:00:13,324
you're asking for them, you are in the wrong
place.
1337
01:00:13,324 --> 01:00:15,005
It's okay to quit that job.
1338
01:00:15,005 --> 01:00:19,920
Find the right manager who will help you in
your career do the things that you want to do.
1339
01:00:20,079 --> 01:00:22,739
Not just the things that you've shown you're
already good at.
1340
01:00:23,679 --> 01:00:24,179
Yeah.
1341
01:00:24,719 --> 01:00:25,619
I like that.
1342
01:00:25,839 --> 01:00:26,480
Very good.
1343
01:00:26,480 --> 01:00:26,880
Bills.
1344
01:00:26,880 --> 01:00:27,440
I got hairs
1345
01:00:27,440 --> 01:00:28,099
in there.
1346
01:00:28,159 --> 01:00:28,659
Alright.
1347
01:00:28,719 --> 01:00:29,039
Alright.
1348
01:00:29,039 --> 01:00:30,719
These were amazing answers.
1349
01:00:30,719 --> 01:00:34,179
So thank you, the both of you for expanding on
that.
1350
01:00:35,304 --> 01:00:35,625
Justin?
1351
01:00:35,625 --> 01:00:35,864
That's
1352
01:00:35,864 --> 01:00:36,765
a great question.
1353
01:00:36,985 --> 01:00:37,224
Yeah.
1354
01:00:37,224 --> 01:00:38,585
So, this is awesome.
1355
01:00:38,585 --> 01:00:44,184
So this would be a great way, for people to get
ahold of you if they, would like to do that.
1356
01:00:44,184 --> 01:00:44,664
My gosh.
1357
01:00:44,664 --> 01:00:49,324
So you can go to, cresa.com and find all of our
information there.
1358
01:00:49,864 --> 01:00:52,719
LinkedIn, obviously not Instagram.
1359
01:00:52,780 --> 01:00:55,179
That's kinda weird, but Not all.
1360
01:00:55,260 --> 01:00:55,760
LinkedIn.
1361
01:00:56,780 --> 01:00:57,019
Yeah.
1362
01:00:57,019 --> 01:00:57,420
I mean,
1363
01:00:57,420 --> 01:00:57,554
anywhere literally on our company website or
LinkedIn has all of our information phone
1364
01:00:57,554 --> 01:00:57,563
numbers.
1365
01:00:57,563 --> 01:00:57,640
As Amanda said, cell phone numbers, we're
available
1366
01:00:57,640 --> 01:00:59,359
24 hours a day.
1367
01:01:06,755 --> 01:01:10,035
Text us if you wanna set up a meeting, email
us, call.
1368
01:01:10,035 --> 01:01:12,775
We'll be at retail spaces for any retailers
listening.
1369
01:01:12,835 --> 01:01:15,474
Super excited to see everyone and meet everyone
there.
1370
01:01:15,474 --> 01:01:17,315
But, yeah, it's it's pretty easy now.
1371
01:01:17,315 --> 01:01:18,434
Not like 20 years ago.
1372
01:01:18,434 --> 01:01:21,299
You can find anybody on on the Internet.
1373
01:01:21,299 --> 01:01:24,599
So, if you don't, then and you can't.
1374
01:01:24,980 --> 01:01:25,880
I don't know.
1375
01:01:26,019 --> 01:01:28,179
Then we probably probably don't wanna work with
you.
1376
01:01:28,179 --> 01:01:29,500
Now I'm just kidding.
1377
01:01:29,579 --> 01:01:31,469
It should be pretty easy.
1378
01:01:31,469 --> 01:01:31,969
So
1379
01:01:32,594 --> 01:01:32,994
Awesome.
1380
01:01:32,994 --> 01:01:38,434
I will make sure that I put all the links in
the show notes, and all that jazz and, any last
1381
01:01:38,434 --> 01:01:40,114
parting words before we say our goodbyes.
1382
01:01:40,114 --> 01:01:40,275
No.
1383
01:01:40,275 --> 01:01:40,755
It's fun.
1384
01:01:40,755 --> 01:01:41,875
Thanks for having us.
1385
01:01:41,875 --> 01:01:42,434
So fun.
1386
01:01:42,434 --> 01:01:46,829
You guys are Greg and love listening to the to
to your podcast and learned a lot from the
1387
01:01:46,829 --> 01:01:47,630
people you had on.
1388
01:01:47,630 --> 01:01:48,670
So super exciting.
1389
01:01:48,829 --> 01:01:51,150
Amanda, do you wanna do a, like, a wicked witch
cackle
1390
01:01:51,150 --> 01:01:52,130
at to end this?
1391
01:01:52,190 --> 01:01:52,349
No.
1392
01:01:52,349 --> 01:01:53,650
I don't really have one.
1393
01:01:54,349 --> 01:01:54,510
No.
1394
01:01:54,510 --> 01:01:55,309
I'm just kidding.
1395
01:01:55,309 --> 01:01:57,549
But, no, thank you guys so much, and it was
great.
1396
01:01:57,549 --> 01:01:58,724
So looking forward to
1397
01:01:58,724 --> 01:01:59,125
Awesome.
1398
01:01:59,125 --> 01:01:59,445
Awesome.
1399
01:01:59,445 --> 01:01:59,684
Awesome.
1400
01:01:59,684 --> 01:02:00,184
Awesome.
1401
01:02:00,565 --> 01:02:03,364
Listeners, I hope you had just a few of the
times we have.
1402
01:02:03,364 --> 01:02:05,144
And until next time, adios.
1403
01:02:05,765 --> 01:02:06,265
Adios.
1404
01:02:06,724 --> 01:02:11,940
Thanks for listening to building scale to help
us reach even more people please share this
1405
01:02:11,940 --> 01:02:15,239
episode with a friend, colleague, or on social
media.
1406
01:02:15,539 --> 01:02:20,760
Remember, the 3 pillars of scaling a business
are people, process, and technology.
1407
01:02:21,699 --> 01:02:27,815
And our mission is to help the ABC Industry
protect itself by making technology easy.
1408
01:02:28,594 --> 01:02:33,554
So if you think your company's technology
pillar could use some improvement, book a call
1409
01:02:33,554 --> 01:02:38,454
with us to see how we can help maximize your IT
cyber security strategy
1410
01:02:39,130 --> 01:02:39,630
disco2buildingscale.net/help.
1411
01:02:44,650 --> 01:02:46,269
And until next time
1412
01:02:46,730 --> 01:02:48,590
Keep building scale.