What You Should Do When Work Gets Quiet

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Greetings and salutations.
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How are you going?
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Me?
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I'm very well.
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Excellent.
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I haven't seen you all day.
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This is pretty much the first time I've seen you today.
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It's good.
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It's excellent.
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Excellent.
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We had a time to pre-amble pre-pre podcast.
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Yeah, that's it.
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Chat.
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Thanks for joining us, everyone.
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Where have you been?
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Another episode of Million Dollar Days.
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I don't know if you can tell by my attire, but I've been on site all day.
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Yeah, that's uh very clearly for those listening and that's not high vis.
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For those I guess you get a high vis blazer.
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There you go.
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That'd be something different.
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Uh for those of you listening and not watching, I'm just I'm not in sight attire, but I was this morning, I went home and changed actually on the tools.
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And it's funny, as I was um, I went on site this morning and I was helping the boys.
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Well, when I say helping the boys, I went there with the intention of them to load a trailer full of rubbish so I could pretty much pick it up and go.
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And as I'm there, I'm seeing them work, like, all right, fucking, let me help you.
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So got my hands dirty this morning, moving shit around, getting things done.
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And I was even thinking as I'm doing it, this isn't a good use of my time right now, doing this, even driving to site with the trailer, like I could be doing so many more other things that would generate wealth for the business that would help me grow the business, but I'm here doing the smallest task.
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And uh it irritated me a little bit.
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In the same token as well, I didn't mind getting out and about.
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It was a nice morning.
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Sometimes changes.
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Yeah, I think the change was good.
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So I didn't, I wasn't too hard on myself as much as I preach, hey, you've got to be doing all the big items, the CEO items, not the labouring, not the dig in the hole or whatever it might be, processing an invoice.
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It was exactly that, you know.
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Had a new employee start today, so introduced him to the team and got him working and doing what he's doing.
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And yeah, it was good, good.
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Got my hands dirty and got the job done and uh back into the office.
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Welcome back.
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Thanks for having me.
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Um how was where were where were you what's right?
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Like which direction actually.
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Yeah, it was in Baltimore.
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It was in Balwan, just a project nearing completion, very close.
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Good day to be on the road.
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Yeah, it was.
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It was nice.
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Did a few.
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Uh look, I used that time, make a whole bunch of phone calls as well.
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So it wasn't wasted time by any stretch of the word.
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And what I did needed to get done, and one of the guys was away sick today, so I just stepped in and did what I had to do.
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Made it happen.
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That's it.
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Uh, how are you finding work?
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I find that we're busy with our current projects.
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We're we've just handed over one of our bigger projects, which is great.
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Owners in there and getting stuff done and living in the house.
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And we're about a couple of weeks out from handing over another really large project.
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And then in amongst that, we've got our live projects too.
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So busy at the moment, but I'm also trying to forecast for the future, trying to make sure that the pipeline is filled.
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So it's definitely something that I'm now starting to go, okay, what's 2027 going to look like?
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Where are we at with it all?
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There is a um, I'm gonna point I'm gonna call out the elephant in the room.
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Good.
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And so, you know, for those of you who may not know, and if you don't know, I'm doing a horrible job with our advertising, but we run a marketing and media agency, right?
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And we talk, we work only in this space.
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And for across the board now, for a few months, we've noticed things have gone quieter than normal, right?
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And then everyone I speak to, whether it's a current client, whether it's a past client, whether it's a future client, everyone's saying the same thing.
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There's just not as much activity happening.
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Yeah, but even at our recent events, I asked the question too.
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Yeah, yeah, yeah.
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Indirectly, I said who's finding it harder to win a project these days?
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And everyone's hand went up.
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Every business owner's hand went up.
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Yeah, I I feel like um there are there are multiple factors.
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And I think, you know, for us to provide the audience with as much value as we can, I figured it would be really good if we shared some of the things that, well, you know, some of the things that you do in your business, some of the things that we do in our business, that uh when things do start to tighten up, because all markets go through cycles.
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Yeah.
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And it's like, cool, man, like when it's you know, make hay while the sun's shining.
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That that's a saying for a reason.
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The sun ain't always shining.
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Yeah, and sometimes things do tighten up.
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Um, and I think, yeah, just sharing some of the the strategies, the things we put into place uh would be helpful.
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So I think undoubtedly the market is probably tighter now than it was six months ago.
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Without a doubt.
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I think even at the start of the year, I already noticed it when uh the year started.
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I was like, okay, well, where are the new projects at?
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When are we doing?
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When are they starting?
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What are we doing?
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We won a, well, we verbally were awarded a large project late 25.
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That project didn't come to fruition.
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So it was a well, it was about a$13 million townhouse development.
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And the developer said, Yep, we want to go ahead, let's rock and roll.
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And then come January, they're like, cool, we're gonna put it on hold.
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We just want to get some pre-sales before we start construction.
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Yep, no worries, let us know.
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A few more months went over, and I said, Listen, price is gone now.
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Like, I can't maintain that price anymore.
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But when you're ready, let me know.
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We can revisit, reshuffle some things around, and make it happen.
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Long story short, I literally drove past the site today, just by accident.
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I wasn't planning to, just on my travels, I drove past the site, hadn't started construction.
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Well, I don't think we'll end up building that job anyway, but they haven't started construction.
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The site hasn't really been touched since the last time I walked past there.
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And I think they're probably gonna find it difficult to get that job started anyway, even if they got the pre-sales that they need.
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Financially.
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I think their project doesn't stack for what they purchased it for, for what it costs to build and what they're gonna get at the back end on sales, the project doesn't stack.
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Yeah, well.
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And that's the I think that's a a relevant thing in a lot of the construction space in Victoria, particularly.
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But people are not moving everywhere.
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People are hesitant to make decisions.
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Here's the thing, people saying, oh, rising construction costs.
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Construction costs have plateaued for quite some time.
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Like I I would much prefer now, actually, I'll not prefer, I will not go in on a cost plus contract now.
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There's no advantage to me to go do a cost plus contract.
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They say I reduce risk and all that, yeah, but it's a significant amount more administration.
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But at the moment, prices are pretty stable and they haven't changed for quite some time.
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So I would actually be going on fixed lump sum contracts on almost every single job that I would do, unless it was overly complicated that I couldn't specifically give a figure for.
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And that's not the issue.
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I think the issue is the market conditions.
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I think that construction price is here and the sale price is just a little bit higher than that.
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And that's where the discrepancy is.
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The resale value.
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Correct.
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Correct.
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Once a product is finished, what is it worth?
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Now, obviously, different areas will fluctuate in different ways, but for what you're purchasing it for, what the build cost is at the moment and what it's selling for, that that calculation, that formula is very, very difficult to make it stack.
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Now, unless you're getting a project or a site, sorry, at significantly under market value, or you've been holding it for quite some time, that's probably the person that can actually make money in this market, is the person who's held the site for a long time and has got the equity and the land and they're going to build it.
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Yes, they will make some money.
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The other people that can make some money in this market are builder developers.
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So the person that's a builder buys the site, builds it, makes some money from the build, and then can then sell it thereafter.
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Again, tighter margins, but they can make some money because they're in control of that whole process.
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Uh, but you yeah, everyone else, like if you're a pure developer that buys sites, gets the plans and permits, flips it, and moves on to the next one, I think it's a very difficult space.
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And also the mum and dads.
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So for the people listening who you know might not be a developer, yeah.
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You know, I I think the real estate market's tight at the moment as well.
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Um, but for the people who are listening right now who might not be, they're just looking for work.
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It's like, hey man, we need jobs.
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Yeah.
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Um and they're probably feeling the pinch a little bit.
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Yeah.
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What uh what's something and you've um I would say you've got a unique experience in that you went through COVID, probably felt the pinch, probably ignored the pinch.
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Yeah.
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Um what would you do differently now if I know you've got work, you've got the pipeline, like you're in a good position, but if you weren't and you started to feel the pinch, what would you do as a business owner?
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Look, I'm I I would be remiss to say that I'm not feeling the pinch now.
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Oh, you feel like you're feeling it?
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Yeah, absolutely.
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I've normally got a lot more work on.
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So the fact that I don't have a lot more work on, I kind of feel the pinch in that aspect.
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So I want five to ten projects on per year, if not more.
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Obviously, that just depends on the size of the projects as well.
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So uh yeah, for me, I I want more work.
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I want to be I wanted to be employing people.
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I don't want to be just going, oh, we have enough.
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I don't like that.
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It's the comfort factor.
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Yeah, yeah.
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So there's there's there's there is um we're stable, there is we're flying, and there is we are quiet.
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Yes.
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You know what I mean?
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Um and I I guess what I'm alluding to here is more the people who are like, hey man, like we we need we need that next week.
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We need work, yeah.
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Like I need work, like it's quiet at the moment.
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You know, here's the thing at a loss for a couple of months.
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I say this to a lot of people, is they they take too long to act when it's when it comes to because when you say that to me, because I often I've got people I've coached, I've got people that come to events, and they say that to me and they're like, hey, I need a job, like I need work.
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And I'm like, it's kind of too late.
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You're not fucked, but it's too late to be saying that to me now.
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You should have been having this conversation six months ago, because you know better than anyone.
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If I say, Hey, Robbie, I need a job and I throw I give you some money to run some ads, get your job tomorrow.
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I know, but it's fun.
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There you go.
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Speak to Robbie, end of episode.
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Thank you very much.
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Um, but the problem is you'll go out and it takes time.
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But also, if you get that one inquiry, you're gonna do everything you possibly can to get that job across the line.
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That may not be your ideal client.
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You know, your ideal client at that point in time is gonna be anyone with a pulse.
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Now, you could land that job, you could do it at shit margins, they could end up being the worst clients, they end up you end up losing money on it.
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You're better off not taking on that project at all, but you take it on out of desperation.
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And that's kind of where you're gonna be at when you come to me or come to someone and say, Hey, I need a job today.
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You're already in that level of desperation.
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You should have been planning this three to six months prior to give yourself the opportunity to go, okay, I'm gonna get Robbie to run some ads.
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It's gonna take whatever it is, three months, do a three-month campaign for me.
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I'm gonna get 10 inquiries in that time.
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I'll price three of them.
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The three that I price are still gonna take two, three months before I sign them up.
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And then let's just say November this year, I sign up new projects.
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We're starting January.
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Right.
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And then you filled your pipeline for 27, but you made the decision in July, August of this year.
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You didn't wait until November, December to say, I have no work next year.
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What am I gonna do?
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And then you often find I'm talking specifically in the trade space at the moment and the building space.
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Then you find a lot of those builders might go out back into the market and try and get a job, as in a P A Y G, or they jump back on the tools and they go, Cool guys, let's start doing carpentry again.
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Yeah, we see that a lot.
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Um you're right.
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Bang on, I get that call too often.
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Yeah, and I'm sure you would.
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I'm sure you would get it a lot.
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It's and what okay.
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Ring ring, Robbie.
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I need a job.
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What do you say at that point in time now?
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Uh because this is a great insight from the flip side of it, and what what you would say and what your perspective is on that when when you do get that phone call.
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I say, yep.
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No worries.
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You'll take on the work because it's work for you.
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Visa or MasterCard?
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I've actually, you know what, George?
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I um I I feel like I have equity in the marketplace.
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I I have talked myself out of work more times than I can count.
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You know what I mean?
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You know, and and sometimes it's come back around, sometimes it hasn't.
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Yeah.
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Purely because I'll have someone who will and it's like sometimes people I know and and they'll come and they'll be like, oh Robbie, like we need to chat, I need to run ads.
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When can we get to ads live?
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I'll be like, what's going on, man?
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Yeah.
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Like, and they'll say, This is the situation, and if I don't, you know, my revenue's hot, or we're losing, we're bleeding money every month, or whatever it might be, right?
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In a position where they're like, hey, we've got no more work on.
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And I'm like, dude, you've never you like you're quiet.
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Running ads now, like, have you run ads before?
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And they're like, no.
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I'm like, dude, running ads now for the first time ever, dealing with cold leads, you don't have a dialed-in sales process, you don't have you got nothing, you're starting from ground.
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Like, that's not how you should spend your last 10 grand.
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Do you know what I mean?
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That's you're making a mistake.
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And the amount of times I've not I I don't knock work back.
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I get I tell them, hey, go do this.
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Like you right now, that thing for you isn't going to be the thing that's likely.
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You're better off hitting the pavement and calling architects or or other people who can refer you work or past clients and seeing if you can drum up anything like that.
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You are better off doing that if you're in that position.
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You are better off doing that than you are to have like you need to be good at sales.
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Yeah.
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And most people are not.
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Yep.
00:13:45.759 --> 00:13:58.000
And it's like if you've never won a job through a Facebook ad or a Google ad or anything, it is very hard for you to then go and have a Hail Mary swing with your last lump of and say, okay, cool.
00:13:58.159 --> 00:14:01.279
You know, I'm gonna throw everything at the wall here and see what I can do.
00:14:01.360 --> 00:14:05.279
Because you just won't, more often than not, won't nail it.
00:14:05.440 --> 00:14:06.000
You know what I mean?
00:14:06.080 --> 00:14:08.720
And I can't tell you the amount of time tell people, hey, like go do this, man.
00:14:08.799 --> 00:14:10.240
Like, trust me, this is not gonna be the thing.
00:14:10.399 --> 00:14:12.240
You you're gonna fight what's gonna happen?
00:14:12.320 --> 00:14:16.559
You're gonna call me in 60 days and say you're running out of money, and yeah, it just can't like it's not worth it.
00:14:16.639 --> 00:14:17.759
It's not worth it for either of us.
00:14:17.840 --> 00:14:19.200
You're gonna lose, we're gonna lose.
00:14:19.360 --> 00:14:20.799
Yeah, you're gonna get a bad taste in your mouth.
00:14:20.960 --> 00:14:24.320
Oh, market Yeah, you're gonna think marketing doesn't work, you're gonna think these guys suck.
00:14:24.399 --> 00:14:28.799
Uh, you know, you didn't give us enough time, you didn't spend enough, and it's just like it's not worth it, man.
00:14:28.879 --> 00:14:31.279
You you weren't dialed in and don't do that.
00:14:31.360 --> 00:14:32.240
Yeah, do you know what I mean?
00:14:32.320 --> 00:14:37.519
You're better off going and literally calling every single person.
00:14:38.080 --> 00:14:38.720
Your power base.
00:14:39.279 --> 00:14:41.200
That's often the first thing I will say to people.
00:14:41.360 --> 00:14:45.039
I say, listen, if you're at ground zero right now, you've got to call your power base.
00:14:45.200 --> 00:14:49.600
And for those of you that don't know what that is, there's a book called Think and Grow Rich.
00:14:50.000 --> 00:14:53.360
Very old book, but it was first that's where I first read it.
00:14:53.519 --> 00:15:03.759
A power base of people that you can surround yourself with, that you can reach out to, that are your network, your people that you can drum up uh for advice, for projects, for work.
00:15:05.120 --> 00:15:06.240
I'm pretty sure it's from that book.
00:15:06.399 --> 00:15:07.279
Think and Grow Rich.
00:15:07.519 --> 00:15:08.080
Yeah.
00:15:08.320 --> 00:15:10.000
I thought it was called Grand Cartoon.
00:15:10.240 --> 00:15:13.759
No, no, he got it from there 100% now.
00:15:13.919 --> 00:15:22.720
Now I'm very certain it's from Think and Grow Rich because I remember when he said it and I'm like, he was saying things referencing that book because he does say he likes how much he liked it.
00:15:23.600 --> 00:15:24.399
Yeah, okay.
00:15:24.559 --> 00:15:35.279
So I would go to the power base of people and go, all right, who who can I reach out to today that may not have a job but could potentially give me a project and see where that's at.
00:15:35.600 --> 00:15:39.440
And I did that in March of this year.
00:15:39.840 --> 00:15:40.639
March of this year.
00:15:40.720 --> 00:15:45.440
I reached out to my power base and went to a few people and had the conversation and did what I needed to do.
00:15:45.679 --> 00:15:48.879
It look, it got me in touch with an old developer that I did some work with.
00:15:48.960 --> 00:15:50.720
He was one of my very first projects.
00:15:51.039 --> 00:15:54.399
He had a$25 million apartment job.
00:15:54.639 --> 00:16:03.360
Now, I didn't, I I gave him some budget figures, but nothing's come to fruition with that project, well over his budget, and I'm not really in that space.
00:16:03.679 --> 00:16:04.399
Could I be?
00:16:04.480 --> 00:16:05.279
Yeah, potentially.
00:16:05.440 --> 00:16:08.720
But it opened up an opportunity because I did went and go and speak to him.
00:16:08.879 --> 00:16:13.679
And when I met with him, he's like, Oh, by the way, I have three other sites in these areas.
00:16:13.759 --> 00:16:14.559
I want to develop them.
00:16:14.639 --> 00:16:15.519
Can you help me out?
00:16:15.759 --> 00:16:16.639
Absolutely, I can.
00:16:16.799 --> 00:16:17.039
All right.
00:16:17.120 --> 00:16:19.919
So that would have never happened had I not reached out to him.
00:16:20.159 --> 00:16:26.320
On top of that, again, spoke to a lot of a whole bunch of architects that I've I've I've done some work with in the past.
00:16:26.480 --> 00:16:27.519
Say, hey, where are you at?
00:16:27.679 --> 00:16:28.159
What's news?
00:16:28.320 --> 00:16:32.399
Got some projects, we're happy to work price in for you and doing a whole bunch of bunch of things.
00:16:32.639 --> 00:16:38.000
I ended up going to some events where I met another architect and we got had a chat.
00:16:38.159 --> 00:16:39.120
She came past my office.
00:16:39.200 --> 00:16:41.919
We sat down, she goes, actually, I've got a project in this area.
00:16:42.000 --> 00:16:47.919
Uh we'd recently secured it, actually, or recently started, secured it a few months back and sat down with her.
00:16:48.080 --> 00:16:53.679
She liked what I was about, I liked what she was about, and we priced the job and we won the job.
00:16:53.919 --> 00:17:02.639
Now, this is me reaching out to my power base in March because I knew around this exact time that I needed, I had to finish, which I said, we're coming into completion on two large projects.
00:17:02.720 --> 00:17:04.240
So I needed the next one to start.
00:17:04.400 --> 00:17:10.079
And if the next one hadn't started, it could have been the difference of me going, all right, I need to drop an employee.
00:17:10.319 --> 00:17:13.039
Whereas now I'm like, I just put someone else on.
00:17:13.519 --> 00:17:15.359
And it's completely changed.
00:17:15.599 --> 00:17:17.200
Yeah, it completely changes the landscape.
00:17:17.440 --> 00:17:23.200
Now I look at my workflow again because I'm in the same position where I was in January of this year.
00:17:23.440 --> 00:17:30.000
I look at it again and go, cool, those projects that I've got now first quarter of next year, they're done.
00:17:30.319 --> 00:17:44.000
So I need to look at that and go, well, I can't, I'm not gonna sit here and wait till Feb January Feb when everyone's just coming back to work, it's hot, people are going to the beach, and I'm gonna go, holy shit, I have no more work, what am I gonna do?
00:17:44.240 --> 00:17:44.480
No.
00:17:44.640 --> 00:17:46.480
And you need to be quoting that work now.
00:17:46.640 --> 00:17:47.839
Like it's just a builder.
00:17:48.240 --> 00:17:49.279
Because it doesn't happen overnight.
00:17:49.359 --> 00:17:52.799
And you, when I said it to you the other day, I go, it's gonna take three months to land a job.
00:17:52.960 --> 00:17:54.079
And you're like, what the fuck?
00:17:54.160 --> 00:17:55.039
How are you gonna do that?
00:17:55.200 --> 00:17:56.319
Because why does it take so long?
00:17:56.400 --> 00:17:58.000
I go, well, it's it's just the process.
00:17:58.160 --> 00:18:00.319
It's not that the job takes me three months to quote.
00:18:00.400 --> 00:18:04.559
It's I'll submit the, I'll do the quote four to six weeks, depending how big the job is.
00:18:04.720 --> 00:18:06.160
They review it, we meet up.
00:18:06.319 --> 00:18:07.279
Hey, can you change this?
00:18:07.440 --> 00:18:08.400
Can you change that?
00:18:08.480 --> 00:18:09.599
Uh, can we add this?
00:18:09.759 --> 00:18:10.880
Can we deduct that?
00:18:10.960 --> 00:18:14.720
And by the time you actually sign a contract, it's gonna be three months, best part of.
00:18:14.880 --> 00:18:16.960
And then you're like, cool, when can we start?
00:18:17.200 --> 00:18:22.160
And like, oh, I've got to get the owners out, I've got to get the tenants out, another four weeks or eight weeks.
00:18:22.319 --> 00:18:23.680
All right, and you've got to wait for that.
00:18:23.759 --> 00:18:25.440
And it's like, oh, there's another two months.
00:18:25.519 --> 00:18:32.640
And then by the time the job actually starts, it's often six months from the time, six to twelve months from the time that you actually price it to the time that you start on site.
00:18:32.799 --> 00:18:34.319
There's a beat a bit of time there.
00:18:34.480 --> 00:18:40.480
So even if you do get that ideal client that lands, say let's just say a Hail Hail Mary happens, all right.
00:18:40.559 --> 00:18:44.640
And Robbie, you get me the ideal client, I price it, I win it, I do everything.
00:18:44.799 --> 00:18:47.200
I'm still gonna be three, four months before I have a job.
00:18:48.000 --> 00:18:49.039
So it takes time.
00:18:49.200 --> 00:18:49.839
It takes time.
00:18:50.000 --> 00:18:50.480
It takes time.
00:18:50.559 --> 00:18:53.359
And people underestimate that and they're so busy now because I'm busy now.
00:18:53.440 --> 00:18:54.720
As I said, I was running around on site.
00:18:54.799 --> 00:18:58.319
One of my employees was sick, means I haven't been in the office as much today.
00:18:58.640 --> 00:19:08.079
But you get so busy and so caught up in everything that you're doing that you lose focus on the future and you don't properly plan for it, and that's where you find yourself in a world of hurt.
00:19:08.240 --> 00:19:15.599
So 100%, if you need work, your power base is the very first place you need to look and reach out and shake hands.
00:19:15.680 --> 00:19:22.480
Like tonight, I'm dressed up a little bit right now because I'm going out this afternoon with that architect that I mentioned before.
00:19:22.640 --> 00:19:23.920
It's a networking event.
00:19:24.000 --> 00:19:27.599
There's going to be other architects there, there's going to be other people there that I can just have a chat with.
00:19:27.680 --> 00:19:30.960
I'm going with my GM and have the conversation.
00:19:31.119 --> 00:19:34.640
Now, something might come of that, nothing might come of that.
00:19:34.960 --> 00:19:38.400
Whatever it is, but 100% nothing will come of that if I don't go.
00:19:38.799 --> 00:19:40.880
So reach out to the people that you can.
00:19:42.000 --> 00:19:43.200
Um, okay.
00:19:44.640 --> 00:19:45.839
What else could people do?
00:19:45.920 --> 00:19:48.720
So obviously you want to you want to try and drum up work.
00:19:48.960 --> 00:19:49.920
Yes, that's one thing.
00:19:50.240 --> 00:19:55.119
What else should people do if it's you know that you go you're coming into a quieter season?
00:19:55.519 --> 00:19:57.440
We don't know how long it's gonna be.
00:19:58.160 --> 00:19:59.680
No season lasts forever.
00:19:59.920 --> 00:20:06.319
Yes, I I also feel that if you can get through this period of time, I think you're gonna come out the other end and be very busy as well.
00:20:06.559 --> 00:20:08.000
Yeah, I think the market's gonna shift.
00:20:09.119 --> 00:20:09.440
That's right.
00:20:09.519 --> 00:20:13.519
I think it's gonna shift, and I think that everyone's gonna, and that could be with a change of government.
00:20:13.599 --> 00:20:15.119
Let's hope that that happens.
00:20:15.200 --> 00:20:16.799
It could be with a change of government.
00:20:17.119 --> 00:20:23.519
It could mean that I don't know, interest rates go down, whatever it might be, just drum up spending again, who knows?
00:20:24.400 --> 00:20:26.720
But whatever might happen, it will change eventually.
00:20:26.799 --> 00:20:27.839
It's not always gonna be like this.
00:20:27.920 --> 00:20:30.640
So I think you've just got to knuckle down during this period and get that done.
00:20:30.799 --> 00:20:36.880
One thing that I would do, I I'd probably shift the focus from right now to a long-term strategy as well.
00:20:37.039 --> 00:20:38.400
You've got to be building brand.
00:20:38.559 --> 00:20:39.920
That's a forever game.
00:20:40.079 --> 00:20:45.279
Always creating content, always posting, always trying to engage, um, hitting your CRM.
00:20:45.359 --> 00:20:46.880
You know, that's another thing that you should be doing.
00:20:47.039 --> 00:20:52.240
Hitting your CRM up, sending out emails, getting in touch with the broader community, all that sort of jazz.
00:20:52.400 --> 00:20:54.720
I think that's a very important thing to be doing too.
00:20:54.960 --> 00:21:03.440
Um, I think it's important to be on top of your numbers, like actually understand what it what's your break-even rate?
00:21:03.759 --> 00:21:06.799
Like how much money do we need to make every month to stay afloat?
00:21:07.359 --> 00:21:07.920
You know what I mean?
00:21:08.000 --> 00:21:10.960
And if we don't make that money that month, that month runs at a loss.
00:21:11.440 --> 00:21:15.440
Because it gives you uh full clarity.
00:21:16.000 --> 00:21:23.359
And I also think knowing your numbers in your business is is super important, but then doing a review every now and again.
00:21:23.519 --> 00:21:23.599
Yeah.
00:21:23.839 --> 00:21:30.400
Because sometimes you can review stuff and all of a sudden you're like, fuck, that subscription we're paying$400 a month for.
00:21:30.480 --> 00:21:30.640
Yeah.
00:21:31.680 --> 00:21:33.119
No one's logged in for nine months.
00:21:33.359 --> 00:21:33.519
Yeah.
00:21:33.759 --> 00:21:35.200
You're like, why are we what are we doing?
00:21:35.519 --> 00:21:38.480
Like that's that's five grand a year.
00:21:38.960 --> 00:21:39.599
Do you know what I mean?
00:21:40.000 --> 00:21:49.039
Why are we spending that money and and doing a a complete uh analysis on everything everything that runs through the company?
00:21:49.599 --> 00:21:51.519
What's actually company costs?
00:21:51.599 --> 00:21:53.279
Where are we bleeding cash?
00:21:53.359 --> 00:21:56.640
That you know, are we do we have leaky holes?
00:21:56.960 --> 00:22:08.160
And where can we because when you're making money, like sometimes it's like I'm so focused on this thing that's bringing money in that trying to stop and save the money right now is not the focus.
00:22:08.400 --> 00:22:08.960
It's just not.
00:22:09.039 --> 00:22:11.759
Like you're like, that's just like leave it.
00:22:11.839 --> 00:22:15.200
You know, the whole thing around um the big fire and the small fire.
00:22:15.279 --> 00:22:17.039
It's like just put out the big fire for now.
00:22:17.119 --> 00:22:17.680
Yeah.
00:22:17.920 --> 00:22:28.880
Um, and I think doing it doing a full assessment and working out, you know, where you can and it's not a it's not a scarcity mindset, but it's like where where can you what are the things you can plug now to stop the bleeding?
00:22:29.039 --> 00:22:29.920
Yes, yes.
00:22:30.079 --> 00:22:32.480
And we spoke about this just before the podcast.
00:22:32.720 --> 00:22:39.839
A lot of people will look at that and go, okay, I'm spending money on things, and they go, All right, I need to stop my marketing.
00:22:40.079 --> 00:22:42.880
Yeah, it happens almost always.
00:22:43.039 --> 00:22:43.839
Yeah, there's a few years.
00:22:44.079 --> 00:22:45.680
One of the things that people look at.
00:22:45.759 --> 00:22:52.559
And I look at this because I've got one of my other businesses is partly a subscription style business in the sense that they pay a monthly rate.
00:22:52.720 --> 00:23:08.960
And I look at some of those people that I'm mentoring and and guiding through that process, and they're like, hey, we need to stop our our mentoring and our um and this program because we're we're uh we're trying to tighten up the ship and you know we've got lots of expenses and so on and so forth.
00:23:09.039 --> 00:23:09.920
And I'm like, okay.
00:23:10.160 --> 00:23:14.640
Okay, you're stopping the thing that's going to help you get through this thing.
00:23:15.039 --> 00:23:16.160
Yeah, it's true.
00:23:16.400 --> 00:23:20.240
You know, and the great analogy we just said before with marketing as well.
00:23:20.400 --> 00:23:22.160
You know, you could say, no, you're the marketer.
00:23:22.240 --> 00:23:22.480
No, okay.
00:23:22.640 --> 00:23:23.200
Come on, you say it.
00:23:23.279 --> 00:23:23.680
Nah, sure.
00:23:23.839 --> 00:23:23.920
All right.
00:23:24.160 --> 00:23:24.720
You're very happy with it.
00:23:24.880 --> 00:23:25.680
I was so happy with it.
00:23:25.839 --> 00:23:26.720
I was so happy with it.
00:23:26.880 --> 00:23:34.720
You're like, if you're if you're starving and you're growing food, you're like, hey, let's stop watering the plants because water costs money.
00:23:34.960 --> 00:23:35.279
Yeah.
00:23:35.359 --> 00:23:37.200
And and and that's marketing.
00:23:37.440 --> 00:23:38.160
That is marketing.
00:23:38.400 --> 00:23:38.880
That's marketing.
00:23:38.960 --> 00:23:40.319
I'm so pumped to use that.
00:23:40.400 --> 00:23:42.480
I'm going to draw it up on my flip chart.
00:23:42.559 --> 00:23:42.880
We're not going to be able to do that.
00:23:43.200 --> 00:23:44.400
See it so much, dude.
00:23:44.640 --> 00:23:46.799
Yeah, and I kind of understand, right?
00:23:46.960 --> 00:23:51.200
Because they'll look at it and sometimes businesses think, oh well, marketing something, it's a luxury.
00:23:51.279 --> 00:23:52.880
It's something we do when we're making a lot of money.
00:23:52.960 --> 00:23:53.519
That's what you want to do.
00:23:53.759 --> 00:23:55.119
Or it's or they see it as a cost.
00:23:55.759 --> 00:23:57.039
This is a cost of the business.
00:23:57.359 --> 00:23:57.599
Exactly.
00:23:57.680 --> 00:23:59.359
And I've got another story for that too.
00:23:59.839 --> 00:24:00.960
Did you just stop paying rent?
00:24:01.359 --> 00:24:01.839
Do you know what I mean?
00:24:01.920 --> 00:24:04.400
Like you just sit there, like, nah, but we're closing the office for two months.
00:24:04.480 --> 00:24:04.640
Yeah.
00:24:04.799 --> 00:24:06.240
Like it doesn't make any sense.
00:24:06.319 --> 00:24:09.599
Um, but it's also like um It is an investment.
00:24:09.759 --> 00:24:14.160
It's it's a it's a it's a you need to forecast for it.
00:24:15.039 --> 00:24:16.079
You know what I mean?
00:24:16.319 --> 00:24:27.519
Um I I would say going back to like what I was saying before about talking ourselves out of work, there are people who have said, all right, let me start SEO.
00:24:27.599 --> 00:24:30.079
And I'm like, dude, if you can't pay for this for at least six months, don't start.
00:24:30.480 --> 00:24:32.960
Like if you don't have six months in the bank now, don't start.
00:24:33.119 --> 00:24:33.759
Yeah, don't do it.
00:24:33.920 --> 00:24:34.160
Yeah.
00:24:34.559 --> 00:24:35.759
And sometimes they won't.
00:24:36.400 --> 00:24:44.079
And and that's okay, because I'd rather not do two months, get do all the hard work at Sargi on board and then you disappear.
00:24:44.160 --> 00:24:44.319
Yeah.
00:24:44.480 --> 00:24:46.480
Or you can't, you're like, I can't do it anymore.
00:24:46.640 --> 00:24:48.880
Um people in that position, man.
00:24:48.960 --> 00:24:54.160
I think it's a it's a it's a financial forecasting uh thing.
00:24:54.640 --> 00:24:55.279
Do you know what I mean?
00:24:55.359 --> 00:25:06.400
Like being able to cash flow funds, which I would say many builders wouldn't you say it's the number one reason builders get bust?
00:25:06.799 --> 00:25:08.559
Cash flow, right?
00:25:08.720 --> 00:25:10.400
Or someone else going bust or blah blah blah.
00:25:10.559 --> 00:25:12.480
Yeah, it it it shit flows downhill.
00:25:12.640 --> 00:25:15.279
Yeah, so there is an element of that for sure.
00:25:15.680 --> 00:25:16.160
Yeah.
00:25:16.319 --> 00:25:16.880
Yeah.
00:25:17.039 --> 00:25:20.000
Um I see it with I see it with so many people, man.
00:25:20.160 --> 00:25:22.400
I see it with the best builders.
00:25:22.720 --> 00:25:24.319
You know, that's what's the concerning thing.
00:25:24.480 --> 00:25:25.519
Define the best builder.
00:25:25.680 --> 00:25:28.880
As in a successful builder, a the perceived successful builder.
00:25:28.960 --> 00:25:30.720
I know some builders that everyone knows, right?
00:25:30.880 --> 00:25:32.480
If I said the names, I'm not going to.
00:25:32.640 --> 00:25:34.880
But if I said their names, everyone knows that builder.
00:25:35.039 --> 00:25:36.720
I know the directors of those guys.
00:25:36.799 --> 00:25:38.720
Not some of them I know personally, some I don't.
00:25:38.880 --> 00:25:41.039
I know they've got those same challenges.
00:25:41.359 --> 00:25:43.279
You know, the cash flow issues.
00:25:43.519 --> 00:25:47.119
And it's not perceived like they do, but they have them.
00:25:47.440 --> 00:25:48.000
They exist.
00:25:48.160 --> 00:25:48.799
They always have that.
00:25:49.039 --> 00:25:56.880
Everyone, every builder I've ever met has that one story of that client or clients that haven't paid, that don't pay, that whatever it is.
00:25:57.119 --> 00:26:00.240
Um and yeah, it's a very challenging space.
00:26:01.440 --> 00:26:05.359
But um, yeah, going back to what you're saying, the marketing is an investment.
00:26:05.440 --> 00:26:15.279
Like, think about when you're going and buying a property, when you're buying stocks, when you're buying anything, you are putting money in with the intent of getting more money on the back end of it.
00:26:15.519 --> 00:26:16.960
That's the definition of marketing.
00:26:17.119 --> 00:26:18.799
You are paying to run ads.
00:26:18.880 --> 00:26:21.440
I'm going to put money in, and then what am I going to get out of it?
00:26:21.680 --> 00:26:25.440
A project that's going to be worth a lot more than the money that I spent to get the project.
00:26:25.759 --> 00:26:26.880
That's kind of the idea.
00:26:27.119 --> 00:26:28.799
It's an investment, and that's the definition.
00:26:28.880 --> 00:26:30.640
But people just see it as an expense.
00:26:30.720 --> 00:26:32.240
They go, I can't pay that.
00:26:32.400 --> 00:26:33.920
It's the unknown.
00:26:34.160 --> 00:26:36.400
It is the unknown, which is why people don't do it.
00:26:36.559 --> 00:26:40.960
They look at it and go, I don't know if I put this money in that I'm going to get my money back.
00:26:41.119 --> 00:26:49.680
And comes back to what you said, some fundamentals like being good at sales, understanding the process of how to nurture a lead and how to get them through the door and all that sort of stuff.
00:26:50.000 --> 00:26:55.119
They also there's a there's a multitude of factors that come into play.
00:26:55.680 --> 00:26:56.319
Do you know what I mean?
00:26:56.400 --> 00:26:59.599
Like there's a million different things.
00:26:59.839 --> 00:27:02.880
Um building brand.
00:27:03.119 --> 00:27:05.039
I heard this cool thing someone said the other day.
00:27:05.119 --> 00:27:11.519
They're like, you build brand for one reason to reduce your cack, which is your cost to require a customer.
00:27:12.000 --> 00:27:13.039
That's the only reason.
00:27:13.279 --> 00:27:16.559
You purely build brand so that you can get people for less.
00:27:16.720 --> 00:27:17.039
Yes.
00:27:17.200 --> 00:27:17.680
That's it.
00:27:17.839 --> 00:27:18.000
Yeah.
00:27:18.240 --> 00:27:20.000
There's no couldn't agree more.
00:27:20.160 --> 00:27:20.400
Yeah.
00:27:20.480 --> 00:27:23.279
And I was just like, that's a fucking fantastic explanation.
00:27:23.359 --> 00:27:23.519
Yeah.
00:27:23.599 --> 00:27:24.799
Like it's a very good explanation.
00:27:24.880 --> 00:27:26.160
And she's like, you're 100% right.
00:27:26.240 --> 00:27:30.240
The whole purpose, and that's why I say like people say, oh, but you build brand, it brings you money back.
00:27:30.319 --> 00:27:30.480
Yeah.
00:27:30.559 --> 00:27:31.680
That's how it brings you money back.
00:27:31.839 --> 00:27:33.920
It it increases your level of influence.
00:27:34.079 --> 00:27:34.640
That's right.
00:27:34.799 --> 00:27:35.440
You know what I mean?
00:27:35.599 --> 00:27:40.400
Which in turn, you're increasing your level of influence should allow you to close more deals.
00:27:40.559 --> 00:27:43.519
And if you can close more deals, your cost to acquire a client goes down.
00:27:43.599 --> 00:27:44.000
Yeah.
00:27:44.240 --> 00:27:44.960
Without a doubt.
00:27:45.200 --> 00:27:46.000
Without a doubt.
00:27:46.160 --> 00:27:47.759
Um, yeah, I don't know.
00:27:47.839 --> 00:27:48.880
People people don't do it.
00:27:48.960 --> 00:27:53.599
They stop the stuff that can kind of um keep them afloat in that period.
00:27:53.920 --> 00:27:54.960
Can I tell a story?
00:27:55.200 --> 00:27:55.519
Of course.
00:27:55.759 --> 00:27:56.319
Thank you.
00:27:56.480 --> 00:27:57.839
Thank you for having me.
00:27:59.599 --> 00:28:01.680
The other day I came into your office.
00:28:01.759 --> 00:28:03.440
Now you've been doing my SEO.
00:28:03.920 --> 00:28:07.039
For those of you that don't know what SEO is, Google it.
00:28:10.240 --> 00:28:12.480
It's search engine optimization.
00:28:12.559 --> 00:28:13.200
So effectively.
00:28:15.279 --> 00:28:25.200
It's effectively people getting it's effective you paying to get people to come to your website and see who uh where you are and where you rank on Google, on what page.
00:28:25.920 --> 00:28:26.319
All right.
00:28:26.400 --> 00:28:28.559
So you've been doing it now for how long?
00:28:28.799 --> 00:28:30.480
Have you been doing my SEO, please?
00:28:30.960 --> 00:28:32.319
You know probably more than I do.
00:28:33.279 --> 00:28:34.240
At least a year and a half.
00:28:34.480 --> 00:28:34.880
18 months.
00:28:34.960 --> 00:28:35.920
Yeah, 18 months, maybe.
00:28:36.160 --> 00:28:38.400
Let's just say argument's sake, a year and a half.
00:28:38.480 --> 00:28:39.119
Yeah.
00:28:39.759 --> 00:28:44.640
We uh PASCON is in the space of architectural homes.
00:28:44.960 --> 00:28:50.160
That's what you're branding us in the SEO that you're doing, and a whole range of other keywords and whatnot.
00:28:50.559 --> 00:29:05.839
But 18 months I've not received I've received uh in 18 months I've received maybe two leads, but weren't the ideal client.
00:29:06.400 --> 00:29:08.079
So I didn't pursue them.
00:29:08.480 --> 00:29:11.759
Or I I made the call that no, this isn't the project that we want to do.
00:29:12.559 --> 00:29:18.400
And then this month, earlier this month, I think it was, we got an inquiry.
00:29:18.960 --> 00:29:24.160
Got the inquiry, looked at it, called them, went through my process, did everything I did.
00:29:24.240 --> 00:29:29.519
They've sent me the drawings, and I was so pumped when I got that that I called you on Saturday.
00:29:29.920 --> 00:29:31.200
And what'd I say?
00:29:32.000 --> 00:29:33.039
Sick lead.
00:29:33.279 --> 00:29:35.359
Okay, this is a sick lead.
00:29:35.519 --> 00:29:38.079
Yeah, they went through the whole process.
00:29:38.160 --> 00:29:41.359
They downloaded our um they well, they went to the website.
00:29:41.519 --> 00:29:43.680
First of all, how did you find up find out about us?
00:29:43.759 --> 00:29:47.359
It's always one thing I always ask because I want to know where do I put more money.
00:29:47.519 --> 00:29:48.000
You gotta know.
00:29:48.079 --> 00:29:52.000
100% so they're like and it's asked on the website as well.
00:29:52.240 --> 00:29:54.400
Yes, I Googled you, fantastic.
00:29:54.559 --> 00:29:59.200
All right, so as soon as you said I Googled you, Robbie's done his job.
00:29:59.599 --> 00:30:03.440
This project's come in, I've looked at it, like sick house.
00:30:03.599 --> 00:30:04.160
Fantastic.
00:30:04.319 --> 00:30:08.400
Right on a, I won't say where, but it's right on a river, fantastic.
00:30:09.279 --> 00:30:15.759
And I'm looking at it and I go, okay, that I did some high-level budgets for it because I've sent them something as part of my process.
00:30:15.920 --> 00:30:17.519
It's a five million dollar job.
00:30:17.599 --> 00:30:22.079
It's actually over five mil, including GST, so just under plus GST.
00:30:22.559 --> 00:30:24.000
Now think about that.
00:30:24.240 --> 00:30:27.839
18 months I've had to do SEO without zero return.
00:30:28.240 --> 00:30:29.759
And my space is harder.
00:30:30.000 --> 00:30:32.799
You've mentioned that it does take longer.
00:30:33.039 --> 00:30:34.079
There's a rule with marketing.
00:30:34.240 --> 00:30:36.000
It's the bigger the plane, the longer the runway.
00:30:36.400 --> 00:30:36.880
You know what I mean?
00:30:36.960 --> 00:30:38.400
You want to bigger jobs.
00:30:38.720 --> 00:30:38.960
Yeah.
00:30:39.200 --> 00:30:42.640
If you have a bigger plane, you need a longer runway.
00:30:42.880 --> 00:30:48.079
If you want to win bigger jobs, it takes people a longer period of time for them to make a decision.
00:30:48.160 --> 00:30:50.559
You will make a$10 purchase without thinking twice.
00:30:50.640 --> 00:30:53.359
You won't make a$10 million purchase in the same time.
00:30:53.839 --> 00:30:54.160
That's right.
00:30:54.240 --> 00:30:55.440
You'll take a lot more time.
00:30:55.680 --> 00:30:58.480
You'll do study and research and read reviews.
00:30:58.559 --> 00:31:01.519
And you don't read reviews on something that costs you four dollars.
00:31:02.000 --> 00:31:02.640
You just don't.
00:31:02.720 --> 00:31:02.880
No.
00:31:03.039 --> 00:31:03.680
Do you know what I mean?
00:31:03.839 --> 00:31:07.519
Do you know how many do you know how many Google reviews McDonald's has?
00:31:07.759 --> 00:31:08.079
No.
00:31:08.319 --> 00:31:09.519
No one knows.
00:31:10.240 --> 00:31:11.039
No one knows.
00:31:11.119 --> 00:31:11.440
Why?
00:31:11.519 --> 00:31:12.559
Because you don't check it.
00:31:12.720 --> 00:31:12.880
Yeah.
00:31:13.039 --> 00:31:14.000
Because you don't care.
00:31:14.079 --> 00:31:15.839
Because you're not going, you know what I mean?
00:31:16.000 --> 00:31:18.960
You can you can look at it, huh?
00:31:19.039 --> 00:31:19.759
I'll look pumped.
00:31:19.839 --> 00:31:20.720
Look at the one in Maravidon.
00:31:20.799 --> 00:31:21.599
I left them one side.
00:31:21.680 --> 00:31:30.160
Um the the bigger the plane, the longer the runway.
00:31:30.319 --> 00:31:41.119
Meaning the bigger the jobs you want to do, the e the longer it's going to take for you to get into that market, for you to start to get generate inquiries and win jobs.
00:31:41.200 --> 00:31:41.359
Yeah.
00:31:41.519 --> 00:31:42.079
You know what I mean?
00:31:42.480 --> 00:31:43.759
It just takes a longer period.
00:31:43.839 --> 00:31:47.599
We did a study with a client who was doing jobs that were around 800k.
00:31:48.960 --> 00:31:50.240
800k to a mil.
00:31:51.119 --> 00:31:53.920
You know what their average lead life cycle was?
00:31:54.720 --> 00:31:57.920
So lead life cycles from when they first found out about you.
00:31:58.720 --> 00:32:01.920
So first touch point to sign contract.
00:32:02.640 --> 00:32:03.759
11 and a half months.
00:32:04.160 --> 00:32:05.279
That's that's a fair bit.
00:32:05.599 --> 00:32:06.000
Yeah.
00:32:06.160 --> 00:32:07.599
And that's not that much.
00:32:07.680 --> 00:32:08.720
Like that's not a high.
00:32:08.960 --> 00:32:12.079
That's for if you just do renters and stuff, yes, it's high.
00:32:12.160 --> 00:32:15.039
But if you do new builds, that's not high.
00:32:15.200 --> 00:32:15.519
Yeah.
00:32:15.839 --> 00:32:16.880
You know what I mean?
00:32:17.920 --> 00:32:18.880
Um, yeah.
00:32:18.960 --> 00:32:20.799
So the bigger the plane, the longer the runway.
00:32:20.960 --> 00:32:28.240
You want to play in the bigger fields, you need to be willing to commit to longer periods of I I will play devil's advocate.
00:32:28.400 --> 00:32:30.079
I thought it would happen sooner.
00:32:31.039 --> 00:32:32.160
I honestly did.
00:32:32.319 --> 00:32:34.799
And I thought, okay, we'll do SEO.
00:32:35.359 --> 00:32:38.880
I would have thought at least in six months I'll start to get inquiries.
00:32:39.039 --> 00:32:40.960
Yeah, but what are you basing that on?
00:32:41.519 --> 00:32:48.640
Your previous clients, or whatever it might be, or stories I've heard, or six months is a decent amount of time.
00:32:48.880 --> 00:32:51.440
Surely you should be able to do something if you're that good, Robbie.
00:32:51.519 --> 00:32:51.920
Come on.
00:32:52.079 --> 00:32:52.640
I know you.
00:32:52.720 --> 00:32:53.920
I've got the inside scoot.
00:32:54.079 --> 00:32:54.559
I'm not God.
00:32:54.720 --> 00:32:57.039
I'm surely you're gonna look after me better than anyone, everyone else.
00:32:57.200 --> 00:32:58.000
I'm not God.
00:32:58.160 --> 00:33:03.039
Um, no, but really, like it's like people have that expectation though, and then it's like, what do you base that off?
00:33:03.519 --> 00:33:04.480
What are you basing that off?
00:33:04.559 --> 00:33:05.599
And they're like, oh, I don't know.
00:33:05.680 --> 00:33:08.000
Yeah, it's like that's right.
00:33:08.240 --> 00:33:11.519
It's a it's a lack of education and understanding.
00:33:11.839 --> 00:33:12.480
Do you know what I mean?
00:33:12.720 --> 00:33:14.160
So it didn't happen.
00:33:14.319 --> 00:33:14.880
That's okay.
00:33:15.039 --> 00:33:23.839
I still kept the course, I still just kept going because the other thing that was happening in the background, although I wasn't getting the inquiries, I was ranking higher in those pages.
00:33:23.920 --> 00:33:24.400
So I could see.
00:33:24.559 --> 00:33:25.440
But you knew what to look for.
00:33:25.599 --> 00:33:26.960
Yeah, but you showed me too.
00:33:27.119 --> 00:33:30.160
Like I didn't look for I didn't know what to look for.
00:33:30.319 --> 00:33:37.680
But it's also considering that even when it's a cold lead or someone that you're trying to help understand what SEO is and what it's about, I didn't know.
00:33:37.920 --> 00:33:38.880
And you had to show me.
00:33:38.960 --> 00:33:41.279
So I was seeing that we started to rank higher and higher and higher.
00:33:41.359 --> 00:33:44.400
And then one day you said, Hey, great news, you're on page one of Google.
00:33:44.559 --> 00:33:46.799
Someone will Google this keyword.
00:33:46.960 --> 00:33:48.000
You're on the first page.
00:33:48.160 --> 00:33:49.039
Well done.
00:33:49.279 --> 00:33:50.480
And that's great.
00:33:50.720 --> 00:33:51.759
Now we're there.
00:33:52.000 --> 00:34:00.319
So from this point on, now it's like, okay, well, when everyone, whenever anyone searches these key phrases or these keywords, we're gonna be on the first page.
00:34:00.480 --> 00:34:07.920
And 18 months later, that one project that we've been looking for, or projects, has come through.
00:34:08.320 --> 00:34:09.760
Lady literally messaged me today.
00:34:09.840 --> 00:34:11.519
She says, Hey, thanks for sending that through.
00:34:11.760 --> 00:34:14.400
Going to review it over the next couple of days, and I'll get back to you soon.
00:34:14.719 --> 00:34:15.599
Said, fantastic.
00:34:15.760 --> 00:34:18.000
Let me know if you need anything uh further.
00:34:18.239 --> 00:34:20.159
Look forwarding, look forward to chatting with you.
00:34:20.400 --> 00:34:22.320
Now,$5 million home.
00:34:22.559 --> 00:34:23.039
All right.
00:34:23.280 --> 00:34:28.320
Let's pretend I've been spending$5,000 a month on SEO.
00:34:28.960 --> 00:34:30.800
Okay, so what's that$60, 30?
00:34:31.039 --> 00:34:34.159
That's$90,000 over a year and a half.
00:34:34.480 --> 00:34:34.800
Okay.
00:34:35.679 --> 00:34:39.119
Would I pay$90,000 to get a$5 million project?
00:34:39.360 --> 00:34:40.079
Of course you would.
00:34:41.280 --> 00:34:42.239
Thank you very much.
00:34:42.480 --> 00:34:42.880
Yeah.
00:34:43.119 --> 00:34:43.840
Of course you would.
00:34:44.000 --> 00:34:44.559
Of course you would.
00:34:44.880 --> 00:34:46.079
I wouldn't even think twice about it.
00:34:46.320 --> 00:34:46.800
There's two things.
00:34:46.880 --> 00:34:48.159
There's that, there's that that element.
00:34:48.239 --> 00:34:48.800
You know what I mean?
00:34:48.880 --> 00:34:54.320
And you ask people like, who would who in the room, we do this at events, who in the room would you know, keep your hand up.
00:34:54.400 --> 00:34:59.599
If I had a job for a million-dollar contract, I should name a net profit on it.
00:34:59.760 --> 00:35:02.000
I should say it's gonna net 20%.
00:35:02.880 --> 00:35:06.239
So you're gonna make$200K, let's just say, on a million dollar build.
00:35:06.320 --> 00:35:07.440
It's gonna net 20%.
00:35:08.880 --> 00:35:13.199
Who would and then because it's like if you're gonna make$200K, it's almost silly not to pay.
00:35:13.440 --> 00:35:13.679
Yeah.
00:35:13.920 --> 00:35:14.960
Almost at least.
00:35:15.119 --> 00:35:16.159
I'd pay$100K.
00:35:16.320 --> 00:35:19.519
Okay, I'm gonna give you$100K if it has a side aspect of that too.
00:35:19.599 --> 00:35:22.880
It's like, yes, you're paying$100K to get that job, but that's just one.
00:35:23.039 --> 00:35:23.920
What if you get two?
00:35:24.079 --> 00:35:25.840
Yeah, but if you get three, what if you get five?
00:35:26.159 --> 00:35:30.639
The other side here is you're also ranking higher on Google for those uh using SEO as an example.
00:35:30.800 --> 00:35:31.199
Yeah, yeah.
00:35:31.360 --> 00:35:32.880
So you're getting the other benefits of it too.
00:35:33.039 --> 00:35:41.840
Yeah, but the other side of you as well is like on you on your end, is it took you 18 months to get into a position that you're being found by those people.
00:35:42.079 --> 00:35:42.239
Yes.
00:35:42.960 --> 00:35:44.079
But now you're in that position.
00:35:44.239 --> 00:35:44.880
Now I'm in the position.
00:35:45.039 --> 00:35:47.440
So like you could land another one in two months.
00:35:47.519 --> 00:35:47.599
Yeah.
00:35:47.760 --> 00:35:50.239
You could land another one in three months, in five months, you know what I mean?
00:35:50.320 --> 00:35:50.400
Yeah.
00:35:50.559 --> 00:35:55.760
And then it's like all of a sudden that amount just halved or it reduced significantly.
00:35:56.000 --> 00:36:06.079
But you need to be found in order to you can if five people find you, it's impossible to generate more than five leads unless that person has multiple leads on their source.
00:36:07.360 --> 00:36:10.559
But otherwise, it's like that's the game.
00:36:11.280 --> 00:36:12.000
That's the game.
00:36:12.079 --> 00:36:16.159
And the people cut the they bite the hand that feeds them.
00:36:17.039 --> 00:36:20.719
They cut off the thing that's you know, the lifeblood of the business.
00:36:20.800 --> 00:36:21.119
Yeah.
00:36:21.760 --> 00:36:26.320
Um I was pumped, honestly, so pumped when I got that lead.
00:36:26.559 --> 00:36:31.199
I was like, everything that we've been working towards together has just happened.
00:36:31.280 --> 00:36:36.559
And I'm like, that's great, because now the next step for us is to tender this project, which we will.
00:36:36.960 --> 00:36:38.639
Haven't started yet, but we will.
00:36:38.880 --> 00:36:42.880
And then go through that process and then secure the project.
00:36:43.039 --> 00:36:45.599
So this is the other thing with my with your power base now.
00:36:45.679 --> 00:36:47.119
I want to touch back on that.
00:36:47.440 --> 00:36:52.480
So I got the drawings, saw who the architect was, don't know them.
00:36:52.639 --> 00:36:53.920
I haven't actually built for them.
00:36:54.000 --> 00:36:56.559
I know of them, but I haven't, I don't know them.
00:36:56.880 --> 00:37:02.000
Speaking to a friend and a colleague, actually, the other day, he said, Hey, what's going on?
00:37:02.079 --> 00:37:02.559
How's work?
00:37:02.639 --> 00:37:02.960
What's this?
00:37:03.039 --> 00:37:03.360
What's that?
00:37:03.440 --> 00:37:05.039
I said, Yeah, look, I'm pricing this job.
00:37:05.199 --> 00:37:06.960
And he goes, he goes, Oh, who's the architect?
00:37:07.119 --> 00:37:07.760
I said, This is.
00:37:07.840 --> 00:37:09.039
He goes, Oh, Nick.
00:37:09.199 --> 00:37:10.960
He goes, I know him very well.
00:37:11.119 --> 00:37:13.599
He goes, let me put in, let me put in a good word.
00:37:13.760 --> 00:37:15.039
He goes, I'll call him right now.
00:37:15.119 --> 00:37:15.760
I said, Why?
00:37:15.840 --> 00:37:18.239
Let me tend, let me get the tender first, then call him.
00:37:18.480 --> 00:37:21.840
He goes, I guarantee you he will be managing this project for the client.
00:37:22.079 --> 00:37:22.719
Guarantee it.
00:37:22.960 --> 00:37:24.800
He goes, he does it on every single one of his jobs.
00:37:25.119 --> 00:37:26.000
I goes, you good to deal with?
00:37:26.079 --> 00:37:26.719
He goes, fantastic.
00:37:26.800 --> 00:37:27.679
He's a good good architect.
00:37:27.840 --> 00:37:29.599
I said, All right, make the call.
00:37:29.760 --> 00:37:32.320
So then there's my influence again, all right?
00:37:32.559 --> 00:37:33.280
My power base.
00:37:33.679 --> 00:37:34.800
He didn't get me the job.
00:37:34.880 --> 00:37:35.920
He didn't get me the lead.
00:37:36.000 --> 00:37:47.280
But now, because of my connection with my power base, he knows the architect who can then put in a good word for us and say, oh, I know on good authority that Pascon is a great builder, that they can deliver this project.
00:37:47.440 --> 00:37:51.039
And I, if we can get the job to work with them, let's make it happen.
00:37:51.199 --> 00:37:52.719
That'll be a great choice for you.
00:37:52.880 --> 00:37:55.199
So then there you go with that's real, real influence.
00:37:55.360 --> 00:37:56.239
It's huge influence.
00:37:56.320 --> 00:37:57.440
And then let's go back again.
00:37:57.679 --> 00:37:59.119
Now we're going to talk about brand.
00:37:59.280 --> 00:38:14.079
Like you said, if I'm now building a personal brand and this lady connects with me, show sees or person, they connect with me, the guy, the husband and the wife, the part, the people building the home, see me on socials and go, oh wow, George does this, George does that.
00:38:14.239 --> 00:38:15.360
Oh, he's involved here.
00:38:15.440 --> 00:38:17.599
Oh, he gives, oh, he's done a funny video.
00:38:17.679 --> 00:38:19.039
That's so hilarious.
00:38:19.280 --> 00:38:20.480
Whatever it is.
00:38:20.800 --> 00:38:21.840
Does a podcast.
00:38:21.920 --> 00:38:23.679
And then they go to Pascon and they see that too.
00:38:23.760 --> 00:38:25.920
And they go, Oh, wow, look at all the projects they're doing.
00:38:26.079 --> 00:38:26.880
This is the other thing.
00:38:27.039 --> 00:38:31.599
Part of my sales process was I was able to say, well, here's your budget proposal.
00:38:31.679 --> 00:38:32.639
Here's a bit of a spiel.
00:38:32.800 --> 00:38:36.960
By the way, we've just recently finished a project very similar spec to your home.
00:38:37.119 --> 00:38:39.920
Here's a video for it, which you guys recently did for us.
00:38:40.079 --> 00:38:43.199
It was on YouTube, it's on socials, and I just sent them the links.
00:38:43.280 --> 00:38:45.360
So then they click that, they watch that.
00:38:45.599 --> 00:38:46.880
That's brand.
00:38:47.119 --> 00:38:49.360
Now other companies are like, hi, yes, thank you.
00:38:49.440 --> 00:38:52.719
And now imagine if you didn't have anything and you're like, yes, we'll price it right away.
00:38:52.800 --> 00:38:54.800
And you just get into pricing it.
00:38:55.039 --> 00:38:56.239
That's not a process.
00:38:56.639 --> 00:38:57.760
That's that's desperation.
00:38:58.000 --> 00:38:59.119
You send that from huh?
00:38:59.280 --> 00:39:02.800
You send that from you know, building construction at gmail.com.
00:39:03.039 --> 00:39:05.360
Oh, don't get me don't get me upset.
00:39:05.840 --> 00:39:12.400
Um yeah, it's it's um as humans.
00:39:12.480 --> 00:39:16.239
I feel like we don't play the the long game enough.
00:39:16.480 --> 00:39:18.719
Yeah, many things.
00:39:19.039 --> 00:39:19.599
You know what I mean?
00:39:19.840 --> 00:39:21.039
It delayed gratification.
00:39:21.199 --> 00:39:22.320
We all want everything today.
00:39:22.480 --> 00:39:23.280
We all want it tomorrow.
00:39:23.519 --> 00:39:24.800
We love speed, we love speed.
00:39:24.960 --> 00:39:26.880
I I love speed, I love it as well.
00:39:26.960 --> 00:39:34.960
I wish I could have everything that I want today, and there is a level like what is it, patiently aggressive, you know?
00:39:35.119 --> 00:39:36.239
That's how you gotta be.
00:39:36.320 --> 00:39:37.119
Like, I'm patient.
00:39:37.199 --> 00:39:46.480
I'll I will get them, they will come, but you've got to be aggressive in the same perspective and actually make some moves, not just sit here and be patient and just go, it will come when it comes.
00:39:46.559 --> 00:39:47.679
No, no, it will come.
00:39:47.840 --> 00:39:50.079
I've got to work for it though, and make things in place.
00:39:50.320 --> 00:39:52.800
And if it's not coming, I need to get up and shake some shit around.
00:39:53.119 --> 00:39:53.840
Yeah, shake some stuff around.
00:39:54.079 --> 00:39:56.000
Yeah, just do something different.
00:39:56.320 --> 00:40:08.800
And the the opportunities will come, uh, and this is where people just man, they don't hit the grind enough, they don't do enough, they don't they think they are, but I just see so many people getting in their own way with so many things.
00:40:08.880 --> 00:40:12.800
And it was most evident in the last Builder Summit tour that we did, I think.
00:40:12.960 --> 00:40:18.719
I'm seeing a room full of our biggest numbers, our biggest show rates to date across three states.
00:40:19.280 --> 00:40:27.280
And there's so many people in the room that, oh yeah, like want to take the action, want to want they want, they want, they want, but they don't do.
00:40:27.679 --> 00:40:30.320
So, man, good luck.
00:40:30.559 --> 00:40:32.320
It's a tough world out there.
00:40:33.920 --> 00:40:47.039
If uh if someone's listening to this now and they're going through you know, a quieter period in their in their business, or you know, maybe they're a sole trader, uh what should that person do?
00:40:47.679 --> 00:40:52.159
Look, at the end of the day, you need money to come in.
00:40:52.559 --> 00:40:55.920
So you may have to take on a project that you don't necessarily want to do.
00:40:56.159 --> 00:41:01.679
If you are a skilled tradesman, you might have to jump back on the tools in certain elements.
00:41:01.840 --> 00:41:04.000
It might mean you have to go and build a Pagola.
00:41:04.400 --> 00:41:06.320
Might mean you have to go on great.
00:41:06.480 --> 00:41:09.519
You love them, you're an expert, especially without permits.
00:41:09.840 --> 00:41:10.320
What?
00:41:11.679 --> 00:41:14.639
Um you might have to go do stuff like that.
00:41:14.719 --> 00:41:21.360
You know, you might have to go get a job for six months or go and help another builder that you know and say, listen, man, do you have any contract work?
00:41:21.679 --> 00:41:23.519
I'm just quiet for the next six months.
00:41:23.599 --> 00:41:31.679
I just want to get through this period, and then you can still be pricing jobs in the background, and maybe then you can run ads because you're not desperate for that job.
00:41:31.760 --> 00:41:34.000
You've got your income, you've got you can eat.
00:41:34.239 --> 00:41:36.400
Okay, and then you've got to cover your basics.
00:41:36.639 --> 00:41:44.800
And then at night time, I'm gonna price this job when I get home and do all my takeoffs, do everything, send the emails out to all the trades, and away we go.
00:41:45.119 --> 00:41:50.960
So depending at what level of the what end of the spectrum you're at, when you're where you're quiet, are you just quiet now?
00:41:51.039 --> 00:41:51.840
Have you got three weeks?
00:41:52.000 --> 00:41:52.880
Have you got three months?
00:41:52.960 --> 00:41:56.960
Like how much work have you got will probably determine what your actions are gonna be next.
00:41:57.840 --> 00:42:01.039
As in how long what how your runway of work is.
00:42:01.199 --> 00:42:01.599
Yeah, runway.
00:42:01.840 --> 00:42:02.719
That's what I was gonna do.
00:42:03.360 --> 00:42:12.400
Um that's where that's what you might have to do and eat a bit of humble pie, but learn from that because then the next time you have a quiet patch, you're gonna be ready for it.
00:42:12.559 --> 00:42:14.320
Like as I said, I'm getting ready now.
00:42:14.480 --> 00:42:20.880
I'm not getting ready in December, I'm getting ready now for my quiet patch in at the end of the first quarter next year.
00:42:21.199 --> 00:42:25.679
What's what's the um what's the worst thing you can do when things go quiet?
00:42:28.159 --> 00:42:29.360
Yeah, good question.
00:42:29.599 --> 00:42:32.000
The worst thing you can do, well I suppose nothing.
00:42:32.559 --> 00:42:35.039
Hope hope for it in hope for a referral to come in.
00:42:35.360 --> 00:42:35.760
100%.
00:42:36.000 --> 00:42:36.239
That's it.
00:42:36.320 --> 00:42:38.079
That's without a doubt the worst thing you can do.
00:42:38.320 --> 00:42:38.639
That's it.
00:42:38.719 --> 00:42:39.760
That is without a doubt.
00:42:40.159 --> 00:42:40.639
Do nothing.
00:42:40.719 --> 00:42:42.079
Like if you just if you're quiet now.
00:42:42.880 --> 00:42:43.440
I don't think that could.
00:42:43.760 --> 00:42:46.079
They would either go broke or they would Yeah, but that happens.
00:42:46.239 --> 00:42:47.280
Yeah, if they do nothing.
00:42:47.440 --> 00:42:52.320
Yeah, I I but I truly believe that that would be a portion of people.
00:42:52.719 --> 00:42:53.360
Do you know what I mean?
00:42:53.440 --> 00:42:58.320
There's people who would that get quiet and they would just be like, I think those people just go and get a job.
00:42:58.559 --> 00:42:59.440
Hope it picks up.
00:42:59.840 --> 00:43:02.880
I think those people stop, put tools down, and go get a job.
00:43:03.199 --> 00:43:04.719
And there's nothing wrong with that.
00:43:04.960 --> 00:43:05.840
No issues whatsoever.
00:43:06.079 --> 00:43:06.639
Tell me about it.
00:43:06.719 --> 00:43:07.440
I used to say it, dude.
00:43:07.519 --> 00:43:10.719
Like, if everything hit, let's just just say, I don't even know.
00:43:10.880 --> 00:43:13.679
I'd pack bags at Kohl's if I had to.
00:43:13.920 --> 00:43:15.199
I would do whatever I need to do.
00:43:15.360 --> 00:43:15.920
I don't have those people.
00:43:16.239 --> 00:43:17.039
I don't I don't have them.
00:43:17.360 --> 00:43:18.800
Who's who packs bags at Kohl's?
00:43:18.880 --> 00:43:19.039
I don't know.
00:43:19.119 --> 00:43:20.079
It doesn't sound like checkout chick.
00:43:21.119 --> 00:43:21.440
Is it really?
00:43:22.400 --> 00:43:25.039
I don't go to Coles, I'll get my servants to go to Coles for me.
00:43:26.239 --> 00:43:29.920
So have you seen that Ricky Jamace joke where he's like, I don't go to the grocery store.
00:43:30.000 --> 00:43:31.039
Yeah, is it is a thousand dollars.
00:43:31.119 --> 00:43:32.239
Is that enough for milk?
00:43:33.760 --> 00:43:37.280
It's like uh good way to piss people off.
00:43:37.440 --> 00:43:38.960
Yeah, it's so good.
00:43:39.199 --> 00:43:40.559
So what was I saying?
00:43:40.639 --> 00:43:42.480
Um, yeah, just do what you gotta do.
00:43:42.719 --> 00:43:43.920
Do what you gotta do.
00:43:44.159 --> 00:43:57.599
So I think those people, if you're in um if you're in like literally no man's land, soul trader, absolutely nothing coming in, nothing on the horizon, you gotta go eat, man, unless you've got a huge kitty in the background that you can just live off for six months for a year.
00:43:57.920 --> 00:43:58.800
To weather the storm, yeah.
00:43:59.119 --> 00:43:59.599
Weather the storm.
00:44:00.159 --> 00:44:03.039
Unless you have that, go out and work.
00:44:03.199 --> 00:44:03.920
Go out and find a job.
00:44:04.159 --> 00:44:04.320
Yeah.
00:44:04.400 --> 00:44:06.400
I also think like, you know, storms are forever.
00:44:06.800 --> 00:44:08.000
You gotta you gotta factor that in.
00:44:08.079 --> 00:44:12.400
So it's like if it's a quiet period, you just you continue to chip away.
00:44:12.639 --> 00:44:17.679
You I spoke with uh an agent that I know and I said, How's the market?
00:44:17.840 --> 00:44:25.280
And he goes, He goes, Things are moving, he goes, but with you know, in a period where you feel like you've got to do three times as much work to get it to move.
00:44:26.320 --> 00:44:27.199
And that's happened sometimes.
00:44:27.440 --> 00:44:28.239
That's just the game at the moment.
00:44:28.480 --> 00:44:28.960
That's the game.
00:44:29.039 --> 00:44:31.280
You gotta work, you've got to do more work to get it across the line.
00:44:31.440 --> 00:44:35.679
Yeah, it's more difficult to run when it's called that, you know, because a lot of people won't do the work.
00:44:36.159 --> 00:44:38.639
A lot of people saying that they just they believe the hype.
00:44:38.719 --> 00:44:40.079
It's like it's hard, okay.
00:44:40.400 --> 00:44:46.559
And yeah, it's oh we can't win as much work, and what are you gonna do about it?
00:44:46.800 --> 00:44:48.000
I'm not gonna do it for you.
00:44:48.159 --> 00:44:50.239
Yeah, okay, or okay, you're right.
00:44:50.320 --> 00:44:51.039
Yeah, you win.
00:44:51.119 --> 00:44:51.760
Yeah, yeah, right.
00:44:51.920 --> 00:44:53.119
You win, you won.
00:44:53.280 --> 00:44:53.840
What now?
00:44:54.079 --> 00:44:55.360
You are correct.
00:44:55.840 --> 00:44:57.280
Yeah, what now?
00:44:58.000 --> 00:44:59.599
What are you gonna do now?
00:45:00.480 --> 00:45:07.760
Um, yeah, it is it is look, it is undoubtedly quiet across the board.
00:45:08.079 --> 00:45:11.360
I think it's also a good opportunity to level up a little bit too.
00:45:11.840 --> 00:45:17.039
If you're relatively quiet, maybe that's a great time for you to work on some systems, on some processes.
00:45:17.199 --> 00:45:20.719
Maybe it's a good time for you to upskill and go, hey, you know what?
00:45:20.880 --> 00:45:30.880
I'm gonna go do that sales course I should be should have been doing when I was you know, flat out, uh sorry, flat out just going gun-ho trying to get this job finished.
00:45:31.360 --> 00:45:33.199
Maybe I'm gonna go do that sales course now.
00:45:33.599 --> 00:45:34.639
Maybe I'm gonna connect with this person.
00:45:34.880 --> 00:45:37.519
People don't think that's never, never, never, never.
00:45:37.760 --> 00:45:38.159
At all.
00:45:38.400 --> 00:45:39.519
Yeah, because that, why?
00:45:39.599 --> 00:45:44.719
Because then they have to pay for the course most of the time, it's not for free, and they have to invest in themselves.
00:45:45.199 --> 00:45:46.239
I don't have time to do that.
00:45:46.320 --> 00:45:51.599
I gotta go sit here and wonder why I don't have any work and why I can't close anyone.
00:45:51.840 --> 00:45:53.920
You know what else I think is a really good thing to do?
00:45:54.159 --> 00:46:06.800
I think um just stopping what you're doing and saying, okay, where are my last like if if you go to Chase Revenue saying where are my last 10 jobs come from?
00:46:08.400 --> 00:46:14.960
Like and and actually doing an audit and saying, all right, cool, like what's come from who's come from where?
00:46:15.519 --> 00:46:20.719
Uh you know, five of the last 10 jobs have come from this one architect or this one builder.
00:46:21.760 --> 00:46:22.000
Cool.
00:46:22.400 --> 00:46:22.960
Call him.
00:46:23.119 --> 00:46:23.519
Yeah, yeah.
00:46:23.920 --> 00:46:28.400
Like literally the reason for 50% or her.
00:46:28.719 --> 00:46:34.800
He's literally they are literally the reason for 50% of your revenue over the last few years or whatever it might be.
00:46:35.119 --> 00:46:36.079
It's like call the person.
00:46:36.159 --> 00:46:37.119
Yeah, you know what I mean?
00:46:37.280 --> 00:46:51.119
Get clear on what's the thing you can do right now uh that has the highest likelihood of bringing some money back in, and then don't stop until something does.
00:46:52.000 --> 00:46:52.880
That's the reality.
00:46:53.199 --> 00:46:53.840
You know what I mean?
00:46:54.159 --> 00:46:57.599
Um Wing Tower does not last forever.
00:46:58.719 --> 00:47:00.639
And sometimes you just have to weather the storm.
00:47:00.719 --> 00:47:05.039
And then your goal is to make sure you're not in this position again.
00:47:05.440 --> 00:47:17.199
If you are in that position, you know, if you're in a position where cash is tight and you don't know how you're gonna make payroll, uh try and get weather the storm and then get to the other side and say, all right, how do we not do that again?
00:47:18.000 --> 00:47:28.239
The other side of this as well, do you believe in cutting people?
00:47:28.559 --> 00:47:29.760
Cutting, culling.
00:47:30.000 --> 00:47:30.719
Culling, sure.
00:47:30.880 --> 00:47:32.000
Um what did you said?
00:47:32.159 --> 00:47:32.400
Cutting.
00:47:32.559 --> 00:47:33.280
Cutting, uh.
00:47:33.519 --> 00:47:34.559
Yeah, I think so.
00:47:34.639 --> 00:47:39.519
If it needs to happen, it's always I always look at projects as I look at the business as resource-based.
00:47:39.840 --> 00:47:45.519
So if I don't need a contract administrator, I don't need one.
00:47:46.239 --> 00:47:49.039
Yeah, if because what's the worst that's gonna happen?
00:47:49.119 --> 00:47:54.559
I'd I'd rather get rid of them and then have to hire that role again in six months' time if I need to.
00:47:54.800 --> 00:47:56.320
Or hire that person again in six months' time.
00:47:56.559 --> 00:47:58.239
I 100% agree, or reduce their hours.
00:47:58.559 --> 00:47:59.920
Reduce their hours, absolutely.
00:48:00.079 --> 00:48:03.760
And that's one thing I learned by getting punched in the face.
00:48:04.079 --> 00:48:05.920
I did that during COVID.
00:48:06.079 --> 00:48:09.760
I kept everyone on, I kept everyone's hours the same.
00:48:10.000 --> 00:48:14.480
No, everyone got paid every week, every cent, everything.
00:48:14.719 --> 00:48:18.880
I got no assistance from government cash-outs or anything like that.
00:48:19.119 --> 00:48:20.480
And I kept everyone on.
00:48:20.639 --> 00:48:26.639
Looking back, everyone should have been on a 32-hour work week at least.
00:48:26.960 --> 00:48:28.079
One day only?
00:48:28.559 --> 00:48:29.360
At least.
00:48:29.440 --> 00:48:32.239
Uh, but that's across, you know, 10 people.
00:48:32.480 --> 00:48:35.199
Yeah, but so if you reduce, if you reduce, um, wasn't it?
00:48:35.360 --> 00:48:38.480
If you reduce up to a certain point, they can go clean the government funding.
00:48:38.719 --> 00:48:40.559
Oh, can't remember, but yeah, maybe.
00:48:40.800 --> 00:48:46.719
But um, but that's what I should have done, but I didn't, because I, in all honesty, I didn't know what I didn't know.
00:48:46.880 --> 00:48:50.000
I wasn't as experienced in business as what I am now.
00:48:50.239 --> 00:48:51.599
You need to forecast the work.
00:48:51.679 --> 00:48:51.840
Yeah.
00:48:52.079 --> 00:48:55.119
Turn around and say, okay, cool, based on the thing, I had the work.
00:48:55.360 --> 00:48:57.599
I had so much fucking work to do at the time.
00:48:57.760 --> 00:48:59.360
We just couldn't pump out the air.
00:48:59.440 --> 00:49:08.400
I just couldn't, they weren't effective in those hours that they were working because there were so many restrictions on what they could do and what I could do as a business and how to build these homes.
00:49:08.480 --> 00:49:08.559
Yeah.
00:49:08.719 --> 00:49:09.599
So I could have returned.
00:49:11.199 --> 00:49:12.960
Oh, huge, massive black swan.
00:49:13.119 --> 00:49:25.840
But again, I've learned from that and I would look at it from the perspective of and saying, okay, contract administrator, okay, apprentice, whatever it is, you're now going to be going down to a four-day work week.
00:49:25.920 --> 00:49:28.000
You're now going to go down to a three-day work week.
00:49:28.239 --> 00:49:29.360
Oh, you can't do that.
00:49:29.440 --> 00:49:30.639
You know, I need this.
00:49:30.719 --> 00:49:34.159
I've got a job, I've got a kid, I've got a dog and a goldfish.
00:49:34.320 --> 00:49:35.840
How am I going to feed them?
00:49:37.119 --> 00:49:37.440
Yeah.
00:49:37.599 --> 00:49:39.920
And look, you're not doing it to be an arsehole.
00:49:40.079 --> 00:49:40.639
No, of course not.
00:49:40.880 --> 00:49:42.880
I say, listen, I understand you have challenges.
00:49:43.039 --> 00:49:47.920
If you need to go and look for other employment opportunities, I completely understand.
00:49:48.000 --> 00:49:50.000
You have your own responsibilities.
00:49:50.159 --> 00:49:51.599
My responsibility is to the business.
00:49:52.000 --> 00:49:52.639
Keep the ship afloat.
00:49:52.880 --> 00:49:53.039
Yeah.
00:49:53.119 --> 00:49:58.800
My responsibility is to make sure that this business is still around next year and the years after that.
00:49:58.960 --> 00:50:03.840
So if I have to reduce your hours in order for the ship to be around, that's this, that's what it's going to take.
00:50:03.920 --> 00:50:08.239
And then maybe that means I can employ you again in two years' time.
00:50:08.480 --> 00:50:08.800
Yeah.
00:50:10.400 --> 00:50:12.719
Because people might hear that and disagree with it.
00:50:12.960 --> 00:50:21.519
But the the flip side of that, you gotta understand, is like, okay, nah, I try and do the right thing by you, and then the whole ship sinks.
00:50:21.679 --> 00:50:24.000
And now like now we've got 20 unemployed people.
00:50:24.079 --> 00:50:24.639
Yeah, that's right.
00:50:24.800 --> 00:50:27.679
And it's like all because I didn't know how to handle a single situation.
00:50:27.920 --> 00:50:29.280
And I got I was like that.
00:50:29.440 --> 00:50:32.159
I was having I had a sinking ship during that time.
00:50:32.320 --> 00:50:35.920
And it wasn't until the sort of aftermath that I realised how bad it was.
00:50:37.119 --> 00:50:37.920
Yeah, that's what I mean.
00:50:38.000 --> 00:50:39.360
I've learned I've learned my lesson.
00:50:39.440 --> 00:50:40.719
I've learned my lesson massively.
00:50:40.800 --> 00:50:43.360
And I said it to my GM the other day.
00:50:43.519 --> 00:50:48.320
I was like, hey, if we don't land this job, this person's at risk.
00:50:48.639 --> 00:50:52.400
Okay, just between you and me, this doesn't leave this conversation, this table.
00:50:52.639 --> 00:50:56.000
Okay, but as in with the person I was having it with, with Simon.
00:50:56.239 --> 00:51:00.639
I was like, if this, if this did you think I thought we were having a private conversation?
00:51:01.039 --> 00:51:02.480
Right now, a private conversation before anyone.
00:51:02.719 --> 00:51:02.880
Yeah.
00:51:02.960 --> 00:51:05.119
So before everyone hears this, cut this out.
00:51:05.360 --> 00:51:05.760
Cut this out.
00:51:07.039 --> 00:51:09.360
But it's like, this person's at risk.
00:51:09.599 --> 00:51:10.800
And it's like, oh, really?
00:51:10.880 --> 00:51:12.000
He's a he's a he's a gun.
00:51:12.079 --> 00:51:12.800
Like they're really good.
00:51:12.880 --> 00:51:13.920
I said, I know.
00:51:14.239 --> 00:51:15.280
I don't want to do this.
00:51:15.360 --> 00:51:16.480
So let's win another job.
00:51:16.719 --> 00:51:17.679
So I did.
00:51:18.239 --> 00:51:22.000
And as a result of that, now I'm like, okay, cool.
00:51:22.079 --> 00:51:23.519
I want to keep everyone employed.
00:51:23.679 --> 00:51:26.960
I want everyone to keep being here and to keep doing really well and to keep growing.
00:51:27.199 --> 00:51:38.400
So that's my responsibility to be going and winning the business, not doing what I did this morning where I was shoveling shit and throwing stuff away and sweeping floors, that's not going to get me the next job.
00:51:38.719 --> 00:51:41.920
It helped that project, but that's not going to get me the next job.
00:51:42.159 --> 00:51:50.880
So when the guys, you know what, as an employee, if I saw the boss coming on site and saying, hey, and they're sweeping floors, say, what are you doing?
00:51:51.119 --> 00:51:52.159
Let me sweep the floor.
00:51:52.239 --> 00:51:53.119
That's what you pay me for.
00:51:53.199 --> 00:51:56.159
You go out and win more work so I can go sweep more floors.
00:51:57.760 --> 00:51:58.719
No employee will ever say that.
00:51:58.960 --> 00:52:00.239
You're never going to think like that as an employee.
00:52:00.559 --> 00:52:00.960
Never will.
00:52:01.039 --> 00:52:01.760
You never will.
00:52:01.840 --> 00:52:07.840
But imagine if you did that that person ends up being a business owner or some level of entrepreneur.
00:52:08.559 --> 00:52:14.480
And uh the huge level of awareness to say something like that as well to a boss.
00:52:14.960 --> 00:52:17.679
And you know what we should do?
00:52:18.000 --> 00:52:18.559
Interesting stuff.
00:52:18.880 --> 00:52:22.559
We should do an episode on how to be a good employee.
00:52:22.800 --> 00:52:23.280
Cool.
00:52:23.519 --> 00:52:24.800
I reckon I'd nail it.
00:52:24.960 --> 00:52:28.960
I reckon we're gonna, matter of fact, we're gonna do that.
00:52:29.599 --> 00:52:30.719
Um, but we should definitely do that.
00:52:30.800 --> 00:52:31.840
I think that'll be a great episode.
00:52:32.000 --> 00:52:32.239
Yeah.
00:52:32.400 --> 00:52:34.000
I mean, we've both been employees.
00:52:34.159 --> 00:52:34.800
Yeah, for sure.
00:52:34.960 --> 00:52:42.639
I like to think I was a really good employee when I was working at the companies, but I also I also think I did some shit things too.
00:52:42.800 --> 00:52:43.440
Like what?
00:52:43.599 --> 00:52:46.000
Well, we'll talk about it in our episode when I talk about it now.
00:52:46.159 --> 00:52:52.400
But um I'd say just probably having a level of entitlement in certain things, potentially.
00:52:52.960 --> 00:52:54.559
You thought you were entitled?
00:52:54.880 --> 00:52:56.880
Yeah, having a level of it, yeah.
00:52:57.119 --> 00:53:01.760
I don't know what it is, I can't remember off the top of my head specifically, but I'll think about it for next episode.
00:53:02.000 --> 00:53:02.639
Yeah, okay.
00:53:02.800 --> 00:53:05.599
Well then we should definitely make that the next episode.
00:53:06.559 --> 00:53:16.960
But on that note, um, you know, if you're a business owner, not an employee, uh, I think you just gotta you just gotta keep going.
00:53:17.519 --> 00:53:18.559
You know, it's right.
00:53:18.800 --> 00:53:22.719
It is, it is it is tougher out there at the moment.
00:53:23.039 --> 00:53:27.119
And I think you just gotta keep going, head down, bum up.
00:53:27.280 --> 00:53:31.119
And I I say I say this thing and it upsets some people.
00:53:31.280 --> 00:53:34.639
But I say like in times like these, like it's what separates the boys from the men.
00:53:34.719 --> 00:53:35.119
Yeah.
00:53:36.159 --> 00:53:38.400
And then people do they're misogynist, blah blah blah.
00:53:38.559 --> 00:53:41.039
And it's like, come on, man, like just let us have this thing.
00:53:41.280 --> 00:53:42.800
It's a good thing, it's a good thing.
00:53:42.960 --> 00:53:43.599
I like it.
00:53:44.559 --> 00:53:46.159
It's what separates the boys from the men.
00:53:46.320 --> 00:53:58.800
And I think um, you know, when when times uh get a little bit hard, you're gonna find out who is who's here to play and who's not.
00:53:59.679 --> 00:54:05.760
Yeah, and it and it weathers out anyone who is not willing to weather the storm.
00:54:06.000 --> 00:54:08.079
Yeah, and that's what these periods of time do.
00:54:08.480 --> 00:54:11.519
Yeah, it's it's like a it's a bit of a cleanse.
00:54:11.679 --> 00:54:12.800
Yeah, that's the word.
00:54:13.039 --> 00:54:13.679
Cleanse.
00:54:14.400 --> 00:54:16.159
Um it's a bit of a cleanse.
00:54:16.239 --> 00:54:19.199
And it's like, cool, let's see who comes out the other side.
00:54:21.920 --> 00:54:30.960
Gonna hunker down, gonna work a little bit harder to get to jobs that I might have won a bit easier previously, but we're gonna do it.
00:54:31.679 --> 00:54:34.559
Because then when you come out on the other side, you'll be better for it.
00:54:34.719 --> 00:54:35.519
Oh, without a doubt.
00:54:35.920 --> 00:54:36.639
You'll be better for it.
00:54:36.880 --> 00:54:38.159
Be pumped for the challenge.
00:54:38.800 --> 00:54:40.000
It's gonna work out.
00:54:41.119 --> 00:54:44.480
Have that unwavering belief that it'll be.
00:54:44.639 --> 00:54:45.440
How do you know that?
00:54:46.079 --> 00:54:50.239
What is it that allows you to have that belief?
00:54:50.480 --> 00:54:51.360
I'm not dead.
00:54:51.840 --> 00:54:53.039
It's a good start.
00:54:54.079 --> 00:54:55.039
It's not the end.
00:54:55.840 --> 00:54:58.000
What what is what's the worst that's gonna happen?
00:54:58.320 --> 00:54:59.760
I'm gonna get that on my tombstone.
00:55:00.000 --> 00:55:00.639
What's the worst that's gonna be?
00:55:00.719 --> 00:55:02.079
It's gonna it's gonna work out.
00:55:02.239 --> 00:55:02.559
Yeah.
00:55:04.800 --> 00:55:05.599
It's gonna work out.
00:55:05.760 --> 00:55:06.239
It's gonna work out.
00:55:06.320 --> 00:55:07.440
We're all going the same plane.
00:55:07.840 --> 00:55:08.400
Doesn't matter.
00:55:08.559 --> 00:55:10.880
Like every day, like what's the worst?
00:55:10.960 --> 00:55:14.320
Have take your shot, give it a go, work hard.
00:55:14.559 --> 00:55:18.159
It's not gonna it's it's always gonna work out.
00:55:18.639 --> 00:55:24.000
You know, like I think back to all the th what's the thing that you were stressing about in 2023?
00:55:25.519 --> 00:55:29.280
Like specifically, that one thing that you were stressed out about.
00:55:29.679 --> 00:55:31.519
You can't even fucking remember what it was.
00:55:31.840 --> 00:55:32.719
I was in Greece.
00:55:32.960 --> 00:55:35.360
Well, what a life.
00:55:36.000 --> 00:55:36.800
Bet you're not stressed.
00:55:37.599 --> 00:55:37.920
That's right.
00:55:38.000 --> 00:55:39.119
That's stress there.
00:55:39.440 --> 00:55:40.719
But you know what I mean?
00:55:40.960 --> 00:55:44.960
So that thing you were because you would have been stressed about something at some point in that year.
00:55:45.119 --> 00:55:46.320
Something would have stressed you out.
00:55:46.400 --> 00:55:48.079
You can't even remember what it was.
00:55:48.320 --> 00:55:50.480
It's the same for the moment that you're feeling right now.
00:55:50.639 --> 00:55:57.119
You're gonna be stressed out about something that's probably not gonna even matter in one week, five weeks, five years.
00:55:58.400 --> 00:55:59.679
It's part of the journey.
00:55:59.840 --> 00:56:00.719
It's part of the journey.
00:56:00.800 --> 00:56:04.079
The challenges come with the territory.
00:56:05.360 --> 00:56:06.880
You just got to be able to navigate them.
00:56:06.960 --> 00:56:07.760
And you get better at it.
00:56:07.840 --> 00:56:18.960
As I said, I the Georgian during COVID, when I didn't know how to manage my employees, when I didn't know how to manage elements of the business, like I suffered during that time.
00:56:19.280 --> 00:56:25.440
I don't remember the exact feeling, but now I know that when that thing comes up again, I can turn around and make a quick call.
00:56:25.679 --> 00:56:26.960
That's the call we've got to make.
00:56:27.199 --> 00:56:36.320
Hey, spend money on marketing today because we need to get the job in the next three months so we can price it by the end of the year, win it by the end of the year, and 27 is booked out.
00:56:37.360 --> 00:56:38.400
That's what you got to do.
00:56:38.480 --> 00:56:41.039
And look, a lot of that comes with um experience.
00:56:41.280 --> 00:56:55.039
And when you don't have the experience, the way that you get that experience is by speaking to mentors, speaking to advisors, going and reading books, listening to podcasts like this one, and then going, holy shit, those guys actually know what they're talking about.
00:56:55.199 --> 00:56:56.239
Maybe I should listen to them.
00:56:56.400 --> 00:57:04.079
Maybe I should call Robbie and have a conversation about marketing because I know in six months' time I'm not gonna have this, this, this, and this.
00:57:04.320 --> 00:57:06.159
So I need to start looking at it now.
00:57:06.480 --> 00:57:08.960
So that's and we do, we we get those calls too.
00:57:09.039 --> 00:57:09.199
Yeah.
00:57:09.360 --> 00:57:11.840
People call and they're like, hey, I'm booked out for 12 months.
00:57:11.920 --> 00:57:12.079
Yep.
00:57:12.159 --> 00:57:13.360
I know I need to do something there.
00:57:13.519 --> 00:57:13.679
Yeah.
00:57:13.840 --> 00:57:15.360
It's like fucking fantastic, dude.
00:57:15.599 --> 00:57:16.320
Great client for you.
00:57:16.480 --> 00:57:16.719
Well done.
00:57:16.800 --> 00:57:17.280
Yeah, exactly.
00:57:17.360 --> 00:57:17.599
Well done.
00:57:17.760 --> 00:57:19.119
I mean, well done.
00:57:19.280 --> 00:57:23.599
That's the person that's forecasting and saying, I need this person who's gonna win, dude.
00:57:23.679 --> 00:57:26.079
Yeah, they're gonna win because they don't need the work today.
00:57:26.239 --> 00:57:29.679
And the funny thing is, he'll probably go, all right, let's run some ads, see what happens.
00:57:29.840 --> 00:57:32.000
You run the ads, and he wins another job in three months.
00:57:32.079 --> 00:57:32.239
Yeah.
00:57:32.480 --> 00:57:34.000
And it's the ideal client.
00:57:34.559 --> 00:57:40.480
It's the ideal client too, because during that period, you're gonna be like, nah, don't like that one.
00:57:41.039 --> 00:57:41.599
I don't like them.
00:57:41.920 --> 00:57:43.039
It's because you can.
00:57:43.280 --> 00:57:49.119
So then that ideal client that you get after you've spent your marketing dollars, you're gonna make the most amount of money on them.
00:57:49.199 --> 00:57:53.679
They're gonna be an absolute pleasure to work with and maybe give you more work in the future.
00:57:53.760 --> 00:57:56.239
And it's like, well, no-brainer.
00:57:56.480 --> 00:58:05.440
But everyone goes to that last minute and goes, okay, I'm gonna delay investing in my business till the very last moment, so that when I do finally get some ads, I'm gonna call these people.
00:58:05.519 --> 00:58:14.159
They're gonna be the worst clients, making the least amount of money, maybe even lose money, and then marketing doesn't work, or this industry's fucked.
00:58:14.400 --> 00:58:15.599
Yeah, or it doesn't work for me.
00:58:15.760 --> 00:58:16.079
Yeah.
00:58:16.320 --> 00:58:18.480
Or Facebook ad doesn't work in my area.
00:58:18.559 --> 00:58:19.039
Yep.
00:58:19.360 --> 00:58:20.639
Or Google's too expensive.
00:58:20.719 --> 00:58:20.960
Yeah.
00:58:21.039 --> 00:58:22.320
And here's the thing, guys.
00:58:22.639 --> 00:58:26.559
I have right now the best clients.
00:58:27.519 --> 00:58:28.079
All of them.
00:58:28.239 --> 00:58:28.880
Fantastic.
00:58:29.039 --> 00:58:30.880
Love working with all of my clients now.
00:58:31.199 --> 00:58:37.519
I have to have the worst clients and learn what that was like so I could identify what the best clients are like.
00:58:37.679 --> 00:58:41.039
Now, these best clients I have, they were selected by me.
00:58:41.119 --> 00:58:42.639
It was part of my sales process.
00:58:42.800 --> 00:58:46.719
I've vet them when I'm going through the sales process to see are they any good?
00:58:46.880 --> 00:58:50.800
This$5 million job, that's part of the puzzle.
00:58:51.039 --> 00:58:51.360
Right?
00:58:51.440 --> 00:58:53.519
That it's come in and said, hey, great project.
00:58:53.599 --> 00:58:55.920
What if the owners turn out to be psychopathically?
00:58:56.800 --> 00:59:02.880
Like I sit with them and they're like, oh, you need to do this and this and this, and you have to build it this way.
00:59:03.119 --> 00:59:06.800
And if you don't build it that way, then we're not gonna work with you.
00:59:07.039 --> 00:59:07.440
All right.
00:59:07.519 --> 00:59:10.719
I want you, George, to be on site every single day, no one else.
00:59:10.800 --> 00:59:13.360
I don't want anyone else, I want you to be on site as a site manager.
00:59:13.519 --> 00:59:14.559
I said, okay, I can do that.
00:59:14.639 --> 00:59:16.320
Just add another zero to the end.
00:59:16.800 --> 00:59:18.320
Oh no, we're not gonna do that.
00:59:18.960 --> 00:59:20.239
Thank you for your time.
00:59:20.960 --> 00:59:22.320
Thank you for your time.
00:59:23.280 --> 00:59:24.079
All the best.
00:59:24.320 --> 00:59:33.039
All right, so they might not be the ideal client, but if you're going down the other end and you're saying, hey, I need a job, I need a job, maybe you're gonna bend to those demands.
00:59:33.199 --> 00:59:37.280
And then you end up winning a project that you should never win or that you would never normally do.
00:59:37.519 --> 00:59:39.199
Yeah, you would have avoided previously.
00:59:41.440 --> 00:59:42.400
Can I ask you a question?
00:59:42.639 --> 00:59:43.920
What about marketing companies?
00:59:44.000 --> 00:59:45.840
Should marketing companies be marketing?
00:59:50.000 --> 00:59:51.280
Doing their own ads?
00:59:52.000 --> 00:59:53.360
Yeah, I think so.
00:59:53.679 --> 00:59:54.320
I think so too.
00:59:54.559 --> 00:59:55.199
To some degree.
00:59:55.360 --> 00:59:55.599
Yeah.
00:59:55.760 --> 01:00:00.960
Like you should be we we run ads, so we've we've almost always got an awareness ads running.
01:00:01.039 --> 01:00:01.119
Yeah.
01:00:01.360 --> 01:00:02.559
I just think it's like whatever.
01:00:02.880 --> 01:00:04.400
This is who we are to see who we are.
01:00:04.800 --> 01:00:07.440
Um and it's like you, you, you're running the ads.
01:00:07.679 --> 01:00:09.679
Like it's there's a lower cost of entry for you.
01:00:10.480 --> 01:00:10.880
Yeah.
01:00:11.679 --> 01:00:19.119
The other element is um Yeah, you should have traffic sources.
01:00:19.360 --> 01:00:21.119
Like you need traffic, online traffic.
01:00:21.360 --> 01:00:22.480
You should have traffic sources.
01:00:22.559 --> 01:00:23.679
You should, you know what I mean?
01:00:24.159 --> 01:00:27.599
We we run ads, we teach the concept of the four traffic sources.
01:00:27.760 --> 01:00:29.519
We do all four.
01:00:30.079 --> 01:00:30.719
Yeah, good.
01:00:30.880 --> 01:00:31.039
Good.
01:00:31.119 --> 01:00:35.840
I and that was something I used to always have issues with when I employed marketing companies that they never did their own marketing.
01:00:36.079 --> 01:00:41.760
And just thought, how could you how can you sit here and preach to me to run ads when you don't run ads for yourself?
01:00:42.400 --> 01:00:49.199
So that used to I used to find that did you I don't know if that's a personal thing, but that you should just bug me when companies wouldn't do that.
01:00:49.519 --> 01:00:54.960
Yeah, it's the biggest thing you've got to factor into is like are they B2C or B2B?
01:00:55.119 --> 01:00:56.159
Do you know what I mean?
01:00:56.480 --> 01:01:01.199
Um, and some companies don't know how to market B2B, it's a bit different.
01:01:01.519 --> 01:01:02.719
So we're a B2B company.
01:01:02.800 --> 01:01:03.360
Yeah, we work hard.
01:01:03.760 --> 01:01:06.159
Wouldn't most wouldn't most marketing companies be B2B?
01:01:06.400 --> 01:01:07.199
Marketing companies?
01:01:07.360 --> 01:01:07.599
Of course.
01:01:07.679 --> 01:01:08.480
They're all B2B.
01:01:08.639 --> 01:01:08.880
That's right.
01:01:09.039 --> 01:01:10.960
Well, which individual is going to get a marketing company?
01:01:11.360 --> 01:01:14.159
No, yeah, but no, no, but I'm saying the consumer.
01:01:14.480 --> 01:01:17.920
That's their consumer, their their person could be B2C.
01:01:18.079 --> 01:01:18.800
Oh, yes, yes, yes.
01:01:19.039 --> 01:01:20.320
Pascal is a B2C company.
01:01:20.559 --> 01:01:20.719
Correct.
01:01:20.880 --> 01:01:22.880
You don't work for other companies, you work for consumers.
01:01:23.119 --> 01:01:26.159
We do sometimes, but yes, the consumer would be the person we would be targeting.
01:01:26.400 --> 01:01:27.360
Yeah, most of the time.
01:01:28.239 --> 01:01:30.320
Whereas Builder Elite is all B2B.
01:01:30.480 --> 01:01:31.360
Yes, absolutely.
01:01:31.519 --> 01:01:33.199
Yeah, so it's like they're different.
01:01:33.760 --> 01:01:35.519
So I get that side as well.
01:01:36.239 --> 01:01:37.360
You don't know how to do both.
01:01:37.519 --> 01:01:37.920
Yeah.
01:01:38.159 --> 01:01:40.320
Well, it'll be an interesting close to the year.
01:01:40.480 --> 01:01:43.119
You know, we're in August, end of August now.
01:01:43.440 --> 01:01:46.639
Early September, sorry, by the time this comes out.
01:01:47.039 --> 01:01:48.000
Will it be September?
01:01:48.079 --> 01:01:48.480
I don't know.
01:01:48.559 --> 01:01:49.599
I'm gonna say yes.
01:01:49.840 --> 01:01:50.960
Give it a crack.
01:01:51.199 --> 01:01:51.679
Anyway.
01:01:52.000 --> 01:01:52.239
It is.
01:01:52.320 --> 01:01:53.440
It's the no, it's August.
01:01:53.599 --> 01:01:54.159
Is it still August?
01:01:54.320 --> 01:01:54.880
Monday's August.
01:01:55.039 --> 01:01:56.079
What a life.
01:01:57.519 --> 01:01:58.320
Four months.
01:01:58.559 --> 01:01:59.679
Four months till the end of the year.
01:02:00.079 --> 01:02:01.280
George wants it to be September already.
01:02:01.360 --> 01:02:01.679
I don't know.
01:02:01.760 --> 01:02:03.199
There's four months till the end of the year, guys.
01:02:03.280 --> 01:02:07.599
That's you're gonna be starting to talk about the Christmas lockdown period really soon.
01:02:08.079 --> 01:02:09.360
Really, really soon.
01:02:09.519 --> 01:02:09.920
All right.
01:02:10.000 --> 01:02:19.440
So, what do you need to be doing now to forecast for the next 2027, for the next year, for the next quarter, for the next two quarters, whatever it is.
01:02:19.519 --> 01:02:20.880
What do you need to be doing?
01:02:21.119 --> 01:02:23.360
Make some magic shit happen.
01:02:24.000 --> 01:02:24.559
100%.
01:02:25.679 --> 01:02:28.559
On that note, thanks for tuning in.
01:02:28.960 --> 01:02:29.760
Loves having you.
01:02:30.000 --> 01:02:31.039
Episode 151.
01:02:31.440 --> 01:02:32.000
151.
01:02:32.559 --> 01:02:33.440
You're 150th, George.
01:02:33.519 --> 01:02:33.760
Well done.
01:02:33.840 --> 01:02:34.239
I thank you.
01:02:34.400 --> 01:02:35.119
Finally got there.
01:02:36.239 --> 01:02:37.360
Took me an extra week.
01:02:37.599 --> 01:02:39.280
I'm just gonna hold that hold that open.
01:02:39.519 --> 01:02:40.639
I'm gonna hold it for as long as I can.
01:02:40.800 --> 01:02:43.440
I'm gonna come in here and do a podcast episode one day and just release it.
01:02:43.599 --> 01:02:47.039
Just give it to the boys and say, here, do an episode quickly before Robbie comes in.
01:02:47.199 --> 01:02:48.800
Yeah, before I just drop it.
01:02:49.039 --> 01:02:52.800
Um yeah, but uh yeah, things are tight.
01:02:53.199 --> 01:02:54.400
Sales cures all.
01:02:54.480 --> 01:02:56.000
I heard Mark Cuban say that once.
01:02:56.480 --> 01:02:57.679
Sales cures all.
01:02:57.840 --> 01:02:58.639
Things are tight.
01:02:58.800 --> 01:03:01.280
Whatever is going wrong in your business, yeah.
01:03:01.679 --> 01:03:03.039
Well, sales, it'll definitely help.
01:03:03.199 --> 01:03:03.760
Oh man.
01:03:03.840 --> 01:03:08.880
Yeah, it'll just bring revenue in the door, and revenue is the lifeblood of your business.
01:03:09.039 --> 01:03:13.920
Uh, it'll it'll make you feel better, it'll help you sleep better at night.
01:03:14.079 --> 01:03:14.400
Yeah.
01:03:14.639 --> 01:03:16.800
Great Grand Cardone says a similar thing too.
01:03:17.119 --> 01:03:21.119
It's like he goes, you don't have is that that one client that's not paying you, or those clients are paying you.
01:03:21.199 --> 01:03:22.239
He goes, that's not your problem.
01:03:22.400 --> 01:03:24.320
Your problem is you don't have a hundred clients.
01:03:24.559 --> 01:03:31.679
Because if you had a hundred clients, those two guys that aren't paying you, or those two guys that are giving you grief, you wouldn't even be thinking about them.
01:03:33.679 --> 01:03:35.840
Becomes less relevant for sure.
01:03:36.159 --> 01:03:36.960
Yeah, that's it.
01:03:37.199 --> 01:03:37.599
Excellent.
01:03:37.679 --> 01:03:38.960
Thanks for tuning in, guys.
01:03:39.199 --> 01:03:41.119
We will see you next week.
01:03:41.360 --> 01:03:42.159
Thanks, everyone.