WEBVTT
00:00.158 --> 00:03.839
[SPEAKER_00]: In business, everyone doesn't have to do what you tell them to do.
00:03.879 --> 00:05.720
[SPEAKER_00]: Okay, and that's this book, and it's all you.
00:05.740 --> 00:08.381
[SPEAKER_00]: The customer is who you are privateized.
00:08.481 --> 00:14.842
[SPEAKER_00]: I need to know in your motivations to do a lot of people, they get together, totally different goals and totally different directions.
00:14.862 --> 00:18.724
[SPEAKER_00]: You have to work with their strengths and help them overcome their weaknesses.
00:18.964 --> 00:21.605
[SPEAKER_00]: You know, but twelve-time radius on the field is not gonna work.
00:21.745 --> 00:24.345
[SPEAKER_03]: Look at this fairly serious knowledge, means to you.
00:24.525 --> 00:29.567
[SPEAKER_00]: If how you got to where you are isn't helping you become more successful, then you just wasted a whole lot.
00:30.227 --> 00:30.887
[SPEAKER_03]: What's going on today?
00:30.927 --> 00:33.909
[SPEAKER_03]: I appreciate you for coming home to face the podcast.
00:34.409 --> 00:35.549
[SPEAKER_03]: I just have a random question.
00:36.010 --> 00:38.491
[SPEAKER_03]: Why breakbox plus downstairs?
00:39.371 --> 00:40.592
[SPEAKER_00]: Well, thanks for having me on.
00:40.672 --> 00:42.592
[SPEAKER_00]: Appreciate you out there.
00:43.913 --> 00:45.014
[SPEAKER_00]: So it's a long story.
00:45.714 --> 00:59.440
[SPEAKER_00]: As I kind of mentioned, I started out thirty five years ago as an engineer and as I went through my career of working in the engineering and quality
00:59.812 --> 01:05.055
[SPEAKER_00]: factoring the automotive industry wanted to get into a different role.
01:05.295 --> 01:15.801
[SPEAKER_00]: So after fourteen, fifteen years of that, I got into automobile sales and spent twenty-one years currently still kind of doing that.
01:16.261 --> 01:18.382
[SPEAKER_00]: But we got bought out about eighteen years ago.
01:18.602 --> 01:23.945
[SPEAKER_00]: We went from being a company that was owned by family to one that was owned by a corporation.
01:24.812 --> 01:32.695
[SPEAKER_00]: and totally different direction, different culture, different ability to use my skills and my background.
01:32.715 --> 01:35.716
[SPEAKER_00]: And I said, you know, I need to find something or I can kind of bring it all together.
01:36.377 --> 01:42.259
[SPEAKER_00]: So had some requirements for a business, said, and needed to be low HR.
01:43.039 --> 01:52.383
[SPEAKER_00]: So not a lot of people to worry about, I mean, you know, many people in the past had to have actual physical brick and mortar type things.
01:53.542 --> 02:06.587
[SPEAKER_00]: So tangible assets needed to have some barriers to entry and I didn't have any programming or any kind of crazy, you know, tells or talents that couldn't be duplicated by someone else.
02:07.767 --> 02:10.648
[SPEAKER_00]: So I need to be something that couldn't be outsourced.
02:11.369 --> 02:15.210
[SPEAKER_00]: So I looked at some of the things, one of the things that came up.
02:15.330 --> 02:18.651
[SPEAKER_00]: I got a call from a recruiter and decided to take the call.
02:19.132 --> 02:19.512
[SPEAKER_00]: He said,
02:20.991 --> 02:21.932
[SPEAKER_00]: What are you looking for?
02:21.972 --> 02:28.115
[SPEAKER_00]: I kind of told them it's like, I might have something and that was almost three years ago.
02:28.655 --> 02:34.579
[SPEAKER_00]: So three years ago we had the first conversation and that's when I decided to kind of go for it.
02:35.399 --> 02:42.043
[SPEAKER_00]: And it made less than eighteen years later we were operating and that was an operating career.
02:45.105 --> 02:49.207
[SPEAKER_03]: So I don't know if I'm missing this to you, but when I was serving in the Marine Corps,
02:50.113 --> 03:00.080
[SPEAKER_03]: the whole aspect of not having this much time to do what you'd like to do, not necessarily fear now, which would what I need to do in order for me to be prepared for today.
03:00.140 --> 03:07.005
[SPEAKER_03]: But I was using time that I had, and it was a struggle because I was in the service, I was in the Marine quickness in the control of my time.
03:07.825 --> 03:12.769
[SPEAKER_03]: How did you control the time that you have to grow your business to where is it today?
03:13.769 --> 03:16.131
[SPEAKER_00]: There was a couple of different elements to it.
03:16.391 --> 03:18.613
[SPEAKER_00]: In the beginning, most of the things I was doing were
03:19.607 --> 03:23.689
[SPEAKER_00]: On the computer, on my own time, I had to submit a business plan.
03:23.949 --> 03:26.270
[SPEAKER_00]: I had to submit financials.
03:26.550 --> 03:33.193
[SPEAKER_00]: Those things I could do, you know, whenever I had free time, you know, not when I'm working in the retail embark.
03:33.914 --> 03:44.418
[SPEAKER_00]: The other element was because I've been in the card business so long and has a great client and a lot of them are very successful.
03:45.359 --> 03:47.680
[SPEAKER_00]: When I told them what I was up to,
03:48.273 --> 03:55.356
[SPEAKER_00]: they offered to help to use me to invest, which was rewarding on a number of levels.
03:55.836 --> 04:08.700
[SPEAKER_00]: So that allowed me to kind of leverage the relationships that I had in a positive way to help my business get off the ground before we even open.
04:09.521 --> 04:12.982
[SPEAKER_00]: So I didn't have to spend as much time cultivating
04:14.436 --> 04:18.979
[SPEAKER_00]: The sales and the business has a lot of other people who would have.
04:19.059 --> 04:21.141
[SPEAKER_00]: They came in with no network and no people.
04:21.161 --> 04:26.125
[SPEAKER_00]: You know, that's a limited time.
04:27.586 --> 04:32.050
[SPEAKER_03]: That's interesting, because you just see some of these really important relationships that are so important.
04:32.070 --> 04:38.355
[SPEAKER_03]: So now that I'm looking, the importance of the relationship and I'm communicating with other people on smart, starting to speak out and
04:38.855 --> 04:39.915
[SPEAKER_03]: and meet new people.
04:40.255 --> 04:46.357
[SPEAKER_03]: And first when I started this journey, I have a decade ago, when I was back in the service, I didn't understand it, but it was a relationship.
04:46.957 --> 04:54.600
[SPEAKER_03]: Yes, I can meet people, yes, I can communicate with people, yes, I can hear people out, but the importance of our relationship, I did not understand.
04:55.800 --> 05:05.203
[SPEAKER_03]: When you were, you said engineer, when you was doing an engineer and then you went to the retail space, how did you understand the importance of relationships?
05:07.708 --> 05:11.290
[SPEAKER_00]: So like when you talk about being in the Marines, there's a structure, right?
05:11.590 --> 05:12.430
[SPEAKER_00]: There's a hierarchy.
05:12.751 --> 05:16.132
[SPEAKER_00]: So it's not necessarily relationships, it's ranked, correct?
05:16.513 --> 05:17.853
[SPEAKER_00]: And to your rank, it's your direction.
05:18.894 --> 05:32.481
[SPEAKER_00]: Business has a lot of the same things, but unlike it being, I don't wanna say this, unlike in the military where it's kind of obligatory, when you're there, you gotta do what they tell you to do.
05:32.801 --> 05:36.943
[SPEAKER_00]: In business, not everyone doesn't have to do,
05:37.675 --> 05:39.416
[SPEAKER_00]: what they, what you tell them to do.
05:40.897 --> 05:46.721
[SPEAKER_00]: It's not as much hierarchy, it's not as much rank, even if you tell them employee, sometimes just pushbacks and kinds of things.
05:46.741 --> 05:53.585
[SPEAKER_00]: But if you're dealing with other people at your same level and above your level, that really the relationship comes down to getting things up.
05:54.926 --> 05:58.188
[SPEAKER_00]: And for mutual benefits, sometimes it's just for their benefit.
05:58.228 --> 06:06.833
[SPEAKER_00]: They need a favor, sometimes it's just for my benefit, but that relationship allows you to put enough deposits in their bank and their deposit in your bank.
06:07.251 --> 06:15.394
[SPEAKER_00]: So that when the time comes, it doesn't feel like there's someone's being taken advantage.
06:15.434 --> 06:25.757
[SPEAKER_00]: So it's kind of an ongoing and then trust-based relationship where people are getting, getting out what they put in, getting in what they put out.
06:26.397 --> 06:29.858
[SPEAKER_00]: So that's kind of how it work now in engineering.
06:29.878 --> 06:35.740
[SPEAKER_00]: A lot of processes, a lot of things that are, you know, we're like, we've got a term mechanic.
06:36.235 --> 06:38.717
[SPEAKER_00]: You know, there's mechanical systems, they operate in certain ways.
06:39.517 --> 06:40.398
[SPEAKER_00]: Things go wrong.
06:40.798 --> 06:44.861
[SPEAKER_00]: You have tools that you can use to follow those problems, right?
06:45.121 --> 06:46.362
[SPEAKER_00]: They're pretty exciting, well, others.
06:46.382 --> 06:57.730
[SPEAKER_00]: So, if I have an analysis, there's a bunch of engineering tools that exist that I learned, you know, in great detail when I was an engineer at Ford and in subsequent roles that I hadn't applied.
06:58.991 --> 07:05.836
[SPEAKER_00]: So, when I got into car sales, I had all the mechanical tools
07:06.992 --> 07:11.734
[SPEAKER_00]: and I had some relationships in business, but I wasn't selling.
07:11.994 --> 07:24.578
[SPEAKER_00]: I wasn't dealing with the objective, or I was dealing with the objective, I wasn't dealing with the subjective matter to help people figure out something to do.
07:25.098 --> 07:31.780
[SPEAKER_00]: That wasn't buying a new car, especially when I am at Land Rover, but Land Rover Tampa.
07:32.100 --> 07:34.701
[SPEAKER_00]: Buying a vehicle is not an necessity.
07:35.041 --> 07:36.782
[SPEAKER_00]: Nobody comes into Land Rover or says I need a ride.
07:37.752 --> 07:38.913
[SPEAKER_00]: You know, that's not the same.
07:38.933 --> 07:43.695
[SPEAKER_00]: You know, it's not a requirement for transportation.
07:44.075 --> 07:44.395
[SPEAKER_00]: Okay.
07:45.856 --> 07:46.596
[SPEAKER_00]: It's more than that.
07:46.896 --> 07:48.077
[SPEAKER_00]: So it's on a different level.
07:48.157 --> 07:49.918
[SPEAKER_00]: It's very, there are a lot of subjectivity too.
07:50.398 --> 08:06.005
[SPEAKER_00]: So for me to be trusted as an expert in, let's say, let's say in the process engineering on a manufacturing line,
08:07.090 --> 08:09.292
[SPEAKER_00]: isn't going to, the person is looking to buy a car doesn't care.
08:10.773 --> 08:24.745
[SPEAKER_00]: You know, so all of those tools, all those skills, all that knowledge I had, tell them how an engine works, tell them, you know, burials and things like that, that's all great, but it doesn't say, oh, I'm going to buy a car from that time because he knows how an engine works, you know.
08:25.085 --> 08:34.733
[SPEAKER_00]: So that was one of the challenges was converting all of that objective material into some use of a first objective, you know, engagement.
08:36.696 --> 08:42.319
[SPEAKER_03]: Well, as I was reading your your arc as you run on LinkedIn, but we have three out of twenty seven.
08:42.339 --> 08:44.861
[SPEAKER_03]: I don't know if you wrote more, but I'm on three out of twenty seven.
08:44.921 --> 08:45.701
[SPEAKER_03]: Every morning, I get up.
08:45.721 --> 08:46.722
[SPEAKER_03]: Appreciate that.
08:47.322 --> 08:51.625
[SPEAKER_03]: And everyone, I like how I looked at the date of the last two.
08:51.765 --> 08:52.905
[SPEAKER_03]: One was in twenty twenty three.
08:53.446 --> 08:54.987
[SPEAKER_03]: The other was in twenty four.
08:55.227 --> 08:57.868
[SPEAKER_03]: And I was like, Oh, then a portrait of consistency.
08:58.629 --> 09:03.952
[SPEAKER_03]: And as I'm reading as I'm reading the second article that I read, it has something about stars towards it.
09:04.372 --> 09:05.993
[SPEAKER_03]: And as I continue to read it down,
09:06.720 --> 09:09.961
[SPEAKER_03]: towards the end of it, I saw a book named Go Giver.
09:10.361 --> 09:10.641
[SPEAKER_03]: Yes.
09:11.402 --> 09:14.863
[SPEAKER_03]: We met at Land Rover in which tonight was coming to look at the car.
09:14.883 --> 09:17.084
[SPEAKER_03]: It was looking and was communicating with you.
09:17.244 --> 09:18.384
[SPEAKER_03]: Where is that book?
09:18.944 --> 09:24.386
[SPEAKER_03]: And when I saw that book, I said, oh, okay, I didn't even recognize that was a sales book.
09:24.987 --> 09:25.287
[SPEAKER_00]: Yes.
09:25.927 --> 09:31.409
[SPEAKER_03]: Was it difficult for you to translate the technical work and to understand the people needs?
09:32.890 --> 09:33.710
[SPEAKER_00]: Initially it was.
09:35.222 --> 09:40.984
[SPEAKER_00]: because you're looking for levers and dials and things deterrent that you can figure out.
09:41.444 --> 09:53.768
[SPEAKER_00]: And I did that to a certain degree for my own targeting and my own projections and things to try and put some ability to measure the sales process in place so that I know where to improve.
09:53.788 --> 10:00.531
[SPEAKER_00]: You know, it kind of get that kind of reflection point, but what's going to make the most difference, but those leverage points for me and how I do things.
10:02.491 --> 10:04.592
[SPEAKER_00]: But the go-giver, so I had a client
10:04.986 --> 10:08.007
[SPEAKER_00]: and you've been a client for a number of years of that.
10:09.107 --> 10:28.354
[SPEAKER_00]: And like with all my clients, he would need something, he'd call me and I would pick up and be on it and take care of him, even though it wasn't necessarily going to lead to a sale, that day, that month or that year, you know, with investment in their relationship that I, in any reference earlier.
10:29.034 --> 10:34.316
[SPEAKER_00]: So he said, I got this book and it's all you
10:35.364 --> 10:41.408
[SPEAKER_00]: And I think if you really enjoy it, I think it really describes how you go about your business.
10:41.909 --> 10:44.591
[SPEAKER_00]: So that was how I introduced to that book.
10:46.032 --> 10:48.393
[SPEAKER_00]: So he gave me the CD actually.
10:48.954 --> 10:52.657
[SPEAKER_00]: So I listened to it many times.
10:53.517 --> 11:02.744
[SPEAKER_00]: And during times when I feel like I'm having a slump, and now as I get older as I've been through,
11:03.577 --> 11:11.220
[SPEAKER_00]: What might it might be a thousand slums, because it's, you know, if you get a performance review every day sometimes, I will revert back to that.
11:12.441 --> 11:24.205
[SPEAKER_00]: And because I now have it downloaded on my phone and I will read it and just to get my mind set back into ensuring that I'm kind of following my purpose.
11:28.045 --> 11:54.765
[SPEAKER_03]: The third article that I read today, you just really explained what was it playing, do, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act
11:56.143 --> 11:59.646
[SPEAKER_03]: And then eventually, you can help deal with the problem that they're solving.
12:00.046 --> 12:01.187
[SPEAKER_03]: And the problem that they're facing.
12:02.468 --> 12:10.594
[SPEAKER_03]: Yeah, my biggest challenge in sales was that I always thought sales was like, geek or it was a hidden agenda, whatever case is.
12:11.595 --> 12:15.718
[SPEAKER_03]: I'm like, dang, when you get to learn more about what you're doing, of course, it's a process behind everything.
12:15.778 --> 12:24.425
[SPEAKER_03]: But the way you carry yourself is that you, you focus on the problem, see the people, you understand the people, read that book.
12:24.465 --> 12:25.846
[SPEAKER_03]: And as you continue to read the book,
12:26.449 --> 12:29.971
[SPEAKER_03]: Do you see any differences inside the book then what you're doing every day?
12:33.754 --> 12:38.217
[SPEAKER_00]: I think the, you know, when you go back to my business, right?
12:38.778 --> 12:53.928
[SPEAKER_00]: And the second rule of stratospheric success in the book is that you need the more that you want to earn basically the more people you need to serve.
12:55.972 --> 13:03.857
[SPEAKER_00]: And when you're doing that in a retail business, even though I have lots of clients, I'm pretty much with one at a time, right?
13:04.797 --> 13:12.041
[SPEAKER_00]: And so I don't have this product that I can stand out and send to a million people in lots.
13:12.982 --> 13:25.269
[SPEAKER_00]: So in order to become more successful, you really need to be in a position where you are necessarily the one providing the end product
13:26.153 --> 13:31.096
[SPEAKER_00]: you know, that transaction that are multiple people doing it multiple times on your behalf.
13:31.356 --> 13:32.816
[SPEAKER_00]: Because you only have to, you only have so much time in the day.
13:32.836 --> 13:33.837
[SPEAKER_00]: You only have so much time in the day.
13:34.017 --> 13:35.458
[SPEAKER_00]: You only have so much years in your life.
13:35.858 --> 13:38.739
[SPEAKER_00]: And you need other people to be able to help you do that.
13:39.800 --> 13:47.824
[SPEAKER_00]: So that's why another reason why I did the dumpster business because, you know, we have sixty five dumpsters.
13:48.504 --> 13:50.205
[SPEAKER_00]: They're out in the community.
13:50.225 --> 13:52.126
[SPEAKER_00]: My guys are awesome.
13:52.166 --> 13:55.648
[SPEAKER_00]: They deliver them, you know, that's what was called and pick them up when they're ready.
13:56.160 --> 13:57.120
[SPEAKER_00]: We pick up the phone.
13:58.141 --> 14:05.824
[SPEAKER_00]: If they need us to do something unique, we do our best to help them solve their problem, the same way it is in the car business.
14:06.284 --> 14:08.805
[SPEAKER_00]: And to them, that's a very novel thing.
14:09.826 --> 14:10.766
[SPEAKER_00]: Nobody ever does that.
14:10.866 --> 14:11.766
[SPEAKER_00]: Nobody picks up the phone.
14:11.806 --> 14:14.648
[SPEAKER_00]: Nobody offers the help and do these other kinds of things.
14:15.048 --> 14:17.749
[SPEAKER_00]: So we're providing value.
14:18.229 --> 14:25.172
[SPEAKER_00]: That makes our prices seem much less relative to what they receive.
14:25.637 --> 14:31.961
[SPEAKER_00]: Okay, so we're providing things of value that seed the price that they feel that way.
14:32.582 --> 14:35.864
[SPEAKER_00]: And as long as you do that, you're not negotiating on price.
14:35.884 --> 14:37.365
[SPEAKER_00]: You're not paying people to like you.
14:37.565 --> 14:49.254
[SPEAKER_00]: You're not doing all the things that they do with our business because they have a deficiency of providing value, whether it's the weighting, whether it's the approach, whether it's the mentality and the culture.
14:49.514 --> 14:53.917
[SPEAKER_00]: You know, what you thought sales was all about with still what it's about for many people.
14:54.803 --> 15:00.504
[SPEAKER_00]: And when a customer encounters that, they can sense a hidden agenda, they can sense that separation.
15:00.764 --> 15:04.105
[SPEAKER_00]: They can sense a lack of authenticity, right?
15:04.885 --> 15:19.988
[SPEAKER_00]: And when you say, I can have do all those things that make it feel great to put my hand on the fellow and I look in the mirror, you realize you can get to the same goal that you're trying to achieve.
15:20.228 --> 15:22.889
[SPEAKER_00]: You just have to have faith that doing the right things is going to get you there.
15:23.700 --> 15:27.421
[SPEAKER_00]: not only as well as you could of the other way, but of course, sustainable.
15:29.982 --> 15:30.362
[SPEAKER_03]: Okay.
15:30.642 --> 15:30.923
[SPEAKER_03]: Okay.
15:31.183 --> 15:42.207
[SPEAKER_03]: Well, what the idea I've learned, not only do I be in the school and go from the military to change the alpha and the home town, back to the, what, from San Diego, back to the home town.
15:42.407 --> 15:46.328
[SPEAKER_03]: I'm on town, back to here in Tampa, my home town's little or Arkansas.
15:46.981 --> 15:49.623
[SPEAKER_03]: There's things in trace that we take with us.
15:49.743 --> 15:50.744
[SPEAKER_03]: There's less than that.
15:50.804 --> 15:55.487
[SPEAKER_03]: We're going to always stay with us regardless of how old we get or we go in the place that we live.
15:55.507 --> 16:05.314
[SPEAKER_03]: And as you were an engineer, and you went to the retail space, and then you have it on business as far as the box plus, that's either right, right, that box plus.
16:06.555 --> 16:08.817
[SPEAKER_03]: Okay, red box plus, that's there.
16:08.857 --> 16:10.178
[SPEAKER_03]: Thank you very, very many.
16:11.078 --> 16:13.400
[SPEAKER_03]: Is there anything that you are
16:14.113 --> 16:17.414
[SPEAKER_03]: bring it from white industry to the day state is the same for all industries.
16:18.294 --> 16:25.577
[SPEAKER_00]: Yeah, it is that putting the customers interests first.
16:27.097 --> 16:29.338
[SPEAKER_00]: That's the same no matter what.
16:29.578 --> 16:36.581
[SPEAKER_00]: So at four, when I started an engineering, I started out in the more of a technical engine transmission.
16:38.102 --> 16:40.183
[SPEAKER_00]: engine calibration power train, things like that.
16:40.403 --> 16:47.406
[SPEAKER_00]: And then I moved into a total vehicle, moved into quality, reliability, testing, statistics, analysis, things like that.
16:47.866 --> 16:53.609
[SPEAKER_00]: And then I moved into total vehicle quality, which became a lot softer side of the business.
16:53.929 --> 17:06.434
[SPEAKER_00]: Because now you're trying to take what customers say about your product and convert it into things that engineers can get their hands off and do something.
17:07.525 --> 17:07.865
[SPEAKER_00]: Oh, great.
17:07.945 --> 17:08.385
[SPEAKER_00]: They want this.
17:08.445 --> 17:10.106
[SPEAKER_00]: I can change this setting, right?
17:10.146 --> 17:10.806
[SPEAKER_00]: Change the system.
17:10.826 --> 17:13.487
[SPEAKER_00]: And now it works the way customer wants.
17:13.827 --> 17:14.127
[SPEAKER_00]: Okay.
17:14.827 --> 17:16.968
[SPEAKER_00]: And some of those things are clear and some of them are now.
17:17.468 --> 17:19.628
[SPEAKER_00]: You know, somebody says, oh, the car is too fast.
17:19.848 --> 17:22.049
[SPEAKER_00]: Somebody says, oh, the car is not fast enough.
17:22.189 --> 17:24.130
[SPEAKER_00]: The car, the car breaks too hard.
17:24.150 --> 17:25.310
[SPEAKER_00]: Somebody says a break too soft.
17:25.590 --> 17:29.611
[SPEAKER_00]: So there's a lot of kind of benchmarking and intangible elements to that.
17:29.931 --> 17:36.833
[SPEAKER_00]: So when I got into that area of quality, you're the customer is
17:37.182 --> 17:39.263
[SPEAKER_00]: who you are prioritizing.
17:39.823 --> 17:40.124
[SPEAKER_00]: Okay.
17:40.744 --> 17:44.006
[SPEAKER_00]: So what I didn't know, but that was going to be on a retail.
17:44.646 --> 17:45.567
[SPEAKER_00]: You know, at that time.
17:46.227 --> 17:50.289
[SPEAKER_00]: I didn't know, I knew it was going to have a one day, but that was going to happen when I was seventy.
17:50.309 --> 17:53.331
[SPEAKER_00]: You know, well, I've kicked me out of the house, go do something.
17:53.671 --> 17:58.574
[SPEAKER_00]: So I put her on the block and saw some cars and be it, you know, across the old guy on the parking lot.
17:59.494 --> 18:02.076
[SPEAKER_00]: And did it at thirty five.
18:02.096 --> 18:05.958
[SPEAKER_00]: So that already I'm ready to do it now because I think that
18:06.823 --> 18:11.645
[SPEAKER_00]: I wanted to be in charge of my own destiny, I wanted to be in charge of my own earnings.
18:12.586 --> 18:17.708
[SPEAKER_00]: I hadn't read the go-giver to know that that was going to be a lot on one arrangement for the earnings.
18:19.209 --> 18:20.810
[SPEAKER_00]: So it became a lot of hours.
18:21.650 --> 18:27.473
[SPEAKER_00]: And when you like it, when you enjoy it, it doesn't feel like work.
18:29.054 --> 18:33.256
[SPEAKER_00]: So part of me starting to business is when I started to feel like work.
18:33.956 --> 18:36.177
[SPEAKER_00]: So that's when, you know,
18:36.855 --> 18:41.617
[SPEAKER_00]: pulled everything together and said, right now, how do we take all of this stuff and turn it into something else?
18:44.418 --> 18:59.063
[SPEAKER_03]: Okay, so I want to go off-screw just a little bit and one off-screw this because one, you just brought it up and how your spin is not only tied into one industry, you're literally carrying everything into one, ages getting better with time.
18:59.763 --> 19:02.704
[SPEAKER_03]: That would go off-screw and so I want to roleplay with you.
19:03.184 --> 19:04.745
[SPEAKER_03]: Okay, so I come to you and
19:05.411 --> 19:07.212
[SPEAKER_03]: This scenario is day, I'll come and see you.
19:07.252 --> 19:09.194
[SPEAKER_03]: I want to get into the dumpster industry.
19:09.674 --> 19:09.934
[SPEAKER_03]: Okay.
19:10.355 --> 19:15.598
[SPEAKER_03]: And I'm working a not a five, but I'm afraid to take that leap of faith for myself.
19:16.779 --> 19:17.900
[SPEAKER_03]: Let's play this scenario out.
19:17.960 --> 19:19.041
[SPEAKER_03]: What advice would you give me?
19:19.061 --> 19:21.883
[SPEAKER_03]: How would you, like, advise me in this situation?
19:22.723 --> 19:25.085
[SPEAKER_00]: First thing I would ask you is what you asked me.
19:25.906 --> 19:27.046
[SPEAKER_00]: Why the dumpster industry?
19:28.928 --> 19:29.628
[SPEAKER_00]: All right.
19:29.688 --> 19:30.029
[SPEAKER_00]: Okay.
19:30.089 --> 19:34.712
[SPEAKER_00]: So why are you picking that for yourself versus other things?
19:36.227 --> 19:37.568
[SPEAKER_00]: that are out there, right?
19:38.388 --> 19:43.891
[SPEAKER_00]: And then you would go, like we're doing today, and you would tell me why you felt that the dumpster industry is right for you.
19:44.151 --> 19:51.456
[SPEAKER_00]: I had my barriers to entry, my, you know, brick and mortar can't be outsourced.
19:51.836 --> 19:53.697
[SPEAKER_00]: Well, HR, high barriers, general.
19:53.917 --> 19:56.038
[SPEAKER_00]: Those were my requirements for buying a bit.
19:56.478 --> 19:57.779
[SPEAKER_00]: Years might be totally different.
19:58.199 --> 20:02.582
[SPEAKER_00]: So for me to give you advice, I need to know what your motivations are for doing.
20:02.602 --> 20:03.482
[SPEAKER_00]: I do it.
20:05.371 --> 20:06.252
[SPEAKER_00]: All right, so why?
20:06.332 --> 20:10.954
[SPEAKER_00]: So tell me why would you want to go into the don't you?
20:11.635 --> 20:13.036
[SPEAKER_03]: That is a great question day.
20:13.076 --> 20:18.319
[SPEAKER_03]: I think why I want to go into the don'ts the business looking for just like you low barrier.
20:18.799 --> 20:25.003
[SPEAKER_03]: Don't have as much time to really hire employees and working employees, main employees and so forth.
20:25.183 --> 20:33.608
[SPEAKER_03]: Something that's not going to really take too much time when I know I will have to put time to it just not the time plus the labor plus everything else.
20:34.008 --> 20:34.208
[SPEAKER_00]: Right.
20:35.975 --> 20:41.798
[SPEAKER_00]: If you are looking to leverage your time, you would need as an owner to be somewhat of a hands-off owner.
20:43.639 --> 20:48.041
[SPEAKER_00]: So based on the amount of time, you have to decide who's going to run the day-to-day.
20:49.042 --> 20:50.042
[SPEAKER_00]: Who's going to drive the truck?
20:51.223 --> 20:54.204
[SPEAKER_00]: So I'm going to do the bookkeeping.
20:54.945 --> 21:02.448
[SPEAKER_00]: Who's going to provide the various services you need where you're going to rent the property to this story or items.
21:02.628 --> 21:04.890
[SPEAKER_00]: So there's a lot of considerations that go into it.
21:06.109 --> 21:08.151
[SPEAKER_00]: many of which require money.
21:10.012 --> 21:10.192
[SPEAKER_00]: Right.
21:10.372 --> 21:20.219
[SPEAKER_00]: So if you have, if your time is valuable, and you're trying, and free up time, it's a cost a lot of money.
21:20.840 --> 21:24.583
[SPEAKER_00]: So I would say review, it says, do you know how much a dumpster cost?
21:24.623 --> 21:27.445
[SPEAKER_00]: Do you mean what's going on?
21:27.465 --> 21:27.605
[SPEAKER_00]: Okay.
21:27.645 --> 21:30.227
[SPEAKER_00]: So a dumpster is between five and eight thousand dollars.
21:30.747 --> 21:31.047
[SPEAKER_01]: Okay.
21:31.588 --> 21:34.830
[SPEAKER_00]: So you can get one, two, or three dumpsters, right?
21:35.089 --> 21:38.470
[SPEAKER_00]: You can pay twenty five thousand dollars thirty thousand dollars for those youngsters.
21:38.950 --> 21:43.411
[SPEAKER_00]: Now you're competing with everybody who can afford twenty five thousand dollars.
21:44.471 --> 21:46.571
[SPEAKER_00]: And is willing to drive the truck themselves.
21:47.652 --> 21:50.832
[SPEAKER_00]: And is, you know, and has all the other resources in place.
21:51.332 --> 21:53.633
[SPEAKER_00]: Not just the dogs are what the truck, you know what the truck is.
21:55.733 --> 21:59.234
[SPEAKER_00]: A truck is two hundred thousand dollars to two hundred fifty thousand dollars.
21:59.594 --> 22:03.055
[SPEAKER_00]: So now you're into the business for two hundred
22:04.215 --> 22:12.379
[SPEAKER_00]: between two and three hundred thousand dollars to start your own dumpster company with a handful of trucks or handful of dumpsters in the truck.
22:12.699 --> 22:16.681
[SPEAKER_00]: You can get news trucks, but then who's going to work on it?
22:16.721 --> 22:24.725
[SPEAKER_00]: So you need to sometimes you can learn, but it's better like you're doing that someone who's doing it and just understand all those things.
22:24.745 --> 22:29.827
[SPEAKER_00]: You might come in and say great, I've got a rich uncle who's going to give me a million dollars
22:30.397 --> 22:31.858
[SPEAKER_00]: And I'm going to start this business.
22:32.098 --> 22:34.499
[SPEAKER_00]: And I got my friend Dave, and he's going to tell me about these things.
22:34.559 --> 22:40.742
[SPEAKER_00]: And I got my other my other friend Sheila, she's going to tell me how to do this other thing.
22:40.762 --> 22:41.682
[SPEAKER_00]: She knows a bookkeeper.
22:41.962 --> 22:46.604
[SPEAKER_00]: So you create that infrastructure before you get started.
22:49.125 --> 22:51.747
[SPEAKER_03]: OK, you make it look easy.
22:52.247 --> 22:53.807
[SPEAKER_00]: Well, it's a franchise.
22:53.907 --> 22:55.028
[SPEAKER_00]: OK, this is a franchise.
22:55.508 --> 22:58.630
[SPEAKER_00]: So it costs more than it might have had.
22:58.670 --> 22:59.530
[SPEAKER_00]: I got it on my own.
23:00.053 --> 23:01.434
[SPEAKER_00]: But I wasn't inventing the wheel.
23:02.674 --> 23:09.237
[SPEAKER_00]: We never really want to reinvent the wheel unless you have a wheel that nobody's invented before.
23:11.458 --> 23:14.659
[SPEAKER_00]: So that was the benefit of doing franchise.
23:14.859 --> 23:16.320
[SPEAKER_00]: There was a structure in place.
23:17.140 --> 23:21.102
[SPEAKER_00]: I just had to put the legals in the spots.
23:22.723 --> 23:28.305
[SPEAKER_03]: I recently learned about franchise in the, I think I had nothing, what I had, I just produced in place.
23:29.542 --> 23:56.353
[SPEAKER_03]: Like the franchise model and now that I'm at the beginning phase of me starting my being my podcast business It's a lot challenges a lot difficult because I have to learn everything I have to put the puzzles together and so on so forth Which I don't mind because I'm learning on the go and everything I'm learning is learning a lot faster on the contrary The franchise model and how you were able to I already buy and exist the business.
23:56.693 --> 23:58.134
[SPEAKER_03]: Oh should not be the day I was like a
23:59.270 --> 24:00.051
[SPEAKER_03]: My name is Bayesian.
24:00.111 --> 24:02.152
[SPEAKER_03]: I'm getting, I'm not starting from the ground though.
24:02.252 --> 24:04.294
[SPEAKER_03]: I'm gonna buy Bayesian and so on and so forth.
24:04.694 --> 24:07.316
[SPEAKER_03]: And so learning the importance of it.
24:07.696 --> 24:18.664
[SPEAKER_03]: How did you understand that you, if you buy it to the existing thing that's already there and existing Bayesian is there, how did you recognize that you're moving stress from yourself?
24:19.085 --> 24:23.628
[SPEAKER_00]: Well, even though it's a franchise, I did not buy an existing one.
24:25.890 --> 24:26.430
[SPEAKER_00]: Where did you start?
24:27.531 --> 24:28.792
[SPEAKER_00]: It was not a franchise.
24:29.276 --> 24:31.518
[SPEAKER_00]: had multiple locations, but not rocking.
24:32.778 --> 24:34.059
[SPEAKER_01]: Okay, okay.
24:34.099 --> 24:41.684
[SPEAKER_00]: There was a franchise who had a red box of business in Tampa.
24:42.725 --> 24:44.086
[SPEAKER_00]: He did not succeed at it.
24:46.567 --> 24:49.970
[SPEAKER_00]: Mostly because of the choices he made and how we went about doing things.
24:50.750 --> 24:57.935
[SPEAKER_00]: So they took that away from him, but it left a negative kind of flavor
24:58.847 --> 25:04.869
[SPEAKER_00]: amongst some of the customers in the area of the Red Box plus dumpster brand.
25:05.490 --> 25:20.856
[SPEAKER_00]: So when I purchased my territories, I made sure to avoid the ones that he was in, kind of left them open, so that I could cultivate them over time by establishing a relationship on our own, separate.
25:21.436 --> 25:27.218
[SPEAKER_00]: So, separate names, separate files from the Mary, Mary, a focus on doing that.
25:27.768 --> 25:34.672
[SPEAKER_00]: So I did start from scratch, but I had the playbook of the franchise.
25:35.092 --> 25:44.317
[SPEAKER_00]: I haven't looked at other ones that were established, but the demographics, the geographic were in areas that I didn't have a network.
25:46.258 --> 25:51.541
[SPEAKER_00]: So that's, you know, I wanted my franchise in Naples.
25:51.961 --> 25:54.222
[SPEAKER_00]: I don't know anybody in Naples and only three people in Naples.
25:54.523 --> 25:57.024
[SPEAKER_00]: You know, that's, and then I have to go three, four hours
25:57.408 --> 25:59.850
[SPEAKER_00]: Here, it's a fifteen-months from my house.
26:00.891 --> 26:04.214
[SPEAKER_00]: My territory covers my day job and covers my house.
26:04.674 --> 26:08.037
[SPEAKER_00]: And so I made sure that my territory covers where I live and where I work.
26:08.697 --> 26:13.561
[SPEAKER_00]: So that I always invested and engaged in the community where we're operating.
26:14.142 --> 26:22.829
[SPEAKER_00]: So I think that's another important thing that I had thought might be a good idea and discovered that in fact it was a good idea.
26:24.093 --> 26:25.333
[SPEAKER_03]: that is a great idea.
26:25.353 --> 26:28.814
[SPEAKER_03]: I had been a podcast with a gentleman named Will.
26:29.214 --> 26:33.275
[SPEAKER_03]: Now, he goes my field, but his name is William Crawford, I'm not mistaken.
26:34.356 --> 26:35.956
[SPEAKER_03]: And he says something similar like that.
26:36.016 --> 26:41.777
[SPEAKER_03]: He said that because he was a recruiter, he's a recruiter for his organization MCS.
26:41.837 --> 26:43.858
[SPEAKER_03]: I forgot what MCS stands for.
26:45.598 --> 26:52.240
[SPEAKER_03]: He was a lot challenging to network when you're in different states in different locations in different areas where
26:52.936 --> 26:57.380
[SPEAKER_03]: If I'm in the same building with you, I can easily remember which is easy to build that relationship.
26:57.400 --> 27:01.663
[SPEAKER_03]: It was easy to establish that and when you said that, it gave me a different perspective.
27:02.704 --> 27:03.905
[SPEAKER_03]: That's crazy.
27:04.525 --> 27:12.391
[SPEAKER_03]: Even though it sounds simple, it removes us trying to be everywhere, which is being one particular place.
27:13.072 --> 27:15.634
[SPEAKER_00]: Well, when you think about college, right?
27:17.215 --> 27:20.518
[SPEAKER_00]: And let's say go to college, right?
27:20.878 --> 27:21.939
[SPEAKER_00]: So you go away to college,
27:22.441 --> 27:23.582
[SPEAKER_00]: can you learn some skills?
27:23.602 --> 27:24.482
[SPEAKER_00]: And there's what people do.
27:24.522 --> 27:25.383
[SPEAKER_00]: They live in other countries.
27:25.403 --> 27:26.643
[SPEAKER_00]: They come to college in the next stage.
27:26.823 --> 27:32.627
[SPEAKER_00]: And they take a little bit of knowledge and they go back home, where they know the people, where they know the things, where they know the stuff.
27:33.867 --> 27:34.808
[SPEAKER_00]: Some people stay.
27:34.828 --> 27:36.429
[SPEAKER_00]: A lot of people came to Florida.
27:36.449 --> 27:38.130
[SPEAKER_00]: They went to the US after they were left, right?
27:38.750 --> 27:41.672
[SPEAKER_00]: Because they established their, this was their new home.
27:42.332 --> 27:45.174
[SPEAKER_00]: But in most places, people go elsewhere.
27:45.714 --> 27:46.695
[SPEAKER_00]: They learn their skills.
27:48.015 --> 27:49.076
[SPEAKER_00]: And then they come back home.
27:52.175 --> 27:54.216
[SPEAKER_00]: And that's why you see a lot of graduates here.
27:54.476 --> 27:59.800
[SPEAKER_00]: They want to, they're the leaders, you know, on their symbols, you know, that's their, that's their, that's their jam, you know.
27:59.920 --> 28:10.347
[SPEAKER_00]: So they, they want to stay, you know, they leverage that network of people that they knew from college or that they share a college with and help them in their career.
28:10.427 --> 28:12.909
[SPEAKER_00]: They may not have intended it, but you see the difference.
28:14.871 --> 28:20.134
[SPEAKER_03]: The way you just put it was well put, you're, you're a great storyteller.
28:21.318 --> 28:23.740
[SPEAKER_03]: from your day.
28:24.700 --> 28:29.063
[SPEAKER_03]: And also, because there's a book called Who Spooked Something.
28:29.463 --> 28:32.785
[SPEAKER_03]: It was about when a black guy was in a small town.
28:32.846 --> 28:34.867
[SPEAKER_03]: He went to like join the CIA.
28:35.387 --> 28:42.992
[SPEAKER_03]: He learned how to be a CIA agent of the trace of the secrets and how to fight, how to, how to, how to, uh, protect themselves also for anything.
28:43.052 --> 28:45.594
[SPEAKER_03]: All that information, it brought it back home.
28:46.094 --> 28:48.175
[SPEAKER_03]: And I was like, oh, there's crazy.
28:48.195 --> 28:48.896
[SPEAKER_03]: You learn something.
28:49.249 --> 28:51.209
[SPEAKER_03]: you go back home and then educate everything.
28:51.929 --> 28:55.210
[SPEAKER_03]: And so with robots, pull us, don't stay.
28:56.910 --> 28:58.591
[SPEAKER_03]: Was it your biggest failure so far?
29:03.151 --> 29:13.693
[SPEAKER_00]: I would say, probably the same failure I've had since the beginning.
29:14.213 --> 29:17.454
[SPEAKER_00]: Since I started in retail, it's work life balance.
29:19.371 --> 29:36.955
[SPEAKER_00]: You know, that's my biggest area of weakness is, you know, you treat something like your own and you work it to the extreme and to the exclusion of your, you know, your family, your life.
29:36.975 --> 29:40.455
[SPEAKER_00]: You're thinking that fortunately my life is a saint.
29:40.755 --> 29:42.736
[SPEAKER_00]: She's, you know, we've been together for thirty years.
29:42.776 --> 29:43.476
[SPEAKER_00]: She stopped with me.
29:43.896 --> 29:45.616
[SPEAKER_00]: My kids turned out well.
29:46.216 --> 29:48.277
[SPEAKER_00]: They, you know,
29:49.665 --> 29:50.565
[SPEAKER_00]: kind of understand me.
29:51.145 --> 29:56.747
[SPEAKER_00]: I shouldn't have been there more as they were growing up in my line at the tile, like I'm providing for them.
29:56.767 --> 29:59.228
[SPEAKER_00]: I'm not going to stay all I can do this, I can do that.
29:59.588 --> 30:04.169
[SPEAKER_00]: But I can always think in the back of your mind, you know, you couldn't have done more, you couldn't have done more.
30:04.810 --> 30:09.851
[SPEAKER_00]: So for me, a failure, there's two kinds of failures, right?
30:10.151 --> 30:14.293
[SPEAKER_00]: There's the failure that you can recover from.
30:14.313 --> 30:18.634
[SPEAKER_00]: And there's the failure that the weakness of failure you can't, you know.
30:18.929 --> 30:23.935
[SPEAKER_00]: It's like Kryptonite, you know, Kryptonite will always be Superman's family, right?
30:24.195 --> 30:26.598
[SPEAKER_00]: There's not some day where he's going to be immune to Kryptonite.
30:27.098 --> 30:27.279
[SPEAKER_00]: Okay.
30:27.739 --> 30:30.742
[SPEAKER_00]: So I think everybody has their own Kryptonite, right?
30:30.923 --> 30:32.024
[SPEAKER_00]: And everything else you can over come.
30:35.448 --> 30:35.788
[SPEAKER_03]: Okay.
30:35.808 --> 30:39.793
[SPEAKER_03]: So with the, because I understand that work live balance, it is definitely hard to
30:40.573 --> 30:43.554
[SPEAKER_03]: Quick time towards everything yourself, your relationship.
30:43.594 --> 30:47.756
[SPEAKER_03]: We don't have cages yet, but your kids, your career, your future, your business.
30:47.856 --> 30:50.117
[SPEAKER_03]: There's so many different factors that you have to consider.
30:50.557 --> 31:01.461
[SPEAKER_03]: And all of the time, it's more so like, my given enough time here, my given enough time there, my given enough time just everywhere, and then I need to give time it.
31:02.202 --> 31:08.184
[SPEAKER_03]: And how did you learn how to work with the failure rather than let the failure work against you?
31:12.183 --> 31:28.794
[SPEAKER_00]: Sleep less, try to compartmentalize things, so the best of my ability to work that great, but try and schedule, you know, trying to hear who was getting, try to put things, so there's certain things, I ball.
31:29.194 --> 31:34.378
[SPEAKER_00]: That's Wednesday night during the winter, and that's three to four hours.
31:34.738 --> 31:36.720
[SPEAKER_00]: That, are immovable.
31:38.801 --> 31:41.643
[SPEAKER_00]: I have, you know, workout Wednesday and Sunday,
31:42.892 --> 31:51.158
[SPEAKER_00]: I have a trainer that I work with on each day that keeps me in line.
31:51.438 --> 31:55.401
[SPEAKER_00]: So I'm making sure that I'm not wasting that time.
31:55.881 --> 32:00.064
[SPEAKER_00]: Make sure that even if I don't push myself, they're going to kick my mouth.
32:00.505 --> 32:09.511
[SPEAKER_00]: So it's really saying if you're going to do something, make sure you're as efficient and as effective as possible with what you're doing.
32:12.208 --> 32:14.970
[SPEAKER_03]: Is that your, your engineer background speaking?
32:15.050 --> 32:17.251
[SPEAKER_03]: Is that your retail background speaking?
32:18.412 --> 32:27.517
[SPEAKER_00]: Oh, is that really, you know, we'll call it process optimization and call it time management.
32:28.878 --> 32:31.960
[SPEAKER_00]: It's a little of everything, but I think it's starting from engineering.
32:32.440 --> 32:33.721
[SPEAKER_00]: You know, you have a process.
32:34.181 --> 32:37.043
[SPEAKER_00]: It has a certain number of resources that go in.
32:37.323 --> 32:40.505
[SPEAKER_00]: It has a certain number of things that it fits out.
32:40.952 --> 32:48.899
[SPEAKER_00]: And you want to make sure that what's in between is as efficient as it can be, you know, cost effective and high effective as it can be.
32:49.440 --> 32:52.983
[SPEAKER_00]: So that's you start applying that to other things in your life.
32:54.884 --> 32:59.869
[SPEAKER_00]: It doesn't work for most things, but then you get to the subjective things, the kids and the stuff and you really can't measure that.
32:59.969 --> 33:02.551
[SPEAKER_00]: You've got to say, you know what, I've got to put this type of site.
33:02.791 --> 33:04.313
[SPEAKER_00]: I don't make sure I go over this event.
33:04.573 --> 33:06.835
[SPEAKER_00]: I want to make sure I take the Disney on their
33:07.332 --> 33:10.814
[SPEAKER_00]: kind of, you know, you want to make sure that they're pretty important things.
33:11.314 --> 33:13.775
[SPEAKER_00]: So try and block those off the question here.
33:15.356 --> 33:29.644
[SPEAKER_03]: That's an interesting one one one one one thing that really stuck out to me, mind if you're, you know, your expertise, the way you communicate with your cousin the way you just be there and your prison, was that you said that your daughter was working the same industry that you was working.
33:30.444 --> 33:32.585
[SPEAKER_03]: And when I heard that, I said, wow, that's crazy.
33:32.946 --> 33:35.387
[SPEAKER_03]: Like, when it was a call, uh,
33:36.026 --> 33:40.788
[SPEAKER_03]: Like it's kind of like you're planning to see within as you're doing the work as you're doing everything.
33:41.528 --> 33:45.230
[SPEAKER_03]: People in your kids who just watch and then they start doing what you are doing.
33:45.790 --> 33:46.450
[SPEAKER_03]: Yeah.
33:46.470 --> 33:52.593
[SPEAKER_03]: When she started to be in the same industry that you were in, how did that give you motivation?
33:53.273 --> 33:56.254
[SPEAKER_00]: Well, for her, it was really time.
33:57.755 --> 34:02.317
[SPEAKER_00]: So with my kids and with my, some of my customers,
34:02.805 --> 34:10.249
[SPEAKER_00]: customers, so if they're looking for a job with something, you know, I try it because I know people I try to help match them up.
34:10.890 --> 34:17.614
[SPEAKER_00]: So with my daughter, she was looking for something she could do in the evenings because she has her grandson.
34:18.534 --> 34:22.396
[SPEAKER_00]: And being passionate as if the day her was pretty easy.
34:22.717 --> 34:24.618
[SPEAKER_00]: I don't think she's going to continue on with that.
34:24.798 --> 34:27.619
[SPEAKER_00]: She's got her degree in the environmental biology.
34:28.040 --> 34:32.002
[SPEAKER_00]: So she'll be probably going on to something else when the time
34:32.605 --> 34:33.266
[SPEAKER_00]: presents itself.
34:33.966 --> 34:44.395
[SPEAKER_00]: But, you know, having her, well, when she grew up with us, we had her events, so we had breakfast with Santa, and then we had my first, first Saturday, every December.
34:45.075 --> 34:53.322
[SPEAKER_00]: So she went there, she would go, sit on Santa Santa's lap, have to do the face painting, do all the stuff we did for her whole life.
34:53.822 --> 34:57.205
[SPEAKER_00]: Yeah, so that's where she was very comfortable in that part.
34:58.386 --> 35:00.448
[SPEAKER_00]: That's where Daddy marks.
35:00.568 --> 35:01.809
[SPEAKER_00]: She's okay with her, she's familiar.
35:02.507 --> 35:03.567
[SPEAKER_00]: So it was pretty easy.
35:04.527 --> 35:07.628
[SPEAKER_00]: As far as places they go from a part-time gig to do that.
35:08.448 --> 35:11.349
[SPEAKER_00]: My son, San Bernard, I was an engineer.
35:11.869 --> 35:15.170
[SPEAKER_00]: Obviously, he said, oh my dad's an engineer, I should be one there.
35:16.810 --> 35:18.890
[SPEAKER_00]: So that's what he said.
35:18.930 --> 35:20.951
[SPEAKER_00]: He's a mechanical engineer from the USF.
35:21.971 --> 35:24.051
[SPEAKER_00]: Then my third one, my MSG's in copper.
35:24.112 --> 35:25.412
[SPEAKER_00]: So I don't know where he's done.
35:27.672 --> 35:31.053
[SPEAKER_00]: Yeah, it's good to see that they either
35:31.569 --> 35:40.155
[SPEAKER_00]: follow in my footsteps, you know, because I could stand and build it with my dad, you know, that would be a problem.
35:40.775 --> 35:42.576
[SPEAKER_00]: Or I don't want to do anything.
35:42.596 --> 35:44.598
[SPEAKER_00]: You know, that would be a problem.
35:44.978 --> 35:48.500
[SPEAKER_00]: So, so it means I didn't screw up.
35:48.620 --> 35:50.301
[SPEAKER_00]: It wasn't full correct.
35:53.283 --> 35:53.944
[SPEAKER_03]: You doing good.
35:53.984 --> 35:54.704
[SPEAKER_03]: You doing good.
35:54.904 --> 35:55.665
[SPEAKER_03]: You doing good.
35:56.325 --> 36:00.468
[SPEAKER_03]: So, so what is so you've been married for thirty years, thirty plus years, and of course,
36:00.979 --> 36:03.260
[SPEAKER_03]: to add it to a little work-life balance as well.
36:03.420 --> 36:08.462
[SPEAKER_03]: So how do you make time for you and your wife throughout the entire thirty years?
36:12.744 --> 36:19.347
[SPEAKER_00]: I've been gone so long that I think if I were home more, she probably would be really ticked me out.
36:19.527 --> 36:22.068
[SPEAKER_00]: If you look, I don't know for you.
36:22.188 --> 36:22.949
[SPEAKER_00]: That's enough of that.
36:23.509 --> 36:29.252
[SPEAKER_00]: So we have specific times that out every other Sunday.
36:29.572 --> 36:30.292
[SPEAKER_00]: We'll go out to Derek.
36:31.256 --> 36:35.998
[SPEAKER_00]: So in the alternating ones we go out with the kids and the grand side, we can participate.
36:36.398 --> 36:43.120
[SPEAKER_00]: So that was something we learned was important because we worked together every night having dinner, but this way once a week we are.
36:43.480 --> 36:45.221
[SPEAKER_00]: So that's what we do as family.
36:45.341 --> 36:47.722
[SPEAKER_00]: We alternate us as, you know, as a couple.
36:47.962 --> 36:50.703
[SPEAKER_00]: So we have our date night and we are with that's important.
36:51.563 --> 37:00.486
[SPEAKER_00]: And, but like with customers, when we start off understanding each other's needs,
37:01.020 --> 37:04.602
[SPEAKER_00]: and you understand each other's goals.
37:06.763 --> 37:16.227
[SPEAKER_00]: Doesn't mean I'll try to be a daughter crazy, but when you agree on the big things, it takes care of the rest of your career.
37:16.427 --> 37:22.170
[SPEAKER_00]: You have a lot of people, they get together, totally different goals in my totally different direction.
37:22.770 --> 37:25.591
[SPEAKER_00]: Her father and my wife was a little more traditional.
37:25.731 --> 37:27.872
[SPEAKER_00]: They had her for a month's date of home and her traditional.
37:28.192 --> 37:29.493
[SPEAKER_00]: So that kind of arrangement,
37:30.590 --> 37:39.957
[SPEAKER_00]: was okay for, she worked for ten, fifteen years before we got married later, ten or fifteen years before we had our child.
37:40.577 --> 37:42.258
[SPEAKER_00]: So, we got married in our son.
37:42.679 --> 37:51.325
[SPEAKER_00]: So, she didn't feel like she didn't get a chance to experience a career in their education and so far.
37:51.385 --> 37:58.890
[SPEAKER_00]: So, that hot, if she said, I want to be a, I want to be out there pursuing my career,
38:00.780 --> 38:02.041
[SPEAKER_00]: It may have gone in a different direction.
38:02.701 --> 38:05.823
[SPEAKER_00]: You know, when we had the per child, we decided mutually.
38:05.843 --> 38:06.843
[SPEAKER_00]: It was okay for her.
38:07.564 --> 38:09.265
[SPEAKER_00]: It was scary for me.
38:10.425 --> 38:11.686
[SPEAKER_00]: And I'm going to be on it.
38:12.006 --> 38:12.526
[SPEAKER_00]: Thank you.
38:13.767 --> 38:14.387
[SPEAKER_00]: But we made it.
38:14.407 --> 38:15.227
[SPEAKER_00]: You know, we made the work.
38:15.528 --> 38:17.589
[SPEAKER_00]: So that helped a lot.
38:17.929 --> 38:21.130
[SPEAKER_00]: So on every level, we seemed to agree on the big.
38:21.150 --> 38:23.131
[SPEAKER_03]: Hmm.
38:23.151 --> 38:23.531
[SPEAKER_03]: Okay.
38:23.852 --> 38:26.133
[SPEAKER_03]: For three of bots, plus dumpsters.
38:27.126 --> 38:32.207
[SPEAKER_03]: It seemed like that you're able to adjust quickly and adapt quickly.
38:32.447 --> 38:36.848
[SPEAKER_03]: And not that it was going to around you, stops the bigger picture.
38:37.468 --> 38:44.310
[SPEAKER_03]: Is that it because you have a better understanding of where you are going, or you only, or you focus on today, so you can get to where you're going.
38:46.270 --> 38:52.712
[SPEAKER_00]: There's a little bit of the urgency and the important that you try to keep an eye on.
38:53.132 --> 38:56.913
[SPEAKER_00]: But if you have a plan, so for my sales,
38:57.556 --> 39:01.018
[SPEAKER_00]: for my own, for the cars, for my hours.
39:01.518 --> 39:02.639
[SPEAKER_00]: I have a plan.
39:02.999 --> 39:04.600
[SPEAKER_00]: I show you what that looked like.
39:05.341 --> 39:10.144
[SPEAKER_00]: And it's basically a spreadsheet and it says where I expect to be at a certain point in time.
39:11.525 --> 39:17.748
[SPEAKER_00]: So I don't need to worry about figuring out where I'm supposed to be at any point in time.
39:18.449 --> 39:21.210
[SPEAKER_00]: I am exactly right at every point in time.
39:22.992 --> 39:25.373
[SPEAKER_00]: So now I'm just moving along that timeline.
39:26.773 --> 39:31.994
[SPEAKER_00]: achieving and doing the best that I can in that moment knowing where it's going to put me.
39:33.095 --> 39:42.397
[SPEAKER_00]: So with the business, I have a business plan, I have a growth goal, and I don't have to recreate that and say, oh, where am I?
39:42.417 --> 39:43.957
[SPEAKER_00]: I'm going to have enough to pay my bills.
39:43.997 --> 39:51.279
[SPEAKER_00]: You know, you can't, you can't be surprised every time you have a performance review, right?
39:51.779 --> 39:55.500
[SPEAKER_00]: Most salespeople, they go into their monthly review.
39:56.382 --> 39:58.322
[SPEAKER_00]: They have no idea that the closing percentages.
39:58.622 --> 40:01.143
[SPEAKER_00]: They have no idea what the opportunities they have.
40:01.703 --> 40:03.543
[SPEAKER_00]: They have no idea where they are here today.
40:03.683 --> 40:06.124
[SPEAKER_00]: They have absolutely no idea of any of that.
40:06.664 --> 40:07.004
[UNKNOWN]: Okay.
40:07.844 --> 40:12.445
[SPEAKER_00]: When I go into my performance, my management isn't reviewing my performance.
40:12.545 --> 40:14.805
[SPEAKER_00]: I'm reviewing my performance with my manager.
40:16.746 --> 40:25.247
[SPEAKER_00]: And that's what makes you an individual who's in a position to run a business
40:26.291 --> 40:26.872
[SPEAKER_00]: versus now.
40:30.635 --> 40:31.075
[SPEAKER_03]: Okay.
40:31.255 --> 40:31.796
[SPEAKER_03]: Wow.
40:31.896 --> 40:32.196
[SPEAKER_03]: That was.
40:33.417 --> 40:40.203
[SPEAKER_03]: Now now, okay, looking at when you show me the, what is the call here?
40:40.683 --> 40:45.167
[SPEAKER_03]: When you pull up your first customer and then you show me like you haven't from you, you, you, you, you, I'll say it.
40:45.447 --> 40:46.448
[SPEAKER_03]: It's crazy.
40:46.728 --> 40:49.771
[SPEAKER_03]: And it like how you just say that they're not looking at my performance.
40:49.791 --> 40:52.113
[SPEAKER_03]: We're looking at together because you're intentional.
40:52.133 --> 40:53.013
[SPEAKER_03]: You're looking at the nose.
40:53.053 --> 40:53.654
[SPEAKER_03]: You're looking at the
40:54.168 --> 41:03.192
[SPEAKER_03]: of percentage, you're looking at everything and it now makes sense of why you think the way you do because you're tracking and documenting everything.
41:04.713 --> 41:06.333
[SPEAKER_00]: So it's not a surprise, right?
41:07.674 --> 41:15.117
[SPEAKER_00]: That's one surprise or not good when it comes to your own success.
41:15.517 --> 41:16.558
[SPEAKER_00]: You don't want to be surprised.
41:16.938 --> 41:18.359
[SPEAKER_00]: You want to be happy, right?
41:19.019 --> 41:21.420
[SPEAKER_00]: You want to be appreciative
41:22.012 --> 41:22.913
[SPEAKER_00]: You want to stay humble.
41:23.273 --> 41:30.978
[SPEAKER_00]: You want to be, you know, you want to feel good about yourself and be able to celebrate the victories.
41:31.558 --> 41:33.900
[SPEAKER_00]: But you don't want it to be a surprise.
41:35.781 --> 41:35.921
[SPEAKER_00]: Yeah.
41:35.981 --> 41:38.463
[SPEAKER_00]: If you do all the right things, you should get the right results.
41:38.743 --> 41:40.444
[SPEAKER_00]: You know, always get the right results.
41:40.864 --> 41:42.885
[SPEAKER_00]: But if you do all the right things, you get the right results.
41:43.105 --> 41:44.807
[SPEAKER_00]: It shouldn't be a surprise, right?
41:46.868 --> 41:48.049
[SPEAKER_00]: You should be happy that it worked.
41:48.469 --> 41:50.050
[SPEAKER_00]: You should appreciate that.
41:50.634 --> 41:54.457
[SPEAKER_00]: You know, you were actually didn't come in and screw things up, right?
41:56.939 --> 41:59.641
[SPEAKER_00]: That's what happens when you say it, when you're in tension, right?
42:00.822 --> 42:11.509
[SPEAKER_00]: So that's where, that's where I felt like we're on my own thing, you know, where I was in charge of my own performance.
42:11.569 --> 42:13.751
[SPEAKER_00]: I wasn't letting the organization dictate to me.
42:17.574 --> 42:19.235
[SPEAKER_03]: Okay, I know you know,
42:19.634 --> 42:20.895
[SPEAKER_03]: It's an experience of time.
42:21.415 --> 42:22.396
[SPEAKER_03]: It's completely different.
42:22.436 --> 42:29.641
[SPEAKER_03]: However, you're experiencing the way you show me that and the way you just say that you're your success and not being surprised.
42:29.681 --> 42:31.463
[SPEAKER_03]: You should not be surprised that I was happening.
42:32.464 --> 42:34.385
[SPEAKER_03]: Would you start to track in numbers?
42:34.405 --> 42:35.966
[SPEAKER_03]: Did you see the difference in your performance?
42:38.328 --> 42:40.490
[SPEAKER_00]: I didn't track them to observe.
42:42.391 --> 42:45.213
[SPEAKER_00]: I tracked them to hop them up.
42:48.175 --> 42:48.415
[SPEAKER_02]: Right.
42:49.830 --> 42:52.091
[SPEAKER_00]: In the beginning, I tracked him to set a baseline.
42:53.251 --> 42:54.231
[SPEAKER_00]: But at that point, it's easy.
42:54.671 --> 42:56.932
[SPEAKER_00]: How many cars did I sell over this period of time?
42:59.092 --> 43:01.733
[SPEAKER_00]: How much did I earn based on that number of sales?
43:02.653 --> 43:07.134
[SPEAKER_00]: And didn't have to start looking at repeats and referrals and things like that.
43:07.234 --> 43:10.195
[SPEAKER_00]: I had some, but hadn't measured them.
43:11.755 --> 43:13.216
[SPEAKER_00]: He didn't quantify it at that point.
43:14.456 --> 43:17.617
[SPEAKER_00]: As I went to the next year, it was actually within
43:20.346 --> 43:20.706
[SPEAKER_00]: a year.
43:21.687 --> 43:22.868
[SPEAKER_00]: So, okay, now I got my baseline.
43:23.969 --> 43:30.214
[SPEAKER_00]: Let me come up with a system to identify all the things that went into creating these results I've already had, right?
43:31.155 --> 43:37.741
[SPEAKER_00]: And where are the important things that I believe I can improve upon and how much do I think they're worth?
43:39.102 --> 43:44.466
[SPEAKER_00]: So, I try to optimize each step to improve the output.
43:44.887 --> 43:45.207
[SPEAKER_00]: Okay.
43:46.188 --> 43:46.348
[SPEAKER_00]: So,
43:46.945 --> 44:06.073
[SPEAKER_00]: If you look at any process, and I talked about the goal, which I think you're going to read, theory of constraints, you know, in any process or system, there's some element that is like a gate that a certain number of things can go through, that when that gate is open, stuff happens, when that gate is closed, stuff doesn't happen.
44:06.594 --> 44:07.554
[SPEAKER_00]: The whole is made larger.
44:07.574 --> 44:09.995
[SPEAKER_00]: You're going to have more output, and the whole of it is all you're going to have.
44:10.115 --> 44:11.516
[SPEAKER_00]: That's your kind of critical thing.
44:12.596 --> 44:16.238
[SPEAKER_00]: In selling, there are multiple critical things based on
44:16.750 --> 44:22.412
[SPEAKER_00]: what kind of client you have, the source of the client, you know, the nature of your interaction, things like that.
44:22.912 --> 44:40.496
[SPEAKER_00]: So if I identified what I needed to do for each, and then where I felt that, I could do better, and I waited them, and it came together, and I said, I should sell, thirteen percent more vehicles next year because I'm improving these things on my way to, and it happened to come together, right?
44:41.497 --> 44:45.078
[SPEAKER_00]: So I did it again when I did it again, and you know, so I kept doing it.
44:47.665 --> 44:51.128
[SPEAKER_00]: the system work.
44:52.349 --> 44:54.631
[SPEAKER_00]: So I applied it to the whole organization.
44:54.651 --> 44:59.274
[SPEAKER_00]: I was able to predict from the eight franchises, how many vehicles we would sell in a year.
45:00.315 --> 45:01.997
[SPEAKER_00]: And I was within like three cars.
45:03.478 --> 45:08.482
[SPEAKER_00]: So they paid me to do the projection with the thing and the stuff.
45:09.503 --> 45:13.186
[SPEAKER_00]: So I didn't get to optimize it.
45:13.326 --> 45:14.447
[SPEAKER_00]: They just asked me to predict it.
45:16.477 --> 45:20.258
[SPEAKER_00]: It was like my answer, but I'm usually saying, you know, I was telling them the truth.
45:20.919 --> 45:28.541
[SPEAKER_00]: So, anyway, so that's, you know, observing is great, but if you're not going to do anything with it, right?
45:28.961 --> 45:32.262
[SPEAKER_00]: You might as well just be, you might as well have an aquarium, right?
45:33.843 --> 45:35.043
[SPEAKER_04]: What's the fashion?
45:35.343 --> 45:37.004
[SPEAKER_04]: You know, he's looking around.
45:38.564 --> 45:42.706
[SPEAKER_04]: Oh, that's crazy.
45:43.526 --> 45:44.166
[SPEAKER_00]: Let me really know.
45:44.386 --> 45:46.007
[SPEAKER_00]: What's the, what's the difference?
45:46.447 --> 45:47.667
[SPEAKER_00]: if you're not going to do anything with it.
45:49.588 --> 45:50.188
[SPEAKER_03]: That's valid.
45:51.128 --> 45:51.769
[SPEAKER_03]: That's valid.
45:52.449 --> 46:01.992
[SPEAKER_03]: And in order for you to optimize, you have to look at every, the one that you spoke about the football one, and you said, I'll think it's deep into order.
46:02.012 --> 46:13.035
[SPEAKER_03]: Quarterback run the bag, whatever's deeper, it's also because I'm playing a lot back in high school, every position on the team has a certain role responsibility and
46:13.710 --> 46:28.897
[SPEAKER_03]: You know, when you broke your dad, you had different categories, and I'm reading everything out, and you, the way you explained it, and not only football terminology, but sales terminology, I'm understanding more of why, like, I was really making this so important.
46:29.417 --> 46:38.841
[SPEAKER_00]: Well, every team, you know, if you gave a lot of sales managers an option, they hire a quarterbacks, right?
46:38.861 --> 46:39.041
[SPEAKER_00]: What?
46:39.181 --> 46:40.302
[SPEAKER_00]: Well, the people that can,
46:41.622 --> 46:43.843
[SPEAKER_00]: do all of these things and they can lead a team.
46:44.084 --> 46:50.368
[SPEAKER_00]: Well, you put, you know, you put twelve-time ratings on the field and it's not gonna work, you know, right?
46:50.768 --> 46:52.369
[SPEAKER_00]: You need someone to go and catch a pass.
46:53.229 --> 46:57.232
[SPEAKER_00]: You need someone to, you know, tackle the guy on the other team with the book.
46:57.452 --> 46:59.513
[SPEAKER_00]: You need someone to kick it through the upgrades, right?
46:59.974 --> 47:09.880
[SPEAKER_00]: So you have to identify the team members and not only make sure that they run out of the team, but they understand how they operate.
47:10.460 --> 47:11.441
[SPEAKER_00]: Because you can't
47:12.285 --> 47:17.068
[SPEAKER_00]: the wide receiver in the same drills that your offensive tackle is in.
47:17.088 --> 47:18.869
[SPEAKER_00]: That's valid.
47:19.689 --> 47:23.592
[SPEAKER_00]: But that's what happens in every organization every day.
47:24.252 --> 47:27.754
[SPEAKER_00]: We're going to do sales training, everybody needs to go, right?
47:28.294 --> 47:34.858
[SPEAKER_00]: We're going to have these KPIs, these key process indicators to determine what you're supposed to be doing every day.
47:35.258 --> 47:35.499
[SPEAKER_00]: All right.
47:35.919 --> 47:37.199
[SPEAKER_00]: You got to make the thirty calls a day.
47:37.980 --> 47:41.442
[SPEAKER_00]: Doesn't matter whether it's your first day, doesn't matter whether the calls are,
47:41.939 --> 47:42.579
[SPEAKER_00]: not a lot of this.
47:42.840 --> 47:45.381
[SPEAKER_00]: Everything is worth one and everybody needs to get the effect.
47:45.841 --> 47:46.202
[SPEAKER_00]: Okay.
47:47.462 --> 47:49.624
[SPEAKER_00]: So that's how these organizations are wrong.
47:50.304 --> 47:56.308
[SPEAKER_00]: So if they have no idea that the team is comprised of the personality and skills that they need, they're not leveraging that.
47:56.608 --> 47:57.308
[SPEAKER_00]: Everybody's the same.
47:59.910 --> 48:09.035
[SPEAKER_03]: And in order for you to have an optimized team or efficient team, you have to learn individually or you have to learn them individually and then work
48:11.032 --> 48:18.235
[SPEAKER_00]: and might want to wait for their stress or, yeah, you have to work with their strengths and help them overcome their weaknesses.
48:18.635 --> 48:23.837
[SPEAKER_00]: And if you want to divide it into the type of person they are, then you can have subgroups, right?
48:24.337 --> 48:26.458
[SPEAKER_00]: I read about quarterbacks together, right?
48:26.518 --> 48:27.798
[SPEAKER_00]: We got a couple of quarterbacks here.
48:28.299 --> 48:33.040
[SPEAKER_00]: They're going to be able to run the show on their own.
48:33.721 --> 48:35.141
[SPEAKER_00]: They don't need to do the same things.
48:35.461 --> 48:40.203
[SPEAKER_00]: Their drills and their training is going to be a lot different than the Wookie Thur rookie running
48:40.850 --> 48:41.150
[SPEAKER_00]: Okay.
48:42.931 --> 48:45.233
[SPEAKER_00]: So, you said, okay, I want to take our rookie running back.
48:45.253 --> 48:47.495
[SPEAKER_00]: We're going to train them in a different way.
48:48.275 --> 48:59.383
[SPEAKER_00]: So, I don't understand if knowing what I need to do to be successful on personal level, needs to be unique to my strengths, my weaknesses, my approach.
49:01.024 --> 49:09.870
[SPEAKER_00]: You take a team and decide that you can improve them collectively with the same rewards recognition structure.
49:11.500 --> 49:12.081
[SPEAKER_00]: things like that.
49:12.601 --> 49:31.934
[SPEAKER_00]: So that's the biggest weakness, that's once again why I started my own business because that ability, that empowerment to sell and do things how I had optimized them for eighteen years to research.
49:32.674 --> 49:36.757
[SPEAKER_00]: Because now no longer work, right?
49:37.337 --> 49:38.938
[SPEAKER_00]: It was, you're here just like everybody.
49:39.386 --> 49:40.867
[SPEAKER_00]: That's the way big corporations run.
49:40.987 --> 49:42.868
[SPEAKER_00]: It's not, say, oh, it's a big bad corporation.
49:42.888 --> 49:43.789
[SPEAKER_00]: They're terrible people.
49:44.449 --> 49:44.829
[SPEAKER_00]: They're not.
49:45.290 --> 49:47.611
[SPEAKER_00]: They're just, they're model for what a salesperson is.
49:48.512 --> 49:53.715
[SPEAKER_00]: It's much more compartmentalized version of employee than I want to be.
49:53.735 --> 50:09.104
[SPEAKER_03]: Did this, this, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah
50:09.606 --> 50:14.149
[SPEAKER_00]: who went to Japan, and he was kind of shunned in the United States.
50:14.909 --> 50:18.432
[SPEAKER_00]: If you read out of the crisis, this is the book you wrote.
50:20.853 --> 50:24.636
[SPEAKER_00]: And so we were shunned by the United States.
50:25.456 --> 50:26.757
[SPEAKER_00]: And this was after World War II.
50:27.357 --> 50:35.122
[SPEAKER_00]: Then he went to Japan and helped them become the leaders in the automotive world that they became.
50:35.142 --> 50:38.945
[SPEAKER_00]: Then he came back to the United States to help the United States catch up.
50:40.015 --> 50:43.076
[SPEAKER_00]: because he helped them surpass and then he helped the United States to catch up.
50:43.636 --> 50:51.959
[SPEAKER_00]: So, some of his main points are that, it's the EFI percent of the problems are due to management, not the employee.
50:55.040 --> 51:03.483
[SPEAKER_00]: And he talked about the risks of slogans and sayings and things to try and drive quality and behavior.
51:03.843 --> 51:09.045
[SPEAKER_00]: So, it's got to be in the process, it's got to be, it's got to be things that can't be left to change.
51:10.936 --> 51:21.225
[SPEAKER_00]: So it was interesting what he said you need to put into place is fourteen points consistency of purpose to say in business to provide jobs.
51:21.945 --> 51:33.095
[SPEAKER_00]: So he had a lot of there's a lot of different points in there that you look at as a business over your understand those going in I think you'll be a little bit rough than if you're
51:34.260 --> 51:48.024
[SPEAKER_03]: I'm gonna have to study it a little bit more because I we the uh when I saw something in operations management that I'm in managing diversity and yeah, I'm at the study day more in debt because when I read to all the kids today and you bring me down to cat.
51:48.144 --> 51:52.145
[SPEAKER_03]: Oh, there's a lot more information than I need to study.
51:53.245 --> 51:54.785
[SPEAKER_00]: Well, and it's good.
51:55.406 --> 51:57.566
[SPEAKER_00]: It's good stuff and and I put it out there.
51:57.666 --> 52:01.027
[SPEAKER_00]: I think it's good stuff and I put it out there in the hopes that
52:03.597 --> 52:24.092
[SPEAKER_00]: other people will see it, people in sales and say, oh, I can do this within the front fines of my own corporation or my own organization to basically run a little sales activity like it's their own business, which is, but first they told me when I went into sales was one of like, it's your own business, treat it like it's your own business.
52:25.173 --> 52:28.495
[SPEAKER_00]: And I said, okay, I'm going to do that.
52:29.202 --> 52:33.744
[SPEAKER_00]: So I've been treating my car sales activity like it's my own business for the last one and a year.
52:35.865 --> 52:40.606
[SPEAKER_00]: So that should be a way with everything, right?
52:40.826 --> 52:41.647
[SPEAKER_00]: I don't care what you're doing.
52:42.087 --> 52:49.210
[SPEAKER_00]: If you treat it like your own business, you're going to take a different approach than if you think it's all somebody else's, right?
52:49.470 --> 52:50.570
[SPEAKER_00]: And somebody else's job.
52:50.890 --> 52:52.191
[SPEAKER_00]: Somebody else has to take care of that.
52:52.451 --> 52:54.372
[SPEAKER_00]: I'm not going to pick up that piece of paper on the floor.
52:54.612 --> 52:56.592
[SPEAKER_00]: I'm not going to care if that car was dirty in the show.
52:57.553 --> 52:58.193
[SPEAKER_00]: These kind of things.
53:00.102 --> 53:01.242
[SPEAKER_03]: That's interesting.
53:01.483 --> 53:03.324
[SPEAKER_03]: Okay, yeah, this has been great.
53:03.344 --> 53:04.044
[SPEAKER_03]: This has been great.
53:04.324 --> 53:13.350
[SPEAKER_03]: I have one last segment in this call bench for last is when I ask a four questions fast and you get like a thirty-second response with it.
53:13.390 --> 53:13.550
[SPEAKER_03]: Right?
53:13.990 --> 53:14.210
[SPEAKER_03]: Yes.
53:14.750 --> 53:17.592
[SPEAKER_03]: So first question is what are you grateful for?
53:17.612 --> 53:25.897
[SPEAKER_03]: My wife, my kids, my optimism.
53:27.410 --> 53:28.150
[SPEAKER_00]: and my resilience.
53:30.191 --> 53:30.551
[SPEAKER_04]: Okay.
53:30.911 --> 53:31.151
[SPEAKER_04]: Okay.
53:31.171 --> 53:32.251
[SPEAKER_04]: What do you would agree?
53:34.151 --> 53:41.713
[SPEAKER_00]: So the workplace balance, not spending enough time with friends and family and then think like that.
53:41.813 --> 53:46.213
[SPEAKER_00]: You know, not putting those at the priorities that I would like to.
53:47.714 --> 53:48.034
[SPEAKER_03]: Okay.
53:48.574 --> 53:48.934
[SPEAKER_03]: Okay.
53:49.414 --> 53:51.695
[SPEAKER_03]: Do you have, what is your biggest regret?
53:52.195 --> 53:53.115
[SPEAKER_03]: I'm sorry, not because of great.
53:53.155 --> 53:54.255
[SPEAKER_03]: What is your biggest lesson?
53:55.130 --> 54:01.233
[SPEAKER_03]: while being owner or being in franchise, business of Ray Box plus dumpsters.
54:05.574 --> 54:06.115
[SPEAKER_03]: Biggest.
54:07.295 --> 54:07.935
[SPEAKER_03]: Biggest, lessen.
54:08.736 --> 54:14.118
[SPEAKER_00]: This was deferred to the experts.
54:17.339 --> 54:19.360
[SPEAKER_00]: Don't try to, don't try to reinvent the wheel.
54:20.580 --> 54:20.801
[SPEAKER_00]: Be,
54:25.589 --> 54:29.112
[SPEAKER_00]: aggressive with where you're going, but not necessarily with the people who are happening.
54:29.132 --> 54:32.655
[SPEAKER_03]: That does a great list.
54:34.917 --> 54:40.982
[SPEAKER_03]: And then last and favorite question, what is what does failure is knowledge mean to you?
54:44.886 --> 54:45.706
[SPEAKER_00]: That was the hard one.
54:46.167 --> 54:50.551
[SPEAKER_00]: You know, I said there's two types of failure.
54:50.891 --> 54:53.293
[SPEAKER_00]: There's the failure is that you're never going to overcome.
54:54.547 --> 54:56.728
[SPEAKER_00]: So you're not avoid the grip tonight, right?
54:57.169 --> 55:00.071
[SPEAKER_00]: And there's the failures that you're going to push through.
55:00.091 --> 55:04.513
[SPEAKER_00]: You resilient, you optimistic, and get out of your comfort zone.
55:06.154 --> 55:13.719
[SPEAKER_00]: Take all of the things that you've learned so far, and use those kind of like push you over the top, okay?
55:14.019 --> 55:20.824
[SPEAKER_00]: So if you don't, all of the thing, everything that happened before should be like gas in the engine.
55:21.144 --> 55:22.184
[SPEAKER_00]: Should be more horsepower.
55:22.445 --> 55:22.825
[SPEAKER_00]: Should be
55:23.527 --> 55:26.649
[SPEAKER_00]: improving, like moving back to a place that you're familiar with.
55:26.669 --> 55:39.135
[SPEAKER_00]: They're starting to business in a place where you're familiar with is using that background using the experience of history, you know, your life to help you become more successful.
55:40.456 --> 55:51.741
[SPEAKER_00]: So if it's not, if how you got to where you are isn't helping you become more successful, then you just wasted a whole lot of time.
55:52.181 --> 55:53.142
[SPEAKER_03]: That is the great point.
55:54.119 --> 55:55.640
[SPEAKER_03]: That was well put.
55:55.680 --> 55:56.860
[SPEAKER_03]: That was well put.
55:56.900 --> 55:57.861
[SPEAKER_03]: That was well put.
55:58.321 --> 56:00.342
[SPEAKER_03]: How can people learn more about you?
56:00.402 --> 56:02.703
[SPEAKER_03]: How can they work with you?
56:03.563 --> 56:06.204
[SPEAKER_03]: And how can they just follow you and everything that you're doing?
56:06.924 --> 56:09.265
[SPEAKER_00]: We ought to lengthen the day three.
56:09.285 --> 56:11.526
[SPEAKER_00]: We're going to have red box plus dumpsters.
56:11.546 --> 56:13.967
[SPEAKER_00]: We've passed out and North West Hillsborough.
56:15.368 --> 56:16.008
[SPEAKER_00]: Easy to reach.
56:16.268 --> 56:17.389
[SPEAKER_00]: My phones there.
56:17.409 --> 56:19.070
[SPEAKER_00]: Do you call me anytime?
56:19.090 --> 56:21.991
[SPEAKER_00]: I'll pick up and text you and
56:23.269 --> 56:27.911
[SPEAKER_00]: You know, bringing a dumpster, probably by a car, whatever you need.
56:27.991 --> 56:29.572
[SPEAKER_00]: Tommy's in the reach, and I'm always there.
56:29.592 --> 56:32.113
[SPEAKER_03]: Appreciate you for calling to the fair, you know, just a car case.
56:32.453 --> 56:33.654
[SPEAKER_03]: So I have three questions for you.
56:33.794 --> 56:37.655
[SPEAKER_03]: First one is, would encourage you to say yes to come on to the, uh, by guys.
56:38.636 --> 56:46.439
[SPEAKER_00]: Well, I think you're approach, you're, we'll say the reputation of having if you read a lot of it through a prominent people in the area.
56:46.459 --> 56:49.220
[SPEAKER_00]: It's often would be nice to be included amongst them.
56:49.481 --> 56:52.542
[SPEAKER_00]: So for me, I'm like an opportunity to, uh,
56:53.198 --> 56:54.178
[SPEAKER_00]: get some exposure to the home.
56:55.679 --> 56:56.319
[SPEAKER_03]: Absolutely.
56:56.539 --> 57:04.981
[SPEAKER_03]: And the next question, is there anything that I can work on from this case as far as like do more research and learn more about just the way I saw them so far?
57:06.241 --> 57:07.521
[SPEAKER_00]: No, you seem to touch on it.
57:07.541 --> 57:16.183
[SPEAKER_00]: I think with our initial meeting and the dealership, I showed you a bunch of stuff that maybe everybody else wouldn't.
57:16.704 --> 57:21.985
[SPEAKER_00]: So however you do your research to get to that point in those things, I hope you're super helpful.
57:23.961 --> 57:24.902
[SPEAKER_03]: Okay, I appreciate it.
57:24.962 --> 57:34.109
[SPEAKER_03]: And then last question, if anyone was hesitant to come on to the phase lines podcast, what is one piece of advice to help them prepare to come on to the platform?
57:37.131 --> 57:40.394
[SPEAKER_00]: Just really review some of your life in your brain.
57:40.714 --> 57:50.582
[SPEAKER_00]: So some of the things you didn't necessarily think of, some of the path and the path you got where you got wasn't something that you had kind of formulated.
57:51.194 --> 57:56.567
[SPEAKER_00]: So, I'll tell your brain to do that a little bit, but other than that, just be authentic and go from there.
57:56.587 --> 57:58.451
[SPEAKER_03]: Okay, this is been great.
57:58.531 --> 57:59.173
[SPEAKER_03]: I appreciate it.
57:59.193 --> 57:59.854
[SPEAKER_03]: Then we stop recording.
00:00.158 --> 00:03.839
[SPEAKER_00]: In business, everyone doesn't have to do what you tell them to do.
00:03.879 --> 00:05.720
[SPEAKER_00]: Okay, and that's this book, and it's all you.
00:05.740 --> 00:08.381
[SPEAKER_00]: The customer is who you are privateized.
00:08.481 --> 00:14.842
[SPEAKER_00]: I need to know in your motivations to do a lot of people, they get together, totally different goals and totally different directions.
00:14.862 --> 00:18.724
[SPEAKER_00]: You have to work with their strengths and help them overcome their weaknesses.
00:18.964 --> 00:21.605
[SPEAKER_00]: You know, but twelve-time radius on the field is not gonna work.
00:21.745 --> 00:24.345
[SPEAKER_03]: Look at this fairly serious knowledge, means to you.
00:24.525 --> 00:29.567
[SPEAKER_00]: If how you got to where you are isn't helping you become more successful, then you just wasted a whole lot.
00:30.227 --> 00:30.887
[SPEAKER_03]: What's going on today?
00:30.927 --> 00:33.909
[SPEAKER_03]: I appreciate you for coming home to face the podcast.
00:34.409 --> 00:35.549
[SPEAKER_03]: I just have a random question.
00:36.010 --> 00:38.491
[SPEAKER_03]: Why breakbox plus downstairs?
00:39.371 --> 00:40.592
[SPEAKER_00]: Well, thanks for having me on.
00:40.672 --> 00:42.592
[SPEAKER_00]: Appreciate you out there.
00:43.913 --> 00:45.014
[SPEAKER_00]: So it's a long story.
00:45.714 --> 00:59.440
[SPEAKER_00]: As I kind of mentioned, I started out thirty five years ago as an engineer and as I went through my career of working in the engineering and quality
00:59.812 --> 01:05.055
[SPEAKER_00]: factoring the automotive industry wanted to get into a different role.
01:05.295 --> 01:15.801
[SPEAKER_00]: So after fourteen, fifteen years of that, I got into automobile sales and spent twenty-one years currently still kind of doing that.
01:16.261 --> 01:18.382
[SPEAKER_00]: But we got bought out about eighteen years ago.
01:18.602 --> 01:23.945
[SPEAKER_00]: We went from being a company that was owned by family to one that was owned by a corporation.
01:24.812 --> 01:32.695
[SPEAKER_00]: and totally different direction, different culture, different ability to use my skills and my background.
01:32.715 --> 01:35.716
[SPEAKER_00]: And I said, you know, I need to find something or I can kind of bring it all together.
01:36.377 --> 01:42.259
[SPEAKER_00]: So had some requirements for a business, said, and needed to be low HR.
01:43.039 --> 01:52.383
[SPEAKER_00]: So not a lot of people to worry about, I mean, you know, many people in the past had to have actual physical brick and mortar type things.
01:53.542 --> 02:06.587
[SPEAKER_00]: So tangible assets needed to have some barriers to entry and I didn't have any programming or any kind of crazy, you know, tells or talents that couldn't be duplicated by someone else.
02:07.767 --> 02:10.648
[SPEAKER_00]: So I need to be something that couldn't be outsourced.
02:11.369 --> 02:15.210
[SPEAKER_00]: So I looked at some of the things, one of the things that came up.
02:15.330 --> 02:18.651
[SPEAKER_00]: I got a call from a recruiter and decided to take the call.
02:19.132 --> 02:19.512
[SPEAKER_00]: He said,
02:20.991 --> 02:21.932
[SPEAKER_00]: What are you looking for?
02:21.972 --> 02:28.115
[SPEAKER_00]: I kind of told them it's like, I might have something and that was almost three years ago.
02:28.655 --> 02:34.579
[SPEAKER_00]: So three years ago we had the first conversation and that's when I decided to kind of go for it.
02:35.399 --> 02:42.043
[SPEAKER_00]: And it made less than eighteen years later we were operating and that was an operating career.
02:45.105 --> 02:49.207
[SPEAKER_03]: So I don't know if I'm missing this to you, but when I was serving in the Marine Corps,
02:50.113 --> 03:00.080
[SPEAKER_03]: the whole aspect of not having this much time to do what you'd like to do, not necessarily fear now, which would what I need to do in order for me to be prepared for today.
03:00.140 --> 03:07.005
[SPEAKER_03]: But I was using time that I had, and it was a struggle because I was in the service, I was in the Marine quickness in the control of my time.
03:07.825 --> 03:12.769
[SPEAKER_03]: How did you control the time that you have to grow your business to where is it today?
03:13.769 --> 03:16.131
[SPEAKER_00]: There was a couple of different elements to it.
03:16.391 --> 03:18.613
[SPEAKER_00]: In the beginning, most of the things I was doing were
03:19.607 --> 03:23.689
[SPEAKER_00]: On the computer, on my own time, I had to submit a business plan.
03:23.949 --> 03:26.270
[SPEAKER_00]: I had to submit financials.
03:26.550 --> 03:33.193
[SPEAKER_00]: Those things I could do, you know, whenever I had free time, you know, not when I'm working in the retail embark.
03:33.914 --> 03:44.418
[SPEAKER_00]: The other element was because I've been in the card business so long and has a great client and a lot of them are very successful.
03:45.359 --> 03:47.680
[SPEAKER_00]: When I told them what I was up to,
03:48.273 --> 03:55.356
[SPEAKER_00]: they offered to help to use me to invest, which was rewarding on a number of levels.
03:55.836 --> 04:08.700
[SPEAKER_00]: So that allowed me to kind of leverage the relationships that I had in a positive way to help my business get off the ground before we even open.
04:09.521 --> 04:12.982
[SPEAKER_00]: So I didn't have to spend as much time cultivating
04:14.436 --> 04:18.979
[SPEAKER_00]: The sales and the business has a lot of other people who would have.
04:19.059 --> 04:21.141
[SPEAKER_00]: They came in with no network and no people.
04:21.161 --> 04:26.125
[SPEAKER_00]: You know, that's a limited time.
04:27.586 --> 04:32.050
[SPEAKER_03]: That's interesting, because you just see some of these really important relationships that are so important.
04:32.070 --> 04:38.355
[SPEAKER_03]: So now that I'm looking, the importance of the relationship and I'm communicating with other people on smart, starting to speak out and
04:38.855 --> 04:39.915
[SPEAKER_03]: and meet new people.
04:40.255 --> 04:46.357
[SPEAKER_03]: And first when I started this journey, I have a decade ago, when I was back in the service, I didn't understand it, but it was a relationship.
04:46.957 --> 04:54.600
[SPEAKER_03]: Yes, I can meet people, yes, I can communicate with people, yes, I can hear people out, but the importance of our relationship, I did not understand.
04:55.800 --> 05:05.203
[SPEAKER_03]: When you were, you said engineer, when you was doing an engineer and then you went to the retail space, how did you understand the importance of relationships?
05:07.708 --> 05:11.290
[SPEAKER_00]: So like when you talk about being in the Marines, there's a structure, right?
05:11.590 --> 05:12.430
[SPEAKER_00]: There's a hierarchy.
05:12.751 --> 05:16.132
[SPEAKER_00]: So it's not necessarily relationships, it's ranked, correct?
05:16.513 --> 05:17.853
[SPEAKER_00]: And to your rank, it's your direction.
05:18.894 --> 05:32.481
[SPEAKER_00]: Business has a lot of the same things, but unlike it being, I don't wanna say this, unlike in the military where it's kind of obligatory, when you're there, you gotta do what they tell you to do.
05:32.801 --> 05:36.943
[SPEAKER_00]: In business, not everyone doesn't have to do,
05:37.675 --> 05:39.416
[SPEAKER_00]: what they, what you tell them to do.
05:40.897 --> 05:46.721
[SPEAKER_00]: It's not as much hierarchy, it's not as much rank, even if you tell them employee, sometimes just pushbacks and kinds of things.
05:46.741 --> 05:53.585
[SPEAKER_00]: But if you're dealing with other people at your same level and above your level, that really the relationship comes down to getting things up.
05:54.926 --> 05:58.188
[SPEAKER_00]: And for mutual benefits, sometimes it's just for their benefit.
05:58.228 --> 06:06.833
[SPEAKER_00]: They need a favor, sometimes it's just for my benefit, but that relationship allows you to put enough deposits in their bank and their deposit in your bank.
06:07.251 --> 06:15.394
[SPEAKER_00]: So that when the time comes, it doesn't feel like there's someone's being taken advantage.
06:15.434 --> 06:25.757
[SPEAKER_00]: So it's kind of an ongoing and then trust-based relationship where people are getting, getting out what they put in, getting in what they put out.
06:26.397 --> 06:29.858
[SPEAKER_00]: So that's kind of how it work now in engineering.
06:29.878 --> 06:35.740
[SPEAKER_00]: A lot of processes, a lot of things that are, you know, we're like, we've got a term mechanic.
06:36.235 --> 06:38.717
[SPEAKER_00]: You know, there's mechanical systems, they operate in certain ways.
06:39.517 --> 06:40.398
[SPEAKER_00]: Things go wrong.
06:40.798 --> 06:44.861
[SPEAKER_00]: You have tools that you can use to follow those problems, right?
06:45.121 --> 06:46.362
[SPEAKER_00]: They're pretty exciting, well, others.
06:46.382 --> 06:57.730
[SPEAKER_00]: So, if I have an analysis, there's a bunch of engineering tools that exist that I learned, you know, in great detail when I was an engineer at Ford and in subsequent roles that I hadn't applied.
06:58.991 --> 07:05.836
[SPEAKER_00]: So, when I got into car sales, I had all the mechanical tools
07:06.992 --> 07:11.734
[SPEAKER_00]: and I had some relationships in business, but I wasn't selling.
07:11.994 --> 07:24.578
[SPEAKER_00]: I wasn't dealing with the objective, or I was dealing with the objective, I wasn't dealing with the subjective matter to help people figure out something to do.
07:25.098 --> 07:31.780
[SPEAKER_00]: That wasn't buying a new car, especially when I am at Land Rover, but Land Rover Tampa.
07:32.100 --> 07:34.701
[SPEAKER_00]: Buying a vehicle is not an necessity.
07:35.041 --> 07:36.782
[SPEAKER_00]: Nobody comes into Land Rover or says I need a ride.
07:37.752 --> 07:38.913
[SPEAKER_00]: You know, that's not the same.
07:38.933 --> 07:43.695
[SPEAKER_00]: You know, it's not a requirement for transportation.
07:44.075 --> 07:44.395
[SPEAKER_00]: Okay.
07:45.856 --> 07:46.596
[SPEAKER_00]: It's more than that.
07:46.896 --> 07:48.077
[SPEAKER_00]: So it's on a different level.
07:48.157 --> 07:49.918
[SPEAKER_00]: It's very, there are a lot of subjectivity too.
07:50.398 --> 08:06.005
[SPEAKER_00]: So for me to be trusted as an expert in, let's say, let's say in the process engineering on a manufacturing line,
08:07.090 --> 08:09.292
[SPEAKER_00]: isn't going to, the person is looking to buy a car doesn't care.
08:10.773 --> 08:24.745
[SPEAKER_00]: You know, so all of those tools, all those skills, all that knowledge I had, tell them how an engine works, tell them, you know, burials and things like that, that's all great, but it doesn't say, oh, I'm going to buy a car from that time because he knows how an engine works, you know.
08:25.085 --> 08:34.733
[SPEAKER_00]: So that was one of the challenges was converting all of that objective material into some use of a first objective, you know, engagement.
08:36.696 --> 08:42.319
[SPEAKER_03]: Well, as I was reading your your arc as you run on LinkedIn, but we have three out of twenty seven.
08:42.339 --> 08:44.861
[SPEAKER_03]: I don't know if you wrote more, but I'm on three out of twenty seven.
08:44.921 --> 08:45.701
[SPEAKER_03]: Every morning, I get up.
08:45.721 --> 08:46.722
[SPEAKER_03]: Appreciate that.
08:47.322 --> 08:51.625
[SPEAKER_03]: And everyone, I like how I looked at the date of the last two.
08:51.765 --> 08:52.905
[SPEAKER_03]: One was in twenty twenty three.
08:53.446 --> 08:54.987
[SPEAKER_03]: The other was in twenty four.
08:55.227 --> 08:57.868
[SPEAKER_03]: And I was like, Oh, then a portrait of consistency.
08:58.629 --> 09:03.952
[SPEAKER_03]: And as I'm reading as I'm reading the second article that I read, it has something about stars towards it.
09:04.372 --> 09:05.993
[SPEAKER_03]: And as I continue to read it down,
09:06.720 --> 09:09.961
[SPEAKER_03]: towards the end of it, I saw a book named Go Giver.
09:10.361 --> 09:10.641
[SPEAKER_03]: Yes.
09:11.402 --> 09:14.863
[SPEAKER_03]: We met at Land Rover in which tonight was coming to look at the car.
09:14.883 --> 09:17.084
[SPEAKER_03]: It was looking and was communicating with you.
09:17.244 --> 09:18.384
[SPEAKER_03]: Where is that book?
09:18.944 --> 09:24.386
[SPEAKER_03]: And when I saw that book, I said, oh, okay, I didn't even recognize that was a sales book.
09:24.987 --> 09:25.287
[SPEAKER_00]: Yes.
09:25.927 --> 09:31.409
[SPEAKER_03]: Was it difficult for you to translate the technical work and to understand the people needs?
09:32.890 --> 09:33.710
[SPEAKER_00]: Initially it was.
09:35.222 --> 09:40.984
[SPEAKER_00]: because you're looking for levers and dials and things deterrent that you can figure out.
09:41.444 --> 09:53.768
[SPEAKER_00]: And I did that to a certain degree for my own targeting and my own projections and things to try and put some ability to measure the sales process in place so that I know where to improve.
09:53.788 --> 10:00.531
[SPEAKER_00]: You know, it kind of get that kind of reflection point, but what's going to make the most difference, but those leverage points for me and how I do things.
10:02.491 --> 10:04.592
[SPEAKER_00]: But the go-giver, so I had a client
10:04.986 --> 10:08.007
[SPEAKER_00]: and you've been a client for a number of years of that.
10:09.107 --> 10:28.354
[SPEAKER_00]: And like with all my clients, he would need something, he'd call me and I would pick up and be on it and take care of him, even though it wasn't necessarily going to lead to a sale, that day, that month or that year, you know, with investment in their relationship that I, in any reference earlier.
10:29.034 --> 10:34.316
[SPEAKER_00]: So he said, I got this book and it's all you
10:35.364 --> 10:41.408
[SPEAKER_00]: And I think if you really enjoy it, I think it really describes how you go about your business.
10:41.909 --> 10:44.591
[SPEAKER_00]: So that was how I introduced to that book.
10:46.032 --> 10:48.393
[SPEAKER_00]: So he gave me the CD actually.
10:48.954 --> 10:52.657
[SPEAKER_00]: So I listened to it many times.
10:53.517 --> 11:02.744
[SPEAKER_00]: And during times when I feel like I'm having a slump, and now as I get older as I've been through,
11:03.577 --> 11:11.220
[SPEAKER_00]: What might it might be a thousand slums, because it's, you know, if you get a performance review every day sometimes, I will revert back to that.
11:12.441 --> 11:24.205
[SPEAKER_00]: And because I now have it downloaded on my phone and I will read it and just to get my mind set back into ensuring that I'm kind of following my purpose.
11:28.045 --> 11:54.765
[SPEAKER_03]: The third article that I read today, you just really explained what was it playing, do, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act, act
11:56.143 --> 11:59.646
[SPEAKER_03]: And then eventually, you can help deal with the problem that they're solving.
12:00.046 --> 12:01.187
[SPEAKER_03]: And the problem that they're facing.
12:02.468 --> 12:10.594
[SPEAKER_03]: Yeah, my biggest challenge in sales was that I always thought sales was like, geek or it was a hidden agenda, whatever case is.
12:11.595 --> 12:15.718
[SPEAKER_03]: I'm like, dang, when you get to learn more about what you're doing, of course, it's a process behind everything.
12:15.778 --> 12:24.425
[SPEAKER_03]: But the way you carry yourself is that you, you focus on the problem, see the people, you understand the people, read that book.
12:24.465 --> 12:25.846
[SPEAKER_03]: And as you continue to read the book,
12:26.449 --> 12:29.971
[SPEAKER_03]: Do you see any differences inside the book then what you're doing every day?
12:33.754 --> 12:38.217
[SPEAKER_00]: I think the, you know, when you go back to my business, right?
12:38.778 --> 12:53.928
[SPEAKER_00]: And the second rule of stratospheric success in the book is that you need the more that you want to earn basically the more people you need to serve.
12:55.972 --> 13:03.857
[SPEAKER_00]: And when you're doing that in a retail business, even though I have lots of clients, I'm pretty much with one at a time, right?
13:04.797 --> 13:12.041
[SPEAKER_00]: And so I don't have this product that I can stand out and send to a million people in lots.
13:12.982 --> 13:25.269
[SPEAKER_00]: So in order to become more successful, you really need to be in a position where you are necessarily the one providing the end product
13:26.153 --> 13:31.096
[SPEAKER_00]: you know, that transaction that are multiple people doing it multiple times on your behalf.
13:31.356 --> 13:32.816
[SPEAKER_00]: Because you only have to, you only have so much time in the day.
13:32.836 --> 13:33.837
[SPEAKER_00]: You only have so much time in the day.
13:34.017 --> 13:35.458
[SPEAKER_00]: You only have so much years in your life.
13:35.858 --> 13:38.739
[SPEAKER_00]: And you need other people to be able to help you do that.
13:39.800 --> 13:47.824
[SPEAKER_00]: So that's why another reason why I did the dumpster business because, you know, we have sixty five dumpsters.
13:48.504 --> 13:50.205
[SPEAKER_00]: They're out in the community.
13:50.225 --> 13:52.126
[SPEAKER_00]: My guys are awesome.
13:52.166 --> 13:55.648
[SPEAKER_00]: They deliver them, you know, that's what was called and pick them up when they're ready.
13:56.160 --> 13:57.120
[SPEAKER_00]: We pick up the phone.
13:58.141 --> 14:05.824
[SPEAKER_00]: If they need us to do something unique, we do our best to help them solve their problem, the same way it is in the car business.
14:06.284 --> 14:08.805
[SPEAKER_00]: And to them, that's a very novel thing.
14:09.826 --> 14:10.766
[SPEAKER_00]: Nobody ever does that.
14:10.866 --> 14:11.766
[SPEAKER_00]: Nobody picks up the phone.
14:11.806 --> 14:14.648
[SPEAKER_00]: Nobody offers the help and do these other kinds of things.
14:15.048 --> 14:17.749
[SPEAKER_00]: So we're providing value.
14:18.229 --> 14:25.172
[SPEAKER_00]: That makes our prices seem much less relative to what they receive.
14:25.637 --> 14:31.961
[SPEAKER_00]: Okay, so we're providing things of value that seed the price that they feel that way.
14:32.582 --> 14:35.864
[SPEAKER_00]: And as long as you do that, you're not negotiating on price.
14:35.884 --> 14:37.365
[SPEAKER_00]: You're not paying people to like you.
14:37.565 --> 14:49.254
[SPEAKER_00]: You're not doing all the things that they do with our business because they have a deficiency of providing value, whether it's the weighting, whether it's the approach, whether it's the mentality and the culture.
14:49.514 --> 14:53.917
[SPEAKER_00]: You know, what you thought sales was all about with still what it's about for many people.
14:54.803 --> 15:00.504
[SPEAKER_00]: And when a customer encounters that, they can sense a hidden agenda, they can sense that separation.
15:00.764 --> 15:04.105
[SPEAKER_00]: They can sense a lack of authenticity, right?
15:04.885 --> 15:19.988
[SPEAKER_00]: And when you say, I can have do all those things that make it feel great to put my hand on the fellow and I look in the mirror, you realize you can get to the same goal that you're trying to achieve.
15:20.228 --> 15:22.889
[SPEAKER_00]: You just have to have faith that doing the right things is going to get you there.
15:23.700 --> 15:27.421
[SPEAKER_00]: not only as well as you could of the other way, but of course, sustainable.
15:29.982 --> 15:30.362
[SPEAKER_03]: Okay.
15:30.642 --> 15:30.923
[SPEAKER_03]: Okay.
15:31.183 --> 15:42.207
[SPEAKER_03]: Well, what the idea I've learned, not only do I be in the school and go from the military to change the alpha and the home town, back to the, what, from San Diego, back to the home town.
15:42.407 --> 15:46.328
[SPEAKER_03]: I'm on town, back to here in Tampa, my home town's little or Arkansas.
15:46.981 --> 15:49.623
[SPEAKER_03]: There's things in trace that we take with us.
15:49.743 --> 15:50.744
[SPEAKER_03]: There's less than that.
15:50.804 --> 15:55.487
[SPEAKER_03]: We're going to always stay with us regardless of how old we get or we go in the place that we live.
15:55.507 --> 16:05.314
[SPEAKER_03]: And as you were an engineer, and you went to the retail space, and then you have it on business as far as the box plus, that's either right, right, that box plus.
16:06.555 --> 16:08.817
[SPEAKER_03]: Okay, red box plus, that's there.
16:08.857 --> 16:10.178
[SPEAKER_03]: Thank you very, very many.
16:11.078 --> 16:13.400
[SPEAKER_03]: Is there anything that you are
16:14.113 --> 16:17.414
[SPEAKER_03]: bring it from white industry to the day state is the same for all industries.
16:18.294 --> 16:25.577
[SPEAKER_00]: Yeah, it is that putting the customers interests first.
16:27.097 --> 16:29.338
[SPEAKER_00]: That's the same no matter what.
16:29.578 --> 16:36.581
[SPEAKER_00]: So at four, when I started an engineering, I started out in the more of a technical engine transmission.
16:38.102 --> 16:40.183
[SPEAKER_00]: engine calibration power train, things like that.
16:40.403 --> 16:47.406
[SPEAKER_00]: And then I moved into a total vehicle, moved into quality, reliability, testing, statistics, analysis, things like that.
16:47.866 --> 16:53.609
[SPEAKER_00]: And then I moved into total vehicle quality, which became a lot softer side of the business.
16:53.929 --> 17:06.434
[SPEAKER_00]: Because now you're trying to take what customers say about your product and convert it into things that engineers can get their hands off and do something.
17:07.525 --> 17:07.865
[SPEAKER_00]: Oh, great.
17:07.945 --> 17:08.385
[SPEAKER_00]: They want this.
17:08.445 --> 17:10.106
[SPEAKER_00]: I can change this setting, right?
17:10.146 --> 17:10.806
[SPEAKER_00]: Change the system.
17:10.826 --> 17:13.487
[SPEAKER_00]: And now it works the way customer wants.
17:13.827 --> 17:14.127
[SPEAKER_00]: Okay.
17:14.827 --> 17:16.968
[SPEAKER_00]: And some of those things are clear and some of them are now.
17:17.468 --> 17:19.628
[SPEAKER_00]: You know, somebody says, oh, the car is too fast.
17:19.848 --> 17:22.049
[SPEAKER_00]: Somebody says, oh, the car is not fast enough.
17:22.189 --> 17:24.130
[SPEAKER_00]: The car, the car breaks too hard.
17:24.150 --> 17:25.310
[SPEAKER_00]: Somebody says a break too soft.
17:25.590 --> 17:29.611
[SPEAKER_00]: So there's a lot of kind of benchmarking and intangible elements to that.
17:29.931 --> 17:36.833
[SPEAKER_00]: So when I got into that area of quality, you're the customer is
17:37.182 --> 17:39.263
[SPEAKER_00]: who you are prioritizing.
17:39.823 --> 17:40.124
[SPEAKER_00]: Okay.
17:40.744 --> 17:44.006
[SPEAKER_00]: So what I didn't know, but that was going to be on a retail.
17:44.646 --> 17:45.567
[SPEAKER_00]: You know, at that time.
17:46.227 --> 17:50.289
[SPEAKER_00]: I didn't know, I knew it was going to have a one day, but that was going to happen when I was seventy.
17:50.309 --> 17:53.331
[SPEAKER_00]: You know, well, I've kicked me out of the house, go do something.
17:53.671 --> 17:58.574
[SPEAKER_00]: So I put her on the block and saw some cars and be it, you know, across the old guy on the parking lot.
17:59.494 --> 18:02.076
[SPEAKER_00]: And did it at thirty five.
18:02.096 --> 18:05.958
[SPEAKER_00]: So that already I'm ready to do it now because I think that
18:06.823 --> 18:11.645
[SPEAKER_00]: I wanted to be in charge of my own destiny, I wanted to be in charge of my own earnings.
18:12.586 --> 18:17.708
[SPEAKER_00]: I hadn't read the go-giver to know that that was going to be a lot on one arrangement for the earnings.
18:19.209 --> 18:20.810
[SPEAKER_00]: So it became a lot of hours.
18:21.650 --> 18:27.473
[SPEAKER_00]: And when you like it, when you enjoy it, it doesn't feel like work.
18:29.054 --> 18:33.256
[SPEAKER_00]: So part of me starting to business is when I started to feel like work.
18:33.956 --> 18:36.177
[SPEAKER_00]: So that's when, you know,
18:36.855 --> 18:41.617
[SPEAKER_00]: pulled everything together and said, right now, how do we take all of this stuff and turn it into something else?
18:44.418 --> 18:59.063
[SPEAKER_03]: Okay, so I want to go off-screw just a little bit and one off-screw this because one, you just brought it up and how your spin is not only tied into one industry, you're literally carrying everything into one, ages getting better with time.
18:59.763 --> 19:02.704
[SPEAKER_03]: That would go off-screw and so I want to roleplay with you.
19:03.184 --> 19:04.745
[SPEAKER_03]: Okay, so I come to you and
19:05.411 --> 19:07.212
[SPEAKER_03]: This scenario is day, I'll come and see you.
19:07.252 --> 19:09.194
[SPEAKER_03]: I want to get into the dumpster industry.
19:09.674 --> 19:09.934
[SPEAKER_03]: Okay.
19:10.355 --> 19:15.598
[SPEAKER_03]: And I'm working a not a five, but I'm afraid to take that leap of faith for myself.
19:16.779 --> 19:17.900
[SPEAKER_03]: Let's play this scenario out.
19:17.960 --> 19:19.041
[SPEAKER_03]: What advice would you give me?
19:19.061 --> 19:21.883
[SPEAKER_03]: How would you, like, advise me in this situation?
19:22.723 --> 19:25.085
[SPEAKER_00]: First thing I would ask you is what you asked me.
19:25.906 --> 19:27.046
[SPEAKER_00]: Why the dumpster industry?
19:28.928 --> 19:29.628
[SPEAKER_00]: All right.
19:29.688 --> 19:30.029
[SPEAKER_00]: Okay.
19:30.089 --> 19:34.712
[SPEAKER_00]: So why are you picking that for yourself versus other things?
19:36.227 --> 19:37.568
[SPEAKER_00]: that are out there, right?
19:38.388 --> 19:43.891
[SPEAKER_00]: And then you would go, like we're doing today, and you would tell me why you felt that the dumpster industry is right for you.
19:44.151 --> 19:51.456
[SPEAKER_00]: I had my barriers to entry, my, you know, brick and mortar can't be outsourced.
19:51.836 --> 19:53.697
[SPEAKER_00]: Well, HR, high barriers, general.
19:53.917 --> 19:56.038
[SPEAKER_00]: Those were my requirements for buying a bit.
19:56.478 --> 19:57.779
[SPEAKER_00]: Years might be totally different.
19:58.199 --> 20:02.582
[SPEAKER_00]: So for me to give you advice, I need to know what your motivations are for doing.
20:02.602 --> 20:03.482
[SPEAKER_00]: I do it.
20:05.371 --> 20:06.252
[SPEAKER_00]: All right, so why?
20:06.332 --> 20:10.954
[SPEAKER_00]: So tell me why would you want to go into the don't you?
20:11.635 --> 20:13.036
[SPEAKER_03]: That is a great question day.
20:13.076 --> 20:18.319
[SPEAKER_03]: I think why I want to go into the don'ts the business looking for just like you low barrier.
20:18.799 --> 20:25.003
[SPEAKER_03]: Don't have as much time to really hire employees and working employees, main employees and so forth.
20:25.183 --> 20:33.608
[SPEAKER_03]: Something that's not going to really take too much time when I know I will have to put time to it just not the time plus the labor plus everything else.
20:34.008 --> 20:34.208
[SPEAKER_00]: Right.
20:35.975 --> 20:41.798
[SPEAKER_00]: If you are looking to leverage your time, you would need as an owner to be somewhat of a hands-off owner.
20:43.639 --> 20:48.041
[SPEAKER_00]: So based on the amount of time, you have to decide who's going to run the day-to-day.
20:49.042 --> 20:50.042
[SPEAKER_00]: Who's going to drive the truck?
20:51.223 --> 20:54.204
[SPEAKER_00]: So I'm going to do the bookkeeping.
20:54.945 --> 21:02.448
[SPEAKER_00]: Who's going to provide the various services you need where you're going to rent the property to this story or items.
21:02.628 --> 21:04.890
[SPEAKER_00]: So there's a lot of considerations that go into it.
21:06.109 --> 21:08.151
[SPEAKER_00]: many of which require money.
21:10.012 --> 21:10.192
[SPEAKER_00]: Right.
21:10.372 --> 21:20.219
[SPEAKER_00]: So if you have, if your time is valuable, and you're trying, and free up time, it's a cost a lot of money.
21:20.840 --> 21:24.583
[SPEAKER_00]: So I would say review, it says, do you know how much a dumpster cost?
21:24.623 --> 21:27.445
[SPEAKER_00]: Do you mean what's going on?
21:27.465 --> 21:27.605
[SPEAKER_00]: Okay.
21:27.645 --> 21:30.227
[SPEAKER_00]: So a dumpster is between five and eight thousand dollars.
21:30.747 --> 21:31.047
[SPEAKER_01]: Okay.
21:31.588 --> 21:34.830
[SPEAKER_00]: So you can get one, two, or three dumpsters, right?
21:35.089 --> 21:38.470
[SPEAKER_00]: You can pay twenty five thousand dollars thirty thousand dollars for those youngsters.
21:38.950 --> 21:43.411
[SPEAKER_00]: Now you're competing with everybody who can afford twenty five thousand dollars.
21:44.471 --> 21:46.571
[SPEAKER_00]: And is willing to drive the truck themselves.
21:47.652 --> 21:50.832
[SPEAKER_00]: And is, you know, and has all the other resources in place.
21:51.332 --> 21:53.633
[SPEAKER_00]: Not just the dogs are what the truck, you know what the truck is.
21:55.733 --> 21:59.234
[SPEAKER_00]: A truck is two hundred thousand dollars to two hundred fifty thousand dollars.
21:59.594 --> 22:03.055
[SPEAKER_00]: So now you're into the business for two hundred
22:04.215 --> 22:12.379
[SPEAKER_00]: between two and three hundred thousand dollars to start your own dumpster company with a handful of trucks or handful of dumpsters in the truck.
22:12.699 --> 22:16.681
[SPEAKER_00]: You can get news trucks, but then who's going to work on it?
22:16.721 --> 22:24.725
[SPEAKER_00]: So you need to sometimes you can learn, but it's better like you're doing that someone who's doing it and just understand all those things.
22:24.745 --> 22:29.827
[SPEAKER_00]: You might come in and say great, I've got a rich uncle who's going to give me a million dollars
22:30.397 --> 22:31.858
[SPEAKER_00]: And I'm going to start this business.
22:32.098 --> 22:34.499
[SPEAKER_00]: And I got my friend Dave, and he's going to tell me about these things.
22:34.559 --> 22:40.742
[SPEAKER_00]: And I got my other my other friend Sheila, she's going to tell me how to do this other thing.
22:40.762 --> 22:41.682
[SPEAKER_00]: She knows a bookkeeper.
22:41.962 --> 22:46.604
[SPEAKER_00]: So you create that infrastructure before you get started.
22:49.125 --> 22:51.747
[SPEAKER_03]: OK, you make it look easy.
22:52.247 --> 22:53.807
[SPEAKER_00]: Well, it's a franchise.
22:53.907 --> 22:55.028
[SPEAKER_00]: OK, this is a franchise.
22:55.508 --> 22:58.630
[SPEAKER_00]: So it costs more than it might have had.
22:58.670 --> 22:59.530
[SPEAKER_00]: I got it on my own.
23:00.053 --> 23:01.434
[SPEAKER_00]: But I wasn't inventing the wheel.
23:02.674 --> 23:09.237
[SPEAKER_00]: We never really want to reinvent the wheel unless you have a wheel that nobody's invented before.
23:11.458 --> 23:14.659
[SPEAKER_00]: So that was the benefit of doing franchise.
23:14.859 --> 23:16.320
[SPEAKER_00]: There was a structure in place.
23:17.140 --> 23:21.102
[SPEAKER_00]: I just had to put the legals in the spots.
23:22.723 --> 23:28.305
[SPEAKER_03]: I recently learned about franchise in the, I think I had nothing, what I had, I just produced in place.
23:29.542 --> 23:56.353
[SPEAKER_03]: Like the franchise model and now that I'm at the beginning phase of me starting my being my podcast business It's a lot challenges a lot difficult because I have to learn everything I have to put the puzzles together and so on so forth Which I don't mind because I'm learning on the go and everything I'm learning is learning a lot faster on the contrary The franchise model and how you were able to I already buy and exist the business.
23:56.693 --> 23:58.134
[SPEAKER_03]: Oh should not be the day I was like a
23:59.270 --> 24:00.051
[SPEAKER_03]: My name is Bayesian.
24:00.111 --> 24:02.152
[SPEAKER_03]: I'm getting, I'm not starting from the ground though.
24:02.252 --> 24:04.294
[SPEAKER_03]: I'm gonna buy Bayesian and so on and so forth.
24:04.694 --> 24:07.316
[SPEAKER_03]: And so learning the importance of it.
24:07.696 --> 24:18.664
[SPEAKER_03]: How did you understand that you, if you buy it to the existing thing that's already there and existing Bayesian is there, how did you recognize that you're moving stress from yourself?
24:19.085 --> 24:23.628
[SPEAKER_00]: Well, even though it's a franchise, I did not buy an existing one.
24:25.890 --> 24:26.430
[SPEAKER_00]: Where did you start?
24:27.531 --> 24:28.792
[SPEAKER_00]: It was not a franchise.
24:29.276 --> 24:31.518
[SPEAKER_00]: had multiple locations, but not rocking.
24:32.778 --> 24:34.059
[SPEAKER_01]: Okay, okay.
24:34.099 --> 24:41.684
[SPEAKER_00]: There was a franchise who had a red box of business in Tampa.
24:42.725 --> 24:44.086
[SPEAKER_00]: He did not succeed at it.
24:46.567 --> 24:49.970
[SPEAKER_00]: Mostly because of the choices he made and how we went about doing things.
24:50.750 --> 24:57.935
[SPEAKER_00]: So they took that away from him, but it left a negative kind of flavor
24:58.847 --> 25:04.869
[SPEAKER_00]: amongst some of the customers in the area of the Red Box plus dumpster brand.
25:05.490 --> 25:20.856
[SPEAKER_00]: So when I purchased my territories, I made sure to avoid the ones that he was in, kind of left them open, so that I could cultivate them over time by establishing a relationship on our own, separate.
25:21.436 --> 25:27.218
[SPEAKER_00]: So, separate names, separate files from the Mary, Mary, a focus on doing that.
25:27.768 --> 25:34.672
[SPEAKER_00]: So I did start from scratch, but I had the playbook of the franchise.
25:35.092 --> 25:44.317
[SPEAKER_00]: I haven't looked at other ones that were established, but the demographics, the geographic were in areas that I didn't have a network.
25:46.258 --> 25:51.541
[SPEAKER_00]: So that's, you know, I wanted my franchise in Naples.
25:51.961 --> 25:54.222
[SPEAKER_00]: I don't know anybody in Naples and only three people in Naples.
25:54.523 --> 25:57.024
[SPEAKER_00]: You know, that's, and then I have to go three, four hours
25:57.408 --> 25:59.850
[SPEAKER_00]: Here, it's a fifteen-months from my house.
26:00.891 --> 26:04.214
[SPEAKER_00]: My territory covers my day job and covers my house.
26:04.674 --> 26:08.037
[SPEAKER_00]: And so I made sure that my territory covers where I live and where I work.
26:08.697 --> 26:13.561
[SPEAKER_00]: So that I always invested and engaged in the community where we're operating.
26:14.142 --> 26:22.829
[SPEAKER_00]: So I think that's another important thing that I had thought might be a good idea and discovered that in fact it was a good idea.
26:24.093 --> 26:25.333
[SPEAKER_03]: that is a great idea.
26:25.353 --> 26:28.814
[SPEAKER_03]: I had been a podcast with a gentleman named Will.
26:29.214 --> 26:33.275
[SPEAKER_03]: Now, he goes my field, but his name is William Crawford, I'm not mistaken.
26:34.356 --> 26:35.956
[SPEAKER_03]: And he says something similar like that.
26:36.016 --> 26:41.777
[SPEAKER_03]: He said that because he was a recruiter, he's a recruiter for his organization MCS.
26:41.837 --> 26:43.858
[SPEAKER_03]: I forgot what MCS stands for.
26:45.598 --> 26:52.240
[SPEAKER_03]: He was a lot challenging to network when you're in different states in different locations in different areas where
26:52.936 --> 26:57.380
[SPEAKER_03]: If I'm in the same building with you, I can easily remember which is easy to build that relationship.
26:57.400 --> 27:01.663
[SPEAKER_03]: It was easy to establish that and when you said that, it gave me a different perspective.
27:02.704 --> 27:03.905
[SPEAKER_03]: That's crazy.
27:04.525 --> 27:12.391
[SPEAKER_03]: Even though it sounds simple, it removes us trying to be everywhere, which is being one particular place.
27:13.072 --> 27:15.634
[SPEAKER_00]: Well, when you think about college, right?
27:17.215 --> 27:20.518
[SPEAKER_00]: And let's say go to college, right?
27:20.878 --> 27:21.939
[SPEAKER_00]: So you go away to college,
27:22.441 --> 27:23.582
[SPEAKER_00]: can you learn some skills?
27:23.602 --> 27:24.482
[SPEAKER_00]: And there's what people do.
27:24.522 --> 27:25.383
[SPEAKER_00]: They live in other countries.
27:25.403 --> 27:26.643
[SPEAKER_00]: They come to college in the next stage.
27:26.823 --> 27:32.627
[SPEAKER_00]: And they take a little bit of knowledge and they go back home, where they know the people, where they know the things, where they know the stuff.
27:33.867 --> 27:34.808
[SPEAKER_00]: Some people stay.
27:34.828 --> 27:36.429
[SPEAKER_00]: A lot of people came to Florida.
27:36.449 --> 27:38.130
[SPEAKER_00]: They went to the US after they were left, right?
27:38.750 --> 27:41.672
[SPEAKER_00]: Because they established their, this was their new home.
27:42.332 --> 27:45.174
[SPEAKER_00]: But in most places, people go elsewhere.
27:45.714 --> 27:46.695
[SPEAKER_00]: They learn their skills.
27:48.015 --> 27:49.076
[SPEAKER_00]: And then they come back home.
27:52.175 --> 27:54.216
[SPEAKER_00]: And that's why you see a lot of graduates here.
27:54.476 --> 27:59.800
[SPEAKER_00]: They want to, they're the leaders, you know, on their symbols, you know, that's their, that's their, that's their jam, you know.
27:59.920 --> 28:10.347
[SPEAKER_00]: So they, they want to stay, you know, they leverage that network of people that they knew from college or that they share a college with and help them in their career.
28:10.427 --> 28:12.909
[SPEAKER_00]: They may not have intended it, but you see the difference.
28:14.871 --> 28:20.134
[SPEAKER_03]: The way you just put it was well put, you're, you're a great storyteller.
28:21.318 --> 28:23.740
[SPEAKER_03]: from your day.
28:24.700 --> 28:29.063
[SPEAKER_03]: And also, because there's a book called Who Spooked Something.
28:29.463 --> 28:32.785
[SPEAKER_03]: It was about when a black guy was in a small town.
28:32.846 --> 28:34.867
[SPEAKER_03]: He went to like join the CIA.
28:35.387 --> 28:42.992
[SPEAKER_03]: He learned how to be a CIA agent of the trace of the secrets and how to fight, how to, how to, how to, uh, protect themselves also for anything.
28:43.052 --> 28:45.594
[SPEAKER_03]: All that information, it brought it back home.
28:46.094 --> 28:48.175
[SPEAKER_03]: And I was like, oh, there's crazy.
28:48.195 --> 28:48.896
[SPEAKER_03]: You learn something.
28:49.249 --> 28:51.209
[SPEAKER_03]: you go back home and then educate everything.
28:51.929 --> 28:55.210
[SPEAKER_03]: And so with robots, pull us, don't stay.
28:56.910 --> 28:58.591
[SPEAKER_03]: Was it your biggest failure so far?
29:03.151 --> 29:13.693
[SPEAKER_00]: I would say, probably the same failure I've had since the beginning.
29:14.213 --> 29:17.454
[SPEAKER_00]: Since I started in retail, it's work life balance.
29:19.371 --> 29:36.955
[SPEAKER_00]: You know, that's my biggest area of weakness is, you know, you treat something like your own and you work it to the extreme and to the exclusion of your, you know, your family, your life.
29:36.975 --> 29:40.455
[SPEAKER_00]: You're thinking that fortunately my life is a saint.
29:40.755 --> 29:42.736
[SPEAKER_00]: She's, you know, we've been together for thirty years.
29:42.776 --> 29:43.476
[SPEAKER_00]: She stopped with me.
29:43.896 --> 29:45.616
[SPEAKER_00]: My kids turned out well.
29:46.216 --> 29:48.277
[SPEAKER_00]: They, you know,
29:49.665 --> 29:50.565
[SPEAKER_00]: kind of understand me.
29:51.145 --> 29:56.747
[SPEAKER_00]: I shouldn't have been there more as they were growing up in my line at the tile, like I'm providing for them.
29:56.767 --> 29:59.228
[SPEAKER_00]: I'm not going to stay all I can do this, I can do that.
29:59.588 --> 30:04.169
[SPEAKER_00]: But I can always think in the back of your mind, you know, you couldn't have done more, you couldn't have done more.
30:04.810 --> 30:09.851
[SPEAKER_00]: So for me, a failure, there's two kinds of failures, right?
30:10.151 --> 30:14.293
[SPEAKER_00]: There's the failure that you can recover from.
30:14.313 --> 30:18.634
[SPEAKER_00]: And there's the failure that the weakness of failure you can't, you know.
30:18.929 --> 30:23.935
[SPEAKER_00]: It's like Kryptonite, you know, Kryptonite will always be Superman's family, right?
30:24.195 --> 30:26.598
[SPEAKER_00]: There's not some day where he's going to be immune to Kryptonite.
30:27.098 --> 30:27.279
[SPEAKER_00]: Okay.
30:27.739 --> 30:30.742
[SPEAKER_00]: So I think everybody has their own Kryptonite, right?
30:30.923 --> 30:32.024
[SPEAKER_00]: And everything else you can over come.
30:35.448 --> 30:35.788
[SPEAKER_03]: Okay.
30:35.808 --> 30:39.793
[SPEAKER_03]: So with the, because I understand that work live balance, it is definitely hard to
30:40.573 --> 30:43.554
[SPEAKER_03]: Quick time towards everything yourself, your relationship.
30:43.594 --> 30:47.756
[SPEAKER_03]: We don't have cages yet, but your kids, your career, your future, your business.
30:47.856 --> 30:50.117
[SPEAKER_03]: There's so many different factors that you have to consider.
30:50.557 --> 31:01.461
[SPEAKER_03]: And all of the time, it's more so like, my given enough time here, my given enough time there, my given enough time just everywhere, and then I need to give time it.
31:02.202 --> 31:08.184
[SPEAKER_03]: And how did you learn how to work with the failure rather than let the failure work against you?
31:12.183 --> 31:28.794
[SPEAKER_00]: Sleep less, try to compartmentalize things, so the best of my ability to work that great, but try and schedule, you know, trying to hear who was getting, try to put things, so there's certain things, I ball.
31:29.194 --> 31:34.378
[SPEAKER_00]: That's Wednesday night during the winter, and that's three to four hours.
31:34.738 --> 31:36.720
[SPEAKER_00]: That, are immovable.
31:38.801 --> 31:41.643
[SPEAKER_00]: I have, you know, workout Wednesday and Sunday,
31:42.892 --> 31:51.158
[SPEAKER_00]: I have a trainer that I work with on each day that keeps me in line.
31:51.438 --> 31:55.401
[SPEAKER_00]: So I'm making sure that I'm not wasting that time.
31:55.881 --> 32:00.064
[SPEAKER_00]: Make sure that even if I don't push myself, they're going to kick my mouth.
32:00.505 --> 32:09.511
[SPEAKER_00]: So it's really saying if you're going to do something, make sure you're as efficient and as effective as possible with what you're doing.
32:12.208 --> 32:14.970
[SPEAKER_03]: Is that your, your engineer background speaking?
32:15.050 --> 32:17.251
[SPEAKER_03]: Is that your retail background speaking?
32:18.412 --> 32:27.517
[SPEAKER_00]: Oh, is that really, you know, we'll call it process optimization and call it time management.
32:28.878 --> 32:31.960
[SPEAKER_00]: It's a little of everything, but I think it's starting from engineering.
32:32.440 --> 32:33.721
[SPEAKER_00]: You know, you have a process.
32:34.181 --> 32:37.043
[SPEAKER_00]: It has a certain number of resources that go in.
32:37.323 --> 32:40.505
[SPEAKER_00]: It has a certain number of things that it fits out.
32:40.952 --> 32:48.899
[SPEAKER_00]: And you want to make sure that what's in between is as efficient as it can be, you know, cost effective and high effective as it can be.
32:49.440 --> 32:52.983
[SPEAKER_00]: So that's you start applying that to other things in your life.
32:54.884 --> 32:59.869
[SPEAKER_00]: It doesn't work for most things, but then you get to the subjective things, the kids and the stuff and you really can't measure that.
32:59.969 --> 33:02.551
[SPEAKER_00]: You've got to say, you know what, I've got to put this type of site.
33:02.791 --> 33:04.313
[SPEAKER_00]: I don't make sure I go over this event.
33:04.573 --> 33:06.835
[SPEAKER_00]: I want to make sure I take the Disney on their
33:07.332 --> 33:10.814
[SPEAKER_00]: kind of, you know, you want to make sure that they're pretty important things.
33:11.314 --> 33:13.775
[SPEAKER_00]: So try and block those off the question here.
33:15.356 --> 33:29.644
[SPEAKER_03]: That's an interesting one one one one one thing that really stuck out to me, mind if you're, you know, your expertise, the way you communicate with your cousin the way you just be there and your prison, was that you said that your daughter was working the same industry that you was working.
33:30.444 --> 33:32.585
[SPEAKER_03]: And when I heard that, I said, wow, that's crazy.
33:32.946 --> 33:35.387
[SPEAKER_03]: Like, when it was a call, uh,
33:36.026 --> 33:40.788
[SPEAKER_03]: Like it's kind of like you're planning to see within as you're doing the work as you're doing everything.
33:41.528 --> 33:45.230
[SPEAKER_03]: People in your kids who just watch and then they start doing what you are doing.
33:45.790 --> 33:46.450
[SPEAKER_03]: Yeah.
33:46.470 --> 33:52.593
[SPEAKER_03]: When she started to be in the same industry that you were in, how did that give you motivation?
33:53.273 --> 33:56.254
[SPEAKER_00]: Well, for her, it was really time.
33:57.755 --> 34:02.317
[SPEAKER_00]: So with my kids and with my, some of my customers,
34:02.805 --> 34:10.249
[SPEAKER_00]: customers, so if they're looking for a job with something, you know, I try it because I know people I try to help match them up.
34:10.890 --> 34:17.614
[SPEAKER_00]: So with my daughter, she was looking for something she could do in the evenings because she has her grandson.
34:18.534 --> 34:22.396
[SPEAKER_00]: And being passionate as if the day her was pretty easy.
34:22.717 --> 34:24.618
[SPEAKER_00]: I don't think she's going to continue on with that.
34:24.798 --> 34:27.619
[SPEAKER_00]: She's got her degree in the environmental biology.
34:28.040 --> 34:32.002
[SPEAKER_00]: So she'll be probably going on to something else when the time
34:32.605 --> 34:33.266
[SPEAKER_00]: presents itself.
34:33.966 --> 34:44.395
[SPEAKER_00]: But, you know, having her, well, when she grew up with us, we had her events, so we had breakfast with Santa, and then we had my first, first Saturday, every December.
34:45.075 --> 34:53.322
[SPEAKER_00]: So she went there, she would go, sit on Santa Santa's lap, have to do the face painting, do all the stuff we did for her whole life.
34:53.822 --> 34:57.205
[SPEAKER_00]: Yeah, so that's where she was very comfortable in that part.
34:58.386 --> 35:00.448
[SPEAKER_00]: That's where Daddy marks.
35:00.568 --> 35:01.809
[SPEAKER_00]: She's okay with her, she's familiar.
35:02.507 --> 35:03.567
[SPEAKER_00]: So it was pretty easy.
35:04.527 --> 35:07.628
[SPEAKER_00]: As far as places they go from a part-time gig to do that.
35:08.448 --> 35:11.349
[SPEAKER_00]: My son, San Bernard, I was an engineer.
35:11.869 --> 35:15.170
[SPEAKER_00]: Obviously, he said, oh my dad's an engineer, I should be one there.
35:16.810 --> 35:18.890
[SPEAKER_00]: So that's what he said.
35:18.930 --> 35:20.951
[SPEAKER_00]: He's a mechanical engineer from the USF.
35:21.971 --> 35:24.051
[SPEAKER_00]: Then my third one, my MSG's in copper.
35:24.112 --> 35:25.412
[SPEAKER_00]: So I don't know where he's done.
35:27.672 --> 35:31.053
[SPEAKER_00]: Yeah, it's good to see that they either
35:31.569 --> 35:40.155
[SPEAKER_00]: follow in my footsteps, you know, because I could stand and build it with my dad, you know, that would be a problem.
35:40.775 --> 35:42.576
[SPEAKER_00]: Or I don't want to do anything.
35:42.596 --> 35:44.598
[SPEAKER_00]: You know, that would be a problem.
35:44.978 --> 35:48.500
[SPEAKER_00]: So, so it means I didn't screw up.
35:48.620 --> 35:50.301
[SPEAKER_00]: It wasn't full correct.
35:53.283 --> 35:53.944
[SPEAKER_03]: You doing good.
35:53.984 --> 35:54.704
[SPEAKER_03]: You doing good.
35:54.904 --> 35:55.665
[SPEAKER_03]: You doing good.
35:56.325 --> 36:00.468
[SPEAKER_03]: So, so what is so you've been married for thirty years, thirty plus years, and of course,
36:00.979 --> 36:03.260
[SPEAKER_03]: to add it to a little work-life balance as well.
36:03.420 --> 36:08.462
[SPEAKER_03]: So how do you make time for you and your wife throughout the entire thirty years?
36:12.744 --> 36:19.347
[SPEAKER_00]: I've been gone so long that I think if I were home more, she probably would be really ticked me out.
36:19.527 --> 36:22.068
[SPEAKER_00]: If you look, I don't know for you.
36:22.188 --> 36:22.949
[SPEAKER_00]: That's enough of that.
36:23.509 --> 36:29.252
[SPEAKER_00]: So we have specific times that out every other Sunday.
36:29.572 --> 36:30.292
[SPEAKER_00]: We'll go out to Derek.
36:31.256 --> 36:35.998
[SPEAKER_00]: So in the alternating ones we go out with the kids and the grand side, we can participate.
36:36.398 --> 36:43.120
[SPEAKER_00]: So that was something we learned was important because we worked together every night having dinner, but this way once a week we are.
36:43.480 --> 36:45.221
[SPEAKER_00]: So that's what we do as family.
36:45.341 --> 36:47.722
[SPEAKER_00]: We alternate us as, you know, as a couple.
36:47.962 --> 36:50.703
[SPEAKER_00]: So we have our date night and we are with that's important.
36:51.563 --> 37:00.486
[SPEAKER_00]: And, but like with customers, when we start off understanding each other's needs,
37:01.020 --> 37:04.602
[SPEAKER_00]: and you understand each other's goals.
37:06.763 --> 37:16.227
[SPEAKER_00]: Doesn't mean I'll try to be a daughter crazy, but when you agree on the big things, it takes care of the rest of your career.
37:16.427 --> 37:22.170
[SPEAKER_00]: You have a lot of people, they get together, totally different goals in my totally different direction.
37:22.770 --> 37:25.591
[SPEAKER_00]: Her father and my wife was a little more traditional.
37:25.731 --> 37:27.872
[SPEAKER_00]: They had her for a month's date of home and her traditional.
37:28.192 --> 37:29.493
[SPEAKER_00]: So that kind of arrangement,
37:30.590 --> 37:39.957
[SPEAKER_00]: was okay for, she worked for ten, fifteen years before we got married later, ten or fifteen years before we had our child.
37:40.577 --> 37:42.258
[SPEAKER_00]: So, we got married in our son.
37:42.679 --> 37:51.325
[SPEAKER_00]: So, she didn't feel like she didn't get a chance to experience a career in their education and so far.
37:51.385 --> 37:58.890
[SPEAKER_00]: So, that hot, if she said, I want to be a, I want to be out there pursuing my career,
38:00.780 --> 38:02.041
[SPEAKER_00]: It may have gone in a different direction.
38:02.701 --> 38:05.823
[SPEAKER_00]: You know, when we had the per child, we decided mutually.
38:05.843 --> 38:06.843
[SPEAKER_00]: It was okay for her.
38:07.564 --> 38:09.265
[SPEAKER_00]: It was scary for me.
38:10.425 --> 38:11.686
[SPEAKER_00]: And I'm going to be on it.
38:12.006 --> 38:12.526
[SPEAKER_00]: Thank you.
38:13.767 --> 38:14.387
[SPEAKER_00]: But we made it.
38:14.407 --> 38:15.227
[SPEAKER_00]: You know, we made the work.
38:15.528 --> 38:17.589
[SPEAKER_00]: So that helped a lot.
38:17.929 --> 38:21.130
[SPEAKER_00]: So on every level, we seemed to agree on the big.
38:21.150 --> 38:23.131
[SPEAKER_03]: Hmm.
38:23.151 --> 38:23.531
[SPEAKER_03]: Okay.
38:23.852 --> 38:26.133
[SPEAKER_03]: For three of bots, plus dumpsters.
38:27.126 --> 38:32.207
[SPEAKER_03]: It seemed like that you're able to adjust quickly and adapt quickly.
38:32.447 --> 38:36.848
[SPEAKER_03]: And not that it was going to around you, stops the bigger picture.
38:37.468 --> 38:44.310
[SPEAKER_03]: Is that it because you have a better understanding of where you are going, or you only, or you focus on today, so you can get to where you're going.
38:46.270 --> 38:52.712
[SPEAKER_00]: There's a little bit of the urgency and the important that you try to keep an eye on.
38:53.132 --> 38:56.913
[SPEAKER_00]: But if you have a plan, so for my sales,
38:57.556 --> 39:01.018
[SPEAKER_00]: for my own, for the cars, for my hours.
39:01.518 --> 39:02.639
[SPEAKER_00]: I have a plan.
39:02.999 --> 39:04.600
[SPEAKER_00]: I show you what that looked like.
39:05.341 --> 39:10.144
[SPEAKER_00]: And it's basically a spreadsheet and it says where I expect to be at a certain point in time.
39:11.525 --> 39:17.748
[SPEAKER_00]: So I don't need to worry about figuring out where I'm supposed to be at any point in time.
39:18.449 --> 39:21.210
[SPEAKER_00]: I am exactly right at every point in time.
39:22.992 --> 39:25.373
[SPEAKER_00]: So now I'm just moving along that timeline.
39:26.773 --> 39:31.994
[SPEAKER_00]: achieving and doing the best that I can in that moment knowing where it's going to put me.
39:33.095 --> 39:42.397
[SPEAKER_00]: So with the business, I have a business plan, I have a growth goal, and I don't have to recreate that and say, oh, where am I?
39:42.417 --> 39:43.957
[SPEAKER_00]: I'm going to have enough to pay my bills.
39:43.997 --> 39:51.279
[SPEAKER_00]: You know, you can't, you can't be surprised every time you have a performance review, right?
39:51.779 --> 39:55.500
[SPEAKER_00]: Most salespeople, they go into their monthly review.
39:56.382 --> 39:58.322
[SPEAKER_00]: They have no idea that the closing percentages.
39:58.622 --> 40:01.143
[SPEAKER_00]: They have no idea what the opportunities they have.
40:01.703 --> 40:03.543
[SPEAKER_00]: They have no idea where they are here today.
40:03.683 --> 40:06.124
[SPEAKER_00]: They have absolutely no idea of any of that.
40:06.664 --> 40:07.004
[UNKNOWN]: Okay.
40:07.844 --> 40:12.445
[SPEAKER_00]: When I go into my performance, my management isn't reviewing my performance.
40:12.545 --> 40:14.805
[SPEAKER_00]: I'm reviewing my performance with my manager.
40:16.746 --> 40:25.247
[SPEAKER_00]: And that's what makes you an individual who's in a position to run a business
40:26.291 --> 40:26.872
[SPEAKER_00]: versus now.
40:30.635 --> 40:31.075
[SPEAKER_03]: Okay.
40:31.255 --> 40:31.796
[SPEAKER_03]: Wow.
40:31.896 --> 40:32.196
[SPEAKER_03]: That was.
40:33.417 --> 40:40.203
[SPEAKER_03]: Now now, okay, looking at when you show me the, what is the call here?
40:40.683 --> 40:45.167
[SPEAKER_03]: When you pull up your first customer and then you show me like you haven't from you, you, you, you, you, I'll say it.
40:45.447 --> 40:46.448
[SPEAKER_03]: It's crazy.
40:46.728 --> 40:49.771
[SPEAKER_03]: And it like how you just say that they're not looking at my performance.
40:49.791 --> 40:52.113
[SPEAKER_03]: We're looking at together because you're intentional.
40:52.133 --> 40:53.013
[SPEAKER_03]: You're looking at the nose.
40:53.053 --> 40:53.654
[SPEAKER_03]: You're looking at the
40:54.168 --> 41:03.192
[SPEAKER_03]: of percentage, you're looking at everything and it now makes sense of why you think the way you do because you're tracking and documenting everything.
41:04.713 --> 41:06.333
[SPEAKER_00]: So it's not a surprise, right?
41:07.674 --> 41:15.117
[SPEAKER_00]: That's one surprise or not good when it comes to your own success.
41:15.517 --> 41:16.558
[SPEAKER_00]: You don't want to be surprised.
41:16.938 --> 41:18.359
[SPEAKER_00]: You want to be happy, right?
41:19.019 --> 41:21.420
[SPEAKER_00]: You want to be appreciative
41:22.012 --> 41:22.913
[SPEAKER_00]: You want to stay humble.
41:23.273 --> 41:30.978
[SPEAKER_00]: You want to be, you know, you want to feel good about yourself and be able to celebrate the victories.
41:31.558 --> 41:33.900
[SPEAKER_00]: But you don't want it to be a surprise.
41:35.781 --> 41:35.921
[SPEAKER_00]: Yeah.
41:35.981 --> 41:38.463
[SPEAKER_00]: If you do all the right things, you should get the right results.
41:38.743 --> 41:40.444
[SPEAKER_00]: You know, always get the right results.
41:40.864 --> 41:42.885
[SPEAKER_00]: But if you do all the right things, you get the right results.
41:43.105 --> 41:44.807
[SPEAKER_00]: It shouldn't be a surprise, right?
41:46.868 --> 41:48.049
[SPEAKER_00]: You should be happy that it worked.
41:48.469 --> 41:50.050
[SPEAKER_00]: You should appreciate that.
41:50.634 --> 41:54.457
[SPEAKER_00]: You know, you were actually didn't come in and screw things up, right?
41:56.939 --> 41:59.641
[SPEAKER_00]: That's what happens when you say it, when you're in tension, right?
42:00.822 --> 42:11.509
[SPEAKER_00]: So that's where, that's where I felt like we're on my own thing, you know, where I was in charge of my own performance.
42:11.569 --> 42:13.751
[SPEAKER_00]: I wasn't letting the organization dictate to me.
42:17.574 --> 42:19.235
[SPEAKER_03]: Okay, I know you know,
42:19.634 --> 42:20.895
[SPEAKER_03]: It's an experience of time.
42:21.415 --> 42:22.396
[SPEAKER_03]: It's completely different.
42:22.436 --> 42:29.641
[SPEAKER_03]: However, you're experiencing the way you show me that and the way you just say that you're your success and not being surprised.
42:29.681 --> 42:31.463
[SPEAKER_03]: You should not be surprised that I was happening.
42:32.464 --> 42:34.385
[SPEAKER_03]: Would you start to track in numbers?
42:34.405 --> 42:35.966
[SPEAKER_03]: Did you see the difference in your performance?
42:38.328 --> 42:40.490
[SPEAKER_00]: I didn't track them to observe.
42:42.391 --> 42:45.213
[SPEAKER_00]: I tracked them to hop them up.
42:48.175 --> 42:48.415
[SPEAKER_02]: Right.
42:49.830 --> 42:52.091
[SPEAKER_00]: In the beginning, I tracked him to set a baseline.
42:53.251 --> 42:54.231
[SPEAKER_00]: But at that point, it's easy.
42:54.671 --> 42:56.932
[SPEAKER_00]: How many cars did I sell over this period of time?
42:59.092 --> 43:01.733
[SPEAKER_00]: How much did I earn based on that number of sales?
43:02.653 --> 43:07.134
[SPEAKER_00]: And didn't have to start looking at repeats and referrals and things like that.
43:07.234 --> 43:10.195
[SPEAKER_00]: I had some, but hadn't measured them.
43:11.755 --> 43:13.216
[SPEAKER_00]: He didn't quantify it at that point.
43:14.456 --> 43:17.617
[SPEAKER_00]: As I went to the next year, it was actually within
43:20.346 --> 43:20.706
[SPEAKER_00]: a year.
43:21.687 --> 43:22.868
[SPEAKER_00]: So, okay, now I got my baseline.
43:23.969 --> 43:30.214
[SPEAKER_00]: Let me come up with a system to identify all the things that went into creating these results I've already had, right?
43:31.155 --> 43:37.741
[SPEAKER_00]: And where are the important things that I believe I can improve upon and how much do I think they're worth?
43:39.102 --> 43:44.466
[SPEAKER_00]: So, I try to optimize each step to improve the output.
43:44.887 --> 43:45.207
[SPEAKER_00]: Okay.
43:46.188 --> 43:46.348
[SPEAKER_00]: So,
43:46.945 --> 44:06.073
[SPEAKER_00]: If you look at any process, and I talked about the goal, which I think you're going to read, theory of constraints, you know, in any process or system, there's some element that is like a gate that a certain number of things can go through, that when that gate is open, stuff happens, when that gate is closed, stuff doesn't happen.
44:06.594 --> 44:07.554
[SPEAKER_00]: The whole is made larger.
44:07.574 --> 44:09.995
[SPEAKER_00]: You're going to have more output, and the whole of it is all you're going to have.
44:10.115 --> 44:11.516
[SPEAKER_00]: That's your kind of critical thing.
44:12.596 --> 44:16.238
[SPEAKER_00]: In selling, there are multiple critical things based on
44:16.750 --> 44:22.412
[SPEAKER_00]: what kind of client you have, the source of the client, you know, the nature of your interaction, things like that.
44:22.912 --> 44:40.496
[SPEAKER_00]: So if I identified what I needed to do for each, and then where I felt that, I could do better, and I waited them, and it came together, and I said, I should sell, thirteen percent more vehicles next year because I'm improving these things on my way to, and it happened to come together, right?
44:41.497 --> 44:45.078
[SPEAKER_00]: So I did it again when I did it again, and you know, so I kept doing it.
44:47.665 --> 44:51.128
[SPEAKER_00]: the system work.
44:52.349 --> 44:54.631
[SPEAKER_00]: So I applied it to the whole organization.
44:54.651 --> 44:59.274
[SPEAKER_00]: I was able to predict from the eight franchises, how many vehicles we would sell in a year.
45:00.315 --> 45:01.997
[SPEAKER_00]: And I was within like three cars.
45:03.478 --> 45:08.482
[SPEAKER_00]: So they paid me to do the projection with the thing and the stuff.
45:09.503 --> 45:13.186
[SPEAKER_00]: So I didn't get to optimize it.
45:13.326 --> 45:14.447
[SPEAKER_00]: They just asked me to predict it.
45:16.477 --> 45:20.258
[SPEAKER_00]: It was like my answer, but I'm usually saying, you know, I was telling them the truth.
45:20.919 --> 45:28.541
[SPEAKER_00]: So, anyway, so that's, you know, observing is great, but if you're not going to do anything with it, right?
45:28.961 --> 45:32.262
[SPEAKER_00]: You might as well just be, you might as well have an aquarium, right?
45:33.843 --> 45:35.043
[SPEAKER_04]: What's the fashion?
45:35.343 --> 45:37.004
[SPEAKER_04]: You know, he's looking around.
45:38.564 --> 45:42.706
[SPEAKER_04]: Oh, that's crazy.
45:43.526 --> 45:44.166
[SPEAKER_00]: Let me really know.
45:44.386 --> 45:46.007
[SPEAKER_00]: What's the, what's the difference?
45:46.447 --> 45:47.667
[SPEAKER_00]: if you're not going to do anything with it.
45:49.588 --> 45:50.188
[SPEAKER_03]: That's valid.
45:51.128 --> 45:51.769
[SPEAKER_03]: That's valid.
45:52.449 --> 46:01.992
[SPEAKER_03]: And in order for you to optimize, you have to look at every, the one that you spoke about the football one, and you said, I'll think it's deep into order.
46:02.012 --> 46:13.035
[SPEAKER_03]: Quarterback run the bag, whatever's deeper, it's also because I'm playing a lot back in high school, every position on the team has a certain role responsibility and
46:13.710 --> 46:28.897
[SPEAKER_03]: You know, when you broke your dad, you had different categories, and I'm reading everything out, and you, the way you explained it, and not only football terminology, but sales terminology, I'm understanding more of why, like, I was really making this so important.
46:29.417 --> 46:38.841
[SPEAKER_00]: Well, every team, you know, if you gave a lot of sales managers an option, they hire a quarterbacks, right?
46:38.861 --> 46:39.041
[SPEAKER_00]: What?
46:39.181 --> 46:40.302
[SPEAKER_00]: Well, the people that can,
46:41.622 --> 46:43.843
[SPEAKER_00]: do all of these things and they can lead a team.
46:44.084 --> 46:50.368
[SPEAKER_00]: Well, you put, you know, you put twelve-time ratings on the field and it's not gonna work, you know, right?
46:50.768 --> 46:52.369
[SPEAKER_00]: You need someone to go and catch a pass.
46:53.229 --> 46:57.232
[SPEAKER_00]: You need someone to, you know, tackle the guy on the other team with the book.
46:57.452 --> 46:59.513
[SPEAKER_00]: You need someone to kick it through the upgrades, right?
46:59.974 --> 47:09.880
[SPEAKER_00]: So you have to identify the team members and not only make sure that they run out of the team, but they understand how they operate.
47:10.460 --> 47:11.441
[SPEAKER_00]: Because you can't
47:12.285 --> 47:17.068
[SPEAKER_00]: the wide receiver in the same drills that your offensive tackle is in.
47:17.088 --> 47:18.869
[SPEAKER_00]: That's valid.
47:19.689 --> 47:23.592
[SPEAKER_00]: But that's what happens in every organization every day.
47:24.252 --> 47:27.754
[SPEAKER_00]: We're going to do sales training, everybody needs to go, right?
47:28.294 --> 47:34.858
[SPEAKER_00]: We're going to have these KPIs, these key process indicators to determine what you're supposed to be doing every day.
47:35.258 --> 47:35.499
[SPEAKER_00]: All right.
47:35.919 --> 47:37.199
[SPEAKER_00]: You got to make the thirty calls a day.
47:37.980 --> 47:41.442
[SPEAKER_00]: Doesn't matter whether it's your first day, doesn't matter whether the calls are,
47:41.939 --> 47:42.579
[SPEAKER_00]: not a lot of this.
47:42.840 --> 47:45.381
[SPEAKER_00]: Everything is worth one and everybody needs to get the effect.
47:45.841 --> 47:46.202
[SPEAKER_00]: Okay.
47:47.462 --> 47:49.624
[SPEAKER_00]: So that's how these organizations are wrong.
47:50.304 --> 47:56.308
[SPEAKER_00]: So if they have no idea that the team is comprised of the personality and skills that they need, they're not leveraging that.
47:56.608 --> 47:57.308
[SPEAKER_00]: Everybody's the same.
47:59.910 --> 48:09.035
[SPEAKER_03]: And in order for you to have an optimized team or efficient team, you have to learn individually or you have to learn them individually and then work
48:11.032 --> 48:18.235
[SPEAKER_00]: and might want to wait for their stress or, yeah, you have to work with their strengths and help them overcome their weaknesses.
48:18.635 --> 48:23.837
[SPEAKER_00]: And if you want to divide it into the type of person they are, then you can have subgroups, right?
48:24.337 --> 48:26.458
[SPEAKER_00]: I read about quarterbacks together, right?
48:26.518 --> 48:27.798
[SPEAKER_00]: We got a couple of quarterbacks here.
48:28.299 --> 48:33.040
[SPEAKER_00]: They're going to be able to run the show on their own.
48:33.721 --> 48:35.141
[SPEAKER_00]: They don't need to do the same things.
48:35.461 --> 48:40.203
[SPEAKER_00]: Their drills and their training is going to be a lot different than the Wookie Thur rookie running
48:40.850 --> 48:41.150
[SPEAKER_00]: Okay.
48:42.931 --> 48:45.233
[SPEAKER_00]: So, you said, okay, I want to take our rookie running back.
48:45.253 --> 48:47.495
[SPEAKER_00]: We're going to train them in a different way.
48:48.275 --> 48:59.383
[SPEAKER_00]: So, I don't understand if knowing what I need to do to be successful on personal level, needs to be unique to my strengths, my weaknesses, my approach.
49:01.024 --> 49:09.870
[SPEAKER_00]: You take a team and decide that you can improve them collectively with the same rewards recognition structure.
49:11.500 --> 49:12.081
[SPEAKER_00]: things like that.
49:12.601 --> 49:31.934
[SPEAKER_00]: So that's the biggest weakness, that's once again why I started my own business because that ability, that empowerment to sell and do things how I had optimized them for eighteen years to research.
49:32.674 --> 49:36.757
[SPEAKER_00]: Because now no longer work, right?
49:37.337 --> 49:38.938
[SPEAKER_00]: It was, you're here just like everybody.
49:39.386 --> 49:40.867
[SPEAKER_00]: That's the way big corporations run.
49:40.987 --> 49:42.868
[SPEAKER_00]: It's not, say, oh, it's a big bad corporation.
49:42.888 --> 49:43.789
[SPEAKER_00]: They're terrible people.
49:44.449 --> 49:44.829
[SPEAKER_00]: They're not.
49:45.290 --> 49:47.611
[SPEAKER_00]: They're just, they're model for what a salesperson is.
49:48.512 --> 49:53.715
[SPEAKER_00]: It's much more compartmentalized version of employee than I want to be.
49:53.735 --> 50:09.104
[SPEAKER_03]: Did this, this, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah
50:09.606 --> 50:14.149
[SPEAKER_00]: who went to Japan, and he was kind of shunned in the United States.
50:14.909 --> 50:18.432
[SPEAKER_00]: If you read out of the crisis, this is the book you wrote.
50:20.853 --> 50:24.636
[SPEAKER_00]: And so we were shunned by the United States.
50:25.456 --> 50:26.757
[SPEAKER_00]: And this was after World War II.
50:27.357 --> 50:35.122
[SPEAKER_00]: Then he went to Japan and helped them become the leaders in the automotive world that they became.
50:35.142 --> 50:38.945
[SPEAKER_00]: Then he came back to the United States to help the United States catch up.
50:40.015 --> 50:43.076
[SPEAKER_00]: because he helped them surpass and then he helped the United States to catch up.
50:43.636 --> 50:51.959
[SPEAKER_00]: So, some of his main points are that, it's the EFI percent of the problems are due to management, not the employee.
50:55.040 --> 51:03.483
[SPEAKER_00]: And he talked about the risks of slogans and sayings and things to try and drive quality and behavior.
51:03.843 --> 51:09.045
[SPEAKER_00]: So, it's got to be in the process, it's got to be, it's got to be things that can't be left to change.
51:10.936 --> 51:21.225
[SPEAKER_00]: So it was interesting what he said you need to put into place is fourteen points consistency of purpose to say in business to provide jobs.
51:21.945 --> 51:33.095
[SPEAKER_00]: So he had a lot of there's a lot of different points in there that you look at as a business over your understand those going in I think you'll be a little bit rough than if you're
51:34.260 --> 51:48.024
[SPEAKER_03]: I'm gonna have to study it a little bit more because I we the uh when I saw something in operations management that I'm in managing diversity and yeah, I'm at the study day more in debt because when I read to all the kids today and you bring me down to cat.
51:48.144 --> 51:52.145
[SPEAKER_03]: Oh, there's a lot more information than I need to study.
51:53.245 --> 51:54.785
[SPEAKER_00]: Well, and it's good.
51:55.406 --> 51:57.566
[SPEAKER_00]: It's good stuff and and I put it out there.
51:57.666 --> 52:01.027
[SPEAKER_00]: I think it's good stuff and I put it out there in the hopes that
52:03.597 --> 52:24.092
[SPEAKER_00]: other people will see it, people in sales and say, oh, I can do this within the front fines of my own corporation or my own organization to basically run a little sales activity like it's their own business, which is, but first they told me when I went into sales was one of like, it's your own business, treat it like it's your own business.
52:25.173 --> 52:28.495
[SPEAKER_00]: And I said, okay, I'm going to do that.
52:29.202 --> 52:33.744
[SPEAKER_00]: So I've been treating my car sales activity like it's my own business for the last one and a year.
52:35.865 --> 52:40.606
[SPEAKER_00]: So that should be a way with everything, right?
52:40.826 --> 52:41.647
[SPEAKER_00]: I don't care what you're doing.
52:42.087 --> 52:49.210
[SPEAKER_00]: If you treat it like your own business, you're going to take a different approach than if you think it's all somebody else's, right?
52:49.470 --> 52:50.570
[SPEAKER_00]: And somebody else's job.
52:50.890 --> 52:52.191
[SPEAKER_00]: Somebody else has to take care of that.
52:52.451 --> 52:54.372
[SPEAKER_00]: I'm not going to pick up that piece of paper on the floor.
52:54.612 --> 52:56.592
[SPEAKER_00]: I'm not going to care if that car was dirty in the show.
52:57.553 --> 52:58.193
[SPEAKER_00]: These kind of things.
53:00.102 --> 53:01.242
[SPEAKER_03]: That's interesting.
53:01.483 --> 53:03.324
[SPEAKER_03]: Okay, yeah, this has been great.
53:03.344 --> 53:04.044
[SPEAKER_03]: This has been great.
53:04.324 --> 53:13.350
[SPEAKER_03]: I have one last segment in this call bench for last is when I ask a four questions fast and you get like a thirty-second response with it.
53:13.390 --> 53:13.550
[SPEAKER_03]: Right?
53:13.990 --> 53:14.210
[SPEAKER_03]: Yes.
53:14.750 --> 53:17.592
[SPEAKER_03]: So first question is what are you grateful for?
53:17.612 --> 53:25.897
[SPEAKER_03]: My wife, my kids, my optimism.
53:27.410 --> 53:28.150
[SPEAKER_00]: and my resilience.
53:30.191 --> 53:30.551
[SPEAKER_04]: Okay.
53:30.911 --> 53:31.151
[SPEAKER_04]: Okay.
53:31.171 --> 53:32.251
[SPEAKER_04]: What do you would agree?
53:34.151 --> 53:41.713
[SPEAKER_00]: So the workplace balance, not spending enough time with friends and family and then think like that.
53:41.813 --> 53:46.213
[SPEAKER_00]: You know, not putting those at the priorities that I would like to.
53:47.714 --> 53:48.034
[SPEAKER_03]: Okay.
53:48.574 --> 53:48.934
[SPEAKER_03]: Okay.
53:49.414 --> 53:51.695
[SPEAKER_03]: Do you have, what is your biggest regret?
53:52.195 --> 53:53.115
[SPEAKER_03]: I'm sorry, not because of great.
53:53.155 --> 53:54.255
[SPEAKER_03]: What is your biggest lesson?
53:55.130 --> 54:01.233
[SPEAKER_03]: while being owner or being in franchise, business of Ray Box plus dumpsters.
54:05.574 --> 54:06.115
[SPEAKER_03]: Biggest.
54:07.295 --> 54:07.935
[SPEAKER_03]: Biggest, lessen.
54:08.736 --> 54:14.118
[SPEAKER_00]: This was deferred to the experts.
54:17.339 --> 54:19.360
[SPEAKER_00]: Don't try to, don't try to reinvent the wheel.
54:20.580 --> 54:20.801
[SPEAKER_00]: Be,
54:25.589 --> 54:29.112
[SPEAKER_00]: aggressive with where you're going, but not necessarily with the people who are happening.
54:29.132 --> 54:32.655
[SPEAKER_03]: That does a great list.
54:34.917 --> 54:40.982
[SPEAKER_03]: And then last and favorite question, what is what does failure is knowledge mean to you?
54:44.886 --> 54:45.706
[SPEAKER_00]: That was the hard one.
54:46.167 --> 54:50.551
[SPEAKER_00]: You know, I said there's two types of failure.
54:50.891 --> 54:53.293
[SPEAKER_00]: There's the failure is that you're never going to overcome.
54:54.547 --> 54:56.728
[SPEAKER_00]: So you're not avoid the grip tonight, right?
54:57.169 --> 55:00.071
[SPEAKER_00]: And there's the failures that you're going to push through.
55:00.091 --> 55:04.513
[SPEAKER_00]: You resilient, you optimistic, and get out of your comfort zone.
55:06.154 --> 55:13.719
[SPEAKER_00]: Take all of the things that you've learned so far, and use those kind of like push you over the top, okay?
55:14.019 --> 55:20.824
[SPEAKER_00]: So if you don't, all of the thing, everything that happened before should be like gas in the engine.
55:21.144 --> 55:22.184
[SPEAKER_00]: Should be more horsepower.
55:22.445 --> 55:22.825
[SPEAKER_00]: Should be
55:23.527 --> 55:26.649
[SPEAKER_00]: improving, like moving back to a place that you're familiar with.
55:26.669 --> 55:39.135
[SPEAKER_00]: They're starting to business in a place where you're familiar with is using that background using the experience of history, you know, your life to help you become more successful.
55:40.456 --> 55:51.741
[SPEAKER_00]: So if it's not, if how you got to where you are isn't helping you become more successful, then you just wasted a whole lot of time.
55:52.181 --> 55:53.142
[SPEAKER_03]: That is the great point.
55:54.119 --> 55:55.640
[SPEAKER_03]: That was well put.
55:55.680 --> 55:56.860
[SPEAKER_03]: That was well put.
55:56.900 --> 55:57.861
[SPEAKER_03]: That was well put.
55:58.321 --> 56:00.342
[SPEAKER_03]: How can people learn more about you?
56:00.402 --> 56:02.703
[SPEAKER_03]: How can they work with you?
56:03.563 --> 56:06.204
[SPEAKER_03]: And how can they just follow you and everything that you're doing?
56:06.924 --> 56:09.265
[SPEAKER_00]: We ought to lengthen the day three.
56:09.285 --> 56:11.526
[SPEAKER_00]: We're going to have red box plus dumpsters.
56:11.546 --> 56:13.967
[SPEAKER_00]: We've passed out and North West Hillsborough.
56:15.368 --> 56:16.008
[SPEAKER_00]: Easy to reach.
56:16.268 --> 56:17.389
[SPEAKER_00]: My phones there.
56:17.409 --> 56:19.070
[SPEAKER_00]: Do you call me anytime?
56:19.090 --> 56:21.991
[SPEAKER_00]: I'll pick up and text you and
56:23.269 --> 56:27.911
[SPEAKER_00]: You know, bringing a dumpster, probably by a car, whatever you need.
56:27.991 --> 56:29.572
[SPEAKER_00]: Tommy's in the reach, and I'm always there.
56:29.592 --> 56:32.113
[SPEAKER_03]: Appreciate you for calling to the fair, you know, just a car case.
56:32.453 --> 56:33.654
[SPEAKER_03]: So I have three questions for you.
56:33.794 --> 56:37.655
[SPEAKER_03]: First one is, would encourage you to say yes to come on to the, uh, by guys.
56:38.636 --> 56:46.439
[SPEAKER_00]: Well, I think you're approach, you're, we'll say the reputation of having if you read a lot of it through a prominent people in the area.
56:46.459 --> 56:49.220
[SPEAKER_00]: It's often would be nice to be included amongst them.
56:49.481 --> 56:52.542
[SPEAKER_00]: So for me, I'm like an opportunity to, uh,
56:53.198 --> 56:54.178
[SPEAKER_00]: get some exposure to the home.
56:55.679 --> 56:56.319
[SPEAKER_03]: Absolutely.
56:56.539 --> 57:04.981
[SPEAKER_03]: And the next question, is there anything that I can work on from this case as far as like do more research and learn more about just the way I saw them so far?
57:06.241 --> 57:07.521
[SPEAKER_00]: No, you seem to touch on it.
57:07.541 --> 57:16.183
[SPEAKER_00]: I think with our initial meeting and the dealership, I showed you a bunch of stuff that maybe everybody else wouldn't.
57:16.704 --> 57:21.985
[SPEAKER_00]: So however you do your research to get to that point in those things, I hope you're super helpful.
57:23.961 --> 57:24.902
[SPEAKER_03]: Okay, I appreciate it.
57:24.962 --> 57:34.109
[SPEAKER_03]: And then last question, if anyone was hesitant to come on to the phase lines podcast, what is one piece of advice to help them prepare to come on to the platform?
57:37.131 --> 57:40.394
[SPEAKER_00]: Just really review some of your life in your brain.
57:40.714 --> 57:50.582
[SPEAKER_00]: So some of the things you didn't necessarily think of, some of the path and the path you got where you got wasn't something that you had kind of formulated.
57:51.194 --> 57:56.567
[SPEAKER_00]: So, I'll tell your brain to do that a little bit, but other than that, just be authentic and go from there.
57:56.587 --> 57:58.451
[SPEAKER_03]: Okay, this is been great.
57:58.531 --> 57:59.173
[SPEAKER_03]: I appreciate it.
57:59.193 --> 57:59.854
[SPEAKER_03]: Then we stop recording.
