บทถอดความฉบับเต็มของ Episode 18 | Scarcity vs. Abundance: Which Leads to Success?

opportunity is a gift from God. 00:02:29.919 --> 00:02:34.000 Um, and so I just want to set this up a little bit here in in Matthew 7. 00:02:34.080 --> 00:02:39.360 I've got a few scripture verses today I want to read because I think it's it is such a scriptural thing. 00:02:39.439 --> 00:02:44.080 It's it's it's a very much a Bible principle uh uh of living that way. 00:02:44.240 --> 00:02:49.199 Jesus lived that way and Jesus talked that way and spoke that way, and God himself is that way, is an abundance God. 00:02:49.360 --> 00:02:53.280 Um in Matthew 7, Jesus says we simply need to ask, seek, and knock on the door. 00:02:53.520 --> 00:02:55.439 And so I want to talk a little bit about the story. 00:02:55.520 --> 00:03:09.680 Um, I'm watching you guys comments on this, but I've been thinking a lot about the uh the story in Mark in Mark II, where where these four crazy friends brought their brought their friend, um, their crippled friend, to the house where Jesus was teaching at. 00:03:09.919 --> 00:03:12.960 And they're like, there's no freaking way we can see him. 00:03:13.120 --> 00:03:17.039 The place is packed, doors, windows, everything's blocked up, everybody's listening to Jesus speak. 00:03:17.199 --> 00:03:18.560 I believe he was inside the house, right? 00:03:18.639 --> 00:03:19.599 Well, we know he was. 00:03:19.919 --> 00:03:22.879 So like I always I like this, somebody give me this theory. 00:03:22.960 --> 00:03:28.879 I don't, I think maybe it was my friend uh Corey that was saying it's like everybody everybody needs four crazy friends that'll break through the roof for you. 00:03:28.960 --> 00:03:29.680 You know what I'm saying? 00:03:29.919 --> 00:03:33.680 So, like that to me, like these guys got it. 00:03:33.840 --> 00:03:34.800 These guys got abundance. 00:03:34.879 --> 00:03:36.000 What's your theory on that story? 00:03:36.080 --> 00:03:42.560 Like, these guys got the abundance mentality, and they clearly didn't turn around and go home with their tails between their legs, right? 00:03:42.800 --> 00:03:52.879 Well, it's like yeah, that they got there and a lot of people would get there and say, Well, guess they got shafted again, couldn't couldn't even get in the house, couldn't couldn't even see him. 00:03:53.039 --> 00:03:58.960 And the other the others just saw, well, the roof isn't, you know, the roof isn't, you know, the the roof is an option. 00:03:59.120 --> 00:03:59.280 Yeah. 00:03:59.439 --> 00:04:11.280 And even though it was crazy to to break through a roof, it wasn't, you know, even though they they were uh as I understand, they went up on the roof, you know, they they would go up on the roof, that wasn't that uncommon, but to break through it was I would say it was uncommon. 00:04:11.599 --> 00:04:12.319 Very, you know. 00:04:12.639 --> 00:04:26.319 I I don't know if it was you know, it could have been concrete slash clay slash, you know, or it could have been wooden, wood, wood with that's a little well I'm saying like I'm saying like they had a chainsaw like a hilty saucer, but I think they had mud mortar of some kind. 00:04:26.480 --> 00:04:26.879 I think they did. 00:04:27.040 --> 00:04:35.680 I mean they were my my biblical biblical evidence uh uh of the books that I read as a kid, sure, the fat shroof that just threw some straw. 00:04:36.079 --> 00:04:37.439 Kyle, what's your theory on the story? 00:04:37.680 --> 00:04:44.399 Uh that story is I I don't know if it totally like it's not I mean abundance, yeah, they just had a lot of faith. 00:04:44.560 --> 00:04:57.279 That's that faith, and I think that that plays into abundance mindset is having faith that that more will more work will come, more uh, you know, whatever, whatever you whatever you're looking for in life, uh, and not not thinking that it's probably not gonna happen. 00:04:57.439 --> 00:04:58.639 What if it what if it does? 00:04:58.959 --> 00:05:05.040 Like, and so having hope is is hope and faith are like the pinnacle of abundance mentality. 00:05:05.120 --> 00:05:10.079 Yeah, because you you you have to have hope in the future and you have to faith that God's gonna see it through. 00:05:10.319 --> 00:05:12.639 But I would think I think of another another Bible. 00:05:13.680 --> 00:05:14.079 Yeah. 00:05:14.240 --> 00:05:14.560 Yeah. 00:05:14.720 --> 00:05:21.519 And uh, I think another uh biblical example just cap out in my head was was Abraham and Lot when they went and split out. 00:05:21.920 --> 00:05:24.800 And Lot got the best by far, whatever. 00:05:26.000 --> 00:05:29.519 And and Abraham was like, Abraham's like, I'm good, I'll be just fine over here. 00:05:29.680 --> 00:05:31.120 And he thrived more than Lot. 00:05:31.199 --> 00:05:36.560 You know, like I'm saying that even just that of like of like it's okay, there's gonna be enough, there's gonna be more enough to go around. 00:05:37.040 --> 00:05:40.959 I'm okay with this somewhat shoddy or not as nice land over here. 00:05:41.040 --> 00:05:42.879 Um you can have the nice stuff, have fun. 00:05:43.040 --> 00:05:55.680 Yeah, and I I I don't know, but yeah, both both, I think that it's a very, very biblical, biblical uh aspect or um a big biblical principle, but it's not necessarily always taught that way. 00:05:55.839 --> 00:05:58.079 Some people do, but I it's not a very common teacher. 00:05:58.319 --> 00:05:59.759 I remember years ago. 00:05:59.920 --> 00:06:09.600 Um uh years ago, uh I worked really hard when I was in sales, um and I and I and kind of off that point when I was in sales, I worked really, really hard on this one project. 00:06:09.680 --> 00:06:14.560 It was a huge project for me, and I did I did all of the efforts. 00:06:14.639 --> 00:06:19.439 I I put like I put in 160% of my efforts, okay? 00:06:19.759 --> 00:06:20.959 And lost the deal. 00:06:21.199 --> 00:06:22.000 Lost the deal. 00:06:22.079 --> 00:06:28.800 I was it was it was uh pretty a company in Bristol pretty common for you, or uh it wasn't

very common for me. 00:06:28.879 --> 00:06:30.240 No, it was yeah, exactly. 00:06:30.319 --> 00:06:34.000 No, I thought you were gonna say it, Darren working 1660 is like a normal one person, you know. 00:06:34.639 --> 00:06:35.199 Exactly. 00:06:35.600 --> 00:06:36.560 Sure, sure. 00:06:36.800 --> 00:06:38.160 But anyhow, what happens? 00:06:38.240 --> 00:06:39.040 I I lost it. 00:06:39.120 --> 00:06:41.199 I mean, I I still remember how I felt. 00:06:41.279 --> 00:06:45.439 I I was I was it it was it was a huge project. 00:06:45.600 --> 00:06:48.560 Um and and uh anyhow, lost it. 00:06:48.720 --> 00:06:49.439 Done deal. 00:06:49.680 --> 00:06:50.319 I'm sorry. 00:06:50.399 --> 00:06:52.480 We we went with your competitor. 00:06:52.720 --> 00:06:53.279 Sorry. 00:06:53.439 --> 00:07:00.959 And there was no it was one of those deals where there was no good reason that it was definitely, you know, I wasn't gonna get it either way. 00:07:01.120 --> 00:07:01.279 Yeah. 00:07:02.319 --> 00:07:02.879 I hate that feeling. 00:07:03.120 --> 00:07:11.360 And and you know, and so I and so any uh you know, and I I went and I remember you told me, Ryan, you're like, you're like, you're like, well, you cry about it or go sell something else. 00:07:11.439 --> 00:07:15.839 Yeah, you know, or uh it was like you get you're gonna move on, and um, I I don't know. 00:07:16.000 --> 00:07:26.480 I I'm what I'm trying to say is is that when Abraham Lot, you know, Abraham could say, hey, well, Lot chose the good the green pasture, and I got stuck with the rocks, yeah, you know, and he's like, Well then my life's over. 00:07:26.560 --> 00:07:34.079 Yeah, no, he went and made the best of it and and moved on, and you know, it turns out you know that the attitude is more important than green pastures. 00:07:34.240 --> 00:07:40.240 Yeah well, another example of of Abraham actually was actually Abraham's son Isaac, who kept digging new wells. 00:07:40.319 --> 00:07:42.160 They would come, they would come and fill in his wells. 00:07:42.240 --> 00:07:45.600 They hated him, they would come fill in his well, and he'd just like pick up the shovel, dig another well. 00:07:45.759 --> 00:07:46.160 It's all right. 00:07:46.240 --> 00:07:51.519 And he didn't fight, he didn't go send his because he had an army, the dude had an army, like they had their they were like legit. 00:07:51.680 --> 00:07:52.720 Okay, or Jacob. 00:07:52.959 --> 00:07:53.759 I struggled with that a little bit. 00:07:54.480 --> 00:07:58.399 Or Jacob, Jacob making um, what's his uh father-in-law's name? 00:07:58.560 --> 00:08:00.160 Regardless Deckant and Blake. 00:08:00.480 --> 00:08:01.279 Oh, Laban. 00:08:01.600 --> 00:08:06.720 Yeah, yeah, Laban making him rich, like making him multi-millionaire over and over again, and tricking, he getting tricked and tricked again. 00:08:06.879 --> 00:08:10.639 He's like, you know what, there's gonna be more and then he did some you know some breeding tactics too. 00:08:10.720

--> 00:08:12.319 Yeah, but I'm saying it's it was like that. 00:08:12.399 --> 00:08:18.399 He's I'm gonna make you rich, and because I'm I'm a go-getter, but I'm eventually I'm gonna go do this here too. 00:08:18.480 --> 00:08:22.879 But he's still it it's kind of weird, all those just that one lineage there, even uh how they thought. 00:08:23.120 --> 00:08:23.519 It's crazy. 00:08:23.680 --> 00:08:29.279 And so, like if you can't tell yet, listeners, uh, we're pretty freaking passionate about an abundance mindset. 00:08:29.360 --> 00:08:31.680 And I like it's it's it's like it's become everything to us. 00:08:31.759 --> 00:08:39.120 And the more we see other people around us uh in in the world not not practicing that, it just it drives us crazy. 00:08:39.200 --> 00:08:40.159 We talk about it all the time. 00:08:40.240 --> 00:08:45.919 And so uh one of the one of the quotes I want to quote here is the brick wall you hit isn't made to keep you out, it's there to see how bad you want it. 00:08:46.080 --> 00:08:48.799 If this is truly what we want, don't let the wall stop you. 00:08:48.879 --> 00:08:51.279 If opportunity doesn't knock, we're gonna build a door. 00:08:51.440 --> 00:08:53.039 And that's kind of how we think a bit. 00:08:53.120 --> 00:08:58.799 Like, like we're not we don't cry at cry and whine a whole lot about getting the bad field like Abraham got. 00:08:58.879 --> 00:09:00.000 We've got the field full of rocks. 00:09:00.080 --> 00:09:02.159 We kind of pick up the pieces and keep going. 00:09:02.320 --> 00:09:06.879 Darren made a pretty massive mistake um on a job, man, just six weeks ago. 00:09:07.120 --> 00:09:08.960 And it was kind of gut-wrenching. 00:09:09.039 --> 00:09:12.399 Like we made a pretty big mistake and it's it's it's it stinks, right? 00:09:12.480 --> 00:09:14.080 But we didn't cry about it a whole lot. 00:09:14.159 --> 00:09:15.440 You know, Darren felt really bad. 00:09:15.519 --> 00:09:17.840 We we all we all didn't like it, right? 00:09:18.159 --> 00:09:19.919 We picked up the pieces, we kept kept going. 00:09:20.080 --> 00:09:23.600 The best thing you can do is pick up from where you're at and take the next right step, right? 00:09:23.679 --> 00:09:25.679 And say we're gonna be we're gonna be okay. 00:09:25.840 --> 00:09:29.840 And I want to be clear here, like, I believe Jesus was the king of abundance. 00:09:29.919 --> 00:09:31.519 Okay, God is the king of abundance, right? 00:09:31.840 --> 00:09:42.080 But let's be clear, we're not talking, we're not talking Joel Osteen hogwash here, we're not saying health and wealth gospel, and everybody's supposed to have a yacht, and everybody's supposed to, you know, you have a yacht on your refrigerator, and that's all you think about. 00:09:42.320 --> 00:09:43.679 That's not what I'm referring to at all. 00:09:43.759 --> 00:09:49.039 We're we we believe a Darren maybe wants one, but we believe I have a yacht that's about 18 feet long. 00:09:49.120 --> 00:09:50.639 Uh

a little a little speed zone. 00:09:51.600 --> 00:09:57.039 So uh, but we believe a healthy abundance mindset is paramount to being successful as you lead a business. 00:09:57.200 --> 00:10:04.320 Like I I don't know, I like I frankly don't know how people lead a company uh with a scarcity of my mindset. 00:10:04.399 --> 00:10:05.759 And and we do see it sometimes, right? 00:10:05.840 --> 00:10:08.559 Is there any thoughts on being a leader with a scarcity mindset? 00:10:08.799 --> 00:10:15.279 I I wanna I want to maybe give some practical examples of scarcity, you know, like what what does that look like? 00:10:15.600 --> 00:10:24.320 And I think often you know just a good segue from what you were saying earlier about Darren's mistake is people that dwell seems to be a real critical theme today. 00:10:24.480 --> 00:10:28.480 Well, you didn't see you, you lost that one deal back then and now you're screwing up jobs now. 00:10:28.559 --> 00:10:28.879 I don't know. 00:10:29.039 --> 00:10:30.639 Darren is the tracker's not the same. 00:10:30.799 --> 00:10:32.320 Maybe Darren is the issue, yeah. 00:10:33.120 --> 00:10:35.120 Darren should be scarcer around PDBI. 00:10:36.000 --> 00:10:38.559 Um the uh the film love. 00:10:39.279 --> 00:10:46.320 Uh I was just gonna make the point of like people that dwell on on the negatives of what's going on in a company, yeah. 00:10:46.559 --> 00:10:47.679 That that's what hurts. 00:10:47.759 --> 00:10:58.000 If if you if you hey this went bad, we lost this deal, or we or we uh we we you know sales were down this last quarter or or last year, or the market's just really bad right now. 00:10:58.159 --> 00:11:00.399 You you can you can think that way. 00:11:00.639 --> 00:11:04.879 Uh if you start thinking that way, you're gonna think with it with this scarcity mindset. 00:11:04.960 --> 00:11:08.399 Everything's gonna become penny pinching around your company, everybody's gonna feel it. 00:11:08.480 --> 00:11:13.279 They're gonna all like, oh man, you know, uh, definitely not getting a raise next year because everything's tight right now. 00:11:13.360 --> 00:11:15.679 It's just it's just ooh, it's just tight, tight, tight, tight. 00:11:15.759 --> 00:11:16.639 Everything's just mmm. 00:11:16.799 --> 00:11:17.039 Okay. 00:11:17.440 --> 00:11:20.240 And instead of now, there's times to crunch down. 00:11:20.320 --> 00:11:21.360 There's not saying we shouldn't have to be able to do that. 00:11:21.600 --> 00:11:23.120 Is there not times for that though, Kyle? 00:11:23.360 --> 00:11:25.840 Well, okay, somewhat, maybe a little bit. 00:11:25.919 --> 00:11:33.200 I don't, I don't think, I don't think a I don't think it's healthy for employees to think of a company as as nickel and diming. 00:11:33.279 --> 00:11:34.240 That's when it gets dangerous. 00:11:35.200 --> 00:11:38.639 When they're scared to make any wrong moves, they're actually just gonna be less efficient. 00:11:38.960 --> 00:11:46.000 So they're gonna be all worried about doing everything just right because can you imagine that boss caught that$600 mistake, you know, or whatever. 00:11:46.159 --> 00:11:47.360 And it's it's actually the wrong way. 00:11:47.600 --> 00:11:50.720 Like I tell my guys all the time, you just what you told Darren. 00:11:50.799 --> 00:11:53.279 I tell them all the time said, Hey, you made a$10,000 mistake. 00:11:53.360 --> 00:11:56.559 You you you fat-fingered a quote, um, you you messed up. 00:11:56.639 --> 00:12:00.320 I literally sent an email this morning actually saying, Yeah, that does suck. 00:12:00.480 --> 00:12:01.679 Uh that we made the mistake. 00:12:01.759 --> 00:12:03.039 Let's you know, let's go sell the next one. 00:12:03.120 --> 00:12:05.840 I didn't tell him to go let's go sell the next one, but I said it's fine, he's gonna get the next one, you know? 00:12:05.919 --> 00:12:07.440 Yeah, and that's why you have to think. 00:12:07.519 --> 00:12:09.759 You have to think that there's more out there. 00:12:09.919 --> 00:12:30.000 Yeah, and in literally losing jobs too, like you know, as a sales guy, uh it in and anybody that's that's listening to this, that is in some form of sales, uh, you you you gotta you kind of have this thing if you put all your eggs in this basket or it's a very reliable repeat customer and they go somewhere else, it's it's a big ego hit. 00:12:30.080 --> 00:12:31.679 It's a it's sure it hurts. 00:12:32.159 --> 00:12:32.799 It should hurt too. 00:12:33.039 --> 00:12:33.519 It should hurt. 00:12:33.600 --> 00:12:34.159 It should hurt. 00:12:34.399 --> 00:12:38.799 But if it if it keeps you down in that tank, that in that net net space okay. 00:12:38.879 --> 00:12:40.799 So otherwise, how long how long can you be here? 00:12:40.879 --> 00:12:41.200 Hang on here. 00:12:41.279 --> 00:12:41.600 Hang on here. 00:12:41.679 --> 00:12:44.240 I think is there a dollar amount to down the tank ratio? 00:12:44.320 --> 00:12:44.720 That's okay. 00:12:44.879 --> 00:12:51.360 No, I think I think everything you all the sadness you felt about losing a deal should be gone by the next morning. 00:12:52.159 --> 00:12:58.480 And and and because I think you know you have time to go home and and tell your wife, like, hey, this really sucks, whatever. 00:12:58.720 --> 00:13:01.840 But you better bounce back because you have to think about it this way. 00:13:02.000 --> 00:13:07.360 What in the world it's it's it's literally what the Bible says about fearing, you know, and and anxiety. 00:13:07.519 --> 00:13:09.840 You fear not, yeah, okay, because I'm with you. 00:13:10.000 --> 00:13:11.360 Well, why why are we scared? 00:13:11.519 --> 00:13:15.600 All of this stuff is kind of fake monopoly money anyway. 00:13:15.759 --> 00:13:31.039 I mean, uh like in my in my in my opinion, you know, we there's so many people around the world, and I was just talking to some people actually last night about you know different different people that grew up in different circumstances

uh in different areas of the country, whatever. 00:13:31.440 --> 00:13:34.480 It we don't know how blessed we are in this area. 00:13:34.639 --> 00:13:48.240 Now I'm not and we're talking to the to the whole country here or whatever, but but just knowing what you've been blessed with and what knowledge you have in your head and the opportunities you have, you can you it is very, very, very hard for you to go hungry. 00:13:48.399 --> 00:13:53.440 Uh and and the majority of the world has to worry about that on a daily basis. 00:13:53.519 --> 00:13:57.360 Yeah, about not having enough money to make rent next month or have enough food next month. 00:13:57.440 --> 00:13:58.399 It's an actual concern. 00:13:58.639 --> 00:13:59.600 The majority of the world. 00:13:59.759 --> 00:14:03.840 So so if if your biggest, I'm just so sad I lost that job. 00:14:04.000 --> 00:14:04.799 He's a big clan. 00:14:05.120 --> 00:14:08.639 Uh get grow up, yeah, and and and and stop having that scarcity mindset. 00:14:08.799 --> 00:14:10.080 There's more work out there, and you know what? 00:14:10.159 --> 00:14:12.399 That company that won that deal, they need that work too. 00:14:12.480 --> 00:14:12.720 That's right. 00:14:12.879 --> 00:14:13.440 And it's okay. 00:14:14.000 --> 00:14:19.360 Yeah, so so so the fear and anxiety thing is a is a piece that that um that I wanted to touch on as well. 00:14:19.440 --> 00:14:23.679 I I love uh it's absolutely there's so many biblical commands. 00:14:23.919 --> 00:14:27.039 How often does we are we told to fear not, fear not? 00:14:27.279 --> 00:14:34.480 So the people who are and God's provision is there, God's provision, you know, God's provision is there and and and fear not, fear not, fear not. 00:14:34.559 --> 00:14:40.960 And and so tell me a little bit more about some characteristics of the people who are living in fear and that scarcity mindset. 00:14:41.120 --> 00:14:50.159 What are some characteristics that you guys, Darren, that you think that you have seen leaders who are leading companies, people who are thinking that way. 00:14:50.240 --> 00:14:53.279 What are some characteristics that you see that you see in that mindset? 00:14:53.600 --> 00:15:08.320 I've often seen people when they're when when discuss uh uh see you see people with a scarcity mindset, they look at other uh people's success and they say, and they're and the reaction is like, wow, um must be nice, must be nice. 00:15:08.559 --> 00:15:09.440 Must be nice, okay? 00:15:09.679 --> 00:15:11.279 Uh you can say it for me if you want to, that's fine. 00:15:11.440 --> 00:15:12.399 I thought you were waiting for the word. 00:15:12.480 --> 00:15:13.279 That's why I was turning forward. 00:15:13.519 --> 00:15:14.000 Yeah, yeah. 00:15:14.159 --> 00:15:15.759 But exactly what I was gonna say. 00:15:16.000 --> 00:15:17.039 Must be nice, you know. 00:15:17.200 --> 00:15:20.720 And and and the truth, and they say it's just don't don't don't mince over. 00:15:20.960

--> 00:15:21.519 I thought it was my turn. 00:15:22.080 --> 00:15:22.559 It is your turn. 00:15:23.440 --> 00:15:25.360 But you have to say it the way they say it. 00:15:25.600 --> 00:15:27.600 It's must be nice. 00:15:28.399 --> 00:15:33.039 You know, and that's that that is that is the definition, I think, Kyle, dear the person who is a scaracteristic. 00:15:33.120 --> 00:15:33.360 I love it. 00:15:33.440 --> 00:15:34.080 It's characteristic. 00:15:34.320 --> 00:15:57.200 And so, and so, and when do you and when do you and we when you dig and I I I've I have uh I often do in those situations is as I say, you know, you know, I uh we would talk about this certain person and how they you know they they they took this risk and they and they and they and they did this whole thing and um um and the whole thing and like and like and like I I uh I I said well you know what it was a lot of risk for them. 00:15:57.440 --> 00:15:58.799 It was a ton of risk for them. 00:15:58.960 --> 00:16:03.360 And so and you can always say, man, it's so it's it must be so nice. 00:16:03.440 --> 00:16:06.399 You know, I I think about I think about I read this story, I don't know why I know this. 00:16:06.480 --> 00:16:18.320 This is really weird at random, but the Denver airport, building the Denver Airport, um, there was uh out there the the the the the the dirt work for that project was a massive, massive project, huge, you know, huge deal. 00:16:18.399 --> 00:16:21.120 And there's also kinds of all kinds of conspiracy theories behind Denver. 00:16:21.679 --> 00:16:22.240 There's somewhere stuff. 00:16:22.399 --> 00:16:30.879 We won't get into that, but get the but the contrary that that was that was do the work, he went out and he he said, you know, and this is a probably a two-year project, whatever it was, yeah. 00:16:31.200 --> 00:16:32.559 Okay, and so huge. 00:16:32.720 --> 00:16:34.399 So he's like, you know what he's gonna do? 00:16:34.559 --> 00:16:37.679 He's gonna take the risk and he's gonna go out and push dirt himself. 00:16:37.840 --> 00:16:51.279 So he took his big excavators out and they did like a week of they got approval, but like, but they went out and like started just playing in the dirt to see how does this dirt push, how much, how many loads can I do with this soil type in this setting? 00:16:51.440 --> 00:17:05.680 Because the the job was so big for him or for anybody that that it was worth the risk of do uh he's gonna burn 50 grand go on doing this trying this, but it's a 300 million dollar job, yeah, or whatever it was, okay, in the 90s or whatever it was. 00:17:05.839 --> 00:17:13.839 So he went out and did this, and he and he and he calculated everything in, and then he said he submitted his bid saying, here's our actual results, here's our actual hours. 00:17:14.000 --> 00:17:14.480 That's brutal. 00:17:14.640 --> 00:17:17.519 Here's the here and he but what what did he do? 00:17:17.680 --> 00:17:32.079 He took a risk, he showed the customer his he showed the customer how invol uh uh what's the in his investment into the project and he won the bid, and they also just killed and got better, more efficient, and and and and and made made great. 00:17:32.240 --> 00:17:41.279 And and by the way, the customer felt more uh uh secure, it's a better investment that with him because he put this, but he took the risk. 00:17:41.599 --> 00:17:42.319 That's a beautiful example. 00:17:42.880 --> 00:17:46.400 I feel like often people people look at people, and I I lose myself. 00:17:46.480 --> 00:17:55.119 I I think back of other companies that are stuff like, man, and and like now back in those days, no, back in those days, interest rates might have been higher. 00:17:55.279 --> 00:17:56.720 Yeah, actually, often they were. 00:17:56.880 --> 00:18:03.759 You look at the interest rates where you know, you know, like there are times where people took bigger risks with much higher interest rates, and they also didn't know the future. 00:18:03.839 --> 00:18:04.000 Yeah. 00:18:04.319 --> 00:18:09.519 My father-in-law talks about you know the interest rates in the late 80s when he's building his house. 00:18:09.680 --> 00:18:15.200 Um, you know, you know, like 13 and 13 and three quarters was what was was what he remembered seeing. 00:18:15.359 --> 00:18:25.119 He said that they got they got they built their house, he was freaking out, crazy, and they got a smoking hot deal locked in like nine and a half, and he's like, Yeah, they were so pumped. 00:18:25.279 --> 00:18:26.160 Like that's crazy. 00:18:26.319 --> 00:18:28.079 That's that takes some serious kahunas. 00:18:28.240 --> 00:18:36.720 Like, like and so yeah, it's always like the you just touched on another good characteristic is they always live on like the good old days. 00:18:36.799 --> 00:18:37.359 Yeah. 00:18:37.599 --> 00:18:40.400 Back in the day, you know, things were a lot easier back then. 00:18:40.799 --> 00:18:41.680 Would have, could've, should have. 00:18:42.079 --> 00:18:43.119 Would have, could have, should've. 00:18:43.359 --> 00:18:44.079 Oh my goodness. 00:18:44.319 --> 00:18:47.759 I today could be the best, the the best day of the next 20 years. 00:18:48.319 --> 00:18:48.960 100% right. 00:18:49.039 --> 00:18:50.319 I it just it's frustrating. 00:18:50.480 --> 00:18:55.200 How do we so how does this affect how we hire people, how we how we take care of our team members? 00:18:55.359 --> 00:18:56.160 Kyle, back to you. 00:18:56.240 --> 00:18:57.920 Like what how how what's our mindset? 00:18:58.000 --> 00:19:01.759 You mentioned about not having them feel like we're penny pinching all the time. 00:19:01.920 --> 00:19:07.039 But like what what what do you think that our team members, we could ask Braxton, producer, back there how he feels about this. 00:19:07.119 --> 00:19:15.039 So, but how do our how do our how should our how do you want ideally our team members to feel not working in a scarcity setting? 00:19:15.359

--> 00:19:15.920 Overworked. 00:19:16.000 --> 00:19:16.720 I'm just kidding. 00:19:17.359 --> 00:19:23.680 Uh, there's there's a lot of things, like you know, you some people could point right to just compensation, you know, we're gonna pay as much as we possibly can. 00:19:23.759 --> 00:19:34.319 And that, and that is true, you know, we we we do want to pay our employees uh, you know, market rate as as high as we can, you know, all that kind of stuff, while also being able to fund the growth of a company. 00:19:34.480 --> 00:19:38.079 Yeah, it that that's the balance that every single business owner is looking at. 00:19:38.160 --> 00:19:44.799 You know, I gotta be able to fund the growth while I you know that this this we're trying to build something here, obviously with God's help here. 00:19:44.880 --> 00:19:48.240 We're building something here, and it's not, it's it takes cash to do that. 00:19:48.400 --> 00:19:51.519 We know we're in debt, you know, uh and and all that. 00:19:51.680 --> 00:20:08.880 But what I think, I think what I always tell uh my sales guys at least, I say, I say uh about uh about abundance in general is is just just don't basically don't stress about don't stress about uh Duke, I'm totally losing. 00:20:09.119 --> 00:20:09.440 I'm sorry. 00:20:09.519 --> 00:20:10.640 Here, please pause it. 00:20:11.839 --> 00:20:12.480 Keep going, it's fine. 00:20:12.720 --> 00:20:13.119 No, no, no. 00:20:13.200 --> 00:20:14.799 So can you cut that out though? 00:20:14.880 --> 00:20:16.480 You just keep going, you're good. 00:20:16.799 --> 00:20:19.920 No, no, I I literally was like, oh my word, I totally go. 00:20:20.000 --> 00:20:21.599 I had a great thing, and it my brain went. 00:20:23.039 --> 00:20:24.079 So I so I have a story. 00:20:25.440 --> 00:20:27.200 Our little brother Kyle just lost his mind. 00:20:27.519 --> 00:20:31.279 But like I I yesterday, Kyle, I was uh I was at a round table. 00:20:31.359 --> 00:20:37.200 We do Valley's roundtables on uh and we're in the middle of a 10-week session of transformational roundtables right now. 00:20:37.279 --> 00:20:39.119 And one of your guys bragged up on you. 00:20:39.200 --> 00:20:44.720 I won't say who it was, but one of your guys bragged up on you and actually wrote you down as an example of a person who I think he's gonna talk to you about it. 00:20:44.799 --> 00:20:46.400 But it was it was an honor. 00:20:46.559 --> 00:20:52.240 He he talked about how Kyle, we talked about ethics yesterday and in our in and I think that plays into this as well. 00:20:52.400 --> 00:20:57.440 Kyle Kyle never freaks out, he never freaks out when there's a bad thing that happens, we're gonna do the right thing. 00:20:57.599 --> 00:20:59.039 Like, we're always gonna do the right thing. 00:20:59.119 --> 00:21:08.079 I think ethics play into like if you're you're tempted to to make terrible ethics decisions when when you have a scarcity of mindset. 00:21:08.240 --> 00:21:08.559 Does that make sense? 00:21:08.799 --> 00:21:10.559 That's no, that's where I was that's where I was at. 00:21:10.799 --> 00:21:19.839 So so I think a great a great way to uh to think about it seriously if i is is the kind of we kind of we we have a love-hate relationship with general contractors. 00:21:19.920 --> 00:21:23.599 There's some general contractors that are amazing and we talked about it before, so let's not hit them too hard. 00:21:23.759 --> 00:21:24.240 Yeah, I know. 00:21:24.319 --> 00:21:25.839 The GCs are GCs, right? 00:21:26.000 --> 00:21:28.640 But the one thing that does we got some really good ones. 00:21:28.799 --> 00:21:29.039 We do. 00:21:29.119 --> 00:21:29.279 Yeah. 00:21:29.440 --> 00:21:34.319 The one thing that really stresses me out about GCs is their focus on making money on this project. 00:21:34.559 --> 00:21:42.480 Like they they now they have bigger, larger contracts that they kind of, you know, it it's very easy to to, you know, one bad job can really ruin the whole year type thing. 00:21:42.640 --> 00:21:43.119 I understand that. 00:21:43.200 --> 00:21:45.519 I want to be I I've not been a GC much. 00:21:45.599 --> 00:21:48.880 I've done a little bit of that, but but so I I don't I want to be careful. 00:21:48.960 --> 00:21:49.119 Yeah. 00:21:49.359 --> 00:21:59.759 But there's you know, we I tell my guys we we do about a thousand projects a year, you know, uh from like two thousand dollars to a couple million, but so they vary a lot, but I always tell my guys that. 00:22:00.079 --> 00:22:02.559 Don't worry about making money on this job if an issue came up. 00:22:02.720 --> 00:22:11.359 We we quoted something low, uh, we we we whatever we did wrong, or maybe the guys took twice as long to build it what we thought it was gonna take. 00:22:12.160 --> 00:22:32.880 And you can be really stressed and bummed about that, but if we took care of the customer and we put our best foot forward and we showed them, you know, what the and and yeah, you know, we had we would one project come up recently here where we did the first half of the job and it and and uh it was a million dollars or right at a million, and then the and we and we were we were kind of quoted a little tight. 00:22:33.119 --> 00:22:34.000 You were a little too tight on that too. 00:22:34.240 --> 00:22:41.680 A little too tight, and it was just like it would just kind of, you know, and then and then all of a sudden they called us up and said we want to do the exact same thing right beside it, go. 00:22:41.839 --> 00:22:42.640 And duplicate. 00:22:42.880 --> 00:22:46.079 We and and but this time we did it right, we followed through. 00:22:46.160 --> 00:22:49.920 We could have came through with some change orders and all that kind of stuff on the initial one, but we didn't. 00:22:50.160 --> 00:22:54.400 We we we we just honored our price, and then this this one here, the price came back at 1.3. 00:22:54.960 --> 00:22:56.480 And the customer didn't even blink an eye.

00:22:56.559 --> 00:22:57.279 Didn't even blink an eye. 00:22:57.359 --> 00:22:58.720 It was like it was it was like a duplicate. 00:22:58.960 --> 00:23:02.240 Steel change orders, and steel change orders, labor costs, whatever, whatever it was. 00:23:02.319 --> 00:23:14.720 All I'm trying to say is that if you if you freak out about losing money on on that first job, and you would just be, you know, we have to send this customer a$50,000 change order just to cover our steel costs, and oh, we're just we're just we're just freaking out. 00:23:14.880 --> 00:23:20.880 Then then you become that guy, that scarcity guy that that is always worried about making money on that one job and uh oh stress. 00:23:21.359 --> 00:23:22.079 Stop doing that. 00:23:22.160 --> 00:23:23.440 Build a relationship for life. 00:23:23.680 --> 00:23:30.640 And and and that guy didn't even think about kind of contacting someone else for the second job, and he didn't care that it was an additional, it was 30% higher price. 00:23:31.599 --> 00:23:32.319 So I agree with you. 00:23:32.400 --> 00:23:33.839 I let's just be clear here. 00:23:33.920 --> 00:23:40.640 Like we do want our our our salespeople, our project managers to manage their job to the penny if they can. 00:23:40.720 --> 00:23:42.319 Like, like we we really, really try hard. 00:23:42.960 --> 00:23:48.559 100% of all the all the jobs that we earn here, but you're 10% of the jobs losing money is okay with me. 00:23:48.640 --> 00:23:49.519 Yeah, it's actually okay. 00:23:49.839 --> 00:23:57.119 So you're saying like when it's right too late, we've we we made it like don't cry in your in your Cheerios for too long about that that when that something bad happened. 00:23:57.440 --> 00:24:13.359 Okay, to be to be clear, but when there's times we wish that no jobs would ever lose money, but sometimes, sometimes job sometimes the jobs don't go as planned, and there's issues, and there's and there's you know, steel, steel prices go up, or design changes, and and there's unfortunate or things are just missed in mistakes. 00:24:13.680 --> 00:24:16.160 I'm not saying we don't want to make money on a job, but of course we want to. 00:24:16.319 --> 00:24:16.880 That's the goal. 00:24:17.119 --> 00:24:17.920 That's the goal. 00:24:18.079 --> 00:24:26.400 But but but that's that that's the trap that scarcity people get into is like if we don't make money on this project, like, like I'm I'm I'm it's gonna come up. 00:24:26.480 --> 00:24:30.000 I'm gonna get I'm gonna, you know, my boss is gonna talk to me, he's gonna be freaking out. 00:24:30.079 --> 00:24:31.119 It it's not like that. 00:24:31.359 --> 00:24:32.559 Stop stop being so short-term. 00:24:33.279 --> 00:24:35.920 People people have have a have a 10-year vision of a customer. 00:24:36.079 --> 00:24:36.160 Right. 00:24:36.319 --> 00:24:41.440 You know, farmers have a great farmers, farmers, as much as I uh I dislike farmers in general. 00:24:42.000 --> 00:24:42.799 Okay, oh

gracious. 00:24:42.960 --> 00:24:43.359 Who do you like? 00:24:44.319 --> 00:24:46.559 Actually, my neighbor, uh my neighbor's a farmer. 00:24:46.799 --> 00:24:47.279 I love farmers. 00:24:47.680 --> 00:24:49.599 He's a great farmer, great farmer, great nice guy. 00:24:49.759 --> 00:24:54.000 Well, I I think to add on to Kyle there he was doing the mill stuff. 00:24:54.160 --> 00:24:56.079 I thought you were making a comment about farmers, but okay. 00:24:56.240 --> 00:25:00.640 All right, but I was gonna the the the farmers think much longer term. 00:25:00.799 --> 00:25:02.720 So they might have a bad year. 00:25:02.799 --> 00:25:03.680 They might have a down year. 00:25:04.640 --> 00:25:05.039 Five in a row. 00:25:05.359 --> 00:25:06.480 Or five in a row, exactly. 00:25:06.559 --> 00:25:16.480 And and and and all of a sudden, you know, markets change or or or you know, and and uh and and the government the government changes and then all of a sudden, all of a sudden, they're making absolute bank. 00:25:16.799 --> 00:25:18.319 It totally, it totally varies. 00:25:18.480 --> 00:25:22.319 But they have to think there, but either way they're driving a new truck, they're not driving a new Duramax truck. 00:25:22.480 --> 00:25:22.880 Either way. 00:25:23.119 --> 00:25:24.000 Always, always. 00:25:24.240 --> 00:25:30.799 I mean, it's just life's just always terrible, but there's a brand new Duramax crew cabin that costs$137,000 to write off. 00:25:31.200 --> 00:25:44.240 If it was if it was two days of rain and and and five days of 95 degree sunshine for a whole summer, I mean literally perfect, just a red amount, no flooding, no nothing, there would still be something to complain about. 00:25:44.480 --> 00:25:45.039 Well, you know why? 00:25:45.119 --> 00:25:46.319 You know why fertilizers do that. 00:25:46.480 --> 00:25:47.359 Fertilizers do that. 00:25:48.319 --> 00:25:50.000 Monsanto's kicking my butt. 00:25:51.119 --> 00:25:53.519 So yeah, farmers tend to be that way a little bit. 00:25:53.680 --> 00:25:54.319 We we love you guys. 00:25:54.400 --> 00:25:55.680 You guys are also in the trade, so we don't. 00:25:55.920 --> 00:25:57.200 They also agree with that, by the way. 00:25:57.279 --> 00:25:58.400 They would totally say that they do that. 00:25:58.559 --> 00:25:59.359 Yeah, they they own it. 00:25:59.440 --> 00:26:00.240 They own it very well. 00:26:00.319 --> 00:26:02.319 We have some farmer friends that very much would own that. 00:26:02.559 --> 00:26:06.240 So, how has this affected our growth strategy at at PWI, guys? 00:26:06.400 --> 00:26:08.160 Like, have we always done this well? 00:26:08.319 --> 00:26:11.759 How has this affected how we've thought through where we're going? 00:26:11.920 --> 00:26:20.400 Like, like has it really shaped, I feel like it has shaped our mindset a lot, uh especially probably in the last decade, okay? 00:26:20.480 --> 00:26:20.640 Yeah. 00:26:20.799 --> 00:26:21.119 Of growth. 00:26:21.279 --> 00:26:23.039

How how do you guys feel like it's affected our growth? 00:26:23.279 --> 00:26:38.799 Well, I uh one one thing I I'll I'll I'll say here is that as I um you know when when it comes to when it comes to you know you know being being stingy on in in investments, so so um years ago we were we we we we uh like as far as far as design software is goes, okay. 00:26:38.880 --> 00:26:44.799 So we used to think, man, you know, this one software that costs that cost$2,500 a year per seat. 00:26:45.119 --> 00:26:45.759 I don't know. 00:26:46.000 --> 00:26:46.319 I don't know. 00:26:46.799 --> 00:26:52.160 You're if you're pretty like AutoCAD Inventor Inventor and but then Tecla, Tecla's like five grand or whatever it is, okay? 00:26:52.720 --> 00:27:05.680 And and and we used to think, well never in my my mind thought, well, we well, we we we hired that out years ago, but we would we could in literally in my mind I was like, we could never buy that because that's expensive. 00:27:05.839 --> 00:27:08.240 Yeah, well, I hate the word expensive. 00:27:08.480 --> 00:27:11.599 Well, it it it is it worth its value or not, okay? 00:27:11.759 --> 00:27:22.799 And so and so and so all of a sudden we're like, you know what, maybe we just gotta buy that and then you know figure that into our costing and and move on and and and design structures more efficiently, right? 00:27:22.960 --> 00:27:25.599 Which we did, and it kind of totally changed the whole game. 00:27:26.559 --> 00:27:28.160 So now a good example of that, too. 00:27:28.400 --> 00:27:30.160 So I my question was have we always thought that way? 00:27:30.559 --> 00:27:31.279 So you're not there. 00:27:32.000 --> 00:27:36.400 I'm hitting that a decade ago we were we we thought a lot smaller than we did today. 00:27:36.559 --> 00:27:37.119 Oh my word. 00:27:37.200 --> 00:27:37.440 Yeah. 00:27:38.319 --> 00:27:40.640 Not even like necessarily coming, even just my own brain. 00:27:40.720 --> 00:27:44.720 I'm like, well, I think like there's certain things that we just we just can't we can't do that. 00:27:44.880 --> 00:27:46.799 Yeah, I'm like, like, well, who says you can't? 00:27:46.880 --> 00:27:55.839 And and and so recently, like a year ago, one of our one of my uh uh our Tecla gurus, uh John McGurn, he's an engineer, and um he he kind of does all the setup for Tecla. 00:27:56.000 --> 00:28:00.400 And there's a bunch of the guys that use Tecla, but um, but he he he sent me hey, he sent me this this thing. 00:28:00.480 --> 00:28:04.400 He said, um, for custom stair towers, um, there's a Tecla plugin you can buy. 00:28:04.480 --> 00:28:07.519 It's 10,000 bucks to buy this thing. 00:28:07.759 --> 00:28:14.240 But it it's it's like really to draw stair towers i in Tecla. 00:28:14.400 --> 00:28:16.240 Okay, and I just I told him a year ago no. 00:28:16.319 --> 00:28:17.519 I said no, I don't know. 00:28:17.599 --> 00:28:20.319 Well well just just no. 00:28:20.480 --> 00:29:00.480 I forgot that I told him that I didn't buy so so anyhow this this this this um this the an email came through this week or last week from the same the same Tecla um uh uh like like like the guy that built this program I say hey hey hey I'm offering now for six thousand dollars and it's it and he had a new program and whatever basically it was just sixty thousand dollars and I and so he can't think of me I forgot I even said no to it earlier and we are um extremely busy in in in all things um including stairways and and and we're doing stair top we're doing lots of different things and I and I I I watched the video I watched the video of how it works. 00:29:00.559 --> 00:29:04.480 I know how it used to work without this, it's like absolutely totally insane. 00:29:04.720 --> 00:29:07.119 Um you can have different plates you can do, plate streaming on it. 00:29:07.599 --> 00:29:12.319 Like it'll transform the amount of time it takes to draw a for custom stair for custom stairways, which we do a lot of. 00:29:12.720 --> 00:29:16.079 And so I said, I told him, I said, I want it bought now. 00:29:16.240 --> 00:29:18.000 I said, I said, why haven't you bought already? 00:29:18.160 --> 00:29:19.759 He said, Well, he told me a year ago, I can't. 00:29:19.839 --> 00:29:20.559 I said, I know. 00:29:20.720 --> 00:29:21.839 I said, Well, that was stupid. 00:29:22.000 --> 00:29:25.440 I said, I said, I said, you meet with him tomorrow and you sign the contract tomorrow. 00:29:25.519 --> 00:29:26.000 I don't care. 00:29:26.160 --> 00:29:29.200 And in that meeting, I wasn't in the meeting, I just told him to take care of it. 00:29:29.359 --> 00:29:34.880 In that meeting, I was told that that uh sorry, another guy, one of the engineers, he's like, Man, I don't know. 00:29:35.039 --> 00:29:39.920 He's like, he, and he told me Weston told me, uh, that's six that's just that's six thousand bucks. 00:29:40.000 --> 00:29:40.960 I'm like, I don't know. 00:29:41.119 --> 00:29:41.519 Should we? 00:29:41.680 --> 00:29:45.039 I'm like, I'm like, Weston, we're trying to hire six more guys. 00:29:45.200 --> 00:29:46.880 What's six more salaries cost me? 00:29:46.960 --> 00:29:48.559 Yeah, six thousand bucks is nothing. 00:29:48.640 --> 00:29:50.400 We're I said buy it now and roll. 00:29:50.559 --> 00:29:52.079 Yeah, month, a month of payroll, whatever. 00:29:52.160 --> 00:29:53.200 Like, what oh my goodness, yeah. 00:29:53.279 --> 00:29:56.640 So, so it was, you know, and that's also my way of telling you that I approve that. 00:29:56.720 --> 00:29:59.039 So all right, well, thanks, Jaren. 00:29:59.599 --> 00:30:03.519 Kyle, where were some ways that you thought you think you thought too small a decade ago? 00:30:03.839 --> 00:30:06.400 Well, I think I think just Do you think big now? 00:30:08.400 --> 00:30:10.160 I think I think bigger than both you guys do. 00:30:10.240 --> 00:30:10.559 Oh boy. 00:30:10.720 --> 00:30:11.039 Is that true? 00:30:11.119 --> 00:30:12.720 Which one which one of us thinks

biggest? 00:30:13.039 --> 00:30:15.119 I'm not gonna, I'm not gonna do anything there. 00:30:15.359 --> 00:30:16.319 Maybe okay. 00:30:18.000 --> 00:30:18.720 I got it, I got it. 00:30:18.799 --> 00:30:20.559 I I just I was I was thinking about this. 00:30:20.640 --> 00:30:28.640 I said, you know, what what is what is what if scarcity you know kept us from hitting way back, you know, 10, 15 years ago. 00:30:28.799 --> 00:30:29.440 I started that's good. 00:30:29.680 --> 00:30:40.799 I started I started 18 years ago full time, and there was so many things that we did that we just we thought small, but there is also some reality on the ground too of you don't have enough cash to do something. 00:30:40.960 --> 00:30:42.960 You know, do we take debt on to do this? 00:30:43.119 --> 00:30:44.240 How risky should we go? 00:30:44.400 --> 00:30:57.440 But I would like to go back one step and say, I was talking to uh uh Tony, one of our good friends, a good friend of all of ours here, and I was talking about the risks that people take today are just are just very tiny. 00:30:57.680 --> 00:31:08.640 And I was told, I was looking at like all the like my dad, our dad here, and all the other people in his generation, from like that age to 20 years older than him. 00:31:08.960 --> 00:31:12.799 Okay, they took crazy, crazy, yeah. 00:31:12.880 --> 00:31:13.839 The baby boomer era. 00:31:14.799 --> 00:31:22.079 But the boomers get crapped on a lot online, like crazy, and there is they they're they're they're they they have issues in their generation for sure. 00:31:22.400 --> 00:31:35.440 But uh, but I think I think that age group, okay, like yeah, born in 55 to like born in 1935, that that those those that range that that generation, they started so many businesses. 00:31:35.599 --> 00:31:35.839 I know. 00:31:36.000 --> 00:31:39.440 And when they started businesses, they took on massive amounts of risk. 00:31:39.519 --> 00:31:45.599 Now, usually everybody that started, I was talking, I was talking about this here, and he's Tony is starting a company, sweet rice, cereal, check them out. 00:31:45.680 --> 00:31:46.640 It's great, okay. 00:31:46.799 --> 00:31:48.720 And and I was talking about this a couple years ago. 00:31:48.799 --> 00:31:51.119 I said, it's crazy to me the amount of risk people took on. 00:31:51.279 --> 00:31:59.119 So anybody starting a company nowadays, if the company totally folds financially, they're usually totally fine. 00:31:59.279 --> 00:32:06.640 Like it's sad they lost a lot of money, but they're gonna go get a normal job, W-2 job somewhere, and they're gonna start working again and making decent money and go off life. 00:32:06.720 --> 00:32:09.839 They don't lose their house, they don't, they don't have to even downsize generally speaking. 00:32:09.920 --> 00:32:12.960 There's some people taking crazy risks, but they're very, very few in farming. 00:32:13.200 --> 00:32:15.519 The level of risk, the level of risk is so tiny. 00:32:15.680

--> 00:32:24.079 You know, dad, dad took some massive risks and had zero money and was barely making it for a long, long, long, long time at Paul's welding. 00:32:24.160 --> 00:32:25.519 Okay, Paul's welding and repair. 00:32:25.839 --> 00:32:31.759 And and he he uh for our listeners and at PWI today stands for Paul's Welding Incorporated. 00:32:31.920 --> 00:32:36.960 Yeah, uh, we don't really use that anymore, but but yeah, our dad started in 79, started Paul's welding and repair. 00:32:37.039 --> 00:32:41.359 So a lot of and a lot of uh the old vendors, whatever, still call us Paul's, you know. 00:32:41.680 --> 00:32:43.200 Oh yeah, send it to Paul's, you know. 00:32:43.359 --> 00:32:48.160 Um anyway, uh, but I uh I think it was maybe late 90s. 00:32:48.400 --> 00:32:54.000 Dad actually got an offer from DH Machine to go be a uh shop manager there. 00:32:54.240 --> 00:32:57.200 And and yeah, yeah, he told me about that himself. 00:32:57.440 --> 00:33:08.960 He said he said he got he got an offer for a pretty like basically go basically general manager of DH Machine, which is a company up in in Napoleon here, uh a fabrication company similarly sized to us in that range. 00:33:09.119 --> 00:33:11.279 Um and and dad considered it. 00:33:11.519 --> 00:33:13.680 I don't know how you know this because I've never heard that before in my life. 00:33:13.920 --> 00:33:14.319 He told me about it. 00:33:15.119 --> 00:33:17.200 I'm not sure DH was even in business back then, but sure. 00:33:17.440 --> 00:33:18.480 Okay, well he told me that. 00:33:18.640 --> 00:33:19.279 He told me that. 00:33:19.359 --> 00:33:22.720 Yeah, and and and it was and it was and he had also tired when he told you. 00:33:23.119 --> 00:33:23.440 I don't know. 00:33:23.519 --> 00:33:24.400 Maybe he made it up. 00:33:24.559 --> 00:33:25.039 I don't know. 00:33:25.200 --> 00:33:30.000 But he said, and maybe DH machine to hear this podcast and say, what the heck's going on? 00:33:30.079 --> 00:33:32.319 Anyway, but but that that's what I that's what he told me. 00:33:32.480 --> 00:33:39.440 He said that that, you know, and it didn't like he didn't take the offer, uh, but it was a consideration because it was a good, it was a good high rate salary. 00:33:39.759 --> 00:33:40.640 The theory still works, yeah. 00:33:40.880 --> 00:33:52.720 The whole thing, but he had four employees then, whatever, and he's like, but but if you were just to looking look strictly at what he could maybe end up with his retirement, you know, account balance or whatever, it probably would have been the smart choice. 00:33:52.799 --> 00:33:55.599 If he sat down with a financial advisor, it'd probably be the right choice. 00:33:55.759 --> 00:34:05.759 Like, go take this job, you're you're making, you're making 32,000 a year, and then any money you make, you have to put back into the company, and whatever what it was he was making in '99. 00:34:06.079 --> 00:34:09.599 And and and all that was was tremendous risk.

00:34:09.679 --> 00:34:14.800 All the guys that work in factory jobs around my dad were all making double, at least, if not triple, what he was making. 00:34:15.280 --> 00:34:15.599 Okay. 00:34:15.840 --> 00:34:16.960 And that's what I'm trying to say. 00:34:17.280 --> 00:34:26.480 What what are that that scarcity mindset uh it has kind of uh I I actually think people people are so risk adverse, okay? 00:34:26.559 --> 00:34:27.760 They're so risk adverse right now. 00:34:27.920 --> 00:34:32.960 And if you there's a there's a there's a video I forget who who I forget what the guy's name is, but where he says it's all risky. 00:34:33.039 --> 00:34:33.199 Okay. 00:34:33.519 --> 00:34:35.519 Said get, you know, uh uh you guys know the video. 00:34:35.599 --> 00:34:46.000 I sent it to you guys a couple times, but he says, he says, uh, he says, you know, uh if if you if you think that trying is risky, wait till you find out what not trying looks like. 00:34:46.159 --> 00:34:46.320 Right. 00:34:46.559 --> 00:34:48.079 And it's it's all risky. 00:34:48.400 --> 00:34:49.760 And the culture has a lot to do with that. 00:34:49.840 --> 00:34:53.920 Like in the it, you know, so over England, you know, the England, what's the ratio? 00:34:54.079 --> 00:34:59.519 And in England, like starting new starting new companies is it's like crazy low. 00:34:59.760 --> 00:35:02.480 It's like they're all like the culture's like scared to fail. 00:35:02.719 --> 00:35:03.280 The culture's cost. 00:35:03.920 --> 00:35:06.480 And it's not I know Jeff Bezos uh talks about that too. 00:35:06.639 --> 00:35:09.360 Like, like in America, you can start you can start a company. 00:35:09.519 --> 00:35:12.239 I mean, the the the the you can go out and get a loan. 00:35:12.480 --> 00:35:22.079 Banks will invest in your idea like like 300 times 300x more than other countries because the culture is like, hey, it might work. 00:35:22.400 --> 00:35:25.119 It's also because of our our landscape of the USA. 00:35:25.360 --> 00:35:28.000 I mean, like the greatest experiment that ever was has ever been done. 00:35:28.159 --> 00:35:29.920 Our landscape is favorable to business. 00:35:30.000 --> 00:35:31.760 Yeah, that's why the banks work too, you know. 00:35:32.159 --> 00:35:43.599 No, that you can get uh in in Silicon Valley, it is it is very easy with a good pitch, you can get a$50 million venture capitalist to invest in you for a 10% chance of succeeding. 00:35:44.159 --> 00:35:45.039 10% chance. 00:35:45.199 --> 00:35:48.639 So those guys are doing 10 of those bets and hitting on one. 00:35:48.880 --> 00:35:49.840 They don't care, they're fine. 00:35:50.000 --> 00:35:51.280 Wow, it's just crazy. 00:35:51.440 --> 00:35:51.920 That's incredible. 00:35:52.159 --> 00:35:52.400 It's crazy. 00:35:52.639 --> 00:35:53.360 Well, risk, risk. 00:35:53.440 --> 00:35:55.199 We talked about fear, we talked about risk. 00:35:55.360 --> 00:35:58.320 Both of those are uh are a huge part of this conversation. 00:35:58.480 --> 00:36:02.400 So we talked about how our dad, you know, you know, did this. 00:36:02.480 --> 00:36:05.599 And I I think our dad had a had a very much had an abundance mindset. 00:36:05.840 --> 00:36:07.280 We're maybe to a fault. 00:36:07.360 --> 00:36:13.039 We we always kind of joke that you know dad wasn't the best businessman in the world because he he just didn't really care a whole lot about the money part of it. 00:36:13.199 --> 00:36:19.440 Like he just kind of like, yeah, you know, he he he I always say he cared more about relationships than relationships than making a buck. 00:36:19.519 --> 00:36:27.760 And and so like we the the thing we we make with the Kyle, I make fun of Darren on is that he's just like dad in this area, that we'll go sell a nice big job. 00:36:28.400 --> 00:36:30.320 And now when it's all said and done, it's sold. 00:36:30.400 --> 00:36:33.360 Now now we have a we have a$300,000 job in front of us here. 00:36:33.599 --> 00:36:39.360 Now Darren tries to figure out how to spend the most possible money on the budget to make that to make it as awesome for the customer. 00:36:39.519 --> 00:36:41.119 And our budget is$384,000. 00:36:43.360 --> 00:36:43.840 Yeah, exactly. 00:36:44.000 --> 00:36:44.559 What budget? 00:36:44.800 --> 00:36:46.239 So and our dad was very much that way. 00:36:46.800 --> 00:36:49.119 Money is just money, is just who cares about money. 00:36:49.199 --> 00:36:49.840 I don't care about money. 00:36:49.920 --> 00:36:51.199 Yeah, well, tool to get through life. 00:36:51.679 --> 00:36:57.039 What I'm saying is, what I'm saying is money, you know, it's like it's like what you really want to do, I honestly mean this. 00:36:57.119 --> 00:37:02.159 What do you what you want to do is you want to add value to people and add value to your product line. 00:37:02.320 --> 00:37:03.360 That's what's worth something. 00:37:03.840 --> 00:37:22.639 And and it's gonna be worth that much more if you if you if you sell this one job for$300,000 and I I come in and I and I blow past my my portion of that, and we ended up not making money in that job, but we create a product line that we can then sell for$450,000 a piece the next time, and and and it's worth it. 00:37:24.800 --> 00:37:31.679 Because we added value to that there, that happens all the time, maybe not that at that scale, but there's a lot of products we do, like, hey, we sold the first one, but you know what? 00:37:31.760 --> 00:37:33.280 We should do this here here, here, here. 00:37:33.360 --> 00:37:45.760 And and and it it turns in and and and because we're adding value to it, we we we then become more successful because we're not caring about the you know, we spent the nine cents that we lost, yeah. 00:37:45.920 --> 00:37:46.400 Exactly. 00:37:46.639 --> 00:37:50.480 Uh yeah, I want to also just call out to other people that have added value to us. 00:37:50.639 --> 00:37:52.159 Like there's been so many people, like so.

00:37:52.239 --> 00:37:56.079 I I say this very humbly, like we haven't always been this way. 00:37:56.320 --> 00:38:00.800 And we should, we just we admitted that a decade ago we we were not this way to this level. 00:38:00.880 --> 00:38:02.639 And we've a lot to learn yet. 00:38:02.960 --> 00:38:03.679 Oh my goodness, yes. 00:38:03.760 --> 00:38:10.239 But we've we've we've traveled and seen enough people thinking big and thinking with abundance that it's helped us to think with abundance. 00:38:10.320 --> 00:38:11.840 And the example of that is the is the bistro. 00:38:12.000 --> 00:38:18.960 I uh to me is an example of we want we have an in-house restaurant, cafeteria, uh, for all of our employees to eat at. 00:38:19.039 --> 00:38:20.559 We lose money on every meal, you know. 00:38:20.880 --> 00:38:33.199 You know, and so and we bring customers and employees and vendors and and uh families of employees and and cousins and uncles and brothers and uh father-in-laws come in and have lunch with their families there all the time. 00:38:33.280 --> 00:38:34.960 And again, we're losing money on every meal. 00:38:35.039 --> 00:38:37.199 And and we don't really care a whole lot. 00:38:37.280 --> 00:38:42.800 But we what we believe there is that that it's it's it's part of the greater the greater picture of what we're trying to do. 00:38:42.880 --> 00:38:46.480 We're trying to have that abundance mindset, and I think it feels that way when you step in there. 00:38:46.960 --> 00:38:51.440 Well, you know, you know, for feeding, we're feeding generally we're paying for lunch, we're buying lunch. 00:38:51.679 --> 00:38:53.760 If it's a vendor or a customer, we're buying the lunch. 00:38:53.840 --> 00:38:54.159 Come in. 00:38:54.239 --> 00:38:56.639 We want to we want to serve you here, let's be part of what we're doing. 00:38:57.119 --> 00:39:00.400 And I think it's just I think it's part of what we've learned from other people. 00:39:00.559 --> 00:39:02.079 Well, any thoughts on that theory? 00:39:02.400 --> 00:39:09.440 Well, yeah, and and I and a friend of ours was was up here, uh Kyle Quill was up here um a couple weeks ago, and we were talking about the numbers. 00:39:09.760 --> 00:39:16.079 And I I've talked to a lot of business owners that come to come to the B Show, and and again, we're not we're not bragging. 00:39:16.320 --> 00:39:17.360 This is not our idea. 00:39:17.519 --> 00:39:18.480 Uh we we got this idea. 00:39:18.719 --> 00:39:19.039 We stole this. 00:39:19.360 --> 00:39:23.280 We stole this idea from other people that doing it bigger than us, even. 00:39:23.360 --> 00:39:26.480 We we we we we did our version of it, you know, um, but we could handle. 00:39:26.559 --> 00:39:29.840 But but um what what but if you run the numbers, okay. 00:39:29.920 --> 00:39:39.440 So you so we do we do charge our our employees and everyone um you know four four meals, but we just charge them less than it costs, less than it costs us. 00:39:40.000 --> 00:39:59.039 But when you run the numbers of what what you know how much the how much money did we lose in a year, but then you divide it by your number of employees you have, yeah, and you and and divide it by you know uh you know, so you work 50 weeks a year, then and you work eight hours a day, yeah, and then you if you would turn in turn, give them that raise. 00:39:59.280 --> 00:40:00.960 Everybody gets this little raise. 00:40:01.199 --> 00:40:02.159 This cute little raise. 00:40:02.480 --> 00:40:03.199 Couple hundred dollars. 00:40:03.360 --> 00:40:09.760 Okay, cute cute little raise, and would the value with what would which is better. 00:40:10.960 --> 00:40:14.000 What's the best what's a better ROI on your money? 00:40:14.400 --> 00:40:17.920 It's it in our opinion, incredibly it's no question at all. 00:40:19.679 --> 00:40:25.679 Because because we're because we're because we're adding more, it it's it's money, it's it's better spent, and it helps helps our culture and all that stuff. 00:40:25.760 --> 00:40:33.679 So sometimes sometimes sometimes, but but it takes it takes the the the mentality of like you said, the abundance mentality of saying, you know what, it's okay. 00:40:33.840 --> 00:40:38.960 We're gonna lose we're gonna lose this dollar today, but tomorrow we're getting five extra turns. 00:40:39.119 --> 00:40:39.360 That's right. 00:40:39.519 --> 00:40:40.400 And we just we just like it. 00:40:40.639 --> 00:40:41.280 It takes courage though. 00:40:41.360 --> 00:40:43.039 It takes courage to do those kinds of things. 00:40:43.119 --> 00:40:46.239 So we didn't the budget for the bistro never really worked. 00:40:46.320 --> 00:40:47.280 We we tried to get done. 00:40:47.679 --> 00:40:51.760 Ryan also made the budget, which Ryan's budget's really Ryan, right? 00:40:52.159 --> 00:40:53.199 Depends what if I want to do it or not. 00:40:53.440 --> 00:40:54.000 Ryan, you know what? 00:40:54.079 --> 00:40:59.039 I will say it, you are good at sales because you can sell internally any budget you can think of. 00:40:59.280 --> 00:40:59.920 That's a complication. 00:41:00.559 --> 00:41:01.199 I'll examine that. 00:41:01.440 --> 00:41:07.519 I would just say that this this podcast studio's actual cost was probably what Ryan budgeted the bistro at. 00:41:07.679 --> 00:41:10.559 Here's the thing about um there's you're you all are familiar with fair, Ryan? 00:41:10.960 --> 00:41:11.519 That's probably true. 00:41:11.760 --> 00:41:13.360 You're all familiar with Unreal. 00:41:13.519 --> 00:41:14.000 Unreal. 00:41:14.159 --> 00:41:17.920 Okay, so I want to I want to finish the bistro thing, Darren. 00:41:18.079 --> 00:41:18.159 Okay. 00:41:20.079 --> 00:41:21.039 I was very against it. 00:41:21.119 --> 00:41:22.320 I thought it was kind of flashy. 00:41:22.639 --> 00:41:23.679 Scarcely ton of money. 00:41:24.320 --> 00:41:25.280 What did your big brother tell you? 00:41:25.599 --> 00:41:27.920 Yeah, it was a lot of money, and uh, I was right

about the budget. 00:41:28.000 --> 00:41:31.119 The budget was 3x, whatever, whatever was planned at, okay. 00:41:31.280 --> 00:41:37.199 And and I was worried about just this kind of like uh I don't know, just just spending. 00:41:37.360 --> 00:41:41.760 Spending because, you know, we want to show off to our customers almost just flashy. 00:41:41.840 --> 00:41:43.360 I got that that's the vibe I got, okay? 00:41:43.599 --> 00:41:51.119 And and that's how and there might be some listeners out of the way that's exactly what a restaurant would be in in our place, is is totally just showing off and whatever, okay. 00:41:51.360 --> 00:41:54.480 And and I I was very wrong in that. 00:41:54.559 --> 00:41:57.280 And I and I I told you guys that already several times. 00:41:57.360 --> 00:42:01.920 So you can't just could you write that down, let the record show that. 00:42:02.320 --> 00:42:21.360 So we literally, we literally uh had uh the largest project of uh in in our history get sold recently, and one of their favorite things by far was they they ranted and raved for weeks after about about uh the rhubarb dessert that they had at the bistro. 00:42:21.519 --> 00:42:21.920 Holy shit. 00:42:22.159 --> 00:42:23.199 And they could not believe it. 00:42:23.280 --> 00:42:28.000 Now, uh our bistro uh team is actually going to send him a whole uh the thing. 00:42:28.719 --> 00:42:30.639 Yeah, it's freaking genius. 00:42:30.880 --> 00:42:32.000 And so they have it all planned already. 00:42:32.400 --> 00:42:33.199 I didn't even come up with it. 00:42:33.280 --> 00:42:36.559 They they said we know that we remembered that he loved it, and we're and he's getting a whole thing, you know. 00:42:36.880 --> 00:42:39.440 Well, well, there's confusion with the there's confusion with the day they were there. 00:42:39.519 --> 00:42:40.480 I was eating lunch with these guys. 00:42:40.559 --> 00:42:45.440 Okay, this is literally the single largest order we've ever sold, and they were just blown away. 00:42:45.599 --> 00:42:47.280 I want to click I want to comment on that. 00:42:47.440 --> 00:42:49.039 That's the ROI we didn't expect. 00:42:49.119 --> 00:42:50.800 I did I did this all for culture. 00:42:50.880 --> 00:42:52.800 I I wanted this for our employee culture. 00:42:52.960 --> 00:42:53.760 That's why I did this. 00:42:53.840 --> 00:42:55.199 That's why my vision was for that. 00:42:55.360 --> 00:43:07.840 And the ROI we didn't expect was giving customers this big tour of our facility, an hour and a half tour, and ending up in the bistro at 1145, and there's dirty welders and engineers and sales guys all eating lunch together. 00:43:08.000 --> 00:43:09.119 Oh, big dirty welders. 00:43:09.440 --> 00:43:09.840 Yeah, yeah, yeah. 00:43:10.000 --> 00:43:11.119 They are they're they're awesome. 00:43:11.199 --> 00:43:12.079 That's what we started with. 00:43:12.239 --> 00:43:14.800 They're but there's just dudes in there working. 00:43:14.960 --> 00:43:18.719 We have people in the trades, we have people that are white collar selling the jobs, right? 00:43:18.800 --> 00:43:20.480 So, but we're all in there together, right? 00:43:20.559 --> 00:43:21.119 Doing our thing. 00:43:21.760 --> 00:43:23.760 That's the ROI that I didn't expect. 00:43:23.920 --> 00:43:29.280 So we're sitting there that day, and he's like, he's like, Did you taste the Did you taste the rhubarb dessert? 00:43:29.440 --> 00:43:30.480 He tells the other guy that. 00:43:30.719 --> 00:43:39.920 And um he goes, he said, it's not only the best rhubarb I've ever had, it's the best dessert I've ever had in my life. 00:43:40.480 --> 00:43:42.320 It's like, wow, that's what it does. 00:43:42.800 --> 00:43:54.719 The funniest part is we flew down there to that customer in Texas, and and and he was he was still coming down off this crazy high of of having some some you know good home cooking here. 00:43:54.800 --> 00:43:54.960 Yeah. 00:43:55.119 --> 00:43:59.760 And and uh and he and he wanted to take us out to a barbecue restaurant, and he he called like four. 00:44:00.239 --> 00:44:03.119 Places while we're on the way to try to get there, and they're all closed. 00:44:03.199 --> 00:44:05.440 It was like a Tuesday or a Monday where the aerial rations were closed. 00:44:05.599 --> 00:44:11.760 Terrible timing, and there was and he they felt they were we went we went to this like little chain nasty restaurant. 00:44:11.920 --> 00:44:15.039 Think, Ryan, think, think uh uh the one that you and I didn't know. 00:44:15.599 --> 00:44:19.519 We were at in uh in uh Austin, maybe like they had buckets out on the floor and they were dripping water and stuff. 00:44:20.639 --> 00:44:21.679 This was that level, okay? 00:44:21.920 --> 00:44:32.159 And we're there, but it's sit down and we're there, and he and the entire time his father and son that uh were hosting us, they were looking at each other and they they were like they're they were like flexed angry. 00:44:32.320 --> 00:44:35.760 They were so angry the whole time because of how bad the food is, they wouldn't eat it. 00:44:36.159 --> 00:44:37.280 They had like two bites of their food. 00:44:38.159 --> 00:44:38.960 Because they'd approved to you this. 00:44:40.960 --> 00:44:45.519 They were mad about the Texas barbecue thing, but they also loved their food at PBI so much. 00:44:45.599 --> 00:44:46.480 It would you could totally tell. 00:44:46.559 --> 00:44:50.239 And they said, You will come down here again and we will we will feed you perfect, amazing barbecue. 00:44:50.480 --> 00:44:52.320 Seriously and they were barbecue. 00:44:52.400 --> 00:44:57.599 I I'm I'm I I'm a huge I I had a local barbecue joint in Elkhart uh this weekend. 00:44:57.679 --> 00:44:58.320 It was good, it was good. 00:44:58.400 --> 00:45:01.840 But Texas barbecue, like I'm a I I literally love the good. 00:45:02.320 --> 00:45:03.920 The crappier the establishment, the better. 00:45:05.599 --> 00:45:09.360 Some of them are like a

storage shed bar, mini bar where they're but it's it's good stuff. 00:45:09.599 --> 00:45:12.800 These all these words about Texas makes me think of my most favorite song right now. 00:45:13.119 --> 00:45:14.480 Choosing Texas, I can tell. 00:45:14.639 --> 00:45:16.239 How langueley, I'm an LFL. 00:45:16.800 --> 00:45:18.320 That totally applies to this conversation. 00:45:18.800 --> 00:45:19.840 Definitely went off there. 00:45:20.159 --> 00:45:24.400 Speaking of scarcity minds, I have listened to that song in all of her songs. 00:45:24.639 --> 00:45:26.639 I am a huge LFL. 00:45:27.360 --> 00:45:32.239 Well, speaking speaking of somebody who is to who's killing it is this guy. 00:45:32.400 --> 00:45:33.840 She's like, talk about Texas. 00:45:33.920 --> 00:45:34.639 I'm choosing Texas. 00:45:35.360 --> 00:45:36.079 I'm choosing Texas. 00:45:36.239 --> 00:45:38.960 Well, our customers, we've some really, really good customers in Texas. 00:45:39.039 --> 00:45:42.159 So I I I didn't realize how big a deal that song is. 00:45:42.239 --> 00:45:43.280 Like I was researching it. 00:45:43.360 --> 00:45:46.000 Like it's I can't believe we're going down this song track. 00:45:46.480 --> 00:45:46.639 It's great. 00:45:46.960 --> 00:45:49.440 It's more fun than a great rabbit trail. 00:45:49.519 --> 00:45:53.280 But just un unbelievable that she's broken every every record. 00:45:53.599 --> 00:45:56.960 This is the longest number one billboard chart of all time. 00:45:57.119 --> 00:45:58.079 Like it's just unbelievable. 00:45:58.320 --> 00:45:59.280 So L was insane. 00:46:00.079 --> 00:46:04.880 So but God is the is is again, he's the king of abundance, guys. 00:46:04.960 --> 00:46:07.840 And so like I love the fact that God doesn't do things halfway. 00:46:07.920 --> 00:46:10.000 He's the master of go big or go home. 00:46:10.079 --> 00:46:11.280 That's how I see God. 00:46:11.440 --> 00:46:15.920 Uh he told Peter, Jesus, Jesus is on the shore, and he told Peter, hey, throw your net on the other side. 00:46:16.079 --> 00:46:23.599 And like he didn't like let him catch nine, you know, nine fish or 19 fish or nine, you know, 190 fish. 00:46:23.760 --> 00:46:26.000 It filled two freaking boats, guys. 00:46:26.079 --> 00:46:29.360 Like, like, like Jesus like is like he doesn't go halfway. 00:46:29.519 --> 00:46:31.280 He's he's he he is all in. 00:46:31.519 --> 00:46:35.280 Like he is all in on the creation, he's all in on right and wrong. 00:46:35.360 --> 00:46:36.000 He's he's all in. 00:46:36.079 --> 00:46:38.480 He's the he's the again, he's the master of go digger, go home. 00:46:38.639 --> 00:46:50.639 Well, and also I also think too that like like when you think about the the Israelites, there's so many, there's so many stories about the Israelites complaining and having the their mindsets were were was you know horrible, like and and and and all that. 00:46:50.719 --> 00:46:53.920 And and and obviously that can be us, that can be me, you know. 00:46:54.000 --> 00:46:59.199 Um, but like when they when they were complaining, complaining, complaining, and then finally, finally, and what God did is fine, fine. 00:46:59.360 --> 00:47:01.280 It's what you want, that's all you're gonna get. 00:47:01.360 --> 00:47:01.599 Yeah. 00:47:02.159 --> 00:47:04.719 Multiple times with the with the manna and with the quail. 00:47:04.800 --> 00:47:08.000 And like, so like it's like, oh, you want boom, then that's all you're getting. 00:47:08.079 --> 00:47:09.840 You're gonna get so much of it, you're gonna hate it. 00:47:10.000 --> 00:47:14.400 And he was trying to teach them, trying to teach us to be thankful of what we have and to be positive. 00:47:14.559 --> 00:47:17.360 They were not that, but I can be the same way as them. 00:47:17.440 --> 00:47:21.039 So it's like it's like you have to like like God, like be careful what you wish for. 00:47:21.119 --> 00:47:22.000 You might he might give it to you. 00:47:22.079 --> 00:47:22.480 That's right. 00:47:22.719 --> 00:47:24.719 He owns, you know, God owns the cattle on a thousand hills. 00:47:24.800 --> 00:47:26.320 I want to read this in Psalms 50. 00:47:26.400 --> 00:47:29.360 Um, but you know, he he owns the cattle on a thousand hills. 00:47:29.440 --> 00:47:44.559 And in Psalm 50, uh, this is a Psalm of Asaf wrote this, not David, but he says, He says, I have no complaint about your sacrifices or the burnt offerings you constantly offer, but I do not need the bulls from your barns or the goats from your pens, for all the animals of the forest are mine, and I own the cattle on a thousand hills. 00:47:44.639 --> 00:47:47.440 I know every bird on the mountains and all the animals of the field are mine. 00:47:47.519 --> 00:47:49.199 If I were hungry, I would not tell you. 00:47:49.360 --> 00:47:51.280 For all the world is mine and everything in it. 00:47:51.519 --> 00:47:53.360 Like he's a he's an abundance God. 00:47:53.440 --> 00:47:57.360 Like, like, you know, and and so like God doesn't really need our help. 00:47:57.440 --> 00:47:58.000 He wants it. 00:47:58.079 --> 00:48:01.920 He wants, he wants us to add value, he wants us to steward what he's given us. 00:48:02.000 --> 00:48:03.679 He doesn't actually need our sacrifices. 00:48:03.840 --> 00:48:04.079 Exactly. 00:48:04.239 --> 00:48:06.800 He's he's he's all sufficient, all-sustaining God. 00:48:06.880 --> 00:48:09.519 So I feel like back to your Kyle, your faith thing. 00:48:09.599 --> 00:48:19.440 Like when you trust in a God like that, again, I'm not I'm not Joel Osteen here, but when you trust in a God that's that big and thinks that big, like who are we doing why why fear? 00:48:19.519 --> 00:48:21.360 Like what like why are we fearing here? 00:48:21.519 --> 00:48:22.480 Why are we messing around with fear? 00:48:22.800 --> 00:48:30.960 But we also I think there's just there's such a fake, there's such a fake uh there's a great book uh called uh the comfort crisis, uh for the other guy that

wrote it. 00:48:31.199 --> 00:48:32.079 Michael Easter. 00:48:32.159 --> 00:48:32.400 Yes. 00:48:32.639 --> 00:48:47.360 It's just a crazy, crazy, like, like, like step back a little bit from from daily life, and you say, wow, we are just never really put in very risky situations that actually threaten our lives or or threaten our well-being. 00:48:47.519 --> 00:48:49.039 It's so comfortable. 00:48:49.199 --> 00:48:50.400 Everywhere is comfortable. 00:48:50.480 --> 00:48:52.320 And yeah, I highly recommend reading that book. 00:48:52.400 --> 00:48:54.639 It's just a good little like reality check. 00:48:54.880 --> 00:48:58.079 But I what I would say with the whole risk taking and abundance mindset. 00:48:58.559 --> 00:48:59.440 Can you go back a minute? 00:48:59.599 --> 00:49:02.320 Is he saying that like it's changed in the last 50 years? 00:49:02.559 --> 00:49:03.760 That's that's that's because he's premise. 00:49:04.159 --> 00:49:07.679 I've heard him speak, but he you're saying his premise is that yeah, it's changed. 00:49:07.760 --> 00:49:17.679 He he one of the big portions of the book is that he goes out to uh Alaska, I believe, and spends like four weeks out there uh and loses a bunch of weight, uh, like like hunting. 00:49:17.760 --> 00:49:28.320 He's hunting because he's not really a hunter, but he he a hunter takes him hunting and and they like they they they're going for caribou and and they're following this herd for weeks and they got they run out of food. 00:49:28.400 --> 00:49:30.719 Like they're they're they're like hungry, hungry. 00:49:30.880 --> 00:49:35.039 And uh they just have like you know a granola bar a day type thing because they they it was taking longer. 00:49:35.199 --> 00:49:40.400 They had an emergency like like a helicopter come pick us up type thing, but they really want to get this thing. 00:49:40.480 --> 00:49:56.480 And at the end, and at the end, uh uh it's kind of cool, a little spoiler, but at the end, he or at the end of the hunt, they do get a caribou, he gets it, and and they gotta pack it out, and they you know they but they they the first thing they do is they have this meal right there when they killed it, you know. 00:49:56.800 --> 00:50:03.599 And and the guy, the guy, his guy did the whole time, and while they were basically out of food, they were super rationing at this point. 00:50:03.760 --> 00:50:06.000 Um uh he had lost tons of weight, he's a skinny guy. 00:50:06.079 --> 00:50:08.159 He's like 160, he lost like 15 pounds or whatever. 00:50:08.239 --> 00:50:10.239 He's wow, he's um anyway. 00:50:10.320 --> 00:50:22.559 He he said my um this guy had put pulled out an onion and like a couple other vegetables that he'd been packing the whole time just to add on to this steak, this caribou steak. 00:50:22.800 --> 00:50:26.800 And he cut it open there, and we and he said we ate so we we ate till we were basically sick, you know? 00:50:26.880 --> 00:50:30.639 Yeah, and uh, and it just it was a really cool like and then pack out the rest of the meat. 00:50:30.719 --> 00:50:30.880 Sure. 00:50:30.960 --> 00:50:32.800 And it was that was like the best meal I've ever had in my life. 00:50:32.880 --> 00:50:33.039 Wow. 00:50:33.199 --> 00:50:37.360 It was just incredible because I because I because I was I was so hungry and um and and he's bored. 00:50:37.440 --> 00:50:39.199 He had no phone, nothing for all that time. 00:50:39.280 --> 00:51:02.000 And it just it was it was it was he said we studied the package, we studied the every package uh that we had of anything, like a granola bar, a uh a container of anything, and we would we would look at look at the look at that for while we're it's raining or whatever, we'd sit in our tents and and we'd read that and we would not we would find a mistake, a grammatical or like print mistake on every single item. 00:51:02.079 --> 00:51:03.840 It's always there somewhere you find it. 00:51:03.920 --> 00:51:05.119 It just takes a couple hours. 00:51:06.000 --> 00:51:06.880 That's how bored he was. 00:51:07.199 --> 00:51:08.000 That's just that's depressing. 00:51:08.320 --> 00:51:14.400 But he was just saying it's like it's like this whole thing of we we kind of just everything's just perfect for everything's flowing, everything's just gold to get around comfort. 00:51:14.559 --> 00:51:14.719 Okay. 00:51:15.039 --> 00:51:18.639 I use all that come come over to the abundant abundance mindset. 00:51:18.800 --> 00:51:20.719 Is what's the worst that could happen? 00:51:20.800 --> 00:51:40.800 Yeah actually, like when you start thinking, if I'm gonna go take this risk, if I'm gonna go, if I'm gonna go like uh bless somebody with a gift uh financially that that maybe I maybe I need for an upcoming check, you know, or a payment that I have to make, or if you're going to, or if you're going to, you know, what what if what if I give a bonus to an employee that's doing a really good job? 00:51:40.960 --> 00:51:45.280 Well, we might need that for that machine we need to buy, or bah bah bah bah bah bah bah bah bah bah. 00:51:45.760 --> 00:51:46.639 I say all this here. 00:51:46.719 --> 00:51:52.960 If you think it's always gonna be if I if I let out a little bit from me, then it's nothing else is gonna be there. 00:51:53.199 --> 00:51:55.039 That is that is the scarcity mindset. 00:51:55.119 --> 00:51:57.119 You're worried the whole time about losing. 00:51:57.280 --> 00:51:58.480 What's the worst that can happen? 00:51:58.559 --> 00:52:07.760 You're telling me that if it's all gonna burn down, your whole company fails, and you're a failure, you you're not a successful man or a woman or whatever, you all that stuff. 00:52:08.000 --> 00:52:11.599 It's all pretty lame, especially if you're born again Christian. 00:52:11.840 --> 00:52:14.559 It's it really doesn't actually offer that much. 00:52:14.960 --> 00:52:16.159 Like, what are we looking for here? 00:52:16.320 --> 00:52:18.159 We're looking to honor God as

Christians. 00:52:18.320 --> 00:52:19.599 So why are you so worried? 00:52:19.760 --> 00:52:20.639 What what's the big deal? 00:52:20.719 --> 00:52:21.679 What's the worst that could happen? 00:52:21.920 --> 00:52:27.119 I think people have this weird mindset of like, of like, can you imagine if that happened? 00:52:27.280 --> 00:52:28.400 Can you imagine? 00:52:28.559 --> 00:52:34.079 Would would would failing your whole business and and losing all your money be worse than failing your marriage? 00:52:34.239 --> 00:52:35.519 Yeah, no, it's not. 00:52:35.840 --> 00:52:36.400 Not even close. 00:52:36.639 --> 00:52:39.679 It's just it is it that kind of thought is where I'm like that. 00:52:39.840 --> 00:52:43.519 And I and I think we're called, we're uh I'm gonna go back to to scripture here a bit. 00:52:43.599 --> 00:52:47.599 I think we're called by God to to to steward what he's entrusted us with, right? 00:52:47.679 --> 00:52:48.880 So the parable of the talents. 00:52:48.960 --> 00:52:51.280 How does how do you guys feel like this plays into this? 00:52:51.519 --> 00:52:54.639 Like sometimes I think sometimes I think we miss exactly into it. 00:52:54.880 --> 00:52:57.360 Well, sometimes I think we miss how big of a deal it is. 00:52:57.679 --> 00:52:58.400 Oh, exactly. 00:52:58.719 --> 00:53:02.639 I I'm saying I think we missed that it's I want to read, I want to read this. 00:53:02.719 --> 00:53:07.119 Uh, that's the servant with one bag of silver hidden in the earth, he was he was afraid to lose it, right? 00:53:07.199 --> 00:53:11.519 So so I want to read this in um in the uh what what uh where's that ad there, Braxton? 00:53:11.679 --> 00:53:12.800 Can you pull that up for me, bud? 00:53:13.199 --> 00:53:14.480 So uh it's the message. 00:53:14.880 --> 00:53:17.199 The master's the master's response, okay? 00:53:17.360 --> 00:53:19.199 Uh this is this is what what he said. 00:53:19.280 --> 00:53:24.719 He said, You wicked sir, you wicked and lazy servant, after the guy buried his talent, okay? 00:53:24.880 --> 00:53:26.719 Uh I want to I just want to get the feeling here. 00:53:26.800 --> 00:53:33.119 Like it's not an option, like it's not this, hey, I can have an abundance mindset, or I can have a scarcity mindset, one you know, one or the other. 00:53:33.199 --> 00:53:34.800 I could pick one and I could be that guy. 00:53:36.000 --> 00:53:48.880 God, Jesus in Matthew says this, you wicked and lazy servant, take the money from this servant and give it to the one with 10 bags of silver, to those who those who use it well, what they are given, even more will be given, and they will have an abundance. 00:53:49.039 --> 00:53:50.239 That exact word is used there. 00:53:50.480 --> 00:53:54.719 But from those who do nothing, even what they have, what little they have, will be taken away. 00:53:54.960 --> 00:53:56.480 Matthew 25, 24 to 30. 00:53:56.639 --> 00:53:59.920 So it wasn't like, hey, servant, try harder next time. 00:54:00.079 --> 00:54:04.159 It's like, go away from me like into everlasting punishment. 00:54:04.320 --> 00:54:06.800 Like that's like like where there will be weeping and gnashing of feet. 00:54:06.880 --> 00:54:08.320 That's Jesus' actual words. 00:54:08.480 --> 00:54:15.519 Like, so like if we like to like hold things tightly is completely anti-God. 00:54:15.760 --> 00:54:17.360 Like it's not, it's not who we're supposed to be. 00:54:18.000 --> 00:54:18.400 It's not ours. 00:54:18.639 --> 00:54:20.719 It's not it's not ours, it's ours to steward only. 00:54:20.880 --> 00:54:29.599 And so so when when I when I picture a guy who has a scarce mentality, he's always doing this, he's always holding everything, whatever he's got, he's holding it like this and protecting it for himself. 00:54:29.840 --> 00:54:31.920 Hey, can can I can I share a little bit? 00:54:32.159 --> 00:54:34.719 So so so without going too long with a story, uh right. 00:54:34.880 --> 00:54:39.119 Did I tell you about this what happened to me like two years ago about the about the car broke down thing? 00:54:39.360 --> 00:54:39.599 No. 00:54:39.760 --> 00:54:40.159 The whole thing. 00:54:41.440 --> 00:54:42.639 I did tell you Kyle with that. 00:54:43.119 --> 00:54:46.000 Anyhow, so so real real quick here. 00:54:46.079 --> 00:54:55.599 I want to be be so it was a Saturday, my wife, my one daughter had chickenpox, so so my family was camp, my last family was camping, so they were camping. 00:54:55.760 --> 00:54:59.599 Um, and and I was home with with with Sydney, and we were bored. 00:54:59.679 --> 00:55:00.719 We were actually bored. 00:55:00.880 --> 00:55:05.039 So we um and so we were we we drove our folders over to to PWI. 00:55:05.199 --> 00:55:07.840 Then we were it was time for lunch and we had nothing to do. 00:55:08.000 --> 00:55:11.360 So we so we uh This was on a Saturday or whatever. 00:55:14.800 --> 00:55:17.039 And she was feeling good, but she couldn't be around other people. 00:55:17.199 --> 00:55:22.079 Anyhow, so we saw this car beside the road, and we started stopped talking to them. 00:55:22.239 --> 00:55:32.400 Long story short, we ended up taking them to uh and I I say all this, I see all this to not to not bring any glory to me or something like that. 00:55:32.480 --> 00:55:37.360 But but uh God had me at a place where I had nothing to do and I was bored and they needed some help. 00:55:37.440 --> 00:55:42.880 So I started talking to them about this this this this dog this this wife uh or this the mother and son. 00:55:43.039 --> 00:55:53.039 The son's 21 years old, she's older, and um, and uh and they had the what I'm trying to get at is sometimes sometimes mentalities are handed down from generation to generation. 00:55:53.199 --> 00:55:54.559 And I started talking about their situation. 00:55:54.639 --> 00:55:57.760 They had$120 to their name, they have no house. 00:55:57.920 --> 00:56:09.039 They the car they were they were driving was was given to them by a church

in Michigan, and and they were she was working in Amazon and Elkhart, living in Indianapolis. 00:56:09.360 --> 00:56:10.320 She's getting paid 20. 00:56:10.880 --> 00:56:11.599 Because that makes sense. 00:56:11.760 --> 00:56:18.480 Okay, you're not serious because she was living in a camper, and um, and and and these are my new friends, so I want to be careful. 00:56:18.639 --> 00:56:21.519 Um, but and so I I said, I said, no, wait a minute. 00:56:21.599 --> 00:56:22.239 I said, wait a minute. 00:56:22.320 --> 00:56:32.000 I said, I said, and the son wasn't working because he quit Amazon, but he's gonna work back, but he's gonna go back again uh to to work at Amazon, uh, but he had to wait three weeks, and and Amazon treats him well. 00:56:32.480 --> 00:56:35.519 They liked their job, but I had to help them, I had to help them. 00:56:35.599 --> 00:56:37.599 I said, I said, wait, I said, wait, I want to help you guys. 00:56:37.679 --> 00:56:39.039 I actually have nothing to do today. 00:56:39.119 --> 00:56:46.000 Uh there's there's a truck and trailer, I can haul your car somewhere, but I said, I want to actually help you guys, and so I helped them do the math. 00:56:46.159 --> 00:56:53.119 How how living driving 100 miles one way back and forth to get on a job that pays$20.15 an hour. 00:56:53.280 --> 00:56:55.440 Okay, it does not work, actually. 00:56:55.519 --> 00:57:03.599 And I'm like, how clear it out, and I showed them they're like, oh wow, and and it and the whole thing, anyhow, then it it was it was crazy. 00:57:03.679 --> 00:57:13.519 We ended up towing their car up to town and and and um and um and and the charitable foundation is gonna pay for that the car repair the uh um um through through through through PBI. 00:57:13.679 --> 00:57:22.079 So um it's it's and so they're they're repairing the the car in town there, and um, but then I I was taking them up to and this is just you know the cool story. 00:57:22.159 --> 00:57:22.719 This is emotional. 00:57:22.960 --> 00:57:26.800 The coolest part of the story is no matter what you're gonna say, that your daughter was with you that day, yeah. 00:57:27.199 --> 00:57:28.000 Witnessing the whole thing. 00:57:29.280 --> 00:57:30.880 You're teaching you're teaching abundance. 00:57:31.039 --> 00:57:35.119 And so honestly, I was feeling kind of like a you know, just kind of a loose. 00:57:35.280 --> 00:57:36.320 I had much to do. 00:57:36.480 --> 00:57:39.199 As soon as we had this this thing, it was like fun. 00:57:41.920 --> 00:57:44.000 Well, there's a little caveat to the middle this year. 00:57:44.079 --> 00:57:49.039 I meant I met you in the middle of that day, and you were very angry. 00:57:49.440 --> 00:57:51.119 I was angry because I was trying to find it. 00:57:51.440 --> 00:57:53.599 He couldn't find something at PDBI, he wanted like a toe strap or something. 00:57:53.760 --> 00:57:59.840 I wanted a toe strap, I pulled up there, we were dropping something off, me and my kids, and and uh, and he wanted a toe strap, and he couldn't find it. 00:58:00.000 --> 00:58:03.199 He looked like he wanted to punch a wall, and it was hilarious anyway. 00:58:03.440 --> 00:58:07.039 I ended up tying a bunch of them together and then using them. 00:58:07.119 --> 00:58:08.960 Uh it was it was sketchy at best. 00:58:09.119 --> 00:58:11.920 So the car got to Napanee, put it that way. 00:58:12.079 --> 00:58:14.880 Okay, and um, anyhow, so we got all our stuff. 00:58:14.960 --> 00:58:18.239 I I'm I'm saying all this, it was the story was a lot longer than that. 00:58:18.400 --> 00:58:29.440 Um, but anyhow, we got we got all our stuff, put them, put all our stuff out of the car, put it in our vehicle, and then we and we head north to and and and I was hungry already before lunch, but we kind of skipped lunch. 00:58:29.599 --> 00:58:31.440 So at 4 30, we're heading to all cart. 00:58:31.599 --> 00:58:32.159 I was really hungry. 00:58:32.239 --> 00:58:39.199 I was like, and so and so and so I said, hey, I'm grabbing some Culvers, and uh, do you guys do you guys want something? 00:58:39.360 --> 00:58:45.920 And uh, and they're like like and and the son's like, um he goes, actually I'm starved, hasn't ate since yesterday. 00:58:46.400 --> 00:59:03.440 He was like, like, like, like, and these people he was trying to like, yeah, you can you can talk you if you've done if you work with people at all, you can tell people when they're when they're when they're if someone begs you for if someone begs you for for money for food, they're not actually hungry. 00:59:04.000 --> 00:59:12.559 Okay, okay, the the the the the but if the people that are actually hungry and actually need your help, they're they're they're when they're actually poor, they're they're they're embarrassed to ask. 00:59:14.239 --> 00:59:19.679 100% 100% not saying it's all the time, but this general general rule of thumb I found to be true. 00:59:19.920 --> 00:59:21.119 So I so I go into Culver. 00:59:21.280 --> 00:59:24.000 This kid is 21 years old, I go into Culver's and we we go in there. 00:59:24.079 --> 00:59:28.559 I said, I could tell, and I said, he was like, and remember, they have$120 for their name. 00:59:28.719 --> 00:59:31.199 They have an$8,000 loan on their Ford Flex. 00:59:32.639 --> 00:59:33.920 The story's a bit scattered. 00:59:34.000 --> 00:59:36.400 It's a mother and a son that you're and a son, yes. 00:59:36.800 --> 00:59:41.840 They they have$120 of their name, they have a car loan on their other car that the engine broke on. 00:59:42.000 --> 00:59:44.239 Oh Lord, okay, but they have no credit card debt. 00:59:44.400 --> 00:59:45.039 Oh my wow. 00:59:45.199 --> 00:59:46.400 I said that's a that's a positive thing. 00:59:46.800 --> 00:59:47.440 He's a very positive thing. 00:59:47.519 --> 00:59:49.599 Yeah, no, no house to live in, no credit, but they have no credit card. 00:59:49.679 --> 00:59:54.880 So so anyhow, um, so we get up to the counter and I I I was

hungry. 00:59:55.039 --> 01:00:01.119 So I I'm a Colver Deluxe guy, double burger, you know, uh with the basket, you know, French fries and a drink. 01:00:01.280 --> 01:00:03.199 I told him, hey, I said, yeah, like go. 01:00:03.280 --> 01:00:06.320 He's like, he's like, he's like, the whole time he's like, are you are you sure? 01:00:06.400 --> 01:00:08.880 Like I said, yeah, I said get get get the basket. 01:00:09.119 --> 01:00:10.480 And he's like, okay. 01:00:11.119 --> 01:00:13.519 And then he goes, then he goes, I said, well, you need ice cream too. 01:00:15.039 --> 01:00:17.760 I'm like, get you get you a big old mixer, okay? 01:00:18.079 --> 01:00:19.760 And he's like, okay. 01:00:20.079 --> 01:00:37.280 And then he goes and says, um He didn't know how to do it. 01:00:39.920 --> 01:00:42.880 The covers lady said, Well, you choose a flavor. 01:00:43.119 --> 01:00:50.480 And on on the on the um on the uh countertop is a chart, a chart, a chart. 01:00:50.639 --> 01:00:53.519 You can pick your MMs, you can pick your Reese's, your butterfingers. 01:00:53.760 --> 01:00:55.519 And he and she said, just pick one. 01:00:55.679 --> 01:01:00.719 And he's like, he looks at it and he's like, and he looks back at me and says, I'm sorry, I've never done this before. 01:01:00.960 --> 01:01:01.840 Wow man. 01:01:08.320 --> 01:01:14.480 I felt rich, spoiled, yeah, undeserving, um, and all that stuff. 01:01:14.719 --> 01:01:19.119 So so um um anyhow, it was humbling at least. 01:01:19.360 --> 01:01:22.480 Um so I so I took them to a hotel. 01:01:22.639 --> 01:01:27.199 I showed them that we found a hotel for$48 a night in Elkart. 01:01:27.679 --> 01:01:31.119 It was it wasn't you know, it was that kind of hotel, but it was 48 bucks. 01:01:31.360 --> 01:01:33.440 I I wasn't gonna just gonna give hand them everything. 01:01:33.840 --> 01:01:40.480 I bought them two nights at a hotel, and I told them, explained them how they can get use Uber to get to to Amazon for eight bucks. 01:01:40.559 --> 01:01:43.119 I tried to help them use math to solve their problem. 01:01:43.760 --> 01:01:44.480 How old is the mom? 01:01:44.639 --> 01:01:46.239 Like probably 50, really. 01:01:46.559 --> 01:01:46.800 I see. 01:01:46.880 --> 01:01:47.039 Wow. 01:01:47.199 --> 01:01:57.679 And and so and so anyhow, all this, all this and so she was texting me this morning again, and nice people, just lots of bad situations, um, lots of lots of bad decisions. 01:01:58.000 --> 01:02:07.199 And and what I'm trying to say is you you you you're you're in your situation you're at because because probably because uh a lot of it has to do with the way you were raised. 01:02:07.360 --> 01:02:15.599 The way you were raised, so she told me, and and and and and you have to take the positive uh of what you've been given from from from the your your parents. 01:02:15.840 --> 01:02:22.559 Her parents lived in their house for 43 years and they died owing a hundred thousand dollars on house. 01:02:22.800 --> 01:02:24.960 Okay, wow, because of credit card debt. 01:02:25.119 --> 01:02:31.519 And so halfway when they when they're when her parents were older, her dad went one day and cut a bottle of credit cards. 01:02:31.599 --> 01:02:35.119 And and and and because that was that was the problem in their in their life. 01:02:35.280 --> 01:02:38.239 And he told her, don't ever use a credit card, get a credit card debt. 01:02:38.320 --> 01:02:39.280 So she did learn that from her dad. 01:02:39.760 --> 01:02:41.519 She did, she did learn that, and that's because she has no debt. 01:02:41.599 --> 01:02:44.320 Now she has other problems, but she learned that. 01:02:45.679 --> 01:02:46.400 She gained a little, yeah. 01:02:46.559 --> 01:02:50.000 She gained a little, so like you gotta take the, yeah, like what is what do you say before? 01:02:50.079 --> 01:02:56.320 You take the bad, um, you you you you you you take the good and leave the bad of what your parents what your parents teach you. 01:02:56.480 --> 01:03:07.360 So all I'm trying to say is that is that it was it was it was eye-opening to me to see how generational generational thinking can absolutely be a good and a bad thing. 01:03:07.440 --> 01:03:12.400 Yeah, and you have to you have to evaluate what I've been taught, what how why do I think the way I think? 01:03:12.559 --> 01:03:14.000 And it might not be right. 01:03:14.159 --> 01:03:14.480 Yeah. 01:03:14.719 --> 01:03:26.960 So if so, if some of our listeners had had had a mom or a dad or both that had a scarcity of mindset and everything was about the nine cents you saved or whatever else, like you have to almost like get therapy to get through that. 01:03:27.039 --> 01:03:28.400 Like because it's it's a thing. 01:03:28.559 --> 01:03:32.000 I think it takes generations in almost everything, yeah, almost every situation. 01:03:32.159 --> 01:03:42.079 Yeah, you like like I can think of literally so many people right now that I know well that that that have that philosophy. 01:03:42.239 --> 01:03:42.400 Yeah. 01:03:42.639 --> 01:03:53.199 And it's so hard to break, especially, especially, I think, in most situations, if you if you were a kid, if you were a kid when there was basically not food on the table, yeah. 01:03:53.360 --> 01:03:59.199 Um, or very close to not being food on the table, and and that's how you were raised, I don't think you can let go of that. 01:03:59.599 --> 01:04:03.440 Almost you're you're you're it's very hard to break that in your lifetime. 01:04:03.760 --> 01:04:07.280 Maybe, maybe with with God's grace and some some some special miracles. 01:04:07.679 --> 01:04:08.079 But your kids can. 01:04:08.239 --> 01:04:08.800 Your kids can. 01:04:09.199 --> 01:04:11.199 Maybe you can make the changes that you can today. 01:04:11.440 --> 01:04:13.599 So you know, we're there's just no arrogance with us. 01:04:13.679 --> 01:04:20.159 Our dad, we I think what we're saying here is that our parents lived with an

abundance mentality, even when they had nothing. 01:04:20.239 --> 01:04:24.800 Like we we that's we had nothing and we still live with abundance mindset. 01:04:24.880 --> 01:04:32.719 We we we would still somehow grab that 99 cents cheeseburger at McDonald's drive-thru, and we would still enjoy the little things in life that we could. 01:04:32.800 --> 01:04:37.199 Uh, and and so yeah, and and and and in the middle of all that helping other people out. 01:04:37.280 --> 01:04:40.239 We always helped other people out with with the little that we didn't have. 01:04:40.719 --> 01:04:44.239 Um, this week, you know, our our our uh friend Mike Smoker passed away. 01:04:44.320 --> 01:04:47.599 Yeah, and and I I was I was writing writing a little story about that last night. 01:04:47.760 --> 01:04:54.000 Um, and um I thought about him, you know, he he was a business owner, but he spent so much of his money on other people. 01:04:54.079 --> 01:04:56.400 Yeah, I mean incredible amounts of it. 01:04:56.559 --> 01:05:00.079 And he taught us, he taught, you know, he was really influential in Ryan and I's life. 01:05:00.239 --> 01:05:04.000 He's our neighbor, but he did things for for missions, he did things for other people. 01:05:04.159 --> 01:05:09.599 He spent money on on really on relationships, and he did that very well. 01:05:09.679 --> 01:05:22.559 And like and like and that was he got way more fulfillment from that than he would have had had he, you know, he he just found that a better investment than maybe uh a new house or a new whatever it was. 01:05:22.800 --> 01:05:23.280 Sure thing. 01:05:24.320 --> 01:05:29.519 So uh I would uh segue kind of over into competitors now. 01:05:29.599 --> 01:05:37.760 I mean, I feel like this mindset also plays into the the whole Jeff Bezos that we quote all the time about obsessing over our our our customers, not our competitors. 01:05:37.920 --> 01:05:39.119 And I think we do that well. 01:05:39.280 --> 01:05:40.559 We've learned to do that well. 01:05:40.639 --> 01:05:46.159 And and so I guess I would go a step further in just saying, you know, I just forget about your competitors, forget they even exist. 01:05:46.239 --> 01:05:47.440 And I don't want to take that too far. 01:05:47.519 --> 01:05:52.320 I think there's a there's a place where we want to know where the marketplace is at, where the market pricing is at. 01:05:52.480 --> 01:05:55.440 There's a place where you want to see, hey, do you know what they're they're doing that over there? 01:05:55.519 --> 01:05:56.960 We probably should consider a version of that our own. 01:05:57.199 --> 01:05:59.039 I want to do better than that, but I want to focus on them. 01:05:59.280 --> 01:05:59.440 Yeah. 01:06:00.079 --> 01:06:13.679 But but I I've gotten to the place though, and maybe I don't want I don't want um I yeah, I think there's so some insecurities in my past that always made me feel like success, growth, scaling, all those words were for the other people.

01:06:13.760 --> 01:06:27.519 I think we get we alluded to that a little bit earlier, you know, decades ago when we were just starting, and I don't know if Kyle, I th I thought I was thinking about Kyle, like you never probably quite experienced the level of I don't know, unsuccess that that we had in the early years. 01:06:27.679 --> 01:06:38.239 When you came on, we we at least had a handful, two handfuls of employees, whatever, and and we were we were actually doing projects, you know, in the industrial space for the most part happening. 01:06:38.320 --> 01:06:42.639 Um yeah, I would have definitely gotten a little bit of that, but not not near as much. 01:06:42.880 --> 01:06:43.039 Yeah. 01:06:43.199 --> 01:06:48.800 So I I don't know what all made made made me think back years ago that the success was for the other guys. 01:06:48.880 --> 01:06:54.960 I always looked at like we will always be a five to nine to twelve person company. 01:06:55.199 --> 01:07:01.440 The success, people that were were had dozens of employees, even dozens, was like completely unthinkable for me. 01:07:01.519 --> 01:07:03.360 I mean I did not think that way at all. 01:07:03.440 --> 01:07:05.440 I don't know if you have thought on that, Darren. 01:07:05.679 --> 01:07:06.400 No, I I agree. 01:07:06.480 --> 01:07:08.320 I I I I I totally agree. 01:07:08.400 --> 01:07:17.519 And and and it's it's again, it's not it, we're not saying all this to say if you if you are if you have one employee or two employees that that that that's bad. 01:07:18.239 --> 01:07:28.960 But what we are challenging you is if you if you want to grow your company, if you if you if you want to make the best of what God has given you, to he it does take a mindset, uh a mindset shift. 01:07:29.280 --> 01:07:29.679 100%. 01:07:30.320 --> 01:07:30.719 Agreed. 01:07:31.039 --> 01:07:39.280 I think I think the weird mentality about growth and abundance, it it's tied into abundance, but you had said Ryan about like what it what are you thinking about? 01:07:39.599 --> 01:07:43.039 What are you thinking about when if you it there's there's two things. 01:07:43.199 --> 01:07:49.679 If you don't want to grow, you know, we can have conversations, we talked about that in previous episodes, we can have conversations around that you don't want to grow, what why why? 01:07:49.840 --> 01:07:50.800 Why don't you want to grow? 01:07:50.880 --> 01:08:13.280 You know, um, but if you don't want to grow if you do want to grow and you're looking for tools to get there, I think, I think one of the biggest things that happens in a small, you know, one, two, three person, ten person shop uh or or business is gonna it's it's centered around this idea that I'm that I'm focused on on whatever the biggest problem is right now in my head. 01:08:13.599 --> 01:08:17.439 And and and and it's we didn't talk about this here, but people. 01:08:17.920 --> 01:08:22.560 Oh man, you know, I could I could do anything I wanted to if I just

could find some good employees. 01:08:22.640 --> 01:08:24.560 Yeah, you know, and uh it just it just obviously. 01:08:25.039 --> 01:08:25.600 I was gonna go there every time. 01:08:25.680 --> 01:08:26.720 I was gonna go there next year. 01:08:27.119 --> 01:08:27.279 Perfect. 01:08:27.359 --> 01:08:32.079 It's it's it's it's like a it's just oh man, we could do anything, but you just can't find anybody in this market. 01:08:32.399 --> 01:08:33.279 You couldn't do anything about that. 01:08:33.520 --> 01:08:34.720 It's hard to find good help these days. 01:08:35.359 --> 01:08:36.720 Hard to find good help, exactly. 01:08:36.880 --> 01:08:38.720 And and that whole did you want to talk about that? 01:08:38.800 --> 01:08:39.439 I that whole thing. 01:08:39.520 --> 01:08:44.000 Well, yeah, I have a whole list of other things that that that people say in scarcity of mindset. 01:08:44.319 --> 01:08:50.319 But imagine thinking, imagine thinking differently for two seconds and say, you know what? 01:08:50.479 --> 01:08:51.600 There is a good guy out there. 01:08:51.760 --> 01:08:54.560 There might be five good people out there, and that I might have to train them. 01:08:54.800 --> 01:08:59.359 They're probably very unpolished, and that, but I could put the work in for them and they they'll grow. 01:08:59.840 --> 01:09:05.359 There are people out there, and eventually, you know, the craziest thing about it is that there usually are people out there. 01:09:05.520 --> 01:09:06.960 Well, that's that's the craziest thing. 01:09:07.359 --> 01:09:09.760 Even even the person that with that mindset, okay. 01:09:09.920 --> 01:09:17.840 Let's say you have 10 employees in your business, it doesn't matter how many, okay, but you have the two of the two of your the least six brands are least productive people. 01:09:18.079 --> 01:09:20.159 Not saying they're bad people, but they're least productive. 01:09:20.399 --> 01:09:22.960 You combine those two salaries now. 01:09:23.119 --> 01:09:24.159 Who could you hire? 01:09:24.640 --> 01:09:33.760 But because you think that I can't spend over this, this my salary cap is here, my salary cap is here, I can't, then you're and but you're willing to burn that cash. 01:09:33.920 --> 01:09:36.319 Literally watch it burn, burn every day. 01:09:36.399 --> 01:09:40.319 It just burn just picture take a stack of$100 bills and light it on fire. 01:09:40.479 --> 01:09:44.960 That's what you're doing with living with those two guys in your company, not doing anything. 01:09:45.119 --> 01:09:49.520 Yeah, if you combine their salaries, and then all of a sudden your salary cap goes from here to here. 01:09:49.680 --> 01:09:52.560 Now you can go out and look for that awesome dude that you can never hire. 01:09:52.960 --> 01:09:58.479 Yeah, do you guys feel like I feel like I care a lot less about what the other people are doing around me? 01:09:58.640 --> 01:10:01.199 I think it's kind of a muscle you have to kind of exercise and use. 01:10:01.279 --> 01:10:03.039 Do you guys do you guys feel like you care? 01:10:03.279 --> 01:10:04.560 Like I don't really care. 01:10:04.720 --> 01:10:08.880 I used to think about well, how do the other mezzanine companies do it, the other crane companies do it? 01:10:09.039 --> 01:10:15.279 And but today I think about it more, I think it's a muscle that we've exercised enough to say, I don't really give a hoot how they do it. 01:10:15.520 --> 01:10:17.840 We have an idea how this could be better. 01:10:17.920 --> 01:10:26.159 We I've been challenging Darren on some better designs on some mezzanine stuff, even some really we've we've got some pretty unique crane ideas we're doing as well. 01:10:26.319 --> 01:10:28.319 Pretty like there's nobody else doing what we're doing. 01:10:28.399 --> 01:10:30.239 We said, well, it doesn't matter. 01:10:30.640 --> 01:10:31.920 We think this is the right way to do it. 01:10:32.000 --> 01:10:34.000 We're inventing the future in our industry. 01:10:34.159 --> 01:10:36.960 So I always want to challenge our listeners to like, don't don't be stuck. 01:10:37.199 --> 01:10:38.399 I want you guys to comment on this. 01:10:38.479 --> 01:10:44.239 Don't get stuck on on how Bob and Jim and Bill's construction over there does it. 01:10:44.399 --> 01:10:56.000 How how can you do it to transform the customer's experience, to transform that product line, to make it simpler and easier to prefabricate these here products over here so the on-site time is is less intrusive for the customer, anything like that. 01:10:56.159 --> 01:10:59.039 Like stop worrying about how your competitors are doing it. 01:10:59.119 --> 01:11:00.239 Well, also what's some thoughts on that? 01:11:00.399 --> 01:11:09.359 Yeah, yesterday I had a yesterday I had a conversation with a um with the vendorslash, yeah, just someone in the crane in the overhead crane industry. 01:11:09.520 --> 01:11:15.439 Um first time talking to this person, and and we're talking about what we do, what what our what our capacity is. 01:11:15.680 --> 01:11:21.119 Not really a customer, just a just kind of a uh um, he's in this in the same industry and um they're a rigging company. 01:11:21.199 --> 01:11:24.159 Anyhow, he was nice guy, had a good conversation. 01:11:24.319 --> 01:11:37.520 Um, but then he was he was he was talking about you know new overhead cranes, which is what we do, and he's like, Yeah, I've been installing some uh yeah, you know, I've been installing, I've installed some new cranes recently that were like they're terrible. 01:11:37.680 --> 01:11:39.680 The worst, the worst fabrication ever. 01:11:39.840 --> 01:11:41.600 And and and this, these are our competitors. 01:11:41.760 --> 01:11:49.920 And they went to install it, and it was it was literally not aligned, it was crooked, it was one inch short of span, which is which is which sucks, which sucks. 01:11:50.159 --> 01:11:53.680 But no, no, no, no, this is I'm not trying to say, oh, Darren's perfect.

01:11:53.760 --> 01:12:01.199 No, but what what he was looking for was what he was setting me up for, he was teeing me up for you can just trash your competitors, yeah. 01:12:01.359 --> 01:12:19.600 Okay, and I was like, well, actually, actually, like in in in in in reflection of our own company, like this week and last week, last week was my mistake, this week we have another big mistake that happened, and and like like as in stuff like built wrong, yeah, like like like wrong, like the wrong dimensions and the wrong stuff. 01:12:19.680 --> 01:12:23.279 And and and and and I I just told him, I said, yeah, no, I get it, man. 01:12:23.359 --> 01:12:23.920 I said it. 01:12:24.079 --> 01:12:29.279 Honestly, I said, I said, I said, it's it's it's hard, it's hard training people, it's hard to grow. 01:12:30.399 --> 01:12:32.640 What he was looking for was like slam them. 01:12:32.880 --> 01:12:34.640 Yeah, I'm like, nah, I'm good. 01:12:34.720 --> 01:12:38.159 Like those guys did not want to build that crane wrong, okay? 01:12:38.399 --> 01:12:40.079 But yeah, it got built wrong. 01:12:40.239 --> 01:12:46.640 And and maybe there's a lot of like like like it's not gonna help me to trash the my competitor. 01:12:46.720 --> 01:12:48.560 It's it's it's doing nothing for me. 01:12:48.640 --> 01:12:54.640 Yeah, no, I don't want to make those mistakes, and I wanna I want to I I want to beat them in the market and be competitive. 01:12:54.880 --> 01:12:55.199 For sure. 01:12:56.079 --> 01:12:57.439 We're on a crusade, we're on a crusade. 01:12:57.520 --> 01:13:00.720 We want to beat, I want our sales guys, our 25 sales guys that work for Kyle. 01:13:00.800 --> 01:13:07.520 I want them to be able to say what our pros are, you know, versus versus how we do it compared to some of the other experiences that people can get. 01:13:07.680 --> 01:13:14.640 There's there's sales things we can use to say, we would we want to we want to convince you, hey, by the way, come just come see what we're doing over here. 01:13:14.800 --> 01:13:16.239 Like we want that those sales type. 01:13:16.560 --> 01:13:19.520 But you but in that you don't need to slam company A, B, and C. 01:13:19.760 --> 01:13:21.439 If you talk to talk to someone, don't worry about that. 01:13:21.680 --> 01:13:27.760 If you talk to somebody and they're and and they're and their sales pitches, this is how we do it better, the other guys are this year, this is how we do better. 01:13:29.279 --> 01:13:30.560 It's like I'm already out. 01:13:30.720 --> 01:13:30.960 Yeah. 01:13:31.680 --> 01:13:32.880 Good luck selling me anything. 01:13:33.840 --> 01:13:35.680 Because it it it's it's so unconvincing. 01:13:35.760 --> 01:13:38.800 All you have is you know more about your competitor than you do yourself. 01:13:38.880 --> 01:13:39.279 Yeah. 01:13:39.600 --> 01:13:45.600 So so many, so many small business owners, I believe, and I I've seen so many of them are they're just paralyzed by fear. 01:13:45.760 --> 01:13:49.600 And I'm gonna just want to go over some narratives here that I hear, that I think we hear all the time. 01:13:49.840 --> 01:13:54.800 They're they're they're worried about everything, they're paralyzed by that fear that we we said earlier is unbiblical. 01:13:54.960 --> 01:13:56.399 I mean, it's not it's not of God. 01:13:56.479 --> 01:14:00.000 I mean, I mean, how often were we told to fear not, fear not? 01:14:00.239 --> 01:14:01.520 And so this is the things that I hear. 01:14:01.680 --> 01:14:02.960 The weather's gonna be changing soon. 01:14:03.039 --> 01:14:05.920 I was supposed to be a worse winter than ever this this this year. 01:14:06.079 --> 01:14:07.840 It's gonna get even more rain next week. 01:14:08.000 --> 01:14:10.239 Sounds like it's gonna be a rough winter for construction. 01:14:10.319 --> 01:14:12.960 Uh, I'm sure the prices are gonna go up anyhow, they always do, right? 01:14:13.039 --> 01:14:15.600 Uh, we're due for another good market crash in the next year or two. 01:14:15.760 --> 01:14:20.159 I heard the economy won't be as good as it was, you know, the last couple of years, uh, as it was the last couple of years. 01:14:20.239 --> 01:14:22.720 So by by next year, we probably should be backing things off. 01:14:22.960 --> 01:14:26.159 Um, here's my favorite kids don't want to work these days. 01:14:26.319 --> 01:14:28.800 Like that's that's where what you guys alluded to earlier. 01:14:29.039 --> 01:14:33.359 I hear that stuff all I I mean, most the thing is crazy. 01:14:33.439 --> 01:14:34.720 I hear that from most of the people I talk about. 01:14:35.039 --> 01:14:35.439 Almost daily. 01:14:35.600 --> 01:14:36.159 It's almost daily. 01:14:36.239 --> 01:14:37.199 I hear that from other people. 01:14:37.359 --> 01:14:40.560 So like what is what is your what is your theory on that? 01:14:40.800 --> 01:14:44.239 I I just before I get your comments on that, I love what Dave Ramsey says. 01:14:44.319 --> 01:14:48.560 It's a lot more important what happen, a lot more important what happens in your house than what happens in the White House. 01:14:48.800 --> 01:14:50.880 Like, yeah, the market's gonna crash. 01:14:51.039 --> 01:14:51.920 Whoop-de-doo. 01:14:52.079 --> 01:15:02.479 You know, I I I there's there's people that made bank through COVID because they did, they did, they did expand, they did grow, they did, they did, they said yes to opportunities that came up during that time, right? 01:15:02.640 --> 01:15:09.760 And so um how do we feel about people who whine whine about things in general and especially about not being able to hire good people? 01:15:09.920 --> 01:15:11.359 Kyle, what's your theory on that? 01:15:11.840 --> 01:15:14.000 Yeah, I just think that it is tough. 01:15:14.479 --> 01:15:16.399 No one's here saying hiring is easy. 01:15:16.479 --> 01:15:17.760 It's actually extremely tough. 01:15:17.920 --> 01:15:24.399 And and and uh it it you you might have to search for a long time to find the

right people, okay? 01:15:24.560 --> 01:15:29.439 But I think generally the issue that people have is they there's two things. 01:15:29.680 --> 01:15:34.560 They don't want to spend enough time looking for people and they don't want to spend enough time training people. 01:15:34.800 --> 01:15:38.399 Both those things add up to there's just no one good out here anymore. 01:15:38.640 --> 01:15:43.760 They expect somebody to walk in and be as good as their their right hand man or whatever, and they're expecting that. 01:15:43.920 --> 01:15:56.880 Yes, and or or they want to grunt to make you know you know$12 an hour or something like that, and and and are expecting, you know, well, yeah, of course they you know the these guys they well, yeah, you forgot that they can go to Walmart and make 20 bucks an hour. 01:15:56.960 --> 01:15:58.399 Sorry, yes, you have to pay more than that. 01:15:58.479 --> 01:16:07.600 Sorry, yeah, and and and so like like even just it's like kind of sacred cows type thing, too, of like, yeah, it's the way we're we used to do this way and so and so and so. 01:16:07.920 --> 01:16:12.800 But generally getting people in the door, you're gonna you're gonna have to have something working for you. 01:16:12.960 --> 01:16:18.399 Some sometimes being a very small company, getting people in the door is is actually easier. 01:16:18.560 --> 01:16:20.399 It is people people like that. 01:16:20.479 --> 01:16:24.880 They they like that small business mindset there in and just that they can have more flexibility on hour. 01:16:25.119 --> 01:16:25.920 Use whatever you got. 01:16:26.000 --> 01:16:26.800 You know, hey, you know what? 01:16:26.880 --> 01:16:28.000 We're kind of a seasonal company. 01:16:28.079 --> 01:16:30.079 You could take off for a month in January if you want to. 01:16:30.239 --> 01:16:34.000 And and the guy says, Well, if I if I do that, I gotta make sure I can make enough money. 01:16:34.159 --> 01:16:38.960 Well, if I make this much, that might be your way in for to pull in somebody, okay? 01:16:39.119 --> 01:16:40.560 But but use what you got. 01:16:40.640 --> 01:16:45.760 Don't don't, and then and then if you're a if you're a larger company, uh, you know, you say, well, we have a really good insurance package. 01:16:45.840 --> 01:16:47.680 Our benefits package is is kind of second to none. 01:16:47.760 --> 01:16:50.079 Uh, you can do this here, here, and here, and here, and you'll be taken care of. 01:16:50.319 --> 01:16:51.439 It's it's looking for the positive. 01:16:51.840 --> 01:16:54.560 Looking for the positive, selling guys, selling, selling people on it. 01:16:54.720 --> 01:17:00.079 But but the thing that I just that I just I think is hilarious is people that that say, Well, there's nobody good out there. 01:17:00.159 --> 01:17:03.039 There's no, I could never find, I could never afford that guy. 01:17:03.279 --> 01:17:05.840 I could never, they just okay, then how's your competition doing it? 01:17:05.920 -->

01:17:06.000 Yeah. 01:17:06.159 --> 01:17:12.319 You're telling me that your competition, every single, every single person that's in business somewhere has comp has competitors. 01:17:12.479 --> 01:17:12.800 Okay. 01:17:12.960 --> 01:17:16.640 So if you have a competitor and they're doing it somehow, how are they doing it? 01:17:16.800 --> 01:17:22.399 If you if you can't pay that person, then what's structurally wrong with your custom, your your company that you can't do that? 01:17:22.720 --> 01:17:22.880 Right. 01:17:23.199 --> 01:17:34.159 Or I I always answer and say, say, like, I I don't think you guys have ever, ever once in in 30 years, I've been doing this for 30 years, that I've ever once hot whined that I recall whined about not being good people. 01:17:34.319 --> 01:17:36.319 I always say Oh, yeah, I remember those days. 01:17:37.279 --> 01:17:38.960 You're saying 15 years ago, whatever I would assume. 01:17:39.119 --> 01:17:42.640 The last decade you would do 2012 to 2016. 01:17:43.119 --> 01:17:44.079 Oh, we were talking about that all the time. 01:17:44.319 --> 01:17:46.640 So let's let's let's take anybody in the last decade. 01:17:46.800 --> 01:17:46.880 Yeah. 01:17:47.119 --> 01:17:49.359 In the last decade, I have not, I've just I made a decision. 01:17:49.439 --> 01:17:50.479 I'm not gonna talk about it anymore. 01:17:50.640 --> 01:17:51.039 It's it's over. 01:17:51.119 --> 01:17:52.479 Yeah, what I'm what are we talking about? 01:17:52.720 --> 01:17:54.000 What am I gonna do about it? 01:17:54.319 --> 01:17:55.359 What are we gonna do about it? 01:17:55.439 --> 01:17:58.000 And and our answer to that was we're gonna build the best culture in the community. 01:17:58.319 --> 01:18:02.399 That's what that's that was our goal, is we said, how do we the bistro is part of that and all that? 01:18:02.479 --> 01:18:04.399 So there are a lot of things around that goal. 01:18:04.640 --> 01:18:06.640 But but like but Lyndon Morris challenged you on that. 01:18:06.800 --> 01:18:07.039 He did. 01:18:07.600 --> 01:18:15.439 It took pushing to someone's that that was actually the shift when he said, Well, why can't you guys be like the best place to work? 01:18:15.680 --> 01:18:17.039 Well, why are you thinking like you can't? 01:18:17.199 --> 01:18:17.439 Yeah. 01:18:17.600 --> 01:18:20.640 That that was it was him and and and and others as well, right? 01:18:20.800 --> 01:18:27.520 Just but just challenging, challenging me, challenging us, and saying, Well, why are we not building the best culture in the community to work for? 01:18:27.600 --> 01:18:30.880 And so so that's that's that's what what our mindset has become. 01:18:31.039 --> 01:18:32.720 I believe it is an abundance mindset. 01:18:32.800 --> 01:18:35.439 And like, if yes, the wages have gone up. 01:18:35.600 --> 01:18:44.479 Yes, we have we've hired multiple people in HR now, just headhunting, bringing people in, because we've hired, we've added 50 people, 60 people this year

alone. 01:18:44.640 --> 01:18:46.880 And so, like, like that takes a lot of work. 01:18:46.960 --> 01:18:47.520 Is that easy? 01:18:47.680 --> 01:18:48.560 No, I'm not saying it's easy. 01:18:49.039 --> 01:18:50.159 Hiring someone to hire someone. 01:18:50.560 --> 01:19:02.079 It's getting to the world too for us now that we're in uncharted territories, like maybe our next step is is you know, in the next few years, setting up a manufacturing plant that is not at our main campus or whatever, whatever that may be, yeah. 01:19:02.239 --> 01:19:06.800 You to get other people to get, you know, maybe cheaper labor, so to speak, you know, whatever, whatever it is. 01:19:07.039 --> 01:19:15.840 If you if you're if you're listening to this podcast by chance and you are way further down the road than us, um, and you're thinking, oh my word, if I only had those problems. 01:19:16.720 --> 01:19:21.680 But back in the easy days, yeah, I I'm I'm sure to get you right, and we just haven't got there yet. 01:19:21.840 --> 01:19:28.880 And I would love to have an email from you if you're listening to any ideas uh to help us grow and help us to challenge our mindsets. 01:19:29.039 --> 01:19:31.840 Again, we're always growing, and I always want to be growing. 01:19:31.920 --> 01:19:35.359 If I anytime we're stagnant, uh we we're we've reached the end, in my opinion. 01:19:35.439 --> 01:19:36.720 I I always want to be growing. 01:19:36.880 --> 01:19:48.239 Um what one last question for you guys, I think, here is just like what are some ways and ideas you think the people manufacturing in the trade, small business can have an abundance mindset uh to make them to differentiate themselves in the marketplace? 01:19:48.399 --> 01:19:55.039 Like what are some what are some last like we talked about all of these things, but what what practically are some things they could do? 01:19:55.279 --> 01:20:02.640 Um obviously not think too small about hiring people, of course, but what are some other a few other things you little nuggets we could give there that comes to your guys' minds? 01:20:05.600 --> 01:20:06.079 Go for it. 01:20:06.239 --> 01:20:29.520 Yeah, I mean I I think what Kyle touched on earlier is about just the way when you throughout your the throughout the sales pitch, throughout your your your um you're quoting the project and and just the way that is with the way you handle the way you handle um the the the the the small stuff yeah is there a change order for eight hundred and sixty-four dollars because of um a paint color change? 01:20:29.680 --> 01:20:29.920 Yeah. 01:20:30.159 --> 01:20:30.479 Okay. 01:20:30.640 --> 01:20:38.239 Uh in our world for we we paint something, oh, and we charge more for a glossy versus a flat or whatever, whatever. 01:20:38.319 --> 01:20:49.199 Uh and just just just that whole just that whole, oh, we had to have, you know, maybe maybe you're a small company and you and you and you and you didn't and you didn't include the the extra

scissor lift charge. 01:20:49.279 --> 01:20:52.239 Okay, and that totaled$900 for a week, yeah, whatever it was. 01:20:52.319 --> 01:20:59.039 Okay, and you're like, and you're like, we ain't come back till we uh and that's the end that's the end of the road for you. 01:20:59.199 --> 01:21:02.640 And just to think beyond that, I think it sets you apart. 01:21:03.119 --> 01:21:04.640 I mean, and just just think a little bigger. 01:21:04.880 --> 01:21:06.560 I I think that the Darren scarcity. 01:21:09.039 --> 01:21:11.760 I was talking to a friend the other week and very similar, right? 01:21:11.920 --> 01:21:12.880 Some ideas around that. 01:21:12.960 --> 01:21:14.159 They were talking about this idea. 01:21:14.319 --> 01:21:21.439 How easy is it to waive a restocking fee, to waive a delivery charge, to waive a finance charge, things like that. 01:21:21.680 --> 01:21:28.079 Sometimes people literally turn off a customer forever because of one little stupid thing that they dial on a hill for. 01:21:28.319 --> 01:21:28.880 You know what I'm saying? 01:21:29.119 --> 01:21:30.159 It's like it's 100% wrong. 01:21:30.319 --> 01:21:31.199 Kyle, Kyle, your thoughts. 01:21:31.439 --> 01:21:40.560 Yeah, I was just gonna say that that that even in your that you were talking kind of about in the selling process and what you're what you're gonna what you're gonna, you know, how you're gonna treat a customer and that kind of thing. 01:21:40.640 --> 01:21:48.720 I think there's so many little, there's so many little like areas that you can show that you're that you're going to be, you know, different than the other guys. 01:21:48.800 --> 01:21:48.960 Yeah. 01:21:49.119 --> 01:21:51.760 And and and then that shows your abundance mentality. 01:21:51.840 --> 01:21:52.479 It's like, it's okay. 01:21:52.560 --> 01:21:53.359 You wanna come over here? 01:21:53.520 --> 01:21:54.079 You know, it's okay. 01:21:54.159 --> 01:21:57.199 We'll fly you in to come visit, you know, customers so and so and so. 01:21:57.279 --> 01:21:58.079 Where we'll bring you in here. 01:21:58.159 --> 01:21:58.800 Now that's a gambling. 01:21:59.199 --> 01:22:09.279 That cut might cost$1,500, whatever it is, they can bring them in here, but it it extends that kind of like, well, it's okay, because even if we don't get your your job, we're gonna get somebody else's job and it's gonna help pay for that. 01:22:09.439 --> 01:22:10.960 But we we trust it's gonna come. 01:22:11.039 --> 01:22:20.640 And why don't you just you know go ahead and and and and and plan on like basically you when you come across as stingy to a customer, it it never, it never ever plays out. 01:22:20.960 --> 01:22:22.560 They feel that they feel it right away. 01:22:22.640 --> 01:22:26.000 And nickel and diming customers, no one wants to be nickel and dimed. 01:22:26.079 --> 01:22:28.319 No one does, no one likes that feeling ever. 01:22:28.479 --> 01:22:28.800 Okay. 01:22:28.960 --> 01:22:40.800 So, and then this is where

I think one of the a really big aspect of people that think with a scarcity mindset really struggle with is the idea that so let's say they're quoting a job, they're they're getting ready to do some more work. 01:22:41.279 --> 01:22:44.800 They think that they have to get that job because look at the work they put into it already. 01:22:44.880 --> 01:22:57.439 Okay, they say they say, Okay, well, I spent three hours and I drove over there and I I I spent$57 in fuel to get over to this place two hours away, and and uh, and now if I don't get it, I I mean there's not work for that next thing. 01:22:57.520 --> 01:23:13.439 And and and there there's this worry, fear and worry the whole time about not having like what if my guys I had to send my guys home one day and two weeks from now because because of not selling this job, I I gotta go low and just I I and it actually hurts you. 01:23:13.520 --> 01:23:14.880 You it's it's a weird thing. 01:23:15.199 --> 01:23:23.520 You get so worried and fearful about missing out on this opportunity when you should say, you know what, sir, I'm really glad you got a cheaper quote from the other guy. 01:23:23.600 --> 01:23:24.159 That's totally fine. 01:23:24.239 --> 01:23:25.760 I'd love to work with you in the future some other time. 01:23:25.840 --> 01:23:28.159 If it ever doesn't work out for you, I'm gonna go chase another job. 01:23:28.239 --> 01:23:30.000 So it calls you back. 01:23:30.319 --> 01:23:33.199 People don't think that way because they're scared, because that scarcity mindset. 01:23:33.359 --> 01:23:36.079 I think there's only a limit, there's a limited amount of jobs out there to do. 01:23:36.159 --> 01:23:38.960 And if I don't take advantage of this one, yeah, what's gonna happen? 01:23:39.199 --> 01:23:42.399 I I got one more story that just uh just reaffirms that. 01:23:42.479 --> 01:23:57.199 So so we we have a new customer, um, uh newer customer uh like last year or so they started um um and and the customer a couple states away, and uh, and we had their big big customer uh for us now and huge. 01:23:57.439 --> 01:24:06.000 And um, and we're we we were wanting to get in with them, and anyhow, throughout this process, they do some of the work themselves that they do some of their own structure themselves. 01:24:06.079 --> 01:24:08.720 We and and we're and we're we're we're providing cranes. 01:24:08.880 --> 01:24:16.159 Well, on this throughout the process, they wanted some help on sizing some stuff for their one system that we were not providing. 01:24:16.319 --> 01:24:21.680 So so so we had sold we had sold um cranes to them, but they were gonna do their own runways. 01:24:21.760 --> 01:24:30.399 So we like we said, you know what, I in this conversation with them, I had been, I had been um, I I said, hey, I said, yeah, we'll help you out with that. 01:24:30.560 --> 01:24:31.039 So we did. 01:24:31.119 --> 01:24:40.079 So engineered, we we sent them specs, beam sizes, they can go buy their own steel, but we still we still got the cranes, you know, we still got a nice, a nice order from them. 01:24:40.319 --> 01:24:59.359 And then um, and then but they were they they were kind of like you know, trying to save money where they can, kind of, and anyhow, and then then the next the next project, which is a much bigger project, uh, we had um I had uh in talking with them, they were gonna provide do the same thing, they could provide their own uh columns runways, and um, and I and and I I was talking to them, I said, you know what? 01:24:59.439 --> 01:25:01.840 I said, I said, and I'm not in sales, but I used to be. 01:25:02.000 --> 01:25:05.520 I said, I said, you know, I said, why don't you just let us do it? 01:25:05.760 --> 01:25:08.479 You know, I said, I said, I mean, why won't you let us quote that? 01:25:08.560 --> 01:25:09.680 So why don't you just let us quote that? 01:25:10.159 --> 01:25:11.279 It's what we do, okay? 01:25:11.760 --> 01:25:14.640 And uh, and uh so we did, we did. 01:25:14.880 --> 01:25:19.359 Now, remember, I had offered free engineering for the one portion of this little project over here, okay? 01:25:19.840 --> 01:25:26.399 Well, then we and they said the the sales guys quoted it, they sent us order, they sent us the order for a lot of money. 01:25:26.479 --> 01:25:27.520 Yeah, okay. 01:25:27.920 --> 01:25:31.039 And on that order, we messed up. 01:25:31.119 --> 01:25:31.439 Yeah. 01:25:31.680 --> 01:25:35.119 Okay, we messed up and we messed up, and there's a bunch of holes in the wrong place. 01:25:35.520 --> 01:25:38.720 It's embarrassingly embarrassing engineering mistake, okay? 01:25:38.960 --> 01:25:41.760 And and so the theme for the day, Kyle, right? 01:25:42.000 --> 01:25:43.119 Embarrassing engineering mistakes. 01:25:43.279 --> 01:25:43.760 Yeah, it's been a good thing. 01:25:43.920 --> 01:25:45.119 When you make a lot of decisions, you know. 01:25:45.439 --> 01:25:48.399 Well, we had a sales mistake on that job too, but we quickly corrected it. 01:25:48.720 --> 01:25:52.319 So, anyhow, so anyhow, but but I want you to I want you to trace the trace the money. 01:25:52.560 --> 01:25:54.239 If you think about dollars, trace the dollars. 01:25:54.319 --> 01:25:56.720 Yeah, I spent small dollars here, I gave them that. 01:25:57.039 --> 01:26:00.079 Okay, then we got this large order, and then I made a mistake. 01:26:00.239 --> 01:26:01.680 So we we we were scrambling. 01:26:01.760 --> 01:26:02.560 What's your plan? 01:26:02.960 --> 01:26:09.279 We called them back and they said, see guys, look, here's the solution, here's the here's a print of what has to happen. 01:26:09.439 --> 01:26:10.800 Yes, the holes are in the right place. 01:26:11.359 --> 01:26:13.600 There's a bunch of holes to drill, like a lot of them. 01:26:13.840 --> 01:26:20.479 And and they said, and and we were you're expecting like frustration, delay, and all because it should have been. 01:26:20.560 --> 01:26:24.720 Yeah, they said,

they said, uh, no, we'll get this one. 01:26:24.880 --> 01:26:26.159 Just don't screw up with the next one. 01:26:26.239 --> 01:26:27.680 We want to add 250 more feet. 01:26:27.760 --> 01:26:29.119 We need more cranes and more runways. 01:26:29.359 --> 01:26:29.600 Yeah. 01:26:30.399 --> 01:26:30.640 Yeah. 01:26:30.960 --> 01:26:32.079 Abundance mindset, right? 01:26:32.239 --> 01:26:34.640 And thank you for that customer's mindset. 01:26:34.800 --> 01:26:39.199 But but but that only comes when you give and take to it. 01:26:39.359 --> 01:26:48.960 Well, you guys, you guys know that my you know number one mentor uh besides Jesus Christ is John Maxwell, and and he I feel like he's the king of mindset, abundance mindset in the world today. 01:26:49.039 --> 01:26:50.079 I really believe he is. 01:26:50.239 --> 01:26:56.800 Um but he he's John always says, I would rather try something big that is almost impossible than something small that won't make a difference. 01:26:57.039 --> 01:27:04.800 You know, and so like so like he's literally I'd rather try something big that's almost impossible than something small that will never make a difference. 01:27:05.039 --> 01:27:05.359 That's good. 01:27:05.680 --> 01:27:08.319 And it's like it's like you're gonna write that down as a Darren quote on your own. 01:27:08.399 --> 01:27:11.439 Yeah, Darren will probably steal that from Maxwell and change a little bit from that. 01:27:11.600 --> 01:27:16.399 Yeah, Maxw always jokes that he's the king of stealing people's quotes anyhow, so it's it's okay. 01:27:16.479 --> 01:27:18.239 Uh he gets them all somewhere as well. 01:27:18.319 --> 01:27:19.760 But but some of those are original. 01:27:20.239 --> 01:27:22.000 John does actually think that way. 01:27:22.159 --> 01:27:25.600 And so um I I I want to challenge our listeners, okay? 01:27:25.840 --> 01:27:34.000 Go after the big stuff, go after the things, think bigger than what your dad did, think bigger than what you did five years ago, and and have that abundance mentality. 01:27:34.079 --> 01:27:37.760 And we're trying to do that here at PWI as brothers and one more story. 01:27:38.239 --> 01:27:39.439 Okay, but we got to wrap here. 01:27:39.520 --> 01:27:41.920 So we we touched on this earlier. 01:27:43.199 --> 01:27:43.840 This is important. 01:27:44.000 --> 01:27:44.399 Yeah, I know. 01:27:44.479 --> 01:27:45.119 I like to talk. 01:27:45.359 --> 01:27:48.800 Um, so earlier we we mentioned this is important that we're talking about this abundance. 01:27:49.119 --> 01:27:51.279 The thing is is that numbers do matter. 01:27:51.359 --> 01:27:55.359 So so so making a profit to keep your company alive does matter. 01:27:55.520 --> 01:27:58.479 And one important thing is me and Kyle have experienced this a lot. 01:27:58.640 --> 01:27:59.680 You all heard of Excel. 01:28:00.079 --> 01:28:01.359 You know, Microsoft Excel. 01:28:01.520 --> 01:28:03.840 Well, there's Excel and then there's Ryan Excel. 01:28:03.920 -->

01:28:04.159 Okay. 01:28:04.399 --> 01:28:12.159 The Ryan version of Excel is the auto sum button at the bottom of your column of the total numbers doesn't work the same in Ryan's world. 01:28:12.399 --> 01:28:18.560 So in other words, he looks at it and and and and it sums, it picks random cells to to to to to add together. 01:28:18.720 --> 01:28:24.800 And so when he puts the budget together, it's kind of like, yeah, it's the B show should cost, you know, X. 01:28:25.199 --> 01:28:27.359 You know, now it happened to be 10x that. 01:28:27.520 --> 01:28:34.000 But he said, but then he in retrospect, Ryan's like, oh, well, no, I I was just talking about the the equipment in the refrigerator, yeah. 01:28:34.159 --> 01:28:34.319 Yeah. 01:28:34.399 --> 01:28:41.520 So so so it I we're we encourage you to think of abundance and mindset, but you still have to use normal Excel and stay away from the Ryan Excel. 01:28:41.680 --> 01:28:42.560 Yeah, good, good. 01:28:42.720 --> 01:28:46.159 Well, an abundance mindset sells whenever you get out of cell to take the vision forward. 01:28:46.319 --> 01:28:46.880 So it works. 01:28:47.199 --> 01:28:48.159 My math works every time. 01:28:48.399 --> 01:28:55.279 So I want to share something that I also learned from from Maxwell, and I just want to challenge uh our listeners today about about another A word. 01:28:55.359 --> 01:28:56.399 Like we're talking about abundance. 01:28:56.479 --> 01:28:58.000 We're also talking about the word average, okay? 01:28:58.079 --> 01:29:02.159 And so I feel like I want to I want to kind of read this this narrative here at at the at the as we close. 01:29:02.319 --> 01:29:08.079 And so I feel like abundance mindset people are never average. 01:29:09.279 --> 01:29:10.319 They hate the word average. 01:29:10.560 --> 01:29:11.760 It's a despicable word to me. 01:29:11.840 --> 01:29:13.359 In fact, in fact, we call it the A-word. 01:29:13.439 --> 01:29:14.800 All right, it's the A-word around here. 01:29:14.880 --> 01:29:16.960 Another word is the C word, which is the can't. 01:29:17.199 --> 01:29:19.520 You know, uh I you can't is a four-letter word. 01:29:19.600 --> 01:29:21.680 I we we shouldn't we shouldn't ever use that around here. 01:29:21.760 --> 01:29:23.359 You know, and so we talk about that a lot. 01:29:23.600 --> 01:29:27.279 But uh uh so I want to read this this narrative here, and it's and it's really good. 01:29:27.359 --> 01:29:32.479 So average is what the failures claim to be when their family and friends ask them why they're not more successful. 01:29:32.640 --> 01:29:37.359 Average is the top of the bottom, the best of the worst, the bottom of the top, the worst of the best. 01:29:37.840 --> 01:29:42.560 Average means being being run-of-the-mill, mediocre, insignificant, a non-entity. 01:29:42.800 --> 01:29:48.880 Being average is the lazy person's cop out, it's lacking the guts to take a stand in life, it's living life by default. 01:29:49.039 --> 01:29:49.439

All right. 01:29:49.920 --> 01:29:58.640 Being average to take up space for no purpose, to take the trip through life but never pay the fare, to return no interest for God's investment in you, back to the steward thing, right? 01:29:58.800 --> 01:30:05.600 Being average is to pass one's life away with time rather than pass one's time away with life, is to kill time rather than to work it to death. 01:30:05.840 --> 01:30:10.319 I always say we want to squeeze every drop out of this thing, these talents that God has given us, right? 01:30:10.399 --> 01:30:11.600 We want to squeeze it to death. 01:30:11.760 --> 01:30:14.399 To be average, to be forgotten once you pass from this life. 01:30:14.560 --> 01:30:19.840 The successful are remembered for their contract for their contributions, the failures are remembered because they tried. 01:30:20.000 --> 01:30:23.039 But the average, the silent majority are just forgotten. 01:30:23.279 --> 01:30:25.439 And I just it's just it's just gold, right? 01:30:26.479 --> 01:30:27.039 It's kind of brutal. 01:30:27.199 --> 01:30:31.359 But it's but it's but it is like I want to, it's back to what what John talks about. 01:30:31.439 --> 01:30:35.199 He says, I I want to try things that are that are so big people know it's not me. 01:30:35.279 --> 01:30:38.000 I want to try things, I want to I want to do things that make a difference in life. 01:30:38.079 --> 01:30:40.640 If I fail, people still remember the guys who failed. 01:30:40.720 --> 01:30:49.760 I mean, we remember, you know, we talk about Nikola Tesla and the failure she had and and the hundreds of experiments that that uh Edison did, you know, that that never went anywhere, you know. 01:30:50.239 --> 01:30:54.560 But uh even the failure guys, we remembered them because they actually did advance science. 01:30:54.640 --> 01:30:56.479 They did they did make make differences, right? 01:30:56.720 --> 01:31:00.960 Uh even the Wright brothers, all their I mean, they were they were dudes in a bicycle shop. 01:31:01.199 --> 01:31:02.319 I guess it's absolutely crazy. 01:31:02.640 --> 01:31:03.680 W D 40 story, you know? 01:31:03.760 --> 01:31:04.159 How's that? 01:31:04.319 --> 01:31:05.359 The WD 40 story, yeah. 01:31:05.600 --> 01:31:06.479 100%, yeah. 01:31:06.880 --> 01:31:14.319 So listeners, if everyone, if everyone else is going west, everyone else is heading west right now, maybe, just maybe, you should consider going east. 01:31:14.479 --> 01:31:20.000 I mean, think about what the what the market is doing, how you can differentiate yourself from that, okay? 01:31:20.159 --> 01:31:23.760 Have an abundance mindset, drop the scarcity mindset, let go. 01:31:23.920 --> 01:31:26.640 There's enough pie in this pan of pie. 01:31:26.720 --> 01:31:29.359 There's six slices there, but there's enough for everyone to go around. 01:31:29.439 --> 01:31:31.439 Build your table bigger, build your pie bigger. 01:31:31.600 --> 01:31:34.479 Stop doing what everyone else is doing, invent the future in your industry. 01:31:34.560 --> 01:31:38.720 Uh, those who follow the crowd, those who follow the crowd will never be followed by the crowd. 01:31:38.880 --> 01:31:39.199 All right. 01:31:39.279 --> 01:31:40.479 So don't follow the crowd. 01:31:40.640 --> 01:31:41.520 We understand it's hard. 01:31:41.600 --> 01:31:42.560 We know it's not easy. 01:31:42.720 --> 01:31:43.680 We're in the middle of it. 01:31:43.760 --> 01:31:46.479 Us brothers, us partners, we're fighting through it every single day. 01:31:46.720 --> 01:31:48.079 This is not for the faint of heart. 01:31:48.239 --> 01:31:51.199 Most days feel like feel like you're actually in the forge. 01:31:51.439 --> 01:31:54.239 And uh if you got questions, I just want to uh welcome our listeners. 01:31:54.399 --> 01:31:58.720 If you have questions, comments, feedback, advice for us, yes, shoot us some emails. 01:31:58.880 --> 01:31:59.359 You can find us. 01:31:59.520 --> 01:32:00.640 pbiworks.com. 01:32:00.720 --> 01:32:01.520 That's our website. 01:32:01.680 --> 01:32:03.199 Find us or find our emails there. 01:32:03.279 --> 01:32:04.560 Go on theforge.com. 01:32:04.640 --> 01:32:05.359 It's all there. 01:32:05.439 --> 01:32:07.039 Uh, we'd love to engage with you guys. 01:32:07.199 --> 01:32:07.840 We'd love to grow. 01:32:07.920 --> 01:32:08.720 We want to keep growing. 01:32:08.800 --> 01:32:10.880 We want to keep building our abundance mentality as well. 01:32:11.119 --> 01:32:18.079 I would love to have the like stories, the stories that you have of of what's worked for you in changing your mindset, and it would be it would be awesome to hear. 01:32:18.239 --> 01:32:18.479 Amen. 01:32:18.880 --> 01:32:20.560 So glad you joined us today on The Forge. 01:32:20.640 --> 01:32:23.199 Thanks for being part of the team today.