Ep. 104 - Mop and Bucket Attitude (MBA) with Eason Maykus

WEBVTT

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Here we are on episode 104

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of the Trash Talk Business Podcast.

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We have officially made it

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two years of podcasting in

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the greater American region

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of the Capitalistic Society.

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You're welcome, America.

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I'm Andy Wines.

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He is Casey Bubba Lawrence.

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This is your weekly

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opportunity to build your

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junk removal dream, whether you're

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into demolition, deconstruction,

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junk removal, hauling trash,

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picking up cans on the side of the road,

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running in between the

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raindrops to pick up trash bags,

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wherever they may be,

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you've come to the right place.

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He's Casey.

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I'm Andy.

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I already said that.

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Casey, look at you.

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Look at you in the studio.

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It took us two years to have

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two people in the same shot.

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No big deal.

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Casey, what are we talking about today?

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Well,

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today I actually have a special guest.

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So he's not only a previous

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customer of mine,

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But he was my biggest

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consistent customer in the

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junk rule world.

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And his name is Eason Makus

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of Makus Custom Homes.

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That's it.

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That's the part where you interview him.

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Yeah, yeah.

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No, I got you.

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Yeah, yeah.

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You do the interviewing part.

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You're the commentary.

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I'm the color.

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So I'll tell you.

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Makus and I met in 2016.

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He was building in the same

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neighborhood that my mom was living in.

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And as you know,

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we started a business out

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of my mom's kitchen.

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Yeah, nice neighborhood.

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A lot nicer than my kitchen.

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Not a bad neighborhood.

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Would you like to tell

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everyone how we met?

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Absolutely.

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Okay.

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So my name's Easton Makus.

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Our company's based out of Grapevine,

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Texas, Northeast Tarrant County,

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for any Texans listening,

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which is right by the airport.

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So that consists of Grapevine, Colleyville,

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South Lake, West Lake,

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that whole corridor.

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We got a family business.

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My grandpa was in this line of work,

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custom home building and

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smaller developments in Irving, Texas,

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back in the 60s and 70s.

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The 80s,

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my dad came on board and kind of it

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took it to a different level

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and moved out to the South Lake,

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Texas area in the late 80s, early 90s.

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And so a lot of our trades

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and vendors are guys that, you know,

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there's a lot of loyalty,

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family businesses,

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our business is family.

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And we had a trash guy that

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we had used for years and

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years and years.

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And he was getting up there in age.

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And frankly, it was, you know,

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the work was

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not probably as detailed as

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it should have been but

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just because of the loyalty

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factor and the

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long-standing relationship

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you know we weren't looking

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to make a change but in

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that neighborhood that

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casey's describing we also

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did the development itself

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so we weren't just home

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building but at the end of

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the development phase when the

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the contractors move out of

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the development phase,

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there's a lot of piles of rubble,

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which would be silt fence, metal scraps,

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pipe scraps, dirt, debris, rock,

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aggregate, chunks of concrete.

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And there was a pile of that

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sitting on a vacant lot,

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which was kind of an eyesore,

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but it didn't sit there

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kind of at the back of the neighborhood.

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And I kept seeing this

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uh call it I can't remember

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exactly what the sign said

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but it was a camo j-dog

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sign and it kept appearing

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at the top of this pile of

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trash which was about six

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eight feet tall so you

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would have to get out of

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your truck climb up this

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pile of garbage put a sign

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in it like a you know a

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small mountain and I was

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like you know what that's

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that's pretty damn good so

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I don't know who's putting

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this sign there but it had a number on it

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and uh this was going on for

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months but I was like you

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know good on these people

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anyway it's called the sign

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long story short which I've

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already made it long got a

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hold of casey and you know

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his personality shines

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through we actually I think

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we've become friends over

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the years but he was my

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go-to so it turned into a

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guy on a skid steer

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that at best would kind of

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take a push broom sweep it

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into his bucket from the

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garage to during our

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construction cleanups

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getting you know two-story

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house swept from top to

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bottom out that garage

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corners nooks and crannies

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all from that uh sign being

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on that pile of junk in

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that neighborhood and it

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wasn't just that that sign

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by the way everyone

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listening who who on yard

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signs that that four dollar yard sign

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right it turned into here's

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bill I don't I don't on

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them it's no I'm not saying

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you do but there's people

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that shit on them because

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they're like you have to

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keep replacing them okay

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cool let's just say I use

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10 yard signs let's just

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let's just do that well

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that's 40 bucks and what it

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got me was a loyal long

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time repeat customer so

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years and years of business

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I mean from 2016 to 2022

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Um, that's how I got this guy in.

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I literally just put a sign

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on his trash piles.

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I hate your shit's dirty.

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You need to call us.

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Yeah.

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I mean, you, you,

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you met the customer at

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their greatest moment of need, right?

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There was no convincing.

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They already pre-qualified

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because they had a pile.

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That's it.

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So ain't no shame in that game.

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And I would say for the trash business,

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but one of the most

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effective things for our business too,

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we call them bandit signs.

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And on the weekends when

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cities aren't driving around,

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I would highly encourage that.

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I mean, in the day and age of the internet,

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podcasts, which we're on right now,

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social media, our...

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our small little business I

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would like to say we get a

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lot of exposure and a lot

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of name requisite a

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recognition from the bandit

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signs that we put out over

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the weekend as well so

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trash business other

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businesses if you can

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figure out a way

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effectively do that on

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routes and places that you

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might um get I would I

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would encourage that

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especially for the money

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that you spend on them even

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if they get picked up or

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put away and obviously do

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it in a respectful manner

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not to make anybody mad but

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um that that that sign in

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that pile of trash was

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super effective yeah my uh

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my concern is that um

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especially in our area I

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think they they like I'm

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all about respect you know

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recycling and being

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responsible I look at yard

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signs as that the other

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thing that's what is

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interesting is I can tell

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how my competition is doing

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based on when I see yard

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signs like all of a sudden

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like I i know they're

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having a slow week because

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that's when they do yard signs

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this is, it's an afterthought.

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Right.

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And I also see people in the

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jungle groups where it's like,

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they'll be like, yep, I do, you know,

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two hours a week or this

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one guy put out like a

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hundred yard sign or 80

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yard signs in one night and

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like a six hour period.

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It was been bit binge listening to our,

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our podcast.

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So it's like, for me,

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whatever marketing you're doing,

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the key is consistency.

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Yeah.

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Well, great.

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I mean, right.

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Yeah.

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Great.

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You either blanket an area.

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Yeah, no, I have, I, when I did yard signs,

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I had three strategies behind them.

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Um,

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And yet none of them were

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consistent on it.

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I mean, at the end of the day,

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we as an organization are

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not consistent on yard signs.

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So that is where it is.

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And I think the funny thing was,

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is the type of customer

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that it brought in

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is the customer that sees it consistently.

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And they're like, you know what?

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I have a lot of

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opportunities for this service.

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And in his case, like you said,

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he's a developer and a builder.

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So he had different

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properties that were having

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houses being built on them.

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So it's a solution that's

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being brought to his attention.

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um a lot of people have

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asked us before andy about

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construction getting into

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the construction business

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and as a trash company or

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as a junk rule company and

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I've always stuck by this

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but I tell them the reason

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it worked for me is because

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I had the opportunity to be

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picky and I worked with

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builders that mainly dealt

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in cost plus types of

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builds because I wasn't

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going to sacrifice

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Our prices, when we had the best quality,

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just to get business.

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Well, you're correct.

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I mean, it was really simple math.

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You aligned a second

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customer that had – you

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aligned a GC or whatever, right,

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a business that had a

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shared customer base, right?

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You guys both are looking for customers –

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They're willing to spend

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extra to get extra.

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What is Taylor doing?

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Taylor,

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are you messing with the background?

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I don't like that.

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I don't like that at all.

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That was twitchy.

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It looked like a lava lamp.

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It got me fucking weird.

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I do want to share something

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for shits and giggles.

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Now your mom is no longer living there,

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and I'm no longer living

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where I'm living.

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I know.

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I got it.

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I got it.

00:08:45.135 --> 00:08:45.975
I want to show because we

00:08:45.995 --> 00:08:48.077
talked about starting

00:08:48.097 --> 00:08:49.399
businesses out of our houses.

00:08:49.918 --> 00:08:51.139
So I want to share with the

00:08:51.179 --> 00:08:52.682
listeners the house that I

00:08:52.721 --> 00:08:55.524
started in where I shared.

00:08:55.583 --> 00:08:58.365
Okay, so this is my old house.

00:08:58.907 --> 00:09:00.707
So this house here, what did you say?

00:09:00.727 --> 00:09:01.629
Am I going to call you out?

00:09:01.688 --> 00:09:02.970
You're going to call me out. 100%.

00:09:04.030 --> 00:09:05.292
So this is the house that I

00:09:05.432 --> 00:09:06.231
started the business in.

00:09:06.552 --> 00:09:07.753
Hell, that might be still my barrel.

00:09:08.013 --> 00:09:10.855
This garage here, 700-square-foot garage.

00:09:11.455 --> 00:09:12.676
This looks like he has a burn pit.

00:09:12.735 --> 00:09:14.177
Our burn pit was farther back.

00:09:14.557 --> 00:09:15.236
Big old pile.

00:09:15.756 --> 00:09:16.798
We had a wood pile over here.

00:09:16.817 --> 00:09:16.937
Look,

00:09:16.957 --> 00:09:17.958
he still has some wood laying around.

00:09:18.479 --> 00:09:20.139
Is that the piano house?

00:09:20.539 --> 00:09:21.740
Yeah, that was the piano house.

00:09:22.160 --> 00:09:22.701
Anyways, yeah.

00:09:22.860 --> 00:09:24.381
And all this, were this grasses?

00:09:24.422 --> 00:09:26.844
That was all gravel.

00:09:27.443 --> 00:09:29.105
So here's employee parking.

00:09:30.261 --> 00:09:32.283
And then trucks were staged back here,

00:09:33.044 --> 00:09:35.187
and scrap was in this corner.

00:09:35.206 --> 00:09:36.028
A mom's old house.

00:09:36.528 --> 00:09:36.727
Right?

00:09:36.748 --> 00:09:37.489
Oh, yeah, dude,

00:09:37.509 --> 00:09:38.669
I have your mom's old house.

00:09:38.690 --> 00:09:39.291
We're doing that next.

00:09:39.350 --> 00:09:39.630
Anyways,

00:09:39.870 --> 00:09:41.753
so these are our humble beginnings,

00:09:41.793 --> 00:09:42.013
right?

00:09:42.333 --> 00:09:43.595
And then Casey, on the other hand,

00:09:43.894 --> 00:09:45.297
lived in an HOA, right?

00:09:46.577 --> 00:09:47.318
Slightly different.

00:09:48.119 --> 00:09:49.259
100%.

00:09:48.278 --> 00:09:49.259
Oh, hold on.

00:09:49.339 --> 00:09:50.639
I've got to re-add it to the stage.

00:09:50.659 --> 00:09:51.220
I don't know how the fucking

00:09:51.240 --> 00:09:51.620
internet works.

00:09:51.820 --> 00:09:52.080
Hold on.

00:09:52.100 --> 00:09:52.980
Now I've got to add this one.

00:09:53.399 --> 00:09:53.480
Oh,

00:09:53.500 --> 00:09:54.421
I already started playing around with it.

00:09:54.441 --> 00:09:56.081
Let me see what I've got to add.

00:09:56.160 --> 00:09:56.620
Stop share.

00:09:56.640 --> 00:09:57.261
I've got to stop share.

00:09:57.282 --> 00:09:58.042
I've got to re-share.

00:09:58.062 --> 00:09:59.861
See, technology, not my jam.

00:09:59.881 --> 00:10:00.121
Hold on.

00:10:00.142 --> 00:10:00.481
Here we go.

00:10:00.542 --> 00:10:01.082
Morningstar.

00:10:01.102 --> 00:10:01.982
The old Morningstar.

00:10:02.023 --> 00:10:02.363
Here we go.

00:10:02.863 --> 00:10:04.043
The old Morningstar court, man.

00:10:04.102 --> 00:10:04.682
There we go.

00:10:04.803 --> 00:10:05.264
Okay.

00:10:05.283 --> 00:10:06.104
So now you can see...

00:10:08.110 --> 00:10:10.011
Slightly different, right?

00:10:10.052 --> 00:10:10.312
I mean,

00:10:10.351 --> 00:10:13.153
they had a gated house within the

00:10:13.193 --> 00:10:14.294
gated community, right?

00:10:14.456 --> 00:10:15.956
So all their trucks were back here.

00:10:15.976 --> 00:10:17.837
Which is a pain in the ass

00:10:17.857 --> 00:10:18.658
getting their trailers

00:10:18.719 --> 00:10:20.159
backed up around that point.

00:10:20.240 --> 00:10:20.421
Oh, yeah.

00:10:20.461 --> 00:10:21.981
Yeah, yeah, yeah, yeah, yeah.

00:10:22.001 --> 00:10:23.302
Nice little private...

00:10:27.764 --> 00:10:29.245
culture there that's what we

00:10:29.285 --> 00:10:32.626
call a portico share oh my

00:10:32.667 --> 00:10:35.967
gosh yeah let me tell you

00:10:35.988 --> 00:10:36.849
something I ain't got no

00:10:37.028 --> 00:10:38.168
quarter share no fucking

00:10:38.188 --> 00:10:39.710
culture apparently so

00:10:39.750 --> 00:10:41.049
that's you know that ain't

00:10:41.070 --> 00:10:42.129
how I fucking I don't know

00:10:42.149 --> 00:10:43.971
if y'all met in this show

00:10:44.010 --> 00:10:45.631
right now let me tell you

00:10:45.652 --> 00:10:46.392
something look at this oh

00:10:46.591 --> 00:10:47.152
you know what you got

00:10:47.172 --> 00:10:47.812
everything but you do have

00:10:47.851 --> 00:10:48.572
a swimming pool is that a

00:10:48.592 --> 00:10:49.312
pool what is that

00:10:49.926 --> 00:10:50.645
Yes, that was a pool.

00:10:50.885 --> 00:10:52.746
Oh, my God.

00:10:53.246 --> 00:10:54.807
We had a burn pit for pianos.

00:10:54.846 --> 00:10:55.927
Casey had a fucking swimming pool.

00:10:56.408 --> 00:10:58.587
The point is... I just sent

00:10:58.607 --> 00:11:00.109
you the address I actually grew up in.

00:11:00.469 --> 00:11:02.870
I was 25, started my first business.

00:11:02.909 --> 00:11:04.690
You're welcome.

00:11:04.850 --> 00:11:06.431
Now we're jumping all over this.

00:11:06.791 --> 00:11:09.611
My point is, with enough ambition,

00:11:09.652 --> 00:11:12.231
you too can start your junk

00:11:12.272 --> 00:11:13.332
room company anywhere you want.

00:11:13.352 --> 00:11:14.373
All right, so you got a standard-ass,

00:11:14.432 --> 00:11:15.113
regular-ass house.

00:11:15.192 --> 00:11:16.553
This one right here?

00:11:16.573 --> 00:11:17.014
Oh, it's nice.

00:11:17.193 --> 00:11:17.734
We got a new roof.

00:11:18.611 --> 00:11:19.032
There we go.

00:11:19.052 --> 00:11:19.412
Look at that.

00:11:19.631 --> 00:11:20.932
A little overhang.

00:11:21.013 --> 00:11:21.452
No big deal.

00:11:21.472 --> 00:11:21.832
Look at this.

00:11:22.192 --> 00:11:22.614
Oh, my God.

00:11:22.634 --> 00:11:22.833
Look.

00:11:23.594 --> 00:11:24.933
That's prime picking right there.

00:11:25.315 --> 00:11:26.695
That's a two-item pickup right there,

00:11:26.735 --> 00:11:26.995
Jack.

00:11:27.095 --> 00:11:29.056
A little construction debris.

00:11:29.096 --> 00:11:29.956
Fiberglass tub.

00:11:30.296 --> 00:11:31.037
No big deal.

00:11:31.697 --> 00:11:32.057
There we go.

00:11:32.397 --> 00:11:33.998
We can pick all the houses in Texas,

00:11:34.018 --> 00:11:35.437
and we found the one that

00:11:35.457 --> 00:11:37.479
had a two-cubic yard pickup right there.

00:11:37.499 --> 00:11:38.919
Yeah, that's a learning lesson.

00:11:39.379 --> 00:11:40.460
That's a learning lesson right there.

00:11:40.480 --> 00:11:40.879
There you go.

00:11:41.541 --> 00:11:41.961
Texas.

00:11:42.000 --> 00:11:43.280
Y'all love Texas.

00:11:43.541 --> 00:11:43.780
All right.

00:11:43.821 --> 00:11:44.581
Now I'm done playing around.

00:11:45.282 --> 00:11:48.222
So I know a question we get a lot is, is,

00:11:48.643 --> 00:11:50.003
you know, getting into construction,

00:11:50.222 --> 00:11:51.082
getting in the home builder

00:11:51.102 --> 00:11:54.783
space and you have production builders,

00:11:54.964 --> 00:11:55.605
custom builders.

00:11:55.965 --> 00:11:56.144
Yep.

00:11:56.365 --> 00:11:57.965
I only worked with custom

00:11:58.004 --> 00:11:59.566
home builders because they

00:11:59.605 --> 00:12:01.086
could afford our prices.

00:12:01.105 --> 00:12:01.745
And Easton will tell you,

00:12:01.985 --> 00:12:02.765
I wasn't the cheapest.

00:12:02.985 --> 00:12:06.466
I mean, by far, probably, um, you know,

00:12:06.506 --> 00:12:07.506
I had the highest labor,

00:12:08.168 --> 00:12:09.427
but also paid my guys more

00:12:09.447 --> 00:12:10.408
than any other trash

00:12:10.447 --> 00:12:12.229
company in the industry in my area.

00:12:13.369 --> 00:12:13.448
Um,

00:12:14.315 --> 00:12:17.017
But my quality was unbeaten

00:12:17.658 --> 00:12:20.000
and it showed because other

00:12:20.059 --> 00:12:22.282
custom home builders that

00:12:22.621 --> 00:12:24.364
would work with Eason or even compete.

00:12:24.384 --> 00:12:24.504
I mean,

00:12:24.524 --> 00:12:25.825
you can call them competitors or not.

00:12:26.024 --> 00:12:26.605
Actually, I mean,

00:12:26.645 --> 00:12:27.907
they build the same properties,

00:12:27.947 --> 00:12:29.528
but they started to me too.

00:12:29.607 --> 00:12:30.229
Cause they're like, Hey,

00:12:30.269 --> 00:12:31.190
make us is using this

00:12:31.230 --> 00:12:32.370
company and they're damn good.

00:12:32.390 --> 00:12:33.532
I don't want to use that company.

00:12:34.412 --> 00:12:36.374
And I actually would ask this guy,

00:12:37.195 --> 00:12:38.995
who can you refer me to

00:12:39.716 --> 00:12:40.918
that I could do work with?

00:12:41.437 --> 00:12:44.681
And he would do it like the Mitchell's.

00:12:44.701 --> 00:12:46.602
A lot of Mitchell construction.

00:12:46.643 --> 00:12:48.364
I mean, a lot of jobs for him.

00:12:48.384 --> 00:12:49.284
And they did commercial work.

00:12:49.605 --> 00:12:50.586
But they went to school together.

00:12:50.625 --> 00:12:52.006
And a lot of people think

00:12:52.086 --> 00:12:54.690
that clients will be stingy

00:12:54.750 --> 00:12:55.409
or they don't want to give

00:12:55.429 --> 00:12:56.171
away their secret.

00:12:56.211 --> 00:12:58.452
But in the builder world that I've known,

00:12:58.873 --> 00:13:00.914
they share a lot of great resources.

00:13:01.075 --> 00:13:01.816
And I was one of them.

00:13:02.759 --> 00:13:03.298
Absolutely.

00:13:04.139 --> 00:13:04.679
Absolutely.

00:13:06.081 --> 00:13:07.241
And a lot of times when you

00:13:07.261 --> 00:13:10.283
find a builder... Sorry, Andy.

00:13:10.323 --> 00:13:11.364
Go ahead, Easton.

00:13:11.384 --> 00:13:12.424
Well, I was going to say,

00:13:12.445 --> 00:13:13.304
kind of piggyback on what

00:13:13.345 --> 00:13:17.307
Casey was saying, is I'm not going to

00:13:18.633 --> 00:13:20.114
builder circles that you

00:13:20.153 --> 00:13:21.094
know that are talking to I

00:13:21.114 --> 00:13:22.073
mean there's you know let's

00:13:22.114 --> 00:13:23.554
say 200 builders in our

00:13:23.674 --> 00:13:26.355
area but the circle that I

00:13:26.394 --> 00:13:27.655
communicate with or you

00:13:27.696 --> 00:13:28.956
know we'll see each other

00:13:28.995 --> 00:13:31.197
and cross paths around town

00:13:31.797 --> 00:13:32.496
typically those are the

00:13:32.517 --> 00:13:33.837
builders I respect and that

00:13:33.898 --> 00:13:35.937
feeling's mutual so I know

00:13:35.977 --> 00:13:37.038
they pay their guys they

00:13:37.058 --> 00:13:39.078
pay their vendors and so

00:13:39.419 --> 00:13:40.899
I'm not going to offload or

00:13:40.960 --> 00:13:43.081
recommend a couple of the

00:13:43.120 --> 00:13:44.880
numbers to casey or the the

00:13:44.921 --> 00:13:46.121
trash company xyz

00:13:47.221 --> 00:13:47.482
you know,

00:13:47.562 --> 00:13:48.725
some Johnny come lately that

00:13:48.764 --> 00:13:50.548
doesn't pay his bills or somebody.

00:13:50.628 --> 00:13:51.609
It's going to be typically

00:13:51.629 --> 00:13:52.289
somebody that's going to be

00:13:52.350 --> 00:13:57.097
established and somebody that, you know,

00:13:57.158 --> 00:13:58.500
has high quality work and

00:13:58.821 --> 00:13:59.601
something else that

00:14:00.826 --> 00:14:02.047
we might get into this,

00:14:02.147 --> 00:14:03.648
but I heard this yesterday,

00:14:03.668 --> 00:14:04.408
so I'm going to steal it.

00:14:04.428 --> 00:14:05.489
And I think it was pretty cool.

00:14:05.528 --> 00:14:06.210
It stuck with me.

00:14:06.269 --> 00:14:08.331
But at Palm Sunday yesterday,

00:14:08.390 --> 00:14:09.971
our pastor had said,

00:14:09.991 --> 00:14:11.894
it was talking about

00:14:12.234 --> 00:14:14.115
interviewing for a different job,

00:14:14.174 --> 00:14:17.216
corporate level job, some shit like that,

00:14:17.317 --> 00:14:19.438
not building industry, blue collar work.

00:14:19.938 --> 00:14:22.480
But this interviewer said,

00:14:22.500 --> 00:14:23.600
this guy had come in and

00:14:23.640 --> 00:14:24.402
talked about his college

00:14:24.442 --> 00:14:25.503
degree and things like that.

00:14:26.403 --> 00:14:29.284
And he said, well, we only hire MBAs.

00:14:29.865 --> 00:14:30.105
Well,

00:14:31.208 --> 00:14:32.929
what this guy was saying is NBA.

00:14:33.049 --> 00:14:33.990
He was saying that's a mop

00:14:34.029 --> 00:14:34.950
and bucket attitude.

00:14:35.509 --> 00:14:38.471
So what I would say for a trash company,

00:14:38.850 --> 00:14:40.272
put that down, Taylor, write that down.

00:14:40.432 --> 00:14:40.731
Mop.

00:14:43.033 --> 00:14:44.232
Mop and bucket attitude.

00:14:44.312 --> 00:14:45.933
Mop and bucket attitude.

00:14:46.533 --> 00:14:47.114
Yep.

00:14:47.134 --> 00:14:48.394
So here's how I would equate

00:14:48.433 --> 00:14:50.174
that to the trash business.

00:14:50.434 --> 00:14:50.715
Yeah.

00:14:50.794 --> 00:14:52.775
That mop and bucket attitude would be,

00:14:53.296 --> 00:14:55.356
you know, talking about the bandit signs,

00:14:55.356 --> 00:14:55.417
$40.

00:14:55.417 --> 00:14:57.076
You can get on Facebook marketplace,

00:14:57.136 --> 00:14:58.158
go to Lowe's and Home Depot

00:14:58.197 --> 00:15:00.205
and get a weed whacker for $40.

00:15:00.205 --> 00:15:00.404
you know,

00:15:00.465 --> 00:15:02.626
battery powered weed whacker for 50 bucks,

00:15:02.626 --> 00:15:03.727
100 bucks, whatever it is,

00:15:03.888 --> 00:15:04.609
or you probably already

00:15:04.629 --> 00:15:06.451
have one as it is as a trash company.

00:15:07.414 --> 00:15:08.436
I would say if you're trying

00:15:08.456 --> 00:15:09.417
to get in with somebody,

00:15:09.797 --> 00:15:11.577
that mop and bucket attitude would be,

00:15:12.259 --> 00:15:13.700
you know, hey, go over there,

00:15:13.799 --> 00:15:14.801
not even ask the builder.

00:15:14.821 --> 00:15:15.581
Hey,

00:15:15.621 --> 00:15:17.302
we picked up this pile of debris on

00:15:17.342 --> 00:15:18.283
the curb, you know,

00:15:18.323 --> 00:15:20.465
and they've got silt fence or, you know,

00:15:20.485 --> 00:15:22.427
this is just new construction relating.

00:15:22.466 --> 00:15:23.488
A lot of these scenarios

00:15:23.508 --> 00:15:24.508
wouldn't play out and

00:15:24.948 --> 00:15:25.929
typical trash stuff.

00:15:26.029 --> 00:15:27.390
But as a home builder,

00:15:29.011 --> 00:15:30.812
the curb appeal of the house,

00:15:31.053 --> 00:15:32.214
even if it's already sold,

00:15:32.955 --> 00:15:34.035
that client's going to come

00:15:34.076 --> 00:15:35.096
look at that house so a lot

00:15:35.135 --> 00:15:36.057
of times construction

00:15:36.096 --> 00:15:37.096
cleanup is scheduled

00:15:37.157 --> 00:15:38.857
strategically prior to the

00:15:38.898 --> 00:15:40.139
weekend so the house looks

00:15:40.198 --> 00:15:41.179
nice for a client that's

00:15:41.200 --> 00:15:42.500
going to go in so as you're

00:15:42.519 --> 00:15:43.980
picking up the trash bust

00:15:44.041 --> 00:15:45.121
out that weed whacker for

00:15:45.121 --> 00:15:46.162
10 minutes and knock down

00:15:46.221 --> 00:15:47.482
some of the high weeds snap

00:15:47.523 --> 00:15:48.583
a photo of it text it to

00:15:48.624 --> 00:15:49.443
the builder and say hey we

00:15:49.464 --> 00:15:50.384
got your trash I noticed

00:15:50.404 --> 00:15:51.264
some high weeds so I

00:15:51.304 --> 00:15:52.785
knocked these down it may

00:15:52.826 --> 00:15:54.047
take an extra five minutes

00:15:54.767 --> 00:15:56.187
but that builder that he

00:15:56.207 --> 00:15:57.928
will never forget that ever

00:15:58.068 --> 00:15:59.289
ever ever you'd be like

00:15:59.350 --> 00:16:00.770
damn that was awesome I

00:16:00.811 --> 00:16:01.971
cannot believe that guy did

00:16:02.011 --> 00:16:03.793
that just carry it around

00:16:04.693 --> 00:16:06.395
um you know and just do

00:16:06.456 --> 00:16:07.556
something extra like that

00:16:07.615 --> 00:16:09.238
that doesn't cost any extra money

00:16:10.018 --> 00:16:12.660
low cost low cost low cost

00:16:12.681 --> 00:16:14.601
high impact low cost high

00:16:14.662 --> 00:16:15.962
impact is the difference

00:16:16.023 --> 00:16:17.745
right and it's it shows the

00:16:17.784 --> 00:16:18.706
quality actually I talked

00:16:18.745 --> 00:16:19.927
about this with uh this

00:16:19.947 --> 00:16:20.787
weekend I was at a home and

00:16:20.826 --> 00:16:22.208
garden show and we gave

00:16:22.249 --> 00:16:23.149
away pens and the guy

00:16:23.168 --> 00:16:24.149
grabbed my pen he clicks it

00:16:24.169 --> 00:16:25.751
he goes it's a good pen and

00:16:25.772 --> 00:16:26.471
he grabbed our business

00:16:26.491 --> 00:16:26.972
card he goes that's a

00:16:26.993 --> 00:16:28.053
really thick business card

00:16:28.433 --> 00:16:29.875
and I'm right low cost high

00:16:29.934 --> 00:16:30.635
impact I'm going to give

00:16:30.676 --> 00:16:32.256
away pens either way do I

00:16:32.297 --> 00:16:33.738
give away the 70 cent pen

00:16:33.859 --> 00:16:34.558
or the 90 cent pen

00:16:34.558 --> 00:16:36.899
$0.70 being the shitty cheap

00:16:36.960 --> 00:16:37.519
one they're going to lose

00:16:37.720 --> 00:16:39.181
or the $0.90 one that makes a difference,

00:16:39.240 --> 00:16:39.421
right?

00:16:39.600 --> 00:16:40.260
I'm already committed.

00:16:40.620 --> 00:16:41.780
And what you're saying is the same thing.

00:16:41.961 --> 00:16:42.701
You're already there.

00:16:42.880 --> 00:16:43.802
You're already getting paid.

00:16:44.022 --> 00:16:45.422
You already got the string trimmer.

00:16:45.601 --> 00:16:46.662
I used to sell string trimmers.

00:16:47.001 --> 00:16:49.923
So Weed Whacker, like Skillzall or Salzall,

00:16:49.962 --> 00:16:51.102
I'm very particular about words.

00:16:51.143 --> 00:16:51.923
I wrote a book that I'll

00:16:51.962 --> 00:16:52.962
shamelessly plug right now.

00:16:53.302 --> 00:16:54.264
Words fucking matter,

00:16:54.283 --> 00:16:55.984
available on Amazon and all

00:16:56.024 --> 00:16:58.124
the fine retailers like Amazon.

00:16:58.183 --> 00:16:58.384
Actually,

00:16:58.403 --> 00:16:59.445
it's only available on Amazon and

00:16:59.745 --> 00:17:00.605
anywines.com.

00:17:00.644 --> 00:17:01.024
No big deal.

00:17:01.384 --> 00:17:02.806
All right, anyways, words fucking matter.

00:17:02.846 --> 00:17:04.547
So weed whacker was an

00:17:04.747 --> 00:17:05.788
unapproved term when I

00:17:05.827 --> 00:17:07.750
worked for Black & Decker

00:17:07.769 --> 00:17:09.230
because it's a string trimmer.

00:17:09.250 --> 00:17:10.531
Oh, yeah, you're right there.

00:17:11.209 --> 00:17:12.170
There we go.

00:17:12.190 --> 00:17:12.609
No big deal.

00:17:12.769 --> 00:17:13.891
Just like it's not a Sawzall,

00:17:13.971 --> 00:17:15.092
it's a reciprocating saw

00:17:15.992 --> 00:17:17.855
made by Milwaukee Sawzall

00:17:18.335 --> 00:17:19.976
or a circular saw,

00:17:20.557 --> 00:17:22.577
never a Skill Saw because

00:17:22.657 --> 00:17:24.579
Skill made the Skill Saw brand.

00:17:24.839 --> 00:17:25.621
I love bringing this up

00:17:25.641 --> 00:17:26.342
because it gets Casey

00:17:26.461 --> 00:17:28.202
twitchy because we do know

00:17:28.222 --> 00:17:29.263
the words fucking matter.

00:17:29.443 --> 00:17:30.585
So, yes, your string trimmer, $89.

00:17:31.566 --> 00:17:34.627
That's your entry-level price,

00:17:34.627 --> 00:17:36.410
$1.29 for the battery-operated one.

00:17:37.490 --> 00:17:38.050
No big deal.

00:17:38.151 --> 00:17:39.131
Ryobi probably could buy

00:17:39.171 --> 00:17:41.271
with about a $69 one.

00:17:41.392 --> 00:17:41.892
Ryobi.

00:17:42.093 --> 00:17:46.154
I will say this while I'm getting twitchy.

00:17:46.934 --> 00:17:48.435
No, go ahead.

00:17:48.516 --> 00:17:48.915
That's right.

00:17:48.935 --> 00:17:49.395
Soapbox.

00:17:49.635 --> 00:17:50.696
We're soapboxing already.

00:17:50.717 --> 00:17:51.656
Right?

00:17:54.363 --> 00:17:55.502
How do I say it?

00:17:55.644 --> 00:17:56.723
There's not a kind way to say this.

00:17:57.263 --> 00:17:58.585
If you're rocking Ryobi tools,

00:17:58.785 --> 00:17:59.785
you ain't fucking committed.

00:17:59.884 --> 00:18:00.224
That's it.

00:18:00.285 --> 00:18:01.165
That's the fucking word.

00:18:01.445 --> 00:18:02.185
You got to commit.

00:18:02.326 --> 00:18:04.366
That's like a kitchen cabinet came off,

00:18:04.707 --> 00:18:05.448
bust out the Ryobi.

00:18:05.587 --> 00:18:07.387
Actually, Andy, let me go on a story.

00:18:07.608 --> 00:18:08.429
Let me go on a story.

00:18:08.449 --> 00:18:09.990
I'm going to go on a soapbox here too.

00:18:10.049 --> 00:18:11.390
Here's something that Casey did.

00:18:12.309 --> 00:18:14.411
So as a home builder,

00:18:15.531 --> 00:18:18.705
I'll shamelessly say when I graduated –

00:18:18.705 --> 00:18:21.207
My dad had $150 gift card to

00:18:21.248 --> 00:18:23.828
Home Depot or a trade into Ryobi tools.

00:18:23.909 --> 00:18:26.550
So for 10 years,

00:18:27.090 --> 00:18:29.011
I carried around a Ryobi tool bag.

00:18:29.112 --> 00:18:29.392
Well,

00:18:30.153 --> 00:18:31.613
here's something that happened in the

00:18:31.633 --> 00:18:32.394
trash business.

00:18:32.913 --> 00:18:37.497
I had a demo and I called Casey and I said,

00:18:37.537 --> 00:18:38.798
hey, I've got a random demo.

00:18:38.857 --> 00:18:40.258
It was on a inside of a house.

00:18:40.278 --> 00:18:41.459
So a little bit more obscure.

00:18:41.479 --> 00:18:43.099
It was more of a remodel type demo,

00:18:43.140 --> 00:18:44.441
not new construction type demo.

00:18:45.285 --> 00:18:46.885
Well, he said, hey,

00:18:46.925 --> 00:18:47.646
all these cabinets are

00:18:47.666 --> 00:18:49.008
installed with square head screws.

00:18:49.508 --> 00:18:50.489
I don't have a drill on me.

00:18:50.989 --> 00:18:52.329
Could I run to Lowe's or

00:18:52.369 --> 00:18:53.391
Home Depot and pick up a

00:18:53.431 --> 00:18:55.132
drill on y'all's account?

00:18:56.032 --> 00:18:57.673
Number one, I said, hell yes.

00:18:57.933 --> 00:18:59.375
So I wouldn't have to drive over there.

00:19:00.075 --> 00:19:01.997
So he went to Lowe's.

00:19:02.896 --> 00:19:04.538
He went, picked up the drill.

00:19:05.138 --> 00:19:07.140
He called me from the checkout counter.

00:19:07.540 --> 00:19:11.103
I gave them my Lowe's account number.

00:19:12.144 --> 00:19:13.585
I didn't know what the hell he bought.

00:19:14.477 --> 00:19:15.778
But what he ended up buying

00:19:15.818 --> 00:19:17.240
was a DeWalt impact drill

00:19:17.259 --> 00:19:18.141
that I was probably going

00:19:18.161 --> 00:19:20.083
to return because I already had my stuff.

00:19:20.923 --> 00:19:22.685
So I got that DeWalt drill.

00:19:23.165 --> 00:19:25.028
I have now, over the last few years,

00:19:25.087 --> 00:19:25.909
converted all my

00:19:25.989 --> 00:19:27.911
battery-powered stuff to 20-volt DeWalt.

00:19:28.471 --> 00:19:29.752
So thanks to this guy right here,

00:19:29.813 --> 00:19:30.933
he got the job done,

00:19:30.953 --> 00:19:32.776
and he's taken me from lime

00:19:32.836 --> 00:19:34.097
green to yellow and black.

00:19:34.198 --> 00:19:35.098
So I'll take it.

00:19:35.419 --> 00:19:35.838
You know what?

00:19:35.878 --> 00:19:38.180
And I was raised on yellow.

00:19:38.680 --> 00:19:41.842
My father been rocking DeWalt since 92.

00:19:42.321 --> 00:19:43.142
I was raised right.

00:19:43.201 --> 00:19:43.821
No big deal.

00:19:43.842 --> 00:19:44.923
I even hawked him.

00:19:45.002 --> 00:19:46.383
I sold him for a couple of years.

00:19:46.824 --> 00:19:49.845
Matt Kenseth, winner of the Winston Cup.

00:19:50.865 --> 00:19:51.945
or whatever it's fucking called,

00:19:52.046 --> 00:19:55.386
I think it was Sprint Cup, back in 2004,

00:19:55.386 --> 00:19:56.607
maybe?

00:19:56.627 --> 00:19:56.607
2003?

00:19:57.188 --> 00:19:57.868
Matt Kenseth.

00:19:58.249 --> 00:19:59.769
Hey, Wisconsin native,

00:20:00.349 --> 00:20:03.852
won the Sprint Cup back in 2003,

00:20:03.852 --> 00:20:05.311
number 17, no big deal.

00:20:05.571 --> 00:20:06.553
I had to know that, actually,

00:20:06.573 --> 00:20:07.093
back in the day.

00:20:07.333 --> 00:20:08.634
I had to know how Matt

00:20:08.673 --> 00:20:09.755
Kenseth was doing each week.

00:20:10.075 --> 00:20:10.894
So every Monday,

00:20:10.934 --> 00:20:11.816
we'd have a conference call,

00:20:11.836 --> 00:20:13.155
and the first two minutes would be like,

00:20:13.536 --> 00:20:14.317
Matt Kenseth did

00:20:14.336 --> 00:20:15.217
da-da-da-da-da at the

00:20:15.257 --> 00:20:16.377
NASCAR this weekend.

00:20:16.698 --> 00:20:17.538
And then I'd go into the

00:20:17.577 --> 00:20:18.578
stores where my dwells turned.

00:20:18.598 --> 00:20:19.318
They're like, Hey,

00:20:19.378 --> 00:20:20.318
I was Kenseth this week.

00:20:20.338 --> 00:20:21.239
And I'm like, I fucking,

00:20:21.538 --> 00:20:22.740
I would just regurgitate the shit.

00:20:22.759 --> 00:20:24.400
I heard them say kind of like, that's how,

00:20:24.660 --> 00:20:25.540
what I bartended.

00:20:26.461 --> 00:20:27.520
I don't give a shit about baseball.

00:20:27.560 --> 00:20:29.162
And yet I bartended every Friday night.

00:20:29.382 --> 00:20:31.041
So every Friday night, seven, 10,

00:20:31.041 --> 00:20:31.741
the brewers are on.

00:20:32.142 --> 00:20:32.262
Right.

00:20:32.282 --> 00:20:33.643
And that's just, that's, that's baseball.

00:20:33.663 --> 00:20:34.583
That's baseball in the summer.

00:20:35.002 --> 00:20:37.044
And so every week I had to like,

00:20:37.084 --> 00:20:38.084
I basically hear like two

00:20:38.124 --> 00:20:39.384
or three people say something like,

00:20:39.765 --> 00:20:40.265
Oh yeah, they're,

00:20:40.904 --> 00:20:42.285
Pitching sucked this week.

00:20:42.325 --> 00:20:42.645
Or, oh, yeah,

00:20:42.685 --> 00:20:44.006
the bats came alive on Tuesday.

00:20:44.246 --> 00:20:45.046
And I would just say that.

00:20:45.326 --> 00:20:46.227
People are like, hey, how are the brewers?

00:20:46.247 --> 00:20:46.846
I'm like, man,

00:20:46.866 --> 00:20:48.327
them bats came alive on Tuesday.

00:20:48.347 --> 00:20:48.807
Fucking.

00:20:50.268 --> 00:20:53.068
Oh, fucking.

00:20:53.929 --> 00:20:54.390
I'm dying.

00:20:55.430 --> 00:20:59.171
Choking on his own words.

00:20:59.250 --> 00:20:59.510
Choking.

00:20:59.530 --> 00:21:00.090
That's a good one.

00:21:00.231 --> 00:21:01.031
Choking on his own words.

00:21:01.311 --> 00:21:01.771
Here's the deal.

00:21:02.711 --> 00:21:03.792
When you steal from one person,

00:21:03.833 --> 00:21:04.653
it's called plagiarism.

00:21:05.012 --> 00:21:05.972
When you steal from everybody,

00:21:06.273 --> 00:21:07.034
it's called research.

00:21:08.044 --> 00:21:08.925
Research accordingly.

00:21:09.186 --> 00:21:13.074
That's great.

00:21:13.233 --> 00:21:14.576
That's a stolen line.

00:21:14.696 --> 00:21:15.638
I stole that from a guy who

00:21:15.659 --> 00:21:16.279
stole it from a guy.

00:21:16.621 --> 00:21:17.982
Actually, here.

00:21:18.044 --> 00:21:18.845
There's a good here.

00:21:20.056 --> 00:21:20.817
Good thing I got books

00:21:20.856 --> 00:21:21.576
laying around near me.

00:21:22.317 --> 00:21:23.598
Uh, steal like an artist,

00:21:24.019 --> 00:21:24.740
which is a book that

00:21:24.779 --> 00:21:26.480
basically says nothing's original.

00:21:26.641 --> 00:21:29.001
Like he quotes a guy from 2000 BC,

00:21:29.001 --> 00:21:30.202
4,000 years ago,

00:21:30.222 --> 00:21:31.104
a philosopher that said

00:21:31.644 --> 00:21:32.384
nothing's original.

00:21:32.785 --> 00:21:33.726
We're just all regurgitating

00:21:33.746 --> 00:21:35.446
the same shit and repackaging it.

00:21:35.646 --> 00:21:37.488
And I was like, okay, I,

00:21:37.929 --> 00:21:38.568
I fucked with that.

00:21:39.108 --> 00:21:41.951
Um, and this guy here, when I got my book,

00:21:42.511 --> 00:21:43.092
I was like, Hey,

00:21:43.231 --> 00:21:45.013
I want my book to have the same feeling.

00:21:45.814 --> 00:21:47.215
and textures this book so

00:21:47.375 --> 00:21:49.137
the matte the matte color

00:21:49.337 --> 00:21:51.059
cover like this this is

00:21:51.099 --> 00:21:52.300
there's a parallel here

00:21:52.622 --> 00:21:54.723
right I read this words

00:21:54.763 --> 00:21:55.545
fucking matter yeah and

00:21:55.585 --> 00:21:57.105
it's got pictures got

00:21:57.287 --> 00:22:00.029
pictures I love pictures what do you say

00:22:02.778 --> 00:22:03.839
He said he's heard of that book before.

00:22:03.880 --> 00:22:04.480
I said, well, it's his,

00:22:04.519 --> 00:22:05.381
unless he stole that too.

00:22:05.601 --> 00:22:06.582
Unless you told me about it,

00:22:06.602 --> 00:22:07.582
but somebody's told me about it.

00:22:08.163 --> 00:22:09.002
Casey probably told you about it.

00:22:09.022 --> 00:22:11.525
I got, no, I've sold a few still.

00:22:11.585 --> 00:22:12.145
Hold on, hold on.

00:22:12.165 --> 00:22:12.566
Someone just said,

00:22:12.605 --> 00:22:14.106
still waiting on my autographed copy.

00:22:14.126 --> 00:22:14.346
James Feltz.

00:22:15.911 --> 00:22:16.612
Oh, James Feltz.

00:22:17.231 --> 00:22:18.073
Actually, here.

00:22:18.373 --> 00:22:19.213
Breaking news.

00:22:19.653 --> 00:22:20.934
Breaking news from the

00:22:20.974 --> 00:22:22.676
former franchisee we were part of.

00:22:25.019 --> 00:22:26.380
One of the franchises that

00:22:26.619 --> 00:22:27.601
wanted to get out of it for

00:22:27.621 --> 00:22:30.363
the longest time finally sold theirs.

00:22:31.223 --> 00:22:32.605
And I will quote this person.

00:22:34.425 --> 00:22:34.546
Um...

00:22:37.436 --> 00:22:39.218
The last line of the person's quote,

00:22:39.718 --> 00:22:40.958
I'm just glad it's over.

00:22:41.577 --> 00:22:41.939
There you go.

00:22:41.979 --> 00:22:42.878
Bottom line up front,

00:22:43.078 --> 00:22:44.078
I'm just glad it's over.

00:22:44.118 --> 00:22:45.578
This person was part of the

00:22:45.659 --> 00:22:47.059
J-Dog franchise system for

00:22:47.079 --> 00:22:48.720
a number of years, breaking news first,

00:22:49.099 --> 00:22:52.540
sold it, I imagine, to some other sucker,

00:22:53.141 --> 00:22:54.902
and they are glad it's over.

00:22:56.342 --> 00:22:57.561
And I'm still proud to say,

00:22:58.262 --> 00:22:59.722
out of all the J-Dog in the

00:22:59.742 --> 00:23:02.022
state of Texas, there's only one left,

00:23:02.903 --> 00:23:03.624
and it's my old one.

00:23:04.380 --> 00:23:04.680
Who's that?

00:23:04.920 --> 00:23:05.161
Oh, yeah,

00:23:05.201 --> 00:23:06.321
that's the only one left in Texas?

00:23:06.781 --> 00:23:07.021
Yeah.

00:23:07.403 --> 00:23:07.663
Also,

00:23:07.702 --> 00:23:09.243
you're one of the only J-Dogs that

00:23:09.263 --> 00:23:10.605
ever made money on an exit.

00:23:11.385 --> 00:23:11.625
Yep.

00:23:13.107 --> 00:23:15.108
So, all right, James Feltz.

00:23:15.509 --> 00:23:15.950
You know why?

00:23:15.970 --> 00:23:16.790
Because we fucking did it.

00:23:17.171 --> 00:23:17.672
We did it right.

00:23:18.913 --> 00:23:20.054
It sucked, but we did it right.

00:23:20.074 --> 00:23:20.713
Yeah, yeah.

00:23:20.733 --> 00:23:21.474
I was going to say,

00:23:21.494 --> 00:23:23.135
you guys sucked it up for like two years.

00:23:23.336 --> 00:23:24.978
I got pissed off one day, and that was it.

00:23:24.998 --> 00:23:25.979
I fucking called my lawyer.

00:23:26.378 --> 00:23:27.380
We fucking cut bait, Jack.

00:23:31.167 --> 00:23:31.667
There we go.

00:23:31.948 --> 00:23:32.669
We haven't talked shit about

00:23:32.709 --> 00:23:33.348
J-Dog in a while,

00:23:33.368 --> 00:23:33.929
so it's good that we

00:23:33.949 --> 00:23:38.692
fucking got that out of our way.

00:23:39.011 --> 00:23:40.011
89% failure rate or whatever.

00:23:40.011 --> 00:23:40.353
98, 89,

00:23:40.353 --> 00:23:42.173
depending on what you're looking at.

00:23:42.554 --> 00:23:44.115
It is the worst junk roll

00:23:44.154 --> 00:23:45.275
franchise system out there.

00:23:45.934 --> 00:23:50.178
That is me reporting the facts, Jack.

00:23:50.917 --> 00:23:52.398
So I do have a question for Easton.

00:23:53.806 --> 00:23:55.527
I want to put it out there.

00:23:55.866 --> 00:23:55.946
Also,

00:23:55.967 --> 00:23:59.448
I got to say this before I rudely

00:23:59.468 --> 00:24:00.108
interrupt you again.

00:24:03.690 --> 00:24:05.711
My cousin, her son's name is Easton.

00:24:06.090 --> 00:24:07.031
He's got a T though.

00:24:07.392 --> 00:24:07.852
Easton.

00:24:08.392 --> 00:24:10.032
And then I call her other son Weston,

00:24:10.452 --> 00:24:11.553
even though his name's Camden.

00:24:12.253 --> 00:24:13.394
And she doesn't like it when I do that.

00:24:13.634 --> 00:24:15.035
So I call him Easton and Weston.

00:24:16.314 --> 00:24:17.494
So I thought a fucking hotel

00:24:17.535 --> 00:24:18.234
chain or some shit.

00:24:18.595 --> 00:24:20.516
Anyways, Casey,

00:24:20.556 --> 00:24:22.257
back to you since you keep

00:24:22.277 --> 00:24:23.317
getting so rudely interrupted.

00:24:23.498 --> 00:24:23.738
Also,

00:24:23.758 --> 00:24:24.758
I don't know if it's because you're

00:24:24.778 --> 00:24:25.618
sitting next to him or the

00:24:25.638 --> 00:24:26.479
Hawaiian shirt or you're

00:24:26.499 --> 00:24:27.140
close to the camera.

00:24:27.359 --> 00:24:28.980
Your fucking guns look fire right now.

00:24:29.340 --> 00:24:29.861
Looks like you've been

00:24:29.881 --> 00:24:32.442
fucking... You look fucking solid.

00:24:32.461 --> 00:24:33.643
Or you've been eating too much barbecue.

00:24:34.222 --> 00:24:35.104
I don't know what it is.

00:24:37.373 --> 00:24:37.752
Snickers.

00:24:38.294 --> 00:24:39.375
Snickers.

00:24:41.836 --> 00:24:43.117
Snickers.

00:24:43.558 --> 00:24:43.959
Snickers.

00:24:44.579 --> 00:24:45.039
Dad bod.

00:24:45.059 --> 00:24:46.060
You want a fucking dad bod?

00:24:46.361 --> 00:24:47.382
Buy Hawaiian shirts.

00:24:47.803 --> 00:24:49.423
Hey, you can't tone it, tan it, baby.

00:24:49.724 --> 00:24:50.464
And if you can't do either,

00:24:50.484 --> 00:24:52.386
put a fucking tattoo on it.

00:24:52.688 --> 00:24:54.009
As soon as I put tattoos on my arms,

00:24:54.028 --> 00:24:54.328
I'm like, dude,

00:24:54.348 --> 00:24:55.250
I got some fucking arms now.

00:24:55.390 --> 00:24:55.690
No, I don't.

00:24:55.830 --> 00:24:56.310
I got some tattoos.

00:24:57.491 --> 00:24:59.134
I'm going to the tattoo studio today.

00:24:59.474 --> 00:24:59.914
You should.

00:25:00.395 --> 00:25:02.298
So my question for Easton is,

00:25:02.338 --> 00:25:04.000
why did you continue to use

00:25:04.080 --> 00:25:05.623
us once you realized we

00:25:05.643 --> 00:25:06.984
weren't the cheapest option around?

00:25:08.799 --> 00:25:09.881
Because instead of calling

00:25:09.941 --> 00:25:11.823
for a garage clean and

00:25:11.863 --> 00:25:13.304
we're phasing it out four times,

00:25:13.364 --> 00:25:14.424
which is maybe not the best

00:25:14.486 --> 00:25:15.606
business practice from a

00:25:16.007 --> 00:25:17.048
builder standpoint,

00:25:17.828 --> 00:25:20.672
but a lot of our business

00:25:20.731 --> 00:25:22.053
and being successful is

00:25:22.093 --> 00:25:23.153
keeping our clients happy.

00:25:23.193 --> 00:25:24.895
In our family business,

00:25:24.955 --> 00:25:26.436
our custom home building business,

00:25:26.457 --> 00:25:27.538
semi custom home building

00:25:27.577 --> 00:25:28.798
business here in Dallas-Fort Worth,

00:25:29.779 --> 00:25:32.262
we hugely rely on repeat business.

00:25:34.550 --> 00:25:36.073
calling j-dog and saying hey

00:25:36.813 --> 00:25:38.255
I've got clients that are

00:25:38.275 --> 00:25:39.415
going to be I know have

00:25:39.455 --> 00:25:40.497
family in town for let's

00:25:40.537 --> 00:25:41.659
say easter they're going to

00:25:41.679 --> 00:25:42.660
be walking that house and

00:25:42.680 --> 00:25:44.201
picking it apart and the

00:25:44.240 --> 00:25:45.182
fact that that house looks

00:25:45.281 --> 00:25:46.463
clean before they come in

00:25:47.003 --> 00:25:49.006
takes a lot of I i feel

00:25:49.026 --> 00:25:50.126
like that presents itself

00:25:50.188 --> 00:25:51.209
well and you know these

00:25:51.229 --> 00:25:53.211
guys are these guys are key

00:25:53.250 --> 00:25:54.011
these guys are paying

00:25:54.051 --> 00:25:55.853
attention to the details right or hey

00:25:57.434 --> 00:25:58.455
i would call casey on the

00:25:58.496 --> 00:25:59.596
morning and it's you know

00:25:59.856 --> 00:26:01.218
my sister does our home

00:26:01.238 --> 00:26:02.898
sales and I would say my

00:26:02.939 --> 00:26:03.880
sister just told me that

00:26:04.500 --> 00:26:05.921
she's got clients walking

00:26:06.481 --> 00:26:08.482
xyz neighborhood at 3 p.m

00:26:08.522 --> 00:26:10.064
today do you have any crews

00:26:10.104 --> 00:26:11.885
around that could go do a

00:26:11.986 --> 00:26:12.986
sweep even though it's not

00:26:13.026 --> 00:26:14.027
a full load of trash or

00:26:14.067 --> 00:26:16.429
whatever you know I knew I'd be paying

00:26:17.148 --> 00:26:18.730
A premium for that service,

00:26:19.210 --> 00:26:20.329
but that's why I wouldn't

00:26:20.349 --> 00:26:21.310
be able to get that service

00:26:21.391 --> 00:26:23.371
elsewhere because it was always, well,

00:26:23.852 --> 00:26:26.153
I met another job or well, it was,

00:26:26.232 --> 00:26:26.492
you know,

00:26:26.913 --> 00:26:29.993
one guy and one helper that he

00:26:30.013 --> 00:26:31.515
was dragging a skid steer all around.

00:26:31.535 --> 00:26:32.494
And once he loaded it up,

00:26:32.555 --> 00:26:33.555
he was to the dump and then

00:26:33.595 --> 00:26:34.836
he was home for the whole day.

00:26:35.435 --> 00:26:37.558
so you know those those

00:26:37.598 --> 00:26:39.681
little ancillary services

00:26:39.701 --> 00:26:41.702
and you know that mba that

00:26:41.864 --> 00:26:42.704
that mop and bucket

00:26:42.805 --> 00:26:44.326
attitude of you know it

00:26:44.606 --> 00:26:45.948
didn't always work out but

00:26:46.169 --> 00:26:48.211
I could pretty much count

00:26:48.310 --> 00:26:50.313
on it that if I needed something

00:26:50.953 --> 00:26:53.056
And I wouldn't exploit that

00:26:53.096 --> 00:26:54.076
or take advantage of it.

00:26:54.557 --> 00:26:57.057
But he knew if I called for that,

00:26:57.137 --> 00:26:57.939
which maybe it would be

00:26:58.058 --> 00:26:59.539
once a month or once every other month,

00:26:59.640 --> 00:27:01.020
that it was important.

00:27:01.080 --> 00:27:03.923
And then they would do that.

00:27:04.182 --> 00:27:05.903
Restructure their schedule to help me out.

00:27:05.923 --> 00:27:07.365
That was huge.

00:27:07.625 --> 00:27:10.106
It was the trust factor also

00:27:10.207 --> 00:27:11.688
because I met with him in

00:27:11.728 --> 00:27:12.808
person a couple of times.

00:27:12.848 --> 00:27:14.130
He met my guys a few times.

00:27:14.891 --> 00:27:18.053
I was very familiar with his PMs,

00:27:18.192 --> 00:27:19.314
all his project managers.

00:27:20.094 --> 00:27:20.473
So that way,

00:27:20.513 --> 00:27:21.454
I didn't always have to bother

00:27:21.474 --> 00:27:22.276
the owner of the company.

00:27:22.316 --> 00:27:25.137
We could talk straight to who's on site.

00:27:25.199 --> 00:27:25.818
What do they see?

00:27:25.838 --> 00:27:26.680
What do they need right now?

00:27:27.359 --> 00:27:28.741
But they were, I mean, Easton,

00:27:28.761 --> 00:27:29.362
I'll tell you right now,

00:27:29.781 --> 00:27:30.722
for everyone listening,

00:27:31.784 --> 00:27:33.224
I would have codes to these

00:27:33.585 --> 00:27:34.885
multimillion dollar houses.

00:27:35.747 --> 00:27:37.867
I had a hundred percent full

00:27:37.968 --> 00:27:39.348
access to at any time

00:27:39.990 --> 00:27:40.829
because he trusted me.

00:27:41.369 --> 00:27:42.510
Hey, go to this house.

00:27:42.932 --> 00:27:43.971
We're wrapping up, you know,

00:27:44.071 --> 00:27:44.792
final clean out.

00:27:44.813 --> 00:27:45.772
We just need it swept out

00:27:45.792 --> 00:27:47.134
real quick and we'll go out

00:27:47.173 --> 00:27:47.835
there with a crew.

00:27:47.855 --> 00:27:49.175
And you gotta understand

00:27:49.195 --> 00:27:50.696
this thing's about, this thing's closed,

00:27:51.017 --> 00:27:51.817
but yet we're out there

00:27:52.357 --> 00:27:54.298
cleaning it out because he

00:27:54.338 --> 00:27:55.059
knows that we're going to

00:27:55.079 --> 00:27:56.119
do a good job and he

00:27:56.140 --> 00:27:58.362
doesn't have to worry about this.

00:27:58.821 --> 00:27:59.903
I think that's another big

00:27:59.942 --> 00:28:00.762
thing that a lot of,

00:28:01.826 --> 00:28:03.667
A lot of junk removal

00:28:03.728 --> 00:28:05.128
companies they deal with is

00:28:05.769 --> 00:28:07.351
you got to understand you

00:28:07.371 --> 00:28:09.092
may not look trustworthy.

00:28:09.192 --> 00:28:09.752
And I get it.

00:28:09.893 --> 00:28:10.413
People say, oh,

00:28:10.452 --> 00:28:11.294
it's all about how you look.

00:28:11.354 --> 00:28:13.935
It's 100 percent about how you look.

00:28:13.976 --> 00:28:14.856
If you look shady,

00:28:14.936 --> 00:28:15.917
I'm not going to hire you.

00:28:16.198 --> 00:28:17.398
You can be the best in the world.

00:28:17.878 --> 00:28:19.661
But if you look like I can't trust you,

00:28:19.681 --> 00:28:20.842
I'm not going to give you the time.

00:28:22.282 --> 00:28:23.884
That's just one factor to it,

00:28:24.505 --> 00:28:25.605
in my personal opinion.

00:28:26.425 --> 00:28:28.987
One thing we would – Go ahead.

00:28:29.007 --> 00:28:30.647
That's a two-way street, right?

00:28:30.708 --> 00:28:31.028
It is.

00:28:31.067 --> 00:28:32.008
When I get people that call

00:28:32.048 --> 00:28:33.428
me and sound shady on the phone,

00:28:34.009 --> 00:28:36.229
I'm not interested in working with them.

00:28:36.249 --> 00:28:36.809
Yeah.

00:28:37.009 --> 00:28:37.789
Because to your point,

00:28:37.809 --> 00:28:38.990
what Easton was saying, hey,

00:28:39.049 --> 00:28:40.111
are they going to pay me on time?

00:28:41.270 --> 00:28:43.872
That's a huge consideration, right?

00:28:44.172 --> 00:28:46.553
And I tell people on time.

00:28:46.593 --> 00:28:47.452
When people call me on a

00:28:47.492 --> 00:28:49.634
Saturday or Sunday –

00:28:49.634 --> 00:28:50.034
Yeah,

00:28:50.255 --> 00:28:51.335
if I get a phone call on a Saturday

00:28:51.355 --> 00:28:53.116
or Sunday, somebody in a panic, I'm like,

00:28:53.497 --> 00:28:54.178
that's someone who's got

00:28:54.238 --> 00:28:55.298
piss-poor planning skills,

00:28:55.558 --> 00:28:56.920
and I don't want to inherit their problem,

00:28:57.460 --> 00:28:57.640
right?

00:28:58.000 --> 00:28:59.902
I'll do the job if it makes sense.

00:29:00.301 --> 00:29:00.962
All too often,

00:29:01.022 --> 00:29:02.223
I end up taking on other

00:29:02.243 --> 00:29:03.104
people's problems because

00:29:03.124 --> 00:29:04.125
they had piss-poor planning.

00:29:04.444 --> 00:29:05.726
And then it's like, oh,

00:29:05.746 --> 00:29:06.626
I need the job done right away.

00:29:06.646 --> 00:29:07.067
It's like, cool,

00:29:07.086 --> 00:29:07.887
I need to get paid right away.

00:29:07.907 --> 00:29:08.949
It's like, oh, well, that's tied up.

00:29:09.009 --> 00:29:09.509
It's like, well,

00:29:09.528 --> 00:29:11.529
then I got nothing to tell you.

00:29:11.770 --> 00:29:12.891
Now, the goal here...

00:29:13.711 --> 00:29:14.512
what you're saying Easton

00:29:14.532 --> 00:29:15.472
about not taking advantage

00:29:15.532 --> 00:29:16.534
of the goal is that you

00:29:16.614 --> 00:29:17.714
establish a good rapport

00:29:18.115 --> 00:29:19.696
wherein the last minute

00:29:19.717 --> 00:29:20.517
shit is the exception.

00:29:21.198 --> 00:29:23.058
And the last minute shit is because right.

00:29:23.259 --> 00:29:24.559
You, you know, you're going to get paid,

00:29:24.859 --> 00:29:25.881
you know, that, you know, sometimes,

00:29:25.901 --> 00:29:26.121
you know,

00:29:26.141 --> 00:29:27.241
have the grace that sometimes

00:29:27.281 --> 00:29:27.962
shit falls through.

00:29:29.223 --> 00:29:30.064
And yeah, don't let,

00:29:30.684 --> 00:29:32.125
don't let that dysfunction

00:29:32.205 --> 00:29:33.307
become your function.

00:29:34.288 --> 00:29:34.428
Yeah.

00:29:34.468 --> 00:29:34.728
You know?

00:29:35.528 --> 00:29:36.588
Well, plus you can always,

00:29:36.648 --> 00:29:38.691
you can literally credit the,

00:29:39.565 --> 00:29:41.625
the quick 150 clean out jobs

00:29:41.685 --> 00:29:42.926
like hey run by the real

00:29:42.946 --> 00:29:44.228
quick sweep it out for 150

00:29:44.228 --> 00:29:45.648
bucks you can credit the

00:29:45.689 --> 00:29:47.730
multi-trailer jobs to those

00:29:47.730 --> 00:29:50.731
150 jobs because those were

00:29:50.771 --> 00:29:52.732
the the detail that he was

00:29:52.772 --> 00:29:53.354
like man you know what

00:29:54.346 --> 00:29:55.467
Like, I really like these guys.

00:29:55.487 --> 00:29:56.186
The fact that they would do

00:29:56.247 --> 00:29:57.387
this and they really helped us out.

00:29:57.948 --> 00:29:58.887
I want to use them more for

00:29:58.928 --> 00:30:00.028
these bigger jobs as well.

00:30:00.489 --> 00:30:01.390
And there's times, man,

00:30:01.430 --> 00:30:03.570
where the price didn't add up,

00:30:03.891 --> 00:30:04.611
like just straight up.

00:30:04.730 --> 00:30:05.751
It just didn't work out.

00:30:05.771 --> 00:30:06.771
Numbers didn't math.

00:30:07.732 --> 00:30:09.733
And it was it was fine on both sides.

00:30:09.753 --> 00:30:11.214
Hey, this ain't going to work for us.

00:30:11.315 --> 00:30:11.775
OK, cool.

00:30:11.795 --> 00:30:12.575
This isn't work for me.

00:30:13.115 --> 00:30:13.375
Awesome.

00:30:13.415 --> 00:30:14.256
We'll get you the next one.

00:30:15.696 --> 00:30:16.798
And we found that out a couple of times.

00:30:17.157 --> 00:30:18.919
There was just certain jobs that he's like,

00:30:18.979 --> 00:30:20.058
it's just not in the budget

00:30:20.159 --> 00:30:20.839
at that price.

00:30:21.480 --> 00:30:23.181
So he might go somewhere

00:30:23.221 --> 00:30:24.761
else and use someone else

00:30:24.902 --> 00:30:26.442
for that one job.

00:30:27.183 --> 00:30:29.244
For your trash listing audience.

00:30:29.285 --> 00:30:29.825
I'm sorry.

00:30:29.865 --> 00:30:30.326
No, you're good.

00:30:30.566 --> 00:30:31.507
I'm used to it.

00:30:32.186 --> 00:30:32.967
I would say this.

00:30:34.067 --> 00:30:36.410
Never having met Andy before

00:30:36.769 --> 00:30:37.549
and being on here,

00:30:37.609 --> 00:30:38.770
this would be some advice

00:30:38.891 --> 00:30:41.053
for the trash companies, right?

00:30:41.952 --> 00:30:42.913
I told Casey I have a

00:30:42.973 --> 00:30:44.154
meeting at 5 o'clock today.

00:30:45.211 --> 00:30:46.311
right after this just up the

00:30:46.352 --> 00:30:47.374
road so I won't have to cut

00:30:47.394 --> 00:30:49.336
out too early but this is a

00:30:49.375 --> 00:30:51.258
guy and I'm sure everybody

00:30:51.478 --> 00:30:53.901
knows this that turf

00:30:53.941 --> 00:30:55.222
everybody wants turf here

00:30:55.242 --> 00:30:56.203
in Texas you know with

00:30:56.243 --> 00:30:57.244
water restrictions and

00:30:57.285 --> 00:30:59.387
things like that so turf

00:30:59.788 --> 00:31:01.068
and turfing yards has kind

00:31:01.089 --> 00:31:02.371
of become commoditized like

00:31:02.411 --> 00:31:04.333
the trash business so

00:31:05.931 --> 00:31:06.832
I would say this,

00:31:07.711 --> 00:31:08.653
if you're listening to this

00:31:08.692 --> 00:31:10.855
podcast to Andy and to Casey,

00:31:11.555 --> 00:31:12.355
that's something that I

00:31:12.435 --> 00:31:13.616
noticed as I'm sitting here

00:31:13.676 --> 00:31:15.298
in the midst of this is their energy.

00:31:15.417 --> 00:31:17.278
So you talked about, you know,

00:31:17.339 --> 00:31:18.259
somebody's appearance and

00:31:18.279 --> 00:31:18.901
things like that.

00:31:19.941 --> 00:31:21.823
I don't care what it is.

00:31:22.343 --> 00:31:26.405
I would say tattoos, Mohawk, Hispanic,

00:31:26.425 --> 00:31:27.287
doesn't speak good English.

00:31:27.386 --> 00:31:29.147
It doesn't matter that the

00:31:29.268 --> 00:31:30.890
energy positivity, um,

00:31:32.107 --> 00:31:33.229
I know this is a business

00:31:33.288 --> 00:31:34.589
and we talk costs and we

00:31:34.609 --> 00:31:35.671
talk numbers and things

00:31:35.711 --> 00:31:37.892
like that from a building business.

00:31:38.073 --> 00:31:39.433
And I'm not saying this to

00:31:39.453 --> 00:31:40.413
blow smoke up their ass.

00:31:40.453 --> 00:31:42.036
I'm telling them that that

00:31:42.135 --> 00:31:43.557
is why these guys have been

00:31:43.596 --> 00:31:44.877
successful in what they've done.

00:31:44.998 --> 00:31:48.721
So I would ask you as a trash business,

00:31:48.780 --> 00:31:49.881
if you are going out and

00:31:49.901 --> 00:31:51.403
trying to drum up business,

00:31:52.123 --> 00:31:53.163
even if you've got to turn

00:31:53.183 --> 00:31:54.365
it on and it's not your

00:31:54.424 --> 00:31:55.685
personality for five

00:31:55.766 --> 00:31:56.967
minutes when you meet somebody,

00:31:58.290 --> 00:31:58.852
Be nice.

00:31:59.613 --> 00:32:03.178
Be energetic.

00:32:03.337 --> 00:32:05.421
As cheesy as it sounds, smile.

00:32:05.480 --> 00:32:06.542
You're in the trash business.

00:32:06.982 --> 00:32:09.346
These guys deal with blue

00:32:09.406 --> 00:32:10.608
collar workers with chips

00:32:10.648 --> 00:32:11.730
on their shoulders all the time.

00:32:11.910 --> 00:32:12.611
And that's okay.

00:32:12.692 --> 00:32:13.873
As you get to know each other,

00:32:14.653 --> 00:32:15.835
and there's a rapport built,

00:32:15.875 --> 00:32:17.536
like Andy mentioned that word earlier,

00:32:18.057 --> 00:32:18.997
you're having bad days.

00:32:19.096 --> 00:32:19.778
That's fine.

00:32:19.837 --> 00:32:21.199
You can let that shine through.

00:32:21.719 --> 00:32:22.960
But when you're initially

00:32:22.980 --> 00:32:24.300
trying to get somebody's business,

00:32:24.821 --> 00:32:27.502
go out of your way, look at yourself,

00:32:27.604 --> 00:32:28.763
look at that phone call.

00:32:29.005 --> 00:32:30.465
How many rings does it take to pick up?

00:32:30.506 --> 00:32:31.346
Or when you call back,

00:32:31.425 --> 00:32:33.748
don't sound put out.

00:32:34.067 --> 00:32:36.049
Sound, hey, how can I help you?

00:32:36.829 --> 00:32:38.270
Even if you can't get there that day, say,

00:32:38.411 --> 00:32:39.231
I am so sorry,

00:32:39.271 --> 00:32:39.912
but I'll put it on the

00:32:39.951 --> 00:32:41.292
first run tomorrow or something.

00:32:41.713 --> 00:32:43.055
Those little actions,

00:32:44.560 --> 00:32:46.142
say more than the answer

00:32:46.162 --> 00:32:47.082
you're actually giving just

00:32:47.142 --> 00:32:48.343
the way you sound or the

00:32:48.482 --> 00:32:49.722
attitude that you put off.

00:32:49.803 --> 00:32:50.544
That means a lot.

00:32:50.683 --> 00:32:52.064
And it may not mean a lot to everybody,

00:32:52.084 --> 00:32:53.585
but it sure as shit meant a lot to me.

00:32:54.285 --> 00:32:57.246
Well, confidence is contagious, right?

00:32:57.266 --> 00:32:58.086
At the end of the day, I was,

00:32:58.146 --> 00:32:58.826
I was talking to,

00:32:59.547 --> 00:33:00.887
I was actually talking to a

00:33:00.928 --> 00:33:01.748
close friend of mine today

00:33:01.887 --> 00:33:05.130
about where you are in this world, right?

00:33:05.130 --> 00:33:08.171
13.9% of workers in the

00:33:08.191 --> 00:33:09.211
United States are blue collar.

00:33:09.250 --> 00:33:10.692
Like I was raised on blue collar.

00:33:11.311 --> 00:33:13.134
My great grandparents both

00:33:13.153 --> 00:33:13.755
lived in trailers.

00:33:13.954 --> 00:33:15.396
I know where I come from.

00:33:15.696 --> 00:33:16.538
I'm fucking confident.

00:33:16.678 --> 00:33:17.239
I'm proud of it.

00:33:17.680 --> 00:33:18.519
One of my other grandfathers,

00:33:18.621 --> 00:33:21.324
he held scrap and trash in

00:33:21.344 --> 00:33:21.923
the middle of the Great

00:33:21.963 --> 00:33:23.006
Depression until 1959, his passing.

00:33:26.048 --> 00:33:26.490
You know, it's like,

00:33:26.990 --> 00:33:28.692
so when I talk to people about going to,

00:33:29.073 --> 00:33:29.292
you know,

00:33:29.313 --> 00:33:30.294
whenever I'm networking events

00:33:30.394 --> 00:33:32.036
or people's houses, it's like, yeah,

00:33:32.056 --> 00:33:32.576
at the end of the day,

00:33:32.616 --> 00:33:33.958
I pick up trash for a living, right?

00:33:33.999 --> 00:33:35.519
I can look at it like that.

00:33:36.040 --> 00:33:37.823
Or I can reshape the entire

00:33:37.863 --> 00:33:38.864
story in a language, right?

00:33:39.045 --> 00:33:39.905
I get the opportunity of

00:33:40.046 --> 00:33:40.906
going to people's homes and

00:33:40.926 --> 00:33:42.228
businesses and find new

00:33:42.268 --> 00:33:43.910
homes for items they no longer need.

00:33:44.490 --> 00:33:46.151
Well, that's a different fucking attitude.

00:33:46.391 --> 00:33:46.550
Right.

00:33:47.071 --> 00:33:48.672
And when I go into with that attitude,

00:33:48.692 --> 00:33:50.632
it's like, wow, what a fucking blessing.

00:33:50.672 --> 00:33:51.573
What a great opportunity I

00:33:51.613 --> 00:33:53.532
have to impact my community

00:33:53.553 --> 00:33:54.393
and the world around me.

00:33:54.772 --> 00:33:55.913
And so you're right when

00:33:56.034 --> 00:33:56.993
it's these guys that go

00:33:57.193 --> 00:33:58.753
online and they're like,

00:33:58.773 --> 00:34:00.555
I'm going to try to make my money fast.

00:34:00.575 --> 00:34:01.775
I'm going to try to pick up shit loads.

00:34:01.795 --> 00:34:03.035
I'm going to undercut everybody else.

00:34:03.095 --> 00:34:04.635
It's like, hey, man, you know,

00:34:04.655 --> 00:34:05.276
get what you get,

00:34:05.296 --> 00:34:06.135
what you put in this world.

00:34:06.596 --> 00:34:07.655
And it's sort of in their home building.

00:34:07.916 --> 00:34:09.077
If you want to slap them up

00:34:09.157 --> 00:34:09.797
and you've got a fixed

00:34:09.856 --> 00:34:10.498
price and these are the

00:34:10.538 --> 00:34:11.418
three homes you build and

00:34:11.458 --> 00:34:12.297
fucking pick your color.

00:34:12.697 --> 00:34:14.778
Okay, there's a market for that.

00:34:15.219 --> 00:34:16.400
As soon as you say, hey,

00:34:16.619 --> 00:34:17.880
we're the best in the business,

00:34:18.501 --> 00:34:18.920
back it up.

00:34:19.960 --> 00:34:20.860
Campbell Crew Drunk Room.

00:34:20.880 --> 00:34:22.981
We got 1000 reviews with a

00:34:23.081 --> 00:34:24.302
perfect five star rating.

00:34:24.583 --> 00:34:26.583
Our guys show up, their uniform,

00:34:26.804 --> 00:34:28.344
our trucks are fucking wrapped.

00:34:28.483 --> 00:34:29.525
We got the right equipment.

00:34:29.804 --> 00:34:30.744
We got the insurance so we

00:34:30.764 --> 00:34:31.684
can take on the commercial

00:34:31.704 --> 00:34:32.766
jobs that nobody else wants.

00:34:33.186 --> 00:34:33.545
Actually,

00:34:33.585 --> 00:34:34.306
I do want to talk about this

00:34:34.327 --> 00:34:35.748
fucking safe job I did last week.

00:34:36.088 --> 00:34:37.969
Fucking pulled out, dude,

00:34:38.009 --> 00:34:39.108
money ass fucking scrap job.

00:34:39.148 --> 00:34:40.150
I fucking love scrap jobs.

00:34:40.389 --> 00:34:40.530
Anyway,

00:34:40.750 --> 00:34:42.431
we have the opportunity to do that

00:34:42.972 --> 00:34:44.152
because we continually

00:34:44.211 --> 00:34:45.132
represent ourselves well

00:34:45.193 --> 00:34:46.092
and push ourselves.

00:34:46.112 --> 00:34:50.014
It's like we love hauling

00:34:50.056 --> 00:34:52.416
material every day versus, oh,

00:34:52.476 --> 00:34:53.797
I just pick up trash or, hey,

00:34:53.818 --> 00:34:55.117
I'm going to try to make a buck, right?

00:34:55.137 --> 00:34:56.458
If your only goal in

00:34:56.539 --> 00:34:57.900
business is trying to get rich quick,

00:34:59.735 --> 00:35:01.257
you're in the wrong business, right?

00:35:01.717 --> 00:35:02.577
Entrepreneurship is about

00:35:02.659 --> 00:35:03.780
being in love with what you do.

00:35:05.320 --> 00:35:07.322
What'd you ask there, Easton?

00:35:07.563 --> 00:35:09.525
I should have known.

00:35:09.565 --> 00:35:10.646
I just asked if you're a veteran.

00:35:10.666 --> 00:35:13.610
I would say... I had 20 years next month.

00:35:13.630 --> 00:35:13.889
20 good years...

00:35:17.969 --> 00:35:18.849
No big deal.

00:35:18.889 --> 00:35:19.389
I shit.

00:35:19.409 --> 00:35:22.271
I fucking push paper.

00:35:22.451 --> 00:35:23.490
Let me tell you something, Casey.

00:35:23.530 --> 00:35:24.170
Let me tell you something.

00:35:24.791 --> 00:35:26.811
I fucking, I drove the truck.

00:35:26.871 --> 00:35:27.791
I was in the rear with the gear.

00:35:27.831 --> 00:35:28.092
Okay.

00:35:28.351 --> 00:35:30.092
I drove the big trucks so

00:35:30.132 --> 00:35:31.452
that guys like you can, you know,

00:35:31.612 --> 00:35:32.112
pull the trigger.

00:35:32.193 --> 00:35:32.492
And then,

00:35:32.952 --> 00:35:34.514
and then I spent a year down in

00:35:34.853 --> 00:35:35.333
Guantanamo.

00:35:35.353 --> 00:35:39.074
I was going to say Guantanamo Bay, Cuba.

00:35:39.715 --> 00:35:40.514
I was not paying.

00:35:40.775 --> 00:35:40.994
I was,

00:35:41.255 --> 00:35:43.675
I was utilizing my IPC skills to

00:35:43.715 --> 00:35:44.516
gain money.

00:35:44.635 --> 00:35:46.036
compliance, care, custody,

00:35:46.056 --> 00:35:47.117
and control of the

00:35:47.157 --> 00:35:50.501
gentleman that lived down there.

00:35:50.760 --> 00:35:51.742
Pissing on prisoners.

00:35:52.282 --> 00:35:52.681
God.

00:35:54.623 --> 00:35:56.204
See, I'll tell you this.

00:35:56.505 --> 00:35:57.505
This is why we have classes.

00:35:57.706 --> 00:35:59.807
This is literally why I went

00:35:59.827 --> 00:36:01.108
to a two-week school to

00:36:01.148 --> 00:36:02.829
learn how to not be an asshole.

00:36:02.849 --> 00:36:04.851
I became a detentions and

00:36:04.871 --> 00:36:06.914
corrections specialist to

00:36:06.954 --> 00:36:08.594
basically teach fellow

00:36:08.614 --> 00:36:10.996
soldiers to treat people humanely.

00:36:11.356 --> 00:36:11.536
Right?

00:36:11.577 --> 00:36:11.717
Like...

00:36:13.603 --> 00:36:16.485
So I would say this, never having served,

00:36:16.545 --> 00:36:19.268
and obviously not everybody

00:36:19.288 --> 00:36:20.708
in the trash business is a veteran,

00:36:20.989 --> 00:36:22.190
but I think it's a great

00:36:22.250 --> 00:36:23.471
business to hire veterans.

00:36:23.530 --> 00:36:24.311
And I also think,

00:36:24.371 --> 00:36:26.432
as I'm sitting here dying

00:36:26.472 --> 00:36:27.773
laughing at peeing on prisoners,

00:36:28.175 --> 00:36:30.255
there's a want for at least

00:36:30.275 --> 00:36:35.059
the construction community and –

00:36:35.059 --> 00:36:35.300
You know,

00:36:35.340 --> 00:36:36.702
we don't know what can be said

00:36:36.722 --> 00:36:37.161
and whatnot.

00:36:37.202 --> 00:36:38.342
We don't want to offend anybody.

00:36:38.402 --> 00:36:38.623
Right.

00:36:38.664 --> 00:36:41.045
Like hearing y'all talk and

00:36:41.306 --> 00:36:43.407
being able to say that and inserting,

00:36:43.427 --> 00:36:43.768
you know,

00:36:43.849 --> 00:36:45.489
your your builder client or your,

00:36:45.871 --> 00:36:48.052
you know, you got to first of all,

00:36:48.072 --> 00:36:48.952
fill out the room.

00:36:48.994 --> 00:36:49.974
But with the right audience,

00:36:50.275 --> 00:36:51.775
that's first of all,

00:36:52.336 --> 00:36:54.097
like prisoners for like a week now.

00:36:54.619 --> 00:36:54.798
Yeah.

00:36:54.998 --> 00:36:55.420
Here's the thing.

00:36:55.480 --> 00:36:55.940
First of all.

00:36:56.876 --> 00:36:57.878
People choose to be offended.

00:36:57.938 --> 00:36:58.940
It ain't my fucking deal, right?

00:36:59.119 --> 00:37:00.021
I can say the same fucking

00:37:00.041 --> 00:37:00.802
joke to two people,

00:37:01.043 --> 00:37:02.063
and one thinks I'm awesome

00:37:02.083 --> 00:37:03.246
and wants to hire me to do

00:37:03.246 --> 00:37:04.507
15 minutes of the bar mitzvah.

00:37:04.706 --> 00:37:06.168
The other one are fucking

00:37:06.188 --> 00:37:07.311
offended and want to go

00:37:07.351 --> 00:37:08.472
keyboard wire that ass.

00:37:09.954 --> 00:37:10.155
Right?

00:37:10.275 --> 00:37:10.494
There we go.

00:37:10.514 --> 00:37:11.115
We're going to have a lot of

00:37:11.135 --> 00:37:11.976
titles for this episode.

00:37:13.778 --> 00:37:16.320
So, first of all, people are offended.

00:37:16.840 --> 00:37:17.920
That's an individual effort, right?

00:37:18.081 --> 00:37:19.161
They can choose to be offended.

00:37:19.422 --> 00:37:21.003
Second thing is, yeah,

00:37:21.023 --> 00:37:21.824
in our veteran groups,

00:37:22.324 --> 00:37:23.003
it's like you'll see the

00:37:23.063 --> 00:37:24.105
memes where it's like you

00:37:24.125 --> 00:37:24.905
don't realize your dark

00:37:24.925 --> 00:37:25.965
sense of humor until you

00:37:25.985 --> 00:37:26.766
start telling a military

00:37:26.786 --> 00:37:27.527
story to civilians,

00:37:27.867 --> 00:37:28.706
and they're not laughing.

00:37:29.128 --> 00:37:30.128
And the veterans in the room are like,

00:37:30.268 --> 00:37:30.969
that's fucking funny.

00:37:31.009 --> 00:37:31.829
That's good shit.

00:37:32.489 --> 00:37:32.650
Yeah.

00:37:32.670 --> 00:37:33.889
One of my go-to stories is,

00:37:37.099 --> 00:37:38.740
that my buddy Brad Herter reminds me of.

00:37:39.461 --> 00:37:40.043
We're sitting there.

00:37:40.063 --> 00:37:41.264
I'm with like, I don't know, five,

00:37:41.304 --> 00:37:42.907
seven people at a networking event.

00:37:42.967 --> 00:37:43.708
And I talk about the night

00:37:43.728 --> 00:37:44.829
my dick almost got blown off.

00:37:45.349 --> 00:37:46.512
And like, that's the name of the story.

00:37:47.373 --> 00:37:47.592
And then...

00:37:48.894 --> 00:37:49.434
Um, yeah.

00:37:49.976 --> 00:37:51.336
Welcome to the podcast.

00:37:51.396 --> 00:37:51.617
Yeah.

00:37:51.657 --> 00:37:52.838
Like, like, like this,

00:37:53.438 --> 00:37:54.958
the name of the story and

00:37:54.978 --> 00:37:56.519
the punchline is the story.

00:37:56.920 --> 00:37:58.800
And basically it's like, yeah,

00:37:58.820 --> 00:38:00.161
my dick almost got blown off and then it,

00:38:00.302 --> 00:38:01.123
and then it did it right.

00:38:01.322 --> 00:38:02.623
The, the, the, you know, the,

00:38:02.764 --> 00:38:03.744
at the end of the day, like me,

00:38:03.784 --> 00:38:04.824
you may not know that.

00:38:05.045 --> 00:38:05.304
Right.

00:38:05.925 --> 00:38:07.626
Um, so yeah, the veterans, um,

00:38:09.110 --> 00:38:10.110
We say what's on our mind.

00:38:10.351 --> 00:38:10.931
Here's the beautiful thing

00:38:10.952 --> 00:38:11.692
about being a veteran and

00:38:11.711 --> 00:38:12.413
being in the military.

00:38:13.434 --> 00:38:15.215
They take 40, 50, 60 dudes.

00:38:15.835 --> 00:38:16.597
They put them in a fucking

00:38:16.617 --> 00:38:18.318
barracks from all over the country,

00:38:18.719 --> 00:38:19.599
all over skin tones.

00:38:20.199 --> 00:38:21.740
Shit, none of them all speak English,

00:38:22.402 --> 00:38:22.681
right?

00:38:22.782 --> 00:38:24.103
And they're like, hey, motherfuckers,

00:38:24.543 --> 00:38:26.565
you got nine weeks to not

00:38:27.166 --> 00:38:27.686
kill each other.

00:38:27.706 --> 00:38:28.507
You got nine weeks to get

00:38:28.547 --> 00:38:30.289
along while people are

00:38:30.349 --> 00:38:31.030
screaming at you the whole

00:38:31.090 --> 00:38:32.670
time and make you feel like

00:38:32.690 --> 00:38:33.711
a jackass and make you feel

00:38:33.731 --> 00:38:34.253
about yay big.

00:38:34.954 --> 00:38:35.896
And you know what?

00:38:35.956 --> 00:38:37.576
I got in a few dust-ups with a few folks,

00:38:37.976 --> 00:38:39.697
because it turned out I'm a

00:38:39.757 --> 00:38:40.818
white kid from the suburbs,

00:38:41.277 --> 00:38:41.998
grew up in the North,

00:38:42.539 --> 00:38:45.079
and we had to make heads or tails of it.

00:38:45.460 --> 00:38:46.199
And the beautiful thing at

00:38:46.219 --> 00:38:46.719
the end of the day,

00:38:47.561 --> 00:38:48.440
you're either dark green or

00:38:48.460 --> 00:38:49.021
you're light green.

00:38:49.782 --> 00:38:50.922
Your political aspirations

00:38:50.961 --> 00:38:51.663
don't fucking matter.

00:38:52.103 --> 00:38:53.123
So if you've got something to say,

00:38:53.242 --> 00:38:55.443
it gets said, and if someone's offended,

00:38:55.583 --> 00:38:56.744
that's a fucking them problem.

00:38:57.025 --> 00:38:57.786
And then we move on.

00:38:58.525 --> 00:38:59.385
And you get real... I

00:38:59.686 --> 00:39:01.146
wouldn't even say get hard.

00:39:01.467 --> 00:39:01.806
You get...

00:39:04.451 --> 00:39:05.751
desensitized I don't know

00:39:05.911 --> 00:39:07.112
what the word the word is

00:39:07.132 --> 00:39:08.634
you get more normalization

00:39:08.713 --> 00:39:09.815
of you get normalization

00:39:09.855 --> 00:39:10.635
that like yeah there's

00:39:10.675 --> 00:39:12.257
there's there you know get

00:39:12.277 --> 00:39:13.297
the fuck over that thing is

00:39:13.898 --> 00:39:14.518
who the fuck are you you

00:39:14.538 --> 00:39:16.260
know I think a big part of

00:39:16.719 --> 00:39:17.780
why we did really good

00:39:17.820 --> 00:39:19.202
honestly was the realism I mean

00:39:20.362 --> 00:39:22.523
Yeah, I put on, I wouldn't say a show,

00:39:22.704 --> 00:39:23.543
but I knew how to act

00:39:23.603 --> 00:39:24.905
professional when I needed to.

00:39:25.364 --> 00:39:26.125
But at the same time,

00:39:26.164 --> 00:39:27.045
I could read the room and

00:39:27.065 --> 00:39:29.786
when the room started to get a little lax,

00:39:29.806 --> 00:39:30.385
then it's okay,

00:39:30.405 --> 00:39:31.467
I can let my hair down as well.

00:39:31.786 --> 00:39:34.748
And, you know, what's funny is there's,

00:39:35.608 --> 00:39:36.188
I'm bringing this up

00:39:36.208 --> 00:39:37.028
because I know you remember this.

00:39:37.728 --> 00:39:39.748
There was a job, it's all shady lane.

00:39:39.849 --> 00:39:40.010
Okay.

00:39:41.862 --> 00:39:42.563
I went out there to check on

00:39:42.603 --> 00:39:44.065
my crew and I took my truck,

00:39:44.224 --> 00:39:45.166
which at the time was the

00:39:45.206 --> 00:39:46.967
three quarter ton King Ranch.

00:39:47.726 --> 00:39:48.547
And he's like, hey, man,

00:39:48.588 --> 00:39:49.528
don't go around back.

00:39:49.588 --> 00:39:51.010
It's pretty sloppy out there

00:39:51.309 --> 00:39:51.851
from the rain.

00:39:52.710 --> 00:39:54.413
I was like, OK, so what I do,

00:39:54.432 --> 00:39:56.994
I went around the house and I got stuck.

00:39:57.034 --> 00:39:59.936
Like, dude, I'm talking axles stuck.

00:40:00.476 --> 00:40:01.538
The thing you couldn't even

00:40:01.557 --> 00:40:02.137
see the wheels.

00:40:03.059 --> 00:40:05.201
It was down that that that

00:40:05.201 --> 00:40:06.742
30 minute detour just to

00:40:06.782 --> 00:40:07.681
check on my guys turned

00:40:07.722 --> 00:40:09.284
into a 10 hour event.

00:40:11.063 --> 00:40:14.086
I had two of my other trucks

00:40:14.106 --> 00:40:15.628
that were also diesel 4x4s.

00:40:16.027 --> 00:40:16.849
Couldn't get me out.

00:40:17.409 --> 00:40:18.650
The skid steer kept getting

00:40:18.731 --> 00:40:19.992
slid into the tree,

00:40:20.032 --> 00:40:20.992
so it couldn't get me out.

00:40:21.873 --> 00:40:23.474
I broke one tow truck's winch,

00:40:24.255 --> 00:40:25.177
so finally I had to get a

00:40:25.277 --> 00:40:26.898
big mom out there to pull

00:40:26.918 --> 00:40:28.119
me out late that night.

00:40:28.579 --> 00:40:30.240
But the whole time, he was just laughing,

00:40:30.320 --> 00:40:32.063
even though I rutted up

00:40:32.123 --> 00:40:33.443
that property like a motherfucker.

00:40:34.436 --> 00:40:35.818
I got so stuck.

00:40:35.858 --> 00:40:37.699
He was laughing because he's like, dude,

00:40:37.739 --> 00:40:38.760
this shit happens.

00:40:38.820 --> 00:40:39.400
It sucks.

00:40:39.601 --> 00:40:40.961
That's all you can really do.

00:40:41.663 --> 00:40:42.543
I already knew that because

00:40:42.563 --> 00:40:43.023
of the military.

00:40:43.043 --> 00:40:43.824
You know that, Andy.

00:40:45.106 --> 00:40:46.266
The worst times are the

00:40:46.306 --> 00:40:47.547
funniest because that's

00:40:47.568 --> 00:40:48.027
when you remember.

00:40:48.047 --> 00:40:49.989
Remember that time it was so shitty,

00:40:50.389 --> 00:40:51.510
but we still had fun somehow.

00:40:51.530 --> 00:40:52.871
We still made the light of it.

00:40:53.793 --> 00:40:55.153
It was funny because it was somebody else.

00:40:55.173 --> 00:40:55.833
Maybe it was me.

00:40:55.873 --> 00:40:56.014
Yeah.

00:40:58.056 --> 00:40:58.315
I got.

00:40:58.697 --> 00:40:58.936
Oh, yeah.

00:40:59.077 --> 00:40:59.237
Yeah.

00:40:59.697 --> 00:41:00.077
It's funny.

00:41:00.237 --> 00:41:00.818
Well, that's the thing.

00:41:01.018 --> 00:41:01.679
You don't remember the

00:41:01.699 --> 00:41:02.900
fucking jobs that went right.

00:41:03.300 --> 00:41:03.500
You know,

00:41:03.581 --> 00:41:04.641
one of my mentors I talked about

00:41:04.661 --> 00:41:05.422
in this podcast before.

00:41:05.442 --> 00:41:05.862
I'll say it again.

00:41:05.882 --> 00:41:08.123
One of my mentors called Monkowitz.

00:41:09.204 --> 00:41:10.865
He said my first like first

00:41:11.246 --> 00:41:12.387
time I ever sat down with a realtor.

00:41:12.407 --> 00:41:12.606
I was like,

00:41:12.626 --> 00:41:13.688
I don't know how to fucking business.

00:41:13.728 --> 00:41:14.909
And I was like, teach me shit, Carl.

00:41:15.309 --> 00:41:17.130
And he said, whatever you do,

00:41:17.351 --> 00:41:18.411
do not forget that these

00:41:18.472 --> 00:41:19.193
are the good old days.

00:41:20.565 --> 00:41:22.007
And that stuck with me now, right?

00:41:22.027 --> 00:41:22.927
And so I tell my guys now

00:41:22.947 --> 00:41:24.788
when we're having a shit day, actually,

00:41:24.807 --> 00:41:25.407
I'll tell the story about

00:41:25.427 --> 00:41:26.168
the safe room last week.

00:41:26.588 --> 00:41:28.068
When we're having a,

00:41:28.309 --> 00:41:29.889
when it's a real mother of a day, right?

00:41:30.489 --> 00:41:32.510
All of a sudden we'll just

00:41:32.550 --> 00:41:33.791
sit there and say, Hey, you know what?

00:41:33.811 --> 00:41:34.931
We're going to laugh about this later.

00:41:35.170 --> 00:41:36.572
So the sooner we can laugh about it now,

00:41:36.632 --> 00:41:37.572
the better off we're going to be.

00:41:38.371 --> 00:41:40.132
And then we just, we, you know,

00:41:40.193 --> 00:41:41.213
pitter patter, let's get at her.

00:41:41.492 --> 00:41:45.414
So last week we had this, this job point.

00:41:46.373 --> 00:41:50.990
eight safes out of a bank.

00:41:51.432 --> 00:41:51.934
And they're all...

00:41:53.679 --> 00:41:54.079
What do you call it?

00:41:54.099 --> 00:41:54.541
Security box.

00:41:54.561 --> 00:41:55.201
We're not security box.

00:41:55.240 --> 00:41:57.581
What are the- Safety deposit boxes?

00:41:57.983 --> 00:41:59.403
Yeah, they're not deposit boxes.

00:41:59.664 --> 00:42:00.985
When you put your long,

00:42:01.105 --> 00:42:02.686
like your safety deposit boxes.

00:42:02.726 --> 00:42:03.606
Is that what you said?

00:42:03.746 --> 00:42:05.106
Yeah, safety deposit boxes.

00:42:05.427 --> 00:42:07.168
Anyways, eight safes,

00:42:07.809 --> 00:42:09.289
total of 14,000 pounds.

00:42:09.489 --> 00:42:10.911
So do the fucking math, right?

00:42:10.931 --> 00:42:11.951
A couple of these things,

00:42:12.190 --> 00:42:13.112
and they were different sizes.

00:42:13.311 --> 00:42:14.233
So a couple of these jokers

00:42:14.293 --> 00:42:14.913
weighed a little bit,

00:42:15.634 --> 00:42:17.135
and we had a plan in going into it.

00:42:18.014 --> 00:42:19.496
And then one of our guys bailed out on us.

00:42:20.135 --> 00:42:21.637
And so I had called my dad.

00:42:21.677 --> 00:42:22.896
I was like, hey, what are you doing?

00:42:23.137 --> 00:42:24.018
I had called him a day before.

00:42:24.038 --> 00:42:25.157
Like, hey, what are you doing tomorrow?

00:42:25.398 --> 00:42:26.699
He's like, nothing I have to do.

00:42:26.719 --> 00:42:27.179
I was like,

00:42:27.199 --> 00:42:28.199
you want to help us pull eight

00:42:28.239 --> 00:42:28.960
safes out of a bank?

00:42:29.000 --> 00:42:30.480
He's like, yeah, let's do it.

00:42:31.019 --> 00:42:31.460
Got there.

00:42:32.641 --> 00:42:34.463
It was a mother, right?

00:42:34.603 --> 00:42:35.543
Of course they're heavier.

00:42:35.563 --> 00:42:36.764
Of course, right?

00:42:37.623 --> 00:42:38.603
The safe moving company was

00:42:38.623 --> 00:42:39.264
going to drop them.

00:42:39.284 --> 00:42:39.704
They didn't.

00:42:39.724 --> 00:42:40.605
And it's like,

00:42:41.286 --> 00:42:42.025
those guys... And I didn't

00:42:42.045 --> 00:42:42.626
go to the job at all.

00:42:42.666 --> 00:42:43.385
I saw pictures.

00:42:43.525 --> 00:42:44.226
I trusted them.

00:42:44.686 --> 00:42:44.847
Man,

00:42:44.867 --> 00:42:45.867
they're going to have stories for

00:42:45.927 --> 00:42:47.327
years about how heavy the

00:42:47.367 --> 00:42:48.688
safes were and the job that

00:42:48.708 --> 00:42:51.010
got done and the way it was intricate.

00:42:51.230 --> 00:42:51.610
It's like...

00:42:52.210 --> 00:42:53.431
Let's take that shit, right?

00:42:53.452 --> 00:42:55.414
A day they could have gone to shit.

00:42:55.833 --> 00:42:57.757
It's where I talk about in my book, right?

00:42:57.836 --> 00:42:59.278
Dr. Mihaly Csárdás,

00:42:59.438 --> 00:43:00.159
who's a Hungarian

00:43:00.179 --> 00:43:01.740
philosopher and psychologist,

00:43:01.782 --> 00:43:02.722
talks about when the

00:43:02.822 --> 00:43:04.364
challenge is great and your

00:43:04.405 --> 00:43:05.186
skill level is great,

00:43:05.226 --> 00:43:06.947
that's when you're in the flow, right?

00:43:06.967 --> 00:43:08.610
And when you're in business, like you said,

00:43:08.650 --> 00:43:09.791
like, yeah, when...

00:43:10.692 --> 00:43:12.213
Your truck is stuck or you

00:43:12.233 --> 00:43:13.815
got that safe or you get to

00:43:13.835 --> 00:43:15.916
a fucking house and it's got to be done.

00:43:16.157 --> 00:43:17.217
And all of a sudden, you know,

00:43:17.898 --> 00:43:18.960
it's trash because the

00:43:19.000 --> 00:43:19.760
tenants left and they're

00:43:19.800 --> 00:43:20.420
closing the next day.

00:43:20.460 --> 00:43:22.103
It's like, dude, you got a choice.

00:43:22.282 --> 00:43:23.023
You can either follow the

00:43:23.063 --> 00:43:24.105
fucking fits because you

00:43:24.125 --> 00:43:25.045
ain't got the fucking skill

00:43:25.485 --> 00:43:26.786
or you rise to the occasion.

00:43:27.108 --> 00:43:28.168
And that's the good stuff.

00:43:28.208 --> 00:43:28.969
That's the flow.

00:43:29.250 --> 00:43:30.030
That's the difference

00:43:30.291 --> 00:43:31.672
between those that will make it and not.

00:43:31.891 --> 00:43:32.913
There's a reason why 80% of

00:43:33.233 --> 00:43:34.434
businesses don't make it 10 years.

00:43:34.855 --> 00:43:36.735
Because they choose not to

00:43:36.775 --> 00:43:37.777
take on those challenges.

00:43:37.797 --> 00:43:39.498
They choose not to enhance

00:43:39.518 --> 00:43:40.619
their skill sets to get

00:43:40.659 --> 00:43:41.498
themselves in that flow.

00:43:41.719 --> 00:43:43.000
They sit in the fucking comfort zone.

00:43:43.900 --> 00:43:45.842
Or they don't enhance their

00:43:45.862 --> 00:43:46.663
skill set and then their

00:43:46.702 --> 00:43:48.043
fucking competition chews them up.

00:43:48.563 --> 00:43:49.563
Or they think they fucking

00:43:49.603 --> 00:43:50.425
know everything and this is

00:43:50.445 --> 00:43:51.326
the way we've always done it.

00:43:51.505 --> 00:43:52.106
And their skill sets

00:43:52.186 --> 00:43:53.606
actually diminish by not

00:43:53.646 --> 00:43:54.588
keeping up with the times.

00:43:55.188 --> 00:43:55.347
Right.

00:43:55.367 --> 00:43:56.588
The opportunity that we have

00:43:56.648 --> 00:43:57.949
as business owners is to go

00:43:57.969 --> 00:43:58.949
out every day and increase

00:43:58.989 --> 00:44:01.592
our skill sets so that we become lucky.

00:44:01.672 --> 00:44:01.811
Right.

00:44:01.851 --> 00:44:02.632
We know that luck is a

00:44:02.672 --> 00:44:03.572
preparation or is the

00:44:03.592 --> 00:44:04.574
intersection of preparation

00:44:04.614 --> 00:44:05.273
and opportunity.

00:44:05.855 --> 00:44:06.675
Opportunity is a challenge

00:44:06.715 --> 00:44:07.655
to come across our desk.

00:44:07.956 --> 00:44:10.418
It's our obligation to be prepared.

00:44:11.097 --> 00:44:12.639
And so when we talk about your business,

00:44:12.699 --> 00:44:14.039
right, you talked about it like, yeah,

00:44:14.400 --> 00:44:15.661
you've already gone through this shit.

00:44:15.760 --> 00:44:16.681
So you can sit back and

00:44:16.742 --> 00:44:17.862
laugh and joke when

00:44:17.902 --> 00:44:18.902
somebody else fails because

00:44:18.922 --> 00:44:19.824
you've already done yourself.

00:44:20.463 --> 00:44:21.065
You're not going to throw a

00:44:21.105 --> 00:44:21.965
fucking fit because you're

00:44:21.985 --> 00:44:23.005
already prepared to say, yep,

00:44:23.686 --> 00:44:24.507
that shit happens.

00:44:24.567 --> 00:44:25.047
I've been there.

00:44:25.068 --> 00:44:25.688
I've done that.

00:44:26.588 --> 00:44:27.530
And that's the opportunity

00:44:27.550 --> 00:44:28.530
we have as business owners

00:44:28.771 --> 00:44:30.032
is to how do we handle, right?

00:44:30.072 --> 00:44:30.693
We talked about earlier.

00:44:31.172 --> 00:44:33.554
How do we lean into what

00:44:33.635 --> 00:44:34.356
business we're in?

00:44:34.596 --> 00:44:36.257
The transparency, the honesty,

00:44:36.556 --> 00:44:37.378
the integrity is like, hey,

00:44:37.398 --> 00:44:38.398
if you build a house, you build a house.

00:44:38.438 --> 00:44:39.659
You haul trash, you haul trash.

00:44:40.300 --> 00:44:41.320
Do it with the confidence

00:44:41.340 --> 00:44:42.262
that you've done that before.

00:44:42.822 --> 00:44:43.503
Don't act like it's your

00:44:43.523 --> 00:44:44.324
first fucking time.

00:44:44.344 --> 00:44:45.425
No, man.

00:44:46.708 --> 00:44:47.329
no, be the best.

00:44:47.409 --> 00:44:47.748
And you know what?

00:44:47.768 --> 00:44:48.550
Be the best at what you do.

00:44:49.289 --> 00:44:50.469
You don't have to like it all the time,

00:44:50.610 --> 00:44:51.150
but be the best.

00:44:51.190 --> 00:44:53.431
And you know, that's one thing.

00:44:53.510 --> 00:44:54.650
Make us the name.

00:44:54.710 --> 00:44:57.271
Make us is such a go-to.

00:44:58.192 --> 00:44:59.152
It really is a household

00:44:59.211 --> 00:45:00.431
name around the grapevine

00:45:00.472 --> 00:45:01.711
South Lake Colleyville area.

00:45:02.213 --> 00:45:04.193
I mean, nine times out of 10, you walk,

00:45:04.213 --> 00:45:05.172
you meet someone, you're like, Hey,

00:45:05.193 --> 00:45:06.032
you know, you know, make it.

00:45:06.092 --> 00:45:06.273
Oh yeah.

00:45:06.313 --> 00:45:07.193
I know it makes very well.

00:45:07.813 --> 00:45:08.833
And it's because of the

00:45:09.054 --> 00:45:10.454
value they bring to their business.

00:45:10.474 --> 00:45:12.974
But at the same time, the transparency,

00:45:13.014 --> 00:45:13.235
I mean,

00:45:14.284 --> 00:45:15.565
He also gave me my first big

00:45:15.606 --> 00:45:18.030
demo and it was overpriced and he paid it,

00:45:18.931 --> 00:45:20.474
but he also said no on

00:45:20.514 --> 00:45:22.217
another big demo because it

00:45:22.257 --> 00:45:22.898
was overpriced.

00:45:24.000 --> 00:45:25.420
And there was no love lost, right?

00:45:25.481 --> 00:45:26.760
Like, hey, got it, cool.

00:45:27.481 --> 00:45:28.362
But same time,

00:45:28.983 --> 00:45:30.083
he also went to bat for me

00:45:30.103 --> 00:45:30.983
when I got my first,

00:45:31.684 --> 00:45:33.144
my biggest job ever with Hillwood.

00:45:33.605 --> 00:45:36.146
I needed a video testimony

00:45:36.246 --> 00:45:37.347
from someone who's done

00:45:37.387 --> 00:45:38.067
something similar.

00:45:38.746 --> 00:45:39.608
And I asked him to do it and

00:45:39.648 --> 00:45:40.367
he did it for me.

00:45:40.427 --> 00:45:41.548
And that's one thing they required.

00:45:41.728 --> 00:45:43.030
We wanna talk to someone who

00:45:43.409 --> 00:45:45.210
has used you for a big project like this.

00:45:45.530 --> 00:45:45.911
And he did it.

00:45:46.791 --> 00:45:48.652
So these connections you're

00:45:48.672 --> 00:45:49.932
making out early on in the business,

00:45:49.952 --> 00:45:51.273
whether you're one truck shop or not,

00:45:52.110 --> 00:45:52.849
They mattered, man.

00:45:52.869 --> 00:45:54.510
I mean, before he has to go,

00:45:54.530 --> 00:45:55.070
I was going to say,

00:45:55.090 --> 00:45:56.471
I don't even think he knows this,

00:45:56.510 --> 00:45:58.431
but he averaged out every

00:45:58.472 --> 00:45:59.391
year we did business with him.

00:45:59.411 --> 00:46:02.293
He averaged $68,000 a year with us.

00:46:04.373 --> 00:46:06.134
Just one person.

00:46:06.153 --> 00:46:08.974
So if you think about that, you know,

00:46:09.315 --> 00:46:10.835
that's a lot of business from one person,

00:46:11.054 --> 00:46:12.016
but to him,

00:46:12.076 --> 00:46:13.755
it was a mutual relationship

00:46:14.496 --> 00:46:16.657
and we both did business together.

00:46:16.817 --> 00:46:17.876
And it was great.

00:46:17.896 --> 00:46:18.458
It was a win-win.

00:46:20.269 --> 00:46:20.949
Yeah.

00:46:21.271 --> 00:46:22.771
So I do know we have a hard

00:46:22.811 --> 00:46:23.652
stop coming up here.

00:46:23.911 --> 00:46:25.652
No, I'm good, y'all.

00:46:26.054 --> 00:46:27.153
I've got a little bit of time,

00:46:27.235 --> 00:46:28.295
so I don't want y'all to

00:46:28.735 --> 00:46:29.856
leave anything unanswered.

00:46:29.916 --> 00:46:31.978
So I can be a smidge late.

00:46:32.038 --> 00:46:33.257
I shouldn't even have said anything.

00:46:33.699 --> 00:46:34.139
Oh, no worries.

00:46:34.159 --> 00:46:34.398
All right.

00:46:34.498 --> 00:46:35.980
I'm always more respectful.

00:46:37.521 --> 00:46:38.561
What questions do you have, Andy?

00:46:41.420 --> 00:46:42.021
No, you covered him.

00:46:42.041 --> 00:46:42.742
We've talked about him.

00:46:42.802 --> 00:46:44.822
Actually, that time I came down there,

00:46:44.862 --> 00:46:46.083
we went to that bomb-ass house.

00:46:46.164 --> 00:46:46.985
Was that one of his ones,

00:46:47.025 --> 00:46:47.965
or was that another building?

00:46:47.985 --> 00:46:49.706
No, that was Simmons and Quahalla.

00:46:50.186 --> 00:46:51.148
It was a three-story,

00:46:51.168 --> 00:46:53.929
like 27,000-square-foot house.

00:46:54.489 --> 00:46:55.451
Dude, that was a ridiculous house.

00:46:55.490 --> 00:46:56.331
We walked around this house,

00:46:56.371 --> 00:46:56.831
and it was like,

00:46:57.411 --> 00:46:58.572
just the shell of the house

00:46:58.632 --> 00:46:59.594
was nicer than my house.

00:47:00.594 --> 00:47:01.695
It was stupid awesome.

00:47:01.735 --> 00:47:03.921
I think he costed, like, what, $10,000,

00:47:03.921 --> 00:47:05.166
$11,000?

00:47:05.166 --> 00:47:07.467
No, I mean, we do everything.

00:47:07.626 --> 00:47:08.688
Yeah, we do everything.

00:47:09.989 --> 00:47:10.268
You know,

00:47:10.309 --> 00:47:12.309
we've got some townhomes over

00:47:12.349 --> 00:47:14.670
here by the airport that

00:47:15.052 --> 00:47:15.911
are 2,000 square feet.

00:47:16.112 --> 00:47:18.233
And that's kind of what we've done.

00:47:18.253 --> 00:47:21.054
Do you guys build MURs?

00:47:23.175 --> 00:47:24.217
Multi-unit residentials?

00:47:24.496 --> 00:47:25.056
Do you guys build like

00:47:25.097 --> 00:47:26.137
multi-unit residentials?

00:47:27.233 --> 00:47:29.715
We have, I would say,

00:47:29.755 --> 00:47:30.815
the closest thing to

00:47:30.896 --> 00:47:32.436
multifamily going right now

00:47:32.496 --> 00:47:33.358
that we've ever had.

00:47:34.239 --> 00:47:36.480
We've explored multifamily, you know,

00:47:36.500 --> 00:47:38.121
attached townhomes in the past.

00:47:38.842 --> 00:47:41.503
Typically, we excel in that single family.

00:47:41.563 --> 00:47:43.025
So even if it's the size of

00:47:43.126 --> 00:47:45.807
a condo or a townhome or an apartment,

00:47:47.547 --> 00:47:48.528
Our business has always been

00:47:48.568 --> 00:47:49.208
single family.

00:47:49.228 --> 00:47:50.851
That's what we excel at,

00:47:51.090 --> 00:47:52.592
even though it costs a little bit more.

00:47:53.713 --> 00:47:54.132
Typically,

00:47:54.172 --> 00:47:55.414
that's what the cities around

00:47:55.474 --> 00:47:56.534
our areas or the cities

00:47:56.554 --> 00:47:59.458
that we work in would

00:47:59.498 --> 00:48:02.981
likely approve rather than multifamily.

00:48:03.260 --> 00:48:05.222
And this Northeast Tarrant County region,

00:48:06.463 --> 00:48:08.045
and I believe as it fills out,

00:48:08.105 --> 00:48:11.286
there will be an acceptance of that.

00:48:12.239 --> 00:48:14.340
But in these areas that

00:48:14.380 --> 00:48:15.159
we're talking about,

00:48:15.219 --> 00:48:15.980
there's not really an

00:48:16.039 --> 00:48:17.260
acceptance of that later.

00:48:17.380 --> 00:48:19.001
And getting the message

00:48:19.041 --> 00:48:21.422
across that density and

00:48:21.862 --> 00:48:24.061
small homes or smaller lots

00:48:24.202 --> 00:48:26.963
doesn't equate to quality.

00:48:27.322 --> 00:48:30.264
And I think our cities have done,

00:48:30.284 --> 00:48:32.605
around this area, have done a good job

00:48:34.670 --> 00:48:36.411
you know, regulating that.

00:48:36.431 --> 00:48:38.092
Well, cause those,

00:48:38.172 --> 00:48:39.393
those smaller units you're building,

00:48:39.432 --> 00:48:41.414
they have bomb ass interiors.

00:48:41.454 --> 00:48:42.213
I mean, he doesn't,

00:48:42.233 --> 00:48:43.675
they don't change the

00:48:43.695 --> 00:48:44.916
quality regardless of the

00:48:44.936 --> 00:48:45.615
size of the house.

00:48:45.996 --> 00:48:47.197
That's the one thing I can tell you.

00:48:48.077 --> 00:48:50.498
And you know, like the townhomes he built.

00:48:51.239 --> 00:48:52.880
So here's something interesting.

00:48:54.101 --> 00:48:54.461
They,

00:48:54.681 --> 00:48:56.182
was it four years ago when you did

00:48:56.222 --> 00:48:58.684
the 40 house or the 40 acres?

00:48:58.985 --> 00:48:59.485
That was,

00:49:00.045 --> 00:49:00.985
we finished the last one about a

00:49:01.025 --> 00:49:01.385
year ago.

00:49:01.445 --> 00:49:03.407
The 44 homes in Shadybrook?

00:49:03.447 --> 00:49:04.128
Yeah, Shadybrook.

00:49:04.168 --> 00:49:04.688
That neighborhood?

00:49:04.728 --> 00:49:04.967
Yeah.

00:49:05.068 --> 00:49:06.608
So a couple of years ago,

00:49:06.628 --> 00:49:08.791
they decided to kind of go

00:49:09.411 --> 00:49:10.672
right instead of left or go

00:49:10.692 --> 00:49:11.452
the different direction.

00:49:12.012 --> 00:49:13.012
And they built 44 homes.

00:49:14.893 --> 00:49:17.695
Uh, very limited options as far as the, uh,

00:49:17.896 --> 00:49:19.458
the elevations go,

00:49:20.197 --> 00:49:21.739
but two single stories and two,

00:49:21.780 --> 00:49:22.400
two stories.

00:49:22.440 --> 00:49:22.621
Yeah.

00:49:23.181 --> 00:49:24.262
And it was all the same

00:49:24.302 --> 00:49:25.523
material and where it was a

00:49:25.563 --> 00:49:26.403
home run for him.

00:49:26.423 --> 00:49:28.045
It's all the same material.

00:49:28.425 --> 00:49:30.047
So that means from each house to the other,

00:49:30.427 --> 00:49:31.188
you're not having to do a

00:49:31.208 --> 00:49:32.349
bunch of change orders or

00:49:32.389 --> 00:49:34.351
having to go and find this stone or this,

00:49:34.612 --> 00:49:35.452
there was actually no brick

00:49:35.552 --> 00:49:37.014
or stone on any of those houses.

00:49:37.074 --> 00:49:37.195
Right.

00:49:37.375 --> 00:49:40.655
It increased the workflow from,

00:49:40.795 --> 00:49:42.956
and my Mason's one of my good friends,

00:49:43.478 --> 00:49:44.757
but we were able to build

00:49:44.777 --> 00:49:45.778
the houses faster.

00:49:45.878 --> 00:49:46.358
And also,

00:49:46.398 --> 00:49:47.659
if you remember what was four and

00:49:47.679 --> 00:49:49.119
five years ago, that was COVID,

00:49:49.219 --> 00:49:51.061
supply chain shortages,

00:49:51.561 --> 00:49:53.161
building material shortages.

00:49:53.681 --> 00:49:54.762
So during that window,

00:49:54.822 --> 00:49:56.483
now I can't honestly say

00:49:56.563 --> 00:49:57.742
that we had COVID in mind

00:49:57.762 --> 00:49:58.824
when we were planning for that.

00:49:59.643 --> 00:50:01.903
But it did help when we had COVID hit.

00:50:01.943 --> 00:50:03.425
Then we had another one or

00:50:03.465 --> 00:50:04.724
two pocket communities

00:50:05.164 --> 00:50:06.764
during that time that we pivoted,

00:50:07.385 --> 00:50:09.846
limited our exterior materials,

00:50:09.985 --> 00:50:11.126
our interior materials,

00:50:11.726 --> 00:50:12.666
simplified it down.

00:50:13.485 --> 00:50:14.347
But really,

00:50:14.447 --> 00:50:16.867
we can do a townhome type

00:50:16.907 --> 00:50:19.206
product all the way up to Westlake,

00:50:19.266 --> 00:50:21.208
which is the nicest area,

00:50:21.768 --> 00:50:22.628
considered probably one of

00:50:22.648 --> 00:50:24.268
the nicest areas up here in

00:50:24.288 --> 00:50:26.588
the DFW Metroplex.

00:50:26.728 --> 00:50:27.309
That's where you were.

00:50:27.588 --> 00:50:28.068
And so we...

00:50:28.869 --> 00:50:30.610
We can do it all.

00:50:30.851 --> 00:50:31.971
And that's what our family's

00:50:32.030 --> 00:50:35.012
done for decades is if

00:50:35.052 --> 00:50:36.233
somebody's got X amount of

00:50:36.253 --> 00:50:39.376
budget and they need to be at $800,000,

00:50:39.376 --> 00:50:41.157
which I would say was

00:50:41.157 --> 00:50:42.478
$500,000 10 years ago, right?

00:50:42.659 --> 00:50:45.920
Or somebody that, hey,

00:50:46.740 --> 00:50:47.862
we want to build an 8,000

00:50:47.862 --> 00:50:49.103
square foot house on two

00:50:49.182 --> 00:50:50.384
acres or five acres.

00:50:50.923 --> 00:50:51.744
We can do both of those

00:50:51.804 --> 00:50:53.106
projects just as efficiently.

00:50:55.186 --> 00:50:56.608
8,000 square foot house on two acres.

00:50:56.628 --> 00:50:57.648
That's a big ass house, Jack.

00:50:58.737 --> 00:50:59.376
I guess that's probably

00:50:59.416 --> 00:51:00.318
normal about you guys.

00:51:00.577 --> 00:51:02.418
Like here in Wisconsin,

00:51:03.039 --> 00:51:03.978
rarely do you see houses

00:51:04.018 --> 00:51:05.119
that big down there.

00:51:05.278 --> 00:51:07.320
It's a completely different landscape,

00:51:08.000 --> 00:51:08.179
man.

00:51:08.300 --> 00:51:08.820
I know.

00:51:09.041 --> 00:51:09.900
Especially this area is a

00:51:09.960 --> 00:51:10.740
very affluent area.

00:51:10.760 --> 00:51:12.342
I mean, you got this whole, you know,

00:51:12.362 --> 00:51:12.862
Ross Perot Jr.

00:51:12.882 --> 00:51:14.101
I don't know if you remember Ross Perot.

00:51:14.121 --> 00:51:15.302
He ran for president way back when.

00:51:15.744 --> 00:51:16.005
Yeah, I know.

00:51:16.025 --> 00:51:17.367
He fucked up George Bush.

00:51:17.407 --> 00:51:17.847
No big deal.

00:51:18.148 --> 00:51:18.389
Yeah,

00:51:18.528 --> 00:51:21.994
so his son has continued his legacy

00:51:22.034 --> 00:51:23.056
and built this empire over

00:51:23.076 --> 00:51:23.597
here in the Northeast

00:51:23.617 --> 00:51:24.438
Tarrant County area.

00:51:25.059 --> 00:51:26.440
And a lot of that land is

00:51:26.460 --> 00:51:27.422
just being developed now.

00:51:27.442 --> 00:51:28.483
You couldn't recognize it if

00:51:28.523 --> 00:51:29.806
you were here 10 years ago.

00:51:29.826 --> 00:51:29.885
But

00:51:31.536 --> 00:51:32.277
brought the money he brought

00:51:32.297 --> 00:51:33.998
the economy and this area

00:51:34.780 --> 00:51:36.420
you know you it's a very I

00:51:36.460 --> 00:51:37.461
would say it's a very well

00:51:37.481 --> 00:51:38.583
you know andy this is what

00:51:38.623 --> 00:51:39.684
my business was built on

00:51:40.324 --> 00:51:41.505
you have middle class all

00:51:41.525 --> 00:51:42.525
the way up to upper class

00:51:42.626 --> 00:51:44.246
in the same five mile

00:51:44.306 --> 00:51:46.989
radius yeah I can go to a

00:51:47.088 --> 00:51:49.610
house that is 30 40 years

00:51:49.771 --> 00:51:51.552
old and then I go right

00:51:51.572 --> 00:51:52.974
next door to a brand new

00:51:53.434 --> 00:51:55.635
you know mcmansion yeah you

00:51:56.135 --> 00:51:57.878
have decent population

00:51:57.918 --> 00:52:00.119
density even with the fuck off houses

00:52:00.978 --> 00:52:01.440
Oh, exactly.

00:52:01.460 --> 00:52:02.360
And that's the thing is now

00:52:02.961 --> 00:52:03.483
I don't even know the

00:52:03.523 --> 00:52:04.523
population of the same area.

00:52:04.563 --> 00:52:07.027
It's probably shit, 550, 550,000.

00:52:07.208 --> 00:52:10.632
Um, and it's just growing every day,

00:52:11.213 --> 00:52:12.355
but you know,

00:52:13.516 --> 00:52:14.177
it's one of those things

00:52:14.217 --> 00:52:15.719
that the custom builders, um,

00:52:16.869 --> 00:52:18.369
they the most profitable for

00:52:18.449 --> 00:52:19.731
junk removal absolutely not

00:52:19.871 --> 00:52:21.092
because for the most part

00:52:21.192 --> 00:52:21.753
you're going to the

00:52:21.793 --> 00:52:23.994
landfill I would say 90 of

00:52:24.034 --> 00:52:24.974
your trips you're going to

00:52:24.994 --> 00:52:26.235
the landfill not really

00:52:26.275 --> 00:52:27.556
much you can recycle donate

00:52:27.617 --> 00:52:31.000
or or even reuse but uh you

00:52:31.039 --> 00:52:32.320
know it's a relationship

00:52:32.360 --> 00:52:33.282
that'll help you during the

00:52:33.322 --> 00:52:34.523
times there was times where

00:52:34.563 --> 00:52:37.125
he would call me hey man I

00:52:37.164 --> 00:52:38.306
know you're probably slow

00:52:38.865 --> 00:52:39.927
if you want you can go hit

00:52:39.967 --> 00:52:40.686
a couple houses

00:52:41.567 --> 00:52:43.831
And just bill me the $150 or whatever.

00:52:44.452 --> 00:52:45.373
Because he was looking out

00:52:45.413 --> 00:52:46.715
for us because he understood, hey,

00:52:46.876 --> 00:52:47.697
it's the season.

00:52:47.757 --> 00:52:48.458
It sucks for everyone.

00:52:49.340 --> 00:52:50.221
And then vice versa.

00:52:50.240 --> 00:52:52.485
So those relationships really matter.

00:52:54.244 --> 00:52:54.543
Andy,

00:52:54.704 --> 00:52:56.126
you said a company that didn't want

00:52:56.146 --> 00:52:56.385
to go.

00:52:57.007 --> 00:52:57.306
Oh, go ahead.

00:52:57.347 --> 00:52:57.807
Go ahead.

00:52:58.728 --> 00:52:59.489
Well, it's simple.

00:52:59.550 --> 00:53:00.851
But from a trash company, you know,

00:53:01.190 --> 00:53:01.972
the trash company that's

00:53:02.012 --> 00:53:03.112
currently doing our stuff,

00:53:03.233 --> 00:53:04.695
they've got a little logo on the side.

00:53:04.735 --> 00:53:07.077
But actually, after going to your website,

00:53:07.657 --> 00:53:10.320
I think that camo crew or, you know,

00:53:10.360 --> 00:53:10.922
at the time,

00:53:11.322 --> 00:53:14.085
the other camo trucks that Casey had, I,

00:53:14.344 --> 00:53:16.802
you know, some sort of –

00:53:16.802 --> 00:53:18.103
If you're doing the custom side,

00:53:18.123 --> 00:53:19.182
you go into a community and

00:53:19.222 --> 00:53:20.224
there's others, you know,

00:53:20.284 --> 00:53:21.664
whatever it may be, whether it's red,

00:53:21.744 --> 00:53:23.865
orange, green, purple, polka dot, camo,

00:53:24.606 --> 00:53:26.086
you know, that does help.

00:53:26.166 --> 00:53:28.807
And don't be scared as a trash person to,

00:53:28.927 --> 00:53:29.168
you know,

00:53:29.208 --> 00:53:30.469
have some of those business

00:53:30.509 --> 00:53:31.369
cards that you mentioned

00:53:31.889 --> 00:53:33.170
and go introduce yourself

00:53:33.250 --> 00:53:35.472
to what looks like the PM

00:53:35.512 --> 00:53:36.692
on the job site or the

00:53:36.952 --> 00:53:38.132
superintendent on the job

00:53:38.172 --> 00:53:39.733
site or sling back through

00:53:39.773 --> 00:53:40.554
that neighborhood if you

00:53:40.594 --> 00:53:41.875
didn't see him one time and

00:53:42.355 --> 00:53:43.795
give your guys that are

00:53:43.835 --> 00:53:45.356
doing that and incentivize them and say,

00:53:45.396 --> 00:53:45.536
hey,

00:53:46.317 --> 00:53:47.597
if this guy if this guy

00:53:47.677 --> 00:53:48.898
calls me and he said hey

00:53:49.259 --> 00:53:50.358
such and such with camo

00:53:50.398 --> 00:53:52.280
crew gave me your card you

00:53:52.320 --> 00:53:54.061
know give him a little spit

00:53:54.420 --> 00:53:56.061
you know extra 50 bucks or

00:53:56.061 --> 00:53:56.963
100 bucks or something like

00:53:57.003 --> 00:53:58.923
that I i think that that

00:53:58.963 --> 00:54:00.224
helps too and I know this

00:54:00.284 --> 00:54:01.364
is mainly focused on new

00:54:01.405 --> 00:54:03.045
construction but yeah I

00:54:03.065 --> 00:54:04.306
think you'll you'll get

00:54:04.346 --> 00:54:06.246
exposure to a lot of good

00:54:06.347 --> 00:54:08.489
people even if it's not the biggest uh

00:54:09.351 --> 00:54:10.972
biggest margins uh from the

00:54:11.012 --> 00:54:12.572
trash side but I think like

00:54:12.592 --> 00:54:14.172
basically sanity steady and

00:54:14.652 --> 00:54:16.193
you saw me every he didn't

00:54:16.233 --> 00:54:17.213
just see me on the streets

00:54:17.293 --> 00:54:18.514
he saw me on facebook he

00:54:18.554 --> 00:54:20.335
saw me at meetings chamber

00:54:20.375 --> 00:54:23.335
events he saw everything I

00:54:23.534 --> 00:54:25.235
was putting out there so

00:54:25.275 --> 00:54:26.916
where if he missed it then

00:54:27.096 --> 00:54:28.396
you know what someone else

00:54:28.436 --> 00:54:29.177
is going to see me because

00:54:29.217 --> 00:54:30.677
I was in all places at all times

00:54:31.336 --> 00:54:32.077
and that's the thing you

00:54:32.117 --> 00:54:32.697
have to do with your

00:54:32.717 --> 00:54:33.717
business I mean hell you

00:54:33.737 --> 00:54:34.679
have a slow day put your

00:54:34.699 --> 00:54:35.518
guys out on the street

00:54:35.699 --> 00:54:37.300
market you know bandit

00:54:37.340 --> 00:54:38.641
signs door hangers go to a

00:54:38.701 --> 00:54:40.802
chamber event whatever um

00:54:40.981 --> 00:54:41.822
that's one thing he even

00:54:42.402 --> 00:54:43.563
you know he told me he had

00:54:43.583 --> 00:54:44.423
to get better at this yeah

00:54:44.443 --> 00:54:45.905
I gotta be more I gotta get

00:54:45.945 --> 00:54:46.764
back into the communities

00:54:46.804 --> 00:54:48.045
better and he did I mean

00:54:48.065 --> 00:54:48.827
hell he was president of

00:54:48.847 --> 00:54:49.786
the village association for

00:54:49.806 --> 00:54:51.027
a while weren't you a year or two

00:54:52.222 --> 00:54:53.402
Fort Worth Builders Association.

00:54:53.422 --> 00:54:53.682
Yes.

00:54:54.382 --> 00:54:54.563
Yeah.

00:54:54.583 --> 00:54:55.463
And that's, that's a,

00:54:55.503 --> 00:54:56.965
so it's literally a club

00:54:57.304 --> 00:54:58.425
for freaking builders.

00:54:58.545 --> 00:55:00.047
And he was like, Hey, you should join.

00:55:00.206 --> 00:55:00.467
Yeah.

00:55:00.586 --> 00:55:01.708
As a, as a trash company,

00:55:01.728 --> 00:55:02.909
like exactly what Casey's saying,

00:55:02.929 --> 00:55:05.090
like some of these trade organizations,

00:55:05.150 --> 00:55:06.971
whether up, up North,

00:55:07.010 --> 00:55:09.472
there's a builders association or,

00:55:09.992 --> 00:55:11.414
and I would even call, you know,

00:55:11.434 --> 00:55:12.454
you may not have to join

00:55:12.534 --> 00:55:14.376
for whatever it costs and say, Hey,

00:55:15.335 --> 00:55:15.556
you know,

00:55:15.596 --> 00:55:17.137
we're in the suburbs of this area

00:55:17.396 --> 00:55:18.777
or a chamber of commerce,

00:55:18.896 --> 00:55:20.557
whatever areas you're trying to target,

00:55:21.177 --> 00:55:22.918
look at those civic or

00:55:22.958 --> 00:55:24.438
trade organizations that are there.

00:55:25.119 --> 00:55:26.239
I know if you have never had

00:55:26.320 --> 00:55:27.880
exposure to that, that's intimidating,

00:55:28.340 --> 00:55:30.362
but they're regular people just like us.

00:55:30.922 --> 00:55:32.021
All you gotta do is have

00:55:32.041 --> 00:55:33.422
that good attitude, go in there,

00:55:34.003 --> 00:55:34.682
and whether it's new

00:55:34.722 --> 00:55:36.643
construction or the

00:55:36.664 --> 00:55:37.664
gentleman that I ate lunch

00:55:37.704 --> 00:55:39.224
with that had a hot tub on

00:55:39.264 --> 00:55:40.405
his back patio and now he's

00:55:40.465 --> 00:55:41.425
elderly with his wife and

00:55:41.445 --> 00:55:42.407
they had the saws on into

00:55:42.427 --> 00:55:43.586
four pieces you know

00:55:44.128 --> 00:55:45.248
whatever it is you're gonna

00:55:45.268 --> 00:55:46.108
have exposure because

00:55:46.128 --> 00:55:48.108
y'all's business really the

00:55:48.188 --> 00:55:49.210
the trash business is for

00:55:49.269 --> 00:55:50.469
everybody right new

00:55:50.510 --> 00:55:53.251
construction remodels um mr

00:55:53.271 --> 00:55:54.391
and mrs homeowner that's

00:55:54.411 --> 00:55:55.393
lived in their house for 30

00:55:55.393 --> 00:55:56.233
years it doesn't matter

00:55:57.637 --> 00:55:58.376
Yeah, no, absolutely.

00:55:58.438 --> 00:55:59.637
And that's a good thing for

00:55:59.717 --> 00:56:00.818
us to remember what you said.

00:56:00.838 --> 00:56:01.940
Actually, I'll use that.

00:56:02.199 --> 00:56:02.940
We'll go around the horn

00:56:02.960 --> 00:56:03.820
here with top takeaways.

00:56:03.860 --> 00:56:07.903
I'll start with mine is what you just said,

00:56:07.983 --> 00:56:08.164
right?

00:56:08.184 --> 00:56:09.164
When it comes to other

00:56:09.204 --> 00:56:10.045
business owners and your

00:56:10.085 --> 00:56:10.925
clients and your customers,

00:56:11.226 --> 00:56:12.487
they're all people, right?

00:56:12.527 --> 00:56:13.487
We may hold junk for a

00:56:13.527 --> 00:56:15.208
living and that's something

00:56:15.228 --> 00:56:16.228
that when you're proud of,

00:56:16.268 --> 00:56:17.230
you can walk into those

00:56:17.289 --> 00:56:18.731
civic organizations, chambers.

00:56:19.351 --> 00:56:20.132
I've been part of Builders

00:56:20.152 --> 00:56:21.592
Association for years, right?

00:56:21.672 --> 00:56:22.373
When I walk in,

00:56:22.414 --> 00:56:22.954
I'm normally one of the

00:56:22.974 --> 00:56:23.954
only junk removal companies.

00:56:24.394 --> 00:56:25.976
I'm the go-to because I'm the only option.

00:56:26.335 --> 00:56:27.157
And I walk in proud.

00:56:27.697 --> 00:56:28.777
I wear my camo pants.

00:56:30.117 --> 00:56:30.398
You know,

00:56:30.958 --> 00:56:32.800
I make things happen because I

00:56:32.880 --> 00:56:34.659
choose to make things happen.

00:56:34.679 --> 00:56:35.621
And it's a choice, right?

00:56:35.880 --> 00:56:36.380
And you got to check

00:56:36.420 --> 00:56:37.181
yourself at the door and

00:56:37.222 --> 00:56:38.242
make sure you got your shit right.

00:56:38.282 --> 00:56:38.943
And, you know,

00:56:39.702 --> 00:56:40.722
and you're proud of who you

00:56:40.802 --> 00:56:41.804
are and what confidence you have.

00:56:41.844 --> 00:56:43.324
And then you'll swing through the pitch.

00:56:44.005 --> 00:56:44.724
Let's go to you, Casey,

00:56:44.744 --> 00:56:45.885
and then we'll finish with you, Easton.

00:56:45.945 --> 00:56:47.246
What's your top takeaway today here,

00:56:47.286 --> 00:56:47.567
Casey?

00:56:48.782 --> 00:56:49.943
Top takeaways, you know,

00:56:50.804 --> 00:56:51.885
it's kind of a two part thing.

00:56:51.945 --> 00:56:53.106
The first part is don't be

00:56:53.306 --> 00:56:55.989
intimidated by your tactics of marketing.

00:56:56.548 --> 00:56:57.789
You know, be a little creative,

00:56:57.829 --> 00:56:59.130
be a little risky.

00:56:59.210 --> 00:56:59.451
I mean,

00:56:59.471 --> 00:57:01.753
I literally put a sign on a mound

00:57:01.793 --> 00:57:03.793
of trash and when I would

00:57:03.835 --> 00:57:04.655
go by there and it was gone,

00:57:04.675 --> 00:57:05.195
I'd replace it.

00:57:05.916 --> 00:57:07.217
So I knew it was getting taken down,

00:57:07.237 --> 00:57:08.358
but I still did it because

00:57:08.697 --> 00:57:09.458
worst case scenario,

00:57:09.498 --> 00:57:10.498
if he doesn't call me and I

00:57:10.539 --> 00:57:13.860
burn $4 every so often.

00:57:14.460 --> 00:57:15.681
But best case scenario,

00:57:15.702 --> 00:57:16.481
you get a customer that

00:57:16.581 --> 00:57:17.623
uses you year over year.

00:57:19.003 --> 00:57:19.824
And then my other takeaway

00:57:19.943 --> 00:57:21.025
is relationships, man.

00:57:22.126 --> 00:57:24.086
I don't have numbers in front of me,

00:57:24.126 --> 00:57:25.306
but I guarantee if I went

00:57:25.327 --> 00:57:26.188
through all my numbers,

00:57:26.807 --> 00:57:29.190
I could tell you so many

00:57:29.250 --> 00:57:30.269
relationships that were

00:57:30.550 --> 00:57:32.492
stemmed from just this one.

00:57:33.342 --> 00:57:34.503
who he referred over one of

00:57:34.563 --> 00:57:35.623
his clients just moved into

00:57:35.664 --> 00:57:37.686
a house that he built and

00:57:37.706 --> 00:57:38.706
they have shit in their

00:57:38.746 --> 00:57:39.447
other house that they're

00:57:39.467 --> 00:57:40.289
trying to get out of.

00:57:41.489 --> 00:57:42.690
It's all the same kind of

00:57:42.751 --> 00:57:43.793
people if you think about it.

00:57:44.112 --> 00:57:45.414
And if you're good at what you do,

00:57:46.155 --> 00:57:46.896
then they're going to keep

00:57:46.936 --> 00:57:47.817
referring you to other

00:57:47.856 --> 00:57:49.177
people because they want you to succeed.

00:57:49.418 --> 00:57:50.498
People don't understand this.

00:57:51.360 --> 00:57:53.222
genuinely business owners

00:57:53.282 --> 00:57:54.242
want other business owners

00:57:54.282 --> 00:57:55.885
to succeed they may not

00:57:55.985 --> 00:57:56.905
always be able to help you

00:57:56.945 --> 00:57:57.947
succeed personally but they

00:57:57.987 --> 00:57:59.748
want to see you succeed so

00:57:59.789 --> 00:58:00.909
just put yourself out there

00:58:00.949 --> 00:58:01.771
make those relationships

00:58:01.791 --> 00:58:02.431
that's that's one of my

00:58:02.451 --> 00:58:03.952
biggest takeaways well not

00:58:04.012 --> 00:58:05.034
only do they want they need

00:58:05.054 --> 00:58:06.615
you to succeed right they

00:58:06.655 --> 00:58:07.597
need to have a reliable

00:58:07.697 --> 00:58:08.237
company that's going to

00:58:08.257 --> 00:58:08.918
clean out the buildings

00:58:08.938 --> 00:58:10.018
they need a reliable

00:58:10.059 --> 00:58:10.840
company they can refer to

00:58:10.860 --> 00:58:12.280
other people right when one

00:58:12.300 --> 00:58:13.782
business fails right a lot

00:58:13.822 --> 00:58:14.463
of businesses fail

00:58:15.992 --> 00:58:16.233
Eason,

00:58:16.253 --> 00:58:17.835
what's your top takeaway from

00:58:17.855 --> 00:58:18.434
today's show?

00:58:19.315 --> 00:58:21.597
My top takeaway is pretty simple,

00:58:21.677 --> 00:58:22.637
and it's what I mentioned

00:58:22.717 --> 00:58:23.498
earlier in the show.

00:58:24.199 --> 00:58:24.478
You know,

00:58:24.559 --> 00:58:25.960
Casey and I's relationship was

00:58:25.980 --> 00:58:27.001
spawned off that sign in

00:58:27.041 --> 00:58:28.702
that mountain of trash, right?

00:58:29.342 --> 00:58:31.784
But meeting you for the first time, Andy,

00:58:32.204 --> 00:58:32.784
and, you know,

00:58:32.885 --> 00:58:34.947
seeing kind of how you and Casey interact,

00:58:35.646 --> 00:58:38.028
just as simple as I can say,

00:58:38.748 --> 00:58:40.090
whatever trash company you are,

00:58:40.289 --> 00:58:42.612
whatever your expertise is,

00:58:42.692 --> 00:58:43.572
or if it's everything,

00:58:45.353 --> 00:58:46.313
Walk up with a smile.

00:58:46.434 --> 00:58:48.494
And if that's not you, if that's not you,

00:58:48.534 --> 00:58:49.996
if that's your wife, your spouse,

00:58:50.717 --> 00:58:51.197
a worker,

00:58:51.277 --> 00:58:51.976
you don't need to go out and

00:58:51.996 --> 00:58:53.057
hire a salesperson.

00:58:53.699 --> 00:58:55.440
But make that extra effort.

00:58:55.679 --> 00:58:56.619
And that extra effort is

00:58:56.740 --> 00:58:58.041
just purely being kind.

00:58:58.081 --> 00:58:59.222
I'm not trying to be cheesy.

00:58:59.862 --> 00:59:00.623
Just say, hey,

00:59:00.762 --> 00:59:01.844
even if you have a lost

00:59:01.923 --> 00:59:04.485
leader or two of a job, give me a shot.

00:59:05.106 --> 00:59:06.447
i will clean this house at

00:59:06.507 --> 00:59:08.527
our cost or my guys cost x

00:59:08.547 --> 00:59:09.447
amount an hour and be

00:59:09.547 --> 00:59:10.449
honest with these people

00:59:10.509 --> 00:59:11.869
and be kind and get your

00:59:11.889 --> 00:59:13.010
foot in the door that's on

00:59:13.030 --> 00:59:13.871
the new construction

00:59:14.010 --> 00:59:14.630
obviously I don't have a

00:59:14.690 --> 00:59:15.931
lot of great tactics for

00:59:16.472 --> 00:59:17.472
the other aspects of

00:59:17.492 --> 00:59:18.393
y'all's business but on new

00:59:18.432 --> 00:59:20.094
construction you would be

00:59:20.233 --> 00:59:21.494
shocked I think you would get

00:59:22.860 --> 00:59:23.181
a much,

00:59:23.280 --> 00:59:25.242
much higher than a 50% success rate

00:59:25.282 --> 00:59:27.304
if you just went with a good attitude,

00:59:27.864 --> 00:59:30.065
that MBA, that mop bucket attitude,

00:59:30.766 --> 00:59:33.726
and were willing to just say, hey,

00:59:34.447 --> 00:59:35.367
I would love to get my foot

00:59:35.387 --> 00:59:36.648
in the door with your new

00:59:36.688 --> 00:59:38.110
construction business and

00:59:38.469 --> 00:59:39.230
just give me a shot.

00:59:39.690 --> 00:59:40.550
And it all comes down to

00:59:40.590 --> 00:59:43.371
that attitude and the communication,

00:59:43.411 --> 00:59:44.932
which I know communication's hard,

00:59:44.992 --> 00:59:46.574
but that's it.

00:59:46.793 --> 00:59:48.715
It's really not that complicated.

00:59:48.775 --> 00:59:51.237
And that's trash, building, development,

00:59:51.297 --> 00:59:51.677
anything.

00:59:52.217 --> 00:59:53.858
retail, it doesn't matter.

00:59:53.898 --> 00:59:55.101
The attitude is everything.

00:59:55.860 --> 00:59:57.362
Well, one of the things I brought up,

00:59:58.644 --> 00:59:59.726
I was teaching a class a

00:59:59.746 --> 01:00:01.126
couple weeks back at

01:00:01.166 --> 01:00:03.009
Carroll University here in Milwaukee,

01:00:03.710 --> 01:00:04.731
and I came up with the

01:00:04.791 --> 01:00:06.432
equation for what is entrepreneurship.

01:00:06.873 --> 01:00:08.576
Entrepreneurship is what are

01:00:08.596 --> 01:00:09.577
you willing to do for free

01:00:09.597 --> 01:00:10.938
that someone's willing to pay you for?

01:00:11.539 --> 01:00:12.059
And when you're first

01:00:12.079 --> 01:00:12.818
starting off in business,

01:00:12.838 --> 01:00:13.739
you hit the nail on the head, right?

01:00:14.380 --> 01:00:15.559
Go over to that contractor and say,

01:00:15.579 --> 01:00:17.300
I'm willing to do this at

01:00:17.360 --> 01:00:19.721
no cost or at cost to show

01:00:19.760 --> 01:00:20.722
you what we're capable of.

01:00:21.222 --> 01:00:22.242
Worst case, he says, no,

01:00:22.262 --> 01:00:23.762
when you're out the hour, two hours,

01:00:23.802 --> 01:00:25.682
whatever time, a little bit of disposal.

01:00:26.003 --> 01:00:27.003
Best case is you make a

01:00:27.202 --> 01:00:27.922
relationship for life.

01:00:28.204 --> 01:00:28.764
Like Casey said,

01:00:28.784 --> 01:00:30.023
a couple of $4 investments

01:00:30.063 --> 01:00:31.905
on a trash pile led to

01:00:31.905 --> 01:00:34.324
$70,000 in annual reoccurring revenue.

01:00:34.344 --> 01:00:34.885
And that's the key.

01:00:35.324 --> 01:00:36.065
As business owners,

01:00:36.146 --> 01:00:37.346
it's our opportunity to go

01:00:37.405 --> 01:00:38.505
out there and take the risks.

01:00:39.527 --> 01:00:40.007
That's when...

01:00:42.063 --> 01:00:43.324
that's the opportunity we have, right?

01:00:43.603 --> 01:00:44.643
And going to those risks

01:00:44.744 --> 01:00:45.704
with the confidence that

01:00:45.724 --> 01:00:46.764
you're going to be successful.

01:00:47.065 --> 01:00:48.744
So whether that's placing a yard sign or,

01:00:49.306 --> 01:00:49.565
you know,

01:00:49.606 --> 01:00:50.666
walking in and being willing to

01:00:50.706 --> 01:00:52.106
do something at cost or for

01:00:52.166 --> 01:00:53.067
free or walking into a

01:00:53.086 --> 01:00:54.706
networking event and saying, I got this,

01:00:55.206 --> 01:00:55.387
right?

01:00:55.427 --> 01:00:56.387
And having that attitude,

01:00:56.487 --> 01:00:57.467
that's what's going to separate.

01:00:57.507 --> 01:00:58.527
When you have confidence,

01:00:58.788 --> 01:01:00.028
confidence is contagious.

01:01:00.509 --> 01:01:02.690
So this episode and all of these episodes,

01:01:02.710 --> 01:01:03.472
this is our weekly

01:01:03.512 --> 01:01:04.833
opportunity to get the

01:01:04.913 --> 01:01:06.233
knowledge and education so

01:01:06.293 --> 01:01:07.735
that we improve our skill

01:01:07.775 --> 01:01:09.577
set so we are ready to take

01:01:09.657 --> 01:01:11.159
on the challenges and which

01:01:11.179 --> 01:01:12.179
will ultimately give us the

01:01:12.320 --> 01:01:13.400
flow in life and in

01:01:13.481 --> 01:01:14.601
business that we're looking for.

01:01:15.382 --> 01:01:16.043
We'll wrap up.

01:01:16.083 --> 01:01:17.264
Casey, Easton,

01:01:17.304 --> 01:01:19.025
any last final words for our listeners?

01:01:20.947 --> 01:01:22.126
Go out there and make some money.

01:01:22.947 --> 01:01:24.427
Make some money.

01:01:24.568 --> 01:01:26.309
Numbers matter.

01:01:26.349 --> 01:01:26.929
I'm Andy Wines.

01:01:26.949 --> 01:01:28.030
He's Casey Bubba Lawrence.

01:01:28.070 --> 01:01:29.269
And thank you to our guest Easton.

01:01:29.530 --> 01:01:30.190
This has been another

01:01:30.251 --> 01:01:31.231
amazing week here in the

01:01:31.251 --> 01:01:32.931
Trash Talk Business Podcast.

01:01:33.371 --> 01:01:34.532
We will see you next week.

01:01:38.574 --> 01:01:39.313
Thanks for listening.

01:01:39.773 --> 01:01:41.315
Tap subscribe or follow to

01:01:41.355 --> 01:01:42.434
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01:01:42.755 --> 01:01:44.215
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01:01:44.376 --> 01:01:45.195
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01:01:45.235 --> 01:01:46.896
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01:01:47.376 --> 01:01:49.137
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