Ep. 99 - Why Did You Start In Junk Removal with Matt Lundy

WEBVTT 00:00:00.933 --> 00:00:01.213 Well, 00:00:01.995 --> 00:00:04.557 apparently it was showtime like four 00:00:04.597 --> 00:00:05.139 minutes ago. 00:00:05.799 --> 00:00:07.923 However, Casey Bubba Lawrence, 00:00:07.942 --> 00:00:08.683 I got the big C, 00:00:09.105 --> 00:00:10.487 the big C in my background 00:00:10.526 --> 00:00:11.689 for Casey Bubba Lawrence. 00:00:13.771 --> 00:00:14.090 Here we are. 00:00:14.111 --> 00:00:14.391 All right. 00:00:14.430 --> 00:00:15.692 Trash Talk Business Podcast, 00:00:15.772 --> 00:00:17.454 another weekly rendition of 00:00:17.754 --> 00:00:19.376 all things junk removal. 00:00:19.797 --> 00:00:23.960 Go, go, go, grow and get out of here. 00:00:24.202 --> 00:00:25.963 Junk removal, demolition, deconstruction, 00:00:26.443 --> 00:00:28.867 landscaping, storage units, you name it. 00:00:28.907 --> 00:00:29.788 We talk about it here. 00:00:30.768 --> 00:00:32.170 It's a Trash Talk Business Podcast. 00:00:32.210 --> 00:00:32.790 This is what we do. 00:00:32.811 --> 00:00:33.512 That's your intro. 00:00:33.531 --> 00:00:34.692 Casey, what are we talking about today? 00:00:35.713 --> 00:00:37.954 Hey, we have a good guest, Matt Lundy. 00:00:38.795 --> 00:00:39.375 Also, real quick, 00:00:39.414 --> 00:00:41.776 is it episode 99 or is it 97? 00:00:41.776 --> 00:00:43.036 Or is it 98, in fact? 00:00:43.377 --> 00:00:44.036 It is. 00:00:44.057 --> 00:00:46.758 I'm very confused right now. 00:00:46.777 --> 00:00:46.758 99. 00:00:47.118 --> 00:00:47.497 There we go. 00:00:47.518 --> 00:00:47.878 Taylor, 00:00:48.478 --> 00:00:50.238 so we actually had a pre-rehearsal 00:00:50.279 --> 00:00:51.840 show or pre-show rehearsal. 00:00:52.179 --> 00:00:52.579 And by that, 00:00:52.619 --> 00:00:53.740 I made a pissing match between 00:00:53.780 --> 00:00:56.820 Casey and Taylor for about 30 seconds. 00:00:56.841 --> 00:00:58.502 And that's why we are four minutes late. 00:00:59.002 --> 00:01:01.042 For the record, I am remote. 00:01:01.573 --> 00:01:02.872 I'm not in my regular studio. 00:01:03.213 --> 00:01:04.573 I'm running off of a laptop 00:01:04.713 --> 00:01:06.233 where the D pad doesn't even work. 00:01:06.754 --> 00:01:07.355 And I was on time. 00:01:07.575 --> 00:01:08.055 No big deal. 00:01:08.075 --> 00:01:08.555 Right. 00:01:08.674 --> 00:01:10.376 I mean, some people are heroes. 00:01:10.396 --> 00:01:11.176 Some people are zeros. 00:01:11.615 --> 00:01:13.796 Matt is coming into us with no face. 00:01:14.617 --> 00:01:16.737 So this, this is our first no face guest. 00:01:17.658 --> 00:01:19.478 Cause he couldn't figure out the video. 00:01:20.159 --> 00:01:22.840 So all I'm saying is we made it. 00:01:22.980 --> 00:01:23.319 That's that. 00:01:23.379 --> 00:01:24.040 That's important. 00:01:24.140 --> 00:01:26.820 We made it onto this podcast. 00:01:26.840 --> 00:01:27.081 I look, 00:01:27.441 --> 00:01:28.641 I look a little washed out because 00:01:28.661 --> 00:01:29.602 apparently I only have two 00:01:29.721 --> 00:01:30.802 USB ports in this computer. 00:01:31.481 --> 00:01:32.683 You're also from Wisconsin. 00:01:33.102 --> 00:01:33.623 Well, that too. 00:01:34.463 --> 00:01:35.644 I'm going on vacation in two weeks. 00:01:36.185 --> 00:01:36.844 Punta Cana, 00:01:37.185 --> 00:01:38.225 down there in Dominican Republic. 00:01:38.245 --> 00:01:39.186 I've never been before, 00:01:39.626 --> 00:01:41.487 so I'm going to get a little tanny tan. 00:01:42.188 --> 00:01:43.709 Anyhow, Casey, 00:01:44.170 --> 00:01:45.769 now that you show up to episode 99, 00:01:45.769 --> 00:01:47.871 about to hit the old three digits, 00:01:47.912 --> 00:01:48.412 no big deal. 00:01:49.231 --> 00:01:50.033 What are we talking about today? 00:01:51.153 --> 00:01:53.155 Yeah, so Matt, correct me if I'm wrong, 00:01:53.194 --> 00:01:53.915 can you hear me first? 00:01:54.536 --> 00:01:56.037 I can hear you. 00:01:56.856 --> 00:01:58.257 Okay, yeah, so I think we talked to him. 00:01:59.192 --> 00:02:00.272 I talked to you, I want to say, 00:02:00.313 --> 00:02:01.093 a couple weeks ago. 00:02:01.352 --> 00:02:03.174 You got out of the military. 00:02:03.194 --> 00:02:04.313 You're a Marine, I believe. 00:02:04.334 --> 00:02:05.873 Retired Marine. 00:02:06.575 --> 00:02:07.415 Retired Marine, 00:02:07.834 --> 00:02:08.895 and you got into this business, 00:02:09.194 --> 00:02:10.435 I want to say, less than a year ago? 00:02:12.515 --> 00:02:13.295 Started January 23. 00:02:13.395 --> 00:02:13.795 Okay. 00:02:14.855 --> 00:02:16.937 All right, so right there on the button, 00:02:16.977 --> 00:02:18.296 man, like right a little over a year. 00:02:19.176 --> 00:02:20.016 You reached out to me, 00:02:20.076 --> 00:02:21.437 and then I think you reached out to Andy, 00:02:21.538 --> 00:02:23.237 and we want you on the show because- 00:02:23.907 --> 00:02:24.228 you know, 00:02:24.889 --> 00:02:25.990 your first year of business is 00:02:26.050 --> 00:02:26.930 one of your most crucial 00:02:26.969 --> 00:02:27.751 years of business. 00:02:28.010 --> 00:02:29.032 At least I think so. 00:02:29.671 --> 00:02:31.032 And I'd love to hear it from you, 00:02:31.073 --> 00:02:31.794 especially now that you're 00:02:31.813 --> 00:02:33.194 turning into that second year. 00:02:33.215 --> 00:02:34.415 And, uh, 00:02:34.455 --> 00:02:36.197 let's talk about the learning lessons. 00:02:36.217 --> 00:02:38.318 Let's talk about the goods and the bads, 00:02:38.618 --> 00:02:39.479 but first I'll let you take 00:02:39.500 --> 00:02:40.460 it away and introduce yourself. 00:02:41.781 --> 00:02:41.901 Oh, 00:02:42.001 --> 00:02:44.242 my name is Matt Lundy with anchors away, 00:02:44.282 --> 00:02:45.524 junk removal in Holland and 00:02:45.563 --> 00:02:48.826 Virginia beach, Virginia, retired Marine, 00:02:48.847 --> 00:02:52.368 uh, corporate executive for a few years. 00:02:52.909 --> 00:02:53.409 And, uh, 00:02:54.383 --> 00:02:54.663 Yeah, 00:02:54.682 --> 00:02:56.685 just decided to walk away from 00:02:56.724 --> 00:02:57.724 corporate America and 00:02:57.805 --> 00:02:59.066 started doing junk removal. 00:02:59.145 --> 00:03:01.967 And that has been a blessing in disguise. 00:03:04.669 --> 00:03:04.930 Yeah, 00:03:04.969 --> 00:03:07.171 so you just decided to leave the 00:03:07.231 --> 00:03:07.991 corporate world, 00:03:08.953 --> 00:03:10.633 jump into the nitty gritty 00:03:10.693 --> 00:03:11.675 of junk removal. 00:03:11.835 --> 00:03:12.594 Let me ask you a question. 00:03:12.634 --> 00:03:13.515 How do you like it so far? 00:03:14.477 --> 00:03:15.097 That's amazing. 00:03:15.296 --> 00:03:17.018 I wouldn't go back to any 00:03:17.078 --> 00:03:18.538 kind of job ever again. 00:03:20.281 --> 00:03:20.721 That's good. 00:03:20.820 --> 00:03:22.421 That's usually the consensus. 00:03:22.461 --> 00:03:23.223 I'll tell you that right now. 00:03:23.282 --> 00:03:23.603 It's because... 00:03:24.277 --> 00:03:25.878 For every bad day you have in junk removal, 00:03:25.899 --> 00:03:26.718 you have a couple of good 00:03:26.778 --> 00:03:27.580 ones that make you keep 00:03:27.599 --> 00:03:28.500 going back for more, 00:03:28.520 --> 00:03:29.721 at least in my opinion. 00:03:30.360 --> 00:03:30.520 Yeah. 00:03:31.222 --> 00:03:31.921 Oh, that's true. 00:03:34.002 --> 00:03:34.603 That's great. 00:03:34.663 --> 00:03:36.584 So go ahead, Andy. 00:03:37.085 --> 00:03:37.645 No, no, no. 00:03:38.626 --> 00:03:39.686 He said something that 00:03:39.786 --> 00:03:41.727 strikes me in all the feels, 00:03:41.947 --> 00:03:43.948 that I'm never going to have a job again. 00:03:43.967 --> 00:03:45.508 The old J-O-B. 00:03:45.528 --> 00:03:46.689 That's awesome. 00:03:47.009 --> 00:03:48.570 Being unemployed is a beautiful thing. 00:03:48.591 --> 00:03:50.111 It takes a lot of work to be 00:03:50.211 --> 00:03:50.931 of the unemployed. 00:03:51.646 --> 00:03:53.147 and yet here we are so what 00:03:53.307 --> 00:03:54.628 what uh matt what got you 00:03:54.669 --> 00:03:55.770 into junk removal right you 00:03:55.810 --> 00:03:57.091 did military corporate 00:03:57.110 --> 00:04:00.973 thing why junk removal okay 00:04:01.014 --> 00:04:02.034 so that's a good question 00:04:02.294 --> 00:04:04.477 uh when I was active duty 00:04:04.576 --> 00:04:05.957 in the marines and it's 00:04:06.057 --> 00:04:07.419 probably for all military 00:04:07.459 --> 00:04:09.881 branches if you uh if 00:04:09.901 --> 00:04:11.222 you're a guy out there with 00:04:11.282 --> 00:04:13.502 a pickup truck uh you're 00:04:13.543 --> 00:04:14.723 always being asked to help 00:04:14.783 --> 00:04:16.526 somebody move you know for 00:04:18.060 --> 00:04:20.701 a case of beer or pizza or whatever, 00:04:20.762 --> 00:04:21.742 and I did that a lot 00:04:22.043 --> 00:04:23.124 throughout my career. 00:04:24.324 --> 00:04:26.384 I did a lot of research 00:04:26.786 --> 00:04:29.406 after I retired into 00:04:30.427 --> 00:04:31.608 businesses that you could 00:04:31.627 --> 00:04:32.889 start from scratch with low 00:04:32.949 --> 00:04:35.509 overhead and started doing 00:04:35.550 --> 00:04:38.012 research on YouTube and 00:04:38.132 --> 00:04:40.632 found a few of those that 00:04:40.692 --> 00:04:41.994 are out there posting every 00:04:42.033 --> 00:04:45.435 day on YouTube and decided, yeah, 00:04:45.776 --> 00:04:46.576 this is what I'm going to do. 00:04:48.302 --> 00:04:48.802 All right, then. 00:04:49.283 --> 00:04:50.642 So let's let's jump into it. 00:04:50.723 --> 00:04:51.783 I really want to I want to 00:04:51.824 --> 00:04:53.725 turn this show more or less 00:04:53.745 --> 00:04:56.165 today into a consulting call. 00:04:56.346 --> 00:04:56.526 Right. 00:04:56.607 --> 00:04:58.348 As we're turning, turning the leaf here, 00:04:58.367 --> 00:05:00.028 going into season three, 00:05:00.067 --> 00:05:01.408 year three of the podcast. 00:05:01.449 --> 00:05:03.850 I want to think about what 00:05:03.870 --> 00:05:04.511 we want to do is we want to 00:05:04.550 --> 00:05:06.252 focus more on the whole entrepreneur. 00:05:06.291 --> 00:05:06.432 Right. 00:05:06.451 --> 00:05:08.413 Season one first year was very tactical. 00:05:08.952 --> 00:05:09.934 How to junk removal. 00:05:10.273 --> 00:05:11.752 And also for us, it was how to podcast, 00:05:11.994 --> 00:05:12.314 right? 00:05:12.413 --> 00:05:14.213 It was like, we're joining the journey, 00:05:14.254 --> 00:05:14.413 right? 00:05:14.793 --> 00:05:17.274 And then last year was season two, 00:05:17.314 --> 00:05:18.536 year two was strategic. 00:05:18.576 --> 00:05:20.415 Like, how do we grow this thing, right? 00:05:20.636 --> 00:05:21.456 Now that we have a thing, 00:05:21.516 --> 00:05:22.536 how do we go next level? 00:05:23.036 --> 00:05:24.617 This year, it's more like, okay, 00:05:26.598 --> 00:05:28.218 how do we become the complete person? 00:05:28.639 --> 00:05:29.959 And so for you today, I think what's, 00:05:30.079 --> 00:05:30.298 or not, 00:05:30.319 --> 00:05:32.060 I think what is most interesting is, 00:05:33.540 --> 00:05:33.961 bring it on. 00:05:34.201 --> 00:05:34.961 What are the challenges 00:05:34.980 --> 00:05:37.401 you're having from years in the military? 00:05:37.422 --> 00:05:38.221 Because Casey and I have. 00:05:38.836 --> 00:05:39.838 few years under our belts 00:05:39.898 --> 00:05:41.499 not not not retired uh 00:05:41.538 --> 00:05:43.079 necessarily uh style of 00:05:43.120 --> 00:05:43.940 years yet we have a few 00:05:43.961 --> 00:05:44.641 years under our belt so 00:05:44.661 --> 00:05:46.002 let's talk about what 00:05:46.081 --> 00:05:47.382 questions you have for us 00:05:47.463 --> 00:05:48.084 because that's the other 00:05:48.103 --> 00:05:48.783 thing we get we often get 00:05:48.803 --> 00:05:50.144 people are like hey do you 00:05:50.165 --> 00:05:50.766 have the answer to this 00:05:50.805 --> 00:05:51.966 question I was like cool we 00:05:52.026 --> 00:05:53.528 answered that like episode 00:05:53.528 --> 00:05:55.129 23 or something you know so 00:05:55.168 --> 00:05:56.029 I want I want to use this 00:05:56.110 --> 00:05:58.831 hour as your time to pick 00:05:58.891 --> 00:06:00.372 our brains as to what we 00:06:00.413 --> 00:06:02.894 have learned um in the years of doing 00:06:03.512 --> 00:06:04.894 junk removal and business ownership. 00:06:05.254 --> 00:06:06.214 And also what we've learned 00:06:06.235 --> 00:06:07.636 about doing the podcast so 00:06:07.656 --> 00:06:08.696 that you have all the best 00:06:08.735 --> 00:06:09.297 tips and tricks. 00:06:10.177 --> 00:06:10.958 So we can really kind of do 00:06:10.978 --> 00:06:11.757 with like a highlight. 00:06:12.158 --> 00:06:13.079 If you're, you're one, you, 00:06:13.238 --> 00:06:14.139 you probably have some more 00:06:14.178 --> 00:06:14.980 questions in your life. 00:06:15.019 --> 00:06:17.841 So you, you, you ask us the questions. 00:06:17.862 --> 00:06:18.362 We're kind of doing a 00:06:18.401 --> 00:06:20.903 reverse podcast in that regard today. 00:06:22.704 --> 00:06:23.165 That works. 00:06:23.985 --> 00:06:29.829 So in the beginning for you guys, 00:06:30.449 --> 00:06:31.529 as far as junk removal, 00:06:32.440 --> 00:06:34.622 What was y'all's reason to 00:06:34.762 --> 00:06:37.723 really start and take junk 00:06:37.764 --> 00:06:39.545 removal as a genre of business? 00:06:42.086 --> 00:06:42.747 For me, it was simple. 00:06:42.786 --> 00:06:43.367 I grew up on it. 00:06:44.148 --> 00:06:45.307 My father talked about recycling. 00:06:45.629 --> 00:06:47.088 Actually, my dad reminded me last night. 00:06:47.129 --> 00:06:47.949 We were over at his house. 00:06:49.271 --> 00:06:50.451 My brother-in-law got a job 00:06:50.490 --> 00:06:51.612 working for Badger Meter. 00:06:52.045 --> 00:06:52.625 which is a company that 00:06:52.665 --> 00:06:53.504 makes water meters. 00:06:53.745 --> 00:06:54.386 And so like if a 00:06:54.406 --> 00:06:55.346 municipality is changing 00:06:55.386 --> 00:06:56.225 out all their water meters 00:06:56.245 --> 00:06:56.946 for all their residents, 00:06:57.305 --> 00:06:58.127 they buy a shitload of 00:06:58.146 --> 00:06:59.187 meters and a badger meter 00:06:59.226 --> 00:07:00.666 goes there and like spends 00:07:00.706 --> 00:07:01.267 a couple of weeks or a 00:07:01.288 --> 00:07:02.007 couple of months changing 00:07:02.048 --> 00:07:02.968 out everybody's water meter. 00:07:03.348 --> 00:07:03.567 Okay. 00:07:03.987 --> 00:07:05.209 So we were talking about that. 00:07:05.228 --> 00:07:06.348 And my dad reminded me that 00:07:06.369 --> 00:07:07.269 when he was a kid, 00:07:07.968 --> 00:07:10.009 his father would pick up badger meters. 00:07:10.269 --> 00:07:10.810 He would get them from 00:07:10.829 --> 00:07:11.670 municipalities when they 00:07:11.689 --> 00:07:12.471 would decommission them. 00:07:12.990 --> 00:07:14.250 He would take them down to the basement. 00:07:14.310 --> 00:07:14.971 And as kids, 00:07:15.031 --> 00:07:16.851 they would sit there and take 00:07:16.891 --> 00:07:19.812 apart badger meters because 00:07:19.853 --> 00:07:21.312 within the meters, there is brass. 00:07:22.021 --> 00:07:23.223 There's copper, there's aluminum. 00:07:23.622 --> 00:07:25.444 And so my dad took apart things like that. 00:07:25.605 --> 00:07:26.865 He taught me at an early age 00:07:26.886 --> 00:07:29.968 to take apart lock sets, windows, doors, 00:07:30.007 --> 00:07:31.108 things like that, faucets, 00:07:31.428 --> 00:07:32.470 because he was a remodeler. 00:07:33.031 --> 00:07:34.211 And then in 2009, 00:07:34.211 --> 00:07:35.572 I had gotten laid off two 00:07:35.593 --> 00:07:38.134 days before Christmas in 2008. 00:07:38.134 --> 00:07:39.875 I'd come home from Iraq in seven. 00:07:40.596 --> 00:07:42.798 So I was in a spot where I 00:07:43.019 --> 00:07:44.980 was 24 years old going on 25. 00:07:44.980 --> 00:07:46.560 I had no education. 00:07:46.862 --> 00:07:47.901 I had a handful of work 00:07:47.942 --> 00:07:49.723 experience and I was unemployable. 00:07:50.235 --> 00:07:50.975 And so I started picking up 00:07:50.995 --> 00:07:51.656 scrap on the side of the 00:07:51.677 --> 00:07:52.377 road because it's something 00:07:52.396 --> 00:07:53.497 I knew and something I loved. 00:07:53.978 --> 00:07:55.358 And I'm extremely passionate 00:07:55.377 --> 00:07:56.218 on the recycling end. 00:07:57.238 --> 00:07:58.079 One thing led to another. 00:07:58.100 --> 00:08:00.321 I got an education, got some money, 00:08:00.721 --> 00:08:02.062 got back from a second deployment, 00:08:02.622 --> 00:08:05.062 and then realized that 00:08:05.083 --> 00:08:05.923 people would pay me to come 00:08:05.942 --> 00:08:07.403 into their houses versus me 00:08:07.444 --> 00:08:08.384 picking up on the side of the road. 00:08:09.464 --> 00:08:10.725 That was a hell of a revelation. 00:08:11.625 --> 00:08:13.666 So that's how I got into it. 00:08:13.747 --> 00:08:15.327 Casey's origin stories are 00:08:15.648 --> 00:08:16.588 significantly different, 00:08:16.629 --> 00:08:17.288 I guess I would say. 00:08:17.329 --> 00:08:17.608 Oh, yeah. 00:08:18.769 --> 00:08:19.589 Yeah, so I mean... 00:08:20.673 --> 00:08:22.634 As Andy was getting out or 00:08:22.675 --> 00:08:23.495 got back from Iraq, 00:08:23.516 --> 00:08:24.557 I was actually going in. 00:08:24.576 --> 00:08:26.218 So I joined the Army in 07. 00:08:26.557 --> 00:08:28.178 I was in from 07 to 13, 00:08:28.178 --> 00:08:29.259 and I was infantry. 00:08:29.319 --> 00:08:30.899 So as you can probably imagine, 00:08:30.920 --> 00:08:31.940 there's not really too much 00:08:31.980 --> 00:08:32.841 waiting for you outside of 00:08:32.860 --> 00:08:34.581 the military when you have 00:08:34.601 --> 00:08:35.503 an infantry resume, 00:08:36.503 --> 00:08:37.423 at least not that I thought. 00:08:38.224 --> 00:08:40.446 And I had – I'd say the 00:08:40.485 --> 00:08:43.006 first two years were – sorry. 00:08:43.668 --> 00:08:44.868 The first two years were 00:08:45.128 --> 00:08:46.428 pretty easy because I was 00:08:46.448 --> 00:08:47.149 in the oil field, man. 00:08:47.250 --> 00:08:47.370 Yeah. 00:08:47.971 --> 00:08:49.312 Paul Crude made some good money, 00:08:49.373 --> 00:08:50.613 North Dakota, South Texas. 00:08:51.413 --> 00:08:53.475 Then the oil field crashed on us. 00:08:54.375 --> 00:08:55.034 And then I had to really 00:08:55.075 --> 00:08:57.076 start fighting for my food. 00:08:57.135 --> 00:08:58.256 So, you know, 00:08:58.476 --> 00:08:59.998 then I started the real struggle. 00:09:00.077 --> 00:09:01.238 That's figuring out where I 00:09:01.258 --> 00:09:01.817 was going to work, 00:09:01.878 --> 00:09:03.178 where I belong in the 00:09:03.219 --> 00:09:06.660 marketplace and couldn't afford my bills, 00:09:06.681 --> 00:09:06.921 man. 00:09:06.941 --> 00:09:07.780 Really rough. 00:09:08.660 --> 00:09:09.802 But my mom reached out. 00:09:10.542 --> 00:09:11.863 Her and I were trying to reconnect anyways, 00:09:11.883 --> 00:09:14.063 kind of reestablish that relationship. 00:09:14.934 --> 00:09:16.414 But she was like, I have an idea. 00:09:16.434 --> 00:09:19.135 We want to buy into a company, 00:09:19.176 --> 00:09:20.436 a business franchise, 00:09:20.475 --> 00:09:21.336 and we want you to run it. 00:09:22.417 --> 00:09:22.537 Now, 00:09:22.557 --> 00:09:23.616 I didn't know what she was talking about. 00:09:23.636 --> 00:09:24.777 I thought she had the wrong person, 00:09:24.817 --> 00:09:25.197 honestly. 00:09:26.057 --> 00:09:28.437 I was like, I don't have much to do. 00:09:28.577 --> 00:09:29.599 I mean, because think about it. 00:09:29.639 --> 00:09:30.619 I never finished high school, 00:09:30.698 --> 00:09:31.479 never went to college. 00:09:31.818 --> 00:09:32.558 Why would you call me? 00:09:33.419 --> 00:09:34.100 At the time, 00:09:34.139 --> 00:09:34.919 my younger brother was 00:09:35.080 --> 00:09:35.960 actually in Arkansas 00:09:36.000 --> 00:09:37.721 University about to graduate. 00:09:37.780 --> 00:09:38.100 So I'm like, 00:09:38.581 --> 00:09:39.900 that would seem fitting for 00:09:40.041 --> 00:09:40.801 you to call him. 00:09:40.821 --> 00:09:41.981 But anyway, 00:09:42.042 --> 00:09:43.142 so she called me and I was like, 00:09:44.105 --> 00:09:44.825 At the same time, 00:09:44.865 --> 00:09:45.846 I was leaving a truck stop, 00:09:45.905 --> 00:09:46.625 getting kicked out of the 00:09:46.645 --> 00:09:47.525 truck stop by cops. 00:09:48.645 --> 00:09:50.506 I was like, you know, F it. 00:09:50.667 --> 00:09:51.147 Why not? 00:09:51.187 --> 00:09:52.187 I have nothing else to do 00:09:52.246 --> 00:09:53.648 now and I have nothing else to lose. 00:09:55.768 --> 00:09:56.467 I moved in with her, 00:09:57.369 --> 00:09:58.688 started a business out of her kitchen. 00:09:58.729 --> 00:10:00.328 I got my RV repoed because I 00:10:00.349 --> 00:10:01.230 didn't want to pay it anymore. 00:10:02.690 --> 00:10:03.889 Started over again. 00:10:06.270 --> 00:10:06.870 Junk removal, 00:10:06.931 --> 00:10:07.991 it was because that was the 00:10:08.131 --> 00:10:10.131 option I was given and the 00:10:10.172 --> 00:10:11.412 opportunity that was in front of me. 00:10:11.432 --> 00:10:13.153 What I did was 00:10:13.743 --> 00:10:14.442 unlike Andy, 00:10:15.543 --> 00:10:16.984 I started a business with zero 00:10:17.024 --> 00:10:17.943 knowledge of the industry, 00:10:18.625 --> 00:10:19.764 zero knowledge of business. 00:10:20.225 --> 00:10:21.164 And I just ran with it. 00:10:21.304 --> 00:10:22.206 And I learned as I went. 00:10:22.926 --> 00:10:23.645 And that's when I started 00:10:23.686 --> 00:10:24.666 making them probably the 00:10:24.765 --> 00:10:26.147 biggest partnerships and 00:10:26.567 --> 00:10:27.586 mentorships I could have 00:10:27.647 --> 00:10:29.947 ever made was in that first year, 00:10:30.807 --> 00:10:32.389 mainly because ignorance is bliss. 00:10:32.428 --> 00:10:33.928 Sometimes like what you 00:10:33.969 --> 00:10:35.610 don't know could also be 00:10:35.649 --> 00:10:36.549 your biggest advantage 00:10:37.169 --> 00:10:37.929 because now it's like, 00:10:38.671 --> 00:10:39.691 you're not just like a sponge. 00:10:40.010 --> 00:10:41.130 It's like the military. 00:10:42.011 --> 00:10:42.772 If I were to say, Hey, 00:10:43.567 --> 00:10:44.407 you can have an option of 00:10:44.447 --> 00:10:47.528 two E5s or six E1s. 00:10:48.508 --> 00:10:50.008 I would pick the six E1s 00:10:51.067 --> 00:10:52.349 because I want the fresh 00:10:52.448 --> 00:10:53.828 minds I can mold and shape 00:10:53.869 --> 00:10:55.068 into what I need them to be 00:10:55.749 --> 00:10:56.948 rather than the old haggard 00:10:57.269 --> 00:10:58.850 two E5s who have bad habits. 00:10:59.669 --> 00:11:00.950 Bad habits and they're stuck 00:11:00.990 --> 00:11:01.509 in their ways. 00:11:02.370 --> 00:11:03.070 Exactly, man. 00:11:03.090 --> 00:11:03.951 So that's kind of what got 00:11:03.990 --> 00:11:06.130 me into junk removal and man, 00:11:06.171 --> 00:11:07.410 we hit the ground running, 00:11:07.931 --> 00:11:09.711 doubled our business and 00:11:09.772 --> 00:11:10.932 revenue the second year 00:11:10.991 --> 00:11:11.751 from the first and 00:11:12.553 --> 00:11:14.235 you know, Andy and I got acquainted then. 00:11:14.275 --> 00:11:14.817 And next thing you know, 00:11:14.836 --> 00:11:16.418 we just started jiving me 00:11:16.437 --> 00:11:17.759 and we started just jamming on the phone. 00:11:17.820 --> 00:11:18.980 And I was like, you know, 00:11:19.000 --> 00:11:20.243 this junk rule thing's pretty cool. 00:11:20.884 --> 00:11:22.245 How, how much else could I learn? 00:11:22.284 --> 00:11:23.365 And believe me, 00:11:23.385 --> 00:11:24.508 there was a shit ton more I 00:11:24.548 --> 00:11:24.967 could have learned. 00:11:24.988 --> 00:11:25.349 And I did. 00:11:25.609 --> 00:11:26.029 So yeah, 00:11:26.230 --> 00:11:27.630 that's how I got into the business, man. 00:11:28.552 --> 00:11:28.773 Yeah. 00:11:29.332 --> 00:11:29.913 That's awesome. 00:11:30.014 --> 00:11:31.796 And, and what y'all were talking about, 00:11:32.256 --> 00:11:32.317 uh, 00:11:33.413 --> 00:11:34.413 The scrap business. 00:11:34.913 --> 00:11:38.236 My first, I would say, 00:11:38.336 --> 00:11:40.738 career or field outside of the military, 00:11:40.798 --> 00:11:42.440 I was logistics and transportation. 00:11:42.960 --> 00:11:45.061 But I took a job in Baltimore. 00:11:46.302 --> 00:11:48.583 And it was for five 00:11:48.683 --> 00:11:51.365 junkyards local there in Baltimore. 00:11:51.966 --> 00:11:54.268 And I kind of went in like, yeah, 00:11:54.467 --> 00:11:57.811 it's recycle parts. 00:11:58.051 --> 00:11:59.892 And I learned so much. 00:12:00.412 --> 00:12:01.013 I went in there. 00:12:01.052 --> 00:12:02.494 I didn't know really what I was doing. 00:12:03.499 --> 00:12:06.000 And I learned that the price of steel, 00:12:06.100 --> 00:12:07.442 price of aluminum, 00:12:07.841 --> 00:12:09.484 and if you just mail these cars, 00:12:09.524 --> 00:12:10.985 you can get a lot of money. 00:12:11.004 --> 00:12:13.245 And I started doing $125,000 00:12:13.245 --> 00:12:14.707 a week at one of the 00:12:14.748 --> 00:12:17.068 locations near Laurel, Maryland. 00:12:17.690 --> 00:12:19.991 And I'm like, wow, you can do that? 00:12:20.692 --> 00:12:21.293 Oh, okay. 00:12:21.332 --> 00:12:22.594 Let me see what else we can do. 00:12:24.735 --> 00:12:26.056 But that was my first job 00:12:26.135 --> 00:12:28.258 outside of the – once I retired. 00:12:30.659 --> 00:12:31.860 Why is – you're – 00:12:32.714 --> 00:12:33.553 you're a Marine, right? 00:12:34.274 --> 00:12:35.434 Oh, I get this all the time. 00:12:35.596 --> 00:12:35.875 I know. 00:12:35.936 --> 00:12:37.255 Like I was threw me off, right? 00:12:37.275 --> 00:12:39.697 Like email address was like UMMC, 00:12:39.738 --> 00:12:40.138 whatever. 00:12:40.217 --> 00:12:41.759 And then I see anchors away and I'm like, 00:12:41.778 --> 00:12:44.220 what the fuck, what are we doing? 00:12:44.240 --> 00:12:46.821 It's a talking point, right? 00:12:46.900 --> 00:12:49.623 It is like, are you like gender fluid, 00:12:49.722 --> 00:12:50.462 gender confused? 00:12:50.503 --> 00:12:52.083 I'm very, no, no. 00:12:52.604 --> 00:12:55.365 Uh, I'm from Norfolk, Virginia, which is, 00:12:55.625 --> 00:12:56.005 uh, you know, 00:12:56.025 --> 00:12:58.006 the powerhouse of the United States Navy. 00:12:58.027 --> 00:12:58.947 Uh, 00:13:00.023 --> 00:13:01.063 retired Marine. 00:13:01.344 --> 00:13:03.304 And when I'm going over, okay, 00:13:03.384 --> 00:13:04.206 what is the name? 00:13:04.446 --> 00:13:07.028 My, my first thought was junk daddy. 00:13:07.769 --> 00:13:11.870 And somebody from JRA was like, uh, nah, 00:13:11.931 --> 00:13:13.893 that, that, that ain't going to work. 00:13:14.072 --> 00:13:16.774 Whoever I was talking to at the time, uh, 00:13:17.195 --> 00:13:18.475 just spit balling. 00:13:18.916 --> 00:13:21.337 And I thought it was funny, but I'm like, 00:13:21.418 --> 00:13:23.539 well, we're in the Mecca of the Navy. 00:13:24.480 --> 00:13:26.000 Why not go with anchors away? 00:13:26.061 --> 00:13:26.902 I've had to stand 00:13:27.657 --> 00:13:27.736 uh, 00:13:27.817 --> 00:13:29.597 in formations and in the military 00:13:29.639 --> 00:13:31.580 parades and, and things like that. 00:13:31.820 --> 00:13:33.321 And listen to that after, you know, 00:13:33.780 --> 00:13:34.481 so I'm like, yeah, 00:13:34.501 --> 00:13:35.602 we'll just go anchors away. 00:13:35.722 --> 00:13:37.124 And everybody assumes that 00:13:37.144 --> 00:13:38.465 I'm a Navy retiree. 00:13:39.004 --> 00:13:39.225 Yeah. 00:13:39.625 --> 00:13:40.826 I mean, that's it. 00:13:41.246 --> 00:13:42.187 That's your market though. 00:13:42.227 --> 00:13:43.268 That's just, that's the story. 00:13:43.388 --> 00:13:43.508 Sorry. 00:13:43.528 --> 00:13:45.250 You're selling random note. 00:13:45.690 --> 00:13:48.772 Uh, that is the most, uh, Norfolk, 00:13:49.052 --> 00:13:51.254 Virginia is the hardest place. 00:13:51.687 --> 00:13:53.086 place to to attack the 00:13:53.106 --> 00:13:54.607 united states I found that 00:13:54.648 --> 00:13:55.668 out they did a huge like 00:13:55.687 --> 00:13:57.248 they did basically a study 00:13:57.707 --> 00:13:59.067 right if anybody would ever 00:13:59.107 --> 00:14:00.148 attack us that is the most 00:14:00.207 --> 00:14:01.828 protected area of the 00:14:01.889 --> 00:14:02.788 entire country not 00:14:02.969 --> 00:14:05.129 washington dc not new york 00:14:05.168 --> 00:14:06.109 city or you know with 00:14:06.129 --> 00:14:06.990 financial districts nope 00:14:07.350 --> 00:14:08.649 norfolk virginia because 00:14:08.669 --> 00:14:11.470 there is like four carriers 00:14:11.850 --> 00:14:12.951 there's like langley air 00:14:12.990 --> 00:14:14.770 force base nearby plus it's 00:14:14.850 --> 00:14:15.850 one of two places where 00:14:15.890 --> 00:14:18.091 navy seals train so it's 00:14:18.111 --> 00:14:19.251 like all these reasons why 00:14:19.312 --> 00:14:20.932 norfolk virginia is like yeah like that 00:14:21.297 --> 00:14:23.158 That's the last stand. 00:14:23.317 --> 00:14:24.477 If we're down to that, 00:14:25.198 --> 00:14:25.999 that's where you've got to hide. 00:14:26.798 --> 00:14:27.399 Yeah, I mean, 00:14:27.418 --> 00:14:30.620 I thought it was because I was here. 00:14:31.640 --> 00:14:32.380 No big deal. 00:14:32.541 --> 00:14:34.182 You know, SEAL Team 6 is here. 00:14:34.642 --> 00:14:35.982 Yeah, we've got nothing to lose. 00:14:36.003 --> 00:14:37.403 Disabled veteran, 100%. 00:14:37.543 --> 00:14:38.323 I've got nothing to lose. 00:14:38.783 --> 00:14:41.485 Basketball and shotgun. 00:14:41.845 --> 00:14:42.284 I like it. 00:14:42.745 --> 00:14:43.625 You've got Oceania. 00:14:43.645 --> 00:14:44.666 You've got Langley. 00:14:44.905 --> 00:14:46.105 Oh, yeah, that was the other one. 00:14:46.186 --> 00:14:46.486 Oceania. 00:14:46.787 --> 00:14:48.187 Yeah, Oceania. 00:14:48.567 --> 00:14:49.868 It's the Navy base with all the planes, 00:14:49.908 --> 00:14:50.067 right? 00:14:50.477 --> 00:14:51.438 No, it's the Air Force. 00:14:51.458 --> 00:14:54.120 That's where the Air Force and, I believe, 00:14:54.139 --> 00:14:56.481 the CIA operates. 00:14:57.461 --> 00:14:57.562 Yeah, 00:14:57.581 --> 00:14:59.102 I watched a three-minute YouTube video, 00:14:59.143 --> 00:15:01.205 and now I'm a fucking educated man, 00:15:01.225 --> 00:15:01.585 apparently. 00:15:01.945 --> 00:15:02.565 Oh, yeah, 100%. 00:15:02.605 --> 00:15:03.905 I'm just regurgitating facts 00:15:03.946 --> 00:15:05.206 from YouTube last night. 00:15:05.226 --> 00:15:05.988 That's all I'm doing over here. 00:15:06.707 --> 00:15:08.109 I mean, yeah. 00:15:08.149 --> 00:15:10.250 Can't mess up trash, though, right? 00:15:10.831 --> 00:15:13.351 Well, people do it every day, right? 00:15:13.532 --> 00:15:15.673 That's what I enjoy about junk removal, 00:15:15.953 --> 00:15:17.715 and Casey kind of hinted on this, is... 00:15:18.365 --> 00:15:19.625 It is a low barrier to entry. 00:15:19.666 --> 00:15:20.706 There is no doubt about it. 00:15:20.726 --> 00:15:21.488 You've got a pickup truck 00:15:21.528 --> 00:15:22.327 and a good work ethic, 00:15:22.629 --> 00:15:23.609 you can be in junk removal. 00:15:24.350 --> 00:15:26.892 The challenge is scaling is 00:15:27.172 --> 00:15:28.092 significantly different. 00:15:29.774 --> 00:15:30.875 Business ownership. 00:15:31.336 --> 00:15:31.655 And also, 00:15:31.735 --> 00:15:33.236 banging jobs is the simplest part 00:15:33.256 --> 00:15:33.778 of what we do. 00:15:34.977 --> 00:15:35.198 Yeah, 00:15:35.239 --> 00:15:36.940 when do you become a business owner 00:15:36.980 --> 00:15:38.922 versus just a junk guy, right? 00:15:39.001 --> 00:15:39.402 Junker. 00:15:40.863 --> 00:15:41.384 Huge difference. 00:15:42.043 --> 00:15:42.264 Yeah, 00:15:42.303 --> 00:15:44.806 you can be the junk guy or you can be 00:15:44.826 --> 00:15:45.767 the business owner with a 00:15:45.807 --> 00:15:46.947 junk removal company. 00:15:47.668 --> 00:15:47.869 Yeah. 00:15:49.162 --> 00:15:52.524 And that's the big hill you 00:15:52.565 --> 00:15:54.666 got to climb that we see all the time. 00:15:55.586 --> 00:15:55.846 I mean, 00:15:56.447 --> 00:15:57.609 we don't knock anyone in their 00:15:57.629 --> 00:15:57.948 first year. 00:15:57.969 --> 00:15:59.049 We don't knock anybody who's 00:15:59.090 --> 00:16:00.230 in their fifth year and 00:16:00.270 --> 00:16:01.272 still doing it themselves. 00:16:02.231 --> 00:16:03.253 But you got to know what you 00:16:03.293 --> 00:16:03.793 want out of it, 00:16:04.653 --> 00:16:05.595 and that's the hill to climb. 00:16:06.394 --> 00:16:07.956 Yeah. 00:16:07.996 --> 00:16:08.876 You're exactly right. 00:16:08.917 --> 00:16:09.177 I mean, 00:16:09.217 --> 00:16:11.759 your first year for y'all at Junk Removal, 00:16:13.280 --> 00:16:14.201 some of the challenges 00:16:14.662 --> 00:16:15.722 y'all had in the beginning, 00:16:15.783 --> 00:16:19.394 was it more pricing or was it – 00:16:19.394 --> 00:16:20.914 Because everybody struggles 00:16:20.995 --> 00:16:22.715 with trying to price things. 00:16:24.176 --> 00:16:24.615 I'll be honest. 00:16:24.936 --> 00:16:26.135 I've never struggled with pricing. 00:16:26.496 --> 00:16:27.096 Not once. 00:16:27.177 --> 00:16:27.476 No. 00:16:28.037 --> 00:16:30.778 And I saw it on a Facebook group today. 00:16:30.798 --> 00:16:31.138 It was like, 00:16:31.817 --> 00:16:33.058 how much should I charge for this? 00:16:33.158 --> 00:16:37.259 And I was going to be snarky and be like, 00:16:37.320 --> 00:16:39.480 I would charge two cubic yards. 00:16:40.000 --> 00:16:41.562 Single item plus an extra cubic yard, 00:16:41.741 --> 00:16:42.562 two cubic yard, 00:16:42.822 --> 00:16:44.263 minimum pickup plus a cubic yard. 00:16:44.621 --> 00:16:45.322 two-item pickup. 00:16:45.602 --> 00:16:46.823 Whatever you call that thing, 00:16:47.063 --> 00:16:47.784 that's what I would charge. 00:16:48.065 --> 00:16:48.806 And I wanted to be really 00:16:48.826 --> 00:16:50.866 deep about it because it's real simple. 00:16:50.886 --> 00:16:52.087 Figure out your pricing. 00:16:52.128 --> 00:16:52.769 It's either time and 00:16:52.808 --> 00:16:54.250 material or it's by cubic 00:16:54.269 --> 00:16:56.792 yard and that's your fucking pricing. 00:16:56.812 --> 00:16:59.153 And the thing is the math 00:16:59.214 --> 00:17:00.215 does the work for you. 00:17:01.495 --> 00:17:02.537 I recognize that if I have a 00:17:02.576 --> 00:17:03.778 bunch of smalls in the basement, 00:17:03.918 --> 00:17:04.459 it's going to take me 00:17:04.499 --> 00:17:05.179 longer than a bunch of 00:17:05.199 --> 00:17:06.079 furniture in a garage. 00:17:06.079 --> 00:17:08.561 16 cubic yards for my 00:17:08.602 --> 00:17:09.982 trailer is still 16 cubic yards. 00:17:11.084 --> 00:17:11.845 It is the same price. 00:17:12.682 --> 00:17:13.863 I think it just is the timing. 00:17:13.962 --> 00:17:14.262 And that's, 00:17:14.803 --> 00:17:17.263 I will say this pricing wasn't 00:17:17.365 --> 00:17:18.545 as big of an issue as 00:17:19.586 --> 00:17:20.865 understanding your pricing. 00:17:20.885 --> 00:17:21.527 Yeah. 00:17:21.807 --> 00:17:23.288 Because when I would tell 00:17:23.327 --> 00:17:25.009 someone what a full trailer price was, 00:17:25.028 --> 00:17:27.269 I was finding Danny until I 00:17:27.450 --> 00:17:28.309 filled up the trailer to a 00:17:28.369 --> 00:17:29.230 half and I was like, Oh, 00:17:29.550 --> 00:17:30.372 it's not a full trailer. 00:17:30.392 --> 00:17:31.092 Like I thought it was. 00:17:31.112 --> 00:17:32.192 Yeah. 00:17:32.272 --> 00:17:33.232 Now I got to figure out how 00:17:33.272 --> 00:17:35.354 do I even be efficient and 00:17:35.394 --> 00:17:36.315 what is my full trailer? 00:17:36.355 --> 00:17:36.494 What, 00:17:36.535 --> 00:17:38.135 what are these jobs actually look at 00:17:38.236 --> 00:17:38.596 look like? 00:17:39.316 --> 00:17:40.576 That was my, I think, 00:17:41.227 --> 00:17:44.191 Estimated is much different than pricing. 00:17:44.632 --> 00:17:46.534 The problem is people want 00:17:46.554 --> 00:17:47.756 to do both at the same time. 00:17:47.816 --> 00:17:50.239 And you just doubled your 00:17:50.338 --> 00:17:51.220 chances for failure. 00:17:51.420 --> 00:17:52.561 Because to Casey's point, 00:17:52.682 --> 00:17:54.163 estimated is difficult enough to be like, 00:17:54.605 --> 00:17:55.806 oh, I thought it was 12 cubic yards. 00:17:56.066 --> 00:17:57.709 And it might be 8, and it might be 24. 00:17:57.989 --> 00:17:59.330 You're like, shit. 00:18:00.222 --> 00:18:01.743 We had a job two weeks ago. 00:18:01.784 --> 00:18:02.964 That was the first year for me. 00:18:03.265 --> 00:18:04.405 Yeah, last week, two weeks ago, 00:18:04.506 --> 00:18:05.705 I did a 22-trailer job. 00:18:06.146 --> 00:18:07.728 When it was all said and done, 00:18:08.228 --> 00:18:09.128 he had got rid of two 00:18:09.169 --> 00:18:09.909 trailers worth of stuff, 00:18:10.169 --> 00:18:10.809 and we hauled about 26. 00:18:10.809 --> 00:18:12.951 I think it was 26 we totaled. 00:18:13.171 --> 00:18:14.592 So it was probably 28. 00:18:15.592 --> 00:18:16.313 Now, mind you, 00:18:16.333 --> 00:18:17.153 there was a room or two we 00:18:17.192 --> 00:18:17.753 couldn't get in, 00:18:17.973 --> 00:18:19.154 so there was a couple variants. 00:18:19.894 --> 00:18:21.756 But no shit, it was probably 25 trailers, 00:18:21.756 --> 00:18:22.997 24 or 25 trailers. 00:18:23.217 --> 00:18:24.357 We estimated that ended up being 22. 00:18:25.538 --> 00:18:26.298 So I was off by 10%, 15%. 00:18:28.884 --> 00:18:30.204 And I've been doing this for 15 years. 00:18:32.425 --> 00:18:33.125 And I bumped it up, 00:18:33.185 --> 00:18:33.965 and I had my tape measure. 00:18:34.006 --> 00:18:35.606 And I had a second guess. 00:18:35.886 --> 00:18:37.007 I counted 22 and a half. 00:18:37.047 --> 00:18:38.126 He counted 21 and a half. 00:18:38.146 --> 00:18:38.807 So we're like, oh, OK. 00:18:39.446 --> 00:18:39.807 We'll make it 22. 00:18:39.866 --> 00:18:41.028 We'll say this, though. 00:18:41.688 --> 00:18:42.147 We'll say this. 00:18:42.508 --> 00:18:45.548 To that estimate point, well, 00:18:45.568 --> 00:18:46.269 here's the thing, Matt. 00:18:46.328 --> 00:18:46.969 In year four, 00:18:46.989 --> 00:18:48.328 you're going to have issues estimating, 00:18:48.348 --> 00:18:48.509 too. 00:18:48.929 --> 00:18:49.769 You're still going to have. 00:18:50.369 --> 00:18:51.630 Because to his point, 00:18:52.049 --> 00:18:54.951 a 22 trailer job versus 28 actual is 00:18:56.804 --> 00:18:58.625 it's not that far off really. 00:18:59.365 --> 00:19:01.448 But what is far off is a one 00:19:01.708 --> 00:19:02.989 to four trailer job. 00:19:03.709 --> 00:19:04.390 That'll hurt you. 00:19:04.670 --> 00:19:05.351 That'll hurt you big. 00:19:06.171 --> 00:19:07.571 Because when you start doing 00:19:07.592 --> 00:19:09.534 these bigger jobs, you lose, 00:19:09.594 --> 00:19:10.934 you kind of get lost in translation. 00:19:10.954 --> 00:19:11.675 You're like, well, 00:19:11.736 --> 00:19:12.695 I know you got a lot of shit. 00:19:13.156 --> 00:19:14.077 I wish that was a price 00:19:14.657 --> 00:19:15.999 because now I have to 00:19:16.019 --> 00:19:17.160 literally divide and conquer. 00:19:17.539 --> 00:19:20.461 Then you get into, well, what's savable, 00:19:20.501 --> 00:19:21.083 what's recycled. 00:19:21.103 --> 00:19:22.844 I mean, there's a lot of variables, 00:19:23.444 --> 00:19:24.865 but to his point, 00:19:25.518 --> 00:19:27.538 you can do a 22 trailer job, 00:19:27.598 --> 00:19:28.799 miss out on six trailers. 00:19:29.220 --> 00:19:29.881 And it really doesn't, 00:19:30.080 --> 00:19:31.162 doesn't hurt that bad. 00:19:31.622 --> 00:19:32.702 But that one to four, 00:19:32.942 --> 00:19:34.584 that's a huge killer. 00:19:34.763 --> 00:19:36.345 At least in my book is that 00:19:36.404 --> 00:19:37.184 first year in business. 00:19:37.204 --> 00:19:38.986 That's where I learned all the, man, 00:19:39.006 --> 00:19:40.007 I was way off on this one. 00:19:40.086 --> 00:19:42.307 And now you got two guys or you and your, 00:19:42.509 --> 00:19:44.509 your helper there for an 00:19:44.609 --> 00:19:45.470 all day thing when you 00:19:45.490 --> 00:19:45.990 thought it was just going 00:19:46.030 --> 00:19:47.050 to be a one trailer and it 00:19:47.111 --> 00:19:47.912 ended up being a four. 00:19:48.972 --> 00:19:50.012 Your whole day's done. 00:19:50.453 --> 00:19:51.153 So let's put, 00:19:51.193 --> 00:19:52.795 let's put this in perspective on, on, 00:19:53.905 --> 00:19:55.047 how you learn the lesson, right? 00:19:55.086 --> 00:19:56.248 First thing is figure out your pricing, 00:19:56.587 --> 00:19:56.748 right? 00:19:57.348 --> 00:19:58.148 Second thing is figure out 00:19:58.169 --> 00:19:59.769 your estimate and how big a job is. 00:20:00.111 --> 00:20:00.990 And then the third thing, 00:20:01.411 --> 00:20:02.392 once you start getting laborers, 00:20:02.432 --> 00:20:03.472 this was the next big 00:20:03.492 --> 00:20:04.554 lesson my brother and I would learn. 00:20:05.253 --> 00:20:06.634 Figure out how long it takes to do jobs. 00:20:07.095 --> 00:20:08.336 When my brother and I first started, 00:20:08.395 --> 00:20:09.356 we knew we could do a one 00:20:09.396 --> 00:20:10.377 trailer job in an hour. 00:20:10.597 --> 00:20:11.578 Him and I would get in there 00:20:11.618 --> 00:20:12.358 and bang it out. 00:20:12.819 --> 00:20:13.700 And it was like nothing. 00:20:14.280 --> 00:20:16.602 And then we would start bidding jobs, 00:20:16.662 --> 00:20:17.103 winning them. 00:20:17.403 --> 00:20:17.923 And then I would start 00:20:17.982 --> 00:20:18.743 scheduling the jobs. 00:20:18.763 --> 00:20:19.284 And I'm like, man, 00:20:19.384 --> 00:20:21.045 why are these jobs taking 00:20:21.065 --> 00:20:21.766 so fucking long? 00:20:22.368 --> 00:20:23.888 And then I realized, wait, 00:20:23.989 --> 00:20:25.950 our guys are not as 00:20:26.009 --> 00:20:27.230 motivated as my brother and I are. 00:20:27.609 --> 00:20:28.630 They are not as efficient. 00:20:28.809 --> 00:20:29.829 They're not as strong. 00:20:30.111 --> 00:20:30.770 My brother's 6'6". 00:20:30.891 --> 00:20:32.310 I'm 6'4". 00:20:33.490 --> 00:20:35.791 We can move relatively 00:20:35.892 --> 00:20:38.092 quickly and agilely through a house, 00:20:38.152 --> 00:20:38.291 right? 00:20:38.332 --> 00:20:40.932 And we're full-size men, right? 00:20:41.432 --> 00:20:43.202 And we've been doing it since we were 8, 00:20:43.202 --> 00:20:43.532 10 years old. 00:20:43.553 --> 00:20:44.472 My dad had us moving shit 00:20:45.173 --> 00:20:46.273 for his clients and for 00:20:46.394 --> 00:20:47.374 family members and whatnot. 00:20:47.849 --> 00:20:49.971 So, you know, the next thing was, you know, 00:20:50.030 --> 00:20:50.872 once we estimated the jobs, 00:20:51.152 --> 00:20:51.813 figure out how long the 00:20:51.873 --> 00:20:52.932 projects were going to take 00:20:53.634 --> 00:20:55.414 so that we had people and 00:20:55.474 --> 00:20:56.715 then hiring people so that 00:20:56.736 --> 00:20:57.395 we had people that could 00:20:57.415 --> 00:20:58.576 meet those standards and we 00:20:58.616 --> 00:20:59.156 could make money. 00:21:00.117 --> 00:21:01.058 Making money when you're a 00:21:01.179 --> 00:21:02.058 two or three person 00:21:02.118 --> 00:21:04.421 operation with a truck or two is simple. 00:21:04.681 --> 00:21:05.821 We made more money that 00:21:05.882 --> 00:21:07.403 first year than I did my third year. 00:21:07.942 --> 00:21:08.943 Like significantly. 00:21:09.003 --> 00:21:10.305 I made shitload of money first year, 00:21:10.325 --> 00:21:11.685 a lot of money second year. 00:21:11.846 --> 00:21:12.766 And then third year, it's like, 00:21:12.885 --> 00:21:13.686 where'd the money go? 00:21:13.707 --> 00:21:14.907 It's like, oh, what's that? 00:21:17.127 --> 00:21:17.448 Yeah. 00:21:17.508 --> 00:21:18.729 Kind of plateau the third year. 00:21:19.309 --> 00:21:19.609 Well, great. 00:21:19.630 --> 00:21:20.371 And then in the third year, 00:21:20.391 --> 00:21:21.111 you have two choices. 00:21:21.151 --> 00:21:21.852 Actually, we talked about this. 00:21:21.971 --> 00:21:22.692 You and I talked about this 00:21:22.732 --> 00:21:24.134 recently a couple episodes ago, Casey. 00:21:24.413 --> 00:21:25.714 You have two choices at year three. 00:21:26.095 --> 00:21:27.876 Do you learn to be efficient 00:21:27.997 --> 00:21:28.998 or do you grow revenue 00:21:29.238 --> 00:21:30.219 because you will die at 00:21:30.259 --> 00:21:30.878 three to four trucks? 00:21:30.919 --> 00:21:31.900 I always say people die at 00:21:31.920 --> 00:21:32.320 three to four trucks. 00:21:32.340 --> 00:21:32.961 You've got to sustain. 00:21:33.381 --> 00:21:34.321 You've got to either learn 00:21:34.362 --> 00:21:36.203 how to sustain or grow 00:21:36.503 --> 00:21:37.924 because at that year three mark, 00:21:39.086 --> 00:21:41.969 like you said, if you're in growth mode, 00:21:42.868 --> 00:21:45.386 it's going to be a little risky because – 00:21:45.386 --> 00:21:46.207 You could be in growth mode 00:21:46.227 --> 00:21:47.867 and then all of a sudden tank, right? 00:21:48.928 --> 00:21:50.588 Or you can say, well, what works for me? 00:21:50.749 --> 00:21:52.048 Well, I'm pretty good at four trucks. 00:21:52.650 --> 00:21:53.809 Man, I'm still expensive. 00:21:53.849 --> 00:21:54.990 I'm still spending so much money. 00:21:55.009 --> 00:21:55.871 How do I cut costs? 00:21:55.911 --> 00:21:57.250 How do I cut down my expenses? 00:21:58.132 --> 00:22:00.811 But to go back real quick before we go on, 00:22:01.833 --> 00:22:03.373 that first year when you 00:22:03.393 --> 00:22:04.794 were talking about you and your brother, 00:22:05.413 --> 00:22:06.094 The other thing you got to 00:22:06.453 --> 00:22:07.434 also start looking at after 00:22:07.474 --> 00:22:09.978 that first year is total time per job, 00:22:10.439 --> 00:22:11.339 not just on site. 00:22:11.859 --> 00:22:13.102 And the minute you leave, 00:22:13.261 --> 00:22:14.163 the minute you get back, 00:22:14.482 --> 00:22:16.445 because now if you set such 00:22:16.486 --> 00:22:18.327 a high standard with you and your brother, 00:22:18.347 --> 00:22:19.828 and then all of a sudden 00:22:19.848 --> 00:22:20.911 you expect your guys to do it, 00:22:20.951 --> 00:22:22.311 it's not going to happen. 00:22:22.332 --> 00:22:23.192 They're going to stop at the 00:22:23.232 --> 00:22:24.434 gas station a couple of times. 00:22:25.396 --> 00:22:27.199 They may take the long way home. 00:22:27.278 --> 00:22:28.118 They may stop and smoke a 00:22:28.159 --> 00:22:28.779 cigarette or two. 00:22:29.220 --> 00:22:30.580 You have to also understand 00:22:30.601 --> 00:22:32.082 you got to leave that room 00:22:33.343 --> 00:22:34.284 for variable change. 00:22:34.324 --> 00:22:35.825 Now, I know it's not the standard, 00:22:36.806 --> 00:22:37.946 but there's a big 00:22:37.967 --> 00:22:38.606 difference between I'm 00:22:38.626 --> 00:22:39.508 going to hurry up and get 00:22:39.548 --> 00:22:40.409 this thing done so I can 00:22:40.449 --> 00:22:41.048 catch another one. 00:22:41.730 --> 00:22:42.430 Then, man, 00:22:42.450 --> 00:22:43.330 I really don't want to go home 00:22:43.351 --> 00:22:43.891 when I get done, 00:22:43.911 --> 00:22:45.833 so I'm going to just kind of lollygag, 00:22:46.192 --> 00:22:48.875 make this be a longer kind of job. 00:22:50.496 --> 00:22:52.037 Because a full trailer is 00:22:52.057 --> 00:22:52.718 not a two-hour job. 00:22:53.964 --> 00:22:54.605 That's three, 00:22:55.066 --> 00:22:55.925 sometimes four hour job 00:22:56.106 --> 00:22:56.967 because a total trip. 00:22:57.587 --> 00:22:57.748 Yep. 00:22:58.548 --> 00:22:58.728 Right. 00:22:58.748 --> 00:23:01.230 Do y'all count the unknown? 00:23:01.470 --> 00:23:01.710 Okay. 00:23:01.730 --> 00:23:02.030 For me, 00:23:02.151 --> 00:23:06.453 unknown time is time at the 00:23:06.554 --> 00:23:07.493 transfer stations. 00:23:08.174 --> 00:23:09.695 I have five in my area. 00:23:10.256 --> 00:23:10.616 No, I don't. 00:23:10.696 --> 00:23:10.876 I don't. 00:23:11.136 --> 00:23:11.737 No, I don't. 00:23:11.817 --> 00:23:12.238 I don't factor. 00:23:12.258 --> 00:23:14.219 That's not client's responsibility. 00:23:14.659 --> 00:23:15.200 Well, you're correct. 00:23:15.220 --> 00:23:15.559 I don't. 00:23:15.700 --> 00:23:16.441 Yeah, I don't know. 00:23:16.461 --> 00:23:17.260 No, absolutely not. 00:23:17.340 --> 00:23:18.241 I don't charge a customer. 00:23:18.281 --> 00:23:18.721 I mean, again, 00:23:18.761 --> 00:23:19.962 my price is like two big yards. 00:23:20.305 --> 00:23:21.226 And when it comes to routing, 00:23:21.246 --> 00:23:22.586 I don't have unknown time. 00:23:22.886 --> 00:23:23.968 I know that there's transfer 00:23:23.988 --> 00:23:24.909 stations I can be in and 00:23:24.969 --> 00:23:25.669 out of five minutes. 00:23:26.230 --> 00:23:27.151 I know there's landfills 00:23:27.191 --> 00:23:28.412 that I can be there for a half hour. 00:23:29.132 --> 00:23:30.593 I know that if I go to, here's the deal. 00:23:30.713 --> 00:23:31.794 I know that donation centers, 00:23:32.154 --> 00:23:34.056 I know if I go between like nine and two, 00:23:34.757 --> 00:23:35.277 I'm good. 00:23:35.317 --> 00:23:37.479 It's probably about a half hour unload, 00:23:37.578 --> 00:23:38.240 half hour to 45 minutes. 00:23:39.073 --> 00:23:40.313 I know if I go after three 00:23:40.333 --> 00:23:41.153 at a donation center, 00:23:41.272 --> 00:23:42.114 it's going to take twice as 00:23:42.173 --> 00:23:43.953 long because they're, they're, 00:23:44.253 --> 00:23:44.993 and they don't want us there. 00:23:45.013 --> 00:23:46.013 You also got to know where they help. 00:23:46.434 --> 00:23:46.694 Yeah. 00:23:46.974 --> 00:23:47.115 Yeah. 00:23:47.134 --> 00:23:48.295 You also got to know where they are, 00:23:48.315 --> 00:23:49.494 where they unload for you too, 00:23:49.535 --> 00:23:50.775 because that's a huge plus too. 00:23:50.815 --> 00:23:51.035 Correct. 00:23:51.055 --> 00:23:52.276 So yeah, I know, I know there's, 00:23:52.375 --> 00:23:53.576 there's one habitat we go 00:23:53.635 --> 00:23:55.655 to on a regular basis and 00:23:55.675 --> 00:23:56.396 they have a dock. 00:23:56.856 --> 00:23:58.616 And I know if I get there before noon, 00:23:58.856 --> 00:24:00.376 they are motivated because 00:24:00.416 --> 00:24:01.397 that's when they're unloading trucks. 00:24:01.498 --> 00:24:02.397 If I get there two or three 00:24:02.417 --> 00:24:03.238 o'clock in the afternoon, 00:24:03.758 --> 00:24:04.518 there's going to be people, 00:24:04.758 --> 00:24:05.498 there's going to be customers. 00:24:05.538 --> 00:24:06.219 So now there's gonna be less 00:24:06.239 --> 00:24:06.878 people on the docks. 00:24:07.239 --> 00:24:08.398 The guys in the docks are tired. 00:24:08.788 --> 00:24:09.690 I might have to wait for one 00:24:09.730 --> 00:24:10.651 of their trucks to come back. 00:24:10.971 --> 00:24:11.991 I come in at nine or 10 o'clock, 00:24:11.991 --> 00:24:13.252 10 o'clock is the earliest I can get in. 00:24:13.492 --> 00:24:14.413 When I come in at 10 o'clock, 00:24:14.513 --> 00:24:15.394 I guarantee you their 00:24:15.414 --> 00:24:16.576 truck's not back because 00:24:16.596 --> 00:24:17.276 their truck only first 00:24:17.296 --> 00:24:18.317 started driving at eight or 00:24:18.356 --> 00:24:20.098 nine to go pick up customer stuff. 00:24:20.538 --> 00:24:22.500 So yeah, those aren't unknowns. 00:24:22.601 --> 00:24:23.622 You factor it. 00:24:23.642 --> 00:24:24.942 I mean, I don't care right now. 00:24:24.962 --> 00:24:26.064 If you go to the transfer station, 00:24:26.544 --> 00:24:27.825 tap yourself when you drive 00:24:27.865 --> 00:24:29.145 in and tap yourself when you drive out. 00:24:29.547 --> 00:24:30.768 And then eventually you'll 00:24:30.788 --> 00:24:31.828 be able to tell your guys like, Hey, 00:24:31.848 --> 00:24:33.150 that shouldn't have taken 20 minutes. 00:24:33.170 --> 00:24:33.951 Well, it took 20 minutes. 00:24:33.971 --> 00:24:34.391 Well, why? 00:24:35.230 --> 00:24:36.652 or we stopped and you know 00:24:36.672 --> 00:24:37.392 smoked a joke with the 00:24:37.412 --> 00:24:38.892 trash master talk to the 00:24:38.932 --> 00:24:40.913 loader or the scale was 00:24:40.932 --> 00:24:41.772 down right there might be a 00:24:41.813 --> 00:24:43.513 legitimate reason and yet 00:24:43.534 --> 00:24:44.273 you're like hey I know it 00:24:44.294 --> 00:24:45.335 should take seven minutes 00:24:45.734 --> 00:24:47.095 because you track 50 stops 00:24:47.115 --> 00:24:47.976 of the transportation and 00:24:47.996 --> 00:24:48.796 that's how long it normally 00:24:48.816 --> 00:24:50.957 takes right I don't I don't 00:24:51.517 --> 00:24:52.876 count that as time for the 00:24:52.916 --> 00:24:54.057 customer oh no not time for 00:24:54.077 --> 00:24:54.897 the customer that's a hard 00:24:54.917 --> 00:24:56.959 lesson learned this year uh 00:24:57.058 --> 00:25:00.039 or the first year is oh man like 00:25:00.652 --> 00:25:01.732 I go to the wrong transfer 00:25:01.752 --> 00:25:03.153 station in the wrong city 00:25:03.193 --> 00:25:03.934 at the wrong time, 00:25:04.115 --> 00:25:06.135 and I am there for 45 minutes. 00:25:06.277 --> 00:25:06.616 Oh, yeah. 00:25:06.896 --> 00:25:08.417 Oh, yeah. 00:25:08.458 --> 00:25:08.919 There's a couple. 00:25:10.119 --> 00:25:11.039 Not forgiving at all. 00:25:11.361 --> 00:25:11.681 Yeah. 00:25:13.382 --> 00:25:14.282 We don't go to the landfill 00:25:14.343 --> 00:25:15.304 nearly as much as most 00:25:15.344 --> 00:25:16.163 junkable companies. 00:25:16.224 --> 00:25:18.385 I mean, I run four to six trucks a day, 00:25:18.425 --> 00:25:19.126 and I might go to the 00:25:19.166 --> 00:25:21.709 landfill once or twice in a day, max. 00:25:22.108 --> 00:25:22.869 That's with six trucks 00:25:22.930 --> 00:25:23.971 banging out anywhere 00:25:23.990 --> 00:25:25.592 between eight and 12 trailers. 00:25:27.093 --> 00:25:27.413 Wow. 00:25:27.554 --> 00:25:28.554 Yeah, what's your setup, Matt? 00:25:28.574 --> 00:25:28.994 Sorry to ask. 00:25:31.324 --> 00:25:32.545 I don't know if y'all can see the picture. 00:25:33.806 --> 00:25:36.607 When I was doing my planning, 00:25:37.388 --> 00:25:39.310 I was on looking for a 00:25:39.351 --> 00:25:41.172 commercial truck and I knew 00:25:41.231 --> 00:25:43.013 that I did not want a truck 00:25:43.054 --> 00:25:44.134 and trailer set up because 00:25:44.154 --> 00:25:45.296 I would have to go buy a 00:25:45.875 --> 00:25:47.917 truck and a trailer. 00:25:48.298 --> 00:25:50.039 And I'm like, yeah, for that money, 00:25:50.059 --> 00:25:51.300 I don't want that. 00:25:51.381 --> 00:25:54.144 So I actually went down to Raleigh, 00:25:54.183 --> 00:25:55.525 North Carolina and 00:25:56.431 --> 00:25:57.632 There's a company down there 00:25:57.711 --> 00:25:59.492 that is co-owned by JRA. 00:26:00.294 --> 00:26:01.354 I actually bought one of 00:26:01.394 --> 00:26:05.737 their 2009 Isuzu NRRs that 00:26:05.777 --> 00:26:07.798 had the setup already and the color. 00:26:07.817 --> 00:26:09.599 There you go. 00:26:09.880 --> 00:26:12.080 Their color scheme was exactly like mine. 00:26:13.862 --> 00:26:15.022 So, yeah. 00:26:15.303 --> 00:26:16.963 I mean, so all in, 00:26:17.125 --> 00:26:21.760 first truck was just that $15,000. 00:26:21.760 --> 00:26:22.040 Oh, wow. 00:26:22.101 --> 00:26:22.260 Yeah. 00:26:22.721 --> 00:26:23.162 Yeah. 00:26:23.221 --> 00:26:24.442 If you can start with 00:26:24.442 --> 00:26:25.803 $15,000 and banging jobs, 00:26:25.883 --> 00:26:26.624 you're in good shape. 00:26:27.183 --> 00:26:28.244 And I was banging jobs. 00:26:28.305 --> 00:26:30.385 I mean, month three, 00:26:30.506 --> 00:26:32.227 I was... I think I did 00:26:32.227 --> 00:26:34.087 $17,000 March 2023. 00:26:34.087 --> 00:26:35.409 Oh, yeah. 00:26:36.368 --> 00:26:37.269 And... Hell, yeah. 00:26:37.950 --> 00:26:41.112 I just got a memory on Facebook that today, 00:26:41.311 --> 00:26:42.071 eight years ago, 00:26:42.353 --> 00:26:43.752 was when I got my first dump trailer. 00:26:44.374 --> 00:26:44.753 There you go. 00:26:44.933 --> 00:26:46.394 Or when I actually got it 00:26:46.434 --> 00:26:47.635 built up the third time. 00:26:47.796 --> 00:26:48.215 My bad. 00:26:49.477 --> 00:26:49.777 Yeah. 00:26:49.797 --> 00:26:49.876 So... 00:26:50.939 --> 00:26:52.579 So what did you do total 00:26:52.640 --> 00:26:53.421 revenue last year? 00:26:53.441 --> 00:26:53.421 $107,000. 00:26:54.281 --> 00:26:56.063 Oh, wow. 00:26:56.163 --> 00:26:58.945 So that $17,000 in March was, I mean, 00:27:00.146 --> 00:27:01.428 it's 15% of revenue on the year. 00:27:02.288 --> 00:27:02.828 Right. 00:27:03.048 --> 00:27:03.548 I did $107,000. 00:27:03.670 --> 00:27:04.971 Yep. 00:27:05.810 --> 00:27:08.093 My mistakes cost me almost 00:27:08.093 --> 00:27:08.894 $100,000 itself. 00:27:09.614 --> 00:27:13.057 Like not knowing and getting 00:27:13.156 --> 00:27:17.421 into these networking and 00:27:17.760 --> 00:27:18.642 what they call B&Is. 00:27:19.001 --> 00:27:19.082 Yep. 00:27:20.599 --> 00:27:21.780 better business bureau 00:27:21.961 --> 00:27:23.261 everybody wants to call you 00:27:23.342 --> 00:27:24.142 once your business is 00:27:24.362 --> 00:27:26.022 registered oh yeah oh yeah 00:27:26.304 --> 00:27:28.144 and you know advertise here 00:27:28.224 --> 00:27:29.204 advertise there I'm like 00:27:31.906 --> 00:27:34.048 yeah no the uh yeah angie's 00:27:34.087 --> 00:27:36.210 list yeah there's so I'm in 00:27:36.230 --> 00:27:37.329 the better business bureau 00:27:37.611 --> 00:27:38.830 it does help with your seo 00:27:38.911 --> 00:27:40.092 once you have a good 00:27:40.112 --> 00:27:41.093 looking website that's 00:27:41.133 --> 00:27:43.153 rocking and rolling uh yeah 00:27:43.173 --> 00:27:46.135 we're in a bni um I am not in the bni i 00:27:46.971 --> 00:27:48.232 A former employee of mine 00:27:48.252 --> 00:27:49.512 signed up for it and prepaid for it. 00:27:49.532 --> 00:27:51.394 So we're in it for the next six months. 00:27:51.534 --> 00:27:52.775 It's netted some results. 00:27:53.855 --> 00:27:54.875 Nothing great. 00:27:54.915 --> 00:27:57.696 I do not advocate for B&Is by any means. 00:27:59.798 --> 00:28:00.637 It works for some. 00:28:01.679 --> 00:28:01.898 Correct. 00:28:02.118 --> 00:28:03.220 Some people absolutely swear 00:28:03.240 --> 00:28:03.940 by their B&Is. 00:28:05.300 --> 00:28:06.401 It's not a good use of my time. 00:28:07.241 --> 00:28:08.241 All right. 00:28:08.808 --> 00:28:13.530 So your top line revenue was $107,000, 00:28:13.530 --> 00:28:15.632 and you had $100,000 in 00:28:15.832 --> 00:28:18.413 operating expenses and cost of goods sold, 00:28:18.512 --> 00:28:18.833 essentially. 00:28:18.873 --> 00:28:19.473 Is that accurate? 00:28:20.653 --> 00:28:22.315 Give or take, yes. 00:28:22.795 --> 00:28:25.096 You had a break-even year. 00:28:26.056 --> 00:28:28.396 It was, and I consider it, 00:28:28.696 --> 00:28:31.137 and I look at it as a big picture. 00:28:31.419 --> 00:28:32.778 It was a win for me because 00:28:32.858 --> 00:28:34.779 even though I spent some 00:28:34.839 --> 00:28:36.141 money that I probably 00:28:36.201 --> 00:28:37.181 looked back and shouldn't have, 00:28:37.971 --> 00:28:38.913 you can't pay for that 00:28:39.012 --> 00:28:40.973 education for the losses 00:28:40.993 --> 00:28:43.375 you took is to me is just an education. 00:28:44.556 --> 00:28:45.537 Yeah, no, you, you correct. 00:28:45.557 --> 00:28:47.238 You spent the money and now, 00:28:47.258 --> 00:28:48.259 now you will not spend the 00:28:48.298 --> 00:28:49.118 money again or you will 00:28:49.138 --> 00:28:49.779 spend the money again, 00:28:49.859 --> 00:28:51.060 given how it worked out. 00:28:51.080 --> 00:28:51.441 All right. 00:28:52.501 --> 00:28:54.722 What, uh, I will say this, Matt, 00:28:54.903 --> 00:28:55.844 the one thing I was taught 00:28:55.923 --> 00:28:58.325 in my first year was when you spend money, 00:28:58.384 --> 00:28:59.125 that's the year to do it 00:29:00.106 --> 00:29:02.208 because as far as setting up goes, 00:29:02.248 --> 00:29:03.528 equipment goes, um, 00:29:04.441 --> 00:29:05.201 that first year is very 00:29:05.261 --> 00:29:06.583 critical because you also 00:29:06.623 --> 00:29:09.664 learn what doesn't work for you. 00:29:09.845 --> 00:29:10.846 What doesn't work for you in 00:29:10.865 --> 00:29:12.267 year one doesn't mean it 00:29:12.307 --> 00:29:13.326 won't work in year three. 00:29:14.827 --> 00:29:15.548 We can get to that later, 00:29:15.608 --> 00:29:16.869 but the cool thing about 00:29:16.890 --> 00:29:18.711 year one is year three 00:29:18.730 --> 00:29:20.071 starts to look similar 00:29:20.692 --> 00:29:21.833 because you're now 00:29:21.893 --> 00:29:23.134 revisiting certain things. 00:29:24.115 --> 00:29:25.174 The first year, 00:29:25.194 --> 00:29:26.695 I look at that as the most 00:29:27.557 --> 00:29:29.518 impressionable and valuable 00:29:29.959 --> 00:29:30.778 part of the business. 00:29:31.259 --> 00:29:31.759 Like you said, 00:29:32.385 --> 00:29:33.786 You broke even even if you 00:29:33.846 --> 00:29:34.846 made a little bit of a loss. 00:29:35.727 --> 00:29:36.886 That's your biggest learning 00:29:37.547 --> 00:29:38.688 experience was that first year. 00:29:38.708 --> 00:29:39.228 Now you're like, hey, 00:29:39.288 --> 00:29:40.087 I'm ready to hit your two 00:29:40.107 --> 00:29:43.288 in the mouth and and learn from those. 00:29:43.669 --> 00:29:44.909 Those are not really mistakes. 00:29:45.169 --> 00:29:46.670 Just make small adjustments. 00:29:46.970 --> 00:29:47.150 Right. 00:29:47.869 --> 00:29:48.130 Right. 00:29:48.750 --> 00:29:50.711 And word of mouth is now setting in. 00:29:51.711 --> 00:29:52.151 Exactly. 00:29:52.671 --> 00:29:54.731 So January this year. 00:29:56.243 --> 00:29:58.104 I decided, well, at the end of December, 00:29:58.124 --> 00:30:00.704 I decided like I'm done paying for leads. 00:30:01.305 --> 00:30:03.506 I tried a few different lead generators, 00:30:03.566 --> 00:30:06.125 not Angie's list ever, but I'm like, 00:30:06.145 --> 00:30:06.566 you know what? 00:30:06.625 --> 00:30:07.885 I'm not paying for this no more. 00:30:08.586 --> 00:30:09.807 And I don't know what happened, 00:30:10.126 --> 00:30:11.987 but I started getting 00:30:12.047 --> 00:30:14.028 blasted in January to where 00:30:14.087 --> 00:30:15.307 January was the most 00:30:15.428 --> 00:30:17.248 profitable month this year 00:30:18.008 --> 00:30:19.588 of all the months I've been in business. 00:30:20.548 --> 00:30:20.848 Oh yeah. 00:30:21.989 --> 00:30:24.130 That's so we actually used 00:30:24.150 --> 00:30:25.569 to do home advisor for a little bit, 00:30:25.609 --> 00:30:25.769 right? 00:30:26.701 --> 00:30:28.762 And then we turned it off, 00:30:29.282 --> 00:30:30.144 but we would keep it in our 00:30:30.163 --> 00:30:32.464 back pocket for just random 00:30:32.505 --> 00:30:33.685 times where business would 00:30:33.705 --> 00:30:34.866 just kind of fall flat. 00:30:35.787 --> 00:30:37.028 And we would turn it back on and be like, 00:30:37.067 --> 00:30:38.088 all right, let's see what happens. 00:30:38.348 --> 00:30:39.069 We never liked it. 00:30:39.849 --> 00:30:42.071 We used it for what it was 00:30:42.112 --> 00:30:43.712 worth and it wasn't that much. 00:30:43.752 --> 00:30:45.294 But yeah, that first year in business, 00:30:45.314 --> 00:30:46.855 you're doing everything to 00:30:46.914 --> 00:30:47.875 figure out what works. 00:30:48.576 --> 00:30:51.077 So the word of mouth is huge. 00:30:51.198 --> 00:30:52.778 And especially with your talent. 00:30:52.818 --> 00:30:53.500 I don't know how far... 00:30:54.317 --> 00:30:55.657 one end to the other end is 00:30:55.718 --> 00:30:57.278 for you how far of a drive 00:30:57.778 --> 00:30:58.719 if you were to maximize 00:30:58.739 --> 00:31:00.960 your your area how far of a 00:31:01.019 --> 00:31:03.560 gap is that well I cover 00:31:03.621 --> 00:31:04.621 all of hampton roads 00:31:05.760 --> 00:31:07.801 because I am not I'm not a 00:31:07.862 --> 00:31:09.021 franchise I don't want to 00:31:09.041 --> 00:31:10.481 be a franchise but I did 00:31:10.602 --> 00:31:12.063 want to cover what they 00:31:12.103 --> 00:31:14.442 cover and I cover virginia 00:31:14.482 --> 00:31:16.243 beach norfolk chesapeake 00:31:17.364 --> 00:31:19.345 suffolk uh it's 25 mile an 00:31:19.384 --> 00:31:20.585 hour 25 mile radius all together okay 00:31:24.807 --> 00:31:25.288 Okay, cool. 00:31:25.307 --> 00:31:27.388 So you're not spreading yourself too thin. 00:31:27.409 --> 00:31:27.630 I mean, 00:31:27.650 --> 00:31:28.891 the reason I ask that is because 00:31:28.931 --> 00:31:30.332 even with the franchise model, 00:31:30.352 --> 00:31:30.972 the good thing that it 00:31:31.012 --> 00:31:33.234 taught me was aim small, miss small. 00:31:34.115 --> 00:31:36.217 And for us, for instance, 00:31:36.237 --> 00:31:36.958 the last thing we wanted to 00:31:36.998 --> 00:31:37.959 do was drive an hour for a 00:31:38.019 --> 00:31:40.441 couch and spend all that 00:31:40.480 --> 00:31:41.721 money and time driving back 00:31:41.741 --> 00:31:42.303 at the end of the day. 00:31:43.144 --> 00:31:45.425 But at the same time, saturation is key. 00:31:46.154 --> 00:31:48.237 So if you have a smaller area, 00:31:48.737 --> 00:31:49.678 the likelihood of people 00:31:49.718 --> 00:31:50.719 seeing you multiple times 00:31:50.798 --> 00:31:54.001 per day increased significantly versus, 00:31:54.021 --> 00:31:54.122 hey, 00:31:54.142 --> 00:31:55.643 I'm going to try to hit a three counts. 00:31:56.002 --> 00:31:58.744 You know, that's really that's why I ask. 00:31:59.526 --> 00:32:01.106 Well, I I schedule. 00:32:01.146 --> 00:32:02.489 So if I know I'm going to be 00:32:02.628 --> 00:32:05.810 out further and it's a couch removal, 00:32:06.311 --> 00:32:07.492 I will schedule multiple 00:32:07.532 --> 00:32:09.634 jobs that day in that 00:32:09.693 --> 00:32:11.596 general area because we're 00:32:11.635 --> 00:32:13.597 lucky that we have transfer 00:32:13.617 --> 00:32:15.118 stations in every city. 00:32:16.223 --> 00:32:19.244 I can even pick up hazard materials, 00:32:19.545 --> 00:32:19.924 paints. 00:32:20.605 --> 00:32:21.625 I can pick up the stuff that 00:32:21.684 --> 00:32:22.945 normally the other ones 00:32:22.986 --> 00:32:23.965 don't pick up because 00:32:24.006 --> 00:32:26.386 there's a landfill that I 00:32:26.426 --> 00:32:27.906 can go to that they 00:32:27.946 --> 00:32:29.267 separate it and they accept 00:32:29.307 --> 00:32:30.468 it all and they don't 00:32:30.548 --> 00:32:31.387 penalize you for it. 00:32:32.367 --> 00:32:33.028 That's interesting. 00:32:34.388 --> 00:32:39.990 Like a 55-gallon barrel of oil. 00:32:40.029 --> 00:32:40.430 For me, 00:32:40.710 --> 00:32:41.971 all of our landfills and transfer 00:32:41.990 --> 00:32:43.871 stations were on the outer rim of 00:32:44.473 --> 00:32:46.355 of my area because my area 00:32:46.375 --> 00:32:47.214 was big suburbia, 00:32:47.535 --> 00:32:49.055 just a ton of suburban areas. 00:32:49.996 --> 00:32:51.195 So we would have to kind of 00:32:51.236 --> 00:32:54.037 pie it off after a certain, you know, 00:32:54.096 --> 00:32:56.237 highway or road, we're going to this one. 00:32:57.096 --> 00:32:58.018 We have these options, 00:32:58.278 --> 00:32:59.637 but we also knew which 00:32:59.718 --> 00:33:02.459 transfer station timing, uh, 00:33:02.499 --> 00:33:03.058 are the times, 00:33:03.078 --> 00:33:04.398 the best times to go to though. 00:33:04.439 --> 00:33:04.900 Like some, 00:33:04.940 --> 00:33:05.579 like we had this one 00:33:05.599 --> 00:33:06.660 transportation called menace. 00:33:07.220 --> 00:33:08.259 You're there first thing in the morning, 00:33:08.279 --> 00:33:09.361 you're screwed because 00:33:09.381 --> 00:33:10.300 you're waiting on everyone 00:33:10.320 --> 00:33:11.121 who was there from last 00:33:11.161 --> 00:33:12.061 night and got kicked out. 00:33:12.622 --> 00:33:13.162 So you're probably waiting 00:33:13.182 --> 00:33:13.741 an hour and a half. 00:33:14.525 --> 00:33:15.526 But if you go to about 10 00:33:15.526 --> 00:33:16.586 o'clock right before lunch, 00:33:17.066 --> 00:33:17.707 smooth sailing. 00:33:18.386 --> 00:33:19.508 And then right before it closes, 00:33:19.708 --> 00:33:20.087 you're done. 00:33:20.387 --> 00:33:22.568 So it's like that first year 00:33:22.608 --> 00:33:23.890 is when you learn all that. 00:33:24.589 --> 00:33:25.490 Same thing with the landfill. 00:33:26.010 --> 00:33:27.771 Which landfills are best to 00:33:27.811 --> 00:33:30.512 go to and at what points of the day? 00:33:30.532 --> 00:33:32.493 Because, you know, for us, 00:33:32.534 --> 00:33:33.154 we would actually, 00:33:33.295 --> 00:33:34.454 we hate bringing trucks 00:33:34.776 --> 00:33:35.996 full back to the yard. 00:33:36.016 --> 00:33:37.317 I mean, everybody hates that. 00:33:38.017 --> 00:33:38.897 But sometimes it happens. 00:33:39.518 --> 00:33:40.238 So then you're like, okay, 00:33:40.298 --> 00:33:41.138 what crew do I really want 00:33:41.159 --> 00:33:42.359 to send to this landfill 00:33:42.400 --> 00:33:43.200 first thing in the morning? 00:33:44.234 --> 00:33:44.454 Right. 00:33:44.535 --> 00:33:46.435 So yeah, that's, that's, 00:33:46.455 --> 00:33:47.277 that's interesting. 00:33:47.297 --> 00:33:48.616 You can take paint and all that stuff too, 00:33:48.656 --> 00:33:50.137 because that's one thing we 00:33:50.157 --> 00:33:50.778 never messed with. 00:33:50.818 --> 00:33:51.739 We didn't want to mess with it. 00:33:51.898 --> 00:33:52.398 We didn't want to get a 00:33:52.439 --> 00:33:53.759 hazmat handler's license or 00:33:53.779 --> 00:33:54.319 anything like that. 00:33:55.641 --> 00:33:55.840 Yeah. 00:33:55.881 --> 00:33:56.701 I just thought it was 00:33:56.761 --> 00:33:57.682 something different that 00:33:57.701 --> 00:33:58.603 could set me apart. 00:33:59.182 --> 00:34:00.503 And I'm working on getting a 00:34:00.564 --> 00:34:01.523 certification through 00:34:01.584 --> 00:34:03.545 Virginia for asbestos removal. 00:34:04.645 --> 00:34:04.766 Oh, 00:34:05.326 --> 00:34:07.567 and that'll open up some different doors. 00:34:08.807 --> 00:34:10.588 And I've done a lot of demolition. 00:34:11.349 --> 00:34:13.590 So I advertise light demo, hot tubs, 00:34:15.614 --> 00:34:18.434 I probably did 12 sheds in the first six, 00:34:18.474 --> 00:34:19.076 seven months. 00:34:19.275 --> 00:34:23.056 I've done probably 10 to 15 hot subs. 00:34:23.376 --> 00:34:24.838 The biggest one was the swim 00:34:24.878 --> 00:34:26.157 spa in the middle of August 00:34:26.197 --> 00:34:27.318 when it was 100 degrees here. 00:34:29.159 --> 00:34:31.619 And it's just, to me, 00:34:32.599 --> 00:34:33.701 you want to get in and get 00:34:33.820 --> 00:34:35.521 out and still make sure the 00:34:35.581 --> 00:34:37.181 customer feels the most important. 00:34:38.001 --> 00:34:39.382 But there's some days where 00:34:39.443 --> 00:34:40.182 I know I don't have 00:34:40.242 --> 00:34:41.623 anything lined up and I 00:34:41.684 --> 00:34:42.744 will take my time. 00:34:43.552 --> 00:34:44.432 Because it's something I 00:34:44.472 --> 00:34:45.733 maybe didn't do before. 00:34:46.074 --> 00:34:47.894 And I want to learn, okay, 00:34:47.914 --> 00:34:49.476 if I do it this way, it took forever. 00:34:49.536 --> 00:34:51.976 If I do it this way, it's more efficient. 00:34:52.797 --> 00:34:55.458 And I've gotten so many 00:34:55.538 --> 00:34:56.918 customers just from 00:34:57.039 --> 00:34:58.340 referrals from doing hot 00:34:58.380 --> 00:35:00.501 tubs and sheds and even the 00:35:00.601 --> 00:35:02.561 small single item pickups. 00:35:03.501 --> 00:35:03.621 Well, 00:35:03.641 --> 00:35:05.083 it gives you an opportunity to 00:35:05.922 --> 00:35:07.003 converse with that customer. 00:35:07.023 --> 00:35:08.023 You can talk to them a little bit. 00:35:08.748 --> 00:35:08.969 You know, 00:35:08.989 --> 00:35:10.710 like we had veterans stamped on 00:35:10.769 --> 00:35:11.969 our trucks, right? 00:35:12.389 --> 00:35:12.869 Veteran owned. 00:35:13.550 --> 00:35:14.331 I'm not ashamed of that. 00:35:14.490 --> 00:35:14.610 Hell, 00:35:14.630 --> 00:35:16.231 that was a huge lead generation for me. 00:35:17.010 --> 00:35:17.871 And you'd always get that 00:35:18.032 --> 00:35:19.512 old-timey vet who would 00:35:19.532 --> 00:35:20.152 want to talk to you. 00:35:20.532 --> 00:35:21.532 So on some of the jobs, 00:35:22.152 --> 00:35:24.112 while my brother or whoever was working, 00:35:24.132 --> 00:35:25.773 I was talking to the homeowner, 00:35:26.434 --> 00:35:27.554 chiming up conversation 00:35:28.173 --> 00:35:29.815 because that's building that rapport. 00:35:30.494 --> 00:35:31.954 And they understood that. 00:35:31.994 --> 00:35:33.436 Like my brother or whoever was working, 00:35:33.456 --> 00:35:34.775 they understood that because guess what? 00:35:34.795 --> 00:35:35.576 That same guy is going to be 00:35:35.596 --> 00:35:36.096 calling me back. 00:35:36.315 --> 00:35:37.137 Yeah, I know this guy. 00:35:37.177 --> 00:35:37.597 He's a vet. 00:35:37.637 --> 00:35:38.016 He's cool. 00:35:39.047 --> 00:35:39.487 So, yeah, I mean, 00:35:39.507 --> 00:35:41.489 those days you don't take for granted. 00:35:41.929 --> 00:35:42.708 You take your time, 00:35:43.570 --> 00:35:44.889 do your research with the customer, 00:35:44.929 --> 00:35:46.851 and try to keep them in 00:35:47.271 --> 00:35:48.190 your books for the next one. 00:35:49.170 --> 00:35:51.231 And I reach out, like, for the holidays. 00:35:51.791 --> 00:35:53.373 Are you still banging jobs yourself, Matt, 00:35:53.452 --> 00:35:55.893 or you got a telper or a second guy? 00:35:55.954 --> 00:35:57.014 That's a great question. 00:35:57.094 --> 00:35:58.934 So, yes, it's me. 00:35:59.914 --> 00:36:01.355 I love driving this dump truck. 00:36:01.996 --> 00:36:03.155 I feel like a little kid again. 00:36:04.532 --> 00:36:05.492 I drove dump trucks in the 00:36:05.512 --> 00:36:06.893 Marine Corps my first couple years, 00:36:07.693 --> 00:36:09.653 and it's too fun for me. 00:36:11.494 --> 00:36:13.454 But I use an app, 00:36:14.434 --> 00:36:15.315 a company that has an 00:36:15.414 --> 00:36:16.916 application for day labor. 00:36:17.356 --> 00:36:19.556 They invoice you for whatever. 00:36:20.277 --> 00:36:21.556 You can put it on there. 00:36:21.996 --> 00:36:22.317 It is. 00:36:23.938 --> 00:36:25.938 That has saved me a lot. 00:36:26.217 --> 00:36:26.657 You like it? 00:36:26.978 --> 00:36:27.639 Bacon. 00:36:28.798 --> 00:36:30.059 Oh, we talked about it. 00:36:30.119 --> 00:36:30.398 Yeah. 00:36:30.818 --> 00:36:31.860 Remember my boy back in the 00:36:31.880 --> 00:36:33.019 day at the Venganos Project? 00:36:34.210 --> 00:36:36.451 Yeah, we used those cats. 00:36:37.251 --> 00:36:38.112 I remember that now. 00:36:39.032 --> 00:36:40.172 The fact that you can see 00:36:40.193 --> 00:36:41.492 the reviews of how they did 00:36:41.572 --> 00:36:42.373 at other companies. 00:36:43.373 --> 00:36:44.855 We should have him on the podcast. 00:36:44.974 --> 00:36:45.635 You know that cat. 00:36:45.655 --> 00:36:47.275 I don't know if he's still there. 00:36:47.295 --> 00:36:47.956 I don't know. 00:36:47.976 --> 00:36:50.356 It's been two, three years. 00:36:50.416 --> 00:36:54.978 Bacon at the time was very early on. 00:36:55.079 --> 00:36:56.860 We were introduced to it. 00:36:56.960 --> 00:36:57.880 It didn't work for shit. 00:36:57.920 --> 00:36:59.581 I shouldn't say it didn't work for shit. 00:36:59.860 --> 00:37:01.041 It worked in one or two areas, 00:37:01.081 --> 00:37:02.782 but it wasn't nationwide by 00:37:02.862 --> 00:37:03.583 anything at the time. 00:37:04.338 --> 00:37:04.918 Yeah, hit up. 00:37:04.958 --> 00:37:05.297 There we go. 00:37:05.318 --> 00:37:06.278 Put that on your list, Casey. 00:37:06.298 --> 00:37:07.079 Guess we want this year. 00:37:09.280 --> 00:37:10.400 I've actually referred. 00:37:12.541 --> 00:37:13.782 I do like making a lot. 00:37:13.902 --> 00:37:16.583 It's bigger jobs, small jobs. 00:37:16.684 --> 00:37:19.605 I do have one person that 00:37:19.664 --> 00:37:21.545 works a regular job, 00:37:22.246 --> 00:37:23.806 and then on his days off, 00:37:23.867 --> 00:37:24.626 like every Sunday, 00:37:24.666 --> 00:37:26.668 he'll send me his schedule, 00:37:26.987 --> 00:37:28.309 and I know every Wednesday 00:37:28.469 --> 00:37:29.530 or Friday he's off, 00:37:30.070 --> 00:37:31.469 and I'll schedule bigger 00:37:31.510 --> 00:37:32.490 jobs for those days. 00:37:36.846 --> 00:37:37.206 All right. 00:37:37.286 --> 00:37:38.166 I like it. 00:37:38.186 --> 00:37:38.907 Let me ask you a question. 00:37:38.927 --> 00:37:41.887 I know it's for – oh, go ahead, Andy. 00:37:42.568 --> 00:37:43.909 I never ran a truck by myself. 00:37:43.969 --> 00:37:44.969 I'm my brother day one, 00:37:45.009 --> 00:37:45.969 and we always had employees. 00:37:47.150 --> 00:37:48.331 So that first year of the 00:37:48.351 --> 00:37:49.590 truck of banging jobs by yourself, 00:37:49.610 --> 00:37:50.251 I've never experienced that. 00:37:50.271 --> 00:37:50.751 Oh, I shouldn't say that. 00:37:51.052 --> 00:37:52.791 I experienced that back in 2009. 00:37:55.132 --> 00:37:55.994 Then I really wasn't going 00:37:56.014 --> 00:37:57.094 to house as much. 00:37:58.193 --> 00:37:58.474 Back then, 00:37:58.494 --> 00:37:59.295 I was picking up scrap on the 00:37:59.315 --> 00:37:59.675 side of the road. 00:38:00.692 --> 00:38:01.333 Although I did have this 00:38:01.393 --> 00:38:02.393 crackhead Tyrone I would 00:38:02.414 --> 00:38:03.173 pick up every now and then. 00:38:05.135 --> 00:38:06.376 Tyrone, I used to pay that. 00:38:06.456 --> 00:38:07.057 I remember there was one 00:38:07.077 --> 00:38:08.199 time he worked for me all day, 00:38:09.280 --> 00:38:10.601 and he needed new pants. 00:38:10.860 --> 00:38:14.625 So I paid him $20, a large pizza, 00:38:14.664 --> 00:38:15.545 a bucket of chicken, 00:38:15.646 --> 00:38:16.726 and four pairs of jeans 00:38:17.407 --> 00:38:18.128 that I had got off. 00:38:18.407 --> 00:38:19.028 I had got somewhere. 00:38:19.048 --> 00:38:19.429 I don't even know. 00:38:19.449 --> 00:38:21.030 And it was like the greatest day ever. 00:38:21.070 --> 00:38:23.251 I made like $300 in scrap. 00:38:23.311 --> 00:38:25.034 I was happy, and it cost me, you know. 00:38:25.614 --> 00:38:27.635 That was back when you get a 00:38:27.976 --> 00:38:29.416 large cheese and pepperoni 00:38:29.496 --> 00:38:30.717 and it made us eight pieces 00:38:30.737 --> 00:38:32.097 of chicken for like $19.95. 00:38:32.097 --> 00:38:32.436 Yeah, 00:38:33.438 --> 00:38:36.298 it cost me $40 and four pairs of jeans. 00:38:36.759 --> 00:38:37.739 And I made like $250, $300. 00:38:37.838 --> 00:38:39.300 It was like the greatest day 00:38:39.360 --> 00:38:40.860 ever of Scrabble. 00:38:41.460 --> 00:38:41.719 Hot? 00:38:41.800 --> 00:38:42.481 What the hell happened? 00:38:45.320 --> 00:38:46.081 He muted himself. 00:38:46.262 --> 00:38:48.061 It was that good of a cup of coffee. 00:38:48.081 --> 00:38:48.762 He muted himself. 00:38:49.543 --> 00:38:49.782 Wow. 00:38:50.476 --> 00:38:53.217 If he didn't fall out of his chair. 00:38:54.197 --> 00:38:55.318 For people watching at home, 00:38:55.378 --> 00:38:56.619 Casey just had a minor 00:38:56.719 --> 00:38:57.679 aneurysm in the face. 00:38:59.021 --> 00:38:59.822 And then he muted himself. 00:38:59.842 --> 00:39:01.302 I don't know what he's doing. 00:39:01.822 --> 00:39:02.402 There we go. 00:39:02.422 --> 00:39:02.963 She set me up. 00:39:04.985 --> 00:39:05.465 There you go. 00:39:05.505 --> 00:39:06.204 You got a nice wife bringing 00:39:06.244 --> 00:39:08.646 you a cup of coffee and 00:39:08.666 --> 00:39:10.208 then she tries to kill you. 00:39:10.228 --> 00:39:11.307 Well, she's mad at me. 00:39:11.327 --> 00:39:11.387 Why? 00:39:11.467 --> 00:39:12.969 Because we're having a good time? 00:39:20.927 --> 00:39:22.088 I asked her for a cup of coffee. 00:39:22.969 --> 00:39:23.648 Have you ever thought about 00:39:23.688 --> 00:39:24.769 having her on the podcast? 00:39:24.789 --> 00:39:25.630 Would that go over well? 00:39:26.471 --> 00:39:27.411 That's what we should do. 00:39:27.451 --> 00:39:29.432 She should guest host for you someday. 00:39:30.213 --> 00:39:30.893 Now Casey left. 00:39:31.114 --> 00:39:32.695 This is the part of the podcast. 00:39:33.014 --> 00:39:34.655 It's right around the 40-45 minute mark. 00:39:34.675 --> 00:39:35.817 This is where it starts 00:39:35.836 --> 00:39:36.916 falling off the rails. 00:39:37.197 --> 00:39:37.858 We're really good. 00:39:38.137 --> 00:39:38.978 We're normally good. 00:39:39.018 --> 00:39:40.760 We're all business and then 00:39:40.780 --> 00:39:42.340 at some point the ADD kicks in. 00:39:42.360 --> 00:39:43.740 That's the veteran. 00:39:44.402 --> 00:39:45.503 It starts falling off the rails. 00:39:46.963 --> 00:39:48.184 ADD is not kicking in. 00:39:49.144 --> 00:39:49.465 There it is. 00:39:49.795 --> 00:39:49.994 All right. 00:39:50.034 --> 00:39:50.576 What else you got? 00:39:50.695 --> 00:39:52.016 What other questions you got for us, Matt? 00:39:53.356 --> 00:39:54.577 I have a question for Matt real quick. 00:39:55.097 --> 00:39:55.739 Real quick, Matt. 00:39:56.358 --> 00:39:57.059 Yeah, absolutely. 00:39:57.860 --> 00:39:59.061 What is your full truck price? 00:40:00.141 --> 00:40:00.862 Full truck price. 00:40:01.282 --> 00:40:02.003 All right. 00:40:02.242 --> 00:40:02.322 It's 550. 00:40:02.422 --> 00:40:02.902 All right. 00:40:04.744 --> 00:40:05.445 And what are you paying your 00:40:05.485 --> 00:40:07.005 guy when you hire someone else? 00:40:07.025 --> 00:40:09.266 15 to 20. 00:40:10.887 --> 00:40:11.809 Is that billable or is that 00:40:11.829 --> 00:40:12.568 what he's getting paid? 00:40:12.789 --> 00:40:13.530 If you use bacon, 00:40:13.550 --> 00:40:14.871 do you have to do a markup on that? 00:40:15.583 --> 00:40:15.822 Yes. 00:40:16.123 --> 00:40:19.706 So bacon is 15 an hour per, uh, per hour. 00:40:19.965 --> 00:40:20.425 And then, uh, 00:40:21.786 --> 00:40:24.628 the guys getting paid less than 15. 00:40:24.628 --> 00:40:25.130 No, uh, 00:40:25.210 --> 00:40:27.351 they'll get the 15 same day after 00:40:27.371 --> 00:40:27.972 they finish. 00:40:28.331 --> 00:40:31.153 They invoice me for one person, 00:40:31.193 --> 00:40:31.974 like an extra $36. 00:40:31.974 --> 00:40:32.775 So it's, 00:40:37.990 --> 00:40:38.371 It's only, 00:40:38.391 --> 00:40:42.614 I use it for the high dollar jobs, right? 00:40:42.673 --> 00:40:43.653 And if it's commercial, 00:40:43.693 --> 00:40:45.675 my truck price goes to 625, 00:40:45.675 --> 00:40:48.076 which is $25 less than a 00:40:48.416 --> 00:40:51.318 franchise 1-800 type deal. 00:40:53.358 --> 00:40:53.579 Okay. 00:40:54.699 --> 00:40:56.119 So I have two different models, right? 00:40:56.179 --> 00:40:57.641 Commercial and residential. 00:40:58.342 --> 00:40:58.882 Residential, 550. 00:40:58.922 --> 00:40:59.222 Commercial, 625. 00:40:59.282 --> 00:41:01.483 Why is your commercial more? 00:41:06.704 --> 00:41:08.085 I did a job for a warehouse 00:41:09.226 --> 00:41:13.608 and realized the amount of truckloads. 00:41:14.829 --> 00:41:15.168 I'm like, 00:41:15.230 --> 00:41:16.510 that's a lot of work compared to 00:41:16.530 --> 00:41:19.572 the truck and the run to the, uh, 00:41:20.213 --> 00:41:20.713 landfill. 00:41:21.914 --> 00:41:24.175 So for commercial, I just bumped it up. 00:41:25.036 --> 00:41:26.376 I kind of wanted to see what 00:41:26.436 --> 00:41:28.117 the reaction would be for 00:41:28.137 --> 00:41:29.418 the full truck price from 00:41:29.978 --> 00:41:32.681 commercial first versus 00:41:33.101 --> 00:41:34.442 trying that with a residential. 00:41:36.128 --> 00:41:36.869 Residential, 00:41:37.048 --> 00:41:39.250 I found that $550 is a sweet spot. 00:41:42.949 --> 00:41:43.130 Okay. 00:41:43.771 --> 00:41:44.690 Probably sounds crazy. 00:41:44.731 --> 00:41:46.070 That's just me in my first 00:41:46.110 --> 00:41:47.471 year and some change trying 00:41:47.490 --> 00:41:48.692 to figure things out still. 00:41:49.771 --> 00:41:52.192 But I just took... No, no. 00:41:52.632 --> 00:41:55.472 Sometimes there's... We base 00:41:55.512 --> 00:41:56.793 our pricing always on MSW, 00:41:56.813 --> 00:41:58.333 Municipal Solid Ways Household stuff. 00:41:58.914 --> 00:41:59.753 And I've seen commercial 00:41:59.773 --> 00:42:00.994 pricing where it's more or 00:42:01.074 --> 00:42:02.173 commercial pricing where it's less. 00:42:03.315 --> 00:42:03.875 I don't give a shit. 00:42:03.934 --> 00:42:05.175 I'm genuinely curious. 00:42:05.838 --> 00:42:06.480 Yeah. 00:42:06.860 --> 00:42:07.681 I'm still trying to figure 00:42:07.702 --> 00:42:08.302 things out though. 00:42:08.864 --> 00:42:10.387 And generally speaking, 00:42:10.427 --> 00:42:11.248 commercial jobs are going 00:42:11.268 --> 00:42:12.128 to be more weight. 00:42:13.391 --> 00:42:13.512 Um, 00:42:14.010 --> 00:42:16.010 per load because you think 00:42:16.030 --> 00:42:16.871 about it's a lot more heavy 00:42:16.911 --> 00:42:17.871 wood furniture it's a lot 00:42:17.911 --> 00:42:19.931 less textiles generally 00:42:19.972 --> 00:42:20.371 when you're doing 00:42:20.411 --> 00:42:21.152 commercial jobs like 00:42:21.253 --> 00:42:22.592 offices warehouses things 00:42:22.632 --> 00:42:23.913 like that you know it's not 00:42:23.952 --> 00:42:24.793 like you're doing clothes 00:42:24.853 --> 00:42:25.972 and stuff furniture right 00:42:25.992 --> 00:42:27.554 so it's the density is 00:42:27.594 --> 00:42:28.193 there it's gonna be a lot 00:42:28.213 --> 00:42:29.494 more wood now on the flip 00:42:29.534 --> 00:42:30.733 side on the commercial side 00:42:31.255 --> 00:42:32.574 put my feet up uh you end 00:42:32.614 --> 00:42:34.315 up I i see that there's a 00:42:34.434 --> 00:42:36.096 significant more scrap 00:42:36.835 --> 00:42:37.715 coming off commercial so 00:42:37.735 --> 00:42:38.896 like we do commercial work 00:42:38.936 --> 00:42:41.577 we find it more um scrap 00:42:41.836 --> 00:42:42.956 and then also a lot more wood 00:42:43.442 --> 00:42:44.382 per capita than what you 00:42:44.402 --> 00:42:45.882 would do on the residential side. 00:42:46.483 --> 00:42:48.083 That's someone wants to be 00:42:48.103 --> 00:42:48.983 in a pissing match. 00:42:49.003 --> 00:42:49.603 Would you clean out a 00:42:49.623 --> 00:42:50.425 warehouse of clothes? 00:42:50.465 --> 00:42:52.304 Well, that's obviously different, sir. 00:42:53.806 --> 00:42:54.045 You know, 00:42:54.186 --> 00:42:55.106 you don't typically see a lot of 00:42:55.146 --> 00:42:56.226 mattresses and couches and 00:42:56.246 --> 00:42:56.786 things like that on 00:42:56.806 --> 00:42:57.606 commercial properties. 00:42:58.507 --> 00:42:58.708 Right. 00:42:59.228 --> 00:43:01.168 Or associated like condos. 00:43:01.208 --> 00:43:02.028 So that's what, 00:43:02.068 --> 00:43:03.728 that's why I asked why your 00:43:03.768 --> 00:43:04.630 pricing is different. 00:43:06.130 --> 00:43:06.931 Our pricing that we, 00:43:06.951 --> 00:43:08.130 so we have in our all prices, 00:43:08.170 --> 00:43:09.391 all based on residential. 00:43:09.811 --> 00:43:12.112 And then we adjust if needed 00:43:12.172 --> 00:43:13.233 on commercial or we charge, 00:43:14.101 --> 00:43:15.282 extra for hauling if there's 00:43:15.322 --> 00:43:17.523 you know abnormally long 00:43:17.563 --> 00:43:19.043 hallways or elevators or 00:43:19.063 --> 00:43:20.204 you know overnight jobs 00:43:20.244 --> 00:43:22.045 things like that to make 00:43:22.065 --> 00:43:23.605 sure we offset some of our 00:43:23.905 --> 00:43:25.826 additional costs when it's 00:43:25.885 --> 00:43:26.766 not as straightforward as 00:43:26.826 --> 00:43:27.847 residential drunk mobile 00:43:29.686 --> 00:43:31.827 see I you're spot on with 00:43:31.847 --> 00:43:33.268 that one I just did a 00:43:33.307 --> 00:43:34.548 commercial job where it was 00:43:34.668 --> 00:43:38.929 three full loads uh one 00:43:38.969 --> 00:43:40.710 load was six thousand pounds of steel 00:43:42.335 --> 00:43:43.655 Yeah. 00:43:43.735 --> 00:43:45.117 What's your price per ton right now? 00:43:47.038 --> 00:43:48.358 Price per ton at the landfill? 00:43:48.960 --> 00:43:49.300 No, no, no. 00:43:49.340 --> 00:43:50.440 Price per ton at the scrapyard. 00:43:53.862 --> 00:43:55.384 I can only tell you what I got for it. 00:43:55.445 --> 00:43:56.664 I can't remember off the top of my head. 00:43:56.965 --> 00:43:58.646 It changes so often. 00:43:59.027 --> 00:43:59.347 You get about $750, $800? 00:43:59.427 --> 00:43:59.867 It was over $600. 00:44:00.088 --> 00:44:00.288 Okay. 00:44:00.307 --> 00:44:01.028 Yeah, so you're at $200 a ton. 00:44:01.068 --> 00:44:04.990 Yeah, price in our area is $245 a ton. 00:44:10.161 --> 00:44:11.773 So you're at probably $0.10, 00:44:11.773 --> 00:44:12.503 $0.11 a pound then. 00:44:13.184 --> 00:44:14.605 You've always had the higher prices, 00:44:14.704 --> 00:44:15.764 I think, Andy. 00:44:15.784 --> 00:44:20.228 They're more stable. 00:44:20.708 --> 00:44:21.007 Yeah, I mean, 00:44:21.027 --> 00:44:21.509 right now we're at $2.45 a 00:44:21.809 --> 00:44:22.449 ton is pretty good. 00:44:22.509 --> 00:44:23.190 It's $12.25 per pound. 00:44:23.210 --> 00:44:24.610 I've seen it as high as $300. 00:44:24.710 --> 00:44:25.130 My mean is $200. 00:44:25.130 --> 00:44:25.621 $1.80, $200 a ton, so $0.90, 00:44:25.621 --> 00:44:25.990 $0.10 a pound. 00:44:26.572 --> 00:44:27.911 I've also seen it as low as 00:44:27.931 --> 00:44:28.713 a penny a pound. 00:44:29.873 --> 00:44:30.434 I've seen it at 00:44:30.434 --> 00:44:42.514 20 dollars a ton so for me 00:44:42.574 --> 00:44:44.677 anything north of 180 is 00:44:44.757 --> 00:44:46.257 that 180 is the okay we're 00:44:46.418 --> 00:44:47.358 we're in business we're 00:44:47.398 --> 00:44:48.681 making money on it I 00:44:48.701 --> 00:44:49.740 remember during covid it 00:44:49.782 --> 00:44:51.802 was down to 35 a ton I want 00:44:51.842 --> 00:44:53.244 to say for like six weeks 00:44:53.284 --> 00:44:54.746 eight weeks there and then 00:44:54.846 --> 00:44:56.106 and then also on our boxes 00:44:56.166 --> 00:44:57.809 so our boxes are 20 percent 00:44:58.128 --> 00:45:00.351 less 20 to 25 percent less 00:45:01.072 --> 00:45:02.413 um when we do our 30 00:45:02.413 --> 00:45:03.373 yarders or 40 yards because 00:45:03.393 --> 00:45:03.974 they have to pick up the 00:45:04.014 --> 00:45:04.875 fuel and the trucking on 00:45:04.914 --> 00:45:05.835 that obviously and the labor 00:45:06.625 --> 00:45:08.666 And we had it at one point in our boxes. 00:45:08.706 --> 00:45:10.226 We were getting $15 a ton. 00:45:10.786 --> 00:45:12.166 So it was like we had to pay 00:45:12.226 --> 00:45:13.547 for them to ship our scrap. 00:45:14.447 --> 00:45:15.186 So short iron. 00:45:16.387 --> 00:45:17.268 Short iron, yeah. 00:45:17.307 --> 00:45:17.668 Sheet iron. 00:45:17.887 --> 00:45:18.788 Yeah, so sheet iron. 00:45:19.389 --> 00:45:21.588 Yeah, tin, sheet iron, short iron. 00:45:21.708 --> 00:45:23.030 It's $9 every 100 pounds. 00:45:23.730 --> 00:45:26.150 God, you guys in the fucking South, 00:45:26.170 --> 00:45:27.251 you guys can't do fucking that. 00:45:27.271 --> 00:45:27.951 I don't know why they do that. 00:45:28.271 --> 00:45:28.530 It's not $9. 00:45:28.590 --> 00:45:28.751 Oh, yeah, $9. 00:45:28.791 --> 00:45:29.090 Yeah, right. 00:45:29.110 --> 00:45:29.431 $9 shorts. 00:45:29.451 --> 00:45:30.411 Yeah, because you guys call it 100 weight. 00:45:35.751 --> 00:45:36.952 It's like, hey, we're not there. 00:45:37.072 --> 00:45:37.851 I don't know why. 00:45:37.891 --> 00:45:38.371 It's $180 a ton? 00:45:39.193 --> 00:45:39.432 Yes. 00:45:39.773 --> 00:45:40.534 Or, yeah, correct. 00:45:40.614 --> 00:45:40.934 Or it's $0.09 a pound. 00:45:40.954 --> 00:45:41.034 Yeah, 00:45:41.054 --> 00:45:43.195 but why do you have to call it $0.09? 00:45:43.195 --> 00:45:43.514 Yeah, 00:45:43.594 --> 00:45:44.715 I don't know why they have it like this. 00:45:45.036 --> 00:45:45.556 Because they have it at $100. 00:45:45.596 --> 00:45:46.336 That's what they say on this. 00:45:46.356 --> 00:45:47.436 That's what this is. 00:45:47.456 --> 00:45:48.036 I don't know. 00:45:48.056 --> 00:45:48.637 I understand that. 00:45:48.657 --> 00:45:49.557 So down south, 00:45:49.938 --> 00:45:51.018 they have it at the $100 weight, 00:45:51.039 --> 00:45:51.878 which makes no sense. 00:45:52.018 --> 00:45:52.239 I don't. 00:45:52.699 --> 00:45:53.460 It's got to be a reason. 00:45:53.500 --> 00:45:54.221 I want to say it's got 00:45:54.240 --> 00:45:55.121 something to do with cotton 00:45:55.240 --> 00:45:57.021 or the way y'all goddamn English. 00:45:57.141 --> 00:45:57.983 I'm going to Google it right now. 00:45:58.043 --> 00:45:59.764 Why does this say copper is per pound? 00:46:00.103 --> 00:46:01.364 Why does the south use $100 weight? 00:46:04.088 --> 00:46:05.789 I'm going to figure this shit out. 00:46:05.949 --> 00:46:06.268 Here we go. 00:46:06.429 --> 00:46:09.210 I just said... I googled, 00:46:09.489 --> 00:46:11.050 why does the South use 100 weight? 00:46:11.311 --> 00:46:12.610 First article, Time Magazine. 00:46:12.992 --> 00:46:14.592 Why are Southerners so fat? 00:46:15.172 --> 00:46:15.853 Not what I said. 00:46:16.233 --> 00:46:16.833 Not what I said. 00:46:16.893 --> 00:46:18.713 I want to be very clear. 00:46:18.733 --> 00:46:22.635 I know a lot of... I don't 00:46:22.916 --> 00:46:23.655 know where Grant's from, 00:46:23.675 --> 00:46:24.315 but he said he wanted a 00:46:24.335 --> 00:46:25.277 free gym membership. 00:46:25.797 --> 00:46:29.818 That's why... That's why he joined. 00:46:30.458 --> 00:46:31.358 That's why he got into Junk Rule. 00:46:31.378 --> 00:46:32.679 I don't remember where Grant's from. 00:46:32.719 --> 00:46:33.639 We dropped... Fuck. 00:46:33.932 --> 00:46:34.813 How do we pronounce his name? 00:46:35.074 --> 00:46:36.135 We had this down. 00:46:36.155 --> 00:46:37.355 It was super simple. 00:46:38.016 --> 00:46:38.335 Was it? 00:46:39.257 --> 00:46:39.737 Govro. 00:46:40.277 --> 00:46:40.677 Govro. 00:46:41.018 --> 00:46:42.278 So junk removal, 00:46:42.298 --> 00:46:43.039 this is what junk removal 00:46:43.079 --> 00:46:44.219 is in a nutshell, Matt. 00:46:44.260 --> 00:46:45.061 You can tell everybody this. 00:46:45.101 --> 00:46:46.141 This is what I told my employees. 00:46:46.822 --> 00:46:48.222 I go, it's like this. 00:46:49.384 --> 00:46:51.224 It's like CrossFit that you 00:46:51.244 --> 00:46:51.945 get paid to do. 00:46:53.706 --> 00:46:54.927 And the cool thing is, 00:46:55.228 --> 00:46:56.768 if you really wanted to get crazy, 00:46:57.610 --> 00:46:58.289 you could just say, hey, 00:46:58.329 --> 00:46:59.070 he wants to start a, 00:46:59.271 --> 00:47:00.391 or he wants to join a free 00:47:00.452 --> 00:47:02.152 CrossFit program. 00:47:02.652 --> 00:47:03.574 Now you got free employees. 00:47:05.422 --> 00:47:06.543 that's the goal, right? 00:47:07.224 --> 00:47:08.065 How do I convince these 00:47:08.106 --> 00:47:09.507 yahoos that this is a free 00:47:09.588 --> 00:47:10.668 CrossFit program? 00:47:11.130 --> 00:47:12.351 Because that's literally what it is. 00:47:12.471 --> 00:47:15.596 CrossFit, you just get paid to do it. 00:47:15.635 --> 00:47:17.137 Yeah, but us down south, you know, 00:47:17.257 --> 00:47:18.860 IHOP is our gym membership. 00:47:20.302 --> 00:47:22.485 So, you know, we'd rather go to IHOP 00:47:24.027 --> 00:47:24.809 Okay, hold on, hold on. 00:47:24.829 --> 00:47:25.650 Do you have a shop, 00:47:25.670 --> 00:47:27.871 or do you operate at a house? 00:47:27.891 --> 00:47:28.612 100 weight's a real deal. 00:47:28.632 --> 00:47:30.673 100 weight is one word. 00:47:31.074 --> 00:47:31.875 I've never known that. 00:47:31.954 --> 00:47:32.856 I've always called it 100 weight. 00:47:33.115 --> 00:47:33.777 It's a full word. 00:47:34.197 --> 00:47:35.958 So it's a unit of weight, 100 weight, 00:47:36.079 --> 00:47:36.599 all one word. 00:47:36.599 --> 00:47:39.442 100 weight, abbreviated as CWT, 00:47:39.581 --> 00:47:41.403 which makes no sense. 00:47:42.045 --> 00:47:43.545 CWT, whatever. 00:47:43.925 --> 00:47:44.467 Carat watts. 00:47:45.527 --> 00:47:46.789 You're just, whatever. 00:47:47.152 --> 00:47:48.612 It's a standard unit of 00:47:49.074 --> 00:47:50.193 weight or mass used in 00:47:50.333 --> 00:47:51.713 certain commodity markets. 00:47:52.134 --> 00:47:53.375 It's also to be used to 00:47:53.434 --> 00:47:55.094 price smaller shipments of goods. 00:47:55.434 --> 00:47:56.235 In North America, 00:47:56.235 --> 00:47:58.036 100 weight is equal to 100 pounds. 00:47:58.235 --> 00:47:58.695 No shit. 00:47:59.036 --> 00:47:59.856 Here's what's fucked up. 00:48:00.376 --> 00:48:02.476 In the United Kingdom, 100 weight is, 00:48:02.836 --> 00:48:05.057 wait for it, equivalent to 112 pounds. 00:48:05.117 --> 00:48:05.358 No reason. 00:48:09.697 --> 00:48:12.858 originally a stone was 12.5 pound. 00:48:13.278 --> 00:48:14.800 So it's a hundred weight is 00:48:14.860 --> 00:48:16.021 a sensible name for eight 00:48:16.081 --> 00:48:17.061 stones of something. 00:48:17.981 --> 00:48:18.983 Then in the 1300s, 00:48:19.023 --> 00:48:19.762 the Kings changed the 00:48:19.802 --> 00:48:21.204 definition of a stone to be 00:48:21.204 --> 00:48:22.385 14 pounds at a hundred rate, 00:48:22.425 --> 00:48:23.806 therefore became 112 pounds. 00:48:24.887 --> 00:48:25.686 The English, there we go. 00:48:25.726 --> 00:48:26.086 You know what? 00:48:26.146 --> 00:48:27.648 When there's a problem in the world, 00:48:27.909 --> 00:48:28.668 blame the English. 00:48:28.708 --> 00:48:31.731 Like that is, you know, colonization, 00:48:32.311 --> 00:48:36.094 slavery, you know, let's goddamn English. 00:48:37.420 --> 00:48:39.561 You know what? 00:48:39.860 --> 00:48:40.820 I did start talking about 00:48:40.840 --> 00:48:42.581 the English in the South and cotton. 00:48:42.822 --> 00:48:44.222 I was not crazy. 00:48:44.262 --> 00:48:48.603 That was a... I'm going to figure this out, 00:48:48.643 --> 00:48:50.123 why they use it in the South. 00:48:50.364 --> 00:48:51.344 Now that I know what it's called, 00:48:51.583 --> 00:48:52.824 because I just typed in 100 weight, 00:48:52.844 --> 00:48:55.704 like 100 space weight meaning, 00:48:55.965 --> 00:48:57.505 and now apparently there's 00:48:57.545 --> 00:48:58.346 an actual definition. 00:48:58.525 --> 00:48:59.485 So I'm going to look up 100 weight. 00:48:59.505 --> 00:49:00.226 You guys keep talking. 00:49:00.266 --> 00:49:01.286 I'm going to get to the 00:49:01.306 --> 00:49:02.126 bottom of this mystery by 00:49:02.146 --> 00:49:02.646 the end of the show. 00:49:03.148 --> 00:49:05.471 So, Matt, where do you operate out of? 00:49:06.150 --> 00:49:07.072 Your house or a shop? 00:49:08.152 --> 00:49:08.413 House. 00:49:08.632 --> 00:49:09.353 I'm too cheap. 00:49:10.574 --> 00:49:11.074 No, that's fine. 00:49:11.094 --> 00:49:13.317 I'm just curious because I'm 00:49:13.356 --> 00:49:14.277 trying to understand. 00:49:14.958 --> 00:49:15.778 I missed some of the 00:49:15.818 --> 00:49:16.619 conversation because my 00:49:16.659 --> 00:49:17.719 wife poked her head in. 00:49:17.739 --> 00:49:18.260 I was like, hey, 00:49:18.820 --> 00:49:19.561 you burned the shit out of 00:49:19.601 --> 00:49:20.442 my mouth with this coffee. 00:49:20.461 --> 00:49:20.862 And she's like, 00:49:20.902 --> 00:49:22.023 you're welcome for the fucking coffee. 00:49:22.043 --> 00:49:23.023 And I was like, good point. 00:49:23.764 --> 00:49:25.166 Then, you know, 00:49:25.206 --> 00:49:26.746 I'm going to get her on the podcast. 00:49:26.766 --> 00:49:27.588 She wanted to know why. 00:49:28.088 --> 00:49:28.829 But I will say this. 00:49:29.869 --> 00:49:30.989 I was looking at the scrap things. 00:49:31.010 --> 00:49:31.409 I was wondering, 00:49:31.429 --> 00:49:33.451 do you hold any scrap at 00:49:33.471 --> 00:49:34.510 your house right now? 00:49:35.610 --> 00:49:36.391 And if you do, 00:49:37.572 --> 00:49:42.552 how many categories do you have, if any? 00:49:42.992 --> 00:49:43.413 I do not. 00:49:43.873 --> 00:49:45.974 The plan is, yes, I'm going to. 00:49:46.893 --> 00:49:48.373 And I found these containers 00:49:49.255 --> 00:49:51.114 that I can store and 00:49:51.175 --> 00:49:52.835 separate different piles. 00:49:53.396 --> 00:49:54.416 And it's great because when 00:49:54.456 --> 00:49:56.096 I first retired from the 00:49:56.115 --> 00:49:58.516 Marines and that running a 00:49:59.641 --> 00:50:02.824 auto recycling plant or junkyard taught me, 00:50:03.443 --> 00:50:03.724 you know, 00:50:03.804 --> 00:50:05.505 put those in different bins and 00:50:06.166 --> 00:50:08.608 a 40 yard of steel is going 00:50:08.628 --> 00:50:10.469 to be a lot less than a 40 00:50:10.469 --> 00:50:11.831 yard of aluminum. 00:50:12.170 --> 00:50:14.713 And in the beginning, like you say, 00:50:14.733 --> 00:50:16.014 you try to figure things out. 00:50:16.054 --> 00:50:18.996 Now I know I need to start 00:50:19.456 --> 00:50:20.398 putting these in different 00:50:20.438 --> 00:50:22.518 piles and the days that are slow, 00:50:23.059 --> 00:50:24.661 go ahead and start taking scraps. 00:50:25.273 --> 00:50:26.293 and then watch the East 00:50:26.373 --> 00:50:27.414 Asian market because that's 00:50:27.494 --> 00:50:29.235 really what I've learned in 00:50:29.255 --> 00:50:31.998 the past that drives the price of metal. 00:50:34.099 --> 00:50:35.021 And then shop around. 00:50:35.041 --> 00:50:38.023 I'm going to shop for this guy over here. 00:50:38.923 --> 00:50:40.505 This company charges this 00:50:40.625 --> 00:50:42.907 per pound or per ton. 00:50:43.306 --> 00:50:44.527 This guy over here charges a 00:50:44.547 --> 00:50:45.228 little bit more. 00:50:46.030 --> 00:50:47.471 They're all sort of the same. 00:50:47.490 --> 00:50:47.891 It's just, 00:50:48.190 --> 00:50:49.072 are you willing to drive an 00:50:49.192 --> 00:50:50.813 extra couple miles to get more? 00:50:51.414 --> 00:50:53.576 And to me, it all just kind of pans out. 00:50:53.735 --> 00:50:53.916 So, 00:50:54.570 --> 00:50:55.851 The warehouse job I did. 00:50:55.871 --> 00:50:58.594 I'm sorry. 00:50:58.634 --> 00:50:58.813 Go ahead. 00:50:58.833 --> 00:50:59.474 That makes sense. 00:50:59.775 --> 00:50:59.894 Yeah, 00:50:59.914 --> 00:51:02.416 that makes sense because I was – like 00:51:02.476 --> 00:51:05.079 we have – I guess it really depends. 00:51:05.378 --> 00:51:06.760 But before we had our yard, 00:51:07.860 --> 00:51:08.981 I think we just kept kind 00:51:09.021 --> 00:51:11.543 of three or four things at all time. 00:51:11.563 --> 00:51:12.244 We would bring back the 00:51:12.264 --> 00:51:14.005 house before HOA got onto us. 00:51:14.045 --> 00:51:15.867 But like 10, 00:51:15.867 --> 00:51:17.307 we're not going to keep that shit, dude. 00:51:17.909 --> 00:51:19.190 But if we got copper, 00:51:21.010 --> 00:51:22.371 if we knew it was pure aluminum, 00:51:22.391 --> 00:51:24.059 which is very rare – 00:51:24.059 --> 00:51:28.481 Then yes, or batteries and then motors. 00:51:28.561 --> 00:51:31.021 Those things we kept until 00:51:31.041 --> 00:51:31.842 the HOA caught on. 00:51:31.943 --> 00:51:34.083 Yeah, you can't do that. 00:51:34.123 --> 00:51:35.083 I just put up a brand new 00:51:35.143 --> 00:51:36.264 fence so that way they 00:51:36.324 --> 00:51:38.326 can't see what's behind it. 00:51:38.346 --> 00:51:38.545 Nice. 00:51:39.166 --> 00:51:40.706 Our HOA caught on because they're like, 00:51:40.726 --> 00:51:41.726 you got three trucks and 00:51:41.806 --> 00:51:43.248 trailers stuffed in this 00:51:43.788 --> 00:51:45.168 driveway in a nice neighborhood. 00:51:45.188 --> 00:51:45.628 You got to go. 00:51:45.648 --> 00:51:49.050 I just put up a nice new privacy fence. 00:51:49.210 --> 00:51:50.110 You can't see anything. 00:51:51.231 --> 00:51:51.612 There you go. 00:51:52.574 --> 00:51:52.893 Yeah, 00:51:52.974 --> 00:51:53.994 because right now batteries are 00:51:54.014 --> 00:51:55.695 getting 15, 20 cents a pound. 00:51:56.514 --> 00:51:58.655 Oh, you're doing per pound? 00:52:00.036 --> 00:52:01.056 We do it here. 00:52:01.615 --> 00:52:02.936 So Interstate Batteries, 00:52:03.637 --> 00:52:05.197 the shop here locally, 00:52:05.918 --> 00:52:07.277 they used to give you about 00:52:07.277 --> 00:52:09.818 $10 per battery no matter what size. 00:52:10.398 --> 00:52:12.039 Now it's $6 per battery. 00:52:12.978 --> 00:52:13.460 That's about right. 00:52:13.500 --> 00:52:16.380 Yeah, so that's about the same, I think. 00:52:16.679 --> 00:52:17.501 It depends if you go to a 00:52:17.541 --> 00:52:18.960 scrapyard versus like, 00:52:19.644 --> 00:52:20.505 We found a place that would 00:52:20.525 --> 00:52:21.186 do the same thing, 00:52:21.405 --> 00:52:21.987 but then they stopped 00:52:22.007 --> 00:52:25.509 taking... They didn't want gel cell. 00:52:25.648 --> 00:52:26.849 They only wanted acid batteries. 00:52:27.851 --> 00:52:30.112 We're like, why can't we bring gel cell? 00:52:30.572 --> 00:52:31.393 They explained it to us and 00:52:31.413 --> 00:52:31.932 we didn't like it. 00:52:33.014 --> 00:52:34.054 We stopped taking all our batteries there. 00:52:35.295 --> 00:52:36.536 What's y'all's greatest find 00:52:36.576 --> 00:52:38.197 that you've ever had at a 00:52:38.237 --> 00:52:38.998 junk removal job? 00:52:42.519 --> 00:52:42.960 Success. 00:52:42.981 --> 00:52:45.963 Oh, man. 00:52:49.947 --> 00:52:51.907 That was a real dick move. 00:52:52.027 --> 00:52:52.469 Huge. 00:52:52.568 --> 00:52:54.128 Huge real dick move. 00:52:54.849 --> 00:52:55.269 Yeah, I agree. 00:52:55.309 --> 00:52:55.690 It's fine. 00:52:55.750 --> 00:52:56.050 It's hard. 00:52:56.070 --> 00:52:57.030 You know, that's a hard question. 00:52:57.070 --> 00:52:57.510 Here's why. 00:52:57.951 --> 00:52:59.070 There's been so many that 00:52:59.271 --> 00:53:01.211 have either been A. Okay. 00:53:01.251 --> 00:53:01.351 Shit. 00:53:01.391 --> 00:53:02.072 Hold on a second. 00:53:05.853 --> 00:53:06.833 Where'd he go? 00:53:06.853 --> 00:53:07.653 What are you showing me? 00:53:07.873 --> 00:53:08.393 You got to go there. 00:53:08.414 --> 00:53:08.855 Oh, my God. 00:53:08.875 --> 00:53:10.034 That guy. 00:53:10.054 --> 00:53:11.815 This is the peacemaker. 00:53:11.835 --> 00:53:12.876 All right. 00:53:13.076 --> 00:53:17.057 This is solid freaking bronze, I think. 00:53:17.438 --> 00:53:17.777 I don't know. 00:53:18.280 --> 00:53:24.304 It's by Richard Muno. 00:53:24.324 --> 00:53:27.846 I found this on a job a few years ago. 00:53:27.865 --> 00:53:28.626 It's pretty cool. 00:53:29.987 --> 00:53:31.648 That's the best thing of all the things. 00:53:31.668 --> 00:53:34.871 There's so many different ones. 00:53:34.911 --> 00:53:37.012 I found a porcelain head 00:53:37.052 --> 00:53:38.233 that's worth a couple grand. 00:53:38.793 --> 00:53:39.594 No name, no nothing. 00:53:40.414 --> 00:53:41.175 It's at Tony's house in Florida. 00:53:45.822 --> 00:53:48.143 See, you said it's a difficult case. 00:53:48.164 --> 00:53:48.664 Mine's simple. 00:53:49.664 --> 00:53:51.443 We're doing this job for the Dollywalls, 00:53:51.523 --> 00:53:55.184 which is a family here in the Midwest. 00:53:55.385 --> 00:53:56.264 They're here in Milwaukee. 00:53:56.284 --> 00:53:57.105 We're doing a job for them. 00:53:57.125 --> 00:53:58.184 They own a bunch of gas stations. 00:53:58.344 --> 00:53:59.106 Good fucking dudes. 00:53:59.126 --> 00:54:00.085 I've known them for years now. 00:54:00.626 --> 00:54:01.726 We met them like our third 00:54:01.766 --> 00:54:02.485 month in business. 00:54:03.786 --> 00:54:04.646 And we started cleaning out 00:54:04.827 --> 00:54:07.027 their warehouse, 00:54:07.286 --> 00:54:08.347 which now is a gun range. 00:54:08.447 --> 00:54:09.106 Go America. 00:54:09.927 --> 00:54:10.168 Anyways, 00:54:10.208 --> 00:54:11.327 as we're cleaning out this warehouse, 00:54:11.347 --> 00:54:11.847 they're like, hey, 00:54:12.414 --> 00:54:13.536 When you get to this back corner, 00:54:13.556 --> 00:54:14.516 there's a blue crate. 00:54:14.576 --> 00:54:16.197 Whatever you do, don't throw it away. 00:54:16.257 --> 00:54:16.717 Don't bring it. 00:54:16.757 --> 00:54:17.516 Bring it to my father. 00:54:18.998 --> 00:54:19.938 Well, we get to the blue crate. 00:54:19.978 --> 00:54:20.498 We open it, 00:54:21.458 --> 00:54:23.840 and it's a spinning wheel and a 00:54:23.860 --> 00:54:25.641 pair of sandals that were 00:54:25.740 --> 00:54:28.442 owned by Gandhi and all the 00:54:28.561 --> 00:54:30.262 providence that goes with them. 00:54:30.702 --> 00:54:33.003 And they were coming from Delhi, 00:54:33.465 --> 00:54:33.945 and they're going to the 00:54:33.965 --> 00:54:35.105 museum in Chicago. 00:54:35.646 --> 00:54:36.746 And somehow they ended up in 00:54:36.786 --> 00:54:37.365 their warehouse. 00:54:37.847 --> 00:54:38.887 And for like 15 years, 00:54:38.907 --> 00:54:39.646 they're waiting for some 00:54:39.706 --> 00:54:40.768 cat to show up and pick it up. 00:54:41.327 --> 00:54:41.989 And they had a bunch of like 00:54:42.148 --> 00:54:44.210 Sitco gas station promo 00:54:44.251 --> 00:54:45.311 material and T-shirts on 00:54:45.371 --> 00:54:47.012 top of it because they own 00:54:47.032 --> 00:54:47.873 gas stations and like it 00:54:47.893 --> 00:54:48.655 was their storage room. 00:54:48.715 --> 00:54:50.456 So Gandhi's spinning wheel, 00:54:50.737 --> 00:54:51.657 that is the clear. 00:54:52.438 --> 00:54:53.318 Now, I didn't get to keep it. 00:54:53.418 --> 00:54:54.079 I didn't take it. 00:54:55.800 --> 00:54:57.722 I got tons of cool shit in my warehouse, 00:54:57.742 --> 00:54:58.284 my office. 00:54:58.344 --> 00:54:59.425 But that is that is the 00:54:59.445 --> 00:55:01.306 thing where it's like, oh, yeah, 00:55:01.326 --> 00:55:01.706 we ain't coming. 00:55:01.786 --> 00:55:04.248 I don't I have I have the 00:55:04.309 --> 00:55:05.630 original JFK newspaper from 00:55:05.650 --> 00:55:07.152 the Fort Worth Star-Telegram that they 00:55:08.202 --> 00:55:10.023 I have like 10 copies. 00:55:10.063 --> 00:55:11.722 It's worth a lot. 00:55:11.762 --> 00:55:12.762 I have five copies of that 00:55:12.902 --> 00:55:14.023 because everybody kept that. 00:55:14.563 --> 00:55:15.523 Everyone kept JFK. 00:55:15.623 --> 00:55:17.704 Everyone kept 9-11. 00:55:19.445 --> 00:55:20.105 Or World War II. 00:55:20.284 --> 00:55:21.224 The World War II ones, 00:55:21.605 --> 00:55:22.385 we don't see them as much. 00:55:22.425 --> 00:55:23.826 However, I've seen them more than once. 00:55:24.786 --> 00:55:26.445 I will say this, Matt. 00:55:27.806 --> 00:55:28.646 Keep Golf Club. 00:55:28.666 --> 00:55:29.447 This is what I found out a 00:55:29.467 --> 00:55:30.067 couple weeks ago. 00:55:30.086 --> 00:55:31.067 I recently got into golf. 00:55:31.168 --> 00:55:31.807 I'm addicted to it. 00:55:32.527 --> 00:55:33.168 Golf is amazing. 00:55:33.853 --> 00:55:35.134 But a buddy I was golfing 00:55:35.153 --> 00:55:36.434 with who's now on the board 00:55:36.494 --> 00:55:37.635 of the nonprofit I work with, 00:55:39.115 --> 00:55:40.275 we were at the golf course 00:55:40.335 --> 00:55:41.115 one day and he pulled up 00:55:41.155 --> 00:55:42.376 this putter and it's amazing. 00:55:43.097 --> 00:55:43.916 It looks brand new. 00:55:43.956 --> 00:55:44.777 He's like, remember this? 00:55:44.838 --> 00:55:45.297 I'm like, no. 00:55:45.538 --> 00:55:46.797 How would I fucking remember a putter? 00:55:47.757 --> 00:55:48.018 He's like, 00:55:48.199 --> 00:55:49.518 I bought this from you about 00:55:49.559 --> 00:55:51.400 three years ago for $15 00:55:51.400 --> 00:55:52.179 with two other clubs. 00:55:52.199 --> 00:55:53.139 And I was like, cool. 00:55:53.280 --> 00:55:55.201 He goes, yeah, this is the same one. 00:55:55.221 --> 00:55:56.420 I go, how is that possible? 00:55:56.460 --> 00:55:56.860 It's brand new. 00:55:56.880 --> 00:55:57.260 He goes, well, 00:55:57.300 --> 00:55:58.882 I spent $100 to get it refinished. 00:55:59.764 --> 00:56:00.585 I was like, damn, 00:56:00.605 --> 00:56:01.686 you spent $115 for that thing? 00:56:01.726 --> 00:56:04.065 He goes, these cost $400 brand new. 00:56:04.686 --> 00:56:05.746 It was the original Scotty 00:56:05.786 --> 00:56:06.827 Cameron whatever putter. 00:56:07.246 --> 00:56:08.206 I had no idea what that was. 00:56:09.347 --> 00:56:09.987 Come to find out, 00:56:10.387 --> 00:56:11.427 a few of those golf clubs 00:56:11.827 --> 00:56:13.449 that he would get from me all the time, 00:56:14.268 --> 00:56:15.889 worth a lot of effing money. 00:56:17.170 --> 00:56:18.989 I don't know how many golf 00:56:19.030 --> 00:56:20.431 clubs would run through that warehouse. 00:56:21.751 --> 00:56:22.530 We'd get those all the time. 00:56:23.692 --> 00:56:25.632 Oh, I got bags. 00:56:26.552 --> 00:56:27.432 Keep an eye out, man. 00:56:29.001 --> 00:56:31.844 I'm starting to realize what 00:56:31.864 --> 00:56:33.025 I had after the fact. 00:56:34.387 --> 00:56:34.568 Yeah. 00:56:36.030 --> 00:56:38.512 But I got a story about my 00:56:38.773 --> 00:56:41.835 greatest find so far is a 1990 Rolex. 00:56:43.016 --> 00:56:46.221 That was in a coat pocket of 00:56:46.260 --> 00:56:48.963 a deceased family member of a job. 00:56:50.518 --> 00:56:51.579 And I was going through, 00:56:52.059 --> 00:56:53.280 separating the men's and 00:56:53.300 --> 00:56:55.101 the women's clothes, and I'm like, 00:56:55.121 --> 00:56:57.262 this thing feels weird, 00:56:57.322 --> 00:56:59.262 like something is in the pocket. 00:56:59.282 --> 00:57:00.384 So I go through the pockets, 00:57:01.804 --> 00:57:04.065 and I pull out this watch. 00:57:04.485 --> 00:57:05.766 I go have it looked at, 00:57:06.567 --> 00:57:08.909 and it's a 1990 Rolex. 00:57:10.750 --> 00:57:11.230 That's nice. 00:57:11.869 --> 00:57:13.510 And it's not going anywhere. 00:57:13.951 --> 00:57:16.413 I'm keeping it as long as I can. 00:57:19.036 --> 00:57:20.677 I'm assuming those value with age, right? 00:57:21.518 --> 00:57:23.480 I would imagine. 00:57:23.980 --> 00:57:26.041 I'm not a watch guy, but... Me neither, 00:57:26.081 --> 00:57:28.603 but... So we found some cool stuff. 00:57:28.643 --> 00:57:29.784 We found a lot of firearms, 00:57:29.804 --> 00:57:30.945 a lot of old firearms. 00:57:31.824 --> 00:57:32.945 Unfortunately, we, 00:57:33.246 --> 00:57:36.088 you know... When my guys would find them, 00:57:36.108 --> 00:57:36.748 it's like, oh, shit. 00:57:36.867 --> 00:57:37.949 Okay, we'll put that in the office. 00:57:38.028 --> 00:57:39.190 Let's let the owner know 00:57:40.010 --> 00:57:40.610 because we don't know how 00:57:40.630 --> 00:57:41.471 these reuse or when. 00:57:43.152 --> 00:57:44.112 The ones that the owner was like, oh, 00:57:44.132 --> 00:57:44.693 you can have them. 00:57:44.773 --> 00:57:46.074 Well, we can't legally take them, so... 00:57:46.789 --> 00:57:47.710 You can either return them 00:57:48.030 --> 00:57:48.811 or we lose them on the way. 00:57:50.132 --> 00:57:51.092 You guys can't take firearms. 00:57:51.974 --> 00:57:53.695 Oh, we can, but I mean, as a business, 00:57:53.715 --> 00:57:55.036 you can't take firearms and 00:57:55.077 --> 00:57:56.277 then transfer your 00:57:56.297 --> 00:57:57.358 ownership without papers. 00:57:57.918 --> 00:57:58.139 Oh yeah. 00:57:58.159 --> 00:57:59.480 You can get in trouble. 00:57:59.860 --> 00:58:00.942 Yeah, no, no, that's, that's fair. 00:58:02.143 --> 00:58:04.264 Uh, but I mean, it's different, 00:58:04.585 --> 00:58:06.166 but my guys, I mean, come on, I got it. 00:58:06.206 --> 00:58:06.527 No, no, no. 00:58:06.567 --> 00:58:07.527 I got a firearms dealer that 00:58:07.588 --> 00:58:09.849 I work with and I, he, he'll, uh, 00:58:10.110 --> 00:58:10.951 he'll work with the homeowners. 00:58:10.990 --> 00:58:12.112 Whenever we come across them, 00:58:12.132 --> 00:58:13.213 he'll work with the homeowners to, 00:58:14.235 --> 00:58:14.795 make it right. 00:58:14.875 --> 00:58:16.076 And I let them deal. 00:58:16.096 --> 00:58:16.175 Yeah. 00:58:16.376 --> 00:58:18.976 I, I still, I guess I don't know. 00:58:18.996 --> 00:58:19.257 Yeah. 00:58:19.898 --> 00:58:21.918 You have a jeweler in your pocket too. 00:58:22.438 --> 00:58:22.599 Yep. 00:58:22.878 --> 00:58:23.298 Consignment. 00:58:23.318 --> 00:58:23.398 Yeah. 00:58:23.418 --> 00:58:23.739 I get it. 00:58:23.759 --> 00:58:25.320 Get a good guy, a gold guy. 00:58:25.340 --> 00:58:26.460 You know, we, 00:58:26.501 --> 00:58:27.701 we rarely come across that 00:58:27.721 --> 00:58:29.942 stuff when it comes to, you know, 00:58:29.961 --> 00:58:30.181 whatever, 00:58:30.342 --> 00:58:31.382 whatever we come across jewelry 00:58:31.422 --> 00:58:34.003 or coins or shit like that. 00:58:34.023 --> 00:58:34.945 We always give it back to the family. 00:58:34.965 --> 00:58:35.644 I mean, at the end of the day, 00:58:35.664 --> 00:58:36.784 like the people that don't 00:58:36.804 --> 00:58:37.306 know what's there. 00:58:37.425 --> 00:58:38.045 And of course, family, 00:58:38.065 --> 00:58:38.726 when you tell them it's there, 00:58:38.746 --> 00:58:40.206 they're like, yeah, but I don't, 00:58:40.543 --> 00:58:41.304 The last thing I want to do 00:58:41.344 --> 00:58:42.284 is get accused of taking 00:58:42.344 --> 00:58:43.304 something where it's like, yeah, 00:58:43.324 --> 00:58:43.826 it was dope. 00:58:44.065 --> 00:58:45.827 Like, oh, I got $500 worth of coins. 00:58:45.887 --> 00:58:47.748 It's like, cool, it was a $5,000 job. 00:58:48.168 --> 00:58:49.309 And what if you get accused of stealing? 00:58:49.449 --> 00:58:50.530 Your reputation is shit. 00:58:51.652 --> 00:58:52.172 Exactly. 00:58:52.192 --> 00:58:53.632 That scares me the most. 00:58:53.652 --> 00:58:53.913 Yeah, 00:58:53.952 --> 00:58:55.635 we had a gun one time a couple years back, 00:58:55.855 --> 00:58:57.376 and one of our employees found it, 00:58:57.436 --> 00:58:58.137 put it in the truck, 00:58:58.157 --> 00:58:59.978 put it in the cab of the truck, 00:59:00.599 --> 00:59:02.380 told only the team leader, not the family, 00:59:03.601 --> 00:59:04.702 and had all intentions of 00:59:04.742 --> 00:59:06.023 bringing it back to the warehouse. 00:59:06.880 --> 00:59:08.282 And thankfully, the team leader was like, 00:59:08.322 --> 00:59:08.722 yeah, no, 00:59:08.842 --> 00:59:10.043 and then gave it back to the family. 00:59:10.063 --> 00:59:11.003 And then that employee was 00:59:11.983 --> 00:59:12.625 let go from our 00:59:12.684 --> 00:59:13.985 organization effective that 00:59:14.085 --> 00:59:16.447 day because we have a very strict, 00:59:16.746 --> 00:59:18.148 if you find anything questionable, 00:59:18.208 --> 00:59:20.148 including guns, jewelry, money, 00:59:20.250 --> 00:59:22.030 you let the team leader know ASAP. 00:59:22.771 --> 00:59:24.592 And that individual chose not to do that. 00:59:24.692 --> 00:59:26.673 And then, yes, 00:59:27.054 --> 00:59:28.335 subsequently was no longer 00:59:28.434 --> 00:59:29.936 of the employee within 00:59:30.016 --> 00:59:31.155 hours of said incident. 00:59:31.577 --> 00:59:32.597 So we'll just leave it at that. 00:59:32.617 --> 00:59:33.677 All right, 00:59:33.717 --> 00:59:34.498 we're getting to the end of the 00:59:34.518 --> 00:59:35.079 show here. 00:59:36.240 --> 00:59:37.842 It actually went by really quick. 00:59:37.882 --> 00:59:38.983 This was a super conversation. 00:59:39.103 --> 00:59:40.384 It really did. 00:59:40.483 --> 00:59:41.623 What other advice or 00:59:41.824 --> 00:59:43.344 questions you have for us, Matt, 00:59:43.385 --> 00:59:44.005 that we can give you some 00:59:44.025 --> 00:59:45.626 advice and get you going in 00:59:45.646 --> 00:59:46.666 the right direction so year 00:59:46.827 --> 00:59:49.088 one can be double year two 00:59:49.108 --> 00:59:50.929 so you can cross that $200,000 threshold, 00:59:50.989 --> 00:59:51.550 if not higher? 00:59:52.411 --> 00:59:54.152 What other questions do you need from us? 00:59:55.413 --> 00:59:56.934 This might not be more for you, 00:59:57.934 --> 00:59:59.815 but as a general question, 00:59:59.914 --> 01:00:03.072 when do you know or when – 01:00:03.072 --> 01:00:04.172 do you think it's right when 01:00:04.192 --> 01:00:05.492 you step away from the truck? 01:00:05.873 --> 01:00:06.672 Cause in my mind, 01:00:06.992 --> 01:00:08.793 if I hire somebody and I 01:00:08.813 --> 01:00:10.135 put a crew in the one truck 01:00:10.155 --> 01:00:11.034 that I have right now, 01:00:11.974 --> 01:00:13.695 so I can run around and do estimates, 01:00:13.755 --> 01:00:14.695 they can run around and do 01:00:14.735 --> 01:00:17.097 the jobs is what I picture in my brain. 01:00:17.956 --> 01:00:19.418 When do you know when it's time? 01:00:20.277 --> 01:00:21.418 Yeah. 01:00:21.838 --> 01:00:23.079 Afterwards yesterday. 01:00:23.378 --> 01:00:23.599 Yeah. 01:00:24.079 --> 01:00:24.219 Yeah. 01:00:24.259 --> 01:00:24.659 You'll, you'll, 01:00:25.000 --> 01:00:25.960 you'll know after the fact 01:00:26.019 --> 01:00:27.621 it was the right move when it worked out. 01:00:28.061 --> 01:00:28.260 Um, 01:00:28.791 --> 01:00:30.253 So to get there, it's real simple. 01:00:30.273 --> 01:00:31.132 I would say at a minimum, 01:00:31.193 --> 01:00:31.893 you hire somebody, 01:00:32.172 --> 01:00:33.474 they run with you for 90 days, 01:00:33.893 --> 01:00:35.114 you and that person for 90 days. 01:00:35.614 --> 01:00:36.635 Then you hired a third 01:00:36.675 --> 01:00:38.034 person and the two of them 01:00:38.074 --> 01:00:39.295 work with you for 90 days. 01:00:39.856 --> 01:00:40.675 And it's not like, oh, hey, 01:00:40.695 --> 01:00:41.657 on Monday you're in charge. 01:00:41.717 --> 01:00:42.516 It's like, hey, 01:00:42.536 --> 01:00:43.697 wrap the rest of this job 01:00:43.818 --> 01:00:44.777 up and I'm going to go 01:00:44.797 --> 01:00:45.637 ahead with this estimate. 01:00:46.097 --> 01:00:47.719 Hey, I'll see you back in the yard. 01:00:47.778 --> 01:00:49.480 I'm going to go, you know, whatever, 01:00:49.539 --> 01:00:50.659 do some accounting or I'm 01:00:50.679 --> 01:00:51.760 going to go to this networking event. 01:00:52.280 --> 01:00:54.201 It is not all at once. 01:00:54.221 --> 01:00:55.481 Like we have an operations guy now. 01:00:56.355 --> 01:00:57.635 Um, I brought him in. 01:00:58.096 --> 01:00:59.235 He worked on the trucks for two weeks. 01:00:59.275 --> 01:01:00.175 I brought him in on a Monday. 01:01:00.576 --> 01:01:00.956 I said, Hey, 01:01:01.036 --> 01:01:02.597 my goal is by two weeks from 01:01:02.617 --> 01:01:03.456 now on Friday, 01:01:03.757 --> 01:01:05.117 you can answer the phones by yourself. 01:01:06.398 --> 01:01:07.978 That Thursday afternoon. 01:01:08.018 --> 01:01:08.958 I'm like, dude, I'm taking off. 01:01:08.978 --> 01:01:09.498 You got this. 01:01:10.099 --> 01:01:10.619 Like he, 01:01:10.778 --> 01:01:13.840 he demonstrated an ability that was good. 01:01:14.300 --> 01:01:16.121 And now he's been with us a 01:01:16.581 --> 01:01:17.541 little over a month, 01:01:18.021 --> 01:01:19.222 but with this two months total, 01:01:19.242 --> 01:01:20.422 but on our operations for 01:01:20.442 --> 01:01:21.001 almost two months, 01:01:21.483 --> 01:01:22.463 he is where I thought he 01:01:22.503 --> 01:01:23.342 would be in 90 days. 01:01:23.643 --> 01:01:24.342 So in six weeks, 01:01:24.382 --> 01:01:25.224 he's where I plan on him 01:01:25.264 --> 01:01:25.724 being in 12 weeks. 01:01:26.581 --> 01:01:27.601 And the person before that, 01:01:28.461 --> 01:01:29.161 after four weeks, 01:01:29.402 --> 01:01:30.322 wasn't where I needed her 01:01:30.342 --> 01:01:31.483 to be after two weeks. 01:01:32.224 --> 01:01:35.025 So a perfect world is 90 days. 01:01:35.045 --> 01:01:35.786 90 days. 01:01:35.806 --> 01:01:37.126 Actually, Mr. Beast talks about this. 01:01:37.186 --> 01:01:39.467 Mr. Beast talks about replicating himself. 01:01:40.007 --> 01:01:41.009 So what he does is he 01:01:41.048 --> 01:01:42.909 basically has someone spend 01:01:42.909 --> 01:01:45.110 24 hours with him, seven days a week, 01:01:45.530 --> 01:01:47.251 for minimum six months so 01:01:47.291 --> 01:01:48.213 he can clone himself. 01:01:49.322 --> 01:01:51.663 And Mr. Beast was being interviewed, 01:01:51.682 --> 01:01:52.503 and they're like, hey, 01:01:52.563 --> 01:01:54.744 what if someone isn't willing to do that? 01:01:55.184 --> 01:01:55.945 Because he's like, yeah, 01:01:55.965 --> 01:01:57.065 I'll pay them like $40,000 a year, 01:01:57.525 --> 01:01:58.385 and they have to live with 01:01:58.405 --> 01:01:59.447 me for 24 hours a day. 01:01:59.626 --> 01:02:00.447 And after six months, 01:02:00.527 --> 01:02:02.608 I let them do some things. 01:02:02.728 --> 01:02:03.469 All they do is follow me 01:02:03.489 --> 01:02:04.128 around for six months. 01:02:04.619 --> 01:02:06.280 And the person's like, well, 01:02:06.300 --> 01:02:06.880 what if someone's not 01:02:06.900 --> 01:02:07.641 willing to take the job? 01:02:07.661 --> 01:02:09.722 He goes, the conversation's already over. 01:02:10.003 --> 01:02:10.822 That's the first question. 01:02:11.163 --> 01:02:12.324 Are you willing to come 01:02:12.824 --> 01:02:13.644 follow me around for six 01:02:13.684 --> 01:02:15.786 months minimum and learn my mannerisms, 01:02:15.827 --> 01:02:16.266 my habits? 01:02:16.507 --> 01:02:17.708 How would we make this decision? 01:02:18.307 --> 01:02:19.389 And so for you, 01:02:19.389 --> 01:02:21.050 90 days of them on the 01:02:21.090 --> 01:02:23.371 truck with you banging jobs at a minimum, 01:02:23.851 --> 01:02:25.693 and then 90 days of them 01:02:25.873 --> 01:02:26.494 running the truck 01:02:27.266 --> 01:02:28.728 With a second person, 01:02:28.887 --> 01:02:30.228 while you're observing everything. 01:02:30.768 --> 01:02:31.570 You're in that second truck, 01:02:31.590 --> 01:02:32.449 you're driving behind them, 01:02:32.911 --> 01:02:33.510 you're sitting in the 01:02:33.530 --> 01:02:34.952 second person in the cab, you know, 01:02:34.972 --> 01:02:36.052 the three people in the cab, 01:02:36.413 --> 01:02:38.074 and you're watching them the entire time. 01:02:38.934 --> 01:02:40.835 And you're helping them, and you're like, 01:02:40.876 --> 01:02:42.076 hey, you go talk to the customer, 01:02:42.175 --> 01:02:43.217 I will help this guy on the couch. 01:02:43.876 --> 01:02:44.038 Right? 01:02:44.097 --> 01:02:46.119 You settle up payment, you know, hey, 01:02:46.199 --> 01:02:47.018 you have that job that you 01:02:47.039 --> 01:02:47.880 quoted a half trailer and 01:02:47.900 --> 01:02:48.440 it ends up being a 01:02:48.460 --> 01:02:49.721 three-quarter trailer or a full trailer, 01:02:50.041 --> 01:02:50.782 you go have that 01:02:50.842 --> 01:02:52.003 conversation with the customer, 01:02:53.382 --> 01:02:54.043 and you sit back, 01:02:54.481 --> 01:02:55.782 And you wait until they get to an impasse, 01:02:56.143 --> 01:02:56.903 and then you feel it out, 01:02:56.923 --> 01:02:58.585 and you step in as needed. 01:02:58.605 --> 01:02:59.666 This isn't like the military, 01:02:59.686 --> 01:03:00.827 where it's like time and grade, 01:03:00.847 --> 01:03:01.688 time and service. 01:03:01.987 --> 01:03:03.309 You could have a 21-year-old 01:03:03.570 --> 01:03:04.791 that can be an E-5 in 01:03:04.831 --> 01:03:05.550 charge of millions of 01:03:05.590 --> 01:03:06.391 dollars in equipment 01:03:06.672 --> 01:03:08.273 because he can run fast and jump high. 01:03:08.833 --> 01:03:08.994 Right? 01:03:09.034 --> 01:03:09.173 Right. 01:03:11.396 --> 01:03:13.538 And at worst, the U.S. 01:03:13.577 --> 01:03:14.619 government will pay for 01:03:14.719 --> 01:03:16.719 every choice that individual makes, good, 01:03:16.760 --> 01:03:17.380 bad, or indifferent. 01:03:17.670 --> 01:03:19.552 Like, oh, he killed somebody unauthorized. 01:03:20.052 --> 01:03:20.652 We'll pay it off. 01:03:21.032 --> 01:03:21.172 Right. 01:03:21.193 --> 01:03:21.913 Going to Leavenworth. 01:03:22.414 --> 01:03:22.614 Right. 01:03:22.653 --> 01:03:23.454 Like something simple. 01:03:23.753 --> 01:03:24.715 Now, on the other hand, 01:03:24.735 --> 01:03:25.474 this is your business. 01:03:26.155 --> 01:03:27.556 Somebody can go out and take 01:03:27.596 --> 01:03:29.376 your truck and do something catastrophic. 01:03:29.416 --> 01:03:30.677 And you were out of business the next day. 01:03:31.778 --> 01:03:32.338 Absolutely. 01:03:32.659 --> 01:03:33.860 Every day we put guys in the road. 01:03:33.880 --> 01:03:34.679 That's a risk we're taking. 01:03:35.300 --> 01:03:35.860 Some people, 01:03:36.260 --> 01:03:37.541 especially I've seen this with 01:03:37.561 --> 01:03:39.762 the JRA kind of mentality of guys. 01:03:41.192 --> 01:03:42.632 they end up buying themselves a job. 01:03:43.032 --> 01:03:44.273 They never get to that point 01:03:44.313 --> 01:03:45.034 where they are out of the 01:03:45.054 --> 01:03:45.635 truck completely. 01:03:46.076 --> 01:03:47.117 They might have a crew that 01:03:47.137 --> 01:03:48.097 they really trust and might 01:03:48.117 --> 01:03:48.838 have a second truck. 01:03:48.898 --> 01:03:50.278 And yet they're never really 01:03:50.298 --> 01:03:50.918 the business owner. 01:03:51.099 --> 01:03:51.880 And they're good with that. 01:03:52.860 --> 01:03:53.400 I actually, 01:03:53.420 --> 01:03:54.161 there's this guy that I know 01:03:54.181 --> 01:03:55.543 that was part of our old franchise. 01:03:55.603 --> 01:03:56.103 I was talking to him the 01:03:56.143 --> 01:03:58.005 other day and he's on his 01:03:58.405 --> 01:04:00.085 fifth year in business and 01:04:00.106 --> 01:04:01.987 he's doing around 300, 350 a year. 01:04:02.068 --> 01:04:03.708 It's basically has two 01:04:03.728 --> 01:04:04.989 trucks and he still does 01:04:05.791 --> 01:04:07.911 seven 50 to 60% of the jobs. 01:04:08.052 --> 01:04:08.853 And there's the winter here. 01:04:08.873 --> 01:04:09.893 He does almost all of them. 01:04:10.409 --> 01:04:11.110 And the only real time he 01:04:11.150 --> 01:04:12.050 has a second truck running 01:04:12.090 --> 01:04:12.811 is when it's running in 01:04:12.831 --> 01:04:15.211 tandem with him or doing small jobs. 01:04:15.291 --> 01:04:16.291 And it's his number two guy 01:04:16.311 --> 01:04:18.072 that's normally with him as his, you know, 01:04:18.172 --> 01:04:19.273 as a second guy in his truck. 01:04:19.293 --> 01:04:20.594 So after five years, 01:04:21.313 --> 01:04:22.574 he cut himself out a nice 01:04:22.594 --> 01:04:25.036 six figure job or six figure career. 01:04:26.034 --> 01:04:27.855 And is known as a local junk guy. 01:04:27.914 --> 01:04:29.735 And he is completely happy with it. 01:04:30.014 --> 01:04:32.155 Cause he's like, he even, he, he joked, 01:04:32.195 --> 01:04:33.056 he was, he's military. 01:04:33.396 --> 01:04:34.577 And he goes, yeah, I'm light infantry, 01:04:34.597 --> 01:04:34.797 dude. 01:04:35.016 --> 01:04:36.137 If I can get by with less, 01:04:36.217 --> 01:04:36.998 that's the way I go. 01:04:37.237 --> 01:04:38.577 And at me, I'm like, I'm logistics. 01:04:38.978 --> 01:04:40.318 Give me more trucks, more jobs, 01:04:40.838 --> 01:04:41.498 bigger warehouse. 01:04:41.798 --> 01:04:42.619 That's more interesting. 01:04:43.119 --> 01:04:45.099 So you'll be lazy. 01:04:45.420 --> 01:04:45.599 Yeah. 01:04:46.061 --> 01:04:47.240 You'll know when you do it 01:04:47.300 --> 01:04:48.181 and it doesn't feel right. 01:04:49.001 --> 01:04:52.802 You'll also don't, don't stress over them. 01:04:53.503 --> 01:04:53.623 Yeah. 01:04:54.601 --> 01:04:55.742 Also, don't stress over the rate. 01:04:56.101 --> 01:04:56.563 That's one thing. 01:04:56.822 --> 01:04:57.943 The mistake I was making in 01:04:57.963 --> 01:04:59.764 the beginning was trying to 01:04:59.804 --> 01:05:01.887 hire people for something 01:05:01.907 --> 01:05:02.606 and then they would chirp 01:05:02.646 --> 01:05:05.028 back with $0.50 or $1 more. 01:05:05.409 --> 01:05:07.070 Honestly, that first week or two, 01:05:07.451 --> 01:05:08.251 it doesn't matter if you 01:05:08.271 --> 01:05:10.413 pay them $15 or $16 or $17 an hour. 01:05:10.693 --> 01:05:11.414 If you're going to keep them, 01:05:11.434 --> 01:05:12.554 you're going to keep them. 01:05:12.574 --> 01:05:13.396 If you're not going to keep them, 01:05:13.436 --> 01:05:13.936 they need to leave. 01:05:14.476 --> 01:05:17.018 You hire slow, you fire fast. 01:05:17.938 --> 01:05:19.739 Now is the time because we'd say this, 01:05:19.739 --> 01:05:21.222 18 months is when you 01:05:21.302 --> 01:05:22.242 really want to make that 01:05:22.282 --> 01:05:23.103 transition out of the tree. 01:05:23.987 --> 01:05:24.807 So that was my goal. 01:05:24.907 --> 01:05:26.728 Yeah, and that's what you look at. 01:05:27.449 --> 01:05:29.570 How can I replace myself in 01:05:29.610 --> 01:05:30.771 every aspect of my business? 01:05:31.130 --> 01:05:31.311 Correct. 01:05:31.331 --> 01:05:34.072 You need to start hiring right now. 01:05:34.972 --> 01:05:35.152 Yeah. 01:05:35.873 --> 01:05:36.134 That's it. 01:05:36.233 --> 01:05:36.994 You need to start hiring 01:05:37.014 --> 01:05:38.855 right now to give yourself five, 01:05:38.914 --> 01:05:41.896 six weeks until April 1 to 01:05:41.956 --> 01:05:43.036 vet out and get the right person. 01:05:44.085 --> 01:05:45.585 I would put like a lot of people like, Oh, 01:05:45.887 --> 01:05:46.706 I hired the first guy and 01:05:46.726 --> 01:05:47.608 he's been with me for years. 01:05:47.628 --> 01:05:48.068 I'm like, well, 01:05:48.108 --> 01:05:49.068 was that your best hire or 01:05:49.088 --> 01:05:49.670 your first hire? 01:05:50.070 --> 01:05:51.291 And often it's the first hire. 01:05:51.411 --> 01:05:52.110 It's not the best hire. 01:05:52.291 --> 01:05:52.411 It's, 01:05:52.572 --> 01:05:53.592 it just happens to be the guy that 01:05:53.612 --> 01:05:54.713 was available and other 01:05:54.733 --> 01:05:56.135 people might be great. 01:05:56.335 --> 01:05:57.335 So you need to start hiring 01:05:57.416 --> 01:05:58.836 now and being willing to 01:05:58.856 --> 01:05:59.898 invest your time and money 01:05:59.978 --> 01:06:02.380 now so that you have those 90 days. 01:06:02.539 --> 01:06:05.461 So come June, July, whatever the time is, 01:06:05.882 --> 01:06:07.603 you can start to step away. 01:06:08.083 --> 01:06:09.706 Cause right now you're not 01:06:09.726 --> 01:06:10.326 going to start stepping 01:06:10.346 --> 01:06:11.487 away until you hire someone 01:06:12.659 --> 01:06:13.458 and then ride with you 90 01:06:13.458 --> 01:06:14.360 days consistently. 01:06:15.360 --> 01:06:15.619 Right. 01:06:15.659 --> 01:06:17.340 That's my biggest fear is can't, 01:06:18.400 --> 01:06:19.922 you're going to go on a job without me. 01:06:20.402 --> 01:06:21.043 If I hire you, 01:06:21.242 --> 01:06:23.264 you got to be and talk and 01:06:23.784 --> 01:06:27.385 represent junk removal, just like I do. 01:06:27.885 --> 01:06:28.945 And that, that, 01:06:29.166 --> 01:06:30.206 that's probably my biggest 01:06:30.327 --> 01:06:32.947 fear is somebody is going to be hired. 01:06:32.967 --> 01:06:33.887 I'm going to train them. 01:06:34.867 --> 01:06:37.610 And my business reputation 01:06:37.670 --> 01:06:39.289 hinges on everything. 01:06:39.349 --> 01:06:40.751 I've trained this other person. 01:06:41.556 --> 01:06:42.898 So shift the mindset from a 01:06:42.958 --> 01:06:44.780 scarcity mindset of fear to 01:06:44.800 --> 01:06:46.121 an abundance mindset of all 01:06:46.141 --> 01:06:46.981 the knowledge and time. 01:06:47.302 --> 01:06:48.543 Right now you have knowledge and time. 01:06:48.842 --> 01:06:49.684 When I first started, 01:06:49.983 --> 01:06:50.804 I would say guys had to be 01:06:50.824 --> 01:06:51.704 with us for six months 01:06:51.784 --> 01:06:53.166 minimum to be a crew chief. 01:06:53.827 --> 01:06:55.047 Now I can hire a guy and 01:06:55.068 --> 01:06:56.429 have him a crew chief within two weeks, 01:06:57.009 --> 01:06:58.429 a very highly competent individual. 01:06:58.851 --> 01:06:59.972 Because back then I didn't 01:06:59.992 --> 01:07:00.931 even know what the standards were. 01:07:00.952 --> 01:07:02.132 I didn't know what the SOPs were. 01:07:02.434 --> 01:07:03.795 I didn't know what I really wanted to say. 01:07:03.894 --> 01:07:05.096 I didn't know what my messaging was. 01:07:05.135 --> 01:07:06.115 So how can I convey that to 01:07:06.135 --> 01:07:06.697 the next person? 01:07:07.460 --> 01:07:08.581 So our crew chiefs back then 01:07:08.621 --> 01:07:09.802 would roll with Isaac, my brother, 01:07:09.842 --> 01:07:11.503 for at least 90 days. 01:07:11.603 --> 01:07:12.485 And then they would roll 90 01:07:12.485 --> 01:07:13.585 days with another crew chief. 01:07:13.826 --> 01:07:15.668 And then they could be a crew chief. 01:07:16.829 --> 01:07:17.108 Got it. 01:07:17.168 --> 01:07:18.809 You have an abundance of time right now. 01:07:19.751 --> 01:07:20.592 And these first couple of 01:07:20.612 --> 01:07:21.952 hires are the guys that actually stick. 01:07:22.193 --> 01:07:22.974 Those first couple of hires 01:07:23.014 --> 01:07:23.853 are going to be absolutely 01:07:23.914 --> 01:07:25.175 critical because it will 01:07:25.195 --> 01:07:26.597 define you in your business. 01:07:27.396 --> 01:07:27.958 And your standards. 01:07:27.998 --> 01:07:28.757 You're going to see your 01:07:28.777 --> 01:07:30.820 processes firsthand. 01:07:31.159 --> 01:07:31.981 You know what your standards 01:07:32.041 --> 01:07:32.742 are personally. 01:07:33.141 --> 01:07:34.302 Now when you have a second person, 01:07:34.342 --> 01:07:35.123 you can start to establish 01:07:35.143 --> 01:07:36.925 what are the anchors away standards. 01:07:37.407 --> 01:07:38.608 and where are you willing to 01:07:38.648 --> 01:07:40.628 make compromises because a 01:07:40.628 --> 01:07:42.849 15 17 18 dollar an hour guy 01:07:43.230 --> 01:07:47.050 is not ceo matt started 01:07:47.070 --> 01:07:48.552 this business excited about 01:07:48.592 --> 01:07:49.632 it right so you have to say 01:07:49.672 --> 01:07:50.793 okay this is my state if 01:07:50.833 --> 01:07:51.753 you hold everybody to your 01:07:51.773 --> 01:07:53.773 standard like you're no 01:07:53.835 --> 01:07:56.556 shit this is the 100 all no 01:07:56.775 --> 01:07:57.496 you got to find that what 01:07:57.556 --> 01:07:59.257 is the 80 standard that 01:07:59.817 --> 01:08:00.637 will will keep us in 01:08:00.677 --> 01:08:01.577 business every day right like 01:08:02.259 --> 01:08:04.201 There was this like five, seven years ago, 01:08:04.260 --> 01:08:05.621 somebody interviewed Gary Vee or, 01:08:05.641 --> 01:08:05.842 you know, 01:08:06.001 --> 01:08:07.663 Gary Vee was doing Q&A after a seminar. 01:08:08.003 --> 01:08:08.523 And he's like, hey, 01:08:08.543 --> 01:08:09.403 how do I get my employees 01:08:09.423 --> 01:08:10.284 to work as hard as me? 01:08:10.425 --> 01:08:11.746 And he goes, you don't. 01:08:12.186 --> 01:08:12.967 You're the owner. 01:08:13.067 --> 01:08:14.047 Like, what the fuck's wrong with you? 01:08:14.228 --> 01:08:15.148 And I remember hearing that. 01:08:15.429 --> 01:08:16.029 And I'm like, God, 01:08:16.048 --> 01:08:17.050 that was a stupid question. 01:08:17.130 --> 01:08:18.631 And then I look back and go, oh, wait, 01:08:18.671 --> 01:08:20.472 I hold my guys the same standard. 01:08:20.712 --> 01:08:20.832 Like, 01:08:20.993 --> 01:08:22.234 why don't you come in early and stay 01:08:22.274 --> 01:08:23.154 late and work harder? 01:08:23.734 --> 01:08:25.496 Why is it I work circles around you? 01:08:25.515 --> 01:08:26.117 It's like, yeah, because. 01:08:27.640 --> 01:08:29.001 $16, $17, $18 a pound. 01:08:29.680 --> 01:08:30.600 One thing you can do. 01:08:30.680 --> 01:08:34.282 It was $10 for non-drivers, 01:08:34.282 --> 01:08:35.162 $12 for drivers. 01:08:36.442 --> 01:08:38.603 The only thing you can 01:08:38.622 --> 01:08:40.203 really do is control. 01:08:41.184 --> 01:08:42.863 You can control the systems 01:08:42.904 --> 01:08:44.283 and processes you put forth, 01:08:45.064 --> 01:08:45.944 the adjustments you make, 01:08:46.404 --> 01:08:47.145 and you can give them the 01:08:47.225 --> 01:08:48.545 bare minimum to succeed. 01:08:48.564 --> 01:08:51.246 What I tell them all the time is, 01:08:51.605 --> 01:08:52.605 I give you these gloves. 01:08:53.226 --> 01:08:54.106 It's not going to protect 01:08:54.146 --> 01:08:55.167 you from getting your hand cut off. 01:08:55.996 --> 01:08:57.556 I give you these eye protection. 01:08:57.976 --> 01:08:58.777 It's not going to make sure 01:08:58.817 --> 01:09:00.597 that if a truck falls on you, 01:09:00.757 --> 01:09:01.738 your eyes are going to pop. 01:09:02.438 --> 01:09:02.997 No, what it is, 01:09:03.057 --> 01:09:04.279 it's I'm giving you the 01:09:04.319 --> 01:09:05.538 necessary equipment to be 01:09:06.038 --> 01:09:07.680 safe on how I taught you to 01:09:07.739 --> 01:09:08.340 do these jobs. 01:09:08.960 --> 01:09:11.621 Now, when you modify the way I do things, 01:09:11.640 --> 01:09:12.641 the way I taught you to do things, 01:09:13.202 --> 01:09:14.021 you're kind of going to 01:09:14.421 --> 01:09:15.261 unknown territory. 01:09:15.282 --> 01:09:16.863 So if you get hurt, hold that. 01:09:16.882 --> 01:09:17.922 Now we have to look at why 01:09:17.943 --> 01:09:18.382 did you get hurt? 01:09:18.923 --> 01:09:19.884 With these employees, 01:09:21.184 --> 01:09:21.944 try not to look at like 01:09:21.984 --> 01:09:23.085 this is what I do every day. 01:09:23.826 --> 01:09:25.065 Try to look at is what do 01:09:25.086 --> 01:09:26.546 you want done every day and 01:09:26.627 --> 01:09:27.386 how do you want it done? 01:09:27.686 --> 01:09:28.487 So if you show up in the 01:09:28.527 --> 01:09:29.488 morning like myself, 01:09:29.747 --> 01:09:31.028 I showed up first thing 01:09:31.148 --> 01:09:31.868 every morning because I 01:09:31.887 --> 01:09:34.009 want to see my guys get to the office. 01:09:34.029 --> 01:09:35.009 I want to see how they do it. 01:09:35.569 --> 01:09:37.050 I want to see what's fresh in their mind. 01:09:37.510 --> 01:09:38.430 They gather and kind of 01:09:38.470 --> 01:09:39.331 bullshit for a little bit 01:09:39.990 --> 01:09:40.791 after they clock in or 01:09:40.810 --> 01:09:41.530 before they clock in. 01:09:41.551 --> 01:09:41.871 Right. 01:09:41.890 --> 01:09:42.652 Because that's important. 01:09:43.372 --> 01:09:44.051 The same time. 01:09:44.869 --> 01:09:45.970 You always leave it up to 01:09:46.010 --> 01:09:47.451 them to improvise too. 01:09:47.671 --> 01:09:49.751 Hey, what do you think would be better? 01:09:50.331 --> 01:09:51.271 How do you think we could 01:09:51.311 --> 01:09:53.131 improve at this process here and there? 01:09:53.171 --> 01:09:54.731 What are you seeing out 01:09:54.752 --> 01:09:55.813 there that maybe I didn't see? 01:09:56.712 --> 01:09:59.012 So this is the coolest part of it all. 01:09:59.934 --> 01:10:02.594 I had over 70 something employees, man. 01:10:03.493 --> 01:10:04.795 Like you're going to have so 01:10:04.835 --> 01:10:05.814 many effing employees. 01:10:05.875 --> 01:10:06.555 It's going to suck. 01:10:06.654 --> 01:10:07.814 It's going to be great at the same time. 01:10:08.676 --> 01:10:09.855 But the one thing that never 01:10:09.916 --> 01:10:11.775 changed was I always had to 01:10:11.796 --> 01:10:13.256 make sure I improved my 01:10:13.296 --> 01:10:14.277 business through them. 01:10:14.952 --> 01:10:17.814 When you hire them, just remember, 01:10:17.875 --> 01:10:18.735 don't hire with your heart. 01:10:18.996 --> 01:10:20.837 Hire with your head and keep 01:10:20.858 --> 01:10:21.578 your business in mind. 01:10:22.618 --> 01:10:23.739 That sounds like a really 01:10:23.760 --> 01:10:26.243 good takeaway there. 01:10:27.023 --> 01:10:29.966 Getting a wrap there, Casey. 01:10:30.246 --> 01:10:31.847 Hire with your heart, not your head. 01:10:31.908 --> 01:10:33.550 Top takeaway from Casey. 01:10:33.750 --> 01:10:34.029 Flip it. 01:10:34.470 --> 01:10:35.692 Fire with your head, not your heart. 01:10:35.771 --> 01:10:37.313 Man, I jacked that up. 01:10:37.332 --> 01:10:38.552 That's why I fucked that up. 01:10:38.894 --> 01:10:42.576 I also was really good at 01:10:43.115 --> 01:10:44.796 hiring fast and firing slow. 01:10:44.936 --> 01:10:47.519 Really good at that one. 01:10:47.979 --> 01:10:49.139 I'm still a slow firer. 01:10:49.520 --> 01:10:50.399 So now I got an HR guy 01:10:50.420 --> 01:10:51.140 that's a fast firer. 01:10:51.161 --> 01:10:51.501 He's like, oh, 01:10:51.520 --> 01:10:52.360 that guy doesn't meet our standards? 01:10:52.381 --> 01:10:53.122 Yeah, why is he working? 01:10:53.162 --> 01:10:54.842 I'm like, that's a great question. 01:10:54.943 --> 01:10:55.662 All right, Matt. 01:10:56.184 --> 01:10:56.963 That's awesome. 01:10:57.064 --> 01:10:57.925 Top takeaway, Matt. 01:10:59.465 --> 01:11:02.106 Top takeaway from our time today. 01:11:03.061 --> 01:11:04.622 Top takeaway from the show so far. 01:11:08.005 --> 01:11:08.706 Keep improving. 01:11:08.746 --> 01:11:09.365 Keep learning. 01:11:13.448 --> 01:11:14.429 Just have fun with it. 01:11:16.710 --> 01:11:17.770 When you get into entrepreneurship, 01:11:17.791 --> 01:11:18.912 when it stops being fun, 01:11:20.011 --> 01:11:21.113 it's time to hang it up. 01:11:21.132 --> 01:11:21.713 It's kind of like in the 01:11:21.734 --> 01:11:22.654 military when they tell you 01:11:23.333 --> 01:11:24.274 the day that you don't feel 01:11:24.335 --> 01:11:25.176 proud putting the uniform 01:11:25.235 --> 01:11:26.176 on is the day you need to 01:11:26.435 --> 01:11:27.537 sign your procurement paperwork. 01:11:27.957 --> 01:11:29.158 Same thing with entrepreneurship. 01:11:29.377 --> 01:11:30.679 If you're not having fun doing it, 01:11:31.123 --> 01:11:31.904 then you either need to 01:11:31.963 --> 01:11:33.663 create the fun or go or do 01:11:33.703 --> 01:11:34.904 something else because 01:11:34.984 --> 01:11:36.284 entrepreneurship is difficult. 01:11:36.744 --> 01:11:37.545 It is exhausting. 01:11:37.585 --> 01:11:38.284 It is stressful. 01:11:38.704 --> 01:11:40.466 And if those things, difficulty, stress, 01:11:40.506 --> 01:11:42.086 and exhaust aren't fun for you, 01:11:42.405 --> 01:11:43.445 then get the fuck out of 01:11:43.466 --> 01:11:44.065 entrepreneurship. 01:11:44.365 --> 01:11:45.365 Cause it's going to be those things, 01:11:45.426 --> 01:11:46.247 whether you like it or not. 01:11:46.527 --> 01:11:48.027 And can you find the fun within it? 01:11:48.686 --> 01:11:50.167 Um, actually that's my takeaway, right? 01:11:50.487 --> 01:11:52.028 Shift your mindset, right? 01:11:52.087 --> 01:11:52.967 Shift the mindset. 01:11:53.587 --> 01:11:55.467 Um, as you become right for you, 01:11:55.528 --> 01:11:58.569 especially shift the mindset of, from a, 01:11:59.189 --> 01:12:00.328 uh, um, 01:12:02.076 --> 01:12:03.136 business operator to a 01:12:03.176 --> 01:12:04.476 business owner and figure 01:12:04.497 --> 01:12:05.837 out what that means for you. 01:12:06.197 --> 01:12:07.337 Because when you said, hey, 01:12:08.016 --> 01:12:08.596 when do you know? 01:12:08.697 --> 01:12:09.238 You don't know. 01:12:09.337 --> 01:12:10.337 And it's different for everybody. 01:12:10.917 --> 01:12:12.597 So if your goal from what I 01:12:12.637 --> 01:12:14.139 heard you say is, hey, by June, 01:12:14.198 --> 01:12:14.859 I want to be out of the 01:12:14.899 --> 01:12:15.878 truck doing the other things. 01:12:16.418 --> 01:12:17.019 You've got to make the 01:12:17.059 --> 01:12:18.038 decisions now that are 01:12:18.059 --> 01:12:18.899 consistent with that goal. 01:12:19.260 --> 01:12:19.640 Otherwise, 01:12:19.659 --> 01:12:20.460 we're going to check back in 01:12:20.479 --> 01:12:21.159 with you in June. 01:12:21.180 --> 01:12:21.899 You're going to say, hey, 01:12:21.939 --> 01:12:24.161 I'm still scared to hire that guy. 01:12:24.320 --> 01:12:25.100 You've got to shift the 01:12:25.121 --> 01:12:27.060 mindset from scarcity and 01:12:27.121 --> 01:12:28.921 fear to abundance and love. 01:12:29.301 --> 01:12:30.021 And I can tell you right now, 01:12:30.417 --> 01:12:31.198 Actually, that's Casey. 01:12:31.219 --> 01:12:31.838 Casey always says that. 01:12:31.859 --> 01:12:32.458 I can tell you right now. 01:12:32.659 --> 01:12:33.319 That's why I know I spend 01:12:33.340 --> 01:12:34.081 too much time with Casey. 01:12:34.360 --> 01:12:35.060 I say shit like that. 01:12:35.440 --> 01:12:35.782 Anyways, 01:12:36.742 --> 01:12:40.704 you will never have this level of naivety, 01:12:41.565 --> 01:12:44.828 enthusiasm, and time ever again. 01:12:45.889 --> 01:12:46.868 Once you hire that first 01:12:46.929 --> 01:12:48.369 employee and then the second employee, 01:12:48.730 --> 01:12:49.911 and then you put that second truck on, 01:12:50.332 --> 01:12:51.532 you will not have the 01:12:51.591 --> 01:12:53.413 resources available to give 01:12:54.274 --> 01:12:55.734 these employees as much 01:12:55.795 --> 01:12:57.076 time and attention as you have right now. 01:12:57.877 --> 01:12:57.997 So, 01:12:58.873 --> 01:12:59.875 Do it now while you have the 01:12:59.914 --> 01:13:00.815 time and attention because 01:13:00.916 --> 01:13:01.877 when you start seeing those 01:13:01.917 --> 01:13:02.717 repeat business, 01:13:02.997 --> 01:13:04.198 that referral business come in, 01:13:04.738 --> 01:13:05.699 when you start making a 01:13:05.739 --> 01:13:08.502 name for yourself in your hometown, 01:13:08.662 --> 01:13:09.663 your phone is going to ring 01:13:09.944 --> 01:13:10.404 and you're going to be 01:13:10.465 --> 01:13:11.525 doing all the other things 01:13:11.546 --> 01:13:12.546 that aren't junk removal, 01:13:12.966 --> 01:13:13.606 aren't training. 01:13:13.807 --> 01:13:15.248 So take the time now to do it. 01:13:16.369 --> 01:13:16.630 All right. 01:13:16.649 --> 01:13:17.451 That's a big takeaway. 01:13:17.970 --> 01:13:18.511 Huge takeaway. 01:13:18.612 --> 01:13:19.152 Huge takeaway. 01:13:19.313 --> 01:13:19.592 All right. 01:13:20.364 --> 01:13:21.985 Coming up next in the show, 01:13:22.006 --> 01:13:22.487 this is the other thing 01:13:22.506 --> 01:13:23.087 we're doing this year. 01:13:23.106 --> 01:13:24.188 You're going to see this, 01:13:24.207 --> 01:13:26.069 a little teasey-tease. 01:13:26.109 --> 01:13:29.271 Historically, we've had guests, 01:13:29.292 --> 01:13:30.273 and sometimes we book them 01:13:30.313 --> 01:13:32.094 weeks or months out, 01:13:32.635 --> 01:13:34.015 and then we never talk 01:13:34.055 --> 01:13:37.698 about those guests until after the fact, 01:13:37.759 --> 01:13:40.119 until after we have them on. 01:13:40.201 --> 01:13:41.001 Now, this year, 01:13:41.081 --> 01:13:42.521 I think Casey's the one 01:13:42.561 --> 01:13:43.542 that came up with this adjustment, 01:13:43.563 --> 01:13:44.243 or maybe it was Taylor. 01:13:44.543 --> 01:13:45.784 During our annual planning 01:13:45.944 --> 01:13:48.327 that we did recently, we talked about 01:13:49.367 --> 01:13:50.747 teasing our upcoming episodes. 01:13:50.787 --> 01:13:51.828 So we're being very frank 01:13:51.849 --> 01:13:52.350 what we're going to do. 01:13:52.829 --> 01:13:55.533 Next week, we have my good friend. 01:13:55.733 --> 01:13:56.753 I've known this guy for quite a bit. 01:13:56.774 --> 01:13:57.854 I've seen him speak personally. 01:13:58.555 --> 01:13:59.235 Dave Melinda. 01:13:59.737 --> 01:14:01.377 He's a business growth coach. 01:14:01.698 --> 01:14:03.600 So he's all about positive polarity. 01:14:03.640 --> 01:14:05.521 So it's all about shifting your mindset. 01:14:05.542 --> 01:14:05.922 Look at that. 01:14:05.983 --> 01:14:09.685 I didn't even tease. 01:14:09.787 --> 01:14:11.228 It wasn't even like a transitional. 01:14:11.268 --> 01:14:12.248 I'm that good. 01:14:12.798 --> 01:14:13.378 Anyway, 01:14:13.418 --> 01:14:14.420 Dave Melinda is going to be coming 01:14:14.439 --> 01:14:15.220 to us next week. 01:14:15.600 --> 01:14:17.341 Talk about shifting mindset. 01:14:17.702 --> 01:14:17.962 Again, 01:14:18.082 --> 01:14:20.644 shifting to being positive-minded 01:14:20.684 --> 01:14:21.345 within your business 01:14:21.385 --> 01:14:23.947 because business is complicated. 01:14:24.067 --> 01:14:25.146 Business can be difficult, 01:14:25.427 --> 01:14:26.347 and yet you can take 01:14:26.488 --> 01:14:28.869 control and boost your positive mindset. 01:14:29.350 --> 01:14:31.131 when you change the way you see the world. 01:14:31.171 --> 01:14:32.613 So Dave, Melinda, again, 01:14:32.814 --> 01:14:35.277 this year's episode, episode 100, 01:14:35.277 --> 01:14:35.856 which is awesome. 01:14:36.377 --> 01:14:38.100 We are talking about the whole person, 01:14:38.140 --> 01:14:38.980 the whole entrepreneur. 01:14:39.001 --> 01:14:40.481 It's no longer tactical junk removal, 01:14:40.722 --> 01:14:41.804 strategic business ownership. 01:14:42.083 --> 01:14:44.546 It is now how to be a better entrepreneur. 01:14:44.886 --> 01:14:46.007 So Matt, 01:14:46.088 --> 01:14:46.969 thank you so much for being our 01:14:47.010 --> 01:14:49.252 guest on our 99th episode. 01:14:49.750 --> 01:14:51.791 of the Trash Talk Business Podcast, 01:14:51.831 --> 01:14:52.992 coming to you live every 01:14:53.072 --> 01:14:55.774 Monday at 1600 or 4 p.m. 01:14:56.234 --> 01:14:57.835 Central Standard Time. 01:14:58.414 --> 01:15:00.957 On behalf of Matt, Casey Bubba Lawrence, 01:15:01.377 --> 01:15:02.016 and our producer, 01:15:02.136 --> 01:15:03.917 Taylor in the background, I'm Andy Wines. 01:15:04.217 --> 01:15:05.338 Thank you for joining us, 01:15:05.418 --> 01:15:07.060 and we will see you next week. 01:15:07.820 --> 01:15:08.161 Matt, sir. 01:15:11.069 --> 01:15:11.810 Thanks for listening. 01:15:12.270 --> 01:15:13.813 Tap subscribe or follow to 01:15:13.832 --> 01:15:14.935 get the latest episode. 01:15:15.255 --> 01:15:16.716 And if you enjoyed this episode, 01:15:16.877 --> 01:15:17.658 be sure to leave us a 01:15:17.719 --> 01:15:19.381 review and tell a friend to listen. 01:15:19.881 --> 01:15:21.845 To learn more, visit Trash Talk.com.