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What's up you dirtbags, Luke and I are finally back in studio after a wild, wild week in Vegas.

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Luke, how are we doing, man?

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Dude, I am doing good.

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It is Thursday today.

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I'll be honest with you, like when Riley and I got home on Saturday, I was so excited to be home.

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Our flight, we had to get up at 2:30.

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We were at the airport by like 3:30, but the gates didn't open until 4.

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I don't know.

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I'm not a huge Vegas guy.

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Conexpo is super fun.

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But all of the people and like all the lights.

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I'm a small town North Dakota boy.

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Like put me in Medora, which has a population of 35 and I'll be happy.

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Yeah, you only need one blackjack table.

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Not, yeah, 50,000.

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I will say I can't remember the guy's name.

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But when we played blackjack the last night, he was at the stratosphere.

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Yes.

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I feel terrible.

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Speaking of the Sphinx, I was dizzy when we were in this.

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The Sphinx.

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Yeah.

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I mean, that thing spinning as you're sitting there eating, we had to go hats off and look at that.

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And it looked almost identical to what it is right now.

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I think you actually have decent hat head and mine was just so greasy.

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And it was like, people obviously can't see if they're listening, but it was like up and

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then straight down.

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It looked great.

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Yeah.

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And then the photographer came around.

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She's like pictures.

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I was like, absolutely not.

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No, we're okay.

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I don't know, man.

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Feels good to be back though.

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I know it's been a while since we've done one just sitting at our computers here.

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But what do you got drinking tonight?

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Dude, I am having a big horn with a splash of sour.

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I know I gave up drinking for a little bit, but tonight I have an exception.

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I needed one.

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Yeah.

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Not because I was taking that a little bit, but one of those days.

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Not because I had the shakes.

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Yeah.

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We got a little bit of a mixed bag here.

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So in my new diamond dirt bag mug, got a little maker's mark, a couple of cubes of ice,

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and then had a Corona in the fridge.

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So I figured out.

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You're double fisting tonight.

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It was just the one lone one.

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I was like, well, I mean, might as well do a ton of Delph.

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Exactly.

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And I'm not going to have it for breakfast.

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So make sell, make more sense.

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Do it when we, when we record.

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No line.

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What's up with that?

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That's like, ah, yeah.

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That's like the staple to a Corona in line.

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I know it's kind of skunky when you don't have a line and yeah, I just couldn't find one.

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So that's okay.

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That's okay.

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That happens.

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But anyway, back to con Expo.

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Super fun.

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I met a lot of people that obviously that I've only ever talked to on Instagram.

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So we talked about this at drinks with the dirtbags, but it was fun to put a face to the name or a name to the face.

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There you go.

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Let's say.

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So that was super.

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I really enjoyed that.

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I think that was probably like the highlight of my trip there.

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Yeah.

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I mean, it was so busy and you know, for context.

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So I flew in on Sunday and I left Friday morning.

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So I had a lot of time there.

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I was definitely ready to go by the end.

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And you though, you flew in Tuesday night and a couple of delays.

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And then he flew out Friday morning.

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It wasn't Saturday.

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It was Friday morning.

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Early too.

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And so I, from your perspective, and obviously it was both of our first times at con Expo, but we were, we had a packed schedule.

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Oh, that's right.

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It's the first time ever at Vegas.

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So that was like, I got to have it all.

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Yeah.

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I mean, you literally had, you know, Vegas con Expo.

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I mean, now I'm hearing that there is official numbers are out 130 over 139,000 people were there and it's over 3 million square feet of a show.

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Wow.

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It, yeah.

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So it was more than John had said when we had talked.

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He said, he said 2.8 million and I don't know where they got the extra couple hundred thousand, but yeah, the report said over 3 million square feet.

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And I honestly, I believe it because we probably saw one 10th of the show.

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That's super cool.

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Like, and there was a lot of space.

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And like you said, Riley, Riley and I, when we weren't with you guys, we were either at an event, at a, at a panel, or we were trying to divulge as much as we can by looking, but we didn't get very far.

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Yeah.

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So that's, I kind of wanted to ask you that too, because, you know, you can only do so much in a day there.

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Cause I know at one point you and Riley were just like, all right, let's go sit down somewhere and grab some margaritas or whatever you guys had.

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And, oh yeah, that's right.

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Oh, that was on when, was that Thursday?

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Yeah, Thursday.

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And so you kept, you know, you, you spoke on a panel, you had a live podcast at the diamond Morris booth.

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You had the drinks with the dirt bags.

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Like, do you think it was busy enough?

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Do you think it was too busy?

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Would you do anything different?

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Would you come earlier, leave later?

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Like, what do you think about the show and what would you do differently just for you personally on your next trip?

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That's a good one.

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I mean, we had, we were booked with events.

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I don't think we really could have taken on anymore just because of like the logistics of getting A to B.

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It takes a while to obviously get around.

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I would come, maybe I would have stayed the last day instead of coming earlier.

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Cause I feel like everybody comes at that one time and then they kind of fizzle out through the week.

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And again, I don't like huge crowds.

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So, I mean, Tuesday was perfect, but probably leaving Saturday would have been, would have been a little bit better than 2.30 AM on Friday.

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Yeah, I mean, and I can attest to, cause that was there Sunday, was there Monday at the show, but it wasn't technically open yet.

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Tuesday was insane.

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I mean, that was, Tuesday and Wednesday were by far the busiest days.

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And I heard Saturday, it was like a little bit of a ghost town, which in what I think what you're saying here is that's probably a good thing.

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Cause then you can go, and I don't remember if John told you this, but if any exhibitor packs up before 3.01,

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PM on Saturday, they get fined.

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They're not coming back.

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And I was like, oh, sweet.

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So it actually makes sense to come on Saturday cause there's not as many busy foot traffic, but you can also still go see everything.

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I know that's wild.

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Yeah.

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And obviously with the 3 million square feet, that's no small task.

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No.

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But, yeah, I don't know.

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Honestly though, like huge shout out to AEM, which is the association of equipment manufacturers.

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So they own Kana Expo.

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Like that's their show.

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And they own Balma too, right?

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Or Balma.

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So they're, they don't.

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They partner with Balma and they're like kind of help them out and Balma helps them out.

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But it's just so crazy.

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Like, so AEM, they're based out of Milwaukee, Wisconsin, and they've got over a hundred employees.

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And it was crazy to see like the hospitality that they provided to us.

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Like of all people, just they were so nice and they were like so helpful and so giving.

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And I just, yeah, huge shout out to them because they made us feel like at home and that was our first show ever.

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Yeah, I know that was super fun.

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Very accommodating too for, you know, like drinks with the dirtbags and all.

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They put that out.

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That was awesome.

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Hey, come see us.

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Obviously your panel, my panel, and just the communication of how they're like, yep, nope, no problem.

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We'll figure it out.

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So that was, yeah, that was a, that was a crazy moment.

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We were both in the bathroom.

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Hand up.

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I was sitting on the pot.

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Yeah, I was at the urinals and my phone, you know, get a notification.

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Of course, I'd, you know, take a look.

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The official Kana Expo app, it says a push notification.

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I don't know how many people had the app, but.

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Drinks with the dirtbags happening in one hour, you know, host Luke Eggbrown and Luke Payne of the dirtbags podcast.

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Like go have some drinks with them.

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I was like, this is, this is not real life.

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I told you to screenshot that and you're like, I can't, I, I missed it.

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I totally missed it and that's on me, but you didn't have the app.

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So I didn't have the app.

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So I was just, I was just banking off what you said, but that was really fun.

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And obviously we got to meet Taylor.

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You know, he was in a panel right before us at that time.

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And they're at that time and then Dave, I enjoyed talking to Dave.

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His Taylor's dad, that was super fun.

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Oh yeah.

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I thought you meant Dave Turin, but yeah, Dave's awesome.

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I mean, he's super cool.

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I was trying to think of who he reminds me of.

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It's one of our dads, like of our friend group, but I was like, man, this guy is, he's so thoughtful, like so sentimental, but just like.

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He, he gets it, you know, and he gets the relationships and the friendships and everything.

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And he's like, just so happy to be there.

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And yeah, I think I'm gonna act him for a good, you know, five, 10, 15 minutes.

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And it was a while.

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Yeah.

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It was like, man, this guy's cool.

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And he had for what Taylor was doing was really cool.

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You know, he's like, that's my son.

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That's my son.

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So that was, that was really cool.

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I think my favorite story is when he was like, we had the option to go to Fremont street and I loaded everybody up and we went down to Fremont street.

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And I was like, Ooh, that was interesting.

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Ooh.

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I don't remember Dylan with Dylan mercier sent us a snap.

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Do you remember this loop?

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Oh yeah.

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And it was a gal in a costume, not a very good costume.

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And she looked like Velma.

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Oh yeah, dude, it, I could have sworn it was Velma.

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If she put on, you know, here's Luke.

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Oh, there was that.

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That was funny.

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That was one falling out with Chadwick at the black.

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Yeah.

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Velma really let herself go, but I guess he was like, oh, I'm gonna go with that.

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I guess you kind of see that at Fremont more than the strip.

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So it's kind of the, the second stringers, if you will, on Fremont street.

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Correct.

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No, but I mean, show was awesome.

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Vegas, just not a huge Vegas guy.

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If they were to do it in Nashville, fucking, oh boy up, dude.

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I would be so in.

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Do you think they could pull that off?

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I mean, I was like, I'm Nashville.

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Yeah.

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I don't think they do either.

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And I think Vegas is such a destination for, because there's so many people around the

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world.

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I can't remember how many countries, but I think it was 40.

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That rings a bell, but it just like Vegas is so easy to get to.

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And it's just in the middle of the desert.

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But, but yeah, I mean, if you're there for 48 hours, you're, you're about ready to leave.

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Yeah.

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You're ready to pack up and go.

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But so let's just, let's just say 2026, you know, dirt bags, everything's still going

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well.

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And you have the option to kind of create your schedule.

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Like how many like is too many and how many like events do you do?

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And like, do you have a booth there?

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Like what's that game plan?

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I would, I don't think I would do a booth just because me personally, I would not want

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to be tied to a booth for that many days.

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I agree.

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Right.

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Even if I was like a equipment manufacturer, I would not, unless there was people to

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substitute, not a chance.

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Me, no.

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It'd be tough.

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And then, I mean, eight to five and that's Tuesday to Saturday, like the whole way.

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Um, I think there's no way, but yeah, I think like it's interesting because, you

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know, there's so many collaboration opportunities and we got to kind of experiment

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with that at this show and.

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So it kind of works out best for both parties, like especially us and then, um,

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whoever we're doing the collaboration with.

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It's like, it brings new eyes and new people to their booth, but yeah, I don't

241
00:11:41,520 --> 00:11:41,680
know.

242
00:11:41,680 --> 00:11:43,760
I think I'm glad we didn't book more.

243
00:11:43,760 --> 00:11:48,080
Um, but I'm really happy with how it turned out, which it was a business trip

244
00:11:48,080 --> 00:11:54,960
and it felt like a business trip and we, you know, acted like it, but, um, it was,

245
00:11:54,960 --> 00:11:56,320
it was a little exhausting.

246
00:11:56,320 --> 00:12:02,480
Uh, and I felt just like a hair stressed at some points, but, but, you know, it

247
00:12:02,480 --> 00:12:03,280
is what it is, right?

248
00:12:03,280 --> 00:12:04,080
It is what it is.

249
00:12:04,080 --> 00:12:08,400
You just roll with the punches, but like, if, like a perfect scenario schedule is.

250
00:12:08,800 --> 00:12:12,640
I don't think somebody would be, I mean, maybe they could, I wouldn't want to, but

251
00:12:12,640 --> 00:12:15,360
I wouldn't want more than like two events a day, right?

252
00:12:15,360 --> 00:12:18,400
If you had a loud morning in the afternoon, because your whole day is

253
00:12:18,400 --> 00:12:24,240
pretty much encompassed by set up during tear down, you know, you have a little

254
00:12:24,240 --> 00:12:26,640
bit of time to maybe go eat and then you're headed to the next.

255
00:12:26,640 --> 00:12:30,320
And then the show is pretty much, it's not over, but it's wrap it up, you know?

256
00:12:31,040 --> 00:12:31,360
Yeah.

257
00:12:31,600 --> 00:12:34,720
I almost wonder too, if like you just in the middle of the show, like on a

258
00:12:34,720 --> 00:12:38,320
Wednesday, you just said, all right, nothing this day, this is where we go do

259
00:12:38,320 --> 00:12:39,120
whenever we want.

260
00:12:39,280 --> 00:12:42,800
And then yeah, Tuesday, you have two events, Thursday, Friday, maybe have a

261
00:12:42,800 --> 00:12:48,080
couple of events, but, um, I think having that day kind of break up the business

262
00:12:48,080 --> 00:12:51,760
days, I guess, um, I think might be a good, a good plan.

263
00:12:52,160 --> 00:12:52,400
Yeah.

264
00:12:52,400 --> 00:12:55,920
I was jealous. I saw James's, he was always taking snaps and put them on his

265
00:12:55,920 --> 00:12:58,000
story and all the stuff that he saw.

266
00:12:58,000 --> 00:13:00,320
And I was like, I, I have no idea where this is.

267
00:13:00,320 --> 00:13:02,960
I wish I could go see that, but I don't have the time.

268
00:13:03,680 --> 00:13:04,080
Yeah.

269
00:13:04,080 --> 00:13:06,320
And you, you also like cut it short.

270
00:13:06,320 --> 00:13:08,720
I mean, you had Wednesday, Thursday.

271
00:13:09,200 --> 00:13:09,520
That's it.

272
00:13:09,520 --> 00:13:11,440
I mean, you literally had two days, two days.

273
00:13:11,440 --> 00:13:11,760
Yeah.

274
00:13:12,240 --> 00:13:13,760
And you had loaded with stuff.

275
00:13:13,760 --> 00:13:14,160
Yeah.

276
00:13:15,440 --> 00:13:17,120
But no, man, it was good.

277
00:13:17,120 --> 00:13:20,720
I know I'm sure people that didn't go are so sick of hearing about it because

278
00:13:20,720 --> 00:13:23,840
I'm sure everyone's talking about everyone's talking about how great it was,

279
00:13:23,840 --> 00:13:25,840
which it was so fun.

280
00:13:25,840 --> 00:13:29,840
It's so awesome, but you just, you can't miss it on the next one.

281
00:13:29,840 --> 00:13:31,200
Cause it's only every three years.

282
00:13:31,440 --> 00:13:31,840
Correct.

283
00:13:32,000 --> 00:13:32,400
Correct.

284
00:13:32,400 --> 00:13:35,040
And it's probably a good thing they only have it every three years, cause it

285
00:13:35,040 --> 00:13:42,000
would be really tough to keep it as exciting and exciting.

286
00:13:42,000 --> 00:13:46,880
It was like every two years, honestly, I mean, every three to five would be like

287
00:13:46,880 --> 00:13:48,880
ideal, but obviously every three, it's good.

288
00:13:48,880 --> 00:13:50,880
Yeah.

289
00:13:50,880 --> 00:13:51,920
I a hundred percent agree.

290
00:13:51,920 --> 00:13:55,280
And I know maybe this is something we could touch on just for a second.

291
00:13:55,280 --> 00:13:58,240
Like, do you think that going to Con Expo?

292
00:13:58,240 --> 00:14:01,840
Cause I feel like a lot of people that we know from Instagram or whatever,

293
00:14:01,840 --> 00:14:05,920
like that went, that was their first, like, I guess you could say that was

294
00:14:05,920 --> 00:14:07,200
their first big trade show.

295
00:14:07,200 --> 00:14:11,120
Do you think that's going to open the door for a lot of people of like, oh,

296
00:14:11,120 --> 00:14:15,840
I'm going to go to the utilities expo in Kentucky or, you know, this expo and,

297
00:14:15,840 --> 00:14:20,560
and kind of travel about, or do you think it kind of just stops with Con Expo?

298
00:14:20,880 --> 00:14:24,720
No, I think, I mean, it's not like it opened up.

299
00:14:24,720 --> 00:14:28,960
I think you and I see a lot more exposure of it because we are, I mean,

300
00:14:29,280 --> 00:14:34,880
our realm, I'll call it, the people that we follow and we interact with are young,

301
00:14:35,200 --> 00:14:36,880
but it's been around for so long.

302
00:14:36,880 --> 00:14:39,200
So it's not anything new.

303
00:14:39,520 --> 00:14:40,000
Yeah.

304
00:14:40,000 --> 00:14:44,160
I think the, I meant to structure that as like, yeah, like the, the, the

305
00:14:44,160 --> 00:14:48,080
people like our dirt bags that have never been to a show and are, you know,

306
00:14:48,080 --> 00:14:51,200
listening and then they, they go and they're like, that was so awesome.

307
00:14:51,200 --> 00:14:52,640
We networked with a bunch of people.

308
00:14:52,640 --> 00:14:53,520
We learned a lot.

309
00:14:53,840 --> 00:14:58,080
Like, I wonder if that opens up like a traveling group, like a huge

310
00:14:58,080 --> 00:15:00,400
community of people that are like, Hey, are you going to this show?

311
00:15:00,400 --> 00:15:01,280
Hey, are you going to this one?

312
00:15:01,280 --> 00:15:01,680
You know?

313
00:15:01,680 --> 00:15:02,320
Absolutely.

314
00:15:02,320 --> 00:15:02,480
Yeah.

315
00:15:02,480 --> 00:15:03,280
No, no doubt.

316
00:15:03,280 --> 00:15:07,520
I mean, the utility expo sounds super cool and like world of concrete, you

317
00:15:07,520 --> 00:15:12,080
know, all of those, they're all so specifically related to an industry

318
00:15:12,080 --> 00:15:15,760
to where I feel like maybe if you, you know, you don't have to go every year,

319
00:15:15,760 --> 00:15:19,760
but if you go like every other year, you know, you're still gaining really

320
00:15:19,760 --> 00:15:24,000
solid information to where the people that maybe don't go, they don't have

321
00:15:24,000 --> 00:15:26,960
access to, maybe they just see and they don't know it's a reality type thing.

322
00:15:27,520 --> 00:15:27,680
Yeah.

323
00:15:27,680 --> 00:15:32,240
And I think I can see in the future too, you know, some even stemming off of

324
00:15:32,240 --> 00:15:35,200
that, like not even a trade show, just some sort of like contractor meetup

325
00:15:35,200 --> 00:15:39,200
and something where it's like, you know, the group of friends that are all

326
00:15:39,200 --> 00:15:43,600
over the country that just want to go somewhere and have a, you know,

327
00:15:43,600 --> 00:15:45,840
business meeting for three days somewhere.

328
00:15:45,840 --> 00:15:49,760
I think you get a lot out of that, but also, you know, just building

329
00:15:49,760 --> 00:15:51,520
those relationships and friendships.

330
00:15:51,520 --> 00:15:52,320
Absolutely.

331
00:15:52,320 --> 00:15:52,960
Absolutely.

332
00:15:52,960 --> 00:15:53,600
I agree.

333
00:15:54,960 --> 00:15:59,040
But obviously kind of wrapping it up with ConExpo.

334
00:15:59,040 --> 00:16:00,000
ConExpo was great.

335
00:16:00,000 --> 00:16:01,440
Good to see everybody.

336
00:16:01,440 --> 00:16:03,520
See you in 2026.

337
00:16:03,520 --> 00:16:04,640
Get it out of here.

338
00:16:04,640 --> 00:16:05,840
Get it out of here.

339
00:16:05,840 --> 00:16:08,880
Now the real reason why I'm doing this is because I'm

340
00:16:08,880 --> 00:16:10,640
doing this for real reason.

341
00:16:10,640 --> 00:16:14,320
Luke and I have some pretty good topics for this next episode or for

342
00:16:14,320 --> 00:16:15,680
this episode, I should say.

343
00:16:15,680 --> 00:16:21,040
First one, Luke and Luke, I was going to say, Luke, we were just kind of

344
00:16:21,040 --> 00:16:25,360
talking about right beforehand is obviously today being March 23rd.

345
00:16:25,360 --> 00:16:27,760
When this airs, this will be April, right?

346
00:16:27,760 --> 00:16:30,640
So think we are now in the April timeframe.

347
00:16:30,640 --> 00:16:36,400
If you think back to the separation season episode, right?

348
00:16:36,400 --> 00:16:38,000
We're past that now.

349
00:16:38,000 --> 00:16:40,960
Now it's crunch time, right?

350
00:16:40,960 --> 00:16:44,880
Now it is time to really put your boots on the ground and make sure that you are

351
00:16:44,880 --> 00:16:47,680
making those connections if you already haven't, right?

352
00:16:47,680 --> 00:16:50,560
Or now it is time to get your schedule in place.

353
00:16:50,560 --> 00:16:56,640
Now it is time to start, you know, using different, say, job costing apps, you

354
00:16:56,640 --> 00:17:00,880
know, time tracking apps, whatever, to make sure you get familiar, get

355
00:17:00,880 --> 00:17:04,720
yourself familiar with them and your crew familiar with them so you can use

356
00:17:04,720 --> 00:17:08,560
them effectively come start, because I know there's going to be a lot of

357
00:17:08,560 --> 00:17:12,160
people probably within the next month that are going full on.

358
00:17:12,160 --> 00:17:15,840
Yeah, I wrote down three words just as you're talking there because we had

359
00:17:15,840 --> 00:17:19,200
talked, separation season, that was a huge episode for us.

360
00:17:19,200 --> 00:17:22,160
It's one of my favorites because it was just from the heart.

361
00:17:22,160 --> 00:17:23,840
We didn't even know we were going to talk about that.

362
00:17:25,600 --> 00:17:26,640
And it was huge.

363
00:17:26,640 --> 00:17:28,160
But now it's like springtime.

364
00:17:28,160 --> 00:17:30,480
You can't just say like, oh, it's going to be slow.

365
00:17:30,480 --> 00:17:31,440
Go do this and that.

366
00:17:31,440 --> 00:17:32,800
Go knock on people's doors.

367
00:17:32,800 --> 00:17:33,520
Go shake hands.

368
00:17:33,520 --> 00:17:38,080
It's like the three words I wrote down, springtime, I mean, we're talking

369
00:17:38,080 --> 00:17:44,000
implementation, so implementing what you, the systems, the ideas, everything

370
00:17:44,000 --> 00:17:46,640
you had in the winter, you got to implement it.

371
00:17:46,640 --> 00:17:49,520
If you don't implement it, you're going to be back where you were the previous

372
00:17:49,520 --> 00:17:50,960
year where you didn't want to be.

373
00:17:51,760 --> 00:17:54,160
Consistency, that's massive.

374
00:17:54,160 --> 00:17:59,440
You want to get to the next separation season with like hitting your habits

375
00:17:59,440 --> 00:18:03,200
every single day, every single week, every month, doing the things that

376
00:18:03,200 --> 00:18:05,360
you promised yourself you would do.

377
00:18:05,360 --> 00:18:09,440
So the consistency to get you to the next season is going to be huge.

378
00:18:10,400 --> 00:18:12,880
And finally, delivering.

379
00:18:12,880 --> 00:18:17,040
Like if you're talking to these project managers, these GCs, whoever you're

380
00:18:17,040 --> 00:18:21,680
doing speaking with, you know, in the winter time, you need to show them like,

381
00:18:21,680 --> 00:18:24,160
okay, it's not just a vanity.

382
00:18:24,160 --> 00:18:25,360
You're not just all talk.

383
00:18:25,360 --> 00:18:28,400
Like you need to deliver and you need to over deliver.

384
00:18:28,400 --> 00:18:31,040
And that starts with your communication.

385
00:18:31,040 --> 00:18:34,080
Finishing the job, like making their life easier.

386
00:18:34,080 --> 00:18:38,000
And then that follow-up process too of like making sure they know you're ready

387
00:18:38,000 --> 00:18:39,680
for the next one and you can handle it.

388
00:18:40,480 --> 00:18:43,600
One that kind of comes to my mind from year three is discipline.

389
00:18:43,920 --> 00:18:48,640
Making sure you're disciplined and following up and making sure that you

390
00:18:48,640 --> 00:18:52,480
have some system that is keeping you on task, right?

391
00:18:52,480 --> 00:18:56,080
Say it, whether it's you as the owner, you as an employee, you as a project

392
00:18:56,080 --> 00:19:00,160
manager, right, you have a list of tasks to do, you know, whether you're right

393
00:19:00,160 --> 00:19:04,320
them down daily and then you cross them off one by one, but just making sure

394
00:19:04,320 --> 00:19:06,800
that nothing is falling through the cracks, right?

395
00:19:06,800 --> 00:19:10,880
Like could be an email, could be a phone call and you know, you missed it and

396
00:19:10,880 --> 00:19:14,320
it went to voicemail, you know, call them back, send that email back, make

397
00:19:14,320 --> 00:19:18,800
sure that you are doing these things so you aren't missing out on opportunities.

398
00:19:18,800 --> 00:19:19,680
I think that's huge.

399
00:19:19,680 --> 00:19:24,240
You know, there are people that, that don't call them back, right?

400
00:19:24,240 --> 00:19:26,560
You hear, I mean, so many contractors hear it all the time.

401
00:19:26,560 --> 00:19:28,480
Well, so-and-so never called me back.

402
00:19:28,480 --> 00:19:30,400
I reached out twice, blah, blah, blah.

403
00:19:30,400 --> 00:19:32,480
Or they ghosted me or whatever.

404
00:19:32,480 --> 00:19:35,840
Be disciplined, you know, and that kind of ties into the communication as well,

405
00:19:35,840 --> 00:19:39,200
but be disciplined to make sure that you are doing those follow-ups.

406
00:19:39,200 --> 00:19:42,960
You are, you know, getting back to people, you are doing what you're going to say.

407
00:19:42,960 --> 00:19:44,960
So I think that's super important as well.

408
00:19:44,960 --> 00:19:47,040
So I wanted to bring this up to you.

409
00:19:47,040 --> 00:19:52,800
What would you say if, if it's more of the owner operator?

410
00:19:52,800 --> 00:19:56,800
Because I think what happens is that when it gets busy, like they're the

411
00:19:56,800 --> 00:20:00,800
one doing it and they're super busy and they can't focus on all this other stuff

412
00:20:00,800 --> 00:20:05,360
and answering the phone and, you know, even doing like certain marketing things

413
00:20:05,360 --> 00:20:06,640
to keep the business rolling.

414
00:20:06,640 --> 00:20:10,800
Like what would you say to somebody that's, because there's a lot of them

415
00:20:10,800 --> 00:20:16,800
out there and it's not a bad thing, but how, how does the owner operator stay

416
00:20:16,800 --> 00:20:21,520
sane, but also keep the discipline, keep the consistency and, you know, the

417
00:20:21,520 --> 00:20:24,000
discipline to keep growing?

418
00:20:24,000 --> 00:20:28,800
Well, you got to have systems in place.

419
00:20:28,800 --> 00:20:29,040
Right.

420
00:20:29,040 --> 00:20:32,560
So I think of, think of on the day-to-day operations, right?

421
00:20:32,560 --> 00:20:36,400
Your owner operator, you're in the field, you're in your pickup, you're kind

422
00:20:36,400 --> 00:20:37,520
of all over the place, right?

423
00:20:37,520 --> 00:20:38,400
Whatever you're doing.

424
00:20:38,960 --> 00:20:41,200
Have, have a system in place, right?

425
00:20:41,200 --> 00:20:44,560
So say you get a lot of emails during the day, right?

426
00:20:44,560 --> 00:20:44,800
Yeah.

427
00:20:45,520 --> 00:20:49,680
I don't know, maybe like an automatic response to these emails from when

428
00:20:49,680 --> 00:20:53,280
maybe you get one, feel like, Hey, we'll get back to you at this, or, Hey,

429
00:20:53,280 --> 00:20:54,000
got your email.

430
00:20:54,000 --> 00:20:55,200
Thanks so much for the inquiry.

431
00:20:55,600 --> 00:21:00,480
We'll get back to you here shortly, but yet maybe it doesn't, you know, it

432
00:21:00,480 --> 00:21:03,200
doesn't show on red whenever that reply goes.

433
00:21:03,200 --> 00:21:06,720
And then later that night you go through them, you know, figure out which ones

434
00:21:06,720 --> 00:21:09,440
are junk, figure out which ones aren't, then you prioritize them.

435
00:21:09,440 --> 00:21:09,760
Okay.

436
00:21:09,760 --> 00:21:11,040
This was a really good lead.

437
00:21:11,040 --> 00:21:12,880
This one will go somewhere eventually.

438
00:21:12,880 --> 00:21:15,280
This one I'm just going to follow up with things like that.

439
00:21:16,560 --> 00:21:17,520
Phone calls.

440
00:21:17,520 --> 00:21:21,120
Every owner operator knows that their phone is probably ringing

441
00:21:21,120 --> 00:21:22,400
unstopped during the day.

442
00:21:22,400 --> 00:21:24,240
Sure. Buy some AirPods.

443
00:21:25,360 --> 00:21:26,160
There you go.

444
00:21:26,160 --> 00:21:29,760
If you have your phone and your AirPods with you, you can still run your machine

445
00:21:29,760 --> 00:21:31,200
while talking on the phone.

446
00:21:31,200 --> 00:21:35,520
And if you can't multitask by talking and running the machine, you

447
00:21:35,520 --> 00:21:40,480
probably should be in business is as bad as that is to say, but do it.

448
00:21:40,480 --> 00:21:43,920
Or I've seen headphones that Dane uses are big fucking

449
00:21:44,640 --> 00:21:47,120
muffs and he's got a speaker, whatever here.

450
00:21:47,120 --> 00:21:48,160
You can get a pair of those.

451
00:21:48,160 --> 00:21:52,400
I don't know what those cost, you know, things like that.

452
00:21:52,400 --> 00:21:52,720
Yeah.

453
00:21:52,720 --> 00:21:57,920
I like that because I think what you're saying is that you don't need to be

454
00:21:57,920 --> 00:22:01,120
sitting in the office, like typing on a keyboard, answering the phone as

455
00:22:01,120 --> 00:22:02,160
like a secretary.

456
00:22:02,160 --> 00:22:07,600
It's just like, and owner operators are already incredible at multitasking

457
00:22:07,600 --> 00:22:08,880
because they do everything.

458
00:22:08,880 --> 00:22:13,360
And so it's like, okay, like you said, just toss the AirPod in, get a set of

459
00:22:13,360 --> 00:22:17,360
headphones, whatever, get used to answering the call and then, you know,

460
00:22:17,360 --> 00:22:18,640
set expectations as well.

461
00:22:18,640 --> 00:22:21,200
You know, Hey, can I get back to you at five o'clock?

462
00:22:21,200 --> 00:22:23,120
I don't finishing up a job site.

463
00:22:24,560 --> 00:22:26,560
And then just kind of setting those expectations.

464
00:22:26,560 --> 00:22:32,240
But I think that'll help that owner operator, like get to that next level.

465
00:22:32,240 --> 00:22:33,920
And then they can really do what they want to do.

466
00:22:33,920 --> 00:22:36,000
If they want to keep operating, that's totally fine.

467
00:22:36,000 --> 00:22:39,680
But then they have a little bit more of the resources to hire that

468
00:22:39,680 --> 00:22:44,240
office staff to then field those, those leads, those calls, the hiring

469
00:22:44,240 --> 00:22:45,600
applications, whatever it might be.

470
00:22:45,600 --> 00:22:46,400
Correct.

471
00:22:46,400 --> 00:22:51,680
If you, if you are good at following up with people and making sure that they

472
00:22:51,680 --> 00:22:55,760
know that you've got their message, whether it's maybe you don't want to

473
00:22:55,760 --> 00:22:58,160
answer the phone during the day, which is totally fine.

474
00:22:58,160 --> 00:23:01,920
Set something up in your phone that sends them a text, right?

475
00:23:01,920 --> 00:23:04,160
Hey, leave me a voicemail or shoot me a text.

476
00:23:04,160 --> 00:23:05,120
Sorry, I can't get to you.

477
00:23:05,120 --> 00:23:07,120
I will get back to you soon or something.

478
00:23:07,120 --> 00:23:10,960
90% of them, you know, if they don't leave you a voicemail, they'll see that

479
00:23:10,960 --> 00:23:13,120
text and they'll probably text you if they can.

480
00:23:13,120 --> 00:23:14,960
Because yeah, really not a lot.

481
00:23:14,960 --> 00:23:17,200
There's not a lot of landlines anymore.

482
00:23:17,200 --> 00:23:19,600
There is, but there's not at the same time.

483
00:23:20,320 --> 00:23:25,440
One thing I learned that I use daily is put an action item on the person

484
00:23:25,440 --> 00:23:26,560
that's trying to contact you.

485
00:23:26,560 --> 00:23:29,840
So, Hey, can you leave, like you said there, Hey, can you leave me a

486
00:23:29,840 --> 00:23:31,600
voicemail so I can get back to it?

487
00:23:31,600 --> 00:23:36,880
Hey, can you send me an overview in a text?

488
00:23:36,880 --> 00:23:40,320
And then I leave it, and then I leave it unread until I get to it.

489
00:23:40,320 --> 00:23:46,240
So having that person do an action item so that when you do get to it, they

490
00:23:46,240 --> 00:23:50,160
have some work that they need to do to send over, that'll make your life a

491
00:23:50,160 --> 00:23:53,440
lot easier and then that way everyone's not always waiting on you.

492
00:23:54,480 --> 00:23:58,640
And I think that's just a small piece of delegating is, okay, what can you

493
00:23:58,640 --> 00:24:01,440
do right now to help my life, help me out?

494
00:24:01,440 --> 00:24:05,200
And it's send that over in a different way, leave it unread.

495
00:24:05,200 --> 00:24:09,120
And then when you're ready to go through it, then you can kind of check that box.

496
00:24:09,120 --> 00:24:11,440
Delegate what your customers do for you, right?

497
00:24:11,440 --> 00:24:13,680
Because it's not, you don't have to bow down to them.

498
00:24:13,680 --> 00:24:18,080
They can leave you a voicemail or, I mean, create an automated text.

499
00:24:18,080 --> 00:24:19,200
Hey, get to you.

500
00:24:19,200 --> 00:24:21,520
Here's my email or here's my cell number.

501
00:24:21,520 --> 00:24:24,160
Text me what you're looking for, appreciate you reaching out.

502
00:24:24,160 --> 00:24:25,120
We'll get back to you soon.

503
00:24:25,120 --> 00:24:27,040
That is super easy to come up with.

504
00:24:27,920 --> 00:24:28,400
Yeah.

505
00:24:28,400 --> 00:24:32,560
And if it's something that's consistent, like if it is, you know, somebody's

506
00:24:32,560 --> 00:24:35,760
looking for a quote or whatever it is, be like, Hey, that's great.

507
00:24:35,760 --> 00:24:37,920
Can you send me address?

508
00:24:37,920 --> 00:24:42,240
You know, a description, like what you're looking for budget, things like that.

509
00:24:42,400 --> 00:24:44,560
That way you can, that part's already done.

510
00:24:44,560 --> 00:24:47,280
You don't have to keep asking that every single time and you

511
00:24:47,280 --> 00:24:48,400
can kind of get to the point.

512
00:24:48,640 --> 00:24:49,120
Absolutely.

513
00:24:49,760 --> 00:24:51,840
That's another one that I just kind of thought of.

514
00:24:51,840 --> 00:24:56,240
I had a conversation with a guy today and he sent me a snap and he was, you

515
00:24:56,240 --> 00:24:57,840
know, fuck this weather, blah, blah, blah.

516
00:24:57,840 --> 00:24:58,560
It's cold here.

517
00:24:58,560 --> 00:24:59,840
It's obviously still snowing.

518
00:25:00,160 --> 00:25:01,520
It was warming up his machine.

519
00:25:01,520 --> 00:25:06,000
And I think I just wrote back like, do, or what did I say?

520
00:25:06,000 --> 00:25:10,720
I said, do what others hate and fuck, I can't remember the cold, but it was really good.

521
00:25:10,720 --> 00:25:14,400
I felt like, damn it, Luke, I felt really, really good on that moment.

522
00:25:14,800 --> 00:25:16,480
And he kind of disagreed with me.

523
00:25:16,480 --> 00:25:17,920
He's like, wow, it's fucking cold.

524
00:25:17,920 --> 00:25:19,600
You know, I'm, I'm worn down.

525
00:25:19,600 --> 00:25:22,000
We weren't supposed to work all winter and blah, blah, blah.

526
00:25:22,480 --> 00:25:26,400
And I was like, if you, if you continue to just have a good attitude about it,

527
00:25:26,720 --> 00:25:28,160
your spirits will change as well.

528
00:25:28,160 --> 00:25:30,400
Hey, I'm just, I'm glad for the hours.

529
00:25:30,640 --> 00:25:32,080
I'm lucky to still be working.

530
00:25:32,320 --> 00:25:33,600
I'm lucky to be out here.

531
00:25:33,600 --> 00:25:37,040
I'm, you know, if you're with a good company, I've got a great job.

532
00:25:37,920 --> 00:25:41,440
Look more towards that compared to fuck this, fuck that.

533
00:25:41,760 --> 00:25:42,560
This is terrible.

534
00:25:42,560 --> 00:25:43,440
My life sucks.

535
00:25:43,840 --> 00:25:44,720
That'll help as well.

536
00:25:44,720 --> 00:25:48,320
You know, for more, well, I mean, that could be in the employee and the owner side

537
00:25:48,320 --> 00:25:52,320
because hopefully not the owner side, but if it is, that's going to transition

538
00:25:52,320 --> 00:25:54,080
down to your guys and no one's going to be happy.

539
00:25:54,560 --> 00:25:55,440
A hundred percent.

540
00:25:55,440 --> 00:26:00,720
And your attitude and how you perceive situations, every single day, even the small

541
00:26:00,720 --> 00:26:04,800
things that will change, in my opinion, that will change your life.

542
00:26:04,800 --> 00:26:08,320
It, when you start to shift that and you start to look at more of the positive

543
00:26:08,320 --> 00:26:12,400
things, it's just become less cranky, less grumpy, and you're like, oh wow.

544
00:26:12,400 --> 00:26:15,120
It actually is a blessing to live in America.

545
00:26:15,120 --> 00:26:16,000
Let's start there.

546
00:26:16,080 --> 00:26:21,120
And, and just like to have what we have to have food on the table, but just

547
00:26:21,120 --> 00:26:25,920
the way you kind of structure that, because there are people that are looking for work

548
00:26:25,920 --> 00:26:28,000
that will do anything to have a job.

549
00:26:28,000 --> 00:26:31,040
And so, that all comes from up here though.

550
00:26:31,040 --> 00:26:34,960
That's like the one thing you can control and it's hard to teach that.

551
00:26:35,040 --> 00:26:38,480
It's hard to tell somebody, Hey, look on the brighter side, man.

552
00:26:38,480 --> 00:26:45,280
But that is in our advantage because you can control it.

553
00:26:45,280 --> 00:26:49,360
You have a hundred percent control of your attitude and there's a 99%

554
00:26:49,360 --> 00:26:51,120
of other things you have no control over.

555
00:26:51,680 --> 00:26:51,920
Right.

556
00:26:52,400 --> 00:26:54,400
The quote was love to do what others hate.

557
00:26:54,400 --> 00:26:57,520
There you go.

558
00:26:57,520 --> 00:27:01,920
I don't know where I got that, but yeah, he disagreed and he was like, nobody loves this,

559
00:27:01,920 --> 00:27:02,720
blah, blah, blah.

560
00:27:02,720 --> 00:27:05,440
And I'm like, I do, you know, I would love to.

561
00:27:05,440 --> 00:27:09,040
I'll tell myself that I love to and eventually I'll adopt it.

562
00:27:09,040 --> 00:27:12,320
You know, I might not at the time, but I'm not going to let that show.

563
00:27:12,320 --> 00:27:14,720
I'm going to try to have fun with it, try to make the most of it.

564
00:27:15,680 --> 00:27:18,320
So, but I mean, it goes into mental toughness as well.

565
00:27:18,320 --> 00:27:20,800
You do have to be mentally tough in any industry.

566
00:27:20,800 --> 00:27:25,200
Yeah, a hundred percent.

567
00:27:25,200 --> 00:27:30,800
I mean, that's just good, especially, you know, we get a lot of business owners listening,

568
00:27:30,800 --> 00:27:36,000
a lot of entrepreneurs that alone, you got to be mentally tough to do it.

569
00:27:36,000 --> 00:27:42,800
So I think it, it's not for everybody, but it also helps like having that mindset already

570
00:27:42,800 --> 00:27:44,800
to then see things in a different light.

571
00:27:44,800 --> 00:27:45,040
Yeah.

572
00:27:45,040 --> 00:27:50,080
And that, this whole conversation kind of ties back to, you know, Matt Studi's episode

573
00:27:50,080 --> 00:27:55,600
with Sapphire Construction about, you know, wearing yourself down and burnout and things

574
00:27:55,600 --> 00:27:56,320
like that.

575
00:27:56,320 --> 00:27:59,120
And again, all of that can be avoidable.

576
00:27:59,120 --> 00:28:04,240
Yeah, I understand you get tired when you're working 10, 12 hour days constantly.

577
00:28:04,240 --> 00:28:08,800
I understand that, but also make the most of it, you know, cause it could like,

578
00:28:08,800 --> 00:28:10,320
I'll shout out Jeremy here.

579
00:28:10,320 --> 00:28:12,400
Jeremy says this with the snow guys all the time.

580
00:28:12,400 --> 00:28:14,320
It could shut off at any minute, right?

581
00:28:14,320 --> 00:28:18,240
Either you're going to bitch about hours or you're going to bitch about not having hours.

582
00:28:18,240 --> 00:28:20,960
Which one gets you to a better place?

583
00:28:20,960 --> 00:28:22,160
Having hours.

584
00:28:22,160 --> 00:28:23,440
Yeah, a hundred percent.

585
00:28:25,120 --> 00:28:25,600
Yeah.

586
00:28:25,600 --> 00:28:26,480
Matt's the man.

587
00:28:26,480 --> 00:28:31,200
He, him and I stayed in touch and we're building him a new website too for Sapphire.

588
00:28:31,200 --> 00:28:35,920
And it's, it's, it's fun to see like, especially after, you know, when we had the podcast with

589
00:28:35,920 --> 00:28:40,640
him, that was our first time, both of us meeting him and obviously us three have just been

590
00:28:40,640 --> 00:28:41,920
keeping the ball rolling since.

591
00:28:41,920 --> 00:28:45,680
So it's, it's always fun to kick it off with the podcast and you're like, man, you're,

592
00:28:46,240 --> 00:28:47,040
you're pretty cool.

593
00:28:47,040 --> 00:28:48,480
You're a cool dude.

594
00:28:48,480 --> 00:28:49,840
It is, it's been fun to watch him.

595
00:28:50,400 --> 00:28:52,000
It's, they're digging up right now.

596
00:28:52,000 --> 00:28:53,840
It looks like they're on a bank or something.

597
00:28:53,840 --> 00:28:54,640
And I was like, fuck.

598
00:28:55,440 --> 00:28:56,160
Right here.

599
00:28:56,160 --> 00:28:56,640
Gold here.

600
00:28:57,600 --> 00:28:59,200
And also it's super fun to see him at it.

601
00:28:59,200 --> 00:29:02,400
Cause I know that we'll be hopefully following suit shortly.

602
00:29:02,400 --> 00:29:02,880
Soon.

603
00:29:02,880 --> 00:29:03,120
Yeah.

604
00:29:03,840 --> 00:29:04,880
Matt's a super cool guy.

605
00:29:05,680 --> 00:29:05,920
Yeah.

606
00:29:07,120 --> 00:29:08,240
I'll kind of pivot a little bit.

607
00:29:09,200 --> 00:29:16,160
So one thing, definitely wanted to read this off, but got to give another shout out to

608
00:29:16,160 --> 00:29:17,600
the kinetic leasing guys.

609
00:29:18,160 --> 00:29:24,720
So our guys, Sam shot Luke, you and I, a LinkedIn message a couple of weeks ago.

610
00:29:25,280 --> 00:29:25,840
This is what he said.

611
00:29:25,840 --> 00:29:27,040
I just wanted to read this real quick.

612
00:29:27,040 --> 00:29:29,680
He said, Hey, shout out to you both.

613
00:29:30,160 --> 00:29:33,920
I never would have called kinetic if I haven't heard about them from you guys.

614
00:29:34,240 --> 00:29:38,480
They got me out of a huge bind and made us able to purchase a machine we had on rent.

615
00:29:39,280 --> 00:29:41,520
So basically gave him the capital to purchase it.

616
00:29:41,760 --> 00:29:43,360
You don't save me a shitload of money.

617
00:29:43,360 --> 00:29:46,960
And since we saved a bit, I'm able to bring on two more guys.

618
00:29:46,960 --> 00:29:47,840
So thanks.

619
00:29:47,840 --> 00:29:48,640
Keep it up.

620
00:29:48,640 --> 00:29:54,240
I was like, I mean, Luke, obviously I sent the picture of the old goose, but I got the chills.

621
00:29:55,920 --> 00:30:00,160
And I remember we died to Ryan and Jake and yeah, that was great.

622
00:30:00,160 --> 00:30:04,000
And I'll, I'll let you finish and then I'll chime in after that.

623
00:30:04,000 --> 00:30:07,760
But yeah, I was just going to say like it seeing that too.

624
00:30:07,760 --> 00:30:10,800
I mean, cause the kinetic guys, they get it.

625
00:30:10,800 --> 00:30:13,600
Like we're good friends with them.

626
00:30:13,600 --> 00:30:17,760
They do just killer work in the construction industry.

627
00:30:17,760 --> 00:30:22,160
And so I'm like, or so you and I are like, well, this just makes sense to do this partnership.

628
00:30:22,160 --> 00:30:28,240
And, and they've had our back through a lot of stuff and they support the dirt bags university.

629
00:30:28,240 --> 00:30:29,920
They support us financially.

630
00:30:29,920 --> 00:30:32,800
They're just that partner that we want to be with.

631
00:30:33,680 --> 00:30:37,360
And then to see a message like that from Sam, like unsolicited, he's just like, Hey,

632
00:30:37,360 --> 00:30:42,080
shout out to you guys, like I went with them and they killed it and we're killing it together.

633
00:30:42,080 --> 00:30:44,320
I was like, what more could you want?

634
00:30:44,320 --> 00:30:44,560
Yeah.

635
00:30:44,560 --> 00:30:46,240
They fucking praise God, baby.

636
00:30:46,240 --> 00:30:47,040
Praise God, baby.

637
00:30:47,840 --> 00:30:49,760
But no kind of playing off that.

638
00:30:49,760 --> 00:30:50,480
Wow.

639
00:30:50,480 --> 00:30:51,760
The old bond, praise God, baby.

640
00:30:51,760 --> 00:30:52,320
Praise God.

641
00:30:52,320 --> 00:30:53,600
He was hilarious.

642
00:30:53,600 --> 00:30:54,640
I love that guy.

643
00:30:54,640 --> 00:30:55,440
He's hilarious.

644
00:30:55,440 --> 00:31:02,800
Oh, but at the same time, I'm like, when I hear that great, I'm glad you took our advice to go do it,

645
00:31:02,800 --> 00:31:07,920
but we wouldn't plug them if they weren't as good as we say they are.

646
00:31:07,920 --> 00:31:10,000
We're not just saying that to say that.

647
00:31:10,000 --> 00:31:12,160
Like they really are a legit company.

648
00:31:12,160 --> 00:31:16,400
And I always tell people, cause I get questions all the time, like, oh man, I wish, you know,

649
00:31:16,400 --> 00:31:19,920
I wish my bank would let me do this or I wish, you know, I could do this, this.

650
00:31:19,920 --> 00:31:23,680
I'm like, call the kinetic guys, you know, they'll look at your stuff.

651
00:31:23,680 --> 00:31:25,200
They'll analyze everything for you.

652
00:31:25,200 --> 00:31:26,880
They're going to help you, right?

653
00:31:26,880 --> 00:31:32,720
They're not there to screw you, which there's a lot of people out just for the money.

654
00:31:32,720 --> 00:31:33,920
They're not there to screw people.

655
00:31:33,920 --> 00:31:34,960
They're not one of them though.

656
00:31:34,960 --> 00:31:35,760
Yeah.

657
00:31:35,760 --> 00:31:39,920
And I think what you and I are trying to build is a community of like, Hey, I'm just going to call

658
00:31:39,920 --> 00:31:44,160
this person that they say to call and just ask them a couple of questions and be like, Hey, is this,

659
00:31:44,160 --> 00:31:45,040
is this a bad deal?

660
00:31:45,040 --> 00:31:46,080
Is this a good deal?

661
00:31:46,080 --> 00:31:49,520
Like with my current bank or whoever, whatever you're trying to do.

662
00:31:49,520 --> 00:31:52,800
And then they're just like, Oh yeah, we can take care of you much better than that.

663
00:31:52,800 --> 00:31:55,200
Or they'll say, it's actually a great deal.

664
00:31:55,200 --> 00:31:55,840
I would take it.

665
00:31:55,840 --> 00:32:00,320
So it's more of like the education and having somebody you can at least trust a little bit more

666
00:32:00,320 --> 00:32:02,640
than searching somebody random on Google.

667
00:32:02,640 --> 00:32:03,200
Correct.

668
00:32:03,200 --> 00:32:03,600
Correct.

669
00:32:03,600 --> 00:32:08,080
I mean, they've got such a solid team too, and just really good experience, right?

670
00:32:08,080 --> 00:32:09,520
Well, they're sales guys.

671
00:32:09,520 --> 00:32:13,280
I feel like they're sales guys, but they're not right there.

672
00:32:13,280 --> 00:32:15,040
They're there again to help.

673
00:32:15,040 --> 00:32:20,560
They want, they, again, when I say analyze, obviously through any banking process, you've

674
00:32:20,560 --> 00:32:22,320
got to send your financials over.

675
00:32:22,320 --> 00:32:26,560
When you do that, they're looking at that and like, okay, is this going to hurt this person?

676
00:32:26,560 --> 00:32:26,880
Right?

677
00:32:26,880 --> 00:32:31,600
Is this going to, is this going to put them in a bad position to where they aren't able to make

678
00:32:31,600 --> 00:32:35,360
this payment and they're going to be transparent with you on that, you know, or if you're killing

679
00:32:35,360 --> 00:32:39,120
it and they're like, hell, you could buy a lot more than this, but yeah, absolutely.

680
00:32:39,120 --> 00:32:41,520
You know, they have that education with it.

681
00:32:41,520 --> 00:32:41,760
Yeah.

682
00:32:41,760 --> 00:32:48,880
And I think what really helps too is that you use them and Sam uses them and Devin and like

683
00:32:48,880 --> 00:32:53,680
all these contractors that, you know, we know, we network with and people, other people that

684
00:32:53,680 --> 00:32:54,640
haven't used them would know.

685
00:32:54,640 --> 00:32:58,480
And so I think it's like, maybe that's something you and I can do is compile, which I don't

686
00:32:58,480 --> 00:33:03,840
know if legally we can do that, but I don't know, that might be, that might be too much.

687
00:33:03,840 --> 00:33:05,280
But, but you know what I mean?

688
00:33:05,280 --> 00:33:06,720
I've just like, yeah.

689
00:33:06,720 --> 00:33:12,400
And like people giving, you know, real honest, their opinion on what they think, but I'm

690
00:33:12,400 --> 00:33:16,480
sure we could, you know, tell people who have used them and, you know, hey, you know, out

691
00:33:16,480 --> 00:33:20,240
to them and see what their experience was or, you know, whatever, right.

692
00:33:20,240 --> 00:33:21,040
Or we could do that.

693
00:33:21,760 --> 00:33:24,000
But, but yeah, so I thought that was awesome.

694
00:33:24,000 --> 00:33:24,480
I saw that.

695
00:33:24,480 --> 00:33:29,840
I was like, you know, it's what we're doing in my opinion is, is working.

696
00:33:29,840 --> 00:33:35,680
And, you know, from the start, we didn't want to just BS on a podcast every week or something.

697
00:33:35,680 --> 00:33:42,880
It was, we wanted to bring resources in a consumable way and add value through some

698
00:33:42,880 --> 00:33:43,840
sort of platform.

699
00:33:43,840 --> 00:33:45,840
And the podcast has been the easiest way.

700
00:33:45,840 --> 00:33:51,680
And in my opinion, one of my favorite things I get to do, you know, in, in my career.

701
00:33:52,240 --> 00:33:52,800
I agree, dude.

702
00:33:52,800 --> 00:33:56,640
I love just sitting down and talking because I feel like, I feel like you and I aren't

703
00:33:56,640 --> 00:33:59,200
recording, but it's like, we're having a conversation.

704
00:33:59,200 --> 00:34:01,120
Like we were sitting down at the blackjack table.

705
00:34:01,120 --> 00:34:02,800
I was like, we should be recording.

706
00:34:02,800 --> 00:34:03,280
Yeah.

707
00:34:03,280 --> 00:34:04,000
This is great.

708
00:34:05,680 --> 00:34:06,000
We should be.

709
00:34:06,000 --> 00:34:07,760
That could be a new, that could be a new segment.

710
00:34:08,400 --> 00:34:10,560
We got to bring Chadwick with us though.

711
00:34:10,560 --> 00:34:15,280
So, dude, that table with him, that would have been so fun to record and then just put

712
00:34:15,280 --> 00:34:16,480
it out as a podcast.

713
00:34:16,480 --> 00:34:17,680
That would have been so fun.

714
00:34:17,680 --> 00:34:20,400
Cause we were playing like the side bets.

715
00:34:20,400 --> 00:34:25,200
And then when we didn't play the side bets, they would hit and yeah, it was just so much

716
00:34:25,200 --> 00:34:30,320
fun and whoever the Mark guy was, Mark was fucking chirping us.

717
00:34:30,320 --> 00:34:33,600
Cause he's like, oh yeah, these two, they're wives.

718
00:34:33,600 --> 00:34:35,440
And we're like, yeah, they're right there.

719
00:34:35,440 --> 00:34:38,320
Like, well, he, he thought we were together.

720
00:34:38,320 --> 00:34:41,040
You know, and we're like, no, we don't play that way.

721
00:34:41,040 --> 00:34:42,720
We're from, we're from North Dakota, man.

722
00:34:43,360 --> 00:34:43,680
Yeah.

723
00:34:43,680 --> 00:34:47,840
And cause it was just you and I sitting there and, and I don't know what we did to tip them

724
00:34:47,840 --> 00:34:50,320
off, but he's like, we're like, yeah, our wives are coming.

725
00:34:50,320 --> 00:34:54,800
He's like, room, like here is because it was Luke and we got that a lot too.

726
00:34:54,800 --> 00:34:56,000
Like I'm Luke.

727
00:34:56,000 --> 00:34:56,720
I'm also Luke.

728
00:34:56,720 --> 00:34:59,360
And they're like, well, that's easy.

729
00:34:59,360 --> 00:34:59,600
Yeah.

730
00:35:00,240 --> 00:35:00,880
It was funny.

731
00:35:00,880 --> 00:35:06,240
But yeah, Chadwick was the man not to plug him again, but yeah, man.

732
00:35:06,240 --> 00:35:10,080
I mean, obviously separation season, put your boots on the ground, right?

733
00:35:10,080 --> 00:35:12,000
It is, it, it is that time.

734
00:35:12,000 --> 00:35:16,320
If you're, if you're not a snow removal guy and you don't have a lot of snow, guess what?

735
00:35:16,320 --> 00:35:18,320
The weather is going to start becoming warmer.

736
00:35:18,320 --> 00:35:19,680
You're going to get a lot more calls.

737
00:35:19,680 --> 00:35:21,760
People are anxious to get their projects done.

738
00:35:21,760 --> 00:35:27,360
There's the amount of commercial projects in our area right now is insane.

739
00:35:27,920 --> 00:35:28,400
Yeah.

740
00:35:28,400 --> 00:35:33,040
You know, I'm sure residential has died down a little bit, but has it really died down?

741
00:35:33,040 --> 00:35:35,040
Take it back to 2017, 2018.

742
00:35:35,040 --> 00:35:37,680
It's probably still better than it was at that time.

743
00:35:37,680 --> 00:35:37,920
Right.

744
00:35:38,640 --> 00:35:39,360
Things like that.

745
00:35:39,360 --> 00:35:43,840
So you got to look at it in retrospect, but I mean, the commercial world is absolutely crazy.

746
00:35:43,840 --> 00:35:46,960
There's still a lot of work and a lot of volatility.

747
00:35:48,000 --> 00:35:48,480
Excuse me.

748
00:35:48,480 --> 00:35:51,840
The whiskey is getting to me in the residential space, right?

749
00:35:51,840 --> 00:35:54,000
You just have to put yourself out there.

750
00:35:54,000 --> 00:35:55,680
This is a, this is a good story.

751
00:35:55,680 --> 00:35:57,200
I got two stories for you.

752
00:35:57,200 --> 00:35:58,640
So today I was driving.

753
00:36:00,320 --> 00:36:05,840
I was down a highway right down in Fargo and cruising around, you know, cruising along.

754
00:36:05,840 --> 00:36:09,760
And I always keep business cards with me and I saw in front of me, it was a, it was a home builder

755
00:36:09,760 --> 00:36:10,960
and I've never heard of them before.

756
00:36:11,680 --> 00:36:13,840
I just saw, you know, their logo on the truck, whatever.

757
00:36:13,840 --> 00:36:17,120
And I was right behind him and there was a string of red lights.

758
00:36:17,120 --> 00:36:22,000
And I was like, all right, no way we get behind a red light and I'm running up to his pickup

759
00:36:22,000 --> 00:36:23,040
and giving him a business card.

760
00:36:23,040 --> 00:36:24,400
And this is a true story.

761
00:36:24,400 --> 00:36:25,280
No way.

762
00:36:25,280 --> 00:36:26,080
Oh yeah, dude.

763
00:36:26,080 --> 00:36:27,440
So we finally hit one.

764
00:36:27,440 --> 00:36:28,160
It hits yellow.

765
00:36:28,160 --> 00:36:31,840
I see him tap the brakes and like, got unreal right behind him.

766
00:36:31,840 --> 00:36:36,960
And I get out to him, stop and I slam in a park, get out and I'm knocking on his door.

767
00:36:36,960 --> 00:36:39,520
He jumps and I'm like, sorry.

768
00:36:39,520 --> 00:36:42,240
Then I showed him my business card and he rolled down his window and I said,

769
00:36:42,240 --> 00:36:43,920
Hey, saw you were a home builder.

770
00:36:43,920 --> 00:36:45,280
I just wanted to give you my business.

771
00:36:45,280 --> 00:36:45,920
Oh my gosh.

772
00:36:45,920 --> 00:36:47,120
He's a good earth work guy.

773
00:36:47,120 --> 00:36:47,600
Let me know.

774
00:36:47,600 --> 00:36:51,120
And he goes, kind of looks at me and he goes, thanks.

775
00:36:51,120 --> 00:36:54,160
And I ran back to my pickup because it was turning green, but I was like,

776
00:36:54,160 --> 00:36:55,200
he'll never forget that.

777
00:36:55,200 --> 00:36:56,720
That was, that was perfect.

778
00:36:57,280 --> 00:37:02,960
I mean, if people listening, if you're trying to come up with an excuse of why you can't get any work,

779
00:37:03,760 --> 00:37:05,200
Luke just crashed it for you.

780
00:37:05,200 --> 00:37:07,360
Add a red light, red enough to get the window.

781
00:37:07,360 --> 00:37:11,760
And I legit should have videoed that because when I told him, oh, that's hilarious.

782
00:37:11,760 --> 00:37:12,880
He says, no, you didn't.

783
00:37:12,880 --> 00:37:13,840
I'm like, yeah, dude.

784
00:37:13,840 --> 00:37:14,960
Absolutely.

785
00:37:14,960 --> 00:37:16,080
I would do that any day.

786
00:37:16,720 --> 00:37:18,160
You know what I just thought of?

787
00:37:18,160 --> 00:37:21,120
It's like, it's, it's confidence.

788
00:37:21,120 --> 00:37:25,440
You got to have a pair of nuts and you got to not care what people think about you.

789
00:37:25,440 --> 00:37:28,960
Cause you're like, Hey, worst case scenario, you think some weird guy that just knocked

790
00:37:28,960 --> 00:37:31,040
on his window at a red light, gave him a business card.

791
00:37:31,040 --> 00:37:36,480
Best case scenario, we get, you know, hundreds of thousands, if not millions of dollars over

792
00:37:36,480 --> 00:37:39,360
30 years with a great relationship with this home builder.

793
00:37:40,560 --> 00:37:42,640
I would take, I would take that chance.

794
00:37:42,640 --> 00:37:44,240
I would say either or right.

795
00:37:44,240 --> 00:37:48,160
And I was like playing scenarios in my head of like, what could happen?

796
00:37:48,160 --> 00:37:49,840
Cause I'm like, this is a little unorthodox.

797
00:37:50,400 --> 00:37:55,280
And if he didn't got a gun with though, I was prepared to just shove my card into that

798
00:37:55,280 --> 00:37:58,240
window seal or just on his windshield wiper.

799
00:37:58,240 --> 00:37:58,720
Yeah.

800
00:37:58,720 --> 00:38:00,000
So it wouldn't leave.

801
00:38:00,000 --> 00:38:02,800
So I was ready for it, but yeah, he rolled his window down.

802
00:38:02,800 --> 00:38:03,600
He's a nice guy.

803
00:38:03,600 --> 00:38:04,960
So that's hilarious.

804
00:38:04,960 --> 00:38:06,160
Little taken off guard though.

805
00:38:06,160 --> 00:38:09,760
He's going to be looking at them and be like, man, this guy had a, this guy had a pair in

806
00:38:09,760 --> 00:38:10,560
between his legs.

807
00:38:10,560 --> 00:38:14,480
I'm going to get a call and I'll drag it on the road when he was walking back.

808
00:38:15,200 --> 00:38:20,480
Oh, he's going to look at his current, whoever he's doing his current, you know, earthwork

809
00:38:20,480 --> 00:38:23,280
and he's like, you know, they need to step up.

810
00:38:23,280 --> 00:38:24,800
They need to step up their game.

811
00:38:24,800 --> 00:38:27,280
This guy is just like on it right now.

812
00:38:27,280 --> 00:38:31,680
And I feel like, and I don't want to go down this rabbit hole, but that's a good way to

813
00:38:31,680 --> 00:38:34,720
get into that good old boys.

814
00:38:34,720 --> 00:38:35,920
Sit a boys club.

815
00:38:35,920 --> 00:38:36,640
Hell yeah.

816
00:38:36,640 --> 00:38:37,360
The boys club.

817
00:38:37,360 --> 00:38:37,760
Yeah.

818
00:38:37,760 --> 00:38:40,880
It's like, oh, it's been, they've been doing it worked out for 45 years.

819
00:38:40,880 --> 00:38:43,120
It's like, Hey, show them what you can do.

820
00:38:43,120 --> 00:38:44,320
Like give them a chance.

821
00:38:44,320 --> 00:38:46,720
And, but you gotta like be different a little bit.

822
00:38:46,720 --> 00:38:49,680
You can't just send them a cold email because you're just going to get, nobody's going to

823
00:38:49,680 --> 00:38:51,680
read it, but oh yeah, you might.

824
00:38:51,680 --> 00:38:52,960
I mean, emails are good, right?

825
00:38:52,960 --> 00:38:57,200
If you, if you get it, if you get in front of them at the right time, like, yeah.

826
00:38:57,200 --> 00:38:58,480
Oh, Hey, for sure.

827
00:38:58,480 --> 00:39:02,160
You know, we can send you some or, you know, I think you have to word it correctly.

828
00:39:02,160 --> 00:39:07,200
And exactly, you know, you can't go out there and be like, hi, my name is, my name is, my

829
00:39:07,200 --> 00:39:08,240
name is so-and-so.

830
00:39:08,240 --> 00:39:12,640
I am a 24 year old business owner in the state of North, you know, it can't be like that.

831
00:39:12,640 --> 00:39:16,320
And then whenever I send an email like that, it's, Hey, I'm Luke Payne.

832
00:39:16,320 --> 00:39:17,280
I own this company.

833
00:39:17,280 --> 00:39:18,160
I'm in the area.

834
00:39:18,160 --> 00:39:20,320
I saw you driving around, wanted to reach out.

835
00:39:20,320 --> 00:39:24,240
If you need, you know, if you're ever looking for numbers on this scope, yeah, I'd love

836
00:39:24,240 --> 00:39:25,680
to see if I can be competitive.

837
00:39:25,680 --> 00:39:27,200
Not trying to step on any toes.

838
00:39:27,200 --> 00:39:28,480
Look forward to hearing from you.

839
00:39:28,480 --> 00:39:31,680
Because when you say it like that, you're making their life easier.

840
00:39:31,680 --> 00:39:33,520
And you know, they're like, Oh, sure.

841
00:39:33,520 --> 00:39:37,600
Where if you're like, Hey, I own this company, we want to work with you.

842
00:39:37,600 --> 00:39:40,480
It's like, that's you, you, you, you just want to get paid.

843
00:39:40,480 --> 00:39:42,080
You just want the work, things like that.

844
00:39:42,080 --> 00:39:46,000
But you're structuring it in a way that you're giving them value.

845
00:39:46,000 --> 00:39:47,040
You're adding value to them.

846
00:39:47,040 --> 00:39:48,640
You're like, I don't want to step on any toes.

847
00:39:48,640 --> 00:39:49,840
This is what we do.

848
00:39:50,560 --> 00:39:52,000
Here's how you can find us.

849
00:39:52,000 --> 00:39:53,200
Here's how you can contact us.

850
00:39:53,200 --> 00:39:55,920
Let me know because we will do it for you.

851
00:39:55,920 --> 00:40:00,400
And so I think the way you structure it, like you said, emails aren't bad.

852
00:40:00,400 --> 00:40:02,640
It's just the way you say it and the way you come up.

853
00:40:02,640 --> 00:40:03,600
And the way you come up.

854
00:40:03,600 --> 00:40:04,960
You got to have selective word choice.

855
00:40:04,960 --> 00:40:07,920
You got to add value before you ask for anything.

856
00:40:07,920 --> 00:40:08,560
Correct.

857
00:40:08,560 --> 00:40:09,440
No, absolutely.

858
00:40:10,880 --> 00:40:11,200
Okay.

859
00:40:11,200 --> 00:40:14,560
So story number two, opposite end of the spectrum.

860
00:40:14,560 --> 00:40:17,600
And I'll have to be, I'll have to choose my words here carefully because

861
00:40:18,240 --> 00:40:19,440
we'll see where this goes.

862
00:40:20,160 --> 00:40:20,880
But I pulled it.

863
00:40:20,880 --> 00:40:22,240
I shouldn't even say that.

864
00:40:22,240 --> 00:40:24,640
I didn't pull a will, a will, right?

865
00:40:24,640 --> 00:40:27,760
I wasn't on job sites, scoping guys, right?

866
00:40:27,760 --> 00:40:29,360
I, I will was.

867
00:40:29,360 --> 00:40:30,320
He will.

868
00:40:30,320 --> 00:40:30,960
He was.

869
00:40:30,960 --> 00:40:34,880
He would walk up to the job site and be like, hey, you want a job to the foreman

870
00:40:34,880 --> 00:40:36,720
and the supervisor or whoever.

871
00:40:36,720 --> 00:40:38,480
And this is a long time ago too.

872
00:40:38,480 --> 00:40:42,000
This was, he was like 19 or 20 years old when he was doing that.

873
00:40:42,720 --> 00:40:43,360
Yeah.

874
00:40:43,360 --> 00:40:44,320
Fucking crazy.

875
00:40:44,320 --> 00:40:44,480
Yeah.

876
00:40:44,480 --> 00:40:50,960
I don't have that big of balls, but there's a company in town and I know a couple of the

877
00:40:50,960 --> 00:40:56,320
guys that work there and you know, long story short, some of them have come and work for me.

878
00:40:56,320 --> 00:41:00,880
You know, they just, they just wanted to change the scenery.

879
00:41:00,880 --> 00:41:08,080
It's weird because it's, I don't know how to like say it without sounding bad, but

880
00:41:09,040 --> 00:41:13,280
they've left this company because of culture, right?

881
00:41:13,280 --> 00:41:15,520
It's not because of more money.

882
00:41:15,520 --> 00:41:19,920
I didn't offer anybody more money nor did I reach out to any of them directly in the

883
00:41:19,920 --> 00:41:21,120
first place, right?

884
00:41:21,120 --> 00:41:25,440
A lot of them kind of found us and they've seen what we're doing and they wanted to hop on,

885
00:41:25,440 --> 00:41:29,840
but they left this company because of culture and bad leadership.

886
00:41:29,840 --> 00:41:33,440
And I, you know, put the nail on the coffin today, hired his,

887
00:41:34,000 --> 00:41:37,760
hired four guys from this guy and I feel bad, but I don't at the same time because they're

888
00:41:37,760 --> 00:41:39,440
great guys and I'm anxious to have them on.

889
00:41:40,240 --> 00:41:45,760
But he calls me up and he just lays into me like, you motherfucker, you piece of shit, blah,

890
00:41:45,760 --> 00:41:46,400
blah, blah.

891
00:41:47,120 --> 00:41:52,160
And so I'm listening to this guy just go on and on and on and telling me how bad I am.

892
00:41:52,160 --> 00:41:56,320
But at the same time, I'm thinking to myself, I'm like, you are the only person that you

893
00:41:56,320 --> 00:42:03,360
can blame in this situation because I'm not paying your guys more, right?

894
00:42:03,360 --> 00:42:06,480
I set them at my starting wage, right?

895
00:42:07,280 --> 00:42:10,800
But if they show me that they're worth it, absolutely, I'll give them more than what you

896
00:42:10,800 --> 00:42:11,440
were, right?

897
00:42:11,440 --> 00:42:14,160
But my incentive isn't money.

898
00:42:14,160 --> 00:42:16,880
My incentive is what we're doing, I feel like.

899
00:42:16,880 --> 00:42:22,000
And I feel like that in a roundabout way could kind of be a lesson to where some people

900
00:42:22,000 --> 00:42:23,920
aren't incentivized by money.

901
00:42:23,920 --> 00:42:25,920
They're incentivized by happiness.

902
00:42:25,920 --> 00:42:31,040
They're incentivized by what the company is going to become, where they're going, what

903
00:42:31,040 --> 00:42:32,880
their values are, things like that.

904
00:42:33,680 --> 00:42:38,400
Yeah, so from an outsider looking in, because obviously my business is a lot different

905
00:42:40,160 --> 00:42:45,040
and you want to be in a position where people want to come work for you as a construction

906
00:42:45,040 --> 00:42:45,360
company.

907
00:42:45,360 --> 00:42:47,760
I mean, just of course that makes sense.

908
00:42:47,760 --> 00:42:53,120
So I'm trying to figure out the best way to phrase it, but how do you not become the bad

909
00:42:53,120 --> 00:42:57,920
guy in that situation if you're not going out and targeting these people, if you're

910
00:42:57,920 --> 00:43:02,880
not adding more money, if you're just like, yeah, if they come to you and say, hey, Luke,

911
00:43:02,880 --> 00:43:04,320
we want to come work for your company.

912
00:43:04,320 --> 00:43:05,680
We love what you're doing.

913
00:43:05,680 --> 00:43:10,080
Sure, we've been at this business for 10, 15 years, but we love what you're doing.

914
00:43:10,080 --> 00:43:12,400
Like, how do you say no to that?

915
00:43:12,400 --> 00:43:14,080
And also like, you don't.

916
00:43:15,520 --> 00:43:15,920
You don't.

917
00:43:15,920 --> 00:43:18,320
But, and that's not being a bad guy because guess what?

918
00:43:18,320 --> 00:43:18,880
Sure.

919
00:43:18,880 --> 00:43:24,240
Like during that conversation, it was all about, you know, why are you doing this?

920
00:43:24,240 --> 00:43:25,680
You have to do this, this and that.

921
00:43:25,680 --> 00:43:28,240
I'm like, who the fuck are you to tell me what to do?

922
00:43:28,240 --> 00:43:30,000
I'm in business too, motherfucker.

923
00:43:30,000 --> 00:43:30,240
Right.

924
00:43:30,240 --> 00:43:32,160
And these are some solid dudes.

925
00:43:32,160 --> 00:43:35,280
I don't give, I'm sorry, but I don't give a fuck about your business.

926
00:43:35,280 --> 00:43:37,360
We're in two completely different realms.

927
00:43:37,360 --> 00:43:39,760
I want good, these are great guys.

928
00:43:39,760 --> 00:43:44,960
I'm going to, just because you have a job, I'm not going to be like, sorry, can't hire

929
00:43:44,960 --> 00:43:47,520
you, you know, you're currently employed somewhere.

930
00:43:47,520 --> 00:43:48,000
Fuck no.

931
00:43:48,720 --> 00:43:48,960
Yeah.

932
00:43:49,520 --> 00:43:52,080
I mean, you're going to be the bad guy regardless.

933
00:43:52,080 --> 00:43:56,640
So in my opinion, I would rather be the bad guy with great people.

934
00:43:57,440 --> 00:44:02,160
And, you know, I'm sure he'll, I'm sure he'll go and tell people how I operate and how I'm

935
00:44:02,160 --> 00:44:04,560
trying to poach everybody, which is true.

936
00:44:04,560 --> 00:44:10,160
But I also have, as myself, have to stay true to my core values and if people believe that, sure.

937
00:44:10,160 --> 00:44:15,120
You know, but then also go and meet people, show people who I am, you know?

938
00:44:15,120 --> 00:44:15,600
So I don't know.

939
00:44:15,600 --> 00:44:18,720
So businesses, the simplest term is business is business.

940
00:44:18,720 --> 00:44:18,960
Right.

941
00:44:18,960 --> 00:44:19,200
Yeah.

942
00:44:19,200 --> 00:44:20,240
You have to look out for you.

943
00:44:21,120 --> 00:44:22,560
So let me flip it around then.

944
00:44:22,560 --> 00:44:28,960
I think this will be a good exercise is saying, okay, put yourself maybe in his shoes or actually

945
00:44:28,960 --> 00:44:34,320
just use yourself with, if these guys or your guys have been with you the longest are leaving

946
00:44:34,320 --> 00:44:42,080
for one company in town and I know you would handle it a lot differently, but like, is it

947
00:44:42,080 --> 00:44:45,440
kind of just like, yeah, I mean, the grass isn't always greener.

948
00:44:45,440 --> 00:44:48,960
Like, I'm sorry, it didn't work out, but you're probably not coming back.

949
00:44:48,960 --> 00:44:53,920
Like, what do you do if people start jumping ship theoretically in your business?

950
00:44:54,640 --> 00:44:56,400
Well, it's funny because he asked me that question.

951
00:44:56,400 --> 00:45:01,680
He told me he's going to hire a mole and he's going to make me hire this guy and he's going

952
00:45:01,680 --> 00:45:05,760
to figure out what I'm paying everybody and then he's going to report back and pay them more.

953
00:45:06,320 --> 00:45:08,960
And I'm like, that's not the problem at hand here.

954
00:45:08,960 --> 00:45:16,160
I said, and I started losing, you know, two of these guys had been there for over 16 years.

955
00:45:16,960 --> 00:45:17,680
Wow.

956
00:45:17,680 --> 00:45:19,040
Years they have been at this company.

957
00:45:20,080 --> 00:45:24,160
And again, I wasn't going out and I wasn't like, hey, come over here, come over here,

958
00:45:24,160 --> 00:45:25,840
grass is greener, grass is greener.

959
00:45:25,840 --> 00:45:27,360
They'd just seen what we'd become.

960
00:45:28,080 --> 00:45:31,120
But I mean, he asked me, what if I do that to you?

961
00:45:31,120 --> 00:45:37,680
And I'm like, honestly, I have to reevaluate what I'm doing because if people are leaving me,

962
00:45:37,680 --> 00:45:38,720
that's not their problem.

963
00:45:38,720 --> 00:45:39,920
They're trying to better themselves.

964
00:45:39,920 --> 00:45:41,200
That's my fucking problem.

965
00:45:42,160 --> 00:45:45,040
I feel like it's the same with employees.

966
00:45:45,040 --> 00:45:46,960
It's also the same with your clients.

967
00:45:46,960 --> 00:45:51,920
I mean, if there's a home builder or a commercial project or even a residential

968
00:45:51,920 --> 00:45:56,880
client, we could say for this, if they say, oh, I'm going to go with this other company for XYZ,

969
00:45:56,880 --> 00:45:59,200
it's like, it's not on them.

970
00:45:59,200 --> 00:46:04,640
It's on you of like, either it's perceived indifference, like you didn't communicate well

971
00:46:04,640 --> 00:46:11,200
enough, you're not delivering, or in the employee case, like it's just the vision, the culture,

972
00:46:11,200 --> 00:46:14,800
the money, like whatever the issue is, like might be reworked.

973
00:46:14,800 --> 00:46:19,680
And so I always see that as an opportunity to kind of fix and mend your business and not

974
00:46:20,880 --> 00:46:24,640
go after like, I mean, but I mean, I get it.

975
00:46:24,640 --> 00:46:34,560
Like I would, but at the same time, it's not the employer's fault that these people that say,

976
00:46:34,560 --> 00:46:38,960
theoretically, my guys were going to them saying, hey, I'm sick of it here.

977
00:46:40,080 --> 00:46:40,880
What do you got?

978
00:46:40,880 --> 00:46:42,640
Do you have any positions open?

979
00:46:42,640 --> 00:46:46,560
You know, chances are in this market, people will just open positions if they don't.

980
00:46:47,120 --> 00:46:47,620
Yeah.

981
00:46:48,960 --> 00:46:53,920
Did you have open positions or did you kind of do that and like kind of open something

982
00:46:53,920 --> 00:46:54,960
and move things around?

983
00:46:54,960 --> 00:46:56,960
Because I know you'd need guys.

984
00:46:56,960 --> 00:46:58,160
Oh yeah, we always need guys.

985
00:46:58,160 --> 00:47:01,840
Like that I will take any, I shouldn't say anybody.

986
00:47:01,840 --> 00:47:06,960
I will take really good people and make sure that they have a place, right?

987
00:47:06,960 --> 00:47:11,440
Because the conversations that I've had with them, you know, they're not old, you know,

988
00:47:11,440 --> 00:47:14,560
but they're mid thirties, close to forties.

989
00:47:14,560 --> 00:47:16,560
And they're like, I'm looking for retirement.

990
00:47:16,560 --> 00:47:20,160
I am looking for a place that I do not want to have to move again.

991
00:47:20,160 --> 00:47:22,880
So I see that I'm like, this is going to be fantastic.

992
00:47:22,880 --> 00:47:26,320
I've got 20 years with this guy.

993
00:47:26,320 --> 00:47:28,800
What can I accomplish with this guy in 20 years?

994
00:47:28,800 --> 00:47:29,360
So fuck it.

995
00:47:29,360 --> 00:47:30,400
I'm going to make a space for him.

996
00:47:30,960 --> 00:47:31,840
Yeah, a hundred percent.

997
00:47:31,840 --> 00:47:37,040
So obviously the internet's a crazy place and I wouldn't put it past anyone,

998
00:47:37,040 --> 00:47:42,400
but if somebody said, I'm sick of my job, I'm in Louisiana.

999
00:47:42,400 --> 00:47:45,280
If I flew up and lived up in North Dakota, could I come work with you?

1000
00:47:45,280 --> 00:47:50,320
Like in that situation, is it the same or is it a bit different because of the commitment

1001
00:47:50,320 --> 00:47:58,320
that they would have to, you know, I know, I mean, there's a lot of that guy is being

1002
00:47:58,320 --> 00:47:59,840
very vulnerable, right?

1003
00:47:59,840 --> 00:48:00,160
Sure.

1004
00:48:00,160 --> 00:48:06,080
Taking a huge shot and he, if that person is doing that, they better make sure that

1005
00:48:06,080 --> 00:48:10,000
they're showing up with their, you know, with your boots on, right?

1006
00:48:10,000 --> 00:48:13,520
Show that employer that you want to stick around, right?

1007
00:48:13,520 --> 00:48:20,560
Unless there's a company that absolutely cannot find people, they probably don't apply because

1008
00:48:20,560 --> 00:48:22,320
there's a reason they can't find people.

1009
00:48:23,040 --> 00:48:23,440
Yeah.

1010
00:48:23,440 --> 00:48:24,640
A hundred percent.

1011
00:48:24,640 --> 00:48:28,560
So, I mean, if you are that person and you're like, I'm not happy where I'm at, but I see

1012
00:48:29,360 --> 00:48:34,240
somebody over in, I'm in Louisiana and I see somebody over in Canada that is killing it.

1013
00:48:34,240 --> 00:48:35,840
They look like they're a great leader.

1014
00:48:35,840 --> 00:48:38,640
You're going to have to be vulnerable, but you're going to have to kick some ass in order

1015
00:48:38,640 --> 00:48:39,360
to get that job.

1016
00:48:40,000 --> 00:48:41,040
Yeah, definitely.

1017
00:48:41,040 --> 00:48:45,520
Yeah, I mean, it's, it's not like a given that just because we're hiring, like it doesn't

1018
00:48:45,520 --> 00:48:47,520
mean you just get handed anything.

1019
00:48:47,520 --> 00:48:48,000
Correct.

1020
00:48:48,000 --> 00:48:52,000
No, you still got to, yeah, like you said, show up with your boots on and, and over deliver.

1021
00:48:52,880 --> 00:48:53,200
Correct.

1022
00:48:53,200 --> 00:48:54,880
To kind of climb up that ladder.

1023
00:48:54,880 --> 00:48:55,840
Absolutely.

1024
00:48:55,840 --> 00:48:59,200
And my situation is a little bit different because I've known these guys for a long time,

1025
00:48:59,200 --> 00:49:03,920
obviously, Brian and our community, it's small, you know, what I think is a bigger

1026
00:49:03,920 --> 00:49:05,360
town, but it's small.

1027
00:49:05,360 --> 00:49:06,240
So I know them.

1028
00:49:06,240 --> 00:49:07,200
So yeah, absolutely.

1029
00:49:07,200 --> 00:49:12,080
I mean, I vowed for them and make sure that they're comfortable and they're happy so that

1030
00:49:12,080 --> 00:49:14,240
we can build a really good system together.

1031
00:49:15,920 --> 00:49:16,320
Yeah.

1032
00:49:16,320 --> 00:49:16,720
Yeah, man.

1033
00:49:16,720 --> 00:49:21,920
It's interesting because you don't like seek to be the bad guy or want to steal anyone,

1034
00:49:21,920 --> 00:49:27,280
but same time too, like you said, it's just, these are good people that wanted to leave

1035
00:49:27,280 --> 00:49:28,160
and wanted to come to you.

1036
00:49:28,160 --> 00:49:29,440
And it's like, yeah, absolutely.

1037
00:49:29,440 --> 00:49:32,720
Well, we'll take you in and we'll try and build this mission.

1038
00:49:32,720 --> 00:49:40,000
And everyone has, you know, aspirations and has a personal life and has a, you know, a

1039
00:49:40,000 --> 00:49:41,600
want to build a career.

1040
00:49:41,600 --> 00:49:46,000
And so if they're not, if that's not satisfied, then, you know, I would probably want to move

1041
00:49:46,000 --> 00:49:46,560
out as well.

1042
00:49:46,560 --> 00:49:47,680
Same.

1043
00:49:47,680 --> 00:49:48,000
Yeah.

1044
00:49:48,000 --> 00:49:53,840
And if, and if after so much time you've given to a company and you don't see any type of

1045
00:49:53,840 --> 00:49:59,600
improvement in how, in your system, I'll say, yeah, it's probably time to leave.

1046
00:50:00,880 --> 00:50:02,320
Just in my opinion.

1047
00:50:02,320 --> 00:50:07,120
If they're not trying to better you as well with you giving as much time as you are to

1048
00:50:07,120 --> 00:50:08,960
them, probably not a good fit.

1049
00:50:09,920 --> 00:50:10,400
Yeah.

1050
00:50:10,400 --> 00:50:12,240
No, I think that's, I think that's very fair.

1051
00:50:12,240 --> 00:50:17,760
And yeah, it's crazy that we, you know, it's business.

1052
00:50:17,760 --> 00:50:18,320
It's business.

1053
00:50:18,320 --> 00:50:24,080
Like you said, it's business and if it's anybody you know, but that same thing, right?

1054
00:50:24,080 --> 00:50:25,840
There's right to work states.

1055
00:50:25,840 --> 00:50:29,920
There's no employer that owns any of his employees, right?

1056
00:50:29,920 --> 00:50:31,120
Slave days are over.

1057
00:50:31,120 --> 00:50:32,320
Those aren't a thing anymore.

1058
00:50:32,320 --> 00:50:33,920
They can go wherever the fuck they want.

1059
00:50:34,560 --> 00:50:35,760
So don't be afraid.

1060
00:50:35,760 --> 00:50:40,160
If somebody comes to you and they're local, fucking, and if they're, if know what they're

1061
00:50:40,160 --> 00:50:41,200
about and you know, they're good.

1062
00:50:41,200 --> 00:50:43,680
That's another, you know, good point of social media.

1063
00:50:43,680 --> 00:50:47,760
You know, you can tell pretty good people by what they put out on their social medias.

1064
00:50:47,760 --> 00:50:48,000
Yeah.

1065
00:50:48,000 --> 00:50:48,960
No, do it.

1066
00:50:48,960 --> 00:50:51,040
Because again, this market is really tough.

1067
00:50:52,400 --> 00:50:57,120
It's funny because I talked to my attorney after that and I was like, hey, this was said,

1068
00:50:57,120 --> 00:50:58,480
what are your thoughts on this?

1069
00:50:58,480 --> 00:51:03,680
And obviously we talked about a couple of things and she's like, Luke, it's a fucking

1070
00:51:03,680 --> 00:51:05,440
doggy dog world out there.

1071
00:51:05,440 --> 00:51:09,200
She's like, why would you not take these guys on if they're coming to you?

1072
00:51:09,200 --> 00:51:11,360
Even if you fucking went to them, it's not illegal.

1073
00:51:12,000 --> 00:51:12,640
Right?

1074
00:51:12,640 --> 00:51:14,480
Is it best business practices?

1075
00:51:16,240 --> 00:51:19,040
You know, it depends on who you ask, right?

1076
00:51:19,040 --> 00:51:20,480
You ask Will, hell no.

1077
00:51:20,480 --> 00:51:22,480
I got my best guys by doing that.

1078
00:51:22,480 --> 00:51:25,200
You know, you ask somebody else, fuck yeah, they're burning bridges.

1079
00:51:25,200 --> 00:51:25,680
You know, who?

1080
00:51:25,680 --> 00:51:28,080
Who's, you know, whose bridges am I burning?

1081
00:51:28,080 --> 00:51:29,040
Yours?

1082
00:51:29,040 --> 00:51:30,320
I don't know.

1083
00:51:30,320 --> 00:51:35,360
So it kind of a rant on that one, but it just take the good people, take the chance.

1084
00:51:36,640 --> 00:51:37,200
I like it.

1085
00:51:37,200 --> 00:51:40,800
I think you helped us get to the title of this podcast.

1086
00:51:40,800 --> 00:51:43,120
So well, we've got a few ideas now.

1087
00:51:43,120 --> 00:51:44,080
Good, good.

1088
00:51:44,080 --> 00:51:48,640
About time we come up with the title because I've, yeah, the team, the last six, probably

1089
00:51:48,640 --> 00:51:53,040
the last, yeah, probably the last six, six to eight, I would say six to eight months.

1090
00:51:53,040 --> 00:51:54,480
Oh, the titles are the fun part.

1091
00:51:55,680 --> 00:51:59,440
I wanted to touch on a couple other things before we wrap up.

1092
00:51:59,440 --> 00:52:02,640
I know we've been cruising through this podcast.

1093
00:52:02,640 --> 00:52:05,680
So, so if anybody's still listening, sorry to hear my rants.

1094
00:52:06,480 --> 00:52:09,840
No, this, I think that was perfect though, because I think it was something that needed

1095
00:52:09,840 --> 00:52:13,440
to be touched on and I don't think we've really touched on it before as far as like,

1096
00:52:13,440 --> 00:52:17,520
because the situation hadn't, it had come up before, but we didn't really dive into

1097
00:52:17,520 --> 00:52:18,000
it.

1098
00:52:18,000 --> 00:52:18,800
So it's like it did.

1099
00:52:18,800 --> 00:52:19,280
Yeah.

1100
00:52:19,280 --> 00:52:20,400
Like it did today.

1101
00:52:20,400 --> 00:52:23,120
And that's why you've got the glass of whiskey.

1102
00:52:23,120 --> 00:52:23,760
That's fine drinking.

1103
00:52:24,480 --> 00:52:30,160
So a couple of things, Dirtbags University, for those that are listening, that are still

1104
00:52:30,160 --> 00:52:35,120
listening that don't know what it is, basically it is a educational session.

1105
00:52:35,120 --> 00:52:39,760
It is a live webinar that Luke and I put on privately.

1106
00:52:39,760 --> 00:52:44,240
We bring in a speaker to, instead of just the podcast where you're learning, you're

1107
00:52:44,240 --> 00:52:49,200
getting value, the webinars, it's like a classroom setting where you got pen to paper,

1108
00:52:49,200 --> 00:52:50,480
you got your drink.

1109
00:52:50,480 --> 00:52:55,280
It's usually on a Monday night at 730 central, but we are all there to learn something.

1110
00:52:55,280 --> 00:53:02,720
So I can't say what we have in store, but there's a 80% chance that we have a huge

1111
00:53:02,720 --> 00:53:06,000
Dirtbags University coming up in the next few weeks.

1112
00:53:06,000 --> 00:53:11,600
It is going to be a, I don't want to say it's going to be better than Wills, but it

1113
00:53:11,600 --> 00:53:12,880
might be better than Wills.

1114
00:53:13,600 --> 00:53:17,760
And I think that was the thing is like after Wills, everyone's jobs were on the floor

1115
00:53:17,760 --> 00:53:20,800
and it was, it was so insane.

1116
00:53:20,800 --> 00:53:23,200
You know, if you don't come to the next one.

1117
00:53:23,200 --> 00:53:24,080
Come to the next one.

1118
00:53:24,080 --> 00:53:29,520
Will absolutely went above and beyond for that university.

1119
00:53:29,520 --> 00:53:32,400
And so we're like, how do we come close to Wills?

1120
00:53:32,400 --> 00:53:34,080
How do we try and one up it?

1121
00:53:34,080 --> 00:53:41,840
So Luke, I know you and I have been on the drawing board here and at ConExpo, had a

1122
00:53:41,840 --> 00:53:45,040
couple of things aligned where something big could happen.

1123
00:53:45,040 --> 00:53:48,080
And so we just got to close and hopefully we make it work.

1124
00:53:48,160 --> 00:53:48,880
Let's get it.

1125
00:53:48,880 --> 00:53:52,080
I, Luke, I'm going to, this again was because of you.

1126
00:53:52,080 --> 00:53:54,640
So I'm putting my faith in your hands, man.

1127
00:53:54,640 --> 00:53:55,200
You got it.

1128
00:53:55,920 --> 00:54:00,800
Dude, I think it's going to work and it's going to be, we're going to have a good time.

1129
00:54:00,800 --> 00:54:01,760
So don't miss it.

1130
00:54:02,080 --> 00:54:02,640
Absolutely.

1131
00:54:02,640 --> 00:54:03,360
I'm anxious for it.

1132
00:54:04,880 --> 00:54:05,360
Yeah.

1133
00:54:05,360 --> 00:54:08,800
I think lastly, my last note was be a Savage.

1134
00:54:08,800 --> 00:54:13,600
So if you want to close on that, be a fucking Savage.

1135
00:54:13,600 --> 00:54:15,680
Right?

1136
00:54:15,680 --> 00:54:17,440
You are in business to be in business.

1137
00:54:17,440 --> 00:54:20,000
You are not in business to help other businesses.

1138
00:54:20,000 --> 00:54:20,240
Sure.

1139
00:54:20,240 --> 00:54:23,120
Can you have mutual respect relationships?

1140
00:54:23,120 --> 00:54:23,840
But guess what?

1141
00:54:24,400 --> 00:54:28,720
You're comp, you will not lose people if you paint the picture where you want to be and

1142
00:54:28,720 --> 00:54:30,800
you help your guys get to where they want to be.

1143
00:54:30,800 --> 00:54:32,560
You will never lose anybody that way.

1144
00:54:32,560 --> 00:54:33,200
Right?

1145
00:54:33,200 --> 00:54:35,120
You lose people when you start fucking them.

1146
00:54:36,880 --> 00:54:37,760
Hell yeah.

1147
00:54:37,760 --> 00:54:38,800
That's all I got to say.

1148
00:54:38,800 --> 00:54:42,080
That's, that's the best way to put it, but be a fucking Savage.

1149
00:54:42,080 --> 00:54:45,360
Be a Savage for your people and don't give a fuck about anybody else.

1150
00:54:46,320 --> 00:54:47,360
I think that's a wrap.

1151
00:54:47,360 --> 00:54:49,040
I think that is the title.

1152
00:54:49,040 --> 00:54:52,080
I've got be a Savage written down title.

1153
00:54:53,520 --> 00:54:56,800
Yeah, man, we cruise through, I think we're at an hour right now.

1154
00:54:56,800 --> 00:54:57,520
That was a good one.

1155
00:54:57,520 --> 00:55:02,640
I mean, that didn't feel like an hour personally, but I went off on tangents.

1156
00:55:02,640 --> 00:55:05,760
So again, anybody listening, thanks for listening.

1157
00:55:06,480 --> 00:55:09,920
I'll, I'll try to be more well orchestrated next time.

1158
00:55:09,920 --> 00:55:11,280
No, I think that was perfect, Luke.

1159
00:55:11,280 --> 00:55:15,600
I mean, that's, we, we, we'll have a few dirtbags that are still listening right now.

1160
00:55:15,600 --> 00:55:19,280
And those are the real ones, but yeah, we always talk about that.

1161
00:55:19,280 --> 00:55:23,360
That is the point isn't to run through a bunch of questions and answers.

1162
00:55:23,360 --> 00:55:28,160
It's to dive deep into, like you said, we're, it didn't even feel like we're on a podcast.

1163
00:55:28,160 --> 00:55:32,720
It's we're having a conversation, but we're having a valuable conversation

1164
00:55:32,720 --> 00:55:34,800
where we're diving deep into a topic.

1165
00:55:34,800 --> 00:55:38,240
And so I'm going to have to go back and even see what we talked about,

1166
00:55:38,240 --> 00:55:43,840
but I know there's like five or six huge topics that we just dove into.

1167
00:55:43,840 --> 00:55:45,600
So I think that's a wrap.

1168
00:55:46,240 --> 00:55:48,480
We've got dirtbags university coming up.

1169
00:55:48,480 --> 00:55:49,760
Keep your eyes peeled for that.

1170
00:55:49,760 --> 00:55:50,720
It's going to be a big one.

1171
00:55:51,920 --> 00:55:55,680
And yeah, Luke, it's always good to be back in studio, man.

1172
00:55:55,680 --> 00:55:56,240
Cheers, brother.

1173
00:55:56,240 --> 00:55:57,440
I wish I would have brought my mug.

1174
00:55:57,440 --> 00:56:00,560
So next, next one we record, I'll bring it, but next one.

1175
00:56:01,360 --> 00:56:01,600
All right.

1176
00:56:01,600 --> 00:56:10,960
We'll see you soon.