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Welcome back to another episode of the Resellers Mindset Podcast.

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My name is Mike, also known as the used book guy on YouTube, along with my friend

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and fellow full-time reseller, Johnny B.

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We help people start and grow their reselling businesses from the ground up.

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We also have a weekly zoom call and private discord for all YouTube members.

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Head on over to youtube.com backslash use book guy to join the channel and gain

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access to the full length podcast zoom call and private discord today.

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Let's get into this week's episode.

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What is up everybody?

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Welcome into another episode of Resellers Mindset Podcast.

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Mike next to Johnny over here.

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As always today's topic is a interesting one and it's how providing a service as

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a reseller can level up your business.

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Johnny has a real life experience sitting behind him on his desk.

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If you're watching on YouTube, he's got a bunch of books, um, on a little foldout

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table, so he's just going to take us away.

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We're kind of going to see how you providing a service, no matter what

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category you sell in as a reseller can basically grow your business and get

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your relationships that otherwise you wouldn't be able to have.

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So Johnny, take us away.

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Right.

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I mean, our job is to acquire goods, to sell online.

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How we acquire those goods is up for debate.

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And that's the purpose of what we're talking about here today.

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But on the focus of the service industry, uh, I heard this from Christopher

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Lynn, uh, a few years ago and he, this is an excellent point he made.

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There are two things everybody wants time or money.

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And if you can figure out a way to do both, you've won.

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And he's absolutely right in that.

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I've done business with this, uh, idea and concept a lot.

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And if I can provide somebody's time, like I'm taking the books away, I'm

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doing the work to make them go away.

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They're not doing the work I am.

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And also giving them money for the stuff I'm taking with I've won.

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And usually I can get the better deals that way.

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Um, you could do this concept at a library sale.

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If you can give them time by showing up an hour early, maybe helping them set up.

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If you're signed up for that friends of the library thing.

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Um, my case, I've opened a bookstore, so I'm allowing people to buy, sell and trade.

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And I don't even have donations up there, but the books that come in here, most

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people don't go for the, uh, me buying the books from them route.

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They just flat out donate them to me most of the time, even though it's not

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something I specifically asked for.

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I'm a solution to a problem.

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I'm providing a service to them.

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And beyond that, um, the next tier up, they trade books.

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They brought me books and they're taking away what I've deemed undesirable.

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And what they've given me, a portion of those are desirable for my online business.

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So they're providing me a service.

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That's another point they're giving you, uh, the service of books coming to you.

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Um, and then there are other aspects of this, like if you're a solution to the

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flea market guy, and most of those guys are storage unit guys, to be honest.

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Um, if you make their life easy and they just open the truck and you take the

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boxes after you built up that relationship, they don't gotta work as hard.

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And I gotta tell you, they appreciate that.

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The problem is though, you just hit it on the head.

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I think with the service you're going to provide as a reseller, there is a lot

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of work that comes with it and a lot of, unfortunately, a lot of resellers.

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You know, they don't realize the work it takes to get through some of this stuff.

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And the service, you know, yeah, your storefront kind of works for you.

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People bring you the stuff, but there's also cases where, you know, you

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drive somewhere, you go somewhere, you got to pick up all the books.

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And I've always said in all my experiences when I bought or went to a large

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pickup of books or CDs or DVDs, they're never just boxed up sitting at the front

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door, right? Like I gotta go up steps.

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I gotta go down steps.

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I gotta weigh the books if I'm paying for them.

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There's a lot of work that goes into this, but I do think there's a lot to be

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said about when you provide that service, word of mouth spreads.

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All of a sudden you're, you're known as like, Hey, you know, this person comes

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and does, you know, clean outs and, and they give you a card and then somebody

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else calls you.

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So the work is the work can be paid off, but it also can sink your ship quick.

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And that's why before somebody jumps into like, Hey, that's why we tell everybody

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don't start with the crazy amounts of inventory.

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Don't buy a truckload full of clothing or sneakers or books to start out because

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you don't know what processes look like for your business yet.

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But on the flip side, I always tell everybody in the book world, people

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complain that, Oh, well, I can't, I go to my libraries and they say, you know,

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they don't want to work with me with their extra donations.

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The benefit you have is that you can get the stuff before it goes to the library.

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Why?

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Because those people have to take it to the library versus you showing up at

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their door and taking it from them.

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You save them all of the work, all of the heavy lifting.

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And that's where you can, you know, have an edge on other people.

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And listen, I'm an Amazon scanner.

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I just scan things.

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The only edge I have against the next person scanning is how many items I can

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scan.

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Right.

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There's no difference if me and Johnny are copycat people, we both scan the

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soul on Amazon, who's going to make more money.

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It's going to be who can scan more items, who's going to put in more time.

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And that's all it comes down to.

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It's the same thing when you're providing a service, it's going to be more work,

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but it's going to give you an edge over your competition.

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Now I will say, um, there have been times where I've had donations back to back

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to back to back, and it was too much.

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I wasn't at that particular event.

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Since I'm referring to, I wasn't set up to handle that kind of volume that quick

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in that quick amount of intervals.

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Um, so I had to, okay, I have to adjust for this.

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So I had to design a whole area where overflow donations can get funneled to.

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Cause what happened when the tables are full?

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Well, I guess we got a floor.

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What happens when you floor stuff, you trip over and got to walk around.

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It gets in your way.

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It clogs up your day to day.

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Uh, and I can't have that because it disrupts the entire flow.

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And maybe I have to stay an hour to get to the end of the day.

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So I can't have that flow and maybe I have to stay an hour or an extra 30 minutes.

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Cause if you add up the, it's going to be seconds you walking around.

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But if you compound that over the course of the day, the deal with it later pile.

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Well, the deal with the later pile makes you stay later is the end of the thing with it.

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And then if you let that go beyond today, while you're just screwed at that point.

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So yeah, even with my model, I've had to make adjustments and tweaks

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that I couldn't account for.

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Like who's good?

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When are we going to get a mad rush of donated books?

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Right.

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I had a lady show up in two vehicles of books.

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I wasn't prepared to handle two vehicles at a time.

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I got through it.

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It took my, my agenda for the day got had to get shoved aside.

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Cause I had to deal with two carloads of books filled with the brim,

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just like a reseller would do.

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And I was like, man, there goes my day, but it was good.

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Cause there was profitable stuff in there.

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That's a bad, it's a good problem to have, but it was still a problem keyword there.

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So I have to turn a problem into a non-problem that requires us thinking

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as business owners to, okay, if this happens again, what can I do to prevent

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this from not being a burden on my business?

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Cause it, a good thing can become a burden.

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Unfortunately.

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Uh, another big thing I wanted to hit on is you have to treat your business

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like a business and not a charity.

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Right.

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So save, you know, Johnny reaches out to me and says, Hey, I see you pick up books.

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Okay.

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Johnny send me a few pictures.

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He sends me pictures.

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It's all like microwave cookbooks.

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Like you have to walk away from these types of situations and not be like, well,

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I'm going to just go do it because they need the books gone.

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So many resellers are like, they let themselves get taken advantage

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of in some of these situations.

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And if it doesn't feel right, if it doesn't look right, if it doesn't seem right,

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100% walk away, you are in control of the situation.

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You are the one providing the service.

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Don't feel like, well, this, you know, old lady reached out to me.

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So I got to go get the books regardless, even though they're all, you know,

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moldy and fall into pieces, you have to understand everything you do is a

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business transaction and you provide a service.

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So you control where the conversation goes when you have this, because we tell

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people, Hey, have a flyers business cards, everything you possibly can.

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And with that comes you being in control of where the conversation goes.

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You want photos.

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Why?

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Why do you have a thousand DVDs you're getting rid of?

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Right.

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Like probing questions.

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Why do you have, you know, all these sneakers you want to get rid of all

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of a sudden, you have to make sure that the opportunity makes sense for your

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business because the service is a lot of work.

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And if you are providing a service, you should always be basically getting

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a better price than just going to a thrift store, right?

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Well, I'm not going to go to somebody's house and buy all their books off the

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shelf for two or $3 a piece.

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It just doesn't work like that way, even though you might feel obligated to,

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or somebody gives you a sob story.

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Like I have four cats and they're starving.

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And can you please give me X amount of dollars for my stuff?

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When clearly it says in the ad that you pay X amount, don't feel obligated in

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any way, shape or form to give more because of sob stories.

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And honestly, everybody's got some kind of story out there and the world is,

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you know, as shady as it's ever been.

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I have a perfect example of what you're talking about.

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So I did a library pickup.

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Great.

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And it led to a few weeks later, I started getting calls for me to pick up.

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And I don't give out my number these days too much.

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I get my library had the number.

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And after the third one of these, I'm like, how did you get my number?

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And they're like, oh, the, my library that I dealt with gave me your number.

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And so I turned into the pickup guy for a minute and I was like,

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I'm not the pickup guy for a minute, which I didn't plan on doing,

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nor did I want to be the pickup guy.

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I did them.

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And then I lightly explained to the library, I just want to deal with just you.

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I understand what you're doing here, but because I live in the middle of nowhere,

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these pickup places were 45 minutes here, 30 minutes here, 20 minutes over there.

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The one lady I did, she was great and fantastic.

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And I actually was kind of, I felt kind of privileged.

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I mean, when she had passed away and she honestly wanted to get rid

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of all of her husband's book, because she didn't want to.

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Have that mental thing with her.

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And I, I kind of felt bad because they were really good books

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and she just wanted a matter of life.

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But I was providing her a service to move on with her life kind of deal.

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Versus the lady who had 20 books and wanted me to pay for these books,

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but one also need to drive 40 minutes away to pick them up.

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I managed to find a couple other deals in the area to make it worth my time.

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or gradually did it, because that's the other thing.

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You don't want the word to get out

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that you refuse stuff too.

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But then you're handcuffed into,

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gotta do every single pickup if that happens.

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But if you kind of do what I did,

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you politely explain it to the library,

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I'm not set up to do this kind of business.

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I'm set up to do business this kind of way.

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They'll completely understand

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as long as you word it to them properly,

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and they'll stop handing out your number.

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Yeah, I mean, the libraries I work with,

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I'm definitely not telling them to put my number out.

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Because what happens here is what you just said.

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Instead of the people feeling like

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they gotta drag it into the library,

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and then you get it afterwards,

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you gotta go to them.

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And that's when, oh, I want no parts.

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And some of the libraries-

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20 books here, five books there, no thank you.

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No, and some of the libraries I work with

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are a little bit further away,

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like you're saying, 40 minutes.

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So that just wouldn't make sense

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if I had people in that town calling me all the time,

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like, hey, I got books.

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It's just like, well, I'm not driving 40 minutes

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for a box of books, even if it's-

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That's one way 40 minutes too.

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You're talking over an hour of your time

236
00:11:45,960 --> 00:11:47,500
just to do the travel.

237
00:11:47,500 --> 00:11:49,800
Yeah, but I mean, you didn't know that until you really,

238
00:11:49,800 --> 00:11:50,920
and most people don't, right?

239
00:11:50,920 --> 00:11:52,360
That's the whole thing of when you're providing

240
00:11:52,360 --> 00:11:55,640
these services, you learn as you go what works for you.

241
00:11:55,640 --> 00:11:58,240
And I used to be the person that would jump,

242
00:11:58,240 --> 00:12:01,240
somebody texts me, hey, I got books I need picked up.

243
00:12:01,240 --> 00:12:02,720
I'd be like, all right, today I'm going.

244
00:12:02,720 --> 00:12:05,440
And it's like, no, now it's much more calculated.

245
00:12:05,440 --> 00:12:07,260
It's gonna be on my terms, my time,

246
00:12:07,260 --> 00:12:09,060
when it fits into my business.

247
00:12:09,060 --> 00:12:10,560
And I was stupid.

248
00:12:10,560 --> 00:12:11,520
I was, I should have tell you,

249
00:12:11,520 --> 00:12:15,960
I was the most inefficient picker-upper service provider

250
00:12:15,960 --> 00:12:16,800
there was.

251
00:12:16,800 --> 00:12:19,080
And I finally realized from Deb being like,

252
00:12:19,080 --> 00:12:21,200
hey, what are you doing going all this way

253
00:12:21,200 --> 00:12:22,800
to pick up books when you should be thrifting?

254
00:12:22,800 --> 00:12:24,580
And then I kind of realized like, okay,

255
00:12:24,580 --> 00:12:26,520
where's the money coming in from the business, right?

256
00:12:26,520 --> 00:12:28,940
You can make great money on providing a service

257
00:12:28,940 --> 00:12:31,400
and doing pickups or buying in bulk, right?

258
00:12:31,400 --> 00:12:35,040
Cleaning out a thrift store or this or that opportunity

259
00:12:35,040 --> 00:12:36,040
that comes along.

260
00:12:36,040 --> 00:12:38,960
But you always have to stay true to what your business is

261
00:12:38,960 --> 00:12:42,400
and fit this in, in addition to what you have.

262
00:12:42,400 --> 00:12:43,700
That's the big takeaway.

263
00:12:43,700 --> 00:12:47,880
You can't sacrifice a sourcing day

264
00:12:47,880 --> 00:12:50,680
to go deal with a free pickup or bulk buy,

265
00:12:50,680 --> 00:12:53,020
unless you know it's gonna be super profitable,

266
00:12:53,020 --> 00:12:54,400
then it makes sense.

267
00:12:54,400 --> 00:12:57,560
But even then, I would caution you on the side of

268
00:12:57,560 --> 00:13:00,240
why is somebody getting rid of a truckload of

269
00:13:00,240 --> 00:13:02,480
holo shirts or Nike sneakers?

270
00:13:02,480 --> 00:13:04,280
Make sure things are vetted.

271
00:13:04,280 --> 00:13:07,280
If it's too good to be true, it ain't true.

272
00:13:07,280 --> 00:13:10,200
That's one thing I've come, I've had one case

273
00:13:10,200 --> 00:13:12,160
where I went to a free pickup

274
00:13:12,160 --> 00:13:14,920
and the dude had all Stephen King first editions.

275
00:13:14,920 --> 00:13:17,320
That's, it was one of those things where, you know,

276
00:13:17,320 --> 00:13:18,180
I was kind of new.

277
00:13:18,180 --> 00:13:20,240
So like Steve, I know Stephen King's worth money,

278
00:13:20,240 --> 00:13:21,740
first edition's worth money.

279
00:13:21,740 --> 00:13:25,240
But looking back now, like that was my best deal I ever had.

280
00:13:25,240 --> 00:13:26,880
And like, if that popped up today, I'd be like,

281
00:13:26,880 --> 00:13:29,340
there's no, there's no way somebody's walking away from,

282
00:13:29,340 --> 00:13:32,120
you know, a 50s first edition Stephen King's.

283
00:13:32,120 --> 00:13:36,000
But his new wife wanted the stuff he got

284
00:13:36,000 --> 00:13:37,920
when he was with his old wife gone.

285
00:13:37,920 --> 00:13:39,600
And I just happened to be the guy.

286
00:13:39,600 --> 00:13:43,880
I paid 15 cents a pound and I probably made like $2,000

287
00:13:43,880 --> 00:13:45,240
just off Stephen King.

288
00:13:45,240 --> 00:13:48,000
And I probably should have kept some of them.

289
00:13:48,000 --> 00:13:49,760
Like I probably should have kept like the Stephen King

290
00:13:49,760 --> 00:13:50,600
8th edition.

291
00:13:50,600 --> 00:13:51,920
I know.

292
00:13:51,920 --> 00:13:54,720
But listen, you live and you learn with this business, right?

293
00:13:54,720 --> 00:13:56,200
It probably never happened again,

294
00:13:56,200 --> 00:13:59,400
but I understand now that there are situations that

295
00:13:59,400 --> 00:14:02,240
are really good, whether you're paying or whether it's free,

296
00:14:02,240 --> 00:14:04,780
you know, you're like, oh my God, this is great.

297
00:14:04,780 --> 00:14:09,360
And then there's times where the last free pickup I did was

298
00:14:09,360 --> 00:14:11,800
the books were in the basement and I go down there

299
00:14:11,800 --> 00:14:13,200
and it's like, I'm not even kidding.

300
00:14:13,200 --> 00:14:15,880
It was like three IKEA bags full of microwave cookbooks.

301
00:14:15,880 --> 00:14:19,900
Just like, you know, shit, I'm here.

302
00:14:19,900 --> 00:14:21,640
I got to get rid of their books.

303
00:14:21,640 --> 00:14:24,360
They're in the basement and I'm just carrying IKEA bags

304
00:14:24,360 --> 00:14:27,240
full of microwave cookbooks that I know I'm not even going

305
00:14:27,240 --> 00:14:28,200
to take out of the trunk.

306
00:14:28,200 --> 00:14:30,560
That I'm just going to have to donate somewhere else.

307
00:14:30,560 --> 00:14:33,480
Just leave the truck open and hope they fly out.

308
00:14:33,480 --> 00:14:35,240
That is the reality of it though.

309
00:14:35,240 --> 00:14:39,280
It's all a balancing act of understanding and vetting

310
00:14:39,280 --> 00:14:40,040
better, right?

311
00:14:40,040 --> 00:14:42,840
I probably should have asked for more photos of exactly what

312
00:14:42,840 --> 00:14:45,280
they were getting rid of and just been a little bit more

313
00:14:45,280 --> 00:14:47,040
detective work on the front end.

314
00:14:47,040 --> 00:14:50,280
So you know, you're not getting skunked on the back end.

315
00:14:50,280 --> 00:14:52,120
I have a similar story.

316
00:14:52,120 --> 00:14:54,200
I think we're just exchanging stories at this point.

317
00:14:54,200 --> 00:14:55,040
This is fun.

318
00:14:56,480 --> 00:14:57,920
It was on our call actually.

319
00:14:57,920 --> 00:14:59,440
My landlord came in.

320
00:14:59,440 --> 00:15:02,720
He just got back from a storage unit thing and he said,

321
00:15:02,720 --> 00:15:04,960
hey, they got books up the road if you're interested.

322
00:15:04,960 --> 00:15:06,800
I'm like, no, I was on the calls.

323
00:15:06,800 --> 00:15:08,360
I don't really want to leave the call.

324
00:15:08,360 --> 00:15:10,440
I guess I'll go look.

325
00:15:10,440 --> 00:15:12,000
Okay guys, I'll be right back.

326
00:15:12,000 --> 00:15:13,040
I go up there.

327
00:15:13,040 --> 00:15:13,960
I didn't even bring tubs.

328
00:15:13,960 --> 00:15:16,880
I was playing just to look around and leave.

329
00:15:16,880 --> 00:15:17,720
I was dumb.

330
00:15:17,720 --> 00:15:21,360
Anyway, I get there and they have books kind of lined out

331
00:15:21,360 --> 00:15:23,040
of the storage unit.

332
00:15:23,040 --> 00:15:24,720
It's an outside unit area.

333
00:15:24,720 --> 00:15:27,080
And then they had some more on the inside.

334
00:15:27,080 --> 00:15:28,880
The outside ones were okay.

335
00:15:28,880 --> 00:15:30,040
I go on the inside though.

336
00:15:30,040 --> 00:15:32,880
It's a table full of horror books.

337
00:15:32,880 --> 00:15:35,440
There are Stephen King there, but it's all horror

338
00:15:35,440 --> 00:15:37,080
in my old vintage paper bags.

339
00:15:37,080 --> 00:15:38,640
I'm like, how much do you want for it?

340
00:15:38,640 --> 00:15:40,040
My eyes light up.

341
00:15:40,040 --> 00:15:40,860
And they're like, I don't know.

342
00:15:40,860 --> 00:15:41,700
What do you think?

343
00:15:41,700 --> 00:15:42,760
Would you take a hundred bucks?

344
00:15:42,760 --> 00:15:44,520
Yes, their eyes light up.

345
00:15:44,520 --> 00:15:46,040
Like, okay, I'll be right back.

346
00:15:46,040 --> 00:15:46,860
I come back.

347
00:15:46,860 --> 00:15:48,640
I type in the call, guys, big score,

348
00:15:48,640 --> 00:15:49,840
but I got to go pick it up.

349
00:15:49,840 --> 00:15:50,840
I'll be right back.

350
00:15:50,840 --> 00:15:52,680
And I get there.

351
00:15:52,680 --> 00:15:54,560
I get my tubs out and there's a whole family of them.

352
00:15:54,560 --> 00:15:57,120
There's moms, dads, uncles, or whatever.

353
00:15:57,120 --> 00:15:58,120
One of their relatives died.

354
00:15:58,120 --> 00:15:59,480
This is his locker.

355
00:15:59,480 --> 00:16:00,840
They pack it up for me.

356
00:16:00,840 --> 00:16:03,160
Even grandma's packing stuff up.

357
00:16:03,160 --> 00:16:05,680
I'm kind of just standing there blown away

358
00:16:05,680 --> 00:16:07,400
that they're packing it up for me.

359
00:16:07,400 --> 00:16:09,360
They're hoisting my tubs up there.

360
00:16:09,360 --> 00:16:11,720
The guys at least, the girls are rolling out,

361
00:16:11,720 --> 00:16:14,320
packing the tubs and rolling my, they took my cart from me.

362
00:16:14,320 --> 00:16:15,960
I'm like, what's my cart?

363
00:16:15,960 --> 00:16:17,760
But they're doing all the work for me.

364
00:16:17,760 --> 00:16:19,640
And I'm just standing there.

365
00:16:19,640 --> 00:16:22,440
I should have paid up for what they were doing,

366
00:16:22,440 --> 00:16:23,640
but I gave them what they wanted.

367
00:16:23,640 --> 00:16:24,480
They were so happy.

368
00:16:24,480 --> 00:16:25,720
I don't know the last time this fan,

369
00:16:25,720 --> 00:16:27,160
they look poor, honestly.

370
00:16:27,160 --> 00:16:28,000
I don't know the last time

371
00:16:28,000 --> 00:16:30,240
this family had seen a hundred bucks.

372
00:16:30,240 --> 00:16:32,680
So to them, I was providing them,

373
00:16:32,680 --> 00:16:34,120
not necessarily a service.

374
00:16:34,120 --> 00:16:36,760
They were definitely providing me a service,

375
00:16:36,760 --> 00:16:40,080
but it's kind of an exchange of,

376
00:16:41,680 --> 00:16:43,760
I don't know how to put it, Mike,

377
00:16:43,760 --> 00:16:47,220
an exchange of mutual benefit to each other.

378
00:16:47,220 --> 00:16:49,400
They're getting money and they're getting their time back

379
00:16:49,400 --> 00:16:52,640
because if you're trying to sell books yard sale style,

380
00:16:52,640 --> 00:16:54,800
if you have to put that stuff away at the end,

381
00:16:54,800 --> 00:16:55,840
your back's gonna hurt.

382
00:16:55,840 --> 00:16:57,520
They were probably very excited to see me

383
00:16:57,520 --> 00:16:59,880
knowing they wouldn't have to do the end of the day work

384
00:16:59,880 --> 00:17:01,240
because I was taking it all.

385
00:17:02,960 --> 00:17:04,600
Then I got back and then I had to do the work.

386
00:17:04,600 --> 00:17:05,800
They weren't with me.

387
00:17:05,800 --> 00:17:10,240
When I did my little yard sale, my books,

388
00:17:10,240 --> 00:17:12,480
it was a dollar, then two for a dollar, and then free

389
00:17:12,480 --> 00:17:14,120
because I didn't want to lug them back in.

390
00:17:14,120 --> 00:17:15,880
Yeah, nobody wants to lug them back in at the end.

391
00:17:15,880 --> 00:17:16,720
That's the other thing.

392
00:17:16,720 --> 00:17:18,360
That's another thing of service.

393
00:17:18,360 --> 00:17:20,240
If you're doing the garage sale bit

394
00:17:20,240 --> 00:17:21,760
or the estate sale bit, great.

395
00:17:21,760 --> 00:17:23,240
Call me when you're done

396
00:17:23,240 --> 00:17:25,040
and you don't have to do the put away.

397
00:17:25,040 --> 00:17:26,200
Same for library sales.

398
00:17:26,200 --> 00:17:28,120
I'll do it, just let me take them all

399
00:17:28,120 --> 00:17:30,760
or at a very low, low, low rate.

400
00:17:30,760 --> 00:17:32,880
So that is a service you're providing them

401
00:17:32,880 --> 00:17:34,480
and you have a bargaining chip there.

402
00:17:34,480 --> 00:17:36,480
You can get out of the backbreaking work

403
00:17:36,480 --> 00:17:38,240
that I know this to be

404
00:17:38,240 --> 00:17:41,280
if you give me a discount or a deal or free.

405
00:17:41,280 --> 00:17:43,480
So I show up, my library sale,

406
00:17:43,480 --> 00:17:47,240
I show up with donuts and coffee and munchkins.

407
00:17:47,240 --> 00:17:49,160
I help set it up.

408
00:17:49,160 --> 00:17:52,520
We set up all the tables, all the books are in banana boxes

409
00:17:52,520 --> 00:17:53,680
in this little room they have

410
00:17:53,680 --> 00:17:55,560
where they take the donations.

411
00:17:55,560 --> 00:18:00,160
And then I shop the sale, go through, scan everything.

412
00:18:00,160 --> 00:18:02,840
And then afterwards, everything that doesn't sell

413
00:18:02,840 --> 00:18:06,000
after fill a bag day, I go clean out and take.

414
00:18:06,000 --> 00:18:10,560
So, and I don't pay for the stuff that's left over.

415
00:18:10,560 --> 00:18:14,800
I pay for, every time I go to get donations, I pay.

416
00:18:14,800 --> 00:18:16,680
Bring the donuts, you gotta bring donuts, right?

417
00:18:16,680 --> 00:18:17,520
They appreciate it.

418
00:18:17,520 --> 00:18:19,600
They're like, oh, you know, yeah, we appreciate it.

419
00:18:19,600 --> 00:18:22,080
And then I'll shop the sale, I'll pay full price,

420
00:18:22,080 --> 00:18:24,920
whatever their library sale prices are that year.

421
00:18:24,920 --> 00:18:27,160
I'll pay full price for the stuff I take.

422
00:18:27,160 --> 00:18:29,080
And then I get everything left over for nothing.

423
00:18:29,080 --> 00:18:30,520
And it is a lot to be said,

424
00:18:30,520 --> 00:18:32,800
but I do think you hit on a good point.

425
00:18:33,640 --> 00:18:38,320
You can't, okay, I go in and I see a bulk buyer.

426
00:18:38,320 --> 00:18:40,720
I'm going in and I'm paying 15 cents a pound

427
00:18:40,720 --> 00:18:42,720
or maybe I'm even doing free.

428
00:18:42,720 --> 00:18:44,680
And for example, the Stephen King lot, right?

429
00:18:44,680 --> 00:18:48,640
Like that dude stuff is worth way more than 15 cents a pound,

430
00:18:48,640 --> 00:18:50,480
dude, like that's like,

431
00:18:50,480 --> 00:18:53,000
and I kind of knew that at the time,

432
00:18:53,000 --> 00:18:56,840
but you can't sit down and try to be all square

433
00:18:56,840 --> 00:18:58,800
with every single piece you get.

434
00:18:58,800 --> 00:19:02,400
It just, I understand the mentality of, whoa, you know,

435
00:19:02,400 --> 00:19:05,120
if it's a $50 book, why are you giving them 15 cents?

436
00:19:05,120 --> 00:19:07,840
Okay, well, I would challenge somebody that said that,

437
00:19:07,840 --> 00:19:09,840
well, you go through every single book

438
00:19:09,840 --> 00:19:12,600
and you pay them whatever you think's right.

439
00:19:12,600 --> 00:19:15,080
50%, 50%, whatever.

440
00:19:15,080 --> 00:19:16,040
I'm here to tell you what happens

441
00:19:16,040 --> 00:19:17,560
you come across a thousand dollar book,

442
00:19:17,560 --> 00:19:19,200
you're gonna give them $500 for it.

443
00:19:19,200 --> 00:19:20,480
Most of you aren't gonna do that.

444
00:19:20,480 --> 00:19:23,000
So that argument's out the window right away.

445
00:19:23,000 --> 00:19:26,120
Your price and your service is what it is.

446
00:19:26,120 --> 00:19:30,040
Don't feel like, oh, like Johnny, like, yeah, okay.

447
00:19:30,040 --> 00:19:32,000
Well, a hundred bucks, he knows, you know,

448
00:19:32,000 --> 00:19:33,960
the Halloween book sitting there is a hundred dollar bill

449
00:19:33,960 --> 00:19:35,760
alone, everything else is profit,

450
00:19:35,760 --> 00:19:37,840
but they just need the stuff gone.

451
00:19:37,840 --> 00:19:39,840
And if you can give them the money that they need

452
00:19:39,840 --> 00:19:41,960
in that situation, cause everybody should,

453
00:19:41,960 --> 00:19:45,280
maybe that hundred dollars turned their lights back on

454
00:19:45,280 --> 00:19:47,120
or, you know, fed them for the week, right?

455
00:19:47,120 --> 00:19:49,400
Like everybody's situation is different.

456
00:19:49,400 --> 00:19:51,400
And I think that's where like resellers get a bad rep.

457
00:19:51,400 --> 00:19:53,840
It's like, well, you're ripping people off

458
00:19:53,840 --> 00:19:56,400
because you're buying something for a dollar

459
00:19:56,400 --> 00:19:58,400
and selling it for $50.

460
00:19:58,400 --> 00:19:59,800
It's just arbitrage.

461
00:19:59,800 --> 00:20:01,520
It's just supply and demand.

462
00:20:01,520 --> 00:20:03,920
And you can't be the person that's always like,

463
00:20:03,920 --> 00:20:06,720
well, I'm gonna give them as much money as I can.

464
00:20:06,720 --> 00:20:07,960
You won't make it as a business

465
00:20:07,960 --> 00:20:09,960
no matter what category you're selling them in.

466
00:20:09,960 --> 00:20:12,320
Right, now with my a hundred dollar offer,

467
00:20:12,320 --> 00:20:15,880
I would have, I had the expectation of them countering

468
00:20:15,880 --> 00:20:17,120
and they didn't.

469
00:20:17,120 --> 00:20:19,360
And then after they accepted, I just went into,

470
00:20:19,360 --> 00:20:21,200
okay, I need to get this done as quickly as possible.

471
00:20:21,200 --> 00:20:23,240
Cause I know it's gonna take a lot of work.

472
00:20:23,240 --> 00:20:25,840
After all that was done, taking a minute to stop

473
00:20:25,840 --> 00:20:29,040
and think about it, I probably should have paid him more.

474
00:20:29,040 --> 00:20:30,920
I would have paid him more.

475
00:20:30,920 --> 00:20:35,080
But once they accept, it goes into your other business mind

476
00:20:35,080 --> 00:20:37,000
of getting the work done as quickly as possible.

477
00:20:37,000 --> 00:20:39,720
Cause you got even more work to do when you get back.

478
00:20:39,720 --> 00:20:41,200
You don't take a second to think.

479
00:20:41,200 --> 00:20:43,640
It's not, we're trying to screw people out of money.

480
00:20:43,640 --> 00:20:45,800
We just get in go, go, go mode.

481
00:20:47,240 --> 00:20:48,480
And there's something to be said there.

482
00:20:48,480 --> 00:20:50,520
Like even you, you probably would have paid up more

483
00:20:50,520 --> 00:20:52,040
if they countered.

484
00:20:52,040 --> 00:20:53,440
Same for me.

485
00:20:53,440 --> 00:20:54,560
That's the expectation.

486
00:20:54,560 --> 00:20:56,600
But if everybody is in agreement, that's the thing.

487
00:20:56,600 --> 00:20:58,400
It's a contract, a verbal contract.

488
00:20:58,400 --> 00:20:59,840
Everybody agrees.

489
00:20:59,840 --> 00:21:01,440
We can't stop to,

490
00:21:03,400 --> 00:21:04,960
to feel bad about it.

491
00:21:04,960 --> 00:21:07,880
Even though we do as human beings, we are humans after all.

492
00:21:07,880 --> 00:21:09,120
Some of us aren't granted,

493
00:21:09,120 --> 00:21:10,640
but most of us are human beings.

494
00:21:10,640 --> 00:21:12,160
We're decent people.

495
00:21:12,160 --> 00:21:13,960
And it's business at the end of the day.

496
00:21:13,960 --> 00:21:14,840
It's not personal.

497
00:21:14,840 --> 00:21:16,600
We tend to make it personal sometimes,

498
00:21:16,600 --> 00:21:18,600
at least the good humans I've mentioned.

499
00:21:20,240 --> 00:21:22,560
And we have to just go about our day.

500
00:21:23,880 --> 00:21:26,080
However, if it's a repeat person,

501
00:21:26,080 --> 00:21:29,000
maybe we put some good karma back up

502
00:21:29,000 --> 00:21:31,120
and we know we kind of should have given

503
00:21:31,120 --> 00:21:32,560
a little bit more last time.

504
00:21:32,560 --> 00:21:34,840
Maybe I'll pay him up a little more this time

505
00:21:34,840 --> 00:21:35,880
for this thing.

506
00:21:35,880 --> 00:21:37,560
Just as a, hey man, this is great.

507
00:21:37,560 --> 00:21:39,880
Just take the extra 30 bucks and keep it.

508
00:21:39,880 --> 00:21:41,200
It's fine. It's cool.

509
00:21:41,200 --> 00:21:45,280
You can counteract something if it's on a repeat person.

510
00:21:45,280 --> 00:21:46,960
Those people up there, I'll never see them again.

511
00:21:46,960 --> 00:21:50,400
There's no way for me to give them an extra 50 or something.

512
00:21:50,400 --> 00:21:51,920
There's not possible.

513
00:21:51,920 --> 00:21:54,120
Yeah, that is true because I've actually done that.

514
00:21:54,120 --> 00:21:56,320
I used to buy DVDs at 20 cents a piece.

515
00:21:56,320 --> 00:21:57,480
I had a DVD guy.

516
00:21:58,320 --> 00:21:59,960
I was paying him 20 cents a piece.

517
00:21:59,960 --> 00:22:02,440
I got like two batches from him in a row

518
00:22:02,440 --> 00:22:04,000
that were just terrible.

519
00:22:04,000 --> 00:22:05,280
And I was like, listen dude,

520
00:22:05,280 --> 00:22:07,320
it's gonna be 10 cents a piece.

521
00:22:07,320 --> 00:22:09,400
And then the next batch I got from him,

522
00:22:09,400 --> 00:22:11,920
it was like, this stuff was golden.

523
00:22:11,920 --> 00:22:14,200
And then next time he reached out, he's like,

524
00:22:14,200 --> 00:22:15,880
hey, can we do 20 cents a piece again?

525
00:22:15,880 --> 00:22:18,160
I'm like, you got it, dude.

526
00:22:18,160 --> 00:22:22,120
The last one was good stuff and he appreciated it.

527
00:22:22,960 --> 00:22:25,120
But this is an ongoing relationship that I have.

528
00:22:25,120 --> 00:22:27,840
We only do the ongoing ones.

529
00:22:27,840 --> 00:22:30,680
Now there has been situations where

530
00:22:30,680 --> 00:22:32,960
I've ran into some collectors.

531
00:22:32,960 --> 00:22:36,080
Both times it was with the CD people.

532
00:22:36,080 --> 00:22:39,680
One was like an ex radio personality

533
00:22:39,680 --> 00:22:40,720
that had a bunch of CDs.

534
00:22:40,720 --> 00:22:43,240
And the other one was just like this huge music lover,

535
00:22:43,240 --> 00:22:44,840
collector, rich guy.

536
00:22:44,840 --> 00:22:48,960
And I show up and they're aware that it's 10 cents a piece.

537
00:22:48,960 --> 00:22:51,880
But if people think they have certain pieces

538
00:22:51,880 --> 00:22:53,840
that are worth more money,

539
00:22:55,040 --> 00:22:57,760
I'm perfectly open to being like, hey,

540
00:22:57,760 --> 00:23:00,640
and you kind of know the situations, right?

541
00:23:00,640 --> 00:23:03,160
I knew where I was going to pick this stuff up.

542
00:23:03,160 --> 00:23:05,000
It's an affluent area.

543
00:23:05,000 --> 00:23:06,760
This guy's got lots of money.

544
00:23:06,760 --> 00:23:09,240
The house is like a million dollar house, right?

545
00:23:09,240 --> 00:23:13,640
I'm rolling up in the 2011 Sonata before it got totaled.

546
00:23:13,640 --> 00:23:16,720
And I'm like, all right, I go in and this guy,

547
00:23:16,720 --> 00:23:18,840
he's got surround sound speakers playing.

548
00:23:18,840 --> 00:23:22,120
It's like I'm in some kind of concerto, right?

549
00:23:22,120 --> 00:23:24,640
And he's like, yeah, I got all these CDs.

550
00:23:24,640 --> 00:23:26,160
I'm a huge collector.

551
00:23:26,160 --> 00:23:27,920
So we're just talking.

552
00:23:27,920 --> 00:23:29,720
The guy was like a huge Bob Dylan fan.

553
00:23:29,720 --> 00:23:31,400
He's like met Bob Dylan and all this.

554
00:23:31,400 --> 00:23:33,160
He's telling me all these crazy stories.

555
00:23:33,160 --> 00:23:34,960
I was hanging out with Cyndi Lauper

556
00:23:34,960 --> 00:23:35,800
and Bob Dylan.

557
00:23:35,800 --> 00:23:36,640
I'm like, all right, dude.

558
00:23:36,640 --> 00:23:38,800
I'm like, this guy's got good stuff, right?

559
00:23:38,800 --> 00:23:39,640
You know it.

560
00:23:39,640 --> 00:23:41,840
So he's like, you know, like some of the stuff

561
00:23:41,840 --> 00:23:43,200
might be worth decent money.

562
00:23:43,200 --> 00:23:45,120
I'm like, well, do you know like kind of what you think's

563
00:23:45,120 --> 00:23:46,360
worth decent money?

564
00:23:46,360 --> 00:23:48,000
And we looked at stuff up together right there

565
00:23:48,000 --> 00:23:50,480
on my phone on eBay and I paid up for some of it.

566
00:23:50,480 --> 00:23:52,480
I think it's all right to pay off for some of it.

567
00:23:52,480 --> 00:23:53,960
If people feel like they have something

568
00:23:53,960 --> 00:23:55,560
that's really worth it,

569
00:23:55,560 --> 00:23:57,080
but there's anything wrong with being like,

570
00:23:57,080 --> 00:23:59,040
hey, all right, we can look it up together.

571
00:23:59,040 --> 00:24:01,640
Some of the stuff he picked out, it was junk, right?

572
00:24:01,640 --> 00:24:02,840
I'm like, ah, this ain't worth nothing.

573
00:24:02,840 --> 00:24:04,920
He's like, all right, well, what about this set?

574
00:24:04,920 --> 00:24:07,040
I'm like, oh yeah, this sets, you know, $60 set.

575
00:24:07,040 --> 00:24:08,600
I'll pay you, you know, 10 bucks for it.

576
00:24:08,600 --> 00:24:10,240
And he's perfectly fine with that.

577
00:24:10,240 --> 00:24:12,840
He doesn't feel like he's getting only the 10 cents for it

578
00:24:12,840 --> 00:24:14,680
because it's worth a lot more than that.

579
00:24:14,680 --> 00:24:17,160
But there are situations where you can pay up,

580
00:24:17,160 --> 00:24:19,440
but you can't get carried away with this.

581
00:24:19,440 --> 00:24:22,600
You can't be like, all right, every book we gotta look up.

582
00:24:22,600 --> 00:24:25,000
Like you'll be there for 10 years.

583
00:24:25,000 --> 00:24:27,840
Right, and here's another instance of that.

584
00:24:27,840 --> 00:24:29,840
There's a gentleman I see from time to time.

585
00:24:29,840 --> 00:24:31,800
He doesn't really buy much from my store

586
00:24:31,800 --> 00:24:33,520
because he is a collector of books.

587
00:24:33,520 --> 00:24:36,040
He wants high end premium stuff.

588
00:24:36,040 --> 00:24:37,400
He's a retired teacher.

589
00:24:38,320 --> 00:24:40,080
And if you don't know those guys,

590
00:24:40,080 --> 00:24:41,240
they don't make much money.

591
00:24:41,240 --> 00:24:43,440
He comes to my shop one day with these pair of books.

592
00:24:43,440 --> 00:24:46,280
I instantly know they're very, very valuable,

593
00:24:46,280 --> 00:24:47,680
mainly because of who he is.

594
00:24:47,680 --> 00:24:49,120
And I recognize the books in question.

595
00:24:49,120 --> 00:24:50,840
They are signed first edition,

596
00:24:50,840 --> 00:24:53,360
special deluxe edition Michael Crichton books,

597
00:24:53,360 --> 00:24:55,440
$100 bills or over each.

598
00:24:56,320 --> 00:24:58,400
He walks up to me and he's like, I need to sell this.

599
00:24:58,400 --> 00:25:00,480
I need Christmas money for my children.

600
00:25:00,480 --> 00:25:02,760
I'm like, oh good God, okay.

601
00:25:02,760 --> 00:25:04,400
He's got you reeled in already dude.

602
00:25:04,400 --> 00:25:06,200
He probably don't even have kids.

603
00:25:07,040 --> 00:25:08,640
No, he does, he does.

604
00:25:08,640 --> 00:25:09,480
Did you ask for proof?

605
00:25:09,480 --> 00:25:11,040
Show me your kids.

606
00:25:11,040 --> 00:25:11,880
Pull out your wallet.

607
00:25:11,880 --> 00:25:15,080
If you ain't got photos, me ain't doing business.

608
00:25:15,080 --> 00:25:16,760
So I go look him up, I'm like,

609
00:25:16,760 --> 00:25:18,880
do you need this money?

610
00:25:18,880 --> 00:25:21,440
And I know I could get a really good deal,

611
00:25:21,440 --> 00:25:24,440
but the human in me, not the business owner,

612
00:25:24,440 --> 00:25:26,880
the human in me walks these books back out.

613
00:25:26,880 --> 00:25:28,800
How much do you want for them?

614
00:25:28,800 --> 00:25:30,160
He's like, well, I want this.

615
00:25:30,160 --> 00:25:31,640
He spits out the retail price.

616
00:25:31,640 --> 00:25:32,680
He already knows what they're worth.

617
00:25:32,680 --> 00:25:35,000
I'm like, I can't do that, John.

618
00:25:35,000 --> 00:25:36,000
I'm in there to bait, but he's like,

619
00:25:36,000 --> 00:25:37,480
I know what's the best you can do?

620
00:25:37,480 --> 00:25:41,520
I'm like, you don't want to know what the best I can do is

621
00:25:41,520 --> 00:25:43,200
because it's a bad number.

622
00:25:44,080 --> 00:25:46,720
And he's like, what's the best you can do?

623
00:25:46,720 --> 00:25:47,880
I really need Christmas money.

624
00:25:47,880 --> 00:25:51,240
I'm like, John, you're going to take your books back home.

625
00:25:51,240 --> 00:25:53,200
You're going to look around for a part-time job

626
00:25:53,200 --> 00:25:55,240
and keep these books because you and I both know

627
00:25:55,240 --> 00:25:57,840
these are going to triple in value over the next 10 years

628
00:25:57,840 --> 00:25:59,880
and you really don't want to sell them.

629
00:25:59,880 --> 00:26:02,720
He kind of sighed at me and said, you're right.

630
00:26:02,720 --> 00:26:03,560
Thank you.

631
00:26:03,560 --> 00:26:04,480
I didn't really want to sell them.

632
00:26:04,480 --> 00:26:06,840
I know you take these books out of here right now, sir,

633
00:26:06,840 --> 00:26:08,240
and go get hit to job hunting.

634
00:26:08,240 --> 00:26:09,200
He's like, okay.

635
00:26:09,200 --> 00:26:10,120
And he did actually.

636
00:26:10,120 --> 00:26:12,560
And he ended up getting his kids Christmas presents.

637
00:26:12,560 --> 00:26:13,800
I was like, good.

638
00:26:13,800 --> 00:26:16,040
Because I would feel really bad buying them

639
00:26:16,040 --> 00:26:18,360
for what I was going to offer, like terrible.

640
00:26:18,360 --> 00:26:20,840
Like it was in the middle of December too.

641
00:26:20,840 --> 00:26:23,440
You should have said you can take some books.

642
00:26:23,440 --> 00:26:25,360
I mean, if he's a book collector,

643
00:26:25,360 --> 00:26:27,280
they should be fine with getting books from the,

644
00:26:27,280 --> 00:26:30,640
you know, their dad or grandpa that is avid about books.

645
00:26:30,640 --> 00:26:31,480
Right.

646
00:26:31,480 --> 00:26:33,280
Like, dude, you need to pass these on to your kids.

647
00:26:33,280 --> 00:26:34,320
They're going to be worth a fortune

648
00:26:34,320 --> 00:26:37,520
to some other reseller they sell them to down the road.

649
00:26:37,520 --> 00:26:39,600
Yeah, that's, it's crazy.

650
00:26:39,600 --> 00:26:41,840
The situations you find yourself in

651
00:26:41,840 --> 00:26:43,560
when you put yourself out there, right?

652
00:26:43,560 --> 00:26:44,760
Because we were talking about it.

653
00:26:44,760 --> 00:26:46,600
We have a lot of coaching calls behind the scenes.

654
00:26:46,600 --> 00:26:49,240
And just being a thrift store person,

655
00:26:49,240 --> 00:26:51,960
I think the days are numbered.

656
00:26:51,960 --> 00:26:54,200
It might not be days, it might be years,

657
00:26:54,200 --> 00:26:56,920
but I think as more stores scan stuff

658
00:26:56,920 --> 00:27:00,400
and the prices are going up, right?

659
00:27:00,400 --> 00:27:03,560
You have to start thinking of other ways

660
00:27:03,560 --> 00:27:07,440
to get the inventory to come to you at a price that is,

661
00:27:07,440 --> 00:27:10,240
and the best thing about providing a service

662
00:27:10,240 --> 00:27:13,080
is the price you can get the stuff at, right?

663
00:27:13,080 --> 00:27:15,480
You know, paying 10 cents per DVD, CD,

664
00:27:15,480 --> 00:27:17,280
like you're never going to lose,

665
00:27:17,280 --> 00:27:19,240
even if they got 10 million of these things,

666
00:27:19,240 --> 00:27:20,640
like you're always going to win.

667
00:27:20,640 --> 00:27:22,320
And with books, you know, free pickup,

668
00:27:22,320 --> 00:27:23,760
all you're investing is your time,

669
00:27:23,760 --> 00:27:25,680
but you still have to make sure it's worth it, right?

670
00:27:25,680 --> 00:27:27,320
The quantity's there.

671
00:27:27,320 --> 00:27:29,680
There is so much that goes into it besides just,

672
00:27:29,680 --> 00:27:32,920
oh, I'm just going to be a thrift store reseller

673
00:27:32,920 --> 00:27:35,320
and sooner or later, you're going to get to a bottleneck

674
00:27:35,320 --> 00:27:39,040
where you can't like continue to scale your business.

675
00:27:39,040 --> 00:27:40,400
And it's, what do you got there?

676
00:27:40,400 --> 00:27:42,480
What is that big coffee table book?

677
00:27:42,480 --> 00:27:43,560
I had some examples.

678
00:27:43,560 --> 00:27:44,600
I was waiting until you were done,

679
00:27:44,600 --> 00:27:46,200
but I'll go ahead since you called on me.

680
00:27:46,200 --> 00:27:47,800
I've seen a shiny big blue book

681
00:27:47,800 --> 00:27:51,200
if you're watching over on YouTube and it distracted me.

682
00:27:51,200 --> 00:27:54,320
Yes, so this is from yesterday's donation

683
00:27:54,320 --> 00:27:55,880
and I'm going to give an example of what comes

684
00:27:55,880 --> 00:27:57,080
with donations.

685
00:27:57,080 --> 00:28:01,040
So the Art of Murahasoda, the very fancy anime book,

686
00:28:01,920 --> 00:28:03,240
it's about 30 bucks, I already scanned it.

687
00:28:03,240 --> 00:28:04,560
It was the first one I scanned when I saw it,

688
00:28:04,560 --> 00:28:06,200
like, oh, that looks expensive.

689
00:28:06,200 --> 00:28:08,720
But it's a decent book, but this, again, this was free,

690
00:28:08,720 --> 00:28:11,440
but you're also, what happens with donations?

691
00:28:11,440 --> 00:28:12,640
You're going to get stuff like this.

692
00:28:12,640 --> 00:28:13,960
This came in the same batch.

693
00:28:13,960 --> 00:28:16,720
None of the, there's nothing alike with these two books.

694
00:28:16,720 --> 00:28:17,680
And I can tell you right now,

695
00:28:17,680 --> 00:28:21,480
I don't even need to scan this Debbie McComber

696
00:28:21,480 --> 00:28:24,200
small town Christmas book, it's worthless.

697
00:28:24,200 --> 00:28:25,560
This is going straight to the storefront,

698
00:28:25,560 --> 00:28:27,040
I'm even going to waste my time.

699
00:28:27,040 --> 00:28:28,280
But when I get stuff like this,

700
00:28:28,280 --> 00:28:29,680
I need to look this up right now.

701
00:28:29,680 --> 00:28:32,000
This looks like money and it was money.

702
00:28:32,000 --> 00:28:34,080
And then there's a mix of it over here.

703
00:28:34,080 --> 00:28:35,440
But that's the other thing.

704
00:28:35,440 --> 00:28:37,040
Again, you're providing a service,

705
00:28:37,040 --> 00:28:38,760
you're going to get really good stuff

706
00:28:38,760 --> 00:28:40,560
and you're going to get really terrible stuff too.

707
00:28:40,560 --> 00:28:42,640
You just have to roll with the punches on that.

708
00:28:42,640 --> 00:28:44,680
And the terrible stuff, as we always talk about,

709
00:28:44,680 --> 00:28:46,480
you need a solution for this terrible stuff.

710
00:28:46,480 --> 00:28:48,280
Oh yeah, yes you do, yes.

711
00:28:48,280 --> 00:28:51,080
Finds a storefront, yours may be a donation thing

712
00:28:51,080 --> 00:28:55,080
or a buyback program or hell, maybe even eBay lots.

713
00:28:55,080 --> 00:28:56,080
If you got enough trash,

714
00:28:56,080 --> 00:28:58,040
you could maybe turn into some silver pieces.

715
00:28:58,040 --> 00:29:00,480
I got enough trash and I refuse to even attempt

716
00:29:00,480 --> 00:29:02,040
to turn them into silver pieces.

717
00:29:02,040 --> 00:29:04,400
I think that's a good point to kind of hit on too

718
00:29:04,400 --> 00:29:07,640
is when you provide a service, you have to take it all,

719
00:29:07,640 --> 00:29:10,160
which means you have to have an outlet for everything.

720
00:29:10,160 --> 00:29:12,400
And in the media world, just as reference,

721
00:29:12,400 --> 00:29:13,720
for those that don't sell media,

722
00:29:13,720 --> 00:29:16,360
you're probably looking at a 10% accept rate

723
00:29:16,360 --> 00:29:20,080
on like a good day, maybe 15 if it's a really good day.

724
00:29:20,080 --> 00:29:22,680
But a lot of the times you're gonna be at 5%.

725
00:29:22,680 --> 00:29:25,760
And in my last video, I posted,

726
00:29:25,760 --> 00:29:28,880
I got one IKEA bag full from the whole carload

727
00:29:28,880 --> 00:29:30,520
of donations from the library.

728
00:29:30,520 --> 00:29:33,000
So just imagine a full car,

729
00:29:33,000 --> 00:29:35,640
I'm talking there's no space besides the driver, right?

730
00:29:35,640 --> 00:29:37,520
I got the passenger seats, got boxes,

731
00:29:37,520 --> 00:29:39,640
the trunk, the back seats, the floors.

732
00:29:39,640 --> 00:29:41,760
I got one IKEA bag full of books

733
00:29:41,760 --> 00:29:44,200
from a full car of free books.

734
00:29:44,200 --> 00:29:46,600
So what are you gonna do with the rest of them, right?

735
00:29:46,600 --> 00:29:48,480
Because clearly you still got a carload of stuff

736
00:29:48,480 --> 00:29:49,300
you gotta get rid of.

737
00:29:49,300 --> 00:29:51,520
And that's just as important as,

738
00:29:51,520 --> 00:29:54,040
even thinking about going down the road of being like,

739
00:29:54,040 --> 00:29:55,640
hey, I'll take it all, right?

740
00:29:55,640 --> 00:29:57,680
Everybody wants to be the take it all person,

741
00:29:57,680 --> 00:29:59,040
but what are you gonna do with it all?

742
00:29:59,040 --> 00:30:00,960
What are you gonna do with all the stuff that ain't worth it?

743
00:30:00,960 --> 00:30:02,440
And if you get caught up,

744
00:30:02,440 --> 00:30:05,240
with John just said, trying to list a Debbie McComber,

745
00:30:05,240 --> 00:30:08,960
next Christmas books, trade paperback books,

746
00:30:08,960 --> 00:30:10,240
you ain't gonna make it.

747
00:30:10,240 --> 00:30:12,360
Mm-mm, you have a better solution to that.

748
00:30:12,360 --> 00:30:16,160
I mean, you're better off taking it out back and shooting it.

749
00:30:16,160 --> 00:30:17,080
They make a good point.

750
00:30:17,080 --> 00:30:19,640
I mean, that same library that was giving out my number,

751
00:30:19,640 --> 00:30:24,080
that pickup, we were filling up, we brought two vehicles.

752
00:30:24,080 --> 00:30:26,280
We honestly needed to do a second trip

753
00:30:26,280 --> 00:30:29,400
and or bring a third vehicle, but there was only two of us.

754
00:30:29,400 --> 00:30:33,520
But we ended up filling both cars to the ceiling,

755
00:30:34,520 --> 00:30:36,040
under the seats.

756
00:30:36,040 --> 00:30:38,160
She could not see out the back window.

757
00:30:38,160 --> 00:30:39,640
You shouldn't do this by the way.

758
00:30:39,640 --> 00:30:41,000
She couldn't see out the back window

759
00:30:41,000 --> 00:30:43,900
and she getting in there and starting up my truck.

760
00:30:43,900 --> 00:30:45,800
She's used to driving it by the way,

761
00:30:45,800 --> 00:30:47,600
but she's like, I can't see.

762
00:30:47,600 --> 00:30:48,740
I'm like, good luck.

763
00:30:51,680 --> 00:30:52,800
That's bad business.

764
00:30:52,800 --> 00:30:54,000
We should have made a second trip,

765
00:30:54,000 --> 00:30:56,520
but it's like 45 minutes away and then do that.

766
00:30:56,520 --> 00:30:57,360
Dude, I'm the same way.

767
00:30:57,360 --> 00:30:59,680
I'll just make sure I can see my side mirror

768
00:30:59,680 --> 00:31:00,520
through the passenger seat.

769
00:31:00,520 --> 00:31:01,400
Yeah, she can see out the side mirrors.

770
00:31:01,400 --> 00:31:02,720
That's what I told her to do.

771
00:31:02,720 --> 00:31:04,880
Just use your side mirrors, go slow.

772
00:31:04,880 --> 00:31:05,960
It's okay if you go slow.

773
00:31:05,960 --> 00:31:07,280
We're not in a rush to get back.

774
00:31:07,280 --> 00:31:08,240
The job's done.

775
00:31:09,460 --> 00:31:11,420
If people wanna pass you, that's fine.

776
00:31:11,420 --> 00:31:13,000
Just get over on the side, let them pass you.

777
00:31:13,000 --> 00:31:13,840
Don't care.

778
00:31:13,840 --> 00:31:15,480
You go as slow as you wanna go.

779
00:31:15,480 --> 00:31:17,400
Remember, you provide the service,

780
00:31:17,400 --> 00:31:21,680
which means you say you take everything and you show up

781
00:31:21,680 --> 00:31:23,960
and there's a lot of junk that they didn't send pictures of,

782
00:31:23,960 --> 00:31:25,960
but it's still books or it's still clothing

783
00:31:25,960 --> 00:31:27,400
or it's still shoes.

784
00:31:27,400 --> 00:31:28,720
You still have to take that.

785
00:31:28,720 --> 00:31:30,600
You can't be the person that's like,

786
00:31:30,600 --> 00:31:32,920
well, I'm not gonna take this stuff.

787
00:31:34,720 --> 00:31:36,080
Maybe it's me, Johnny.

788
00:31:36,080 --> 00:31:39,920
Maybe I feel like your word is all you have anymore.

789
00:31:41,120 --> 00:31:42,960
I don't know, trust is the big thing.

790
00:31:42,960 --> 00:31:44,640
If I say I'm gonna go do something, I'm gonna do it.

791
00:31:44,640 --> 00:31:45,600
I'm not gonna get there and be like,

792
00:31:45,600 --> 00:31:47,360
well, I can only take this.

793
00:31:47,360 --> 00:31:48,200
Now it's different, right?

794
00:31:48,200 --> 00:31:50,280
If my car is filled up, I can't take them.

795
00:31:50,280 --> 00:31:52,520
They can see that I can't take them.

796
00:31:52,520 --> 00:31:53,880
Physics don't apply here.

797
00:31:53,880 --> 00:31:54,960
Yeah, and you know what?

798
00:31:54,960 --> 00:31:56,720
It sucks when I'm down in the basement

799
00:31:56,720 --> 00:31:58,640
and I'm loading up the microwave cookbooks

800
00:31:58,640 --> 00:32:00,240
that I know were worth nothing,

801
00:32:00,240 --> 00:32:03,880
but that's part of the handshake deal we did virtually.

802
00:32:03,880 --> 00:32:05,900
Like, hey, come get rid of all this stuff.

803
00:32:05,900 --> 00:32:08,600
And with the microwave cookbooks comes the anime books

804
00:32:08,600 --> 00:32:10,540
and comes the first edition books.

805
00:32:10,540 --> 00:32:11,640
So it's all a balancing act,

806
00:32:11,640 --> 00:32:13,040
but you can't be that picky person.

807
00:32:13,040 --> 00:32:15,040
Like, well, I don't wanna take this.

808
00:32:15,040 --> 00:32:17,000
Can I, that doesn't work for me.

809
00:32:17,000 --> 00:32:18,120
I'm gonna leave that behind.

810
00:32:18,120 --> 00:32:19,300
And then like, I don't know.

811
00:32:19,300 --> 00:32:21,200
I just feel like bad news spreads fast,

812
00:32:21,200 --> 00:32:23,440
especially word of mouth, especially with media.

813
00:32:23,440 --> 00:32:24,440
It's a lot of older folk.

814
00:32:24,440 --> 00:32:28,000
A lot of people are retired and active in the community.

815
00:32:28,000 --> 00:32:30,480
So like, word spreads real quick.

816
00:32:30,480 --> 00:32:33,000
Hey, don't give this,

817
00:32:33,000 --> 00:32:35,120
don't have this guy come pick up your books

818
00:32:35,120 --> 00:32:37,000
because he ain't gonna take it all.

819
00:32:37,000 --> 00:32:38,920
Right, and there's something we said.

820
00:32:38,920 --> 00:32:43,920
Again, there's a lot of repeatable sourcing

821
00:32:44,840 --> 00:32:46,640
that is only specific to them.

822
00:32:46,640 --> 00:32:47,920
If you're doing a repeatable source,

823
00:32:47,920 --> 00:32:51,240
and again, like your junk DVD thing, libraries for me,

824
00:32:51,240 --> 00:32:53,840
I tell them, I know I cleaned out everything last time,

825
00:32:53,840 --> 00:32:56,160
but my business model has changed.

826
00:32:56,160 --> 00:32:58,240
I only am doing this kind of stuff

827
00:32:58,240 --> 00:32:59,820
or I'm only doing paperbacks now.

828
00:32:59,820 --> 00:33:02,000
Can we renegotiate?

829
00:33:02,000 --> 00:33:03,020
You do that.

830
00:33:03,020 --> 00:33:04,560
You do run the risk

831
00:33:04,560 --> 00:33:06,200
and you accept that you run the risk of them.

832
00:33:06,200 --> 00:33:07,800
Like, no, we really need a pickup guy

833
00:33:07,800 --> 00:33:09,340
and you'll lose that source.

834
00:33:09,340 --> 00:33:10,480
That's just the breaks.

835
00:33:10,480 --> 00:33:12,640
But if your business model has changed,

836
00:33:12,640 --> 00:33:14,040
you need to stick to that change.

837
00:33:14,040 --> 00:33:15,880
You can't make exceptions in my opinion

838
00:33:15,880 --> 00:33:18,700
or else you're stuck doing the work

839
00:33:18,700 --> 00:33:21,280
you're trying to get yourself out of by making,

840
00:33:23,920 --> 00:33:25,240
what's the word I'm looking for?

841
00:33:25,240 --> 00:33:29,520
Exceptions, exceptions to your own rule.

842
00:33:29,520 --> 00:33:32,180
But it's okay to modify your business terms

843
00:33:32,180 --> 00:33:35,240
and your service terms if your business model has changed.

844
00:33:35,240 --> 00:33:38,120
But you have to have a polite conversation

845
00:33:38,120 --> 00:33:40,980
and also let yourself accept the fact

846
00:33:40,980 --> 00:33:43,360
that you may lose that connection

847
00:33:43,360 --> 00:33:45,500
because of that change in your business.

848
00:33:45,500 --> 00:33:47,000
And then you'll have to make new connections

849
00:33:47,000 --> 00:33:47,960
to replace them.

850
00:33:47,960 --> 00:33:52,300
That's what happened with the libraries that I work with.

851
00:33:52,300 --> 00:33:54,600
It's, they used to,

852
00:33:54,600 --> 00:33:56,800
the thrift stores that they would work with,

853
00:33:56,800 --> 00:33:58,680
they would come and get the books.

854
00:33:58,680 --> 00:34:00,040
Well, all of a sudden the thrift store said,

855
00:34:00,040 --> 00:34:02,160
we're not coming to get the books no more.

856
00:34:02,160 --> 00:34:03,960
You gotta bring them to us.

857
00:34:03,960 --> 00:34:06,160
So now the library has volunteers

858
00:34:06,160 --> 00:34:08,320
loading up their personal vehicles,

859
00:34:08,320 --> 00:34:11,160
taking the books to the thrift stores to drive them off.

860
00:34:11,160 --> 00:34:13,160
Well, what do you know?

861
00:34:13,160 --> 00:34:14,760
Library finds my ad,

862
00:34:14,760 --> 00:34:17,880
hey, this guy's ready to come pick up our books.

863
00:34:17,880 --> 00:34:21,040
Boom, that thrift store just lost that library for life.

864
00:34:21,040 --> 00:34:24,760
I mean, I could literally, if I stay in this area, Johnny,

865
00:34:24,760 --> 00:34:26,920
every month I get a free car full

866
00:34:26,920 --> 00:34:30,280
of freshly donated books forever.

867
00:34:30,280 --> 00:34:32,640
It's like, you know, it's scratch to scratch also.

868
00:34:32,640 --> 00:34:35,080
It's like a thousand dollars a week for life, right?

869
00:34:35,080 --> 00:34:37,680
Like that is the possibility

870
00:34:37,680 --> 00:34:39,400
of getting into the service business.

871
00:34:39,400 --> 00:34:41,240
And I know we kind of talk about

872
00:34:41,240 --> 00:34:43,120
like a lot of the downfalls of it,

873
00:34:43,120 --> 00:34:46,520
but the upside is astronomical.

874
00:34:46,520 --> 00:34:48,760
A few of these sources,

875
00:34:48,760 --> 00:34:50,040
well, you won't even have to worry

876
00:34:50,040 --> 00:34:51,040
about thrift stores anymore.

877
00:34:51,040 --> 00:34:52,720
I think myself, if I had five,

878
00:34:52,720 --> 00:34:55,520
maybe 10 libraries that I dealt with,

879
00:34:55,520 --> 00:34:57,200
I wouldn't even have time to be in the thrift store.

880
00:34:57,200 --> 00:35:00,060
And I would pay next to nothing for my inventory.

881
00:35:00,060 --> 00:35:02,200
It would literally explode your business overnight.

882
00:35:02,200 --> 00:35:04,000
So as much as we're like, hey, you know,

883
00:35:04,000 --> 00:35:07,480
there is a lot of things that come with providing a service,

884
00:35:07,480 --> 00:35:10,560
buying in bulk, if the opportunity is there,

885
00:35:10,560 --> 00:35:12,120
it can change your business overnight.

886
00:35:12,120 --> 00:35:13,880
And just like Johnny said though,

887
00:35:13,880 --> 00:35:16,520
if you start walking back on your word,

888
00:35:16,520 --> 00:35:19,720
somebody like me comes along and I ain't going nowhere.

889
00:35:19,720 --> 00:35:21,520
Like I got this locked down for life.

890
00:35:21,520 --> 00:35:22,360
I mean, as silly as-

891
00:35:22,360 --> 00:35:23,640
Johnny will take it all.

892
00:35:23,640 --> 00:35:24,480
Mike's picky.

893
00:35:24,480 --> 00:35:26,440
I like Johnny, he's less problems.

894
00:35:26,440 --> 00:35:29,600
Yeah, or like, you know, you're doing the service.

895
00:35:29,600 --> 00:35:32,360
And then it's like when they hit me up on the phone,

896
00:35:32,360 --> 00:35:33,460
hey, we're ready for a pickup.

897
00:35:33,460 --> 00:35:35,320
I'm like, unfortunately,

898
00:35:35,320 --> 00:35:36,760
I need you to bring it to me this month.

899
00:35:36,760 --> 00:35:38,360
Like that's not gonna work.

900
00:35:38,360 --> 00:35:41,920
And unfortunately, if you think it is,

901
00:35:41,920 --> 00:35:43,800
there's gonna be somebody else that comes along

902
00:35:43,800 --> 00:35:45,480
like me or Johnny, and it's gonna be like,

903
00:35:45,480 --> 00:35:47,000
hey, I'll take it.

904
00:35:47,000 --> 00:35:48,520
You don't gotta worry about loading it up.

905
00:35:48,520 --> 00:35:51,080
And all of a sudden, you know, boom, you're in.

906
00:35:51,080 --> 00:35:52,160
The deal's done.

907
00:35:52,160 --> 00:35:55,020
You never have to worry about anything else.

908
00:35:55,020 --> 00:35:57,160
We were talking about this, my media call,

909
00:35:57,160 --> 00:35:58,880
but we were talking about my other group

910
00:35:58,880 --> 00:36:01,400
and then Max's group.

911
00:36:01,400 --> 00:36:03,240
There's a gentleman that also runs that group.

912
00:36:03,240 --> 00:36:04,080
His name is Cody.

913
00:36:04,080 --> 00:36:07,360
He has a brilliant service industry thing going on.

914
00:36:07,360 --> 00:36:11,000
Basically his business model is to put Gaylords

915
00:36:11,000 --> 00:36:13,360
in the back of like mom and pop shops.

916
00:36:13,360 --> 00:36:16,020
Like, look, all the stuff you don't want, put it in here.

917
00:36:16,020 --> 00:36:17,320
Call me when it's full.

918
00:36:17,320 --> 00:36:18,880
He'll come in, back his truck up,

919
00:36:18,880 --> 00:36:21,680
or somehow some way they get it out the door

920
00:36:21,680 --> 00:36:23,200
and just pop it on his truck.

921
00:36:23,200 --> 00:36:25,760
He'll drop up an empty for them to continue doing that

922
00:36:25,760 --> 00:36:28,240
while he'll take the full and just keep on going.

923
00:36:28,240 --> 00:36:29,640
He has multiple connections like that.

924
00:36:29,640 --> 00:36:34,640
I'm like, you are running a pickup service industry model

925
00:36:35,000 --> 00:36:36,440
and that's good.

926
00:36:36,440 --> 00:36:39,360
He also has a barn because he lives out in the country.

927
00:36:39,360 --> 00:36:43,020
So he has a facility to process this huge quantity of books.

928
00:36:44,600 --> 00:36:46,080
I think that's a great business model.

929
00:36:46,080 --> 00:36:48,680
If you wanna be the pickup guy in your area

930
00:36:48,680 --> 00:36:51,760
and slowly expand your bubble as your business grows,

931
00:36:51,760 --> 00:36:53,120
you're gonna do phenomenal.

932
00:36:53,120 --> 00:36:54,580
And he is, he's doing great.

933
00:36:55,480 --> 00:36:56,800
But he is the business.

934
00:36:56,800 --> 00:36:58,520
He has to go pick it up.

935
00:36:58,520 --> 00:37:01,000
He has to do the negotiation.

936
00:37:01,000 --> 00:37:03,400
And in the media call, we kind of took it a step further.

937
00:37:03,400 --> 00:37:05,280
Like, okay, but if you're the business,

938
00:37:05,280 --> 00:37:07,840
can you really send an employee to do the pickup?

939
00:37:07,840 --> 00:37:09,440
Because you may lose out an opportunity

940
00:37:09,440 --> 00:37:12,600
or that employee may say something that offends the people

941
00:37:12,600 --> 00:37:14,760
that you as the owner would never do.

942
00:37:14,760 --> 00:37:16,340
And whether the employee realizes or not,

943
00:37:16,340 --> 00:37:17,980
they may have cost you that thing.

944
00:37:17,980 --> 00:37:20,640
So there is some risk being the pickup only guy.

945
00:37:20,640 --> 00:37:24,160
Is it always you 100% of the time or not?

946
00:37:24,160 --> 00:37:27,160
I mean, there are plenty of people that run industries

947
00:37:27,160 --> 00:37:29,680
that send employees out to do work, sure.

948
00:37:29,680 --> 00:37:31,760
But you gotta do it very carefully and very safely

949
00:37:31,760 --> 00:37:35,600
if you plan to grow that service industry with employees.

950
00:37:35,600 --> 00:37:37,080
Yeah, the only pivot to that would be

951
00:37:37,080 --> 00:37:41,140
just having donation bins where they're just in parking lots.

952
00:37:41,140 --> 00:37:43,200
And there's validity to that.

953
00:37:43,200 --> 00:37:44,540
But I'll tell you right now,

954
00:37:44,540 --> 00:37:46,360
I used to have Better World's Books,

955
00:37:46,360 --> 00:37:48,240
one of the biggest booksellers.

956
00:37:48,240 --> 00:37:50,280
They used to have bins all over the place, Johnny.

957
00:37:50,280 --> 00:37:53,400
There's like six in my immediate area I can go to.

958
00:37:53,400 --> 00:37:54,400
I'm down to one.

959
00:37:54,400 --> 00:37:56,240
They've gotten rid of the other five, right?

960
00:37:56,240 --> 00:37:58,920
So we try to decipher why,

961
00:37:58,920 --> 00:38:00,400
if they're getting this stuff for free,

962
00:38:00,400 --> 00:38:02,640
maybe they pay a small fee to have their bin

963
00:38:02,640 --> 00:38:04,380
in the parking lot.

964
00:38:05,400 --> 00:38:08,520
Why would they ever have less donation bins?

965
00:38:08,520 --> 00:38:11,720
Well, what happens here is you get a lot of junk, right?

966
00:38:11,720 --> 00:38:13,120
You got donation bins,

967
00:38:13,120 --> 00:38:15,240
people probably throwing dirty diapers in there

968
00:38:15,240 --> 00:38:16,560
and God knows what else, right?

969
00:38:16,560 --> 00:38:19,880
Even though it says books, books only, right?

970
00:38:19,880 --> 00:38:22,280
People don't read, they don't care.

971
00:38:22,280 --> 00:38:23,840
And usually these donation bins,

972
00:38:23,840 --> 00:38:25,520
there's other donation bins buy them, right?

973
00:38:25,520 --> 00:38:27,880
They got the clothing and shoes donation bins,

974
00:38:29,200 --> 00:38:30,920
all the different donation bins.

975
00:38:30,920 --> 00:38:32,720
So they went from six bins

976
00:38:32,720 --> 00:38:34,960
and now I have one measly bin in my area.

977
00:38:34,960 --> 00:38:36,440
So it's not all,

978
00:38:36,440 --> 00:38:38,800
oh, I'm gonna go buy donation bins and I'm gonna get rich

979
00:38:38,800 --> 00:38:41,360
or I'm gonna put Gaylord's in the back of thrift stores

980
00:38:41,360 --> 00:38:42,720
and I'm gonna get rich, right?

981
00:38:42,720 --> 00:38:44,200
You have to understand those sources

982
00:38:44,200 --> 00:38:46,960
because what happens if you partner up with a thrift store

983
00:38:46,960 --> 00:38:49,680
and say, hey, here's your Gaylord, fill it up.

984
00:38:49,680 --> 00:38:51,760
It takes them two years to fill up the Gaylord.

985
00:38:51,760 --> 00:38:54,280
Right, they never call you except once every two years.

986
00:38:54,280 --> 00:38:55,120
Yeah.

987
00:38:55,120 --> 00:38:56,600
It don't work.

988
00:38:56,600 --> 00:38:58,680
Yeah, and back to the bin pickup thing.

989
00:38:58,680 --> 00:39:01,880
We got one guy, I'm convinced it's one guy in town.

990
00:39:01,880 --> 00:39:05,280
There's one right beside my shop at the gas station.

991
00:39:05,280 --> 00:39:06,120
There's a donation bin,

992
00:39:06,120 --> 00:39:07,840
that thing is always full, always overflowing.

993
00:39:07,840 --> 00:39:09,000
There's six more in town.

994
00:39:09,000 --> 00:39:10,920
I've looked at these things just out of curiosity.

995
00:39:10,920 --> 00:39:11,840
It's got the same branding.

996
00:39:11,840 --> 00:39:14,220
So I assume he picks up from these places.

997
00:39:15,120 --> 00:39:17,120
Again, I'm convinced it's the same guy.

998
00:39:17,120 --> 00:39:20,080
I see him come out for the one that I'm next to

999
00:39:20,080 --> 00:39:21,840
and that thing is like full

1000
00:39:21,840 --> 00:39:24,160
and he's doing these trash bags.

1001
00:39:24,160 --> 00:39:27,440
But to your point, I see what gets dropped off there too.

1002
00:39:27,440 --> 00:39:30,720
And I'm telling you, a lot of it junk, a lot of it is.

1003
00:39:30,720 --> 00:39:34,760
Unless it's a nonprofit thing, I'm convinced it's not.

1004
00:39:34,760 --> 00:39:37,280
It's some very smart reseller who,

1005
00:39:37,280 --> 00:39:39,460
hey, let me not deal with the inner city.

1006
00:39:39,460 --> 00:39:41,020
Let me deal with smaller towns.

1007
00:39:41,020 --> 00:39:42,900
I'm gonna get better rates to put my bins on

1008
00:39:42,900 --> 00:39:44,240
because it's a rental thing.

1009
00:39:44,240 --> 00:39:47,200
Because I've called about book bin donation thing

1010
00:39:47,200 --> 00:39:48,560
because I was like, that guy's genius.

1011
00:39:48,560 --> 00:39:50,360
I'm gonna do the same thing with those books.

1012
00:39:50,360 --> 00:39:51,840
It's expensive out here.

1013
00:39:51,840 --> 00:39:53,640
Well, it's not, I think it's expensive.

1014
00:39:53,640 --> 00:39:55,380
I don't know the rates in cities,

1015
00:39:55,380 --> 00:39:59,200
but out here it'd be $50 per thing.

1016
00:39:59,200 --> 00:40:01,900
But it's based off the owner, what they're willing to do.

1017
00:40:01,900 --> 00:40:03,320
But I called around a few owners

1018
00:40:03,320 --> 00:40:05,400
and the average down about 50.

1019
00:40:05,400 --> 00:40:07,960
So you're paying a rental fee to these pickup.

1020
00:40:07,960 --> 00:40:09,100
You're gonna get a lot of benefit

1021
00:40:09,100 --> 00:40:10,960
more than you're spending, of course.

1022
00:40:10,960 --> 00:40:13,040
Trust me, you get a lot of junk

1023
00:40:13,040 --> 00:40:15,320
and they can renegotiate terms.

1024
00:40:15,320 --> 00:40:17,160
Usually on those, it's a month to month, right?

1025
00:40:17,160 --> 00:40:19,520
Like, you know what, 50 this month,

1026
00:40:19,520 --> 00:40:21,760
next month rolls around, it's 150.

1027
00:40:21,760 --> 00:40:22,760
Triple, why?

1028
00:40:22,760 --> 00:40:24,360
Because I can.

1029
00:40:24,360 --> 00:40:25,680
Things can break.

1030
00:40:25,680 --> 00:40:28,000
I mean, what happens if you have,

1031
00:40:28,000 --> 00:40:30,400
like you said, resellers in your area

1032
00:40:30,400 --> 00:40:33,100
that go dump all their duds in your bin?

1033
00:40:33,100 --> 00:40:35,920
There's one outside the daycare center, I guarantee you.

1034
00:40:35,920 --> 00:40:39,720
There's so many unspeakable things in there.

1035
00:40:39,720 --> 00:40:42,400
I mean, that's what you run the risk.

1036
00:40:42,400 --> 00:40:44,640
And that's why I think you do have a benefit

1037
00:40:44,640 --> 00:40:47,200
if you go down the route of, okay, hey,

1038
00:40:47,200 --> 00:40:48,200
send me a few photos.

1039
00:40:48,200 --> 00:40:50,520
People should have no problem sending you photos

1040
00:40:50,520 --> 00:40:51,920
before you go do a pickup, right?

1041
00:40:51,920 --> 00:40:53,400
No matter what it is.

1042
00:40:53,400 --> 00:40:55,360
Should be, hey, send me a few photos

1043
00:40:55,360 --> 00:40:57,120
and you can make a decision based on that.

1044
00:40:57,120 --> 00:40:59,500
Don't feel like just because they reach out to you

1045
00:40:59,500 --> 00:41:02,600
that you're committed to this relationship, right?

1046
00:41:02,600 --> 00:41:03,840
If you don't have the photos yet,

1047
00:41:03,840 --> 00:41:05,220
you don't know what's going on.

1048
00:41:05,220 --> 00:41:07,200
Just because they said, hey, I have books for you,

1049
00:41:07,200 --> 00:41:09,080
that doesn't mean you're guaranteed to go pick them up,

1050
00:41:09,080 --> 00:41:09,920
right?

1051
00:41:09,920 --> 00:41:10,740
That's not sealed in stone at all.

1052
00:41:10,740 --> 00:41:13,120
You're not committing to that immediately.

1053
00:41:13,120 --> 00:41:15,800
You're gonna ask for more information and imply

1054
00:41:15,800 --> 00:41:17,720
and try to get, dig a little bit deeper.

1055
00:41:17,720 --> 00:41:19,560
And when it comes to buying in bulk

1056
00:41:19,560 --> 00:41:21,680
and providing a service for, hey,

1057
00:41:21,680 --> 00:41:25,440
we're this huge company that has all this excess inventory.

1058
00:41:25,440 --> 00:41:26,280
Kind of like, you know,

1059
00:41:26,280 --> 00:41:27,760
like you're talking about daily refinement, right?

1060
00:41:27,760 --> 00:41:31,280
He's just all new with tag stuff, excess inventory.

1061
00:41:31,280 --> 00:41:33,800
That opportunity is there, but you understand, okay,

1062
00:41:33,800 --> 00:41:34,840
well, this is what I'm getting.

1063
00:41:34,840 --> 00:41:36,320
This is how much I'm paying.

1064
00:41:36,320 --> 00:41:38,080
And then boom, you just move on from there.

1065
00:41:38,080 --> 00:41:40,320
Understanding every situation that's different,

1066
00:41:40,320 --> 00:41:42,720
every brand that's different, and in his case,

1067
00:41:42,720 --> 00:41:44,760
and us, every category that's different,

1068
00:41:44,760 --> 00:41:46,080
there's gonna be different nuances

1069
00:41:46,080 --> 00:41:47,440
and you're not gonna be perfect.

1070
00:41:47,440 --> 00:41:48,400
You're always gonna be learning.

1071
00:41:48,400 --> 00:41:49,640
You're always gonna be, you know,

1072
00:41:49,640 --> 00:41:52,580
refining your process of providing the service

1073
00:41:52,580 --> 00:41:55,060
to a company or another person, right?

1074
00:41:55,060 --> 00:41:56,800
Because sometimes it's a thrift store.

1075
00:41:56,800 --> 00:41:57,920
Sometimes it's a brand.

1076
00:41:57,920 --> 00:42:00,920
Sometimes it's a single person that's got a lot of stuff.

1077
00:42:00,920 --> 00:42:04,000
Every situation kind of involves a different temperament

1078
00:42:04,000 --> 00:42:06,260
and a different structure of the conversation.

1079
00:42:07,440 --> 00:42:10,280
We had this fun discussion maybe a couple years ago.

1080
00:42:10,280 --> 00:42:13,400
It's probably one of the more fun discussions I remember.

1081
00:42:13,400 --> 00:42:17,040
What if you were the pick up everything guy

1082
00:42:17,040 --> 00:42:20,240
and then you had like a once a month sale,

1083
00:42:20,240 --> 00:42:22,000
a gigantic space, right?

1084
00:42:22,000 --> 00:42:23,960
You just charged a dollar for everything in there.

1085
00:42:23,960 --> 00:42:26,360
You took whatever your business core model is,

1086
00:42:26,360 --> 00:42:29,240
and this place is just like a dollar a piece thing.

1087
00:42:29,240 --> 00:42:30,720
Doesn't matter how many pieces you take.

1088
00:42:30,720 --> 00:42:33,680
You want the full furniture set, it's X times a dollar.

1089
00:42:35,240 --> 00:42:38,460
That would be the, I think you would take over

1090
00:42:38,460 --> 00:42:40,640
the reselling world as the pick up guy,

1091
00:42:40,640 --> 00:42:44,080
but man, you're gonna have so many issues with that.

1092
00:42:44,080 --> 00:42:45,480
You're gonna need a guy.

1093
00:42:45,480 --> 00:42:48,140
I think we came down to, yeah, it'll work brilliantly,

1094
00:42:48,140 --> 00:42:50,720
but you're gonna need a guy at the door with a gun.

1095
00:42:50,720 --> 00:42:51,920
That's the bottom line.

1096
00:42:51,920 --> 00:42:54,560
And you would need, I mean, at the end of the day,

1097
00:42:54,560 --> 00:42:57,000
a lot of these, you know, clean out companies

1098
00:42:57,000 --> 00:42:59,000
that take everything,

1099
00:42:59,000 --> 00:43:01,960
they always wind up having multiple people, right?

1100
00:43:01,960 --> 00:43:05,400
So, and even both booksellers,

1101
00:43:05,400 --> 00:43:07,120
John Muscarello's side hustle experiment

1102
00:43:07,120 --> 00:43:10,360
before he switched to online arbitrage,

1103
00:43:10,360 --> 00:43:12,000
he told me to get rid of his duds.

1104
00:43:12,000 --> 00:43:14,400
He had somebody that would come take craft books,

1105
00:43:14,400 --> 00:43:16,580
somebody that would come take children's books.

1106
00:43:16,580 --> 00:43:19,160
So like, there's more pieces to the puzzle

1107
00:43:19,160 --> 00:43:20,840
than you just taking everything

1108
00:43:20,840 --> 00:43:22,640
because you have to have an outlet for everything.

1109
00:43:22,640 --> 00:43:24,000
And I feel like it would be the same way.

1110
00:43:24,000 --> 00:43:25,800
If you went into somebody's house and took everything,

1111
00:43:25,800 --> 00:43:27,680
right, you don't know what to do with this stuff.

1112
00:43:27,680 --> 00:43:29,680
So you probably have like an antique person,

1113
00:43:29,680 --> 00:43:31,080
maybe a media person,

1114
00:43:31,080 --> 00:43:33,240
maybe a furniture person like Jameson, right?

1115
00:43:33,240 --> 00:43:34,680
Come take all the furniture.

1116
00:43:34,680 --> 00:43:37,080
So there's a lot more headaches that go into being

1117
00:43:37,080 --> 00:43:38,640
the everything person.

1118
00:43:38,640 --> 00:43:39,680
Especially if you're gonna take everything.

1119
00:43:39,680 --> 00:43:40,800
I want no parts of this.

1120
00:43:40,800 --> 00:43:41,640
I mean, I won't even take-

1121
00:43:41,640 --> 00:43:43,440
My furniture's heavy, especially the older furniture.

1122
00:43:43,440 --> 00:43:46,800
That stuff weighs more than your vehicle sometimes.

1123
00:43:46,800 --> 00:43:48,780
But no, it would work, but man,

1124
00:43:48,780 --> 00:43:51,040
you're gonna have so many logistics to figure out

1125
00:43:51,040 --> 00:43:52,340
and so many problems.

1126
00:43:52,340 --> 00:43:55,560
And if you want to go on this endeavor,

1127
00:43:55,560 --> 00:43:56,600
you're gonna make a lot of money,

1128
00:43:56,600 --> 00:43:58,280
but you're gonna be very sore, very tired,

1129
00:43:58,280 --> 00:43:59,980
and always busy.

1130
00:43:59,980 --> 00:44:01,520
More busier than even me.

1131
00:44:03,040 --> 00:44:04,960
Yeah, and then, what was the other,

1132
00:44:04,960 --> 00:44:06,440
oh, the clearance guys.

1133
00:44:06,440 --> 00:44:09,740
The guys that do the target clearance sales,

1134
00:44:09,740 --> 00:44:11,100
they can usually get better deals

1135
00:44:11,100 --> 00:44:13,720
than what it says on the ticket clearance.

1136
00:44:13,720 --> 00:44:15,780
I think those guys are providing a service

1137
00:44:15,780 --> 00:44:17,520
to those bigger box stores.

1138
00:44:18,600 --> 00:44:22,640
And that's why they're able to get stuff like 98% off.

1139
00:44:22,640 --> 00:44:25,680
Because they're willing, again, willing to take it all.

1140
00:44:25,680 --> 00:44:28,760
Like I know a gentleman who deals with Lowe's,

1141
00:44:28,760 --> 00:44:31,100
but he'll have to take the tractors if they're tractors.

1142
00:44:31,100 --> 00:44:34,320
He'll have to take the saw blades, the hammers,

1143
00:44:34,320 --> 00:44:36,680
the saw horses, all tools that are on clearance

1144
00:44:36,680 --> 00:44:39,240
to get the premium deal he has.

1145
00:44:40,100 --> 00:44:42,440
But again, it comes down to that logistical nightmare

1146
00:44:42,440 --> 00:44:44,940
of having to take it all, all odd shapes,

1147
00:44:44,940 --> 00:44:48,440
from tractors on down to little tiny screws.

1148
00:44:48,440 --> 00:44:51,920
Yeah, and I know there's people that source at Olly's,

1149
00:44:51,920 --> 00:44:54,740
and they'll go in and if they see a product,

1150
00:44:54,740 --> 00:44:56,760
they gotta buy every single one the store has

1151
00:44:56,760 --> 00:44:58,520
to get their special discount.

1152
00:44:58,520 --> 00:45:02,200
So you have to, if you're gonna play this game,

1153
00:45:02,200 --> 00:45:04,960
you're gonna have to pony up some money from time to time.

1154
00:45:04,960 --> 00:45:07,040
And not every buy is gonna be a great buy.

1155
00:45:07,040 --> 00:45:09,160
But there are opportunities.

1156
00:45:09,160 --> 00:45:11,060
We just had Olly's and Lowe's, right?

1157
00:45:11,060 --> 00:45:14,100
Even your retail establishments or your clearance,

1158
00:45:14,100 --> 00:45:16,220
your secondhand stores like Olly's,

1159
00:45:16,220 --> 00:45:18,720
you can still cut deals behind the scenes.

1160
00:45:18,720 --> 00:45:20,200
It's just, they're not gonna cut you a deal

1161
00:45:20,200 --> 00:45:21,720
for buying five shampoos.

1162
00:45:21,720 --> 00:45:23,740
They want you to buy the whole pallet of shampoo.

1163
00:45:23,740 --> 00:45:26,080
Yeah, again, you're providing a very much service.

1164
00:45:26,080 --> 00:45:28,120
Service, yeah, because they want it all going, right?

1165
00:45:28,120 --> 00:45:28,960
Right, they want it all going.

1166
00:45:28,960 --> 00:45:29,780
They want their space back.

1167
00:45:29,780 --> 00:45:32,360
Just like we're always fighting space and media,

1168
00:45:32,360 --> 00:45:35,040
they want their space back because they have the same issue.

1169
00:45:35,040 --> 00:45:36,880
Because they wanna roll new stuff in that'll sell.

1170
00:45:36,880 --> 00:45:38,660
They don't wanna wait around the next summer

1171
00:45:38,660 --> 00:45:40,400
for when this stuff will sell.

1172
00:45:40,400 --> 00:45:43,480
So they pass that on to people coming in to do those

1173
00:45:43,480 --> 00:45:44,920
take it all deals.

1174
00:45:44,920 --> 00:45:47,120
Or the little bit of stuff the average Joe

1175
00:45:47,120 --> 00:45:48,940
picks up on the clearance rack.

1176
00:45:48,940 --> 00:45:51,120
But they're hoping a non-average Joe walks in,

1177
00:45:51,120 --> 00:45:54,720
all right, solved my problem, we'll cut you a deal, 98% off.

1178
00:45:54,720 --> 00:45:56,400
But then again, to do that kind of stuff

1179
00:45:56,400 --> 00:45:58,680
at one of these things, that is very capital intensive.

1180
00:45:58,680 --> 00:46:00,520
You're gonna be writing a big check.

1181
00:46:00,520 --> 00:46:02,760
You're gonna make a whole lot of money, don't get me wrong.

1182
00:46:02,760 --> 00:46:06,600
But you're gonna be squinting at your bank account

1183
00:46:06,600 --> 00:46:08,800
as you're writing that check is, here you go.

1184
00:46:10,760 --> 00:46:12,240
What was the other one we were mentioning

1185
00:46:12,240 --> 00:46:14,560
while we were talking, online service?

1186
00:46:14,560 --> 00:46:15,400
Oh yeah.

1187
00:46:15,400 --> 00:46:16,520
Yeah, yeah, that was the other one.

1188
00:46:16,520 --> 00:46:18,020
I'll let you lead on that one.

1189
00:46:18,020 --> 00:46:20,400
So online service, it's kind of a balancing act,

1190
00:46:20,400 --> 00:46:22,320
but I realized there are opportunities, right?

1191
00:46:22,320 --> 00:46:27,000
Like CT bids, I bought things from CT bids.

1192
00:46:27,000 --> 00:46:31,120
And usually, they just take a picture of a bookcase, boom.

1193
00:46:31,120 --> 00:46:32,800
Like the one Johnny's got behind him, boom,

1194
00:46:32,800 --> 00:46:34,560
bookcase starts at $0.

1195
00:46:34,560 --> 00:46:37,200
You win the auction, you show up,

1196
00:46:37,200 --> 00:46:38,880
you have conversations with these people, right?

1197
00:46:38,880 --> 00:46:41,160
It's in a state sale company,

1198
00:46:41,160 --> 00:46:43,160
and you can build relationships

1199
00:46:43,160 --> 00:46:44,720
and they just want the stuff going, right?

1200
00:46:44,720 --> 00:46:46,760
That's why it starts at $0.

1201
00:46:46,760 --> 00:46:49,120
It's not like they start the bookcase off at $50

1202
00:46:49,120 --> 00:46:50,160
and they're trying to be greedy.

1203
00:46:50,160 --> 00:46:52,120
They literally are like, we don't care

1204
00:46:52,120 --> 00:46:54,000
if somebody wins this for a dollar.

1205
00:46:54,000 --> 00:46:56,880
I've won bookcases for well under $5,

1206
00:46:56,880 --> 00:46:58,200
multiple times.

1207
00:46:58,200 --> 00:46:59,880
They don't care what they get.

1208
00:46:59,880 --> 00:47:02,800
It's the idea of the service that Mike's gonna show up

1209
00:47:02,800 --> 00:47:04,320
and take the stuff off the bookcase

1210
00:47:04,320 --> 00:47:06,040
no matter where it's at in the house.

1211
00:47:06,040 --> 00:47:07,880
And they usually don't tell you where it's at in the house

1212
00:47:07,880 --> 00:47:09,200
and it's never close to the door.

1213
00:47:09,200 --> 00:47:10,280
It always is.

1214
00:47:10,280 --> 00:47:12,740
Yeah, and it's like, but yet again,

1215
00:47:12,740 --> 00:47:15,060
that opens up a whole new door for you to go in,

1216
00:47:15,060 --> 00:47:16,560
have a conversation.

1217
00:47:16,560 --> 00:47:18,160
Hey, what are you doing?

1218
00:47:18,160 --> 00:47:19,880
Why are you buying all these books?

1219
00:47:19,880 --> 00:47:20,800
What are you doing with this?

1220
00:47:20,800 --> 00:47:23,800
And that's how you evolve your business

1221
00:47:23,800 --> 00:47:26,800
from the goodwill prices are going up

1222
00:47:26,800 --> 00:47:31,000
and my reselling is dead because I only go to the goodwill

1223
00:47:31,000 --> 00:47:34,280
and I don't talk to nobody and I'm a loser reseller.

1224
00:47:34,280 --> 00:47:36,480
That's, you can't, you're not gonna survive no more.

1225
00:47:36,480 --> 00:47:38,360
Unfortunately, I'm just here to tell you this.

1226
00:47:38,360 --> 00:47:39,520
You need to level up your game.

1227
00:47:39,520 --> 00:47:42,040
You need to start networking,

1228
00:47:42,040 --> 00:47:43,760
not like talking to me and Johnny.

1229
00:47:43,760 --> 00:47:45,400
Talk to people that got stuff to give you

1230
00:47:45,400 --> 00:47:46,320
for next to nothing.

1231
00:47:46,320 --> 00:47:48,440
Those are the people you gotta get in your corner.

1232
00:47:48,440 --> 00:47:50,000
And it only takes a few.

1233
00:47:50,000 --> 00:47:51,500
If I told anybody, listen to this,

1234
00:47:51,500 --> 00:47:53,800
that you could get a car full of basically

1235
00:47:53,800 --> 00:47:55,960
next to free inventory once a month

1236
00:47:55,960 --> 00:47:57,760
by having a stupid conversation of,

1237
00:47:57,760 --> 00:47:59,240
hey, how's it going today?

1238
00:47:59,240 --> 00:48:01,360
Oh yeah, I got an online bookstore,

1239
00:48:01,360 --> 00:48:03,160
an online clothing store.

1240
00:48:03,160 --> 00:48:05,440
I support my family with it.

1241
00:48:05,440 --> 00:48:08,140
And then as a bookseller, I always bring up my cats.

1242
00:48:08,140 --> 00:48:09,220
Everybody loves cats.

1243
00:48:09,220 --> 00:48:10,920
You got books, you gotta have cats.

1244
00:48:10,920 --> 00:48:12,640
So it's like, all of a sudden,

1245
00:48:12,640 --> 00:48:14,680
conversation evolves into something.

1246
00:48:14,680 --> 00:48:16,180
Then you're in the back room.

1247
00:48:16,180 --> 00:48:19,720
Then you get an infinite supply of fresh inventory.

1248
00:48:19,720 --> 00:48:23,780
The fresh, non-picked over, the gold inventory.

1249
00:48:23,780 --> 00:48:27,300
I had an interesting one that I didn't think about

1250
00:48:27,300 --> 00:48:30,220
just now that very much goes to service.

1251
00:48:30,220 --> 00:48:31,960
So I had a gentleman message me on Facebook.

1252
00:48:31,960 --> 00:48:35,140
I run an ad for the store every now and then on Facebook.

1253
00:48:35,140 --> 00:48:36,180
It never really goes away.

1254
00:48:36,180 --> 00:48:39,040
It just gets buried deeper in Facebook's algorithm.

1255
00:48:39,040 --> 00:48:41,340
So he messaged me on one of my older ads.

1256
00:48:41,340 --> 00:48:43,420
It was my cheap outside book ads.

1257
00:48:43,420 --> 00:48:45,220
He's like, look, I got an Airbnb.

1258
00:48:45,220 --> 00:48:46,980
I'm looking for some book staging books.

1259
00:48:46,980 --> 00:48:48,540
Are the prices really what you say they are?

1260
00:48:48,540 --> 00:48:50,140
Because I guarantee you,

1261
00:48:50,140 --> 00:48:52,620
there's not many people with ads for 10 cent books

1262
00:48:52,620 --> 00:48:55,540
or 10 for a dollar outside books out there.

1263
00:48:55,540 --> 00:48:58,420
So he was looking for cheap books just for house staging.

1264
00:48:58,420 --> 00:49:01,060
I was providing, I was offering a service,

1265
00:49:01,060 --> 00:49:03,000
well, was I offering a service?

1266
00:49:03,000 --> 00:49:05,500
I guess it's a weird pseudo service thing

1267
00:49:05,500 --> 00:49:07,620
that I never would have thought in a million years.

1268
00:49:07,620 --> 00:49:09,260
I mean, I know I could sell stuff on eBay

1269
00:49:09,260 --> 00:49:12,940
and some of that stuff goes to like stages for Hollywood

1270
00:49:12,940 --> 00:49:16,420
or Airbnbs or home decorator real estate people,

1271
00:49:16,420 --> 00:49:17,580
but I never would have thought

1272
00:49:17,580 --> 00:49:19,660
they're gonna come to bookstores to do this too.

1273
00:49:19,660 --> 00:49:21,060
I didn't make that connection until he messaged me.

1274
00:49:21,060 --> 00:49:23,780
Oh really, wow, I am providing you a service

1275
00:49:23,780 --> 00:49:25,480
for your Airbnb, I guess.

1276
00:49:27,420 --> 00:49:30,260
And so that has my headspace noodling

1277
00:49:30,260 --> 00:49:32,180
and other things along that lines.

1278
00:49:32,180 --> 00:49:34,540
Like really, maybe I should contact everybody in Airbnb.

1279
00:49:34,540 --> 00:49:36,540
I got the cheapest books in town, yo.

1280
00:49:38,420 --> 00:49:39,300
It's important though,

1281
00:49:39,300 --> 00:49:41,540
because everything's online anymore.

1282
00:49:41,540 --> 00:49:44,340
And it doesn't take much work to put an ad out, right?

1283
00:49:44,340 --> 00:49:45,900
I always tell everybody, if I can do it,

1284
00:49:45,900 --> 00:49:49,540
if I can create a Craigslist ad, then do it.

1285
00:49:49,540 --> 00:49:51,980
It's, I will say this, if you do go down the route

1286
00:49:51,980 --> 00:49:54,260
of putting your information out there online,

1287
00:49:55,100 --> 00:49:57,340
sure, you're gonna wind up with a lot of people

1288
00:49:57,340 --> 00:50:00,540
that flake out a lot of conversations, it's time wasted,

1289
00:50:00,540 --> 00:50:02,040
but there's also a big benefit to it.

1290
00:50:02,040 --> 00:50:05,940
And what I realized is the easier it is

1291
00:50:05,940 --> 00:50:07,100
for them to contact you,

1292
00:50:07,100 --> 00:50:08,780
the more hits you're gonna get, right?

1293
00:50:08,780 --> 00:50:11,780
So I put a picture of myself in my ad now, right?

1294
00:50:11,780 --> 00:50:14,180
It's not just a robot, it's not just text.

1295
00:50:14,180 --> 00:50:16,300
Be personable, I think that's another thing

1296
00:50:16,300 --> 00:50:18,140
that comes with providing a service

1297
00:50:18,140 --> 00:50:20,220
is the more personable you can be,

1298
00:50:20,220 --> 00:50:22,020
the more comfortable the other person

1299
00:50:22,020 --> 00:50:23,340
on the other side feels, right?

1300
00:50:23,340 --> 00:50:25,380
Because they don't know who they're talking to.

1301
00:50:25,380 --> 00:50:27,500
If I don't have a picture of myself,

1302
00:50:27,500 --> 00:50:28,980
they don't know who they're talking to.

1303
00:50:28,980 --> 00:50:32,660
The next unsolved mystery case is about to happen.

1304
00:50:32,660 --> 00:50:36,120
And in these cases, make sure you're just being safe,

1305
00:50:36,120 --> 00:50:36,960
I guess, overall.

1306
00:50:36,960 --> 00:50:40,060
So Johnny, final thoughts on providing a service

1307
00:50:40,060 --> 00:50:42,700
as a reseller and how it can level your business up?

1308
00:50:43,820 --> 00:50:45,760
I'm actually gonna give everybody a freebie one

1309
00:50:45,760 --> 00:50:47,420
that they could do that I would refuse to do

1310
00:50:47,420 --> 00:50:49,260
because it gives me the heebie-jeebies.

1311
00:50:50,500 --> 00:50:52,900
You can, if you so choose, again,

1312
00:50:52,900 --> 00:50:56,020
this is just a personal conflict for me personally,

1313
00:50:56,020 --> 00:50:57,940
but you can go to funeral homes

1314
00:50:57,940 --> 00:50:59,520
and offer to be the clean out guy

1315
00:50:59,520 --> 00:51:03,800
when the family comes there to handle the service.

1316
00:51:03,800 --> 00:51:05,820
Again, if they'll hand out your car like,

1317
00:51:05,820 --> 00:51:08,980
look, this is the book clean out guy or the whatever.

1318
00:51:08,980 --> 00:51:10,860
If you're not going through a state sale company,

1319
00:51:10,860 --> 00:51:12,700
contact this guy.

1320
00:51:12,700 --> 00:51:15,940
It gives me the heebie-jeebies for reasons I can't explain.

1321
00:51:15,940 --> 00:51:17,540
I choose not to go that route.

1322
00:51:17,540 --> 00:51:18,940
A state sales is my line

1323
00:51:18,940 --> 00:51:20,780
when it comes to death in the family,

1324
00:51:21,740 --> 00:51:24,980
but that is an opportunity for someone listening out there.

1325
00:51:24,980 --> 00:51:26,100
Those are my final thoughts.

1326
00:51:26,100 --> 00:51:27,620
I get to end in creepy, Mike.

1327
00:51:27,620 --> 00:51:29,660
I'm gonna tap onto that

1328
00:51:29,660 --> 00:51:33,000
because I watched a show called Extreme Cheapskates,

1329
00:51:33,000 --> 00:51:35,020
and there was an episode where this girl,

1330
00:51:35,020 --> 00:51:38,300
she sold vintage clothes,

1331
00:51:38,300 --> 00:51:40,480
and she did exactly what Johnny just said,

1332
00:51:40,480 --> 00:51:42,100
and I was literally mind blown,

1333
00:51:42,100 --> 00:51:43,940
like there's no way I could ever do this.

1334
00:51:43,940 --> 00:51:47,860
So she would pull the obituaries from the newspaper.

1335
00:51:47,860 --> 00:51:48,700
And you go to-

1336
00:51:48,700 --> 00:51:49,900
Yeah, see, I just can't do that, yeah.

1337
00:51:49,900 --> 00:51:52,900
And she would go to the house, knock on the door,

1338
00:51:52,900 --> 00:51:56,540
and yes, yes, I'm telling you, look it up, look it up.

1339
00:51:56,540 --> 00:51:57,860
No, I believe you, I'm just shocked.

1340
00:51:57,860 --> 00:52:00,900
And she would have a conversation with the son

1341
00:52:00,900 --> 00:52:03,100
or the husband or the daughter, whoever's there,

1342
00:52:03,100 --> 00:52:06,020
and be like, hey, I have a business where

1343
00:52:06,020 --> 00:52:07,260
I sell vintage clothes,

1344
00:52:07,260 --> 00:52:10,460
and I think it would be great if we could get some of

1345
00:52:10,460 --> 00:52:13,380
your grandmother's clothes into other people's hands.

1346
00:52:13,380 --> 00:52:15,100
And believe it or not, some of these people

1347
00:52:15,100 --> 00:52:16,740
would invite this lady right on in,

1348
00:52:16,740 --> 00:52:19,040
and she would go right to their closet

1349
00:52:19,040 --> 00:52:22,340
and pick out vintage pieces that were probably worth

1350
00:52:22,340 --> 00:52:23,940
God knows how much money.

1351
00:52:23,940 --> 00:52:26,900
But whatever floats your boat, I could never-

1352
00:52:26,900 --> 00:52:28,540
I could see her upselling it to like,

1353
00:52:28,540 --> 00:52:31,140
look, you can use the money to subsidize

1354
00:52:31,140 --> 00:52:32,540
some of your funeral expenses.

1355
00:52:32,540 --> 00:52:33,860
It's, there's a million-

1356
00:52:33,860 --> 00:52:35,700
But I couldn't do it, man, I couldn't do it.

1357
00:52:35,700 --> 00:52:38,060
There's a million different ways to provide a service,

1358
00:52:38,060 --> 00:52:40,700
and just the lowest hanging fruit

1359
00:52:40,700 --> 00:52:42,060
is just posting a free ad.

1360
00:52:42,060 --> 00:52:43,740
I don't pay for none of my ads, you know?

1361
00:52:43,740 --> 00:52:45,420
It'll only take you five minutes to do,

1362
00:52:45,420 --> 00:52:47,860
and then you just renew it every week, every two weeks,

1363
00:52:47,860 --> 00:52:50,100
and you'd be amazed at the opportunities

1364
00:52:50,100 --> 00:52:52,340
it creates for your business, whether it's media,

1365
00:52:52,340 --> 00:52:55,140
clothing, shoes, video games,

1366
00:52:55,140 --> 00:52:57,100
a lot of the huge video game sellers, you know,

1367
00:52:57,100 --> 00:52:59,700
they thrive on buying collections, right?

1368
00:52:59,700 --> 00:53:02,700
You can buy collections online, you provide the service.

1369
00:53:02,700 --> 00:53:05,880
Why would Mike wanna sell his Halloween collection?

1370
00:53:05,880 --> 00:53:08,460
Because he needs the money, or, you know,

1371
00:53:08,460 --> 00:53:11,300
the ex situation happened and it needs to be gone.

1372
00:53:11,300 --> 00:53:14,500
Like, maybe I'm moving, and I ran into that as well.

1373
00:53:14,500 --> 00:53:16,420
Somebody's moving, they need everything gone.

1374
00:53:16,420 --> 00:53:18,660
They're moving to Florida, and they're not gonna take

1375
00:53:18,660 --> 00:53:20,740
their 5,000 pounds of books to Florida.

1376
00:53:20,740 --> 00:53:23,220
So just understand there's opportunities.

1377
00:53:23,220 --> 00:53:25,300
You're a reseller, but you also can capitalize

1378
00:53:25,300 --> 00:53:27,680
on providing a service, so that's gonna be it

1379
00:53:27,680 --> 00:53:28,520
for this week's episode.

1380
00:53:28,520 --> 00:53:31,220
We'll talk to you guys in next week's episode.

1381
00:53:31,220 --> 00:53:32,780
Thanks for listening to another episode

1382
00:53:32,780 --> 00:53:34,820
of the Resellers Mindset Podcast.

1383
00:53:34,820 --> 00:53:37,160
Today's full episode and all previous episodes

1384
00:53:37,160 --> 00:53:39,260
are available to all YouTube members,

1385
00:53:39,260 --> 00:53:42,100
along with a weekly Zoom call and private Discord.

1386
00:53:42,100 --> 00:53:45,260
Head on over to youtube.com backslash to use book guy

1387
00:53:45,260 --> 00:54:09,620
and consider joining for as little as 2.99 a month.