Hey guys, welcome back to the Homework Assignment podcast.
I'm your host, RJ Patino.
Today we have an amazing episode prepared for you.
We are with Jason Payne, the owner, founder of State 48 Roofing.
I'm sure you guys have seen their trucks everywhere.
#sexyroof, right?
Amazing marketing, amazing.
I mean, they're just everywhere.
It's fantastic.
So welcome, Jason.
Thank you.
Appreciate it.
So, State 48 Roofing, tell me what is State 48?
Dude, so I already know where I ran into State 48.
It was going to be Route 66.
So that goes across the Arizona.
I was going to do that.
And then somehow I ran into State 48.
There's 114 different entities of State 48.
So I get credibility.
I had somebody tag me the other day like, oh, we saw this.
We saw that.
And I was like, it's not me or somebody else, but I get credibility for it.
So yeah, from landscaping to real estate, painting, yeah, the apparel company, all that
stuff.
But yeah, so I started working with my uncle for eight, nine years.
Wanted to buy in, didn't work out, went and sold as an outside seller for your boot shop
in this and started it from scratch in August of 2019.
And I believe that you are your brand.
And no matter what it is, like Amazon, I was thinking about the other day, I'm like, you
know, you're like, oh, you're gonna have this crazy, all this cool colors and it's awesome
logo.
And I was like, dude, it doesn't matter what your logo is and what your brand is.
It's what you put into it.
Nike is literally a, a lazy checkmark, right?
Like Amazon is literally like a bowed arrow blue.
That's it.
You mean?
So it's like, but it's what you target is literally two circles, not even three literally two circles, a big
one and a dot in the middle.
That's it.
Walmart has their stupid little yellow star asterisks thingy.
Yeah, I've seen some weird logos that just are huge companies.
Yeah, but they're massive because it's what you put into the marketing, the messaging
behind it and the advertising behind it.
That's really what it comes down to because I've seen some gangster logos and they have
one truck or they do, you know, they don't, they're not on social media.
They're not running ads.
They're, and they stay small, but they have this amazing marketing tool that is underutilized.
Right, right.
Like you need to talk about, you know, GC and all of a sudden you need to 10X your efforts
with your marketing or advertising.
They don't know you, they can't flow you.
Yeah, exactly.
Well, that's, so just so you guys know, so Jason has a coaching program, sexy business,
right?
Yep.
And we're a part of it.
So we've been able, he's a mentor of ours.
It's been amazing to learn from you.
And that is like one thing like you're all about your brand and it's made the world of
difference for our company and us branding.
Do you think that's what set you apart from other roofing companies?
It's just the branding and the recognition and the promoting?
Yeah, 100%.
Yeah, because there's a lot of great quality roofing contractors out there, whether they're
boomers and they're older or they're, you know, our age and they're in the upcoming,
or they come up.
The difference is a lot of, especially in the roofing industry, blue collar in general
is we under market ourselves.
You bank on referrals.
Okay.
Well, what happens when people stop referring you or you basically bleed out that resource?
Right.
Right?
Then what?
You're screwed.
Right?
Instead of like having getting exposure and getting attention and that would call omnipresence,
right?
Like you guys are everywhere.
You guys are everywhere.
You get these, you set us here.
Trucks everywhere.
Cool.
Why?
Because I make all my sales reps wrap their vehicles.
Everyone of our production vehicles are wrapped.
I know guys that have more trucks and more stuff, but either the brand sucks or they
don't like, they don't have wrapped vehicles.
Right?
Like you just got yours wrapped a little bit ago.
Same thing.
I'm like, dude, you're missing out on opportunity when you could like, I never go anywhere now,
ever with either my hat or my shirt with either my consulting business or my roofing
business.
Why?
Because I actually gave Afton my marketing manager crap.
This is probably a year ago now, but it's still one of my favorite stories is she had
on like an Ariat, like a polo or a t-shirt or whatever.
And I said, oh, cool.
It was like, does Ariat cut your checks?
It's like during the work day.
And she's like, no, cool.
Take it off.
Yeah.
Maybe it was a hat.
And I was like, no, see ya.
Right.
And so the only time I will represent any other brand is someone that transacts with me,
like you guys.
Yeah.
Right.
So someone that I work with, either I coach or someone that I, that has helped me grow
my business.
For example, Andy Vercel, a first form, like all our stuff, Andy Elliott, Elliot army, all our
stuff.
Because one, I'm in one of their coaching programs and the other one, I use supplements
and everything behind him.
But like, I'm not just going to randomly wear like a night, like a big old Nike shirt or
a, you pick it, right?
Just because at the end of the day, it's like, they're not cutting you a check.
If they're cutting you a check to promote it, different conversation.
Right.
But like at the end of the day, like small business owners, we all go out of, everybody
goes out of business so fast because you're not promoting yourself enough and nobody knows
who you are.
So you have, so there's, there's obscurity.
Right.
And so if they don't know you, they can't flow you and but you're, but you're willing
to make Oakley or Nike or Adidas or Ariat or you pick it.
Yeah.
Chevy GMC.
I'm like, do you get that shit off my truck?
Why?
It's like, does GMC cut me a check?
No, get that freaking decal off of there.
Yeah.
Right.
Rip it off and put, put my logo there, put my stuff there.
Right.
Why is there not, you know, some random, why, why is there not?
Why is this podcast your podcast instead of something else?
Yeah, exactly.
Right.
Because that, because you, when you truly understand it, I learned this from Sean Waylon
on my, he came on my podcast and he talked about how like be your brand.
He's like, you are your brand always at church, in the bedroom, in the classroom at work.
Right.
It doesn't matter where you are.
You are your brand.
Be your brand always.
So let me ask you a question.
I mean, I've been asked this before.
So when it comes to like promoting and branding, some people are like, yeah, I just, I just
don't want people to know about who I am personally or about like my, my life, you know, at home.
Like some people have like a separate Instagram where it's just them and their family life.
And then they have their, you know, their brand and they don't put their face on it.
Right.
Because they don't want people to really, what do you, what do you have to say?
Like what advice to those people about what's the difference between branding your company
and actually you being the brand, I guess is what the question is.
So I ran into this about two years ago with my wife and because the company, the, my previous
consulting business that I had was not in line with my wife and I as core values.
And so she wasn't okay with my brand that I had a business in being having my family
affiliated with it.
But with state 48, she's all about it.
She's all about it to each their own.
It's missed opportunity at the end of the day.
Justify her every one, oh, what do I do for this and that?
Cool.
So when you're struggling or when cash flow is not there or when the leads aren't there,
like, Hey, all those times that they could have seen your vehicle or could have seen
your shirts or could have seen you doing X or Y or Z.
That's called missed opportunity.
And how many hundreds of thousands or millions of dollars of missed opportunity are you willing
to give up because you don't want people to see you know, what are you hiding?
Yeah.
What do my kids to see it?
I'm sorry.
You're like your shit's public anyways.
Right.
If you want to figure out who you are and who your kids are, they can't, they're going to
find out.
Right.
And at the end of the day, are you really teaching your kids?
Grant Cardone taught me this.
I blew my brains out.
Strangers have your money.
Your family doesn't cut your checks.
Right.
Your friends don't, don't even use your services.
Right.
90% of the time.
Yeah.
So yeah, like close, close friends that don't buy roofs from me.
Right.
My own family, my fricking brother's a roofer.
Like, you know what I mean?
Like, I've never get like, so when you truly understand that it's like strangers have your
money.
So before I met you, you were a stranger and I found a stranger and out of value and
now we're not a stranger.
Right.
But that stranger gave me money for whether it's for a roof or for consulting or whatever.
So we truly understand that you need to be teaching your kids that we always, we're,
we are brought up.
I feel like we are raised really, really well in certain things and really bad.
Yeah.
A lot of other things.
And one of them being, don't talk to strangers.
Why not?
Yeah.
Don't, what are you going to do?
Steal you, rape you, kill you?
Like what?
Like that's not even a thing.
Yeah.
But that's, but that's like how it's, it's the stupidest thing in the world.
But when you realize that when you go bid a job, when you go talk to a client, when
you go look at a remodel or an addition or a spec house or go to a bathroom, you're going
into a stranger's house.
You're looking at, you're going into a stranger's office.
Right.
Like before I knew you guys, I would have come into a strangers, right?
Podcast room.
Yeah.
And so when you truly understand that, that's, that's where it's come to me where strangers
have that and you need to be teaching your kids that strangers have your money.
So I always tell my kids, Hey, talk to everybody.
Yeah.
I do.
Go talk to that lady.
Go talk to that person.
Because at the end of the day, if, if obscurity is reason why, no more reason why businesses,
small businesses go out of business, do the exact opposite.
So you want everybody to know who you are.
So how, so with your, do you have a sales team?
Oh yeah.
Okay.
So your sales team or your employees, how do you, they incorporate the brand of State
48 into their lives?
Is it just like during a work thing or do they live the brand as well?
No, they live the brand as well.
Um, some more than others.
Some more, I would say bought in, but some of them love it.
Um, what another thing that the business owners, small business owners skip out on is stuff
like this, right?
Little Yetis with their logo on them.
Yeah.
A non-work, non-work apparel, right?
Non-work apparel.
Like, Oh, we're the same polo.
It'll work every day.
Cool.
But like, is there a T-shirt that you'd wear camping?
Right?
Like I just saw a Jesse Espinoza, right?
RCS plumbing.
He was rocking my sexy business Status shirt.
Why?
Because he's part of the mastermind, I gave him out for free and sure enough, he's literally
riding dirt bikes with his daughter.
And guess what?
He's rocking it.
Why?
Because he's part of the mastermind and he supports the brand and it's cool looking
shirt.
But like a lot of times we skip out on that.
We don't give that to our employees.
So if you're not giving your employees your own swag to wear, they're still going to wear
something.
It's just not going to be your brand.
Well, why wouldn't you want them to wear your brand always?
Right?
But a lot of times we won't supply that for them.
They're going to wear other stuff.
They just are.
And if you supply it for them, a lot of them will wear it outside of work.
And that's how a lot of mine are.
They'll wear their shirts, they'll wear their hats, their hoodies, their beanies, that kind
of stuff outside of work because I try and give them a lot of apparel outside of the
workplace.
Yeah, fantastic.
I think that's kind of one of the biggest things with brands.
I see a lot of companies and the owners die hard for the brand, but then nobody else is.
Go wear the work shirt during the day and then that's it, right?
So how do you get your people to live that?
What do you do in-house in your workspace?
For all these people out there, all the small business owners that are having a hard time
to get their employees to show motivation or initiative to be able to live the brand
and spread the word, what advice do you have for them?
So number one thing is culture.
When you get them bought into the brand, a lot of times the reason why they're not
bought into the brand is because you're not but into them.
And initially as a business owner, you need to buy into the employee before the employee
buys into the business, the brand or the owner.
Plain and simple.
So that's where our PPFs come in, right?
Personal, professional financial goals.
You really find out and what you do is you pass on that authority, you pass on that torch
of authority from the business owner to the team member in whatever space it is.
Hey, you're a sales rep for the, you're an AR, you're in whatever, right?
You're in sales, you're in production.
Here I'm passing this baton, this torch on to you of authority.
You are now the CEO of this position.
And when you truly pass on that authority and pass on that, like, hey, you are now an
entrepreneur.
A lot of people don't want to own a business.
They don't.
They don't want the risk.
Like I said, I have a six figure payroll every Friday.
I'm sure you've cut fat checks too.
Every single Friday, six, few years come out of my bank account.
Every single Friday, 52 weeks out of the year.
A lot of people don't want, like, I don't want that risk.
I don't want to take that on.
Holy cow.
Scary, whatever, right?
And so when you truly understand this, but some people want to work for an amazing business
owner where they can call home, where they can set up shop.
That is an entrepreneur.
But what happens is a lot of us as business owners, we treat our employees like liabilities,
not assets, instead of assets and not liabilities.
When you treat them like an asset and treat them like they're part of the team and you
give them that authority and you treat them as their own business owner, as their own
CEO of their position, you now start to create a culture where they're responsible for their
actions and what they do.
Now they're proud of who they are, they're proud of their department because they own
that department.
They don't just work in that department, they own that department, they own that position.
And that's been my biggest thing is when you truly do that, and a lot of the Tommy Mello
teaches us to have a lot of outside of work activities, whether it's top golf or bowling
or camping or a side by side event or whatever.
You can go axe throwing, go target shooting, whatever.
Food, when you go and do those things, you really can start to create a culture where
people are now proud of where they work.
And they don't treat it because if they're just treating it like a nine to five, they're
going to check in, they're going to check out.
And another thing too is now most people are on a salary or an hourly position.
And so when they check out, they're like, I'm not being paid to wear the brand, I don't
care.
And every Friday, this is where their mindset's wrong is whether I wear a shirt or a hat or
this or that on the weekends or after work or before work, who cares?
I'm still going to get my paycheck on Friday until you go out of business.
And then you get no checks.
And then your job is to find a job.
And so when you truly understand that the goal and you sell them on the culture, sell
them on the goal of, okay, our next goal is 15 million or 25 million or 100 million or
you're just starting out, I'm going to do my first million.
When you truly, whoever works for you, when you truly sell them on the vision of where
you want to go and their role in getting there, it takes time by the way, it's on a switch.
Yeah, overnight thing.
No, because you have to mold them and sell or be sold by the grants book.
You're literally selling them over and over and over again that this is the best GC company,
this is the best roofing company, this is the best consulting business and everything
and we are going to build something and you are a valuable asset in order to build that.
I need you all in.
I'm all in.
You need to be all in or if one of the two of us are not all in, one, you can't work
here two.
We're not going to hit our goal.
And I want to hit my goal.
I also want you to hit your personal, professional and financial goals on an individual level.
So let's do that together.
And this brand, this business is going to do it.
Right.
Yeah.
And I mean, I'm sure you're the theme here, right?
We're talking about branding and promoting.
And the next thing is, is because someone asked me a question like, hey, you know, COVID
came and, you know, a bunch of business is shut down, right?
Sure.
Whether that was right or wrong.
I'm not the one on this podcast, but a lot of businesses, you know, kept going in construction.
It was like kind of a construction boom in my opinion, at least for my company.
Massive boom.
And now a lot of those companies are out of business and someone asked me, what was the
difference?
And I can only think it was promotion.
It's branding, right?
Like if you build a company, like, like you said, if nobody knows you, when all the goodness
is there and there's not enough contractors to their calling and giving you work, when
the promotion is not there and that's gone, you're screwed.
Well, in my opinion, it was supply and demand because during COVID, right, there were people
who weren't allowed to leave their house.
And real estate, like buying and selling, it wasn't a thing.
It was very stagnant.
You weren't allowed to move or do a lot of things.
So when that happened, you had people were staying in their homes and they're like, okay,
all these projects we've been putting off, right?
So you pay attention.
Who created the demand?
It wasn't your business.
It wasn't your ad.
It wasn't your marketing.
It wasn't your advertising.
It was literally the government or the COVID pandemic, right?
So a pandemic or COVID or the government, the interest rates, the gas prices, the wood
prices, something outside of your control created that spike.
And so when it created that spike, you just took on, you just basically, it's perfect
example is roofing with rain.
When it rains, right?
What happens?
Mother nature is promoting for you.
Mother nature is marketing for you.
Plain simple.
If you cause a shit ton of problems and roofs, then people are going to call you.
That's another nature.
She's like, ring, ring, ring.
Boom.
Here's three inches of rain or here's a, here's a microburst or here's a tornado.
Here's whatever, right?
Hail.
And so on the GC side for, in my opinion, during the COVID space, what happened based
off of what I saw was a habit.
There was a spike in roofing too because people were home.
They had money.
They couldn't spend it and they weren't allowed to travel.
So you have these five, 10, 15, $20,000 trips to the Bahamas, to Hawaii, to San Diego, to
whatever that they would have normally spent $5,000 or $10,000 on or $20,000 on.
Hey, let's, we can't go there because the government will let us leave legally.
We can't do anything because the mask and all that bullshit.
So from leaving from there, we, well, we still have this money.
Well, we can put it off that bathroom remodel or, you know, we've been needing to fix that
roof.
We're just, uh, the husband, I've been so busy with work and this and this, boom, you're
not moving at all.
Yeah.
You're not going anywhere.
Guess what?
You're staying at home and also you look up at that leak over and over and over again.
You look at that ugly, linoleum, whatever crap floor or like, or those old terracotta,
you know, freaking tiles or the, the, that oak from, you know, 1985 and you're like,
I hate that.
Dude, I, I, I forgot how much I hate that.
But now that the husband is home or the main provider that's normally gone, you know, the
decision maker.
Well, yeah, and, and the priorities are now switched to where they can now focus on those,
on that to do list on that task list that got pushed off because of work and working
and traveling and whatnot.
That came to a halt.
So in my opinion, that was the supply versus the demand.
Um, and it's in the roofing.
That's why I like, I, I promised myself that I would build a million dollar a month roofing
company with no rain for a year and we've done it nine out of 10 months this year.
And we've had jackcrap for rain this year.
Yeah. Literally nothing.
This is 2023 jackcrap for rain.
Maybe the beginning here in their quarter one, but like quarter two, nothing, quarter
three, absolutely not a freaking drop monsoon season did not happen.
There was one tiny half ass storm that hit Northeast Mesa that didn't really do anything.
But so that being said, what, what do you do?
So you have all these GC guys that were killing it and they were four months out and six months
out and they get charged 200% increase and still get signed contracts with cash.
But when the demand goes away because people can't travel and now they can go back to work,
what happens is your marketing didn't get any better.
Your advertising didn't get any better, right?
Your market share, you didn't take up any more market share.
You just had an outer influence create a demand and that is it.
That is a one night stand.
That is a short term affair and that is how people go to business because they did not
build the business to be sustainable.
Yeah.
For the microburst was all the built before that point.
Yeah.
And that's why that's why I coach having power partners.
Yeah.
Why?
Because if I work with the GC, right, the GC is building houses 12 months out of the
year, rain shines, snow, hail, sunshine, 115, 15 degrees.
It doesn't matter.
We're doing remodels.
We're doing additions.
We're doing new builds.
We're doing customer doing specs.
We're doing custom homes.
Cool.
They're doing roofing 12 months out of the year.
Project managers, people coming in, people coming out, roofs getting old, you know, that
kind of stuff.
Those that real estate, right?
Buying and selling houses, whether it no rain, guess what?
They're still, we're still selling and buying thousands of homes a month.
Well, some of them need something roofing related.
So when you truly find out where your power partners are, establish those relationships
regardless of the economy, regardless of who's in office and regardless of what in any
outer influence, right?
Whether it's wood prices, gas prices, you know, who's in office.
That's what you build your business off of, right?
The primary him.
The wise man built his house on a, right?
Not on the sand, but on a rock.
Like it was something solid.
COVID was sand, right?
Rain is sand.
It's not permanent.
It is an outer source that you cannot control and you cannot control when it starts or when
it stops, but it always starts and stops.
Yeah.
I just got a lot right there.
That was fantastic.
You mentioned a few moments ago, I'm about like, Hey, the husband or the breadwinner
being home being able to make that decision right when we were doing that example.
Sure.
Makes me curious.
How does, and I've heard you talk about this.
So, you know, I have some insight on it, but how do you, The Homework Assignment, we've
talked about a lot, how to find a balance between home and work life.
I've come to learn it doesn't really exist if you're trying to succeed at certain levels.
No way.
So, how do you, how do, how is your balance at home like with work?
Like you're constantly promoting, you're constantly wearing your gear.
Like I know you've worn it on date and I said your wife before, right?
So like how do you, how do you manage that?
What's the management there?
So I believe, I believe in extremism.
I believe that when I'm on a date with my wife, I won't wear my stuff because if I wear
my stuff and this is not like an ego check, but like when I go out, I won't even take my
truck because he says, Oh, Jason, Jason, what's up in there?
Like just, you were at an event and you saw a state 48 truck, right?
Just with grants event last week.
I won't take my truck and I won't wear anything because that is a distraction from what I'm
trying to do.
What I'm trying to do is go on a date.
Like we'll promote, promote, promote.
You're right.
At that moment, I'm not promoting.
At that moment, I'm promoting my spouse.
So whatever distractions are there, kids, you going date night with kids?
No, that's not a date night.
That's like a family dinner.
Yeah.
Right.
And you don't take your phone with you.
You don't take your watch with you.
You know, you don't bring your COO or, you know, one of your, one of your subcontractors
with you.
Yeah.
Why?
Because it's date night.
So it's you and your spouse and nothing else and no one else gets in the way.
That's an extremism.
That's how, that's how I roll.
So date night, I'm very intentional.
It's very heavy.
It's very, it's, voluptuous.
I don't know how to say it other than it's, it's, it's actual true respect.
Yeah.
It's genuine.
Yeah.
Right.
So if you want to, a little, those that are listening, if you want a little plug, the
best in my opinion, the best two things that you can do to get someone's attention is a
podcast and golfing.
You do a podcast.
I probably have dozens of phone calls, emails, text messages, just like you do right now.
No one can get a hold of me right now until we're done.
Not even my wife.
I'm focused here.
I'm intentional here.
I'm an extremist at this podcast.
When I'm done, then check my phone, go do a hundred different things and we're good.
But like when you go golfing, very, very seldomly, when we check your phone or check
your stuff, go golfing, you can be very intimate with that person for three to four hours.
Right?
RJ, if you came to my office and said, Hey Jason, I want to just shoot the shit
with you for three to four hours in my office.
We talk for 30 minutes.
I'd be like dude, get out.
Yeah.
Right?
No podcast, no legitimate podcast goes over 60 minutes.
Right.
It's 30 to 60 minutes.
Right?
So when you see it that way, but the intimacy of the podcast and of golfing, it's, it's
very, very high compared to anything else.
Right?
Cause even the meeting, like, okay, start and we stop here.
Okay.
You got 30 minutes or I said, go, I've been set timers, right?
Like, Hey, get out.
Like you're done.
I got to go to the next thing.
But when during the podcast and golf, it was my opinion, the two most intimate things,
but that's an extreme.
Right?
And so I, so the whole, going back to what you said about the work life piece with my
kids, when I'm with my kids, I don't have my phone.
I'm with my kids.
We're on the trampoline.
We're riding dirt bikes.
Uh, at a practice or a game or whatever, like I am there.
I am present and I'm intentional.
Cause what happens is we try and go to the game and they're on our phone and taking a
phone call and doing this and this and this.
And we miss out the whole reason why we went or we go on date night and they were distracted
by our phone and by our emails and our text messages and our, and work this and work
that.
Right?
Or bring our kids with us.
That's not date night.
Right?
So when you truly understand that you need to be wherever you are being extreme, you're
at work, freaking go hard at work.
How many of us work eight, 10, 12, 14, 16, 18 hour days and we actually don't move the
needle.
We don't get jack shit done.
Yeah.
Why?
Cause we were trying to be a dad while at work.
We were trying to be a husband while at work.
Yeah.
And multitasking is biggest bunch of bullshit on planet earth.
I can't.
Now you can do a lot of things very quickly, but you cannot.
Like I can't be on the phone doing this podcast, eating hamburger, talking to my wife, having
sex.
I can't be doing like, no, like six of those things all at once.
You just can't.
Yeah.
Like I can eat a hamburger, but I can't be eating a hamburger and talking with you.
I have to be chewing or talking.
I can't be doing both.
Right.
So we truly understand that whatever you're doing, just be intentional about it.
Be in the moment, right?
Be the, call it be grounded, right?
Be intentional, be where you are in the moment, no matter what it is.
That's the reason why marriage is fall apart because you bring work home and you need to
learn to stop and you can pick it up back up again.
So when I was building my business and going, going crazy working 12, 18 hour days, I would
still make time.
My wife and I discussed, we came on the same page from five to eight PM was family time.
So for three hours, she's like, I want you one eighth of your day.
I want one eighth of your day.
My day, one eighth piece of cake.
It's from five to eight PM.
We go, oh shit.
True story.
Right.
And I was like, what did I just sign up to?
So for reals, like, try and get me after five o'clock to go to anything.
It's extremely hard.
One, because that's practice and games and kids, I have five kids and that's a time for
me to be a dad.
Right.
But my kids don't need me for eight hours a day or six hours a day or even two hours
a day.
They need me from literally from five to eight that includes playing with them, doing some
sort of a game.
What are the kids going to be?
And my wife, right?
Spending quality time with her.
And my wife, my wife doesn't want me for more than 30 minutes to an hour.
Anyways, I don't care who you are.
Like stay home all day.
You do that for a week.
Yeah.
Freaking right. No way.
Not a thing.
But when you truly understand like the extremism of like make day night freaking awesome.
Make spending time with your kids freaking awesome.
Like go all in on your kids.
Listen to them.
Be present.
Put your phone away.
Put your watch away.
Put any distractions away.
Just be lights out with that daughter or that son.
And then when you're at work, like go hard.
Right.
And you don't have to go hard for eight hours a day.
In my opinion, you truly don't.
Because I think what I think we do is we think, okay, I have eight hours to get all this stuff
done.
Like at 30 or 40 or 50 or 60% instead of 100% for two or three or four hours.
That's why I do a lot of my stuff in the morning.
I'll get my stuff done before anybody wakes up.
So I'll do my stuff at five, six, seven o'clock in the morning.
By then like I have eight hours to get one thing done.
That's why I can go hop on a podcast and go do coaching calls and go do all these other
things.
I've already got all my shit done.
Why?
Because I was gangster in like intentional of where I was with working.
My wife wasn't bothering me.
It's not a distraction in a bad way.
But when I'm being intentional with work, she is a distraction.
Because when I'm a date night, I don't make work.
Work is a distraction.
But when you truly focus on those categories and you're all in on those, change my life.
That about 18 months ago, really, really hard the past six months ago.
And it has 1000% changed my marriage, my relationship with my wife, my relationship with my kids,
making more money.
My employees, I also have programmed all everyone that works with me that they know this will
not happen here, here, here, here, here.
And it really is one of the not shortcuts, but one of the aha moments that I've had
to live through and experience that really has changed my life.
So when did you start your company?
Four years ago.
Okay.
So yeah, I think we started about 2019.
So it was kind of August of 19.
August of 19.
Yeah.
That's really?
August first.
Yeah.
Yes.
That's awesome.
So my question is, is like, you worked for a roofing company for how long for your uncle?
Eight years.
Okay.
So when you started your own business, were you always like this?
How was it when you started?
Right?
So and like you talk about the homework life, like how was it then?
How was like, for those that are just starting a business and we're talking about that balance,
right?
If, you know, when you're just starting, I feel like, well, the hustle is always there,
right?
But the hustle is really there when you're starting.
Totally. Like do or die.
So like what advice would you have for the new business owners that are actually starting
out?
Like do they go even harder or do they still set up that balance as far as like being able
to cut off the time?
So what I did with Heidi was I promised her and it was a season.
A season is not 12 months.
Winter is not 12 months long, even in Alaska, right?
So it's not 115 here in January.
It's just not.
So there's a season of that grind.
And the season could be a few weeks.
Season could be a few months.
Season could be a few years.
But when you are, Sean Whelan talks about radically open, right?
Being radically open and communicating with, with your business partners, with your spouse,
with your kids, with whatever.
I had that transparent, open, honest conversation with Heidi of like, this is going to be suck.
This is going to be crazy, right?
And I will do everything I can to make sure that I'm there for you and the kids.
But she also understood that going into business as an entrepreneur and as a business owner,
you got to put in the work.
You just do.
And it's, and the analogy that I use is, think of it like a train.
A train, once it gets going, 50, 60, 80 miles an hour is, is very easy to maintain.
But going from zero to 80 is the hardest part.
And it uses massive amounts of force and energy and power and grit and determination and whatever
to, to get it off and get it cranked.
Once it's cranking, then you can maintain it and there, that's a whole different type
of business.
Once it's up and going and maintaining and then, and continual growth.
But I would still, no matter what, I honestly think that my opinion, you need six hours
of sleep as you get older, eight, but six hours of sleep here, go to bed at 10, up by
four or go to bed at 11, up by five.
I recommend going to bed a little bit earlier because realistically after about nine o'clock,
you're pretty much useless.
Yeah.
And there were several, several nights where I'd be cranking it out at 10, 11, midnight.
And then I'd be up again four or five in the morning.
But non-negotiable that I would never give up is working out, no matter what, work out
every single morning.
I don't care if you're in, if it's day one of your business or year 10, work out every
single day.
You need that dopamine hit, you need that, that personal mental win, right?
You take your shirt off at night, like, oh, I'm making all this money, but you're a fat
ass.
And you take your shirt off and you're like, dude, what happened?
Yeah.
And guess what?
Your wife sees that too, but she doesn't have the balls to call you out.
And I'm like, dude, you lost yourself.
I get your shit together.
Yeah.
Right?
She didn't marry that version of you.
90, I only know one person in Colton, the only Colton Myers.
Yeah.
He's the only one that is thinner now than when he got married.
Other than that, every single person I've ever talked to, ever, guys, are all heavier.
Yeah.
And some of them are significantly heavier.
Your wife didn't marry the fat, the fat version of you.
She married the best version of you in the beginning.
And that's what she deserves, but we come up with excuses.
Well, I'm building a business.
I'm doing this, dude, whatever.
And also, we give up on ourselves.
The first thing we sacrifice when we start a business is we give up ourselves.
We give up personal development.
We give up health and fitness.
Then we give up our spouse, the quality time with them and the respect for them.
Then we give up our kids all to build this business.
Well, what's the reason for building the business?
For them?
Yeah.
So you can die when you're 50 or diabetes because you're 100 pounds overweight?
Yeah.
Right?
So you can have a ton of money in the bank account, but you're dead?
No.
Right?
So you can be divorced year five?
No.
So your kids don't talk to you when they're teenagers or you're just the guy with money?
It's all backwards.
So once again, be intentional when you're building your business.
There's no reason.
Like, your employees, your spouse and your kids are not up before 7 o'clock.
They're just not.
Yeah.
Right?
So from 4 to 7 a.m., Ed Milet killed this perfectly.
He talks about how to get a 21-day work week.
Have you heard this before?
Oh yeah, the three different days.
Yeah.
So 7, 7, 7, yeah.
So he talks about that.
He's like, I can get him.
This is awesome.
If 24 days, he's like, so for the first six hours, he breaks them into four sixes.
Right?
Yeah.
And so he's like, okay, so I can get it in six days.
In six hours, I can get in one day.
Right?
So from 6 a.m. to noon, what am I doing?
From noon to 6, what am I doing?
And from 6 to midnight, what am I doing?
So he breaks those up into three things.
And you're not working for all of them, but technically he can get enough work done.
And to equivalent to one normal work day for corporate America.
And so he's like, you're working, by the way, who says you can't work Saturdays?
Well, I have games and this and that dude, for years, I would be at all my kids soccer
games, T-ball games, flag football, all that stuff.
And then I would go to work.
Sometimes two hours, sometimes four hours, sometimes six.
And then come back and then have date night.
Well, guess what?
I was present as a dad.
I was present at work.
And then I was present on date night.
Yeah.
Right?
Yeah.
And so you can do all those things, right? Sunday to each their own.
But like literally Monday through Friday, there's no reason why you can't put in three
hours before anybody wakes up, right?
Then go spend time with your kids or go for it.
And just grind it all out, right?
And then, but do something like take your wife to lunch randomly or pick your kids up
from school or take them to school.
And then get home at five o'clock, spend two or three hours with them and guess what?
Yeah, from 8 to midnight.
But from 8 to midnight, we're tired.
Yeah.
8 to midnight, we're burnt out.
8 to night, blub, blub.
Dude, dude, freaking, like, go back to, go work at University of Phoenix, man.
Like, that's why small business owners are freaking Gs.
Anyone that has the balls to be a small business owner, my hat goes off to you because you
have the balls to put in the work that no one else does.
And that's what happens.
So do not sacrifice that because you will get fat.
You will be mentally effed up, right?
You will, there's a roofer that I used to coach back in the day where suicidal, depressed,
overweight, borderline divorced, right?
And a really bad spot.
And I told him, I was like, well, why?
Oh, and we're going to 18 hour days, falling asleep at the wheel while driving trailers,
pulling trailers and stuff because monsoons season and all that stuff.
I'm like, do you got your priorities mixed up?
It's you and your relationship with God.
So you first, right?
Then your spouse, then your kids, then your business.
And if you ever get those mixed up, you went into business for the wrong reason.
God family business.
Yep.
Plain simple.
And so when you truly understand that, your life will change.
But do not compromise it.
You just might, those 8 to 12s that I don't have to do anymore, I choose not to do anymore.
8 to 12, I get to spend more time with my wife or I get to...
Buy your time back.
Yeah.
Dan Martell is an amazing book called Buy Your Time Back.
Or Buy Back Your Time.
And that's literally what it is, right?
When you truly understand that, when you can hire as a business owner, the first thing
you need to start doing is start hiring and delegating, right?
You've heard the 2,500 rule that I teach.
So write down all your tasks you do Monday through Friday, literally from 4 a.m. to midnight.
What are you doing every 10 minutes?
What are you doing?
Bam, bam, bam, bam, bam.
Write down all those things and then put a $20, the number 20, or the number 500 next
to it, or highlight it in two different colors.
And then all those $20 tasks you need to hire somebody and delegate it.
But we're so scared to let go of that first 40, 50, $60,000 to hire an assistant.
We're terrified.
And then once I convince the business owner that I'm coaching and helping out, when they
truly understand that, like, that is the best hire you'll ever have as your first one.
Because once you do that, you're like, oh my gosh, I got all this time back.
And now I can spend it on the things that move the needle.
Because the $20 on our task stuff, that's $40,000 a year, will not move the needle.
You will not grow your business.
And you'll be in the owner, operator, technician space forever.
Yeah.
Right?
Most baby boomers are like that.
My dad been doing foring for 38, 39 years.
Still sets his own appointments, still goes to his own sales, still orders and materials,
still gets the dumpster.
Now he makes good money.
But if he's gone, his company stops.
Yeah, it doesn't operate.
Right?
And Tommy Mellow teaches this, right?
Yep.
Like, blew my brains out when he taught me this.
Take your phone, put it on, turn it off, or airplane mode.
Put it in your nightstand or put it in your desk or your house.
And take your spouse.
How many kiddos do you have?
I have four.
Yeah, four.
You just had a baby?
Well, I have two and then I adopted two kids.
Yeah, yeah.
So four total.
So yeah, how pregnant is your wife?
She's ready to go right?
Yeah, she, March.
She did March.
March, awesome.
Cool.
So third trimester, freaking awesome.
So cool.
So when you truly understand that, when you can turn your phone off and put it away for
30 days, go to San Diego, go to the Bahamas, go to Hawaii, go wherever, for 30 days.
Not touch your phone, no emails, no computer, no iPad, no nothing.
Come back.
What does your business look like?
Yeah.
If it stopped or went backwards, then you need to do a personal audit of like, oh shit,
I need to hire and delegate those pieces.
You shouldn't, your company should be able to, now significant growth is where you come
in because you're working on the business now and not in the business.
Now there's also a season to be working in the business and on the business.
I only work in my business two to four hours a week, maybe 10 max.
I spend 20 to 30 working on my business.
So you think so you should still spend some time, what things you do where you have to
work in your business?
Well, for a sales, like a sales meeting.
Okay.
Right.
Maybe.
Meeting, training, all that kind of stuff.
Yeah.
So training is still working, technically it's working on the business because you're trying
to like develop your employees.
Like sort of get an RLC complaint or you get a piss off homeowner.
I never go out by myself though.
So if you're a piss off homeowner, never go by yourself because the only one's going
to fix it is you and no one in your business learned how to do that again.
The whole goal is, okay, you want to replace yourself.
So if I'm the person going, putting out the fire, okay, I'm going to show you how to put
out this fire next time.
So not if, but when we get this phone call again, it's going to happen.
It's part of life, right?
Part of business.
Now if when this happens, I can now send you to go put out that fire instead of me.
But if I'm the only one putting out the fire every single time, I'm going to be the only
getting that phone call every single time and you're never going to grow your business.
You have to be talking about extremism and be intentional.
Like one last time you went gangster, you just did this weekend.
You went gangster hard, intentional on growing and building and scaling your business.
Most of us small business owners, we do it 10 hours a year.
That's one hour a month, right?
But what if I told you you need to do it one hour a day?
Now you're doing it five hours a week.
It's 250 hours a year, right?
But you have to be intentional about it.
You got to make time for it.
If you don't put on your calendar, like Grant Cardone teaches, white is of the devil.
So you're in a calendar and there's any white on it.
It's like you are like, you're freaking deep crap.
So but we're on your calendar to say, work on my marriage, work on, work with my kids,
work out, work on myself, work on the business, right?
Like where does it say pull up anybody's calendar and nobody has it on there?
And then wonder why they're fat and out of shape.
They wonder why their marriage sucks.
They wonder why they're on a relationship with their kids.
They wonder why they're working 12 hours a day and not moving the needle and not growing
their scaling of business.
Because they're not intentional about what they're doing.
They just do it or want to do it, but they're not actually doing it.
That's amazing to say that.
We just, so Grant Cardone's doing 10X, right?
So he has a 10X plan over doing like the Cardone University and stuff.
And I'm like, okay, I write down gym every day.
And it's so interesting when I actually write it down, I open my thing in the morning, first
thing in the morning at 4 to 30 AM, like, okay, I got scriptures and I got the gym.
And those are the things I'm in.
Like that's it.
Like right now podcasts, like, okay, I got that hour blocked off.
I'm here.
And that's made the world of the difference.
Like for everything that we do, our whole team does it.
You know what the crazy part is?
Is that when other people are involved and put something on our calendar, it's a non-negotiable
one would be there.
Like this podcast, Jason's going to be here at what was it?
2.30 or 3 o'clock?
Yeah.
Jason's going to be here at 3 o'clock.
I have to be there at 3 o'clock.
I don't want to disappoint Jason.
Exactly.
Accountability.
So, at 4 o'clock in the morning, go to the gym.
Who's the only person you're disappointing?
Yourself.
You should never put me in front of you.
Yeah.
Ever.
You should never put somebody else and their priority.
I don't care if you're meeting Grant Cardone or Tommy Mello or Carlos Reyes or they don't
freaking matter.
Or Andy Elliot.
It doesn't matter who you're meeting.
Never put somebody else as a priority in front of yourself.
But we just get, and once you do it once, it gets easier to over and over and over and
over again.
Then you blink and you're months or even years into, you're like, holy crap,
what just happened?
Right?
But when you, but flip it, because we talked about the negative part about it.
I've lost 27 pounds and I've put seven pounds of muscle on in the past six months.
You look great by the way.
Thank you.
Appreciate it.
But I've also worked my ass off for it.
Yeah.
Like I've been...
Get your videos every morning.
Yeah.
Push ups in the workouts.
I've been freaking intentional.
You said every freaking day intentional, right?
Because I wake up and I don't kiss my wife.
I don't see my kids.
I don't talk to my employees.
I don't talk to my clients.
I don't talk to the world until I go to the gym.
Once I go to the gym, then everything else matters.
Right?
Whether it was reading scriptures, whether it's praying, whether it's meditating, having
quiet time, whatever that is.
But for me, like going to the gym, like my day does not start until I leave the gym,
not go to the gym.
Yeah.
Yeah, exactly.
And going with what you were saying a minute ago, Blake Clark, I know like one of the things
that he was talking about in like a story or something on Instagram was that like, hey,
in the morning when I wake up, the world doesn't need me.
So I got to get all my crap done and then at 7am, the world needs me and I don't have
time for myself, right?
So it kind of goes into exactly what you're just saying.
So okay, I got one more question for you.
And this is, well, one, we got to do a podcast more often because it's like a personal coaching
session.
So this is just great.
What did I say before?
Golfing and podcasts.
Like if you want...
Literally.
If you want to do it right and you ask the right questions, it's like, RJ is not asking
questions for those listening right now.
And those will be turned into a real and beyond social media.
RJ is not asking this for you guys.
He's asking it for himself.
You're just benefiting from it.
Exactly.
That's why I bring out like...
It's a good moment to learn.
But yeah, when I do a podcast with Carlos Reyes or Bradley or Ed Myett or Sean Whelan,
like I wasn't like, hey, what is the audience?
No, no, no, no, screw the audience.
No offense.
Screw the audience.
Like, bro, this is a conversation between you and I and you guys get to reap the benefit
of doing it.
So that's also huge.
And exactly.
And one of my questions is, and I've been thinking about this a lot because I think
this goes hand in hand.
One, when you're building a company, you have employees and like a lot of people are married,
right?
And they have spouses, right?
And so what I've seen is that I've seen when the spouses are not on board with someone
who's trying to build a business or an entrepreneur or whatever, it creates problems like you
were talking about.
So if someone has a wife, and this isn't me, right?
This is more maybe for some of my team.
Sure.
My wife's amazing, babe.
You're amazing for watching this.
But if someone's wife isn't on board, how do you get them on board?
And I think like, I think a lot of women marry the men knowing what they're getting into,
but then sometimes they don't, right?
So like, if someone's just like, hey, I didn't sign up for you being gone so much, or you
working so much, how do you develop that to be able to get them on board rather than split?
I spend tens of thousands of dollars getting this answer.
I'm going to give it to you for free.
That's serious.
Yeah.
Mastermind.
I know you did.
$60,000 a year mastermind.
I got this answer.
This literally blew my brains out.
And I didn't learn this till like three months ago.
When you hire somebody, do you ever bring the spouse?
No.
When you hire somebody, have you ever brought the kids in?
No.
But you're going to flip the dad's life or the mom's life upside down.
You're going to require more time from them.
They're going to spend more time with you in your business than they will with their
kids and their spouse combined.
So you don't want to involve the ones that they're spending all the time with.
So what you do is when you have the initial hiring process, so depending on how you hire,
there should be two or three or four different tiers of hiring.
When it's like, hey, yeah, you're going to come on board, the final interview before
they agree to work with you or you agree to work with them is, everyone knows once, you
bring in the spouse and if they have kids, I don't care how old, 30 minutes, bring them
into the office, show them the place, show them the setup, even if it's your freaking
house, I don't care.
It doesn't matter if you're starting off right.
This is my garage, whatever.
You bring them in and you sit down and you talk to the wife because if the stereotype,
don't get all crazy with me like, man and women and all that bullshit, like just, we're
going to stereotype so I can just roll with it.
So the husband is going to work for you.
You bring the wife in and you say, hey, we believe in these things called personal, professional,
financial goals.
Hey, just to let you know, I want to make sure that this is where you transfer that authority
and that respect from the husband to the wife via the workplace.
Hey, just to let you know, when RJ comes to work here, tell me where I stand.
Ashtyn.
So, hey Ashtyn, when RJ comes to work here, we have very, very high expectations.
If he ever mistreats you outside of the workplace, come find me and let me know because I'll
whoop his ass because if he's going to disrespect you, he's easy than disrespect me.
I don't sleep in his bed.
You do.
So if you are RJ, disrespecting her and Ashtyn, if you ever feel disrespected by him, you
come and let me know and I'll personally take care of it with him.
And I'll make his life either awesome or living hell.
Right?
Hey kiddos, where do you want to go?
What's something that you want to buy?
What's your next, what's your dream goal?
What do you want to, are you looking for that next house?
You're trying to build a pool or you want to do this?
Like what, Ashton, what's important to you as a spouse with your husband?
Is it getting the kids off in the morning?
Some people will give two shits about getting their kids off in the morning.
Some people will like, I haven't done it for years.
Yeah.
Right?
Still, honestly, personally, I don't care.
I help out.
I don't do my kids in the morning.
See them in the morning, yes.
Like, but like drive them to school.
Some people, it's like, it's like the 11th commandment.
Some people give two shits.
Yeah.
But if you don't ask, you don't know.
So, hey Ashtyn, like what's really important to you via your husband and your kids?
What does that look like for you?
What does it look like on Saturdays?
What does it look like on Sundays?
Right?
What does it look like in the mornings for you?
On the evenings?
I'm going to require a lot of your husband, but I'm also going to help him become the
best version of himself and help him reach his true potential, not just in the workplace,
but as a husband and a father.
Imagine taking that to the interview.
Yeah, I mean, crazy.
What would Ashton feel?
Awesome.
She'd invested.
How would she, yes, she would feel, hey, you're not here like actually doing the work and
putting in the 40, 50, 60 hours, but I'm invested in the family.
Teamwork, yeah.
Yes, because I want you to become the best version of yourself, reach your true potential.
And in order to do that, you can't just do that in the workplace.
You have to do that at home.
Yeah.
Right?
With your spouse and with your kids.
It's three tiers.
Right?
You have yourself, your spouse and your kids and then the business.
Right?
So, you need to get your shit together.
So, if we're doing stupid stuff and we're making bad choices, that stops now.
That's between you and me.
Number one.
Number two is your spouse.
If you two have shit going on, I need to know about it and I'm going to know about it because
if you turn on the same page, you're, you cannot give me 100% at work if you're on the
same page with her.
It's absolute bullshit and not true that you think that you cannot be on the same page
and give your boss or give your employer 100%.
100%.
You can't, and I demand 100%.
That means that you need to get your shit together with her.
That means you two need to get on the same page.
You need to communicate.
You need to have those hard conversations.
Okay?
Ashton, I need your full support.
Do I have your full support from you in making sure your husband gives 100% at the workplace
but I'll make sure, and in return, I'll make sure that he gives you 100%.
What do you think?
Yeah, of course.
All day.
Yeah, all day.
Right?
Hey kiddos, one, two, three, four, five.
It doesn't matter.
How, it doesn't matter.
Hey, I need your dad to work here.
Hey, what's something that you guys want to do?
Some, something fun, something cool.
In the next year, what does that look like?
Oh, we want to go camping.
We want to buy a side by side.
We want to go to Hawaii.
We want to go to Disney.
Cool.
Hey, write it down for me.
Now, write it down and close this Disneyland on it.
Now, a piece of paper.
Cool.
So now at your desk, at your cubicle, at your, in your truck, whatever it says, Disneyland.
Yeah.
So now guess what?
Now I have the kids.
Do the kids love me now?
Yes.
Does Ashton love me?
Yep.
Absolutely.
What do I do to you?
Make me love you.
Yeah, and I gave you a shit ton of accountability.
That is true.
Like, you will, you will not disrespect her.
You too will be in sync, right?
Or I'm going to be on your ass.
Yep.
And guess what?
You're going to be on your ass and you need to like commit and be her 100% and be intentional
at work because we need to get your kids a Disney.
Yeah.
And I have the paycheck to make that happen for you.
So now I have you committed and invested, her committed and invested.
The whole family.
We get it all wrong.
Wow.
That's crazy.
Isn't that insane?
That's the idea.
You've never heard that before.
No.
Dude, I've been in business.
I've been in business.
I've been in business for four years.
I've been in the roofing industry for 14 years.
I listened to a shit ton of podcasts and been to every conference on Planet Earth.
It feels like and trained with some of the best that came from Andy Elliott.
Really?
Wow.
That's crazy.
Isn't that nuts?
And guess what?
If you go follow Andy Elliott, him, in my opinion, more than any, more than Grant Cardone, more
than any Fersella, more than any other serial entrepreneur, more than Bradley, more than
any other serial entrepreneur, that he has his team and their family more invested than
any other entrepreneur on Planet Earth.
That's crazy.
I didn't know he had involved everybody like that.
Isn't that insane?
That's crazy.
That's smart as crap though.
They do stuff all the time.
Yes, because dude, if I have your wife involved and I have your wife committed, dude, you
will do, you become a puppet.
You will do anything I want to because I have her support and you don't want to piss her
off and you guys want to be on the same page.
And if I can control that like game over, what happens is when it's me and you, me and
you, me and you, where every time it's me and you, there's a little Lego that creates
a wall between the two of you because no, works more important and like my boss is my
boss that how many people even know who RJ is other than the guy that cuts a check on
Friday or is that all you are to the spouse?
You're just the guy that cuts a check instead of like, I love RJ.
He's great.
He talks to me, he sees me.
We see each other activities and other events and yeah, and I want to end by the way.
So if you're doing quarterly PPFs, I'm just saying this out loud.
I don't do this, but it's a great idea.
I was bringing it up, I'm literally, it's coming to creativity falls.
Come in, right?
I'm literally bringing this here.
What if you did your quarterly PPFs like you should be doing with the spouse and bring
your spouse?
Hey, that's golden.
I brought that.
That's on me.
That was me.
That was not any of that.
I brought that up.
Damn, Jason.
Two story.
Bam.
I'll take that grade.
But if you're doing in the hiring process, you do that and then two, three, four, five
years go by, you, you naturally have to lose respect or credibility with the spouse because
you didn't reconnect with her.
You only reconnect with the team member looking for you.
Yeah.
Right?
You talked to the kids.
Hey, the Disneyland thing, whether it happened or didn't happen, right?
What if you brought them in three months later?
Where are we at?
Well, your dad needs to do this and this and this or hey, yeah, we're on track.
We're super excited.
You are now jacked up at your workplace.
Oh, 100%.
And now you're an entrepreneur, right?
Instead of just a freaking clock in, clock out guy.
Yeah.
You're not nine to five or you are now like, dude, this is my family.
This is my baby.
Now I'm wearing my older contracting shirt on the weekend.
Yeah.
Now I'm like, now I'm bragging about who I am, what I do, why?
Because my boss gives two shits about me, right?
He respects my wife like crazy.
You know the people that respect your wife and disrespect your wife.
Oh yeah.
You know him by name.
Yep.
You, if I ask, you have the top two people, top three people that respect your wife, like
no matter when you see him, Jordan, now there's one of them.
Whenever he comes, he always gives my wife a hug, always says, hey Heidi, and always talks
to her for five minutes about anything.
Like Jordan, like number one, right?
And then there's other people that I can also point out, I'm not going to, I'm lost
in my hair, but that have disrespected my wife that are no longer in my life.
Yeah.
And I can name them off just like that.
So do you want, which one do you want to be?
Right.
Right?
But like if you're doing it at the hiring process, why wouldn't you do it and reconnect
to her in 90 days?
Hey, what's up?
Hey, how can I help?
Hey, what do you guys got going on?
Right?
Dang.
Well, and I know we've all used that excuse like when the wife said, hey, we're going
to work.
She's like, well, I'm trying to build a future.
I'm trying, you know, I'm doing this for us, whatever, but like it's because they don't,
they don't, well, and they, they're not involved.
They don't know like what is that, but what are you doing?
Right?
Bringing them in, that changes the game.
And it's game changing.
So that was, that was for hiring an employee.
Right.
As a business owner, there's nobody above you, right?
Right.
Except for a mentor or a coach.
And even in your business, there's still nobody above you, right?
Right.
So it's literally you.
So when it comes down to that is, are you being fully transparent?
Another question, what are you holding back from your spouse?
What are you not communicating to her at all or well?
I struggle with this is why I'm really good at teaching this because I sucked at it so
bad.
I'd overcome it through therapy over and over and over and over about a white lie, right?
About just being a hundred percent transparent.
Hey, I'm going to invest this money.
I don't know, you guys are, I don't know, husbands are scared to tell their spouse that
they want to invest in this coaching that's 60,000 or a hundred thousand or a hundred
eighty thousand dollars or a thousand dollars a month or whatever that dollar amount is.
How many of us are terrified to tell our spouse that?
Why?
It's because they don't trust you.
Makes sense.
For whatever reason.
Yeah.
They don't trust you.
So you need to figure out the disconnect between you and your spouse.
Why that trust isn't there?
Now some of them might want more information.
They don't even want justification.
They just want more information.
They want to tell my wife, hey, we need to go buy a truck that's 60,000 dollars.
We need to go buy this or I want to go to this conference.
I want to invest in this mastermind and she'll say, okay, and I've taught her to ask me,
hey, what does that look like?
Or what's the point or what for?
Right?
That's just a cold punch.
I let it take us through the day.
Hey, I want a cold punch for Christmas.
She's like, okay, where are we going to put it?
And what's the point?
Sure you know what the point was because we talked to Gary Breckin.
So we know that whole deal.
But it wasn't no, don't do it or that's dumb or whatever Christmas or not.
It's, let's talk about it.
Right.
Well, and instead of just like, hey, yes or no, like give me some dialogue.
Yeah.
But a lot of it take away all that has to do with trust.
Principal, she doesn't trust you.
She's going to question every single thing you do and you're going to be frustrated because
there's a level of trust that has been broken.
You need to figure out where it broke, apologize, fix it and then build and then rebuild that
with practice, with repetition and with consistency.
Plenty simple.
And once you start doing that, life gets really fun.
Dude, awesome.
Great way to end.
Hey, you guys have it.
Jason Payne, State 48 Roofing.
Guys, we're going to drop his socials and all of his links for his coaching program.
I'm sure many of you guys probably want to hop on that after this because I want to re-hop
on again if that's even possible.
And also all of his social media for State 48, you guys to see what he's doing, how he's
branding.
Jason, thank you for being here today.
Absolutely.
You're awesome.
I appreciate it.
We love your program and you've changed our lives.
I've told you that before.
Dude, that's one of the biggest things is because you never talked about that before, right?
Because you're in other mentorship programs.
It's totally fine and I'm in some of those as well too.
But proximity.
Yeah.
Right?
So we go to proximity and that's what you get with our consulting businesses is you
get me.
You can text me.
You can call me.
I'll come on your podcast.
There's other guys that are so big you can't get a hold of them.
You may be able to get hold of one of their sales guys, but like you can't get a hold.
I'm not big enough yet.
Maybe I won't be at all ever.
Maybe I will.
I don't know.
But right now is a great opportunity because the proximity of me being able to help you
is super close and it's very powerful when it's that close.
When it gets distant, that's when you start to lose that.
It's still effective, just not as effective.
Yeah, 100%.
And so that's what it comes down to is having that personal touch.
And the thing I coach on, I take a lot of pride in is what I just talked about.
Right, Andy?
It's a very similar to that is it's you and your personal relationship with yourself and
then also your spouse and your kids, then your job or then your business.
And most coaches don't talk about that.
Okay.
Bust out your QuickBooks, bust out your P&Ls.
Let's look at your CRM.
Let's look at your KPIs.
Hold the phones.
Yeah.
You need to get your shit together first and your shit with your wife together and
your kids.
Then we go to KPIs, then we go to P&Ls, then we go to scaling your business.
But I can't scale your business if I can't scale you first.
You can't scale one through 10 and get to 11.
Yes, plenty of them.
No, and it's really important for everybody to remember.
I mean, this is something I have to remind myself every single time because I'm going
to your program, we're going to a bunch of coaching programs.
I am overwhelmed with information.
What good is the information if it's not implemented?
Right.
We go through our life, we learn stuff all the time.
We did this in high school.
We did this in college if you went to college, I never did.
But if you did, you got information to implement it.
So what good does it do you do?
Do you guys, right?
So implement guys.
Take the stuff that's being taught.
Take the stuff that you're learning.
Implement it.
That's how you get results.
It's all about results.
It's called FTI, Failure to Implement.
Yep, exactly.
That's the number one way.
People that read books, I read all these books, go to those conferences, I go to those master
minds and you're still in the same place.
There's nothing worse in life than waking up 12 months later, being in the exact same
place.
Physically, mentally, spiritually, psychologically, with your relationships, right, your bank
account, you name it.
That's like the biggest FOMO that I have is Waking Up a Year from Now.
I'm like, oh my gosh, I went backwards.
Yeah.
I lost, I went backwards.
Instead of finding.
In a category.
I have massive FOMO like that.
And so that's why I like, okay, every single day just get 1% better.
That's where you lose sleep.
Yeah.
100%.
Well, there you go.
So guys, share the show.
Okay.
If you're up out, we're trying to show our experience.
Share the show.
Please rate, review, drop, you know, click all of our links, go through them, find out
what Jason's doing, follow him.
Okay.
We're trying to spread the word.
This is a community of everybody who's trying to get better, trying to scale, whether it's
at home or in business.
This is the Homework Assignment.