1 00:00:00,000 --> 00:00:07,040 Hey guys, welcome back to the Homework Assignment podcast. 2 00:00:07,040 --> 00:00:08,600 I'm your host, RJ Patino. 3 00:00:08,600 --> 00:00:12,560 Today we have an amazing episode prepared for you. 4 00:00:12,560 --> 00:00:17,680 We are with Jason Payne, the owner, founder of State 48 Roofing. 5 00:00:17,680 --> 00:00:19,640 I'm sure you guys have seen their trucks everywhere. 6 00:00:19,640 --> 00:00:22,080 #sexyroof, right? 7 00:00:22,080 --> 00:00:23,480 Amazing marketing, amazing. 8 00:00:23,480 --> 00:00:24,480 I mean, they're just everywhere. 9 00:00:24,480 --> 00:00:25,480 It's fantastic. 10 00:00:25,480 --> 00:00:26,480 So welcome, Jason. 11 00:00:26,480 --> 00:00:27,480 Thank you. 12 00:00:27,480 --> 00:00:28,480 Appreciate it. 13 00:00:28,480 --> 00:00:32,200 So, State 48 Roofing, tell me what is State 48? 14 00:00:32,200 --> 00:00:36,400 Dude, so I already know where I ran into State 48. 15 00:00:36,400 --> 00:00:38,400 It was going to be Route 66. 16 00:00:38,400 --> 00:00:40,680 So that goes across the Arizona. 17 00:00:40,680 --> 00:00:41,680 I was going to do that. 18 00:00:41,680 --> 00:00:43,840 And then somehow I ran into State 48. 19 00:00:43,840 --> 00:00:48,240 There's 114 different entities of State 48. 20 00:00:48,240 --> 00:00:49,240 So I get credibility. 21 00:00:49,240 --> 00:00:50,800 I had somebody tag me the other day like, oh, we saw this. 22 00:00:50,800 --> 00:00:51,800 We saw that. 23 00:00:51,800 --> 00:00:55,240 And I was like, it's not me or somebody else, but I get credibility for it. 24 00:00:55,240 --> 00:01:01,440 So yeah, from landscaping to real estate, painting, yeah, the apparel company, all that 25 00:01:01,440 --> 00:01:02,440 stuff. 26 00:01:02,440 --> 00:01:07,560 But yeah, so I started working with my uncle for eight, nine years. 27 00:01:07,560 --> 00:01:11,520 Wanted to buy in, didn't work out, went and sold as an outside seller for your boot shop 28 00:01:11,520 --> 00:01:16,880 in this and started it from scratch in August of 2019. 29 00:01:16,880 --> 00:01:19,560 And I believe that you are your brand. 30 00:01:19,560 --> 00:01:22,200 And no matter what it is, like Amazon, I was thinking about the other day, I'm like, you 31 00:01:22,200 --> 00:01:25,400 know, you're like, oh, you're gonna have this crazy, all this cool colors and it's awesome 32 00:01:25,400 --> 00:01:26,400 logo. 33 00:01:26,400 --> 00:01:30,800 And I was like, dude, it doesn't matter what your logo is and what your brand is. 34 00:01:30,800 --> 00:01:32,440 It's what you put into it. 35 00:01:32,440 --> 00:01:38,440 Nike is literally a, a lazy checkmark, right? 36 00:01:38,440 --> 00:01:42,920 Like Amazon is literally like a bowed arrow blue. 37 00:01:42,920 --> 00:01:43,920 That's it. 38 00:01:43,920 --> 00:01:44,920 You mean? 39 00:01:44,920 --> 00:01:50,240 So it's like, but it's what you target is literally two circles, not even three literally two circles, a big 40 00:01:50,240 --> 00:01:52,120 one and a dot in the middle. 41 00:01:52,120 --> 00:01:53,120 That's it. 42 00:01:53,120 --> 00:01:56,840 Walmart has their stupid little yellow star asterisks thingy. 43 00:01:56,840 --> 00:02:00,440 Yeah, I've seen some weird logos that just are huge companies. 44 00:02:00,440 --> 00:02:04,920 Yeah, but they're massive because it's what you put into the marketing, the messaging 45 00:02:04,920 --> 00:02:07,520 behind it and the advertising behind it. 46 00:02:07,520 --> 00:02:12,080 That's really what it comes down to because I've seen some gangster logos and they have 47 00:02:12,080 --> 00:02:16,520 one truck or they do, you know, they don't, they're not on social media. 48 00:02:16,520 --> 00:02:17,520 They're not running ads. 49 00:02:17,520 --> 00:02:22,360 They're, and they stay small, but they have this amazing marketing tool that is underutilized. 50 00:02:22,360 --> 00:02:23,360 Right, right. 51 00:02:23,360 --> 00:02:27,560 Like you need to talk about, you know, GC and all of a sudden you need to 10X your efforts 52 00:02:27,560 --> 00:02:29,520 with your marketing or advertising. 53 00:02:29,520 --> 00:02:31,080 They don't know you, they can't flow you. 54 00:02:31,080 --> 00:02:32,080 Yeah, exactly. 55 00:02:32,080 --> 00:02:37,720 Well, that's, so just so you guys know, so Jason has a coaching program, sexy business, 56 00:02:37,720 --> 00:02:38,720 right? 57 00:02:38,720 --> 00:02:39,720 Yep. 58 00:02:39,720 --> 00:02:40,720 And we're a part of it. 59 00:02:40,720 --> 00:02:42,160 So we've been able, he's a mentor of ours. 60 00:02:42,160 --> 00:02:43,480 It's been amazing to learn from you. 61 00:02:43,480 --> 00:02:46,960 And that is like one thing like you're all about your brand and it's made the world of 62 00:02:46,960 --> 00:02:50,000 difference for our company and us branding. 63 00:02:50,000 --> 00:02:52,200 Do you think that's what set you apart from other roofing companies? 64 00:02:52,200 --> 00:02:55,120 It's just the branding and the recognition and the promoting? 65 00:02:55,120 --> 00:02:56,120 Yeah, 100%. 66 00:02:56,120 --> 00:03:01,160 Yeah, because there's a lot of great quality roofing contractors out there, whether they're 67 00:03:01,160 --> 00:03:05,440 boomers and they're older or they're, you know, our age and they're in the upcoming, 68 00:03:05,440 --> 00:03:07,920 or they come up. 69 00:03:07,920 --> 00:03:13,040 The difference is a lot of, especially in the roofing industry, blue collar in general 70 00:03:13,040 --> 00:03:16,040 is we under market ourselves. 71 00:03:16,040 --> 00:03:17,040 You bank on referrals. 72 00:03:17,040 --> 00:03:18,040 Okay. 73 00:03:18,040 --> 00:03:23,240 Well, what happens when people stop referring you or you basically bleed out that resource? 74 00:03:23,240 --> 00:03:24,240 Right. 75 00:03:24,240 --> 00:03:25,240 Right? 76 00:03:25,240 --> 00:03:26,240 Then what? 77 00:03:26,240 --> 00:03:27,240 You're screwed. 78 00:03:27,240 --> 00:03:28,240 Right? 79 00:03:28,240 --> 00:03:31,240 Instead of like having getting exposure and getting attention and that would call omnipresence, 80 00:03:31,240 --> 00:03:32,240 right? 81 00:03:32,240 --> 00:03:33,240 Like you guys are everywhere. 82 00:03:33,240 --> 00:03:34,240 You guys are everywhere. 83 00:03:34,240 --> 00:03:35,240 You get these, you set us here. 84 00:03:35,240 --> 00:03:36,240 Trucks everywhere. 85 00:03:36,240 --> 00:03:37,240 Cool. 86 00:03:37,240 --> 00:03:38,240 Why? 87 00:03:38,240 --> 00:03:39,960 Because I make all my sales reps wrap their vehicles. 88 00:03:39,960 --> 00:03:41,440 Everyone of our production vehicles are wrapped. 89 00:03:41,440 --> 00:03:45,720 I know guys that have more trucks and more stuff, but either the brand sucks or they 90 00:03:45,720 --> 00:03:47,400 don't like, they don't have wrapped vehicles. 91 00:03:47,400 --> 00:03:48,400 Right? 92 00:03:48,400 --> 00:03:50,160 Like you just got yours wrapped a little bit ago. 93 00:03:50,160 --> 00:03:51,160 Same thing. 94 00:03:51,160 --> 00:03:56,240 I'm like, dude, you're missing out on opportunity when you could like, I never go anywhere now, 95 00:03:56,240 --> 00:04:02,000 ever with either my hat or my shirt with either my consulting business or my roofing 96 00:04:02,000 --> 00:04:03,000 business. 97 00:04:03,000 --> 00:04:04,000 Why? 98 00:04:04,000 --> 00:04:06,800 Because I actually gave Afton my marketing manager crap. 99 00:04:06,800 --> 00:04:11,320 This is probably a year ago now, but it's still one of my favorite stories is she had 100 00:04:11,320 --> 00:04:16,240 on like an Ariat, like a polo or a t-shirt or whatever. 101 00:04:16,240 --> 00:04:17,240 And I said, oh, cool. 102 00:04:17,240 --> 00:04:18,920 It was like, does Ariat cut your checks? 103 00:04:18,920 --> 00:04:20,600 It's like during the work day. 104 00:04:20,600 --> 00:04:21,920 And she's like, no, cool. 105 00:04:21,920 --> 00:04:22,920 Take it off. 106 00:04:22,920 --> 00:04:23,920 Yeah. 107 00:04:23,920 --> 00:04:24,920 Maybe it was a hat. 108 00:04:24,920 --> 00:04:26,920 And I was like, no, see ya. 109 00:04:26,920 --> 00:04:27,920 Right. 110 00:04:27,920 --> 00:04:31,720 And so the only time I will represent any other brand is someone that transacts with me, 111 00:04:31,720 --> 00:04:32,720 like you guys. 112 00:04:32,720 --> 00:04:33,720 Yeah. 113 00:04:33,720 --> 00:04:34,720 Right. 114 00:04:34,720 --> 00:04:38,280 So someone that I work with, either I coach or someone that I, that has helped me grow 115 00:04:38,280 --> 00:04:39,280 my business. 116 00:04:39,280 --> 00:04:44,120 For example, Andy Vercel, a first form, like all our stuff, Andy Elliott, Elliot army, all our 117 00:04:44,120 --> 00:04:45,120 stuff. 118 00:04:45,120 --> 00:04:50,640 Because one, I'm in one of their coaching programs and the other one, I use supplements 119 00:04:50,640 --> 00:04:52,120 and everything behind him. 120 00:04:52,120 --> 00:04:56,000 But like, I'm not just going to randomly wear like a night, like a big old Nike shirt or 121 00:04:56,000 --> 00:04:58,560 a, you pick it, right? 122 00:04:58,560 --> 00:05:01,400 Just because at the end of the day, it's like, they're not cutting you a check. 123 00:05:01,400 --> 00:05:03,640 If they're cutting you a check to promote it, different conversation. 124 00:05:03,640 --> 00:05:04,640 Right. 125 00:05:04,640 --> 00:05:07,480 But like at the end of the day, like small business owners, we all go out of, everybody 126 00:05:07,480 --> 00:05:12,120 goes out of business so fast because you're not promoting yourself enough and nobody knows 127 00:05:12,120 --> 00:05:13,120 who you are. 128 00:05:13,120 --> 00:05:15,000 So you have, so there's, there's obscurity. 129 00:05:15,000 --> 00:05:16,000 Right. 130 00:05:16,000 --> 00:05:19,080 And so if they don't know you, they can't flow you and but you're, but you're willing 131 00:05:19,080 --> 00:05:24,360 to make Oakley or Nike or Adidas or Ariat or you pick it. 132 00:05:24,360 --> 00:05:25,360 Yeah. 133 00:05:25,360 --> 00:05:26,360 Chevy GMC. 134 00:05:26,360 --> 00:05:27,600 I'm like, do you get that shit off my truck? 135 00:05:27,600 --> 00:05:28,600 Why? 136 00:05:28,600 --> 00:05:29,840 It's like, does GMC cut me a check? 137 00:05:29,840 --> 00:05:31,280 No, get that freaking decal off of there. 138 00:05:31,280 --> 00:05:32,280 Yeah. 139 00:05:32,280 --> 00:05:33,280 Right. 140 00:05:33,280 --> 00:05:35,000 Rip it off and put, put my logo there, put my stuff there. 141 00:05:35,000 --> 00:05:36,000 Right. 142 00:05:36,000 --> 00:05:37,000 Why is there not, you know, some random, why, why is there not? 143 00:05:37,000 --> 00:05:40,600 Why is this podcast your podcast instead of something else? 144 00:05:40,600 --> 00:05:41,600 Yeah, exactly. 145 00:05:41,600 --> 00:05:42,600 Right. 146 00:05:42,600 --> 00:05:45,280 Because that, because you, when you truly understand it, I learned this from Sean Waylon 147 00:05:45,280 --> 00:05:49,480 on my, he came on my podcast and he talked about how like be your brand. 148 00:05:49,480 --> 00:05:55,200 He's like, you are your brand always at church, in the bedroom, in the classroom at work. 149 00:05:55,200 --> 00:05:56,200 Right. 150 00:05:56,200 --> 00:05:57,560 It doesn't matter where you are. 151 00:05:57,560 --> 00:05:59,000 You are your brand. 152 00:05:59,000 --> 00:06:00,000 Be your brand always. 153 00:06:00,000 --> 00:06:02,280 So let me ask you a question. 154 00:06:02,280 --> 00:06:04,100 I mean, I've been asked this before. 155 00:06:04,100 --> 00:06:06,960 So when it comes to like promoting and branding, some people are like, yeah, I just, I just 156 00:06:06,960 --> 00:06:12,400 don't want people to know about who I am personally or about like my, my life, you know, at home. 157 00:06:12,400 --> 00:06:17,040 Like some people have like a separate Instagram where it's just them and their family life. 158 00:06:17,040 --> 00:06:19,840 And then they have their, you know, their brand and they don't put their face on it. 159 00:06:19,840 --> 00:06:20,840 Right. 160 00:06:20,840 --> 00:06:22,960 Because they don't want people to really, what do you, what do you have to say? 161 00:06:22,960 --> 00:06:26,960 Like what advice to those people about what's the difference between branding your company 162 00:06:26,960 --> 00:06:29,760 and actually you being the brand, I guess is what the question is. 163 00:06:29,760 --> 00:06:36,040 So I ran into this about two years ago with my wife and because the company, the, my previous 164 00:06:36,040 --> 00:06:41,640 consulting business that I had was not in line with my wife and I as core values. 165 00:06:41,640 --> 00:06:48,360 And so she wasn't okay with my brand that I had a business in being having my family 166 00:06:48,360 --> 00:06:50,240 affiliated with it. 167 00:06:50,240 --> 00:06:52,640 But with state 48, she's all about it. 168 00:06:52,640 --> 00:06:55,640 She's all about it to each their own. 169 00:06:55,640 --> 00:06:57,760 It's missed opportunity at the end of the day. 170 00:06:57,760 --> 00:07:00,360 Justify her every one, oh, what do I do for this and that? 171 00:07:00,360 --> 00:07:01,360 Cool. 172 00:07:01,360 --> 00:07:03,920 So when you're struggling or when cash flow is not there or when the leads aren't there, 173 00:07:03,920 --> 00:07:07,000 like, Hey, all those times that they could have seen your vehicle or could have seen 174 00:07:07,000 --> 00:07:10,200 your shirts or could have seen you doing X or Y or Z. 175 00:07:10,200 --> 00:07:11,640 That's called missed opportunity. 176 00:07:11,640 --> 00:07:16,200 And how many hundreds of thousands or millions of dollars of missed opportunity are you willing 177 00:07:16,200 --> 00:07:19,960 to give up because you don't want people to see you know, what are you hiding? 178 00:07:19,960 --> 00:07:20,960 Yeah. 179 00:07:20,960 --> 00:07:21,960 What do my kids to see it? 180 00:07:21,960 --> 00:07:22,960 I'm sorry. 181 00:07:22,960 --> 00:07:24,360 You're like your shit's public anyways. 182 00:07:24,360 --> 00:07:25,360 Right. 183 00:07:25,360 --> 00:07:28,320 If you want to figure out who you are and who your kids are, they can't, they're going to 184 00:07:28,320 --> 00:07:29,320 find out. 185 00:07:29,320 --> 00:07:30,320 Right. 186 00:07:30,320 --> 00:07:31,320 And at the end of the day, are you really teaching your kids? 187 00:07:31,320 --> 00:07:32,320 Grant Cardone taught me this. 188 00:07:32,320 --> 00:07:33,960 I blew my brains out. 189 00:07:33,960 --> 00:07:36,120 Strangers have your money. 190 00:07:36,120 --> 00:07:37,640 Your family doesn't cut your checks. 191 00:07:37,640 --> 00:07:38,640 Right. 192 00:07:38,640 --> 00:07:40,560 Your friends don't, don't even use your services. 193 00:07:40,560 --> 00:07:41,560 Right. 194 00:07:41,560 --> 00:07:42,560 90% of the time. 195 00:07:42,560 --> 00:07:43,560 Yeah. 196 00:07:43,560 --> 00:07:46,680 So yeah, like close, close friends that don't buy roofs from me. 197 00:07:46,680 --> 00:07:47,680 Right. 198 00:07:47,680 --> 00:07:49,440 My own family, my fricking brother's a roofer. 199 00:07:49,440 --> 00:07:50,440 Like, you know what I mean? 200 00:07:50,440 --> 00:07:55,160 Like, I've never get like, so when you truly understand that it's like strangers have your 201 00:07:55,160 --> 00:07:56,480 money. 202 00:07:56,480 --> 00:08:01,320 So before I met you, you were a stranger and I found a stranger and out of value and 203 00:08:01,320 --> 00:08:02,480 now we're not a stranger. 204 00:08:02,480 --> 00:08:03,480 Right. 205 00:08:03,480 --> 00:08:06,920 But that stranger gave me money for whether it's for a roof or for consulting or whatever. 206 00:08:06,920 --> 00:08:10,800 So we truly understand that you need to be teaching your kids that we always, we're, 207 00:08:10,800 --> 00:08:11,800 we are brought up. 208 00:08:11,800 --> 00:08:16,160 I feel like we are raised really, really well in certain things and really bad. 209 00:08:16,160 --> 00:08:17,160 Yeah. 210 00:08:17,160 --> 00:08:18,160 A lot of other things. 211 00:08:18,160 --> 00:08:20,880 And one of them being, don't talk to strangers. 212 00:08:20,880 --> 00:08:21,880 Why not? 213 00:08:21,880 --> 00:08:22,880 Yeah. 214 00:08:22,880 --> 00:08:23,880 Don't, what are you going to do? 215 00:08:23,880 --> 00:08:24,880 Steal you, rape you, kill you? 216 00:08:24,880 --> 00:08:25,880 Like what? 217 00:08:25,880 --> 00:08:27,120 Like that's not even a thing. 218 00:08:27,120 --> 00:08:28,120 Yeah. 219 00:08:28,120 --> 00:08:30,880 But that's, but that's like how it's, it's the stupidest thing in the world. 220 00:08:30,880 --> 00:08:36,040 But when you realize that when you go bid a job, when you go talk to a client, when 221 00:08:36,040 --> 00:08:40,880 you go look at a remodel or an addition or a spec house or go to a bathroom, you're going 222 00:08:40,880 --> 00:08:42,800 into a stranger's house. 223 00:08:42,800 --> 00:08:44,960 You're looking at, you're going into a stranger's office. 224 00:08:44,960 --> 00:08:45,960 Right. 225 00:08:45,960 --> 00:08:49,400 Like before I knew you guys, I would have come into a strangers, right? 226 00:08:49,400 --> 00:08:50,400 Podcast room. 227 00:08:50,400 --> 00:08:51,400 Yeah. 228 00:08:51,400 --> 00:08:55,040 And so when you truly understand that, that's, that's where it's come to me where strangers 229 00:08:55,040 --> 00:08:58,120 have that and you need to be teaching your kids that strangers have your money. 230 00:08:58,120 --> 00:08:59,680 So I always tell my kids, Hey, talk to everybody. 231 00:08:59,680 --> 00:09:00,680 Yeah. 232 00:09:00,680 --> 00:09:01,680 I do. 233 00:09:01,680 --> 00:09:02,680 Go talk to that lady. 234 00:09:02,680 --> 00:09:03,680 Go talk to that person. 235 00:09:03,680 --> 00:09:09,800 Because at the end of the day, if, if obscurity is reason why, no more reason why businesses, 236 00:09:09,800 --> 00:09:13,120 small businesses go out of business, do the exact opposite. 237 00:09:13,120 --> 00:09:16,080 So you want everybody to know who you are. 238 00:09:16,080 --> 00:09:18,880 So how, so with your, do you have a sales team? 239 00:09:18,880 --> 00:09:19,880 Oh yeah. 240 00:09:19,880 --> 00:09:20,880 Okay. 241 00:09:20,880 --> 00:09:23,800 So your sales team or your employees, how do you, they incorporate the brand of State 242 00:09:23,800 --> 00:09:24,800 48 into their lives? 243 00:09:24,800 --> 00:09:27,880 Is it just like during a work thing or do they live the brand as well? 244 00:09:27,880 --> 00:09:30,160 No, they live the brand as well. 245 00:09:30,160 --> 00:09:31,760 Um, some more than others. 246 00:09:31,760 --> 00:09:34,120 Some more, I would say bought in, but some of them love it. 247 00:09:34,120 --> 00:09:39,240 Um, what another thing that the business owners, small business owners skip out on is stuff 248 00:09:39,240 --> 00:09:40,240 like this, right? 249 00:09:40,240 --> 00:09:42,160 Little Yetis with their logo on them. 250 00:09:42,160 --> 00:09:43,160 Yeah. 251 00:09:43,160 --> 00:09:45,160 A non-work, non-work apparel, right? 252 00:09:45,160 --> 00:09:46,160 Non-work apparel. 253 00:09:46,160 --> 00:09:47,160 Like, Oh, we're the same polo. 254 00:09:47,160 --> 00:09:48,160 It'll work every day. 255 00:09:48,160 --> 00:09:49,160 Cool. 256 00:09:49,160 --> 00:09:50,760 But like, is there a T-shirt that you'd wear camping? 257 00:09:50,760 --> 00:09:51,760 Right? 258 00:09:51,760 --> 00:09:53,280 Like I just saw a Jesse Espinoza, right? 259 00:09:53,280 --> 00:09:54,280 RCS plumbing. 260 00:09:54,280 --> 00:09:56,480 He was rocking my sexy business Status shirt. 261 00:09:56,480 --> 00:09:57,480 Why? 262 00:09:57,480 --> 00:10:00,520 Because he's part of the mastermind, I gave him out for free and sure enough, he's literally 263 00:10:00,520 --> 00:10:01,680 riding dirt bikes with his daughter. 264 00:10:01,680 --> 00:10:02,680 And guess what? 265 00:10:02,680 --> 00:10:03,680 He's rocking it. 266 00:10:03,680 --> 00:10:04,680 Why? 267 00:10:04,680 --> 00:10:07,800 Because he's part of the mastermind and he supports the brand and it's cool looking 268 00:10:07,800 --> 00:10:08,800 shirt. 269 00:10:08,800 --> 00:10:10,240 But like a lot of times we skip out on that. 270 00:10:10,240 --> 00:10:11,860 We don't give that to our employees. 271 00:10:11,860 --> 00:10:16,640 So if you're not giving your employees your own swag to wear, they're still going to wear 272 00:10:16,640 --> 00:10:17,640 something. 273 00:10:17,640 --> 00:10:18,800 It's just not going to be your brand. 274 00:10:18,800 --> 00:10:20,720 Well, why wouldn't you want them to wear your brand always? 275 00:10:20,720 --> 00:10:21,720 Right? 276 00:10:21,720 --> 00:10:23,560 But a lot of times we won't supply that for them. 277 00:10:23,560 --> 00:10:24,560 They're going to wear other stuff. 278 00:10:24,560 --> 00:10:25,560 They just are. 279 00:10:25,560 --> 00:10:29,640 And if you supply it for them, a lot of them will wear it outside of work. 280 00:10:29,640 --> 00:10:30,840 And that's how a lot of mine are. 281 00:10:30,840 --> 00:10:34,560 They'll wear their shirts, they'll wear their hats, their hoodies, their beanies, that kind 282 00:10:34,560 --> 00:10:38,920 of stuff outside of work because I try and give them a lot of apparel outside of the 283 00:10:38,920 --> 00:10:39,920 workplace. 284 00:10:39,920 --> 00:10:41,400 Yeah, fantastic. 285 00:10:41,400 --> 00:10:44,840 I think that's kind of one of the biggest things with brands. 286 00:10:44,840 --> 00:10:49,200 I see a lot of companies and the owners die hard for the brand, but then nobody else is. 287 00:10:49,200 --> 00:10:51,440 Go wear the work shirt during the day and then that's it, right? 288 00:10:51,440 --> 00:10:54,960 So how do you get your people to live that? 289 00:10:54,960 --> 00:10:57,880 What do you do in-house in your workspace? 290 00:10:57,880 --> 00:11:00,320 For all these people out there, all the small business owners that are having a hard time 291 00:11:00,320 --> 00:11:05,520 to get their employees to show motivation or initiative to be able to live the brand 292 00:11:05,520 --> 00:11:08,120 and spread the word, what advice do you have for them? 293 00:11:08,120 --> 00:11:10,800 So number one thing is culture. 294 00:11:10,800 --> 00:11:13,960 When you get them bought into the brand, a lot of times the reason why they're not 295 00:11:13,960 --> 00:11:16,800 bought into the brand is because you're not but into them. 296 00:11:16,800 --> 00:11:20,800 And initially as a business owner, you need to buy into the employee before the employee 297 00:11:20,800 --> 00:11:24,480 buys into the business, the brand or the owner. 298 00:11:24,480 --> 00:11:25,480 Plain and simple. 299 00:11:25,480 --> 00:11:27,080 So that's where our PPFs come in, right? 300 00:11:27,080 --> 00:11:28,480 Personal, professional financial goals. 301 00:11:28,480 --> 00:11:32,960 You really find out and what you do is you pass on that authority, you pass on that torch 302 00:11:32,960 --> 00:11:38,320 of authority from the business owner to the team member in whatever space it is. 303 00:11:38,320 --> 00:11:43,800 Hey, you're a sales rep for the, you're an AR, you're in whatever, right? 304 00:11:43,800 --> 00:11:46,400 You're in sales, you're in production. 305 00:11:46,400 --> 00:11:49,960 Here I'm passing this baton, this torch on to you of authority. 306 00:11:49,960 --> 00:11:52,560 You are now the CEO of this position. 307 00:11:52,560 --> 00:11:56,960 And when you truly pass on that authority and pass on that, like, hey, you are now an 308 00:11:56,960 --> 00:11:57,960 entrepreneur. 309 00:11:57,960 --> 00:12:00,000 A lot of people don't want to own a business. 310 00:12:00,000 --> 00:12:01,000 They don't. 311 00:12:01,000 --> 00:12:02,000 They don't want the risk. 312 00:12:02,000 --> 00:12:04,800 Like I said, I have a six figure payroll every Friday. 313 00:12:04,800 --> 00:12:07,320 I'm sure you've cut fat checks too. 314 00:12:07,320 --> 00:12:09,720 Every single Friday, six, few years come out of my bank account. 315 00:12:09,720 --> 00:12:12,680 Every single Friday, 52 weeks out of the year. 316 00:12:12,680 --> 00:12:14,600 A lot of people don't want, like, I don't want that risk. 317 00:12:14,600 --> 00:12:15,600 I don't want to take that on. 318 00:12:15,600 --> 00:12:16,600 Holy cow. 319 00:12:16,600 --> 00:12:17,960 Scary, whatever, right? 320 00:12:17,960 --> 00:12:21,280 And so when you truly understand this, but some people want to work for an amazing business 321 00:12:21,280 --> 00:12:25,080 owner where they can call home, where they can set up shop. 322 00:12:25,080 --> 00:12:26,080 That is an entrepreneur. 323 00:12:26,080 --> 00:12:30,400 But what happens is a lot of us as business owners, we treat our employees like liabilities, 324 00:12:30,400 --> 00:12:33,320 not assets, instead of assets and not liabilities. 325 00:12:33,320 --> 00:12:36,200 When you treat them like an asset and treat them like they're part of the team and you 326 00:12:36,200 --> 00:12:42,000 give them that authority and you treat them as their own business owner, as their own 327 00:12:42,000 --> 00:12:47,120 CEO of their position, you now start to create a culture where they're responsible for their 328 00:12:47,120 --> 00:12:48,800 actions and what they do. 329 00:12:48,800 --> 00:12:52,560 Now they're proud of who they are, they're proud of their department because they own 330 00:12:52,560 --> 00:12:53,560 that department. 331 00:12:53,560 --> 00:12:57,880 They don't just work in that department, they own that department, they own that position. 332 00:12:57,880 --> 00:13:02,160 And that's been my biggest thing is when you truly do that, and a lot of the Tommy Mello 333 00:13:02,160 --> 00:13:08,320 teaches us to have a lot of outside of work activities, whether it's top golf or bowling 334 00:13:08,320 --> 00:13:13,400 or camping or a side by side event or whatever. 335 00:13:13,400 --> 00:13:16,480 You can go axe throwing, go target shooting, whatever. 336 00:13:16,480 --> 00:13:20,800 Food, when you go and do those things, you really can start to create a culture where 337 00:13:20,800 --> 00:13:24,280 people are now proud of where they work. 338 00:13:24,280 --> 00:13:26,160 And they don't treat it because if they're just treating it like a nine to five, they're 339 00:13:26,160 --> 00:13:28,520 going to check in, they're going to check out. 340 00:13:28,520 --> 00:13:34,800 And another thing too is now most people are on a salary or an hourly position. 341 00:13:34,800 --> 00:13:37,240 And so when they check out, they're like, I'm not being paid to wear the brand, I don't 342 00:13:37,240 --> 00:13:38,400 care. 343 00:13:38,400 --> 00:13:44,800 And every Friday, this is where their mindset's wrong is whether I wear a shirt or a hat or 344 00:13:44,800 --> 00:13:48,240 this or that on the weekends or after work or before work, who cares? 345 00:13:48,240 --> 00:13:51,920 I'm still going to get my paycheck on Friday until you go out of business. 346 00:13:51,920 --> 00:13:53,120 And then you get no checks. 347 00:13:53,120 --> 00:13:55,720 And then your job is to find a job. 348 00:13:55,720 --> 00:13:59,040 And so when you truly understand that the goal and you sell them on the culture, sell 349 00:13:59,040 --> 00:14:04,720 them on the goal of, okay, our next goal is 15 million or 25 million or 100 million or 350 00:14:04,720 --> 00:14:08,320 you're just starting out, I'm going to do my first million. 351 00:14:08,320 --> 00:14:13,160 When you truly, whoever works for you, when you truly sell them on the vision of where 352 00:14:13,160 --> 00:14:19,640 you want to go and their role in getting there, it takes time by the way, it's on a switch. 353 00:14:19,640 --> 00:14:21,160 Yeah, overnight thing. 354 00:14:21,160 --> 00:14:26,360 No, because you have to mold them and sell or be sold by the grants book. 355 00:14:26,360 --> 00:14:30,360 You're literally selling them over and over and over again that this is the best GC company, 356 00:14:30,360 --> 00:14:34,040 this is the best roofing company, this is the best consulting business and everything 357 00:14:34,040 --> 00:14:40,240 and we are going to build something and you are a valuable asset in order to build that. 358 00:14:40,240 --> 00:14:42,280 I need you all in. 359 00:14:42,280 --> 00:14:43,280 I'm all in. 360 00:14:43,280 --> 00:14:46,640 You need to be all in or if one of the two of us are not all in, one, you can't work 361 00:14:46,640 --> 00:14:47,640 here two. 362 00:14:47,640 --> 00:14:48,640 We're not going to hit our goal. 363 00:14:48,640 --> 00:14:50,200 And I want to hit my goal. 364 00:14:50,200 --> 00:14:54,400 I also want you to hit your personal, professional and financial goals on an individual level. 365 00:14:54,400 --> 00:14:55,920 So let's do that together. 366 00:14:55,920 --> 00:14:58,720 And this brand, this business is going to do it. 367 00:14:58,720 --> 00:14:59,720 Right. 368 00:14:59,720 --> 00:15:00,720 Yeah. 369 00:15:00,720 --> 00:15:01,720 And I mean, I'm sure you're the theme here, right? 370 00:15:01,720 --> 00:15:02,720 We're talking about branding and promoting. 371 00:15:02,720 --> 00:15:06,400 And the next thing is, is because someone asked me a question like, hey, you know, COVID 372 00:15:06,400 --> 00:15:09,200 came and, you know, a bunch of business is shut down, right? 373 00:15:09,200 --> 00:15:10,200 Sure. 374 00:15:10,200 --> 00:15:11,200 Whether that was right or wrong. 375 00:15:11,200 --> 00:15:16,200 I'm not the one on this podcast, but a lot of businesses, you know, kept going in construction. 376 00:15:16,200 --> 00:15:19,200 It was like kind of a construction boom in my opinion, at least for my company. 377 00:15:19,200 --> 00:15:20,200 Massive boom. 378 00:15:20,200 --> 00:15:24,000 And now a lot of those companies are out of business and someone asked me, what was the 379 00:15:24,000 --> 00:15:25,000 difference? 380 00:15:25,000 --> 00:15:26,720 And I can only think it was promotion. 381 00:15:26,720 --> 00:15:27,720 It's branding, right? 382 00:15:27,720 --> 00:15:31,720 Like if you build a company, like, like you said, if nobody knows you, when all the goodness 383 00:15:31,720 --> 00:15:35,320 is there and there's not enough contractors to their calling and giving you work, when 384 00:15:35,320 --> 00:15:37,760 the promotion is not there and that's gone, you're screwed. 385 00:15:37,760 --> 00:15:43,840 Well, in my opinion, it was supply and demand because during COVID, right, there were people 386 00:15:43,840 --> 00:15:46,000 who weren't allowed to leave their house. 387 00:15:46,000 --> 00:15:48,400 And real estate, like buying and selling, it wasn't a thing. 388 00:15:48,400 --> 00:15:49,400 It was very stagnant. 389 00:15:49,400 --> 00:15:50,920 You weren't allowed to move or do a lot of things. 390 00:15:50,920 --> 00:15:56,280 So when that happened, you had people were staying in their homes and they're like, okay, 391 00:15:56,280 --> 00:15:58,640 all these projects we've been putting off, right? 392 00:15:58,640 --> 00:15:59,640 So you pay attention. 393 00:15:59,640 --> 00:16:00,640 Who created the demand? 394 00:16:00,640 --> 00:16:01,640 It wasn't your business. 395 00:16:01,640 --> 00:16:02,640 It wasn't your ad. 396 00:16:02,640 --> 00:16:03,640 It wasn't your marketing. 397 00:16:03,640 --> 00:16:04,760 It wasn't your advertising. 398 00:16:04,760 --> 00:16:08,720 It was literally the government or the COVID pandemic, right? 399 00:16:08,720 --> 00:16:13,880 So a pandemic or COVID or the government, the interest rates, the gas prices, the wood 400 00:16:13,880 --> 00:16:19,000 prices, something outside of your control created that spike. 401 00:16:19,000 --> 00:16:23,080 And so when it created that spike, you just took on, you just basically, it's perfect 402 00:16:23,080 --> 00:16:25,960 example is roofing with rain. 403 00:16:25,960 --> 00:16:27,680 When it rains, right? 404 00:16:27,680 --> 00:16:28,680 What happens? 405 00:16:28,680 --> 00:16:30,680 Mother nature is promoting for you. 406 00:16:30,680 --> 00:16:32,520 Mother nature is marketing for you. 407 00:16:32,520 --> 00:16:33,520 Plain simple. 408 00:16:33,520 --> 00:16:36,840 If you cause a shit ton of problems and roofs, then people are going to call you. 409 00:16:36,840 --> 00:16:37,840 That's another nature. 410 00:16:37,840 --> 00:16:38,840 She's like, ring, ring, ring. 411 00:16:38,840 --> 00:16:39,840 Boom. 412 00:16:39,840 --> 00:16:41,480 Here's three inches of rain or here's a, here's a microburst or here's a tornado. 413 00:16:41,480 --> 00:16:42,480 Here's whatever, right? 414 00:16:42,480 --> 00:16:43,480 Hail. 415 00:16:43,480 --> 00:16:48,640 And so on the GC side for, in my opinion, during the COVID space, what happened based 416 00:16:48,640 --> 00:16:51,600 off of what I saw was a habit. 417 00:16:51,600 --> 00:16:54,440 There was a spike in roofing too because people were home. 418 00:16:54,440 --> 00:16:55,640 They had money. 419 00:16:55,640 --> 00:16:58,800 They couldn't spend it and they weren't allowed to travel. 420 00:16:58,800 --> 00:17:04,680 So you have these five, 10, 15, $20,000 trips to the Bahamas, to Hawaii, to San Diego, to 421 00:17:04,680 --> 00:17:09,000 whatever that they would have normally spent $5,000 or $10,000 on or $20,000 on. 422 00:17:09,000 --> 00:17:12,120 Hey, let's, we can't go there because the government will let us leave legally. 423 00:17:12,120 --> 00:17:14,840 We can't do anything because the mask and all that bullshit. 424 00:17:14,840 --> 00:17:17,680 So from leaving from there, we, well, we still have this money. 425 00:17:17,680 --> 00:17:22,080 Well, we can put it off that bathroom remodel or, you know, we've been needing to fix that 426 00:17:22,080 --> 00:17:23,080 roof. 427 00:17:23,080 --> 00:17:26,480 We're just, uh, the husband, I've been so busy with work and this and this, boom, you're 428 00:17:26,480 --> 00:17:27,480 not moving at all. 429 00:17:27,480 --> 00:17:28,480 Yeah. 430 00:17:28,480 --> 00:17:29,480 You're not going anywhere. 431 00:17:29,480 --> 00:17:30,480 Guess what? 432 00:17:30,480 --> 00:17:35,320 You're staying at home and also you look up at that leak over and over and over again. 433 00:17:35,320 --> 00:17:41,160 You look at that ugly, linoleum, whatever crap floor or like, or those old terracotta, 434 00:17:41,160 --> 00:17:46,400 you know, freaking tiles or the, the, that oak from, you know, 1985 and you're like, 435 00:17:46,400 --> 00:17:47,400 I hate that. 436 00:17:47,400 --> 00:17:50,160 Dude, I, I, I forgot how much I hate that. 437 00:17:50,160 --> 00:17:54,840 But now that the husband is home or the main provider that's normally gone, you know, the 438 00:17:54,840 --> 00:17:55,840 decision maker. 439 00:17:55,840 --> 00:18:01,800 Well, yeah, and, and the priorities are now switched to where they can now focus on those, 440 00:18:01,800 --> 00:18:07,960 on that to do list on that task list that got pushed off because of work and working 441 00:18:07,960 --> 00:18:09,160 and traveling and whatnot. 442 00:18:09,160 --> 00:18:10,720 That came to a halt. 443 00:18:10,720 --> 00:18:13,840 So in my opinion, that was the supply versus the demand. 444 00:18:13,840 --> 00:18:16,160 Um, and it's in the roofing. 445 00:18:16,160 --> 00:18:21,480 That's why I like, I, I promised myself that I would build a million dollar a month roofing 446 00:18:21,480 --> 00:18:26,320 company with no rain for a year and we've done it nine out of 10 months this year. 447 00:18:26,320 --> 00:18:28,360 And we've had jackcrap for rain this year. 448 00:18:28,360 --> 00:18:29,360 Yeah. Literally nothing. 449 00:18:29,360 --> 00:18:30,920 This is 2023 jackcrap for rain. 450 00:18:30,920 --> 00:18:36,360 Maybe the beginning here in their quarter one, but like quarter two, nothing, quarter 451 00:18:36,360 --> 00:18:39,480 three, absolutely not a freaking drop monsoon season did not happen. 452 00:18:39,480 --> 00:18:43,480 There was one tiny half ass storm that hit Northeast Mesa that didn't really do anything. 453 00:18:43,480 --> 00:18:45,840 But so that being said, what, what do you do? 454 00:18:45,840 --> 00:18:49,680 So you have all these GC guys that were killing it and they were four months out and six months 455 00:18:49,680 --> 00:18:55,960 out and they get charged 200% increase and still get signed contracts with cash. 456 00:18:55,960 --> 00:19:02,080 But when the demand goes away because people can't travel and now they can go back to work, 457 00:19:02,080 --> 00:19:04,360 what happens is your marketing didn't get any better. 458 00:19:04,360 --> 00:19:06,320 Your advertising didn't get any better, right? 459 00:19:06,320 --> 00:19:08,920 Your market share, you didn't take up any more market share. 460 00:19:08,920 --> 00:19:13,320 You just had an outer influence create a demand and that is it. 461 00:19:13,320 --> 00:19:14,560 That is a one night stand. 462 00:19:14,560 --> 00:19:18,400 That is a short term affair and that is how people go to business because they did not 463 00:19:18,400 --> 00:19:20,640 build the business to be sustainable. 464 00:19:20,640 --> 00:19:21,640 Yeah. 465 00:19:21,640 --> 00:19:22,640 Yeah. 466 00:19:22,640 --> 00:19:24,160 For the microburst was all the built before that point. 467 00:19:24,160 --> 00:19:25,160 Yeah. 468 00:19:25,160 --> 00:19:26,680 And that's why that's why I coach having power partners. 469 00:19:26,680 --> 00:19:27,680 Yeah. 470 00:19:27,680 --> 00:19:28,680 Why? 471 00:19:28,680 --> 00:19:32,200 Because if I work with the GC, right, the GC is building houses 12 months out of the 472 00:19:32,200 --> 00:19:36,960 year, rain shines, snow, hail, sunshine, 115, 15 degrees. 473 00:19:36,960 --> 00:19:37,960 It doesn't matter. 474 00:19:37,960 --> 00:19:38,960 We're doing remodels. 475 00:19:38,960 --> 00:19:39,960 We're doing additions. 476 00:19:39,960 --> 00:19:40,960 We're doing new builds. 477 00:19:40,960 --> 00:19:41,960 We're doing customer doing specs. 478 00:19:41,960 --> 00:19:42,960 We're doing custom homes. 479 00:19:42,960 --> 00:19:43,960 Cool. 480 00:19:43,960 --> 00:19:45,840 They're doing roofing 12 months out of the year. 481 00:19:45,840 --> 00:19:50,280 Project managers, people coming in, people coming out, roofs getting old, you know, that 482 00:19:50,280 --> 00:19:51,440 kind of stuff. 483 00:19:51,440 --> 00:19:53,960 Those that real estate, right? 484 00:19:53,960 --> 00:19:57,120 Buying and selling houses, whether it no rain, guess what? 485 00:19:57,120 --> 00:20:01,520 They're still, we're still selling and buying thousands of homes a month. 486 00:20:01,520 --> 00:20:04,320 Well, some of them need something roofing related. 487 00:20:04,320 --> 00:20:09,480 So when you truly find out where your power partners are, establish those relationships 488 00:20:09,480 --> 00:20:15,760 regardless of the economy, regardless of who's in office and regardless of what in any 489 00:20:15,760 --> 00:20:17,160 outer influence, right? 490 00:20:17,160 --> 00:20:21,840 Whether it's wood prices, gas prices, you know, who's in office. 491 00:20:21,840 --> 00:20:24,120 That's what you build your business off of, right? 492 00:20:24,120 --> 00:20:25,120 The primary him. 493 00:20:25,120 --> 00:20:27,920 The wise man built his house on a, right? 494 00:20:27,920 --> 00:20:29,240 Not on the sand, but on a rock. 495 00:20:29,240 --> 00:20:30,720 Like it was something solid. 496 00:20:30,720 --> 00:20:32,800 COVID was sand, right? 497 00:20:32,800 --> 00:20:33,960 Rain is sand. 498 00:20:33,960 --> 00:20:34,960 It's not permanent. 499 00:20:34,960 --> 00:20:40,520 It is an outer source that you cannot control and you cannot control when it starts or when 500 00:20:40,520 --> 00:20:43,440 it stops, but it always starts and stops. 501 00:20:43,440 --> 00:20:44,440 Yeah. 502 00:20:44,440 --> 00:20:46,320 I just got a lot right there. 503 00:20:46,320 --> 00:20:48,920 That was fantastic. 504 00:20:48,920 --> 00:20:53,680 You mentioned a few moments ago, I'm about like, Hey, the husband or the breadwinner 505 00:20:53,680 --> 00:20:56,640 being home being able to make that decision right when we were doing that example. 506 00:20:56,640 --> 00:20:57,640 Sure. 507 00:20:57,640 --> 00:20:58,640 Makes me curious. 508 00:20:58,640 --> 00:21:00,040 How does, and I've heard you talk about this. 509 00:21:00,040 --> 00:21:06,160 So, you know, I have some insight on it, but how do you, The Homework Assignment, we've 510 00:21:06,160 --> 00:21:10,040 talked about a lot, how to find a balance between home and work life. 511 00:21:10,040 --> 00:21:14,200 I've come to learn it doesn't really exist if you're trying to succeed at certain levels. 512 00:21:14,200 --> 00:21:15,200 No way. 513 00:21:15,200 --> 00:21:18,640 So, how do you, how do, how is your balance at home like with work? 514 00:21:18,640 --> 00:21:21,480 Like you're constantly promoting, you're constantly wearing your gear. 515 00:21:21,480 --> 00:21:24,280 Like I know you've worn it on date and I said your wife before, right? 516 00:21:24,280 --> 00:21:26,960 So like how do you, how do you manage that? 517 00:21:26,960 --> 00:21:27,960 What's the management there? 518 00:21:27,960 --> 00:21:30,680 So I believe, I believe in extremism. 519 00:21:30,680 --> 00:21:36,440 I believe that when I'm on a date with my wife, I won't wear my stuff because if I wear 520 00:21:36,440 --> 00:21:42,360 my stuff and this is not like an ego check, but like when I go out, I won't even take my 521 00:21:42,360 --> 00:21:45,360 truck because he says, Oh, Jason, Jason, what's up in there? 522 00:21:45,360 --> 00:21:48,960 Like just, you were at an event and you saw a state 48 truck, right? 523 00:21:48,960 --> 00:21:51,200 Just with grants event last week. 524 00:21:51,200 --> 00:21:54,880 I won't take my truck and I won't wear anything because that is a distraction from what I'm 525 00:21:54,880 --> 00:21:55,880 trying to do. 526 00:21:55,880 --> 00:21:57,200 What I'm trying to do is go on a date. 527 00:21:57,200 --> 00:21:58,680 Like we'll promote, promote, promote. 528 00:21:58,680 --> 00:21:59,680 You're right. 529 00:21:59,680 --> 00:22:00,680 At that moment, I'm not promoting. 530 00:22:00,680 --> 00:22:02,600 At that moment, I'm promoting my spouse. 531 00:22:02,600 --> 00:22:05,640 So whatever distractions are there, kids, you going date night with kids? 532 00:22:05,640 --> 00:22:06,760 No, that's not a date night. 533 00:22:06,760 --> 00:22:07,760 That's like a family dinner. 534 00:22:07,760 --> 00:22:08,760 Yeah. 535 00:22:08,760 --> 00:22:09,760 Right. 536 00:22:09,760 --> 00:22:10,760 And you don't take your phone with you. 537 00:22:10,760 --> 00:22:11,760 You don't take your watch with you. 538 00:22:11,760 --> 00:22:15,520 You know, you don't bring your COO or, you know, one of your, one of your subcontractors 539 00:22:15,520 --> 00:22:16,520 with you. 540 00:22:16,520 --> 00:22:17,520 Yeah. 541 00:22:17,520 --> 00:22:18,520 Why? 542 00:22:18,520 --> 00:22:19,520 Because it's date night. 543 00:22:19,520 --> 00:22:22,040 So it's you and your spouse and nothing else and no one else gets in the way. 544 00:22:22,040 --> 00:22:23,040 That's an extremism. 545 00:22:23,040 --> 00:22:24,240 That's how, that's how I roll. 546 00:22:24,240 --> 00:22:26,000 So date night, I'm very intentional. 547 00:22:26,000 --> 00:22:27,200 It's very heavy. 548 00:22:27,200 --> 00:22:30,080 It's very, it's, voluptuous. 549 00:22:30,080 --> 00:22:35,480 I don't know how to say it other than it's, it's, it's actual true respect. 550 00:22:35,480 --> 00:22:36,480 Yeah. 551 00:22:36,480 --> 00:22:37,480 It's genuine. 552 00:22:37,480 --> 00:22:38,480 Yeah. 553 00:22:38,480 --> 00:22:39,480 Right. 554 00:22:39,480 --> 00:22:44,680 So if you want to, a little, those that are listening, if you want a little plug, the 555 00:22:44,680 --> 00:22:49,440 best in my opinion, the best two things that you can do to get someone's attention is a 556 00:22:49,440 --> 00:22:51,440 podcast and golfing. 557 00:22:51,440 --> 00:22:52,440 You do a podcast. 558 00:22:52,440 --> 00:22:56,960 I probably have dozens of phone calls, emails, text messages, just like you do right now. 559 00:22:56,960 --> 00:22:58,760 No one can get a hold of me right now until we're done. 560 00:22:58,760 --> 00:23:00,160 Not even my wife. 561 00:23:00,160 --> 00:23:01,160 I'm focused here. 562 00:23:01,160 --> 00:23:02,160 I'm intentional here. 563 00:23:02,160 --> 00:23:04,560 I'm an extremist at this podcast. 564 00:23:04,560 --> 00:23:08,080 When I'm done, then check my phone, go do a hundred different things and we're good. 565 00:23:08,080 --> 00:23:11,480 But like when you go golfing, very, very seldomly, when we check your phone or check 566 00:23:11,480 --> 00:23:16,320 your stuff, go golfing, you can be very intimate with that person for three to four hours. 567 00:23:16,320 --> 00:23:17,320 Right? 568 00:23:17,320 --> 00:23:21,080 RJ, if you came to my office and said, Hey Jason, I want to just shoot the shit 569 00:23:21,080 --> 00:23:23,320 with you for three to four hours in my office. 570 00:23:23,320 --> 00:23:24,320 We talk for 30 minutes. 571 00:23:24,320 --> 00:23:25,320 I'd be like dude, get out. 572 00:23:25,320 --> 00:23:26,320 Yeah. 573 00:23:26,320 --> 00:23:27,320 Right? 574 00:23:27,320 --> 00:23:28,720 No podcast, no legitimate podcast goes over 60 minutes. 575 00:23:28,720 --> 00:23:29,720 Right. 576 00:23:29,720 --> 00:23:30,720 It's 30 to 60 minutes. 577 00:23:30,720 --> 00:23:31,720 Right? 578 00:23:31,720 --> 00:23:36,000 So when you see it that way, but the intimacy of the podcast and of golfing, it's, it's 579 00:23:36,000 --> 00:23:38,440 very, very high compared to anything else. 580 00:23:38,440 --> 00:23:39,440 Right? 581 00:23:39,440 --> 00:23:41,440 Cause even the meeting, like, okay, start and we stop here. 582 00:23:41,440 --> 00:23:42,440 Okay. 583 00:23:42,440 --> 00:23:43,760 You got 30 minutes or I said, go, I've been set timers, right? 584 00:23:43,760 --> 00:23:44,760 Like, Hey, get out. 585 00:23:44,760 --> 00:23:45,760 Like you're done. 586 00:23:45,760 --> 00:23:46,760 I got to go to the next thing. 587 00:23:46,760 --> 00:23:51,440 But when during the podcast and golf, it was my opinion, the two most intimate things, 588 00:23:51,440 --> 00:23:52,440 but that's an extreme. 589 00:23:52,440 --> 00:23:53,440 Right? 590 00:23:53,440 --> 00:23:58,240 And so I, so the whole, going back to what you said about the work life piece with my 591 00:23:58,240 --> 00:24:00,480 kids, when I'm with my kids, I don't have my phone. 592 00:24:00,480 --> 00:24:01,720 I'm with my kids. 593 00:24:01,720 --> 00:24:02,720 We're on the trampoline. 594 00:24:02,720 --> 00:24:03,720 We're riding dirt bikes. 595 00:24:03,720 --> 00:24:07,320 Uh, at a practice or a game or whatever, like I am there. 596 00:24:07,320 --> 00:24:09,000 I am present and I'm intentional. 597 00:24:09,000 --> 00:24:12,560 Cause what happens is we try and go to the game and they're on our phone and taking a 598 00:24:12,560 --> 00:24:14,080 phone call and doing this and this and this. 599 00:24:14,080 --> 00:24:17,440 And we miss out the whole reason why we went or we go on date night and they were distracted 600 00:24:17,440 --> 00:24:20,720 by our phone and by our emails and our text messages and our, and work this and work 601 00:24:20,720 --> 00:24:21,720 that. 602 00:24:21,720 --> 00:24:22,720 Right? 603 00:24:22,720 --> 00:24:23,720 Or bring our kids with us. 604 00:24:23,720 --> 00:24:24,720 That's not date night. 605 00:24:24,720 --> 00:24:25,720 Right? 606 00:24:25,720 --> 00:24:27,440 So when you truly understand that you need to be wherever you are being extreme, you're 607 00:24:27,440 --> 00:24:29,640 at work, freaking go hard at work. 608 00:24:29,640 --> 00:24:34,480 How many of us work eight, 10, 12, 14, 16, 18 hour days and we actually don't move the 609 00:24:34,480 --> 00:24:35,480 needle. 610 00:24:35,480 --> 00:24:36,480 We don't get jack shit done. 611 00:24:36,480 --> 00:24:37,480 Yeah. 612 00:24:37,480 --> 00:24:38,480 Why? 613 00:24:38,480 --> 00:24:39,480 Cause we were trying to be a dad while at work. 614 00:24:39,480 --> 00:24:41,480 We were trying to be a husband while at work. 615 00:24:41,480 --> 00:24:42,480 Yeah. 616 00:24:42,480 --> 00:24:44,200 And multitasking is biggest bunch of bullshit on planet earth. 617 00:24:44,200 --> 00:24:45,200 I can't. 618 00:24:45,200 --> 00:24:48,160 Now you can do a lot of things very quickly, but you cannot. 619 00:24:48,160 --> 00:24:51,360 Like I can't be on the phone doing this podcast, eating hamburger, talking to my wife, having 620 00:24:51,360 --> 00:24:52,360 sex. 621 00:24:52,360 --> 00:24:54,280 I can't be doing like, no, like six of those things all at once. 622 00:24:54,280 --> 00:24:55,280 You just can't. 623 00:24:55,280 --> 00:24:56,280 Yeah. 624 00:24:56,280 --> 00:24:58,560 Like I can eat a hamburger, but I can't be eating a hamburger and talking with you. 625 00:24:58,560 --> 00:25:00,120 I have to be chewing or talking. 626 00:25:00,120 --> 00:25:01,120 I can't be doing both. 627 00:25:01,120 --> 00:25:02,120 Right. 628 00:25:02,120 --> 00:25:05,600 So we truly understand that whatever you're doing, just be intentional about it. 629 00:25:05,600 --> 00:25:06,800 Be in the moment, right? 630 00:25:06,800 --> 00:25:09,160 Be the, call it be grounded, right? 631 00:25:09,160 --> 00:25:12,000 Be intentional, be where you are in the moment, no matter what it is. 632 00:25:12,000 --> 00:25:16,160 That's the reason why marriage is fall apart because you bring work home and you need to 633 00:25:16,160 --> 00:25:19,200 learn to stop and you can pick it up back up again. 634 00:25:19,200 --> 00:25:23,360 So when I was building my business and going, going crazy working 12, 18 hour days, I would 635 00:25:23,360 --> 00:25:24,760 still make time. 636 00:25:24,760 --> 00:25:30,360 My wife and I discussed, we came on the same page from five to eight PM was family time. 637 00:25:30,360 --> 00:25:33,760 So for three hours, she's like, I want you one eighth of your day. 638 00:25:33,760 --> 00:25:35,920 I want one eighth of your day. 639 00:25:35,920 --> 00:25:37,960 My day, one eighth piece of cake. 640 00:25:37,960 --> 00:25:38,960 It's from five to eight PM. 641 00:25:38,960 --> 00:25:39,960 We go, oh shit. 642 00:25:39,960 --> 00:25:40,960 True story. 643 00:25:40,960 --> 00:25:41,960 Right. 644 00:25:41,960 --> 00:25:44,280 And I was like, what did I just sign up to? 645 00:25:44,280 --> 00:25:49,120 So for reals, like, try and get me after five o'clock to go to anything. 646 00:25:49,120 --> 00:25:51,240 It's extremely hard. 647 00:25:51,240 --> 00:25:57,080 One, because that's practice and games and kids, I have five kids and that's a time for 648 00:25:57,080 --> 00:25:58,080 me to be a dad. 649 00:25:58,080 --> 00:25:59,080 Right. 650 00:25:59,080 --> 00:26:02,520 But my kids don't need me for eight hours a day or six hours a day or even two hours 651 00:26:02,520 --> 00:26:03,520 a day. 652 00:26:03,520 --> 00:26:07,600 They need me from literally from five to eight that includes playing with them, doing some 653 00:26:07,600 --> 00:26:08,600 sort of a game. 654 00:26:08,600 --> 00:26:09,600 What are the kids going to be? 655 00:26:09,600 --> 00:26:10,600 And my wife, right? 656 00:26:10,600 --> 00:26:11,920 Spending quality time with her. 657 00:26:11,920 --> 00:26:14,840 And my wife, my wife doesn't want me for more than 30 minutes to an hour. 658 00:26:14,840 --> 00:26:15,840 Anyways, I don't care who you are. 659 00:26:15,840 --> 00:26:17,240 Like stay home all day. 660 00:26:17,240 --> 00:26:18,560 You do that for a week. 661 00:26:18,560 --> 00:26:19,560 Yeah. 662 00:26:19,560 --> 00:26:20,560 Freaking right. No way. 663 00:26:20,560 --> 00:26:21,560 Not a thing. 664 00:26:21,560 --> 00:26:27,360 But when you truly understand like the extremism of like make day night freaking awesome. 665 00:26:27,360 --> 00:26:29,400 Make spending time with your kids freaking awesome. 666 00:26:29,400 --> 00:26:31,400 Like go all in on your kids. 667 00:26:31,400 --> 00:26:32,400 Listen to them. 668 00:26:32,400 --> 00:26:33,400 Be present. 669 00:26:33,400 --> 00:26:34,400 Put your phone away. 670 00:26:34,400 --> 00:26:35,400 Put your watch away. 671 00:26:35,400 --> 00:26:36,400 Put any distractions away. 672 00:26:36,400 --> 00:26:37,800 Just be lights out with that daughter or that son. 673 00:26:37,800 --> 00:26:41,240 And then when you're at work, like go hard. 674 00:26:41,240 --> 00:26:42,240 Right. 675 00:26:42,240 --> 00:26:43,800 And you don't have to go hard for eight hours a day. 676 00:26:43,800 --> 00:26:45,920 In my opinion, you truly don't. 677 00:26:45,920 --> 00:26:49,040 Because I think what I think we do is we think, okay, I have eight hours to get all this stuff 678 00:26:49,040 --> 00:26:50,040 done. 679 00:26:50,040 --> 00:26:55,440 Like at 30 or 40 or 50 or 60% instead of 100% for two or three or four hours. 680 00:26:55,440 --> 00:26:57,280 That's why I do a lot of my stuff in the morning. 681 00:26:57,280 --> 00:26:59,880 I'll get my stuff done before anybody wakes up. 682 00:26:59,880 --> 00:27:02,240 So I'll do my stuff at five, six, seven o'clock in the morning. 683 00:27:02,240 --> 00:27:04,960 By then like I have eight hours to get one thing done. 684 00:27:04,960 --> 00:27:08,240 That's why I can go hop on a podcast and go do coaching calls and go do all these other 685 00:27:08,240 --> 00:27:09,240 things. 686 00:27:09,240 --> 00:27:10,240 I've already got all my shit done. 687 00:27:10,240 --> 00:27:11,240 Why? 688 00:27:11,240 --> 00:27:15,640 Because I was gangster in like intentional of where I was with working. 689 00:27:15,640 --> 00:27:16,640 My wife wasn't bothering me. 690 00:27:16,640 --> 00:27:18,680 It's not a distraction in a bad way. 691 00:27:18,680 --> 00:27:22,480 But when I'm being intentional with work, she is a distraction. 692 00:27:22,480 --> 00:27:26,160 Because when I'm a date night, I don't make work. 693 00:27:26,160 --> 00:27:27,160 Work is a distraction. 694 00:27:27,160 --> 00:27:32,160 But when you truly focus on those categories and you're all in on those, change my life. 695 00:27:32,160 --> 00:27:36,680 That about 18 months ago, really, really hard the past six months ago. 696 00:27:36,680 --> 00:27:42,440 And it has 1000% changed my marriage, my relationship with my wife, my relationship with my kids, 697 00:27:42,440 --> 00:27:43,940 making more money. 698 00:27:43,940 --> 00:27:50,320 My employees, I also have programmed all everyone that works with me that they know this will 699 00:27:50,320 --> 00:27:52,520 not happen here, here, here, here, here. 700 00:27:52,520 --> 00:27:59,160 And it really is one of the not shortcuts, but one of the aha moments that I've had 701 00:27:59,160 --> 00:28:02,960 to live through and experience that really has changed my life. 702 00:28:02,960 --> 00:28:04,600 So when did you start your company? 703 00:28:04,600 --> 00:28:05,600 Four years ago. 704 00:28:05,600 --> 00:28:06,600 Four years ago. 705 00:28:06,600 --> 00:28:07,600 Okay. 706 00:28:07,600 --> 00:28:08,600 So yeah, I think we started about 2019. 707 00:28:08,600 --> 00:28:09,600 So it was kind of August of 19. 708 00:28:09,600 --> 00:28:10,600 August of 19. 709 00:28:10,600 --> 00:28:11,600 Yeah. 710 00:28:11,600 --> 00:28:12,600 That's really? 711 00:28:12,600 --> 00:28:13,600 August first. 712 00:28:13,600 --> 00:28:14,600 Yeah. 713 00:28:14,600 --> 00:28:15,600 Yes. 714 00:28:15,600 --> 00:28:16,680 That's awesome. 715 00:28:16,680 --> 00:28:20,680 So my question is, is like, you worked for a roofing company for how long for your uncle? 716 00:28:20,680 --> 00:28:21,680 Eight years. 717 00:28:21,680 --> 00:28:22,680 Eight years. 718 00:28:22,680 --> 00:28:23,680 Okay. 719 00:28:23,680 --> 00:28:25,240 So when you started your own business, were you always like this? 720 00:28:25,240 --> 00:28:26,400 How was it when you started? 721 00:28:26,400 --> 00:28:27,400 Right? 722 00:28:27,400 --> 00:28:29,720 So and like you talk about the homework life, like how was it then? 723 00:28:29,720 --> 00:28:34,200 How was like, for those that are just starting a business and we're talking about that balance, 724 00:28:34,200 --> 00:28:35,200 right? 725 00:28:35,200 --> 00:28:38,280 If, you know, when you're just starting, I feel like, well, the hustle is always there, 726 00:28:38,280 --> 00:28:39,280 right? 727 00:28:39,280 --> 00:28:41,160 But the hustle is really there when you're starting. 728 00:28:41,160 --> 00:28:42,160 Totally. Like do or die. 729 00:28:42,160 --> 00:28:45,680 So like what advice would you have for the new business owners that are actually starting 730 00:28:45,680 --> 00:28:46,680 out? 731 00:28:46,680 --> 00:28:50,880 Like do they go even harder or do they still set up that balance as far as like being able 732 00:28:50,880 --> 00:28:51,880 to cut off the time? 733 00:28:51,880 --> 00:28:59,200 So what I did with Heidi was I promised her and it was a season. 734 00:28:59,200 --> 00:29:01,760 A season is not 12 months. 735 00:29:01,760 --> 00:29:05,040 Winter is not 12 months long, even in Alaska, right? 736 00:29:05,040 --> 00:29:07,080 So it's not 115 here in January. 737 00:29:07,080 --> 00:29:08,200 It's just not. 738 00:29:08,200 --> 00:29:11,360 So there's a season of that grind. 739 00:29:11,360 --> 00:29:13,320 And the season could be a few weeks. 740 00:29:13,320 --> 00:29:14,680 Season could be a few months. 741 00:29:14,680 --> 00:29:15,960 Season could be a few years. 742 00:29:15,960 --> 00:29:20,120 But when you are, Sean Whelan talks about radically open, right? 743 00:29:20,120 --> 00:29:24,880 Being radically open and communicating with, with your business partners, with your spouse, 744 00:29:24,880 --> 00:29:26,640 with your kids, with whatever. 745 00:29:26,640 --> 00:29:32,800 I had that transparent, open, honest conversation with Heidi of like, this is going to be suck. 746 00:29:32,800 --> 00:29:34,680 This is going to be crazy, right? 747 00:29:34,680 --> 00:29:38,000 And I will do everything I can to make sure that I'm there for you and the kids. 748 00:29:38,000 --> 00:29:41,680 But she also understood that going into business as an entrepreneur and as a business owner, 749 00:29:41,680 --> 00:29:42,800 you got to put in the work. 750 00:29:42,800 --> 00:29:43,800 You just do. 751 00:29:43,800 --> 00:29:47,440 And it's, and the analogy that I use is, think of it like a train. 752 00:29:47,440 --> 00:29:53,400 A train, once it gets going, 50, 60, 80 miles an hour is, is very easy to maintain. 753 00:29:53,400 --> 00:29:56,280 But going from zero to 80 is the hardest part. 754 00:29:56,280 --> 00:30:02,640 And it uses massive amounts of force and energy and power and grit and determination and whatever 755 00:30:02,640 --> 00:30:05,520 to, to get it off and get it cranked. 756 00:30:05,520 --> 00:30:08,920 Once it's cranking, then you can maintain it and there, that's a whole different type 757 00:30:08,920 --> 00:30:09,920 of business. 758 00:30:09,920 --> 00:30:13,600 Once it's up and going and maintaining and then, and continual growth. 759 00:30:13,600 --> 00:30:18,960 But I would still, no matter what, I honestly think that my opinion, you need six hours 760 00:30:18,960 --> 00:30:23,160 of sleep as you get older, eight, but six hours of sleep here, go to bed at 10, up by 761 00:30:23,160 --> 00:30:25,760 four or go to bed at 11, up by five. 762 00:30:25,760 --> 00:30:29,320 I recommend going to bed a little bit earlier because realistically after about nine o'clock, 763 00:30:29,320 --> 00:30:30,320 you're pretty much useless. 764 00:30:30,320 --> 00:30:31,320 Yeah. 765 00:30:31,320 --> 00:30:36,040 And there were several, several nights where I'd be cranking it out at 10, 11, midnight. 766 00:30:36,040 --> 00:30:39,360 And then I'd be up again four or five in the morning. 767 00:30:39,360 --> 00:30:44,040 But non-negotiable that I would never give up is working out, no matter what, work out 768 00:30:44,040 --> 00:30:45,040 every single morning. 769 00:30:45,040 --> 00:30:49,320 I don't care if you're in, if it's day one of your business or year 10, work out every 770 00:30:49,320 --> 00:30:50,760 single day. 771 00:30:50,760 --> 00:30:54,560 You need that dopamine hit, you need that, that personal mental win, right? 772 00:30:54,560 --> 00:30:57,160 You take your shirt off at night, like, oh, I'm making all this money, but you're a fat 773 00:30:57,160 --> 00:30:58,160 ass. 774 00:30:58,160 --> 00:31:01,040 And you take your shirt off and you're like, dude, what happened? 775 00:31:01,040 --> 00:31:02,040 Yeah. 776 00:31:02,040 --> 00:31:03,040 And guess what? 777 00:31:03,040 --> 00:31:04,040 Your wife sees that too, but she doesn't have the balls to call you out. 778 00:31:04,040 --> 00:31:06,040 And I'm like, dude, you lost yourself. 779 00:31:06,040 --> 00:31:07,040 I get your shit together. 780 00:31:07,040 --> 00:31:08,040 Yeah. 781 00:31:08,040 --> 00:31:09,040 Right? 782 00:31:09,040 --> 00:31:10,040 She didn't marry that version of you. 783 00:31:10,040 --> 00:31:11,760 90, I only know one person in Colton, the only Colton Myers. 784 00:31:11,760 --> 00:31:12,760 Yeah. 785 00:31:12,760 --> 00:31:14,880 He's the only one that is thinner now than when he got married. 786 00:31:14,880 --> 00:31:21,040 Other than that, every single person I've ever talked to, ever, guys, are all heavier. 787 00:31:21,040 --> 00:31:22,040 Yeah. 788 00:31:22,040 --> 00:31:23,960 And some of them are significantly heavier. 789 00:31:23,960 --> 00:31:27,120 Your wife didn't marry the fat, the fat version of you. 790 00:31:27,120 --> 00:31:29,880 She married the best version of you in the beginning. 791 00:31:29,880 --> 00:31:32,960 And that's what she deserves, but we come up with excuses. 792 00:31:32,960 --> 00:31:33,960 Well, I'm building a business. 793 00:31:33,960 --> 00:31:35,840 I'm doing this, dude, whatever. 794 00:31:35,840 --> 00:31:37,120 And also, we give up on ourselves. 795 00:31:37,120 --> 00:31:41,440 The first thing we sacrifice when we start a business is we give up ourselves. 796 00:31:41,440 --> 00:31:42,820 We give up personal development. 797 00:31:42,820 --> 00:31:45,320 We give up health and fitness. 798 00:31:45,320 --> 00:31:48,400 Then we give up our spouse, the quality time with them and the respect for them. 799 00:31:48,400 --> 00:31:51,240 Then we give up our kids all to build this business. 800 00:31:51,240 --> 00:31:53,760 Well, what's the reason for building the business? 801 00:31:53,760 --> 00:31:54,760 For them? 802 00:31:54,760 --> 00:31:55,760 Yeah. 803 00:31:55,760 --> 00:31:58,440 So you can die when you're 50 or diabetes because you're 100 pounds overweight? 804 00:31:58,440 --> 00:31:59,440 Yeah. 805 00:31:59,440 --> 00:32:00,440 Right? 806 00:32:00,440 --> 00:32:02,160 So you can have a ton of money in the bank account, but you're dead? 807 00:32:02,160 --> 00:32:03,160 No. 808 00:32:03,160 --> 00:32:04,160 Right? 809 00:32:04,160 --> 00:32:05,160 So you can be divorced year five? 810 00:32:05,160 --> 00:32:06,160 No. 811 00:32:06,160 --> 00:32:12,200 So your kids don't talk to you when they're teenagers or you're just the guy with money? 812 00:32:12,200 --> 00:32:14,080 It's all backwards. 813 00:32:14,080 --> 00:32:17,200 So once again, be intentional when you're building your business. 814 00:32:17,200 --> 00:32:18,200 There's no reason. 815 00:32:18,200 --> 00:32:22,280 Like, your employees, your spouse and your kids are not up before 7 o'clock. 816 00:32:22,280 --> 00:32:23,280 They're just not. 817 00:32:23,280 --> 00:32:24,280 Yeah. 818 00:32:24,280 --> 00:32:25,280 Right? 819 00:32:25,280 --> 00:32:28,480 So from 4 to 7 a.m., Ed Milet killed this perfectly. 820 00:32:28,480 --> 00:32:30,520 He talks about how to get a 21-day work week. 821 00:32:30,520 --> 00:32:31,520 Have you heard this before? 822 00:32:31,520 --> 00:32:32,760 Oh yeah, the three different days. 823 00:32:32,760 --> 00:32:33,760 Yeah. 824 00:32:33,760 --> 00:32:34,760 Yeah. 825 00:32:34,760 --> 00:32:35,760 So 7, 7, 7, yeah. 826 00:32:35,760 --> 00:32:36,760 So he talks about that. 827 00:32:36,760 --> 00:32:37,760 He's like, I can get him. 828 00:32:37,760 --> 00:32:38,760 This is awesome. 829 00:32:38,760 --> 00:32:42,240 If 24 days, he's like, so for the first six hours, he breaks them into four sixes. 830 00:32:42,240 --> 00:32:43,240 Right? 831 00:32:43,240 --> 00:32:44,240 Yeah. 832 00:32:44,240 --> 00:32:45,400 And so he's like, okay, so I can get it in six days. 833 00:32:45,400 --> 00:32:47,040 In six hours, I can get in one day. 834 00:32:47,040 --> 00:32:48,040 Right? 835 00:32:48,040 --> 00:32:50,080 So from 6 a.m. to noon, what am I doing? 836 00:32:50,080 --> 00:32:51,440 From noon to 6, what am I doing? 837 00:32:51,440 --> 00:32:53,200 And from 6 to midnight, what am I doing? 838 00:32:53,200 --> 00:32:55,280 So he breaks those up into three things. 839 00:32:55,280 --> 00:32:58,320 And you're not working for all of them, but technically he can get enough work done. 840 00:32:58,320 --> 00:33:02,680 And to equivalent to one normal work day for corporate America. 841 00:33:02,680 --> 00:33:06,320 And so he's like, you're working, by the way, who says you can't work Saturdays? 842 00:33:06,320 --> 00:33:11,440 Well, I have games and this and that dude, for years, I would be at all my kids soccer 843 00:33:11,440 --> 00:33:13,880 games, T-ball games, flag football, all that stuff. 844 00:33:13,880 --> 00:33:15,240 And then I would go to work. 845 00:33:15,240 --> 00:33:18,000 Sometimes two hours, sometimes four hours, sometimes six. 846 00:33:18,000 --> 00:33:19,480 And then come back and then have date night. 847 00:33:19,480 --> 00:33:20,480 Well, guess what? 848 00:33:20,480 --> 00:33:21,480 I was present as a dad. 849 00:33:21,480 --> 00:33:22,480 I was present at work. 850 00:33:22,480 --> 00:33:23,920 And then I was present on date night. 851 00:33:23,920 --> 00:33:24,920 Yeah. 852 00:33:24,920 --> 00:33:25,920 Right? 853 00:33:25,920 --> 00:33:26,920 Yeah. 854 00:33:26,920 --> 00:33:27,920 And so you can do all those things, right? Sunday to each their own. 855 00:33:27,920 --> 00:33:32,320 But like literally Monday through Friday, there's no reason why you can't put in three 856 00:33:32,320 --> 00:33:33,640 hours before anybody wakes up, right? 857 00:33:33,640 --> 00:33:36,800 Then go spend time with your kids or go for it. 858 00:33:36,800 --> 00:33:38,960 And just grind it all out, right? 859 00:33:38,960 --> 00:33:42,560 And then, but do something like take your wife to lunch randomly or pick your kids up 860 00:33:42,560 --> 00:33:44,280 from school or take them to school. 861 00:33:44,280 --> 00:33:47,480 And then get home at five o'clock, spend two or three hours with them and guess what? 862 00:33:47,480 --> 00:33:48,480 Yeah, from 8 to midnight. 863 00:33:48,480 --> 00:33:50,080 But from 8 to midnight, we're tired. 864 00:33:50,080 --> 00:33:51,080 Yeah. 865 00:33:51,080 --> 00:33:52,080 8 to midnight, we're burnt out. 866 00:33:52,080 --> 00:33:54,080 8 to night, blub, blub. 867 00:33:54,080 --> 00:33:57,760 Dude, dude, freaking, like, go back to, go work at University of Phoenix, man. 868 00:33:57,760 --> 00:34:01,920 Like, that's why small business owners are freaking Gs. 869 00:34:01,920 --> 00:34:05,440 Anyone that has the balls to be a small business owner, my hat goes off to you because you 870 00:34:05,440 --> 00:34:07,960 have the balls to put in the work that no one else does. 871 00:34:07,960 --> 00:34:09,480 And that's what happens. 872 00:34:09,480 --> 00:34:13,400 So do not sacrifice that because you will get fat. 873 00:34:13,400 --> 00:34:17,840 You will be mentally effed up, right? 874 00:34:17,840 --> 00:34:24,040 You will, there's a roofer that I used to coach back in the day where suicidal, depressed, 875 00:34:24,040 --> 00:34:27,120 overweight, borderline divorced, right? 876 00:34:27,120 --> 00:34:28,840 And a really bad spot. 877 00:34:28,840 --> 00:34:30,480 And I told him, I was like, well, why? 878 00:34:30,480 --> 00:34:34,920 Oh, and we're going to 18 hour days, falling asleep at the wheel while driving trailers, 879 00:34:34,920 --> 00:34:37,400 pulling trailers and stuff because monsoons season and all that stuff. 880 00:34:37,400 --> 00:34:39,880 I'm like, do you got your priorities mixed up? 881 00:34:39,880 --> 00:34:41,480 It's you and your relationship with God. 882 00:34:41,480 --> 00:34:43,640 So you first, right? 883 00:34:43,640 --> 00:34:47,040 Then your spouse, then your kids, then your business. 884 00:34:47,040 --> 00:34:50,880 And if you ever get those mixed up, you went into business for the wrong reason. 885 00:34:50,880 --> 00:34:51,880 God family business. 886 00:34:51,880 --> 00:34:52,880 Yep. 887 00:34:52,880 --> 00:34:53,880 Plain simple. 888 00:34:53,880 --> 00:34:57,000 And so when you truly understand that, your life will change. 889 00:34:57,000 --> 00:34:58,880 But do not compromise it. 890 00:34:58,880 --> 00:35:03,320 You just might, those 8 to 12s that I don't have to do anymore, I choose not to do anymore. 891 00:35:03,320 --> 00:35:06,320 8 to 12, I get to spend more time with my wife or I get to... 892 00:35:06,320 --> 00:35:07,320 Buy your time back. 893 00:35:07,320 --> 00:35:08,320 Buy your time back. 894 00:35:08,320 --> 00:35:09,320 Yeah. 895 00:35:09,320 --> 00:35:12,720 Dan Martell is an amazing book called Buy Your Time Back. 896 00:35:12,720 --> 00:35:14,080 Or Buy Back Your Time. 897 00:35:14,080 --> 00:35:16,600 And that's literally what it is, right? 898 00:35:16,600 --> 00:35:20,320 When you truly understand that, when you can hire as a business owner, the first thing 899 00:35:20,320 --> 00:35:23,320 you need to start doing is start hiring and delegating, right? 900 00:35:23,320 --> 00:35:25,240 You've heard the 2,500 rule that I teach. 901 00:35:25,240 --> 00:35:31,200 So write down all your tasks you do Monday through Friday, literally from 4 a.m. to midnight. 902 00:35:31,200 --> 00:35:33,520 What are you doing every 10 minutes? 903 00:35:33,520 --> 00:35:34,520 What are you doing? 904 00:35:34,520 --> 00:35:35,520 Bam, bam, bam, bam, bam. 905 00:35:35,520 --> 00:35:40,000 Write down all those things and then put a $20, the number 20, or the number 500 next 906 00:35:40,000 --> 00:35:42,200 to it, or highlight it in two different colors. 907 00:35:42,200 --> 00:35:46,560 And then all those $20 tasks you need to hire somebody and delegate it. 908 00:35:46,560 --> 00:35:51,360 But we're so scared to let go of that first 40, 50, $60,000 to hire an assistant. 909 00:35:51,360 --> 00:35:52,400 We're terrified. 910 00:35:52,400 --> 00:35:57,160 And then once I convince the business owner that I'm coaching and helping out, when they 911 00:35:57,160 --> 00:36:02,520 truly understand that, like, that is the best hire you'll ever have as your first one. 912 00:36:02,520 --> 00:36:05,200 Because once you do that, you're like, oh my gosh, I got all this time back. 913 00:36:05,200 --> 00:36:07,280 And now I can spend it on the things that move the needle. 914 00:36:07,280 --> 00:36:11,080 Because the $20 on our task stuff, that's $40,000 a year, will not move the needle. 915 00:36:11,080 --> 00:36:12,440 You will not grow your business. 916 00:36:12,440 --> 00:36:15,920 And you'll be in the owner, operator, technician space forever. 917 00:36:15,920 --> 00:36:16,920 Yeah. 918 00:36:16,920 --> 00:36:17,920 Right? 919 00:36:17,920 --> 00:36:18,920 Most baby boomers are like that. 920 00:36:18,920 --> 00:36:23,360 My dad been doing foring for 38, 39 years. 921 00:36:23,360 --> 00:36:27,080 Still sets his own appointments, still goes to his own sales, still orders and materials, 922 00:36:27,080 --> 00:36:28,440 still gets the dumpster. 923 00:36:28,440 --> 00:36:30,400 Now he makes good money. 924 00:36:30,400 --> 00:36:32,640 But if he's gone, his company stops. 925 00:36:32,640 --> 00:36:33,640 Yeah, it doesn't operate. 926 00:36:33,640 --> 00:36:34,640 Right? 927 00:36:34,640 --> 00:36:35,640 And Tommy Mellow teaches this, right? 928 00:36:35,640 --> 00:36:36,640 Yep. 929 00:36:36,640 --> 00:36:40,000 Like, blew my brains out when he taught me this. 930 00:36:40,000 --> 00:36:43,800 Take your phone, put it on, turn it off, or airplane mode. 931 00:36:43,800 --> 00:36:46,560 Put it in your nightstand or put it in your desk or your house. 932 00:36:46,560 --> 00:36:47,560 And take your spouse. 933 00:36:47,560 --> 00:36:48,560 How many kiddos do you have? 934 00:36:48,560 --> 00:36:49,560 I have four. 935 00:36:49,560 --> 00:36:50,560 Yeah, four. 936 00:36:50,560 --> 00:36:51,560 You just had a baby? 937 00:36:51,560 --> 00:36:52,560 Well, I have two and then I adopted two kids. 938 00:36:52,560 --> 00:36:53,560 Yeah, yeah. 939 00:36:53,560 --> 00:36:54,560 So four total. 940 00:36:54,560 --> 00:36:55,560 So yeah, how pregnant is your wife? 941 00:36:55,560 --> 00:36:56,560 She's ready to go right? 942 00:36:56,560 --> 00:36:57,560 Yeah, she, March. 943 00:36:57,560 --> 00:36:58,560 She did March. 944 00:36:58,560 --> 00:36:59,560 March, awesome. 945 00:36:59,560 --> 00:37:00,560 Cool. 946 00:37:00,560 --> 00:37:01,720 So third trimester, freaking awesome. 947 00:37:01,720 --> 00:37:04,160 So cool. 948 00:37:04,160 --> 00:37:08,760 So when you truly understand that, when you can turn your phone off and put it away for 949 00:37:08,760 --> 00:37:15,200 30 days, go to San Diego, go to the Bahamas, go to Hawaii, go wherever, for 30 days. 950 00:37:15,200 --> 00:37:18,760 Not touch your phone, no emails, no computer, no iPad, no nothing. 951 00:37:18,760 --> 00:37:19,760 Come back. 952 00:37:19,760 --> 00:37:21,320 What does your business look like? 953 00:37:21,320 --> 00:37:22,320 Yeah. 954 00:37:22,320 --> 00:37:28,080 If it stopped or went backwards, then you need to do a personal audit of like, oh shit, 955 00:37:28,080 --> 00:37:30,200 I need to hire and delegate those pieces. 956 00:37:30,200 --> 00:37:34,960 You shouldn't, your company should be able to, now significant growth is where you come 957 00:37:34,960 --> 00:37:38,080 in because you're working on the business now and not in the business. 958 00:37:38,080 --> 00:37:41,920 Now there's also a season to be working in the business and on the business. 959 00:37:41,920 --> 00:37:48,400 I only work in my business two to four hours a week, maybe 10 max. 960 00:37:48,400 --> 00:37:52,440 I spend 20 to 30 working on my business. 961 00:37:52,440 --> 00:37:55,960 So you think so you should still spend some time, what things you do where you have to 962 00:37:55,960 --> 00:37:57,960 work in your business? 963 00:37:57,960 --> 00:38:00,400 Well, for a sales, like a sales meeting. 964 00:38:00,400 --> 00:38:01,400 Okay. 965 00:38:01,400 --> 00:38:02,400 Right. 966 00:38:02,400 --> 00:38:03,400 Maybe. 967 00:38:03,400 --> 00:38:04,400 Meeting, training, all that kind of stuff. 968 00:38:04,400 --> 00:38:05,400 Yeah. 969 00:38:05,400 --> 00:38:07,880 So training is still working, technically it's working on the business because you're trying 970 00:38:07,880 --> 00:38:09,600 to like develop your employees. 971 00:38:09,600 --> 00:38:12,400 Like sort of get an RLC complaint or you get a piss off homeowner. 972 00:38:12,400 --> 00:38:14,840 I never go out by myself though. 973 00:38:14,840 --> 00:38:17,240 So if you're a piss off homeowner, never go by yourself because the only one's going 974 00:38:17,240 --> 00:38:21,800 to fix it is you and no one in your business learned how to do that again. 975 00:38:21,800 --> 00:38:24,160 The whole goal is, okay, you want to replace yourself. 976 00:38:24,160 --> 00:38:27,800 So if I'm the person going, putting out the fire, okay, I'm going to show you how to put 977 00:38:27,800 --> 00:38:29,120 out this fire next time. 978 00:38:29,120 --> 00:38:31,520 So not if, but when we get this phone call again, it's going to happen. 979 00:38:31,520 --> 00:38:32,520 It's part of life, right? 980 00:38:32,520 --> 00:38:33,520 Part of business. 981 00:38:33,520 --> 00:38:37,600 Now if when this happens, I can now send you to go put out that fire instead of me. 982 00:38:37,600 --> 00:38:40,680 But if I'm the only one putting out the fire every single time, I'm going to be the only 983 00:38:40,680 --> 00:38:43,840 getting that phone call every single time and you're never going to grow your business. 984 00:38:43,840 --> 00:38:46,960 You have to be talking about extremism and be intentional. 985 00:38:46,960 --> 00:38:50,400 Like one last time you went gangster, you just did this weekend. 986 00:38:50,400 --> 00:38:57,120 You went gangster hard, intentional on growing and building and scaling your business. 987 00:38:57,120 --> 00:39:01,720 Most of us small business owners, we do it 10 hours a year. 988 00:39:01,720 --> 00:39:06,040 That's one hour a month, right? 989 00:39:06,040 --> 00:39:08,120 But what if I told you you need to do it one hour a day? 990 00:39:08,120 --> 00:39:10,480 Now you're doing it five hours a week. 991 00:39:10,480 --> 00:39:13,600 It's 250 hours a year, right? 992 00:39:13,600 --> 00:39:15,320 But you have to be intentional about it. 993 00:39:15,320 --> 00:39:16,320 You got to make time for it. 994 00:39:16,320 --> 00:39:20,320 If you don't put on your calendar, like Grant Cardone teaches, white is of the devil. 995 00:39:20,320 --> 00:39:22,440 So you're in a calendar and there's any white on it. 996 00:39:22,440 --> 00:39:25,640 It's like you are like, you're freaking deep crap. 997 00:39:25,640 --> 00:39:30,960 So but we're on your calendar to say, work on my marriage, work on, work with my kids, 998 00:39:30,960 --> 00:39:35,920 work out, work on myself, work on the business, right? 999 00:39:35,920 --> 00:39:38,960 Like where does it say pull up anybody's calendar and nobody has it on there? 1000 00:39:38,960 --> 00:39:40,240 And then wonder why they're fat and out of shape. 1001 00:39:40,240 --> 00:39:41,280 They wonder why their marriage sucks. 1002 00:39:41,280 --> 00:39:43,200 They wonder why they're on a relationship with their kids. 1003 00:39:43,200 --> 00:39:46,120 They wonder why they're working 12 hours a day and not moving the needle and not growing 1004 00:39:46,120 --> 00:39:47,120 their scaling of business. 1005 00:39:47,120 --> 00:39:49,280 Because they're not intentional about what they're doing. 1006 00:39:49,280 --> 00:39:53,040 They just do it or want to do it, but they're not actually doing it. 1007 00:39:53,040 --> 00:39:54,200 That's amazing to say that. 1008 00:39:54,200 --> 00:39:56,760 We just, so Grant Cardone's doing 10X, right? 1009 00:39:56,760 --> 00:39:59,240 So he has a 10X plan over doing like the Cardone University and stuff. 1010 00:39:59,240 --> 00:40:01,040 And I'm like, okay, I write down gym every day. 1011 00:40:01,040 --> 00:40:04,240 And it's so interesting when I actually write it down, I open my thing in the morning, first 1012 00:40:04,240 --> 00:40:08,200 thing in the morning at 4 to 30 AM, like, okay, I got scriptures and I got the gym. 1013 00:40:08,200 --> 00:40:09,200 And those are the things I'm in. 1014 00:40:09,200 --> 00:40:10,200 Like that's it. 1015 00:40:10,200 --> 00:40:12,880 Like right now podcasts, like, okay, I got that hour blocked off. 1016 00:40:12,880 --> 00:40:13,880 I'm here. 1017 00:40:13,880 --> 00:40:15,240 And that's made the world of the difference. 1018 00:40:15,240 --> 00:40:17,440 Like for everything that we do, our whole team does it. 1019 00:40:17,440 --> 00:40:18,440 You know what the crazy part is? 1020 00:40:18,440 --> 00:40:22,320 Is that when other people are involved and put something on our calendar, it's a non-negotiable 1021 00:40:22,320 --> 00:40:23,320 one would be there. 1022 00:40:23,320 --> 00:40:25,280 Like this podcast, Jason's going to be here at what was it? 1023 00:40:25,280 --> 00:40:26,280 2.30 or 3 o'clock? 1024 00:40:26,280 --> 00:40:27,280 Yeah. 1025 00:40:27,280 --> 00:40:28,280 Yeah. 1026 00:40:28,280 --> 00:40:29,280 Jason's going to be here at 3 o'clock. 1027 00:40:29,280 --> 00:40:30,280 I have to be there at 3 o'clock. 1028 00:40:30,280 --> 00:40:31,280 I don't want to disappoint Jason. 1029 00:40:31,280 --> 00:40:32,280 Exactly. 1030 00:40:32,280 --> 00:40:33,280 Accountability. 1031 00:40:33,280 --> 00:40:35,040 So, at 4 o'clock in the morning, go to the gym. 1032 00:40:35,040 --> 00:40:36,240 Who's the only person you're disappointing? 1033 00:40:36,240 --> 00:40:37,240 Yourself. 1034 00:40:37,240 --> 00:40:38,240 Yourself. 1035 00:40:38,240 --> 00:40:40,240 You should never put me in front of you. 1036 00:40:40,240 --> 00:40:41,240 Yeah. 1037 00:40:41,240 --> 00:40:42,240 Ever. 1038 00:40:42,240 --> 00:40:44,920 You should never put somebody else and their priority. 1039 00:40:44,920 --> 00:40:49,640 I don't care if you're meeting Grant Cardone or Tommy Mello or Carlos Reyes or they don't 1040 00:40:49,640 --> 00:40:50,640 freaking matter. 1041 00:40:50,640 --> 00:40:51,640 Or Andy Elliot. 1042 00:40:51,640 --> 00:40:53,120 It doesn't matter who you're meeting. 1043 00:40:53,120 --> 00:40:56,480 Never put somebody else as a priority in front of yourself. 1044 00:40:56,480 --> 00:41:01,280 But we just get, and once you do it once, it gets easier to over and over and over and 1045 00:41:01,280 --> 00:41:02,280 over again. 1046 00:41:02,280 --> 00:41:05,560 Then you blink and you're months or even years into, you're like, holy crap, 1047 00:41:05,560 --> 00:41:06,560 what just happened? 1048 00:41:06,560 --> 00:41:07,560 Right? 1049 00:41:07,560 --> 00:41:11,040 But when you, but flip it, because we talked about the negative part about it. 1050 00:41:11,040 --> 00:41:14,840 I've lost 27 pounds and I've put seven pounds of muscle on in the past six months. 1051 00:41:14,840 --> 00:41:15,840 You look great by the way. 1052 00:41:15,840 --> 00:41:16,840 Thank you. 1053 00:41:16,840 --> 00:41:17,840 Appreciate it. 1054 00:41:17,840 --> 00:41:18,840 But I've also worked my ass off for it. 1055 00:41:18,840 --> 00:41:19,840 Yeah. 1056 00:41:19,840 --> 00:41:20,840 Like I've been... 1057 00:41:20,840 --> 00:41:21,840 Get your videos every morning. 1058 00:41:21,840 --> 00:41:22,840 Yeah. 1059 00:41:22,840 --> 00:41:23,840 Push ups in the workouts. 1060 00:41:23,840 --> 00:41:24,840 I've been freaking intentional. 1061 00:41:24,840 --> 00:41:27,320 You said every freaking day intentional, right? 1062 00:41:27,320 --> 00:41:30,320 Because I wake up and I don't kiss my wife. 1063 00:41:30,320 --> 00:41:31,640 I don't see my kids. 1064 00:41:31,640 --> 00:41:33,160 I don't talk to my employees. 1065 00:41:33,160 --> 00:41:34,360 I don't talk to my clients. 1066 00:41:34,360 --> 00:41:37,320 I don't talk to the world until I go to the gym. 1067 00:41:37,320 --> 00:41:40,320 Once I go to the gym, then everything else matters. 1068 00:41:40,320 --> 00:41:41,320 Right? 1069 00:41:41,320 --> 00:41:43,920 Whether it was reading scriptures, whether it's praying, whether it's meditating, having 1070 00:41:43,920 --> 00:41:46,040 quiet time, whatever that is. 1071 00:41:46,040 --> 00:41:51,120 But for me, like going to the gym, like my day does not start until I leave the gym, 1072 00:41:51,120 --> 00:41:52,120 not go to the gym. 1073 00:41:52,120 --> 00:41:53,120 Yeah. 1074 00:41:53,120 --> 00:41:54,120 Yeah, exactly. 1075 00:41:54,120 --> 00:41:58,480 And going with what you were saying a minute ago, Blake Clark, I know like one of the things 1076 00:41:58,480 --> 00:42:02,360 that he was talking about in like a story or something on Instagram was that like, hey, 1077 00:42:02,360 --> 00:42:05,960 in the morning when I wake up, the world doesn't need me. 1078 00:42:05,960 --> 00:42:09,720 So I got to get all my crap done and then at 7am, the world needs me and I don't have 1079 00:42:09,720 --> 00:42:10,720 time for myself, right? 1080 00:42:10,720 --> 00:42:14,280 So it kind of goes into exactly what you're just saying. 1081 00:42:14,280 --> 00:42:17,120 So okay, I got one more question for you. 1082 00:42:17,120 --> 00:42:20,840 And this is, well, one, we got to do a podcast more often because it's like a personal coaching 1083 00:42:20,840 --> 00:42:21,840 session. 1084 00:42:21,840 --> 00:42:22,840 So this is just great. 1085 00:42:22,840 --> 00:42:24,680 What did I say before? 1086 00:42:24,680 --> 00:42:25,680 Golfing and podcasts. 1087 00:42:25,680 --> 00:42:26,680 Like if you want... 1088 00:42:26,680 --> 00:42:27,680 Literally. 1089 00:42:27,680 --> 00:42:30,640 If you want to do it right and you ask the right questions, it's like, RJ is not asking 1090 00:42:30,640 --> 00:42:32,160 questions for those listening right now. 1091 00:42:32,160 --> 00:42:34,280 And those will be turned into a real and beyond social media. 1092 00:42:34,280 --> 00:42:36,040 RJ is not asking this for you guys. 1093 00:42:36,040 --> 00:42:37,400 He's asking it for himself. 1094 00:42:37,400 --> 00:42:38,400 You're just benefiting from it. 1095 00:42:38,400 --> 00:42:39,400 Exactly. 1096 00:42:39,400 --> 00:42:40,400 That's why I bring out like... 1097 00:42:40,400 --> 00:42:41,400 It's a good moment to learn. 1098 00:42:41,400 --> 00:42:44,800 But yeah, when I do a podcast with Carlos Reyes or Bradley or Ed Myett or Sean Whelan, 1099 00:42:44,800 --> 00:42:46,960 like I wasn't like, hey, what is the audience? 1100 00:42:46,960 --> 00:42:48,240 No, no, no, no, screw the audience. 1101 00:42:48,240 --> 00:42:49,240 No offense. 1102 00:42:49,240 --> 00:42:50,240 Screw the audience. 1103 00:42:50,240 --> 00:42:53,400 Like, bro, this is a conversation between you and I and you guys get to reap the benefit 1104 00:42:53,400 --> 00:42:54,400 of doing it. 1105 00:42:54,400 --> 00:42:56,160 So that's also huge. 1106 00:42:56,160 --> 00:42:57,160 And exactly. 1107 00:42:57,160 --> 00:43:00,040 And one of my questions is, and I've been thinking about this a lot because I think 1108 00:43:00,040 --> 00:43:01,040 this goes hand in hand. 1109 00:43:01,040 --> 00:43:03,880 One, when you're building a company, you have employees and like a lot of people are married, 1110 00:43:03,880 --> 00:43:04,880 right? 1111 00:43:04,880 --> 00:43:05,880 And they have spouses, right? 1112 00:43:05,880 --> 00:43:09,600 And so what I've seen is that I've seen when the spouses are not on board with someone 1113 00:43:09,600 --> 00:43:12,560 who's trying to build a business or an entrepreneur or whatever, it creates problems like you 1114 00:43:12,560 --> 00:43:13,560 were talking about. 1115 00:43:13,560 --> 00:43:17,480 So if someone has a wife, and this isn't me, right? 1116 00:43:17,480 --> 00:43:18,760 This is more maybe for some of my team. 1117 00:43:18,760 --> 00:43:19,760 Sure. 1118 00:43:19,760 --> 00:43:20,760 My wife's amazing, babe. 1119 00:43:20,760 --> 00:43:22,800 You're amazing for watching this. 1120 00:43:22,800 --> 00:43:27,120 But if someone's wife isn't on board, how do you get them on board? 1121 00:43:27,120 --> 00:43:31,160 And I think like, I think a lot of women marry the men knowing what they're getting into, 1122 00:43:31,160 --> 00:43:32,600 but then sometimes they don't, right? 1123 00:43:32,600 --> 00:43:36,000 So like, if someone's just like, hey, I didn't sign up for you being gone so much, or you 1124 00:43:36,000 --> 00:43:40,640 working so much, how do you develop that to be able to get them on board rather than split? 1125 00:43:40,640 --> 00:43:43,600 I spend tens of thousands of dollars getting this answer. 1126 00:43:43,600 --> 00:43:46,280 I'm going to give it to you for free. 1127 00:43:46,280 --> 00:43:47,280 That's serious. 1128 00:43:47,280 --> 00:43:48,280 Yeah. 1129 00:43:48,280 --> 00:43:49,280 Mastermind. 1130 00:43:49,280 --> 00:43:50,280 I know you did. 1131 00:43:50,280 --> 00:43:51,280 $60,000 a year mastermind. 1132 00:43:51,280 --> 00:43:54,080 I got this answer. 1133 00:43:54,080 --> 00:43:55,280 This literally blew my brains out. 1134 00:43:55,280 --> 00:43:59,080 And I didn't learn this till like three months ago. 1135 00:43:59,080 --> 00:44:02,640 When you hire somebody, do you ever bring the spouse? 1136 00:44:02,640 --> 00:44:03,640 No. 1137 00:44:03,640 --> 00:44:06,080 When you hire somebody, have you ever brought the kids in? 1138 00:44:06,080 --> 00:44:07,080 No. 1139 00:44:07,080 --> 00:44:11,760 But you're going to flip the dad's life or the mom's life upside down. 1140 00:44:11,760 --> 00:44:14,880 You're going to require more time from them. 1141 00:44:14,880 --> 00:44:18,240 They're going to spend more time with you in your business than they will with their 1142 00:44:18,240 --> 00:44:22,840 kids and their spouse combined. 1143 00:44:22,840 --> 00:44:26,920 So you don't want to involve the ones that they're spending all the time with. 1144 00:44:26,920 --> 00:44:32,360 So what you do is when you have the initial hiring process, so depending on how you hire, 1145 00:44:32,360 --> 00:44:35,600 there should be two or three or four different tiers of hiring. 1146 00:44:35,600 --> 00:44:40,080 When it's like, hey, yeah, you're going to come on board, the final interview before 1147 00:44:40,080 --> 00:44:45,520 they agree to work with you or you agree to work with them is, everyone knows once, you 1148 00:44:45,520 --> 00:44:51,360 bring in the spouse and if they have kids, I don't care how old, 30 minutes, bring them 1149 00:44:51,360 --> 00:44:54,960 into the office, show them the place, show them the setup, even if it's your freaking 1150 00:44:54,960 --> 00:44:55,960 house, I don't care. 1151 00:44:55,960 --> 00:44:57,360 It doesn't matter if you're starting off right. 1152 00:44:57,360 --> 00:44:59,200 This is my garage, whatever. 1153 00:44:59,200 --> 00:45:05,480 You bring them in and you sit down and you talk to the wife because if the stereotype, 1154 00:45:05,480 --> 00:45:10,440 don't get all crazy with me like, man and women and all that bullshit, like just, we're 1155 00:45:10,440 --> 00:45:12,720 going to stereotype so I can just roll with it. 1156 00:45:12,720 --> 00:45:16,000 So the husband is going to work for you. 1157 00:45:16,000 --> 00:45:19,320 You bring the wife in and you say, hey, we believe in these things called personal, professional, 1158 00:45:19,320 --> 00:45:20,320 financial goals. 1159 00:45:20,320 --> 00:45:25,520 Hey, just to let you know, I want to make sure that this is where you transfer that authority 1160 00:45:25,520 --> 00:45:30,240 and that respect from the husband to the wife via the workplace. 1161 00:45:30,240 --> 00:45:37,200 Hey, just to let you know, when RJ comes to work here, tell me where I stand. 1162 00:45:37,200 --> 00:45:38,200 Ashtyn. 1163 00:45:38,200 --> 00:45:39,200 Ashtyn. 1164 00:45:39,200 --> 00:45:44,440 So, hey Ashtyn, when RJ comes to work here, we have very, very high expectations. 1165 00:45:44,440 --> 00:45:48,960 If he ever mistreats you outside of the workplace, come find me and let me know because I'll 1166 00:45:48,960 --> 00:45:53,400 whoop his ass because if he's going to disrespect you, he's easy than disrespect me. 1167 00:45:53,400 --> 00:45:54,840 I don't sleep in his bed. 1168 00:45:54,840 --> 00:45:55,840 You do. 1169 00:45:55,840 --> 00:46:01,040 So if you are RJ, disrespecting her and Ashtyn, if you ever feel disrespected by him, you 1170 00:46:01,040 --> 00:46:04,280 come and let me know and I'll personally take care of it with him. 1171 00:46:04,280 --> 00:46:07,960 And I'll make his life either awesome or living hell. 1172 00:46:07,960 --> 00:46:08,960 Right? 1173 00:46:08,960 --> 00:46:10,760 Hey kiddos, where do you want to go? 1174 00:46:10,760 --> 00:46:11,840 What's something that you want to buy? 1175 00:46:11,840 --> 00:46:13,120 What's your next, what's your dream goal? 1176 00:46:13,120 --> 00:46:15,120 What do you want to, are you looking for that next house? 1177 00:46:15,120 --> 00:46:17,520 You're trying to build a pool or you want to do this? 1178 00:46:17,520 --> 00:46:22,120 Like what, Ashton, what's important to you as a spouse with your husband? 1179 00:46:22,120 --> 00:46:24,320 Is it getting the kids off in the morning? 1180 00:46:24,320 --> 00:46:26,600 Some people will give two shits about getting their kids off in the morning. 1181 00:46:26,600 --> 00:46:28,160 Some people will like, I haven't done it for years. 1182 00:46:28,160 --> 00:46:29,160 Yeah. 1183 00:46:29,160 --> 00:46:30,160 Right? 1184 00:46:30,160 --> 00:46:31,160 Still, honestly, personally, I don't care. 1185 00:46:31,160 --> 00:46:32,160 I help out. 1186 00:46:32,160 --> 00:46:33,160 I don't do my kids in the morning. 1187 00:46:33,160 --> 00:46:34,160 See them in the morning, yes. 1188 00:46:34,160 --> 00:46:35,640 Like, but like drive them to school. 1189 00:46:35,640 --> 00:46:38,640 Some people, it's like, it's like the 11th commandment. 1190 00:46:38,640 --> 00:46:39,640 Some people give two shits. 1191 00:46:39,640 --> 00:46:40,640 Yeah. 1192 00:46:40,640 --> 00:46:41,640 But if you don't ask, you don't know. 1193 00:46:41,640 --> 00:46:47,200 So, hey Ashtyn, like what's really important to you via your husband and your kids? 1194 00:46:47,200 --> 00:46:48,600 What does that look like for you? 1195 00:46:48,600 --> 00:46:49,600 What does it look like on Saturdays? 1196 00:46:49,600 --> 00:46:51,120 What does it look like on Sundays? 1197 00:46:51,120 --> 00:46:52,120 Right? 1198 00:46:52,120 --> 00:46:53,440 What does it look like in the mornings for you? 1199 00:46:53,440 --> 00:46:54,440 On the evenings? 1200 00:46:54,440 --> 00:46:57,400 I'm going to require a lot of your husband, but I'm also going to help him become the 1201 00:46:57,400 --> 00:47:02,000 best version of himself and help him reach his true potential, not just in the workplace, 1202 00:47:02,000 --> 00:47:05,600 but as a husband and a father. 1203 00:47:05,600 --> 00:47:07,200 Imagine taking that to the interview. 1204 00:47:07,200 --> 00:47:08,200 Yeah, I mean, crazy. 1205 00:47:08,200 --> 00:47:09,200 What would Ashton feel? 1206 00:47:09,200 --> 00:47:10,200 Awesome. 1207 00:47:10,200 --> 00:47:11,200 She'd invested. 1208 00:47:11,200 --> 00:47:16,520 How would she, yes, she would feel, hey, you're not here like actually doing the work and 1209 00:47:16,520 --> 00:47:20,960 putting in the 40, 50, 60 hours, but I'm invested in the family. 1210 00:47:20,960 --> 00:47:21,960 Teamwork, yeah. 1211 00:47:21,960 --> 00:47:25,520 Yes, because I want you to become the best version of yourself, reach your true potential. 1212 00:47:25,520 --> 00:47:28,280 And in order to do that, you can't just do that in the workplace. 1213 00:47:28,280 --> 00:47:29,760 You have to do that at home. 1214 00:47:29,760 --> 00:47:30,760 Yeah. 1215 00:47:30,760 --> 00:47:31,760 Right? 1216 00:47:31,760 --> 00:47:32,760 With your spouse and with your kids. 1217 00:47:32,760 --> 00:47:33,760 It's three tiers. 1218 00:47:33,760 --> 00:47:34,760 Right? 1219 00:47:34,760 --> 00:47:36,760 You have yourself, your spouse and your kids and then the business. 1220 00:47:36,760 --> 00:47:37,760 Right? 1221 00:47:37,760 --> 00:47:39,040 So, you need to get your shit together. 1222 00:47:39,040 --> 00:47:42,880 So, if we're doing stupid stuff and we're making bad choices, that stops now. 1223 00:47:42,880 --> 00:47:43,880 That's between you and me. 1224 00:47:43,880 --> 00:47:44,880 Number one. 1225 00:47:44,880 --> 00:47:45,880 Number two is your spouse. 1226 00:47:45,880 --> 00:47:49,960 If you two have shit going on, I need to know about it and I'm going to know about it because 1227 00:47:49,960 --> 00:47:53,440 if you turn on the same page, you're, you cannot give me 100% at work if you're on the 1228 00:47:53,440 --> 00:47:54,440 same page with her. 1229 00:47:54,440 --> 00:47:58,200 It's absolute bullshit and not true that you think that you cannot be on the same page 1230 00:47:58,200 --> 00:48:00,400 and give your boss or give your employer 100%. 1231 00:48:00,400 --> 00:48:01,400 100%. 1232 00:48:01,400 --> 00:48:04,000 You can't, and I demand 100%. 1233 00:48:04,000 --> 00:48:06,280 That means that you need to get your shit together with her. 1234 00:48:06,280 --> 00:48:07,440 That means you two need to get on the same page. 1235 00:48:07,440 --> 00:48:08,840 You need to communicate. 1236 00:48:08,840 --> 00:48:10,360 You need to have those hard conversations. 1237 00:48:10,360 --> 00:48:11,360 Okay? 1238 00:48:11,360 --> 00:48:12,360 Ashton, I need your full support. 1239 00:48:12,360 --> 00:48:18,080 Do I have your full support from you in making sure your husband gives 100% at the workplace 1240 00:48:18,080 --> 00:48:21,040 but I'll make sure, and in return, I'll make sure that he gives you 100%. 1241 00:48:21,040 --> 00:48:22,040 What do you think? 1242 00:48:22,040 --> 00:48:23,040 Yeah, of course. 1243 00:48:23,040 --> 00:48:24,040 All day. 1244 00:48:24,040 --> 00:48:25,040 Yeah, all day. 1245 00:48:25,040 --> 00:48:26,040 Right? 1246 00:48:26,040 --> 00:48:27,040 Hey kiddos, one, two, three, four, five. 1247 00:48:27,040 --> 00:48:28,040 It doesn't matter. 1248 00:48:28,040 --> 00:48:29,040 How, it doesn't matter. 1249 00:48:29,040 --> 00:48:30,040 Hey, I need your dad to work here. 1250 00:48:30,040 --> 00:48:31,040 Hey, what's something that you guys want to do? 1251 00:48:31,040 --> 00:48:32,480 Some, something fun, something cool. 1252 00:48:32,480 --> 00:48:34,040 In the next year, what does that look like? 1253 00:48:34,040 --> 00:48:35,040 Oh, we want to go camping. 1254 00:48:35,040 --> 00:48:36,040 We want to buy a side by side. 1255 00:48:36,040 --> 00:48:37,040 We want to go to Hawaii. 1256 00:48:37,040 --> 00:48:38,040 We want to go to Disney. 1257 00:48:38,040 --> 00:48:39,040 Cool. 1258 00:48:39,040 --> 00:48:40,040 Hey, write it down for me. 1259 00:48:40,040 --> 00:48:42,920 Now, write it down and close this Disneyland on it. 1260 00:48:42,920 --> 00:48:43,920 Now, a piece of paper. 1261 00:48:43,920 --> 00:48:44,920 Cool. 1262 00:48:44,920 --> 00:48:48,920 So now at your desk, at your cubicle, at your, in your truck, whatever it says, Disneyland. 1263 00:48:48,920 --> 00:48:49,920 Yeah. 1264 00:48:49,920 --> 00:48:50,920 So now guess what? 1265 00:48:50,920 --> 00:48:51,920 Now I have the kids. 1266 00:48:51,920 --> 00:48:52,920 Do the kids love me now? 1267 00:48:52,920 --> 00:48:53,920 Yes. 1268 00:48:53,920 --> 00:48:54,920 Does Ashton love me? 1269 00:48:54,920 --> 00:48:55,920 Yep. 1270 00:48:55,920 --> 00:48:56,920 Absolutely. 1271 00:48:56,920 --> 00:48:57,920 What do I do to you? 1272 00:48:57,920 --> 00:48:58,920 Make me love you. 1273 00:48:58,920 --> 00:48:59,920 Yeah, and I gave you a shit ton of accountability. 1274 00:48:59,920 --> 00:49:00,920 That is true. 1275 00:49:00,920 --> 00:49:02,080 Like, you will, you will not disrespect her. 1276 00:49:02,080 --> 00:49:04,160 You too will be in sync, right? 1277 00:49:04,160 --> 00:49:05,160 Or I'm going to be on your ass. 1278 00:49:05,160 --> 00:49:06,160 Yep. 1279 00:49:06,160 --> 00:49:07,160 And guess what? 1280 00:49:07,160 --> 00:49:10,440 You're going to be on your ass and you need to like commit and be her 100% and be intentional 1281 00:49:10,440 --> 00:49:13,040 at work because we need to get your kids a Disney. 1282 00:49:13,040 --> 00:49:14,040 Yeah. 1283 00:49:14,040 --> 00:49:16,200 And I have the paycheck to make that happen for you. 1284 00:49:16,200 --> 00:49:19,160 So now I have you committed and invested, her committed and invested. 1285 00:49:19,160 --> 00:49:20,160 The whole family. 1286 00:49:20,160 --> 00:49:21,160 The whole family. 1287 00:49:21,160 --> 00:49:22,160 We get it all wrong. 1288 00:49:22,160 --> 00:49:23,160 Wow. 1289 00:49:23,160 --> 00:49:24,160 That's crazy. 1290 00:49:24,160 --> 00:49:25,160 Isn't that insane? 1291 00:49:25,160 --> 00:49:26,160 That's the idea. 1292 00:49:26,160 --> 00:49:27,160 You've never heard that before. 1293 00:49:27,160 --> 00:49:28,160 No. 1294 00:49:28,160 --> 00:49:29,160 Dude, I've been in business. 1295 00:49:29,160 --> 00:49:30,160 I've been in business. 1296 00:49:30,160 --> 00:49:31,160 I've been in business for four years. 1297 00:49:31,160 --> 00:49:32,160 I've been in the roofing industry for 14 years. 1298 00:49:32,160 --> 00:49:37,120 I listened to a shit ton of podcasts and been to every conference on Planet Earth. 1299 00:49:37,120 --> 00:49:41,720 It feels like and trained with some of the best that came from Andy Elliott. 1300 00:49:41,720 --> 00:49:42,720 Really? 1301 00:49:42,720 --> 00:49:43,720 Wow. 1302 00:49:43,720 --> 00:49:44,720 That's crazy. 1303 00:49:44,720 --> 00:49:45,720 Isn't that nuts? 1304 00:49:45,720 --> 00:49:46,720 And guess what? 1305 00:49:46,720 --> 00:49:47,720 And guess what? 1306 00:49:47,720 --> 00:49:52,560 If you go follow Andy Elliott, him, in my opinion, more than any, more than Grant Cardone, more 1307 00:49:52,560 --> 00:49:57,160 than any Fersella, more than any other serial entrepreneur, more than Bradley, more than 1308 00:49:57,160 --> 00:50:06,720 any other serial entrepreneur, that he has his team and their family more invested than 1309 00:50:06,720 --> 00:50:09,680 any other entrepreneur on Planet Earth. 1310 00:50:09,680 --> 00:50:10,680 That's crazy. 1311 00:50:10,680 --> 00:50:12,200 I didn't know he had involved everybody like that. 1312 00:50:12,200 --> 00:50:13,200 Isn't that insane? 1313 00:50:13,200 --> 00:50:14,200 That's crazy. 1314 00:50:14,200 --> 00:50:15,200 That's smart as crap though. 1315 00:50:15,200 --> 00:50:16,200 They do stuff all the time. 1316 00:50:16,200 --> 00:50:20,640 Yes, because dude, if I have your wife involved and I have your wife committed, dude, you 1317 00:50:20,640 --> 00:50:22,000 will do, you become a puppet. 1318 00:50:22,000 --> 00:50:25,520 You will do anything I want to because I have her support and you don't want to piss her 1319 00:50:25,520 --> 00:50:27,960 off and you guys want to be on the same page. 1320 00:50:27,960 --> 00:50:32,400 And if I can control that like game over, what happens is when it's me and you, me and 1321 00:50:32,400 --> 00:50:36,680 you, me and you, where every time it's me and you, there's a little Lego that creates 1322 00:50:36,680 --> 00:50:41,360 a wall between the two of you because no, works more important and like my boss is my 1323 00:50:41,360 --> 00:50:45,480 boss that how many people even know who RJ is other than the guy that cuts a check on 1324 00:50:45,480 --> 00:50:49,880 Friday or is that all you are to the spouse? 1325 00:50:49,880 --> 00:50:53,160 You're just the guy that cuts a check instead of like, I love RJ. 1326 00:50:53,160 --> 00:50:54,160 He's great. 1327 00:50:54,160 --> 00:50:55,160 He talks to me, he sees me. 1328 00:50:55,160 --> 00:50:59,640 We see each other activities and other events and yeah, and I want to end by the way. 1329 00:50:59,640 --> 00:51:02,800 So if you're doing quarterly PPFs, I'm just saying this out loud. 1330 00:51:02,800 --> 00:51:04,120 I don't do this, but it's a great idea. 1331 00:51:04,120 --> 00:51:06,720 I was bringing it up, I'm literally, it's coming to creativity falls. 1332 00:51:06,720 --> 00:51:07,720 Come in, right? 1333 00:51:07,720 --> 00:51:08,720 I'm literally bringing this here. 1334 00:51:08,720 --> 00:51:12,080 What if you did your quarterly PPFs like you should be doing with the spouse and bring 1335 00:51:12,080 --> 00:51:13,080 your spouse? 1336 00:51:13,080 --> 00:51:14,080 Hey, that's golden. 1337 00:51:14,080 --> 00:51:15,080 I brought that. 1338 00:51:15,080 --> 00:51:16,080 That's on me. 1339 00:51:16,080 --> 00:51:17,080 That was me. 1340 00:51:17,080 --> 00:51:18,080 That was not any of that. 1341 00:51:18,080 --> 00:51:19,080 I brought that up. 1342 00:51:19,080 --> 00:51:20,080 Damn, Jason. 1343 00:51:20,080 --> 00:51:21,080 Two story. 1344 00:51:21,080 --> 00:51:22,080 Bam. 1345 00:51:22,080 --> 00:51:23,080 I'll take that grade. 1346 00:51:23,080 --> 00:51:26,560 But if you're doing in the hiring process, you do that and then two, three, four, five 1347 00:51:26,560 --> 00:51:32,480 years go by, you, you naturally have to lose respect or credibility with the spouse because 1348 00:51:32,480 --> 00:51:34,240 you didn't reconnect with her. 1349 00:51:34,240 --> 00:51:36,960 You only reconnect with the team member looking for you. 1350 00:51:36,960 --> 00:51:37,960 Yeah. 1351 00:51:37,960 --> 00:51:38,960 Right? 1352 00:51:38,960 --> 00:51:39,960 You talked to the kids. 1353 00:51:39,960 --> 00:51:40,960 Hey, the Disneyland thing, whether it happened or didn't happen, right? 1354 00:51:40,960 --> 00:51:42,960 What if you brought them in three months later? 1355 00:51:42,960 --> 00:51:43,960 Where are we at? 1356 00:51:43,960 --> 00:51:46,800 Well, your dad needs to do this and this and this or hey, yeah, we're on track. 1357 00:51:46,800 --> 00:51:47,960 We're super excited. 1358 00:51:47,960 --> 00:51:50,680 You are now jacked up at your workplace. 1359 00:51:50,680 --> 00:51:51,680 Oh, 100%. 1360 00:51:51,680 --> 00:51:53,560 And now you're an entrepreneur, right? 1361 00:51:53,560 --> 00:51:55,560 Instead of just a freaking clock in, clock out guy. 1362 00:51:55,560 --> 00:51:56,560 Yeah. 1363 00:51:56,560 --> 00:51:58,560 You're not nine to five or you are now like, dude, this is my family. 1364 00:51:58,560 --> 00:51:59,760 This is my baby. 1365 00:51:59,760 --> 00:52:02,360 Now I'm wearing my older contracting shirt on the weekend. 1366 00:52:02,360 --> 00:52:03,360 Yeah. 1367 00:52:03,360 --> 00:52:05,960 Now I'm like, now I'm bragging about who I am, what I do, why? 1368 00:52:05,960 --> 00:52:08,160 Because my boss gives two shits about me, right? 1369 00:52:08,160 --> 00:52:10,120 He respects my wife like crazy. 1370 00:52:10,120 --> 00:52:12,360 You know the people that respect your wife and disrespect your wife. 1371 00:52:12,360 --> 00:52:13,360 Oh yeah. 1372 00:52:13,360 --> 00:52:14,360 You know him by name. 1373 00:52:14,360 --> 00:52:15,360 Yep. 1374 00:52:15,360 --> 00:52:17,360 You, if I ask, you have the top two people, top three people that respect your wife, like 1375 00:52:17,360 --> 00:52:19,760 no matter when you see him, Jordan, now there's one of them. 1376 00:52:19,760 --> 00:52:23,000 Whenever he comes, he always gives my wife a hug, always says, hey Heidi, and always talks 1377 00:52:23,000 --> 00:52:25,000 to her for five minutes about anything. 1378 00:52:25,000 --> 00:52:27,160 Like Jordan, like number one, right? 1379 00:52:27,160 --> 00:52:30,200 And then there's other people that I can also point out, I'm not going to, I'm lost 1380 00:52:30,200 --> 00:52:33,920 in my hair, but that have disrespected my wife that are no longer in my life. 1381 00:52:33,920 --> 00:52:34,920 Yeah. 1382 00:52:34,920 --> 00:52:36,400 And I can name them off just like that. 1383 00:52:36,400 --> 00:52:38,720 So do you want, which one do you want to be? 1384 00:52:38,720 --> 00:52:39,720 Right. 1385 00:52:39,720 --> 00:52:40,720 Right? 1386 00:52:40,720 --> 00:52:43,160 But like if you're doing it at the hiring process, why wouldn't you do it and reconnect 1387 00:52:43,160 --> 00:52:44,160 to her in 90 days? 1388 00:52:44,160 --> 00:52:45,160 Hey, what's up? 1389 00:52:45,160 --> 00:52:46,160 Hey, how can I help? 1390 00:52:46,160 --> 00:52:47,160 Hey, what do you guys got going on? 1391 00:52:47,160 --> 00:52:48,160 Right? 1392 00:52:48,160 --> 00:52:49,160 Dang. 1393 00:52:49,160 --> 00:52:50,840 Well, and I know we've all used that excuse like when the wife said, hey, we're going 1394 00:52:50,840 --> 00:52:51,840 to work. 1395 00:52:51,840 --> 00:52:52,840 She's like, well, I'm trying to build a future. 1396 00:52:52,840 --> 00:52:55,480 I'm trying, you know, I'm doing this for us, whatever, but like it's because they don't, 1397 00:52:55,480 --> 00:52:57,400 they don't, well, and they, they're not involved. 1398 00:52:57,400 --> 00:53:00,280 They don't know like what is that, but what are you doing? 1399 00:53:00,280 --> 00:53:01,280 Right? 1400 00:53:01,280 --> 00:53:02,280 Bringing them in, that changes the game. 1401 00:53:02,280 --> 00:53:03,840 And it's game changing. 1402 00:53:03,840 --> 00:53:06,080 So that was, that was for hiring an employee. 1403 00:53:06,080 --> 00:53:07,080 Right. 1404 00:53:07,080 --> 00:53:09,080 As a business owner, there's nobody above you, right? 1405 00:53:09,080 --> 00:53:10,080 Right. 1406 00:53:10,080 --> 00:53:12,080 Except for a mentor or a coach. 1407 00:53:12,080 --> 00:53:14,880 And even in your business, there's still nobody above you, right? 1408 00:53:14,880 --> 00:53:15,880 Right. 1409 00:53:15,880 --> 00:53:16,880 So it's literally you. 1410 00:53:16,880 --> 00:53:23,040 So when it comes down to that is, are you being fully transparent? 1411 00:53:23,040 --> 00:53:28,680 Another question, what are you holding back from your spouse? 1412 00:53:28,680 --> 00:53:32,920 What are you not communicating to her at all or well? 1413 00:53:32,920 --> 00:53:35,440 I struggle with this is why I'm really good at teaching this because I sucked at it so 1414 00:53:35,440 --> 00:53:36,440 bad. 1415 00:53:36,440 --> 00:53:43,600 I'd overcome it through therapy over and over and over and over about a white lie, right? 1416 00:53:43,600 --> 00:53:45,800 About just being a hundred percent transparent. 1417 00:53:45,800 --> 00:53:47,440 Hey, I'm going to invest this money. 1418 00:53:47,440 --> 00:53:50,240 I don't know, you guys are, I don't know, husbands are scared to tell their spouse that 1419 00:53:50,240 --> 00:53:54,760 they want to invest in this coaching that's 60,000 or a hundred thousand or a hundred 1420 00:53:54,760 --> 00:53:58,760 eighty thousand dollars or a thousand dollars a month or whatever that dollar amount is. 1421 00:53:58,760 --> 00:54:01,000 How many of us are terrified to tell our spouse that? 1422 00:54:01,000 --> 00:54:02,000 Why? 1423 00:54:02,000 --> 00:54:04,200 It's because they don't trust you. 1424 00:54:04,200 --> 00:54:05,200 Makes sense. 1425 00:54:05,200 --> 00:54:06,200 For whatever reason. 1426 00:54:06,200 --> 00:54:07,200 Yeah. 1427 00:54:07,200 --> 00:54:08,200 They don't trust you. 1428 00:54:08,200 --> 00:54:10,520 So you need to figure out the disconnect between you and your spouse. 1429 00:54:10,520 --> 00:54:12,520 Why that trust isn't there? 1430 00:54:12,520 --> 00:54:15,480 Now some of them might want more information. 1431 00:54:15,480 --> 00:54:16,480 They don't even want justification. 1432 00:54:16,480 --> 00:54:17,480 They just want more information. 1433 00:54:17,480 --> 00:54:20,480 They want to tell my wife, hey, we need to go buy a truck that's 60,000 dollars. 1434 00:54:20,480 --> 00:54:22,840 We need to go buy this or I want to go to this conference. 1435 00:54:22,840 --> 00:54:28,160 I want to invest in this mastermind and she'll say, okay, and I've taught her to ask me, 1436 00:54:28,160 --> 00:54:30,480 hey, what does that look like? 1437 00:54:30,480 --> 00:54:32,280 Or what's the point or what for? 1438 00:54:32,280 --> 00:54:33,280 Right? 1439 00:54:33,280 --> 00:54:34,280 That's just a cold punch. 1440 00:54:34,280 --> 00:54:35,280 I let it take us through the day. 1441 00:54:35,280 --> 00:54:36,280 Hey, I want a cold punch for Christmas. 1442 00:54:36,280 --> 00:54:38,760 She's like, okay, where are we going to put it? 1443 00:54:38,760 --> 00:54:39,760 And what's the point? 1444 00:54:39,760 --> 00:54:41,520 Sure you know what the point was because we talked to Gary Breckin. 1445 00:54:41,520 --> 00:54:43,240 So we know that whole deal. 1446 00:54:43,240 --> 00:54:48,480 But it wasn't no, don't do it or that's dumb or whatever Christmas or not. 1447 00:54:48,480 --> 00:54:49,960 It's, let's talk about it. 1448 00:54:49,960 --> 00:54:50,960 Right. 1449 00:54:50,960 --> 00:54:53,560 Well, and instead of just like, hey, yes or no, like give me some dialogue. 1450 00:54:53,560 --> 00:54:54,560 Yeah. 1451 00:54:54,560 --> 00:54:56,840 But a lot of it take away all that has to do with trust. 1452 00:54:56,840 --> 00:54:58,800 Principal, she doesn't trust you. 1453 00:54:58,800 --> 00:55:03,200 She's going to question every single thing you do and you're going to be frustrated because 1454 00:55:03,200 --> 00:55:05,840 there's a level of trust that has been broken. 1455 00:55:05,840 --> 00:55:11,880 You need to figure out where it broke, apologize, fix it and then build and then rebuild that 1456 00:55:11,880 --> 00:55:15,240 with practice, with repetition and with consistency. 1457 00:55:15,240 --> 00:55:16,240 Plenty simple. 1458 00:55:16,240 --> 00:55:18,760 And once you start doing that, life gets really fun. 1459 00:55:18,760 --> 00:55:20,040 Dude, awesome. 1460 00:55:20,040 --> 00:55:21,920 Great way to end. 1461 00:55:21,920 --> 00:55:22,920 Great way to end. 1462 00:55:22,920 --> 00:55:23,920 Hey, you guys have it. 1463 00:55:23,920 --> 00:55:26,200 Jason Payne, State 48 Roofing. 1464 00:55:26,200 --> 00:55:31,760 Guys, we're going to drop his socials and all of his links for his coaching program. 1465 00:55:31,760 --> 00:55:35,080 I'm sure many of you guys probably want to hop on that after this because I want to re-hop 1466 00:55:35,080 --> 00:55:37,560 on again if that's even possible. 1467 00:55:37,560 --> 00:55:41,560 And also all of his social media for State 48, you guys to see what he's doing, how he's 1468 00:55:41,560 --> 00:55:42,560 branding. 1469 00:55:42,560 --> 00:55:44,560 Jason, thank you for being here today. 1470 00:55:44,560 --> 00:55:45,560 Absolutely. 1471 00:55:45,560 --> 00:55:46,560 You're awesome. 1472 00:55:46,560 --> 00:55:47,560 I appreciate it. 1473 00:55:47,560 --> 00:55:48,800 We love your program and you've changed our lives. 1474 00:55:48,800 --> 00:55:50,280 I've told you that before. 1475 00:55:50,280 --> 00:55:54,800 Dude, that's one of the biggest things is because you never talked about that before, right? 1476 00:55:54,800 --> 00:55:56,880 Because you're in other mentorship programs. 1477 00:55:56,880 --> 00:56:00,240 It's totally fine and I'm in some of those as well too. 1478 00:56:00,240 --> 00:56:01,240 But proximity. 1479 00:56:01,240 --> 00:56:02,240 Yeah. 1480 00:56:02,240 --> 00:56:03,240 Right? 1481 00:56:03,240 --> 00:56:06,040 So we go to proximity and that's what you get with our consulting businesses is you 1482 00:56:06,040 --> 00:56:07,040 get me. 1483 00:56:07,040 --> 00:56:08,040 You can text me. 1484 00:56:08,040 --> 00:56:09,040 You can call me. 1485 00:56:09,040 --> 00:56:10,040 I'll come on your podcast. 1486 00:56:10,040 --> 00:56:12,880 There's other guys that are so big you can't get a hold of them. 1487 00:56:12,880 --> 00:56:16,040 You may be able to get hold of one of their sales guys, but like you can't get a hold. 1488 00:56:16,040 --> 00:56:17,560 I'm not big enough yet. 1489 00:56:17,560 --> 00:56:19,120 Maybe I won't be at all ever. 1490 00:56:19,120 --> 00:56:20,120 Maybe I will. 1491 00:56:20,120 --> 00:56:21,120 I don't know. 1492 00:56:21,120 --> 00:56:25,360 But right now is a great opportunity because the proximity of me being able to help you 1493 00:56:25,360 --> 00:56:29,680 is super close and it's very powerful when it's that close. 1494 00:56:29,680 --> 00:56:32,880 When it gets distant, that's when you start to lose that. 1495 00:56:32,880 --> 00:56:35,040 It's still effective, just not as effective. 1496 00:56:35,040 --> 00:56:36,040 Yeah, 100%. 1497 00:56:36,040 --> 00:56:38,440 And so that's what it comes down to is having that personal touch. 1498 00:56:38,440 --> 00:56:42,640 And the thing I coach on, I take a lot of pride in is what I just talked about. 1499 00:56:42,640 --> 00:56:43,640 Right, Andy? 1500 00:56:43,640 --> 00:56:49,360 It's a very similar to that is it's you and your personal relationship with yourself and 1501 00:56:49,360 --> 00:56:53,800 then also your spouse and your kids, then your job or then your business. 1502 00:56:53,800 --> 00:56:55,600 And most coaches don't talk about that. 1503 00:56:55,600 --> 00:56:56,600 Okay. 1504 00:56:56,600 --> 00:56:57,600 Bust out your QuickBooks, bust out your P&Ls. 1505 00:56:57,600 --> 00:56:59,160 Let's look at your CRM. 1506 00:56:59,160 --> 00:57:01,440 Let's look at your KPIs. 1507 00:57:01,440 --> 00:57:02,440 Hold the phones. 1508 00:57:02,440 --> 00:57:03,440 Yeah. 1509 00:57:03,440 --> 00:57:06,320 You need to get your shit together first and your shit with your wife together and 1510 00:57:06,320 --> 00:57:07,520 your kids. 1511 00:57:07,520 --> 00:57:11,640 Then we go to KPIs, then we go to P&Ls, then we go to scaling your business. 1512 00:57:11,640 --> 00:57:13,880 But I can't scale your business if I can't scale you first. 1513 00:57:13,880 --> 00:57:17,040 You can't scale one through 10 and get to 11. 1514 00:57:17,040 --> 00:57:19,280 Yes, plenty of them. 1515 00:57:19,280 --> 00:57:23,040 No, and it's really important for everybody to remember. 1516 00:57:23,040 --> 00:57:26,320 I mean, this is something I have to remind myself every single time because I'm going 1517 00:57:26,320 --> 00:57:28,200 to your program, we're going to a bunch of coaching programs. 1518 00:57:28,200 --> 00:57:30,240 I am overwhelmed with information. 1519 00:57:30,240 --> 00:57:32,560 What good is the information if it's not implemented? 1520 00:57:32,560 --> 00:57:33,560 Right. 1521 00:57:33,560 --> 00:57:35,240 We go through our life, we learn stuff all the time. 1522 00:57:35,240 --> 00:57:36,240 We did this in high school. 1523 00:57:36,240 --> 00:57:38,360 We did this in college if you went to college, I never did. 1524 00:57:38,360 --> 00:57:40,680 But if you did, you got information to implement it. 1525 00:57:40,680 --> 00:57:42,080 So what good does it do you do? 1526 00:57:42,080 --> 00:57:43,080 Do you guys, right? 1527 00:57:43,080 --> 00:57:44,560 So implement guys. 1528 00:57:44,560 --> 00:57:45,840 Take the stuff that's being taught. 1529 00:57:45,840 --> 00:57:47,360 Take the stuff that you're learning. 1530 00:57:47,360 --> 00:57:48,360 Implement it. 1531 00:57:48,360 --> 00:57:49,360 That's how you get results. 1532 00:57:49,360 --> 00:57:50,360 It's all about results. 1533 00:57:50,360 --> 00:57:52,360 It's called FTI, Failure to Implement. 1534 00:57:52,360 --> 00:57:53,360 Yep, exactly. 1535 00:57:53,360 --> 00:57:55,480 That's the number one way. 1536 00:57:55,480 --> 00:57:59,200 People that read books, I read all these books, go to those conferences, I go to those master 1537 00:57:59,200 --> 00:58:01,880 minds and you're still in the same place. 1538 00:58:01,880 --> 00:58:04,800 There's nothing worse in life than waking up 12 months later, being in the exact same 1539 00:58:04,800 --> 00:58:05,800 place. 1540 00:58:05,800 --> 00:58:10,720 Physically, mentally, spiritually, psychologically, with your relationships, right, your bank 1541 00:58:10,720 --> 00:58:13,560 account, you name it. 1542 00:58:13,560 --> 00:58:16,080 That's like the biggest FOMO that I have is Waking Up a Year from Now. 1543 00:58:16,080 --> 00:58:17,720 I'm like, oh my gosh, I went backwards. 1544 00:58:17,720 --> 00:58:18,720 Yeah. 1545 00:58:18,720 --> 00:58:19,720 I lost, I went backwards. 1546 00:58:19,720 --> 00:58:20,720 Instead of finding. 1547 00:58:20,720 --> 00:58:21,720 In a category. 1548 00:58:21,720 --> 00:58:24,880 I have massive FOMO like that. 1549 00:58:24,880 --> 00:58:27,600 And so that's why I like, okay, every single day just get 1% better. 1550 00:58:27,600 --> 00:58:28,600 That's where you lose sleep. 1551 00:58:28,600 --> 00:58:29,600 Yeah. 1552 00:58:29,600 --> 00:58:30,600 Yeah. 1553 00:58:30,600 --> 00:58:31,600 100%. 1554 00:58:31,600 --> 00:58:32,600 Well, there you go. 1555 00:58:32,600 --> 00:58:33,600 So guys, share the show. 1556 00:58:33,600 --> 00:58:34,600 Okay. 1557 00:58:34,600 --> 00:58:35,960 If you're up out, we're trying to show our experience. 1558 00:58:35,960 --> 00:58:36,960 Share the show. 1559 00:58:36,960 --> 00:58:40,840 Please rate, review, drop, you know, click all of our links, go through them, find out 1560 00:58:40,840 --> 00:58:42,720 what Jason's doing, follow him. 1561 00:58:42,720 --> 00:58:43,720 Okay. 1562 00:58:43,720 --> 00:58:44,720 We're trying to spread the word. 1563 00:58:44,720 --> 00:58:47,760 This is a community of everybody who's trying to get better, trying to scale, whether it's 1564 00:58:47,760 --> 00:58:49,400 at home or in business. 1565 00:58:49,400 --> 00:59:05,240 This is the Homework Assignment.