1 00:00:00,000 --> 00:00:07,760 What's up guys, welcome back to the homework assignment podcast. 2 00:00:07,760 --> 00:00:11,360 I'm your host as always, RJ Patino. 3 00:00:11,360 --> 00:00:16,360 And yeah, we've got a good episode I think prepared for you guys. 4 00:00:16,360 --> 00:00:18,680 Kind of been going over some of the things we want to talk about. 5 00:00:18,680 --> 00:00:23,840 We have a few guest speakers lined up, which I'm sure you guys have all really enjoyed 6 00:00:23,840 --> 00:00:29,800 just trying to coordinate some schedules together and whatnot to get everybody on the same 7 00:00:29,800 --> 00:00:33,960 page, but we're really excited for the future guests that are going to be on here. 8 00:00:33,960 --> 00:00:39,400 But as far as today, today I wanted to talk about a few things. 9 00:00:39,400 --> 00:00:42,960 Number one, can you guys see my socks? 10 00:00:42,960 --> 00:00:47,760 Dang, well I'm wearing mismatching socks again, so I think we're going to make that 11 00:00:47,760 --> 00:00:50,800 an official thing at this point. 12 00:00:50,800 --> 00:00:55,080 My wife does do our laundry, she's very good at it, but sometimes I just see socks just 13 00:00:55,080 --> 00:00:58,080 sitting in this little cubby where they're all mismatched and I just grab two of those 14 00:00:58,080 --> 00:01:01,080 instead of a pair in the other drawer. 15 00:01:01,080 --> 00:01:04,080 Might be a little bit of laziness in me, but works out. 16 00:01:04,080 --> 00:01:08,920 Here's one thing I'm curious about though, do they have to be both long socks? 17 00:01:08,920 --> 00:01:09,920 What do they look like? 18 00:01:09,920 --> 00:01:12,760 Oh, of course, yeah, you can have a short sock and long socks, then you're just a freaking 19 00:01:12,760 --> 00:01:14,280 maniac, you know? 20 00:01:14,280 --> 00:01:19,080 If I ever saw someone doing that, I wouldn't even talk to them anymore. 21 00:01:19,080 --> 00:01:23,880 My dude, you're out, you're out cold. 22 00:01:23,880 --> 00:01:30,400 Well, there's something that I think we've experienced a little bit of, or quite a bit 23 00:01:30,400 --> 00:01:35,040 of in the last four years of our company that I kind of want to touch base on, because I 24 00:01:35,040 --> 00:01:41,760 feel like it's extremely important and that is, well there's kind of two things here. 25 00:01:41,760 --> 00:01:48,880 There's number one, understanding your company's numbers and understanding your finances and 26 00:01:48,880 --> 00:01:53,720 then along with that kind of comes a sales portion, especially as, you know, entrepreneurs 27 00:01:53,720 --> 00:01:55,160 or people run the business. 28 00:01:55,160 --> 00:01:58,640 And then the third part of that is a momentum. 29 00:01:58,640 --> 00:02:03,560 And the momentum, I'm going to kind of focus that on, you know, the other two parts here 30 00:02:03,560 --> 00:02:06,920 and how they kind of correlate, but momentum goes into so many other things, which is 31 00:02:06,920 --> 00:02:07,920 really important. 32 00:02:07,920 --> 00:02:10,120 So I'm sure I'm going to have a few tangents on that. 33 00:02:10,120 --> 00:02:19,280 But number one, one of the biggest things that has really changed my perspective of running 34 00:02:19,280 --> 00:02:25,000 a company and what has changed our company as a whole is understanding our numbers. 35 00:02:25,000 --> 00:02:29,120 So the last four years we have grown drastically. 36 00:02:29,120 --> 00:02:30,600 And I never really understood that. 37 00:02:30,600 --> 00:02:33,720 I thought, you know, this is the first time I've actually truly created a company. 38 00:02:33,720 --> 00:02:38,040 So to me, I thought this was normal, the kind of growth we were having. 39 00:02:38,040 --> 00:02:42,920 And so it wasn't until I kind of started, you know, talking to other people who were, 40 00:02:42,920 --> 00:02:48,880 you know, on a way bigger level than I was, like where I actually started realizing, oh, 41 00:02:48,880 --> 00:02:51,560 we've actually done something really incredible here. 42 00:02:51,560 --> 00:02:54,600 That's kind of out of that ordinary zone. 43 00:02:54,600 --> 00:03:01,760 And understanding the growth that we've had and understanding how we've got there is one 44 00:03:01,760 --> 00:03:06,640 thing, but the other part of that is to really understand the data. 45 00:03:06,640 --> 00:03:11,720 And every company needs to understand data because without data, you are literally rowing 46 00:03:11,720 --> 00:03:17,600 your boat blind without a compass, compass, whatever. 47 00:03:17,600 --> 00:03:23,720 And you could get lucky and you could end up at Catalina Island or you could end up in 48 00:03:23,720 --> 00:03:26,160 a storm and be topside. 49 00:03:26,160 --> 00:03:33,840 So for the first three years, my company's been extremely lucky. 50 00:03:33,840 --> 00:03:36,120 I think we ran into quite a few storms. 51 00:03:36,120 --> 00:03:39,560 It didn't topside our company, but we ran into quite a few storms that we could have 52 00:03:39,560 --> 00:03:44,760 easily avoided by understanding the data. 53 00:03:44,760 --> 00:03:47,320 And there's a lot of different types of data. 54 00:03:47,320 --> 00:03:52,000 There's data for your sales department, for your ops department, there's sales for your, 55 00:03:52,000 --> 00:03:57,680 you know, your finance department, there's data for your finance department. 56 00:03:57,680 --> 00:04:00,920 There's so many different things that you should really be understanding. 57 00:04:00,920 --> 00:04:03,560 I've talked about this so many different times. 58 00:04:03,560 --> 00:04:07,920 I'm going to reiterate again that no matter what trade you do, and even if you've done 59 00:04:07,920 --> 00:04:14,600 it for 15, 20 years, to actually run a business is not even in the same genre. 60 00:04:14,600 --> 00:04:16,280 It's not the same at all. 61 00:04:16,280 --> 00:04:22,120 It's a completely different set of skills and a different set of, or understanding of 62 00:04:22,120 --> 00:04:27,640 so many different things, a different database of knowledge that you need to have in order 63 00:04:27,640 --> 00:04:32,960 to actually run and build a successful company. 64 00:04:32,960 --> 00:04:38,480 And so the data itself that, you know, we brought in a consulting company a little while 65 00:04:38,480 --> 00:04:43,400 ago, which kind of taught us how to understand some of the data we were getting and what 66 00:04:43,400 --> 00:04:46,160 data we were really needing to look at. 67 00:04:46,160 --> 00:04:47,720 And what data was a priority, right? 68 00:04:47,720 --> 00:04:53,760 And so one of the biggest data points that every company should be focused on is their 69 00:04:53,760 --> 00:04:54,760 sales. 70 00:04:54,760 --> 00:05:00,440 And the reason is, is because without clients and without income, without money, you don't 71 00:05:00,440 --> 00:05:01,600 have a business. 72 00:05:01,600 --> 00:05:08,640 So there is nothing more important on the data end than your actual sales, your prospects, 73 00:05:08,640 --> 00:05:12,720 your revenue that you're pulling in, and then all the data that, you know, how you use 74 00:05:12,720 --> 00:05:17,360 that money and who you pay and who you hire, all that stuff comes after actually acquiring 75 00:05:17,360 --> 00:05:19,360 the company or the business. 76 00:05:19,360 --> 00:05:20,360 Sorry. 77 00:05:20,360 --> 00:05:23,360 And so that is kind of one of the first things that we started to focus on. 78 00:05:23,360 --> 00:05:26,560 And we built this sales trend analysis. 79 00:05:26,560 --> 00:05:28,440 And I'll kind of show you guys an example. 80 00:05:28,440 --> 00:05:33,120 I'll put it out, if you're watching YouTube, you guys will be able to see the graph that 81 00:05:33,120 --> 00:05:35,080 we use. 82 00:05:35,080 --> 00:05:39,160 But basically, it takes the last, you know, for us the last three years or four years 83 00:05:39,160 --> 00:05:43,320 of business and it shows us every single month, you know, the revenue that we brought in, 84 00:05:43,320 --> 00:05:45,400 the sales that we brought in, right? 85 00:05:45,400 --> 00:05:50,800 And then based on that, we're able to put in a goal and say like, Hey, this year I want 86 00:05:50,800 --> 00:05:52,840 to do, for example, $10 million. 87 00:05:52,840 --> 00:05:58,720 Well, then it tells me exactly based on the history of data that we have in that sales 88 00:05:58,720 --> 00:06:05,280 trend analysis, tells me, Hey, you need to sell, you know, $600,000 in January, 800 in 89 00:06:05,280 --> 00:06:07,960 February, and so on and so on. 90 00:06:07,960 --> 00:06:13,960 And so what it does is it also told me, Hey, in your first quarter, you sold 19% of your 91 00:06:13,960 --> 00:06:15,560 total revenue that year. 92 00:06:15,560 --> 00:06:17,840 And the second quarter, you sold 20%. 93 00:06:17,840 --> 00:06:22,440 Third quarter, you sold 29% in your fourth quarter, you sold 33%. 94 00:06:22,440 --> 00:06:26,000 And what was interesting about knowing this data is it did a couple of things for me. 95 00:06:26,000 --> 00:06:31,000 Number one, apart from me being able to set a goal in it, literally telling me how much 96 00:06:31,000 --> 00:06:35,760 I need to sell each month based on the trend from the last three years. 97 00:06:35,760 --> 00:06:43,320 It also told me what my biggest and most revenue generating quarters, profiting quarters were 98 00:06:43,320 --> 00:06:44,880 in a year, right? 99 00:06:44,880 --> 00:06:51,080 So most people in construction, you know, there's certain areas where people really 100 00:06:51,080 --> 00:06:53,000 bank a lot of sales. 101 00:06:53,000 --> 00:06:58,800 And if you're, you know, a remodeler, one of the big seasons is like, right when taxes 102 00:06:58,800 --> 00:07:02,680 come back, everybody spends all their tax money on, you know, a shower upgrade, all 103 00:07:02,680 --> 00:07:03,680 that kind of stuff. 104 00:07:03,680 --> 00:07:07,320 And so we're on a bigger scale, but when I was a little bit smaller, that's like, that 105 00:07:07,320 --> 00:07:11,000 was a good season for me to be in. 106 00:07:11,000 --> 00:07:17,200 And a bad season would be was, you know, like a summertime people were on vacation. 107 00:07:17,200 --> 00:07:20,440 So that was kind of just like a lot of people were spending more money on that area, so 108 00:07:20,440 --> 00:07:21,920 they weren't putting in their houses, right? 109 00:07:21,920 --> 00:07:26,360 And then the fourth quarter in my head logically is like, well, dude, that's, you know, you 110 00:07:26,360 --> 00:07:30,800 got Halloween, Thanksgiving, Christmas, New Year's, nobody wants to be doing any work 111 00:07:30,800 --> 00:07:31,800 on their home. 112 00:07:31,800 --> 00:07:33,520 And so that kind of makes sense, right? 113 00:07:33,520 --> 00:07:38,400 So when we ran this analysis, I came to understand that our fourth quarter, right? 114 00:07:38,400 --> 00:07:46,640 So October, November, December, were our highest revenueing months of the year, all three years 115 00:07:46,640 --> 00:07:50,040 in a row, all three years. 116 00:07:50,040 --> 00:07:53,600 And that set me back a little bit like, what in the world are we doing? 117 00:07:53,600 --> 00:07:55,520 How is that, you know, how does that make sense? 118 00:07:55,520 --> 00:08:00,000 Because I thought, you know, it was kind of like the first quarter and maybe the third 119 00:08:00,000 --> 00:08:04,320 quarter where we were doing a lot of revenue or second quarter, and it was the complete 120 00:08:04,320 --> 00:08:05,320 opposite. 121 00:08:05,320 --> 00:08:10,840 So like first quarter was our lowest, second quarter was our, you know, second lowest and 122 00:08:10,840 --> 00:08:13,760 then third and fourth quarter just kind of went through the roof. 123 00:08:13,760 --> 00:08:16,400 And I thought that was super interesting. 124 00:08:16,400 --> 00:08:21,360 So what that did for us and our company is knowing those things, right? 125 00:08:21,360 --> 00:08:27,400 We're able to now understand that, hey, and, you know, right before the third and fourth 126 00:08:27,400 --> 00:08:30,720 quarter, we want to put a lot more money into marketing, right? 127 00:08:30,720 --> 00:08:36,280 Into Google and ads and all this stuff because that's where we are going to start generating 128 00:08:36,280 --> 00:08:37,640 even more profit, right? 129 00:08:37,640 --> 00:08:42,640 And come January time, well, January time is our lowest quarter every single year. 130 00:08:42,640 --> 00:08:43,640 Okay. 131 00:08:43,640 --> 00:08:45,480 So we're not going to put too much into marketing. 132 00:08:45,480 --> 00:08:51,400 We're going to focus on maybe some different ways to generate sales, whether that's boots 133 00:08:51,400 --> 00:08:53,680 on the ground, doorknock, you know, that kind of stuff. 134 00:08:53,680 --> 00:08:56,200 So these are just examples, right? 135 00:08:56,200 --> 00:09:05,520 But it really taught us how to understand what our business does, how it gets it done 136 00:09:05,520 --> 00:09:11,400 and where we can capitalize even more or where we can save money on and pull back when we 137 00:09:11,400 --> 00:09:15,760 know, okay, no matter what happens here, this isn't going to be worth any money. 138 00:09:15,760 --> 00:09:18,000 So we'll wait and put it over here, right? 139 00:09:18,000 --> 00:09:22,600 And make more money, you know, delay gratification of the third quarter versus the fourth or 140 00:09:22,600 --> 00:09:23,960 the first quarter. 141 00:09:23,960 --> 00:09:29,120 And so understanding your data just literally changes the game completely. 142 00:09:29,120 --> 00:09:30,880 And then the third part of that, right? 143 00:09:30,880 --> 00:09:35,400 So you got your data, your sales, which, you know, those who are correlating in this moment 144 00:09:35,400 --> 00:09:36,400 and what we're talking about. 145 00:09:36,400 --> 00:09:38,120 And then the third part is that momentum. 146 00:09:38,120 --> 00:09:51,600 So one of the best things that I think people don't take for granted is momentum. 147 00:09:51,600 --> 00:09:59,640 Momentum is literally its own power, you know, its own source of just energy. 148 00:09:59,640 --> 00:10:02,480 I don't even know how to explain it, but it's crazy how momentum works. 149 00:10:02,480 --> 00:10:08,720 So one of the things that we're really focusing on our company right now is talking about our 150 00:10:08,720 --> 00:10:09,720 wins. 151 00:10:09,720 --> 00:10:14,520 So, you know, especially in construction, and again, I haven't run any other type of 152 00:10:14,520 --> 00:10:15,520 company. 153 00:10:15,520 --> 00:10:19,880 So I don't know how it works there, but I know there's momentum that needs to be created 154 00:10:19,880 --> 00:10:26,040 in every single industry, but in construction, we have a lot more, I don't want to say disappointment, 155 00:10:26,040 --> 00:10:30,240 but we have a lot more hardships, I feel like, than most other companies. 156 00:10:30,240 --> 00:10:35,280 There's a lot more, there are more disappointments, you know, people not keeping the word like 157 00:10:35,280 --> 00:10:40,080 subs, or we're getting off schedule, or there's a change order homeowner wasn't expecting 158 00:10:40,080 --> 00:10:43,240 because they had mold in their walls or anything like that, right? 159 00:10:43,240 --> 00:10:49,560 So those is kind of navigating, truly navigating chaos more than making sure just a schedule 160 00:10:49,560 --> 00:10:50,560 stays on track. 161 00:10:50,560 --> 00:10:55,800 And that's why I always say general contractors in the construction industry, we are controllers 162 00:10:55,800 --> 00:10:56,800 of chaos. 163 00:10:56,800 --> 00:10:58,480 That is literally what people pay us for. 164 00:10:58,480 --> 00:11:03,160 It has nothing to do with so much the quality and stuff, which, you know, for us is always 165 00:11:03,160 --> 00:11:09,280 there, but really it's controlling, you know, 80 moving pieces in one schedule, making sure 166 00:11:09,280 --> 00:11:13,000 things get executed and we're not perfect and nobody ever is, right? 167 00:11:13,000 --> 00:11:18,720 But so getting back to my point is, you know, we have a lot of days where there's just, 168 00:11:18,720 --> 00:11:20,480 it's a little bit negative sometimes, right? 169 00:11:20,480 --> 00:11:26,200 You know, we have 30 jobs going on, for example, I can guarantee every single day there's handfuls 170 00:11:26,200 --> 00:11:31,320 of things that aren't going right or things that, you know, maybe our subs aren't communicating 171 00:11:31,320 --> 00:11:35,080 or somebody's didn't send an invoice and they didn't get paid on time because they 172 00:11:35,080 --> 00:11:36,080 didn't follow the process. 173 00:11:36,080 --> 00:11:40,760 And now we've got to do a check off the off the books to, you know, get them paid so they 174 00:11:40,760 --> 00:11:42,440 can start because they're holding us leverage. 175 00:11:42,440 --> 00:11:45,280 I mean, there's so many different things and it just kind of puts bad taste in your mouth, 176 00:11:45,280 --> 00:11:46,280 right? 177 00:11:46,280 --> 00:11:49,720 And when things happen in the morning, you know, it's easy to have a terrible day when 178 00:11:49,720 --> 00:11:53,920 your first thing that happens is a negative, you know, has a negative impact on you. 179 00:11:53,920 --> 00:11:58,000 And so, you know, it's all about that mindset and controlling that. 180 00:11:58,000 --> 00:12:04,040 Well, one of the things we started, we started doing is really focusing on the wins and I'll 181 00:12:04,040 --> 00:12:07,800 kind of share what we just actually put in place, but we put basically like a point system 182 00:12:07,800 --> 00:12:08,800 in place. 183 00:12:08,800 --> 00:12:13,960 So we have this kind of cold run and we have our weekly meetings on Friday and this is just 184 00:12:13,960 --> 00:12:16,840 our team meeting where we kind of go over everything for the next week, kind of go over 185 00:12:16,840 --> 00:12:22,000 any problems that some of our team members aren't able to solve themselves with brainstorm 186 00:12:22,000 --> 00:12:23,000 as a team. 187 00:12:23,000 --> 00:12:27,840 And then we go through, you know, some wins and stuff and kind of talk about some some 188 00:12:27,840 --> 00:12:28,960 fun things that are coming up. 189 00:12:28,960 --> 00:12:35,200 So anyways, we got this cold run and then we got these gold coins, plastic gold coins 190 00:12:35,200 --> 00:12:37,400 and these fake little ruby jewels. 191 00:12:37,400 --> 00:12:41,040 And so what we did is, you know, every Friday we go through wins. 192 00:12:41,040 --> 00:12:46,960 And so what we do now is we're going to, you know, we have these coins that are worth one 193 00:12:46,960 --> 00:12:48,480 point rubies that are worth two points. 194 00:12:48,480 --> 00:12:51,720 So everybody's going to go through and talk about a business win, something that was a 195 00:12:51,720 --> 00:12:54,680 win and whatever their, you know, their role was. 196 00:12:54,680 --> 00:12:59,320 So project coordinator, oh, hey, we finally got this order that we, you know, order three 197 00:12:59,320 --> 00:13:00,680 months ago, it finally came in. 198 00:13:00,680 --> 00:13:01,680 Okay, great. 199 00:13:01,680 --> 00:13:02,680 That's a win. 200 00:13:02,680 --> 00:13:03,680 Sales, that's easy, right? 201 00:13:03,680 --> 00:13:05,200 Oh, we sold a contract. 202 00:13:05,200 --> 00:13:06,200 Great. 203 00:13:06,200 --> 00:13:07,200 That's a win. 204 00:13:07,200 --> 00:13:10,480 And so everybody starts getting these coins or rubies. 205 00:13:10,480 --> 00:13:11,480 These are worth more. 206 00:13:11,480 --> 00:13:15,120 So like, you know, if we land a million dollar contract like we did last week, that's pretty 207 00:13:15,120 --> 00:13:16,120 much worth two rubies. 208 00:13:16,120 --> 00:13:17,280 It's not going to be worth one. 209 00:13:17,280 --> 00:13:18,280 So they're right. 210 00:13:18,280 --> 00:13:22,000 So some wins are going to be worth more than others, but everybody will get, you know, 211 00:13:22,000 --> 00:13:23,400 go over their win. 212 00:13:23,400 --> 00:13:27,800 And if it's acceptable or if it's an actual real win, they're going to get a coin or a 213 00:13:27,800 --> 00:13:29,360 ruby and they're going to be able to put in this pot. 214 00:13:29,360 --> 00:13:30,800 And then we have this chart. 215 00:13:30,800 --> 00:13:32,520 This chart ranges. 216 00:13:32,520 --> 00:13:35,320 There's 12 of us in our actual office. 217 00:13:35,320 --> 00:13:37,320 And that go through these meetings. 218 00:13:37,320 --> 00:13:45,360 And so there's 12, I mean, there's a minimum of 12 points that can be one every single 219 00:13:45,360 --> 00:13:46,360 week minimum. 220 00:13:46,360 --> 00:13:49,840 But obviously those I get, you know, rubies or their wins are worth more. 221 00:13:49,840 --> 00:13:52,640 It'll be a little bit more than that, but divide that by 52 weeks. 222 00:13:52,640 --> 00:13:58,880 Anyway, so we have this chart and the chart, once you save up to like 50 points, like, 223 00:13:58,880 --> 00:14:00,160 okay, we're going to go do this. 224 00:14:00,160 --> 00:14:04,960 And then we're going to go at this point, you know, go car racing, then this point skydiving. 225 00:14:04,960 --> 00:14:10,000 And then at this point, we're going to go on a weekend getaway trip, go camping and shooting. 226 00:14:10,000 --> 00:14:13,760 And then on this, the final one, I think is a cruise is what we have. 227 00:14:13,760 --> 00:14:15,240 And so we can build this point system. 228 00:14:15,240 --> 00:14:19,000 And what this is doing is this is creating a momentum for our team, right? 229 00:14:19,000 --> 00:14:23,560 So through all the negativity, all the crap that's going on, every week we're focusing 230 00:14:23,560 --> 00:14:24,560 on these wins. 231 00:14:24,560 --> 00:14:26,880 And it's also a motivation, right? 232 00:14:26,880 --> 00:14:32,280 So if, you know, our project coordinator, for example, right, to be on a company's butt, 233 00:14:32,280 --> 00:14:35,160 hold them accountable to get a certain piece of material in on time. 234 00:14:35,160 --> 00:14:38,960 So our job can keep going forward and we can get our progress payments and keep our clients 235 00:14:38,960 --> 00:14:39,960 happy. 236 00:14:39,960 --> 00:14:44,600 He's going to be thinking, oh, we're two points away from going go car racing as a team. 237 00:14:44,600 --> 00:14:46,360 Okay, I want to get my win this week. 238 00:14:46,360 --> 00:14:48,040 I want to make sure something good happens, right? 239 00:14:48,040 --> 00:14:51,920 And so everybody in the role starts to have this and then it creates this momentum. 240 00:14:51,920 --> 00:14:56,840 And once everybody's winning every single week, that momentum is created and then it's 241 00:14:56,840 --> 00:14:58,960 all about maintaining that momentum. 242 00:14:58,960 --> 00:15:02,800 One of the things, we got two salespeople in our company right now, there's me and there's 243 00:15:02,800 --> 00:15:04,800 Mikey. 244 00:15:04,800 --> 00:15:11,160 Mikey and I, we have, you know, we started talking about creating this momentum and creating 245 00:15:11,160 --> 00:15:14,560 a bunch of these, you know, getting a bunch of these cells and stuff. 246 00:15:14,560 --> 00:15:19,440 And we picked up our game at following up with prospects and contacting people and really 247 00:15:19,440 --> 00:15:26,480 being on them to kind of push them over that, that finish line and get them signed. 248 00:15:26,480 --> 00:15:32,440 And we started signing a ton of contracts and it created this enormous wave of momentum 249 00:15:32,440 --> 00:15:36,200 and we're just signing stuff left and right. 250 00:15:36,200 --> 00:15:39,320 And now it's all about maintaining that momentum, right? 251 00:15:39,320 --> 00:15:43,480 So yesterday we had a, you know, so we have this momentum yesterday. 252 00:15:43,480 --> 00:15:45,280 I was sick as a dog. 253 00:15:45,280 --> 00:15:48,680 It just hit me that night and I came into work because I just can't miss work. 254 00:15:48,680 --> 00:15:50,240 This is who I am. 255 00:15:50,240 --> 00:15:54,040 And I'm literally taking naps on our, on our couch in the conference room because I'm just 256 00:15:54,040 --> 00:15:55,640 like literally dead. 257 00:15:55,640 --> 00:16:00,040 But yesterday me and Mike and Mike was on phone very good either. 258 00:16:00,040 --> 00:16:06,480 We closed three contracts yesterday and I was sitting there this morning kind of think 259 00:16:06,480 --> 00:16:11,720 about like, dude, even when we were having the worst day, we probably worked about, I 260 00:16:11,720 --> 00:16:16,600 mean, I know I worked about maybe 25% of my day actually and slept the rest and kind of 261 00:16:16,600 --> 00:16:21,240 relaxed, but still was sending out a text or an email making sure, you know, I was getting 262 00:16:21,240 --> 00:16:26,800 pre-con agreement signed and, and that momentum maintained and it was just really cool to 263 00:16:26,800 --> 00:16:30,160 see because I feel like, you know, on other days I've been sick where that momentum is 264 00:16:30,160 --> 00:16:31,760 not created. 265 00:16:31,760 --> 00:16:33,040 That was just truly an off day. 266 00:16:33,040 --> 00:16:34,360 Nothing really good happened. 267 00:16:34,360 --> 00:16:38,480 You know, I'd be sick, go home, whatever the case is, but because of this momentum that 268 00:16:38,480 --> 00:16:46,320 we had, not only did it stay because, you know, it's a wave, but it just made me want to make 269 00:16:46,320 --> 00:16:49,160 something happen because we were on a winning streak, right? 270 00:16:49,160 --> 00:16:51,880 It's kind of like the Snapchat thing with your friends. 271 00:16:51,880 --> 00:16:52,880 What's it called? 272 00:16:52,880 --> 00:16:55,040 Like, it's a streak, right? 273 00:16:55,040 --> 00:16:58,000 So it's like, you know, those people that get a good momentum going, they don't, they'll 274 00:16:58,000 --> 00:17:02,000 just send a random snap just to keep that streak alive. 275 00:17:02,000 --> 00:17:04,680 And that may be a little bit, you know, back in the day, but that's what makes me think 276 00:17:04,680 --> 00:17:07,040 of like the momentum. 277 00:17:07,040 --> 00:17:11,880 People don't want to forfeit the momentum because keeping something, you know, adding 278 00:17:11,880 --> 00:17:14,360 stuff up, it feels good winning. 279 00:17:14,360 --> 00:17:16,760 It feels good. 280 00:17:16,760 --> 00:17:24,680 And what a good leader understands is that without momentum, your team will fail. 281 00:17:24,680 --> 00:17:25,680 You will fail. 282 00:17:25,680 --> 00:17:34,320 You have to create a momentum of winning, a momentum of energy in order to succeed because 283 00:17:34,320 --> 00:17:36,400 everybody's life is different, of course. 284 00:17:36,400 --> 00:17:38,280 I don't need to explain that to you. 285 00:17:38,280 --> 00:17:44,000 So I guarantee you somebody you talk to every single day is having an off day. 286 00:17:44,000 --> 00:17:45,200 They're having a bad day. 287 00:17:45,200 --> 00:17:50,640 Nothing happened, whether it's they didn't get good sleep, they're in a bad mood. 288 00:17:50,640 --> 00:17:54,360 Maybe they're on a diet so they can't eat anything, you know, more than 900 calories 289 00:17:54,360 --> 00:17:55,360 a day. 290 00:17:55,360 --> 00:17:59,200 So they're probably ticked off every single day because that just sucks, right? 291 00:17:59,200 --> 00:18:04,360 You know, maybe somebody, you know, missed a payment, you know, or they're freaking tight, 292 00:18:04,360 --> 00:18:06,320 they need new tires and they don't know how they're going to pay. 293 00:18:06,320 --> 00:18:10,640 Like there's so many things that are happening day to day basis. 294 00:18:10,640 --> 00:18:16,760 You know, one bad link in your chain and that chain is worthless, right? 295 00:18:16,760 --> 00:18:22,000 So if you come to really take a look at it that way to understand that when you walk 296 00:18:22,000 --> 00:18:28,120 in the office, somebody in your team is having a bad day, that momentum becomes so much more 297 00:18:28,120 --> 00:18:34,200 crucial to make sure that the way the team's working, the way the office is structured 298 00:18:34,200 --> 00:18:39,400 and working and everything going on that the momentum that your company has is going to 299 00:18:39,400 --> 00:18:40,560 carry over to them. 300 00:18:40,560 --> 00:18:45,320 So no matter what happens to that person that day, they're still going to be motivated, 301 00:18:45,320 --> 00:18:49,000 they're still going to want to get stuff done and they're still going to want to win in 302 00:18:49,000 --> 00:18:53,560 order to maintain that momentum, even though something was off, right? 303 00:18:53,560 --> 00:19:04,080 And so now you start recovering all of these lost tasks, all these lost wins, all of these 304 00:19:04,080 --> 00:19:11,480 lost, all this lost time, you start recovering all this because of a wave of momentum, right? 305 00:19:11,480 --> 00:19:17,520 So it plays such a big role and I think like I'm still learning so much more about momentum 306 00:19:17,520 --> 00:19:23,000 as I continue to go on in my career, but I just, it's something that I'm like so focused 307 00:19:23,000 --> 00:19:27,880 on at the moment and I've been focused on for a little bit because it's so powerful 308 00:19:27,880 --> 00:19:30,440 and it's something you can't really see. 309 00:19:30,440 --> 00:19:34,400 There's a lot of tangibility stuff that kind of add up to create that momentum, but like 310 00:19:34,400 --> 00:19:40,560 the actual wave, you don't really see it, you just kind of feel it and there's definitely 311 00:19:40,560 --> 00:19:47,040 markers to let you know that that momentum's there, but at the end of the day, a company 312 00:19:47,040 --> 00:19:53,120 with that momentum is a company that is on their way to failure period because if you're 313 00:19:53,120 --> 00:20:02,000 not going up and you're stagnant, the only way you can actually get back up is through 314 00:20:02,000 --> 00:20:06,440 momentum through wins and having everybody work together as a team because if you're 315 00:20:06,440 --> 00:20:08,800 not going up, you're going down. 316 00:20:08,800 --> 00:20:12,720 There's maybe some plateaus in there, but either way, plateaus only last for a little 317 00:20:12,720 --> 00:20:15,840 bit of time until it breaks. 318 00:20:15,840 --> 00:20:17,900 So momentum's really key. 319 00:20:17,900 --> 00:20:24,480 So kind of recap this little podcast I want to share that was what was on my mind is knowing 320 00:20:24,480 --> 00:20:30,680 your numbers, understanding how your company works, understanding what important data you 321 00:20:30,680 --> 00:20:35,160 need to be looking at to be able to run your business, to make smart business moves, make 322 00:20:35,160 --> 00:20:41,480 smart business decisions, to capitalize on everything that's working and to change or 323 00:20:41,480 --> 00:20:44,640 let go of all the things that are not working. 324 00:20:44,640 --> 00:20:47,560 That is so important. 325 00:20:47,560 --> 00:20:54,240 That's like your step number one in any business is to understand your data and receive your 326 00:20:54,240 --> 00:20:55,240 data. 327 00:20:55,240 --> 00:21:00,000 If you're not getting data reports every single week, then I don't know how you're a business. 328 00:21:00,000 --> 00:21:02,640 You have to get your data reports from every single department. 329 00:21:02,640 --> 00:21:08,360 If you're a one-man show, you better be pulling up reports yourself, understanding what reports 330 00:21:08,360 --> 00:21:13,480 you need to see just to know what trajectory your path is. 331 00:21:13,480 --> 00:21:19,760 Then going back into the data thing, my stress was at an all-time high for years because 332 00:21:19,760 --> 00:21:22,320 I was living week to week. 333 00:21:22,320 --> 00:21:29,040 So my cash flow was week to week, my sales were week to week, my jobs were week to week 334 00:21:29,040 --> 00:21:31,600 and everything was failing because of my jobs. 335 00:21:31,600 --> 00:21:36,800 Well, when you focus week to week and you have 80 million things that need to be scheduled, 336 00:21:36,800 --> 00:21:41,200 we run into time problems because we're calling people last minute, hey, can you do this next 337 00:21:41,200 --> 00:21:43,880 week, oh, I'm booked out three weeks and jobs will take forever. 338 00:21:43,880 --> 00:21:47,160 That's what happened when I planned week to week on our jobs. 339 00:21:47,160 --> 00:21:50,880 Sales week to week, well, I was just focused on a couple of sales, right? 340 00:21:50,880 --> 00:21:53,440 And so I wasn't focused on bringing further leads in. 341 00:21:53,440 --> 00:21:58,720 So I was going week to week on sales and I had huge gaps in signed contracts. 342 00:21:58,720 --> 00:22:02,000 I had crappy cash flow because of it. 343 00:22:02,000 --> 00:22:05,680 And then going to cash flow is when I was planning week to week, like, oh yeah, this 344 00:22:05,680 --> 00:22:06,680 week was great. 345 00:22:06,680 --> 00:22:09,320 I didn't put out a lot of money and I brought in more, but guess what? 346 00:22:09,320 --> 00:22:11,680 Next week I have to put out 80 grand and I'm only bringing in 10. 347 00:22:11,680 --> 00:22:12,880 I didn't know that. 348 00:22:12,880 --> 00:22:14,800 So that weekend I'd be great. 349 00:22:14,800 --> 00:22:17,920 Come Monday, Tuesday, Wednesday, oh shoot. 350 00:22:17,920 --> 00:22:19,600 I don't have enough money to do this. 351 00:22:19,600 --> 00:22:20,760 Crap, what do I got to do? 352 00:22:20,760 --> 00:22:24,600 Now I got to go take our loan and I got to spend more money for capital. 353 00:22:24,600 --> 00:22:28,080 And you know, so going week to week is terrible. 354 00:22:28,080 --> 00:22:32,800 Now, when you're planning ahead and you're looking for the future and you understand 355 00:22:32,800 --> 00:22:33,800 your data, right? 356 00:22:33,800 --> 00:22:37,160 You understand what's coming in and you have a six week projection. 357 00:22:37,160 --> 00:22:39,300 That's what we have is I have a six week projection. 358 00:22:39,300 --> 00:22:42,840 So you know, my cash flow is projected out six weeks, right? 359 00:22:42,840 --> 00:22:46,840 I get all my data in there of what comes out every single week, what's coming in every 360 00:22:46,840 --> 00:22:49,040 single week, all my AR and everything. 361 00:22:49,040 --> 00:22:50,440 And so I'm like, okay, you know what? 362 00:22:50,440 --> 00:22:57,520 I'm going a little bit negative on what I'm putting out versus, I'm sorry, going negative 363 00:22:57,520 --> 00:22:59,640 on what I'm bringing in versus what I'm putting out this week. 364 00:22:59,640 --> 00:23:04,040 But next week, next week I'm like 300% positive. 365 00:23:04,040 --> 00:23:09,200 So knowing that now, instead of stressing over the weekend, like crap, you know, and not 366 00:23:09,200 --> 00:23:13,240 being able to actually be there with my family or my friends, I know next week's going to 367 00:23:13,240 --> 00:23:14,240 be good. 368 00:23:14,240 --> 00:23:15,600 I still got money in the account. 369 00:23:15,600 --> 00:23:18,560 It's not a big deal because the next two weeks I'm positive, right? 370 00:23:18,560 --> 00:23:23,880 So and then, you know, I mean, running jobs is obvious when I'm planned out, my whole 371 00:23:23,880 --> 00:23:27,480 project's planned out versus going from week to week, things are smooth. 372 00:23:27,480 --> 00:23:31,760 We're able to be ahead of schedule, finished jobs sooner and clients are happy. 373 00:23:31,760 --> 00:23:33,160 We're happy and we get to progress. 374 00:23:33,160 --> 00:23:37,720 So understanding your data and knowing what data matters for your particular trade or 375 00:23:37,720 --> 00:23:41,120 business is super, super essential. 376 00:23:41,120 --> 00:23:44,800 And then once you understand all that, you create this momentum of wins, right? 377 00:23:44,800 --> 00:23:48,760 You create this momentum of understanding and you maintain it. 378 00:23:48,760 --> 00:23:51,760 Now what's really important is there's a lot of things in this world that work against 379 00:23:51,760 --> 00:23:52,760 you. 380 00:23:52,760 --> 00:23:59,000 If you have, you know, any type of faith, most faiths believe in a, you know, a force 381 00:23:59,000 --> 00:24:04,680 that works against you, whether it's the devil or, you know, kind of bad karma coming back 382 00:24:04,680 --> 00:24:05,680 at you. 383 00:24:05,680 --> 00:24:08,040 There's always a negative force that's really affecting you. 384 00:24:08,040 --> 00:24:14,600 So understanding that too and being able to have solutions in place to bring your team 385 00:24:14,600 --> 00:24:19,720 or bring yourself most importantly back on track is really, really essential. 386 00:24:19,720 --> 00:24:26,600 So like for me, when I have crap that happens at home or crap that happens in my life, I 387 00:24:26,600 --> 00:24:29,040 choose when to actually worry about it. 388 00:24:29,040 --> 00:24:33,680 And I actually tell my team this quite often is like, Hey, when my team's like worried 389 00:24:33,680 --> 00:24:38,720 about something with the client, for example, Oh, the client's going to be ticked. 390 00:24:38,720 --> 00:24:40,480 Well, are they going to be ticked? 391 00:24:40,480 --> 00:24:42,680 Do you know that for sure? 392 00:24:42,680 --> 00:24:44,480 You know, where are we at? 393 00:24:44,480 --> 00:24:47,720 Well, right now we're waiting to even know if this is going to be a problem from the 394 00:24:47,720 --> 00:24:50,680 architect and I don't want to tell the client blah, blah, blah. 395 00:24:50,680 --> 00:24:51,680 I'm stressed out. 396 00:24:51,680 --> 00:24:54,280 It's like, well, this may not even be a problem. 397 00:24:54,280 --> 00:24:58,280 So we don't find out for a week from the architect, if it is a problem, why are you going to spend 398 00:24:58,280 --> 00:24:59,280 that week stressing? 399 00:24:59,280 --> 00:25:00,280 Right? 400 00:25:00,280 --> 00:25:02,760 You have a million other things to worry about. 401 00:25:02,760 --> 00:25:04,880 You have a lot of problems you can solve right now. 402 00:25:04,880 --> 00:25:09,640 Why would you spend all that time and mental energy on something that you don't even know 403 00:25:09,640 --> 00:25:11,400 if it's going to happen yet? 404 00:25:11,400 --> 00:25:12,400 Right? 405 00:25:12,400 --> 00:25:17,440 And so I tell myself and my team all the time, worry about it when you need to worry about 406 00:25:17,440 --> 00:25:18,440 it. 407 00:25:18,440 --> 00:25:20,600 Don't worry about it when you don't need to worry about it. 408 00:25:20,600 --> 00:25:25,920 Because then you're just missing a ton of opportunity, which is called opportunity costs, right? 409 00:25:25,920 --> 00:25:30,880 You're losing a ton of time, a ton of energy when you could be using all that to capitalize 410 00:25:30,880 --> 00:25:37,040 and make moves forward and progress and make money in all these other areas. 411 00:25:37,040 --> 00:25:42,200 And so with the momentum, all the negative stuff that happens, you've got to find a way 412 00:25:42,200 --> 00:25:44,160 to put yourself back on track. 413 00:25:44,160 --> 00:25:49,440 And a lot of times that is just understanding, hey, right now, can't do anything about it 414 00:25:49,440 --> 00:25:50,440 in this moment. 415 00:25:50,440 --> 00:25:53,040 So I'm not going to worry about it. 416 00:25:53,040 --> 00:25:54,880 I'm going to worry about these things. 417 00:25:54,880 --> 00:25:58,640 Get these wins over here, celebrate these wins over here. 418 00:25:58,640 --> 00:26:03,280 And when it comes time to deal with this problem, I'm going to be ready for it. 419 00:26:03,280 --> 00:26:06,680 Versus crap, I'm going to spend the entire week focused on this. 420 00:26:06,680 --> 00:26:09,080 I'm not going to worry about these wins. 421 00:26:09,080 --> 00:26:13,200 And then let's say you still, for sure now that is a problem with the architect. 422 00:26:13,200 --> 00:26:14,800 Well, you just forfeited all these wins. 423 00:26:14,800 --> 00:26:20,400 So now you have a quadruple loss on the table versus getting all these wins and only losing 424 00:26:20,400 --> 00:26:21,760 this one thing here. 425 00:26:21,760 --> 00:26:24,240 But at the same time, you have this momentum of these wins. 426 00:26:24,240 --> 00:26:30,760 So you're better capable and stronger and have more energy to actually deal with this 427 00:26:30,760 --> 00:26:32,680 problem on this side. 428 00:26:32,680 --> 00:26:40,520 So it's, yeah, it's, it's very important to understand how to deal with the stuff that 429 00:26:40,520 --> 00:26:44,640 happens and maintain that momentum and how to put off what you need to put off and how 430 00:26:44,640 --> 00:26:47,200 to handle what you can handle in the moment. 431 00:26:47,200 --> 00:26:53,240 So data, sales, momentum, that is very key. 432 00:26:53,240 --> 00:26:57,360 And I feel like so many people don't know that because I didn't know that, you know, 433 00:26:57,360 --> 00:27:00,120 when you start a company blindly, you don't know what you don't know. 434 00:27:00,120 --> 00:27:06,120 And so for me, I thought like, Hey, it's simple businesses, have a product, make some 435 00:27:06,120 --> 00:27:12,280 sales, bring the money in, get the crap done and continue to do that. 436 00:27:12,280 --> 00:27:15,240 That's literally like 1% is probably more than that. 437 00:27:15,240 --> 00:27:19,840 You get what I'm saying, that's a small portion of everything else. 438 00:27:19,840 --> 00:27:25,040 And especially when you grow to a bigger scale, you know, for those of you guys that are trying 439 00:27:25,040 --> 00:27:29,720 to build a company or for those of you guys that have a company with team members, it's 440 00:27:29,720 --> 00:27:32,840 really important to know that that's not a normality. 441 00:27:32,840 --> 00:27:36,680 And especially in construction for me, like there's so many GCs out there, but there are 442 00:27:36,680 --> 00:27:42,000 like these, you know, one one show dudes who have a good sub pool. 443 00:27:42,000 --> 00:27:47,040 There's maybe one guy that has like one runner and another guy that kind of helps run a few 444 00:27:47,040 --> 00:27:52,600 jobs, but like to actually have a team is something extremely special. 445 00:27:52,600 --> 00:27:57,640 And so when you're running out of team level, I mean, all this stuff becomes even, I mean, 446 00:27:57,640 --> 00:28:01,280 10 times more important to understand so many different things. 447 00:28:01,280 --> 00:28:03,480 So but anyways, I won't go too much into that. 448 00:28:03,480 --> 00:28:10,720 So guys, you know, understanding your data and having momentum is something that you 449 00:28:10,720 --> 00:28:15,160 probably need in the moment, because if you don't need it, then you're probably failing. 450 00:28:15,160 --> 00:28:17,520 You need this stuff every single day. 451 00:28:17,520 --> 00:28:21,560 And if you are getting lucky, like I was the first couple years of my business, understand 452 00:28:21,560 --> 00:28:23,480 that luck runs out. 453 00:28:23,480 --> 00:28:25,560 And I know that whole saying, Oh, you create your own luck. 454 00:28:25,560 --> 00:28:26,680 Yes, I agree with that. 455 00:28:26,680 --> 00:28:27,800 We do create our own luck. 456 00:28:27,800 --> 00:28:33,960 But at the same time, when you create your own luck, at some point you need to create 457 00:28:33,960 --> 00:28:41,280 you need to transfer that to actually actually not being luck and actually being something 458 00:28:41,280 --> 00:28:47,080 that you are truly making possible, if that makes sense, right? 459 00:28:47,080 --> 00:28:48,080 Like winning the lottery. 460 00:28:48,080 --> 00:28:49,080 Yeah, that was lucky. 461 00:28:49,080 --> 00:28:50,360 But then what are you going to do with all that money? 462 00:28:50,360 --> 00:28:52,040 Are you just going to blow it and lose it? 463 00:28:52,040 --> 00:28:54,160 Or are you going to make something with it? 464 00:28:54,160 --> 00:28:55,160 Right. 465 00:28:55,160 --> 00:28:58,480 So guys, this is a homework assignment podcast. 466 00:28:58,480 --> 00:29:02,800 This is the podcast where we go through all these different types of things we talk about 467 00:29:02,800 --> 00:29:09,680 our lives, our personal, our business lives, and we really break down, you know, the everyday 468 00:29:09,680 --> 00:29:16,240 life of entrepreneurship, entrepreneurship, and the pathway to success from every single 469 00:29:16,240 --> 00:29:17,240 angle possible. 470 00:29:17,240 --> 00:29:18,960 So I appreciate you guys joining. 471 00:29:18,960 --> 00:29:22,920 Remember, we have comments where we go through to look for new questions. 472 00:29:22,920 --> 00:29:25,120 We're actually going to be doing a Q&A next week. 473 00:29:25,120 --> 00:29:26,120 We have one coming up. 474 00:29:26,120 --> 00:29:29,720 So if you guys have any questions at all, please drop them below. 475 00:29:29,720 --> 00:29:34,080 Make sure you guys follow our Instagram page and our Facebook page and just kind of keep 476 00:29:34,080 --> 00:29:35,080 up today while we're doing. 477 00:29:35,080 --> 00:29:43,840 We're actually going to be doing a giveaway for the homework assignment podcast. 478 00:29:43,840 --> 00:29:47,080 So we're actually going to be doing a giveaway for the homework assignment podcast. 479 00:29:47,080 --> 00:29:48,080 Okay. 480 00:29:48,080 --> 00:29:53,520 So we are giving away $1,000 to SHIELDS for those of you guys that have been to one. 481 00:29:53,520 --> 00:29:56,280 I think there's what, 35 in the nation. 482 00:29:56,280 --> 00:30:00,600 So for the most part, everybody should be able to use that if not they have online, 483 00:30:00,600 --> 00:30:02,720 but SHIELDS is an awesome place. 484 00:30:02,720 --> 00:30:05,640 We have one out over here in Arizona and I absolutely love it. 485 00:30:05,640 --> 00:30:06,640 I was shopping there the other day. 486 00:30:06,640 --> 00:30:07,880 I'm like, you know what? 487 00:30:07,880 --> 00:30:12,760 If someone gave me an opportunity to win $1,000 to SHIELDS, I'd be all over that. 488 00:30:12,760 --> 00:30:17,520 So we're going to be launching a giveaway for $1,000 gift card to SHIELDS. 489 00:30:17,520 --> 00:30:18,520 Super simple. 490 00:30:18,520 --> 00:30:19,520 You got to do a few things. 491 00:30:19,520 --> 00:30:22,440 Number one, you have to follow us on social media on both the homework assignment and 492 00:30:22,440 --> 00:30:29,720 the elder contracting and then you have to tag three people as well to on our post, our 493 00:30:29,720 --> 00:30:33,280 actual post for the sponsorship or the giveaway. 494 00:30:33,280 --> 00:30:34,280 I'm sorry. 495 00:30:34,280 --> 00:30:37,840 So if you guys do that, was there anything else for that? 496 00:30:37,840 --> 00:30:42,720 I was going to say the only other thing is share whatever the post is, whether it's a 497 00:30:42,720 --> 00:30:43,720 on your story, right? 498 00:30:43,720 --> 00:30:44,720 Yeah. 499 00:30:44,720 --> 00:30:45,720 Yeah. 500 00:30:45,720 --> 00:30:48,720 That way we can spread to more people, give more people a chance to win this $1,000 because 501 00:30:48,720 --> 00:30:50,720 everyone would love to have it. 502 00:30:50,720 --> 00:30:51,720 I'm sure. 503 00:30:51,720 --> 00:30:53,640 So keep an eye out for that. 504 00:30:53,640 --> 00:30:56,000 We're launching that next week. 505 00:30:56,000 --> 00:30:58,440 And at the end of the day, we're just trying to spread the word guys. 506 00:30:58,440 --> 00:31:03,800 If you guys know anybody that could benefit from this podcast, please let us know. 507 00:31:03,800 --> 00:31:06,560 In a couple of weeks, I'm actually going to be doing a podcast to kind of report a little 508 00:31:06,560 --> 00:31:12,080 bit on the Faction Foundation, this new program that I joined that is absolutely out of this 509 00:31:12,080 --> 00:31:13,080 world. 510 00:31:13,080 --> 00:31:14,080 It's phenomenal. 511 00:31:14,080 --> 00:31:16,160 It's literally all in one. 512 00:31:16,160 --> 00:31:20,800 It's not missing any of the key components like so many other coaching programs and I 513 00:31:20,800 --> 00:31:25,720 don't get anything from talking about it, but I have truly enjoyed it so much and benefited 514 00:31:25,720 --> 00:31:26,800 so much from it. 515 00:31:26,800 --> 00:31:29,840 I'm not trying to sell it, but I just want to talk about it. 516 00:31:29,840 --> 00:31:33,400 I want to show you guys what I'm learning and I'm really excited to kind of share that 517 00:31:33,400 --> 00:31:34,400 journey with you guys. 518 00:31:34,400 --> 00:31:35,920 So thanks for joining guys. 519 00:31:35,920 --> 00:31:54,320 We appreciate you and don't forget to like and follow.