EP 146 : Mastering Business Priorities
Introduction :
Welcome to the DYB Podcast where we dive into the world of door-to-door sales, virtual estimates, and effective managerial strategies for fieldwork and crew training.
Our speakers discuss the power of building rapport, using Google Earth for targeted leads, and the significance of community spotlights and networking.
From tackling accounting and logistical challenges to leveraging social proof and public speaking skills, our speakers share valuable insights to help you double your business’s impact.
Tune in for advice on client acquisition, employee retention, tax deductions, and so much more.
And don’t forget to share with fellow entrepreneurs for a dose of motivation.
Get ready to be inspired to dream big and hustle smarter with this power-packed episode to help you double your business.
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Transcript :
Speaker A [00:00:00]: Welcome to the DYB podcast, where each week we share strategies and stories to inspire you to double your business so that you can have financial freedom, time for your family, and make an impact in your community. Speaker B [00:00:13]: Don't waste your time going on leads that you don't want to do business with. Drive only to high value leads. Make sure you use the prequalifying process. Check it out atdybcoach.com backslashdybhyphen prequalifying hyphen process. Speaker A [00:00:30]: And now this week's episode. Speaker C [00:00:32]: Hello. Welcome to Mastermind. Our mission is to build $1,000,000 businesses so that we can have financial freedom, time for our families, and make an impact in our communities. Let's kick it off some big wins. Daryl, lead the way, please. Speaker D [00:00:44]: Yeah. My I had a I was on the front page of the paper. My my crew was this last, I think, Thursday or Friday. There's an organization called Strong Dads, and they help re they help, reunite kids with their dads Mhmm. And help dads get jobs and get back in society after incarceration. So my team lead is actually a recent graduate of them, and they were the lady at Strong Dads is actually a speaker at a Rotary Club meeting a few months ago. And she's Will talks so highly of you, and she was just raving about how Will likes our business. Anyways, she called me up and said that they're doing a popsicles for pops campaign where they're going around to job sites and give them popsicles to to to cruise outside working. Speaker D [00:01:32]: And she goes, you were my first choice. And so I took a picture of them, and they're all over social media. They put it on face or on the on the front page of the local paper. So it was pretty cool. And my guy, Will, he had no idea they were coming over. He dang near teared up when they left because it was just a cool gesture. Really cool. So the built culture and everything. Speaker D [00:01:52]: Yeah. Speaker C [00:01:53]: Right on. Fantastic. Thank you, Darryl. Very cool. Isaac. Speaker E [00:01:58]: Yeah. So, a couple weeks ago, I was telling you guys I was able to score a really good applicant from another company. And he started, and he's doing fantastic. And, yeah. So did 2 interviews on Saturday, and I'm hiring one of them. And I'm really excited about that. And then I'm continuing to book more work. So I'm going and doing estimates at 5, 5:30, and, changing out my clothes real fast, cleaning the paint off. Speaker E [00:02:27]: Just, oh my gosh. Speaker C [00:02:29]: I can remember those days. I used to keep a shower a can of shower and a can with me and a toothbrush and toothpaste. And then a a polo shirt on a hanger. I'd keep because I backed in the pick single cab pickup truck. Can't do it behind me and run into the Shell gas station and do a little change room, clean up. Yeah. Wow. Yeah. Speaker E [00:02:49]: So every time I do that, I'm like, I'm I can't do this anymore. This is crazy. Yeah. So Speaker F [00:02:56]: it's just Speaker E [00:02:57]: Giving me that feedback loop of yeah. I've I'm putting things in place to never have to do this again. Speaker C [00:03:04]: Yes. So that's Speaker F [00:03:05]: been good. Speaker E [00:03:06]: I feel like I've experienced a lot of growth in the last couple weeks since listening to E Myth and just leaning into hiring. And, yeah, we're on a good track. I'm excited to see where I'm at in another 2 weeks. Speaker C [00:03:19]: Awesome. Fantastic. Thank you, Isaac. Speaker E [00:03:21]: Yeah. Speaker C [00:03:22]: Sonia. Speaker B [00:03:23]: Okay. So when Daryl did the the mastermind, fantabulous job, Daryl, I put into practice then because I had asked him about the focus on networking and where to network and where to go for that for so did that very consistently and just stayed focused on just with the BNI and then also other little groups that I've been just looking through. And then taking action just was able to with the with some of those, I was able to get people, like, referrals and then also so referrals are coming. And so also clients. I think you had mentioned also get back and talk to your past clients. And so getting I have a few of those repeat customers that we're doing work for. So we were able to fill in the end of our calendar for July and also the beginning of August. So getting back on track. Speaker B [00:04:10]: So thank you for that. That's a big win. Speaker C [00:04:13]: Yeah. That's that's great. Fantastic. Speaker D [00:04:16]: Thank you very much. Works. Speaker B [00:04:18]: It does. Be patient. That's one thing I okay. That was another win too. Patient. Speaker C [00:04:22]: Right on. Awesome. Thank you, Sonia. And thank you again, Darryl, for leading all those away. Chris. Speaker G [00:04:29]: Good morning. My big win sound okay? Speaker F [00:04:32]: Yep. Mhmm. Speaker G [00:04:33]: My big win is I'm working on system atizing all of my all of step 9. The SendOutCards I've turned into like an SOP that I could pass off to an admin when that time comes. And, it was pretty tip. Just a quarterly thing that we send out. And so that's scheduled and then we're just gonna stay on top of that. For Facebook, I had I'm getting I'm creating a whole schedule of posts that I'm gonna be putting in Todoist, which is separate from my calendar, but sends me notifications for when I need to post 3 times a day. What else is there? The the calling people, that's a simple process. Make a call once a day and already got some work or at least put out an estimate for someone yesterday doing that. Speaker G [00:05:20]: And it was really encouraging, actually, even, like, following up with clients from 2 years ago and just hearing how happy they were to hear from us And just that getting that warm response. And then what was the other one? The newsletter. I outsourced that one to April with the FYB. So just getting the whole thing systematized and turned into a process where, because I wasn't doing it at all. And the only way I could think of how to do it is to have a process to make it happen. And, so far so good. Speaker C [00:05:48]: Yeah. Way to go and way to get after it. And those social posts, your Facebook, that's your personal profile? Speaker G [00:05:54]: After we talked, yes. It's gonna be, transitioning all to the I I really like the business page because I can schedule it all, and I'm lazy. And I just wanna schedule it, set it, and forget it. But instead now I have a process where I'll just put in Todoist to a Todoist will notify me, I'll have the post ready to be posted at the right time. To some extent, a lot of it will still be organic, but Speaker C [00:06:18]: Yeah. Speaker G [00:06:19]: I don't do it without notifications and reminders. Speaker C [00:06:22]: Yeah. No. That's right. So the reason why so go back to this, because this is one of the hardest strategies for me to help most of folks to understand. And that is your personal profile, which Chris and I already talked about. So I was reiterating to get share with everybody else, get the point across your personal profile is where you get free exposure. And that's where everybody knows you and already likes you. The business profile, you get, like, less than a half percent. Speaker C [00:06:46]: And you have to pay to play. So you have to pay to play, plus people don't wanna engage with a business. They wanna engage with the person. They wanna engage with you. And so if you notice on my profiles, I always use my personal on everything. And I share my values, and I share my hobbies, and I make a big deal about those so that when you see a Jeep, who do you think of? Right? And I get like, I had a friend who was vacationing in Europe and he saw a Jeep and he stopped his Europe vacation, took a picture of a Jeep and and sent me a direct message. That's just fun. So use your personal profile. Speaker C [00:07:17]: Use your personal profile. That's where all the opportunity is. Okay? Someone will post their business and share it to the personal. No engagement. So if you feel like, what? For whatever reason, you have a hard time doing this, run a test. Just do it for 1 week. Just do it for 1 week, plus your personal profile. Watch the engagement difference between your personal profile and the business profile. Speaker C [00:07:35]: And I don't use my business profile. So I don't know the last time you guys have ever seen, like, a post from DYB coach. And then even back in the day with Bernadette Painting, you don't see them. Not the personal page. Now there are occasions where, like, somebody on the team will post something because they're just going out of their way to share something. But it's not me posting anything to the business profile because it's just not a good use of our resources. Use your personal profile. We're not a large corporation. Speaker C [00:07:59]: We can leverage our personal, networks. And so great job with that, Chris. Speaker B [00:08:03]: Is that just on Facebook or is that also on Instagram? Speaker C [00:08:07]: That's on Facebook. Speaker B [00:08:08]: Okay. Speaker C [00:08:09]: Mhmm. Yep. Okay. Because Facebook is where you want the conversations. Right? Instagram's kinda dislikes and not as it's not as engaging conversational wise. Alright. Lauren. Speaker F [00:08:23]: Hey. Good morning, guys. Good morning. Excuse me. Big wins for me a couple weeks. They are small, actually, but we're doing the project with the garage, so we finished yesterday. Same time, the owner wants to do some touch up inside the house, so it keeps my guys busy for another 2 days. Nice. Speaker F [00:08:40]: So it's paying time and material. Have another project, which it's small too, probably 3, 4 days. That's high prices. I scheduled it for 2 weeks in 2 weeks. I'm sorry. And then I have another project which then I guys started, like, since June when I was in the vacation. They kick us out because they all didn't want the pages to be there. Say, oh, you guys are gonna be in the end. Speaker F [00:09:03]: I don't want any dust and anything and anything. So we started today, go back today for 2 guys, and now we're working on another job. Started a big job. They called me on Thursday and said, hey. We have the master section. Please, you have to come and prime because the time guy also starts. I sent my guys on a Friday for 2 day to guys. They prime all the section, finish the ceilings, which is great. Speaker F [00:09:27]: This way, everything. The good thing is last week, I went to 1 of BNI meeting. It's not my chapter, but I'm not a chapter. 1 of the BNI in my group, they say to me, can you please go and sub for me? I said, absolutely. Yes. No problem. That was fun knowing more people. And, actually, some of those guys are coming to my group to sub for the other people. Speaker F [00:09:48]: So I was, hey. Florian is here. Welcome. But they had another creator, which I had a good conversation with him. And it seems like he's the excuse me. He's a very nice guy, and probably we try to share in the business, which is great. I have another, which I closed in the spot last week, which is old client. They moved from one place to another place. Speaker F [00:10:09]: And as let's say, like, living room, master bedroom, but not completely so well. It was, like, 32100, which is great, actually. And he didn't ask even, hey. What is your estimate? I said, here's my estimate. This sound right away. No question about. So I didn't wanna go on details and everything. Now I said, no. Speaker F [00:10:26]: I know it. And the working on the Calendly because sometimes our schedule is, like people on the schedule is a conflict. So pretty much in the morning, in the general section, I go there. I see my calendar. I have a piece. So, for example, tomorrow, we have together, Steve, but with nobody can schedule that time, so no worries at all. But that's what I have. Small business. Speaker F [00:10:48]: Yeah. Speaker C [00:10:48]: It's nice. It's nice list. Yes, sir. Yeah. Yeah. That's awesome. Glad to hear it. Thank Speaker F [00:10:53]: you, Corian. Yeah. Thank you. Speaker C [00:10:56]: Morning, Greg. Speaker H [00:10:57]: Morning, Steve. Big wins. I think the biggest win is that one of my least productive painters just put her in her 2 weeks notice. Speaker F [00:11:06]: Hey. There you go. Big win. Speaker H [00:11:08]: So it's Yeah. Speaker C [00:11:09]: For the average, production rate just went up. Speaker H [00:11:11]: Or something. Exactly. I would like to replace her, but I just need to I just need to get on the stick with with implementing the system so that the crew can have work to chew Speaker C [00:11:22]: through. Yeah. Did you see Isaac's video that he shared in the community? Speaker F [00:11:26]: No. I did not. Speaker C [00:11:27]: Okay. Isaac, would you would this be a good time? Would you mind running through that? Speaker E [00:11:31]: So I've tryna I've been trying to implement just a really diligent and repeatable hiring process. The or they are the right fit and serious. So I wanna filter those out. And I use AI to put together a very specific ad that caters to who I'm looking for, and then that's Chat gbt. And then so as they come in, then instead of them copy and pasting a link, I have them specifically reach out to me with the phrase online application, please, and I have them either text that to me or email it to me. And compared to before when I was having copy and paste the link, I got tenfold engagement. And so I'd I wanna figure out a way to automate this, but I was just texting the link each time and just with a freight or a thing I already had ready. So I just copy and paste it, and it just says, hi. Speaker E [00:12:35]: Thanks so much for your interest. Here's the link. Hope to talk to you soon. So had a 100 people on one of my campaigns come through on Indeed. And then if I remember, I think it was 60 came through and asked for the link. 40 filled out the whole application. And then I think, if I'm just remembering off the top of my head, I think I reached out to 20 or something or maybe 5th to ask for a virtual interview, and that I just have them record a selfie video answering 2 questions. I pose one scenario where the customer walks into a room being painted and says, oh, no. Speaker E [00:13:19]: This isn't the color I was picturing. What do you do? How do you handle that situation? And then I have them answer, what makes you excited about working here? And then so they'll send that to me. Of those 15 or so that I reached out to, I think 9 or so sent in the requested video. And then of those 9, I had to come in for an in person interview, and I hired one of them. So of a 100 people, I hired 1, and it seems like a lot to go through, but I think that it really helped me keep people that wouldn't have been a good fit at bay. Yeah. That's it in a gist. And I'll probably continue to make tweaks along the way, but I'm liking it so far. Speaker C [00:14:06]: I have one idea for you, Isaac. You're copy and paste the link. Do you use an iPhone? Speaker E [00:14:12]: No. I need to get there, though. Speaker C [00:14:14]: Maybe Android does it. They're just so there's a there's a keyboard shortcut for a lot of things. And so I would be shocked if Android didn't have a keyboard shortcut. You could just create okay. Yeah. So when you type in a a, it'll populate the whole Speaker H [00:14:27]: Alcoholics Anonymous Speaker C [00:14:29]: of America. Sentence sentence on your link, and it'll populate whatever whatever you need. So just to save you from having to go, like, copy and then back over to paste, you could just as soon as that comes up, you can just say, for example, z z z. Yeah. Speaker E [00:14:45]: Yeah. Yeah. So you're saying in my response to them asking for the link, I can just do the z z z? Speaker C [00:14:53]: Yep. Oh. Save you the whole copy and paste up. That'd be great. Yeah. Because sometimes it's, oh, I gotta go for me and the iPhone, I gotta go to the note, look for it. So a lot of times, we talk about some of our most popular common books, like Getting Things Done, How Bad Do You Want It, and, crucial conversations. I have shortcuts for those links because I share them so often. Speaker E [00:15:13]: Okay. Alright. Speaker C [00:15:14]: Just to save you a little step there. Speaker E [00:15:16]: Yeah. I didn't know if there was something in Zapier where, I could connect it to at least the email one or if it was a response wrong. Speaker C [00:15:25]: Yep. So actually, are you using ActiveCampaign? Speaker E [00:15:28]: No. I'm using MailerLite. It's similar but cheaper. Speaker C [00:15:33]: Yeah. Alright. I'm not sure about MailerLite, but if they have an opening, API, I'm sure there's Speaker E [00:15:39]: something we could do. I'll look into it. Speaker C [00:15:42]: Cool. But, man, thank you. That's such a cool system. Thank you for sharing that again. Speaker E [00:15:46]: Thank you. I'm being Speaker C [00:15:47]: Alright. What's the one thing we could brainstorm to help you to double your millions faster, Daryl? Speaker D [00:15:53]: Yeah. So I this is really a CPA question, but I wanna talk to some painters specifically. Since I started business, I've been doing mileage on all my vehicles. I just get my mileage. It's easier on me. Sometimes it's not making any more money at the end of the year, but it's just saved me from receipts. But this year, I've purchased 2 trucks, one of them just yesterday. But the one I bought yesterday was a truck I used to own. Speaker D [00:16:16]: It was a big 3 quarter ton diesel, and it's like a 12,000 truck. And I bought it from a good friend of mine for 5 grand. But, anyways, I bought a truck in January, and I put about $15 between what I purchased and what I put into it. And I'm gonna have about $10 in this one. So that's about $25. I've I've been looking at my my returns, and I'm getting about 20 to $28,000 a year off of my taxes with the mileage I do. But just with these two trucks, I can get 25,000 off right there. And so I just don't know. Speaker D [00:16:54]: I'm a little bit concerned because I'm I'm keeping all the gas receipts, and I don't know what the best rate what the best way to do it all is because I've never had to keep track of any of my records on any of my repairs, my insurance, my fuel. I'm never had to keep because I get mileage. And now I'm doing a 180, and I'm doing that. So I don't know what I wanna make sure I don't miss anything. Am I clear on my question? Speaker C [00:17:21]: Mhmm. Yep. I gotcha. Yep. Few things to consider. 1 is the value of the vehicle, that you pay for. The cheaper ones, say, 5,000 less, it's most likely ideal to deduct mileage. Speaker H [00:17:33]: Absolutely. Speaker C [00:17:34]: For those 10 say, 10,000 more, you wanna depreciate the cost of the vehicle. Now you have a couple option options when it comes to depreciating. Sometimes you can depreciate the thing in the whole year. But if you do that, then that means you don't get any deductions for it moving forward. You've taken it all. And the none of us here are qualified to give you an answer because none of us know your 2 things, financials and tax code together as well as your CPA. Mhmm. So I would not make a decision on this until you meet with your CPA. Speaker C [00:18:07]: And in fact, like, we didn't. I would just ask my CPA. I said, hey. I bought a vehicle. Handle it. I didn't make that choice because I trusted them to do their job, and she does, and she does an awesome job. And usually, if it was a certain amount, she would just appreciate it over 3 or 5 years or something like that. In the very beginning, I think it was only like one of the first trucks I had when I started over Florida. Speaker C [00:18:25]: I paid $35100. Remember we paid $35100 for pickup and and it had some miles on it. So not that old guys. But and that went over up mileage. But when I started buying vehicles that were 10,000 plus, we would depreciate the cost of the vehicle. Mhmm. And I didn't the key the the takeaway here is we don't make that decision. That's not our role. Speaker C [00:18:43]: Yeah. That is our CPA job. Yeah. Speaker D [00:18:45]: I I totally get that. I I my my main thing is just wondering how to keep track separately because with my insurance, I pay one lump sum for all my vehicles, which it is itemized, but then all my fuel receipts. So I'm wondering if I should get a separate credit card that way because my I know you have to keep receipts in the very end anyways, do in just in case. But the way the CPA works, he looks at the credit card. Anything that's a ConocoPhillips, it's not gonna be written off because I do mileage. Now it's not gonna be the case, so I'm wondering if I should get a separate fuel card. Speaker C [00:19:21]: Oh, okay. Because one of them is going to be mileage and one's gonna be Speaker D [00:19:24]: And so I I won't be mess in my head. Speaker C [00:19:26]: Okay. Yeah. Yeah. Just get a separate separate card, separate account of some type. Speaker D [00:19:31]: And I'm curious what what the group does. Do you guys do mileage, or do you write off your vehicle and all your expenses? I'm really curious. Speaker F [00:19:39]: I'm about to Speaker G [00:19:40]: buy a vehicle, and we'll write it off. What I was gonna add to Steve is you're buying 2. So from what I understand, you can only do 1 a year. Right? Is that right? You can only do 1 vehicle a year? Speaker C [00:19:54]: I don't think so. I don't think so. No. We did we did more than that. Speaker G [00:19:57]: K. Maybe I'm Speaker C [00:19:59]: wrong. Yeah. No. It's not one a year because I mean, could you imagine thinking about something that has a 100 vehicles? Yeah. Speaker F [00:20:04]: How car Speaker B [00:20:05]: It is kinda keep the people accountable to if you're gonna do mileage, will they need to keep accountable of the mileage? I know, like, I have the MileIQ, and so that one helps me with while I'm driving. But then I know I have the same situation where my husband, when he's driving, it's like me keep track of it as well. Speaker D [00:20:22]: My my trucks are specifically for work only, so I don't even I just write down the mileage, January 1, December 31st. Speaker B [00:20:30]: Yeah. Because I Speaker D [00:20:30]: have 2 other vehicles that are for personal, and so I've got that figured out. But I just didn't know what y'all do mileage versus expense because I've only done mileage in 25 years. Speaker E [00:20:42]: Yeah. I give all of my gas and repairs and all that information to the CPA, and then he just and and I give him mileage, and then he figures out which one's best. Speaker D [00:20:53]: Okay. Oh, cool. That answers where where I need to go with that. So Speaker C [00:20:57]: Right on. Cool. Okay. Great question, Dorel. Thank you for stretching our CPA Speaker F [00:21:02]: Yeah. Speaker C [00:21:03]: Minds. Isaac, how about you? Speaker E [00:21:07]: So I'm desperately needing to get off the tools again, and, a ton of things aren't getting done. And so I'm wondering, what's a good strategy for getting out of the field while bringing on guys that maybe aren't as equipped as I'd like them to be and, like, still training. What's coming through my mind is that I, like, wear a polo to distinguish in my mind, like, I'm not gonna just jump back in and start painting a room, but that I could be there, like, I don't know, half a day for a month or so Speaker C [00:21:44]: Yeah. To train. Speaker D [00:21:46]: Schedule till noon. That's what I did. I just scheduled till noon. I wasn't paying close because I was working side by side, but Speaker E [00:21:52]: Yeah. Speaker D [00:21:53]: I would just work till noon. My calendar is on the job till noon or 11 AM or whatever, but, that's what I did. Speaker E [00:22:01]: Okay. Speaker D [00:22:02]: That way, you're not sporadic, and your crew knows exactly when you're gonna be there and messes on him. That's what I did. Speaker C [00:22:09]: Okay. Just same. I did the same thing. Speaker E [00:22:12]: Okay. Well, then I'll do the same thing. Speaker H [00:22:15]: Sounds good. I like Speaker D [00:22:16]: the same results. Heck yeah. Or better. Speaker C [00:22:19]: That's it. Right on. Okay. Sonia, here we go. Speaker B [00:22:23]: I'm working on client acquisition and smoother presentations door to door. I'm always listening to the sales guys coming through or salespeople that come through. Yesterday, I got one, and he knocked on the door and went dun dun dun dun dun. So I looked out the window, and I was like, back to him. He's like, he's not scared. You know? So then I opened the door and he's, that's 1 in a 1,000,000,000. So he but anyways, I listened to the president to what he was saying. And I liked his the way he was because I was looking at it, like, because he was a pest control guy. Speaker B [00:22:55]: And then, of course, I had, what do you call it, the hornet's nest up on the top. And so he was he's talking about that. So I was just listening to how we're speaking, and I was like, okay. I'm just trying to think of how to, you know, how to have a when I come to that door, I just wanna be smoother, more articulate, and not being blah, blah, blah, blah, blah. I even and I mean, come I I commended him. And I see you. Out of all the presentations I've heard, I go like how you were slow, how you listen, how you found you're trying to get my emotions going. I go, but I play with spiders. Speaker B [00:23:23]: I'm I'm good here. And lizards in it. So he was like, oh, I don't know. Not roaches though. But he was like, no. But yeah. No. That is an instrument. Speaker B [00:23:32]: You know, I really do like how you speak and so forth. And so then he it was funny because we got in a conversation off topic of as far as how he how he at first was doing it. But he even asked me, how's that going with yours? He was telling what who we were. And I said, I'm very new at it, and I still hope I'm getting grit. That's for sure. And at 53, I'm just like, why do I be doing this at this age? But it's it's, I'm actually liking it. It's just I'm always trying now I'm trying to that's my biggest focus. I'm I'm working on getting that done as far as when to do it because I was watching what time he came. Speaker B [00:24:01]: It was at 5:15. So I'm always what looking at the time when I'm watching people in the neighborhoods. So I'm, like, look now that I'm doing it, I'm looking out for people who are doing it to see how they do it. So I just you know, maybe do a mastermind on doing that. But, anyways, he, but I'm just trying to figure out how to any ways of getting smoother at that and without it being so canned, which is not canned. It's all over the place with me. Everybody I need an interpreter for how I speak sometimes, but like, is that I think at least he has any ideas on that. Speaker E [00:24:34]: Door to door? Speaker B [00:24:35]: Yeah. Door to door. So what might have been I've I've changed it a few times where I'll do the canvassing, and we're all letting them know, of course, if anything above our plastic or something gets on gets in blows over there, let us know. So I've done that. Those go really well. But as far as I need to get an estimate, and I don't want I've gotten to do one estimate out of this whole journey of doing it. Ghosted me after that. So I was like, okay. Speaker B [00:24:58]: Maybe this is not my ideal neighborhood, but the I'll I get a lot of nice people. Okay. Thank you. But so what the way I started is I introduce myself. I'm Sonia Garcia with Owner of Pallet Oval Painting, and I'm creating awareness for my company. And we for interior we're offering interior and exterior services, paint services. And that's pretty much how it start. And that's even and that's after that, okay. Speaker B [00:25:19]: Thank you. And I'm like, where do I go from there? So that's how it's been going. So I don't know if y'all had any experience with it or not. But it's been it creates grit. That's for sure. Speaker D [00:25:28]: Steve, you mentioned one really good about asking if they have any friends that need painting. I think Steve mentioned that. Instead of asking if they need painting, do any of your friends do you do you know anybody who needs? Speaker C [00:25:40]: Like, oh, yeah. My neighbor right over there. Go knock on his door. Tell him I'm in his Speaker B [00:25:43]: house. Get away. She feedback. Speaker C [00:25:47]: Yeah. So I think Toastmasters helped me a lot. I recommend everybody go to Toastmasters. They have a competent communicator track, and it's 10 speeches, changed my life. And then they have a leadership track as well, and that was very helpful. And the membership for Toastmasters is, like, nominal. Plus, it reminds me of Rotary in the sense that, like, the people who go are just awesome people. And so you get to meet just some wonderful people. Speaker C [00:26:14]: And if you get a chance, go to a national convention, like a weekend convention. It's a competition speech competition. It is so much fun, and you get to meet even next level people. And it was there that I met a gentleman named Josh, and we got to talking about something. We both mentioned Brian Tracy It was Brian's book, Their Goals. And he goes, you're weird, and he's a kiddin', because not a lot of people are aware of Brian Tracy. But those who do, you just know that they're sharp and they're ambitious. And so it was we had that connection. Speaker C [00:26:43]: And then he recommended Bob Berg's book and its referrals. And the rest is history. Yeah. But I also got to spend time with Craig Valentine, championship speaking, and I learned a lot of tips and cues and but I was able to use in my remarkable presentations. And so there's just a lot of little things that you're able to do that just help it to just crush. And so the other part is full blown introvert. It's you learn enough skills and tips and tricks to be able to stand up and to speak confidently and hold a crowd and get their attention and move them emotionally as well as go door to door. Awesome. Speaker G [00:27:20]: Mhmm. I know that it works. Like it's a grind. I'm not I understand like those types of results. And, the thing about door to door is you get a lot of practice in. I used to knock on a door and say, hi, my name is Chris with The Proud Paintbrush. Would you be interested in a painting estimate today? They would say no. And and it was as simple as that. Speaker G [00:27:43]: And after reading some books, like, the book influence, they talk about, like, how they would make charity calls. And if they ask the person before they even ask for money, like, fundraising calls, They said, hi, Sonya. How are you today? I'm good. Already, like, they if they did that, they would see people have better results simply by asking how the person was doing, because, oh, if you're doing good, then, you might have, you might be able to contribute to this charity event that we're doing. And the 2 things that I do is I always make sure I ask the person how they're doing because they don't know you, and you're trying to build a little bit of rapport at the beginning. And then the second thing I do is I don't ask a yes or no question. So, like, I'll do something like, hi. My name is Chris with the Proud Paintbrush. Speaker G [00:28:35]: How are you today? That's really good to hear. I just noticed that you had some paint flaking on the exterior of your house, and I was wondering when was the last time you had it painted? And so now you're, like, starting a conversation with the person. Oh, it's been 7 years. Okay. Really? For an exterior surface like this, it's really recommended that you paint your, exterior every 5 to 7 years in order to make sure that it's properly protected, especially from the storms here in San Antonio. We get some, good ones, and it gets real hot. So that's definitely something to do. If you have time, I'd be happy to give you a free painting estimate, or would there be a good time for me to come back? And, it's a grind, but that's like the best I've come up with so far and it gets me a lot further than it used to. Speaker G [00:29:22]: So Speaker B [00:29:23]: Appreciate that. No. That's good. Speaker C [00:29:25]: Also, smiles crush. Just keep smiling. It's so hard to say no to a big, happy, warm smile. Speaker E [00:29:31]: This just came to mind. I don't know if it would work or not, but I wondered if you could canvas going around neighborhoods noticing specific houses that need painted. And then going back on to Google Earth and basically doing up an estimate for the house virtually. Type it out, put it in a folder, and, like, basically say, do that whole spiel, but then say, here's that estimate if take a look at it, and if this is something you'd like to do, reach out to us. So then they don't have to say, yeah, come over, do the estimate. It's just already done for them. I don't know if that could work or not. But Speaker G [00:30:10]: I only knocked on exteriors that needed paint. Like, I didn't knock on it. I just skipped the houses that looked nice. Maybe the interiors need to be painted. I just skipped them. Speaker B [00:30:21]: Save me some I could still get my steps in, but I'm close to it. But yeah. Definitely. Speaker C [00:30:27]: And one of the times yeah. Sorry, Chris. Speaker G [00:30:32]: I was just saying a little bit more targeted in your approach, better results, a little more encouraging because you know that you have something you can sell them. Speaker C [00:30:40]: And anytime you can use social proof is powerful. So what that means is, hey. I was just talking to your neighbors, the Robinsons, couple of large houses down. And so I wanted to come in and introduce myself. Right? So if you talk to a neighbor and you get their name, I was just talking to the Robinsons, couple houses down. And so that lends you some credibility. Right? That, oh, Robinsons are talking to you. Okay. Speaker C [00:31:05]: Now, ideally, like, the best is, hey. We we just painted the Robinsons, 740 Smith Street here, just around the corner, and walking around. Maybe it's courtesy county sooner. But anytime, you can use some social proof from some neighbors that you talk to or pay best yet payment for is huge. Speaker B [00:31:25]: Okay. Speaker C [00:31:25]: Then we have some openings this week. Scarcity. Right? We have some openings this week, that we're trying to fill and offering killer deals. Those who wanna take advantage of it. Speaker B [00:31:35]: Okay. Nice. This is great. Thank you. Thank you. Yeah. Speaker C [00:31:40]: You're welcome. Speaker B [00:31:41]: We'll continue with the rest Speaker A [00:31:42]: of this week's show in just a moment. But first, Speaker B [00:31:45]: do you have your copy of Steve's book, How to Double Your Business? It's for sale on Amazon for $37, but we want to give you your free copy instead. Just cover the 6.95 for shipping and handling. Get your free copy of the dyb book@dybcoach.com backslash free hyphen dyb hyphen book. Speaker C [00:32:07]: Chris, you're up. Speaker G [00:32:08]: My question is just about, community spotlights, and I'm imagining that you would want just in terms of what you'd what who and why, I guess, your tar what's the, yeah, what's the why behind it in terms of is the main goal here finding spots that you think you're gonna be bringing value to the kind of the community and stuff like that? And if so, which ones? Like, I can think of guys that, like, they're that are bringing me work that I could do a spotlight on that they would appreciate, but I'm imagining this is much more for the community. And so who and what and why? Speaker C [00:32:48]: Yeah. Great questions. Thank you. So first, yeah, community spotlight, the guys who are bringing you work, guys who are referring you, take care of them first. That's the right thing to do. Okay. And then people in your in your business network. Why? It's a 2 faced benefit. Speaker C [00:33:01]: 1 is it gives value to the person. Right? And you're giving value to your network and your customers because you're saying, hey, I don't know if you're in the market for a roofer, but I just interviewed John's Roofing. And if you're interested, you can check it out here. So there's an ABA email you send to your customer list. Right? And a lot of my customers, I'd send them to them. Some say thank you, and some would say, hey. I just forwarded that to my association. And then you take that video and give it to the person you interviewed and say, here it is. Speaker C [00:33:29]: Go ahead and share it to your social. Let everybody know that you were just featured on on my community's Volley. For example, Mark Smith as a CPA, back in Venice, Florida, and I had interviewed him and he wasn't even my CPA. He was just in my BNI and a great guy, great CPA. And I interviewed him, and it was fun. And he put it on his home page. And he says, Steve, I get 1 to 2 clients a month because people see that video, and they they say they liked the video because they got to they felt like they got to know me, and it was just 5, 10 minutes. So it a fun thing. Speaker C [00:34:01]: What do you think his favorite painters or was? Yeah. And CPAs have a lot of great clients that you want to paint for. Right? So it's a win win all the way around. And when it comes when we come to thinking about who should we do it, I would just say, just interview any and everybody you can. And don't overthink this one. Don't overthink this one. Just take action. I interviewed, obviously, CPAs, realtors. Speaker C [00:34:24]: My buddy owned a Italian cafe. I interviewed him. I had a friend who was a pianist. I interviewed him. And then I stood there feeling uncomfortable as he's playing his piano. And it's just really weird for me. I'm like, what am I supposed to do? All those guys playing some romantic tune on a piano. Tied my finger or something. Speaker C [00:34:41]: It was really uncomfortable, but I did it. It gave him value, and the customers loved it. And I had some clients who are, like, oh, I needed a pianist for our event. I even did the lady who worked at the funeral parlor, and she enjoyed it so much. She says, Steve, can we do it again? I wanna go do it out at the cemetery. And I said, oh, sorry. I'm just trying to think of all the ones I did, but for any and everybody, because it gives value. And what's cool is this is just one of the ABA's, and you start adding those together with the other ones, whether it's a paint it forward, the young entrepreneur scholarship, the Paintball Charity Championships, right, and then the remarkable presentations where you entertain everybody, give away gourmet cookies before you know it, because of all this value given to your community, they're gonna start handing you awards. Speaker C [00:35:24]: They're gonna start featuring you in magazines. Right? They're gonna start featuring you in the newspaper. So this, it's not 1 point 1 11 plus 1 here. It's compound effect. My whole point is don't overthink it. Just start interviewing, line them up, any and everybody. Speaker E [00:35:38]: Cool. And I'll just point into that. What you'll notice as you start doing them is how many people that you're interviewing know each other, and then it just just all connects. And you're just like, oh, now I know a 100 people just from doing these 4 interviews. So it's pretty sweet. Speaker C [00:35:56]: Mhmm. Cool. You bid your network fast in a high value network, and you become the go to. You become like the oh, and then they start inviting you to to emcee the chili cook off and, charity events and the annual, the annual Chamber Banquet. Because you become the go to. Who are we gonna get? Oh, get get Chris. He's doing all this other stuff. He's like the guy. Speaker F [00:36:20]: Cool. Speaker C [00:36:21]: And every time you do that, you get more press and you get more exposure and it just compounds. It's crazy. AVAs, where it's at, guys? Get your networking locked in and then AVAs. Ben, keep an eye on Ben Campbell. He's doing all of them. He's the last one is launching remarkable presentations, which are this week, and he's more than doubled his business, you guys. In fact, last year, he bought a second cat log cabin. So he's every weekend, it's like, alright, family. Speaker C [00:36:44]: Do we wanna go to this cabin? Or do we wanna go to this cabin? True story. Okay. And so you guys can do the same. Yeah. Okay. Awesome. Great question, Chris. Mhmm. Speaker F [00:36:57]: Florian. Okay. So go back to Dale regarding. I have I never count. I always submit the receipts. But my question is to you guys, how you handle your foreman when it comes to to guys' issue. Let's say, like, my foreman, I talked to Steve in the past. It came to the point, like, I was not here, but you should see my credit card just the gas, and it was, like, $900. Speaker F [00:37:27]: Oh, and now July, actually, is a little bit less, but still it's $700. He came yesterday and said, oh, the card doesn't work. I said, absolutely. It doesn't work anymore because you passed that, the amount. And I talked to you, and I said, it's $100 a week. That's what you have to spend in the mileage and the gasoline. So, anyway, I gave him, like, $20 just for him to go around. What you do with your foreman, whoever drives your car, you know, the job site? Do you have a limit for it? Do you handle the car, which I opened actually another account, and then it's specific just for him. Speaker F [00:38:05]: And this link is, like, $400 a month, and that's it. And I said to him every time you fill up once a week, and it's gonna be a $100, and that's it. Now if you go back and forth, you have to do your family needs, and then you have to put it from your pocket. What you guys do about that situation? How you share? How what kind of rules you have in your company for uniform? Speaker D [00:38:27]: I have a question real quick, though, and this is just a question, not a not a statement, really. Help him be accountable. Isn't there maybe like a mileage tracker on a phone he can use to make sure that the fuel adds up with the mileage he's using so you know he's not doing something he shouldn't be doing? Speaker F [00:38:42]: That's the last thing. And when I heard your idea, the mileage idea, that's probably what I'll do. I have to find an app so he can count wherever he goes. Sometime he goes 2 times a day and go from one job to the other job, which I understand. So probably that's a good idea. Count the mileage and say, okay. He might pass, like, $400. I'm not saying no. Speaker F [00:39:04]: Give me, like, 2, 3 stops during the day. I'll go from one job to the other one. I have to see what kind of app is there and maybe to install the app on his phone and say, hey. Download this and let me know in the end of the month how many miles and then you pass that. You show it to me, and it went from one job to the other one. I don't know. Probably, I'll reimburse you more. So that's a good idea too. Speaker F [00:39:25]: But Speaker G [00:39:26]: Yeah. I don't know. Speaker F [00:39:26]: You guys have a specific for it? Or Speaker C [00:39:28]: I didn't pay for this. Speaker D [00:39:30]: I knew Steve was gonna chime in there. Speaker G [00:39:33]: Is this the first time it's happened, or it's each time he maxes out the car? Speaker F [00:39:38]: No. Actually, the 4 let's say, like, January, February, March, April, he was fine. Like, $820 is fine. But now it's like it's overloaded when Like, it put on 22nd, like, $100, and then 26th, it put another 100 to an a $100. Wait a minute. In 3, 4 days, you make a 100 mile a 150 at least miles is is a lot. So and then he came yesterday and said, I don't have any money for gas, and the car doesn't work. So I changed the car. Speaker F [00:40:09]: I blocked his car completely, and I said to him, when you go to the store, I don't need to charge the car. Go to account and buy whatever materials you need. But you have to show me the receipt and everything or what specific you need. So yesterday, you went to the shop and the show where we bought $40, which I see is for our work, Lacan or whatever it needs. But somehow I don't know. It's too much to because I have the previous guy. He was usually I said to him, $200. That's you from go from one job to the other job, and it was fine. Speaker F [00:40:41]: I gave him a little bit this guy a little bit more because he is Naples, so I understand. And I let him drive the car at Volvo. It's a situation. He's a good painter. I'm not saying no. He's accountable. Let's say responsible and leaving the job so I think it it changes the job. There's no question about. Speaker F [00:40:59]: If I'm not there, and he takes care of everybody. But this is kind of gas situation, which for me, for example, I pay, like, $350 a month for the gas. And I go a lot of places. It's not like I don't go. Speaker C [00:41:12]: So, Flora, maybe sit down and do an exercise for 1 month that he did the 900 and just do the math on where he lives in his job. Right? How many miles? And then just add up the miles for the month and figure out what the gas mileage should have been versus what it was and ask him to help you to understand. Speaker F [00:41:32]: From the other side, it's it's quality guide. No question about. I don't have to be on the job side. So somehow I have to take this as a consideration where it's taking care of the business. All it come to guys is and I give you some job sites. It's not like I see sometimes small jobs. And I said, just be careful because it's the company name. I don't want any anything. Speaker F [00:41:51]: But the thing is he never give me any problem. Yes, sir, and smiley face, and I don't have any problem. He doesn't have any attitude. You know what I mean? Speaker C [00:42:01]: Oh, yeah. Okay. Everything else is great, but now he has given you a problem. Yeah. Do the math. Just for 1 month, it shouldn't this extra session, he should probably get it one one jab session. Just all the jobs he was on for 1 month. Or is that 4, 8 jobs, and where does he live, and the distance to that each job. Speaker C [00:42:19]: Right? Just add up those miles, and then whatever gas is, 3350 or whatever, I just figure out what the gas mileage should have been. Get that total. And who knows? Maybe it'll be 900. It will say, okay. I was wrong. Speaker B [00:42:33]: That could happen. It's I doubt it. Speaker C [00:42:35]: It's a possibility. But first, we need to check the data because we're we're talking about feelings. Let's check the data. And then when we find the data that our assumptions were correct, then we compare show him the data and ask him to explain. Speaker F [00:42:50]: Oh, sounds good. Sounds a good plan. You're welcome. Greg. Speaker H [00:42:54]: I've got a couple of things, and we've already talked about we've already talked about some of them. The most immediate situation is I'm leaving for vacation next week, and I don't have work lined up for the crew. So I need to get something in there pretty quick. And the other thing is my my painter leaving. The one that's leaving has has a vehicle, so she was taking around equipment, which was very nice. The next hire, I'm hoping that they would have a vehicle as well just to fill that void because I had I was at 4 people, so I'm gonna lose 1, one with a vehicle. So now I'm I've got one crew that has a vehicle, but the other person will be by himself, no vehicle. So I'll either have to get an electric bike with a trailer on the back or figure out something else, which I did see. Speaker H [00:43:47]: I did see that at the paint store, and I was like, that is a clever solution, but not so good in the snow. I think, honestly, the more pressing issue is just I grab some work for for the guys when I'm a white next week. Yep. And, obviously, it's gotta be late. It can't be a wallpaper install. It should hopefully be something that can span the entire week so that it's, like, less management on my end? Speaker C [00:44:14]: Yep. Go through all your open estimates. Find those that are qualified, and call them up directly and offer them a deal. So your situation, I have a gap. And I'm offering a deal. The first person to take it, there's scarcity, right, gets this deal, whatever the deal is. And put them in order by whoever you'd like to give the deal to or do the job to first, and just work your way down the list if somebody takes a deal. Speaker B [00:44:40]: When you say deal, what do you mean by deal? Speaker C [00:44:43]: Ideally, this is a tough situation. Right? Ideally, you wanna try to add more value. Always. That's always. And when deals add more value. I'll take your credit card with no fee. I'll include a designer. Right? Just any type of our closes that we use. Speaker C [00:44:58]: Worst case scenario, take some stupid money off the bill, which I hate doing. Right? I hate that. I hate offering discounts. Speaker F [00:45:05]: This is but this is a unique Speaker C [00:45:07]: if you wanna go on vacation, I'm a company working, then vacation's gonna cost you double. Right? Yeah. Worst case scenario yeah. But use everything else you can first. Speaker D [00:45:20]: Yeah. That that's what I need to I'll I do wanna have gaps in my schedule, but I very rarely have ever offered money off. But in the wintertime, I'll go back on some open interior estimates from that I bid 6 months ago. And for Christmas week and New Year's week, I would offer I'd offer, like, a 10 or 20% off or something. I I would say a dollar figure, like, 400 off. But I've only done that a time or 2. Mostly adding the value is enough. We are only painting your walls, and it's I'll do the ceilings in your bedrooms for free. Speaker F [00:45:53]: Yeah. Speaker C [00:45:53]: And then make sure when you say that too, think about the dollar value. So I'll do your ceilings, which would generally be $400. State that so they feel the full value of it. Right? And to Gerald's point, spot on. And if you're gonna give a 10% discount I can't understand this on record because I hate this, but these are desperate situations. Right? Don't say, like, 10% off. If the value Mhmm. The dollar value sounds more say, the full dollar value. Speaker C [00:46:21]: Right? Mhmm. $500 off or whatever it might be. Mhmm. Yeah. So if you'd like to if you'd like to save $250, help me fill this gap, keep my keep my painters going, Then then the spot is yours. You get the 1st dibs at it before I go before I call the next one. 1st come, 1st serve. Scarcity scarcity is there. Speaker C [00:46:43]: It's real. Use it. It's powerful. Speaker F [00:46:46]: Cool. The other idea is, do you have any painter friends is very close to you so you can ask him for, hey. My guys are pretty sweet. Do you mind using that? That's what we need. Speaker C [00:46:57]: Great idea. Speaker H [00:46:58]: Yeah. Yeah. I've done that before as well. Speaker F [00:47:00]: Yes. The second Speaker H [00:47:01]: thing is painters are from other Yeah. Speaker F [00:47:03]: When I came from my location, my guys were working for a month, 4 guys, so there's no question about. But when I came, it was slow, so I kept my gas. Painted my house inside. So just keep them busy. That's another idea too. Just if those painters are very valued to you and you don't let them go, just do something. Pay next year or something. Keep them busy. Speaker F [00:47:24]: Hurricane here happened 2 years ago. No work for a week, and I pay a full crew pretty much no matter what because I don't want them to leave after that. And then when they came back, they were, like, working until 7 o'clock, 8 o'clock at night because there's so much work. So just keep that in consideration. I don't know. Maybe you may need to pay it here at your home. I don't Speaker C [00:47:45]: know. I I've Speaker H [00:47:46]: got a 1 bedroom condo, so Speaker C [00:47:47]: it wouldn't take them too long. Speaker F [00:47:49]: I'm just saying. Speaker H [00:47:49]: I don't have the palatial floor unit state. Speaker F [00:47:55]: Just work around about your friends or whatever you have. Family, for example, cousins, whatever you have there around. I have my crew. They can work. Just don't make any profit. Just let them work. Speaker C [00:48:07]: Yeah. It cost. That's how you do. It's not like cost 1. Just keep going. Cover your overhead. Speaker H [00:48:14]: Yeah. Which is a shame to be doing during this time of year, but it it's just Speaker C [00:48:18]: I thought it would have happened. Than that. Yeah. Speaker F [00:48:20]: Yeah. We never know after we after an hour or 2 hours of the following week, maybe 2, 3 jobs comes up right away. Speaker C [00:48:27]: Uh-huh. Speaker F [00:48:27]: That's how it is. Right? Be positive. Let's do it. Speaker B [00:48:34]: Oh, mind of abundance. Speaker C [00:48:36]: Yes. Awesome. Very good. Speaker B [00:48:39]: Thank you very much. Vacation, usually, you get something. I don't know how that happens. Speaker C [00:48:43]: Alright. Better let everybody go so y'all can start your day today. Let's, roll out with takeaways. Daryl, either way, please. Speaker D [00:48:49]: Yeah. It's all been really good. Always enjoy these masterminds. I'm gonna go off with my own takeaway, which usually with someone else's issues or things, but I'm gonna look into the mileage versus expense on these 2 vehicles. But I think I might be the expense. But I wanted to get you guys' feedback, so that helped a lot. Speaker C [00:49:07]: Awesome. Thank you, Daryl. Isaac, you're muted? Speaker E [00:49:11]: After this job's all done, I'm gonna transition to work until noon with Apollo so I can do some training while retaining my off the ladder status. And the just quick little z z z thing for the copy and paste, and then you can book me. I thought, okay. I need to get that plugged in. They finally fixed their glitch. They let me know. And then just all the stuff Chris was saying with the send out cards, making a call once a day, following up with old customers, and then that to do this thing sounds good. Yeah. Speaker E [00:49:44]: Bunch of good stuff. Good talk. Speaker C [00:49:47]: Awesome. Thank you, Isaac. Sonia? Speaker B [00:49:49]: Toastmasters, Targeted Homes, and the what was that other one? Scarcity. Speaker C [00:49:54]: Yep. One of the 6 laws of influence. Okay. Yep. Okay. When it's true. Now, of course, you guys are all honest people. This is being recorded, so I'll only use it if it's true. Speaker C [00:50:03]: It's a powerful weapon. It's not like a brick. You can use a brick to build church, or you can use it to break a window. Right? It's a tool. It's a powerful tool. So let's use bricks to build churches. Alright, Chris. Speaker G [00:50:14]: I'm gonna check out the book, How Bad Do You Want It. I hadn't heard of that one before. In terms of community spotlights, we're thinking about guys that are bringing your work, but we're also trying to give value to both the network and the customers. This is also an opportunity for ABA email marketing. Don't overthink it. Speaker C [00:50:32]: Yes, sir. Awesome. And that's actually a video. I'll send you I'll post the video in, in your mastermind chat after while we're done here. Guess I've got a short code for it. Okay. And it's awesome. I love it. Speaker C [00:50:44]: I've been watching it for years. Florian, takeaways, please. Speaker F [00:50:47]: Yeah. That form of an idea of trying to see how many miles you use every day from his house, from one job to the other one. That's a good idea. Maybe have a map for it to count the mileage. What else? I had that idea working with a crew sometimes on 12 of August nights, especially when you have a new guy just to show to them how things can be done. What else? Community spotlight, like Chris was saying, that's a nice idea to interview anyone. You're welcome. PNL, your friends, whatever it is. Speaker F [00:51:18]: Just put it there in the Facebook. And that's what I have for today. Yeah. Speaker C [00:51:22]: Yeah. Very, that's a great list. Thank you, Florin. Coming with a nice list of big wins and rolling out a nice list of takeaways. So Yep. Fantastic. Thank you. Craig, no pressure. Speaker C [00:51:32]: Close us out with your takeaways, buddy. Speaker H [00:51:33]: I think the the one that sticks out to me is just using scarcity, the one when I call the people. And, also, I'm gonna revisit community spotlights when I'm back from back from vacation. Those those seem quite, quite powerful. Speaker C [00:51:46]: Indeed. Awesome. Fantastic. Thank you. Alright, lady and gentlemen. I wanna encourage you guys to continue to dream big, hustle smarter. You've got it. This. Speaker F [00:51:56]: Have a good day, guys. Thank you. Thank you. Nice to Speaker A [00:51:58]: meet you. Speaker B [00:52:00]: Guys. Wonderful rest of your week. Yes, ma'am. I know. Speaker A [00:52:06]: I hope you enjoyed this episode. If this was helpful, please share it with a friend to help inspire them to double their business. Again, this is April Burnett. Steve and I are the founders of Burnett Painting and UIB Coach. We want to take a moment and thank you for making us the most rated podcast dedicated specifically to painting contractors. To celebrate, we want to help you break through to higher success. So Steve is now giving away free strategy calls. Just click the link below in the show notes that says free strategy call. Speaker A [00:52:36]: There are only a couple of openings on his calendar each week, so get your free call with Steve now. Thank you so much for listening, and remember to dream big, hustle smarter, You've got this.