How This High School Dropout Built a $14M Company

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[SPEAKER_04]: All right, guys, welcome to the launch panoraker experience.

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[SPEAKER_04]: My name is Coach Jo.

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[SPEAKER_04]: I am the host of this podcast.

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[SPEAKER_04]: Everything launch panororship, the good, the bad, the ugly.

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[SPEAKER_04]: I'm actually doing this live from the Alive Sara Pulfence mid-year conference here in Del Ray Beach, Florida.

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[SPEAKER_04]: And I have an amazing launch at panoraker to introduce.

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[SPEAKER_04]: I love interviewing amazing launch at panorias.

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[SPEAKER_04]: It's kind of over their version of what success is, the good, the bad, the ugly, how they were able to overcome.

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[SPEAKER_04]: We just talked.

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[SPEAKER_04]: Before we started recording and he was like looking around for that awesome entrepreneur But surprise Eric.

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[SPEAKER_04]: It's you.

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[SPEAKER_04]: How are you doing?

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[SPEAKER_04]: So I'm here with Eric Lapton CEO Life's Repulfence and is actually a nationwide product I'm gonna let you talk about that a little bit, but how are you doing man?

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[SPEAKER_04]: I'm fantastic We're having a great conference.

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[SPEAKER_04]: I'm really happy awesome awesome awesome

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[SPEAKER_04]: Um, there was a thing, I mean, is your face always that straight when you say fantastic?

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[SPEAKER_04]: Like is it, are you truly fantastic?

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[SPEAKER_03]: I am truly fantastic, but I think my base is always that straight, yeah.

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[SPEAKER_03]: Okay, cool, awesome.

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[SPEAKER_03]: I'm a monotone man, one monotone tone all the time, yeah.

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[SPEAKER_04]: Cool, cool.

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[SPEAKER_04]: You keep people on their toes all the time, then, right?

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[SPEAKER_04]: Yeah, I mean, you're like, I'm joking, you know, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like, you're like

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[SPEAKER_04]: Tell us your story, how did you get here, and then we'll kind of get right into the nitty-gritty of entrepreneurship?

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: This first part will be a really useful for everybody in this room in particular.

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[SPEAKER_03]: A cool.

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[SPEAKER_03]: Yeah, life-saver pool fence of manufacturers and installs removable mesh pool safety fences, which is a product that keeps children from accessing the pool.

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[SPEAKER_03]: And that's different from a fence around the pool.

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[SPEAKER_03]: And that is specifically designed to keep children now.

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[SPEAKER_03]: It doesn't serve any of the purposes, not raw iron.

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[SPEAKER_03]: It's a mesh pool safety fence.

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[SPEAKER_03]: and it can be taken up, it can be taken down, and that's the product we sell.

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[SPEAKER_03]: But at our heart, we're a child safety company, it's specifically water safety in particular.

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[SPEAKER_03]: So we happen to sell bull fencing, but really we're in the business of saving children's lives.

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[SPEAKER_04]: Do I love that?

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[SPEAKER_04]: Because you kind of took a spit on that, where most people will be like, hey, we'd offer this product off of their service, but you kind of position yourself a little bit differently.

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[SPEAKER_04]: You're taking the route of saving lives, helping children not die in pools, because that's honestly, I mean, we were talking about this offline, and that's like the number one cause of child.

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[SPEAKER_04]: deaths in the United States, right between one and four, so that's pretty big.

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[SPEAKER_04]: So how did you get into this business?

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[SPEAKER_04]: And because obviously the way you spun it, there's probably a pretty big vision and purposeful what you do above and beyond the product you sell.

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[SPEAKER_03]: Yeah, the short answer to how I got into it is nepotism.

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[SPEAKER_04]: Nepotism.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: Do you guys know when nepotisms?

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[SPEAKER_04]: Why don't you explain nepotism for?

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[SPEAKER_04]: Because entrepreneurs are watching this, trust me.

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[SPEAKER_04]: We already talked about how we dropped out of college or high school.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: We probably have a lot of people, what does nepotism?

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[SPEAKER_03]: Neppetism is a great eight letter word and it means when you're given a job because of you know who your dad is or your family member is instead of anything about merit or ability or education or school so so my parents started the company in 1987 and and I was five of the time so I wasn't really involved in the business too much but yeah my parents started

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[SPEAKER_03]: My dad would make the fence in the garage and my mom would stay up all that long as she would sew the mesh in the garage And then it's three o'clock in the morning.

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[SPEAKER_03]: My dad would get up and get a paper out and whatever money he made from his paper out was their advertising budget When the sun came up my my mom would get me and my infant brother Chris up and ready for the day.

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[SPEAKER_03]: She sent me up his school

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[SPEAKER_03]: and she'd take care of Chris while she ran the office.

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[SPEAKER_03]: And she's scheduled jobs and it's the phone and the ad been work while he was out trying to sell influences.

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[SPEAKER_03]: It'd be sold up all fancy, come back to the garage and make it and go back out and install it.

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[SPEAKER_03]: And they continued on that way until they were able to go to the warehouse and hire some employees and then eventually they had a family friend of Bill and Marsha Kerr and the Kerr's

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[SPEAKER_03]: lost their son Cody to a backyard drowning and they wanted to move to California to bring the plug to California one to start a business and be our first healers, but also to prevent other families from experiencing what they went.

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[SPEAKER_03]: So they became our first healers and from then on we started setting up healers around the country.

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[SPEAKER_03]: So fast for a bunch of years I started working the office as a summer job between years of school and

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[SPEAKER_03]: And then I dropped out of high school my junior year for what I got called my real world MBA and then when I was 21

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[SPEAKER_03]: Um, my dad decided to join my mom and retirement and he thought it should take over running the company, which I thought was a brilliant idea at the time Because obviously if you're 21, you know everything right.

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[SPEAKER_04]: Yeah, you're super I raise your hand if you're 21 ever.

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[SPEAKER_03]: And yeah, you knew everything.

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[SPEAKER_03]: Yeah, absolutely nobody you lie Yeah, yeah, every 21 year old things.

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[SPEAKER_03]: They know everything.

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[SPEAKER_03]: So I was like piece of cake I got this in fact dad was growing up.

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[SPEAKER_03]: He doesn't know who's doing.

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[SPEAKER_03]: I'm gonna take I'm gonna blow this thing up

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[SPEAKER_03]: and looking at it in retrospect, I don't know what he was thinking.

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[SPEAKER_03]: It was still his only source of income, and I was 21 years old.

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[SPEAKER_03]: No problem.

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[SPEAKER_03]: Ryan, put on your muffs.

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[SPEAKER_03]: earmuffs.

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[SPEAKER_03]: I have a 22 year old neighbor who's supposed to take out my trash twice a week, and he can't manage to do that.

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[SPEAKER_03]: So I don't know why he thought I could run a influence company.

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[SPEAKER_03]: But you're good now.

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[SPEAKER_03]: So that's all it is.

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[SPEAKER_03]: So it was challenging.

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[SPEAKER_03]: But here we are now.

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[SPEAKER_03]: And when I took it over, we were doing less than a million I was in revenue.

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[SPEAKER_03]: Last year we did 14 times that.

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[SPEAKER_03]: And we have, you know, we have,

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[SPEAKER_03]: And it's a very different company from the one that my my parents started in for the one that I took over Yeah, in my 20s.

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[SPEAKER_04]: Well, there's a lot to impact there because I mean you're talking about just you know You took a little bit leap you dropped out of high school.

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[SPEAKER_04]: Yeah, to do this.

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[SPEAKER_04]: There's a reason why you did that.

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[SPEAKER_04]: I want to impact that in just a minute and then four dollars an hour Four dollars.

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[SPEAKER_04]: Oh, because you want to make four dollars an hour.

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[SPEAKER_04]: That's what he offered me.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: It was right.

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[SPEAKER_04]: So what was that?

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[SPEAKER_04]: I mean, it was just like I'm done with school or you just thought that you know, hey, I know everything still kind of started at 18 17 80

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[SPEAKER_03]: Always news that I was going to be entrepreneur.

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[SPEAKER_03]: I always knew that I was going to, you know, kind of run a business, whether it was this one or another one.

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[SPEAKER_03]: And my parents were like, you know, you only needed a degree to get a job.

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[SPEAKER_03]: Yeah, unless you're going to be a lawyer, doctor and engineer, which I wasn't going to be.

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[SPEAKER_03]: And, you know, my mom always said that, you know, you got to.

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[SPEAKER_03]: Look at his strengths.

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[SPEAKER_03]: She's famous for saying, you're never going to be a roofer.

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[SPEAKER_03]: You're probably not going to play baseball for a living.

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[SPEAKER_03]: So you better be smart.

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[SPEAKER_03]: And it's expensive to be disabled.

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[SPEAKER_03]: So you got to figure out how to make money.

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[SPEAKER_03]: So yeah, I kind of was news that I was kind of not needed to greet.

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[SPEAKER_03]: And so the quicker I can get into work and the better.

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[SPEAKER_03]: And that was kind of the thought process.

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[SPEAKER_04]: Well, I mean, if your hard head of this as far as thinking you knew everything was good enough for anything It's good enough from just making a decision quickly and just going forward with it I know I'd like after high school.

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[SPEAKER_04]: I was like, I'm done.

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[SPEAKER_04]: I don't even need college And I got some of the same advice you did.

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[SPEAKER_04]: I only finished high school because I wanted to be a cop And I just remembered like you have to at least have a high school diploma not a GED So I just I at least just finished that and that career didn't last so long

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[SPEAKER_04]: Entrepreneurship's a lot funer than being shot at that then being shot at I mean that's kind of fun in an owner weird way But anybody got shot before or shot at no okay by that kind of fun in a weird way After everything after you realize your life and nothing hurts you

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[SPEAKER_04]: Right, so I'll man had some bullet wounds, but he should shoot.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: Okay, cool.

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[SPEAKER_03]: Veteran.

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[SPEAKER_03]: Yeah, Vietnam.

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[SPEAKER_03]: Oh, she.

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[SPEAKER_03]: Okay.

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[SPEAKER_03]: Yes.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: And white phosphorus and burn.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: And grenades and yeah.

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[SPEAKER_04]: Well, the name packs them really quick.

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[SPEAKER_04]: Because he, I mean, obviously, you say nepotism, but I mean, you did obviously saw something in you, or just saw an opportunity to retire because he was just tired of what he did.

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[SPEAKER_04]: Because obviously, it looked like they were working their butts off.

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[SPEAKER_04]: Right.

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[SPEAKER_04]: saw something in youth, found an opportunity to retire, I often say that it's harder to pick up where someone left off and make it better than to start something off on your own.

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[SPEAKER_04]: Right?

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[SPEAKER_04]: Obviously, you're not the one that woke up early in the morning, did the paper out, so the mesh.

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[SPEAKER_04]: I mean, you don't know what all those things are, however, you know, you have a good foundation laid for you by your parents and sometimes it's harder to actually take that and make it even better.

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[SPEAKER_04]: And you obviously did that.

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[SPEAKER_04]: I mean, I don't know how long it took you, but you obviously did that.

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[SPEAKER_04]: I mean, 14 times a million, that's 14 million.

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[SPEAKER_04]: So, you know, talk to us about maybe some of the challenges or the greatest challenges in taking something established and building it to what it is now.

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[SPEAKER_04]: Well, what challenges did your face doing that?

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[SPEAKER_04]: And how did you overcome it?

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[SPEAKER_03]: Yeah, there was a ton, right?

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[SPEAKER_03]: So, I think what he saw with that there was always

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[SPEAKER_03]: entrepreneurship in the plan, right?

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[SPEAKER_03]: I started a, uh, I had a buddy Casey.

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[SPEAKER_03]: I was going to say a buddy of mine like you didn't know he was Casey Buckley's.

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[SPEAKER_03]: Casey, watch him.

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[SPEAKER_03]: He's probably not probably not going to watch him.

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[SPEAKER_03]: He's busy.

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[SPEAKER_03]: Casey and I, Casey was really doing magic, right?

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[SPEAKER_03]: He got really into like performing magic shows and doing magic drills.

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[SPEAKER_03]: Yeah, he loved it.

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[SPEAKER_03]: And I talked to him and I was like, we can do this as a business.

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[SPEAKER_03]: It's why printed flyers.

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[SPEAKER_03]: I dragged him around with

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[SPEAKER_03]: And we got magic shows, and so that was my first business, is composing Casey to split the money with me, and I don't know what I did.

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[SPEAKER_03]: I sat next to an ex-dominant commentary.

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[SPEAKER_03]: Or he probably did stuff with you.

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[SPEAKER_04]: Yeah, so far we had exactly.

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[SPEAKER_03]: Yeah, yeah, yeah, but I was the marketing department.

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[SPEAKER_03]: I designed the flyer and we did the sales, and we got paid.

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[SPEAKER_03]: Like for daycare, daycare is the birthday parties, and we did pretty well.

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[SPEAKER_03]: You know, set it by box for 45 minutes.

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[SPEAKER_03]: It's not a bad hourly rate for you guys.

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[SPEAKER_03]: I was 12, but he was 13.

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[SPEAKER_03]: Oh, shoot, not bad.

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[SPEAKER_04]: And then, so you learn how to, you learn how to be a salesperson because you really have to convince Casey to do this and do everything except for the marketing and stuff and you're able to wow.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: And then the customers, right?

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: And then when I was 16, Mike and I started a web design and computer repair business.

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[SPEAKER_03]: And so we did that for a while.

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[SPEAKER_03]: So I think,

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[SPEAKER_03]: I think the ad kind of saw that was the deal and you know I had a lot of web design skills and you know we did that you know for the business so I was already kind of doing here was that by the way when I was 16 I was born in 82 so what I said 98 98 yeah of course that that was when I was actually really hard to build early yeah

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[SPEAKER_03]: Yeah, and then, but it's also kind of a cool thing because the internet was kind of new.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: So, you know, teenager in wheelchair starts web design company and we were in USA today.

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[SPEAKER_03]: I think you got a lot of media.

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[SPEAKER_03]: It was kind of a novelty.

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[SPEAKER_03]: You know, it was great.

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[SPEAKER_03]: We got a lot of good attention.

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[SPEAKER_03]: Um, but yeah, so I think that's kind of why he thought it was smart.

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[SPEAKER_03]: Um, but it's hard to challenge, I mean, the first off is, and it's still a challenge I've phased now, right?

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[SPEAKER_03]: So when I started, you know, kind of running it, I was 21, but all the dealers

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[SPEAKER_03]: had been doing it for a decade.

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[SPEAKER_03]: They're all 40, 50 years old.

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[SPEAKER_03]: Now they're a lot of them in their sixties, right?

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[SPEAKER_03]: And they're like, who is this punk kid from so little 20 years?

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[SPEAKER_03]: Yeah, exactly.

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[SPEAKER_03]: Right?

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[SPEAKER_03]: Or bring out people or all the employees, right?

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[SPEAKER_03]: All the staff is older than me, off of the most part, right?

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[SPEAKER_03]: Even the guys in the warehouse.

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[SPEAKER_03]: They were their kids, but they were older than I was, right?

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[SPEAKER_03]: And so that was hard, right?

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[SPEAKER_03]: Had to get over that, you know?

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[SPEAKER_03]: I finally hitting an age now where I'm kind of like the same age as the

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[SPEAKER_03]: The deal was in front of you.

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[SPEAKER_03]: It's just been kind of nice, right?

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[SPEAKER_03]: You're almost over the top talking very level headed with them.

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[SPEAKER_03]: It's nice.

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[SPEAKER_04]: Well, okay, so let's let's let's look at that really quick So you were this 20 on the kid in your words a little punk kid right like with these four year old dealers and everybody over the new cockies hell got yeah, yeah, so obviously

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[SPEAKER_04]: There's challenges around that, right?

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[SPEAKER_04]: If you want to be cocky to anyone, there's only so much they can feel bad for you before they start saying, hey, what the hell, right?

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[SPEAKER_04]: So what did you have to develop leadership-wise or have it-wise or discipline-wise to really start getting them to actually do what you want without being cocky without demanding without any of this?

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[SPEAKER_04]: Because, you know, I can imagine you have to shift how you're doing this, right?

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[SPEAKER_03]: Yeah, I think it tempered out over time.

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[SPEAKER_03]: And also, I think the proof is in the pudding a little bit.

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[SPEAKER_03]: You know, there's only so much you can disagree before the results can't be for themselves.

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[SPEAKER_03]: Yeah, right.

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[SPEAKER_03]: So, you know, as the company kept growing and as they kept growing and as things continue to expand and the product got better and our online presence got better.

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[SPEAKER_03]: And, you know, this, you know, weird idea I had that we should support all the water cp non-community started panning out which they thought was kind of a waste of time.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: Um, I think they kind of had to come around.

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[SPEAKER_03]: It was, it was, yeah, impossible to deny the evidence.

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[SPEAKER_04]: So I think that first strategy was like, prove to them, right, you know what you're doing.

12:33.508 --> 12:35.410
[SPEAKER_04]: Even though you're trying to figure everything out right there.

12:36.011 --> 12:39.215
[SPEAKER_04]: And it's just a matter of time until they're like, oh shoot, he actually knows what he's doing.

12:39.355 --> 12:39.996
[SPEAKER_04]: Yes, looking better.

12:40.116 --> 12:43.099
[SPEAKER_03]: And I think the, the people skills kind of came and trial by fire.

12:43.720 --> 12:47.864
[SPEAKER_03]: right I probably still started with it you know yeah if I can figure that out it would probably be better off than I know.

12:47.884 --> 13:03.978
[SPEAKER_04]: Well I mean dude like I watched the video right before this conference and really it was about the culture that you guys have and I think you're doing a fantastic job honestly with the culture and life's your poor friends not only with just your mission and vision but also it looked like you had a very strong culture within the global office and even with how you interact with the uh

13:04.498 --> 13:16.043
[SPEAKER_04]: The franchise is talking about how, why that's important in every organization and how that's actually helped you move your business along for, you know, as far as you did, it's because I'm selfish.

13:16.944 --> 13:19.065
[SPEAKER_03]: Okay, it is, it's because I'm selfish.

13:19.225 --> 13:19.945
[SPEAKER_03]: So there's two things.

13:20.105 --> 13:21.526
[SPEAKER_03]: One, I've never had a job, right?

13:21.946 --> 13:23.527
[SPEAKER_03]: So I don't know how it's supposed to look.

13:24.350 --> 13:44.190
[SPEAKER_03]: Right, so I've been told that other companies don't work like ours does they're just not as nice there is really with a lot of them There's a lot of like corporate BS that I don't participate in a lot of things that apparently you're supposed to do that we don't do for better for worse But I spent a lot of time there and if I'm gonna spend a lot of time there, I want nice happy friendly people who yeah

13:44.690 --> 13:50.476
[SPEAKER_03]: joke around and don't do things super seriously and care about each other and care about me and care about what we're doing.

13:50.496 --> 13:50.877
[SPEAKER_04]: Yeah.

13:51.037 --> 13:57.063
[SPEAKER_03]: And so, you know, I try to, you know, emulate that first and at least pretend to care about them.

13:57.664 --> 14:00.187
[SPEAKER_03]: And, and respond to your ears, everybody.

14:00.227 --> 14:02.529
[SPEAKER_03]: They pretend to care about me and each other and it's great.

14:02.709 --> 14:02.870
[SPEAKER_03]: Yeah.

14:03.290 --> 14:13.732
[SPEAKER_04]: Well, I mean, I'm looking at like the average lifespan of how like everybody here that's worked with you or alongside you with contractors and I mean, I'm taking a while guess about a decade, at least on average, right?

14:13.812 --> 14:17.473
[SPEAKER_04]: So I'm pretty sure it's a little bit beyond just pretending, right?

14:17.533 --> 14:20.194
[SPEAKER_04]: I mean, obviously if you haven't figured out his sense of humor, there you go.

14:20.674 --> 14:26.455
[SPEAKER_04]: But, you know, the advantage that you have was you never worked a corporate job, so you never saw how they did it, right?

14:26.475 --> 14:28.256
[SPEAKER_04]: You'd probably throw up in your mouth if you did it.

14:29.217 --> 14:34.663
[SPEAKER_04]: wanting to be able to enjoy the workplace and making sure that you made that available for everybody else.

14:34.683 --> 14:45.015
[SPEAKER_04]: Like tell me how, like, walk us through like how everyday looks like in the office and like, how do you feel like you get the best results out of that?

14:45.677 --> 14:57.045
[SPEAKER_03]: So I wrote a blog once where I said that, there's lots of metrics, lots of KPIs, key performance indicators that people used to measure how successful their businesses.

14:57.846 --> 15:04.511
[SPEAKER_03]: We look at revenue, we look at profit, we look at growth profit, we look at over-end, we wait expenses, we do benchmarks from this year to the last year.

15:05.992 --> 15:13.638
[SPEAKER_03]: But I think a key one that we haven't figured out a way to measure yet is how much are the people you're working with, laughing every day?

15:14.738 --> 15:18.120
[SPEAKER_03]: And which I think was counterintuitive to most businesses, right?

15:18.140 --> 15:22.182
[SPEAKER_03]: I think most places that be here people laughing, the boss is like, what are you guys doing?

15:22.222 --> 15:22.963
[SPEAKER_03]: You're goofing around.

15:22.983 --> 15:23.923
[SPEAKER_03]: You're not doing your job.

15:24.444 --> 15:25.404
[SPEAKER_03]: You know, this is obviously wrong.

15:25.764 --> 15:30.167
[SPEAKER_03]: Where I want people laughing as much as humanly possible because happy people do better work.

15:30.827 --> 15:40.655
[SPEAKER_03]: and happy people stick around longer, and happy people are nicer to customers, and happy people show up when you ask them to, or when you don't ask them to, when they do it on their own, right?

15:40.855 --> 15:44.338
[SPEAKER_03]: And so, you know, I think that, like, everything starts from the top down.

15:45.779 --> 15:48.902
[SPEAKER_03]: Luckily for me, I'm hilarious, so that works out nicely.

15:49.062 --> 15:49.703
[SPEAKER_03]: Yeah.

15:49.883 --> 15:52.145
[SPEAKER_03]: But, you know, so you have a key laughing in the channel.

15:52.305 --> 15:53.045
[SPEAKER_03]: Yeah, we have a key.

15:53.085 --> 15:54.747
[SPEAKER_03]: I can figure out a way to measure that in this racket I would.

15:55.067 --> 15:55.247
[SPEAKER_04]: Yeah.

15:56.068 --> 16:07.561
[SPEAKER_04]: What you're saying reminds me of I teach something called the cycle of business where it's like a lot of times a CEO or the business owner or whatever title you want to give them things that they have to take care of the customer, take care of the client, take care of the business, all that kind of stuff.

16:08.081 --> 16:15.509
[SPEAKER_04]: But if as a CEO you really focus on taking care of your team as your number one client, that team will mimic and pretty much

16:16.370 --> 16:30.041
[SPEAKER_04]: performance so well for the customers that the customers will be happy to pay the business the business takes care of you as the business owner and I think that, you know, and how you explain that that's really kind of what you've really like held on to that concept and then what you're doing.

16:30.321 --> 16:33.363
[SPEAKER_03]: You've probably heard businesses say they put their customers first, right?

16:33.504 --> 16:34.264
[SPEAKER_03]: I think it's wrong.

16:34.885 --> 16:36.806
[SPEAKER_03]: I think you put your customers first, it's absolutely wrong.

16:38.047 --> 16:41.490
[SPEAKER_03]: In our division, the employees come first, the friends see it,

16:44.753 --> 16:49.497
[SPEAKER_03]: I can get more pull-ups customers, and I can replace a franchise as a year if I have to.

16:49.517 --> 16:51.939
[SPEAKER_03]: Do you guys hear that?

16:52.279 --> 16:52.679
[SPEAKER_03]: Yeah.

16:52.759 --> 16:53.039
[SPEAKER_03]: It is.

16:53.680 --> 16:53.900
[SPEAKER_03]: Right.

16:54.721 --> 17:00.565
[SPEAKER_03]: But the people who work in the team every day, they're what make us us.

17:00.946 --> 17:01.726
[SPEAKER_03]: Yeah.

17:01.866 --> 17:03.307
[SPEAKER_03]: And they always take their side.

17:03.808 --> 17:03.888
[SPEAKER_04]: No.

17:04.613 --> 17:05.573
[SPEAKER_04]: You should write a book on leadership.

17:06.134 --> 17:06.734
[SPEAKER_04]: Maybe it's all about that?

17:07.214 --> 17:07.534
[SPEAKER_03]: Probably.

17:08.375 --> 17:09.375
[SPEAKER_04]: My incursion to do that.

17:09.395 --> 17:09.756
[SPEAKER_04]: Well, thank you.

17:09.996 --> 17:11.576
[SPEAKER_04]: Take Jeff, you need to just put all this off.

17:11.596 --> 17:12.557
[SPEAKER_04]: Thought that.

17:12.677 --> 17:13.838
[SPEAKER_04]: Yeah, yeah.

17:13.858 --> 17:14.038
[SPEAKER_04]: Look.

17:14.158 --> 17:14.778
[SPEAKER_04]: Here's a question.

17:14.798 --> 17:19.120
[SPEAKER_04]: Because obviously, as entrepreneurs, they're not going to write a book, you know, to be called, what do we call any idiot can walk?

17:19.440 --> 17:21.961
[SPEAKER_03]: Any, which is what my mom used to tell me.

17:22.402 --> 17:22.942
[SPEAKER_03]: That is so true.

17:22.962 --> 17:24.042
[SPEAKER_03]: Just say any idiot can walk.

17:24.343 --> 17:24.623
[SPEAKER_03]: So yeah.

17:26.129 --> 17:27.189
[SPEAKER_04]: I like that, I like that style.

17:27.369 --> 17:29.190
[SPEAKER_04]: Any idiot can walk, can you hear the egg and walk?

17:29.510 --> 17:31.090
[SPEAKER_04]: It will be like the theme of that book.

17:32.370 --> 17:35.691
[SPEAKER_03]: That, you know, what you think is your weakness.

17:35.711 --> 17:36.871
[SPEAKER_03]: There's a necessarily it.

17:37.411 --> 17:40.032
[SPEAKER_04]: I like, you know, okay, let's talk about mindset then, I guess.

17:40.052 --> 17:40.852
[SPEAKER_04]: Yeah, right?

17:40.912 --> 17:44.433
[SPEAKER_04]: Obviously something you have to pretty much encapsulate.

17:44.473 --> 17:48.754
[SPEAKER_04]: So, how important is your mindset to be successful as a entrepreneur?

17:49.554 --> 17:49.934
[SPEAKER_03]: Not at all.

17:50.074 --> 17:53.575
[SPEAKER_03]: I think you can be sad and depressed and negative and you'll just close through.

17:53.715 --> 17:54.675
[SPEAKER_03]: Seems easy to be.

17:56.247 --> 18:06.734
[SPEAKER_03]: Okay, tell me what, I was kidding, yeah, obviously, I forget Rich Spectall tell me, but, you know, there's a quote that's Henry Ford, maybe?

18:07.155 --> 18:12.699
[SPEAKER_03]: No, no, no, not Thomas Edison, it's, you know, whether you think you can or you think you can't, you're right.

18:12.979 --> 18:14.520
[SPEAKER_03]: Henry Ford, Henry Ford, yep.

18:15.060 --> 18:23.446
[SPEAKER_03]: And, and he's right, you know, what you think is your perspective on the situation is your reality, right?

18:23.806 --> 18:23.987
[SPEAKER_03]: Yeah.

18:26.752 --> 18:32.123
[SPEAKER_03]: And so I think entrepreneurship is all about getting knocked down over to Oregon.

18:33.165 --> 18:43.515
[SPEAKER_03]: And the ones who succeed are the ones who get upset for the smallest amount of time, and then get over it and get happy again, and then get back on the horse.

18:43.975 --> 18:46.738
[SPEAKER_03]: Because it's really hard to come up with solutions when you're pissed off.

18:46.918 --> 18:47.098
[SPEAKER_04]: Yeah.

18:47.278 --> 18:48.619
[SPEAKER_03]: It's hard to be creative.

18:48.719 --> 18:53.303
[SPEAKER_03]: There's some science behind it that you just go up your little mental block when you're super emotional.

18:53.323 --> 18:53.684
[SPEAKER_03]: You're dumber.

18:54.304 --> 18:55.445
[SPEAKER_03]: When you're emotional, it's not

18:58.428 --> 18:58.969
[SPEAKER_03]: Yeah, right.

18:59.409 --> 19:00.790
[SPEAKER_03]: Then you do when you're in a good mood.

19:02.112 --> 19:05.174
[SPEAKER_03]: So, you know, the people who can get over it move, you know, move on with fastest.

19:05.495 --> 19:06.175
[SPEAKER_03]: Yeah.

19:06.316 --> 19:07.777
[SPEAKER_03]: I think tend to be better long term.

19:07.997 --> 19:08.157
[SPEAKER_04]: Yeah.

19:08.237 --> 19:11.240
[SPEAKER_04]: My coach always said, Joe sounds like you're complaining.

19:11.480 --> 19:14.343
[SPEAKER_04]: You have 30 minutes to complain with max and they're going to take action.

19:14.924 --> 19:16.986
[SPEAKER_04]: And that is always stuck with you because they're like, oh, really?

19:17.858 --> 19:19.460
[SPEAKER_04]: like I still have to do something about it.

19:19.800 --> 19:24.064
[SPEAKER_04]: I still have to, and so I have the choice either to be completely set or depressed about it or pissed off.

19:24.505 --> 19:27.267
[SPEAKER_04]: Like you said, I always make the worst decisions when I'm super emotional.

19:27.728 --> 19:29.750
[SPEAKER_04]: The worst decisions, my wife will tell you all the time.

19:30.831 --> 19:32.552
[SPEAKER_04]: But then like, if I'm like, okay, I'll take a break.

19:33.033 --> 19:34.434
[SPEAKER_04]: I'll go to sleep for the night, you know, because...

19:35.295 --> 19:42.219
[SPEAKER_04]: I'm the type of person that I don't want to sleep, I don't want to do anything until I figure out the solution, and then when I'm tired and emotional, it never comes out right.

19:42.299 --> 19:42.860
[SPEAKER_04]: I make it worse.

19:43.860 --> 19:44.541
[SPEAKER_04]: So I like that.

19:44.881 --> 19:49.744
[SPEAKER_03]: Yeah, I mean, we got hit with 145% tariff, right?

19:49.984 --> 19:50.804
[SPEAKER_03]: Yeah.

19:51.144 --> 19:52.465
[SPEAKER_03]: Not my fault, right?

19:52.565 --> 19:54.306
[SPEAKER_03]: Came out of nowhere, maybe my fault.

19:54.406 --> 20:00.650
[SPEAKER_03]: Do you think in just about you would be a problem, yeah?

20:00.730 --> 20:02.571
[SPEAKER_03]: And you can decide, all right, that's it.

20:02.731 --> 20:03.652
[SPEAKER_03]: All right, the business, right?

20:04.573 --> 20:05.495
[SPEAKER_03]: Or you can figure it out.

20:05.816 --> 20:07.700
[SPEAKER_03]: Yeah, and you know, we figured it out.

20:08.301 --> 20:12.490
[SPEAKER_04]: Yeah, and for you was just waiting it through Waiting it through as part of it.

20:12.590 --> 20:12.811
[SPEAKER_03]: Yeah, yeah

20:13.215 --> 20:14.376
[SPEAKER_04]: Obviously, big part of that.

20:14.436 --> 20:17.118
[SPEAKER_04]: So okay, define success in your own words.

20:17.158 --> 20:23.404
[SPEAKER_04]: I think everybody has their own version of what or their own definition of success based on for what they've experienced, what they know.

20:24.044 --> 20:25.986
[SPEAKER_04]: Obviously, you have a level of success.

20:26.026 --> 20:30.510
[SPEAKER_04]: A lot of people watching a lot of people this room actually want, or actually like, can admire.

20:30.570 --> 20:33.012
[SPEAKER_04]: So what is your definition of success?

20:33.052 --> 20:34.133
[SPEAKER_04]: What does that look like to you?

20:34.153 --> 20:35.855
[SPEAKER_03]: I think it's two things.

20:36.295 --> 20:37.616
[SPEAKER_03]: One, it's the,

20:39.293 --> 20:55.720
[SPEAKER_03]: freedom to do most of the things that I want to do without being told I can't or without being strict restrictions that make it so I can't and the other one is when things aren't going well I think some people just live in a perpetual state of this.

20:57.349 --> 21:11.471
[SPEAKER_03]: you have like this not in your stomach that doesn't go away like whatever your brain you know resurfaces back to the whatever thing is bothering you whether it's that you don't think you can pay your mortgage this month.

21:12.071 --> 21:30.095
[SPEAKER_03]: or payroll, or, you know, you've got no fight with your girlfriend and it's lingering still, or, you know, you have some medical thing, whatever it is, you know, if there's some like ongoing issue that hasn't been resolved, you kind of walk around with this low-level anxiety that you're ignoring all the time, right?

21:30.535 --> 21:32.416
[SPEAKER_03]: And it feels gross, I think it's bad for you physically.

21:33.096 --> 21:38.382
[SPEAKER_03]: Yeah, so living a life where that doesn't exist, which is, I try to do a good job of not having that most of the time.

21:38.663 --> 21:39.163
[SPEAKER_03]: Yeah.

21:39.424 --> 21:40.204
[SPEAKER_03]: Those are good dates.

21:40.265 --> 21:45.991
[SPEAKER_03]: That's a successful life if you don't have that low level anxiety stress in your brain all the time.

21:46.171 --> 21:46.371
[SPEAKER_04]: Yeah.

21:47.012 --> 21:48.934
[SPEAKER_04]: I love how simple you made success for yourself.

21:49.475 --> 21:53.519
[SPEAKER_04]: You know, like the ability to be free to do whatever you want without any restrictions.

21:54.482 --> 21:57.203
[SPEAKER_04]: You know, doing everything you can to have no anxiety in life.

21:57.323 --> 22:02.544
[SPEAKER_04]: I mean, I've had so many guests on my podcast was like, it's going to be a Bugatti, or it's going to be this, and we do that.

22:02.984 --> 22:09.945
[SPEAKER_04]: And coming from somebody who has a lot or who's had a lot and lost a lot, it's like, those things become very, very old after a while.

22:10.705 --> 22:13.706
[SPEAKER_04]: And there's certain things that you just can't buy, like your freedom, right?

22:13.846 --> 22:16.887
[SPEAKER_04]: Your ability to be told you can't or can't do.

22:16.947 --> 22:22.408
[SPEAKER_04]: And having the freedom to not have that over you, I actually agree with you as far as your definitions of success.

22:23.568 --> 22:26.310
[SPEAKER_04]: Um, okay, there's entrepreneurs watching this.

22:26.790 --> 22:42.599
[SPEAKER_04]: Obviously here in the room, there's people watching, there's thousands of people watching, and some of them have, are just starting or thinking about starting, or they're facing some extreme challenges in their business, whether it's a revenue issue, whether it's a profit issue, whether it's the getting sued, or, you know, people are quitting on them.

22:43.199 --> 22:50.543
[SPEAKER_04]: What advice would you give an entrepreneur that is facing just some extreme challenges right now, maybe because they just don't know what to do.

22:51.815 --> 22:58.742
[SPEAKER_03]: whatever problem you're facing, there's like a 99% chance that someone else has gone through before and figured it out.

22:59.643 --> 23:01.544
[SPEAKER_03]: So I wouldn't find out that they didn't copy their homework.

23:01.965 --> 23:02.185
[SPEAKER_03]: Cool.

23:02.866 --> 23:03.086
[SPEAKER_03]: Cool.

23:03.146 --> 23:12.235
[SPEAKER_03]: So it's going and actually reaching out to people, reaching out, looking at mine, Googling it, chat to BT, right, the past to fix the problem you're doing is probably already been done.

23:13.242 --> 23:31.489
[SPEAKER_03]: someone else can do it and succeed then you can't do it right the the model is already been built and you can try and reinvent the wheel but why do that when there's a approved thousands of years of people doing it for you right like I people tell me all the time that they they tried hiring people and didn't work so they're not going to do it anymore.

23:32.197 --> 23:36.978
[SPEAKER_03]: like, yeah, I tried it, you know, I hired employees, they didn't work, they didn't show up, they didn't do a good job, they messed up up.

23:37.278 --> 23:38.519
[SPEAKER_03]: So yeah, now I just do it all myself.

23:38.819 --> 23:38.959
[SPEAKER_02]: Yeah.

23:39.199 --> 23:43.440
[SPEAKER_03]: And I was like, you know, employment as a practice, it's pretty proven.

23:43.580 --> 23:47.421
[SPEAKER_03]: There's companies all over the world that have employees and may not be the idea of employment.

23:47.621 --> 23:48.221
[SPEAKER_03]: It might be you.

23:48.741 --> 23:50.422
[SPEAKER_03]: Like, yeah, maybe you can change something.

23:51.102 --> 23:51.783
[SPEAKER_04]: Let's talk about that.

23:52.183 --> 23:56.886
[SPEAKER_04]: So if you are going with you something over and over and over and getting the same result, like you said, it's probably you.

23:56.966 --> 23:59.067
[SPEAKER_04]: Yeah, there's something that you have to change in you.

23:59.527 --> 24:00.248
[SPEAKER_04]: And I do agree with you.

24:00.268 --> 24:10.034
[SPEAKER_04]: If it's an employee turning around over or if you're having issues with employee turnover, there's a saying, people don't leave companies, they leave bad management, they leave bad leadership.

24:10.594 --> 24:35.380
[SPEAKER_04]: So if your challenge is having employee turnover over and over again and somebody else is keeping them yeah, it's probably you Yeah, and there's some changes and the cool thing about change is that you don't have to change So much like you can start off with 10% changes or 1% changes every single day and figure it out right like Kizen huh, you know, Kizen No, Kizen is a Japanese Idea Michael Dasher has it posted on the wall.

24:35.980 --> 24:37.200
[SPEAKER_03]: It's a 1% improvement every day

24:38.181 --> 24:40.305
[SPEAKER_03]: And it multiplies, it exponentially goes up.

24:40.726 --> 24:43.471
[SPEAKER_03]: Yeah, that's the compound effect during the hard times of London every day.

24:43.652 --> 24:45.395
[SPEAKER_04]: Yeah, and then Jeff Olson, the E.S.

24:45.415 --> 24:45.775
[SPEAKER_04]: Light Edge.

24:45.996 --> 24:47.158
[SPEAKER_04]: Yep, one percent every single day.

24:47.779 --> 24:48.120
[SPEAKER_04]: All right, cool.

24:48.517 --> 24:49.398
[SPEAKER_04]: Awesome, I like that.

24:49.458 --> 24:49.958
[SPEAKER_04]: So, okay.

24:50.598 --> 24:57.482
[SPEAKER_04]: I'm going to open it up to just people in the room if you guys have a specific question that you guys want to ask Eric, but they don't, huh?

24:57.642 --> 24:57.782
[SPEAKER_04]: What?

24:58.042 --> 24:58.303
[SPEAKER_04]: They don't?

24:58.443 --> 24:59.323
[SPEAKER_03]: Yeah, I'm just kidding, they might.

24:59.423 --> 25:01.424
[SPEAKER_04]: He doesn't want you to make it very, very hard.

25:01.524 --> 25:02.005
[SPEAKER_04]: No, they should.

25:02.125 --> 25:02.365
[SPEAKER_04]: Yeah.

25:02.845 --> 25:04.846
[SPEAKER_04]: Also guys, ask him if he is your father.

25:04.866 --> 25:05.347
[SPEAKER_04]: I'm just joking.

25:05.367 --> 25:05.747
[SPEAKER_04]: No, do that.

25:06.727 --> 25:07.548
[SPEAKER_04]: Who is the microphone?

25:07.768 --> 25:08.728
[SPEAKER_04]: Terry, you have the microphone, okay.

25:09.009 --> 25:16.393
[SPEAKER_04]: Anyway, anybody that wants to ask Eric a question or even me a question, just raise your hand and we'll pass you the microphone.

25:17.419 --> 25:38.097
[SPEAKER_00]: So, in your journey of wanting to scale and every time you do, you run into a bottleneck or something that keeps you from going to the next level, how have you been able to identify that and then come up with the solution to implement so that you can go to the next level.

25:40.059 --> 25:40.319
[SPEAKER_03]: People.

25:41.409 --> 25:48.034
[SPEAKER_03]: So Seth Gauden, who's a hero of mine, he is like the father of modern marketing.

25:49.215 --> 25:54.119
[SPEAKER_03]: He believes that his CEO's only job is to come up with new roles and fill them.

25:55.845 --> 25:59.550
[SPEAKER_03]: It's like that should be like your owner's wants, once your business gets to a certain size, that should be your owner's wantsability.

26:01.152 --> 26:07.700
[SPEAKER_03]: And so every time I run into a roadblock of some kind, it's because there's something that needs to get down that I don't know how to do, but I don't have time to do.

26:08.341 --> 26:12.065
[SPEAKER_03]: And so how you fix that is you find somebody who knows how to do it, it has time to do it.

26:12.786 --> 26:19.095
[SPEAKER_03]: So whether it's a full-time person, or I've done a thing a bunch of times where I call them micro-employees.

26:19.796 --> 26:29.129
[SPEAKER_03]: So for instance, we have a person and her only job is to thank every person that shares one of our posts on Facebook.

26:29.794 --> 26:30.034
[SPEAKER_03]: That's it.

26:30.094 --> 26:30.574
[SPEAKER_03]: That's all she does.

26:30.915 --> 26:33.856
[SPEAKER_03]: And we pay her, like, I don't know if we pay her not much, you know, very little.

26:34.136 --> 26:34.736
[SPEAKER_03]: She's a Jamaica.

26:34.756 --> 26:35.797
[SPEAKER_03]: Yeah, that's her only job.

26:35.897 --> 26:36.477
[SPEAKER_03]: Thanks every person.

26:37.058 --> 26:38.738
[SPEAKER_03]: Uh, we, at one point, we had another person.

26:38.858 --> 26:40.419
[SPEAKER_03]: That was like integrated into a full-time job.

26:40.779 --> 26:45.241
[SPEAKER_03]: But at one point, we had a person who's only jobless to respond to all the comments on Facebook Instagram.

26:45.642 --> 26:46.882
[SPEAKER_03]: And that's all she did, right?

26:46.902 --> 26:47.623
[SPEAKER_03]: Because I couldn't do that.

26:48.403 --> 26:52.045
[SPEAKER_03]: Um, so, you know, you don't have to hire a whole person.

26:52.645 --> 27:02.218
[SPEAKER_03]: you can pay somebody a hundred bucks a month just to do this very specific thing just causing you these issues, the stress, the anxiety, the gets you these compound returns.

27:03.460 --> 27:07.165
[SPEAKER_03]: We paint a person a small monthly amount to, as he still does it.

27:08.228 --> 27:17.954
[SPEAKER_03]: She goes on Facebook and finds, you know, pool service companies or pool builders or, you know, pool fence adjacent businesses.

27:18.534 --> 27:21.396
[SPEAKER_03]: And she reaches out to them and says, hey, who do you refer for pool fence?

27:22.017 --> 27:24.158
[SPEAKER_03]: And then they write back, uh, nobody.

27:24.678 --> 27:27.582
[SPEAKER_03]: And then she responds, oh, full transparency, I would like to say, real cool friends.

27:28.343 --> 27:31.306
[SPEAKER_03]: And we liked to earn your referrals, where are you located?

27:31.326 --> 27:33.229
[SPEAKER_03]: And they're like, oh, I'm in South Carolina.

27:33.249 --> 27:34.630
[SPEAKER_03]: And I'm like, oh, do you know Josh Elby?

27:34.971 --> 27:38.315
[SPEAKER_03]: And then have you ever got an email from Daryon with a contact?

27:39.997 --> 27:41.598
[SPEAKER_03]: They're in Amy's, okay, it'll happen one day.

27:42.698 --> 27:45.399
[SPEAKER_03]: Yeah, and then she, you know, connects you guys together, right?

27:46.379 --> 27:47.220
[SPEAKER_03]: Something costs a lot of money.

27:48.460 --> 27:56.303
[SPEAKER_03]: She does it part-time, but, you know, we have somebody constantly kind of putting, you know, lines in the water to try and get rid of resources.

27:57.284 --> 28:02.025
[SPEAKER_03]: She also hits up all of our followers on Instagram and looks like they might be in business.

28:02.726 --> 28:06.127
[SPEAKER_03]: And as soon as they want to have a five minute meeting with me to, you know, talk about water safety.

28:07.382 --> 28:10.644
[SPEAKER_03]: And again, you know, for a few bucks a month that pays for itself pretty exponentially.

28:11.645 --> 28:12.226
[SPEAKER_03]: So that's how you got it.

28:12.306 --> 28:13.627
[SPEAKER_03]: I found people who can help me.

28:14.067 --> 28:14.248
[SPEAKER_03]: Yeah.

28:14.848 --> 28:16.510
[SPEAKER_04]: This is a great book called Who Not How.

28:16.730 --> 28:17.951
[SPEAKER_04]: I've forgotten who the author is.

28:18.191 --> 28:19.112
[SPEAKER_04]: But it talks about that.

28:19.152 --> 28:27.800
[SPEAKER_04]: It's like your greatest value that you can bring in your business is to, like in your case, figure out positions and find people to fill them.

28:27.940 --> 28:31.623
[SPEAKER_04]: And also, I also think of CEOs job just to make decisions that are good for the company.

28:31.683 --> 28:33.845
[SPEAKER_04]: And if you can do that well, then awesome.

28:34.225 --> 28:46.595
[SPEAKER_04]: But a lot of people, a lot of entrepreneurs and business owners, we're stuck in how can I do it, and we've already limit ourselves at that point, and so what you're saying is, figure out who can do it for you.

28:47.156 --> 28:55.282
[SPEAKER_04]: And a lot of times that position that you have to fill doesn't cost them, it's not a large investment, but it's a powerful investment because it gets you in front of a lot more people.

28:55.783 --> 28:57.084
[SPEAKER_04]: And what is your return on investment on that?

28:57.688 --> 29:01.789
[SPEAKER_03]: I don't even know, it's big, it's pretty huge, you probably stop measuring that.

29:02.289 --> 29:05.150
[SPEAKER_04]: And again, it's like you stop measuring it because you know it's important to do now.

29:05.210 --> 29:07.631
[SPEAKER_04]: It's like it's an investment you will keep making because it's working.

29:08.151 --> 29:09.091
[SPEAKER_03]: So yeah, thank you.

29:09.552 --> 29:13.613
[SPEAKER_03]: But you know, I haven't been into that because there's so many things I can do, right?

29:13.653 --> 29:14.073
[SPEAKER_03]: So I...

29:14.760 --> 29:17.401
[SPEAKER_03]: I run a company that manufactures bullfits.

29:18.621 --> 29:19.482
[SPEAKER_03]: You know what I can't do?

29:19.902 --> 29:21.702
[SPEAKER_03]: Everything, manufacture bullfits, right?

29:21.762 --> 29:23.223
[SPEAKER_03]: I've never made a section of bullfits.

29:23.823 --> 29:25.303
[SPEAKER_03]: So never did, that's what I can't do.

29:25.323 --> 29:25.904
[SPEAKER_02]: I can't trust this thing.

29:25.924 --> 29:26.344
[SPEAKER_02]: It's crazy, right?

29:26.904 --> 29:28.304
[SPEAKER_03]: I've never installed a bullfits, right?

29:29.325 --> 29:36.467
[SPEAKER_03]: So I know inherently that I need to hire people to help me with stuff, because, you know, I stupidly got into a business that I can't do, right?

29:36.707 --> 29:36.847
[SPEAKER_02]: Yeah.

29:37.007 --> 29:38.148
[SPEAKER_03]: Well, because you know everything, right?

29:38.308 --> 29:38.428
[SPEAKER_03]: Yeah.

29:39.688 --> 29:41.109
[SPEAKER_03]: But, you know, they save your own restaurant.

29:41.129 --> 29:42.150
[SPEAKER_03]: You should know how to cook, right?

29:42.651 --> 29:43.051
[SPEAKER_03]: Maybe not.

29:43.531 --> 29:45.673
[SPEAKER_03]: You know, none of you can find people who can.

29:45.973 --> 29:46.173
[SPEAKER_02]: Yeah.

29:46.454 --> 29:49.376
[SPEAKER_03]: So the idea that, you know, when I get stuck, I need to find help.

29:49.456 --> 29:51.338
[SPEAKER_03]: It's kind of been drilled in, since I was 10.

29:51.378 --> 29:51.578
[SPEAKER_03]: Yeah.

29:52.278 --> 29:54.960
[SPEAKER_03]: And, you know, it's carried on the entrepreneurship.

29:55.261 --> 29:55.441
[SPEAKER_03]: Yeah.

29:55.941 --> 29:57.783
[SPEAKER_03]: I've always wanted to own a restaurant just because I like to eat.

29:58.043 --> 29:58.223
[SPEAKER_04]: Yeah.

29:58.583 --> 30:00.545
[SPEAKER_04]: And I mean, so I'm going to find somebody who's willing to cook.

30:01.356 --> 30:02.857
[SPEAKER_04]: and I can figure out the money and everything like that.

30:03.138 --> 30:04.179
[SPEAKER_04]: I can just go there every day to eat.

30:04.479 --> 30:05.840
[SPEAKER_04]: I would only own a restaurant as a hobby.

30:05.860 --> 30:08.242
[SPEAKER_04]: I think they're terrible businesses.

30:08.262 --> 30:08.542
[SPEAKER_04]: They are.

30:09.083 --> 30:10.344
[SPEAKER_04]: The profit margins are extremely low.

30:10.404 --> 30:12.066
[SPEAKER_04]: Yeah, I used to run restaurants, I hated it.

30:12.106 --> 30:13.487
[SPEAKER_04]: I'll never get back into it if I can.

30:14.107 --> 30:15.188
[SPEAKER_04]: But I would like to eat.

30:15.429 --> 30:16.730
[SPEAKER_04]: So it might be fun to be honest with me.

30:16.750 --> 30:19.272
[SPEAKER_04]: I'll break even to help me with my taxes and just to eat.

30:19.332 --> 30:19.772
[SPEAKER_04]: So I'm good.

30:20.133 --> 30:21.374
[SPEAKER_04]: Well, Andy showed your cool.

30:21.754 --> 30:22.675
[SPEAKER_03]: You're the owner of the restaurant.

30:22.695 --> 30:23.416
[SPEAKER_03]: Everybody knows you.

30:23.436 --> 30:23.996
[SPEAKER_03]: You're a hero.

30:24.977 --> 30:25.757
[SPEAKER_03]: That's one awesome.

30:26.138 --> 30:26.558
[SPEAKER_03]: I like that.

30:26.838 --> 30:28.179
[SPEAKER_03]: You know, I should just start the restaurant together.

30:28.279 --> 30:32.500
[SPEAKER_03]: Yeah, and we just go there and eat what you call it I don't know yet appetizers appetizers.

30:32.540 --> 30:34.922
[SPEAKER_03]: Yeah, only appetizers as I just is what?

30:35.182 --> 30:40.364
[SPEAKER_03]: Yeah, that's the best part I don't know mac and cheese, potatoes You know, et cetera.

30:40.484 --> 30:43.526
[SPEAKER_03]: Yeah, that's what entrees are boring appetizers side dishes.

30:43.546 --> 30:47.847
[SPEAKER_03]: All right, that's done the conversation All right, another question.

30:47.867 --> 30:48.728
[SPEAKER_03]: I think it's just bar food

30:51.378 --> 30:55.600
[SPEAKER_01]: So there is an adage in business where you should not hire friends or family.

30:55.840 --> 31:04.023
[SPEAKER_01]: Oh yeah, and I have noticed at life saver that that adage has completely gone out the window

31:07.680 --> 31:24.187
[SPEAKER_01]: What benefit do you see or what made you go, hey, you know what, I'm going to I'm going to issue this this convention and and and and do it and and do you have a system like are we really friends or was that just a a vetting process.

31:25.322 --> 31:30.184
[SPEAKER_03]: So yeah, you're right, since I can remember I've been hiring friends of family.

31:30.604 --> 31:31.985
[SPEAKER_03]: And I think it's also selfishness.

31:32.225 --> 31:35.326
[SPEAKER_03]: If I'm going to be somewhere, I have to be for eight, nine, 10 hours a day.

31:35.746 --> 31:36.827
[SPEAKER_03]: I want to be around people I like.

31:37.767 --> 31:44.430
[SPEAKER_03]: I also don't think you can think around through an interview whether or not someone's a good person, which I think matters way more than a skill set.

31:45.430 --> 31:50.072
[SPEAKER_03]: At Leibsammer, we hire for personality and character,

31:51.112 --> 31:58.157
[SPEAKER_03]: and general, you know, they're holistic of who they are, more than are they good at accounting, right?

31:58.177 --> 32:02.539
[SPEAKER_03]: You know, hobby heir who's gone is a banker, right?

32:03.200 --> 32:06.882
[SPEAKER_03]: He has nothing to do with franchises, but he's amazing, right?

32:08.363 --> 32:13.646
[SPEAKER_03]: And I would say that if Jimmy Hendrix wants to join your band, you'll find this spot for Jimmy Hendrix, right?

32:14.207 --> 32:17.529
[SPEAKER_03]: And every now and again, you get, you know, a Jimmy Hendrix slash hobbyer video.

32:17.749 --> 32:21.530
[SPEAKER_03]: Unless you're a country, you still find it's a lot of entertainment and rocks, yeah, it doesn't matter.

32:23.251 --> 32:23.831
[SPEAKER_03]: You'll figure it out.

32:25.492 --> 32:26.972
[SPEAKER_03]: But yeah, I think of the guitar backwards, right?

32:27.032 --> 32:29.413
[SPEAKER_03]: Yeah, I happen to have really awesome friends.

32:31.074 --> 32:32.274
[SPEAKER_03]: I trust them, I know them.

32:33.254 --> 32:38.136
[SPEAKER_03]: And I think as long as you're not a shitty boss, you don't have problems.

32:39.136 --> 32:40.357
[SPEAKER_03]: And also you're selected, right?

32:40.677 --> 32:43.258
[SPEAKER_03]: I have lots of friends who I would never hire for anything.

32:47.878 --> 32:57.234
[SPEAKER_04]: I think for you too, and I'm just taking a long guess here, like, this is part of something you've been doing for your whole life, like you're really careful about who you let into your circle, you know?

33:00.317 --> 33:01.718
[SPEAKER_04]: I'm actually, I had my question too.

33:01.738 --> 33:03.919
[SPEAKER_04]: I was like, I've seen a lot of friends and family here.

33:03.959 --> 33:12.203
[SPEAKER_04]: And I'm surprised that your retention is really high with them, where I've coached many, many businesses where it's like, why did you hire your friend or your sister or your brother?

33:12.643 --> 33:13.963
[SPEAKER_04]: That was a worst thing that I could have done.

33:14.103 --> 33:17.845
[SPEAKER_04]: And that seems to be the story that I hear more often than we just wrote about it.

33:17.905 --> 33:19.426
[SPEAKER_03]: So yeah, I think you just got to be careful.

33:19.506 --> 33:26.509
[SPEAKER_03]: And also, like you said, I am kind of like, I think people are too cavalier with the people they let being their friends.

33:27.029 --> 33:27.750
[SPEAKER_03]: So people have friends.

33:27.790 --> 33:28.250
[SPEAKER_03]: They don't like.

33:29.103 --> 33:56.162
[SPEAKER_03]: is I think so you live all these friends that they like hang out with and they don't like half of them or they're like yucky people or they're stressed out by being with them and I I can't do that like I just we always like that yeah I have no patience for people I don't want to be around and I'm super blind let them know too I do yeah but rather quickly so yeah I only keep people around but I want to be around you know I don't do things I don't want to do um I have a um I have a

33:58.083 --> 33:59.344
[SPEAKER_03]: So I don't go to baby showers.

33:59.484 --> 34:00.084
[SPEAKER_03]: I don't go to wedding.

34:00.104 --> 34:00.424
[SPEAKER_03]: Yeah.

34:00.444 --> 34:02.245
[SPEAKER_04]: That's a third or five.

34:02.265 --> 34:02.885
[SPEAKER_04]: The shower.

34:03.025 --> 34:03.805
[SPEAKER_04]: I mean, that too.

34:03.825 --> 34:05.426
[SPEAKER_04]: Your friends not have to shower.

34:05.466 --> 34:06.727
[SPEAKER_03]: You don't want them to shower.

34:06.887 --> 34:07.207
[SPEAKER_03]: Yeah.

34:07.227 --> 34:11.949
[SPEAKER_03]: Baby showers, no wedding showers, no golden showers, no regular showers, no showers of any kind.

34:12.969 --> 34:13.489
[SPEAKER_03]: More of a sponge.

34:13.529 --> 34:14.850
[SPEAKER_03]: Yeah, sure.

34:14.910 --> 34:15.310
[SPEAKER_03]: No showers.

34:16.611 --> 34:18.171
[SPEAKER_03]: And yeah, so I don't go to things I don't want to do.

34:18.231 --> 34:20.932
[SPEAKER_03]: I don't hang out with people I don't want to hang out with.

34:21.072 --> 34:21.232
[SPEAKER_03]: Yeah.

34:21.252 --> 34:27.015
[SPEAKER_03]: And so the available pool, I'm around people that I like respect to bring everybody to you whenever you hang out.

34:27.815 --> 34:29.336
[SPEAKER_03]: that doesn't tend to be a thing, yeah.

34:29.677 --> 34:32.179
[SPEAKER_04]: And that just me, and that just makes some amazing parties.

34:32.539 --> 34:34.121
[SPEAKER_03]: I do throw some parties, yeah.

34:34.281 --> 34:36.323
[SPEAKER_03]: Some parties, party parties left, but yeah.

34:36.523 --> 34:38.185
[SPEAKER_04]: Cool, awesome, awesome.

34:38.205 --> 34:40.026
[SPEAKER_04]: Do you have one more question for the audience?

34:40.107 --> 34:40.527
[SPEAKER_04]: What am I?

34:41.148 --> 34:42.269
[SPEAKER_00]: It is.

34:42.289 --> 34:44.911
[SPEAKER_00]: So current favorite read that you would recommend.

34:44.931 --> 34:46.452
[SPEAKER_00]: Oh, I'm going to ask you both.

34:47.093 --> 34:47.654
[SPEAKER_04]: It's a good question.

34:48.234 --> 34:48.615
[SPEAKER_04]: Okay.

34:48.655 --> 34:48.755
[SPEAKER_04]: Book.

34:48.775 --> 34:55.122
[SPEAKER_04]: The question is, what is your current favorite read that you would recommend some book or Business, Business, Personal, Development?

34:55.523 --> 34:55.883
[SPEAKER_03]: Yeah.

34:56.003 --> 35:03.452
[SPEAKER_03]: My favorite business development, first, you know, self-help book of all the time, is Never Split The Numbers.

35:03.952 --> 35:04.753
[SPEAKER_03]: Awesome.

35:04.853 --> 35:05.654
[SPEAKER_03]: By Chris Boss.

35:07.045 --> 35:08.185
[SPEAKER_03]: It's a book on negotiating.

35:08.205 --> 35:10.246
[SPEAKER_03]: There's an FBI hostage negotiator.

35:10.646 --> 35:11.186
[SPEAKER_03]: It's incredible.

35:11.406 --> 35:12.547
[SPEAKER_03]: I listen to it like three times.

35:12.747 --> 35:19.749
[SPEAKER_03]: It's awesome Recently Mike can I listen to an reasonable hospitality which we've talked about.

35:20.049 --> 35:26.751
[SPEAKER_03]: I love that one a lot We also just did two different books on selling and we're pretty good.

35:26.771 --> 35:26.791
[SPEAKER_03]: I

35:27.751 --> 35:31.774
[SPEAKER_03]: we did get both of them recommended by Joe, Gap Selling, right?

35:31.814 --> 35:32.794
[SPEAKER_03]: That was called Gap Selling, yep.

35:33.014 --> 35:43.020
[SPEAKER_03]: And the other one is the straight line sale or straight line selling, straight line selling, and that one's by Jordan Belphore, who the Welfa Wall Street movie was based on.

35:43.040 --> 35:43.420
[SPEAKER_03]: Yeah.

35:44.060 --> 35:46.922
[SPEAKER_03]: And not the best person, but really good at selling stuff.

35:48.465 --> 35:49.545
[SPEAKER_04]: He got you to buy his book.

35:49.645 --> 35:50.346
[SPEAKER_03]: He got me by his book.

35:50.406 --> 35:51.586
[SPEAKER_03]: Yep, so.

35:51.846 --> 35:53.727
[SPEAKER_03]: Or it's all the ones I listen to a lot of audiobooks.

35:55.547 --> 35:58.468
[SPEAKER_03]: I just finished $100 million of a leave.

35:58.928 --> 35:59.668
[SPEAKER_03]: Oh, Alex from Ozee?

35:59.968 --> 36:00.789
[SPEAKER_03]: Yeah, Alex from Ozee.

36:00.809 --> 36:04.110
[SPEAKER_03]: I liked it enough that it's now the curriculum we use for our marketing, just training.

36:05.730 --> 36:06.910
[SPEAKER_03]: Don't reinvent that wheel, right?

36:07.050 --> 36:08.331
[SPEAKER_03]: No, it's just really good.

36:09.451 --> 36:12.072
[SPEAKER_03]: And it's done the way that there is no excuses.

36:12.672 --> 36:34.889
[SPEAKER_03]: right so sit like he writes it a very simple way yeah he also shows it like how he did it with him in his wife when they were first struggling right so he starts off with like if you have no money here's what you do and then if you have a little bit of money here's what you do so there's a little there's no reason why you can't like why can't do that yeah like there's no fluff it's like straightforward as you can see answer it's great yeah it's really good um we did buy back your time

36:36.793 --> 36:38.776
[SPEAKER_03]: Mike is a huge fan of the getting done well.

36:38.796 --> 36:40.218
[SPEAKER_04]: So you have a lot of favorite rings basically.

36:40.478 --> 36:43.262
[SPEAKER_03]: Yeah Are you ready on these all down?

36:43.302 --> 36:43.862
[SPEAKER_03]: Am I missing any.

36:44.603 --> 36:45.344
[SPEAKER_02]: I've read three.

36:45.785 --> 36:46.065
[SPEAKER_03]: Yeah.

36:46.105 --> 36:48.549
[SPEAKER_03]: Yeah, we did the power of moments that you recommended.

36:48.569 --> 36:50.692
[SPEAKER_03]: It was really good I like that one a lot.

36:51.192 --> 36:52.113
[SPEAKER_03]: I was talking about that yesterday.

36:52.294 --> 36:53.175
[SPEAKER_03]: It might told me I missed the point

36:53.950 --> 36:57.192
[SPEAKER_04]: There are a couple, all the books that you read, I've read, and I love them.

36:57.272 --> 36:59.914
[SPEAKER_04]: But when it comes to sales, I'll tell you that the ones that I love most about sell.

36:59.934 --> 37:03.537
[SPEAKER_04]: So, never split the difference in gap selling, where by two favorite sales books.

37:03.997 --> 37:08.120
[SPEAKER_04]: Never split the difference because it teaches you how to negotiate the price that you want, and it gets you to sell.

37:08.320 --> 37:09.060
[SPEAKER_04]: That's good for everything.

37:09.181 --> 37:09.881
[SPEAKER_04]: It's good for everything.

37:09.921 --> 37:10.401
[SPEAKER_04]: Literally everything.

37:10.421 --> 37:14.544
[SPEAKER_04]: I mean, yeah, you know, I probably had to... I probably did that to my wife to convince her to marry me.

37:14.564 --> 37:15.565
[SPEAKER_04]: I haven't even read the book yet.

37:15.645 --> 37:17.626
[SPEAKER_03]: If you talk to people ever, you should read the book.

37:17.786 --> 37:17.947
[SPEAKER_04]: Yes.

37:18.727 --> 37:25.072
[SPEAKER_04]: Absolutely, because it tells you how to talk to people in a way that gets them to want to give you what you want, which is amazing.

37:26.533 --> 37:27.214
[SPEAKER_04]: And gap selling.

37:27.274 --> 37:35.240
[SPEAKER_04]: It just talks about figuring out the pain points of your ideal client and helping them understand that you're the solution without saying I'm the solution.

37:35.260 --> 37:37.882
[SPEAKER_04]: They're going to actually want to sell to buy from you.

37:37.903 --> 37:42.626
[SPEAKER_04]: So that's selling when it comes to just basically customer service.

37:42.646 --> 37:45.709
[SPEAKER_04]: There's a book called Excellence of Wins by Horst Schultz.

37:46.309 --> 37:48.110
[SPEAKER_04]: He's the guy that turned the rich call to him around.

37:48.170 --> 37:49.511
[SPEAKER_04]: He's a German CEO.

37:49.731 --> 38:03.598
[SPEAKER_04]: He did a lot of hospitality Is a really good book and again, it's about hotels, but I brought that into my duck cleaning business And that's where I made a decision to say we are in the business of customer service We just happen to clean people's airducks to our friends and chimneys.

38:04.078 --> 38:11.762
[SPEAKER_04]: I turned them around because that's why I learned that book and it talked about really just making your customer Feel so important and feel so good when you're there.

38:11.782 --> 38:12.963
[SPEAKER_04]: They're gonna throw money at you

38:13.623 --> 38:20.405
[SPEAKER_04]: Um, so excellence wins the amazing book when it comes to that systems and processes Um, there's just, you know, say the Bible, right?

38:21.265 --> 38:24.146
[SPEAKER_03]: I love the Bible, but the Bible of systems and the processes.

38:24.346 --> 38:24.506
[SPEAKER_03]: No.

38:25.006 --> 38:25.746
[SPEAKER_03]: Uh, email is a resident.

38:25.946 --> 38:26.346
[SPEAKER_03]: Oh, really?

38:26.366 --> 38:26.627
[SPEAKER_03]: Yeah.

38:26.847 --> 38:27.267
[SPEAKER_03]: That's the one.

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[SPEAKER_03]: Is that called the Bible?

38:28.467 --> 38:32.008
[SPEAKER_03]: Because I think people think that's like the book on like businesses.

38:32.108 --> 38:36.831
[SPEAKER_04]: Well, the e-meth revisited is the very first book my coach ever made me read and I hated reading when I dropped out.

38:36.911 --> 38:40.374
[SPEAKER_04]: So I read that book because I feel the same way everybody does.

38:40.454 --> 38:44.056
[SPEAKER_04]: Like I was the technician, the manager and the owner and had to figure that out.

38:44.096 --> 38:46.138
[SPEAKER_04]: So the e-meth revisited the first of some of them processes.

38:46.778 --> 38:50.140
[SPEAKER_04]: But when it gets down to systems and processes, there's a book called Get Scalable.

38:50.881 --> 38:51.581
[SPEAKER_04]: I really loved that book.

38:51.621 --> 38:52.362
[SPEAKER_04]: I forgot who it was.

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[SPEAKER_04]: Get Scalable.

38:54.828 --> 39:00.235
[SPEAKER_04]: And it talks about how to work with your team to figure out the systems and processes and implement that and they do that every quarter.

39:00.335 --> 39:04.120
[SPEAKER_04]: So a lot of it's due to the whole night of the planning but it gets into a lot more detail.

39:04.160 --> 39:11.069
[SPEAKER_04]: And that's something I actually do on the side for companies as I go over the sticky note version of figure out your systems and then just document to them and then doing it.

39:11.129 --> 39:12.491
[SPEAKER_04]: So those are my favorite reads.

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[SPEAKER_04]: It seems like people who do well in business have read a lot of books.

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[SPEAKER_04]: Yes, go figure.

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[SPEAKER_04]: And I hate reading books.

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[SPEAKER_04]: I still do, but I force my, well, I actually enjoy it now, like I love reading books and I actually enjoy reading and I didn't know how much I love business until I started doing it.

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[SPEAKER_04]: And more so when I started actually doing well with it.

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[SPEAKER_04]: And then I was like, okay, I'm going to read some more books because now I'm interested in doing better.

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[SPEAKER_04]: So, yeah.

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[SPEAKER_04]: Is that so?

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[SPEAKER_04]: Nice.

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[SPEAKER_03]: I read it with my ears.

39:38.697 --> 39:42.664
[SPEAKER_04]: Yeah, audio, audio, audio, so you read two years, read two, yeah, we too.

39:42.985 --> 39:45.569
[SPEAKER_04]: If I open the book, I tend to, like, fall asleep when I read it.

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[SPEAKER_03]: So I'm just like, yeah, awesome.

39:50.059 --> 39:56.245
[SPEAKER_04]: Well, there may be closing in thoughts and you just want to give the audience or just, you know, our virtual audience, something we're going to watch us a month from now.

39:56.745 --> 40:02.351
[SPEAKER_04]: But what is like the top business advice you could just give somebody, if you're just passing through, they're like, give me your advice.

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[SPEAKER_03]: Yeah, yeah.

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[SPEAKER_03]: I would hire Coach Joe.

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[SPEAKER_03]: That's the advice.

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[SPEAKER_03]: That's what I think you should do.

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[SPEAKER_03]: I love you.

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[SPEAKER_03]: I'm going to pass somebody over to you.

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[SPEAKER_03]: You're welcome.

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[SPEAKER_04]: Awesome.

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[SPEAKER_04]: I like that.

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[SPEAKER_04]: Well guys, I really appreciate you guys tuning into the entrepreneur experience, those of you who are in the live audience and those of you who are watching this show here I hope that you got a lot from Eric.

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[SPEAKER_04]: You could learn so much from somebody who's learned and delegate almost everything and just stick to what he is good at which is finding new positions on hiring people for them right?

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[SPEAKER_04]: So please subscribe to this channel, hit that notification button whenever there's a new show coming on and we'll see you next time.

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[SPEAKER_04]: Stay strong

40:40.546 --> 40:41.589
[SPEAKER_03]: Oh, done.

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[SPEAKER_03]: All right.

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[SPEAKER_03]: I'll put you to go.

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[SPEAKER_03]: My pleasure.

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[SPEAKER_02]: Bye.